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Relatedness-Based Selling™

“You have to decide to love it first. Then the reasons to love it will appear.”

— Jeff Sterns

Let me open with this: you have every reason to feel proud of yourself.

First, you are open to looking at yourself and this shows accountability. Second, when you get really good at…

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Added by Jeff Sterns on September 18, 2014 at 8:56am — No Comments

Social Media Should Drive Shoppers to Dealer's Website. Period.

There are several benefits to having a strong social media presence. It's great for branding. It gives you a two-way communication avenue with customers. The public relations component can be very powerful.

All of these are secondary. Don't get me wrong; I'm definitely not…

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Added by JD Rucker on September 16, 2014 at 10:47pm — No Comments

SHORT-TERM TRUCK LEASES IN DEMAND BECAUSE OF STRONG EQUITY POSITION

Can you actually profit off your lease? You can, but it would likely need to be a truck. Swapalease.com, the nation’s largest online car lease marketplace, believes lessees in certain trucks still hold a positive equity position with a few months left in the term. In fact, the company believes it is a large reason why demand has increased for truck leases with less than eight months on the contract.



Compact SUVs and all Pickup trucks have held strong pricing positions through the…

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Added by John Sternal on September 16, 2014 at 6:48am — No Comments

3 KPIs to Hold Your SEO Accountable

The bad part about search engine optimization in the automotive industry is that there are so many companies that report on what they do for SEO rather than what they're accomplishing with their efforts. We've seen this hundreds of times when bringing on new clients and it's time to set the record…

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Added by Paul Accinno on September 15, 2014 at 10:23am — No Comments

Challenge Completed, Market Continues Moving

Thanks for tuning into this week’s edition of Beggs on the Used Car Market, with data and insights from Ricky Beggs and Black Book.

 

The movement in the market continues, and pretty much as was expected. The average segment change for both the cars and the trucks was at -$73 and -$64 respectively, a greater decline for both pieces of the market than the prior week. For the cars it was a very similar…

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Added by Black Book on September 15, 2014 at 8:57am — No Comments

Which Vehicle Achieves Equity Position The Fastest?

24.9% of all car loans were 73 to 84 months long during the first quarter of 2014 according to Experian. This number continues to grow compared with just a few years ago. And while delinquencies are still at historic lows, how can auto lenders determine when vehicles entering their portfolio are expected to reach a position of equity?



Black Book is working with auto lenders to take a close look at comparative collateral data in order to spot this trend. The company recently…

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Added by Black Book on September 15, 2014 at 6:00am — No Comments

Marketing to Your Customer Database is Like Baking a Great Muffin

There are muffins, and there are great muffins. The kind we get our of a plastic package from a vending machine or at a continental breakfast at a hotel usually meets the hunger requirements, but it's usually not exceptionally enjoyable. Compare that to a muffin from your favorite bakery and the experience…

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Added by Jon Lamb on September 14, 2014 at 4:24pm — No Comments

The Necessary Shift from #BigData to #BetterData

The words "big data" have been buzzing around the marketing and advertising world for a few years now. Technology has made it possible to do things with data through analysis and proper utilization that weren't very easy a decade ago. It's a good thing, but it's not enough.

In the…

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Added by Jon Lamb on September 11, 2014 at 5:12pm — No Comments

Why I Recommend LotLinx So Often

I had a discussion with a client of ours about LotLinx. For full transparency, we partner with LotLinx to resell their service to our dealers. This was a concern because we had made recommendations to them in the…

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Added by JD Rucker on September 11, 2014 at 2:30am — 2 Comments

Time For National Pre-Leased Program?

Is it time the auto industry got serious about a used lease program that mirrors the effectiveness of the CPO programs? Scot Hall, EVP at Swapalease.com, who has been talking about the need for a used lease program, especially based on recent trends in the auto industry:

  • The appetite for leasing is now past 25% of sales according to Experian and is nearing all-time high levels
  • Industry insiders say…
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Added by John Sternal on September 9, 2014 at 8:30am — No Comments

Cars And Trucks Adjust At Similar Levels

Welcome to this week’s edition of Beggs on the Used Car Market, with data and insight from Black Book on the used car markets. The opening week of college football brought mostly expected results along with a few surprises, and this Bulldog is pleased. And as the new car sales totals were reported this past week, most every manufacturer, along with the franchised dealer body, is pleased…

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Added by Black Book on September 8, 2014 at 8:26am — No Comments

USED VEHICLE PRICING STRENGTH REVERSES COURSE IN AUGUST LED BY TRUCKS

According to Black Book® data, the average price of a used vehicle for model years 2009-2013 saw a slight improvement in August with overall depreciation at -1.3% compared with -1.5% in July. Domestic cars changed the most at -2.5%; import cars changed -1.6%; domestic trucks changed -1.1%; and import trucks changed -0.8%. Average pre-recession depreciation is historically between -1% and -2% monthly, and Black Book expects overall 2014 depreciation of -13.5%.



The lower…

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Added by Black Book on September 8, 2014 at 6:47am — No Comments

Chat Should Fill the Gaps

One of the most disturbing trends we're seeing on dealer websites is when they use chat areas as another contact form. It's true that chat is a way to generate leads, but when collecting contact information is the primary goal, the whole point of chat is missed.

Here are some things that we have…

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Added by Jeff Sterns on September 5, 2014 at 6:43pm — No Comments

You Shouldn't Buy Your Suits at Walmart

There's nothing wrong with shopping at the local supercenter. The convenience of getting toilet paper, bananas, a video camera, and a package of socks for the kids all in the same place saves time and often saves money as well. However, there are lines that shouldn't be crossed. If you're looking for something as…

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Added by Jon Lamb on September 3, 2014 at 8:17pm — No Comments

Digital Automotive Marketing for Dealerships and Agencies

Automotive Marketing is Quickly Transforming

Automotive marketing is rapidly transforming – as consumers spend more and more time in the digital world, dealerships must embrace modern marketing techniques or be left behind.  They have no choice: automotive marketing 300x199 Digital Automotive Marketing for Dealerships and Agencies every dealership exists only by convincing individuals in a mass audience that its cars and prices are superior to those of the next…

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Added by Charles Rubino on September 3, 2014 at 11:30am — No Comments

In Leasing, U.S. Car Dealers Should Follow Canada's Lead

When it comes to lease programs, should U.S. Auto dealers take a page out of the Canadian dealer model? National car lease marketplace, Swapalease.com, works with customers in both countries and observed key differences in how lease programs are structured, with particular emphasis on the transfer of ownership elements between individuals:

  • Higher lease penetration rate in Canada, upwards of 40% on many vehicles (cars are also more expensive there)
  • Leasing transfers…
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Added by John Sternal on September 3, 2014 at 8:23am — No Comments

Summer Ends, Continuing Trends

Hello and welcome to this week’s edition of Beggs on the Used Car Market with data and insights from Ricky Beggs and Black Book. By the time you are watching or reading this used car market insight, whether you are a fan of college football or not, you either attended a game or at least watched some on TV. This great passage of fall has finally arrived. Hopefully you were satisfied with the…

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Added by Black Book on September 2, 2014 at 6:16am — No Comments

LotLinx CEO Dean Evans to Talk Deeplinking with Brian Pasch

One of the advantages of being a LotLinx partner is that we get to promote a product that makes sense to us. That might seem like a no-brainer; don't all companies only sell products that they believe in? The sad reality that I've learned while working on the vendor side of the business is…

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Added by JD Rucker on September 1, 2014 at 11:40pm — No Comments

Better Images Yield Better Results

Your customers love to look at pictures. We don't need to see a study to know this. It's part of human nature. With that said, the studies and research all point to the same thing: more and better pictures yield more clicks, leads, and sales as a result.

We discussed this in detail on our blog…

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Added by Jim Jabaay on August 31, 2014 at 3:17pm — No Comments

Connections before Conquests: Why You Need to Stay in Front of Your Own Customers

Conquest sales can be exhilarating. Let's face it, there's something medieval, even carnal about the concept of taking sales from your competitors. Even the action itself has an incredible name. "Conquest" - it sounds epic and it's something that we all want to do.

It's more than…

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Added by Jon Lamb on August 31, 2014 at 3:08pm — 1 Comment

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