Stories from the Sales Frontlines

mackabee

Gp, you been hitting the sauce again! The Pats are already 18-0. What was the bet we had? You should be worried about the Giants. They are playing like bats out of hell. They are the hottest team right now. The Patsies haven't looked as dominant as they did in the first half of the season. I'm taking the points and going with the Giants. I'm an NFC man anyways so I stick with my conference. I hope the SB is as exciting as that Packers/Giants game on Sunday. Now that is football@!! :shades:

mackabee

Shirley, I didn't see your comment as racially biased or offending. I know where you're coming from. We also have salespeople at my store that ignore Chinese and Indian or Middle Eastern customers. That's how I ended with Mr. Patel. They walked into the showroom and jumped in the Highlander and no one but me approached them. At first I thought there was a salesperson with them but I didn't see anyone.
What cracks me up with Chinese customers is they make ridiculous offers on cars while you are still on the lot. They will say things like:
"I give 12k for this car, I buy right now." unfortunately they are looking at an 18k dollar car. I always say, "Heck at 12k I'd buy one too!"
:shades:

"

mackabee

Surely you must be joking!
"I'm not joking, and don't call me surely"

I couldn't resist/ And all this time I thought you were a woman. :confuse:

mackabee

Yes, you are a rarity. I don't like to do auto shows. Last year I did get two sales out of it to the same family. It would have been three but on the last one we couldn't agree on the trade value so he went elsewhere. I was really surprised as I had talked to the mom and daughter and two months later this guy shows up in the showroom as I was sitting with a customer working a deal and someone must have pointed me out as he walked over to the table and said: "Are you Victor?" and I said "Yes, yes I am" and he looks at me and says: "You talked to my wife at the auto show:" and I start thinking "Oh no! a jealous husband. I hope he doesn't have a gun!" So I think quick and say "I did?" and he says "Yep, and you talked to my daughter too!"
Now I'M REALLY scared, and I respond sheepishly "I did?"
"Yeah, my wife is outside looking at the Avalon you showed her and my daughter will be coming by during the week to look at the Camry. She was going to buy an Accord until you told her to wait for the new 07 Camry." Now my memory began to clear and when I got done with the first customer I went outside to meet the family. Mom, Dad, Junior and Grandpa were looking at an Avalon that was outside the showroom. They took it for a test drive and when they got back Larry says to me. "Ok, we're going to buy two cars. One for my son and one for my wife. My daughter will work her own deal. What do you have in Corollas?" so two hours later the son Eric is driving away in his new Corolla Le. The following week Ginger came in and bought a Camry LE with alloys and moonroof which Gary didn't want her to buy. He actually came in while we were negotiating the deal. When we came to an agreement he butted in "You can do better than that!" he exclaimed. "Dad, go back home. I'm happy with the deal." and that was it. I wish I could have sold them the Avalon too, but he did tell me to keep an eye out for a Dodge truck. Haven't found one yet so I'm trying to put him in a Tundra.

"

mackabee

Thank you.

gmanzx3

Now that we've brought up (again) the issue of the fairness of MSRP, grinders, CSI, etc. How does this all work at Saturn? Do they have the same issues? I personally have an issue with "no-haggle" or MSRP only dealers. Especially since Saturn has the same mark-up as other brands. If I can get a discount off a new Accord, Camry, or Malibu, why would I pay sticker for an Aura? How does this effect the sales person?

colloquor

Exactly, this is why Scion is such a profitable brand due to their "Pure Pricing" scheme. For example, why would I want to buy a 2008 Scion xB, when I can buy a 2008 Honda Element for only $2K more? The Scion sells at list, whereas the Honda dealer is willing to discount the Element.

jescue

What is this " dead weight " you speak of? :mad:

psorter

"If I can get a discount off a new Accord, Camry, or Malibu, why would I pay sticker for an Aura?"

1) Because with similar options the final price may be the same?
2) Because you may like the Aura better then the Accord, Camry or Malibu even it cost more?
3) Because there may be rebates on the Aura?
4) Because you may be a bad haggler, even if you think you are not?

mackabee

Scion is aimed at a totally different demographic. The Y generation.
In reality, there is little markup on Scions, about 800 a copy, and there is no holdback. IMHO it's the best car in the market for the price.
:shades:

greanpea68

Would you say that if you paid MSRP for a car that everyone was buying for $2,500 below MSRP? Lets face it few things in this world are sold at MSRP.

Happens all day. There are plenty of manufacturers with a$2500 rebate :surprise:

GP

greanpea68

"WHO WANTS TO SELL A CAR TODAY"

"Run forest... run"

I have done it maybe 2 out 100 times

GP

greanpea68

Has he ever come back and bought a car ?

Yess all the time.

GP

greanpea68

Clothing stores - who do you think pays for the sizes and designs that don't sell? Yourself? Do you pay for a size 40 also when you buy yourself a size 4?


SOunds like we are hitting close to home

GP

greanpea68

I think if I could pick a retail business it would be Jewelry or Furniture. I know for a fact that they are working on a fat mark up.

I am sure evryone has heard because of the diamond issues there is a refund now for 20% to anyone who bought jewlery between 1996- and 2004... I could be wrong on the years just heard it last night on the news. You will need a reciept.

GP

greanpea68

If a customer has a trade in it is not that hard to get list price for a unit, all you do is concentrate the negotiations on the trade. It is the straight sale no trade deals that it is hard to do on unless it is a specialty unit.

Joel you shouldn't give all the secrets away :mad: What will we have left?

GP

greanpea68

being a transplanted native New Yawker and big time Big Blue fan, you name the terms and I'll take the action .. you will spot me the 14 points, right??

There's always a srpead with a New yorker :surprise:

We only beet you by 3 points in week 17. Brady has a bruised ankle right now. I'll give you seven points. The bet with you is that if I win you post "Yankees Suck" :surprise:

What do you wnat me to post after every post?

If we have a deal..

GP.

greanpea68

Gp, you been hitting the sauce again! The Pats are already 18-0.

Can't put anything past you It was the AFC game did you expect anything else.

Untill next Sunday after evry post you say " Nissans are the superior import"

Waiting on a reply from Benzservice...

GP

greanpea68

but he did tell me to keep an eye out for a Dodge truck. Haven't found one yet so I'm trying to put him in a Tundra.

Best place to find those Dodge trucks are at auction

GP

greanpea68

The Scion sells at list, whereas the Honda dealer is willing to discount the Element.

The Scion will be worth more in in resale

GP

qbrozen

LOL.
thanks, richard.

greanpea68

What is this " dead weight " you speak of?

LOL...

Sounds like it hit close to home there Jescue

GP

jescue

I love my Jaguars.

oldfarmer50

"...It is the straight sale no trade deals that it is hard to do on unless it is a specialty unit..."

What would you consider a specialty unit? Is this a dealer trade, an ordered vehicle, or something weird like out of the ordinary options or color combos?

greanpea68

What would you consider a specialty unit? Is this a dealer trade, an ordered vehicle, or something weird like out of the ordinary options or color combos?

Any time I am involved it is considered a specialty unit!!! :surprise:

Where else is someone going to get a salesperson that pays as much attetion to detail than me. Also you'll get me preferred service when you need it in service

GP

sterlingdog

While I understand your point, it still doesn't sit right with me. I will compare it to Blue Book or Edmunds. If they say that my car is worth $7,000 but I don't look it up, are you going to lie to me and tell me that my car is only worth $5,000?

I admit that the customer should have done his homework, but it was good that the salesman looked out for him. Also, that customer will be back to trade again.

Moo, I like to think that you would have done that for me if I came to you with a trade.

laurasdada

Hey, GP: Can't Benz post something other than, "Yankess Suck?" I'm a transplanted NY (Mets) fan, I've always hated the Yanks. But, I've never chanted "Yankees Suck." It is just so low class (no offense intended as I'm sure I don't reek of class!). Can't the signature phrase be something like, "The Red Sox (current and future World Champions) are, and will continue to be, the team that the Yankees aspire to be!" Ok, a bit wordy, but hopefully you get my drift...

And, Mack, ahem, how can the Giants be the hottest team in football when the Pats have WON 18 IN A ROW (including beating said Giants. And, I'm a Giants fan too. Wore a NY turtleneck under my Pats sweatshirt on Sunday. But, come SB Sunday: PATS! PATS! PATS!)! By one point or 24, a win is a win... :P

I want to buy a car, but, darn recession... stupid Wall Street...

joel0622

First, some of their dealerships are really old school and turn off a lot of customers from the start.

Thats the dead weight I was talking about. Over the next few years Ford is going to start decreasing its number of dealerships and increasing dealers trade areas. For instance there are 4 Ford dealers in my Metro area plus another probably 30 in a 50 mile radius.

We will decrease that number of dealers which will make the ones who make the cut more profitable.

As a Domestic dealer right now you have two options. moan and groan about the way business is right now or trim the fat at your dealer and ride it out. A smart dealer will come out smelling like a rose when all the smoke clears.

joel0622

Best place to find those Dodge trucks are at auction

That or at a Ford Dealer getting traded for a real truck.

joel0622

What is this " dead weight " you speak of?

Its not the Jag line Bro It is the corporate fat cats, the multiple dealers and all the sweet union deals we were putting up with up until a few months ago.

joel0622

What would you consider a specialty unit?

Shelby GT 500

KR Mustang

Super Charged Harley Truck

Or any other High Performance limited production model.

madmanmoo

If they say that my car is worth $7,000 but I don't look it up, are you going to lie to me and tell me that my car is only worth $5,000?

Edmunds and KBB can tell you anything they want. Until they start purchasing the vehicles from you, it doesn't make much of a difference. Your car is worth what someone will give you for it. Nothing more, nothing less. Exactly like every other market.

If a dealer says he'll give you $5k even though he has a $7k bidder on it, that's his perogative. If you don't like the $5k, that's your perogative. There are always two willing parties at the end of a deal. We are trying to make money. You're trying to save. Normally, we meet somewhere in the middle.

There is nothing wrong with a dealership offering you a dollar amount on your trade. That's what we do. There's also nothing wrong with you saying "No".

I admit that the customer should have done his homework, but it was good that the salesman looked out for him. Also, that customer will be back to trade again.

It certainly was nice of him. And you bring up a good point, that customer will probably be back to do business with them again.

There are no clear cut rules to the game. You adapt to each customer. In the end, we're there to make money. Making friends at work is for the independtly wealthy?

-moo

greanpea68

Benzservice...

Lauras dad has a point. What can I say I was born and raised in Boston...

My suggetion for the new phrase and continueing with the rest of the themes would be.... " Boston has the superior sports teams"... I would also expect Benzservice to post at least 5 days that week at least in stories...

Still waiting

GP

joel0622

All of the books are guides and nothing else.

If all consumers in each region would agree that all they want for their trade is what book xxx state or web site xxx states with a TRUE evaluation I would be happy to oblige. But that won't happen.
Or if KBB would like to give a phone number I can call where they will buy all trades at excellent condition then I will sell them all they want.
Thats not happening either. So I guess we will just have to continue with the cat and mouse game that we have in place.

greanpea68

When I give someone there actualy trade value

We always have retail numbers on our cars and nobody wants to pay them either :surprise:

It's funny how it always seems to have to work in the customers favor :confuse:

GP

Till something changed I'll keep smiling and saying "No!" While nodding yes. I love doing that!!

greanpea68

I actually sold a customer this week who wanted $3700 for their 1995 toyota camry with 140k on the clock. I asked where did this number come from? She said NADA... I said maybe 7 years ago. We ended up showing $1500 acv was $1000.

GP

harveydad

Just a note from a new guy telling about attempts to lease a new Veracruz or Santa Fe. My current lease is about to expire, so I went to Hyundai of Melbourne to see what I could replace it with, after seeing so many Hyundais on the road and reading Consumer Reports praise of the new models. Not a pleasant experience. They did let my wife and I drive a Santa Fe and a Veracruz, and we liked them both. However, when it came down to figures to work with it was not a pretty sight. Our salesman was a very nice and helpful person to the extent that he is permitted. His boss, the Sales Manager, also greeted us and told us that they would cover the cost of our old lease, which has 2 moths remaining, and a new lease for a Veracruz would be "about $299 per month, 36 months, no money down." When I asked for definite figures I could work with the next day, how different the picture: forget leasing a Santa Fe, they would not even discuss it. But they had "special deals" on the Santacruz. Well they were "special" allright. They would not cover the remaining two payments on the old lease. The new lease would require $3000 up front, $389 mo for 2 years only (no 3 or 4 year leases). After I complained, they offered no money down, no coverage of my old lease, and $420 month for 2 years. Needless to say, I left and will now lease a GM product with a local dealer. Thought my experience might be helpful to others. Wish I knew how to let the company owner know how the sales force operates. But then, he probably knows. :mad:

Kirstie_H

Best way to let others know about your experience at a particular dealership is by entering your opinion into our Dealership Ratings & Reviews database here:
http://www.edmunds.com/dealerships/drr/jump.html

nthe

well of course not, but i've seen it done. a guy walked in a few months ago and did just that. he ended up buying a car a few days later as he had some credit issues and was upside down so it took some time talking to the bank and the customer to find a deal that was good for both sides.

i also sold a car sat to someone who told me he was here to buy a car before we test drove. it took awhile cause he was a thin credit file and his dad didn't like the interest rate, but he eventually got done.

mackabee

Ok, so the Chargers couldn't score in the red zone. Nothing but field goals. The Patsies didn't look that great either but they did what they had to do when it counted. I'm going out on a limb and taking the Giants in the Stupor Bowl. As I said before, the Patsies haven't looked that great since the middle of the season. Even Tom (The Robot) Brady is beginning to look tired.
The Giants are playing like a team that's possessed. They are faster and quicker than the other teams. Eli is going to be better than Peyton and kill them in that game.
"Nissans are the superior import"
:shades:

laurasdada

The Chargers were the hottest team in football w/ 8 wins in a row including defeating Indy. And the Pats beat 'em, their 18th win this season. By one point or twenty four, a win is a win. Lil' respect here...

I'd rather see a great game, like the prior Pats/Gints game than a 52-7 drubbing. Love the Pats, but love a good football game, too. And, even though they've won the last 3 SBs they've played, they've been good football games. Which can't be said of a lot of SBs. As long as the Pats have one more point than the Gints when the gun goes off... :shades:

shirley1539

QUOTE OF THE DAY

PRESENT & SELL YOUR PRODUCT THEN SHOW WHAT IT TAKES TO OWN IT, IF SOME ONE PAYS FOR IT IT AIN'T YOUR FAULT.........YOUR NOT RIPPING NO ONE OFF....... YOUR JUST A SELLS PROFESSIONAL........

[Deleted User]

PRESENT & SELL YOUR PRODUCT THEN SHOW WHAT IT TAKES TO OWN IT, IF SOME ONE PAYS FOR IT IT AIN'T YOUR FAULT.........YOUR NOT RIPPING NO ONE OFF....... YOUR JUST A SELLS PROFESSIONAL........

Richard's gonna have a field day with that one! LOL :P

oldfarmer50

"...Any time I am involved it is considered a specialty unit!!!..."

So I should pay MSRP to get the "greanpea68 treatment"?

F&I guy: "Well, Mr. Smith that's $27K for your new Altima"

Customer: "But wait, I only agreed to pay invoice for that car!"

F&I guy: "Yes sir that's true, but all our cars come with greanpea68. That brings the price up to MSRP!"

oldfarmer50

"...speciality unit..."

Thanks for the clarification. As usual I was confused. :confuse:

oldfarmer50

"...customer this week who wanted $3700 for their 1995 toyota camry..."

You obviously forgot to add in the sentimental value. That's $2500 right there.

snakeweasel

The local one - in a distant suburb of Chicago - had inventory of EIGHT new cars and twenty new trucks when I was in the market last March. Not much selection and the worst sales guy in the bunch. (No, all Fusions do NOT come with AWD.)

Oh let me guess, is this distant suburb have the same name as a large New Jersey city and does the dealership have a statue of Elvis out front?

greanpea68

If you want to continue the deal for the superbowl I am giving the Giants 7 points... or should I say units

We could do same deal that I offered Benzservice. He must be working hard swinging wrenches...

GP

shirley1539

Today I ran into a customer that couldn't get approved to finance a hamburger. She had one of the worst credit I have ever seen. 460 score with a recent repo, nothing positive on credit... even had a $7.00 collection from a pizza restaurant. But we got her approved anyways (thanks to our great F&I director). The only car on the lot that we could finance right at book was a 2006 Chevy cobalt. She wanted a brand new 2008 Honda Accord V6 with all the works. 30k dollar car. Said the cobalt looked to much like a rental. This person said I wanted to shop around.

This was a true statement of “BEER BUDGET AND CHAMPAGNE TASTE”

greanpea68

F&I guy: "Yes sir that's true, but all our cars come with greanpea68. That brings the price up to MSRP!"


ROFL.... That is true...

GP