No Inventory /Lots of Inventory...should I hire salespeople?
OK....sooooo you are a dealer that has been affected by a lack of inventory due to world events and your first concern, fear is lack of vehicles to sell; we get that.
Let's talk about what may not seem to be a priority now and the ways it's being handled right now.
1. Hiring freeze, don't need more salespeople to sell blacktop!
2. Let go of salespeople, because you don't want to pay a draw or benefits because all you have is blacktop.
3. Wait till the cars start to roll in to put on more salespeople (and they will, soon) less blacktop, more cars
4. Salespeople leave, cause nothing to sell, but....blacktop!
Here is the dilemma with that type of plan. When you are ready to pull the trigger so is your competition and thus the available talent pool pie gets divided by a larger number.
Staff your stores now!
Let's say in your market there are 1000 quality people available to choose from to sell cars now and you are the ONLY Dealer to understand that, your available talent pool to pick from is huge....wait till the inventory hits and now that same 1000 quality people is divided up by 5 other dealers?...10,15? Do the math.
Our technology, manpower and experience can help you take advantage of this current opportunity.
Ok....sooooo you are a dealer that has NOT been affected by lack of inventory and you can't see any blacktop anywhere on your property. How are you handling staffing?
1. You are using AutoMax Recruiting and Training to assist you (Great move).
2. You picked up a couple of "vets" from the stores with no inventory.
3. You know you should take advantage of this current opportunity but you still are just a little gun shy due to 08 and 09.
4. Salespeople that you currently have will leave when the dealers with no inventory now get inventory soon.
Your opportunity, same as above, staff now and as my dad used to say in the summer; "It's time to make hay while the sun's shinning".
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Permalink Reply by Jane Schuster on
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Heed the Chief's words...he knows of what he speaks!!!
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Permalink Reply by Ernie Kasprowicz on
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Craig, I know it seems counter intuitive, however your point is a good one. I speak with people all the time and hear "we have all we need". After a little bit of conversation the thought is that maybe it would be better to have a couple more salespeople on the floor who perform more along the lines of the top 1 or 2 people and replace the 1 or 2 that are habitually at the bottom. That may sound harsh, but the reality is the available talent pool is better than ever before and with training, there are people out there entirely capable of number 1 status.
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Permalink Reply by Richard Emmons on
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Ok so we all know this inventory shortage is a temporary situation and prices are driven ski high at than auctions. So what does this all mean? Your veteran sales people will get weak and complaint about not enough inventory and gross available. Fresh new salespeople do not know this and still will sell with passion and thus more gross profit with no complaints. Now is the time to tap the pool of available talent in your area when the market is pulled back a bit. Wait on recruiting and you will get left in the dust when the best of the best has already been hired by your competitor. Now is the time for action. Plan ahead and win big!
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Permalink Reply by Craig Lockerd on
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more than 50% of the time anyway....but thanks Jane!
Jane Schuster said:
Heed the Chief's words...he knows of what he speaks!!!
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Permalink Reply by Craig Lockerd on
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The team with more draft picks and pick higher in the draft are more likely to end up with better players....just sayin
Ernie Kasprowicz said:
Craig, I know it seems counter intuitive, however your point is a good one. I speak with people all the time and hear "we have all we need". After a little bit of conversation the thought is that maybe it would be better to have a couple more salespeople on the floor who perform more along the lines of the top 1 or 2 people and replace the 1 or 2 that are habitually at the bottom. That may sound harsh, but the reality is the available talent pool is better than ever before and with training, there are people out there entirely capable of number 1 status. -
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Permalink Reply by Richard Emmons on
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That says it Ernie. How many times have we seen a new salesperson make it to salesperson of the month in 90 days, with monster gross? I can't count that high. They have no fear or bad habits.
Ernie Kasprowicz said:Craig, I know it seems counter intuitive, however your point is a good one. I speak with people all the time and hear "we have all we need". After a little bit of conversation the thought is that maybe it would be better to have a couple more salespeople on the floor who perform more along the lines of the top 1 or 2 people and replace the 1 or 2 that are habitually at the bottom. That may sound harsh, but the reality is the available talent pool is better than ever before and with training, there are people out there entirely capable of number 1 status. -
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Permalink Reply by Craig Lockerd on
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Perfect 'Hiring Storm"
Richard Emmons said:
Ok so we all know this inventory shortage is a temporary situation and prices are driven ski high at than auctions. So what does this all mean? Your veteran sales people will get weak and complaint about not enough inventory and gross available. Fresh new salespeople do not know this and still will sell with passion and thus more gross profit with no complaints. Now is the time to tap the pool of available talent in your area when the market is pulled back a bit. Wait on recruiting and you will get left in the dust when the best of the best has already been hired by your competitor. Now is the time for action. Plan ahead and win big! -
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Permalink Reply by NANCY SIMMONS on
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"Hire attitude, train later" has always been my motto! You cannot train attitude; so by hiring open-minded, fresh, crisp professionals and training them the "correct way" you can weed out the bad blood. Omit the nay-sayers who operate with the "this place stinks", "we have no inventory", "we don't have the right inventory" mentality and watch business take flight! I was at a pre-owned store last month which sells on a 20 day supply...sold about 80 retail with 50-60 units in stock!...Oh..and a bunch of AutoMax grads!
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Permalink Reply by Craig Lockerd on
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as we say....OHHHHHH<YESSSSS!!!!!!
NANCY SIMMONS said:
"Hire attitude, train later" has always been my motto! You cannot train attitude; so by hiring open-minded, fresh, crisp professionals and training them the "correct way" you can weed out the bad blood. Omit the nay-sayers who operate with the "this place stinks", "we have no inventory", "we don't have the right inventory" mentality and watch business take flight! I was at a pre-owned store last month which sells on a 20 day supply...sold about 80 retail with 50-60 units in stock!...Oh..and a bunch of AutoMax grads!
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Permalink Reply by Rick Bryant on
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I my opinion this inventory crunch is short term and will be followed by pent up demand. Lets also face the fact the some of the good sales people will leave to Ford, Chevy VW Dodge, etc, they have financial obligations and they have to go. Who will that leave when the pent up demand returns? I have been told that Toyota is making it very attractive for thie expiring leases to extend out until the inventory comes back, smart move but who will be left to help them. If you hire new staff NOW while there still is inventory then they will have some experience watching and usually can survive on the draw as they are not used to the $6 to $10K per month nor have they based their life styles on this amount. By the time the inventory does come back then they will be ready to go. Will the dealer take back the rats that jumped ship? This is the auto industry but who knows.
NOW IS THE TIME TO GET READY FOR THE TOUGH TIMES AHEAD!!!!!!!!!
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Permalink Reply by Joseph M Bonincontri on
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that is great stuff.why is it so and let dicate our decisions, when the answers are right in frontbof us .. Grow your staff
spend more time on training and put yourself in position to flat out control your share of sales in your area
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Permalink Reply by Craig Lockerd on
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grow market share!
Joseph M Bonincontri said:
that is great stuff.why is it so and let dicate our decisions, when the answers are right in frontbof us .. Grow your staff
spend more time on training and put yourself in position to flat out control your share of sales in your area
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