Can Your Dealership Boost Sales by Removing the Middleman?

Published: Apr 17, 2014

Following his belief that “if it isn’t broken, then break it and make it better”, a Florida-based dealership is removing the middleman from the car buying process to speed up sales.

More than two years ago, JM Lexus adopted this new approach and replaced “its traditional salespeople with product specialists who help customers find the vehicles that best fit their needs.” Price negotiations and ways of financing the purchase are left to the sales managers.

The dealership claims to have shaved off a whole hour from the car purchase process, reducing it to a total of 2.5 hours, delivery included. JM Lexus credits this innovation with being partially responsible for the fact that the dealership is the world’s larget seller of new Lexus car and has stayed on the top for 22 consecutive years.

After implementing the change, JM Lexus saw a 27 percent increase in new-car sales and a 5 percent one in used-car sales in just one year.

Read the full article at Automotive News.

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Victor Lance is the founder and president of Lance Surety Bond Associates, Inc. He began his career as an officer in the U.S. Marine Corps, serving two combat tours. As president of Lance Surety, he now focuses on educating and assisting small businesses throughout the country with various license and bond requirements. Victor graduated from Villanova University with a degree in Business Administration and holds a Masters in Business Administration (MBA) from the University of Michigan's Ross School of Business.

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