Auto Dealer Monthly Magazine is the daily operations publication serving the retail automotive industry. This automotive publication serves dealer principals, officers and general managers with the latest best practices.
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S A LE S PRO By Kirsti Correa Sales Professional of the Month AUGUST 2013 In h 41st year working at Jim n his Bass a Bass Cars & Trucks in San Angelo, e gelo, Texas, Mike Smith jokingly says a says he is in the prime of his career. Tough he laughs at the idea, it's n far from the truth. Smith s not sold sold nearly 140 units in the frst o half of 2013. Smith entered the realm of automotive retail at the age of 24 with a few years of footwear sales experience under his belt. Working in retail helped Smith understand the importance of networking and connecting with people, which is a vital part of the industry today. "I love meeting new people and treating them right," he says. "It's all about the Golden Rule." About 90 percent of Smith's business is repeat customers or referrals. "Everyone knows him," General Sales Manager Todd Price says. "He's a car legend in these parts." Being involved in the community helps Smith establish faithful customers. Aside from selling cars, he is a professional auctioneer and mainly works charity auctions for stock and rodeo shows. When he frst started as an auctioneer in 1987, Smith would take one day of from work to travel to the auctions. While he's now involved with more than local auctions, Smith is still able to balance it with selling cars. "Te friends I've made through auctioneering send me a lot of business," he says. Smith hardly takes time of and makes sure he is there for his clients whenever they need him. "Everything about the car deal, he works for the beneft of the customer," Price says. "He knows he's going to be selling to them again and selling to their families." Tree years into the job, Smith realized it could be a career. "I saw that it had a lot of potential," he explains. "I hoped that if I stayed in it, it would get better and better. I'm very blessed because it did." Over the course of his career, Smith has sold more than 6,000 cars and trucks. He has averaged 20 units per month since he started. Te dealership averages 230 per month overall. Smith makes his business personal with follow-up techniques that he believes are more meaningful to customers than the nowcustomary string of e-mails. Un- less the customer is of a younger generation, he prefers to pick up the phone and call them. A positive attitude also helped Smith earn Jim Bass' Salesman of the Year award eight times. For his latest victory, the company threw him a party and gave him several gifs, including a trip to the Las Vegas rodeo fnals. Additionally, the dealership wrapped a shuttle vehicle with Smith's picture and "Salesman of the Year" description. Tey also put up a billboard featuring Smith and his wife — a realtor in the area — with a tagline that read, "Te Perfect Team." Te dealership also runs competitions between the salesmen for trips, leather goods, grills and more. Price says Smith is always in the running for the top prizes. "Te Bass family is great to their customers and their employees," Smith says. "Tey are goodhearted and give back to the community." Te only problem Smith encounters is not having the exact vehicle for a customer. "Timing is a huge part of buying a car," Smith explains. "Some customers MIKE SMITH JIM BASS CARS & TRUCKS SAN ANGELO, TEXAS wait too long and our inventory is picked through, but you just have to work through that and know your inventory to do the best that you can for the customer." Price says Smith provides the best possible service for his customers. He adds that his top sales producer also fnds time to help fellow salespeople on the lot, even taking some of them under his wing. Tere isn't anything Smith won't agree to do. "We as a managerial team have to slow him down sometimes so he doesn't give away the dealership," Price jokes. "[Te team has] a lot of respect for him and ofen ask him how he's stayed so successful — especially since the customers have changed, the vehicles have changed and the entire business has changed." Smith always ofers three pieces of advice to new salesmen: "Don't ever lie to anybody is No. 1. Ten, if you sell to somebody, you take care of them. Lastly, do not hop from one dealership to another." NOMINATE A SALES PROFESSIONAL OF THE MONTH Each year, Auto Dealer Monthly recognizes 12 sales professionals for their achievements. Each monthly winner is automatically considered for the Sales Professional of the Year. Dealers, general managers, and general sales managers are encouraged to reward a top achiever in their organization by submitting their name for nomination. To nominate your sales professional, send his or her name, dealership information and a testimonial on why you think they should be considered. You must include your name, position and contact information as supervisors will be interviewed and sales information verifed. Nominations can be e-mailed to Editor@AutoDealerMonthly.com 30 AUTO DE ALE R MONTHLY • AUGUST 2013