2025 Pub. 3 Issue 1
10543 South Glenstone Place, Baton Rouge, LA 70810 • 225-769-9923 • theversantgroup.com MADA'S ENDORSED F&I PROVIDER OF PRODUCTS, TRAINING AND INCOME DEVELOPMENT A FEW OF OUR 50+ TEAM MEMBERS: Keith Decell President Jason Rasti Executive Vice President Cole Miller Director of Training Kenny Roberts Territory Manager Central MS Brandon Choina Territory Manager South MS Michael McLellan Regional Manager - MS Shelley Cavin Client Relations Manager Sunny Mayhall General Counsel
©2025 The Mississippi Auto Dealers Association (MADA) | The newsLINK Group LLC. All rights reserved. Mississippi Auto Dealer is published four times per year by The newsLINK Group LLC for MADA 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 MADA, 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. Mississippi Auto Dealer is a collective work, and as such, some articles are submitted by authors who are independent of MADA. 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. 6 14 CHAIR’S MESSAGE 4 A Promising Start to the Year By Paxton King, Chairman, MADA 6 Trudy Moody 2025 TIME Dealer of the Year Nominee LEGISLATIVE REPORT 8 MADA’s Advocacy Safeguarding Mississippi’s Auto Dealers 2025 Alabama-Mississippi-Tennessee Car & Truck Dealers Convention 12 Crossroads Can 14 A Grand Opening for Genesis of Hattiesburg 16 A Banner Day at Toyota of Hattiesburg! 18 Dealer Merchant Services An Interview with Amberly Allen, Founder and Managing Partner 20 MADA Board and NextGen Team Making a Difference for Dealers 21 MADA Self Insurers Fund Declares $1 Million Dividend and Rate Cut 22 The Grind We Know as the Car Business By Jason Rasti, Executive Vice President, The Versant Group CONTENTS2025 Pub. 3 Issue 1 9 3
A PROMISING START TO THE YEAR Chair’s Message By Paxton King, Chairman, MADA I hope your first quarter is off to a great start. As the MADA chairman, my first major responsibility in 2025 was attending the NADA Show in New Orleans. This was my inaugural experience at the event, and I was excited to connect with fellow dealers from across the nation. The show offered invaluable educational opportunities and showcased the latest innovative products in our industry. One of the key moments I experienced was witnessing Mississippi’s TIME Dealer of the Year, Trudy Moody, being honored on the main stage alongside other distinguished dealers from around the country. Like many Americans and franchised automobile dealers, I am optimistic about President Trump’s return to the White House. It is encouraging to see his administration taking action to alleviate some of the regulatory burdens implemented by President Biden. At the top of the list is removing the EV mandates. We have seen some good news regarding the Federal Trade Commission’s (FTC) misguided Car Shopping Rule. The U.S. Fifth Circuit Court of Appeals has overturned the FTC labeled CARS Rule (Combating Automotive Retail Scams), which has made the vehicle purchasing process more complicated and costly — an outcome no car buyer desires. NADA along with the Texas Automobile Dealers Association (TADA) filed a suit protesting The Rule. The Court agreed with the NADA and TADA argument that the Biden lead FTC violated their own procedural requirements for issuing trade regulation rules. In all likelihood, the CARS Rule and its requirements are done for good. LEGISLATIVE PRIORITIES MADA’s presence at the Capitol remains a priority. Each year, over 2,000 bills are introduced, and we meticulously review each one to assess its impact on our members. While we are not seeking changes to the franchise law this year, we are prepared to oppose any attempts by manufacturers to weaken it. The Mississippi House of Representatives has already initiated efforts to reform the state’s tax code with the objective of eliminating personal income tax. Additionally, Lt. Gov. Delbert Hosemann’s proposed tax plan is moving along in the Mississippi Senate. Thanks to MADA’s tireless groundwork over the years, there is no current discussion about increasing taxes on vehicle sales. THE ALABAMA-MISSISSIPPI-TENNESSEE CAR AND TRUCK DEALERS CONVENTION The 2025 Alabama-Mississippi-Tennessee Car and Truck Dealers Convention is an event you won’t want to miss. Scheduled for June 22-25 at the Hilton Sandestin Beach Golf Resort and Spa, this convention promises unparalleled networking opportunities and insightful sessions. Attendees will benefit from an impressive lineup of speakers, including Reggie Collier, a Mississippi sports legend; Kevin Tynan, director of research at Presidio Group; and Todd Milbury, vice president of industry relations at NADA. These experts will provide valuable information and perspectives on the industry. This convention isn’t solely about business; it’s also an opportunity to connect with fellow dealers and industry partners in a family-friendly setting. With the stunning white sands of Florida as the backdrop, attendees can enjoy relaxing on the beach or playing a round of golf, striking a perfect balance between work and leisure. The event will conclude with a spectacular fireworks display over the Gulf of Mexico, adding a festive touch to an already memorable experience. Registration and additional convention details can be found on page 9. MADA is here to serve, so please let me know if there’s anything we can do for you. Paxton King MADA Chairman 4
Trudy Moody 2025 TIME Dealer of the Year Nominee MADA congratulates Trudy Moody, dealer principal at Mercedes-Benz of Jackson in Ridgeland, Mississippi, for receiving the 2025 TIME Dealer of the Year nomination. Moody is one of a select group of 49 dealer nominees from across the country who was honored at the 108th annual National Automobile Dealers Association (NADA) Show in New Orleans, Louisiana, on Jan. 25, 2025. 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. Moody was chosen to represent the Mississippi Automobile Dealers Association in the national competition — one of only 49 auto dealers nominated for the 56th annual award from more than 20,000 nationwide. “Creating an excellent work environment and offering the highest quality benefits to our team is the most rewarding aspect of my retail automotive career,” nominee Moody said. “I strive to be the kind of leader that supports employees and values their work-life balance, and our staff longevity is a testament to that commitment.” A 1992 graduate of the University of North Carolina at Chapel Hill in Chapel Hill, Moody is a second-generation car dealer. Her father, Dennis Higginbotham, founded his first store in New Smyrna Beach, Florida, in 1976. “I was raised in our dealerships, answering the telephone, delivering parts, working as a porter and writing service statements,” she said. After college, Moody attended the NADA Academy to prepare for bigger roles in the family auto group. She was named finance manager and when her father purchased a Mercedes-Benz dealership in Daytona Beach, Florida, she took the helm as general manager. “My father has always wanted me to be his partner and had great confidence in me, giving me important responsibilities in our company, providing training and holding me accountable for results,” she said. “I have also enjoyed working with my brother, Wallis, to build our family business.” After she spent five years running the Daytona Beach dealership, Moody’s father sold his auto group to Sonic Automotive, where she stayed on as general manager for three years. But in 2001, she and her dad stepped back into business ownership and purchased Mercedes-Benz of Jackson, which she runs as dealer principal. Today, Higginbotham Automobiles also encompasses Mercedes-Benz of Collierville in Collierville, Tennessee, and Tidelands Ford in Pawleys Island, South Carolina. “We have been a Mercedes-Benz dealer since 1994 and understand the brand very well,” Moody said. “We also have many employees who have been with us for a very long time and provide the utmost in customer care to our discerning clients.” An active and committed member of the Mississippi Automobile Dealers Association, Moody has recently served as the board’s chair, chair-elect and secretary/treasurer, as well as a board member for five years. “Our association has become one of the most powerful and influential lobbying groups at the Mississippi State Capitol,” she said. “During my tenure, I helped successfully push for legislation that protects dealerships from unfair competition by manufacturers. I was also proud to organize and involve our young NextGen dealers in the important work of our state association.” In the area of community service, Moody supports and sponsors a variety of fundraisers, school programs and nonprofits. Her most significant partnership is with the Batson Children’s Hospital at the University of Mississippi, for which she is also a member of the Friends of Children’s Hospital. “This hospital does phenomenal work, and we are so proud to support their many fundraising events and campaigns,” she said. “We are very lucky to have this world-class facility in Jackson and it touches every citizen’s life in our state in a very meaningful way. “Other groups she supports include the St. Andrews Episcopal 6
School (board of trustees); Madison County Business League & Foundation; the Salvation Army; Webster Animal Shelter; Little Light House Central Mississippi (serves children with special needs); Magnolia Speech School; and many others. 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 selected one finalist from each of the four NADA regions and one national Dealer of the Year. Three finalists received $5,000 for their favorite charities and the winner received $10,000 to give to charity, donated by Ally. In its 14th year as exclusive sponsor, Ally also recognized dealer nominees and their community efforts by contributing $1,000 to each nominee’s 501(c)3 charity of choice. Nominees are recognized on AllyDealerHeroes.com, 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 daily 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.” Moody was nominated for the TIME Dealer of the Year award by Marty Milstead, president of the Mississippi Automobile Dealers Association. Moody and her husband, Ed, have three children. • Labor Relations • Employee handbooks • Employment Law Counseling and Litigation • HR Policies and procedures • Independent contractor issues • OSHA Compliance and defense • Purchasing or selling a dealership • Staffing and contingent workers • Workers’ Compensation • Wage and hour law Steve Cupp Partner | Gulfport/New Orleans 228.822.1440 scupp@fisherphillips.com Fisher Phillips brings valuable legal counsel to MADA members. Our labor and employment law firm offers auto dealerships the following services: A driving force in labor and employment law for more than 70 years. fisherphillips.com 2505 14th Street | Suite 300 | Gulfport, MS 39501 7
Legislative Report MADA’s Advocacy Safeguarding Mississippi’s Auto Dealers MADA has once again demonstrated its vital role in protecting the interests of franchised auto dealers. Since the state legislature convened in January, MADA has maintained a steadfast presence at the state capitol working on legislation that could negatively impact dealerships across the state. LEGISLATIVE REVIEW AND ADVOCACY With over 2,500 bills introduced, MADA carefully reviewed each one, identifying 52 bills that warranted attention. Among these, two pieces of legislation — HB 1538 and HB 1574 — emerged as top priorities on MADA’s “kill list” due to their potential harm to dealerships. • HB 1538 aimed to prohibit non-U.S. citizens from receiving vehicle titles. This measure would have prevented dealerships from selling vehicles to individuals with temporary work visas, despite holding valid Mississippi driver’s licenses. • HB 1574 sought to restrict motor vehicle dealers from sharing customer information with third-party vendors. Many dealerships rely on these vendors to deliver essential services, making this bill a significant concern. Thanks to MADA’s proactive advocacy, both bills never made it out of committee, ensuring that dealerships can continue serving all eligible customers and utilizing trusted third-party partners. SUPPORTING CYBERSECURITY LIABILITY PROTECTION In addition to defending against harmful legislation, MADA actively supports measures that benefit dealerships. The association is part of a coalition advocating for HB 1380 and SB 2471, which aim to protect Mississippi businesses from lawsuits resulting from cyberattacks. This legislation, spurred by last year’s widespread CDK cyberattack, offers liability protection to businesses that comply with federal cybersecurity guidelines. For dealerships using services like ComplyAuto, the bills would provide critical legal safeguards. CONTINUING EDUCATION REQUIREMENT FOR USED CAR DEALERS DEFEATED HB 1157, which would have mandated continuing education for used car dealers to maintain their licenses. The House strongly rejected this measure by a vote of 85-20, although the Independent Car Dealers Association supported the bill. MADA secured an exemption for franchised auto dealers licensed in Mississippi. TAX POLICY TAKES CENTER STAGE Tax reform has emerged as a key focus for both the House and Senate this session. The first bill that the House passed this session was HB 1 — the “Build Up Mississippi Act.” This comprehensive bill aims to eliminate the personal income tax over 10 years. The plan reduces the tax on groceries but also increases the sales tax to 8.5%. To improve the funding for roads and bridges, the House proposes a 5% tax on gasoline. The Senate plan reduces the personal income tax to 2.99% over four years. The tax on groceries will decrease from 7% to 5%, starting in July 2026. The gasoline tax will increase from 18.4 cents per gallon to 27.4 cents per gallon over the next three years. CONCLUSION MADA’s diligent advocacy and proactive engagement with state lawmakers continue to protect and advance the interests of Mississippi’s franchised auto dealers. By defeating harmful legislation, supporting cybersecurity protections and monitoring tax policy developments, MADA ensures that dealerships can thrive in an ever-changing regulatory landscape. 8
10:00 a.m.-10:45 a.m. Speaker: Reggie Collier University of Southern Mississippi Football Great “One on One with a Legend” 12:00 noon Golf Tournament Lunch Burnt Pine Golf Club 1:00 p.m. Scramble Golf Tournament Burnt Pine Golf Club TUESDAY, JUNE 24 7:30 a.m.-9:00 a.m. Sponsor Tradeshow and Continental Breakfast 9:00 a.m.-10:00 a.m. General Business Session Speaker: Todd Milbury Vice President, Industry Relations NADA “Behind the Scenes with Your Manufacturers” 10:00 a.m.-10:30 a.m. Break 10:30 a.m.-11:30 a.m. AL State Meeting 10:30 a.m.-11:30 a.m. MS State Meeting 10:30 a.m.-11:30 a.m. TN State Meeting 11:30 a.m.-12:15 p.m. TAASIT Annual Meeting 2:00 p.m. Cornhole Tournament 6:30 p.m.-7:00 p.m. Cocktail Reception 7:00 p.m.-8:00 p.m. Buffet Dinner 8:00 p.m.-10:00 p.m. Fireworks Sunrise & Barefoots Deck WEDNESDAY, JUNE 25 Depart SUNDAY, JUNE 22 10:00 a.m.-5:00 p.m. TN Registration 11:00 a.m.-2:00 p.m. TAA Standing Committees 3:00 p.m.-7:00 p.m. AL/MS Registration 3:00 p.m.-4:30 p.m. MADA SIF Board of Trustees 4:30 p.m.-6:00 p.m. MADA Board of Directors Meeting 4:00 p.m.-6:00 p.m. ADAA Board of Directors Meeting 6:30 p.m.-8:30 p.m. AL/MS/TN Welcome Reception MONDAY, JUNE 23 7:30 a.m. Registration 8:00 a.m.-9:00 a.m. Buffet Breakfast 9:00 a.m.-10:00 a.m. General Business Session Speaker: Kevin Tynan Director of Research Presidio Group “The Retail Vehicle Landscape Under the Trump Administration” JUNE 22-25, 2025 HILTON SANDESTIN BEACH GOLF RESORT & SPA 9
REGISTRATION n Please use the enclosed Registration Form to REGISTER THROUGH YOUR STATE ASSOCIATION for the 2025 Convention. Registration fees include participation in all convention events except the golf tournament. Registration fees will be returned if cancellation is received no later than May 23, 2025. n All convention registrants should pick up their name badges and other material at the Convention Registration Desk. Name badges should be worn for admittance to convention functions. n The dress for ALL events is “resort casual”. ACCOMMODATIONS n Reserve your room directly with the Hilton Sandestin no later than Wednesday, June 5, using this QR Code or by calling reservations at (850) 267-9500 and reference group code AMN. n Room rates start at $445 per night including the resort fee. n To confirm your room a first-night room deposit is required which is refundable only if the reservation is cancelled or arrival date is changed at least fourteen (14) days prior to arrival. Please call your association before cancelling in case someone else needs the room. n The room block will likely be sold out well before June 5 so reserve your room as soon as possible. n We reserve the right to cancel any room reservations in the associations’ room block if the guests are not registered for the convention. CHILDREN n Children under 18 years of age who would like to attend the convention’s adult functions should pay the $150 Children’s Fee. For private babysitting arrangements, call the hotel concierge at (850) 267-9500 prior to your arrival. GOLF TOURNAMENT n A lunch and scramble Golf Tournament will be held on Monday, June 23, at Burnt Pine Golf Club at Sandestin. The fee to enter the Golf Tournament is $200 each. ALL GOLFERS SHOULD PRE-REGISTER. THERE WILL BE NO REGISTRATION FOR THE GOLF TOURNAMENT AVAILABLE ON-SITE. AUTOMOBILE DEALERS ASSOCIATION OF ALABAMA, INC. (334) 271-4625 MARIE@ADAAWEB.COM MISSISSIPPI AUTOMOBILE DEALERS ASSOCIATION (601) 957-6868 BETH@MADAONLINE.COM TENNESSEE AUTOMOTIVE ASSOCIATION (615) 269-3433 KELLY@TAAONLINE.BIZ FOR ADDITIONAL INFORMATION PLEASE CONTACT: 10
Dealers, dealership personnel, Associate Members, sponsors.........................__________ @$500 each =__________ Spouses/Guests............................................................................................. __________ @$250 each =__________ Children under 18 attending meal functions ....................................................__________ @$150 each =__________ Names:_______________________________________________________________________________________ Non-member allied industry friends and their spouses/guests .........................__________ @ $1,000 each =________ Golf .............................................................................................................. __________ @$200 each =__________ TOTAL $__________ Golf Lunch and Scramble - Monday, June 23 {Burnt Pine Golf Club} $200 Each Name____________________________________ Handicap ___________ Name____________________________________ Handicap ___________ Name____________________________________ Handicap ___________ Name____________________________________ Handicap ___________ Names for Badges Name____________________________________ (His)__________________________ (Her)_________________________ Name____________________________________ (His)__________________________ (Her)_________________________ Firm Name______________________________________________________Telephone______________________________ Firm Address__________________________________________________________________________________________ Email Address_________________________________________________________________________________________ (Last) (Last) Street or Box City State Zip (First) (First) (First) (First) Do you have any special needs, such as food allergies, for which you need special accommodations?: _______________________________________________________ Registration includes: Entertainment, Business Sessions, Receptions, Dinners RESERVE A ROOM USING THIS QR CODE OR CALL 850-267-9500 REFERENCE GROUP CODE: AMN JUNE 22-25, 2025 HILTON SANDESTIN BEACH GOLF RESORT & SPA Mississippi Automobile Dealers Association 800 Woodlands Pkwy, Ste 100 Ridgeland, Mississippi 39157 Fax 601-956-1877 beth@madaonline.com To register online go to: www.madaonline.com or return registration form with check.
Crossroads Can Since September 2006, Crossroads Chevrolet GMC has been a cornerstone of the Corinth, Mississippi, community. Throughout that time, it has been important for owner Jeff Smith, who has been in the industry for over 40 years, to give back to the community he cares deeply for. Over the years, Crossroads Chevrolet GMC has supported various causes — everything from nonprofits and fundraisers to awarding five scholarships a year for graduating seniors. About a year and a half ago, Jeff felt compelled to give back more meaningfully. Along with his son-in-law and general manager, the decision was made to create the Crossroads Can program, awarding $2,500 monthly to a local 501(c)(3). “The money comes strictly out of our profits,” said Jeff. “I’m first and foremost a Christian. I live by the idea that to whom much is given, much is required. And to be able to give back to the community that’s been so good to us is something we can and want to do. It’s the Crossroads family way.” The following message was conveyed to the community at the program’s launch: “Taking care of our friends and neighbors here in Corinth and the surrounding area is truly important to us. We understand that we would not be here without you, and we work hard every day, not only to show you how important you are to us but to give back every chance we get.” In January, Crossroads Can reached a milestone — 12 months and 12 deserving recipients of the Crossroads Can donation to help uplift the community. 1. February 2024 — Pine Vale Children’s Home 2. March 2024 — Reconnect 4 Autism 3. April 2024— Boys & Girls Club of Corinth, MS 4. May 2024 — Tom Timms Memorial Foundation 5. June 2024 — The Corinth Elks Lodge 6. July 2024 — Aiming for Healthy Families 7. August 2024 — Oasis Medical Center 8. September 2024 — Project Attention 9. October 2024 — 7 Days for the Troops 10. November 2024 — Wreaths Across America 11. December 2024 — Region IV 12. January 2025 — For the Puppies Inc. 1 2 3 4 12
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Hattiesburg’s only luxury import car dealer and Mississippi’s only Genesis dealership, Genesis of Hattiesburg, hosted their grand opening on Sept. 17, 2024. Customers and the community, including the Area Development Partnership, came out to celebrate the momentous occasion. Local musician, Charles Carter, One-Man Show, entertained guests with smooth jazz music as they wandered through the new state-of-the-art dealership, conversed and enjoyed refreshments. Mack Grubbs has been in the business since 1982, and Terri, his daughter, is carrying the family legacy forward. Mack has represented all the domestic brands and became a Hyundai dealer in 2005. For the past 20 years, they have been running Mack Grubbs Hyundai. The first Genesis were models sold under the Hyundai brand. When the decision was made to make Genesis its own brand in 2018, dealers nationwide were given the option to become a standalone dealership or an adaptive facility, having two separate showrooms on the same property. The Grubbs family chose to become an adaptive facility, and because there was not enough room at the Hyundai location, a new piece of property was secured about a half mile up the road. Construction began, and slowly but surely, the Genesis block of business was transitioned to its new location. A GRAND OPENING for Genesis of Hattiesburg 14
Kevin Mullins, the general manager, has played a vital role during this time of growth and transition. “We couldn’t have done any of this without him and he’s been so integral in helping us. Especially when it came to checking all the boxes with Genesis because they’re very specific about the brand,” said Terri. “They really want to differentiate the Genesis brand from Hyundai, giving customers a completely different luxury brand experience.” The spacious new Genesis showroom, with its floor-to-ceiling windows, is the perfect place to showcase the eight different Genesis car models available, two of which are electric. The state-of-the-art service department is equipped with the latest technology, ensuring that repairs and maintenance are done quickly, adding yet one more layer of top-tier customer service. The many five-star reviews online are a testament to just how seriously the customer experience is taken. From the showroom to the service bay, Genesis of Hattiesburg goes above and beyond to deliver for their customers. Over the next several years, Genesis plans to add even more models to its luxury vehicle lineup. The team at Genesis of Hattiesburg is ready to roll out the red carpet for their customers and provide an experience that exceeds all expectations. Congratulations, Mack, Terri, Kevin and the entire team at Genesis of Hattiesburg. You’ve worked hard for this, and we wish you years of success! 15
recognition is a reflection of our team’s dedication to providing outstanding service and our ongoing efforts to deliver excellence in everything we do. We are grateful to our loyal customers for their trust and support.” The team at Toyota of Hattiesburg has done an exceptional job, demonstrating unwavering commitment to their customers and community. It was only fitting that the dealership shared this day with their friends, families and neighbors — the people who helped make it possible. After the award celebration, a ceremonial flag-raising was held to introduce their brand-new 72-foot flagpole. The dealership had been working with the city to approve this monumental-size flagpole. Everyone was excited to see the flag raised for the very first time, and the Toyota of Hattiesburg team was proud to be flying the American flag, a symbol of their commitment to the community of Hattiesburg. A local Boy Scouts of America troop also came out to the event and raised the flag as onlookers stood by. It was a beautiful moment of patriotism, gratitude for community and country, and connection with friends old and new. Toyota of Hattiesburg has been family-owned and operated for 50 years. As the third generation prepares to carry the family legacy forward, we want to take this opportunity to say congratulations! Here’s to 50 more award-winning years! A BANNER DAY at Toyota of Hattiesburg! On Jan. 29, Toyota of Hattiesburg celebrated receiving the highly coveted Toyota President’s Award for 2023. The local community turned out to help commemorate the occasion — including the local police, the fire department and Marty Milstead, president of the Mississippi Automobile Dealers Association. An esteemed honor, the Toyota President’s Award represents the highest level of achievement a Toyota dealership can attain — across multiple areas of operation. It’s worth noting that Toyota of Hattiesburg has managed to receive this award 12 previous times, dating back to 1997. As an attestation to the impressive level of quality Toyota of Hattiesburg has exceeded, the following are required for nomination: • Customer Satisfaction: Providing outstanding service and ensuring customers leave with a memorable experience. • Market Share: Achieving significant growth and impact in the local automotive market. • Vehicle Delivery: Exceeding expectations in delivering quality Toyota vehicles to customers. • Employee Training: Maintaining a highly trained and motivated workforce dedicated to service excellence. “We are incredibly honored to receive the President’s Award,” said Alton Pierce, Dealer Principal, Toyota of Hattiesburg. “This 16
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Dealer Merchant Services An Interview with Amberly Allen, Founder and Managing Partner Recently, Marty Milstead, MADA president, interviewed Amberly Allen, founder and managing partner of Dealer Merchant Services (DMS). DMS is an Endorsed Partner of MADA that focuses on maximizing a dealership’s profitability with the largest, and oftentimes, overlooked expenses and credit card processing fees. DMS uses a unique and proprietary method, backed by a U.S. patent, to help dealers recoup an estimated $5-15k per month, per rooftop, without jeopardizing CSI and is the fastest-growing merchant provider that focuses solely on dealers. The following are excerpts from the conversation. What is the focus of DMS? We help dealers pass along their credit card fees to their customers, but we do that within the confines of compliance and legal regulations. If dealers choose not to pass along those credit card fees, we want to make sure that they aren’t paying too much with their current provider. It’s a complex topic, so we want to always be a resource to dealers to make sure they’re doing it the right way. There is some hesitance from dealers because they might get kickback from their customers. How do you deal with that? DMS has an extensive training process. We train all of our dealers with what we call the “Dealer Merchant Services University.” That’s our training platform to make sure that dealers have the right word tracking and that they’re communicating the right way — upfront and often — with their customers. We do both online and onsite training. That one-two punch has really helped our dealers make sure they don’t have any CSI issues. Why can’t dealers just say, “Okay, use your debit card with no charge or pay cash with no charge. But use your MasterCard, American Express, Visa, whatever, and we’re going to add a 3% charge.” What’s the problem with that? A dealer can’t do that because it’s not legal. They have to use technology that knows the difference between a credit card and a debit card. The technology we use reads the first eight digits of the customer’s card and knows that it’s debit, even if they don’t have their PIN code, and a surcharge won’t be added. 18
We’re seeing audits coming — just making sure dealers aren’t charging on debit cards. Additionally, there are over 400 different interchange rates, and a dealer is not allowed to profit from the additional surcharge. They have to have a third party like us that charges them one flat rate for all cards. That ensures that they’re in compliance, they’re not profiting, and they’re fully legal with the program. What savings can dealers expect? A good rule of thumb is for every $10,000 spent, dealers can save $7,000 a month, $84,000 a year and just over a quarter million of net profit savings every three years. The dealers that we are working with have increased their bottom line significantly. Our total dealer body savings is about $45 million program to date. We track those savings for the dealer, so they know how much they’re saving. They, in turn, can use that money in other places. How is DMS compensated? As I mentioned, there are over 400 different interchange rates. If a rate on one card is 2.75% and we charge the customer 3%, we take that small amount of the spread after all the technology and network fees have been paid. In some instances, like American Express, they’re oftentimes higher than 3%, so we take a hit on those, and then we take a gain on others. For us, it’s the long game. We take the risk on whatever the card brand usage is, and we take that small percentage of the difference. DMS is a great partner for MADA and a great resource for our dealers, and you’re really good at what you do. What else do you want to add to that list of dealers looking for a surcharge partner? The thing we are most proud of is that we’re automotive-specific and surcharge-specific. At the end of the day, making sure that dealers work with a partner that understands the complexity of automotive is really important because we don’t want a dealer to do this wrong and have it go bad for the rest of us. To learn more, watch the full interview by scanning the QR code. https://www.youtube.com/watch?v=gv6IVjwXdYI ENDORSED BY: ON AVERAGE, MS DEALERS ADD $53,388 IN PARTS UPLIFT ANNUALLY ARMATUS HAS COMPLETED OVER 18,235+ SUBMISSIONS NATIONWIDE ON AVERAGE, MS DEALERS ADD $51,384 IN LABOR UPLIFT ANNUALLY ARMATUS WORKS WITH 38% OF MISSISSIPPI DEALERS OUR COMMITMENT TO OUR CLIENTS: Ù You Won’t Lift a Finger: Armatus does all the work for you. Ù Fully Contingent Fee: You only pay when you are approved. Ù Speed and Accuracy: No one completes a submission faster. Ù Optimization: Proprietary software guarantees you the best result. (888) 477-2228 | info@dealeruplift.com WWW.DEALERUPLIFT.COM If you have already completed a submission in-house or with another vendor, you may still have significant opportunities to gain more. If we can’t improve your results, you owe us nothing. Between our scientifically proven optimal results, and our speed of processing, we will literally pay our own fee. Reach out today for a no-obligation evaluation of your parts and labor rates. MS Dealer Magazine-HP AD.indd 1 2/10/25 10:31 AM 19
MADA Board and NextGen Team Making a Difference for Dealers The MADA Board of Directors, along with dealers representing the next generation of automobile professionals, recently made a significant impact at the Mississippi Capitol. Their visit underscored the importance of maintaining strong relationships with state legislators and advocating for the interests of the automobile industry in Mississippi. “Having a strong presence at the Mississippi Capitol is a vital component of MADA’s grassroots strategy,” said Board Chairman Paxton King. “I think it makes a difference when legislators see dealers at the Capitol.” Before heading to the Capitol, the board of directors and NextGen dealers participated in a board meeting, discussing key industry topics and initiatives that will shape the future of automobile dealerships in the state. While at the Capitol, the dealers had the opportunity to observe both the House and Senate in action, gaining valuable insight into the legislative process. A highlight of the day was the recognition of the dealers from the gallery, as legislators acknowledged their presence and the important role they play in the state’s economy. The day’s activities concluded with an engaging lunch featuring Rep. Lee Yancey and Sens. Jason Barrett and Chad McMahan. This gathering provided a valuable platform for discussions on industry-related legislative matters and provided further insight on the legislative process. The participation of MADA’s Board and NextGen team in these legislative activities highlights their commitment to ensuring a prosperous future for automobile dealers across Mississippi. By fostering meaningful connections with legislators and staying engaged in policy discussions, MADA continues to be a strong advocate for the industry. To watch a video on the Board and NextGen Dealers, scan the QR code. https://youtu.be/ MQKn9z-8qVM?si=iN9bSnS_CUnRLi6k 20
MADA Self Insurers Fund Declares $1 Million Dividend and Rate Cut The Mississippi Automobile Dealers Association (MADA) Self Insurers Fund (SIF) Board of Trustees has announced a historic $1 million dividend for participants, along with a rate reduction of 5.7%. These changes will take effect starting April 1, 2025. Fund Chairman Walt Massey emphasized the program’s continued success, stating, “Once again, the MADA SIF has proven to be the most efficient way to provide workers’ compensation insurance to members of the association. This is due to the commitment of our members to provide a safe workplace for dealership employees.” A PREMIER BENEFIT FOR MEMBERS Established in 1989, the MADA SIF is a cornerstone benefit for association members, delivering significant savings to dealerships while also generating vital non-dues income for MADA. Governed by dealers and managed daily by CCMSI, the fund ensures its operations remain closely aligned with the needs of its participants. This latest dividend marks a major milestone, as the total amount distributed to policyholders now approaches $20 million. Additionally, the rate reduction is part of a larger trend: This is the sixth consecutive year that rates have been lowered, with an overall cut of 27% since the initiative began. SUPPORTING THE MISSION OF MADA The success of the MADA SIF goes beyond financial savings. The fund’s quarterly contributions provide critical support to MADA’s advocacy efforts, including defending franchise laws and addressing other legislative priorities crucial to the livelihood of Mississippi’s franchised new automobile and truck dealers. Without this revenue, members might face higher dues or reduced representation at the state capitol. The exclusive nature of the MADA SIF ensures that it remains a vital resource for dealers, making it an unparalleled tool for promoting, advancing and protecting the industry in Mississippi. By helping dealerships save on workers’ compensation insurance and funding MADA’s broader mission, the program continues to exemplify the value of association membership. Walt Massey, MADA SIF Chairman 21
By Jason Rasti, Executive Vice President, The Versant Group As we sit in Q1 of 2025, it’s become very clear that the landscape in our industry has drastically changed and changed quickly! In 2023 and 2024, we witnessed inflation, interest rates topping a 20-year high and global conflicts, which added to economic uncertainty for the consumer. We watched as our front gross eroded, expenses increased, the used car market dropped and inventory arrived swiftly. All this on the heels of the best, and may I say, easiest three years in the history of the automotive business. Everyone made a lot of money with little effort. During a recent conversation with a dealer, he shared words that are indicative of where we stand: “Our guys got sloppy. We forgot how to sell. It was too easy, and now we are in a pinch.” We are back to the grind that we know as the car business! So, what should we do? BRINGING BACK THE FUNDAMENTALS Dealers are looking to return to tight processes and consistency in their showrooms. Early management intervention, qualifying conversations, quality walkarounds/demos, proper turns to the F&I department and consistent sales meetings are some of the fundamentals that many sales teams have moved away from. As a result, we have continued to diversify our training offerings here at The Versant Group, making sales and sales management training a top priority this year! Not only are our territory managers doing more in-dealership sales training than ever before, but we are also devoting every Wednesday to Sales Management Training on our Versant Virtual Coaching Platform! As you may know, in April 2020, as a response to the COVID-19 pandemic, we started virtual training via Zoom. We continue to have 100+ attendees for the daily 15-minute sessions. Although this has been primarily F&I focused, we are now doing a weekly session on topics such as holding productive sales meetings, the dos and don’ts of effective sales training, hiring winners and other sales-related topics. NEW PRODUCT OFFERINGS Speaking of lower front grosses, dealers have been asking us for more products to bridge the gap! Some of our newer products include Ceramic Safe-Shield Protection, Windshield Protection, Short Term Dealer Certified Programs, GPS Location Services, and our latest addition, Precision Protect! Some of these products are offered in the traditional fashion in the F&I office, while others, such as Ceramic Protection and GPS, are primarily presented and sold by the salesperson up front. Consumers are seeing value in these products, leading to high penetrations and increased profit margins for the dealers utilizing these tools. Those of us who have been at this for a while know that when our business takes a turn, it’s time to make changes. At The Versant Group, we are evolving to ensure we are prepared to offer the best resources to our dealers! Please contact any of us at The Versant Group for assistance. We would love to help! The Grind We Know as the Car Business 22
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?® Diana Zamudio, diana.zamudio@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.
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