I’ve
been thinking about buying a new Ford Fusion lately. Don’t misunderstand. I don’t need
a new car and don’t intend to buy one. But, heck, who doesn’t dream about
it from time to time?
If
I were going to purchase a new
automobile, I wish I could do it the way BJ Vinson, does it in my book,
THE ZOZOBRA INCIDENT. The following
scene takes place near the beginning of Chapter 20 on page 196.
******
I dressed and
drove to a Chevrolet dealership on Lomas Boulevard NE. I’m a creature of habit.
My first car had been a Chevy Impala, as had been my last. Unless the new ones had
a serious defect, my next one would be, as well. With the insurance company
check for my wrecked car in my pocket, I parked the rental Ford and went
inside. Fred, the friend who had sold me the last two cars, was no longer with
the agency, so I dealt with a total stranger. That might be a good thing. Fred
and I knew each other’s tricks so well there wasn’t much to our negotiations.
So instead of being disappointed, I considered dealing with a new salesman as
an opportunity.
I walked straight
to a silver Impala with gray trim. The man, who had introduced himself as
George Uttley, trailed along in my wake. “I want this one.”
He took another
look at the business card I’d handed him when we introduced ourselves. “No you
don’t. Come with me.”
I followed him to
the back lot where he stopped before a white, four-door clone of my wrecked
Impala—except, of course, the new 2007s had undergone a major redesign.
“I see you’re a
PI, so this is the baby you need. This Impala SS is powered by a new
303-horsepower 5.3 liter V8 engine, but it’s got what we call Active Fuel
Management technology. That regulates between eight-cylinder and four-cylinder
operation for improved fuel economy. She’s got the power when you need it and
has pretty efficient gas consumption when you don’t.”
Uttley might prove
a worthy opponent after all. He’d zeroed in on my needs with one look at my
card. Point for him.
“The ‘07s have a
tire-pressure monitor, a new 7.0 Generation OnStar system offering Turn-by-Turn
navigation, 16-inch 5-spoke cast aluminum wheels, XM Satellite Radio, and
leather-appointed seats as standard equipment.”
“I don’t need a
sales pitch.” I needed to take him down a notch or two. “I’m going to buy a
car. An Impala, in fact. Driven them for years, and I’m comfortable with them.
It all boils down to the deal, Mr. Uttley.”
“Is there a
trade-in?”
“Only in the form
of an insurance check. Some joker totaled my car.”
“Are you financing
with us, or do you bring your own?”
“My options are
open.”
“So you want us to
place the financing for you.”
“Possibly.” I
glanced at the sticker, took in the optional equipment—this one was loaded—and
started the dance. “I’d guess this was a custom order that fell through.”
Aha. He had a
“give.” A wrinkle appeared between his eyebrows as he suppressed a frown.
“Whatever the reason, it’s available. And it won’t stay around for long. Not a
beauty like this.”
I took in the
total at the bottom of the invoice and named a figure.
“But that’s below
our costs,” he objected.
“It’s got some
luxuries I don’t need. I’m willing to pay for them, but only at a discount. As
far as the invoice price, you’ll more than recoup what I’m offering with your
year-end bonus package from the manufacturer. Take it or leave it.”
“I’ll have to
consult with my manager.”
“Why don’t we both talk to him?”
******
Neat
approach, huh? I hope you enjoyed the by-play between BJ and the car salesman. The next time I buy a car (providing there is a next time), I
intend to use this approach. Given my past performance, I’d probably fumble the pitch and ask
the Ford dealership salesman for a Chevrolet product.
As
always, thanks for reading. Let me know what you think of the post.
New Posts are
published at 6:00 a.m. each Thursday.
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