The annual NADA Convention is a showcase for the latest and greatest in the auto world. When I walk the floor of the convention, I am always searching for the newest mousetrap that will assist the sales and F&-I process.

This year, I found www.Amyauto.com. For the first time, I watched an avatar in motion. An avatar is a virtual person on a computer making a presentation. This virtual individual can be speaking about a dealership, an inventory, etc., and in the near future can deliver a response to any number of questions.

My first reaction was WOW, this new tool could be used in the follow-up process for missed sales in the F&-I office.

Many dealerships have been collecting customer email addresses for some time now-some with more success than others. When I ask what is done with the customers email addresses, the typical response I hear is, Oh, they go to the Internet department or to the BDC.

Opportunities for additional sales

From what I have observed, the average dealership F&-I department is a star when they close 50 percent of their service agreements, and even less in protective coatings.

Imagine the ability to send a message to customers with animation about whatever it is they chose not to purchase. Email could become the F&-I departments best friend - a resource that has the potential to bring customers to the dealership to purchase valuable protection. Additional sales could be just a click away.

Of course, our first preference is to close the customer while they are in front of us. However, for those times when the customer wants to think about it and will not commit to the purchase immediately, or has reservations that they are unwilling to share with the presenter, this new technology is a good tool for bringing them back to the dealership.

Todays customers are time-conscious. They do not spend time at the dealership doing research on their purchases- instead, they go online for that.

Develop an online presence

The F&-I department must develop an online presence within its dealership Website. A presence that is different, innovative, entertaining, and informative-more than simply an online credit application and privacy notice.

Why not showcase protective coatings and have some testimonials posted? I suggest that when you hear a customer say thank you for showing me ____, you ask him or her to write a testimonial. (Be sure to secure the customers permission before you use their statements in your advertising.)

Visit www.Amyauto.com. When you do, visualize what this technology can do for your dealerships follow-up, for appointment confirmations, and for your bottom line.

Jan Kelly is the president of Kelly Enterprises. She is a sales trainer and consultant, convention speaker, and writes frequently for industry publications. For information about training opportunities call 800.336.4275 or visit www.JLKelly.com.