in Friday's 7 section, I chat with director Michael J. Peterson about his new Artists' Repertory Theatre production of "Glengarry Glen Ross," which opens Friday at the Severance Building. Here's a continuation of the interview:

What is the play about?

The play concerns the ups and down of several men in the city of Chicago (although the setting really could be anywhere) who are trying to sell Real Estate, specifically some possibly worthless unseen parcels which are located in “Glengarry Highlands” Florida. Some of these guys may have once been at the top of their game as far as the sales racket goes, but now there’s a couple of “young Turks” in the office who seem to have taken over the action and the older guys are starting to feel the heat. To crank up the pressure a little bit more the management has instituted a sales contest in which the winner gets a Cadillac but the loser gets fired. The desperation this creates results in various alliances, clashes and betrayals which we see as the story plays out. A break-in and robbery of the best sales leads, probably an inside job, and the subsequent investigation add to the tension during the second act.

Is this a "traditional" production?

We are presenting the unexpurgated text, exactly as originally published by David Mamet. It does not contain one of the most memorable scenes and a character who appears in the film version of the play, which famously starred Jack Lemmon, Kevin Spacey, Alec Baldwin and other incredible Hollywood talents. It’s the Alec Baldwin scene, which is “missing”; where he presents the terms of the sales contest. This scene was added to the movie (I believe by Mamet himself in writing the screenplay version). In the stage production, the exact terms of the contest are referred to a bit more obliquely, but rewards for success and the consequences of failure are spelled out quite clearly.

What makes a good salesman?

The best salesman in the play, the number one top guy on the board is so good at what he does his customers don’t even see it coming. They don’t even know they’re being pitched until it’s too late. Oh, and he also follows the ABC rule of salesmanship: Always Be Closing!

Not to get too personal here, but do you or anyone in the cast know anyone who has been really burned by the current real-estate downturn? If so, do you think that affects the tone of the production?

Well, to be a bit confessional, my wife and I are actually in the same boat as a lot of folks out there with our current mortgage. We’re in one of these stupid adjustable rate deals where the interest is going to go up on us, and it’s definitely starting to pinch. Right now, we’re trying to re-negotiate the terms with our lender, but we haven’t gotten a final answer as to whether they’ll be willing work with us or not. We hope so, as we do love our house!

Was Mamet making a judgement on capitalism when he wrote the play?

I don’t think so. Without any economic competition, which is the basis of capitalism, you basically have communism; and we’d pretty much discovered by the 80’s that that doesn’t work out so great in the long haul. I think the more important thing which Mamet was addressing is the question of how the competition happens. Is it a fair playing field? Does everybody operate under the same set of rules? What lengths will people be willing to go to if they perceive themselves to be failing? And how does self perception itself affect one’s ability to compete successfully?

I know you're staging the play in its original time period, but you considered updating it to the present. Why did you stick with the '80s?

We discussed the notion of updating the time period, but quickly determined that the difficulties presented in doing so would far outweigh any possible benefit. The themes are timeless, the setting doesn’t really matter.

Talk a little about each of the characters and the actors playing them. What does each represent?

• Shelley “The Machine” Levine – played by Louis Ramentas. Shelley is one of the “has beens” in the sales office. He used to be the top man (hence the nickname) but he’s fallen on hard times and is getting a bit desperate.


• Roma – played by Michael Harrison. Currently top man on the board and not afraid to let everybody know it. He’s just closed a sale which he feels should put him over the top as the hands down winner of the contest.


• Moss – played by Jaguar Bennett. One the younger guys, a good closer, but volatile and manipulative. He’s competing head to head with Roma for the top spot on the sales board and the prize Cadillac.


• Aaronow – played by Gordon Moore. “Competing” with Levine for title of Biggest Loser. He’s so far down, he’s given up.


• Williamson – played by Jeff White. Williamson is the office manager. He’s hated by the salesmen because he has control of the leads, which they need to make any sales, but he’s been given instructions by his bosses to give the best leads only to the guys are closing good sales. So it’s sort of a catch-22. Ya gotta have good leads to close a sale, but you gotta close a sale before you get any of the good leads.


• Lingk – played by Hal Bolan II. Not exactly a sucker but definitely a patsy. He’s signed a deal to buy some property, but his wife wants him to get his money back.


• Officer Baylen – played by Ricci Mazzuca. Special Investigator brought in to interview the members of the sales team after a break in and robbery in which all the best leads are stolen.

Mamet's use of language in the show is legendary, both in terms of profanity and rapid-fire (and overlapping) delivery. Does this take a lot more work than just regular dialogue?

The profanity didn’t take much practice. (Hah!) The overlapping dialogue and non-sequitur lines have required an immense amount of practice, commitment and mutual respect from the cast. I’m lucky to be working with some the very best actors in Fresno. A less talented bunch would not be able to do justice to the material in the fashion that these guys are capable of. Truly amazing actors, incredible ensemble. I’m honored and humbled by the work they’ve done.

Anything else you particularly want readers to know about the show?

As you mentioned above, it does contain a great deal of “adult” language (One of the cast members counted them up, I think he said 84 “F-bombs”) and it is definitely not a play for children.