|It is said that the older you get, the faster time seems to move. Personally, it’s moving at the speed of light. It is, however, that time again to select my dealer of the month, and Koons Ford Dodge located just south of our nation’s capitol in Falls Church, Va. gets the honor. They’re part of the renowned 18-store Koons Dealer Group located throughout Virginia and Maryland. What impressed me most about the Ford, Dodge store is Used Car Manager Regie Haug. His approach to working credit challenged customers impressed me. Because of him and his team, more than 80 customers were thankful last November for the opportunity to own a new vehicle.|
|“I got my start in the automotive industry as a mechanic,” Haug said. It didn’t take Haug long to figure out he could make more money in sales and go home clean everyday. He has now been in this industry for more than seven years. Haug states, “One of my best moves was coming over to this Koons store. I’ve enjoyed every minute here, and I have a great sales team to work with.”
“We specialize in sub prime customers and especially those received through our Internet sources,” Haug stated. For ordinary car salespeople, holidays are their slow period, but for sub prime departments, its business as usual. The majority of their credit challenged customer referrals are from the Internet. Approximately 70 percent of all customers today qualify for some type of special finance. The typical sub prime customer is purchasing on a need – not a want – basis. No matter what condition the economy, business is brisk. There is a never-ending need for sales professionals to service this niche of business.
When asked about the types of advertising they use, Haug replied, “We piggyback off of the Koons’ group TV and print advertising for walk-on and phone ups. CustomerFunding.com provides us with all of our outsourced special finance Internet leads.” Of the approximate 160 units moved during two recent months, almost 50 percent were to their own leads. “Twenty percent of the applications we receive from CustomerFunding.com turn into our drivers. I love their service and wouldn’t be without it now.” Averaging $4,200 gross per unit and increasing profits over $160,000 a month since partnering with them, CustomerFunding.com has made a big impact. Increased lead count in months to come will boost sales and profits even more.
Vol 3, Issue 1
Lending Tree’s most recent auto finance snapshot finds originations, amounts financed, and monthly payments all accelerated in 2018.