Page 39 - Final Variable Operations

USED VEHICLE DIRECTOR QUICK CHECKLIST

DAILY REVIEW ACTION REQUIRED RESPONSIBLE PERSON
* Traffic Control:
- Daily traffic count, write-ups and sales
* Sales Activity:
- Review missed appointments
- Call the log from previous day's business
- Review missed trades from previous day
- Review Watchdog (Surveys) & and all Unsold Follow up
- Review and act on Call Revue notifications
- Confirm today's appointments by 10 am
- Review the Desk Log for accuracy
* Pricing:
- Have a pricing strategy in place for every unit
- Review units for pricing adjustments
* Traffic Control and Sales Activity - Internet Dept:
- Review activity with the Digital Manager for team member sales effort
* Save a Deal Meeting: Anything we can do to make a deal? (Pull report from CRM)
* Walk Photo Booth: 20 pics per car, 10% of inventory or less without pics, ensure AS IS
sticker applied
* Recon sign off (review Rapid Recon software for holes in process)
* Review Daily Bump report
* Review Toyota's Not Taken in & Deals to be saved from previous days appraisals
* Walk Inventory: review previous day's trades
* Finance Department:
- Report on unprocessed deals (deals delivered, but not financed)
- Review trades not finalized and why
* Daily Training:
- Make sure sales person training happens daily (11:30 plus additional Team Training)
- Additional training materials such as on line guided training (Toyota Cert, CRM, etc)
- Coaching of sales managers
* Report by Salesperson:
- Daily Pulse Report for sales effort
- One-on-one's with sales folks who aren't averaging 8 per month
- Review and report RPA forms daily
- No deliveries made in the last 3 days
* Set up the next day appointments and plan.
* Review desk log for accuracy before sending out to top team.

WEEKLY REVIEW ACTION REQUIRED

* Trend Analysis: (30-60 Report & GAP/ROI Report)
- Retail units delivered
- Grosses per retail unit (ROI)
- Variance analysis (GAP)
* Used vehicle inventory: (Daily Inventory Review Sheet)
- Days in inventory - Dollars & Units
- % Cost to Market
- Review pricing on Certified, TRAC, EWR, etc.
- Review cost (Cost of Sale to be pressed down)
- Inspect purchase units (turn rate, % cost to market @ purchase), Purchase Log
* Wholesale analysis - Used Vehicles:
- Analysis of vehicles wholesaled (Wholesale Log & Wholesale Location Log)
- % Cost to Market
- Purchase or trade
- Days in inventory
- Profit/loss
* Salesperson's productivity
- Current track, sales effort, needs analysis for training and other coaching
* Review AutoTrader Spotlight advertising units
* Attend weekly CIT meeting. Be prepared inventory & deal information
* Attend weekly Mgr meeting. Be prepared with "War Report"
* Walk the used vehicle lot and personally inspect all inventory > 30 days old