Relationship more important than quick sale

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To people driving by, Glenn Jones Auto Center on the North John Wayne Parkway looks like a “trailer on a plot of dirt” with a bunch of used cars, but store manager Nathan Hicks points out it is a multi-franchise dealership selling new cars as well.

The dealership, which opened in May as a satellite of the Casa Grande store, sells new Fords, Buicks, GMCs, Jeeps, Chryslers and Dodges.

Hicks, a Maricopa resident since 2005, said Glenn Jones’ multi-franchise concept means one-stop shopping for customers. The store is the only car dealership in Maricopa.

“We have GMs next to Fords, so you don’t have to talk to 100 different people at 100 different stores,” he said. “And Maricopa residents don’t have to drive to the Casa Grande store anymore.”

Besides Maricopa and Casa Grande, Glenn Jones has stores in Buckeye, Wickenburg and Surprise. The company has been in business since 1970.

But Glenn Jones doesn’t only sell the Big Three American brands.

Customers leaning toward a Toyota, Honda or any foreign brand can call on Hicks to help find the car. Hicks said he recently found a new Volkswagen Beetle for a customer.

“I can find pretty much anything customers are looking for,” he said. “This is not like a typical car dealership. I make the decisions for what we can or cannot do. I am very involved with the business, and that’s the way I want it to be.”

Many people don’t like car dealerships because they are mistreated by sales staff, Hicks said. But at his dealership, Hicks said the goal is building long-term relationships with customers.

“A bad car deal is not worth ruining a relationship,” he said. “Doing business the right way is important, especially in a small town.”

Hicks said his sales staff makes commissions on each vehicle they sell, but there also is bonus plan based on how many units they sell.

Maricopa residents Amanda and James Rapp bought a “gently used” Mustang convertible from Hicks shortly after the store opened.