Archive for May, 2007
Part 2 of Car Dealer Confessions…by Tug Pullman.
When my intensive car dealership training commenced (about 2 days), I was paired with a veteran used car sales person whom they introduced as my “Mentor”.
This gentleman enjoyed two hobbies: chewing tobacco and collecting the business cards of Sales People who either quit or were fired. His first action as my professional mentor: Showing me his “Wall of Shame”. Under his desk was a cork board, upon which he tacked the business cards of departed Sales People.
He went on to tell me most people don’t make it past the first month in this business. He also showed me the spot reserved for my business card.
Competition can be fierce in the automotive sales field. I didn’t know it then; this was the first overt attempt to “get into my head” by a veteran sales person. They like to keep the ranks thinned out so there were more sales for them. A young intelligent new sales person represented the biggest threat to their sales pipeline and comfortable work life.
Most of these demoralizing head games took place on the “point”. The point is outside of the dealership, closest to the entrance where customers pull in. If you have ever pulled into a dealership and had the feeling that you were raw steak being lowered into the lion cage, then you have visited the point.
For traditional Sales People, this represents their “turf” and the best chance they have to sell a vehicle. The more aggressive they are, the better their chances of landing a customer.
My first trip out to the point began harmlessly enough. Not too long after staking my claim near the front entrance, I was approached by one of the top Sales People. He was an ex-professional pool player and quite slick in a “country” type of way.
He began the conversation normally enough, commenting on the weather and such. Not long into it, he began his spiel about how terrible business was, and how he heard they would be letting several Sales People go at the end of the month. His technique became quite transparent as he continued talking; eventually he walked past me to grab the customer who just parked in the point..
I filed that little maneuver under the title “Chat and Swoop”, a technique he obviously perfected. I was starting to catch on…rather quickly.
Want to know what goes on behind the scenes in a car dealership? What if you knew their tactics?
What if you were one step ahead and took them out of their game? Traditional car dealership salespeople are trained to follow a specific route. If you know their route - now you’re in control.
Discover traditional car dealership tactics in our new section: Car Dealer Confessions. I had the opportunity to sit down and pick the brains of a successful ex-new & used car dealership salesman - Tug Pullman.
I knew right away, when I heard his stories, this is the type of info people needed to know.
Check it out. Share your own stories too…
Planning on packing up the family roadster and doing your best Clark Griswold impression this Memorial Day?
If so, here’s 10 ways to lighten the load on your wallet so you’ve got more to spend at Wally World.
- Drive slower. (Duh!) It does work though. Slow down to the speed limit and you’ll notice how less you stop to fill up again. Let all lead-footers pass on the left - you’ll probably get to your final destination in the same amount of time too…
- Pace along-side big trucks. Truckers try to keep an even pace whether it’s in traffic jams or on the open road. This saves more gas due to less shifting.
- Slower starts. You’re not Jimmie Johnson or Kurt Busch. Lay off the pedal and pull away from the green light nice and easy.
- Lay off the car accessories. You’re not Jay-Z, you’re Clark G. Remember? For long trips - smaller, thinner stock wheels give the best performance. The more tread you have, the less fuel economy you’ll receive.
- Kill the A/C. Mostly at lower speeds that is; at higher speeds it’s actually more efficient. The drag from the open windows may reduce your fuel economy.
- Keep the tire pressure up. Your tire pressure is on the tires & listed in the owner’s manual. (That’s the little book in the glove box behind all of those napkins) Get a tire gauge too & check your pressure before you start driving.
- Get the junk out of your trunk. Stop hauling around those X-mas presents you meant to return in January. The extra weight is killing your gas mileage.
- Replace your air filter. This is one of the biggest reasons why your fuel economy may be so poor. (Other than gas prices) Your engine needs a strong flow of air - a clean air filter accomplishes this. Simple test: Lift your filter up to the sun - no light? Get a new one.
- Don’t drive. This is a simple one…(for the holiday weekend - have everyone over to your house.)
- Get rid of your old car. A lot of newer models get excellent gas mileage today. Take a look at some other models - you may save even more than you thought.
We just couldn’t wait…the Auction Direct USA Super-Ad Contest is back!
A few month’s ago, we ran a contest asking people like you to make their own used car commercial. First prize - $5,000. Congrats to Eric Pratt, of Rochester NY, the winner of the 1st Super Ad Contest.
The videos starting pouring in right away. (I knew someone would take a shot at the other guys in town.)
This is one of my favorites…the guy on the left is great!
Our second contest is for the Atlanta market. So break out your best creative and send it over.
Good luck!
Your graduate worked hard (as far as you know) and its time to finally walk across the stage. What graduate doesn’t pine for their own set of wheels?
If they could choose & money was no object, you would no doubt find yourself shopping for something outrageous like an M5 or a Gallardo.
Being the sensible parent - you’ll make the smartest & safest decision because, hey…you have other things on your mind too!
Here’s the top ten cars for graduates. The selection criteria is based on fuel economy, insurability, reliability, safety, comfort and handling.
- Honda Civic - No brainer…cool styling, reliable and even pretty fast if you opt for the Si model.
- Mazda 3 - Fun to drive, high-end interior and very safe.
- Scion tC - Show how hip you are by knowing what all the kids are into these days…go with the iPod connection add-on for extra points.
- Scion xB - Every graduate needs a slick micro-bus vehicle to haul their friends around in (safely) - and no speeding ticket worries with its 105hp engine.
- Honda Fit - Another high-mileage safe ride; new styling and neat little extras like a zillion storage nooks.
- Ford Mustang - Very fun and very fast…be careful if you buy one - you’ll just end up arguing over who gets to drive it.
- Volkswagen Jetta - Clean styling, highest safety ratings and a super-crisp driving experience.
- Mitsubishi Eclipse - Another new fav of mine with its new styling and engine…opt for the 263hp engine and 650-watt Rockford-Fosgate stereo.
- Nissan Versa - Popular value purchase with its high MPG, spacious interior and safety ratings.
- Pontiac Vibe - Neat little cross-over type of vehicle with optional all-wheel drive, wipe-clean plastic cargo area and adjustable cargo tracks.
The lowest end of this spectrum is about 12k - while the highest point is just over 26k. Shop around for a slightly used model and you’ll knock off several thousand from these numbers…at least.
Here’s an article everyone can benefit from, thanks to CNN, about popular gas-savings myths such as buying gas on Wednesday, restarting your engine and not using your air conditioning.
One fact I took away from it - a little tip about using your cruise control:
- If your car comes equipped with cruise control, make sure you use it, especially on long trips. Edmunds.com’s study revealed that using cruise control at highway speeds offered an average fuel economy savings of 7 percent.
Get the entire story…Gas-Saving Myths
I know - you probably didn’t even realize that Mother’s Day was this Sunday.
If you’re like most men who still can’t remember the date, let this be your friendly reminder. (I’m pretty sure you’ll forget it within 10 minutes of reading this)
Here’s your chance to score some points, whether you’re buying for your wife or for Mom.
Check out this list of Top Ten Cars For Women:
- Honda Fit: newest little compact on the market - cute, fun and affordable.
- Mazda 3: Think BMW 3-Series - without the extra mark-up; she’ll love this one.
- Mazda MX-5 Miata: Impress your wife with this heart-thumping little sports car. (And tick off your neighbors too)
- Volkswagen Jetta: Perfect for the unique wife or Mom who likes to be a little different and knows how to enjoy life.
- Ford Focus: Did you know this was made by Ford Europe? A domestic favorite yet filled with European flair.
- Subaru Forester: Mom’s on the go needing a fun crossover will enjoy its performance and its high safety rating.
- Toyota Camry: A beauty that keeps getting better with age - the new design screams”Classy.”
- Mazda 5: Not my top choice for a Mom’s Day present - but probably the most fun you’ll ever have in a Mini-van.
- Honda Civic: The sensible choice for the sensible woman; a smart, fun way to race around town.
- Mercedes-Benz E-class: Need to make up for last year’s horrendous gift? This will do the trick. Put a bow on it, hand her the keys and watch her glow. (Just remember, you’ll forever need to top this gift!)
Better start looking - you’re running out of time…
It’s a rare site to see: Used car dealererships actually having fun. And how about this - having fun with their customers!
Take a look at the fun Auction Direct USA had with some a ton of their customers. Fun, food and prizes…
If you aren’t having this much fun where you buy cars, then you need to visit one of the Auction Direct stores.
Well…the numbers indicate less & less people this year. Chevy Silverado sales fell 7.2% in April, Ford F-series down 13.7% so far in 2007.
Another spike in gasoline prices and a slow-down in the construction market is a major part of the stalling truck sales.
New truck incentives have reached as high as $5k per vehicle for the Dodge Ram - just about the only thing holding their sales steady.
With new truck prices and gasoline prices going up faster than the tach on an Enzo, you need all the help you can get if you’re in the market for a pick-up truck.
Save some money…just in case you find the desire to get yourself a hemi-grill this summer.
Couldn’t help it…had to show off another monster Mustang muscle car. I’ll make this one brief - you like the pictures more than the words anyway.
What we have here is the GT500KR, from Carroll Shelby. Only 1000 Mustang aficionados will have the pleasure of driving this GT.
This King of the Road packs 540 hp & houses a Tremec 6-speed tranny. A bucket full of extras such as a super-tight suspension package, high-end springs and a mean looking scooped-hood are all tacked on for your enjoyment.
Even so, I’d still be a happy camper spinning the wheels of this ‘03 Mustang GT…