Dealership Internet departments at all stages of development and sophistication can find ways to improve performance and increase success. Even with all the important elements in place, including skilled sales professionals and the right technology tools, an experienced Internet sales trainer can further raise the performance and profit bars for your team, aligning all the key factors for optimal results. Here are some of the best Internet sales trainers in the business today.
KainAutomotive.com
David Kain, President
“I am passionate about the Internet and hope to be a positive influence on helping dealers achieve the greatest levels of success.”
Kain Automotive serves dealers from coast to coast, weaving the Internet operation naturally into the sales and marketing process of the dealership. This allows each dealership to grow their business in an environment they already trust and rely on. Training engagements are customized to suit individual dealer’s situations, so that immediate positive impact is felt. All sessions are shaped around the “8 Step Roadmap to Internet Sales and Profits”; and the accompanying “Two Week Press” is designed specifically to increase Internet close rates.
With over 20 years of retail experience, 10 years as dealer principal, and a continuing partnership in two stores, along with being co-founder and COO of FordDirect, Kain believes his experience is the major differentiator in Kain Automotive’s training. The company provides customized quotations for in-dealership training, based on a dealership self-evaluation. In addition, Kain Automotive conducts workshops for a variety of associations and 20 Groups, and recently added Web Conference Training for as little as $175/month. Individual coaching and mentoring is also available.
KainAutomotive.com
David Kain, President
(866)546-3428; david@kainautomotive.com
www.kainautomotive.com
The Cobalt Group’s Dealer Advisory Services (DAS)
Kevin Root, Vice President and General Manager
“We serve to help auto retailers get the maximum return for their efforts and their investment, and measure our success by theirs.”
Last year The Cobalt Group provided e-business and CRM training and consulting to over 4,100 dealerships. The Cobalt Group combines its training programs with technology and combines extensive research with proven successful practices to create some of the most comprehensive training in the industry. Cobalt’s training program is part of the Dealer Advisory Services group and the direct result of field based research conducted in conjunction with 12,000 Internet departments, and serves OEMs, dealer groups, individual dealerships, ISRs and ISMs.
The curriculum is delivered in both workshop and online courses. Workshop courses are centered around three dealership groups, with workshops held in major metro areas nationwide. The courses include: Foundation for e-Business Success, which is tailored to Internet sales representatives; Advanced e-Business Strategies, tailored to Internet and business development sales managers; and e-Business Leadership, tailored to GMs and dealer principals. Catering to both small dealerships and large dealer groups, Cobalt’s two-day training workshops are conducted using computer workstations and Web-based training, with no more than 20 students in a class. The online courses take the same curriculum a step further by providing just-in-time self-directed study on topics as useful as “Effective Lead Management: Turning More Leads into Sales: and Powerful e-Business Marketing: Driving More Traffic to Your Website.”
The Cobalt Group’s Dealer Advisory Services (DAS)
Kevin Root, Vice President and General Manager
kevinr@cobaltgroup.com
www.cobaltgroup.com and www.cobaltgroup.com/services/training_consulting.jsp
Dealer Synergy
Sean V. Bradley, President and CEO
“Everyone on our team is an automotive Internet sales expert, with frontline experience.”
Dealer Synergy is a national company that caters to all levels of automotive dealership: “…from Hyundai to high line.” The company focuses on hands-on training, and full immersion, which requires full participation from participants.
Dealer Synergy uses a three-step engagement process, beginning with an 80-point needs analysis that drills down into the four key dealership areas: Products (resources), People, Processes and Promotions. Dealer Synergy features the Cyber Training Center: a comprehensive on-demand video hiring, training, tracking, testing, and certification product, the first of its kind in the industry. The Center includes a complete Business Development and Internet sales video library.
Dealer Synergy creates customized solutions; prices vary depending upon the dealership’s needs, although some workshops start as low as $1,995. Dealer Synergy offers a free needs analysis, and every engagement includes a Post-Installation Follow Up Program. This year-long program includes weekly department analysis, call monitoring and mystery shopping, and in-store follow-up training or reinforcement training. And, the company points out, results are guaranteed, so they don’t get paid if the solution doesn’t work.
Dealer Synergy
Sean V. Bradley, President/CEO
(856)264-0564; sean@dealersynergy.com
www.dealersynergy.com
Automotive Internet Technologies
Al Amersdorfer, President
“We approach every client dealership as an individual entity.”
Believing that each dealer situation is unique, Automotive Internet Technologies (AIT) creates programs designed around the individual strengths, challenges, personnel, and philosophies of the dealership. The experience level of the salespeople determines both the balance between re-training and new concepts, and the environment of the training engagement, which can take place in the dealership, or at the AIT facility in Detroit. The long-term relationship AIT maintains with most clients provides for continuous monitoring of ongoing salesperson performance, and mitigates the impact in changes in Internet sales personnel. AIT can locate, recruit, and train suitable replacements.
AIT serves new and used automobile, powersport, motorcycle, and RV dealers throughout the US and Canada. Dealership cost is based on the extent of services required. “We will speak to industry and dealer groups for free, some clients invest hundreds of dollars for basic services, and some larger groups retain us at higher amounts for long term, multiple store training, consulting and review,” Amersdorfer noted. With experience ranging from salesperson to dealer operator, Amersdorfer points to over 20 years of dealership management in understanding how important the Internet is, and how “little time dealership executives would have to master it.” Pointing out the growth in usage, and the growth in broadband, AIT recognizes that usage has broadened from “geeks” to include grandmothers. And, that the Internet will change even more in the future.
Automotive Internet Technologies
Kate Sullivan, Vice President
(313)565-2632; (800)616-2632; ait@autonettech.com
www.autonettech.com
E-Dealer Solutions, Inc.
Jennifer Suzuki, President and Internet Sales Trainer
“The difference is always being on top of my game.”
With over eight years of Internet sales experience, Jennifer entered the Internet space in its early stages. E-Dealer Solutions works with dealerships across the country. The company focuses on training Internet departments within the dealership facility. The training initially runs for five days, with follow up visits every 30 days. Training sessions are held in a classroom setting, where the foundation, operating structure, and guidelines are put into place. Time is spent investigating what is holding the department back, and creating strategies that turn emails into calls, and calls into appointments and sales. Trainers teach by example, allowing Internet sales people to observe live calls being made. One-on-one instruction builds on individual salesperson strengths.
E-Dealer Solutions bases its costs on the number of days, and the number of students, in the training session. Flat rate packages are offered.
E-Dealer Solutions, Inc.
Jennifer Suzuki, President and Internet Sales Trainer
(800) 625-1590; Jennifer@edealersolution.com
www.edealersolution.com
Mosley Automotive Group, LLC
Cory L. Mosley, Founder and Chief Consultant
“In this digital age, it’s scary to hear a dealer tell you they don’t own, use, or want to own a computer.”
Cory Mosley’s experience began in the earliest days of automotive Internet retailing. He’s built, and run, high-volume BDC and Internet departments for some of the top 100 dealer groups, and was heavily involved in CRM training during the rollout of Ford Blue Oval, and Chrysler’s 5 Star Certification program.
Mosley Automotive works with all franchises, primarily in the Northeastern US, and will soon serve the Atlanta and Chicago markets. Rather than simply training a dealership to sell more new and pre-owned vehicles online, the company creates a complete dealership Internet strategy, including email marketing, online advertising, and website performance. Believing that real world experience is a crucial part of providing dealers with actionable direction, every member of the Mosley executive team has successfully sold cars online in a retail dealership setting.
Mosley Automotive Group’s pricing is based on highly individualized assessments, and customized solutions: each situation is separately priced depending upon the needs of the client. Typical consulting engagements require a 90-day commitment. Clients are offered the opportunity to consolidate all Internet expenses into a single bill, to simplify accounting.
Mosley Automotive Group, LLC
Cory L. Mosley, Founder & Chief Consultant
(866) 667-5392, cory.mosley@mosleyautomotive.com
www.mosleyautomotive.com
Internet Dealer Solutions, Ltd.
Tom Harsha, e-Strategy Consultant
“Utilizing a good CRM tool to track leads, in conjunction with one-on-one training designed to educate managers in the latest Internet follow- up and closing techniques, has the most impact on a dealership’s success.”
Focusing on dealers in the Eastern United States, Internet Dealer Solutions believes that changing the culture of the dealership takes more than a day or two “flash in the pan” training seminar. Their one-to-one approach typically consists of weekly one-on-one interactions with Internet salespeople and managers, for a minimum of 90 days. The focus on personal one-on-one training includes spending time with managers on issues like effectively monitoring lead source volume, response times, and the frequency and quality of email and phone follow up. Time is also allotted for salespeople to review individual active leads and discuss areas of opportunity for improving conversion. And, the Internet Dealer Solutions automated follow up process ensures proper lead response, and includes email and telephone templates, which are executed over a precise timing sequence.
The company charges a one-time set up fee to install and provide training on the automated follow up process. This is in addition to a contract that requires a minimum 90-day commitment to a fixed monthly fee that is based on the number of rooftops, franchises, and salespeople involved in the program
Internet Dealer Solutions
Tom Harsha, e-Strategy Consultant
(216) 701-5395; tomharsha@yahoo.com
www.internetdealersolutions.com
The Rikess Group
Mark Rikess, CEO
“Quality customer service is the most important aspect to sales, and the hardest thing to teach.”
The Rikess Group specializes in overall auto sales training, of which Internet selling is a primary component. The company conducts a thorough dealership e-commerce assessment, which includes everything from a website analysis, to marketing strategies, to job descriptions. Training focuses on improving sales and follow-up processes. Attention is also paid to assisting salespeople in recognizing where shoppers are in their buying process.
As the most successful programs have the support of senior management, The Rikess Group also focuses on organization: understanding and articulating the role of management in overall Internet operations, and getting the GM and dealer principal on board. Rikess’ training includes human resources organization.
Assessment and training are conducted in-dealership; training is either ongoing, or can be scheduled in one or two visits to the dealership. As training engagements include customized solutions, pricing is quoted after the initial assessment, and is designed to suit the dealership’s budget.
The Rikess Group
Mark Rikess, CEO
mrikess@earthlink.net
www.rikessgroup.com
Hyperdrive Technologies, Inc.
Eddie Coleman, CEO
“If your training and products can make a dealership millions per month, you’ll get dealer principal buy-in at light speed…”
Eddie Coleman is the author of two definitive books on automotive Internet selling, and founder of the Master CouncilTM. With a focus on sales strategy, Hyperdrive specializes in working with dealerships in specific geographic areas and focusing on sales leadership in their trade area. Coleman notes he introduced the concept of website conversion rate to the automotive industry in 1999, and has developed the use of psychographics in automotive web design and e-sales training. Each dealer is asked to be a student during the duration of the training, and to experience the instructor’s perspective until the training session ends, and the dealership agrees to utilize, and personalize, best practices.
Gains among Hyperactive Mastery Council tm dealers are most pronounced in sales of pre-owned vehicles, primarily through the sub-prime market. The Hyperactive approach is based on evolving dealers to a total e-dealer orientation through all profit centers, and in generating exponentially more leads and more in-store visits. Hyperdrive reports closing averages between 23% and 31%.
The company charges on a monthly rate. In addition to on-site training, “live fire” training can be scheduled on a per-engagement fee basis.
Hyperdrive Technologies, Inc.
Eddie Coleman, CEO
(503)227-3515 ext. 111; mastery@Hyperdrivetech.com
www.HyperdriveTech.com and www.MasteringtheArt.com
