Experts Do Business with Experts They Trust

By Hunter Swift

The first thing that stood out to me (this year at NADA) — unlike years past when the econ­o­my was worse and deal­ers were not spend­ing as much — deal­ers had pos­i­tive out­looks on the cur­rent and future con­di­tions of the auto indus­try,  eager­ly look­ing for new and inno­v­a­tive prod­ucts to buy.  There are sure a lot of ven­dors out there now.  Com­pe­ti­tion is good; it sparks inno­va­tion and keeps ven­dors hav­ing to improve in order to keep being com­pet­i­tive.

As deal­ers shopped dif­fer­ent ven­dors it was inter­est­ing to hear what the tech­nol­o­gy, fea­tures, and ben­e­fits they liked, and how many deal­ers seemed very inter­est­ed in learn­ing more about the com­pa­nies, the lead­ers, the cul­ture and its employ­ees.

I heard mul­ti­ple times deal­ers say they do busi­ness with peo­ple who they like.  I heard oth­ers say, it was impor­tant for them to real­ly know and trust the peo­ple they give their mon­ey to.  Apart from tech­nol­o­gy, they also seemed inter­est­ed in the cus­tomer ser­vice, the sup­port and the company’s rep­u­ta­tion in the indus­try and what their cus­tomers had to say about the com­pa­ny and its employ­ees.

A com­pa­ny that takes pride in offer­ing ser­vices to deal­ers that they sin­cere­ly want to help be suc­cess­ful and works hard to make sure its cus­tomers can trust and respect them.  Work­ing with peo­ple who have char­ac­ter, are trust­wor­thy, hon­est, moral and eth­i­cal goes a long way and makes work­ing with them a plea­sure.  And these types of behav­iors do not just come from how they per­form when they are work­ing but even when they are not.   This helps cus­tomers know that they can rely on us and we will be there for them when there is a need.

Apart from the design of the deal­er­ship, inven­to­ry, adver­tis­ing and tools they use; cus­tomers ulti­mate­ly buy from those peo­ple who they like.  We need the cus­tomers to know they can trust and respect deal­er­ships. This ulti­mate­ly comes from their inter­ac­tion with the peo­ple that work at your deal­er­ship.

Hunter Swift is the Busi­ness Ana­lyst at and spe­cial­izes in Automotive/Dealership process­es that help deal­er­ships become more effec­tive by max­i­miz­ing their oppor­tu­ni­ty to improve all aspects of the sales cycle. Fol­low Me: @HunterSwift. in its entire­ty.


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