Case Studies

Walser TruSales – Case Study

By February 5, 2021February 8th, 2021No Comments
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TRUVIDEO INCREASES SALES APPOINTMENT SET RATE BY 52% FOR WALSER AUTOMOTIVE GROUP OVER THE PAST YEAR.

A user looks at custom videos sent by TruVideo.

TruVideo increased the sales appointment rate to 52% for Walser Automotive Group over the past year. They increased their appointment set rate 11 points YOY, with their highest store hitting a 50% set rate. From management usage to their hiring process, video is at the core of Walser’s digital strategy, and they quickly saw the results.

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A user looks at custom videos sent by TruVideo.

PROBLEM

“What does the new showroom of the future look like when your traffic is 90% digital, and people are not walking through the front door?”
– Ashley Cavazos – Sr. Manager, Digital Sales Performance.

As with every dealership, converting website leads into showroom visits is a high priority. This became exponentially more critical with the rise of Covid. How do you build trust, confidence, and credibility from an email lead?

A user records a video of an SUV using TruVideo.

METHODOLOGY

Walser sought to improve their appointment show rates and sales conversions, so they decided to implement an aggressive video strategy. Ashley Cavazos, the Senior Manager of Digital Sales Performance, worked with Walser’s 17 Minneapolis stores to track and manage the goal of driving a 100% video to lead ratio. When asked what the key to success was, Cavazos stated that it was a top-down effort. Managers set the standard by taking videos themselves and making it a requirement to take a personalized video on all new leads. From the top-down, managers and their sales teams started responding to internet leads with custom videos that showed customers the car they were looking for and their friendly faces. Walser embraced this solution so much that they have since added it to their hiring process. Every new candidate must submit a video with their resume.

A user records a video of an SUV using TruVideo.
A user watches a custom video of their Nissan sedan made by TruVideo.

SOLUTION

trusales logo

TruSales enables sales teams to send personalized walk around videos of vehicles to customers.

With the TruSales platform, dealerships are now able to establish a relationship with a potential buyer before they even step foot onto the lot by virtually responding to leads with a detailed video of the exact car they are interested in buying. With new safety protocols, it is more important than ever to maintain social distance and conduct more of the car buying process remotely. Video has been proven to improve appointment set rates, increase show rates, and ultimately positively affect sales conversion rates. Through consistent use of video in the sales process, dealers have seen a 40% improvement in their leads-to-sales ratio.

trureports logo

TruReports provides dealerships with real-time analytics on utilization, customer sentiment, and engagement. You see in real time when they watch or share videos and how they feel about it. Also, the Pulse feature allows dealer management to address customer issues immediately and fix any systemic deficiencies going forward. Thus, addressing concerns in real time.

RESULTS

Walser Automotive Group understood car buyers’ needs in this digital age and implemented TruVideo’s TruSales platform into their Minnesota stores in 2020. The results have been astounding. This led to one of their stores ranking #1 in retail sales in their district. Appointment set rates, contacts, and engagement rates increased as well as closing percentages. Walser then implemented TruVideo to all their stores, and in less than a year, increased their appointment set rate by 11%. Video is their focus. It’s their top priority to hit 100% video to lead with quality videos that give that personal touch.

Lead to Video Ratio Graph.
Sales Appointment Set Rate YoY Graph.
WEA Store Appointment set rate YoY graph.
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#1

Buick GMC Bloomington became the #1 dealer in Minnesota in 2020.
storefront logo

3

Stores doubled their appointment set rate during this time and are sending 70%+ videos to leads.
customer rating logo

1,521

More appointments set in Dec/20 than Dec/19. A 52% increase to a total of 32% set rate.
mobile phone video logo.

6,739

Videos sent to prospective buyers in Dec/20 from The Walser Group.

CLIENT RESPONSE

“What does the new showroom of the future look like when your traffic is 90% digital, and people are not walking through the front door? At Walser, that’s what we strive to solve. Our customers are digital, and we’re in a time right now where they want to do everything remotely. You have to give your customers a video. A video strategy is our top priority. We have to deliver a high quality video with a personal touch to 100% of our leads. Before sales teams do anything with a lead, they go out and do the video first. Our Polar Chevrolet store accomplished this, and they are consistently ranking as the highest closing store for new car sales in our group. What we like about TruVideo is that the app is dependable, unlike other apps I’ve worked with in the past. TruVideo’s functionality is just right and easy to use. The reporting features are beneficial from a manager and enterprise level.”

Ashley Cavazos
Sr. Manager, Digital Sales Performance
A user watches a custom video made by TruVideo.

LOOKING FORWARD

Walser sought to improve their appointment show rates and sales conversions, so they decided to implement an aggressive video strategy. Ashley Cavazos, the Senior Manager of Digital Sales Performance, worked with Walser’s 17 Minneapolis stores to track and manage the goal of driving a 100% video to lead ratio. When asked what the key to success was, Cavazos stated that it was a top-down effort. Managers set the standard by taking videos themselves and

making it a requirement to take a personalized video on all new leads. From the top-down, managers and their sales teams started responding to internet leads with custom videos that showed customers the car they were looking for and their friendly faces. Walser embraced this solution so much that they have since added it to their hiring process. Every new candidate must submit a video with their resume.

ABOUT

Walser car dealership.

Walser | Automotive Group

WALSER.COM

Walser Automotive Group has been family owned and operated in Minnesota for over 60 years where they pioneered their “Best Price First” philosophy. Walser offers the lowest price they can on every vehicle from the start: no hassle or haggle required. Walser invests in organizations, initiatives, and causes that support people in the communities where they live and work. Walser Automotive Group donates 5% of pre-tax earnings to the Walser Foundation and is a proud member of the Minnesota Keystone Program.

ABOUT

Walser | Automotive Group

WALSER.COM

Walser Automotive Group has been family owned and operated in Minnesota for over 60 years where they pioneered their “Best Price First” philosophy. Walser offers the lowest price they can on every vehicle from the start: no hassle or haggle required. Walser invests in organizations, initiatives, and causes that support people in the communities where they live and work. Walser Automotive Group donates 5% of pre-tax earnings to the Walser Foundation and is a proud member of the Minnesota Keystone Program.

truvideo logo

TRUVIDEO.COM

TruVideo is a video-first texting platform to improve customer experience and increase sales and service revenue by communicating transparently. TruVideo’s platform offers streamlined service inspections, sales walkarounds, estimates, internal chat, approvals, and payments. This revolutionary platform fixes the communication chain between the dealership and the customer by connecting through personalized videos, texts, and mobile-friendly features. With all these features and the enhanced reporting on customer engagement and real-time sentiment, no product is as comprehensive as TruVideo.