Alexander McGrew

Chevrolet / GMC Franchise store

• Implemented Sales Process and Trade Process that doubled sales Volume and gross
• Hold the highest gross record in the Automotive Group and it was a cash deal ($20k)
• Implemented CSI process that took scores from 50% up to 95%
• Purchased pre-owned inventory from Auction through Stockwave/vAuto to maximize used car strategy.
• Maintained a 45% look to book for trades while UA of those trades added $750 per front end vehicle gross (total).
• Approved pre owned vehicle reconditioning
• Signed up 22 lenders for the Coleman Automotive Group to increase finance penetration

Chevrolet Franchise Store

• My tenure at this location taught me many more things than I can list here, but here are some major additions to what I already knew about the business.
• Learned the Florida market
• Learned a dialed in sales process that creates high grosses and a great customer experience
• Learned a trade in process that has a high Look to Book, but adds U/A gross and justifies it with the customer.
• Learned how to present and justify reconditioning and transport to the dealership added fees ($3800 at this store)
• Learned how to present finance assist / trade assist and justify those fees to the customer

Toyota Used Car Superstore

• Ran the day to day operations of the dealership with every step of the vehicles process:
• Acquired the right inventory with the proper amount of reconditioning set up and adequate profit to perform well with pricing strategy.
• Managed reconditioning and UCI approvals, giving the customer the best experience while maintaining front end gross.
• Priced vehicles daily with an aggressive pricing strategy to create a good turn and provide a steady flow of lead traffic.
• Merchandised vehicle through spotlights and using pricing tools on third party lead providers websites to draw leads in.
• Created lead processes within the CRM for the sales associates and sales managers to properly follow up with customers to set appointments.
• Coached sales associates in selling techniques, significantly increasing sales and creating a culture of accountability.
• Motivated sales associates to meet and exceed objectives by setting goals, tracking performance on daily and weekly basis and implementing improvement strategies.
• Coached sales management on best practice on setting up finance for success when submitting deals to banks for approval (which banks have the best back-end programs, which banks have application requirements etc).
• Coached the finance team on selling products in the finance office and maintained a clean CIT each month.
• Handled customer relations issues, enabling quick resolution.
• Effectively managed inventory and appraisal process to drive profit in the used car department.
• Trained and developed a team of auction buyers for not only this store, but for the Fort Wayne Metro area, Rohrman locations. Held weekly meetings/ coaching sessions.
• Managed all arbitrations for auction purchases and managed transportation.
• Held weekly appraisal meetings with other appraisers to drive towards an appraisal process that brings wholesale profit, as well as retail profit, with a focus on capturing more trades.
• Look to book 63%.
• Utilized Stockwave and vAuto to optimize stocking strategy and acquire pre-owned vehicles from the auction platforms.
• Maintained and built strong relationships with auction representatives.
• Desked deals for the sales team, as well as providing a proper turnover to help improve showroom closing ratio.

Toyota Used Car Superstore

• Created profitability in the finance office through a professional presentation.
• Ran an average of $2100 per copy with an average sale price of $17,000. Maintained a ratio of 70/30 of products/reserve.
• Maintained a clean CIT timeframe and worked with sales associates to acquire unmet stipulations from a client prior to them taking delivery.
• Created relationships with buyers at each of our lending institutions and called each approval/decline to get the most profitable approval for the dealership.
• Learned each banks niches, credit tiers, lending guidelines, and back end programs so I could send off applications accurately and create the most gross for my department.

Toyota/Lexus Franchises store

• Followed the steps to the sale each and every time to create a track record of successful performance.
• Created new sales records, on average turning about 15% of my dealerships inventory individually as a salesperson.
• Accomplished sales goals through consistently being productive and doing anything I can do sell a vehicle.
• Through investigation found out customers key buying reasons and performed a feature advantage benefit presentation on the vehicle that best solves their problems.
• Used data-mining programs to identify previous customers with equity or the ability to upgrade vehicles and expand certified pre-owned inventory.
• Communicated with customers through calls, texts, and emails to bring them in the door and start the road to the sale (30 calls per day minimum).
• Created walk-around videos for customers that were shopping online and need more incentive prior to coming in.
• Utilized the service drive to bring customers to the showroom and begin/follow through with the road to the sale.
• Followed up with customers that didn't purchase immediately to pursue business and bring them back in to dealership.

Toyota/Lexus Franchises store

• Made a minimum of 100 calls per day
• Set up appointments with potential and current customers to promote new products and services.
• Performed cold-calling and follow-ups with previous customer leads to secure new revenue.
• Maintained routine communication with clients to assess overall satisfaction, resolve complaints and promote new offerings.