We’ve all been to stores where: …What you saw online—or were promised online—isn’t available on-site … You can’t find what you’re looking for, or find someone knowledgeable and friendly to help you … The website is information-rich and pressure-free, but in-store personnel make up for their lack of knowledge by being smarmy or pushy … […]
Points of Friction…OUCH! Read More »
“Nature abhors a vacuum.” There would be no reason for “disrupters” like TrueCar, Carvana, and Vroom to exist if dealers provided customers with what the majority of them want. This includes Eliminating negotiations and move to a simple, transparent sales process Eliminating wasted time in the sales process Money-back guarantees Market-based pricing The convenience of
How Auto Dealers Created TrueCar, Carvana and Vroom Read More »
Most customers love to negotiate! If you believe that, then read no further. If you think most customers care more about squeezing the last dollar than getting a great experience…. stop here. When discussing One Price with dealers I often hear, “We negotiate because the customer feels they have to win something”. Before the internet,
The Benefits and Challenges of One Price Selling Read More »
I’m a bit dumbfounded as to why a modern auto retailer would still use a sales BDC. Think about it. BDCs withhold information to try to secure an appointment. Not because they are nefarious. They just don’t have the answers. “Does my daughter qualify for a first-time buyer’s program?” “How long is that incentive on?”
I Don’t Understand Sales BDCs Read More »
AutoNation recently announced the creation of their first Digital Storefront – which allows the website to transition from purely informational to transactional – offering customers the opportunity to do the majority of their auto sales transactions from the comfort of their home or office. I don’t see any reason why you can’t transform the automobile
Create Your Own Digital Storefront Read More »
By Mark Rikess President, The Rikess Group Two Problems – One Solution Of the many challenges facing dealers today, two of the biggest include: Recruiting a younger, gender-balanced sales staff Effectively and cost-efficiently handling incoming phone calls and Internet leads Fortunately, there is a single way to address these challenges, and that is by creating
Creating the Digital Dealership of the Future…Now Read More »
Less than 7% of auto salespeople today are women! Yet, having a significant portion of your sales staff made up of women provides you with a competitive advantage … That’s because women feel much more comfortable making a high-stress purchase like an automobile from another female AND most men like to buy products from women!
Why Aren’t More Women Selling Cars? Read More »
Let’s play word association – I say “green” and if you’re like most dealers you’ll say, “climate change” and then something very nasty about Al Gore. When I hear “green” in context to the dealership world I think of the following: The need for energy independence, especially from the “bad guys” in the Middle East.
What Does Green Mean to You? Read More »
The Rikess Group has worked with over 150 franchises to implement a One Price/Negotiation Free Sales process. Here are the top 10 reasons for considering this sales process: Give Women What They Want: Women purchase around half of the new and used vehicles and influence another 20%! Women define negotiating as “arguing” and dislike the
Top 10 Reasons For Changing to a One Price Process Read More »
In an industry that has been reluctant or resistant to change, the automotive arena has become a frenzy of change moving at light speed. Hardly a day goes by that dealership leaders do not receive a call or read an article about a new technology or process designed to improve their dealership business model. So
Three Strategic Questions Read More »
