'Negotiation Free Sales Process', is the timing right? Love to hear your opinion!

'Negotiation Free Sales Process' makes so much sense, is our industry headed that way? Tell me you opinion, is 'NFS' working, are you considering it, or is traditional sales around to stay?

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Comment by Keith Shetterly on March 24, 2011 at 1:45pm

The history of selling can be summarized as barter, then horsetrading, then fixed prices, then sale prices as a percentage of fixed.


We are still in the horsetrading, but the backend has risen steadily as a percentage of the deal--as of 2008 it passed 50% on the national average and hasn't looked back.  We fight for gross in every deal, and still should as long as price negotiation (horsetrading) is common.  Saturn was about ten or fifteen years ahead of their time, as you can find franchise AND used car lots using NFS on the front successfully TODAY.


Comment by Kip Miles on March 24, 2011 at 1:22pm
Joe, I think the consumer is demanding it. I am a retired Dealer and yes we used a modified version to great success; I am an advocate for sure. Easier on the consumer, the Salesperson, the Manager, and the Dealers bottom line. Mark Rikess (who I work with) is the 'foremost expert' on NFS and can provide MANY case studies. The 'best practice' stores are $1400 front + $975 net FI.
Comment by Joe Clementi on March 24, 2011 at 11:22am
Why do you think more dealers are just starting to investigate "NFS"?  It appears during a recent article in Automotive News - the article outlined some groups were already "testing" the process.  Are you utilizing it now?  What are the results? 
Comment by Kip Miles on March 24, 2011 at 11:06am
Thanks Joe, studies show successful NFS Dealers gross average, both front and back, are greater than industry standard and CSI scores (both factory and Social Media) are higher as well.
Comment by Joe Clementi on March 24, 2011 at 10:57am
Kip, I agree with you.  I think it's time for the one-price car buying experience.  I believe if price is taken out of the equation than dealerships would have to provide better service.  The internet world of below cost pricing is ruining our brands.  Where's the bottom?  If customers can't find it they will keep looking...

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