By Bill Adams
Everyone knows the Raisin Squad is an informal group of white hairs, a bunch of past-their-prime firemen (mostly volunteers). “Firemen” is what we called ourselves before the era of political correctness. We routinely get together for morning coffee to tell lies, relive the past, and pass judgement on everything and everyone.
At a recent trade show, I was verbally accosted by another white hair, a former apparatus dealer. He busted my stones saying I never write about older fire apparatus dealers and some of the B.S. (not bologna sandwiches) we had to put up with. I really think he was at the show passing out his resume so he can feel important again, but that’s not going to happen. Once you’ve gone over-the-hill, it’s a tough climb back.
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Later, I asked a couple former dealers what they thought of the idea. They were all for it. One actually berated me for not doing it before. And I thought these guys were my friends. We told each other stories of selling and interactions with customers, including some we referred to as “obstinate” purchasers. I ran it by one of the real raisins at morning coffee who concluded that I and they were certifiably crazy. He said: “Who gives a hoot about what you has-been salesmen say about selling,” and “What the hell are you going to call yourselves—The Prune Crew?” I didn’t think it was funny. He thought it was hilarious.
Obstinate Purchasers
The people that used to walk into fire stations peddling fire trucks were called dealers or, my favorite gender-neutral term, salesmen. Today they’re called sales professionals, sales personnel, factory direct sales staff, account managers, account representatives, and probably some non-sexist name that hasn’t been invented yet. Regardless of their handles, I wonder if they must contend with what we called the “obstinate” members of apparatus purchasing committees (APCs). Instead of APCs, back then they were called truck committees. But today some people get their noses out of joint believing a truck committee only buys ladder trucks. Times have changed.
A dealer’s biggest challenge was diplomatically telling the truth to a prospective purchaser without losing the sale. The second biggest challenge was resisting the urge to grab an intransigent APC member and, while trying to shake some sense into him, scream into his ears: “Do you have any clue what the hell you’re talking about?” I’m sure dealers today don’t face similar challenges…or do they?
Many situations caused severe angst to us and occasional heartburn to the apparatus manufacturers we represented. One was dealing with a purchasing committee or one of its members that was 100% convinced they knew more about fire trucks than the people who design, engineer, fabricate and sell them. It happened quite often.
Differences of Opinion
Some differences of opinion were minor albeit aggravating as hell and very time consuming. One example: Out of consideration for his members, an APC chairman may have allowed them to “beat their own chests” during a meeting, boasting of their personal life experiences. Tom the electrician might’ve said how multiplexing is unproven and will be difficult to find problems in the wiring. Dick the plumber could’ve said stainless piping is too expensive and there’s nothing wrong with galvanized piping if you treat it properly. Harry, who ran the local auto body repair shop, said he doesn’t like aluminum construction because it’s too hard for him to repair. Harry’s kid who does the painting in his father’s shop tried explaining the proper ratio of clear coat he wants mixed with the final coat of paint for the new rig. And old man Clyde who headed the town’s Department of Public Works before retiring 20 years ago said a manual transmission with high and low ranges is the only way to go.
Most patient dealers would have sat and listened politely to all of them and may or may not have diplomatically refuted or commented on each statement. An impatient dealer, especially an older one, might’ve said:“Okay–have Tom, Dick, Harry, and Harry’s kid provide the warranty for the fire truck and we’ll build their way.” As far as Clyde goes, I would have told him that particular transmission is not available in the chassis they’re looking at. If I were still in the business, I would probably say: “I’m outta here…where’s the nearest saloon?” Dealers dare not do that today, although I bet some would like to.
Tell the Truth?
Years ago, dealers always tried to avoid situations that could put us in precarious positions. There were occasions when dealers were often reluctant to be forthright with a purchasing committee by saying as an example the committee’s design is very expensive, too complicated, too hard to build, and would be extremely difficult to service (repair). Sometimes the truth hurts. Honest dealers would never lie, although some could obfuscate facts.
When it was apparent an APC committee favored another manufacturer’s rig, most of us dealers who claimed to be both sane and rational did not openly denigrate and disparage the favored manufacturer. There were, and I’m sure there still are, discreet ways a dealer could slam dunk a competitor without making it obvious their shoes were being urinated on. It takes finesse. Most of the reputable fire truck manufacturers back then whose last names were still put on the apparatus would never tolerate their dealers bad-mouthing the competition. I trust most will not today.
It’s past my nap time or I would have mentioned how old timers in the business qualified potential customers and how we could diplomatically deal with an antagonistic truck committee. Maybe another time. Most older dealers qualifying as prunes who used real typewriters thought the world was going to hell in a handbasket when fax machines, word processors, computers, cell phones, and the Internet invaded our fire truck world. We were wrong.
BILL ADAMS is a member of the Fire Apparatus & Emergency Equipment Editorial Advisory Board, a former fire apparatus salesman, and a past chief of the East Rochester (NY) Fire Department. He has 50 years of experience in the volunteer fire service.
