Wednesday, May 9, 2012 | Edited by Daniel Moores
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Cha-ching! Dealership Profits Soar
Keywords: Automotive | Vehicles-Used

Used Cars Drive Growth

Rising new-vehicle sales are boosting dealership profits. Most public retailers reported much higher first-quarter earnings, and other dealers tell similar stories.

All dealership profit centers are contributing. But it's in used-vehicle sales that many groups see big growth opportunities -- along with some challenges, the greatest of which is a lack of inventory.		  


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Webinar Tomorrow: Consultative Selling of Multi-Media

Join RAB's Brandeis C. Hall and Jon Erdahl, president of 3D MediaVentures, for this informative webinar and learn the power of a consultative selling and marketing mix.

Find out what advertisers expect from radio sales professionals in client meetings, as you explore new CNA questions that correspond to today's changing marketing landscape. You'll come away with a list of recommendations tailored to various advertiser objectives, and a host of proven integrated marketing ideas.

This webinar will be offered on Thursday 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

 

Detroit's Welcome Sticker Shock
Keywords: Autos-New Domestic | Autos-New Imported

Auto companies and dealers are succeeding in an area where other industries have failed: convincing U.S. consumers to pay more.

In April, the average new light vehicle fetched $30,303, according to research firm TrueCar.com, excluding the average $2,446 incentive dealers put on the hood. A year ago, the average price was $1,219 lower and the average incentive was $146 higher.
 

Good Dealer Experience Still Sells Cars, Report Finds
Keywords: Automotive

A new report from Foresight Research shows that car buyers often choose a dealership based on inventory and selection, no-haggle pricing, financing availability, response time and the dealership's website.

It also shows that the share of new vehicles being sold to older buyers continues to rise.

 
     
Research Quick Hits

Eight of March's 10 best-selling vehicles returned to the table in April, but one of the newbies may surprise you. To read more

Gen Xers are a lot more conscious about their food than their parents were -- especially the men, who are cooking and shopping more and watching food TV as much as women. To read more

Looking to change the idea that being or wearing a "suit" is a somehow undesirable quality, Men's Wearhouse is targeting a younger, hipper client in a new advertising campaign that encourages young men to show off their inherent, individual styles. To read more

Vehicle owners have come to expect additional safety features and are now turning their attention more to infotainment technologies in their vehicle, according to the J.D. Power and Associates 2012 U.S. Automotive Emerging Technologies Study. To read more

Top-name hotels like Comfort Inns, Crowne Plaza, Holiday Inn, Homewood Suites, Hyatt, Quality Inn & Suites, and Radisson are among the hotel chains offering packages which include free gas cards to guests. To read more

Daily Sales Tip: Helping Your Client Look Good

Make your client look like a rock star to his/her boss. Think about it. Who doesn't need some good press these days?

One of the best ways for you to do this is to proactively go to your client with ideas and resources. By the way, ideas and resources shouldn't always require payment. This is one of the many ways you and I provide this thing everyone keeps regurgitating called "value."

Now, if you are amongst the clueless who think everyone is already doing this, then make it a habit of asking this question in your Needs Analysis: "When was the last time your sales rep came to you (proactively) with an idea?" Get ready for a head tilt as they try to remember.

One way you stay fresh with ideas is to carve out weekly thinking time to, well, think about your client's business.

Tip: Regard this thinking time like you would any other appointment in that once you set it, you keep it!

Source: Sales trainer/speaker Paul Castain

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