Brad works in a Honda dealership — early in his career he was a salesman on the floor and now he’s a finance manager. I’m fascinated by sales roles because they require a much different skill set and strengths profile from mine. I’m not comfortable in sales roles and thus I’m impressed by people who love to do it. Of course I’m curious, too, about Brad’s take on the current crisis facing Detroit.
You work in a commission-based role. What do you do to protect your income in an economic environment like this?
There’s no real way to protect your income in a commission based job. The only thing you can do every day is to go to work with a positive attitude and believe in yourself and the job that you’re doing.
Even before the economic downturn and the crisis facing the car industry, your organization at one point gave out pay cuts. Ouch! What made you stay on after that, and have you done anything differently to make up for lost income?
Before the pay cut I took, I was very free wheeling with my money and now I’ve made a complete 180. I’m cautious about the money I have and think about any dollar I spend especially before making a frivolous purchase. The reason I stayed was simple. I still have a very good paying job and I like what I do.
What do you think of the bailout proposal for US automakers?
I’m a little bit torn. On one hand I think it’s some what necessary just for the simple fact that if the “Big Three” fail it could mean up to 3 million jobs lost. On the other I just don’t think that they deserve the bailout. Why should we bail out these companies that managed their money so poorly that now they need this money and they show up to the bailout meeting with the government in three separate private jets?! It’s ridiculous.
The worst part about it is that Chrysler really doesn’t need the money. It’s no longer publicly traded. It’s a privately held company that was just bought out. The parent company owns a bunch of different types of businesses. I think that they think if Ford and GMC get money so should they since they’re an American auto maker.
In the end I don’t think it should be done. In the long run, I think some of the import brands will take over the plants that used to make Fords and GMs, and the total job loss will be less because of that.
You work for a Honda dealership: are you and your co-workers feeling the same kind of pressure/risk/fear of layoffs that people who make and sell domestic cars are feeling?
Right now our dealership is abnormally slow. However were still selling more cars than your average dealership in today’s economic climate. Currently we are selling on average around 300 cars, new and used per month. That is about 100 to 150 cars less than last year at this time. Because of this we had to let five new car salespeople go. And there is a good chance that they could let more employees go after the first of the year.
I know that I think about what-if’s a lot right now. You never know if you have job security or not right now.
Is your dealership or Honda leadership giving employees any kind of reassuring messages? What do you think of what they’re telling you?
Everybody’s keeping pretty quiet. It’s not really positive talk in the store to talk about those kind of things, so it’s really out of sight out of mind. I do have salespeople coming to me asking me what they should do and how they’re going to make enough to pay their bills when there aren’t any customers coming through the doors. The best and only advice I can give to them is to stay as positive as possible. This isn’t going to last forever, and sooner or later things will start to turn around.
What do you have to do within your organization to stay competitive and be considered a top performer?
Sell. And be a good co-worker. No one cares about the job you do if no one likes working with you.
I’m always impressed with people in sales type roles like yours, because I’m totally not talented along those lines. What are the most important strengths you have that a person needs to be successful in this type of role?
Patience and listening. It doesn’t matter how much you know about the product that you’re selling if all you do is talk and you don’t give your customer the time to tell you what they need and want from you. 9 times out of 10 your customer will give you all of the information you need to sell them whatever you’re selling without even knowing that they’re telling it to you. It all comes down to taking the time you need and listening to what they’re saying.
What initially attracted you to your job? Why do you stay?
I love meeting new people and I love cars. When I first got into this business it was exciting and new and everyday was a new experience. Now it’s a continued learning experience where I’m learning different aspects of the business and want to continue grow and move upwards into a larger management role where I’m able to pass on my experience and knowledge to make the people that work for me and or with me better at what they do.
Unfortunately part of what keeps me here is the money. I wish I could say that I do it for the simple joy of enjoying what I do, which I do, but part of it is being able make what I need to make to take care of myself and my family.
You never graduated from college yet you have a successful career. Does your lack of degree ever get in your way?
In this business it hasn’t gotten in the way, but if I ever wanted to move on to a different career it would definitely be a hindrance.
Would you ever go back for a degree? What has stopped you from doing so?
I’ve often thought about going back to college and getting a degree of some sort. I also realize the reason why I never got a degree is because I was a horrible student and didn’t have the patience or the
will power to stick it out and get my degree.
If you could have any career, without having to worry about money or failure, what would you do and why?
I would like to own my own business. Probably an exclusive athletic shoe boutique. Hard to find, exclusive color ways.
What would make/allow you to take steps to pursue your fantasy career?
I would need a lot of money and no debt and of course the economic crisis would have to be over so people would actually come and buy $300 gym shoes.
What is one very small first step you could take today to pursue your fantasy career?
Get out of debt.
Thank you, Brad, for sharing your experience and your perspective with us!
Posted by mfk 
Posted by mfk 
Posted by mfk 
