I can’t say it often enough.  Nobody outside your office door, or away from your desk, understands you.  You don’t sell the way “they” do.  You don’t have just the finance options “they” have (you have more).  You don’t expect to “sell from stock” the way “they” do.  You don’t instantly deliver units the same day you meet and greet.  You get weekends off and “they” don’t.  The licensing person has to prorate fleet licenses to expire at the end of the calendar year: they have to think.  You have to have weight slips for finished chassis, “they” don’t. 

The Sales Manager doesn’t understand that you are at work, but aren’t there, the way “they” always are: you go out and meet customers at their site, so you can understand their needs.  “They” don’t do any of that stuff: “they” can’t.  You MUST, as you grow the business.

Yes, you drive just about everybody crazy, including the F&I folks, and the folks that RDR your deals to your OEMS , using rebates/discounts/lease arrangements “they” don’t have to deal with. 

The only one that likes you pretty consistently is the dealer principal, because you bring business that “they” can’t, because of the way you treat your customers, your patience, your persistence in serving.  Your customers are so loyal: “theirs” aren’t.   Consistently buying as they grow their businesses, their government agencies, etc. 

Come to think of it, “different” is really kinda cool.

Yup, you’re different alright.  But it’s a good thing.

Go by their place, tell them you’re “new” and just want to understand what they do there, and what kind of vehicles they use to do their business.  Ask lots of questions, show you’re interested.  If they ask you questions, go find the answers and get back to them right away.  (Or, decide you want to work with other folks, and move on!)  Make friends: decide which ones are enjoyable, growing, open and worth your time!

Keep doing what you’re doing, learn a little bit more about a different vocation every day, get to know your local distributors, gain their appreciation and loyalty as well. 

Keep it up! 

Have a cup of coffee, and jot me a note. 

If you’re near a Club (association), be sure to get together with people who are a bit different…like me.  And like you.

BTW, I met Rusty from Kansas City at the Work Truck Show in Indy last month (you shoulda been there), and he’s going to write something for the next issue!

Joe