Newspaper article THE JOURNAL RECORD

Oklahoma City Buick Zone to Consolidate with Dallas Zone

Newspaper article THE JOURNAL RECORD

Oklahoma City Buick Zone to Consolidate with Dallas Zone

Article excerpt

The Oklahoma City zone of General Motors Corp.'s Buick Motor Division is one of the first two Buick zones in the nat ion to be consolidated with an adjacent zone, in an effort to provide Buick dealers better service and simultaneously cut costs, according to George Dunlap, former Oklahoma zone distribution manager.

Buick is consolidating its Oklahoma City zone with the Dallas zone, and the Newark, N.J., zone with the New York zone.

Eight members of the Oklahoma City staff will remain in the area, serving Oklahoma dealers from the Dallas office. The other eight have been "relocated to other Buick units," Dunlap said.

Dunlap was transferred to the company's headquarters in Flint, Mich., to serve as one of 12 members of "Project Spearhead," as the new approach to dealer service is called.

"It is a study and implementation group," he said. "It's main thrust is to design and implement telemarketing communications methods of contacting dealers.

"Each member will contribute to the project as a whole," said Dunlap, whose specialty is in distribution.

Dunlap says his stint in Oklahoma familiarized him with the unique needs of small dealers.

The reorganization was reportedly prompted by intensifying competition in the auto market, as well as by GM's overall cost-cutting efforts.

While the new program will eliminate the need for each zone to have a full support staff, it will also allow smaller dealers to be contacted every two weeks - attention they have not previously received, according to Will J. Atkinson, Buick Motor Division general sales manager.

In the meantime, staffs serving the consolidated zones will be able to concentrate efforts more directly to the larger dealers. …

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