Express SHOWROOM Purchase Experience

  • EXPRESS Purchase Experience SHOWROOM Sales Process is a vibrant, forward-thinking, turnkey sales process for walk-in customers.
  • EXPRESS Purchase Experience streamlines the traditional 10 or 12 step sales process down to 5 simple steps.
  • EXPRESS Purchase Experience guides your customers through the car buying experience quickly and efficiently (customers don’t want to be at a dealership for 3 or 4 hours!).
  • EXPRESS Purchase Experience sells cars the way your researched, tech-savvy customers want to buy them.
  • EXPRESS Purchase Experience increases closing ratios and produces higher gross profits. Proven.
  • EXPRESS Purchase Experience integrates key aspects of the Financial Services experience.
  • EXPRESS Purchase Experience allows your customers to move through the car buying experience quickly and efficiently (customers don’t want to be at a dealership for 3 or 4 hours!).

    If a customer is still compiling research or just wants to take things a little more slowly than EXPRESS Purchase Experience allows your customer to slow down, relax, breathe easy and enjoy the buying experience at their own pace.

  • EXPRESS Purchase Experience increases closing ratios and produces higher gross profits. Proven.
  • Dealer groups from coast to coast have implemented the EXPRESS Purchase Experience SHOWROOM Sales Processes and philosophy with outstanding results. It is also the foundation of the Express Toyota Purchase Experience.

How is EXPRESS Purchase Experience implemented?

  • An EXPRESS Purchase Experience trainer comes right to your dealership (or dealer group) and trains your entire sales and leadership team on a monthly basis over a 12-month period.

  • The dealership visits are two days each in order that the sales and leadership team can be divided into two groups with each group attending one full day. This maintains showroom floor coverage and a seamless flow of business.
  • Training sessions are facilitated in the dealership’s meeting room or at a local hotel venue. In the later phases on implementation the EXPRESS Purchase Experience trainer will also work side-by-side with the Sales Manager(s) on the showroom floor.
  • The 1st DEALERSHIP VISIT comprises an intense two-day training session with the Sales Leadership team only. This session introduces and provides details of both the EXPRESS Purchase Experience Sales Process and the EXPRESS Purchase Experience Philosophy.
  • The 2nd DEALERSHIP VISIT is also a two-day training session for the Sales Leadership team, including the Financial Services Managers. This session focuses on the role of the Sales Leaders and Financial Services within EXPRESS Purchase Experience as well as concepts and strategies for SUPERdesking deals and improving the dealership’s closing ratio and gross profit.
  • The 3rd DEALERSHIP VISIT splits the entire sales and leadership team into two groups with each attending a (full) one day training session. This session introduces the EXPRESS Purchase Experience Sales Process and the EXPRESS Purchase Experience Philosophy to the entire sales team.
  • The remaining 9 DEALERSHIP VISITS also split the sales and leadership team into two groups with each attending one day training sessions. Each session focuses on one component of the EXPRESS Purchase Experience Sales Process with the following thought and implementation process:

    • WHAT is the component/step?
    • WHY do we do this?
    • HOW do we do this?
    • Role-Playing
    • Potential Challenges
    • Team Commitments

What Dealer Principals are saying…

“From our perspective we want to ensure you know how important this is to us. We view it as our ‘intellectual property’ and treat it as such to outsiders.

Many others locally and across the country, have tried to observe and copy us. We are proud of what we do and how we do it…and know that Zooom! and the TAG University training component is a differentiator for us versus the competitive landscape. I believe it will become even more important over the next 3-5 years. After the focus and some of the success we have had, we have every reason to scale back, take it easy, put the feet up…BUT, all it has done for us is give us more fuel to do more, innovate more, practice more, become more consistent, develop our people more and try even harder because we care more. So with that all said, we will also fight hard to protect what we’ve worked hard to build.

I know this is not lost on you, just an opportunity for us to reaffirm what we are doing… and love the relationship we have built together and look forward to lots more!

And…we would sign an exclusivity agreement if we could!”

Mike Trotman, C.E.O., Trotman Auto Group (Vancouver)

“Wye Management has provided our dealerships with the Zooom! Purchase Experience implementation and on-going skills development. In my 11 years leading Pembcorp Auto Group and 18 years prior at Chrysler Corporation, Chris Schulthies and Wye Management are the very best training organization that I have ever worked with.”

Bernie Clement, C.E.O., Pembcorp Auto Group (Winnipeg)

“We have been partnering with Wye Management for 4 years now. Chris Schulthies and the Wye Management team is the “reference” on automotive selling processes and customer experiences. Their well-documented research is cutting edge and is more than just theory, it is practical… and it works! Our Net Promoter Scores and CSI, front and back end efficiencies have significantly improved and we are just beginning!!!

Wye Management helps us execute through training which is both informative and motivating. Outside of the official training days, the trainers also coach and guide our leadership team, including myself.

Wye Management caters its material and formats to our needs, and continually improves it to adapt to our needs and provides the best possible “fit” with our organization.

In my 11 years at the retail automotive level and 14 years at the corporate level, I would say without reservation, that Wye Management’s training and consulting is absolutely the summit when it comes to automotive sales training. Period.”

Eric Corso, President, Desmeules Auto Group (Montreal)

There is no training contract.

There is no training contract that requires a 1 or 2-year training commitment. You can end the relationship at anytime with just 30 days notice. This puts the onus on both Wye Management and the client dealer (dealer group) to achieve measured results. You only pay for the monthly training sessions and printed materials as they are delivered.

There is also no monthly support fee for between visit coaching and conferencing. This is provided on a NO CHARGE basis.

How do we get started?

  • 1

    Contact our office: 1.888.993.6468 or info@wyemanagement.com.

  • 2
    A telephone conversation or video conference will be arranged between one of our EXPRESS Purchase Experience trainers and your Dealer Principal, General Manager, General Sales Manager (or all).
  • 3
    Following the conversation, choices of dates will be provided to begin the in-dealership implementation!

EXPRESS Purchase Experience Background – The Why?

Prior to the invention of the internet, the customer’s shopping experience consisted of visiting 4-6 dealerships to learn about the various vehicles available and gather information. Collecting brochures and spending significant time with salespeople early in the buying process was the norm, with many customers making 2 or 3 trips back to the same dealership.

Today, because of the unlimited amount of information available online, most customers are highly informed when they walk into your dealership showroom. They are educated through manufacturer, dealership, and third-party consumer enthusiast/information/advice websites as well as Google, YouTube, and social media. Customers have access to vehicle technical specifications, options, pricing, and payment information. Manufacturers’ websites provide video content, build and price tools, and finance and lease payment calculators. With this unlimited access to information, by the time most customers get to your dealership, they know what they want and are ready to buy. In fact, 48% will buy on their first visit.

A more streamlined sales process is NOW HERE that aligns with the customers’ knowledge and buying process. It matches the pace of the customer and gives them access to the information they want early in their dealership visits – with absolute confidence and transparency. How do we get people to do what we want them to do? Simple. Give them what they want.

Many customers are growing increasingly impatient, frustrated, and sometimes even deflated with traditional dealership sales processes (or lack thereof) that do not understand and align with the customer’s current buying process. Moreover, customers are recognizing the inefficiencies within traditional dealership sales processes and the wasted (often painful) time they are left sitting alone at a salesperson’s desk left to their phone. Most of your customers do not want to spend three or four hours to buy a car at your dealership. They enter the buying process up to 12 months prior to entering your showroom and spend an average of 15 -19 hours online for each vehicle they’re considering. They are ready to buy when they enter your dealership.

The EXPRESS Purchase Experience Sales Process (Purchase Experience) allows your customer to buy or lease their next vehicle fast or slow, in a friendly, fun and transparent atmosphere with an experience that exceeds their expectations!

Express DIGITAL Purchase Experience

EXPRESS Purchase Experience is an intuitive, forward-thinking, turnkey sales process for e-lead and online customers.

Today’s customers are walking through your SHOWROOM doors as well as your DIGITAL doors. You have a sales process for your SHOWROOM customers, so why not your DIGITAL customers?

Whether you have a B.D.C., a dedicated internet sales team or traditional salespeople that work with e-lead customers, the EXPRESS Purchase Experience provides your team with an effective and efficient 5-step sales process that nurtures e-leads and online customers (website, digital retail platform, social media) from first contact through to vehicle sale and delivery.

For dealerships/dealer groups that utilize digital retailing tools such as ROADSTER, MotoCommerce, TAGRAIL, Dealertrack Digital Retailing or others, the EXPRESS Purchase Experience provides a sales process that interacts and transitions customers from digital platforms to final vehicle sale.

EXPRESS Purchase Experience incorporates the use of e-mail, telephone, video, video-conferencing and any/all technologies that allow salespeople to connect and converse with customers.

EXPRESS Purchase Experience includes knowledge, strategies and a process for:

  • REPLYING TO E-LEADS:

    • How quickly the dealership needs to reply
    • Content of the first (SPEED) reply
    • Content of the second reply
    • Content of the third, fourth and fifth reply
    • How to reply to:
      • What’s your BEST PRICE?
      • What is my trade-in worth?
      • What are the payments on…?
      • Is the used 20__ stock # 1234 still available?
  • CREATING VIDEOS:

    • Choosing (and the use of) video Apps
    • How to create HELLO videos
    • How to create Sales Manager HELLO videos
    • How to create presentation and technology videos
  • CREATING A DIGITAL RESOURCE CENTRE:

    • Videos
    • How We Price Our Pre-Owned Vehicles
    • What Is Included in the Price of our Pre-Owned Vehicle
    • How We Appraise Your Vehicle
    • BEST PRICE Guarantee
    • Why Buy From Us

How is EXPRESS Purchase Experience implemented?

  • A EXPRESS Purchase Experience trainer comes right to your dealership (or dealer group) and trains your entire sales and leadership team on a monthly basis over a 5-month period.
  • The dealership visits are two days each in order that the sales and leadership team can be divided into two groups with each group attending one full day. This maintains showroom floor coverage and a seamless flow of business.
  • Training sessions are facilitated in the dealership’s meeting room or at a local hotel venue. In later visits, the EXPRESS Purchase Experience trainer will also work side-by-side and coach team members that work with digital customers.
  • The 1st DEALERSHIP VISIT comprises an intense two-day training session with the Sales Leadership team only. This session introduces and provides details of both the EXPRESS Purchase Experience and the EXPRESS Purchase Experience Philosophy.
  • The 2nd DEALERSHIP VISIT splits the entire sales and leadership team into two groups with each attending a (full) one day training session. This session introduces the EXPRESS Purchase Experience and the EXPRESS Purchase Experience Philosophy to the entire sales team.
  • The remaining 2 DEALERSHIP VISITS also split the sales and leadership team into two groups with each attending (full) one day training sessions. Each session focuses on the specific steps of the EXPRESS Purchase Experience with the following thought process:

    • WHAT is the step?
    • WHY do we do this?
    • HOW do we do this?
    • E-mail and video creation
    • Potential challenges
    • Team commitments

EXPRESS Purchase Experience Resources

  • EXPRESS Purchase Experience (Purchase Experience) Guidebook:

    • This is a comprehensive manual provided to each member of the sales and leadership team.
  • EXPRESS Purchase Experience Templates:

    • This is a comprehensive file that provides 26 pages of carefully crafted (and tested) REPLY templates for fast, easy and effective e-lead replies.

  • EXPRESS Purchase Experience Animated Videos:

    • This is a series of 3-5-minute animated videos that are designed for customer viewing. They can also be placed on the dealership’s (dealer group’s) website(s) and social media platforms. Current titles include:
      • An Introduction to the EXPRESS Purchase Experience
      • An Introduction to Leasing
      • An Introduction to an Extended Warranty
      • An Introduction to Life and Disability Insurance
      • An Introduction to Special Finance
  • Recruiting, Hiring, and Coaching Tools for Modern Digital Sales Teams:

    • Interview Questions
    • Job Descriptions and Daily Activities
    • FAST START Orientation Guide (for salesperson on-boarding)
    • Salesperson Development Matrix (coaching tool)

There is no training contract.

There is no training contract that requires a 1 or 2-year training commitment. You can end the relationship at anytime with just 30 days notice. This puts the onus on both Wye Management and the client dealer (dealer group) to achieve measured results. You only pay for the monthly training sessions and printed materials as they are delivered.

There is also no monthly support fee for between visit coaching and conferencing. This is provided on a NO CHARGE basis.

How do we get started?

  • 1

    Contact our office: 1.888.993.6468 or info@wyemanagement.com.

  • 2
    A telephone conversation or video conference will be arranged between one of our EXPRESS Purchase Experience trainers and your Dealer Principal, General Manager, General Sales Manager (or all).
  • 3
    Following the conversation, choices of dates will be provided to begin the in-dealership implementation!

Looking for more information for want to register?