Scott Pettitt, Direct Sales
Director
Toyota Sunnyvale
When you’re already selling 150 cars a month with your Internet unit, you’re doing
pretty well. But when Toyota Sunnyvale, one of Ward’s eBusiness top 25 Internet
dealers, started using ResponseLogix as a lead and sales management tool, it saw
its closing ratio jump 3 points, and monthly sales soared to an average of 257 –
with a one-month high of 297 deals being closed.
Scott Pettitt is Sunnyvale’s Direct Sales Director and he says because ResponseLogix
automatically does so much of the follow up work on web-based inquiries, he can
give his people more leads. With an average of 100 leads per month for each salesperson,
Scott’s team saves an average of 25 hours per month by using SmartQuote – 25 hours
they can re-invest on the floor, phone, or on test drives. That extra time spent
with customers is translating into more sales for the dealership and higher incomes
for its sales people. “Because our people know their quotes are automatically going
out with the ResponseLogix SmartQuote tool, when they’re in between deals, they
can pick up the phone and set an appointment instead of answering quote requests.”
According to Scott, giving his people more time to work on their leads and make
phone calls creates a better working environment. In turn, having a happier staff
means customers get better service – which triggers even more sales. “It’s a real
snowball effect,” says Scott.
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