2. What Goes Into The Sale

3. The Dellenbach Motors Difference
 50 Years of Excellence
 Family Owned Local Franchise Dealer
 Quality Products and Service
 Well Trained & Knowledgeable Professionals
 Quality Product at Great Values
The Eric A. Wendt Difference
 Work at Dellenbach / Work for my Client
 Strong Qualify and Recommendation Ability
 Sales Training Manager / Mentor
 “Drive Team” Member
 Certified Sales - Chevrolet, Cadillac & Subaru

4. Looking for a Vehicle
 Everyone looking for a vehicle has different reasons,
expectations, needs, wants & budgets
 Figure your Budget & Research Your Options:
Cars.com, Edmunds.com, NADA, Car and Driver…
 Pare down to the vehicle type, make, even a model
 People are driven to a particular type of vehicle based on
taste, history, loyalty, safety, longevity, power, mileage and in
recent years internet driven reviews and information.
 Dealers, are not always vetted thoroughly. Craig’s List, can be
daunting. Many hate the experience of buying a vehicle.
 It does not have to be a bad experience!!!

5. Buy Private vs Buy Dealer
Craig’s List
Pros
 Low Pressure - Generally
 Get a feel for the latest owner
 Perception of Value
Cons
 No Guarantees : Mechanical
 No Additional Warranty
 Would have to have car
checked mechanically at your
expense.
 No ready made finance in
house / No Trade
Franchised Dealer Purchase
Pros
 Frontline Vehicles get
Mechanical, Interior and
Exterior Reconditioning*
 Warranties Often Available
 Finance Options / Trade In
 Trained and Knowledgeable
Sales Professionals
 Diverse Vehicle Options
Cons
 Can get Pressured
 Dealers can play games

6. Variables In The Purchase
 Prefer A Type, Make, And / Or Model?
 What $ Factors Do You Key In On?
- Price?
- Payment?
- Trade Value?
 Buy vs Lease* (*New Cars Only)
 “Do You Have a Trade?”
 $ Down: If Financing or Leasing
 Payment and Term

7. What A Great Automotive Dealer Offers
 Trained and Knowledgeable Sales Staff
- Even though they are employed by dealer, they
should be looking out for the Client First.
 Sales Staff With The Ability To Qualify The Client On
Many Levels; Needs, Vehicle, Finance, & Budget
 Sales Staff That Is Knowledgeable With Features And
Benefits of All Vehicles – Thorough Walk Around
 Respects Your Time: Communicate The Ongoing
Process, And What The Client Can Expect. Efficient.
 NO PRESSURE, Informs As Well As Sell!
 Full and Complete Delivery Process – Present To You
All The Knowledge So You Are Comfortable

8. Type / Make / Model
 Coupe: Sporty, Commuter, Personal Vehicle
- Price Range: $$ to $$$$$
 Sedan: Smooth, Commuter, Versatile
- Price Range: $ to $$$
 Crossover: Economical, Sporty, Versatile
- Price Range: $$ to $$$$
 SUV: Family Friendly, Versatile, Capability
- Price Range: $$$ to $$$$$
 4X4 Truck: Versatile, Work, Recreational
- Price Range: $$$$ to $$$$$

9. The Money Factors
A Free Market Determines The Price
Variables:
 Scarcity
 Demand
 Vehicle Condition, Miles, Trim Level, Features and
Options
 Market Research – VAuto Software, MMR, NADA,
Competitive Pricing
 Vehicle Recondition Cost
 Profitability
 Age On Lot – 45 Days

10. The Money Factors
Payments
 Finance: Rule of Thumb - with Good Credit
- 48 Months: $24 per $1,000 Financed
- 60 Months: $20 per $1,000 Financed
- 72 Months: $17 per $1,000 Financed
 Lease: You Rent a Car!
- Cost Determined by:
Term, Capital Reduction (Down Payment, Prorated
Rebates & Incentives), Miles Driven Per Annum, Fees,
Taxes, Rate, MSRP, Sale Value and Residual Value

11. 11
Dealers Determine Trade Value In A Free Market
Variables:
 Scarcity
 Demand
 Vehicle Condition, Miles, Trim Level, Features and
Options
 Market Research – VAuto Software, MMR, NADA,
Competitive Pricing
 Vehicle Recondition Cost
 Profitability
 Age On Lot – 45 Days = Not Moving In Market
The Trade - Money Factors

12. Do’s and Don’ts
 Enjoy The Process – In the End, A New Car Awaits
 If You Are Not Comfortable With The Setting, There
Is Probably Good Reason… Leave And Move On
 Do Not Arrive In A Defensive Position, Set The Tone
In A Positive Light. If It Goes Sideways, It Is On The
Dealer, Not You, The Client.
 Come Prepared. Be Reasonable If Trading A Vehicle,
And Expect Great Value, Service and Quality.
 Allow A Good Salesman, A Trained And Educated
Salesman To Make Enlighten & Recommend.
 DO NOT FILL OUT AN APPLICATION, Until You Agree
On A Vehicle And Terms (WAC).