gmf|us|en|wegotthis|2017|december en_us en-us

We Got This

VALUABLE CUSTOMER
INSIGHTS DRIVE MORE
LEADS TO DEALERS

by Will Stacy IV

It’s a benefit only a captive lender can offer – the capability to utilize our own data and deep insights to determine when a customer is in the market for his or her next vehicle; and, then, leverage that knowledge to generate tens of thousands of meaningful leads every month for GM dealers.

Banks and credit unions typically don’t have the best interest of the manufacturer or dealer in mind, nor do they have the data to understand a customer’s intent. These institutions often distract customers by offering other banking services like credit cards or mortgage refinancing, and they may even offer incentives for other vehicle brands. At GM Financial, our primary focus is driving customers back to your GM dealership. Period.

LEADS DRIVE ADDITIONAL SALES

GM Financial streamlines leads from multiple sources into dealers’ CRM system to help increase customer satisfaction and loyalty while providing incremental sales.

BUILDING LOYALTY, INCREASING RETENTION

We generate upward of 70,000 leads per month for dealers and that number will increase significantly as lease returns continue to grow in 2018. In the last 18 months, we generated more than 1 million leads to dealers. Those leads come from a number of sources – from lease returns, equity customers and payoffs, to online credit applications and prequalified direct-mail offers that lead to incremental sales.

Consider that approximately 60,000 leased vehicles will soon be returned to GM dealerships every month for the next few years. A returning lease customer is a dealer’s best new car opportunity. That’s 60,000 customers that GM Financial drives back to your dealership – through personalized communication and online experiences – long before it’s time to turn in their vehicle.

PURSUING EVERY LEAD CAN RESULT IN INCREMENTAL SALES AND GREATER PROFITABILITY FOR THE DEALERSHIP.

- Will Stacy IV
SVP and Chief Marketing Officer

SEIZE THE OPPORTUNITIES

Currently, GM Financial provides leads to dealers that result in more than 15,000 new and used vehicle sales each month.

When dealers fully utilize the lead delivery pipeline and their Business Development Center (BDC), they corner the competitive advantage. As the captive of GM, we’re here to empower dealers. To strengthen the profitability potential of the pipeline, GM Financial recently trained nearly 100 regional GM Digital District Managers and 400 GM Financial sales team members to increase the total value to your dealership, including how to better understand the types of leads, the value of each, and how to retrieve and work each one delivered from GM Financial directly to GM dealers’ BDCs nationwide.

The GMF DealerSource® Maturity Viewer is another valuable tool for viewing leads. Dealers can review their lease portfolio and identify opportunities to get customers back to the dealership early. Data show that customer retention increases when a lessee returns four months early versus two months early.

A MOBILIZED BRAND PRESENCE

GM Financial drives prospects directly to GM dealers through a robust online experience across multiple touchpoints and brands.

A DIRECT-MAIL PROGRAM THAT REALLY DELIVERS

After a dealer enrolls in the direct-mail program, prequalified prospects within a select radius of the dealership receive a personalized letter from the dealer, driving leads straight to the dealership.

GM Financial is equally committed, as well as our dealers are, to increasing customer satisfaction and loyalty. Dealers will provide the award-winning store experience. We’ll provide the remarkable finance experience. Together, we’ll earn satisfied customers for life. We got this.


Will Stacy IV
SVP and Chief Marketing Officer

Contact your GM Financial Dealer Account Representative or your local Credit Center.
For the Credit Center nearest you, call 888-556-4616.

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