I'm an automotive sales and leasing expert working out of Charleston, WV. I have 11 years experience working for a dealer and 20 years of sales expertise from a wide variety of other experiences. I work with both individual households for family vehicles as well as corporate contracts for fleet usage. I am a firm believer in the consultative approach to working with my clients and that has earned me several repeat customers over the years and even more referrals. Let me know how I can help you.
Technology has always kept pace with the growth of the automotive industry, but it seems that within just the last few years that it has run wild with no plans on stopping.
For years we had incremental improvements come into play like cruise control and power windows and locks. Today we are not satisfied unless basics include navigation, Bluetooth, a tilt and slide moonroof, and power everything!!!
Today, drivers need a basic walkthrough and tutorial of all the new gadgetry before driving their new vehicles home.
This is where I come in.
I’m a professional automobile salesperson. What that means is that I have taken the time to get educated on all the new technologies and show my customers how to use them. This can sometimes be very fast and I can be done in 10-15 minutes before my customer leaves for home and sometimes up to an hour for those that haven’t upgraded for several years and have total culture shock! That’s exactly what it is for some people. Some don’t care about certain features, while others are hooked on learning the ins and outs of what they’ve purchased and want to show off to their friends and family!
I try to go over everything. I do demonstrations and set up pretend scenarios that show my customers how the new GPS system can be used in day to day situations and how to use their new safety systems like blind spot monitors and rear cross traffic alert.
I try to educate all of my customers and help them to personalize their vehicles. If you have a feature on your car that you don’t know how to use, give me a call at
After several years of dealing with customers who trade vehicles, I’ve noticed that there are certain things you can count on after the deal is done. One of those things would be the forgotten items call that typically follows the trade.
I’ve tried to form a good habit of reminding customers to check certain things to ensure that the trade is cleared of anything they may need or want later on and it’s a good resource to think of because often you can check the items off the list before visiting the dealership.
In no particular order, I’ve compiled a list of some of the most frequently forgotten items below:
1. sunglasses
2. garage door openers
3. CD’s (inside the player or clipped on the visor)
4. interstate travel passes (EZ Pass)
5. loose change
6. insurance information
7. emergency/first aid/tool kits
8. jumper cables
9. items under the seats and in rear seat pockets
10. cell phone chargers
11. portable gps systems
12. mp3 players
13. handicap placard
14. tow balls
15. vanity/airbrushed plates
I’ve learned in over 20 years of being in sales that if you truly harness the ability to show and feel gratitude for those that help you, mentor you, or do business with you, that the rewards of having that realization are paid back exponentially.
My customers have enjoyed having me available to them when they need to reach me. I’m not some phone message where their call will be answered by the first available operator in the cue. I’m open on several fronts. I’m available by phone, text, tweet, email, Facebook, all other forms of social media, and in person. And in about 99.9% of the cases I get called out on, my customers are generally respectful of my time and contact me during business hours. I have gotten a few outside of those hours, but they were pretty much emergency issues where these folks would have otherwise been left to the endless barrage of phone numbers to call to try to reach a corporate operator who may not have been able to help anyway.
The people I serve on a daily basis have been respectful and gracious of their business and in providing referral business to me. This quid pro quo or mutual respect has been very rewarding and when I take time out to acknowledge this, my customers and clients often say it’s because of the level of service I provide. I have to let them know that it is because they have been so gracious of their time, money, and network of friends and relatives, that I can continue to be there for them when they need me.
God has been very kind to me and allowed me to network with and befriend so many wonderful people that I would be an absolute fool to think that I was chiefly responsible for such good fortune.
For anyone reading this that has granted me the honor of serving you in some professional capacity, I truly do thank you for the opportunity. I also want you to know that I will faithfully assist anyone whom you may deem me worthy of assisting by your referral.
Thank you for taking the time to read this post and please feel welcome to share this with anyone who might need reminded to keep boastfulness and bragging in check because even when times are good, God can always make them better, or worse, depending on how big of a reality check is needed. Be ever thankful.
What happens when you show up on the lot and your heart was set on getting that one vehicle that was in the XYZ trim level with the ABC package, fog lights, and 18″ wheels in Cherry Blossom Metallic Tricoat and the dealer has all the same exact features you wanted except it was only available in Baton Rouge Mica? Do you accept the other color or opt for the right color without all the options?
No, you have successfully arranged to have the dealership bring one in from another location that is the precise match for the model you originally wanted with all the same options and color combinations.
Gratification of having the new vehicle to drive home in will be delayed for a few days now, but it’s a small price to pay for getting everything you wanted.
Now, to answer some of the most common questions that come up.
1. How long will it take? Well, that depends on how quickly it can be locked down with the other dealer. There’s usually a person at each location designated to handle these situations specifically. They generally keep “banker’s hours” too, so if it’s after 5pm or on a weekend, you’re most likely not getting a response until the next business day. In my experience, generally you can expect fulfillment within 1 or 2 days and usually no longer than a week after the initial agreement.
2. What if it’s not what I expected? It was your obligation and the selling dealer’s to ensure that it was the match you claimed you wanted. But, if there would be physical defect or an unresolved mechanical issue that couldn’t get worked out, the old adage holds true that possession is nine-tenths of the law.
3. How much would this cost? While there is a fee paid to have a vehicle brought in, it’s generally not discussed with the buyer and may even vary dependent upon conditions of the deal.
The best advice I can offer is to relax and don’t fret calling the dealer on a daily basis. They are in a hurry to deliver the new vehicle possibly more than you are to take possession of it. You were smart enough to go after and get what you wanted without sacrifice. Understand that Rome wasn’t built in a day and sometimes neither was your automobile.
You know how you sometimes get in a rut and start to feel like you’re in the movie Groundhog Day where everything just seems so repetitive? I have found that that is when you can recharge your own battery even when the people around you might just want to wallow in their feelings and suck you right in.
So, with that in mind, I noticed recently that I was getting sucked in and what I’ve always done in those situations is to remind myself of how grateful I am for what I have and how far I’ve come.
I know that in this business there’s a lot of ups and downs. There are also tons of twists and turns. Through it all you have to stay resilient and focused on things that make you successful.
It helps me to think of all the people I’ve helped to do things that I otherwise would never be able to do. When I deliver a car to one of my customers, it’s just such a great experience. We’ve usually invested at least a few hours with each other in getting to know each other and I’ve gotten a grasp of their wants and needs and helped them to make the best decision that’s absolutely right for them without getting pushy and trying to lead them into something that they really didn’t want.
Some of the coolest experiences are the people who’ve been helped who had very meager means and were sometimes even shunned by other dealerships based on their appearance. I’ve had customers hug me and some break down and cry from the realization that they’ve had for a change in their lives to take place and sometimes the delivery of their new vehicle is the vehicle that totally turns their lives around after having experienced some difficulty. I’ve been there when parents rewarded children with their very own vehicle because they were good kids who did the things they needed to do and worked hard to honor them without expectation of anything in return.
This very thing happened recently and it all happened over a phone call with a college freshman’s father whom I’ve still never even met personally, but I had the pleasure of a total surprise delivery to his daughter and I’ll never forget how great that made me feel!
I’ve met tons of new people, gained several very good friendships, and have felt value for the role I play in knowing these people. I am their automotive resource. If anything goes on out of the ordinary, I can expect a phone call and as long as I’m there to take care of them, they give me job security with repeat and referral business. I work long days in my job and with all the time I have put in, it’s rewarding to think of all the different types of people my work has impacted and it is rewarding to see how much growth as an individual I’ve experienced as a result of being put into a position of care. That’s exactly what it is too! Careful attention is made to address the customer’s wants and needs and then to make sure that after the sales are completed, that they know they still have their original resource to go to if ever the need arises. In a way, I get to see my customers as my adult children. They don’t always call, but I do get an occasional visit. A lot of times I won’t ever hear from them unless they need something, but that’s ok too! After all, I did what I needed to to make sure that they were equipped to handle the road ahead, but from time to time further guidance might be required and you have to expect that.
The auto business has forced me to challenge myself and the way I’ve done things. It has humbled me on so many levels. It has brought me out of my comfort zone and engaged me with the larger community. I now actively pursue volunteerism, public relations, and other civic and community interests. I’m setting myself apart from the usual stereotypes that have plagued the auto industry for years and branding myself with great reviews from customers who’ve been willing to share their experiences. These are also a motivating factor for me. Every time I receive a great review from someone I’ve helped, they feel more like extensions of my own family. I have one customer who bought a car from me five years ago who repeatedly sends in thoughtful cards to me at all the holidays and even sends in home baked goodies for Christmas with the card. There are not a lot of professions where something like that happens.
There are really times when I get to feel like rock star with some of the privileges that have been extended to me. There are so many people that I’ve gotten to know and help that treat me like a welcome guest when we run into each other outside of the dealership.
I’m humbled by what the automotive business has done for me. I have come from less than meager means to a life of abundance where I am blessed by the loyalty I’ve shown and have been shown in return. That is something I’ve defined as a core value in my life.
I have gained a wealth of knowledge and an education like no other through my experiences in auto sales and leasing. My financial IQ has increased. My understanding of body language and human emotion has been extremely heightened. It has even made me re-examine and re-evaluate my overall health and improve it. When I look back and think of all the things that the auto industry has done for me, I have to give thanks above for the gifts that were bestowed on me when I was offered to “run a business inside a business”. I am truly blessed, honored, and humbled to do what I do and I look forward to doing more of it and do whatever I can to make it better for each person I serve day in and day out for as long as I am fortunate enough to be able to do it.
Here are a few suggestions to help owners get the most out of their hybrid vehicles. (Note: The following tips were largely based from real world experience using hybrids from the Toyota brand, but the logic and strategy can easily be applied across other makes if such technologies are utilized by them.)
1. Accelerate briskly from a stop to utilize the torque from the electric motors, and then glide when the vehicle is up to speed to utilize EV (electric vehicle) driving capability if the speed is under about 42 MPH. This technique is known as “pulse and glide.” This is the most effective form for driving a hybrid.
2. Combine short trips and minimize cold starts. This information is both practical and universal.
3. Monitor traffic ahead to avoid heavy braking. Light brake application can enhance regenerative braking and help optimize battery charging for improved fuel efficiency.
4. Avoid speeds in excess of 60 MPH, if doing so is prudent. (Fuel efficiency declines at speeds above 60 MPH and drops significantly at speeds above 70 MPH.
5. Use the ECO mode when appropriate to maximize fuel efficiency.
6. Maintain recommended tire pressure. Low or high pressures will degrade the ride quality and fuel efficiency.
7. Avoid carrying unnecessary loads.
8. Use the air conditioner and defroster only as needed.
9. Most hybrid batteries are vented internally to the cabin to keep condensation and moisture from damaging the integrity of the batteries. To keep a healthy hybrid battery, identify and locate that vent and make sure that there is nothing blocking that vent. It serves the same purpose as the fan on the back of a CPU. It keeps the unit from overheating.
10. Make sure that repairs are always done at a dealership by a factory trained and certified technician. Hybrids are too advanced for most small garages to effectively navigate repairs.
What do you do when you’re finally ready to part with your car and it’s time to decide whether to trade it in to a dealership or conduct a private sale?
Well, if you’re like most people, you’re probably going to start researching trade in, private party, and retail pricing on similar vehicles to the one you have. But wait, you realize that not every car fits that mold! You might have the rare V6 Turbo option and most people that year got the 4 cylinder model. Or, you added a ton of accessories after the fact, so your vehicle can’t be worth what the books all say because you invested $3400 in tonneau covers, window tint, custom wheels, lighting kits, towing receivers, and the like so obviously your vehicle will be worth more than the book value, right? Wrong!!!!! That $800 moonroof option you had to have when you bought it, only accounted for $50 in the total appraisal you received. Remember, not all trades will have the same mileage or physical condition.
Book values are compiled from a number of criteria and were originally conceived to align with a “fair market system” for insurance reasons originally. Since that time, consumers have pillaged vehicle evaluation sites quoting what they see printed as the true gospel value and are often mislead because of several factors.
To truly know what to expect, I suggest knowing your margins both high and low and be willing to compromise if you can get close to an agreement with the other party. If book value says your car should trade out for $12,367 & your dealer comes back with a few items for improving the condition to make it appealing to a future buyer they would sell to, then I’d suggest considering the offer that comes back very seriously if you’re not wanting to drive that old car anymore provided that it would come back anywhere in the vicinity of a fair market value to you. Even if the offer comes back at $11,000 or $1,367 less than you estimated based on someone else’s online research.
The bottom line is that there are several companies online that all boast claims of being the definitive authority in online appraisals, but that’s never what you get. What you have instead are several sites that generally have very similar figures calculated to represent trade value based on odometer readings, age, condition, and trim level. In other words, five different online sites will generally generate five different quotes as to what they say your vehicle should be worth.
If you are selling, be prepared to deal with people who will scrutinize your vehicle over what you’d consider small things and then be prepared to let them meet with you, test drive your car, negotiate, stall, and exchange documentation for the vehicle. (Note: If you are going to let someone test drive your car, be sure to get their driver’s license info and have your insurance in order in case there would be an accident while they are behind the wheel.) Don’t forget that when you deal with the public, you will often have to sacrifice time that you might want to otherwise have to yourself in order to negotiate your sale! Sometimes this is the defining factor in whether or not to trade to a dealer. And remember in some states, it is even beneficial to give up perceived private party sales for trade in value if you make it up in tax credit by be taxed on the difference in trade vs. sale price of your new vehicle instead of being taxed on the amount of the purchase vehicle solely.
If you are a saavy shopper, check out all the most popular sites first. Take notes when you visit based on the criteria I just outlined. Consider your vehicle history. (Note: Accidents in the vehicle history and Carfax reports with accidents listed will skew the data you’re researching, so be prepared for a dip in the offer if that is the case. Also, if you are trading a rebuilt or salvage vehicle, these sites won’t have data to support an evaluation.)
When you’re finally ready to visit a dealership in person, make sure you are dealing with a sales professional and not a typical “salesman”. You should be able to tell pretty quickly by the way that they carry themselves. Are you being treated with respect and courtesy? Is the salesperson inquiring on your likes, dislikes, usage needs, driving habits, and any changes that may be soon to happen like parental expectancy or change in job requirements or disabilities? Did this person highlight your key areas of interest in the walk around and demonstration? Did they open up the hood? (Note: 90% or higher won’t show you what’s under the hood unless you ask. A true professional will show you what’s under there for reasons of driving home the benefits of the safety systems, reliability, durability, and easiness of knowing what to possibly be aware of should you need to get under the hood for any reason, such as blown fuses, refilling the washer fluid tank, etc.)
If you ensure that you are dealing with a pro, they will thoroughly go over the vehicle they are attempting to sell to you and be equally as thorough in evaluating your trade for the highest and fairest possible value.
A truly great sales professional will make your time spent with them as enjoyable as they can and provide an exceptional delivery with follow up and service long after you leave the showroom.
Thanks for checking out this post. Please leave any thoughts on the subject in the comments below or email me at wmccormick@toyota.bertwolfe.com.
Take these tips to heart when taking care of your vehicle!
No matter what time of year it is, there is something that everyone has to maintain to keep up appearances and performance whether that be your home, your furnace, your boat, or your vehicle.
In this article, we’re going to focus on your vehicle.
What kind of condition is your vehicle in right now? Think about it. You might say,”It’s just been cleaned.” But is it really? How long has it been since you last looked under the hood? Did you know that a thorough detailing is recommended at least yearly?
It’s always best to see a trusted professional, but here’s a few tips to keep you running smooth for as long as you have your vehicle.
Keep factory recommended maintenance up to date! Vehicles are designed to have periodic health check ups just like us and preventative maintenance is vital to long lasting vehicular health. And, remember that time is also a factor, not just the mileage! If you’ve only driven 1,000 miles over 6 months, check the oil anyway because viscosity and sludge creep in over time and exposure to the elements.
Keep it clean! Cleanliness is next to godliness and that’s why it’s recommended that people bathe daily. Your car should at least see a little TLC once a week! Try to get it steam cleaned regularly as well to keep the engine and underbody clean.
Use a good wax! There are plenty on the market to try out, but maybe check with a detail pro to find out what they’d recommend. If you don’t like the thought of such frequent detailed care, I will suggest going to a dealer or detailer for a professional sealant application. There are companies that put warranties on these treatments and cover both the exterior as well as the interior.
Park in the shade when possible! UV rays from the sun can drain the color out of your factory paint finish over time.
Don’t park under light poles whenever possible. They tend to have a bug zapper effect and the acids within the bugs can have a damaging effect on your paint as well. Especially when you park overnight and the morning sun has already started to re-fry the bug carcasses on your vehicle’s exterior. Trees are also going to fall into this category due to pollen and tree sap possibilities.
Whenever possible, use a carport, garage, or car cover.
Always use microfiber cloths for the exterior because they won’t swirl the paint or scratch it. Clean in small and manageable areas thoroughly before rinsing to ensure a flawless finish. There are even specialty cloths now available for cleaning windows specifically.
Avoid using a brush when washing. Try to hand wash with a microfiber mit instead. Brushes have a tendency to collect dirt and scratch the finish and leave swirl marks.
Pay attention to what’s going in! If the oil cap recommends synthetic motor oil, don’t use conventional! If your fuel lid says to use 93 octane gas or better, put in the premium. If you don’t follow these directions, you can void your warranty or worse yet, seize your engine.
Check your air pressure regularly. Make it a habit to walk around your vehicle before starting it up each time to ensure no visible deflation. And, you should also check your spare periodically for loss of air pressure and possible dry rot from lack of use.
So, these are just a few of the suggestions I’ll make for keeping things in great condition. Remember, coming from someone who works at a dealership, your vehicle will never be worth more than it is right here, right now, today. But, there’s also no reason not to preserve it the best you can so that you retain it’s value to the maximum should you ever decide to part ways with it. Following these guidelines is a great step in that direction.
Feel welcome to let me know what you think of this article by commenting in the fields below or emailing me at wmccormick@toyota.bertwolfe.com.
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