VISITS
v4.0 - 07/20/13
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Reclaimed `
• A “how to” textbook for New Car Dealers. • How to define your customer visit problems,
Draft FRONT COVER
and how to fix them !!
• Save hundreds - Make thousands.
“Bob”Witham by
© Copyright 2013 - Visits Reclaimed
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visits training aid - service effect on vehicle sales
VR BOOK PROMO 1 - 8/17/13:LOYALTY REPORT
think
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what’s happened to shop business ..... have you adjusted?
100%
90%
The more often a vehicle owner visits their selling dealer for service ..... the greater the possibility they will repurchase another vehicle from that dealer.
80%
70%
50%
40%
Its therefore clear logic, that the NC dealer who maximizes customer visits will maximize vehicle sales !!!
30%
20%
10%
0%
NEVER RETURN FOR SERVICE ? LESS THAN 10% BUY
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SELDOM RETURN FOR SERVICE ? -----LESS THAN 20% REPURCHASE
#
1
REGULAR RETURNS FOR SERVICE? - - - - - OVER 85% R EPU RCH AS E
OCCASIONALLY RETURN FOR SERVICE ? -----LESS THAN 50% REPURCHASE
© Copyright 2013 - Visits Reclaimed
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QUICK LOOK
“ Visits Reclaime d”
The automotive New Car Retail Dealer organization in the Unite d States continues to lose custo mers to independent after market retailers. New car dealers are declining in numbers. Many of those dealers left, have
lots of empty work stalls/bays that don’t get fille d by their customers. When ever y dealer work bay must pro duce a minimu m of 8 flat rate hours ever y day, ever y month, w ith cu stomers they must reclaim.
If dealers create d more customer visits they ’d dramatically increase ser vice an d vehicle sales income. But many don’t, an d their manufactures don’t deman d it of them. This problem has been going on for years an d
it never gets sufficiently a ddresse d an d targete d. If not cor recte d, manufactures w ill at some point have
to fin d new marketing solutions to sell their pro ducts. Our ver y successfu l metho d of selling vehicles via a network of in depen dently owner franchise d dealers co uld be challenge d. It is my o pinion this situation
must be turne d aroun d.
My bo ok “ Visits Reclaime d” presents how to solve the problem. Those dealers who maximize customer vis-
its are or w ill be the most successful, an d those manufactures who actively a ddress the problem with their dealer bo dy w ill attain maximu m success. Those dealers an d manufactures who don’t w ill be losers.
My book outlines chapter by chapter, topic by topic how to a ddress the solution. Nothing out of reach, nothing unattainable. It just nee ds direct attention. It nee ds management un derstan ding an d a corrective drive. My bo ok is a “to ol for successful via corrective action”. © Copyright 2013 - Visits Reclaimed
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visits
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think training aid - book marketing plans dealer return on investment OBJECTIVE:
4
TECH IN EVERY WORK STALL/BAY - EXAMPLE 4 TECHS ADDED # dealers 1 5 -------------------------TECHS ADDED VIS ITS /D AY/TECH
---------4 6
---------20 6
*2.0 $150 $100
*2.0 $150 $100
20 480
20 2, 400
$120,000 $54,000
$600, 000 $270, 000
$1,440,000
$7, 200, 000
EXTRA VISITS/YEAR 5,760 EXT RA PART S & LABOR GP/ YEAR $648,000 EXTRA V EHICLES S OLD/YEAR - 5.0% OF VIS ITS **288
28, 800 $3, 240, 000 **1, 440
FRH/VISIT LABOR SALES/VISIT PARTS/FL UID SALES/VIS IT # WORK D AYS/MONTH TOTAL VIS ITS /MONTH TOTAL PARTS & LABOR SALES /MONTH TOTAL PARTS & LABOR GP/ MON TH TOTAL PARTS & LABOR SALES/YEAR
reclaimed ASSUMPTIONS:
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#
• FR H’S & EL R ’S G OV ER NE D BY S CH ED UL E D MAI NTE NANC E (SM ) O N N EW U NI TS, R EPAI R S + SM ON OL DE R U NI TS * * VE HI C LE S S OL D RE FL EC T M IN IM AL PO TEN TIAL . CU STO ME RS R ETU R N TO SE RV I CE M ORE TH AN ONC E.
© Copyright 2013 - Visits Reclaimed
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Bo ok Reser vations Bo ok publication is in its final stages. We encourage reser vations being place d on record so we may anticipate sufficient publishing nu mbers. Please remember, this is not ju st an interesting rea d, its a text bo ok, a reference book, a training manual, a bo ok of training charts an d imag inative report for ms for dealer u se. Its a strong communication tool between dealership departments. I’d expect everyone working w ith or for New Car Dealers to have a personal copy. Bo ok prices are in U.S. dollars; for your first book $149.95, a d ditional copies (whenever ordere d) $74.95. When the book is available we will contact you to confir m purchase confir mation, payment an d shipping instructions. Please co ntact m e, Bob Witham, at:
bobw itham@co mcast.net 1.904.940.0006 Lan d 1.904.874.3070 Cell Š Copyright 2013 - Visits Reclaimed
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Cur rent objectives: See “Initial bo ok Pro motio n/Implementatio n Pro gram” Bu dget: $5,000 to $15,000
Co mpany potentials to be explore d: “ Visits Reclaim e d” Bo ok Sales Spin off Bo oks Dealer Report Fo r ms - Dig ital Layo uts Dealer Report Ser vices Sem inars Worksho ps Co nsulting Training IT Training IT Ser vices We are lo oking fo r in divi dual investm ents of $1,000 up. A corporatio n will be for m e d to inclu de all investors. The return on each investment w ill be define d at that tim e. The number or investors w ill be limite d.
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Investor(s) Pro posal I’m soliciting investor(s) to pro mote an d implem ent my bo ok, title d “ Visits Reclaime d”. I’m co ncerne d abo ut the future of the New Car Dealer entity. Why? As in depen dent after market o utlets continue to grow, the NC dealer is lo osing mo re an d more of their custo m ers. They have many empty wo rk stalls that are not fille d w ith daily custo mer visits. This tren d is not being arreste d an d reverse d. No o ne is cor recting the situatio n. The more custo m ers a dealer doesn’t satisfy, the mo re precario us the dealer beco m es. These dealers are losers. I’m so co ncerne d, after many years in the business, I’ve now written a bo ok to highlight my co ncern. Again, this is not ju st an interesting rea d, its a text bo ok, a reference bo ok, a training manual, a bo ok of training charts an d imaginative repo rt for ms for dealer use. Its a stro ng co m municatio n to ol between dealership departm ents. I’d expect ever yo ne working w ith or for New Car Dealers to have a personal co py. I’m lo oking for lea ders. I want to unco ver in divi duals, or gro ups, in a positio n to invest in corrective actio n. My bo ok o utlines the potentials an d the challenges. I nee d to hear fro m those in divi duals who w ill create actio n. Please contact me, Bob Witham, at: bobw itham@co mcast.net 1.904.940.0006 Lan d 1.904.874.3070 Cell © Copyright 2013 - Visits Reclaimed
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visits
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“customer reclaimed” - book marketing plans book purchaser potential OBJECTIVE: TARGETING BOOK PURCHASER POTENTIAL NEW C AR D EALERS (COUNT 17,500) OWN ERS/OPERATORS SE RVIC E MANAGE MENT TECHNICAL STAFFS SALES MANAGEMEN T NEW /USED/F& I PART S MAN AGE M ENT OFFICE MANAGEMENT DEALER GROUP MANAGEMENT AUTO MAN UFACTURE S (COUNT 18) INDEPENDENT OTHER
THE CURIOUS
SERVIC E OUTLETS U SED C AR OU TLE T S CONS UL TING COMPANIES T RAINING C OMP AN IES DMS COMPANIES COMPUTE R C OMPAN IES ADV ERT ISIN G/PR/ PU BLIC IST COMPANIE S EXTEN DED S ERV ICE AGREE MENT C OMPAN IES PRIOR ASSOC IATIONS OR INTERESTED
52, 500 122, 500 245, 000 87, 500 52, 500 52, 500 6,000 2, 500 200, 000 100, 000 25, 000
500, 000
TOTALS . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1,446,000 Page 8 of 11
© Copyright 2013 - Visits Reclaimed
visits
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“customer reclaimed” - book marketing plans implementation plan
INITIAL BOOK PROMOTION/IMPLEMENTATION PROGRAM ____________________________________________________________________________________________________________ BOOK PRINTER
BOOK PRODUCTION (FOR SALE)
CD DESIGNER
“COMPUTER REPORT FORMS” CD (FOR SALE)
WEB DESIGNER
WEB SITE (SEO, SEM) BLOG (SOCIAL NETWORKS)
PUBLICIST
CONTACT JOURNALISTS (NATIONAL) CONTACT EDITORS (NATIONAL) CONTACT INDUSTRY ORGANIZATIONS CONTACT INDUSTRY PUBLICATIONS - BOOK REVIEWS
ADVERTISER
NAME LISTS (MANUFACTURERS AND DEALERS) E-MAIL - ADS D-MAIL - LETTERS INDUSTRY PUBLICATIONS - ADS
BUDGET SET-UP . . . . . . . . . . . . . . . . . . . . . . . . $5,000 - $15,000 © Copyright 2013 - Visits Reclaimed
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Customer Visits Reclaimed
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COPY RIGHT © 2013
Visits Reclaime d ISBN (in process) All r ights reser ve d. No part of this bo ok may be repro duce d o r utilize d in any for m or by any m eans, electro nically o r me chanical, inclu ding photoco pying, recording or by any infor matio n storage an d retrieval, w itho ut pe r missio n in writing fro m Bob Witham or Visits Reclaime d.
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Assuring New Car Dealer Sur vival is go ing to help yo u achieve maximu m cu sto m er se r vice traffic ..... customer traffic (visits). It w ill maximize ser vice an d vehicle sales. Its designe d to be u se d by dealer o pe rators an d all dealer managers. Its a training, a refer ence an d a motivational manual for all employees who are intereste d in un der stan ding their dealer an d who want to grow an d develop to higher levels.
T h i s b o ok
Š Copyright 2013 - Visits Reclaimed
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