Doesn’t it make sense to simply bypass a thorough reconditioning when you can sell very car you get at a premium without first providing a high-level recon?
That's what a recent article in CBT News discusses.
Given the market forces building against you, no dealer can afford to sell half-baked cars that usually end up costing you money to make right - or for which you end up unwinding the deal.
Buyers, especially uber-detail-minded female consumers, start negotiating your asking price the second they catch a foul odor, an unattended panel ding or bumper rash in the car you’re presenting. Heaven forbid they hear brake noises or a steering pull on their test drive.
Frontline available is an acceptable practice by many dealerships. It bypasses a thorough pre-presentation mechanical, cosmetic and detail reconditioning. Instead, cars from auction and trade get a quick wash, some snapshots for posting online, and moved to the sale lot – frontline available.
Our philosophy is sale-ready reconditioning, a culture shared by some of the nation’s top retailers that believe vehicles that are full sensory- and delivery-ready when hitting the lot and Internet are more advantageous to your bottom line, whatever the market.
Unfortunately in this hot market:
An accountable, disciplined and interactive reconditioning team positions a dealership to better keep up with heavy consumer demand. You can’t do that when come-backs or sale-available cars disrupt a workflow rhythm. Those concerns slow down workflow and efficiency.
Free-wheeling times in the car business are wonderful – enjoy the opportunity. But beware, “normal” times most always follow. Keep up best practices and disciplines now, so they’re prepared, sharp and advantageous when times lean out. Practicing a frontline-available reconditioning philosophy may seem right for the times but will prove costly.