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Jared Hamilton
From: Jared Hamilton
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Bryant Gibby

Bryant Gibby Used car manager

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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.  We are making a few changes in our management team and the used car buyer wants to take on the used car manager responsibilities (pricing, managing recon, merchandising, marketing etc).

 

     The GM's argument is that a store should have a buyer who's only responsibility is to acquire inventory and a used car manager who handles the rest of the responsibilities that I already mentioned.  He says that you should never mix the two. A used car buyer should be paid on the volume of cars that we sold of his and the time in which they turned. A used car manager should be paid with the rest of the management team on the overall gross generated by the sales department. He thinks it is impossible for one person to do both jobs efficiently and not effect the volume/gross of the store.

 

     Our used car buyer's argument is that he used to do both jobs at another dealership that he worked at and managed to do a very good job. He says that both jobs go hand in hand, and it is easier to just do everything yourself rather than rely on someone else to do their job.

 

     I'm somewhat stuck in the middle but definitely agree more with the GM than I do with the buyer. We sell 70-80 used cars a month on average and I feel like there is way too much work involved to maintain that level. It would be one thing if we worked at Bob's auto and sold 20-30 cars per month, but we don't. I think that anytime you overload somebody with too many responsibilities, inevitably something will suffer. What are your guys' thoughts????

Mike Stoner
70 to 80 cars should not overload the UCM unless he also has a substantial desk obligation. UCM pay plan should be on the net and not on the gross. Wholesale loss, recon and days to market all impact the used car department profitability. You don't mention how the two positions co-ordinate the buying and selling of the inventory. Does the UCM receive advance notice of what was purchased before it hits the lot? My experience is buyers tend to buy and then forget. They leave the selling of the inventory and responsibility for it to someone else.

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