CONTENTS Vol. 36 No. 3 2025 Officers Chairman Jamie Auffenberg/(618) 624-2277 St. Clair Auto Mall Auffenberg Auto Mall 1130 Auffenberg Ave., Shiloh, IL 62269 Vice Chairman Rick Curia/(815) 288-4455 Ken Nelson Auto Group 1100 N. Galena Ave., Dixon, IL 61021 Secretary/Treasurer Ryan Gremore/(309) 664-1222 O’Brien Auto Group 1601 Fort Jesse Rd., Normal, IL 61761 Executive Director Joe McMahon/(217) 753-0220 Illinois Automobile Dealers Association 300 W. Edwards St., Springfield, IL 62704 ©2025 The Illinois Automobile Dealers Association (IADA) | The newsLINK Group LLC. All rights reserved. Illinois Automobile Dealer News is published four times per year by The newsLINK Group LLC for IADA 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 IADA, 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. Illinois Automobile Dealer News is a collective work, and as such, some articles are submitted by authors who are independent of IADA. 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. Illinois Automobile Dealers Association 300 W. Edwards St. Springfield, IL 62704 T (217) 753-0220 / F (217) 753-3424 IllinoisDealers.com Scan here to check out our interactive website at illinoisdealers.com! 6 EXECUTIVE DIRECTOR’S MESSAGE A Positive Impact on Dealership Performance By Joe McMahon, Executive Director, IADA 8 COUNSELOR’S CORNER “No Soup for You” Dealership Best Practices for “Firing” or Legally Refusing Service to a Difficult Customer By Julie Cardosi, Esq., Law Office of Julie A. Cardosi, P.C. 11 Reset and Retool: Dealers Meet 2025 With Resilience Tariffs and Their Impact on the Economy Will Test Dealers’ Resilience By JT Taylor, Managing Director and Head of Automotive Retail, Truist Securities 15 Ransomware A Response Plan Is Essential for Auto Dealers By Bank of America 18 How To Stay Safe at Every Step of the Vehicle Shipping Process Together, We Can Make the Logistics Industry Safer By Cox Automotive 23 Legacy, Liquidity or Something in Between How to Navigate the Next Chapter By Jamie Farley, Partner, Performance Brokerage Services 25 Ethos Group 26 Point of Separation By Tim Marbut, Ethos Group 28 The Power of Perspective Transforming Attitudes in the Retail Automobile Business By Tim Marbut, Ethos Group 30 4 Steps To Creating a Culture of Compliance at Your Dealership By Ben Haile, SHRM-SCP, Ethos Group 31 Starting a Good Habit While Ending a Bad One By Ryan Anzalone, Ethos Group 33 How Well Are You Managing Your Service Providers? By Kaitlyn Paresi, Ethos Group 34 The Importance of Maximizing the F&I Dollar in a Market Where Front Gross is Compressed By Jacob Newman, Ethos Group 4 Illinois Automobile Dealer News
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