How to Win Sales and Influence Customers: Key Takeaways from Day 1 of #DSES2013

By: Felicia Savage

We are thrilled to be exhibiting at the Driving Sales Executive Summit in Las Vegas this week. This conference is a must-hit for a company like ours because it’s filled with the most forward-thinking and digitally advanced professionals in the automotive industry. For those of you who aren’t able to attend, we’ll be rounding up the key insights, pictures, and tweets from each day of the Summit and posting them on our blog. If you’re interested in following the Summit in real time, search for #DSES2013 on Twitter.

Fixed Ops digital marketing is more important than ever before

During Jared Hamilton’s keynote address, he warned that independent repair shops have been eating dealerships’ lunch as of late, and the only way to get back in the game will be a strong digital marketing presence. Key statistics:

  • 62% of drivers research the service technician’s recommendations before coming in
  • 43% of drivers search when deciding where to take their cars for service
  • $159,887 = the amount of money a dealership lost last year because manufacturers lengthened service intervals

It’s not a race to the bottom, it’s a race to the consumer

Many dealers are skeptical of pricing their vehicles too low, but Scott Hernalsteen, the Senior Director of Enterprise Analytics at gave a great presentation on how dealers can capture more market share. A few key stats:

  •  Dealers who list below MSRP captured 20% more buyers than dealers who listed at MSRP
  • 70% of new car buyers actually pay MORE than the price they saw online
  • 186% more VDP’s when priced below MSRP and have multiple custom photos

Leadership is about ownership

Leif Babin, a former US Navy Seal Officer and Co-Founder of Echelon Front LLC ended day one to rousing applause. His inspirational speech on how strong leaders develop their team was cited by many as their favorite speech of the day. A few takeaways:

  • Take ownership: “If the team fails, everybody fails.”
  • Your people need to understand not only what to do, but why they do it
  • Talk through what could go wrong with your team so they feel more prepared

Key Tweets

Before the Summit officially kicked off, there was a Canadian dealer breakout session featuring E-Commerce Manager of Weins Canada Robert Karbaum, Google Canada exec Al Awadia, and many more influencers in the Canadian auto scene

After the Canadian breakout session ended, we jumped into the beginning of the 2013 Driving Sales Executive Summit, opened by Driving Sales’ fearless leader, Jared Hamilton.

Jared dropped a lot of knowledge in his opening presentation about Fixed Ops. A few key takeaways:


Around this time, Twitter action really started to pick up around #DSES2013

And that’s when Leif Babin, a Navy Seal and natural leader, took the helm.




Big Winners

Of course, we’d be remiss if we didn’t mention that our new software product, FATWIN is making an appearance at #DSES2013. We’re giving away $10,000 in Bellagio poker chips, so it’s only right that we showcase some of our winners!





We will be giving out a lot more chips today. So if you haven’t already, make sure you swing by the FATWIN booth and enjoy day two of #DSES2013