Pub. 6 2017-2018 Issue 4

Spring/Summer 2018 11 “ ” What do you think will be some of the dominant trends within the auto industry in the next 5-10 years? I think we’re going to see much more technol- ogy in the sales process for both dealers and customers. We see a lot more calls and emails these days. People do their research online, and they are very educated about what they want. Foot traffic is a lot less than it used to be, and I believe that is due to a more digital approach to “looking” before purchase that people do. What is the biggest importance of being an NCDA member, what makes it beneficial? NCDA is a great organization. The opportunity to spend time with other dealers is one of the significant benefits of membership. It’s the leadership of an organization like this, that makes such a difference. We have a forum for sharing ideas: what works, what doesn’t, what’s happening. It gives us an early peek behind the curtain of trending issues and topics before we’re right in the middle. I think we’re a little more prepared. Do you have past experience that will help your leadership in NCDA? Stability. I’ve been in the car business for 28 years, and in that time, I’ve always preached to people to work hard and stay put, opportunity will come. I worked for Carl Burger for 16 years, and then six years ago I had the opportunity to become a partner with Jim and Sean Crowley in this store. I’ve buckled down and rode the highs and the lows in one spot. I think that these days, many young people look towards geography as a fix for problems. This isn’t working or it seems hard, so they move and start over, thinking that the proverbial grass is greener. Here’s what I’ve learned: the grass is greener where it’s watered. So, pour some water on your own grass, and hunker down and work through it. What inspired you to serve as a leader within the association? I have a personal drive to be successful. My dad was successful, and I have been inspired by successful people throughout my career. My partners in this dealership, Jim and Sean Crowley, are exceptionally successful people. I’d like to give back to the industry that has been very good to me. What are your priorities and goals as the new NCDA Chairman? What’s in store for NCDA in the short term and/or long term? Well, this past year has been a bit tough in the industry. Our auto show, in my opinion, is the one biggest thing that helps our dealers across the board. It’s a very large event. NCDA works very hard on it, and you can tell. It’s top notch. And it’s well received. People turn out, and they enjoy it. We see residual sales throughout the year. I want to keep the focus on the auto show and make it the best ever. What is your approach to helping dealers face challenges at their dealerships? I would like to encourage dealers to learn from themistakes – or missteps, if you will – of others, as opposed to their own! I think a lot of us are stubborn and we don’t want to make changes, but, I firmly believe that we don’t have to learn from our own mistakes. Our dealers are very generous with their time and very willing to help each other. Are you involved in any civic or charitable organizations? Yes, my wife, Lila and I do a lot with the Beach and Country Guild to benefit the United Cerebral Palsy of San Diego. At the dealership we do a lot with local high schools and military groups. We understand how important we are to our community and vice versa. Work through the issues, which interest - ingly enough, wi l l teach you more than i f there had never been any issue to begin wi th. Problem solving is a ski l l , and as wi th any ski l l , i t takes pract ice.