Chief Executive Officer
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Don’s automotive career spans 30 years of success and accomplishment. His experience covers all the showroom job descriptions from sales person to General Manager. He was recognized by the various brands he represented as a top performer. He is a graduate of NADA Dealer Academy. In 1990, Don entered the consulting and training world with his first national contract with J.D. Power & Associates for The Acura Sales Awareness Program. He was 1 of 30 selected from over 1000 applicants. During the next 5 years he worked on projects for Maritz Sales Performance Improvement, St. Louis, MO., Sandy Corp, Detroit, MI and Carlson Learning in Detroit, MI., Deven International, Verona, N. J. and Performance Associates, Philadelphia, PA. The brands he consulted, and or trained for included Audi, Cadillac, Ford, Honda, Mitsubishi and Nissan. He was one of the first consultants working on GM’s “SME” or Standards for Excellence, which is still reaping success. He is the author of The Internet Department Retail Operations Guide.
In 1997, Don came off the road to return to retail utilizing all his consulting experiences. Don became the GM at a Northeastern Toyota dealership where he successfully implemented many of his process improvements initiatives. It was his exposure to the potential of e-Commerce for the auto retailer that changed his direction.
As the director of e-Commerce at Prestige Toyota in Ramsey, N.J. he enjoyed great success. He installed a comprehensive sales process that brought success to the bottom line as well as a dramatic increase in sales. They were recognized by Toyota in the August 2003 issue of Toyota Today. They were the fastest growing and one of the 5 most profitable Toyota Internet departments in the country. Don’s Business Development department was number 27 in the Ward’s E-100 that year.
While at the Flemington, Clinton and Princeton Family of dealerships he hired 25 associates and managers, contributed $4,000,000 a year in gross and saved $450,000 in expenses. His team spearheaded Website and CRM installation in 14 dealerships with 30 brands. He implemented digital marketing and analysis that provided greater lead conversion into sales.
Don’s next challenge was the growing Open Road Group where he was hired to be Internet Director for the European group of 6 locations. Open Road relied his expertise as they changed website providers and CRM tools. He implemented PPC and offsite digital marketing. HIs Business development philosophy enabled Open Road to be the largest pre-owned import sales presence in New Jersey. They were selling over 300 pre-owned vehicles a month.The eBay store in Edison had remarkable results as a result of attending Ebay University in Utah, in all Don sent 25 of Open Roads brightest to Salt Lake City.Two of his BMW dealers were recognized for top 10 retention performance. His division contributed 35% to 40% of sales a month. Don Graff’s reputation at Open Road attracted strong professionals who shared his vision and he misses his team he left behind to consult and advise nationally.
