Are you working smart or hard? Number of units VS. Gross!
If you sell 30 cars at invoice and only make $3000 ($100 mini's)..... Is there too much focus on how many, other then for how much? I personnaly would rather have 25 out with $2000 of gross each then 50 with $1000 each. You have to work smarter not harder! Are you working smart or hard? Forget the salesperson of the month plaque, I'll buy my own. LOL What way do you know of that are smarter ways of doing business?
Replies to This Discussion
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Permalink Reply by Craig Lockerd on -
....Love that Paul...6 letter not 4 letter word!
Paul Hardy said:Craig you know that we have dealers we work with have 1 price selling. They say they do it because they want to make it easier on the clients when in fact they want to make it easier on themselves. Only our industry is overly concerned about not making money on customers. The last time i checked profit was a 6 letter word not a 4. There is nothing wrong with making money on a sale.
Craig Lockerd said:
...whoa...that's "weak!"
Paul Hardy said:Thats the way I do train the new salespeople at our dealers.As you may know not ALL dealers believe on getting gross. I see 1st pencils at invoice????Then gross vs. units isn't a question!
Eric Judson said:Volume and Gross are not mutually exclusive. There are 2 things you need to be able to do both. The first is to become a Sales Professional. The Sales Professional who knows the inventory - new and used, knows the product, knows the competitors products, and competitors tactics, knows how to qualify on price WITHOUT getting into a price negotiation before selection has been made, gives a quality customer centered presentation based on the customers stated needs, and builds value in themselves as well as the product will have earned the right to ask get full price.
The second is time management. The Sales Professional will seek to fill their day with opportunities. They will come to work to work and not congregate in the dope dens. When they are not delivering units they are looking for the next up or they are following up, and when they are not following up they are prospecting for ups.
At least that worked for me for 10 years on the line where I consistently produced 20-30 cars per month working 5 days a week and was #1 or #2 in gross in the dealership. -
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Permalink Reply by Vinnie Torrente on
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Hello,
I wanted to give you my spin-off on your discussion. Southern CA is a very different market then most states. I am a ten year professional in automotive..holding gsm sm titles in highline the past 5 years. I just relocated back to southern CA. The PVR for honda is POOR and one of the reasons is lack of pay!!!
My Internet Dept Consist of 5 individuals, I just started last month we hit 63 units the most the dept has sold in 2 years. The mini was 150 with no back-end with no incentive to pitch products service contracts lojack etc..
I don't agree with the pay plan from the past!!!
I just put into play a pay plan that works towards volume and gross. Not only is it important to have a great structure but also a motivating tool through out the month.
Motivate your sales with bonus and gross!!!
sell more cars and make more $$$$$$$
$100 min 10% back end
1st -15th
10 cars =$500
15 cars = $750
16th-til month END
10 cars =$500
15 cars = $750
exp: 15 units $500 20 units $750
bogey:
25k plus gross pays 100%
20k plus gross pays 75%
0-20k pays up to 50%
move the units the gross will come
VT
Craig Lockerd said:
...Yep Aaron that the way it seems to work out aaron kominsky said:My choice would be the guy who just keeps selling if you hit 30 plus you're bound to get a few home runs however the old adage is A LITTLE PLUS A LITTLE PLUS A LITTLE EQUALS A LOT -
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Permalink Reply by Paul Hardy on
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Vinnie if I ever leave Automax I'm moving to Cali and working with you! That's what I'm talking about! Thanks for you input.
Vinnie Torrente said:Hello,
I wanted to give you my spin-off on your discussion. Southern CA is a very different market then most states. I am a ten year professional in automotive..holding gsm sm titles in highline the past 5 years. I just relocated back to southern CA. The PVR for honda is POOR and one of the reasons is lack of pay!!!
My Internet Dept Consist of 5 individuals, I just started last month we hit 63 units the most the dept has sold in 2 years. The mini was 150 with no back-end with no incentive to pitch products service contracts lojack etc..
I don't agree with the pay plan from the past!!!
I just put into play a pay plan that works towards volume and gross. Not only is it important to have a great structure but also a motivating tool through out the month.
Motivate your sales with bonus and gross!!!
sell more cars and make more $$$$$$$
$100 min 10% back end
1st -15th
10 cars =$500
15 cars = $750
16th-til month END
10 cars =$500
15 cars = $750
exp: 15 units $500 20 units $750
bogey:
25k plus gross pays 100%
20k plus gross pays 75%
0-20k pays up to 50%
move the units the gross will come
VT
Craig Lockerd said:
...Yep Aaron that the way it seems to work out aaron kominsky said:My choice would be the guy who just keeps selling if you hit 30 plus you're bound to get a few home runs however the old adage is A LITTLE PLUS A LITTLE PLUS A LITTLE EQUALS A LOT -
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