February 23, 2015~ Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Myron Nakayama, Sales Manager, Aloha Kia – Nimitz

“I have a dual role as Certified Premier Salesperson and Finance Manager. I now have the confidence in knowing that I am in legal compliance dealing with every customer, and more aware of the laws and requirements that must be used with every customer who comes to this dealership . When I am in the finance seat, I am able to give the customer the feeling he or she is not dealing with just another car dealership, but a dealership that truly cares about the customer and wants to earn their continued trust and business. Showing a customer that you are working with them, and not against them, will help build a much stronger relationship.
Learning a different approach to the Finance products, and using the benefits as the close tool has really helped me make the presentation much faster, easier, and a lot smoother. In a car deal, the best situation is for the customer is to feel that--It is a win/win situation.The benefits approach really cuts down on the customer objection to price when it is done correctly!
Knowing Subprime structures, lending guidelines, how lenders think and why they say yes or no, has given me the knowledge and confidence to structure deals, and talk with those lenders to get more subprime deals bought and not lose potential deals because of errors. Understanding how lenders think, and being prepared and able to have logical and well thought out responses to lender concerns, I am able to get more paper bought and get more advance, which benefits the dealership and the Finance Department.
I have a lot more confidence when I speak to lease customers as well. In the past, if a customer had questions about their lease, I felt very uncomfortable answering questions. I now have the knowledge to answer questions with confidence and explain the difference between buy versus lease benefits to the customer. I also understand the workings of a lease payment and how it can be presented to the customer positively. With this knowledge I am able to hold gross better and market more product to the lease customer. The question, “Which is better for me,” can be addressed with more confidence and can be explained simply, so it’s easy for them to understand.
I always make it a point to represent Aloha Kia to the best of my abilities. Having a concrete foundation, and understanding my role as a Finance Manager, I am able to create loyal customers who will come back to purchase again. I feel that for those who embrace the knowledge.... and use it, will become much better at their profession.”

Congratulations Myron ! Thank you for representing our industry well, and changing it for the better!

February 11th, 2015~ Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to  Dino Murashige, F&I Manager, Aloha Kia – Hilo


"In my current position as F&I and Sales Desk manager, I practice the principles of unconditional love, being honest, having empathy, and also being mindful. These are traits you need to be in sales long term and successfully.  These practices will increase the chances of keeping a customer for life. Using motivation skills and coaching skills are very helpful in developing a sales team to its full potential, and with a great team, working together,  The sky’s the limit!”
 I sell with empathy and  I can help ease the customer’s mind during the sales process. My job is to give them all of the information they need so they can make a well informed decision—where they will be comfortable in their purchase, understanding their needs and wants, and being mindful of any concerns.  I am always learning new ways and remembering forgotten procedures. I have been in sales management most of my career and haven't been in the F&I department for long... but I have been given a lot of structure and great techniques to help me move forward, and to be very successful in Finance.

Congratulations Dino ! Thank you for representing our industry well, and changing it for the better!

February 5th, 2015~ Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Rory Jones, Professional Salesperson~ Aloha Auto Group, Hawaii


“I have been focusing on changing specific behaviors, by building a strong, personal relationship with my customers, and that has helped me to increase my effectiveness as a Sales Consultant. I have put several of the 'Sales Best Practices' to use, and I have seen a marked increase in my sales abilities… I have seen my sales increase by almost 20% ! Last month, this dealership realized a significant increase in unit volume and I had MY best Monthly Sales Volume ever!
When I first started selling cars, I found it difficult to not give the customer a 'special price' or a 'great incentive' deal, immediately. I was eager to give technical information and quickly get to a price he would be happy with, not realizing I was going about the process of the sale in a backwards way. I've learned that you can't merely sell a car, you must first sell yourself and become a trusted friend that has the customers best interest at heart rather than someone just looking to sell them something. I also learned that to leave the pricing of the vehicles to my Manager almost always results in higher gross AND a happier customer. I now make certain that the customer knows that I'm on THEIR side in this process, and If I can relieve the stress of price negotiation with a non- confrontational approach, the whole sales process becomes more effective. It's ‘US’ negotiating with the desk.
I treat this as my profession, not just my job, and when I put the skills I have acquired into action, I increase my income significantly. As I gain more experience, I realize the hardest part of selling is UN-learning bad behaviors, rather than learning new ones.”

Congratulations Rory! Thank you for representing our industry well, and changing it for the better!

February 2, 2015- Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Andrew Trillo~ Professional Salesperson, Capistrano Ford, CA

“It’s nice to see and use a fresh approach on selling and not just closing strategies…but building lifelong friends and relationships with my customers. Now, I’m not just focused on the sale, but on the customers needs and wants, and doing what is right for them. I am more interested in really getting to know my customers, beyond what they are looking for in a car, but the ‘real’ customer, a friend, their likes, dislikes, and hobbies they enjoy. Regardless if they buy from me or not, they know that I’m here to help and make sure their whole experience is a great one and that they’re happy to share that great experience with friends and others.

I have improved my skills by focusing on loving my customers and treating them with respect. As a result, those customers have confidence and trust in me, and have gone to work for ME. I have gotten 6 referrals that have all bought within the last 3 months..

I have increased my average sales and increased my grosses, and I am also working on ways to attract more people to my dealership to build my book of business by using social media and following up with customers that didn't buy previously. I really instill in my customers that this is a comfortable and easy place to do business, and that I actually care for their well-being and want to make sure their car buying experience was memorable.”

Congratulations Andrew! Thank you for representing our industry well, and changing it for the better!

January 29, 2015~ Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Joseph Menasian, Sales Manager~ Aloha Auto Group, Hawaii

“In the past I have always felt that gaining the respect and trust of a customer was very important but frankly, through the years I had lost the habit of getting to know the customer on a personal level, and it showed in my performance. I now get to know the customer better through common interests and finding out what is important to "them" outside the dealership to better establish a lasting relationship, which leads to more referrals because the customer trusts me. Both my staff and I are taking more personal notes so that when we do follow up it is on a personal level showing that we care and I am sure this has led to a better and more profitable way of doing business.

We have been implementing the "make it all about the customer and not all about the product" approach. When you have such a great product to represent it is very difficult to focus on building a personal relationship with the customer so we have been role playing this scenario, and it is working (and is definitely more fun!). The customers are more receptive to the follow up when you ask them about something specific that we had talked about such as pets, kids, sports etc. We now encourage each entry in to the CRM to include a lot of personal notes so we all can be on the same page, and the customer feels as though the whole store is one big happy family. Each of our salespeople have increased their baseline sales and profit averages and they continue to increase! I really like the "solve 80% and sell 20%" approach.”

Congratulations Joseph! Thank you for representing our industry well, and changing it for the better!

January 27, 2015~ Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Nicki White, Professional Salesperson~ Coyne Powersports, CA

"I practice the principles of unconditional love, respect and ethical practices, and in my opinion this is the foundation to building (and maintaining) a successful business. I greet each customer I meet with a smile and a handshake, introduce myself, as well as ask them for their name. I ask fact-finding questions, such as which unit they are shopping for, how/where they intend to ride, and what, if any, they currently ride. I do not focus on cost/dollars, as much as help to paint the picture of the fun they will have with the toy of their dreams. I feel it is important to get the customer relaxed with me, so they know they can trust me. Honesty is very important, and this is what I use to gain the customers trust. Once it comes down to talking the numbers, we are all more relaxed and they know that I am going to work to get them the best deal... It makes the sales process go smoother. By not talking about numbers or the unit itself and talking with a customer, and letting them tell me about what their plans or goals are, it puts the customer more at ease and it makes the sale less stressful.
I really listen to my customers and focus on what they are saying. By slowing down and not rushing through the process of the sale, the customer feels their time is just as valuable as mine, and they are not being rushed to make a decision to purchase.
In regard to increasing my gross profit, I write up every deal at full retail and allow the customer to tell me what number they are more comfortable with before presenting the offer to the desk. This allows the customer to feel they are more in control of the final outcome with the desk manager, and since I am on their side, they trust me to work for them to get the best price."

Congratulations Nicki! Thank you for representing our industry well, and changing it for the better!

January 23, 2015~ Who's Changing the Auto Industry for the Better-For Everyone's Benefit ?

Today’s acknowledgement goes out to Julio Rodriguez- Sales Manager~Nissan, FL

"The sales process should be more about empathizing with the wants and needs of the customer, and not on the salesman's wants and needs to make a sale. To be a good salesman, the objective is to interact with your customer on a personal level that goes far beyond the boundaries of finance. Every customer is different; every customer has their own life that exists outside the confines of your dealership that includes several factors that the salesman has no control over, which can hinder the customer’s decision to buy. Everything from what the customer had for breakfast, to theirs son's 3pm soccer match, to a death in the family, can all weigh in on a customer’s mind, potentially preventing a sale. The goal of a good salesman should be to connect with each customer on a personal level. By simply asking the right questions, a salesman can be a customer’s trusted friend, and create a buffer of comfort, in lieu of a wall of objection.
As friends, I stay on my friend’s side until the very end of the sales process and beyond, so that the guest feels that I am helping them and that I am not the decision maker. By building a personal relationship from the beginning, I always stay friends with the guest regardless of the outcome of the transaction. Since I am always on their side, working with them as a trusted friend, they will feel very comfortable sending referrals to me in the future."

Congratulations Julio! Thank you for representing our industry well, and changing it for the better!