In the February 28, 2012, issue of Up to Speed, I discussed the changing role of used vehicle managementand the overwhelming number of responsibilities that have become part of that function today. Although dealership managers must be accountable for all of the 30 regular responsibilities mentioned in that article, numerous NCM client-dealers have provided needed support to management by effectively implementing and executing an Adopt-a-Car process. Here’s how the process is intended to work:

Each sales consultant is assigned a number of used vehicles from the complete inventory to “adopt." The sales consultant becomes the “parent” for his specific vehicles and takes “ownership” of each adopted vehicle. During the daily Trade Walk process, sales consultants are assigned additional vehicles for adoption.

Parenthood of these adopted vehicles might involve, but is not necessarily limited to, the following responsibilities:

1. Developing a strategy for marketing the vehicle (to be approved by management).
2. Writing a "story" or compelling description for the vehicle (to be approved by management).
3. Following the vehicle through the reconditioning process.
4. Completing a Pre-Display Checklist for the vehicle prior to the sales department taking ownership of the vehicle from the reconditioning department.
5. Ensuring that quality photographs are taken for each vehicle in a timely fashion.
6. Ensuring that the vehicle is priced correctly, is displayed properly, and effectively “speaks to the street.”
7. Ensuring the Value Folder on the vehicle is complete and accurate.
8. Monitoring the website (and all third party websites) to ensure all the vehicle's equipment is correctly listed, pricing is correct, and the vehicle is aggressively and professionally presented.
9. Training the other sales consultants on the merits of the vehicle.
10. Maintaining “traffic management” information on the vehicle and answering questions regarding the vehicle during the Stock Walk. (How many demos? How many write-ups?  How many inbound phone inquiries?  How many Internet leads, etc.?)

The “Adopt-a-Car Champion of the Month" is the parent sales consultant with the most adopted vehicles delivered at retail, no matter who sold them, and gets to Spin the Wheel for Cash at the monthly kick-off meeting.