George Salman, the e-sales manager at Courtesy Chevrolet in Phoenix, discusses how the dealership derives about 40% of its retail sales from internet leads. Customers come from over 100 miles away due to the dealership's large selection and reputation for customer satisfaction. While pricing is competitive, special online deals are not offered, but the dealership aims to negotiate well. The dealership works with many lenders to help customers get approved, even those without jobs.

1. Automotive News Page 1 of 1
Store draws shoppers from miles away
Jim Henry
Automotive News | October 8, 2007 - 12:01 am EST
Courtesy Chevrolet in Phoenix derives about 40 percent of its retail sales, excluding commercial fleets, from Internet
leads. The dealership, a Chevrolet-designated top 10 seller nationwide, sometimes sells vehicles to customers who live
more than 100 miles away. George Salman, the store's e-sales eSales manager, talked with Special Correspondent Jim
Henry about Courtesy's large Internet presence.
Do Internet shoppers drive long distances to come to your dealership? Why do they come so far?
We target about a 40-mile radius, but we go as far as 100 to 150 miles. We do a lot of deliveries for people in California
and surrounding states. Availability is a big reason, because we're such a big dealer.
Is your popularity strictly because of the deals you're offering?
Our pricing is competitive, and we're a very well-known dealer. We're also one of the top for customer satisfaction. We do
get competitive, but we don't necessarily offer online deals that are better than when you come in the store. But we're
always prepared to negotiate.
Do you do a lot of subprime? Is it a specialty?
It's not a specialty, no. We deal with so many lenders, prime and subprime, for us there really isn't anybody — well, very
seldom is anybody going to be denied a loan. unless they don't have a job. And maybe even then.
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