Trailers of the East Coast
To support this model , sales team compensation is not commission-based . This encourages teamwork amongst the team and ensures that all guests are treated with the same level of care and attention . “ It ’ s not a model that a start-up dealership could sustain ,” comments Will . “ But for us , this works . We also divide our team by expertise , so we have certain personnel focused on specific types of products , so guests are given the highest level of consultation during the sale .”
A Culture Rooted in Family Values
The Junkers genuinely value their staff . Over the years , the dealership ’ s staff has grown from 10 to 50 employees , with an average tenure of 15 years . ( A stat unheard of in today ’ s job market !)
Such longevity is due to the company culture that the Junkers cultivate . “ We believe that you hire for attitude and that skills can be taught ,” notes Will . “ We ’ ve had experiences where we ’ ve brought in highly skilled people who ultimately did not pan out because they didn ’ t fit in with the culture . We ’ ve learned from it . Our human resources department has become very skilled in assessing candidates for cultural fit .”
The Junkers believe in building family-like connections among their team . Employee appreciation is centered around community events , such as after work get-togethers and treating employees to lunches and dinners made and served by the family .
Dedication to Quality / Doing It Right the First Time
The Junkers are highly selective about the trailer lines they carry and the services they offer . Preference and loyalty are given to manufacturers that provide and support quality products .
Extra steps are taken to ensure that guests can hit the road confidently . For example , the dealership offers a test night at their property for guests to try out any unit containing living quarters . This allows for any issues to be identified and fixed before the guest takes delivery .
Any add-on products and services are selected based on how well they align with the needs of their guests and can be delivered within the dealership ’ s standards of quality service . Will offers this example : “ We offered graphic wraps about seven years ago . It was successful , but as the business grew , there weren ’ t enough service bays to support it . We ’ ve recently added two bays to the shop and are ready to return this service .”
With experience , expertise , and genuine care for their customers , the Junker family has built a business that is a testament to their values and commitment to excellence . Trailers of the East Coast is a dealership to watch !
26 NATDA Magazine www . natda . org