Page 41 - Final Variable Operations

Do It TODAY Sales Managers Daily Check List Date:

PRIMARY RESPONSIBILITIES: “Culture of Accountability”
✓ SELLING New and Preowned Vehicles

✓ CONTROL INVENTORY
✓ MAINTAIN A CLEAN WORK ENVIRONMENT

SELLING New and Preowned Vehicles:

❑ Attend Morning (Warm Up) and Afternoon (4:04) Sales Consultants Meetings – Be Prepared!
❑ Circle up with your respective teams at beginning of shift for a quick 10 minute meeting.
❑ Conduct a quick inventory walk to review new arrivals for both new and used.
❑ Conduct One-on-One’s with sales staff (no sales 3 days/Tracking < 8 units for the month – 5C’s Coaching).
❑ Make sure CRM is updated at the end of each business day.
❑ Product Training (Must be on-going daily training) – All Sales Consultants must be certified!
❑ Make Manager follow-up telephone calls (ALL APPOINTMENTS MUST BE CONFIRMED and noted in
CRM.
❑ Review “missed trades” from the previous day. (Trade-in standard: 70% Toyota’s/50% other units)
❑ Daily CXi & Survey Review with each salesperson. (Standard: 4 Stars or above)
❑ One-on-One Role playing (vehicle walk around, qualifying, etc.)
❑ End of day make sure delivery log is thoroughly completed and a copy in the file.
❑ Review and sign off on Sale Consultants’ Daily Productivity Sheets (RPA’s)
❑ Make sure appointments are confirmed for the day and updated in CRM.
❑ Make sure ALL active (unsold) prospects from the previous day are followed up on. (Watch Dogs)
❑ Review (Next Day) appointments. Standard: 1 per weekday, 2 on Saturday for each Sales Consultant.
❑ Sales Manager signs off on all New and Used Vehicle Deliveries to include Service walk!

CONTROL INVENTORY:

❑ Review Inventory Display (Lot, Showroom, Bullpen etc.)
❑ Review Inventory needs (control Days Supply) Have a plan for aged inventory…….
❑ USED CARS: Daily reconditioning review with Service, Used Vehicle Director or GSM
❑ At the end of the business day, lot is reset for next business day –No exceptions.
❑ Walk your trades at the beginning of each business day…..without exception.

MAINTAIN A CLEAN and WELL MERCHANDISED WORK ENVIRONMENT:

❑ Showroom display
❑ Merchandising
❑ Sales Staff Offices/BDC – remove confidential information.
❑ All Customer Areas
❑ Desking Office (Make sure all information posted is current and discard old information)

Notes:

.