Unlocking the Keys to Success

In recent years, the automotive retail sector has undergone a transformation that has significantly enhanced the consumer buying journey. Congratulations! One could say we have gone miles and miles in improving the entire buying process. Sales processes have become more streamlined and transparent, marking a substantial shift toward customer-centric business practices. This evolution is a clear indication of the industry's commitment to adapting and meeting the ever-changing demands of consumers. Central to this advancement has been the focus on training and continuously coaching sales personnel in the art of customer service and embracing the digital shift toward online retailing. The result? A smoother, more refined, and efficient buying and selling process that benefits dealerships and customers alike.

Customer Retention Equals Success!

As we celebrate these advancements, a critical question arises: Have we dedicated enough attention to the retention of our hard-earned customers? The automotive industry, urged by manufacturers, industry groups, and consumers, recognizes the undeniable importance of customer retention. Many dealerships have indeed implemented strategies aimed at encouraging repeat business. Yet, is it enough to keep customers coming back?

The reality is that a memorable ownership experience is as important, if not more so, than the initial buying experience. Assuming that all employees inherently know how to handle challenging, difficult customer-service scenarios is a mistake. It's not sufficient to simply advise staff to treat customers as they would their grandparents. What's needed is a comprehensive approach to training, and continuous reinforcement, establishing a culture that prioritizes providing customers with exceptional ownership experiences.

To translate this understanding into actionable, measurable results, here are three strategies dealerships can implement immediately:

1. Enhance Your Value With Customer Retention Programs: Introducing and promoting programs, such as lifetime power train plans, rewards programs, and prepaid maintenance plans can significantly enhance customer perception of value. It's essential for customers to see the substantial benefits these programs offer, visualizing the huge return on a small investment, encouraging them to invest in a long-term relationship with your dealership.
2. Master the Art of Acknowledgement and Communication: Simple gestures of acknowledgment can make a world of difference. A nod or a brief acknowledgment when a customer walks into the service department conveys that you value their presence. Moreover, communication and keeping customers updated on the status of their vehicle during service visits can mitigate frustration and foster a sense of respect and trust.
3. Adopt an "Own It" Mentality: When a customer faces an issue or has a problem, it becomes the dealership's issue, as well. Embracing this mindset and working collaboratively toward a resolution can turn potentially negative experiences into positive, loyalty-building interactions. Acknowledging the problem, actively seeking a resolution, and following up post-service are key steps to ensuring customer satisfaction and keep them coming back, time and time again.

Reflecting on Carl Sewell's 1990’s best-seller, "Customers for Life," we're reminded of the substantial lifetime value of a customer, which he estimated three decades ago to be $517,000. Considering inflation and constant market evolution, that figure would undoubtedly be significantly higher today. This perspective underscores the critical importance of not just attracting customers but investing in retaining them. The cost of acquiring a customer far exceeds that of keeping an existing one, making customer retention not just a strategic imperative but a sound financial decision.

While the automotive industry has made remarkable strides in enhancing the buying experience, it’s imperative that we realize that the journey doesn't end at the point of sale. The true path to success lies in further nurturing and retaining those relationships, turning satisfied customers into lifelong, loyal advocates. It's time for dealerships to invest as much in retention as they do in acquisition, securing their success for years to come.

Rob Miller is a partner of Spectrum Automotive Holdings and vice president of mergers and acquisitions. He founded Cyclone F&I Agency. 

EDITOR’S NOTE: This article was authored and edited according to Auto Dealer Today editorial standards and style. Opinions expressed may not reflect that of the publication.