Prepare For Sale

Vehicle Preparation

After the Window Sticker application has been loaded and the inventory has been entered, it is time to produce the Window Stickers and Buyer’s Guides. JM&A Group will train the dealership employees who will be responsible for maintaining the appearance of the inventory and will ensure that the J.D. Power® Edge Certified Pre-Owned* Vehicles are properly merchandised and displayed.

Using J.D. Power® Edge Certified Pre-Owned* Program materials is possibly the most important part of the entire program. It is the first thing the customer will see, and it will set the stage for all the sales training that has been done. It will be difficult for the salespeople to do a walk-around if the stickers are not properly displayed and if the vehicle’s appearance isn’t up to the J.D. Power® Edge Certified Pre-Owned* Program standards. It will also be hard to show the customer the difference in vehicles while trying to justify price.

If a salesperson attempts to show a J.D. Power® Edge Certified Pre-Owned* Vehicle to a customer and discovers during their sales presentation that the equipment doesn’t work, the interior is dirty, or it won’t start, any credibility the salesperson once had is now undermined. The salesperson must be able to maintain confidence in the product and in the vehicle. The person responsible for maintaining appearance will be the first line of defense to ensure this does not happen.

Try to get the person responsible for maintaining the appearance to look at the J.D. Power® Edge Certified Pre-Owned* Inventory in a fresh new way. Depending on the job responsibilities that have been assigned, here are some of the areas in which they will need to be trained:

Get Started

First, take the lot person to a vehicle intended for J.D. Power® Edge Certified Pre-Owned* Vehicles. Let them inspect the vehicle with you and point out to you some of the things that need to be corrected. Be sure to have them do a thorough inspection of the entire vehicle, including the engine compartment and trunk.

IMPORTANT!

Make sure that a back-up person is trained to handle the J.D. Power® Edge Certified Pre-Owned* Program duties assigned.

Under the Hood

The engine appears clean and oil-free.
Windshield washer bottle is filled and in proper working order.
All caps are on tightly.
Battery terminals are clean and tight.

In the Trunk

Lift the flooring and inspect the spare tire compartment.
Make sure the spare tire is clean, free of dirt, and properly inflated.
Make sure the jack is accounted for, all tools are clean, free of dirt, in proper working order, and properly attached in the compartment.
Make sure the trunk covering is clean, dirt free, and replaced correctly in the trunk compartment.

Interior

Make sure all the equipment is accounted for and in working order.
The lighter needs to be working and the ashtray clean, giving the appearance of having never being used.
Check under and beside the seats to make sure that they are clean and free of dirt.
Pay attention to the condition of the carpets and cloth or leather seats, and make sure that they have been cleaned and all spots removed.
Make sure the Mirror Hanger has been placed on the mirror. If it has been taken off during a test drive, make sure it is properly replaced.

Exterior

Make sure that each vehicle is rinsed off at least once per week and that the interior remains free from dirt. This is especially important after the vehicles have been test-driven.
Make sure the Window Stickers are displayed properly and have a good, clean appearance. If the stickers have been torn or are faded, the person in charge must remove them and replace with a new sticker.

Display

The J.D. Power® Edge Certified Pre-Owned* Vehicles should be displayed together in one designated area. There should not be any non-program vehicles near them. This will enable the salesperson to properly show the J.D. Power® Edge Certified Pre-Owned* Inventory to the customer.
J.D. Power® Edge Certified Pre-Owned* Vehicles should be in the front row, next to the main thoroughfare, for the best impact and display. The customer will be able to see the merchandising materials even as they drive by and may be enticed to inquire about J.D. Power® Edge Certified Pre-Owned* Program.
The inventory should be washed and freshened up at least once per week. Depending on the weather and the number of demonstration drives, this may need to be done more frequently. Keep in mind that these vehicles should maintain the highest standards in interior and exterior appearance.