Tag : automotive

DealerKnows the Road to Loyalty

An Introduction to the Road to Loyalty

About four and a half years ago, Joe and I came up with the concept of the Road to Loyalty. With all of this controversy we created when we said the Road to the Sale is dead, I figured we should take the time to outline the philosophy we’ve been sharing with our dealer partners for years. (Whether the RTS has vanished, is alive, or in some sort of zombie state, we officially declared our ... Read More

Ask The Expert

Ask the Experts – Why Are My Metrics Off?

DealerKnows. Thank you so much for this fantastic resource, I’ve gotten a lot out of your articles already. I’m the Internet Director at a franchise dealer averaging around 130 cars a month, I’ve been here for about 4 months already and have done everything I can to turn my BDC around into a fully functioning entity. While there’s always room for improvement and training, ... Read More

Ask The Expert

Ask the Experts – When to Ask for the Phone Number

Hi Bill, My Dealer Principal gave me your email address. He told me about a few of your suggestions for improving our emails at his 20 Group last week. I’m already making some changes. He suggested I email you if I have any questions.  I do have one.  He said: “The consultant suggested we always ask for a phone number in e-mail.”  Do you mean we should ask out of the gate ... Read More

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

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

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 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

DealerKnows Andrew Carnegie

What Will Be Your Legacy?

Andrew Carnegie was born into a very humble world. Son of a hand-loomer, in a bleak Scottish economy, Carnegie was uprooted from his homeland at a formative age, and settled in the burgeoning New World. You probably know the rest. As you remind yourself that Carnegie is the second richest American in history (estimates of his peak net worth put him slightly north of $300 billion in today’s ... Read More

employee of the month

Employee of the Month – a Comic Strip

  Employee of the Month The comedic mind of Joe Webb + the creative marketing genius of the DealerRefresh team = a new comic strip series about a life in car sales. Cartoon #2 See the full write-up on DealerRefresh Read More

DealerKnows Challenges Accepted

5 Steps When Shoppers Challenge Your Online Pricing

Customers want answers and they want it now. At the same time, we are considered one of the least trustworthy professions so they question what we tell them as well. That very well could be why consumers do their due diligence by researching 26 different websites before purchasing. (Google data) Your teams and your pricing are being questioned. Have you trained them on how to respond to those ... Read More