Stephen Pankow

Examiner
DISC Type : cs

Director of used vehicle acquisitions at Basil Family Dealerships

Grand Island, New York, United States

Overview

Stephen Pankow is the Director of Used Vehicles at Basil Family Dealerships, leveraging an extensive career in the automotive industry, including a previous role as General Manager at West Herr Automotive Group. A graduate of SUNY at Buffalo, he is an experienced sales professional skilled in negotiation, sales operations, and retail.

Stephen is actively involved in the community, with his team supporting local first responders. He has also personally contributed to fundraising campaigns for charities like Cradle Beach, an organization dedicated to helping children with disabilities and those from disadvantaged backgrounds in Western New York.

He spearheaded the creation of an award-winning, direct-to-consumer vehicle acquisition strategy and a unique car-buying website for his dealership group.

Personality Overview

Tough To Convince

Process Oriented

Unexpressive

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  Being observant comes to them naturally. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Vehicle Acquisition
He developed an award-winning, direct-to-consumer strategy and a custom website to innovate his dealership's used car acquisition process.
Automotive Technology
Integrates modern technology, such as AI-driven vehicle inspection tools and APIs, to enhance the customer trade-in and valuation experience.
Community Support
Actively supports local first responders and has been involved with charities that assist children with disabilities in the Western New York area.

Media Appearances

It is with great excitement we would like to welcome Steve Pankow to the Basil Family Dealerships. Featured in Facebook

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Work History

8-2019 - 6-2023
Director of used vehicle acquisitions at Basil Family Dealerships
7-2019
Used vehicle director at Basil Family Dealerships
9-2010 - 7-2019
General Manager at West Herr Automotive Group
12-2000 - 8-2010
Manager at Paddock Chevrolet

Education

1997 - 2000
Business/Managerial Economics from SUNY at Buffalo
2008 - 2009
Business/Corporate Communications from Dale Carnegie Training

More Information

Social Presence :

Prographics :

Exp : 22 Location : Grand Island, New York, United States Job Level : Mid-senior Designation : Director of used vehicle acquisitions at Basil Family Dealerships
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Stephen

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Stephen take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Stephen

Personality Compatibility


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