In this episode of Autosure Presents, Kerri sits down with Ralph Wiggins, Assistant Used Car Manager at Melville Hyundai and one of Western Australia’s most seasoned automotive professionals.
With a career spanning more than 30 years across the United States, Japan, and Australia, Ralph shares a rare, first-hand perspective on how the automotive industry has evolved, from the handshake deals and family-run dealerships of the late ’80s to today’s data-driven, highly regulated, and tech-led environment.
Ralph reflects on his early days selling cars in America while at university and his return to the automotive industry after relocating to Australia in the late ’90s. The conversation explores major industry shifts, including the introduction of GST, the rise of sales training and compliance, the impact of technology and CRM systems, and how customer behaviour has changed in an age of endless choice and online research.
The episode also dives into leadership and management lessons earned on the floor from building strong dealership culture and managing people under pressure, to mentoring younger staff and adapting to a new generation that values time and flexibility over traditional incentives.
Packed with insight, lived experience, and practical wisdom, this conversation is essential listening for anyone in automotive sales, dealership management, or business leadership navigating an industry in constant change.
Show more...