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GM TRUCK REMARKETING

GM TRUCK REMARKETING

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GM TRUCK REMARKETING

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  1. GM TRUCK REMARKETING - Dealer Training - GM TRUCK REMARKETING

  2. GM TRUCK REMARKETING • Index • Who We Are • Program Overview • Program Timing • Dealer Benefits • GM Truck Remarketing Support Programs • Dealer Sales and Service Process • Sales Objectives • Dealer Check List

  3. WHO WE ARE

  4. PROGRAM OVERVIEW 1. GM Gets Trucks From Fleets • GM negotiates new vehicle sale with fleet • GM commits to take trades as part of the deal • GM distributes trades to dealers for retail sale

  5. PROGRAM OVERVIEW 1. GM Gets Trucks From Fleet 2. GM Assigns to Dealers • Fleets release trucks to GM nationwide • GM assigns trucks to dealers • Based on dealer performance and market demand

  6. PROGRAM OVERVIEW 1. GM Gets Trucks From Fleet 2. GM Assigns to Dealers 3. Dealers Get Trades • Dealers take possession of trades from fleet • Dealers notify GM immediately • GM pays fleet for trade vehicle upon notification

  7. PROGRAM OVERVIEW 1. GM Gets Trucks From Fleet 2. GM Assigns to Dealers 3. Dealers Get Trades 4. Dealers Inspect & Repair Trades • Dealers inspect trades per fleet inspection process • Check for trade terms or transportation damage • Submit estimates to GM and do approved repairs

  8. PROGRAM OVERVIEW 1. GM Gets Trucks From Fleet 2. GM Assigns to Dealers 3. Dealers Get Trades 4. Dealers Inspect & Repair Trades • Dealers maintains operational/sellable vehicles • Dealers display, promote and advertise trades • Dealers sell trade vehicles • Dealers purchase unit from GM and receive title 5. Dealers Market & Sell Trades

  9. CRITICAL TIMING FOR TRADES Steps Timing • 1. Dealer is Assigned Trades • Faxed to dealer by GM • Dealer arranges vehicle shipping Get trade within 14 Days after assignment by GM • 2. Dealer Faxes Mileage to GM • Enter mileage on assignment form • Fax immediately to GM • GM then pays fleet for vehicle Immediately Inspect trades within 14 days at dealership • 3. Dealer Inspects Trades • For fleet trade terms • GM pays $100 for each inspection • For repairs, Dealer faxes estimate Complete repairs within 30 days at dealership • 4. Dealer does Vehicle Repairs • Dealer completes approved repairs • Dealer submits original bill to GM • GM pays via Dealer Open Account

  10. ANNUAL PROGRAM TIMING THE TRADE CYCLE HAPPENS EVERY 12 MONTHS DEC JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV • Prep and Sell • Dealers Inspect trades & • Submit estimates • Do approved repairs only • Submit bills • Promote and Market • Sell • Track sales performance • Clean Up Inventory • Dealers focus on overage inventory • Salesperson incentives • Weekly sales focus • Release to other dealers • Begin Trade Process • GM and fleet make deal • Fleets release trades • GM assigns trades • Dealers process trades • Inventory levels build

  11. DEALER BENEFITS • GM marketing support programs to aid sales efforts: • - Consignment inventory • - 12 month/12,000 mile limited Powertrain warranty • - GMAC preferred financing • - Commercial Truck Trader advertising • - Maaco Repaint Program • - Dealer-friendly website on DealerWorld or via Internet: • gmtruckremarketing.com • Expands customer base in LD and MD used truck segments • Enhances customer retention and loyalty • Proven product specs based on fleet experience • Dealer is paid to inspect all incoming units for condition and compliance to trade-in terms • Expanded profit opportunity for sales, F&I, parts and service

  12. Dealer sales effectiveness is critical to the continuation of the GM Truck Remarketing Program Target sales rates to be developed with each dealer Dealer sales objectives based on: Previous sales rate and local market ability to absorb units Aggressive prospecting and marketing of used trucks Dealer sales performance Track sales and inventory monthly Share national inventory as needed across all dealers Follow dealer checklist (see next chart) DEALER SALES OBJECTIVES

  13. Key Dealer Check List to be Successful in Program: Track sales potential of used trucks in dealer market area Evaluate dealer facilities, storage and front-line display viability Include used trucks in dealer business plan: Set monthly sales and profit objectives Develop plans for display, advertising, promotion, prospecting and other used truck marketing tools Include used trucks in salesperson objectives and incentives Evaluate service capabilities including medium duty truck service bays, parts, technicians, tools, extended service hours, training, etc. Take actions to enhance the resale value of used truck inventory Swap bodies to meet customer needs Repainting, decaling Other add-on equipment as required by customer Maintain insurance coverage for inventory Complete and sign all necessary agreement forms and submit to GM DEALER CHECK LIST