Diary of an Internet Sales Director, Chapter 1


Volker Jaeckel, ADP Digital Marketing Ambassador

After almost a couple of  years of working with a leading Internet marketing vendor and working the speaking circuit Volker Jaeckel (aka “@VJnator”) returns to the dealership world as an Internet Sales Director.  Here is my story of rejoining the store and the steps I took that made my website the best performing in my group and achieved “#1 CPO Dealer in the state” status six months in a row.  Let me share how I believe a new Internet Manager can quickly make their store a success as well. (Stay tuned for my  upcoming workshop “Internet Marketing Cliff Notes -short, sweet and successful.”)


Chapter I – It hurts to crawl on my knees again. Luckily it is only temporary.

Don't forget to always crawl first when evaluating a new situation.

This is it….I am back into the dealership world. I missed you, the world of shiny showrooms, the smell of rubber and the so-distinctive new car smell. And yes, I missed the challenge of helping a store achieve its full potential as a 21stcentury dealership embracing the Internet.


Tip #1: View your site through your customer’s eyes


Where do I start? Personnel? Process? Lead Providers? – No, I decided that shouldn’t be priority #1.  What is most important is getting an idea of how your dealership appears to your prospects. I needed to first put on my “consumer-glasses” to understand what they are seeing, and then I can determine the path forward that will get the consumer to buy at my store. What did I do? Let’s crawl and see.All of us in the dealership should know by now that at least 90% of all car shopping starts somewhere and somehow online. Shoppers “Google or Bing around” search phrases related to the model desired and the city they live in. This initial search generally leads to reviewing 3rd parties like Edmunds or AOL.Autos for test results and independent car experts’ advice. After that, they most likely end up on the OEM’s manufacturer website, lured by whatever seasonal offers or events are taking place right now. From the OEM website, the customer drills down to find which dealership is closest to their zip code.So, taking this roadmap of typical automotive buying behavior, my first action should be clear: “CHECK YOUR DEALER WEBSITE(s)”. The things I will be looking for are pretty straightforward.Does my website has the same advertising messaging my OEM is portraying on their site? For me as an eCom Director it is mandatory to have events like “Autobahn for all” or “Sign then drive” event on all my dealership websites. I am not speaking just about having the graphics but also written content of these national campaigns on my site(s).


Tip #2: Make sure shoppers responding to OEM advertising and programs find them on your site.


Adding OEM promotional content assures that local prospects looking for those campaign deals will find familiar territory and verbiage on my site. They know immediately that “VJ Motors” is participating in these well-known manufacturer deals seen on TV, Radio, Off- and Online. As a dealer, doing this will guarantee me a fraction of the millions and millions of dollars spent by my OEM. I get my piece of the huge advertising campaign pie – and everybody knows….I love pie.


Here was my first plan of action:

  • Determine my OEM’s current ad campaign (In this case the “Going Going Gone Event”)

  • Update all new car specials shown in the website with the particular “Going Going Gone” phrase

  • Main URL page showed as first slider Going Going Gone event participation, linked to the New Car Special page

  • SEO Content was modified and “Going Going Gone Event” as well “Autobahn for All” slogans were weaved in on homepage, New Car inventory page, New Car Special page and various model pages.

Because we all know that SEO results do not show up overnight, the written content placed on the described pages is here for the long run and should be not taken down when the OEM campaign stops – most likely you will see the same named event taking place again a few months down the road and in the meantime your content pages hopefully left some impactful results in the SERP.


Tip #3: Leverage all your content in social media and see SEO results soar


Post promotional content in your social media, such as a photo montage on your blog captioned “VJ Motors in Motorville enjoys the hundreds of customers stopping by customers during the VW Going Going Gone event.” The reason for doing this is that search engines love news updates through social media streams. By optimizing these channels with your dealership name and the event name in the post, you are supporting your organic SEO piece by piece. Try it – it has worked for me!


Tip #4: “But I have no time to do any of this”


As a busy dealer, aligning with OEM’s may sound like a lot of work and too much of a hassle. I felt this way too.There are two main ways I’ve found to alleviate the hassle issue: Choose an endorsed website provider and work with their professional account strategist.If your dealership has an endorsed website provider with OEM-coordinated advertising campaigns, the work you need to perform on your end will be a little bit less, thanks to perfectly timed and “ready-to-go” websites and landing pages at the start of the national campaigns.Another thing that helped me was that I could speak to my account advocate at the website provider to assist me in my efforts to tweak my messaging to my taste. So, if you’ve signed up for this type of service – use it, bring up your ideas, and let them do the main frame work. That way you can focus on the other things you need to do, making a dealership or dealer group successful – as I will show you in my next chapter.

Volker Jaeckel works as a speaker, coach and educator in digital marketing. “VJ” is a frequent speaker at industry events like Digital Dealer Conference and NADA; he is also a fixture at NCM 20 Groups and OEM seminars. When he’s not dazzling others with his digital marketing know-how, VJ enjoys vintage Mercedes Benz cars and spending time with his wife and five kids.

The Cobalt Group



Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: