ISSUE 1 2026‑2027 A PUBLICATION OF THE GEORGIA AUTOMOBILE DEALERS ASSOCIATION 2026 GADA Convention Highlights Meet 2026-2027 Chairman David Jones IN THIS ISSUE
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?® Jim Yager, jim.yager@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?® Jim Yager, jim.yager@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. DFS-699-AD 6942528 Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, derivatives, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc., which is a registered broker-dealer and Member of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. is a registered futures commission merchant with the CFTC and a member of the NFA.
2026-2027 GADA Board of Directors Executive Committee David Jones Gerald Jones Auto Group, Augusta Chairma Chad NeSmith NeSmith Chevrolet, Jesup Chair-Elect Jason Denson Ford of Dalton, Dalton Secretary-Treasurer Marsh Butler Butler Automotive Group, Macon Immediate Past Chair Bill Howell Billy Howell Ford Lincoln, Cumming North Georgia Area Vice Chair Michael Domenicone Classic Cadillac of Atlanta, Atlanta Northwest Georgia/Metro Atlanta Area Vice Chair Tim Redding Jr. Dublin Ford Lincoln, Dublin Middle Georgia Area Vice Chair Dana McCracken Brannen Motor Company, Unadilla Southwest Georgia Area Vice Chair Mike Burch Mike Burch Ford, Blackshear Southeast Georgia Area Vice Chair Matt Laughridge Terry Reid Auto Group, Cartersville NADA Director ISSUE 1, 2026‑2027 THE ©2026 The Georgia Automobile Dealers Association (GADA) | MBR Connect™. All rights reserved. The Generator is published two 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 GADA, 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. The Generator is a collective work, and as such, some articles are submitted by authors who are independent of GADA. 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. GADA Staff General Administration Lea Kirschner, President Bill Morie, President Emeritus Ben Jordan, General Counsel/Governmental Relations Surangi Moonesinghe, Assistant Controller Maria Yolova, Accounting/Membership Esther Castro, Accounting — Receivables/Payables Travis Lockhart, Governmental Relations GADA Workers Compensation Group Self Insurance Fund Lisa Lentz, Managing Director Melissa Gutierrez, Claims Adjuster Christina Zais, Claims Adjuster Jeremy Lane, Claims Adjuster Nicole Christian, Claims Assistant Andy Willis, Director of Loss Prevention Aaron Moon, Loss Prevention Specialist Leroy Smith, Loss Prevention Specialist GADA Insurance Services Shawn Presnell, Managing Director Candace McDole, Benefits Specialist Gabriella Filipov, Enrollment Specialist Matt Martinez, P&C Account Exec. (N. GA) David Crew, P&C Account Exec. (S. GA) Sherry McGaha, Insurance Services Admin Assistant Title Services/TOPS & Business Forms Roseann Nichols, Senior Director Title Services Beverly Bird, Office Admin/TOPs & Forms Georgia Automobile Dealers Association 2060 Powers Ferry Rd. SE Atlanta, GA 30339 (770) 432-1658 gada.com PRESIDENT’S MESSAGE 4 On My Mind By Lea Kirschner, President and CEO, GADA NADA DIRECTOR’S MESSAGE 6 NADA Notes By Matt Laughridge, Director, NADA 8 2026 GADA Convention Highlights 11 Thank You to Our 2026 Convention Sponsors 12 2026-2027 GADA Board of Directors 13 Doing the Right Thing A Conversation with Incoming GADA Chair David Jones 17 GADA Announces New Membership Benefit ComplyAuto Guardian HEADLIGHTS ON THE LAW 18 Clarifying Advertising Rules for Georgia Dealers By Ben Jordan, General Counsel & Director of Governmental Relations, GADA INSURANCE INSIGHTS 20 Employee Benefits: Best Practices and Navigating the System By Shawn Presnell, Managing Director of Insurance Services, GADA 22 Supporting Workplace Mental Health Why It Matters for Your Organization By American Fidelity SAVE THE DATE 24 2027 GADA Convention 26 Pricing and Monitoring GAP for Sustainable Performance By Kyle Reed, Vice President of Global Auto Pricing, Assurant 29 New OSHA Flood-Safety Guidance What It Means for Your Dealership By Lauren Bailey, Vice President of State Legal & Regulatory Affairs, ComplyAuto 32 Georgia Auto Outlook Second Quarter 2026 TABLE OF CONTENTS 3 THE GENERATOR
LEA KIRSCHNER President and CEO, GADA PRESIDENT’S MESSAGE MindON MY When lawmakers are considering legislation that could potentially be harmful to dealers or businesses in general, GADA receives emails, phone calls and texts raising concerns. Understandably, dealers get upset, worried and sometimes even angry. Fortunately, in a business-friendly state like Georgia, these situations don’t happen often, and for that, we are extremely grateful. Thanks to decades of hard work by dealers and GADA leadership, GADA has a solid reputation at the State Capitol and has established strong connections with many state legislators and regulators. But it takes constant work and consistent financial support to keep GADA and its mission to serve Georgia’s franchised dealers on a successful path. Every year, as part of our annual dues billing, GADA requests a minimum contribution to our political action committee, CARD (Committee of Automotive Retail Dealers). And each year, GADA has less than 50% participation in this effort. With a constantly changing industry, it’s important for dealers to understand the key role CARD plays and why less than 50% participation isn’t enough. CARD supports state legislators who have shown that they are interested in the welfare of the automobile retail industry and the state economy in general. The need for participation not only holds true for state issues but for federal issues as well. NADA is hard at work protecting the interests of franchised dealers, but like GADA, NADA needs support through the NADA PAC. Considering the stakes, every dealer should be contributing to CARD and NADA PAC. If you did not include a CARD contribution with your dues, it’s never too late! Send GADA a contribution — it’s an investment in the future of your dealership and the automotive retail industry. In addition to financial support, help us tell your stories because they are compelling! Here are two great ways to do that: • SHARE YOUR STORIES WITH US! Let us know what you’re doing in your communities — contributions you’ve made, services and sponsorships you’ve provided, events you’ve held, etc. We know that dealers are out there making a difference every day, but we need you to tell us about it so that we can sing your praises. Share your good deeds with us at legislative@gada.com. • GET TO KNOW YOUR LEGISLATORS PERSONALLY! GADA can help you establish and/or maintain relationships with state legislators. If you don’t know your elected officials, it can be a daunting task to establish a connection. GADA understands that; we are happy to set up a meeting or dealership visit. Legislators love the opportunity to see your operation and meet you and your employees. Just let us know how we can help! So let’s go, dealers — contribute and get active! THE GENERATOR 4
NADA DIRECTOR’S MESSAGE MATT LAUGHRIDGE Director, NADA Here’s the latest from NADA: CIPA DEMAND LETTERS In recent months, plaintiffs’ attorneys have stepped up efforts to send demand letters and file lawsuits against dealerships, alleging that website tracking tools — such as cookies and pixels — collect and share visitor activity in violation of federal and state wiretapping laws, most commonly the California Invasion of Privacy Act (CIPA). As part of this growing wave of CIPA claims, the U.S. District Court for the Central District of California recently designated one of the most active plaintiffs, Vivek Shah, a “vexatious litigant,” meaning he must get court approval before filing future CIPA claims in that court. Dealerships use website tracking tools to improve website performance, personalize the customer experience and support features like chat platforms. Demand letters often seek quick settlements to avoid litigation, although plaintiffs continue to file lawsuits against businesses, including dealerships. While recent court decisions may limit some repeat claims, they do not prevent new lawsuits from being filed. Dealerships cannot stop demand letters from being sent or lawsuits from being filed, even when claims may lack merit. But dealerships can reduce risk by using cookie consent banners that block tracking until a consumer opts in and by ensuring their privacy policies clearly explain what tracking technologies are used and what information is shared with third parties. Dealers are encouraged to consult their legal counsel regarding any legal dispute and utilize NADA’s guidance in its “Best Practices for Tracking Consumer Website Activity” guide, accessible by scanning the QR code. https://www.nada.org/ media/17801/download?inline CHINESE OEMS’ ENTRY INTO THE U.S. AUTO MARKET Last month, the Senate Commerce Committee unanimously advanced S. 4429, the “Connected Vehicle Security Act of 2026” (CVSA), sponsored by Sens. Bernie Moreno (R-Ohio) and Elissa Slotkin (D-Mich.). Chinese vehicles being imported to, or potentially manufactured in, the U.S. pose a growing risk to dealers, incumbent OEMs, workers, and U.S. economic and national security. The bipartisan bill would prohibit the import, manufacture, sale, and resale of connected vehicles and certain connected vehicle hardware and software from China and other foreign adversaries. It also bars vehicles produced by entities owned or controlled by, or operating as joint ventures with, those foreign adversaries. NADA is reviewing the potential impact of the CVSA’s ownership provisions on dealers representing automakers with significant Chinese investments, such as Volvo and Mercedes-Benz. NADA has also held high-level meetings with the National Security Council, the Department of Commerce, the Department of the Treasury, and the U.S. Trade Representative to express our support for maintaining barriers to Chinese OEMs selling vehicles in the U.S. NADA strongly supports the CVSA’s policy goals and will continue working with lawmakers to protect dealers and American jobs while minimizing unintended consequences as the legislation advances. COURT GRANTS NADA’S MOTION TO INTERVENE IN CRA LAWSUIT In July the U.S. Ninth Circuit Court of Appeals allowed NADA and the Alliance for Automotive Innovation to intervene on the side of the Environmental Protection Agency NADA Notes THE GENERATOR 6
(EPA) in California’s lawsuit against the EPA in the U.S. District Court for the Northern District of California, granting a motion NADA filed last September. The lawsuit challenges the use of the Congressional Review Act (CRA) to overturn EPA waivers for California’s vehicle emissions programs. By intervening, NADA can directly defend dealers’ interests against California’s efforts to revive its unattainable standards that Congress properly recognized as hurting vehicle affordability and being out of sync with customer demand. NADA will continue participating in the litigation as the court considers the pending motion to dismiss and, if necessary, in any appeal. USMCA The U.S. has not agreed to extend the United States-Mexico-Canada Agreement (USMCA). The current administration has said it will continue negotiations with Mexico and Canada to address what it views as shortcomings in the agreement, including concerns related to trade imbalances and other provisions. NADA, along with a broad coalition of auto industry groups, has emphasized the important role the USMCA plays in keeping vehicles affordable. SO-CALLED “RIGHT TO REPAIR” LEGISLATION On July 22, during Senate Commerce Committee consideration of S. 4429, Sen. Ben Ray Lujan (D-N.M.) filed S. 1379, the “REPAIR Act,” as an amendment to the CVSA, but did not offer the amendment. The Senate REPAIR Act includes highly problematic intellectual property and data privacy provisions. NADA, the Alliance for Automotive Innovation and the International Association of Machinists and Aerospace Workers sent a letter opposing the Lujan amendment. The bill sponsors want to expand the legislation beyond its current scope and attach it to any moving legislative vehicle, including the National Defense Authorization Act, a must-pass measure typically voted on at the end of the year. It is likely that proponents of the bill will push to pass this legislation during the upcoming lame-duck session of Congress. Defeating broad REPAIR Act language and retaining the scaled-back House committee language will be a top legislative priority for the upcoming Washington Conference. CATALYTIC CONVERTER ANTI-THEFT LEGISLATION NADA is leading the coalition in support of the PART Act (H.R. 5221/S. 2238) that is supported by law enforcement organizations. NADA continues to advocate for passage of the PART Act, either as a stand-alone bill or as a floor amendment to the Surface Transportation Reauthorization bill. FTC ADVERTISING GUIDANCE NADA is continuing to engage with the Federal Trade Commission (FTC) to provide education and guidance on dealer advertising. 7 THE GENERATOR
2026 GADA Convention Highlights Convention Chair Ted Hayes, his wife Jana, GADA President Lea Kirschner and Chair Marsh Butler cut the ribbon to open the convention. 2025-2026 Chair-Elect David Jones and Secretary-Treasurer Chad Nesmith Left to right: Lorie Franklin, State Rep. Lehman Franklin, their daughter Woodley and Mike Burch Outstanding Director Award recipient Matt Laughridge Convention attendees catch up at the exhibition. Business session THE GENERATOR 8
NADA Director Matt Laughridge presents his report to the board. Sponsor recognition breakfast Special guest speaker Matt Stinchcomb 2025-2026 Chair Marsh Butler and wife, Jennifer Andy Graff from ComplyAuto announces the new GADA benefit, ComplyAuto Guardian. Business session Dancing to the tunes of the Fabulous Equinox Orchestra The gavel passes to 2026-2027 Chair David Jones. 9 THE GENERATOR
2025-2026 Chairman Marsh Butler Business session speaker Charlie Chesbrough from Cox Automotive The chairman’s plaque is presented to 2025-2026 Chair Marsh Butler. Attendees enjoy the Chairman’s Cocktail Reception. Flower child Susan Middlebrooks chats with Wesley Middlebrooks and Sen. Matt Brass. State Sen. Matt Brass speaks to the Chairman’s Club. Julie Becker-Myers from Ally addresses the crowd on fraud awareness. Mike Burch and his wife embrace the Decades theme. Convention Chair Ted Hayes Attendees show love for the ‘80s. THE GENERATOR 10
TITANIUM LEVEL SPONSORS PLATINUM LEVEL SPONSORS GOLD LEVEL SPONSORS Ally Bass Sox Mercer Capital Dealer Services Group Grow Financial Federal Credit Union Performance Brokerage Services Siro StrategicSource Tekion SILVER LEVEL SPONSORS Armatus Dealer Uplift Bank of America Brightline Dealer Advisors CliftonLarsonAllen LLP Cox Automotive CVR Dealer Solutions Mergers & Acquisitions (DSMA) Forvis Mazars Guardian Products Gulfstream Partners NADA Retirement from Empower Omega Advisors RouteOne SmartBank Truist BRONZE LEVEL SPONSORS Automotive Assurance Group Dave Cantin Group DealerWorks HHM CPAs JM&A Group Pinnacle Bank The Presidio Group Priority Commerce Automotive Ross Lane & Company LLC Shortfall Cover The Versant Group Thank You to Our 2026 Convention Sponsors 11 THE GENERATOR
DISTRICT 1 JASON DENSON Secretary-Treasurer Ford of Dalton Dalton MATT LAUGHRIDGE NADA Director Terry Reid Auto Group Cartersville ANDY WELBORN Welborn Auto Group Rome DISTRICT 2 JUSTIN FULLER Hardy Chevrolet Gainesville JIM HARDMAN Jim Hardman GMC Gainesville BILL HOWELL North Georgia Area Vice Chair Billy Howell Ford Lincoln Cumming DISTRICT 3 WILLIAM BRIDGES Capital Cadillac Buick GMC Smyrna MICHAEL DOMENICONE NW Georgia/Metro Atlanta Area Vice Chair Classic Cadillac of Atlanta Atlanta STACEY ELLIS HODGES Jim Ellis Automotive Group Metro Atlanta TED HAYES Hayes Chrysler Dodge Jeep Ram Lawrenceville GRENE BARANCO Audi of Forsyth Atlanta AUSTIN PUGMIRE Pugmire Lincoln Marietta RYAN REGNIER Rick Hendrick Auto Group Metro Atlanta BO SCOTT Regal Nissan Roswell MIKE VIGIL Allan Vigil Ford Morrow DISTRICT 4 TREY DETTMERING John Thornton Chevrolet Lithia Springs WANDA HOWELL Cronic Chevrolet Buick GMC Griffin BRAM PHILIPSON Southtowne Automotive Newnan DISTRICT 5 BILL GIBBS Jim Hudson Lexus Augusta Augusta DAVID JONES Chairman Gerald Jones Auto Group Augusta WESLEY MIDDLEBROOKS Heyward Allen Motor Co. Athens DISTRICT 6 JESSICA CLAYTON Mercedes Benz Columbus Columbus MARK FOSTER Auto Gallery Chevrolet LaGrange DANA MCCRACKEN SW Georgia Area Vice Chair Brannen Motor Company Unadilla DISTRICT 7 MARSH BUTLER Immediate Past Chair Butler Automotive Group Macon JIM JACKSON Jackson Automotive Group Macon TIM REDDING JR. Middle Georgia Area Vice Chair Dublin Ford Lincoln Dublin DISTRICT 8 DAVID FLOWERS Flowers Auto Group Thomasville LEE DAVIS Lasseter Motor Company Moultrie PHILIP PARK Spence Chevrolet Buick GMC Cadillac Thomasville DISTRICT 9 MIKE BURCH SE Georgia Area Vice Chair Mike Burch Ford Blackshear MARK HOWELL Langdale Ford Valdosta DANIEL GRIFFIN Griffin Chrysler Dodge Jeep Ram Valdosta DISTRICT 10 LEHMAN FRANKLIN Franklin Chevrolet Statesboro CHAD NESMITH Chair-Elect NeSmith Chevrolet Buick GMC Jesup SPENCER THOMAS Grainger Nissan Savannah SCOTT PEARSON Heavy Trucks Rep. Peterbilt of Atlanta Jackson VACANT Public Group Rep. 2026-2027 GADA Board of Directors Congratulations to our 2026-2027 Board of Directors, and thank you for your service and support. We look forward to another successful and productive year! THE GENERATOR 12
Doing the Right Thing A Conversation with Incoming GADA Chair David Jones For David Jones, a career in the automobile business was inevitable. “I just loved the car business,” David recalled. “It fit my personality because I love to meet people, love to be around people and love to do things with people.” What started as summer employment grew into a career spanning five decades. David worked his way through the dealership, serving as sales manager, F&I manager and general manager while helping the family-owned business expand. Today, the organization has grown to approximately 385 employees and nine franchises. The dealership that started it all, Gerald Jones Volkswagen, traces its history to 1974 and continues to serve customers throughout Augusta, Martinez, Evans, Grovetown and the Central Savannah River areas. Through all that growth, David says the philosophy instilled in him by his uncle has remained remarkably simple: Be good to people, treat them the way you want to be treated and do the right thing. That approach has extended beyond the showroom. David has spent decades serving his community and the automobile industry. His involvement has included leadership with the American Red Cross in Augusta, support for the local children’s hospital and participation in a large military appreciation event honoring service members in the Fort Eisenhower community. It has also included many years of service to the Georgia Automobile Dealers Association (GADA). As David prepares for his next leadership role with the association, he brings the perspective of a dealer who has experienced five decades of change — from fuel shortages and changing consumer preferences to new technology, evolving regulations and emerging vehicle sales models. Yet his focus remains grounded in people: the customers dealers serve, the employees they support, the communities they strengthen and the fellow dealers whose involvement gives GADA its voice. We recently spoke with David about his career, the lessons that have shaped his leadership and what he hopes to accomplish with GADA. The following are excerpts from our conversation. Tell us about yourself and how you got started in the automobile business. I’ve been in the car business since 1974. When I was going to college, I would come down to Augusta during the summers and work with my uncle, Gerald Jones, at the Volkswagen dealership he had purchased. He had a salesperson who would leave for the summer, so I would come down in June, work until the middle of August and then go back to school. I was doing pretty well and eventually thought, “Why should I keep going back to school when I’m doing pretty good right here?” I had been studying engineering at Clemson, but I loved the car business. It suited me. I’m the type of person who loves meeting people and being around people. Through the years, we added other franchises. I moved through the normal progression in the dealership — sales manager, F&I manager and then general manager. It has always been a family-owned business, and we’ve grown quite a bit over the years. Today, we have about 385 employees and nine franchises. Who was your biggest mentor, and what did he teach you? Gerald was definitely my mentor. He was my uncle, and he was a very hard worker. The biggest thing he taught me was to be good to people. Treat people the way you want to be treated. Be kind and always do the right thing. 13 THE GENERATOR
He used to tell me that if you do the wrong thing, it’s going to come back up. If you do the right thing, it may come back up too, but at least you know you did the right thing. That’s really the way we’ve tried to run the business. As the company gets bigger, that can become harder because the whole structure changes, but the philosophy stays the same. We were also never absentee owners. We were there. Gerald believed you should be there in the morning when the doors opened and be one of the last ones to leave. That work ethic was instilled in us early. How has that philosophy influenced your relationships with customers? We’ve sold cars to multiple generations of families. Parents bought from us, then their children bought from us and eventually their grandchildren did too. People have always been able to come into our offices and talk to us if they had an issue. Again, it goes back to trying to do the right thing. The answer might not always be exactly what someone wanted to hear, but we wanted it to be fair and right. Customer satisfaction has always been extremely important to us. You build those relationships over time, and that is a big part of why people continue coming back. Looking back over 50 years, what has been one of the most rewarding parts of your career? There have been a lot of things I’m proud of, but education within the industry was important to me. I went through the NADA Academy, and that was a big accomplishment. A lot of people in the automobile business come up through sales. The Academy helped me really understand the service and parts sides of the business and what those numbers mean. It opened my eyes. When you take the emotions out of it, the numbers are the numbers. I was also involved in NADA 20 Groups for probably 25 years. You’re comparing yourself against your peers and learning from other dealers. Some of the best education came from simply sitting around talking with other dealers about what they were doing successfully. If I was struggling in service, I could ask somebody, “What are you doing in service that could help me?” Those conversations were incredibly valuable. After being together for so many years, those meetings almost became like family reunions. You’ve seen tremendous change during your career. What stands out? When you’ve been in the business for 50 years, you see a lot. I remember the gas crunches. At Volkswagen, we had diesel vehicles everybody wanted, and Honda had good fuel-mileage vehicles. We’ve gone through good times and bad times, and the industry is cyclical. Technology has changed tremendously, and so have the vehicles and regulations. When it comes to electric vehicles, I think there is absolutely a place for them. If somebody wants an electric vehicle, there should be one available to them. But I also think customers should be able to decide what works best for them. I believe hybrids have a very strong place in the market, and internal combustion vehicles are going to continue to be part of the industry for a long time. The important thing is giving customers choices. What are some of the biggest challenges facing Georgia dealers today? One of the biggest issues is direct sales as new brands and different sales models enter the market. It’s not that dealers don’t want those vehicles. The issue is that we believe they should go through the franchise system. The franchise system gives consumers a local service network, financing options and somebody in their own community who is accountable to them. When you take that away, I don’t believe it is ultimately better for the consumer. Another concern in Georgia involves the used-car market and Temporary Operating Permits. There are issues with bad actors obtaining permits and using them improperly. GADA has been working on these issues legislatively, and it’s something we need to continue addressing. Why do you believe protecting the franchise dealer system is so important? I don’t think the public fully understands how valuable franchise dealerships are to their communities. Dealerships provide jobs, wages and benefits. They generate tremendous amounts of sales tax and property tax. But the impact goes beyond those numbers. They also make charitable contributions throughout their communities. Dealers sponsor softball teams, baseball teams, Little League teams, basketball teams and football teams. We support schools, charities and local organizations. Most dealers don’t make a big deal about it. We just do it because we’re part of the community. THE GENERATOR 14
That’s something I want people to better understand. A franchise dealership is not just a place where you buy a car. It is a local employer, taxpayer and community partner. As you prepare to serve as GADA Chair, what are your priorities? GADA is already a very strong organization. The staff stays on top of what is happening, and that’s important because things in this industry can change every week or every day. We also have a strong reputation at the Capitol. People know the organization; they know what we stand for, and they know they can trust what we say. My goal is to help keep us moving along that path while also doing more to communicate the importance of dealerships to the public. I would really like to see some type of campaign that helps people understand exactly how important dealerships are to their communities. I just don’t think enough people realize the impact dealers have. You also want to encourage greater dealer involvement. Why is that important? I would like to get more dealers involved. Like a lot of organizations, you tend to see the same people participating. But we have hundreds of dealers across Georgia, and everybody benefits from the work the association is doing. The more involved you are, the more you understand what GADA is doing for dealers. You understand the issues. You know what is happening legislatively. You learn about the programs and services available to you. Most importantly, the more people who participate, the stronger the organization becomes. Community involvement has clearly been important throughout your career. Why? We’ve always been very community-minded. I served as chair of the Red Cross in Augusta years ago and helped start a fundraiser that continued for years afterward. For 19 years, Gerald Jones Auto Group has co-organized and funded Thunder Over Evans, the area’s free public celebration honoring our nation’s armed forces. Our long-standing commitment to the community also includes more than 10 years of supporting the Children’s Hospital of Georgia through an annual 5K benefiting the hospital. Looking toward the future of our community, Gerald Jones Auto Group committed $250,000 to Augusta Technical College to help create essential career pathways and develop the skilled workforce needed to support the region’s growing automotive industry. Our community’s trust is reflected in 13 consecutive Best in Columbia County wins from Columbia County Magazine and being voted Augusta’s Best Place to Buy a New Car for five consecutive years through Cyber City’s Best. Those kinds of things matter. Community commitment means more than doing business here — it means investing in the people, organizations and opportunities that help our community thrive. Tell us a little about your family. I’ve been married for 46 years. We have two children, Crystal and William, and four grandchildren. Two of our grandchildren are now in college — one at Georgia College & State University and another at Georgia Southern. We’re very fortunate. Family has always been a big part of my life, and we love having the grandkids around. What do you enjoy doing when you aren’t working or serving the industry? I play a lot of golf, and I’ve always loved aviation and flying. I’ve owned airplanes since 1988 and used to fly just about everywhere I went. I’ve had three planes over the years. 15 THE GENERATOR
After 50 years in the automobile business, what advice would you give other dealers about becoming involved with GADA? Don’t be scared to be involved. That’s really it. You learn so much by being around other dealers and participating in the association. I saw that throughout my career with NADA, with my 20 Group and with GADA. You may think you’re simply giving your time, but you get a tremendous amount back from those relationships. The automobile business has changed a lot in 50 years, and it will continue to change. That makes it even more important that dealers stay connected, understand the issues and have a strong organization representing them. Get involved. HONORING OUR TROOPS AT THUNDER OVER EVANS HAVING FUN AT THE 2026 GADA CONVENTION THE GENERATOR 16
GADA Announces New Membership Benefit ComplyAuto Guardian GADA members enjoy many valuable benefits, including strong advocacy on all issues that affect franchised dealers, title services, insurance programs, business forms, and training and compliance education. As part of our ongoing mission to support our dealers, GADA has partnered with ComplyAuto to provide a valuable new membership benefit. GADA dealer members now have access to ComplyAuto Guardian, an AI tool that identifies federal and state-specific advertising compliance risks. All 2026-2027 GADA members will receive two complimentary VDP scans per year to help identify potential advertising compliance issues and stay ahead of regulatory scrutiny. Scan the QR code to schedule your first complimentary VDP scan. https://sales.complyauto.com/gada-vdp-scan Please note that only paid members qualify for this benefit. GADA membership dues for 2026-2027 were due July 1. 17 THE GENERATOR
HEADLIGHTS ON THE LAW Clarifying Advertising Rules for Georgia Dealers Once again, advertising rules are front of mind for dealers — and once again, the FTC means business. In March 2026, the FTC announced a major price transparency initiative and sent formal warning letters to 97 auto dealership groups nationwide. This initiative sent shock waves through the industry, as the FTC’s core principles appeared more restrictive than standard practices in some states. A summary of these principles is listed in the following, along with GADA commentary. For Georgia dealers, there is a clear silver lining: These federal standards are largely consistent with what our state laws and Consumer Protection Division rules have required for years. 1. ADVERTISED PRICES MUST INCLUDE ALL REQUIRED DEALER FEES This is the “big one.” Advertised prices must include all mandatory dealer fees, such as doc fees and electronic filing (ETR) fees. The only fees that may be excluded from the headline figure are required government charges, BEN JORDAN General Counsel & Director of Governmental Relations, GADA including tax, title, registration and Lemon Law fees. No more “price plus doc fee.” Instead, the advertised figure must be the full selling price. For example, advertising “$40,700 (inclusive of $700 dealer fee)” is permissible, while advertising “$40,000 plus $700 dealer fee” is not. While this has been the rule in Georgia for decades, it remains a top focus for regulators. 2. DISCOUNTS AND REBATES MUST BE AVAILABLE TO ALL CONSUMERS Advertised prices cannot factor in conditional rebates or discounts unless every prospective buyer actually qualifies for them. It is tempting to stack rebates — especially off MSRP — to show a dramatic price reduction. However, the FTC prohibits the inclusion of conditional savings (e.g., military bonuses, college grad offers, brand loyalty/conquest, or mandatory dealer financing) in the primary advertised price stack. THE GENERATOR 18
How should dealers advertise conditional offers? Feature them as separate, smaller disclosures outside the primary price stack, clearly outlining the specific eligibility requirements. 3. ADVERTISED PRICES MUST ACCOUNT FOR MANDATORY ADD-ONS If an accessory, protection package, or dealer-installed item is mandatory or already on the vehicle, its cost must be baked into the advertised price. This has always been Georgia’s standard. State policy specifically dictates: “Dealer-installed options or accessories that are required or are routinely installed, or options that are already installed on the advertised vehicle at the time the advertisement is published, must be included in the advertised price. Only those options installed at the request of the consumer following contact/negotiation with the dealership may be omitted from the advertisement.” 4. DEALERS CANNOT ADVERTISE UNAVAILABLE VEHICLES The FTC is actively cracking down on advertising “phantom inventory” to drive foot traffic. As such, dealers should not list specific vehicles at specific prices if those vehicles are not physically in stock. What about “in-transit” inventory? While formal federal guidance on in-transit units is still evolving, the safest approach is to clearly disclose that the vehicle is “in transit” and provide an accurate, verifiable estimated date of delivery. THE GOOD NEWS Compliance doesn’t have to mean manual headaches. GADA’s endorsed partner, ComplyAuto, offers an AI-powered tool called ComplyAuto Guardian designed specifically to scan your VDPs and digital advertising for federal and state compliance issues. As an exclusive benefit of membership, GADA members receive two free VDP audits per year, equipping your dealership with a powerful tool to streamline compliance. Scan the QR code to schedule your first complimentary VDP scan. https://sales.complyauto.com/ gada-vdp-scan Your Magazine. On the Go. Stay informed wherever you are. Read online. Anytime. Anywhere. 19 THE GENERATOR
INSURANCE INSIGHTS Employee Benefits: Best Practices and Navigating the System EDUCATION FOR EMPLOYEES By educating your employees in certain aspects of healthcare, they can become better consumers of healthcare. CONTROLLING PRESCRIPTION DRUG (RX) COSTS Generic medications can cost up to 85% less than their brand-name equivalents. Keep in mind that generic drugs are heavily regulated and go through a rigorous review process before they’re approved. The FDA tests them to make sure they offer the same benefits as brand-name medications. Studies have shown that 87% of the time, the generic medication was equally as effective as its brand-name equivalent. In 2025, prescription drugs accounted for approximately 30% of total health plan claims! GLP-1 diabetes/weight loss medications can make up more than 20% of overall prescription drug costs, making generic options a way to control costs. OUTPATIENT IMAGING AND TESTING COSTS The cost of outpatient imaging or testing can vary significantly depending on where the test is completed. Hospital outpatient facilities are often the most expensive option, yet many patients have their tests completed there because that is where their provider sends the order. Imaging performed at a hospital can cost two to three times more than the same service at a stand-alone imaging center. Encourage employees to research their options and compare prices before scheduling testing. CHRONIC HEALTH CONDITIONS Chronic conditions such as heart disease, cancer, diabetes, Alzheimer’s disease and mental health conditions impact millions of Americans. A majority of the $5.3 trillion in healthcare spending is from people living with chronic or mental health conditions. The contributing risk factors include tobacco use, poor nutrition and excessive alcohol consumption. Regular physical activity can reduce these risk factors. CONSIDER OFFERING AN HSA (HEALTH SAVINGS ACCOUNT) AS YOUR LOW-COST PLAN HSA plans, or consumer-driven health plans, are a great way to engage your employees in understanding the costs of healthcare and driving their consumer behavior to save money on healthcare expenses. Employees who participate in HSA health plans are more likely to be cost-effective when spending healthcare dollars. This can keep your overall claims costs down and improve rate stability. SHAWN PRESNELL Managing Director of Insurance Services, GADA THE GENERATOR 20
IMPORTANT UNDERWRITING FACTORS IN GROUP HEALTH INSURANCE Participation is a very important factor in underwriting health insurance. No matter the size of an employer, participation in your health plan is extremely important. It’s important to keep participation in your group health plan as high as possible and prevent it from dropping below 50% of total employees or 75% of eligible employees, not including those with a valid waiver. When participation drops below these levels, many insurance companies add a participation load to your rates. Some insurers will not provide a health quote for employers under these participation levels. It is not to your advantage to switch health insurance companies too often. One of the questions underwriters will ask is how many insurance companies you have been with for the past five years. Two is fine, but more than two may limit who will provide a quote! Employer contributions also play a vital role in your rates. Our analysis of benefit clients shows that those who contribute a larger amount toward “employee only” for health insurance have a higher participation, which helps keep overall rates down. Final cost to employees is critical not only for participation but also for affordability compliance under the ACA guidelines to avoid potential penalties. Give your employees options. Employees like to have choices when it comes to employee benefits. They want more than one medical plan to choose from. The “one size fits all” strategy for medical insurance is usually not the best way to go. Telehealth benefits and overall benefit education can play a major role in keeping claims costs down and have an impact on lower medical loss ratios! GADA has an in-house insurance agency that specializes in employee benefits. We would be happy to discuss your employee benefit challenges. Our goal is to provide the most competitive costs, offer top customer service and keep our benefits clients informed. Please contact us if we can help answer any specific insurance questions. You can contact me at (770) 432-1658 x240 or shawn_presnell@gada.com. You can also contact Benefits Specialists Candace McDole at (770) 432-1658 x219 or candace_mcdole@gada.com. 21 THE GENERATOR
Supporting Workplace Mental Health Why It Matters for Your Organization BY AMERICAN FIDELITY For years, mental health has felt like a topic to tiptoe around, especially at work. Thankfully, that’s starting to change. More people are opening up about their struggles, and businesses are beginning to recognize that mental health isn’t just a personal issue — it’s a workplace issue too. After all, we don’t leave our emotions, stress or challenges at the door when we clock in. They come with us, shaping how we focus, collaborate and perform. More and more, employees are speaking up about what they need. The data backs this up, showing just how significant the connection between mental health and work really is. In fact, 23.4% of U.S. adults experienced a mental illness in 2024. That’s over 60 million people, according to “The State of Mental Health in America” report.1 The “2025 Work in America” survey underscores this reality, stating 93% of workers report that it is very or somewhat important for them to work for: • An organization that values their emotional and psychological well-being. • An employer that supports employee mental health.2 With such a large portion of the population affected, companies can no longer afford to treat mental health as a secondary concern. Let’s explore why supporting workplace mental health matters, how to integrate it into a comprehensive benefits package, and why doing so can help your organization build a more resilient, high-performing workforce. WHY MENTAL HEALTH IS ESSENTIAL IN THE WORKPLACE Employees experiencing mental health conditions may struggle to focus and fully engage with their work. This could impact your organization’s productivity, increase absenteeism and place additional demands on coworkers. In fact, a national study of the U.S. workforce found that: • 50% of workers report moderate to severe levels of anxiety. • 48% of workers say they have left jobs for mental health reasons. The good news is the same study found that employees who agreed with the statement, “Overall, my company supports my mental health,” were: • Twice as likely to report no burnout or depression. • Three times more likely to trust their company and its leadership. • Two times more likely to intend to stay at their company for two years or longer.3 These findings make it clear that supporting mental health requires more than good intentions. Employees need access to meaningful resources, and one of the most impactful ways you can provide that support is through your benefit offerings. THE GENERATOR 22
INSURANCE COVERAGE: A CORNERSTONE OF MENTAL HEALTH SUPPORT Why It Matters In the United States, health insurance is typically the primary — and most cost-effective — way employees access mental health support. When you offer a benefits package that supports the physical and emotional well-being of your workforce, you show you care, help strengthen trust and engagement and give your employees a compelling reason to stay. Key Services to Consider When designing or refining your benefits package, consider offering a mix of plans and services that support employees at different stages in their mental health journey. These might include: • Health Savings Accounts (HSAs): If an employer offers a Section 125 Plan, employees may enroll in a qualified high-deductible health plan (HDHP) and pair it with an HSA to set aside pre-tax dollars for psychiatric care, prescriptions, diagnostic tests and other eligible medical expenses. HSAs can help reduce financial barriers to care, making it easier for your workforce to proactively manage their well-being and stay healthier in the long term. • Disability Income Insurance: Some mental health conditions — such as mood, anxiety, eating or psychotic-spectrum disorders — may require extended time away from work for treatment. Disability income insurance can help protect a portion of an employee’s paycheck during recovery, potentially reducing stress at a critical time. This support helps your people return to work more focused, stable and prepared to re-engage. • Employee Assistance Programs (EAPs): EAPs provide confidential short-term counseling, crisis support, referrals and everyday resources that help employees address challenges early before they escalate. For employers like you, EAPs can help reduce absenteeism, support healthier teams and promote a more resilient and engaged workforce. These offerings can work together to ensure employees have multiple pathways to access support, whether they need immediate assistance, long-term treatment, financial flexibility or time away to prioritize their well-being. Providing a variety of options also makes it more likely that employees will seek and receive the support they need when it matters most. THE BUSINESS CASE FOR MENTAL HEALTH INVESTMENTS Positive ROI Employers that offer employee mental health resources often see improved engagement, reduced absenteeism and more consistent performance. But a new study helps prove why it’s also a practical business strategy. Researchers followed 13,990 employees and dependents across multiple industries for nearly five years, finding that every $100 invested in an employer-sponsored behavioral health program with fast access to psychotherapy and medication management was associated with a $190 reduction in medical claims costs.4 This means that a well-designed mental health program may meaningfully reduce your healthcare spending while still supporting a healthier, more productive workforce. Building Resilience Beyond return on investment, investing in mental health also helps build long-term organizational resilience. Employees with comprehensive insurance coverage are better prepared to manage their personal and professional challenges. Over time, teams that feel supported tend to adapt to change faster, collaborate more frequently and bounce back from setbacks. This helps you build a workplace culture that stays productive and steady even during periods of uncertainty. THE BOTTOM LINE ON WORKPLACE MENTAL HEALTH When your organization invests in workplace mental health, you’re not just taking care of your employees. You’re also building a stronger and more resilient future. With this in mind, what better time than now to evaluate your current offerings? Partnering with an experienced benefits administration provider can help you tailor a plan that promotes employee well-being and organizational success. American Fidelity does not provide financial, legal, or tax advice. Consult an attorney or a tax professional regarding your specific situation. SOURCES 1. Mental Health America. “The State of Mental Health in America 2025.” https://mhanational.org/wp-content/uploads/2025/09/State-of-Mental-Health-2025.pdf. Published October 2025, Accessed February 4, 2026, p. 6, 14. 2. American Psychological Association. “2025 Work in America.” APA. https://www.apa.org/pubs/reports/work-in-america/2025/2025-full-report.pdf. Published July 2025, Accessed February 4, 2026, p. 20. 3. Mind Share Partners. “2025 Mental Health at Work Report.” https://www.mindsharepartners.org/2025-mental-health-at-work-report. Published May 9, 2025, Accessed February 4, 2026, p. 5-6. 4. Hawrilenko M, Smolka C, Ward E, et al. “Return on Investment of Enhanced Behavioral Health Services.” JAMA Network Open. https://jamanetwork.com/journals/jamanetworkopen/fullarticle/2829859. Published February 5, 2025, Accessed February 4, 2026. 23 THE GENERATOR
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DSMA IS THE #1 GLOBAL AUTOMOTIVE MERGERS & ACQUISITIONS FIRM. FOR MORE INFORMATION, OR TO LEARN MORE, VISIT DSMA.COM. OUR EAST TEAM ANDY CHURCH Vice President East andy@dsma.com 772.240.8566 CHRIS DABIERE M&A Associate Northeast chris.dabiere@dsma.com 716.390.2570 REESE HAWLEY Business Development Manager East resse.hawley@dsma.com 601.791.6073 ROBERT SCHLICHT Regional Director East robert.schlicht@dsma.com 518.703.9788 CHRIS O’QUINN M&A Associate Mid-Atlantic chris.oquinn@dsma.com 757.604.2685 BILL FIELDS Principal M&A Executive Southeast bill.fields@dsma.com 904.955.2544 MIKE PROSACHIK M&A Associate Northeast mike.prosachik@dsma.com 845.390.0516 GEORGIA ON MY MIND. SCAN THE QR CODE FOR A CONFIDENTIAL SELLERS CONSULTATION. Sunbelt Ford of Albany in Albany, GA SOLD Sunbelt Ford of Americus in Americus, GA SOLD Sunbelt Ford of Cordele in Cordele, GA SOLD Sunbelt Ford of Sylvester in Sylvester, GA SOLD Pioneer Ford in Bremen, GA SOLD INFINITI of South Atlanta in Union City, GA SOLD Acura of Athens in Athens, GA SOLD Volvo of Athens in Athens, GA SOLD Sutherland Volkswagen of Lithia Springs in Lithia Springs, GA SOLD FOR OVER A DECADE, DSMA HAS STOOD ALONGSIDE GEORGIA DEALERS, BUILDING STRONG RELATIONSHIPS AND DEEP LOCAL KNOWLEDGE TO UNCOVER OPPORTUNITIES, MAXIMIZE VALUE, AND CONNECT THE RIGHT BUYERS WITH THE RIGHT SELLERS. TODAY, DSMA IS A LEADING FORCE IN DEALERSHIP SALES ACROSS GEORGIA. CLIENT TESTIMONIAL When we decided to sell our INFINITI of South Atlanta dealership, we turned to Dealer Solutions Mergers and Acquisitions and Bill Fields who we had used on previous transactions. They have available qualified prospects throughout the US and Canada and are always very professional and on top of all aspects of transactions. [...] It only took them 28 days after they started marketing the store until we had a signed Letter of Intent. From there only 96 more days to close. For us it was all about confidentiality, expertise, and speed. Bill Fields and DSMA came through on all aspects. I highly recommend them. - Amr Hallaba, COO of EH Automotive Group “ “
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