Chrysler Sales Consultant Sold 47 Units In 1 Month & Averages 35 Units Per Month
There was a great article published by Motoramic about the most reliable car brands which you can read here. The author determined the most reliable automotive brands by looking at almost 350,000 appraisals performed by “professional car buyers who are trained to detect mechanical and structural issues” with no biases. The study is beneficial because most reliability studies are on new cars within the first 90 days. Longer term reliability studies don’t usually go beyond three to five years.
We wanted to come up with our own algorithm to determine reliability and see if our findings matched Motoramic. We analyzed over 500,000 cars, model years 1995 to 2014, listed for sale on MojoMotors.com to determine the average selling price depending on a vehicle’s mileage. Using a linear regression model, we were able to calculate the dollars of value lost as mileage increased and ultimately, the number of miles until a car lost all value.
In other words, we found out how much mileage could be racked up before a car became valueless. Less reliable brands will lose value quicker since they have a greater chance of breaking down with fewer miles on the odometer. Make sense? One thing to remember – just because a car is considered valueless beyond a certain number of miles in this study doesn’t mean it won’t drive for another 100,000 miles.
10. Mazda – 177,729 miles until worthless
Mazda has been known for building economical cars. Their lineup has expanded in the last few years as they now offer compact, midsize and full size crossovers that have fared well in reviews. Go here to learn more about the different used Mazda models and reviews.
9. Acura – 178,947 miles until worthless
It doesn’t hurt that Acura is the luxury brand powered by Honda engineering. It should also be noted that Acura is the only luxury brand to squeak into the top ten most reliable car brands. For further reading, read reviews of used Acuras here.
8. GMC – 188,584 miles until worthless
GMC has been building quality pickups, SUVs and crossovers a very long time. Since GMC splits many parts with Chevrolet, repairs aren’t usually too expensive. This is why you’ll see Sierra pickups with miles well into the hundreds of thousands. Read more here for used GMC reviews and research.
7. Subaru – 189,370 miles until worthless
It isn’t too surprising Subaru is on this list. According to Polk’s auto data, 95% of Subarus sold in the last ten years are still on the road. Pretty impressive. So are their all wheel drive systems and boxer four cylinder engines. For additional Subaru reading material including Subbie reviews and different models, go here.
6. Nissan – 195,593 miles until worthless
Nissan is consistently one of the most Followed brands on Mojo Motors, but they usually aren’t perceived as being one of the most reliable brands on the road. They should be. Nisan vehicles, especially their cars, are among the most reliable shoppers can buy. Learn more about the best Nissan rides and read reviews here.
5. Chevrolet – 195,754 miles until worthless
If you’re a prisoner of the present, you might think Chevrolet is anything but reliable. Ahem. Recalls aside, the last few generations of automobiles built by Chevrolet are their best ever. Especially Chevy pickups, SUVs and crossovers. For reviews and research on a variety of Chevrolet vehicles, keep reading here.
4. Dodge – 198,266 miles until worthless
Dodge, like Chevrolet, is known more for their pickup trucks than cars. Thanks to the resale value of a Ram pickup, the brand makes it into the top five of this list. Our advice? Stick to a high mileage Ram pickup or Grand Caravan minivan, the same can’t be said about Dodge cars. Go here for reviews of popular used Dodge cars and trucks.
3. Ford – 198,409 miles until worthless
Unlike other American automakers, say Dodge or Chevrolet, Ford has both reliable trucks AND cars. The Ford Focus compact and Fusion midsize, along with Ford’s lineup of crossovers make them the most reliable American automaker on this list. Having the best-selling vehicle in the country, the F150 pickup truck, doesn’t hurt either. Learn more about used Ford vehicles here.
2. Honda – 209,001 miles until worthless
While Dodge and Chevrolet excel at the big trucks, Honda excels at pretty much everything. Look at the ‘miles until worthless’ stat because Honda and Toyota boast a 10,000 mile lead over Ford. If the average driver puts 12,000 miles a year on their car, that 10,000 mile difference is almost an entire year! For reviews and research on used Honda vehicles, keep reading here.
1. Toyota – 210,705 miles until worthless
The public perceives Toyota as one of the most reliable automakers and our study concurs with this perception. While Toyota might not build the most eye-catching cars, they are certainly reliable and efficient. A Lamborghini it is not, but a cost-effective car it most definitely is. Keep reading for reviews, research and pictures of the best used Toyotas.
Please note that while this data is a great way to understand how vehicle prices correlate to reliability, no study of used car reliability and its value is perfect. This is a make-specific study, not a breakdown of models, trims or years. There can be a large variation between each model’s trims and there are many factors that go into the price of a car. Things like color, options, warranties and whether a car is a certified pre owned or not all greatly affect a cars valuation. Our study did not account for these variances.
Make Money Mondays with Sean V. Bradley - "Salesperson's Value Package Proposition" - Car Sales
With everything going digital in recent years, we often forget that some things can use a personal touch. That's why it's important to work on your individual image to increase customer experience. Find out how you can make yourself more marketable.
Get the Hard Facts from Samantha Cunningham at POTRATZ, and learn strategies for improving your own image.
We want to hear from you about how you improve your own personal image. Send your best practice videos to Hardfacts@ppadv.com.
Today’s Women’s Wednesday is about becoming new leaders in the growing and dynamic market of women consumers.
As competition tightens, the need for exceptional leaders at dealerships couldn’t be greater. Wayne Gretzky, the hockey legend, explained the key to his success, “a good hockey player knows where the puck is – however, a great hockey player knows where the puck is going”.
To be an exceptional leader like Gretzky, a proactive and anticipatory approach is important. Currently, the industry is dynamic, producing great opportunities to differentiate. It is imperative to take strategic risks and be proactive about tapping emerging trends that pertain to women+families.
Did You Know?
1. Women in the U.S. buy 50% of vehicles – about 75,000 a day at new and used car dealerships
2. According to the U.S. Census, over one-third of women out-earn their husbands
3. More and more children are born to single moms
These may seem like just numbers but they are real money-making and business performance boosting statistics for dealers who want to be positioned as the go-to dealerships in their market. How?
1. Recognize Women have the Buying Power: Break from the traditional model and make the store more women+family friendly. Since women are propelling sales, cater effectively to this buying segment by hiring more women sales and service advisors. Hire qualified people that relate and look like your customers for a more comfortable and successful sales experience.
2. The Changing Family: Women are the breadwinners in over one-third of family households. There are many homes with stay at home dads, same gender parents and multiple generations living under one roof. Cater to each potential customer with ultimate respect.
3. Meet Your Customers Where They Are:
a. Problem Solve: As more children are being born to single moms, it is important to know that all parents appreciate a child-play area.
b. A Caring Company: The #1 requested concierge service item from women is an overnight vehicle. This shows you understand the inconvenience of having a car repaired overnight and are willing to go the extra step to do something about it; providing hassle and worry free service.
c. Have women WANT to BE THERE: Have fun services like a boutique fitness and yoga studio with changing area, shower, and rest rooms. (Not everyone wants to sit and watch TV.) How about Play Stations for mom gamers while their car is being serviced? Sound silly? At one time your grocery store simply sold food. Now it has services like banking, café, childcare, dry cleaner, pharmacy, and health and wellness, and other conveniences.
d. Install vending machines with healthy food options and beverages (not just M and M’s & Pepsi) and provide Starbucks coffee and tea. How about a manicurist in the store, part time?
e. Free car wash policy is a winner for you and your customers as they will stop in a lot more frequently – different and more lasting relationships will be created.
f. Engage and Educate: assist customers in getting to to know their new car better with a specialist 1 on 1, or spend time checking out the latest safety+tech features of your top 3 models being featuring this month.
Women visit two dealerships but they buy from just one! What plays are you making to ensure she picks your store? Leadership paired with strategy is a better game than luck in capturing new business.
For more on Leadership and to read about Wayne Gretzky type of Dealers, click here.
Want to Sell More Cars and Distinguish your Dealership to Women? Click here to learn more.
Did you receive a Free copy of the 2014 Women’s Car Buying Report? Click here to download.
In order to be a highly successful business, you need to have a solid organizational hierarchy. Learn what you need to create an organizational chart and how it will effect your organization's growth.
Show Your Team How They Can Actually Make Money In Car Sales - Sean V. Bradley Presentation - Sales Manager Super Conference
Chances are, there’s already been a Google account created for your business, but are you correctly using Google Places and Google+ Local to increase your exposure? Find out how you should be setting up these features to market your dealership.
Get the Hard Facts from Samantha Cunningham at POTRATZ, and learn strategies for increasing your dealership’s online visibility.
Do you ever find yourself asking: How long should a video walk around be? When do you have too much content in an email blast? What makes a great landing page? On this week's Think Tank Tuesday, I'll cover these questions and more!
Tune in now and learn how long you should be making your content on several different marketing channels.
Car Salesman "Ups" A Waitress & Sells 2 Different People Cars & Sets 4 Additional Appointments For Future Car Sales!
Sean V. Bradley, CEO of Dealer synergy recently conducted a training session at Roswell Honda in New Mexico and inspired a fledgling Automotive Sales Professional to try some of the Dealer Synergy Prospecting strategies… And the VERY FIRST time, Dexter hit a grand slam home run! Congrats Dex!
You can't control the weather, but you can control how your dealership responds to major weather events. Find out how your dealership can be the sunshine after the storm by helping shoppers who have recently been affected by these conditions.
Get the Hard Facts from Samantha Cunningham at POTRATZ, and learn strategies for responding to bad weather in your area.
With this Women’s Wednesday we will focus on the Service Drive at your store.
Women buy a car about once every 6-7 years, but they visit the service lane several times a year. The good news? This is where on-going loyalty is developed. The not-so-great news is that 42% of women report they no longer go to the service department where they purchased their vehicle. And, you will never know it is their LAST visit, because they may smile, pay the bill, and never say a word, even though they have made up their mind not to return. As the Big Data Authority on women's dealership experiences, the top 6 reasons are:
- Not satisfied with the experience
- Did not like the way they were treated
- Inability to get the problem fixed to their satisfaction
- Cost to service the repair
- Hours + Location not convenient
- Lack of concierge services
DID YOU KNOW?
While 79% of women would recommend the service department to friends and family, less than two-thirds report not receiving follow up communication. Are you and your web provider optimizing platforms to provide educational tips and stay connected with your customers, post visit? Stay in touch by being her trusted advisor 365/24/7 – not just the 3 days a year she is in your store. How? Visit here.
Increase loyalty by paying attention to the little things, like:
- Provide Ultimate Respect: Provide respect+treat women graciously every single visit. This builds rapport, trust and loyalty.
- Key Concierge Services: The #1 requested concierge item from women is a courtesy car. This shows you understand the inconvenience when the car is undergoing maintenance and repair overnight. Services like Wi-Fi/TV, café and play area for children also help deliver a quality dealership experience while women+families wait.
- Best Ear Forward: Your top listeners are the Service Advisors - or, should be. Why? To hear what women are saying and not saying. Your best listener behind the service counter makes female customers more comfortable to ask questions concerning repairs and, when triggered or upset, provides a space to problem solve and get the issue handled and move on.
- No Threatening CSI “Requests”: Careful about strong-arming your clients with comments that sound intimidating regarding CSI, like: “Leave all 5’s or call us first before submitting”. This can sound completely inauthentic and uneasy to women.
For the Top 2014 Brand as Rated by Women when Servicing their Vehicles, click here.
Want to Sell More Cars and Distinguish your Dealership to Women? Click here to learn more.
Did you receive a Free copy of the 2014 Women’s Car Buying Report? Click here to download
On this week's Think Tank Tuesday:
- Find out what tool your website is missing
- Learn how to engage and reengage shoppers
- Determine shopper behavior
Make Money Mondays with Sean V. Bradley - Special Edition with Robert Wiesman
Did you know that last year, women purchased an estimated 27 million vehicles? That is the equivalent of 75,000 cars a day at new and used car dealerships. Women are now the fastest growing segment of vehicle buyers and car dealerships are taking notice. To that end, there is much more flexibility when buying a car more than ever!
It seems that women are still more reluctant than men when it comes to the advantages of leasing a car. With the car industry back on its feet after the recession, leasing is at a high of 28% of all new car purchases.
This educational article from Women-Drivers.com offers insights into some “traditional” objections as well as provides a more updated, informed perspective on leasing and its benefits for anyone considering going to the dealership soon. (And, for those that believe ‘buying a car outright’ is the only way to go, consider that over one-third of car purchases today are leased for 72 months. Just because you buy a car does not mean you own your car. You only “own” your car, when the title is in your hand, i.e. the loan is paid off.)
Marlena McCoy, Sales Manager at Moon Honda, a Women-Drivers.com Certified Women-Friendly Dealer, shares her thoughts about leasing “Leasing is just another way to pay for a car, a less expensive way. With little or no money down, you can have an affordable payment, a warranty, free inspections, free car washes, and so much more! Why not pay less and get more.”
Below are the most common objections:
1) “The idea of ownership is important to me.”
Cars depreciate and then have service repairs and costs. Most women who lease don’t pay for brakes or tires because they don’t keep the car long enough to wear them out. If you finance a car for five years or more, it will most certainly need tires and brakes plus other repairs; budget $1,000 a year on maintenance.
2) “I have little or no ownership equity in the leased car.”
The trade-off for a lower or manageable monthly lease payment is that there is no trade-in value. It is fairly common that the market value of a vehicle at lease-end is higher than the purchase option price specified in the lease contract — which means there is some equity trade value there.
3)”I don’t understand how leases work, and I’m afraid of getting ripped off.”
Dealerships – and their sales advisors – are conscientious and will take the time and effort to help you understand the leasing process and the intricacies of the contract.
These contracts can be complex and difficult to understand, so a dealership’s F&I manager should encourage customers to take their time and read the fine print. Leasing is not as complicated as it was years ago nor is it limited to just luxury brands.
4) “I don’t understand the leasing lingo. I don’t know what cap cost is or what comparison pricing means.”
Again, dealers will explain exactly what these terms mean – and in ways you will understand. Dealers who skim over these terms do a real disservice to a buyer and compromise any future dealings they may have with the dealership.
5) “I don’t want to be making car payments forever. I’d rather pay the car off early and have several years without a car payment.”
While you may not have a payment anymore, you will still be spending more in repairs to keep an older car on the road, with fewer safety features than newer cars, and more likely to break down. Your dealer can show how a lease provides a safe, more reliable car at all times, not just when the car is new, and a car protected by manufacturer warranty and with few repair bills.
6) “My car payments will be higher.”
Not true. Depending on a number of factors, monthly lease payments are considerably lower than a purchase loan for the same car and same term today.
7) “I’m worried about any early termination costs. What if I lose my job?”
To break a car lease means breaking a contract, can result in tremendous fees, as well as negatively impact one’s credit rating. Dealers can help customers find other buyers to assume the remainder of their lease, which would take them off the hook, while gaining a powerfully loyal customer. Such transfers are now made possible by companies like Swapalease.com or Leasetrader.com who help car lease owners find people interested in taking over the payments. The fees for both buyer and seller are reasonable, and save the seller from the early termination costs which could amount to thousands of dollars.
8) “I am concerned with excessive mileage charges.”
If a car buyer exceeds the mileage allowance in her lease contract, she will be charged for the extra miles at a specified per-mile rate, usually $0.20 per mile. Your dealer can help you reduce your exposure if you “buy” the extra miles you expect to drive at the time of lease signing. If you choose this option, you will be refunded for any unused miles.
9) “I am worried about excessive wear-and-tear charges, especially with the children and multiple drivers.”
If a buyer returns a leased vehicle at lease-end with dents or scratches, she will be charged. Dealers can explain what is “excessive” so that she knows to get the car repaired before she returns and avoid being charged. Also, it is best to clean the car or have it detailed for the best evaluation.
McCoy further explains,” You may have never leased before, you may not understand leasing, or you might just say that you would never lease a car. No one likes to go car shopping. No one likes to deal with the “typical car salesman”. I am not that “typical salesman”. I treat customers the way I would want to be treated — really. It’s important to be completely informed on all aspects of the car transaction – and that most definitely includes leasing!”
The following Blog post is in addition to this Video by Sean V. Bradley, I hope you enjoy it!
Everyone is an up part 2/ How and where to prospect via the telephone.
If you've been in sales for any length of time you have probably been told at some point to "get on the phone and make some appointments" by a sales manager. You know you have to do it, you want to do it, but you might not know where to start, you might be scared to do it, or you might work really hard at it but you haven't had any success at it. It doesn't matter if you are selling cars, houses or furniture- the phone sales process I am going to tell you about is the same for any business, use it effectively daily and watch your sales go up.
First off you need to know a little bit about why the phone is so important to your sales. People that you contact off the phone, manage to bring in to your store on an appointment and show up are more than twice as likely to buy from you compared to walk in traffic*. So how do you get started? You are going to need to be organized, work effectively and stick to it no matter what, every day.
1: Build a database of clients. All businesses keep a database of their sold clients (you should too by the way). Every morning before you start your day come in a bit early and start researching clients. A CRM** system can be searched just like Google. Refine your search by state/province, city, new/used clients. Use key words to further refine the search. For example " Jeep Wrangler", when the wranglers go on sale type " Wrangler" into the search field and get a list hundreds of names long, call the people on the list and tell them that the wranglers they were interested in are now on sale and get them to come in. CRM tells me a clients name, contact information and what type of vehicle they are interested in. It tells me their current vehicle, current payment, interest rate etc. CRM is a gold mine and it is the best place to look for prospects. This is where you start!
2: Have a hook for every call. What is a hook? A hook is the reason why you are calling that particular client. It is what entices them to come in and see you, so it needs to be clearly defined, it needs to be advantageous for your client and it needs to be real. Here are some hooks you can use, remember these are all straight out of CRM and they are real, strong reasons for clients to come in to see you:
A.) You are paying too much interest right now, what if I could get you a newer vehicle than you have now and lower your interest payment, could you make it in today (tomorrow, Saturday)? This is a super strong hook and you can use it on anyone who is paying non-prime interest rates. For example, CRM says client is paying 18% and owns a truck, Chrysler has a program on new trucks with subsidized financing for non-prime buyers at 6.49%. Boom! Strong reason to come in and buy.
B.) Are you still in the market for a new "blank"? Great! The owner is offering invoice pricing on the vehicle till the end of this month or until we sell out of stock, are you free today? Great hook to use on a client who walked without buying because of price. Now the vehicle they want is cheaper! I wouldn't tell them how much or they won't come in. Just tell them it will be on the invoice for them to see when they arrive.
C.) Are you still driving a 2010 "blank"? Is it in good shape? Perfect! I have a young client that wants a new one of those but can't get financed on it. Would you consider trading yours in for a new one if I could keep you in a similar payment? Can you bring the vehicle in tomorrow morning so we can get it inspected? Every owner would trade in a vehicle they love for a newer version if the conditions were right, so this call is super easy to make. Make sure you have a similar vehicle to the one they own before you make this call.
D.) How are you liking your 2010 " blank "? Did you know the 2014 has more horsepower, better fuel economy and tows more? Would you be willing to trade in your 2010 if I could get you a similar payment? I use this one on service clients. I can look in CRM and see which clients are coming in for service the next day, and why. If they are in a good position to trade in and keep their payment the same I give them a call the night before they come in for service and let them know they can upgrade for less this month because of; manufacturer loyalty programs, finance pull ahead, etc. Everyone wants a newer better version of their car/truck you just have to present a deal in the right way so they see advantage in upgrading.
3.) Keep track of all your calls: Create a notebook, excel spreadsheet, etc. that you can use and fill in everyday. You need to call clients at different hours and sometimes as much as 5 times before you get a hold of them on the phone, so be prepared to leave a strong voicemail message or send a text that will entice them to call you back! Call the client over and over, nicely and professionally until you get them on the phone. Remember, you are saving them money and getting them the vehicle they really want, so it's okay to call them repeatedly.
4.) Sell the appointment not the car: Don't talk price, payments or trade value on the phone unless you absolutely have to! Be truthful but say as little as possible. Your only goal is to sell the client on coming in using one of the hooks above. That's it!
5.) Confirm the appointment using your managers: Everyone likes to feel that they're important to your business. Coach your clients that a sales manager will call them a day before their appointment. This accomplishes two things: It flushes out people that may waste your time; it sets the tone for a serious business discussion to take place in the client's mind, the sales manager himself called me, so it must be good!
Finally, keep at it! Nothing great and worth having is easily done, but once you get the ball rolling and you are booking 3-4 appointments for yourself a day I will guarantee that your sales will increase. Keep taking ups, keep answering the phone, but book yourself 4 appointments per day no matter what and get your money right!
Eduardo Aragon, Sales Consultant, Okanagan Dodge, Kelowna, B.C., Canada
* Check out the Mind Map here and see the stats on selling cars by appointment prospecting https://plus.google.com/u/0/photos/yourphotos?pid=5992537944900930466&oid=115827040417935774939
Why Work Harder For Less?
On this week's Think Tank Tuesday:
✓ Learn how to identify your clients
✓ Find out what you need to be spending time on
✓ Determine key mistakes in your sales process
Apple’s recent announcement of CarPlay which will integrate the iPhone, Apple maps and Siri into the car dashboard, is a move meant to compete directly with Google’s Open Automotive Alliance (OAA), and Microsoft’s Sync platform. This means big changes are in store for how shoppers driving, commuting and traveling by car will find and learn about your business.
The fast moving map space plus local-search is attractive areas for innovation for software developers. One of the more interesting innovators taking advantage of the mobile trend is YILLIO which takes maps and local search to the next step by offering a patented ‘route-based’ search.
Launched in January, users using YILLIO are able to search for businesses, information and value along their entire route, may it be 10 miles ahead or 150 miles ahead. See our article: Don’t Just Go…… YiLLiO!
What’s cool for your biz is it aims to give users the right information; at the right time, by looking at signals such as where the user is located, their daily habits, their preferences, where they’re going (via their routes), and what they want to do when they get there.
See YILLIO’s user experience video: https://www.youtube.com/watch?v=z2igf9WOazo
For brick-and-mortar businesses, YILLIO’s innovation improves marketing relevancy and efficiency. See the short video which explains YILLIO’s route-based search and marketing platform: https://www.youtube.com/watch?v=noJ4UE7b7AM
Take a few minutes to add your dealership on the YILLIO map to reach mobile shoppers, everyday commuters, and travelers – for Free!
Is route-based marketing and advertising the next mobile innovation? We think there is value in this for you.
Make Money Mondays with Sean V. Bradley - "Everyone's an Up" - Automotive Sales - Car Sales
Welcome to Women’s Wednesday!
Dealers who “get it” know that the key distinction in optimizing sales to women is having exceptional sales advisors who offer exceptional service. But what does that really look like?
Women tell us directly through our car dealer review platform what works for them when interacting with a sales agent. Below are their top 5 reasons for buying a car from them:
- Trust 52.3%
- Being Respectful 52.1%
- Likeable 47.8%
- Knowledgeable 45.6%
- Understanding 40.6%
These percentages add up to more than 100% because reviewers can submit multiple answers.
NOTE: Coming in at 34% was the ‘price of the vehicle’. It is important, but ranks 6th overall. Clearly, connection and relationship are pivotal, outranking price.
- Trust: Women buy from those they trust. It’s essential to build trust – that rapport can take just a matter of minutes to create. The best way to build trust is to provide valuable and relevant information, quality guidance and advice. Be honest and never try to make a forceful sale because that is a complete turn off.
- Being Respectful: How women are treated matters. In fact, it’s the only thing that matters. Without respect, nothing else gets too close to a purchase.
- Knowledgeable: Women buy from those who are knowledgeable and informative. Since they may not have purchased a vehicle in a number of years and technology has changed dramatically, they want to be provided with complete and comprehensive information.
- Likeable: Likeability is definitely a trump card. Studies show that women buy from sales advisors who are likeable and friendly. It is easy to talk to a friendly person rather than someone who is dismissive or doesn’t listen well. Maybe even lightens thing up during a stressful purchase with a smile or a joke.
- Understanding: Being understanding is vital to meeting a buyer’s expectations. Women buy from those who are concerned and empathetic rather than pushing their own opinions or ‘spiffs/bonuses” on them. Successful sales ambassadors listen to women needs and wants. They are also extremely cooperative and patient.
Want more information on this all important topic, Click here to read.
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