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Jared Hamilton
From: Jared Hamilton
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Bryant Gibby

Bryant Gibby Used car manager

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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.

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