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Stories from the Sales Frontlines

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  • imidazol97imidazol97 Member Posts: 27,676
    edited July 2012
    >Anyone who thinks we didn't have universal health care before Obama is kidding themselves.
    >This is true, ...was all covered by public aid.

    Exactly right. The solution is to change the cost of healthcare delivery by reducing the number of stalling tests and trials to be used by doctors before they can recommend surgery. My wife's recent hip muscle tear surgery is an example: all kinds of things had to be tried before the doctor could apply his new technique to tack the muscle back to the bone.. Cost, lots.

    And we need to reduce the lawsuit problem for doctors and hospitals--limit the amount and type of awards and reduce the lawyers' ability to win bigger than their patients. In fact put the lawyers on a LawyerAide version of Medicaide payments but the White House didn't want to do that--lawyers donate lots of money.

    And let insurance companies compete. Friends in Kentucky told me there are only two companies allowed to sell health insurance there. Let's have State Farm and Geico go into the insurance business...

    And we could put the $500,000,000 taken from Medicare back along with reinstalling Medicare Advantage programs which have now been cut in BOCare but are being paid for with an emergency fund til after the election so us old Geezers don't catch on.

    2014 Malibu 2LT, 2015 Cruze 2LT,

  • driver100driver100 Member Posts: 32,593
    I got to the dealership at 10:30 a.m., on a Saturday. And, I told the sales person I'd be out of there by noon, e

    I like Mike's insight into how dealerships work and pay their salesmen too!

    We were at the bmw dealers from 10:30 until 2:30. We did go for a test drive, worked on pricing. I gave my final offer which was $1500 lower than they wanted. They said no.

    We got to the Audi dealer at 3 pm. Saw a salesman at 3:45. Took 2 cars for a test drive. We worked out a price and we were all finished with all the paperwork and everything by 5:15, probably about 30 minutes of discussing and negotiating price.

    When it all lines up it should be easy, they want to sell a car - I want to buy a car - we just have to find the price that will work for both of us.

    2017 MB E400 , 2015 MB GLK350, 2014 MB C250

  • driver100driver100 Member Posts: 32,593
    I've never had much success with these home warranty packages.

    We have a new home warranty program here in Ontario Canada. I don't know if any one has ever successfully made a claim. They just stall and use every excuse they can not to pay.

    Your problem definitely surpasses mine. Although you are getting much better value for your $2000. Actually digging up the garden and fixing a pipe affected by roots. I just had a pipe that had to be replaced....one hour to get the pipe, and 2 hours to install it, for $1000. At least with the dishwasher, which also cost $1000 by the time it got installed, plus taxes and warranty cost $1000 but we had a nice new toy to show for it.

    2017 MB E400 , 2015 MB GLK350, 2014 MB C250

  • fezofezo Member Posts: 10,386
    Of course you had that crazy "white stuff" in the pipes. Given where you are it was probably snow.....
    2015 Mazda 6 Grand Touring, 2014 Mazda 3 Sport Hatchback, 1999 Mazda Miata 2004 Toyota Camry LE, 1999.
  • roadburnerroadburner Member Posts: 18,338
    Thanks Richard. With my son going off to college my wife doesn't need a larger vehicle to haul the kids around(and he likes to drive her X3). She actually doesn't mind driving my 1975 BMW, but I hate for her to have to depend on a 37 year old car- especially now that I am away from home more frequently. She's always wanted a Mini and while the die-hard Mini fans aren't so fond of the Countryman it suits her just fine.

    Mine: 1995 318ti Club Sport-2020 C43-1996 Speed Triple Challenge Cup Replica
    Wife's: 2021 Sahara 4xe
    Son's: 2018 330i xDrive

  • snakeweaselsnakeweasel Member Posts: 19,592
    The solution is to change the cost of healthcare delivery by reducing the number of stalling tests and trials to be used by doctors before they can recommend surgery.

    It's not stalling tests it's called "Defensive Medicine" and it is a safeguard against malpractice lawsuits. So yes I agree we have to address the lawsuit problem. Once doctors stop fearing malpractice lawsuits then these extra tests will start to disappear.

    2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D

  • roadburnerroadburner Member Posts: 18,338
    They unclogged the main line from the house to the street. Due to tree roots coming out with the "snake" each time, they have now concluded that I must replace the pipe from my house to the street---a $2,000 job, not counting putting the landscaped award winning lawn back in shape.

    Richard, a recent episode of This Old House showcased a pipe lining system like this one to correct an invasive tree root issue. You might look into it. I'm sure nyccarguy will know the straight scoop.

    Mine: 1995 318ti Club Sport-2020 C43-1996 Speed Triple Challenge Cup Replica
    Wife's: 2021 Sahara 4xe
    Son's: 2018 330i xDrive

  • snakeweaselsnakeweasel Member Posts: 19,592
    Richard, I'll tell you about an issue I had with my Sebring this weekend. I came out of work Friday afternoon and couldn't get the car out of park. I couldn't even get it into gear using the shift lock override. I got it towed to the dealership who replaced a spring or something there in about 30 minutes. It happened to be a recall item so if you haven't checked it out to see if it affects your Sebring before you get stuck someplace.

    2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D

  • nyccarguynyccarguy Member Posts: 17,504
    I'm not entirely sure if I congratulated you & wished you well on your latest move. Mazel-Tov to you and the Mrs.

    I'm going to go back & re-read your post, but I think you said you have tree roots penetrating your sewer main. If you are going to re-pipe, then listen to "my Hyundai blew up at 41K miles" Monroe & use the schedule 80 pipe.

    I have some stuff called "root destroyer" that you can pour into the drain yourself.

    The damage may already be done. Did the plumber go into your line with a camera & show you the problem?

    2001 Prelude Type SH, 2022 Highlander XLE AWD, 2025 Camry SE AWD

  • stickguystickguy Member Posts: 53,381
    I'm somewhat addicted to the TV home improvement shows, and thought it was neat as heck a few times when they showed a plumber running one of those cameras through. Plus they could find the clog with a sensor on the ground so they knew just where to dig.

    2020 Acura RDX tech SH-AWD, 2023 Maverick hybrid Lariat luxury package.

  • tallman1tallman1 Member Posts: 1,874
    "...NOW, DOES ANYONE HAVE ANY QUESTIONS AS TO WHY THIS MANAGER NO LONGER WORKS FOR THIS DEALERSHIP!!!!!?"

    Amazing story. I can't figure out why the SM didn't stick with the MSRP if he really just wanted the guy to leave. Sounds like he was just trying to show off to you.
  • tallman1tallman1 Member Posts: 1,874
    home warranty packages.

    When I bought my current house in 02, it came with a one year home warranty that the seller (or his agent) paid for... not something I would have bought. Just before the year was up, I had them come out and fix a few electrical and plumbing issues. Worked like a charm. I still wouldn't pay for one though.

    Richard- Thanks for the warm welcome back. I'm glad to hear that you are alive and well!! Congrats on the move.
  • driver100driver100 Member Posts: 32,593
    Of course you had that crazy "white stuff" in the pipes.

    Yeh, how did you know that. Why does all that gunk turn white?

    The pipe wasn't sloped enough and it was warped so the water actually had to go up hill in it.

    They showed me the part with the "white stuff" and it was a lot heavier than the empty pipe.

    Now somebody tells me he has a plumber who charges $50 an hour, so this would have cost $150 + cost of a pite instead of $1000!

    Always ask friends or relatives for the name of a good plumber....before the emergency happens.

    2017 MB E400 , 2015 MB GLK350, 2014 MB C250

  • abacomikeabacomike Member Posts: 12,388
    Sounds like he was just trying to show off to you

    I have no idea what he was trying to do. The dealership had a reputation of having the lowest pricing for any new car. I think he was trying to prove to me that this guy wouldn't buy a car that night at any price. But the guy was put in a position of having been made ...an offer he couldn't refuse...!

    This manager was upset that we were staying open late for a guy who would never buy a car so he let his anger get the best of him! And where did it get him? He ended up staying until midnight with me and lost his job!

    2024 Genesis G90 Super-Charger

  • driver100driver100 Member Posts: 32,593
    NOW, DOES ANYONE HAVE ANY QUESTIONS AS TO WHY THIS MANAGER NO LONGER WORKS FOR THIS DEALERSHIP!!!!!

    Wow! If you ever find out where that sales manager is working today please let me know....especially if he is selling Passats near Tampa.

    2017 MB E400 , 2015 MB GLK350, 2014 MB C250

  • tjc78tjc78 Member Posts: 16,973
    Awesome story. I can't imagine why someone would do that. I've seen it done when a dealership is looking to hit a target for bonus, but just to try and prove a point that is wrong.

    If it was the owner doing it, that is one thing, but for an employee to basically throw a couple grand out the window is inexcusable.

    2025 Ram 1500 Laramie 4x4 / 2023 Mercedes EQE 350 4Matic

  • abacomikeabacomike Member Posts: 12,388
    … If you ever find out where that sales manager…

    *driver, I have no idea where he ended up, but not down here in the southern part of the state. But these are not the only stories I have about selling cars at outrageous prices.

    When I was a sales manager at another upscale dealership, I was working a deal with a new salesperson I had just hired. His customer was an 80-year-old retiree who was there with his wife. He had purchased a car from us 2 years before for himself and had gotten a great invoice deal after driving me nuts for hours. He was now trying to buy a car for his wife, a spry 50'ish lady who was married to this guy for obvious reasons - his money!

    He made a counter offer to this new salesperson of $500 below my invoice for the car, which is why I became involved in the TO (take over in the car business). I asked him if he knew he was offering well under invoice for the car and he said "NO", just what I will pay for the car and not a penny more. His first car he got he paid invoice. Now remember, this guy is "loaded", and I knew how he had stayed wealthy - by not paying a fair price on the cars he bought.

    Once he told me he wouldn't pay a penny more than $500 below invoice (which he really did know was $500 below cost), I knew it made no sense to argue with him and I wanted to close this deal so the young man I had just hired would get his first sale. So, while sitting at the desk with this customer and the salesperson, I took out my cell phone and called the owner. I reviewed the situation, history and offer I had on the table. He responded that I could take a $200 below invoice deal and "not a penny less!" So, without ending the call, I relayed the owner's offer and, the guy took the deal. I thanked the dealer principal for his time and finished the deal.

    The reason I related this story is to show you a "behind-the-scenes" look at what actually can and does take place in auto dealerships around the country. We sold 250 new cars each month and in order to maintain our first place standing in sales for our brand, we had to make some deals that most would consider impossible. As long as our average gross profit hit a certain figure, the principal of the dealership would approve some of these "out of the blue deals we have been discussing.

    As I think back on my experiences and stories, I will post them when I remember all the details.

    2024 Genesis G90 Super-Charger

  • bwiabwia Member Posts: 2,913
    I was working a deal with a new salesperson I had just hired.

    Another great sales story, keep them coming Mike. Meanwhile, as I reflect on your behind the scences sales maneuvers I began to think of an important economic principle. A product or a service is worth only what a willing buyer is willing to pay and what a willing seller is willing to sell in an arm's length transaction regardless of the product's cost.

    By the way, although you are retired I see a post-retirement opportunity for you in auto sales training. You could do that in several ways but the Webinar approach might be optimal as it does not require travel. Perhaps you don't need the money but it is a nice way to remain intellectually active while keeping up with marketing trends in the car biz.
  • sterlingdogsterlingdog Member Posts: 6,984
    Thanks so much for that good advice. I'll be sure to use the black ABS pipe, schedule 80. I may not have a technical bone in my body, but I know when to take advice from people who know. I have a call into my plumber as we speak to set up an appointment to talk.

    I also like the idea of having a camera to really see the problem. I didn't realize that they could do that. If I'm going to spend $2k on a plumbing problem, I want to be sure that there IS a problem.

    Richard
  • sterlingdogsterlingdog Member Posts: 6,984
    Mike, that was good that you could get $2k back on that $3.5k plumbing bill. The jackleg plumber that was sent by the home warranty company didn't use a camera. I'm definitely seeking a second opinion before spending that kind of money.

    Richard
  • driver100driver100 Member Posts: 32,593
    As I think back on my experiences and stories, I will post them when I remember all the details

    Please do...they are highly entertaining and give us some insight into the car business, which is what drew us to this particular site in the first place. At one time, believe it or not, we probably had 3 or 4, maybe 5 car sales people on here all at one time.

    A quick question for you. Do you think you can negotiate a better price if you use dealer financing, or if you pay cash. With our last few cars we have been paying cash - as far as the dealer is concerned, though it is really using a line of credit - and the salesmaen usually responeded quite positively. Yet, I am guessing the dealer might prefer you to use their money, so they can make even more on the deal.

    2017 MB E400 , 2015 MB GLK350, 2014 MB C250

  • sterlingdogsterlingdog Member Posts: 6,984
    I love watching "This Old House". I never understand what they're doing, but it is great to watch them do it. I also enjoy "Holmes Homes" on HGTV though, here again, I don't have a clue as to what Mike is doing. Those shows serve to remind me that I need to be a good listener.

    Richard
  • sterlingdogsterlingdog Member Posts: 6,984
    Thanks. I'll ask about that Flow-Liner system.

    Richard
  • tjc78tjc78 Member Posts: 16,973
    Home Improvment shows are great to watch. I think at times they don't show you everything involved, but I've learned plenty of tricks over the years.

    This Old House is one of my favorites, but the older shows were better IMO. What they don't tell you (at least not often) is that much of the product they use is donated to the job and the home owner has income tax liability on all of it.

    RE: Holmes on Homes. I do believe that his crew does awesome work, however, with the level of detail involved he must come at one hell of a price. The show where he fixes the botched work of others, involves a lot of behind the scenes legal issues.

    I believe he fixes the mess and then the lawyers go after the previous contractors for his fees. I would assume as long as the crappy contractor at least has insurance Mike gets paid a pretty hefty fee.

    2025 Ram 1500 Laramie 4x4 / 2023 Mercedes EQE 350 4Matic

  • driver100driver100 Member Posts: 32,593
    MIght be of interest....here I am trading in cars because I like them to be under warranty ha ha.

    image

    Gordon's small, red two-door has well more than 2 million miles on the odometer, the equivalent of nearly 1,176 times across the globe.
    66 Volvo

    The retired schoolteacher from Long Island hopes to reach the 3 million mile mark by next year. He only has 34,000 miles to go.

    The 72-year-old Gordon drives his Volvo everywhere. He has held the Guinness World Records mark for High Mileage Vehicle since 2002 and was the first person to hold that record.

    "It's just a car I enjoy driving," he said.

    2017 MB E400 , 2015 MB GLK350, 2014 MB C250

  • sterlingdogsterlingdog Member Posts: 6,984
    I was hoping that you would chime in soon. No, the plumber did not use a camera. I have a call into my regular plumber. I imagine that he will use one. The root destroyer liquid sounds like a winner, if it isn't too late. Does it have a brand name that I can purchase at the store?

    I'm a little surprised to be having this problem. During the house inspection, the plumbing inspector told me that half the pipes in this house were fairly new due to a large remodel. He said that the other half were iron pipes, not terre cotta. Still, things do happen.

    I'll keep you posted.

    Richard
  • abacomikeabacomike Member Posts: 12,388
    edited July 2012
    ... a quick question for you…

    The only reason you would finance through a dealer's lender is if the interest is the same or lower and the terms the same or better than your own source. A dealer does not care who you finance with, in general, so long as he gets paid. Usually, the dealer makes a small kick-back, but if the rates and terms with his lender are not advantageous to you, you would not finance through the dealer.

    I know enough people in the business so I can finance at their "buy rates" for the new car. Right now, I am financing at 2.6% simple interest for 60 months. This is not a special rate, just the actual buy rate for the dealer. For Lexus, that is a good rate.

    So there must be an advantage for you in order to finance with the dealer. In your case, being from Canada, it is probably easier to just give him the cash so you don't have issues with credit reporting agencies. Make sure you deposit the funds to a local Tampa bank account so you can have the bank issue you a cashiers check in favor of the dealership.

    Generally speaking, you do not have to finance through a dealer to get the best deal!

    2024 Genesis G90 Super-Charger

  • graphicguygraphicguy Member Posts: 14,123
    edited July 2012
    Mike....I 2nd the request for more sales stories. While most of us like buying cars, only driver, roadburner or fedlawman can afford to continue to do so in order to populate this thread with fodder here.

    And Richard, to piggy back on NYC's sentiments, good to hear you're doing well.
    2024 Kia EV6 GT-Line AWD Long Range
  • abacomikeabacomike Member Posts: 12,388
    Mike....I 2nd the request for more sales stories

    Ok, I just thought of another example of deals that are or are not "out of the blue", so to speak. I don't remember if I related this story prior to this time, but if I did, please forgive me for repeating it, but it sure was an interesting example of a customer who was not aware of the value of his car or the cost of a new car.

    This took place in the dealership where I was a sales manager. I was the sales manager in the dealership who would interview, hire, and train sales people for the dealership, as well as manage the sales desk and TO negotiations if they were not going well.

    One morning, a very nice retired gentleman came into the dealership. He was looking at one of our newly introduce models, fully loaded with everything, MSRP'ing for about $56,000. One of my new salespeople met him at the entrance to the showroom and did what he was supposed to do - find out what his preferences were and to land him on the right car in stock, which he did. They then came into the showroom and he brought the deal to me at the sales desk. He wanted to trade his Lexus LS430, loaded, in great condition, low miles, on the new car. I went out and appriased the car and compared the vehicle to those being sold wholesale at Manheim. I then went to my blackbook and arrived at a value for the car. It was worth $45,000 as it was clean, only 2 years old, and had low mileage, was the right color, and would keep it to sell on my lot, if I made the deal.

    I penciled the deal at MSRP, which was how we did things. If I had penciled the deal at $2,000 under MSRP, I would have no place to go, so we always asked full MSRP to start negotiations, knowing we would have to give up $2000+ by the time negotiations had ended. I told the new salesperson to show $40,000 for the trade, which I would come up on to the full $45,000 during negotiations. He took the paperwork and offer to the customer. The customer said to the salesperson he would think it over as he was going into the hospital for some bypass surgery the next day and would have some time to talk it over with his wife. When he came to the sales desk to share theat information with me, I knew it was time to TO (take over) the negotiations.

    So I went to the salespersons office, sat down next to the customer, not across from his where the salesperson sat, and shared with him how concerned I was for his health and the operation he was about to have. I was earnest and empathetic with his situation and agreed with him that making such a big decision about a new car the day before he was to undergo bypass surgery was not wise, and that he was doing the right thing by waiting and thinking it over. We started talking about the operation, the fact that my twin brother and my mother had undergone the same surgery with very excellent results, and that he had nothing to worry about. I shook his hand, wished him the best of luck, and started to leave. He pulled my hand back, sat me down, and said to me to write up the deal!!!

    Needless to say, I about excreted a brick, if you know what I mean. I did not want to sell him the car at full MSRP or give him only $40,000 for his trade, so I told him to think about the deal for a week or two and then come back, at which time I might be able to make him a better deal. He said no, I want the car, this is a nice dealership, and felt that I was the kind of individual he wanted to do business with.

    I want to add at this time that the gentleman was very wealthy, had owned a share of several major league baseball teams at times in his life, owned a 60' yacht, and also had a 1975 Ferrari that he has just restored at home in his garage. So the man obviously had the money and the desire, and wasn't as concerned about the price of the car as he was about doing business with the kind of people he felt comfortable with.

    So, I helped the new salesperson complete the paperwork, etc. This was the salespersons first deal he had closed since working for me for 2 weeks. After he left the dealership with his new car to go home, I grossed out the deal, which I had to do for all deals. The sales person has earned a commission of $3500.00 on his very first sale. There was a $12,000 gross profit on the deal, the largest the dealership had ever had on an automobile (they had one over $15,000 on a large SUV). By the way, that was the first and last sale that salesperson ever made while working for me - he didn't sell another car or truck for 2 months after this, so I had to let him go!

    This is just an example of the kinds of deals that are made, even when you try to avoid having a customer make a bad decision as I did. I was willing to bring the price way down on the new car and offer him up to $5,000 more for his trade, but he didn't give me the chance.

    About 2 hours later, I gave the customer a call at home to find out if he got home safely and enjoyed the new car. This guy was soooooo.....happy he couldn't thank me enough. He said he loved the car and enjoyed doing business with me. I called him in the hospital about 4 days later to see how he was getting on and to wish him a quick recovery. He was so grateful for the call and thanked me profusely.

    About a month later, I called him again to see how everything was going, and his wife answered. She told me that he had suffered a severe heart attack and had passed away a week earlier. Good Grief!

    Needless to say, I still feel guilt ridden over this deal and the fact that it was the last car this gentleman would ever buy. But his wife thanked me for the call and for making her husband's last purchase such a pleasure for him. She said she was going to keep the car as a remembrance of him. Ohhhhhhh, the guilt.

    Who says car salespeople don't have guilt. Of course we do, but we just don't share it with other people!!!!

    2024 Genesis G90 Super-Charger

  • abacomikeabacomike Member Posts: 12,388
    You could do that in several ways but the Webinar approach might be optimal

    Yes, I do have materials for training, but have not used them in quite some time. I just don't want to work for myself - but would rather work for someone else so I don't have all the responsibilities associated with self-employment.

    I did some consulting for a while, but it was so time consuming and becoming so lucrative, I just decided to retire and take it easy. I am used to working in large training sessions and try to individualize training to meet the assessed needs of those salespeople in need of a fresh look at their profession.

    In a nutshell, the single most important skill in autosales is "...the meet and greet..." and its associated activities. Everything hinges on how a salesperson greets the customer and what types of questions to ask and to make sure the answers the customer gives are remembered.

    "...hi, my name is Mike, welcome to xyz dealership, and you are? A pleasure to meet you Mr.______ or Ms._______. What type of vehicle are you looking for?"

    Never say to the customer "...can I help ya?" All car salesman say that.

    If the customer says we are just looking and need some time to browse, let them browse, unencumbered by the salesperson, and say, "...no problem, feel free - I'll be over there - if you have any questions or need assistance, just motion to me and I'll be there for you. Enjoy your visit!

    Just a sample of what I used to train.

    2024 Genesis G90 Super-Charger

  • tjc78tjc78 Member Posts: 16,973
    He said he loved the car and enjoyed doing business with me.

    It has been said by some of the sale's pros here that quite often the happiest, easiest to deal with customers were the ones who perhaps paid too much.

    I like to think I'm a happy customer, but I certainly am not signing the dotted line at any dealer's first pencil! ;)

    2025 Ram 1500 Laramie 4x4 / 2023 Mercedes EQE 350 4Matic

  • abacomikeabacomike Member Posts: 12,388
    It has been said by some of the sale's pros here that quite often the happiest, easiest to deal with customers were the ones who perhaps paid too much

    Down here, just like in parts of West LA, Washington D.C. Metro Area, the Hamptons on Long Island, North Suburbs of Chicago, to name a few, there are extremely wealthy people who, at times, do not want to waste their time bickering for a deal. They prefer to be treated with respect, dignity, as their station in life "demands", and don't mind paying for a product or service if the experience is relaxed, enjoyable and unstressful. We have lots of celebreties and sports stars, both active and retired, who buy and lease cars. I sold an SUV to a quarterback who was actively playing for an NFL team at the time. I also sold an SUV to a retired baseball Hall of Famer.

    But you all must remember that stories like I am relating to you are extemely rare, if not far and few between. The average buyer pays a fair price for a car or he/she wouldn't buy that car, to be sure. These stories are just exceptions to the rules that are sometimes interesting, if not hilarious, to relate.

    2024 Genesis G90 Super-Charger

  • abacomikeabacomike Member Posts: 12,388
    Sometimes It's The Color That Matters!!!

    When I had just begun selling cars, the sales managers would put special weekend bonuses out, called weekend spiffs, to provide incentives to sell either a certain number of cars or certain cars that, for some reason or another, were less attractive to buyers and had been on the new/used car lots for quite some time.

    I remember once such weekend where at the Saturday meeting, they announced a $1000 spiff for each car sold/leased of a specific model that was this awful looking mustard yellow/green. It was so ugly a color, it is impossible to fully describe this horrendous color any other way. There were 5 of them, identical to each other, on the new car lot and had not been sold for over 4 months - just sitting there unsold due only to the color, nothing else.

    So, I was scheduled to work that next day, Sunday, and got in about 10 A.M. (all car dealers are open on Sundays down here, except for Christmas and Thanksgiving - all other days dealerships are open for business). I was the only salesperson on the floor at the time because it was a bit early. This gentleman walks into the showroom - he looked almost like he was homeless - shabby clothes, beard, dirty sneakers, etc. I greeted him and he seemed extremely pleasant - but in the back of my mind I was saying to myself - "...good grief, this guy will probably take up hours and hours and I'll find out at the end of the deal he has not credi tor something like that!"

    He said he was out on the new car lot and saw a car in a color he fell in love with and wondered if the car was available. I asked him to take me out to lot and show me what car he was talking about. He said we don't need to do that, it's right in front of the dealership - those beautiful light yellow/green cars. Oh, I said, yes, I know the ones you are talking about. I said that the car he wanted was available. He said I'll give you $30,000 cash for each of the 4 of them! The MSRP was $32,000 for each. I said let me check with the sales manager.

    I went into the sales office and told the manager what he told me. He said, "...sell thos m'f' cars NOW, right away, get them off my lot!"

    To make a long story short, I asked him why he wanted all four of them. He responded that he owns a taxi company and the color is exactly what he was looking for! I did the paperwork for him under the name of the company and he wrote out a check for all four cars. When we took checks, I was required to look up their credit to prove they were who they said they were, and when I saw his credit rating, I was floored - 822 credit score on Equifax. Now that's in the 99th percentile of credit scores.

    He called some of his employees and they took delivery that same day of all four of the cars.

    The next morning, at the 8:30 sales meeting, the general manager asked me to stand and handed me a check for $4000.00. He said that I must have been outstanding to sell those 4 ugly cars and that I deserved every penny. Of course they took out the taxes, etc., on the next payroll, but they wanted to make a point that anything can be sold with the right technique.

    Of course I was laughing inside all the time because all I did was say - yes the cars were available! If that could earn me $4000 every time I said that to a customer, I'd be living in Maui on a plantation I would purchase after making my first several million dollars!

    I guess I'll never forget that one after struggling to remember some of the experiences I've had in the business. As I remember more, I'll get them posted!

    2024 Genesis G90 Super-Charger

  • Kirstie_HKirstie_H Administrator Posts: 11,242
    This is definitely true of my parents. While they certainly don't fall into the category of "extremely wealthy," they live comfortably, and they each buy a new vehicle about once every 10 years (usually the same year... one gets the bug, then the other does too after a whiff of the "new car smell"). This year was that year.

    The additional cost to them over 10 years of ownership is negligible, and it's more important to them to have a pleasant, stress-free experience and to get the exact vehicle that they really want - which, if you think about it, is of primary importance if you believe, based on history, that you'll have the car for 10 years. Plus, as they pointed out, these might be the last (at least 2nd to last) vehicles they purchase. I'm sure my dad haggled price very briefly, and probably ended up slightly below MSRP minus trade-in. They're happy.

    MODERATOR /ADMINISTRATOR
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  • bwiabwia Member Posts: 2,913
    edited July 2012
    I just don't want to work for myself - but would rather work for someone else...

    I hear you and I respect your opinion. But I believe you have so much to offer to others who could benefit from your vast knowledge and practical approach to sales training and management. Maybe some day you will have a change of mind and perhaps write a sales training manual instead but it is something you are good at and should not be dismissed just yet.

    Nonetheless, I am enjoying your sales stories and when I thought I had heard it all you come up with yet another story that tops the previous. Great job and very lucid and entertaining writing. You have your own Edmunds column. I am sure others would agree.
  • roadburnerroadburner Member Posts: 18,338
    My late father-in-law was a happy buyer; he'd swap his Park Avenue for a new one every 2-3 years. The same dealer would lowball the trade and only cut about $1000 off MSRP(usually there was $2000-$3000 of trunk money on the car).
    He always got them with those putrid fake convertible tops and gold trim. When we visited he always would ask me, "Don't you want to drive one of MY cars?" I'd politely decline- although one time my wife's Volvo was in the shop and I had to drive one of his Buicks over to the local BMW dealer to buy an oil filter. It was so humiliating I parked over three blocks away so no one would see me driving it...

    Mine: 1995 318ti Club Sport-2020 C43-1996 Speed Triple Challenge Cup Replica
    Wife's: 2021 Sahara 4xe
    Son's: 2018 330i xDrive

  • abacomikeabacomike Member Posts: 12,388
    FREE CAR WASHES FOR LIFE - THAT'S ALL I WANT

    Most upscale dealerships offer complementary car washes to their customers as a means of making them feel welcome to their dealership as well as to get the customer coming back to the dealership as often as possible. It's been shown to create an incentive to keep purchasing cars from a particular dealership.

    When I was working as a sales manager at that upscale dealership, I had a retired gentlemen (yes, another retired man - lots of them down here, to be sure) come in to purchase a new car. Not only did he want a great price, but he loved the free car washes we provided him and his wife whenever they came in. He came right over to me, even though several of my sales people tried to grab him at the front door - he just said I'm here to see Mike. So, they backed off. Needless to say, I surely was not in the mood to have to deal with this guy and his wife - they wanted everything they could get for free.

    As an example before I continue with this story. The owner of the dealership would often have promotions going to bring new customers into the showroom. As an example, "...the first 100 customers to come in and test drive one of our new cars would receive a piece of Waterford Crystal...". These promotions always took place on Saturday and Sunday. The parking lot would get jammed with these retired people who would pull up to the front fo the dealership, leave the motor running with their wife or significant other at the steering wheel, and run in to take a test drive and get their crystal. They never bought a car, just wanted the crystal. The cars they drove into the dealership were Honda Accords, Toyota Camry's (lots of Camry's, good grief, it seems everyone down here buys a Camry or Hundai Sonata, but Sonata's were not prevalent 6 years ago as they are now).

    So, they got their crystal and left - no one ever bought a car, but the owner always got these promotion items at almost no cost - perhaps $30 for the crystal, and even less for other promo items. But, I would dread those days when we had the promotions because all these people did was jam the parking lot, take a quick ride, get their crystal or gift, and then jump right back into the car to get out of there.

    Now, back to this guy and his wife and their wanting everyting they could get for free.

    So, he said it was time for him to get a new car. He wanted the mid-sized model, but no optional equipment - didn't go for NAV, upscale audio, bluetooth, nothing. Just wanted automatic transmission, power steering, brakes, no sun roof unless it was free or standard (thank goodness they were standard) and almost nothing else. I always ordered a few cars every month like that because I had so many retired folks who didn't want all the high cost options.

    So, I had a sales person take them out to the lot and they found the car they wanted. The MSRP was $41,000. They came into the showroom, but he and his wife refused to sit down with the salesperson, and came right inside my office where I was trying to get deals penciled, appraisals done, etc. He interrupts everyone and everything and says, "...I'll give you $36,000 out the door for the car!" Out the door - including tax, tags, title fees, dealer fees, etc. At that price I would lose about $3000 on the deal. So, I called him behind my desk, I pulled up the car showing factory invoice, put in the figures selling him the car at my cost plus taxes and fees, and said that's what I'll sell the car at - and only for you, I wouldn't do this for anyone else, except my family.

    He looks at the numbers and says to me "...what about throwing in floor mats, wheel locks, rear trunk mat and one free oil change." I responded that I would do that for him. He said great, ..."now I want the car tinted!" That would cost me another $135, but to get this car sold and this guy out of my hair I agreed to do it.

    Then, after he is about to sign the paperwork in the Finance Office, he comes running over to me and says, "...I forgot, I want to put on a gold package in place of the chrome emblems and I want Michelin tires, not Bridgestones!" Now, it was going to cost me $350 more for the gold package and another $300 in labor to replace the tires and put on that gold package. I would be taking a loss of about $2000 on the car at this rate. I then said to myself, if I gave him these other things, he would want something else. And the thought of having to face the owner with this pathetic deal started to really bother me. I had given, and given, and given, and this guy and his wife had given me nothing in return.

    So, I decided enough was enough. I said no, I would not do what he wanted me to do, and in fact, "...because you have pushed me to the limit, I want you to follow me to the Finance Office." He and his wife followed me - I picked up the paperwork, tore it into tiny shreds, and kicked them both out fo the dealership. He begged me to take the deal we had agreed on, and I refused.

    So he calls the owner and leaves a message for him. The owner calls me into his office a day later and asked me why this guy was calling him. I told him the entire story, from beginning to end. He picked up the phone, had me sit across from him, and called this guy back. He listened to what the guy said and was very patient. He then started to talk to this guy about all that I had conceded to, from wheel locks, gold package, etc., and an invoice deal at that! So he says, "...Is this true Mr._____________? Did my sales manager offer to do these things for you and you still wanted more?" The response from this guy was YES, but I wanted more!.

    The owner then said to him, "....Mr.____________, here is the telephone number of my competing dealer in south Broward County. Call them and tell them I recommended that you buy a car from them and that I would be more than happy to assist you in this process - just give them my name and phone number! OK, MR.____________?"

    He then hung up the phone. A few days later, the owner got a call from his friend at the other dealership telling him that he appreciated his referring a customer to him, but no. In other words, THANKS BUT NO THANKS!.

    End of story. I never saw this guy again, and he never came back for his free car washes, since he had purchased his last car from us 5 years before. So, I had killed two birds with one stone - one less car to wash free for life and one less customer to give me nightmares.

    2024 Genesis G90 Super-Charger

  • michaellnomichaellno Member Posts: 4,120
    Mike - good story. There comes a time when a company should 'fire' a customer, and it looks like both you and your dealer principal reached that point.
  • abacomikeabacomike Member Posts: 12,388
    There comes a time when a company must fire a customer

    Yes, but they are still customers. But you sure don't care if they choose not to buy from you. We used to get customers in the showroom who really wanted to buy a car, but their offers were ridiculous, at times, and they want everything free once they get the deal they wanted. We call these kinds of customers Pigly Wiglies! They are leaches and keep trying to suck all your blood out of your body.

    We have gobs of them down here - retired folks who have nothing else to do but drive dealership employees crazy.

    Whenever I used to get a ridiculous offer, I would have the customer write his/her name on a piece of paper with just their phone number and their offer. I would tell them I would call them if my sales were slow and the owner of the dealership wanted their business. I told them to be patient, but that I would call them at the end of the month if I could make the deal. Never called any of them back - when you are offered $3000 below invoice for a brand new luxury car, you can't get angry. You just tell them when you can make such a deal, you will call them!

    2024 Genesis G90 Super-Charger

  • driver100driver100 Member Posts: 32,593
    edited July 2012
    A pleasure to meet you Mr.______ or Ms._______. What type of vehicle are you looking for?"

    That is a great opening line. It's hard to just say "yes" or "no" to that question.

    Hanging out here has saved me a lot of money on our last 3 cars. I would not have done the research to know what my trade-in was worth and what the new car were worth before...I had a rough idea but you really need concrete numbers so you can't waver.

    Your story really illustrates how important it is to have some good numbers to work with before you get to the dealers showroom. He paid too much for the car, only because he just didn't have the facts.

    In a sales course I had they taught us that the best sales people sell themselves. If the customer trusts you and has a need for your product you can make the sale. That's what you did with that gentleman who paid too much.

    2017 MB E400 , 2015 MB GLK350, 2014 MB C250

  • jmonroejmonroe Member Posts: 8,989
    The retired schoolteacher from Long Island hopes to reach the 3 million mile mark by next year. He only has 34,000 miles to go.

    I saw a piece about this on my MSN homepage.

    I’m not going to ague because that is quite a feat even though I’m willing to bet that almost everything has been replaced at least once and that includes the radio knobs and lug nuts. He’s already admitted that the engine has been rebuilt twice and even that’s a hellava feat that the original block is still around. I know one thing…he never took it to my Hyundai dealer for an oil change when it had about 43K miles. :sick:

    The car looks pretty good though. I wonder what kind of wax he uses. :)

    jmonroe

    '15 Genesis V8 with Ultimate Package and '18 Legacy Limited 6 cyl

  • abacomikeabacomike Member Posts: 12,388
    The car looks pretty good though

    I don't know about the other posters here, *jmonroe, but I have lots of difficulties reading your posts because of some unknown symbols and spellings. Is there something wrong with your keyboard? Or are you using an iPhone or iPad to respond and are hitting incorrect keys?

    Is anyone else having this problem with *jmonroe's posts?

    2024 Genesis G90 Super-Charger

  • Kirstie_HKirstie_H Administrator Posts: 11,242
    edited July 2012
    The last couple have come out looking funky, yes. Looks like it's related to using apostrophes - something entered on his end is coming out quite wrong on this end.

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  • jmonroejmonroe Member Posts: 8,989
    Is anyone else having this problem with *jmonroe's posts?

    When I see my posts they are as I wrote them so I don't know what problem you have. Right now I'm posting from home and for the last week, when I log on I see the following message at the top of the page:

    "We've had a minor breakdown. The page you were looking for didn't load. Try refreshing the page, or check out our Site Map."

    But I've just been ignoring it. Maybe something is haywire when some of you posters see my posts. Wait a minute, I just had a thought...when I use spell check I see little boxes where I have used punctuation of any kind (comma, quotes, etc.) Maybe this is what you are referring to. :confuse:

    jmonroe

    '15 Genesis V8 with Ultimate Package and '18 Legacy Limited 6 cyl

  • driver100driver100 Member Posts: 32,593
    I’m not going to ague because that is quite a feat even though I’m

    The last post you wrote 81116 is perfect so I think you may have fixed it. Sometimes our computer at work goes into a third language, and we have to reboot it to get it to work.

    The title above has the funky monkey language, It looks like I####m not going to ague because that is quite a feat even though I####m The number signs are the weird letters. We won't get into the spelling of argue at this time....ha ha.

    You're the engineer, fix it!

    But 81116 was perfect, you get a gold star for that one.

    2017 MB E400 , 2015 MB GLK350, 2014 MB C250

  • driver100driver100 Member Posts: 32,593
    I’m not going to ague because that is quite a feat even though I’m willing to bet that almost everything has been replaced at least once

    I always start out by thinking I want to keep my new cars for 100K miles or even keep driving them until they fall apart.

    But then, I see a new model I really like. Or the car starts breaking down at very inconvenient times. Or I am spending more time at my local garage than I am on the road. Or I try to do an oil change and the engine falls apart (no, I made that one up because I don't do oil changes) And then that plan goes out the window and I just get a new car. :D

    2017 MB E400 , 2015 MB GLK350, 2014 MB C250

  • abacomikeabacomike Member Posts: 12,388
    edited July 2012
    try refreshing the page...

    Your post #81116 is fine, but over the past few days, your posts have been using some symbols or another language, at times. *driver's comments were correct - maybe your computer is set for something other than standard american English.

    Your 81116 post seems to have corrected the problem.

    2024 Genesis G90 Super-Charger

  • jmonroejmonroe Member Posts: 8,989
    OK here is post 81113 again. Is this OK now?

    The retired schoolteacher from Long Island hopes to reach the 3 million mile mark by next year. He only has 34,000 miles to go.

    I saw a piece about this on my MSN homepage.

    I'm not going to ague because that is quite a feat even though I'm willing to bet that almost everything has been replaced at least once and that includes the radio knobs and lug nuts. He's already admitted that the engine has been rebuilt twice and even that's a hellava feat that the original block is still around. I know one thing...he never took it to my Hyundai dealer for an oil change when it had about 43K miles. :sick:

    The car looks pretty good though. I wonder what kind of wax he uses. :)

    You're the engineer, fix it!

    I've gotten that line all my life. Another one I get from the non technical people at work is, "that's why you're paid the BIG bucks". There is almost no good answer to this comment. Whatever I say is going to come out all wrong. :confuse:

    jmonroe

    '15 Genesis V8 with Ultimate Package and '18 Legacy Limited 6 cyl

  • abacomikeabacomike Member Posts: 12,388
    OK, here's the post....

    Yes, *jmonroe, IT IS ABSOLUTELY PERFECT AND BEAUTIFUL TO BOOT!!!!

    2024 Genesis G90 Super-Charger

  • snakeweaselsnakeweasel Member Posts: 19,592
    The dealership where we bought the wife's car offers free cars washes for as long as own the car. The problem is that due to the distance to the dealership it would be faster and cheaper for me to do it myself in the driveway.

    Now when I had my ragtop serviced Saturday I will admit that I was a bit upset that they put it through the automated car wash.

    2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D

This discussion has been closed.