Originally posted by Bernie:
One nice thing about the web is that traditional local markets become national. A few years ago there were special California emission cars that had extra controls and slightly less horsepower and were sold in California , Massachusetts, and New York. This had an effect of isolating and protecting those markets from neighboring states to get a lower price and bring it home or have it shipped. Now that all Lexus models are 50 states approved then the market is wide open. If a dealer in Milwaukee is having a slow month and wants to pay the cost of shipping to your door in Southern Cal. then that may save time and can be construed as a form of discount. In the old days the dealers would threaten to withhold services if you purchased the car from a competitor. Lexus doesn't allow this but you may not get all of the frills such as free loaners or complimentary carwashes or pickup and delivery for service etc. The Lexus marketing surveys are predicting that the IS300 owner will be unlikely to spend much time at the dealership. This market is described as High Tech and Low Touch. Some of the advantages of owning a Lexus versus a Toyota or a Honda is the extra services provided by the dealer, the longer warranties and coverages like roadside assistance, and the quality of a Japanese manufactured low volume car. One last thing about Lexus dealers is that every year they work hard at earning the coveted Elite of Lexus award. It is difficult to win consistently and some dealers may never win it but that is up to their own priorities.
Great insight into the dealers world. Thanks!
Some things to add...
1. Lexus dealers are responsible for a P.M.A. or Primary Area of Responsibility.This means that they are assigned an area that is the focus of their sales efforts.(zip codes, among other things dictate this.)When a responsible dealer loses a sale to another dealer, and the client is from within that resposible dealers P.M.A, it is known as getting pumped, and it looks bad and could affect that dealers earnings of cars..(other factors are involved as well.)In other words,dealers should be selling clients that are in their backyard!!!
2.The Lexus purchase experience is unequalled by any other highline manufacturer.
(especially BMW, Mercedes, and Audi...they just haven't figured out how to please the new car buyer.) Even though Lexus is sensing that this "IS300 group" will be" high tech, low touch", you can be rest assured that they will still provide the best possible customer service..( keep trying BMW..sooner or later, you will catch on!)
Incidentally, even if a car was to be shipped, to a customer's hometown,it would be done so with that customer's satisfaction as the upmost priority.
3. The dealer that I work for, and represent, is a four (4) time recipient of the coveted "Elite of Lexus" award.As late as this year! (1999)Tough to get, and worth every bit of the effort! ( Only 2% of the national dealer body achieve it!)
I posted an announcement of availability of new IS300's with the intent of notifying those that were interested in acquiring a wonderful product sooner....not to clutter the post with senseless advertising and false claims...I have something to offer, and people should know this!!
Lengthy comments but once you get rolling...................ISBLAIN
