Page 10 - GIADA Nov-Dec 2020

Talking to Dealers

in the COVID-19

Trenches, Part II

By Thomas B. Hudson, Hudson Cook, LLP

In May, I wrote an article for Spot Delivery, Here's Frank's reply — not his exact words I also circled back with Emily Beck, who
"Talking to Dealers in the COVID-19 but my summary of his brief email. runs a multi-brand, multi-rooftop business
Trenches." Spot Delivery's managing in Virginia's Shenandoah Valley. Emily
editor, Shelley Fowler, suggested that All employees are back to work at this time. used to be a partner at our law firm before
a follow-up on that article might be she left us to go run the family business.
interesting. I agreed with her and prevailed I do believe that we have changed the way Knowing how lazy I am, she was once again
upon my three dealer buddies featured in we do business forever. Salespeople are kind enough to respond in writing and
that article to look over their responses working from appointments about 80% of make my work nothing more than a cut and
and add or amend them as appropriate. the time. That provides a better experience paste. Here's her take.
for the customer and makes it much easier
My first call was to Frank Ferrogine. As I to manage our showroom and the health of Back in May, who knew that we'd be still
mentioned in my May article, Frank has both employees and clients. talking about COVID-19 today? Overall,
several stores in the Annapolis, Maryland, we've fared pretty well, but there remains
area. He runs a tight ship, in terms of both We are in almost full recovery now doing some anxiety in the market. Normally,
compliance and ethics, and is honest and business in a different way. things get a little funky right before a
straightforward. For that reason, I've been presidential election. We are certainly
comfortable buying a number of cars from Home test drives and deliveries are much feeling that now.
him over the years. more common now.

8 | GIADA Independent Auto Dealer NOV/DEC 2020