I’ve had the good fortune of being part of the auto industry for over 40 years, in many capacities. But the one that sticks with me the most is when I had the good fortune to be working as a sales consultant.
Every time that I started the sales process with someone, I got close enough to them that it was sometimes hard for me to say goodbye. To establish a connection, I would always make sure that my customers had my contact information before they left and encouraged them to call me at any time. I can recall many late nights when I got out of bed to pick up or help a stranded customer. I quickly realized that the meaningful connections I developed with these customers were the keys to creating a transportation dynasty together. They knew that I would genuinely do whatever it took to meet their needs, and in return they sang my praises to others. Their influence helped me realize that my next sale would be coming from the one I just delivered.
I found that a positive experience during the delivery process left a lasting impression that marked the beginning of a long, rewarding relationship with my customers, and thought the best way to foster this connection was to capture a memory of that experience in a form they were willing to share with friends and loved ones: a photograph of them and their family taking delivery of their new vehicle. As a sales consultant, I also knew how important it was to brand my name, in association with my dealership, in the community we served, and this is how the Cal-Pro system was born. For more than 30 years, this system has been alive in dealerships around the country, helping tens of thousands of sales consultants to create client advocates who are willing to silently sell them and our industry simply by sharing their positive buying experience with everyone they know.
