Why do dealers hate the 4 square?

For the life of me I do not understand why dealers hate the 4 square worksheet so much! it has every answer a customer wants to know on it, Price, Payment< down Payment and trade allowance. Yes in the old days it was used to lift them to the ceiling. bit now we can use it as an education tool. Why pay for all these so called pencil tools when and old fashioned sharpie, a well trained salesperson and a good manager can use a simple 4 box piece of paper and make more gross, good CSI and deliver more cars?

It is proven, the more choices you give the average customer the more confused they get. give them a simple 4 square with realistic numbers and watch your gross and sales grow.

Interested in your thoughts?

2 members like this

▶ Reply to This

Replies to This Discussion

Permalink Reply by Tim Pendergast on January 12, 2015 at 9:33pm

65 percent of dealers in the US hire staffed event companies, guess what worksheet the staffed event companies use? You guessed it, the 4 square...see a pattern here?

▶ Reply

Permalink Reply by Roger Williams on January 16, 2015 at 11:09pm

The only dealers who hate 4 square are dealers who do not know 4 square. I have met very few "four square" dealers who actually run a true four square. Somewhere the skill was lost and people made it up as they went along.

It is the number one tool ever invented for closing percentage, front gross, back gross, total gross and customer satisfaction, because the customer gets to win. You average dealer selling 100 units per month will typically add a minimum of $500 and it's not unusual to add $1500 per copy by simply training on the four square. You do the math 100x1500=$150,000.00 - 100x $500= $50,000.00

I have done it in numerous dealerships. It's so simple yet it's a polarizing subject.

A true four square has a price with a slash through it, then a "Today's sale price, a trade value, a down payment and a payment. This allows you to to use "wholesale for wholesale and retail for retail" as soon as a trade value comes up, or if you are holding on the trade. There are many dealers, managers, sales associates who think they know four square but they haven't a clue. If they did they would give themselves a raise and implement 4 square.