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Bryant Gibby

Bryant Gibby Used car manager

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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. It's been awhile since we have looked at the pay plan and I want to make sure it is still competitive.

I was wondering if there are any one-price stores out there that would be willing to share their pay plan with me? Or, better yet, if there are some negotiating stores that wouldn't mind sharing with me what the average commission per car paid to a sales consultant would be? Meaning, you take their total commissions earned from the % of the gross and divide it by the number of cars sold (minis and everything included). That would allow me to compare to my pay plan since it is on a per unit basis. d2d2cdff10115b894de0567e26a02ead.JPG?t=1

Any feedback would be much appreciated!

Adam Lee
Talk to ANY Manager at a CarMax - we are NOT a one-price store but ARE reviewing their pay plans as a possible future solution to a question we know is coming!
Christopher Murray
Don't worry! If you belong to a 20 Group you are under-paying them already! Your profits are safe as long as you want to be competitive (which is code for the same) as the competition.All of us, I am at the front of the line, have fallen prey to the pointy headed accountants involved in 20 Groups. They have nothing to really offer so they came up with a percentage of gross (17% domestic and up to 23% in some imports).The funny thing is none of us is satisfied, in fact I would say most of us whine, about the quality of today's salespeople. If you pay them like dirt you will get that in return! I have a lot of experience with one price pay plans.....$250 Weekly Salary (no, you can't charge it back to them)$200 Per Delivery$500 Bonus at 12 Deliveries$750 Bonus at 16 DeliveriesThis delivers $60,000 annually to a 16 car per month salesperson and that is what the job is worth....no more and no less.
Brian Kurtz
We just revamped our pay plans to give our sales team more consistant pay. We are paying everyone a $21000 a year salary which they get paid $800 every two weeks. We then pay them a bonus payout every month (similar to a manager) with a combination of units and gross. For used car sales people we start at 7 cars sold to pay bonuses and $24000 gross and pay a combined payout based on gross and units. Seems to be working out well for our salespeople, they are liking the consistancy.
Lauren Moses
I don't know the actually salaries of the salesmen here. But I do know that for each sell they make they receive a minimum of $200. If we have to write the contract that adds another $25. If they mention Gap, Accident Health, or extended warranty, in front of F&I and the customer purchases any of those above that is an added bonus. They get a monthly draw (goes by experience and how long they have been here) and that is guaranteed every month. If they want an actual commission check then they have to sell enough to go OVER their draw. I am hourly so I don't receive a true commission on the ones that I sell. I get $100 per car and they take out the taxes for me so I don't have to pay them at the end of the year. My commission is made up in all the overtime that I get paid as compared to the salesmen who don't get overtime since it's calculated into their annual salary.
Ben Reynolds
We are still on commission. Get a draw check or weekly advance of 290 week and then a washout end of month where they take out the draw or advance. They are paid 25% of front end gross, 50 bucks if the f and i sell a warranty, 25 bucks if the paint guard add on sticks (that gross goes to back end). Mini is 100 new and used. If they hit 15 units they get 500 bonus and if they hit 15 three mos in a row they get 1000. They also get 1% for every sold unit over 10 for a max of 15% on top of the 25% retro. We do have a 1700 used pack and 1300 new pack and have to price very competitively.

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