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bpulseadmin · Jun 1, 2011

Ann Arbor, MI—June 1, 2011—HookLogic announced today that David Metter has been appointed president, automotive with responsibility for a burgeoning business unit focused on solutions for automotive industry clients. In previous roles, Metter served as chief marketing officer for MileOne Automotive, a large dealer group, and as director of sales for Autobase, a leading CRM solutions provider.

“We’ve seen tremendous growth in the automotive vertical with even more potential ahead,” said Jonathan Opdyke, CEO of HookLogic. “David brings an amazing mix of industry expertise, strategic vision and hands-on sales and marketing experience that make him ideal for leading our next phase of growth. Our clients and partners will benefit immensely from his presence. We’re thrilled to have him on board.”

Metter is regarded as one of the foremost experts in the automotive marketing and e-commerce space. He is a frequent speaker at industry events including Digital Dealer, the Global Automotive Conference and JD Power’s Automotive Internet Roundtable.

Metter brings a history of success at both automotive dealers and service providers. He began his career in sales, rising to be one of the top Chrysler salesmen in the country and general manager of a dealership. Later, his sales leadership helped grow Autobase from a small start-up to the leading CRM software vendor in the space.

As Chief Marketing Officer of MileOne Automotive, Metter pioneered the use of many new technologies, including HookLogic, decreasing the dependence on expensive traditional marketing tactics and dramatically improving online advertising results. As a consultant, his strategies have served as a model for dealer marketing and e-commerce departments throughout North America.

“When I first met the team three years ago, I was impressed by their success in the travel and retail verticals with clients like Expedia and Overstock.com,” said Metter. “As one of their first automotive clients, I learned firsthand how well the product works. HookLogic is one of the best returns on investment an automotive marketer will ever see. I’m truly excited to join the team and build out our automotive business.”

About HookLogic’s Solutions for the Automotive Industry: HookLogic powers targeted incentive programs that drive in-market shoppers to auto dealerships and other lead-driven businesses. HookLogic solutions are easily implemented, work with any marketing medium and enable end-to-end reporting and optimization. Headquartered in New York City, the company has offices in Ann Arbor, MI and Manchester, UK. Clients include Lithia Motors, MileOne Automotive, Suzuki, Germain Motor Company, Suburban Collection, and AutoTrader.com. Learn more at www.hooklogic.com/automotive.

May 31, 2011

Jeff,

Good stuff. Connecting people with solutions within a niche like this is so easy now.

Along the same lines, except for people needing a place to stay (or have a place to rent) check out Airbnb. Just launched and already has a $1BB market valuation. Airbnb | Vacation rentals, cabins, beach houses, & more

The iPhone app is incredible as well...

May 27, 2011

Very interesting & surely a different concept... I would have to do some background checks on the individual before they hop in my ride...

May 26, 2011

I can think of several reasons to use a car for a couple of hours, but you forfiet your car if you get caught doing them. What about the insurance issues?

Nov 23, 2012

There service has gone all to hell since they bought them

mbayo · May 26, 2011

Selling the benefits of the initiative to the group instead of bitchin' about what isn't working. Good stuff!

How about one on one coaching to reinforce the message?

Oh yeah, that's right....we're selling cars....we don't have any time for one on ones!

But what if it were possible to find 5-10 minutes per day per salesperson to coach them on the 3 top initiatives you're focusing on?

Maybe you could help them sell themselves on the benefits of the initiative. Maybe try SPIN selling. Using Jeff's scenario....

Situation Questions: Mr/Ms sales staff, how many vehicles did you sell over the last quarter? How many of those sales were made to be-back and previous customers? How did the grosses and effort to make the sale compare between fresh walk ins and your follow up based sales once you got them in?

Problem Questions: Do you think you're getting as many follow up based sales as you'd like? How many more would you like to get? How many contacts do you currently average per day with your previous customers and possible be-backs? How many more contacts do you think you'd have to make to get those additional follow up based sales?

Implication Questions:Since you said sales to previous customers and be-backs are easier to make once you get them in, how would you benefit by making more of them? How much more income could those additional sales generate for you? How would you use the extra money?

Need Payoff Questions:So the challenge is getting more be-backs and repeat customers to buy from you and you're interested in anything that will help you accomplish that? What if you were able to increase your email capture rate to 80%, how would that help you? So the resulting 20% increase in sales opportunities would get you closer to your goal? Do you think the dealership marketing on your behalf might help too?

Okay, I know leadership in your dealership might not have time to do even a shortened version of this. You're too busy selling cars to do one on ones with your staff even twice a week.

But why not try? If it doesn't work you can always complain some more then spiff 'em.

May 25, 2011

If only we had Rick James selling cars for us... RIP

Login to view embedded media View: http://youtu.be/9PR_rzF8ofw

May 25, 2011

cocaine is a powerful drug

May 24, 2011

Mitch - priceless!

Jeff - "da plane, da plane" you're living on fantasy island; not fantasy world. You're an island that has recognized the root of the problem. You're an island in a world that has shunned responsibility. And that's enough of the metaphors for today.

I LOVE the article. If there is a simple take-away for management it is simply to consider what the feature of this thing you're asking your people to do is, and position the sale so that this feature is now a benefit. It is sales 101.

May 24, 2011

Wow, JK and Mitch are crushing it!

JK writes:
"...Instead, we complain about current procedures “not working”, find
someone or something else to blame for our failure and then say “it won’t work unless we change the pay plan“. #FAIL"

NAILED IT!

Jerry T's always preaching that paying for referrals is madness. We have a great dining EXPERIENCE and tell a friend, we never withhold that referral if the restaurant doesn't birddog us?!

If I hear one more time how female reps are impossible to manage... to take the words from Jeff "..I might wanna punch someone in the mouth. It’s a lame excuse! Instead, question your own leadership skills."

Houston, we have a REAL leadership problem.

May 24, 2011

I couldn't have said it better.

Spiffs are the cocaine of the car business. After a while it takes more and more to get the same effect and then you realize you need leadership re-hab.

bpulseadmin · May 18, 2011

AutoTrader.com Agrees to Acquire VinSolutions

AutoTrader.com buys VINSolutions

ATLANTA and OVERLAND PARK, Kan., May 18, 2011 – AutoTrader.com has signed a definitive agreement to purchase VinSolutions, a leading provider of end-to-end solution platforms for dealers including Customer Relationship Management(CRM), Internet Lead Management (ILM), inventory management tools, dealer websites, sales management and desking tools, social media and direct targeted marketing campaign tools. Terms of the deal were not disclosed. The transaction is expected to close by mid-June.

VinSolutions will operate as a subsidiary of AutoTrader.com, and the two companies will collaborate on methods of infusing value into both companies and all of their customers, which will primarily be in the areas of product development, operations and sales.

"We are thrilled to acquire VinSolutions and add it to our best-in-class portfolio of dealer software solutions companies," said AutoTrader.com President and CEO Chip Perry. "Over the last few years, the online marketing and dealer software solutions space has continued to grow and thrive which has been important to dealers' success, but at the same time it has become increasingly challenging and cumbersome. VinSolutions will further ramp up our dealer solutions product suite to provide dealers with a simpler, more functional one-stop-shop solution of Internet marketing software tools accessible by the dealer through a single sign-on tool."

"VinSolutions is a strong complement to our existing dealer software companies, and a priority for us will be to ensure the scalability of VinSolutions software & customer support, and to execute on plans for how VinSolutions will integrate with vAuto, HomeNet and CDMdata to create an even more powerful suite of Internet marketing and sales related software solutions for dealers," Perry added.

"Our team is very excited to join forces with AutoTrader.com because we are both passionate about helping dealers use the internet and innovative technology to grow their business," said Mike Dullea, CEO of VinSolutions.com. "Together we will strive to constantly improve how we serve our dealers and how we help them attract, serve and retain their customers."

Because AutoTrader.com and VinSolutions are both committed to the interests of all auto dealers, its software tools will be offered on a flexible a-la-carte and no long-term contract basis, and dealers' will have the flexibility to work with their other software vendors. This is consistent with AutoTrader.com's consultative sales approach to help dealers succeed. A further priority for AutoTrader.com will be to work to promote open platforms and integration across its software solutions and other dealer software tools. We also will establish policies that provide dealer-friendly data ownership rights to protect dealers' confidential customer data.

"I am a big believer in VinSolutions' value proposition for the industry," said Dale Pollak, Founder of vAuto. "VinSolutions is serious about providing dealers with tools that enable them to manage their business effectively and successfully, and this acquisition demonstrates that AutoTrader.com is committed to investing in the dealer software solutions business to benefit customers and the industry as a whole."

Consistent with AutoTrader.com's approach to other acquisitions over the past year, VinSolutions will maintain its current management team led by CEO Mike Dullea and CTO Matt Watson who will continue to help propel the company's growth in the future. VinSolutions will maintain its headquarters in Overland Park, Kansas.

The Presidio Group, LLC, through its subsidiary Presidio Merchant Partners LLC, acted as exclusive financial advisor to VinSolutions.

About AutoTrader.com
Atlanta-based AutoTrader.com, created in 1997, is the Internet's ultimate automotive marketplace and consumer information website. AutoTrader.com aggregates in a single location millions of new cars, used cars and certified pre-owned cars from thousands of auto dealers and private sellers and is a leading online resource for auto dealers, individuals and manufacturers to advertise and market their vehicles to in-market shoppers. The company also provides a robust suite of software tools for dealers and manufacturers to help them manage and market their vehicle inventory and display advertising on the Internet. AutoTrader.com continues to grow key business metrics, including revenue, profitability and site traffic. Today, AutoTrader.com attracts more than 15 million unique monthly visitors who utilize the site to review descriptions, photos and videos of vehicles for sale; research and compare vehicles; review pricing and specials; and read auto-related content like buying and selling tips and editorial coverage of major auto shows and automotive trends. AutoTrader.com operates two other auto marketing brands, AutoTraderClassics.com and AutoTraderLatino.com. AutoTrader.com also owns used vehicle management software company vAuto, Kelley Blue Book (Kbb.com) and HomeNet Automotive, a leading provider of online inventory management and merchandising solutions for the automotive retail industry. AutoTrader.com is a majority-owned subsidiary of Cox Enterprises. Providence Equity Partners is a 25 percent owner of the company and Kleiner Perkins Caufield & Byers is also an investor. For more information, please visit www.autotrader.com.

About VinSolutions
VinSolutions has the leading "Dealership Marketing System" that helps retailers attract, sell and retain more customers profitably. VinSolutions.com was recognized as the 33rd fastest growing software company on the Inc 500 and the company has received multiple accolades in the industry including the Automotive Website Award for best digital marketing platform and the Driving Sales Innovation Cup. VinSolutions "all-in-one" sales and service marketing system includes digital marketing, search marketing, online advertising, social media marketing tools, mobile marketing, websites, internet lead management, CRM (Customer Relationship Management), Sales force automation, Sales Management and Desking, Appraisal, Finance, Used Vehicle Marketing and Market Pricing, Inventory Management and Distribution, Hand held inventory marketing tools, window stickers, automated video tours, Loyalty Management and Targeted marketing with email, text, direct mail and telemarketing services. The "Dealership Marketing System" has complete mobile integration and is accessible from any mobile phone that has access to the internet including blackberry, Google DROID and iPhone. VinSolutions Dealership Marketing System is installed by their strategic consulting team who specializes in retail strategy and process training for large dealer groups and individual dealerships. VinSolutions is certified by Honda, Acura, GM, Ford, Chrysler, Subaru, Nissan, Infiniti, Mazda, Saab, Mitsubishi, Volkswagen, Volvo, Hyundai and Audi and integrates with most DMS companies including ADP, R&R, AutoSoft and Arkona. VinSolutions also has alliances and integrations with Kelley Blue Book, CarFax, Autodata, RouteOne and DealerTrack. For more information visit www.VinSolutions.com.

May 26, 2011

DealerSocket
also does this. We however take it even a step farther.

We can
track people's activity for prospects who have never been into your store or who
have never been entered into our CRM.

Meaning if
someone visits your website directly or from a referring source (google,
cars.com, etc), clicks rates and web activity is tracked and matched up with
phone ups and floor traffic.

We are the
only vendor that I know of that is able to track prospect activity and
regardless of what website provider you use.

It is part
of our Call Management piece called Market Analyzer.

Hunter
Swift
DealerSocket

[email protected] · May 25, 2011

Hi Molly, This is Jock from DealerPeak.com The idea seems pretty incredible but it's not all that difficult from a technical standpoint. We have the same capability on our CRM/Website platform. You see the servers have awareness of where a site visitor comes from, the referring URL. Based on that you can view from within the CRM where those users are coming from. We take it a step further by matching up the site visitor with the information we have on that visitor in the CRM. So you can actually see that "Joe Smith" is now on your website in real-time and you can also see how many times he's visited, how many cars he's bought from you, if he has any active leads with you etc. etc. It's very cool technology and opens up huge sales opportunities if someone is watching it. To my knowledge VINSolutions and DealerPeak are the only one's who have it. We call ours CyberSonar. Hope this answers your question.

May 25, 2011

ahh... IDK maybe because I helped build both?

They're really 2 different systems. But, It's not a fair fight. HN has all the advantages, it's up to the project managers to make it happen.

mollyrcurry · May 25, 2011

can anyone explain the technology behind VIN? how can VIN do the following: (from Ralph's blog): VinLens also lets the dealer see where the customer has been before visiting the website so they can track their advertising better and tailor their approach to each customer based on the information they have seen

mollyrcurry · May 25, 2011

what do you mean "eat crap and die" strategy? can you provide something specific?

May 25, 2011

Lol....Joe, what makes you think Dale Pollak is going to allow HomeNet 2.0 to compete with Dale's famous vAuto Cheese Comment Builder?

May 24, 2011

Jeff,

thanks for the info. I'll check it out.

Bryan Barnett · May 23, 2011

Thanks Joe -- great feedback. So I actually just recently signed up with eCarList as a compliment to HomeNet to handle the comment builder and equipment description (and export that to HomeNet which will still handle all my exports out to websites, etc). At this point I'm not overwhelmed with eCarList, but the cost was reasonable enough that I figured it was worth trying them out. Do you have any other recommendations of a reasonably priced product to help with this piece until HomeNet releases 2.0? Gotta have an easy, intuitive interface (something I also think homenet can improve) as I'm looking to move the vehicle equipment/description updating process to more of a secretarial duty (with some guidance) rather than being constantly behind trying to do it myself. I really hope what you've heard regarding 2.0 does come to fruition...in a perfect world we do everything through HomeNet and not have to shop for an additional product to handle what they should be able to do...

May 23, 2011

Hang in there Bryan,

I work with the entire group at Homenet and I can tell you that for everything that drives you nuts, they have a solution that is under-construction.

I haven't seen 2.0, but I know that ALL care about getting it right.

For example, the Comment Generator...

I helped with their Comment Generator (CG) early on. In multiple phone meetings, I described to them a big a** organizational chart of how all the data points could be merged into a multi-paragraph composition that would deliver a non-machine like read that would be centered on the END USER (aka "the person that pays our bills!").

I also described to HomeNet the need for the CG to deliver the knockout punch in opening paragraph, and how to do it because the 1st 125 characters make the AutoTrader SRP.

After those initial phone calls I haven't heard or seen a thing. I am worried they'll miss the mark (like vAuto did). I've been offering them my assistance and they insist that I'll love the new Comment Generator.

It would take me pages and pages to describe all the difficulties that need to be over come. I hope they nailed it!

The VP of product development that took over the CG (I forget her name! grrrr) is VERY VERY sharp. Based on my read of her skills, I have HIGH HOPES that we're going to be very happy.

If they missed the mark, I'll be VERY VERY vocal.

Bryan Barnett · May 22, 2011

Interesting you mention homenet iol 2.0 Joe. Any more info on when we'll see this? I'm a long time homenet user and a fan of iol in general, but really have been dying of late for a more updated, dynamic version of their product. Particularly when it comes to building comments and interesting equipment descriptions, the current iol (which really hasn't been updated in years) leaves a lot to be desired.

May 21, 2011

For the record.

I love sarcasm and this was just having a little fun with Mr Perry's buying spree.

The way I see it, if Chip Perry can get all his teams, his team leaders
and his players lined up, there will be no more important asset a dealer
could own than a VINsolutions web site.

The Digital Marketing HUB is Homenet.... Think about it.

HomeNet is very close to releasing Webiol 2.0. It has been in alpha and
beta for years. A pet peeve of AutoTrader has been the awful text only
VDPs. Now with the new HomeNet acquisition, Webiol 2.0 could be easily
"optimized" for a new AT VDP.

Ok, if the Homenet to AT path can be "optimized" then why not Homenet to VinSolutions?

How is that possible?
There are vast amounts of data that resides in
Homenet and getting access to it all highly complex. Due to this
complexity, the full potential of leveraging all this info has never
been fully explored.

Look at my website, http://www.usedcarking.com/. It's a 4 year old indie
site built by HomeNet & me. Homenet is not in the biz of building
websites, but, I convinced them to do it. It's packed with lots of interesting data points.... yet there are a mountain of UN-EXPLORED digital marketing opportunities that
lie within Homenet's system. As of today no one is closer to HomeNet's ocean of data than
VinSolutions.

Heads up to VIN.
Access to data means nothing without creative thinking to leverage it. Data/programming knowledge and creativity are strange bedfellows. You need to seek out HomeNet employee Matt Scalcione. We have been working together for years (and I've trained him well

May 21, 2011

AutoTrader Buys AutoNation.

To Our Valued Dealer Partners,

We want to share some exciting news.
AutoTrader.com has entered into an agreement to acquire AutoNation (NYSE: AN). As of June 1st, 2011 The newly formed entity will be called AutoTraderNation.

AutoNation is the worlds largest automotive retailer, and, as AutoTrader's CEO Pip Cherry said, "What the h*ll, we're already everywhere you look, I got some cash left in my checkbook... ReyRey's too much of a cluster*, why not get in our dealers face and show them a few VDP tricks?"

AutoNation, a leading provider of competition to dealers from Coast to Coast is not-so excited about this shot-gun marriage. AutoNation's CEO, Mike Hackson was last seen being escorted out by armed guard holding one small cardboard box. AutoNation Middle Managers were seen walking around in a "I've seen death" stare, while trying to look as if it's all ok. The drama was so thick you could export it to Bollywood.

Autotrader would like to take this moment to remind you all that dealer software solutions have evolved and become a more integral part of dealership operations. In response, AutoTrader.com has made several strategic business acquisitions, including vAuto, CDMdata, HomeNet, VinSolutions, Jeff Kershner and now AutoNation in an effort to bring together a big a** mess of stuff to address the changing needs of your business.

Our CEO, Pip Cherry notes: "These acquisitions nicely complement each other, but, until the checkbook dries up, we're not done becoming the biggest fish in our little pond." Mr Pip Cherry also noted: "While I have been courting Bob Rockman, The CEO of Reynolds and Cluster Company, I asked him about his recent merger, specifically as reported be the Houston Business Journal,

"...the blending of the two firms has created a culture clash that's led to the departure of Reynolds employees, from executives to field technicians, both through lay-offs and of their own volition, since last August [2006]. Reynolds' local employee base has shrunk at least 10 percent since January 2006." Reynolds and Reynolds - Wikipedia

Bob Rockman paused before he answered me and said... "CHOP IT! That's how you doooz it!" A&E TV Shows | A&E" Impressed, I countered with "Nuf' Said".

Mr Cherry continued.... "Consistent with AutoTrader.com’s other acquisitions
over the past 12 months, AutoNation will become a subsidiary of
AutoTrader.com and will be hereby known as AutoTraderNation and will maintain its headquarters where ever I tell them to go. AutoNation will continue to operate independently and function as it does today under current CEO, my brother in law, Joe Palooka."

Thank you for your continued support. If you have any immediate
questions, or, if you'd like to sell us something, please contact anyone with a checkbook like your local Advertising Consultant, or call our Customer Acquisitions Team at 800-GIVE-ITTOME.

May 21, 2011

AutoTrader Buys AutoNation.

To Our Valued Dealer Partners,

We want to share some exciting news.
AutoTrader.com has entered into an agreement to acquire AutoNation (NYSE: AN). As of June 1st, 2011 The newly formed entity will be called AutoTraderNation.

AutoNation is the worlds largest automotive retailer, and, as AutoTrader's CEO Pip Cherry said, "What the h*ll, we're already everywhere you look, I got some cash left in my checkbook... ReyRey's too much of a cluster*, why not get in our dealers face and show them a few VDP tricks?"

AutoNation, a leading provider of competition to dealers from Coast to Coast is not-so excited about this shot-gun marriage. AutoNation's CEO, Mike Hackson was last seen being escorted out by armed guard holding one small cardboard box. AutoNation Middle Managers were seen walking around in a "I've seen death" stare, while trying to look as if it's all ok. The drama was so thick you could export it to Bollywood.

Autotrader would like to take this moment to remind you all that dealer software solutions have evolved and become a more integral part of dealership operations. In response, AutoTrader.com has made several strategic business acquisitions, including vAuto, CDMdata, HomeNet, VinSolutions, Jeff Kershner and now AutoNation in an effort to bring together a big a** mess of stuff to address the changing needs of your business.

Our CEO, Pip Cherry notes: "These acquisitions nicely complement each other, but, until the checkbook dries up, we're not done becoming the biggest fish in our little pond." Mr Pip Cherry also noted: "While I have been courting Bob Rockman, The CEO of Reynolds and Cluster Company, I asked him about his recent merger, specifically as reported be the Houston Business Journal,

"...the blending of the two firms has created a culture clash that's led to the departure of Reynolds employees, from executives to field technicians, both through lay-offs and of their own volition, since last August [2006]. Reynolds' local employee base has shrunk at least 10 percent since January 2006." Reynolds and Reynolds - Wikipedia

Bob Rockman paused before he answered me and said... "CHOP IT! That's how you doooz it!" A&E TV Shows | A&E" Impressed, I countered with "Nuf' Said".

Mr Cherry continued.... "Consistent with AutoTrader.com’s other acquisitions
over the past 12 months, AutoNation will become a subsidiary of
AutoTrader.com and will be hereby known as AutoTraderNation and will maintain its headquarters where ever I tell them to go. AutoNation will continue to operate independently and function as it does today under current CEO, my brother in law, Joe Palooka."

Thank you for your continued support. If you have any immediate
questions, or, if you'd like to sell us something, please contact anyone with a checkbook like your local Advertising Consultant, or call our Customer Acquisitions Team at 800-GIVE-ITTOME.

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