In August, Jack Kare got a call from one of his regular customers. The man said his daughter needed a new car—but she lived hours away from Pat Milliken Ford, on the other side of Michigan from the dealership’s suburban Detroit location.
Kare called her and worked out a deal. Using digital contracting and an electronic signature program, “I got everything ready, emailed her the documents and drove an hour and a half to meet her and deliver the vehicle,” says Kare, Pat Milliken’s digital-performance manager. “It was a 20-minute interaction, and she was back on her way home.”
Later that day, after Kare had returned to the dealership, the daughter called him back. A friend of hers was looking for a specific vehicle in a specific color and struggling to work with another dealership to find it.
“I called her friend, located the car in the color she wanted and dealer-traded it,” Kare says. “She came in two days later to pick it up.”
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