In the car sales world, a Cherry Picker or a Lot Drop is where a salesperson will only helps certain customers, typically those they believe are most likely to buy. In the past this was usually based on the customer’s appearance or the vehicle the customer was driving, rather than working every customer.

This concept is not very popular with Owners, GM’s and most Managers because every customer is important. This is not allowed at most dealerships and would usually result in an employee write-up.

I recently saw a situation where a dealership did not have an Internet Manager or a BDC Manager to look after every lead, chat, phone call and lot up. What do you think the result of this program of letting the sales staff decide what to do with each customer with hardly any accountability?

The sales staff started “Cherry Picking” the calls, emails, chats and ups because no one wanted to deal with the internet shoppers for the $100 mini – including the managers. The managers discouraged the sales staff from bringing “Skinny Deals” to the desk. Yes, Internet customers can be a lot more work, sometimes two or three times the work of other buyers.

On LinkedIn I have seen some saying that dealerships do not need an Internet Manager or a BDC Manager anymore. Let AI check every lead and hold the staff accountable. These folks that think AI can do this job are far removed from the situation on the ground.

What would you do in this situation? – Vincent Hoss – Helping Dealerships To Increase Internet Sales!
If your dealership needs someone to look after every lead in real time while holding the staff accountable, then we need to talk!