Van Wingerden, P.T.Barnum, Directory, Gypsy Horse Trading, Hub Caps
My father was a horse trader. This is not a profession, it's a life long commitment to dealing with people. Now you might think that horse trading has to do with buying/selling/bartering; nothing could be further from the truth. Horse trading is a game played in which no one loses. How can that be?
First you have to understand human nature, and my father was the best at this study. His instincts made him a good judge (he was called "Judge" although never elected to public office or serving in the judiciary) of human character. Because of this talent, he often times brought home objects (oil-field leases, horses, tractors, calves, and yes, even a crooked stick) that were the results of his activities. And yet through all this, Judge Wortham, kept food on the table, the kids clothed and us living in respectable housing.
He never though much about how trading was done, it was just a natural extension of dealing with another person. Recognizing that either your or he/she wants something and finding a way to satisfactorily reach a deal. Maybe an example would be in order.
We had a small farm in Texas of about 600 acres that was mostly scrub, black-jack oak intermixed with old fields that had long been abandoned to native grasses. To make the farm pay would try any man's sole, but my Dad never gave it a thought, just let each day provide what it might. Over the course of time, he decided we needed a new tractor (that is one less aged than the one we had) so he kept his eye out for a likely one, with a willing seller. An International Harvester with all the equipment was located in Mabank, a small town about 40 miles away. The seller wanted "cash on the barrel-head", which was no problem as Dad could raid Mom's "chicken money" for what was needed. And the price was reasonable, so why not just load up the tractor and equipment and be on the road. But no, Dad couldn't just let a good deal be ended so quickly, he gazed about the Mabank farm and saw an old nag (horses to those who don't have a farming background). He wasn't in the best of flesh but no one in the area much worried about appearances of horses, they just had to get by the best they could. " Now", he said, "you ought to haul that old horse to the auction barn, that way you wont have to feed her (turned out she was a he) this winter." "Well how much do you think he'd bring", asked the farmer. "Not much, but that's better than feeding er", Dad replied. "That old gray has been in the family as long as I can remember, just can't see him goin to the soap-factory", said the farmer. So Dad said, "My son needs a horse (which I didn't), and we could keep him. "Done" said the farmer, and the deal was done.
Now here's an example where the farmer just had to feel good. Although he was probably not getting the best price for his farm equipment, he was assuring the old nag a home, something he hadn't even thought about when he put his tractor up for sale. Dad, with his sharp eye for sentiment had figured that maybe there was something else in the deal that could be worked out. And, of course, I wound up with a new horse, the most spoiled, cantankerous, hungry and useless bag of bones I have ever seen. But, hey, that's horse trading.
Dad always said, leave something for the next person. When you are dealing, if you try to drive too hard a bargain, you will probably sour the feelings of the other trader. Many a deal has fallen through because someone tries to squeeze the last nickel out, or pluck the last feather off the bird. Now this is not to say that you should leave money or "things" on the table, just recognize when you have accomplished what you set out to do. And, it's a good idea to understand what the other party has to offer, what they consider negotiable and what will really raise the shackles on their back.
No where is this more apparent than when you are "dealing" for a new or used car/truck. The "wizard of oz" couldn't make the smoke and mirrors of a deal more confusing than today's transactions. So the best way to start out is know what the other side has to offer, what their "price" sensitivity is, who can make concessions, and lastly, what sort of a commitment to making the sale they have. If the lot's full of cars, it's the end of the model year, if company rebates are in full swing, and if you actually want a new vehicle, step right up it's time to deal.
If you're serious, take the little woman, preferably with a couple of rag-tag kids along, and kick some tires. (You can always borrow lady/kids, they don't have to be your own). The first appearance of your entourage on the show room floor will raise the interest level of the most callous salesperson. Here he will think is a customer that really needs a car and wants it now!
Select a "straw-man" vehicle, one that you really don't want, but one that has features like the car/truck that you have your eye on. Now give it the once over. If the salesman (or woman) is worth their salt, they will, after a test drive, insist that you make an offer. Don't. Remember this is the "alternative". Now with the kids getting restless, start toward the door. If this doesn't cause a panic nothing will. Tell the little woman to take the kids to a hamburger joint while you stay to "negotiate". With a little luck, the salesman will offer to buy the kids lunch just to get them out of the way and assure you that he has your interest at heart.
You will have now established your higher ground. The salesman knows you are interested. You have family and commitment. You like their cars. And without a doubt you are credit worthy. [And, you haven't disclosed to the seller exactly which car you are going to buy.]
Now for the horse trading. Of course the price is too high. The "straw-man" vehicle has features you don't want. It can't haul the family about in the way needed. And, it's going to be a year old once it leaves the show room floor. What to do?
It's up to the salesman to try to help you out. They have this other car (the one you really want) that should be a compromise for you. Reluctantly, look it over. Disregard it and go back to the "straw-man". Now you have the dealer in a compromising position. If they can't make the one you really want, more attractive, they will probably lose the deal because they know you aren't going to buy the "straw-man". Expect him/her to say, let me ask my manager what we can do. He'll come back in about three minutes with a deal on the car you want. Of course, the price is still not right, but the dealer is moving in the right direction. Now it's time to point out that the sound system in the car just isn't right, no reason for you paying $300 for something you really don't want. And, those adjustable seats, who needs all those controls, &c. What you are doing is squeezing the high profit items off the purchase price. It's obvious that the dealer can't take them off the car but he can discount the price. Will he? Sure if he wants to make the sale.
Now it's time to head for the door again. But this time, you have committed the salesman to making a deal if at all possible. He has spent considerable time with you (of course he would have been drinking coffee other wise, but that's of no consequence.) Look one last time at the "straw-man", shrug your shoulders and let them make one final attempt to reach a deal on the car you really want. You should have their "final" price, all concessions, rebates, dealer prep, included. Is it OK? Tell them the story where you once ran out of gas in a new truck, because the dealer hadn't filled the tank. Not to worry, you will be reaxsured, the tank will be full even if the salesman has to pay for it.
Buy the car and enjoy it. You deserve the best, and the dealer will believe that he has put you into a car that is just right for you, and at a profit (maybe not as much as he would have liked). So everyone's happy. Oh yes, don't forget to pick up the wife and kids.
This ramble was brought about by reading an article in the Wall Street Journal which supposedly gave hints on how to negotiate. Seemed the direction of the persons quoted was that the objective was to take advantage of the other side, nevermind the sour taste in everyone's mouth after the deal was set. They advocated "smoozing" as a means of getting next to the other side, gaining his/her confidence and then putting it to them. Now the "Judge" always said there's lots of ways to skin a cat, and I prefer his gentle touch. Don't you?
Oh, the crooked stick, that's another story.
Key words:
Horse trading
Leave something for the other person/next person
Fooled me once, shame on he, fooled me twice, shame on me.
ABOUT Joe Wortham