Valuable lessons help Wind dealerships flourish

In the first 10 years after graduating from Notre Dame University, Larry Wind worked for the Ford Division of Ford Motor Company. Of all the valuable lessons he learned, one stood out. “In a corporate setting you learn that no one person can do it all,” said Wind. It was a lesson that would serve him well.

In 1976, Wind left the corporate world and formed, with a partner, Woltz and Wind Ford in Heidelberg, Pa. In 1983 a second dealership, Washington Ford, in Washington, Pa., was added. But Wind never forgot that an organization gets the best results by hiring good people who are empowered to make good decisions. That has been the case at both of his franchised new-car and truck dealerships, which have flourished in the intervening years.

Yet another, equally important lesson was learned, said Wind, at his alma mater in South Bend, Ind. “You want to treat others as you want to be treated. That’s our mission statement at both dealerships.”

Today, as the sole owner/principal of the two Ford dealerships, Wind is unabashedly enthusiastic about the rebounding Ford brand and its future. “We went from very nearly being the No. 1 automotive manufacturer in the world,” he said, “to a period of miscues and mismanagement.” However, Wind believes the appointment of Alan Mullally as the Ford Motor Company’s CEO is only the beginning of big things ahead.

“Mullally is the right man at the right time, and he is surrounding himself with the right people,” Wind said. “We are genuinely excited about products we have, products coming in the near future, our quality ratings, and our safety ratings.”

Frank Davin, general sales manager of the Woltz & Wind Ford dealership, is every bit as enthusiastic about prospects for the future. “In my 30 years in the business I have never seen product as good as it is today, or more generous incentives,” Davin said. Among Ford’s offerings, Davin points to the 2008 Focus, which has a fuel efficiency of up to 35 mpg, as a vehicle that is right for these times of soaring fuel costs. “My next car is going to be the Focus 4-door,” said Davin, “because I feel the pain at the gas pump like everyone else.”

Another Ford in the current pipeline is the 5-passenger 2008 Fusion. “It is a fantastic car,” said Davin, “and we’ll put it up against any import.” Aerodynamically designed, powered by the 3L 16-valve Duratec i4 engine, and with a five-speed manual transmission, the Fusion has a 160-hp rating and EPA-estimated fuel economy of 20 city/29 hwy mpg. For bigger needs, the Escape Hybrid, combines SUV capability with outstanding fuel economy and low environmental impact.

Safety is another issue on people’s minds, and the 2008 Taurus, a family sedan, earned the National Highway Traffic Safety Administration’s highest 5-star rating. The revival of the once highly popular Taurus brand, Davin noted, will continue with the 2009 model.

The 2009 Verve, a subcompact, or B-segment, car that will be newly introduced in North America, is getting a lot of talk. Also for 2009, Mustang aficionados have the option of a glass roof, available on V6 and GT models. It provides a convertible feel with hardtop all-weather drivability. A crossover vehicle, the 2009 Flex, which seats up to seven people, will make an appearance this summer. It will be the largest in Ford’s expanding lines of crossovers.

And, Davin said, Ford trucks, as always, have a special place in the market. One of the most notable, the F-150, is the best-selling vehicle of its kind. Redesigned for 2009, the F-150 is the best 150 ever.

There is no doubt that these are competitive times for franchised new-car and truck dealers, Davin said, but the competition is healthy. “We look at competition as a way for us to improve our own performance.” So motivated, Woltz & Wind Ford, Davin said, has consistently run first or second in volume in the Pittsburgh area.

Davin, a 25-year employee at Woltz & Wind, appreciates Larry Wind’s empowering approach to doing business. “We are treated like professionals here,” he said, “and we are empowered to do what we need to do to help the company and the consumer.”

Gene Russo, general manager of Washington Ford, shares Davin’s enthusiasm. An employee for 23 years, Russo is proud that the dealership, like its Heidelberg counterpart, has earned the loyalty of customers and recognition by the industry. “We’re one of the highest volume Ford dealers in Pittsburgh,” said Russo, “and number-one in Washington County.” The sales volume reflects the emphasis on satisfying the customer. Washington Ford has garnered the Ford President’s Award, which recognizes dealerships that consistently deliver exceptional service to customers, six times. It’s a testimony to the ongoing effort to treat every customer with dignity and respect.

Russo adds to that his own early background in the grocery business, where cleanliness is paramount. So it is no surprise that the Washington dealership is spic-n-span, with nary a light bulb dark or a vehicle misaligned in the showroom or on the lot.

Of Washington Ford’s 53 employees, Russo said 65 percent have been with the dealership 10 years or more, which contributes mightily to consistent customer service.

Russo’s own long tenure is due, in large part, to the low-key, take-care-of-the-customer approach to doing business. “I really enjoy this business, and Larry Wind has been a great mentor for me. He has empowered me to make decisions at this dealership. He surrounds himself with good people, and so do I.”

He is also surrounded by what he believes is an increasing number of quality Ford products. “These days,” said Russo, “the warranties are better than ever, and we do less and less warranty work. That’s how good the products are.”

So what’s his advice to buyers in the market for a new car? “When shopping, make sure you drive a Ford and experience what I’ve experienced.”