This is my fourth book on the auto industry, and I have written it because this business is complicated, sophisticated, and ever-changing.

Automotive retail is changing slowly, and one of the main reasons for that are the franchise laws. I want to urge you to operate as though franchise laws don’t exist to protect you.

Carvana is not going anywhere, and neither is Amazon. At some point they will join forces. Also, OEMs such as Tesla, Rivian, and many more are going to go directly to the consumer, bypassing the dealer network altogether.

At the end of the day, awesome customer service, whether in sales, service, or parts, will keep your customers coming back for more. Poor service and a cumbersome sales experience will drive them elsewhere - Carvana, CarMax, Tesla, Jiffy Lube, Firestone, Good Year, Valvoline, NAPA Parts, Pep Boys, etc.

COVID-19 is already having a profound effect on consumer behavior and the way in which we buy and service cars. I predict that there will be two types of dealers after this pandemic abates - the first will change their business operations, adopting frictionless digital and showroom retail; the second will hope that things go back to normal and that nothing needs to change. Unfortunately, the second type of dealer will be out of business.

It is ultimately your choice whether to accept change. Consumers will continue to purchase cars. The only question is: Will they will be buying from you?