CGC Media & PSX Digital Introduce the rebrew of DealerCast 2.0 - Episode 1: (Aged Inventory) Part 2

Hello, and welcome to Dealer Cast two point oh, brought to you by CGC Media and exclusively sponsored by PSX Digital, a moto x company. If

you want to consume more bruised or for more information, go to psxdigital dot com. Let's get this conversation started. Let's brew. That's the COLDI grail.

Now we accomplished it. There's technology accomplished that. We accomplished that with

the mobile app. But you want to make sure that you can request a

too and the TOO come to you and you never lose. Never leave the

customer. Leaving the customer is only good in one situation. In a car

dealership or any dealership for that matter. Car power sports doesn't matter. Leaving

the customer during negotiation to allow them to privately talk, that's the only time that's good. Right Yeah, I mean you should be going to the bathroom

with them. It's like ladies got to the bathroom. I gotta get my

god. Let me show you right where it is. Make sure you do

give them directions to where it is. But I love what you said there,

Larry, about the desk should come to you. So let's isolate a

couple of things here, because the one thing that seems to get away from most car guys throughout the day is the t I m e. Time gets

away from them. They don't know they If they are not habitual in creating

these meetings, it can turn into an hour two hour long meeting. I

know I tend to be a little bit of a wordy individual, especially when I get inspired and I'm pumped up. I mean, put this drag on

and we got a lot of business to go do for the day. At

the same time, we have two different kinds of meetings. You have a

sales meeting and then a save a Deal meeting. Now, oh yeah,

my personal save a deal meeting would be the one on one sessions that I have with each salesperson. They know it's gonna come. I'm calling you up

to the desk, or the desk is coming to you to be able to find out what happened with your specific deals, because me talking to Fred about all of Fred's upcoming deals, what he missed, and the coaching that I give for Fred may give a portion of encouragement or a portion of training and assistance to the other sales pros, but to the guy who's itching during the meeting, to get out of the meeting and go get to work. That's

not going to help. Then, no, no, you never have a

save a deal meeting, and sales meeting is all about what we need to do to sell more what celebrating ourselves, what it takes, what that floor process should look like, and to sell more vehicles. That's it. You

see, Like I said, you should be in and out of this in thirty minutes. So once you're through with that too, you want to talk

about in stock unit opportunities. People that did not we're not. We're looking

for something we didn't have it, but now we do. Come on love

that. So you're supposed to in a sales meeting just for time and for

those taken notes for time that you should have a sales meeting. Depending on

the size of your crew, we do recommend I recommend to be between fifteen to twenty minute. That's what certified solutionaries each. It should be anywhere between

fifteen to thirty minutes at the most. Whole lot of data. Go on.

Now, help give them a little bit of a contrast, because you did explain what a sales meeting should look like. So what should a save

a deal meeting actually sound like and look like for a sales manager with their yeah yeah, to finish out the sales managers report or sales manager's meeting in stock opportunities and these are just hey, look, Jared, Jim, we've got the units in stock. You can get to get a hold of these

customers. See me after the meeting. We'll get in touch with them and

we'll talk about what we need to do to talk about get them back in.

And then your current promotion, anything you've got going on right now, it's got to be in that meeting. And lastly, any deposit units that

have arrived or units order units or anything else that arrived. Those things you

round out your sales meeting. And now this is all about how much more

setting ourself up for the day and how much more business we're going to be able to accomplish by doing this right. And you do it every single day

because every single day you can celebrate. Hey, look, Bill got you

know that we were looking for a Polaris or a Polaris expedition or this type of vehicle, And yesterday Bill got that customer back in and we sold them.

Right, You've got to continue to reinforce how these things work, because what salespeople do is they will go out and we'll do it, and it won't work for us one time, and it'll never work again as far as we're concerned. That's right, XTS. So you want to go through that.

So that saved deal meeting. Now, you know, everybody talks about

how the SAVID deal meeting works, and there's a lot of different versions of SAVID deals meetings. Right in my day, the SAVID deal meeting was held

with the management in the F and I office and we looked at the big whiteboard and how we put these deals together. How much more down payment this

one needed, how many the steps this one needed. It was all about

what we wrote and that was important. But there's so much more out there

now you know now, but now with technology, that SAVID deal meeting really should go back to now we're inside with it should be with management. But

that's the way I look, I've always done it. Let's talk about with

the management, you know, now i'd be talking to the sales the floor manager. Look, yesterday Kaylan had two people that she walked without too.

Now this is what I need you to do. To go talk to Kaylan

to make her understand you just don't walk people because I don't want to have the conversation, and you don't want to have the conversation with Kaylin, and I don't want to have the conversation with Kayln. Why she's no longer with

us because she walked a customer. Walking a customer who's here in the floor,

on the floor is probably the most egregious thing that I can think of in any type of dealership because again, and you've heard me say this before customer visits one point two car dealerships or one point two dealerships, you don't want to be the point too, It's right. So walking customer is just

it's just not done. It's just not done in my store, and it

should be that way in every store, I think, but from my from perspective, it's just not done. So we're going to have we're the first

thing we're going to talk about are the salespeople that walk customers yesterday and why you should what you need to go talk to them about how you coach them, because for me, the floor manager is the coach, the DSM, the GM, he's the head coach. The floor manager, he's the offensive

line coach. That's right, you know, the desk guy. He's the

offensive coachmen. And so I look at this, Okay, I need you

to get on the line and talk about why we don't want to lose customers, why we don't walk them those customers, and then you know, getting down to each of the each individual salesperson on what appointments did we have yesterday that didn't show up that if we haven't already called them, we need to right now and a manager needs to do that. Pick up that phone.

Is there anything I can do? Anything, I can help you with,

anything we can do that we missed this. Come but you want to get

you want to get back on the phone with that customer that an appointment because they need to be reappointed. They should have been reappointed yesterday. Should have

never made it to today. Come on, come on. But if they

did, yeah, but if they did, manager, does it to me?

If you make it twenty four hours and you didn't get reappointed, I want a manager talking to a cut customer today. You know, for us

from in my in my world, in my stores. The bottom line was

is that the sales manager was a coach. If I could go, I

called them sales coaches. They are sales coaches. You are not a desk

guy. I hate that term. I'm going to find the dude that made

that term. I'm gonna drive a railroad spike to his head because the minute,

the minute he did though the minute Weeks called them desk guys, we chained them to the desk. That's what happens, because that's what they hear

it. I stay here and so you're you're sitting on the dead don't want

to come off. As a matter of fact, even Beca showed us they

want them to this salesperson to come to the desk. No, I don't

want to touch the desk. You tell me, I'll come to you.

I will come to you because that's how important you are as my salesperson.

That's how important that customer you're with is to this store. Will come to

you. You don't need to come to us. We'll find you that I

love you are that There's so much that gets stuck inside of the habits of the dealership operation. To where a desk manager can get away with is calling

themselves a desk manager, and that's where they get trapped. If you're one

of the leaders out there that we've had the pleasure of being able to train, You've heard us say to you all how important it is you recognize your main objective isn't to work cardinals. Your main objective as a leader is to

make sure that your sales pros and all of your people are set up for success for the day. This is why it is so vital that you have

these meetings that don't take and are so small compared to the rest of the time that you're spending at the store. But if you're not actually being active

about setting them up for success, the day is going to get away from them, The day is going to get away from you. And we're always

having these reactionary sessions where we're reacting to what we did or didn't do as a cause to what the market's doing to us, rather than being intentional about how we set up our day and the intention that we put inside of each and every hour to the minute of each day. But if a sales manager

or GSM or whatever the role isn't getting together with their people periodically and regularly, it doesn't become a habit. And then from there they have to touch

the desk Otherwise that chairboard and ranger never leaves because they're not actually making themselves do what it takes to set everybody that's in their charge up for success.

And sales managers, that's why you're there. You're not there because you're a

great salesperson. As many of you, managers that are out there have a

habit, and I know a lot of salespeoples go to a lot of meetings where you find out how awesome every time the meeting is you found out how awesome your sales manager is at your job. How great they were at your

job one day in the past they closed this many people. If that customer

was in front of them, they would have shut them down. How many

of you all nearly do backflips hearing your sales manager go on and on about how great they are. I don't give a rip how great they were at

my job. I need to know how great they can make me at what

it is that I am doing. And sales managers, that is the mission

that you have. That is your people to be commandos when it comes to

the phone, when it comes to the lot, and then when it comes to setting up a structure for their day. Do you believe that there is

a misconception sometimes Larry or Fred of what it is that a salesman is supposed to do? I do, I do? Thank you. Oh, it's

not a misconception, it's been we made it this way. What are you

talking? No, no, no, no, no no. You gotta

go back. You got to go back to the mid late seventies, early

eighties to really understand what a sales manager was supposed to do, because back then we taught Clinton McGee, Jackie Cooper, these guys taught sales managers what they were supposed to do. And then somehow when those guys went away and

sales manager, it all became about the desk and who can manipulate the computer to get to this and that, and I mean it was nonsense. The

reality is a sales manager's job is just exactly what it says, sales sales manager, sales manager. You are here to manage the sales. You are

not here to desk the deals. But then we go in further and we

started calling them desk managers so that we could make sure that the what they're doing fit the title, fit what they're doing. That's silly. Realistically,

your sales manager's job again, you should never be on the desk. I

never was on the desk. I walked around with a clipboard and a pen

and if I went back to the desk, it was just a configure payments and or to write up a deal for a salesperson or pencil a deal for a salesperson. And I just needed that computer with me. I wish I

had if I've had technology today, if I had the technology these guys did today, I might not have built the technology these guys, I don't know.

I would love to have done this for all from a iPad and I'm just moving around and I'm just moving around with the iPad in my hand.

Oh, that would have been fantastic. You know, at the end of

the day, that's what you want. You want your sales manager on the

floor talking with the customers, playing with the people, and also you know, doing one on ones at the desk with this customer or with the salesperson.

Right there's nothing more powerful than for you to pick up the phone to one of those customers, follow up and get them in instant credibility. Sam,

thank you, that's good stuff. I love that and I'm gonna jump

in really quick. I agree with everything that's being said here, And that's

the thing we as leaders, we tend to get into like very bad lulls, like we think this is what we're supposed to do because we've seen someone else do that. But yet when we were in those seats as salespeople,

we always say when I'm a manager, I'm not going to do that.

I'm going to do it differently. I'm gonna But yet we get into that

same pocket. We need to change it up, folks. If you're not

going to do that, you need to understand that you the way you felt is the same way your salespeople are feeling right now. You have to be

more proactive. You have to be a leader. You have to show them

what they need to do every single day, and then inspect what you expect one hundred percent of the time, because if you don't inspect it, they're gonna do what they want to do. And it's not that they don't want

to sell cars. It's that that they want to do the least amount of

work and not get caught doing it. And that's it's sad to say that,

but that's people's nature. So it's our job to encourage them. Why

is it beneficial for them to do someh know, they're whys know all this stuff. But the technology we have today, there's no excuses anymore. You

don't have to go through and like how up all this stuff? Read through

these handwritten things, ask people to give you information if they are using the CRM one hundred percent of the time the way that we tell them to do it, and you hold them accountable for you can just look right on there, look at everybody's deals from the day before, the week before, the month before, and see where they're at and ask them about those deals.

You could even jump in those deals and help them. But here's the thing.

When you get to these sales meetings, you can have the data.

You can go straight to where it's at, save the time, give them information that they need right now for customers that they're currently talking to, and they don't have to say a word. You can literally just drop it on

them and it's powerful. That's what we have, these tools, this software.

I'm telling you folks like Larry was talking about, imagine having an iPad in your hand because this is actually part of the ps X digital You can actually it's a desk managing tool, not desk managing tool. It's a sales

manager tool. I should say exactly, what's a tool that you take with

you? If you can walk away, go be a sales manager. Salesperson

is with somebody, you know how long, what's part of the process they're in. You can jump in. If they've been in a if they've been

showing the car for two hours, you're like, what's going on? If

they've been just qualifying them for an hour and a half, you're like, dude, this should be a lot quicker than this. You can go in

without them even asking. You could be proactive and you walk in. You

could be like, hey, how you doing. I just want to come

say hello. I'm just making sure everything's going good. I appreciate you coming

in. Whatever it is. You can be that face. You can be

that person that helps that step go a little bit faster. But then you

also recognize when your salesperson is struggling. Man, imagine the data too,

the data of your salesperson who has a problem qualifying every customer that comes in, takes way too long or never gets to the next step. Now we

know what to train them on. They get a customer that gets all the

way here, they test drive. They do all this stuff, but they

can't get them to look at any numbers or stay long enough. Now we

know what we need to train them on. This is what the power of

software does for us. It speeds up that you want to work more deals

at the desk and be able to not have to. Then you can use

this tool. You can do all these stuff and this will help you speed

that up. Here. You know what we used to do, right,

this is so much. You have to hire a gal who would sit at

a desk and right down Larry's with a guy in a green shirt type date time yep, and when we paid this GALP twenty anywhere from two to twenty five hundred back in those days would have been more like three to thirty five hundred to maybe four grand a month. Now these days, to just write

that down and just watch everybody. Now software is available. I know immediately

when you've taken it. I know how long you've taken that up. I

know exactly when to get And it's not hard to interject yourself as a sales manager into a deal. I used to do it with humor. There's a

lot of ways to do it. I used to tell him Hey, look,

is a freend taking good care of you? Let me know. If

he's not, I'll fire him right now. Yeah, exactly right here right

If he's not taking good care of you, just let me know. You

know, it's not hard. Hey, By the way, what are you

looking to buy? This is that's a great vehicle and we just got that.

Have the story, have everything ready gets right in front of you if you're with if you don't have a seat that has a manager's at That tells you what every salesperson is doing right now with every customer, what vehicle they're looking at, find a new CRM. It's because there's nothing more important than

the floor. It's so funny how that happens. We're getting off the I

love how we go down these little rabbit holes. These are awesome the way.

But let's let me finish up there. I'll be to finish up a

SAVID deal meeting. From my standpoint, you guys, let me know what

I missed, because I don't think I did, but I would. I

would always want to know, you know. So it's appointment. No shows,

those are important. Those those you want the manager to do. You

don't do it in the sales of SAVID deal meeting. That's after the SAVID

deal meeting. But we are they're right there, and we talk about them.

What anybody might know about that desks not sold. How many times you

be how many customers came to the desk and we didn't sell them, and talking about that as a manager's group, somebody's going to have something in there of value many times that will help you get that deal back and close it.

Somebody's going to have I mean, you've got a finance manager there who is the ex closer in your store. You've got the general sales manager who's

got the experience. You've got the sales manager slash desk guy who was in

the middle of the deal. Yep. Somebody's If that group that hasn't with

that experience fifty sixty one hundred years worth of experience sitting in that can't figure out a way to close that deal or get that deal back, it's probably not closable. But talking about that amongst with your group, that's important.

One thing we realized when it came to these meetings, you know, is that the growth is not in the deals you write. This is why I

always hated we were only talking about in the statement deal meeting, the deals we wrote, the growth not in the deals we wrote. The growth is

in all the deals we missed. That's where the growth is right. And

so if your sale, if your CRM is not helping you find the areas where you're missing deals and close those gaps, then you're not going to grow.

What's that's the point? How do you do it? If not?

That? That was always important was where was the growth? And that de'ks

not sold? We're one of those. And then everything that's in f ANDI

right now that we need to help close. Hey, this guy needs steps,

this guy needs this guy needs two thousand dollars more down where are the conditions? Where are the things that are in FNI. Let's talk about the

deals that are in f ANDI that we didn't roll for whatever reason, or the deals that are in f and I that need something to get closed up.

Those were how we ran. That's that was our save a deal meeting,

And it was always managers, what you're what Lou alluded to, I would do we in my stores, we would have called that a floor manager.

And I think the floor managers about to have a big renaissance. Let's

be honest, guys, we were just not getting the sales professionals that we used to. We're just not And it's a big part of our it's a

big part of the industry's fault in general, power sports, automotive. It

doesn't matter, it's our fault. It's our fault because we don't give them

a pathway to success. We don't give them a way to move up.

We don't make that job prestigious. We don't. There's so many things we

don't do that causes us not to get professional salespeople anymore. And I'm afraid

that window may have passed us by to the point where we're going to have to, you know, get back in the habit of hiring good people that don't have experience, because you don't want the retreads. No, so hiring

people that don't have experience. But then there's got to be somebody on that

floor ready to help, always ready to go. Then for me, I

called that guy the minute man. He's got gun in hand, powder and

hands, drys, ready to go and any moment. And that's the most

fun job in the dealership. I'm gonna tell you that. Yeah, have

I enjoyed that all I had to do was go around and shake hands, keep people excited, listen to myself, people talking to customers, making sure I interjected at the right time, and a ton of deals. That was

the best job ever. That's ultimately what you want to do. It's like

being a salesperson on crack. Like literally you're like non stop bla bah bah

and then you're done. That's exactly what a salesperson wants to do every day.

So if you're a sales pro, that's the best job in the dealership period, hands down. I always loved it. I know Lou loved it.

It was something fun. And then you get to pour into these salespeople.

You get to show them your word tracks. You get to tell them,

hey, come sit with me. You just keep your mouth shut,

all right, don't. I'll point at you and I'll ask you a direct

question, then you answer. So that's the idea. But you teach them

so much at that point. It's such a blessing. But closing car deals

is so fun. But when you have your team humming and you know that

you taught somebody to close their own deals, and you don't really have to help them as much except for just a quick glance by and just to welcome to the dealership type stuff. It's the best You've done something with your team

and you've built something er renaissance. We need to take this show to a

close everybody, and we are definitely going to be brewing more solutions as we talk about the tool that you can bring inside of your stores now creating the culture where teos are consistent, the meetings are consistent, and your people are being developed properly. Make sure that you do reach out to Fred and myself

at Certified Solutionaries to be able to find out how to actually create the culture that creates what it is that you need to happen with your people. But

if you need the technology to be able to help make sure that you get to the next level, because us tying together our tactics, our tools helps us to be able to make sure that we go to the next level.

How do people get a hold of you, Larry to make sure that they do get the actual technology to tie together with these tactics. Yeah, if

you want to reach out and look at how to do to get to get a one click sales manager's meeting in one click save a deal meeting, you can you can email me at Larry L. A. R. Y at

Motors m O t o i x dot com, Larry atmotors dot com or Larry at powersports x dot com, either one you know, Just shoot me an email. We'll be happy to show you how to get that done.

Get all of these things done. Technology is not about the coolest thing.

It's about solving a problem cool So if your technology is not solving a problem you're then you've got the wrong technology. Never buy technology just because it's cool.

There's a lot of cool things technology can do, but you don't buy it for coolness. You buy it to solve a problem. Effectiveness, my

friend's, effectiveness is more better than coolness. It's truth. There's things that

still work use it, you know. But if you really want to edge

and you want to make these meetings better and stronger, go to Larry at m O t oi x dot com and I promise you he'll reach back out to you, set you up and let you get some great information. If

anything, it's a great conversation to learn a little bit how you could do better. So, and Larry's definitely about that. He's trying to make a

change. He's trying to explain that this industry God's soft. It's time to

get tough again, y'all. It's not going to be as easy as it

was the last couple of years. It's time to really put the bolts down

and tighten it up a little bit and make sure that your seal staff is ready to go. But as a leader, you need to have the tools

and the tactics in the training that you need to be able to give them.

So let's go. That's right, Larry. We appreciate and we honor

your time. As most party conversations tend to go, we tend to go

a little bit over. This is why you have to be deliberate with those

meetings, to make sure all the great talkers of this industry that do gather together don't take too much of your time. Be intentional about your meetings.

We appreciate each and every one of you that have chimed in, whether for a few moments or for the entire show. Thank you so much. If

you're watching us on the replay, make sure that you show some love, add some questions. We'll make sure to go back and answer those questions.

If you don't know some of the jargon that we said, so be it.

Just ask the question, we'd be glad. Yes, what it means

that we've been talking about, there's been a lot of great information today.

We appreciate each and every one of you joining us, and I'm thanking that guy. I just want to say, once your thing real quick, folks.

This is a show that's gonna be every Monday, every Monday. Be

tuning in every Monday at noon Eastern or if you're on the Pacific clock, it's nine am. So make sure you guys check us out. This is

gonna be live every Monday. We're gonna have some edited versions passed out.

You're gonna be able to get little bite sized pieces of it all. But

if you want to watch the live version, join us every Monday at noon Eastern, and you guys are gonna have a great time and get some edutainment.

Let's go. That's right, So any final comments Larry before we head

out. Now, I think we covered it, guys. Thank you again,

Thank you Larry Man. So we're excited forgiving bombs everybody. Let's go

ahead and forgive focus, fly and rock out the rest of the day.

There we go and the other showers. Then we go on to live throwing.

You look past two point zero, let's brew, we're out.

CGC Media & PSX Digital Introduce the rebrew of DealerCast 2.0 - Episode 1: (Aged Inventory) Part 2

Cadillac XTS

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