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| A DEALERSHIP DRIVEN TO PERFECTION
Winning Formula of Leadership and Calculated Business Decisions |
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| Three years after purchasing Hickory, North Carolina-based Hickory
Toyota, Mike Johnson’s dealership was selling more vehicles than
ever -- nearly two times the nearest competitor. With the goal of further
improving his organization, he enlisted DealerAdvance™.. |
| The DealerAdvance™ Advantage |
| Increasing vehicle sales is the only measure of success for many
dealerships. When sales slip, these dealers often think staff changes
will reverse the trend. Mike Johnson knew he had the right team in
place. Instead of replacing the sales force, he chose to support his
people with a new tool for overall performance improvements.
Knowing that being a good listener is as much a management skill
as it is a sales tactic, Mike Johnson led by example and discussed
new front-end systems with several vendors. |
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Mike Johnson’s Checklist
For Making Hickory Toyota a Model Dealership |
| Focus Area |
DealerAdvanceTM Features |
| Increase Capture Rate |
 Wireless PDAs; automated features; more complete and accurate data |
| Improve Sales Performance |
Follow-up procedures; system generated tasks, management reports |
| Customer Satisfaction |
Faster consultation; more professional interaction; reduced paper work |
| Reduce Administrative Costs |
Automated forms; efficient record keeping |
| Maximize Investments |
DealerAdvance ROI guarantee; system analyzes ad/marketing expenses |
| Ease of Installment and Support |
System customization; on-site presence |
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Achieved All-Time Sales Record In August 2003 |
| His final selection was easy: “DealerAdvance™ took all the risk by providing the technology and products, the manpower to manage the installation process, training and customer support, and the development costs to modify DealerAdvance™ specifically for Hickory Toyota’s existing processes,” said Mr. Johnson “The system makes our life easier and enables us to sell cars more quickly, to please our customers, and to make more money in the process.” |
Leading The Way With Customer Service |
| With over 25 years of retail experience, Mike Johnson understands the importance of customer service and was looking for a vendor that could meet his expectations. “We’ve had the system in place since October 2002 and DealerAdvance™ is still supporting us with the highest level of service,” Mr. Johnson commented. “On a regular basis, DealerAdvance™ works with our management to produce and analyze reports generated from the system. These reports have helped us address our operating strengths and weaknesses. DealerAdvance™ has been our partner in operating and growing the dealership.” |
Perfectionism Has Its Rewards |
Hickory Toyota became one of the largest dealers in terms of sales volume in the South East Toyota (SET) District #10, and was the winning dealership in a sales contest sponsored by SET in August 2003. For that month, the dealership achieved an all-time record level of monthly sales. Sales have increased more than 10% since DealerAdvance™ was installed, while its UPS capture rate increased from 50% to 90%. Gross profit on incremental vehicles sold with DealerAdvance™ covers the monthly cost of the system by over ten times. And, with a shorter vehicle sales process, customers now sit comfortably through the F&I portion of the deal, which has resulted in a 6% to 8% monthly increase in aftermarket revenue. |
“I would not want to
open another dealership
without DealerAdvance™,” concluded Mr. Johnson. |
