GM TRUCK REMARKETING: GM TRUCK REMARKETING - Dealer Training - GM TRUCK REMARKETING


GM TRUCK REMARKETING: Index Who We Are Program Overview Program Timing Dealer Benefits GM Truck Remarketing Support Programs Dealer Sales and Service Process Sales Objectives Dealer Check List GM TRUCK REMARKETING


WHO WE ARE: WHO WE ARE


PROGRAM OVERVIEW: GM negotiates new vehicle sale with fleet GM commits to take trades as part of the deal GM distributes trades to dealers for retail sale PROGRAM OVERVIEW 1. GM Gets Trucks From Fleets


PROGRAM OVERVIEW: Fleets release trucks to GM nationwide GM assigns trucks to dealers Based on dealer performance and market demand 1. GM Gets Trucks From Fleet PROGRAM OVERVIEW 2. GM Assigns to Dealers


PROGRAM OVERVIEW: PROGRAM OVERVIEW 2. GM Assigns to Dealers Dealers take possession of trades from fleet Dealers notify GM immediately GM pays fleet for trade vehicle upon notification 3. Dealers Get Trades 1. GM Gets Trucks From Fleet


PROGRAM OVERVIEW: 1. GM Gets Trucks From Fleet PROGRAM OVERVIEW 2. GM Assigns to Dealers 3. Dealers Get Trades Dealers inspect trades per fleet inspection process Check for trade terms or transportation damage Submit estimates to GM and do approved repairs 4. Dealers Inspect & Repair Trades


PROGRAM OVERVIEW: 1. GM Gets Trucks From Fleet PROGRAM OVERVIEW 2. GM Assigns to Dealers 4. Dealers Inspect & Repair Trades Dealers maintains operational/sellable vehicles Dealers display, promote and advertise trades Dealers sell trade vehicles Dealers purchase unit from GM and receive title 5. Dealers Market & Sell Trades 3. Dealers Get Trades


CRITICAL TIMING FOR TRADES: 1. Dealer is Assigned Trades Faxed to dealer by GM Dealer arranges vehicle shipping CRITICAL TIMING FOR TRADES 2. Dealer Faxes Mileage to GM Enter mileage on assignment form Fax immediately to GM GM then pays fleet for vehicle Get trade within 14 Days after assignment by GM Immediately Inspect trades within 14 days at dealership 3. Dealer Inspects Trades For fleet trade terms GM pays $100 for each inspection For repairs, Dealer faxes estimate Complete repairs within 30 days at dealership 4. Dealer does Vehicle Repairs Dealer completes approved repairs Dealer submits original bill to GM GM pays via Dealer Open Account


ANNUAL PROGRAM TIMING: THE TRADE CYCLE HAPPENS EVERY 12 MONTHS Begin Trade Process GM and fleet make deal Fleets release trades GM assigns trades Dealers process trades Inventory levels build Clean Up Inventory Dealers focus on overage inventory Salesperson incentives Weekly sales focus Release to other dealers Prep and Sell Dealers Inspect trades & Submit estimates Do approved repairs only Submit bills Promote and Market Sell Track sales performance OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEP ANNUAL PROGRAM TIMING


DEALER BENEFITS: DEALER BENEFITS GM marketing support programs to aid sales efforts: - Consignment inventory - 12 month/12,000 mile limited Powertrain warranty - GMAC preferred financing - Commercial Truck Trader advertising - Maaco Repaint Program - Dealer-friendly website on DealerWorld or via Internet: gmtruckremarketing.com Expands customer base in LD and MD used truck segments Enhances customer retention and loyalty Proven product specs based on fleet experience Dealer is paid to inspect all incoming units for condition and compliance to trade-in terms Expanded profit opportunity for sales, F&I, parts and service


DEALER SALES OBJECTIVES: Dealer sales effectiveness is critical to the continuation of the GM Truck Remarketing Program Target sales rates to be developed with each dealer Dealer sales objectives based on: Previous sales rate and local market ability to absorb units Aggressive prospecting and marketing of used trucks Dealer sales performance Track sales and inventory monthly Share national inventory as needed across all dealers Follow dealer checklist (see next chart) DEALER SALES OBJECTIVES


DEALER CHECK LIST: Key Dealer Check List to be Successful in Program: Track sales potential of used trucks in dealer market area Evaluate dealer facilities, storage and front-line display viability Include used trucks in dealer business plan: Set monthly sales and profit objectives Develop plans for display, advertising, promotion, prospecting and other used truck marketing tools Include used trucks in salesperson objectives and incentives Evaluate service capabilities including medium duty truck service bays, parts, technicians, tools, extended service hours, training, etc. Take actions to enhance the resale value of used truck inventory Swap bodies to meet customer needs Repainting, decaling Other add-on equipment as required by customer Maintain insurance coverage for inventory Complete and sign all necessary agreement forms and submit to GM DEALER CHECK LIST