513: 129 Cars

106 snips

Nov 30, 2025

Guest

Jason Mascia

Guest

Freddie Hoyt

Freddie Hoyt is the dynamic general manager at Town & Country Jeep Chrysler Dodge Ram, where he pushes his team to meet a challenging sales goal. Jason Mascia, a top salesman known for his relentless drive and unique selling techniques, shares insights into his extraordinary success. They delve into the cutthroat atmosphere of the dealership, the strategies managers use to motivate their teams, and the chaotic final days of sales as they scramble to hit quotas. Amidst high stakes and last-minute deals, hear about the unexpected obstacles that can derail sales.

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INSIGHT

Manufacturer Quotas Dictate Dealer Survival

Manufacturer quotas can make-or-break a dealer month by month, with huge bonus cliffs tied to exact counts.
Missing the target by one car can wipe out tens of thousands in profit and force deep discounts to chase volume.

ANECDOTE

Customer Upsold From Pilot To Jeep Liberty

Robin Semien went to Town & Country to look at a used Honda Pilot and left buying a newer Jeep Liberty the next day with an expensive warranty added.
The sales team convinced her to come in, upsold her model, and sold a warranty for thousands more.

INSIGHT

Managers And Salespeople Play Different Games

Salespeople and managers often play different games, misleading each other to preserve negotiation room.
Managers 'load lips' with scripted lines so salespeople can control customer expectations late in deals.

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We spend a month at a Jeep dealership on Long Island as they try to make their monthly sales goal: 129 cars. If they make it, they'll get a huge bonus from the manufacturer, possibly as high as $85,000 — enough to put them in the black for the month. If they don't make it, it'll be the second month in a row. So they pull out all the stops.

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Prologue: 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. Freddie’s the General Manager at Town and Country Jeep Chrysler Dodge Ram in Levittown, NY, on Long Island. Problem is, the customers are not cooperating. (7 1/2 minutes)
Act One: How we found this car dealer. (2 minutes)
Act Two: A quick primer of who’s who, and how the place works. (6 minutes)
Act Three: Salesman Bob Tantillo has the fewest sales of anyone at Town and Country this month. Robyn Semien spoke to him. (4 minutes)
Act Four: 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. (8 minutes)
Act Five: The next-to-last day of the month. Deals fall apart, but not all of them. (10 minutes)
Act Six: The last day of the month begins. They have to sell nine cars by the end of the day. "God help us," Freddie says. (2 minutes)
Act Seven: 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. He's one of the managers of the used cars department at Town and Country. Sarah Koenig reports on what it'll mean if he doesn’t make this month’s goal. (7 minutes)
Act Eight: 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. (4 minutes)
Act Nine: Salesman Manny Rosales keeps to himself in the showroom, with his own sales philosophy. He explained it to Brian Reed. (7 minutes)
Act Ten: The last day of the month ends. (8 minutes)

Transcripts are available at thisamericanlife.org

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