Case Study – Zappone Chrysler Jeep Dodge Ram of Clifton Park

Dealer Principal, Jim Zappone, opened his second and much larger Chrysler Jeep Dodge Ram point in Clifton Park, NY in 2012. It was a point previously shuttered by Chrysler in 2009 as part of the government bailout of the US auto industry. Early on, sales volume was light as the Zappone brand was not yet established in the Capital Region. Zappone’s sales grosses were high relative to the rest of the dealers in Chrysler’s Northeast Business Center which includes New Jersey, New York and New England. Representatives from the OEM suggested volume was light because Zappone wasn’t competitive on price with the other 6 Chrysler stores within 25 miles of Clifton Park.

Zappone continued to build their brand over the next few years to become the #2 volume dealer in New York’s capital region all the while maintaining some of the highest gross profits in the business center.

“Without question VisionAST contributes to our gross profits being higher than my competitors in both front-end and back-end gross. With a couple clicks both my team and I know exactly where the profit leaks are and where the opportunities for improvement lie. We train constantly to focus more on the customer and their needs, and less on the transaction. We’ll eventually arrive at the transaction, and we don’t pass on deals, hence our volume. We are just well-trained, and we can do this because we train using real-time data every day of the week,” said Jim Zappone. “How do you know where you are going if you don’t know where you stand?”

According to the latest KPI’s provided by Stellantis, Zappone CJDR is outperforming their competitors in terms of gross profit by nearly 20%.


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