5.3 Sales and channels OEMs need to re-establish the basis on on “pushing metal over the curb,” how which they interact with their dealership can they be persuaded to engage with networks. Their priority must be to foster connectivity? What will it take to get them relationships that depend on mutual to “sell” these services to their customers? benefit. With dealers being so focused “How can we get our dealers to start talking about the “Service leads can provide an answer…it’s a way connectivity products that are in vehicles? Do we of engaging customers via an email giving them provide them with training?” diagnostic information about their vehicle and, if the customer opts in, we can also provide data to the “It comes down to what is ultimately in it for the dealership of their choice.” dealer. And their focus is the first part of the conversation which we have…they’re focused primarily “Have you thought of having a connected vehicle on getting the next vehicle sold.” solution satellite with the dealership where it could make sense to have them finalize the package?” “What if someone from a corporate/OEM joins the dealership? We have a group of sales people “We’ll see a bell curve (with mid-size dealers) with specifically focused on infotainment and connectivity, these dealerships thinking, I can get service, I can they work for an automaker, and then they work with help my fixed operations business and I can get a group of dealers.” customers to come back and buy a car from me.” The quest for telematics 4.0 | 23