Do Your Salespeople Know Their Inventory?

Have you ever had a customer leave your showroom without buying a car? Of course you have. It happens every day at dealerships all over the country. We know that not everyone shopping is ready to buy today and some customers can even wait months or even a year before they make their buying decision. While some of the reasons customers don’t buy are out of your control, some may have bumps on their credit, others owe more on their trade than it’s worth or maybe you just don’t have the car that fits their needs. Or do you?

If you have customers leaving over selection you may need to ask yourself, do the salespeople know the inventory? It may be time to start training on it and if you are asking how to get that done I would suggest running a used car bullpen. Getting your team in front of the cars they need to sell will help you pick up sales and stop customers from leaving over selection.

So what is a bullpen and how does it work. A bullpen is no more than taking your fresh trades, off lease or auction cars and showing them to your sales team in an organized meeting, before you offer them up for sale. Now that’s the short answer, so lets talk about what makes up a bullpen. Well, the first thing you are going to need are some cars. The next thing you need are your salespeople. This one can be tricky, some of the team, and you know who I mean will think it’s a waste of time. Others will show up just because you told them to and some will get engaged and participate in the exercise. You will have to show them why this is a best practice in todays industry and what it will do for them. Once you have buy in from your team its time to set up your bullpen.

Here are a few tips to pull off a great bullpen.

Start by running the bullpen first thing in the morning, and I would have them twice a week. You want to keep them somewhat short, maybe 4 to 5 minutes per car and depending on the size of your store anywhere from 5 to 10 cars per meeting.

Picking the cars you are going to talk about doesn’t have to be hard. The sales managers should be reviewing all the fresh cars everyday. Using an inventory stock sheet will help to weed out the cars that you can’t sell (Bad cars or junk cars) and whatever is left goes in to your bullpen.

After you have picked the cars for the bullpen put together as much information about each car that you can. If you use pricing software print out the market data and what you think you can sell them for. Make sure you have a history report about the cars and any service that has been done to the them. This is good if the vehicle was a trade or lease turn in. It’s always a good idea to have the salesperson that took the car in on trade to tell the team about it and the customer. Having a good story goes a long way when it comes to selling used cars.

Organizing and running the bullpen can be done by a few different people.  Having the used car manager or an inventory manager run the bullpen makes the most sense. However having anyone on the manager team will work. It is essential to have as much interaction from all the managers on the team to show how important the bullpen is. As well as having the veteran salespeople’s participation will help make the most out of the time. You may even want to invite your service manager to join in, this will give service an idea on how much work may be coming their way. Plus having a service opinion on the cars may help you from putting problem cars on your lot saving you money down the road.

Remember you can stock your lot with all types of cars, but if the salespeople don’t know what’s out there your inventory will sit like boat anchors.

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