A wad of hundred dollar bills flew through the air, landing in the center of the conference room table. It was the start of a new month, and the Dealer Principal was making what was to be our main focus quite clear.

“You’ve got an entire row of used cars out there that hasn’t moved in far too long,” he thundered at the sales staff. Producing a sheaf of papers from his jacket pocket, a list featuring about a dozen vehicles that had been on the lot approaching 100 days appeared. “These are all in Recon as we speak, getting turned into cream puffs. That cash goes to the person who sells the most off this list.” A bounty,  then. Game on. (Read More…)

photo source: Wikipedia

Statistics Canada reports that there are more than 26 million registered vehicles deemed fit to ply our 900,000km of Canadian roadway. Not bad for a group of souls who wear wool socks for six months of the year and feast on poutine. Transport Canada sets regulations for such things (the cars, not the poutine) and is thus charged with crashing, smashing, and otherwise ruining brand new vehicles with single digits on their odometers – all in the name of safety, of course.

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There’s not really any sense, I’ve learned, in trying to be subtle in this business. Bull in a china shop, full speed ahead, damn the torpedoes is the modus operandi – at least when handling the antics of competing dealers.

Fresh out of business school, where my head was crammed with strategies and theories whilst my appetite was sorted with mucho beer and pizza, I had tons of ideas and concepts I wanted to employ. “Build your brand”, they said. “Be top of mind”, they exhorted. In my early efforts to do both, I took full advantage of all opportunities, earning business and pissing off competitors.

Being employed at the smaller of the two dealerships representing our brand only strengthened my resolve. They were the rich cousin but I wasn’t about to let that stop me. I was in my early 20s and knew (knew!) that I was the best car salesman … in the world. (Read More…)

“This place smells like a distillery!” roared the Dealer Principal, hurling a previously useful phone book across the office. The veins in his neck popped out like redwood trees and I thought he was going to have a coronary right there on the spot.

“Clean yourself up or you’ll be looking for another job by 5 o’clock!”

In reality, his rage was not directed at me but rather at a co-worker who, by all accounts, seemed to have rolled into work that Saturday morning straight from the downtown bar district. (Read More…)