- Fixed a bug with accessing reporting, hitting refresh and refining your report from within the iPad App.
- We’ve added an option to restrict the Lead Dashboard to show only the ‘First 100’ leads returned by the filters. If your experiencing slow performance this option will help speed up the Dashboard for you. Contact firstname.lastname@example.org to enable this role.
- Added the VIN and Chassis fields to the Listing screen for the Motor Home/Caravan Listing Type.
- Changed references to ‘Toyota Certified Imports’ to ‘Toyota Certified’.
- Added a new Assistance Request Status for ATECO called ‘Conditional’.
- Fixed a bug in the Vehicle Appraisal Dashboard where the date range filter was not picking up the right records within the selected date range under certain circumstances.
- When a lead is ‘Closed – Won’ AutoPlay will now automatically mark the lead as ‘Sold’ as well – making it easier to understand in reporting.
- Tidied up error messages displayed when the device has no internet connection.
- The iOS Apps will now allow users to edit Accessories on a Write Up Form, or Reconditioning Items on an Appraisal Form after the initial form has been created (Note – this brings it into line with the current Desktop application).
- On the iPhone app it is now possible to edit the Notes field within the Test Drive or Loan Car Forms.
- Assorted improvements to In-Market Leads functionality. View a full breakdown of this function HERE;
- After selecting ‘Ignore’ on a matching In-Market Lead, the app no longer automatically closes the window displaying all your possible matches.
- In-Market Leads – we can now stop this function from running on selected yards by removing the yards from the ‘In Market Leads’ role settings.
- Changes to “Brochureware” yard listings no longer appear in the In-Market Leads dashboard. Leads with “brochureware” listings will still be matched against new listings/price decreases if the criteria matches.
- When an In-Market Lead is triggered by a Price Decrease, the previous price will now be displayed on the matching In-Market Leads record.
- Within the in-Market Lead matching screen the lead Yard is now displayed.
- When an In-Market Lead is triggered by a Price Decrease, there is now a separate option to ‘Schedule Follow Up’ on leads with this exact vehicle against them.
- After adding a New Listing as the Primary or Secondary Listing on a matching In-Market Lead, a calendar event is automatically created for today +24 hours so users will know to follow up with the customer about the new listing.
- After actioning a matching In-Market Lead by adding the listing or scheduling follow up, the user will be automatically taken to the relevant Lead within the Dashboard – instead of having to manually search for the lead they were just working on.
- Added a new filter on the In-Market Leads dashboard to restrict the visible leads via Interest (Hot, Warm and Cold)
- Made considerable improvements to the speed that matching In-Market Leads are displayed – particularly on Desktop.
Version 18.3 is now out and includes a number of improvements to existing AutoPlay features.
Australian dealerships are now able to run vehicle lookups through MotorWeb within the Appraisal screen in the AutoPlay Sales Pipeline. Vehicle look ups cost $0.64AUD + GST for each successful lookup, which populates some vehicle fields on the Appraisal Form. To find out more about this function you can view the How To Guide HERE. To sign up for this function please email email@example.com
At AutoPlay we frequently get asked what is best practice - both when it comes to using the AutoPlay suite of products and also in the broader sense of managing leads. In response to this we've come up with a couple of flow charts that sum up how we believe a lead should be managed from start to finish.
Click on the image below to open a PDF file.
If you would like to talk to AutoPlay on what we believe Sales People and Sales Managers should be doing on a Daily, Weekly or Monthly basis please contact us on (+64) 9 361 1505. We have other Best Practice Guides that cover these topics and are available upon request for AutoPlay customers.
If you have any questions about these best practice documents, or would like to organise training in your dealership please contact firstname.lastname@example.org to arrange.
Despite dealership websites overtaking Trade Me as the number one source of Leads, Test Drives and Sales – Trade Me is still NZ’s number one third party listing site and accounts for a reasonable portion of a dealerships online leads.
The AutoPlay Support Team frequently gets calls from dealerships confused about why their listings have not made it to Trade Me. Below is a quick checklist of things you need to know to make sure your listings get on to Trade Me first time, every time.
· The listing must have a Year, Make, Model, Price, Transmission and Body Type
· The listing Transmission and Body Type need to match Trade Me’s list of pre-defined options. Trade Me do have a mapping table to map different Transmission or Body Types, but the further from their defined list the higher chance your listing will be frozen
· The listing Make and Model must match Trade Me’s list of Makes and Models – if your Model doesn’t exist then you need to contact Trade Me to request it is added
· The listing Body Type selected must match the Make/Model – you cannot load a Hilux as a Hatchback
· The listing requires 1 of Chassis, VIN or Rego
· The listing must not reuse a stock number
· The listing Odometer cannot go backwards
· The listing cannot contain special HTML characters
· The listing cannot have any contact info/url’s etc anywhere within the listing – this includes on the images
· The listing must have at least 1 image
· If using Trade Me Super Feature the listing must have at least 3 photos
Follow these basic rules and you should find all your listings make it on to Trade Me at the first attempt and don’t get frozen. If any of these rules are not followed it can cause delays with the listing making it to be live on the site, as Trade Me staff will need to get involved to review the listing.
AutoPlay offer a full range of Data Management services including populating stock pages on your website and exporting to third party portals. If you have any questions about AutoPlay’s data management services contact us on +64 (09) 361 1505.
July 2018 was a fairly strong month of results. Despite the volume of Leads loaded by AutoPlay customers increasing by only 0.2%, Test Drives increased by 6.9% from June 2018, and Sales increased by 15.1% - building on months of increases in the volume of Leads and Test Drives being captured by AutoPlay customers.
‘Web – Dealer’ remains the number one source of Leads and increased slightly by 1.0% from June to July 2018. After a significant increase in the number of ‘Brand’ Leads in June (likely due to Fieldays and other events), July saw ‘Web – Classified’ increase by 14.2% - leapfrogging Leads from ‘Brand’ sources which decreased by 25.8% from the previous month.
As with Leads, the ‘Web – Dealer’ source remained the number one source of Test Drives despite falling by 3.2% from June. ‘Direct’ and ‘Brand’ remained the next most common source of Test Drives and increased by 7.7% and 7.9% respectively.
Dealerships websites continue to go from strength to strength, with the source ‘Web – Dealer’ increasing by a further 12.2% from June to July. In July Sales from ‘Brand’ generated leads dropped out of the top 3 altogether, and ‘Web – Classified’ sales fell to number 3 despite increasing by 12.7% from the previous month. The reason for this was due to Sales attributed to the ‘Repeat’ source increased by 26.5% from June to July.
Make sure to check in next month to find out the top sources of Leads, Test Drives and Sales for dealerships in August. Lead Source reports are just one of the reports available to dealerships and OEM’s who use AutoPlay Sales Pipeline. To find out more about the range of reports available via AutoPlay contact us on email@example.com or +64 9 361 1505.
Over the past 12 months you might have noticed our Dealer Solutions Manager Jackie Hingston in your dealership as we’ve made a concerted effort to get around and visit all our customers. As part of Jackie’s visit she was conducting a review of each dealerships strengths and weaknesses. However, the good news is that you don’t need to wait until AutoPlay visits you in order to conduct your own self review.
If you feel like your dealership is below average at utilising the AutoPlay Sales Pipeline then the areas to focus on that will provide you with the most improvement are;
· Tell us what you did (i.e load leads and update the Progress)
· Tell us what you are going to do (i.e use the Calendar)
You can measure the number of leads loaded by each salesperson by using the Lead Summary and Conversion or Daily Activity Reports. Simply open the report, select your date range and open the salesperson section to have the report display by salesperson.
The Sales Pipeline Report will give you a breakdown of whether your dealership is progressing the leads being loaded. The goal is to ensure that there is not a disproportionate amount of leads sitting at Awaiting Action, and also allows the dealership to identify areas where the leads are stalling through the road-to-a-sale.
The Morning Meeting Report can be used in order to report back on how well the sales team are using the calendar. It will give managers an instant view of how many calendar events each salesperson has created for the day, and how many are complete.
Once you’ve mastered Level 1, it’s time to advance to Level 2. Whilst Level 1 focuses on simply what you’ve done and what you are going to do, Level 2 ups the game. If you can achieve mastery of Level 2 you will be a competent user of AutoPlay Sales Pipeline;
· Are you using the Test Drive Forms AND making sure to mark your Test Drives as DONE when the customer finishes the Test Drive?
· Are you using the Appraisal Form and benefitting from the MotorWeb/MotorCentral/CarJam integration?
· Are you using the Calendar effectively to minimise the amount of leads falling into Overdue or Stalled?
· Are you using the Morning Meeting Report to help with your daily one-on-ones with the sales team?
· Are you using the Sales Pipeline Report to identify the areas in the road to a sale where your leads are stalling?
· Are you using the Lead Summary and Conversion Report to determine your conversion to Test Drive and Sales?
If you can answer yes to all the questions in Level 1 & Level 2 then congrats – you are more than likely using the Sales Pipeline effectively. That said, it’s time to take it to the next level;
· Do you enter salesperson Lead, Test Drive and Sales targets and measure against this month and last month using the Daily Activity Performance Report?
· Do you enter Lead Source and Lead Campaign costs to measure ROI in the Lead Source and Marketing ROI reports within AutoPlay reporting?
· Have you compared the number of leads at Awaiting Action to your normal Test Drive and Sales conversion figures to determine how much money is sitting in your captured data?
· Do you take advantage of Live Leads to target the captured leads you have yet to sell to? Live Leads allows you to build an audience based on your previously captured leads, and automatically schedule follow up based on their interaction with your email.
· Have you got into In Market Leads yet? In Market Leads is a great way to immediately link potential interested buyers when the dealership loads new listings or lowers the price of existing listings.
We’ve worked hard to make sure the AutoPlay Sales Pipeline is easy to use and intuitive, and we’re proud that many users can pick up the software and with a minimum of assistance start managing their leads via the Dashboard. That said we understand that the primary job of a salesperson is to sell cars, not learn software. From time-to-time it can be beneficial for sales people to have a refresher on AutoPlay. We offer a number of options for new staff or refreshers
AutoPlay Academy (Free of charge to AutoPlay customers)
The AutoPlay Academy is AutoPlay’s e-learning module and covers use of the Sales Pipeline on Desktop, iPad and iPhone. Each series is made up of a range of courses designed to help you get the most out of the Sales Pipeline. Click on the link below to find out more and get started with AutoPlay Academy
Skype ($250 + GST per 4 hours)
Everyone learns in different ways, and sometimes it might be more appropriate to be walked through the AutoPlay Sales Pipeline via Skype. Skype sessions last up to 4 hours and cost $250 + GST. With Skype sessions you can tailor the agenda to suit your dealerships requirements or have one of our trainers recommend training based on the strengths and weaknesses of your sales team. Skype sessions can be one on one, or for multiple salespeople at once.
Face-to-face Training ($1,000 + GST for full days training in dealership + expenses/flights/accommodation if applicable)
For those that prefer face-to-face training AutoPlay can spend the day at your dealership (exact hours dependent on availability of flights). Typically, it’s a good idea to divide the day into 2 sessions to ensure there are always salespeople available on the sales floor. This also ensures smaller sessions which result in more hands-on attention, and more willingness to get involved. AutoPlay Sales Pipeline training is hands on and is perfect for both new salespeople and as refreshers for existing salespeople. As with Skype training, dealerships can tailor their own specialised training or let AutoPlay’s experienced trainers recommend best practice.
“Just wanting to pass on my appreciation for your efforts today at our dealership. You gave me a couple of really helpful things that we will be able to utilise going forward. Thanks again, look forward to your next visit”
Spending time with AutoPlay staff members can yield great results. At AutoPlay we don’t just want you to pay for our product. We want to help dealerships connect buyers and sellers and we firmly believe that if your dealership takes advantage of the functionality available within the Sales Pipeline, you’ll improve accuracy, efficiency and transparency throughout the dealership.
To book training with AutoPlay or enrol in the AutoPlay Academy contact firstname.lastname@example.org with your request.
At AutoPlay we've always been all about integration. Wherever possible we've looked to integrate our AutoPlay Sales Pipeline with other 3rd Party systems such as DMS and CRM systems, through to vehicle checks via MotorWeb, CarJam and Motorcentral.
Provident Insurance are 100% kiwi owned and driven - just like AutoPlay. So when the opportunity came up for AutoPlay to integrate with Provident Insurance it proved to be a no brainer. For mutual customers that use Provident Insurance as their insurance provider, salespeople are able to tap a button to easily push info across to the Provident Insurance system - jump starting the Insurance Application process.
Once complete, salespeople can jump into the Provident Insurance system without having to retype all the customer or vehicle information already captured in AutoPlay. From there, it's a simple case of completing any information required by Provident that is not able to be supplied via AutoPlay in order to finish the insurance application.
How do I get started?
1. If you are already a customer and want to take advantage of this feature then the first step is to contact AutoPlay via email@example.com to request set up. The purpose of this email is to give AutoPlay written permission to send customer and lead data to Provident Insurance.
2. Once we have permission, AutoPlay will contact Provident Insurance and request your unique Provident ID Number.
3. Once supplied by Provident, AutoPlay will set up API access using your unique ID as the key to send data from AutoPlay Sales Pipeline to Provident Insurance.
4. Once the export record is set up as per (3), the Provident Insurance option will be visible within the FINANCE & INSURANCE button.
5. Once the button is visible when you wish to start a new Insurance application with Provident Insurance just open the lead with the customer who wishes to apply and click Finance & Insurance>Provident Insurance.
VIEW SAMPLE FILE
The weather may have taken a turn for the worse recently, but Lead, Test Drive and Sales activity remains buoyant. Following a strong May, June 2018 saw the number of Leads generated increase by 6.2%, Test Drives increase by 5.9% and Sales by 1.2%.
For the second consecutive month the number of leads from the ‘Web – Dealer’ source decreased – by 1.2% from May to June. As expected with Fieldays activity we experienced a 30.8% increase in the number of leads generated to dealers by their ‘Brand’. After a significant increase in leads from ‘Web Classified’ sources last month, this source again accounted for the 3rd most leads and increased by 5.7% from May to June 2018.
After the volume of Test Drives from the ‘Web – Dealer’ source decreased in May, the source rebounded to increase by 17.3% from month to month. Test Drives attributed to the ‘Direct’ source again occupied second spot and increased by 7.8% from May to June. Test Drives from ‘Brand’ generated leads did increase – by 4.9% - but perhaps less than expected from the higher volume of Fieldays leads. This potentially means that Fieldays activity has been a bit slow to translate to Test Drives, and potentially means we may see a proportionate increase in Test Drives from the ‘Brand’ source in future months.
In June 2018 there was a change in the status quo for Sales tracking. Whilst ‘Web – Dealer’ retained the top spot and increased by 8.9% from May to June 2018. However, whilst in May ‘Repeat’ and ‘Direct’ accounted for the 2nd and 3rd most Sales by source, these sources were overtaken by ‘Web Classified’ (up 27.4% from May 2018) and ‘Brand’ (up 32.9%) respectively.
Make sure to check in next month to find out the top sources of Leads, Test Drives and Sales for kiwi dealers in July. Lead Source reports are just one of the reports available to dealerships and OEM’s who use AutoPlay Sales Pipeline. To find out more about the range of reports available via AutoPlay contact us on firstname.lastname@example.org or +64 9 361 1505.
Events play an important role for many marketers. According to Lead Liaison (another overseas company in this space), 58% of marketers have used an event lead management solution or lead capture tool at a live event. Despite this only 34% of marketers use new referrals, quality of leads and sales closure to measure event ROI (Marketing Charts 2013).
In addition, over 80% of marketers cannot quantify the data they collect during events, yet 46% of marketers view generating leads as the main reason to attend events and trade shows. Most damningly of all, some sources suggest 75% of all leads are never followed up with after an exhibition.
When you consider that some exhibitors are using paper forms to capture their potential leads at events these figures start to make sense. Inevitably it’s a lot of work to type out all the details on the form into a spreadsheet, and then distribute that spreadsheet out to their dealer network – not to mention chase up individual dealers and salespeople to see where they got to following up their leads.
In the last few years AutoPlay has been working with a number of brands to improve the efficiency of their lead capture at various events, and more importantly making their follow up considerably easier. There are several approaches on how AutoPlay can be utilised at events to help capture more leads;
1. “Cold walk ins, light touch approach”
Collect leads via a very simple web form that feeds leads into your Sales Pipeline Dashboard
+ Can design your own custom form especially for this event – making it as simple as you need it to be
+ Web form is a one-way push to Sales Pipeline and as such can work much better when internet is patchy
+ Don’t need the Sales Pipeline on-site. Can access the web form on any device that has an internet connection
- Doesn’t allow for any customer lookup – meaning there is no opportunity to prequalify event attendees
- Cannot link a database to pre-event marketing activity
2. “Pre-qualified, integrated marketing approach”
In conjunction with marketing activity prior to the event you can pre-qualify leads that are likely to attend the event. These leads can be sent from a CRM to AutoPlay Sales Pipeline – allowing salespeople to lookup pre-qualified leads during the event.
+ Ties in with pre-event marketing to ensure ROI tracking is linked from start to finish
+ Pre-qualified customers are further down the decision channel and this streamlines the experience during the event
+ Minimises chances of duplicate customers or duplicate leads
+ Enables salespeople to use built in tools such as database lookups, business card and drivers licence scanning
- Looking up a database of thousands of leads can require a reliable internet connection – something that is not always guaranteed at events and trade shows
- More pre-event work required to pre-qualify leads
- No ability to provide customers with a simplified lead capture form – leads entered manually at the event must be manually entered to the Sales Pipeline
Why capture leads with AutoPlay during events?
The most obvious answer is in order to track ROI of how many potential leads are generated during the event. However, it goes much further than this. By capturing leads via AutoPlay dealerships and OEM’s benefit greatly in the weeks and months following;
If you are interested in using AutoPlay for events talk to email@example.com about the approach that would be suitable for your dealership/brand.
The latest version of AutoPlay is now available for download from the App Store. Make sure to grab the latest version to take advantage of all the changes listed below. Additionally, if you use the Desktop Studio make sure to log out, close the browser window and reopen the application to apply the latest update.
Latest news from AutoPlay