Pub. 9 2020-2021 Issue 2

10 San Diego Dealer community marketplace means that you are truly part of the community. The local community embraced us from the start. We love it here. We also have dealerships in Carlsbad, Buena Park, and in Seaside (Monterey Bay Area) — all equally wonderful places. Describe your educational background. What did you study? After graduating high school, I attended the University of New Orleans, where I earned a Bachelor of Science degree in Business. I worked my way through college as a salesperson for a local Toyota dealer. I was 20 years old at the time, and I’ve worked in the industry pretty much ever since — 37 years. They say once the car business gets in your blood, you can’t get it out. I would have to agree with that. Are there any specific individuals who had a major impact on your career? My wife, Lourdes, has played a big part as well. She has been extremely supportive over the years as I built my career in this business. My partner, Troy Duhon, was the youngest first-generation Toyota dealer in the U.S. I had front row access to running a dealership. And there have been colleagues and managers that I learned from—what to do and what not to do. The auto industry is not an industry where you do it on your own; it’s a team effort. You need to find mentors, develop and work with a great team, and be aggressive in stepping up when a learning opportunity presents itself. What is the most rewarding part of your career? The relationships. The access to many friends. It’s the people part. Being able to help our associates grow. We’ve had six executive managers that have gone on to become partners. Watching their dreams come true is the most rewarding. What do you think will be some of the auto industry’s dominant trends in the next five years? I think to some extent, the pandemic inadvertently set the stage for future trends that may or may not have ever happened to the extent I believe we will see them now. For instance, the way in which people will buy cars —more at-home auto purchases, more at-home deliveries, streamlining of the sales process —will become more normal. I suppose you might call it “a more Amazon type of way.” As an industry, I suspect that we will see technology become front and center in just about every dealership department, which doesn’t mean that relationships will necessarily suffer, but I do think that as technology grows, we as dealers will need to emphasize relationships more. I also see the market gravitating toward EV. The more we go into it, the more confidant I am that the franchise model will continue to play a big part in how cars are sold. The franchise system is still the best way to sell cars. Why is it important to be an NCDA member? What makes it beneficial? When I first came on the board, I wasn’t sure what to expect. Being a part of the NCDA has made me aware of the legislation in California — it’s important to be aware of the laws, and there are a lot of laws to be aware of. Knowing and understanding the State’s rule and laws is very important. The NCDA helps me and other dealers stay abreast of changes and also gives us a collective voice. Since being on the West Coast, I’ve learned that digital advertising works. The online community-type marketing creates relationships. The West Coast is very tech-savvy. I look at membership in NCDA and CNCDA as educational and prevention planning. These organizations do a lot of heavy lifting, so we, as dealers, can focus on our day-to-day operations. Are you involved in any civic or charitable organizations? My partner Troy and I have always shared a philosophy that profit needs to come with a purpose. We’re very involved in the community. I think as business owners, we need to give back. For our dealerships, it’s a way of life. Here in Poway, we sponsor many high school activities, we give to the San Diego Center for Children, and we sponsor the Lake Poway 4th of July Fishing Tournament and the Summer Concert Series as well as the Marine Scholarship Foundation. We’re also supporting the San Diego Food Bank. The work they are doing is so important — sadly, the need is so big. My family is also very involved with our church, St. Michael’s Catholic Parish. What’s the secret sauce for you in running a successful dealership? As an industry, I suspect that we will see technology become front and center in just about every dealership department, which doesn’t mean that relationships will necessarily suffer, but I do think that as technology grows, we as dealers will need to emphasize relationships more. Continued from page 6