Desking & Negotiation Potential

What's The Potential You See In Your Dealership?

1.
Pull up your gross and units by the manager who worked the deal. Just print the report from your system and you'll see who can improve.

As you look at reports like these, it's important to always use a 90 day average on any area you want to improve. Why 90 days? Because months fluctuate - while 3 month rolling averages are your trend. We call your 90 day average, your 'current average' in that category because anything past the last 3 months is really just 'history', and is no longer current.

From your report, list the managers who work deals and their current averages for front end gross, F&I gross, deals they work and deals they deliver. Then write in your realistic potential if all managers improve, at least some.

 
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2.
The Math: Seeing the averages by manager in each category, I think if all of our managers improve their Desking & Negotiating skills...
 
a. We could realistically increase our gross by
 
$    per deal
 
b. Our current average number of deals is
 
      units / mo.
 
c. 'a' x 'b' would add good gross of
 
$    per month
 
d. At 60% of 'c' to net, we'd net an extra
 
$    per month
 
e. In one year, that extra net profit would be
 
$    
 
* The math in #2 doesn't include gross from the extra units they'd sell by improving. When you factor that in, the improvements are huge and could take the lowest gross manager to becoming the overall top grossing manager.
3.
WIIFM (What's In It For Me?) If we did a better job of desking and focused more on budget in our negotiations....

I'd personally earn an extra  per month,
and that means I'd make more per year.