When was the last time you clicked on ALL of the links and pages on your website to see it they all worked properly?
Click and click until you have covered every page and every link, you might be surprised.....
January 2009, Ed French, Director of Operations hired Chris Hanson for eCommerce Consulting and utilized his monthly V.I.D. Program (Virtual Internet Director).
"Low cost training that brings DRAMATIC RESULTS"
At the time they were selling ZERO cars online. Five months later, they are selling over 50 cars a month and generating $100,000 in gross.
Chris Hanson has been a big part of my success as Internet
Manager at HUMMER of Columbus
Sincerely,
Robin Keller
Internet Manager
HUMMER of Columbus
AutoTrader performed a study of dealers who had videos on their site that they started June of 2008, and it showed that vehicles on AutoTrader with video receive 15% more emails, 3% more map look ups, 15% more printable vehicle details and 20% more vehicle details views.
Success story from a client of mine this week in Minnesota as they are just getting started with real video walk arounds pushing to AutoTrader......guy calls from NY and asks if a car is still available. Yes it is. So the guys says, I've watched your video over and over and this is definitely the car I am looking for and would like it shipped to NY. He also mentions that the video is an awesome idea and more dealers should do that because it gave him a chance to "see" it up close. SOLD.
They have had numerous people mention the videos and how much they like the videos.....the people are making it a point to mention the video which tells me that it is having a huge impact.
Needless to say the dealership is very excited as they are seeing direct results from the work they are putting forth recording video walk arounds. The extra 3 minutes per car is paying off and they haven't even begun to get started!
I also created this picture and uploaded it into their dealer merchandising to highlight the fact that they had video walk arounds:
When I was the
Director of eCommerce for the David Thomas Auto Group, I hired Eddie
Rodriguez into the Internet Department after he was selling on the
floor for about two or three months. Eddie was a 12 to 13 cars a month
guy who went to 25 to 30 cars a month after only about a year and a
half of working for me. After I left the group, Eddie stayed on awhile
longer and then left to do his own thing with a partner, wholesaling
and retailing cars at Goodsellcars. I'm currently doing some
consulting work for them as they are working on building up their
online presence.
_______________________________________________________________
One of the other HUGE benefits of doing real video walk arounds is the capability of sending it to AutoTrader. I'm sure that other inventory management systems do this but the example used below is using VinSolutions Inventory Management System. Once you upload your video walk around using the VinCamera into the system, VinSolutions takes care of the rest! VinSolutions will automatically send your video to AutoTrader just like it does to YouTube!
AutoTrader did a good job of displaying the video link on their site - its a tab right next to the Photos tab. Because its a newer feature for consumers, the only thing better would be to have it flash, change colors or something to have it stick out just a little more. Make it stand out until consumers are used to it. That being said, I think it's awesome that AutoTrader allows an automatic feed of video from an inventory system that is FREE of charge for the dealer!
Once the consumer clicks on the video tab, it displays the video controls so they can click on play, pause, stop, forward, rewind and a volume control:
To read more on how to utilize video at your dealership, read this previous post: Are you making the most of VIDEO with your dealership.
Here are several ways to use VIDEO with your INVENTORY:
As visitors browse through your inventory, they will see a VIDEO link on the specific vehicles that you have videos for: Real video walk-arounds are so much more engaging for the consumer than a slide show walk-around and also gives YOU the chance to introduce yourself and tell the consumer about this vehicle as if they were there right with you.
Once the person clicks on the vehicle, it displays the vehicle details, additional pictures and a video: Being able to not only view additional pictures once they click on the vehicle details page but in this example using VinSolutions inventory management system, you can also have the video that you created, upfront and center for the consumer to click and watch.
Create a YouTube account: Once you upload your pictures and video into VinSolutions, your videos will automatically be sent to your YouTube account with the correct info, links and tags. Besides watching your videos, consumers can also Subscribe to your videos, read about your dealership and click directly to your website from your YouTube page.
Google Search Results: By having video walk-arounds of not only your USED vehicles but also your NEW vehicles, when people search for vehicles, you will find that your YouTube videos will not only show up in the organic search results with a thumbnail of the video for people to click on but it also displays your dealerships information.
.....once they click on your video, it takes them to this page:
When I was the Director of eCommerce for the David Thomas Auto Group we added Ai-Dealers Shopping Cart to our website September of 2007. This is an interview of one of the people who purchased a car from us using the Shopping Cart and not only what she thought of the experience but why she chose to use it. Word got out to the media about this new way to buy a car online so they wanted to cover the story. Unfortunately, by the time they did the interview, I had left the David Thomas Auto Group.
"It reminded employees, it really could be worse, and if they didn't stop complaining it would be worse". LOL - The Art of Demotivation
“While it may be easy to “blame the sales team”, Chris Hanson will tell you that it is seldom so simple. Sales performance can suffer because of many reasons, both external and internal to a company. However, there are usually three key areas that a Chris Hanson will focus on: 1. Sales processes Whether you’re a corporate Dealership Group with clearly defined sales processes or a Single rooftop with a laissez-faire approach to your sales team, the reality is that your people are following a process. Chris Hanson help’s clients first define the existing sales process, working with your sales team, management, and customers to understand what’s actually happening. Often, from initial sales consulting sessions, it becomes clear that not every sales person is following the same process. One of the huge benefits of Chris Hanson is that he provides a fresh perspective, unencumbered by “baked in” assumptions and internal culture. Once the sales process has been defined and mapped, a Chris Hanson will work with his client to refine and optimize it to improve top-line performance. I would defiantly recommend Chris Hanson to anybody at anytime……. I hired him and am glad I did.” December 22, 2008 Mike Dullea, Chief Sales and Marketing Officer , VinSolutions.com “I am excited to endorse Chris Hanson. He is not only an authority in the automotive industry, but is also a world class trainer and a trendsetter. Before I met Chris, I had been a student of his proven follow up techniques and implemented most of his processes into my own dealerships. After getting to know Chris, it is easy to see why his touch his so golden...it's a lot of hard work mixed with sincerity, honesty and a passion for the car business that is sorely lacking in today's market place.” December 4, 2008 Top qualities: Great Results , Expert , High Integrity Tracy Myers, Owner at Frank Meyers Auto Group in Winston-Salem & High Point, North Carolina Tracy hired Chris as a Internet Sales Consultant in 2005 , and hired Chris once more for Automotive Dealership Training w/ Focus on Follow-Up in 2005. “Chris is an exceptional and respected leader and is knowledgeable in all aspects of dealership sales management.” September 10, 2008 Lee Kemp, President , Forest Lake Ford, Inc Chris is a great guy to work with. He knows internet sales and has enjoyed success everywhere he has been. Chris is a person I enjoy working with and is a friend. Brian Ankney” August 20, 2008 Brian Ankney, Sales , SellingSuccess “I just wanted to write a quick note in regards to the information and support Chris provided my clients, Valley Imports in Fargo, and Grayson Auto in Knoxville recently. Both said he provided a simple, easy to implement, and customer friendly process just like he promised! As a sales trainer my clients expect me to stay ahead of what the market is doing so that their sales teams can take the customer through an effective, non-confrontational and profitable process. When my dealers asked "who do you know who can help us fix, or enhance our internet process", Chris is the guy that comes to mind. Both of my dealers think I am a genius because He helped them more than double their units and their per car gross average. I am the genius because he is such a genius! I love it! In today's internet driven competitive marketplace any dealer who doesn't use Chris' processes is loosing thousands of dollars daily. I can swear to it along with my clients! P.S. I have dealers who are going to use Chris for the V.I.P. (Virtual Internet Program) that he just implemented. He can now manage the leads, confirm the use of the process, and generate ROI reports for my dealers! Confidently, Jonathan W. Dawson President, Plan B Consulting, Inc. The only training company officially endorsed by the MADA. Cell: 612-387-7776 Email: planb@helloworld.com Visit: http://www.trainthewinners.com for the latest in psychology and techniques for your next customer.” January 30, 2008 Top qualities: Great Results , High Integrity , Creative Jonathan Dawson hired Chris as a Business Consultant in 2006 , and hired Chris more than once “Chris is one of the most innovative Director of eCommerce I have ever came across. He was actually one of first to pursue implementation of Automotive Lead Scoring for his dealerships. At that time, many dealers have never even heard about it. He got the concept right away. Even so, he took time to analyze it, kept data, and developed processes to maximize his dealerships’ sales. If this is what he does with our product, imagine how he is with others. These are all signs that Chris understands Automotive Internet Selling and would only embrace products and services that solve problems or enhance performance. I recommend Chris Hanson.” November 26, 2008 Tony Ly, Dealer Liaison, SmartLeads , Trilogy, Inc. “Jim Goodsell Dallas, Texas December 21, 2008 It has been a pleasure during the past two and one half years to have worked with Chris Hanson. During this time, I have found him to be nothing less than truly an “automotive professional.” Not only has Chris developed an e-commerce department from “the bottom up,” he has also produced and implemented processes and procedures for various departments within several automobile dealerships of which we have both been employed. His technological and innovative expertise is certainly to be commended by all of his co-workers as well as his supervisors (i.e. dealer principals). Chris possesses an unbelievable passion for the automotive business and its technological aspects. His association with vendors is both positive and cost-productive in that through his relationships with these vendors, he is able to understand what it takes to reduce costs for both parties. Thus, these characteristics make him a valuable asset to any organization, particularly a dealership’s management team. It is without any reservation that I recommend Chris Hanson for employment with your organization. Sincerely, Jim Goodsell Automobile Specialist P.M. Standley Motorcars” December 22, 2008 Jim Goodsell, USED CAR DIRECTOR , Saturn of North Texas “Chris has an outstanding work ethic. He is also very creative in the E-Commerce world. I have had the chance to work with Chris at 2 dealerships now. I can only hope that I have the chance again. Thanks Chris for all you have shared with me. I know that I would not be as internet sales savvy without your expertise.” October 28, 2008 Dwayne Shirley, Used Car Manager , Saturn of North Texas “Chris is an outstanding internet/BDC manager in the automotive industry. Chris has a great understanding of technology currently being using in dealership today and has used this technology to improve performance in the dealership he has worked. I would recommend Chris to run any size of internet/BDC department. Also he is power user of Motosnap, powered by VinSolutions.com” October 6, 2008 Doug Kinney, CEO , Vinstickers, LLC “Chris has been a great asset to have as a customer helping us develop our software with a perspective from someone who oversees internet departments for mutiple rooftop locations. He has given us insight of what he feels are key points he looks for to gauge his stores success at a glance or what follow up steps he has found to be most effective in years of internet experience.It has been exciting to watch Chris go into new groups and grow a process with our software and take multiple internet departments and make them very profitable centers for his dealership groups.” August 11, 2008 Randell Horn, V.P. of Sales , VinSolutions LLC “Chris was easy to work with and really understands the Internet Car Business.” August 4, 2008 Kim O'Brian, Dealer Support , Veretech, Inc. “Chris Hanson exemplifies what I consider to be the "best of breed" in the e-commerce sector of the automotive industry. On countless occasions I have witnessed the success of his innovative sales processes and tactics in a dealership environment. Chris consistently searches for new ways to engage consumers with value, cutting edge information, and exciting ways to understand more closely the advantages of his store, and their products. I would highly recommend him for mine, or any other sales organization....and believe him to be not only an innovator, but someone that can only accentuate the performance of his co-workers, and colleagues.” August 2, 2008 Cody Garnett, Senior Vice President of Sales , VinSolutions.com “Chris is the type that consistently over-delivers on a promise. In my numerous dealings with him, I have always been impressed with every aspect of how he handles himself both professionally and personally. One of the things I admire most about Chris is his willingness to help with projects even if he does not benefit directly from the investment of his time.” June 16, 2008 Top qualities: Great Results , Expert , Creative Kevin McCarthy, Internet Sales Manager at Mike Toler Chrysler, Dodge, Jeep hired Chris as a Business Consultant in 2006 , and hired Chris more than once “Chris is a foremost authority in the automotive industry especially within the realm of internet sales, lead generation, etc. Great to work with and has amazing life stories to tell!” February 3, 2009 Kevin Heist, Sales and Promotions , Subaru of Plano “Chris Hanson's sales strategies and managing philosophies are proven to be extremely successful. I feel honored to have been able to work for Chris while at the David Thomas Auto Group and Saturn of North Texas. I have yet to meet another person with such a strong drive and sharply-focused work ethic. His innovative ideas and "smart selling" techniques have been a great help to me, and I attribute much of my personal success to Chris for all of his great training and advice. Companies that have hired Chris Hanson as their Internet/eCommerce Director have seen their sales numbers literally double within months. Just let him work and do his thing, he will take it and barrel ahead at full speed. Personal Note: Thanks Chris for all of your help, it works!” December 1, 2008 Nick Gilley, Internet Sales , Subaru of Plano “Chris is one amazing person. I have learned so much from Chris in regards to online marketing practices and the inner workings of a dealership. I’m constantly amazed at his time management skills. His ability to start and finish any project on time, with tremendous results is bar none. Chris is always looking to increase his knowledge base and to help pass that knowledge onto others. I have worked with hundreds of Internet Directors and Managers and Chris is one of the best that I have seen.” October 18, 2008 David Jarema, National Sales Director , Autotropolis.com “Chris is a true professional. He can handle the toughest cases with grace and smile while being detailed and data driven. He is friendly and openminded which helps him to build long lasting relationships. To the Reader: If you are looking for references please do not hesitate to contact myself. Kind Regards Jacek Bladek” August 18, 2008 Jacek Bladek, R&D Manager , Frito Lay “I had the pleasure to work with Chris on DFWAutoplex.com. Chris was very helpful to our organization in developing a website that would meet the needs of the DFW Automotive Industry. Chris has great knowledge and depth in regards to automotive on-line sales. Chris is an expert and resource in this industry and one person that I admire and respect.”August 12, 2008 Donnie M. Campbell, Project Manager - DFWAutoplex.com & Account Manager , Clear Channel Radio “Chris is very good at what he does.” August 4, 2008 Steve Hargett, ACCOUNT EXECUTIVE , Clear Channel Broadcasting “I have had the pleasure of working with Chris as he was a client of Dealix on several occasions during his tenure at Subaru and Saturn Dealerships. Chris always does a stellar job of refining and expanding the online sales environment while measuring it all. He truly understands the processes involved and the value to the organization. I would consider him an asset to any companies strategy.” August 4, 2008 Ken Gantzer, Sr. Regional Sales Manager , Dealix, division of the Cobalt Group “I was the director of Leasing while working closely with Chris Hanson in designing and controlling the sales process. His efforts and talents are hard to find in todays auto dealership personnel. Superb business person, I could never say enough good about him!” August 3, 2008 Harry Aston, Leasing Director at Park Cities Leasing worked directly with Chris at David Thomas Auto Group “Chris has a dedication to success combined with good ethics, a combination that you don't often see in the automotive industry. I've had the opportunity on multiple occasions to see the amount of effort he puts into projects, ensuring that his employer and his customers have the best tools available to conduct business. Whether you are looking to buy a car or looking to sell a car, you always want Chris on your side!”August 2, 2008 Joshua McFall, Sr. Manager Sales / Training , Rocket City Enterprises “Chris arrived at a time when our nascent eCommerce operation was ready for someone with strategic vision and proven Internet sales principles to show us the next step. I was able to take his ideas and recommendations and build upon them to take our online new car sales business to its second level. His concepts are sound and his customer-centered sales approach works. Highly recommended.” May 14, 2008 Trace Ordiway, e-commerce Sales Manager - New Cars , DTAG, dba Subaru of Dallas “Chris continues to surprise me with the creativity and enthusiasm he has for comfortable car sales. He is and is going to continue to be someone to watch in this industry. I give him full credit for transforming the use of Ai-Dealer's shopping cart ecommerce system for vehicles from a passive service into a proactive marketing vehicle. Immediately upon installing our service, Chris emailed all consumer (sold + unsold) to let them know that the group had installed the service. He also excels at wrappering the shopping cart ecommerce service for car dealers with comfortable and consumer-friendly people and process skills... because despite the cool new piece of technology (shopping cart), it takes all 3 elements for true sales success - people, process and technology... Chris is a master of the hard two... technology is easy.” October 16, 2007 Brian Hoecht, CEO , Ai-Dealer “Chris is a very dedicated sales manager whose key to success is following the steps to the sale along with his ability to follow up with his customers like no one else does. Chris caught my attention when his talents were recognized by Chrysler and used in their national training program.” August 2, 2008 Dave Immel, General Sales Manager , HUB West Chrysler Dodge
2. Resource optimization
3. Management tools
worked directly with Chris at Saturn of North Texas
worked directly with Chris at Saturn of North Texas
worked directly with Chris at David Thomas Auto Group
reported to Chris at David Thomas Auto Group
reported to Chris at David Thomas Auto Group
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