what language do they speak ???

Term Definition
ACV Actual Cash Value of a trade-in.
Back-End Profit generated from a car deal other than the amount between dealers cost and the selling price.  Usually from Financing.
Be-Back-Bus Describing an imaginary vehicle that will magically deliver all the customers that promised they would be back.
Be-Backs A customer that promises the salesperson that they will be back.
Bubble A purposely low price or payment given to a customer to prevent the customer from buying elsewhere.
Builder A vehicle in very poor condition.
Bump When a customer increases their offer during the negotiation.
Buried Describes a customer who owes far more than their trade-in vehicle is worth.
Butter-Nose The act of convincing a customer to keep his trade while still buying a new car.
Closer An experienced salesperson that is brought in to complete the negotiation.
Cream-Puff A vehicle in excellent condition.
CSI “Customer Satisfaction Index”. A dealership and salesperson rating system measuring the customers buying experience.
Curbing When a salesperson is selling cars outside of the dealership in which they are employed. Often by negotiating secretly with the customers they meet at the dealership.
Desk The sales manger.
Ether The customers excitement of a new car purchase.
F&I “Finance and Insurance” the department that arranges the financing and signs the paperwork.
Finance-Reserve Profit made by the car dealer when they charge the customer a higher rate or a leasing money-factor.
Front-End Profit made from the sale of a vehicle that is base on the vehicle cost.
Gold-Balls Describing a customer with excellent credit.
Green-Pea A new inexperienced salesperson.
 

Gypsy A wholesaler that buys used cars from a dealership.
Hanger-Queen Describes “burnt-out” salesperson that rarely talks to customers.
Hanging-Paper When the dealership (usually the F&I manager) convinces a bank to finance a customer with marginal credit.
Jick Describing a salesperson or customer that is untruthful.
Killing-Bugs Described a vehicle that is sold.
Kink Salesperson that steals deals from their colleagues.
LA&H Life, Accident and Health Insurance.
Lay-down An easy customer that pays full price.
Leg Amount of money in a monthly payment over the agreed upon purchase price that allows the “F&I” department to increase their profit.
Liner A Salesman,  “on the front lines”
Mini Minimum commission that is paid to the salesperson when there isn’t enough profit in the deal to pay a percentage.
Monroney The window sticker produced by the factory on a new car.  Named after Senator Mike  Monroney who sponsored legislation in 1958 requiring discloser of content, mileage and options on a new car’s price sticker.
Mooch A customer that makes unreasonable offers.
Mop-and-Glow Refers to a paint sealant that is sold as an accessory.
Mouse-House A secondary finance source usually at a high interest rate used to borrow additional money for a down payment.
Nickel Five Hundred Dollars.
Pack Amount a dealer adds to their invoice cost.
Pencil A written counter offer from the sales manager.
Phone-Pop An incoming sales phone call.
Play-House-90 When the salesman is acting. Like when a salesperson pretends to have a difficult time convincing the Sales Manager to discount a car.
Term Definition
Point Describes a good location at the dealership for salesmen to meet customers.
Pounder Represents a $1000 in profit. A “two-pounder” is $2000, Etc.
Rat Describes a vehicle in poor condition.
Roach A customer with bad credit.
Roasted-the-app The act of changing the customer’s information on their credit application to make it more favorable to the lender.  Also, can mean to critique the application with the customer to improve the “closing” environment.
Second-Baseman A person that helps a customer negotiate the deal.
Sideways Describes a customer reversing  their commitment to purchase a car.
Skate When a salesman steals another salesman’s customer.
Sled A vehicle in poor condition.
Slide-Rule A cautious customer that constantly double checks the pricing during the negotiation and does extensive research.
Sneakers Tires.
Spiff Extra bonus paid to a salesperson.
Spoon A free deal given to a salesperson from the sales manager
Stroke A customer that wastes time visiting a dealership with no plan of buying a car.
Strong Describes a skilled salesperson.
tripped Reported the vehicle as sold to the factory and DMV.
Trunk-money Describes factor to dealer incentives that are not advertised to the buyer.  Because they are not known to the customer, they are “hidden in the trunk”.
Turn When a salesman introduces the customer to another salesman. Usually occurs when original the salesman is unable to sell a car.
Under-Allowance When a dealer tells the customer their trade-in is worth less than it\’s actual cash value.
Up A customer. Or to meet a customer
Uped To greet a customer.
Upped The act of meeting a customer for the first time.
Ups Customers.
Upside-Down Negative equity in a car.
Walk-Around The act of demonstrating the features of a vehicle as you “walk around” the car
Wash-Out-Check Commission check paid at the end of the month.
Weak Describes an ineffective salesperson.
Whiskers Describes a car that has been the the dealer’s inventory for a long time.
Wrench A Service technician or repairman.
Wrinkle Dent or body damage on a vehilce.
Write-Up The document and technique used to produce an offer from a customer.