The Dealer's View

Neil Robins

General Sales Manager, Swindon

“C it Now is a very valuable tool, it's something we use a lot here in Swindon and it generates sales. With the customers that view a car via C It Now, I would like to think we convert 50% or better. I would expect to do a demo at least once a day and over the week I would probably get at least 3 sales from it”.

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C It Now Case Study: The Car Shop

Background

In October 2010, with The Car Shop’s permission we tracked sales conversion from every live video demo given to a customer. In total, 113 live demos were undertaken. From this, the number of customers that purchased the car as a direct result of seeing their car via C It Now was 66 - a 58% conversion rate.

CSI scores

After each demo, the customer is asked 4 simple questions. Voluntary completion rate is 7% and the average score given when asked “How satisfied were you with the demonstration you received from The Car Shop today” is 9 out of 10. In addition, 100% of those who completed the survey said “Yes” when asked if they would recommend the service.

Impact on Sales People

Sales people at The Car Shop have really bought into the benefit of C It Now. You can see how valuable Neil Robins and his team find the tool when you read his quote on the right!

The Results:

The 58% sales conversion means the return on investment for C It Now is a few weeks. When C It Now is integral to the sales process, the business of selling a car compresses the time needed to complete a sale. The average length of a demo is 11 minutes and these demonstrations can take place during the week when customer footfall is low. More deposits are taken, no show ratios are reduced and weekends can be used for concluding more business.