Friday, June 11, 2010

Dealers, what do you sell?

The obvious answer to the question, "What does a dealer really sell?" is of course, products. Products such as cars, bikes, vacuum cleaners, etc.

Customers can buy the same exact cars, bikes and vacuum cleaners all over the nation from hundreds, if not thousands, of dealers and stores.

What dealers really sell is the one thing they offer that is unique: relationships. You can buy a Jeep, for example, in a hundred or more different locations. But if you provide a tremendous relationship to the customer, your dealership is the only place they can find that.

It costs dealers millions of dollars to build showrooms and inventory product.

It costs dealers no more to provide fantastic relationships than it does lousy ones.

Barry LaBov
LaBov & Beyond
LaBov Sales Channel
PB&J Newsletter

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