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Case Study: How New Media Helped Auction Direct USA Boost Sales 40%

by Kimberly Smith  |  
October 28, 2008

Company: Auction Direct USA
Contact: Eric Miltsch, IT/Web Director for Auction Direct USA
Location: Victor, NY
Industry: Automotive, B2C
Annual revenue: Confidential
Number of employees: 300

Quick Read

While auto dealerships across the nation struggle to survive in the new economy, Auction Direct USA's business is expanding.

Annual sales are up 40% for the young company that established its first location in Rochester, New York, in 2005. Three years later, that outlet boasts 14% of the area's used car market.

Stores in Raleigh, North Carolina, and Jacksonville, Florida, were added within the last year, and the Raleigh dealership is already the third largest in the area.

So how, in a time when high gas and commodity prices have induced consumers to cut back, has the company managed to keep growing, registering record sales in both May and August of this year?

Would you believe through a low-pressure approach that entails not only setting low prices but also getting to know its customers on a personal level and supplying the information they need to make smart buying decisions, all without the hounding of follow-up sales calls?

Yes, we are talking about a used-car dealership—but one that has chosen to defy industry practices and built a business around its customers.

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Kimberly Smith is a staff writer for MarketingProfs. Reach her via

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