September 2007 Chris Schulthies Do you accept mediocrity on your showroom floor?
"In new vehicle franchises throughout Canada and the U.S., it is not uncommon for a dealership to have a salesperson or two who deliver 15 to 25 vehicles per month. It is also not uncommon to have two or three salespeople who deliver 10 to 12 vehicles per month...."
August 2007 Chris Schulthies Why you should consider a subprime finance department
"Many dealers’ initial reaction to subprime financing is the fear of “that type of customer or element” subprime supposedly attracts. Dealers with high ethical standards are also concerned for their customers’well-being and at the exorbitant interest rates ..."
June 2007 Chris Schulthies Selling cars is a ‘today’ business
"Selling cars is a "today" business. This almost sounds like a statement from a 1970’s training manual, and many might view these words as old school. Today, however, nothing could be closer to the truth. Before the advent of the Internet, car buyers would move through the following..."
May 2007 Chris Schulthies Would you work for you?
"During a recent conversation with a dealer principal, he told me that he had just hired a new sales manager. He said he was giving the new guy six months to turn things around or he was toast. This young sales manager had three years’ experience selling cars on the floor..."
February 2007 Chris Schulthies Sales manager or sales administrator? Who’s running your sales department?
"Whenever we ask successful dealer principals, general managers and sales managers across Canada and the U.S. what they think are the most important functions and responsibilities of a sales manager..."
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