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Early Returns Point to a Strong 2012 for Auto Sales
Keywords: Autos-New Domestic | Autos-New Imported
Industry on Pace for 13.8 Million Transactions
January is off to a solid start, with new-vehicle floor traffic up more than 12 percent, reported CNW Research. Other key indicators showed that consumers are feeling a lot better about their financial position and might be ready to act on their pent-up demand. |
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Got a question? Call the Member Benefits Helpline at 800-232-3131 or email memberbenefits@rab.com.
Webinar Tomorrow: What Advertisers and Agencies Want
During this timely webinar, you'll learn what America's leading advertisers and agencies expect when they meet with you -- creative solutions to their problems; custom recommendations on how to generate more business; and ideas for effectively using integrated media.
This presentation, conducted by RAB's John Potter, will be offered on Thursday at 10 AM (Central). For more details and registration information, follow this link.
Rev Up Your Auto Dollars!
Automotive's best months are in the spring, and now is the time to be talking to your dealers.
Join RAB's Brandeis C. Hall for this lively presentation, as she explores such topics as automotive funding sources, how to speak the industry's language, and the changing marketing mindset of today's dealers.
This webinar will be presented on Tuesday, January 24, at 3 PM (Central), and again on Wednesday, January 25, at 10 AM (Central). For more information, click here.
Auto Radio Ads Have Greatest Influence Closest to Purchase
Category Update: Healthcare Companies
Baby Boomers: A Burgeoning Customer Market
On the Rise
More Consumers Dining Out on Sandwiches Boosts Category Growth
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Whether Loyalty or Retention, It's Critical
Keywords: Consumer Behavior | Automotive
Polk's Loyalty award is about the automakers that have the highest percentage of loyalists. J.D. Power's offering, the 2012 Customer Retention Study, also focuses on customer loyalty, but the results are slightly different.
The survey-based study by Power puts Hyundai at the top among a field of 33 brands, with Ford in second (the reverse of Polk's top two), and tied with Honda. The study takes a broad view, noting that one in three new-vehicle owners who switched brands did so not because they hated their vehicle but because their previous brand just didn't make the type of vehicle they wanted next. |
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Trucks Are Tops Again; Nip Cars at the Finish Line
Keywords: Truck Dealers
Trucks are back on top with American vehicle buyers.
With a torrid finishing kick in December, light trucks outsold cars by fewer than 22,000 units in 2011, a 50.1-49.9 split. |
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Research Quick Hits
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Daily Sales Tip: Watch What You Say
There are four verbal communication rules to remember in sales:
-- Use descriptive language
-- Use short sentences
-- Avoid buzz words and jargon
-- Avoid tag questions and qualifiers ("I guess," "I hope," "sorta," "probably")
When preparing your sales presentation, keep your points focused, so you don't ramble on in long sentences. Adding tag questions (like "I think this is a good proposal, don't you?") weakens your position, and using words like "umm" and "like" and "you know" detract from what you are saying.
Think about what you really want to say, and then say exactly what you mean.
Source: Communication/sales consultant Marjorie Brody
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