March '17

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88 • RV PRO • March 2017 rv-pro.com The Value of Incremental Deals Dealers can increase their overall sales and profits by having the sales and finance manager work together to determine what was needed to get deals done and by working with credit unions to get select customers financed. G lancing in the rearview mirror and seeing if the dealerships met their goals for 2016, I find that many of them fell short by sometimes as many as 40 deals. As we all know, when a sale is lost, it not only affects the sales department, it also represents a loss of revenue to finance, service and parts. We are embarking on a new year filled with new opportunities. Consumer RV shows are having huge success in attracting first-timers to the industry. The question becomes: Where to look for those incremental deals? First, identify the difference between the unit sales goal and the actual number of units sold for the previous year. Some dealers will determine that they missed their goal by 40 units – which can seem like an insurmountable hill to climb. However, if we break that number down to a weekly number, that is something that can be achieved if you keep your eye on the unit sales in addition to the sales volume. A 40-unit dif- ference in an annual production equals about 3.5 deals a month. Rounding up, that equals to one extra deal a week. If the managers pull together as a team and review the sales team's efforts a few times a week, I think the finance team should be able to pick up those incremental deals. The team must think outside the box, and they need customer infor- mation to make an informed decision on the best way to proceed. Financing Buyers Outside the Norm If the customer's circumstances do not fit into the normal customer profile of the tradi- To boost sales in 2017, dealers must first identify where they fell short in 2016. Jan Kelly is the president of Vancouver, Wash.-based Kelly Enterprises. She is an educator and consultant, convention speaker and writes frequently for industry publications. Recently, Kelly has joined the Newcoast Financial Services team. For information about Newcoast Financial Services, educational venues, or joining an F&I 20 Group, call 800-336-4275 or visit www.JLKelly.com. B U S I N E S S

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