Faulkner Automotive Group
2017 new-vehicle sales:
1,310, up 0.6%
2017 used-vehicle sales:
957, up 14%
General Manager Brian Lee on changes to recruitment:
"Getting leads from top hires and putting employees first. Faulkner prioritizes four pillars: employees, customers, manufacturer and gross profit, in that order."
New Car Sales Manager Bryan Dougherty on rewarding employees and showing them they are valued:
"Recognition and praise are the best ways to show value and keep employees engaged on a daily basis. Faulkner has an annual trip to places like Jamaica and Mexico for the top two salespeople, top sales manager and finance manager in all 27 dealerships."
Lee on helping employees develop a career path:
"We make every effort to identify career paths with employees as early as possible. Almost all turnover on the sales floor, for example, is through promotion to finance or sales management."
Pre-Owned Sales Manager Davin Spells on making work schedules more balanced or flexible:
"Salespeople are scheduled either 9 a.m. to 3 p.m. or 2 p.m. to 8 p.m., with one day off during the week and one day bell to bell. So every salesperson has a weekday off plus Sunday. Salespeople also have the option to not work a bell-to-bell in lieu of a second day off."
Lee on compensation:
"As front-end profits have been shrunken in recent years, we have increased the 'mini' but also rewarded the salespeople that hold front-end gross more heavily. Salespeople are also paid a percentage of back-end gross."