The problem no dealership talks about
hey have a work allocation problem. Highly trained sales and service professionals spend huge parts of their day on:
- Chasing responses
- Sending “just checking in” messages
- Reviving old opportunities
- Managing admin-heavy follow-up
- Handling low-intent digital enquiries
Important work gets done — but at the wrong energy level, by the wrong people, at the wrong time. That’s where the DRIP Matrix comes in.
Originally popularised by Dan Martell, the DRIP Matrix helps businesses decide what work should be done by who.
At Dealer Pulse, we’ve adapted it specifically for franchised car dealerships.
It looks at work through two lenses:
- Does it make money?
- Does it energise your people?
This creates four clear quadrants.
A world filled with boundless opportunities and endless potential
Delegation
Low Energy · Low Immediate Impact
This is work that has value over time but drains people and is often skipped altogether.
Typical dealership examples:
– Reviving lost sales
– Ownership anniversaries
– “Just checking in” messages
– Long-term relationship nurture
– Soft follow-ups with no urgency
What usually happens:
It gets done inconsistently or not at all.
How NOW Agents help:
NOW Agents handle this quietly, consistently and professionally in the background.
No pressure.
No selling.
Just staying present.
Outcome:
Customers feel remembered, relationships stay warm, and no opportunities are forgotten.
Project
02.12.22
Project
03.12.22
Project
04.12.22
Our philosophy
We don’t replace dealership teams.
We remove the low-energy work that stops them performing at their best.
NOW Agents ensure:
- Low-energy work is handled consistently
- High-value work is protected
- Your people operate in their genius state
When teams aren’t with customers, they should be improving their craft — not chasing replies.
What this means in real terms
- Better use of existing headcount
- Improved staff engagement and retention
- Higher conversion from the same enquiry volume
- Stronger customer relationships
- Increased EBITDA without increasing payroll
This isn’t AI for the sake of AI.
It’s workforce optimisation designed for dealerships.
One simple way to think about it
NOW Agents don’t take work away from people.
They take the wrong work away.
The DRIP Matrix (Dealership Edition)
Delegation
Low Energy · Low Immediate Impact
This is work that has value over time but drains people and is often skipped altogether.
Typical dealership examples:
- Reviving lost sales
- Ownership anniversaries
- “Just checking in” messages
- Long-term relationship nurture
- Soft follow-ups with no urgency
What usually happens:
It gets done inconsistently or not at all.
How NOW Agents help:
NOW Agents handle this quietly, consistently and professionally in the background.
No pressure.
No selling.
Just staying present.
Outcome:
Customers feel remembered, relationships stay warm, and no opportunities are forgotten.
Replacement
Low Energy · High Value
This is the most expensive problem area in most dealerships.
The work matters — but it drains experienced staff and pulls them away from customers in front of them.
Typical dealership examples:
- Finance renewal prospecting
- Digital enquiry nurturing
- Service booking handling
- Pre-calls and appointment preparation
- Second-face follow-up
- Post-visit CX follow-up
How NOW Agents help:
NOW Agents take on the volume, structure and consistency — then hand over qualified, contextual conversations to your team.
This is not about removing people.
It’s about removing friction.
Outcome:
Fewer conversations.
Better conversations.
Higher conversion.
Investment
High Energy · Long-Term Value
When your team isn’t face-to-face with customers, their time should still be invested — not wasted.
This is where great teams are built.
Examples:
- Coaching and 1-to-1s
- Skill development
- Product and finance confidence
- Role-play and review
- Developing the next level of performance
NOW Agents don’t replace this work.
They create the space for it.
Production
High Energy · High Value
(The Genius State)
This is what your people are genuinely brilliant at.
Examples:
- Face-to-face selling
- Building trust
- Handling objections
- Closing deals
- Creating memorable customer experiences
Our goal is simple:
Keep your team in this state for longer.
NOW Agents ensure your people spend more time with:
Moments that generate revenue and loyalty
Customers who are ready
Conversations that matter
DEALER PULSE 