Interview with Brian Rott

     I thought it would be a good idea to seek some advice from one of the premier golf car dealers on the West Coast. Brian Rott is the President and second-generation entrepreneur heading up a well- respected company celebrating their 50th year in the industry.

Brian, tell us about your company, Cart Mart.
      [Brian Rott]: Cart Mart Inc. is Southern California's source for Yamaha, Fairplay, EVE LSV and Taylor-Dunn, golf, transportation and industrial vehicles. With 38 full time employees, we are one of the largest distributors in the region, specializing in sales, service, parts, and rentals of all major brands since 1959. Cart Mart has become a leader in its industry.
What does your customer base look like?
      Customers include schools, military, hospitals, golf courses, shopping centers, apartment homes, stadiums, resorts, airports, manufacturers and private individuals, to name a few.
Tell us about the services you provide?
      Cart Mart, through partnerships with its sister company Superior Onsite Service, has the most complete fleet of service trucks on the road. Our service department strives to complete its service calls within 48 hours, making our reliable onsite service a valuable part of doing business with Cart Mart. With a growing rental fleet of over 450 golf, transportation and utility vehicles, Cart Mart has one of the largest dedicated rental fleets on the West Coast. Its Parts Department is additionally impressive, carrying both new and reconditioned replacement parts for all makes and models including batteries, tires, and accessories for all brands.
Tell us about how Car Mart started?
      Cart Mart Inc.'s founder, Ben Bellman, my grandfather, entered the golf car industry in 1959; it was based purely on his desire to play more golf. Over the next 50 years, the demand for golf cars exploded and they rapidly morphed into other uses. Resorts, amusement parks, nurseries, apartment communities, schools, manufacturers, airports, convention centers, stadiums, parks, ship yards and shopping centers became users along side of the traditional golf courses, and my grandfather hardly ever played golf again. Instead, he dedicated his life to building Cart Mart into what it is today. His core values can still be seen in our business on a daily basis. Our commitment to quality brands and well-trained expert staff, have fueled our steady growth. In fact, we are proud to say we have seen double digit increases in each of the past 8 years.
What is your background in the industry?
      I have been honored to serve as the company’s President since 2008 and have been involved in the growth of Cart Mart for the past 7 years. I started working in the company in 1991 and have served every position of the company. Our company is privately held, and is owned by my grandfather Ben Bellman and me.
You should be proud of such a rich family tradition?
      It made me even more proud when we were the recipients of the San Diego Business Journal’s 2008 Family Owned Business Award. Cart Mart Inc. is not just another golf car dealer. Cart Mart Inc. is a pioneering organization with goals to become the most recognized and profitable, service oriented golf and industrial car distributorship in the country.
What are the some of the changes you have seen in the industry during your career?
      The Internet - I have seen customers use the internet on a regular basis to become better educated about the products, more are more savvy buyers, and of course lately – they are even more price conscious.
What is your company doing to cope with the current economic conditions?
      We are going back to basics. Going the extra mile to enhance the customers’ satisfaction and increase their confidence in us. 
Nowadays, customers are just as concerned that the company they are buying from is going to be around to service them as they are about price. You need to be able to exhibit stability and offer a fair price if you are going to get the business.
What advice would you give to other dealers?
      Honesty is the best policy. Your customer can smell a rat, no matter how clean he might look. Take care of your employees, and your employees will take care of your customers while your customers take care of you.
What changes do you see over the next 3 to 5 years?
      I see the market for golf cars flatting out while the NEV / LSV markets gain momentum, due in part to the “greener” market demands and new products with alternative energy transportation innovations. 
Certainly the government tax incentive that is part of the stimulus package is helping a lot. In fact, the next two – three years are critical for NEV / LSV manufacturers to position themselves as quality, inventive brands because the stimulus that makes the vehicles accessible at an affordable price will go away. Once that money is gone - either the products are viable and stand on their own merits, or the market deflates like it did when the Ford Think and GEM were first introduced.
      I want to thank Brian for his cooperation, candor and insights in making this article possible. If you know of a dealer who represents the leadership qualities that should be shared with others, send me an email at keitha@fairplaycars.com with a brief reason.