With a multitude of vendors and lenders knocking on dealership doors, it can be a challenge for dealers to identify the best partners.
At the CU Direct Drive '19 lending conference last month, dealers gave their credit union partners this advice: Make your visits short and sweet, and be a clear asset.
The message applies to dealer partners beyond credit unions. Many dealers are fatigued by pitches and updates from lenders and vendors, and some are questioning the value and cost of services.
Partners should bring obvious advantages to the store, Oliver Young, director of sales and marketing for Young Automotive Group in Utah, told an audience of credit union representatives. "Don't hesitate to say, 'I want to sit down and go over our program thoroughly so we make sure we're not missing any deals,' " he said.
Most dealerships would gladly let a credit union review the last 10 deals it did not get funded, Young said.
And keep meetings focused, said Nathan Post, sales manager for Rusty Wallace Auto Group in Knoxville, Tenn.
"Let everybody know, 'We got this new program; we got this new advance.' Just short and sweet," Post said. "In our line of work, that's about all the time we have."
At busy dealerships, if lenders and vendors make the most of the time they spend with staff and show that they're assets, they'll likely create positive partnerships.
But even for those proven partners, dealers shared one last piece of advice: Don't visit on the last day of the month.