Five Questions

Straight out of college with a teaching certificate in hand, John Scanlon made a detour from the chalkboard and decided to take a different highway to success. As luck would have it, he answered a classified ad in The Wall Street Journal and signed up with the Ford Motor Company as a management trainee.

After eight years on the manufacturing side of the business, he steered into management and purchased two Lincoln Mercury dealerships in Massachusetts. In 1980, Scanlon purchased his first dealership in Fort Myers. He's now president of Scanlon Automotive Group, which has grown into four new-vehicle franchises, selling Acura, Lexus and Mazda autos, as well as a large "preowned-vehicle" operation.

Recently named by Southwest Florida Junior Achievement as a 2004 Lee County Business Leadership Hall of Fame laureate, Scanlon is dedicated to giving back to the community.

1What do you get out of being charitable?

I'm glad that my business is successful enough to afford me the opportunity to give financial support to local charities. It's a good feeling, and I can't imagine not being able to contribute. Obviously we can't support every cause, so we've chosen The Lee Memorial Health System's Children's Hospital, the United Way of Lee County, Habitat for Humanity and the American Cancer Society as our key recipients.

2How do you rise above the negative image many people have of automobile dealers?

I have a knack for recognizing talent and finding just the right person for the job. At the end of the day, it all comes down to customer service. We find the talent, respect and nourish that talent, and genuinely care about our staff and our customers. Referrals and repeat business are the backbone of our business. It may sound like a cliché, but you're only as good as the people that work for you.

3Has the Internet affected the automotive industry?

Years ago, the industry was fearful that the arrival of the Internet would mean the end of dealerships, but in reality, people prefer working with a salesperson. We do see customers using the Internet as an information source, which speeds up the sales process. Today's customers are savvier. They know what they want and have done their homework.

4What trends do you see in the future?

In my opinion, I see a decline in the luxury SUV market due to increased gas fears. But at the same time, I see an increase in crossover vehicles, which are smaller SUVs that are usually built on a car platform instead of a truck chassis. It's more or less a return to the family station wagons I grew up with.

5What are your future plans for the Scanlon automotive family?

My father used to say that it's a lucky man who can spend his life doing what he likes best. Not only am I one of the fortunate ones, but also I'm thrilled that my son, Jay, has been bitten by the dealership bug. I'm looking forward to working on my golf game. But knowing me, I'll always be on the sidelines watching over the business.