WVADA 93rd Dealer Family Convention
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©2025 West Virginia Automobile Dealers Association (WVADA) | The newsLINK Group LLC. All rights reserved. WVADA News is published four times per year by The newsLINK Group LLC for WVADA 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 WVADA, 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. WVADA News is a collective work, and as such, some articles are submitted by authors who are independent of WVADA. While a first-print policy is encouraged, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at (855) 747-4003. Contents PRESIDENT’S MESSAGE 6 RENEWED FOCUS ON THE WORK AHEAD By Jared Wyrick, President, WVADA 8 MOTOR VEHICLE & TITLE REGISTRATION SEMINAR 10 WVADA PRESENTS: ATLANTIS REIMAGINED 12 WVADA 93RD DEALER FAMILY CONVENTION 14 LEADERSHIP IN TIMES OF CRISIS 16 SEN. CAPITO LEADS THE CHARGE TO REVERSE EV MANDATE BY THE NUMBERS 18 THE OBBBA’S IMPACT ON CAR DEALERS By Tasha R. Sinclair, CPA/ABV, Tetrick & Bartlett PLLC COUNSELOR’S CORNER 20 COMPLIANCE, COMPLIANCE, COMPLIANCE By Johnnie Brown, Esq., Pullin, Fowler, Flanagan, Brown & Poe PLLC 22 WEST VIRGINIA VEHICLE SALES TRENDS 2025 25 CREATING CHANGE WITH GRASSTOPS ADVOCACY 27 IN THE COMMUNITY 33 WVADA PREFERRED PARTNER PROGRAMS 34 EXECUTIVE COMMITTEE, BOARD OF DIRECTORS AND DIRECTORS AT LARGE 2025 ISSUE 3 6 27 JARED WYRICK President HALEY JUSTICE Communications & Events Director WEST VIRGINIA AUTOMOBILE DEALERS ASSOCIATION 1618 Kanawha Blvd. E. Charleston, WV 25311 Phone: (304) 343-4158 wvcar.com MEET OUR TEAM ELAINE JUSTICE Office Administrator WVADA NEWS 4
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There is much to look forward to, and I am confident that together we will continue to strengthen the voice of West Virginia’s auto dealers. Renewed Focus on the Work Ahead Jared Wyrick President, WVADA As fall has arrived, WVADA is diligently preparing for the year’s end with a series of important initiatives and exciting events on the horizon. This season is always a time of reflection on what we’ve accomplished and a renewed focus on the work that lies ahead. Last month, I was joined by Jason Moses and Richard Stephens for the NADA Washington Conference, where we met with our elected representatives to discuss the Transportation Freedom Act. This bill would overturn the EPA’s EV mandate that requires 56% of vehicles manufactured to be electric by 2032. This bill comes on the heels of the recent victory of ending California’s EV mandate led by Sen. Capito this past May. The Transportation Freedom Act is the number one legislative priority of NADA, and I greatly appreciate the dealers and our representatives for taking the time to discuss this important initiative. I had anticipated reporting on WVADA’s annual board retreat; however, it was postponed until later in November due to Mother Nature. One of the most important outcomes of the retreat is the establishment of WVADA’s legislative agenda. A key priority for 2026 PRESIDENT’S MESSAGE will be addressing insurance coverage for vehicles during test drives. Currently, the Graves Amendment is a national standard that protects rental and leasing companies by ensuring liability rests with the driver. We believe this same principle should apply to dealerships during test drives. This will be a challenging effort, as the insurance lobby has historically resisted such measures, arguing that it is easier to track an owner’s policy than the driver. However, with the active support of our members engaging directly with their local representatives, we believe this is a fight we can take on and win. I am also pleased to share that WVADA dues will NOT increase and will remain the same for 2026. In fact, our dues have remained unchanged since 2014. That is a true testament to the diligence, prudence and fiscal responsibility of our board, and it underscores our commitment to serving members efficiently while maximizing value. Looking ahead, we are preparing for our upcoming DMV Seminars and will be distributing Membership Dues Packets soon. We are also thrilled to announce two major events: our VIP Charity Gala, Atlantis WVADA NEWS 6
Reimagined, scheduled for Feb. 12, 2026, and a Joint Dealer Family Convention with our neighbors from Kentucky at the beautiful Nemacolin Woodland Resort, June 14-17, 2026. Please make sure to mark your calendars for both. There is much to look forward to, and I am confident that together we will continue to strengthen the voice of West Virginia’s auto dealers. Thank you for your support, dedication and partnership. Jared Wyrick President, WVADA WVADA NEWS 7
MOTOR VEHICLE & TITLE REGISTRATION SEMINAR Dealership/Company Attendees: Address: E-mail: Phone: ATTENDEE INFORMATION Location: TOTAL AMOUNT ENCLOSED $115.00 per person: PATIENT’S INFORMATION CHARLESTON Charleston Coliseum 200 Civic Center Dr Charleston, WV 25301 TUESDAY, OCTOBER 28 PATIENT’S INFORMATION VIENNA Grand Pointe Conference Center 1500 Grand Central Ave Vienna, WV 26105 WEDNESDAY, OCTOBER 29 PATIENT’S INFORMATION BECKLEY Beckley-Raleigh County Convention Center 200 Armory Dr Beckley, WV 25801 THURSDAY, OCTOBER 30 PATIENT’S INFORMATION WHEELING - NEW LOCATION SpringHill Suites by Marriott 908 National Road Wheeling, WV 26003 TUESDAY,NOVEMBER 4 PATIENT’S INFORMATION MARTINSBURG Hilton Garden Inn 65 Priority Dr Martinsburg, WV 25401 WEDNESDAY, NOVEMBER 5 PATIENT’S INFORMATION BRIDGEPORT Bridgeport Conference Center 300 Conference Center Way Bridgeport, WV 26330 THURSDAY, NOVEMBER 6 Presented By: REGISTER TODAY! SEATS ARE LIMITED SPONSORED BY: Please completely fill out form and send to: WVADA | PO Box 2028 |Charleston, WV 25327 MANAGERS, TITLE CLERKS AND F&I PERSONNEL We encourage all applicable personnel to attend this seminar. There are important updates to VRS concerning the integration of a new web based hard plate system all in one place such as in-state fees calculated at submission, issue hard plates and decals at the point of sale, issue temp tags – convert to plate transaction without additional data entry In addition, this seminar will continue to provide information about vehicle titling, registration, transfer limitations and many more dealership titling and registration issues. This information provided in this seminar is essential for Sales Managers, F&I Managers and Title Clerks. Attendees receive the Title & Registration Dealers Guide, developed, and updated by the WV DMV, along with the newest information and policies on DMV processing all in electronic format. Seats are limited, you must be registered before attending Contact Haley Justice for any questions: hjustice@wvcar.com | 304-688-0569 Registration begins 30 minutes prior to all seminars with continental breakfast provided. 9:00am - 12:00pm
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Leadership in Times of Crisis A crisis within an organization can happen at any time, whether it be a new piece of legislation that turns the industry on its head, a pandemic that brings society to its knees, or something in between. Effective leadership during a crisis can significantly influence the eventual outcomes for your team and organization. It goes without saying that when faced with a crisis, normal routines are disrupted. If a company is not prepared, policy and procedures often go out the window, leading to confusion and a breakdown of communication lines. Even the best employees can become reactionary, making decisions based on what they think is best to solve the problem that is happening in front of them. Additionally, a crisis can cause a far-reaching domino effect of challenges. For example, if a supplier within a supply chain is disrupted, retailers in turn may not be able to meet customer demands, leading to poor customer satisfaction. And with today’s tech-savvy consumers, bad news can spread fast. We all know how a few poor online reviews can affect the financial bottom line. As a leader, the way you handle a crisis sets the tone for the entire team, good or bad. If you are prepared for the unexpected, it can significantly reduce any fear and anxiety that your employees might be feeling. There are real benefits to being proactive and having a “just-in-case” backup plan ready to roll out at a moment’s notice. Proactive leadership involves meticulous planning and preparation. It allows an organization, in the event of a crisis, to move from plan A to plan B and implement the necessary changes smoothly. And the good news is that you don’t have to make these plans alone. Involving the management team — and employees when appropriate — helps to foster a sense of commitment and plan ownership within your organization. By not having a crisis management plan in place, employees can and most likely will lose trust in leadership. Believe it or not, leading by influence on a day-to-day basis can help a company’s upper management prepare for a crisis. This type of leadership guides and inspires others through actions, words and ideas as opposed to solely relying on title, authority or position. It involves skills like active listening, setting a good example and building strong working relationships with the team. Attention to and development of these skills is absolutely vital. The idea that a leader will be forged in a crisis — that they will rise to the occasion with skills previously unseen — is simply unrealistic. But if you have the skills that keep you involved and show a true interest in employee well-being, and you are WVADA NEWS 14
consistent in your behavior, you’re more likely to conduct yourself in the same way during a crisis. Taking a proactive and strategic approach to crisis management involves a number of core elements: • Identification: Conduct risk assessments to help identify potential crises before they occur. • Planning: Develop plans and procedures that specifically address various scenarios, including resource allocation and communication protocols. • Communication: Establish strong lines of communication. Without clear, transparent communication, no plan, no matter how good, will work. It’s been said that communication makes the world go round, and to that point, in a crisis, effective communication is vital to making it through difficult times successfully. Communication can make the difference between your business weathering the storm or suffering operational and/or reputational damage. • Response: Assign roles and responsibilities to implement your plan in the case of a crisis. This may involve taking immediate action to protect your people and property, as well as informing stakeholders. Leaders should be open to new approaches and willing to adjust strategies as the situation evolves. • Recovery: Assess your plan once normal operations are restored. What parts worked? What can be done better? Take this opportunity to learn and improve preparedness plans. However, it’s important to remember that even the best plan can fail if people are not prioritized, both employees and leaders alike. Strong leadership in action can help employees understand that a crisis does not have to lead to the destruction of the organization or the loss of their jobs. In fact, the ability of those in charge to be agile and make decisions may give employees hope as they realize that their leaders were prepared for the event and competent enough to get them through it safely. Equally as important is self-care, especially during times of crisis. Leaders should take time to eat healthy and make sleep a priority. When possible, try to find a moment to step back from the situation, refocus and find perspective. And, don’t try to do it all yourself. After all, you’ve spent time planning and preparing your team — give your plan and your employees the chance to make things work. Crises are bound to happen, but with a little planning and a lot of teamwork, you can successfully navigate the storm instead of bracing for impact. WVADA NEWS 15
WVADA NEWS 16 Sen. Capito Leads the Charge to Reverse EV Mandate The California Air Resources Board passed a regulation in 2022 called Advanced Clean Cars II, or ACC II. It mandated that 35% of vehicles an automaker produced and delivered for sale, which can include vehicles wholesaled to dealers and not yet sold to retail customers, in the state of California for the 2026 model year must be zero-emission (electric vehicles, hydrogen fuel cell vehicles or plug-ins, though PHEVs only receive partial credit). Automakers faced fines of up to $20,000 on each noncompliant vehicle, or they had the option to purchase limited available credits from other automakers. Five other states — Oregon, Washington, New York, Massachusetts and Vermont — also followed the requirement starting with the 2026 model year, measuring the percentage of vehicles wholesaled in those individual states. In the 2027 model year, the regulation increased to 43%, and five additional states and Washington, D.C., joined at the higher percentage: Colorado, Delaware, New Jersey, New Mexico and Rhode Island. The requirement then rose eight percentage points per model year until it required that all vehicles sold by an automaker in each state be ZEV in the 2035 model year and beyond. A special thank you to Sen. Capito, chairman of the Environment and Public Works Committee, who introduced a resolution against the California ACCII EV mandate. Sen. Capito led the Senate through a series of procedural steps earlier this summer to allow the CRA to be considered, which ultimately passed through Congress. Sen. Capito was a keynote speaker at WVADA’s annual convention this June, where she discussed her role in eliminating the ACCII EV mandate. After the Senate voted 51-46 on the motion to proceed to Sen. Capito’s Advanced Clean Cars II CRA, she delivered remarks on the Senate floor detailing the process the Senate has taken on the CRA and background on her efforts to block the EV mandate. To watch Sen. Capito’s full remarks, scan the QR code. https://www.youtube.com/watch?v=uhRWIun7Mek EXCERPTS AS DELIVERED BY SEN. CAPITO The following are Sen. Capito’s floor remarks on the issue: “Over the past two decades, California has used its waiver authority to push its extreme climate policies on the rest of the country, which was never the intent of the Clean Air Act.” “California’s Advanced Clean Cars II program requires all, and I did say all, vehicles to be sold in that state, Washington, D.C., and 11 other states that have adopted California regulations, all cars would be zero emission vehicles by 2035, meaning in one decade, these states totaling 30% of the new car market will have a full ban on the sale of gasoline powered vehicles, and not just those, but also on traditional hybrids as well.”
WVADA NEWS 17 “These job losses will not be confined to California, but they will be spread all across the nation. Workers in auto manufacturing, oil and gas production, and the agriculture sector across this country would lose jobs because of California’s EV mandate, and the elected officials who represent Michigan auto workers, Nebraska corn farmers or West Virginia gas workers had no say in California and EPA’s decision.” “The decision to limit consumer choice, increase car prices and cost hundreds of thousands of jobs was made by California, and approved by a federal administration that had already been rejected by the American voters.” “I decided to use the CRA process to introduce this resolution against EPA’s approval of the California electric vehicle mandate for two reasons. First, enactment of the resolution would vacate EPA’s rule approving the California waiver, stopping the EV mandate and protecting consumers and workers across the country. Second, because a vote here in the Senate and in the House would allow the elected representatives of Americans of all 50 states, not just California, to decide whether a nationally significant policy should be implemented.” “The Biden EPA did not submit its approval of the California EV mandate for review under the CRA and claimed its action was not a rule. That was a clear effort to avoid accountability from Congress. Fortunately, President Trump and EPA Administrator Lee Zeldin decided to give the American people a say by submitting the approved California waiver to Congress as a rule under the CRA. That submission by the Trump EPA triggered my right, as a senator, to introduce this resolution to block California’s EV mandate.” “Nothing in the Congressional Review Act, Senate rules or Senate precedents gives unelected staff at the GAO the authority to prevent elected senators from considering a resolution of disapproval against a rule.” “A GAO opinion has never been used to cut off the Senate’s ability to consider a CRA resolution of disapproval when the federal agency actually submitted the rule to Congress. In fact, GAO has repeatedly recognized that its legal opinions are unnecessary when agencies submit a rule to Congress.” “My Democrat colleagues argue that there will be profound institutional consequences by the use of the Senate not allowing GAO a veto over the use of the CRA against agency-submitted rules. I, on the other hand, disagree. Such a GAO veto has never existed before, and we must remember that the CRA is all about protecting the authority of elected representatives over unelected agencies.” “My Democrat colleagues say that our action today undermines the legislative filibuster, and that is simply not true. I support the legislative filibuster. I have supported the legislative filibuster as a senator in the majority and as a senator in the minority.” “I want to make two things crystal clear: The procedural action we have taken today is not about the filibuster and not about the Parliamentarian. Instead, the procedural issue before the Senate was simply whether GAO staff should be able to block resolutions of disapproval against agency-submitted rules. I have explained why my answer to that is no.” “Despite the best efforts of the Biden administration and congressional Democrats to shield this EV mandate from the will of the American people, the Senate will have its say. I urge my colleagues to vote tomorrow for the resolution of disapproval.” If you have not already done so, please thank Sen. Capito for sponsoring this joint resolution. Direct your emails to JT Jezierski at jt_jezierski@capito.senate.gov and Adam Tomlinson at adam_tomlinson@epw.senate.gov.
The One Big Beautiful Bill Act (OBBBA) was signed into law on July 4, 2025, bringing significant tax changes and potential benefits for car dealerships. In the following, we highlight the provisions most likely to affect dealerships and their related entities. BUSINESS INTEREST EXPENSE LIMITATION: A FAVORABLE ADJUSTMENT Since 2022, many companies have faced tighter limitations on business interest deductions after the depreciation and amortization addback was removed from the earnings calculation. The OBBBA reverses this change. For tax years beginning after Dec. 31, 2024, the calculation reverts to 30% of EBITDA (earnings before interest, taxes, depreciation and amortization). This adjustment could also free up previously disallowed interest expense, potentially lowering taxable income compared to book income. BONUS DEPRECIATION: 100% EXPENSING RESTORED Prior to the OBBBA, bonus depreciation was scheduled to phase down and end completely after Dec. 31, 2026. The OBBBA permanently restores 100% bonus depreciation for qualified property acquired and placed in service after Jan. 19, 2025. Dealers that stand to benefit most are those undertaking major facility construction or renovation projects, and those whose ownership structure includes trusts or passive owners who cannot take full advantage of Section 179 deductions on their personal returns. EV CREDITS AND CHARGING INFRASTRUCTURE: MAJOR SHIFTS As of Sept. 30, 2025, the OBBBA repeals credits for new and used electric vehicles, including the commercial clean vehicle credit that many dealers leveraged in 2023 and 2024. For charging infrastructure, the alternative fuel vehicle refueling property credit remains — but with a shorter window. The installation deadline for eligibility is now June 30, 2026 (moved up from Dec. 31, 2032). Dealers should revisit their EV charging plans in light of these changes and anticipated shifts in EV sales. NEW CAR INTEREST DEDUCTION: A TOOL FOR CONSUMERS While dealerships themselves will not claim the new car interest deduction, it may influence consumer behavior. Educating sales and F&I teams on the details will be key to leveraging this incentive. Key provisions include: • Phases out for taxpayers with MAGI above $100,000 (single) or $200,000 (joint). • Applies to indebtedness incurred after Dec. 31, 2024. • Vehicle must be for personal use. • Vehicle must be new (does not apply to pre-owned). • Final assembly must be in the U.S. • Vehicle must be under 14,000 pounds. • Lease financing interest is not eligible. The OBBBA’s Impact on Car Dealers BY THE NUMBERS Tasha R. Sinclair, CPA/ABV Tetrick & Bartlett PLLC WVADA NEWS 18
OVERTIME PAY DEDUCTION: EMPLOYEE IMPACT, EMPLOYER RESPONSIBILITY The OBBBA introduces a new deduction for employees earning overtime, effective 2025-28. Although dealerships will not directly benefit, they will have reporting obligations and should prepare to answer employee questions. • Deduction applies to the “half” portion of time-and-a-half overtime pay. • Maximum deduction: $12,500 (single) or $25,000 (joint). • Phases out at MAGI of $150,000 (single) and $300,000 (joint). • Employers must file information returns with the IRS and provide employees with annual statements of qualified overtime pay. Notably, the IRS will not update withholding tables for 2025, so employees will not see immediate changes in take-home pay, even though they may qualify for deductions at tax filing. FINAL THOUGHTS The OBBBA introduces sweeping changes with both opportunities and challenges for dealerships. While some provisions — like bonus depreciation — are direct benefits, others — like EV credit repeals — may create new hurdles. Dealers should work closely with their tax advisors to understand the bill’s full impact on their specific operations and to maximize potential advantages. Tasha Sinclair, CPA/ABV, is a principal of Tetrick & Bartlett PLLC and has been providing accounting, tax, valuation and consulting services to automobile dealers since 2002. Tetrick & Bartlett PLLC currently serves over 50 dealers in West Virginia, Virginia, Ohio and Pennsylvania and is a member of the AutoCPA Group, a nationwide organization of CPA firms specializing in services to automobile dealers. Tasha can be reached at tsinclair@tb.cpa or (304) 624-5564. ADVERTISE HERE! RESERVE YOUR SPOT TODAY! 801 676 9722 sales@thenewslinkgroup.com RESEARCH SHOWS: • The average ROI for print advertising is around 130%. – Electro IQ • 56% of consumers trust print marketing more than any other advertising method. – AllBusiness.com • Print media has a 90% brand recall rate, the highest among all advertising channels. – Sonder & Tell Don’t just take our word for it! PRINT ADVERTISING isvital for success. WVADA NEWS 19
Compliance, Compliance, Compliance ByJohnnie Brown, Esq. Pullin, Fowler, Flanagan, Brown & Poe PLLC COUNSELOR’S CORNER Risking repetition, I appreciate that I frequently write about the importance of compliance. Nevertheless, it would be a mistake for us to believe that because the courts struck down the Federal Trade Commission’s Vehicle Shopping Rule (aka CARS), the emphasis on advertising and compliance practices with voluntary protection products has lessened. Quite the contrary, many states are drafting their own mini-Vehicle Shopping Rules to implement. For example, California has just passed a law addressing advertising practices and granted consumers a three-day return right on used motor vehicles costing under $50,000. ADVERTISING I wish to emphasize again the importance of properly advertising the correct price, the “offering price” of a motor vehicle. I encourage motor vehicle dealers to review their dealership practices to ensure that we are not including rebates that do not apply to everyone, overstating the availability of a lower interest rate, or pricing that excludes “add-ons.” We need to ensure that our advertising clearly displays the full purchase price of the vehicle. While we have long discussed “trigger terms” for retail and leased motor vehicles, the emphasis today seems to be on pricing that does not accurately reflect the actual price that a consumer would pay to purchase the motor vehicle. It is important that those responsible for advertising understand their legal duties and not fall into the trap of thinking that all is well because we have always done it that way or everyone does it. FAIR PRICING POLICY Second, I encourage all motor vehicle dealers to develop a fair pricing policy. The National Automobile Dealer Association (NADA) has created a guide that has been made available to all motor vehicle dealers. I encourage all motor vehicle dealers to have a policy setting the maximum price on voluntary protection products, such as service contracts, gap and other products and services. While we can certainly negotiate a price down, I strongly caution against arbitrary pricing by our F&I managers or sales managers. This could result in claims of discrimination and may lead to an embarrassing discovery of profits far outside regular or average ranges. DOCUMENT, DOCUMENT, DOCUMENT I cannot overemphasize the importance of paperwork disclosures. Paperwork should disclose the nature of the product, its terms, price and clearly indicate the consumer’s decision to purchase. I would hope that a voluntary protection product would be clearly disclosed upon a motor vehicle purchase agreement, a retail installment contract and individual paperwork related to that particular voluntary protection product. A customer should normally sign at least three documents in their decision to purchase the product. If the dealer uses a menu system that shows the voluntary protection product being purchased by the consumer, we have the opportunity to have four documents evidencing the voluntary purchase. WVADA NEWS 20
DECREASE LEGAL EXPOSURE Motor vehicle dealers face legal exposure on both sides of a transaction when we are sued or a claim is made concerning the purchase of a motor vehicle. We need to avoid exposure by consumers and, secondarily, from our indirect lenders. To clarify, if a lender is named as a party to a civil action arising from the sale of a motor vehicle in which we engaged in indirect financing, the lender will look to the motor vehicle dealer for defense and indemnification. Indirect lending contracts are extremely lender-friendly and typically contain language that holds a motor vehicle dealer liable to the lender for any claims arising from the purchase of a motor vehicle. While most dealers have consumer compliance coverage, and fortunately, we have seen those limits increase over the years, they are still limited. Consumer complaint coverage normally has what is called “eroding” limits, meaning that the available policy limit is decreased by defense costs, which limits the monies available to pay any claim, or a dealer’s indemnity monies. Further complicating legal exposure is that consumer claims are “fee-shifting,” meaning that we are also exposed to the consumer’s attorney fees. Complicating this long-standing dynamic is that courts have significantly increased their attorney fees awards to the $600 to $800 per hour range. I have my personal opinions on that, but they are beyond the scope of this article. So how do we protect ourselves? Obviously, the answers are simple; the challenges lie in implementation and demanding strict compliance with our policies. Documentation should not be rushed and should be explained to the consumer. We have numerous opportunities to evidence a consumer’s intention to purchase a product or service. I have long believed that the difference in time required by the F&I manager to rush through a transaction as opposed to slowing down and explaining products and services more thoroughly takes only an extra few minutes. Signatures and initials should be obtained where needed to indicate permission to either purchase or decline a voluntary protection product. COMPLIANCE AUDITS I also encourage the development of an audit program as part of our overall compliance. For example, if we audit a certain number of retail files from every F&I manager on a monthly basis, we can easily catch systematic issues and immediately correct. Additionally, we can capture those inadvertent or occasional mistakes. Regardless, it gives us the opportunity to tailor our compliance training and emphasize the importance of overall paperwork and disclosure. If assistance is needed with a compliance program, I am aware of reputable vendors that provide support to our West Virginia dealers. Likewise, our association and I are always available to assist and answer your questions. Stay safe out there. WVADA NEWS 21
NEW VEHICLES USED VEHICLES VEHICLE SALES TRENDS 859-275-7950 CONTACT US FOR YOUR LOCAL MARKET DATA: www.cross-sell.com/wvada West Virginia 2025 Source: Cross-Sell Interactive, Dealer Summary Report Based on sales registration data in West Virginia. Fleet not included. YEAR TO DATE SALES ANALYSIS IN WEST VIRGINIA January 2025 - September 2025 | Retail Only 4.78% Compared to Jan-Sept 2024 14.65% Compared to Jan-Sept 2024
Learn more at BankWithUnited.com Member FDIC / Subject to credit and underwriting approval. United Bank specializes in tailoring a combination of financial products and auto-dealer services to best meet the specific needs and goals of your automotive dealership. Floor Plan Line of Credit Term Financing Indirect Financing Cash Management Services GET MORE BANK FOR YOUR DEALERSHIP THANK YOU, WVADA DEALERS! Your generous support helps us support our missions to get West Virginians back on the road to independence. Good News Mountaineer Garage puts people on the road with the help of many individuals and organizations. Our model consists of accepting repairable donated vehicles which are then distributed across West Virginia to qualified families in need of transportation to work or job training. We also have a program to help individuals through the process of applying for a loan, learning about credit and purchasing a vehicle. www.goodnewsmountaineergarage.org
Creating Change With Grasstops Advocacy There’s no getting around the fact that change is difficult. It’s challenging to change someone’s mind or opinion. Imagine the difficulty in getting a group of legislators to change a law or political stance. Auto dealers have the power to advocate for a better industry. The effects can make a huge difference to your teams, local communities, state or even at times on a national level. In advocacy, especially when it comes to protecting and promoting the interests of auto dealers, two terms often come up: grassroots and grasstops advocacy. They sound similar, but they play very different roles. GRASSTOPS VS. GRASSROOTS Most people have likely heard of grassroots advocacy. This is a method of advocacy that involves recruiting ordinary people to combine their voices. The emphasis here is on the quantity of voices. Maybe you’ve donated to the NADA PAC or signed a petition to fight a bill. These efforts are significant, but sometimes, advocacy needs to go a step further. That’s where grasstops advocacy comes in. Grasstops advocacy involves individuals engaging directly with decision makers. This method relies on the quality of voices to bring about change. Have you ever personally picked up the phone to call a key legislator about an issue affecting our dealerships? Did they answer? That begs the question: How can we do better at engaging at that higher level? Grasstops advocates bring credibility, strategic influence and access — and often help open doors that grassroots advocates can walk through. A grasstops advocacy strategy isn’t just for lobbyists. In fact, as auto dealers, we are uniquely positioned to be grasstop advocates. We are community anchors, employers and, often, well-connected individuals. Grasstops advocacy taps into this influence to help shape policy outcomes from the top down. It’s about using your voice, your relationships and your credibility as an auto dealer to make a direct impact. WHY IT MATTERS A multitude of regulatory or legislative issues affect dealers, such as EV mandates, franchise laws and tax policies. In addition, it’s no secret that legislators have packed inboxes and receive many phone calls. Cultivating a relationship with a legislator can help your chances of having your email opened and your voice heard. Picture this: It’s the legislative session. A legislator is receiving a high volume of emails and calls. Everyone wants to talk to them, meet with them and be heard. The legislator opens his or her email and scrolls through the names. A familiar name stands out. The legislator opens the email from the individual they know — in this case, you — thus marking the winner of the legislator’s attention. This is a classic scenario reflecting a simple truth: The attention of someone in power will be caught first by a familiar name. This is why grasstops advocacy is so effective. You want the lawmakers to know your name and your story, so your voice can be heard and your cause can be advanced. HOW TO BUILD A GRASSTOPS STRATEGY Knowing where to start when it comes to a grasstops approach to advocacy can be intimidating. You may feel like you don’t have the time to make a difference, or maybe you’re uncomfortable reaching out to lawmakers and afraid of pushback. WVADA NEWS 25
The easiest approach is to view the process as actionable steps. 1. Map Your Network: Identify any relationships or connections you have with local, state or federal officials. You may have more connections than you think. 2. Grow Your Network: Put yourself in situations to create relationships with individuals in the industry. Visit lawmakers, make connections and let those connections lead to more. 3. Engage Regularly: It’s important to regularly make contact with your network of legislators. You can achieve this by calling them a few times a month, interacting on social media, hosting events or inviting them to visit your dealership. 4. Tell Your Story: When talking to legislators, you want them to remember you and your story. Personalizing the relationship and showing them why you care about your dealership, the industry, and what is happening on the legislative front can help them understand your point of view and, in turn, help. CONCLUSION Grasstops advocacy is a powerful tool that more association members need to use. By crafting personal relationships with legislators, we can effectively fight for our industry. Grassroots and grasstops advocacy strategies should be used in tandem to champion our industry effectively. Grassroots efforts provide the quantity through widespread public engagement, while grasstops deliver the quality by leveraging the power of an influential individual to shape decision-maker perspectives. Together, they create a balanced and powerful approach that combines broad support with strategic influence. Remember, it just takes one dealer with the right connection to make all the difference. So, take the first step. Start a conversation, attend a legislative event or contact the association about getting involved. TAKE US ANYWHERE! Scan to read the most recent publication. Stay up to date from your couch, office or even the moon! Place a 1” x 1” QR Code White on Black Here to the main website WVADA NEWS 26
COMMUNITY In the JENKINS SUBARU After 11 years of dedicated service, Jenkins Subaru bid a bittersweet farewell to their beloved office manager, Debbie Colanero, as she embarked on a well-earned retirement. From day one, Debbie brought unwavering dedication, warmth and a sense of order that made their workplace feel like home. Her keen eye for detail, tireless work ethic and genuine care for every member of the team has left a lasting legacy that the whole team will carry forward with pride. Debbie made a difference every single day. Though sad to see her go, the team at Jenkins Subaru is even more grateful to have shared this journey with Debbie. Please join us in congratulating Debbie Colanero on her retirement and wishing her well in this next chapter! MOSES DOWNTOWN It was a great day of EV education and sweet treats at Moses Downtown in Charleston back in June. Moses Downtown’s EVs and Ice Cream event was a big success, and they are grateful for everyone who came out to learn more about electric vehicles and enjoy some delicious ice cream from Ellen’s Homemade Ice Cream. A special thank you to Ellen’s co-owner, Aaron Clark, for joining in person and scooping ice cream for the event! MOSES AUTO GROUP Employees of Moses Auto Group had a fantastic time at the end of June at the CAMC Foundation’s Summer Luau at the Clay Center in Charleston! The event was packed, and everything from the delicious food to the amazing entertainment was truly exceptional. Thank you to the CAMC Foundation for the opportunity to be part of such a great evening! WVADA NEWS 27
JENKINS SUBARU During a recent Subaru Loves to Care event, Jenkins Subaru had the honor of partnering with the Leukemia and Lymphoma Society — a powerful force of hope, research and support for those bravely battling cancers. This collaboration displays the strength found in community, and the courage shown by those facing these diagnoses every day. Our hearts and prayers go out to everyone fighting this battle — you are not alone. We stand with you, believe in you and send love to your families, caregivers and medical teams who walk this journey alongside you. JENKINS SUBARU Jenkins Subaru is proud to support the Clarksburg League for Service and its incredible Scholarship Committee with a meaningful donation. Thanks to the combined contributions from generous donors, the league awarded $1,000 scholarships to 10 students pursuing their dreams right here in West Virginia! Thank you, Jenkins Subaru, for investing in the next generation — future healthcare providers, law enforcement professionals, educators, innovators and aviators. Let’s keep lifting each other up! ASTORG AUTO OF CHARLESTON Astorg Auto of Charleston is a proud sponsor of the West Virginia Kids Cancer Crusaders Charity Golf Classic. Way to go, Astorg Auto of Charleston, for supporting the fight against childhood cancer and helping incredible families in our community. MATHENY GMC We are proud to announce that Matheny GMC has been honored with the General Motors Mark of Excellence Award. This prestigious recognition reflects the team’s continued commitment to delivering exceptional customer service, outstanding performance and a top-tier ownership experience. Good work, Matheny GMC! WVADA NEWS 28
TOOTHMAN FORD In July, Toothman Ford sponsored the Taylor County Soccer Association youth soccer camp. A big thanks to Toothman Ford and West Virginia University’s women’s soccer team for giving back to the youth of our community! NORTHSIDE CHEVROLET Northside Chevrolet has received the Mark of Excellence Award from Chevrolet for the second year in a row! And shout out to David (DJ) Jones on receiving the Salesman of the Month award for June 2025. Keep up the good work, DJ, and the whole Northside Chevrolet team! DUTCH MILLER OF RIPLEY Back in July, Dutch Miller of Ripley held their Quarterly Employee Appreciation dinner! A delicious meal was provided by Bowles Boyz, with some awesome desserts made by Cheryl Durst! They welcomed new salespeople, Joey Dotson and Avery Davis, to the team, as well as a new Chrysler Dodge Jeep Ram service manager, Sonne Wiley! Congratulations to Chuck Hicks and Dave Francis for bringing home Chrysler Dodge Jeep Ram Salesperson of the Month awards, as well as Logan Cooper and Scott Gatchel for winning on the Ford side! And a great big CONGRATULATIONS to their overall Employee of the Quarter, Ford Master Technician Mike Will! THANK YOU to the Dutch Miller of Ripley team for all you do! WVADA NEWS 29
TIMBROOK CHEVROLET Timbrook Chevrolet is proud to support JCP Soccer and the incredible young athletes making moves on and off the field! Giving back to their community isn’t just something they do — it’s who they are. The team at Timbrook Chevrolet knows that supporting local programs like JCP Soccer means investing in teamwork, confidence and opportunity for the next generation. From car deals to corner kicks, Timbrook Chevrolet is proud to be a part of the community that drives us all forward. Here’s to goals, growth and giving back! Timbrook Chevrolet, where the deal is worth the drive! NORTHSIDE AUTOMOTIVE Northside Automotive recently supported the Summersville Little League by donating proceeds from a Test Drive event. This initiative reflects Northside Automotive’s commitment to supporting local youth and community programs. The donation will help the Little League provide a safe and high-quality program for the children involved. Way to go, Northside Automotive! MOSES BMW Moses BMW was the Presenting Sponsor of the Kids of Kanawha Back to School Shoe Drive! Moses BMW has gone above and beyond to support this mission. From shopping and loading to organizing shoes, the Moses BMW crew has truly jumped in to help make this happen. Thank you, Moses BMW, for your outstanding commitment, generosity and for being a driving force in our community! WVADA NEWS 30
HARRY GREEN CHEVROLET NISSAN AND HARRY GREEN CHRYSLER DODGE JEEP RAM This past August, the Harry Green auto family had a great time at the State Fair of West Virginia, supporting some incredible young exhibitors! Investing in the future of West Virginia’s youth and agriculture is something they take pride in doing. BUCKHANNON TOYOTA The team at Buckhannon Toyota believes every child deserves to start the school year with the tools they need to succeed. In August, they showed support for the kids of Upshur County by providing backpacks for the upcoming school year. MATHENY MOTORS Mick Ward, GM of Matheny Motors, trained with his former Marine Recon Team to participate in the Navy Seal Foundation’s NYC Swim to support programs assisting military veterans, first responders, 911 families and gold star families. This swim was 3.5 miles in the Hudson River, 300 push-ups, 66 pull-ups and a 1-mile run! We are so proud of his commitment to help others in the spirit of remembering those who served AND those who have lost their loved ones in very tragic circumstances. WVADA NEWS 31
MID STATE FORD Mid State Ford participated in the Radiothon in August to benefit WVU Medicine Children’s, giving back in a big way! Amazing! MOSES BMW Moses BMW was proud to be the Presenting Sponsor of the Kids of Kanawha Shoe Drive, which delivered 2,000 pairs of shoes to students at 12 Kanawha County schools. H AND M MOTOR CHRYSLER DODGE RAM FIAT THORNHILL FORD LINCOLN WVADA NEWS 32
WVADA Preferred Partner Programs are designed to meet the needs of our members while providing competitive pricing. Supporting our Preferred Partners benefits YOUR association and helps maintain low dues for our membership. WVADA works for West Virginia Dealers, buying from our Preferred Partners is like buying from yourself. PREFERRED PARTNER PROGRAMS Heritage Crystal Clean provides its customers with parts cleaners, parts washers, drum waste management, oil collection, oil re-refining, vacuum services, parts cleaning solvent as well as other products and services pertaining to the environmental services market. Capital Automotive’s Safe Buy Limited Powertrain Warranty is the brand for dealers who are serious about selling pre-owned vehicles. Capital allows dealers to differentiate and increase profits through customer confidence in a Safe Buy warranty. Building value allows dealers to sell more cars and increase gross profits. ComplyAuto LLC is a RegTech company offering cloud-based software that helps dealerships enhance their compliance capabilities while becoming more efficient and cost-effective. ComplyAuto uses data analytics and AI to provide real-time automated compliance decisions, performing tasks that would normally require manually intensive processes and human intelligence. Cross-Sell has developed the ability to instantly email reports after the data is processed each month and has also created an online interface that allows you to analyze, filter, print and download the specific data or reports that you need. We are a “dealer first” business focused on helping our partners find their best path to success, plan for the future and achieve real results. There’s a reason why we’ve been trusted for over 40 years by dealers across the country. We’re proud of the relationships we’ve built with each and every one. The Accelerated Title program offers faster payoff, as fast as 4-6 days, by turning a traditionally manual process electronic. Accelerated Title now uses over 81 lenders and is still growing! The NADA Retirement Program from Empower Retirement focuses on optimizing participant outcomes through innovative 401(k) plan design. With over 75 years of automotive experience, Dealer Merchant Services has a proprietary solution to help dealers save up to 75% of their credit card processing fees without disrupting CSI. We feature the industry’s only Retail Management System to help you manage every area in your dealership. Whether it’s online interactions, selling and servicing vehicles or managing the business, we’ve got you covered. Integrum Advisors provides one-stop, strategic enterprise solutions that make it easy to take care of your people. As full‑service consultants, Integrum Advisors delivers complete peace of mind to every client. USI’s dedicated team designs comprehensive programs that include coverage not only for physical damage for your inventory but also theft, false pretense, collisions and more to safeguard your dealership. They also provide loss control services to evaluate your potential threats before they occur and access to online training courses to help reduce workplace incidents. Tyler’s broad solution and product offering empowers you to deliver better and faster assistance to the public — greater transparency and accessibility, sustainable office practices, secure data that’s easy to manage and maintain, and faster results. ACCELERATED TITLE Contact WVADA today to learn more about our preferred partners at hjustice@wvcar.com or (304) 343-4158. WVADA NEWS 33
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