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AutoConnections Conference and Exposition (AutoCon)

More than three dozen auto industry sites and media channels throughout the blogosphere, Facebook, LinkedIn, Twitter, YouTube, Slideshare, Wordpress and other popular auto industry targeted networks.


Photos on the ADM Professional Community

Car Lister Social

by Sylvia Krivickova A social platform and a marketplace all in one.

Car Lister Social

by Sylvia Krivickova A social platform and a marketplace all in one.

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by Vincent Rotondo

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by Vincent Rotondo

Why SEO?

by Manny Luna Dealerships spend hundreds of dollars in Pay-Per-Click to drive traffic to a website. Pay-Per-Click are paid campaigns to help drive traffic to your website. Think about it this way, thousands of dollars are being spent every month bidding on keywords and keyword phrases that Google or search engines are saying people are searching for. From one month to the next, your competition may outbid you. Now, think of this, wouldn't it make sense, to build your foundation before building your house. Search engine optimization is that foundation.

dealerELITE Featured Blogs

All Car Segments Declined While Full-Size Vans Increased

All Car Segments Declined While Full-Size Vans Increased  


Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes.


The team of Black Book editors are seeing more signs that the summer slowdown is taking shape. All car segments saw a decreasing change in values this past week, and comments straight from the lanes tell us dealer…

I think you're pretty charming

But Do You Consider Yourself Charming?

How do you increase sales as a salesperson? If you're in sales, you better be charming. On this week's Think Tank Tuesday, learn the four steps you need to follow in order to be interpreted as personable, instead of creepy.

  • Understand what being charming truly means!
  • How to start building connections that lead to…

Make Money Mondays with Sean V. Bradley - Best Car Dealer Websites 856-546-2440 Make Money Mondays with Sean V. Bradley - Increase Website Traffic & Leads

There is a MASSIVE Disconnect Between the Showroom Sales & Internet Sales / BDC Departments... Watch This Video! 856-546-2440

There is a MASSIVE Disconnect Between the Showroom Sales & Internet Sales / BDC Departments... Watch This Vide

This was the video intro for my Keynote at the recent #IS20G 7 in New York

Using Recalls to Your Advantage

A recent article in Auto Remarketing reports how Penske Automotive Group is using recalls to increase their service business through recall work, but also as an opportunity to sell more vehicles. “I think recall business…

ADM Professional Community Videos

Optics Might Be Killing Your Business - Work On Yourself Wednesday


This week Cory emphasizes how important visual first impressions can be, and second impressions, and third Season IV, Episode I - Watch more videos on Cory's blog:…

Do You Have The Power? Work On Yourself Wednesday


Do You have The Power? Watch this video on Cory's blog:…

YOTD: Round Table Segment: Dealer Differentiation


In an unprecedented Year of the Dealer event, the automotive brain-trust of Pasch, Paglia, Ziegler, Kain, Mosley and May dig into the biggest issues facing dealers today. In this contentious segment, they take sides on the role of SEM for dealers' websites, and how dealers can best differentiate themselves online in a crowded market. For more…

YOTD: Take Control of All Your Digital Assets


Ralph Paglia and Brian Pasch address the missed opportunities for dealers to engage with their customers digitally. This is the year that dealers take back control. These titans of success have decades of expertise. This is an excerpt from the full round table discussion that kicked off The Year of the Dealer. For more information, visit…

Facebook #AutoMarketing Interview with Ralph Paglia


Video Interview of Ralph Paglia by Dennis Yu where Dennis asks detailed questions regarding Social Media Marketing by Car Dealers using Facebook Marketing Tools and various types of data mining and…

Do You Have a High Quality Product or Service for Car Dealers?


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Latest Activity

NJSEOs Jon posted a blog post

We installed RaceDeck Custom Garage Flooring, check it out!

NJ Custom Garage Flooring Install of RaceDeck Tiles by One Day Projex! We recently completed a RaceDeck Custom Garage Flooring Installation in Monmouth Junction (Middlesex County). If you have an inclined garage floor like this client and his brand new BMW M3, an epoxy coating will not work…See More
May 14

NJSEOs Jon posted a blog post

Ford Drive For Your School Event by Route 23 Ford!

Route 23 Ford is hosting this year's Drive 4 Ur School Event on June 12th at Pompton Lakes High School.In the past Route 23 Ford have hosted this event at the Butler and Lakeland High Schools to raise money for school programs. This year they will sponsor the Pompton Lakes High School. For every person that test drives a new Ford, they will donate $20 to the high school. Test Drive…See More
May 7

NJSEOs Jon posted a blog post

Join the Autism Bike Ride at Bergen Community College on 5/31/15!

Support the 2015 Go the Distance for Autism Bike Ride in North Jersey!Ramsey Subaru is a proud to be a Sponsor for the 2015 Go the Distance for Autism Bike Ride. For 2015, the Go the Distance for Autism Bike Ride will be on May 31 at Bergen Community College, 400 Paramus Road, Paramus, NJ.There are a few different rides that you and…See More
Apr 16

NJSEOs Jon posted a blog post

The 2015 Jeep Wrangler, would you buy one?

Despite very few changes, the Jeep Wrangler remains a top choice by Jeep enthusiasts and holds a very good resell value! Many of us here have either driven one, know someone who owns or owned one, or are hoping to acquire one. The Jeep Wranglers are just that popular! A few reasons as to why the 2015 Jeep Wrangler should be your next new SUV!…See More
Apr 3

Featured Blog Articles from the ADM Professional Community

Service Dilemmas: What Would You Do?

Every dealership has seen this customer—the one who demands to be reimbursed for damage they claim happened while the car was in the dealership’s care, or because of faulty service work. You might find it challenging to deal with these customers, especially when you don’t believe your team is at fault. So what is the…

How to Maximize Profit in Your Service Department

According to NADA statistics from 2014 service and parts sales reached $91billion!

The average dealership net profit for service and parts per month was upwards of $270,000 while new and used-car sales combined net profit per month did not even reach…

Time For Car Dealers To Reconsider Landing Page Microsites

The tried and true landing page — an automotive marketer’s best friend

In the ‘old’ days of the web, all of a…

Increase Sales through Conquesting Consumers Motivated by Open Recalls

Following tremendous pressure from the NHTSA, Takata has expanded the recall on its faulty airbags. In fact, it just doubled the number of vehicles that are subject to recall to 34 million – that’s one in seven vehicles on the road today – and the largest recall in automotive history. Since then, consumers have been…

7 Ways Your Direct Mail Should Be Digital

This is out of the ordinary, I know. Me… a guy who achieved success in retail from being an early advocate of Internet lead management, video, and digital marketing… talking about the benefits of a traditional marketing medium. Stranger things have…

Blog Posts

Car Dealer Resource Links for Automotive Professionals

Automotive Industry Online Resources for Car Dealers and Automotive Professionals

Listed Below are several groups of useful and important links

for Automotive Professionals and Car Dealers seeking to improve

business operations, marketing and sales for new and used vehicles,

service, repairs, parts and accessories...…


Posted by Ralph Paglia on February 18, 2010 at 5:10pm


Intelligent Lead Routing; What Is It?

Have you ever been in a situation where you were able to review leads prior to assigning those leads to a salesperson?If so, and if you are a sales manager who cares about increasing sales, you most likely looked at the characteristics of each lead before deciding which salesperson to assign that…Continue

Tags: Lead Routing, Internet Sales Manager, Internet Leads, Intelligent Lead Routing, Assigning Leads

Started by Ralph Paglia in Internet Lead Management Dec 7, 2010.

Internet Sales Managers; What is the Biggest Challenge You Have Faced Lately?

We would like to hear from some ISM's out there about what it is like being an Internet Sales Manager today and What is the Biggest Challenge You Have Faced Lately?

Tags: Lately, You Have Faced, Biggest Challenge, What is, Internet Sales Managers

Started by Ralph Paglia in Internet Sales Department Aug 3, 2010.

Automotive Media Partners, LLC Marketing Charts and Metrics

ADM Professional Community Forum Discussions

What's the Deal With TrueCar? One Salesman's Take On The Service That Seems To Be Everywhere

A couple of weeks ago a middle-aged woman came to my dealership to buy one of our best-selling Bel Canto sedans. Before coming in, she had gone online and gotten a price quote from TrueCar. TrueCar passed along her contact information to us along with the quote. When I looked at the quote, which TrueCar calls a "Price Report," I was amazed by the amount of information it showed and its accuracy. The price was broken down like this:…

dealerELITE Latest Activity

Roger Williams posted a blog post

Roger Williams posted a blog post

Close out Weekend- Sell urgency!

 Subject: Close out week endClose out week end- OUR TIME TO SHINE!!! Let's Sell urgency - and teach our associates the same. The end of the month gives you several built in urgency motivators! Urgency comes from two main motivators1) HOPE for gain2) FEAR of loss To increase your closing percentage, present both hope for gain and fear of loss in your verbal exchange with your customers.Do so in a question asking manner.  You will find your closing ratio and delivery percentage much improved. URGENCY -During the end of the month many dealerships are hit with meeting objectives to get dealer cash.   URGENCY - Even when there is no dealer cash involved EVERY dealer is pressing at the end of the month to reach goals, objectives, financial obligations as well as Sales associate and manager bonuses come into play loud and clear to the end of the month. ASK the customer if the will assist you achieving a goal! URGENCY - All manufacturers change incentives monthly and many times the dealer and the customer may not see a better time to take advantage of factory incentives than the ones currently offered, Low interest rates, rebates, dealer cash, residual values, money factors, lease cash, stair step programs, and special factory contest are all at risk of being gone after the month is over. ASK customers if they are willing to risk losing any or all of these incentives! URGENCY -A new book value will be released for next month on their current trade in and the value is not going up! It's going DOWN! Plus many of our incoming new models may come with price INCREASES from the factory! Now is the time! ASK customers if they feel their trade in will lose or gain value in next weeks book! This is time to tell the bargain hunting customer "you have me (the dealer) in a situation of need, and you have the opportunity to take advantage of a once in a lifetime opportunity, Do you like this unit enough to own it if the figures are budget friendly? (If the answer is positive) Please allow me to show you a proposal and I'll earn your business, remember it would be my fault not yours if I couldn’t make you a deal, would you like coffee or a cold drink while we get this wrapped up...ASK the customer- Since new vehicles are getting more and more expensive and your trade in is going down each month-woulnt you agree today is the day you will trade for the least amount of difference and reap the greatest amount of savings?Then when closing use all the urgency motivators of month end to assist you on getting the customer to agree to a payment, price, or a difference!! You may have to ask several times but always summarize the urgency motivators and ask again! Ask the customer all the URGENCY building questions we have discussed and CLOSE!!!Good selling and let's close out strong!! Remember the success equation is motivation + perspiration!!See More

Latest Activity at the ADM Professional Community

Paul Potratz posted a blog post

Paul Potratz posted a blog post

Do You Care?

You lose sales when your customers don't think you do.How You Can Start Caring Today?Learn how your marketing needs to be consistent to make a sale. With every new offer, sale, and promotion, your marketing must feel the same throughout. Get all the details this week on Hard Facts.See More

Melissa Terzi posted a blog post

Melissa Terzi posted a blog post

3 Strategies Using Incentives to Drive Auto Sales

We’ve all seen the quintessential fishing reel and bait when referring to rewards and giveaways;Convincing people to take action by offering them something free does work. But why?It really comes down to human beings and the mental triggers that create response. People love novelty. The concept of something new releases dopamine in our brains, and the possibility of pleasure is what encourages us to take action.This is why so many companies release one product after the next and only change it a very little bit. It makes people happy to have the next new thing. And I’m here to tell you that you can use this concept to sell more cars and also make your customers very happy, all at the same time.I often hear dealers say that gifts and giveaways drive traffic to their lots, but they won’t help to convert into actual sales results.Of course, what it really comes down to is strategy and the ability to convert a lead.If you are marketing to consumers who are in the market for a new or used car, the key is to get them in for a test drive, and let your sales team do the rest. Since the average dealer only closes an average of 12% of their leads, the best approach is to increase the amount of hot leads that show up on the lot and maximize every opportunity.While almost all dealers have used incentives, many dealers don’t realize that there are innovative ways to integrate them into everyday business to create new sales opportunities and increase the lead show rate on a regular basis. Feeding your dealership with opportunities that normally may have been missed is the goal.USING INCENTIVES - Strategy #1 Qualify leads in your BDC and then offer a gift to come in RIGHT AWAY:According to the J.D. Power 2014 New Autoshopper Study, auto internet users can be online shopping for a vehicle for 14 hours prior to making a decision. Those who are online looking for 12 hours or more, visit an average of 3.3 dealers before buying. Internet users who look for 5 to 11 hours, visit an average of 2.5 dealers before buying; and those who spend less than 5 hours visit only 2.0 dealers.And since Internet leads account for 15 to 20 percent of new-vehicle sales (reported by Urban Science of Detroit), it’s imperative for dealers to get those customers into the dealership before they make a decision!Strategy; If you have a BDC, then hopefully they are on the phone with customers all day long. But until you have that shopper in the store and in front of your sales team, you can’t really be sure you have a true opportunity. Why not give customers a gift card or sought after premium to differentiate your dealership from all the others they are speaking to?When talking to a lead by phone in your BDC, have the rep offer a gift card, or other valuable gift to come in for a test drive. Make it a limited time offer, and require the consumer to answer some questions to register for the free gift. Once an interested lead is offered this added value, they are sure to make your dealership one of the 2-3 they select to visit. And since so many dealers report closing 50% of internet leads that show, you really do need to get them in!USING INCENTIVES - Strategy #2 Offer a gift to service customers with a test drive:Some of the best leads are the customers sitting in your service department waiting for their car to be serviced. Many dealerships are spending a lot on service mailers, but very few are offering test drives to the customers who respond. Integrating your service department with variable operations can certainly create additional sales.With many service departments expanding their departments and putting them in the front next to sales, there is no better time than to connect the two and constantly keeping the focus on revenue opportunities. The challenge is to come up with a prospecting process to achieve this goal.Strategy; Have your sales team review service appointments and learn more about the customers before they even come in. Maybe they will see that a prospect has a lot of miles on the car, and is having multiple service appointments. Sales people can offer an extended warranty and discuss a test drive with customers like these using a gift or giveaway to motivate them. Determine your customer’s equity position, and use an incentive to the customer for taking the time to sit down with an sales person or take a test drive, creating new opportunities and new sales.Customers who are having specific qualifying purchase anniversaries, or service terms can be mailed with a special offer for a freebie when they come in for service and take a test drive while they wait.Offering a gift allows the sales team a perfect soft approach to what could be an awkward transition otherwise. “Hi Mr. Jones, we are having a special promotion and would like to offer you a $50 gift card with a test drive today”.These are simple, easy and effective approaches to handle opportunities that may normally be missed.USING INCENTIVES - Strategy #3Add a banner on your website offering a gift with a test drive or a gift for completing a review after a purchase.Of all the ideas discussed here, this is probably the one most often used successfully by dealers today. If you haven’t already implemented a gift to incentivize lead capture, then it’s definitely worth trying it.We already established that customers spend hours online looking at inventory during their purchase decision. Going to countless websites during this process, dealers compete so heavily that the only way to succeed is to outshine competitors every chance they can.There are plenty of great conversion tools using the customer’s interest in the vehicle to capture buyer info, but people are hesitant to offer their personal contact details at more than a couple of websites. After the first few calls from auto sales people, they stop filling out the forms. The way around this roadblock is to have the customer’s desire for something free be a bigger driving force then their concerns of being contacted. How can you do that? Offer the customer something that they can get just for showing up.Strategy; There are so many ways to implement gift offers at every stage of the website visit, but here are a few of the best practices;*Create a last second offer / pop up to a customer before they leave your website*Have the customer play a game, spin a wheel, or other type of contest – to win a gift*Have a gift offer banner that pops up only after a customer clicks on a car for more information*Offer gifts on social media websites to get customers to engage customers and drive to your website*Offer gifts on your re-targeting ads to get customers to re-engage and capture their infoCustomers may never make it to your dealership without this added value incentive. According to the latest survey of approximately 2,000 auto consumers by DMEautomotive, before purchasing 16% took no test-drive, 33% test-drove only 1 car, and more than 68% reported that they visited only two dealerships or less before buying (40% visiting only one dealer). With competition like this, it’s imperative to take every opportunity to capture these prospective customers while you have their attention on your website.In closing….While many dealers offer the typical discounts like cash rebates, financing offers, and leasing deals, you may be missing some great opportunities by not offering a gift that doesn’t require a purchase.You just need to find the right gift that appeals to your customers, is affordable, and provides the consumer with a great experience that will increase your sales results in the fastest and least expensive way possible.Find out how we can help you implement any of these great ideas by contacting Melissa Terzi at Braman Group, 866-925-1782 xt. 102 or email Melissa.Terzi@BramanGroup.comSee More

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