Puerto Rico
To finish that first trip to Latin America, I returned to Puerto Rico to give a seminar to the local Isuzu distributor and its dealers on dealership sales management. At that time there was a quota on Japanese vehicles going into the United States, but vehicles could be supplied unrestricted to all US territories, like Puerto Rico. So, Puerto Rican dealers were ordering vehicles from their Japanese supplier and reselling them to dealers in the United States with a profit margin. This is very common among dealers that need a particular vehicle in a hurry to satisfy a customer who is willing to pay a little be more. They are called dealer-to-dealer agreements.
Well, with the quota, dealers in Puerto Rico were making a killing on reselling into the United States. They bought 10,000 units from just Isuzu at the time of that trip. So, my training was more a thank you note to the dealers than actual dealer development. Simply speaking, I was very serious about sales management and how to develop a strong sales force, and over half the group was there to party. Unfortunately, even my interpreter wanted to join in with the party. Right in the middle of my presentation, the interpreter said to just speak to the English speakers and don’t worry about the rest. I felt terrible about the people who just sat there and couldn’t understand a word I was saying. It was in a casino hotel with a lot of guests from the Eastern part of the US on vacation. So, the atmosphere was all fun and little work. All in all, most of the people were fascinated with the concepts I presented, and the seminar was a success. I should say it was a success for them, but not for me. I guess I expected too much.
< Puerto Rico Sales Training, February 1986 >
To finish that first trip to Latin America, I returned to Puerto Rico to give a seminar to the local Isuzu distributor and its dealers on dealership sales management. At that time there was a quota on Japanese vehicles going into the United States, but vehicles could be supplied unrestricted to all US territories, like Puerto Rico. So, Puerto Rican dealers were ordering vehicles from their Japanese supplier and reselling them to dealers in the United States with a profit margin. This is very common among dealers that need a particular vehicle in a hurry to satisfy a customer who is willing to pay a little be more. They are called dealer-to-dealer agreements.
Well, with the quota, dealers in Puerto Rico were making a killing on reselling into the United States. They bought 10,000 units from just Isuzu at the time of that trip. So, my training was more a thank you note to the dealers than actual dealer development. Simply speaking, I was very serious about sales management and how to develop a strong sales force, and over half the group was there to party. Unfortunately, even my interpreter wanted to join in with the party. Right in the middle of my presentation, the interpreter said to just speak to the English speakers and don’t worry about the rest. I felt terrible about the people who just sat there and couldn’t understand a word I was saying. It was in a casino hotel with a lot of guests from the Eastern part of the US on vacation. So, the atmosphere was all fun and little work. All in all, most of the people were fascinated with the concepts I presented, and the seminar was a success. I should say it was a success for them, but not for me. I guess I expected too much.
< Puerto Rico Sales Training, February 1986 >
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