Hembrough Business Systems Helps 50 Year Dealership turn things around

Scott Hembrough of Hembrough Business Systems worked with Cannon Auto Group in Lakeland, Flordia – a 2nd generation dealership that was struggling from bouncing back from the financial slow down the entire auto industry suffered from.

Scott helped with Internet, phone training, overall dealership processes and listen to the credit Danny Cannon gives Scott regarding the dealerships profitability.

Hembrough Business Systems comments from Colin Giddings

Colin Giddings has been an automobile dealer for 20+ years. He has ben in the business for the good times and the tough times.

Over the past few years he has struggled attaining the numbers he felt his store was capable of generating. He hired Scott Hembrough to come in and help get the sales that constantly were just out of reach. October 2012 sale exceeded any month in 2012 and showed record profits that he hadn’t seen since 2006.

After viewing call Scott and have him exp0lain how the Internet played a significant roll in attaining his results.

Internet Manager comments regarding Scott Hembrough

JR Roney has been a BDC/Internet Manager for a number of years. Approximately 6 months before this video he started working with Scott and using his training techniques.

His appointment ratio has increased, his show ratio is up and ultimately he and his dealership are making more sales and money.

A NEW Chapter in life.

I started working for my dad, at his car store, when I was 14. I fell in love with the car business on day #1. I loved the exhaust fumes, getting greasy, and listening to the mechanics cuss and the salesman, telling the most exaggerated stories. I loved it all. That was in 1965.

I worked for my dad for years, gaining experience in every department. Then, in the mid 80’s, I became a trainer and traveled the United States for the next 35 years. I accumulated a lot of mileage points. This enabled me to see the world with my wife Jan…all on mileage points. It was a great chapter in both of our lives. After 43 years, my greatest claim to fame is that I am married to Jan.  All our children, Renee, Trevor and Meghan, live in Rockford. This career move will give me a lot more time to be with my family, more than I ever had when I was traveling across the country, on training assignments. 

Fast forward to December 2019.  I decided it was time for me to close that chapter on my life. Not being ready to retire, I searched for a perfect fit.  After careful consideration, I chose to enter a field that I knew absolutely nothing about. WINDOWS.

January 1, 2020, I went to work for KOBYCO, INC. in Rockford. Gary Kobylarz is the owner. Gary has been in the window business for over 40 years. He has a great reputation in the industry, and in the community.  He handles only the best products. I fell in love with his values and standards for quality and customer service. I am having a great time learning about new ways that I can apply my skills in sales and customer service at KOBYCO, INC. 

So, if you see me around town or in church on Sunday’s, stop me and say HI. The biggest adjustment I am having is the 3 ½ minute drive to work. After collecting over 3,000,000 travel miles over the past 35 years, coming home for lunch is a BIG adjustment.

And finally, if you need help with windows, patio doors, front doors, inside doors, awnings or closet organizers – you now have a friend in the business. Please give me an opportunity to show you my new love.

Overcoming Objections

How many times have you asked the customer to buy – they give you an objection – you handle it and they still fo not buy.

Frustration – waste to time – so what do you do?

You did not confirm it was the REAL Objection, that it was the TRUTH. You left this step out.

That is what this technique will teach you. By using this technique you will stop wasting time answering objections that were excuses – “get-a-way” stories or “little white lies” customers use to not buy at this time.

Overcoming Objections Part #1

Salespeople spend great amounts of time becoming product specialists, going thru all of the steps just to be re-railed when the customer states: “I want to think about it.” Or, “We don’t buy on the 1st visit.” Or, “We need to shop around.”

Too many salespeople have not been taught the technique to WELCOME those comments because they now have a technique that equips them to deal with those remarks and move them closer to the sale.

This technique gives you the answers. Will make more sales for you. Will make money for you.

Sharing techniques with automobile salespeople how to sell more vehicles.

Recently dealerships have learned that Owner Retention has been neglected over the past years and 50+% of there customers are leaving and going to independent garages after the vehicles are out of warranty putting repeat sales at jeopardy.

NADA statistics show that if customers are having their vehicle serviced at the dealership 70% of the time they will purchase again from that dealership. When having their vehicle serviced elsewhere, that number falls to 35%.

One of the biggest problem areas is with Orphan Owners. These are customers that purchased from the dealership and the selling salesperson has quit and not following up with these customers.

In this video, Scott shares proven techniques on how to profitably follow up with Orphan Owners and make additional sales to them as well as selling additional vehicles to a salespersons current owner base.

Examples of “out of the ordinary” areas I work with salespeople 1 on 1:

Many salespeople would really like to get better with Social Media they just don’t know how. I work with them via GoToMeeting and help them build their own personal YouTube channel, show them how to post the most effective way with InstaGram and actually show them how to set up a productive LinkedIn account? On their YouTube channel I help them determine which videos are going to get them the most impact and push them to cart CONTENT?

I work with experienced salespeople write and design a “personal” email blast to be sent to their customers? We also create targeted campaigns for their truck buyers, pre-owned buyers and more.

With experienced salespeople one of the most common requests is “how do they prevent their pipeline from emptying out?” What they mean after coming off a 20+ unit month, how do they still have enough names in the pipeline so the following month they aren’t struggling the 1st 10 days? I show them “techniques & tricks” to prevent that from ever happening again.

CRM – most salespeople know enough about CRM’s to just get in and do the basics. I am continually showing them techniques to get the MOST out of their CRM so they can me more productive.