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Jared Hamilton

Jared Hamilton Founder - CEO

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Knowledge is Power, so Track Important Service Stats

Knowledge is Power, so Track Important Service Stats

J.D. Power and TrueCar have struck a deal for the sale of ALG, so it’s headed to a new home. Absorbing a company for $135 million that does much …

Do you suffer from Conversational Narcissism?

Do you suffer from Conversational Narcissism?

I know the title sounds like an ad for a clinical trial, but what I’m referring to is a problem that runs rampant in dealerships. If not checked, it …

Why Do We Make it So Hard to Pay A Repair Order?

Why Do We Make it So Hard to Pay A Repair Order?

Working on the dealer level, we know firsthand how difficult it can be as a "customer" to pay our repair order or get our own vehicles' statu…

The Conversation Shouldn't End At “What’s the Price?”

The Conversation Shouldn't End At “What’s the Price?”

Handling customer objections isn't always easy. Especially when the customer is calling you on the telephone; knowing what to say and how to approach t…

Fixed Ops Marketing Best Practices, Not Dirty Tricks | KPI Cafe Season 6 Episode 6

Fixed Ops Marketing Best Practices, Not Dirty Tricks | KPI Cafe Season 6 Episode 6

To round out our season, Reunion's own Chad Graves and Andrew Kocha join the KPI Cafe to discuss a wealth of topics regarding how dealerships can best …

Dot Program This spiff program is designed to move old age inventory, but can be modified easily to promote whatever you need it to. Pull an inventory sheet and divide your cars into 4 categories based on age. For example 1-60 day cars, 60-90 day units, 90-120 day units and 120 day and older. With the inventory segregated on sheets, go place dots (the little half inch stickers) in the lower corner of the windshield. Place the number of dots according to the category of age: less than 60 days get no dots, 60-90 day units get one dot, 90-120 day units get two dots, and 120 day and older units get three dots. The dots are not distracting to customers, but very visual to the sales people and will act as a "stealth signal" that the vehicle is aged. As the vehicle ages, you simply have to add a dot each time the vehicle hits a new age group.

From here there are tons of variations to motivate your sales people. My favorites are:

1. For each dot they sell they get to place their business card in the hat for a drawing. The more aged units they sell, and the more aged they are, the better chances they have to win the drawing. After a specified period of time draw for something cool like a plasma TV or laptop computer.

2. Assign a dollar amount per dot, $50 per dot or whatever your budget will allow.

3. Team contests, pit teams against each other to accumulate dots and award prizes based on overall volume of dots.

4. Auction prizes and money for dots. Allow a month or so (it can't be much longer, they will lose interest) to accumulate dots. In sales meeting bring in prizes, cash, whatever and auction the prizes of different value for dots rather than cash. Again, the more aged units and the older the inventory they clear out the more they get.

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