An hours-long buying process is still common at dealerships, even as customers show up having already made their decision online. Sales tactics that haven’t changed in decades and growing federal scrutiny over pricing transparency are pushing many dealers to adapt how they do business. Gabriel Polanco, Sales Manager at City Kia of Greater Orlando, has spent the last six years watching those pressures play out in one of the country’s most active markets. As a 2024 CBT News 40 Under 40 honoree, Polanco has built a process at his store around cutting down deal time and keeping customers coming back, even as the market around him gets more competitive. Polanco joins…
