pre-owned managerial tactics to survive tough times implementing turn policies | setting...
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Pre-Owned Managerial Tactics To Survive Tough Times
Implementing Turn Policies | Setting Reconditioning Standards | Understanding Customer Relations 6529 English Oaks Dr. | Raleigh, North Carolina 27615 | Mobile:919-906-4578 | Fax/E-Fax 253-369-4141 | jaydyerassociates.com
Pre-Owned Vehicle Department Importance
W hy
Determ ine num ber required Recruiting
Accurate UPs Count
W ho
M echanical
CO S
M ax Dollars in Inventory
Inventory Accrual
M arketing
Q uote Price or Not
M easurem ent
Customer Satisfaction
Follow -up
Delivery Process
Q uote Payments or Not Internet, New spaper, Radio, etc.
Advertis ing
M erchandising Retailing
U-Car
Sales Process
Turn Rate W holesaling
Inventory Control M ax Units in Inventory
Inventory Balancing CO I
Reconditioning Cosm etic
W hen How
Appraising Policy
Handling Traffic Funnel, G reeter, Lot Haw k, $
Hiring Initia l Training O n-going Training
Salespeople
W ho How
Business P lan for Departm ent
Analysis of the Market
Dealer's Com m itm ent
Pre-Owned Vehicle Department Importance
Business Plan For Pre-Owned:WHY
Primary – Enable store to take in trade
WHO
Different job responsibilities for each manager
HOW
Similar to new
Used Vehicle Department Importance
Body Shop
Certified Department
F & I Department
Service Department
Parts Department
New Car Department
Used Car Department = 45%+
Inventory Control-Staying With Your Turn Policy
Retail Turn Policyo 60-day Turn Policy? o 45-Day Supply? (Dollars and Units.)o Turn 75% of Inventory each Month? o Nine Inventory Turns Per Year? (As a Minimum) o 25 Average Days in Stock for Retail Inventory. o Earlier second decision
Wholesaling as often as possibleo Auctiono Seal-Bido One on Oneo Wheno How Ofteno Whoo Guide Lines
Daily Holding Cost for Pre-Owned
Used Vehicle Department Management Process
Salespeople:• Combined or split• Determine number needed• Recruiting• Hiring• Initial training• On-going training• Daily tracking• Strengths• Weaknesses• When to T.O.
Traffic Tracking Minimum Percentages
Product Knowledge Training
o Daily Walk around
o Building a Story Book
• Inspection Process Report• On Line Check Sheet• Copy of vehicle history (Carfax, Carproof, UCDA, etc)• Service History (as submitted by previous owner)• Customer Trade Information Form
FSInc
Please take a few minutes to complete this Customer Trade Information Form. Your participation will assist the future owner of the vehicle you traded in to become better acquainted with its background. This unique program was incorporated as a way of further evidencing the quality of the vehicles we sell to our valued customers.
This Customer Trade Information Form pertains to the following vehicle:
Make Model Stock # Year Vin # Salesperson To the best of my knowledge the following items need to be repaired: The reason I traded my vehicle in:_____________________________________________ Additional remarks: Customer’s Printed Name Signature Date If you agree to prospective customers contacting you with further questions about your trade, please enter your telephone number ( ___ ) _______________. Note: You are under no obligation to complete this for m or to include your telephone number. Thank you for your assistance in helping exceed our customer’s automot ive expectations.
*Disclaimer: Each state or province has a diff erent Privacy Act Disclosure. Check on yours.
CUSTOMER TRADE INFORMATION FORM
Used Vehicle Department Management Process
Reconditioning:
o Mechanicalo Cosmetic
Pre-Owned Managerial Tactics to Survive Tough Times
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