First of all, describe your educational background. What did you study?

Hands-on learning. I guess you could say I’m a graduate of the University of Dad. I started at the dealership switchboard; back then, it was the cable plug-in kind! I worked in accounting, and back then, we posted manually. There’s not a job in this dealership I haven’t done. Again, I was lucky; my dad was a great mentor, so I learned from the best.

How did you become a car dealer? Did you always aspire to be part of the automotive industry?

I’m a second-generation dealer. I grew up watching my dad sell cars. My dad had all his kids working at the dealership in the summer – it kept us out of trouble and instilled a work ethic from when we were young. So I guess I never really thought hard about my career options. I had a path, and I recognized it. I’m lucky I found my career, or rather my career found me, at a young age.

Do you have family members in the auto industry?

I do. My dad was in the auto industry most of his adult life until he passed. My mom still comes in and signs checks for me and my brother, Stew, and she’s 89. Stew and I work together, running the dealership now.

There are five siblings in the family, four boys and one daughter. My older brother is in the business. My brother Stew and I run our family dealership, and my sister is married to a dealer. The car business runs in the family.

Are there any specific individuals who had a major impact on your career?

My dad, first and foremost. He taught me it should never be difficult to buy a car, treat people fairly, and tell the truth. Those were wise words.

My cousin, Ron Smith, is another person who made a big impact on my career. He often said, “Profit is not a four-letter word!” And you know, it’s not. It’s okay to run a profitable business.

I believe you can do it all: treat people fairly and tell the truth. I believe the profits and success will follow.

What do you think will be some of the dominant trends within the auto industry in the next five to ten years?

I’ve seen the rise of technology and social media impact car sales. Our customers come into our dealership much more well-researched, if you will, than ever before. But, they still have questions that need answers. Car sales is a relationship business. It still involves people, and people still worry when they make a big purchase, like a car. They want to touch it, feel it and have someone they trust talk to them about the purchase they are about to make. It’s not a T-shirt they can order off the internet from some website. Outside of a house, a car is one of the biggest purchases we make, and people need feedback.

What is the greatest importance of being a CFADA member? And what makes it beneficial?

There are many really good reasons to be part of something like CFADA, but for me, as a standalone dealership, it’s about the networking opportunities. There’s something to be said about not learning every single thing from your own mistakes! When there are other dealers who you can reach out to for advice, insight and just good ideas, it makes a big difference. And I think when there’s a collective group, like CFADA, the members are willing to share their experiences because when one dealer thrives, I think we all thrive.

What inspired you to serve as a leader within the association?

I missed a meeting and got voted in! No, seriously, I think we all have a responsibility to give back to the industry we are a part of.

In looking back at this year, what stands out for you? Are there any accomplishments of which you are especially proud?

My biggest accomplishment is getting through it. I was joking the other day and said to someone in the association that I plan on being a better past chair than chair. I can now give advice because I’ve been there!

I think in all reality, part of being on the board of an association, like CFADA, is that you help chalk up one more year up of doing what you do – provide services, support and a cohesive voice. Every year makes us better and stronger as an organization, and that’s an accomplishment I am proud of.

Are you involved in any civic or charitable organizations?

I’ve been involved with Rotary Club for 30 years. It’s been rewarding for me. We have been building wheelchair ramps in our community, and we build a couple per month. It gets me outside, and I get to use my craftsman skills.

If you look back at your career and life, what would be three things that you have learned, that you would pass on to a younger member of the auto industry?

First, being a car dealer is a lifestyle. It’s a 24-hours-a-day job, seven days a week. We’re a small business, so we have all the responsibilities that come with that. We’re also a visible business, so we need to be mindful of our community as well. We need to be good corporate citizens if you will.
And, second, be truthful. That’s just a good thing.

And finally, be there. Be on time, do the job, and be focused while being there. People will know if you are half there. Not only is it offensive to everyone, but you miss a lot of what’s going on around you.

If you could describe the best day in this business, what would it look like?
There would be a line in the service department, a line at the parts counter and a line to buy car!

Having said that, the best days are those days when we do what we do: sell cars.

Describe your all-time favorite vehicle (it can be one you’ve owned, or something on your wish list). What are you driving today?

My all-time favorite car is a 1969 Dodge 440 Charger. It was all black, with automatic windows. I should have kept that car!

These days I drive a Grand Cherokee Overland, which in comparison to the Charger is an old man’s car!

Tell us about your family.

My wife, Karen, and I have been married 32 years. We have a daughter, who is a lawyer, and a son, who is in law school. We’re proud of them.

What is your favorite way to spend your free time? Any unusual hobbies?

I like to be outside. My wife and I like to be active and moving. We walk a lot, and I like to people watch.

And finally, what is the most rewarding part of your career?

The people. Hands down, it’s the people. The car business is a people business. If you don’t like people, you shouldn’t be in the car business. Every day, we see people in our dealership from all walks of life – they all need a car and they all come with their own stories, needs, wants and concerns. And regardless of who they are, they all want to be treated fairly and told the truth.

When we help a customer find and buy the right car for them, it’s a great day. apibus leo.