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RetailDoing It Their WayDoing It Their Way
One-price selling is alive and well for two Ward's Dealer 500 auto retailers of note, Gordon Stewart and Tom Kelley. Done by sales staff using market values instead of list prices, the Stewart and Kelley systems have been in force for years as profit-generating successes. The old concept of one-price based on grosses failed because salespeople couldn't or wouldn't get off commissions as their chief
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