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Your Word

Don’t Go Back on Your Word

Your word is your bond … or at least it should be. Each time you tell a customer you’re going to do something, you are putting your reputation on the line. You are telling that person that you have integrity, and you wouldn’t think of letting them down by going back on your promise. Think […]

A Good Employee

Top 20 Qualities of a Good Employee

As an automotive dealer, if you see potential for a good employee during a job interview, don’t let that person leave until they agree to come to work for you! Even if they lack knowledge, it’s OK – that stuff can be learned, and a good employee will do their best to quickly pick things […]

Listen to Your Customers

Be Sure to Listen to Your Customers

Don’t get so caught up in day-to-day operations that you forget to listen to your customers. In any relationship (including that of dealer and customer) there should be give and take, and providing value for the customer is a key element. To do that, you must listen! Families and individuals in need of a […]

Internet Sales Leads

Internet Sales Leads Must be Addressed Promptly

If you don’t work Internet sales leads quickly, quite often they will no longer be leads at all by the time you get around to addressing them. According to a study done by Dr. James Oldroyd of MIT, executed by the Kellogg School of Management (referenced in this article in the Wizard of Ads Website), […]

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Post-Pandemic Dealer Gross Profits are Down – But They Don’t Have to Stay There!
March 13, 2024

It is no secret that dealer gross profits per vehicle are down sharply in the post-COVID automotive world. According to a recent article in Automotive News, gross profits of the six largest publicly traded dealership groups plunged significantly from Q4 2022 to Q4 2023. One of them was actually down 35% per vehicle!

The article explains: High interest rates, more expensive vehicles and a steadier post-pandemic supply chain continue to soften demand and bring it closer to pre-pandemic levels. Still, new-car buying has remained strong overall …

This means that, while sales volume is similar, overall bottom lines are lower for many dealers due to the reduced gross profits. What about your dealership?

Being Realistic
It’s time to turn the page! The time for dealers to simply be order takers for people willing to pay MSRP for a vehicle (and in some cases more) has passed and dealers have to work hard once again to achieve acceptable gross profits.

Selling a high volume of cars doesn’t control gross profits, no matter how much you wish this was the case. Correct processes and menu pricing – and strict adherence to them – do!

What kind of processes?
∙ Slow down the transaction! Your sales staff has to once again sell the customer on the features and benefits of every new and pre-owned vehicle on your lot.

∙ Your salespeople and managers should devalue the customers’ trade-in value (politely, of course) as much as possible. After all, if the customer expects you to lower your price, shouldn’t you be able to do the same on their trade? Remember, you’ll have to fix it up, put your name on it and resell it to someone else with all the tenacity you would a brand-new car. So make sure you buy it right … because the profit is made when you buy it, not when you sell it!

∙ To that end, management should be ready and willing to leave the desk and do thorough walk-arounds on each trade to ensure the best outcome for the dealership.

The Cure for Low Gross Profits
If you are like a lot of dealers these days, you could use some good news. Here it is: while you may not have the capability to achieve profit margins similar to those you enjoyed during the pandemic, they could likely be improved. JKR’s clients enjoy the benefit of attracting not only more customers, but better ones, too!

If meeting and exceeding your sales goals (and increasing gross profits at the same time) sounds great to you, you need to call us. Don’t settle for reduced gross profits when help is out there to get you closer to where you’d like to be.

Want to know how we do it? Reach out to Senior Partner Richard Brauns (407) 701-4233 or Partner/Vice President Jon Albert (407) 718-2494 today.

JKR Automotive Advertising: We Move Cars.

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