This is an interview with Darrell Brantley, a visionary of the automotive industry, creator and founder of http://www.TAOAN.info, The Association of Automotive Negotiators.
Q: What made you start The Association of Automotive Negotiators?
A: Well, a couple years back I used to work in the automotive industry and got tired, more or less,of having to cheat or deceive the person to be a star in the industry or to make enough money to feed my family. I said "you know there has to be something fundamentally or morally wrong with this but if you are going to grow in this industry you have to be the home run hitter. You have to make the 3,4,or 5K hits to make an income and be promoted in the industry. I, unfortunately, happenedto be very good at it. I excelled in the automobile industry. By 26 years old I was a general manager. With that being said I decided at 26 when I looked at my wife and my newborn daughter and thought you know my wife and daughter are going to seepeople just like me when they go looking for a vehicle and people just like me are going to do this to them. How would I feel? Well, that's what made me start it, right there. I kind of figured out that you have to be able to go to sleep at night. You have to be able to kiss your wife and daughter and do it with a clear conscience.
Q: How did you come up with the idea for the automotive association?
A: Well, I sat in my study for quite some time and basically brainstormed. I brainstormed and brainstormed to try to and figure it out. And I thought there are a lot of people I have talked to lately who agree with the way I am thinking, the way I feel about this. Some of them say "Oh, you're not going to change the auto industry" or "you can't reinvent to wheel," you know, all kinds of stuff like that. But there were some people who really felt the same way as I did and I got to thinking that there have got to be enough people out there who feel the same way I do who are in this business because either they aren't educated or they don't have the resources to get a college degree to go make $100K so they only way they are going to make that money is to go sell a $40K car. So, they are selling cars. Morally they don't want to do it the way they have to to make that money but it is the only way they are going to make an income. So, I thought well if there are four or five people like me in every state, if only four of five, in this business then we've got to find some way to come together and do what we want to do. Actually help the customer. Actually get them the deal they were told they were getting but never got. We can show them what the secrets are. And they aren't really secrets, it's just education.It's just we do this all the time, we know the programs that the factories give dealerships. So, why not represent the customer like we are supposedly doing when we are working for the car industry? But, you can't serve two masters. So, you either represent your customer on the outside or you work on the inside and represent the dealerships. Because you are not going to bite the hand that feeds you. These are all the things I thought. Well, here we go. We are going to put it together here on the Internet. Everyone who has a computer can join in. People with a like mind, and ideas and some experiencecan join up.
Q: Do you feel you can make an impact?
A: Yes, I think we can. I think there is enough of us out there that will join together. We aren't going to be able to change the industry, nor do we want to for that matter. But, we can help. We can help the seniors that are on a budget or the single father who has never negotiated on anything, who pays too much for everything even a loaf of bread. We can help him. We can actually be a big brother who steps in and says no you aren't going to do this. You aren't going to make your payment $75 higher than it has to be. Or no, this family can't afford the $120 extra in insurances and warranties you are tacking on to the deal. No. And, it works. People love it, the word is spreading very fast. Yes, I do think we are going to make an impact of some sort.
Q: What have you learned from the association?
A: I have learned there are good people still out there. In the car business, out of the car business, there are some good people still out there. That is what I have like the most about the association. I have met some good people. Customers and associates alike. It was a pleasant change. In the car business it was war. Customers didn't like you, you didn't like them the guys walked around saying things like buyers are liars and stuff like that. It's a war. Here, were are a team. And it's a nice change.
Q: Can anyone be an associate of T.A.O.A.N. ?
A: No, unfortunately not. You have to know how to sell a car. You have to know the inner workings. You can't be someone who just started selling cars two monthsago and now wants to join. It doesn't work that way. Now, I will train some people. I have talked to some kids that got in the car business for a few months and hated it but love cars. Well, I will train some of them. Because if their heart is that good on the onset we can teach them the knowledge. I can give them the information they need to help their clients, I can give them all the numbers and all they have to do is meet or call the client and parrot the information. Just repeat what I say and they learn. I have two or three boys that are learning. Quick learners. It's not rocket science, just knowledge.
Q: Do your associates enjoy playing for the other team?
A: They love it. It is a refreshing change. I get e-mails and calls all the time telling me that this is great. It is a great change to be patted on the back by the people we are buying cars for. We are not selling them cars, we are buying cars for them, that is a big difference. But they love it. They get tips, they love the tips. In the auto business you don't usually get tips, well you do but they are usually verbal and not very nice. But yes, they really do enjoy it.
Q: What is the cost to the client for using T.A.O.A.N. ?
A: The fee is $350.00. But, I hate calling it that. We save people thousands, on person $7100.00 on their deals. How do you call $350.00 a fee or a cost when they save two or three thousand dollars they were going to pay for the simple fact they didn't know they could save that money or that it was even an option. So, yes there is a $350.00 fee but as many of our clients will tell you it's not a fee at all, it's a gift.
Q: Can clients give more?
A: Yes, they can and have. They do give our associates tips, I don't really know what else to call them. They give them for the simple fact that no one enjoys buying cars. They hate the process. And now, they didn't have to do any of it, deal with any of it and they bought it for a whole lot less than they ever thought they could. So yes, they can give more, and often do.
Q: Will T.A.O.A.N. help with financing and warranties?
A: Yes, T.A.O.A.N will help with financing and warranties. We do not supply financing or warranties but we do tell them of programs that factories are offering or if there is a local credit union in the area that is offering something that isn't common knowledge. We do shop around for the best rates and try to give our customers advice. Now customers often times when they don't have to deal with the dealerships they don't want to deal with them at all and they just go to the banks and get their own financing. We do encourage this and we do review the banks financing to make sure that the bank is also giving them the deal that they deserve.
Q: How do clients find T.A.O.A.N. ?
A: Well clients find us through the Internet, friends and family, some of our e-mail marketers. We have advertising out there, commercials for lack of a better term,on the Internet for all the video type marketing or video sharing sites there is information here as well. But mostly it's friends and family. We have more referrals than we do blind customers. Which, that isn't a bad thing.
Q: You sound happy, but are you truly happy you have stopped working for the dealerships and now represent the customer?
A: Yes, it is very refreshing. I have the ability to go home and hold my head high and know I have done the right thing. That is an honest days work. That to me is priceless. Now, do I make the money I used to working for the big boys? No. But, peace of mind, what's that worth? To me it is priceless.
Q: Well, talking with you, I'm sitting here thinking, you are really like attorneys for the automobile industry.
A: Yes, yes we are. We make sure the client gets what they deserve or they don't get taken advantage of or swindled. Yes, I guess you could call us that. I guess we are the attorneys for the auto industry. I never wanted to be an attorney, never wanted to be saddled with that name. Which I don't know what's worse; being called an attorney or a car salesman. That is really up for debate. But hey, I guess you could say we are somewhat like an attorney, just don't call us one. Well, we thank you Mr. Brantley for taking the time for this interview with us and we hope and wish for your success and I am sure we will be calling you on our next vehicle purchase.
A: Well, thank you guys, it was my pleasure and give us a call when you need us.
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