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H Gregory Gershman

H Gregory Gershman Managing Partner

Exclusive Blog Posts

5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

One of the keys to making a profit is the upsell. If you want to claim a heftier commission, upselling is a necessity. However, upselling is an art that sa…

Most Valuable Insight Finalist - Jim Roach

Most Valuable Insight Finalist - Jim Roach

Using Artificial Intelligence to Prioritize Customer Engagement If only one salesman came to work today, what is the first opportunity he should act upo…

Stop Looking at CRM Lead Duplication Negatively

Stop Looking at CRM Lead Duplication Negatively

During some recent conversations, I’ve discovered that dealerships continue to mistakenly perceive CRM lead duplication badly. I strongly believe we …

Don’t Just Sell, but also Retain CPO Buyers

Don’t Just Sell, but also Retain CPO Buyers

By Ryan Williams, president, Fidelis PPM Customer loyalty does not necessarily translate into repeat business for your auto dealership. What drives meas…

2017 Presidents Club Insights - Patrick McMullen

2017 Presidents Club Insights - Patrick McMullen

Listen to what Patrick McMullen from MAXDigital has to say about the future of automotive, what dealers can do today to prepare, and how DrivingSales Presi…

Unemployment drops, what it means for hiring staff.

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The Labor Department just brought out its latest job report and unemployment is now at 5.0%, the lowest since the bubble burst in 2008.  Over 270,000 jobs were created last month, with both the Retail and Food Services industries seeing marked gains in hiring.

This is great news for consumer confidence and will help get more people in the market for larger ticket items, such as cars.  Automotive sales have climbed back to pre-2008 levels, and indicators show a likely increase for 2016.  Higher sales volume, and tightening employment market is going to create fierce competition for quality sales staff.

How can small to mid-size business, like automotive dealerships, compete for the talent?  Here are a few ways to stand out.

  1. Update employment pages.  The better the applicant, the more likely they are to research the company prior to interviewing.  The business career page is the first place a candidate will go to get a first impression.  Look over your website's about us, and career page.  Do they speak to why someone would want to work for your company?  Will a candidate understand the culture and benefits of signing on with your business?
  2. Give an interview orientation tour.  Welcome applicants like they are part of the family.  Assign a person to take each applicant that comes in through your store, like they are a prospective customer.  Many times candidates have to wait until the Manager is ready for the interview, have a greeter or other staffer use that time to walk the prospective employee through your facility.
  3. Engage with good questions.  A potential new employee only has a few data points to establish their thoughts about your business.  The quality of the interview is one of the only ways a candidate can judge the quality of your business.  Questions need to be intelligent and concise.  The interviewer needs to be an active listener.

With the dwindling supply of quality new employees it is imperative to motivate the best candidates we receive to work for us.

H Gregory Gershman - Managing Partner - www.RecruitmentHQ.com

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