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7.7% APR FINANCING AVAILABLE WHEELS Friday, August 16,1985 Section C By Steve Metsch . f Herald staff writer I "Are you the guy from the newspaper? Sorry I'm late. I just got back from lunch with the Chamber of Commerce and had to get out of those warm clothes. C'mon, let's go back to my office." After giving my hand a hardy shake, the area's newest car dealership owner --smartly attired in a blue, short-sleeved, pullover shirt and matching shorts for a scorching August afternoon -- opened the door to his colorful office and equally interesting life. Joe Gentile has spent six weeks in his new store, Gentile Chrysler-Plymouth, 630 W. North­ west Highway in Barrington. Forty-two days don't compare with the 29 years he's spent carving a name for himself in the wild world of selling cars. No (me sells Buicks like Gentile, who passed the 10,000 mark several years ago. The secret to selling cars is flexibility. "You have to adapt yourself. You have to get off the subject of cars," said Gentile, describing his opening volley toward a prospective buyer. "You find a common interest. Remember how I asked you where you went to school? That was our common interest. If a guy was in the Navy, you talk about the Navy. If a guy is active in politics, you talk politics. If he likes baseball, he sees these pictures," Gentile said with a sweep of his arm toward a wall behind his desk deco­ rated with photos of himself and famous play­ ers. "...and you talk baseball." Then, once the customer's mind is off the matter at hand, Gentile eases the conversation back to his favorite topic -- cars. "You just don't talk price. You've got to be friendly, sincere. You can't just run up and be real aggressive. "Do you smoke?" Gentile asked as he fired up a big stogie. "I didn't think so. Here, have a lighter. "You've got to make people like you. You've got to make them remember you. Just before you came in here, a woman was here with some problems. Her bill was $179. She and her hus­ band bought 12 cars from us. You know what I did? I threw the bill away. Maybe that wasn't the smartest thing to do, but she'll remember," Gentile said. Memories. Gentile has plenty. He recalls how his father, a barber in Chica­ go, made sure all the Gentile children attended Catholic schools. Gentile graduated St. Ignatius High School and cherished those days so much, he and 28 fellow graduates purchased the school when it fell upon hard times, and rented it back to the Jesuit priests who teach there. "weH; andM^when they wSe moving like crazy. Thanks to a card file, the name of every customer he's had is preserved for eternity, much like a cosmic car dealership with an infinite parking lot. He remembered a year without cars -- 12 months he'd prefer to forget. "I sold a Buick dealership and stayed away from cars for a year. We finally found a dealer­ ship which was available and got along famous­ ly with the owner, Jerry Lane. We finally got everything put together and here we are," Gen­ tile said. "Here" is on U.S. 14 on the outskirts of Barrington. Gentile's dealership is sandwiched between the competition -- a Lincoln Mercury dealer on the left and a Ford dealer on the right. "I think that helps everybody. We've got a little row here. We've got a Chevy dealer down the street, foreign cars in town, an Olds in town -- there's room for everybody," he said. There's not much room in his office. The wall is filled with those celebrity photos -- Gentile with Ed Vrdolyak, Gentile with Tom Seaver, Gentile with Mary Lou Retton, Gentile's horse, Gentile's dog -- so many pictures, they've spilled into a nearby hallway. "See that? The Brunswick people gave me that the other night," Gentile said. The var­ nished bowling pin is emblazoned with Gentile's motto: "Large enough to serve you, small enough to know you." Gentile puts in long days, rising in his Berke­ ley home at 5:30 a.m. and sometimes staying at work well past the customary 5 p.m. quitting time. "In our business, to be skillful you have to be an active owner. You can't be an absentee owner. You've got to meet people, mingle, be a joiner, do whatever it takes. You can't hurt anybody. You do a few favors, and ask for some in return later," Gentile said. "You have to hire good people and pay them well. You lead by example. If you act slovenly, they'll act slovenly. Did you see how clean this place is?" he asked. Cars aren't his entire life. He's on the board of directors for two banks and the Italian Ameri­ can Sports Hall of Fame, belongs to the. Lions Club, served in the Navy, and has been'Weeted to the Berkeley Library Board. "The best things in my life are my Jesuit education and my family background, those two combined," added Gentile, a Loyola University graduate who taught psychology there for one year before selling cars. His family approach carries over to work. "Carol. Carol, come in here and meet this man," Gentile said as his wife walks past his office and peaks around the ajar door. "He's writing a story about me for the newspaper. Isn't that nice? Carol was my secretary for 10 years before she married me." Ten years. That translates to a couple thou­ sand cars in Gentile's dictionary. At age 58 with the success he's had and long hours he's poured into the business, it might be easy for Gentile to say he's tired and toss in the towel. "Never. I like people. The year I was off, I nearly went crazy," he said. "I just like people. I've enjoy talking to them. I've rdflly enjoyed talking with you today. I'm glad you stopped by. Now write a nice story and help me sell some cars." That's like trying to help Paul McCartney sell records. No, Joe Gentile probably won't have much trouble selling cars or making new friends. Give him a chance. He'd love to see you. Herald photo by Eddy Montvllie Owner Joe Gentile welcomes customers to his new enough to know you." Gentile says the secret to selling Chrysler-Plymouth car dealership in Barrrington. Gen- cars is "you've got to make people like you. You've got tile's motto is: "Large enough to serve you, small to make them remember you." NEW'85 S-10 PICKUP N1W85CHIV1TTE ONIY per month 'OC llAlJ BUSINESS IS GREAT... LOT'S OF CLEAN TRADE-INS $ 1 1 A Q C ' 8 2 C I T A T I O N 4 cylinder. 4 speed, air. WAS $4995 4475 so viae '82CITATION <3 d 4 cylinder, 4 speed, cassette. WAS $4995 O 7 7 SEAttE '82 CITATION 9999 V6, automatic, power steering, power brakes, air WAS $5495 4495 '82 CHEVY CAVALIER Automatic, air, tilt, am-fm cassette. WAS $4595 *3 $60 '81 CHEVY PICKUP « 4 speed, tool box. WAS$5495 *4888 '81 HONDA ACCORD M0V 5 speed, sun roof, cassette WAS $6495 *$495 79DATSUN810 „ 4 cylinder, automatic, power steering, am. WAS $3095 2 475 '81 DODGE MAXI VAN V8, automatic, power steering, power brakes, radio WAS $5995 5 495 '79 PLYMOUTH V0LARE c_ "Z V8. automatic, air. WAS $2995 *2480 '79CHEVYCHEVETTE 4 cylinder, 4 speed, am. WAS $1850 * 7 3 / 5 '79 MERCURY ZEPHYR Economy wagon. WAS $2495 1 5 / 5 '78 FORD PICKUP 4 Automatic. WAS $3895 *3275 '77 CHEVY SUBURBAN ~ V8, automatic, power steering, power brakes WAS $3495 2 3 90 ON NEW 485 FAMILY VAN CONVERSIONS '84Z»28CAMAR0 Loaded. WAS $12,260 'SOMONTE CARLO Automatic, power steering and brakes, air. WAS $3995 '82 DODGE C0NVERS0NVAN WAS $6640 '84 TOYOTA 4x4 KING CAB PICKUP WITH CAP WAS $9495 '83 CHEVROLET FLEETSIDE PICKUP Loaded, Silverado package. WAS $9295 '79 FIREBIRD Air, power steering, power brakes, automatic WAS $3495 '79 CHEVROLET K*20 FLEETSIDE PICKUP 4x4 Low miles. WAS $4495 '84 CHEVY PICKUP 4x4 V8, automatic, power steering, power brakes, with plow. WAS $9995 '84 CORVETTE "Loaded", two tops '83 NISSAN SENTRA WAGON 4 cylinder, automatic, air, cassette. WAS $6495 •13 CHEVY SUBURBAN DIESEL Diesel, automatic, "loaded" WAS $12,795 '83 CHEVY CAVALIER 4 DOOR 4 cylinder. 4 speed, am. WAS $5595 *8995 *8495 *2995 SAVE *6,000 *15,189 STOCK *5313 WAS $21,289 *3995 *9630 MUST SEE *5990 *11,740 *4750 July Domestic Auto Sales Auto sales declined 109% on a daily rale' basis in July 1985 with U.S. automakers selling 633527 cars compared to 684,112 - the year before. NfCMt ckMfti frum previous year * General Motor* -159% Ford -20% Chrysler •2JOH American Motor* -SOB% Honda -6.7% Volkswagen -98% Nissan.. .No comparison. Started -------- bulling domestic S.nlu i*kj*hqii cars on March 26.1965 • June '85 • Juno '84 eda4y raio basis WvO 26 selmg days in July 1965 comparod 10 2Ssollinq <t»y» in July 1UIM. STOCK #5346 WAS $22,181 fSSSSlS *7,044 " • 46 mo. Ctesad End Lease. $99 Payment with $100 Security Deposit plus Liceeie, Taxes. I Destination. ** $138 Payment With $150 Security Deposit ptas License, Taxes 6 Dvsitnitiofl -- WITH $1500 DOWN, CASH Oft EQUIVALENT TRADE. 48 MONTHS WITH 11.90% APR FINANCING, PLUS TAXES. LICENSE 6 DESTINATION." 908 N. Front St. (S. Rt. 31) McHENRY, IL. VOLO * QARYLANQ CHEVROLET MCHENRY Thousands ol autos