Are you earning the sale or just benefiting from the law of supply?

Roger Love

On the latest edition of Straight to the Point, host Frank J. Lopes asks the question, are automotive professionals really earning the higher salaries they have?  

Many auto professionals are getting paid more than ever before. Lopes says the reality of the situation is that most people, while they’re getting paid more, aren’t necessarily earning it.

In 2021, due to the pandemic and ongoing chip shortage, front-end grosses have been higher than ever before. Lopes says you won’t find anyone happier about this than him. However, he’s not impressed by folks simply benefitting from supply and demand.

Related: Salaries in America have risen in the past year. How does that affect auto retail?


Lopes then poses the question, what are you doing to get better at your craft, skill, or business? He says, most salespeople haven’t done a thing. That keeps the business vulnerable to whatever the market determines your gross and net numbers will be.

Instead of looking at your pay stubs, and asking what are going to buy with this money?, Lopes says, ask yourself, how much of this can I pour back into my business to make it stronger and last longer? Lopes encourages everyone to et straight with themselves and ask those tough questions.

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