Gerry Gould Director of Training

LEASE CASH

HOW TO MAXIMIZE CASH & LEASE DEALS

It Starts With the Right Attitude THE DEALERSHIP Showroom Hours Mon. -Fri. 9:00am - 9:00pm Saturday 9:00am - 6:00pm Sunday 12:00pm - 5:00pm NO LONGER ACCEPTING CASH or LEASE Deals

“Control your destiny or someone else will.” Jack Welch Fine, let me know when they arrive. I got a deal Boss! Great! Is the customer here? No they’ll be in tomorrow. Let me know when they arrive?

Get Off Your Axle A Common Result Hey Boss my customer from yesterday is here! How’s he going to pay for the car? What do you mean he has a check? How can this happen!! He’s got a check. Get Off Your Axle

There is a Better Way Fine, let’s give them a call so we can have everything ready for their arrival! No they’ll be here tomorrow. Great! Is the customer here? I got a deal!

Great News! Sure it is and the Business Manager has all the paper work ready too! Hey Bob! Is my car ready?!

What’s the Next Question? The Credit Union How do you plan on paying for the vehicle? I'm going to my Credit Union. What’s the Next Question?

The Credit Union What’s the rate? What’s the next question?

If I Could, Would You? Customer: “I’m going to my Credit Union.” Business Manager: “What’s the rate?” Customer: “2.9%” Business Manager: “If I could, would you?”

Control The Conversation Customer: “I’m going to my Credit Union.” Business Manager: “What Credit Union?” Customer: “ABC Credit Union?” Business Manager: “Have you put in an application yet?”

Control The Conversation Business Manager: “We deal directly with ABC Credit Union if you would like to save time we can place the application over to them here.” Business Manager: “Does ABC Credit Union have rates as low as XX?” Customer: “I think I’ll give your dealership a try!”

Don’t fear a price quote that includes a Cash Sales Price, Financing and Lease options: FINANCE OPTIONS Down Payment 36 Mos. @ 5.9% 42 Mos. 48 Mos. $5,000 $957 $832 $738 $3,000 $1,018 $885 $785 $2,000 $1,048 $911 $809 LEASE OPTIONS $2000 Rebate 39 Mos. $2000 Rebate $367 $383 $361 $399 $410 $386 $1,000 $433 $439 $413 Sale Price: $35,000.00 Trade-in Value: $0.00 Pay-off: Difference: $35,000 Rebates: $1,500.00 Sales Tax: $2,100.00 Documentation Fee: $599.00 Tax, Title & License Fee: $278.00 Balance Due: $36,520.00

A Few GOOD Questions Business Manager: “How long do you usually keep your vehicles?” “Will you be driving more or less than 15,000 miles a year?” “Do you usually trade the vehicle in or will you try to sell it on your own?” “Have you ever considered leasing or financing a vehicle?”

The Cash Customer Offer a Lease Business Manager: “How would you like to keep your money earning by paying a portion of what you owe on the car and, if you choose, pay the difference a few years from now?” Customer: “Sure I’d like to see how I can do that.” Sale Price: $35,000.00 Trade-in Value: $0.00 Pay-off: Difference: $35,000 Rebates: $1,500.00 Sales Tax: $2,100.00 Documentation Fee: $599.00 Tax, Title & License Fee: $278.00 Balance Due: $36,520.00

It’s Easy to Say NO It’s More Fun to Say YES “I know it’s hard to justify making the move to a lease/financing if you don’t see a benefit. To see if it might be beneficial for you, do you mind if I share something with you?” It’s More Fun to Say YES

Cash-Lease Comparison The Cash Customer Cash-Lease Comparison $35,000.00 Trade-in Value: $0.00 Pay-off: Difference: $35,000 Rebates: $1,500.00 Sales Tax: $2,100.00 Documentation Fee: $599.00 Tax, Title & License Fee: $278.00 Balance Due: $36,520.00 Lease Option $2000.00 $936.00 Inc. in Payment $599.00 Inc. in Payment $941.00 Included in Payment 36 Pmts. of $459.42 = $16,540.00 Residual @ 55% = $20,625.00 $37,165.00

Cash-Lease Comparison The Cash Customer Cash-Lease Comparison $36,520 or $459 Leaving over $35,000 To Continue Earning 3 Year Test Drive! $20,625 GFV Sale Price: $35,000.00 Trade-in Value: $0.00 Pay-off: Difference: $35,000 Rebates: $1,500.00 Sales Tax: $2,100.00 Documentation Fee: $599.00 Tax, Title & License Fee: $278.00 Balance Due: $36,520.00

Vehicles Depreciate Based on $37,500 MSRP 55% in 3 yrs. $20,625 GFV If the vehicle is worth $18,000 WIN! $22,000 WIN! $20,625 WIN!

FEDERAL TRUTH IN LENDING The Cash Customer FEDERAL TRUTH IN LENDING Show the RISC 1.90 24 $1,551.97 21st of each month 727.28 36,520.00 37,247.28 0.00 V O I D

V O I D The Cash Customer Show the RISC $36,520 or $0.00 today 1.90 24 $1,551.97 21st of each month 727.28 36,520.00 37,247.28 0.00 $36,520 or $0.00 today Leaving $36,520 To Continue Earning Auto Pay Never Write a check Cost to Finance for 2 years only $727. V O I D

It’s All In Your Presentation A TELLING rather than SELLING presentation opens the door for much better dialog at the end. The Less Selling During the Presentation The Better the Dialog During the Close. Increase your Capacity for Success Pointing out the features during your presentation allows you to sell the benefits when you have your customers attention.

INSTINCT & ASSUMPTIONS or A CONSISTENT PROCESS

LET THE PROCESS DRIVE YOUR PROFITS Menu Configurations LET THE PROCESS DRIVE YOUR PROFITS Gather & Verify Information Prior to the Presentation Present Features and Save the Benefits for the Close

CASH DISCLOSURE

LEASE DISCLOSURE

INTEREST FREE PAYMENT DISCLOSURE

C A S H EXAMPLE

L E A S E EXAMPLE

FINAL DISCLOSURE

FINAL DISCLOSURE

Gaining Commitment Business Manager: “Do have any questions about the options I just shared with you?” Customer: “No.” Business Manager: “Which option do you prefer?” Customer: “I’ll take my chances.” Business Manager: “That’s fine…”

Gaining Commitment Business Manager: “That’s fine, these options aren’t for everybody. The folks who choose not to select an option have told me it is because they didn’t like the way they were grouped or they just didn't want to spend any more money. Do you mind if I ask you what your concern was?” Customer: “I’ll take my chances.” Business Manager: “That’s fine, though there may be another way of looking at it, do you mind if I share something with you?”

STEP ONE First make an attempt to sell them based on their criteria… Please pick two or more.

Sell Based on Their Criteria Business Manager: “If cost were not a concern…?” “Certainly you see value in…?” “If you had a choice…?” “Let’s take cost out of the equation…”

PLAN B Attempt to sell them based on your criteria… I’m curious.

Attempt to sell them based on your criteria… What is it about Option 4 that concerns you?

Be sure to provide a reason… Vehicle Service Contract “The Vehicle Service Contract is something you may want to consider because someday you'll be out of factory warranty and if you decide to sell or trade the vehicle before the warranty expires you can transfer it or cancel it and receive a pro-rata refund.”

Be sure to provide a reason… Tire & Wheel “The Tire & Wheel Program is a great compliment to the Service Contract because the tires are the most vulnerable part of your vehicle as they are the only part that actually comes in contact with the road and there is no warranty against road hazards with the factory coverage.”

Be sure to provide a reason… Environmental Protection “The Environmental Protection Program is a great choice because the appearance of a vehicle plays a major part in its future value. It also will allow for just a quick wash rather than a wash and wax at the car wash.”

Be sure to provide a reason… Paintless Dent Repair “Paintless Dent Repair is a great compliment to the environmental protection. While the environmental protection seals the paint finish from damaged caused by the elements, paint-less dent repair will ease the burden and ensure you repair those annoying dings and minor dents that certainly will effect your vehicles future value.”

“You really have only 3 responsibilities outside of making the payments on your leased vehicle: 1) Maintain the vehicle 2) Provide insurance on it 3) Return it in satisfactory condition That’s why I am surprised you didn't select option 3 which includes Excess Wear & Tear a remedy for unforeseen lease end charges. Pre-paid Maintenance set up to fulfill your maintenance requirements and Tire & Wheel Coverage protection for the most vulnerable part of the vehicle.”

We don’t like to think of the but sometimes we have to. It’s Fun to Say Yes We don’t like to think of the “what if” but sometimes we have to.

They Have to Believe BOOST CURIOSITY by asking questions that will: Create an awareness What’s your understanding of the factory warranty? Put them in a hardship What went through your mind when you saw that first ding on your new car? Reduce resistance There may be another way to look at it. Allow them to sell themselves Now that you see a benefit doesn't it make sense to enroll?

SHOW & TELL Business Manager: “I want to make sure you are aware of your responsibilities when you turn in your lease. As your Lease Agreement states, your lease vehicle must be returned in good condition allowing for normal wear. Excess Wear and Tear to your vehicle outside the normal wear and tear guidelines will result in unexpected Excess Wear and Tear charges as you can see here.”

SHOW & TELL May I share something with you? 23. STANDARDS FOR EXCESS WEAR AND USE You are responsible for all repairs to the Vehicle that are not the result of normal wear and use. These repairs include, but are not limited to those necessary to repair or replace: (a) Tires which are unmatched, unsafe or have less than 1/8 inch of remaining tread in any place; (b) Electrical or Mechanical defects or malfunctions; (c) Glass, Paint, Body Panels, Trim and Grill Work that are broken, mismatched, chipped, scratched, pitted, cracked, or if applicable, dented or rusted; (d) Interior rips, stains, burns or worn areas; and (e) All Damage which would be covered by collision or comprehensive insurance whether or not such insurance is actually in force. Replacement of Sheet Metal must be made with Original Equipment Manufacturer Sheet Metal. All other repairs must be made with Original Equipment Manufacturer parts or those of equal quality. Your use or repair of the Vehicle must not invalidate any warranty. If You have not had the repairs made before the Vehicle is returned at the scheduled end of this lease, You will pay the estimated costs of such repairs, even if the repairs are not made prior to Holder’s sale of the Vehicle. May I share something with you?

SHOW & TELL Business Manager: "When you turn in your lease, the lease company performs an inspection on the vehicle. They allow for normal wear and tear, but you are responsible for any excess wear. This can range from worn or mismatched tires, broken windshields, stains, tears on the interior or scratches on the exterior. Here’s how they determine Excess Wear and Tear.”

SHOW & TELL May I share something with you? WEAR SQUARE

SHOW & TELL May I share something with you? Excess Wear & Tear Claims Paintless Dent Repair Claims Paid Theft Claims Tire & Wheel Claims Parts Inventory Repair Orders Point of Sale Material Local Articles May I share something with you?

SHOW & TELL May I share something with you?

SHOW & TELL Current Pmt. $463 / 30 = $15.43 a Day Protected Pmt. $544/ 30 = $18.13 a Day $2.70 DiFF.

Your Best Friend Make the Your Friend

It Starts With the Right Attitude THE DEALERSHIP Showroom Hours Mon. -Fri. 9:00am - 9:00pm Saturday 9:00am - 6:00pm Sunday 12:00pm - 5:00pm WE GLADLY ACCEPT CASH or LEASE Deals!!

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