Pub. 1 2021 Issue 2

16 TIME DEALER OF THE YEAR TONY PIERCE Q: How did you become a car dealer? Did you always aspire to be part of the automotive industry? A: I grew up in the automotive industry. My dad became a partner in a dealership in 1972, and later on, he owned his own dealership. I started washing cars when I was 10, and I worked my way up from there, but I didn’t necessarily aspire to be a dealer when I was that young. It was more like I had a clear pathway into the industry, and once I got started, continuing on that career path just happened naturally. I spent two summers working the service drive when I was still in school, and then one day, my uncle, who was a junior partner at the time, came back to where I was and said he needed a salesperson. He asked me to go out front. That was in July 1996, and I went back to college a month and a half later. After that, I sold cars in the summer and naturally started making pretty good money. If you put in the work and get the training, the sky is the limit. You can make anywhere from $2,500 to $10,000 a month. After I graduated from college, I needed a job. My father told me that I should work at the dealership until I found something else. I started selling cars, and that went well because I already knew what I was doing. I got into management three years later. Since then, I think I’ve created my own path and opportunities in the auto industry. Q: In addition to your dad and your uncle, do you have other family members in the auto industry? A: No. My dad and my uncle created an auto group and then sold it to Lithia. My dad tried to retire after that. He got fully out of the car business, but then he got bored, bought another dealership from my uncle and jumped back in. He officially decided to retire again about four years ago and sold the store. He is now 73. My uncle currently has his own dealership, Pierce Auto Center, in Sagle, Idaho. Q: Describe your educational background. What did you study? A: After graduating from C.M. Russell High School in Great Falls, I went to the University of Montana Western in Dillon, Montana. I played college football there. Also, I was involved as the student body VP. I studied business communications and graduated in December 1998. Q: Are there any specific individuals who had a major impact on your career?