May 1, 2013

Dealer Frequently Asked Questions

Thanks for your interest in Mojo Motors! We’re the best way for shoppers to find a great used car and the best way for dealers to market their preowned inventory. Take a look below for our most frequently asked questions.

- What makes the Mojo Motors website so great?

- What is responsive design?

- What makes the Mojo Motors remarketing so great?

- Where are all the advertisements?

- How much does Mojo Motors cost?

- Is the 30 day trial really free?

- How is Mojo Motors like the Twitter for used cars?

- Why are VDPs so important?

- What are VDPs?

- What is a Mojo Motors discount voucher?

- How come I haven’t heard of you guys?

- Where does Mojo Motors find shoppers?

- Why do car shoppers like Mojo Motors?

- What else does Mojo Motors offer?

What makes the Mojo Motors website so great?

Mojo Motors is the only car shopping website where people ‘Follow’ cars to get alerts when dealers drop prices, sell cars or add new vehicles to their inventory. Mojo Motors is also the only car shopping website designed with the same responsive technology used by Starbucks, The Boston Globe and Mashable.

What is responsive design?

Responsive design means the Mojo Motors website will automatically fit to your screen size whether you’re shopping on a desktop, tablet or mobile. With 100 million tablet sales expected this year and nearly 40% of car shoppers using mobile to shop on Mojo Motors, responsive design makes the experience seamless so shoppers don’t have to download any apps. You can read why responsive design is the future of web here.

What makes the Mojo Motors remarketing so great?

Car shoppers actually read and click the Mojo Motors remarketing emails. According to Mail Chimp, the eCommerce industry click rate average is 2.3%. Mojo Motors has a variety of remarketing emails with click rates ranging from 9% to 30%. Here are a few of the different remarketing emails we send to members:

Price drops on cars they’re ‘Following’
Car they viewed is sold with similar cars still available
New cars that match their search has been added

We also have highly targeted emails specific to your store’s inventory that are sent when shoppers indicate high value activities like viewing the Carfax report, clicking the map with directions to your store or print a Mojo Motors discount voucher. To get a better idea of how we email car shoppers and keep them engaged with your store, sign up for your own Mojo Motors account and start ‘Following’ cars.

Where are all the advertisements?

Banner ads, spotlighted listings and featured dealerships don’t help car shoppers make a purchase decision. We designed our website to be free of distractions and made it easy for car shoppers to find the information they want most like price, vehicle information and, of course, dealership details.

How much does Mojo Motors cost?

Is the 30 day trial really free?

You bet it is. We aren’t going to charge you anything and there is no commitment.

How is Mojo Motors like the Twitter for used cars?

You know how you ‘Follow’ people on Twitter for news and updates? Shoppers ‘Follow’ cars on Mojo Motors for alerts when you drop prices, sell cars or add new vehicles to your inventory.

Why are VDPs so important?

Less shoppers submit leads now than ever before because all the information they need is online. Increasing awareness on your store’s VDPs will increase sales. Here are some articles and resources why VDPs are more important than leads.

Calculate the real cost and ROI of leads

VDP views drive sales, not leads

Classified sites are a must to sell used vehicles

What are VDPs?

VDPs are vehicle detail pages where shoppers can find all the information about a particular car at your store. They can see your store’s address, phone number and send you an email to your CRM. Shopper’s can also see a vehicle’s price, price history, Carfax report, details about engine type, interior color, etc and print out a Mojo discount voucher.

What is a Mojo Motors discount voucher?

If your store decides to offer a discount to Mojo members (which we do recommend), they’re more likely to show you a Mojo Motors discount voucher. This allows a customer to get the price they saw online for a particular car effectively reducing the stress of haggling for both you and the buyer.

How come I haven’t heard of you guys?

Car shoppers have heard of us because we target them where they shop and browse the web. Unless you’re actively shopping for a used car online, you won’t come across Mojo Motors. But the next time a customer walks into your store, ask them if they’ve used Mojo Motors while they’ve been shopping online.

Where does Mojo Motors find shoppers?

We use classified sites like Craigslist and SEO/SEM strategies to pull in shoppers from Yahoo! Search, Bing or Google. We also use re-targeting ads and attract shoppers from social media sites like Facebook or Twitter. Take a look at our social media profiles:

Why do car shoppers like Mojo Motors?

It’s simple, shoppers like us because there isn’t a learning curve or barriers to entry. Our emails are relevant for their car search and we don’t have ads and we don’t send spam. Read our testimonials here.

Plus, ‘Following’ cars on Mojo Motors makes it easier to keep track of price changes, the same way Facebook makes it easy to keep track of friends or Twitter makes it easy to keep track of news.

What else does Mojo Motors offer?

There is mobile-optimized dealer dashboard where all of your high value activities and ‘Follows’ are tracked. Read more about our dealer dashboard here. We also have great resources for managers on our blog with advice and data on how run more efficient stores. Read the latest articles here.

Can’t find the answer you’re looking for? Drop us a line at 877-808-6656 or by email.

Apr 30, 2013

4 steps to an amazing service department

The car is sold and your customer has been showing off their new ride to friends. They brag about the dealership and the deal, because who doesn’t brag about the deal? Then the time comes for them to bring the car in to be serviced. This is a key moment in which the customer will decide whether or not to return to your dealership for continued service as well as whether or not they want to look to you for their next car purchase. In order to retain the customer and their business, you’ll want to make the process as smooth and seamless as possible.

It requires a bit of teamwork from both your sales and service departments. The salesperson should set up the date and time for the customer’s first service appointment so the salesperson can introduce the customer to the service writer. This also allows the salesperson to connect with the customer again which can result in future business and referrals. The rest of the experience is up to the service department so here are four easy tips for making it a good one. [keep reading]

Apr 29, 2013

Used cars with largest price drops

I already discussed the pattern of car price drops based on month, if you missed it, read it here. Articles like that can be very useful for shoppers, but may be missing a needed level of granularity. One such item would have been a breakdown of price drops on a vehicle based on specific models.

For example, wouldn’t it be helpful for people looking to buy a used Chevrolet Suburban to know that it drops about 3% in price before being bought or for people looking to buy a Hyundai Genesis that drops 6%? The information in this post should offer better insight on how cars drop in price depending on their model. The average car on Mojo Motors drops more than $800 before being sold, but this number varies model-to-model. [keep reading]

Apr 29, 2013

The Monday Grind

Fashion designer Ralph Lauren made history when he bought the Bugatti Type 57SC Atlantic at auction for over $30m. Story here.

- NASCAR pit crew members arrested after Nationwide fight

- Dealerships and party stores look to the government for helium

- People who don’t pay their bills buy these cars most

Apr 26, 2013

Putting it into park: Weekend Linkage

Pictured below is a 1974 Ford Bronco, one of the eight retro collectible SUVs.

- Lessons behind Fisker Auto’s failure from Atlantic Wire

- People aren’t buying cheap cars because they don’t drive sticks

- Motorcycle fatalities are on the rise

Apr 26, 2013

Is Carfax hurting consumers and dealers?

Carfax is under fire from both the media and car dealerships. In March, ABC’s 20/20 “investigation revealed dozens of used cars with clean Carfaxes — even though the cars had been in accidents, and others had frame damage.” Then Automotive News reported 120 dealerships have teamed up to sue Carfax for $50 million citing the website of having a monopoly on vehicle history reports.

Paul Nadjarian, Founder and CEO of Mojo Motors had this to say about the lawsuit:

The best result for cars shoppers is to have easy and quick access to as much information as possible. Most dealers either use Carfax or AutoCheck. However, the exclusive deals Carfax has struck with third party website and certified programs does not allow dealers that use AutoCheck to provide history reports to cars shoppers on those sites – this is just plain wrong. This hurts customer and dealers. If a dealer has already purchased a vehicle history report, regardless if it is Carfax or AutoCheck, cars shoppers who find the dealer’s vehicle online should have access to the report. This is the best result for the customer and the dealer.

[keep reading]

Apr 23, 2013

Most ‘Followed’ cars in your state

When you first click over to Mojo Motors, you see the most ‘Followed’ cars on the website. Think of ‘Follow’ as a popularity meter because the more ‘Followers,’ the more local shoppers want to know when the price drops and/or something like it is added to the website.

If you’re not familiar with ‘Following,’ here’s a quick lesson – when a shopper ‘Follows’ a car, they’re automatically set up for alerts when the price drops or it is sold. For a longer lesson, click here or to see what’s trending near you, or keep reading and click on your state below. [keep reading]

Apr 22, 2013

Five things to do after making a sale

Oftentimes, the sale of a car signals the end of our relationship with that customer. Once the customer drives off our lot, we worry about bothering them. After all, they got the car, we got the sale…what more could we want?

Our hesitation to follow up most likely stems from not having a solid follow up procedure in place for our sales people. They don’t know when to make calls, what to say or how often to followup. Following up can be a huge opportunity to build a relationship, bump up referral business, create repeat customers in your service department and on your sales lot.

Five things to do after the sale:

Call the day after. Thank them for their business and ask if they are enjoying the car or if they have any questions about the vehicle. Most of the time, the customer has so much on their mind during the sell that they forget a lot of the information you gave them.
Write a thank you card. Put some thought into it and make it personal! I’ve seen salespeople take a photo of the car the day the customer bought it and used that as a thank you card. Don’t forget to include your business card as well.
Call 14 days after. Ask if they have any questions regarding the features of the car. This shows them that you are there for them even after the sale.
Call 30 days after. This is a good time to talk about your service department and offer to setup a service appointment for them. In addition, you can ask them the name of someone in the market for a vehicle.
Create a customer appreciation event. Establishing a relationship between you, your sales staff and your customers. Events also give the sales team a reason to call their customers and check-in.

At my dealerships, I liked to organize what I called Family Cookout. I let my sales staff know the date we would throw a cookout on the lot and tell them to invite their sold customers. Organizing an event falls into the lap of the owners and managers, but these events are important tools for salespeople to properly follow-up after the sale with customers.

Customer appreciation events and calls after the sale are the beginning of creating a followup up procedure for your sales teams. As a result, you’ll find a growing loyal customer base who will come back to your dealership time and time again because of the investment you’ve made into them and the sales team.

Written by Bryan Jennings
Photo credits: Syracuse Alumni Rowing, Reluctant Gourmet

Apr 22, 2013