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!

Who's Changing the Auto Industry Today for the Better ? (For Everyone's Benefit ?)

JANUARY 20, 2015 ~Today’s acknowledgement goes out to Ray Welch, Professional Salesperson, Beaumont PowerSports, CA

"I started in parts & service and now I’m in a sales position. I was able to transfer my phone skills from service to sales with my product knowledge and learning the skills necessary to handle sales leads. I had a little training with Ford motor Company, and I received nothing from my previous managers on how to answer internet leads, how t handle price questions, or how to convert them to other vehicles on the lot.
I feel that when I show love, attention, and I honestly care about someone, I am doing the right thing and even more I want to make a friend. The last thing I want to do is offend, or disrespect anyone. Showing a person I care about them and their wants and needs means something to me. I believe that all people should be treated with love kindness and respect. I want to show all the love I can; there isn't enough love in the world so it is my job to spread the love as it were! I will treat my future customers the same way I treat my own family. It will insure that I get future referrals.
I believe by following what I have learned and paying attention to being ethical, not only has it helped me now, but it will help me in the future.
The Desking /Negotiating course taught me new ways to not lose deals due to objections from the customer. I know in the power sports industry we don't have as much profit as cars. But I now know how to gain customers trust by befriending them and staying on their side as a trusted friend."


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

Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Nicolas Nunez, Sales Manager ~ Tuttle-Click Chrysler Jeep Dodge

“When we think about our business today, and ask ourselves, how we can improve our gross income, and profit for the company, I want to ensure we capture all opportunities possible. I think all of the indicators point to the fact that the old ways of doing business are long gone. In today’s market we need an edge, we need to gain the knowledge necessary to work smartly on the Internet, and phone. We do role playing each Friday with our sales staff, which is good 1st step towards improving our chances at increasing our sales volume. I believe we also provide the positive interaction the customer wants today, by focusing more on a personal relationship with our prospective customers. We need to be sincere, and project transparency into the process in every step. We continue to mentor our staff in this regard, at our weekly meeting and during one on ones with individual salesmen.”

Congratulations on great leadership Nicolas ! Thank you for representing our industry well, and changing it for the better!

Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to David Ledesma, Professional Salesperson, Tipton Honda


"In the world of sales people don't care how much you know, until they know how much you care. Salespeople not only have to show them love but, also show them enthusiasm in the customer, yourself and everything you’re talking about. The car buying experience can be an uncomfortable, intimidating, time consuming, experience to most customers; that is why we as salespeople need to focus on creating a loving, pleasurable, understanding, enthusiastic, knowledgeable experience, and by doing so the sales will take care of themselves with emphasis on loving your customer. What I like to do is repeat to the customer everything that we talked about throughout the sale with relevance to a purchase to show the customer I was paying attention to their need regarding how the product will suit all his/her family or work and or pleasure needs. By doing this the customer feels like he/she is not the only one (They now have a friend) trying to get the car best suited for him/her. The customer is already coming in with a lot of things to worry about. If these tasks are well applied you will have removed all fears, customer drops his fear, hence you have a faster friendlier close with more gross and a good friend that gives you quality referrals. "

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

Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Daniel Menasian~ Sales Manager~ Aloha Kia Windward

"I consider the: love, like, appreciate mentality to be comparable to the foundation of the Business plan's infrastructure, and thus, invaluable.

I like the prospective impact of what "Loving the customer" and focusing on the friend above only the "what it’s going to take to make the sale mentality, is a totally different outlook which I believe will promote a more positive experience for both the customer and the salesperson.I found the facts and information that were presented in the series  easy to absorb, and I am anxious to give this different perspective a try and start to grow customer relationships rather than rely solely on the product.
This program shows the foresight necessary to operate a thriving company that not only focuses on the current but the future success of  the employees, management and the dealership.
Professional Desking rates an Excellent in my book, the different methods of staying on the customers side have already had an impact on the store. Thank you CAM!"

Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Mike Aziz, General Manager, Tuttle Click Capistrano Ford



"Our team of 11 salespeople increased their profits per unit by $90,068, and added $53,038 of additional profits from additional sales ($143,306 total profit increase) since starting the ACT program 90 days ago, over our prior 90 day average. We’ve just begun. By focusing on developing even stronger personal relationships and friendships with our customers the numbers increased. Our CRM was loaded with more personal information about our customers than all 6 of the other stores in our group combined during the last 30 days. That means that more of our salespeople developed a new relationship and they made their own plans to keep in touch with their new friends.

****(180 day update: "Our profit increase now totals more than $300,000 over our previous 90 day average")

Congratulations on your leadership Mike! Thank you for representing our industry well, and changing it for the better!

Learning to Lead With Love

Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Alan Uyeoka~ General Manager ~ Aloha Kia Nimitz

In the first two months since implementing Automotive Career Training with the College of Automotive Management our auto sales and gross profits have increased immensely!!! We are total believers in the College’s relationship selling training and our employees are very happy to be working in an environment that is 100% committed to ethics and integrity in all our customer transactions. We will continue to attract and retain the top talent on the Islands to work for our company.”

Congratulations Alan and the entire team at Aloha Kia Nimitz! Thank you for representing our industry well, and changing it for the better!

Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Matthew Stickles (Professional Automotive Salesperson)   

Going through this training has changed my belief system on how to approach a deal.  I feel that selling a car with morals and ethics is easier then lying and cheating your way to a sale. Now that I have this knowledge of how to be in compliance with the law I can be a valuable employee instead of a liability to the company. Knowledge is power. If I build my relationships with honesty there can be no discrepancy.  Then I will have smoother transactions, bigger profits and more repeat business. The Compliance and Ethics training has definitely given me an edge over my competitors and made me a better person.”

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

Leading by Example

Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?


Today’s acknowledgement goes out to Moe Elfaqir ~ Sales Manager ~ So Cal Motor Cars – September, 2014

“I quickly increased my sales numbers by focusing on loving my customers and trying to be a better friend to my customers. While in sales I studied hard at the College online and learned the F&I laws, presentations and disclosures and practiced them until I was qualified to "fill in" for F&I during busy times. I excelled in that job function and was quickly promoted to F&I where I continually increased my production through transparent and honest presentations to my customers by focusing on their needs and being fair in our prices. I was then promoted to sales manager where I share what I have learned from the leadership and desking courses. I have been able to increase my team's production consistently.


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

Leading by Example

Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?
 
Today’s acknowledgement goes out to Kevin Burns and Louis Palos ~ Sales Managers 
 Tuttle Click Capistrano Ford

Sales Managers Kevin Burns and Louis Palos virtually eliminated turnover in 2014, increased sales by 20%, and profits per sale by more than 10%, by being leaders that showed respect and treated their sales teams with dignity. After providing their teams with compliance, ethics and sales skills training from the College more salespeople began to build their own books of business and bring in their own customers. They are proud of where they work and can bring in their family and friends without being embarrassed by how they will be treated by management or coworkers. Kevin and Louis, under the leadership of Mike Aziz, have created a compliant, ethical, successful culture built on the principle of loving each other and their customers and have a strong foundation built for an even greater 2015 at Tuttle Click Capistrano Ford.


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

Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Mike Morris ~ Aloha Kia Waipahu

“I was going to be promoted from the business office to F&I by my employer. Upon hearing about the opportunity, I immediately began my training. Within 90 days of promotion, I became the #1 producing F&I manager in all seven stores in the dealer group maintaining a per car average over $1,500 by focusing on achieving 100% CSI. As a result of my rapid success, my employer enrolled all of the sales, managers and F&I employees in the entire group to learn compliant, ethical business methods that achieve higher profits by loving customers and making sure they are, and stay happy."

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