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Dec 21, 2007

Long-time lurker, first-time poster.
Enjoyed the video, but I have to disagree with one of the points. He indicated that U.S. automotive consumers are primarily looking for pricing information online.
Our data (J.D. Power and Associates) shows that while this is true for used-vehicle shoppers, more new-vehicle shoppers are actually influenced in their make/model decision (77%) than in the price they pay (73%). This was a major shift that we first noted in 2005 and that trend has continued. I actually just posted something to our blog.

Dec 20, 2007

Dealer and Brand Loyalty down this year -2007

New research compiled by Capgemini on our changing consumer auto trends and buying behaviour suggesting ways in which web sophistication is fueling that change. Some of their findings include:

Dealer Loyalty and Branding have decreased in 2007
Incr...

Gerald · Dec 20, 2007

Way to Jeff- cutting edge my boy. I have long suspected BLOGs would provide a terrific alternative to the traditional forms of Internet info gathering. Is it too late to start a blog? Probably not as I am guessing most dealers are late adopters any way. The role of the ISM may change, but I don't think the position will go away as was discussed earlier this year. The savvy ISM will continue to find ways to engage the customer and gain a (short-term) upper hand.

Dec 20, 2007

Nice global message by Capgemini. It is interesting how both Brand and Dealer Loyalty are down this year. Not too surprising however. The growth of using the Internet as a primary source of information has taken really leveled the playing field in so many industries. It has 'kicked the door wide open'. While the auto industry has struggled with this and feared it I think it is a really good thing. It is causing dealer's to have to do business in a more honest and transparent way. Let's face it - auto dealers haven't had the shiniest reputation in the past 20 years. Perhaps the phenomenon of Web 2.0 as it pertains to the auto industry is the catalyst that was needed to help the industry re-invent themselves.

Dec 20, 2007

Nice global message by Capgemini. It is interesting how both Brand and Dealer Loyalty are down this year. Not too surprising however. The growth of using the Internet as a primary source of information has taken really leveled the playing field in so many industries. It has 'kicked the door wide open'. While the auto industry has struggled with this and feared it I think it is a really good thing. It is causing dealer's to have to do business in a more honest and transparent way. Let's face it - auto dealers haven't had the shiniest reputation in the past 20 years. Perhaps the phenomenon of Web 2.0 as it pertains to the auto industry is the catalyst that was needed to help the industry re-invent themselves.

Jan 16, 2008

Very funny and right on the money.

Dec 28, 2007

As a current vendor that also sold cars for many years I find amusing that many dealers fail to understand this simple cycle.

Dec 20, 2007

> an industry of million-dollar lemonade stands

OMG!!!! TOOOO FUNNYYY!!!!!
you hit the nail right on the head!

Dec 20, 2007

I knew I was working in an industry of million-dollar lemonade stands when my first Sales Manager got fired in March because he wasn't rolling as many units as his predecessor was rolling in August (store's best month in past 12). And I remember thinking, don't these GMs look at a calendar?

Chuck · Dec 19, 2007

That is hilarious Jeff! Kbb starts buying cars again!!!! Thanks for the laugh.

Dec 19, 2007

TOO FUNNY!

You keep on knockin but u can't come in.... I'm watchin up in SMOKE tonight!

Jeff- congrats on the new addition.

And all, have a safe and blessed holiday!

All the best,
Dave

Dec 19, 2007

Alex ... can you please include when "the end of the month" is for each of these months? Any clarification of that mystery would be welcome!

Audrey Knoth
Goldman & Associates Public Relations

ben.anderson · Dec 19, 2007

April to August: you forgot - SELL SELL SELL!!! And the cycle continues...

[email protected] · Dec 19, 2007

Bravo Alex! I LMAO at this one. You really hit it out of the park. They need to put this on dispaly at the Smithsonian to describe the dealership word or maybe even the Henry Ford museum!

Alex Snyder · Dec 19, 2007

Happy Holidays everyone! How about a little break on Dealer Refresh, with an explanation of what each month means in the car-year. Have some fun with it!

That's right, save your champagne and New Years songs for September.

September: First “oh shits” hit when sales start to slow. New model year arrives to help make more sales. Salespeople are still living large. Vendors are doing okay.
October: Second “oh shits” hit. More new models roll out to help. Salespeople start complaining about not having traffic. No more new vendors!

November: Executive management “oh shits” turning into – “somebody make changes”. New models selling for invoice. Salespeople stop using their drycleaners. Vendors keep a knockin’ but can’t come in!

December: That "somebody" starts figuring out which outside managers can be recruited and who can be replaced. New models have incentives from manufacturers. Salespeople start dipping into savings. Vendors fired!

January: Newly recruited managers start and old managers leave. New models being sold for under invoice. Salespeople start getting jobs in the real estate business. What’s a vendor?

February: New promises from management. Those new models are being traded in. It is time to start training salespeople again. Vendors are saying NADA FTW (For The Win)!

March: Management heads back to the golf course. KBB & Edmunds start buying cars again. Massive sales hiring begins. Dealers start calling vendors with a timid “hey – remember me….yeah, we fired you in December, but….”

April to August = no worries…keep bringing me new vendors!

Feb 5, 2008

I'll admit to being biased too, and do it publicly. The cars.com ads were not disappointing for us and I havent heard a complaint yet from the dealers in my area. Too much weight is given to the very subjective science of rating the ads. At the end of the day 95 million viewers laid eyes on the ads and were presented with a great product. Dealers using Cars.com got their advertising vehicle on the largest media stage in the world. That all seems so grandiose, more simply stated, if you are talking about it, doesn't really matter what you are saying, it was successful.

It's also worth noting that this was the "kickoff" for our 200 million dollar marketing campaign for '08. My only disappointment is that we couldn't air all of the spots. There are some great ones in the campaign that are still to come. I believe the marketing build up through first quarter will be very powerful.

I'm going to have to agree with you about one thing Lightnup. I would also like to see a poll dedicated to this topic. But let's raise the stakes a bit.

Was the Cars.com Superbowl campaign a success?

How convinced are you of the failure of these ads? Would you be willing to wager your identity for a 75% majority vote?

Feb 3, 2008

I'll admit I'm biased but, come on, $6 million dollars for those two ads? How disappointing.

Maybe Jeff will start a thread or Poll about the SuperBowl ads.

Jan 30, 2008

Let's have a poll, who is Lightnup... Chip Perry or Bill Templeton? Autotrader - page unavailable hahaha. Too much fun!

hmmm... Although I have had email discussions with Chip Perry before (he is engaging), Look at Bill's smile and wild eye. I say it's Bill!http://www.autotraderstatic.com/cms/img/pressroom/management/1_management_24830_lg.jpg?

Jan 29, 2008

Not to worry Sharon. Things are under control.

Jan 29, 2008

"...I guess I'll just have to remain a highly paid employee..."

Good luck w/that belief this year! The Emperor has no clothes campaign from ATC. Autotrader doesn't actually need more reps, they need a bigger audience of in market shoppers and less leak thru features that have little or nothing to do with marketing our vehicles! W/out that your income is on the slide unfortunately.

Jan 29, 2008

Lightnup - that's awesome! You finally came up with a decent comeback!

Jan 29, 2008

Alex, you are obviously at such a high stratosphere of intelligence and superior knowledge that no matter what I say, even when it's factual, you have the unique ability to ferret out that it must be BS because it comes from someone without your keen sense of what is and what is not BS. It must be tough to be right all the time.

My apologies for even attempting to match wit and wisdom with one as omniscient as you. Why, if I was only as smart as you, I would quit my job tomorrow and stand outside AT headquarters with a sign proclaiming to the world that Alex has decreed that everything coming from anyone associated with AutoTrader.com is BS because he has a beef with the company.

If only I didn't have to feed my family, I could attempt to rise to your level of honor and justice. Instead, I guess I'll just have to remain a highly paid employee of the rapidly growing, number One Automotive website on the planet and just hope I can remember in the future how small our company was back in 2008 before it really took off. Living with the fact that Alex says I have no credibility is just one of the burdens I'll have to bear, but I suspect I'll get over it eventually.

Jan 29, 2008

"Oh, and one more thing.....Please stop investing in Lightnup's who insult me by spouting BS reasons for everything"

Sorry Alex but it's going to get worse before it gets any better....

Autotrader - page unavailable

Dealers are waking up to realize the rate increases from ATC are not justified. The psychology of the internet car shopper has changed (as it always has & will). ATC is looking for a churn rate of under 2%, great goal but impossible in this economic climate and with their rate structures the past year (and going into this year) The best years of performace from ATC are behind it.

Jan 29, 2008

Excellent point. It's just one small factor in the overall picture.

Jan 29, 2008

Sally....errr....Lightnup.....whatever your name is - Hiding behind a fake name shows you're a coward. There is zero credibility behind anything you say when you completely hide on the InterWebz. Whether you're Sally, Lightnup, Clarion Hilton, Richard Simmons, Rosanne or Rosie, you represent a company I have beef with right now. I'd like to not have beef with that company, but have trouble endorsing something that jacks rates simply for the sake of jacking rates. Then to add insult to injury, that same company sends Lightnup's to justify these rate increases, and these Lightnup's simply insult my intelligence with their BS.

AutoTrader.com -

Please....please, please, please, please listen to me (one of your potential customers). I want to give you my money. I want to advertise on your product. I want to be a premium business partner. I want to take advantage of everything you have to offer.

Here's what you need to do to get me back: for the waaaay higher prices you charge than all of your competitors, I expect a much higher ROI than what I get with all of your competitors. It is really that simple.

Oh, and one more thing.....Please stop investing in Lightnup's who insult me by spouting BS reasons for everything.

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