For over 20 years, Catron was in another type of sales, which was far from car sales. He made his living selling mass quantities of printing supplies to factories. One of the main differences between the two sales positions is compensation. He said he sometimes makes what used to be a full year’s salary in one month at the car lot.

Ironically, Catron applied at Lawson once and wasn’t hired, but that didn’t sway him. A few years later, he reapplied and got the job. Max Lawson, dealer of Lawson Chevrolet, chuckled when expressing how glad he was that his dealership didn’t pass Catron (who’s consistently the dealerships top seller) up a second time. He said, “[Catron’s] just absolutely perfect in every way. He’s friendly, and his integrity is without question.”

While this the first time Catron has been the Auto Dealer Monthly Sales Professional of the month, he’s been named the sales professional of the month at his dealership numerous times. In 2007 alone, the dealership named him their sales pro of the month 10 times. Dennis Edwards, the general manager at Lawson Chevrolet, nominated Catron for his dedication; his consistent monthly sales numbers was just a bonus.

Edwards said in his nomination, “[Catron] is always the first one here in the morning, and most of the time, he is the last one to leave. Jack is the most loyal, hard working and consistent salesperson I have had the pleasure of working with.”

Catron, who will be 67 in March 2008, doesn’t do any fancy follow-up; he simply picks up the phone every day to call his unsold customers. Lawson said Catron’s a rather quiet individual that customers “immediately like.” In 2007, Catron averaged over 26 vehicles sold per month, with some months surpassing 30. He said he makes it his goal to sell 30 cars every month.

While his quick and constant follow-up generates sales, his philosophy is the real driving force behind his consistent numbers. Half of his philosophy deals with what you need to be a successful sales associate. Catron believes that in order to be successful, a sales associate must be self-disciplined, understand the importance of self-improvement, possess a good attitude and have associations. The second half of his philosophy deals with what you don’t talk about to customers. “There are four things that you cannot and must not talk about on the car lot. That’s yourself, others, religion and politics.”

Catron believes selling cars is “fun” and loves that “every day is a new ballgame.” He said, “The most rewarding thing you can do is to sell a person a car who needs a car.” Consequently, retirement isn’t in his near future. Ideally, he’d like to work until he’s 72.

Lawson said Catron is a natural vehicle sales associate, “The customers just like him from the very second they meet him. [His customers] all tell me the exact same thing. They’d never buy a vehicle from anybody else, and I’ve never had anybody say that [about any of other sales associate] before.”

Catron’s the picture of good health, as he walks five miles each day, a trek he’s been making since high school. When he was younger, he used to run the five miles daily, but he admitted he mostly walks now. He’s also an avid golfer, who likes to visit different golf courses across the country, follow his favorite golfer, Tiger Woods, and talk golf with his son, who went to college on a golf scholarship.

Congratulations to Jack Catron, our Sales Professional of the Month, and thank you to Dennis Edwards for bringing Catron to our attention.

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