Prepare For Sale

Vehicle Preparation

After the software has been loaded and the inventory has been entered, it is time to produce the window stickers. At this point, we need to train the lot personnel who will be responsible for maintaining the appearance of the inventory to ensure that the Toyota Certified vehicles are properly merchandised and displayed.

Even though merchandising seems to be a small part of the picture, it 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 Toyota Certified 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 Certified 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 you once had is now undermined. The salesperson must be able to maintain the confidence in the product and in the vehicle. The lot person will be your first line of defense to ensure this will not happen.

Try to get the lot person to look at the certified inventory in a fresh new way. Depending on the job responsibilities that have been assigned to the lot person, 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 the certification program. Let them inspect the vehicle with you and point out to you some of the things that they can see need to be corrected. Be sure to have them do a thorough inspection, including the engine compartment and trunk.

IMPORTANT!

Make sure that a back-up person is trained to handle the Toyota Certified duties assigned to the lot person.

Under the Hood

Ensure that 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

Raise up 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 and all tools are clean and free of dirt and in proper working order and properly attached in the compartment
Make sure that the trunk covering is clean and dirt free and replaced correctly in the trunk compartment

Interior

Make sure that all of the equipment is accounted for and in working order
All charging ports should be in working conditions
Check under and beside the seats and console to make sure that they are clean and free of dirt
Pay attention to the condition of the carpets and cloth/leather seats, and make sure that they have been cleaned and all spots removed

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 that the window stickers are displayed properly and have a good, clean appearance. If they find a vehicle where the stickers have been torn or are in a faded condition, they need to ask the person in charge of producing the stickers to produce another one for that vehicle. Remove the torn or faded sticker and replace with the fresh one they have had produced.

Display

The Toyota Certified vehicles should be displayed together in one designated area. There should not be any “non-certified” vehicles included in the mix. This will enable the salesperson to properly show the Certified inventory to the customer.
Certified vehicles should be on 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 investigate what the differences are.
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 even more frequently. Keep in mind that these vehicles should maintain the highest standards in appearance for both the interior and exterior.

Program Manuals

PROGRAM PDF TCUV TRAINING DECK POLICY & PROCEDURE

Contact your JM&A Group Representative at jmacustomerservice@jmagroup.com