Same cars; different dealerships and sales approaches

The Watchdog sought to purchase a car for his son who will take off from college through November to work in a presidential campaign.   His son instructed that it must be an American brand.  No problem; today they offer many very efficient and safe Chevy and Ford cars.  (Chrysler is now owned by Fiat.)

On the way to pick up dinner to take home, the Watchdog took a few minutes to visit his usual dealership across the street from which he has purchased at least half a dozen cars in the past.  He just wanted to look at the new models in the parking lot.  

But within minutes he was approached by two sales men, one who parked his car in a manner that prevented the Watchdog from driving off.  Each approached him with outstretched hand.  He protested that he was just looking and would be back the next day and hurried away as soon as his car was unblocked.  (The Watchdog had had a a gin and tonic, he was relaxed, dinner was waiting and he was not in the mood to conduct business.)

He did return the next day intending to go inside to purchase from his usual salesperson but he first wanted to familiarize himself with the new models and pricing.  Within five minutes he was approached consecutively by three salespersons, each with their hands outstretched and introducing themselves.

A couple of decades ago on a Sunday morning the Watchdog walked outside a hotel in the Boston area and noted Rev. Jesse Jackson standing by himself in deep thought.  There was a palpable zone around Jackson, some might call it ‘personal space’, that would not have been intruded upon except by an idiot (or perhaps some car salesmen.)  To a lesser degree, ‘personal space’ is more indicative of Northeast culture than say Texan.  

When five sales persons each broke the Watchdog’s concentration by walking up to him with hand outstretched, he felt as though he was being psychologically mugged.  He was given no choice but to shake the hand of someone with whom he had no contact.   He hesitated with the first two but by the third, who happened to be a sales manager, he simply declined and said he wanted to be left alone before going inside.  He was told he was “rude”, which probably was true by Lancaster standards.   He apologized and left the premises and is unlikely to return, at least to buy a car.

The Watchdog looked at other brands but concluded he did want to purchase from his usual manufacturer.  So he ventured to another dealer who is located in Brownstown.    When approached in the parking lot, the sales representative remained about twenty feet away and simply asked if he could be of any help.  He only came near when the Watchdog asked questions and it was the Watchdog who eventually asked the sales person his name, introduced himself, and offered to shake hands.  (Incidentally, the auto rep never addressed the Watchdog by his first name, a courtesy to the Watchdog who was about twenty years older.)

Genuine assistance was given to help determine which car and model was best suited to the Watchdog and his son’s needs.  (The Watchdog enjoys driving a sub-compact locally when his son is off in college.) 

Other than to inquire if there would be a trade in, nothing else was asked.  A test drive was offered and accepted.  What conversation did occur was at the Watchdog’s initiative and turned out to be genuine and pleasant, mostly about family and travels.

During the negotiation over price, the Watchdog made an offer which he felt was appropriate based upon earlier Internet research.   It was accepted by the manager-on-duty without a counter offer.

Here is the difference from the point of view of the Watchdog who has long served as a sales instructor in his own career:  The Lancaster dealership perceives the customer as prey.  The more rural dealership treats the customer as a guest. 

With which dealership would you prefer to deal?