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Spend The Night At Catawba Science Museum

night at the museum

 

If your child lives for hands-on discovery, scientific exploration through play, and just plain fun, then the upcoming Night at the Museum at Catawba Science Center was planned with them in mind. The event takes place Friday, February 22, so there’s still time to register.

A Night to Remember

This event promises fun for the whole family, with hands-on science classes, a planetarium show, and a unique slumber party inside everyone’s favorite science museum! The classes are designed for children in third through sixth grades, but siblings are also welcome – and even parents will have a great time.

The price for members is $20 and for nonmembers is $25. The whole family can sleep amid their favorite Catawba Science Center exhibits and wake up to breakfast, Slime Time, and more exploration and play.

Register by calling (828) 322-8169 or emailing scheduling@catawbascience.org. Space is limited to 90 people, and payment must accompany registration. Don’t miss this special event!

Discoveries at the Science Center

Catawba Science Center brings learning to life for kids of all ages. This beloved venue invites visitors to discover through play and to learn by exploring.

Rotating and permanent exhibits and special attractions of all kinds make the Catawba Science Center a unique experience every time you visit. Here are a few visitor favorites:

  • Carpenter Hall – Featuring hands-on activities that foster critical thinking through free play, allowing kids to design, build, and explore with a variety of tools and materials at their disposal.
  • Aquarium – Freshwater and saltwater aquariums feature respective inhabitants to observe. There is also a coastal North Carolina habitat where visitors can see and resident marine creatures. There is also a shark and stingray touch pool and daily shark feedings.
  • Milholland Planetarium – Featuring exciting shows like Stars: Powerhouses of the Universe, Laser Legacies, and Seasonal Stargazing.

Other big draws include Germ Zone, Hall of Astronomy, Gross Labs, RaceWays, and Science Courtyard.

Related community content: Beer, Wine and Grub: Check out the Selection at Olde Hickory Tap Room

Let Prospect Vision Boost Your Dealership’s Success

Looking to drive traffic to your automotive dealership? Prospect Vision can help! We combine focused email, digital marketing, and direct mail initiatives to drive customers to your dealership, increasing sales, market share, and customer retention. Contact us to speak with one of our friendly marketing experts about how we can customize a plan for your unique business and get the fast, effective results you want!

Mastering Service Lane Marketing

service lane mechanic

“Customers don’t know what they want until you show it to them.” – Steve Jobs

When customers shop, they either browse vehicles that might catch their fancy, or they gravitate toward a vehicle that fits their needs in the best possible way. How you approach these people and the environment you place them in is critical to your success.

If your customers don’t really need a new vehicle but are in an equity position, then you need to give them a promotional experience – an excuse to buy. But, if they need a new vehicle due to costly repairs or obsolescence, then you give them information – logic.

One size does not fit all

You’re more likely to convince customers to buy or trade for a vehicle if your strategy aligns with their mindset. You need to have your service lane ready for both promotional and logical purchase mindsets.

Q: What makes car shoppers consider a vehicle they don’t really need?

A: Positives

Unengaged customers are more likely to consider buying a new product if they anticipate a “win,” or if that product promises a feeling or an experience that is new or exciting. An example would be building off-road displays for crossovers, SUVs and pickup trucks Or, an example of increased cargo capacity (bikes, kayaks, golf clubs, luggage, etc.) can be effective in giving the customer a visual for a new experience.

Unengaged customers are put off by taxing, factual details. One possible reason is that when shoppers imagine the feeling or experience a product promises, they’re using the brain’s daydreaming mode. You can only daydream if your mind is allowed to wander, and it can’t wander if your attention is absorbed in numbers.

Look at your service lane. Is it just nuts and bolts? (Pun intended) Is the service lane included in the dealerships sales activities? In addition to providing service information, does it communicate that NOW is a good time to trade up?

Q: How do you convert a “need” buyer?

A: Information

If you have a need buyer and it would be advantageous for them to switch to another vehicle, then you need to give them information. Give clear, detailed specifications and offer accurate comparisons to maintaining their current vehicle vs. buying or leasing a new one. Here is a checklist for the information buyer:

Fuel economy – Gas prices may be low now, but chances are they’ll rise again. The fuel economy of new U.S. cars and trucks hit a record 24.7 miles per gallon.

Repair costs – How much it costs to repair your current car. If your annual repair bills exceed a year’s worth of car payments, then it’s time to start shopping.

How much value your car continues to lose – Cars depreciate significantly over the first few years of ownership, often more rapidly than your monthly payments are paying down the loan, putting you upside-down financially.

Safety – Every car should have:

  • Backup camera
  • Curtain airbags
  • Electronic stability control (ESC)
  • Forward-collision warning
  • Blind-spot monitoring
  • Lane-departure warning
  • A “Good” score in the IIHS small-overlap test

Only the latest designs do well in the difficult small-overlap front crash test from the Insurance Institute for Highway Safety. Many of today’s high-tech cars work to avoid crashes altogether, warning the driver about hazards and sometimes responding to threats quickly. Advanced systems can automatically slow or completely stop a car. Visibility aids such as rear cameras and blind-spot monitoring show what’s around you, helping situational awareness.

Connected features – Almost every recent car has these as standard.

  • Hands-free phone usage
  • USB port for plugging in a phone
  • Bluetooth phone connectivity

Specialty items

  • Voice commands recognition
  • Built-in navigation
  • Ability to use integrated apps like Pandora or Spotify

At the very end, signing the contract to buy a vehicle is an emotional decision. It’s a significant commitment. But, knowing a customer’s mindset along the way can help you determine the best path to take on the way to a sale.

Reaching Women Shoppers Through Direct Mail

Woman reading direct mail

 

According to the National Mail Order Association, women have exclusive responsibility for sorting mail and choosing which items to keep for further consideration in two-thirds of U.S. households. By many other accounts, more than 80 percent of those who pick up the mail across the country every day are women, most of whom also serve as the primary shoppers both on and offline for their households.

Women also tend to read each and every direct mail piece addressed to them.

A report from the marketing website she-conomy.com found that 65 percent of new cars are purchased by the woman of the household.  American women spend about $5 trillion annually. This represents over a quarter of U.S. Gross Domestic Product. For retailers, women shoppers are their largest target audience.

As digital advertising continues to grow, the effectiveness of direct mail cannot be overlooked. As online shopping increases each year, it is important to note that studies show that 67 percent of online action is driven by offline messages. A study by the Direct Marketing Association shows that 78 percent of consumers react to direct mail immediately when they receive mail from a brand that they’re interested in. Forty-four percent visit the brand’s website and 34 percent search online for more information about the product.

Before you drop your next mail piece be sure to keep your female recipients top-of-mind:

  • Sell customer service — Women want to know how the transaction is going to be handled. They prefer nice and easy. Make a customer care representative available by phone to strengthen the relationship and pave the way for a smooth transaction.
  • Impart useful information — Women do their research before buying and like to know why making this purchase is a good decision. In addition to expressing why it’s a great deal, include why it’s a smart deal.
  • Be personal — Use first names in the copy and make each recipient feel special with messaging that is polite, factual and smart.

Women drive 70–80 percent of all consumers purchasing through their buying power and influence. I can’t tell you how many times I’ve seen a salesperson mishandle a female customer. Remember, they not only buy for themselves but also direct purchases for their partners, children, parents, in-laws, nieces and nephews. Placing direct mail in women decision-maker hands provides you with a tremendous opportunity. Female shoppers easily constitute a vast majority of vehicle purchase decision-makers.

From cars to healthcare to vacations, women are calling the shots at home. They pick up and read mail, place orders, and use coupons at retail locations. Dealers need to acknowledge the dominance of decision-making women and personally address them directly through the mailbox.

With January Comes Opportunity

Concept january message on blackboard with a Cup of coffee and mittens

 

It may seem counterintuitive to ramp up your marketing in January, but there are several valid reasons why not cutting back or going dark makes more sense.

  1. Tax Refund: Very few people wake up in the morning and decide to buy a vehicle that afternoon. Usually, there is a catalyst. Expensive car repair or one on the horizon, year-end bonus in hand and ready to spend, anticipation of a tax return earmarked for a new vehicle. Customers are in the shopping mode and you need to be visible.
  2. Year-end Trade-ins: Having quality trades from year-end sales and not telling anybody is like winking at someone in the dark.  If you don’t put strong marketing in place to let the public know, then you know what you’re doing, but nobody else does.
  3. Momentum: Dealerships run on momentum. Sales beget sales, service begets service and you can feel positive attitudes throughout the dealership. Keeping momentum after the yearend is the hardest mental challenge you’ll face all year. Continued advertising shows your team and the public you’re the place to do business.
  4. Competition: The car business never stops. Consumers don’t take off days. If they’re even thinking about buying a vehicle they are online and paying attention to advertising. What they are looking for is an excuse to pull the trigger. A reason to buy now. If you’re not providing a reason, the competition will.
  5. Hiring: Your dealership needs quality staff that can offer a top-notch customer experience on both the sales and service side of the business. For each day your dealership has an open sales role, you can lose up to $800 in gross profitability, and this number jumps to $1,200 for open service roles. December and January are also high-volume months for job applicants. Businesses across industries see an increase in job applicants throughout December and January, as employees start setting personal and professional goals for the coming year. You compete with other dealers. The dealer seen as aggressive and supportive of their people will get more consideration.
  6. Profits: Rarely does anyone ever save their way into a profit. You have to sell something, and for that you’ll need traffic. The only sure way to generate traffic is to be out there. You won’t get a hit if you don’t swing the bat.

The smart money?

We admit that January is a buyer’s market. As such, we have specific opinions on where is the best place to spend your money.

Digital
  • Consumers spend an average of nine hours researching online before walking into a dealership, visiting an average of seven automotive sites, including manufacturer, dealer, and third-party websites.
  • The most influential factors in consumers’ selection of a dealership are, by far, a low price and having the right inventory. In fact, consumers are almost twice as likely to pick a dealer that identifies as having the “lowest price” over reputation.
  • Consumers prefer to do the majority of fact-finding online, and face-to-face communication becomes increasingly important to them at the end of the process, analysts report. More than three-quarters (76 percent) of consumers think they will get a better price by negotiating in person as opposed to online.
Service Lane Marketing
  • Your customers are your #1 source of new business.
  • Sales tools are available to identify customers in a position to trade.
  • 80 percent of sales emerge from appointments made online. Only in the service lane can a dealership talk to a customer ahead of time.
  • January is the perfect month to work the service lane due to it being in the heart of winter with two or three more months to go.

We’re not saying to go wild and bust the budget in January. What we are saying is there are still plenty of customers, and with a little effort and a little budget, you can keep your dealership motivated, maintain year-end momentum, and increase your profits.

Where To Buy Live Christmas Trees Near Hickory

Daughters carrying freshly cut Christmas tree outdoors winter.

Christmas is coming soon, which means it’s time for you to find the perfect tree for you and your family. Many people simply put up the same fake tree, year after year.  After you’ve done this several times, it might get old. After all, you miss out on all the things that come with a real tree – the pine smell, a unique shape each year, and much more. If you and your family are considering choosing a real tree this holiday season, be sure to buy a tree from one of these local Christmas tree farms near Hickory.

Santa’s Forest Christmas Tree Farm

You and your family can make a day of it when you visit Santa’s Forest Christmas Tree Farm. At the farm, you can feed animals, taste authentic moonshine, take a ride on the 400-foot zip line, visit the antique equipment display, and more. Providing Cypress Christmas trees and handmade wreaths, Santa’s Forest is a great place to go to find all the holiday greenery you need. You’ll find the farm located at 4071 Herter Road, Lincolnton, NC 28092.

Helms Christmas Tree Farm

At Helms Christmas Tree Farm, you and your family can visit during the following hours:

  • Monday – Friday from 10:30 a.m. to dark
  • Saturday – Sunday from 9:00 a.m. to dark

The farm offers a wide array of tree options such as:

  • Carolina Saphire
  • White Pine
  • Leyland Cypress
  • Red Cedar
  • Colorado Blue Spruce
  • Fraser Fir

You’re certain to find the perfect tree for you – including other greenery options. Some of the greenery you can choose from include:

  • Wreaths
  • Garland
  • Kissing Balls
  • Window Sprays

You’ll find the Helms Christmas Tree Farm located at 6345 Christmas Tree Lane, Vale, NC 28168. Stop by and take a look today!

Learning More About Prospect Vision

At Prospect Vision, we work for car dealerships, offering the following:

  • Direct Mail Marketing
  • E-Mail Marketing
  • Digital Marketing
  • Much More!

We understand how important it is to drive traffic to your website. We also know that car shoppers receive information from a wide range of sources – mail, email, and more. That’s why marketing your company in a variety of ways is important. With Prospect Vision, we’re here to help by providing cost-effective ways for you to reach drivers in your area. We have hundreds are satisfied clients and we’re here to help you each step of the way. Stop by to speak to one of our friendly team members today. You will find us conveniently located at 920 Tate Blvd SE Suite 102, Hickory, NC 28602. We look forward to seeing you soon.

The Future Is Your Service Lane

service lane mechanic

Note: This blog is a combination of information from industry experts, publicly held companies and Automotive News futurists.

“For hundreds of years, the horse was the prime mover of humans, and for the past 120 years, it has been the automobile. Now, we are approaching the end of the line for the automobile because travel will be in standardized modules.” – Bob Lutz

Dealership Structure Will Change

Experts are predicting that dealerships of the future will split into thirds over the next 10 to 20 years. One third will be for mobility services, i.e, autonomous vehicles, fleet and subscription-plan management services. According to an Automotive News article, “In the new world, some consumers want group leases on one self-driving car to share or to buy monthly subscriptions that allow them to switch from one kind of vehicle to another as their needs change day to day. In addition, large fleets have emerged offering ride-hailing services to either their members or the general public. “

Another third will come from those consumers who own a personal vehicle and either use it or monetize it by renting it out when they aren’t using it.

Refocus on Service

The final third is in service. No one can predict what the future vehicle will look like, but whether it’s autonomous, electric, ride sharing or subscription vehicles they’ll have to be serviced somewhere. If the future of the dealership is mobility centers, then upping your game in service now makes perfect sense. Service has long been the most profitable part of a dealership. In the Automotive News article “Forecasting the Future of Auto Retailing” the authors predict that “for the most part, the dealership of 2030 is fleet management and distributions centers. They have the capital to invest in new tools and training for service technicians to adapt to electric, autonomous vehicles service and maintenance requirements, as well as those of rapidly proliferating drones.”

This is a good thing. Chances are that these vehicles, because of the technology, will have strict service cadences. They’re not going to let just anyone maintain, upgrade and service these vehicles. If dealers can get past selling tangible assets such as cars and trucks and look at themselves as mobility and technology centers, the possibilities are endless.

What can you do now?

Focus on your service department now!

Offer same day/next day appointments

The aftermarket competition will tell your customers that they can bring their vehicle in “today” or “tomorrow.” So your answer has to be one day.

Optimize shop productivity 

If you are at 100 percent or higher, you need to hire technicians because you can’t reduce the wait time for your customers to come in unless you have the capacity to complete the repairs in a timely manner.

Refine your appointment process 

If you are like most dealers, 80 percent of your customer pay sales start with a telephone call to your dealership. Most of these calls go to a Service Advisor. In other cases, they go to a BDC, CDC or to an appointment coordinator.

Call “no-shows” 

Everyone has customers who do not show up for their appointments. Oftentimes, they just forgot.

Call customers on special order parts

If you walk back to your parts department you most likely will find a section of bins that your Parts Manager has designated for “Special Order Parts.”

Schedule your customer’s next appointment

Before your customers leave your dealership, you should automatically schedule their next service appointments based on time and/or mileage. Give them a card with the date and time of their next appointment.

2030

If the prognosticators are correct and the future will be here by 2030, then there is no time to waste. The sooner you get your customers trained and accustomed to coming to you for service, the better off you’ll be. Automotive News reports through a COX Automotive study that franchised dealers are snagging fewer than one-third of repair orders. The average vehicle makes 2.7 service visits a year. Quick-lube shops, tire stores and independent repair outlets account for about half of these visits; dealers take 30 percent, and the rest go elsewhere — body shops, retail stores and specialist businesses.

Direct Mail vs. Email: You Get What You Pay For

 

Direct mail vs. email? In a constantly evolving marketing environment, which one really delivers the best bang for your buck? On one hand, dealers tend to feel that “nobody reads mail… they just throw it in the trash.” On the other hand, dealers just can’t get past “how cheap email is… it’s practically free.”  The evidence suggests we need to reevaluate the way we use email. Rather than thinking of it as a cheap form of marketing, how we can utilize its strengths? If we continue to bombard customers, we may risk alienating them. Really, the questions you should be asking are, “How do my customers want to be contacted?” and “How often?”

  • Today, 70 percent of consumers reportedly feel like they receive too many emails.
  • The average lifespan of an email is now just 2 seconds and brand recall directly after seeing a digital ad is just 44 percent, compared to direct mail which has a brand recall of 75.

Credit: Pro Active Marketing

As the effectiveness of email marketing declines, the response to direct mail is on the rise, and printed media becomes a more trusted form of consumer communication.

Credit: Pro Active Marketing

You might be thinking that direct mail doesn’t work with millennials. The truth is, according to the United States Postal Service, 47 percent of millennials actually check their mailbox each day. Not only do young people read their direct mail offers, they actually respond well to direct mail offers. The Data and Marketing Association marks 18–21 years olds’ response rate as 12.4 percent.

Credit: Pro Active Marketing

How often should I mail? It depends.

In all other forms of advertising – newspaper, magazine, television, radio and online – there isn’t a second thought given to spending thousands and even millions of dollars marketing to the same subscribers, viewers, and listeners day after day, and even year after year. Yet, dealers question sending a direct mail campaign twice to the same list. Advertising is primarily about repetition, and direct mail is no exception.

We’re not saying to quit email and put all of your money into mail, but since you’re selling the second biggest ticket item most people will ever purchase, take the time to send a letter, postcard, or custom-printed piece to ask for their business. It just means more.

It’s Not a New OR Used Vehicle, It’s a Vehicle!

Woman selling new and used cars

Thanks to the internet, vehicle quality, off-lease vehicles, ride sharing and more, the used car “selling” process has been turned on its head. People used to have the mindset that used vehicles were a cheap alternative to new vehicles. “I want a new vehicle but I can’t afford one” or “I’ll just get a cheap car to get back and forth to work” used to be the mantras. Now, U.S. motorists are holding onto their cars for longer than ever. According to IHS Automotive, the average new-car ownership period stands at 6.5 years, which is up from 4.3 years in 2006. Likewise, used-vehicle owners are keeping their rides for an average of 5.3 years, which is around two years longer than in 2016, pushing up the trade-in value.

Because of this, people are reconsidering buying a new car when they can trade for a less expensive used car with great reliability. Recent research from IHS indicates that only 1 in 3 car buyers know the exact vehicle they want to purchase when they start shopping. Now, many buyers are open to both new and used vehicles.

  • 40% of new car buyers considered used and new
  • 55% of used car buyers considered used and new
  • 92% of people that bought a vehicle consider buying again
  • 70% of people that leased a vehicle considered leasing again

You need to approach the customer as a “sale.” Not a new or used vehicle, but any vehicle. Vehicle owners have drifted from “I want a new vehicle” to “I need a new vehicle.” Two in three state they need, rather than want, a different vehicle. This is a reflection of the older used car market with buyers holding onto their cars longer.

Because of the length of time in the market, don’t think of it as a one-and-done marketing proposition, but rather an ongoing, sustained communication. People still spend 108 days (3.5 months) in the market prior to the purchase of a new or used vehicle. Even though shoppers are spending a total of four fewer days in the market for a car than last year, this is still a long time. Customers in equity positions need constant contact. Half of all car buyers do not contact the dealership prior to their first visit. Dealers need to direct market toward customers who provide the highest chance for hand-raising.

Fifty-three percent of car buyers look for monthly payment information while researching a vehicle, and 47 percent of buyers said that the total price of the vehicle is more important than the monthly payment. That said, more than one-third of buyers feel the total and monthly price are equally important, highlighting the need for dealers to provide both options in their merchandising.

Prospect Vision recommends equity marketing with a “go shopping price (GSP).” The GSP allows customers to buy new or used vehicles on their terms, increasing the chance of a sale. Don’t assume that equity customers are excited to jump into another new vehicle. They may want to upgrade to a larger used SUV or pick-up for at or near the same price or payment.

It’s hard enough selling a vehicle of any kind in today’s competitive environment. Take the path of least resistance, create a happy customer and improve your gross along the way by giving the customer a choice of a new or used vehicle.

Fall in Love with a North Carolina Pumpkin Patch

Family in pumpkin patch

October is here, and that doesn’t just mean Halloween is on the way, it means it’s fall and time to pay a visit to the local pumpkin patches. Not only are you going to find gorgeous fields of giant pumpkins at these local farms around North Carolina, but you’re bound to have loads of family fun along the way. With many offering a range of activities from corn mazes to bounce houses, you’re sure to create family memories that will last a lifetime.

Take a look at these three great pumpkin patches in the North Carolina area:

Johnny Wilson Farm

With 78 acres, this family-owned farm has a pumpkin patch you can visit from September 29 until November 3 to pick out the pumpkin that’s perfect for you. But there’s so much more than pumpkins at this pumpkin patch – there are countless activities for the whole family. From petting calves, pigs, goats, and donkeys to exploring the 3-acre corn maze and participating in a plastic duck race, this place is guaranteed fun and entertainment for hours.

Location: 5163 Precious Memories Lane, Granite Falls, NC

 

Red Wolf Farm

This farm in Maiden, NC spreads 123-acres, which include beautiful hills, a forest, and even a large pond. While you can browse through their large field of pumpkins, you and the family also have the opportunity to go on a mile-long hayride, find your way through a professionally-designed corn maze, test your skills on an obstacle course, or visit the animals on the farm. With so much to do at Red Wolf Farm, this place should definitely earn a spot on your must-see list this October.

Location: 1900 HW Farm Road, Maiden, NC

 

Shelby Corn Maze

Pick your favorite pumpkin, get lost in a corn maze, take a hayride, or play some old-fashioned checkers. Your options for some kid-friendly fun are just about endless when you visit the Shelby Corn Maze & Pumpkin Patch. Opening September 22 for the fall season, you’ll find loads of family entertainment and outdoor fun. Plus, this year they even have a giant “jumping pillow” where you can kick off your shoes and have a blast jumping around. But before you go, you should know that every Friday and Saturday in October, spooky things begin to happen in the corn maze after dark, but if you think you can handle it, we can assure you, it’s going to be a night of fun!

Location: 120 Broadway Dr, Shelby, NC

 

Don’t let the season pass you by without venturing out to these great pumpkin patches around North Carolina! One visit, and we know this will immediately become your new favorite family tradition.

Equity Mine Older Vehicles in Your Service Lane

older cars

Americans Are Keeping Their Cars Longer and Longer

Americans’ concern about the state of the U.S. economy is at its lowest level on record, according to a new survey that’s been tracking the issue for decades. Gallup research this month found just 12 percent of Americans said an issue related to the economy is the most important problem facing the country. In August, the figure was 17 percent.

Despite a robust economy, increased consumer spending, and three consecutive years in which annual auto sales topped 17 million, Americans are continuing to keep decade-old vehicles running–and they’re only getting older.

What does this mean at your dealership?

Equity Mine Older Service Lane Vehicles

The age of light-duty vehicles in the United States rose 13 percent to an average of 10.5 years, according to a 2017 survey by the U.S. Department of Transportation. While this number is off the average of 11.6 years cited by research firm IHS in 2016, all signs point to America’s fleet – and its population of more than 223 million licensed drivers – growing older.

Pickup trucks, in particular, are staying on for longer. The average pickup was 13.6 years old in 2017 as compared to 11.2 in 2009. Vans jumped to 10.9 years (up 24 percent), SUVs rose to 8.5 years (up 20 percent), and cars’ average age increased to 10.3 years (up 8 percent).

Overall, the aging of the vehicle fleet suggests many households have delayed purchasing a new vehicle or have instead purchased a used vehicle. Lower-income households were most likely to hold on to older cars. On average, those reporting annual incomes of less than $25,000 drove 13-year-old cars, while those with incomes above $100,000 had nine-year-old cars.

Older vehicles, especially those bought new and driven by the Baby Boomer generation, are usually better-taken care of, have fewer miles and are more prone to visit your service department over local repair shops.

The great thing about older vehicles as equity targets is that the owner knows it’s not going to run forever. Plus, with the massive industry shift to SUV’s, you now have an opportunity to offer customers a real change from their current vehicle.

If a customer has chosen to hang on to their current vehicle, then they probably do it for cost saving, or they really like the vehicle.  Either way, getting them physically into a new vehicle with all its features and benefits is the first step to a sale.

Leasing may be an option for these customers. Leasing avoids the sticker shock, and the vehicle trade-in could cover all of the upfront transactional costs.

How PV Mines Older Vehicles

Prospect Vision has the capability to search back 15 years.  This can help the dealer source pre-owned vehicles. Plus, even if the person owned the car for 10 years, we can still show the old loan payment. This historical data can be used to show estimate trade and estimate terms for a newer vehicle based on the previous payment range. Most people are comfortable in a certain payment range.

So, there you go. Yes, customers are keeping their cars longer, but the good news is that they’re keeping the cars they bought from you longer. Sooner than later, they are going to need a new vehicle, and by maintaining diligence in the service lane you’ll be there when they do.