TO THE EDITOR:
Dealers, including myself, are very open to change (“Wanna sell cars? No, job seeker study finds,” autonews.com, Sept. 20). The problem with long hours is that we are an end-retail business, like Walmart or grocery stores. We have to be available when our customers are available to shop. That means late in the evenings and on weekends, unfortunately. If we were a custom shop, we could open whenever we wanted, but there is a dealer 20 miles in each direction of me selling the exact same product, and they are open for business, so we must be, too.
Mini commissions are prevalent but not dominating, at least not at my dealership. Some dealers have a structure that never lets a 25 percent commission become possible or amount to more than a mini commission. It should be noted that even when the dealership sells the vehicle at a loss, the sales professional is still being compensated. If the added-up minis are all there is, we have volume bonuses that kick in at 12, 15, 18, 20 and 22-plus units. I have a sales professional that will make $140,000 this year.
I try to recruit the best, honest and honorable people, retain them, empower them to step out of the box and encourage them to try new things. I also let team members know they can succeed if they get the job done and that it is attainable with a plan. How can anyone succeed when they don’t even have a plan?
JONATHAN ALLEN, Owner, Allen Toyota, Gulfport, Miss.