Pub Yr 2 | Issue 4 OFF ICI AL PUBL ICAT ION OF CENTRAL F LOR IDA AUTO DE AL ERS ASSOCI AT ION CONNECT ING AUTO DEALERS AND THE CENTRAL FLORIDA COMMUNI TY CELEBRATING FLORIDA’S AUTO INDUSTRY LEADERSHIP
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OFFICIAL PUBLICATION OF CENTRAL FLORIDA AUTO DEALERS ASSOCIATION Pub Yr 2 | Issue 4 ©2023 Central Florida Auto Dealers Association, Inc. (CFADA) | The newsLINK Group, LLC. All rights reserved. Accelerate is published four times each year by The newsLINK Group, LLC for CFADA and is the official publication for this association. The information contained in this publication is intended to provide general information for review, consideration and dealer education. The contents do not constitute legal advice and should not be relied on as such. If you need legal advice or assistance, it is strongly recommended that you contact an attorney as to your circumstances. The statements and opinions expressed in this publication are those of the individual authors and do not necessarily represent the views of CFADA, its board of directors, or the publisher. Likewise, the appearance of advertisements within this publication does not constitute an endorsement or recommendation of any product or service advertised. Accelerate is a collective work, and as such, some articles are submitted by authors who are independent of CFADA. While Accelerate encourages a first-print policy, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at: 855.747.4003. FOLLOW US ON: 100 Weldon Boulevard Sanford, FL 32773 Phone: 407.708.2780 cfada.org The magazine is produced in partnership with 4049 South Highland Drive Holladay, Utah 84124 855.747.4003 | 801.676.9722 thenewslinkgroup.org 2 President’s Message 4 Our Leadership: 2022 Board Of Directors 5 Celebrating Florida’s Auto Industry Leadership 7 Getting To Know Past Chair, Mike Smith: Orlando Dodge, Chrysler, Jeep, Ram 9 A Talk With Bobby Kisselback Of Kisselback Ford 11 George Nahas, Orlando’s Auto Show Chairman 14 A Pre-Pandemic Interview With CFADA Board Member Randy Parks From 2019 16 Sitting Down With Glenn Ritchey Jr. CFADA Vice-Chair 19 A Visit With Shannon Kominowski 21 Renaissance Man Jay Mealey 24 An Interview With Paul McNamara Of Reed Nissan 27 CFADA Visits With Elliott Burnside 30 All About Alan Wildstein Of Alan Jay Automotive Network 34 Questions For CFADA Board Member Jason Kirkland 36 Getting To Know Raj Alexander 38 Dealer Members Pub Yr 2 | Issue 4 1 CFADA.ORG
President’s Message EVELYN CARDENAS President/CEO Central Florida Auto Dealers Association In this issue, we are including some of the highlights of our industry. You will see a compilation of the previously published stories of the men and women who make our industry great. They have weathered the highs and lows in our industry and continue to succeed despite all the changes. As we continue to get through the headwinds of our everchanging industry, hearing these stories gives me hope and perspective. Our current era is drenched with innovation and smart technology, unlike any other time in history. We are in the fourth industrial revolution that, like its predecessors, is shifting and redefining almost every industry in every way. In 2023, we are going to see a greater expansion of multimodal alternative fuel mobility options. We will continue to see more industry cross-pollination, contractions, and expansions. We are going to learn about new disruptors, form new partnerships, and explore new business models and avenues for growth. Legacy vehicle manufacturers will become nimbler and more innovative, and so will dealers. They will serve customers better with more efficiency and creativity. The industry leaders we see here and those that we haven’t interviewed yet will continue to drive our industry forward. We hope you enjoy this issue as much as we’ve enjoyed putting it together. 2 Pub Yr 2 | Issue 4
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Jason Kirkland Director Jenkins Auto Group Evel yn Cardenas President/CEO Central Florida Auto Dealers Association Chip Gannaway Director Van Gannaway Chevrolet John Mant ione Director Fields Auto Group U.S. Mar ine Director Sutherlin Nissan Richard Sox Counsel Bass Sox & Mercer Er ic Matos Director Universal Nissan Randy Parks Secretary/Treasurer Parks Auto Group Shannon Kominowski Chair Holler Hyundai Glenn Ritchey, Jr. Vice Chair Daytona Hyundai, Jon Hall Automotive Group George Nahas Director George Nahas Chevrolet Raj Lal l y Director Orange Buick GMC Our officers and directors play a critical role in our success. The board consists of a diverse group of highly trained professionals. Each person on our leadership team brings many years of experience in the U.S. and worldwide. Their dedication ensures that Central Florida’s new and veteran automotive professionals have access to the region’s most comprehensive industry resources and educational opportunities. OUR LEADERSHIP: 2023 Board of Directors 4 Pub Yr 2 | Issue 4
CELEBRATING FLORIDA’S AUTO INDUSTRY LEADERSHIP CFADA was founded in 1929, around the beginning of the Great Depression. The association has worked to protect and strengthen dealer members ever since, and its leaders have been especially mindful of helping develop leadership skills in association members. That might be the reason why CFADA is so successful. It has become Central Florida’s largest nonprofit automotive trade association, but that wouldn’t have happened without the combined efforts of many talented, hardworking and visionary leaders. It’s worth talking about why leadership is so important. In any industry, the most basic reason for recognizing and supporting official leaders is that organizations without them will develop unofficial ones. People become confused about hierarchy when there isn’t an official structure, and arguments between leaders develop. Pretty soon, there are miscommunications, nobody is sure about the business mission, and people are so busy filling the leadership void they forget about basic processes such as serving customers and building profitability. Good leadership – the kind that is so abundant within CFADA’s leaders and members – has many benefits. For example, it’s inspirational. Leaders understand the messages they deliver and members’ needs. They use their knowledge to create action by inspiring and uniting employees. A good leader sees long-term goals even when surrounded by many short-term ones, and they keep morale and employee confidence high by making it clear what employees need to do to reach goals. Expectations are challenging but realistic, so everyone understands success is possible. Many dealership employees have an amazing work ethic; that must be encouraged because taking care of basics is hard work and necessary for dealerships to thrive. Employees who contribute should be recognized for their work and receive rewards, including monetary ones. (Nothing takes the sweetness out of work well done than having it be ignored and either unpaid or underpaid.) Leaders also have good communication skills. They communicate quickly, clearly and appropriately to all stakeholders because they recognize how important it is for people to know what’s happening. They create a workplace where people have the space and flexibility to be innovative. They make genuine connections with people and protect them in dangerous circumstances. Strong leadership skills have never been more necessary and helpful than they are right now. For example, leaders in many dealerships are increasingly interested in increased diversity because that is the only way they will stay competitive in a work environment like the current one. The country is still recovering from the economic impact of the pandemic, and the U.S. has increased interest rates, hoping to dampen the inflation caused by supply chain problems and employee shortages. There are also more jobs than potential employees right now. As a result, the rest of the year promises to be a tricky time for dealers nationwide. We are confident that CFADA’s members and leaders will successfully solve our challenges. These members are passionate, dedicated and enthusiastic. They know how to build morale and inspire employees. They act with integrity toward employees and customers and have high ethical standards. They communicate effectively, are committed to their teams, act decisively, combine management skills with creativity, and are willing to learn new skills. At the same time, they are also realistic, practical and pragmatic. To meet the need for qualified employees in the future, many of CFADA’s dealership leaders are committed to investing in their communities and encouraging young people, including young women, to develop trade skills. CFADA recommends inclusion policies, which must be written and supported at the highest levels of organizations, and should include finding and building leaders with diverse backgrounds, too. Even though acquiring leadership skills involves learning and improvement, CFADA believes our member’s leadership skills compare favorably with leaders found in any other industry. This magazine issue contains articles about some of CFADA’s members who are also leaders. Prepare to be impressed if you haven’t met them; they are remarkable. And if you have already met them, we hope you find the articles about them informative. Pub Yr 2 | Issue 4 5 CFADA.ORG
Running a dealership comes with its share of uncertain terrain. But one thing is certain. Our Dealer Financial Services team is dedicated to being by your side with the resources, solutions and vision to see you through. Lauren D’Hondt lauren.dhondt@bofa.com 407.420.2771 bofaml.com/dealer Making business easier for auto dealers. Especially now. “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp., both of which are registered broker-dealers and Members of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp. are registered as futures commission merchants with the CFTC and are members of the NFA. Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured • May Lose Value • Are Not Bank Guaranteed. ©2020 Bank of America Corporation. All rights reserved. 3235016 12-20-0021 Running a dealership comes with its share of uncertain terrain. But one thing is certain. Our Dealer Financial Services team is dedicated to being by your side with the resources, solutions and vision to see you through. Lauren D’Hondt lauren.dhondt@bofa.com 407.420.2771 bofaml.com/dealer Making business easier for auto dealers. Especially now. “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp., both of which are registered broker-dealers and Members of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp. are registered as futures commission merchants with the CFTC and are members of the NFA. Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured • May Lose Value • Are Not Bank Guaranteed. ©2020 Bank of America Corporation. All rights reserved. 3235016 12-20-0021
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, GETTING TO KNOW PAST CHAIR MIKE SMITH Orlando Dodge, Chrysler, Jeep, Ram Before the COVID-19 pandemic caused the disruptions and shutdowns in early 2020, CFADA spoke with Past Chair, Mike Smith of Orlando Dodge, Chrysler, Jeep, Ram. And prior to masks, sanitizing protocols and social distancing, we were able to chat face-to-face with this dealer who literally grew up in the auto industry. This article was originally published in 2019-2020 Issue 1. 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? Pub Yr 2 | Issue 4 7 CFADA.ORG
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. 8 Pub Yr 2 | Issue 4
We asked Bobby how he became a car dealer, and if he always aspired to be part of the automotive industry. He told us, “I’ve been around the car business for a while. Don Mealey invited me to be a part of his management team back in 1987. I started at Don Mealey Chevrolet in Orlando, Florida, and over the years moved around in management positions within the Mealey organization. I fell in love with the business and I’ve been in love with it ever since.” Then: “In 2011, I was made aware this dealership was for sale and I was able to put the deal together. We closed on the dealership in June of the same year.” We asked if any of his family worked in the auto industry with him, and he told us his son, Sean joined his team several years before. At the time of our interview, Sean was the used vehicle manager. “I’m happy he also loves the business,” Bobby said. Bobby told us he had an associate degree in business administration that he’d received quite a while before – “a very long time ago” – and told us about certain individuals who had impacted his career. People like Don Mealey, from whom he had learned the business and who was an excellent teacher and a terrific mentor. To this day,” Bobby told us, “Don is willing to give advice when called.” Bob stated he was, “ . . . lucky to have great investors in Paul Dunkley and David Hammond,” and that he appreciated their confidence and their help making Kisselback Ford a reality. When we discussed our ideas of some of the dominant trends that may affect the auto industry in the next five to ten years, Bobby said, “Every time I think I might know, turns out, nope, I don’t. But, certainly autonomous cars will play a roll, the transition from cars to SUVs will play a role, as will interest rates rising, and a bunch of new products. “But,” he continued, “ I guess what surprises me is how much of it still stays the same. The fundamentals of the business are the same as they were back in 1987, which is how we interact with people. Regardless of whether we are marketing through social media, the internet, etc. – I don’t think we even had any internet when I started in the car business – the fundamentals of the business are the same. It’s about people.” He pointed out that he believed there will be new trends in the car business, as there are in any business, however, he stated that the fundamentals of how we interact with each other are what sells cars, and that will always be at the core of any new trend. Bobby enjoys helping others face new challenges at their dealerships, believing his team can be a good source of information about the industry, as well as recruiting folks to be part of the car business. With regard to CFADA and what makes membership so beneficial, Bobby stated, rather quickly, “Giving back to the community on behalf of the central Florida auto dealers.” He told us he had been on the CFADA board for a number of years, first as Treasurer, then Vice Chairman, and that he also served on the board at the state level, with FADA. He had been asked to serve by another board member, Randy Parks, and he gladly took up the challenge. He told us his priorities as the CFADA Chairman would be continued commitment with the community with a A TALK WITH BOBBY KISSELBACK of Kisselback Ford When we spoke to Bobby Kisselback of Kisselback Ford in 2019, he was then the chair of CFADA. Below are some interesting points we featured about Bobby, pre-pandemic. This article was originally published in 2019-2020 Issue 1. Pub Yr 2 | Issue 4 9 CFADA.ORG
renewed emphasis on helping dealers with big issues like technician recruitment. Giving back to the community is a big part of the culture of his dealership, and he told us of various projects they had undertaken. One of his favorite community-oriented projects is their program to honor a veteran each quarter on their Facebook page. “It’s an opportunity for us and our more than 7,000 Facebook followers to thank (the veterans) for their service. We invite the honoree to our quarterly team lunch and we donate $500 in the veteran’s name to the Horses & Heroes program at McCormick Research Institute in Saint Cloud, which provides equine-assisted therapies to wounded warriors.” A valiant pursuit, indeed. Additionally, Bobby and his wife, Sherri – along with their Labrador retriever, Joie – participate in special community programs, as volunteers in comforting children dealing with illness at Nemours Children’s Hospital in Orlando. “Joie is a therapy dog,” Bobby told us. “And I think what Sherri and Joie are doing is wonderful. The therapeutic value of petting or being with Joie is extraordinary. Sherri and Joie also take part in reading programs at local schools and libraries, where kids can read to Joie. She’s a great listener!” Bobby, his wife, and his team are also committed to educational initiatives. They donate school supplies each year during an annual drive for A Gift for Teaching in Osceola County, and they participate in Ford’s Drive 4 UR School program, donating dollars for every test drive. “It’s important for me to encourage our team members to participate in our community,” Bobby explained. “I think it’s important that we all give a little in helping as many as we can. We’re a small dealership, but we try hard to never say no.” We next asked him if he were to look back on his career and his life, what would be three things he’d learned that he could pass on to a younger member of the industry? He reminded us that customers have so many choices when it comes to where to go to buy a car: “Be nice,” he said first, then: “Say thank you. And appreciate that customers chose you.” When we asked Bobby to describe what a “best day” in the car business would look like, he said, “There is nothing better than a busy day selling and servicing cars at a dealership. The customers are happy, the sales and service teams are happy, everyone is busy and having a good time.” Moving on to more fanciful pursuits, we asked him to describe his all-time favorite vehicle – whether he’s owned it, or it’s on his wish list. He said, “So many favorite vehicles . . . probably the Ford GT. I currently drive a Ford F150, (which is) a spectacular vehicle.” We wanted Bobby to tell us more about his family and his home life. He told us he is married to his wonderful wife, Sherri, and that he has two great adult children, Sean and Ashley. He and Sherri have two precious granddaughters, Emily and Logan, and in his spare time, he loves to golf and run in a bunch of charity 5K races. And finally, when asked what the most rewarding part of his career was, Bobby said, “I loved the car business from the very first day. The people, the activity, the pressure, what we are able to do in the community – it was and continues to be awesome.” I loved the car business from the very first day. The people, the activity, the pressure, what we are able to do in the community – it was and continues to be awesome. 10 Pub Yr 2 | Issue 4
Speaking to the Chairman of the Auto Show was a bit different than with the various dealers, but we learned some interesting things about George, the auto shows and his perspective on the auto industry. Describe your education background. What did you study? I have a bachelor’s degree from Northern Illinois University, and a law degree I received from DePaul University College of Law in Chicago in 1969. You have a law degree, but how did you become a car dealer? Did you always aspire to be part of the automotive industry? I didn’t start my career in the auto industry with any plans to enter the auto industry. I had a couple of friends in college who had family members in the business, but I was in law school and planning on becoming a lawyer. One of my friends – a former college professor with a Ph.D. in Economics – had a father-in-law who had a Chevrolet dealership. One day, he put his arm around me and said, “George, come to work for me.” I explained I was in law school and had my career path set; I was going to become a big-time lawyer in Chicago. My friend pulled out the Yellow Pages and opened it up to the “big-time lawyer section.” There were a lot of lawyers. Even I could see there were a lot. So I did get my law degree, but I also decided to give car sales a try. I started in the automotive business in 1970 as a new-car salesman at Bill Jacobs Chevrolet in Joliet, Illinois. In 1972, I was promoted to sales manager after selling more than 1,200 cars in two years. It turns out I had a knack for selling cars. In 1973, two things happened: I sold a car to an FBI agent from Memphis. He knew people in Florida, and I got a job offer to become a general manager at a Cadillac dealership. I took it. Figured I couldn’t get a better reference than the FBI! I purchased my first dealership in 1977, in Tavares, Florida. It was an Oldsmobile dealership – a single point dealership – and I was there for 25 years. I had a good run with them until the manufacturer killed off Oldsmobile. So, I bought a Saturn dealership in Montgomery, Alabama – which, as we all know now, also went the way of Oldsmobile. I was eventually able to turn my dealership in Montgomery into a Subaru franchise, and in 2010, I was able to negotiate a Chevrolet franchise in Wildwood, Florida. My wife, Ann, used to say, “I married a lawyer and got a car salesman.” Right before she passed away, she told me that she wouldn’t change a thing. The car industry has been good to me. Do you have family members in the auto industry? No family members. My cousin worked with me for years, but sadly he passed away. I am a first-generation dealer, and I came up through the ranks. Are there any specific individuals who had a major impact on your career? Bill Jacobs. He was the consummate teacher. There were 25 people who started their careers and came up through the ranks at his dealership, and they all became dealers and very successful in their own right. He grew dealers. Working for Bill was an invaluable experience. Another person who made a difference in my career – and my life – was Terry York. He was one of the managers at a Bill Jacobs dealership. Terry and Ray Dennison were both mentors and good friends. Both went on to become dealers. The auto industry is a good place to learn from one another. GEORGE NAHAS Orlando's Auto Show Chairman This article was originally published in 2019-2020 Issue 2. Pub Yr 2 | Issue 4 11 CFADA.ORG
Car dealers are doers. They have to be. They do for a lot of people. They are very giving people, and couldn’t be more proud to be part of the ranks. What are some professional moments that make you the proudest? In 2002, I became the first person in Florida to win the TIME magazine Quality Dealer of the Year award, which is probably the most prestigious award a dealer can earn. That was a moment I was very humbled. I was also named a Northern Illinois University Husky Legend. They held the ceremony where I was honored on the football field. It was raining, but it was one of the best moments. As you look back on your career and life, what would be three things you have learned that you would pass onto a younger member within the auto industry? I’m a big believer in making your own luck and getting out of your own way to do it. I went to college for seven years, got a law degree and changed careers immediately. I think a lot of people wouldn’t have walked away from that kind of time and money investment in their education, but I saw an opportunity, and I took it. I think a lot of people let their perceptions of how things should be limit their abilities in terms of how things could be. I would encourage young people to take a chance on opportunities as they come. I am proud to be a car salesman. I may be a dealer, but I am a car salesman at heart. Car dealers are doers. They have to be. They “do” for a lot of people. They are very giving people, and I couldn’t be more proud to be part of the ranks. And then, I would encourage people to take life more as it comes. Learn to play the hand you’re dealt – but play it well. I think that’s the key. What is the most rewarding part of your career? As a salesman, as a sales manager and as a dealer, this is what I’ve always wanted to do. I like to sell cars. Was there ever an “aha” moment in your career that defined you? There have been lots of moments. Life is a culmination of moments, I think. I am driven by accomplishments. I never did anything for money. I want to be the best at whatever I do. I want to know that I did the best I could. Are you involved in any civic or charitable organizations? I am; I believe in giving back to our communities. I have been chairman of the Florida Citrus Sports Association for many years. I’ve been a director for the Epilepsy Association of Central Florida, as well as a member of the Eustis Rotary Club. One of the things that I am most proud of is the ten and a half million dollars our association raised for our automotive training center, the Barbara Miller Central Florida Automotive Training Center at Seminole State College. I think we all know that we are facing a terrible shortage of trained auto technicians, and 10 years ago, we decided to do something about it. I think a lot of young people are pushed into going to college when they would be better served to look at a trade instead. We don’t have enough people who can do things with their hands. We need to change that. Describe your all-time favorite vehicle – it can be one you’ve owned or something on your wish list. What are you driving today? Well, today I’m driving a used Equinox. My favorite car was the Corvette I drove when I couldn’t afford it. What is the biggest impact of being a CFADA member? What makes it beneficial? I’ve been a member of CFADA since I’ve been a dealer here in Florida. As dealers, we’re all involved in the communities we live and do business in. Giving back is important, making things better. Our association is very active, we’re supportive of one another, and we get things done. What is your favorite way to spend your free time? Any unusual hobbies? Nothing really unusual. I play some golf – not as much as I used to or would like. And I sell cars. Tell us about your family. My wife, Ann, passed away when she was 38 years old. Way too young. I am still single. 12 Pub Yr 2 | Issue 4
O ces: 2822 Remington Green Circle Tallahassee, Florida 32308 Tel 850.878.6404 Fax 850.942.4869 4208 Six Forks Road, Suite 100 Raleigh, North Carolina 27609 Tel 919.847.8632 Fax 919.847.8633 DEALERLAWYER.COM PROTECTING OUR FLORIDA DEALER CLIENTS FOR OVER 30 YEARS Bass Sox Mercer represents automobile, truck and motorcycle dealers in complex franchise issues, litigation and transactions. The firm has the knowledge and experience to address a wide range of issues, with the goal of not only aiding their clients in meeting a specific, immediate objective, but also providing creative responses and strategic solutions for issues that will arise in the future. You have been the Chairman of the Orlando Auto Show for many years; what are some of the changes you’ve seen over the years? I’ve been involved with the show for about 25 to 30 years now. You know it’s the show that helped us build the training center. There were many individual contributions, and we worked with our vendors, but the auto show was a big factor in getting that center done. What are your thoughts on the popularity of auto shows? I think it’s a mixed bag. I hear the comments, but people like them. If the auto show is good, people will come. I think the displays have gotten better over the years; the videos are definitely better. There are lots of things to entertain the customers. I think the concept cars are waning. I haven’t seen a really good one in years. You can have movie stars, you can have singers and dancers, but at the end of the day, it’s about the cars. People like to see the cars. They want to sit in the cars, touch the cars and see themselves in the cars. Orlando’s show is in the top 20 – we’re 18th in the country. I think we have a good show. Pub Yr 2 | Issue 4 13 CFADA.ORG
There was a world before 2020 – a pre-pandemic world – where life at various dealerships was different than it is today, in 2022. Back in 2019, CFADA had a brief discussion with board member Randy Parks, and he was happy to share with us his insight on the industry, his dealership and being a board member of CFADA. This article was originally published in 2019-2020 Issue 2. To begin, describe your education background. What did you study? I have a BBA from the University of Miami, School of Business, and an MBA from Rollins College, Winter Park, Florida. So how did you become a car dealer? Did you always aspire to be part of the automotive industry? I always had a liking for the auto industry. I was raised around it. I did pretty much anything and everything in the business growing up. My dad, Jack Parks, was a dealer, and while I loved my dad very much, I never really wanted to work for him. I worked as a property and casualty agent for a while – had my own agency – and worked with a lot of dealers. I enjoyed it, but I was still intrigued by the auto industry. But I felt very strongly that if I entered the auto industry, I wanted to do it on my own. In the fall of 1979, with some friends and partners, I purchased Longwood Lincoln Mercury. That was more than 40 years and 11 locations ago. And I can’t imagine a better career. Do you have family members in the auto industry? My brother, Ron, works in the family dealership. My dad passed in 2012. (In 2019, when the interview with Randy was conducted, his son was working with him and to that point, had worked with him for about five years.) Did any specific individuals have a major impact on your career? My dad, Jack Parks. I learned a lot from him. What are some professional moments that make you the proudest? I would say that I am still here. I had a bit of an unusual start. In 1979, when I bought my first dealership, the economy headed straight south. INTERVIEW WITH CFADA BOARD MEMBER RANDY PARKS from 2019 The prime rate was 23%, and inflation was at 15%. Trying to make it as a new dealer was beyond tough – in fact, words like “tough” and “hard” don’t do the years between 1979 and 1982 justice. It was brutal. There were many days when I didn’t know if there was going to be a tomorrow. But what I did know was that failure wasn’t an option. We took each day as it came – and every day was pretty much an eight-alarm fire drill. I look back at those years, and there was little fun or enjoyment. Calling those years the worst economic times in memory seems pretty trite and trivial to many of us who ran dealerships and came out the other side. In the mid-1980s, “Reaganomics” kicked in, and when interest rates finally fell below 15%, we all felt we could breathe easier. If you could describe your best day in this business, what would it look like? Anything that doesn’t resemble the years between 1979 and 1982! Based on your experience and all you’ve been through in this industry, what do you think will be some of the dominant trends within the auto industry in the next five to ten years? There are a lot of industry disruptors right now. There’s a lot of discussions as to what it all means and the place 14 Pub Yr 2 | Issue 4
of dealers in all of it. I believe in the franchise system – I think it makes sense. The auto industry is entrepreneurial at its core, and I think that whatever comes, we’ll be here selling it. If you look back at your career and life, what would be three things you have learned that you would pass onto a younger member within the auto industry? I think realizing that nothing is easy would top the list. Also, it’s lonely at the top. Running a successful business is hard work, and it’s about commitment, all while making those tough decisions. It doesn’t get easier. Was there ever an “aha” moment in your career that defined you? I think the elusive “aha” is a moving target. I think this business is too humbling to get too comfortable. Through your dealership, are you involved in any civic or charitable organizations? Yes, we are. We do a lot with the Boys and Girls Clubs and Toys for Tots, as well as youth and high school sponsoring throughout our area. My wife and I also are pretty involved with our church. Describe your all-time favorite vehicle (it can be one you’ve owned or something on your wish list). What are you driving today? I think this is going to sound a little strange, but I’m not really a car enthusiast. I am more of a widget and people kind of guy. But I will say that my first car, a 1969 Ford Galaxy 500, was pretty cool. What is the biggest impact of being a CFADA member? What makes it beneficial? CFADA provides a level of security in a capital-intense business. As dealers, we have invested substantially into our businesses – we have everything on the line in many cases – and knowing that CFADA is there, along with our state and national association, is very comforting. Our industry has a lot of moving parts beyond just running a business. We’re heavily regulated. The industry requires training to keep up with new laws and mandates. Our franchise rights are constantly under attack and being scrutinized. CFADA provides that level of security and advocacy that we as dealers need to be successful. What can you tell us about your family? My wife Linda and I have two children. Our daughter, Cameron*, is married and works as an attorney. Canden, our son, is single and works with us at Parks Motor Group. Linda is a tax CPA and owns her own practice. And no, I don’t get my business returns done for free, I am a paying client. (*Back in 2019 when CFADA interviewed Randy, Cameron was pregnant with the couple’s first grandson!) What is your favorite way to spend your free time? Any unusual hobbies? I play golf at a fairly high level. I am an avid sports enthusiast in general, but in the end it’s all about family time. Nothing unusual. I take every opportunity I can to spend time with my family. Before we wrap this up, tell us what the most rewarding part of your career has been thus far? I would say improving people’s lives. Seeing their growth from entry-level positions to management is very rewarding. It’s a daunting responsibility to be an employer, and it’s something that I have never taken lightly. It’s a daunting responsibility to be an employer, and it’s something I have never taken lightly. Pub Yr 2 | Issue 4 15 CFADA.ORG
At the height of the pandemic in 2020, CFADA spoke to its Vice-Chair, Glenn Ritchey, Jr. of Daytona Hyundai. We talked about his dealership, the auto industry in general, and the elephant in the room that was COVID-19. Before getting into the specifics of the pandemic, we wanted to know about Glenn’s educational background and his studies. “I went to a private school in Volusia County,” he began. “After high school, I attended our local community college for finance and then on to attend the NADA Dealer Candidate Academy. After graduating, I participated in various training programs offered by vehicle manufacturers regarding the automotive industry.” Since he attended the NADA Dealer Candidate Academy, it sounded to us that perhaps he had always wanted to be part of the auto industry. We asked him and wondered as well how he came to be a dealer. “My father got in the business around 50 years ago, and I followed in his footsteps. He started me off at the bottom, and I worked my way through different departments in our dealerships. He then gave me an opportunity and suggested I move out to another part of the country to work for a few of his dealer friends to make sure I wanted to be in the business and experience it from a different perspective than our own. This total experience confirmed for me that I wanted to continue and make the automobile business my career.” We moved our discussion to what had been on everyone’s mind since the early part of 2020: the pandemic. With these unprecedented times in mind, we asked what he was doing, as a small business, to weather this particular storm. “We are looking at opportunities within our processes to strengthen our financial position in the current market,” he said. “With the shortage of new vehicles being delivered to dealerships right now, we are looking at the used car market and making sure we have the right preowned inventory on hand to supplement due to the shortage of new inventory.” And we wondered about his employees and what he, as a dealer, was doing to support them. Like most dealers, he was happy to discuss those who worked for him. “First,” he said, “we sent out the message that we are open for business and offering a clean and safe environment for visits and demonstration drives. Another is we did not furlough or lay off any of our employees, and we are continually improving training for everyone as needed. We also adjusted pay plans to help employees maintain their livelihood. Our dealerships participated in the Payroll Protection Program to assist us in keeping our employees working so they can support their families.” In reference to community outreach – supporting essential workers like those in health care and first response – we were curious about what he and his dealerships were doing in that regard. He told us, “The way we are helping in our community is by continuing our financial support to programs we have supported over the years. We respect and appreciate our essential workers and first responders. We offer additional savings on all new and preowned vehicles. Also, we provide service specials and discounts as needed.” Past experience is always helpful in navigating new situations, and we wanted to know how his knowledge This article was originally published in 2019-2020 Issue 3. SITTING DOWN WITH GLENN RITCHEY, JR. CFADA Vice-Chair 16 Pub Yr 2 | Issue 4
about the industry was impacting what he was doing presently. “First is expense control,” he explained. “This unforeseen challenge has caused us to take a closer look at nonproductive expenses and costs associated with vendors we do business with. And secondly, we have not stopped advertising. We adjusted our digital marketing platforms to make sure we have a presence in this highly competitive climate.” We asked if there were any major challenges in creating a balance between customer branches and digital-based transactions. Glenn said, “Hiring, training and maintaining employees is one of the biggest challenges most dealers are facing now,” he said. “Another challenge is to give the online shopper and the shoppers who visit the dealership a seamless shopping and purchase experience.” And what effect, if any, would the pandemic crisis have on the auto industry going forward? “I think it will push more of our customers to our websites and possibly more home or office demonstrations and delivery,” he responded. Looking ahead, we wondered if Glenn – as a small business owner and leader – had any takeaways from this extraordinary experience that could guide his future business decisions. “With all the challenges we have faced in the first half of 2020,” he said, “we have learned that flexibility must be our most rigid policy. I think this will make us better prepared to meet future challenges.” Shifting away from the pandemic, we asked his opinion about how the automotive industry has changed in the past five years. “The most significant change I think has been the consumer transition from passenger cars to light-duty trucks, crossovers and SUVs,” he ventured. “Also, the mass migration to digital advertising and social media has been a significant change. We are truly living in an informationseeking society.” Then what would be some of the dominant trends within the industry in the next five to ten years? “I think some trends will be more EV vehicles as sales have trended up in that segment,” he answered. “Also, I think we may eventually see more noncommissioned sales salespeople. Something like a product specialist. Possibly more online purchases with product demonstrations at home or office and no-touch deliveries. The way consumers purchase vehicles in the next five to ten years will undoubtedly evolve and change.” We asked him if there were any specific individuals who had a major impact on his career. He said, “My father was my biggest role model growing up, but also, I have worked firsthand with some of the best managers in the industry. A lot of people helped shape and teach me the business, and I am still learning.” We wanted to know what he thought was the most rewarding part of his career. “Doing what I love to do and working together with our team to make a positive impact on our community. I still love to see the smiles on people’s faces when they tell me how much they appreciate our dealership’s involvement in the community, and our customer survey scores reflect that.” When we asked if there was ever an “aha” moment in his career that defined him, Glenn said with a smile in his tone, “Not yet. I’m still young.” Regarding helping out the community, did he and his dealerships get involved in any civic or charitable organizations? “Yes!” he exclaimed. “Community service has always been a big part of my family’s business tradition. I am currently involved with our local Rotary Club; I am a past board member for the Daytona Beach Symphony Society and am now on the Advisory Board for Halifax Health Hospital. We also support the Council on Aging, SMA Behavioral Health Care, the Annual Mayor’s Cup Golf Tournament and area high schools’ sports and music programs.” This group of dealers and GMs are true leaders in their communities, and they strive to make a difference in the automotive industry in Central Florida. Pub Yr 2 | Issue 4 17 CFADA.ORG
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