Cadillac at Chicago Dramatists
Cadillac is a tight and lovely little play by Network Playwright Bill Jepsen, set in a car dealership and populated by salespeople combating various moral dilemmas. Is it absolutely necessary to compare it to Glengarry Glen Ross?
Well, yes. One, because the first act has some obvious similarities, or homages. It has a set of salespeople with varying styles and degrees of success, the older generation vs. the younger generation, and a competition for the best leads, in the form of a stack of pending credit approvals on the desk of Finance Manager Howard, the play’s hero. Two, like Mamet’s great play, Cadillac finds beauty in a scene that is not only thoroughly mundane, but also typically seedy and cutthroat.
And no. In every other way, Cadillac is not like Glengarry Glen Ross. In the real estate drama, the characters struggle with a world stripped of any meaning outside of making the sale. Even though it’s a world they bought into, when things go wrong it is painful to face the sword they have lived by. The successful specimen whom they all look up to, Roma, is successful by virtue of being cutthroat but also by being smart and diligent. They live in an inhuman land where their survival skills are in direct contradiction to what they sense is good for human beings, but they persevere anyway.
In Cadillac, meaninglessness is concentrated in the villain, the young Gary. He is on the verge of breaking the record for monthly sales, but unlike Roma, his success is based on cheating and self-interest, not a mastery of sales skills, which he entirely lacks himself and doubts exists in others. Outside of being cutthroat in interest of his commission, he is lazy, naive and hopelessly arrogant.
The rest of the salespeople, two men of the older generation and a younger woman, have a code. It may only be the code of a car salesman, but it is a code nonetheless. It is built on techniques of selling that are demonstrated and philosophized about in fascinating tidbits; the techniques are not necessarily in conflict with being good to other people and to yourself. These characters may not have the wildly inflated expectations of the younger, Internet generation, but at least they see meaning in human life.
This meaning is wonderfully articulated and symbolized by the customer who appears in the first and last scene only, like a middle class chorus. He wants to buy a Cadillac, because all of his life he has worked hard while driving lesser cars and finally, yesterday, has paid off the 30 year mortgage on his house. In his own words, he deserves it.
The rest of the drama revolves around what that sale will mean to the various players on the last night of the sales month. Gary stands to break the record, the woman stands to lose her job, Howard stands to either be ruined by Gary’s manipulation or thwart his unfair ascent. The noose is knotted and looped around the neck of the hero Howard so subtly that you have no idea where it’s going till the last scene, and it is a superb last scene.
The characters look and act as realistic and familiar as the highly detailed and wonderful set, which is complete with wood veneer paneling, plastic plants and bowling trophies. But are these the actions of real car salesmen? Is this whole exchange plausible? No. But Jepsen didn’t make them car salesmen because he wanted to say something journalistic about that line of work. The play’s poetry resides in the symbol of the middle-aged car salesman as noble human. It is so central to the expression that it does not matter if the storyline is plausible for real salesmen; the nobility Howard exhibits by doing the right thing is about what regular people are capable of, no matter how mundane and insignificant they may seem in a seedy Lindy Motors universe. I can’t say enough about the wonderful irony in Howard’s line, “You’d be happier in the Cadillac” in the final scene. He’s a car salesman upselling for all the right reasons, and effectively sacrificing himself in place of the usual unsuspecting customer.