ok, so there's 4 guys on my team........one of the guys points out ups and expects to get a half deal......WTF??..........has this happened to anyone before?.......how did you resolve it?
Major issue with this new dealership I work at
- Thread starter MauricioVincenzo
- Start date
Sounds like a management question, who is running the store this sales person or the managers?
- Apr 28, 2009
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- Jerry
You need a rotation system in your dealership. You've got yourself a "Larry The Lot Lizard."
Let’s Examine Larry:
• Sells 20 cars a month.
• Takes 200 ups to do so.
• Closing ratio is 10%.
• Average GP is $1500 per unit.
• Rest of staff averages $2000 GP and a 20% close rate.
• Equal distribution gets you 20 more sales plus an extra 50K in GP.
Let’s Examine Larry:
• Sells 20 cars a month.
• Takes 200 ups to do so.
• Closing ratio is 10%.
• Average GP is $1500 per unit.
• Rest of staff averages $2000 GP and a 20% close rate.
• Equal distribution gets you 20 more sales plus an extra 50K in GP.
Do you have a CRM? If it's a new customer and you put them in the system -- it's your customer. Now it's to management to take care of the issue at hand. They need to realize what's going on. If you explain it to them and they still don't do anything. You need to change dealerships .. ASAP.
Or just get a pair of binoculars and a megaphone and you'll be set
With a salesperson "on deck" and watching the lot, you're not constantly asking "Is somebody with that customer?". You also know when somebody "drops" a customer. You are better able to track yor UPs.
If I was running a 20% closing ratio, on floor Ups, I would be very concerned.
If somebody pointed out a customer, on the lot, and expected half of the deal, when I sold them, ...text me and I will tell you what I would tell them. Jeff asked me to watch my language.
- Dec 30, 2009
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- Yago
- May 1, 2005
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How many dealers does a customer physically visit nowadays? JD studies show is now less than two. Lets do the math...
- Dec 30, 2009
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Not that it should have even been different... but at one time the internet leads went to the internet manager and the floor was open game.
If that customer is now the same and we are 1 one the two dealer the customer visits, a lot of changes have to be made at a lot of dealers on how to handle the floor traffic.
- Apr 28, 2009
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- Jerry
Show me a store with a higher closing ratio on fresh walk in traffic and I'll show you a store that is not logging all it's traffic.
- Dec 30, 2009
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- Yago
Jerry,
All traffic properly logged, what should the closing ratio be for foot traffic?
Establish a guideline since you probably have the most data and the rest of us posting are merely guessing.
