Delivering the Trade-in value How do you feel about delivering the Trade-in value to your customer? Can it make or break the sale of the new Toyota? What If you had an easy repeatable process to deliver the value?
Purchase Solutions Delivering the “Trade-in value” / Toyota return Lease end Valuation Delivering the “Final numbers”
Delivering the Trade-in Value Three number process Wholesale Value Reconditioning Costs __________________ Actual Cash Value
Delivering the Trade-in Value Three step value presentation – Customer Objection Wholesale Value: What if they ask about the difference between Retail (Kijiji) and Wholesale? What are some of the items that impact the difference? (Flip Chart)
Delivering the Trade-in Value Three step value presentation – Customer Objection Reconditioning: What items that would impact the reconditioning costs?
Delivering the Trade-in Value Three step value presentation – Customer Objection Actual Cash Value: What are the customer benefits between trading versus selling privately?
Delivering Toyota Return - Lease End Valuation Dealer is buying out the vehicle Dealer is not buying out the vehicle
Delivering Toyota Lease return - Valuation Dealer is buying out the vehicle Calculate the difference between the buyout price and the valuation to determine any applicable amount of Equity (vehicle value worth more than buyout value) or Negative Equity (vehicle value worth less than buyout value) 2. Include the Equity or Negative Equity value into the worksheet
Delivering Toyota Return - Lease End Valuation Dealer is not buying out the vehicle Present any potential excess Wear & Tear costs and/or excess mileage costs. If necessary, explain the rationale behind these costs. The rationale behind the Appraisal of the Lease-Return is to address any possible equity or negative equity or excess costs (which would be factored in to the price or payments of the new vehicle selected in order to present the customer with a complete transaction cost)
Delivering the Trade-in value How do you feel about delivering the Trade-in value to your customer? Can it make or break the sale of the new Toyota? What If you had an easy repeatable process to deliver the value?
Purchase Solutions Delivering the “Trade-in value” / Toyota return Lease end Valuation Delivering the “Final numbers”
Delivering the Trade-in Value Three number process Wholesale Value Reconditioning Costs __________________ Actual Cash Value
Delivering the Trade-in Value Three step value presentation – Customer Objection Wholesale Value: What if they ask about the difference between Retail (Kijiji) and Wholesale? What are some of the items that impact the difference? (Flip Chart)
Delivering the Trade-in Value Three step value presentation – Customer Objection Reconditioning: What items that would impact the reconditioning costs?
Delivering the Trade-in Value Three step value presentation – Customer Objection Actual Cash Value: What are the customer benefits between trading versus selling privately?
Delivering Toyota Return - Lease End Valuation Dealer is buying out the vehicle Dealer is not buying out the vehicle
Delivering Toyota Lease return - Valuation Dealer is buying out the vehicle Calculate the difference between the buyout price and the valuation to determine any applicable amount of Equity (vehicle value worth more than buyout value) or Negative Equity (vehicle value worth less than buyout value) 2. Include the Equity or Negative Equity value into the worksheet
Delivering Toyota Return - Lease End Valuation Dealer is not buying out the vehicle Present any potential excess Wear & Tear costs and/or excess mileage costs. If necessary, explain the rationale behind these costs. The rationale behind the Appraisal of the Lease-Return is to address any possible equity or negative equity or excess costs (which would be factored in to the price or payments of the new vehicle selected in order to present the customer with a complete transaction cost)