STOP Looking for LAST MINUTE Car Deals in All of the Wrong Places

Cory Nacke is the Vice President of Retail Customer Experience at AutoWeb, Inc. He is a Senior Operations Director and strategic leader who excels by utilizing proven methodologies to optimize business operations through cost reduction, data-driven efficiencies, and a continual increase in productivity. With more than 2 decades of wide-ranging experience leading teams, Cory is technologically savvy and a process-focused leader dedicated to transforming organizations through innovative solutions. Cory Nacke’s core competencies include: Process Improvement, Change Implementation, Business Development, Transformational Team Leadership, and Resource Maximization.

1. The nature of sales is working what is in front of you right now. Dealerships and sales associates have to understand how to build their structure and process to not forget about the BDC and Internet initiative. Close to 50% of Internet leads do not receive a phone call in the first hour… or even the first day.

2. How you follow up and the frequency of follow up are important. When you follow up, though, is just as crucial. There are two “follow up time zones”. The first is from 9:00 AM - 6:00 PM. The second “follow up time zone” is the most crucial; it is between 6:00 PM and 8:00 PM, and it is known as “Prime Time”.

3. Cory and AutoWeb dug into the data to understand their leads and the buying cycle of a customer. Comparing leads that buy at the same store versus those that buy from a different store, they found that a large number of leads buy from the same store in the same week. There is a huge dropoff and everything flips the next few weeks because the amount of follow drops off after that first week. These customers are still buying, but other stores now have an opportunity to steal the sale due to follow up processes or the lack thereof.