Through the Lens of a Legend

Q&A with Alvin Nix, General Sales Manager for Exclusive Automotive Group

How long have you worked in the industry and what positions have you held? 

I’ve worked in the car business for 36 years in January.  I have been a new and pre-owned salesperson, new car sales manager, pre-owned sales manager, pre-owned sales director, General Sales Manager, General Manager, and Dealer Principal.

How is Exclusive Automotive Group different than other luxury and exotic car dealerships? 

EAG caters to the customer and tailors the sales experience according to each client’s preferences.

What’s the most important lesson you’ve learned throughout your career?

Honesty.  Always be on the side of “right”.

What values do you try to instill in your employees and why? 

Self-worth and integrity; because it causes the employees to take pride and ownership in their careers. It makes their success their own responsibility and not outside factors or excuses.

If you had to pick three words you most want customers to associate with EAG, what would they be and why?

Honesty, Loyalty, Ease of Doing Business.  The car business has had a reputation of being difficult and long-winded.  My methods, and what I teach my team, is to eliminate that.  Mean what you say and say what you mean.  That way your word has value.

Besides the brands it sells, how has Exclusive Automotive Group become synonymous with luxury? 

In the last 5 years, EAG has dominated the ultra-luxury and luxury car market in the DMV area in part by catering to the client.

What is the most important market trend from the past ten years that is affecting sales right now? 

The internet. It must be fully embraced and tracked closely.  Nothing can shred a budget and impede success, like bad buys, poor service, and misdirected marketing.

What do you think is the most important trend that will influence the industry in the next ten years? 

Pre-owned sales.  Although the EV cars are making inroads, pre-owned vehicles will still be a valuable commodity because the public loves its combustibles.  The market will accept EV as an addition but not as a replacement.

Over the next ten years, do you believe women will make up a larger percentage of the customer base, and if so, why?

I hope so. Historically, our sales stats show that women don’t buy ultra luxury vehicles as often as men do.  However, they currently make up a strong segment of the overall vehicle sales market, particularly with SUVs.  The ultra luxury market is a different animal though.  Without multiple years of sales success, it’s virtually impossible to navigate it. A lot of moving parts.  The Bentley Bentayga has driven a good amount of female adoption and we are now seeing it with the Aston Martin DBX.

When it comes to automobile sales, what processes or tactics do you think will become more important in the next ten years?

Internet will continue to be strong, especially for initial contact.  All of the methods matter though.  Every contact with a customer, through every media, from sales to service, matters.  People tend to want a blueprint to dealership success.  As a practical matter, it’s not out there.  There was a great quote I heard from one of my mentors.  He said, “if you don’t lose, you don’t learn.”  Everybody has to take their own hits in this business.

How will Exclusive Automotive Group’s new dealership in Ashburn take it to the next level? 

More volume, more inventory to choose from in the luxury segment.  More accommodating facility.  Becoming more of a community partner.  More philanthropic goals.  A bigger presence in the marketplace.

When you visualize EAG’s future, what are you most excited about and why? 

Working towards selling more and strengthening the customer base.  More sales translates into more longevity for the overall growth of the store.

What has been your favorite memory thus far at Exclusive Automotive Group and why? 

When our sales staff started seeing a consistent increase in their paychecks so that they could take care of themselves and their families proportionate to the hard work they were investing each and every day.

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