Editor's note: An earlier version of this story incorrectly said Jonathon Browning spent his entire career in Europe before joining VW. From 2008-2009, he was based in Detroit as head of global sales, service and marketing for GM.
Volkswagen dealers will need to target a new kind of customer when the brand's U.S.-built mid-sized sedan debuts next spring, says Jonathan Browning, Volkswagen Group of America's new CEO.
VW expects more than 50 percent of the sedan's buyers to be conquest sales -- a goal that will require training in sales and customer relations, Browning said.
Dealers also will have to process and resell a new wave of trade-in vehicles, said the soft-spoken Englishman, a former General Motors and Ford Motor Co. executive who joined VW in June and will take over his new post Oct. 1.
"Our dealers need to adjust to the mind-set that we intend to play in a bigger pond," said Browning, who has spent most of his career in Europe and once led Ford's Jaguar brand. "The challenge for them is going to be dealing with growth."