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The Best Sales Tools to Boost Employee Retention

sales tools

When thinking about workplace culture, it’s easy to immediately imagine employees at startups or tech companies. There are tons of articles showing Facebook or Google’s offices where people eat in massive food courts, host meetings in stylish courtyards, and play ping pong on their breaks. But workplace culture shouldn’t just matter to startups and tech giants—it should also matter to your auto dealership. 

One of the biggest issues facing dealerships today is that 67% of salespeople leave within a year of being hired. Right behind them are service advisors and technicians. Put that together, and it’s clear that auto dealers have a hard time keeping their employees satisfied and loyal. Fortunately, it’s possible to create a workplace culture where your team thrives, particularly your sales team. All you need to do is implement the right sales tools. 

The Top 5 Sales Tools for Dealerships

Oftentimes, employee-facing sales technology is deemed as a solution that boosts the customer experience and decreases transaction costs. But this technology can also improve employee retention. Your sales team wants technology to help them do their jobs, and when you equip them with solutions that make their lives easier, they’ll stick around longer to happily use the tools you’ve provided. 

When LinkedIn published a report on the state of sales, it indicated that 97% of salespeople believe sales tools are “important” or “very important.” Additionally, LinkedIn found that nearly half of respondents use sales tools at least once a day. So if you’re not giving your sales team what they need, you’re missing an opportunity to create a workplace culture where they feel supported—and a lack of support leads to a lack of reasons to stay. 

A recent study found that employees who felt the lowest levels of support from their organization or boss had the least commitment to the company, low job satisfaction, and the highest probability of leaving. On the other hand, those in a supportive work environment were committed, satisfied, and eager to stay put in their position. To ensure your salespeople have similar positive feelings, you must create a culture where they feel empowered to do their best—but of course, that means implementing grade-A sales tools. 

For insight on which sales technology you should consider getting your team, here’s a list of the top five options.

1. CRM System 

Customer relationship management (CRM) software helps your sales teams track and organize your dealership’s relationships with its customers. With this tool, your salespeople can automate communication with leads, keep tabs on sales and marketing efforts, enhance existing relationships with car buyers, and improve customer retention. 

Typically, getting a CRM system is one of the best investments you can make for your team. According to a recent study, 68% of salespeople believe the tool is “very important” to closing deals, likely because a good CRM has everything they need to report and reference interactions with contacts and know how to move relationships forward.

2. Online DMV Platform 

Another great investment for your sales team is an online DMV platform that makes it easy for employees to get car buyers’ license plates, tags, titles, and vehicle registration. To access this type of sales tool, you’ll need to work with a private DMV services company like our team at Barry Risk Management. 

We have an online platform that auto dealerships can use to get the DMV items their customers need. The best part? Our team does all the legwork—we fill out the necessary DMV forms and mail the license plates, tags, titles, and registration to car buyers. All we need is a little information about your customers to make everything happen. It’s that simple. 

When your sales team uses our online DMV platform, they don’t need to stand in long lines at the DMV, gather and fill out forms, or call DMV reps for questions and guidance. Our sales tool and team—who has 30 plus years in the DMV industry—will take care of everything digitally so that your salespeople can focus on attracting and closing more deals. 

3. Sales Intelligence Tools

A sales intelligence tool is game-changing because it helps your team know exactly which prospects and customers to talk to, what they should talk about, when they should reach out, and what information they should provide to nail the interaction. This insight is made possible through the contextual information sales intelligence technology delivers. 

With a sales intelligence tool, your employees will have contacts’ digital footprints, current contracts, purchase history, and business objectives. That information is crucial to closing deals and building relationships, and 62% of sales professionals agree, with them believing that sales intelligence is “very important” in helping them make sales. 

For ideas on which sales intelligence software to get, check out G2Crowd. It’s a peer review site that compares sales intelligence technology and their ratings. 

4. Social Selling Software

A social selling tool will help your sales team initiate and build relationships with car shoppers on social media sites like Instagram, TikTok, LinkedIn, Twitter, and Facebook. Some salespeople log into social media accounts and use them directly. However, others prefer social selling software because it allows them to monitor and sort through messages to see what is and isn’t relevant, check what leads are saying and sharing, and publish content on multiple networks.

If your sales team uses social media regularly to promote new inventory, getting a social selling tool could be beneficial. This type of software will increase your employees’ productivity and success in attracting new customers. 

5. Productivity Tools

Want to make sure your team gets stuff done? Then, help them by providing productivity tools. It’s not easy to stay focused and achieve substantial results every day, but that’s why productivity apps exist. They can help your sales team improve efficiency by offering automation and time-saving features like contract building, pipeline report creation, meeting schedulers, and lead generation tools.

Examples of great productivity apps include project management platforms like Asana and Trello, communication apps like Slack, and sharing and storage tools like Dropbox. 

Equip and Support Your Sales Team

Your sales team wants to perform well—they want to close deals and make money, and so do you. After all, your sales team’s success is your success. But to give your employees the best chance of accomplishing their goals, you need to equip them with tools that support their ambition and work. Then, you’ll have a high-performing culture where salespeople feel empowered to stick around instead of looking for a job elsewhere. 

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5 Dealership Challenges & How to Overcome Them

dealership challenges

It’s an exciting time to be an auto dealer. Research suggests that the U.S. automotive dealership market is expected to hit $57.3 billion, resulting in a compound annual growth rate of more than 4% over the next five years. This prediction isn’t surprising. 

The industry has seen significant success, given the recent demand for new and used cars and shoppers’ excitement about new technologies like electric cars, connected cars, and autonomous vehicles. However, while the growth and advancements in the auto industry are compelling, dealerships still experience many hurdles to success.  

The top dealership challenges 

These days, running a dealership comes with unique problems. Even if your business is currently hitting or exceeding sales goals, it may not last long if you can’t overcome the top dealership challenges affecting the industry. To put your company in a position for long-term success, you need to take steps to mitigate five dealership issues. 

1. Increased competition

With online-only retailers challenging brick-and-mortar dealerships, competition is fiercer than ever. For your business to experience success, you have to find unique ways to engage car shoppers who are interested not only in the dealerships down the street but also in the ones dominating online. Consumers have options everywhere, and contending for their attention requires you to have a competitive edge. 

2. Reduced dealer loyalty 

Increased competition means decreased dealer loyalty. Over the last five years, dealer loyalty has decreased by 1.6%, even though brand and manufacturer loyalty only reduced by 0.2%. If you’re wondering whether reduced dealer loyalty genuinely impacts business, remember that loyal customers usually bring the highest ROI on sales and trades. 

3. Demand for digital communication

The days of visiting a physical dealership or picking up the phone solely to communicate with sales reps are gone. Car shoppers want the option to communicate digitally. They want a contactless experience that allows them to ask questions and receive updates. So if your dealership still requires customers to talk on the phone or sit at your desk to get information, your business may be in trouble. 

4. Changing shopping behavior

Another dealership challenge is today’s new shopping behavior, an issue primarily stemming from millennials. In 2021, millennials became car dealers’ biggest pool of potential customers, which was surprising to most in the industry. People thought millennials weren’t interested in driving and that they preferred walking, biking, or ride-sharing—but the reality was that millennials simply preferred to shop differently. 

Instead of immediately visiting dealerships to spend hours considering options and negotiating, millennials like to utilize online tools and research to determine which vehicle may be the best. Some millennials are open to even completing the entire car sales process online. 

5. Inefficient after-sale process

For consumers, buying a car is only half the battle. Unless you do it for them, they still have to take many steps to legitimize the transaction, which they must do at the Department of Motor Vehicles (DMV). Regardless of who takes the lead, finishing the after-sale process in a timely manner is often impossible. Even though we live in a digital age, phone calls, in-person visits, complex forms, and long wait times still characterize the after-sale process. 

Overcoming common dealership issues

If you want to set your dealership up for success, you need to have the ability to overcome the top five dealership challenges. Of course, many solutions can help you achieve that, but if you prefer to start with one, here’s an idea: work with a private DMV services company like our team at Barry Risk Management. 

As a private DMV services company, we directly streamline and quicken the after-sale process by getting your customers’ tags, titles, license plates, and vehicle registration all online. That means you don’t have to do any legwork—we’ll take care of that for you. All we’ll need is a little information about your customer and their purchase, which you can give us online. Then, we’ll take steps to get the documents your customers need to legitimize their transaction. 

Also, it doesn’t matter where your customers live or your dealership’s location. Our team has over 30 years of experience in the DMV industry and knows what each U.S. state requires for car buyers to retrieve their tags, titles, license plates, and vehicle registration. With our knowledge and online capabilities, your customers will have what they need quickly and with little to no hassle. 

The best part? Our DMV services can help your business overcome the other four dealership challenges. Our efficient process and digital platform will give your team the following: 

  • A competitive edge: Many dealerships still use a traditional approach to interacting with the DMV. If you transition into using a more modern approach, you’ll differentiate your dealership from competitors. 
  • Increased brand loyalty: When customers know you can make their car buying process easier, they’ll be more likely to keep coming to your dealership instead of considering other options. 
  • A digital tool for communication: Since our team does everything online, we don’t need to see you or your customers in person. We also don’t need to speak on the phone if that’s not preferred. Our team communicates digitally and uses an online platform to get DMV tasks done quickly, meeting the new need for digital communication. 
  • A better experience for car shoppers: With car shoppers preferring digital experiences, you’ll stand out by offering a way to get their tags, titles, license plates, and vehicle registration online. Consumers will think you understand their shopping behavior and be more inclined to buy from your dealership instead of one that hasn’t aligned with their preferences. 

By working with our team at Barry Risk Management, you’ll receive the advantage your company needs to start overcoming the dealership challenges impacting business owners. That advantage will set your brand up for long-term success so that your dealership continues to grow. So, don’t hesitate to reach out. Call us to help lay the foundation for your company’s victory. 

Contact one of our representatives at 1-888-995-TAGS(8247) to develop a streamlined after-sale process that also helps you overcome other dealership challenges!

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What Does Instant Gratification Mean for Car Dealers?

what does instant gratification mean for car dealers

It’s no secret that instant gratification is real. People want things quickly and hassle-free, so much so that 45% of consumers will switch brands if companies don’t actively anticipate their needs. If you want someone to blame for this problematic trend, point the finger at the on-demand economy, which consists of tech giants like Amazon, Netflix, and Uber. These brands have conditioned shoppers to expect companies to be fast and responsive in our always-on culture. Long wait times and general statements like “we’ll handle it when we can” are unacceptable, and that’s not just true for retail brands. 

Regardless of your industry, you can’t shrug off instant gratification, believing it only impacts e-commerce companies. In a world where most people—especially millennials and Gen Z—prefer immediacy and a click-and-collect model, every market must consider how instant gratification affects them. That means you need to ask yourself an important question: what does instant gratification mean for car dealers?

Faster Transactions are Crucial 

While in-person visits haven’t disappeared, you can’t bet your dealership’s success on them. More people are buying cars online, with some shoppers completing transactions on their mobile phones. 

One general manager of an auto retail shop said in an article that the majority of their brand’s purchases came from mobile devices. In that same article, an automotive retail consultant said they noticed that 30% of U.S. new car sales in 2021 happened online. Before the pandemic, that number was less than two percent. So, what’s the deal? 

According to Progressive, one of the primary reasons for the increasing number of online sales is the time savings associated with it. Having the opportunity to browse cars online, research the best options on a laptop or mobile device, and complete paperwork digitally allows consumers to finish their car-buying process almost instantaneously. And that reality means your car dealership needs to start moving its sales process online. 

If you want to compete in today’s environment, you need an intuitive, speedy website, a consistent social media presence, an online chat option, and educational content that answers consumers’ most common questions. These elements will ensure car buyers have everything they need to receive quick answers and make fast decisions. However, an online sales process isn’t the only thing you need to succeed with consumers these days.

Supercharge Your DMV Processes

There’s one thing most people agree on: the DMV is slow. No matter the day or time you visit or the item you need, the DMV can take weeks or months to provide any documents. For most, this situation was frustrating before the on-demand economy birthed instant gratification. But now that patience is no longer a virtue, dealing with the DMV is a headache for almost everyone. 

No one wants to stand in long lines or experience lengthy hold times on the phone to get the DMV documents they need for their cars. After purchasing a vehicle, people want to have all their legal documents in hand within days. Fortunately, there’s one way to achieve this difficult goal, and that’s to work with a private DMV services company like Barry Risk Management. 

These types of companies are designed for car buyers who crave instant gratification, primarily because they do everything digitally to provide DMV documents hastily. For example, when working with our team at Barry Risk Management, your dealership can give car buyers the following items in a timely manner. 

1. Car Titles 

A title is one of the most important documents car buyers need. Without it, no one will believe they own their car, making it critical to deliver this record as soon as possible. Luckily, when partnering with our representatives at Barry Risk Management, all you have to do is go online and provide a few pieces of information. Then, we’ll give those details to the DMV and make sure your car buyers receive their titles in little to no time. 

2. License Plates

Your customers can only drive with temporary license plates for so long. Eventually, they’ll need their official plates. If you want to provide this quickly, our team at Barry Risk Management can help. All it takes is providing some information about the car buyer via our online platform. Then, you can sit back while we work with the DMV to deliver your customers their license plates within days. 

3. Tags & Vehicle Registration 

For your buyers to drive their cars legally, they’ll need official tags and vehicle registration. Instead of visiting your local DMV to handle this step, you can use our services. After going online and answering some questions, our representatives at Barry Risk Management will handle what’s necessary to give your customers their tags and vehicle registration in a timeframe that makes them happy and you satisfied.

Giving car buyers instant gratification

Experiencing success isn’t as simple these days. For your dealership to thrive, you must adjust to consumers’ desire for instant gratification, which means transitioning to online sales and quickening your DMV processes to ensure your car buyers get what they need in a timely manner. Only after taking those two steps will you put your business in a position to gratify consumers instantaneously.

If you want to supercharge your DMV process for car buyers, call Barry Risk Management at 1-888-995-TAGS(8247) to learn how we can help.

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5 Signs of Employee Burnout at Dealerships & How to Prevent Them

employee burnout

Working at a dealership has its rewards. Whether it’s seeing a satisfied customer drive off the parking lot or enjoying a hard-earned commission, employees discover many benefits when working at a dealership. However, they also discover many challenges. 

Whether you’ve realized it, burnout is one of the most common problems employees face, especially when working in sales. While fun and lucrative, selling vehicles is one of the most demanding jobs. It takes patience, persistence, and a hefty amount of people skills to ensure car buyers feel comfortable. Given the difficulty, sales reps burn out quickly, increasing turnover, which is the last thing your dealership needs right now. 

Labor shortages are already impacting the industry, particularly in service departments. The lack of technicians has increased wait times for vehicle owners while decreasing customer satisfaction. If your dealership wants to prevent its sales department from also struggling, you can’t afford to let your team burn out and quit. 

But how can you solve the issue? It’s simple—know the signs of burnout and take steps to prevent them so that your sales team feels healthy and happy at work. 

What is Burnout?

First things first—what exactly is burnout? The term was coined in the 1970s by psychologist Herbert Freudenverger. It describes a severe state of mental and physical exhaustion that eliminates the joy people get from their careers and social interactions. 

The condition is worse than ordinary fatigue. When someone feels burned out, they struggle to cope with stress and manage day-to-day responsibilities. They may even develop a pessimistic outlook on life and feel so hopeless that getting out of bed in the morning is a challenge. 

5 Clear Signs of Burnout 

While burnout is mentally and physically uncomfortable, it’s not always easy to spot. It’s not like noticing an employee who’s sick with a cold. Burnout is less blunt in how it manifests. Still, there are five tell-tale signs your sales employees are running on fumes: 

  • Isolation: One significant sign of burnout is intentional isolation. When people experience burnout, they usually feel overwhelmed, causing them to reduce social interaction with family, friends, and coworkers. 
  • Exhaustion: Do any of your sales employees frequently complain about headaches, stomachaches, sleep problems, or changes in appetite? If so, those are physical signs of burnout. 
  • Irritability: When workers are burning out, they’re not as fun to work with—often, they lose their cool with colleagues. Even doing everyday tasks might set them off because they already feel overwhelmed. 
  • Escape fantasies: Dissatisfaction with life entices people to escape reality. Sometimes, that looks like using drugs, alcohol, or food. Other times, it’s daydreaming about solo vacations or running away. 
  • Constantly ill: Are any of your sales reps frequently sick? If so, that’s a sign of burnout. Like most stress conditions, burnout can weaken the immune system, increasing people’s risk of getting sick or experiencing insomnia, depression, or anxiety.

If some of these signs bring certain employees to mind, don’t worry. The symptoms of burnout are also side effects of other conditions, so there’s a chance your employees could be experiencing something that has nothing to do with their jobs. However, that’s not an excuse to avoid doing something. To ensure you at least create an environment where your sales employees thrive, you need to take steps to prevent any chance of burnout compromising your dealership’s success. 

How to Prevent Burnout

Fortunately, preventing burnout isn’t hard. All the strategies have one thing in common: they increase your sales reps’ quality of life in the workplace. Keeping that in mind, here are three tips to push burnout out of your dealership. 

1. Prioritize Employees’ Health

While you can’t control how employees manage their health, you can encourage them to make good health decisions. A proper diet, exercise, and deep sleep will go a long way in helping your sales team avoid burnout. So, you should encourage your sales reps to prioritize their health. 

If you see an employee consistently working long hours and eating at their desk while crossing off tasks, tell them to take a break. Encourage them to go on a walk, eat a good lunch, and stop working at a decent time to ensure they get an appropriate amount of sleep. 

Also, make it easy for employees to maintain a healthy lifestyle by offering nutritious snacks and drinks in the break room. Instead of stocking it with Red Bull and candy, provide healthy options like fruit, water, tea, and small vegetable trays. 

2. Outsource Certain Tasks

Some tasks don’t need your sales team’s attention. If you can outsource little things so employees can focus on bigger responsibilities, you’ll decrease their workload to help reduce burnout. But what to-do’s should you outsource first? The most immediate answer is any DMV task that your sales team handles.

Whether it’s getting license plates, tags, or vehicle registration for car buyers, DMV responsibilities take time your sales employees don’t have when they’re trying to meet quotas. That’s why companies like Barry Risk Management exist. Our team has over 30 years of experience in the DMV industry and handles auto dealers’ DMV needs. 

Regardless of a dealership’s location, our representatives at Barry Risk Management know what every state requires for car buyers to retrieve their license plates, tags, or vehicle registration. We know what paperwork to complete and submit, and we have an online platform that allows us to finish DMV tasks virtually and quickly. 

When working with us, your sales team won’t have to visit the DMV in person, experience long wait times, or fill out forms. We handle all the DMV stuff, so your sales team can focus on essential tasks, knowing their customers are being cared for. 

3. Encourage Work-Life Balance

While it’s great to see employees in the office, they need to have lives outside the office. Overworking decreases productivity and leads to burnout, which is why you should encourage work-life balance. Tell your sales reps to take vacations, whether somewhere beautiful or right in their homes. 

Also, don’t disparage employees who take time off for illness, family reasons, or important events. In fact, consider developing a system that promotes flexible scheduling. More than ever, employees want flexibility. That doesn’t mean they don’t want to work. But it does mean they want the opportunity to take off, show up later than 8 a.m., and work from home when possible or necessary. Providing that opportunity will not only prevent burnout but also increase employee engagement and productivity. 

Build a Healthy Work Environment  

In a time when labor shortages are prevalent in the auto industry, your dealership can’t afford to have employees burn out. If you want your company to be successful, you must create an environment where employees can thrive, especially since some are more prone to experiencing burnout because of the nature and demands of their job. 

Take a load off your sales team by contacting Barry Risk Management for your dealership’s DMV needs. You can reach a representative at 1-888-995-TAGS(8247). 

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5 Dealer Tech Tools to Have in 2023 to Boost Sales & Marketing

The dealerships you drove to in the early 2000s are not the same ones you approach today. As time has passed, dealerships have started operating differently, and the most successful ones have focused on shifting to the tune of consumers’ increasing reliance on technology. 

Today’s notable dealerships are transitioning their sales online, developing intuitive, well-designed websites, joining social media, creating digital content, and quickening their DMV processes. These changes primarily appeal to millennials, who are becoming the largest demographic of U.S. car buyers. Dealerships that want to attract this generation know that millennials don’t shop for everything in person. This demographic is not as likely to drive to a dealership lot, find a car, and haggle over price solely in face-to-face interactions. 

Millennials are tech-savvy, and the generations after them are well-acclimated to the digital world. So, if your business wants to succeed with these new types of car buyers, you must operate things differently. Instead of hinging all your success on an in-person model, it’s time to implement dealer tech. 

What is dealer tech?  

Dealer tech is short for dealership technology, which is software applications and online tools that dealerships can use for their retail operations. Many types of dealer tech tools exist and typically fall into three categories: 

  • Office and General Management: This dealer tech includes payment platforms, dealership intelligence applications, dealership management tools, and human capital management solutions. The staff members who’d benefit the most from these technologies include dealership owners, general management, CEOs, CFOs, office managers, and accounting and billing employees. 
  • Marketing and Sales: The dealer tech in this category focuses on helping dealerships enhance their sales and marketing initiatives. Some common tools are CRMs, advertising systems, social media, online content, and dealership engagement tools. The primary users of this tech include CMOs, CROs, general sales managers, sales reps, digital marketers, customer experience managers, and leasing consultants. 
  • Fixed Operations: In this category, the dealer tech ranges from mobile car care to tire management tools to service management suites. Some team members who’ll use these solutions include service directors, shop foremen, fleet managers, parts directors, logistics managers, collision center directors, service technicians, and body shop clerks.  

Having dealer tech in every category is wise, especially if you run a large operation. Ideally, you want every department to feel equipped and empowered to use technology to help your dealership grow. However, for the purposes of this article, you’ll learn about the marketing and sales tools you should incorporate into your dealership’s workflow.

Dealer tech tools for sales and marketing 

Various types of dealer tech can enhance your sales and marketing, and you’re welcome to try as many as you find beneficial. But keep in mind that biting off more than you can chew may be overwhelming, especially if your sales and marketing teams aren’t used to leaning on specific tools. 

So, below is a list of just five solutions you should implement throughout 2023 to stay relevant and appeal to most car buyers. To make things easier, adopt one to two tools per quarter to ease your team into the changes. That’ll also leave room for learning curves, which is especially important to give your employees. 

Keeping all that in mind, here are five sales and marketing dealer tech tools to start using. 

1. Social Media 

There are 4.7 billion active social media users, and guess what? That number could hit 5.8 billion in 2027. Why should that matter to you? It’s simple—if you’re not actively engaging with car buyers on social media, you’re missing a huge opportunity to attract and convert leads. 

You can find car shoppers on Facebook, Twitter, Instagram, TikTok, and Pinterest. And if you create content that’s visually appealing, engaging, and relevant to them, you’ll have no problem getting potential customers to browse your dealership’s inventory. 

2. An optimized, eye-catching website 

Google found that 92% of car buyers research online before making a purchasing decision. That means your website must be optimized for search engines to ensure it ranks and is easy to find in search results and Google Maps. Without an optimized website, people won’t organically discover your dealership and will simply click on your competitors’ sites on the first page of search engines. So, take time optimizing your website with target keywords. 

Additionally, make sure your site is intuitive and well-designed. That way, when people discover and visit it, they’ll browse instead of leaving after a few seconds. An eye-catching website should have high-quality photos, persuasive call-to-actions, incentives, updated pricing, and effective inventory filters. 

3. Website and Content Strategy 

Every brand needs great content to outperform competitors, and yours is no exception. With a majority of car buyers preferring to research online before purchasing, you need to have resources that aid in their decision-making process. 

Blog content, videos, email marketing, buying guides, testimonials, and in-depth vehicle information are valuable resources that car buyers will appreciate and utilize. Your ability to provide them will determine whether you get or miss a sale. 

4. Online DMV platform 

It’s no secret that most people don’t like the DMV. While going is a necessary evil, the DMV consistently has long lines, lengthy wait times, and many forms to find and fill out. If you want to get license plates, tags, or vehicle registration for your customers, it could take weeks as you try to gather all the necessary documents and go back and forth with DMV representatives. 

Thankfully, there’s a way to simplify things: you can use an online DMV platform to meet your customers’ DMV needs. The good news? You don’t have to build anything yourself. All you have to do is outsource your DMV-related tasks to a private DMV services company like Barry Risk Management. 

We have an online platform that allows us to help dealerships retrieve their customers’ license plates, tags, and vehicle registration. We work with dealerships all around the U.S. and gather and fill out the appropriate forms to ensure car buyers get what they need in a timely manner. That means no more long lines, wait times, or energy spent running in circles trying to get everything your customers need. When working with a private DMV services company like Barry Risk Management, you can rely on professionals who will use an online platform to make things easier and faster. 

5. A CRM System 

One of the most integral pieces of any successful sales and marketing initiative is an integrated CRM. With this dealer tech, you can capture all of your leads and track follow-up and lead engagement reports. This insight will let your sales team know which car buyers to circle back to and which resources your marketing team should create to help sales reps’ interactions go smoothly. 

However, make sure your sales team actually uses the CRM daily to log reports and customer interactions. The last thing you want to do is miss out on critical insights that could result in a sale. 

Innovate to stay keep up

Dealerships no longer have the luxury of solely relying on face-to-face interactions to close deals. With tech-savvy generations entering the car-buying market, your dealership must use sales and marketing tools to attract customers and compete with brands that are readily adopting new technology. Only then will your business be in a position to thrive long-term and consistently generate sales. 

Want to rely on an online platform for your DMV needs? Contact Barry Risk Management now at 1-888-995-TAGS(8247).

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5 Automotive Technology Trends

automotive technology trends

While the automotive industry is experiencing digital innovation, research still suggests that consumers like visiting dealerships. A recent study indicates that 75% of car shoppers believe visiting a dealership to test-drive a vehicle is essential in their buying process, and 69% prefer to negotiate on price to receive the best deal. 

Why is this important to know? It’s simple—the in-person dealership experience still provides immense value. However, that value is only associated with specific tasks. That means your dealership should continue to focus on and enhance particular parts of the face-to-face interaction. But for many steps in the car buying process, you must start considering the role technology should play. 

Several automotive technology trends are shaping various parts of the sales and marketing process. If you want your dealership to remain competitive, you need to keep an eye on the tools changing the way you do business. For insights on the top innovations impacting your industry, here are five automotive technology trends to remember. 

1. Online sales are increasing 

This trend shouldn’t be too surprising. There are hundreds of articles explaining the growth of online car sales, but that’s because this trend continues to make positive gains. 

According to a recent study by Cox Automotive, 55% of customers have transitioned to an online car-buying process. Over time, that number will increase, especially as CarMax and Vroom grow in popularity. So, if you want your business to attract some online car sales, you should start taking steps to handle the digital sales process successfully. 

2. Personalization is a priority 

Another study by Cox Automotive reveals that 72% of U.S. auto dealers and 67% of car buyers think personalization technology, such as automation and artificial intelligence (AI), will enhance the car-buying process. Targeting consumers with personalized recommendations is in such high demand that, despite people’s weariness of providing their personal data, 68% of consumers surveyed said they wouldn’t mind dealerships using personalization technology if it leads to a better car-buying experience.  

The only problems hindering dealerships from moving forward with automation and AI are employees who are resistant to change, processes that aren’t set up for personalization technology, and a high price point that doesn’t seem worth it. These obstacles may be thwarting you, too. But if your dealership wants to sell more vehicles, you must overcome these challenges. Around 76% of car buyers expect auto dealers to know something about them before they hit the showroom floor, and failing to do so might cost you money. 

3. DMV tasks are happening online 

What’s one place most people dislike dealing with or visiting? The DMV. Completing anything at the DMV takes a while. Typically, you have to stand in long lines, find the right forms to fill out, speak with unenthusiastic workers, and wait weeks until you get what you need. This process is complicated not only for car buyers but also for dealerships. 

Trying to complete the paperwork for a customer’s license plates, vehicle registration, and tags can take what feels like ages. And car buyers are typically not happy about the long wait time. That’s why dealerships are starting to complete their DMV tasks online by working with private DMV services companies like Barry Risk Management. 

These types of businesses approach the DMV digitally. For example, when a dealership makes a sale, private DMV services companies will gather and complete the necessary forms to retrieve the customer’s license plates, vehicle registration, and tags—and they’ll do it all online. 

This digital process speeds things up significantly so that customers get what they need in a timely manner, and it empowers dealerships to work on more critical tasks while the private DMV services company handles the paperwork auto dealers don’t want to touch. So, if your auto company wants to make the DMV experience great for customers and your sales team, using a private DMV services company should be your next priority. 

4. Cybersecurity is gaining momentum 

Since many processes are shifting online, cybersecurity upgrades have become more and more essential. Online commerce means there’s an increased risk of fraud, hacking, and cyber threats, and that risk affects dealerships and customers. Decreasing the potential of nefarious activity has led many dealerships to partner with cybersecurity experts, who help ensure auto dealers have safe, protected digital transactions. 

One tool that’s been beneficial, in particular, is secure payment processing solutions—these offer fantastic security features that protect businesses and consumers. Other tools gaining traction are touchless payments and PCI DSS compliance, both of which deliver additional security for transactions. Having all these tools in place is a great way to give your team and customers peace of mind during a sale, so take time to beef up your cybersecurity if you haven’t already. 

5. Electric vehicles are in high demand

One tech trend that’s impossible to ignore is the demand for electric vehicles. These cars continue to increase in popularity and gain market share. In Q1 of 2022, electric vehicle sales in the U.S. hit a record high of more than 200,000 vehicles. According to Experian, registration for electric vehicles also surged 60% in the first three months of 2022, and consumers’ interest in purchasing an electric vehicle has increased by 70% since January.  

Some factors driving this interest in electric vehicles are improved performance, clean energy, and high gas prices. Experts predict the demand will continue to remain high, so much so that 70 million electric vehicles will be on the road by 2023. If your auto dealership wants to cash in on this market, you should start putting more electric cars on your lot.

The Next Level

Every business has to evolve to keep up with consumer and industry trends, and your dealership is no different. To continue succeeding in a competitive environment, your team must implement the latest technologies shaping your industry. Only then will you reach a new level of business where sales are consistent, car buyers are happy, and your company is equipped to deliver the best experience possible.

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How Dealerships Can Create a Great Online Shopping Experience

dealerships must create a great online shopping experience

Let’s cut to the chase. Online shopping is here to stay. Research indicates that more than 263 million American consumers shop online. For perspective, that’s about 80% of the U.S. population. If you’re wondering whether people actually prefer this route or are doing it because they have no other choice, the former is true. Around 56.6% of American consumers prefer an online shopping experience. 

The industries dominating e-commerce include apparel and accessories, computer and consumer electronics, furniture and home furnishings, and health and personal care and beauty. However, want to know what industries are also attracting online shoppers? The auto market. 

Consumers are embracing online car buying and seeing more satisfaction from it than those who purchase vehicles in person. A 2022 survey by Progressive suggests that 78% of U.S. consumers who bought a vehicle online thought it was a highly satisfying online shopping experience. In comparison, only 58% of people who bought a car in person thought it was gratifying. 

The great satisfaction rates with online car buying provide a significant reason to believe that consumers will continue to take a digital path to purchase a car. An IBIS World report even indicates that the 2022 online car market will surpass its current value of $38.1 billion by 5.1%. 

However, what does all that mean for your dealership? Why should you care about any of this information? It’s simple—you need to start creating a great online shopping experience to ensure you get a piece of the digital pie. 

how dealerships can create a great online shopping experience

Steps to creating an online shopping experience

Building a great digital experience for online shoppers can sound intimidating, especially if you’ve never done it. If your dealership has generated most of its sales in person—like many dealerships have— shifting your focus online can sound like a challenging task. You may not know which strategies to take to accomplish this goal. But fortunately, this article will provide specific steps your auto dealership can take to start creating a great online shopping experience.  

1. Provide incentives and rebates

There’s nothing like a good deal to get consumers to purchase a vehicle online. That’s why you should make sure to spotlight every incentive and rebate available on your website. Be clear about the deals consumers can take advantage of when they shop online. The digital shopping experience should always promote incentives and rebates to increase sales. 

2. Have a unique brand voice 

If people have never heard of your auto dealership but come across it online, how can you ensure they remember your business? Develop a unique brand voice. 

You want your dealership to be memorable, and one of the best ways to accomplish that is with a brand voice that’s relatable, personable, and distinct. Consumers want to feel like they know you even if the relationship they’re building with you is online, so make sure you create a brand voice that builds a lasting connection. Doing so will lead to trust, and trust will lead to purchases. 

3. Implement VIN-specific ads

Personalized advertising is always a great way to deliver an excellent online shopping experience, and with VIN-specific ads, you can do that. These types of advertisements target consumers who are ready to buy a car and match them with suitable vehicles in your inventory. How does that work? 

Maybe a shopper is looking for information online about a vehicle. In that case, VIN-specific advertising will provide that information through creative, interactive ads. Basically, this strategy is all about delivering personalized content and prioritizing a hyper-targeted marketing approach. 

4. Refresh your company website 

Your website is the first impression that consumers will receive about your dealership. As such, you need to make sure it’s top-notch. According to Stanford web credibility research, 75% of consumers admit they judge a brand’s credibility based on its website design. So how can you update your site in a way that builds trust with online car shoppers? 

First, focus on loading speed. Around 79% of consumers said they wouldn’t return to a slow website to make a purchase, and 44% of consumers would share their poor experience with others. If you don’t want to be the dealership people are talking negatively about, have a fast website. Most people want a web page to load in two seconds or less. 

Next, make sure you have great images on your site. Ideally, they should be your own photos. However, if that’s not an option, use high-quality stock photography. 

Finally, make sure your website is easy to navigate and clutter-free. Your site should be intuitive, with call-to-action buttons clearly visible, categories readable, organized, and clickable, and links working perfectly. Your site shouldn’t be bogged down with too much information or graphics. It should be simple, sleek, and easy to follow. 

5. Handle DMV needs online

In a world where everyone wants things done quickly, you can’t afford to handle your customers’ DMV needs online. If you have to get tags, titles, registration, and license plates for car buyers, don’t do all of this the traditional way. Visiting or calling the DMV will require your customers to wait weeks to get what they need as you gather and fill out the correct paperwork. 

If you want to give buyers what they need faster, move your DMV tasks online. You can easily do this by working with a private DMV services company like Barry Risk Management, which uses a fast online process to provide the DMV documents your customers need in a timely manner. Even better, companies like Barry Risk Management gather and fill out the DMV paperwork for you so that you don’t have to worry about it, saving you time as well. 

Craft the best digital journey

With more people going online to find and purchase cars, you must start building an online shopping experience that attracts and pleases potential customers. Using the tips above will get you started on the right path, so implement them as soon as possible. That way, you can position yourself as an option for online car shoppers. 

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Offload This Task to Focus on Consumer Demand for Cars 

consumer demand for cars

Do you like when consumer demand for cars rises? If so, you’re probably having a great time watching cars leave the parking lot quicker than they arrived. 

Dealerships across the U.S. are noticing a steady demand for new and used vehicles, despite high-interest rates, inflation, record-high car prices, and concerns about the economy. Recently, General Motors said new car sales increased by 24% in the third quarter of 2022. Hyundai and Kia also indicated that they experienced record third-quarter sales, and Volkswagen shared in the industry’s success, with sales increasing 12% in the third quarter. 

But despite car sales soaring because consumer demand is increasing, being an auto dealer isn’t an easy job right now. These days, you have a lot of tasks to juggle, and that can make it incredibly difficult to focus on consumers’ needs.

A task to relinquish

Let’s cut straight to the chase. What else is on your mind while you try to prioritize sales? Is it the chip shortage, staffing needs, or limited supply? If you’re honest, maybe it’s all three. In either case, you can’t focus on meeting consumers’ demand for cars if you’re being pulled in so many different directions. But what’s the solution? Simple—start relinquishing some of your responsibilities. 

This tip may sound scary. Delegating is never easy, especially when you don’t have the right employees to take on some of your responsibilities. However, there’s at least one task you can offload, and you don’t have to worry about finding an employee to handle it: completing DMV paperwork. 

This responsibility can easily be handled by a private DMV services company. With this type of business by your side, you can have an expert handle all of your DMV needs, including the following: 

  • Obtaining license plates: Some of your customers want you to provide their license plates instead of retrieving them themselves. This step can become a headache, as gathering and filling out the paperwork can take a while. But a private DMV services company can handle everything for you from beginning to end to ensure your customers get their license plates in a timely manner. 
  • Getting car titles: Car titles are documents your customers need as soon as possible. With a private DMV services company, you can make sure buyers get them quickly and with no hassle.
  • Providing vehicle registration: Instead of collecting and turning in the forms to get your customers’ vehicle registration, a private DMV services company can do the legwork for you. That way, you don’t have to worry about it.

Ultimately, private DMV services companies can help shoulder some of the weight you carry as a busy auto dealer who’s juggling multiple demands. And working with one will give you a chance to focus more on meeting consumers’ needs for cars. However, that opportunity does require you to do one critical thing: work with a good, credible company. 

How to find a private DMV services company 

Finding a reputable private DMV services company isn’t easy, primarily because many of these businesses don’t have the experience to know which DMV forms are needed to complete a particular service. The time it’d take for them to find out is the same time it’d take for you to finish gathering and submitting the forms yourself. 

So if you want to work with a company that will actually save you time so that you can spend more time on meeting consumers’ demands, there are a few things you should look for when searching for a private DMV services brand. 

1. Decades of highly-rated experience 

DMV rules and forms are extensive. They can be challenging to understand and require you to read pages of information to complete the service you need to be done. That’s why you can’t have an average private DMV services company partner with you. 

Instead, you need one that’s been in business for decades and has great customer reviews. A company with these two qualities will undoubtedly have the skills and knowledge to help you and the support of many customers to prove it. 

2. Industry Knowledge 

The DMV industry is always changing, and many states have different guidelines, making it imperative to work with a business that has employees who are up to date on regulations in your city. A private DMV services company that’s credible will know all the current rules in your state, the latest documents that need to be filled out, and the old forms you no longer need to prioritize. 

3. Digital capabilities 

Everyone is moving their business online, even auto dealers. And efficient DMV services companies are following suit. You don’t want to work with a business that’s just as paper-based as the actual DMV. That situation will only lead to the same problems you experience with the DMV: long wait times and misplaced forms. If you want to give your customers what they need in a timely manner, you must work with a DMV services company that strictly operates online. 

The answer to your problems 

So you know what to look for in a private DMV services company, but now you need recommendations on who to use. Fortunately, you don’t have to search far and wide for suggestions. 

Barry Risk Management can offer the DMV services you need. We provide auto dealers’ customers with everything from car titles, tags, vehicle registration, and license plates. We also have over 30 years of experience in the DMV industry, excellent customer reviews, and an online platform to complete our tasks. 

It doesn’t matter what state your dealership is in—we have the expertise and knowledge to help you. With Barry Risk Management, you’ll have the private DMV services company you need to outsource one of your biggest tasks so that you can focus on making more money. 

Want to try out Barry Risk Management? Reach out to one of our representatives at 1-888-995-TAGS(8247).

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How to Reduce Sales Stress at Your Dealership 

sales stress

Let’s be honest. No one wants a stressful job. But when you sign up to run a dealership, stress can quickly become a part of your day-to-day life, especially if you have a small team and handle all the sales. When starting a dealership, you may be the only salesperson for a while. Hiring help won’t be possible until your business reaches a certain threshold, and in some ways, that’s good. Commission is yours for the taking. 

However, selling cars can be incredibly challenging. On top of running your business, you have to deal with various obstacles like the following: 

  • Self-motivation: Staying motivated enough to run a business is one thing. Staying motivated enough to sell cars is another. Unlike other jobs where you can take multiple breaks and zone out periodically, selling cars doesn’t provide that leeway. If you get too lax, your bank account and business will suffer. 
  • A competitive environment: The auto industry is competitive. What you fail to provide customers are things other dealerships on your block will readily offer. This environment puts pressure on you to succeed, but the inability to handle this pressure can be overwhelming and induce anxiety.  
  • Little job security: If you’re not making sales, guess what happens? Your dealership closes. Handling sales yourself requires you to be “on” all day, every day. No one can step in when you’re feeling off, so if you’re not hustling, your business will vanish before you have time to process what’s happening.
  • Balancing other priorities: When you’re the sole person making deals, it’s hard to prioritize other responsibilities. You can get so focused on driving sales that you forget to do everything that happens afterward and all the tasks that come with running a business, even though they’re just as important. 

All of these factors can make selling cars pretty stressful. But if you want your dealership to succeed and grow to the point where you can hire other salespeople, don’t quit because you’re overwhelmed. Instead of closing your doors, there are six steps you can take to reduce sales stress at your dealership. 

1. Outsource DMV tasks

There are some tasks you shouldn’t have to worry about, and filling out DMV paperwork is one of them. If you want to focus on closing deals, you need to outsource some of your tasks, and the best one to delegate first is your DMV responsibilities. This includes the forms you have to fill out to get your customers’ licenses, registration, titles, tags, and more. 

Instead of doing those things yourself, you can work with a private DMV services company like Barry Risk Management. Companies like ours know which documents you need to fill out after completing a transaction. Also, private DMV services companies like ours can submit the paperwork for you so that your customers get what they need without you having to worry.

The only things that separate Barry Risk Management from other options are our 30+ years of experience and ability to do everything online. Most companies don’t offer that knowledge or convenience, but we do to ensure your customers can drive their new vehicle without any hassles.  

2. Establish boundaries 

You need to set clear boundaries with any job, but that’s especially true when you’re a small business owner managing all of your sales. You can get leads at any time of the day, but you need to establish healthy boundaries to prevent yourself from overworking and bringing work home with you every night. If that means silencing your notifications and not checking email on your days off, do it. 

3. Exercise regularly 

“I don’t have time” is a great excuse to avoid a workout. However, if you’re serious about reducing your sales-related stress, exercising will become a regular part of your routine. Working out releases endorphins, leading to higher energy levels and a better mood. Exercise also helps strengthen your immune system so that you feel your best and don’t have to take so many sick days. 

4. Maintain a healthy diet

When you’re stressed, it’s easy to turn to alcohol or comfort food. While these things are okay in moderation, it’s not good to make them staples in your diet. Stress makes your body release more cortisol and adrenaline, two hormones that can negatively impact your health. Additionally, stress can affect your blood flow and blood pressure. And when you turn to things like comfort foods, which can be high in sugar and fat, things can get even worse. 

Healthy foods, on the other hand, can decrease the adverse effects of stress by reducing weight gain, lowering oxidation and inflammation, and improving blood flow in your body. 

5. Take time off

It’s easy to work non-stop to make more money, but taking time off is important. Instead of living at your dealership, take a break every once in a while. Unplugging from work for an extended period can help you recharge and return ready to work with increased focus, discipline, and productivity. 

6. Focus on customer needs 

When you’re selling cars, do you focus more on listening and getting to know your customers or promoting a specific vehicle? If it’s the latter, you’re putting too much stress on yourself. Trying to sell a particular model can limit your success and prevent you from closing more deals. So, take the pressure off by simply listening to your customers’ needs and understanding what they want to guide them towards the right vehicle. When customers see you care about meeting their needs, they’ll want to make a deal with you. 

Make car selling more enjoyable 

Selling cars doesn’t have to be incredibly stressful. If you implement healthy habits, you can enjoy running your dealership and making deals without the anxiety that’s usually involved. So, use the above tips to make car selling a manageable money maker that allows you to bring more people on board. 

Want to outsource your DMV tasks? Reach out to Barry Risk Management at 1-888-995-TAGS(8247).

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How Dealerships Can Move This Part of Their Car Sales Online

car sales online

What used to only happen in person is now occurring online at a fast pace. Over the past few years, car dealerships have experienced an increase in online transactions, with 30% of U.S. new car sales taking place digitally in 2020.

This shift towards online purchases correlates with consumers’ recent shopping habits. Studies suggest that 59% of car buyers spend time researching vehicles online, likely a reason automotive executives expect online car sales to reign in the near future.

According to a poll conducted by Automotive News, 46% of automotive executives predict a significant increase in direct-to-consumer sales by automakers, pushing typical franchised dealerships to the side. The poll also suggests that 78% of executives think most new car sales will occur online by 2030. 

If you’re like other dealers, you’re either prepared or preparing for this major shift towards online car shopping, especially if you want to maintain a successful business. Maybe you’re creating digital ads instead of traditional ones, sprucing up your website instead of buying a new lot, and hiring a social media manager instead of another salesperson. All these steps are great and necessary if you want to compete with other car dealers online, but there’s another step in your sales process that should be digital: your DMV strategy. 

Handle Your DMV Needs Digitally 

learn how to do your car sales online.

Once you complete a car sales transaction, what happens next? You have to do the paperwork for the DMV to ensure your buyers get their tags, license plates, registration, and more. Finding the applications for these materials and filling everything out is always a hassle, and failing to do so quickly can slow down your ability to finalize transactions. 

That’s why you need to consider moving your DMV process online. Instead of compiling all of the necessary paperwork, filling it out by hand, and submitting it in person, you should make this step entirely digital. Doing so will provide multiple benefits, including the following. 

1. Improves the customer experience 

There are many reasons consumers are shopping for vehicles online. One of the biggest is that it offers a better experience. Shopping for cars online means people don’t have to plan a trip to the dealership, experience long wait times, deal with pushy salespeople, or get flustered by large crowds. Searching for cars digitally also provides a quick and easy way to look at different options, find the best prices, and customize vehicles. 

But this excellent customer experience can come toppling down if buyers have to wait a while for their tags, license plates, and registration because you’re doing things the traditional way. Handling DMV needs online ensures buyers get what they need quickly to continue having a great customer experience. 

2. Provides convenience

Another benefit of doing DMV paperwork online is that it’s convenient for you. Taking the digital route means you no longer have to suffer through long lines at the DMV, experience constant back-and-forth with representatives, or try to stay organized as you manage tons of documents. An online DMV process is smooth and hassle-free if you approach it correctly. 

3. Boosts productivity   

Do you want to increase your productivity to have more time to close deals? If so, handling DMV paperwork online can help. You can significantly cut the time it takes to gather material for the DMV by doing everything digitally. What used to take weeks could now take days. And having more time on your calendar will allow you to focus on other important tasks like finding creative ways to increase sales online. 

How to handle DMV paperwork online

If addressing your DMV needs digitally is the next step you must take as car sales shift online, it’s not hard to make this happen. In fact, all you need to do is work with a private DMV services company like Barry Risk Management. 

We handle dealers’ DMV paperwork, so they don’t have to worry about this task. And we do everything digitally. From gathering the paperwork to filling it out, everything we do happens online to ensure dealerships give their customers what they need in a timely manner and maintain a high level of productivity. 

Tons of dealerships across the nation have outsourced their DMV tasks to our team. We have over 30 years of experience in the industry and understand the DMV rules in every state. Because of that, we have the knowledge to ensure any and every dealer provides the proper material to their customers. 

So if you want to join the league of dealers who trust us with their DMV needs, reach out to our team. One of our representatives will walk you through our online process and answer any questions you may have. Afterward, we’ll start taking care of your DMV paperwork digitally so that every step of your car sales process is online, leading to a better experience for you and your customers. 

Contact us at 1-888-995-TAGS(8247) to start shifting your DMV strategy online!