Fixed Ops Magazine - 2020 Vol17 02 - 61

most 1 million units down from the March
2019 SAAR of 17.7 million units, but it's
still strong. Far stronger than the post
Great Recession numbers, and given the
low unemployment (now at just 3.6 percent), rising wages, and positive outlook
from both businesses and consumers,
the new vehicle marketplace could be in
far worse shape.

I think I know why. They don't want to
share that floor traffic is up at their dealership; that appointments are being set
and fulfilled at record levels. They certainly don't want to share that their closing ratios are improving every month.
They don't want to because they feel
they have a competitive advantage, and
would like to keep it that way.

I regularly visit Social Media sites and call
on our dealer clients constantly. I hear
mixed reviews about the floor traffic, appointments, and sales. I hear some on
social media asking others if their floor
traffic and sales are off. People say it's
a challenge just to get someone in the
door. Others, however, don't say much.

There's no magic potion
I don't want to give away any trade secrets here, but I can tell you that turning
leads into appointments and appointments into a sale isn't the result of some
secret magic potion you can douse on a
prospect. It comes from hard work, train-

SUCCESS IN SALES
AND IMPROVING
SERVICE ROS STARTS
WITH LEADERSHIP
DEMANDING AND
BUILDING A CULTURE
OF BUSINESS
DEVELOPMENT.
61



Fixed Ops Magazine - 2020 Vol17 02

Table of Contents for the Digital Edition of Fixed Ops Magazine - 2020 Vol17 02

Fixed Ops Magazine - 2020 Vol17 02 - 1
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