Mitsubishi Academy News
What’s New in Sales Training
Recognition, Recap & Opportunities
Top Performers
Marketing/Incentives Information
E-Commerce Tip Sheet
Brain Teaser
Joke of the Month
Recipe of the Month
Sales Tip of the Month
January Events
January 2018 77th Edition
Happy New Year! If you’re reading this letter, congratulations. You made it through another year. I’m sure you experienced good and bad times. You suffered some losses and you experienced some victories. Such is the ebb and flow of life. So you have a whole year in front of you. What are your plans for this year? Do you have goals written down for this year? If so, work your plan. If not, how do you measure your financial, physical, and emotional well-being? Are you just hoping to do well? Hoping to see more customers on your lot? Hoping to sell more cars? Hoping to have a nice vacation? Isn’t it time to start thinking about what you want to accomplish this year? I recently read that the odds of reaching a goal are 64% greater if you write them down and 76% greater if you ALSO tell a friend. So grab a pen, then tell a pal. Make this year count! Good luck. 1
The Outlander PHEV’s Are Here or Coming!
You’re Outlander PHEVs have arrived or are arriving right now. We are beginning to see a lot of interest in this vehicle. Many of you were able to attend the in-market training and now are experiencing the benefit of being trained early on so you can answer your customer’s questions. For those of you who were not able to attend training, there is an on-line exam titled “PHEV”. You’ll want to ensure you take this exam to get yourself up-tospeed on all of the technologies being offered on this vehicle. The demographics of the Outlander PHEV customer doesn’t do well with salespeople who don’t know much about the vehicle. They’ll leave if they believe you are lying to them. The reason being is that they have done their homework on this vehicle already. They may know more than you or nearly as much as you. It is your goal to know those couple of things about this vehicle your customer may not know about the Outlander PHEV. We will also be conducting a live instructor-led training class in Dallas on January 25th. If your dealership has just recently signed on to be an Outlander PHEV dealer, you will need to send a salesperson and sales manager to this class. For those dealerships that have sent the required minimum of 1 salesperson and 1 sales manager but have had one of both leave the dealership, you will need to send another person to this class. We should be conducting another instructor-led class in the Eastern Zone Office sometime in early February as well.
2
MMNA December Sales Highlights This from our VP of Sales Operations Ken Konieczka … Good News first … Total Volume (Retail plus Fleet):
Total sales of 8,501 finished up 15% from last year!
And this was our best December for total sales since 2006
Outlander Sport retail sales of 3,392 were the BEST EVER since we introduced this vehicle to the US in 2010!
Outlander retail sales of 2,557 were the best we’ve ever seen in the month of December dating back to Outlander’s US introduction in 2002
Total Retail sales came in at 7,711 which was our best retail in December since 2006
In just a week of sales, mainly in the West, we were able to sell 69 of the All-New
Outlander PHEV
January Opportunities
On National TV for 8 of the next 13 weeks! January TV spend up 38% from last year
Top Dealers for December
Congrats to our Top 3 Dealers in the Nation 1. Mission Mitsubishi remains #1 with 207 sales. Congrats and well done 2. White Bear Mitsubishi remains in 2nd place with 108 sales. Consistent performance from these top 2 stores 3. 5 Star Mitsubishi Altoona moves into #3 with 103 sales Jenkins Mitsubishi and South Suburban Mitsubishi achieve 100 sales tying for 4th
Top Salesperson for December Congratulations to Rick Lyttle from 5 Star Mitsubishi Altoona and to Sammy Ibarra from Mad City Mitsubishi for taking the #1 spot in the nation for new Mitsubishi sales with 18 each
Nathan Biddle from Jim Shorkey Mitsubishi Uniontown and Frank Garcia from South Suburban Mitsubishi tied for Increased incentives on MY18 Outland- 3rd with 17 sales, just one off the top er, MY17 Lancer, Mirage G4 & Mirage. spot. So close to a 4-way tie for Number Special APR and Lease offers extend- 1 in the nation ed on MY17 Outlander Sport 3
Top 25 Salespeople December 2017 RANK 1 1 3 3 5 5 5 5 5 5 5 5 13 13 13 16 16 16 16 16 16 16 16 16 25
SALESPERSON LYTTLE,RICK IBARRA,SAMMY BIDDLE,NATHAN GARCIA,FRANK STALNAKER,TYLER JACKSON,MICHAEL VIBALDO,RENE SIPES,JASON CURRY,MARC LOMAX,GARY HEID,TRACY KOZIK,JOHN HORWATH,ALEX SLATER,JOSHUA TORRES,JORGE TRANQUILINO,RAUL KESSINGER,BRANDON MASCIOLI,PETER HAMMOND,JOE HAYES,NADJIA KING,THOMAS CAREY,NICOLE JOHNSON,VINCENT DELIA,PATRICIA 13 Salespeople tied for 25th Spot
DEALERSHIP FIVE STAR MITSUBISHI - ALTOONA MAD CITY MITSUBISHI JIM SHORKEY MITSUBISHI UNIONTOWN SOUTH SUBURBAN MITSUBISHI DON HERRING NORTH MITSUBISHI FORT MYERS MITSUBISHI FAIRFIELD MITSUBISHI PAUL BLANCO'S MITSUBISHI INTERSTATE MITSUBISHI CHARLESTON MITSUBISHI MAD CITY MITSUBISHI SOUTH PARK MITSUBISHI INTERSTATE MITSUBISHI CHARLESTON MITSUBISHI COCONUT CREEK MITSUBISHI CLAY COOLEY MITSUBISHI - ARLINGTON O'BRIEN MITSUBISHI-NORMAL JIM SHORKEY MITSUBISHI UNIONTOWN CLARKSVILLE MITSUBISHI CHERRY HILL MITSUBISHI CHARLESTON MITSUBISHI FIVE STAR MITSUBISHI - ALTOONA SOUTH SUBURBAN MITSUBISHI SPRINGFIELD MITSUBISHI-PA
SALES 18 18 17 17 15 15 15 15 15 15 15 15 14 14 14 13 13 13 13 13 13 13 13 13 12
4
Top 25 Dealers December 2017
DEC Rank
DEALER
CITY
ST DEC Sales
1
44212 - MISSION MITS
SAN ANTONIO
TX
207
2
24029 - WHITE BEAR MITS
WHITE BEAR LAKE
MN
108
3
39127 - 5 STR MIT ALTNA
ALTOONA
PA
103
4
15097 - S.SUBRBN MITS
MATTESON
IL
100
4
10340 - JENKINS MITS
LAKELAND
FL
100
6
39124 - SPRNGFLD MIT PA
SPRINGFIELD
PA
95
7
10346 - FORT MYERS MITS
FORT MYERS
FL
91
8
39098 - INTERSTATE MITS
ERIE
PA
81
9
15010 - OBRIEN MIT-NORM
NORMAL
IL
73
10
49054 - MAD CITY MITS
MADISON
WI
71
11
39126 - J.SHRKY UTN MIT
UNIONTOWN
PA
70
12
39129 - J SHRKY MIT HNT
NORTH HUNTINGDON
PA
64
13
10294 - RC HILL MITS
DELAND
FL
63
14
35177 - JAMES MITSU
ROME
NY
62
14
44215 - CLAYCLY MIT-ARL
ARLINGTON
TX
62
16
39093 - JEFF D'AMBROSIO
DOWNINGTOWN
PA
60
17
35141 - TNY MANGINO MIT
CLIFTON PARK
NY
58
17
15104 - CONTINENTAL MIT
COUNTRYSIDE
IL
58
19
32068 - 46 MITSUBISHI
TOTOWA
NJ
57
19
10339 - FT WLTN MIT
FT. WALTON BEACH
FL
57
21
39097 - SOUTH PARK MITS
BETHEL PARK
PA
56
21
05371 - ANAHEIM MITSUB
ANAHEIM
CA
56
21
10343 - BONITA SPRG MIT
BONITA SPRINGS
FL
56
24
44229 - ELDER MITS
CEDAR PARK
TX
54
25
05412 - CERRITOS MITS
CERRITOS
CA
52
5
Top Outlander Sport Dealer - December 2017 1) South Suburban Mitsubishi
58
2) 5 Star Mitsubishi—Altoona
56
3) Jenkins Mitsubishi
47
4) Springfield Mitsubishi
44
5) White Bear Mitsubishi
43
5) Interstate Mitsubishi
43
Top Outlander Dealer - December 2017 1) Mission Mitsubishi
37
2) Jenkins Mitsubishi
35
3) Don Herring North Mitsubishi
32
4) Anaheim Mitsubishi
30
4) White Bear Mitsubishi
30
4) Interstate Mitsubishi
30
6
Top Mirage Dealer - December 2017 1) Mission Mitsubishi
41
2) Fort Myers Mitsubishi
14
3) Bonita Springs Mitsubishi
11
4) Daytona Mitsubishi
10
4) White Bear Mitsubishi
10
7
Incentives Update… Diamond Rewards
1
Refer to Eligible Vehicle sections of the Diamond Rewards Program Rule
8
9
Marketing Update
8 of 13 weeks for next 3 months
•All New MY18 Outlander PHEV creative •National Cable supporting 2018 Outlander PHEV
•VO: “Lease a 2018 Outlander PHEV for as low as $259/mo. for 36 months (certain states qualify) or get 0% APR for 60 months.” 10
Brain Teaser
What is so fragile that when you say its name , you break it?
(Answer shown on the next page)
Joke of the Month 1. Father: Daniel, do you think I’m a bad father? Son: My name is Paul, father. 2. I can’t believe I forgot to go to the gym today. That makes it 7 years in a row.
3. I heard a report about a bad outbreak of the tummy bug, apparently 9 out of 10 people there suffered from diarrhea. I can’t stop thinking about that tenth person who apparently enjoyed it. 4. A husband and a wife sit at the table, having dinner. The woman drops a bit of tomato sauce on her white top. "Awwww, I look like a pig!" The husband nods, "And you dropped tomato sauce on your top!" 5. Johnny: "Where does the wind come from?" Dad: "I don't know." Johnny: "Why do dogs bark?" Dad: "I don't know." Johnny: "Why is the earth round?" Dad: "I don't know.” Johnny: "Does it disturb you that I ask so much?" Dad: "No son. Please ask. Otherwise you will never learn anything."
11
Pot Roast
Directions
Ingredients Salt and freshly ground black pepper One 3- to 5-pound chuck roast 2 or 3 tablespoons olive oil 2 whole onions, peeled and halved 6 to 8 whole carrots, unpeeled, cut into 2-inch pieces 1 cup red wine, optional 3 cups beef broth 2 or 3 sprigs fresh rosemary 2 or 3 sprigs fresh thyme Note: Ree Drummond tried and failed many times trying to get the ingredients and amounts perfect. Now we have it available to us in it’s perfected form.
Brain Teaser Answer
Preheat the oven to 275º F. Generously salt and pepper the chuck roast. Heat the olive oil in large pot or Dutch oven over medium-high heat. Add the halved onions to the pot, browning them on both sides. Remove the onions to a plate. Throw the carrots into the same very hot pot and toss them around a bit until slightly browned, about a minute or so. Reserve the carrots with the onions. If needed, add a bit more olive oil to the very hot pot. Place the meat in the pot and sear it for about a minute on all sides until it is nice and brown all over. Remove the roast to a plate. With the burner still on high, use either red wine or beef broth (about 1 cup) to deglaze the pot, scraping the bottom with a whisk. Place the roast back into the pot and add enough beef stock to cover the meat halfway. Add in the onions and the carrots, along with the fresh herbs. Put the lid on, then roast for 3 hours for a 3-pound roast. For a 4 to 5-pound roast, plan on 4 hours. The roast is ready when its fallapart tender.
By Ree Drummond @ Food Network
Silence 12
Starting a Career in Car Sales By Thomas Phelps
While many view a career in auto sales as a job filled with long hours and the need to employ hard closing techniques to anyone and everyone who walks through the dealership doors, a career in auto sales can be a very rewarding job. More Than Just Cars: Those who are successful in auto sales understand that their success is not dependent upon the brand of car that they sell, but upon their ability to build rapport with their customers. The days of fast talking, hard-closing sales professionals is over and have been replaced by the need for professionalism, courtesy, and service. Anyone assuming that a career in auto sales would be nothing more than a good way to practice closing skills will find little success and much frustration. The Internet: The Internet, and more precisely the rapid advancement of people's access to the Internet, represents a tremendous change in the auto sales industry. What was once a mystery, the pricing of automobiles is now readily available to anyone with Internet access and some very basic Google skills. This access to pricing may, to some, seem like the beginning of the end of auto sales careers, as dealerships may only need to post their vehicle pricing on the car's windows and have someone on staff to answer questions, hand over keys for test drives and help customers fill out paperwork. This reality is far from reality. Competition: As long as there is competition in the marketplace, a need will remain for sales professionals. While pricing may no longer be a point of negotiation, consumers will are still more likely to buy from someone they like and trust than from someone who rubs them the wrong way. That is where the continued need for sales professionals comes into play! Continued next page ...
13
Starting a Career in Car Sales By Thomas Phelps “TheBalance.com”
Advancement Opportunities: Those who do well in sales usually have the potential of moving up into sales management. But not all sales professionals are interested in management, and many who earn success at one dealership are recruited away to another dealership. Both advancement and landing a new job with a new employer both should mean an increase in compensation but also may yield an increase in some other factors. Long Hours and Boredom: First off, a sales professional should never be bored. There are always new skills to learn, products to learn more about, prospects to call and customers to follow up with. However, many in auto sales complain that the long hours demanded from most dealerships often create seemingly endless hours with nothing to do. If you get frustrated easily when work is not steady, make sure that you go into auto sales with a full understanding that there will be hours when no customers walk through your dealership's doors. For some dealerships, these hours can be very long and plentiful so either seek employment with a dealership known for heavy traffic or commit yourself to using any downtime to improve the effectiveness of your "up time." Summary: Beginning your sales career in auto sales is a well-traveled and potentially very rewarding decision. You will be tested and your work hours will create a work-life balance challenge. However, no one ever said that sales were easy. Personal observations from Bob Johnson: This article provides a nice recap for people considering a sales career and would be good for sales managers to use when discussing a career with a new applicant. I would note that instead of salespeople looking for dealerships that have heavy traffic, which isn’t bad, rather look for a manager who will train you to establish your own repeat and referral business. Note: I took the part of Entry Level sales out due to scenarios built around different pay plans.
14
January 2018 Key Dates January 1:
New Year’s Day
January 15: Martin Luther King Day January 23: National Pie Day January 25: Healthy Weight Day January 26: Spouses Day
Healthy Weight Day So January 25th is Healthy Weight Day. I know, it’s 2 days after National Pie Day, go figure. But what does it mean to be healthy? There are various forms of measurement guidelines to help us determine how healthy we are at this moment. There are Body Mass Index (BMI) readings, blood pressure and cholesterol measurements to help us know if we are healthy. But that only tells part of the story. The main thing is getting to a place where we are healthy. There are various ways to help us get there including the food we consume. This month though, we’ll focus on one thing: exercise. According to a study of 28 young healthy adults reported in Medical News Today in May 2017, researchers found that switching from moderate–to-vigorous activity to near-sedentary behavior for just 14 days led to metabolic changes that could raise the risk of chronic disease, and even premature death. Lack of regular physical activity is a key contributor to obesity. In turn, this can raise the risk of Type 2 diabetes, heart disease, heart failure, and even some types of cancer. Insufficient exercise can also hinder bone and muscle health. This study showed that participants increased their body fat and reduced their muscle mass. So let’s commit to moving around more this year. Buy an exercise video, join the gym, or just get your activity level up about 20 minutes each day. I’ve started. Will you join me? 15
