Building a Lasting Trust and great service equals a successful future

Posted on December 1, 2002 by Denise Kano

"I’ve been in business for 20 years and I’ve known Pete for 20 years,” says Jim Moseley, owner of James Limousine Service in Cherry Hill, N.J. Moseley is referring to Pete Corclli, president of Lakeview Custom Coach in Oaklyn, N.J. “I’ve always been impressed by Pete’s service, and as he developed the sales and service capability and became a warranty shop, not only for Krystal but for Lincoln and Cadillac, it was a no-brainer on my part to use his services, both to purchase cars and to have maintenance done on them.”

This long-standing business relationship began when Corelli was an operator and working in the service end of the business. Moseley was just starting out. “He wanted to buy car, but I didn’t feel he had the capital that was needed to purchase a car and run a business,” Corelli explains. “So I leased him a vehicle with my insurance and everything all inclusive.” Moseley kept the cash he would have put toward a new vehicle and getting his business started, and he was able to build up capital and customers before he ordered his first new vehicle.

“Basically, that was the beginning of the relationship,” Corelli says. “Prom then on, we had a comfort level. He has trust in me and I have faith in him.” At that particular point, however, Corelli was not selling limousines. “His first couple of cars, he didn’t buy from me when he went outside of my fleet and was going to buy his first car,” Corelli explains. “But when I got more involved in the sales of it, we had a trust level because I did all the warranty and service work from day one. I still do all the service on his vehicles.”

In the early days of Corelli’s sales career, he was looking for a company with foresight, innovation and change. “Krystal was that company,” he says. “They were the up-front guys who were never afraid of change. If they felt that the car had to be done this way this year, they would build it that particular way. They’re a sales-driven manufacturing company, which is basically, in my estimation, what you need in order to give the public what they want. They’ want to be on the cutting edge every year.”

At first, some people doubled Corelli would be able to sell Krystal in Atlantic City. “It’s a very conservative market, even though it doesn’t sound like it,” he explains. “They were used to what we sold them, because I had 90 percent of the business that time in Atlantic City. But I fell that Krystal was going to be the future of the limousine industry, and I made the right decision.”

Moseley says he keeps coming back to Krystal products for two reasons. “It’s an excellent car and the service is eight miles away,” he explains. “Krystal has stepped up to the plate in all cases. If there ever been a problem with a vehicle, I’ve never been disappointed. And Pete’s the kind of guy that you’re not just there to beat him down on price. He becomes your partner in the development of your company. He’s there to help you and he’ll go out his way. Buying a car is a two-way thing. If you don’t trust the person who’s selling it to you, they’re not going to trust you two years later. I’ve always believed in that kind of relationship. This is a partnership, especially in a small industry like ours whether aren’t that many people out there, you’ve got to develop the relationship with who’s selling you the car and who’s providing the service, as well your customers.”          

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