Time to move on and do something about it.
This True car deal is no different than the guy down the street advertising at cost or below. It's no different than when the internet came out and people were worried everyone will come in with the cost of a car. This simply is not the case. One thing will remain the same. The best trained sales force can overcome anything. What's your thoughts?
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Comment by Mike Warwick on December 16, 2011 at 4:11pm
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Switching vehicles with Truecar doesn't work because you are required to offer the same offset from invoice within model lines. Take Nissan, switching from an Altima to an Altima doesn't matter because you have to honor the same discount. We had a customer a few weeks ago that we switched from an Altima to a Maxima, first thing they did was to go on their phone and get a Truecar certificate for their Maxima. Truecar customers are being educated on the techniques we use to improve our chances of making a gross. I agree with you 100% that the dealers who figure out how to train their people to overcome the information avalanche will thrive.
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Comment by Fran Taylor on December 16, 2011 at 3:59pm
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I agree with you Mr Warwick. To me it isn't any different than a customer going to there credit union for the money to buy the car. It goes back to selling. I have nothing against the dealers who use True Car. It's like the lady we sold last week. We simply switched her to another car that she liked. As far as selling the dealers will have to adjust and do some new kind of training. To me there is still value in sales people and a process. The people using True Car will have to learn a new system as well. The dealer that masters either concept will be fine. Thank you.
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Comment by Stanley Esposito on December 16, 2011 at 3:50pm
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@Mike Warwick,
I agree with you. The travel agent reference is the closest to the salesman. If you look at it everything else has changed. Why are we still selling cars the way we did years ago?
I think people care less and less about relationships and service. Why can't dealerships start to feature the great sales people they have? Face it we all own the cars for the same price but you can't get the best well trained salesman anywhere else. I have been reading all of the people (trainers who have been off the floor) telling the salesman to stop complaining and re-adjust. Lets hear some sound word tracks. There are managers all over the USA who have never heard of truecar. How do you expect the salesman to do anything? This is a major blindside! Are the Manufacturers fine with this? Maybe GM would like to see the salesman disappear. I have not seen any quotes from anyone.
Is it time for all of the manufacturers to go to one price for all and stick to it? I bought basketball sneakers for my son online the model I wanted was the same price on all of the different retail sites. I went with the one who had his size and color. Why does that seem to make sense? If it was like that for cars then we can go back to selling the car ourselves and the dealership! Do we need truecar for that?
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Fran, I truly appreciate your approach in trying to help salespeople handle Truecar quotes. The problem I see with most of the suggestions that people make to handle these customers is that they are playing right into Truecar's hands. Truecar is prepping these customers by giving them all of the tools they need to counterract proper desking. Hold on the trade, not going to happen, I know what my trade is worth. Get 'em in F&I - no thanks, already have my financing through Truecar's affiliate. Aftersell, "sure, here's what Truecar says my warranty should cost so don't try to rip me off." I tip my hat to Truecar in this respect, they are coming with the full package for the consumer and leaving the dealer no wiggle room. Straight from a Truecar rep, "All of the products will be live in six months or less but don't worry about them for now."
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I think there is something to be learned from other industries that were decimated by the Internet and a shift in the delivery of their product. Take a look at the travel industry. Gone are the days of commissioned travel agents, replaced with reverse auctions. How about the music industry? Gone are the record stores, replaced with digital downloads. These are just a few examples. I wonder if the travel agents had any idea of what was coming to their industry? I wonder if there were people in the travel industry who told those agents that they just needed more training and they could overcome the Pricelines, Kayaks, and Orbitz of the world? Consumers may agree with Truecar and demand complete transparency as well as a streamlined process. Anyone who knows a 20 year old understands the way they expect to buy products and the "sales process" from 1948 has no place in their world. Change is inevitable and we may not be able to stop this process but the least we can do is not contribute the capital that speeds the process along. As consumers have become more comfortable making purchases online, the idea of buying a car without a salesperson's involvement is not as far fetched as it was even five years ago. We all know what a highly trained salesperson brings to the car buying experience. The question could well become does the consumer know what we offer and do they care? If their perception is what Mr. Painter believes and salespeople are high-pressure, overly compensated and dishonest, are they going to care if salespople are eliminated?
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@manny Luna
My youtube handle is espo19047 that is a quote from me a week ago. Thanks for posting!
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Excuse me my friend James. I'am trying to help dealers as I always have. Read what I have said to help dealers if this doesn't go away. Doesn't have to do with True Car is right or wrong. I'am not going to get in pissing contest with you or anyone else on here. I have made some suggestions on how to work a deal when someone comes in a dealership . What are your suggestions on working deals or how to make money for dealers. To many trainers do talking and don't do the how to. Please tell us some of your how too work a deal or make money when a sales rep is confronted with True Car.
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Comment by James A. Ziegler on December 16, 2011 at 3:13pm
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Fran, I have been your friend for many years and this doesn't change anything. BUT, you are out of your element here...you just don't get it.
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Comment by Keith Shetterly on December 16, 2011 at 2:48pm -
@ Charles: Maybe they could get jobs training Group One stores, since Group One cancelled TrueCar...
Anybody thinking this is a chicken little issue is seriously misinformed, about the same level as those who used to say the Internet wouldn't change things.
Sigh.
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Jim , we have to have a plan and a big one. This isn't going away with 25,000 cars sold last month. B C let the lawyers fight it out about the legal part if need be but for now dealers have to have a plan to address this when customers come in. Not all sales reps that are commissioned are high pressure. That's the part missing. The word is professional if trained properly. If some people using True Car and are having problems like mentioned here they have to adjust. As far as them financing is no different than a new bank opening up. Dealers will have to learn new techniques . The dealers and strong ones will still make big money. The weaker ones will survive. The dealers who do nothing may be gone. It is the dealers choice.
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