EP 9:22 The CRM Revolution: Why Your Dealership Can't Afford to Continue Ignoring This Tool

Millionaire Car Salesman Podcast

In this power-packed episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley sits down with two top executives from Cox Automotive's VinSolutions – Mark Vickery, AVP of Performance Management, and Kevin Schmitt, Senior Performance Manager. Together, they dive deep into the exclusive VinSolutions Masterclass happening on November 6th in Chicago, designed to help automotive dealers maximize their CRM effectiveness.

"CRM is your compass. If you want to sell more cars, you need to know where you're at, where you're going, and where the problems are."

- Kevin Schmitt

The conversation focuses on the importance of CRM in today's automotive industry and how dealerships can optimize their systems for peak performance. Mark and Kevin share insights on the importance of culture, accountability, and performance management in transforming CRM tools into powerhouse strategies for success. This episode is a must-listen for anyone looking to get the most out of their CRM and take their dealership's performance to the next level!

"Creating a culture of accountability is the foundation of CRM success; without it, nothing else matters as much."

- Mark Vickery

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🚨 Attention Millionaire Car Salesman Members! 🚨

Want to level up your dealership’s CRM game and boost sales? 🌟 Join the exclusive FREE VinSolutions Masterclass on November 6th in Chicago! Hosted by Sean V. Bradley and VinSolutions’ top experts, this full-day event is designed to help YOU master your CRM and unlock the tools, strategies, and best practices that top dealerships use to sell more cars, acquire more inventory, and drive higher profits. 💰

✨ Seats are limited – secure your spot now and bring your laptop for a hands-on learning experience: www.TinyURL.com/VinSolutions2024

📍 Location: Hilton Chicago/Oak Brook Resort & Conference Center 📅 Date: November 6th, 2024 🎟️ FREE for Millionaire Car Salesman Members

Whether you're new to VinSolutions or a seasoned user, this Masterclass is FREE for all Millionaire Car Salesman members! You’ll walk away with actionable insights, CRM optimizations, and proven techniques that will skyrocket your dealership’s performance. 🚀

Don’t miss out on this game-changing event! Register today to transform your CRM and accelerate your success in 2025. 🔥

Key Takeaways

• CRM Utilization: Detailed focus on how effective CRM use is central to dealership success, impacting everything from sales processes to data management.

• Performance Management: Insight into Cox Automotive's approach to performance management with an emphasis on ongoing client support through events and workshops.

• Event Goals: Highlighting the importance of the November 6 masterclass, which will provide tools and knowledge to optimize CRM usage tailored to individual dealers’ needs.

• Dealer Education: Emphasizing training that combines direct involvement of dealers and CRM experts, aimed at real-world applicability and fostering meaningful change.

• Leadership and Culture: Identifying how leadership and fostering a culture of accountability are critical to realizing the full benefits of a CRM system.

About Mark Vickery

Mark Vickery is the Associate Vice President (AVP) of Performance Management at Cox Automotive. With over 16 years at the company, Mark leads a team dedicated to enhancing the performance and utilization of VinSolutions CRM clients. His expertise includes developing strategic processes to improve dealer clients' operational efficiency and effectiveness.

About Kevin Schmitt

Kevin serves as a Senior Performance Manager for Dealer Central at Cox Automotive. With over a decade of experience, he is known for his strong performance management skills focused on driving results for automotive dealerships. Kevin is an industry expert with hands-on experience managing dealerships, making significant improvements in processes and CRM utilization.

Resources:

Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!

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The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.

Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

Exploring the Future of Automotive Sales and CRM: An Insider’s Perspective

Key Insights:

• The significance of CRM as a transformative tool in today's automotive industry cannot be overstated; it is more crucial now than ever before.

• Effective utilization of CRM is tied to a dealership's culture of accountability and leadership, which can ultimately drive business success.

• The upcoming VinSolutions Masterclass promises to equip dealers with actionable strategies to enhance their operations and CRM use.

In the ever-evolving landscape of the automotive industry, efficient Customer Relationship Management (CRM) systems have emerged as vital tools for dealerships. As emphasized by Sean V. Bradley and colleagues from Cox Automotive, a CRM like VinSolutions isn't just about managing customer data—it's a dynamic engine that powers various dealership operations. This article dives into the insights shared during an engaging and candid discussion about the transformative role of CRM in the automotive sector.

The Pivotal Role of CRM in Today's Automotive Landscape

CRMs have transitioned from being mere tools for managing customer data to becoming indispensable elements that define dealership success. Sean V. Bradley, during the podcast, emphasized that the CRM is perhaps the most important tool in a dealership's arsenal. He passionately advocates that it acts as a “compass” for the dealership, guiding the team towards efficiency and effectiveness:

"CRM is your compass. If you want to get to a direction, you want to sell more cars, you know where you're at, need to monitor it, you have to keep track of it," remarked Kevin Schmitt.

Moreover, the CRM's importance is magnified in times of market change, particularly when traditional sales tactics are being outpaced by evolving customer behaviors and technological advancements. Mark Vickery adds depth to this, illustrating how a CRM acts as "the engine behind the whole thing" in the face of emerging challenges:

"The way people buy cars is going to be different two years from now than it is now. It's already different than it was two years ago."

The implications are clear: dealerships must integrate robust CRM systems into their operations to not only manage customer interactions but also to forecast market shifts effectively.

Creating a Culture of Accountability with CRM

The discussion also highlighted the necessity of having a strong culture of accountability and leadership within the dealership to maximize CRM benefits. Without leadership actively driving CRM utilization, its potential remains untapped. Schmitt articulately expresses this by drawing an analogy to sports:

"The CRM is about a culture of accountability. Without that, I got nothing. It's like the coach's playbook; it's pivotal to game success."

In the transcript, Mark Vickery stresses the need for leadership to spearhead CRM engagement rather than relegating it to a specialized Internet department. This approach ensures that the CRM is intertwined with every aspect of dealership operations, fostering seamless customer service and efficient sales processes:

"If the managers don't care and the general managers don't care, guess who also doesn't care? Nobody."

This perspective pushes for dealerships to cultivate CRM champions within their teams—individuals who can engage and inspire—a move that undoubtedly steers the dealership towards sustained success.

The Upcoming VinSolutions Masterclass: A Strategic Move

Cox Automotive's upcoming VinSolutions Masterclass, set for November 6 in Chicago, serves as a testament to their commitment to dealership success. This event is tailored to immerse VinSolutions clients in a day of learning and strategy, facilitating an exchange of insights and innovative solutions tailored to the current automotive climate.

Sean V. Bradley highlights the value of tapping into external expertise and real-world dealer experiences:

"You're going to be our genius from out of town. You're going to come in, and I've seen you in action before. I mean, you're going to talk about best practices and things for dealers to focus on."

By situating this masterclass within the vibrant context of shared dealer experiences and expert panels, Cox Automotive underscores the importance of collaborative learning. It's an opportunity for dealers to grapple with real challenges and derive concrete solutions, all within a peer-driven environment. Kevin Schmitt further elaborates on the objective:

"This is the shot that you can't miss. If you want to take your store to the next level and you want to bring more balance and you want to bring acquisition and you want to bring profit and you've had enough, you start here."

Bridging the Gap Between Technology and Human Interaction

Amidst the technological strides in automotive sales, the need for human interaction remains pivotal. While CRMs optimize and streamline processes, the heart of dealership operations lies in the relationships nurtured along the journey. This is indirectly acknowledged in the transcript, reflecting the synergy needed between cutting-edge tools and human engagement.

The panel discussion during the masterclass offers a unique opportunity to reconcile these elements. By engaging with real-time dealer success stories and CRM best practices, participants can glean insights that are not just theoretical but pragmatic and applicable.

In analyzing these elements, the conversation underlines the necessity of integrating cutting-edge technology like CRM systems into dealership culture. It’s not just about data management; it’s about using data to craft superior customer experiences and drive dealership success. Each of these focal points pivots back to one central tenet: the future of automotive sales hinges on savvy CRM utilization aligned with proactive leadership and a culture of accountability.