JM Lexus hastens sales process by replacing salespeople with product specialists

Article by Christian A., on April 24, 2014

JM Lexus, a dealership in Margate, Fla., has been largest-volume seller of new Lexus vehicles in the world for 22 consecutive years. Its secret? General manager Jim Dunn revealed a philosophy that has turned it into Lexus’ best-selling dealer -- if it isn't broken, then break it and make it better.

In March 2012, JM just did that, replacing its salespeople with product specialists who help potential buyers find the vehicles that best suit them. After that, the specialists would turn the customer over to sales managers who would do price negotiations and financing.

In effect, the move has allowed JM Lexus to reduce the time a customer spends in the store after deciding to buy a unit to 2.5 hours from 3.5 hours, including delivery. Likewise, the dealership posted a 27-percent jump in Lexus sales in 2013 to 5,976 new vehicles.

The move also allowed the dealership to hike its used-vehicle sales by 5 percent to 2,400. Dunn told Automotive News that he doesn't expect to replicate the sales growth feat this year. He said that he expects to a 10-percent surge for new vehicles and a 15-percent hike for pre-owned units.

JM Lexus is owned by JM Family Enterprises Inc., which also owns Southeast Toyota Distributors that distributes Toyota and Scion brand vehicles, parts and accessories to 176 Toyota dealerships in Alabama, Florida, Georgia, North Carolina and South Carolina.

Under the sales set-up, JM Lexus product specialists will greet customers and provide them a Bill of Rights the details the dealership's pledge of a smooth, professional and transparent experience, according to Dunn.

Then, the specialists will show and explain vehicle features. They will also answer any question and could arrange test drives. Once the customer is primed to discuss the price and finance and insurance, the sales manager will take over. [source: automotive news - sub. required]

Topics: lexus, dealership

If you liked the article, share on:

Comments

Recommended

The BMW 7 Series is already highly sought after but nonetheless, the German marque is giving it a more exclusive variant for the Russian market, and they are calling it...
by - October 20, 2017
Several automakers including Porsche, Volkswagen, Smart and even Land Rover have all been victimized by cheap Chinese copycats. And if you haven’t seen it yet, the most recent one would...
by - October 20, 2017
The Mercedes-Benz G-Class has been around for quite some time now but to bid it farewell, the company has launched the Mercedes-AMG G65 Final Edition. Mercedes will only build a...
by - October 20, 2017
Have you ever wondered what you can you buy with $9,365 in your pocket? Well, you have quite a lot of options. In fact, you can even purchase a used...
by - October 20, 2017
The Audi A7 Sportback, whether you would like to call it a sportback or a four-door coupe, has always been a beautiful car. And this week, the 2019 model year...
by - October 20, 2017
Facebook

Youtube Channel

Tip Us
Do you have a tip for us?
Did you film an important event?
Contact us
Newsletter
Subscribe to our newsletter!
Subscribe
Galleries