Next Generation Tools Enable Dealers To Contact Customers In Under 6 Seconds, Converting Leads Into Sales
PACIFIC PALISADES, Calf., January 7, 2018 – fusionZONE Automotive, LLC, the automotive industry’s highest-performing dealer website solution, today announced the launch of two lead generation tools, FastRing and FastPrice. These tools enable dealers to instantly generate competitive pricing on a prospective customer’s screen and contact them in under 6 seconds, converting more leads into sales.

 

“Consumers spend more and more time shopping online for a vehicle and expect to get the information they want in real time,” said Brett Sutherlin, FusionZONE Founder. “The days of car dealers withholding prices from potential customers are in the past. When the consumer requests pricing online, they want that information FAST! Unfortunately, many potential customers will leave a dealership website because they had to wait too long, or never received the information at all and went elsewhere,” Sutherlin continued.

 

FastPrice gives customers a “no haggle” price in just two clicks. The customer chooses a vehicle, clicks the “get today’s best price button,” and fills out a simple contact form. Behind the scenes, FastPrice crunches the numbers according to the dealer’s pricing structure, displays the best price instantly on the screen, and sends the dealer the lead.

 

FastPrice can be customized and programmed to give additional options to the information the consumer requested. For example, many dealerships use FastPrice to display new car alternatives or even a Certified or Pre-Owned option in addition to the information and price requested.

 

Dealers using FastPrice see a lift in leads of 100 to 400 percent, which in turn results in more sales. Capital Toyota in Chattanooga, TN, went from averaging 60 leads per month to approximately 432 leads per month, and new and used vehicle sales soared from about 180 a month to over 250.

 

FastPrice and FastRing are highly effective stand-alone products but also work exceptionally well together to make a positive first impression, increase website conversion rates and stop shoppers in their tracks.

 

“We live in a world of fast; fast cars, fast food, faster checkout. Consumers don’t want to wait; they want everything now. In this new car buying era, internet shoppers are no different. You have to grab your customers before they leave your website or a third-party website that features your vehicles, and certainly before they get distracted by another crazy cat video,” said Sutherlin.

 

According to a recent MIT study, the average consumer leaves a website within 30-45 seconds after requesting more information. With FastPrice they get that information immediately. Then, with FastRing they can still be on the dealer’s website when the salesperson receives the lead and calls the customer — all within 6 seconds. FastRing instantly connects the dealership to the customer while they are still browsing the website, dramatically reducing the likelihood of them visiting a competitor site.

 

“With FastRing you are in contact with a lead before the customer has time to click away or even check their email. FastRing connects you with a lead instantly, faster than your competition could ever dream off. First impressions are ones that last and fast impressions are ones that sell,” Sutherlin added.

 

FastRing integrates with 3rd party applications creating instant connections from any lead source. It includes an extensive administration portal with 24/7 access to call data including call recordings and real-time statistics.

 

FastRing and FastPrice will are launching at the 2019 NADA show, January 25-27, 2019, at booth 7935W. For more information, view this video https://tinyurl.com/y7637fc9.

 

To schedule a booth visit, /or a demo, visit: https://www.fzautomotive.com/nada/

 

About fusionZONE Automotive, LLC

 

fusionZONE Automotive offers automotive dealers the nation’s fastest, most cutting-edge customized and responsive websites. With the sole objective of driving website conversions and leads, fusionZONE Automotive websites help dealers sell more cars.

 

fusionZONE also offers complete, progressive digital marketing solutions, streamlining the digital process for dealerships of all sizes.

 

fusionZONE Automotive websites are designed to not only garner as much traffic as possible for dealer clients, but also to actively convert that traffic into leads and sales.

 

fusionZONE is based in Pacific Palisades, CA Lakeland, FL and Seattle, WA.

 

Media Contact:

(424) 330-2356

marketing@fzautomotive.com


In this blog, I’d like to talk a little bit about American with Disabilities Act (ADA) accessibility and your websites, quickly covering some emerging issues and simple corrective actions you can take.
If you are an auto dealer in Florida or New York, your website is likely under scrutiny by lawyers representing potential customers. They review your site to see if it is accessible to potential customers with disabilities, as required by the Americans With Disabilities Act. In 2018, there were over 2,200 ADA compliance lawsuits filed – with almost 1,600 of them being in New York alone. The challenge of accessibility for dealers is made harder by a lack of agreement on the definition of “ADA Compliant” in the courts. Also, sites with large inventories and technical details, such as VIN numbers, are particularly difficult to make accessible.
As a dealer, what are you to do? The World Wide Web Consortium (W3C) developed a set of standards – Web Content Accessibility Guidelines (WCAG) – which are now on their second version. Dealer websites should meet at least WCAG 2.1 Level A accessibility guidelines at a minimum and should strive to meet Level AA guidelines where practical. These guidelines focus on four areas known as POUR:
 

  • Perceivable – the tags and directions on the site should be evident and give the user a sense for what the form, button or link does.
  • Operable – the site should be navigable with a keyboard or a mouse.
  • Understandable – any messages and directions should be written clearly.
  • Robust – the design should work with most browsers and assistive technologies.

The W3C has a quick review checklist for accessibility to assess your current website for accessibility against WCAG requirements. As a dealer, you should take a few minutes and check your sites, identify any obvious areas of weakness, and work with your website provider and digital marketing agency to bring the site in line with the WCAG 2.1 A Standards.
When fusionZONE builds a website, we start with an approach that is designed to meet WCAG 2.1 A Standards:
 

  • All images uploaded to an FZ dealer’s site can be configured with an ‘alt’ text by the user.
  • FZ’s new web platform removes the need to use PDFs, as the responsive web platform was designed and built using text-based formats and is compatible with leading assistive technologies.
  • FZ provides the tools necessary to ensure our dealer’s websites have every opportunity to remain compliant with this standard. However, please note that brand compliance standards impact the ability of the solution to always meet optimal standards right out of the box– think colors and red-green color blindness, for instance.
  • FZ gives users (dealers) the tools and options to choose colors, sizing and font settings and the ability to implement color schemes to align with the dealer’s brand, where possible. A dealer maintains ultimate control over its website visitors’ web experience, and as such, can sometimes override brand and compliance guidelines.
  • FZ website tools enable a dealer to frame-in a video on their website and to also include related videos on their Vehicle Details Page (VDP). In both cases, if the video includes an audio description (text captions, etc.), the video and supporting elements will render correctly on the dealer’s FZ website.
  • We offer Audioeye (www.audioeye.com) as an add-on which provides voice navigation and other accessibility options.

Will this prevent an enterprising lawyer from suing your dealership? No. Will using a fusionZONE website, focusing on accessibility in design and applying available accessibility tools reduce your exposure and risk? Yes.
 

Se Habla español?


Many dealerships reap the benefits of employing staff that speak fluent Spanish for the simple reason that an increasing number of Spanish speakers frequent today’s dealerships for both sales and service. Language barriers can be a problem when it comes to service recommendation upsells or relaying the value of a vehicle, its features and, ultimately, a deal the customer can understand.
If you cannot communicate fluently with a significant demographic portion of your market area, your dealership could be losing a considerable amount of money in revenue from service declines and lost sales.
It’s one thing to have a Spanish speaking employee who can converse with customers in a way they understand. But what about engaging them when they aren’t at the dealership? How do you do that? Via your website!
According to the 2016 Census, Hispanics comprised 17 percent of the population of the United States; that is around 55 million people. The Census Bureau estimates that by 2060, Hispanics will make up 28 percent of the population. As a result, there will soon be 119 million U.S. residents of Hispanic descent, some of whom will speak English as a second language and perhaps need assistance from a Spanish-speaking employee.
Today’s car buyers conduct a majority of their research online, and that is sure to increase. If Hispanic-speaking customers cannot understand the messages on your website, it’s the same as if they are standing in your showroom unable to comprehend your salesperson. However, in this case, you may never have the opportunity to correct that situation.
If you have a large Hispanic market and do not already have one, it is time to consider a website built from the ground up dedicated solely to the Spanish language.
There are plenty of website providers that offer Spanish language websites to their dealer clients. However, be careful who you chose, as many just rely on Google’s translation tool when the customer has their browser set to Spanish. If you’ve ever tried to translate anything with this tool, you will have probably found that it does the job to some degree, but it’s not perfect. Also, if you chose to use Google-translated websites, the content isn’t indexed, so you essentially gain no benefit.
There is a better way: a SECOND website built organically from the ground up in Spanish. You can then deliver your messages directly to your customers in their native language with proper syntax and grammar. These customers will better understand you and, as a bonus, feel that your dealership cares about them and their ethnicity, and can genuinely assist them for all their sales and service needs.
Aside from those benefits, which are huge and can earn more sales and service business, there are considerable SEO benefits as well. First, as a second site, Google will fully index it. Whereas it does not index a site that is simply translated by the Google translation tool. How big of a deal is this? I’ve seen instances where a dealer’s SPANISH website outranks their primary ENGLISH website in search results! As an additional bonus, Spanish language websites aren’t under the scrutiny and policies of the manufacturer when they are true secondary websites, so you do not have to worry about compliance issues with your OEM.
It’s well worth looking into. A secondary website dedicated to the Spanish language produces extra website traffic, more leads and, ultimately, more sales.


In this modern age of transparency, dealers can get somewhat confused on the subject of pricing. Should they provide upfront pricing on their website, or ask customers to engage with their site first before receiving the dealership’s best price?
 
The industry is pretty divided on this topic, with consultants, trainers and others on both sides of the fence. On one side are those who feel that providing the best price on the dealer’s website without asking the customer for any engagement (no call-to-action), will cause the consumer to appreciate the transparency and choose that dealer. On the other side are those who feel that providing pricing without first requiring some form of engagement can, in fact, hurt sales.
 
First Theory: Provide Price Upfront – Those who have this opinion believe that today’s consumers are accustomed to fast information access. Consumers want immediate gratification and results, the same as they get from Google searches or browsing most other retailer’s websites. They can then take that information and make buying decisions. Those dealers perceived as the most helpful and transparent will win the business – especially with a significant purchase such as a new vehicle.
 
Second Theory: Get the consumer to engage before you show price, such as with an automated pricing tool on the site. Those in the industry who subscribe to this opinion feel that if you provide pricing upfront, shoppers will merely use it to price shop other dealers until they find the lowest price. By giving pricing information up front, without some form of engagement first, the dealer risks consumers price shopping without having a chance to first consider that dealer’s unique selling propositions including customer experience, amenities and other benefits such as free loaner cars, car washes, etc. Getting a consumer to engage first, perhaps with a quick price tool on the site, can increase leads and provide more opportunity to sell the vehicle than full pricing transparency.
 
Depending on the dealership’s thought processes either could work. But, is there a “right” way that all dealers should follow to convert the most consumers and/or sell the most cars via their website?
 
What do you think is the best theory? Let me know with your comments below. I think this will prove to be a lively discussion!

 

Conference season is upon us. As dealers go from seminar to seminar, and presentation after presentation, it can cause mass confusion about what data really matters. As a dealer, you may well be asking yourself, “What data should I really be watching at my dealership?”
Well, let’s keep it simple! Over the years I have found it boils down to two key things. Here is what you should be investigating:
 

  1. Conversions: Many years ago Autotrader.com was the top lead provider for dealers. As the Autotrader platform became less effective, generating fewer form leads and phone calls, Autotrader told dealers that customers were no longer filling out forms on websites. Also, according to Autotrader, customers were no longer calling dealers. They were just shopping on Autotrader.com, then they would show up unannounced at the dealership. Once Autotrader’s comments took hold, other lead and website providers went down the same path, instead of learning about today’s customer’s and how they shop.  Basically, they took the path of least resistance.

So, is it true that customers no longer fill-out form submissions on automotive websites?  I would say nothing could be further from the truth. Based on the past five years of data I have from working with Toyota, I have seen the exact opposite. Conversions have increased! Customers will still submit forms, and they are still calling the dealership.  Conversions really do matter and below are a few keys to customer engagement:
 

  • Have the right calls to actions on your website and VDPs.

 

  • Use automation to reply to customer’s requests immediately. Customers want immediate gratification and dealerships who respond quickly will often win the business or, at the very least, have the edge over the competition.

 

  1. Analytics: Google Analytics is perhaps the most confusing tool in the industry. For years the “experts” spoke about Time On Site, Bounce Rate, Impressions and more. However, they failed to consider how mobile device usage was affecting the data.

Guess what? Mobile has changed the game 100% when dealing with Google Analytics. Many companies are still talking about and selling Bounce Rate, or how many pages a consumer visited on a dealer’s website. As mobile usage has made double-digit climbs year in and year out, this is no longer relevant data.
It is hard to believe that companies are still making dealers swallow this dated information, as we are approaching over five years of irrelevancy. Case in point:  When a customer visits a dealer’s website on a mobile device and hits the click-to-call button, Google will report this as a 100% Bounce Rate for that visit, as the customer was on and off the website in a matter of seconds. This is entirely wrong information! The customer converted to a lead in just a few seconds. However, Google does not report it accurately. Instead, they label this customer as one who bounced. Bounce Rate does not matter in today’s digital landscape.
The exact same principle applies to Time On Site data. In the above example, the customer was on the website for three seconds and actually converted into a lead.
Most dealers are still wasting time analyzing and looking for the longer visits, assuming a three second visit was nothing but a bounce. When you compare that to a customer who is on a website for six minutes without converting, I will take the mobile customer who converted in three seconds all day long!
This brings me to my final point. Dealers set up Google Analytics on their dealership’s website 5-10 years ago. It is not set up for today’s metrics. Dealers can log-in to Google Analytics and see Bounce Rate, Time On Site, Pages per Visit and more, but this is all outdated information that no longer matters.
In today’s society of mobile-first usage, it is vital to focus on the correct data. This includes metrics on how many VDPs were visited, how many times the click-to call-button was used, and how many times a customer scrolled through photos of an actual vehicle. These data points indicate a very interested customer and are much more relevant than the outdated metrics that dealers are still relying on to make decisions, and that vendors reference as proof of performance.
As we go into NADA and the full conference season, consider this information when deciding where to invest your time. Make it a priority to visit your current vendors and ask them to show you these particular data points. Having full knowledge of and using modern data metrics that make sense will give you a more accurate benchmark, and you can see whether your website is actually performing – or whether the data being fed to you is all hot air. Good luck!