Sometimes on the way to starting the career you planned to have, you stumble on the career you were meant to have. Such was the case with Chris Roehm. After graduating from Colorado State University with a degree in business and marketing, he planned to join his father’s business, a financial planning investment firm. “Before I did that, my dad wanted me to get some more sales experience,” Roehm recalled. An acquaintance of his father owned a BMW dealership and offered him a sales job. “I had a love for cars and the BMW brand pretty much all my life so it came easy, and the rest is history, I guess,” he said.

He admitted, however, that he didn’t truly consider making car sales his career until 14 years ago when he came to Motor Werks, a five-store high-line franchise group about 30 miles northwest of downtown Chicago. The move from a single-point BMW store to a dealership that carried a wide range of brands – BMW, Porsche, Mercedes-Benz, Saab, Infiniti, Cadillac and Honda – was beneficial to his career in more ways than one. Not only was he able to sell a wider range of luxury brands to better meet his customers’ needs, but he also benefitted from the influence of Jim Hub, one of the dealership’s owners and a managing partner. “He really inspired me years ago when I started working here … just how he handles himself and what he wants his salespeople to strive for,” said Roehm. “What Jim has taught me throughout the years … I carry with me every day.”

One of those lessons, he said, was “in this business, building a relationship is the most important thing.” Roehm took that particular lesson to heart and has cultivated a customer base that allows him to consistently average 16 vehicles per month, even during difficult economic times, with hardly taking an up from the floor. The majority of his business is made up of repeat and referral customers, and he works primarily by appointment. To help him keep up on phone calls, he has an assistant.

C.J. Romig, general sales manager at Motor Werks, said that even in the world of luxury automotive retail, Roehm’s customer service stands out. “It’s just got to be personal service with Chris,” he said. “He has actually delivered cars to downtown Chicago numerous times just for service pickup or drop-offs or delivering a new car … He won’t send a porter; he’ll actually do it himself. It’s just that personal touch.” He also emphasized Roehm’s focus on working his existing customer base. “Chris is the epitome of what salespeople should aspire to when they break in the business—working your customer base and setting appointments,” said Romig.

“Too many guys sit around and wait for people to come to them,” said Roehm. “I’ll do whatever it takes … to keep somebody happy and make it convenient for them to buy a car.” That includes getting involved on the service side, too. “That’s when [customers] really need the support, and I always get myself involved on the service side with my customers so they always have somebody to rely on.”

His drive to succeed in everything he does is evident. “I’m a believer in [the idea that] if you’re going to do something, whatever you do in life, be the best,” he stated, adding that he believes his success is the result of not only hard work but also a philosophy of being open, honest and ethical. “I’ve always made a conscious effort to separate myself and be the classiest and best car salesman that I can be.”

A love of cars certainly doesn’t hurt, either. “When you’re selling something, if the person buying from you sees your passion, it’s going to make a difference,” he said. Working at a multi-line store presents a challenge when it comes to product knowledge, and Roehm must make extra effort to keep up on product knowledge by taking courses, doing walk-arounds and test driving new models. “You’ve got to be sharp and be able to compare the different brands that we have here … You’ve got to be able to cross-sell and compare the BMW 5 Series against, say, the Mercedes E Class.”

Although he has a passion for his work and can often be found at the store even on his days off, Roehm makes his family – wife of nine years, Britt, and six-year-old son, Carson – his top priority. “One of the most fulfilling things that I’ve ever done, besides selling vehicles, is coaching youth football,” he said, adding that he was thankful the dealership owners gave him the needed flexibility with his schedule. “Selling a vehicle is important … However, I can’t put a price on time and making a difference in my kid’s life.”

Congratulations to Chris Roehm, Sales Professional of the Month, and thank you to C.J. Romig for bringing him to our attention.

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Vol 8, Issue 3