Salesman Judged a Customer by His Clothes—Then Learned Who Owned the Dealership

Chapter 26

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Tiana drove the blue wagon home in the late light with her sister following in the leftover sedan, the two cars in procession like a small parade of the accounts settled. On the showroom floor the day closed the way days now closed: the log filled in, the jackets clean, the coffee machine rinsed by whoever had used it last, which was the newest and least enforceable of all the house's reforms and the one Zeke policed like a border. And on the rotating platform at the center of the tile, catching the evening and giving it back, this year's red convertible turned very slowly — the new model, one shade deeper still, waiting with the patience of all beautiful machinery for whoever would come through the door and be shown it, and be seated, and be offered coffee, and be told the true rate, exactly as if the room had finally learned what it was for.

Zeke Boateng retired on a Friday in the following spring, for the second time, and this time it took. He was seventy-nine. His knees had filed their formal objection the winter before, and his doctor — a woman who had bought two cars from the flagship and therefore enjoyed diplomatic immunity — had used the word cartilage the way generals use the word untenable. Keisha, who ran compliance for eleven stores and could still be reduced to a granddaughter by one raised eyebrow, drove down from Atlanta to be present, and the store did for him what stores do, with a cake and a plaque and a speech by the new general manager that was better than Tony Russo's would have been and still not equal to its subject. Zeke listened to all of it with the courtesy of a man being described inaccurately by people he liked, and when the cake was cut he said the only thing he had prepared, which was: "I started on a lot where the porters ate on a curb. I am ending on one where they put my name in a logbook and argued about my handwriting. That's the whole of progress, near as I can tell. The rest is commentary."

He kept his locker through the end of the month, by arrangement and affection, coming in mornings to drink the honest coffee and supervise the universe at the pace of a retired instrument. It was Zeke, inevitably, who interviewed his own successor — not officially, but Del Kimbrough, who had known him twenty years, had the sense to have the boy's second conversation happen within earshot of the wash rack.

The boy's name was Jaylen Moss. He was sixteen, tall in the unfinished way, from a family in east Macon where his mother cleaned rooms at the hospital and his father drove a county bus, and he had applied for the lot job with a résumé written by hand and a reference from a shop teacher who had written, in the margin, in pencil: This one finishes what he starts. He wanted the job the way boys have always wanted it — because it was cars, all day, near his hands — and he wanted the money with a clarity that did him credit: his sister's braces, his own savings, a list he kept folded in his wallet that he showed no one. Del hired him for Saturdays and after school, and put him with Zeke for his first two weeks, and Zeke — who had been trained on a curb in Albany by being forbidden things — set about training him the other way, as an experiment sixty years in the planning.

The curriculum was the lot, as it had been for Blake, but where Blake's had been a remedy, the boy's was an inheritance, and it was administered in the porter's ancient order: the wash rack first, and the right side of the chamois; the rows, and how a car is moved like a guest and not like furniture; the keys, and the log, and the sacred trust of other people's property. Zeke taught him the door on the third Saturday — how to stand it, how to read the weather coming through it without reading the people, how to carry coffee to a waiting room without making charity of it. "You greet everybody," Zeke said. "Not most. Not the likely ones. Everybody's the rule because partial is where the trouble breeds. Your eyes will try to help you sort them. Your eyes are sixteen and they don't know anything yet. Let them learn the slow way: by being wrong in the direction of respect."

"What if they're just looking?" the boy asked. "What if they're killing time while their car's in service?"

"Then they've got time to kill and you've got coffee. Killing time ain't a crime in a car store, son. Half of buying is a man visiting the idea of it, sometimes for years." Zeke folded the chamois with ceremony, like a flag. "I knew a man visited the idea of one car for fifty-seven years. From the wash rack. You'll hear that story when you're ready to hear it, which is when you've figured out why I'm telling you the door rules before the driving rules."

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Salesman Judged a Customer by His Clothes—Then Learned Who Owned the Dealership

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