Neal Guthrie

Commander
DISC Type : D

Vice President of Aftersales at BMW of North America, LLC

Woodcliff Lake, New Jersey, United States

Overview

Neal Guthrie is the Vice President of Aftersales for BMW of North America, leveraging 17 years of experience in vehicle validation and quality management. He is a strategic leader focused on process efficiency and team collaboration, holding a Bachelor of Engineering from North Carolina State University and a certification as a Gallup-Certified Strengths Coach.

Personality Overview

Risk-Taker

Very Quick

Candid & Clear

They are very proud of what they do.  They are not focused on building rapport and relationships. They respond better to strong and respectful interactions.

Topics They Care About

Aftersales Strategy
Leads all aftersales operations for BMW and MINI's U. S. dealer networks, frequently speaking at events like the National Aftersales Conference on the future of the industry.
Customer Experience
Drives initiatives focused on building lasting customer loyalty and delivering exceptional service, which earned him a BMW Group Quality Award for Customer Care in 2016.
Leadership Coaching
As a Gallup-Certified Strengths Coach, he is passionate about developing talent and fostering positive, high-achieving team environments based on individual strengths.

Media Appearances

BMW of North America Announces New Executive Appointment. Featured in BMW Group Press

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BMW of North America Announces New Executive Appointment. Featured in BMW Group PressClub (USA)

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Neal Guthrie Named VP Customer Support and Aftersales at BMW North America. Featured in Collision Week

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Work History

10-2023
Vice President of Aftersales at BMW of North America, LLC
11-2018 - 10-2023
National Director, Technical Service at BMW of North America, LLC
7-2014 - 11-2018
Quality Director-BMW Plant Spartanburg / Department Manager - Quality Management and Systems at BMW Manufacturing Co., LLC
11-2012 - 6-2014
Section Manager, Quality Management at BMW Manufacturing Co., LLC
9-2008 - 11-2012
Section Manager Total Vehicle Validation at BMW Manufacturing Co., LLC

Education

1994 - 1999
Bachelor of Engineering (B.E.) from North Carolina State University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Woodcliff Lake, New Jersey, United States Job Level : Senior Designation : Vice President of Aftersales at BMW of North America, LLC
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Insights For Selling To Neal

During A Call Or A Meeting

DO's

  • Be respectful but crisp
  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Hold your ground without indulging in one-upmanship

DONT's

  • Avoid being too verbose
  • Don’t be in a rush to invite them for a social meet and greet
  • Avoid being a storyteller and don’t try to oversell

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Neal is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Neal

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Neal move?

  • They can take decisions very fast if you manage to convince them.
  • Can Neal take some risk or not?

  • The risks don’t matter much to them.

You And Neal

Personality Compatibility


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