‘American Auto’ Recap: ‘Dealer Event’

Written by John Edward Betancourt

AMERICAN AUTO -- "Dealer Event" Episode 212 -- Pictured: (l-r) X Mayo as Dori, Harriet Dyer as Sadie, Humphrey Ker as Elliot, Michael Benjamin Washington as Cyrus -- (Photo by: Ron Batzdorff/NBC)

Caution: This article contains spoilers for Episode 212 of ‘American Auto’. To revisit the previous episode, click here.
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One particular mantra that rightfully permeates the business world, is that a business should know its customer base through and through. Because that is essential to sales. For offering up the wrong kind of product that no one wants or offering it to the wrong type of consumer will outright lead to all kinds of problems for the business in question. To the point where sales go nowhere, the company loses a boatload of money and of course… is no longer trusted by its customers because they appear to be all about greed over providing what their customers need. So, most companies do detailed research to make that happen, so they don’t find themselves in that position, but even then… bright ideas and ambition override that now and again, and lead to problems.
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But what’s fascinating about business, is how rarely the business world applies that mantra internally. Because it is just as important to know what the employees feel and think about the company and products to come. For they are often closer to the everyday world than some of the executives and their ‘bright’ ideas. But big business tends to ignore that, and it can sometimes lead to product disasters, as evidenced by the next episode of American Auto on NBC. For ‘Dealer Event’ featured a big moment in Katherine Hastings’ tenure as CEO of Payne Motors. Specifically, it was time for the launch of the brand-new Pika. An affordable car that was designed to easily turn around the company’s fortunes, and to celebrate its arrival, Payne dealers from around the nation arrived to check it out, and of course… place orders.

An event that had the team focused on offering up the best presentation possible. One that they poured over from a sales pitch perspective and of course, this event also featured a gimmick. Where Katherine would drive out in a Pika filled with Pikas, or rather… bunnies… since the Pika was endangered… so they could add a little flair to the whole deal. And while final preparations took place for that, Jack and Wesley took part in some hardcore schmoozing. Wherein Jack learned he was a natural in such matters. In fact, he was so good… he came to learn quite the horrifying fact. In that, the majority of the dealers came from regions where different types of vehicles were in demand. Trucks, SUVs, vehicles such as that, and since the Pika was an affordable ride for the everyday urban consumer… the dealers were planning on buying none. 

Which of course, prompted a pivot to make this car appear to fit their demographic, and that led to disaster. Since Sadie’s presentation was torn asunder and became nonsensical, and Katherine we learned… fears small animals and had to get high to be near them… and that allowed for the gimmick to fall to pieces and for this whole event to end without placing orders. All because… Payne didn’t know its employees and their needs at all. For those dealers, while affiliates, could have provided feedback on what could have come next for the company. In fact, this debacle also pointed out that Payne didn’t properly examine its customer base as well. But in true satirical and traditional fashion… the head office thought they knew best and saw the whole product line come tumbling down. Hammering home, a fine lesson and setting up a dire ending to the C-Suite’s tenure since low sales would lead to the end of the line.

But not all hope is lost. For Dori had a great idea about how to potentially market this product differently and ignore the dealer line completely. A move that sets the stage for some fine commentary on a hot button topic in our world regarding the value of a dealership and one last shot to save jobs. And all it took to get there, was one wild event from one hilarious episode. Because the jokes all worked here and the satire of how this disaster came to fruition, was simply delightful and felt in tune with what we know about Corporate America. And now that the stage is set for heck of a bold run to move the Pika, it will be interesting to see if the team’s inventive last-ditch effort to save their future will end in success, or if the struggles of Corporate America will prompt change at the highest level. Until next time.

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