Erica: Tell us about yourself, who are you?
Tony: I am Tony Chamoun. Sales Manager at Westboro Toyota. Dad of 2 – Anthony & Ziena.
Erica: How did you get into the Automotive Industry?
Tony: I finished high school and went to college to make my parents proud. I wanted to be in the workforce though. I saw an ad in the newspaper – it didn’t say it was for a dealership. It said “A great job opportunity. No college necessary. Earn up to 52k a year. Secretary provided. Benefits, 401K. Must have high energy and desire to work.” So, I called the number. The gentleman answered and said: "Mr. Flynn." I let him know I saw the ad in the newspaper. He said, "I’m located at Clair Toyota" and asked me to come in for a meeting. My dad was in the car business, and I wondered what my parents were going to think about it, especially because they really wanted me to get a college education. So, I met with Mr. Flynn and we started talking. He said, “College isn’t for everyone, why don’t you take a semester off and give it a shot?”. But I asked, “I’m all for it, but what do you see in me?”. He replied “You’re a smart kid and life is all about learning. If you learn the car business like a lawyer studies law or a doctor studies medicine, you’ll learn everything you need to have a great life.”
The first day, I come in and he goes “George Chamoun, do you know him?” and I hesitated. It was my dad. He was the used car director for Clair Dealerships and had been working there for over 30 years. I sold cars for about 4 days before my dad found out. After 9 months, they promoted me. I went from a lot kid, to a sales person, then a finance manager, and finally a sales manager. I never had to ask for a promotion. I worked hard, always listened, and stayed late. I ended up leaving and working for your grandfather, Erica, because I wanted to make more money. I heard “If you want to make more money, you got to work for Ernie Boch or Jack Barboza”. I talked to Greg Lindo, a headhunter, and he goes “I want you to do Finance for Barboza Auto World.” You must round yourself out in the car business.
I went to Raynham and met Jerry Guthro first. He first asked, “How long have you been in the car business?” and I replied, “Since I was 16” and I was 23 at the time. I learned from drumming that if you set your mind to anything, you can execute. So, Jack says to me after talking “I want to make sure you’re not an empty suit, you’re gonna meet some of my top guys”. Bob Viera, Steve Mendoza, Scott Braga. And then he calls me back in the office. “Ok, you’re gonna work for 2 days at each of the following stores for a week and I’ll let you know if you have a job at the end of it”. After 2 days, Jack called and said to send me to the next store and the used car store said “No, he’s staying” and we ended up selling over 300 cars a month every month. Your grandfather was a genius at advertising – all over the radio and in the newspapers. The Slasher sale! One lady gave birth at the sale in the parking lot!
Erica: What's the greatest career lesson you've learned that you wish someone had prepared you for?
Tony: The biggest lesson I learned is don’t be ashamed to work in the car business. I never bragged about it, but I would be honest and say: “I sell cars. If you need anything, call me”. Everywhere I went, I let people know. If there’s a stigma about the car business, I want to help break it. I don’t have any regrets, and this business has given me a lot. Making money in the car business doesn’t mean you’re hurting someone. You can provide good customer service, and a high-quality product and people won’t complain. My house didn’t come from selling one car. It came from selling multiple cars, having strong relationships with people and treating people well and taking care of them. My cell phone has been on my business card since the 90’s – I don’t hide it. I still have customers to this day buying cars. All walks of life. I’m very proud to be in the car business and thank God for the car business.
Erica: What piece of advice would you give to someone entering the Automotive Industry?
Tony: Don’t do anything half-assed. Don’t get into it if you’re a half-assed person. If I’m doing anything, I want to win. You must not be lazy. Shortcuts don’t work. You must be a hard worker, a people person, you must be patient and manageable – willing to learn. If you know more than the person hiring you, don’t waste your time. And don’t lie. People fall into this business because they have nothing else to do – they find it at a weak moment. And then they realize that this is a beautiful business. I was taught the 10 basic steps of selling. Selling is listening, not talking. I did so well, they had me start training the staff to do what I did. What’s the point of you being here? It’s basically self-employment. I’m going to get out of it what I put into it. I got promoted in 9 months not because of my dad but because I worked so hard. They made a position called the TO manager for me to take over for $250 a week, commission and a 1992 Celica stick shift GT demo.
Erica: What keeps you going in this industry of so many ups & downs? What keeps you passionate about it?
Tony: I like what I do. The tougher it gets, the harder I fight. I work more now than I did 3 years ago. The past 3 years, I work until 8-10 at night because you just must work harder. I can’t afford a decrease in my income due to interest rates, traffic down, etc. I mainly try to make the showroom like when people come to my home. I try to talk to every customer. I always try to make eye contact, I introduce myself. So that way, if I need to come back to close the deal and they don’t go “Who is that guy who isn’t talking to me behind a desk?”. I’ve always been able to close deals. If there are 10 customers I talk to, 8 will buy that day. Your grandfather loved it because he’d say, “I got 10 managers and only Tony is on the floor!”. I knew in my mind, everyone who walks in the door is a buyer. I can prove it with you. No one is driving horses and buggies, donkeys, camels. They have a car. If someone is walking into a dealership and has taken the time, they’re buying a car! If they say “I’m just looking” it means they don’t trust you yet. 50% of the time you’ll close on the same day, 25% you’ll close within a month if you stay in touch. The rest may be long term buyers – and you either didn’t do your job to make them like you or the car or they found someone else to do that. Perception is everything. You can’t prejudge anyone. Everyone wants a one-to-one connection. No one wants to feel like a number. If they do, their needs and wants are not going to be met. Everyone wants dignity, respect and validation.
Erica: If you weren’t in the car business, what would it be? What has stopped you from making the change?
Tony: I would be a real estate agent because it’s the same mentality. You get out of it what you put into it. It’s self-employment and self-driven. What’s made me not change is that I like what I do.
Erica: What’s your least favorite part of the Automotive Industry?
Tony: The hours – the time away from my beautiful wife and my kids. My wife is the best thing that’s ever happened to me. And my parents who I’m blessed to have around because at 52, that’s very rare. The time away from family is the worst part. Your grandfather always closed on Sundays. We never lost business. He respected the time with family.
Erica: What’s the biggest flattery you can get in the car business?
Tony: When a guy like Bob calls me – his wife, his kids, and his coworkers all bought multiple cars from me. He called me and told me that I fought with Chrysler, and I got him the transmission after another dealership said no. He called me and told me “My daughter needs a car” and I go “Ok, when do you guys want to come in?” and he goes “Oh she can go to you, I trust you, Tony.” It was like he gave her away in a marriage. That trust is the biggest flattery you can get in the car business. When a parent sends their kid to you – because they know you’re not going to hurt them. You’re taking care of them.
Want to read more about the people featured in Auto is for everyone?
Read our Blog:
Comentarios