| Most dealerships establish monthly sales quotas for | | | | Naturally, you cannot know where dealerships or |
| their sales personnel. These usually involve an override | | | | individual salesmen stand on reaching quotas. |
| or bonus. They may be based on sales dollars, but | | | | However, there are a few tips that might help. First, |
| they are most often based on units sold. For example, | | | | drive by the dealership several times during the month. |
| a dealership may offer a $1,000 bonus if a salesman | | | | Look to see how many cars are moving off the lot. |
| moves 15 units, regardless of model, during the course | | | | This isn't always easy to do, since vehicles are |
| of the month. If the end of the month is looming large, | | | | shuffled around frequently, in part to disguise which |
| such as the last or next to last day of the month, a | | | | ones are not selling. But you can look for more |
| salesman with 14 units sold that month is going to be | | | | available space, and if there isn't any, you can assume |
| more desperate to make that final sale to qualify for | | | | that sales are not booming. The other method is a bit |
| the bonus. The bonus is going to be greater than the | | | | more devious and will not help in all cases. However, |
| commission he or she could earn on a car sold at | | | | some dealerships have tally boards posted in the area |
| $19,000 versus $17,500. Sales managers are generally | | | | by the employee break room that show how many |
| supportive of such efforts by their sales staff. | | | | units each salesman has sold during the month. If the |
| The dealership itself may actually be trying to reach | | | | break room is located on the path to the vending |
| two different types of quotas. The first is bonus | | | | machines or public restrooms, you might be able to |
| money. As an example, an auto manufacturer may | | | | sneak a peek at it on you way by. Don't trespass or |
| want to promote sales of its 88888 model. It offers all | | | | enter the break room unless you were directed to the |
| dealerships a bonus of $300 per 88888 sold if the | | | | vending machines located within. But a surreptitious |
| dealership can sell at least 100 of them during the | | | | glance may tell you a great deal about where your |
| month. If the dealership sells 100 of them, it will receive | | | | salesman stands. |
| $30,000. If it sells 99 of them, it receives nothing. When | | | | There are also certain end-of-month periods that are |
| weighed against the gain or loss of $30,000, the profit | | | | typically better than others for buying a new car. The |
| on the final unit needed to reach the quota becomes | | | | new models usually begin to arrive in the summer, and |
| fairly immaterial. | | | | by September sales on last year's models are heating |
| The other goal the dealership may be trying to reach is | | | | up. They normally become even better in October and |
| not monetary per se, but determines whether they will | | | | November. December can also be a great month, |
| receive the inventory next month they need. If they | | | | since dealers are also trying to meet annual goals. |
| are not selling cars, their orders may be reduced by | | | | Winter is also the slow season for auto dealerships, so |
| the auto maker until inventory levels are more in line. | | | | shopping at the end of the month during October, |
| When this happens, the dealership will not have the | | | | November, and December can yield huge savings |
| models, colors, and options they want in order to have | | | | when buying a new car. |
| an item in stock to meet the most common requests. | | | | |