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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