OFFICIAL PUBLICATION OF THE NORTH CAROLINA AUTOMOBILE DEALERS ASSOCIATION ISSUE 3 2026 Highlights From the 91st Annual NCADA FAMILY CONVENTION 2026-2027 SLATE OF OFFICERS
Table of Contents CHAIRMAN’S COLUMN 4 Grateful for Another Year By Rob L. King III, Chairman, NCADA PRESIDENT’S MESSAGE 6 There Is No Offseason By John Policastro, President, NCADA 7 91st Annual NCADA Family Convention Recap 12 Convention Highlights 14 Convention Recognitions 18 For Stronger Sales, Go Back to Basics A Lombardi Lesson for Sales Managers By Wayne Moore, Partner, Capital Dealer Services Group 21 Help NCADA Recognize North Carolina’s Hometown Heroes 22 2026-2027 Slate of Officers 24 Upcoming Events 25 2026 NCADA Partners 26 Association Happenings Executive Committee RobKing....................... Chairman Mary Margaret Latham.. . . . . . . . . Vice Chairman LawrenceWhite................... Treasurer MitchAbernathy.. . . . . . . . . . . . . . . . Secretary RandyHunter................. Past Chairman GregYork.................... NADA Director Board of Directors Tom Hill District 1 Dave Everett District 2 Open District 3 Open District 4 Reggie Robinson District 5 Eric Flow District 6 Greg Westcott District 7 Eason Bryan District 8 Mark Thompson Jr. District 9 Pat Koballa District 10 Brian Pecheles District 11 Neill Nelson District 12 Tony Bertschi At-Large Chris Little At-Large Ken Jones At-Large Mark Fisher At-Large Russ Ellett HD Truck Dealer Director Rex Creech RV Dealer Director NCADA Team T. John Policastro President Wayne Bell Accounting Manager Kobe Fike Marketing & Communications Manager Bridget Johnson Director of Events and Member Engagement Regan Andersen Membership Coordinator Maggie DeToro Executive Assistant ©2026 North Carolina Automobile Dealers Association (NCADA) | MBR Connect™. All rights reserved. NCADA Flashes 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 NCADA, 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. NCADA Flashes is a collective work, and as such, some articles are submitted by authors who are independent of NCADA. 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. 7 14 3
Earlier this summer at our Annual Meeting and Family Convention at The Greenbrier, I had the privilege of being elected to serve another year as chairman of NCADA. When I began this role last year, I certainly did not expect that I would be starting a second term as chairman 12 months later. But circumstances sometimes change plans, and I am both honored and grateful for the confidence our board and membership have placed in me to continue serving. More importantly, I am glad to have the opportunity. My first year as chairman gave me an even greater appreciation for just how much goes into making NCADA the strong association it is today. As members, we see many of the results: the legislative victories, meetings and educational programs, communications, special events and, of course, a great annual convention. But serving as chairman provides a closer look at the tremendous amount of work that happens behind the scenes throughout the year. It also reinforces something I have always believed: The real strength of this association is its people. That was certainly evident at The Greenbrier. Our annual convention is always an opportunity to step away from the daily demands of our dealerships, reconnect with friends from across the state and spend some time together as an industry. This year’s meeting was no exception. It was great to see so many dealers and families participate, and I left reminded once again that NCADA is much more than an association. It is a community of people who share the same challenges, opportunities and commitment to our industry. That sense of community is especially important today. The automobile business continues to change rapidly. New technologies, changing customer expectations, evolving manufacturer programs, regulatory requirements and constant changes in the marketplace create challenges that none of us can address entirely on our own. Having a strong association gives us a common voice and a place to work together on those issues. I have also gained an even greater appreciation over the past year for the importance of dealer involvement. NCADA has an outstanding staff working on our behalf every day, but an association is ultimately only as strong as the members who participate in it. Whether it is responding when an important legislative issue arises, supporting our AutoPAC efforts, attending an association event, serving on the Board or a committee, mentoring a young dealer or simply sharing an issue that is affecting your dealership, that involvement makes a difference. One of the things I hope we can continue to build upon during the coming year is the level of engagement across our membership. We have experienced dealers who have been involved with NCADA for decades, along with a new generation of leaders beginning to take more active roles in their dealerships and in our association. Bringing those groups together and making sure the next generation understands the importance of NCADA will be critical to our long-term success. I am thankful for the opportunity to continue representing an industry and an association that have meant a great deal to me throughout my career. Serving as chairman is an honor, but it is also a reminder that each of us who has the opportunity to serve NCADA is simply a temporary steward of something that has been built by generations of North Carolina dealers before us. Our responsibility is to leave it a little stronger for those who come next. I appreciate the confidence you have placed in me for another year, and I look forward to working with our Board, our NCADA team and all of you as we continue moving this association forward together. Rob King NCADA Chairman CHAIRMAN’S COLUMN Grateful for Another Year By ROB L. KING III, Chairman, NCADA 4
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?® John Sardinia, john.k.sardinia@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. DFS-699-AD 6942528 Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, derivatives, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc., which is a registered broker-dealer and Member of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. is a registered futures commission merchant with the CFTC and a member of the NFA. Anticipate every turn In an industry that’s always evolving, your dealership can rely on our Dealer Financial Services team’s 90 years of experience to see what’s around the corner, forward-thinking insights to prepare you, and technology to keep you ahead of the curve. What would you like the power to do?® John Sardinia, john.k.sardinia@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.
The North Carolina General Assembly recently wrapped up the primary portion of its 2026 legislative session. While lawmakers will continue to return to Raleigh periodically during the remainder of the year, the pace at the Legislative Building will certainly slow down for a while. But for NCADA, the work does not stop when the legislature goes home. In fact, some of the most important work we do takes place between legislative sessions. Our job is not simply to react when a bill affecting dealers is introduced. We want to identify issues early, understand what they mean for our members and, whenever possible, help shape the conversation before decisions are made. Dealers have always adapted to change, and they will continue to do so. At the same time, NCADA must remain vigilant as the industry evolves to ensure that North Carolina’s strong franchise law continues to protect consumers, promote a fair and competitive marketplace, and keep pace with changes in the automotive industry. That means watching developments in other states, working closely with NADA and other dealer associations, reviewing manufacturer programs and, most importantly, listening to what our dealers are seeing in the marketplace. Often, the first indication of an emerging problem is a dealer calling us and asking, “Have you seen this?” Those conversations matter. Sometimes they lead to legislation. Other times, they give us an opportunity to resolve an issue before legislation is ever necessary. In many ways, the best advocacy effort is one that prevents a problem from ever becoming a major fight. Our ongoing work with the North Carolina Division of Motor Vehicles is another good example. North Carolina is undertaking a significant modernization of the systems that support driver and vehicle services, and NCADA will continue working to make sure the dealer perspective is represented throughout that process. The months ahead will also be about relationships. Every seat in the North Carolina House and Senate is on the ballot this year. When the next General Assembly convenes, there will be familiar faces as well as new legislators who may know very little about our industry or the franchise system. Strong relationships are built over time, long before an important vote is ever on the table. That is where our dealer members play such an important role. A legislator may hear from me or the NCADA team about an industry issue, but there is no substitute for hearing directly from a dealer in his or her district. Our dealerships are employers, taxpayers and major investors in communities across North Carolina. They support schools, charities, civic organizations and countless local causes. That is an important story, and our members are the best people to tell it. The same is true at the federal level. This fall, North Carolina dealers will again travel to Washington for the NADA Washington Conference and meet directly with members of our congressional delegation. Those face-to-face conversations remain one of the most effective ways to make sure policymakers understand how their decisions affect dealerships, employees and customers back home. So, while the legislative calendar may be quieter, there is no offseason for NCADA. We will continue working with state agencies, monitoring changes in the franchise relationship, preparing for the elections and the next legislative session, coordinating with NADA on federal issues, and handling the many regulatory and operational matters that affect our members every day. Much of that work happens quietly, and that is often exactly how successful association work looks. For me, one of the most important parts of this job is continuing to hear directly from our dealers. A phone call, a conversation at an event or a question about something happening in your dealership can be the first indication of an issue that deserves our attention. Please continue to keep us informed. Tell us what you are seeing, what is working and where problems may be developing. As always, thank you for your support. John Policastro NCADA President & CEO PRESIDENT’S MESSAGE There Is No Offseason By JOHN POLICASTRO, President, NCADA 6
91st Annual NCADA FAMILY CONVENTION Recap SATURDAY The convention always seems to begin before the official schedule does. By Saturday afternoon, it already felt like the convention was underway. Members were catching up in the lobby, making dinner plans and enjoying the chance to reconnect before the official schedule began. That evening, NCADA’s Board of Directors, Board of Trustees and AutoPAC Superheroes gathered at Howard’s Creek Lodge for the annual Board Dinner. Good food, live music and great conversation provided a relaxed start to the convention and an opportunity to reconnect before Sunday’s board meeting. Some traditions never get old. For 91 years, NCADA’s Family Convention has brought together dealer members, associate members, industry partners and their families for a few days to reconnect, learn from one another and spend time together away from the day-to-day demands of the dealership. This summer, more than 320 attendees representing over 200 dealership rooftops gathered once again at The Greenbrier in White Sulphur Springs, West Virginia. From long-time members returning to one of their favorite destinations to first-time attendees experiencing the convention, these few days were filled with familiar faces, new friendships and memories that will last for years to come. Throughout the convention, members heard from outstanding speakers, explored everything the resort had to offer, recognized leaders who have made a lasting impact on our industry and celebrated another successful year for the association. Here is a look back at a wonderful convention with our NCADA family. 7
91st Annual NCADA FAMILY CONVENTION Recap SUNDAY Sunday officially kicked off the convention with the NCADA Board of Directors Meeting. One of the highlights of the morning was welcoming members of our Young Leaders Group, who had the opportunity to observe the meeting before joining keynote speaker Jeff Salzenstein for an exclusive Communications Mastery Workshop. Watching future industry leaders engage with current leadership was a great reminder that NCADA’s strength has always been built across generations. That evening, everyone gathered on Chesapeake Terrace for the Welcome Party. Families enjoyed barbecue, games, face painting, balloon artists and beautiful mountain views while catching up with friends old and new. Chairman Rob King officially welcomed attendees and recognized NCADA’s past chairs for their years of leadership and service before looking ahead to the exciting days still to come. 8
91st Annual NCADA FAMILY CONVENTION Recap MONDAY By Monday morning, everyone had settled into the rhythm of the convention. General sessions featured Jeff Salzenstein, Brad Miller, Congressman David Rouzer and updates from NCADA leadership, providing members with practical insights on leadership, advocacy, compliance, artificial intelligence and the issues shaping our industry. When the sessions wrapped up, everyone headed off in different directions. Some spent the afternoon on the golf course or at sporting clays, while others explored The Greenbrier’s famous bunker, took off on Jeep and RZR adventures, tackled the escape room or joined younger attendees at the Fairy Gnome Garden Workshop. One of the best things about the Family Convention is that everyone experiences it a little differently, but everyone leaves with stories to share. 9
91st Annual NCADA FAMILY CONVENTION Recap TUESDAY Tuesday is always one of the most meaningful days of the convention. During the Annual Meeting and Recognition Ceremony, members came together to celebrate the people whose leadership, service and commitment continue to strengthen North Carolina’s franchised dealer community. This year’s program included the presentation of Lifetime Achievement Awards to Linda Leith and Senator Harry Brown, recognition of Alycia Kellum as North Carolina’s 2026 TIME Ally Dealer of the Year nominee and recognition of advocacy supporters, NCADA AutoPAC contributors, tournament winners and dedicated volunteers. The afternoon gave everyone one last chance to enjoy the resort before gathering for the closing celebration. 10
91st Annual NCADA FAMILY CONVENTION Recap A SPEAKEASY SEND-OFF TO REMEMBER The convention came to a fitting close as Colonial Hall was transformed into a Roaring Twenties speakeasy for one final evening together. Members embraced the theme with incredible costumes, great food, live music and plenty of dancing. Winners of the costume contest and the Speakeasy Scavenger Hunt Raffle were recognized before everyone enjoyed one last look back at the days behind them during the Convention Memories video. • Costume Winners: Charlene Wyatt, Neill Nelson, Penelope Everett • Speakeasy Scavenger Hunt Raffle Winners: Wescott Family, Anthony Family, Kimsey Family As the evening came to an end, Chairman Rob King thanked everyone for another outstanding convention and invited members to begin looking ahead to next year’s gathering at Sea Island Resort in Georgia. Costume Winner Costume Winner 11
CONVENTION HIGHLIGHTS JEFF SALZENSTEIN: Own Your Zone Monday’s General Session featured Jeff Salzenstein, a former Top 100 professional tennis player, Stanford All-American and leadership speaker who has spent his career studying what separates people who hold up under pressure from people who don’t. His answer, drawn from years on tour, had less to do with talent than with what you do in the seconds before the point starts. Salzenstein pushed attendees to be deliberate about mindset, energy and purpose rather than treating them as things that either show up or don’t, and he didn’t let anyone stay in their seat while he did it. A “hop and shake” exercise got the room on its feet to physically knock loose the tension it had been carrying. The takeaway for a room full of dealers: Results are the output. Habits and mindset are the input, and they’re the part you actually control. ADDITIONAL INDUSTRY UPDATES Congressman David Rouzer, representing North Carolina’s 7th District, gave members a read on Washington and what it means for the franchised automotive industry. His update covered regulatory policy, infrastructure and the issues facing North Carolina businesses, along with a frank assessment of what’s moving and what isn’t. Brad Miller, CEO of ComplyAuto and former NADA chief regulatory counsel, brought members up to speed on an advertising compliance environment that is continually evolving. Miller walked through recent federal enforcement activity and laid out where dealers are most exposed. He covered the common failure points, the practices that hold up under scrutiny, and the steps a store can take now rather than after a letter arrives. In another update, Caitlin Leith Fisher of Data Drive Marketing explored the growing role of artificial intelligence in dealerships and the importance of knowing how to delegate to it: what to hand off, what direction to give and where the guardrails go. Fisher walked through where AI genuinely helps a dealership and where human judgment stays non-negotiable. Her conclusion was that AI will not replace great dealers or employees. It will separate the ones who learn to use it from the ones who don’t, while the thing that actually wins customers, relationships and service stays exactly where it has always been. 12
STATE OF THE ASSOCIATION The Annual Meeting gave members a look at where NCADA stands and what’s still in front of it, and it was also where members approved the incoming 2026-2027 Officers. Chairman Rob King reflected on the year’s accomplishments and thanking the members, leadership and partners who did the work. His remarks came back repeatedly to dealer unity: the simple truth that the association is only as strong as the dealers who stand behind it. President John Policastro reported on the association’s work advocating for North Carolina’s franchised dealers over the past year, pointing to member engagement, advocacy results, and the programs and services built to support stores across the state. 13
CELEBRATING A LIFETIME OF LEADERSHIP The Lifetime Achievement Award is the highest honor NCADA gives. It is presented when the association believes a career has genuinely earned it, recognizing decades of leadership, dedication and service to North Carolina’s franchised dealer community. This year, NCADA honored two recipients: Senator Harry Brown and Linda J. Leith. Senator Harry Brown Harry Brown is a longtime North Carolina business leader, public servant and community advocate whose career spans nearly five decades in the automotive industry and state government. He began his automotive career in 1976 and became dealer principal of National Dodge in 1987, a position he continues to hold today. Throughout his career, he has also owned or served as dealer principal for several dealerships across North Carolina. A respected industry leader, Brown served on the Chrysler Dealer Council, was elected president of the North Carolina Automobile Dealers Association in 2000 and was named one of four national finalists for the 2008 TIME Dealer of the Year award. Beyond the automotive industry, Brown has dedicated his career to public service and community leadership. He served in the North Carolina State Senate from 2005 to 2020, including as Senate majority leader and chief budget writer, and currently serves on the UNC Board of Governors. His leadership has earned numerous honors, including the Golden Eagle Man of the Year award, the Fabric of Our Community Award and the dedication of Senator Harry Brown Highway in 2023. Brown earned both his bachelor’s and master’s degrees in business management from Campbell University. He and his wife, Lisa, have a blended family, including his son, Ryan, who works alongside him in the automotive business, two stepdaughters and seven grandchildren. Linda J. Leith Linda J. Leith graduated from the University of North Carolina in 1981 with a Bachelor of Science in Business Administration, concentrating in accounting, and passed the CPA exam that same year. After beginning her career with Deloitte Haskins & Sells, she returned to her family’s business, Leith Inc., where she helped strengthen the company’s accounting systems, financial reporting and operational performance. Her leadership responsibilities steadily expanded, and in 1997, she became president and dealer CONVENTION RECOGNITIONS 14
principal of Leith Inc., later serving as president and CEO beginning in 2003. Over a career spanning more than 41 years, Linda led the growth of the dealership group while building a strong culture and leadership team. In 2024, she guided the successful transition of ownership of Leith’s 39-franchise dealership group to the Holman family, ensuring the company’s continued success. Beyond business, Linda has been a dedicated supporter of charitable, cultural and youth-focused organizations, including the American Heart Association, Veterans Life Center, Hope Reins, Haven House Services and Foundation for Hope. She established the Linda J. Leith Family Foundation to continue supporting these organizations and community initiatives for generations to come. 2026 TIME ALLY DEALER OF THE YEAR Each year, NCADA has the opportunity to recognize a dealer who represents everything the franchised dealer community stands for. This year that dealer is Alycia Kellum of Don Williamson Nissan in Jacksonville, recognized during the dealer recognition ceremony as North Carolina’s 2026 TIME Ally Dealer of the Year nominee. She was introduced by Neill Nelson, last year’s nominee, who spoke about her leadership and her effect on the franchised dealer community. Kellum was presented with the #1DEALER frame in recognition of the honor. A second-generation dealer and a former NCADA Chair, Kellum has spent her career on the things that don’t show up on a monthly statement: developing the people who work for her, backing up her fellow dealers and investing in the communities her stores reside in. Her record of advocacy and service within the association runs long enough that a fair number of members have benefited from it without knowing whose work it was. Leadership, community and leaving the industry better positioned for the people who come next; that’s what the TIME Ally award is for, and that’s why her name is on it. NCADA congratulates Alycia and is proud to have her represent North Carolina. 15
LARGEST CONTRIBUTORS TO VICTORY FUND During the convention, NCADA recognized the dealer groups and members whose significant contributions to the NCADA Victory Fund continue to strengthen the association’s advocacy efforts. The Victory Fund exists to protect North Carolina’s franchise laws and the dealers who depend on them. Special recognition went to the Fayetteville New Car Dealers Association, Modern Automotive Network, Flow Automotive and Hendrick Automotive, who were the largest contributors to the Victory Fund in 2025. Their support helps ensure North Carolina’s franchised dealers have a strong, unified voice on the issues that matter most. NCADA GOLF CLASSIC, SPORTING CLAYS AND PICKLEBALL CHAMPIONS The annual NCADA Golf Classic gave members a chance for some friendly competition and camaraderie during the Family Convention, and this year’s field also took on sporting clays and pickleball. Congratulations to this year’s winners and runners-up for their outstanding performances. Golf Classic Winners: • Dane Northcutt • Todd Zullo • Garrett Feduke • Daniel Fagan The names of the Golf Classic winners will be engraved on the NCADA Golf Classic Trophy. Golf Classic Runners-Up: • Amar Elassar • Brandon Walters • Mitch Walters • Hunter Houck Golf Classic Individual Awards: • Longest Drive: Ben Fowler • Closest to Pin: Daniel Day • Longest Putt Holed: Mike Hellebro Sporting Clays Winner: • Heath McIntire Sporting Clays Runner-Up: • Sport Durst Pickleball Winners: • Mike Hellebro • Mitch Walters Sporting Clays Winner Heath McIntire (left) and Sporting Clays Runner-Up Sport Durst (right) Golf Classic Runners-Up Golf Classic Winners AUTOPAC SUPERHEROES AND NCADA CHAMPIONS The association also honored the 2025 NCADA Champions, members who made a personal contribution to the NCADA AutoPAC at the Superhero level, a contribution to the NADA PAC at the President’s Club level, and whose dealership or group supported the NCADA Victory Fund. 16
THANK YOU TO OUR CONVENTION SPONSORS Fifty associate members and industry partners supported this convention, and NCADA is thankful for every one of them. Our Titanium, Gold, Silver and Bronze sponsors made this year’s convention possible, and NCADA is grateful for their continued commitment to this association and to the dealers we represent across North Carolina. We hope every one of them felt like part of the NCADA family, because that is exactly how our members regard them. TITANIUM Ally Capital Dealer Services Group CVR DLRdmv Executive Tag & Title Services Inc. Gallagher MOC Products Company Reynolds & Reynolds Reynolds Law Vitu GOLD Cross-Sell Dynatron KPA Spectrum Reach Automotive SILVER ACV Alliant Assurant Brightline Dealer Advisors Brown & Brown CarNow Crandall Strategic Compliance Cox Automotive Dave Cantin Group Dealerslink DSMA EasyCare Grow Financial Credit Union Imperial Supplies JM&A Group OPENLANE Penny Design Group Pinnacle Financial Partners PNC Bank Porter & Company Priority Payments Local Tekion United Bank Zurich Insurance BRONZE Bass Sox Mercer Capital Automotive Real Estate Services ComplyAuto Forvis Mazars HHM CPAs NADA Retirement Phelps Digital Priority Commerce Automotive Sentinel Risk Advisors TASA Holdings Vinegar Law PLLC Wells Fargo Dealer Services RECOGNIZING BRAD & TRACI TYSON During the convention, NCADA paused to honor a few individuals who have shown hard work and dedication to the association. Outgoing Vice Chairman Brad Tyson with his wife, Traci, were celebrated for their service to the board and were presented with gifts in appreciation of everything they have done for NCADA and its members. 17
FOR STRONGER SALES, GO BACK TO BASICS A Lombardi Lesson for Sales Managers By WAYNE MOORE, Partner, Capital Dealer Services Group Many football fans know Vince Lombardi’s famous opening line to his team at training camp in 1962: “Gentlemen, this is a football.” After losing the previous season’s NFL Championship, Lombardi believed his team needed to return to fundamentals before they could improve. Many dealership sales managers today would benefit from that same philosophy. Over the past two decades, foundational sales training has eroded in many dealerships. New technologies, digital retailing tools and a steady stream of “next big things” have promised to transform automotive sales. While many innovations have added value, the core principles of selling have not changed. At the same time, customer expectations have risen dramatically. Companies like Amazon have conditioned consumers to expect convenience, transparency and speed. Yet surveys consistently show that buyers still find the car-buying process time-consuming and lacking transparency. Despite years of innovation, many dealerships have made limited progress in addressing these concerns. The success of platforms like Carvana and Amazon Autos highlights a growing demand for a simpler, more transparent and customer-focused experience. When dealerships fail to meet these expectations, customers look elsewhere. The challenge is compounded by a relatively inexperienced sales workforce. Industry data suggests that more than 70% of dealership salespeople entered the business after 2020. During the pandemic-driven inventory shortages, selling often required less effort and fewer traditional skills. Waiting lists were common, and many customers paid full price without negotiation. As a result, some dealerships deprioritized structured sales training, leaving many salespeople without the foundation needed for long-term success. In today’s more competitive market, those gaps are becoming increasingly visible. Inconsistent sales processes further exacerbate the issue. Without a clearly defined and enforced approach, salespeople default to habits learned elsewhere, creating a patchwork of methods across the showroom. This inconsistency not only confuses customers but also makes it harder for new hires to learn and succeed. Meanwhile, today’s customers arrive more informed than ever. The average buyer spends hours researching online, narrowing their choices before ever stepping into a dealership. Many visit only one or two stores before making a decision. By the time they walk in, they are often ready to buy — they simply want confirmation they are making the right choice and a professional to guide them through the final steps. Too often, this is where dealerships lose momentum. Dealers have invested heavily in user-friendly websites with transparent pricing, detailed inventory information and digital tools. Customers frequently arrive after a positive online experience, expecting the in-store process to be just as efficient and transparent. Instead, they encounter a process that can feel slower, less transparent and less customer-focused. This disconnect quickly erodes trust and reduces the likelihood of a sale. A successful sales process doesn’t need to be complicated. It should consistently include key fundamentals: understanding the customer’s needs, confirming the right vehicle, conducting a transparent trade evaluation, clearly presenting features and benefits, delivering an effective demo drive, and discussing pricing and financing in a straightforward, professional manner. Dealerships that succeed in today’s environment will be those that return to these basics, implement a consistent process and invest in developing their people. They will focus less on chasing trends and more on delivering a seamless, value-driven customer experience. Sometimes, the best way forward is to go back to basics. Capital Dealer Services Group helps dealerships build and implement sales processes that create consistency, improve the customer experience and strengthen sales performance. We work with managers and sales teams to develop the fundamental skills needed to succeed in today’s competitive market, tailoring the process to each dealership’s culture and leadership style. Give us a call at (704) 658-6552 for a free in‑dealership consultation. Paid Advertisement 18
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Last year, NCADA recognized a record 88 first responders at a single luncheon, and hundreds more Hometown Heroes through dealer events across the state. NCADA’s Hometown Heroes is a program of the NCADA Charitable Foundation and serves as a steady public voice for North Carolina’s first responders and for the people who spend their lives serving others. Host a Hometown Heroes Dealer Event The most direct way to participate is to host a recognition event at your store, bringing your team, your customers and your community together to honor someone local. It’s simpler than it sounds, and NCADA will walk you through it. Whether you’re honoring one person or several, we can help with planning and recognition materials, and the event can be shaped to fit your dealership and your town. Nominate a Hero for the Hometown Heroes Luncheon If hosting isn’t the right fit, you can nominate someone to be recognized at NCADA’s Hometown Heroes Luncheon during the 2026 Executive Forum on Dec. 9. The nomination process is easy, and our team can help at every step, including helping you identify a deserving nominee if you don’t already have one in mind. One requirement: If your dealership nominates a hero, we ask that a dealership representative attend the Executive Forum on Dec. 9 to represent your honoree at the luncheon. Every nomination extends the program’s reach into another community. We’d like to be in all of them. For more information, contact Abigail Campbell at acampbell@ncada.com. Help NCADA Recognize North Carolina’s HOMETOWN HEROES 21
The 2026 NCADA Annual Meeting, held during the Family Convention, elected the association’s 2026-2027 officers. These dealer leaders will guide NCADA through the coming year alongside staff and volunteer leadership, representing North Carolina’s franchised automobile, truck and RV dealers. Elected by the membership: • Chairman Rob King, Bob King Automotive, Winston-Salem, North Carolina • Vice Chairman Mary Margaret Latham, Parkway of Wilmington, Wilmington, North Carolina • Treasurer Lawrence White, White Motors, Roanoke Rapids, North Carolina • Secretary Mitch Abernethy, Abernethy Chevrolet Buick GMC, Lincolnton, North Carolina Joining the officers on the 2026-2027 Executive Committee: • Past Chairman Randy Hunter, Hunter Auto Group, Hendersonville, North Carolina • NADA Director Greg York, Vann York Auto Group, High Point, North Carolina • President John Policastro NCADA thanks the members of the Executive Committee, Board of Directors and Board of Trustees for their continued service. These are volunteers running dealerships full-time who choose to spend their remaining hours on the health of the industry as a whole. The association also thanks outgoing Vice Chairman Brad Tyson for his service this past year. 2026-2027 Slate of Officers 22
Your Magazine. On the Go. Stay informed wherever you are. Read online. Anytime. Anywhere. Dealership Forms and Advertising Stay Ahead of Today’s Fast-paced Regulatory Environment Your legal/compliance team knows what you need to comply with changing rules and regulations. Whether that’s standard forms or fully customized materials, Cardinal Forms provides affordable, high-quality solutions, like this Total Vehicle Price addendum label our customers use to comply with new FTC regulations. Contact Us Today! (919) 847-5140 customerservice@cardinalforms.com cardinalforms.com Locally owned and operated in Raleigh, North Carolina. Proud associate member of NCADA. 23
2026 LOCAL DEALER MEETINGS Local Dealer Meetings return in 2026, giving dealer principals, general managers and dealership leaders direct access to NCADA leadership and to each other. Expect legislative updates, DMV developments, manufacturer activity and candid discussion of what’s happening in the industry. These meetings are also how NCADA finds out what’s really going on, so bring your concerns. FALL TITLE CLERK SEMINAR SEPTEMBER 29 NCADA’s Fall Title Clerk Seminar returns on September 29 at the Sheraton Imperial Hotel near RDU Airport, led by DMV staff covering both basic and advanced titling procedures for dealership title clerks and staff. This seminar has become one of NCADA’s most popular events. The last Title Clerk Seminar sold out and filled the venue to capacity. Members interested in attending are encouraged to reach out to NCADA as soon as possible to secure their spot. FALL BOARD MEETING OCTOBER 5-7 NCADA leadership gathers on October 5-7 at The Pearl Hotel in Rosemary Beach, Florida, where the Board of Directors and Board of Trustees will take up the association’s direction and the issues facing North Carolina’s franchised dealers. EXECUTIVE FORUM & HOMETOWN HEROES LUNCHEON DECEMBER 9 NCADA’s major programs for the year close on December 9 with the Executive Forum. Highlights of the event include a strategic discussion, expert-led breakouts and a hard look at where the industry is headed. The day also includes the annual Hometown Heroes Luncheon. 2027 NCADA FAMILY CONVENTION JUNE 28-JULY 1 Mark your calendar now. The 92nd Annual NCADA Family Convention runs June 28-July 1, 2027, at Sea Island Resort in Sea Island, Georgia. After two years in the mountains, we’re heading back to the coast. Registration and accommodation details will follow in the months ahead. Bring the family. Learn more at ncada.com/events. Upcoming Events 24
2026 NCADA Partners NCADA TITANIUM PARTNERS NCADA GOLD PARTNERS NCADA SILVER PARTNERS NCADA BRONZE PARTNERS 25
FUEL THE FIGHT WITH NCADA AUTOPAC Each legislative session raises issues that directly impact North Carolina’s franchised automobile dealers, our employees and the communities we serve. From threats to the franchise system to proposals for increases in the Highway Use Tax, the defense of our industry demands a strong, unified voice. That voice is NCADA — and the NCADA AutoPAC. Through NCADA AutoPAC, dealers across North Carolina help NCADA support candidates who understand our industry and educate policymakers about the critical role dealerships play in our state’s economy. Together, North Carolina’s franchised dealers generate more than $39.5 billion in annual sales, support tens of thousands of jobs and are a driving force in communities across the state. But advocacy doesn’t happen on its own. It takes engagement, resources and dealers who are willing to step up when it matters most. With the launch of our 2026 AutoPAC campaign, we’re asking our member dealers to “Fuel the Fight” by supporting NCADA’s efforts to protect our industry’s future. The fight for our industry never stops — and neither can we. Thank you for helping to Fuel the Fight! Association Happenings To donate to the NCADA AutoPAC, scan the QR code. https://secure.anedot.com/north-carolinaautomobile-dealers-association-pac/contribute NCADA BOARD OF DIRECTORS MEET IN WASHINGTON, D.C. The NCADA Board of Directors traveled to Washington, D.C., this spring for two days of meetings, briefings and firsthand conversations with the people writing the rules that affect North Carolina dealers. Board members met in D.C. to receive updates on issues facing North Carolina’s franchised dealers and to set NCADA’s priorities for the months ahead. Representatives from the National Automobile Dealers Association briefed the Board on the FTC’s recent warning letters regarding dealer advertising and discussed available resources as advertising requirements continue to shift. In addition, members of Congress joined the Board and shared an update on where things stand in Washington on the issues affecting North Carolina businesses and the automotive industry. Afterward, the Board was treated to a late-night, after-hours tour of the U.S. Capitol by Congressman Tim Moore. Thank you to our Board members for their leadership and engagement, and to our sponsors, whose support make these meetings possible. 26
NCADA PRESIDENT JOHN POLICASTRO RECEIVES AENC’S BOB SLOCUM AWARD Honored for Outstanding Advocacy President John Policastro has received the 2026 Association Executives of North Carolina (AENC) Bob Slocum Award for Outstanding Government Affairs & Advocacy. The Slocum Award recognizes association professionals who advance their organization’s mission through government relations, and it is awarded by peers who run other associations and know exactly how hard the work is. John was recognized for his advocacy on behalf of North Carolina’s franchised automobile, truck and RV dealers. Since joining NCADA, John has built relationships with elected officials, policymakers, industry leaders and association partners, drawing on more than 20 years in association leadership and government affairs. Advocacy is the center of what this association does. The award reflects the ongoing work of NCADA’s members, leadership and advocacy team as much as it does any one person. Please join us in congratulating John. 27
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