Hollis Goode
Regional Vice President
EFG Companies
One of the biggest questions on every dealer’s mind right now is how to shorten the time it takes to buy a car. While consumers are demanding to get in and out of a dealership in 30 minutes or less, dealers have a myriad of processes to work through from the moment a consumer walks through the door. Each of these processes takes time – and it doesn’t help that there always seems to be new compliance steps to implement each year.
While your knee-jerk reaction might be to say “it just can’t be done,” I ask that you take a minute to look at your processes and ask yourself:
- Are my sales representatives adequately conducting the first interview to truly understand the needs of the customer?
- Does the sales manager meet every customer in the dealership?
- When does the customer meet the F&I manager?
- Is my team structuring the buying experience based on the customer’s needs from the onset?