Comment

Comment by Wilfredo Estrada on March 27, 2012 at 3:22pm

Dealers are not the same as before. They are looking to paid the less they can, they don't give good training and they want to make good profit out you. Thats why people without jobs prefered to be home than being working for $200.00 or owing to the dealer after few months.

Comment by Stanley Esposito on November 25, 2011 at 9:13pm

It is really hard for new salespeople. Things have changed in this industry. The salesperson has so much to learn and not much time. If you hire a person with obligations they don't often have time to build a following and do the prospecting needed to be successful. They need to make money and training pay is one thing but after a week or two putting in 40 to 50 hours and being in the draw it becomes hard for someone to justify owing the dealership money. Most people are not prepared for the lack of respect that comes with the job. The customer also seems to be less loyal. With the internet departments and online pricing the salesman may not be as important to the customer. There is also a whole new generation of buyers who are not as loyal to a sales person let alone a store or even a brand. You would think the value of the experienced guys would rise but I don't see many positive pay plan changes.

Lets break it down:

The salesman works a couple of twelve hour shifts a week and every Saturday and if he does not sell enough cars he owes the dealership money.

The Salesman takes on all jobs in the dealership that have come available since they cut back and fired everyone who drew a salary all for free.

The Salesman gets blamed for not setting up the back end when the business manager does not sell anything.

The Salesman travels to the customers house or place of business to get the signature someone forgot.

The Salesman drives to a dealer 50 miles away for a dealer trade.

The Salesman does not get paid until everyone else does.

The Salesman learns most of the policies of a dealership after the fact.

The system is old and broken. If you can sell cars you can sell anything. The sales pros are going on to better paying gigs with real hours. The new ones just arent connecting with the old school manager types. In the end you get what you pay for.

 

Comment by Frank on November 22, 2011 at 8:20pm

Has any body put an ad in Craig's List latley? I put one for a clerk at my 

 dealership for minium wage and was flooded with apps. Ended up hiring a person who was way over qualfied. Unemployment in my area is a little higher than yours at 13%(thank you do nothing Congress), but I have no issue getting people who want to work(and they don't even need a shower Newt) People want jobs in my area and I wish I could hire more.

 

Comment by Roger Laughary on November 22, 2011 at 12:08pm

Start with the way your job opening postings are written. Do your ads sound like "car guy" ads? Two of the main reasons are also addressed by Mr. Abraham. Another of the main factors is the perception side of this. I believe that most people perceive that selling cars is not a prideworthy career. This CAN be the case if your dealership has a bad reputation, doesn't care about people, etc.  Bad dealerships have plagued the perception of the Auto Industry. Work on building a culture that rewards honor and customer service and this may, help you market the career of being a car salesperson. Potential candidates are generally brought by way of referral, just like your best customers. Also, flexibility in schedule is a must. Reward your producers by giving them the opportunity to build their own schedule as long as there is floor coverage. You will find that the producers, generally choose to be available when the dealership needs coverage. Producers want to be in the middle of the opportunity. At the same time, top producers in the car industry can be top producers in any industry. It's sales. Good people that can sell a product in an ethical manner can do just about anything. Be willing to pay these people and be willing to be flexible or somebody else will.

Comment by Thomas P. Abraham on November 14, 2011 at 9:33am

It's income vs schedule. When the income is great (or the potential for is great) people will put up with the schedule. 

Comment by Steve Cortes on November 13, 2011 at 3:30am

It appears from the comments blame is given to the industry and society's new found "Lack of work ethic". Many local high schools have vocational programs that teach young adults auto repair, welding, etc.

One idea might be to have a group of dealers in an area getting together with local high schools or junior colleges putting together a vocational course training the younger generation in sales and customer service. This might do more than just train a future workforce but go a long way towards changing society's view of the industry. These programs may offer an opportunity for existing salespeople to improve their skills There could also be classes offered on finance and sales management.

I've read many articles about local car dealers always being the first in line to give back to the community. This might be one way to not only help their local community but themselvbes at the same time.

Comment by David Ruggles on November 12, 2011 at 9:05pm

@ Steve - IMHO, it is our industry that has the "reputation" as much as individual dealers. 

 

Many F&I people, including Sub Primers, became mortgage brokers and were forever spoiled.

Comment by Henry E. White, Jr. on November 12, 2011 at 5:32pm

I think the reason good, strong sales people are hard to find is because of the long work hours and pay structure at most dealerships..

Comment by Stan Sher on November 9, 2011 at 4:49pm

People are scared to be competitive and work on commission.  They feel like they can be better of working for a salary.  Salaried jobs ruined the mentality of working for people and created nothing but laziness.  After so many years of being in the car business I could never see myself working for a salary alone again.  I like that I can make a lot more if I produce.  Millionaires and rich people do not become rich by thinking little.  So why do we have a hard time finding people?  It is simple, the average person is afraid of the sterotype of being the this business and they are afraid they do not have what it takes to make it.  When I started selling cars, my first month I sold 8 cars, 12 on the 2nd month, 15 on the third month and 20 on my 4 month.  On a good month I did 25 cars and a bad month for me after that would be 10-12.  I learned at 10-12 cars I needed to make gross to survive and I knew at 25 I can be more flexible and take some short deals because I made all the money.