Reflecting on Another Remarkable Year McClinton Turns 110
304-624-5564 www.tetrickbartlett.com Driving excellence in all we do. Tetrick & Bartlett, PLLC Certified Public Accountants Consultants Tetrick & Bartlett, PLLC is an accounting and consulting firm serving clients throughout West Virginia. We are dedicated to providing our automobile dealer clients with professional, personalized services and guidance in a wide range of financial and business needs.
DILIGENT DECISIVE DETERMINED More than 35 years of dedicated service! Our nationally recognized automotive dealership attorney group specializes in West Virginia’s franchise law and regulatory compliance. Areas of expertise: • Consumer Litigation • Advertising • Employment • Manufacturer Disputes • Buy-Sell Transactions • Dealership Industry Compliance CALL TODAY! 304.344.0100 Or scan the QR code for more information. We will help YOU through any legal, regulatory and legislative challenge. JOHNNIE BROWN jbrown@pffwv.com
©2024 West Virginia Automobile Dealers Association (WVADA) | The newsLINK Group LLC. All rights reserved. WVADA News is published four times each year by The newsLINK Group LLC for the 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 the 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 the WVADA. While WVADA News encourages a first-print policy, 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 REFLECTING ON ANOTHER REMARKABLE YEAR By Jared Wyrick, President, WVADA 8 WVADA 2ND BOARD RETREAT 10 E-TITLE AND REGISTRATION SEMINARS SAVE THE DATE 11 WVADA VIP CHARITY GALA February 20, 2025 12 THANK YOU, 2024 GALA AND CONVENTION SPONSORS! 13 WVADA PRESIDENT’S CIRCLE 14 NAVIGATING THE DEALERSHIP BUY-SELL PROCESS How a Broker Can Guide You to a Successful Sale By Jamie Farley, Partner, Mark Shackelford Sr., Partner, and Mark Shackelford Jr., Partner, Performance Brokerage Services SAVE THE DATE 16 92ND DEALER FAMILY CONVENTION June 8-11, 2025 17 2025 TIME DEALER OF THE YEAR NOMINEE SHAWN BALL 2024 ISSUE 4 6 30 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 20 TIME DEALER OF THE YEAR PAST NOMINEES BY THE NUMBERS 22 RESTORING PROFITABILITY THROUGH FIXED OPERATIONS By Tasha Sinclair, CPA/ABV, Principal, Tetrick & Bartlett PLLC COUNSELOR’S CORNER 24 THE VEHICLE SHOPPING RULE AND THE JUNK FEE RULE By Johnnie Brown, Esq., Pullin, Fowler, Flanagan, Brown & Poe PLLC 26 WEST VIRGINIA AUTO OUTLOOK NADA HEADLINES 30 McCLINTON TURNS 110 And Celebrates Its Commitment to Quality and Community By Sheryll Poe, Consultant, NADA 33 IN THE COMMUNITY 41 WVADA PREFERRED PARTNER PROGRAMS 42 EXECUTIVE COMMITTEE, BOARD OF DIRECTORS AND DIRECTORS AT LARGE ELAINE JUSTICE Office Administrator JO BARKER Office Administrator WVADA NEWS 4
Anticipate every turn In an industry that’s always evolving, your dealership can rely on our Dealer Financial Services team’s 90 years of experience to see what’s around the corner, forward-thinking insights to prepare you, and technology to keep you ahead of the curve. What would you like the power to do?® Marisa Carnevale-Henderson, marisa.carnevale-henderson@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. DFS-699-AD 5949042 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.
PRESIDENT’S MESSAGE Reflecting on Another Remarkable Year As we approach the end of another remarkable year, I wanted to take a moment to reflect on the accomplishments and milestones we have achieved together. This past year has been a year of growth, collaboration and advocacy for the automotive industry in West Virginia. I would also like to take a moment to thank all our dealers and members who continually support WVADA. Our events and efforts would not be possible without your support and the support of our preferred partners and associate members. WVADA has successfully strengthened our state’s franchise law twice, reduced B&O taxes and ensured a competitive documentary fee for all dealers. I ask each of you for your support and engagement moving forward — to participate in the process, attend WVADA events, contribute to the WVCAR PAC, and support our key partners that help fund our Association — all of which helps us to continue on the incredible path we have been on for the past few years. This past session, WVADA was able to pass one of the strongest franchise bills in the nation. This bill addressed several crucial aspects of our industry. This included clarifying the timeline for manufacturers to dispute motor vehicle dealer requests for adjustments to parts and labor rates. Additionally, the bill established a 15-year period on dealer facilities that applies to any subsequent dealer obtaining ownership. It prohibits manufacturers from amending dealer agreements without the dealer’s consent and ensures manufacturers provide dealers with all makes and models, irrespective of the propulsion method. Furthermore, the bill safeguards dealers from manufacturer interference in pricing, trade-in values, financing terms and the pricing of voluntary protection products. It prohibits manufacturers from treating franchised motor vehicle dealers merely as agents, reinforcing the independence and integrity of our members in the sale and lease of motor vehicles. After completing the legislative session, we had a busy year planning the VIP Charity Gala and auto show, raising over $40,000 for Good News Mountaineer Garage, holding our first destination convention in over a decade, organizing six Jared Wyrick President, WVADA WVADA NEWS 6
“ This past year has been a year of growth, collaboration and advocacy for the automotive industry in West Virginia. title and registration seminars for more than 300 title clerks, and hosting our second Board Retreat for our dedicated members to plan and strengthen our collective vision for the future. West Virginia experienced several changes this election cycle and I look forward to working with the new members of the House and Senate. WVADA will be focused on educating the new members about our industry. The surveys that many of you completed earlier this year have allowed us to publish an economic impact booklet that will serve as a strong educational tool on the importance of franchise dealers and their economic impact throughout the state. WVADA is ready to embrace 2025 with new challenges already peaking above the horizon with Scout’s recent announcement of direct-to-consumer sales of their new line of electric and hybrid vehicles. WVADA has anticipated this move, and we specifically added language to our franchise statute last session to address and forbid this type of action from an OEM. WVADA will ban with NADA and other state associations to ensure that YOUR franchise law is protected and upheld. Again, thanks to all of you for your continued support of WVADA. Here’s to a successful year behind us and an even more prosperous one ahead. WVADA NEWS 7
WVADA 2nd Board Retreat Thank you to everyone who supported and attended WVADA’s 2nd Board Retreat at Eau Palm Beach Resort & Spa at West Palm Beach! We had a great business meeting with a lot of informative information from our great sponsors! THANK YOU, SPONSORS! 8 WVADA NEWS
© 2024 Truist Financial Corporation, TRUIST, Truist purple and the Truist logo are service marks of Truist Financial Corporation. All rights reserved. Truist Securities is the trade name for the corporate and investment banking services of Truist Financial Corporation and its subsidiaries. Securities and strategic advisory services are provided by Truist Securities, Inc., member FINRA and SIPC. | Lending, financial risk management, and treasury and payment solutions are offered by Truist Bank. | Deposit products are offered by Truist Bank, Member FDIC. We’re more than a financial partner. We’re an invested one. True relationships matter. We don’t take this lightly. The best are built on a deep understanding of your short- and long-term goals and always backed by thoughtful, strategic advice in support of your vision. With full-service financial solutions and a deep bench of industry expertise, we’ll build a team around your organization to focus on your success. So, let’s drive further—together. To learn more, visit us at Truist.com/DealerServices.
Thank you to everyone who participated in our recent E-Title and Registration Seminars. We are excited for this next step of progress and welcome DDI Technology as a new vendor in the state. THANK YOU, SPONSORS Grand Pointe Conference Center, Vienna, West Virginia Hilton Garden Inn, Martinsburg, West Virginia Beckley-Raleigh Convention Center, Beckley, West Virginia Wheeling Country Club, Wheeling, West Virginia Charleston Coliseum & Convention Center, Charleston, West Virginia Bridgeport Conference Center, Bridgeport, West Virginia E-Title and Registration Seminars 10 WVADA NEWS
SAVE THE DATE SPONSORSHIP OPPORTUNITIES AVAILABLE! FEBRUARY 20, 2025 For more information or a discounted rate at the Charleston Marriott Town Center, contact Haley Justice at hjustice@wvcar.com. New sponsorship opportunity available for all gala sponsors! Scan QR code below for more info. WVADA VIP CHARITY GALA https://wvcar.com/wp-content/uploads/2024/08/2024-Gala-2.pdf 11 WVADA NEWS
Thank You, 2024 Gala and Convention Sponsors! GALA SPONSORS ▷ PHANTOM SPONSOR Protective ▷ CHANDELIER SPONSORS Capital Automotive DSI United Bank ▷ GRAND MASK SPONSORS King Cut Rate/CJs USI ▷ MASQUERADE SPONSORS Capital City Auto Action Champ Titles ComplyAuto Cox Automotive Huntington Bank Integrum Jackson Kelly PLLC Mountain State Auto Auction Pullin, Fowler, Flanagan, Brown & Poe Reynolds & Reynolds Specialty Underwriters Group Tyler Technologies ▷ JESTER SPONSORS Ally Brightline Dealer Advisors CVR Forvis Mazars Heritage Crystal Clean True Car WSAZ ▷ FEATHER SPONSORS ACV Bakertilly DDI JM&A Group People’s Bank Tetrick & Bartlett PLLC Titos WCHS/Fox11 WOWK Zurich CONVENTION SPONSORS AND EXHIBITORS ▷ EXHIBITORS Ally Brightline Dealer Services Capital Automotive ComplyAuto Cross-Sell CVR DDI Dealer Merchant Service Good News Mountaineer Garage JM&A Group Reynolds & Reynolds United Bank ▷ PRESENTING SPONSORS Protective ▷ HEADLINE SPONSORS Ally Capital City Auto Auction Mountain State Auto Auction United Bank ▷ PLATINUM SPONSORS Capital Automotive Inc. Cross-Sell ▷ DIAMOND SPONSORS Champ Titles ComplyAuto Good News Mountaineer Garage Pullin, Fowler, Flanagan, Brown & Poe ▷ GOLD SPONSORS Brightline Dealer Advisors Cox Automotive DDI Integrum Specialty Underwriters Group TrueCar Tyler Technologies USI Insurance Services ▷ SILVER SPONSORS CVR Dealer Merchant Services Empower Jackson Kelly PLLC Jim Moran and Associates Inc. Reynolds & Reynolds WSAZ ▷ BRONZE SPONSORS ACV Auctions Advanced DMS Carsignment People’s Bank Tetrick & Bartlett PLLC WCHS-Drive Auto Zurich WVADA NEWS 12
1936: Robert Wilson 1937: M.M. Moorehead 1938: H.B. Long 1939: E.B. Hopkins 1940-41: Russell Meredith 1942-44: J.A. Thackston 1945: G.H. Brown 1946-47: Homer Charmichael 1948: Arthur Walker 1949: Richard Chittum 1950: Walter Duncan 1951: A.D. Wolfe 1952: G.C. “Red” Stollings 1953: William Wilson 1954: Paul Layman 1955: Andrew Clark 1956: Bernie Sonderman 1957: A.W. Orndorff 1958: William D. Poland 1959: O.L. Mullin 1960: Harold Hupp 1961: Jack Moses 1962: Joe B. Holland 1963: I. Wilbur Bays 1964: William Simpson 1965: William C. Turnbull, Sr. 1966: George Evans, Jr. 1967: T.A. Galyean, Sr. 1968: James E. Britt 1969: James Thomas 1970: William Robinson 1971: Dutch Miller 1972: Charles Ellison 1973: C.K. Corky Black 1974: C.W. Bill Rechter 1975: George Breckenridge 1976: Luke Gianato 1977: Verner Spohn 1978: Bert Wolfe 1979: Daniel B. Wharton, Sr. 1980: Harry L. Green, Jr. 1981: Ralph E. Hanna, Jr. 1982: Robert “Bob” Robinson 1983: Paul Cole, Jr. 1984: James Pitrolo, Jr. 1985: Larry Smith 1986: Larry LaFon 1987: Jake Rardin 1988: Marvin Ware 1989: Mike Ratz 1990: Alan Chenoweth 1991: James F. Love, III 1992: Bill Forbes 1993: Matt Miller 1994: Robert Urse 1995: Bill Talbott 1996: Ellen Parsons 1997: Robert Moses 1998: Bill Minsker 1999: Richard Stephens 2000: Mike Matheny 2001: Joey Holland 2002-03: Stephen Talbott 2004-05: Jo Marie Pitrolo 2006-07: Chuck Lewis 2008: Barbara Atkins 2009: Wally Thornhill 2010: Harry Green, III 2011-13: Dennis Sheets 2014: Tom Cole 2015: Roberta Robinson Olejasz 2016: Jack Stewart 2017: Joel Goldy 2018: Robin Blankenship 2019: Chris Miller 2020: T.R. Hathaway 2021: Roberta Olejasz 2022: Charles Rashid 2023: JR Toothman WVADA President’s Circle WVADA NEWS 13
Navigating the Dealership Buy-Sell Process HOW A BROKER CAN GUIDE YOU TO A SUCCESSFUL SALE By Jamie Farley, Partner, Mark Shackelford Sr., Partner, and Mark Shackelford Jr., Partner Performance Brokerage Services Understanding the buy-sell process is important for dealership owners considering their future — whether planning to sell or grow through acquisitions. A professional broker, often called a buy-sell advisor, can help dealers navigate this process, offering expert guidance at every stage. Their expertise can simplify the transaction and help ensure a smooth, successful closing. THE ROLE OF A BROKER IN THE DEALERSHIP MARKET Selling a dealership involves much more than finding a buyer. It’s a complex, multi-step process requiring preparation, negotiation and careful management to protect confidentiality while maximizing value. A broker’s engagement can make all the difference in guiding you through this journey, ensuring your interests are protected from start to finish. Clients should expect a hands-on, personalized approach focusing on each dealership owner’s specific needs. STEPS IN THE BUY-SELL PROCESS Here’s an overview of the key stages involved in selling a dealership and how a broker can support dealers through each one: 1. Preparation and Valuation: A smooth sale starts with a well-prepared business. Buy-sell advisors work closely with dealership owners to gather financial data, clean up operational issues and determine a market-driven valuation. This ensures the dealership is presented to potential buyers in the best possible light. 2. Confidentially Marketing the Dealership: Brokers craft a tailored marketing strategy to present the dealership confidentially to a select group of qualified buyers. Their outreach ensures that only serious parties gain access to your sensitive information. 3. Negotiations and Letter of Intent (LOI): Once offers are generated, the negotiations begin. A broker helps navigate these negotiations to ensure both parties agree on key terms, such as purchase price, long-term contracts and real estate considerations. The goal is to create a win-win situation for the seller and the buyer. 4. Due Diligence: After signing the LOI, the buyer conducts a thorough review of the dealership’s financials, contracts and operations. This phase requires careful management, but with experienced oversight from a buy-sell advisor, potential issues can be addressed promptly, keeping the deal on track. 5. Definitive Agreements and OEM Approval: The Definitive Purchase Agreements outline the deal’s final terms. Brokers play a proactive role in expediting this phase, interfacing with both attorneys, assisting with obtaining Original Equipment Manufacturer (OEM) approval — a critical step for all dealerships — and keeping the transaction moving toward closing. 6. Closing: During the final stage, brokers remain fully engaged to ensure all documents are in place and that any post-closing requirements are met. This hands-on approach keeps the momentum going, guiding the deal to a successful conclusion. UNDERSTANDING YOUR CONCERNS: CONFIDENTIALITY, EMPLOYEES AND CUSTOMERS Selling a dealership often brings concerns about confidentiality, employee well-being and maintaining customer relationships. These priorities are addressed with the utmost care throughout the process: • Confidentiality: Selling a dealership requires high discretion to protect business interests and avoid disruptions. Strict confidentiality is maintained throughout the process, and the flow of information is carefully managed so that staff, competitors, customers and manufacturers are unaware of the sale until the appropriate time. • Employees: Owners often worry about what will happen to their employees after the sale. The focus is finding buyers who share a similar culture and value the existing team. Negotiation terms prioritize employee stability and retention, ensuring team members are treated fairly and have opportunities for continued growth. • Customers: Maintaining customer satisfaction and loyalty during a transition is another key concern. Buyers who are committed to delivering excellent service to existing customers are prioritized, preserving the relationships that have been built. The goal is to ensure a seamless transition with minimal disruption for customers. A LONG-TERM PARTNER IN THE PROCESS The value of a broker goes beyond simply brokering transactions. Experienced buy-sell advisors build lasting relationships with clients, supporting them through significant business decisions. With a focus on tailored advice and confidentiality, they help dealership owners successfully navigate the buy-sell process. Whether you are considering selling or expanding through acquisitions, partnering with the right broker makes all the difference. Learn how our experienced team can help you navigate your next move with confidence by contacting Mark Shackelford Sr. at (330) 352-5651 or mark@performancebrokerageservices.com, or Mark Shackelford Jr. at (330) 634-3825 or markjr@performancebrokerageservices.com. WVADA NEWS 14
CALIFORNIA • UTAH • TEXAS • ILLINOIS • OHIO • FLORIDA VIRGINIA • NEW JERSEY • ALBERTA • ONTARIO BROKERAGE SERVICES 949. 461. 1372 • PERFORMANCEBROKERAGESERVICES.COM Our Value Statement Midwest Office East Mark Shackelford, Sr., Partner 330. 352. 5651 | mark@performancebrokerageservices.com Mark Shackelford, Jr., Partner 330. 634. 3825 | markjr@performancebrokerageservices.com 503 West Park Ave, Barberton, Ohio 44203 For a confidential consultation & complimentary evaluation on your business, please contact us: Mark Shackelford, Jr. Mark Shackelford, Sr. MARK SHACKELFORD, JR. MARK SHACKELFORD, SR. JAMIE FARLEY PAUL KECHNIE Mark Shackelford, Sr. has over 40 years of experience as a successful General Motors and Ford dealer, 20-Group moderator, and NADA instructor. Mark Shackelford, Jr. brings his automotive industry expertise from his roles at OEConnection and Smithers before joining PBS to work alongside his dad. BROKERAGE SERVICES Exclusively facilitated by Performance Brokerage Services, Inc. We pledge to do it right, every time, one client at a time. Befriend your client. Lead your client with your expertise. Put your client’s interests ahead of your own. Under all circumstances, do the right thing. The success will follow. MEET OUR TEAM! Helping Dealers Buy & Sell Dealerships EXPERIENCE THE DIFFERENCE!
92nd DCe aolne vr eFn tai omni l y REGISTRATION OPEN AFTER THE FIRST OF THE YEAR STAY TUNED FOR DETAILS! Save The Date JUNE 8-11, 2025 THE GREENBRIER White Sulphur Spring, West Virginia
Shawn Ball is the dealer principal at L&S Toyota of Beckley in Beckley, West Virginia. His long-standing commitment to service in his community has earned him all the recognition that comes with being nominated as the 2025 TIME and Ally Financial Dealer of the Year. Through hard work and determination, Shawn overcame many obstacles and attained the American dream. He never forgot his humble beginnings and has, without fanfare, done so much to help the less fortunate, especially the children in his community. We recently sat down with Shawn and learned more about his life and career, as well as his advice for others in the industry. We want to thank Shawn for his time. The following are excerpts from our conversation. What has been the most rewarding part of your career? What I’ve done for my employees is the most important and rewarding part for me. There’s no way I can be successful unless they’re successful. I’ve had that philosophy since I started in this business. I’ve always been very employee-centric, ensuring they all make good money, are happy and have good family lives. To accomplish this, on any given day, I have to be a part-time psychologist, attorney, accountant or whatever role is needed. When I meet someone new and they ask me what I do for a living, I say, “I’m an HR director” because that’s what this world has become — the world of business. 2025 TIME Dealer of the Year Nominee Shawn Ball Helping employees when they are in need is essential — it’s the difference between a successful company and a failing company. I’ve always tried to offer my employees the very best 401(k)s. In addition, I offer a matching SMART529 college savings account. So, if I have an employee who wants to send their kid to college, they can put money in every month, and I’ll match it. One of my managers told me he paid his daughter’s entire college tuition from the 529. She made it through college, and he did not take one penny out of his pocket. I was one of the first to offer the matching 529, and the state treasurer of West Virginia was so impressed that he brought me to Orlando, to the National Treasurer convention, to speak about what I was doing. There were about 200 treasurers in the audience. I was asked the question, “Why would why would you do this?” I answered, “Because you guys all suck.” The audience looked at me, and they all started dying from laughter. I was supposed to talk for 15 minutes but it ended up being an hour. They wouldn’t let me leave. Throughout my career, I’ve always tried to do things differently, to do the last thing anyone would ever expect you to do because that’s what people remember. And I’m pretty sure that room full of treasurers remembers me. Please tell us about any notable accomplishments. I have had so many things going against me throughout my life, but I am loyal and have a strong work ethic. I did horribly in school. I WVADA NEWS 17
was a solid 2.0 student but made it through college because I worked hard. Now, I’m on the Board of Governors for that college, which is crazy. When placed on the board, I asked, “Did you not research my grades when you put me on here?” But I’m a voice of common sense and dissent, and that is what they wanted. You can’t have someone that goes along with everything. It’s not good for whatever you’re doing. Have you had any mentors along the way? I’ve had many mentors, but some in a different way than most people would consider a mentor. I would consider my dad a mentor because he taught me personally what not to do. My mom and dad divorced when I was young; he wasn’t around until I was a teenager. My mom worked hard to raise three rambunctious boys by herself. It was not always easy, and I have so much respect for her. When my dad came back into the picture, I went to work for him. I got a lot of exposure to the mobile home and car industries. I helped set up mobile homes and sold used cars on the side. Through this experience, I knew I wanted to own my own dealership one day. He taught me to work hard, but he was horrible with money and always seemed to be broke. Watching him taught me not to put people on a pedestal, thinking they can do no wrong. You may not believe this, but I was probably the single shyest kid in the world. I hated speaking to anybody. And being a shy person, it’s hard to have a mentor. I had to come out of my shell when I got to college. Everybody made fun of how I talked, and I was the butt of many jokes. When that happens, you just shut down, get in your shell and try not to say too much. So, my mentors were people in the car industry. Whenever I had the chance, I would ask them questions like, “How did you get into the business?” It would just kill me to do it, but I would ask. I learned a lot from them telling their stories. What advice would you pass along when mentoring others? 1. You have to work hard and work smart, too. A good work ethic is irreplaceable. One of the positive things my parents taught me was to have a work ethic. I never missed work, ever. I was dependable and fiercely loyal until someone proved me wrong. And then, I’m fiercely against it. 2. Be honest. I’ve had so many opportunities to take money under the table and do dishonest things, but I have never. I’ve always been able to look at myself in the mirror and know I have lived up to my standards. Don’t ever lie, cheat or steal, ever. Those are the three words that I tell every employee that I hire. You cannot lie, cheat or steal and still work for me. It’s not possible. 3. Don’t put your mentors on a pedestal. You will miss their imperfections, which will teach you so much more than their successes. If you were to spend a week with me, I assure you you’d know my imperfections. And you can learn from my screw-ups. I’m not perfect by any means, so you have to be able to look at me not as this guy who’s accomplished all these things but as an imperfect human being that you can learn from and decide what you would do differently. That’s the most important lesson I can teach anyone. What does the best day in business look like for you? The best day I’ve ever experienced, and it’s only happened a few times, is a 30-car day. When I was young, poor and broke, I worked as a salesperson at one of the dealerships in Charleston. I remember they averaged 30 car sales a day at that store. It was a huge dealership, and I always thought about how crazy it was to sell that many cars every single day, every day of the week. So, when I first got three stores, we finally got our 30-car day. That was always a big deal to me. We have done it a few more times since then. Having a 30-car day is still a personal goal for me. What keeps you motivated at work? My favorite video in the world, which I watch about once every three or four months, is the motivational commencement speech by Lou Holtz called “Silver Spoon.” It is one thing that cheers me up and motivates me as well. My favorite quote from the speech is: “You’re going to have problems. You’re going to have difficulties. That’s part of life. Don’t tell people about your problems. Do you know that 90% of the people don’t care? And the other 10% are glad you got them, so you’re better off keeping them to yourself.” WVADA NEWS 18
I’ve always thought that complaining about something will probably not be the most productive thing for people around me. Most do not understand how hard I’ve worked. And I don’t expect anyone to give me sympathy. I’m human. I have good and bad days, just like everybody. I’ve eliminated many of my financial concerns, which was a big deal for me. Growing up, I always said, “I want to be a millionaire.” That was one of my biggest goals in life. So, for me to look at one of my employees and tell them how bad my life is, that’s not good. I was dead broke when I was 23 years old. I had just graduated college. My dad passed away. Everything bad that could happen happened. I didn’t have a girlfriend. I didn’t have a wife. I didn’t have kids. I didn’t have anything. It was just me, and I thought, “What am I going to do to make it big in this business?” I dove in headfirst, worked harder than anybody and started building my business. Back in those days, I could call my brother and complain and bellyache about how bad I had things. But, when you become more successful, you must watch what you say. That was a big aha moment. Today, the only person who will listen to my problems is probably the psychologist who I pay $200 an hour to listen to me. When I was young, I always said, “Set small goals that you can achieve, and they’ll lead to big success.” That’s how I lived my life. I set goals, and once I reached them, I would set another goal. It’s a process of small steps. For me, I set goals of being a good salesperson, then a good sales manager, then a good used car man and then to be good at F&R. Once I reached a certain point, if the companies I worked for didn’t want to teach me anymore, I moved to the next one. I did that a few times in my career. If you can’t grow anymore, it’s time to leave and prepare yourself for the next thing. Setting goals will keep you motivated. You also need to be very disciplined and marry someone very disciplined. My wife and I lived in poverty conditions until we were 40. When I bought my first dealership, we lived in an $800-a-month apartment with only two bedrooms and three kids. We had means, but I couldn’t buy this dealership if we had spent all our money elsewhere. My wife had to have 100% faith in me. I don’t know how she did it, but she did. She was there with me, taking all the chances with me. I would ask her, “Do you want me to get a different job where I can make money, and we can buy a nice house? She would say, “No, just keep going. I trust you.” At age 40, she was starting to get a little impatient. She’d tell me, “I’ve never even had a garage or a house with decent heat. When our daughter was born, she had to sleep in a cot at the foot of our bed.” That was hard. People don’t know that part of my story when they see me. That was only 11 years ago. What is your all-time favorite car? And what are you driving today? I am a car fanatic for really nice, expensive cars. My all-time favorite car — that I would do anything to own but would never buy — is a 2014 Ferrari LaFerrari. It’s worth about $4.3 million right now. If I owned one, I couldn’t sleep at night. I’d be afraid that that car would get hurt. So, I drive a newer Tundra and have been driving Tundras for 15 years. What do you do when you’re not working? Do you have any hobbies? I enjoy hunting and fishing, and I own a farm. I bale hay and have cows, chickens, pigs and a donkey named Lulu. My donkey is great. When I purchased the farm a few years ago, my employees bought Lulu for me as a Christmas present. They usually give me something like a rifle or a bow, but one of my wise guy employees thought that I needed a donkey since I have a farm now. They delivered Lulu to the dealership, and my kids were there. They asked me to walk out back with them. I questioned as to why, but they just insisted I come. We finally walked out back, and there she was, Lulu the donkey. I don’t know if it was a gag gift or a real gift, but she’s been with us on the farm ever since. WVADA NEWS 19
TIME Dealer 2015 Hal Green 2009 Jo Marie Pitrolo 2021 JR Toothman 2017 Jed Smith 2011 Wally Thornhill 2007 Kyle Hamilton 2019 Steve Moses 2013 Barbara Moses Adkins 2016 Dennis Sheets 2010 Charles Lewis 2022 Ginny Bowden 2023 Chris Miller 2024 Fred Timbrook 2018 John Miller 2012 No Nominee 2008 Paul Stephens 2020 Wally Thornhill 2014 Bill Cole of the Year PAST NOMINEES WVADA NEWS 20
1979 Andrew Clark 1985 Paul Cole 1991 Clair Chenoweth 1981 Daniel B. Wharton, Sr. 1987 No Nominee 1993 Anthony Pitrolo 1983 Harry Green II 1989 Sam Yanen 1995 James F. Love III 1980 Vern Spohn 1986 Jim Pitrolo 1992 Dan Wharton 1982 Joe B. Holland 1988 James Love III 1994 Mike Ratz 1984 Dick Smith 1990 Marvin Ware 1996 Matt Miller 1997 W. J. “Bill” Talbott 2003 Robert Moses 1999 A. Andrew Earehart 2005 Bill Minsker 2001 George Miller 1998 Ellen M. Parsons 2004 Michael Matheny 2000 Robert Robinson 2006 Larry LaFon 2002 Richard Stephens WVADA NEWS 21
BY THE NUMBERS Restoring Profitability Through Fixed Operations By Tasha Sinclair, CPA/ABV Principal, Tetrick & Bartlett PLLC A recent article in Automotive News confirmed what many dealership owners already knew: The gross profit per vehicle sold has fallen closer to pre-pandemic levels. At the same time, expenses have increased by more than 20% compared to pre-pandemic figures. Given these realities, it’s easy to assume that maintaining net profits is no longer feasible. However, by shifting our focus to fixed operations — the backbone of any dealership — we can still restore profitability. With over 22 years of experience working with dealerships, I’ve observed some best practices in fixed operations that have made a significant impact on a dealership’s bottom line. The following are several key strategies that can help improve profitability in this crucial area: 1. Manage Receivables Carefully Establish clear, consistent policies for extending credit to customers and ensure these policies are strictly enforced. Service and parts managers must stay informed about past-due accounts and warranty claims. Proactive management of receivables will help maintain cash flow and reduce the risk of bad debt. 2. Manage Open Repair Orders I’ve encountered many instances where repair orders remain open after the work is completed — either to circumvent credit policies or absorb policy-related work into expenses. If a repair order is open, the related revenue and expenses are not reflected in the financial statements. Close out repair orders promptly to ensure proper accounting and more transparent financial statements. 3. Communicate Effectively with Service Customers While it’s true that some customers are skeptical about the need for additional repairs, many rely on their service advisors and technicians to identify potential issues. If your team isn’t proactively identifying and communicating necessary repairs, you’re missing opportunities for upselling and risking customer dissatisfaction. Clear communication helps build trust and increase revenue. WVADA NEWS 22
4. Negotiate Warranty Reimbursement Rates It’s important to regularly review and negotiate warranty reimbursement rates with manufacturers. West Virginia franchise laws are strong in this area, but manufacturers will push back. Know the laws that protect your rights and know your manufacturers’ policies. Additionally, continuously evaluate your customer labor rates to ensure they remain competitive while still protecting your profitability. 5. Implement a Credit Card Surcharge One often-overlooked way to improve profitability is by implementing a credit card surcharge. This can help recover the processing fees associated with accepting card payments. However, make sure to comply with all applicable laws. You cannot charge customers more than the processing fee itself, and you must clearly disclose the surcharge before the transaction is completed. 6. Leverage Your 20 Group Throughout my career, I’ve seen the positive impact of sharing best practices among dealerships. Being part of a 20 Group — a group of dealership owners and managers who meet regularly to share experiences and insights — provides invaluable opportunities to learn from others. Use your 20 Group to exchange ideas on fixed operations, gain new perspectives and learn from both successes and mistakes. Remember, all hope of maintaining profits is not lost. By implementing best practices in fixed operations, dealerships can still boost their bottom line and maintain profitability. Take a look at the strategies just discussed and determine which can be implemented in your dealership today. 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. It's easy to donate your car, truck, van, or fleet vehicles and help a West Virginia family get back on the road to work. GOOD NEWS MOUNTAINEER GARAGE GoodNewsMountaineerGarage.com 304.344.8445 1.866.Givecar The program is being presented with financial assistance as a grant from the West Virginia Department of Health and Human Resources registered with the West Virginia Secretary of State's Office. GOOD NEWS MOUNTAINEER GARAGE GoodNewsMountaineerGarage.com 304.344.8445 1.866.GIVECAR 1.866.448.3227 The program is being presented with financial assistance as a grant from the West Virginia Department of Health and Human Resources registered with the West Virginia Secretary of State’s Office. CHARLESTON I MASONTOWN WVADA NEWS 23
I have been receiving more questions about the Federal Trade Commission’s (FTC) changes related to advertising and record keeping. While I have previously summarized the tentative new rules, allow me to take a deeper dive for you. I do wish to point out one important point before moving on. Even if the Vehicle Shopping Rule is struck down by the courts, the FTC has implemented the Junk Fee Rule which would then be applicable to new motor vehicle dealers. While I will address the Junk Fee Rule later, I did not wish this important legal point to go without emphasis. Some brief background: In December of 2023, the FTC introduced the Combating Auto Retail Scams (CARS) Rule in an effort to address alleged deceptive practices in the auto retail industry. This rule, aimed at creating greater transparency and fairness for consumers, will significantly impact new motor vehicle dealers once it goes into effect. I believe a more accurate description is the term used by NADA, and that is the Vehicle Shopping Rule. I will refer to it as the latter hereafter. The legality of the Vehicle Shopping Rule is being reviewed by the Fifth Circuit for the United States Court of Appeals. Oral arguments were heard on Oct. 9, 2024, and a ruling is expected by the end of the year. What follows is a look at the requirements for auto dealers if the Vehicle Shopping Rule is enforced by the Courts as written. KEY REQUIREMENTS FOR DEALERS UNDER THE RULE Should the Vehicle Shopping Rule become effective, new motor vehicle dealers will need to comply with several key requirements. These include clear disclosures on pricing, financing and add-ons, as well as limits on certain fees and practices. Here’s a general breakdown of what will be required: 1. Disclosure of “Offering Price” Dealers must clearly present an “Offering Price” for the vehicle, which includes any dealer fees and “add-ons” that the consumer must pay to buy or lease the vehicle. This “Offering Price” is required to COUNSELOR’S CORNER The Vehicle Shopping Rule and the Junk Fee Rule be disclosed at the time the consumer asks about a specific vehicle, or there is an advertisement showing an amount or financing term on any vehicle or group of vehicles. You can state that the “Offering Price” is negotiable. “Add-ons” are defined as products or services not supplied or installed by the vehicle manufacturer yet charged to the consumer (directly or indirectly) in the context of the vehicle’s sale or lease. “Add-ons” are commonly thought of as physical items that are pre-installed on the vehicle, such as window tint, paint protection, etching, theft deterrent products, roof racks, etc. The only items that do not have to be included in this “Offering Price” are state-mandated fees and taxes. However, and this is very important, our West Virginia documentary fee is not a state-mandated fee, it is a state-allowed fee. Consequently, a motor vehicle dealer will be required to add any documentary fee to the “Offering Price.” The “Offering Price” can then state that it is the price “plus government fees and taxes.” 2. Clear Financing Disclosures Dealers must disclose financing terms transparently, including the annual percentage rate (APR), total interest over the loan term and other financing costs. A major change within the Vehicle Shopping Rule goes beyond your normal Reg. Z (financing) or Reg. M. (leasing) disclosures. When a salesperson or manager presents the “Offering Price,” they are also required to now disclose the monthly payment, the total amount repaid and any down payment. These requirements are beyond, and in addition to, the normal Reg. M and Reg. Z requirements, the trigger being the requirement to disclose the “Offering Price.” To emphasize again, while you can preclude government fees and taxes from the “Offering Price,” best practice would be to clearly state that any “Offering Price,” or total amount repaid, excludes government fees and taxes and that those are additions. 3. Add-On Product Transparency and Value Admittedly, the new proposed Vehicle Shopping Rule is vague regarding its add-on product policies. Add-ons, such as extended warranties, insurance products or By Johnnie Brown, Esq. Pullin, Fowler, Flanagan, Brown & Poe PLLC WVADA NEWS 24
service contracts, must be fully disclosed to consumers, including the cost and impact on financing. Dealers must obtain affirmative consent from consumers before adding these products to the transaction. This requirement helps prevent “packing,” a practice where dealers add extra products or services to the transaction without the buyer’s full knowledge or consent. What is “express or informed consent” for the purpose of add-ons and other charges? The rule requires an unambiguous consent to the charge, both what it is for and its amount. Disclosure must be made both orally and in writing. A dealer will need a separate signed document for each add-on, and translation is necessary. I believe this is going to require the re-drafting of certain product disclosure forms to ensure their clarity. Obviously, we will need to work with our vendors on these forms. This is because the FTC has stated that pre-check boxes and signing at the end of a document are likely not to be enough, and even electronic signatures without context can violate the rule. To emphasize again, we are going to have to use forms that clearly describe the charge, the price of all add-ons (optional and mandatory) and dealer fees, with clear statements that optional products are indeed optional and not needed for purchase or financing. The FTC also believes that certain voluntary protection products have no value. To illustrate this point, the FTC discussed nitrogen-filled tires, particularly when the level of nitrogen is no more than is normal in the atmosphere and overstating its positive attributes to a consumer. GAP was also mentioned, particularly because the value of the car and the customer providing sufficient equity shows that GAP has little value. Accordingly, some thought needs to be given when selling GAP. Service contract values can also be questioned if the service contract materially covered the vehicle for the same time frame and extent that an existing manufacturer warranty provides. The FTC couches this in terms of whether the voluntary protection product or add-on provides benefit to the consumer. The old rule of thumb of offering 100% of the products to 100% of customers 100% of the time may need to be modified. The dealer is going to be required to maintain records that substantiate the benefits of voluntary protection products sold to an individual customer. 4. Record-Keeping Requirements The Vehicle Shopping Rule’s new record retention requirements are extremely burdensome. Dealers are required to create and maintain records necessary to show compliance with the rule for a period of 24 months. This includes all advertisements, sales scripts, training materials, marketing materials, all communications with the customer, such as texts, emails, social media, etc., and other communications, including business development centers. Also included are all retail transactional documents, particularly for add-on consents. Taking a rather expansive approach, the FTC requires dealers to keep records of written complaints about sales, financing or leasing terms and any written questions and responses about any motor vehicle. You can obviously see how burdensome this could become. Lastly, consumer waivers of these requirements are prohibited. 5. Compliance and Penalties Non-compliance with the Vehicle Shopping Rule can lead to significant penalties for dealers. Current penalties exceed $50,000 per violation. Also, the FTC is becoming very aggressive by naming individual dealers and general managers in lawsuits over advertising and issues with voluntary protection products. In fact, even though the Vehicle Shopping Rule is not current law, the FTC is currently attempting to require dealers, in proposed consent decrees, to follow the details of the Vehicle Shopping Rule. The Vehicle Shopping Rule represents one of the most stringent regulatory steps taken in recent years which impacts auto sales. Advocates for the Rule argue that it will foster a more transparent, customer-friendly auto retail environment. As the NADA study has shown, the Vehicle Shopping Rule will require the customer to spend more hours during the buying process, will greatly increase costs for dealerships and overly regulate areas that already are regulated by a myriad of state and federal laws. 6. Junk Fee Rule As stated in the beginning, let’s briefly discuss the FTC’s “Junk Fee Rule.” Currently, the FTC states that the Junk Fee Rule does not apply to motor vehicle dealers because the Vehicle Shopping Rule exists. However, if the Vehicle Shopping Rule ceases to exist, the Junk Fee Rule will apply to motor vehicle dealers. Instead of using the term “Offering Price,” the Junk Fee Rule uses the term “Total Price.” The FTC’s proposed “Junk Fee Rule” defines “Total Price” as the sum of all fees and charges a consumer must pay for a good or service, excluding shipping and government charges. The total price must include all mandatory fees, such as service fees, convenience fees or delivery fees. And the total price must include any mandatory ancillary good or service. Consequently, at least on advertising issues, if the Vehicle Shopping Rule does not come into effect, dealers are going to be required to change advertising practices as just outlined in this article. Be on the lookout for more information. I am working with your association on preparing a quick reference for you to use while navigating these complex legal regulations. As always, do not hesitate to reach out to myself or your association for assistance on these matters. WVADA NEWS 25
Source: Cross-Sell Interactive New Retail Sales Only, Fleet Sales Removed Q3 '23 VS Q3 '22 13.47% -9.01% 50.96% -22.57% Q4 '23 VS Q4 '22 Q1 '24 VS Q1 '23 YTD ‘24 thru October vs YTD ‘23 January-October NEW VEHICLES ALL USED VEHICLES 3-YEAR-OLD OR NEWER USED VEHICLES 4- TO 6YEAR-OLD USED VEHICLES 7- TO 10YEAR-OLD USED VEHICLES Q2 '24 VS Q2 '23 WEST VIRGINIA QUARTERLY NEW LIGHT VEHICLE REGISTRATIONS PERCENT CHANGE VS YEAR EARLIER New vehicle registrations in the state increased by more than 50 percent in Q1 ‘24 compared to Q1 ‘23. Q3 ‘24 declined by 21 percent compared to Q3 ‘23, becoming the lowest-selling quarter so far this year. PERCENT CHANGE IN NEW AND USED VEHICLE REGISTRATIONS DATA SOURCE: www.cross-sell.com WEST VIRGINIA AUTO OUTLOOK, PT. 2 30.32% 35.22% 8.50% 1.68% 9.66% In-depth analysis of the current and historical trends of vehicle sales across the state of West Virginia. WEST VIRGINIA NEW LIGHT VEHICLE REGISTRATIONS 2022 - YTD 2024 2022* 2023 2024** The West Virginia used vehicle market grew by more than 30 percent YTD (JanOct) compared to this timeframe last year. As shown on the graph to the side, the three year old or newer market had the biggest growth with more than 35 percent increase, this consists of model years 2021 or newer. *Historical data for West Virginia began mid-year 2022; Jul-Dec 2022 New vehicle registrations have slowed down over the last few months in West Virginia; however, after November and December sales, there’s a chance for overall YOY growth. 32,015 64,785 50,328 **January 2024 - October 2024 Q3 '24 VS Q3 '23 -21.69% WEST VIRGINIA AUTO OUTLOOK In-depth analysis of the current and historical trends of vehicle sales across the state of West Virginia. DATA SOURCE: REPORT SPONSORED BY: Why You Should Use Cross-Sell.
Source: Cross-Sell Interactive New Retail Sales Only, Fleet Sales Removed WEST VIRGINIA NEW CAR AND LIGHT TRUCK REGISTRATIONS THIRD QUARTER ANNUAL TOTALS Registrations Market Share (%) Registrations Market Share (%) Q1 '24 Q2 '24 Q3 ‘24 % Change Q1 '24 Q2 '24 Q3 ‘24 Change 2022 2023 % Change 2022 2023 Change TOTAL 14,893 17,233 13,963 -18.98 32015 64,785 102.36 Jul-Dec Jul-Dec Toyota 2635 2907 2048 -29.55 17.69 16.87 14.67 -2.20 6547 12549 91.68 20.45 19.37 -1.08 Ford 1774 2129 1699 -20.20 11.91 12.35 12.17 0.44 3676 7459 102.91 11.48 11.51 0.03 Chevrolet 2191 2682 2417 -9.88 14.71 15.56 17.31 0.85 4599 9672 110.31 14.37 14.93 0.56 Subaru 1412 1659 1155 -30.38 9.48 9.63 8.27 0.15 3246 5383 65.83 10.14 8.31 -1.83 Kia 1043 1041 1045 0.38 7 6.04 7.48 -0.96 2175 4305 97.93 6.79 6.65 -0.14 GMC 602 751 684 -8.92 4.04 4.36 4.90 0.32 1266 2605 105.77 3.95 4.02 0.07 Honda 867 1019 832 -18.35 5.82 5.91 5.96 0.09 1414 3388 139.60 4.42 5.23 0.81 Jeep 531 747 681 -8.84 3.56 4.33 4.88 0.77 1669 2825 69.26 5.21 4.36 -0.85 Hyundai 684 806 756 -6.20 4.59 4.68 5.41 0.09 1623 3286 102.46 5.07 5.07 0 Ram 462 514 350 -31.91 3.1 2.98 2.51 -0.12 1150 1942 68.87 3.59 3 -0.59 Nissan 747 767 579 -24.51 5.02 4.45 4.15 -0.57 1569 3427 118.42 4.9 5.29 0.39 Mitsubishi 391 400 316 -21.00 2.63 2.32 2.26 -0.31 805 1857 130.68 2.51 2.87 0.36 Volkswagen 234 302 288 -4.64 1.57 1.75 2.06 0.18 528 887 67.99 1.65 1.37 -0.28 Mazda 164 180 191 6.11 1.1 1.04 1.37 -0.06 226 586 159.29 0.71 0.9 0.19 MercedesBenz 128 104 93 -10.58 0.86 0.6 0.67 -0.26 272 579 112.87 0.85 0.89 0.04 Tesla 102 111 122 9.91 0.68 0.64 0.87 -0.04 155 243 56.77 0.48 0.38 -0.1 Buick 107 97 68 -29.90 0.72 0.56 0.49 -0.16 310 593 91.29 0.97 0.92 -0.05 Dodge 111 249 127 -49.00 0.75 1.44 0.91 0.69 319 638 100.00 1 0.98 -0.02 Lincoln 72 66 65 -1.52 0.48 0.38 0.47 -0.1 91 185 103.30 0.28 0.29 0.01 Lexus 122 128 49 -61.72 0.82 0.74 0.35 -0.08 191 442 131.41 0.6 0.68 0.08 Volvo 78 62 46 -25.81 0.52 0.36 0.33 -0.16 139 232 66.91 0.43 0.36 -0.07 BMW 84 93 45 -51.61 0.56 0.54 0.32 -0.02 127 270 112.60 0.4 0.42 0.02 Audi 76 85 72 -15.29 0.51 0.49 0.52 -0.02 193 372 92.75 0.6 0.57 -0.03 Cadillac 59 66 48 -27.27 0.4 0.38 0.34 -0.02 124 221 78.23 0.39 0.34 -0.05 Acura 59 64 39 -39.06 0.4 0.37 0.28 -0.03 48 135 181.25 0.15 0.21 0.06 Land Rover 33 45 36 -20.00 0.22 0.26 0.26 0.04 44 107 143.18 0.14 0.17 0.03 Wagoneer 32 40 37 -7.50 0.21 0.23 0.26 0.02 132 186 40.91 0.41 0.29 -0.12 Chrysler 35 54 39 -27.78 0.23 0.31 0.28 0.08 110 238 116.36 0.34 0.37 0.03 Rivian 13 2 2 0.00 0.09 0.01 0.01 -0.08 0 10 0 0.02 0.02 MINI 7 7 5 -28.57 0.05 0.04 0.04 -0.01 6 24 300.00 0.02 0.04 0.02 Genesis 7 12 7 -41.67 0.05 0.07 0.05 0.02 13 22 69.23 0.04 0.03 -0.01 INFINITI 7 3 3 0.00 0.05 0.02 0.02 -0.03 9 15 66.67 0.03 0.02 -0.01 Alfa Romeo 4 3 2 -33.33 0.03 0.02 0.01 -0.01 2 3 50.00 0.01 0 -0.01 Porsche 7 9 2 -77.78 0.05 0.05 0.01 0 8 41 412.50 0.02 0.06 0.04 Jaguar 6 13 6 -53.85 0.04 0.08 0.04 0.04 19 21 10.53 0.06 0.03 -0.03 Fisker 2 4 0 -100.00 0.01 0.02 0.00 0.01 0 0 0 0 0 0 INEO 2 1 3 200.00 0.01 0.02 0.02 0.01 0 0 0 0 0 0 Maserati 1 0 0 0.00 0.01 0 0 0 1 2 100 0 0 0 DETAILED RESULTS FOR ALL BRANDS IN WEST VIRGINIA MARKET BRAND REGISTRATIONS The table below shows a new light vehicle (car and light truck) registrations in West Virginia. Figures are shown for the First, Second, and Third Quarters of 2024, and annual totals in 2022 and 2023. Historical data for West Virginia begins mid-year (July) in 2022. www.cross-sell.com
www.thenewslinkgroup.orgRkJQdWJsaXNoZXIy ODQxMjUw