Opportunities · leads past SLA and repurchase candidates
The Opportunities tab shows the two lists that are worth money every single day: customer interests nobody contacted inside the response window, and customers whose current vehicle already signals a trade. It explains how each list is calculated, what the factors on screen mean and what to do with each row.
What the Opportunities tab is for
This tab is not for data entry, it is for action. It answers two manager questions: who is waiting for an answer right now, and who is already ready to trade even though they never asked. Both lists use only data that already lives in your CRM, nothing is bought or estimated from outside.
Leads past SLA
In the automotive module, a lead is the customer's interest: the record that a person is shopping for a given model, a specific unit, or a set of criteria such as price range and year. Each interest holds the moment it was created and the moment of first contact.
The first-contact window is measured like this: if the customer has already been contacted, it counts from the interest's creation to that contact; if not, it counts from creation to right now. Once it runs past the window with no contact, the interest lands on this list, with the elapsed minutes called out. It is the metric most closely correlated with sales in vehicle retail: whoever answers first usually sells.
The list carries the Mark contacted button. Clicking it records the moment of first contact and takes the row out of the queue. Use it after you have actually spoken to the person, because the number exists to measure your response, not to clear the screen.
Repurchase candidates
The second list starts from a simple idea: your next sale is already in your database. A customer who bought long enough ago, drove enough miles and has room in their current car is a natural candidate to trade, even if they have never come back to the store.
The calculation looks at the vehicle the customer owns today and returns a score from zero to one hundred, plus the factors that explain it. The higher the score, the more likely the trade is right now.
- Aging: worth up to forty points and saturating around thirty-six months of ownership. The aging factor starts showing at roughly twenty-seven months.
- High mileage: worth up to thirty points and saturating around sixty thousand kilometers. The factor starts showing at roughly forty-five thousand.
- Positive equity: adds thirty points. It means the estimated value of the used car is above the payoff, so there is money left over in the trade.
- Negative equity: adds no points, but shows as a warning. The customer owes more than the car is worth, and the trade will require cash down.
Equity only enters the math when an estimated value for the used car exists in your workspace. SellioCRM does not invent a market value and does not query an outside guide. With no estimate, the equity factor simply does not appear, and the score comes from age and mileage alone. That is deliberate: an invented number about the customer's money is worse than no number at all.
Where the data in these lists comes from
Both lists read information that has to exist first: the customers' interests and the vehicles they own today. Those records feed the tab but are not created by it; they arrive through your capture process, through the integration with your website, or through whoever administers the system. If the lists are empty, check whether those records are being created at all.
Like the rest of the vertical, both lists respect store-level access: you only see the leads and the customers of the stores you belong to.
Frequently asked questions
- What is the default first-contact window? The measurement accepts whatever window your operation sets, in minutes. Agree on the target with management before holding anyone to the number.
- I marked someone contacted without actually calling, can I undo it? The moment of first contact stays on the record. Treat the button as a record of service, not as a visual filter.
- Why is the repurchase list empty? Either no customer reached a high enough score, or there are no customer-owned vehicles on file at your stores.
- Does the repurchase score change on its own? It does. It is recalculated on every query, so the vehicle's age climbs over time even if nobody touches the record.
- Can I change the weights in the calculation? The saturation thresholds for age and mileage can be tuned through the integration; the screen uses the default values.