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GSM Frankie Florey discusses how Autosport Acura adapted to the COVID-19 crisis

In today’s COVID-19 world, customers value transparency and safety during their car-buying journey now more than ever. No one knows this better than Frankie Florey, General Sales Manager at Autosport Acura of Denville in New Jersey and Automotive News 40 Under 40 honoree. On today’s show, Florey discusses how compassion and accommodation for customers have lead to increased sales numbers, even in a COVID-19 hotspot.

At the start of the pandemic, Florey had to furlough many employees in order to meet state restrictions and keep the dealership up and running. In fact, from March 23 to July 1 of this year, Florey was one of only two members of the sales department to work in the showroom. Sales slowed down during those initial months, however, Florey says foot traffic is back to pre-COVID levels. Under Florey’s guidance, the dealership is accomodating consumers who are still hesitant about the virus. Deals are now conducted outside upon request. Vehicles are also being delivered to customers’ homes.

Digital retailing played a big part in ramping up sales as well. Early on in his career, Florey was an internet sales manager who went from selling 10-12 cars a month to 35-40 cars a month. Essentially, he was building a digital retailing strategy for the dealership without a digital retailing tool or platform. 

Florey and anchor Jim Fitzpatrick also discuss how to increase closing percentages, boosting the efficiency of the sales staff, and what’s next for Autosport Acura. To hear more from Frankie Florey, be sure to watch our entire interview above.


Did you enjoy this interview with Frankie Florey? Please share your thoughts, comments, or questions regarding this topic with host Jim Fitzpatrick at jfitzpatrick@cbtnews.com.

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For over 10 years, CBT News has been informing and helping automotive retail professionals grow their businesses and thrive in their careers through an awarding-winning, on-demand streaming platform. With exclusive interviews featuring the biggest names in the industry, daily newscasts, up-to-date market data, and exclusive articles covering the latest trends, CBT News is your #1 source for auto industry news and content.

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