Paul Sansone JR

1. Relationship Selling Paul Sansone Jr. Dealer Principal of Sansone Jr’s 66 Automall

2. Paul Sansone Jr. Paul has been a dealer since 1985. He was Director of Operations at Sansone Auto Network, a 26-acre complex including Toyota, Nissan, Hyundai, Mazda, Suzuki, and Lincoln Mercury from 1995 to 2009, and grew the dealership from 4,500 to 10,000 sales per year. Paul was also on the National Dealer Council for Mazda for 3 years including 2 years as President (1997-2001). Since 2009, Paul is the owner of Sansone Jr’s 66 Automall , which includes Nissan, Kia, Suzuki as well as an on-site accessory center, 66MVP. In 2010, Paul formed The PMB Group, a firm specializing in dealer-focused products and services.

3. Relationship Selling Make the Numbers Work for You By Paul Sansone Jr Dealer Principal Sansone Jr’s 66 Automall Neptune, New Jersey

4. Relationship Selling: Make the Numbers Work for You Lead Source Closing Ratio First Time Ups 9% Internet Leads 10% Be Backs 67% Repeat Buyers 60% Referrals Friends, Family, Networking 55% Source: Car-Statistics

5. Friends, Family, Networking Who is Your Most Desirable Lead & Who Will Generate the Highest Gross Per Car?

6. Relationship Selling: Make the Numbers Work for You Lead Source Closing Ratio First Time Ups 9% Internet Leads 10% Be Backs 67% Repeat Buyers 60% Referrals Friends, Family, Networking 55% Source: Car-Statistics Relationship Selling: Best Results Most advertising dollars are focused on these

7. Unbalanced Lowest Closing Rate Lowest Gross Profit More Manpower Hours Needed Lead Sources Price or Offer Motivated Referrals Newspapers What’s Your Game Plan?

8. We Need to Focus on Balance Higher Closing Rate Higher Gross Higher CSI Lead Sources Price or Offer Motivated

9. Math discussion Lead Source What is the average cost per car for each media? What percentage of your business comes from… Internet Direct Mail Television Newspaper Radio Be Backs Previous Buyers Networking Referrals If you don’t know, you can’t manage.

10. Choice of Advertising Dollars Purchase 150 Internet Leads @ $20 each $3000 Closing Rate 10% = 15 deals Gross per car @ $______________________ Manpower (Full time person can effectively handle 150-200 Internet leads each month) $______________________

11. Salesperson Responsibilities: 1980

12. Salesperson Responsibilities: Today

13. Previous Buyer-Be Back Retention Products Data Mining including equity, end of term/lease, lower your payments Website Chat CRM Tool Content Management Mobile Marketing: Text and QR Codes Call Tracking Trade-In Appraisals

14. Make Referrals and Networking a Bigger Part of Your Business 30% of purchasers have a family member who plan to buy a new or used car within 90 days 60% of purchasers know someone who will buy within 60 days 71% buy because they like their salesperson 40% higher gross on repeats and referrals Source: Earn Over $100,000 Selling Cars – Every Year by Joe Verde Local community events: Hope for a Ride Large buying programs for local businesses: example, Jersey Shore Premium Outlets Contact local organizations like PBAs

15. Organic Growth Stems from Salesperson Salesperson Neighbor RA2 RA Significant Other Service Advisor Sibling Children Friend Satisfied Customer RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 RA2 Give sales the tools to build their own business within my business

16. My Dealership Has the Tool to Make Networking EZ At my dealership, I developed and launched a product called EZ Referral Network* to make relationship selling EASY. Through the use of today’s technology the EZ Referral Network allows a dealer/salesperson to easily build a vibrant and active referral network Smart Phone Web-Based Application Personalized Websites, Mobile Websites, QR Codes and SMS Text Codes Mobile Wallet** Prepaid Debit Card*/Electronic Payment *Patent pending *Cards are issued by Citibank, N.A. pursuant to a license from Visa U.S.A. Inc. and managed by Citi Prepaid Services. This card can be used everywhere Visa debit cards are accepted. My dealership has 1600 Referral Agents!

17. EZ Referral Network is a systematic way to:  Get Referrals  Track Referrals  Pay Referrals

18. 6 Months Results EZ Referral Network results at Sansone Jr’s 66 Automall: 118 Deals @ $2400 gross = $283,200 40% of all leads delivered 1300 Referral Agents Overall Business= +10% August= +23% Nissan Ranking 114 of 245 to 83 of 245

19. Nissan Motor Company Dealer Rejecter Study Report February 2012 – July 2012 245 northeastern Nissan dealers 11 Nissan dealers in district Question: Why did Local Nissan purchasers not shop Sansone Jr’s 66 Nissan? Question : Those customers who purchased from Sansone Jr’s 66 Nissan: How is it that you became aware of this dealership? Nissan rankings : August year to date 2011, we were 118 out of 245 in the northeast region. In August 2012 alone we were 83 out of 245, which is a 30% increase. District Rank Region Avoided Dealership 51.2% 11 239 Rep’s comment: Acquired dealership in Dec 2009/ Prior dealer reputation District Rank Region Recommended by Friend or Family 29.6% 1 42 Rep’s Comment: Far above average; EZ Referral in action

20. Fundraising Organization signs up members Members refer customer Members can earn $100 for every customer Organization can earn $50 for that same customer Salesperson belongs to organization Organizations sign up their members and receive $50 Members can refer customers and receive $100 Customers Organization Organizations: Millstone Elks BPOE 2613, Lighthouse of Deliverance, Jersey Shore Premium Outlets, First French Speaking Baptist Church, Word of God Church of Faith New Jersey PBA Local 57, New Jersey PBA Local 251, New Jersey PBA Local 305, First Pentecostal, Family Promise of Monmouth County

21. Relationship Selling Make the Math for You!