Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Bryant Gibby

Bryant Gibby Used car manager

Exclusive Blog Posts

Design: The Driving Factor Behind Showroom Sales

Design: The Driving Factor Behind Showroom Sales

Many factors go into creating a successful showroom. While often overlooked, design plays an essential role in the customer experience and overall success …

5 Reasons You Should Seek Out Consumer Generated Content

5 Reasons You Should Seek Out Consumer Generated Content

It may seem like a good idea to always be the one writing about your dealership, but in reality consumer-generated content is as important, if not more so,…

DealerRater Reviews now Available on Cars.com

DealerRater Reviews now Available on Cars.com

DealerRater pushed a press release today that they have pushed reviews to the Cars.com Platform. According to the press release, this is about three millio…

Why Should You Attend NADA 2017

Why Should You Attend NADA 2017

As you investigate the possibility of attending NADA in New Orleans this year, you might be questioning the benefits of attending. It’s possible that…

The Most Wonderful Time of Year for Luxury

The Most Wonderful Time of Year for Luxury

It’s that time of year again: lights line the houses, the air is brisk, and luxury manufacturers are trying to make sure their vehicles are the best …

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 to become less reliant on purchasing vehicles at the auctions.

     One of the ideas that was brought up was to staff a salesperson every morning in the service drive from 7-10 a.m. The salesperson would make contacts during his shift and make appointments to get the car appraised during the day. That would give the customer the option to trade the vehicle in rather than pay for a potentially expensive repair on an older vehicle.

     I loved the idea when I first heard it. Conceptually, it sounds like a beautiful thing. My only concern would be getting all the salespeople bought-in and excited about it. They would have to get here an hour and a half earlier than they are normally scheduled and I'm guessing I wil get quite a bit of resistance from the guys. I'm hoping once they see the benefit of it and start making some car deals, they won't care any more.

     Just wondering if anyone out there works at a dealership where they have had some success doing this. Also, was it hard to get the guys committed to doing it?

Jared Mosley
That's a good idea, that I'll look to implement at our store. Maybe you could start by asking for volunteers from sales team, maybe even spiff them or give them 1/2 day off to entice them. There's gold there if you can get the buy-in from sales staff.
Robert Karbaum
I have seen this implemented by force, and over multiple years. In addition to this idea, the salesperson acts as a shuttle driver. They use new vehicles to shuttle the customers which gives them the opportunity to sell the vehicle. Unfortunately this concept is not one that you can expect to directly impact sales. You can get the odd one, but in reality this concept acts as a supplement for an already on-the-fence customer. It one meeting with a salesperson it is difficult to expect a customer to abandon their current vehicle, and replace with a new one. That is, unless they were already on the fence to do so and have done the research. Think of it as : you going to the dentist for a routine check-up, and they give you a 15 minute presentation about replacing your teeth with dentures. Most people, will actually be put-off at the offer. Only a very, minute few will be interested because half their teeth are missing and the other half are made of wood. As a supplement it may benefit the customer down the road to be knowledgeable about the dentures. Unfortunately you will never be able to track this. In the end you risk pissing off customers, and creating a very cranky sales floor.
Craig Waikem
We use an equity software, and it alerts us of service customers who we can lower their payment. Works great. Generates 3-4 sales a month.
Stephen Carroll Jr
Craig .. What's the name of the equity software ? Thanks - Steve
Robert Karbaum
That is an idea I can get excited about.

 Unlock all of the community & features  Join Now