Menu selling was going to change the way dealers did business! It was the way of the future. Many paid high dollars for an automated menu system and thought their finance managers would reap untold profits, once they figured out how to use it. So . . . what happened? Why hasn't the system worked in so many dealerships? Why haven't the profits been realized?

Effective menu selling can increase profits in the finance office, without jeopardizing CSI efforts or legal ramifications. It can provide the opportunity to offer 100% of your dealership's products 100% of the time to 100% of your customers. Your finance managers can experience a higher increase in products sold and per vehicle performance, if they know exactly how to use menu selling successfully.

Menu selling-or full disclosure selling, as it is often called-is a system that needs full understanding and practice. It requires your finance managers to review relevant disclosure information prior to presenting any other products to customers. Customers must understand the complete cost of sale, which includes the sale price of the vehicle purchased, the trade amount, including the itemization of negative equity , down payment, amount financed, term, APR and the established base payment. Once your customers understand the cost of the sale, your finance managers can then review all other product options. The concept is simple: the process allows your finance managers to earn your customers' creditability first. The presentation begins with a clear disclosure of the applicable buying information in its entirety. It's the law.

If your finance managers have not used the menu selling, no-nonsense approach with every single customer and, as a result, significantly increased their overall performance through these honest measures, then they need more instruction and more practice in definitive techniques. They aren't using menu selling consistently and effectively. Call CCI and arrange for either on-site training or an off-site workshop. Our system is easily understood and easy to put into practice. It works!

Do you blame your finance manager for lackluster profits, when the blame may lay with your sales personnel? In order to be successful with menu selling, every manager in your dealership must be on the same page. There is only one rule of thumb, not two. Sales managers must be held accountable, if your intention is to increase profits in both sales and finance! Compliance doesn't begin in finance. It begins the minute any member of your sales team meets a customer on the lot or in the showroom. Call CCI and arrange for either on-site training session or an off-site workshop experience. Our system is easily understood and easy to put into practice. It works!

The market place is changing. Customers are not the same. They are more knowledgeable about cars and about the buying/ leasing system. They know their rights. They know about the games dealerships used to play. They are looking for honest, straightforward, respectful treatment by your personnel, from both sales and finance. When you establish and practice a consistent desking policy that everyone in your dealership is required to follow, you will be rewarded in ways you never thought possible.

CCI's Training Workshop "Desking Deals for Menu Sales" has received rave reviews from countless participants, especially after they put the system to work and see their bottom line move sharply upward.

For more information:

Contact us today at info@chernekconsulting.com

Or call us at: 1-800-730-3663.