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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sales professional of the month september 2012 salespeople who I have ever seen work," said Michael P. Crane, vice president of the group with 19 locations in Michigan and northern Illinois. What makes the job so rewarding for Langlois is the chance to steer people in a tough spot to a better place. RightWay works with credit-challenged customers to establish third-party financing for purchases. "I know that I'm helping people who need a car to continue their life," Langlois said. Jacque Langlois RightWay Automotive Credit of Waterford Waterford, MI Perhaps her greatest professional asset is her personal touch. Or maybe it's her work ethic. Regardless, the numbers prove Jacque Langlois' success as a sales profes- sional for RightWay Automotive Credit. Averaging a sale per day at the automotive group's Waterford, Mich., store, Langlois said she found her niche selling cars after 25 years in the restaurant business. "I was glad to get out and get into something new," the Michigan native said. Langlois began waiting tables at age 15 and worked her way up to restaurant manager before finding her home with RightWay seven years ago. "Oh, it's wonderful here," she said of the used car lot, adding that she has no intention of ever working elsewhere. "I plan on retiring from the company." If RightWay management has their way, that won't be a problem. "She is one of the most committed, loyal and driven Waterford is in the northwest edge of metropolitan Detroit, where one in 10 workers is unemployed. Hit hard by the global recession, a third of Motor City residents live in poverty, compared to the national average of 15 percent. Despite those economic woes, Langlois has been able to average 25 units or better a month for the last 43 months. She sold 299 cars in 2009, 300 the following year and 315 in 2011. "She's over 160 year-to-date this year and on her way to breaking her own sales record from last year," Crane said in mid-July. Langlois recounted one of her favorite memories while working at RightWay was helping a woman down on her luck drive away in a dependable vehicle. Langlois had been watching the mother walk past the dealership for days on her way to and from work at a nearby McDonald's. Oftentimes, she would have her children in tow, ex- posed to the elements. "I walked across the street to her," Langlois said. "She had terrible credit, and her old car had broken down. She didn't think there was any way she could get a car." Before the day was over, however, Langlois was watching the mom drive away from the lot as another satisfied customer. The saleswoman credits hard work and a personal touch for her success at Right- Way. "I make a lot of phone calls, send a lot of letters and every three months follow up with customers." Call it good old-fashioned person-to-per- son salesmanship. "She prospects for new customers harder than anyone I've ever seen," said Greg Perinn, southern Michigan regional manager for RightWay. "She is the example of what a sales professional can accomplish if they leave their ego at home and stay diligent every single day." Langlois' personal sales goal for each month is 30 vehicles. Perrin said she has averaged 28 to 32 units for the past 36 months with a peak of 42 units in one month. "She never allows herself the usual 'down time' that most salespeople do," Crane explained. "Even when our manager is typing her deal … she will continue to prospect and set appointments while she's busy." The vice president added that Langlois knows how to keep her customers happy. "She under-promises and over-de- livers on any commitments she makes, and it's obvious she truly cares about her customers," he said. Congratulations to Jacque Langlois, Sales Professional of the Month, and thank you to Mike Crane and Greg Perrin for bringing her to our attention. 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 verified. Nominations can be e-mailed to Editor@AutoDealerMonthly.com 48