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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