Issue 3 • 2025 2026 TIME Dealer of the Year Nominee Jamie Cobb
Administrative Offices: 10543 South Glenstone Place, Baton Rouge, LA 70810 • (800) 622-6838 • TheVersantGroup.com AADA'S ENDORSED F&I PROVIDER OF PRODUCTS, TRAINING AND INCOME DEVELOPMENT A FEW OF OUR 60+ TEAM MEMBERS: Keith Decell President Jason Rasti Executive Vice President Rick Barnett Director of Training Lee Martinez Regional Sales Director Joe Latham Territory Manager Shelley Cavin Client Relations Manager Sunny Mayhall General Counsel
Anticipate every turn In an industry that’s always evolving, your dealership can rely on our Dealer Financial Services team’s 90 years of experience to see what’s around the corner, forward-thinking insights to prepare you, and technology to keep you ahead of the curve. What would you like the power to do?® Tony Andrews, tony.andrews@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. DFS-699-AD 6942528 Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value “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, derivatives, 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., which is a registered broker-dealer and Member of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. is a registered futures commission merchant with the CFTC and a member of the NFA.
5 PRESIDENT’S MESSAGE The Power of Partnerships By Greg Kirkpatrick, President, AADA 7 Getting to Know AADA Incoming Chair Michael Dickerson 11 Teaming Up To Fight Hunger 12 Fall Board of Directors Meeting Recap 14 2026 TIME Dealer of the Year Nominee Jamie Cobb 16 Maximize Your Dealership’s Warranty Service Reimbursements By Truist Dealer Services, with special contribution from Jason Allen, Shareholder, Bass Sox Mercer, Attorneys at Law 18 Harry Robinson Receives BBB Torch Award 19 Arkansas Mobile ID Rolls Into Digital Wallets 19 Golfing for a Good Cause 20 Arkansas Dealers Head to D.C. 21 Arkansas Auto Outlook Third Quarter 2025 22 AADA Endorsed Products and Services ©2026 The Arkansas Automobile Dealers Association (AADA) | The newsLINK Group LLC. All rights reserved. Arkansas Auto Dealer is published four times per year by The newsLINK Group LLC for AADA and is the official publication for this association. The information contained in this publication is intended to provide general information for review, consideration and 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 AADA, 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. Arkansas Auto Dealer is a collective work, and as such, some articles are submitted by authors who are independent of AADA. While a first‑print policy is encouraged, 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. 4 Arkansas Auto Dealer
In today’s interconnected world, no organization can thrive in isolation. Our success depends first on the strength of our dealers and secondly on the depth of our relationships with allied partners. These partnerships are not merely transactional — they represent a shared commitment to creating value and trusted services for dealers. One of AADA’s most valuable resources for dealers is our endorsed partner program. While we have many incredible allied partners, our endorsed partners are vetted carefully to ensure they provide an exemplary product or service for dealers while also supporting the association. These endorsed partners provide a level of service that dealers can trust will be of the highest level. Of particular focus for AADA when working with endorsed partners is the level of training and follow-up service they provide dealers. Too often, we hear that a vendor was present from the beginning, but once the contract is signed, the service stops. For AADA, it is critical to only partner with companies that work side-by-side with dealers throughout the year. Among these endorsed partners include, F&I provider, The Versant Group; warranty reimbursement specialists, Armatus Dealer Uplift; property and casualty insurance provider, Federated Insurance; compliance specialists, ComplyAuto; employee healthcare, JTS; workers compensation, Central Arkansas Auto Dealers Selective Self-Insured Fund (CAADSSIF); dealer document services, Reynolds & Reynolds; and voluntary employee health benefits, American Fidelity. The contact information for each of these endorsed partners is on pages 22-23 of this edition of the Arkansas Auto Dealer magazine, or you can visit aadaonline.com for more details. We encourage each dealer to take some time to meet with these partners and appreciate their support for our association. PRESIDENT’S MESSAGE Greg Kirkpatrick President, AADA THE POWER OF PARTNERSHIPS 5 Arkansas Auto Dealer
GETTING TO KNOW AADA INCOMING CHAIR Michael Dickerson Michael Dickerson is the dealer principal of the Whitson-Morgan Motor Company. For the past 26 years, he has dedicated himself to the business and the industry through various ways of giving back — whether it be in the community, at local schools or through his involvement with AADA. As the incoming AADA chairman, Michael is poised to build upon the strong foundation laid by his predecessors and looks forward to advancing the association’s mission. We recently had the opportunity to sit down with Michael and learn more about his career, his thoughts on the state of the industry and what he aims to accomplish as chairman. The following are excerpts from our conversation. How did you get into the business? I graduated from the University of Arkansas in 1998 with degrees in both logistics and economics. During the latter part of my college years, I completed an internship with a logistics company, which led to a full-time position after graduation. Around Thanksgiving of 1999, I came home to visit my family. My cousin, Turner Whitson, who was the dealer at the Ford dealership in Clarksville, asked if I would be interested in working in the car business. He only had one child who was not interested in following in his footsteps, and my cousin was planning for his retirement. When I was growing up, I was always riding go-karts, four-wheelers, ATVs and motorcycles, and as I grew older, I transitioned into driving fast cars, but I never really considered it a career option. My initial response was, “I doubt it.” I had a career path laid out with the company that I was working for. “Let me think about it, and I’ll let you know by Christmas.” I was still living in Fayetteville at the time, and moving back to a small town would be a big change for me. I took a leap of faith and made the change. I started off as a commission-only salesman, even though I had never sold anything. For the first two years, that’s all I did and really enjoyed it. I liked dealing 7 Arkansas Auto Dealer
with people and making relationships. In 2002, I attended the NADA Dealer Academy. I quit selling at that point and started working in various departments throughout the dealership. I continued to learn about the business, and about six years later, I became the dealer principal. Deciding to work in this industry has been one of the best decisions I’ve ever made. Since that time — with the help of my partners who are my brother and his wife — we have grown the business from a one rooftop store to now having multiple rooftops and more brands. Have you had any mentors along the way, and what did they teach you? When I was growing up, my parents, Marian and Billy, owned a grocery store — at times, multiple grocery stores — and I worked in the family business. Watching them work hard together day after day taught me the value of a good work ethic and that owning a business doesn’t mean you don’t have to go to work or that everybody else does it for you. It’s quite the opposite. As an owner, you need to dedicate a considerable amount of time to your work. The car business and the grocery business are two very different industries, but when you get right down to the roots, both are businesses, and both require a lot of the same things. When I started in the business, my cousin and his then-general manager, Larry Chronister, had over 50 years of experience between the two of them and held a wealth of knowledge. My cousin was gregarious, outgoing and very involved in the community and the economic development of our little town. On the other hand, the general manager was very quiet. He was an accountant; his mind worked in a different way. I was able to get the best of both worlds while learning about the business from them. What has been the most rewarding part of your career? Building relationships within the community has been the most rewarding part of my career. Our dealerships are all located in small towns, and we have always been a staple in these communities. We strive to give back in various ways, primarily giving back to education in the schools. Due to our contributions, the 9 Arkansas Auto Dealer
local high school football stadium is now known as Whitson Morgan Stadium. We also helped with a new gym floor for the basketball team. Our efforts go into the school side as well. I dedicate my time to visiting classrooms and talking to the students in business classes. We sponsor a lot of events as well. What are the biggest challenges in the industry? Managing the complexities and the costs that are associated as the industry has started to transition toward the EV side of the market has been challenging. It’s very complex. There are many things to consider when deciding whether to be in the EV business or not. The technology in the EV segment changes rapidly, and it has been difficult to manage as it becomes outdated very quickly. In my opinion, there is not enough skilled labor, especially in the technician segment. We struggle to find factory-trained technicians. There is a tremendous amount of demand for their skills, and they can bounce around and go to the other stores, which is hard. The economic and political side of things with tariffs and so forth have caused some supply chain issues. Because the disruption is caused by outside forces, we can’t necessarily control it; that’s been difficult. What inspired you to take on the role of chairman? Early in my career, after the NADA Dealer Academy, I started attending 20 Groups. I recall listening to some of my fellow dealers discuss legislative issues. Hearing how they were able to get involved with their state association and make some real changes that benefited not only them, but the industry in their state. I could see how it was working for them and decided that with a little more time under my belt and some confidence, I would be able to make a difference as well. A little over 10 years ago, I was in my 20 Group with fellow Ford dealer, Kenne Ketcheside. Kenne happened to be on the board of AADA, and I let him know that if a position ever became available, I would like to get involved with the association. The very next year, he nominated me. I received a call from then-AADA president Dennis Jungmeyer and have been involved with AADA ever since. What goals do you have as chairman, and what can members do to help you reach them? Similar to my friend and past-chairman, Jay Dooley, I see a need to get more dealers more actively involved in the association. I believe we have 100% membership in our state, but very few members are engaged and participating. Continuing to hold grassroots meetings throughout the state is a great way to re-engage with members and will be a priority. Our industry is always going to have issues, whether they be with a manufacturer or a legislative issue. Having a collective dealer network is the most effective way to address these types of issues. There is strength in numbers. We also need more members to attend the convention. Greg and the AADA staff are fantastic when it comes to getting a lineup of very good speakers. You will learn something new, grow your network and have fun. It’s definitely worth your time. What is your favorite way to spend your free time? Do you have any hobbies? My favorite ways to spend free time are driving through the mountains on my motorcycle or in one of my classic hot rods, and spending time at Hot Springs lakes. Driving back and forth between where I live and the Hot Springs, you cross through the mountains, so I get to experience both things at the same time. Any last thoughts? I want to encourage everybody to make an effort to attend local grassroots meetings and the convention. If you haven’t been in a while, I think you’ll find it well worth your time. If you can’t make it, please consider sending somebody from one of your stores. Your involvement and your voice are welcomed and needed. 10 Arkansas Auto Dealer
TEAMING UP TO FIGHT HUNGER The Arkansas Hunger Relief Alliance and the Arkansas Automobile Dealers Association are proud to announce the second year of their statewide partnership. This year’s focus highlighted collaboration between AADA members and Alliance member organizations across Arkansas, working together to fight hunger and strengthen communities. The initiative connected the reach and resources of Arkansas’s auto dealers with the local expertise and grassroots efforts of food banks, pantries and hunger relief organizations. By linking these networks, the partnership aimed to expand awareness, increase community engagement and create new opportunities for Arkansans to support hunger relief. As a result, AADA was able to raise $30,000 to further support these efforts with the Alliance. 11 Arkansas Auto Dealer
BOARD OF DIRECTORS MEETING RECAP The Arkansas Automobile Dealers Association Board of Directors gathered on Oct. 16, 2025, at the AADA office in North Little Rock, following a delicious lunch and great conversation. This annual fall meeting provides an opportunity to reflect on the year’s progress, discuss priorities for the months ahead and recognize the transition of AADA officers and board members completing their terms. The agenda included a comprehensive budget and legislative review, along with important legal and industry updates — ensuring our members stay informed and prepared for the ever-evolving automotive landscape. AADA extends its heartfelt gratitude to outgoing Chairman Roger Smart Jr. for his dedicated leadership and service throughout the past year. His commitment and guidance have been invaluable to the association’s continued success. We’re also pleased to welcome Michael Dickerson as our incoming chairman. In addition, Jimmy Langley of Smackover Motors Inc. will serve as vice chairman, and Phil Brissey of Stanley Wood Chevrolet will take on the role of treasurer. Finally, we extend our appreciation to our seasoned directors for their continued leadership and offer a warm welcome to our new members joining the board. Together, we look forward to another productive and successful year ahead. Fall 12 Arkansas Auto Dealer
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2026 TIME DEALER OF THE YEAR NOMINEE Jamie Cobb Jamie Cobb is one of a select group of 47 dealer nominees from across the country who will be honored at the 109th annual National Automobile Dealers Association (NADA) Show in Las Vegas, Nevada, on Feb. 5, 2026. The TIME Dealer of the Year award is one of the automobile industry’s most prestigious and highly coveted honors. The award recognizes the nation’s most successful auto dealers who also demonstrate a long-standing commitment to community service. Cobb was chosen to represent the Arkansas Automobile Dealers Association (AADA) in the national competition — one of only 47 auto dealers nominated for the 57th annual award from more than 20,000 nationwide. Cobb began his automotive career the old-fashioned way — with his hands under the hood. In high school, he joined a work-study program as an apprentice technician, earning certifications in air conditioning, fuel injection, electrical diagnostics and more. “What began as a teenager’s curiosity under the hood has grown into a lifelong commitment to an industry, a business and a community that I deeply love,” Cobb said. After transitioning from service to sales, Cobb rose through the ranks, eventually serving as executive manager for Gwatney’s three rooftops before purchasing his first 25% stake in Gwatney Buick GMC in 2009. Over the years, he acquired full ownership and has led the dealership with integrity and innovation ever since. “That journey — from apprentice technician to dealer principal — is proof that with hard work, resilience and the support of others, it’s possible to build something lasting and impactful,” Cobb said. In 2014, he oversaw a $2 million facility renovation to maintain GM’s image compliance, reinforcing his belief that bold investments secure long-term success. He continues to reinvest in the showroom and service areas to maintain a modern and welcoming experience for both customers and employees. “True success isn’t just measured in sales or numbers, but in the people you lift up 14 Arkansas Auto Dealer
along the way and the lasting impact you leave on the next generation of leaders,” Cobb said. Cobb fosters a workplace culture focused on employee wellness, growth and recognition. From mentoring employees to building long-term careers to offering opportunities for professional development, his team-first approach has fueled business success. His community involvement includes supporting organizations such as Boys & Girls Clubs, the Angel Tree campaign, driver safety programs and a local lunch program for students in need. He also volunteers through Rotary to promote literacy and personally delivers books to elementary schools. “We want the dealership to be a second home — a place where people feel supported not only in their work, but in their personal and professional goals,” Cobb added. “When your team feels valued, that energy carries into every customer interaction.” Cobb has also served in leadership roles with the AADA, including chairman of the board, treasurer and as a Legislative Committee member. Dealers are nominated by the executives of state and metro dealer associations around the country. A panel of faculty members from the Tauber Institute for Global Operations at the University of Michigan will select one finalist from each of the four NADA regions and one national Dealer of the Year. Three finalists will receive $5,000 for their favorite charities, and the winner will receive $10,000 to give to charity, donated by Ally. In its 14th year as exclusive sponsor, Ally also will recognize dealer nominees and their community efforts by contributing $1,000 to each nominee’s 501(c)3 charity of choice. Nominees will be recognized on ally.com/go/tdoy, which highlights the philanthropic contributions and achievements of TIME Dealer of the Year nominees. “At TIME, our commitment to recognizing the exceptional contributions of automotive dealers remains as strong as ever,” said Jessica Sibley, CEO of TIME. “The TIME Dealer of the Year award continues to celebrate those who not only excel in their profession but also make a meaningful impact in their communities. We are thrilled to continue this legacy in partnership with Ally.” Doug Timmerman, Ally president of Dealer Financial Services, said, “Auto dealers are the backbones of their communities, providing civic support and significant business leadership. Ally is proud to recognize the unwavering commitment these TIME Dealer of the Year nominees are living every day through their volunteerism, sponsorships and support of charitable causes. They are the epitome of community heroes, making important and positive impacts in the lives of the people they serve.” Cobb was nominated for the TIME Dealer of the Year award by the AADA. Jamie and his wife, Sara Cobb, live in Maumelle and are the proud parents of Courtney Cobb and Chase Cobb. 15 Arkansas Auto Dealer
MAXIMIZE YOUR DEALERSHIP’S WARRANTY SERVICE REIMBURSEMENTS By Truist Dealer Services with special contribution from Jason Allen, Shareholder, Bass Sox Mercer, Attorneys at Law Dealerships often rely on healthy margins from service departments to provide a consistent, reliable source of revenue. With a significant percentage of total service hours dedicated to warranty and related work, optimizing the pricing and processing of your warranty reimbursements can outsize your profits and dealership growth. WORK THAT ONLY DEALERS CAN DO Today’s vehicles are more dependable, often experiencing fewer issues or failures requiring warranty repairs. Yet they present more opportunities for OEM-reimbursed service work beyond warranty fixes, including: • Model Recalls: Recalls apply to specific models of all ages, including vehicles beyond the warranty period. The National Highway Traffic Safety Administration (NHTSA) mandates recalls at the federal level and tracks repairs via a nationwide system. Each new recall triggers a wave of reimbursable service work on affected models. • Manufacturer Maintenance for New or Certified Pre-Owned Vehicles: Some manufacturers include prescribed maintenance as part of new or certified pre-owned (CPO) vehicle sales. This reimbursable maintenance work generates reliable revenue while fostering an ongoing relationship with customers. • Extended Warranties: Buyers can purchase extended warranty plans for new and qualified used vehicles, creating additional reimbursable warranty work. Non-OEM warranties issued by third parties offer further service opportunities, with reimbursement dictated by the contract terms. This body of service work opens the door to more revenue through reimbursements and customer engagement. As the exclusive source of manufacturer-certified technicians to fulfill warranty and recall work, dealers can strengthen relationships with current customers and attract new ones. Warranty work secures ongoing service and parts revenue and keeps your dealership top of mind when it’s time to trade and buy again. THE MECHANICS OF WARRANTY REIMBURSEMENT Reimbursed service work provides a reliable source of steady revenue. With the right measures, it can become even more lucrative. Dealers who study warranty reimbursement details, refine workflow tracking and documentation to optimize warranty payments, and follow OEM program requirements can maximize rates and reimbursements, leading to increased service revenue. Maximizing warranty reimbursements depends on state laws, which dictate how retail rates for labor and parts are determined. Most states require manufacturers to reimburse dealers for warranty work at the same rates charged to retail customers. These laws are subject to change from time to time, necessitating that dealers keep up with the latest legislation and adjust their strategies accordingly. There are subtle but meaningful details that determine the labor time standards used, the method for calculating retail rates and how retail parts costs are set. While state laws require OEMs to pay retail rates, it’s up to dealers to document and justify the rates they charge customers. For instance, dealers may be required to submit a sample of 100 recent service orders to establish an average hourly rate for retail customers. The manufacturer then uses this average retail rate to calculate reimbursement amounts. In the ongoing negotiation between dealers seeking fair reimbursement and OEMs aiming to control costs, be cautious of OEM offers that circumvent state-mandated legal protections. For example, offers to provide necessary warranty parts at no or reduced cost may allow manufacturers to skirt legal protections to reimburse parts at retail rates. 6 BEST PRACTICES TO MAXIMIZE WARRANTY REIMBURSEMENTS Follow these practical steps to help you get the most in warranty reimbursements: 1. Ensure that your reimbursement rate matches what you are currently charging the retail customer. Costs for labor, parts and equipment have risen sharply in recent years. Modern vehicles require specialized equipment and highly skilled technicians who command higher wages. If your OEM reimbursement rates rely on outdated data, you may be losing out on revenue. 2. Price service work consistently and with discipline. Applying discounts may seem like an effective way to build relationships and loyalty, but the goodwill you create 16 Arkansas Auto Dealer
for one customer may negatively affect your warranty reimbursement rates overall. Providing “friends and family” rates or discounting repair invoices can decrease the average hourly charge in your service sample, reducing the reimbursement rate for all warranty work. Updating your published rate consistently is one of the most effective ways to maximize reimbursement. 3. Maintain excellent service records. Pricing data drives reimbursement rates so that meticulous record-keeping can have an outsized impact on potential revenue. Ensure records accurately reflect customer concerns and include detailed descriptions of work performed. Misclassified service work, especially within the service work sample, can distort data and negatively affect reimbursement rates on all your warranty work. Additionally, configure your service workflow system to generate reports used to update retail rates as frequently as allowed by OEMs and state laws. 4. Ensure your service manager prioritizes warranty reimbursement. Your service manager should understand the complexities of warranty reimbursement and their impact on dealership profitability. Choose a program leader who’s keen to stay informed about state statutes and OEM reimbursement programs that maximize service revenue and your service absorption rate. 5. Revisit your reimbursement rate often. Most states require that manufacturers permit dealers to request annual rate adjustments for warranty reimbursements. While the process can be time-consuming, the financial benefits make it worthwhile. Even small adjustments can significantly boost service revenue, given the volume of warranty work. Even if you don’t request a reimbursement rate adjustment, assess your pricing structure annually. Ensure that the rate you receive from the manufacturer aligns with market conditions and reflects increasing labor costs. Today’s skilled technicians earn considerably more than they did just a few years ago, and your reimbursement rate should account for these rising expenses. 6. Be wary of manufacturer consumer price index (CPI) programs. OEM-offered, CPI-based multi-year programs may seem like a convenient way to secure annual rate increases. However, these programs base increases on changes to the national CPI — not the amounts you charge customers — and typically cap increases to less than 5%. While convenient, dealers that opt for these programs may forfeit their right to request more substantial rate adjustments allowed by law. Special thanks to Jason Allen, shareholder at Bass Sox Mercer, Attorneys at Law. Bass Sox Mercer is a dealer franchise law firm representing automobile, truck and motorcycle dealers in complex commercial transactions, business and franchise disputes, operational issues and litigation. The firm specializes in dealer rights, including warranty reimbursement matters. Contact Jason Allen at jallen@bsm-law.com or (850) 878-6404. Truist Bank, Member FDIC. ©2025 Truist Financial Corporation. Truist, the Truist logo, Truist Purple, Truist One, Truist Marquee, LightStream, and the LightStream logo are service marks of Truist Financial Corporation. Equal Housing Lender. 17 Arkansas Auto Dealer
HARRY ROBINSON RECEIVES BBB TORCH AWARD Harry Robinson and Harry Robinson Buick GMC were proud to be recognized with the BBB Torch Award for Ethics at the Clinton Presidential Library in Little Rock. This award is a testament to their team’s continued commitment to integrity, ethical business practices and serving their community with excellence. They were truly honored to receive this distinction. Congratulations! 18 Arkansas Auto Dealer
ARKANSAS MOBILE ID ROLLS INTO DIGITAL WALLETS Arkansans can now add their Arkansas Mobile ID to Samsung Wallet and Google Wallet. This feature enhances the convenience and security of digital wallets, allowing residents to verify their identity directly from their smartphones. Launched in March, Arkansas Mobile ID is a contactless, state-approved digital credential available to anyone with an Arkansas driver’s license or state ID through the “Arkansas Mobile ID” app. It offers a secure way to present identification at participating businesses and venues, including Arkansas auto dealerships. So far, about 40,000 Arkansans have downloaded the app, and the Mobile ID is now accepted by the Transportation Security Administration (TSA) at airport checkpoints nationwide. The Arkansas Department of Finance and Administration anticipates expanding the program further, with Apple Wallet integration expected in 2026. For more information about adding Arkansas Mobile ID to Samsung Wallet or Google Wallet, please scan the QR codes. SAMSUNG WALLET https://dfa.arkansas.gov/office/driver-services/mobile-id/samsung-wallet/ GOOGLE WALLET https://dfa.arkansas.gov/office/driver-services/mobile-id/google-wallet/ GOLFING FOR A GOOD CAUSE The 5th Annual Arkansas State Police Foundation Lexus Pleasant Valley Golf Tournament was held on Sept. 29, 2025, and AADA was proud to once again participate in the event. AADA President Greg Kirkpatrick, the team from Parker Lexus and other association members came together with golf enthusiasts, business leaders and community members for a day filled with friendly competition, networking and fun — all in support of a great cause! 19 Arkansas Auto Dealer
ARKANSAS DEALERS HEAD TO D.C. 2. SUPPORT BIPARTISAN CATALYTIC CONVERTER ANTI‑THEFT LEGISLATION Law enforcement has recommended federal legislation to provide them with the tools to combat catalytic converter theft, which has increased sharply since 2020. A federal framework is needed to aid the efforts of local law enforcement. Last Congress, NADA and 120 other organizations supported the bipartisan PART Act, which would require new vehicles to have traceable numbers on their catalytic converters. The bill also establishes a federal penalty for stealing, selling, trafficking or knowingly buying stolen catalytic converters. 3. OPPOSE SO-CALLED “RIGHT TO REPAIR” LEGISLATION NADA opposes so-called “right to repair” legislation, which has little to do with repairing a vehicle and raises serious vehicle privacy, security and safety issues for consumers. Bill advocates claim that independent auto repair shops do not have access to the parts or data necessary to repair vehicles, yet independent repair shops already perform more than 70% of all non-warranty repairs. This concern was rectified by a 2014 Memorandum of Understanding, and a Government Accountability Office (GAO) report confirmed that the information and tools necessary to repair vehicles are already readily available to independent repair shops. AADA would like to thank the members of the Arkansas congressional delegation for all they do for dealers. AADA joined automobile dealers from across the country for the annual NADA Legislative Fly-in, Sept. 9-10, 2025. NADA Director Ted Smith, from Smith Ford in Conway, and NADA Next Gen Representative Halley Ryburn, from Ryburn Motor Company in Monticello, walked the halls of Capitol Hill with AADA President Greg Kirkpatrick to discuss several key issues before Congress. Among the key legislative priorities were the following: 1. OVERTURN THE EPA’S EV MANDATE Dealers have promoted the electrification of America’s vehicle fleet with billions of dollars of their own capital already committed to investments in facilities, training and inventory. However, EPA’s rule, which would effectively mandate that the light-duty fleet be 56% EV by 2032, goes too far, too fast. Members of Congress were urged to support repealing the EPA’s EV mandate by cosponsoring “The Transportation Freedom Act,” which establishes a single, national fuel economy standard that is achievable, affordable and maintains consumer vehicle choice. Update: In early December, President Trump announced a proposal that resets the National Highway Traffic Safety Administration’s fuel economy requirements, reversing the Biden-era targets that aimed to push the nationwide fleet toward the equivalent of roughly 50 miles per gallon. Under the new plan, the Corporate Average Fuel Economy (CAFE) standards return to a more realistic baseline of 34.5 mpg — a level last seen in the late 2000s — and future increases are scaled back to levels Congress originally intended. 20 Arkansas Auto Dealer
100,140 108,589 116,400 112,900 2023 Actual 2024 Actual 2025 Forecast 2026 Forecast Third Quarter 2025 Released October 2025 Market Summary Forecast for State New Retail Light Vehicle Registrations UP 7.6% vs. ‘22 UP 8.4% vs. ‘23 UP 7.2% vs. ‘24 DOWN 3.0% vs. ‘25 Arkansas Auto Outlook Coverage of the Arkansas new vehicle market TM YTD '24 YTD '25 % Chg. Mkt. Share thru Sept. thru Sept. '24 to '25 YTD '25 TOTAL 80,373 89,421 11.3% Car 11,614 10,541 -9.2% 11.8% Light Truck 68,759 78,880 14.7% 88.2% Domestic 38,864 46,127 18.7% 51.6% European 4,283 4,250 -0.8% 4.8% Japanese 27,347 27,223 -0.5% 30.4% Other Asian 9,879 11,821 19.7% 13.2% Domestics consist of vehicles sold by GM, Ford, Stellantis (excluding Alfa Romeo and FIAT), Tesla, Rivian, and Lucid. Other Asian includes Genesis, Hyundai, Kia, and VinFast. Data sourced from Experian Automotive. The graph above shows annual new retail light vehicle registrations in 2023 and 2024, and Auto Outlook’s projections for 2025 and 2026. Historical data sourced from Experian Automotive. FORECAST Arkansas Market Out-Performs U.S. During First Nine Months of ‘25 Year-to-date results in state market State new retail light vehicle registrations increased 11.3% during the first nine months of this year versus a year earlier, well above the 6.1% improvement in the nation. Third quarter registrations declined slightly compared to 3Q ‘24, but still surpassed expectations. (See below for more details). Factors steering the new vehicle market At the start of this year, the outlook was relatively straightforward. Vehicle affordability was an obstacle hindering sales, while pent-up demand was a positive offset. The consensus forecast was for slow growth in new vehicle sales. However, a wildcard emerged when tariffs were imposed and the rules governing global trade policy underwent a complete overhaul. This magnitude of change lacks historical precedence and introduced several key unknowns. How quickly would manufacturers increase vehicle prices due to tariffs? How much pull-ahead demand would occur by shoppers trying to buy in advance of these anticipated price increases? How long would it take for the inflationary impacts of tariffs to circulate through the economy? And what would actual tariff rates end up being? Higher tariffs will eventually pull sales lower, but pinpointing the timing has been elusive due to the uncertainty in being able to answer these questions. Up until now, manufacturers have largely avoided price increases and many shoppers have entered the market prematurely in the expectation of higher prices in the future, contributing to stronger than expected results. But higher tariffs will eventually be a headwind for new vehicle sales. Forecast for rest of this year and 2026 New retail light vehicle registrations in the fourth quarter of this year are predicted to decline 4.4% versus the year earlier. The market is expected to increase by 7.2% for the entire year. At this point, it looks like new vehicle sales are likely to decline in 2026. More details on next year’s outlook in the 1Q ‘26 release. Tracking alternative powertrain sales The September 30, 2025 expiration of federal government BEV incentives only gave a mild boost to electric vehicle sales in the third quarter of this year. Combined BEV/PHEV share increased to 2.8% in 3Q ‘25, up from 2.5% in 2Q. BEV share will almost certainly move lower at the end of this year. Hybrid vehicle sales continue to post gains, with registrations increasing 41% during the first nine months of this year versus the year earlier. Monitoring brand sales performance State new vehicle registrations for Lincoln, Buick, Cadillac, Ford, Jeep, Hyundai, Lexus, and GMC increased by more than 20% so far this year versus year earlier. Lincoln, Buick, and Tesla fared better in the state than in the Nation (see page 4). Registrations increased by more than 54% for ten brands over the past five years: Tesla, Genesis, Lexus, Volkswagen, Cadillac, Buick, Hyundai, Kia, Mazda, and Lincoln. SCAN THE QR CODE TO GET THE FULL REPORT. https://arkansas-auto-dealer.thenewslinkgroup.org/ arkansas-auto-outlook-2025-issue-3/
AADA ENDORSED PRODUCTS AND SERVICES THE VERSANT GROUP Lee Martinez/Joe Latham (318) 934-3121, (501) 838-9717 lee.martinez@theversantgroup.com joe.latham@theversantgroup.com F&I products, service, income development and training. FEDERATED INSURANCE COMPANY Annika Jank (828) 407-3211 aljank@fedins.com Garage liability, property and casualty insurance. REYNOLDS & REYNOLDS Richard McClain (501) 269-1593 richard_mcclain@reyrey.com Over 4,000 computer business forms, including the LAW F&I Library and customized forms. JTS FINANCIAL SERVICES Charles Angel (501) 227-0194 charles.angel@jtsfs.com Employee benefits, health insurance and human resources. ARMATUS DEALER UPLIFT Jordan Jankowski (443) 391-5702 jordanj@dealeruplift.com Armatus Dealer Uplift is the largest provider of Retail Warranty Reimbursement submission services in the country. COMPLYAUTO Lauren Bailey (661) 213-9054 lauren.bailey@complyauto.com The only true “all-in-one” compliance solution. 22 Arkansas Auto Dealer
AADA FORMS COMPANY (501) 372-2596 frontdesk@arkautodealers.com Dealership forms, such as odometer statements, TIMA forms, etc. Shipped through UPS for fast delivery. AADA QUICK TITLE SERVICE Jennifer Curlin (501) 372-2596 jcurlin@arkautodealers.com Title service, duplicates, corrected titles, transfers and title and registrations. Usually provided within a week. Assistance with “suspense” files is also available. ARS (ARKANSAS REGISTRATION SERVICES) Katrina Barnett/Jennifer Curlin (501) 372-2596 info@arstemptags.com State-approved vendor for the web-based SecureETag Temporary Tag System. Allows dealers to provide their customers with paper temporary tags as required by law. AVIS (ARKANSAS VEHICLE INFORMATION SYSTEM) Jennifer Curlin (501) 372-2596 jcurlin@arkautodealers.com The service allows for direct access to the DFA Motor Vehicle Web Portal to file direct liens and perform vehicle inquiries. Franchise dealers, banks, credit unions and finance companies qualify for this unique program. AMERICAN FIDELITY Steve O’Kane (913) 486-7005 steve.o’kane@americanfidelity.com Benefit plans that include long- and short-term disability, Section 125, cancer and more. CAADSSIF (CENTRAL ARKANSAS AUTOMOBILE DEALERS SELECTIVE SELF-INSURANCE FUND) Kim Martin (501) 372-2596 kmartin@arkautodealers.com Workers’ compensation insurance and group self-insured program. CAADSSIF has returned over 60% of surplus premiums annually. 23 Arkansas Auto Dealer
600 Main St., Ste. 200 North Little Rock, AR 72114 This magazine is designed and published by The newsLINK Group LLC | (855) 747-4003 Truist.com/DealerServices The auto retail industry is more complex than ever. We’re here to help you make the right moves. From adopting AI to navigating economic uncertainty, auto dealers today face unique challenges. Truist Dealer Services knows this industry inside and out—and more importantly, we’re invested in knowing you. Truist Bank, Member FDIC and Equal Housing Lender. © 2025 Truist Financial Corporation. TRUIST, the Truist logo and Truist Purple are service marks of Truist Financial Corporation. All rights reserved.
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