The word from the editors
Dear friends! You are holding a new “Galsinform” issue, which will tell you about new events in the group of our companies. Directors of dealership centers will share the secrets of victories; you will discover what a person feels while holding the highest award “Ichiban” at the ceremony in Budapest. “The best salesman” will share his secrets how to be calm. And you will know facts, events and feel the intensity of emotions from our corporate sport tournament… We will share with you all the victories` joy and best practice! If you have any ideas or comments, please write us galsinform@avtogals.ua
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Achievements
“Ichiban”, “Golden Globe”, Toyota Style” – the winner is the best What does “Ichiban” mean to official Toyota dealer network and all over the world?”Ichiban” – comes from Japanese «Okyakusama Ichiban» and means “Customer first”. The word “Ichiban” means “first”, “number one”, and this is the target for any Toyota dealer. According to work results 2011, Toyota Center Donetsk “Avtogals” became the winner of annual quality award“Ichiban”. The ceremony took place on the 8th May 2012 in a building of Hungarian Parliament (Budapest), where the president of Toyota Motor Europe Didier Leroy personally was awarding each dealer-winner. Director of Toyota Center Donetsk “Avtogals” kindly shared with us his impressions from the ceremony. GI: Well it is quite obvious that you have a very impressive award, and we think you have some kind of success secret which you are hiding, may be it is time to share your secrets…? D.I.: There are no secrets in fact, everything is very simple. All you need is a strong desire. Desire to be the first and the best. I am convinced that big victories come to the companies with high competitive spirit, where each person strives for maximum result.
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GI: Will you share your impressions from the “Ichiban” ceremony, please? D.I.: Well, we were flooded with emotions, because the moment we have been moving to for such a long time, improving ourselves at each step, had happened at last. When Mr. Didier Leroy had given
us “Ichiban” award, I felt so proud for my company. I was realizing that Toyota Center “Avtogals” was in the number of 42 best dealers taking part in the project. As you know totally there are 2600 dealers all over Europe. During the ceremony one Italian dealer was awarded with “Ichiban” for the 5th time. And I had a strong desire to show the same result and even to beat him. May be this is a very ambitious plan, but I believe in my team and I am sure we can meet this challenge! Friends, let`s win together! GI: How was your team meeting “Ichiban”? D.I.: For this ceremony we had invited all Toyota Ukraine management together with general manager Nobuhiro Yoshida in Donetsk. Yoshida San personally congratulated “Avtogals” team; he underlined aspiration and insistence which brought to success the whole team. As a mark of honor every person in our center received an exclusive “Ichiban” badge — the symbol of personal participation in the common goal. GI: You are at the top of success now, what are your plans for the future? D.I.: Well, we have very ambitious plans as usual, but they are quite achieved. The main target is a leadership in official Toyota network. We set the bar high in the first quarter, and we have three more quarters ahead, so the fight will be serious. The next step is an unquestionable leadership in the
competitions in the group of our companies — “Golden Globe” and “Toyota style”. In 2011 we won “Golden Globe” in two quarters, now we plan to hold it during all four quarters. And “Toyota Style” cup we also plan to keep at our center. GI: The plans are really ambitious; we wish you luck in achieving them. What would you wish to other dealership centers? D.I.: First of all let me thank all dealership centers of the group of our companies for decent competition, it helped us to develop and move further. I am sure that in 2012 we will work even harder. I wish luck to everyone and of course I want to wish all of you success in “Ichiban” competition. I am sure that all our dealership centers are worthy of such high award.
In Ukraine by “Ichiban” have been awarded the following dealership centers: • Toyota Center Donetsk “Avtogals” (2012) • Toyota Center Krivoy Rog “Almaz System” (2011) • Toyota Center Kharkov “Autoart” (2007, 2010) • Toyota Center Kiev “Autosummit” (2008, 2009)
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According to the results of inner projects the situation became really tense. As Denys Chebanov had already mentioned according to the results of 2011 and first quarter of 2012 the winner of “Golden Globe” and “Toyota Style” projects became “Avtogals”. But these victories were not so easy. “Omega Motors” was stepping on leader`s toes
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while fighting for “Golden Globe”. Sevastopol dealer was just 25 points behind and took the 2nd place. All companies wanted to possess the “Stylish” prize as well. Mariupol dealer “Azovmotor” gave “Avtogals” just a couple of points. “This time emotional tension overfilled each person. From one side we felt pity that “Stilish” prize was so close and we could not get it, but from the other side — it became a motivation for us, we realized that could be the first as well no matter of the sizes of our center”, —says sales manager of Mariupol center Yuliya Maznaya. So according to the results of the first quarter 2012, the most popular Corolla, LC 150, Hice, Hilux were sold by “Autowind”. The most stylish Auris was sold by
Mariupol. Due to “Delta Motors Crimea” elite Rav 4 now is running down the roads of Simferopol. Sevastopol can boast with prestige Camry and Highlander. All the centers were awarded with passing signs of honour at exactly that day in the presence of colleagues from Toyota Ukraine. “Avtogals” company did not lay on the shelf the celebration of its victories. They had wonderful time at out of town complex “Poligon”. We are sure there were not bored there. People entertained themselves with volley-ball, team competitions and funny contests. Especially memorable was a creative contest “Drawing Toyota 2100”. Exclusive chef V.V. Grabovy coked delicious grill menu, which made everyone happier. Those
who longed for more adrenaline could try quad bike racing. Well, in general the holiday was great and absolutely positive. “Galsinform” editors sincerely congratulate winner companies and wish them new achievements!
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Events
The grand Lexus test-drive in Lugansk The real surprise was prepared to the fans of Lexus brand by «DonLex» company by organizing a grand test drive for everybody. The entire lineup and of course the season premiere model — sparkling Lexus GS — passed the way from Donetsk to Toyota Lugansk «Autowind». The guests had a possibility to get acquainted with premium cars and take part in the test drive. Such an open step towards the clients was really warmly appreciated by fans of Lugansk premium brand. Everyone was very excited. Cars had no time to stay in the parking lot, on arrival they immediately were sent for a test trip with another client. The guests were interested in everything: equipment, performance, warranty policy, but special attention was given to the premier sedan Lexus GS. Premiere generation of this model caused a real delight to all who was driving the car. Everyone could personally feel a new trend in comfort, design and control as well as strength and power of sport sedan GS. What can we say; test drive was a real event, giving joy, bright emotions and sensations. And while the cars were on route, the guests could enjoy coffee and hot chocolate in comfortable atmosphere.
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And in the future «DonLex» company plans to continue to give joy and surprises to visitors of «Autowind».
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Achievements
He is worthy of victory, he became the best In the last issue we claimed about the launch of the project «The Best Salesman». It’s time to sum everything up and talk about those thorns that broke the salesmen on the way to the stars. They passed two stages, and faced the final exam, which revealed the best one. In the final round, the finalists were all on equal terms: as in a role-playing game the participants had to consult with the real client, the game scenario was almost identical. The role of nagging and uncertain in their choice potential client took over the director of «Gals Motors» Vasily Gerelyuk. And the strict group of judges was observing and controlling all the action, they were profile expert of «Gals Motors» Julia Novoseltseva and independent consultant of the company « Port-Arthur» Arthur Shirkin. The judges checked the abilities of the salesmen to use the technology of sales. Each stage of the consultants’ work was scored separately, and every action affected the final score. At the 1st of June all the participants neatly dressed and in every way trying to hide their excitement, came to participate in role-playing game. The draw determined the order of the «presentations» of the contestants. The first one to go to an improvised showroom was Dennis Gridunov («Avtogals»), and the last presentation of the finalists was performed by Sergei Shish (also «Avtogals»). During the competition the jury applauded to each contestant for the performance.
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This is understandable: there were really a lot of bright and worthy moments. For example, Ernest Khalilov («Delta Motors») was so excited, that insisted on a trip to the
spouse of a client to make the final decision. This persistence eventually helped him to sign a contract. Nicholay Bulkin («Avtovind») has surprised everyone with his composure. Everyone had an impression that he is not a finalist in the competition, but working in a familiar room with the client. Leonid Krantz skillfully managed to charm a client during an imaginary test drive. He was so skillfully describing the car behavior on the road, so that all people in the room got the impression that they were personally involved into the test drive. Denis Grechanyuk («Omega Motors») was noted by his attentiveness to the customer’s
needs. For example, he tried to overcome customer`s objections concerning the fuel consumption using the language of numbers. In other words, each participant carried a unique note of the mood and their energy in the competitive game. The result of such a hard day was the long-awaited moment of the announcement of the winner. But how without agonizing waiting? In addition to the main award, the organizers decided to point out the participants who displayed their talents during the entire project. So the grand awarding started from announcing of those nominations. The sales-consul-
The draw determined the order of the «presentations» of the contestants.
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surprise to Vadym. «Galsinform’s» editors decided to find out what the winner was thinking about in this exciting moment. G.I.: Vadim, what feelings do you have, being the winner of the project? V.J.: Of course, happiness and satisfaction because I achieved my goal: to prove that I deserve the victory, worthy to be the best.
tant of «Autovind» Tatyana Agapova was awarded with a diploma and a pen «Parker» for the nomination «The best writing.» As the «Best theorist» was named Dennis Gridunov from «Avtogals». Solid knowledge helped Dennis to win an honorary diploma and an e-book. Another representative of the Donetsk dealership «Avtogals» Vadim Yablonenko became a winner in the unusual category «Acting Skills.» A bright and sincere work with the client and now Vadim holds a diploma and a copy of the world-famous, prestigious cinema award «Oscar». There were a lot of joy and happy emotions, but the winner is the only one. With the result of 62 points the honorable title of «The Best Salesman 2012» of the «Avtogals» group was given to Vadim Yablonenko, representing the dealership center «Avtogals»! Under the storm of the applauses the happy winner got the title and $ 1000 for a tourist trip. This turn of events was a
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G.I.: Was it difficult to play in the finals? V.J.: In the first seconds it was very difficult to adapt. In my mind I had to switch off the barrier and turn on my imagination. We had to imagine that a real customer was in front of us. G.I.: How did you handle the excitement before the final, and what do you remember most? V.J.: I was really excited. A little bit worried. But I have my own technique (smiles). In the morning, while driving to work, I’ve listened to my favorite music and sang songs... silently (laughs). You know, it really helps with excitement, I recommend. Role-playing was very bright — it was unforgettable. But most of all I was impressed by the award. Pleasant moments that would stay in memory for all my life. G.I.: Vadim, can you tell us how you achieved this? V.J.: I tried to behave naturally. The main thing was to adjust to the customer, to talk one language, behave simple and sincere. I want to thank our manager Helen Saven-
kova for the preparation and practical advice that really helped in the battle for the top prize. G.I.: Certainly, everyone is interested, where you plan to go? V.J.: It’s summer now so it is necessary to rest. I have not yet decided where to go, but I have a choice, and I’m sure I will use my prize bonus. I’ll talk to my wife, and together we define the place. In general, (dreamily) I would like to go to Europe. G.I.: How did your wife react to the victory?
V.J.: After the ceremony, I immediately called her. She was very happy of course and began to pick up a cozy place for a festive dinner. G.I.: What would you wish to your colleagues? V.J.: Of course, I want to wish persistence and perseverance. Remember, if you really want something, you can achieve it. Galsinform’s editors sincerely congratulate all the winners of the project and wish further improvement in favourite job!
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Arena
Do like we do, do better than we do! On the 26th of May Donetsk met sportsmen from all dealership centers of the group of our company, they gathered to take part in the next all-round championship. According to the tradition, the conditions of the tournament can be changed; new disciplines can be added, it makes the battle sharper, brighter and more interesting. At this time darts was added to swimming and table-tennis. The best results in these disciplines brought victory to the champions, but let’s not get ahead of ourselves... In the «SportMAX» sport club the excitement prevailed, six teams’ athletes lined up to the registration. Donetsk was represented by two teams Lexus «DonLex» and «NINJA Avtogals». Such an intimidating team name was chosen by Donetsk Toyota. Teams of «Autowind» dealership center and «Energia» company arrived from
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Lughansk and Alchevsk. The Crimea was represented by team «Delta Motors» from Simferopol and «Omega Motors» from Sevastopol’. All the teams of course felt the excitement, because the results of the battle were unknown. The excitement also was spread up among the fans, which came to support their «fighters».
The grand opening started. The participators have carefully listened to the competition rules, which were not very easy, especially speaking about tennis, where the score system was very intricating. But there are no objections, everything was fair and adequate. The situation was «defused» by a welcoming speech of the current owner of the big cup «Avtogals», the director of dealership center «Avtogals» Denis Chebanov. «Let the strongest win», — it was the final phrase, but no one knew, that it would be prophetic. Table-tennis competition started very actively. And while the leader of the competition started being determined, the athletes were more and more exhausted and the fans were more and more excited. In this part of tournament «NINJA Avtogals» team was really unbeatable. The Crimean «Delta Motors» got the second place. And the third place was given to «Omega». After a small lunch break the teams met on the throwing darts positions. The passions flared seriously. To throw a dart into the current sector of the target one needs to concentrate and be patient. It must be admitted that not everyone was able to do that, but every wellaimed shot caused the applause. As a result, the best «snipers» were from «Delta Motors», who won the first place. «Autowind» Lugansk got the second place. And the table-tennis leaders «NINJA Avtogals» got the third place in darts contest. The intrigue was growing with every minute... But the leader
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Arena
of the tournament was not still clearly identified. A little bit confused, athletes started preparing themselves for the last discipline — swimming. The long-awaited whistle brought swimming teams to the distance. The shouts of the fans merged into one single cheering call, which simply could not be ignored by the athletes. During every swim fans tried to increase the strength of the swimmers due to the power of their voice, and it really worked! The minutes of the scoring before the announcement of the results turned into an eternity. Coaches were noticeably nervous, carrying the last hope for victory. Counting ended with awarding DonLex team with the titles of the best swimmers. Just on their heels with a difference in one point, team «NINJA Avtogals» came in second place. The trio of leaders was closed with team from Lugansk. All the tours were accomplished and the next step was the awarding ceremony. The major judge, fitness-director of the SportMAX network Aleksandr Rudenko, claimed the winner. The strongest team in the tournament was team «NINJA Avtogals», proving the leadership one more time. The coach, sensei «NINJA» Denis Chebanov shared a little secret of their victory, claiming that this result was achieved due to well-done strategy. The second place was given to the participants from «Delta Motors» from Simferopol. And the bronze awards were given to the team «Autowind».
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The rest of the participants were given the diplomas “For the aspiration for victory”. The efforts of these teams were real and some of them were a little bit lack of efforts to take the leading positions. What surprises await the sportsmen in the next corporative tournament is still covered with a mystery. Only one thing is clear: teams become stronger and stronger and accept the next challenge of «NINJA». «Galsinform» etitors congratulates Toyota Center «Avtogals» team with the bright victory in the tournament! We wish achieving new heights and records to all the teams!
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Achievements
Adventures of the winners in Dubai From December 2011 till March 2012 with the assistance of the TU started another project for the entire dealer network of Toyota and Lexus. During this period, all Ukrainian dealers competed in the creation of original images of cars from exclusive decorative accessories. The fight for the grand prize was a very tense. And it’s so pleasant that the first two places from the three winners took the representatives from the group of our companies: Toyota Center Donetsk «Avtogals» and Toyota Center Sevastopol «Omega Motors». And the fight was worth of that. In April, the winners of the program were able to travel to the UAE. The tour program included: sandy safari, afternoon tea in a Bedouin tent with oriental sweets, plus the fascinating belly dancing. The winners of the program visited the aquarium, a unique bay of dolphins. And, of course, was a fantastic tour of the city of Dubai, ruled by the luxury and charm of the East. And, by the way, let’s talk to our heroes and learn everything firsthand. We asked Denis Gridunov («Avtogals» Donetsk) and Valeria Nagai («Omega Motors» Sevastopol) to share with us their impressions from the contest and tell us about an unforgettable trip. G.I.: Denis, please tell us, what has changed in your work after you have got to know about
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the beginning of the competition? — Nothing has changed radically, because I always work for maximum results. And the result was my victory. G.I.: Valeria, can you add something to Denis’ words? — As we are involved in the project «Toyota Style», our team always has an incentive. We can say that even before the announcement of competition for the dealer network, we were fully prepared. G.I.: Valeria, was there a belief that your dealership would be a leader? — We were not sure, but we had a great desire to be in the top three. G.I.: Denis, what was the reaction when you’ve heard that your dealership has won the competition, and personally you, have become a leader in sales? — For the first time I did not believe, because the difference in scores with my colleagues was not essential. Everything was decided by careful calculation. And when they announced the result, of course, it was a lot of joy and anticipation of an interesting trip. G.I.: Valeria, please share your emotions caused by the news of the victory. — Those were quite natural emotions. Joy,
though slightly unexpected (smiles). Of course, it was great to realize that the efforts of our team gave this result. G.I.: Denis, what do you especially remember from the trip? — The most memorable were grand projects implemented in this country: bulk palm island, Atlantis, Tower Khalifa (the tallest building in the world — 828 m), the famous «Sail.» A huge impression was made by safari in the desert on the off-road LC 200. It is also interesting to talk with residents of the Emirates, learn about their culture, traditions and customs. G.I.: Valeria, and what did you remember most? — Most of all I remember safari trip. Local drivers have fully demonstrated all the possibilities of Land Cruiser 200 during the «test drive» in the desert. I’ve got unforgettable impressions. First, all participants received a detailed briefing on safety. As it turned out, during the movement it’s forbidden to hold on to the handrails. It may sound strange, but such a requirement is verified by professional off-road driving. G.I.: Denis, could you please share some details? — City tour to Dubai with visiting the main attractions (during that time the tour guide told a lot of interesting things), visiting the dealership of Toyota and Lexus, where we learned how the process of car-sales is organized under the English management.
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Achievements
G.I.: Valeria, please, tell if your expectations from the trip came true? — I, as a sales manager, had a great desire to visit the dealerships of Toyota and Lexus in the UAE. Until then, I saw them in the photo, but at that time did not even suppose to be able to visit them personally. All of what I’ve seen firsthand exceeded all my expectations (even the most daring). G.I.: What are the plans for the future now? — The plans for the future are to improve the work of the sales team, without losing its leading position in Ukraine. G.I.: Denis, and what plans do you have? — There are still many places in the world, which I want to visit. (Laughs)
For me, as for a person who has direct relevance to the process of selling cars, everything was interesting: the design of the showroom, sales volumes, the mentality of customers, popular car models, and of course the process of sales in a country, which has everything. I was not surprised that a clear majority of taxis in the UAE are Toyota Camry. The inhabitants of this wonderful country are very sensitive to the comfort and quite logically, that the choice fell on Camry. Also, many bright impressions we got while we were visiting water parks in Atlantis. This is a huge complex with slides, dolphins and underwater passages of indescribable beauty, it gave fantastic feelings.
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G.I.: Valeria, as a winner, what can you wish to colleagues? — I wish colleagues to achieve their goals and constant movement forward! G.I.: Dennis, what would you wish to others? — I want to wish everyone to visit this amazing country. Believe me — it’s worth of it. “Galsinform” editors congratulate the winners again and wish further success and new interesting discoveries.
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Wise men tales
Pencil Before putting the pencil into the box, pencil master put it aside. — There are five things, you should know, — he said to a pencil, — before I send you in the world. Always remember them and never forget, and you will be the best pencil ever. The first one: you can do a lot of great things, but only if you let someone carry yourself in his hand. The second one: time to time you will pass the painful grinding, but it will be necessary to become the best pencil. The third one: you will be able to correct the mistakes you made. The fourth one: your most important part is located inside of you. And the fifth one: no matter which surface you are used on, you should always leave your trace. No matter of your condition you should keep writing.
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Corporate issue of LLC “Gals Motors” Revision: Editor — Chizhikov V. Nesting — Nemchenko V. Proofreading — Svetlichnaya L. Bohdan Khmelnytsky Avenue, 55, 2nd Floor Donetsk Tel.: (062) 311-83-38 Fax: (062) 311-86-46 galsinform@avtogals.ua Not for sale.