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Top managers are hard to find

28th March 2002, Page 55
28th March 2002
Page 55
Page 55, 28th March 2002 — Top managers are hard to find
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Which of the following most accurately describes the problem?

• Franchised truck dealers are finding it increasingly difficult to recruit top calibre managers from within the trade. As a consequence some of them are looking to pull in talent from other sectors of industry, and employing consultants to help them do so.

Fareham, Hants. Mercedes-Benz dealership Pentagon has gone this route, and with some success, reports director Maarten Seward. lie used outsourced recruitment specialist Spicer to help him find a business manager and a sales manager with sound finance and leasing backgrounds as well as management skills.

"It's much easier to teach people about the workings of a dealership and the vehicles it sells than it is to teach them about management and finance," he contends.

Spicer provided five applicants for each role within 12 days of Pentagon's request. Each one went through a series of interviews, and took psychometric tests, and both positions were filled shortly thereafter.

"I didn't see using consultants as an expense, but rather as a cost-saving

exercise," reflects Seward. "It's worth an initial investment to make sure not only that we get the right person for the job, but also that the job is right for the person."

He's enlisted Spicer again to help him fill another post within the firm.

"It's certainly worth considering outsourcing recruitment in this way, and bringing in ideas from other industries is likely to stimulate your business," observes one well-known dealer. "The truck trade doesn't have a monopoly of wisdom, even though it likes to think it does.

"However, it makes sense to take a close look at the talent that may already exist within your dealership first." he continues.

"You may have perfectly good people working for you dying to take a shot at the job you're trying to fill, and who would turn in an outstanding performance if offered the opportunity," he expounds.

"Deny them the chance of promotion, and they may become frustrated and decamp to the opposition. And that's the last thing you want."

Tags

Organisations: Pentagon
People: Maarten Seward

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