Mississippi AUTO DEALER Pub. 2 2024 Issue 2 MADA Board of Directors and NextGen Dealers Find Success at Mississippi Capitol MADA Legislative Recap
10543 South Glenstone Place, Baton Rouge, LA 70810 • 225-769-9923 • theversantgroup.com MADA'S ENDORSED F+I PROVIDER OF PRODUCTS, TRAINING AND INCOME DEVELOPMENT A FEW OF OUR 50+ TEAM MEMBERS: Keith Decell President Jason Rasti Executive Vice President Cole Miller Director of Training Kenny Roberts Territory Manager Central MS Brandon Choina Territory Manager South MS Michael McLellan Regional Manager - MS Shelley Cavin Client Relations Manager Sunny Mayhall General Counsel
©2024 Mississippi Automobile Dealers Association (MADA) | The newsLINK Group, LLC. All rights reserved. Mississippi Auto Dealer is published four times each year by The newsLINK Group, LLC for the MADA 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 MADA, 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. Mississippi Auto Dealer is a collective work, and as such, some articles are submitted by authors who are independent of MADA. While Mississippi Auto Dealer 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. 13 16 6 CHAIR’S MESSAGE 4 Passing the Torch Trudy Moody, Chair, MADA MADA Legislative Recap 8 A Better Way To Do Business, the Mandal Way 10 Driving Mississippi’s Economy 11 Employee-Related Legal Advice for MADA Members 13 Keeping Cars From Driving Off Your Lot … With the Wrong Driver By Lynn Fitch, Mississippi Attorney General 14 Howell Motors Celebrates 60 Years 16 Wilson Kia New Location, New Look, Same Great Service 18 NADA PAC: Empowering Pro-Car Dealer Candidates for Congress 19 Revolutionizing the Automotive Industry MADA’s NextGen Focus 20 MADA Board of Directors and NextGen Dealers Find Success at Mississippi Capitol 21 Bringing Balance and Integrity to Mississippi’s Highest Court 22 MADA Advocacy Accomplishments Over the Last Eight Years 23 MADA Associate Members CONTENTSPub. 2 2024 Issue 2 3
Passing the Torch Trudy Moody, Chair, MADA Dear MADA Members, It is truly remarkable how swiftly time flies. As I reflect on this year serving as chair of MADA, I find it hard to believe this will be my final report. Serving as chair has been an extraordinary journey, one that I will treasure for a lifetime. I am extremely proud to be a member of such a proactive and supportive dealer body across our great state. As a young dealer in Florida, I vividly recall attending local meetings where discussions often veered into controversy or disputes among dealers. I am happy that this has not been the case in Mississippi. This sense of teamwork has elevated us to become a formidable force within Mississippi, with MADA representing the collective interests of 215 dealerships, fostering the creation of 19,000 jobs statewide. Our role extends beyond mere commerce; in many smaller communities, our dealerships are linchpins for local government funding, driven by the sales taxes we generate ($442 million). I don’t believe there is another industry that supports local communities like car dealers. I’m particularly proud of our accomplishments at the state capitol and on the regulatory front. Meeting with Gov. Tate Reeves last year and then watching him sign HB 401 in the state capitol was a big moment for MADA. It is important to remember that we must stay vigilant and strong with our elected officials because there will be other battles in the future equally as important. Looking ahead, I eagerly anticipate the upcoming state convention in Sandestin from June 23-26, where dealers and industry partners will converge. It’s not too late to register and be part of this enriching experience. While our industry faces its share of challenges, such as EV mandates from Washington, D.C., and manufacturer pressures regarding inventory, I remain optimistic about the future. Throughout my tenure on the MADA Board of Directors and in various leadership roles, my admiration for the organization has only deepened. MADA has provided us with a unified platform, enabling us to carry out our mission to promote, advance and protect franchised automobile dealers. In closing, I extend my heartfelt gratitude to the board of directors for their unwavering support and camaraderie throughout this journey, and to our president, Marty Milstead, for his never-ending enthusiasm, leadership and skill in representing MADA. I have full confidence in Paxton King, who will undoubtedly excel as our chairman. Thank you for the privilege of serving as your chair. I pledge to remain actively engaged with MADA and am always available to lend a helping hand. The future of MADA is bright, and I am excited to witness the continued growth and success of our association. Farewell, Trudy Moody Chair’s Message 4
The Zurich Advantage F&I is evolving, and your F&I provider should, too. Leveraging over 100 years of automotive experience, we’ve developed The Zurich Advantage, a suite of products and services that meet the needs of today’s consumers at the time of purchase – and beyond. The Zurich Advantage provides flexible and customized solutions built to help you maximize every F&I opportunity and deliver a superior customer experience. Universal Underwriters Service Corporation (UUSC), an individual member company of Zurich in North America, is the issuing provider and administrator of Zurich’s vehicle service contracts in all states except Florida. In California and New York, UUSC operates under its DBA, UUSC Service Company (CA License #0C17302). In Florida, the issuing provider an administrator is Vehicle Dealer Solutions (FL License #60132). More Profit. Enhanced Customer Experience. © 2024 Universal Underwriters Service Corporation For more information, contact Michael Firsick at 214-784-5181 or Chad Mains at 901-831-6433. zurichna.com/dealer
Due to the pandemic in 2020, it has been eight years since the Mississippi legislature has had a 120-day session. Other than the first year after statewide elections, the legislature meets for 90 days. With over 3,000 bills introduced in the House and Senate combined, the task of monitoring potential threats and opportunities for the automotive industry in Mississippi is substantial. Medicaid expansion, education and the state retirement plan dominated the agenda from start to finish. Common ground was found on the formula to fund education and some tweaks to the state retirement plan, but the House and Senate leadership were too far apart to agree on any form of Medicaid expansion. Gov. Tate Reeves remains staunchly opposed to any Medicaid expansion plans and was ready to veto any bill coming to his desk. For MADA, this legislative session was a departure from previous years, where we were fighting for major revisions to the franchise law. However, the absence of a major campaign did not mean we reduced our presence at the Capitol. MADA’s president scrutinized every bill introduced to ensure it did not inadvertently impact franchised automobile dealerships. In response to the alarming rise in car thefts at dealerships, MADA focused on increasing the penalties for car thieves with SB 2174. We successfully passed a bill, and on July 1, 2024, car thieves can face imprisonment of up to 30 years for stealing from a dealership with the new law signed by Gov. Tate Reeves. Additionally, SB 2174 grants judges the authority to fine car thieves up to $20,000. This represents a significant escalation from the previous penalties, which capped fines at $10,000 and imprisonment at 20 years. By doubling the potential fines and extending the maximum prison sentence, the new law aims to send a clear message that car theft at dealerships is a serious crime. Lt. Gov. Delbert Hosemann was a driving force in getting a new law. “We want the vehicles to be purchased when they leave the dealership,” Hosemann said after the bill was adopted by the Senate. Ultimately, we need law enforcement to catch the thieves and have aggressive prosecutors and judges to lock ‘em up. The bills targeted by MADA cover a range of topics, including but not limited to antibusiness measures, workers’ compensation, taxation and regulatory matters. For instance, proposals to establish a Mississippi Department of Labor, increase workers’ compensation benefits and impose additional taxes on electric vehicles are among the key areas of concern for MADA and its members. MADA Legislative Recap 6
Below are the other bills of interest to MADA: CAR BUYERS GIVEN MORE TIME TO OBTAIN THEIR TAG Current law requires a new owner of a vehicle to register a car and get a tag within seven working days. After July 1, 2024, buyers of new vehicles will have 30 working days to register their vehicle and obtain a tag. COUNTERFEIT AIRBAG LAW MADA worked with The Alliance for Automotive Innovation on a new law addressing counterfeit airbags in preowned vehicles. Counterfeit airbags are a national and growing concern. The counterfeit airbags are generally offered online by unscrupulous vehicle repair shops. These counterfeits are often filled with debris, such as sawdust, newspaper or nothing at all. MADA had language put into the bill to protect franchised automobile dealers. In short, if a dealer took a vehicle on a trade and did not know that a counterfeit airbag had been installed, there would not be any criminal liability. Maintaining a proactive stance, MADA is committed to safeguarding the gains achieved through past advocacy efforts, particularly in relation to the franchise law. ENDORSED BY: ON AVERAGE, MS DEALERS ADD $60,468 IN PARTS UPLIFT ANNUALLY ARMATUS HAS COMPLETED OVER 15,500+ SUBMISSIONS NATIONWIDE ON AVERAGE, MS DEALERS ADD $53,820 IN LABOR UPLIFT ANNUALLY ARMATUS WORKS WITH 35% OF MISSISSIPPI DEALERS OUR COMMITMENT TO OUR CLIENTS: ÙYou Won’t Lift a Finger: Armatus does all the work for you. ÙFully Contingent Fee: You only pay when you are approved. ÙSpeed and Accuracy: No one completes a submission faster. ÙOptimization: Proprietary software guarantees you the best result. (888) 477-2228 | info@dealeruplift.com WWW.DEALERUPLIFT.COM If you have already completed a submission in-house or with another vendor, you may still have significant opportunities to gain more. If we can’t improve your results, you owe us nothing. Between our scientifically proven optimal results, and our speed of processing, we will literally pay our own fee. Reach out today for a no-obligation evaluation of your parts and labor rates. 7
A Better Way To Do Business, the Mandal Way “You always have to be changing. You always have to be reinventing yourself. You always have to be coming up with new processes and better ways to do things.” — Bo Mandal, President and CEO of Mandal Automotive Group. April 19, 2015, was a day that Bo Mandal will never forget. It was his mom’s birthday, which made the date easy to remember, and Bo had decided not to go into the office and spend time at home. He wanted to work in the yard and do some spring cleaning. As Bo pulled weeds and pruned the rose bushes, he had the dealership and how things were working running through his mind. “I remember that I kept thinking to myself, ‘There just has to be a better way to do this business. There must be a more hospitable way. I want our customers to feel like they are walking into an Apple store, but not just an Apple store, almost like an Apple store meets a Ruth’s Chris Steak House,’” Bo recalled. That very day, Bo came up with a plan. He wanted his dealership to have a fun, vibrant feeling combined with great hospitality and excellent service. The next morning, Bo went to work, pulled his team together and said, “Let me tell you what we’re going to do … We’re not going to have salespeople; we’re going to have product specialists. We’re not going to have managers anymore; we’ll have leadership teams, and those leadership teams will help those product specialists.” Bo continued, “We’ll take customers’ orders and service them by teaching them about the products. And if they want to buy a car, we will deliver them a car.” The plan started out with language changes, and procedure changes quickly followed. “Everybody looked at me like I was crazy at the time. I felt like I was herding cats,” Bo mused. “It was a nightmare. All the traditional-minded employees quit.” That was hard for Bo as he values his employees. The core set of employees who chose to stay got on board with the plan. The next few months were filled with uncertainty and changes. Although there was no map to follow and the team was in unnavigated territory, the idea of where Bo wanted to take the company shone bright. He meticulously added procedures and continued to make changes, all while keeping detailed notes in a big black book. Bo likens this experience to “building the airplane while we were on it.” At the eight-month mark, things had not come together as well as Bo would have liked. “I was missing a few pieces. I didn’t know what they were, and I was trying to figure it out, which was frustrating,” Bo stated. “I remember saying to my vice president, Daniel Ruggiero, ‘Let’s just say to hell with it and go back to the old way of doing things.’ Which is not in my DNA to be like that.” That moment of weakness was met with a strong “We are not stopping now! We are going to see this through,” from Daniel. Fourteen months and many changes later, the store hit an all-time record high volume of 250 units. Everything had come together and was working better than anyone could have imagined. The black book on Bo’s desk became the training manual. “I literally have two black books, big architectural books that sit on my desk to this day. We wrote the process of this whole thing from start to finish on how to make our dealership hospitality-centric,” Bo said proudly. 8
“We took the pressure out of sales, away from the customer and from our associates. When this reimagining started, there were about 100-150 units sold per month. Now it is in excess of 600 on average. Our customers are referred to as our guests now. We have reimagined how we go to the market, how we sell cars and how we do things. We completely changed from a sales business to a hospitality business.” Today, guests are at the heart of all that happens, but it all starts with hiring the right people. “Guests are very important to what you’re trying to accomplish, and if your associates are treated right and trained properly, you don’t have to worry about the guest experience,” Bo said. “We hire for hospitality and train for culture.” There are associates in the buildings from the time they open to the time they close; all they do is clean the facility and the furniture. “It looks like the day we built it,” Bo said. The floors are always swept and shined; the building gets a fresh coat of paint every two years, no matter what. When guests walk into the facilities, it looks like the day it opened — very welcoming and intentionally immaculate. Guests can further enjoy their experience with a menu of snacks and drinks that changes regularly. Now that says welcome! The Mandal Auto Group has three stores on their main campus in the beautiful Gulf Coast city of D’Iberville, Mississippi: Mandal Buick GMC, Galleria BMW and Mandal Chrysler Dodge Jeep Ram. The 25-acre campus is located right at the corner of I-10 and I-110 and has a little over 300 employees. Bo Mandal has received Dealer of the Year for Buick GMC, the GM President Award and the BMW Dealer of the Year for seven years in a row. Additionally, Mandal Chrysler Dodge Jeep Ram is the fastest-growing Chrysler Dodge Jeep Ram store in the Southern Region. The Mandal Group has as many women employees and leaders as they do men. In fact, most of the leaders in the organization are women. They shattered the glass ceiling long ago. Today, the company has found a niche in hiring, mentoring and coaching the younger generation. Bo encourages his employees “to be career oriented and have a path forward to a successful career, raise a family and buy a home.” One of the biggest accomplishments that Bo is proud to share is that dozens of associates, who are in their mid-20s, have bought their first home. That is truly amazing! According to Bo, all of this was made possible because of the wonderful upbringing he had. He was born and raised on the Gulf Coast of Mississippi. He and his two sisters spent time playing in and out of the water and learning the value of a hard day’s work. In 1998, Bo and his father purchased a dealership and together, through trial and error, have created something really special — a better way to do business, the Mandal way. 9
Source: Bureau of Labor Statistics, Center for Automotive Research, NADA, S&P Global, Taxfoundation.org, U.S. Census Bureau $591M $8.4B 0.7% Includes income taxes paid for direct, indirect and induced jobs. PAYROLL TOTAL SALES (all dealerships) REGISTRATIONS STATE SALES TAX PAID NATIONAL AUTOMOBILE DEALERS ASSOCIATION NADA Industry Analysis | 8484 Westpark Drive, Suite 500, Tysons, VA 22102 | 800.557.6232 | economics@nada.org NADA Legislative Affairs | 412 First St. SE | Washington, DC 20003 | 800.563.5500 | legislative@nada.org 175 DEALERSHIPS (new car) 18,937 TOTAL JOBS (created by dealerships) Includes 8,533 direct jobs and 10,404 indirect and induced jobs. 49 EMPLOYEES (average per dealership) Driving Mississippi’s Economy Annual Contribution of Mississippi’s New-Car Dealers Numbers reflect annual economic activity during 2023. $69,277 Average Annual Earnings $170M State and Federal Income Taxes Paid Mississippi’s Share of Total U.S. New-Vehicle Registrations $442M 215 10
EmployeeRelated Legal Advice for MADA Members One of the major challenges at dealerships is handling personnel issues that regularly occur. Included as a part of the benefits offered to MADA members is free legal advice from Fisher Phillips. If you are not familiar with Fisher Phillips, they are an award-winning law firm specializing in legal issues on employment law. Often, dealerships have a personnel matter and need a quick answer. Steve Cupp with the Fisher Phillips Gulfport office will be able to assist you. Members are entitled to up to one hour of advice, at no charge, on labor and employment law. Fisher Phillips also specializes in employee handbook review or drafting, supervisor/management training and audits for compliance, as well as any other employee-related issues. To reach Steve, email scupp@fisherphillips.com or call (228) 822-1440. • Labor Relations • Employee handbooks • Employment Law Counseling and Litigation • HR Policies and procedures • Independent contractor issues • OSHA Compliance and defense • Purchasing or selling a dealership • Staffing and contingent workers • Workers’ Compensation • Wage and hour law Steve Cupp Partner | Gulfport/New Orleans 228.822.1440 scupp@fisherphillips.com Fisher Phillips brings valuable legal counsel to MADA members. Our labor and employment law firm offers auto dealerships the following services: A driving force in labor and employment law for more than 70 years. fisherphillips.com 2505 14th Street | Suite 300 | Gulfport, MS 39501 11
STRONG? Is Your Marketing Plan (801) 676-9722 | (855) 747-4003 sales@thenewslinkgroup.com Advertise in this magazine and strengthen your business. CONTACT US TODAY. QR Code: website /#ad-space 12
Keeping Cars From Driving Off Your Lot … With the Wrong Driver By Lynn Fitch, Mississippi Attorney General The National Insurance Crime Bureau reports that approximately one motor vehicle is stolen every 32 seconds. In 2022, for the first time since 2008, there were more than one million vehicle thefts. They are not just disappearing from parking lots, driveways and garages. Dealerships are increasingly targeted, representing about 50% of the stolen vehicles. In fact, news reports from just the past month include victimized dealerships in Alabama, Tennessee, Maryland, Illinois, Ohio, Georgia, Michigan and right here in Mississippi. In 2021, the attorney general’s office joined a network of law enforcement agencies dedicated to fighting motor vehicle theft in cooperation with law enforcement agencies all along the Eastern seaboard and throughout the Southeast. The Mississippi Regional Vehicle Theft and Recovery Task Force has reached as far north as New Jersey, gathering intelligence that helps us to disrupt vehicle theft operations and recover stolen property. And because of the integral role that technology plays in modern vehicle theft, our cyber crime division figures in prominently to this work. With statistics and headlines like these, it might feel like there is not much you can do to protect your business. However, an informed and ready dealership team is a great defense for these schemes. Here are a few tips you can use to protect your business and your inventory from thieves: • Limit access to key fobs. Key fobs are literally the key to most of the methods for theft from dealership lots. Key fobs should be kept secure in tamper-proof lock boxes during and after business hours, and access to that secure location should be limited. Key fobs for higher target vehicles should be kept in a faraday or other radio frequency (RF)-blocking container. • Train your team. One of the easier methods for getting a key fob is simply swapping out a blank key fob for the real one following a test drive. Training staff to identify decoy key fobs and check fobs can help detect this scheme before the vehicle can disappear. One of the more sophisticated methods is a relay theft, where one thief holds a relay device near the car and another holds a similar device by the fob, tricking the car and letting a thief get in quickly. Train your whole team — everyone from the sales associates to the finance manager — to be on the lookout for suspicious behavior. • Talk to each other. If you are experiencing vehicle theft or even attempted theft, use your network at the Mississippi Automobile Dealers Association to share your knowledge with others. Working together to be informed and vigilant, you can help thwart the bad guys’ plans. • Involve law enforcement early. Even the savviest of dealers can fall victim, and my office is here to help when you need us. If you suspect fraud of any type, the best time to contact law enforcement is early. In addition to heading off theft before it happens and recovering stolen vehicles, your early warnings may help to provide information that can be used to crack other crimes. We are pleased to work with Mississippi’s auto dealers to keep your businesses open and your property safe. Contact my office at (601) 359-3680 or investigations@ago.ms.gov, or visit attorneygenerallynnfitch.com. Do not hesitate to let us know how we can help. 13
Howell Motors Celebrates 60 Years “I am so grateful and thankful the good Lord has been great to us. As you know, most businesses in this country don’t survive for 60 years. They don’t survive for three generations, much less four — I’ve always said the test of time is the greatest indication of any product or service. So, I think this speaks well of our devotion, our work ethic and our ambition.” — Paige Howell Howell Motors opened its doors on April 9, 1964, in Summit, Mississippi. W.A. Howell, along with his sons, Krandall and Gerald, were the original business partners. Over the years, they owned a number of different franchises. Today, Howell Motors is co-owned by Krandall and his son Paige. The dealership, located on Highway 51 in the Summit/McComb area, started out selling Volkswagens, and over the years, the family has sold many brands, including Datsun, Jeep, Mazda, Mitsubishi, Hyundai, Cadillac, Oldsmobile and Pontiac. Currently, they offer GMC and Nissan, and are happy selling these two iconic brands. At age 81, Krandall is semi-retired but still acts as a partner on bigger-picture decisions. Paige runs the day-to-day operations. His commitment to the business and the customers is shown day in and day out. Howell Motors has a loyal customer base and their success can be attributed to the family’s hard work, dedication and commitment to providing quality service to their customers. “I love the people part of this business. Rural Mississippi is a great place to live because everybody is kind, personable and loving. Sitting down with customers, giving them options and discussing the best automobile to fit their particular needs is what drives me,” Paige said. Paige’s son, Kran, has worked at Howell Motors beginning in high school and then throughout college. He is a proud fourth-generation partner and is currently working as the F&I manager. There is a succession plan in place for him as he learns hands-on how each department works and someday takes over the business to continue the family legacy. 14
Howell Motors has been a member of the Mississippi Automobile Dealers Association (MADA) since the early 80s. “We believe in MADA and what it does for the dealers in this state. We are blessed with really good leadership — I’m very appreciative of Marty and the team and all that they do for dealers,” Paige said. In fact, Krandall was the first import dealer to serve on the MADA Board of Directors. To celebrate 60 years in business, Howell Motors invited their customers to stop by and spend the afternoon catching up, reminiscing about old times and talking about the future. A large gathering of community members and customers showed up, kicked back and enjoyed cookies, cake and soft drinks. Congratulations, Howell Motors! Here’s to another 60 successful years. 15
Wilson Kia New Location, New Look, Same Great Service Wilson Auto Group, with locations in Mississippi and Tennessee, has earned every major customer satisfaction award from the manufacturer. The Dealer Principal and President, Doug Wilson, is a Mississippi native who was nominated for the 2019 TIME Dealer of the Year award. His father, Howard Wilson, ran a Buick dealership where Doug spent time learning about all aspects of the business. When Howard passed away, Doug made the decision to go out on his own and he formed Wilson Auto Group. That was 36 years ago, and the company is not slowing down. Today, Doug’s daughter, Lauren Wilson Reeves, a third-generation dealer, is following in her father’s footsteps. Lauren’s passion for the industry is inspiring. In her own words, “I love how fast-paced this business is and that you get to meet new people every day. I learn new things every day as the market is always changing.” She continued, “I love what I do and never want to do anything else. It’s almost like it’s in my blood — it’s just ingrained in me. I love whenever a customer gets a new car; it’s always fun to be able to help somebody through that process.” As the general manager of the newly designed and constructed Wilson Kia store in Brandon, Lauren is excited to continue helping customers find their perfect car while living up to the company slogan: Buy happy! That certainly seems to be the case; over a thousand happy customers have left glowing Google reviews about their Wilson Kia car-buying experience. When asked why the new location was needed, Lauren explained that after 25 years, the Wilson Kia store on Lakeland Drive had outgrown its location. The decision was made to build a new store in Brandon. Wilson Kia broke ground for the new facility on Jan. 27, 2023. The construction of the 20,221-square-foot building was carefully planned by a team of talented 16
architects with Lauren at the helm. The Kia Gallery program was at the center of the high-end, customer-focused design. “We want the new store to elevate customer’s expectations and inspire them,” Lauren said. “I helped them build this baby from the ground up. It was a very long project, but it was definitely a labor of love.” The new facility is able to accommodate more customers and get them in and out in a timely fashion. “We have elevated the customer experience by giving people more room to lounge and hang out in the service area. We have more technicians and advisors to help customers promptly,” Lauren explained. “We are passionate about providing exceptional service, building lasting relationships and making a positive impact on our community.” The shop capacity has doubled, going from six bays to 12. Fitted with an EV lift, EV charger and an additional DC charger, they are ready for the customer of the future. The Grand Opening of the new store was held on March 7. Over 200 members of the community stopped by to celebrate and have fun with the Wilson Kia team. Crawfish, hamburgers and a delicious barbecue were served to attendees and topped off the day’s festivities. Congratulations to Wilson Kia! We wish you years of happiness and success. DID YOU KNOW? Enjoy your association news anytime, anywhere. Scan the QR code to visit our online publication to stay up to date on the latest association news, share articles and read past issues. mississippi-auto-dealer.thenewslinkgroup.org 17
NADA PAC: Empowering Pro-Car Dealer Candidates for Congress With the ever-changing regulations and legislative efforts impacting automobile dealers coming out of Washington, having a strong political voice is paramount. That is where the NADA PAC steps in, financially supporting candidates who champion the interests of car dealers across the nation. Mississippi dealers, recognizing the significance of a unified voice, have been actively supporting the NADA PAC, ensuring that we have allies in Congress. From regulations on emissions to FTC actions, decisions made in Washington have a profound impact on dealership operations and customer experiences. Recognizing this reality, MADA actively provides financial support for candidates who have a history of getting behind legislation that is positive for our industry. With the upcoming elections looming on the horizon, MADA has thrown its weight behind candidates who prioritize the concerns of car dealers. Among the recipients of MADA’s support are notable figures such as U.S. Sen. Roger Wicker, Congressman Trent Kelly, Congressman Michael Guest and Congressman Mike Ezell. These candidates have demonstrated their commitment to understanding the challenges faced by dealerships and have pledged to advocate for policies that promote a thriving automotive market. The significance of supporting congressional candidates cannot be overstated, especially in times of uncertainty and rapid change. By supporting candidates who align with their interests, dealerships ensure that their concerns are not overlooked when decisions are made that could impact the livelihoods of automobile dealers. As the leadership for Congress hangs in the balance, every contribution to the NADA PAC serves as a crucial investment in the future of the automotive industry. With the November elections approaching, Mississippi dealers have an opportunity to shape the direction of policymaking in Washington. The importance of political engagement and support for pro-dealer candidates cannot be overstated, for it is through such efforts that dealerships can secure a future for themselves and the communities we serve. 18
MADA’s NextGen Focus Revolutionizing the Automotive Industry In the ever-evolving world of automobile dealerships, staying ahead of the curve is paramount. Trudy Moody, chair of MADA, understands this better than most. As a second-generation dealer herself, Moody’s passion lies in nurturing the dealers of tomorrow. With the launch of an initiative targeted at NextGen dealers, MADA aims to provide a platform for emerging leaders to collaborate, innovate and shape the industry’s future. Recognizing the need for NextGen dealers to exchange ideas and refine their business strategies, MADA invited a group of dealers to the February Board of Directors meeting and a visit to the Mississippi Capitol. The event provided a unique opportunity for the dealers to engage with state legislators and express the importance of our industry. Among the attendees were Josh Blackmon (Dwayne Blackmon Chevrolet), Luke Cannon (Cannon Motor Company), Tyler Field (Landers Automotive Group), Bo Gilbert (Homer Skelton Ford), Tyler Kirk (Kirk Auto Group), Payton Massey (Walt Massey Automotive Group), Jordan Stevens (Crossroads Chevrolet GMC), Taylor Whatley (Mike Whatley Honda) and Lauren Wilson Reeves (Wilson Kia). Reflecting on the experience, Lauren Wilson Reeves of Wilson Kia expressed gratitude for the educational insights gained and the chance to amplify the collective voice of NextGen dealers. “The NextGen day at the Capitol was great. It is very educational to connect the importance of having a strong, unified voice with state legislators. I am thankful to be a part of such a great organization,” Reeves remarked, echoing the sentiments of her peers. Looking ahead, MADA is committed to providing ongoing support and resources for the NextGen group. With an eye toward inclusivity and collaboration, the organization welcomes other dealers to join this transformative initiative. As the automotive landscape continues to evolve, MADA and its NextGen leaders stand poised to drive innovation, foster excellence and shape the industry’s future. 19
MADA Board of Directors and NextGen Dealers Find Success at Mississippi Capitol The MADA Board of Directors, accompanied by a group of NextGen dealers, made their presence known at the Mississippi Capitol. Having dealers under the dome served as a reminder of the importance of the automotive industry to the state’s economy and the vital role MADA plays in advocating for its members. For MADA, the annual pilgrimage to the state Capitol forms a cornerstone of their legislative grassroots strategy. While specific bills may not be at the forefront this year, the sight of dealers within the capitol serves as a potent reminder of the industry’s presence and influence on lawmakers. “Maintaining a strong presence among legislators is crucial,” emphasized MADA Chair Trudy Moody. “We’re excited to enlighten the next generation of dealers about our ongoing legislative efforts.” According to MADA President Marty Milstead, the impact of dealers directly engaging with lawmakers cannot be overstated. “When dealers show up at the capitol, it elevates our lobbying efforts,” Milstead asserted. “Legislators take notice when they hear directly from business owners.” It is always a great experience for the dealers attending as well. For many, it is their first trip to the beautiful Capitol. The visit wasn’t just about politics; it was also a chance for dealers, many of whom were attending for the first time, to experience the grandeur of Mississippi’s Capitol. As they observed the Senate in action, the dealers received a warm acknowledgment from senators, highlighting the respect and influence they command across the state. An integral part of the capitol visit was a lunch session, during which dealers had the privilege of hearing insights from Rep. Rodney Hall and Sen. Daniel Sparks. The forum provided a unique opportunity to get a deeper understanding of the challenges and opportunities facing Mississippi. Reflecting on his experience at the capitol, Taylor Whatley, the new managing partner and co-owner of Mike Whatley Honda, expressed gratitude for the opportunity to engage with MADA’s leadership and gain insight into the association’s advocacy efforts. “I really appreciate the efforts of Trudy to get younger dealers involved with MADA. Spending time with the Board of Directors at the Capitol was very educational,” he remarked. As the landscape for the new automotive industry continues to evolve, initiatives like the MADA Capitol visit serve as a reminder of the collective voice and influence wielded by industry stakeholders. By fostering collaboration between seasoned leaders and emerging talents, MADA remains steadfast in its mission to promote, advance and protect Mississippi’s franchised automobile dealers. 20
Bringing Balance and Integrity to Mississippi’s Highest Court Sen. Jennifer Branning, a seasoned figure in Mississippi politics, has thrown her hat into the ring for the Mississippi Supreme Court. With the support of MADA Auto PAC and a track record of conservative values, Branning’s candidacy promises to uphold the integrity of the judiciary while advocating for a fair and balanced legal system. During Branning’s years in the legislature, she has been a strong vote on MADA initiatives, including warranty reimbursement and HB 401 last year. For decades, Mississippi courts grappled with the shadow of “Jackpot Justice,” a term coined to describe the dominance of trial lawyers and the resultant skewed legal environment. In response, the Mississippi legislature initiated tort reform, striving to bring fairness and balance to the state’s legal proceedings. Mixed in with the federal elections will be some Supreme Court races, where the stakes are still important. Sen. Branning, a respected figure in both legislative and legal circles, offers a unique blend of experience and commitment. Having served in the Mississippi Senate since 2016, she has earned a reputation as a steadfast advocate for conservative principles and pro-business policies. As chair of the Transportation Committee, Branning has demonstrated her capacity for leadership and her dedication to the betterment of Mississippi’s infrastructure. In her bid for the Supreme Court, Branning emphasizes the importance of impartiality and fidelity to the law. She asserts that judges must uphold the Constitution and refrain from legislating from the bench — a sentiment echoed by many in the legal community. With over two decades of experience as an attorney and a deep understanding of Mississippi’s legal landscape, Branning is poised to bring clarity and consistency to the court’s decisions. Throughout her tenure in the Senate, Branning has championed initiatives aimed at streamlining government regulations and fostering a business-friendly environment. Her efforts to eliminate the franchise tax and reduce bureaucratic red tape have garnered praise from industry leaders and earned her accolades such as the “Business Champion” rating from BIPEC. Yet, Branning’s dedication extends beyond legislative achievements. Her commitment to the principles of faith, family and community underscores her candidacy across District 1. Sen. Jennifer Branning embodies the values of integrity, fairness and conservatism that define the spirit of the state. With her proven track record and unwavering commitment to upholding the rule of law, Branning offers a vision of a judiciary that serves all Mississippians with equity and honor. In her, Mississippi finds a candidate worthy of its highest court — a candidate who will safeguard its future while honoring its traditions. 21
MADA Advocacy Accomplishments Over the Last Eight Years 2016 ; Regulation 8 worked to have the “Documentary/Service Fee” changed at the Motor Vehicle Commission ($425). 2018 ; Passed legislation to stop Title Washing. ; Successfully stopped efforts of the manufacturers to pass legislation taking the rulemaking authority away from the MMVC. 2019 ; Passed legislation requiring manufacturers to pay dealers for used vehicles with recalls that have a do not drive or do not sell. ; Passed a law protecting dealers from manufacturers regarding unnecessary facility upgrades (10 years). ; Helped elect Gov. Tate Reeves and Lt. Gov. Delbert Hosemann through record-breaking MADA Auto PAC contributions. 2020 ; Passed the “Back-to-Business Liability Assurance Act,” enacting reasonable safeguards against a potential surge of coronavirus lawsuits. 2021 ; Completed Operation 47 and passed a law requiring manufacturers to reimburse dealers at retail for parts and labor. ; Passed a law eliminating the double sales tax imposed in June. ; Defeated legislation to increase the sales tax on automobiles (5% to 7.5%). 2023 ; Passed a law that prevents a manufacturer from owning a dealership and unfairly competing against franchisees. ; Reached a new record in giving to statewide and legislative candidates. MADA Auto PAC was instrumental in helping re-elect Gov. Tate Reeves and Lt. Gov. Delbert Hosemann. 2024 ; Passed a law increasing penalties on car thieves. 22
360 Auto Displays Ty Hinson PO Box 1770 Meridian, MS 39302 (601) 479-0303 ty@360autodisplays.com www.360autodisplays.com ACV Auctions Pam Patton 640 Ellicott St., Ste. 321 Buffalo, NY 14203 (412) 303-8999 ppatton@acvauctions.com www.acvauctions.com Ally Financial David Luke 1735 N. Brown Rd., Ste. 500 Lawrenceville, GA 30043 (901) 378-5065 david.luke@ally.com www.ally.com/auto American Fidelity Assurance Co. Steve O’Kane 9000 Cameron Pkwy. Oklahoma City, OK 73114 (800) 654-8489, ext. 2485 steve.o’kane@americanfidelity.com www.americanfidelity.com Armatus Dealer Uplift Joe Jankowski 50 Schilling Rd., Ste. 200 Hunt Valley, MD 21031 (443) 391-5701 joej@dealeruplift.com www.dealeruplift.com Assurant Dealer Services Brett Malbrough 175 W. Jackson Blvd. Chicago, IL 60604 (312) 356-3000 brett.malbrough@assurant.com www.assurant.com Bank of America Thomas Ballard 3455 Peachtree Rd. NE Atlanta, GA 30326 (770) 364-7078 thomas.ballard@bofa.com www.bankofamerica.com Bo Haarala Autoplex Karen Fears 1003 S. Frontage Rd. Meridian, MS 39301 (601) 482-7539 khfears@yahoo.com www.bohautoplex.com Brightline Dealer Advisors Stephen Pate 15301 Dallas Pkwy., Ste. 500 Addison, TX 75001 (205) 242-8908 spate@brightlinedealer.com Pat Sanders (256) 882-2105 psanders@brightlinedealer.com www.brightlinedealeradvisors.com Brown & Brown Dealer Services Gerry White 6600 Brookside Dr. Roswell, GA 30076 (404) 432-1514 gerry.white@bbrown.com www.bbrown.com/specialties/ dealer-services Cadence Insurance Services Charlie Chandler 525 E. Capitol St., 2nd Fl. Jackson, MS 39201 (601) 366-3436 charlie.chandler@cadenceinsurance.com cadenceinsurance.com MADA Associate Members 23
CCMSI Donna Allen PO Box 1378 Ridgeland, MS 39158 (601) 608-1001 dallen@ccmsi.com www.ccmsi.com CCMSI John Burns PO Box 1378 Ridgeland, MS 39158 (601) 899-0148 jburns@ccmsi.com www.ccmsi.com Century Construction Company Betsy Dowell 400 W. Parkway Pl., Ste. 200 Ridgeland, MS 39157 (601) 591-3413 bdowell@centurycg.com centurycg.com Columbus Motor Company Judy Younger 2302 Main St. Columbus, MS 39701 (662) 328-1430 columbusmotorco@bellsouth.net ComplyAuto Privacy LLC Hao Nguyen 5900 Sycamore Canyon Blvd. Riverside, CA 92507 (661) 214-9760 hao@complyauto.com complyauto.com Cooley Motor Company Bob Cooley 1117 Mississippi Dr. Waynesboro, MS 39367 (601) 735-4323 cooleymotorco@bellsouth.net Cox Automotive Polly Penna 3003 Summit Blvd. Atlanta, GA 30319 (516) 547-2242 polly.penna@coxautoinc.com www.coxautoinc.com Dealers Auto Auction of Jackson Jessica Williams 1657 Old Whitfield Rd. PO Box 97509 Pearl, MS 39288 (601) 956-2700 jwilliams@dealersauto.com www.dealersauto.com Dealer Merchant Services Laura Mellencamp 13140 Coit Rd., #364 Dallas, TX 75240 (817) 404-9523 laura@dealermerchantservices.com dealermerchantservices.com Dealerslink Randy Roberts 11001 W. 120th Ave., Ste. 400 Brookfield, CO 80021 (256) 424-3723 randy.roberts@dealerslink.com public.dealerslink.com DSMA Greg Brown 200 S. Wacker Dr., Ste. 3100 Chicago, IL 60606 (615) 714-8612 greg.brown@dsma.com dsma.com Diversified Dealers Association Thomas J. Loup 5001 Hwy. 190, Ste. D-4, Office 4 Covington, LA 70433 (985) 630-8900 thomasjloup@gmail.com diversifieddealers.com Dixie Auto Group Patrick Sellers 15673 Hwy. 8 W. Grenada, MS 38901 (662) 226-5637 psellers@dixieautoauction.com www.dixieautoauction.com Dominion DMS Arlene Clements 1515 S. Federal Hwy., Ste. 406 Boca Raton, FL 33432 (858) 693-3684 arlene.clements@dominiondms.com www.dominiondms.com Dynatron Software Maureen Martin 2703 Telecom Pkwy., Ste. 140A Richardson, TX 75082 (972) 663-5998 mmartin@dynatronsoftware.com www.dynatronsoftware.com Epic Insurance Brokers & Consultants Cameron Crane 2720 3rd Ave. S., Ste. 100 Birmingham, AL 35233 (205) 581-3345 cameron.crane@epicbrokers.com www.epicbrokers.com Fisher & Phillips LLP Steve Cupp 2505 14th St., Ste. 300 Gulfport, MS 39501 (228) 822-1440 scupp@fisherphillips.com www.fisherphillips.com Frank Hamilton Sims/ DEALERPLUS Frank H. Sims 6301 Piccadilly Square Dr. Mobile, AL 36609 (251) 342-5669 fhsinc@mindspring.com dealerplusinsurance.com GPW & Associates Inc. Bryan Dobson 3101 N. Central Ave., Ste. 200 Phoenix, AZ 85012 (602) 812-4198 bdobson@gpwa.com www.gpwa.com GSFS Group Matthew Strakna 1345 Enclave Pkwy. Houston, TX 77077 (346) 342-6404 mstrakna@gsfsgroup.com www.gsfsgroup.com MADA ASSOCIATE MEMBERS CONTINUED 24
Henderson Hutcherson & McCullough PLLC Travis M. Horton 1200 Market St. Chattanooga, TN 37402 (423) 756-7771 thorton@hhmcpas.com www.hhmcpas.com Holmes Motors Inc. Kathy Atkins 10651 Boney Ave. D’Iberville, MS 39540 (228) 392-4054 andrear@holmesmotrs.com www.holmesmotors.com Hoyt Hayes Construction Brad Hayes PO Box 1028 Jackson, TN 38302 (731) 664-3021 brad@hoythayes.com Insurance Office of America Mathew Pope 18300 Scenic Hwy. 98, Ste. F Fairhope, AL 36532 (205) 908-8792 mat.pope@ioausa.com Paul Elliott paul.elliott@ioausa.com www.ioausa.com Kirk Brothers Powersports Cannon Kirk 2001 Mabyline St. Greenwood, MS 38930 (662) 453-5646 cannonkirk05@yahoo.com www.kirkbrotherspowersports.com Lemon Mohler Insurance Agency Charles Rivers 806 Washington Ave. Ocean Springs, MS 39564 (228) 875-7777 crivers@lemonmohler.com www.lemonmohler.com NADA Retirement Empower Jeff Liwacz 8515 E. Orchard Rd., 10T2 Greenwood Village, CO 80111 (609) 529-3546 jeff.liwacz@empower-retirement.com www.empower-retirement.com Pace Financial Kevin Boyer PO Box 682187 Franklin, TN 37068 (615) 224-2853 kboyer@pacefinance.com pacefinance.com Paragon Dealer Services Bob McKinney 505 Energy Center Blvd., Ste. 604 Northport, AL 35473 (205) 349-3158 paragon267@gmail.com paragondealerservices.com Portfolio Ryan Cassidy 20 Cabot Blvd., Ste. 400 Mansfield, MA (800) 761-4546 rcassidy@portfolioco.com www.portfolioreinsurance.com Premium Review Specialist Inc. Ronnie Fulton PO Box 5575 Brandon, MS 39047 (601) 278-9356 rgfulton@gmail.com Priority Payment Systems Local Victor Lastorino 172 Monmouth St. Red Bank, NJ 07701 (732) 374-3834 victor@pplocal.io www.pplocal.io ProBilling and Funding Service Jeff Kirkland PO Box 2222 Decatur, AL 35609 (256) 736-4349 jeff.kirkland@probfs.com www.probfs.com Reynolds & Reynolds Matthew Jaeger 2744 Misty Rock Cove Dacula, GA 30019 (678) 457-4605 matthew_jaeger@reyrey.com www.reyrey.com Safe-Guard Products International LLC Rick Barnett Two Concourse Pkwy., Ste. 500 Atlanta, GA 30328 (800) 742-7896 ext. 9622 (404) 816-3221 ext. 9622 rbarnett@sgintl.com www.safe-guardproducts.com Safety National Justin McCormack 15455 Dallas Pkwy., Ste. 600 Addison, TX 75001 (972) 239-2390 justin.mccormack@safetynational.com www.safetynational.com Seal Tractor Company Wil Seal PO Box 835 Woodville, MS 39669 (601) 888-4253 wil@sealtractor.com sealtractor.com Stephens Inc. Ken Hall Barnett 140 Township Ave., Ste. 202 Ridgeland, MS 39157 (601) 605-5666 kenhall.barnett@stephens.com www.stephens.com The Hartwig Moss Insurance Agency Don Kerr 2626 Canal St. New Orleans, LA 70119 (504) 525-9901 don@hmia.com www.hmia.com 25
The Nowell Agency Colton Farris 1500 Old Fannin Rd. Brandon, MS 39047 (601) 992-4444 colton.farris@nowellagency.com www.nowellagency.com The Versant Group Keith Decell PO Box 84410 Baton Rouge, LA 70884 (225) 921-9625 keith.decell@theversantgroup.com theversantgroup.com The Versant Group Brandon Choina PO Box 84410 Baton Rouge, LA 70884 (337) 515-5398 brandon.choina@theversantgroup.com therversantgroup.com The Versant Group Kenny Roberts PO Box 84410 Baton Rouge, LA 70884 (601) 616-5354 kenny.roberts@theversantgroup.com theversantgroup.com The Versant Group Michael McLellan PO Box 84410 Baton Rouge, LA 70884 (662) 801-3571 michael.mclellan@theversantgroup.com theversantgroup.com The Versant Group Cole Miller PO Box 84410 Baton Rouge, LA 70884 (225) 921-9192 cole.miller@theldsgroup.com theversantgroup.com The Versant Group Jason Rasti PO Box 84410 Baton Rouge, LA 70884 (225) 306-5670 jason.rasti@theversantgroup.com theversantgroup.com True Car Pat Watson 2631 Heyward St. Columbia, SC 29205 (803) 360-6094 pwatson@truecar.com www.truecar.com Trustmark National Bank Heath Jordan 1029 Highland Colony Pkwy., Ste. 2000 Ridgeland, MS 39157 (601) 208-2926 hjordan@trustmark.com www.trustmark.com WJTV Nexstar Broadcasting Jeffrey Guy 1820 TV Rd. Jackson, MS 39204 (601) 969-4605 jguy@wjtv.com www.wjtv.com Watson Jones, PA Kevin Watson PO Box 23546 Jackson, MS 39225 (601) 939-8900 kwatson@wjpllc.com wjpllc.com Wells Fargo Dealer Services Beth Foster 104 Blue Ridge Ct. S. Hendersonville, TN 37075 (615) 856-9939 beth.a.foster@wellsfargo.com www.wellsfargo.com Wells Marble & Hurst PLLC Walter D. Willson 300 Concourse Blvd., Ste. 200 Ridgeland, MS 39157 (601) 605-6900 wwillson@wellsmarble.com wellsmarble.com Williams, Weiss, Hester & Co. PLLC Doug Hester 4785 Old Canton Rd. Jackson, MS 39211 (601) 981-7571 doug.hester@wwhcpa.com www.wwhcpa.com Williams, Weiss, Hester & Co. PLLC John Eric Hester 4785 Old Canton Rd. Jackson, MS 39211 (601) 981-7571 jehester@wwhcpa.com www.wwhcpa.com Zurich Insurance Company Michael Firsick 38 Wellington Pl. Cabot, AR 72023 (214) 784-5181 michael.firsick@zurichna.com www.zurichna.com MADA ASSOCIATE MEMBERS CONTINUED 26
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?® Thomas Ballard, thomas.ballard@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.
www.thenewslinkgroup.orgRkJQdWJsaXNoZXIy ODQxMjUw