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Archive for March, 2009

Toyota Dealer Advertising – No Addendums

March 18, 2009 Leave a comment

Toyota Dealer Advertising
 
Interesting concept just launched for a Toyota dealership in the Southeast. The “One Sticker Store” program reinvents selling accessories and upfitting vehicles.

To deal with larger metro dealers in a top 50 market, this Toyota dealer wants to make his store a destination store by advertising – that he only has one sticker, “No Addendums.”

Now he is not going as far as losing his doc fee, just creating a unique selling advantage and sincere way to package and sell more accessories during a time of lower volume.

It’s a smart plan that can encompass all areas of the merchandising and advertising for this dealer, while helping hold gross and work his customers from the MSRP down.

 Call John Paul Strong today:  205.908.9200
 Email John Paul Strong today:  johnpaul@strongthinking.com
 Visit Strong’s website: www.strongthinking.com

Categories: JPS

Infrastructure Talk Means ONE Thing… Full Size Truck Demand

March 18, 2009 Leave a comment

Automotive Intelligence

Are you picking up what I am putting down? We are getting closer to April, gas hasn’t jumped yet, and there is no clear-cut plan for the stimulus if you watch FOX News. The New York Times and Wall Street Journal first started talking about infrastructure and revitalizing urban areas about three years ago. Now the word infrastructure talk is common in White House press conferences and senate debates.

What does this mean to you as a dealer?
EVERYTHING if you are in the business of selling and servicing full size trucks.

Order accordingly. There are three types of vehicles more popular in construction:

The  “Worker’s” Truck

The “Foreman’s” Truck…

and The “Boss’s” Truck…

Merchandising is critical – go back to what you remember doing in the 80’s and 90’s in terms of ordering and preparing for the boom that is coming.  It could be sooner than you think.

 Call John Paul Strong today:  205.908.9200
 Email John Paul Strong today:  johnpaul@strongthinking.com
 Visit Strong’s website: www.strongthinking.com


Categories: JPS

Direct Marketing

March 18, 2009 Leave a comment

nteresting comment from a 30-year dealer who has made millions of dollars by selling tens of thousands of cars… I asked him today how many times he sent mail – either sales or service mail to his owners. He said in a cocky tone, “Once a quarter, whether I need to or not.” (He was referring to a program that his GM had put him on that mails once a quarter through a third party CRM provider.) I wish I had this dealer’s money with my sense. I would send a letter of some kind to my owners (especially if there were tens of thousands of them) with some reason to come into my dealership every month whether they came or not!

Mail is a function of the size of the market and every American still checks their mailbox. It is an impression, and when you are spending money to make all the impressions that you can – I would invest mine in one that generally lands on the kitchen counter, which is where 68% of all Americans place their mail when they first walk in the door.

 Call John Paul Strong today:  205.908.9200
 Email John Paul Strong today:  johnpaul@strongthinking.com
 Visit Strong’s website: www.strongthinking.com

Categories: JPS

Automotive Advertising – Value Trumps Price Among Shoppers

March 16, 2009 Leave a comment

Consumers are not buying based on price alone. Instead they are relying more on their perception of value when deciding which brands to stay loyal to during the recession.

 Call John Paul Strong today:  205.908.9200
 Email John Paul Strong today:  johnpaul@strongthinking.com
 Visit Strong’s website:  www.strongthinking.com

Categories: JPS

Stay Strong When Business Gets Rough

March 16, 2009 Leave a comment

(Taken from MSNBC.com)

 

Your ability to handle rejection and obstacles while selling in hard times really depends on your capacity to focus on the essential activities that help you stay in control. Here are three ways to deal with oncoming sales challenges and negative situations.
 

  • KEEP YOUR EYES ON THE PRIZE – Re-establish your key sales goals, write them down and have them clearly in front of you every day.  Obstacles that are what you see when you take your eyes off the goal.  A successful business person cited the only time people will fail is when they lose focus or take their eyes off the prize.

 

  • COMBINE DEEP LEARNING WITH QUALIFIED ACTIVITY – You have hear this before, more simply put – use the power of youth and enthusiasm / age and experience.  Learn about your customers, skills of your people, strategy and increase the value in what you are selling both to the customers and to your people. 

 

  • FALLING ISNT FAILING – AS LONG AS YOU DON’T FAIL TO GET BACK UP – The knowledge you gain from picking yourself back up is more valuable than the knowledge you get from being on top.  Trying a new strategy will create awareness in yourself of the ability to try and conquer a new strategy.

 Call John Paul Strong today:  205.908.9200
 Email John Paul Strong today:  johnpaul@strongthinking.com
 Visit Strong’s website:  www.strongthinking.com

Categories: Uncategorized

Automotive Intelligence – Detroit’s Critics Just Don’t Get It

March 16, 2009 Leave a comment

Automotive Intelligence

 

The article caught below my attention in the Washington Post – which I thought was a very profound statement regarding the industry.

 

 

Detroit’s Critics Just Don’t Get It

 

By Warren Brown

Sunday, March 1, 2009

 

The nation that invented the automobile has no intention of walking away from it.  That nation is Germany, which gave the world its first carriage powered by an internal combustion engine in 1885.

 

But the nation that popularized the automobile via assembly-line production, the United States, seems less certain of its continued commitment to the car – that is, to the car wearing a GM, Ford, or Chrysler badge.

 

It’s fundamentally unfair.

 

Detroit is getting a bum rap.

 

And if President Obama does not understand that, just as he clearly does not understand some basic facts of automotive history, as indicated by his misstatement last week about which country invented the automobile, he is likely to do Detroit more harm than good.

 

“And I believe the nation that invented the automobile cannot walk away from it,” Obama told a joint session of Congress, delineating his administration’s plans to revive the nation’s economy.

 

The comment represented more than a simple historical error.  It bespoke an attitude, the idea that the federal government, carrying bags of taxpayer money, must now ride to the rescue of a recalcitrant Detroit that finds itself on the brink of bankruptcy after “years of bad decision making.”

 

Here’s one more attempt to set the record straight.

 

The Detroit that Washington loves to hate, the one that policy wonks and politicians think they can run better than industry professionals, stopped existing at least 15 years ago.  It faded because executives at GM, Ford and Chrysler reached a consensus not fully embraced by Congress or the American consumer.  To wit: Oil will not last forever.

 

Detroit’s executives aren’t stupid.  Nor are they arrogant fools who care more for their own paychecks than they do for their industry’s or their country’s future.  They know that the care of the future will have to be powered by something other than gasoline or diesel – or else there is no future.

 

Thus, it would behoove Obama’s automotive task force to take a close look at the billions of dollars Detroit already has poured into the development of alternative fuels and drive systems.  The truth is that Detroit has been working hard to develop cars that consumers will need.  But that research and development largely has been financed by selling cars and trucks that consumers want now.

 

That brings up a second point – the nonsense that Detroit no longer makes cars that Americans want to buy, as evidenced by Detroit’s consistent loss of share of its home market.

 

The United States is the world’s most lucrative, most open, most competitive automotive retail market.  Gone are the 1950’s and 60’s when the term “the Big Three” had meaning backed by dominant, unchallenged home market share.  Nearly every company that can mate an engine with a transmission has opened shop here.

 

It is reasonable, under these circumstances, that the “Big Three” that had more than 90 percent of U.S. market share in 1950 is now fighting to hold onto a 48 percent share of that market.  Doesn’t a 48-percent share mean that somebody out there is taking what Detroit is making?

 

Also, it’s time to stop blaming Detroit for being a good employer – one that has assumed the enormous financial burden of providing its workers better-than-adequate health care and compensating them in a way that allows them and their families to embrace middle-class dreams.

 

Conventional wisdom says that Detroit’s automobile executives have given the United Automobile Workers too much in a mutual ceremony of greed.  It is a belief with a built-in bias – the idea that people who work with their hands should be allowed to earn only so much, dream only so much.   Thus, we have pressure on Detroit’s unionized companies to lower their compensation packages to levels offered by nonunion competitors.  Success in that endeavor should put all autoworkers in the United States in their place, because pay at the nonunion plants largely has been pegged to compensation packages won by the UAW.

 

Finally, let’s stop pretending that we are giving Detroit a “bailout” or a handout.  We are making taxpayer loans to an industry that once was successful enough to pull several generations into the American middle class.

 

That industry is in trouble today for causes considerably beyond its control: wildly fluctuating fuel prices, the result of a government absent a commercially and environmentally effective energy policy; and a collapsed financial system that has put consumer credit on ice.

 

The Obama administration’s automotive team needs to concentrate on repairing those things.  What isn’t needed is federal oversight, or interference, in the design and development of the kind of Detroit cars and trucks that “Americans want to buy.”

 Call John Paul Strong today:  205.908.9200
 Email John Paul Strong today:  johnpaul@strongthinking.com
 Visit Strong’s website:  www.strongthinking.com

Categories: Uncategorized

Penske Automotive Named America’s Most Admired Company in Automotive Retailing

March 9, 2009 Leave a comment

Penske Automotive Named America’s Most Admired Company in Automotive Retailing

BLOOMFIELD HILLS, Mich., Mar 06, 2009 (BUSINESS WIRE) – Penske Automotive Group, Inc. (NYSE:PAG), an international automotive retailer, has been named “America’s Most Admired Company” in automotive retailing by FORTUNE magazine. The America’s Most Admired Company rankings and related information will appear in FORTUNE magazine’sMarch 16th issue and can be accessed on the FORTUNE website at http://money.cnn.com/magazines/fortune/mostadmired/2009/index.html.

“It’s an honor to be recognized as an industry leader, especially by one’s peers,” said Company President Robert H. Kurnick, Jr. ”This achievement helps validate our vision to provide customers with an exceptional experience when visiting Penske Automotive Group dealerships. We are proud to share this achievement with the 14,000 associates who work each day to exceed the expectations of our customers.”

About Penske Automotive

Penske Automotive Group, Inc., headquartered in Bloomfield Hills, Michigan, operates 309 retail automotive franchises, representing 40 different brands and 25 collision repair centers. Penske Automotive, which sells new and previously owned vehicles, finance and insurance products and replacement parts, and offers maintenance and repair services on all brands it represents, has 157 franchises in 19 states and Puerto Rico and 152 franchises located outside the United States, primarily in the United Kingdom. Penske Automotiveis also the exclusive distributor of the smart fortwo through its wholly-owned subsidiary smart USA Distributor LLCsmart USA supports over 70 smart retail centers inthe United States. Penske Automotive is a member of the FORTUNE 200 and Russell 1000 and has more than 14,000 employees. smart and fortwo are registered trademarks of Daimler AG.

SOURCE: Penske Automotive Group, Inc.
Copyright Business Wire 2009

Categories: Uncategorized

Keep Your Foot on the Mouse – March Newsletter

March 9, 2009 Leave a comment

 Call John Paul Strong today:  205.908.9200
 Email John Paul Strong today:  johnpaul@strongthinking.com
 Visit Strong’s website:  www.strongthinking.com

Categories: Newsletter

Direct Mail Has Been Renamed…Now Called the “Silent Killer”

March 4, 2009 Leave a comment

 I used to feel under appreciated when my first job out of college working for Martin Advertising landed me in the seat of Direct Marketing Supervisor. I thought, “all these other account executives get to work in TV and Radio with the dealer associations and I have to do mail.” People in Tier 2 advertising didn’t have the greatest opinion of mail, but that quickly changed. The first job that made me think about just how influential mail could be, was for the Carolina Pontiac Dealers. We mailed 4200 Pontiac Grand Prix Owners back in 2002 that were at the right equity positions in their vehicles and tracked 46 Sales back from the piece.
 
Of course, then we did what any good Tier 2 agency would do: We sent the mailer to every Pontiac LMG meeting for the next 3 months and touted the results. Needless to say we sold a lot of direct mail off that, but more importantly we found a way to sell the Grand Prix, which at that time had enormous rebates that were used to make a very attractive offer to a current owner.
 
Fast forward to 2009, some dealers are moving ahead and some are falling behind. One thing that every dealer has in common (and it doesn’t matter if you learned it in High School or Harvard): 

THE #1 SOURCE OF NEW BUSINESS
IS THE PERSON YOU ARE CURRENTLY DOING BUSINESS WITH!

Mail to an owner body and you will see traffic.
Need trades to stock your used car lot?
Mail an offer that almost is too good to be true and see what it does.

So your ad budget is tight. You can’t pay the amount that it takes to mail 20,000 owners in a month while keeping your other advertising in place. Split your budget between sales and service, take one side of your letter and make nothing but service offers on it while the sales message is on the other side. Create offers that are appealing to service customers, mainly Oil, Tires, Brakes, and a % OFF when you spend a set amount.
 
Go after your owner body and do it with enough frequency and repetition to create a result. Your return on investment will justify the expense and you will be taking care of your owners, not leaving it to chance that someone else will.

mailboxIf you don’t see the value in direct mail or why I have chosen to call it the ‘silent killer’, then call me to run a sale for you. Every person has several network TV stations to watch, about 40 Cable networks that are insertable, usually over 25 radio stations per market, a couple of print outlets, billboards, multiple email addresses, plus SPAM. But people only have one mailbox. Use the mailbox to make an impression and create traffic.

Categories: JPS

Smiling and Dialing

March 4, 2009 Leave a comment

Keeping a positive mental attitude as we face the “New Market” in the automotive industry will ultimately determine how you survive these times and what type of operation you come out on the back side of these times with.
 
Revised numbers are leading us to believe a 2009 Sales forecast just south of 10 Million. Floor traffic, Internet leads and phone ups are now worth their weight in gold, because ad dollars are more critical than they have ever been.
 
In dealing with Traffic in such a vital time, everyone needs to review and possibly revise his or her procedures for dealership follow-up. Some dealers are having managers call every customer who came in and didn’t buy. Unsold follow-up calls are becoming the “norm” when they use to be the “exception” for many dealers.
 
With that said, some dealers are running into resistance when asking high level managers to get back down in the trenches and do the day to day “grind” that has not occupied their work schedules in years.
 
Remember you need to be positive. You need to be proactive. You need to organize these types of efforts in order to maximize the greatest return from your advertising dollars and the traffic that you are getting.smiling and dialing
 
Install the principle of “Smiling and Dialing” with your sales staff and managers. Outbound phone calls to all unsold customers. Outbound phone calls to all service customers, both as follow-up and for past due maintenance. Having your receptionist answer the phone saying, thanks for calling ABC Motors are your calling about our VIP sale?
 
The Smiling and Dialing program will work, but needs to be worked on a daily basis every day, every week and every month.

Categories: JPS
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