When people apply for sales positions at Germain Motor Co. dealerships, having auto retail experience on their resume doesn't make them a shoo-in.
That may have been an advantage in the past, when it was more common for sales consultants to display more dominant, extroverted personalities and the ability to close a sale, said John Malishenko, COO of the 19-store group, with dealerships in Ohio, Michigan, Florida and Arizona. But a shifting vehicle-sales landscape, with more reliance on digital retailing since the onset of the coronavirus pandemic, has changed the equation for Germain and other dealership groups.
Today, Germain recruits from other industries, such as hospitality, and seeks prospective hires who are more adept at quickly building rapport with customers and communicating electronically.