Tag : automotive

FAQ page

The Undervalued FAQ page and How to Build It

The Undervalued FAQ page and How to Build It – as seen in Dealer Magazine, October 2016 Your customers have questions. You can only hope that your people have the answers. Not all of your prospective clients (or loyal customers) want to speak to a live agent, though, so they visit your website in search of a quick solution. Above and beyond the relatively generic content placed onto your ... Read More

John Michael Montgomery

Don’t Let Salespeople Be John Michael Montgomery on the Phone

Is there anything sadder than a country song? I listened to country music during a stretch between 1990 and 1994. That was it. Pretty much gave up on any country after that time frame. But those years seemed to be the renaissance for country music. Artists such as Garth Brooks, Alan Jackson, Tim McGraw, Clint Black, the aforementioned John Michael Montgomery, and others all came out during, or ... Read More

sales management

The Manager Who Doesn’t: A Guide to Better Sales Management

There are many people in our industry with the title of “manager”, but very few who deserve it. This happens for countless reasons in sales management. Some feel entitled by this newfound title and don’t believe they need to. Others claim they’re too busy. Surely some have been promoted to the point of incompetence and don’t know where to start. In the end, the reason many managers ... Read More

traffic cop

Does Your Dealership Need a Traffic Cop?

Have you ever run a red light? Did you do it by accident? Not paying attention? Did you need to because you were in a hurry? Or maybe you did because no one was around and you just felt like it. Could that have been it? Inevitably, the law catches up with everyone that continues to break the rules of the road, whether it be a stiff warning, a few points on a license, or a citation and fine. You ... Read More

pay plan

What They’re Worth: A Pay Plan Paradox

Pay plan scenarios continue to vex everyone from dealer owners to salespeople. While DealerKnows is called upon to consult on pay plans for different positions, historical expectations continue to be obstacles in their design. We must get away from antiquated expectations for pay, and start paying people what the position is worth in terms of value to the organization. I’ve long said the ... Read More

cuts corners

The Road to Loyalty: Are You Speeding Up or Cutting Corners?

Vehicle buyers’ primary complaints regarding their purchases continue to be about time. They are frustrated with the time it takes to complete a sales transaction on the dealership lot.  Heck, they’re upset at how long it still takes us to respond back to an email inquiry, answer a phone, and pick up a live chat, so you know that four hours in a showroom to a guest feels like an eternity. As ... Read More

the right way

Using Auto-Responders the Right Way

Auto-responders can be unwanted noise to a shopper, or they could be the key that opens the door. It all depends how you build and schedule yours. Our clients know that our DealerKnows auto-responder is one of our little-discussed secrets to engagement success. While all of our templates have evolved and changed over the years, our auto-responder has held true. Across all of our dealers, our ... Read More

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

Ask The Expert

Ask the Experts – Should we bring in credit challenged customers?

Hello Joe, I’m dealing with the “bad credit conundrum”. When customers tell us they have bad credit, should we ask them to complete an online credit application to save time, or should we just bring them in? I’ve asked my team to come to a consensus. BDC agents say it would be easier to just invite them in, but my F&I team and sales managers say they should be ... Read More