Desking a Car Deal......

Who has desked 10 car deals or more at a time,and other than a lot of coffee,what are some of the key ingredients to insure Max # of deals and Max gross?

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Permalink Reply by Craig Lockerd on February 4, 2011 at 9:13am

That is an interesting dynamic when you have several people desking deals.In my observations the longest line to a specific desk Mgr meant one of two things....push over for the salesperson,"Here show them the invoice and tell $100 over that"........or best case of course longer line to work a deal with the desk Mgr that would help them make money!

Bobby Compton said:

Super Cool thread Craig!

I have to agree with most opinions in regards to being on the same page, just like any other form of Team! As I came up in the business Desk Managers were extremely tough and some would ever belittle an unexperienced sales consultant. I vowed to never have the better than attitude or to knock a Sales Consultant for trying.

My first experience as a Desk Manager was open floor, this meant that the sales consultants could bring the deals to whom ever they chose. In this environment a Desk Manager with the wrong attitude would starve. I think one key element is to follow the Sales Consultants money and to ensure that their commissions go up rather than down at the end of the day. When a Desk Manager earns the respect of the sales staff, he can then guide them to the promise land of more deals and higher gross... The key is to lead by example until they are well trained to do it them selves...

Awesome topic once again by team AutoMax, setting the bar for team work!!!!

Permalink Reply by Bobby Compton on February 4, 2011 at 11:17am

That's a great point Craig!

The old saying back then was; Get the Units "and" get the Gross or Mr. Desk Guy Adios!

Many didn't make the cut for that very reason...

Craig Lockerd said:

That is an interesting dynamic when you have several people desking deals.In my observations the longest line to a specific desk Mgr meant one of two things....push over for the salesperson,"Here show them the invoice and tell $100 over that"........or best case of course longer line to work a deal with the desk Mgr that would help them make money!

Bobby Compton said:

Super Cool thread Craig!

I have to agree with most opinions in regards to being on the same page, just like any other form of Team! As I came up in the business Desk Managers were extremely tough and some would ever belittle an unexperienced sales consultant. I vowed to never have the better than attitude or to knock a Sales Consultant for trying.

My first experience as a Desk Manager was open floor, this meant that the sales consultants could bring the deals to whom ever they chose. In this environment a Desk Manager with the wrong attitude would starve. I think one key element is to follow the Sales Consultants money and to ensure that their commissions go up rather than down at the end of the day. When a Desk Manager earns the respect of the sales staff, he can then guide them to the promise land of more deals and higher gross... The key is to lead by example until they are well trained to do it them selves...

Awesome topic once again by team AutoMax, setting the bar for team work!!!!

Permalink Reply by NANCY SIMMONS on February 4, 2011 at 12:43pm

Love this conversation!

Historically, It seems that when there is the most activity, there are always the least number of mistakes. Why? Because our minds and bodies get into a rhythm, we have processes in place and we have to abide by them! Be prepared, have all document folders prepared ahead of time and any other steps which can be done before there is a customer on your lot...Be the fine jeweler who gets to work early to dynamically display his showcase...Dynamically display your lot and make sure vehicles are ready to go, gas, batteries, clean, ready to drive off the lot...
With proper processes in place, such as the Ziegler SuperSystems foursquare, fewer trips to the desk manager will be made. It is all in the processes...simplify, keep sales consultants with their customers longer, make sure a floor manager/closer is monitoring progression, and write away! Oh, and have a ball doing it...a positive environment is a profitable one!

Permalink Reply by Ricardo Rondinelli on February 5, 2011 at 9:02am

Synergy...team work, well trained Sales Manager, F&I Manager and Sales Force.....focus on the customer, each deal is unique.

Permalink Reply by Craig Lockerd on February 5, 2011 at 9:39am

Right you are Ricardo....so have ten managers coming to Zieglers F&I and Sales Managers seminars in March yet?

Ricardo Rondinelli said:

Synergy...team work, well trained Sales Manager, F&I Manager and Sales Force.....focus on the customer, each deal is unique.

Permalink Reply by Ricardo Rondinelli on February 6, 2011 at 8:53am

Craig I am working on it.....this week I have appointments with 5 dealer owners....by the way things went this past week I have 2 owners that are going to send their managers. Will keep inform.

Craig Lockerd said:

Right you are Ricardo....so have ten managers coming to Zieglers F&I and Sales Managers seminars in March yet?

Ricardo Rondinelli said:

Synergy...team work, well trained Sales Manager, F&I Manager and Sales Force.....focus on the customer, each deal is unique.