Article

repeat and referral sales

June 2016, Auto Dealer Today - Feature

Language Skills

Photo by Lenny Ramos

By Stephanie Forshee

David Kim became a 30-car guy by building an impressive base of repeats and referrals among Korean-Americans.

Tags: Customer Retention, repeat and referral sales, sales, Sales Professional of the Month

October 2013, Auto Dealer Today - Feature

Sales Professional of the Month October 2013

Dan Machu McLaughlin Motors (Moline, Ill.)

By Kirsti Correa

Dan Machu knows all too well the power of a referral. In fact, it’s how he got his start in the car business back in 2001.

Tags: building referrals, Customer Service, know the competition, post sale follow up, repeat and referral sales, sales associate profiles, Sales Professional of the Month, top sales associate

August 2013, Auto Dealer Today - Feature

Sales Professional of the Month September 2013

Paul Adkins E-CarOne Carrollton, Texas

By Kirsti Correa

In March 2011, while searching for a car of his own, Paul Adkins ventured onto the lot of E-CarOne in Carrollton, Texas. A month later, that single visit turned into a job, and he hasn’t left since.

Tags: car sales stereotype, E-CarOne, follow up, lead management, Paul Adkins, repeat and referral sales, Sales Performance, Sales Professional of the Month, sales profiles

August 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Mike Smith

By Kristi Correa

In his 41st year working at Jim Bass Cars & Trucks in San Angelo, Texas, Mike Smith has sold nearly 140 units in the first half of 2013.

Tags: benefit of the customer, Customer Loyalty, customer satisfaction, follow up, repeat and referral sales, sales, salesman incentives ideas, top sales producer

July 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Michael Nekava

Michael Nekava, Helms Bros. Inc. Bayside, N.Y.

By Kirsti Correa

Michael Nekava is known on the show floor of the Bayside, N.Y.- based operation as “Mikey Mercedes".

Tags: client relations, creating relationships, Customer Service, repeat and referral sales, top sales associate, top sales producer, Vehicle Sales

June 2013, Auto Dealer Today - WebXclusive

Data-Driven Sales

By Courtney Cole

The magazine’s back-page columnist lays out a plan for getting customers to pull the trigger on a new car. All it takes is a little tech and the right data.

Tags: BDC, Customer Loyalty, Customer Retention, data mining, dealer website, marketing, repeat and referral sales, ROI, technology

June 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Prince Sinsuat

By Brittany-Marie Swanson

More than 4,000 Stokes Honda North customers have purchased cars from Prince Sinsuat in the 12 years he’s worked the showroom floor.

Tags: client relations, creating relationships, CSI score, Customer Service, internet marketing, repeat and referral sales, sales, Sales Tactics, top sales associate, top sales producer, YouTube

June 2013, Auto Dealer Today - Feature

CRM Goes Beyond Technology

Phillip Barras, vice president of dealer services for Dominion Dealer Solutions Phil.Barras@AutoDealerMonthly.com

By Philip Barras

It takes more than technical know-how to maximize your CRM tool. The experts agree that process, accountability and personal leadership are the keys to success.

Tags: CRM, CRM data usage, data mining, digital retailing solutions, DMS integration, PCG Consulting, repeat and referral sales, sales, technology solutions

May 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Adam Dorn

Adam Dorn, Mohawk Honda Glenville, N.Y.

By ADM Staff

“I’ve never sold a car in my life,” Dorn says. “I’ve educated people on my product to earn their trust enough to have them know that they are getting a fair deal from me.”

Tags: client relations, creating relationships, CSI, Customer Service, repeat and referral sales, sales associate profiles, top sales associate, top sales producer, Vehicle Sales

April 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Dekendrick Woodard

Dekendrick Woodard, Holt Chrysler Jeep Dodge

By Stephanie Forshee

Dekendrick Woodard is an Internet sales manager who’s rolling about 28 vehicles per month, and he’s the No. 1 sales producer at Holt Chrysler Jeep Dodge in Arlington, Texas.

Tags: client relations, creating relationships, Customer Service, internet sales, monthly sales, repeat and referral sales, sales, saturn, top sales associate, top sales producer

February 2013, Auto Dealer Today - Feature

Sales Professional of the Month: Chris Eckert

By ADM Staff

“I just love helping people buy cars,” Eckert said of his position at the Chevrolet, Buick and Cadillac dealership.

Tags: client relations, creating relationships, Customer Service, repeat and referral sales, sales, top sales associate, top sales producer, Vehicle Sales

November 2012, Auto Dealer Today - WebXclusive

CRM: The Well-oiled Dealership Machine.

By Alex Snyder

Expert Alex Snyder discusses how the most important technology at any dealership is the one that promotes process: the CRM (Customer Relationship Management) software. Snyder believes CRM systems and software can provide you with great customer data and help you take care of the most important part of the crm process: follow-up.

Tags: BDC, Bridging the Internet Sales Gap, CRM, CRM data usage, data mining, Dealer Software, repeat and referral sales

September 2012, Auto Dealer Today - WebXclusive

Express Auto Emphasizes the R in CRM

At Express Auto, a five-store BHPH operation based in Kalamazoo, Mich., follow-up is the most important aspect of CRM. Management wants to cultivate relationships with all customers who submit leads because many of them are weeks or months away from buying.

By Kimberly Long

Customer relationship management can be particularly challenging for buy here pay here dealers. Express Auto has tackled this challenge by focusing on building relationships with its customers through mutual trust and respect.

Tags: BDC, bhph, CRM, CSI, Customer Experience, Customer Relations, customer satisfaction, data mining, demographics, Email Marketing, follow up, Love It or Return It, repeat and referral sales, reputation management, text marketing

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