Peter Cooper: Why Customers Don’t Want to Come to Your Dealership

The David Spisak Show · Sep 24, 2026 · 1h 8m

Peter Cooper opened his Lexus store in Allentown, Pennsylvania in 1990, in a market that would never let him be the biggest dealer in America. So he chased something harder to copy: becoming people's favorite place to do business. More than 20 years ago, he went one price, single point of contact, no haggling, while the rest of the industry bet the other way. Today his store runs on a culture most dealers only talk about in 20 groups, led in part by a son who has never sold a car.

It started with one question from his wife, Karen: "Peter, what's it like for a woman to buy a car from you?"

He…