Employees are a crucial component of the dealership’s image. They are as important as the products and services offered, the interior and exterior facilities, as well as the company logos and brand.

Clear guidelines must be in place to this effect to insure that they are followed by everyone. First impressions (the most important), opinions and perceptions that customers have in regard to a business are often impacted by frontline personnel, as they are the initial point of contact for both regular and new customers. Although appearance and dress codes are important, attitude must be a key part of the welcoming process. Continue reading “Your employees are the Image of your dealership!” →

Financial compensation is an important motivating factor for automotive industry salespeople, as it has a direct influence on their performance. So, where should the line be drawn between fixed and commission-based wages?

Several variables need to be weighed before finding the right formula. Studying the various formulas used by competitors in the local market is a good starting point. The next step consists of finding the right balance between a reasonable base salary and commission structure that will motivate salespeople to reach, and even surpass their sales objectives. Continue reading “Fixed Wage or Commission: Where Do You Draw the Line?” →