Stories from the Sales Frontlines

oldfarmer50

"...Why give an "angry" no..."

Perhaps angry was too strong a word. How about a "firm" no? Can we still deal? I got a tomato here that will make you sing. 20% under invoice.

snakeweasel

Ok just how much was the invoice on that tomato plant seed and how many tomatoes sprung from the plant?

explorerx4

brit and i are pretty local to each other. my guess is since we have snow and lots of roads designed by the pilgrims, the rr/lr gets the nod over the cayenne. i really hardly ever see one. one of my neighbors is an active 'pca' member. i'll have to ask him about the cayenne.

madmanmoo

Lol,

Well, the Cayenne is no slouch offroad either. I understand why they might give the nod to RR though.

Explorer, you just messing with 240 on that GT-R forum?

-moo

explorerx4

i'm just trying to figure out if 240 is real or just a fanboi or a shill. i do participate in some other sites and i am wondering if what i read there is true. checking references, so to speak. :shades:

madmanmoo

He's lunatic fringe man. He won't answer any questions. Just screams about how GT-R > all. He's retarded. Amad1 and 240 were my top 2 favorite posters as of last week.

He's not a shill though. Too much longevity. He can't seem to grasp that most of what he's discussing is subjective. He refuses to have a decent conversation about it. Ahh well. Fun fun.....

-moo

explorerx4

it's almost as bad as admitting you own a 928 at a pca meeting.

madmanmoo

-moo

mackabee

This month has been really ssllllooooowwww so anyone looking or just being around a car gets my attention. This past Saturday was "tire kicker day" as I like to call it. No buyers (at least not for me) although the store as a whole sold 6 cars. Not a banner day by any means when we are used to pumping 25-40 cars on a Saturday.
A young couple came in and told me exactly what they wanted.
Andy: "Hi, we would like to look at a Highlander hybrid. We are not buying today as we will be closing on a house shortly but we are very interested. Do you have one that you can show us?"
Mack: "Hey that's great! Where is your new home?"
Andy: "It's in the old Norfolk area."
Mack: "Good, now let's go look at the Highlander." I figured what the heck it's not like the place is crawling with customers. We head out to the back of the building where we have Highlanders coming out of our ears. I open a Hybrid Limited and show them the features and options on it. Andy's wife Ashley is entranced by the middle row magic seat which I demonstrate to her how it works. From middle seat to center console. She mentions she would probably use the center console and have middle cap'n chairs until their family grows.
I offer them a test drive and they politely decline.
We head back into the showroom and I give them a brochure and my card. They thank me for my time and promise they will be back to see me when they are ready. (holding breath)

I decided to go on to the lot and enjoy the nice weather we were having. Just then an old Ford Exploder pulls up. The lady in the passenger seat rolls down the window and asks: "Where is the Scion dealer?" "Right here. We sell Toyota and Scion vehicles." I reply.
They get out of the Exploder and we introduce each other, Husband Mike, Wife Kathy, and Daughter Kelsie. "We want to look at the xB" Kathy tells me. I go into my investigation mode and ask who the vehicle is going to be for. Thinking it's probably for Kelsie, Kathy tells me it's going to be for her. She tells me she drives 45 miles one way every day and wants something comfortable, safe, and fuel efficient and fun so it has to be a 5spd manual tranny.

I ask her what attracted her to the xB and she tells me that Consumer Reports rated it highly and recommended it. I open one up and all three gather on the passenger side and began measuring the distance from the ground to the top of the passenger seat cushion. I give them a puzzled look :confuse: and they explain to me that the vehicle also has to have an easy entry and exit for her mom since she is in a wheel chair. That also explains why she must have plenty of room in the back.
We go on a test drive and she like the vehicle. When we get back I mention that the Matrix may also be a suitable alternative and she agrees to look at one. We have one 07 5spd and two 08 auto. We get the 07 (which I'm surprised we still have an 07) and take it for a test drive. She likes this better than the xB and when we get back Mike asks me if I could do a search of our area and see if there is any 08 5spd left with a moonroof and alloys, and side airbags. "Sure, give me your number and I'll call you."
Mike asks about the restrooms and I point him in the right direction while Kathy wants a soda pop so I take her to the vending machines and at the same time give her a tour of our service and parts department, rental, and our waiting lounge. She is impressed by the facility and I walk her out to their Exploder where Mike and Kelsie are waiting.
TO BE CONTINUED........ :shades:

mackabee

I just uploaded a video that all of you are going to love, specially Joel. It's the best Ford commercial ever. It's about 4:50 minutes long but well worth the time. One of my best friends e-mailed it to me so I want to share it with all of you. If this doesn't bring back memories, a tear to your eye, or put a smile on your face, then you probably don't have a pulse.
:shades:

link title

oldfarmer50

"...how much was the invoice..."

You know that if you start grinding on tomatoes all you get is sauce? :P

greanpea68

If this doesn't bring back memories, a tear to your eye, or put a smile on your face, then you probably don't have a pulse.

Wow... talk about all the above. That was a good one Mack. :surprise:

GP

chikoo

I told him that would come in a test drive. He emailed back saying to please ask for him when I got there.

When I got there I asked for him. He showed up and shook my hand. No sooner than that, he turned me over to a lot salesman and went on about his business.

The car that I came to test drive, that I saw on the internet, I was told by the Internet manager that they still had, I was then told by the sales lot person that the car was sold.

Now the Internet manager who has my phone number and email address, never called or emailed to let me know that the car I was interested in was sold.

Hello......have heard of the concept of a "Refundable Deposit" and "Credit Cards" ?

If you were so serious about that very car, you should have used your credit card and put a refundable deposit on it. If the ISM then sells the car before you get there, you can take him to court :shades:

Silly.

gogiboy

I read in the USA Today that GM will be attempting to sell all their CPO cars through eBay in the second quarter of this year. Any of the seasoned vets on this board have any opinion? Good move, bad move, won't matter? Is this a savvy business move or does it appear to be an act of desperation?

Whose responsibility is it to write, photograph and list the cars that are put onto auction sites? It seems like this would add a ton of work for the ISM--or perhaps weekend, hourly workers can handle the photos and written commentary. Maybe every dealership will have to use the same GM-produced template to make it easier (more profitable).

Anyone foresee the other manufacturers jumping in? I guess it may depend on how well GM does with it.

Gogiboy

qbrozen

I'm not a salesperson, but I'd like to chime in.

Whether it is a good move or not entirely depends on how it is done. Odds are, however, it is a very bad move. It will cost them a ton of money (if they truly want to list ALL) and net them nothing but headaches. On one hand, it could be a good advertising move, but I am in the camp of doubters that the advantages will outweigh the headaches of all the deadbeat bidders.

gogiboy

Just stumbled across this:

"Toyota Motor Credit brought the loans to light when it acknowledged at a meeting last week it is making 84-month loans — seven years — to cut buyers' payments and boost sales. It's been making them since August.

GMAC, some credit unions and others also offer 84 months, and a sliver of auto loans, 0.1%, are even longer: 96 to nearly 102 months, says Power Information Network, a unit of consultant J.D. Power and Associates. About 82% are 60 to 77.9 months."

This topic has previously been bandied about of this forum and others, but usually with respect to the BHPH and (sub par) screamer dealerships. Clearly, this can only be seen as a corporate aknowledgement of the financial strain that many Americans face. The article further discusses the end product of such a move: many more auto consumers becoming mired in negative equity. On the surface this action by the two biggest manufacturers paints a bleak picture of the current--and future--auto market. Tough time ahead for everyone, I guess.

Mack--you're killing me with your "to be continued" stories. I know that, like me, you have absorbed a substantial--even dangerous-- quantity of 60s and 70s TV show cliff-hangers. Your stories are like an addiction for which there is no rehab!

Gogiboy

madmanmoo

Hurt. Bad move. Horrible idea.

This is GM's idea. You know, the folks who posted a quadbillion dollar loss just yesterday. Mmhmm. They're known for exceptional decisions here in North America.

-moo

crkeehn

I stopped reading the sales posts about a couple of years back. I come back today to see that Mack is still doing the same TO BE CONTINUED..... stories he used to do. I hope I don't have to wait as long for the next installment as I used to.

thenebean

if people cant afford the payments on a car going all the way out to 5 years (and how many people even keep cars that long these days, in this image conscious society) then they shouldn't be going out 7 or 8 years to make a car payment affordable. that's just setting people up for more financial troubles in the future.

me personally, i like to keep cars more than 5 years (not that i've had that many to keep that long) so i don't mind financing out that long, and just paying more towards my monthly payment when that money is available to me to pay. but 8 years?!?!?

*shakes head*

-thene :sick:

dhamilton

I had a customer Email about an S5. I responded in 7 minutes, He responded 45 minutes later and said my response wasn't fast enough, and that he had just purchased a Lexus GX460 [a car that doesn't exist] and not a BMW because of how slow they were in responding.

When called by my GM, he would'nt answer his phone.

I will lose at least $1000.00 this month because a customer said I didn't do a follow up call with him when being surveyed. [I most certainly did]

For Amad1, I think there are a few crooks out there but all of the people I know are just working hard to put food on the tables for their families.

An informed/educated customer, is the best one.

ddelise

When any piece of data is looked at in isolation, then the results can be skewed. Allow me to explain a reason why taking a 6 year loan, even taking into account negative equity, could be a positive.

In my situation, back in November 2004, I qualified for 6 year, 4.25% financing on a new car. So, I financed the car 100% - tax, tag, title, everything. Almost $38k total for a payment of $590/mo.

I could have paid cash by selling 1600 shares of company stock which at the time was $24/share. It is now $36/share, or a gain of almost $20k, plus the dividends I have received over the past 3+ years.

Or, I could have reduced the term of the loan to 4 years, and in doing so increased my payment to $862/mo. However, by not doing that I was able to continue funding my Employee Stock Purchase Program the $270/mo delta between the payment of the 72 and 48 month loan. The program allows for a minimum 15% return on the stock every period. Again, a fairly large gain for me.

So in my case, I was able to use a cheap loan in one aspect of my financial life to make money in another aspect of my financial life for a net gain.

And I do expect to keep the car for a minimum of 6 years. It is a 2005 Sienna XLE Limited that is driven 8k miles/year - so it should have decent resale then.

Damon

imidazol97

>84-month loans

If someone can't pay for the car in 3 years, they need to save up before they purchase. I can see only extenuating circumstances causing a variation. These loan periods are too long.

imidazol97

>the folks who posted a quadbillion dollar loss just yesterday. Mmhmm. They're known for exceptional decisions

Tax writeoff

That's a tax writeoff. Manufacturing made money; GMAC lost money (those too-long loans defaulting?).

benderofbows

Investing the difference between payments on a 48-month and 72-month loan is working out really well for me also.

I get tired of people telling me that my 72-month loan was a dumb idea and will lead to negative equity, etc. One year ago I purchased a sedan at invoice, but even with my "too-long" loan I don't have any negative equity according to both the Real World Trade-In Values Forum and the "Black Book" which is the standard dealership used car evaluation method in my area. So, even if something happened (crash/total loss, or momentary lapse of reason resulting in trade-in) I wouldn't be upside down.

By paying the car off really quickly (or even saving up and paying cash), I'd be avoiding the 6% interest on the loan. However, I'm doing much better than that with my investments. Having the longer loan means I'm able to put more income every month into those investments, and thus come out way ahead in the end, as you said. Like yours, my company ESPP plan also gives a 15% discount on market price, so that is instant gain of 9%. For diversification I also use a foreign investment fund which was pushing 20% gains.

oldfarmer50

"...are just working hard to put food on the tables for their families..."

It's stories like that that cost me $178 recently.

Seriously, what could you have done to that customer to get him to lie like that. I think sometimes people use sales transactions to work out personal anger issues.
You said this customer was able to buy a non-existent Lexus in 7 minutes? Perhaps he has issues WAY beyond simple anger. :confuse:

mackabee

"Mack--you're killing me with your "to be continued" stories. I know that, like me, you have absorbed a substantial--even dangerous-- quantity of 60s and 70s TV show cliff-hangers. Your stories are like an addiction for which there is no rehab! "

Glad you're enjoying them! It keeps the ratings high so more posters can join in and enjoy them also.

oldfarmer50

"...If someone can't pay for the car in 3 years, they need to save up before they purchase..."

How about if you get a 0% loan? I just bought a new car and only put down a $100 deposit on my credit card. Everything else including TTL is financed for 60 months.
I had the cash to buy it outright but the loan rate was worth 4 times the rebate.

At the end of 5 years I will still have about 15 years left of driving pleasure so deprecation is not an issue.

My longest previous car loan was 24 months which I paid off in 12.

mackabee

You and ddelise should consider yourselves very fortunate that you have the ability to do that. Most consumers don't have the discipline to invest the delta and some don't even have that to invest. The car biz it's its own worst enemy. We put customers in 4 or 5 year leases, 72 to 84 month loans and when they want to trade out two years later they are deeply buried in their trade. I avoid these types of lease and loans like the plague. I advice my customers to do what they can afford to do. Most listen some don't . I had a customer back in 1998 who leased a 4 cylinder 4runner for 5 years. After the 5 years he decided to purchase the vehicle. :confuse: He was just looking for a low payment and didn't stop to look at the whole picture.
:shades:

jipster

"Mack--you're killing me with your "to be continued" stories

"To Be Continued" is o.k... but personally, I would prefer something with a little more "Omph" or "Pizzaz". The old "Batman" series always ended with, "Tune in next week... Same Bat Time!! ... Same Bat Channel". You got anything like that in the bag Mac?

mackabee

Where have you been? I've done those already. Now I'm more into the reality kind of story where I carry my phone camera around and tape customers while on test drives and working deals.
Mack

mackabee

Hey, after I'm gone they will become classics!

:shades:

danf1

Go to Overstock and check for Chryslers. They started doing that a year or so ago. I'm not sure how it works out for them, but I don't think it will be any different for GM on Ebay. My dealership lists cars on Ebay. Very little success rate with that, but when you have an unusual or highly desireable car it can work out.

mackabee

I head back into the showroom and go to the desk to do a locate. There are plenty of 5 spd Matrix on other dealers lot so getting one won't be a problem.
I get on the phone and call Mike up.
"Hey Mike, there's a few out there that I can get my hands on. Most are running around $18,900 plus there's a thousand rebate on them." I tell him. "Let me call you back on monday. I got to go over it with Kathy." he tells me. "Ok, monday it is."

Monday morning I get a call from Mike and he tells me that they have decided to go with a new 09 Matrix and that he has been to buyatoyota.com and configured what they want. "Great! it's good to know what you want." I tell him. "Yeah, we want either red or blue streak. And also a roof rack and bike attachment." he continues. "Ok, let me get some figures together and I'll call you back. " I tell him. "You don't have to call me today. Call me tomorrow morning and we'll discuss the figures." he replies. "Ok, tomorrow it is."
I head back to the ncm and ask him to do a locate for me. We find a blue streak in Pa and a red one right across the street from us so to speak. It's due at one of our competitors doorstep this week. I give the ncm all the details of the deal and we decide to take 1k off msrp. It's monday so I hold the figures and write them on my notes and put them in a deal folder. The rest of the day goes by without a hitch and I head home for the night. Tomorrow is another day.......
TO BE CONTINUED...... :shades:

madmanmoo

So am I to believe that's a good thing?

I'm not sure what to make of your post.

-moo

chikoo

flat out advertising?

how much do you get paid for posting one post?

madmanmoo

Umm, that story really sucked. Also, I'm pretty sure there are better places to advertise.

-moo

jescue

Wow, that autocheck sounds almost as good as a that new Nissan sports car. :P

lls57

Actually, it's writeoff of tax credits previously booked. Say GM lost $1B in a year. They then recorded a tax credit of $100M (number picked at random), for a net loss that year of $900M. The accountants now say that their prospects of making money in the future are so dim that they will never make enough profit to use up the tax credit that is on their books, hence they now have to write off the $100M (or in real life, $37 Billion). Not good.

greanpea68

shebediah= she be dying? or... she bed ya? :P

GP

madmanmoo

You know what? You're right!

Btw, nice attempt to lead him along. He's not having much of it though.

-moo

greanpea68

Wow, that autocheck sounds almost as good as a that new Nissan sports car.

Oooohhh,

Nice shot at the nissan line up. AH yep I've got nothing to say. We just came in form a snow clean up.

But I had to acknowlegde the shot.

GP

jmonroe

If this doesn't bring back memories, a tear to your eye, or put a smile on your face, then you probably don't have a pulse.

Great commercial.

Now, if we could only get them all home soon and healthy enough to drive.

Thanks Mack.

jmonroe

explorerx4

i don't even have to watch it. i know which one it is. basically, father says to son, let me show you my new car. am i right?

jmonroe

i don't even have to watch it.

am i right?

Yes you are. But it's still worth watching. Because there is so much more to it.

jmonroe

mackabee

You've got to watch it. Father tells son "You want to take her for a drive?" and son replies "You're letting me drive your car?" and father walks over to the garage and opens the door and says "No, your car." and there in the garage is a brand new red Mustang GT. Words can't explain it, you've got to see it.
When I was in high school a buddy of mine and I would skip school and drive his brothers' 67 Mustang Fastback GT. Blue with mag wheels, stick shift, the works. His brother was away in the Marines so we got to enjoy his car while he was away. Our favorite spot was Sonic burgers where we would pick up the waitresses Ah, the good old days.

mackabee

I think our friend the mad one is back under a new user name or it might be his brother. Check the link:
link title
:shades:

madmanmoo

Ya, I got choked up a little when I saw him.

-moo

laurasdada

Eeexcellent. But, will the Force be as strong in him?

Where have you gone amad1? A forum turns its lonely eyes to you...

mackabee

I think he may be with Obe One Kenobi becoming a Jedi Knight/Master so he can fight the forces of evil on the Dark side.

mackabee

You guys won't believe this. He asked to be my "friend" on my carspace and also sent me an e-mail. Here's what he said: " I think its shame how you people rob, trick and deceive people for living. How do you sleep at night?"

Amazing. He is really disturbed. I wonder if when he's saying "you people" does he mean Mexican Americans or car sales folks?