When does it make sense to work with a recruiter? When is that the best strategy for hiring new staff? It all depends on the circumstances.

While Steve Quinn (Quinn Automotive Group) has a firm policy of promoting from within, he uses a search firm when he’s making a key hire. “I want to know who’s out there who might be interested in coming to work here,” he says. “A good recruiter goes beyond our industry. He’ll bring me someone with a fresh approach. If...

In the summer of 2005, everything in the economy and auto industry had aligned to deliver us the trinity of business success. We had traffic, profit and staff morale. Profits were amazing because customers were hungry for our product and our employees enjoyed some of the largest pay cheques they had ever seen.

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Refusing to provide numbers to customers until they are ready to commit; refusing to appraise a trade-in without a commitment; soliciting low offers from customers - these are examples of 'roadblocks' in your sales process that are 'old school', confrontational, and often drive customers out of your showroom. These hard-nosed attitudes and policies are often 'deal breakers' when your real intention is to be deal makers'.

There have been some changes in the sales environment at Canadian dealerships in recent years. The  "transactional sales" concept is old hat.  Now it's all about relationship selling. The question is, has sales training kept up with this new way of doing business?

Dan Wood, President and CEO of TSi Auto Solutions Inc is verypleased to announce that Charles Seguin has joined the TSi team. 

Charles Seguin, B.Comm, CA has been with GTA offices of PricewaterhouseCoopersLLP for 20 years. He led their Canadian, North American and Global automotiveretail practices. While at PwC Chuck hadthe opportunity to see first hand the operations of many private and publicauto retailers in many parts of the world. Working exclusively in the automotive...