Coach's Corner with Renee Stuart

Is Your Personal Brand Fishy?

A quick note from Bill: Over these past few years, Facebook has morphed from a friendly place to share personal updates to an easy place to share a pseudo lifestyle. As a salesperson, you have to be adept at the art of perception. However, if you’re truly “friends” with those on Facebook, why feel the need to keep selling? “Always Be Closing” should apply to ... Read More

General Motors BDC Assessment

Your General Motors BDC Assessment Guidebook

Hello DealerKnows’ General Motors dealer clients, As you know, General Motors has been conducting a BDC assessment of all of their dealers. We think it is great the OEM has given dealers a baseline for the processes and scripts they should be employing. However, we don’t want you to get nervous about all of the critical elements you need to have in place (and in writing) to ... Read More

A Car Guy and a Data Scientist Walk Into a Bar…

A Car Guy and a Data Scientist Walk Into a Bar…

The promo video for our upcoming session at the Insight15 Conference in Orlando. Sign up now so as not to miss out: http://insightcustomerloyalty.com This session will involve consumer shopping data explained to quench your thirst and sell more cars presented by: Joe Webb, President, DealerKnows Consulting and Chad Bockius, CMO, Vast With some of the most insightful data regarding consumers‘ ... Read More

phone skills

Your Computer Sucks!

Except for a telephone greeting along the lines of “Thank you for calling (Dealer Name).  How can I assist you?”, there is one phrase your people use almost as much.  “Sorry, my computers running slow.” Does your computer suck?  Does it really?  Is it the Internet speed of which your desktop operates?  Is it the crappy Internet service your dealer has signed up for?  It very well ... Read More

DS1-300x200

Compliance: Can You Be Harassed By A CRM?

For the past 2 years, one of the items on my daily to-do list has been grading Internet leads for DealerKnows Consulting. The TaskTeacher process involves assisting DealerKnows in monitoring the progress of their clients through monitoring the ISM’s lead handling within the CRM. This provides valuable insight into what exactly is happening with leads (i.e. is the store following the process ... Read More

DealerKnows Dealership Kit2

Be Your Own Business

It seems that all of the best retail auto folks, both traditional and Internet, go through a metamorphic change at some point in their careers. They’ve heard all of the bellyaching of their coworkers, and got sick of watching people mail-it-in month after month. It’s the time they had that epiphany about never settling for average. It’s the time that they realize that they’re not ... Read More

sales training

4 Sales Training Tips to Help You Win

The title “Automotive Salesperson” has not changed, but how the individuals approach their jobs certainly must.  The landscape of car-buying has changed immensely. Salespeople looking to convert more visitors (or shoppers) to buyers need to change the dynamics in which they execute their daily duties, and cater to the customers’ goals rather than their own. Today, consumers are looking for ... Read More

CarStory Market Reports

A DealerKnows Trend Alert – CarStory Market Reports

Every now and again, DealerKnows comes across a product or service that we perceive as being more than that. One that has the ability to be a trend, causing significant change and benefit to both dealers and the customer experience. A no-brainer sign-up. Over the past several months, we’ve been helping the team at CarStory as they develop a robust (and FREE) inventory value report. ... Read More

calisthenics

Stop Doing Calisthenics in the Showroom

Improving the consumer experience remains one of the primary goals of each dealership organization. As an industry, we’ve dedicated dollars, time, and conferences to enhancing our online efforts in order to appeal to today’s shopper. Once we feel our marketing initiatives are dialed in, we sit back and relax. Unfortunately, we’ve over-used showroom muscles that are atrophying dealership ... Read More

You’ve Got Lead

You’ve Got Lead

I’m honored to have been hired by Jacuzzi to speak at their International conference in Los Angeles on the subject matters of process improvement and lead management. In this (slightly comedic) video made for Jacuzzi, I share an example of how an Internet lead is mishandled at a hot tub dealership. “You’ve Got Read More