ReconPro mobile app 2.15.0 for iOS devices

Clone additional labor services assigned to price matrix services, and switch between your work orders and team work orders easily on a single screen.

New Features

  • Clone additional labor services assigned to matrix services
  • Single view for work orders

Improvements

  • Hiding search bar and keyboard to show more search results

See the details of each new feature and improvement here.

Fixed Issues

  • Customer selected on the My work orders screen could not be selected in the filter on the Team work orders screen.
  • Images expanded into Full Screen in the HD version were not scaled correctly.
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Dealerships: Steal These Emails and Give Your Sales a Boost

Dealerships, swipe these emails with 60% open rates to boost sales today!

Even though email is one of the oldest forms of digital marketing, it is still a very effective method for gaining new sales, or for moving prospects down the sales funnel.  According to a 2017 study from Hubspot, the average email open rate in autos and vehicles is 35%. This lags slightly behind the average open rate across all industries of 37%.

When your salespeople are not directly with a customer, they need to be generating activity to bring in and close more sales. In fact, activity-based sales, as reported by SalesForce, has been proven to:

  1. Produce higher revenue production per sales employee.
  2. Create robust data to make forecasting easier based on activity levels.
  3. Allow for insights on sales capacity so you know when to hire new salespeople to hit future goals.
  4. Create a team of outcome and data-driven sales experts.

When you move to an activity-based sales approach, you can utilize data to drive higher sales. With email marketing, you can enter these activities into your CRM to keep an eye on activity levels. But just kicking out emails isn’t enough. You need to create highly-converting emails in order to see the return on the time investment. Below are eight email templates for a variety of sales scenarios that your dealership sales reps face every day. These are proven to have as much as a 60% open rate when used properly. Fill in the appropriate information to replace the [italics], and you’re on your way,

 

Scenario 1:  They visited your site

Based on the prospect’s browsing behavior, you know which cars they are looking at or even seriously evaluating. Position yourself as a trusted advisor who can walk them through the decision-making process and answer questions as they arise.

Subject:  Resource for [make and model] questions

Hi [prospect name],

I’m sending this note to introduce myself as your resource here at [dealership]. I work with car buyers and have an expertise in [make and model], and I noticed that you had viewed these vehicles on our website in the past.

This inspired me to spend a few minutes to reach out to you and see if you had any specific questions about [make and model] that you were not finding clear, or decisive answers to.

As an employee of [dealership], I am committed to being a knowledgeable resource for car and truck shoppers in [town name] and I have helped [number] of customers find answers to similar questions.

When do you have 15 minutes to connect today?

Please also feel free to book time directly onto my calendar here: [Meetings link].

Thanks,

[Your name]

 

Scenario 2: If you’re a stranger to them but got them as a referral from an existing customer

Subject: 26 seconds (or less)

Hi [prospect name],

I’ll keep this short and sweet to make the 26 seconds it takes to read this worth your time (yes, I timed it.)

As a salesperson at [dealership], I get to speak with people like you about purchasing a new or used vehicle. You made your way to my radar because we just sold a [new or used][make model] to [referral source] and they recommended that I reach out to you because they knew you were in the market for a vehicle.

Could we schedule a 15 to 20-minute call to discuss your vehicle needs, which challenges you are currently experiencing, and how you plan on solving these needs? Even if you decide not to continue the conversation after our call, you’ll leave with some advice for car and truck buying that will make an immediate impact.

Best,

[Your name]

 

Scenario 3:  If you just called them

Use a quick email to reinforce the voicemail you just left.

Subject: [prospect name] — just gave you a ring

[prospect name],

Saw that you were checking out [make and model], and wanted to give you a quick shout after checking out the [dealership] site. The last thing I want to do is waste your time or mine, but I thought it would be helpful to quickly speak and learn a bit more about what your needs are that is driving the need or desire to purchase [make model], and perhaps answer some questions you may have about this vehicle or similar product offerings.

We have found that our happiest customers began their purchase with a quick call like this to get things started in the right direction.

Is there a good time for you today or the next few days? You can book some time directly on my calendar here: [Meetings link].

Best,

[Your name]

P.S. Thought you might like this as well while getting started:

   [Helpful link #1]

   [Helpful link #2]

 

Scenario 4:  If there’s been a trigger event (filled out a form or stopped by the dealership)

The old adage is that when they are ready to buy, sell. A trigger event gives you a compelling reason to reach out, boosts your credibility by proving that you pay attention to what’s happening on the lot, and establishes urgency.

Subject: Congrats on deciding on [make and model]

Hi [prospect name],

Your [interaction (email, dealership stop by)] inspired me to reach out. That tells me that you are narrowing down your options in the purchase of [make and model].

Within the last six months at [dealership], we have sold [number] of [make and model] to happy and excited new [manufacturer] owners. I’d be happy to answer any remaining questions and share a few ideas about how you could accomplish the same.

If you’re open to it, when would be a convenient time to chat? Say, [XYZ time]?

[Your name]

 

Scenario 5:  They requested a test drive

This email helps you establish a relationship with the prospect and set the right expectations for the process. If they’re not prepared for a discussion of their needs and budget before the nuts-and-bolts product talk, they might become impatient.

Subject: Showing you around [make and model]

Hi [prospect name],

I noticed you requested a test drive of [product]. I will be your contact here at [dealership], and my goal is to be helpful during your evaluation process.

Our test drives are two parts. The first is a conversation focused around helping me to understand what you’re hoping [dealership] can help with, as well as your desired options and even desired colors when purchasing [make and model], so then I can customize your test drive accordingly.

To get started, you can book time on my calendar here: [Meetings link].

Looking forward to connecting,

[Your name]

 

Scenario 6:  If they opened your email but never replied

The prospect is interested in learning more — after all, they read your message — but they’re either too busy to respond or not interested enough. Get the conversation going again with an explanation of your dealership or if you know the particular make and model they are looking at, and an offer to give them a test drive.

Subject: Helping you evaluate [make and model]

Alt subject; Helping you evaluate [dealership]

Following up on my last email, I wanted to see if [dealership offering, or make and model] was something you’d be interested in discussing.

[dealership] offers vehicles for [prospect need] that include the following:

   [Feature #1 and why it’s helpful]

   [Feature #2 and why it’s helpful]

   [Feature #3 and why it’s helpful]

I’d be happy to give you a brief walk-through of these vehicles and their features so you can evaluate whether there might be a fit for your specific vehicle purchase needs.

What do you think?

[Your name]

 

Scenario 7: If they still don’t respond

Haven’t heard anything back? Before you give up on this prospect, send a few more resources their way. You’ll add value while simultaneously reminding them your vehicle might be able to solve a pressing pain point — as it has for other buyers.

Subject: Resources used by [make and model] buyers

Hi [prospect name],

Following on my previous email, as they have a tendency to slip through the cracks. At the very least, I wanted to provide you with the top resources that people who are shopping for [make and model] or [vehicle category (SUV, light truck sedan etc)] found helpful:

   [Helpful link]

   [Case study]

Would it be helpful if we scheduled 15-20 minutes to discuss how some of these links may help narrow down your selections and discuss how a particular model may suit your needs? Just book some time on my calendar here: [Meetings link]

[Your name]

 

Scenario 8: If they went dark

This light-hearted email gives the buyer a chance to change their mind. It’s a great way to re-engage them without using a guilt trip.

Subject: Not nearly as bad as a blind date

Hi [prospect name],

But it still stings 🙁 Sounds like we weren’t meant for each other. But I wanted to reach out to you one last time. I have a few suggestions on how you can purchase that [new or used make and model]. If I don’t hear back, I’ll assume that the timing isn’t right.

In the meantime, here are two [links, resources] I thought you might find of value because [reason why they’re relevant]:

   [Link #1]

   [Link #2]

Best,    

[Your name]

 

It is our hope that these proven car and truck sales templates will be just the thing you need to re-energize your sales force. If you found these useful, we encourage you to check out other similarly useful content on our blog, as we are dedicated to helping dealerships just like yours grow sales in 2018. If you are also looking to re-energize your profitability in your dealership, we encourage you to check out our suite of software offerings, ReconMonitor and InspectionNotes, designed to improve frontline readiness of your used car fleet and trim waste from the process.

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ReconPro Back Office Update (Mar. 20, 2018)

Turn on the display of services with zero amount on work order printouts, turn on the display of grouped totals on inspection printouts, and more.

Improvements

  • Grouped totals improvements in print template configurations
  • Turn on showing services with zero amount on work order printouts
  • Showing only current vendor’s services on work orders printed from the Kanban view
  • Showing message about additional cost while adding new devices

See the details of each improvement here.

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ReconPro mobile app 2.14.9 for iOS devices

Have your invoices paid faster by accepting your customer’s payments made by credit card, and switch between your inspections and team inspections easily on a single screen.

New Features

  • Accept credit card payment of invoices
  • Single view for inspections

See the details of each new feature here.

Improvements

  • Signature drawing performance has been improved.

Fixed Issues

  • There was an issue with using the flash for scanning a VIN or a stock number.
  • In some cases an area ZIP code was not shown in the address section on invoice printouts.
  • In some cases there was an issue with saving an inspection as final.
  • The total amount of a work order and the total amount of its services were rounded differently.
  • After selecting a custom damage, the list of damages automatically switched from the Custom mode to the Default mode on the Visual screen of inspections in the ReconPro HD version.
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Hubspot Free VS Google Analytics:

What is the Best Free Resource for Your Mobile Repair Business Website?

So you built a great website, and you feel like it is doing its job. You are satisfied with how well it ranks on the search results pages and you are getting some decent leads. That is fantastic, and you are doing better than a lot of businesses with a less effective web presence. But how do you know if your site is really a peak performer?

The simple answer is to measure it because that which can be measured can be improved. You don’t need to be a web developer in order to manage or monitor the traffic on your website thanks to some very robust and free resources available to all website owners and managers. Today we are going to discuss two of them: Google Analytics and Hubspot Free.

 

Google Analytics

If you have ever dabbled with SEO (Search Engine Optimization) or sought ways to boost your web traffic, you have probably tried or at least heard of Google Analytics. Whether you sign up for an account or not, Google is tracking all kinds of metrics on your website and they provide this data to you for free in a dashboard called Google Analytics.

Google Analytics Menu Bar

But despite all the collective genius at work at Google, some people find many of their tools very hard to work with, clumsy, and not very intuitive.  There is certainly some valuable information in Google Analytics, but the information can be very difficult to interpret or even put into action. Google Analytics allows you to track visits to your site, how long they stay on your pages, bounce rates, what percentage of your traffic comes from various devices, what times of day are the most popular, and a whole lot more.

If you are very analytical, you might really enjoy clicking through your Google Analytics statistics and clicking all the tabs on the left bar to learn all about the most granular metrics that Google is tracking on your site.

Google Analytics Dashboard Report

For the most part, small business website owners just want to track and see at a glance if the visits are increasing month over month, and if their web leads are increasing month over month. If you have a solid SEO and or blogging strategy in place, you may want to see what blogs are bringing in visitors, and for those who convert from visits to leads, what the typical behavior pattern is for a buyer (the so-called “buyers journey”) through your website.

Well if that describes you, check out an amazing and totally free tool called Hubspot.

 

Hubspot Free

Hubspot is credited with inventing the concept of Inbound marketing which is a system of content designed to attract a visitor to a website and eventually convert that visitor to a lead through a series of steps. The ultimate goal is for that visitor to hit on a particular item on your site where they are willing to leave their contact information to receive an email or a download link. Once you have that information, your anonymous visitor has now become a self-identified viable sales prospect.

Like all software-as-a-service providers, you must pay for Hubspot in order to have access to all of its features, and Hubspot is not cheap. Luckily though, they have released a free version that gives you a pretty darn good set of analytic tools that are easy to implement and easy to understand.

With Hubspot Free, you can track visits month over month (or even week over week) and you can track lead conversions month over month. You can track your top blog posts, landing pages, emails and contacts all in one very easy to read dashboard. If you take the time to set everything up correctly, you can learn a lot about your website and how customers interact with your site without having to spend hours interpreting a bunch of hard to understand charts.

The novice user may need to spend some time watching tutorials to learn how to set up their Hubspot correctly, and set up may take a half a day, however, a more intuitive user could have everything set up in just a couple of hours.

Hubspot Dashboard  Hubspot Lead Source Report

Installing Hubspot is not as easy as Google Analytics, and you will have to install some code. By contrast, for Google Analytics, all you need to do is sign up for an account and prove that you are the site owner. If you have a WordPress site, there are tools available such as plugins to install the code easily to your site. Otherwise, you can reach out to your web development company to add the tracking code.

 

Conclusion

If you want your Mobile repair business to succeed online, you need to deal with SEO at some point. The point of this post is not to teach you about SEO, or even convince you that you need to manage it, but rather to help you find the resources you need to begin to measure and manage your site in order to make the right decisions to optimize.

There is no reason why these tools have to be mutually exclusive, and if you use them both, you have the ability to see what the trends are at a high level with Hubspot and you can dig deeper to see specific performance metrics with Google Analytics.

 


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Auto Analysts’ Crystal Ball Says Prepare Now for a Surge in Used Car Demand

How prepared was your dealership for 2017’s roller-coaster ride of new and used car sales?

If you are like many dealerships, you weren’t prepared for the unusual hurricane-induced car buying demand spike in the Fall that usually happens after tax refund time in the Spring.

crystal ballIt’s a dealership’s worst nightmare to be caught during a spike in sales demand at a time of low inventory, and then be forced to sit back and watch as potential customers head over to your competition.

Then, as you scramble to purchase inventory and get it frontline ready, you can almost watch the revenue slip past your balance sheet. Will you get the cars cycled out before the demand is gone?

Oh, to have a reliable crystal ball during auction time!

Actually, if you know where to look, there already is one. Auto Industry forecasters are expecting lower price volatility than 2017’s record highs and unusual fall spike. These same prognosticators also predict higher volumes of used vehicle sales in 2018.

The crystal balls reveal that a more desirable mix of late-model vehicles entering the marketplace and higher take-home pay as the new federal tax law is implemented, will heat up the used car market, so you might want to prepare yourselves now and reap the rewards when the buyers start coming.

From almost the minute the new tax law was passed, large corporations began announcing bonuses and pay raises for American households. Cox Automotive Chief Economist, Jonathan Smoke, revised his forecast of 2018 total used-vehicle sales to nearly $40 million.

At a recent conference call with investment analysts and reporters, Cox stated that they estimate 85% of US households will see an income increase as a result of the new tax laws. Cox also anticipates a 2 to 4 percent decline in 2018 U.S. new light-vehicle sales to fewer than 17 million units.

By now, all the Harvey and Irma hurricane victims have replaced their cars, so that spike in new and used car sales as replacement vehicles ended in December of 2017.

Still, experts believe that the U.S. economy will continue its strong demand for new and used vehicles in 2018 due to a low unemployment rate, strong financial markets and consumer confidence, and incentive offers from automakers.

 

Where will the used inventory come from?

It has been predicted that 2018 will be a slowdown in the increasing numbers of late-model vehicles entering the used market, with 2018 lease returns growing only 8.1 percent to 292,000 units.

And most of the growth is in pickups and SUVs, which are more in demand, so grounding dealers will retain more off-lease vehicles themselves.

Expect to see lower rental car-fleet vehicle returns, fewer coupes and hatchbacks, will fall this year, But there will be an increase in pickups, SUV’s and crossovers.

How to stay ahead of the demand.

Following the economic downturn started in 2008, car buyers’ desires for new vehicles leaned heavier towards cars than trucks. This caused a mismatch in the used market as consumers started leaning back towards trucks and SUV’s during the upswing.  But in 2018, half of off-lease vehicles are expected to be light trucks.

Heed the warnings.

Retailers who sell late-model SUVs and crossovers will benefit from declining used-vehicle prices this year, that could squeeze dealerships’ volumes and margins on new light trucks

Cut your frontline cycle times.

Now is the time to focus on the operations and look for ways to eliminate bottlenecks and unnecessary snarls.

Efficiencies save profits

The focus on fast and efficient reconditioning becomes even more important to maintaining margins on new car inventories as used car demand puts pressure on new car pricing. A small investment in a recon software such as ReconMonitor can mean the difference between profit and loss during a squeeze like the one being predicted now.

As a used car dealer, the decision to pursue CPO designation for select vehicles can be advantageous, making initial inspections even more crucial. Again, any investment in automation can pay for itself. When used car demand is high, each day lost in the recon stage is money wasted. Consider streamlining the intake phase with an investment in inspection software such as InspectionNotes from Automobile Technologies. Why waste time entering and transcribing vehicle details and management of recon needs on paper, when a single mobile recon app can eliminate hours of work?

 

2018 may not be as bumpy a ride as last year, but it’s sure to have surprises of its own. Staying attentive to the market is as close as we’ll get to that crystal ball, and maintaining an efficient operation will keep your dealership rolling smoothly.


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ReconPro Back Office Update (Mar. 6, 2018)

Assign work order types to a client easily, change the price of inspection services before approval, and see the date & time when invoices were created on device.

New Feature

  • Assign work order types to a client

Improvements

  • Showing date and time when invoice was created on device in the Tech Info view
  • Edit the price of inspection services

See the details of the new feature and improvements here.

Fixed Issues

  • In some cases the amount of invoice services was not calculated correctly.
  • There was an issue with sending the blind copy of email which was automatically sent to the invoiced customer.
  • Services assigned to commission rules of the Per Service Level type were not saved.
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Are You Letting Revenue Slip Through Your Service Department?

 

In this line of work, I get to tour a lot of collision repair shops. Some of those shops are dealership body shops that are either under the same roof or located in the same lot as the dealership.

One thing that always surprises me is when I find that the service department, the sales department, and the body shop do not communicate with each other as a whole. In other industries, this situation is referred to as “siloed” where departments are in silos and either afraid to or unwilling to work with each other.

Just recently, I was at a shop in Pennsylvania and I overheard a customer who was getting an estimate for a new side mirror as a result of a sideswipe. What struck me is that the customer was there because the insurance company had sent her there, not the service department, despite her having just had the car serviced in preparation for a Pennsylvania safety inspection. Had the insurance company sent this person to another shop, the dealership would have lost out on some decent revenue.  If I was the dealership owner, I would be furious.

This situation plays out every day in dealerships all over the country. I have even worked with shops that are not allowed to email blast their sales and service customer databases. Does this sound like your organization? It doesn’t have to be this way.

 

Today, we are going to uncover some ideas to put an end to lost revenue in your service departments.

The first step is to realize that it is not your customer’s duty to remember that you also have a body shop or a service department. These should be kept top-of-mind with all customer contact points. For every sales piece you create to drive new car sales, you should think about how this could also drive revenue for the other departments.

Break down the barriers.

If you have a dealership marketing team, a service department marketing team, and a body shop marketing team, all these people should be working together to generate leads for the dealership as a whole. In fact, you may consider putting them all in the same location in adjacent offices or cubicles so that they can easily work together.

Mine your databases

Each car that is leased should be a lead passed over to the service department and the body shop. Some leases require the use of OEM collision repair parts. And most lease vehicles will require some reconditioning prior to trade in. Your body shop should have access to all leased vehicles who are due for trade-in six months prior to the trade in date in order to reach out and offer deals on trade in preparation.

Incentives

Money always talks. Consider implementing a cash bonus referral program for all work referred among departments. This should not be limited just to managers, empower your technicians to make recommendations. Vehicles declared a total loss should be an easy referral to sales, but service should routinely scan vehicles for body shop upsell work.

Train your staff to pay better attention to the customers coming into the service bays.

Take notice if they have any family lifestyle changes, like a new baby, a new driver, or upcoming graduation and discuss options that might help address the need for a new vehicle. Your service drive is an excellent business center to support your dealership’s CPO and new retail programs. Stay engaged with your customers to maintain their brand and dealership loyalty.

Staffing co-location

Consider having a body shop estimator work out of the service department to write complimentary estimates on any potential work they see in the repair bays. You don’t even need to ask the customer if they want an estimate, simply provide it along with the service work estimate and offer to set a time to have the car in for the repair.

Something as simple as that written estimate attached to a postcard advertisement for the body shop could generate additional revenues.

Text Messaging

Another option is to include this in a text message if your service department uses a texting service to update customers. Text a link to an estimate for the body shop while the car is still in the service bay to make the transaction smoother. For example, if the car has to stay in service to receive parts, now would be a great opportunity to take care of those dents, scratches or quick bumper repair.

Texting can also be a great way for customers to communicate with service managers, get answers to questions, and schedule appointments. However, we caution dealers against advising staff communicate with customers on their personal cell phone devices without the use of a texting platform that tracks conversations, manages opt-ins and opt-outs, and integrates into a dealer’s CRM tool.

Community outreach

Another suggestion is to host customer car care clinics, which includes all makes and models, and offer free vehicle inspections, appraisals on vehicle resale costs, or reconditioning costs. This positions your business as your customers’ advocate while giving you the opportunity to generate new business and goodwill.

We hope these tips have given you some ideas on how to stop the leak of potential profits that you may not even realize are slipping past your Dealership, as we continue our mission to make 2018 the Year of Growth for your business.


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