Managers sell from cost because:
A. They lack proper training and leadership from their GM or dealer.
B. They’re not properly inspired from within to execute the play correctly.
Every vehicle has a data driven value, including replacement cost, market day supply, competitive market pricing.
A properly trained manager who’s aligned with the dealer’s best interest should be able to make correct decisions regarding when to take a deal, and when to walk a deal. Additionally, those decisions should never be entertained until every available manager has worked the customer and discussed the final decision.
Regarding the pack’s impact on compensation, there are multiple ways to stay within target. Packs are just one of them.
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