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Interview with Cory Mosley, Founder and CEO, Mosley Automotive Group |
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AFSA's 11th Vehicle Finance Conference & Exposition |
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Eberhard von Kuenheim - The Man Who Launched BMW’s Luxury-Class Climb |
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Steve Davis Named President of Barrett-Jackson |
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Dennis Galbraith Moves Up to VP of Dealer Product and Operations at Cars.com |
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BongGou Lee Appointed President and CEO at Kia Motors America |
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David Palmer to Work on Lexus at Team One |
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Russell Wager Will Run Kia Account for David and Goliath |
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Pete Dishart Chosen as EPGAA President |
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Suit Claims Oil Companies Overcharged for 'Hot Fuel' |
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Kevin Collins, President & CEO, Fiserv Lending Solutions |
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Click here to view all executive interviews
on automotivedigest.com |
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Sales Manager - Vehicle Wholesale/Fleet Remarketing |
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Click here to view available positions
on automotivedigest.com |
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Interview with Cory Mosley, Founder and CEO, Mosley Automotive Group |
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Founder and CEO |
Mosley Automotive Group |
Contact Info:
cory.mosley@mosleyautomotive.com
(732) 734-4499
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Cory L. Mosley’s experience in this industry dates back over eight years when he was an Internet sales professional finding his way. Cory has built multimillion-dollar Internet sales operations for top dealer groups and has shown smaller dealers how to profit from the Internet. He has guided dealers nationwide towards achieving certification during the initial phase of the Ford Blue Oval and Chrysler Five Star programs. He has been on the frontline for the rollout of advanced CRM applications, phone tracking technology, Internet lead aggregation, e-mail marketing, and now search engine marketing. Cory is a charter board member of the Automotive Association of Internet Sales Professionals and a monthly columnist for Digital Dealer Magazine.
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Ted: Please tell us about the history of Mosley Automotive Group, and your experience in the industry.
Mosley: Mosley Automotive Group started about 2 ˝ years ago. We're an organization completely comprised – executive-team-wise – of retail-trained car people. And we even take that a step further because all of my executive team, including me, is trained specifically in B-to-C and Internet sales. So none of the people on my team or any of the people who are really engaging in our training are discussing things that they don't know about and haven't dealt with. I've been in this industry for ten years, working on both Internet sales and CRM. On the Internet sales side I worked with some large dealer groups like DCH Corporate Auto Group. On the CRM side and customer development side I worked with the original implementation of Ford Blue Oval as well as Chrysler Five Star programs.
Ted: What do you see as the keys to Internet success in this business?
Mosley: Well, it may sound convenient that my answer is investment and training. But the fact of the matter is many dealers think that software and technology will drive their Internet profits. So they buy a CRM program and some Internet leads and they put an inexperienced person – who may be Internet-savvy – in front of a computer, and then they wonder where the deals are.
In my opinion, the perfect mix for Internet success is three elements: training, technology and merchandising.
Ted: What are some the specific types of training that your company offers?
Mosley: Our company has created what I think to be a unique mix of products and services that benefit both dealers and OEMs. We offer live workshops that are focused on process, psychology and technique, as well as cost-effective online training classes, audio training products. Also, we offer free webinars and tips via our Web site, as well as our newly introduced marquis product – the Internet performance package – which we believe to be the turnkey solution to Internet sales.
Ted: Are there any interesting recent insights that you have to share about online automotive consumers?
Mosley: Absolutely. There are two main points that I would make. First of all, not all customers are the same. Here's what I mean -- not every online consumer is simply looking for a bottom-line price. There are a multitude of reasons that consumers will contact dealers through online channels. Such as convenience, which has nothing to do with price, previous bad experience in the showroom, or fear, which also has nothing to do with price.
The second point is that most of the customers entering your showroom – entering any dealer's showroom – are Internet shoppers anyway. J.D. Power tells us that two out of three customers enter the dealership as an Internet shopper without submitting a lead to a dealership's Internet department. So, we've also developed a program called Fusion Showroom Training to address that particular area.
Ted: Are there any big changes you think we're going to see 9 months or a year down the road in this business?
Mosley: I think you're going to continue to see a big shift in media spending in terms of manufacturers and dealers pulling out of the institutional places like TV and newspapers. You're going to see some email compliance things that are going to change what players like MSN, Yahoo, and Google are doing – things they're going to do to restrict the emails that are coming in through their pipelines. You're going to see more consolidation of dealerships, which is potentially going to be fueled by dealers losing business to aggressive online dealership competitors. Search engine marketing is also going to continue to be a hot-button topic that will show revenue growth, but will continue to change with the market for many dealers and manufacturers.
Ted: What are the most important things that you've learned from your competitors lately?
Mosley: Uh, do we have those? Seriously, though – and I think I'm pretty friendly with the competitors whose names we hear – I think we all have similar messages. And the fact of the matter is that the differences between us come down to basically the style and delivery of that message.
Ted: What do you like to do when you're not working?
Mosley: Hmm, that's a pretty tough question. I consider myself kind of like a high concept thinker. So what that means is that my mind is always thinking about work, although my body may be at a restaurant or at the movies or somewhere else social. I kind of like to go away occasionally for weekend trips to cities I've never been to. But really, it all comes back to work in the end because, frankly, when your name is on the door it's just a little bit different.
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Tim Weaver, VP Marketing and New Product Development, Dealix Corporation |
Time is Money. Meet Your Online Prospects NOW!
What’s the remedy for sales challenges facing dealers today? Connecting with as many online car buyers as possible. Why wait for these buyers to find you, when you can meet them right now? Partner with Dealix and get leads from the top sites - Edmunds, AOL, Kelley Blue Book, Yahoo, AutoTrader, MSN, & hundreds more. Find out how many are in your market with the Dealix On-Demand Lead EstimatorSM, instantly.
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Society of Automotive Analysts - Automotive Outlook Conference |
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When: January 31 - February 2, 2007
Where: The Ritz-Carlton Lake Las Vegas
Henderson, Nevada
Registration:
Online: www.afsaonline.org/sitepages/meeting.cfm?meetingid=49
Phone: 330 425-9330
Fax: 330 963-0319
Why this conference is particularly important this year:
This is the first funding conference of 2007 for the vehicle finance industry—and it is being held right in front of NADA in nearby Las Vegas. AFSA has put together a program that will position attendees on the incoming congress, a briefing on the economy, and strategic sessions with key financial industry and NADA leadership. AFSA initiatives from the Vehicle Adversary Board will cover compliance, competition, and funding operations. You will get some straight talk from dealers, hear panels and briefing on legal hot buttons, and gain some invaluable insights into identity fraud.
Who will be presenting this year?
A panel of dealers representing the NADA Leadership will lay out the realities of the current vehicle sales situation. Paul Taylor, the articulate NADA chief economist, and Paul Himpler, EVP of AFSA, will brief attendees on what to expect from the economy in 2007. A flurry of roundtables is scheduled on compliance, e- Processing, lending practices, liens, legal issues, and data security and fraud.
Who will be in the room?
- Auto Finance/Leasing CEOs and Senior Executives
- Attorneys and Education Counsels
- Industry Suppliers and Business Partners
- Executives in Marketing, Operations, Public Relations, E-Commerce, Data Security, Fraud Control, Public Policy, State and Federal Government Affairs Executives
The Hotel and Conference Setting:
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Eberhard von Kuenheim - The Man Who Launched BMW’s Luxury-Class Climb |
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Born into a family of nobility, October 2, 1928, in Juditten, East Prussia, young von Kuenheim studied mechanical engineering in Stuttgart, Germany after World War II. A series of jobs eventually led him to a position at Bavarian Motors Works (Munich) and, by age 41, Herbert Quandt, head of the Quandt Gruppe and largest BMW shareholder, personally recruited von Kuenheim to the helm of BMW. Kuenheim was assigned to a formidable task by Quandt and US importer Max Hoffman: Develop a line of "driver's cars" that would ultimately seize the lead in sales in both Europe and the U.S. from Mercedes-Benz and Cadillac, respectively. With new sedans like the 6-cylinder Bavaria, BMW sales skyrocketed in the U.S. to a new record in 1971. The following year, von Kuenheim would oversee the launch of what was to become the cynosure of luxury-class sedans – the 5-Series 520 and 520i.
The onetime motorcycle producer gradually amassed a full line of car models, catching up to Mercedes, all the while maintaining world-class quality and performance goals rigidly enforced by von Kuenheim. BMW grew from a company of 23,000 employees in 1970 to well over 71,000 when von Kuenheim resigned as CEO in 1993 but remained chairman of the BMW AG supervisory board and went on to run the Eberhard von Kuenheim Foundation, which promotes and develops outstanding executive and entrepreneurial thinking. Von Kuenheim has been inducted into the European Automotive Hall of Fame and is particularly proud that BMW prompted the comeback of the 12-cylinder engine.
Eberhard von Kuenheim says: "Strategic decisions are never one man's decision. There is a chain of decisions, and the strategy is the sum of them. The important thing is to get up and act a bit earlier than the others."
Von Kuenheim management sound byte: "Even as CEO, one must pay attention to day-to-day activities. You have to know what is going on in the company."
Contact: You may make contact with Eberhard von Kuenheim through the U.S. Automotive Hall of Fame, 21400 Oakwood Boulevard, Dearborn, Michigan 48124 (313) 240-4000 or at www.automotivehalloffame.org.
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Steve Davis Named President of Barrett-Jackson |
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Barrett-Jackson Auction Company, LLC recently announced that Steve Davis has been named President. In his new role, Davis will maintain responsibility for the company’s consignment operations and auction sales, and will assume additional duties related to the day-to-day management of the company's operations and plans for growth of the business. Davis has been a member of the Barrett-Jackson senior management team since 2001.
www.barrett-jackson.com
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BongGou Lee Appointed President and CEO at Kia Motors America |
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Kia Motors America (KMA) recently announced that BongGou (BG) Lee has been appointed President and CEO, replacing Jong Hoon (James) Lee. He was previously Chief Operating Officer for the Management & Administration Division of Hyundai Motor Company (HMC). A veteran of international business for Hyundai, BG Lee has lived and worked in nine countries on four continents since 1978. He has been with Hyundai for the past 25 years, joining the organization in 1981.
www.kia.com
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David Palmer to Work on Lexus at Team One |
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Publicis Groupe's Team One has hired former studio and agency executive David Palmer in the new position of Group Director of Event Marketing and Strategic Alliances, where he will be deeply involved with the Lexus account. Palmer was previously VP, Corporate Consulting at the William Morris Agency, where he worked with Whoopi Goldberg on her line of bedding and domestic goods; Ryan Seacrest on his R line; Snoop Dogg on Dogg Toys; and with clients such as NetJets and Hachette Filipacchi.
www.teamone-usa.com
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Russell Wager Will Run Kia Account for David and Goliath |
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Kia agency of record David and Goliath has hired Russell Wager to run the Kia business as Managing Partner/Group Account Director. Wager was previously the head account person on Mazda at Doner, Newport Beach. Ian Beavis, head of Kia's US marketing confirmed the move, saying he was involved with the choice but that it was an agency decision.
www.dang.com
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Pete Dishart Chosen as EPGAA President |
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The Enhanced Protective Glass Automotive Association (EPGAA) has appointed Pete Dishart as its new President. Dishart, a global product manager for PPG Industries Inc, brings more than 18 years of industry experience to the EPGAA. Comprised of glass and laminate providers, the EPGAA works to educate consumers and the automotive industry about the benefits of using enhanced protective glass in side and rear windows, and roof applications.
www.epgaa.com
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Suit Claims Oil Companies Overcharged for 'Hot Fuel': |
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'One for the Road' seeks each week to find, feature and share a quote from a leading automotive executive that is timely, insightful and substantive.
"Automobile travel and small truck traffic will be heavy during this holiday season. This lawsuit comes at a particularly appropriate time to expose a system that has been quietly picking money from the pockets of citizens throughout the country."
- Joan Claybrook, President, Public Citizen
Sourced From: Today's Trucking, December 15, 2006
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