- Jul 6, 2010
- 103
- 58
- Awards
- 3
- First Name
- Baron
Hey all,
So, running a BDC, when discussing our lease specials, I have told the Reps not to get into money down, taxes, or inceptions, etc. Make the appointments and let the salespeople do their jobs when the customer comes in. Reasoning, that customers know that there are the intangibles behind the lease, and two you chase them away when you start talking thousands out of pocket. I've now been told not to do that, as sometimes people get upset when the lease is broken out in-store. When I asked how else they would like me to do it, or input on a different approach, other than breaking out the entire lease (which I've NEVER had rotational Reps do in 20 years), I was told "You're the BDC guy. You figure it out.", and that is the 100% accurate quote.
Second, referencing retail retention customers, I use the old stand-by with a slight modification, "Would you be interested if we can keep your DEAL (not payment) close to the same as last time (this addresses the fact that they may have put thousands down last time), and I was told not to do that either. So, for retail retention, someone who is 30-months into a 60-month term, "yes" we want to hit upgrades and such from their last vehicle, present warranty termination, or even the possibility of leasing, but failing those (and most of the time there is no sizzle to those steaks), what are some Processes you are all using that I am just not thinking of?
So, running a BDC, when discussing our lease specials, I have told the Reps not to get into money down, taxes, or inceptions, etc. Make the appointments and let the salespeople do their jobs when the customer comes in. Reasoning, that customers know that there are the intangibles behind the lease, and two you chase them away when you start talking thousands out of pocket. I've now been told not to do that, as sometimes people get upset when the lease is broken out in-store. When I asked how else they would like me to do it, or input on a different approach, other than breaking out the entire lease (which I've NEVER had rotational Reps do in 20 years), I was told "You're the BDC guy. You figure it out.", and that is the 100% accurate quote.
Second, referencing retail retention customers, I use the old stand-by with a slight modification, "Would you be interested if we can keep your DEAL (not payment) close to the same as last time (this addresses the fact that they may have put thousands down last time), and I was told not to do that either. So, for retail retention, someone who is 30-months into a 60-month term, "yes" we want to hit upgrades and such from their last vehicle, present warranty termination, or even the possibility of leasing, but failing those (and most of the time there is no sizzle to those steaks), what are some Processes you are all using that I am just not thinking of?
