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I don’t know what kind of dealers you guys have south of the border but up here in the Great White North most have to participate in Product Knowledge Testing. I’m sure each manufacturer has their own name (acronym or whatever) but it boils down to; if the employees read the material and pass the tests they get their full pay and bonuses. Those who fail take a hit in the pocket book. This goes for 95% of employees, from sales to finance right through to service.
As I’ve mentioned before my wife has been in the business (motorcycles and automobiles) for over 40 years. She’s worked every department and nearly every job. She’s worked for the Big Three as well as imports and they all have some form of product knowledge system in place. I find it odd that Canada would be the only country with this, don’t you!
That’s not to say that everyone is a genius and has all the specs and stats memorized. The wife works for a Ford dealer and over three years they only received/sold 3 Focus RS. Why would every sales person, F&I manager and tech need to know every detail about that model? Two of the three buyers new everything there was to know before they waked in. The third knew my wife and asked her what she knew. With the deal they gave him anyone with good sense would have jumped on it. Having first spoken with my wife he was well informed by the time he decided.
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