There's brokers in the Vancouver area. Not many but some. I don't mind if the customers go to them and buy a car, but I do mind if the customers come and waste my time to drive the car and learn about it from me with no intention of buying it because they have a broker they'll buy from anyways.
I kind of understand, because I am not very good with the public most times... but then again, I'm not in automotive sales for a reason!!
MODERATOR /ADMINISTRATOR Find me at kirstie_h@edmunds.com - or send a private message by clicking on my name. 2015 Kia Soul, 2021 Subaru Forester (kirstie_h), 2024 GMC Sierra 1500 (mr. kirstie_h) Review your vehicle
I am the E-Commerce Director at our store. Just a fancy term for Internet Manager. I usually work from 8:30 to around 5. If I have a customer coming in, I may stay for them or I may just have him ask for one of the others in my department. Sometimes I'll take off around 4 if nothing is going on. Still, not at all uncommon for me to put in a 12-13 hour day from time to time.
I usually schedule Thursdays and Sundays off but depending on what I have going on and the seriousness of the customer, I'll come in. I only live four miles away.
I'm usually a pretty busy guy especially since after ten years I get a lot of repeat and referral business.
I listened to a local car repair guy talk show who had on a company who would bring cars to you for you to inspect, test drive, evaluate instead of your having to go to dealerships to look at them. I only got to hear bits and pieces of the talk. He'll probably mentioned it again next Saturday.
How do they get new cars to bring to you? How do they make their money? Do they do brokering in the purchasing negotiations?
Good question and, yes, I know what I've said in the past.
Back when Al Gore had just invented the internet, there were a couple of us who put on the "Internet Manager" hat when we were asked to. This was probably nine years ago. At that time it seemed that 95% of the internet leads were pure garbage. I quickly tired of this and washed my hands of anything "Internet".
Since that time, things have changed for the better. A few months ago I was asked to assume this position and I accepted. Our store truly does have a dedicated Internet Department that does nothing but internet.
I wonder what would be your percentage estimation and how it would compare to percentage of "just looking" customers on the lot (like to drive, don't even think about buying now).
I posted about this a couple of weeks ago... one Sunday two weeks ago I saw a 2004 Chevrolet Silverado pick up... NEW with original window sticker and shipping plastics on the seat / radio etc. My original question was how does this happen? How is it that a dealer has a two model year old vehicle on the lot for sale? The window sticker indicated that the truck was shipped to that particular dealer. Just curios as to how this truck went 'unnoticed' on their lot? I could understand if it was a 2005, but an '04? Especially since this dealer is small, and they are located in a truck hungry market.
iselltoyotas It depends a lot on the market conditions, the manufacturer and the owner. For a while here there was a push to keep all the stores open 24/7. The Managers and Finance all left at midnight so any 'early morning' deals could only be contracted the next day. That didnt last long.
Typically a store is open 9-9 six days a week and maybe one Sunday a month plus every Holiday weekend F-S-S-M. Certain stores require the sales people to be present 'bell to bell'; i.e. 8:30A to 9PM or whenever the last customer leaves ( 11:30 PM is the latest for me ).
A good-sized Toyota store will have 20-50 sales people, working in two overlapping shifts. Typical hours are 55 hrs/wk or 220 - 240 hrs a month.
Another interesting question.. I declined to become the 'Internet Mgr' here for the same reason isellhondas mentioned....and I live 75 miles away.
Face to face anyone should sell 20-25% of the people they meet. I'm going to guess ( verification ? ) that i-leads are more like 5% or even less... isellhondas?
we are fortunate enough to be the largest volume dealer for Toyota in Alabama and still are able to have decent hours. There are around 20-25 people in the sales department and we work a 5 day week (8:45-5:00) one week and the other half of the crew works (8:45-6:00) Saturday hours are 8:45-5:30 and we rotate the late shift every other week. We are never open on Sunday and close the entire week of Christmas. The moral of the story is that if you take care of business while you are here, the customers understand and appreciate the time off we take.
Is it Serra Toyota? The GM for Serra is on TV all the time talking about "volume," so just curious. I'm in Huntsville.
Anyway, we have 5 people on this showroom and typically try to move 40-50 new cars per month. Sales hours are 9 a.m. to 7 p.m. M-F and 9 a.m. to 6 p.m Saturdays. Never open on Sunday and off on Tuesday's. I've heard the "bell-to-bell" stories for salesmen who were behind the quota the SM or GM wanted. Sounded like a nightmare.
Its a high volume Chrysler/Jeep dealership and it is a sweatshop. It's high volume but if you dont sell 8 or more you get nothing on the 25th settlment date. Everyone is expected B-t-B everyday.
Just curious... do any of you guys have a salesman that works his "own" hours because he has such a huge following?
My Mercedes guy, who is now retired (I bought two from him), never was on the floor because he had so much repeat business. I think he sold Mercedes for 30 years.
Also, do any dealers hire part-time salesman?
Thanks, Mark
2010 Land Rover LR4, 2013 Honda CR-V, 2009 Bentley GTC, 1990 MB 500SL, 2001 MB S500, 2007 Lincoln TC, 1964 RR Silver Cloud III, 1995 MB E320 Cab., 2015 Prevost Liberty Coach
RTJ's are absolutely incredible. If you ever get the opportunity, play The Judge in Prattville. I've played better RTJ's than the one here in Huntsville, yet, it's still a very nice course.
I live 75 miles from the store.. due to repeat volume and reliability and distance they allow me to have an 'open schedule'. Any hours and any day I want. but I show up almost every day anyway.
We have a guy that works his own hours as well, but if we want to anyone of us can spend the whole day at work, but we can't talk to fresh customers once our shift is over.
Being in car sales is sort of like having your own business because you can go and prospect outside of the dealership and find your own clients of you like.
And I don't think any large franchise dealerships wouuld hire anyone part time because either you're selling x amount of cars or not. Used car dealers might have part time sales staff.
Not sure if this question is discussed earlier but I am just curious to know how much does a dealer by selling a car at invoice price(for exa toyota camry or corolla).
I see some times people discussing about 3%-4% hold back but I can't believe it. Usually car dealers have so many salesman and huge showrooms, 3-4% certainly won't work I guess.
Thanks for your response. I would probably be the worst car salesperson... but it seems like it would be a fun and challenging job. Of course, I would want to work my own hours maybe about 40 per week.... I attend a lot of social functions... I talk cars all of the time... my friends roll their eyes, but they sure come to me when they have a car question!
From what I have seen "car salesperson-wise", I think I could do it and make a decent living. But, I guess the proof would be in the pudding.
Mark
2010 Land Rover LR4, 2013 Honda CR-V, 2009 Bentley GTC, 1990 MB 500SL, 2001 MB S500, 2007 Lincoln TC, 1964 RR Silver Cloud III, 1995 MB E320 Cab., 2015 Prevost Liberty Coach
I dont know if it was answered before or not so Ill give you a summary. A dealership is really 3 businesses, each run independently; sales, service and parts. Each one should show a profit. The latter two are pretty straight forward. Sales is sometimes considered a 'loss leader' to get clients to return to a store on a continuing basis. All 3 should work together to build a regular clientel just like any business.
For Sales, especially Toyota's, the number of franchises is strictly limited so that existing stores can build volume in their respective markets which is Toyota's key sales goal. This being said Toyota rewards growing dealerships with more cars at the expense of stagnant ones. They also reward dealerships which invest in new facilities with bonus vehicles. Again volume, volume, volume. The holdback is what Toyota or Honda or Nissan pay to the dealer principal to open his doors and to pay his mortgage, lights, etc. It is between the owner and the manufacturer so the sales people in most places can't even discuss it.
The sales people are normally 100% commission... no sales - no eat - no clothes for the kids - no bills paid. It's pretty simple. The managers and clerical staff are usually on salary with bonuses if certain volumes are hit ( thus the rush during the last weekend of the month, for example ). It can also be tied to CSI scores and profits but volume is what the owner looks at because he needs volume to obtain more holdbacks in order to pay HIS bills.
Profit per vehicle is really a nebulous thing. The sales people are paid on profit above invoice. As you mention a Camry or Corolla sold at invoice has no profit so theoretically the salesperson didnt do his job and should get nothing. Obviously that's not fair for the time spent with a prospective buyer who might for any number of reasons not be able to pay anymore than the invoice amount. But the owner still wants to move that vehicle so the deal is done and the sales person is paid a 'mini' which is usually $50-100. In the case of Toyota's it's pretty simple any car under $20K has little or no margin essentially so every deal is a mini for about $75 to the sales person. That goes true for any vehicle on sale in the paper ( 4Runners and Tundras now ) and any vehicle where the buyer has significant negative equity ( nearly everyone now ).
It's one of the reasons why you find such a high turnover each time you visit a dealership. Newbies start and soon find out that the 7-11 acorss the street pays more. When you begin you know nothing and suddenly you sell a $42K Sequoia to a family who must have the room for their six kids. But the family has $6K negative equity on their 2 yr old van and only $1200 down. The deal is made and the sales person is paid $75. At the end of the month he/she has had a typical 12 car month and finds that the total income made for 220 hrs of work is $1475 before taxes. Two months of this and its sayonara.
Small question, if I may: Suppose one bought a car at close to invoice price (a "mini" sale as you desscribe it). But they also bought extended warranty, runstproofing, undercoating, overcoating, life insurance, gap insurance, and got 15% APR financing. What is the pay for the sales person - still $100, or F&I will share some of the cream?
Every store is run different ... what is common at the dealership next door might not be common at the dealership 3 miles away or the one 30 miles away .. just like any other business.
We sell our cars for what they are worth and according to the marketplace. If someone is buried 6000.00, they better be prep[ared to write a check in most cases!
Take the Sequoia I mentioned in the post. Say the MSRP is ~ $42K with an invoice of ~ $38K. Most lenders have limits on how much N/E can be rolled over onto a new purchase..approx 10% ( You couldnt roll $10K N/E onto a base corolla @ $14K MSRP for example ). The N/E has to be accounted for in one way or another. The buyer still owes it to the previous finance company. Thus he can stroke a check and pay it off ( by far the smartest move ) or roll some or all of it onto the next vehicle loan ( much more common since most people dont have $6K laying around ). If you add $6K on to $42K MSRP the lender may balk and decline the loan because it exceed their limits. $6K is probably doable in the case cited but $10K is too much. If the lender approved $6K being added to the $42K MSRP then the loan will be approved for ~ $48K + Taxes etc. say ~$50K. This is ~ $850-900/mo x 72, WAC.
But..
The buyers have to budget this payment into their lives.
Buyers with six children !! coming out of a van with a $398/mo payment now need seating for eight. Their options are: keep the van and buy a second veh or get an 8 pass veh. If they have good credit but limited cash which is the most common situation they might be only able to swing $700/mo Max.
On the one hand then there is the lender who has limits and on the other the buyer who also has limits and then seller who must decide if moving this $40K item of inventory is worth taking a zero deal. The seller, if he wants to sell this Sequoia, has to cut his margin to zero and sell the vehicle at invoice ~$38K then add on the buyers old N/E which has to be paid to the old lender plus Taxes, etc. The new financed amt is now ~$44K with payments in the high $700's. x 72 mo.
It's the buyers decision to determine if they can swing this now. The seller is 'all in' in that he has cut the Sequoia to the invoice with a margin of $0. For this the salesperson gets a $75 mini on a $$44K transacton.
This is how Negative Equity eats up a salesperson's paycheck. That is if the deal is done and the buyer agrees to a payment in the high $700's. If the family cannot swing the jump in payments then there is no deal and the vehicle is not sold and the salesperson gets nothing.
Why would you cheap sell a car just to make a sale?
I don't know...maybe Sequoias aren't selling well and it doesn't matter?
Then it gets worse...maybe the buyer doesn't have six kids. Maybe he just has one child but he just had to have that cool new Sequoia a year ago. Let's make sure it's the top of the line, NAVI, upgraded wheels etc.
So, he rolled a bunch of negative equity into the Sequoia and agreed to make 800.00 payments for 72 months.
Then, something happpened...he got transferred to a different position which added 30 miles each way to his commute. Gas hit 3.00 per gallon, and suddenly the 12 MPG Sequoia isn't so cool anymore.
I know it will sound like a heresy, but how about "Mr. Smith - I am honestly telling you you cannot buy this new Sequoya without $6K cash. You should stick to your minivan for another couple of years, especially that it's in great condition" The guy won't be happy, but it may save you time and let move to another customer, like me (always positive equity on cars I own).
Toyota pressure.. 'turn and earn' .. or get vehicles taken away on the next allocation. volume, volume, volume.
The biggest Internet Toyota store in our region has every vehicle in its inventory, except the Prius, on sale online at invoice or less... 'turn and earn'.
I understand why the store owner sells those Toyotas for invoice or less (volume, volume, volume plus opportunity to F&I sales). The question is what would happen if (hypothetically) there was not enough sales people to join the "mini" game. I know, it is impossible, but just if... Will the owners have to budge and start paying real sallaries rather than "no sale-no pay", or what...
Agreed but the case I posed was a necessity.. suddenly 6 children. 8 into 7 doesnt go. It's extreme but it has happened.
More commonly its the vehicle buying urge that creates this scenario. Most vehicles are owned for only 3-4 yrs now.
If I do as you suggest though I'm not doing my job if I spin a prospective buyer off the lot and he moves across town to one of the other 6 Toyota stores and does actually get a Sequoia.
The brutal truth is a car salesman's job is to sell cars, not to be someone's financial advisor. Telling someone what they should or should not do with their money is not the responsibility of a salesperson. Heck, many salespeople I know have terrible financial histories, so some may not be the best people to offering this kind of advice.
If a car salesman doesn't sell cars, he doesn't eat or pay his bills or care for his family. Gotta take care of you and yours before you can worry about other people's troubles. Brutal but true.
As dan said he is likely to buy anyway so it might as well be from me.. even at a 'mini'.
Here is the flip side to the 'mini' though and this might be characteristic only at Toyota stores. At a Toyota store you can make good money just doing mini, after mini, after mini. It's a tremendous amount of work but a non-stop hustler can deliver 50+ vehicles a month.
Not if the other store sold that Sequoia at loss, then you did not fail IMHO. If the store owner says otherwise (volume more important than actual amount over invoice on that sale), they should reward you accordingly, i.e. pay also for sales at loss enough so that it is worth your time, too. If they don't, they should not expect you to push a sale that is a known loser (of course this is "Perfect", but since there is no "perfect", things turn different).
I understand not all of this is known when a guy/gall steps into a parking lot, so everybody deserves a respectful attention when they look at first. I am only saying within parameters given by you, i.e. it is already "known and decided" the vehicle goes for "invoice or less" and there is a negative equity, not so good credit, etc.
Some stores have gone the way of salaries but it becomes a sweatshop with the managers allover the salespeople who now have NO pressure to sell. It draws the wrong type of person..'I got my salary let someone else do the selling and work.'
At least in the commission business there is only one person to blame. Me, I am responsible for myself. Sell or get out. In the 'mini' game it's tough so you have to understand Toyota's greater scheme. If you want to make a good living then sell 50 Toyota's a month, that's all it's easy...volume, volume, volume.
Most people cant put this much effort into work though. They end up at 10-15 vehicles/mo.
My point was that doing minis only, unless you are a great hustler, you do not serve your family, either. It is not about advice to the Sequoia guy (it is a added perk), but about saving the sales guy's time, so he/she can move on to a better customer, if there are any left out there .
You're right and that is a decision the salesperson should make, whether or not a potential mini-deal is worth his time or not. We've all got to make decisions that best suit our needs, and hope or trust the other person is doing the same and not looking to us to tell them what to do.
I think commissions are a good thing (good motivation tools) in sales, provided that there are actually conditions to earn them. It looks that many Toyota stores do not provide with those conditions very well. Probably small tweaks would relieve a lot of problems, like say a little bigger "mini" allowance plus some percentage for higher profit sales. People still build volumes, can actually feed their families and do not have to quit after two months of $800 pay minus tax. They might even know their product better, if it matters at all But what do I know - I am just a bystander.
Comments
I'm real good for about two hours and then I just get weary. Others may have more patience than I do.
2016 Audi A7 3.0T S Line, 2021 Subaru WRX
.. oookay, I have this property just east of Miami ....
Terry.
Most of the people you talk about could care less about wasting your time.
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That was a lot more productive!
So you actually worked on Sunday selling cars. I am curious what kind of schedule you work? 7 days a week! if you don't think it's too personal.
2014 Malibu 2LT, 2015 Cruze 2LT,
I usually schedule Thursdays and Sundays off but depending on what I have going on and the seriousness of the customer, I'll come in. I only live four miles away.
I'm usually a pretty busy guy especially since after ten years I get a lot of repeat and referral business.
From all the comments you have made in the past, I would have thought that is the last place you would end up.
2020 Acura RDX tech SH-AWD, 2023 Maverick hybrid Lariat luxury package.
We deal with them all the time.
Sometimes I just want to tell the customers how much the broker just made off them.
How do they get new cars to bring to you? How do they make their money? Do they do brokering in the purchasing negotiations?
Anybody heard of this?
2014 Malibu 2LT, 2015 Cruze 2LT,
Back when Al Gore had just invented the internet, there were a couple of us who put on the "Internet Manager" hat when we were asked to. This was probably nine years ago. At that time it seemed that 95% of the internet leads were pure garbage. I quickly tired of this and washed my hands of anything "Internet".
Since that time, things have changed for the better. A few months ago I was asked to assume this position and I accepted. Our store truly does have a dedicated Internet Department that does nothing but internet.
Still, a lot of the "leads" continue to be junk.
I wonder what would be your percentage estimation and how it would compare to percentage of "just looking" customers on the lot (like to drive, don't even think about buying now).
2018 430i Gran Coupe
Typically a store is open 9-9 six days a week and maybe one Sunday a month plus every Holiday weekend F-S-S-M. Certain stores require the sales people to be present 'bell to bell'; i.e. 8:30A to 9PM or whenever the last customer leaves ( 11:30 PM is the latest for me ).
A good-sized Toyota store will have 20-50 sales people, working in two overlapping shifts. Typical hours are 55 hrs/wk or 220 - 240 hrs a month.
Do other sales people have different situations?
Face to face anyone should sell 20-25% of the people they meet. I'm going to guess ( verification ? ) that i-leads are more like 5% or even less... isellhondas?
You work in a rough but typical store.
Is it Serra Toyota? The GM for Serra is on TV all the time talking about "volume," so just curious. I'm in Huntsville.
Anyway, we have 5 people on this showroom and typically try to move 40-50 new cars per month. Sales hours are 9 a.m. to 7 p.m. M-F and 9 a.m. to 6 p.m Saturdays.
Never open on Sunday and off on Tuesday's.
I've heard the "bell-to-bell" stories for salesmen who were behind the quota the SM or GM wanted. Sounded like a nightmare.
Terry.
My Mercedes guy, who is now retired (I bought two from him), never was on the floor because he had so much repeat business. I think he sold Mercedes for 30 years.
Also, do any dealers hire part-time salesman?
Thanks, Mark
If you ever get the opportunity, play The Judge in Prattville.
I've played better RTJ's than the one here in Huntsville, yet, it's still a very nice course.
Being in car sales is sort of like having your own business because you can go and prospect outside of the dealership and find your own clients of you like.
And I don't think any large franchise dealerships wouuld hire anyone part time because either you're selling x amount of cars or not. Used car dealers might have part time sales staff.
2016 Audi A7 3.0T S Line, 2021 Subaru WRX
I see some times people discussing about 3%-4% hold back but I can't believe it. Usually car dealers have so many salesman and huge showrooms, 3-4% certainly won't work I guess.
From what I have seen "car salesperson-wise", I think I could do it and make a decent living. But, I guess the proof would be in the pudding.
Mark
For Sales, especially Toyota's, the number of franchises is strictly limited so that existing stores can build volume in their respective markets which is Toyota's key sales goal. This being said Toyota rewards growing dealerships with more cars at the expense of stagnant ones. They also reward dealerships which invest in new facilities with bonus vehicles. Again volume, volume, volume. The holdback is what Toyota or Honda or Nissan pay to the dealer principal to open his doors and to pay his mortgage, lights, etc. It is between the owner and the manufacturer so the sales people in most places can't even discuss it.
The sales people are normally 100% commission... no sales - no eat - no clothes for the kids - no bills paid. It's pretty simple. The managers and clerical staff are usually on salary with bonuses if certain volumes are hit ( thus the rush during the last weekend of the month, for example ). It can also be tied to CSI scores and profits but volume is what the owner looks at because he needs volume to obtain more holdbacks in order to pay HIS bills.
Profit per vehicle is really a nebulous thing. The sales people are paid on profit above invoice. As you mention a Camry or Corolla sold at invoice has no profit so theoretically the salesperson didnt do his job and should get nothing. Obviously that's not fair for the time spent with a prospective buyer who might for any number of reasons not be able to pay anymore than the invoice amount. But the owner still wants to move that vehicle so the deal is done and the sales person is paid a 'mini' which is usually $50-100.
In the case of Toyota's it's pretty simple any car under $20K has little or no margin essentially so every deal is a mini for about $75 to the sales person. That goes true for any vehicle on sale in the paper ( 4Runners and Tundras now ) and any vehicle where the buyer has significant negative equity ( nearly everyone now ).
It's one of the reasons why you find such a high turnover each time you visit a dealership. Newbies start and soon find out that the 7-11 acorss the street pays more. When you begin you know nothing and suddenly you sell a $42K Sequoia to a family who must have the room for their six kids. But the family has $6K negative equity on their 2 yr old van and only $1200 down. The deal is made and the sales person is paid $75. At the end of the month he/she has had a typical 12 car month and finds that the total income made for 220 hrs of work is $1475 before taxes. Two months of this and its sayonara.
2016 Audi A7 3.0T S Line, 2021 Subaru WRX
2018 430i Gran Coupe
Every store is run different ... what is common at the dealership next door might not be common at the dealership 3 miles away or the one 30 miles away .. just like any other business.
Terry.
Exactly! I know we sure don't operate that way.
We sell our cars for what they are worth and according to the marketplace. If someone is buried 6000.00, they better be prep[ared to write a check in most cases!
Take the Sequoia I mentioned in the post. Say the MSRP is ~ $42K with an invoice of ~ $38K. Most lenders have limits on how much N/E can be rolled over onto a new purchase..approx 10% ( You couldnt roll $10K N/E onto a base corolla @ $14K MSRP for example ). The N/E has to be accounted for in one way or another. The buyer still owes it to the previous finance company. Thus he can stroke a check and pay it off ( by far the smartest move ) or roll some or all of it onto the next vehicle loan ( much more common since most people dont have $6K laying around ). If you add $6K on to $42K MSRP the lender may balk and decline the loan because it exceed their limits. $6K is probably doable in the case cited but $10K is too much.
If the lender approved $6K being added to the $42K MSRP then the loan will be approved for ~ $48K + Taxes etc. say ~$50K. This is ~ $850-900/mo x 72, WAC.
But..
The buyers have to budget this payment into their lives.
Buyers with six children !! coming out of a van with a $398/mo payment now need seating for eight. Their options are: keep the van and buy a second veh or get an 8 pass veh. If they have good credit but limited cash which is the most common situation they might be only able to swing $700/mo Max.
On the one hand then there is the lender who has limits and on the other the buyer who also has limits and then seller who must decide if moving this $40K item of inventory is worth taking a zero deal. The seller, if he wants to sell this Sequoia, has to cut his margin to zero and sell the vehicle at invoice ~$38K then add on the buyers old N/E which has to be paid to the old lender plus Taxes, etc. The new financed amt is now ~$44K with payments in the high $700's. x 72 mo.
It's the buyers decision to determine if they can swing this now. The seller is 'all in' in that he has cut the Sequoia to the invoice with a margin of $0. For this the salesperson gets a $75 mini on a $$44K transacton.
This is how Negative Equity eats up a salesperson's paycheck. That is if the deal is done and the buyer agrees to a payment in the high $700's. If the family cannot swing the jump in payments then there is no deal and the vehicle is not sold and the salesperson gets nothing.
I don't know...maybe Sequoias aren't selling well and it doesn't matter?
Then it gets worse...maybe the buyer doesn't have six kids. Maybe he just has one child but he just had to have that cool new Sequoia a year ago. Let's make sure it's the top of the line, NAVI, upgraded wheels etc.
So, he rolled a bunch of negative equity into the Sequoia and agreed to make 800.00 payments for 72 months.
Then, something happpened...he got transferred to a different position which added 30 miles each way to his commute. Gas hit 3.00 per gallon, and suddenly the 12 MPG Sequoia isn't so cool anymore.
Now, he is REALLY stuck!
2018 430i Gran Coupe
The biggest Internet Toyota store in our region has every vehicle in its inventory, except the Prius, on sale online at invoice or less... 'turn and earn'.
2018 430i Gran Coupe
2018 430i Gran Coupe
More commonly its the vehicle buying urge that creates this scenario. Most vehicles are owned for only 3-4 yrs now.
If I do as you suggest though I'm not doing my job if I spin a prospective buyer off the lot and he moves across town to one of the other 6 Toyota stores and does actually get a Sequoia.
If a car salesman doesn't sell cars, he doesn't eat or pay his bills or care for his family. Gotta take care of you and yours before you can worry about other people's troubles. Brutal but true.
Here is the flip side to the 'mini' though and this might be characteristic only at Toyota stores. At a Toyota store you can make good money just doing mini, after mini, after mini. It's a tremendous amount of work but a non-stop hustler can deliver 50+ vehicles a month.
I understand not all of this is known when a guy/gall steps into a parking lot, so everybody deserves a respectful attention when they look at first. I am only saying within parameters given by you, i.e. it is already "known and decided" the vehicle goes for "invoice or less" and there is a negative equity, not so good credit, etc.
2018 430i Gran Coupe
At least in the commission business there is only one person to blame. Me, I am responsible for myself. Sell or get out. In the 'mini' game it's tough so you have to understand Toyota's greater scheme. If you want to make a good living then sell 50 Toyota's a month, that's all it's easy...volume, volume, volume.
Most people cant put this much effort into work though. They end up at 10-15 vehicles/mo.
2018 430i Gran Coupe
2018 430i Gran Coupe