Page 48 - GIADA-April-2018

CUSTOMER SERVICE

Continued from page 44 able to do so. He attributed that to business may make $1000 less on that car. You just
There’s bound to be an increase in used- being down at the beginning of the year really hope you sell it.
car sales during tax season, right? Not and a pent up demand after the election.
so fast, Keller described why future sales “I’m finding that the cars we’re getting now
may be leveled in tax seasons to come. “We did good last year, but this year we’re have more problems,” he continued. “The
off about 30 cars,” said Keller. “This month dealership that can work and sell in the back
“I think the future could hold less sales, has started to take off and we expect a will save the most money. We probably fix
especially with the tax cuts we’ve just really good March.” 95 percent of our cars and we only send out
received which will go into effect this about five percent. If we send out a lot of
year,” said Keller. “I just don’t know how Speaking of trends, not all affect dealers cars, we’d be under the water in inventory.”
much money people will get back since positively. Keller mentioned that one of
they’re getting more back throughout the most stressful parts of tax season is No matter the challenge, Keller is ready
the year. That could be a good thing getting flooded with customers. for whatever is thrown his way. His long-
since business would be leveled all the lasting career has prepared him for what’s
way through. Tax season is fun, but very “One Saturday, we had five people on test to come. Besides, he has several things to
stressful. drives without salesmen because we didn’t look forward to in the near future.
have enough sales people,” said Keller.
“We had trouble buying cars early this “Salesmen love it, but it’s stressful. You’ve “I’ve got a good group of salesmen and
quarter,” he continued. “Usually, we try to sold all of these cars and you have to several others who work really hard,” said
stock up before tax season but there were replace them and everyone is thinking the Keller. “We’re preparing to really expand
several problems. We weren’t able to get same thing. When you pay more for a car, this year. We’re about to open up an
stocked up due to the flooding in Texas it’s hard because you have try to sell it. You 11,000-square-foot building with an 11-
and South Florida.” look at your margins and know the cars bay shop and a showroom that’ll hold three
you buy during tax season. For me, since cars. We hope to open toward the end of
Keller said that though dealers tend to get I’m not a Buy Here Pay Here (BHPH), the year at a new location. That’s something
cars for a good price in the fall, he wasn’t I’m going to have a smaller margin. I very exciting for us.” n

46 | GIADA Independent Auto Dealer APRIL 2018