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!