Disagreements, divorce and downfall.
Nissan did not like having so little control over its increasingly significant UK business and found Botnar’s forceful style of negotiation distasteful. In 1990 the Japanese company offered to buy Botnar out, or at least take a stake in Nissan UK, but Botnar demurred, determined to retain full control over the franchise. To this end, he refused to renew contracts with the independent dealers that had been key to the company’s early sales growth and began replacing them with his own dealerships.
These dealerships, owned by a Nissan UK subsidiary company, the Automotive Finance Group, were large and aggressively managed, with onerous sales targets. Botnar showed little patience with any dealership manager who failed to Continue reading “The Bridgehead Falls (Part Three)”