Pub. 7 2018-2019 Issue 4

Spring/Summer 2019 11 As auto dealers, we’re part of our communities and for many of us, we have been for generations. We have earned the trust of our customers by selling quality vehicles in a way that makes sense and creates a mutually beneficial relationship. I don’t believe that will go away. Yes, there will be changes to products, but, I believe in the dealership business model. I have seen it work for three plus generations. What is the biggest importance of being an NCDA member, what makes it beneficial? The relationships are a big benefit, because they can impact so much of our day-to-day experience as dealers. We can learn so much from each other – we don’t have to learn from our own mistakes, through membership in NCDA, we can learn from the success of others. We have an organization behind us whose main purpose and focus is to help all of us be better dealers. I think it’s impossible for anyone in this business to have their fingers on every detail of the possible legal and legislative issues that this industry faces. To have an organization, such as NCDA, run interference is huge. Do you have past experiences in that will help your leadership in NCDA? I have served as president of our Chevrolet LMA, and I have been on the board of the Arizona New Car Dealers Association, when I worked in our dealership in Phoenix. What inspired you to serve as a leader within the association? I think we all need to do our part. This is our industry and there is no one better qualified to weigh in on the industry than the dealers. What are your priorities and goals for the NCDA? What’s in store for NCDA in the short term and/or long term? NCDA San Diego puts on a great, great car show. It’s just impressive all the way around. The consumers like it, the dealers like it, and it’s a major focal point. Every year, it’s exciting, with the newest products and technologies. So, I want to make sure that goes well, and do what I can to help. We alsowant toworkwithCNCDAon their initiatives – legal and legislative. I think it’s so important that we have not just our local organization in our corner, but, also CNCDA. Are you involved in any civic or charitable organizations? I have been involved with the Boys & Girls Clubs, both here in San Diego and in Phoenix. What is your approach to helping dealers face challenges at their dealerships? I think that there is strength in numbers. We can all learn fromeach other, in good times and in bad. If you look back at your career and life, what would be three things that you have learned, that you would pass onto a younger member within the auto industry? Well for starters, I would say embrace the scary times. That sounds odd, but, the tough times – and this business definitely has them – are the times when the lessons are learned. 2008 and 2009 were tough years for all of us in this business. I am grateful that we got through and I can look back at the lessons, the biggest of which was: know your business and know where you can trim expenses. If you ever get a chance to work in the finance department, do it. If the car industry is your chosen career, don’t skip this segue. Knowing how to make the numbers go round is an invaluable skill. And finally, surround yourself with talented people. Good people, exceptional people. A couple of things will happen when you do. First, your customers will be taken care of – because that’s what good people do, they take care of business. Second, you will always look good. Someone once said that we are all the average of the five people we spend the most time with. For most of us, we spend the most time at work, so when you hire, mentor and develop good people, it benefits everyone. Continued on Page 12 Helping a first time buyer purchase a car, and seeing their excitement as they prepare to drive it away, is still one of the best parts of what I do. It never gets old. Providing customers with a car buying experience they love is rewarding.