Meanwhile, the biggest push for change isn’t coming from regulators — it’s the consumers. Consumers approach direct‑to-consumer sellers like Tesla, Lucid and Rivian with rose-colored glasses. These manufacturers are challenging traditional dealership models by eliminating haggling and having the appearance of standardized pricing. Try it yourself if you haven’t done so already: Visit any of these manufacturers’ websites, go through the sales process and ask yourself if your online or in‑person transaction process is as simple and clear. If dealerships don’t adjust their practices soon, they risk falling behind — and the “so-called experts” will use it to validate the direct-sales model over the franchise system as the future of retail automotive sales and service. The most successful dealerships are the ones that provide a great customer experience — part of which is price clarity at the get-go. And speaking of great service — you won’t have a chance to provide it if you don’t have a team who cares about doing so. Beyond regulatory challenges, our industry also faces a recruitment crisis. Technicians, sure. But I’m talking about comptrollers, sales and F&I, too — dealers simply lag behind other industries in offering competitive benefits like health plans, paid time off and even air‑conditioned service department work environments. A study by Automotive News found work-life balance woes were the No. 1 reason for employee discontent among 1,000 people surveyed — a factor for 38% of those who’d found another job or considered leaving their current role. Increased workload without additional pay followed at 27%, and toxic workplace culture was third at 22%. In an era where workers have more options, companies that fail to improve working conditions and benefits will continue to struggle with both recruitment and retention. If we do not adapt and evolve, government intervention and shifting worker and consumer preferences will force changes that could reshape the industry entirely. The path forward requires more than just compliance — it demands a proactive approach to leadership and innovation. Those who rise to the occasion will set the standard for the future of automotive retail. Keith A. Laudenberger, CPA klaudenberger@cbmcpa.com Councilor, Buchanan & Mitchell’s automotive dealership accounting team is your trusted partner in achieving your financial goals. Our professionals are experienced leaders with a deep comprehension of the challenges and opportunities faced by the automotive industry. Contact us today if you are ready to experience personalized service. cbmcpa.com 301.986.0600 7910 Woodmont Ave, Suite 500 Bethesda, MD 20814 John R. Comunale, CPA jcomunale@cbmcpa.com STEERING YOUR FINANCIAL SUCCESS IS OUR BUSINESS Tax Planning & Preparation Cost Segregation Analysis Mergers & Acquisitions Audits, Reviews & Compilations Business Process Review Succession Planning LIFO Inventory Fraud Prevention Buy/Sell Agreements Business Valuations Financial Planning Wealth Management Our Services: vada.com 5
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