As a born and raised Indiana native, J.R. White graduated from Ball State University in 2005 with a B.S. in Criminal Justice and Criminology. After college, J.R. got into the automotive business by chance. A friend talked him into joining the staff of a Toyota dealership in northwest Indiana. During that same time, J.R was also a Reserve Deputy with the White County Sheriff’s Office, where he proudly served the community for 6 years.
J.R. joined the Tom Wood family in 2012 as a Sales Consultant at Tom Wood Subaru, and fell in love with the Tom Wood Group because of the family feel it has. In 2014, J.R. was promoted to Sales Manager at Tom Wood Nissan. In July of, 2015 J.R. came to Toyota and has loved working with this staff. He looks forward to many years with Tom Wood Toyota!
“So, what I’m using Covideo for in that situation is that I’m doing a virtual trade walk. Any time I get a car in, I pull up Covideo on my phone, and I do a walk around on that car.”
“It helps our advisors be able to sell it better because seeing is believing.”
So in service, we use it for showing customers what was found during inspections and what needs to be fixed. It helps our advisors be able to sell it better because seeing is believing. If you’re able to see the problem, you are less likely to think someone is trying to take advantage of you.
Until I became the used car manager, I was actually the internet manager. We set up a process where the first email that goes out to a customer, the first quality response, includes a video from the salesperson. This video is taken by the salesperson and addresses the customer directly. So, it is a new video every time. It isn’t just a canned response. If someone was looking at a used car, they would pull the car out, run it through the car wash real quick, and do a quick 2-minute walk-around of the car in order to show them the vehicle. What’s funny about Covideo is that it kinda gives that mental ownership right away.
We use Covideo in just about every aspect of the business. Our general manager even uses it to send a video to the entire team to tell them what’s going on in the store. All of those little things for which it is hard to get the entire group together, we can send a video to communicate out internal things as well.
“The other thing that we see is people will forget a name very quickly, but they don’t forget a face.”
The other thing that we see is people will forget a name very quickly, but they don’t forget a face. I have seen it happen several times! A person will walk into the showroom, and a salesperson will ask them who they were conversing with online. It often happens that they won’t remember the name, but as soon as they see the person, they recognize them. That’s kinda cool when those things happen. It proves that Covideo works!
“So, the plan as we move into this brand new facility is to continue what we are doing. Of course, we will use it to differentiate ourselves from our competition.”
“So, when they pull up this video, it is a personal connection. It drives business to your website, and there is a real, tangible person there to sending them this video.”
J.R. White: So, here’s why I like Covideo. It’s not eating up a person’s memory on their mobile device or computer. They aren’t having to download anything to watch the video. It is as instantaneous as you are going to get since they just click on a picture or a link. When they click it, — BOOM — there is a video, and it is branded with your dealership. There are links within that page that take them to your website, nowhere else! It doesn’t take them to some third-party website. We all know in this day and age that driving traffic to your website is key. So when they pull up this video, it is a personal connection. It drives business to your website, and there is a real, tangible person there that’s sending them this video. It isn’t a canned response! You are able to make a video and call them by name, and that is powerful. There are two things in this world that people love the most whether they want to admit it or not. Of course, that’s talking about themselves and hearing their name! There’s nothing better than calling them by their name and making them feel like they’re important to you.
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