The 4th Quarter of 2011 is going to be the greatest opportunity in the new car business we have experienced in recent history.
With the anticipated influx of supply to meet the market’s pent up demand, with the promise of lower new car prices, combined with an overdue drop in used car prices, this will be the perfect storm to spur more new car sales than we have seen in at least 3 years.
Why is my confidence so high? If dealers like ours can turn up numbers like they have done in the 2nd quarter, imagine what can be done when we get to the big show.
Here is where most people will fail!!!
Not having enough salespeople at a time like this will crush you. After one good month, your people will get that lazy and complacent “It’s Back” mentality – business is just walking through the door and laying down. Business will be back, but staff up NOW, this very minute to be ready to handle a bigger 4th quarter.
The average number that I still use is 8 deals a month per man. I know some people like to debate and say 10 or 12, but if it were my store I would count on 8 and have enough sales force ready to go when business picks up.
It is coming! More cars, better market, better opportunity equals a better attitude and positive outlook going into 2012.
Guarantee that you enjoy it – get ready now!
-John Paul Strong