The Rikess Group


The Rikess Group (TRG) is one of the most forward-thinking consulting and training organizations in the retail automotive industry. We built our reputation (and continue to earn it) through our work with progressive dealers on breakthrough issues such as:

• One-Price Selling. We've helped more than 100 dealerships migrate to a one-price sales process.
• Soft, "customer-focused" negotiating strategies. TRG shares our unique insights and mission-critical practices with dealers who want to perfect negotiating strategies that are truly centered on the customer.
• Internet sales strategies. We've helped eighty franchises develop and implement Internet strategies that have lead to measurable incremental sales.
• Professional development. We are especially proud of the numerous dealership managers who, with our assistance, have discovered their hidden talents and abilities.

Our performance consultants have graduated from some of the most respected mega-dealer groups in the automotive retail community. They now help dealers throughout the country increase bottom-line performance through coaching and training techniques that are rooted in process-improvement strategies.

If you are comfortable with the traditional sales strategies practiced in most dealerships, TRG is probably not your cup of tea. But, if you are looking to create a unique experience for each consumer who visits your store, you may want to join us "outside the box."

TRG's performance-enhancing programs include:

• Variable Department Operations Assessment
• Express Sales Process
• Owner Loyalty
• Sales Training
• Telephone Training
• Internet Sales Process
• One-Price Selling
• Trade Evaluation Process
• Innovative Ideas

Variable Department Operations Assessment


TRG will conduct an assessment of your variable department that will highlight your organization's strengths while clearly identifying areas for improvement. This in-dealership assessment will be conducted by an experienced TRG Performance Consultant who will review your dealership's:

• Management strengths and areas for improvement
• Staffing and compensation
• Sales process
• Traffic management
• F and I process
• E-commerce process
• Inventory management practices
• Business development techniques
• Customer satisfaction strategies
• And more

Upon the conclusion of this assessment you can expect to receive a report that details:

• How to improve the effectiveness of your management team
• The gaps in your dealership's sales process
• A strategy for improving your F and I income
• Opportunities within E-commerce
• New and used vehicle inventory strategies designed to increase turn ratios and profitability
• And more

Express Sales Process


Let’s face it; the sales process takes too long; most often over 3 ½ hours! An elongated sales process might just be the biggest expense your dealership faces every day. An elongated sales process impacts both customer satisfaction/advocacy and sales consultant productivity. We can help your store remove at least an hour from its current sales process, resulting in:

• Higher CSI scores
• Higher customer referrals
• An increase in sales consultant productivity
• Operating your store with less sales consultants, therefore reducing turnover

• The current time it takes to sell and deliver vehicles (baseline information)
• A rank ordering of the dealerships most significant “bottlenecks” that consistently slow down the sales process
• Suggestions from effected employees for removing these bottlenecks
• Management attitudes toward potential new processes

Owner Loyalty


A significant challenge facing all dealerships is determining the most effective methods for improving and leveraging Owner Loyalty. TRG has made it a priority to uncover the sales and service processes that will engender a higher level of Owner Loyalty. A few characteristics of outstanding Owner Loyalty stores include:

• New vehicle sales grow year-after-year due to retention of current owners
• Post warranty service customer retention is high
• There is outstanding communications between sales and service management
• Internal employees refer a significant amount of business to your dealership
• Owner Loyalty strategies are documented and consistently implemented

• Current owner communications strategies
• Customer and employee referral programs
• Share of garage strategy
• Owner benefits programs
• Effective use of Email communications
• Orphan owner strategies
• New owner clinics
• Methods for measuring Owner Loyalty
• And much more

Sales Training

TRG has developed a national reputation for our customer-centered sales process. Whether you are interested in a "soft" negotiating process or one that is one-price, TRG can provide the guidance and training to make it successful. Either process will help your organization provide a more memorable customer experience than you do today. Our sales strategy focuses on creating a unique customer experience in often overlooked sales steps such as:

• An explanation of your dealership's philosophy that reinforces your unique brand with every customer contact
• A needs analysis that builds relationships and "finds the keys" to most deals
• A trade evaluation process that is guaranteed to increase your gross profits
• A customer release strategy that ensures your "be-backs" will actually return at a rate above the industry average
• And much more

Call TRG for a detailed explanation of our unique profit enhancement formula:

Commodity Value
+
Customer Experience
=
Price / Value

Telephone Training


The telephone Prospect that calls your store is arguably the most valuable lead your dealership encounters every day. Unfortunately, most dealerships do not employ a highly effective, consistent telephone sales process; a process that results in your dealership optimizing leads that are flowing into your store as you read this….

That is why The Rikess Group has developed the most customer-centered telephone training course in the automotive industry. Its goal is simple: To provide your dealership’s Sales Consultants with the necessary skills to build trusting relationships with Prospects who call your store. Relationship’s resulting in both parties achieving what they most desire – a hassle-free buying experience. Sales consultants will learn to:

• Alignment: Align the prospects goals with those of the dealership
• Trust: The type of questions that are asked can build a relationship – even on the phone – that will result in more dealership appointments.
• Mirroring: Tone, pacing and other verbal techniques is another factor that builds trust.
• And more

Internet Sales Process


No, the Internet is not dead. Many dealers throughout the country are increasing their Internet sales month-by-month. Our C-Focus Internet training program has been installed in over 80 dealerships. Critical components of the program include:

• A thorough dealership e-commerce assessment
• Web site analysis
• Marketing strategies
• Job descriptions
• And a sales process that works!
  

One-Price Selling


The Rikess Group is the retail automotive industries leaders in implementing and sustaining a One-price Selling process. We have over 300 franchise clients who typically lead their local market in both profitability and customer satisfaction. The One-price services we provide include:

• Management seminars and training
• Sales process training
• Vehicle pricing strategies
• Compensation plans
• Marketing and branding ideas
• Facilitation of a dedicated One-price 20 Group (see link to member list)
• And more

Trade Evaluation Process

The evaluation of customer trade-ins is universally recognized as the most difficult step of the sales process, especially in this "internet-informed" universe. TRG has a proven method for increasing the number of vehicles you trade for which in turn yields more sales at a higher gross profit. Our in-store course will provide your management team with an interactive, customer-centered strategy that will eliminate potential conflicts between your sales staff and prospective customers. In essence you will learn how to educate customers instead of simply defending the ACV you give them.

Innovative Ideas

We facilitate. TRG operates a thought-provoking Twenty-group. This group of leading-edge retailers provides many of the best practices you will discover in the training listed above.

We talk. If you would like a key-note speech for your dealership or organization, TRG will provide a "meaty" but practical set of thoughts that will push your group to think both within and outside the box.

We think. You may possibly need a corporate "shrink.' After all, it's lonely at the top. We can do that, too. If you would just like one of us to spend time with you "kicking" around ideas and providing feedback on your current situation, call us.

Phone: 800-851-4018