turer wouldn't dare put a dealer-
ship where there isn't a major
/—population," said Mr. Glassman.
"All you have to see is what
Saturn has done. And that's part
of what GM's Project 2000 is all
about. As they head toward the
year 2000, there's going to be con-
solidation in our business. And to-
ward that end, you'll find the
patterns as to where dealerships
move and don't move.
\_, Dealers are finding that people
are more savvy. Said Mary
Tamaroff, "You've got buyers
magazines all over. You've got
Consumer Reports. All you have
to do is go to a newsstand. How-
ever, there are always accessories
and some things that are not in
the books. And sometimes man-
ufacturers run specials and that's
not in the books either."
George Glassman agrees that
/-ouyers have become smarter.
"You've got the Internet. You've
got more choices than ever. It all
goes back to people wanting to do
business where they're comfort-
able, and where they are face-to-
face. And that's something that
the superstores, in my experience,
have not been, and won't be able
to do."
"Today's consumers are intel-
/Ligent, and they are being treat-
ed as such. Doing business is not
significantly different. It is still
a people business market. And I
don't think it's going to change.
Certainly if somebody doesn't
need that factor, doesn't want that
factor, there are plenty of cars and
car dealerships. And the ones that
provide the services that con-
\ sumers want will remain."
/' Another who sees a positive
side to the superstores is Jeff Ru-
bin, Tamaroff Buick's business
manager. "I think it is only help-
ing our business, 100 percent. It
is making everyone more ac-
countable. The personification of
car dealerships in the past has al-
ways been shaky and shady. Mr.
Tamaroffhas been in business for
9 years, and we haven't been
here because we did business like
that. So this is making our sales
go up, and people who don't do
business the way we do are suf-
fering.
"If there is a dealer shakeout,
it may be of those dealers without
good reputations, the marginal
ones," said Mr. Rubin.
For George Glassman, only
" .ime will tell as to how the su-
perstores will ultimately affect
the car buying public. But in no
way do I take them lightly.
"I am sure that they are going
to be here, and are here to stay.
As to whether or not they will ul-
timately have the impact that
some may feel they have, that re-
mains to be seen.
"You can't shortsell a guy like
9uizenga who overnight became
the largest automobile dealer in
the country. I think it is too ear-
ly in the game to really tell the
effect, but it will be far-reach-
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