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Would you / do you give new car quotes that include every possible incentive whether or not it's likely that the customer is eligible? (farm discount, student discount etc.)

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Permalink Reply by Curtis D Snyder on December 14, 2010 at 2:09pm

Good question Tom. A lot of dealers do this and they do it often. However I know that the BBB frowns upon it. Besides that you're really just asking for  a bad CSI bringing someone in on incentives they really don't get. It's best to keep to the open incentives that everyone qualifies for and leaving destination in.

Permalink Reply by Tom Gorham on December 14, 2010 at 4:00pm

Thanks Curtis,  We don't do this and never have, but there is always the segment of staff that thinks it is a good thing to do.  I want to show what others think.  Your opinion matters to me.

Curtis D Snyder said:

Good question Tom. A lot of dealers do this and they do it often. However I know that the BBB frowns upon it. Besides that you're really just asking for  a bad CSI bringing someone in on incentives they really don't get. It's best to keep to the open incentives that everyone qualifies for and leaving destination in.

Permalink Reply by Curtis D Snyder on December 14, 2010 at 4:23pm

No problem at all Tom. We actually had a local situation here where a dealer got in trouble for it with the BBB and then it was elivated to the AG's office. For the people doubting you and think you should quote like that, let them know they can be responsible when the Attorney Generals office calls.

Permalink Reply by Tom Gorham on December 14, 2010 at 4:58pm

Thanks Curtis.  Your input will help!

Curtis D Snyder said:

No problem at all Tom. We actually had a local situation here where a dealer got in trouble for it with the BBB and then it was elivated to the AG's office. For the people doubting you and think you should quote like that, let them know they can be responsible when the Attorney Generals office calls.

Permalink Reply by Tom Gorham on December 15, 2010 at 1:45pm

Thanks Stan.  I agree. We currently mention that our quotes don't include every conceivable incentive and that leaves open the opportunity to discuss that on the phone.

Stan Sher said:

This is a double edged sword.  Send a competitive price.  Let customers know that depending on the situation they might get an even better price.  Sell them on the benefits of the dealership.

Permalink Reply by Christine Nolden on May 7, 2011 at 12:02pm

I do not give any quotes over the phone. I used to negotiate over the phone years ago and come to find Price is the easiest part of our Job now. It is availability and what the buyer wants to take home . Anyone can quote over the phone on a car they do not have. It is an unnecessary battle. First off face to face deals are made best and second I am just setting the stage for a battle I cannot win. The consumer can be educated now online and programs change and various incentives may or may not apply. So if I make a promise I cannot keep I am painting myself into a corner. Now affiliate partners are different. They can achieve a ballpark discount that is general off MSRP or if they prefer over Invoice.

Permalink Reply by Tom Gorham on May 7, 2011 at 3:23pm
Thanks Christine.  I like your attitude that "if I make a promise I cannot keep, I'm painting myself into a corner."

Christine M. Nolden said:

I do not give any quotes over the phone. I used to negotiate over the phone years ago and come to find Price is the easiest part of our Job now. It is availability and what the buyer wants to take home . Anyone can quote over the phone on a car they do not have. It is an unnecessary battle. First off face to face deals are made best and second I am just setting the stage for a battle I cannot win. The consumer can be educated now online and programs change and various incentives may or may not apply. So if I make a promise I cannot keep I am painting myself into a corner. Now affiliate partners are different. They can achieve a ballpark discount that is general off MSRP or if they prefer over Invoice.

Permalink Reply by Matthew J. Cisneros on May 11, 2011 at 4:46pm

absolutely not, this is not how I would ever want to make my living. Honest and integrity mean much more

than any individual sale I hope. Good topic though my friend.

Matt

Permalink Reply by Tom Gorham on May 11, 2011 at 5:39pm
Thanks Matthew.  Always good to hear.

Matthew J. Cisneros said:

absolutely not, this is not how I would ever want to make my living. Honest and integrity mean much more

than any individual sale I hope. Good topic though my friend.

Matt

Permalink Reply by Christine Nolden on May 12, 2011 at 12:55am

Matthew,

Love to learn..

Give me some of your wisdom.:)

 

 


Matthew J. Cisneros said:

absolutely not, this is not how I would ever want to make my living. Honest and integrity mean much more

than any individual sale I hope. Good topic though my friend.

Matt

Permalink Reply by Bobby Compton on May 12, 2011 at 1:04am

Outstanding Question and Outstanding Feedback. 

I'm on with honesty and integrity. 

Building value when selling vs selling the incentives to begin with!~

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