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Does anyone have any ideas / opinions on merging the internet department and the sales floor.


We currently have an Internet Team Department, everyone on the team works together and we are at the point where we need to merge the internet to sales floor and become an Internet Dealership. Any ideas would be great!


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Mallory, you face the most difficult of decisions.  Most agree that the ideal is a digital dealership where all the sales staff are also Internet salespeople.  This is, after all, the digital age. They should be the same thing, shouldn't they? 

The truth is that until you have retired your older (succesful I might add) sales staff and hired and trained new salespeople who are willing to be trained and untainted by the old-school salespeople, the transition is "nearly" impossible. 

The problem is keeping the older "successful" sales staff from tainting the new sales staff with the idea that Internet sales and follow-up is not worth the effort. Many of these old-school salespeople rely on previous customers to remain successful. The new salespeople need new business to survive.  The key is communicating the difference.

If you find the magic formula, please post it and let us know.

Best advice from my perspective...........................DON'T!!!!!

Why do you say that?


If you have not read Dale Pollak's book - "Velocity 2.0" yet, you should do so for some ideas on this. The last four chapters are devoted to this subject and how dealership structures may be changed to suit the latest market developments.




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