Blog
Practical guidance for dealerships posting at volume, plus notes on what we ship.
The last week of the month is not a license to spam the CRM. Triage the pipeline, book shows you can staff, pair aged units with real buyers, and leave month-end theater out of Marketplace and the phone.
The floor says the leads are junk. Marketing says the floor does not work them. Here is a weekly feedback loop with owners, a short form, and inventory actions so both teams argue from the same records.
If bots, sold-unit clicks, and incomplete records sit in the denominator, every conversion rate is a lie. Define junk, disposition it, and keep it out of the metrics you use to coach people and buy media.
A screenshot from another dealer is not a desk pencil. Verify the vehicle, rebuild your number in the open, and decide to match, hold, or walk — without training buyers that every quote gets an automatic cut.
Cross-shopping is not a lost deal. It is a buyer doing the job. Here is how to work leads who are comparing you to another lot: discovery, honest differentiation, inventory truth, and when to stay in the deal.
A click-to-call is a live conversation you missed or took. A form fill is a written request. Respond to each with a different first action, clock, and CRM note so the hotter intent does not get the slower process.
Website chat leads die in the first unanswered minute. Coverage, a short script, a CRM handoff, and an after-hours rule are how you keep the conversation from becoming another abandoned widget.
A Cars.com form fill and a Marketplace message are not the same lead. Split intake, first response, qualification, and follow-up so third-party listing leads and social leads get the process each one actually needs.
BDC conversion and floor conversion are not the same number. Here is how to compare them fairly: same funnel stages, lead mix, handoff quality, and a scorecard that does not punish the desk that took the harder work.