What first got you into the auto retail business?
My dad was a Biology Major whose hobby was building racecar engines. His enthusiasm for speed transferred to me since I was always by his side as a kid. In time, he followed his passion and became a small town auto dealer. Even though I believed I would end up doing other things, my heart was also in cars and racing. As I looked around at other businesses I learned that some of the finest and most entrepreneurial people were in the auto dealing business. Soon I turned back to my roots and learned to really love the business, not just because it kept me in touch with cars but because it also kept me among people I respect.

When did you buy your first dealership?
I began a Buy-in in 1989 and completed it in 1995. That was the Honda dealership in Cerritos. By the third year of my involvement with that store we had brought it to the #1 position for Honda sales in the U.S. It remains our "anchor" store and has been the vehicle for the growth of our organization. We refer to it in-house as "the big store" and it is something we are all very proud of.

In your tenure as an auto dealer, what is the one accomplishment you are most proud of?
Our employee associates contribute every pay cycle to our Employee Charity Fund. Almost every person in the group participates, and a "Charity Board" in each store decides where the money goes. We distribute twice a year to some terrific charities in each of our communities. Though I match 50% of every dollar the Employees give, I am proud to say that they run the program on their own. We have put hundreds of thousands of dollars back into our communities and made a real difference for those who need a helping hand. I started the fund years ago and am incredibly proud of my associates for their continued involvement and excitement over the program!

Who was the biggest influence in your career?
I’ve had many influences. My parents for life and business guidance, my brother for encouragement, my wife for eating Mac and Cheese when every penny was going into the Buy-in opportunity, and dealers like Dave Mungenast for setting the bar high and showing that "good guys" can actually finish on top. I've also benefited immensely from the guidance of Executives at Honda and Toyota over the years.

What makes a great auto dealer?
The dealers I think of as most successful are all great with people. Those with a great deal of personal discipline, a willingness to work hard, and a healthy appetite for risk seem to rise to the top. Lazy people don't do well in our business. Smart people who are driven do. Being well organized is important. If you are not that way naturally you'd better have a "right hand" person who is.

When did you first get involved with AIADA and why?
I believe it was 1983. As a student of the industry, I began to realize just how important AIADA was. In my opinion, it was our best possible insurance policy to prevent getting legislated out of business by protectionists. I began attending the Auto Congress every May and found it to be very worthwhile. I have remained involved because I still believe that AIADA has relevance and is important to the life of my business and because I feel I have an obligation to serve the industry.