Tag Archive | "Sales"

General Motors Gives Aggressive Outlook

American consumers are buying new cars and trucks at the strongest pace in years, offsetting car makers’ troubles elsewhere and leading the biggest U.S. auto maker to forecast fat profits ahead, reported The Wall Street Journal.

Overall U.S. sales rose 9% last month compared with the same period in 2013 to a nearly decade high. Demand for highly profitable sport-utility vehicles, once scorned as Detroit’s gas guzzling cash cows, continues to rise amid low fuel prices and more efficient designs.

SUVs and pickups were largely behind last month’s strong gains at General Motors Co. Fiat SpA’s Chrysler, Nissan Motor Co. and Honda Motor Co. Only Ford Motor Co., which confronts a change in its truck line, went in reverse during September.

Feeding that appetite for new cars will be key to building and repairing overseas units. So far, the outlook is sound. “A lot of analysts have been beating the drum for the past couple months [saying] that this will soon end,” said Fred Diaz, Nissan’s U.S. sales chief. “I don’t see it.”

U.S. buyers’ role in financing the future at GM and Ford were clear despite the contrasting visions laid out this week by the chief executives at the two biggest U.S. car makers. GM CEO Mary Barra pledged to get near 10% operating margins in North America and to halt losses in Europe by 2016.

Her crosstown rival, Ford CEO Mark Fields, is projecting long-range margins just shy of GM’s and using North American profits to finance a global market share push that seeks to tap Asia’s emerging markets and revive its faded luxury brand.

Mr. Fields’ plan hit a sour note with investors, sending shares to six-months lows over guidance for short-term profit declines, much of which is due to troubles in emerging markets.

GM shares gained 1.7% to $32.49 Wednesday on Ms. Barra’s plan, but remain below the $33 price fetched in their 2010 initial public offering. GM’s market value is nearly $53 billion, trailing Ford, Toyota Motor Corp. 7203.TO -2.85% and Volkswagen AG VOW3.XE -2.25% .

Simplification is the cornerstone of the visions presented this week by Ms. Barra and Mr. Fields. GM and Ford, long criticized for running sprawling businesses where executives weren’t challenged to collaborate, both are rushing to lower the number of vehicle platforms that provide the underpinning for the cars in their lineups.

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Volkswagen on Track for 10 million Vehicle Sales this Year: CEO

Germany automaker Volkswagen sold more than 7.5 million passenger cars and heavy trucks between January and September, Chief Executive Martin Winterkorn said on Wednesday at the Paris auto show, reported Reuters.

Eur‎ope’s largest automaker is “well on the way” to achieving a target of 10 million vehicle sales this year, four years earlier than originally planned, the CEO said at a group event on the eve of the Paris show.

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Chrysler Reports U.S. Auto Sales Jump 19 Percent

Chrysler Group LLC on Wednesday reported its third straight month of double-digit gains in the U.S. market, selling 19 percent more vehicles in September than a year ago, an indication that industry strength continued as summer waned, reported Reuters.

A Reuters survey of nine industry analysts showed expectations of a 10 percent rise to about 1.25 million vehicles sold in September industrywide.

Chrysler was the first major automaker in the U.S. market to report sales. Most other automakers will release their results later Wednesday morning.

Sales of Chrysler’s Jeep brand shot up 47 percent, while Grand Cherokee dropped 14 percent, and Ram pickup truck sales rose 30 percent. Sales of the Chrysler brand rose 14 percent, the Dodge brand fell 9 percent and the Fiat brand rose 6 percent.

Chrysler is a unit of Fiat SpA, and in mid-October is expected to debut as the merged Fiat Chrysler Automobiles on the New York Stock Exchange.

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Nissan U.S. September Sales Rise 18.5 Percent

Nissan Motor Co reported its U.S. sales for September rose 18.5 percent at 102,955 vehicles, beating analysts’ expectations, reported Reuters.

Nissan’s namesake brand showed sales were up 22 percent at 95,118 vehicles and its luxury Infiniti brand sales fell 13 percent at 7,837 vehicles.

Analysts surveyed by Reuters had expected Nissan’s sales to rise 13 percent for the month.

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Ford’s sales down 3% in September

DETROIT, Mich. – Strong sales of transit vans, Fusion model and Lincoln-brand cars were not enough to offset managed F-Series volumes and planned reductions in daily rental volumes, as Ford Motor Co. reported a 3 percent decline in year-over-year U.S. sales to 180,175 units in September, reported Michigan Live.

The Dearborn automaker said in a release that daily rental sales were down 40 percent in September, while overall fleet sales fell 14 percent to 42,878 units.

At the same time, Ford Fusion had its best September since launching in 2005, as year-over-year sales of the model rose 9 percent to 21,693 vehicles.

Sales of the Ford Explorer were up just 1 percent year-over-year to 13,770 units, but it marked the best September performance for the SUV since 2006.

Transit Connect sales grew 30 percent to 4,132 vehicles, marking a record September.

Lincoln sales were up 12 percent to 7,257 units for the brand’s best September result since 2010.

“Fusion is selling strong, with five straight months of record performance and California driving more than 20 percent of our retail growth this year – more than any other state,” John Felice, Ford’s vice president of U.S. marketing, sales and service, said in the release. “Lincoln produced its best sales results in seven years with the recent introduction of our all-new Lincoln MKC.”

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Don’t Forget To Close The Sale!

Oops! You forgot to close again…

Sometimes salespeople assume the buyer is so ready to buy, that everything will just take care of itself, and they won’t have to close the sale. Sorry – that doesn’t work very often.

Even when most salespeople attempt to close and get some kind of objection and then think they handled the objection (issue), they still forget to ask another closing question.

Remember these three points about todays new buyers…

1. People aren’t shopping much any more. Sure, some still stop at four or five or ten dealerships. But on average, buyers today stop at 1.5 to 1.8 dealerships to make their purchase. When you have a customer on your lot, you need to assume they came to buy today from your dealership, and that if you do a good job, you’ll make the sale.

2. 78% … eight out of ten people you talk to this month will buy a vehicle, and that isn’t a question. 90% of them will buy it within a week, and that isn’t a question, either. If you don’t have the skills to close the sale, a salesperson down the street probably doesn’t either, but eventually customers give up and just buy in spite of their fears or objections.

3. Some of your customers are so afraid they’ll make a bad decision that 80% who really want a vehicle you have in stock will still leave without buying if you don’t know how to nudge them to buy with effective closing skills.

Remember these points, too, about closing in today’s market…

4. 80% of the sales are closed after the 5th attempt to close. I’m not talking about handling tough objections; it’s just that one or two closing questions isn’t enough to get the average person to say, “Sure, let’s do it.” That means if you don’t know enough ways to close the sale or if you only ask a couple of times, eight out of ten will buy down the street.

5. If you don’t even try to close the sale, their answer defaults to “No” and eight out of ten who leave will buy from a salesperson down the street –and they will get the commission.

6. If you only try to close a couple of times and then whip out your business card, eight out of ten who leave will buy down the street and that salesperson will get the commission.

7. When you ask a closing question or get an objection and hear a “No” in any form –if you think “No” means “NO”, you’ll miss most sales. “No” just means, “Based on what you’ve told me so far, I’m not ready to say ‘YES’ yet. Give me a few more reasons to buy and ask me again, later.”

8. 50% of the people buy on the spot when they get a good presentation and demonstration. That means if you’ll follow the eight steps every single time and learn a few easy closing and objection handling methods, you can easily deliver a vehicle to every other person you talk to this month.

You’ve worked hard – closing is the final step,
so don’t stumble now – you’re almost there.

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