Channels
CHANNEL 4 4SEVEN E4 MORE4 FILM4 4MUSIC 4oD
https://4id.channel4.com/login?context=press&redirectUrl=http%3A%2F%2Fwww.channel4.com%3A80%2Finfo%2Fpress%2Fprogramme-information%2Fthe-dealership https://4id.channel4.com/registration?context=press&redirectUrl=http%3A%2F%2Fwww.channel4.com%3A80%2Finfo%2Fpress%2Fprogramme-information%2Fthe-dealership

Press

The Dealership TX: 15 Aug 2013, Week 33

CorporatePortal

This new three-part documentary series looks under the bonnet of an Essex used car dealership to reveal the secrets of ‘flogging motors’.

Britain is a nation of car lovers. After our homes, a car is the most expensive thing we’ll ever splash out on. Some people are willing to go thousands of pounds into debt to drive the car of their dreams and, thanks to the likes of Arthur Daley, used car dealers are as trusted as estate agents, politicians and journalists…

Filmed at Essex Car Company, a family-run used car dealership in Rainham, Dealers shows the reality behind the patter, and how, with finances tight, customers are giving dealers more of a run for their money than ever before.

Producer/Director: Tom Barrow
Executive Producer: Richard Macer
Production Company: Platform Productions

Episode 3/3, Thursday 15 August, 10pm, Channel 4

The final part of the series set in an Essex used car dealership reveals the highs and lows of running a multi-million pound business in your twenties.

“I’m not like your typical 27-year-old, I’m not interested in going out and getting drunk and taking drugs,” says sales manager Greg. “I’m very driven by my career. If you’d asked me when I was a schoolboy whether I wanted to be a footballer, a film star or rich, I’d have definitely, 100% said ‘rich’. The whole world and everything we do involves money – it fascinates me.”

This week Greg shows off some of his team-building tactics, including group games of Twister and stare offs. And he takes on a new recruit - 19-year-old Cormac. Cormac may never have sold a car before, but he’s had experience selling ladies wear on a market stall. “I’m just a nice person, really. I’d like to think I could be where Greg is in ten years’ time,” says Cormac, who certainly has the gift of the gab and self-confidence in spades.

But as his first month unfolds Cormac’s initial good impression start to sour. He’s already been late for work four times and phoned in sick three times. Greg says it’s the worst first month he’s ever seen and decides it’s time for a disciplinary - the axe is hovering over Cormac’s head and he needs to start performing if he’s to keep his job.

Meanwhile the other struggling salesman, 21-year-old former window fitter Scott, is on a final warning. Greg and the MD have decided Scott must reach his sales target for this month or face the sack. It’s a figure Scott has never come close to before.

“The reason I took Scott on was because he’s a likeable young man. He’s got a great sense of humour, he’s honest, he’s hard-working, he shows integrity,” says Greg. “It’s just trying to get that across when he’s selling cars. He just really struggles to bond with customers. Once a salesman gets to the stage when you think they’re losing the company money, enough’s enough.”

Finding good salesmen is a full-time job for Greg, but at least he’s got his star man James to rely on. Or has he? James does have a habit of turning up feeling under the weather after a night on the town. “If your top salesman’s out of the game it’s like Real Madrid missing Ronaldo or Barcelona missing Messi isn’t it?” says Greg. “The manager’s not going to be best pleased ‘cos that’s who you rely on to get you goals.”

And Greg feels that used car salesmen get an undeservedly bad press: “We get ridiculed – dodgy salesman this, dodgy salesman that - people forget you’re human beings. Times have changed. Come in and meet us, we’re not monsters!”

Filmed at Essex Car Company, a family-run used car dealership in Rainham, The Dealership shows the reality behind the patter, and how, with finances tight, customers are giving dealers more of a run for their money than ever before.

Episode 2/3, Thursday 8 August, 10pm, Channel 4

This new three-part documentary series looks under the bonnet of an Essex used car dealership to reveal the secrets of ‘flogging motors’.

This week on The Dealership junior salesman Scott’s future is in question as he struggles to hit his sales target, master negotiator James may have met his match when an eastern European couple arrive looking to buy a BMW and a young woman sets her heart on a sporty Mercedes, but is struggling to raise the finance.

Britain is a nation of car lovers and some people are willing to go thousands of pounds into debt to drive the car of their dreams, but with finances tight, customers are giving dealers more of a run for their money than ever before. Filmed at Essex Car Company, a family-run used car dealership in Rainham, The Dealership shows the reality behind the patter.

In this week’s instalment Scott is getting perilously close to a final warning. The month starts with a Lithuanian man looking to buy a BMW. The test drive goes well, but when Scott asks for a deposit the man disappears. Once again Scott faces the wrath of his governor Greg, “If you follow the process that has been set in place for you, there’s no two ways about it – you will sell. It’s as simple as that. It’s frustrating when people don’t follow that process because I know somewhere along the line, they’re going to fall down,” says Greg.

And pressure rises further as Scott gets his figures muddled. He offers a customer a deal that would actually lose the company money. Greg’s furious and the customer calls for Scott to be sacked. “I said do everything to a T, that’s not doing it to a T, is it Scott?” says Greg.

Meanwhile James experiences the longest and toughest negotiation of his career when a husband and wife set their sights on a sporty BMW. Zed and Jurgita come from Lithuania and always negotiate hard. They are holding out for a very good deal and James’s charm and patter, which is usually so successful, is falling on deaf ears. “It’s easy to sell a car to someone if they love it and it’s all with their heart, but your head overrules your heart which makes it difficult for me,” says James. Instead he has to resort to the oldest trick in the book – ‘The Silent Close’…

And senior salesman Dan tries to help Samantha to buy her dream Mercedes. She’s one of three sisters and the only one in her family who doesn’t own a Merc. But she’s really struggling to get the finances in place.

Episode 1/3, Thursday 1 August, 8pm, Channel 4

The team of salesmen will do anything they can to close a deal. But for some, living on commission is tough.

Not so for James, the ultimate salesmen with the gift of the gab, who shifts over thirty cars every month without fail and could, according to his colleagues, ‘sell sand to the Arabs’.

“Cars bore me, I’ve got no time for cars whatsoever. It’s the people bit I like, I sell cars to earn a living,” says James. “They’ve got to be loving you. Within seconds they’ve got to be thinking ‘Yeah, this fella’s alright’. They even haven’t got to love the car. If they love me they’re buying a car.”

21-year-old Scott may not in the same league as James, but he’s only just starting out – until two months ago he was fitting windows for a living. Like all the dealers, Scott has a monthly sales target, but he’s not selling enough cars to meet it. He’s on probation, so he needs to start closing deals.

“When you see people coming in that’s your age or a bit younger than you buying nice cars you do get a bit jealous. You think ‘Hang on, I’m doing something wrong here’,” says Scott. “I’d like a nice car. I can’t afford a nice car at the moment. Hopefully, start doing well and then I will be able to get myself a nice car.”

At 27, Greg is a precocious boss. A former salesman himself, he oversees all the deals and is charged with making sure the company makes a decent profit. It’s a big responsibility for someone so young.

“My job is at the end of the day is the person that says yes or no,” says Greg. “Yes we should do this deal. No we shouldn’t do this deal.”

Money may be tight at the moment, but it doesn’t stop people wanting a nice car. 24-year-old Jordan works as an assistant manager at Mothercare and he’s very taken by a Range Rover on the forecourt, even though his current car is only a year old and he still owes a hefty whack on the finance.

“If I saw someone driving a Bentley I’d think ‘They’re doing well, I want to be in their shoes’,” says Jordan. “A lot of people say money can’t buy happiness, you could be laughing your head off in a Micra or crying in a Bentley. I would cry in a Bentley.”

But can Scott make the finances work to clinch the sale he needs and get Jordan his dream car?

Meanwhile Katie has fallen in love with a Mini. She’s saved up most of the money and her dad is pretty sure he can make up the rest by trading in their old Renault Clio. But they’ve come face-to-face with master salesman James, who uses every trick in the book to close the deal.

Meanwhile work experience boy Declan is studying for his GCSEs while learning the ropes of the motor trade from James.

“James is a brilliant salesman. If you’re a salesman you’ve got to talk a lot of rubbish. Just try and keep talking as much as possible,” says Declan. “You don’t have to know about what you’re selling, just be able to talk to the customers. So just go on and on and on.”

But Declan’s career ambitions lie in a very different direction: “I hope I’m going to do well in my GCSEs and hopefully go on to sixth form and university after that,” he says. “What I want to do is probably very different from being a car salesman. I can see myself writing – either journalism or books – that’s always been a big thing for me.”

Dealers executive producer Richard Macer says: “Car dealing in recession-hit Britain is a tough existence. Over six months filming at Essex Car Company we found that the profit margins are not what they used to be and for the sales staff it really is survival of the fittest. Second hand car dealers here need to live off their wits and have the gift of the gab in order to bring home the bacon.”

Past TX Information

THE DEALERSHIP 3/3
26 Aug 2013, 00:00
  • R
  • S
  • AD

Related Links

Contacts

Login to view contacts

or

Register for Press Access