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P6Phase 6

Dealerships & Fleets

Dealerships, fleets, and auctions give you steady work every week. Show up looking sharp, find the decision maker, and follow up.

6 parts

Start here

Pick one dealership near you and drive the lot.

1. Get ready

  1. You are the pitchClean clothes, hair, and posture. Eye contact, confidence, and a little humor.
  2. Scout the dealershipFind the showroom, service bays, and detail bay. Count the cars to see how busy they are.
  3. Know who decidesThe service manager, the sales manager, or the general manager.
  4. Bring a dozen donutsA gift for the whole team gets your foot in the door.

2. First visit

  1. Walk in confidentAct like they need your help, because they do.
  2. Be respectfulPlease, thank you, sir, ma'am.
  3. Pick who to talk toAlan likes the sales manager best.
  4. Get to the decision makerAsk the front desk who handles detailing. If that fails, ask a salesperson. Don't let an assistant pass on your message for you.
  5. Hand over the donutsDo it after you meet a decision maker, and say something like this:
Dealership intro

Hey, my name is [Name]. I just want to be your go-to if you ever need help with detailing or ceramic coating. We're local and we do great work. We can even do one car for free so you can see before you commit.

3. The meeting

  1. Dress the part and come prepared.
  2. Shake hands, thank them for their time, and make small talk.
  3. Mention what you noticed on their lot, then talk business.
  4. Show how you'll save them time and make them money.
  5. Ask questions. Find the gaps in how they do it now, and let them talk.
  6. Hold your prices. Know your lowest number before you walk in.
  7. If they say no, leave a small gift and your card.

4. Follow up

  • Keep going backLanding a dealer can take a few visits.
  • Learn from each visitNote what worked in your market.
  • Get better at talkingPractice your pitch and your negotiating.

Every dealer is different. Use these steps as a guide, adapt them, and write your own scripts for the cases you see most.

Auctions are different

Auctions and other bulk clients follow most of the same steps. If you can't reach a decision maker, leave and come back.

  • Know who paysMost cars belong to owners, not the auction house. Get clear on which owners want a detail and who is paying for it.
  • Plan the timelineOne auction can have 50 to 500 cars, and most owners want it done the same day. Get the owner list early and call each one.
  • Bring helpMost of the money is quick wipe-downs and vacuums. They add up fast, so bring extra hands.
  • Bring a full mobile rigAuctions happen in stadiums and convention centers. You need power and water with you.
  • Stand outWear a uniform with your logo. People book you when they see you working.
  • Have insuranceCars get moved a dozen times. Photograph every car before you start.

Dealership templates

Worth $5,000 to build yourself. The service agreement is the one GoDetail signed with Carvana and Tesla. Read every part and change it to fit you.