The Car Salesman's Thread

[theboyfold]

As a 'punter' I've always wondered how many cars you would expect to sell a month. I know this varies by size of the dealer, so I'd be interested to hear.

[daemon]

theboyfold said:

As a 'punter' I've always wondered how many cars you would expect to sell a month. I know this varies by size of the dealer, so I'd be interested to hear.

I was averaging around 25 a month until october / november time. Its been around 20 cars a month since. December was 19. 3 this month so far.

Limitations for me exceeding 25 cars a month are - cashflow, supply of quality used cars at a reasonable price and the number of hours in a day!! Up at around the 25 cars a month i work around 70 hrs a week.

[Zwolf]

theboyfold said:

As a 'punter' I've always wondered how many cars you would expect to sell a month. I know this varies by size of the dealer, so I'd be interested to hear.

It does depend on whether you're a sales bod in a dealership, a trader working alone, an independent marque specialist, if in a dealership, whether it's a volume, prestige or niche brand or trade centre/car supermarket etc.

There's no single number that's universally applicable. Dealer individual salesman targets can vary from 100-300+ units pa for example, so 2 a week to a deal a day. Subject to the type of stock they deal in, one man-band traders are pretty similar in terms of sales to the public, but they'll also do quite a bit of trade-to-trade dealing, to the extent that some end up dropping the hassle of retail sales altogether.

My own background is in prestige franchised dealership environment and targets were 10-15 per month with an annual expectation of 140 units (+/- 10) with other things like achieving particular rates of penetration for finance, paint protection, GAP insurance, dealer-fit accessories etc, all targeted accordingly to make up your total OTE.

[LouD86]

MK4 Slowride said:

I've done two today both on finance with products, so 5 for the month so far.

I did 24 cars in December!!!

No nutters for me today, the new guy is getting them all. He's done a fair few free valuations today and has lots of people 'thinking about it'.

Nice December buddy! Thats impressive! Managed 9, so I cried! 3 today, all with both products, and accessories, on PCP. So happy days for me, all used too, which is nice for the paypack!! Used target for the month hit, new only 3 off now!!

theboyfold said:

As a 'punter' I've always wondered how many cars you would expect to sell a month. I know this varies by size of the dealer, so I'd be interested to hear.

Im targeted 160 over the year, with 60 pcp cases, 45% Penetration on Paint Protection, and 30% on Gap.

[tim0409]

Can I just ask what people think about highh pressure sales?

I worked part time in a small independent garage (around 30 cars in stock) when I was studying and it was very relaxed - there was an office/flat above complete with snooker table, kitchen and sofa's - if a buyer was having a look (you could see on cctv) you had a wander down, asked if they needed help and if not you would be upstairs if they wanted you. It was all very relaxed and friendly and this is what the owner wanted to achieve - it was a great place to work and we sold lots and lots of cars - customers always said they kept coming back because of the relaxed approach. I personally hate the high pressure techniques you find in main dealers and it really turns me off but I suppose it must work.

[IrrElephant]

Renault checking in here, busy afternoon, one New (got a girl out of her battered clio with £1300 neg) one used.

2 yesterday which was nice, both used.

Not a fantastic start to the month, but definitely had worse!

[blade7]

I think some people are natural sales guys and others don't know how to face people, I've dealt with salesmen that closed a sale when I was just looking and others that made me walk when I intended to buy, whilst it's true you are buying the product not the seller I'd rather give a genuine guy a bit more than deal with a smug git .

[lazyitus]

Back in the day...

When I was selling vans, we had a customer from hell. So obnoxious. You know the type, "Tell me - why should I buy YOUR van" as they settle down to analyse your sales technique. This guy really irked me. A lot.

Just falling short of telling him to sod off and buy one elsewhere for various reasons, we reached a deal but he was SO annoyingly annoying. He suggested our cost of plylining the interior for a couple of hundred was outrageous and that he'd "Do it myself, I'm not being ripped off...." blah, blah, blah..

Imagine my utter, utter, UTTER elation as he arrived at our bodyshop a few days after delivery with about 8 screws drilled from inside out, straight through his plylining attempt and out through the side of the van.

Have that, you bd awkward tosser.

[daemon]

IrrElephant said:

Renault checking in here, busy afternoon, one New (got a girl out of her battered clio with £1300 neg) one used.

2 yesterday which was nice, both used.

Not a fantastic start to the month, but definitely had worse!

+1

Three since i started back on tuesday - one of which i'd had for months.

Great deal on a MINI today, with a well priced Yaris as a trade in.

[LouD86]

Sounds like its been going well for us guys then!!

As for the post earlier about high pressured sales, I think it depends on your targets, and your sales managers! I like to think we are fairly relaxed, today for example, its suit trousers, shirt, but no tie. Ill happily spend two hours with someone, went through four cups of tea with one lady, her husband wasnt drinking quite so much.

Its nice to relax, and get to know your customer, ill never pressure one down, and as a result, I like to believe its why my CSI is always consistantly high, and my customers always return. Yup, maybe I loose the odd sale by not pushing hard enough, but if I had to push that hard, then really, I wouldnt have enjoyed it, nor the customer.

You guys find its appointments your selling to early in the year, or walk ins? We arent getting much foot traffic, so scrolling through files of the last few years, working out good sales!

[GBDG]

I'm amazed by Guardx (or similar) expected sales rates. You could employ a professional detailer to do an awesome job for less money, it's never made much sense to me - I thought it would only have a low take-up rate.

One thing I always wondered about - why do sales people leave you sat around for so long while they go and "speak to the boss" - it's obvious they're just having a chat/brew and aren't hammering out some hard negotiation. Is it to do with people becoming more comfortable with the deal the longer they wait? Does it increase conversion?

[LouD86]

GBDG said:

I'm amazed by Guardx (or similar) expected sales rates. You could employ a professional detailer to do an awesome job for less money, it's never made much sense to me - I thought it would only have a low take-up rate.

One thing I always wondered about - why do sales people leave you sat around for so long while they go and "speak to the boss" - it's obvious they're just having a chat/brew and aren't hammering out some hard negotiation. Is it to do with people becoming more comfortable with the deal the longer they wait? Does it increase conversion?

The paint and interior protection is mainly sold on the interior protection I believe. You Scotch Guard your sofas that cost you 3k, that you sit on without your shoes, or dirty clothes, why not your 20k car, that you get into with shoes on, eat and drink in, and have dirty clothes generally? But everyone is different.

As for sales people leaving you for a while. Ive never drawn it out longer than need be. Time taken can be for a majority of reasons, one sales manager and two or more salesmen trying to talk to him at the same time, the boss trying to work out finance figures, or different monthlys on PCP, trying to get a better trade in by calling round traders, the works! I would say 90% of the time is spent working in your favour, not wasting time and having a brew!

[cheadle hulme]

IrrElephant said:

Renault checking in here, busy afternoon, one New (got a girl out of her battered clio with £1300 neg) one used.

Whats this mean?

[LouD86]

cheadle hulme said:

IrrElephant said:

Renault checking in here, busy afternoon, one New (got a girl out of her battered clio with £1300 neg) one used.

Whats this mean?

That her clio, battered as it was, was worth £1300 less than she owed on finance for the vehicle. I.e. she had 4k left to pay, car was worth 2.7k. We fight hard to get customers out of situations like that!

[Zwolf]

LouD86 said:

As for sales people leaving you for a while. Ive never drawn it out longer than need be. Time taken can be for a majority of reasons, one sales manager and two or more salesmen trying to talk to him at the same time, the boss trying to work out finance figures, or different monthlys on PCP, trying to get a better trade in by calling round traders, the works! I would say 90% of the time is spent working in your favour, not wasting time and having a brew!

Absolutely that. I've had rows with SMs before now as they've kept my customers and I waiting so long to get off the phone to other SMs/the MD/DP having a chinwag about nothing of consequence - on one occasion so long the customer walked. I went ballistic that time as prior to that stage, things had been going well and heading the right way towards a deal.

We're not paid to drink tea or chat with our boss when there are prospective buyers sat at our desks, we're paid to do those deals and keep those people happy with the service. It's never in our interest to take longer than needed to move forward to the next stage of the process, whichever stage we're at. We don't like our time wasted by our bosses any more than you like yours wasted by us.

[Mattt]

Is there better commission on add-ons than cars?

Last time I went to BMW (Inchcape) it was utterly ridiculous how the salesman kept banging on about 'dent insurance' and 'kerbing insurance' despite my continual protestations that I just wanted to discuss a deal on the car, nothing else. Walked in the end, his loss!

[Deva Link]

woody2846 said:

I have another chap who each time he comes in to service his current car ends up buying another!

I honestly believe (as a salesman in another field) that more customers would do that if only you car sales guys didn't all bury your heads or look away when service customers come in!

Ask the customer if he's seen the latest version of his car, show him the new features, tell him about the better NCAP rating and MPG. Do some SELLING !!!

[LouD86]

Deva Link said:

I honestly believe (as a salesman in another field) that more customers would do that if only you car sales guys didn't all bury your heads or look away when service customers come in!

Ask the customer if he's seen the latest version of his car, show him the new features, tell him about the better NCAP rating and MPG. Do some SELLING !!!

Everytime! I call my customers to remind them to book in for their service, then catch them when they are in! Hence im a successful salesman, earning quite good money!!

[Save Ferris]

Mattt said:

Is there better commission on add-ons than cars?

Dealers/franchises will obviously have different pay structures, but for me it's a flat rate for a new car, and a % of retained profit on used.

So 'just' selling a car doesn't really pay a geat deal (new in particular) You really earn the money on selling paint protection, GAP insurance, accesories, finance....

[LouD86]

Zwolf said:

Absolutely that. I've had rows with SMs before now as they've kept my customers and I waiting so long to get off the phone to other SMs/the MD/DP having a chinwag about nothing of consequence - on one occasion so long the customer walked. I went ballistic that time as prior to that stage, things had been going well and heading the right way towards a deal.

I have introduced my SM to "Tone" a few times, chatting about golf, and meeting down the pub, sod off, I want to earn money and keep the customer happy!! Trust us customers, the quicker we can get it done, the quicker youll walk out the door happy, and we can move onto the next customer, and earn more money! We wont waste your time if we can avoid it, its wasting our time!