The Car Salesmanuscripts

Car dealerships are a conundrum. For decades, they’ve prevailed despite changes in every aspect of what occurs at a new car dealership. The big question is whether they will continue doing business as they have, or will there be changes to a system that’s out of touch with buyers today?

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.

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.

“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.

Trying to eke out a living in your early 20s is rarely an easy task. Compounded with fresh debt and a lack of solid work experience, I decided to parlay my knowledge of cars into making money, taking a job selling cars. It was intended to be a gap job –turned out I liked it and, more importantly, I was good at it. Some customers stick out in your mind. The 1000 watt bombshell with fabulous frontage to whom I sold a convertible. A raven haired beauty who was equally as sharp a negotiator as she was a testament to the female form.