A Convertible for Dorothea
It was going to be a nice day…20 May 1977… a Friday. By early afternoon, Ferguson Pontiac-GMC would get some traffic on the lot….chances to make some money.
While we accomplished our morning ritual of moving the used cars around and changing the front lines of the new cars, it was a little overcast and still pretty cool. Cars had dew on them. Lot boys would be busy this morning. Tommy Ferguson believed in a well organized lot, but wanted the inventory rotated each morning. It gives potential customers who may have been watching one or two particular vehicles the impression of some interest other than just theirs in those vehicles. After all, it didn’t just sit there day after day. It moved around. Someone must be interested for it to get that much activity. Maybe one should take action before the vehicle they like/want is sold to someone else. Anyway, that was the thinking behind it. He also felt it gave us an opportunity to know what we had for sale: their features, advantages and benefits. That’s really the only way one can provide a customer with a quality presentation and demonstration. A salesperson should have a working knowledge of what he/she offers.
Now, once in a while, a vehicle inspires a salesperson to action and, often, a higher gross profit realized on that unit. It does not have to be an exotic sports car or luxury SUV. It just has to have something…something good that was not expected perhaps. Oh, it is easy to be interested in a Trans Am or a sporty coupe, but what about a Catalina sedan? What can be special about it that makes a salesperson excited about selling it? Low miles? Condition? What is it? Oh, well.
Back to this morning. I looked across the expanse of Arlon’s (large store like Target or Walmart) empty parking lot and saw a guy leaving Al Salyer Cadillac - Oldsmobile - Datsun by the back way. He had been looking at cars. He hopped into his red and white ’75 Chevy pickup and headed our way. I met him at his door as he got out of his truck. He asked if we could sit on the bench for a bit. I said, “Sure. Would you like something to drink? I’ve got coffee, tea or soda.” “No, thanks. Let’s just sit here for a bit. I’m Harold Wilkins.” We shook hands. I asked him about himself. Harry and his wife, Dorothea, lived in Norman or just south of Norman all their lives. They had gotten married when they were just 19; but, slightly over 40 years later, they were still together. He had been an infantryman in Europe during WWII, while she worked at the university on the home front. One could see on his face and hear in his voice that he considered Dorothea with great reverence, unshakable love. I finally asked what he was looking for on the lots he had visited. He made it clear that his wife was an outgoing person, very social, and a magnanimous OU fan. He said she loved OU with all her heart and always wanted to be a part of the homecoming parade. He said he had thought about it long and hard and what she needed was a convertible….a red or white convertible….preferably red. She loved red.
Why a convertible for a woman of 60? So she could volunteer as a driver in the Homecoming parade. They would put cheerleaders or girls competing for Homecoming Queen in the back of her convertible, sitting on the back of the seat and waving to the crowds as they idled down the street. Harry was just sure it would be the thrill of her lifetime for his beloved Dorothea. You could see the light in his eyes as he spoke of the possibility of making this dream possible for her by finding her a convertible….a red convertible. “But I can’t find one that I can afford. I’ve only got $10,000 and the cheapest I’ve found was on the north side for $12,000. I just can’t afford that.” He looked a little sad. I knew we did not have any convertibles. I decided I was not going to jerk him around, trying to sell him something he did not want. Just as a show of concern and consideration, I pulled out my used car inventory sheet. They had given us new ones just before we went out to move cars. I had folded mine and put it in my pocket. Now, I was unfolding it and was preparing myself to give him the bad news….but there it was.
NEW LISTING: 1975 Pontiac Grandville Brougham Convertible, Metallic Red $8995.
No sooner did I see the car on the list than one of our lot boys pulled the actual car around from the detail area. It was stunning. Harry was agape. As the lot boy handed me the keys, Harry was getting in. He looked at everything, touched everything, felt everything. He was in absolute awe. I asked, “Would you like to take it for a test drive?” “No, it’s perfect. Tell your manager I only have $10,000, but I’ll give it all…right now.” He was showing some emotion. Harry was so happy, he could not stop smiling...and touching.
Now, this vehicle had a mere 8100 miles on it. It appeared new in every respect. It’s white interior was flawlessly white and perfectly accented by its red seat belts, red dash and red carpet. We were asking more for this car than it cost brand new (a little over $8000). It was an ultimately loaded car - every option - and even featuring the vaunted 455 HO engine. Convertibles were becoming rare and rarely wanted. They were something people dreamed of, but don’t usually buy. They are not real practical cars. BUT, Harry wanted to buy this convertible. Dorothea didn’t know it, but she wanted him to buy this convertible.
We went to my office. As I wrote up the deal sheet, Harry could not sit down. He was pacing, looking at the car through the big window and even mumbling to himself. He was so excited. Finally, I got his attention and asked him to initial his offer of $10,000 for the vehicle. As he initialed, he said, “Don’t come back for more money. I don’t have more money. Just tell him I have to have this car. It’s for her 60th birthday. Please.”
I walked into Mickey Landers’ office with the deal sheet in hand. I knew I had sold a car and made a helluva commission to boot.; but, before I handed Mickey the deal sheet, I told him about the old man and his wife and what he wanted to do for her and why. He smiled when I told him she wanted to be part of the OU Homecoming parade, to have the pretty girls sitting on her car and waving. I mentioned that they had been married over 40 years and that this was her 60th birthday present. I also made sure he understood just how much this meant to Harry.
I handed Mickey the deal sheet. “I offer $10,000 for this car” was initialed by Harry. Mickey looked on his inventory sheet and said, “Buzz, we only have it listed for $8995. Why did he offer $10,000?” I said, “Mickey, it’s all he the money has and the car is exactly what he wants. He wants her to have THIS car, no other. He wants to make her dream come true.”
I saw Mickey get soft-eyed. He smiled a little smile and nodded to me. Then he wrote the perfect response: “Sorry, Harry. We cannot accept your offer. We must have $8995. Happy Birthday to your lovely wife.”
Harry and Dorothea were more than very happy with her new car. They picked it up that evening. They sent me and Ferguson Pontiac-GMC more customers than we knew, I’m sure. Why?
Dorothea drove in the Homecoming parade that season. Three young ladies sat on her back seat and waved to the fans as they drove by. Harry dropped by and told us she was smiling all the way. OU beat Iowa State by a score of 35 – 16. Life was good.
Comments