I Have All the Business I Can Handle!

by Christopher Blackburn

Do you really think you have all the Subprime that you can handle. Does this mean you don’t want to sell anymore cars to the special finance market? Are you truly seeing all the customers you could ever want?

At last check, the car business was designed to sell cars. Granted, there are a bunch of guys that stand out front filling the silver container with paper wrapped cotton. In almost every dealership, there is a least one guy that would love to sell more cars. More than likely it is one of the guys out front right now.

The real point, whether they know it or not, if you think that you “have all you can handle”, you probably don’t know how to handle it at all!

Have you ever tried to hold 12 ounces of soda in your hands without using the can? They call it a spill. Yea you can probably drink a little of it out of your palm but the truth is that you probably missed 11 ounces. Now, if you use the right container to hold the soda—a can—then you will be able to drink all 12 ounces.

Now the correlation. Some dealers sell some Subprime vehicles, but they only drink 1 ounce of success. Then there are those dealers that get to drink all 12 ounces. Capturing every possible deal out of your special finance business is the point of the business itself. If there is only one customer a day that leaves without a loan for a vehicle, then you have already lost 25-30 units a month. Based on my experience, one a day is a good day.