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Figures App (4) Flipbook PDF
Figures App (4)
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• Commission Structure • Cost & Profits • Finance HP/PCP Numbers
• Process of Converting
2021 Sales Associate Commission Structure
Basic wage is £15,966 per annum Commission from 21 to 40 cars is £20 per unit. (£320 to £700) Commission when 41 cars plus are delivered is £30 per unit. (£1,080+)
Finance and added value product commission is paid as a percentage based on achievement.
Monthly total under £15,000 = 1.5% commission Monthly total from £15,000 to £29,999 = 2.5% commission (£375 to £750) Monthly total from £30,000 to £49,999 = 3.5% commission (1,050 to £1,749) Monthly total over £50,000 = 4.5% commission (£2,250+)
£200 bonus is paid if 2 added value product penetration targets are achieved £300 bonus is paid if 3 added value product penetration targets are achieved £500 bonus is paid if all 4 added value product penetration targets are achieved
Asset Protection 25% GardX 25% Smart Insurance 25% Extended Warranty 40%
Cost £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £ £
Profit in Bank Asset Protection 299 399 499 549 Smart 299 399 499 GARDX 699 650 600 550 500 450 1 year Warranty 1,095 1,050 1,000 950 2 year Warranty 1,595 1,550 1,500 1,450 3 year Warranty 1,995 1,950 1,900 1,850
£ £ £ £
152 235 310 386
£ £ £
127 174 217
£ £ £ £ £ £
509 468 427 385 343 302
£ £ £ £
630 592 550 509
£ £ £ £
943 906 864 823
£ £ £ £
1,168 1,130 1,089 1,047
3 year Finance Warranty
Warranty Term 3 Months Car price + admin
GARD X
+ (£699 price) = + £23.38 monthly + (£499 price) = + £16.69 monthly
SMART
3yr Big Asset Protection
+ (£399 price) = + £13.35 monthly
4 year Finance Warranty
Warranty Term 3 Months Car price + admin
GARD X
+ (£699 price) = + £18.53 monthly + (£499 price) = + £13.23 monthly
SMART
3yr Big Asset Protection
+ (£399 price) = + £10.58 monthly
5 year Finance Warranty
Warranty Term 3 Months Car price + admin
GARD X
+ (£699 price) = + £15.62 monthly + (£499 price) = + £11.15 monthly
SMART
3yr Big Asset Protection
+ (£399 price) = + £8.91 monthly
HP/PCP Numbers
12 months
24 Months
36 Months
+ (£1,095 price) = + £36.63 Monthly 12 months + GARDX
+( £1,595 price) = + £53.36 Monthly 24 months + GARDX
+( £1,995 price) = + £66.74 Monthly 36 months + GARDX
12 months + GARDX + SMART 12 months + GARDX + SMART + Asset P.
24 months + GARDX + SMART 24 months + GARDX + SMART + Asset P.
36 months + GARDX + SMART Fully Protected = £120.16 + CAR Price Over 3 years
12 months
24 Months
36 Months
+ (£1,095 price) = + £29.03 Monthly 12 months + GARDX
+( £1,595 price) = + £42.28 Monthly 24 months + GARDX
+( £1,995 price) = + £52.89 Monthly 36 months + GARDX
12 months + GARDX + SMART 12 months + GARDX + SMART + Asset P.
24 months + GARDX + SMART 24 months + GARDX + SMART + Asset P.
36 months + GARDX + SMART Fully Protected = £95.22 + CAR Price Over 4 years
12 months
24 Months
36 Months
+ (£1,095 price) = + £24.47 Monthly 12 months + GARDX
+( £1,595 price) = + £35.64 Monthly 24 months + GARDX
+( £1,995 price) = + £44.58 Monthly 36 months + GARDX
12 months + GARDX + SMART 12 months + GARDX + SMART + Asset P.
24 months + GARDX + SMART 24 months + GARDX + SMART + Asset P.
36 months + GARDX + SMART Fully Protected = £80.25 + CAR Price Over 4 years
Procedure for Cash: £7,000 Max Borrow for example. Using 3 calculators: 1 C.: Car price - example deposit. 2 C.: 36 month’s interest divide by 3. Thirdly divide the yearly interest by 12. Disadvantages: Opportunity cost of investing or buying an appreciating Asset. Build value in the products! Solution: Ask ‘how long did it take to save the example borrowed amount?’ (First calculator) Show the total interest over 3 years. (Second calculator) List the benefits: No early repayment charge. Higher financial security with more money saved in the bank. Yearly interest divided by 12. Using 1 month worth of interest demonstrate the amount payable per month adding each month individually. Highlight the benefit of no early repayment charges. Sale the ideal of having more choice and time to make the full payment. (Calculator 3) Close: If I can save you the total interest over 3-6 months, will you take finance?
Procedure for External Finance HP: £7,000 Max Borrow for example. Using ‘Money super market loans car finance calculator’ compare both rates over 36 months. Disadvantages: £495 admin Early repayment charges (typically 2x the monthly payment) Build value in the products! Solution: Using the loan calculator, add the £495 admin fee show the new monthly payment against our monthly payment on the website. List all the benefits: No early repayment charge + Pay and go Close: If I can save you the difference “__”, will you take our finance?
Procedure for Loan: £7,000 Max Borrow for example. Using ‘Money super market loans car finance calculator’ compare both rates over 36 months. Disadvantages: Early repayment charges (typically 2x the monthly payment) Solution: Build value in the products! List all the benefits: No early repayment charge + Termination rights + satisfactory quality disputes Close: ‘If I can save you the difference “__”, will you take our finance?’ Or Using ‘Money super market loans car finance calculator’ Show their new monthly payment with the additional cost of the protection. Emphasis on the value for money.
Qualifying, IDD = Gap introduction // PX = Cosmetic package introduction Does the car qualify for PCP? : “Your car Qualifies for PCP, I will run you through that a little bit later” Hpi = warranty Viewing, Presenting Features “Have a good look around the car make sure you happy with the condition as well as the sizing, and let me know if you happy to proceed” Looking under the bonnet: We do offer an in house Warranty that we underwrite, it comes with unlimited claim and you can take it to any VAT garage, I will run you through it more when we get back inside Imperfections (GardX/Smart no pre-existing marks): “We supply used Cars, However we got long lasting solutions in place for Guest with higher expectations. I will run you through it when we get inside” Spare tyre? “Run flat tyres when new, may not have run flats anymore… solvent base tyre repair kit is supplied with the manufacturer which will ruin the tyre. However, we supply a water base solution with one of our cosmetic packages which will enable repairs. I will explain it in more details when we get back in.” Pre-test Drive = “Happy to proceed today? Are the details on your driving licenses correct?” Test Drive (Update CRM) Do you like the Car? Do you like it enough to buy today? SMART, GardX, Warranty, Brief explanation of Asset Protection Big question? “If I can get to a set of figures that are agreeable are you in a position to buy today?” Asset protection Car 1 v Car 2. Which Car would you rather have? > (Figures) Negotiation “*Would you do me a favour* by letting me know what you see as priority for your lifestyle.” 1. 2. 3. 4. Add up the top two or the top three if there’s already some interest in one product using a calculator on the screen of the computer: 1) Ask the customer “where do the number need to be for you to be happy to deal now?” 2) Don’t Get up until you get a realistic number! 3) “If I could… would you be happy to proceed today!” Mangers v. Part Exchange mangers Finance, emphasis on the fact that the Guest only opportunity to have protection in their monthly payment is right now. Complete this before asking for a deal or support on price via management.
ASSUMPTIVE CLOSING QUESTIONS • Would you like to do that as an outright payment or do it interest free on a monthly basis? • How many years warranty would you like? • If we get an agreeable set of numbers are you looking to do business with us today? • Are you looking to use our pay & go service today? • What value do you see in it? • Can you afford not to protect your car? • Would you like to do at least 12 months warranty so you’re covered for the first year?
• Are you going with the full 3 years cover on the SMART protect? • Where does this number need to be to get your business today? • What is your monthly budget? “£250” and up to? “£270” for the right car?
• Shall we go ahead? • Shall I add that to the invoice? • “Gard x” is only £699
ALWAYS SHOW THE FULLY PROTECTED PRICE!!
Asset Protection • £299 = £0 to £10,000 • £399 = £10,001 to £30,000 • £499 = £30,001 to £60,000 • £549 = £60,001 + • Hire & reward (taxi) = £499
Gard X • 2010 Government legislation Water base Paint • Nanotechnology • Highly resilient transparent coating • Protects against anything that is acidic to your paintwork • Interior protection against spillages • Lifetime guarantee How to introduce your GardX pitch: 1. Use the information from Qualification to introduce GardX, “Because of… (i.e. use, journey, location, family, keeping cars for long/short duration) let me spend more time explaining GardX to you.” 2. This car would look good with GardX, Do you know what it is? 3. As the colour of your car is…, let me explain GardX in more details. 4. We got something which will help the value of your car which will in return make it easier for you to buy your next car here..
SMART Accident Repair Technology