Stories from the Sales Frontlines

oldfarmer50

"...She has the itch and I'm ready to scratch it..."

They have a cream at the drug store for that now. :P

jmonroe

They have a cream at the drug store for that now.

Yes they do but with this being a bad year and all, do you really expect Mack to mention that. And that could be dangerous if the hubby thinks Mack wants to apply it.

It is an interesting thought alright. By now the ‘jipster’ is on the edge of his seat yelling at his monitor saying, “go for it Mack, you might not get another chance like this”. Moo might even beat him to the keyboard. :shades:

jmonroe

madmanmoo

I think Moo would have handled this couple a little differently than Mack. Let's see how it turns out.

-moo

speterson1

Am I guessing correctly that Moo would have handled this couple differently by.... not handling them at all?

madmanmoo

Moo would have dug for a little more information. (Why am I talking about myself in the 3rd person?)

I think Mack is doing a good job of converting someone into a sale, so let's see if he does. My fact finding would have gone on a little bit more though. They are driving a Kia and have out of state licenses. They aren't looking at him when he addresses them. That's a lot of red flags.

-moo

thenebean

thanks richard! I sold cars a few years back, and used to spend more time on this board back then when it was relevant internet surfing...as opposed to know, where its nowhere close ;-)

anyways, its good to be back...i see mackabee is still telling stories that....

...TO BE CONTINUED!!!! :-P

imidazol97

Did this car come from your dealership?

Fintail posted this video in Inconsiderate Drivers. I'm linking the same TV story here

Drifting on video

because the two guys borrowed the car from the dealership where they worked (before they were fired) and used the G35 for drifting taping (in a parking lot next to a police station). If you click on "Watch this video" below the KOMO staff byline at the top of the article, you'll see the news report replete with parts of the actual tape the idiots employees made.

How does the dealer sell that car if it was new? or from the used lot?
How does the dealer handle if it were a customer car?

joel0622

How does the dealer handle if it were a customer car?

Well I guess you would hope that they would be happy with the new tires and clutch they have offered them and the fact they are prosecuting the two knuckle heads who stole the car.

If it was me I would also handle the bill for what ever they had the car in the for in the first place.

qbrozen

the report says the guys will have to pay for new tires and a clutch. Any viewers only know that it was a silver G35 coupe from that dealer. I imagine the dealer would just say they are "demo miles" and still sell as new. And, honestly, I can't blame them. I mean, just because it was taped doesn't really change much. I'm sure cars like this get mistreated on test drives all the time, so its not much different.

verdugo

and used to spend more time on this board back then when it was relevant internet surfing...as opposed to know, where its nowhere close

That doesn't stop me from spending time here :P

dino001

That's because in SC you are in the dreaded Southeast Toyota district where they add whatever they want to the car and make up their own stickers.

Thank you! Somebody else noticed that, eventually. That's one of reasons I wouldn't even touch a Toyota here. Corolla (Camry, et al) at their "invoice plus" (lets say anything below half invoice-sticker point) numbers are quite well priced, but after adding goofy 699 doc fee and $799 Toyoguard they're not. With those two even "invoice minus" is still too high.

mikefm58

"Sometimes" that ridiculous doc fee and Toyogaurd can be negotiated out, but it's not easy. More and more Florida, specifically Orlando is becoming a snake pit with Toyota dealers.

isellhondas

That event took place within walking distance from our store.

What idiots!

sterlingdog

Mack,
That South Carolina couple will never buy that car from you. Clue: They went shopping while on a test drive?! You've got to be kidding! What is the priority here---root beer or the car? It doesn't appear that their minds were on cars at all.
I bet that they were just visiting the grandson, happened to ride by your lot, and suddenly became "lookie loos". How do I know? I've been there, done that. The difference is that I never would have gone shopping on a test drive. That's one for the books.
I wish you good luck but-------------------.

Richard

sterlingdog

I visited your link. These guys are living in the wrong Bellevue. They need to be residents of Bellevue Hospital.

isellhondas

Mack encouraged taking a test drive.

I never do this unless the people seem at least semi serious.

And, he didn't go with them which is a bad idea. They were gone an HOUR. Of course, they were flakes!

tayl0rd

... They were gone an HOUR. Of course, they were flakes!

Not necessarily. I took my 550i Sport out on 3 drives in the same day; the last one by myself for around an hour or so. I bought it.

madmanmoo

I'm sure many things were discussed before that last test drive. Like the fact that you were going to take a vehicle out for a last drive for an hour to make sure you wanted to purchase it. That's a bit different.

Lots of red flags with old Mack's customers. The most damning that someone would want to take an FJ out for an extended test drive.... I mean who really wants to do that? :P

-moo

greanpea68

I hate taking ups from out of state unless they are neighboring states. But sometimes it does work. I think Mack was too commited to the up and sent them on their test drive. What can you do at least the vehicle came back in condition right?

A couple months ago I had a up and I heard a southern accent... Right away I asked did you just move here? They responded " No.. we are here for our brother eststae he passed away last week. " than she said she needed a trailor hitch to tow everything back to Georgia. She was interested in buying a new frontier. She had a older Fronteir that she would trade. Now she want it to be 2WD. all we stock up here is 4X4 becaus ethats what people are looking for in Boston.

Now there are other concerns that we had... Getting the vehicle registered and ect... I spent 2 hours with her only to know that when she got back to Georgia that is where she would buy.

GP

"New York teams are Superior"

"Toyota is the superior import"

madmanmoo

Ya, I sold her. She complained to me about how she couldn't understand your crazy accent. She said she was fixin' to stab you for being rude and decided it was in her best interest to just leave.

I think her name was Ma Kettle.

-moo

mackabee

I always offer a test drive. Can't drive a brochure. Yeah, I should have gone with them but I always give them a choice. I sold a Tundra last month to a very nice couple who pulled up in a Lexus and walked right up to me and asked. They went by themselves, came back drove a Tacoma, came back and told me they liked the Tundra best and let's talk turkey. Done deal. The thing is you never know. A few years back I was walking back from lunch and a family was just leaving the lot and stopped to look at a Celica Gt. I stopped and asked if they needed some assistance. "No, but we'll be coming back monday to buy the one in the showroom." The lady said. "Did you work with a salesperson already?" I asked. "No, we just looked at the car, sat in it and left." she replied. "Great! here's my card. I'm Mack and I'll be waiting for you on monday" (sure they'll be back on monday, and I'm an admiral in Uncle Sam's canoe club) I thought to myself.
Well lo and behold monday afternoon they walk right up to my desk and she says "I see my car is still here. Let's do the paperwork so they can take it out of here and I can drive it home." I was flabbergasted and just stood up grabbed a deal folder, and had all my paperwork ready to go. I took the deal up to a manager and he asked "How much are we selling this car for?" and I replied "for what it says on the sticker." and he looked at me and said "Dang, you are strong!"
:shades:

jmonroe

More and more Florida, specifically Orlando is becoming a snake pit with Toyota dealers.

I never heard of this Southeastern Toyota thing until I came to Edmunds. From what I’ve read, this should put Toyota at a big disadvantage in the car biz but it doesn’t seem to have hurt them otherwise they would have to change.

Obviously there are plenty of buyers who think that package is worth something but I can’t see it. Toyota wouldn’t even be in the running if I lived in that area.

Maybe someone can explain it; so far I must be missing something. :confuse:

jmonroe

mackabee

It's an individually owned distributorship as is Gulf states Toyota meaning Toyota Motor Sales USA has no control over what they do with their vehicles and pricing.
Mack

isellhondas

With rare exception, we go with them every time.

When they go by themselves, they tend to be gone a LONG time. During that time, we really can't take another customer since we have no way of knowing when they will be back.

Some customers can be picky about how many miles are on their new cars and these long test drives can really rack them up.

isellhondas

By chance, we just happen to have a 2006 G35 on our lot and it's on our website.

Some guy just sent me an email asking if it's the same car!

dino001

The thing is - "everybody else" is doing similar thing. Excessive fees are everywhere, "accessorizing" is also common. The way they work it is it allows them advertise lowball invoice minus prices (of course nobody reads fine print) that don't include those pad-in stuff then work their way in as the supervalue Toyoguard is on every car on the lot, so you take it or leave it. Scions are even more outrageus - since it's a fixed price sales scheme. But here the 799 "standard" (every dealer in the area magically has the same number) dealer fee is simply an no-opt-out ADM.

Store owners must love it. I suspect that salespeople not so much, unless those items are part of their commission base. From what I read here it is doubtful.

lrguy44

The demo drive is an important part of the selling process. I will NEVER ranch (send them out to graze alone) a customer unless I have driven with them previously. Most cars are really sold on the walk around and demo drive.

madmanmoo

Ya, I'm a little surprised Mack did that.

Being part of the test drive is a great way to answer any questions that might arise and to make sure they don't do something stupid or stay out for an hour in the vehicle.

I remember when I sold Nissans, the new Altima's gearshift was apparently difficult to understand. People would get remoted and then come back and say the engine made horrible whining noises. Well, that's because they have never made it out of first gear. They put the vehicle in the manual shift mode and revved the engine to 6,000 rpm's for 2 miles. I'd say that would be a major turnoff in the buying decision.

Little things like that can easily be overcome on a test drive and turned into positives.

-moo

dino001

I wonder how long is that SET deal contracted and if it's not something for D of J to look at.

madmanmoo

I've got good news! You're all fired. The bad news is, you've got one week to get your jobs back. Starting tonight.

-moo

lrguy44

Moo, if you are not fired with enthusiasm, you soon will be!

mackabee

As Chris gave me his phone number I asked him questions about the trade; a 2--6 KIA Sportage 2.7L V6 EX with 13k miles on the clock. Nice little SUV but still a KIA which stands for killed in action (not really) but the car guys know what I mean. I asked if they would just give me 20 minutes I would have the used car manager appraise it and get them a price on the FJ also. "We really have to pick my grandson up." Nancy commented. "Ok, let me just get the VIN of your car so I can have more info for the ucm." So I let them go and figure what the heck it's worth a shot. Sometimes you just have to throw crap at the wall and hope it sticks.
I went back inside and sat down and pondered why ducks have webbed feet. After a few minutes I loaded all the info I had and got to work. I took the appraisal to the UCM and told him it would have to be a blind appraisal but the car was clean, no dent, no dings, no runs. He puts 13k on it sight unseen then I go to the new car manager and he asks if they would take an 07 since we have two left and there's $1000.00 cash on the hood.
"Ill run it past him, just give me figures on both and we'll see what happens." I get on the phone and call Chris up. "Hey, I got some numbers for you and I think you will be pleasantly surprised." I tell him with a little enthusiasm to get him excited. "Ok, tell me what do you got for me." I tell him that I have two 07 left and will give him figures for the 08 also.
On the 07 we're at invoice less rebate and on the 08 it's $1500.00. He's ok with the price but when I get to the trade it's when the excrement hits the rotating blade. "What! 13k for my trade?? You guys must be crazy." he responds. "the blue book says it's worth 22k." he says. "What book?" I ask. "The blue book. No that's not enough. I owe 15k on it so that means that's got to go on the price of the new one." he replies. (Hey at least he understands the concept of negative equity an oxymoron). Since I'm in front of a computer I pull up KBB and input the trades info. We are about a grand low on the appraisal but after recon and prep we are very close on the number.
"I think I'll pass." he says to me. "Hey it would make a very nice birthday present." I tell him. "Yes it would. Well I appreciate your time and calling me back. If I change my mind I'll call you. We'll be here for another couple of days then head back to SC."
"No problem,. enjoy your birthday dinner."
It was his birthday yesterday. But 22k for a KIA Sportage???

The end..... :shades:

dino001

How could somebody not notice they were driving wrong gear? Wow. I knew people had major issues with stick shifts in this country, but this is worse than I thought :surprise:

madmanmoo

No kidding. We're getting pumped up around here. Just FYI, coffee is for closers.

-moo

madmanmoo

We've got a flag on the play. Unnecessary rough book on a Kia.

Ouch.

-moo

isellhondas

For those who may not know, a used Kia is almost saleproof.

At the auctions, they are cars few people want and they usually sell for three thousand "back of book".

Huyndais aren't much better.

greanpea68

Ya, I sold her. She complained to me about how she couldn't understand your crazy accent. She said she was fixin' to stab you for being rude and decided it was in her best interest to just leave.

LOL

GP

"New York teams are Superior"

"Toyota is the superior import"

greanpea68

People would get remoted and then come back and say the engine made horrible whining noises. Well, that's because they have never made it out of first gear. They put the vehicle in the manual shift mode and revved the engine to 6,000 rpm's for 2 miles. I'd say that would be a major turnoff in the buying decision.

I love that little noise. Sometimes you have to reach up front and move the shifter yourself.

The thing i like about a test drive is that is where I get to build my rapport the best. After showing the car and once they are driving I'll ask all the fun questions... " What do you do for work?"... " Have you always been in Boston?"... " Notice the great visibilty you have?"... " Feel the ice cebes coming out of the vents?( summertime only)"...

GP

"New York teams are Superior"

"Toyota is the superior import"

isellhondas

" There was once a man from Boston who drove a little Austin....."

:P

madmanmoo

Hehe,

That visual is pretty funny. I can't tell you the amount of times I had to shove that gear shift over to the right.

As far as test drives go, it's a great way to judge what's going on with them. If they want to chat or ask about the car, then great. If they seem like they want to be quiet, then great. I just try and follow the leader and then direct them back to the mission at hand. Which is, paying me as much profit as possible. I'm worth it!



-moo

greanpea68

Just FYI, coffee is for closers.

It all came back to me after that line. At first i was like what the heck is Moo talking about? :confuse: Now it has all come together

GP

"New York teams are Superior"

"Toyota is the superior import"

mackabee

"You see this watch? This watch is more than that pos Hyundai you're driving!"

Another classic line from that movie. And how about this one?
Customer: "You haven't been selling cars long have you?"
Sales guy "No sir, not very long"
Customer: "Yeah, it shows"
which movie is this from? Winner gets dinner at my cousin Angel's or Gabriel's mexican restarurants in sunny Va Beach! :shades:

jmonroe

It's an individually owned distributorship as is Gulf states Toyota meaning Toyota Motor Sales USA has no control over what they do with their vehicles and pricing.

Yes, I've heard that but like I said, "It doesn't seem to be hurting sales , otherwise there would be changes made".

It sounds like nice work if you can get it. It also sounds like the inmates are running the asylum. :confuse:

jmonroe

jmonroe

"You see this watch? This watch is more than that pos Hyundai you're driving!"

For a second there... I thought you were talking at me. :P

jmonroe

colloquor

I sold Honda for quite a while, and we never took in a Hyundai or Kia in trade. Our GM wouldn't allow it! In reality, however, both Hyundai and Kia are far better vehicles than their trade-in values represent and the images they project. The market really hasn't caught up with present-day reality, as it seems to fixated on the late '80s Excel et al.

Unless you have a Honda or Toyota as a trade, I wouldn't recommend any vehicle as a trade-in. Only inexperienced owners, or those with more money than brains, trade-in cars anyway. The smart ones sell their cars privately.

carhag2000

which movie is this from? Winner gets dinner at my cousin Angel's or Gabriel's mexican restarurants in sunny Va Beach!

Is it suckers?

lrguy44

Many people (including me) will trade rather than sell privately. I do not want strangers coming to my house and I will get a tax advantage. I had a customer recently who put his Z Car on Autotrader. He said he had 5 calls and 4 of them wanted to meet him in a dark alley. Plus - my time is more valuable.

[Deleted User]

I have to agree with you there. I did luck out on my last vehicle as I put it on Craigslist "just to see" but was planning on trading anyway. I had several people call to come see it who never showed up, one guy called to see if I would take $xxx for it, sight unseen, but then had one young couple come look at it who were tired of looking around and bought it after they drove it!

dino001

The answer is simple - product. Whether it's true or not - people believe it's superior, so they buy it even at inflated price and put up with three times as much crap they'd otherwise be willing to.

By "doesn't hurt sales" you would have to establish a reference point. It may be other regions or previous sales. Former would have to be compared to say other Southern region, adjusted for population or compared to other brands. Latter has no reference point as it's "always been that way". I have no data for anything to definitely say "it doesn't hurt them".

BTW, those silly Toyo packages seem to come and go in waves. There are times I don't see them in stock, but most of the time they load them. Fees of course never go away. I'm waiting for "new Corolla for one dollar commercial". Car: $1, dealer fee $15,999. I know it's coming.

oldfarmer50

"...Mack encouraged taking a test drive...I never do this..."

When I was looking at coupes the Pontiac SM told me "take a test drive, if you waste our time it's what we're here for". :confuse:

When I was talking to the Honda salesman he acted as if I would "soil" his car if I even sat in it. I guess I don't come across as "Honda Material".