TO THE EDITOR:
Dealerships can do more with less and give customers better value with less stress. Current trends have triggered permanent changes to our staffing models. We need to address the amount of personnel, how we pay them and the hours they work.
New candidates would start in the phone rooms. After a period of time they could work weekends in sales, service, office, parts or cleanup to see what is the better fit. A great phone room manager can work with high schools, colleges and trade schools to find quality candidates.
Dealerships that sell only used cars are eating our lunch, by paying more for used cars than we are offering on trade-ins and in some cases selling them for less. We have the advantage here, we need to use it. Let's change the process for a longer business life and not be the next chapter in how the mighty fall.
Manufacturers need to build cars that consumers are excited about; we need sales professionals to assist with the purchase, not sell the vehicle. People like dealing with a dealership known in the community. So if you are the best dealer around helping youth in your community with jobs and their futures, they will come to you first. Do not make the price the issue.
We need to change our tunnel vision and take a wider look at the bottom line. Moving from a today business to an everyday business, we will build a lasting future by glancing back and staring forward.
JIM RUSSELL, The writer has more than 30 years of dealership management experience.
