Three Tactics To Beat The Competition When Automotive Sales Decline - AutoSuccessOnline

Three Tactics To Beat The Competition When Automotive Sales Decline

Automotive News recently reported that September 2016 sales fell about 2 percent, a decline for the second consecutive month. J.D. Power and LMC Automotive reported that this is the fifth month in the past seven to show an overall retail sales decline. As we head into the final quarter of 2016, auto dealers are understandably nervous that they are not going to meet their sales goals. The simple truth is, not as many people are shopping.


Read our entire issue – Click here

Jeff Schuster, lead forecaster at LMC, said that “group and brand performance is beginning to diverge, as competitive pressure is at an all-time high.” To stay ahead of the competition and finish 2016 strong, dealers need to focus on these three tactics:

  • Retarget based on consumer behavior.
  • Start with service — 85 percent of customers stated that their experience with the service department influenced their likelihood of purchasing another vehicle from that dealership.
  • Engage long-term prospects and customers.

Dust off your automotive marketing and use the latest in marketing technology to beat the competition. Try something new and look for vendors that don’t make marketing overly complicated. Today’s tech-savvy world requires marketing tools that are both “set-it-and-forget-it” and hands-on, depending on your goals in any given month.

Kristy Elliott, executive manager for Sunshine Chevrolet, had a goal this year to move from traditional marketing to 100 percent digital marketing. This might seem extreme to some dealers, but by taking a calculable risk, Kristy has seen increased sales:

  • Up 42 percent in new car unit sales CYTD
  • Up 87 percent in new car front and back gross CYTD
  • Up 20 percent in service department sales CYTD
  • Up 26 percent in service department gross CYTD

​Another example: When Auburn Volkswagen was looking to lower email opt-out rates and send personalized communications based on customer behavior, they didn’t increase their marketing spend; they reduced it by removing two other point solutions and switching to a customer engagement platform that worked for them.
By using new digital marketing technology, Auburn VW was able to sell more than 60 additional vehicles a year, and reduced their time spent on email marketing by 75 percent.

With auto sales declining, now is the time to utilize personalized offers with automated tracking and follow-up to help strengthen customer relationships and identify in-market buyers.

Read our entire issue – Click here

You May Also Like

Everyone Has Something to Teach Us

Don’t let pride keep you from learning and expanding your skill sets. Create a “learning zone” where knowledge is freely shared.

Everyone Has Something to Teach Us

By parking our pride, we will build skills at work and life

I feel bad for those who believe themselves superior to those around them in everything they do, because they’re missing amazing opportunities to grow, not just as a professional but as a human being.

Reducing Worries for Dealership GMs

No GM wants to be pulled away when something comes off the rails or slammed by unexpected events they thought were being managed by our products.

Reducing Worries for Dealership GMs
Why Dealers Should Care About the Coming Auto Insurance Recovery

The anticipated upswing of the auto insurance market in 2024 — and lower insurance rates that come along with it — should have dealers celebrating.

Why Dealers Should Care About the Coming Auto Insurance Recovery - Polly
Navigating Shrinking Margins: Acquisition Lessons from the Stock Market for Dealers

Initiatives are being developed to ensure that dealers can access the necessary vehicle data without facing prohibitive costs, aiming to make vehicle data more affordable and efficient.

Navigating Shrinking Margins: Acquisition Lessons from the Stock Market for Dealers
Unleashing the Power of Customer Data with CRM, AI and Analytics

From the moment a potential buyer expresses interest, to post-purchase engagement, every interaction can be optimized for a seamless and personalized experience.

Unleashing the Power of Customer Data with CRM, AI and Analytics

Other Posts

Document Management Solutions Keep Your Dealership FTC Compliant

Staying in compliance can be an overwhelming and costly endeavor, but failing to comply can result in fines reaching upwards of $50,000.

Document Management Solutions Keep Your Dealership FTC Compliant
Google Analytics for Dummies

GA4 can help you understand which marketing sources drove traffic to your website, allowing you to compare one to another.

Google Analytics for Dummies A Simple GA4 Guide for Non-Analytics People
Riding the Wave of Innovation: How Advanced Data Tools Are Transforming Automotive Appraisals

The ability to customize appraisal tools according to specific dealership needs and market dynamics ensures that appraisals are closely aligned with strategic goals, giving dealerships a competitive edge.

Riding the Wave of Innovation: How Advanced Data Tools Are Transforming Automotive Appraisals
Selecting the Ideal Car Lift for EV Servicing

When choosing the right car lift for servicing electric vehicles there are several key factors to consider.

Key Factors in Selecting the Ideal Car Lift for Electric Vehicle Servicing- Coats