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In Which Scott Adams Shows Us That Even the Smartest Buyers Are Liars
He may have particular biases — many of you will recall my stories about my sales manager who had a deep and perverse passion for Medium Willow Green — but, in general, he understands his market and what the buyers in that market want. Go look at all
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Try looking at the thousands of options for each truck. The infinite options guarantee that you will feel bad about whatever you pick. Science says people get anxious when they have too many choices. Chevy gives you infinite choices for features, and most of those choices matter, because trucks are tools. So there’s no real way to be happy about buying a truck because you’ll always think you could have done better picking options. No one can pick the right feature set out of a million options. So buyer’s remorse is guaranteed at step one, before you even start. As a former truck salesman, I can say with confidence that Adams is revealing both his position on the autism spectrum and his fundamental unfamiliarity with the mindset of the average truck buyer here. He looks at an option sheet and sees the mathematical extrapolation of potential option combinations — but, I would call his and your attention to the Zen, saying, “In the mind of the beginner there are many possibilities. ” The average new-truck buyer has a very specific idea of what he (it’s almost always “he”) wants from his next truck. He has probably owned several trucks and his preferences are set based on his experiences with those trucks. When he has regrets, it’s not from the memory of a particular RPO code that he unfairly neglected six years ago, but rather it is usually the failure of a particular option or choice to perform up to his desired expectations. A typical example of the above would be buyers who chose the 302 V8 in their 1990-1996 F-150s over the straight-six. on paper, the V8 was a better choice for not much more money, but — in practice — the 300-cubic-inch I-6 was more durable and just as fast (or slow) in city traffic. A lot of people bought the V-6 in the ’97 F-150 expecting that same durability and torquey nature, only to be sorely disappointed, sending them back to the V-8 in their ’02 F-150 purchase. Adams looks at a half-ton order sheet and sees combinations. The typical truck buyer looks at that same sheet and sees paths to specifying a truck that will work for certain purposes. By “the typical truck buyer,” of course, I mean the sales manager at the dealership who orders for stock. He may have particular biases — many of you will recall my stories about my sales manager who had a deep and perverse passion for Medium Willow Green — but, in general, he understands his market and what the buyers in that market want. Go look at all the F-150s for sale in a particular region, and you will see that they are all specced-out about the same way. I would also point out there is nothing unreasonable about offering millions of option combinations. In fact, this is standard practice for most manufacturers of cars and trucks around the world, whether we’re talking about Volkswagen in Germany or Honda in Japan. Only in the United States do we have this idea that there should be a strictly limited menu of choices — and only lately has that been the case. The root cause of this choice-paucity is the fact that this country is enormous and importers from Max Hoffman on forwards tended to be very conservative people when it came to specifying and purchasing vehicles that had a chance of rusting on... The original Honda Accord, for example, was delivered in just a few colors and trims because those were the only colors and trims that the importer was confident of being able to sell across the country to all sorts of people. They were stuck with the product if the dealers didn’t want it. This notion of limited choices sat very well with the coastal elites who made Honda, Subaru, et al popular, because most of them didn’t particularly like cars and they deeply... If you’ve ever shopped for something complicated about which you did not care in the slightest, like a modern washer/dryer combination or a refrigerator or an HVAC system, you can sympathize. The Berkeley adjunct professors out there didn’t want to build their Accords from the ground up using a menu of a million choice combinations the way a Japanese Accord buyer could (and still can). They wanted to walk in, ask for “a Honda,” and leave half an hour later knowing that their car was in no way inferior to the Honda in their neighbors’ driveways. That attitude never transferred to trucks because truck buyers tend to be interested in trucks. When I was a car salesman, I had countless people come into the dealership and tell me, in an exhausted tone, “I just.
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