Posted by: Anonymous (Askthemoon@cs.com )
Organization:Anonymous
Date posted: Sat Jan 20 20:34:43 2001
Subject: Underpaid?
Message:
I am sorry for the "Anonymous," but as you all know, what we say here could get back to my GM and cause me trouble. I hope you don't mind. Anyway, I need advice! I do Internet Sales and think I am extremely underpaid. I am relatively new to the car biz and really could use some "veterans'" advice.
I get a flat 25% commission, $300 pack on both new and used, don't get paid on any holdback or dealer incentive cash and have a pititful little base salary of $500. I am the only internet person. I work a lot of hours and I work hard. I maintain the website, create e-advertisements, handle all internet sales, all lease returns and lease retention. I sell between 10-20 cars per month (my average monthly sales are about 12). I get good gross on used, but I sell a product that we must give away on the new side. The market just won't bear more than about $500 a copy on new in my market...oh well...back to my subject.
I work hard and make harldly any money...average monthly income is about $2,200 over the last year. I have been at the same dealership for 3 years and am loyal. I have asked for more money, but I can't get anywhere with my owner. What should I do?

Subject: Pay Plans
Reply Posted by: Steve Hiatt (SteveJr@HiattPontiacGMC.com )Hiatt Pontiac GMC
Date Posted: Sun Jan 28 22:09:54 2001
Message:
Dear anonymous,
I must agree with Michael. The pay plan isn't bad,and it sounds as if your treatment isn't bad. You are right that you should be making a lot more dough, just you happen to be the one responsible for doing that.
I hear and empathize with the effort you put in: the hours, the website, the leases, ect. However, it sounds to me like you have the ace in the hole on that in the dealership, it seems it is no one elses market. You are privledged in that way.
You only need to improve on a few things: 1) Set up an iron clad follow up system, if Michael is offering to help, take all he will give you, he knows his stuff. Those people will be loyal, pay you more the second time, and refer you tons of business, you probably haven't tapped that market.
2) Forget how well you do compared to the average, and LEARN as much as you can. Your selling skills sound like they need improving, learn to sell value and your gross will go way up. If you are marketing to "cheap skates" then tell them to provide them with good service they HAVE to send you business. Call me and I will tell you a way to get a huge percetage of these people to give you a referral at delivery. Go to three sales workshops in the next 12 months and don't wait until your dealer offers to pay, or you can "afford" it. YOu can't afford not to. I would reccomend: Michaels 1 day Professioals workshop, even if you have to travel to get to it. You will get enough out of one day, and the materials he provides to increase your income $1000 a month right away if you learn it and apply, and that is the tip of the iceberg. Also, Joe Verde Sales and management training three day selling skills workshop. Just make the time and pay it. Borrow the money for both if you have too, it is no different than a student loan, put it on your VISA, the return will be awesome. I know from experience that it is. Call Margaret, at Joe Verde, at 1-800-445-6217 and tell her I refered you. The two workshops will change your career.
You have a great start, and will make a lot of money, you sound ready to be a 'student' now seek the teachers!
Steve Hiatt, Jr. Hiatt Pontiac GMC Tacoma, WA 98444 253.537.2222

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