F&I and Showroom, October 2015

Letters 4 F I and Showroom October 2015 Vice President Group Publisher AutoGroup Sherb Brown 310 533 2451 sherb brown@ bobit com Publisher Dealer Group National Sales Manager David Gesualdo 727 947 4027 david gesualdo@ bobit com Editorial Director Gregory Arroyo 310 533 2592 gregory arroyo@ bobit com Senior Editor Brittany Marie Swanson 310 533 2588 brittany swanson@ bobit com Art Director Vince Taroc Graphic Artist Jeff Polman Great Lakes Sales Manager Robert Brown Jr 248 601 2005 robert brown@ bobit com Sales Marketing Coordinator Tracey Tremblay 310 533 2518 tracey tremblay@ bobit com E Media and Print Production Manager Brian Peach 310 533 2548 brian peach@ bobit com Audience Marketing Manager Tony Napoleone Chairman 1961 2014 Edward J Bobit President CEO Ty F Bobit Chief Operating Officer Cyndy Drummey Chief Financial Officer Armand Del Duca Business and Editorial Office Bobit Business Media 3520 Challenger St Torrance CA 90503 Fax 310 533 2503 Change Service Requested Return Address Bobit Business Media PO Box 2703 Torrance CA 90509 Subscription Inquiries 888 239 2455 BobitPubs@ Halldata com Printed in U S A Valuable Tips TO RON REAHARD I watched the video associated with your August column Value Demonstration Page 38 and I just wanted to say that I love this idea of a tip each month Great job Ron Thank you and keep up the good work Steve Hornick Associate Independent Insurance Services Inc Salem Va Not Apple Stores TO MARV ELEAZER I agree with your August column Were Not Apple Stores Page 44 but I would say that its not the customer trying to rush me its my salespeople As soon as I get a deal Im out on the floor communicating with my customers to let them know Ill be right with them even though Im the only F I person at my location Its my salespeople pushing those customers to get me to rush For example this past Saturday I had a customer come in to purchase a motorcycle I kept communicating with the customer who wanted a vehicle service contract on the new bike and to renew an existing VSC as well But not only was my salesperson in my office trying to rush me she went and got my sales manager to boot Long story short because I never got a chance to put numbers together when the customers came back the next day they didnt have the cash to pay because the numbers were never crunched and banks were closed already I lost two VSC sales because of this and the worst part was my general manager and sales manager didnt even care I understand that selling the unit takes priority but I couldve made the dealership more than 1600 for each unit which was very upsetting Richard Cremo Jr Finance Manager Midland Powersports Midland Texas Theres no doubt that rushing causes us all to make mistakes In our business it can be a loss of some pretty big bucks as evidenced by your experience Ive said before that F I has no sex appeal so believing the sales department will ever truly care is fantasy My personal practice when we get busy is to introduce myself to each customer after the deal has been negotiated to reset the clock Give customers some real time expectations and let them know youll be returning for them soon Then right in front of the customer I tell the salesperson to get the car ready for delivery This will preoccupy the salesperson and buy you time to finish the details You can also suggest that the salesperson take the customer over to the service department so they will know where to bring his or her car or bike for service Make sure the salesperson introduces the customer to the service writers and cashiers too It wouldnt hurt to have them meet the sales managers as well MARV ELEAZER At Fault TO BRITTANY MARIE SWANSON I read your Sept 15 online story Dealer Liable for Test Drive Accident Appeals Court Finds and I have to ask Why did this ever go to court The two insurance companies should have settled this amongst themselves along with claims to the injured party Thats why the dealership has insurance as does the customer driving If that car was still in the dealers name its a done deal in most courts regardless of the customers negligence Sorry I wish it was different Howell Clark Owner Clarks Cars Trucks Cleburne Texas