2025 Pub. 5 Issue 3 Remembering DANNY RENSHAW OFFICIAL PUBLICATION
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©2025 The Kentucky Automobile Dealers Association (KADA) | The newsLINK Group LLC. All rights reserved. Kentucky Auto Dealer is published four times per year by The newsLINK Group LLC for KADA 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 KADA, 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. Kentucky Auto Dealer is a collective work, and as such, some articles are submitted by authors who are independent of KADA. 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. CONTENTS 10 14 18 6 PRESIDENT’S MESSAGE Engage, Learn and Lead By Jason Wilson, President, KADA 8 2025 Executive Committee 8 2025 KADA Board of Directors 10 IN MEMORIAM Danny Renshaw 1946-2025 12 2026 KADA Family Convention 13 Accelerated Leadership Program Summer Retreat 14 Warranty Reimbursement Why Retail Rates Are Critical for Consumers and Dealers Alike By Sarah Bishop, Vice President, KADA 16 KADA 2025 District Meetings 17 KADA November Workshops 18 Ransomware A Response Plan Is Essential for Auto Dealers By Bank of America 22 Kentucky Auto Dealer Services Health Insurance by Dealers for Dealers 23 Support Children in Need With Kosair for Kids 24 KADA Preferred Partner Programs 26 KADET Drive Our Industry Forward 4 KENTUCKY AUTO DEALER
HIGHLY ATTENTIVE TO YOUR GOALS UNWAVERING REPRESENTATION UNPARALLELED SUPPORT STRAIGHT-FORWARD AGREEMENTS SUCCESS FEES ONLY WITH NO RETAINERS STRICT GUARDING OF CONFIDENTIALITY FAMILY-OWNED WITH FAMILY VALUES BROKERAGE SERVICES For a confidential consultation and a complimentary evaluation on your business, please contact us. California • Utah • Texas • Iowa • Illinois • Ohio • New Jersey • Alabama • Florida • North Carolina • Virginia • Alberta • Ontario Midwest Office East Mark Shackelford, Sr., Partner 330. 352. 5651 | mark@performancebrokerageservices.com Mark Shackelford, Jr., Partner 330. 634. 3825 | markjr@performancebrokerageservices.com 503 West Park Ave, Barberton, Ohio 44203 Corp: 949. 461. 1372 | performancebrokerageservices.com PIECE TO A PERFECT DEAL THE MISSING We are the trusted resource for helping dealers navigate the complex selling process, while preserving your legacy, protecting your confidentiality, and maximizing the value. Let us help you take the next step with confidence, knowing you have a partner committed to your best interests. Family-owned for over 30 years, our reputation is unmatched and built on a foundation of honesty, integrity, and ethical conduct. These core values run deep throughout our firm and are the driving force behind our continued success. We pledge to do it right, every time, one client at a time.
PRESIDENT’S MESSAGE ENGAGE, LEARN AND LEAD JASON WILSON PRESIDENT, KADA As fall settles in, I’m reminded of what an energizing season this is for our association and our members. The cooler air and changing leaves mean one thing for us: a busy calendar full of opportunities to connect, learn and strengthen the future of our industry together. One of the highlights of my role is the chance to travel the state during this season and visit with our dealers where they live and work. Every stop on our tour is unique, but what they all have in common is the fellowship, insights and energy that come from being in a room full of committed dealers and allied members. These meetings are not just about updates — they’re about relationships and they remind our team why our association’s voice is so strong. At each district meeting, you’ll find: • The opportunity to network with peers and allied members, exchanging ideas and best practices that help us all grow stronger. • Updates on industry issues and trends that affect your dealerships today and tomorrow. • A look ahead at our 2026 legislative priorities, with a chance to help shape our advocacy. We’re also fortunate that many of our state legislators make time to attend their local district meetings. It is a valuable chance to have face-to-face conversations with decision-makers, share your perspective and build the relationships that keep our industry’s voice front and center in Frankfort. This season is one of my favorite times of the year because it blends the best of what our association offers: community, knowledge and influence. I encourage you to bring members of your leadership team and join us at the meeting in your district. Your participation strengthens not only your own business but also the collective power of our dealer family across Kentucky. Register today to secure your place, and take advantage of this opportunity to engage, learn and lead. I look forward to seeing you on the road this fall. 6 KENTUCKY AUTO DEALER
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2025 EXECUTIVE COMMITTEE Rob Marshall CHAIRMAN Marshall Auto Group Ed Hyde CHAIR ELECT Legacy Automotive Network Bob Hook, III VICE CHAIR Bob Hook Chevrolet Fred Tolsdorf TREASURER Champion Chevrolet Buick GMC Joe Cummins PAST CHAIR Don Franklin Auto Group Nancy Sparks PAST CHAIR Kerry Automotive Group Kim Huffman PAST CHAIR Neil Huffman Auto Group Carl Swope PAST CHAIR Swope Family of Dealerships Jason Miller DIRECTOR AT LARGE Coad Toyota of Paducah Mark Pogue NADA PAC REPRESENTATIVE Pogue Auto Group David Moore DEALER PHILANTHROPY DIRECTOR Moore Automotive 2025 KADA BOARD OF DIRECTORS District 1 Mike Reid Country Chevrolet Buick GMC Benton Kameron Huffman Neil Huffman Auto Group Frankfort Deborah Renshaw Parker Renshaw Auto Group Bowling Green District 2 Travis Flaherty Flaherty Chevrolet Brandenburg Alex Pogue Pogue Automotive Group Powderly Jennifer Swope Swope Family of Dealerships Elizabethtown District 3 Kevin VanHimbergen Greg Coats Cars & Trucks Louisville Richard Swope Toyota of Louisville Louisville District 4 Tom Gill Tom Gill Chevrolet Florence Tim Sparks Kerry Automotive Florence Fred Tolsdorf Champion Chevrolet Buick GMC La Grange District 5 Justin Booth Mark Porter Ashland Ashland Trey Blakley Alton Blakley Family of Dealerships Somerset Todd Justice Hutch Chevrolet Buick GMC Paintsville District 6 Darrell Billings Tanner Chrysler Products Stanton Vickie Kain Fister Jack Kain Ford Versailles Eddie Thompson Don Franklin Lexington Hyundai Lexington 8 KENTUCKY AUTO DEALER
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IN MEMORIAM Danny Renshaw 1946-2025 10 KENTUCKY AUTO DEALER
It is impossible to overstate what Danny's legacy means to KADA, as he played such a pivotal role in its growth and direction for decades. Having most recently served as Kentucky’s NADA director, Danny served KADA in just about every capacity, from board member to committee leader to officer to his service as chair in 2012. He was Kentucky’s TIME Dealer of the Year nominee in 1999 and served on the NADA Board of Directors for many years. Danny’s career in the auto industry began in 1973 at North City Ford in Madisonville, Kentucky, following his service in the United States Army as a sergeant, paratrooper and expert marksman. In his 52 years in the automotive business, Danny has been a role model to dealers across the commonwealth. His professional success includes establishing and building an automotive group with stores throughout Western and South Central Kentucky, and franchises with Ford, Lincoln, Chevrolet, Cadillac, Buick, GMC and Toyota. His status as an icon in the industry is cemented in the brand that he has built, with Renshaw Automotive as a major player in the automotive space and establishing hundreds of jobs in the commonwealth. Danny’s commitment to serving the community is nothing short of remarkable. Following the passing of his beloved wife Vickie in 2020, Danny helped launch the Vickie Renshaw Foundation in her honor to continue her legacy of enhancing the quality of life for residents of South Central and Western Kentucky through support of children and families, education, arts and culture. Danny has also served his community through service on the board of directors for the Western Kentucky University Foundation, First United Bank and Big Brothers/Big Sisters, among others. Of course, the accomplishments of which Danny has always been the most proud are his three children and his grandchildren. Danny was an incredible dealer and businessman. But he was an even better father, grandfather, friend and person. No one ever felt like a stranger in Danny's presence, because his warm and welcoming nature made them feel immediately at ease. He was a mentor to countless men and women in our industry, including many more than he ever knew. And while his kindness and generosity would radiate from him, his drive and fighting spirit are the stuff of legend. He overcame obstacles that would be insurmountable for most, and though his faith and determination continued to fight with dignity in a way that is an inspiration to us all. Now, as he joins his beloved Vickie in heaven, we hope that his family and friends feel our prayers for comfort and peace. Like you, we are devastated by the loss of this legend to both the industry and our association. We will deeply miss him. WWW.KYADA.COM 11
ACCELERATED LEADERSHIP PROGRAM Summer Retreat WWW.KYADA.COM 13
WARRANTY REIMBURSEMENT The warranty reimbursement space has recently been a hot topic among dealers and OEMs. As you may have seen, the Alliance for Automotive Innovation (the Alliance) sent a controversial letter to the U.S. Department of Justice’s Anticompetitive Regulations Task Force to evaluate whether state franchise laws restrict competition and harm consumers. While purporting to support the franchise model, the Alliance argued not only that franchise protections must “be measured against whether they unreasonably impede [OEMs’] ability to compete” but also that recent trends in warranty reimbursement legislation create a “costly overreach” that harms consumers. Of course, the Alliance overlooks the critical nature of dealers in performing warranty and recall repairs. The number of active recalls has been on the rise for years, and dealers are the boots on the ground that perform recall and warranty repair work that is critical to keep consumers safely on the road. Without dealers available to perform these repairs, transportation — and by extension our economy — could easily grind to a halt. Why Retail Rates Are Critical for Consumers and Dealers Alike By Sarah Bishop, Vice President, KADA 14 KENTUCKY AUTO DEALER
KADA will continue to advocate in Frankfort for unambiguous legislation that ensures dealers will not suffer financial losses by performing the warranty and recall repairs that keep millions of Americans safely on the road. Accordingly, we cannot afford to have a system wherein dealers are disincentivized from performing warranty and recall repairs. When dealers are not paid retail rates for warranty and recall work, they lose money on those repairs. Auto technician time is extraordinarily valuable in a service department, and good technicians are increasingly hard to come by. For a service department to be profitable, the limited hours of available tech time should be dedicated to the repairs that bring maximum value. Economic realities, including tariffs and inflation, have put tremendous financial pressure on OEMs. OEMs are, in turn, putting pressure on dealers through attempts to reduce their costs, including those related to warranty reimbursement. OEMs have attempted to reduce their warranty reimbursement obligations by providing parts to dealers at no charge. While seemingly innocuous, this practice often results in financial challenges for dealers, who receive minimal handling allowances instead of retail markup. Other OEMs have begun strict and discerning audits of dealer warranty repair claims, charging back dealer accounts on questionable bases. Forty-nine states — including Kentucky — have franchise protections for dealers that protect against OEM mandates and ensure fair reimbursement rates for dealers. The Alliance’s letter to the DOJ highlights the tension between OEMs’ desire to minimize reimbursement rates and dealers’ interest in obtaining fair compensation for parts and repairs. The letter also makes clear OEMs’ apparent intent to fight against legislation that is favorable to dealers. KADA will continue to advocate in Frankfort for unambiguous legislation that ensures dealers will not suffer financial losses by performing the warranty and recall repairs that keep millions of Americans safely on the road. But we will need the support of our members like you to make these efforts a success. WWW.KYADA.COM 15
WORKSHOPS November TITLE CLERKS Register for our November 2025 Workshops for Title Clerks, Controllers, CFOs, and HR Managers TUESDAY NOVEMBER 18 LOUISVILLE SLUGGER MUSEUM 800 W. Main Street Louisville, KY 9AM-3PM REGISTER HERE REGISTER HERE CONTROLLERS, CFO’S HR MANAGERS WEDNESDAY NOVEMBER 19 WWW.KYADA.COM 17
RANSOM 18 KENTUCKY AUTO DEALER
WARE High-profile cyber incidents have highlighted the need for auto dealerships to prepare for the impacts due to loss of critical services and theft of sensitive data. Here are some factors to consider when creating an incident response plan. Key Takeaways • Auto dealerships are facing an increasing number of cyberthreats that can debilitate operations and compromise customer and financial data. • Creating a ransomware response plan is a critical piece of any dealership’s preparedness. • By implementing basic controls and best practices, an incident response plan can improve security for dealerships, even those with limited IT and cyber defense budgets. When a software and applications vendor was compromised by ransomware in June 2024, thousands of auto dealerships felt the effects. Essential management systems became inaccessible, sales and financing transactions went manual or stopped, and sensitive customer and business data was compromised. By one estimate, auto dealerships lost over 50,000 new vehicle sales and suffered over $1 billion in damages in the month after the incident was reported.1 Although this was an “upstream” incident that began with a critical service provider, the ransomware event highlighted the elevated risk auto dealerships face. A 2024 study found that 35% of surveyed dealers had dealt with some type of cyber incident in the past year. What’s more, ransomware was rated as the most serious cyberthreat these businesses face.2 In this environment, every dealership needs a plan for what they must do if they’re targeted. Why a Ransomware Response Plan Is Essential Even dealerships that lack the resources to hire security professionals or invest in advanced controls can greatly improve their defenses by constructing a response plan that includes proactive measures such as data protection, raising employee awareness and implementing core best practices. A plan that outlines how a business can prepare against cybersecurity threats and respond to incidents can help limit the damages related to loss of data and operations. It can also improve the chances of avoiding many types of incidents, including ransomware. The following guidelines can help dealerships create a response framework that can be tailored to their specific organization and capacity for planning. Key Elements of a Ransomware Response Plan Ransomware response depends on a timely assessment of a live incident’s severity and impact, clearly defined roles and reactions and a thorough investigation to ensure the threat is neutralized and operations can be brought back to a secure state. To be effective, your strategy must be in place before an incident occurs. Here’s how to get started. BEFORE AN INCIDENT 1. Prepare • Educate key personnel regarding current cyber-risks and objectives of cybercriminals. • Appoint the most qualified individual to lead the creation, implementation and updating of the response plan. Alternatively, you can supervise a contract with a professional security vendor that creates the response plan. • Conduct a company risk assessment and be sure to include data inventory. • Create and maintain encrypted, offline or immutable backups of essential company and customer data. • Implement strong protections around identity and access management, such as multifactor authentication on all devices that can access company networks. • Formulate, test and continuously evolve the response plan. It should identify stakeholders and A Response Plan Is Essential for Auto Dealers By Bank of America WWW.KYADA.COM 19
their roles, communication tactics and off-network channels, reporting procedures required by regulatory bodies or local law enforcement, and criteria for restoration of safe states. 2. Backup and Test • Regularly confirm the integrity of backups. • Do not look at backups as the “last line of defense.” No backup method is 100% cybersecure, and stealthy bad actors can corrupt backups even before they launch ransomware. DURING AN INCIDENT 3. Detection and Assessment • Use security tools to monitor network traffic for evidence of an adversary’s presence or movement and issue alerts. • Assess which systems are easily compromised by ransomware and isolate them. Coordinate a shutdown of all devices that cannot disconnect from the affected systems. • Reset all credentials and passwords connected to affected systems. 4. Communication and Reporting • Inform all internal teams and stakeholders on a preselected communication channel to ensure individuals essential to the response are engaged. • As needed, report the incident to affected third parties or vendors that assist your dealership with security and incident response. • Notify cybersecurity agencies and/or local law enforcement to maintain regulatory compliance and to receive additional assistance or guidance. • Communicate with third parties and clients to ensure they have not experienced financial impacts after the incident. 5. Containment and Remediation • Disable any system involved in the initial breach, as well as connected systems that malicious actors could use to access other parts of the company network or data systems. • Analyze network traffic and endpoints for evidence of the malicious actors’ persistence. Remediate vulnerabilities. • Rebuild the systems that are most critical to business operations. • Reset passwords and permissions. AFTER AN INCIDENT 6. Recovery and Response Plan Update • Complete a thorough forensic analysis of the incident and document all steps taken to eliminate the ransomware or remove footholds the threat actor established. • Confirm that backups remain uncorrupted and don’t contain malicious payloads. Restore affected systems. • Inform all relevant third parties and oversight agencies of the steps taken and the removal of the threat. • Make improvements to company systems based on forensics. • Continue to maintain vigilance. Update security systems regularly and adapt employee training to reflect lessons learned. To learn more, visit business.bofa.com. “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. 1. Anderson Economic Group, “Dealer Losses Due to CDK Cyberattack Reach $1.02 Billion.” 2. CDK Global, “The State of Dealership Cybersecurity 2024.” 20 KENTUCKY AUTO DEALER
Membership eligibility available throughout the Tri-State. Visit gecreditunion.org/membership for details. Equal Opportunity Lender General Electric Credit Union (GECU) has proudly served the Greater Cincinnati Tri-State area for over 70 years, financing more than five billion in auto loans in the last four years, and expanding our footprint to meet the needs of more dealer partners and their customers. A top provider of dealer-initiated auto loans in the area, we’re excited to partner with the Bluegrass state to bring you and your customers great rates, service excellence, and personalized solutions. Experience a better financing relationship Best in Banking CityBeat Best Credit Union Recognized 7 years Consistently voted Cincinnati’s best! Learn about GECU as a lending partner today! Scan the QR Code or contact a member of our Dealer Development team: 513.243.7900 (prompt 4) | dealerdevelopment@gecreditunion.org
Health Insurance by Dealers for Dealers Your New Association Health Insurance Program Contact Us for More Information Sarah Bishop sbishop@kyada.com (502) 695-3334 About KADS Through Kentucky Auto Dealer Services (KADS), your association is now able to directly offer insurance options to our members! We’ve partnered with Integrum Advisors to provide your dealership with a comprehensive benefits plan that makes sense for your unique business model. We realize that when it comes to health insurance and benefits, one size does not fit all. Through our program, you’ll get a customized approach to maximize your dealership’s benefits. What We Offer Cost Containment Get strategies that boost your bottom line and curb employee health expenses. HR Technology Solutions Identify and operate the technology you need to tackle your organization’s unique challenges. Compliance Learn how to implement healthcare reform effectively so you can achieve your business goals. Communication and Education Create value through employee education and outreach. Advocacy Resolve claims and billing issues, so you can focus less on paperwork and more on building your business. 22 KENTUCKY AUTO DEALER
SUPPORT CHILDREN IN NEED WITH KOSAIR FOR KIDS This summer is a great time to participate in our incredible initiative alongside Kosair for Kids! This organization has been serving and advocating for children in all counties across the state for over a century. And we’ve teamed up with them so that you can get involved and make a difference too! All you have to do is contribute $1 per vehicle sold to Kosair for Kids at the end of each month. You can make your donation at kosair.org/kada or by mailing a check to: Kosair for Kids PO Box 950136 Louisville, KY 40295 WWW.KYADA.COM 23
Kentucky Automobile Dealers Association (KADA) is pleased to recommend a broad range of products and services aimed at controlling expenses in every facet of the dealership. The following products and/or services are recommended by the association’s board of directors and endorsed through the association. These vendors are reviewed periodically to ensure the quality of products and services meet the needs of our dealers and can provide special pricing through group buying. Online Dealer Platform Dennis Carey, (260) 350-2617 dcarey@acvauctions.com Workers Compensation John Foresman, (502) 489-6255 jforesman@higginbotham.com Warranty Parts & Labor Reimbursement Leonard Bellavia, (516) 873-3000 lbellavia@dealerlaw.com Electronic Titling & Registration LT Slater, (216) 392-0695 lt@champtitles.com Cybersecurity Compliance Sherryl Nens, (661) 210-3453 sherryl@complyauto.com Vehicle Sales Reporting Ronnie Leet, (859) 275-7950 ronnie.leet@cross-sell.com Customer Engagement Technology Scott Pechstein, (949) 278-8618 scott@digitalairstrike.com Dual Price Strategy Technology Amberly Allen, (817) 404-9253 amberly@dealermerchantservices.com KADA PREFERRED PARTNER PROGRAMS 24 KENTUCKY AUTO DEALER
F&I Products & Services Brad Geren, (502) 472-3671, bgeren@dpg-inc.com Todd Howard, (859) 382-3252, thoward@dpg-inc.com Kevin Voges, (812) 204-2251, kvoges@dpg-inc.com Larry Dorfman, (404) 732-5910, ldorfman@easycare.com Fixed Operations Software Anthony Fletcher, (815) 383-4280 afletcher@dynatronsoftware.com Group Health Insurance & Voluntary Benefits Colin Royster, (540) 526-7074 croyster@integrumadvisors.com Ben Hoffman, (804) 357-6004 bhoffman@integrumadvisors.com Lawyer Accountant Brokerage Christian Manzo, (516) 534-3600 cmanzo@labnationdealerships.com Settlement Recovery Services Greg Loeb, (419) 265-0999 greg.loeb@mcaginc.com Credit Card Processing Fee Savings Don Giordano, (973) 897-2778 dgiordano@merchantadvocate.com Service Department Products & Programs Jeremy Kimsey, (804) 641-1221 jkimsey@mocmidatlantic.com NADA Retirement Program Jeff Liwacz, (609) 529-3546 jeff.liwacz@empower.com Kentucky F&I Forms Library Brian Ray, (314) 960-0100 brian_ray@reyrey.com Electronic Vehicle Transactions Doug Pillow, (502) 209-8705 dpillow@vitu.com WWW.KYADA.COM 25
DEALER SERVICES Custom Solutions for Kentucky Dealerships Brown & Brown Dealer Services delivers tailored solutions to help dealerships grow, drive revenue and enhance customer experience. Our team’s depth of knowledge, industry experience and broad capabilities allow us to help support Kentucky dealers looking to maximize their potential. With Brown & Brown, you get personalized local service complemented by the exceptional resources and capabilities of a top national brokerage. From F&I products and training to commercial insurance and employee benefits, we help find custom solutions to help meet the unique needs of your business. Brown & Brown of Kentucky, LLC To learn more about how Brown & Brown Dealer Services can help deliver value to your dealership, visit our website or call us at (888) 866-9601. F&I | Training | Performance | Insurance BBDealerServices.com | BBrown.com
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