GM TRUCK REMARKETING

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GM TRUCK REMARKETING

• GM TRUCK REMARKETING
• - Dealer Training -

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GM TRUCK REMARKETING

• Index
• Who We Are
• Program Overview
• Program Timing
• Dealer Benefits
• GM Truck Remarketing Support Programs
• Dealer Sales and Service Process
• Sales Objectives
• Dealer Check List

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WHO WE ARE
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PROGRAM OVERVIEW
1. GM Gets Trucks From Fleets

• GM negotiates new vehicle sale with fleet
• GM commits to take trades as part of the deal
• GM distributes trades to dealers for retail sale

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PROGRAM OVERVIEW
1. GM Gets Trucks From Fleet
2. GM Assigns to Dealers

• Fleets release trucks to GM nationwide
• GM assigns trucks to dealers
• Based on dealer performance and market demand

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PROGRAM OVERVIEW
1. GM Gets Trucks From Fleet
2. GM Assigns to Dealers
3. Dealers Get Trades

• Dealers take possession of trades from fleet
• Dealers notify GM immediately
• GM pays fleet for trade vehicle upon
  notification

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PROGRAM OVERVIEW
1. GM Gets Trucks From Fleet
2. GM Assigns to Dealers
3. Dealers Get Trades
4. Dealers Inspect Repair Trades

• Dealers inspect trades per fleet inspection
  process
• Check for trade terms or transportation damage
• Submit estimates to GM and do approved repairs

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PROGRAM OVERVIEW
1. GM Gets Trucks From Fleet
2. GM Assigns to Dealers
3. Dealers Get Trades
4. Dealers Inspect Repair Trades

• Dealers maintains operational/sellable vehicles
• Dealers display, promote and advertise trades
• Dealers sell trade vehicles
• Dealers purchase unit from GM and receive title

5. Dealers Market Sell Trades
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CRITICAL TIMING FOR TRADES
Steps
Timing

• 1. Dealer is Assigned Trades
• Faxed to dealer by GM
• Dealer arranges vehicle shipping

Get trade within 14 Days after assignment by GM

• 2. Dealer Faxes Mileage to GM
• Enter mileage on assignment form
• Fax immediately to GM
• GM then pays fleet for vehicle

Immediately
Inspect trades within 14 days at dealership

• 3. Dealer Inspects Trades
• For fleet trade terms
• GM pays 100 for each inspection
• For repairs, Dealer faxes estimate

Complete repairs within 30 days at dealership

• 4. Dealer does Vehicle Repairs
• Dealer completes approved repairs
• Dealer submits original bill to GM
• GM pays via Dealer Open Account

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ANNUAL PROGRAM TIMING
THE TRADE CYCLE HAPPENS EVERY 12 MONTHS
DEC
JAN
FEB
MAR
APR
MAY
JUN
JUL
AUG
SEP
OCT
NOV

• Prep and Sell
• Dealers Inspect trades
• Submit estimates
• Do approved repairs only
• Submit bills
• Promote and Market
• Sell
• Track sales performance

• Begin Trade Process
• GM and fleet make deal
• Fleets release trades
• GM assigns trades
• Dealers process trades
• Inventory levels build

• Clean Up Inventory
• Dealers focus on overage inventory
• Salesperson incentives
• Weekly sales focus
• Release to other dealers

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DEALER BENEFITS

• GM marketing support programs to aid sales
  efforts
• - Consignment inventory
• - 12 month/12,000 mile limited Powertrain
  warranty
• - GMAC preferred financing
• - Commercial Truck Trader advertising
• - Maaco Repaint Program
• - Dealer-friendly website on DealerWorld or via
  Internet
• gmtruckremarketing.com
• Expands customer base in LD and MD used truck
  segments
• Enhances customer retention and loyalty
• Proven product specs based on fleet experience
• Dealer is paid to inspect all incoming units
  for condition and compliance to trade-in terms
• Expanded profit opportunity for sales, FI,
  parts and service

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DEALER SALES OBJECTIVES

• Dealer sales effectiveness is critical to the
• continuation of the GM Truck Remarketing Program
• Target sales rates to be developed with each
  dealer
• Dealer sales objectives based on
• Previous sales rate and local market ability to
  absorb units
• Aggressive prospecting and marketing of used
  trucks
• Dealer sales performance
• Track sales and inventory monthly
• Share national inventory as needed across all
  dealers
• Follow dealer checklist (see next chart)

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DEALER CHECK LIST

• Key Dealer Check List to be Successful in
  Program
• Track sales potential of used trucks in dealer
  market area
• Evaluate dealer facilities, storage and
  front-line display viability
• Include used trucks in dealer business plan
• Set monthly sales and profit objectives
• Develop plans for display, advertising,
  promotion, prospecting and other used truck
  marketing tools
• Include used trucks in salesperson objectives and
  incentives
• Evaluate service capabilities including medium
  duty truck service bays, parts, technicians,
  tools, extended service hours, training, etc.
• Take actions to enhance the resale value of used
  truck inventory
• Swap bodies to meet customer needs
• Repainting, decaling
• Other add-on equipment as required by customer
• Maintain insurance coverage for inventory