Video Case Study: Del Grande Dealer Group

Dealership: Del Grande Dealer Group

Covideo Use Case: Boosting response rate, lead to appointment rate, and closed sales with video

Video Case Study: Del Grande Dealer Group

Del Grande Dealer Group in Silicon Valley is no stranger to using technology to boost sales. When a Covideo trial produced mind-blowing results, DGDG chose to roll out the tool at 18 stores.

The team at Del Grande Dealer Group in San Jose Calfornia sometimes jokes that they're a "tech company that happens to sell cars." The 18-rooftop group spans across Northern California, where its dealers rub elbows with the tech-savvy crowd in Silicon Valley and juggle plenty of internet leads. Embracing technology is a key part of DGDG's success—but not at the expense of person-to-person connection.Enter Covideo. Elwira Wilczynska, Director of Sales Training at DGDG, first recieved a Covideo in her inbox. She was surprised to see the person in the video holding up a whiteboard with her name. The personalized touch piqued her interest, and the team began to explore what Covideo would like at DGDG dealerships. They decided to pilot the tool at one store for three months to start. Quickly, the results were undeniable. The store using Covideo almost immediately raised its closing rate by 5% on used cars. As well as:

38% higher lead to response rate
3x increase in lead to appointment rate
2.4x vehicles sold

As a group driven by data and results, expanding Covideo to the full group was a no-brainer. Salespeople and product specialists who use Covideo at the group consistently get more responses from customers. And when those customers visit the dealership, their eyes light up when they already recognize the person who sent them a video.Learn more about how DGDG uses technology to build meaninful relationships and sell tens of thousands of cars each year.

Video Transcript:

VO Scott Pettitt: We sell 30,000 cars a year, and there’s no doubt that video has helped us do that.VO Elwira Wilczynska: We’re here in the heart of Silicon Valley, which means that we get a ton of internet leads, but also, we have a lot of competition a lot closer. Being able to be open to adopting resources and platforms that not only help our team members be more effective and efficient but also create an experience to our guests that they may not be expecting, lowers that sales resistance and really creates that human to human connection.VO Elwira: I got an email from a representative with my name on a whiteboard, and my name is “Elwira,” which is not a very common name, so for me to even be able to open that email, that’s where the journey started.VO Scott: One of the things that Covideo has done is they have allowed us to move at whatever pace we want.VO Elwira: And we actually piloted a store where we just wanted to run three months to see what happens if we have a specific process around first video introduction of a vehicle walkaround and maybe the product specialist.VO Scott: Once we started, we looked at that closing ratio to make sure that was the number one thing: What is the effect to the bottom line?VO Elwira: And what we soon saw was the dealership that was using that video, their closing percentages on used cars specifically went up by 5%.VO Scott: Like, I want to say it was overnight, but it wasn’t overnight, but it was pretty darn close.VO Elwira: For us, that was an indicator to say, “Okay, let’s scale and let’s put it in all of our stores” because that early success. We had a process in place, we wanted to measure success before we roll it out, and we were able to see that. When our product specialists got in the rhythm, and we have some of our top performers or top video producers, the first thing they’ll tell you is they get more responses than product specialists that don’t do it.VO Sam Maldonado: Our customers are super, super jacked about that video, just because they’re like, “Oh my god, okay cool, it’s an actual person.” When I actually make an appointment with a customer and they come to the dealership, even if I’m walking outside or I’m doing something, they’ll come up to me, walk up to me—“Hey, you’re the guy who sent me the video.”VO Elwira: We get a lot of excitement around that because they don’t lose deals now, right? So now you have someone walking in and asking, saying, “Hey, I remember that face, I want to talk to that person.”VO Sam: Customers reaching out to me and letting me know that one of the reasons they chose me versus another Chevy dealership—even though the price may have been higher—is because of that video.VO Scott: The tool is not only easy to use, it’s easy to integrate. But it also allows you the flexibility to personalize it.VO Aaron Rivera: It is next level. You know, anybody can sell a car and pick up a phone, but to add that on there and then have that quality engagement, it brings a lot of referrals. Covideo is a way to just make the whole closing process of the way I like to close deals easier, quicker, smoother.VO Scott: So, you’re spending money. Are they going to use it? Am I going to see a lift? When I’m here to tell you that I know there’s a lift. If you know there’s a tool out there that can help lend you to getting a higher engagement rate, then you’d be foolish not to try it.

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