In this edition of Inside Automotive, Jim Fitzpatrick sits down with Michael Wood, General Manager of Jaguar, Land Rover, and Volkswagen divisions at Checkered Flag Auto Group. Wood shares his insights on the evolving automotive landscape, from Jaguar’s return to its design roots and the strategic shift towards electric vehicles to revolutionary changes in dealership operations. Discover how Checkered Flag Auto Group navigates these industry transformations and sets new standards in customer experience and dealership efficiency.
Key Takeaways
1. Jaguar is returning to its design roots with new models reminiscent of the classic E-type and XKs, aiming to blend luxury with high sustainability. The brand is shifting to a fully electric lineup, while other divisions like Range Rover and Defender will offer various powertrains, including hybrids and full EVs.
2. Jaguar Land Rover (JLR) is adopting a nuanced approach to EVs, offering plug-in hybrids (PHAVs) alongside fully electric vehicles (EVs) to meet varying customer needs and preferences, with a goal for full sustainability by 2030.
3. Checkered Flag Auto Group has implemented a no-negotiation, volume-based pay structure for sales staff, focusing on customer satisfaction rather than commission. This approach aims to enhance the customer experience and reduce the stress of negotiation.
4. Checkered Flag Auto Group sales associates are required to drive and charge EVs themselves to better understand and communicate the technology. This hands-on experience helps bridge the knowledge gap and improve customer interactions.
5. The dealership hosts unique customer events, like high tea and off-roading experiences, to deepen customer relationships and provide added value beyond the sale. This strategy aims to create brand advocates and enhance overall satisfaction.
"Initially, every manufacturer enthusiastically embraced electric vehicles, but many later reevaluated and acknowledged that consumer demand wasn't as strong as anticipated. We needed to stay true to ourselves and focus on addressing the customers' actual needs." – Michael Wood
