“First, dealers are ignoring their best customers. They are spending 80 percent of their time on walk-ins, which only result in closed sales 20 percent of the time.”
“We?re seeing that some dealers are getting their best customer responses and better sales through the internet. Dealers are spending more on internet advertising, but they?re also getting more for their money. Internet advertising is increasingly replacing traditional newspaper advertising.”
“By contrast, dealers spend 20 percent of their time on referrals, be-backs, and repeats, which result in closed sales 50, 67 and 70 percent of the time, respectively.”
