What do you love about the industry, and what would you change if you could? I love this industry because it’s innovative. It’s always changing. It’s a very non-stagnant industry and that always makes it fun. Personally, I don’t do anything unless it brings me joy. I love that inside a dealership there are six or seven different independent business models — whether it’s parts, service or sales — and if you get them all working together, it’s simply magical. The biggest frustration I have, and something I wish I could change, is the negative public persona of the automobile dealer — the stereotypical used car salesman from the 80s who rips people off. Those people exist as they do in every industry. But the auto industry, in totality, is one of the most generous industries out there, in my opinion. Dealers donate so much money and have charitable foundations. We are a very compassionate group of businesspeople. What advice would you pass on to women entering the auto industry? Be assertive and confident. Sometimes women need to act a little bit more like a man. I find even now, when I interview and hire people, men always challenge their pay. Women don’t. I might offer a salary of $80,000 to be the HR manager and 100% of the men I interview for that come back and say, “I’d like $90,000 and three weeks of holiday.” Woman traditionally accept the first offer and almost always leave something on the table. Understanding your power before going into a meeting or negotiation is helpful. 19 MONTANA AUTO DEALER
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