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In the car business, just about every dealership has “that” employee. You know, the one that complains about everything. The one that’s never happy. The one most sales trainers, consultants and managers would call “cancer”. The advice that 99% would give in regards to “that guy” who, no matter what you tried, just isn’t positive and seems to hate everything would be to fire him. The last thing you need is some jaded veteran salesman spreading dissension and negativity around your dealership.

The guy who says things like these:

“Any sales managers know if the car dealer or general manager are screwing the salespeople by using hidden packs or inflating reconditioning costs of used vehicles, but they do not have the balls to say anything. Their balls have been cut off by the dealer or his puppet general manager before they get their titles.”

“25% commission after the $500 pack means, your dealer is taking away $125 of your hard earned money on every vehicle that you sell. If you are selling 12 units, you get screwed $1500 a month which translates to $18,000 a year, just like that!”

“Car dealers do not allow salesmen in the business office not because they are afraid that the salesmen may screw the girls that are working there, they are not allowed because dealers are afraid the salesmen may look at the files and figure out how they are getting screwed on their commissions.”

Do you know this guy? Do you have one at your dealership? Have you heard of this Great White Shark who lives in car dealerships?

Well, Jaws wrote a book. No kidding.

The book, titled “Kar Guys” and written by Mehdi Roufougar is scheduled for release (according to his Facebook page and Twitter account) .. “soon”.

[Note: There are more choice quotes that I didn’t mention as well as a glowing recommendation of the book from somebody.. probably his neighbor.. on his website if you feel the need to spit your coffee at your computer monitor.]

It’s target audience isn’t consumers. It’s not meant to “educate” people how to buy cars or anything like that. This book’s sole purpose is to “enlighten” commissioned employees of car dealerships in the many ways they are, have been, and will continue to get screwed by their employer.

I was going to contact the author to talk to him regarding his book but his website advised that:

“Any dishonest car dealer,corrupted general manager,crooked sales manager or kinky closer who got offended from the kar guys book or this website feel free to call 1-800-kiss my ass.If the phone is busy,hang up and try again may be away from my desk or on the other line talking to another asshole.”

…so I changed my mind.

Someone this jaded, bitter and hostile would never believe that I really just wanted to talk to him about his book, motivations to write it, and what he hopes to accomplish.

My guess is that it was cheaper to write a book than to continue therapy.

:: face palm ::

Coming from a retail background, I can attest that working in sales at a dealership is hyper-competitive. The whole ‘hero to zero’ mentality is meant to motivate salespeople and not let them mentally back off or take the next month easy because they were top salesperson and/or got a fat paycheck. Now, I know that there are some dealerships where this environment doesn’t exist now as it’s been a little while since I actually sold cars but I do know that this environment exists in many stores to this date.

What made me think of this was when a friend was thinking of planning a ‘Secret Santa’ and ‘cookie exchange’ for the holidays. I had no idea what she was talking about which boggled her mind. You see, these things just didn’t exist in retail. I never wanted to give presents to other salespeople nor did I ever receive any. Now, I’m a pretty giving person. I like giving people gifts and making their days a little brighter, it just never happened. Yes, there were times when I was given Christmas bonuses by employers and, while I appreciate money, it doesn’t ‘feel’ quite the same as being given a gift that took some thought regardless of how much the gift cost.

I remember, in my early days in retail when I was a green pea, literally ducking staplers that a sales manager was throwing at me. Public verbal lashings, which included many curse words, weren’t uncommon. Finding innovative ways to take other salespeople ‘off-the-market’ was encouraged and bragged about. Skating another salesperson was commonplace and arguments over customers and deals were daily occurrences.

Learning that these holiday activities not only existed but were fairly common in workplaces was foreign and it made me reflect on just how much I missed out on in my life. We all talk about the high turn-over of salespeople in dealerships and try to find ways to increase employee retention but I don’t think I’ve ever read, or heard, about a dealership cultivating and encouraging an environment like this. Sure, I’ve heard the whole ‘work as a team’ speech many times but, ultimately, that sentiment lasts only until the next deal dispute happens.

The spirit of the holidays, and a conversation with a friend, saddened me. I sincerely hope that my sharing sparks thought in those still out there in the retail sales environment missing this just as I did.

For many salespeople in retail environments, it’s not beginning to look a lot like Christmas.

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