October 2002 Track Selling Times Focus on the Professional
 Focus on the Professional -
"Ed Wilder"
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(From December 2000 Track Selling Times)
Mr.Ed Wilder is president of Auto Consultants Northwest (ACNW). With offices in Seattle and Portland, the independent auto buying and leasing company personalizes the buying process and provides a refreshing alternative to traditional vehicle buying methods. For more information please visit www.acnw.com or call 800-635-9717
What prompted you to start ACNW in 1991?
My partner and I loved the car business but thought there had to be a better way to buy a car minus the headaches, hassles and games commonly experienced. So we created a one-stop shop consumers could use to research new and used vehicles, leasing and buying from one unbiased resource.
Are the stigmas correct for car salespeople?
You read a lot about how the industry is changing yet I still hear the same complaints from our customers. In fact, that's often why they call us. They want honest, up front information, a fair price, and truly personal service. It's my understanding that these are still commonly lacking at traditional dealerships.
What do your customers say are the benefits of your service?
One word: Painless. Without question, this is the top answer when we ask this question. We're almost always told that we've made the car buying process painless. Plus we offer very competitive pricing along with personalized service.
How has the Track Selling System complimented what you're doing?
The most important takeaway from the program is that it's giving my salespeople and me a roadmap to follow and holds us to an expectation. Prior to completing the workshop, we were quite successful so obviously we were doing many things right. However, we weren't conscious of what those things were and we weren't following an orderly process. For example, the Agreement on Need step is awesome and reveals whether you move forward or perform more qualification. Prior to learning this, I focussed on building rapport, asking questions, and then unwittingly moving directly to Fill the Need. This practice often wasted time and lost sales because I assumed a solution but failed to verify it with the prospect. This step saves much time and keeps the sale on course.
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