"Exactly. The school routes will remain with the school bus fleet. This purchase is for older students and campus shuttle service." She opened her folder just enough to show a page of route schedules marked in three colors.
Anna studied it without reaching across the table or taking the papers out of Gloria's hands. "Then I need to understand passenger counts at peak times, how you handle breakdowns, and what delivery dates the campus contracts require," she said. "If I quote something you can't put on the road when you need it, I haven't helped you."
For the first time that morning, Gloria smiled. It was not the smile of a woman relieved to have finally found a salesman who would treat her as rich. Anna knew nothing about Gloria's finances, and Gloria had no intention of changing that. It was the smile of someone who had asked for a practical conversation and finally been given one. "You understand transportation better than most people who try to sell me vehicles," she said.
"My father drove delivery trucks," Anna replied. "When a truck broke down, he didn't just lose a day of work. His whole schedule fell apart, and everyone waiting for him lost time too.
So I try to think about what the vehicle is supposed to do before I think about the sticker price." She looked down at her notes. "Would you be willing to show me your operation? I can probably make a much better proposal if I see the routes and how you dispatch them."
Gloria considered her for a moment. The invitation was a modest risk: another sales representative might have come to the depot, glanced at the old bus, and decided the visit had been wasted. But Anna had already asked the questions Gloria had hoped somebody would ask.
She took a business card from her folder and slid it across the table. "Come tomorrow morning at nine," she said. "Ask for Gloria Hayes. I'll be there."
Anna accepted the card with both hands, reading the name and address carefully. The card was simple, white with a dark blue border, the name Hayes Transportation printed above a phone number and a street address. It did not list annual revenues, fleet size, or corporate contracts. Anna made no effort to search for those things while Gloria watched. She put the card into her appointment book and repeated the time aloud.
"Nine tomorrow. I'll bring the passenger van specifications and some questions about service coverage." Gloria rose, smoothing the edge of her work shirt.
"Anna, you treated me like a customer before you knew whether I would buy anything." "That's how it should be, Ms. Hayes," Anna said. Gloria held out her now-clean hand, and Anna shook it without hesitation.