TO THE EDITOR:
Dealers, wake up. The time has come to stop this stair-step nonsense ("Retail realities," Oct. 14). At 76, I'm in the later stages of my 57-year career, so this is a message to the young dealers.
If you think this business is going to get easier in the next 10 years, you are living in fantasyland. Stair-steps are the manufacturers' way of lowering the transaction price at our expense as opposed to pricing the car properly at their expense. Even if they wanted a 100 percent fair stair-step, it can't be done; I've seen them all and can pick every one apart.
No, it's easier to let two or three dealers with a shoo-in objective establish the market transition price while the rest of us dummies lose our butts. And worse, think we hit the number and then get a chargeback on 200 cars because an auditor said two cars don't qualify.
The manufacturers know exactly what they're doing. So to the young dealers, wake up. To the manufacturers, follow the true winner, Toyota, with no stair-steps.
JIM SPECK, President/managing partner, Circle Automotive Group, Santa Ana, Calif.