Tag Archive | "Sales"

Are You a Vendor or a Trusted Partner?

This should be the time of year when you start implementing your annual growth plans. Like many agents, you have most likely spent considerable time and treasure over the past couple of months looking ahead, forecasting all areas of your business. I am also certain your plan includes improving your agency’s financial performance year over year.

Where is your growth going to come from this year? A merger or acquisition? Increasing production from your current clients? Or perhaps taking business from a competitor?

Can you think of any business that is more competitive than the car business?

Consumers have many choices of where and with whom they do business. They want to buy from a dealer that values their time, gives them a fair deal, understands their needs, treats them respectfully, is transparent, and provides an easy and professional buying experience.

These dealers are usually benchmarked in departmental performance in their 20 Group composites. They experience low employee turnover and usually are very sound in their business practices. They bring discipline and ingenuity to expense control. Often these dealers enjoy high or benchmark CSI scores as a reward for their customer focus. They have also seemed to figure out how to instill customer loyalty and dominate their competitors. As an agent entrepreneur, these are the dealers you want to do business with.

How Do You Compare?

Part of any good plan is an evaluation of your competitive advantage, where you need to improve, and what your opportunities are. Also, where is your business at risk and vulnerable?

Can your competitors drive a wedge between you and your dealers?

When you signed that agreement with your dealer, he or she was convinced you were going to perform as promised, and most likely you did. But what about now?

When objectively assessing your dealer relationships, here are some classifications that might describe you and your relationship from the dealer’s perspective:

1. Vendor: As a vendor, you have little constructive interaction with the dealer. You provide the basics, but the relationship isn’t strong, and you know it is not working. If you are reacting to the dealer more than engaging the dealer, that may be a symptom that this client is on their way to a competitor.

2. Friendly supplier: You are a little more aligned with the dealer’s priorities and are more engaged and interactive, but the dealer may see little equity after interactions.

3. Valued partner: You bring more to the table than most other agent entrepreneurs. You not only understand the business, but bring value by understanding their business, you are the go-to in training and developing their key team members. You are relied upon.

4. Trusted partner: Joint planning and growth discussions occur with you regularly, your input is valued and sought out, training and development is all custom and designed to align with the dealer’s needs, employee development and to support growth.

The bad news is that, if one or more of your dealers fall into a vendor or friendly supplier category, their business is most likely part of your competitor’s growth plan for the coming year.

The good news is, if you go after these dealers like you plan to go after your new acquisitions, they might resist the urge to make a change and stay with you.

Make the time you spend in stores invaluable to your dealers, find out what their needs and priorities are, and be willing to provide solutions. Be flexible. They may have priorities and needs outside of F&I that you may have experience or expertise with.

Be transparent in what you are doing and why you are doing it. Make it easier to do business with you and harder for them to move their business to a competitor.

Dealers are a lot like the customers they serve. They too have a lot of choices. Finding new business takes time, resources and expenses. Now is the time to identify and invest in the business you have that may be at risk. This process can contribute to achieving your goals in the coming year. If you don’t do it, you may be helping your competitor achieve theirs.

Posted in SalesComments (0)

RouteOne and MaximTrak Come together to Innovate the Vehicle and F&I Sales Process

RouteOne has acquired the assets of MaximTrak and its related business and will operate MaximTrak through its wholly‐owned subsidiary RouteOne Holdings. This will bring together two long‐time partners to deliver a seamless vehicle F&I sales process.

The vehicle purchase process has undergone fundamental changes in recent years, and will continue to do so with increasingly rapid speed. Consumers and dealers alike expect consistency and seamless transition across all physical and digital sales channels. As a result, both RouteOne and MaximTrak have been pursuing aggressive strategies to innovate the sales process on behalf of their respective customers. RouteOne and MaximTrak’s complementary strategies have now come together to deliver on the vision of a complete sales and F&I solution that meets OEM, dealer and consumer needs – any time, any place, and on any device.

Key Facts:

  • MaximTrak will be operated by RouteOne Holdings, a wholly‐owned subsidiary of RouteOne.
  • MaximTrak leadership and team members remain in place, and continue to operate from the MaximTrak PA offices.
  • Justin Oesterle and Jim Maxim, will operate as the senior management team of MaximTrak.
  • RouteOne and MaximTrak serve: 1,400+ finance sources, 18,000+ dealers, 130+ dealer service providers, 80+ aftermarket insurance providers, and 10+ OEMs.
  • RouteOne and MaximTrak employ approximately 400 people with offices in Michigan, Pennsylvania and Canada, as well as local staff in major markets.
  • Directly and through partnerships, RouteOne and MaximTrak have customers in the US, Canada, Puerto Rico, and Mexico.
  • RouteOne and MaximTrak product integration began prior to the acquisition and will now be further developed and strengthened on an expedited basis.
  • RouteOne was founded in 2002 by Chrysler Financial (now TD Auto), FMCC, GMAC (now Ally), and TFS.
  • MaximTrak was founded in 2003 by the Maxim family.

“RouteOne has had a long and successful relationship with MaximTrak, and we share very similar cultures, values and DNA,” said RouteOne CEO Justin Oesterle. “We are excited to have made this acquisition happen as we believe it creates significant value for all our customers at the OEM, finance source, provider, and dealer levels. It also creates strategic and economic value for RouteOne’s owners: Ally, Ford Credit, TD and Toyota Financial, all of whom supported the investment. I, and the entire RouteOne team welcome MaximTrak to the family. We look forward to doing great things together for the industry.”

“The entire MaximTrak team is excited and energized by the growth opportunities that this transaction represents for our customers, employees and key stakeholders. Like RouteOne, MaximTrak is an established, innovative leader in the F&I space,” said MaximTrak President, Jim Maxim, Jr. “Where RouteOne excels in the finance elements of F&I, we excel in the “I” side of the equation and in developing technologies that optimize the dealership process and ultimately dealer profitability through F&I product sales. Together, with our combined scale, talents and product line‐ups, we will be able to provide a complete digital workflow from initial customer contact and first pencil to finance, aftermarket and eContracting across online, mobile and in‐store channels. With that, our emphasis will be               on helping our customers deliver a buying experience they control and one that consumers actually want.”

The acquisition is effective as of December 20, 2016.

Posted in Auto Industry NewsComments Off on RouteOne and MaximTrak Come together to Innovate the Vehicle and F&I Sales Process

Mechanical Breakdown Protection, Inc. Partners with Provider Exchange Network

LEE’S SUMMIT, Mo. – Mechanical Breakdown Protection, Inc. (MBPI), a top rated administrator, is pleased to announce a partnership with Provider Exchange Network (PEN). This innovative technology cuts costs, increases efficiency, and adds a new element of customer satisfaction. This partnership will help the F&I office increase sales penetration and improve dealer and customer satisfaction by decreasing customer delivery time.

PEN is an electronic data exchange that streamlines the sales process by integrating the F&I product provider with the dealer’s point-of-sale system, whether through a menu or directly with the dealership management system (DMS) desking software. This unique integration approach eliminates the need for separate applications to enable eContracting for aftermarket products. Functions include electronic ratings, forms preparation and contract origination.

“MBPI’s new partnership with PEN will allow dealerships a new and effective way to offer our wide range of F&I products to the consumer. It will also eliminate the need for double entry, which makes life easier for F&I Managers.” – Barry Kindler, MBPI National Sales Manager

To learn more about MBPI, visit the website at mbpnetwork.com.

To learn more about PEN, visit the website at www.providerexchangenetwork.com.

Posted in Auto Industry NewsComments Off on Mechanical Breakdown Protection, Inc. Partners with Provider Exchange Network

AGWS Announces New Member of Sales Team

WARRENVILLE, Ill. – American Guardian Warranty Services, Inc. (AGWS) is proud to announce a new member of our sales team in the central Atlantic states.

Zachary Hughes becomes the newest part of American Guardian’s field team as AVP of Sales for the Central Atlantic States. His area includes Ohio, Tennessee, South Carolina, and Virginia. He will also be involved with AGWSU, American Guardian’s home office and training school and also training at individual dealerships.

Senior Vice-President Jon A. Anderson had this to say about Zachary: “We’ve had the opportunity to work with Zach in the past, and have found him to be a great resource to the dealer and a great partner for American Guardian. We are excited about the opportunity of Zach and AGWS working together.”

Zachary comes to American Guardian with extensive experience in the retail automotive business, and most recently with Capital Automotive. Zach possesses a great sense of what challenges affect a business owner, and a great ability to help the dealership grow profitability.

For further information about American Guardian contact Senior Vice-President, Jon A Anderson at 1-800-579-2233 x 4123.

Posted in Auto Industry NewsComments Off on AGWS Announces New Member of Sales Team

GWC Warranty Appoints Strategic Brand Manager

WILKES-BARRE, Pa. – GWC Warranty, the best-in-class provider of used vehicle service contracts and related finance and insurance products sold through automotive dealers, announced the addition of Therese Pramick as its new Strategic Brand Manager.

As a member of the Marketing Department, Pramick will be responsible for developing strategies that increase GWC’s brand awareness and value among new and existing GWC partners in an effort to help them sell more cars and make more money.

Pramick brings to this role more than a decade of experience in marketing and marketing communications. Most recently, she spent nine years as a Marketing and Public Relations Specialist with Pennsylvania’s Geisinger Health System, overseeing the planning and execution of marketing activities for numerous health services.

Having graduated Magna cum Laude from the University of Memphis in 2003, Pramick was also named to the Northeast Pennsylvania Business Journal’s Top 20 Under 40 in 2009.

Posted in Auto Industry NewsComments Off on GWC Warranty Appoints Strategic Brand Manager

KAR Subsidiary Names VP of Sales and Marketing

Preferred Warranties Inc. (PWI), a business unit of KAR Auction Services Inc., today announced the appointment of Ryan Warzynski as vice president of sales and marketing. In his new role, Warzynski will direct all sales, marketing and training department, while providing strategy for all sales and marketing campaigns nationwide, the company stated.

Warzynski first joined the KAR group of companies in 2005 as a dealer sales representative with ADESA. After 11 years and numerous promotions, he was named executive director of dealer relations with the company before moving to Preferred Warranties.

“Ryan’s talent and experience in building relationships and leading sales teams will be great assets to our company,” said Brian Cosgrove, president of PWI. “His background with ADESA gives him a unique perspective — a familiarity with the industry and the company yet a fresh view on what’s possible in our business.”

Posted in Auto Industry NewsComments Off on KAR Subsidiary Names VP of Sales and Marketing

Page 1 of 2412345...1020...Last »