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Wresting power from the dealers. Part 2

Traditionally, when a consumer wanted a vehicle that a smaller dealer failed to have in its own inventory, the dealer would simply track down the vehicle, trade inventory with the dealer who had it, and make the sale. Now, consumers find they can easily find the vehicle on their own, typically at the […]

Wresting power from the dealers. Part 1

By Sept. 4, 1997 — just 98 days after Zarrella’s call — Pattyn was ready to start her most ambitious selling job: enrolling dealers in GM BuyPower. The program called for training a salesperson at each dealership in the art of email communication with customers. “It was basically put together over a short […]