BNIPresentation2

What Goes Into The Sale

The Dellenbach Motors Difference

50 Years of Excellence Family Owned Local Franchise Dealer Quality Products and Service Well Trained & Knowledgeable

Professionals Quality Product at Great Values

The Eric A. Wendt Difference Work at Dellenbach / Work for my Client Strong Qualify and Recommendation Ability Sales Training Manager / Mentor “Drive Team” Member Certified Sales - Chevrolet, Cadillac &

Subaru

Looking for a Vehicle Everyone looking for a vehicle has different

reasons, expectations, needs, wants & budgets Figure your Budget & Research Your Options: Cars.com, Edmunds.com, NADA, Car and Driver… Pare down to the vehicle type, make, even a model People are driven to a particular type of vehicle

based on taste, history, loyalty, safety, longevity, power, mileage and in recent years internet driven reviews and information.

Dealers, are not always vetted thoroughly. Craig’s List, can be daunting. Many hate the experience of buying a vehicle.

It does not have to be a bad experience!!!

Buy Private vs Buy DealerCraig’s ListPros

Low Pressure - Generally Get a feel for the latest owner Perception of Value

Cons No Guarantees : Mechanical No Additional Warranty Would have to have car

checked mechanically at your expense.

No ready made finance in house / No Trade

Franchised Dealer PurchasePros

Frontline Vehicles get Mechanical, Interior and Exterior Reconditioning*

Warranties Often Available Finance Options / Trade In Trained and Knowledgeable

Sales Professionals Diverse Vehicle Options

Cons Can get Pressured Dealers can play games

Variables In The Purchase Prefer A Type, Make, And / Or Model? What $ Factors Do You Key In On? - Price? - Payment? - Trade Value? Buy vs Lease* (*New Cars Only) “Do You Have a Trade?” $ Down: If Financing or Leasing Payment and Term

What A Great Automotive Dealer Offers

Trained and Knowledgeable Sales Staff - Even though they are employed by dealer, they should be looking out for the Client First. Sales Staff With The Ability To Qualify The Client

On Many Levels; Needs, Vehicle, Finance, & Budget Sales Staff That Is Knowledgeable With Features

And Benefits of All Vehicles – Thorough Walk Around

Respects Your Time: Communicate The Ongoing Process, And What The Client Can Expect. Efficient.

NO PRESSURE, Informs As Well As Sell! Full and Complete Delivery Process – Present To

You All The Knowledge So You Are Comfortable

Type / Make / Model

Coupe: Sporty, Commuter, Personal Vehicle - Price Range: $$ to $$$$$ Sedan: Smooth, Commuter, Versatile - Price Range: $ to $$$ Crossover: Economical, Sporty, Versatile - Price Range: $$ to $$$$ SUV: Family Friendly, Versatile, Capability - Price Range: $$$ to $$$$$ 4X4 Truck: Versatile, Work, Recreational - Price Range: $$$$ to $$$$$

The Money FactorsA Free Market Determines The PriceVariables: Scarcity Demand Vehicle Condition, Miles, Trim Level,

Features and Options Market Research – VAuto Software,

MMR, NADA, Competitive Pricing Vehicle Recondition Cost Profitability Age On Lot – 45 Days

The Money FactorsPayments

Finance: Rule of Thumb - with Good Credit

- 48 Months: $24 per $1,000 Financed - 60 Months: $20 per $1,000 Financed - 72 Months: $17 per $1,000 Financed Lease: You Rent a Car! - Cost Determined by:Term, Capital Reduction (Down Payment, Prorated Rebates & Incentives), Miles Driven Per Annum, Fees, Taxes, Rate, MSRP, Sale Value and Residual Value

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Dealers Determine Trade Value In A Free Market

Variables: Scarcity Demand Vehicle Condition, Miles, Trim Level, Features

and Options Market Research – VAuto Software, MMR,

NADA, Competitive Pricing Vehicle Recondition Cost Profitability Age On Lot – 45 Days = Not Moving In Market

The Trade - Money Factors

Do’s and Don’ts Enjoy The Process – In the End, A New Car Awaits If You Are Not Comfortable With The Setting,

There Is Probably Good Reason… Leave And Move On

Do Not Arrive In A Defensive Position, Set The Tone In A Positive Light. If It Goes Sideways, It Is On The Dealer, Not You, The Client.

Come Prepared. Be Reasonable If Trading A Vehicle, And Expect Great Value, Service and Quality.

Allow A Good Salesman, A Trained And Educated Salesman To Make Enlighten & Recommend.

DO NOT FILL OUT AN APPLICATION, Until You Agree On A Vehicle And Terms (WAC).