It’s mid-October, 2013. Freddie Hoyt tries to rally his sales staff to sell 129 cars and trucks by the end of the month.
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Salesman Bob Tantillo has the fewest sales of anyone at Town and Country this month. Robyn Semien spoke to him.
Salesman Jason Mascia has the most sales of anyone this month, as usual. Sean Cole spent a week with him watching how he does it.
The next-to-last day of the month. Deals fall apart, but not all of them.
The last day of the month begins. They have to sell nine cars by the end of the day. "God help us," Freddie says.
Web Extra: Joe Monti’s real name is Joe Montalbano. But when he started in the car business, he didn't want to lose a sale because a customer couldn’t keep his name straight so he simplified it for the job.
The last day of the month continues and the truism is accurate: some people get great deals because it’s the end of the month and they have to hit their goal. When you look at the numbers, the average car they sell in the last two days actually loses money.
Salesman Manny Rosales keeps to himself in the showroom, with his own sales philosophy. He explained it to Brian Reed.
The last day of the month ends.
Gloria Harrison was pregnant and in labor when she decided that the thing she needed to do before heading to the hospital, was go to the Nissan dealership and buy a new car.