Tag : joe Webb


“Let ME Show YOU What I Can Put On YOUR Website”

Let ME Show YOU What I Can Put On YOUR Website!” – the DD21 Exhibit Hall Request Perusing the latest and greatest offerings that exhibiting vendors have to show is one of the many highlights of Digital Dealer conferences. After each conference, though, I tend to be amazed at the similarities between the tools and services. Buzzwords bounce off the walls in abundance. Over the last ... Read More

Ask The Expert

Ask the Experts – Should my BDC be setting appointments or selling cars?

Hey Joe, I read your stuff (and always have), but this is my first time reaching out. I’m the General Manager of an import store in the midwest, with a 3 person BDC. My question is, is the priority of my BDC to be setting appointments or selling cars online? While I’ve seen your “just get them in” video, I always felt the benefit of a BDC handling calls over my sales team ... Read More

you are what you eat

The New Online Search: You Are What You EAT

You are who the customer believes you are. That may not always be your preferred image of you, but it is what you’re stuck with. Online search has changed and the content you create is a digital version of website nutrition. Google has updated the way they evaluate your site’s value. Based on their quality ratings guidelines, you are what you EAT. The semantic web has blossomed into the need ... Read More

great deal

Don’t Promise, Prove

Here lies the obligatory first paragraph about how consumers are online and absorbing information now more than ever, yada yada yada. You’ve heard it before. It’s beaten to death in every blog you read. I won’t bore you with it again. We already know consumers seek more answers, but that too has grown not to be good enough. So what more can you give them? In our retail environment, car ... Read More

50 shades of grey

Don’t Have a 50 Shades of Grey Relationship With Your Customers

As every warm-blooded human remembers, 2011 was a great year whether you were a reader, or married to a reader. 🙂 It was then that the erotic novel “50 Shades of Grey” debuted and was consumed vigorously, launching the biggest baby boom in 40 years. The words from the book translated from page to action. Readers found themselves living a love affair with the book, whether it played ... Read More

email marketing

Email Marketing: The Automation Equation

To automate or not to automate? That is the email marketing question. Time is finite, but words are plentiful. Your team may be skilled in penning the greatest emails read by man, woman, or child, but they likely do not have the time. Automation plays a key role in building out a worthy lead management process. How much automation should occur, then, is the question. If lead volume is low, it may ... Read More

vehicle recon

Repositioning Your Reconditioning

You pride yourself on the quality of your used car inventory. You ensure your customers that each pre-driven vehicle is sales-worthy, and it is because you have made it so. Every vehicle, whether they be trade or auction-bought, is inspected, valued, and detailed. But what costs dealers the most time and money is the reconditioning. Are you leveraging that work performed to convert shoppers into ... 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