Ever wonder how "month ends" develop in dealerships? Especially with new vehicle sales, and deliveries.
You would think that its just another day, in another month, marking the end of the month, which it is.
Be assured that "someone" is looking at the dealership monthly performance and financial statement for that particular month.
The conversation might go "Close all the outstanding work orders in the service department, we need a strong month to make up for that xyz that you guys wanted"...."Don't forget to monitor the aging of the warranty claims".
In many instances manufacturers are scrambling for deliveries (sales) and embark on a chain of phone calls to their dealers trying to unearth additional deliveries for the month.
For years customers have known that dealers will instinctively get more aggressive to close deals in the second half of the month, and especially during the last week of the month. As you can appreciate whichever customer lands on the deal that will trigger the monthly new vehicle bonus. Yes...the manufacturer to dealer bonus that is not advertised, publicised, made public. That particular deal will be better for the customer than the dealer...just to make sure.
A few days prior to month end the conversation might go like this "We are short xx units to hit our target and bonus for the month"...."Let's make sure we hit our target, and get our bonus money".
Astute dealers know that month end starts on the first day of the month, and will scan the horizon for the following month towards the middle of the previous month.
The very successful dealers know that they achieve results interacting with people, being in the people business through cars.