Training

November 19, 2008

Training and Resources

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Digital & Non-Traditional Lead Management FordStar

The Digital and Non-Traditional Lead Management are series of broadcasts to be held on a monthly basis. Dealers are encouraged to tune in to this broadcast which will provide an overview of on-line and off-line tools to help sell more cars and trucks by addressing the key subjects below:

	ConsumerTRAC
	SalesPoint
	Dealer Connection
	Other Resources (e.g. Web-based training)
	Metrics

Time will be made available to offer feedback on the broadcast, including potential future broadcast topics and live Q&A.

Please feel free to submit questions in advance to dmitch52@ford.com

Second Wednesday of Every Month

3:00-4:00 PM (ET)

Channel 17, Host 24

Ford/Lincoln Mercury Video on Demand menu here

http://www.forddirect-dealerconnection.com

Training to customize DealerConnection Website

http://salespoint.dealerconnection.com/training.htm

Salespoint V10 Training

FordDirect Dealer News Click HERE

Referral Contact Service

Click HERE for more information

	FordDirect enhanced our new vehicle service in 2007 with the Referral Contact Service to drive even more sales to you.
	Dealers enrolled in New Vehicle Marketing Services automatically receive the Referral Contact Service free of charge.
	Customers who submit an Internet referral through FordDirect.com or our affiliate websites are called by the eLEAD Call Center.
	The eLEAD Call Center attempts to schedule a sales appointment on behalf of the dealership.
	Prospects who require immediate attention and do not schedule an appointment are faxed as a "Hot Lead" to the dealership.

eLEAD Call Center Facts & Advantages

	eLEAD owned and operated in Georgia
	Automobile Dealer calls ONLY!
	Over 3 million calls per month
	400+ Operators – bilingual included
	National “Do Not Call” compliant
	Data cleansing – NCOA and Telematch
	State-of-the-Art Predictive Dialer promotes a higher contact ratio
	Up to 8 Call attempts per name
	All calls recorded for quality – held for 10 days
	Complements a dealership’s existing processes and/or BDC

In-Dealership Lead Management Training and Expanded Digital Marketing Consultant (DMC) Program for 2008

In-Dealership Lead Management Training – Continues in 2008! We will subsidize a total of 250 dealerships, totaling 500 In-Dealership training days in 2008. Due to limited availability, these training days will only be available to a dealer who has not taken our In-Dealership Lead Management training during the prior two years, and will be distributed on a first come, first served basis. Today, in-dealership training costs well over $2000/day to support, and with the Ford subsidy, the training will be available to dealerships at only $935 per day, including travel. If you could benefit from this training, Enrollment forms will be posted on FMCdealer by February 1, 2008, and will be located within the Lead Management Home Portal under Training.

Digital Marketing Consultant (DMC) Program – Expanded for 2008! We have expanded the Digital Marketing Consultant program, and have targeted them to visit over 3000 dealerships in 2008. During every dealership visit, these consultants will assist you with your internet business by executing a detailed checklist and action plan with you and your management team. If you have any questions or would like to insure that your dealership is visited, please email the Digital Marketing Consultant for your region, referenced on the left of this page.

Lead Response Time Reports and your Alternative Lead Management Software:

Dealers who have enrolled with an Alternative Lead Management (ALM) Tool to manage their Internet leads can now have access to their Lead Response Time reports on FMCDealer. If you are currently utilizing a ALM please complete the following steps listed below:

Step one: Enter the DPES system by clicking HERE or copy and paste this URL:

https://www.dpes.dealerconnection.com/default_dlr.asp

Step two: Click on Packaged Programs

Step three: Click on Alternative Lead Management - Update

Step four: Click the "I Accept" check box

Alternative Lead Management will instruct Ford Motor Company (FMC) to post leads to an alternative lead management tool. Today, all Ford or Lincoln Mercury leads are posted to SalesPoint.

Lead Response Time (LRT) is defined as the time from when a sales lead is received at a dealership to the time a First Quality Response (FQR) is sent to the customer. An FQR is a personalized (non-auto response) e-mail. Ford Motor Company has found that there is a direct correlation between LRT and close rate. As a result of this research, the Ford Lead Response Time (LRT) initiative was developed to help raise awareness and ultimately increase sales.

The most important response to an internet lead is an FQR e-mail response back to the client making the inquiry. If you enroll in this program, your certified lead management tool will report the appropriate time back to Ford after you follow up on a sales lead. Ford collects this data in order to provides reporting on LRT and CKS sales matches to its dealerships through FMC Dealer. The goal is to help improve internet lead response times and increase sales as a result.

The data fields required by Ford to provide dealers LRT data are listed below:

Dealer's P&A Code Lead Source (i.e. FordDirect) Model Year (i.e. 2008) Lead Receipt Time Make (i.e. Ford) Lead Response Time Model (i.e. F150) LRT Activity Type (i.e. e-mail)

New

Web Based Training Modules

4036W ILM: Business Case & Fundamentals

This course shows you why Internet lead management is worth your time and provides you with help to get started on improvement efforts right away.

4037W ILM: How to Manage Internet Leads

This course provides steps and tips for receiving and converting Internet leads into sales. Whether you have been handling leads for two days or five years, this course can help you increase sales.

4038W ILM: Interpreting & Using eBusiness Metrics Report

It has been proven that dealers who regularly use data to guide and focus their lead management efforts have higher close rates. The purpose of this course is to help you interpret and use the eBusiness metrics reports to help you manage your lead management efforts. This course will teach you how to get the most out of the data available to you.

4039W ILM: Tools and Resources to Increase Close Rates

In order to improve your close rates, you must know where to look for help. This course will increase your knowledge and skills in finding the appropriate tools and resources for improving your lead management performance. These resources will also help improve your use of the Five Key Drivers, which when used have been proven to result in a four times higher close rate.

4040W ILM: Email Tips and Compliance

This course will show you how to increase your Internet sales by improving how you respond to leads. To get the most out of this course, you should have already completed How to Manage Internet Leads (Course 4037W).

4041W ILM: Applying the Five Key Drivers

To allow learners to practice responding to a lead and go through the entire lead management process.

Click this link to access the

Lead Management Home Portal* then training

*FMCDealer log-in Required

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