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Best of the Best — On The Move

Bill Vaughn joined Kirksville Motor Company​

Bill joined Kirksville Motor Company in February 2026.

His LinkedIn profile lists him as Sales Manager. The dealership lists him as New Car Sales & Inventory Manager.

Links: Bill Vaughn’s profile · Kirksville Motor Company team LinkedIn

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@BillVaughnKMC

Best of the Best — On The Move

Greg Gifford moved into the Chief Strategy Officer role​

Greg became Chief Strategy Officer at SearchLab Digital in June 2026. He previously served as the company’s Chief Operating Officer.

SearchLab also announced that Greg was named to the inaugural Search Power List: 100 Most Influential in SEO in the USA.

Links: Greg Gifford’s profile · SearchLab leadership page · Search Power List announcement
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@Greg_Gifford

Best of the Best — On The Move

Ryan Leslie joined Click Here Digital​

Ryan announced that he joined Click Here Digital in mid-2026. His LinkedIn profile currently lists him as Sales Director.

This moves him from an independent automotive consulting identity into a large automotive digital-marketing organization.

Links: Ryan’s announcement · Ryan Leslie’s profile
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@ryan.leslie
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Best of the Best — On The Move

John Quinn joined InFocus Solutions​

John left TradePending in March 2026 and joined InFocus Solutions in May as Director of Product & Systems.

InFocus provides dealership lead-management, appointment-setting, CRM-accountability, and customer-contact services.

Links: John Quinn’s LinkedIn profile · InFocus Solutions
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@john.quinn

Fake DealerRefresh job listings on LinkedIn

If you have seen a job listing on LinkedIn that says DealerRefresh is hiring, it is not real. We did not post it. There are about 90 of them.

I just got back from vacation and spent this morning digging into this properly. Here is what I found:

LinkedIn crawled our Jobs Available and People for Hire forum between August 5 and August 9. Our server logs show 230 requests from LinkedInBot. On August 7 and 8, LinkedIn published roughly 90 job listings from those forum threads and listed DealerRefresh as the employer on every one of them.

We have never posted a job on LinkedIn. Not once. Our LinkedIn Jobs tab still says "You haven't posted any jobs yet." Posting 90 jobs would cost real money. Nobody paid it, because nobody here posted anything.

We are not the only ones this happened to

The job IDs sitting next to ours in LinkedIn's system show the same thing happening to companies with no connection to us. A consulting firm in Toronto is listed as hiring for a position called "PUBLICATION" in France, and the job description is the footer of their own website. Another company is listed as hiring "Experienced Professionals" in Papua, Indonesia.

Whatever LinkedIn ran on August 7 and 8 did this to a lot of people.

Nothing was hacked and nothing leaked

Every word in those listings came off a public page on this forum. No private information got out. Nobody got into anything. Old public posts got scraped and mislabeled.

One thing worth knowing

Deleting your old forum thread will not remove the LinkedIn listing
. Several of you have asked. LinkedIn already has its own copy of the text. Taking down the original does nothing to theirs.

LinkedIn is not making this easy

This is the part wearing on me.

We cannot delete these. They do not appear in our own Jobs manager, because LinkedIn created them instead of us. There is no button for it and no bulk removal. Nothing on our page touches them. The only tool we have is reporting them one listing at a time, ninety times, for listings we never made.

Jeff opened a support ticket on August 11. Eight days, no response.

LinkedIn built this, published it under our name, left us no way to take it down, and has not answered us about it :cursin:

What we are doing

I have the full list of all 90 with job IDs and URLs, our server logs showing their crawler hitting us, and the examples from the other companies. That goes to LinkedIn today, along with a request to pull every one of them and stop attaching crawled listings to our page. We are also asking them to leave this forum out of their job system for good, because it is a discussion board and not a careers site.

:light: What would help

Report it from the listing itself. Use the three-dot menu, then Report this job, then "This job is fake or not from this company." A report from the company being misrepresented carries more weight than another one from us.

And if a candidate has called you about a job you posted here years ago, I am sorry you are dealing with it. That one is on LinkedIn. You did nothing wrong by posting here.

Best Sales CRM for a [small/independent] dealership - what's actually working for you?

What DMS are you going to use. I would certainly pick a CRM that will work with your DMS for Inventory Feed and to push a deal from the CRM to the DMS.

Duplicate Data Entry is an absolute time killer. Some say that they type fast and it isn't that big of a deal.....until you make a data entry mistake and end up re-contracting documents and have DMV issues.

AI = Awesome Intelligence

Claude power users, do you have a rich inventory of skills and plugins? Is your Opus/Fable output having bouts of obvious stupidity? Does it miss simple logical steps, does it invent steps?

Your skills and plugins maybe conflicting each other and/or the markdown content/structure was made for the older models when long, deep rules were needed to steer the output.

My output was so frustrating that I've spent 20+ hours getting it right and it's still not what I wanted. So, I created a brand new sterile Claude Max account and ran 2 identical deep analyses. Results:

"Your full Claude stack adds a strong interpretation layer. It also oversteers the model."

ugh. Back to the lab..
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Do you swear at your AI?

Power users, Is your Claude output vomiting rubbish that makes you want to throw your laptop into the street?
Wait! Paste this reply in that thread*:

It's been a long day and my brain is fried, talk to me like I'm 5.
Only report to me in ASD-STE100 Simplified Technical English. That means approved plain words, active voice, and one instruction or idea per sentence. Small words, short sentences, short paragraphs. If you have to use a big word, explain it right after. Only return what's actually necessary.
Just tell me what you did, did it work, what do I do now.

It's badd asss...

*A share from a Reddit thread
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Do Customers Really Want Electric Vehicles?

Five years later, I think this thread aged pretty well, but I would answer the original question differently now.

Do customers want EVs?

Some absolutely do. Some absolutely should not own one.

To me that is the part the industry keeps trying to turn into a yes-or-no argument when it is really a customer-fit question.

If I have somebody who can charge at home, drives 40 miles a day, rarely takes a 500-mile road trip and likes how an EV drives, it can make a ton of sense.

If somebody lives in an apartment with no reliable charging, drives long distances all the time, tows regularly or does not want to plan charging at all, I am not going to try to talk them into one because somebody decided EVs are the future.

Five years ago we were asking whether people would like the cars once they actually lived with them. I think we have a pretty good answer now. J.D. Power says satisfaction among current BEV owners is at its highest level since they started measuring it, and 96% of new-BEV owners would consider another one.

But EVs were still only around 6% of new-car sales last quarter.

That tells me the product can work really well for the right customer, but it is nowhere near a one-size-fits-all replacement for ICE.

The piece dealers still need to get better at is the conversation before the sale.

Where do you live? Can you charge at home? What is your commute? How often do you road trip? What happens in the winter? What does charging actually cost where you live? Are you leasing or keeping it eight years? What happens if you need to tow?

J.D. Power also found only about one in five EV owners said their dealer gave them any education or advice about home charging.

That one jumped out at me.

We can argue EV versus gas all day, but if we are selling a completely different ownership experience and four out of five customers are leaving without much charging education, that part is on us.

I do not think the job is to convince everyone to buy an EV.

The job is to help the customer figure out whether an EV actually fits their life before we sell them one.

REV #073: The Brand Customers Love Most Is the Hardest to Find

Hey all — back again with the REV (#073). For anyone new to these, every week, we dig into what millions of Google reviews say about customer experience across the auto industry. This one's about a J.D. Power result that our review data both agrees with and complicates.

J.D. Power named its 2026 service-satisfaction winners. Among premium brands, Porsche. Among mass-market brands, the surprise: MINI, ranked #1 (J.D. Power 2026 U.S. Customer Service Index).

Our review data agrees MINI's customers are happy. It also shows why that's easy to miss where new shoppers look.

Loved, but Light on Reviews.


MINI carries a 4.78 average rating, the highest in mass market and second only to Lexus across all 32 brands the Widewail Index tracks. The sentiment is luxury-grade. The footprint isn't.

MINI runs 92 rooftops, the smallest network of any brand, and its stores generate about 5.8 reviews a month each — less than half what a typical franchise rooftop pulls in (12.3), and the thinnest review stream in mass market. It's why MINI lands last in mass market on our reputation index. Not for lack of quality. For lack of volume.

Satisfaction and Reputation Aren't the Same Game


A survey goes out to owners directly; J.D. Power measured MINI's score by surveying tens of thousands of vehicle owners about their service visits. Online reputation works the other way. It's built from the customers who choose to post, and surfaced by review volume and recency. A shopper who isn't already looking for MINI meets it through the map pack, the "most reviewed" sort, or an AI answer — and MINI generates the least of both in mass market, so it's the least likely to surface.

The store page is strong once a buyer lands on it; the harder part is getting them there. An AI can only recommend what it can find.

View attachment 11529

Why It Matters for Any Store, MINI or Not


MINI is the clean example, but the lesson is general. Satisfaction doesn't market itself. A great visit only compounds into reputation if it lands on the page the next customer reads, which means asking for the review every time and keeping the stream fresh. Win the J.D. Power survey, and you've kept the customers you already have. Fill the review page, and you reach the ones you haven't met.

The brand customers love most shouldn't be the hardest to find. That's a capture problem, and a fixable one: ask every customer for a review, and keep them coming.

Emily, I agree with the main point that a great customer experience does not automatically turn into local visibility, but MINI also shows where these rankings can get a little weird.

If the brand is sitting at a 4.78 and ends up last mainly because of review volume, that tells me a lot about scale and review capture, but not necessarily that the stores have a reputation problem.

From a GM standpoint, I care a lot more about what happens in my actual market. When somebody searches for a dealer near me, does my store show up? Are my reviews fresh? Am I competitive with the stores around me? And is that visibility turning into website visits, calls, directions and appointments?

Reviews absolutely matter there.

But reviews also cannot fix a footprint problem. If the closest MINI store is 70 miles away, another 500 five-star reviews do not make the store any closer. Same thing if the customer cannot find the right vehicle. Reviews help somebody trust and choose a store once the store is actually an option.

I would separate three things:

CSI tells you how the visit went. Reviews tell the market about the experience. Local visibility determines whether the next customer ever sees you.

They work together, but they are not the same KPI.

I would also be careful with the idea of incentivizing a customer to leave a “good” review. I would rather ask every customer, make it easy, ask consistently and let the actual experience determine what they write.

And on the AI side, I think reviews are going to matter, but I would not assume review volume alone gets a dealership recommended. Inventory, crawlable site content, location information, relevance and the actual substance of the reviews all have a part in whether a store can be understood and surfaced.

To me the opportunity is not just “get more reviews.” It is making sure a good customer experience actually becomes something the next shopper can find and trust.

Uncle Joe's Makeover Diary 2.0

This should be pretty easy for USA, but we are currently trying to do this overseas where there are 65 Chinese brands in the market - oof

EEEK!

lol. Actually, the data is all around, but, highly vetted output is what I am creating and I am fishing for one's that is pre-built.

#NotMadeYet

I am building a YMMT map for SRP Filters vs YMMTS SRP/VDP Title.
Example:
YMMT map for SRP Filters: 2023 Chevy Equinox [trim]
YMMTS SRP/VDP Titles: 2023 Chevy Equinox [trim] [series]

Don't we have a player in auto that built an 'automotive wiki'?

Uncle Joe's Makeover Diary 2.0

DR army,
I am looking for a normalized YMMT library that is in the public domain, or, avail for a small fee. A highly vetted output is preferred.
This should be pretty easy for USA, but we are currently trying to do this overseas where there are 65 Chinese brands in the market - oof.

Have you checked to see if the free databases from NHTSA will work? I would assume between that and freely available registration records you could AI down to a set of unique values pretty easily.
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Suggestions for Website Providers

I have a trade-value tech so I cannot say I have a specific recommendation and "why". However, here are some that we work with and that you could look into.
  • DealerOn
  • Motive
  • SOKAL
  • Dealer Fire
  • Dealer Alchemist
  • Fox Dealer
I have contacts at DealerOn, Motive, and SOKAL. Feel free to message me if you want me to connect you with any.

NOTE: I have no skin in the game with any of these companies. They all have their strengths and weaknesses.

What’s happening on the showroom floor?

Real talk: most managers already know who their top performers are without any AI telling them. The issue isn't identifying the problem, it's fixing it. Can InstoreX actually coach the bad salespeople to be better or does it just confirm what you already know?
Levin, that is exactly the test for me.

I do not need AI to tell me who my best and worst salespeople are. I can look at the board, CRM, appointments, shows and solds and figure that out pretty quick.

Where I see value is telling me why somebody keeps losing customers and giving the manager something specific to coach.

Tell me Johnny keeps talking over customers, never asks about the trade, gets buried on price too early, skips the appointment ask, or keeps ending calls with “let me know.” Now I have something I can actually work on with him instead of just telling him he needs to make better calls.

AI is not going to fix somebody who does not care. We have all had that salesperson. But if the person is coachable, this could make the manager a lot better at catching the same mistakes over and over.

My test would be simple. Pick a few struggling salespeople and use it for 30 to 60 days. Are they setting more appointments? Are more people showing? Are they following up better? Are they selling more cars?

If those numbers move, you have something.

If it just tells me Johnny is bad on the phone, I already knew that.
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How often do your sales reps actually update the CRM after customer calls?

I've noticed that many dealerships invest in a CRM, but keeping customer information up to date after every call is still a challenge. Some sales reps update notes immediately, while others wait until the end of the day or forget altogether.

How does your team handle this?

  • Do sales reps update the CRM after every customer conversation?
  • Is CRM usage mandatory, or is it left to individual habits?
  • What methods or tools have helped improve CRM adoption?
  • Have you seen a difference in lead conversion or follow-up quality when CRM updates are done consistently?
I'm interested in hearing how other dealerships manage this process and what has worked best for your team.
We make CRM use mandatory. If the customer conversation happened and nothing went in the CRM, the next person is working blind.


I do not need a salesperson writing a book after every call either. I want the stuff that actually matters: what car they want, trade, payment or price concern, what objection came up, what the customer agreed to, and exactly what the next step is.


The biggest thing that helps is taking work away from the salesperson. Calls, texts, emails, appointments, and lead activity should log automatically wherever possible. AI call summaries can help too, but the salesperson still owns making sure the important part is right.


Where it usually falls apart is follow-up. Someone talks to the customer at 11:00, says they will call them back at 4:00, never sets the task, and now the customer disappears into the CRM.


Managers have to inspect it every day. Leads with no next action, overdue tasks, appointments with weak notes, customers sitting untouched. You catch those before they turn into 10-day-old leads nobody remembers.


And yes, I absolutely see better follow-up when the CRM is kept clean. Not because the CRM magically sells cars, but because the next salesperson, BDC rep, desk manager, or GM can see exactly what happened and pick the conversation back up instead of making the customer start over.


To me the rule is simple: every real customer conversation ends with a note and a next action.

CarBravo - GM Missed a Massive Opportunity

OMG, look at this UI slop.

View attachment 11518

Corporate backgrounding. [face palm].

Carvana Killer?
Bravo offers risk-off promises that dealers HATE to match:
View attachment 11519

You couldn't have expected more than slop...?!?!?

PSA: Your Specials Pages Are Probably Underperforming

Jake,

Good stuff. Could you run this study using the user’s visit number instead of source, medium, or geography?

Ideas like:

- Does the specials page UX likley to cause an additional specials page visit?
- Do visitors who view the specials page see more VDPs than those who never visit the specials page?
- For the “did not engage” category, could you restrict it to viewers who are only on VDPs?

Is the specials page the entrance to deeper engagement? It appears so.

CarBravo - GM Missed a Massive Opportunity

GM missed a massive opportunity with CarBravo - they should have gone all-in with CarBravo and created their version of Sonic's EchoPark used car chain.

GM intro's CarBravo
"Hey there, we’re CarBravo. We’re the GM certified used program that does more than ever"
Hey There? -- 100% Cringe

OMG, look at this UI slop.
1785874027809.png

Corporate backgrounding. [face palm].

Carvana Killer?
Bravo offers risk-off promises that dealers HATE to match:
1785874751938.png

CarBravo risk-free buying is buried :

10-Day Exchange Guarantee​

If for any reason, you don’t absolutely love your vehicle, exchange it for a different one within 10 days or 500 miles.


1). CarBravo Warranty • 12-months / 12,000-miles
2). CarBravo Warranty • 30-days / 1,000-miles​

PR & News Digital Dealer - Is it Back?

A classic DR rant. Love it.
Yeah insane. $3500 a ticket to go stare across the hall at vendors with nothing to do? insane. Wees and Raines Hackathon is literally the only thing there of value and I'd rather pay for Wees and Raines to do an in person training literally anywhere else as a matter of principal. Even if it cost 10X the price of these ridiculous industry tickets. Shameful.
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Business Management Software?

And here is the real problem!

Getting 20 disconnected vendors (CRM, DMS, marketing, service) to agree on the same customer ID, VIN, or deal is a brutal engineering nightmare. And you're completely right about "real-time", you are always held hostage by the latency of the feeds coming in.

This is the reason why external data warehouses and BI dashboards will always be fighting an uphill battle. You are spending all your energy trying to stitch together a Frankenstein monster after the fact.

However...what if instead of trying to make 20 databases agree with each other, you instead used one operating layer where they never split apart in the first place?

If the website, CRM, service scheduler, and inventory all write back to a single unified core database natively from day one:
  • There are no separate customer records to reconcile between the CRM and service.
  • There is no data cleanup pipeline to break every time a legacy vendor updates their API.
  • The data is clean because it shares a single, immutable identity from the very first interaction.
Dashboards, alerts for aging inventory, and recon bottlenecks become trivial when a dealership finally stops renting its data pipelines and builds a system that actually remembers.
Gregg, I agree with the end goal. The store needs one memory, not 20 systems telling 20 different stories.


Where I get hung up is having every vendor write straight into one big database. No dealer is ripping out the DMS, CRM, website, service scheduler, inventory tools, accounting, OEM systems, and lender connections all at once. I also would not want every vendor able to change the same customer or deal record. One bad match or bad API push could dirty up the whole store.


I think the realistic answer is one clean customer, vehicle, deal, and store identity underneath the systems dealers already use.


Let the DMS own the deal and accounting record. Let the CRM own the follow-up. Let service own the appointment and repair-order activity. Let inventory own the vehicle status. But make sure they are all talking about the same customer, same VIN, same deal, and same rooftop.


Even then, the customer identity cannot be locked from the first click. People use work emails, personal emails, old phone numbers, different names, and spouses shop together. Every store has duplicate records. You need to be able to join records, separate them, and undo a bad match without losing the history.


Once that part is right, the dashboard really is the easy part. Then you can trust an alert that says a lead is aging, recon is backed up, inventory is sitting too long, or ad spend is climbing without sales behind it.


Are you thinking this starts as a layer underneath the systems dealers already have, or are you talking about replacing the CRM, DMS, website, service, and inventory stack altogether?
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Are we training customers to shop price before they shop the car?

What is the solution?

If you think about it most dealership websites are built around inventory, not actually solving the customers problem!

Do they want a Toyota Highlander.

Or:
  • A vehicle that fits three car seats.
  • Something that can tow their camper.
  • A reliable commuter under $500/month.
  • A sports car that won't kill them on insurance.
  • A truck that fits in their garage.
  • A first car for their daughter.
When you start with inventory, you force people to become car experts before they can buy.

Think about going to Amazon and the first thing you see is:
  • Product ID
  • SKU
  • Warehouse Location
  • Price
  • Buy Now
That's pretty much what dealership websites are doing now?

What if...Customer says, "I want a Wrangler."

The website responds...Awesome. Before you decide...

Lets compare it to a Bronco...

You'll gain:

✓ Better aftermarket

✓ Better resale

You'll lose:

• Ride comfort

• Fuel economy

• Interior space

• Cargo room

• Road noise

Now they're learning.

Instead of SUVs, the navigation becomes​

Help me...

• Tow

• Save money

• Fit my family

• Go camping

• Daily commute

• Road trips

• Teen driver

• First vehicle

• Luxury

• Off-road

• Small business

Customer builds their life.
  1. 2 adults
  2. 3 kids
  3. Golden Retriever
  4. Weekend camping
  5. 8,000 miles/year
  6. $550/month
  7. Occasional towing
The website says: Here are the five vehicles that fit your life.

Not ... Here are 273 SUVs.

Instead of comparing price, it compares ownership.

Vehicle A
  1. Purchase
  2. Insurance
  3. Fuel
  4. Maintenance
  5. Repairs
  6. Depreciation
  7. 5-Year Cost
Vehicle B
Same comparison.

Now the customer understands value.

Instead of 2024 Explorer, The site says...​


We recommended this because:

✓ Fits three car seats.

✓ Enough cargo for hockey equipment.

✓ AWD for Nebraska winters.

✓ Lower insurance than a Tahoe.

✓ Better resale than a Traverse.

✓ Can tow your boat.

As customers explore, the system tracks how well it understands them.

We understand about 28% of your needs. Help us narrow it down, nowe we understand...84%

Then it can say we are confident these three vehicles fit your lifestyle.
No forms.
Just progress.

Maybe a Vehicle Intelligence Page (VIP) instead of a Vehicle Detail Page (VDP).

VDP:
  1. Photos
  2. Price
  3. VIN
  4. Features
  5. Lead Form
VIP:
  1. Why people buy this vehicle
  2. Who shouldn't buy it
  3. Common owner complaints
  4. Long-term maintenance
  5. Insurance estimate
  6. Fuel costs
  7. Reliability
  8. Competitors
  9. Tradeoffs
  10. What owners love
  11. Typical owner profile
  12. Common upgrades
  13. Lifestyle fit
  14. AI explanation
  15. Questions people ask
  16. Video walkthroughs
  17. Accessories
The vehicle becomes something the customer understands, not just a listing they can compare by price.

Instead of asking visitors to identify the right vehicle, the platform's job is to discover who they are, what they're trying to accomplish, and why. Every click, comparison, question, and preference builds a richer understanding of intent.

At that point, the lead isn't just:
  • 2023 Honda Pilot
  • Name
  • Email
  • Phone
It's something far more valuable:

Family of five, replacing a minivan, budget under $600/month, needs AWD for winter trips, occasional towing for a small camper, values reliability over performance, comparing Pilot, Highlander, and CX-90, currently 92% confident the Highlander best fits their needs.

A salesperson can pick up exactly where the customer left off, instead of starting the conversation over!

Maybe the website shouldn't be an inventory catalog or a lead generator, but a salesperson, researcher, and advisor, handing the dealership a customer who already understands why a particular vehicle fits their life?
Gregg, you are describing the same core problem AutoUnite is being built around.


The shopper should be able to start with either a vehicle they know or the problem they are trying to solve. AutoUnite then narrows the choices and explains why a vehicle or trim fits, where it may not fit, and what could change the decision. It should not dump 273 SUVs on someone or make them become a car expert before they can shop.


I also like showing the shopper that the system is learning, but I would show what we understand, what we inferred, and what is still missing instead of giving them an unexplained 92 percent confidence score.


The vehicle intelligence and the exact listing still have different jobs. The research side handles fit, comparisons, trim differences, specs, videos, alternatives, and tradeoffs. Then that context carries into local inventory. The VDP remains the truth page for the exact VIN, equipment, photos, price, availability, dealer, payment, trade, lease, and contact decision.


When the shopper chooses to contact a dealer, the dealer can receive what mattered, what they compared, why that vehicle made the cut, and what is still unanswered. That lets the salesperson pick up where the customer left off without pretending the website is the salesperson or turning clicks into false certainty.


That is AutoUnite. Help the shopper understand the vehicle before choosing the listing, then carry that understanding into the dealer conversation.


Decide First. Submit Later.
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