Pub. 60 2019-2020 Issue 6

10 Continued from page 9 me feel that dealers were more than people who sold or fixed a piece of metal. He would say, Look at the jobs you create and the good you do in your communities. He put numbers to it. I never looked at dealers the same way after he described them. Thanks to him, I value the industry. What is the most rewarding part of your career? I enjoy turning the view of the industry around. I think car buying and car service should be fun. At our dealership, we love being part of the excitement. What do you think will be some of the auto industry’s dominant trends in the next 5-10 years? It’s important to see industry trends, but it’s hard to put my money on any specific one when they appear on the horizon. I am bad at predicting what will happen. Instead, I decided flex- ibility is more important when it comes to being prepared. Flexibility allows you to move quickly to deal with something you didn’t anticipate – like the sudden need for hand sanitizer! We didn’t expect COVID, but we could already make sales at the store or online and make home deliver- ies when it hit. I had always been a proponent of home deliveries. I was promoting them on billboards before the pandemic. We were totally ready to make home deliveries. Interest- ingly, we only made one or two. Most people wanted to come into the dealership. But we’re still prepared for home delivery if that changes. Everyone is looking at huge trucks right now because gas prices are low, and as a result, we’ve had one of our best years in the industry. We are currently selling bigger vehicles re- gardless of the push for smaller ones, but people will want small cars again if gas increases substantially per gal- lon. It’s a cycle. Long-range electric vehicles will change the dynamic between large vehicles and small ones, but since it’s a push to get there, it’s hard to say how quickly the shift will occur. Change in Texas happens more slow- ly than in states like California, and it only appears when there is some major event or significant trend. Direct sales aren’t a trend in Texas yet, because rural areas are less accessible, but they are a constant talking point. Franchise laws are important for dealers and consumers because they can keep pricing competitive. Why is it important to be a TADA member? What makes it beneficial? Being a member is fantastic. We can make real-time decisions because we have great information. The staff is like a team, and they are accessible when you need help or an answer to a question. For example, if I have a legal question, I know I can call Karen and get the information I need to pivot. TADA does work you don’t have to think about so you can run your dealership. During the pandemic, they’ve helped to keep us safe, happy and healthy. They leverage my time. Their work will continue to be cru- cial in the future. Thanks to TADA, I am also good friends with my competitors. What inspired you to serve as a leader within the association? It happened organically, but I have had great mentors in people like Bill. They took an interest in me. When I was 23, my dad introduced me to the local association, and then I grew up in it professionally. My dad helped; for example, he brought me along on a trip with Bill to meet with people in Mexico about NAFTA. Pam was a mentor at SADA, and so was Rob at TADA. I was invited to meet with local politicians, too. I always said yes when I was given opportunities. You learn a lot when you say yes. Are you involved in any civic or charitable organizations? Annually I have major charitable goals. Every year I pick a new char- ity to fundraiser for and I raise be- tween $45k - $350k for that charity depending on what we are trying to achieve. I always try to top what the chairman of the previous year did or break goals as an incentive. I’m actively on 12 boards — both charitable and professional. My goal is to quit adding to that number but I have two more already on deck, so that realistically isn’t happen- ing. Ancira Auto Group as a whole donates in the six figures every year to chairities. Giving back to our community is important. 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? 1. Be flexible, especially in your early years before you have a family and bills. Every “yes” moves you to the next opportu- nity, even if “yes” causes a bad or ugly experience first. 2. Educate yourself continuously. Start learning about the level above the next level. Do the best you can, and learn from the people who know the most. Having the right information can close a deal. 3. Communicate and network with people. You never know what running into one person can bring to you later. Sometimes there’s a reason why you met them, and something great will happen later.