PAL Book and SalesSmart Traffic Management Definitions

To provide clarity to all users and maximize the usefulness of the data please utilize the following definitions.

Opportunities.

This is a face to face encounter to any new client that wishes to get any information about a vehicle.

Presentation

This is when we complete a 6 position walk around on a selected vehicle.

Demonstration

When the client test drives the vehicle selected.

Building Added Value

After the test drive we take the client through the service department and explain our services and unique attributes (why you should choose us)

Information Review

After the Building Added Value walk we suggest to review the information about the vehicle driven and return to the office to do so.

Now Commitment

This is when we get an approval from the customer that they would like their vehicle now providing the figures / terms are agreeable

Sold

We have come to agreement on Figures / Terms

Delivered

The client has taken physical delivery of the unit

Examples: 

A client walks into the dealership for the first time.

• Record as an Opportunity in Activity and as a Walk-in in Source.

A client comes back to the dealership a second or more times.

• Record as a return in source each time the client returns. Do not record as another Opportunity in Activity.

A client that has purchased before comes in to look at a vehicle

• Record as an Opportunity in Activity and as a Repeat in Source.

A client is referred to the dealership.

• Record as a Referral in Source and as an Opportunity in Activity.

A client comes in as a result of our outsourcing effort.

• Record as Networking in Source and as an Opportunity in Activity

A client comes to the dealership as a result of our setting an appointment with the individual prior to them coming in.

• Record as a Kept Appointment and as an Opportunity in Activity.

A client comes to the dealership a second or more times as a result of our setting an appointment with the individual.

• Record as a Kept Appointment and a Return in Source.

By collecting the data this way we are able to see to valuable things.

1. Closing Ratio – The number of people we are dealing with to sell a given number of cars.
2. Contact to Sale Ratio – The number of contacts it takes to sell a given number of cars.
3. Time Allocation – The various mix of the client we spend our day with. Where to we get our clients and how we interact with them.