There’s little celebration about achieving July’s goals. While Alesso came in early to finish paperwork, he’s taken the rest of the day off, and Izzo, the general sales manager, leads the five-minute morning sales meeting. He’s tired and admits he just wants to go home and back to bed. But he has the new incentives from GM for August to share.
“The goal was 46 Chevys last month. We hit it,” Izzo says. “But this month, it’s 56.”
“Oh, shit,” one of his salesmen replies.
August, at least, contains five Saturdays, points out Rob Kukla, the dealership’s new-car sales manager. Saturday is a dealership’s highest traffic day of the week. Kukla, who had previously worked with Alesso, started at Flemington Chevrolet-Buick-GMC-Cadillac just two weeks ago, coming from a Subaru store near Newark, N.J.
August also would include the all-important Labor Day weekend and an extra selling day compared with August 2018.
The store’s Buick goal is 17 for August. The GMC target — which in July was 38 and unachieved — jumps to 53 for August, leading to lots of laughter in the room.
“Let’s just cross that one off,” someone says.
Downstairs, sales rep Lucia is working to wrap up Wednesday’s final deal, the one that got the store over the line.
Sheryl Makaron, 74, of Neshanic Station, N.J., is in to sign for the white 2019 Chevrolet Equinox she’s leasing for three years.
Did she know the store may be more willing to make a good offer at the end of the month?
“My son-in-law had told me that they probably deal better at the end of the month, but my lease is up on the 10th,” Makaron said.
A lease on a new Subaru Forester, the vehicle she had been leasing, shot up significantly, to $463 a month, with no money down. Makaron had been in the GM store a few days earlier to look at the Equinox, but her budget and the dealership’s number didn’t match up.
That changed with Lucia’s down-to-the-wire call.
With no money down, Makaron’s payment for the Equinox is $275 a month, about $20 more than what she’d been paying for the Forester. It all came down to the monthly payment. “Basically, it’s all I care about,” she said.