in the third generation of family ownership. We get a great deal of joy and satisfaction from seeing employees achieve success and how it can change their lives. How did you weather the pandemic storm? Conducting business was difficult at the time and hopefully we won’t have to go through that again. Our employees were tense, and our customers were tense, which is not a good combination. I would joke about not wanting to check my phone because the news was never good. We tried to lead by example by following local protocols and realizing everyone had a different take on what was happening. We tried to create an environment where we could make our employees and customers feel as safe as possible under the circumstances. What is the takeaway for you from the pandemic that will guide your future business decisions as a smallbusiness leader? I think we all learn from our experiences. Last year accelerated the digital aspect of our industry. Now we will see what happens as we start returning to normal. Also, be adaptable to change because no one could have imagined what we all went through the last year, personally and in business. Many changes were forced upon us My father, Edward McNamara. He reached a high-level position at GMAC – without a college degree – by working hard. He taught me to treat everyone equally and to treat them with respect. He used to tell me that the people you meet on the way up, you may meet on the way down, so you should treat everyone the way you would want to be treated. What is the most rewarding part of your career? For me, it’s that I have been able to leave a banking career and transition to help run a great company in a much different business. It’s certainly a different path – one that I didn’t see coming. But it’s rewarding that I can use my skill set with something I find interesting and am passionate about. What do you think will be some of the auto industry’s dominant trends in the next five years? We all see the EV trend coming and the entrance of more disrupters to the franchise system. I think we’re going to see manufacturers embracing and exploring selling direct to customers. Ultimately, the question will be: to whom does the customer belong, the dealer or the OEM? Also, will OEMs try to deal directly with customers for service as well? For example, using over-the-air updates for vehicles. I believe we will have to work to protect the dealer franchise system. The battle will be for the control of the customer and who controls the relationship. What’s the secret sauce for you in running a successful dealership? For us, it’s “happy employees will create happy customers” first and foremost. It sounds simple, but in practice, it takes focus and effort every day. We have been in business for over 70 years for our dealership and are during the pandemic but will now be a permanent part of our operations going forward because they taught us a new successful way to conduct business. What do you foresee as industry challenges in the next five years? Florida has the best franchise laws in the country, and we need to make sure they are enforced. We need the help of the Florida DMV to enforce the laws we fought hard to get in place. The model for selling direct is here and more entrants are coming. The dealer franchise system has been successful for the last 100 years and is the best model for selling vehicles. Dealers are drivers of the local economy by providing high-paying jobs, collecting a significant portion of Florida’s sales tax, and supporting the local community and charities. If you look back at your career and life, what would be three things you have learned that you would pass on to a younger member of the auto industry? First, establish trust. Earning trust is hard to gain but easy to lose. Trust is essential in all relationships, especially in business. Second, work to improve yourself and keep learning. There are many different paths you can go working at a dealership, so find what is you want to do and pursue it. Don’t be afraid to ask questions or for help. And third, embrace change. How we do as a business changes daily, as do Pub Yr 2 | Issue 4 25 CFADA.ORG
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