Business_Choice_Tutorial_-_7-4-18.pdf

Transcript

1. Welcome To Premiere Testing Dynamics’ Tutorial & Test Center This Class Was Created Specifically For GM ADI TSMs The Subject of this Tutorial is “Business Choice” Premier Testing Dynamics
2. We will begin with a tutorial and end with a quiz to test your knowledge on the subject. The passing grade for this tutorial is 80%. Once you achieve a passing score, you will be certified in this subject. Make sure to print your Certificate of Completion at the end of the quiz. You can proceed through the tutorial by clicking the right arrow when you are ready to proceed. If you need to go back at any time, click on the left arrow of the program which will take you backwards.
3. Business Choice Training 1.0 Who, What, When, Where, Why, and How to utilize this strong incentive program.
4. Business Choice Course Overview: Educate and Train an ADI Territory Sales Manager on the Business Choice program. How business choice can benefit a Dealer, TSM, and an ADI.
5. What is Business Choice? Business Choice is an incentive program designed for small business owners who rely on their vehicles for day to day operations of their business. It is available when a customer buys or leases an eligible new Chevrolet/GMC vehicle.
6. What is Business Choice? • Business Choice is a competitive advantage and closing tool offered by Chevrolet and GMC to assist sales teams in the selling of Chevrolet and GMC pick-up trucks.
7. What is Business Choice? • The program also is available for vans and cutaways, but for the purpose of this training, we will focus only on Pick Up Trucks and Chevrolet and GMC Accessories.
8. WHY utilize Business Choice ? Competitive Advantage: A closing tool to use with small business owners who are in the market to purchase a pick-up truck for their day to day operations of their business. That other manufactures can’t match. Dealership Level
9. WHY utilize Business Choice ? Closing Tool: a $400-$1000 incentive to be used towards Chev./GMC Accessories. Your customer is eligible for $400 on a New 1500 pick-ups or Colorado/Canyon and $1000 on 2500/3500 pick-ups. Dealership Level
10. WHY utilize Business Choice ? • Profit: $400 in Free Accessories which means approximately $99.00 in profit to dealership, plus additional profit from installation. • Monthly GM Accessories Objective: assists in achievement Dealership Level
11. • Customers want to enhance their vehicles to fit the needs of their business operations. • To protect their investment (vehicle protection; bedliners, all weather mats, tonneau covers, etc.) • FREE- who does not like free? * Most customers will upgrade from the $400/$1000 to get what they want. WHY utilize Business Choice ? Customer
12. • Assist in closing deal • Offers an incentive with additional upsell opportunity WHY utilize Business Choice ? Sales Staff
13. Higher CSI for Customer, Happy Customer and Happy Returning Customer WHY utilize Business Choice ? Sales Staff
14. Because.. • Counts as an Accessory Sale-even though FREE • Counts as ADI to Dealer- correct mix • Earns ADI profit • Earns TSM Commission –FREE STILL EQUALS SALES! WHY utilize Business Choice ? ADI and TSM
15. WHEN to bring up... • WHEN: you know your customer is looking for a pick- up truck • WHEN: You know what the vehicle will be used for • WHEN: You know they are a business owner
16. WHEN for a TSM? • WHEN: You can schedule a sales meeting • WHEN: Dealership has a large Fleet and Commercial presence. • WHEN: A dealer has large a volume of truck sales.
17. • WHEN: Dealers geography lend to rural customers (i.e: Farmer) • WHEN: You are building relationship with sales team • WHEN: Dealership is looking for ways to achieve objective • WHEN: Sales consultants talk about how to earn additional money! WHEN for a TSM?
18. WHO can use Business Choice.. • Sales Staff at dealerships • Fleet and Commercial Dealers –Program under F and C –Have those type of customers • Sales Managers –Assist sales managers to close deals
19. HOW to Present ... • Use a Business Choice Assistance Tool –Pyramid- ADI/GM –Desk Mat • AIC -Marketing and other print material –Other ADI provided guides
20. HOW to submit BC claim.. • Specialized Training for Manager who handles all submission depending on the dealership
21. HOW to collect incentive... • Register within the business choice portal
22. Myth Busters • Not a fleet and commercial dealer –This program is designed for small business owners, they themselves wouldn’t consider themselves under the F & C umbrella • Difficult to File a Claim- roll the footage • Get Audited dealer jacket must have... • “We don’t have a BC type of customer!” –Really? Farmers, Lanscapers, plumbers, etc
23. You’ve Now Completed Your GM ADI TSM Tutorial On “Business Choice” Please Click The “Take Quiz” Button To Proceed To Your Test. Good Luck!