Pub. 1 2019-2020 Issue 3

 Ensure all DMV paperwork has been sent out for cars delivered prior to shutdown • What deals need registration data confirmed by the state? • Who is driving on unregistered temporary tags?  Conduct a Contracts in Transit (CIT) review and determine what contracts have been paid to the dealer and which are still outstanding • Collect any outstanding stipulations for un- funded deals • Determine if there are deals where paperwork needs to be re-signed  Follow up on any outstanding payoffs on trade-ins  Follow up on DealerTrack, RouteOne, or captive unapproved deals, holds and/or comments  Conduct follow up calls to any sold customers who took delivery before closing Prepare for a Successful Re-Opening  Plan a “Re-opening Sales Event” and create an email blast to your customer base  Communicate re-opening on all external channels • Create clear messaging about the new ways of doing business and how it impacts custom- er experience • Ensure website, social media, and all third-par- ty sites have your updated hours  Consider balloons or other eye-catching decor outside to draw attention to your re-opening Sales Department Relaunch  Focus on reigniting your sales team and aligning your strategy • Create a sales bonus/contest for units sold to get the team motivated and re-engaged • Drive a culture of appointment setting, consid- er setting spiffs on appointments that show  Review and consider modifying your current sales quotas, goals and pay plans  Review all leads that came through in the last 60 days • Send them a personalized email that the store is open  Review what leases were scheduled to mature during the closure  Ensure alignment on socially distant customer interactions • Staff wearing masks, maintaining social distanc- ing, not shaking hands, etc. Setting Up the Service Department  Ensure you’re prepared to accommodate service customers in the new dealership experience • Offer VIP treatment with services such as vehi- cle pick-up and drop-off • Take stock of your telecommunication and technology needs  Have your BDC begin service deals prior to opening • Ensure as many service appointments are scheduled/confirmed As a follow-up to our 36-Point Checklist If Your Dealership is Mandated to Close, we have compiled a comprehensive checklist to run through if you receive approval to open your showroom back up for business. continued on page 24 Pub Yr 1 2019-2020 | Issue 3 23 CFADA.ORG