| Automotive Sales Training leader PAUL RICHARD | | | | the internet to sell the franchisees products for them |
| HAUKE, BA, MBA, ICMP. ICCSP, ICCDP, ICCDMP, | | | | for a referral fee or a listing fee. These internet sites |
| President of IFFPF Inc., the # 1 sales training company | | | | operate both inside and outside each individual |
| worldwide, announces the addition of new and | | | | dealer’s area. The promise of the lowest price |
| improved sales training and recruiting programs for the | | | | drives many of these sites. Dealers find themselves |
| Automotive, Marine, RV and Motorcycle industries | | | | fighting over deals worth a few hundred dollars. It’s |
| worldwide. IFFPF Inc. now has the most professional | | | | ironic that dealers operate in a retail environment |
| and current Sales Training, Leadership Training, | | | | where when a $30,000. vehicle is sold the state |
| Management Training, Marketing, Advertising, and | | | | collects a sales tax around $2,000.00 for doing nothing |
| Customer Satisfaction Indexing available. IFFPF Inc. is | | | | (depending on state) and the dealer who has stocked |
| more than just the Nation’s # 1 Sales Recruiting | | | | this vehicle, maintained it, and paid the overhead to |
| and Training Company: We are the cutting edge of | | | | operate the sales organization many times makes less, |
| market trends, products and services. IFFPF Inc. clients | | | | both on the gross side and the net side. |
| get all the newest techniques , products, and services | | | | Ok , so what’s the answer? Well the first thing is |
| first worldwide. | | | | that the manufacturers must do a better job with |
| As the marketing in this industry changes so must the | | | | product mix. There have been many management |
| marketers. The marketing techniques, products and | | | | errors in this area. It seems that all manufacturers are |
| services change daily. New technology is always on | | | | aware of this. How well and how quickly they can and |
| the horizon. Today in the consumer retail environment | | | | will make the necessary changes remains to be seen. |
| there is change everywhere. Much of this change is | | | | Either way it has been and will be a very costly lesson |
| necessitated by the ever increasing number of outlets | | | | for domestic manufacturers. Many dealers will be |
| selling the same products. As it has been often quoted, | | | | better off with leaving the business. Those who, for |
| “the piece of the pie is getting smaller.” Retail | | | | whatever reason have not kept up the rapidly |
| neighborhood storefronts of years ago had only to | | | | changing times. The factories and these dealers have |
| compete with other retail neighborhood store fronts, | | | | got to work the details out between themselves. For |
| and only those in the same neighborhood. Then with | | | | the survivors it is imperative that they know and |
| the advent of shopping malls and centers , large | | | | implement the newest products, services and |
| retailers moved from the neighborhoods to the | | | | techniques available today and tomorrow and the next |
| shopping malls. The competition then became centered | | | | day, etc. As the old saying goes; “only the strong |
| on shopping malls and centers. Eventually | | | | will survive.” Actually, the new saying is that only |
| neighborhood stores began to make a comeback by | | | | those dealers that are “ knowledgeable, prepared |
| being more customer friendly and service conscious. | | | | and willing to change will survive”. |
| Automotive, Marine, RV and Motorcycle dealers were | | | | Sales training in the Automobile, Marine, RV and |
| no different. Many neighborhood dealers moved to | | | | Motorcycle dealership is more important today then |
| better highway locations, and thus began the auto mall | | | | ever. Training that shows sales personnel how to |
| building. Some did this voluntarily and some were | | | | prospect on their own, how the dealer can maximize |
| forced by the factories. Either way all retailers moving | | | | the internet to his or her own benefit, how to cut |
| to “bigger and better” facilities also took on a lot | | | | advertising expenses, how to maximize return on |
| more debt to do so. So the question is did taking on | | | | investment not only with the fixed assets of the |
| more debt to be “bigger and better” really make | | | | company but with the human assets of the company. |
| sense. To many it worked very well. However, I have | | | | As with both they must be developed. Too many |
| been involved in working closely with | | | | dealerships are not maximizing the potential of the |
| “dealerships” that over spent and had to | | | | human assets. Unskilled owners and mangers are the |
| restructure, sell off parts of their business, or | | | | problem. An owner, manager and salesperson today is |
| completely sell out. The buyers were almost always | | | | dramatically different than an owner, manager or |
| large and very well capitalized dealer groups. Many | | | | salesperson of twenty year sago. Just ask any |
| were publicly financed. And of those public companies | | | | dealership owner, manager, or staff of the dealers and |
| many of them have also had to eventually restructure | | | | dealer groups that have gone out of business and |
| and/or sell. | | | | those who will fail in the future. Cutting edge products |
| Now today it’s no secret that there are many | | | | and services for the dealership of the future is the |
| dealerships in trouble. The competition between the | | | | answer. |
| dealerships is phenomenal due to the amount of | | | | Paul Hauke, the President of IFFPF Inc. has over |
| makes and models available , with more coming. Many | | | | twenty five years of professional experience in these |
| domestic manufacturers are making there money | | | | areas. He is an expert and has written many articles |
| overseas. However, here in the USA many | | | | and books on the subject matter. IFFPF Inc. was the |
| dealerships are struggling to stay alive. Many | | | | first and is still the only company to offer Professional |
| dealerships, mostly domestics, have not been able to | | | | Certification Programs in Marketing, Customer |
| find buyers for their franchises and have just closed. | | | | Satisfaction, Customer Development, Retail Sales, |
| Domestic manufacturers have been planning for years | | | | Hospitality Sales, and Professional Auctioneering. Paul |
| to close many operating franchises, so to increase the | | | | Hauke , himself has over fifteen professional |
| “share of the pie” for the remaining dealerships. | | | | Certifications. He is a pioneer in the development of |
| Franchised dealerships, such as auto dealers, marine | | | | web based marketing and has developed many |
| dealers, and motorcycle dealers do have an edge | | | | successful strategies for search engine optimization |
| over the non franchised business.. The edge is that | | | | for clients. |
| you must be a franchise to sell and service the | | | | Paul Hauke and IFFPF Inc. are the INNOVATORS. |
| product, unlike a clothing store , a restaurant, a food | | | | PAUL HAUKE , BA, MBA, ICMP, ICCSP, ICCDP, |
| store, etc. With the manufacturers understanding the | | | | ICCDMP is the President of IFFPF Inc. and an expert in |
| need to reduce the number of dealers , the future | | | | Sales and Marketing. His expertise is in the retailing of |
| should improve. However , while this is happening | | | | consumer products. He is a pioneer in the development |
| another challenge is developing. The internet has | | | | of web based marketing and has developed many |
| brought about an onslaught of non franchised | | | | successful strategies for search engine optimization |
| “brokers” for cars, trucks, boats, RVs and | | | | for clients worldwide. |
| motorcycles that compete with franchised dealers on | | | | |