CBT Interview – Switch to a One Person Sales Model


Highlighting the Last Mile – How Nelson Automotive Group and Thomas Auto Group future-proof their operations.

Single Point of Contact selling is not for everyone, but neither is the traditional sales model in automotive dealerships. In this context, A2Z was featured on CBT news to discuss dealership experience. Natalia Giner, CEO of A2Z Sync provided a framework of who A2Z is and was joined by two of our favorite clients to give the audience real-world testimonies of going to a single point of contact sales model.

When we unpack the conversation, three main themes emerged.

Dealers have seen an emphasis on the online experience, but we have not committed to improving what happens in the showroom.

The dealer groups that are attracted to the A2Z model have kept their eye on the most important aspect of their operation – optimizing the last mile of the dealership experience. Yes, the online experience became more and more important during Covid but an unfortunate byproduct that many dealerships faced was the disconnected transition to the in-store experience.

Patti Tremonti of Nelson Automotive Group explained that the fear of not changing was greater than the fear of staying the same. Their group has always had an incredible focus on guest experience and after the decision was made to modernize – they went through the diligent approach to see the single point of contact selling model for themselves. The transition to a single point of contact saw a reduction in turnover and an increase in market share and profitability. Developing the skillset through training empowered a single person in the store to guide a guest through the vehicle buying process and F&I Process. Through partnership in training and a commitment to continual training – Nelson Automotive is one of our favorite success stories.

Dealership Experience is not exclusive to luxury or major metro groups

Stephanie Martz, President of Thomas Auto Group classified her stores to be in rural areas where relationships are premium. Stephanie is thankful for the Thomas Culture that is thinking about its operations with a five years-out mentality and staying ahead of the curve.

Hearing Stephanie’s insights highlights that relationships and people transcend. Store size, market area, and type of vehicles being offered to the market all require the right people and the right commitment. The Thomas Auto Group wanted the experience to be transparent, and less threatening for their guests and turned to the single point of contact sales model to facilitate their vision. Improving the customer experience future-proof the Thomas Auto Group brand.

The mindset is best if you are looking to do it right, not just to be different

The Nelson Automotive group sees intensifying and committing to training around the single point of contact model as the catalyst to empowering their team to deliver an excellent guest experience. Their mission was to ensure the last mile of the transaction was done right, with the right people. The Nelson team was comfortable knowing that not everyone is going to be on board with the change. They were also comfortable knowing that they are committed to training the right people to be empowered to do the right thing. The right thing for Nelson Auto Group is to deliver a transparent, easy, and efficient process for their guests.

A2Z is Built for Marketing
& Brand Leaders

Improve the CX of the dealership by delivering an experience that is faster and more transparent. Eliminate the conflict and friction by unifying the same technology that customers interact with online and in-store.
  • Leverage DigitalLane to provide customized journeys so your guests can experience a seamless transition from online to in-store
  • Take comfort knowing that the online strategy was built in-store first improving trust and partnership with sales leaders
  • Develop your brand with authentic promises of efficiency and transparency that is woven throughout every aspect of your messaging

A2Z is Built for Finance Managers

Present F&I Products consistently and within the context of every deal. Deliver information to guests faster by leveraging the A2Z integrations to avoid data re-entry and increasing the throughput of every F&I Manager.

  • Have a full view into the entire sales cycle in real time
  • Reduce the data re-entry and streamline desking, lending decisions and menu presentations
  • Stay compliant for every presentation every time

A2Z is Built for Sales Managers

Sales Managers have complete visibility of the sales process every step of the way. Build menus, measure effectiveness, and train to a consistent and cohesive process – In one process-oriented platform.


  • Centralization prepares for scale. Unify Sales Operations by using our simple and connected platform, creating a consistent training and development process for your entire dealer group.
  • In-Store: Predictability leads to increased profits. Standardize your Sales Process and deliver a consistent customer experience in every store.
  • Desking: Efficiency drives customer experience. Exponentially enhance your Sales Manager’s ability to build menus, while presenting customers with real-time finance options across multiple deals.

A2Z is Built For Operators

Operations leaders utilize the A2Z platform to systemize their sales process delivering a consistent guest experience. A2Z decreases transaction times and reduces costs by consolidating multiple tools into one. 

Reduce Costs

  • A2Z reduces your tech-stack expense by providing an all-in-one system.
  • On average, our partners eliminate the need for three vendors and save up to $1500 per month.

Increase Productivity

  • With A2Z, you can reduce the time it takes to sell a car by 1-2 hours per transaction.
  • By reducing the time it takes to transact, you have happier customers and effectively give that time back to your sales staff to get more done.

Monitor Progress

  • A2Z provides real-time data that measures every step in the sales process.
  • You can monitor events as they’re happening in your store.
  • You can coach employees on leveling up based on facts, not feelings, from meet and greet through digital signatures