Recently dealerships have learned that Owner Retention has been neglected over the past years and 50+% of there customers are leaving and going to independent garages after the vehicles are out of warranty putting repeat sales at jeopardy.
NADA statistics show that if customers are having their vehicle serviced at the dealership 70% of the time they will purchase again from that dealership. When having their vehicle serviced elsewhere, that number falls to 35%.
One of the biggest problem areas is with Orphan Owners. These are customers that purchased from the dealership and the selling salesperson has quit and not following up with these customers.
In this video, Scott shares proven techniques on how to profitably follow up with Orphan Owners and make additional sales to them as well as selling additional vehicles to a salespersons current owner base.
July 1, 2018 – the 1st half of the year is in the books. Do you want the 2nd half to be the same as the 1st?
Creating a Game Plan, A Road Map, a definite Work Plan for the month is a way to design your outcome.
You examine your mix of sales, are their segments such as used trucks you may be missing opportunities? You look at the sources of opportunities – Floor/Phone/Internet Social Media/Repeat/Referral. You take into consideration the working days, the amount of opportunities you have for the upcoming month. These are factors we consider when we project for the upcoming month.
As you build your forecast, look for the opportunities you may have missed, maybe only 1 or 2 used and you feel a growth opportunity lies here. And, FORECAST in small increments, 10% over previous month. But remember, a GOAL is MANDATORY so whatever you forecast – you accomplish. Then the following month another 10% and then another 10%. By December you will have grown your sales by 60%. What would a 60 increase in sales do for your income?
If you have questions or would like a copy of my “Forecasting Worksheet”, call or drop me a note.
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