Who is a contact at the dealership you should visit every time?
F&I Director, General Manager, General Sales Manager, New Car Manager, F&I Manager
100
Determine and Develop the ______________ of the Dealer Visit….why am I going there?
Objective
100
The first objective during every Dealer Visit should be?
Review Follow Up Items from previous visit to ensure closure
100
The Controller is frustrated with their accounting log and the funding amounts being different. What can you do during a visit to help the Controller?
Train him/her on our Dealer Extranet so they can review purchase letters
100
After leaving the dealership, back in your car, what is the first thing you should do?
Log the visit to SalesForce
200
Who is the contact at the dealership that can help you with outstanding titles, payoff checks and getting some good inside information on the dealership as a whole?
Controller/Office Manager
200
Determine the expected/desired _____________ of the Dealer Visit….what do I expect will happen after my visit?
Results
200
What is one report I will share with a Dealer Principal or General Manager in our meeting when discussing previous month’s business?
Dealer Scorecard
200
With some contacts you will discuss & review profit opportunities. What is one fact finding question you will ask?
What products are they currently selling
200
The dealer had a question you were unable to answer during your visit, when should you try to find the answer and follow up?
Immediately/As quickly as possible
300
Who is the contact at the dealership you can follow up on applications sent, get competitor information, educate about what is considered back-end products versus front end products, teach them how to use the Dealer Extranet and make sure they have Chrysler Capital Lease Contracts in stock?
F&I Manager (F&I Director also accepted)
300
I should prepare and provide via email a __________ _________ for the Dealer Visit and send to the contact I have confirmed an appointment time.
Written Agenda
300
When discussing the App Detail report, what is one area I am going to point out and emphasize with the dealer who complains we don’t buy prime deals?
Average FICO score submitted to us
300
During your meeting with the General Manager, he states his displeasure with their Leasing numbers and you both agree this is an area that needs improvement at this dealership. What will you offer to do?
Provide Lease training to his Managers and Sales Staff
300
When ending your meeting, what should you ensure you gain before leaving?
Commitment towards future goals/action plan
400
Who is a contact at the dealership you should set a formal appointment to meet with and include an agenda in your meeting request?
Dealer Principal
400
What report would you review prior to a Dealer Visit to determine the type of business the dealership is sending you?
Funded by FICO report- SalesForce, Applications Detail Report, CC Sales Scorecard
400
I am meeting with a General Manager and he tends to think we aren’t being a supportive captive lender. What is one report/data I can share with him to change his perception?
Funded by FICO report reviewing the Tier 5 deals funded to show the incremental cars we are helping them sell
400
We are making a change to our policies that will affect contracts (i.e. increase our Disposition Fee. What do you need to include in your visits (2 part answer)?
Get the dealer to update their DMS and print a test contract
400
You took several notes during your meeting, what should you do with these notes?
• Log them in SalesForce
• Summarize them in an email to the contact(s) you met with
• Make sure all questions/issues are addressed
500
Who is the contact at the dealership you should talk to about inventory levels and which special programs and incentives will really benefit their dealership the most?
New Car Manager (GM or GSM also accepted)
500
Name at least 3 items you should have in your briefcase prior to a Dealer Visit.
Rate Sheets, Monthly Incentives Fliers, Marketing Materials, Lease Placemats, Notepad to take notes, ipad/iphone
500
When reviewing applications with a dealer what are at least two tasks I should complete during this process?
• Compare New Car Sales to New Car Applications sent to ensure we are getting a look at all apps
• Obtain F&I Lender Report and Compare against Application Detail Report
• Access Route One or Dealer Track and compare Competitor Call backs- enter information into SalesForce
500
To prove to the Dealer Principal you are engaged in the relationship with his dealership, what is a very important topic for you to ask him about and in turn work with him to ensure Chrysler Capital will play a role in helping with this?
Discuss the Dealership’s long term and short term goals
500
During the visit, the Dealer Contact addresses several reasons why they don’t do more business with Chrysler Capital. What should you do after the meeting with this information?
Work on a game plan to address these concerns and prove to the dealer the benefits out way their concerns