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Bryant Gibby

Bryant Gibby Used car manager

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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 can’t get rid of it due to the fact they generate extra profit for the dealership.  With all that said, I would still love to get rid of it!

 

      As a sales manager, I get paid on the front and back end profit of each deal. I don’t get paid a dime on what the accessories department does. My main complaint is our accessories manager gets a chance to sell his crap before the customer gets into the finance office and sometimes the accessories that are included into the financing make it to where our finance managers can’t be as profitable as we need them to be. I find that I am purposely sabotaging the accessories manager’s opportunity to sell product by lying to him and telling him the deal is maxed out. I do that so our finance department has more than enough room to sell their back end products and still have a buyable deal with the banks.  My other complaint is he is constantly pissing off our customers and tanking my salesguys’ surveys.

 

      Anyway, the point of all this is that I think there has to be a better way to set this up to where I don’t hate dealing the accessories department.  I get the argument that he needs to talk to the customer before they go into the finance office so the accessories can be put into the financing but that is the part that bugs me the most.  Maybe the solution is to make it where salespeople and sales managers get paid extra on deals where accessories are sold. Or maybe there is an alternate way to get the accessories financed. Who knows! Any ideas you guys have would be great because I’m sure that they are better than the current process that we have!

Jonathan Sewell
There's two ways I can think of making this better for you. The first way would reward sales managers and/or salespeople by spiffing them some flat amount per accessory. An example would be $25 per set of running boards sold and $20 per DVD unit. The other way is to allow the sales managers and salespeople generate front profit above the cost of accessory and include it in their deal, thus making a higher commission. I guess it really comes down to how the upper management and owners view these options. I do think that for ultimate success of the accessory department, there has to be a shared goal, spiff, or commission between everyone who is servicing the customer. Anything short of this will further wedge the sales and accessory departments and neither will see there full potential. Good luck.

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