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Sales advice for hard pressed car dealers

Friday, 21 August 2009

With new car sales down 77 per cent compared to the same month last year car dealers are no longer able to rely on new car sales to assist in cash flow and profit generation. This, coupled with the global credit crunch means that car dealers now have to reshape, resize and reinvent their business model. According to Alan Shaw, motor specialist with Russell Brennan Keane, “Excellent after sales service is critical and together with the benefit of the sale, the customer /dealer relationship is maintained and grows. “The car dealer who minds his customer will be remembered when the need for the next car change comes along and most especially if he stays in regular contact. “Furthermore, having reinvented the business, the car dealer has the potential to increase service by cross selling into the garage’s database of existing customers.” Many car dealers did not reshape or resize their businesses to the new environment quick enough. There are new business deals to be secured every day; it’s just a question of whether you or your competitor has the package and ability to be in there first. “Even in bad times, business will be built and sustained on good relationships,” Alan added. “In order to build and maintain such relationships you must have the ability to see your business through the eyes of your customers. This is part of reinventing you and your company.” Without the benefit of any Government incentive schemes like those in place in the UK and Germany, Irish car dealers have to refocus their strategy in order to survive. The standard of customer service in many areas of Irish business is low and this weakness provides you with an opportunity to beat the opposition and is not easily achieved. Put simply, you need to make your customer feel “valued”. Alan Shaw can be contacted on 6440100 or 0906 480600, email This e-mail address is being protected from spam bots, you need JavaScript enabled to view it