DealerKnows Left Overs

What Happens When They Disappear?

(Note: This is a lengthy opinion piece, with lots of links for factual support. Reader discretion is advised) A few months back, when I wrote the post the Way We Have Always Done It, I talked about processing sacred cows into delicious beef entrees. Actually, I meant it to be a call to action. Nature tells us, if you don’t adapt, you die. Likewise, if you don’t change your business model to ... Read More

Jason Oshita and Joe Webb

“That’s the Bite Right There!”

(Realizing I never actually posted this article I had published in Digital Dealer Magazine several years ago – circa 2008, I felt it still relevant based on recent conversations I’ve had about the importance of sitting in and amongst your BDC team as a manager/Director. Read on…) I’m sitting on the plane on my way back from the Digital Dealer Conference in Dallas.  On every ... Read More

women in automotive

To the Women in Automotive…

We work in a fickle industry where negative stereotypes are fueled by a historical acrimony toward all of those that call dealerships home. An industry where a large percentage of those employed are males with decades of archaic beliefs toward how shoppers want to buy and service their vehicles. A business that has done very little to employ women, let alone champion them to fulfill leadership ... Read More

profit expert

Shoppers Want Product Experts, Not Profit Experts

14 Hours. That is how long the average consumer researches their vehicle purchase online before making a transaction, so says Google.  Many of those hours have likely been fixated upon one model. The average salesperson has almost 5.5 hours of downtime every day in the showroom floor. Every. Single. Day. (That data comes from The Next Up). Yet, when is the last time you believe your salespeople ... Read More

Human hand holding a burning 100 dollar bill

Money is Not the Only Motivator

Coincidentally, I’ve had several conversations this past month about people being satisfied with the amount of money that they were making. (That loud thump you heard was a baby boomer passing-out from the very idea.) To these individuals, the amount of free time they had to spend to travel, visit friends, be active in their children’s school, or pursue hobbies was more important than chasing ... Read More

team chevrolet

Does Your Dealership Save Lives?

How One Person Can Make A Difference: A Lesson in Customer Advocacy While the public is constantly barraged with negativity pertaining to car dealers, there are many instances that go ignored or are simply passed over. Let’s face it… the media (and a lot of websites/industry blogs) are typically more focused on perpetuating the stereotype of dealers as the “bad guys.” There are ... Read More

Ask The Expert

Ask the Experts – From Salesperson to BDC Director

Good Morning, I’ve read a few articles you’ve written about BDC’s and wanted to ask for a bit of insight. I’ve been in auto sales for 4 years, a year of which I spent as an Internet Manager. Our dealership moved to a BDC and obviously that position evaporated into traditional sales. The initial BDC Director recently was let go, and there is a current opening for the ... Read More

DealerKnows Data 2

Auto-Responder Response Rate

  Since dealers first began receiving Internet leads, they have sent an auto-responder at the on-set. They’re traditionally blasted out within the first minute of a lead’s arrival and this has been a customary action for most dealers for 15-20 years. The question has always been, if it doesn’t stop the clock, what benefit does it serve? A better question may be, how do we ... Read More

CarStory: A Word from Used Car Experts

CarStory: A Word from Used Car Experts

DealerKnows was honored to hand-pick leading thought-leaders from around the nation to be on the first CarStory Advisory Council. An entire day was spent sharing a collective vision on the improvement on used car marketing, merchandising and sales. Here are a few of the excerpts from Interviews conducted by our very own, Joe Webb. Esteemed members of the CarStory Advisory Council include: Kevin ... Read More

Ask The Expert

Ask the Expert with Joe Webb on the Manager Turnover

Hello Joe, What is an average % of fresh opportunities that get T.O.’d to the Sales Manager to discuss objections that can’t be overcome by our rebuttals? (ie. overall condition of the vehicle, smoker, rebate break down, etc.) Katie W. Business Development Manager __________________________________ While I know I answered your question in earnest before the holiday weekend, ... Read More