Desking
Work one deal – online, in the store, and on to F&I – with multiple options and consistent and accurate payments.
Trying to back into a payment the customer saw online is frustrating and eats into your margin. Explaining to a customer why their payment is more than what was shown online ruins your negotiation and puts them in a defensive position. And then when your deal gets to F&I and eventually the office, it will inevitably be adjusted again so it’s “right.”
There should only be one deal – from your website, to desking, to F&I, then to accounting. Rates, residuals, rebates, incentives, taxes, and fees should be identical no matter where the customer is seeing a payment. Desking allows you to negotiate with confidence and present multiple scenarios that are all accurate using a single deal.
Benefits of Desking
-
Accurate
Using a single system, all payment, rate, rebate, and trade information is accurate.
-
Consistent
Work every deal with confidence knowing you have a single calculation engine from online to in-store to F&I.
-
Quick
Calculate and compare multiple payment options to show to a customer, including lease and retail side-by-side, in seconds.
-
Transparent
Reduce the back-and-forth with your sales manager and eliminate leaving your customer alone, increasing transparency during the process.
-
Efficient
Reduce errors and save time by eliminating the need to re-key customer and deal information across tools.
What can you experience:
“We used to present payment options to customers using an old-fashioned four square and a Sharpie. Payment options were calculated manually and deals were almost never closed on first pencil. With Reynolds Desking, the amount of times a salesperson goes back and forth between the customer and sales manager has been significantly reduced, making it easier for the customer to say yes to a deal, faster.”
“Desking saves me at least 15 minutes per deal. At around 60 deals per month, we’re talking about a savings of 15 hours a month. Using multiple scenarios makes my job a lot easier. I generally give most of my customers several different scenarios because it is so quick. It increases your odds of selling the car.”
Related Resources
How to Rebuild Trust with Customers
Root Canal or Deal Negotiation?
4 (+1) Car Buying Trends Setting the Pace
