1 Selling GM Accessories 2 Selling GM Accessories

1

Selling GM Accessories 2

Selling GM Accessories Agenda • The Benefits of Selling GM Accessories § Customer, Dealer and Salesperson • Selling Tips § When and How to Talk About Personalization • Navigating the GM Accessories Website § Searching and Pricing Accessories § Saving The Order and Printing Documents § Attaching The Accessories to Your Car Deal • Compensation § Increase YOUR Bottom Line • Q&A 3

The Benefits of Selling GM Accessories Benefits to the Customer • Personalize Their Vehicle to Fit Their Tastes and Needs • Accessories Engineered Specifically for Their GM Vehicle • One-Stop Shopping – No Need to Go Elsewhere for Personalization • When They Personalize at The Time of Vehicle Purchase… § No Sales Tax § Financed With The Vehicle § Bumper-to-Bumper Warranty Benefits to the Dealer • Increased Customer Satisfaction • Increased Customer Loyalty • Better Returning Trade-In § A Sharper Vehicle with Accessories that Still Look Good • Decreased Liability § Less Risk of Vehicle Damage § Installation Redundancies § Parts and Labor Warranty • Increase Revenue for the Sales, Service and Parts Departments BUT WAIT – WHAT ABOUT YOU? 4

Benefits To You • Increased CSI and Loyalty § No Headaches Caused by Accessories that Fit or Perform Poorly § If the Customer Likes Their Vehicle More, They Will Like You More § If They Like You More, They Are More Likely to Buy From You Again • Easier Product Presentations and Pricing Options § Just Point, Click and Print § Improved Processes and Accuracy • Compensation § Get Paid to Sell the Vehicle, Then Get Paid for Personalizing It 5

Selling Tips Three Selling Opportunities 1. During The Product Presentation 2. During The Price Presentation 3. After You’ve Closed the Sale

Selling Tips During The Product Presentation • Introduce The Accessory Idea § “Bob, we can install a GM bedliner in this truck to protect the bed and keep your cargo from sliding around. ” § “Betty, some GM assist steps would help you get in and out of this truck. We have a couple of styles to choose from. ” § “Bob, we can look at the custom wheels available for this car when we go inside. ” • Never Talk Price on The Lot Sell The Product on Your Feet – Sell The Deal on Your Seat!

Selling Tips During The Price Presentation • Assume The Sale § “Betty, I had my Manager give me the price including those assist steps we looked at. ” § “Bob, the price of our truck is $35, 115. The GM bedliner we spoke about is $366. 50 installed. After rebate, that makes it…” • Ask For The Sale § “You wanted me to go ahead and figure the 20” wheels into the deal, didn’t you? ” § “Since the Entertainment System will be covered with your Tahoe’s warranty, you want to go ahead and add it now, right? ”

Selling Tips After You’ve Closed The Sale • Give Them One More Opportunity § The Hard Part is Over § They’ve Agreed to Buy The Car § Give Them One More Opportunity to Personalize Their Vehicle § “Bob, shall I go ahead and add the bedliner to the deal before we wrap things up? ” § “Betty, you said you plan to get the assist steps in a few months. Wouldn’t you rather get that done now so you don’t have to worry about it later? ” Questions or Ideas?

Navigating the GM Accessories Website Four Step Process • Catalog Search • Order Cart • Printing Documents • Attaching Accessories to The Car Deal

Catalog Search My Shortcuts Accessories Digital Solution

Catalog Search Catalog

Catalog Search

Catalog Search by Vehicle Description Search by VIN

Catalog Search

Catalog Search Chevrolet Accessories

Catalog Search Select a Category

Catalog Search Select a Part

Catalog Search Make Your Selection

Order Cart Accessory Appears in Order Cart

Order Cart Repeat Process Until Finished

Order Cart Order is Totaled For You

Order Cart Enter Name or Stock Number to Save The Order

Printing Documents Print

Printing Documents Customer Order

Printing Documents Customer Order • Customer’s Receipt § Provides a Record of The Transaction With Totals § Taxes § Resale Value • Price Quote • Business Choice § Easier Application Process § File Document for Audits • Your Records § Installation Follow-Up § Commission Tracking

Printing Documents Install Sheet

Printing Documents Install Sheet • We-Owe (3 Copies) 1) Stays With The Car Deal § Manager Will Add The Accessories to The Deal 2) Goes To Service § Schedule Installation 3) Your Records § Installation Follow-Up Note: Parts Department is Notified Electronically

Attaching Accessories to The Car Deal • Manager Adds Accessories to The Car Deal • ERA Desking Application • Pencil Worksheet • When Agreement is Reached with Customer… § Print The Agreement to Purchase (Re-Write) § Accessories and Prices Are Itemized on the Document § Accessories Total is Added to The Vehicle Sale Price • T. O. To Finance Manager § Manager Triggers Accessory Order – Parts Dept. Notified

Compensation Increasing YOUR Bottom Line • Commission § 5% Commission on The Gross Accessory Sale Amount (Including Labor) § Sold at MSRP § Sold at Time of Vehicle Purchase § Itemized on the Agreement to Purchase (Re-Write) • Pay Period § Total Accessories Commission Will Be Added To Your Month-End Payroll Management reserves the right to modify the program as deemed necessary.

Printing The Commission Report Fulfillment

Printing The Commission Report Fulfillment Desklog

Printing The Commission Report Recall Your Saved Order

Printing The Commission Report Print

Printing The Commission Report Commission Sheet

Printing The Commission Report Itemized Accessories List Total Commission: $76. 45

Q&A Before We Get to Your Questions… …We’ve Come Up With A Few Of Our Own!

Q&A Q: Do I get paid on both the parts and labor of an accessory sale? A: Yes. You are paid commission on the accessory parts and labor, so long as they are sold at MSRP at the time of vehicle purchase. Q: If my customer comes in to purchase accessories after they’ve purchased the vehicle, will I make a commission for that sale? A: No.

Q&A Q: I’m selling a vehicle that already has accessories on it. Do I get paid for selling those? A: Yes, so long as they are sold at MSRP and itemized on the Agreement to Purchase. Q: Do I earn any commission for LPO accessories already included in the vehicle’s MSRP? A: No.

Q&A Q: Do I get paid for business choice transactions? A: Yes, so long as the accessories are sold at MSRP and the customer elects to receive the cash reimbursement, Lowes Card or GM Debit Card. No, if the customer elects to receive a “No. Charge” upfit package. Q: Can I sell GM Accessories and earn commission on used vehicles? A: Yes.

Q&A Q: Do I earn commission on “after market” accessories sold with the vehicle? A: Not at this time. Q: Do I earn commission if the customers elect to install the accessories themselves? A: Yes, so long as the sale was made at MSRP at the time of vehicle purchase.

Q&A Q: Do I still earn accessory commission on MSRP accessories if the vehicle price was discounted? A: Yes. Q: How are accessory commissions paid on a split deal? A: The accessory software does not allow for split deals. The Salesperson who sold the accessories will earn the accessory commission.

Q&A QUESTIONS COMMENTS IDEAS

Q&A GOOD SELLING!