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2010 Sales: A Race to the End
Keywords: Autos-New Domestic | Autos-New Imported
Bragging Rights Hinge on December
November sales matched October's brisk pace, another sign the auto recovery is gaining momentum. So how are individual automakers faring as 2010 comes to a close? |
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Webinar Tomorrow!
The concept of Cause Marketing has captured the attention of virtually every corporate executive in the U.S. today. For many consumers, supporting a cause is a prerequisite for doing business with a company.
As part of a timely new webinar, Alternative Revenue: Creating Your 2011 Cause Marketing Calendar, RAB's Brandeis C. Hall will offer you and your station a host of fresh ideas for various causes, campaigns and sponsorship projects that can be of benefit throughout the coming year!
This presentation is set for tomorrow at 10 AM (Central). For more details and registration information, click here.
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The RAB Revenue Road Show
The Radio Advertising Bureau is launching an In-Market Revenue Road Show focusing on markets in the 50-100 size range. The Road Show, scheduled for first quarter 2011, will include a turn-key training session customized for each market's individual growth revenue needs.
Potential areas to be covered include sales management, business development, creative strategies, advertising and research, and will feature an overall market assessment and opportunities to drive business immediately.
For additional information, contact Mark Levy at 972/753-6756, or mlevy@rab.com.
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Percentage of Auto Loans Going to Subprime Buyers Increases
Keywords: Auto Loans
Consumers with less than stellar credit are getting car loans again as lenders loosen their standards, and the trend is likely to continue as more lenders get into the business.
The percentage of loans going to subprime buyers rose 8 percent in the third quarter, their first year-over-year increase since 2007, according to a report issued Tuesday by Experian, a credit reporting agency. |
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Purchase Consideration for Electric Cars Remains Low
Keywords: Vehicles-Used
According to a recent Kelley Blue Book Market Intelligence study, only seven percent of car shoppers say they are likely to consider an electric vehicle for their next new-vehicle purchase or lease. |
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Daily Sales Tip: The Changing Approval Process
Many decision-makers no longer have the ability to sign-off on the same level of expenses or purchases that they were once accustomed to. This has significant ramifications.
The ego issue. Picture yourself in the executive office, perhaps a VP of Sales or Marketing. Until last year you could approve any purchase under $20,000. Now, you need to get approval from a purchasing committee for any expense over $5,000. Although you understand the philosophy behind this policy, it is challenging to deal with because in your eight-year history with the company you have never made a poor buying decision.
The buying committee. You may now have to deal with buying committees, and if you're not careful, you won't even get the chance to meet them. That means the decision to use your product, service or solution could be vetoed.
No approval. Some purchases simply won't be approved because of the extent or nature of the expense. Even though your solution may benefit the company, the organization may choose not to move forward simply because they know they won't get approval for the expense. It's not fair but it is a fact of business.
Once again, this means that you need to ask more questions to uncover the approval process. Be sensitive to the decision-maker's position if you discover that they no longer have the authority to sign-off on your product or service. Look for ways to help them facilitate their decision.
Source: Sales consultant/author Kelley Robertson
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