13th November 2024
NEC Birmingham

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2018 Best Practice Seminars

Free-to-attend seminars for dealer principals, marketing, finance, sales and aftersales management. Stay tuned to find out the 2019 best practice session topics.

The 2018 best practice sessions were specially devised with AM’s industry partners to provide senior decision-makers, managers and operational executives in automotive retail businesses with additional insights to help with forward planning. The sessions were direct, highly informative and hard-hitting with tangible advice and tips designed to be readily implemented on return to the business.

Please note: Best practice seminars are reserved for car retailers and vehicle manufacturers


How video has evolved the vehicle sales process

Alistair Horsburgh, CEO, CitNOW

Drawing on CitNOW’s data, this session identified what customers do after watching a video, the wider customer experience of the new and used car purchase process and the part played by digital communications, particularly video. Now a prominent part in the omni-channel world of automotive retail, video has changed the car buying and owning process and will continue to evolve this space. In addition, CitNOW revealed findings from latest consumer research undertaken in 2018.

  • Findings from latest consumer research on attitutes to video
  • The growing prominence of video in retailer communications
  • The part played by video in making purchase decisions

‘Go with the numbers’ - why your dealership can’t ignore social media any more

Jeremy Evans, Managing Director, Marketing Delivery

Examining the numbers behind the social media phenomenon, Jeremy Evans of Marketing Delivery showed how Facebook advertising is an essential part of the dealer marketing plan. In this masterclass Evans showcased some of the methods and tools used to reach an ever-increasing number of consumers. With real-world examples of campaigns and content that have driven sales, this session showed how to build campaigns that will last.

  • How Facebook advertising can help generate enquiries
  • Campaign content that has delivered results
  • Exploring social media marketing success stories

Raving fans drive stock turn - Improving customer satisfaction results to increase sales

Neil Addley, Managing Director, JudgeService

Today's customers are sharers and truth seekers. They do research before they buy and when they can, they will tell the world about the critical micro moments of their purchasing journey.

Data analysed from hundreds of thousands of surveys gathered from more than 1,000 British car dealerships reveals there is a direct relashionship between a site's customer satisfaction rating and stock turn, and the numbers are quite astounding. JudgeService can reveal that dealership ratings makes a significant difference on stock turn.

  • How customer reviews influence purchase decisions 
  • Capturing reviews from critical micro moments of a buyer's journey build online reputation
  • Using feedback to take business action to improve customer satisfaction

Preparing to deliver online vehicle sales

James Tew, CEO, iVendi

With increased confidence from consumers in transacting big ticket items online, dealers and manufacturers are both investigating and investing in ways to deliver an end-to-end online purchase solution. Tew drew on iVendi’s recent Report on Online Motor Retailing which explored the attitudes of consumers, dealers and manufacturers to online motor retailing. With the overarching message that online motor retail is set to grow, this session explored some of the changes and challenges likely to occur.

  • Latest report detailing consumer and industry attitudes to online retailing 
  • Discussing the challenges of retailing vehicles online 
  • Addressing the complexities of end-to-end online retailing 

Using data to build a high-performance sales culture

David Boyce, Managing Director, enquiryMAX

This session explored how data can be used to help build a high-performance sales culture, how simple changes can make a big difference to sales conversion and why each lead should be treated with the highest priority. Sales data should be used every day and at every customer interaction. It can enable better cross-selling from the service department to the sales team to create a low cost and efficient route to generating business.

  • Explore how data helps drive sales
  • Understand how data can improve cross-selling across different departments
  • How data can pinpoint the small changes which can make all the difference

Used car market overview and how the top 100 dealers have performed

Anthony Machin, Head of Content, Glass's Guide

Using its award-winning Live Retail Pricing and trusted Trade valuations Glass's provided an overview of 2018 to see how the market has performed. Their unparalleled insights were also used to discuss how the top 100 franchised dealerships have performed against each other in terms of used car sales. In a year when the ‘used car has been king’, who has made the greatest claim for the throne?

  • Found out how the used car market perfomed in 2018
  • Discovered which dealer groups were the best used car performers in 2018
  • Insights into the used car market and best performers to aid strategy

Conversational Commerce: How to Best Connect With More of Today’s Shoppers

Thom Coupar-Evans, UK Sales Director, Contact At Once!

If you want to provide a better consumer experience, you need to cut through the noise in the shopping, buying and after-sales cycles. This session explored how you can do this through conversational commerce—enabling consumers to converse with your company on their own schedule, via familiar messaging apps and using natural language to take action. Many large brands are already taking advantage of conversational commerce, and you can too. Learn how to adapt this approach for the motor industry, helping connect your digital and in-store experiences in one seamless process.

  • Why conversational commerce can help you reach consumers more effectively
  • How other companies have adapted conversational commerce to their benefit (and how you can too)
  • How to take advantage of the latest messaging channels to increase reach and improve your customers' experiences

Daring to be different and lessons from eCommerce

Martin Dew, Digital Solutions Director, Autoweb Design

The website continues to be at the heart of the dealer’s marketing strategy. Harnessing the mass of information generated by your website means dealers can target effectively and increase the likelihood of generating enquiries, which ultimately translates into more sales. From mobile friendly sites to driving web traffic and delivering the right content, this session explored latest developments and website user behaviour to help dealers fine tune their digital strategy.

  • How websites and online consumer behaviour have evolved
  • Capturing and using the information generated from website traffic 
  • Latest developments in web and digital