How Was the Greatest Automotive Salesman of All-Time So Successful?

Automotive sales are quite relevant to our interests here at JNR as many of our programs are specifically designed to help our clients from this industry increase their revenues. Our programs focus on incentivizing automotive dealer principals, sales managers, salespeople and finance departments to sell more automobiles, aftermarket parts and financial service plans.

As a result, we thought it would be fascinating to pinpoint the reasons why the greatest automotive salesperson of all-time was so successful.

Joe Girard was a man that said he could sell anything. It would be hard to argue with him when you consider that he sold 13,001 Chevrolets in just fifteen years! That averages out to roughly 867 cars a year, 72 per month and seventeen per week! He once sold 160 cars in a single month and eighteen in a single day. Girard won the title of world’s number one car salesman according to Guinness Book of World Records twelve years in a row from 1966 to 1977.

Joe’s success story is all the more improbable when you consider the fact that he had such a tough time getting his first job as a car salesman that he agreed to generate his own leads and not take any walk-in traffic that came through the dealership!

As you can see, Joe knew a thing or two about selling cars and should be the envy of anyone involved in automotive sales, or any type of sales for that matter. This begs the question: “why was Mr. Girard so successful?” Here are a few reasons why:

1.    He understood the value of a good referral

Joe Girard’s “Law of 250” stated that most people have 250 individuals in their lives that would show up to their funeral or wedding and therefore he had a potential to gain or lose that many (250) sales depending on how well or how poorly he sold to one particular individual. He always asked for a referral because he understood that not many people will offer one voluntarily. One good referral represented a massive value to Joe and he never took that for granted.

2.    Joe was incredibly persistent

Mr. Girard knew that it was crucial to be at the forefront of a person’s mind right when they are in the market for a new car. He regularly kept in touch with his prospects by sending out thank you notes, holiday cards, relevant news tailored to their interests and even free goodies. His notes and correspondence pieces were highly personalized, not mass produced.

Joe’s work was not finished when he made the initial sale however. He was very adamant on following up with customers after he placed them in their new vehicle to make sure they were happy. This diligence helped ensure a valuable referral, and even an additional sale in the future from this client.

3.    Girard always went the extra mile for his customers

As discussed earlier, Joe kept in regular contact with his prospects and sent relevant news and resources as part of that correspondence. He would look for relevant content that he felt was particularly appropriate for that individual and send personalized mail to them with great regularity.

Joe Girard would also drop in tidbits of information about the recipient’s life that he had discovered through conversations for an extra touch of personalization. Mentions of the prospect’s children or spouses or interests were highly effective ways to demonstrate he valued their business. A high level of personalization goes a long way in making a potential customer feel more comfortable and likely to buy from you.

Since not every salesperson can be a Joe Girard, automotive sales incentive programs are commonly used to optimize automotive sales revenues and achieve a favorable outcome. Click here to request information on how JNR can implement a program for you or check out our related articles below. We have over 30 years of experience delivering travel incentive, merchandise, award and prepaid card programs for large automotive companies that drive real results and would be happy to share our experiences with you.

Related Reading:

Auto Consumers Love Rebate Cards – Rebate cards encourage test drives, strengthen customer loyalty and are the best incentive for tire shoppers

Automotive Manufacturers Can Engage Consumers with Incentives – Incentives can help close more vehicle sales, keep customers loyal and increase showroom traffic.

By JNR Incorporated

Written by Kristopher Hewkin


JNR Incorporated is a results-based, globally recognized leader that specializes in creating custom travel, meeting, event, prepaid card and merchandise programs that motivate, engage and inspire the employees, customers and channel members of our clients. We have over 30 years of experience working with Fortune 500 companies of many diverse industries. Our programs are tailored to fit the specific needs of marketing, sales, management and human resource professionals. The unique solutions we apply are measurable and proven to increase performance, loyalty and revenues.

Prepaid Debit Cards Are Effective Incentive and Reward Options

Prepaid debit cards are a specific type of gift card pre-loaded with a fixed monetary amount. In 2012 alone, $77 billion worth of transactions took place using these rectangular pieces of plastic. It is not surprising that businesses of all types are reaching out to reward both consumers and employees with prepaid cards and their popularity continues to soar. Curtis Arnold of Forbes cites 9 creative ways to use prepaid debit cards in a recent article including: door prizes, employee incentives, event attendance, blog giveaways, and tax refund payments. We want to focus on the effectiveness of these cards in the recognition of not only employees, but also customers, dealers and channel sales personnel.

Over half of the companies that give out non-cash rewards utilize some type of gift card. There are three basic categories. The first type is a debit card offered by credit card companies or banks that can be spent virtually anywhere credit cards are accepted. It is usually pre-loaded with a fixed amount, but sometimes able to be recharged. The second is a retail or manufacturer gift card offered by household name retailers, hotels, airlines, and restaurants. These are typically valid for face value and customizable with company logos or specific product imagery. The third type is a debit credit card. These cards appear to be a standard credit card issued in the user’s name. There is a fixed amount deposited toward the card balance initially and can be spent anywhere credit cards are accepted.

There is an ease of use and flexibility that comes with prepaid cards that benefit the recipient as well as the issuer. Aside from the more obvious sense of appreciation that comes with receiving a gift of material worth, a less obvious response is now being recognized as well. Confidence is an underlying form of appreciation when someone is given a card in his or her name that, due to the economy’s impact over the last seven years, may not have the opportunity to use a credit card otherwise. This provides a level of self-assurance that cannot be replicated with cash rewards and in return, loyalty.

On the issuer’s side, a prepaid card comes with straightforward shipping, customizability, the simplicity of recharging a card without incurring the cost of a new card each time, and an inimitable display of gratification for one’s patronage. Prepaid cards can be used in a multitude of programs at all levels producing a sense of fulfillment and motivation across the spectrum from sales incentives to non-profit event attendance motivators.

The pros of gift cards include:

  • A Plethora of Options – Nearly every retailer and many consumer product manufacturers and travel-related companies offer gift cards.
  • Wallet Power – Unlike cash, these cards will often stay in the wallet of the recipient for an extended period of time, serving as a constant reminder of the generosity from the issuer on the branded card.
  • Ease of Distribution – Shipping a card in the mail is extremely quick, easy and inexpensive.
  • Ease of Use – A majority of cards can be used online or at retail outlets.
  • Popularity – Prepaid cards are the most common gift for recipients. An impressive 44% of IRF survey respondents said that prepaid cards were their favorite type of award. When given the choice between a prepaid card or cash equivalent, five times as many respondents chose the prepaid card. Further, over 71% of respondents said that gift cards are either the “best of all gifts/rewards” or “a good gift/reward” while only 8.47% said they would rather have cash.

When you break it down, the pros of prepaid cards make it a worthy investment for any company or organization.

The prepaid debit card industry is booming for good reason and you need an expert in the field to walk you through the process of effectively using cards and effectively growing your ROI. If you are interested in learning more about a JNR Incorporated prepaid debit card program, please send us an email at We will fill you in on how we have been leveraging our relationship with MasterCard® rewarding the employees, customers, and channel personnel of our Fortune 500 clients to consistently exceed their expectations.

To read more on prepaid debit cards, check out our research here.

By JNR Incorporated

Written by Kristopher Hewkin

Reward Channel Partners with Co-Branded Incentive Cards

We know sales incentive programs are intended to drive profits, improve employee performance and help your internal sales team rise to new levels of success; but what about stakeholders who are not employed by your company, but remain vital to your sale’s success?

If you rely on outside distributors, dealers or independent sales agents to create sales, then aiming incentive programs to your channel partners is equally as important.  Strategic incentive programs are proven to drive loyalty and sales in your channel networks. To create results, motivate and reward your channel partners with something that really stands out.

Flexible, cost-effective and co-branded, prepaid incentive cards are a great way to reward your channel partners while increasing your company’s brand awareness. Place the reward in the palm of their   hands – literally. Channel partners will benefit from the convenience of using their reward cards anywhere MasterCard® is accepted, and your company’s logo will always be front and center.

Channel incentive card programs can help your business:

  • Launch new product lines
  • Expand your business
  • Gain a competitive advantage
  • Build long-lasting, fruitful relationships
  • Drive Sales
  • Gain market share
  • Encourage new product training
  • Reward channel partners quickly and easily
  • Reduce administrative costs
  • Track program success with real-time reporting


Click on the following resources for more information on Incentive Cards, Promotional and Reward Cards, and Loyalty Programs and other uses for prepaid MasterCard® Reward Cards or contact us at for a free consultation.


This Year’s Top 25 US Travel Destinations

Spring is in full bloom and the sizzling summer is just a few short weeks away, so it’s the ideal time to discuss the 25 most popular 2013 travel destinations in America according to a TripAdvisor poll.

These fabulous cities can provide the perfect setting for your personal vacation with family or your next incentive travel, group travel, meeting, or conference for employees, channel members, and customers. Domestic travel represents a more cost effective and less risky approach to increasing employee engagement, channel effectiveness and customer loyalty than planning international trips.

Millions of users were surveyed on their favorite places in the world to travel to compile this intriguing list. While much of the list will be unsurprising to you, there are a few choices that might take you by surprise.

Without further ado, I present the “25 Most Popular Travel Destinations In America” list along with a few recommended “can’t miss” attractions in or near each city!

25.   Houston, TX – Bayou Place, The Galleria Mall, and The Johnson Space Center

24.   Naples, FL – The Naples Botanical Gardens, Keewaydin Club and Naples Depot

23.   Palm Springs, CA – Ace Hotel & Swim Club, Joshua Tree National Park, Moorten Botanical Garden and Cactarium

22.   Kailua-Kona, HI – Huliheʻe Palace, Aliʻi Drive, Kahaluʻu Bay

21.   Myrtle Beach, SC – Myrtle Beach Boardwalk, The Carolina Opry, Myrtle Waves,

20.   Philadelphia, PA – The Liberty Bell, Rocky Statue, Independence Hall

19.   Portland, OR – Portland Art Museum, Tryon Creek State Natural Area, Portland Opera

18.   Lahaina, HI – Front Street, Plantation Golf Course at Kapalua, Hokoji Shingon Mission

17.   San Antonio, TX – The Alamo, River Walk, SeaWorld

16.   Napa, CA – Wineries of the Napa Valley, Napa Valley Opera House, Carpe Diem Wine Bar

15.   Charleston, SC – The Charleston Museum, The Dock Street Theatre, Allan Park

14.   Savannah, GA – Tybee Island Light Station, Savannah Historic District, The German Memorial Fountain

13.   Sedona, AZ – Cathedral Rock, Devil’s Bridge, Sedona International Film Festival

12.   Miami, FL – South Beach, Coconut Grove, Brickell Key


11.   Seattle, WA – The Space Needle, Pike Place Market, Lake Union

10.   New Orleans, LA – Bourbon Street, French Quarter, Bayou Sauvage National Wildlife Refuge

9.       Honolulu, HI – Diamond Head, Waikīkī, Makapuʻu Beach

8.       Los Angeles, CA – Griffith Observatory, Hollywood, Dodger Stadium

7.       Boston, MA – Fenway Park, Bunker Hill, Harvard Square

6.       Washington, D.C. – The White House, National Mall, Lincoln Memorial


5.       Orlando, FL – Disneyworld, SeaWorld, Universal Studios

4.       Las Vegas, NV – The Las Vegas Strip, Hoover Dam, Stratosphere Tower

3.       Chicago, IL – Wrigley Field, Millennium Park, Willis Tower (formerly Sears Tower)

2.       San Francisco, CA – Golden Gate Bridge, Fisherman’s Wharf, Haight-Ashbury

1.       New York City, NY– Empire State Building, Times Square, Rockefeller Center