Selling Subarus in Texas is probably not the easiest thing. Just ask Walid Joulani, dealer principal at Arlington AutoMall.
"Customers tend to associate Subaru with driving in the snow, and we don't get a lot of that here in Arlington," Joulani says.
Therefore, there must be compelling reasons why the Fort Worth-area dealership that Joulani took over in 1997 has tripled its monthly sales.
"Six months after we took over Arlington Subaru, we moved to a larger, 40,000-square-foot facility that has the same amenities as a luxury store," he says. "And since we're close to the Texas Rangers' stadium, we incorporated the stadium's arch design into the new look for Arlington AutoMall."
A circular fountain in the dealership's parking lot welcomes customers to the store. Inside, Arlington AutoMall customers find waiting areas with Internet access, TVs and views of the fountain, which is illuminated at night.
"The facility is spacious, elegant and accommodating," Joulani says. "It really does our customers the impression that they are shopping at a luxury store."
These changes and others have improved the dealership's monthly new- vehicle sales: from five to seven to 20 to 30.
Joulani identified the problems that had to be overcome to achieve the higher sales.