F&I and Showroom

NADA 2014

F&I and Showroom, the industry's leading source for F&I, sales and technology

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Industry Spotlight Shop-Click-Drive is a fve-step process that allows car buyers to calculate their monthly payment, check out current incentives, get an estimate on their trade-in, purchase accessories, apply for credit, and schedule a delivery. — become more acclimated to the Internet." Test Drives Required 26 F&I and Showroom NADA 2014 Shop-Click-Drive frst confrms the price of the vehicle the customer selected. The next page asks users if they would like to receive local offers, if they have a GM credit card and if they're trading in a vehicle — the latter taking car buyers through a set of questions designed to help them estimate the value of their trade-in vehicle. Users can also calculate their monthly payment, check out current incentive offers, personalize their vehicle, apply for credit and schedule a delivery. That Internet-driven process has delivered just two sales in two months for Bill Marsh Buick GMC. But Marsh is undeterred, especially since the in- PHOTO COURTESY OF GRAFF CHEVROLET Throughout 2013, Tesla's online ordering and company store model has taken fre from dealer groups who are attempting to defend the longstanding dealer franchise system. Industry experts predict an eventual compromise between the electric vehicle maker and dealers. During the Western Automotive Conference in Los Angeles this past November, J.D. Power and Associates' John Humphrey, senior vice president of global automotive operations, acknowledged what a solid vehicle Tesla manufactures, noting several of his neighbors drive Teslas. "In my neighborhood, if I were to be in my microcosm, I would think Tesla rules the world," he said. "I don't know one person who owns a Tesla who does not like it. "They build a nice car, but … I don't know why [Tesla CEO Elon Musk has a] disinclination to just take a great product and … retail it the way everybody else does." Tesla declined requests for comment for this article. However, there is one comment the company has made that media outlets have keyed in on. It was made by Tesla executive Diarmuid O'Connell early this year when the company was doing battle with dealers in North Carolina. "How do you sell the future if your business depends on the present?" General Motors, however, is working in concert with its dealers to prove that doing so is possible. Marsh began testing GM's ShopClick-Drive program at his Buick GMC store in September. When customers click on the dealership's "Inventory" tab on its website, they'll fnd a "Create Your Deal" button next to each vehicle listed. It takes shoppers to a separate webpage to begin Shop-Click-Drive's fve-step transaction process, which opens with a short introductory video explaining how the feature works. General Manager Lisa Rechsteiner says her Bay City, Mich.-based Graff Chevrolet has sold four vehicles since it began testing GM's Shop-Click-Drive one year ago. The program has also delivered 11 leads in that time.

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