7 STEPS TO GROW YOUR USED CAR DEALERSHIP & BOOST PROFITS KEY STRATEGIES FOR RUNNING A PROFITABLE WASHINGTON INDEPENDENT CAR DEALERSHIP DEALER ALERT: WSIADA Education Fairs are Heating Up - Don’t be left out! Dealers are Stayin’ Alive as Retail Continues to Shift Catalytic Converter Thefts Top 64,000 in 2022: New data is just a snapshot of an underreported crime The Sales Objections You Need to Master in 2023 PLUS 6 Reasons Why Consumer Lending is Ready for an Overhaul THE FRONT ROW JULY 2023 • WSIADA.COM THE MAGAZINE FOR WASHINGTON INDEPENDENT AUTO DEALERS SINCE 1988
Stop by the Manheim Seattle booth at the WSIADA Education Fair – East July 18th from 9am-5pm in Spokane to learn about the tools and services Manheim offers our buyers and sellers. Fill out an entry form for a chance to WIN a special Manheim Seattle prize!
Maximize your vehicle value before it hits the lanes or your lot for the best ROI!
Manheim Seattle offers pre- and post-sale recon services including Body & Paint, Inspections, Mechanical Repairs, Detail, and Wash & Vacuum.
Ask us how Manheim Seattle can help you be successful because Our Mission Is Yours!
THE FRONT ROW
The official magazine of the WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION WSIADA.COM
707 Auburn Way South | Auburn, WA 98002 T: 253-735-0267 | F: 253-804-0844 staff@wsiada.com | WSIADA.COM
EXECUTIVE BOARD
Wasim Azzam, Board President
All Right Auto Sales | President@wsiada.com
Badie Darwazeh, Board Vice-President
Seattle Auto Haus | VPresident@wsiada.com
J.T. Curry, Board Secretary Motors Northwest | Secretary@wsiada.com
Emil Scarsella, Board Treasurer
Town & Country Auto Sales | Treasurer@wsiada.com
CHAPTER PRESIDENTS
Tony Bonnallie – North Cascade Mission Motors | NoCascade@wsiada.com
Victor Perez – North Sound
Route527 Motorsports | NoSound@wsiada.com
David Magarrell – South Sound Auto Sales Consultants, LLC | SoSound@wsiada.com
Rachel Frankel - Vancouver
Top Auto Brokers | Vancouver@wsiada.com
Vacant Position – Yakima
Yakima@wsiada.com
Vacant Position – Tri-Cities
Tri-Cities@wsiada.com
Vacant Position – Spokane
Spokane@wsiada.com
AT-LARGE BOARD
Randy Fletcher, Board President (Emeritus)
In-N-Out Auto Sales
Ken Williamson, Board President (Emeritus)
John’s Auto Mart, LLC
WSIADA STAFF
Rick Olson, Director of Operations
Mila Froman, Membership Manager
Mary Walton, Accountant
Lane Schulz, Retail Associate
PRODUCTION EDITOR
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8 DEALERS ARE STAYIN’ ALIVE AS RETAIL CONTINUES TO SHIFT
The challenge for dealers is to embrace continued enthusiasm for pre-ordering and grow their online offerings, including F&I.
13 THE MORE YOU LEARN, THE MORE YOU’LL EARN Your business, your customers, employees, and your pocketbook all benefit from a commitment to an awareness of trends in your industry, and continued learning of the best practices operating a dealership.
16 6 REASONS WHY CONSUMER LENDING IS READY FOR AN OVERHAUL
The consumer lending industry’s limitations are becoming more evident, which means it’s time to rethink things and overhaul it in a more holistic, consumer-friendly and inclusive way.
19 CATALYTIC CONVERTER THEFTS TOP 64,000 IN 2022
20 READ & RESPOND QUIZ
THE FRONT ROW | WSIADA.COM JULY 2023 | 1
EDUCATION FAIRS HEAT UP! Make sure you’re part of these informative events.
THE SALES OBJECTIONS YOU NEED TO MASTER Climbing interest rates and fluctuating used car prices have brought on new fears and doubts for car shoppers this year.
Professional Mojo Copyright 2023 | WSIADA
CONTENTS JULY 2023 10 AUCTION LISTING | 18 SERVICE PROVIDER DIRECTORY GROW YOUR USED CAR DEALERSHIP
A strong reputation is the foundation of your dealership leading to better word of mouth Work on reviews and transparency Incorporate online tools that allow customers to browse view, finance and even purchase your vehicles online DIVERSIFY INVENTORY Consider expanding inventory to reach a wider range of buyers and stay informed about consumer trends PROVIDE FINANCING Offering flexible financing can boost sales Seek out and partner with reputable lenders Utilize both traditional and digital marketing but do it with purpose and intent knowing your customer base
TO CEMENT YOUR REP DEVELOP A STRATEGY REV UP ONLINE TRAIN YOUR PEEPS invest in training and developing your employees Great employees result in more sales Forge strategic partnerships with local businesses and organizations to expand your dealership's reach MAKE FRIENDS
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AND BOOST PROFITS
7 STEPS
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STEPS TO GROW YOUR USED CAR DEALERSHIP & BOOST PROFITS Running a successful Washington independent car dealership requires strategic planning, excellent customer service, and effective marketing strategies.
