First impressions count to Dan Buckler.
The general sales manager at JBA Infiniti in Ellicott City remembers when he started his career in retail auto sales about 20 years ago. He quickly discovered that unwavering enthusiasm and ambition was the key to success in this fast-paced, commission-driven world. He uses that knowledge today when he hires new employees to join the 150-plus JBA work force.
“Basically the earning income is limitless depending on how much you want to work,” Buckler said. “I look to find people who aspire to be more than what they are right now.”
Buckler shares that philosophy with his colleagues, since JBA ranks among the highest volume General Motors dealers in the region and beyond. Because quickly analyzing people?s personalities is what auto sales is all about, Buckler and his colleagues put those same skills to work when hiring.
That?s crucial to dealer Joseph Aiello, who works with sons Mark and Matthew to lead the dealership.
“What I have seen here at this dealership is honesty and a dedication that customers come first in all aspects of sales, parts and service,” said Matthew Stevenson, a salesman at JBA for four years. “It?s a great atmosphere. The [Aiellos) have no problem stepping and helping out whenever needed.”
That work ethic keeps volume high at JBA.
“We have a great reputation in service and sales,” Buckler said. “We?re privately owned and people know they can come to us and we?ll work out deals whenever we can.”
Many of today?s customers are very savvy and know what they want as far as trades and deals. That type of customer is actually the easiest with which to work because they have realistic expectations and goals, he said.
Many customers are enthusiastic about the upgraded features of the Tahoes, Suburbans, Avalanches and upcoming Impalas. With navigational systems, heated seats and other conveniences, the vehicles are as comfortable and convenient as any luxury car, he said.
“With GM?s new philosophy, they have cut the margins out of a lot of deals,” he said. “We will do whatever we can to make a deal. We want to do what we can do get people into cars. The more deals we make, the more deals come to us.”
JBA Infiniti
8594 Baltimore National Pike
Ellicott City
410-480-1000
www.jbainfiniti.com
JBA Mitsubishi
7327 Richie Highway
Glen Burnie
410-766-6300
www.jbamitsubishi.com
