Stories from the Sales Frontlines

jipster

Nice video/commentary british. Do you guys get damaged Rovers in that need repair, due to driver negligence in checking rock clearance, often?

imidazol97

I must live a sheltered life but I don't understand the need for a passenger vehicle that can climb over rocks like that. I can't recall finding rocks blocking I70 in the 27 years I've lived in this area. I don't have need to get over much other than snow; I do understand FWD and AWD being better in snow. I ask this somewhat tongue in cheek, but "why" the attraction to a vehicle that most people don't need 99% of the time they drive.

explorerx4

not everyone lives in ohio and drives on the well maintained interstate highways.
personally, i like having a vehicle that i feel confident will see me through whatever the conditions are with ease.

british_rover

Yeah it does happen from time to time. In the spring months when it thaws out it seems like every Monday there is someone in who caused some minor body damage on a rover, or needs a wheel or tire fixed after grinding it into something.

That is one of the reasons we really stepped up on providing some serious off-road driving clinics a couple of times a year. We are required to provide two driving events by Land Rover buy we don't have to go to nearly the extent we go to. The driving events don't even have to be off-road actually and they don't have to be serious off-roading we did at over land experts.

tamaraster

I must live a sheltered life but I don't understand the need for a passenger vehicle that can climb over rocks like that.

I don't really get it either. I think it must be that some people enjoy driving off road, not for the sake of really getting anywhere that can't be reached by road (because in that case I'd think you'd want a mechanically simpler vehicle that was robust and easy to repair) but for the sake of the driving itself.

I don't really need all of the capabilities my car has either, or for that matter a lot of the other things I buy or do for entertainment, so...to each his own.

nyccarguy

Great Video clips! Even more impressive that you did it backwards without a spotter.

kyfdx

It isn't for going down I-70.. It is for when an accident shuts down I-70... If you had the Land Rover, you could just go around.. Like Howie Long does in the Chevy truck commercial.... (Hey, Jer-ry!)..

bolivar

Yes, you are right about multiple missing cars he has loans on.

But what did he do with the missing money? Never was laid out in the movie. Womem? Gambling? Dealership going down?

And his father-in-law didn't finance the 'deal' he was pushing. He took it away from him. FIL was willing to give him a '$10,000 finders fee', but the FIL and his partner decided the deal was a good idea and was going to jerk it out from under him, rather than finance him.

garandman

I must live a sheltered life but I don't understand the need for a passenger vehicle that can climb over rocks like that. I can't recall finding rocks blocking I70 in the 27 years I've lived in this area. I don't have need to get over much other than snow; I do understand FWD and AWD being better in snow. I ask this somewhat tongue in cheek, but "why" the attraction to a vehicle that most people don't need 99% of the time they drive

They're compensating?

Rover uses this as an effective marketing approach to differentiate their product. Lord knows comparisons of their vehicles on price, build quality, acceleration, handling, and fuel economy would not be fruitful. It is a boutique product in the US that appeals to an extremely high income segment of the market. This gives Rover a unique "Elevator Speech."

Just about any AWD road vehicle sold in the US is so heavy it would mire to the wheel wells on soft ground. That's one reason why their demonstration course is covered with rocks.

A business associate just bought one. He won't take it off paved roads because his wife is concerned that brush will scratch the paint, requiring hundreds of dollars of repainting.

Try going "off-road" around an accident on an Interstate most anywhere in the US and you will meet some highly unamused State Troopers.

jmonroe

I must live a sheltered life but I don't understand the need for a passenger vehicle that can climb over rocks like that. I can't recall finding rocks blocking I70...

I couldn't agree more but then I'm not an SUV type of guy either, to each his own.

However, I sure hope this thread doesn't turn into a picture show, otherwise I'm watching Dr. Phil and The View reruns.

jmonroe

mac24

I think it must be that some people enjoy driving off road, not for the sake of really getting anywhere that can't be reached by road ......... but for the sake of the driving itself.

Bingo! :shades:

dino001

I have negotiated on every big ticket item I've bought

Of course you did. You like it and that's great. The question is how many people did not. You're saying people like to haggle. If they really did, Best Buy or SEARS would change their business model.

snakeweasel

not everyone lives in ohio and drives on the well maintained interstate highways.

And not everyone who buys a Land Rover ever takes it off of the pavement. Personally I can't see paying $50-60-70k or more for a vehicle and taking it off road.

personally, i like having a vehicle that i feel confident will see me through whatever the conditions are with ease.

Then buy a tank.

snakeweasel

I don't really get it either. I think it must be that some people enjoy driving off road,

I think with SUV's (especially high priced ones) its more about snob appeal. My guess is that a majority of SUV's out there never even see a dirt road, let alone off road.

snakeweasel

It is for when an accident shuts down I-70... If you had the Land Rover, you could just go around.

Just be sure you have your license ready to present to Officer Friendly.

michaellno

And not everyone who buys a Land Rover ever takes it off of the pavement. Personally I can't see paying $50-60-70k or more for a vehicle and taking it off road.

Funny, I felt that way after spending $17K for an Isuzu Trooper back in 1988! However, I did have a couple of cousins who were into off-roading, so I tagged along with them a couple of times.

Two tons of truck and 120HP did not give me the ability to climb many hills....

midwesttrader

If I remember correctly, didn't the kidnappers stash most/all of the ransom money on the side of the road somewhere in a snow drift? Then they both end up dead and the location of the money is unknown, probably to be found by some highway worker the next spring.

capitano

I used to have an SUV. I bought it because my first duty station was in Alaska. It came in very handy.

I think most folks drive SUVs because they are macho minivans. Minivans mean you are a slave to your kids and have no "life." An SUV means you are independent and have an active lifestyle. Of course very few people like the ride and handling of a real SUV, hence the influx of the car-based utes that drive more like cars, sacrifice the off-road capability, but maintaint the image.

imidazol97

>And not everyone who buys a(n) (off-road capable vehicle) ever takes it off of the pavement. Personally I can't see paying $50-60-70k or more for a vehicle and taking it off road.

That would be my feelings. Obviously I'm not typical of SUV et al buyers. I was thinking someone would have a sales story of working with this value in selling a car to someone who did or didn't want off-roading at it's max.

snakeweasel

No the kidnappers thought it was going to be a lot less and Jerry was telling the father in law it was a lot more. The one who picked up the money saw how much more it was and stashed the difference in the snow bank to pick it up later. His partner killed him but was not aware of the extra money. He survived the movie in police custody.

snakeweasel

I used to have an SUV. I bought it because my first duty station was in Alaska. It came in very handy.

May I ask what branch and where in Alaska? My last duty station was in Kodiak and I actually had a Mustang up there.

bretfraz

I think it's cool to have a vehicle that can do many things. I used to have an Infiniti QX4 and while I never took it off road (dunno why... it only cost me $40K...) I did use some of the 4WD/AWD capabilities in bad weather and on dirt roads. I appreciated the fact that the truck could do more than what I needed at that moment and to me, it was worth the $$$.

capitano

I was at Army at Fort Richardson outside Anchorage Jun 91- Jun 94. I drove an 89 Nissan Pathfinder SE 5spd. Loved it. I never shoveled snow those 3 years. I drove through it. I used wake to sounds of snow shovels and smile.

I would still have it around as a utility vehicle and not as a daily driver if I hadn't totalled it in Germany in 2000.

snakeweasel

I never shoveled snow those 3 years.

Believe it or not the three years I was there (Kodiak) I can only recall one time we got snow. Everything pretty much stopped because the town didn't have any snow removal equipment.

jmonroe

...totalled it in Germany in 2000.

Now don't tell us you were plowing through snow again or doing something you wouldn't have done in a car.

I hope you or others were not hurt.

jmonroe

jmonroe

kirstie:

When is the Spell Check Page going to be fixed? It says missplelled words are in RED but they ain't.

jmonroe

capitano

Driving to work the morning after Christmas (Army PT, hooah). I had checked the road in my town to see if I should be in 4WD before leaving (but I don't think it would have helped). Hit a black ice patch and went into the ditch outside the next little village. Got a farmer to pull me out with his tractor (good thing farmers get up early) and turned around and drove back home (in 4WD low range). The road was so slick that we were sliding around on foot.

The damage wasn't all that bad, but the estimate from the shop exceeded the market value of the vehicle (10.5 yrs old, 130k miles). I could have had it fixed for a lot less, but ended up taking the settlement, keeping the "wreck" and trading it to a kid in town for his Scirocco.

He and his dad fixed it up to roadworthiness, but not like a body shop would. They tried to sell it, kid couldn't afford the insurance since their rates are based on engine displacement (3.0L V6 is way in the top range for them), but Germans all want diesels.

tidester

I'm seeing them in red. Anyone else not seeing the right colors?

tidester, host

snakeweasel

I see them in red, but at first with the new format they weren't.

audia8q

I'm seeing them in red. Anyone else not seeing the right colors?

after I got off the boat yesterday I was seeing alot of colors. maybe the 15 beer's played a role. :P

bigdveedubgirl

There is a movie out, it is such a B movie, maybe a C movie. It is called "Suckers" If it was just about car sales it would be great, but it gets in to drug smuggling and the such. But the lingo, the over the top saturday meetings, the characters, were dead on! You can catch it on showtime or some cable channel at like 3am, but you can buy it on amazon on dvd.

here is the link on imdb

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british_rover

Apprently I have to watch this movie called Used Cars or some such as I am the only one at the dealership that has not seen it.

Oh and I had a busy day today so I didn't really red all of the posts previously. I just sort of skimmned things when it was getting into a SUV debate as I did not want to get into that.

If anyone had any specific questions for me that I missed please repeat them if you want.

Oh and for veedubgirl if your used car department is not using videos to sell their used cars yet you should start.

I do a 60-09 sec clip of each car just walking around it letting the sound of the engine come through and playing with the nav system some if they have nav.

On the Range Rover I will shoot a slightly longer clip of the air suspension in action.

snakeweasel

Not sure if anyone mentioned this, but you don't list a "part 3" and have 2 "part 4's" listed.

jmonroe

I'm seeing them in red. Anyone else not seeing the right colors?

I'm still not seeing missplelled words in RED. Seee whit I meeen?

HELP !!!

jmonroe

tidester

jm,

That was supposed to have been fixed but, apparently, it's not working for everyone. Please post a message in Forums Software! Your Questions Answered....

tidester, host

felke001

I'm a buyer, not a salesperson, but thought I would share this story. I am shopping for a luxury sport sedan, the usual suspects (Audi A6, BMW 5, Lexus GS, etc.)

Today I test drive a 530i. Salesman is around 50, says he has been working there since 1995. I am currently driving an Audi w Quattro. As we are doing the test drive, I ask him a question about the 530i vs. the 530xi, mentioning that I have been driving an all wheel drive Audi. He is totally shocked that Audi makes an all wheel drive sedan. He asks me about it several more times. It is like this is the first time he has heard this.

I assume that if you are going to be a success in the car selling business, it would be important to know the competition (since I would say Audi and BMW are probably the closest in what they are trying to sell (ultimate driving machines), that many customers who look at a BMW also look at an Audi).

Basically not knowing this simple fact (if Audi is known for 1 thing, it is Quattro) made me question everything else the guy told me the whole time (it was apparent that even w regard to the BMW, I knew as much as him after reading Edmunds and other web info for a few hours).

Does knowing about your product (and that of the competition) play that much of a role in successful car selling? Did I just happen to get a dud?

explorerx4

'Used Cars', my favorite part has to do with the rock and the dog, and right after that the comment about the bumper sticker.
anyways, speaking of selling (via test drives), i took a ride down Secret Lake Rd today. Looks like they are trying to make it better for you as a Land Rover dealer, and tougher for the VW guys with all the 'speed humps' that were just laid down.
you've got to love towns like farmington and avon. speed bumps are too upsetting(we want you to slow down, but not spill your latte), so they build speed humps instead.

bobst

Felke, why do you care how much the salesman knows?

If you are going to spend a bunch of money on a car, you should have enough sense to learn about the car yourself.

jipster

HELP!!!

Irregardless of not having spell check, there is a book like instrument called a dictionary that may help. :P

tsgeisel

I expect the salesman to be able to tell me things about the car I may not have been able to find out myself; especially on luxury models, where there can be a lot of special features.

If I can't trust the salesman on the basics, why should I trust him on the frills?

And if I'm not going to get an honest "I don't know", then I'm going to get lies. And I don't want lies from someone I'm going to give N thousand dollars to.

felke001

Bobst, I was asking out of curiosity, more than having high expectations. As I said, I knew more than he did already with just some prelim research. It was just interesting to me that he wouldn't know the most basic thing about the competition, but had (apparently) been able to keep a job selling high end performance cars for 13 years by his account.

I generally enjoy your posts on here (we have the same approach to car negotiations), but there is no need to question my "sense". Generally, by the time I write the check, I have done more research that 99% of car buyers out there.

snakeweasel

Felke, why do you care how much the salesman knows?

Well Felke really shouldn't care to much. But I would expect any salesman to know about the competition. If you don't know your competition how can you address anything about them that the customer may bring up. In other words if you don't know the competition what do you say when the customer says something like "You know I really am thinking of getting product 'B'"

Many years ago I managed a sales force, we studied the competition and knew them inside out.

garandman

I assume that if you are going to be a success in the car selling business, it would be important to know the competition (since I would say Audi and BMW are probably the closest in what they are trying to sell (ultimate driving machines), that many customers who look at a BMW also look at an Audi).

The industry is stuck in an outmoded [inefficient, painful] selling style. but in any industry it is almost always difficult to be up on all the capabilities of all competing products.

If the saleperson asked questions which identified your needs, and then explained from his knowledge of the products he sells how those needs could be effectively met, he is more likely to gain sales success - and happy customers.

If our salepeople had to play BMW salespeople for a day and encountered you, their response would have been something like, "What are the attributes of all wheel drive that are important to you?" Another likely question would have been, "If all wheel drive is important to you, and your Audi has this feature, what brings you to our dealership today?" and after listening to you talk, they would offer areas where the BMW might better fit your needs.

Another question our salespeople would ask would be along the lines of, "There are three BMW dealerships in a 50 mile radius. Why would you want to visit us or buy from us instead of the others?" And then shut up and listen....

bobst

"If I can't trust the salesman on the basics, why should I trust him on the frills?"

There is no need to trust the samesman. If you put your trust in a salesman, you are asking for trouble.

bobst

Well, Felke, I just didn't like it when you referred to the salesman as a "dud".

british_rover

The first part four is really part three and the second part four is the real part four.

jipster

Nice of you to keep everyone in check on proper behavior Bob. But, a high end salesman with 10 years experience who doesn't know Audi makes an AWD sedan... sounds like a possible "dud" to me.

british_rover

Yeah but he was a BMW salesman. I am not excusing it but even as techy, detail oriented and with near photograhpic memorya as I am I cannot keep up with everything on all of the competion cars.

jipster

Yeah, I missed that(BMW salesman) and re-edited my original post.

I would be happy with the salesman just knowing about the car he is wanting to sell... any knowledge on the competition would be gravy. But, then I haven't been in the market lately for BMW's or Audis... so the higher expectations on the competition are probably justified.

cccompson

But what about the ones who don't even know their own products? I was shopping Mustangs this week and not one salesman I encountered knew what their "active anti-theft system" consisted of. This is not some obscure option either. Finally, one guy took the time to consult one of his books and fill me in.