Face of the Dealer: Leasing is an Eye-Opening Experience for Floria Dealer
Fa c e
of the dealer
Leasing Is an
EYE-OPENING EXPERIENCE For Florida Dealer
P
automation first,” says McClure. “Most of our customutting prospective customers in the shotgun seat ers, of course, are reluctant to move away from what and telling them to close their eyes may not sound they are accustomed to using, and an automated translike the best way to sell the merits of leasing a mission does feel weird if you are not familiar with it. medium-duty truck. But it has been working quite well So I ask them to ride along with me and keep their eyes for Darin McClure, leasing account manager for Maudclosed. When they do this while the transmission shifts lin Idealease, Jacksonville, Fla. through the gears, they notice that the truck is shifting A huge fan of automated transmissions, McClure precisely at the sweet spot of the engine’s performance. employs his blind mice technique to move his customIt makes my job a whole ers away from manual delot easier.” signs, which he considers And when McClure’s to be “old school.” customers actually have McClure claims his custheir eyes open, the leasing tomers will see up to two specialist utilizes a more tramiles per gallon fuel conditional approach to leasing sumption improvements his medium-duty trucks. by opting for the Eaton “I’m the single point of automated HV transmiscontact for all of my cussions instead of manuals tomers,” says McClure. or automatics in his in“For instance, they never ventory of International have to deal with our serstraight trucks. He also vice people, our parts peocites “zero service for the ple or anyone else. When life of the lease” as anoththere is an issue, I take care er factor that his customDarin McClure acts as the single point of contact for his leasing ers find just as attractive as customers because be believes this helps build strong relationships. of it immediately. This way, my team and I are delthe gains at the fuel pump. egating the solution right away, instead of the customer “These are the types of features that keep customers waiting for answers or approvals. happy and coming back, but you have to sell them on
14 | SUCCESSFUL DEALER | August 2010