Derrick Woolfson Blog | DrivingSales

Don't Get Caught On the Hamster Wheel With Marketing Fatigue

by Derrick Woolfson Last Week

Don't Get Caught On the Hamster Wheel With Marketing Fatigue

by Derrick Woolfson Last Week

Have you ever sat at your desk with your palm against your forehead, trying to put together the same old marketing you do month after month? You are not al…

446 0

Be the first to like this.

Do You Label Your Lead Forms?

by Derrick Woolfson August 31st

Do You Label Your Lead Forms?

by Derrick Woolfson August 31st

Is there a lot of thought that goes into deciding which call to actions to offer on the VDP’s? Or is it a constant free for all, or worse an aftertho…

562 2

Be the first to like this.

How Do You Handle Meetings With Your Managers?

by Derrick Woolfson August 23rd

How Do You Handle Meetings With Your Managers?

by Derrick Woolfson August 23rd

Week after week, dealers tend to have the same meeting. That is the GM sitting down with each department manager to review where they are at, projections, …

721 2

Eliana Raggio likes this.

Inbound Phone Success is Not Built By Managing Magical Buckets

by Derrick Woolfson August 23rd

Inbound Phone Success is Not Built By Managing Magical Buckets

by Derrick Woolfson August 23rd

It is easy to choose the ban-aided approach we know so well in our industry, no? If a vendor's solution can somehow "magically" fix the issue…

1077 4

Kyle Sessions, Dax Robinson and 2 other like this.

What if Vendors Paid their Employees on the Campaigns Success?

by Derrick Woolfson August 11th

What if Vendors Paid their Employees on the Campaigns Success?

by Derrick Woolfson August 11th

You can easily run through your PPC budget before lunch if it is not optimized. There are also several critical facets of what makes a PPC campaign success…

417 7

Be the first to like this.

Why Do We Make it So Hard to Pay A Repair Order?

by Derrick Woolfson August 6th

Why Do We Make it So Hard to Pay A Repair Order?

by Derrick Woolfson August 6th

Working on the dealer level, we know firsthand how difficult it can be as a "customer" to pay our repair order or get our own vehicles' statu…

319 1

Jason Unrau likes this.

Is Your CRM Work-Flow Holding You Back?

by Derrick Woolfson July 27th

Is Your CRM Work-Flow Holding You Back?

by Derrick Woolfson July 27th

There is not a lot of flexibility when it comes to customizing a work-flow in many of today’s CRM’s. Where in many cases the standard work…

567 2

R. J. James likes this.

Do You Hold Vehicles For Your Customer?

by Derrick Woolfson July 19th

Do You Hold Vehicles For Your Customer?

by Derrick Woolfson July 19th

It is not uncommon for most dealers to have strict policies against holding a vehicle for a customer. And for good reasons, every day that vehicle sits on …

710 3

R. J. James likes this.

How Much Are You Paying In Vendor Fees for Ad Spend?

by Derrick Woolfson July 14th

How Much Are You Paying In Vendor Fees for Ad Spend?

by Derrick Woolfson July 14th

Now more than ever, your dealer needs a clear, defined marketing strategy. One that lends itself to maximizing your dealers budget. It is times like this t…

688 9

John Finucane likes this.

Stop Wasting Time On Bad Leads.

by Derrick Woolfson July 7th

Stop Wasting Time On Bad Leads.

by Derrick Woolfson July 7th

Every month we get leads, lots of leads. But as you know, not all leads are of quality. Yet so many dealers waste precious time answering bad leads. For th…

771 2

Mike Ridenour likes this.

How to Pay Your BDC Team

by Derrick Woolfson June 28th

How to Pay Your BDC Team

by Derrick Woolfson June 28th

Designing a pay plan focused primarily on commission on the dealer level is not uncommon; in fact, the entire premise of the pay plan is “the more ap…

1179 4

Brian Nieves and Alexandra Perkins like this.

Have You Earned Your Customers Trust?

by Derrick Woolfson June 26th

Have You Earned Your Customers Trust?

by Derrick Woolfson June 26th

Trust is imperative as it offers the customer the peace of mind that they have made the right decision regarding the servicing of their vehicle. And w…

571 0

Be the first to like this.

Are We Still Comparing Apples to Oranges With Digital Marketing?

by Derrick Woolfson June 15th

Are We Still Comparing Apples to Oranges With Digital Marketing?

by Derrick Woolfson June 15th

Have you ever been in a marketing meeting and heard the question, "well, tell me what the other [OEM] dealers are doing? What success are they having?…

384 0

Be the first to like this.

Isn't It Time We Take the Dealership to the Customer?

by Derrick Woolfson June 15th

Isn't It Time We Take the Dealership to the Customer?

by Derrick Woolfson June 15th

While Digital Retailing has remained a buzz word within the industry, the situation we are all currently facing has turned us talking about it into actuali…

715 3

Marc Lavoie and R. J. James like this.

Do the OEM's Get Leads Right?

by Derrick Woolfson June 8th

Do the OEM's Get Leads Right?

by Derrick Woolfson June 8th

OEM leads. One of the first things that come to mind is that they are not just expensive - some being as much as $25 per Lead - but they are often not the …

556 3

Daryl Sanders and R. J. James like this.

Don't Forget About Your Managers.

by Derrick Woolfson May 29th

Don't Forget About Your Managers.

by Derrick Woolfson May 29th

When we are hit with an unprecedented situation - out of left field - it can easily derail your dealer's efforts. Sustaining everything you have worked…

560 0

Dax Robinson, Mike Ridenour and 3 other like this.

Videos Still Work, Right?

by Derrick Woolfson May 26th

Videos Still Work, Right?

by Derrick Woolfson May 26th

There have been several rounds of conversation in regards to videos. Namely, videos are the new it factor when it comes to capturing our customer's att…

622 3

Mike Ridenour likes this.

Is Your Service Landing Page Up to Date?

by Derrick Woolfson May 17th

Is Your Service Landing Page Up to Date?

by Derrick Woolfson May 17th

Fixed-ops is the dealer's bread and butter when it comes to the bottom line. Your dealer's service landing page mustn't offer just relevant con…

653 0

R. J. James likes this.

Most OEM's Don't Care About Texting

by Derrick Woolfson May 7th

Most OEM's Don't Care About Texting

by Derrick Woolfson May 7th

It is no secret that the way we communicate with our customers has drastically changed in the last four to five years. Texting has become one of the top wa…

629 5

R. J. James and Mike Ridenour like this.

To Cut Ad Spend? Or Not to Cut Ad Spend? Don't Rely on A Gut Feeling!

by Derrick Woolfson April 25th

To Cut Ad Spend? Or Not to Cut Ad Spend? Don't Rely on A Gut Feeling!

by Derrick Woolfson April 25th

There is a lot of conversation regarding whether or not to cut or spend less on digital advertising. And while we are indeed facing unprecedented times, re…

540 0

R. J. James likes this.

Take the Down Time to Update Your Website!

by Derrick Woolfson April 24th

Take the Down Time to Update Your Website!

by Derrick Woolfson April 24th

With website traffic at an all-time low, it is the perfect time to edit, build, and work on your website! As you know (for those of us who handle our sites…

715 3

Keith Bales and LeeZa Milano like this.

Update Your Call to Actions

by Derrick Woolfson April 11th

Update Your Call to Actions

by Derrick Woolfson April 11th

For those dealers who have switched gears, pivoted, and are offering more online retailing options it is important to update the call to actions on your VD…

868 3

R. J. James and Keith Bales like this.

Auto Responders for Inquires - Update Them!

by Derrick Woolfson April 11th

Auto Responders for Inquires - Update Them!

by Derrick Woolfson April 11th

Auto responders can make our lives easier, but more importantly they should let the customer know what to expect next. That said, with each dealers situati…

429 0

R. J. James likes this.

Dealer Response to Covid-19

by Derrick Woolfson March 31st

Dealer Response to Covid-19

by Derrick Woolfson March 31st

While each dealer presumably will and or has already responded differently to COVID-19, it is essential for all dealers to respond. Offering a front-facing…

1131 1

Be the first to like this.

Your BDC Can Work From Home

by Derrick Woolfson March 31st

Your BDC Can Work From Home

by Derrick Woolfson March 31st

For those dealers who have BDC Departments, it is possible for your BDC team to work from home. In which case they can manage the leads, social media, and …

714 2

R. J. James likes this.

Are You Offering Curb-Side Pick-Up/Drop-Off for Your Service Customers?

by Derrick Woolfson March 21st

Are You Offering Curb-Side Pick-Up/Drop-Off for Your Service Customers?

by Derrick Woolfson March 21st

In most cases, it takes a lot of time and thought on the dealer level to introduce a new business process. However, in times like this, we are facing uncha…

967 0

Kevin Kulma likes this.

Three Things You Can Do to Assist Your Employees and Customers

by Derrick Woolfson March 21st

Three Things You Can Do to Assist Your Employees and Customers

by Derrick Woolfson March 21st

We are handling unchartered territory right now when it comes to handling the processes on the dealer level. But that does not mean we have to cease commun…

486 0

Be the first to like this.

Two Things to Consider When Reviewing CRM Report Subscriptions

by Derrick Woolfson March 8th

Two Things to Consider When Reviewing CRM Report Subscriptions

by Derrick Woolfson March 8th

When it comes to CRM reporting in the automotive industry, there is no shortage. The idea that you can get a report for any one piece of data in your CRM s…

361 0

R. J. James likes this.

Do You Really Have an Onboarding Process? You Need One Now.

by Derrick Woolfson February 28th

Do You Really Have an Onboarding Process? You Need One Now.

by Derrick Woolfson February 28th

Having an onboarding program for any of the positions within your dealership can not only save hundreds of thousands of dollars. It can also significantly …

702 1

R. J. James likes this.

No Response?

by Derrick Woolfson February 18th

No Response?

by Derrick Woolfson February 18th

I am not sure what’s worse the customer reading an email and not responding or not reading your specially written email at all!  A no respons…

662 0

R. J. James likes this.

Top Reasons You Should Extend Your Hours

by Derrick Woolfson February 18th

Top Reasons You Should Extend Your Hours

by Derrick Woolfson February 18th

There are a lot of costs associated with extending hours. However, with fixed-ops being the dealer's life line and main money maker, it seems like…

674 2

R. J. James likes this.

How to Define Your Dealerships Brand Image

by Derrick Woolfson February 9th

How to Define Your Dealerships Brand Image

by Derrick Woolfson February 9th

A brand is more than just your OEM’s logo slapped on the website or POP Marketing. In fact, customers know who your manufacturer is, but do they know…

662 0

R. J. James likes this.

Top Six Best Practices for Running A Successful Exchange Program

by Derrick Woolfson January 29th

Top Six Best Practices for Running A Successful Exchange Program

by Derrick Woolfson January 29th

It is no secret that your service customers are valuable! And while there is a lot of debate on what the best practices are for “Exchange” prog…

589 1

R. J. James likes this.

Stop Multitasking in the BDC. Learn to Delegate and Say No.

by Derrick Woolfson January 20th

Stop Multitasking in the BDC. Learn to Delegate and Say No.

by Derrick Woolfson January 20th

There are many opinions on whether or not one can truly multitask. However, for those of us who work in the BDC, multitasking is a quintessential part of o…

651 0

Morgan Hardy likes this.

Set Goals for the Year Not Just the Month!

by Derrick Woolfson January 16th

Set Goals for the Year Not Just the Month!

by Derrick Woolfson January 16th

Planning and setting goals for the year ahead is hard considering we tend to plan month by month especially when it comes to measuring success. So instead …

436 0

Be the first to like this.

Are Mobile Apps Still A Thing?

by Derrick Woolfson January 14th

Are Mobile Apps Still A Thing?

by Derrick Woolfson January 14th

In the days before websites were responsive, it seemed that having a mobile app was the way to go. The idea that you could offer your current and potential…

586 0

Be the first to like this.

Top Things to Consider When it Comes to Increasing Your Fixed-Ops Revenue

by Derrick Woolfson Dec 31, 2019

Top Things to Consider When it Comes to Increasing Your Fixed-Ops Revenue

by Derrick Woolfson Dec 31, 2019

There is nothing better than hitting your monthly goals in the service department! Especially considering that fixed-op's is the dealerships money make…

745 1

R. J. James and Amy Boehm like this.

Top Things to Consider When it Comes to the Cost Per Lead

by Derrick Woolfson Dec 22, 2019

Top Things to Consider When it Comes to the Cost Per Lead

by Derrick Woolfson Dec 22, 2019

There are a lot of factors taken into consideration when initially signing up with a vendor. That is everything from multiple demos, monthly costs, CRM int…

1153 5

R. J. James likes this.

Is Poor Sales Consultant Retention Really Due to Not Hiring the Right Talent?

by Derrick Woolfson Dec 17, 2019

Is Poor Sales Consultant Retention Really Due to Not Hiring the Right Talent?

by Derrick Woolfson Dec 17, 2019

Hiring the right sales candidate is never easy - everyone comes to the table with a unique background & new perspectives. Measuring the success of that…

629 0

Chris K Leslie and Brandin Wilkinson like this.

Are You Stuck On Using Excel For Reporting In the Service Lane?

by Derrick Woolfson Dec 8, 2019

Are You Stuck On Using Excel For Reporting In the Service Lane?

by Derrick Woolfson Dec 8, 2019

Reporting is essential for understanding what your ROI is, right? So why then are we wasting several hours of your manager's time creating reports (usi…

476 0

Be the first to like this.

Stop Spending Money With Vendors That Do Not Work!

by Derrick Woolfson Dec 8, 2019

Stop Spending Money With Vendors That Do Not Work!

by Derrick Woolfson Dec 8, 2019

Unless you look at your dealer’s marketing budget regularly, you would be surprised as to just how many vendors your dealerships work with! Everythin…

527 0

Marie Nies and John Finucane like this.

Monday.com Makes for Better Monday's, Seriously

by Derrick Woolfson Nov 26, 2019

Monday.com Makes for Better Monday's, Seriously

by Derrick Woolfson Nov 26, 2019

One of the things I love most about the Driving Sales Executive summit is the ideas that come from the Best Idea Contest. The idea that hit home with me th…

670 2

Chris K Leslie likes this.

Two Ways to Deal With the Removed Manager

by Derrick Woolfson Nov 26, 2019

Two Ways to Deal With the Removed Manager

by Derrick Woolfson Nov 26, 2019

A removed manager is nothing easy to deal with. Knowing that their removed can cause chaos, lost sales, and lack of morality, to name a few. So how do we a…

751 1

Be the first to like this.

Are We the Cause for Removed Managers?

by Derrick Woolfson Nov 17, 2019

Are We the Cause for Removed Managers?

by Derrick Woolfson Nov 17, 2019

One of the keynote speakers for DSES 19, Clint Pulver spoke in detail about the types of managers we encounter. One of those managers is the “re…

702 0

Be the first to like this.

Don't Forget to Market the Vehicles on Your Lot!

by Derrick Woolfson Nov 6, 2019

Don't Forget to Market the Vehicles on Your Lot!

by Derrick Woolfson Nov 6, 2019

It sure would be nice to know what the actual market value is for the vehicles on our dealerships lots are. But that is easier said than done, and while we…

863 1

Be the first to like this.

Is Air Conditioning Really A Unique Feature?

by Derrick Woolfson Oct 30, 2019

Is Air Conditioning Really A Unique Feature?

by Derrick Woolfson Oct 30, 2019

There is nothing more frustrating than not being able to find what you're looking for online - we have all been there. The same applies to our potentia…

795 1

Be the first to like this.

You Cannot Fix Breakpoints in the Customers Experience Without First Fixing Your Own

by Derrick Woolfson Oct 28, 2019

You Cannot Fix Breakpoints in the Customers Experience Without First Fixing Your Own

by Derrick Woolfson Oct 28, 2019

In a perfect world, we could efficiently address customer breakpoints offering them a seamless experience. Whether that is changing the sales process, or c…

936 0

Be the first to like this.

A Birthday You Do Not Want to Celebrate!

by Derrick Woolfson Oct 20, 2019

A Birthday You Do Not Want to Celebrate!

by Derrick Woolfson Oct 20, 2019

Birthdays are supposed to be a great time of the year, it's your birthday after all, no? But one Birthday you want to avoid is the vehicles on your dea…

632 0

Be the first to like this.

Are You Ready For Monday? DSES Best Idea Contest, 2019!

by Derrick Woolfson Oct 10, 2019

Are You Ready For Monday? DSES Best Idea Contest, 2019!

by Derrick Woolfson Oct 10, 2019

One of my favorite events at the Driving Sales Executive Summit is the Best Idea Contest. Each year participants enter their respective ideas. For those wh…

843 4

Allison Nygaard and Adam Denault like this.

Are We Still Not Logging Customers Into the Showroom? What's Your Sales Process?

by Derrick Woolfson Oct 1, 2019

Are We Still Not Logging Customers Into the Showroom? What's Your Sales Process?

by Derrick Woolfson Oct 1, 2019

One of the hot topics last year that remains an issue on the dealer level is the logging of customers in the showroom. In most cases, the reporting spelled…

653 0

Be the first to like this.

Do You Really Let Your Sales Managers Make Decisions?

by Derrick Woolfson Sep 26, 2019

Do You Really Let Your Sales Managers Make Decisions?

by Derrick Woolfson Sep 26, 2019

One phrase we often hear is, "I want to empower my managers to make their own decisions if they cannot make their own decisions than they are not the …

866 5

Be the first to like this.

Own Your Decisions. You Can Be Confident Without Being Disrespectful.

by Derrick Woolfson Sep 23, 2019

Own Your Decisions. You Can Be Confident Without Being Disrespectful.

by Derrick Woolfson Sep 23, 2019

The word Business Development is ambiguous - what does it even mean, more importantly, what does Business Development mean on the dealer level? The idea th…

555 0

R. J. James likes this.

Two Things to Consider When Hiring A Candidate for Your BDC

by Derrick Woolfson Sep 16, 2019

Two Things to Consider When Hiring A Candidate for Your BDC

by Derrick Woolfson Sep 16, 2019

It is one thing to have a clearly defined job description, and another to actually execute that role. Namely, what is that role, and how does it work withi…

657 0

Be the first to like this.

Part One: What Does BDC Even Mean Anymore?

by Derrick Woolfson Sep 5, 2019

Part One: What Does BDC Even Mean Anymore?

by Derrick Woolfson Sep 5, 2019

The role of the BDC has evolved considerably over the last five to six years. Where dealers built BDC teams only to dismantle them to then going back and r…

702 1

Denine Bronstein, Michelle Gonzalez and 1 others like this.

What Is An Internet Manager? Do They Really Manage the "Internet"?

by Derrick Woolfson Aug 28, 2019

What Is An Internet Manager? Do They Really Manage the "Internet"?

by Derrick Woolfson Aug 28, 2019

We have a knack for creating new words - words that evolve into bonafide buzz-words,  positions, or conversations that often remain on autoloop. …

1085 0

Chris K Leslie and R. J. James like this.

Why So Many Options If You Don't Pay Attention to The Source?

by Derrick Woolfson Aug 19, 2019

Why So Many Options If You Don't Pay Attention to The Source?

by Derrick Woolfson Aug 19, 2019

Is there a lot of thought that goes into deciding which call to actions to offer on the VDP’s? Or is it a constant free for all, or worse an aftertho…

866 2

Arthur Bratton likes this.

A Vendor Relationship is A Two Way Street

by Derrick Woolfson Aug 12, 2019

A Vendor Relationship is A Two Way Street

by Derrick Woolfson Aug 12, 2019

While it is expected that the vendor will maximize the results on the dealer level month after month - at the end of the day, your account manager is a hum…

450 0

R. J. James and Carl Maeda like this.

Walk-Around Videos. All Talk, No Action. Let's Move Some Old Aged Vehicles!

by Derrick Woolfson Jul 30, 2019

Walk-Around Videos. All Talk, No Action. Let's Move Some Old Aged Vehicles!

by Derrick Woolfson Jul 30, 2019

It is no secret that we love our reports everything from Google Analytics, Vendor Reports, VDP Reports, and CRM Reports, to name a few. While the reports t…

558 0

Anthony Bartoli likes this.

Tired of Old Aged Inventory Lurking On Your Lot?

by Derrick Woolfson Jul 23, 2019

Tired of Old Aged Inventory Lurking On Your Lot?

by Derrick Woolfson Jul 23, 2019

There is nothing worse than having aged inventory at your dealership. It is no secret that the longer the unit sits unsold, the more expensive it becomes. …

544 0

Be the first to like this.

The Hidden Costs in Your CRM

by Derrick Woolfson Jul 16, 2019

The Hidden Costs in Your CRM

by Derrick Woolfson Jul 16, 2019

The CRM is arguably one of the most essential tools for the dealership other than the DMS. However, one thing to note and consider are all of the hidden fe…

1010 6

Be the first to like this.

The GM? Has the Role of the GM Evolved Enough to Meet the Needs On the Dealer Level?

by Derrick Woolfson Jul 7, 2019

The GM? Has the Role of the GM Evolved Enough to Meet the Needs On the Dealer Level?

by Derrick Woolfson Jul 7, 2019

No matter the business model, your dealership has evolved several of your roles over the years everything from dealers adding business development centers,…

1341 2

Whitney Williams, Chris Vitale and 1 others like this.

Tablets vs. Desktop. It's the Process that Counts.

by Derrick Woolfson Jul 3, 2019

Tablets vs. Desktop. It's the Process that Counts.

by Derrick Woolfson Jul 3, 2019

Anything to make the process easier for the sales consultant is a win-win, and there is a lot of conversation surrounding the usage of tablets versus deskt…

518 0

R. J. James likes this.

Inventory Management Starts With Your DMS

by Derrick Woolfson Jun 29, 2019

Inventory Management Starts With Your DMS

by Derrick Woolfson Jun 29, 2019

No one ever said it was easy to manage your dealership's inventory - everything from the floorplan, selection, cost, recon for pre-owned, to managing y…

818 1

R. J. James and John Finucane like this.

Top Reasons to Have Admin Access to Your Employees Dealer Social Media Pages

by Derrick Woolfson Jun 23, 2019

Top Reasons to Have Admin Access to Your Employees Dealer Social Media Pages

by Derrick Woolfson Jun 23, 2019

On the surface, having your sales consultants promoting your brand on social media seems like a win-win. The idea that your dealership is getting that addi…

408 0

Be the first to like this.

So What is A Dealer Processing Fee?

by Derrick Woolfson Jun 16, 2019

So What is A Dealer Processing Fee?

by Derrick Woolfson Jun 16, 2019

At one time or another, we have been asked by a customer "what the dealer processing fee is?" to which most everyone would give a different …

789 2

R. J. James and Marie Nies like this.

You Cannot Sell What You Do Not Offer!

by Derrick Woolfson Jun 9, 2019

You Cannot Sell What You Do Not Offer!

by Derrick Woolfson Jun 9, 2019

Every dollar counts towards the bottom line, we get that. But it is easier said than done as not all customers are presented extended warranties, service c…

749 0

R. J. James and ketika ranjan like this.

How Much Money Are You Losing By Not Managing Your Dealers Website?

by Derrick Woolfson Jun 2, 2019

How Much Money Are You Losing By Not Managing Your Dealers Website?

by Derrick Woolfson Jun 2, 2019

There is more to managing your dealer website than simply relying on your vendors to do everything. A common perception is that once you have signed up wit…

623 0

Be the first to like this.

Are We Still Getting Social Media Wrong?

by Derrick Woolfson May 28, 2019

Are We Still Getting Social Media Wrong?

by Derrick Woolfson May 28, 2019

It is no secret that social media continues to become a relevant means of not just connecting with prospective customers through paid Ad's, but also wa…

510 0

Be the first to like this.

What is The Customer Really Asking For When Submitting A Lead?

by Derrick Woolfson May 28, 2019

What is The Customer Really Asking For When Submitting A Lead?

by Derrick Woolfson May 28, 2019

We spend a great deal of time trying to figure out what the customer really wants and or expects from us at the dealership.  Albeit, this is a loaded …

943 2

Mark Grabowski likes this.

Top Reasons to Find A Vendor that Fits Like A Glove

by Derrick Woolfson May 19, 2019

Top Reasons to Find A Vendor that Fits Like A Glove

by Derrick Woolfson May 19, 2019

Taking on a new initiative can in many ways be overwhelming. There is often the fear of "are we going to get this right? Or "Do we really need th…

823 4

Ted Gaines and Bart Wilson like this.

ATTN: Being A Boss Isn't About Managing. It's About Leading.

by Derrick Woolfson May 6, 2019

ATTN: Being A Boss Isn't About Managing. It's About Leading.

by Derrick Woolfson May 6, 2019

In the last year, I have not been a direct supervisor - something, to be honest, that I did not miss. So I had to ask myself the honest question: what abou…

872 2

Be the first to like this.

Top Reasons to Explain the Sales Process On Your Dealer Website!

by Derrick Woolfson Apr 29, 2019

Top Reasons to Explain the Sales Process On Your Dealer Website!

by Derrick Woolfson Apr 29, 2019

I am the first one to offer that I am not always fond of relating specific automotive examples to other industries. Understanding that while it is ess…

1167 6

R. J. James likes this.

Top Reasons Your New Ideas Are Not Being Executed on the Dealer Level

by Derrick Woolfson Apr 25, 2019

Top Reasons Your New Ideas Are Not Being Executed on the Dealer Level

by Derrick Woolfson Apr 25, 2019

Year after year we attend conferences coming back with great ideas. Ideas - that if they were implemented - could have a significant impact on your dealers…

1209 4

R. J. James likes this.

Top Reasons to Have A Soft Pull Credit Option On Your Website

by Derrick Woolfson Apr 18, 2019

Top Reasons to Have A Soft Pull Credit Option On Your Website

by Derrick Woolfson Apr 18, 2019

Long gone are the days where we make it difficult for the customer to obtain their credit information with regards to auto loans. Yet, the last thing many …

684 2

R. J. James likes this.

Top Reasons to Rethink the Way You Use Your CRM Reporting

by Derrick Woolfson Apr 18, 2019

Top Reasons to Rethink the Way You Use Your CRM Reporting

by Derrick Woolfson Apr 18, 2019

There is such a thing as analysis paralysis. The idea that we become numb when reviewing the various reports our CRM’s have to offer, and when we do …

692 1

R. J. James likes this.

Top Ways to Manage Inventory Photos. Stop Wasting Time.

by Derrick Woolfson Apr 8, 2019

Top Ways to Manage Inventory Photos. Stop Wasting Time.

by Derrick Woolfson Apr 8, 2019

Every day your vehicle goes without a photo online, you could be losing revenue. Getting the photos online, however, is easier said than done. There a…

2237 2

Carl Maeda, John Finucane and 1 others like this.

Top Reasons to Get Your Photos Online ASAP When in Recon

by Derrick Woolfson Mar 29, 2019

Top Reasons to Get Your Photos Online ASAP When in Recon

by Derrick Woolfson Mar 29, 2019

Every day your used vehicle sits on the side lot your dealer is losing money. It is no secret that the sooner you recon your pre-owned units, the better ch…

1390 6

Carl Maeda, R. J. James and 1 others like this.

Response Time: Top Reasons for Quality vs. Speed

by Derrick Woolfson Mar 27, 2019

Response Time: Top Reasons for Quality vs. Speed

by Derrick Woolfson Mar 27, 2019

In a perfect world, all leads would be answered immediately, and the appointment would be booked soon to be a sale. However, the way we approach the r…

1474 2

Dean Love likes this.

Auto Emails: Where Are We Now?

by Derrick Woolfson Mar 17, 2019

Auto Emails: Where Are We Now?

by Derrick Woolfson Mar 17, 2019

As we know, emails are still relevant in the way we approach corresponding with our customers. So as we continue to evolve as an industry so do our custome…

997 4

R. J. James and Shelby Youngblood like this.

Top Things to Consider When Chatting Online Chat vs. FaceBook Messenger

by Derrick Woolfson Mar 13, 2019

Top Things to Consider When Chatting Online Chat vs. FaceBook Messenger

by Derrick Woolfson Mar 13, 2019

There several ways to communicate with your customer with everything from texting, calling, emailing, web chat, and FaceBook messenger. All of which are gr…

2062 4

Ian Coburn, Shelby Youngblood and 1 others like this.

What Are You Doing For Service Advisor Training?

by Derrick Woolfson Mar 1, 2019

What Are You Doing For Service Advisor Training?

by Derrick Woolfson Mar 1, 2019

Training is essential for any position, but even more important for your service advisors! If the customer continues to service their vehicle with you…

753 0

Be the first to like this.

What Are We Really Signing? Top Things to Consider Before Signing a Vendor Contract

by Derrick Woolfson Feb 24, 2019

What Are We Really Signing? Top Things to Consider Before Signing a Vendor Contract

by Derrick Woolfson Feb 24, 2019

As a disclosure, this article is by no means offering and or suggesting not to sign a dealer contract. The purpose of this article is to discuss concerns a…

917 1

Shelby Youngblood and Carol Forden like this.

Top Reasons Your Training is Not Working

by Derrick Woolfson Feb 19, 2019

Top Reasons Your Training is Not Working

by Derrick Woolfson Feb 19, 2019

It is evident that much of the training that we execute on the dealer level is relatively the same content, no?  In that, the topics that we train on …

2373 4

Be the first to like this.

Top Reasons to Have A Plan of Action For Long-Term Follow-Up!

by Derrick Woolfson Feb 10, 2019

Top Reasons to Have A Plan of Action For Long-Term Follow-Up!

by Derrick Woolfson Feb 10, 2019

As much as we would like to pat ourselves on the back for a job well done - are we really doing the best we can when it comes to long term customer follow…

1333 2

R. J. James likes this.

Are Specials Still Hurting Your Goals?

by Derrick Woolfson Feb 10, 2019

Are Specials Still Hurting Your Goals?

by Derrick Woolfson Feb 10, 2019

Same Specials. New Month. Seems like we live in a repetitious cycle when it comes to approaching putting specials online. Where we sometimes would rather s…

653 1

Be the first to like this.

Top Two Reasons Your Call to Actions Need Clarity

by Derrick Woolfson Jan 20, 2019

Top Two Reasons Your Call to Actions Need Clarity

by Derrick Woolfson Jan 20, 2019

Have you ever gone online to search one of your cars for a customer? One they saw one a third party site and thought to yourself just how confusing we…

2614 2

Be the first to like this.

Where Are We With Texting?

by Derrick Woolfson Jan 20, 2019

Where Are We With Texting?

by Derrick Woolfson Jan 20, 2019

It has been well over a year since I last spoke about texting on the dealer level, but it does not seem that we have made that much progress in the co…

1565 10

Be the first to like this.

Why Buy Messaging Isn't Just A Catchy Slogan. Start Using Your Most Valuable Asset.

by Derrick Woolfson Jan 17, 2019

Why Buy Messaging Isn't Just A Catchy Slogan. Start Using Your Most Valuable Asset.

by Derrick Woolfson Jan 17, 2019

While we might understand the value in why buy messaging, there are often small disconnects between the why buy message and how it is executed on the deale…

1047 2

Be the first to like this.

ATTN: Transparency isn't so Transparent

by Derrick Woolfson Jan 17, 2019

ATTN: Transparency isn't so Transparent

by Derrick Woolfson Jan 17, 2019

We spend a lot of time reviewing ways to improve the customer's experience whether that is through surveys, studies, or reading endless reports. Howeve…

927 2

Angela Mancuso likes this.

Top Reasons to Discuss Your 2019 Marketing Plans Before 2019! Pro-Active vs. Re-Active.

by Derrick Woolfson Dec 23, 2018

Top Reasons to Discuss Your 2019 Marketing Plans Before 2019! Pro-Active vs. Re-Active.

by Derrick Woolfson Dec 23, 2018

December is the busiest time of the year for the auto industry, which can make or break your year. This is also the perfect time to review your annual mark…

726 1

Be the first to like this.

Year-End Bonuses? Another Year. Another Check Written.

by Derrick Woolfson Dec 23, 2018

Year-End Bonuses? Another Year. Another Check Written.

by Derrick Woolfson Dec 23, 2018

You get a bonus. He Gets a Bonus. She Gets a Bonus. We All Get Bonuses? It is not uncommon for the sales consultant to receive a year-end bonus based on th…

832 3

Be the first to like this.

What's the Deal With Split Deals?

by Derrick Woolfson Dec 12, 2018

What's the Deal With Split Deals?

by Derrick Woolfson Dec 12, 2018

We have all had one time or another where we had to split a deal. Splitting that deal, however, was often easier said than done. Once we had an agreem…

2145 3

R. J. James and John Goll like this.

Top Reasons to Avoid the Island Mentality When it Comes to Meetings

by Derrick Woolfson Dec 12, 2018

Top Reasons to Avoid the Island Mentality When it Comes to Meetings

by Derrick Woolfson Dec 12, 2018

Week after week we have the same meeting at the dealership. That is the GM sitting down with each department manager to review where they are at, projectio…

759 0

R. J. James, Marie Nies and 1 others like this.

Leadership is not About Managing: Top Reasons to Empower Your Managers

by Derrick Woolfson Nov 28, 2018

Leadership is not About Managing: Top Reasons to Empower Your Managers

by Derrick Woolfson Nov 28, 2018

It can be easy as a GM to sit there and make all of the decisions for the dealership; managing everything from sales, service, marketing, and the hiri…

1456 6

R. J. James likes this.

Top Things to Consider When Implementing A New CRM

by Derrick Woolfson Nov 28, 2018

Top Things to Consider When Implementing A New CRM

by Derrick Woolfson Nov 28, 2018

The idea of implementing a new CRM on the dealer level can seem intimidating, and rightfully so! There is an incredible amount of work involved when implem…

1505 9

R. J. James likes this.

Notification Overload! Top Reasons to Avoid the Clutter.

by Derrick Woolfson Nov 20, 2018

Notification Overload! Top Reasons to Avoid the Clutter.

by Derrick Woolfson Nov 20, 2018

It is not uncommon to receive over sixty plus notifications per day on your cell phone. As one can imagine, it can become tedious to filter through al…

1162 2

R. J. James likes this.

Top Reasons to Avoid Rushing A Sales Campaign

by Derrick Woolfson Nov 7, 2018

Top Reasons to Avoid Rushing A Sales Campaign

by Derrick Woolfson Nov 7, 2018

At one point or another, we have all experienced the moment where the sales manager or GM asked us to put together a sales blast on a moments notice! That …

1526 2

R. J. James likes this.

Best Idea Contest 2018: The One that Caught My Attention

by Derrick Woolfson Oct 29, 2018

Best Idea Contest 2018: The One that Caught My Attention

by Derrick Woolfson Oct 29, 2018

The Best Idea contest is one of my favorite events at DSES. It is always refreshing to see new and innovative ideas presented by those who also work o…

1552 6

Leeann Miller likes this.

DSES 2018: Take the Time to Plan for the Future!

by Derrick Woolfson Oct 29, 2018

DSES 2018: Take the Time to Plan for the Future!

by Derrick Woolfson Oct 29, 2018

One of the things I like most about the DSES conference is that it ‘recharges’ my batteries after spending three jam-packed days full of a…

981 0

Be the first to like this.

How Much is Your BDC Agents Overtime Truly Costing Your Dealership

by Derrick Woolfson Oct 16, 2018

How Much is Your BDC Agents Overtime Truly Costing Your Dealership

by Derrick Woolfson Oct 16, 2018

Designing a pay plan focused primarily on commission on the dealer level is not uncommon; in fact, the entire premise of the pay plan is “the more ap…

1049 0

Be the first to like this.

Are You Burning Your Sales Managers Out?

by Derrick Woolfson Oct 9, 2018

Are You Burning Your Sales Managers Out?

by Derrick Woolfson Oct 9, 2018

It is easy to look at a few reports and come to a conclusion that your sales managers are just not cutting it. That is everything from their closing r…

1867 2

Be the first to like this.

Are You Logging All of Your Customers in the CRM?

by Derrick Woolfson Oct 1, 2018

Are You Logging All of Your Customers in the CRM?

by Derrick Woolfson Oct 1, 2018

In a perfect world on the dealer level, each customer that visits the dealership would be logged into the CRM. However, we know that this is not the case, …

2198 6

R. J. James likes this.

Top Reasons Your Up-Selling Isn't Working

by Derrick Woolfson Sep 25, 2018

Top Reasons Your Up-Selling Isn't Working

by Derrick Woolfson Sep 25, 2018

With Fixed-Op’s carrying the weight financially for dealers it is essential that your service advisors upsell product in the service lane. That …

1059 0

Be the first to like this.

Work-flows Do Not Always Work. Top Things to Consider When Answering Leads.

by Derrick Woolfson Sep 17, 2018

Work-flows Do Not Always Work. Top Things to Consider When Answering Leads.

by Derrick Woolfson Sep 17, 2018

There is not a lot of flexibility when it comes to customizing a work-flow in many of today’s CRM’s. Where in many cases the standard work-flow…

1365 2

Be the first to like this.

Global Dealerships. What is the Difference?

by Derrick Woolfson Sep 10, 2018

Global Dealerships. What is the Difference?

by Derrick Woolfson Sep 10, 2018

One of the things I enjoy most when traveling abroad in Europe - Greece, Italy & France -  is taking a closer look at their automotive trends. Tha…

805 0

Be the first to like this.

Were Your Labor Day Sales A Snooze?

by Derrick Woolfson Sep 4, 2018

Were Your Labor Day Sales A Snooze?

by Derrick Woolfson Sep 4, 2018

There is always hype in retail when it comes to the holidays. That is our mindset as an industry - the idea that our customers are eager, ready to shop for…

956 0

Dan Munson likes this.

Top Reasons You Need A Second Chance Finance Program

by Derrick Woolfson Aug 27, 2018

Top Reasons You Need A Second Chance Finance Program

by Derrick Woolfson Aug 27, 2018

A solid second chance finance program on the dealer level can be quite profitable. But in many cases, the program falls apart in which case the dealer shie…

1455 2

Chris K Leslie and Amanda Gordon like this.

Top Reasons Your HR is Affecting Your Leadership Development.

by Derrick Woolfson Aug 20, 2018

Top Reasons Your HR is Affecting Your Leadership Development.

by Derrick Woolfson Aug 20, 2018

Leadership development is not limited to your sales managers on the dealer level. Your HR department can have a profound impact on your entire organization…

1372 1

David Bowman likes this.

A Leader Does Not Need to Take All of the Credit. It's Not All About You.

by Derrick Woolfson Aug 13, 2018

A Leader Does Not Need to Take All of the Credit. It's Not All About You.

by Derrick Woolfson Aug 13, 2018

We have all worked with that one manager who thinks extremely highly of themselves. Making sure that you are not just aware of it, but that if you do …

2656 6

R. J. James and Jason Volny like this.

Are You A Manager or A Leader?

by Derrick Woolfson Aug 6, 2018

Are You A Manager or A Leader?

by Derrick Woolfson Aug 6, 2018

Having the right leader in place on the dealer level can make or break the dealerships bottom line. Knowing that for every employee who quits costs the dea…

1893 5

R. J. James and Sherri Riggs like this.

Top Reasons Managers And Employees Do Not Get Along

by Derrick Woolfson Jul 30, 2018

Top Reasons Managers And Employees Do Not Get Along

by Derrick Woolfson Jul 30, 2018

Managing is not easy. There are several components that make for a successful manager and employee relationship. Knowing that everyone has a distinct perso…

2416 7

R. J. James, Robert Simmons and 2 other like this.

The Ultimate Guide To Structure An Effective Sales Meeting

by Derrick Woolfson Jul 23, 2018

The Ultimate Guide To Structure An Effective Sales Meeting

by Derrick Woolfson Jul 23, 2018

A sales meeting should pump your team up not deflate them. Where they leave the sales meeting feeling defeated. Part of what makes a sales meeting successf…

2277 4

Jason Volny, R. J. James and 2 other like this.

6 Tips for Dealing With Difficult Employees. Are Your Buttons Jammed?

by Derrick Woolfson Jul 16, 2018

6 Tips for Dealing With Difficult Employees. Are Your Buttons Jammed?

by Derrick Woolfson Jul 16, 2018

Let’s face it. We have all had that one employee that has jammed every one of our last buttons. Pushing us to the edge as we question ourselves. Aski…

897 0

Be the first to like this.

Top Reasons Your Sales to Service Handoff is Not Working

by Derrick Woolfson Jul 9, 2018

Top Reasons Your Sales to Service Handoff is Not Working

by Derrick Woolfson Jul 9, 2018

Knowing how long it can take to make the sale and the sheer cost of acquiring the customer - it's surprising that more dealers do not take the tim…

924 0

Sherri Riggs and R. J. James like this.

Response Time: Top Reasons for Quality vs. Speed

by Derrick Woolfson Jul 1, 2018

Response Time: Top Reasons for Quality vs. Speed

by Derrick Woolfson Jul 1, 2018

In a perfect world, all leads would be answered immediately, and the appointment would be booked . Soon to be a sale. However, the way we approach the resp…

3192 13

Greg Wells, Dean Love and 1 others like this.

You're Closed? Top Reasons to Check Your Search Results!

by Derrick Woolfson Jun 25, 2018

You're Closed? Top Reasons to Check Your Search Results!

by Derrick Woolfson Jun 25, 2018

When is the last time you searched for your dealership in a search engine? If you cannot remember. Perhaps it is time to take a minute and search for your …

1473 2

R. J. James likes this.

The Click that Didn't Stick: Top Things to Check When Struggling With Conversion!

by Derrick Woolfson Jun 18, 2018

The Click that Didn't Stick: Top Things to Check When Struggling With Conversion!

by Derrick Woolfson Jun 18, 2018

There is nothing more frustrating - or so it seems - than to search something, get a result, but once you clicked through the page does not have anything t…

1815 2

R. J. James likes this.

The Coupon Search: Top Reasons Coupons Are Not Limited to Just Email Campaigns.

by Derrick Woolfson Jun 10, 2018

The Coupon Search: Top Reasons Coupons Are Not Limited to Just Email Campaigns.

by Derrick Woolfson Jun 10, 2018

Dealers spend hours planning marketing campaigns and coupons months (even business quarters) ahead of when they will be released. With the hopes that there…

1142 0

Sherri Riggs and Brandin Wilkinson like this.

Show Me What I'm Searching For?! Top Two Must Haves

by Derrick Woolfson Jun 4, 2018

Show Me What I'm Searching For?! Top Two Must Haves

by Derrick Woolfson Jun 4, 2018

It is hard sometimes to imagine what the average customer searches for regarding services when you are on the dealer level every day. But if you take …

1364 2

Sherri Riggs likes this.

Top Reasons Your Pay Plan is Hurting Your Hiring!

by Derrick Woolfson May 29, 2018

Top Reasons Your Pay Plan is Hurting Your Hiring!

by Derrick Woolfson May 29, 2018

Regardless of which industry we are discussing most sales & service jobs (if not all) have a commission based pay plan. The purpose, of course, in havi…

1329 2

Brandin Wilkinson likes this.

Top Reasons Your Auto Emails Are Failing

by Derrick Woolfson May 21, 2018

Top Reasons Your Auto Emails Are Failing

by Derrick Woolfson May 21, 2018

At first glance sending an automated email seems like the perfect thing to do! Where it becomes turn-key, and you do not have to rely on your sales manager…

2242 4

Pierre Legault and Dave Page like this.

Are We Getting Social Media Wrong?

by Derrick Woolfson May 14, 2018

Are We Getting Social Media Wrong?

by Derrick Woolfson May 14, 2018

OEMs and Dealers have yet to idealize or define what social media means in regards to the brand identity or reputation management. So it is no surprise giv…

1642 2

Brandin Wilkinson likes this.

Declined Services: Top Reasons to Get in Tune With it!

by Derrick Woolfson May 7, 2018

Declined Services: Top Reasons to Get in Tune With it!

by Derrick Woolfson May 7, 2018

When is the last time you looked through RO’s to see how many services had been declined? Or whether or not the advisor even offered the service vs. …

664 0

Be the first to like this.

Top Reasons Your CRM is Hurting You!

by Derrick Woolfson Apr 30, 2018

Top Reasons Your CRM is Hurting You!

by Derrick Woolfson Apr 30, 2018

Not all CRM platforms are created equal. And given the CRM is the foundation for many positions such as BDC, Sales Consultant, Sales Managers, Service, Equ…

896 0

Be the first to like this.

Top Reasons to Have An Onboarding Process!

by Derrick Woolfson Apr 23, 2018

Top Reasons to Have An Onboarding Process!

by Derrick Woolfson Apr 23, 2018

Having an onboarding program for any of the positions within your dealership can not only save hundreds of thousands of dollars. It can also significantly …

2352 6

Brandin Wilkinson and R. J. James like this.

Too Much is Too Much! Top Reasons Less is More

by Derrick Woolfson Apr 16, 2018

Too Much is Too Much! Top Reasons Less is More

by Derrick Woolfson Apr 16, 2018

If you your website has more options than a dinner menu (without sharing actual information) you might have too much going on. Sure, we like options. …

930 0

Brandin Wilkinson likes this.

Reviews Don't Write Themselves!

by Derrick Woolfson Apr 9, 2018

Reviews Don't Write Themselves!

by Derrick Woolfson Apr 9, 2018

Having a 1000k+ reviews is a huge accomplishment! It is something to admire, really. However, what is more important is that you are continuing t…

3285 12

Amanda Gordon, R. J. James and 2 other like this.

Turn Time: Top Reasons to Keep it Moving!

by Derrick Woolfson Apr 2, 2018

Turn Time: Top Reasons to Keep it Moving!

by Derrick Woolfson Apr 2, 2018

It is not uncommon for the sales manager to put the pressure on the service manager to get the vehicle through the shop. Knowing that for every additi…

1989 2

R. J. James likes this.

Top Things to Consider When Creating an Email Campaign

by Derrick Woolfson Mar 26, 2018

Top Things to Consider When Creating an Email Campaign

by Derrick Woolfson Mar 26, 2018

A little over a year ago I wrote  Emails are Here to Stay. To this day, email marketing is still relevant and an integral part of marketing. However, …

1293 0

R. J. James likes this.

Top Reasons to Avoid Buzz Words: aka "Dear Valued Customer"

by Derrick Woolfson Mar 19, 2018

Top Reasons to Avoid Buzz Words: aka "Dear Valued Customer"

by Derrick Woolfson Mar 19, 2018

Dear valued customer.  Okay, let’s back-up one step. For those that receive emails or letters that say “dear valued customer” d…

1548 0

R. J. James likes this.

There's A Line for That: Top Reasons to use Local Provisioned Lines!

by Derrick Woolfson Mar 11, 2018

There's A Line for That: Top Reasons to use Local Provisioned Lines!

by Derrick Woolfson Mar 11, 2018

In a recent blog post, I discussed the importance of listening to your team's phone calls. The idea that it can assist us in working with our empl…

1174 0

Be the first to like this.

OEM Leads: The Good. The Bad & The Ugly

by Derrick Woolfson Mar 11, 2018

OEM Leads: The Good. The Bad & The Ugly

by Derrick Woolfson Mar 11, 2018

Lead generation remains a hot topic as it should! However, the issue itself has not evolved much. Wherein, the same answer is offered - noting that Dealer…

1390 0

Vito Goldfarb likes this.

Email Overload. Stop Over Sending!

by Derrick Woolfson Mar 5, 2018

Email Overload. Stop Over Sending!

by Derrick Woolfson Mar 5, 2018

There is nothing (I mean nothing) more annoying to a customer than getting multiple - pointless - emails both before and after their services. Not to menti…

1121 0

Be the first to like this.

Booking the First Service Appointment: Top 3 Things to Review

by Derrick Woolfson Feb 26, 2018

Booking the First Service Appointment: Top 3 Things to Review

by Derrick Woolfson Feb 26, 2018

There have been some great conversations highlighting the importance of scheduling the first service appointment. Posing the age old question who schedules…

1549 2

Amanda Gordon, R. J. James and 1 others like this.

Top Reasons to Listen to Your Calls!

by Derrick Woolfson Feb 19, 2018

Top Reasons to Listen to Your Calls!

by Derrick Woolfson Feb 19, 2018

Customer service is vital. We get that. But one thing we might not notice or suspect as much is the very fact that not everyone has proper phone etiquette.…

2461 4

R. J. James and Vidushi Jain like this.

Top Reasons to Avoid Conquesting in Service

by Derrick Woolfson Feb 12, 2018

Top Reasons to Avoid Conquesting in Service

by Derrick Woolfson Feb 12, 2018

Contrary to the title conquesting in service can, in fact, increase revenue. However, merely increasing revenue can not only be short-lived, but it ca…

1920 1

R. J. James likes this.

Does Your Brand Experience Meet the Customers Expectations? Top 3 Ways to Make it Happen!

by Derrick Woolfson Feb 5, 2018

Does Your Brand Experience Meet the Customers Expectations? Top 3 Ways to Make it Happen!

by Derrick Woolfson Feb 5, 2018

The Auto Industry is a world of its own. A world within the franchise arena. Yet each and every store has its own understanding, methods, and perspect…

1975 4

Dean Love, Brandin Wilkinson and 1 others like this.

Texting - The Good, Bad & Ugly Part Two: Where are the OEM's?

by Derrick Woolfson Jan 29, 2018

Texting - The Good, Bad & Ugly Part Two: Where are the OEM's?

by Derrick Woolfson Jan 29, 2018

The market for texting is still widely unknown, and what is known is held by the dealers who are either allowing their consultants to use their device…

2613 10

R. J. James and Amanda Gordon like this.

Top Reasons It's Time to Breakup With Your Vendor

by Derrick Woolfson Jan 22, 2018

Top Reasons It's Time to Breakup With Your Vendor

by Derrick Woolfson Jan 22, 2018

Vendor relationships are business, and while that is not to say that relationships develop with the people you work with - at the end of the day, it is abo…

1810 4

Amanda Gordon and Richard Keeney like this.

Trust Isn't Limited to Just Offering Pricing & Services Online

by Derrick Woolfson Jan 15, 2018

Trust Isn't Limited to Just Offering Pricing & Services Online

by Derrick Woolfson Jan 15, 2018

Trust is imperative as it offers the customer the peace of mind that they have made the right decision regarding the servicing of their vehicle. And while …

1684 2

Brendan Dolan, Amanda Gordon and 1 others like this.

Customer Appreciation Days: In or Out?

by Derrick Woolfson Jan 8, 2018

Customer Appreciation Days: In or Out?

by Derrick Woolfson Jan 8, 2018

Who doesn’t like to feel appreciated? It doesn’t seem unreasonable to want to appreciate our customers, right?  Especially the ones who co…

1501 1

Be the first to like this.

Status Updates! Keeping the Customer Informed in Service!

by Derrick Woolfson Jan 2, 2018

Status Updates! Keeping the Customer Informed in Service!

by Derrick Woolfson Jan 2, 2018

Patience is a virtue. A virtue that many of us have trouble with including myself. And there is nothing more annoying than not knowing what the status is o…

1406 0

Be the first to like this.

2017 In Review: 5 of the Top Conversations

by Derrick Woolfson Dec 25, 2017

2017 In Review: 5 of the Top Conversations

by Derrick Woolfson Dec 25, 2017

2017 was full of surprises, twists & turns. All of which offered a year full of new ideas and perspectives. Everything from email marketing in both sal…

1741 4

Amanda Gordon and Scott Larrabee like this.

Merge or Not to Merge: Top Reasons to Merge Leads

by Derrick Woolfson Dec 18, 2017

Merge or Not to Merge: Top Reasons to Merge Leads

by Derrick Woolfson Dec 18, 2017

The CRM is vital to a dealerships growth and development. Housing all of the transactional data. Everything from leads, sold customers, unsold customers, a…

1462 2

Be the first to like this.

Service Appointments: Top Ways to Avoid Exiting Without Booking!

by Derrick Woolfson Dec 11, 2017

Service Appointments: Top Ways to Avoid Exiting Without Booking!

by Derrick Woolfson Dec 11, 2017

When is the last time you reviewed your analytics to see how many appointments were scheduled online for service? Making sure the advisor completes the app…

1026 0

R. J. James likes this.

A Tentative Appointment is Not an Appointment: Top Reasons to Avoid this Approach

by Derrick Woolfson Dec 4, 2017

A Tentative Appointment is Not an Appointment: Top Reasons to Avoid this Approach

by Derrick Woolfson Dec 4, 2017

The goal is to book an appointment converting the phone-ups and internet leads into showroom visits. That goal, though can be hindered when the mindset of …

2383 3

Pierre Legault likes this.

Top Reasons Not to Wash Your Customers Vehicle for Free

by Derrick Woolfson Nov 27, 2017

Top Reasons Not to Wash Your Customers Vehicle for Free

by Derrick Woolfson Nov 27, 2017

If you offer a free car wash for your customer and the OEM asks that question on their post-service survey - it’s probably a good idea to wash their …

2198 2

R. J. James and Linda LaLonde like this.

Top Reasons to Plan Your Fixed-Op's Based on Sales Numbers

by Derrick Woolfson Nov 20, 2017

Top Reasons to Plan Your Fixed-Op's Based on Sales Numbers

by Derrick Woolfson Nov 20, 2017

Sales have a direct correlation to the volume of units that pass through service on a daily basis. So as you are planning for year-end and are looking to p…

989 0

Michael Smith and R. J. James like this.

Top Reasons to Focus On Selling Parts & Accessories

by Derrick Woolfson Nov 13, 2017

Top Reasons to Focus On Selling Parts & Accessories

by Derrick Woolfson Nov 13, 2017

Part & Accessories sales are not just transactions meant for repairs.  So few customers though are educated on what is offered online at the time …

1017 0

Tom Campbell likes this.

What Has Your BDC Done?

by Derrick Woolfson Nov 6, 2017

What Has Your BDC Done?

by Derrick Woolfson Nov 6, 2017

BDC in the simplest form simply means Business Development Center. A department that is placed in the center of the business that develops business th…

1737 2

Tom Campbell likes this.

Are You Using Internal RO's to Hit Your Numbers?

by Derrick Woolfson Oct 30, 2017

Are You Using Internal RO's to Hit Your Numbers?

by Derrick Woolfson Oct 30, 2017

We are all trying to hit our year-end numbers. And Internal RO’s are not a new topic. In fact, it is often a heated discussion that the fixed-ops and…

2165 2

Be the first to like this.

DSES 2017 - It's Not Just for the Executives

by Derrick Woolfson Oct 26, 2017

DSES 2017 - It's Not Just for the Executives

by Derrick Woolfson Oct 26, 2017

Driving sales Executive Summit isn’t just for the top level executives. It's also for the influencers. The ones that are working on the deal…

1777 3

Be the first to like this.

Top Reasons to Avoid the Coin-Operator State of Mind: Machines Don't Have Emotions

by Derrick Woolfson Oct 16, 2017

Top Reasons to Avoid the Coin-Operator State of Mind: Machines Don't Have Emotions

by Derrick Woolfson Oct 16, 2017

There is no doubt that money motivates many (not all) people. That said, the way you drive the advisor, however, should not be from the perspective of &ldq…

1587 1

R. J. James likes this.

5 Things to Review in the Last Quarter: Avoiding Plan C

by Derrick Woolfson Oct 9, 2017

5 Things to Review in the Last Quarter: Avoiding Plan C

by Derrick Woolfson Oct 9, 2017

Another year has come and gone. The industry has seen ebbs and flows in business, and the service lane remains the dealers highest earning asset. As the ye…

863 0

R. J. James likes this.

Top Reasons Mystery Shops Don't Work

by Derrick Woolfson Oct 2, 2017

Top Reasons Mystery Shops Don't Work

by Derrick Woolfson Oct 2, 2017

Phone call quality is incredibly important, right? I mean the way your service advisor answers the phone - handling the customer - shapes the way the …

1956 3

R. J. James likes this.

Dude, Where's My Car?

by Derrick Woolfson Sep 25, 2017

Dude, Where's My Car?

by Derrick Woolfson Sep 25, 2017

We have all been there one time or another. That moment of sheer panic as we can’t seem to find our car. As we scour all through the parking lot - sw…

1783 3

R. J. James likes this.

Top Reasons You Need A Social Media Policy

by Derrick Woolfson Sep 18, 2017

Top Reasons You Need A Social Media Policy

by Derrick Woolfson Sep 18, 2017

Having a Social Media account is more than just adding photos, videos, or curating collective, effective content. Social media accounts develop, define, an…

1334 0

Be the first to like this.

Are You Plugged In? Top Reasons You Need to Join the EV Conversation!

by Derrick Woolfson Sep 11, 2017

Are You Plugged In? Top Reasons You Need to Join the EV Conversation!

by Derrick Woolfson Sep 11, 2017

OEM’s are continuing to develop Electric Vehicles, and while they are not dominating the market quite yet - it is important to take note on how …

1776 5

R. J. James and Tori Zinger like this.

5 Things You Shouldn't Have to Promise: Just Do it

by Derrick Woolfson Sep 4, 2017

5 Things You Shouldn't Have to Promise: Just Do it

by Derrick Woolfson Sep 4, 2017

The following Five golden rules should not have to be a promise made to your customer. Rather it should just be a part of your daily process in the servic…

1003 0

Be the first to like this.

5 Reasons Your Mobile Service Marketing Isn't Working

by Derrick Woolfson Aug 28, 2017

5 Reasons Your Mobile Service Marketing Isn't Working

by Derrick Woolfson Aug 28, 2017

  With the trends focused on increased mobile usage, it is important to note that with these trends come changes in how the customer *expects*…

2690 1

Vidushi Jain likes this.

Live Chat for Auto Dealerships: Why It's a Must-Have for Your Service Department

by Derrick Woolfson Aug 21, 2017

Live Chat for Auto Dealerships: Why It's a Must-Have for Your Service Department

by Derrick Woolfson Aug 21, 2017

Chat is nothing new to the industry. It is has been around for some time. Yet so many Dealers are still getting it wrong. Causing dealers to have a bad ta…

1013 0

R. J. James likes this.

Top Reasons You Should Respond to Negative Reviews

by Derrick Woolfson Aug 14, 2017

Top Reasons You Should Respond to Negative Reviews

by Derrick Woolfson Aug 14, 2017

There are two sides to every story. We live in a world where the customer is not always right. However, we know first-hand that it is ingrained into our mi…

5978 7

R. J. James and Scott Larrabee like this.

What is Your Brand?

by Derrick Woolfson Aug 7, 2017

What is Your Brand?

by Derrick Woolfson Aug 7, 2017

A brand is more than just your OEM’s logo slapped on the website or POP Marketing. In fact, customers know who your manufacturer is, but do they know…

819 0

Be the first to like this.

Top Ways to Brand Your Service Center With Reviews

by Derrick Woolfson Jul 31, 2017

Top Ways to Brand Your Service Center With Reviews

by Derrick Woolfson Jul 31, 2017

Branding your Service Center is more than just having a “why service here” video on your website touting that you have OEM certified techs. Cu…

1279 0

Emily Helander, R. J. James and 3 other like this.

Are You Selling Service Contracts in the Lane?

by Derrick Woolfson Jul 24, 2017

Are You Selling Service Contracts in the Lane?

by Derrick Woolfson Jul 24, 2017

Several dealers reported record months in the service drive. With a record number of RO’s hitting the lanes each day, it is a gold mine for selling s…

1125 0

Be the first to like this.

Top Reasons You Should Extend Your Hours

by Derrick Woolfson Jul 17, 2017

Top Reasons You Should Extend Your Hours

by Derrick Woolfson Jul 17, 2017

There are a lot of costs associated with extending hours. However, with fixed-ops being the dealer's life line and main money maker, it seems like a no…

2048 7

R. J. James and Scott Larrabee like this.

Are We Still Talking About Leads?

by Derrick Woolfson Jul 12, 2017

Are We Still Talking About Leads?

by Derrick Woolfson Jul 12, 2017

All we ever talk about - it seems - is response time, engagement rate, closing rate, set-rate, show-rate the list goes on. And while I am not saying that t…

1304 3

Be the first to like this.

Are Your Specials Hurting Your Goals?

by Derrick Woolfson Jul 10, 2017

Are Your Specials Hurting Your Goals?

by Derrick Woolfson Jul 10, 2017

Tired of not hitting your monthly goals? Frustrated that your specials aren't adding enough to the bottom line?  Now Imagine if you had an ap…

2274 3

R. J. James and Scott Larrabee like this.

5 Ways to Hit Your Monthly Service Goals

by Derrick Woolfson Jul 3, 2017

5 Ways to Hit Your Monthly Service Goals

by Derrick Woolfson Jul 3, 2017

There is nothing better than hitting your financial goals in the service department! Especially considering that fixed-op's is the dealerships money ma…

1761 0

R. J. James likes this.

Top Reasons You Should Have Service Pricing Online

by Derrick Woolfson Jun 26, 2017

Top Reasons You Should Have Service Pricing Online

by Derrick Woolfson Jun 26, 2017

We have all been there - that is trying to get a repair estimate, but are unable to find the pricing online!  And good luck calling the Service Center…

2625 2

R. J. James likes this.

5 Ways to Run a Successful X-Change Program

by Derrick Woolfson Jun 19, 2017

5 Ways to Run a Successful X-Change Program

by Derrick Woolfson Jun 19, 2017

It is no secret that your service customers are valuable! And while there is a lot of debate on what the best practices are for “X-Change” prog…

1977 2

Guy Tonti likes this.

Top 5 Reasons Your Advisors Need Training

by Derrick Woolfson Jun 12, 2017

Top 5 Reasons Your Advisors Need Training

by Derrick Woolfson Jun 12, 2017

In recent months the OEM has set new standards using KPI’s, which have set a new tone with the survey. Giving the dealer the dealer a new means of se…

2288 5

Skyler Trujillo and R. J. James like this.

This is the Right Service Lane, Right?

by Derrick Woolfson Jun 5, 2017

This is the Right Service Lane, Right?

by Derrick Woolfson Jun 5, 2017

We have all been there - well, those who haven’t are lucky or have done some seriously good research -  and booked a reservation online because …

988 0

Be the first to like this.

Top Reasons Why You Should Offer Payments Online

by Derrick Woolfson May 26, 2017

Top Reasons Why You Should Offer Payments Online

by Derrick Woolfson May 26, 2017

Convenience is a luxury. A luxury that many people seek. So why then haven’t we offered a simple solution that not only gives into the customer's…

3600 6

Be the first to like this.

Texting - The Good, Bad & Ugly

by Derrick Woolfson May 22, 2017

Texting - The Good, Bad & Ugly

by Derrick Woolfson May 22, 2017

Texting is an integral part of business whether we like it or not. Texting is also not relevant solely because it's what Millennials want, either. In f…

5067 9

Pierre Legault likes this.

Top 5 Ways to Be Competitive in Pricing

by Derrick Woolfson May 22, 2017

Top 5 Ways to Be Competitive in Pricing

by Derrick Woolfson May 22, 2017

The profit margins in the service lane remain high and are every dealer's biggest asset. Yet to maintain the profits we have to be competitive with pri…

1570 3

Be the first to like this.

iPads in the Service Lane

by Derrick Woolfson May 15, 2017

iPads in the Service Lane

by Derrick Woolfson May 15, 2017

In recent months, our OEM has been pushing the use of tablets in the service lane. Handling everything from the walk around, explanation of services, and c…

1660 0

Be the first to like this.

Top Ways Your Service Advisor is Hurting Your DMS

by Derrick Woolfson May 8, 2017

Top Ways Your Service Advisor is Hurting Your DMS

by Derrick Woolfson May 8, 2017

The DMS is the main house that stores all of your customer's information. Information that is used by all of the vendors you work with. Yet, the most i…

1174 0

Be the first to like this.

5 Things Your Service Customer Isn't Telling You

by Derrick Woolfson May 1, 2017

5 Things Your Service Customer Isn't Telling You

by Derrick Woolfson May 1, 2017

Customers - just like the advisors - often think one thing and say another. To alleviate the guessing games and unnecessary drama here are the top five thi…

2140 1

Be the first to like this.

There's an Excel Sheet for That!

by Derrick Woolfson Apr 24, 2017

There's an Excel Sheet for That!

by Derrick Woolfson Apr 24, 2017

Reporting is essential for understanding what your ROI is, right? So why then are we wasting several hours of your managers time creating reports (using Ex…

1556 1

Steven Buesink likes this.

Recalls = Money

by Derrick Woolfson Apr 17, 2017

Recalls = Money

by Derrick Woolfson Apr 17, 2017

Recalls are easy money, right? Several dealers are already taking advantage of recalls as a means of up-selling other services. Including the sale of a new…

2249 3

Heidi Pooler and Maggie Pugesek like this.

Your Plumber is your Doctor?

by Derrick Woolfson Apr 10, 2017

Your Plumber is your Doctor?

by Derrick Woolfson Apr 10, 2017

People (and yes, *many* not just the millennials) will forgo their favorite store to save a few dollars - so why do you expect service customers not to? …

1589 0

Be the first to like this.

Linked?

by Derrick Woolfson Apr 3, 2017

Linked?

by Derrick Woolfson Apr 3, 2017

Service Appointment Integration - how does your DMS connect with the CRM?  do you use another form of software? If so, how do they connect? Do you hav…

1373 0

Dave Wells, Derrick Woolfson and 2 other like this.

What Are They Saying About You?

by Derrick Woolfson Mar 27, 2017

What Are They Saying About You?

by Derrick Woolfson Mar 27, 2017

Reviews and social presence are an integral part of doing business in the digital world we live in. Collecting those reviews, however, is the challenging p…

2443 4

Caleb Twito, Scott Larrabee and 1 others like this.

Videos Still Work, Right?

by Derrick Woolfson Mar 20, 2017

Videos Still Work, Right?

by Derrick Woolfson Mar 20, 2017

      There have been several rounds of conversation in regards to videos. Namely, videos are the new it factor when it comes t…

2416 6

Caleb Twito likes this.

Thank You. No, But Thank You!

by Derrick Woolfson Mar 13, 2017

Thank You. No, But Thank You!

by Derrick Woolfson Mar 13, 2017

      How many Thank You’s is enough? Do we say thanks so much that we become desensitized to what “thank you&rdquo…

1830 2

Carlos Sousa, Maggie Pugesek and 1 others like this.

Appointment!

by Derrick Woolfson Mar 6, 2017

Appointment!

by Derrick Woolfson Mar 6, 2017

      There is a lot of conversation surrounding the appointment. Namely, how to ask for the appointment when corresponding via…

2026 0

Be the first to like this.

No Response?

by Derrick Woolfson Feb 27, 2017

No Response?

by Derrick Woolfson Feb 27, 2017

      I am not sure what’s worse the customer reading an email and not responding or not reading your specially written e…

6873 6

Maggie Pugesek and Brian Randio like this.

Emails Are Here to Stay!

by Derrick Woolfson Feb 20, 2017

Emails Are Here to Stay!

by Derrick Woolfson Feb 20, 2017

      Have you ever found yourself writing what you think to be an incredible email to only realize that the lead did not have …

3849 6

Maggie Pugesek likes this.

New Month. Same Coupons. It Works Right?

by Derrick Woolfson Feb 13, 2017

New Month. Same Coupons. It Works Right?

by Derrick Woolfson Feb 13, 2017

      Using the same coupons every month works, right? I mean Bed Bath & Beyond does it - so why can’t we? Showing…

2271 2

Be the first to like this.

Responsive ? Now Let’s Everybody PINCH & ZOOM!

by Derrick Woolfson Feb 6, 2017

Responsive ? Now Let’s Everybody PINCH & ZOOM!

by Derrick Woolfson Feb 6, 2017

      How many service appointments does your dealer average on any given month? Chances are you might be missing appointments!…

2643 6

Carl Maeda likes this.

Loyalty

by Derrick Woolfson Jan 30, 2017

Loyalty

by Derrick Woolfson Jan 30, 2017

I do not want to keep a loyal customer said no one ever! Somehow, though, dealers fall short of creating, implementing, and executing a successful loyalty …

2389 4

Kristen Tepper and Maggie Pugesek like this.

OP-CODES?

by Derrick Woolfson Jan 23, 2017

OP-CODES?

by Derrick Woolfson Jan 23, 2017

      At one time or another, we are all (assumably) guilty of running the same service specials online month to month. Asking …

2251 2

Aaron Harvey likes this.

Take me off the List!

by Derrick Woolfson Jan 16, 2017

Take me off the List!

by Derrick Woolfson Jan 16, 2017

      The last thing a dealer wants to hear is “take me off of your marketing list.” Each and every time you get th…

1926 0

Be the first to like this.

Health Exam?

by Derrick Woolfson Jan 9, 2017

Health Exam?

by Derrick Woolfson Jan 9, 2017

      January is full of resolutions, which often fail because there were either too many resolutions or there wasn’t eno…

1552 1

Be the first to like this.

Free. What It Is It Good For?

by Derrick Woolfson Dec 30, 2016

Free. What It Is It Good For?

by Derrick Woolfson Dec 30, 2016

      Is a free oil change the only way of getting customers to return to your dealership? If so, chances are you have other un…

1209 0

Anne Fleming, Derrick Woolfson and 1 others like this.

Paid Fixed-Op's Advertising?

by Derrick Woolfson Dec 22, 2016

Paid Fixed-Op's Advertising?

by Derrick Woolfson Dec 22, 2016

With the cost of marketing in sales rising in turn offering dealer’s thinner profit margins – is service the way to capture new business by…

2281 1

Tori Zinger, Brad Paschal and 1 others like this.

Service BDC?

by Derrick Woolfson Dec 19, 2016

Service BDC?

by Derrick Woolfson Dec 19, 2016

Fixed-Op’s arguably is the one department that keeps the dealer afloat absorbing the costs to run a dealership. It is also the one department that se…

2976 9

Tori Zinger, Maggie Pugesek and 2 other like this.

10 Minutes & the Unforgettable Twitter War!

by Derrick Woolfson Dec 12, 2016

10 Minutes & the Unforgettable Twitter War!

by Derrick Woolfson Dec 12, 2016

        Waiting in line is fun said no one ever. So if we do not like waiting in line ourselves then what makes us thin…

870 0

Be the first to like this.

Fixed Ops Marketing - Traditional Or Digital?

by Derrick Woolfson Dec 5, 2016

Fixed Ops Marketing - Traditional Or Digital?

by Derrick Woolfson Dec 5, 2016

Are mailers just as good or better than digital advertising? That was a question up for discussion recently. The notion that our customers become desensiti…

3352 0

Be the first to like this.

1000k Miles. 1000k in Savings. - oh, wait what about service?

by Derrick Woolfson Nov 18, 2016

1000k Miles. 1000k in Savings. - oh, wait what about service?

by Derrick Woolfson Nov 18, 2016

It is safe to say that servicing their new vehicle is not on the top of consumers’ minds during the buying process. That is not to say that s/he…

1481 0

Be the first to like this.

Notifications & Messages

Derrick Woolfson Business Development

Derrick Woolfson Blog Posts