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Selling GM Accessories
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Selling GM AccessoriesAgenda
• The Benefits of Selling GM Accessories Customer, Dealer and Salesperson
• Selling Tips When and How to Talk About Personalization
• Navigating the GM Accessories Website Searching and Pricing Accessories Saving The Order and Printing Documents Attaching The Accessories to Your Car Deal
• Compensation Increase YOUR Bottom Line
• Q & A
The Benefits of Selling GM AccessoriesBenefits to the Customer
• Personalize Their Vehicle to Fit Their Tastes and Needs
• Accessories Engineered Specifically for Their GM Vehicle
• One-Stop Shopping – No Need to Go Elsewhere for Personalization
• When They Personalize at The Time of Vehicle Purchase… No Sales Tax Financed With The Vehicle Bumper-to-Bumper Warranty
Benefits to the Dealer
• Increased Customer Satisfaction• Increased Customer Loyalty• Better Returning Trade-In
A Sharper Vehicle with Accessories that Still Look Good
• Decreased Liability Less Risk of Vehicle Damage Installation Redundancies Parts and Labor Warranty
• Increase Revenue for the Sales, Service and Parts Departments
BUT WAIT – WHAT ABOUT YOU?4
• Increased CSI and Loyalty No Headaches Caused by Accessories that
Fit or Perform Poorly If the Customer Likes Their Vehicle More,
They Will Like You More If They Like You More, They Are More Likely
to Buy From You Again
• Easier Product Presentations and Pricing Options Just Point, Click and Print Improved Processes and Accuracy
• Compensation Get Paid to Sell the Vehicle, Then Get Paid
for Personalizing It5
Benefits To You
Selling Tips
Three Selling Opportunities
1. During The Product Presentation
2. During The Price Presentation
3. After You’ve Closed the Sale
Selling Tips
During The Product Presentation• Introduce The Accessory Idea
“Bob, we can install a GM bedliner in this truck to protect the bed and keep your cargo from sliding around.”
“Betty, some GM assist steps would help you get in and out of this truck. We have a couple of styles to choose from.”
“Bob, we can look at the custom wheels available for this car when we go inside.”
• Never Talk Price on The LotSell The Product on Your Feet –
Sell The Deal on Your Seat!
Selling Tips
During The Price Presentation• Assume The Sale
“Betty, I had my Manager give me the price including those assist steps we looked at.”
“Bob, the price of our truck is $35,115. The GM bedliner we spoke about is $366.50 installed. After rebate, that makes it…”
• Ask For The Sale “You wanted me to go ahead and figure the
20” wheels into the deal, didn’t you?” “Since the Entertainment System will be
covered with your Tahoe’s warranty, you want to go ahead and add it now, right?”
Selling Tips
After You’ve Closed The Sale• Give Them One More Opportunity
The Hard Part is Over They’ve Agreed to Buy The Car Give Them One More Opportunity to
Personalize Their Vehicle “Bob, shall I go ahead and add the bedliner
to the deal before we wrap things up?” “Betty, you said you plan to get the assist
steps in a few months. Wouldn’t you rather get that done now so you don’t have to worry about it later?”
Questions or Ideas?
Navigating the GM Accessories Website
Four Step Process• Catalog Search• Order Cart• Printing Documents• Attaching Accessories to The Car Deal
Catalog Search
My Shortcuts
Accessories Digital Solution
Catalog Search
Catalog
Catalog Search
Catalog Search
Catalog Search
Search by Vehicle Description
Search by VIN
Catalog Search
Search
Catalog Search
Chevrolet Accessories
Catalog Search
Select a Category
Catalog Search
Select a Part
Catalog Search
Make Your Selection
Order Cart
Accessory Appears in Order Cart
Order Cart
Repeat Process Until Finished
Order Cart
Order is Totaled For You
Order Cart
Enter Name or Stock Number to Save The Order
Printing Documents
Printing Documents
Customer Order
Printing Documents
Customer Order• Customer’s Receipt
Provides a Record of The Transaction With Totals Taxes Resale Value
• Price Quote• Business Choice
Easier Application Process File Document for Audits
• Your Records Installation Follow-Up Commission Tracking
Printing Documents
Install Sheet
Printing Documents
Install Sheet• We-Owe (3 Copies)
1) Stays With The Car Deal Manager Will Add The
Accessories to The Deal
2) Goes To Service Schedule Installation
3) Your Records Installation Follow-Up
Note: Parts Department is Notified Electronically
Attaching Accessories to The Car Deal
• Manager Adds Accessories to The Car Deal• ERA Desking Application• Pencil Worksheet
• When Agreement is Reached with Customer… Print The Agreement to
Purchase (Re-Write) Accessories and Prices Are
Itemized on the Document Accessories Total is Added
to The Vehicle Sale Price
• T.O. To Finance Manager Manager Triggers Accessory
Order – Parts Dept. Notified
Compensation
Increasing YOUR Bottom Line
• Commission 5% Commission on The Gross Accessory
Sale Amount (Including Labor) Sold at MSRP Sold at Time of Vehicle Purchase Itemized on the Agreement to
Purchase (Re-Write)
• Pay Period Total Accessories Commission Will Be
Added To Your Month-End Payroll
Management reserves the right to modify the program as deemed necessary.
Printing The Commission Report
Fulfillment
Printing The Commission Report
Fulfillment Desklog
Printing The Commission Report
Recall Your Saved Order
Printing The Commission Report
Printing The Commission Report
Commission Sheet
Printing The Commission Report
Total Commission: $76.45
Total Commission
Itemized Accessories List
Q & A
Before We Get to Your Questions…
…We’ve Come Up With A Few Of Our Own!
Q & A
Q: Do I get paid on both the parts and labor of an accessory sale?
A: Yes. You are paid commission on the accessory parts and labor, so long as they are sold at MSRP at the time of vehicle purchase.
Q: If my customer comes in to purchase accessories after they’ve purchased the vehicle, will I make a commission for that sale?
A: No.
Q & A
Q: I’m selling a vehicle that already has accessories on it. Do I get paid for selling those?
A: Yes, so long as they are sold at MSRP and itemized on the Agreement to Purchase.
Q: Do I earn any commission for LPO accessories already included in the vehicle’s MSRP?
A: No.
Q & A
Q: Do I get paid for business choice transactions?
A: Yes, so long as the accessories are sold at MSRP and the customer elects to receive the cash
reimbursement, Lowes Card or GM Debit Card.
No, if the customer elects to receive a “No- Charge” upfit package.
Q: Can I sell GM Accessories and earn commission on used vehicles?
A: Yes.
Q & A
Q: Do I earn commission on “after market” accessories sold with the vehicle?
A: Not at this time.
Q: Do I earn commission if the customers elect to install the accessories themselves?
A: Yes, so long as the sale was made at MSRP at the time of vehicle purchase.
Q & A
Q: Do I still earn accessory commission on MSRP accessories if the vehicle price was discounted?
A: Yes.
Q: How are accessory commissions paid on a split deal?
A: The accessory software does not allow for split deals. The Salesperson who sold the accessories will earn the accessory commission.
Q & A
QUESTIONSQUESTIONS
COMMENTSCOMMENTS
IDEASIDEAS
Q & A
GOOD SELLING!GOOD SELLING!
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