With a vast array of experience from coast to coast working with all franchise systems, our dedicated professionals can offer your dealership an objective, unbiased and detailed evaluation of your new and used vehicle departments. An in-depth analysis and report will identify:
- PROBLEMS WITHIN THE NEW AND USED VEHICLE DEPARTMENTS
- AREAS FOR NECESSARY CHANGE OR IMPROVEMENT
- OPPORTUNITIES FOR IMPROVED SALES AND PROFITABILITY
- RECOMMENDATIONS
We begin with a two day site visit to your dealership. One of our senior consultants will gather information for the evaluation based on:
- OBSERVATION OF THE MANAGEMENT TEAM AND SALES TEAM AT WORK
- INDIVIDUAL INTERVIEWS WITH THE DEALER PRINCIPAL, MANAGEMENT TEAM AND SALES STAFF
- INSPECTION OF THE NEW AND USED VEHICLE INVENTORIES AND LOT DISPLAYS
- DATA ANALYSIS
Specific areas of observation, analysis and recommendations include:
- THE SALES STAFF
- SALESPERSON STAFFING TO MEET SALES OBJECTIVES
- SALESPERSON ATTITUDES
- SALESPERSON PERFORMANCE (VOLUME AND GROSS)
- UNDERSTANDING OF THE SALES PROCESS
- ADHERENCE TO THE SALES PROCESS
- CUSTOMER FOLLOW-UP PROCEDURES
- HANDLING OF SALES CALLS AND E-MAIL
- THE MANAGEMENT TEAM
- SALES AND GROSS PROFIT PERFORMANCE WITH RESPECT TO FORECAST MARKET SHARE OBJECTIVES
- MANAGEMENT’S PRIORITIES
- LEADER VS. ADMINISTRATOR
- DEALERSHIP’S SALES PROCEDURE
- “DESKING” SYSTEMS
- CUSTOMER TRAFFIC COUNT, CONTROL, FOLLOW-UP AND ACCOUNTABILITY
- SALES MEETINGS AND MOTIVATIONAL SKILLS
- SALESPERSON ACCOUNTABILITY
- SALESPERSON COMPENSATION
- VEHICLE PURCHASING AND APPRAISAL METHODS
- USED VEHICLE RECONDITIONING PROCEDURES
- NEW AND USED VEHICLE MERCHANDISING
- USED VEHICLE PRICING POLICIES AND PROCEDURES
- INVENTORY MANAGEMENT (DAYS SUPPLY AND AGING)
Once the assessment is complete, the Dealer Principal is provided with a detailed written report with recommendations within one week of the site visitation.
