In Defense of Car Dealers
So an Internet proponent who works for an Internet company sneaks his way onto a car dealership payroll to expose the secret world of the automobile deal (“Elegy for a Dream Weaver,” by Philip Reed, Nov. 19). His self-anointed conclusion is not credible but only self-serving and biased. Auto salespeople did not invent the art of negotiation. This process has been with us since trading and sales began.
One-price selling is not what the public demands, and it has failed each time it has been tried. If you think turning over the sales process to the manufacturer will be kinder and less confrontational, please consider any industry’s ability to police itself. The automobile salesperson is not in danger of death. Hypocrisy and self-interest are what need to die.
Larry LoCicero
Moreno Valley
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Like Reed, I wanted to “weave dreams” and deliver them to others. All that he described mirrors my brief experience as a car salesman. But he left out the extremes of good and bad in retail auto sales. There is tremendous satisfaction in helping a guy purchase a luxury sedan loaded with leather, electrical parts and plenty of style to make him feel special, especially after he has spent a lifetime driving worn-out econo-boxes. An immigrant who spoke broken English gave me a hug and started to cry with joy when I handed him the keys to his car.
On the other hand, I also saw sales managers, finance managers and crafty “closers” sometimes push people into deals that made me shudder. They packed contracts with overpriced dealer add-ons, dubious warranty packages, junky alarm systems, sky-high financing and leases that would baffle an accountant. After a few months, I woke up and moved on.
Don Ciaffardini
Long Beach
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I’m absolutely shocked at how you allowed Reed to trash the scapegoat of the business world, the car salesman. For one thing, he has a great conflict of interest. He states that car salesmen will be replaced by the Internet--and he works for an Internet car-affiliated company. Would you hire George W. Bush to write an objective article about Al Gore? As a former car salesman, I know how hard it is to make a living selling cars. The hours are enormous and sometimes there is little pay. The open trashing (mentions of Willy Loman and “sleazy salespeople,” the monkey illustration) was downright shameful. You make car salesmen out to be crooks and liars.
We didn’t lie, but I’ll tell you who did: the customer! About credit! About buying a car! About the value of their car! But according to general sentiment, it is the salesman who is devoid of morality. How dare you reinforce Reed’s subjective propaganda.
Adam White
Via the Internet
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Forgo your biases and really look at the automobile industry. First, there is no ageism. My husband has worked in it for 10 years. It’s the only industry that did not discriminate against him because of his age when the Southern California aerospace industry went kaput and he needed to find another job. There is also no sexism, racism or homophobia in the auto industry.
As for profiting from everyone who walks through the door, how misinformed can you be? My husband frequently works five to six hours on one transaction with a potential car buyer, and then pockets a grand total of $50 for his efforts, his expertise and his patience. You call that greedy? Or sleazy? Is making a profit to stay in business greedy? Is it sleazy? If so, then every industry on this planet must stand up and accept those labels as well. I think it’s time these slanderous comments about the auto industry and its employees were seen for what they are--mean-spirited, discriminatory and inaccurate.
Elaine Sonne
Via the Internet
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I recently purchased a car that was more expensive than my last three cars combined. Knowing the exact make and model I desired and being completely comfortable with our new electronic medium, I entered into a transaction without a middleman. I began the dance of a buyer with a major online car site.
The dance began well, with my filling out my order the way I wanted it. I was so happy that I called my wife at work. The next day, when my “online consultant” was to confirm my order, he informed me that my order could not be filled unless I added certain options that I did not want. My hassle-free transaction became a “car deal.” The only difference was that I had no idea who this joker was. I immediately purchased a car through my local dealer, thereby benefiting my community, the tax base and labor base. And I paid less than I would have online. I feel that the Internet will tell you the price of everything and yet reveal the value of nothing. At the very least, we will become more informed consumers. Conversely, the market will become more keen and sensitive to our wants and needs as customers.
Andy Killion
Ventura
