A unique, customer-friendly approach to automotive retailing
Ever since the invention of the automobile, there’s been a huge gap between American’s passion for cars and their general distaste for the way they purchase them.
The fact is, no matter how many vehicles people purchase, it seems they always drive away from the dealership asking the same questions: “Am I paying too much? Did I get the best price I possibly could or did I pay more than somebody else for the same car?”
Why should consumers have to go through this?
After all, they don’t have to haggle over the price of other products they purchase. Why should people have to endure this when shopping for their second biggest household purchase?
We decided to price the car, not the customer.
We post our best price on every vehicle - new and used - for our customers and competitors to see. Whether our customers deal with us online, over the phone, or in the dealership, there's no pressure, no back-and-forth with the manager, no "What will it take to get you to buy today?" Just one low price, period - the price you might hope to get elsewhere after spending the time and hassle to negotiate your way to the bottom line.
We don’t sell cars here anymore.
Instead, we’ve replaced the negotiating hassle of traditional automobile selling with a process that makes it easy for our customers to buy a vehicle.... And it only changes everything about a career in automotive sales.
Our Elite Sales Process
Bill Marsh is taking the lead in an automotive trend to create an Elite Sales Process. Our sales people are trained to take a customer through every step of the sales process — from handshake to handshake. No more passing the customer off to an F&I person and hoping that your customers have a great experience. Our sales people handle the entire process — it only makes sense. They develop a trust with the customer during the sales process and they carry that trust through to the end of the transaction.
Job Overview: Keys to a successful sales career in the Bill Marsh Automotive Group
- Sell an average of 12-15 new and/or used vehicles per month.
- Effectively market finance and insurance products according to dealership standards.
- Maintain the top tier sales CSI (Customer Satisfaction Index) score as determined by the respective manufacturer.
To develop an expanding clientele of repeat and referral vehicle owners through proactive customer relationship management.
- Honesty/ Integrity – Operate honestly and ethically. Earn trust and maintain confidence. Speak plainly and truthfully.
- Work ethic – Possess a strong willingness to work hard and sometimes long hours to get the job done. Develop a track record of working hard.
- High standards/ expectations – Expect personal performance to be nothing short of the best.
- Organization and planning – Plan, organize and schedule in an efficient, productive manner. Operate with a personal business plan. Focus on key priorities.
- Follow through on commitments – Live up to verbal and written agreements, regardless of personal cost. Do what you say you will do.
- Attention to detail – Be accountable for thoroughness, accuracy and attention to the many important details associated with the job.
- Persistence – Demonstrate tenacity and resolve to achieve success.
- Proactivity - Do not wait to take action. Act without being told what to do.
- Creativity/ Innovation – Generate new and innovative approaches to problems.
- Enthusiasm – Exhibit passion and excitement over work. Have a can-do attitude.
- Openness to criticism and ideas – Solicit feedback and react calmly to constructive criticism or negative feedback.
- Teamwork – Reach out to peers and cooperate with peers and supervisors to establish an overall collaborative working relationship/ environment.
- Persuasion – Able to convince others to pursue a course of action.
New Sales Consultant Orientation
This outline is a template to help explain the process of transitioning a salesperson from a “new hire” into a fully trained, professional sales consultant.
Being a professional sales consultant consists of many skills and talents that will need to be continually improved upon as your career progresses. Some of those skills include…
- “The Bill Marsh Way” of selling automobiles
- “The Bill Marsh Way” of selling back end products
- Being an “elite” sales consultant
- Process improvement
- Process Integrity
- Product Knowledge
- Becoming a “student of the business” through continuous improvement
First Day Orientation
- Complete new hire payroll change form
- Complete Technology Request form and get to HR
- Driver’s License Check
- Sign formal job offer
- Create start date
- Talk about job expectations
Next steps will be...
- Order company apparel
- Order name tag
- Order business cards
- Voice mail script and day off script
- Discuss dress code
Week One: Classroom setting: Begin with “The Bill Marsh Way” instructional booklet. Goal is to complete the book with good understanding of our process. There will be many scripts to memorize for a consistent delivery of our sales process from beginning to end. We will from time to time visit one our several facilities/departments for you to fully understand the size/depth of our company.
Week Two: Your time will be spent visiting and even working in different departments in our company. The goal is for all of us to have an intimate understanding and appreciation for those departments that support us. You will learn plenty of important aspects of our company to portray in your sales presentation! You will also be formally introduced to your new team leader during week two and perhaps even spend some time in the department you ultimately will start your career in!
Week Three: The “BDC” Our Business Development Center is an integral part of your success at Bill Marsh. We have more customers come through this department via phone/email/chat than any other area in our sales departments. You will spend the entire week learning what they do and how the BDC can enhance your experience at Bill Marsh. You will also be introduced to our Customer Relationship Management Tool (CRM) called Dealer Socket. This software is vital and using it is a non-negotiable to be a pro in our company. It is very user friendly; however it is like any other software program, “it is only as good as the information put into it!”
Week Four: We will go back into the classroom for 1-2 days for overview of entire process, and then as soon as you are ready, you will head to your department to start putting all of your skills to practical use!
Again, welcome to The Bill Marsh Auto Group, we are glad you are here! Get ready for a rewarding and challenging career!
Bill Marsh Benefits
- Medical (Priority Health)
- Life Insurance (Employer Paid)
- 401(k) (Employer Matched)
- Paid Vacation
- Paid Holidays
- Employee referral program
- Vehicle referral program
- Reduced rates for vehicle repair
- Reduced rates for vehicle purchases
Annual Sales Incomes
- 1/3 earn $134,000 - $60,000
- 1/3 earn $59,000 - $42,000
- 1/3 earn $41,000 - $34,000
Additional income available through manufacturer spiffs and incentives and the 401k-company match.
Average Work Week
46-48 hours per week
New Hire Training
6 days classroom training
3-5 weeks working with a mentor & team leader
1.5 hours classroom training weekly
2 hours one-on-one weekly training
Annually Bill Marsh employees receive 1,440 total hours of customer service training
Over 50 people in the company support the sales department.