How does Guest Concepts Software work?

Guest Concepts consists of three different customizable strategies to present numbers to the Customer.

• Multi-Option - This presentation provides up to three different Finance Terms, two Lease Terms and four alternatives for Down Payment. The end result is up to 20 different alternatives that can let the Customer see how different terms, programs, rates and rebates compare. The key to all of the Guest Concepts presentations is that instead of focusing on Price, we focus on Payment and Down Payment which are the driving factors in a buying decision.

• Target Payment - In some cases the Customer may indicate that they have a Monthly Payment "Target". We know that in many cases the amount of Down Payment required to get to this Payment is more than they anticipate. This presentation shows the Customer how much Down Payment is required to get the Payment they want but then gives them three other alternatives (3/4 Down, 1/2 Down and 1/4 Down) so the Customer can see the relationship between the numbers. This is an extremely powerful presentation since only the Payment difference is displayed. As an example to achieve the Customer's Target Payment of $350 it may take $4,500 Down, but putting Down $2,250 the Monthly Payment only goes up by "+ 45.19". "Less than the cost of an inexpensive meal out and this way they are driving the vehicle they want for the whole month!" As you can imagine, this is very effective.

• Target Down - In some cases the Customer may indicate that they have a Down Payment "Target". We know that in many cases the Monthly Payment required to get to this Down Payment is more than they anticipate. This presentation shows the Customer the Monthly Down Payment required to get that Down Payment but then gives them three other alternatives (if the Target Down is $2,000 or less alternatives based upon increments of $500 additional Down or $1,000 increments if the Target Down is greater than $2,000) so the Customer can see the relationship between the numbers.

This process focuses on Monthly Payment and Down Payment which are the primary factors in most buying decisions. Since the focus is not on Price, profits tend to be higher.

“We have made more ‘full list’ deals than ever before… A lot of our Customers simply circle one of the alternatives and the deal is done”