1. Pre-Owned Managerial Tactics To Survive Tough Times Implementing Turn Policies | Setting Reconditioning Standards | Understanding Customer Relations 6529 English Oaks Dr. | Raleigh, North Carolina 27615 | Mobile:919-906-4578 | Fax/E-Fax 253-369-4141 | jaydyerassociates.com

2. Pre-Owned Vehicle Department Importance

3. Business Plan For Pre-Owned: WHY Primary – Enable store to take in trade WHO Different job responsibilities for each manager HOW Similar to new

4. Used Vehicle Department Importance Body Shop Certified Department F & I Department Service Department Parts Department New Car Department Used Car Department = 45%+

5. Inventory Control-Staying With Your Turn Policy Retail Turn Policy o 60-day Turn Policy? o 45-Day Supply? (Dollars and Units.) o Turn 75% of Inventory each Month? o Nine Inventory Turns Per Year? (As a Minimum) o 25 Average Days in Stock for Retail Inventory. o Earlier second decision Wholesaling as often as possible o Auction o Seal-Bid o One on One o When o How Often o Who o Guide Lines

6. Daily Holding Cost for Pre-Owned

7. Used Vehicle Department Management Process Salespeople: Combined or split Determine number needed Recruiting Hiring Initial training On-going training Daily tracking Strengths Weaknesses When to T.O.

8. Traffic Tracking Minimum Percentages

9. Product Knowledge Training o Daily Walk around o Building a Story Book Inspection Process Report On Line Check Sheet Copy of vehicle history (Carfax, Carproof, UCDA, etc) Service History (as submitted by previous owner) Customer Trade Information Form

15. Used Vehicle Department Management Process Reconditioning: o Mechanical o Cosmetic

18. Pre-Owned Managerial Tactics to Survive Tough Times www.jaydyerassociates.com