Professional Community for Car Dealers, Automotive Marketers and Sales Managers
You are ready to traverse through a crowded sea of vendors at the upcoming NADA Convention in New Orleans. Your flight and hotel are booked. You have already looked over the workshop schedules. With that, you maybe still recognize even more can be learned by examining vendor offerings in the exhibit hall than from listening to the…Continue
Added by Joe Webb on January 22, 2014 at 5:00am — No Comments
Inevitably, pricing is a necessary aspect to a customer’s decision. They do their research online and expect to receive answers to their pricing questions. While many of us old folks were groomed to avoid pricing when on the phone or email with shoppers, evolution has thankfully adapted us to the practice of giving out a discounted price in advance of their visit. However, pricing questions no longer begin and end with the price of the vehicle. Shoppers want more from you? Do you give it to…Continue
Added by Joe Webb on October 22, 2013 at 2:13pm — No Comments
TrueCar has had a rollercoaster ride in the automotive retail industry over the past few years. However, it appears things may be taking a turn for the worse (both for TrueCar as well as its participating dealer clients). Read on, as I reveal their new policy changes that will have a negative impact on dealers, as well as my in-depth interview with a top eCommerce Directors about this change.
While training a 13-store dealer group this week, I had the pleasure of meeting a salesperson and manager who assured me they were tip-top at taking sales calls. I was ecstatic. It isn’t everyday you’re brought in to advance dealerships in need of Internet and phone help and immediately run into someone that has such confidence in their expertise that it would (if I believed them) eliminate their need for any training. How wonderful. (I hope you can accept the…Continue
It amazes me how the humble nature of the automotive Internet revolution for dealers from the past has changed to ego-driven displays of self-aggrandizement. It wasn’t too long ago that you would speak to dealers who were more excited to learn than they were to pound their chest and roar to the crowd about their own accomplishments.
As another Digital Dealer Conference came and went last month, I think it is time we realize that no one has the whole “Internet thing” figured out.…
There is a crisis going on at our dealerships. And it’s called “Addendums”. This is a sore subject with many, as everyone has different viewpoints as to the functionality of addendums. You’re required to keep reading this blog. It costs you $50, but it’s required. Everyone has to pay that reads it.
Sounds pretty stupid, huh? Dealers are using addendums to generate additional profit per vehicle (likely because they are…
Even with Facebook, for instance, sorting through…Continue
Like many people, worthless emails reach our inbox every single day. Recently, there has been one common theme that every piece of spam or advertisement email has in common. That is the email Header.
It is very commonplace to insert a Header into all dealership emails. The majority of mystery shop responses we receive include the dealership’s header emblazoned across the top. While we understand that it immediately brands your dealership to the person opening the email, we believe…Continue
Disclaimer: I must preface this by saying it not intended to make any enemies or friends. This is not meant to hurt anyone’s business, call out how they perform for their clients, highlight weaknesses or put stock in one product over another. This was nothing more than a simple experiment.
I was out to dinner with my wife recently when I ran into an old college acquaintance. Very quickly I discovered that she works in our industry…Continue
Added by Joe Webb on May 23, 2012 at 8:30am — No Comments
Creating a basic structure for your Internet department should be one of the simplest tasks for a dealer. Unfortunately, too many decision-makers at dealerships attempt to get in the way of how an Internet department operates. One primary…Continue
Periodically, we receive an email or a phone call from an ISM wanting to know how to increase their closing ratio from 30% to 40%. I often have to bite my lip in order to prevent myself from laughing hysterically. Invariably, I start to ask how that dealership is measuring its closing ratio. However, as I am asking that question, I am always asking myself why isn't there a standard equation for measuring closing ratio?
Let's think about other forms of measurement,…Continue
It used to be as a Dealer principle or manager; you would consider yourself lucky to have a salesperson willing to make an outbound sales call, and even luckier still, if the sales person actually asked for an appointment. I have filled out hundreds and hundreds of Internet forms over the past year, and have noticed a new breed of salesperson. This eager, yet untrained, salesperson gladly picks up the phone, confidently dials a number and charges though that call with little or no…Continue
I arrived roughly 10 minutes early to train a new dealer client last week. I meandered around the showroom trying to get a feel for who they were as a store and how they presented their dealership brand. That’s when I came across a salesperson sitting at his desk with a very familiar CRM…Continue
In previous blogs I've written for DealerKnows about…Continue
How long do you follow up with your Internet leads? What about your inbound phone calls that you haven’t set appointments for? You might answer these questions with numbers from 90 to 120. 15 to 30. 60 days. Forever. You answer this way because that is the process you built in your CRM. Allow me to tell you that this isn’t happening.
There is one thing a CRM cannot do and that is stop your sales team from taking the easy way out. (That takes management). My team…Continue
In light of some of the potentially-frustrating or miraculous changes impending on ADM (depending on which way the cookie crumbles), I thought I would take a moment to talk about the Peter Principle.
For those that don’t know, the Peter Principle is the idea where someone is promoted to the point of incompetence. They simply work their way into a job with duties their not capable of fulfilling. It is a virus that happens far too often in our industry. Someone is good at…Continue