Improve your digital

How to Improve Your Digital Competitiveness in 2017

Want to hear three different viewpoints on what dealers can d0 to improve their position in 2017? In this week’s video conversation with VinAdvisor, we share Steps to Improve Your Digital Competitiveness in 2017. Watch on as Jim Dykstra of, Joe Webb of and Scott Larrabee of discuss identifying local opportunities to enhance sales ... Read More


Sales Tip #1: Gravy Should Be the Meal

The word “Gravy” is used in sales when something extra happens that is a benefit to you. It’s something that wasn’t expected, or additional profit that was made beyond the structured deal. In automotive retail, for instance, the majority of salespeople’s sold deals come from customers walking onto the showroom floor, being greeted, and subsequently buying a vehicle. If a customer is ... Read More

Get Treated Right

DealerKnows is proud to create outside-of-the-box videos on behalf of our dealer clients.  They use these both in their online advertising, as well as a part of their lead nurturing of clients and prospects. Check out the second video in our series of Arlington Toyota shorts, “Get Treated Right” and see why Laura blames the dealership for her break-up with her ... Read More

sales managers

10 Ways Sales Managers Fail

I’ve said it before and I’ll say it again. The role of sales manager is the most important position in any retail operation. A great one can become the internal engine driving the sales team. A successful manager is the motivating force behind profit growth. A dedicated sales manager is the training arm that keeps the education of product and process front and center. Yet, a bad sales ... Read More

Ford Private Offer

Ford Dealers: Don’t Discount the Ford Private Offer

Ford Motor Company is doing their due diligence to retain happy customers on your behalf. Are you helping the cause or dropping the ball? If you’re unaware, the manufacturer is sending out “Ford Private Offers” to targeted Ford owners in your area with additional discounts. This direct mail piece involves information on current models, along with a card offering an additional discount on ... Read More

ratings and reviews

One Important Reminder About Ratings and Reviews

“Ratings and reviews drive our business.” “Can you leave me a 5-star rating?” “Only excellent across the board will do.” “Would you be willing to give me a testimonial?” “Your feedback means the world to us.” We have been inundated with the belief that ratings, reviews, customer testimonials, and CSI scores are the gateway to more business, higher traffic counts, and ... Read More


Do You Tighten Your CRM Belt?

I spend more time thinking about CRMs than I should. Even if a perfect one existed, users of the tool would find a way to mess it up. Last week I was reviewing how a lead was handled on behalf of a dealer client. While the salesperson handling the prospect was checking the “complete” box for each fulfilled task assigned to them, there were zero notes. No details of contact or ... Read More

Vehicle Recall

I Have a Vehicle Recall. Now What?

So you have a vehicle recall. What do you do now? I joined the folks at VinAdvisor to share our advice on how to handle your vehicle Read More

Ask The Expert

Ask the Experts with Joe Webb: From ISM to Internet Director

Hi! I have an interview as an Internet Director at a high volume dealership my friend works at. I however, have only ever been an ISM at a small RV dealership. I’m not worried about the role of a BDC/Internet Sales Manager, but am afraid I am out of my depth as an actual director. What tools are in my toolbox to become an expert? Thanks, Austin ________________________________________ My ... Read More

auto financing tips

Top Auto Financing Tips When Buying a Car

I readily contribute my time to improve the car shopping experience for consumers, as well as the car purchase process for dealers. In this week’s video conversation with VinAdvisor, we share the Top Auto Financing Tips When Buying a Car. Car shopping advice in small, easy-to-consume Read More