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Automotive Management: Richard Bustillo shares best practices and dealership management process on his Trade-In Appraisals video tutorial... Be sure to visit Richard Bustillo's personal blog at and friend him on Facebook at

  • Currently 5/5 stars.

Views: 609


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Comment by John Hockinson on March 27, 2012 at 9:20am

your process is one of the best. too often do you see salesman set there customer down in the showroom then proceed to evaluate there trade alone, with nothing to do but think hard about what there going to come back with on the trade, then run into more problems when the numbers are provided.

Comment by Dan Weik (pronounced wick) on March 26, 2012 at 11:06pm

Words I know you live by Richard. It's been an honest pleasure meeting you and your team, I think the world of your entire organization and I couldn't be happier than to be apart of it all, thank you. Looking forward to a giant year of success with you! Great video BTW..

Comment by Stan Sher on March 26, 2012 at 9:36pm

Talk about game changer...this is how cars should be sold.

Comment by Sean Wolfington on March 26, 2012 at 8:04pm

Richard Bustillo is amongst the sharpest leaders in the bussiness. Winners like Richard love to share best practices with others. Great job Richard!


Comment by Richard J Bustillo on March 25, 2012 at 5:34am

I really appreciate all of the great feedback.  The idea is to give the customer a unique buying experience.  The more comfortable they feel the better chance you have of selling a car.  We have had alot of success with this process.

Comment by Ralph Paglia on March 23, 2012 at 10:07pm

Richard Bustil­lo is the Gen­er­al Man­ag­er of one of the most suc­cess­ful and best run Hon­da deal­er­ships in the world, Rick Case Hon­da. His in­sights on how to ex­e­cute trade-in ap­praisals and in­cor­po­rate cus­tomer en­gage­ment will help any sales man­ag­er sell more cars and have high­er cus­tomer sat­is­fac­tion.

Comment by Jason Graciano on March 23, 2012 at 7:55pm

Transparency and facts are what customers in today's marketplace are looking for, the "buyers are liars" mentality needs to go... I like the, be honest with them and they'll be honest with you... most customers are walking in with more information than the average salesperson.

-Great Video!

Comment by Mark Tewart on March 23, 2012 at 6:12am

I have never understood why dealerships take the one comfort zone that a customer brings with them to the dealership and shoves it to the end of the process and does it away from the customer. The trade in is the window to the customers soul. The trade in shows in detail the customers buying patterns and can easily be used to discover the keywords or leverage point of a buyer will cause them to take action. Buyers tend to create role reversal and begin to sell you. Customer open up and relationships begin. Good video.

Comment by Bruce Polkes on March 23, 2012 at 12:19am

Good question, Josh.  Openness and transparency are what wins!

Comment by Joshua Michael Friedman on March 22, 2012 at 8:56pm

This works wonderfully.  Win-win for the dealership and the customer.  Speaking of which, how many dealership processes are still in place at your store that depend on a supervisor hiding behind a subordinate, a door, a wall, or an office space cubicle?

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