Though women have played an integral role in the car dealership business for decades, they make up only about 20% of that workforce, according to the National Auto Dealers Association. And the roles they hold are mostly in operations and administration rather than strategic leadership. But as Eleanor Gulla, managing partner of Larchmont Chrysler Jeep Dodge Ram points out, women influence 85% of car purchasing decisions—making it essential that they be better represented in the industry itself. “We need to create a workforce where women feel valued, and that requires breaking down certain stereotypes and barriers,” Gulla says. “We’ve made tremendous progress. After all, Mary Barra is the CEO of General Motors. But it doesn’t happen overnight.”
One year into her chairmanship of the Greater New York Automobile Dealers Association Board of Directors, Gulla is positioned to effect positive change. As car-selling trends continue to shift towards transparency and trust, there’s a real need for salespeople who are good listeners and can offer customers a level of psychological comfort—traits often naturally ascribed to women. “As a female in this industry, you have to try harder to prove yourself,” admits Gulla. “But you keep pushing, and eventually, if you’re determined, you will succeed.”
Go to NADA Workforce website to learn more about resources for women in the auto industry.
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