OFFICIAL PUBLICATION OF THE MONTANA AUTO DEALERS ASSOCIATION ERICK ANDERSON 2025 TIME DEALER OF THE YEAR NOMINEE PUB. 5 • 2025 • ISSUE 1
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©2025 The Montana Automobile Dealers Association (MTADA) | The newsLINK Group LLC. All rights reserved. Montana Auto Dealer is published two times per year by The newsLINK Group LLC for MTADA 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 MTADA, 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. Montana Auto Dealer is a collective work, and as such, some articles are submitted by authors who are independent of MTADA. While a first-print policy is encouraged, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at (855) 747-4003. CONTENTS 18 40 We’ve rebranded! Check out our new look! www.mtada.com 6 MTADA EVP’S MESSAGE Get Ready for Convention! 8 MTADA Office Staff 8 Executive Committee 9 Board of Directors 9 Insurance Trust 10 Montana’s Agister Lien Law Revised 12 Catching Up With Senator Tim Sheehy 14 Why Being an Active Member Matters An Interview with Bill Underriner 16 Thank You, 2024 NADA PAC Contributors 18 Erick Anderson 2025 TIME Dealer of the Year Nominee 21 Montana Secretary of State Business Spotlight: Placer Motors Generational Success, Employee Care, Community Impact 23 NADA Market Beat June 2025 24 Montana Overdrive — The Official Dealer Product Supplier of MTADA Helping To Keep MTADA Growing Strong With Each Purchase 26 Marsh McLennan Agency, Coverage That’s a Step Above An Interview with Sean and Kevin McCutcheon 28 REGISTER NOW! MTADA’s 111th Annual Family Convention Aug. 14-17, 2025 29 MTADA Annual Convention All Member Meeting 30 Thank You to Our 2025 MTADA Sponsors! 32 Convention Speakers 36 Not So Fast — Zero Cost, Zero Reimbursement 38 The Hidden Bottleneck in Dealership Growth Outdated People Operations 40 Spotlight on Women in the Industry: Tammy VandenBos 42 The ComplyAuto and MTADA Partnership Helping You Stay on Top of Compliance 46 Ransomware A Response Plan Is Essential for Auto Dealers 48 MTADA INSURANCE TRUST Navigating the Noise Why I Do What I Do (and Why You Might Want to Care) 50 MTADA’S Employee Benefits Programs Keep Getting Better 52 2025 MTADA Associate Members 54 2025 MTADA Licensed Vendors 58 MTADA COMMUNITY NEWS We Want To Hear From You! 4 MONTANA AUTO DEALER
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MTADA EVP’S MESSAGE Bruce Knudsen Executive Vice President, MTADA GET READY FOR CONVENTION! Dear Members, I hope you are getting excited for MTADA’s 111th Annual Family Convention at Kwataqnuk Resort & Casino in scenic Polson, Montana! We have many enlightening sessions planned, family friendly adventures to enjoy and opportunities to learn from industry experts and to network. This year’s convention will be bigger and better than ever — you won’t want to miss this fun-filled, unforgettable event! It would be incredible if every dealer member were in attendance. Just think of the fun we could have and how our dealer community can grow stronger as we gather and learn together. If, for some reason, you can’t make it, please consider sending a member of your team, and their family, to represent your dealership. Helping your employees grow through experiences like the convention will ultimately benefit your organization. I wanted to thank Montana’s newly elected Senator Tim Sheehy for taking the time to talk with us about his experience in D.C. thus far and what he is doing for the auto industry. You can read more about the Senator on page 12. Senator Sheehy, along with Governor Greg Gianforte, Attorney General Austin Knudsen, Secretary of State Christi Jacobsen and State Auditor Jim Brown will be speaking in our All-Member Meeting at our convention on Thursday, August 14, at 11:00 am. Please make sure to read more about Montana Overdrive and what it can do to support your dealership on page 24. Montana Overdrive is MTADA’s dealer product source offering over 1,300 products. A percentage of every purchase comes back to MTADA to help us grow. If you haven’t checked this program out, now is the time. Another exciting announcement is the newly formed partnership between MTADA and ComplyAuto. This program will help you stay on top of your compliance while bringing dealer-friendly solutions to the forefront of the ever-changing regulatory landscape. ComplyAuto will be presenting at the convention and sharing more about this partnership. ComplyAuto is offering two FREE deal jacket audits for convention attendees, preferably for one new and one used car. Please have your deal jackets submitted as soon as possible. MTADA and ComplyAuto will be drawing names for TWO CASH PRIZES for those who have submitted deal jackets. You must be in attendance at the Saturday morning meetings at the MTADA Convention to win. • First draw: $1,000 • Second draw: $500 This is only available at the MTADA convention in Polson this August. DEAL JACKET VIDEOS AND SUBMISSION INSTRUCTIONS Deal Jacket Upload Instructions https://drive.google.com/ file/d/1TtGGWp9pX6_7Vv B2RysBAGlOLzvzit6U/view Deal Jacket Dashboard Video https://drive.google.com/file/d/1_ R4XN8NVPi7nqU_L687TqOpqHLd5tJ0/view Submit Deal Jackets https://complycrypt.complyauto. com/p/permalink/dae97793-cf5a499a-af22-0c0b4bb9382e Also included in this edition: Placer Motors and owner, Erick Anderson, was recently spotlighted by Montana’s Secretary of State Christi Jacobsen. We get to know more about Sean and Kevin McCutcheon of Marsh McClennan Agency. We are celebrating women in the industry with a Q&A with Tammy VandenBos, general manager at Van Motors. And so much more! I look forward to seeing you at convention. Please don’t hesitate to get in touch if you need help, have an idea or suggestion, have feedback or just want to say hello. You are a valued member of the Montana Auto Dealers Association, and I want to hear from you. As always, feel free to call me anytime on my cell at (406) 461-7680. Bruce 6 MONTANA AUTO DEALER
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MTADA OFFICE STAFF EXECUTIVE COMMITTEE Bruce Knudsen Executive Vice President bknudsen@mtada.com Cell: (406) 461-7680 Office: (406) 442-1233 Bruce Knudsen is the executive vice president, Government Relations for the Montana Auto Dealers Association (MTADA). He earned a BA in Japanese language and literature from Brigham Young University and an MBA from Regis University. Bruce has led MTADA since 2014 and has years of experience in managing large groups and organizations, as well as a deep knowledge of health insurance and employee benefits. Bruce has lived in Montana for 16 years. He has four children and six grandchildren. In his free time, he enjoys golf, cooking, attending concerts and traveling, especially to the beaches of Baja, Mexico. Jillian March Communications Manager jmarch@mtada.com Cell: (253) 561-2889 Office: (406) 442-1233 Jillian March graduated from Carroll College in 2019. She started her career with the Montana Auto Dealers Association as an intern from 2018-20. She left for two years and then returned to the association as the communications manager a week before the annual convention in 2022. Jillian has two dogs, a lab/wirehair pointer and a corgi. One of them loves bird hunting and the other loves chasing a laser pointer. Jillian loves hunting, shopping, wakesurfing and spending time at her dad’s house in the middle of nowhere Georgia. Debbie Jean Office Manager/Insurance Coordinator/ Bookkeeper bkkpr@mtada.com Cell: (406) 461-6333 Office: (406) 442-1233 Debbie Jean was born and raised in Helena, Montana, and has resided there her entire life. Her favorite thing to do is spend time with her beautiful grandchildren, hang out with her husband and family at their cabin and ride snowmobiles and side by sides. She has been the office manager at Montana Auto Dealers Association for 11 years and manages the self-funded Health Insurance Trust for the member auto dealers’ staff. Debbie’s prior work experience for the last 30 years has been in agency insurance work and self-funded insurance trusts. She takes pride in her organizational and customer service skills by being able to put herself in the customer’s position — if a dealer or HR staff calls or emails her, she knows they want an answer now, not tomorrow or the next day or week, so she tries to respond ASAP. Wade Rehbein Rehbein Ford Chairman Eric Henricksen Don Aadsen Ford President Peder Billion Billion Auto Group President-Elect Jackson Bell Bell Motor Co. Vice President Craig Tilleman Tilleman Motor Co. NADA Director 8 MONTANA AUTO DEALER
Eric Henricksen Don Aadsen Ford District 1 Wade Rehbein Rehbein Ford District 2 Erick Anderson Placer Motors District 3 Jackson Bell Bell Motor Co. District 4 Aaron Jones Courtesy Ford District 5 Peder Billion Billion Auto Group District 6 BOARD OF DIRECTORS Eric Henricksen Don Aadsen Ford Executive Member Rob DeMarois DeMarois Buick GMC Craig Tilleman Tilleman Motor Co. NADA Director Jackson Bell Bell Motor Co. James Johnson High Plains Motors Inc. District 7 Jason Davis Archie Cochrane Ford District 8 Ryan Tuttle Lithia Chevrolet Buick GMC of Helena Group Dealership Director Chad Notbohm Two Rivers Ford Next Gen Craig Tilleman Tilleman Motor Co. NADA Director INSURANCE TRUST Bill Underriner Underriner Motors Chairman James Johnson High Plains Motors Inc. Executive Member Erick Anderson Placer Motors Executive Member 9 MONTANA AUTO DEALER
MONTANA’S AGISTER LIEN LAW REVISED MTADA’s Legislative Committee had a successful 2025 session. This year our committee worked to revise Montana’s Agister Lien law: Section 71-3-1203, MCA. Our bill, SB 373, passed the Senate on a vote of 43 to 7, and it passed the House on a vote of 97 to 2. On May 5, 2025, Gov. Gianforte signed the bill into law. WHAT IS AN AGISTER’S LIEN? From time to time, a customer will abandon a vehicle at a dealership because the owner is unable or not interested in paying for the repairs on the vehicle or coming to retrieve the vehicle. An agister’s lien is a statutory right that allows the dealership that provided a service and did not receive payment to retain the vehicle until payment is received or sell the vehicle to recover the debt and to have the vehicle removed from the dealership. KEY REVISIONS TO SECTION 71-3-1203, MCA SB 373 introduced significant changes to the agister’s lien enforcement procedures in Montana. The key revisions include the following: • Expanded Court Jurisdiction Options: Lien enforcement actions can now be filed in any court of competent jurisdiction in the county where the contract was made, where the property is located, or where the property owner resides. Prior to this amendment, a lien enforcement action was required to be filed only in district court. Whether the action is filed in small claims court (maximum amount of $7,000), justice court (maximum amount of $12,000) or district court (all claims over $12,000) will depend on the amount in controversy. • Modified Service Requirements: The traditional requirement that a summons be issued and served on the defendant before a hearing is not required for an agister’s lien claim under Section 71-3-1203, MCA. Instead, an “Order to Show Cause” is issued and served by certified mail with a return receipt. • Extended Timeline for Hearing: The Notice of the Show Cause hearing must be served by first-class mail at least 21 days before the hearing date. These changes aim to make lien enforcement more efficient and accessible for dealer lienholders. GUIDELINES TO FILING AN AGISTER’S LIEN 1. Retain Possession: The dealer must maintain possession of the abandoned vehicle until the owed amount is paid, or it is sold at a sheriff’s sale. 2. Notify the Owner: The dealer must send a certified letter to the owner (and any known lienholders) stating your intent to assert an agister’s lien, detailing the services provided and the amount due. 3. File a Complaint in Court: The dealer must prepare and file a complaint outlining the services provided and the amount owed in the proper court along with a proposed order setting the Show Cause hearing. 4. Notification of Show Cause Hearing: The dealer must provide the owner a Notice of the Show Cause Hearing by certified mail, return receipt requested at the owner’s last known address. 5. Show Cause Hearing: The dealer must attend the Show Cause hearing and present your evidence to the court and obtain a judgment for the amount owed along with a request to sell the vehicle at a sheriff’s sale. 6. Sheriff’s Sale: If payment of the judgment amount is not received, you will contact the sheriff’s office to advertise and conduct a public auction to sell the vehicle to satisfy the lien. 7. Distribution of Proceeds: Funds from the sale are used to cover the lien amount and associated costs. Any remaining funds are distributed to other By Craig D. Charlton, Smith Law Firm, P.C., MTADA General Counsel 10 MONTANA AUTO DEALER
lienholders in order of precedence, with any surplus returned to the vehicle owner. 8. Bill of Sale Issued: At the conclusion of the sheriff’s sale, the sheriff issues a bill of sale to the buyer. This serves as legal proof of ownership for title transfer purposes. IMPORTANT ITEMS TO REMEMBER • If you voluntarily return the vehicle to the owner before full payment, you forfeit your lien rights. • If there is an existing lien (e.g., from a bank or financing company), it may take priority over your lien depending on filing and possession status. Under Montana law, written notice needs to be provided to any secured lienholder or party within 30 days of receiving the vehicle. This notice needs to outline the nature and amount of the services provided, and the notice needs to be personally served or sent via certified mail to the lienholder. Failing to notify the lienholder may result in your lien being subordinate to the lienholder’s interest. • The process is heavily dependent on maintaining possession and following the statutory notice requirements. In the near future, the Smith Law Firm will be conducting a webinar to teach you the steps and procedures for filing an agister’s lien on vehicles abandoned at your dealership. The date, cost and details of the webinar will be forthcoming. The Smith Law Firm provides quality legal services to our client through our stability, professional standards and competent attorneys and staff. They are here to serve Montana’s auto dealers. To learn more, please visit smithlawmt.com or email Craig Charlton at ccharlton@smithlawmt.com or or Jim Sewell at jsewell@smithlawmt.com. 11 MONTANA AUTO DEALER
We recently had a chance to catch up with Montana’s newly elected Senator Tim Sheehy and talked to him about his experience in office so far. The following are excerpts from our conversation. What inspired you to pursue public service? There is no higher calling in life than serving your country. My wife, Carmen, and I met at the Naval Academy and were both proud to serve our country: Carmen as a Marine and me as a Navy SEAL. We both know how rewarding it is to live a life of service. After I was wounded, I was blessed to live the American Dream — starting a business with an all-veteran team, creating hundreds of Montana jobs, protecting communities from wildfires, and donating millions across Montana to increase access to critical health care. After 9/11, thousands of us volunteered to serve our nation. When I saw Joe Biden’s disgraceful Afghanistan retreat, I knew we were in a tough spot as a country. I never considered entering politics until Biden’s disastrous withdrawal washed away the sacrifices made by our family and closest friends. It was heart-wrenching looking into my children’s eyes, knowing this failure marked an inflection point for America. That’s when I realized something was seriously wrong with our leadership back in D.C. and decided it was time to get involved in politics. I’ve been proud to serve our country since I was 18 years old, and it’s the honor of my life to serve each one of you as Montana’s U.S. Senator. My solemn promise to you is that, just as I did on the battlefields of Iraq, Afghanistan and on the frontlines of wildfires across the American West, I will never tire in my commitment to fight for you and the future of your kids and grandkids. As a newly elected Senator, has anything surprised you about working in D.C.? In such a polarized time in our nation, I think most people would be surprised at the willingness of many of my Senate colleagues to work across the aisle to get stuff done. For example, with the tragic January wildfires in southern California, we saw a culmination of modern wildfire dysfunction, and since then, I’ve been working with a number of Democrats — from New Jersey to California — to introduce a slate of bills to improve our federal wildland firefighting apparatus. Behind closed doors, many of my colleagues’ focus is on getting stuff done, not the political theater you often see on TV. I came to D.C. to solve problems and deliver results. That’s why I will work with Republicans and CATCHING UP WITH SENATOR Tim Sheehy 12 MONTANA AUTO DEALER
Democrats to deliver common sense solutions for Montanans. Americans nationwide made it clear they expect more out of their government, and it’s time we seize the moment and deliver on the mandate voters gave us. What are your thoughts on the direction of the new administration and how it has been to work with President Trump? Since January, we have seen the America First agenda at work, and the results are clear: We have a secure border, safe streets, cheap gas and lower prices. All it took was a new president. President Trump is a tough negotiator and bold leader who will make great deals for Montana and put our people first, and I’m proud to stand with him in the mission to revive the American Dream. I intend to strap rocket boosters to President Trump’s America First agenda and get our country back on track by unleashing our economy, reining in our runaway federal bureaucracy, and building a transparent government that is actually accountable to everyday Americans. It’s a new day in America, and I look forward to continuing to work alongside President Trump to bring back prosperity and restore common sense for the American people. What are the main issues you’re currently working on? One of my top priorities in the Senate is using my expertise to build widespread, bipartisan support for comprehensive wildfire reform legislation to prevent future tragedies. So far, I’ve proudly led or co-sponsored more than 15 wildfire bills and became the only first-year senator to pass a bill through the Senate — the Aerial Firefighting Enhancement Act. Americans deserve SENATOR TIM SHEEHY WILL BE JOINING US ON AUGUST 15 AT 11:00 AM DURING THE ALL-MEMBER MEETING AT OUR ANNUAL CONVENTION. YOU WON’T WANT TO MISS THIS AMAZING NETWORKING OPPORTUNITY! better, and I’m proud to lead the charge on comprehensive wildfire reform. We must also keep working to unleash American energy and Montana’s resource economy to bring down prices for families and boost real wages for the hardworking Americans — farmers, miners, loggers, truck drivers, electricians, plumbers and carpenters — who put food on our tables and keep our economy running. I’m also focused on providing certainty in the tax code and reducing burdensome regulations on Montana businesses. With budget reconciliation coming up, we’re working hard to make the Tax Cuts and Jobs Act permanent to prevent a $4 trillion tax increase and ensure that small business owners and operators are not burdened by unnecessary taxes that penalize them for doing business here in America. Most of all, we must put America first in everything we do. It’s not too much for taxpayers to ask their government to put their core interests first, and that’s at the center of my mission. How do you balance the demands of public service with your personal life? Now that I have a cross-country commute and spend the bulk of my time working in D.C., this new life certainly takes a toll on my family, but it is an honor to serve and do the job. My wife and I have four young kids, and as any parent knows, those early years of your children’s lives are precious. My most important job is being a dad, so I make sure to spend as much time with them as possible. Some of my favorite memories from my time in the Senate thus far were helping my son, Bruce, do homework in the Capitol and having my daughter, Evelyn, with me for a sleepover during an overnight voting session on the Senate floor. What message would you like to give to Montana auto dealers? As an entrepreneur myself, I know what it takes to start and grow a business. In fact, my wife, Carmen, and I started our business in a barn with all our savings and an all-veteran team. Together, we grew it into a major Montana employer and one of only a few publicly traded companies in the state. Montana is one of the best states in the country to do business because we are a national leader in fiscal responsibility, eliminating waste, cutting red tape, balancing a budget and lowering taxes. But growing a business isn’t easy, and it’s even tougher when a crushing federal bureaucracy is standing in the way. That’s why, back in D.C., I am committed to helping you keep more of what you earn and getting government out of the way so you can continue investing in growing your operations, creating jobs, boosting Montana’s economy, and strengthening communities across our great state. My promise to every Montanan is simple: As your senator, I will always fight for you and do the right thing in office because it’s the right thing for Montana and America. Know that my door is always open to you, and please don’t hesitate to reach out to my office. 13 MONTANA AUTO DEALER
WHY BEING AN ACTIVE MEMBER MATTERS Third-generation dealer Bill Underriner understands what it takes to run a successful business. As the president/CEO of Underriner Motors in Billings, Montana, a MTADA board member and a former NADA chair, he has influenced the industry at local, state and national levels. As a young boy, Bill had no idea he’d end up in the automobile business. After graduating with a business degree from Kentucky State University, he had the opportunity to move to Billings and started working at Selover Buick. That was in 1984. Bill held many positions at the dealership and came to love the business. In 2001, Bill and his wife purchased the dealership and expanded to include the Honda, Hyundai and Volvo brands. They just celebrated 80 years in business. Running a business that spans decades requires adaptability, a willingness to learn and the ability to navigate change, especially those changes that come from Capitol Hill. We recently had a chance to sit down with Bill and discuss the importance of being an active association member, contributing to the NADA PAC and MONCAR, and what comes next. The following are excerpts from our conversation. Having served as the NADA chair and on the MTADA board, why is it important to you to play an active role in both associations? Our industry has a lot of regulations that come from the government, and they are not always business-friendly and create difficulties. MTADA is very good at getting involved when these issues arise. Each one of us plays a role in keeping the association strong, so that it can successfully continue to do this. We all need to work together. You need to be part of the solution. I believe we all want to make sure our franchise system is solid. We want to make sure that we are doing the right thing for our customers and for ourselves. All dealers need to be involved to ensure this happens. Attending events is a great way to participate. Go to the workshops and the convention. This year’s convention is in Poulson, and it’s something you won’t want to miss. Next, on a national level, go to the NADA convention. It’s being held in Las Vegas next year. There is so much you can learn about, many great speakers and amazing workshops on the floor. Additionally, many manufacturers come to this event and present their products and it’s a great place to interact with them. In short, attending MTADA and NADA events is a great way to get involved. An Interview with Bill Underriner 14 MONTANA AUTO DEALER
Why is it important for members to contribute to the NADA PAC and MONCAR? The money raised through the NADA PAC is used in federal elections to help pro-business candidates secure a seat in both the House and Senate. We are allowed to contribute $5,000 to a candidate in the primary and another $5,000 during the general election. The NADA PAC also helps with legislation and advocacy efforts. There is always a lot happening on the Hill, and the NADA legislative staff does a fantastic job of getting out in front of bills that could be harmful to the auto industry. The first year you join the NADA PAC, you pay $5,000 and then $2,500 every year after that. I have been a NADA PAC member for 21 years. Both of my sons joined the NADA PAC, and since I was already a member, they only had to pay the $2,500. If someone at your dealership is already a NADA PAC member, you can also join for $2,500. Contributing to MONCAR is of equal importance. Monies raised help elect state representatives and ensure Montana’s voice is heard in public policy. As we’ve seen over the past few years, there are constant threats to our franchise system and our business. Whether it’s mandates, manufacturer demands or economic influences, our industry faces many challenges. It is important that each member donates. What are the next steps for members who have contributed to the NADA PAC? Create a relationship with your senator or representative. Montana is unique; we have two senators and two representatives, and they’re very well known. I have made a point to visit them both here and in D.C. They know me. I can pick up the phone and call them, and they’ll answer. My advice is to be proactive and create those relationships today. Any last thoughts? Car dealers are probably the most charitable givers in any community. They do so much to give back, and that’s great, but they also need to get involved in the association. They need to come to the convention and participate in workshops. When we call for dealers to appear before legislative committees, dealers need to show up and speak about their experiences to help either push through or stop legislation. When we work together, we win. If you need a fresh frontline or want to turn aged inventory into cash, our Montana Team is ready to help. Give us a call! Montana Dealers – We’re Here for You magauctions.com Check out MAG Now’s live digital auctions every Wednesday at 2 PM (MT) on EBlock Brandon Boulay Market Manager, Montana 406.531.1210 Jack Burns Listing Representative, Montana 406.481.4189 15 MONTANA AUTO DEALER
THANK YOU, 2024 NADA PAC CONTRIBUTORS In 2024, Montana dealers contributed a total of $40,800 to NADA PAC from 20 individuals. Among NADA districts, Montana finished fourth in fundraising as a percentage of NADA PAC goals, raising more than 379% of the state’s goal. NADA PAC raised more than $2.83 million from dealers across the country. NADA PAC helps elect qualified individuals to Congress who understand the needs of new car and truck dealers. In the 2024 election cycle, NADA PAC was credited as being one of the nation’s top five largest trade association political action committees in terms of both total fundraising and contributions to federal candidates. NADA PAC supports candidates for Congress based on the recommendations of the NADA PAC dealer leadership for each state. The 2024 NADA PAC leadership team for Montana consisted of NADA Director Craig Tilleman, MTADA Chairman Wade Rehbein, NADA PAC State Chairman Blake Underriner, and MTADA Executive Vice President Bruce Knudsen. The following individuals from Montana were contributors to NADA PAC in 2024. PRESIDENT’S CLUB Joe Billion Peder Billion Jason Davis Robert L. DeMarois Gordon Henricksen Kris Houtonen Don Kaltschmidt Chad Lemieux Denny Menholt Randy Point Gary Schoepp Steve Stout Cooper Thomas Craig Tilleman Bill Underriner Blake Underriner Kyle Underriner NEXTGEN LEADERSHIP CLUB Peder Billion Fred Fowler Kevin Kaltschmidt Joshua Soares Cooper Thomas Blake Underriner Kyle Underriner 16 MONTANA AUTO DEALER
Erick Anderson 2025 TIME Dealer of the Year Nominee Throughout his career, Erick Anderson, president of Placer Motors, has always gone above and beyond. Whether it be his focus on treating the customer right, giving back to the community he loves, or helping his fellow dealers by actively serving on the board of MTADA, Erick exemplifies what it means to be a TIME Dealer of the Year nominee. Erick was nominated by his fellow dealers for this prestigious award. We recently had the opportunity to speak with Erick. The following are excerpts from our conversation. How did you get into the business? As a child, I could be a real pain in the neck. Because of this, my mother would often send me to work with my father. He would put me to work at the dealership to keep me out of trouble. I would help by washing cars, pulling weeds or whatever was needed. I was around 10 years old then, and, even though I wasn’t supposed to, I would drive all by myself to make deliveries. Things were just different back then. I liked being around all the activity of the car business. It was fascinating watching the technicians work on cars. Back then, the guy with the biggest hammer was your best technician. I spent hours watching them hammer on things, trying to get them apart. I continued to work at the store through high school, up until I went to college. My first attempt at college didn’t go well, so I returned to work at the dealership. I remember George Buchanan, one of my mentors and a pretty blunt guy, asking me, “What the hell are you going to do now that you’ve flunked out?” I told him that I didn’t know. He made a phone call to a friend and said to me, “You need to head to the Department of Highways building and meet with so-and-so.” I met with him on a Thursday and started work the following Monday. I worked there for three years and absolutely loved it, but I was a seasonal employee. I would work for nine months, then they would lay me off during the winter. During the off months, I hunted and skied until they rehired me. It was an awesome existence. But when they offered me a full-time job, I started envisioning myself sitting on the side of the road, in a field office at the dead of winter, doing nothing. At that point, I decided I needed to get my life in order. I went back to college and graduated in three short years. I went to work, selling cars at my father’s dealership, and I really liked it. Things just clicked from there. I worked in service and finance, and eventually everything came full circle. Today, I am the president and owner of Placer Subaru. What is the most rewarding part of your career? Honestly, it’s the big picture: having a stable business that my employees and the community can count on. When I go out into the community, people are always friendly, saying, “Hello,” and giving me a hug or a handshake. And that’s the rewarding part: People recognize that you’re not just a business; you’re a positive part of the community. 18 MONTANA AUTO DEALER
Did you have any mentors along the way and what did they teach you? My first mentor was my father. He didn’t believe in playing games with people by giving customers the runaround. He believed in up-front pricing while being transparent and honest. Treating people like you’d like to be treated yourself was paramount to him. When other dealers were trying to get every last dime out of customers, he was trying to make sure they came back. The example he set has served me well throughout my career. My family store started as Chevrolet and Oldsmobile in the early 1900s. When my great-grandfather left the business, his two sons flipped a coin for who got the Chevrolet store and who got Oldsmobile. Whoever ended up with Chevrolet was to stay in the existing building. My grandfather ended up with Oldsmobile and had to move to a new location. My grandfather’s brother had some serious medical issues and wasn’t long for this world, so he sold the Chevrolet store. Needless to say, my grandfather could not match the selling price, so the store left the family, and George Buchanan became the new owner. In his own words, George did all the wrong things when he took over the Chevrolet store, and there were many problems. George ended up selling the store because their reputation had become so bad. In short, he had ruined the store, and my family took back over ownership. Even so, George ended up becoming a regular visitor to the store. He would show up almost every day after playing golf, just to say hello, have a cup of coffee and talk. After a while, George became pretty comfortable with me and would refer to me as Sonny. George was pretty grounded and would often offer me advice. George had an interesting life story, to say the least, and his wisdom and influence have helped me many times throughout the years. One day, I was explaining to George that I was having trouble with another dealer in town. This dealer was going to the auto auction and buying damaged cars that were my product — Oldsmobile and Pontiac. Then, the dealer was selling the damaged cars for what I was paying for clean cars. They were picking up massive dollars, and I was having to compete. To make things worse, people would show up at my dealership as they were having problems with the cars as a result of the damage — one of which was covered under warranty. The other dealer was trying to label us as the bad guys because we wouldn’t honor the non-existent warranty. After I was finished explaining my frustrations, George leaned back and began to share some of his experiences with me, hoping to put the current situation in context. Now George was a smoker, and at the end of his story, he said, “Sonny, take it from someone who knows: He who shits big does not shit long.” He took his cigarette and sucked it all the way down, then put it out in the palm of his hand. Then he got up and left. I didn’t see George for two weeks. During that time, I thought a lot about what he had shared with me, and I realized what he was trying to say: Hard times will come and go. And he was right. The other dealership didn’t last long once the community realized what was happening. George was my good friend and mentor. What three things have you learned during your career that you would pass on to someone you are mentoring? 1. You can only control what you can, and you must let go of the rest. People tend to internalize things they can’t control, which will chew them up. There will be high-stress situations where you can’t make everybody happy. Deal the best with what you can and try for the best outcome, but in the end, sometimes you just have to let things go. 2. Don’t ever ask anybody to do something you wouldn’t do yourself. As an owner, I work alongside my people. Last year, we had a service advisor leave us. 19 MONTANA AUTO DEALER
I ended up working as a service advisor for five and a half months. I didn’t want to hire a warm body. I wanted to hire the right person. It took that long to find someone who could operate as we wanted them to operate and had the same belief system and moral compass. As a leader, if your employees see you doing everything they do, especially the more menial jobs, they’ll realize that we are all equally important team members. Everybody has to work together to make things happen. 3. Do the right thing, and money follows. If you take care of your customers, they will return, and you will continue earning a living. If you focus solely on the money, your customers can tell, and they will most likely not return. It’s that simple. What does the best day in this business look like for you? Busy. When we’re busy, everybody’s happy. I can’t think of anything better. What is your favorite way to spend your free time? Do you have any hobbies? My beautiful wife, Renee, and I have two sons: Jack, 19, and Gunner, 17. It’s important to me to spend quality time with them. Our favorite place to get away together is at our family cabin. I also enjoy the outdoors. I love to fish, hunt, hike, golf, snowmobile and ride motorcycles. What does earning the TIME Dealer of the Year nomination mean to you? Without the help of MTADA and some of the things they have accomplished here in Montana, I wouldn’t exist. Because of the association’s efforts, Montana has some of the most productive laws and rules of any state. I am proud that I have been active in association efforts since I was 25, from testifying in front of the legislature to serving on the board. The association brings huge benefits to all dealers. It’s humbling to know that my efforts to help the industry, the association and our community have not gone unnoticed. It is a great honor to receive this award from my fellow dealers. 20 MONTANA AUTO DEALER
MONTANA SECRETARY OF STATE BUSINESS SPOTLIGHT: PLACER MOTORS Generational Success, Employee Care, Community Impact Montana Secretary of State Christi Jacobsen introduces the latest installment of the Montana Business Spotlight series, which recognizes and highlights local businesses across the Treasure State. This feature introduces Montanans to Placer Motors of Helena. The Treasure State is blessed with locally owned, generational small businesses. Montana recognizes its Centennial Farm and Ranch Program, local chambers honor businesses for decades of consistent positive impact in their communities, and Montana State University’s business college acknowledges family-owned businesses throughout Big Sky Country. 21 MONTANA AUTO DEALER
Montana Secretary of State Christi Jacobsen is also proud to highlight such businesses. In a recent sit-down Q&A session, Secretary Jacobsen visited with Erick Anderson, owner of Placer Motors, to discuss the rich history of Anderson’s family business and its impact on the Helena community. Anderson, who has owned Placer Motors for nearly a decade, is a fourth-generation dealer, following in the footsteps of his great-grandfather, who established the dealership in the early 1900s. “As the story goes, somebody came through Helena with a car in the early 1900s, and I guess the world just stopped. People wouldn’t quit talking about it,” Anderson said. “My grandpa thought, ‘Well, I’m going to get on the train, go to Detroit, and I’m buying a car.’ He went and bought a Chevrolet, drove it back, and immediately sold it. He had all these orders for cars because back in the day, there were more millionaires per capita in Helena than anywhere in the world.” “According to what I was told, pretty soon he was trying to buy trainloads of cars because driving them, a lot of them would break on the way, but on the train they would get stolen, so he had to run guards,” Anderson continued. “Supposedly, he was one of the first General Motors franchise dealers in Montana.” The dealership was passed down and eventually split in half, with Anderson’s great uncle leading the Chevrolet side and his grandfather moving the Oldsmobile dealership around the corner to Placer Avenue, hence the Placer Motors name it wears today. The family became associated with Subaru in the 1970s, and Anderson says it’s believed to be one of the top 10 oldest Subaru dealers in the United States. When asked about the key to maintaining a successful family business, Anderson emphasized the importance of “consistency” and “taking care of employees.” He stated, “If you take care of your employees, they take care of your customers. The plan of the day almost never works; you have to have a long-term plan to make sure that you’re taking care of your employees.” Anderson highlighted the significance of community involvement in his business model. Placer Motors has participated in various initiatives, including Subaru’s Share the Love program, donating approximately $20,000 to the Montana Independent Living Project (Ability Montana). Anderson also mentioned the dealership’s commitment to numerous local causes. “We’re a golden rule store: You take care of people and they take care of you,” said Anderson. “You can give back to your community, help people out and do some really cool stuff.” Secretary Jacobsen praised Anderson for his contributions to the Helena community and the positive presence of Placer Motors in Montana. “We love your business and appreciate the reinvestment into the Helena westside presence,” she noted. This story has been edited for length and clarity and was originally published on sosmt.gov. SCAN THE QR CODE TO WATCH SECRETARY JACOBSEN’S CONVERSATION WITH PLACER MOTORS OWNER ERICK ANDERSON. https://sosmt.gov/montanabusiness-spotlight-placermotors-owner-erick-andersondiscusses-family-legacy-andcommunity-impact-withsecretary-of-state-christijacobsen/ 22 MONTANA AUTO DEALER
NADA MARKET BEAT June 2025 By Patrick Manzi, Chief Economist, NADA Subaru Market Share, by manufacturer 4.0% 3.0 2.0 1.0 0.8 0.6 0.4 0.2 0 -0.2 -0.4 -0.6 -0.8 -1.0 1%2 3 4 5 6 7 8 9 1011121314151617181920 -2.0 -3.0 ●Gain ●No change ●Loss All figures are year to date/year-to-date changes. *Other is Jaguar/Land Rover, Lucid, Mitsubishi, Rivian, Volvo Nissan GM Honda Ford Small Car 7.8% 6.1% Middle and Large Car Luxury Car 4.0% Market Share, by segment SUV 9.8% 4.7% Van Pickup 18.8% Crossover 48.8% Tesla Motors MazdaOther* BMW Hyundai Kia Mercedes-Benz VW June 2025 Y/Y % Jan - June 2025 YTD/YTD % Total Car 2.54 -6.6% 2.85 -2.7% Total Light Truck 12.80 4.3% 13.44 6.6% Domestic Light Vehicle 11.96 2.5% 12.46 3.5% Import Light Vehicle 3.38 1.8% 3.83 9.1% Total Light Vehicle SAAR 15.34 2.3% 16.29 4.8% U.S. Light-Vehicle Sales (Seasonally Adjusted at Annual Rates) Stellantis Toyota -4.0% Percent share of market (also indicated by size of circle) Hybrid 12.4% Electric 7.3% Plug-in hybrid 1.9% Fuel Cell 0.0% Internal Combustion Engine 78.4% Market Share, by powertrain SOURCE: Omdia New light-vehicle sales in June 2025 totaled a SAAR of 15.3 million units. The June 2025 SAAR represents an increase of 2.3% compared to June 2024. Sales in June 2024 were impacted by a major dealership-software outage that limited sales a year ago, so the year-over-year increase appears stronger than it was. According to J.D. Power, roughly 173,000 sales were pulled ahead into March and April 2025 as consumers flocked to dealerships to purchase new vehicles before auto tariffs took effect. June 2025 sales results and sales in the coming months will likely be lower due to that pull-ahead volume. Without these tariff-induced pre-buy purchases, June 2025 sales results likely would have been closer to a 16.0 million-unit SAAR. Auto tariffs have caused vehicle production shifts and disruptions. Because of these disruptions and the strong sales performance in March and April 2025, new light-vehicle inventory has fallen month-over-month recently. New light-vehicle inventory on the ground and in transit totaled 2.57 million units at the start of June, and total inventory levels are likely to be flat or down slightly once final data are available. Inventory hit a high this year in February at 2.78 million units, but it is unlikely we will see inventory that high again this year. According to Omdia (formerly Wards Intelligence), new light-vehicle inventory is forecast to decline to 2.3 million units by the end of August before rising back to roughly 2.5 million units by year-end. According to J.D. Power, average incentive spending per unit should total $2,727 in June 2025. As inventory becomes scarcer, we expect to see OEMs pull back on their incentive spending in the coming months. J.D. Power also notes that the average monthly payment on a new-vehicle finance contract should total $747 in June 2025, up $22 year over year and the highest on record for the month of June. Looking ahead to the second half of the year, we will be closely watching the resilience of the American car buyer. Our outlook is for sales to decline in the second half of the year after the strong performance in the first half. We expect consumers may wait on the sidelines until there is more certainty with trade policy and its effects on new light-vehicle prices and vehicle availability. Overall, we expect lower North American new light-vehicle production, lower new-vehicle inventory levels and a slower sales pace compared to the first half of the year and compared to our pre-tariff expectations. Our forecast for new light-vehicle sales for all of 2025 is 15.3 million units. 23 MONTANA AUTO DEALER
MONTANA OVERDRIVE THE OFFICIAL DEALER PRODUCT SUPPLIER OF MTADA We’ve all been there. You just sold a car, you’re in a time crunch, and the form you need is fresh out. The receptionist is within earshot, so by default, she drops everything to order the form online and have it priority shipped overnight so you can finish the sale. Consider the time lost waiting for the form to arrive — the crisis mode your employees are put in, setting aside their regular duties to help out — and the money wasted on rush orders and shipping fees. Is this really the best way to run your dealership? Helping To Keep MTADA Growing Strong With Each Purchase MONTANAOVERDRIVE.COM 24 MONTANA AUTO DEALER
Imagine if there were a way to plan ahead, schedule regular shipments of the tags and forms you use most, and never be left without the necessary paperwork to close a sale … well, there is! MONTANA OVERDRIVE — MTADA’S DEALER PRODUCT SOURCE Designed to support Montana’s automotive dealership needs, Montana Overdrive offers over 1,300 products! From sales and office forms, to service drive dispatch numbers, key tags, lot decoration, license plate frames and inserts, and so much more, Montana Overdrive is a one-stop convenience shop that is just a click away! After a thorough vetting process, Bruce Knudsen, EVP of MTADA, made the decision to partner with DFI iDealerSupplies to provide Montana dealers with a streamlined way to keep their dealerships stocked. “MTADA is proud to offer our dealers this amazing resource. And, when dealers purchase from Montana Overdrive, a percentage of every sale comes back to MTADA to help us grow. It’s a win-win,” Bruce explained. When Montana Overdrive launched in November of 2023, dealers were encouraged to sign up for their FREE account. If you haven’t already done so, this is your sign … log into montanaoverdrive.com and create an account today! It’s a quick and easy process that costs you nothing but a few minutes of your time. Ordering is straightforward; simply select your desired items and proceed to the checkout process. Credit cards are accepted, but as an added benefit, active dealers have the option to pay the bill net 30 — when the order goes out, an invoice is sent. Many dealerships take advantage of this for accounting purposes. Using Montana Overdrive makes keeping items in stock a breeze. Your personalized dashboard contains your order history. When it’s time to restock, select the quantity and hit the reorder button. Or even better, schedule regular shipments and always have the right form on hand to seal the deal. As we all know, the one constant with regulations and laws is that they change. No one wants to end up with a hefty fine because they used an outdated form or had an old buyer’s guide. Be assured that Montana Overdrive will always offer the most up-to-date materials. DFI iDealerSupplies has specialized vendors that keep up with any legal changes that might happen. The team at DFI iDealerSupplies, led by industry expert of 15+ years, John Eliopulos, is there to support dealers well beyond making standard online purchases. Custom orders are handled personally by John. “Many dealers have custom internal forms that may not be a law but rather a privacy notice or a contract. In that case, send in what you want. It will be mocked up for your approval, and then we will have it created and shipped out to you. We can also design personalized products, like polos or license plate frames, at no additional cost. Most companies will charge per hour or a flat fee of over $100 for custom orders,” John said. By now, you’re probably thinking this all sounds good, but what about shipping? Most shipments come from two dedicated warehouses. Orders go out the next day and will be delivered within the week. The order system is automated, so there is no waiting for a team member to process your order manually. Montana Overdrive can still fulfill your order if you don’t see something you need online. There are many out-of-the-box products available that might not be on the website. It’s worth making a phone call to ask. Using Montana Overdrive is a no-brainer. It’s easy to use, products are offered at a competitive price, and you’re helping to keep MTADA growing strong with each purchase! Visit montanaoverdrive.com to stock up on your dealer supplies. If you have any questions, please get in touch with Jillian at (406) 442-1233 or jmarch@mtada.com. For a custom quote, please get in touch with John at (208) 703-1713 or j.eliopulos@dfi-llc.com. Jillian March (406) 442-1233 jmarch@mtada.com John Eliopulos (208) 703-1713 j.eliopulos@dfi-llc.com 25 MONTANA AUTO DEALER
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