2026 Pub. 4 Issue 3 Phil Moore Meet 2026-2027 MADA Chairman
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 Reinforcing the Strength of Our Unified Voice By Phil Moore, Chairman, MADA BUILT ON RELATIONSHIPS Meet 2026-2027 MADA Chairman Phil Moore 8 A Look Back at the 2026 Tri‑State Convention 10 2026 Tri-State Convention in Photos 13 2026-2027 MADA Board of Directors 14 Congressman Michael Guest Meets with MADA Leadership at Jackson Headquarters 16 Tech Versus Tradition in F&I Operations By Jason Rasti, Executive Vice President, The Versant Group NEXTGEN DEALER SPOTLIGHT 18 Getting to Know Jordan Stevens 21 Michael Joe Cannon Re-Elected to NADA Board for Fifth Term 22 The Art of Profit Hunting in Automotive Deals Uncovering Hidden Value to Maximize Profit Potential By Jennifer Rafael, Executive Vice President & Partner, DSMA 23 Five Years of Fair Compensation Celebrating the 5th Anniversary of Operation 47 24 2026 MADA Associate Members ©2026 The Mississippi Auto Dealers Association (MADA) | MBR Connect™. All rights reserved. Mississippi Auto Dealer is published four times per year 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 (801) 676-9722. 18 23 CONTENTS2026 Pub. 4 Issue 3 6 3
Reinforcing the Strength of Our Unified Voice By Phil Moore, Chairman, MADA Chairman’s Message It is a true honor to step into the role of chairman of the Board for the Mississippi Automobile Dealers Association. Having spent my entire life and career in the car business, this opportunity to serve our association is both a professional privilege and an exciting challenge. I grew up in Northeast Mississippi, where my dad was in the wholesale car business. Learning from him at an early age sparked my passion for buying and selling automobiles and laid the foundation that led me to where I am today. Over the years, as a longtime member of MADA, I have experienced firsthand the incredible strength of our association when we have a unified voice as Mississippi’s franchised automobile dealers. I have seen the highest highs of our industry, but I have also weathered the challenging lows. This includes the reality of a factory shutting down brands that I represented. Those experiences were extremely difficult and kept me awake at night. Yet, those trying times teach you resilience, and more importantly, they reinforce why having strong franchise laws is vital to our survival and success. PROTECTING AND ADVANCING OUR MISSION As chairman, my primary goal is simple: to lead the effort in supporting and advancing MADA’s core mission to promote, advance and protect Mississippi’s franchised car dealers. Serving in this position gives me a meaningful way to give back to an industry and an organization that has given so much to me, my family and my employees over the years. I look forward to traveling across the state and visiting with our local dealers. Our dealerships do far more than sell and service vehicles — we make a tangible difference in our hometowns. Mississippi dealers create thousands of good-paying jobs, drive local economies and continually give back to the schools, charities and civic organizations that make our communities strong. THE YEAR AHEAD: ADVOCACY AND LEADERSHIP Looking ahead to next year, MADA has a crucial role to play with 2027 elections for state officeholders and legislators. It is vital that our association remains at the forefront of advocacy. Legislative and regulatory decisions directly impact how we operate our businesses, employ our workforce and serve our customers. MADA will continue to work to ensure that we remain one of the most powerful and influential trade groups in Mississippi. Our MADA PAC, led by Chairman Roger Bacon, will play an exceptionally important role in guiding our political action efforts during this key cycle. I strongly encourage every member to support the MADA Auto PAC with your contributions. Your financial support enables us to back candidates who understand our business, champion our cause and help safeguard the franchise system across Mississippi. STRONG LEADERSHIP, STRONG FUTURE I am incredibly fortunate to take on this role alongside an exceptional team. It is such an honor to work with MADA President Marty Milstead and our dedicated Board of Directors, whose hard work keeps our association moving forward every day. I also want to extend my heartfelt thanks to Immediate Past Chairman Jeff Smith. Jeff did an awesome job leading MADA over the past year, setting a high standard of leadership and commitment that I intend to build upon. HERE TO SERVE YOU MADA exists to serve its members. As I serve as your chairman this year, please do not hesitate to reach out if I can help you in any way. Thank you for your trust, your membership and your commitment to making Mississippi’s auto industry stronger than ever. I look forward to working with all of you in the year ahead. 4
Built on Relationships Meet 2026-2027 MADA Chairman Phil Moore For Phil Moore, the automobile business has never been simply a career. Raised around the industry by a father who wholesaled cars, Phil grew up working on vehicles, hauling cars and learning the business from the ground up. He moved to Jackson in 1980, and in 1992 he purchased the dealership that would evolve from Oldsmobile to Saturn and, since 2010, Buick GMC. At the center of that journey have always been people. Phil speaks with genuine affection for the approximately 50 employees he works alongside, the customers who place their trust in the dealership and the fellow dealers whose friendships have enriched his life. The car business, he says, has given him far more than a livelihood. It has given him relationships, purpose and a deep sense of gratitude. Now, as MADA’s 2026-2027 chairman, Phil hopes to bring that same people-first perspective to his leadership of the association. His chief priority is straightforward: Encourage more of Mississippi’s dealers to participate, share the issues affecting their businesses and help strengthen the collective voice of all 213 dealership rooftops in the state. We recently spoke with Phil about his path through the automobile business, the responsibility of a franchised dealer, the importance of MADA and the people who keep his work and life in perspective. This conversation has been edited for length and clarity. How did you get into the automobile business? I’ve been in the car business my whole life. My father was in the wholesale car business, so I grew up around cars. He would go up north, buy cars, bring them back and recondition them before sending them to auctions. There were a lot of independent dealers back then who would come and buy from him. I grew up working on cars, and after I graduated high school, I drove a truck for my father and hauled cars for four or five years. When I moved to Jackson in 1980, I went to work for a dealer in town. Then I went back into the wholesale business, which was what I’d been raised doing. From there, I dreamed of being in the new-car business. We bought our dealership in 1992 as Oldsmobile. Later, we became Saturn, and we’ve been Buick GMC since 2010. I’ve always loved the car business, and I still love it today. What does being a franchised dealer mean to you? Buying a car is a huge investment. It’s a lot of money, but the experience shouldn’t be scary or aggravating. Buying a new car should be exciting and enjoyable, and that’s what we strive for — not just me, but everybody in the car business. That’s what helps us be here tomorrow. When you buy a car, you’re starting a relationship. You want that to be a good relationship because, sooner or later, you may have a problem. You want someone to be there to take care of you when that happens. I think that’s what franchised dealers — not only in Mississippi, but across the country — offer that an online retailer can’t. We’re here. The dealer is concerned about the customer, and our future depends on how well we take care of people. Consumers are more informed than ever, and that is a huge help for us. Dealers have to be transparent about what is being advertised and what we can deliver. If we maintain the honesty, integrity and trust in our dealerships, we’re in a good position going forward. What has been the most rewarding part of your career? The most rewarding part has been the people. I’m fortunate to work with about 50 people, and every one of them is a friend of mine. There’s not a person here I don’t enjoy or personally like. I love walking in and seeing the same people every day, and I want people to come here, build careers and stay. The car business has given me so much more than a living. It has given me friendships and allowed me to be around people with honesty, integrity and character. I enjoy seeing other dealers succeed because I know how hard they worked and that they did it the right way. For the last 15 years, it hasn’t felt like I’ve had to go to work. I get up, looking forward to coming to the office. What I wanted my whole life — I look up, and it’s here now. But that isn’t because of me. It’s because of the people I’ve been fortunate enough to have around me. 6
How has your involvement with MADA changed over the years? To be honest, I wasn’t as involved as I should have been early on. I really didn’t become involved until Marty Milstead took over and started recruiting people. He taught me the importance of being involved with your association and with the state, and he helped me understand the work MADA does for all of us. I’ve probably been on the board for six or seven years. You are usually on the board for a few years, then move through secretary-treasurer, vice chairman and chairman. Serving in those roles has shown me how much preparation and day-to-day work goes into representing Mississippi’s dealers. MADA fights a lot of battles for us. I used to take that work for granted and think things just happened. They don’t. It takes a tremendous amount of effort to pass a law, address a regulation or make a change that allows dealers to serve customers better. Marty is precisely the right leader needed at this pivotal moment to protect Mississippi’s franchised dealers. Board members are involved, but we come and go. Marty and Beth Morton do this 24 hours a day, 365 days a year, and they do a wonderful job. The respect Marty has earned also strengthens the respect people have for MADA and the dealers it represents. What would you most like to accomplish as MADA chairman? I would love to see even more dealer involvement. We have a great dealer body and have seen tremendous participation over the last 10 years, but I’d like every one of Mississippi’s 213 rooftops to be represented and have a voice. Those dealerships employ almost 20,000 people, so this is a huge industry for our state. We have laws being considered, regulations being proposed and issues involving manufacturers, warranties, parts and chargebacks. MADA stays on top of those things, but the association needs to hear directly from dealers about what is happening in their businesses and communities. Involvement isn’t only about attending conventions. Conventions are a wonderful way for us to get together, but involvement also means telling MADA what is important to you and your store. A dealer in one part of the state may be facing an issue that hasn’t reached me yet, but those issues often work their way around to all of us. When we help one dealer, we’re helping the other 212. Ultimately, it comes back to what is best for the customer. The car business is about the consumer and making sure people have someone to take care of them. We need to work together so the rules and regulations allow dealers to do that job well. How do you keep the pressures of business in perspective? A man told me something many years ago that I’ve never forgotten. We were struggling, and I was upset about everything that seemed to be going wrong. He asked me, “Will money fix your problems?” I said, “Yes, sir.” He said, “If money will fix it, it’s not a problem. The things money won’t fix are problems.” That has stayed with me for 25 or 30 years. When I get aggravated about something happening in the business, I think about it. Money can’t give you health or replace the people you love. The car business is what I do for a living, but Sara and my daughter are real life. That’s what it’s all about. Tell us about your family. Sara and I just celebrated our 52nd anniversary. I like to say my mother and daddy brought me into this world, and Sara raised me. The biggest blessing in my life is Sara. She has stood behind me through all the ups and downs. I just turned 70, and anybody who has lived to be 70, or has been married as long as we have, has been through a lot. Sara has been there with me through every bit of it — good, bad and all of it. Our daughter, Lauren, lives in Atlanta. She moved there after graduating from college and has been working for the Georgia Chamber of Commerce for almost 17 years. She is currently the vice president of external affairs, and Sara and I are so proud of her. Lauren is engaged, and we look forward to welcoming her fiancé into the family. What do you enjoy doing when you aren’t working? I used to play a lot of golf, and the game gave me lifelong friends and a lot of enjoyment. I also used to hunt and fish. I don’t do much of that anymore, but I enjoy going to deer camp, cooking, eating and being around the people and their stories. And truly, I enjoy coming to work. I tell people all the time that I don’t know what I would do if I couldn’t come to the office. I thank the good Lord every day that I am blessed not only with work I enjoy, but with a place where I get to be with 50 people I love. What would you like to say to your fellow MADA members? Thank you for your involvement and for what you do every day for the automobile industry and the state of Mississippi. The giving that happens in dealerships and the things dealers and their employees accomplish are remarkable. I love Mississippi, and I’m grateful to be one of the 213 rooftops in this state. The car business has blessed me with friendships and relationships I never could have imagined. I know the dealers, I know the people who run MADA, and it is an honor to the nth degree to be part of it. 7
A Look Back at the 2026 Tri‑State Convention The 2026 Alabama, Mississippi and Tennessee Car and Truck Dealers Tri-State Convention was one for the history books. Held June 21-24 at the Hilton Sandestin Beach Golf Resort & Spa, the event brought dealers, industry leaders and sponsors together for four days of engaging presentations, networking and friendly competition. This year’s event marked a monumental milestone, drawing a record-breaking 770 attendees. HIGH-CALIBER SPEAKERS DELIVER PRACTICAL STRATEGY Our business sessions featured top-tier industry experts who provided stimulating insights into the economic and operational landscape ahead: • Jason Stein, managing director of The Presidio Group, delivered an insightful presentation that gave our members a valuable perspective on the current state of the automobile industry. • Steve Greenfield headlined Tuesday morning’s keynote. He provided the audience with his timely and practical session, “Five Steps to Finish 2026 Profitably.” Members left with actionable strategies they could immediately implement back at their stores to drive bottom-line results for the remainder of the year. CELEBRATING NEW LEADERSHIP: PHIL MOORE NAMED MADA CHAIRMAN A highlight of the convention was the election of Phil Moore as the new chairman of the Mississippi Automobile Dealers Association. Phil brings real-world dealership ownership experience and commitment to the MADA mission to the role. STANDOUT MOMENTS AND TRI-STATE RIVALRIES Beyond the business agenda, the convention offered plenty of opportunities to connect and celebrate: • A Stirring Opening: The convention kicked off on a memorable note with an outstanding performance of the National Anthem by Brooklyn Bacon, daughter of Roger and Beth Bacon. Brooklyn, who enters her sophomore year at Mount Carmel Academy in New Orleans this fall, moved attendees with her performance. • The Cornhole Championship: Interstate bragging rights were on the line during the annual Tri-State Cornhole Tournament. Competition was fierce, with 21 Mississippi teams battling for the top spot. Ultimately, the Mississippi crown went once again to Tab Bennett and Lawson Burton — congratulations to both on a well-deserved victory! • A Grand Finale: The convention concluded in spectacular fashion as attendees gathered on the beach for a magnificent fireworks display, lighting up the Gulf Coast sky. GRATITUDE TO OUR SPONSORS An event of this scale and quality would not be possible without the generous support of our sponsors. Their continued commitment to the Mississippi Automobile Dealers Association and our fellow state associations allows us to deliver a world-class experience year after year. Thank you to everyone who joined us in Sandestin to make the 2026 Tri-State Convention our biggest and best yet. Mark your calendars for June 20-23, 2027, and we look forward to seeing you all next year! 8
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.
2026 Tri-State Convention in Photos 10
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2026-2027 MADA Board of Directors Phil Moore Chairman Drew DePriest Chairman-Elect Cannon Kirk Secretary Treasurer Jeff Smith Past Chairman Michael Joe Cannon NADA Director Tab Bennett Michelle Chapman Jeff Field NORTHERN DISTRICT Mike Gregory Lauren Wilson Reeves John Scarbrough CENTRAL DISTRICT Bo Mandal Alton Pierce Jared Waldrop SOUTHERN DISTRICT 13
Congressman Michael Guest Meets with MADA Leadership at Jackson Headquarters MADA was pleased to welcome Congressman Michael Guest to its Jackson headquarters for an in-depth legislative briefing and discussion on key issues impacting franchised automobile dealers across Mississippi. During the meeting, MADA leaders — including Board Chairman Phil Moore, Cliff Mitchell, Paul Moak, John Scarbrough and MADA President Marty Milstead — discussed the state of the automotive retail industry with Congressman Guest. KEY PRIORITIES ADDRESSED • Right to Repair: The so-called “Right to Repair” legislation moving through the House of Representatives remains a top priority. Dealers want to preserve the current functional and competitive repair system without introducing new liabilities for dealerships. • Chinese-Manufactured Automobiles: Discussion focused on the bipartisan “Connected Vehicle Security Act of 2026,” which aims to prohibit the sale and use of vehicles from China and other “countries of concern” in the U.S. Additionally, the legislation seeks to restrict the use of Chinese software and connected-car technology in American vehicles. Congressman Guest reaffirmed his commitment to advocating for pro-business policies in Washington, emphasizing the importance of empowering local auto dealers to succeed in an evolving economy. Since being elected to Congress, Congressman Guest has shown a strong interest in understanding and addressing the concerns of automobile dealers. Each term, he makes it a point to visit the MADA office or drop by local dealerships whenever he is home from Washington. 14
For more information, or to learn more about our 100+ opportunities, visit DSMA.com. OUR MIDWEST TEAM OF TRUSTED ADVISORS JENNIFER RAFAEL Executive V.P., Partner jennifer.rafael@dsma.com 312.927.9561 GAIN INSIGHT INTO YOUR DEALERSHIP’S VALUE. KNOW WHAT YOUR BRAND IS WORTH. SCAN THE QR CODE TO REQUEST A BUSINESS VALUATION TODAY. 20+BRANDS SOLD IN 2026. NICOLE MARTIN M&A Associate nicole.martin@dsma.com 312.674.4556 BRADLEY BICKLE M&A Associate bradley.bickle@dsma.com 312.674.4556 NOLAN KLUG Business Dev. Manager nolan.klug@dsma.com 312.674.4556 MIKE FUNK Regional Director michael.funk@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
If you attended the NADA Show this year, you witnessed an entire section of the Las Vegas Convention Center devoted to AI solutions, all seemingly claiming to be the next savior of the auto industry. Our industry was forged from a tradition of community, personal service and relationships, and for those with deep roots in that tradition, considering the adoption of AI tools can be daunting. In F&I, we operate in an environment that requires speed, accuracy, profitability and exceptional customer service. Artificial intelligence is transforming dealership F&I operations by streamlining processes, improving accuracy and creating more personalized customer experiences. In this article, we’ll explore how AI can bolster your dealership’s F&I operations and whether today’s tech outweighs the value of tradition. By Jason Rasti, Executive Vice President, The Versant Group Tech Versus Tradition in F&I Operations 16
ENHANCING THE CUSTOMER EXPERIENCE Your buyers expect the same level of convenience and personalization they receive from online retailers and financial Institutions. For decades, “it takes too much time” has been the most common customer complaint regarding purchasing a vehicle at a dealership. To speed up the financing process, AI-powered lending platforms can analyze customer information, credit profiles, income data and lender requirements in real time. Rather than manually reviewing multiple lending programs, AI systems can quickly identify financing options that best match a customer’s profile and prequalify them before they visit the dealership. With AI streamlining the most time-consuming steps in the financing process, F&I professionals can focus more of their time and energy on providing an excellent customer experience. INCREASING F&I PROFITABILITY The Versant Group has partnered with an AI platform that analyzes F&I professionals’ interactions with customers by scoring their presentations. This ensures all processes are performed at a high level and allows our training team to identify specific performance gaps, such as missed products, unaddressed customer objections, incomplete transitions and overzealous speech cadence. The system also provides feedback on handling customer responses, along with specialized coaching tips to improve the experience. Additionally, the platform assigns real-time training sessions with an AI-simulated customer for the sales, F&I and service departments. We look forward to continuing to learn and perfect this system so we can help dealers maximize profitability in F&I. CONCLUSION Despite the growing capabilities of artificial intelligence, it is not a replacement for F&I professionals. Instead, it arms dealerships with powerful tools that have the potential to improve process efficiency, enhance the customer experience and increase profitability. The automotive business has been, and will always be, a relationship business. The fundamentals haven’t changed; we simply have new tools at our disposal. Ultimately, you may not have to choose between tech and tradition; a blend of both can be a winning combination. Your Magazine. On the Go. Stay informed wherever you are. Read online. Anytime. Anywhere. 17
For Jordan Stevens, a summer job between college semesters unexpectedly became a 22-year career in the automotive industry — and a path toward leading his family’s dealership into its next generation. More than two decades ago, Jordan began working in the parts department at the family business in Tupelo, Mississippi. At the time, he had no intention of making a career in the automotive industry. But one opportunity led to another. He moved from delivering parts to working the parts counter, then into F&I, business development and sales management. Along the way, he even became the dealership’s unofficial IT person. Today, Jordan serves as general manager of Crossroads Chevrolet GMC. His experience in nearly every corner of the business has shaped a simple philosophy: successful dealerships are built on people. That people-first philosophy extends beyond the dealership itself. Crossroads invests in its employees and prioritizes giving back to the Corinth and Alcorn County community through its Crossroads CAN — Community Action Now — initiative. As he prepares for the next chapter of his career, Jordan is also committed to continuing his own education. A recent graduate of the NADA Dealer Academy, he believes that growth requires leaders to keep learning, adapt to change and occasionally step out of their comfort zones. We recently sat down with Jordan to learn more about his path through the automotive industry, the people who have shaped his career and his vision for the future of Crossroads Chevrolet GMC. The following are excerpts from our conversation. How did you get started in the automotive industry? I’ve been with the company for 22 years. When I started, my wife’s grandfather owned the company, and they had three dealerships. My wife and I were dating at the time, and I just needed a summer job between college semesters. I certainly didn’t think that job would become my career. I grew up around an auto parts store because my grandfather owned one, so parts were familiar to me. I started as a delivery person, moved to the parts counter and then eventually went into F&I, where I spent several years. Later, my father-in-law asked me to start a Business Development Center. I went through training and ran the BDC for about six years, handling internet leads, incoming phone calls and following up with customers. From there, I moved into sales management while continuing to back up finance. Somehow, I also became the dealership’s IT person along the way. Eventually, all those experiences led me to become the general manager. Who have been some of your most important mentors? My first mentor was the dealership’s parts manager when I started in the business — and he is still our parts manager today. He took me under his wing and helped me grow both professionally and personally. My father-in-law has obviously been a mentor along the way, too. Sometimes it can be difficult to separate family and business, so he intentionally steps back and allows our executive manager to mentor me. That removes the family connection from the equation and can make things easier. Over the past six years, Crossroads’ executive manager has worked closely with me and taken a genuine interest in my development. NextGen Dealer Spotlight Getting to Know Jordan Stevens 18
Since I graduated from the Academy, he has developed a training program that is helping me dig deeper into dealership operations, management and leadership. I’ve been fortunate to have different mentors at different stages of my career who were willing to invest in me. You recently graduated from the NADA Dealer Academy. What did you take away from that experience? I graduated from the NADA Dealer Academy, Class 485, this past July. On our first day, our director, Michael Hayes, told us to prepare for the longest, quickest year of our lives. He was absolutely correct. One of my biggest takeaways was the importance of continuing to grow. The automotive industry is constantly evolving, and if you reach a point where you’re completely comfortable, you’re probably not evolving along with it. And graduating from the Academy doesn’t mean the learning is finished. In fact, if you think you’re done learning in this industry, it might be time to box things up and go home. For me, the real training began after graduation. What has allowed Crossroads to remain successful across generations? It boils down to people — how we take care of our customers and our employees. At our second annual Employee Appreciation Day, we actually shut down the dealership on a Saturday, rented a golf course and invited employees and their families to spend the day together. We are fortunate to have many long-tenured employees at Crossroads. At the event, we recognized those who had been with us for 10 years or more; roughly 12 people reached that milestone. We also have many employees who have been here for more than five years. You’re always going to have some turnover in any business, but we try to take care of our people and invest in them. I think that makes a difference. Community involvement is clearly important to Crossroads. Tell us about Crossroads CAN. Crossroads CAN stands for Community Action Now. Through the program, we give $2,500 every month to a local nonprofit. We also participate in toy drives, food drives and other efforts throughout the year, supporting organizations that serve everyone from children to older adults. It’s really about letting our community know we’re here for them. When the Alcorn County area was hit hard by an ice storm in January, and many people were without power, we were fortunate enough to be able to open. I spent two days outside cooking for anyone who wanted a hot meal, and if people could make it to us, they got as much food as they needed. It wasn’t about selling a car that day. It was about taking care of our community. We don’t do those things expecting something in return. We do it because it’s the right thing to do. Ultimately, we view ourselves as stewards of what we’ve been given. Our responsibility is to take care of our people — our employees, our customers and our community. How have you been involved with the Mississippi Automobile Dealers Association? I’ve been involved with MADA since around 2009, when I began attending conventions with my father-in-law after my wife and I got married. The family’s involvement goes back much further than that. 19
But for me, one of the greatest benefits of MADA is networking and building genuine relationships with other dealers. These aren’t simply names you see on a screen or piece of paper. You get to know people, and when they tell you, “If you ever need anything, reach out,” they mean it. There’s healthy competition in our industry, and that’s not a bad thing. But having those connections and being able to help one another is incredibly valuable. How do you approach work-life balance? I haven’t figured it out yet. There are always things at work that need to be done, and things at home that need attention. Both are always going to be on your mind, but what I’ve tried to learn is not to bring a bad day at work home. If something goes wrong with an employee, customer or vendor, my family shouldn’t have to deal with my frustration. I’m not always perfect at it, but I try to be present for my family and leave my work problems at the door. Tell us a little about yourself outside of the dealership. My wife and I have been married for almost 20 years and together for nearly 25. We have two daughters, ages 15 and 9, who keep us on the go. When I’m not working, I enjoy being outdoors. Whether I’m hunting or just working on my land, being in the woods gives me a chance to reset and get away for a little while. I enjoy fishing when I have the opportunity, and recently I’ve started playing some golf. Family is very important to me. The most rewarding thing my career has given me is the opportunity for my wife to be a stay-at-home mom. She works harder than I do, without question, but being able to give our family that opportunity and have her home more with our daughters means a great deal to me. 20
Michael Joe Cannon Re-Elected to NADA Board for Fifth Term Michael Joe Cannon, owner of Cannon Motor Company, has been re-elected to the National Automobile Dealers Association (NADA) Board of Directors, marking his fifth term representing Mississippi’s franchised new car and truck dealers. His new three-year term will officially begin at the NADA Show in February 2027. The NADA Board of Directors serves as the primary policy-making body for America’s franchised new-car and truck dealerships. The board is responsible for setting policy, managing the association’s resources and guiding operational strategy. A major responsibility is working with staff to oversee the massive annual NADA Show, which Cannon has chaired twice. Overall, the board plays a central role in protecting dealer franchises through targeted legislative advocacy. Cannon’s re-election exemplifies his deep commitment to the franchised automotive industry and his dedication to providing leadership at the national level. Over his tenure on the NADA Board, he has taken on pivotal national roles, most notably serving as chairman of the NADA Show in both 2020 and 2026. Across multiple fronts, Cannon has helped shape industry policy and dealer advocacy for NADA, serving as chairman of public affairs and contributing to key committees such as Dealership Operations, Industry Relations and Regulatory Affairs. “It is a true honor to be re-elected by my fellow dealers across Mississippi to continue serving on the NADA Board. The franchise system’s importance to Americans keeps our industry squarely in the forefront of Washington policymakers and regulators. My focus is to continue working with my fellow board members to make sure that we keep a powerful and unified voice in Washington.” — Michael Joe Cannon, NADA Director for Mississippi “Michael Joe has done an incredible job representing Mississippi dealers on the NADA Board of Directors. He is a respected leader not only among Mississippi dealers but also on a national level.” — Marty Milstead, President of the Mississippi Automobile Dealers Association For Cannon, automotive leadership began at home. After returning to run his family’s business following the passing of his father, Cannon transformed a single used-car operation in Calhoun City into Cannon Motor Company. Today, the business continues to expand across multiple locations in three states. When Cannon’s fifth term commences in February 2027, Mississippi’s dealers can rely on a veteran advocate to carry their message directly to the NADA Board of Directors. 21
The Art of Profit Hunting in Automotive Deals Uncovering Hidden Value to Maximize Profit Potential By Jennifer Rafael, Executive Vice President & Partner, DSMA In automotive mergers and acquisitions (M&A), the difference between a good deal and a great one often comes down to uncovering hidden profit. Dealerships can hold significant untapped value that, with the right insights and strategy, can be transformed into greater profitability and enterprise value. This is where profit hunting comes into play. At Dealer Solutions Mergers & Acquisitions (DSMA), profit hunting goes beyond a traditional valuation to identify opportunities buried within a dealership’s financials, operations and assets. With more than 2,500 completed valuations and 575 dealerships sold, DSMA combines industry expertise with financial intelligence to help dealers understand not only what their business is worth today, but what it could be worth tomorrow. “A valuation puts a number on the business,” explains Ivy Lu, CPA and manager of deal advisory and valuations at DSMA. “Profit hunting is about finding what’s not immediately visible and identifying opportunities to unlock additional value.” LOOKING BEYOND THE BALANCE SHEET A traditional valuation examines a dealership’s financial performance, market conditions and other factors that establish its current economic worth. Profit hunting takes the analysis a step further. “Profit hunting isn’t just about looking at revenue and expenses,” says Jennifer Rafael, executive vice president and partner at DSMA. “It’s about going beneath the surface, looking at add-backs, expense structures, real estate strategies, brand mix and operational efficiencies.” These areas can reveal opportunities that may otherwise be overlooked. Adjusting expenses, improving operational efficiency, optimizing real estate, or identifying overlooked earnings can have a meaningful impact on profitability and ultimately increase the dealership’s value. “A good valuation shows you what’s happening now, but profit hunting helps you see where you can go,” says Ivy. TURNING DATA INTO ACTION At DSMA, the valuation process is designed to deliver more than a number. Its finance team, supported by six specialized automotive CPAs, evaluates industry-specific factors such as floor plan interest, off-book earnings, inventory write-downs and other adjustments that can materially influence a dealership’s value. This specialized expertise is critical in an industry where seemingly small financial adjustments can have a significant impact on the bottom line. “Without the right industry expertise, key adjustments can easily be missed,” Ivy says. “Our approach is built on years of experience and a deep understanding of what drives profitability in automotive.” The result is a clearer picture of the dealership’s current position and a roadmap for improving its future value. WHEN SHOULD YOU START PROFIT HUNTING? Profit hunting can be valuable at virtually any stage of a dealership’s lifecycle, but several moments stand out: • Before Major Decisions: Understand your market value before selling, expanding or beginning succession planning. • Before Growth: Identify operational strengths, weaknesses and opportunities before investing in expansion. • When Market Conditions Shift: Changes in OEM performance, brand value or market dynamics can create new opportunities. • Before Major Investments: Determine whether existing assets and operations are being fully optimized before committing additional capital. • Before Selling: Identify opportunities to improve profitability and value so you are positioned to maximize the transaction. For some dealers, the valuation becomes a benchmark for improving operations before going to market. For others, it becomes the first step toward a transaction. “Some clients use the valuation to improve their operations and boost value before going to market,” Jennifer explains. “For others, it’s the starting point for a deal. We introduce qualified buyers, structure the transaction and help close the deal.” In today’s competitive automotive M&A environment, knowing what your dealership is worth is only the beginning. The real opportunity lies in understanding why it is worth that amount and what can be done to increase it. DSMA’s profit-hunting approach combines financial analysis, automotive intelligence and M&A expertise to help dealers uncover hidden value and turn insights into action. Know what your dealership is worth. Then find out what it could be worth. To learn more about DSMA’s profit-hunting formula, visit dsma.com or contact info@dsma.com. 22
Five Years of Fair Compensation Celebrating the 5th Anniversary of Operation 47 July 1, 2026, marked an important milestone for the Mississippi Automobile Dealers Association (MADA) and the state’s automotive industry: the 5th anniversary of “Operation 47” and the enactment of House Bill 746, one of MADA’s most important legislative achievements to date. This legislation was needed to protect the rights of automobile dealers and to ensure fair compensation for technicians performing repairs on vehicles still under the manufacturer’s warranty. THE BACKSTORY Operation 47 was the internal code name for MADA’s strategic effort to enact a law requiring automotive manufacturers to reimburse dealers at retail rates for parts and labor on warranty work. Five years ago, Mississippi stood as one of the few remaining states where dealers weren’t fairly compensated for warranty work. The goal of Operation 47 was clear and direct: Join the 46 other states that already had such protections in place, requiring automotive manufacturers to pay true retail rates to dealerships for parts and labor when repairing customers’ automobiles covered under the factory warranty. THE STRATEGY Manufacturers were, of course, reticent to pay retail rates for warranty parts and labor, so legislation was necessary. MADA worked directly with manufacturers’ representatives to reach an agreement on legislative language. The Mississippi dealer body rallied behind the legislative effort with a unified, statewide voice. By advocating in the halls of the Capitol, they secured overwhelming support from both the Mississippi House of Representatives and Senate. Gov. Tate Reeves signed HB 746 into law on May 6, 2021, delivering a major win for every dealership across our state. THE RESULTS The law has given dealers a clear, structured process to establish fair retail rates for warranty parts and labor while securing fair compensation for hard-working service technicians. WHY IT MATTERS The passage of HB 746 remains one of the most significant legislative victories in MADA’s history. As we look back on five years under this law, Operation 47 serves as a powerful reminder of what MADA can accomplish when Mississippi dealers stand together. MADA RECOMMENDS ARMATUS FOR WARRANTY REIMBURSEMENT Five years ago, during the fight to pass a warranty reimbursement law, one company proved invaluable to MADA: Armatus Dealer Uplift. Joe Jankowski and his team at Armatus provided critical knowledge and counsel that MADA relied on to draft the legislation. MADA strongly endorses Armatus as the preferred provider for warranty reimbursement. Their unparalleled expertise working with dealers and manufacturers, as well as their ongoing support of MADA, makes them an outstanding partner for our members. Explore what Armatus can do for your dealership with no risk and no obligation: • Free Analysis: Armatus will analyze your DMS data at no cost and provide an evaluation of your potential profit. • Performance-Based Service: Armatus only gets paid when a dealer’s submission is successfully approved. Scan the QR code to watch a quick video highlighting Armatus’ track record of success for dealers. 23
Aaron Oil Clint Denning 713 Bill Myles Dr. Saraland, AL 36571 (251) 479-1616 clint.denning@tradebe.com ACV Auctions Pam Patton 640 Ellicott St., Ste. 321 Buffalo, NY 14203 (800) 553-4070 ppatton@acvauctions.com acvauctions.com Ally Financial David Luke 1735 N. Brown Rd., Ste. 500 Lawrenceville, GA 30043 (901) 378-5065 david.luke@ally.com ally.com/auto American Fidelity Assurance Company Steve O'Kane 253 Lewis Rd. Stockbridge, GA 30281 (913) 486-7005 steve.o’kane@americanfidelity.com americanfidelity.com Armatus Dealer Uplift Joe Jankowski 50 Schilling Rd., Ste. 200 Hunt Valley, MD 21031 (443) 391-5701 joej@dealeruplift.com dealeruplift.com Assurant Dealer Services Brett Malbrough 1790 Hughes Landing Blvd., Ste. 700 The Woodlands, TX 77380 (312) 356-3000 brett.malbrough@assurant.com thewarrantygroup.com Bank of America Thomas Ballard 3455 Peachtree Rd. NE Atlanta, GA 30306 (770) 364-7078 thomas.ballard@bofa.com bankofamerica.com Bo Haarala Autoplex Karen Fears 1003 S. Frontage Rd. Meridian, MS 39301 (601) 482-7539 khfears@yahoo.com bohautoplex.com Brightline Dealer Services Stephen Pate 2518 Johnson Cir. Northport, AL 35476 (205) 242-8908 spate@brightlinedealer.com brightlinedealeradvisors.com Brunini, Grantham, Grower & Hewes PLLC Benje Bailey PO Drawer 119 Jackson, MS 39205 (601) 948-3101 bbailey@brunini.com brunini.com Gallagher Insurance Services Charlie Chandler 525 E. Capitol St., 2nd Fl. Jackson, MS 39201 (601) 366-3436 charlie_chandler@ajg.com CarNow Linnea Weikleenget 136 Three Prong Rd. Brandon, MS 39042 (901) 212-0316 linnea@carnow.com carnow.com CCMSI Donna Allen PO Box 1378 Ridgeland, MS 39158 (601) 899-0148 dallen@ccmsi.com ccmsi.com Century Construction Group Betsy Dowell 400 W. Parkway Pl., Ste. 200 Ridgeland, MS 39157 (601) 591-3413 bdowell@centurycg.com Columbus Motor Company Judy Younger 2302 Main St. Columbus, MS 39701 (662) 328-1430 columbusmotorco@bellsouth.net columbusmotorcar.com ComplyAuto Privacy LLC Lauren Bailey 299 S. Main St., Ste. 1300, PMB 93125 Salt Lake City, UT 84111 (661) 214-9760 lauren.bailey@complyauto.com complyauto.com Cooley Motor Company Bob Cooley 1117 Mississippi Dr. Waynesboro, MS 39367 (601) 735-4323 cooleymotorco@bellsouth.net Cox Automotive Polly Penna 6205A Peachtree Dunwoody Rd. Atlanta, GA 30328 (303) 981-1298 polly.penna@coxautoinc.com coxautoinc.com 2026 MADA Associate Members 24
DealersLink Randy Roberts 174 Carson Oaks Ln. Santa Rosa Beach, FL 32459 (256) 424-3723 randy.roberts@dealerslink.com dealerslink.com Dealers Auto Auction of Jackson Jessica Williams PO Box 97509 Pearl, MS 39288 (601) 956-2700 jwilliams@dealersauto.com public.dealerslink.com Dealer Services Network Henry Casey 3155 SW 10th St., Ste. D Deerfield Beach, FL 33442 (985) 507-1189 henry@expressomv.com dsn.net Dealer Solutions Mergers & Acquisitions Greg Brown 200 S. Wacker Dr., Ste. 3100 Chicago, IL 60606 (615) 714-8612 greg.brown@dsma.com Diversified Dealers Thomas Loup 5001 Hwy. 190, Ste. D-4, Office 4 Covington, LA 70433 (985) 630-8900 thomasjloup@gmail.com diversifieddealers.com Dixie Auto Auction Patrick Sellers 15673 Hwy. 8 W. Grenada, MS 38901 (662) 226-5637 psellers@dixieautoauction.com dixieautoauction.com Dynatron Software Maureen Martin 2703 Telecom Pkwy., Ste. 140A Richardson, TX 75082 (972) 663-5998 mmartin@dynatronsoftware.com dynatronsoftware.com Epic Insurance Brokers & Consultants Matthew Gaston 2720 3rd Ave. S. Birmingham, AL 35233 (205) 420-3499 matthew.gaston@epicbrokers.com epicbrokers.com Fisher & Phillips LLP Steve Cupp 2505 14th St., Ste. 300 Gulfport, MS 39501 (228) 822-1440 scupp@fisherphillips.com fisherphillips.com Frank Hamilton Sims Insurance/ DEALERPLUS P&C Insurance Specialists Frank Sims 6301 Piccadilly Square Dr. Mobile, AL 36609 (251) 342-5669 fhsinc@mindspring.com dealerplusinsurance.com GM Financial Jacob Hooper 801 Cherry St. Fort Worth, TX 76102 (225) 614-4667 jacob.hooper@gmfinancial.com gmfinancial.com GPW and Associates Inc. Bryan Dobson 3101 N. Central Ave., Ste. 200 Phoenix, AZ 85012 (602) 812-4198 bdobson@gpwa.com gpwa.com GSFS Group Matthew Strakna 1345 Enclave Pkwy. Houston, TX 77076 (346) 342-6404 mstrakna@gsfsgroup.com gsfsgroup.com Henderson Hutcherson & McCullough, PLLC Travis Horton 1200 Market St. Chattanooga, TN 37402 (423) 756-7771 thorton@hhmcpas.com hhmcpas.com Holmes Motors Inc. Kathy Atkins 10651 Boney Ave. D’Iberville, MS 39540 (228) 392-4054 andrear@holmesmotors.com holmesmotors.com Hoyt Hayes Construction Brad Hayes PO Box 1028 Jackson, TN 38302 (731) 664-3021 brad@hoythayes.com hoythayes.com IKON Technologies Jim Anani 1161 W. Corporate Dr., Ste. 300 Arlington, TX 76006 (214) 444-4700 jim.anani@ikontechnologies.com ikontechnologies.com Insurance Office of America (IOA) Paul Elliott 18300 Scenic Hwy. 98, Ste. F Fairhope, AL 36532 (205) 908-8792 paul.elliott@ioausa.com Kenect James Zippi 1221 Valley Grove Way, Ste. 400 Pleasant Grove, UT 84062 (801) 899-0204 james.zippi@kenect.com Kirk Brothers Powersports Cannon Kirk PO Box 670 Grenada, MS 38902 (662) 453-5646 cannonkirk05@yahoo.com kirkbrotherspowersports.com 25
Level 3 Financial Solutions Ross Pickering 2400 Profession Dr. Oxford, MS 38655 (662) 238-4921 rpickering@l3fs.com l3fs.com LoJack Tina Morgan 1500 Solana Blvd., Bldg. #6 Westlake, TX 76262 tina.morgan@solera.com lojack.com MetroTech Automotive Tyler Parker 2101 Wilkinson Blvd. Charlotte, NC 28208 (954) 242-1102 tparker@metrotechauto.com metrotechauto.com NADA Retirement from Empower Jeff Liwacz 63 Creekwood Dr. Bordentown, NJ 8505 (609) 529-3546 jeff.liwacz@empower-retirement.com empower-retirement.com Oakbridge Insurance Agency Tracy Davis 3964 Goodman Rd., Ste. 202 Southaven, MS 38672 (662) 419-4319 tdavis@oakbridgeinsurance.com Orion Financial Kenneth Washington 400 Monroe Ave. Memphis, TN 38103 (225) 907-9611 kwashington@orionfcu.com orionfcu.com Paragon Dealer Services Bob Mckinney 505 Energy Center Blvd., Ste. 604 Northport, AL 35473 (205) 349-3158 paragon267@gmail.com paragondealerservices.com Passtime GPS Jason Johnson 861 Southpark Dr. Littleton, CO 80120 (601) 540-6280 jjohnson@passtimegps.com passtimegps.com Performance Brokerage Services Jimmy Robinson 2102 W. Cleveland St. Tampa, FL 33606 (615) 804-1625 jimmy@performancebrokerageservices.com PNC Bank Jeffrey McMillion 601 11th Ave. N, Ste. 900 Nashville, TN 37203 (878) 208-2099 jeffrey.mcmillion@pnc.com Premium Review Specialist Inc. Ronnie Fulton PO Box 5575 Brandon, MS 39047 (601) 278-9356 rgfultoncpa@gmail.com Portfolio Tariq Kamal 25541 Commercentre Dr., Ste. 100 Lake Forest, CA 92630 (949) 544-8005 tkamal@portfolioco.com portfolioreinsurance.com Priority Commerce Automotive Amberly Allen 13140 Coit Rd., Ste. 364 Dallas, TX 75240 (214) 683-4088 amberly.allen@prth.com automotive@prioritycommerce.com Priority Payment Systems Local Victor Lastorino 172 Monmouth St. Red Bank, NJ 07701 (732) 374-3834 victor@pplocal.io pplocal.io Protective Asset Protection Wayne McBrayer 14755 N. Outer 40 Rd., Ste. 400 Chesterfield, MO 63017 (423) 580-2858 wayne.mcbrayer@protective.com protectiveassetprotection.com Raymond James Ken Hall Barnett 1062 Highland Colony Pkwy., Ste. 100 Ridgeland, MS 39157 (601) 607-7206 kenhall.barnett@raymondjames.com Safe-Guard Products International Tim Bewsher Two Concourse Pkwy., Ste. 500 Atlanta, GA 30328 (404) 545-3753 tbewsher@sgintl.com safe-guardproducts.com Reynolds & Reynolds Matthew Jaeger 5048 Tarry Glen Dr. Suwanee, GA 30024 (678) 457-4605 matthew_jaeger@reyrey.com reyrey.com Safety National Justin McCormack 2950 N. Loop W., Ste. 500 Houston, TX 77092 (573) 310-1371 justin.mccormack@safetynational.com safetynational.com Seal Tractor Wil Seal 1100 U.S.-61 Woodville, MS 39669 (601) 888-4253 suzette@sealtractor.com 700 Credit LLC Britney Fischer 26555 Northwestern Hwy., Ste. 301 Southfield, MI 48033 (586) 915-4703 bfischer@700credit.com 700credit.com 2026 MADA ASSOCIATE MEMBERS 26
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