A lot has changed in the auto sales business since Lou Cohen opened a small used car lot on Liberty Heights Avenue in Baltimore in 1961.
Cohen, now president and CEO of BMW of Towson, was fresh out of the Army when he took his his first job with another dealer before branching out to sell, and eventually lease, cars through his Allstate Leasing.
Customers who used to comparison shop on the lots now browse online. And mechanics have become computer-savvy technicians.
“As a dealer you were constantly inundated with engine, transmission work,” years ago, Cohen said. “Today you don’t see any of that.”
As for customers, “for the most part, they make their decisions as...