CONTENTS Vol. 36 No. 4 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 OUTGOING CHAIRMAN’S MESSAGE Driving Change Together By Jamie Auffenberg, Outgoing Chairman, IADA 8 COUNSELOR’S CORNER Your Dealership’s Best Defense The Employee Handbook Advantage By Julie Cardosi, Esq., Law Office of Julie A. Cardosi, P.C. 10 2026 TIME Dealer of the Year Nominee Rick Yemm National Recognition for Community Service and Industry Accomplishments 15 The Art of Selling in the Automotive Industry Mastering Solutions Through the Customer Interview By Tim Marbut, Ethos Group 18 Maximize Your Dealership’s Warranty Service Reimbursements By Truist Dealer Services, with special contribution from Jason Allen, Shareholder, Bass Sox Mercer, Attorneys at Law 21 Leadership in Times of Crisis 8 18 4 Illinois Automobile Dealer News
RkJQdWJsaXNoZXIy MTg3NDExNQ==