The Unobvious Ones is a monthly look at movers and shakers who fly below the radar in the Canadian auto industry.
RUNNING THE NUMBERS TO BRING IN THE BUYERS
Determining incentives and interest rates requires a lot of financial juggling, and that’s what David Velasco loves about it. As manager of sales operations and incentives for Infiniti Canada, he uses his accounting expertise to determine the discounts customers receive.
“Nissan has a team of four people because of volume, but for Infiniti, I’m a one-man show,” Velasco said. “I work with the product marketing and sales teams to come up with customer . . . programs.”
Velasco’s family moved to Canada from Peru 14 years ago, and he washed used vehicles to pay for his education at McMaster University in Hamilton, Ont. “One of the courses I liked was management accounting, and I focused on that and completed my CPA (Chartered Professional Accountant), CMA (Certified Management Accountant) right after university.
“I worked at BMW for two-and-a-half years in the accounting department, and was approached by Nissan Canada asking if I wanted to join their financing,” he said. He worked in finance within Nissan/Infiniti before moving to the management team, and has been doing vehicle incentives for almost three-and-a-half years.
Velasco starts with Canada-wide incentive programs and then puts individual plans in place for each of four regions, depending on what’s selling and what’s not.
“Every vehicle has a target each month, and if we surpass that target, what we have in place is working,” he said. “If it’s not, we need to adjust the program. Of course, it has to be in the budget, and with the CPA background, I’m capable of getting the program to that.
“Infiniti has been growing year-over-year over the past six years, and as the brand continues to grow I see myself growing with it. When you try to outdo yourself on a daily basis, Infiniti is the place to be.”
IN TOUCH WITH THE HUMAN TOUCH