Facts About
Auto Sales
What you think
vs.
What is real
“We MakeYou Profit”
Facts About Auto Sales
Percentage of Customers that Decided
that They Were Going to Buy aVehicle
Before Leaving Home
Facts About Auto Sales
Percentage of Customers that Decided
that They Were Going to Buy aVehicle
Before Leaving Home
85%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Considering
Fewer Than 3 Makes of
Vehicles Prior to Shopping
Facts About Auto Sales
Percentage of Customers Considering
Fewer Than 3 Makes of
Vehicles Prior to Shopping
82%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Who Told a
Sales Person They Were “Just Shopping”
Facts About Auto Sales
Percentage of Customers Who Told a
Sales Person They Were “Just Shopping”
72%
Facts About Auto Sales
Percentage of Customers Who Told a
Sales Person They Were “Just Shopping”
72%
Facts About Auto Sales
So how do we meet ‘em...
Facts About Auto Sales
Number of Actual Hours The Average
Customer Spends Shopping
for a NewVehicle
(Including Internet)
Facts About Auto Sales
Number of Actual Hours The Average
Customer Spends Shopping
for a NewVehicle
(Including Internet)
10
Facts About Auto Sales
Facts About Auto Sales
Average Number of Actual Shopping Days
a Customer Spends A Dealerships
Facts About Auto Sales
Average Number of Actual Shopping Days
a Customer Spends A Dealerships
4
Facts About Auto Sales
Facts About Auto Sales
Average Number of Days a Customer
Takes From First Dealer
Visit Until Purchase
Facts About Auto Sales
Average Number of Days a Customer
Takes From First Dealer
Visit Until Purchase
14
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Who Buy On
FirstVisit to a Dealership
Facts About Auto Sales
Percentage of Customers Who Buy On
FirstVisit to a Dealership
20%
Facts About Auto Sales
Percentage of Customers Who Buy On
FirstVisit to a Dealership
20%
Facts About Auto Sales
About your closing ratio?
Facts About Auto Sales
Percentage of Customers Who Bought
Within 3 Days From the Day
They Began Looking
Facts About Auto Sales
Percentage of Customers Who Bought
Within 3 Days From the Day
They Began Looking
57%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers That Come
With 3rd Party Information...WHY?
Facts About Auto Sales
Percentage of Customers That Come
With 3rd Party Information...WHY?
76%
Facts About Auto Sales
Percentage of Customers That Come
With 3rd Party Information...WHY?
76%
Facts About Auto Sales
So what would be the next q...
Facts About Auto Sales
Number of Dealerships The Average
Customer Shopped Prior
To Making a Purchase
(Including Internet)
Facts About Auto Sales
Number of Dealerships The Average
Customer Shopped Prior
To Making a Purchase
(Including Internet)
5
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Not Followed-Up
When They Left Dealerships
Without Making a Purchase
Facts About Auto Sales
Percentage of Customers Not Followed-Up
When They Left Dealerships
Without Making a Purchase
90%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Who Will
Become “Be-Backs” With a
Good Follow-Up Program
Facts About Auto Sales
Percentage of Customers Who Will
Become “Be-Backs” With a
Good Follow-Up Program
33%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Who Return to
the Store (Be-Backs) Who
Purchase aVehicle
Facts About Auto Sales
Percentage of Customers Who Return to
the Store (Be-Backs) Who
Purchase aVehicle
67%
Facts About Auto Sales
Facts About Auto Sales
Number of Customers The Average Sales
Person Sees and Talks Face to Face
Each Day
Facts About Auto Sales
Number of Customers The Average Sales
Person Sees and Talks Face to Face
Each Day
2.7
Facts About Auto Sales
Facts About Auto Sales
Percentage of Selling Situations the Sales
Person Properly Established Rapport,
Qualified and Controlled the Prospect
Facts...
Percentage of Selling Situations the Sales
Person Properly Established Rapport,
Qualified and Controlled the Prospect
18%
F...
Facts About Auto Sales
Percentage of Customers Who Did Not
Feel They Got a Good Product
Presentation and Demo Ride
Facts About Auto Sales
Percentage of Customers Who Did Not
Feel They Got a Good Product
Presentation and Demo Ride
88%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Who Want to
Drive theVehicle Before They But It
Facts About Auto Sales
Percentage of Customers Who Want to
Drive theVehicle Before They But It
99%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Who Purchased
Within 4 Hours After Shopping
at the First Lot
Facts About Auto Sales
Percentage of Customers Who Purchased
Within 4 Hours After Shopping
at the First Lot
38%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Who Purchased
OnThe Spot When They Did Receive a
Good Product Presentation
and Demonstration
Facts...
Percentage of Customers Who Purchased
OnThe Spot When They Did Receive a
Good Product Presentation
and Demonstration
50%
F...
Facts About Auto Sales
Percentage of Customers Who Had No
Specific Plan to From the Same Sales
Person or Dealership
Facts About Auto Sales
Percentage of Customers Who Had No
Specific Plan to From the Same Sales
Person or Dealership
88%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Customers Who Could Not
Recall Sales Person’s 12 Months
After the Sale
Facts About Auto Sales
Percentage of Customers Who Could Not
Recall Sales Person’s 12 Months
After the Sale
82%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Average Dealership’s Total
Vehicle Sales Made to Customers New to
That Dealership
Facts About Auto Sales
Percentage of Average Dealership’s Total
Vehicle Sales Made to Customers New to
That Dealership
55%
Facts About Auto Sales
Facts About Auto Sales
Percentage of Owners Contacted About
Purchasing AnotherVehicle After Delivery
Facts About Auto Sales
Percentage of Owners Contacted About
Purchasing AnotherVehicle After Delivery
10%
Facts About Auto Sales
Percentage of Owners Contacted About
Purchasing AnotherVehicle After Delivery
10%
Facts About Auto Sales
90% Not followed-...
Facts About Auto Sales
Percentage of Time the Average Sales
Manager Spends Working Directly With
The Sales Force
Facts About Auto Sales
Percentage of Time the Average Sales
Manager Spends Working Directly With
The Sales Force
18%
Facts About Auto Sales
Percentage of Time the Average Sales
Manager Spends Working Directly With
The Sales Force
18%
Facts About Auto Sales
So wh...
Facts About Auto Sales
What is Happening in Our Showrooms?
• Only 20% Will Buy on the FirstVisit to a
Dealership - 80%Won’t.What’s your closing ratio
again?
• But 33% Will Return to...
• Only 20% Will Buy on the FirstVisit to a
Dealership - 80%Won’t.What’s your closing ratio
again?
• But 33% Will Return to...
Facts About Auto Sales
Average Sales Manager Spends Only
Facts About Auto Sales
Average Sales Manager Spends Only
18%
Facts About Auto Sales
Average Sales Manager Spends Only
18%
Facts About Auto Sales
Of the Day Working Directly With the
Sales Force!
Facts About Auto Sales
Closing Ratio - 3 Best Questions
1. Are you just shopping?
2. Are you looking for the best deals?
3...
Facts About Auto Sales
Follow-up - What is 5% Worth?
Take Total Retail Sales - Ex.: New + Used = 100
20% Closing Ratio - M...
Facts About Auto Sales
Follow-up - What is 5% Worth?
Take Total Retail Sales - Ex.: New + Used = 100
20% Closing Ratio - M...
Facts About Auto Sales
What if we don’t close
a sale today? This 80%!
• When should we follow-up?
• How should we follow-u...
Facts About Auto Sales
What if we don’t close
a sale today? This 80%!
• When should we follow-up?
• How should we follow-u...
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Auto sales-facts

  1. 1. Facts About Auto Sales What you think vs. What is real “We MakeYou Profit”
  2. 2. Facts About Auto Sales
  3. 3. Percentage of Customers that Decided that They Were Going to Buy aVehicle Before Leaving Home Facts About Auto Sales
  4. 4. Percentage of Customers that Decided that They Were Going to Buy aVehicle Before Leaving Home 85% Facts About Auto Sales
  5. 5. Facts About Auto Sales
  6. 6. Percentage of Customers Considering Fewer Than 3 Makes of Vehicles Prior to Shopping Facts About Auto Sales
  7. 7. Percentage of Customers Considering Fewer Than 3 Makes of Vehicles Prior to Shopping 82% Facts About Auto Sales
  8. 8. Facts About Auto Sales
  9. 9. Percentage of Customers Who Told a Sales Person They Were “Just Shopping” Facts About Auto Sales
  10. 10. Percentage of Customers Who Told a Sales Person They Were “Just Shopping” 72% Facts About Auto Sales
  11. 11. Percentage of Customers Who Told a Sales Person They Were “Just Shopping” 72% Facts About Auto Sales So how do we meet ‘em and greet ‘em?
  12. 12. Facts About Auto Sales
  13. 13. Number of Actual Hours The Average Customer Spends Shopping for a NewVehicle (Including Internet) Facts About Auto Sales
  14. 14. Number of Actual Hours The Average Customer Spends Shopping for a NewVehicle (Including Internet) 10 Facts About Auto Sales
  15. 15. Facts About Auto Sales
  16. 16. Average Number of Actual Shopping Days a Customer Spends A Dealerships Facts About Auto Sales
  17. 17. Average Number of Actual Shopping Days a Customer Spends A Dealerships 4 Facts About Auto Sales
  18. 18. Facts About Auto Sales
  19. 19. Average Number of Days a Customer Takes From First Dealer Visit Until Purchase Facts About Auto Sales
  20. 20. Average Number of Days a Customer Takes From First Dealer Visit Until Purchase 14 Facts About Auto Sales
  21. 21. Facts About Auto Sales
  22. 22. Percentage of Customers Who Buy On FirstVisit to a Dealership Facts About Auto Sales
  23. 23. Percentage of Customers Who Buy On FirstVisit to a Dealership 20% Facts About Auto Sales
  24. 24. Percentage of Customers Who Buy On FirstVisit to a Dealership 20% Facts About Auto Sales About your closing ratio?
  25. 25. Facts About Auto Sales
  26. 26. Percentage of Customers Who Bought Within 3 Days From the Day They Began Looking Facts About Auto Sales
  27. 27. Percentage of Customers Who Bought Within 3 Days From the Day They Began Looking 57% Facts About Auto Sales
  28. 28. Facts About Auto Sales
  29. 29. Percentage of Customers That Come With 3rd Party Information...WHY? Facts About Auto Sales
  30. 30. Percentage of Customers That Come With 3rd Party Information...WHY? 76% Facts About Auto Sales
  31. 31. Percentage of Customers That Come With 3rd Party Information...WHY? 76% Facts About Auto Sales So what would be the next question we ask them?
  32. 32. Facts About Auto Sales
  33. 33. Number of Dealerships The Average Customer Shopped Prior To Making a Purchase (Including Internet) Facts About Auto Sales
  34. 34. Number of Dealerships The Average Customer Shopped Prior To Making a Purchase (Including Internet) 5 Facts About Auto Sales
  35. 35. Facts About Auto Sales
  36. 36. Percentage of Customers Not Followed-Up When They Left Dealerships Without Making a Purchase Facts About Auto Sales
  37. 37. Percentage of Customers Not Followed-Up When They Left Dealerships Without Making a Purchase 90% Facts About Auto Sales
  38. 38. Facts About Auto Sales
  39. 39. Percentage of Customers Who Will Become “Be-Backs” With a Good Follow-Up Program Facts About Auto Sales
  40. 40. Percentage of Customers Who Will Become “Be-Backs” With a Good Follow-Up Program 33% Facts About Auto Sales
  41. 41. Facts About Auto Sales
  42. 42. Percentage of Customers Who Return to the Store (Be-Backs) Who Purchase aVehicle Facts About Auto Sales
  43. 43. Percentage of Customers Who Return to the Store (Be-Backs) Who Purchase aVehicle 67% Facts About Auto Sales
  44. 44. Facts About Auto Sales
  45. 45. Number of Customers The Average Sales Person Sees and Talks Face to Face Each Day Facts About Auto Sales
  46. 46. Number of Customers The Average Sales Person Sees and Talks Face to Face Each Day 2.7 Facts About Auto Sales
  47. 47. Facts About Auto Sales
  48. 48. Percentage of Selling Situations the Sales Person Properly Established Rapport, Qualified and Controlled the Prospect Facts About Auto Sales
  49. 49. Percentage of Selling Situations the Sales Person Properly Established Rapport, Qualified and Controlled the Prospect 18% Facts About Auto Sales
  50. 50. Facts About Auto Sales
  51. 51. Percentage of Customers Who Did Not Feel They Got a Good Product Presentation and Demo Ride Facts About Auto Sales
  52. 52. Percentage of Customers Who Did Not Feel They Got a Good Product Presentation and Demo Ride 88% Facts About Auto Sales
  53. 53. Facts About Auto Sales
  54. 54. Percentage of Customers Who Want to Drive theVehicle Before They But It Facts About Auto Sales
  55. 55. Percentage of Customers Who Want to Drive theVehicle Before They But It 99% Facts About Auto Sales
  56. 56. Facts About Auto Sales
  57. 57. Percentage of Customers Who Purchased Within 4 Hours After Shopping at the First Lot Facts About Auto Sales
  58. 58. Percentage of Customers Who Purchased Within 4 Hours After Shopping at the First Lot 38% Facts About Auto Sales
  59. 59. Facts About Auto Sales
  60. 60. Percentage of Customers Who Purchased OnThe Spot When They Did Receive a Good Product Presentation and Demonstration Facts About Auto Sales
  61. 61. Percentage of Customers Who Purchased OnThe Spot When They Did Receive a Good Product Presentation and Demonstration 50% Facts About Auto Sales
  62. 62. Facts About Auto Sales
  63. 63. Percentage of Customers Who Had No Specific Plan to From the Same Sales Person or Dealership Facts About Auto Sales
  64. 64. Percentage of Customers Who Had No Specific Plan to From the Same Sales Person or Dealership 88% Facts About Auto Sales
  65. 65. Facts About Auto Sales
  66. 66. Percentage of Customers Who Could Not Recall Sales Person’s 12 Months After the Sale Facts About Auto Sales
  67. 67. Percentage of Customers Who Could Not Recall Sales Person’s 12 Months After the Sale 82% Facts About Auto Sales
  68. 68. Facts About Auto Sales
  69. 69. Percentage of Average Dealership’s Total Vehicle Sales Made to Customers New to That Dealership Facts About Auto Sales
  70. 70. Percentage of Average Dealership’s Total Vehicle Sales Made to Customers New to That Dealership 55% Facts About Auto Sales
  71. 71. Facts About Auto Sales
  72. 72. Percentage of Owners Contacted About Purchasing AnotherVehicle After Delivery Facts About Auto Sales
  73. 73. Percentage of Owners Contacted About Purchasing AnotherVehicle After Delivery 10% Facts About Auto Sales
  74. 74. Percentage of Owners Contacted About Purchasing AnotherVehicle After Delivery 10% Facts About Auto Sales 90% Not followed-up with...sound familiar?
  75. 75. Facts About Auto Sales
  76. 76. Percentage of Time the Average Sales Manager Spends Working Directly With The Sales Force Facts About Auto Sales
  77. 77. Percentage of Time the Average Sales Manager Spends Working Directly With The Sales Force 18% Facts About Auto Sales
  78. 78. Percentage of Time the Average Sales Manager Spends Working Directly With The Sales Force 18% Facts About Auto Sales So what’s the last question to ask the customer?
  79. 79. Facts About Auto Sales What is Happening in Our Showrooms?
  80. 80. • Only 20% Will Buy on the FirstVisit to a Dealership - 80%Won’t.What’s your closing ratio again? • But 33% Will Return to the Dealership (be-backs) With Good Follow-up • And 67% of Customers Who Do Return (be-backs) Will Purchase Facts About Auto Sales What is Happening in Our Showrooms?
  81. 81. • Only 20% Will Buy on the FirstVisit to a Dealership - 80%Won’t.What’s your closing ratio again? • But 33% Will Return to the Dealership (be-backs) With Good Follow-up • And 67% of Customers Who Do Return (be-backs) Will Purchase Facts About Auto Sales What is Happening in Our Showrooms? 17% Opportunity
  82. 82. Facts About Auto Sales
  83. 83. Average Sales Manager Spends Only Facts About Auto Sales
  84. 84. Average Sales Manager Spends Only 18% Facts About Auto Sales
  85. 85. Average Sales Manager Spends Only 18% Facts About Auto Sales Of the Day Working Directly With the Sales Force!
  86. 86. Facts About Auto Sales Closing Ratio - 3 Best Questions 1. Are you just shopping? 2. Are you looking for the best deals? 3. Can I introduce you to our Sales Manager?
  87. 87. Facts About Auto Sales Follow-up - What is 5% Worth? Take Total Retail Sales - Ex.: New + Used = 100 20% Closing Ratio - Multiply by 4 = 400 Unsold 400 x 5% = 20 units 20 x ATG $2,000 = Additional $40,000 $40,000 x 12 = $480,000 annually Ex.: 100... your sales as a % x the $480K?
  88. 88. Facts About Auto Sales Follow-up - What is 5% Worth? Take Total Retail Sales - Ex.: New + Used = 100 20% Closing Ratio - Multiply by 4 = 400 Unsold 400 x 5% = 20 units 20 x ATG $2,000 = Additional $40,000 $40,000 x 12 = $480,000 annually Ex.: 100... your sales as a % x the $480K? What if your closing ratio is less than 20%?
  89. 89. Facts About Auto Sales What if we don’t close a sale today? This 80%! • When should we follow-up? • How should we follow-up? • Who should follow-up? • Why? Because...
  90. 90. Facts About Auto Sales What if we don’t close a sale today? This 80%! • When should we follow-up? • How should we follow-up? • Who should follow-up? • Why? Because... 33% Will Be Back & 67% of Them Will Buy 17% More Sales!
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