Jim Ciardella - The Dealer: How One California Dealership Fueled the Rise of Ferrari Cars in America

BEHIND EVERY BOOK IS MORE THAN JUST AN AUTHOR. THERES A TEAM, a support group, family, and friends. And as most authors know, writing a book is a long journey, and to finish, you need every one of these people to motivate you. You also need a passion inside your soul to overcome hurdles and help you continue when your mind says you cant do anymore. My passion started with a flashlight.

Mom would turn out the light, whisper, Now get to sleep, and close the door on her way out. When I couldnt hear her footsteps anymore, the sheets went over my head, and the flashlight clicked on. It was usually an episode of The Hardy Boys Mystery Stories, but I believe my love of writing started with reading. I also remember two things on my dads nightstand when he went to bed: Vicks VapoRub and a copy of Readers Digest. Thanks, Dad, for setting an example that reading was important.

Fast-forward many years, and I have many to thank. Of course, my schoolteachers must come first. I cant remember all their names, but a few are etched in my mind. Mrs. Bradshaw, English (a subject I did not enjoy); Jim McCavitt, elementary school (he taught me the importance of research and being aware of current events); John Ziegler, California State University, Chico, accounting professor (more than a teacher, he was a dear friend who called me a young man in such a hurry and told me I could accomplish anything I set my mind to); and Keith Ekiss, Stanford University professor (his creative nonfiction class got me started, and his suggestions helped direct my writing path).

Today, I can locate only one college schoolbook on my bookshelf. Its titled Communicating through Letters and Reports by J. H. Menning and C. W. Wilkinson. I never met them, but their book must have influenced my writingalmost every page contains underlined words and my handwritten notes in the margin.

More recently, several people helped produce The Dealer. Stewart Griffith, my consultant, Web administrator, and creator of www.FLGstory.com. Thank you for teaching me how to use WordPress and then always being there to fix what I screwed up. Helga Schier, my editor who not only helped my words tell the story better but motivated me when she said, I dont know anything about cars, but I like the way you tell the story. Thank you, Helga; your comment gave me the perseverance to carry on when obstacles or other opinions got in the way. Bob Pimm, my literary attorney who helped me navigate the business of being an author. Im so glad you were able to put legal terms in laymans language for me. And every author needs a good partner in a literary agent, and I was lucky to snag one of the best. It took me more than 400 days to find Anne Devlin of the Max Gartenberg Agency, and it took her only 40 days to get a publisher interested. Thank you for continuing the passion your father started many years ago and thank you for believing in The Dealer.

And most importantly, my writing coach, Nina Amir. I know this book and myriad things that support it could not have been done without you. You recommended most of the team to me, taught me how to blog my book, and helped me craft a book proposal that worked. Your valuable advice, motivational phone calls, and pushing me to get things done helped The Dealer cross the finish line. I will be forever grateful.

Its entirely possible that Bill Glau, one of the first friends I met when I moved to Los Gatos, is the one responsible for this book. One night, while having dinner with him at Forbes Mill Steakhouse, he set things in motion when he said, Jim, this is my friend Brian Burnett. He used to own Ferrari of Los Gatos. None of us knew what the future would hold, but in one way or another, The Dealer probably started that night. Thank you, Bill, for your friendship and the introduction.

To my daughters Lia and Kim, you motivated me to continue when you said how proud of me you were for writing this book.

And thank you, Corinne, for believing in me and giving me the space and time needed to complete this book. Without your love and support, I could not have done it.

A special thank-you to Brians family, friends, employees, and a few enemies for sharing their part of the 20-year ride. You helped me gain a better understanding of what it must have been like being part of Ferrari of Los Gatos.

And, lastly, to my friend Brian Burnett for sharing many hours with me telling the story. You allowed me to write while you struggled through the pain of recalling some memories youd been trying to forget. I thank you for the opportunity and for helping me achieve my goal to become an author.

HE HEARD THE ROAR OF THE 12-CYLINDER ENGINE, AND HIS DADS voice echoed in his mind. Hello, Brian. Heres the Ferrari you asked us to pick up. It was a long ride, but your mother and I made it. She sure is a beauty. Your mother, not the car.

Glancing over his shoulder, Brian Burnett realized there was no car at the curb and that his parents had moved north years ago. But he could still hear his mom laughing at her husbands flirtatious remark.

It seemed like yesterdaynot 20 yearssince Bill Harrahs Modern Classic Motors approved a Ferrari dealership to be located on the corner of Pageant Way and East Main Street in Los Gatos, California.

Twenty years?

Looking through the glass showroom window at the cars he loved, Brian turned the key to lock the dealership door.

Memories rushed through his mind. He thought about the drawings that made his dad, Rex Burnett, the most recognized hot-rod cutaway artist in the world. It seems like I was just downstairs in the basement watching him sketch. Brian wondered if his dad had taught him everything, or were there more fenders, bumpers, and hood ornaments he should know about? And he remembered watching the race with his dad on an air force runway in 1954. Jim Kimberly won in the red number 5 Ferrari. He could still hear his engine fire up. What a sound that was! The thought brought a smile to his face.

It seemed like his entire life had revolved around fast cars in general and Ferraris in particular. What now, what next? What could ever take the place of a business that allowed him to sell those exclusive, fast, and exciting cars? Id had Camelot for 20 years, minus the happily-ever-aftering part.

He recalled Enzo Ferrari smiling at a picture of the Deucari, a 32 Ford deuce roadster Brian had built with a Ferrari V-12 engine. You did this? Enzo had asked. When Brian nodded, Enzo shook his hand, confirming approval. What could replace selling cars for Enzo, the man who turned a childhood dream into the worlds greatest automobile dynasty?

Brians mind was racing as fast as the cars he sold. There were so many stories to remember, people hed met, and lives changed during his years as the proud owner of Ferrari of Los Gatos.

And, of course, there was the sinister duo from Italy that took it all away. By halting the shipment of new cars from the factory, they had undermined the dealership and badmouthed Brian to be a no-good dealer incapable of adequately representing Ferrari. Incapable? Hed sold more Ferraris in those 20 years than anyone else on the planet.

The final click of the lock brought him back to the present moment. It was time to go. He realized that of all the lives affected by this dealership, the most transformed was his own.

He put the key in his pocket, turned around, and walked away from the street corner his business had shaped for two decades. As he crossed East Main Street, the noises, voices, and faces of the dealership seemed to follow him like ghostscustomers, bankers, employees, celebrities, dealers, and friendsand he thought about his wife, kids, and parents whod supported him.

How did I lose all this?