Why did we have an eleven-year-old, scratch-and-dent, no-maintenance-records, twelve-cylinder Jaguar on our lot? Blame our naive sales manager, who always paid top dollar for trades. In his haste to revolutionize the way people bought and sold luxury cars in Dublin, Ohio, “Steve” tended to ignore the established car-sales playbook. At the time, I thought he was bold; I now realize he was stupid.
It’s famously said that the SCCA road-racing rulebook is “written in blood”. Every rule in the book is a lesson learned from a tragic occurrence. By the same token, every rule in the car-sales biz is written, not in blood, but in red ink. There’s one rule in particular that is written in so much ink that it’s bled through the page, and that is: Don’t take used cars to customer homes for test drives. If you look closely, you will see an asterisk to that rule, added by me, and at the bottom of the metaphorical page, I’ve written: * this goes double for Jags.