Tag : Training

sacred cow

Can you Kill a Sacred Cow?

Almost everything I write stems from an emotional rant I go on during conversations with friends. As Jeff Kershner of DealerRefresh and I were grumbling about pushback from sales professionals unwilling to adapt to mobile technology in the showroom, I asked, “Can you kill a sacred cow?” The best of the best salespeople on our retail floors are untouchable by management and ownership, ... Read More

Joe Webb’s Predictions for Automotive Marketing in 2016

Joe Webb’s Predictions for Automotive Marketing in 2016

Joe Webb of DealerKnows shares his thoughts on upcoming trends for automotive marketing in 2016 with you (as requested by Diane Massie and the team from L2T Read More

a bunch of lavender flowers on a white background

Aromachology, Scent Marketing, and Your Dealership

As a father of two wonderful sons on the Autism Spectrum, I can say that no stone is unturned or research unread that would help soothe my childrens’ anxieties and calm their spirits. My wife and I had researched about the psychology and science of scents, known as aromachology, and the behavioral benefits of certain smells. At the current time, we have the smell of lavender gently wafting ... Read More

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

Havanese puppy

Is Your Website Alive or Dead?

There are countless website providers beating down your doors and crashing through the phones. Some have great products and some have not-so-great products. Dealers need to understand that websites are not products. They are pets. If you believe your website is a ‘leave-it-alone and let it do it’s thing’ robot, your website is going to be a misbehaving, costly animal. They should not be ... Read More

DealerKnows The Business Prevention Department

The Business Prevention Department

Back in my tech company days, seemingly no-brainer type agreements often times got caught up in the legal department. Sometimes months would go by before we’d get a yes or no. Despite many of these deals having the potential to move our program (and revenue) further by galactic proportions, meeting after meeting would pass, and we still wouldn’t have an answer. It was during one of these ... 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

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

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