Author Archive

Welcome Automotive Sales & Marketing Newsletter Visitors

September 16, 2008

If you are here because of the link in the latest Hill Marketing Automotive Sales & Marketing Newsletter, then please accept our warm welcome and invitation to browse our site. You will find many informative articles on automotive direct mail, auto sales indutry news, marketing and advertising, sales training, and more.

We only publish quality content related to automotive direct mail that is designed to create traffic at your location so that you can increase your auto sales.

If you have any questions, do not hesitate to contact us…

INDUSTRY RUMOR: GM TO LAUNCH “BIGGEST SALE IN 100 YEARS!”

August 13, 2008

I’m not sure if this is considered “classified information,” but I have been told by three different GM dealers (in different regions) that on the 19th of this month GM plans to launch what they are calling “THE BIGGEST SALE IN 100 YEARS!”

We don’t know what it’s going to be yet, but as soon as we do, we’ll let you know. So if you’re a GM dealer, then you probably don’t need to use us for the rest of August. But if you aren’t a GM dealer, then you need to worry about market share.

This will be a ripe time to mail since auto buying will be on the mind, producing a consumer “monkey see monkey do” environment.

In our Hill Marketing office we play a radio in the background all day long. Today I have already heard several mentions of GM products from the DJ, not an advertisement, in between the songs. Someone’s getting paid!!!

Stay tuned, I’ll let you know as soon as I hear what this “BIGGEST SALE IN 100 YEARS” is all about.

Discussion: Mass Media or Direct Mail?

August 4, 2008

Augustin Gohil, managing partner of Hill Marketing, has an interesting and informative post on his blog discussing direct mail vs. mass media. In fact, that’s the title of his post which can be read here.

He discusses how “media fragmentation reduces the coverage for individual stations and press,” and how that leads media owners to increase their prices in order to protect revenue. This behind the scenes competition raises the price on mass media while the mass media audience decreases. He shows how direct mail is unique because it does not operate in this way.

He asks, then answers the question: “How is direct mail different?”

Click here to read his article. Although it is not designed for the automotive industry per se, he discusses “shared principles” that are not industry specific. He also allows comments if you have any questions or input. I might jump in to the discussion myself. (SG)

When Every Door Looks Good: A Primer to Contextual Marketing

July 11, 2008

Contents of this article:

1. See Jane Dream

2. See Jane’s Mind

3. Meet Jane

4. Sell Jane

1. See Jane Dream:

Behind her are six paths to her future. Each path is represented by a non-primary color door. From the look on her face we can see that her imagination is contemplating which door to open. Based on her facial expression, her clasped hands in front, and her upward left looking stare, we can know that she is logically calculating the memory of a positive past experience.

2. See Jane’s Mind:

Eyes don’t lie. Ancient proverbs from many cultures in one way or another acknowledge that the eyes are windows to the soul. A trained body language expert would be able to analyze Jane’s body position and conclude with scientific precision what she is psychologically experiencing “inside her head.” Experts agree that up-left eye-movement indicates the visualization of a “remembered image” or “experience.” Whereas an up-right eye movement indicates the [creative] construction of an idea, image, or concept. Since Jane is looking up-left, we can conclude that although she has many unknown futures through the doors behind her, she finds more comfort and security interpreting those unknown future opportunities in light of her past positive experiences. This is a shocking discovery; a marketing and advertising breakthrough in anthropological research. And until robots become our customers, we need to understand people much better than our current advertising methods indicate.

3. Meet Jane:

Jane is a 28 year old dental assistant that makes $40k/year.  She lives with a roommate and she recently upgraded her wireless plan online to unlimited text messaging, and visited a few dealer sites just to get the flavor of what’s out there in case she ever wanted to trade in her ’04 Matrix.  Many women want to be her and most men want to be with her.  She represent the culture-at-large and guess what, she would rather stay home exfoliating than deal with a car salesman (type). One more fact about Jane, she’ll buy a new car this summer from someone.

Sell Jane:

In order to sell Jane, Jane must feel like she’s buying. In other words, unless she feels that she is self-initiating the buying process; all attempts to advertise to her will simply be ignored and dismissed as irrelevant. The trick here is finding a way to proactively foster enough of an influence on her so that when she responds, she does so in such a way that she considers on her own terms.

If she feels corralled and cornered, she will interpret the situation in light of a positive past experience and you will end up in her mind-space reserved for negative experiences inefficiency and overall ineffectiveness.

In just a few short words, I’d like to debunk the myth of feminine design as well as warn of the long-term dangers. Women are less likely to respond to feminine design, and are more likely to appreciate transparency. If you can get them to appreciate your transparency (i.e. up front price, etc.), then they are most likely to respond. Don’t put the cart before the horse! If they feel like you’re trying to treat them differently because they’re women, that’s a good enough reason for suspicion.

In today’s media, your mailers can’t look like everyone else’s. The same old tired pieces you’ve been running is the same as everyone else, and it no longer works. If you want to be noticed, your mailers have to be fresh, different, and inspiring. That is why Hill Marketing is currently designing 80 brand new, fresh and exciting mailers. Today, we must look different, talk different, think different, and sell different. Since the retail car business (at best) is always about six years behind the times when it comes to trends, technology, and marketing philosophy, Hill Marketing is dedicating to revolutionizing automotive direct mail by creating copy that competes with Verizon, Microsoft, Apple, Vonage, etc. Industry experts have predicted that Hill Marketing will lead the charge in saving the direct mail industry.

The same old thing you have been doing is the same as everybody else, and it no longer works. To be noticed, you’re advertising needs to be fresh and different.

Sarah black and white

Sarah black and white

Sarah Gundry is Creative Coordinator and Research Professional for Hill Marketing Group in Orange, CA. Her experience and background in studying the philosophic turn to postmodernism and its direct relation to contemporary marketing and advertising makes her a valuable contribution to the team at Hill Marketing Group. She is currently participating in the contextual marketing think tank established by John Greenleaf and will be featured as a prominent speaker in upcoming seminars and conferences.