Paul de Vries: The One Mistake That’s Costing Dealers Sales

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In this episode, my guest is Paul de Vries, founder of DCDW (Digital Car Dealer Workshop) and a familiar face in the European automotive industry. Paul has worn just about every hat in the business—from pumping gas at a Volkswagen station, to running a dealership, to building and selling the first online new car platform in Europe to eBay.

We get into some powerful lessons about what it really takes to win with online leads. Paul shares why speed is everything, what happens when you miss the “first response” window, and how tools and processes can double conversion rates without spending more on marketing. We also explore the changing role of BDCs, where AI fits in (and where it doesn’t), and what European dealers can learn from their American counterparts.

What I love most about this conversation is how real Paul gets. He even admits to losing a deal because he wasn’t quick enough—and that honesty makes his advice all the more practical.

If you’ve been frustrated with “bad leads” or wondered why your digital marketing isn’t paying off the way it should, you’ll get a ton of insight here. This isn’t theory. It’s about what’s working right now and how you can apply it in your dealership today.