Page 10 - GIADA july2020

Continued from previous page leave vehicles overnight for consumers to Every few years on the way back from JFK
along with the people selling and servicing test drive to lessen the strain. However, Airport, I take a short detour and pass by
the product. Relationships matter. That this will only add further risk, cost, and the dealership that my father and uncle
is not to say the process doesn’t need to exposure to those dealers. owned. I pause in front of the showroom,
be materially streamlined. That is a topic unnoticed, and observe salespeople and
unto itself. It is up to dealers to maintain control of customers transacting business largely
their economic destinies. Unrestrained the same way it was done when I worked
Maybe it’s all as simple as customers not legal liability and added insurance there 40 years ago. My legal advice is to
wanting to part with their money and sign and payroll costs solely to accede to stay the course, tweak where necessary,
on the dotted line until they sit in their the remote selling model beyond this but don’t be so quick to fix what isn’t
new vehicle, test drive it, and on delivery, pandemic will preclude any notion of broken, despite what the disruptors
smell it, feel it, and check for scratches. Or sustained profitability. That is, unless might urge. n
perhaps it’s as wholesome as customers consumers are willing to suddenly pay
clinging to the multi-generational list price for such white-glove service. If Legal Disclaimer: This article does not
tradition of visiting the dealership to select the COVID-19 crisis has taught dealers constitute legal advice. You should consult
the next family vehicle. anything, it is that they have a fiduciary
duty to their shareholders, employees an attorney for any matters discussed
Industry pundits, along with vendors and customers, to always remain well herein.
seeking relevance, blindly envision a capitalized in order to survive the next
world where dealers will double or triple crisis for the good of all constituencies. In Bellavia Blatt, PC is a nationally recognized
their workforce and hire “runners,” whose my 35 years of representing dealers, the authority in the field of automotive
sole job is to drop off and pick up vehicles clients that survived the longest were the franchise law. Leonard Bellavia, the firm’s
at consumers’ homes for test-drives, ones that resisted the temptation to be all founding partner, is a regular speaker at
appraisals, deliveries, and service. Such an things to all people. Besides, customers national automotive trade events and has
endeavor would require several hundred have a newfound appreciation for getting served as chairperson of the Litigation
round trips a day. When pressed over the out of the house. Staying home and Section of the National Association of
absurdity and impracticability of such buying online has worn out its welcome Dealer Counsel and member of its board
a model, they recommend that dealers during COVID-19. of directors.

8 | GIADA Independent Auto Dealer JUL/AUG 2020