As everyone knows, I sometimes like to share some of the emails we get here at DealerRefresh. This is an email from Pete out in Chicago, Illinois…
Great to have found your site and your common sense approach to selling.
I started in the retail automotive business over 20 years ago and the one thing I know to always be true is that people sell vehicles and web product services promote and market.
I can’t stop wondering in amazement when people in the auto industry and dealer principles believe that this process can be fully automated using CRM or lead generators and quick pricing quotes alone.
There is the law of diminishing returns can apply to the level of customer satisfaction with regard to how well internet salespeople are paid and treated.
Why would anybody want to follow up on a bunch of maybes when the customer calling and walking through the door is the most likely to buy?
When I started we all had salaries and demos. I felt a sense of obligation and consideration of the well being of the dealership I worked for because I would not starve…never did and always made a living till it became too much risk and effort for too little pay and time.
I would bet that half the internet managers where so so salespeople that are willing to work for less than what the top 20% make.
People say the profits aren’t as high. Not true. Pay plans are lower and the front margin has been put into the "do not talk about" holdback.
I still remember dealer principles laughing at Carmax not so long ago, or was that a billion dollars ago?
A person won’t get rich but at least they can earn a living and be treated well. (So I heard)
Too much said and all the best.
Pete, Chicago Illinois