Stories from the Sales Frontlines

mackabee

I'm on a roll tonight! Somebody stop me. Good thing I don't drink.
Mack

mackabee

Why would you let your sales person crash and burn for 6 and a half hours? Sounds like bad management to me. SM should have come in a lot earlier in the deal and done the deal or broomed them.
Mack

mackabee

I guess with a Ford you need all the "protection" you can get since you're going to need it.
Mack

roadburner

Looks really "revolutionary"

It's not the looks, it's got a modern platform and powertrain. The ST model shown is a genuine "hot hatch" by European standards- which is exactly what I was looking for. BMW NA betrayed me by not bringing over the 3 or 5 door 1er and the Cooper S didn't have a usable rear seat. As for VW/Audi, I was not impressed by the projected reliability of the GTI or the price/value ratio of the A3. The Si wasn't my cup of tea(plus, I've already got one small coupe that needs to be wound to 11 in order to make brisk progress) and the Cobalt SS was too crude and tacky. Which is how I wound up with the MS3.

mackabee

Just wait until the funky glass roof shade starts popping and rattling.
They won't be so ecstatic then.

No, the other 15 went and bought Camrys or Accords.
:)_
Mack

mackabee

I'll never understand why Ford doesn't bring the Euro version of the Focus and the Mondeo to our shores. These are the types of cars enthusiasts want.
Mack

mackabee

You are just now trying it? Heck, my mom used to put it in my baby bottle to rock me to sleep!
:shades:

mackabee

I preferred Negra Modelo in my drinking days.
:shades:

mackabee

Thank you. My sentiments exactly.
Mack
P.s I'm trying to catch up on a few pages worth of posts so don't feel left out if I don't get to you. I'm too busy poking fun at Joel.

mackabee

What's with the hard boiled eggs in the Margarita?
Mack

mackabee

I like mine medium rare. I got home today and Mrs. Mack had a couple of petite filet mignons waiting for me. They were not medium rare. More like medium so I chopped them up, put some pepper jack cheese on them, slapped them in the microwave while I heated a nice burrito size tortilla on my ovens hot plate. Presto! Steak burrito a la carte. Delicious.

It looked like it was going to be a crappy day for me. I was going to deliver a truck that all we needed to do was go to finance. The customers came in around 10 am to tell me they could not take the truck today due to a medical emergency. They would let me know by wednesday so that we could reschedule. I was bummed. It looked like the day would be a bust but then the flood gates broke wide open. I sold a Highlander to a AAA customer and as they were leaving, a young lady who I showed an xB about three weeks ago came in. I had e-mailed her this morning to let her know the car she wanted was in stock. She had contacted me earlier to find out what my hours were this week and decided to drop in. The xB she wanted was sold no more than ten minutes before she arrived so I have to get her one tomorrow. There's one up in Richmond Va about 90 miles from us and I hope they didn't sell it today. Enjoy your steaks. I'm going to bed.
:shades:
Mack

tidester

Would they do that in a furniture store?

Yes, I've had that happen. Moreover, the manager volunteered it. I guess he wanted to impress me with how great the deal was that he offered me for a dining room set. We bought it!

tidester, host
SUVs and Smart Shopper

im_brentwood

Need story... neeeeeeeed story,....

oldfarmer50

"...and getting a BIG check retroactive to the first of the year..."

So some of your bonus money is based on Yearly sales figures rather than just Monthly?

oldfarmer50

"...it looks like that nice $1800+tax doesn't buy that much..."

So don't buy it. Every aspect of car buying involves assessment of relative values. To some a sports car is impractical, to others a minivan is dull. Some people want the security of an extended warranty or GAP. If a salesman presented those packages to me I would ask to see the complete warranty contract and take it home to study. I'd probably decline it because I have a good independent shop that does all my work.

Unless the salespeople are obnoxious, I see no harm in listening.

oldfarmer50

"...seem to think they shouldn't have to pay sales tax?"

I see that all the time. In a high tax state like NY I can see people trying to weasel out of paying an extra 2K on a car, but I get people who get outraged at paying 25 cents tax on a plant.

Among my favorites: "Tax? Farmers don't have to pay taxes!" and "We both know you're going to keep that tax money for yourself!"

I know that car salespeople get called liars all the time. How often do you get accused of tax fraud? :mad:

british_rover

I usually drink Anejo tequila but sometimes have respado. This particular Anejo was a new brand for me.

british_rover

In order to qualify for our CSI bonus we need to have XX percent of survey returns relative to the number of cars we sell.

I am just a couple of cars away from hitting that percentage and I have a 99.9 average right now which would earn me a 100 bucks a car back to the first car I sold this year.

dino001

I was picking apart Joel's offer a little bit for kicks and a little bit because he seems to be genuinly convinced to its value. I have no problem with being presented of these offerings, either - even if I don't find them all that appealing. As long as rejection is taken well and in timely manner, if you know what I mean...

Also, extended warranty may be a very good idea for certain brands, as regardless of their reliability, the potential cost of repairs can be trully scary (but then - one should not buy a product they can't support, should they). However, it has been my recent conclusion that more often than not warranties are not worth price they are sold for.

I have purchased two vehicle, five appliance and one electronic warranty (plasma TV) in recent six years. Some of them have time to expire so jury is still out. Obviously vehicle warranties were most expensive ones. So far if I pulled that money together, subtracted my claim activity (one AC O-ring job and one power steering pump), I could probably buy another nice appliance, cover a major job on my Subaru (like transmission or engine repair) and still have some leftover for a new DVD player - maybe even HD-DVD. Or I could keep all the money in the bank and earn interest. Or invest it. Or spend it on something else. Whatever.

So - yes I has been convinced more than once already. However, looking back it becomes clear I could do better with my money and it will get harder to sell me something in the future as I experienced the value of these products already and moreover I'm not cash-strapped at all so I can actually cover large repairs without having to eat macaroni and cheese. :P

epiney

In order to qualify for our CSI bonus we need to have XX percent of survey returns relative to the number of cars we sell.

I am just a couple of cars away from hitting that percentage and I have a 99.9 average right now which would earn me a 100 bucks a car back to the first car I sold this year.

That's a nice bonus... 8-10 cars a month, a lot of steak and Margs.

So will you do me a $2000 loser deal if I promise you a 100 CSI? :shades:

rroyce10

Aaaah yes, the 3 biggest story's told:

1.) what somebody paid for their house -

2.) their golf scores -

3.) and what somebody paid for their car.



I have to agree with Brentwood on most of this...

One of my favorite "prices paid" forums is, what people are paying for the new CRV's .. you have people posting they paid $400, $800, $1,200 below invoice - "plus" they got the chrome running boards, the roof rack, fog lights, a free trip to Costa Rica, etc, etc .... why would a dealer lose all that money, what's the point.?

Now here's a vehicle that most Honda dealers have had short supply of, most have been sold out since May, and most are still getting sticker and some change ... even the ones still sitting in weird area's, bad latitudes and bad color combo's can be used as "trade bait" to other Honda dealers 350/700 miles away .

What's the worse case scenario for that dealer.? ... he can run it off to the auction because used ones are getting invoice+ even with heavy miles, some have done MSRP with 10,000 miles.

Now, I'm sure a few have been sold at $400/$750 over to a good loyal customer that's bought 2/3 vehicles in the past and they can depend on his service business, "and" they already know he'll send them referrals as he's done before, plus they can depend on a good CSI - so that customer earned it .. but he's 1 out of 1,500 - 1 out 2,500.?

But to the guy that's been to 4/5 Honda dealers in the last 8/9 days and wants to tell the dealer the 2008's are here and he'll walk out the door (Bobst method) unless they sell it to him for $250 over .. they blink, scratch their heads, try to be nice, say goodbye and they cut him from the herd, they just don't care -- you can't lose what you don't have.

I remember in the past when somebody use to post all this nonsense about time spent, dealer involvement the cheaper price - it just doesn't work that way.

It's a very simple business made hard by some folks that don't know the business ... the salesman takes a customer, and hopefully has done the right demo ride and has the customer on the right vehicle (not a vehicle that is $8,000 more than he came in for) ...

If the customer has all the correct information, knows and understands that his $13,000 vehicle is not worth $16,000 and the invoice is $21,010 not $18,325 (because he forgot to add the #3 option package with the roof) "and comparing apples to apples", then there's a very good possibility there's a basis for doing business inside of 70 minutes or less .... anything more then than, then the SM needs to be involved and the salesman needs some days off.



Terry.

epiney

So - yes I has been convinced more than once already. However, looking back it becomes clear I could do better with my money and it will get harder to sell me something in the future as I experienced the value of these products already and moreover I'm not cash-strapped at all so I can actually cover large repairs without having to eat macaroni and cheese.

Of course, it's all about averages as any warranty/insurance business is. On average, you should do better by not buying the warranty. Of course if you pick and chose, all the better. I will typically buy the extended warranty on a fridge for the ice maker as those things don't last. Rarely on electronics, since the life cycle is so short and replacement cost declines with time.

kiawah

I believe part of why some people find warranties worthwhile, is that they cannot absorb a catastrohpic expense if by some chance it did occur to them (eg, couple grand transmission or engine failure after mfg warranty period). Someone living pay check to paycheck, who might not be able to get the vehicle fixed and then be without a vehicle.

If someone has the money in the bank and can pull it out if needed for a problem, then they look at a warranty purchase rationally like you laid out. Someone without a financial cushion/safety net, ends up buying the certainty of an additional warranty expense at purchase time.... as a way of avoiding potential large expense later, even though the ods are slim that something might effect their particular vehicle.

But then perhaps if they can't afford it, they shouldn't be buying that new glitzmobile vehicle in the first place, but that's a different topic.

british_rover

It is only for new cars though and we don't do 8-10 new cars a month per sales guide. More like 4-6 new cars a month for this store per sales guide.

Either way it is a healthy check all at once.

editor2

Or as a cowboy I know likes to say, "rope it in, knock its horns off, wipe off its butt, and put it on my plate."

isellhondas

You didn't ask and that is the difference.

That seems like a weak way to sell furniture (or cars) but, in your case it worked!

greanpea68

I guess with a Ford you need all the "protection" you can get since you're going to need it.
Mack

LOL :P

dino001

I'm sure your F&I manager would still try to sell same protection, or more, for those indestructible and value-gaining Toyotas, you sell, wouldn't he? :P

joel0622

Mack, I guess you better call the folks at Lojack and let them know they spell the name of the product they sell wrong.

link title

*Edit* I just noticed this is the first working copy I had that is was spelled wrong on.

Brother if you think that focus is the same thing as we have been offering you are blind as a bat, I knew you an old man but I didn't think you were that old

mackabee

You must be hung over. It's Reposado, which means reposed or rested. What brand was it?
Mack

epiney

greenpea doesn't need to sell any extended warranties (not that he paid on them anyways). He's getting full pop on those Altima Coupes :shades: ... A guy at work just bought one. Nice car, but at full list, I'm looking hard at a G37 Coupe.

epiney

Mack,

What ever happened to the red Sienna folks that got fired? Did I miss it?

dino001

I'm sure he doesn't, but the store owner and F&I guy would greatly appreciate more business, wouldn't they ?

mackabee

Are you just waking up? It sure took you a long time to come up with this comeback!
Mackabee

epiney

Does anyone else think it's just plain rude for a customer to ask to see an invoice?


I have a car on order. When I agreed to buy it, prices were not announced, they still aren't released yet. So we agreed to invoice plus $xx and I gave them a deposit. I don't think it would be rude to ask to see the invoice in this situation if it differs from the public sources.

benderofbows

"X-plan price on a $82,250 MSRP Range Rover is about $77,900 dollar plus tax."

BR,

So "X-plan" is valid across all Ford brands? I asked two Mazda dealers about this and got two different answers.

Also, for you or anybody else at a Ford brand store (Joel?)...

I have heard that if someone is on X plan, they either are not supposed to be charged a "doc" fee, or the fee has a low limit. Are either of these true? Aren't there perks of the plan other than just the set price?

british_rover

You can find it spelled either Respado or Reposado and I know it means rested.

Respado or Reposado is rested for 90 or so days and Anejo for a year or more typically.

I will have to look at the brand when I get home as it was several words long and I don't remember the exact wording.

rroyce10

**.. I have a car on order ..**



What car is it.....?



Terry.

dino001

At Mazda X-Plan is called S-Plan. It also has slightly different rules, but generally it's the same thing. Dealers do not have to participate in those plans, but most do.

mackabee

Heck, I don't remember where I left off on that one. They've been a pita. Funding been delayed, no insurance, etc.etc.

Mackabee

epiney

It's a 08 Lexus GS... unfortunately not the 460

traindriver

Document Fees

The dealership may also NOT charge separately for document preparation fees, vehicle preparation fees or any other administrative services incidental to the delivery of the vehicle. These expenses are considered to be part of the dealer's normal cost of doing business for which the dealership is compensated by the commission paid.
Each dealer is responsible for complying with applicable laws or regulations. Dealers may not charge different fees to participants in the Partner Recognition Program.

Mazda dealerships may charge reasonable and customary document preparation and/or administrative service fees for S-Plan sales. Please review all fees with your Mazda sales consultant and be sure you understand and agree prior to completing a sale.
-------------------------------------------------

Pricing Formula

X-Plan is a pre-determined price based on dealer invoice or A-Plan price depending on brand. The X-Plan price is noted on the dealer invoice (except for Land Rover and Jaguar).

X-Plan

Ford/Mercury
Dealer Invoice - 0.4% of Invoice + $75 Administration Fee (see sample invoice )

Lincoln
Dealer Invoice + 0.6% of Invoice + $75 Administration Fee (see sample invoice)

Volvo
AZ-Plan + 2% of AZ-Plan

Land Rover
Dealer Invoice + 4% of Invoice (excluding Regional Advertising Group fee and destination & delivery fee)

Jaguar
Dealer Invoice + 4% of Invoice (excluding Advertising Association Fee and destination & delivery fee)

Mazda

S- Plan

The Mazda S-Plan price is equal to the total dealer invoice amount. It is listed in the lower left corner of the factory invoice as "S-PLAN". This is the same price that the dealer pays for the vehicle. Mazda pays the dealer a commission on each S-Plan sale.

joel0622

I had half a page typed for you and then accidently deleted it :sick:

But I can sum it up with two words, Bite Me

mackabee

Did you at least spell checked it before deleting it?

Mack

dino001

Hey Joel - did you read latest news on August Ford sales. It's brutal 14% drop. Others drop too, but nearly not as much. Ford may be getting it in terms of product, but it may be too little too late... Some hard reset may be needed to save them.

british_rover

The only Ford owned brand that is up for the year and the month is Land Rover...

Up 32.2 percent for the month and 6.1 percent for the year. I bet Land Rover can be up by 10 percent or so by year end.

http://media.ford.com/article_display.cfm?article_id=26662

jescue

Jag is down 20% or so from last year. Which was then down 40% from the year before. Anyone want to buy an X-Type?

rroyce10

**.. It's a 08 Lexus GS ..**

Excellent vehicle ... if the original deal was "X" over invoice, then there's nothing wrong with asking to see the sheet ..

Terry

rroyce10

You can probably find a 2005 super clean super low mile 3.0 X-type for in and around the $20/$21ish figure ...



Terry

epiney

Anyone want to buy an X-Type?


Sorry, not a chance. :sick: I generally don't like it when luxury brands try to reach down market to expand volume. The Volvo S40 is one of the worst examples I've seen of that. But I guess it works when it's done well. Mercedes finally made a nice C and Cadillac's new CTS is tha bomb. We'll see how the new C30 from Volvo does.

Now the new XF is hot. That knob gear shift would take a bit to get used to.