When a Sales Manager Calls

When a Sales Manager Calls

Joe Webb highlights a common and frustrating occurrence when he parodies a typical call from a car dealership Sales Manager to the stores’ Internet Director in this funny sketch. Starring Joe Webb of DealerKnows Jerry Thibeau of Phone Ninjas Bill Haynes Written by Joe Webb Edited by Dave Hudson and Joe Webb Directed by Joe Webb and Dave Hudson of D Hudson Read More


Over the Curb

I pulled up in front of an office building in a 2003 Toyota Camry XLE V6 right on time. Just an hour earlier, I had spoken with the Internet customer that said he didn’t have the time to come in and test drive. I took it upon myself to save him time, and I was bringing the vehicle to him. Out walked a mid-30’s man in a white shirt and striped tie, accompanied by two other coworkers. I knew I ... Read More

standing out from the crowd

What is your Personal Touch When Selling a Car?

“How may we help you?” I asked the customer as they entered the showroom. Seeing as the sales team wasn’t jumping to the customer’s aid, I got involved. I waved over a sales team member. The customer replied, “I bought a car here six months ago and now my daughter needs a vehicle too.” “Who was your salesperson?” I asked in front of my salesman.  The consumer said he was ... Read More

pete rose

Your Dealership Needs a Pete Rose

(An article by Joe Webb as seen in the June 2014 issue of CarBizToday’s magazine) Pete Rose, for all of his shortcomings and misdeeds, is still a heckuva role model when it comes to dedication, tenacity, and HUSTLE in one’s job.  Pete Rose the man had flaws, as all in our industry do as well. Pete Rose the athlete had very few.  How many salespeople reside on your showroom floor with ... Read More

DealerKnows Leaning Towers

Faulty Measurements Equal Faulty Success

It happened again. Apparently, June is the time for wild declarations. With an eerie regularity of bad seafood, another “friend of the Dealer” comes along making wild claims of instant success. My body has the same reaction to both. Please pray for my wife. With that same regularity, I have to write a post just to vent. Last year I wrote (the aptly titled) Recipe for Weapon-Grade ... Read More

Managing By The Numbers

Managing By The Numbers

This funny car sales video highlights the difference in two Sales Managers and how they (positively and negatively) affect the dealership with which they work. Managing By The Numbers is another comedic creation between the team of Joe Webb at DealerKnows and Car Research XRM. Starring: Stephen Coambes as Glen Jimmy Emmanuel as Jimmy Written by Joe Webb Directed by David Hudson and Joe ... Read More

DealerKnows Nuts and Bolts

The Nuts and Bolts of Customer Experience

We’re seemingly bombarded by articles discussing “the Apple Experience,” or “the Disney Experience,” or the old standby “Nordstrom Experience.” What’s simply ignored is that these companies offer premium products and services. We just blindly accept it, and move on. Since we always use these premium examples, the door stands wide open for cynics to write-off these experiences ... Read More

dealership showrooming

Making Your Dealership Mobile: The Art of Showrooming

As I walked through the showroom of a dealership I was training, I noticed something very customary, quite disturbing, and yet unspoken.  I saw every customer looking at their phone while in the process of purchasing a car.  The moment a salesperson would get up from their desk to speak to a manager, get paperwork, or check on an item, they customer whipped their phone back out and began ... Read More

Real conversations with unsold customers

Real Conversations with Unsold Customers

Joe Webb has children read real transcripts from actual conversations the Watchdog Research Center had with unsold showroom customers that have left dealerships. Car Research XRM offers this call center to determine why consumers left dealerships and alerts management and ownership of the transcripts so they can save deals. This video is the fourth in a 5-part series cooperative between Car ... Read More

Forget the Talent Mall: Coach the Players You Have

“I think there is this perception that, with July 1 free agents, there is this hockey store, and there is this fantasy hockey league that I’m running, and we can go get superstars…Those days are over.” —Ken Holland, General Manager of the Detroit Red Wings. As many of you know, Joe and I spend a lot of time helping our clients manage their vendor partnerships. Sometimes there is a ... Read More