Tag : automotive

exit to the sale

The Exit to the Sale: It’s No Longer a Road

The Road to the Sale is dead.  This concept that consumers arrive at a decision to purchase because we’ve walked them through a drawn-out series of steps is no longer realistic.  If the average prospect told us how they would like to buy rather than be sold, I highly doubt any would devise such a tortuous sequence of events as we’ve created for them. We have to eliminate the idea that a ... Read More

DealerKnows Curmudgeons

Famous Last Words: The Way We Have Always Done It

“Those who cannot learn from history are doomed to repeat it.”– George Santayana “Those who cannot envision the future are doomed to be forgotten.” – Bill Playford While many automotive posts like to highlight the heroic battles between disruptive technology, all-knowing consumers, and evildoing vendors, another much quieter war wages on. It’s the war between the automotive ... Read More

DealerKnows Dealer DNA

What is the DNA of Your Dealership?

I have spoken in the past about the need for humanizing the automotive retail environment.  To progress our business forward, you must put the DNA of your dealership under a microscope. How do I humanize a dealership, you ask? Social Media, Reputation Management or Reputation Marketing, and Branding are often seen as the latest trends that dealers have to be a part of to be competitive rather ... Read More

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

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

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

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

DealerKnows Public Service Announcement

You Can’t Spell Dealership Without Leadership

This is an open letter to dealership personnel with subordinates, regardless of rank, department, and title. Instead of barking out orders, shaming, and continuously reminding employees that they should be happy to have a job, try having a little compassion. Get to work before everyone else. Celebrate victories. Share your success. Listen. Mentor. Be the manager you’ve always wanted. Try ... Read More