Pub. 5 Issue 4

9 can do more with less. We’ve streamlined our processes because we’ve had to. The service departments have been open here in California throughout the pandemic — thanks to our local and state as- sociations. Sales have opened up. And while sales and service have certainly seen a big downswing, there are some things in place that will help us get through this. What are your thoughts about the auto industry and specifically COVID-19? How do you think this will change the industry? Well, I think any concerns about ride-sharing services impact- ing automotive sales have been pushed way down the road. After this, I think people will want to own their cars, autono- mous or not. People adapt; dealers more than most, I think. People have been stuck at home for months, and I think they have gotten used to making purchase decisions online — even for larger purchases, like a car — and they are more comfortable doing so. I believe that the dealers will need to adapt and sell cars in the way their customers want to buy cars. There will be more clean- ing, more distancing when we meet face to face, face masks for the foreseeable future, and possibly a continued use of appoint- ments. But here’s the thing, if a customer is going to make an appointment and they show up, I suspect they will be interested in buying the vehicle. I also think that these past months have shown that the in- dustry has shifted in regard to the skillset necessary to sell cars. For years we were all here, at the dealership, waiting for  DAVID ELLIS — continued from page 8