Another month ends…
Posted on July 31, 2007 by Snoop
July has ended… It was quite the month… Somehow, over the last week I doubled my units, making me finish in good shape at ten cars delivered.
I do believe that I will be able to pay my bills this month after all.
One of the things that I enjoy about this line of work is that I do get a chance to meet all sorts of people, and hear the life stories of each of them. About this time, everyone reading this is getting worried that I am going to launch into some sappy story designed to bring a tear to your eye, and finish with a stirring round of Kum-Bi-Ya. Unfortunately, I am worn out from a loooooong, but productive, day.
I will make you cry at another time.
Filed under: car sales
Hey Snoop. Great news. I am happy to hear that you did pull one reasonable month out of the hat. Mine went alright. I had 3 fresh spots on the last day of the month and I ended up with 21. Not the best but certainly not even close to the worst of my months.
The factory also let us have a nice spin spiff on selling 7-series out of stock. I got 9 of those. That really is sweet.
Your
Motorist
Another strong month… i am in awe of you…
Ford, on the heals of its’ latest profit news, just cut back on spins…
Don’t be at awe, be hopeful. Once you have put in 10 plus years your average should be also around 20 a month without any problems.
Hi Snoop,
I have been having a conversation with motorist and he mentioned that I maybe talk with you.
I have been offered an interview with a local Ford dealership in their Used Car division. The dealer is well established…by the looks of it. I drive by it regularly and they seem to have a nice line up of vehicles.
I was wondering if you had any “FORD” advice or any “what am I getting myself into advice”
This is a new career venture for me so any help would be appreciated.
Feel free to read over the posts between motorist and myself to get a better idea.
Cheers
Marksie
Anything I should ask or know about in the interview??
Hey Marksie!
Ask away!
I was reading some of the conversation between you and motorist, and I would love to answer whatever I can about working in the business… I have been doing this since October 06, and seem to be doing fairly well at it, putting out at least ten cars a month, and making a good living at it.
I sell primarily new cars, but can sell both new and used. I would recommend starting off in new cars, because it is a good bit easier to learn the craft than starting in used. Most of the newbies that start off in our used car department last three months top, since there are a lot more gray areas in selling used. I personally try to sell at least two used cars a month, since the commission is generally higher on those, but it is also trickier, and as Motorist alluded to it can be a little slimier.
What made selling new cars easier for me as I entered the business is that there is a set price on every vehicle that you start at. It is also easier to sell a brand new car that is flawless than it is to sell one with imperfections on the used lot. You learn how to do that as time passes, but starting out, it makes it a little easier.
I work for a large organization, we say that we are the largest privately held dealership group in the country (I guess it is true), and there are like 18 dealerships in our family all over the Baltimore Washington area. Looking at Motorist’s post on Keynesian Economics you can see where that helps me making some sales (we are not afraid to ‘give some away for market-share’ when we have to). We also have a very strong pay plan that allows me to make far better than the low-end range that you were talking about on Motorist’s Blog.
Selling Fords has some very unique challenges, but also some strong benefits as well. First, everyone knows that the Ford Truck is the best that you can get. F series trucks are our bread and butter, and that will not change… there is a reason that the F-150 is the best selling truck in America, and that you see so many of them on the road. That helps… the truck sells itself. The Mustang also sells itself. When someone wants a Mustang or an F-150 (or a super duty for that matter) you know that they are not going to shop you against dodge or chevy… both of those trucks are cheaper, but they are also cheaper, if you catch my drift.
I like what Ford is doing as far as gaining traction on quality and styling. The Fusion is a strong car, and I think it is poised to only get stronger… it is an easy sell once people drive it. The Edge is the same, an easy sell once someone drives it.
Our weakest product right now (in my opinion) is the Focus, but that is getting redesigned for 08, and is going to be strong, I believe.
As far as challenges go, we are up against Toyota and the imports that have historically done a better job of keeping their line-ups fresh, and attractive to the younger consumer. Ford has missed the boat there. We also are an American company that gives us two distinct disadvantages. First, every time that there is a serious recall, or major screw-up, it is EVERYWHERE (compare that to the new Toyota Tundra which had a huge recall due to engines blowing up… didn’t hear about that, did you?). The second one (and this can be touchy) a huge percentage of the price of every car we make goes to paying the pensions and health care of the legions of retired workers… something that the imports don’t have to worry about quite so much.
The big thing that you need to find out is how are you going to be paid during your training (is it a draw, or is it salary?) and whether there is a commitment to training.
What else can I answer for you?
THANKS!!
You guys have been a huge help.
Lets say someone comes in looking for a car…new/used doesnt really matter. I am the first one they see or approach. We walk around the lot and they see a brand new “whatever”. Since I am the used car guy do I have to pass it on to a new car sales rep?
How long does training usually last? I know you mentioned to ask about pay structure while training but how long on average before I will be permitted to sell? I had a GM of another dealership recently tell me that they would pay minimum wage for the first bit. Is that fair?
Thanks for the help and sorry for the questions
This is the link to the actual dealership.
http://www.highburyford.com/
Cheers
Marksie
Your questions are mostly dealer dependent… At my store, I can sell new or used, it does not matter. Sometimes a new guy will turn over a customer if they do not feel comfortable cross selling.
At my store, the training period lasted anywhere from one to three months (depending on when you wanted to stop) and was salaried. You were paid $2500 a month plus a little extra depending on how many you sell.
We were allowed to sell as soon as we felt comfortable (my first sale was three days into my new career), but like I said, different places work differently.
Whichever direction you go, make sure that you find a place that you feel comfortable in, where you have a rapport with your managers, and enjoy the people. The first few months that you work there (or more) you will be living there, so you need to like the place and the people…
What else can I answer for you?
WOW $2500 a month. A little better then minimum wage. Was that a draw??
I will let you know after the interview I guess how things go and maybe you could offer some more incite after that.
Cheers
Marksy
That was not a draw, it was salary.
I would encourage you to consider starting in new… might make your learning process a little easier…
Hey Snoop,
Well the manager that contacted me from FORD regarding the sales position has not not spoken with me since the weekend. He originally sent me an email asking when I could come in for an interview? I responded by telling him anytime Monday ( This was saturday ). By my mistake monday was a holiday here in Canada. I called him right away and apoligized for suggesting monday and that I am free whenever is convenient with them. To be honest with you…he was very rude and abrubt with his response. ” Yeah we are not open monday its a holiday, we will talk on tuesday when we are going to do interviews and I will get back to you…thanks…bye.” That was it. Havent heard anything since. I called and left voicemail but nothing. I have been told by others that if I am going to go into car sales to make sure I have a good management team…by the sounds of it and his tone of voice this guy is a as^&*(*ole.
I did receive a phone call today though from the General Motors New Car Sales manager that I was speaking to motorist about. I know you are a FORD guy but what are your impressions of GM?? You had mentioned that new cars would be the best direction for me. It seems to be a large lot and they have been very nice over the phone and in other converstations. What would be a fair goal to set in terms of units? What is a decent commisions per unit? Anything else I should be looking for?
Sorry for the lengthy post.
Cheers
Marksy