New Car Sales Profitability
by Carl Bennett
1. Service
1.1. Prospecting
1.1.1. Sales staff to walk the service workshop looking for vehicles that may be suitable for stock. Contact customer, offering appraisal and change over.
1.2. Service plans
1.2.1. Service advisor to offer service plan while customer is in for first service
1.3. CSI
1.3.1. Service advisor to remind customer that survey will be emailed following service
1.4. Capped-price servicing
2. Overheads
2.1. Selling from stock on hand
2.2. Floorplan
2.3. Staffing
3. Staff
3.1. Culture
3.2. Team building
3.3. Accountability
3.4. Product and sales training
3.5. Having the right staff
3.6. Commissions and incentives
4. F & I
4.1. Agility
4.1.1. Early contact
4.1.2. Prepare appraisal for next vehicle
4.1.3. Prepare repayments with BMs
4.2. Early intro
4.3. Insurance
5. Other dealers
5.1. Point of difference
5.2. USP
5.3. Price
5.4. Stock
6. Stock
6.1. Floorplan
6.1.1. Stock swapping relevant inventory
6.2. Aged inventory
6.2.1. Identify and promote
6.3. Demo matrix model
6.4. Ordering the appropriate model mix
7. Trade-ins
7.1. Walk drive appraisal
7.2. Appropriate pricing
8. Customers
8.1. Retention & prospecting
8.1.1. Ensuring customers are contacted at the appropriate time
8.1.2. Roadshow/Drive day invites
8.2. Target fleet
8.3. Appropriate marketing
8.3.1. Tapping into dealership database