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Bryant Gibby

Bryant Gibby Used car manager

Bryant Gibby Blog Posts

Conquest with Vauto

Conquest with Vauto

We are considering signing up for Vauto's new conquest tool for new vehicles. We have loved using Vauto to manage our used inventory so we thought we would…

Pay plans for sales consultants

Pay plans for sales consultants

I run a bottom-line price storeand we have been contemplating updating our pay plan lately. We pay on a volume basis rather than a percentage of the gross.…

New pricing on our website

New pricing on our website

   As I mentioned a few weeks ago, we are in the process of making some changes to our new car pricing strategy. Thanks to a lot of feedback, it looks li…

Best way to get new sales consultants

Best way to get new sales consultants

We have had an unusual amount of turnover this year. Consequently, we have struggled to keep our sales team staffed at the level that we need it at. I feel…

Used reconditioning turn in service

Used reconditioning turn in service

We are having a difficult time getting our average days for a used vehicle going through service to a reasonable number. We have always tracked our average…

Sales service fee

Sales service fee

Our dealer principle recently attended a NADA 20 group meeting. One of the dealers in his 20 group has been doing a sales service fee for the last 8 years.…

Best structure for internet leads

Best structure for internet leads

  We are considering making another change with our internet process. First I will tell you a quick history of how we have handled internet leads in th…

Benchmarks for internet leads

Benchmarks for internet leads

  We have been making some changes to our internet process lately. We are evaluating our closing percentages to make sure we are capturing enough deals…

3rd party lead providers

3rd party lead providers

I'm wondering if there are any good lead providers that someone recommends? One of the ones that we currently use is Auto USA. We are going to be cutting …

Pre-installing inventory with LoJack

Pre-installing inventory with LoJack

We have been in negotiations with Lojack to potentially pre-install all of our new and used inventory with the product. As a result of the theft we have ha…

Key track systems

Key track systems

We are needing to replace the way we deal with keys at our store. We have always used lock boxes that are on the car but it has turned out to be a big issu…

Preventing theft on the lot

Preventing theft on the lot

Our dealership isn't in the best part of town and we have had several issues with vehicle theft in the past 6 months. We have always had some issues, but i…

Wholesale vehicles

Wholesale vehicles

I recently attended a 20 group meeting where we had a long conversation going back and forth on to what extent you should recondition and warranty a cash a…

Used reconditioning turn in shop

Used reconditioning turn in shop

I know the industry standard for getting a used vehicle through the reconditioning process is 4 days or less. We have consistantly averaged 8-9 days for th…

New salespeople

New salespeople

Just like most dealers at this time of the year, we are short on salespeople and we need to start ramping up for the spring and summer months. We were alre…

Out of state deals

Out of state deals

We have had some issues lately with out of state deals when it comes to taking care of their licensing and registration fees. We have had several customers…

Pandora

Pandora

We had our advertising meeting for 2013 yesterday. Among other things, one idea our ad guy pitched to us was to advertise with Pandora. He mentioned the co…

Year end bonus?

Year end bonus?

We have gone back and forth on year end bonus' over the last few years. We currently pay our sales consultants a year end bonus bas…

401 K

401 K

We have gone without a 401k match here at the dealership since 2008. When the tough times came, that was one of the first things that needed to be cut to k…

DocuSign

DocuSign

The owner of our store recently bought a house and used a company called DocuSign when he signed several of the documents during the process of the transac…

Sales vs. Accessories

Sales vs. Accessories

     I consider our accessories department a necessary evil at our dealership because I know we can’t do without it and I know we…

Referrals from ASM

Referrals from ASM

We recently launched a program with our ASM's in an effort to get them to want to give us some referrals from guests in the service drive. Here's t…

Dealer fees

Dealer fees

We are currently doing some mystery shopping to compare several things at our dealership to other dealerships. The main intent of the mystery shopping is t…

2 Deep

2 Deep

We are currently trying to put together a plan to where we are 2 deep in every position. Meaning each key position at the dealership is backed up by 2 peop…

Internet closing percentages

Internet closing percentages

We have been making some changes to our internet process lately. We are evaluating our closing percentages to make sure we are capturing enough deals durin…

Getting a perfect survey

Getting a perfect survey

Our dealership has always done really well with regard to Ford customer satisfaction surveys. We train our salespeople regularly on the importance of doing…

Reconditioning costs

Reconditioning costs

       I attended a NADA class recently and the concept of level recon costs was brought up. The way we do recondition…

Finalizing the previous month quicker

Finalizing the previous month quicker

    We have been attempting to reduce the amount of days that it takes to finalize our previous month and get the monthl…

Creative spiff program

Creative spiff program

We are putting together a couple of sales this summer and are kicking around a few ideas for spiff programs for the guys. We are a pretty high spiffing sto…

Electronic contracting

Electronic contracting

Our dealership is a little behind the times when it comes to how we contract customers and get those contracts to the bank. We currently sign up our custom…

Used car acquisition

Used car acquisition

We are directing our efforts to improve on acquiring used vehicles. We had a meeting about it where we all came with our top 3 ideas on where we focus. Som…

3rd party internet leads

3rd party internet leads

We are looking at cutting one of our 3rd party vendors (I won't say who it is so I don't piss anyone off!) and want to replace them with someone el…

On site lendor for a sale?

On site lendor for a sale?

We are getting ready to do a used car event next month. We have partnered up with a dealerhsip next door to us and put quite a bit of money to promote the …

Cash and carry vehicles

Cash and carry vehicles

I recently attended a 20 group meeting where we had a long conversation going back and forth on to what extent you should recondition and warranty a cash a…

Chat leads or not?

Chat leads or not?

We just recently increased our spend with Cars.com and Autotrader.com for both our new and used inventory. The increase gave us several features including …

Sales department compensation for selling accessories

Sales department compensation for selling accessories

I've talked to several sales managers at other stores and all of them have been pretty shocked to find out that we get no compensation from selling acc…

Getting salespeople to care about our reputation

Getting salespeople to care about our reputation

We have been working really hard lately trying to get our salespeople to get their customers to give us favorable reviews. We have also been pushing gettin…

Acquiring used inventory

Acquiring used inventory

    As everyone already knows, it has been harder and harder lately to buy the right inventory at auctions and pay the right money. Aside fr…

Salespeople

Salespeople

We recently hired 4 salespeople within a week because us managers felt like we were short staffed and didn't have enough coverage on the sales floor. L…

Advertising with Pandora

Advertising with Pandora

We had our advertising meeting for 2013 yesterday. Among other things, one idea our ad guy pitched to us was to advertise with Pandora. He mentioned the …

Christmas Bonus'

Christmas Bonus'

We have gone back and forth on Christmas bonus' over the last few years. We currently pay our sales consultants a Christmas bonus based on them achei…

National averages on internet leads

National averages on internet leads

We have been making some changes to our internet process lately. We are evaluating our closing percentages to make sure we are capturing enough deals dur…

Executive summit or company retreat

Executive summit or company retreat

We are trying to plan our first annual executive summit next month. Our dealer principal got the idea from an Entrepreneur group tthat recommended that w…

Winter sales program

Winter sales program

  I have been brainstorming a lot lately on ways to rally the troops. Anybody that has worked in the car business knows that November is the start o…

Staffing a salesperson in the service drive

Staffing a salesperson in the service drive

     I recently attended a class where we brainstormed on ideas on how to acquire more cars for your used car department in an effort…

GSM pay plan

GSM pay plan

We are getting ready to fill our General Sales Manager position at the dealership. We haven't had that position filled since 2008 when the botto…

Reconditioning costs

Reconditioning costs

     I attended a NADA class recently and the concept of level recon costs was brought up. The way we do reconditioning at our store …

Handling internet leads

Handling internet leads

     We are considering making another change with our internet process. First I will tell you a quick history of how we have handled…

Buying a perfect survey

Buying a perfect survey

     We have been in a rut the last 6 months with our customer survey scores. We usually are in the top 10% of the nation and have ne…

Pricing online

Pricing online

     We are in the process of making some changes to our new car pricing strategy. Thanks to a lot of feedback, it looks like we are …

Holiday Schedule

Holiday Schedule

     With the 4th of July coming up, I wanted to throw up a quick post about Holiday schedules.  At our dealership, we have alwa…

Customer surveys

Customer surveys

Our dealership has always done really well with regard to Ford customer satisfaction surveys. We train our salespeople regularly on the importance of doi…

Money back guarantee on extended service contracts

Money back guarantee on extended service contracts

      We have been with a company for many years that has offered a program to make our extended service contracts refundable…

Relationship between sales and accessories/parts

Relationship between sales and accessories/parts

     I consider our accessories department a necessary evil at our dealership because I know we can’t do without it and I know …

Chat leads

Chat leads

     We just recently increased our spend with Cars.com and Autotrader.com for both our new and used inventory. The increase gave us …

Key Replacement

Key Replacement

We have started doing key replacement on our new and used cars. We pre-load the product and give it away for free for 1 year. We decided to introduce …

Finance penetrations

Finance penetrations

Like everyone knows, the finance department is arguably the most important department of the dealership. Dealerships are relying more and more for strong…

BDC Schedule

BDC Schedule

     I'm wondering what is the best way to implement a BDC schedule. We are re-committing to the BDC and making it mandatory that…

Closing out the month

Closing out the month

     I was recently in a training and one of the topics discussed was closing out the month in 3 days. Our store normally takes 10 da…

30 day turn policy?

30 day turn policy?

    Our current turn policy for our used car department is a 90 day turn. We stick to our guns the majority of the time and make sure that…

National averages for percentages on internet leads

National averages for percentages on internet leads

     We have been making some changes to our internet process lately. We are evaluating our closing percentages to make sure we are c…

Negative spiffs

Negative spiffs

     I have never been a huge believer in negative reinforcement. The tough thing as a manager is to figure out what actions to take …

Alternative credit pulling companies

Alternative credit pulling companies

We just got another price bump from our vendor that we pull credit through. We have been pretty happy with them, but we feel like they are starting to ge…

Info on Truecars.com

Info on Truecars.com

     I have been hearing quite a bit lately about a website called truecar.com. I know enough about the company because of the inform…

Etch alternatives

Etch alternatives

     We have always had etch (ATP, VTR, etc) as a pre-loaded back-end product the entire 10 years that I have worked at this store.&n…

Price quotes on internet leads

Price quotes on internet leads

     We are considering make a couple of changes to the way we handle our internet leads. First I will explain a little bit about wha…

Online pricing

Online pricing

     As I mentioned a few weeks ago, we are in the process of making some changes to our new car pricing strategy. Thanks to a lot of…

How to get our guys to want to go to the BDC?

How to get our guys to want to go to the BDC?

     We have had an eternal struggle at our dealership with getting sales guys to attend the BDC on a regular basis. I'm sure mos…

Internet pricing

Internet pricing

     Our store has always been a bottom line price store. It has worked out very well for us in the past and continues to work well w…

Dealer Fees

Dealer Fees

     We are currently doing some mystery shopping to compare several things at our dealership to other dealerships. The main intent o…

Making a store more exciting

Making a store more exciting

      We are having a tent sale that we started over Labor Day weekend and runs through the next couple of weeks. The purpose of the ten…

Open or closed floor?

Open or closed floor?

     I did a post last week on "not missing customers" and we are still deliberating what is going to work best for our sto…

Not missing customers

Not missing customers

     We have had an ongoing battle with our sales guys to make sure the lot and the phone station (where they get sales calls and int…

Funding deals, part 2

Funding deals, part 2

I wanted to do a follow-up post about the 'funding deals' post that I did last week. I really appreciate all the comments that were made. It didn…

Funding deals

Funding deals

    We have been putting a huge emphasis on funding lately. We have had some changes in our F&I department recently and it has led to some …

Marketing new and used inventory

Marketing new and used inventory

     We are currently with Dealer Specialties. They are the company we use that takes all the photos of our new and used cars. They a…

How do you know when its time to promote someone?

How do you know when its time to promote someone?

We recently promoted one of our top guys off of the sales floor to be our next finance manager. He has been with the store for 5 years and has definitely…

Better customer survey scores

Better customer survey scores

     Our dealership has always done really well with regard to Ford customer satisfaction surveys. We train our salespeople regularly on t…

Sales consultant certification

Sales consultant certification

     We are recently having some issues with our newer salespeople getting certified with Ford. We used to not care if our salespeople wer…

Chat leads

Chat leads

     We are a little bit behind the times with regard to chat leads at our dealership. We have known for a while that chat leads are …

Refundable extended warranties

Refundable extended warranties

     We have been with a company for many years that has offered a program to make our extended service contracts refundable in the e…

New car inventory tool????

New car inventory tool????

We currently use Vauto to manage our used car inventory and absolutely love it. To anyone who is unfamiliar, it is a program that is used to manage inven…

Goals for the F&I department

Goals for the F&I department

     Like everyone knows, the finance department is arguably the most important department of the dealership. Dealerships are relying…

Detailer's responsibility

Detailer's responsibility

     We have been going back and forth lately on what a detailers responsibility should be. I am the used car manager at a franchise …

2 for the price of 1 ???

2 for the price of 1 ???

     The GM of our store and the used car buyer are having a disagreement as to what a used car buyer's responsibility should be.…

Experience or rookie?

Experience or rookie?

Which is better: Experience or a rookie?        We are in the process of interviewing and hiring 3-4 guys in order to get ou…

Better BDC attendance

Better BDC attendance

     We have had an eternal struggle at our dealership with getting sales guys to attend the BDC on a regular basis. I'm sure mos…

Misery loves company

Misery loves company

     Everybody has heard the term "misery loves company" and that's what I hope to accomplish from this post. It's …

Enough used car gross????

Enough used car gross????

     I'm sure we are in the same boat as most dealers right now, but I have been getting lectured about how my front end gro…

Ideas for a fun winter spiff program

Ideas for a fun winter spiff program

     I have been brainstorming a lot lately on ways to rally the troops. Anybody that has worked in the car business knows that Novem…

Good Christmas cards

Good Christmas cards

     We are at the time of the year where we are doing our Christmas cards for our customer base. I think the cards are really i…

Target closing percentages

Target closing percentages

    The owner of our store has been harping on me and the other sales manager lately about closing rates.  I feel like it is an issue…

Forecasting #'s for 2011

Forecasting #'s for 2011

     We have been working on our 2011 forecast numbers for the last 2 weeks. Forecasting for our store usually consists of hours of c…

Is negative reinforcement the way to go?

Is negative reinforcement the way to go?

     I have never been a huge believer in negative reinforcement. The tough thing as a manager is to figure out what actions to take …

How many sales guys do I really need?

How many sales guys do I really need?

     We recently hired 4 salespeople within a week because us managers felt like we were short staffed and didn't have enough cov…

Am I getting taken by our service department?

Am I getting taken by our service department?

     I had such a good response to my post last week about the relationship between the sales department and the accessories departme…

Down with the accessories department?

Down with the accessories department?

     Hopefully I’m not alone on this one, but I have gotten to the point where I basically hate our accessories department.&nbs…

     I run a used car department at a new Ford franchise. We have been doing really well lately, which I'm sure is the case for m…

    So I am pretty new at this whole management thing and am struggling with one of our new sales guys. He does so many things right and s…

     I wanted to throw out a post about hiring new sales consultants. We have had some great posts and comments about training new sa…

    We have had a problem with marriage that has created quite a bit of controversy lately at our dealership.  I'm not referring …

After having read Mark Tewart’s post on “The death of the traditional salesperson” and seeing the commotion that it caused, I wanted to…

     One of the things that I have struggled with the most as a sales manager is when to be a good cop and when to be a bad cop.&nbsp…

    One of the biggest problems that I and most sales managers face is turnover with salespeople.  The cycle of a sales floor is pret…

         The very first lesson I was taught as a young, naïve used car manager was turn is king. I was told …

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