Customers at Greenway Automotive's newest Ford dealership routinely shoulder bags of cash to the bargaining table.
There is no visit to the F&I manager. No haggling over the value of a trade-in. Buyers often pay for their cars using the pooled savings of a large family group. For many, it is the largest purchase of their lives.
Greenway's new customers are half a world from Florida, in a burgeoning Shanghai suburb. Greenway President Frank Rodriguez is tackling a market operating 12 hours ahead of his base in Orlando, Fla.
Going to China "sounded like out in outer space," Rodriguez says. "China is not only logistically a long way away but also culturally and language as far away as you could possibly come from the spectrum we live in."
Last month's grand opening of Shanghai Greenway Ford turned Rodriguez's "far-fetched" dream into reality. In business since January, the dealership moved to a permanent location in Anting.
Shanghai Greenway sold 61 new Ford Fiestas and Mondeos in September, beating the previous sales high of 40 in June.