Jayme Yates doesn’t do auctions to find used-vehicle inventory.
The pre-owned sales manager at Axelrod Buick-GMC in Parma, Ohio, believes the money and time he previously devoted to finding and buying quality used vehicles at an auction is better spent mobilizing and incentivizing his sales staff to find the vehicles he wants.
Every vehicle requested and purchased by Yates earns the staffer who found it $200 on the spot — no waiting for payday.
Staffers pocket $100 when they buy a vehicle from a customer who came to the dealership as result of a third-party lead paid for by the dealership.
“It gives them a little bit more incentive to do it, to have an extra $100 or $200 in your pocket by the time you sign the customer up,” said Yates. “They are my army. They go out and they find it.”