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Agency Services

Deliver Value Through Strategic Guidance

Do you have a client considering selling their dealership – or acquiring rooftops to add to their portfolio? Do you know your clients’ five-year strategic plan – or even next year’s plan for revenue generation? If your answer is ‘I don’t know,’ then you are leaving a tremendous amount of money and value on the table.

At EFG, our award-winning client business model is based on being a strategic partner and having a seat at the table for these critical discussions. Proactively engaging with your client is the best way to deliver much-needed value in 2024.

Dealer principals are driven by income development and market differentiation that supports their wealth management goals. Fortunately, the buy/sell market for the retail automotive space has been hot for the last few years. The Q3 Haig Report indicates that demand for acquisitions has remained strong and will continue into 2024. This year has seen some of the most significant retail automotive acquisitions to date, even as the car industry grapples with ongoing economic headwinds.

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Agency Services EFG Companies

3 Tips to Insulate Your Agency from Dealership Consolidation

Contributing Author: Paul RobersOver the past three years, market consolidation in the retail automotive space has been a trend that has continued to gain momentum.  For example, in 2011, Penske Automotive owned 166 franchises in the U.S. and today, that number has grown to 173. Large, privately-held dealership groups have rapidly acquired rooftops across the country throughout 2012 and 2013. As the economy continues to recover and people return to purchasing cars, it stands to reason that dealership consolidation will continue to escalate.

As a dealership agent, you are probably focused on what this means for you. You have probably felt the sting, or know someone who has, when one of your dealership clients gets bought out by one of the large dealership groups. Unless, that dealership group uses your services, you automatically lose that business.

It might be tempting to fall prey to the idea that there’s nothing you can do about this. You have no control over dealership consolidation. But, there is something you can do. In fact, there are three definitive actions that can make a difference.

Diversification

While it’s true you have no control over which dealerships groups like AutoNation, Penske or any of the other large dealership group take over. You do have control over your own business. So how do you insulate your business from consolidation? It’s simple. Always be diversifying.

When business is soaring, it’s easy to sit back and enjoy the fruits of your labor. However, it’s better to always assume this time will end all too quickly. Don’t get tied down with simply servicing your clients. Every client has a lifespan. While servicing your clients and maintaining relationships is important, it’s equally important to always work to expand your business.

Network

You’ve secured a client and established relationships with the top brass. However, while the dealer principal and GM are important, lower-level employees could provide inroads to future business. While servicing that client, you also need to fortify relationships with other sales managers, F&I directors, and general employees. You never know when lower level employees will become decision-makers and you want to have positive relationships built up by the time they reach the top. In addition, it’s important to maintain contacts when employees leave their current dealership for those same reasons.

Be a Problem Solver

You do this every day for your current clients. Why not do it for prospects? When researching prospective clients, do your due diligence in identifying areas where they can improve operations and incorporate them into your presentation. Mystery shop their store. Review their website. Submit an online inquiry and evaluate their follow-up practices. Look at their online reviews. Determine the strength of their social media presence. When you call them, use your research and ideas to have something interesting to say. The dealership personnel will be more intrigued to see what you have to offer and how you can make them more successful.

Dealership consolidation will only continue to grow. The best way to fortify your business is to focus on your expansion opportunities, as well. At EFG Companies, we have over 36 years of experience servicing agents and dealerships across the U.S.  With our industry insight and client engagement, our agent clients receive valuable tools, insights and strategies to face their unique challenges. Unleash your growth potential with EFG. Contact us today.

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Agency Services EFG Companies

Strategic Partner? Or, Parasitic Vendor?

In this day and age, you can’t afford to underestimate the difference.

Contributing Author: Eric FifieldThe year is half-way over and you are probably re-evaluating your business to pave the way to making your year-end goals. One of the areas of high focus for every dealership and agent is their product provider. You have probably felt the burn or know someone who’s business suffered from partnering with a parasitic product provider. You know the signs:

  • No personal relationship
  • No idea what your business goals are
  • A new representative drops by every so often to drop off collateral and leave.

When evaluating current or potential product providers, it is vital to understand how those business partners act as an extension of your agency. Ask yourself the following questions:

  1. Do they listen to my input and proactively innovate new products that serve emerging demands?
  2. Are they flexible and willing to adapt with me as my business model changes?
  3. Are they willing to get directly on the front lines with me?
  4. Do they take a tiered approach to executing their programs with all customers within the agency model?
  5. What do consumers say about them according to their Better Business Bureau (BBB) score?
  6. What are their claims statistics?

Contributing Author: Paul RobersGood product providers do much more than drop off collateral at your dealerships. Rather, they understand that there are four levels of customers they must address to ensure the success of your business. First, they work hand-in-hand with you to understand your needs and tailor their service to you and your dealers based on those needs. Then they work with your dealers to understand their market challenges and address how your products meet their needs.

While dealer buy-in is important, the products won’t ever reach the customer without employee buy-in. A good product provider doesn’t stop once a dealer signs on to sell your products. Instead they work to secure employee buy-in by spending time at the dealership, training on the benefits and selling techniques of your products to people actually selling them.

Lastly, good product providers develop products, collateral, and marketing strategies that incentivize the consumer to purchase their next vehicle with your dealership partners. And, they back up product development with claims adjusters who are committed to exceeding customer expectations every day. Their claims statistics and BBB scores should demonstrate their commitment to excellence in terms of claims paid, timeliness of processing claims, and risk assessment and analysis.

With over 35 years as a world class financial service product provider and administrator, EFG Companies is committed to the continuous development of innovative products, services and go-to-market strategies that make our agents successful. Learn why agents across the US choose EFG as their administrator today.