Why I Love Car Dealers

For over 30 years I have worked in the automotive business. I have worked in the agency world. I have worked as a client and I have helped automotive suppliers build their businesses. It is a wonderful, multi-layered, complicated business.

There is one group I love the most, car dealers. This statement will catch many by surprise. Why car dealers? Are they not just above lawyers in the hierarchy of loathsome professions? Are they not wealthy, selfish, classless fat cats? To that I say, you are wrong.

Self-Made

Most of the dealers I know built their businesses on their own. That sets them apart from second and third generation dealers. They have inherited the businesses they now operate. The ones that started on their own are an interesting group. They are all unique.

They started with a vision coupled with the ambition to make it real. For the most part, they mortgaged everything they had and/or borrowed money from family and friends to buy their first store. Not only did they face the challenge of getting a store up and running, they also faced the challenge of owing money to almost everyone they know.

One dealer I know, had a successful business importing and exporting cars. He operated a small group of employees that purchased and sold cars, then transported them across the border. That crew became the nucleus of his operation. His first store was a rather modest facility which consisted of several small buildings scattered around a single lot. One building was set aside for service, the other for a new car showroom. From that modest beginning, he built one of the largest new car operations in Canada. At this writing he owns 20 stores and still has plans to grow. The whole thing existed in his head before anyone else ever saw it.

Community Building

The other part of why I love car dealers is that they are keenly interested in serving the community where they operate. They constantly try to make it better by supporting community initiatives. I know another dealer that has a staff committee that manages an annual donation budget. This committee decides on which groups in the community should receive a donation and how much. The most remarkable part is that this dealer seeks little recognition for his store. It is part of his obligation to the community.

I know yet another dealer that has made a sizable donation to the local hospital. Again, without recognition. He saw the challenges an underfunded local health facility faced every day. On his own he decided to try to make a difference to improve patient care.

Customer Care

I do not know a dealer that does not want every one of his customers to be happy. They seek to treat every customer fairly and with utmost respect. It is not about dollars and cents. They know that a vehicle plays an important role in their customers’ lives. Each one of them seeks to make their customer service as positive as possible.

Understand People

I also knew a dealer that understood the value of someone’s pride and image particularly with peer group. Small gestures mean so much to people. This dealer was working with a local physician who wanted to lease a new car. Unfortunately, the physician’s credit score was not great. This young doctor was carrying a lot of debt. Despite his healthy income, he was paying off his own student loans plus helping other family members get their own education. This impacted his credit worthiness. My dealer friend knew why this young doctor’s credit was bad. Behind the scenes he convinced one of his lenders to do the deal as a favour. The day of delivery, the dealer arranged to meet the doctor at his country club where he was having lunch with some of his friends. The dealer walked up to the table and presented the doctor with the keys to his new car in front of a table full of buddies. It was impressive and impactful.

As a group, self-made car dealers are engaging, interesting and unique. They all understand the value of a dollar and how hard it is to earn it. They take nothing for granted. Nor do they feel entitled.

Yes, that makes me a fan.I like their stories.I like unique people.Most importantly, I respect that they want to make a difference in their communities.