Replies to This Discussion

Permalink Reply by Curtis D Snyder on August 17, 2010 at 6:19pm

In my personal opinion.... A closing ratio is related directly to the number of leads that a team or person is handling. I could claim and probably achieve a 20% closing ratio if I was only working 100 leads a month by myself. However at 1000 leads a month and managinga team of 3 sales staff I am sitting closer to an 11% Just a littleshort currently. Our staffing stays close to the same. However the lead volume changes. As volume goes up our closing ratio dips slightly with that to show for the lack of staff providing quality follow up.

I've more than trippled the internet business and ability to handle large lead volume at my dealership in the year and a half that I've been here, but still get my head beat in every day for not being better.

It's a brutal industry that we work and worse yet.... live in.

Permalink Reply by Rachael Schulz Dunbar on August 17, 2010 at 7:30pm

Thank you Curtis!
And of course it doesn't help my situation that I alone am the only internet rep for a 3 rooftop automall, monitor all our websites, SEO, SEM, vendors, inventory, trades, telephone oporator, source reporting, social networking, service retention, CRM manager, and am still considered BDC. All while trying to balance 900 leads a month on my own.
With Internet sales being a compitition over price before even coming into the store, most of my deals are low grossing. Since I am nearly 50% of total dealership sales I get blamed for thier bad paychecks. I could hum out another 20 a month if they weren't consistantly turning down my $100 deals.

Wish I had 3 sales staff members to help with the caseload.

When I walked in here they were spending 16k a month on lead providers without following up and multiple vendors providing the same products or not being used at all. I cut our expenses down to 1k and the response time from 4 days to 4 minutes. Internet sales went from 2 a month to 30 a month.

I went from a 6 figure income at the worlds largest chevy retailer to mimimum wage in the middle of no where.
I tried using real figures and reports to back my enthusiasm for moving forward. They claimed I made up the ratios and need to provide them with proof from other auto industry proffessionals. I did it the same way you did...sales divided by leads. The response was that I should have the same closing ratio as thier floor staff....50% (which is also very very low in comparison with national averages). I was just hoping that someone could provide me with insight on national averages, preferably a document in writing.

Somehow I think I would not be having this concern at all with another dealership whose management was up-to-speed with what happens at dealerships outside of thier own. This one is family owned and operated. A very novel idea at first. But a warning to all!! If you consider yourself useful and your talents sought after....don't waste them at a family owned and operated dealer. They have never left here and have no idea how others work.

Curtis D Snyder said:

In my personal opinion.... A closing ratio is related directly to the number of leads that a team or person is handling. I could claim and probably achieve a 20% closing ratio if I was only working 100 leads a month by myself. However at 1000 leads a month and managinga team of 3 sales staff I am sitting closer to an 11% Just a littleshort currently. Our staffing stays close to the same. However the lead volume changes. As volume goes up our closing ratio dips slightly with that to show for the lack of staff providing quality follow up.

I've more than trippled the internet business and ability to handle large lead volume at my dealership in the year and a half that I've been here, but still get my head beat in every day for not being better.

It's a brutal industry that we work and worse yet.... live in.

Permalink Reply by Bradley Belford on August 18, 2010 at 7:34am

Hi Rachael, I was once in your same situatuion and there is documentation out there. Google internet manager pay plans and job discriptions and you will find what you are looking for. Another great person for you to talk to is Joe Web and he can show you and your dealer that you are on track. As someone that was in your same shoes you have to come to a point where enough is enough. I took a 3 franchise store that was selling 4 cars a month via internet to over 40. The dealer loved the money they were making, but didn't want to pay anymore to me. Long story short I decided to leave and they call me once a week to figure out how to do things. They have no idea what people like us have to do in an average day. They don't know what they have until its gone! Good luck..

Permalink Reply by Curtis D Snyder on August 18, 2010 at 8:52am

I'm starting to think this is more of a psychological support group than a place to come for information! lol!! We're all singing the same song which can be a double edged sword... meaning it's like this everywhere and we're not the only one suffering.... but it also means it's happening everywhere and some dealers or older management are just that behind.

My dealership is a family owned and operated shop, 7 franchises under one rooftop. I actually like them a lot and most of the people here. But letting them know what it is I do and what it takes to manage leads 24 hours a day 7 days a week is a never ending task.


I should have gone to law school.... lol

Permalink Reply by Rachael Schulz Dunbar on August 20, 2010 at 3:00pm

Youre also a man. The "old schoolers" are more likely to listen to you. I hear things like "Shes just the cute drama queen the boss hired over boobs" . When I asked for a discussion about lead providers or website maintenance the answer is "sure I'll humor you". I shoulda gone to law school too.

Curtis D Snyder said:

I'm starting to think this is more of a psychological support group than a place to come for information! lol!! We're all singing the same song which can be a double edged sword... meaning it's like this everywhere and we're not the only one suffering.... but it also means it's happening everywhere and some dealers or older management are just that behind.

My dealership is a family owned and operated shop, 7 franchises under one rooftop. I actually like them a lot and most of the people here. But letting them know what it is I do and what it takes to manage leads 24 hours a day 7 days a week is a never ending task.


I should have gone to law school.... lol

Permalink Reply by Curtis D Snyder on August 20, 2010 at 3:16pm

Ouch! I won't argue your point. But the old schoolers don't much like me or take me seriously either. Good Luck to you!

Rachael Schulz Dunbar said:

Youre also a man. The "old schoolers" are more likely to listen to you. I hear things like "Shes just the cute drama queen the boss hired over boobs" . When I asked for a discussion about lead providers or website maintenance the answer is "sure I'll humor you". I shoulda gone to law school too.

Curtis D Snyder said:

I'm starting to think this is more of a psychological support group than a place to come for information! lol!! We're all singing the same song which can be a double edged sword... meaning it's like this everywhere and we're not the only one suffering.... but it also means it's happening everywhere and some dealers or older management are just that behind.

My dealership is a family owned and operated shop, 7 franchises under one rooftop. I actually like them a lot and most of the people here. But letting them know what it is I do and what it takes to manage leads 24 hours a day 7 days a week is a never ending task.


I should have gone to law school.... lol

Permalink Reply by Rachael Schulz Dunbar on August 21, 2010 at 2:19pm

Sorry for the "Bite" there Curtis. Been in the business long enough to only remember how to be tough. Its a necessity for survival or just something Vegas taught me, who knows. But, either way, poor Curtis didn't deserve the curt-ness. Like my pun?:)

Curtis D Snyder said:

Ouch! I won't argue your point. But the old schoolers don't much like me or take me seriously either. Good Luck to you!

Rachael Schulz Dunbar said:

Youre also a man. The "old schoolers" are more likely to listen to you. I hear things like "Shes just the cute drama queen the boss hired over boobs" . When I asked for a discussion about lead providers or website maintenance the answer is "sure I'll humor you". I shoulda gone to law school too.

Curtis D Snyder said:

I'm starting to think this is more of a psychological support group than a place to come for information! lol!! We're all singing the same song which can be a double edged sword... meaning it's like this everywhere and we're not the only one suffering.... but it also means it's happening everywhere and some dealers or older management are just that behind.

My dealership is a family owned and operated shop, 7 franchises under one rooftop. I actually like them a lot and most of the people here. But letting them know what it is I do and what it takes to manage leads 24 hours a day 7 days a week is a never ending task.


I should have gone to law school.... lol

Permalink Reply by Curtis D Snyder on August 23, 2010 at 2:45pm

Lol, I didn't take it personal at all. Thick skin, got it from the industry. I did enjoy the pun also!