2026 Pub. 4 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 60+ EMPLOYEES: Keith Decell President Jason Rasti Executive Vice President Rick Barnett 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
CHAIRMAN’S MESSAGE 4 MADA State of the Union By Jeff Smith, Chairman, MADA LEGISLATIVE REPORT 6 Dealers' Watchdog at the Capitol 8 Mississippi Dealer Jonathan Allen Named 2026 TIME Dealer of the Year Nominee NEXTGEN DEALER SPOTLIGHT 10 Getting to Know Tyler Kirk 12 Celebrating 40 Years of Family, Community and Commitment Dwayne Blackmon Chevrolet 14 MADA Self Insurers Fund’s Second Year of $1 Million Dividend and Another Rate Cut 16 NADA Director Michael Joe Cannon Serves as Chairman of the 2026 NADA Show The Show Delivers Education, Energy and Industry Momentum in Las Vegas 18 When Should Auto Dealers Get a Valuation? Expert Insights from DSMA By Kostia Pho, Bilingual Marketing Coordinator & Copywriter, DSMA ALABAMA-MISSISSIPPI-TENNESSEE CAR & TRUCK DEALERS CONVENTION June 21-24, 2026 ©2026 The Mississippi Auto Dealers Association (MADA) | MBR Connect DBA 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. 4 10 CONTENTS2026 Pub. 4 Issue 1 21 3
MADA STATE OF THE UNION Chairman’s Message By Jeff Smith, Chairman, MADA As we move into the spring, I’m encouraged by the opportunities ahead for our dealership community and grateful for the chance to serve as your MADA chairman. One of my first duties as your chairman was representing Mississippi at the 2026 NADA Show in Las Vegas. For those of you who’ve attended over the years, you know the Show is more than just an industry gathering — it’s a powerful reminder of the strength and reach of our franchise dealer network. We also had the privilege of watching and hearing from our very own Michael Joe Cannon, who served as the Show chairman. This is a big job as he was the host on the main stage for all of the events. From connecting with dealers nationwide to hearing from world-class speakers and industry experts, the Show delivered insights on every facet of our business. The OEM meetings for every brand provided crucial face time with factory leadership. I was excited to join fellow dealers at the TIME Dealer of the Year ceremony, where our own Jonathan Allen was honored as Mississippi’s 2026 nominee. Jonathan’s recognition speaks to the caliber of professionalism and community commitment that defines our state’s dealer body. While MADA isn’t pursuing franchise law changes this legislative session, our commitment to protecting dealer interests remains our top priority. MADA President Marty Milstead maintains our daily presence at the State Capitol, scrutinizing every piece of legislation that is introduced and presented on the floor. There have been 2,991 general bills introduced this year, and we were able to stop several bills detrimental to dealerships. This proactive approach has served our membership well, and it continues to be a cornerstone of MADA’s advocacy work. Our 2025 Auto PAC fundraising was exceptional, and I want to personally thank every dealer who contributed. I also want to thank our chairman, Roger Bacon, for his 4
unwavering commitment to raising money for the state and federal Auto PAC. Your investment in political advocacy isn’t just about the present — it’s strategic positioning for the future. With gubernatorial and lieutenant gubernatorial elections just two years away, the relationships and influence we build now will prove invaluable when new leadership takes the reins in Jackson. Mark your calendars for June 21-24, when the Alabama-Mississippi-Tennessee Car & Truck Dealers Convention returns to the Hilton Sandestin Beach Golf Resort and Spa. Last year’s event shattered attendance records for Mississippi dealer and vendor participation, and we’re anticipating even stronger turnout this year. The convention strikes the ideal balance between professional development and relationship building. Our speaker lineup will address the pressing challenges and opportunities facing dealers today, while the Florida Panhandle setting provides the perfect environment for meaningful conversations with colleagues and industry partners. Whether you’re teeing off on championship golf courses, relaxing on sugar-white beaches or networking at evening receptions, you’ll find the convention offers something for everyone. The week culminates with our traditional fireworks spectacular over the Gulf — a fitting finale to what promises to be an outstanding event. Registration information and the complete convention agenda can be found in this issue. HERE TO SERVE As I continue to serve in this leadership role, I want you to know that MADA exists for one purpose: to serve you. We are the only organization in Mississippi with the sole mission of representing the franchised automobile dealers. Whether you need assistance navigating a regulatory challenge, want to discuss industry trends or simply have a question about MADA programs and services, don’t hesitate to reach out. Here’s to a strong 2026 for Mississippi’s franchised dealers. 5
Legislative Report The Mississippi Constitution requires the legislature to convene on the first Tuesday after the first Monday of each January. Legislators come to Jackson prepared to work on legislation that they consider important for our state. A lot of the legislation introduced and considered has a direct impact on Mississippi’s automotive franchised dealers, and MADA is committed to having a strong voice on legislation matters. This year’s session has produced an avalanche of legislation — more than 2,500 bills introduced — and many have the potential to affect Mississippi businesses. Bills can move quickly; sometimes, amendments appear without warning, and well-intentioned ideas can turn harmful. That is why MADA maintains a constant, hands-on presence at the Capitol and why our lobbyist reviews every single bill filed during the session to determine whether it could impact franchised automobile dealers. Many of the measures tracked by MADA touch on tax policy, insurance, labor issues, data privacy and automotive. Just as important as advancing good policy is stopping bad policy before it becomes law. During this session, several proposals have risen to the top of MADA’s “kill list” because of the serious risks they pose to dealerships, employees and consumers. One such proposal, HB 1056, would make it illegal for individuals who are not U.S. citizens to receive a vehicle title. If passed, this bill would prevent dealers from selling vehicles to Mississippians who legally reside and work in the state under temporary work visas — even if they hold a valid Mississippi driver’s license. Another bill of concern, HB 1178, would prohibit motor vehicle dealers from sharing customer lists or personal information with third parties. While consumer data protection is important, this proposal fails to recognize how modern dealerships operate. Dealers rely on trusted third-party vendors for financing, compliance, warranties, marketing and technology services. This bill could severely disrupt dealership operations while offering little practical benefit to consumers. HB 1451 brings forward key sections of Mississippi’s franchise law for possible amendment. Franchise law has long provided stability and balance between manufacturers and dealers. MADA is closely monitoring this bill due to its potential to alter foundational protections that franchised dealers rely on to operate and invest in their communities. Finally, SB 2015 establishes broad consumer data privacy rights in state law and creates a private cause of action for any consumer whose data is breached — regardless of fault or circumstances. This bill could dramatically increase liability exposure for dealers and other Mississippi businesses, even in cases involving sophisticated cyberattacks beyond a company’s control. Being “at the table” matters. When MADA is present, lawmakers have access to expertise from an industry that employs thousands of Mississippians, generates significant tax revenue and serves communities in every corner of the state. Our presence allows us to educate legislators early, correct misinformation and ensure that decisions are made with a full understanding of their impact. The 2026 legislative session is a reminder that advocacy is not just about playing offense; it is about defense. It is about monitoring, responding and, when necessary, pushing back on proposals that would harm Mississippi’s franchised automobile dealers. MADA’s strong presence at the Capitol is essential, and it is one of the most valuable services your association provides. Dealers' Watchdog at the Capitol 6
Mississippi Dealer Jonathan Allen Named 2026 TIME Dealer of the Year Nominee One of the biggest honors a Mississippi automobile dealer can receive is to be nominated for the TIME Dealer of the Year award, and this year’s nominee is Jonathan Allen, dealer principal of J. Allen Toyota in Gulfport. He is also the owner of J. Allen Ford and J. Allen Mazda. Allen was recognized for this accomplishment during the 109th annual NADA Show in Las Vegas, Nevada, on Feb. 5, 2026. Widely regarded as the automobile industry’s most prestigious honor, the TIME Dealer of the Year award recognizes auto dealers who have achieved outstanding business success while demonstrating a long-standing commitment to community service. Allen was selected to represent the Mississippi Automobile Dealers Association (MADA) in the national competition — one of only 47 nominees chosen from more than 20,000 franchised dealers across the country for the award’s 57th year. Following in the footsteps of his grandfather, Bert Allen, Jonathan believes in the mission of MADA, serving on the Board and as the chairman in 2021-2022. At just 43 years old, Allen is a third-generation dealer who has spent his career honoring a proud family legacy while reshaping the dealership’s mission for a modern era. He earned a bachelor’s degree in automotive management and marketing from Northwood University in 2007 and began his career working in sales and 8
service before returning home to Gulfport to join the family business. “Car dealers are often the biggest small businesses in their communities — pillars of the local economy and culture,” Allen said. “For me, it’s always been about more than selling cars. It’s about investing in my community and making it stronger.” That philosophy became especially meaningful when Allen purchased the dealership from his late father’s estate. “I was young, short on resources and had just lost our longtime general manager,” he recalled. “But I felt a deep responsibility to provide a foundation where our team could continue to grow and build great lives for themselves and their families. We stuck together, and we made it happen.” Founded in 1987 as Bert Allen Toyota, J. Allen Toyota now employs 126 people. Under Allen’s leadership, the business has expanded to include Ford and Mazda franchises, while also investing in upgraded facilities, employee wellness initiatives and digital innovation. “I approach the business differently than my father and grandfather did,” Allen said. “Our job today isn’t just to run a dealership — it’s to create opportunities for our employees and customers and to build something that lasts.” A defining characteristic of Allen’s leadership style has been empowering others. “The single biggest risk I ever took was stepping back and turning day-to-day operations over to someone else,” he said. “I realized my job was to create opportunities for others to lead. That general manager is now my operational partner, and others from that original group are future partners. The risk was totally worth it.” Innovation has also played a central role in the dealership’s growth. After adding Ford and Mazda franchises in 2023, Allen expanded a mobile service operation that now completes more than 500 repair orders per month. “Meeting customers where they are is the future,” Allen noted. “Our goal is 1,000 mobile service orders a month — because flexibility, trust and convenience define modern automotive retail.” Community involvement has always been a cornerstone of Allen’s vision, particularly when it comes to supporting children and families. “Supporting local schools and youth sports has been a passion of mine,” he said. “I believe in giving kids the chance to be part of something bigger than themselves.” One of his proudest recent initiatives was bringing Project SEARCH to J. Allen Toyota, making the dealership the first automotive partner in the world to host the program. “The goal was to provide young adults with intellectual and developmental disabilities real-life workplace experience,” Allen explained. “The measurable result was the successful graduation of two participants who are now productive members of our team. That kind of impact goes beyond business — it changes lives.” Allen’s civic leadership extends well beyond the dealership. He has served as president of the Rotary Club of Gulfport and as a board member of the Boy Scouts of America. He also chaired the American Heart Association Heart Walk and has sponsored countless youth sports leagues, food drives and charitable events. “Car dealers were once seen as larger-than-life community figures,” Allen reflected. “I want to carry that tradition forward — not for myself, but to show our employees, families and customers that a dealership can be a pillar of hope, pride and opportunity.” The COVID-19 pandemic proved to be one of Allen’s most defining leadership tests. “Our first priority was the health and safety of our associates,” he said. “We voluntarily closed for three weeks but continued to pay everyone and maintain benefits. We never laid anyone off.” During that time, Allen and his team redesigned operations to emphasize digital retailing, remote transactions and vehicle delivery. “We became experts at serving customers under entirely different circumstances,” he said. “That experience didn’t just get us through the crisis — it transformed us into a more flexible, resilient business.” “The TIME Dealer of the Year award honors automotive dealers who set the standard for excellence and community impact,” said Jessica Sibley, CEO of TIME. “Each year, we spotlight those whose dedication uplifts and inspires their communities.” Doug Timmerman, president of dealer financial services at Ally, added, “These nominees embody the spirit of leadership and service, making a lasting impact both in their dealerships and beyond.”
Getting to Know Tyler Kirk NextGen Dealer Spotlight Tyler’s story reflects a lifetime spent in the automotive industry, grounded in family values, hard work and a commitment to serving both customers and employees with integrity. In our conversation, he shared insights into his early beginnings in the dealership, the legacy his family has built and his vision for the future of their growing organization. Tell us about your background in the car business and the role you hold today. I’m 30 years old and truly a lifelong car dealer’s son. I started working at our dealership when I was 9 or 10 — pulling weeds in the lot, working in the detail shop, washing vehicles and eventually learning to change oil and brakes by age 14. My parents figured out I liked to talk, so they put me in sales, and the rest is history. Today, I’m the vice president of our group. I run several of our stores and oversee day‑to‑day operations. With 11 stores in your group, what sets Kirk Auto Group apart and has contributed to its success? My grandfather started our group in 1973. He grew up with nothing, worked in construction and eventually began selling cars. He and another salesman bought the Ford store we still operate today. He worked extremely hard his whole life and made a tremendous impact on everyone around him — customers, employees and community members. He sadly passed away in early February, and more than a thousand people attended the visitation. He was a man of strong faith, and he passed that on to us. I believe our difference lies in the culture he established: treating customers and employees the way we would want to be treated. That principle guides every decision we make. What training or education have you pursued, and who have been your most influential mentors? On top of being a Northwood University graduate, I’m also a NADA Academy graduate and an NCM Institute graduate. NCM’s General Management Executive Program is very similar to the NADA Academy program. In the way of dealer training, I’m about as trained as one could be, but the real knowledge comes from being hands-on in the business! My biggest mentors in life have been my grandfather and father, and Alan Eagles, a dealer in upstate New York whom I consider a dear friend and confidant. I also want to mention my 10
giving 100% wherever I am — at work or at home. On Wednesdays, for example, I pick up my oldest son and bring him to the dealership; it’s the best of both worlds. Balance isn’t always achievable, so I just do my best to be present in what I’m doing. Is there anything else you’d like readers to know? With all the darkness in the world, it’s easy to lose sight of the fact that most people are probably good people. Looking for the good in people and being kind can make a real impact. Tell us about your involvement with MADA — how long you’ve been a member, any roles you’ve held and events you participate in. We’ve been MADA members for more than 10 years. I haven’t held any roles yet, but I’d love to serve however I can. I’ve attended Dealer Day at the Capitol twice. One of my close friends is a state representative, so I enjoy seeing what his day looks like at the Capitol, and he always gives me a shout‑out on the floor, which is fun. Legislation significantly affects our business, and the MADA team does a great job of keeping dealers informed. Outside of work, what does life look like for you, and how do you approach balancing personal and professional responsibilities? I have two young sons — a 3‑year‑old and a 1‑year‑old — so most of my free time is spent with them. I also turkey hunt a little and try to exercise. As for balance, I’ve learned that true work‑life balance doesn’t really exist. What you do is part of who you are. I focus on instructors at NCM and our group moderator, Steve Velosi, who has had a major influence on my career. What has been the most rewarding part of your career so far? Seeing people come into this industry and, more specifically, our business, feeling lost or struggling and watching them transform their lives. Knowing I played even a small role in helping change a family’s trajectory is an incredible gift. What does the future look like for Kirk Auto Group? Are you pursuing further growth? Yes — we just acquired a new Ford store in Springfield, Tennessee, and we are still looking for opportunities. But we believe growth must be good growth. Expanding before your organization is ready only adds headaches. We focus on what Steve Velosi calls “minimal incrementalism” — growing consistently, even if it’s just by 1%. 11
Celebrating 40 Years of Family, Community and Commitment Dwayne Blackmon Chevrolet Forty years in business is no small feat, especially in an industry that is constantly changing. But for Dwayne Blackmon Chevrolet, that longevity is a testament to the family leadership, community roots and people-first philosophy that has guided the dealership since 1985. The dealership’s journey began in November of that year, when Dwayne’s father, Frankie, decided to purchase Frankie Blackmon Chevrolet in Tupelo, Mississippi. At the time, the store operated as a Chevrolet and Mercedes-Benz dealership, and when Dwayne joined the business just a few months later in January 1986, the dealership solidified its commitment to leadership excellence. With Dwayne’s experience in banking as a foundation, he excelled as the store’s F&I manager for over 10 years. When Dwayne’s father purchased another dealership in town and named Dwayne as the general manager of the Chevrolet dealership, his experience made it an easy transition. His father continued to expand into different franchises, including Oldsmobile, Buick, GMC, Hyundai, Isuzu, Yugo and Mazda, while Dwayne remained a steady constant at the Chevrolet store. In 2010, leadership of the dealership officially passed to the next generation when Dwayne’s father retired. Since then, Dwayne has continued to guide the business under the new name of Dwayne Blackmon Chevrolet with the same values that shaped its early years: integrity, 12
adaptability and respect for customers and employees alike. Today, the third generation of the Blackmon family is already learning the business. Dwayne’s son began working at the dealership at age 15, washing cars and gradually rotating through departments including service, body shop, sales and business development. He now helps manage the sales department, continuing the legacy of a family-owned and operated dealership. “Business operations, over the years, have changed the way people buy cars, but the actual business has not changed,” Dwayne explained. “It’s still a people business. You have to treat people the right way and do business the right way.” That philosophy has helped Dwayne Blackmon Chevrolet navigate major industry shifts, from the rise of online vehicle shopping to evolving customer expectations. While they have had to shift their priorities to give their online showroom just as much attention as their dealership floor, the core of their operation remains focused on personal service and long-term relationships — something that has led to a strong base of repeat customers. Over the years, Dwayne Blackmon Chevrolet has been a consistent supporter of local organizations, youth sports teams and charitable causes. From sponsoring Little League teams and road races to supporting New Beginnings Adoptions Agency and Regional Rehabilitation Center, the dealership has made sure to support the community that has given so much to it. “Tupelo has been really supportive of us,” Dwayne said. “And we always like to give back to them.” That community connection was on full display in November of last year, when the dealership celebrated its 40th anniversary with a ribbon-cutting ceremony hosted by the Community Development Foundation. The event brought together customers, business partners, vendors and community leaders to recognize the milestone and the dealership’s lasting impact. As part of the celebration, Dwayne Blackmon Chevrolet was honored to raise $1,500 in support of the F.A.C.E. Program, which serves students, parents and teachers by creating greater growth opportunities and a more connected educational journey. As Dwayne Blackmon Chevrolet looks ahead, the focus remains on adapting to change while staying true to the values that have sustained the business for 40 years. With deep roots in Tupelo, a strong family foundation and a clear commitment to treating people right, the dealership is celebrating its past while confidently driving toward its future. 13
MADA Self Insurers Fund’s Second Year of $1 Million Dividend and Another Rate Cut For the second consecutive year, the Mississippi Automobile Dealers Association Self Insurers Fund (MADA SIF) Board of Trustees has approved a $1 million dividend for participating dealerships, along with a rate reduction of 5.8%. Both the dividend and the reduced rates will take effect on April 1, 2026. Fund Chairman Walt Massey credited the continued success of the program to the strong safety culture across participating dealerships. “Once again, the MADA SIF has proven year over year to be the most efficient way for our dealers to purchase workers’ compensation insurance,” Massey said. “The $1 million dividend is a direct result of the excellent safety records maintained by the fund’s participants and their employees.” Established in 1989, the MADA SIF remains one of the most valuable benefits of MADA membership. The fund delivers meaningful savings to Mississippi dealerships while also generating critical non-dues revenue that supports the association’s work on behalf of its members. Governed by dealers and administered by CCMSI, the fund is structured to remain closely aligned with the needs and priorities of participating dealerships. This year’s dividend represents a significant milestone for the program, pushing total distributions to policyholders beyond a remarkable $20 million since the fund’s inception. The newly approved rate reduction continues a long-term trend of declining costs, marking the seventh consecutive year of rate decreases and an overall reduction of 32% since the initiative began. Beyond the financial advantages, the success of the MADA SIF plays an important role in strengthening MADA’s advocacy efforts. Quarterly contributions from the fund help support the association’s work at the Mississippi Capitol, including defending franchise laws and advancing legislative priorities critical to the future of franchised new automobile and truck dealers. Without this revenue, members could face higher dues or reduced representation. Available exclusively to MADA members, the Self Insurers Fund remains a powerful and unmatched resource for Mississippi dealers. By helping dealerships control workers’ compensation costs while also supporting MADA’s broader mission, the MADA SIF continues to demonstrate the tangible value of association membership and its role in advancing the automotive industry across the state. 14
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?® Thomas Ballard, thomas.ballard@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. 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?® Thomas Ballard, thomas.ballard@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.
NADA Director Michael Joe Cannon Serves as Chairman of the 2026 NADA Show The Show Delivers Education, Energy and Industry Momentum in Las Vegas Tens of thousands of automotive retail professionals converged on Las Vegas for NADA Show 2026, reaffirming the event’s reputation as the premier annual conference and expo for the franchised auto industry. This year’s show carried a high-octane “Formula One” theme, delivering a fast-paced, high-energy experience complete with a new weekday schedule and a record-breaking 600-plus exhibitors spread across 3.2 million square feet of exhibit space. For Mississippi dealers, the event carried special significance. Due to an unexpected medical situation involving the 2026 NADA Show Chairman, NADA’s Chairman Tom Castriota found himself in need of someone to step in at the last minute to serve in that role. He immediately turned to Mississippi’s own NADA Director, Michael Joe Cannon — no stranger to the spotlight, having previously served as Show Chairman in 2020. One of the Chairman’s most visible responsibilities is hosting the Main Stage sessions, setting the tone for the entire event. Cannon was the perfect choice, bringing professionalism and energy, guiding attendees through keynote presentations and major moments that defined the week. INSPIRING MAIN STAGE MOMENTS Each morning, Cannon hosted high-impact keynote presentations designed to motivate and 16
challenge dealers to think differently about leadership, culture and growth: • Jon Dorenbos, former NFL player and world-class magician, delivered a powerful message of resilience and perseverance, reminding dealers that adversity often creates opportunity. • Molly Fletcher, best-selling author and former sports agent, shared her “Dynamic Drive” principles for success — mindset, energy, discipline, curiosity, resilience, connection and confidence — offering practical strategies applicable to every dealership. • Alex Rodriguez, MLB legend and former dealership owner, closed the show with insights drawn from both sports and business. Emphasizing vision, capital and people (VCP) as the foundation for success, Rodriguez praised the resilience of franchised dealers and described retail automotive as “a really fun, great space,” hinting at future involvement in the industry. The show also featured the presentation of the 57th annual TIME Dealer of the Year award. Mississippi was proudly represented by Jonathan Allen of J. Allen Automotive Group, recognized among an elite group of nominees from across the country. LEADERSHIP AND INDUSTRY ADVOCACY NADA leadership highlighted significant public policy victories achieved in 2025, underscoring that unified dealer advocacy works. The message was clear: The strength of the franchised dealer system depends on active participation and a unified voice. NETWORKING, INNOVATION AND RELATIONSHIP BUILDING Beyond the educational sessions, the expo floor was alive with activity as dealers explored the latest products, technologies and services tailored specifically for franchised dealerships. From digital retailing tools and AI applications to fixed-ops solutions and compliance services, innovation was on full display. Franchise meetings brought together OEM partners and dealer bodies from virtually every major brand, fostering dialogue on shared challenges and opportunities. Evening events — including the high-energy Welcome Reception at Grand Prix Plaza — along with alumni and emerging leader gatherings, provided valuable opportunities to strengthen relationships and build new connections. LOOKING AHEAD As NADA Show 2026 concluded, attendees departed Las Vegas with fresh ideas, renewed motivation and valuable partnerships to help guide their dealerships through the year ahead. Under the leadership of Show Chairman Michael Joe Cannon and the NADA team, the event once again demonstrated why it is widely considered the “automotive industry event of the year” — a powerful platform for education, advocacy and innovation. Dealers can now look ahead to NADA Show 2027, scheduled for Feb. 17-20 in Orlando, where the industry will once again gather to shape the future of automotive retail. 17
When Should Auto Dealers Get a Valuation? As an automotive dealer, understanding the true value of your business isn’t just about knowing what it’s worth today; it’s about timing the decisions that can define your future. Whether you are thinking about selling, planning for growth or exploring new business ventures, a professional valuation can provide the clarity and insights necessary to make informed, strategic decisions. Dealer Solutions Mergers & Acquisitions (DSMA), North America’s leading automotive mergers and acquisitions (M&A) firm, has completed over 2,500 valuations and generated over $7 billion in value for dealers — a testament to their deep industry knowledge and expertise. This extensive experience allows them to deliver market-driven valuations that not only pinpoint your dealership’s value but also uncover hidden opportunities for growth and improvement. So, when exactly should you get a valuation? To answer that, we turned to Jennifer Rafael, Executive Vice President and Partner, Midwest at DSMA, and Ivy Lu, CPA and Manager of Deal Advisory & Valuations. WHEN TO GET A VALUATION: THE KEY MOMENTS Knowing when to get a valuation can have a major impact on the decisions you make about your dealership’s future. While it’s always useful to have a clear picture of your business’ worth, certain moments in your dealership’s life cycle make getting a valuation especially critical. If You Are Thinking About Selling If you are considering selling your dealership, a valuation ensures that you have an accurate, market-based understanding of your dealership’s worth. This insight is what will help you price your business correctly while avoiding the risk of undervaluing or overpricing. Further, without this insight, you may be missing out on potential value or scaring off prospective buyers with an inflated asking price. As Jennifer Rafael explains, “A valuation is a tool that strengthens negotiations. It’s not just about numbers — it’s about making strategic decisions based on market-driven data.” In essence, a valuation provides a clear and objective picture of your dealership’s market position, giving you the insight you need to plan your next steps. If You Are Exploring New Business Ventures Valuations are not just for those looking to sell but are a vital tool for those considering opening new locations, launching new services or diversifying into other markets. Ivy Lu, CPA, highlights that “Valuations help you understand your dealership’s worth based on both quantitative and qualitative factors, giving you the tools to make informed decisions.” So, if you are planning major investments or partnerships, understanding your business’ value, financial position and growth potential is key to assessing your current standing and avoiding decisions based on outdated assumptions. If You Are Preparing for Estate or Succession Planning Whether you plan to pass your dealership on to the next generation or eventually sell to a third party, knowing your dealership’s worth ensures that succession plans are financially sound. To this end, a valuation will help you set clear expectations for your family or business partners about the value of your assets and guide the planning process. This is also crucial for tax planning, helping ensure that transitions happen seamlessly, without any unexpected surprises later on. If Market Conditions Are Changing The automotive market is constantly evolving, with factors like OEM incentives, brand performance and broader economic shifts affecting dealership values. If you notice some shifts or suspect that market conditions are changing, it might be time to get a valuation. Doing so proactively lets you understand how changes in the broader market may affect your business. Profit Hunting: Uncovering Hidden Opportunities The final key element of the valuation process is what DSMA calls “profit hunting”, or the art of identifying hidden value within your dealership. By uncovering inefficiencies or areas for improvement, valuations can lead to substantial increases in profitability. In fact, small changes in operational strategy, driven by the insights you gain from a valuation, can set you up for future growth and higher returns. CONCLUSION: DON’T WAIT TO FIND OUT The timing of a valuation can be just as important as the valuation itself. Whether you are thinking of selling, expanding, preparing for a succession or just getting ready to make big moves, a valuation offers the clarity and confidence to make data-driven decisions. At DSMA, valuations are tools that help you make informed decisions, uncover growth opportunities and unlock the hidden value within your business. If you are ready to better understand your dealership’s worth, visit dsma.com or reach out at info@dsma.com and let their team of experts guide you through the process and help position your business for success, no matter what the future holds. Expert Insights from DSMA By Kostia Pho, Bilingual Marketing Coordinator & Copywriter, DSMA 18
For more information, or to learn more about our 100+ opportunities, visit DSMA.com. OUR MIDWEST TEAM MIKE FUNK Regional Director michael.funk@dsma.com 312.674.4556 JENNIFER RAFAEL Executive V.P. & Partner jennifer.rafael@dsma.com 312.927.9561 JONATHON MORONI M&A Associate jonathon.moroni@dsma.com 312.674.4556 GREG BROWN M&A Associate greg.brown@dsma.com 312.674.4556 CHRIS HAWLEY Regional Director chris.hawley@dsma.com 312.674.4556 SHINTHYA SILVA M&A Associate shinthya.silva@dsma.com 312.674.4556 NOLAN KLUG Bus. Dev. Manager nolan.klug@dsma.com 312.674.4556 FRANK DEGRADI M&A Associate frank.degradi@dsma.com 312.674.4556 VALUATIONS THAT HUNT FOR HIGHER PROFITS. CLAIM WHAT’S YOURS. DSMA IS THE #1 GLOBAL AUTOMOTIVE MERGERS & ACQUISITIONS FIRM. SCAN THE QR CODE TO REQUEST A BUSINESS VALUATION. WITH OUR PRIDE OF EXPERTS BEHIND YOU, THE COMPETITION DOESN’T STAND A CHANCE.
Your customers are already here. Will you take the stage? Your Audience Is Waiting. SCAN THE QR CODE TO RESERVE YOUR SPACE. (801) 676-9722
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