Stories from the Sales Frontlines

lrguy44 · February 2007

In Colorado, on the Sunday at the auto show, even though the MSRP is posted on the car, we are not allowed to mention price, MSRP, trade values or anything that has money involved. The state also patrols looking for violations. As far as 3rd row goes, try a LR3 - designed for a 6' 2" person to fit comfortably.

volvomax · February 2007

Selling and saying "this goes for..." are two different things.

The law says otherwise.

snakeweasel · February 2007

Mope claiming that saying "This car sells for $X" and nothing more will not constitute a sale or an attempt to sell in any court in this land.

lrguy44 · February 2007

Snake, tell it to the dealer board that can fine the dealership and pull my license

mako1a · February 2007

The other dealership is full of idiots because they are selling that thing at a loss.

That's what the Chevy dealer told me when he was $4k above Edmunds. Even printed out what "other guy" paid. I got it and said thanks, that will be handy when I buy from the "other guy" who BTW is not an idiot, rather a man in business to sell.(not gouge)

user777 · February 2007

right, i'm not expecting the guy to be a walking encyclopedia of all things automotive.

...BUT...

he/she should be doing something FOR ME!

all this talk, and the fact that the decision making is being done by the manager, and i'm wondering, WHAT is the salesman / saleswoman doing for me?

honestly. i don't get it.

snakeweasel · February 2007

How about if I pull the court case for you? A few years ago in a drug case the courts near hear stated that inquiring about the cost of an item does not necessarily constitute an offer to buy. Nor does answering said inquisition necessarily constitute an offer to sell.

mako1a · February 2007

"Talking Cars" does not take away time from a salesman. If I'm on a lot for more than 35 minutes I'm buying.

lrguy44 · February 2007

So, here is the way it works. I mention a price to the wrong person on a Sunday, and the dealership gets fined and I lose mt license. So I have no job, but I hire a lawyer. I'm broke, but after 3 years in the Judicial system I get my license back. But my good high end job is gone so I have to work for a low end slam store. No thanks, I think I will obey the Colorado statute, right or wrong.

lrguy44 · February 2007

Also, it sounds like the case law you mention is state, not Federal, and the specific issue was not statutory. Blue laws are specific in the language as what can and cannot be done and said.

snakeweasel · February 2007

Also, it sounds like the case law you mention is state, not Federal, and the specific issue was not statutory.

Case law is precedence and courts across all states tend not to reverse them to easily. So the case will support the argument in every state. Its called English common law and is the basis for our judicial system.

lrguy44 · February 2007

Snake, From my business law courses in college, I am well aware of English common law. I am also aware of states rights and the slow method the court system works. If it is a state issue, and statutory, it is not a slam dunk - at least not enough for me to bet my job on. Would you?

madmanmoo · February 2007

Anyone have any decent stories to share? It would be refreshing to see something besides the same tired "Salespeople don't know anything" and "I am so superior to ALL car salesman" rhetoric.

K, thanks.

-Moo

mikefm58 · February 2007

You're talking about drug dealers with sharp (maybe) lawyers who will push the exact wording of the law to the limit as opposed to educated (supposedly) professionals who will be extra cautious not to even come close to falling in to the wording of the law.

Now I agree with you if the law was ever challenged in court. But no dealer or sales person in their right mind would let things go that far. In reality, they will err on the side of caution.

snakeweasel · February 2007

You're talking about drug dealers

No I am talking about two youths, none who deal drugs, one with some pot discussing what drugs cost and being unfortunate enough to have been heard by an undercover cop.

corvette · February 2007

In Louisville, they had a new Focus sedan and a new special-edition Super Duty up on pedestals (you couldn't get inside them). I think Chrysler and Dodge each had one concept. No MINI, Jag, LR, or Volvo that I can remember.

corvette · February 2007

Business Law was my favorite class in undergrad... I had already decided to go to law school before taking Business Law. But, the professor I had was hilarious and did a good job of teaching the material in a memorable way. Probably the second-easiest class I took. The easiest class I took was another business class wherein some of the assignments involved coloring with crayons...

cccompson · February 2007

That sounds like pretty good prep for all of those wonderful charts that business folks are so fond of....

dino001 · February 2007

Last year one Porsche was actually open in Tampa :P So perhaps our show is not THE lamest, just a lame one

graphicguy · February 2007

kyfdx....there was a 'vette there. It was a Z06. Maybe they sold it between the time I was there and when you were there? They also had a Cehvy pick-up concept on a turntable.

Ford GT? Didn't they just announce they weren't going to produce it anymore (not sure about this, though)?

Overall, I do agree...it was lame.

kyfdx · February 2007

I don't know... maybe because the Chevy display was next to the chocolate fudge stand, I missed it? That's what happens when you take a 13-yr-old...

Other good things: LR/Jaguar salespeople out in force, demonstrating their vehicles... ditto with VW, showing the EOS top in action.. MINI reps were knowledgeable about their new model.

Bad: lone Porsche guy gets there late.. starts talking about the Cayenne (zzz), and then tells how he just got back from Cabo on a Porsche Cayenne demo/ride.. and, how he got to the gate 15 minutes before his international flight and they wouldn't let him on (duh). 10 minutes of that..

Did I mention? I never miss the show..

laurasdada · February 2007

I grew up attending, with Dad and later on in life alone, the New York International Auto Show (The Coliseum, then Javits). I'm sure I've still got cheap, white plastic keyrings announcing the new Dodge Aspen and Plymouth Volare somehwere around here...!

When I moved to Boston, I began attending the New England International Auto Show, a bit of a letdown from Nueva York but I've grown to enjoy it. The last few years I've come away with some wonderful swag from the good folks at Hyundai and Suzuki...

Anyway, I spent considerable time in both a Cayman and Jag XK. I want one of each. The other Porsches were locked, don't know if the Cayenne was because, well, not my cup o' tea.

For the most part the cars in the Boston show are available to be sat in. Save for Lotus, Maserati, Ferrari and Aston Martin, everything else is open (well, at least one model within a lineup as Porsche above). EOS top being demo'd (that car interests me not), same with the MX-5 PRHT (that car interests me). Fun show, but one of these days, back to the Javits in April...

I, too, never miss the show. Now, to recline in my Hyundai Stadium seat while having a drink in my Suzuki travel mug, stored in the Hyndai/Thermos cooler bag resting upon my Hyundai beach/picnic blanket. Dang, beginning to feel guilty, maybe I should buy a Hyundai??? Depends on what I win at the '08 NEIAS...!

graphicguy · February 2007

kyfdx....while we're on this "off-topic", I'll add that I didn't even see any Porsche people there while I was nosing around them.

Yes, the fudge stand would have thrown off your "scent" for the 'vette. Only reason I found it was because my 20-year old found the Z06 (as he did the Shelby GT500).

LR people were very knowledgeable and helpful, as were the Mini folks. Had nice conversations with the BMW people (some of which I knew) and the Infiniti people, too.

Cadillac folks recognized me and then avoided me like the plague.....LOL!

perna · February 2007

In Louisville, they had a new Focus sedan and a new special-edition Super Duty up on pedestals (you couldn't get inside them). I think Chrysler and Dodge each had one concept. No MINI, Jag, LR, or Volvo that I can remember.

They "pedelstaled" the Focus at my auto show as well. Non-production model or not, it's a FOCUS. You'd think they'd want as many people possible to look, touch, and... oh, wait. Nevermind.

jlawrence01 · February 2007

I have been to perhaps 15 dealerships in the past five days and I have not seen more than a handful of compact cars on the lot here in Chicagoland.

Went to a Hyundai dealership snd NO Accents on the lot.

One Aveo on the Chevy lot.

Half dozen Focus on a Ford lot.

Is anyone selling these models or is it a supply problem?

nthe · February 2007

"Went to a Hyundai dealership snd NO Accents on the lot. "

my dealership has 4 accents.

nthe · February 2007

ohh, and to answer your question, the accents are not selling that great. for just a little more, you can get soooo much more in a elantra. now taht there is a $500 rebate on the accent, it should help sales though.

boomchek · February 2007

Is anyone selling these models or is it a supply problem?

Same with the Fits. We have one for demo drives and maybe one or two available for sale. Supply is a problem.

isellhondas · February 2007

You have one or two more than we do!

Every Fit is pre-sold before it arrives. We were keeping one for test drives but we quickly learned the other stores were sending their customers to us just for test drives.

People were literally standing in line to drive it and the salespeople were wasting their weekends.

Now, we tell them..." You can test drive it when it arrives and if you decide you don't like it for any reason, we will be happy to return your deposit"

So far most people don't feel a need to drive it and we have returned zero deposits.

boomchek · February 2007

Same thing with us, especially on the weekends, there's a wait for Fit test drives.

Because there's 20 of us (saleguys), and most of us are there on the weekends, you really haver to be on the ball waiting for the car or else someone will snatch the keys for their customers :surprise:

isellhondas · February 2007

You would be better off without it.

You will sell just as many Fits and your salespeople would be able to spend their time better.

boomchek · February 2007

That's why I just send the people out on their own on test drives. They see how busy it is and they want to jump in on the action as well.

Actually what's funny is in some instances when people see others in a buying frenzy, it sorta attracts them as well and makes them want to buy.

Case in point, showroom cars; I had a customer on a Civic, and they saw some people buy one of showroom Civics, and the sale guy puts a SOLD sign in it, and locks the car. My customers all of a sudden want one like that too!

Or I was working a deal with a customer on a busy weekend, and we could overhear a customer in a cubicle next to us with his voice raised how he needs a car now and wants to buy one now! My customers said "We didn't know so many people buy cars all the time, we want to buy one too!"

jmonroe · February 2007

We were keeping one for test drives but we quickly learned the other stores were sending their customers to us just for test drives.

Now that ain't playin fair.

I guess you really do have to know your competition. :surprise:

jmonroe

dino001 · February 2007

Follow other sheep on a knife

I perfectly understand the mechanism - whatever doubts one could have, seing they are not the only one, validates the decision in their mind.

isellhondas · February 2007

I'm surprised your store lets customers drive by themselves!

We do this rarely and when we do, they are always gone forever. I agree about people wanting to jump in on the action but when we don't have any Fits to buy, it really doesn't matter.

This is called the stampede technique.

boomchek · February 2007

Sometimes we get so busy, I have 2 or 3 customers out on test drives at once.

The managers weren't too ok with it before but that's the reality now where there isn't enough of us to help every customer.

isellhondas · February 2007

It sounds like you need to hire some people.

boomchek · February 2007

Not really. Just busy on the weekends in the summer time.

Because we're in an automall environment, we have a lot of browsers and people who are on their "first day out shopping"

We had crappy survey scores before for "intial greeting"

We since hired a greeter and she keeps track of who needs help, and who just wants a brochure, so it's not as bad as it used to be.

Most customers get helped within a few minutes, but it's just during the peak hours on weekends (between 1 and 3pm) that it gets hectic.

jlawrence01 · February 2007

Or I was working a deal with a customer on a busy weekend, and we could overhear a customer in a cubicle next to us with his voice raised how he needs a car now and wants to buy one now! My customers said "We didn't know so many people buy cars all the time, we want to buy one too!"

Sounds like a fun place to work!!

Seriously, all I have seen in the past couple weeks in Chicagoland and SE Wisconsin are bored salesmen. They all say that they are selling a lot of cars but I have been seeing very few customers.

I have to say that I dealt with a few pretty decent guys, no high pressure.

However, I have to admit that I prefer to buy a car out of a fleet rather than going through a dealership.

mac24 · February 2007

We since hired a greeter and she keeps track of who needs help, and who just wants a brochure, so it's not as bad as it used to be.

What a sensible idea. A couple of local dealers have a similar system, in that immediately inside the showroom doors is a reception desk. The customer is first engaged by the receptionist who either pages a salesman or deals with whatever else is needed. Much better system than being 'pounced on' IMHO.

boomchek · February 2007

She doesn't have a desk, she just positions herself in a visible area and approaches customers as they come in.

snakeweasel · February 2007

Went to a Hyundai dealership snd NO Accents on the lot.

What dealership did you go to. I know Pugi has some.

snakeweasel · February 2007

The dealership where I bought my wagon at lets people test drive alone. They even have a map on the way detailing a suggested route. They sell Hyundai, WV and Mazda.

nyccarguy · February 2007

I agree that people trash the auto show cars, but in the last few years, at the NY auto show Every MB has been open (not the AMG models), most BMWs, and even Porsche has a few Cayennes & Boxsters open (no 911s though).

The major auto show cars must be factory owned right?

jlawrence01 · February 2007

The major auto show cars must be factory owned right?

That is generally correct. The vehicles are shipped from show to show.

boomchek · February 2007

But as we are the last stop for the Auto Show circuit in Canada we sometimes have the option of getting Auto Show cars that we can sell. Typically unique ones like the S2000 from last year dressed up in all of the factory Honda accessories.

graphicguy · February 2007

I can only comment on the ones I've been to....that is, the Detroit International Autoshow (where every vechicle's sticker says the display cars are owned by the manufacturer), to Chicago (some are owned by the manufacturer, some by the dealerships), to Cincinnati (same as Chicago, only on a smaller basis).

I know the sponsors of the Cincinnati show are the dealerships in the general area, in addition to the show's producer...who produces a lot of local boat, travel and car shows).

I've always wondered what happens to those "show cars" after they make the round at all the car shows. They haven't been driven much, but the interiors and sometimes the exterirors, do show digns of wear.

At Cincinnaiti's car show, it was interesting. Last year, I remember talking to a dealership representative about the demand for the Prius. He said he had 3 of them....all the same color....all being sold for MSRP, no haggle...no negotiation.

Saw the same guy this year. While they're not allowed to quote prices, he did indicate they were willing to move off of MSRP to get one sold.

mcdawgg · February 2007

I will be trading my wife's car tomorrow (titled in her name) and buying a new one. She cannot go with me, so can she just sign-off on the title and I bring the car and title to be traded without her being present?

gasman1 · February 2007

You may want to call the dealership to ask them. I had to have a power of attorney for my son's vehicle as he was in Korea. My wife and I have joint title and she has signed in the past so I could do the deal myself. Lately, the dealers have been requiring both of us to be present.

If you don't have a dealership and are out shopping with title in your pocket... You may want to complete the transaction (title transfer)later...perhaps afer your wife is off work...

mark156 · February 2007

A couple of years ago I stopped by the Mercedes dealer in Carlsbad, CA. They usually carry a nice selection of inventory.

Like most people, I don't like a row of salesman waiting outside watching you pull in park, etc. The day that I stopped by the Carlsbad dealer, a nice young girl comes up (I thought she was a salesperson) and states that she is a greeter (I don't think she used that word though) and just wanted to see if I needed help. I told her 'thank you' but I was just looking. She said that she would get a salesperson when I was ready and to just let her know.

I really liked this soft approach. Having a woman as a greeter is probably better than a guy.

Mark156

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