High Octane
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HIGH OCTANE is a podcast from the Virginia Automobile Dealers Association, offering rich insights and information about the automotive industry in the Commonwealth of Virginia. Join VADA staff and members for behind-the-scenes accounts of our efforts in the legislature, regulatory, and industry worlds, and stay equipped with everything you need to know to be a successful and competitive automotive dealer in Virginia.
Available episodes
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Oldest first
May 18, 2022
Bloomberg Intelligence's Kevin Tynan Returns
"In my 20-plus years of doing this, this is the most dynamic time in the industry...theree are metrics and data points reading in ways I never thought I would see."
In advance of his appearance at VADA's 2022 Annual Convention, Bloomberg Senior Automotive Analyst Kevin Tynan talks about one of the most disruptive period in the auto retail industry...as well as his 2001 Mercedes-Benz V12 Roadster.
See Kevin's Roadster (exterior and the V12).
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May 13, 2022
The Automotive Troublemakers: Paul J Daly and Kyle Mountsier
A fun show for you today: Paul J Daly and Kyle Mountsier, the co-hosts of The Automotive Troublemaker podcast and co-founders of the Automotive State of the Union (ASOTU).
Paul and Kyle (along with their hip flat-brimmed hats and beards) will grace Virginia dealers in Asheville, N.C. at the VADA Annual Convention, June 19-22.
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May 10, 2022
Glenn Mercer, Part 2: Outside Store Trends
Podcast Sponsored by ACV Auctions.
In Part 2 of Glenn Mercer's talk, we open the doors and walk outside the dealership and discuss connected cars, EVs, autonomous vehicles, ride-sharing, and more.
> Get Part 1 on Apple, Spotify, Google, or on the web.
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May 5, 2022
Glenn Mercer, Part 1: Inside Store Trends
Podcast Sponsored by ACV Auctions.
Automotive retail expert and industry analyst Glenn Mercer met with Virginia auto dealers virtually in April 2022 for a wide-ranging, in-depth discussion. In Part 1, Glenn covered "Inside" dealership topics such as volime, F&I, consolidation, and profitability.
Parts 2 and 3 (a Q&A) will release in coming days.
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Mar 21, 2022
Driving Forward in the GA
We sit down with VADA's legislative team, led by President & CEO Don Hall, along with Anne Gambardella (EVP and General Counsel) and Ralston King (VP Legislative Affairs). They offer a broad overview of the environment at the Virginia State Capitol over the last 60 days, as well as updates to key dealer-focused legislation.
Links:
The 2022 PAC Campaign: www.vada.com/pac22
Register for the 2022 Convention in Asheville, N.C.: www.vada.com/convention
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Mar 14, 2022
Glenn Mercer on "death of dealerships," EVs, more
The man, the myth, the legend...THE Glenn Mercer, retail automovie industry analyst joins us for a chat on the latest trends in the industry.
Glenn addresses the recent article, "Big U.S. auto dealers bet billions against the death of the dealership" regarding consolidation, EVs, autonomous vehicles, and more.
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Mar 6, 2022
Virginia legislative updates, feat. Ralston King
Ralston King is VADA's VP of Legislative Affairs, and joined High Octane to provide the latest on dealer legislation as well as updates on important general legislation moving to the finish line in Virginia.
To get straight to the dealer-focused bills, skip to 4:35.
* Read the full Capital Briefs report
* Give to the VA Auto Dealers PAC
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Feb 26, 2022
Capitol Briefs, Week 7
This is our first audio podcast covering the latest (last week's) happenings in the General Assembly. You'll learn the latest on our successful warranty/recall bill (though no rest until it's official!), the status of EV rebates, and more.
Links we mention in this podcast (aka our SHOW NOTES):
* Get the full Capitol Briefs report for Week 7 and get more detail on dealer-focused bills
* See which Virginia dealers are part of the Virginia Auto Dealers PAC Governor's Club (at least $2,000 in first year and $1,500 every year thereafter)
* Give to the Political Action Committee
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Aug 10, 2021
Standing Ovation for Kevin Tynan at VADA '21
Bloomberg Intelligence Global Director of Automotive Research Kevin Tynan talks the chip shortage, EVs, and shift in retail — "The three things I talk about all day every day," the Tynan told a crowd at the VADA 2021 Convention in June. He also ensured the photographer on staff would capture everyone giving him a standing ovation.
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Aug 5, 2021
Power Panel: Jim, Liza, and Don
Hear Jim Fitzpatrick of CBT News, Liza Borches of Carter Myers Automotive, and VADA's Don Hall talk EVs and coming demands from OEMs, the importance of employee benefits and customer loyalty, and engaging in the political process. This was recorded on June 26, 2021 at the VADA Annual Convention.
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Jul 26, 2021
Monday Motivator: Devon Harris at VADA 2021
Hear a full recording of Jamaican bobsledder Devon Harris' motivational talk to dealers at the VADA 2021 Annual Convention in June — only his third in-person since the end of the pandemic. He offers lessons on failure and success and how you can "Keep on Pushing" to achieve your goals.
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May 13, 2021
Kevin Tynan, Bloomberg Intel auto guru
We sit down with Kevin Tynan, longtime friend of VADA and Global Director of Automotive Research at Bloomberg Intelligence. Kevin is speaking at the VADA Annual Convention on June 25, and gives us a preview of his presentation to Virginia dealers. In addition, Kevin hits on some of the trends he's monitoring, inventory in the last half of '21, EVs, and Virginia's recently passed legislative package to spur EV adoption. Meet and hear from Kevin at the convention June 24-27.
Register Now: vada.com/convention
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May 10, 2021
2021 Family Convention Preview
VADA's Anne Gambardella and Natalie Toler, along with Jamaican bobsledder Devon Harris, give us a preview of what's to come next month in Hot Springs. Learn more and see videos of Devon and motivational speaker Jones Loflin at vada.com/convention.
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May 5, 2021
Behind the scenes of Virginia Dealer University
Hear from VADA's Natalie Toler and Aris Woolfolk on the idea behind Virginia Dealer University and the plan for upcoming sessions. Learn more and register for the next event at www.vada.com/vdu.
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Apr 15, 2021
Jason Miyares, Republican AG candidate
We talk to Del. Jason Miyares, who is seeking election as Virginia Attorney General on the Republican ticket. Jason wants to bring checks and balances back to a state that he says is veering too far away from pro-business values. Beyond dealer rights and an advocate for a level playing field, Jason is also a fervent champion of law and order to keep violent criminals off our streets.
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Apr 14, 2021
Jay Jones , Democratic Virginia AG candidate
We talk to Del. Jay Jones, who is seeking election as Virginia Attorney General on the Democratic ticket. Get to know Jay, his leadership style, and where he stands on important dealer and business issues such as the franchise system, right to work, class actions, and more.
Our interview with Republican Candidate Jason Miyares will be released in coming days.
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Mar 8, 2021
Legislative Update 2021
The groundbreaking (but unfunded) EV package. Test drives. Death penalty, marijuana, criminal justice reforms and discussions around wage, right to work, and class action lawsuits.
It was a wild year in an entirely virtual General Assembly, and VADA's legislative team — Anne Gambardella and Don Hall — will bring you up to speed on all the latest from the state capitol.
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Feb 17, 2021
VADA's new GM and Williamsburg's Art Hudgins
In our latest episode, you'll get to know Aris Woolfolk, VADA's new General Manager, along with the man who happens to be her father: Art Hudgins, longtime owner of Holiday Chevrolet Cadillac in Williamsburg, which was sold in December to Loyalty Automotive.
The duo talk about working "in the trenches" of COVID restrictions and the sales/service environment, the future of EV and innovations, and Art's long-held belief that "Service sells cars."
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Nov 16, 2020
Dealership hiring trends in 2021 and beyond
Hireology's Mike McSherry talks with us about hiring in the era of COVID-19 and the evolution of recruiting the best talent and onboarding (quickly) going forward.
Hireology is an endorsed VADA Program Partner and is built for dealerships to attract top applicants, hire the best ones, and onboard them quickly.
Learn more: www.hireology.com
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Nov 9, 2020
Leaving $ on the table? An overview of retail warranty reimbursement
Are you leaving money on the table when it comes to reimbursement on warranty parts and labor?
A Retail Warranty Reimbursement law was put in place in Virginia in 1998 and entitles dealers to full retail warranty reimbursement from manufacturers on parts and labor. (Before the law, and even today, many dealers only receive the standard 40% markup or MSRP.)
Legislation in 46 states (and counting) entitles automotive dealers to be reimbursed by manufacturers for warranty work at retail, which is actually the dealer’s customer “repair” rate. However, complex state statutes, manufacturer protocols and pressures, gatekeepers, and limited internal resources are just a few of the challenges that make receiving full retail warranty reimbursement difficult for automotive dealerships.
We talk today to VADA partner Armatus Dealer Uplift Managing Member Joe Jankowski. Armatus brings almost $100,000 a year in parts gross and $65,000 in additional labor gross, on average, to dealers nationw…
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Oct 15, 2020
Maj Saboura of Manheim on inventory and current best practices
Get frontline insights from Maj Saboura, a longtime industry veteran and senior director at Manheim. Majd talks inventory in the used, retail, and wholesale markets and gives listeners and viewers insights on how the company is becoming more "digital first" as the world changes.
Majd also offers three best practices in these "roller coaster" times:
1. Balance your Portfolio. Look at your inventory and turn and find out what is getting bites and sales. Get your money back into the market and rebalance your portfolio to find cars and trucks that will make you money.
2. Be Frugal. If you're selling 100 automobiles a month, stock 150, not 250. Be careful how you tie up capital in your vehicles.
3. Be Smart. Leverage technology to get eyeballs on the vehicle. The more eyes, the more chances you have to sell it.
Manheim is North America’s leading provider of vehicle remarketing services, connecting buyers and sellers to the largest wholesale used vehicle marketplace and most extensive…
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Sep 8, 2020
Dealers and Virginia's workplace safety requirements
We talk with VADA's legal and legislative affairs team on Virginia's COVID-19 workplace safety requirements, the first such state-level requirements in the nation. They are formally known as the Emergency Temporary Standard, or ETS.
Resources:
- VADA's ETS webpage: https://vada.com/ets/
- ETS Checklist for dealers, prepared by VADA: https://vada.com/wp-content/uploads/2020/08/VADA_ETS-Checklist_August-2020_4a.pdf
- FAQs: https://vada.com/wp-content/uploads/2020/07/7.23.2020.ETS-Rev-7.29.pdf
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Aug 27, 2020
DHG’s Buddy Dearman on Dealers: ‘The Epitome of Optimism’
“Dealers are the epitome of optimism. It’s one of the reasons I live working with them.”
So says Buddy Dearman, a VADA friend and managing partner of DHG Dealerships. The Memphis, Tenn. accounting firm has more than 160 professionals overseeing various accounting and financial services for 3,000+ auto dealership rooftops nationwide.
In this episode, Buddy gives franchised dealer leaders unique insights on the state of the PPP loan forgiveness process, PPP tax implications, and his thoughts on inventory and the U.S. presidential elections.
Buddy has more than 30 years of experience working with dealerships and their owners, and focuses primarily on all aspects of tax planning and structuring with medium and large dealership groups.
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Aug 12, 2020
Rising, Evolving, and Impacting Together with Glenn Lundy
Glenn Lundy has had "two seasons" in the automotive retail business, one with a slow-growth dealership that had numerous retention and operational issues, while the second half of his career was spent with a small dealer in a small town of Paris, Ky.. At that store, he helped grow from selling 120 cars a month to ultimately 1,043 cars in 27 business days. The store became the second largest used-car franchise dealership in the nation.
A longtime friend of VADA, Glenn Lundy is a "husband to one, father to seven" (going on eight), an auto industry expert and consultant, and host of the inspirational #RiseandGrind online morning show.
Glenn talks with VADA GM Jason Wilson about how you can "Rise every day with intention and purpose" to be the best version of yourself and make an impact in others' lives.
* Connect to Glenn
* Check out the #RiseandGrind show
You can join Glenn every Monday through Friday at 5:30 am Eastern on Facebook @OfficialGlennLundy.
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Aug 4, 2020
‘Evolution, not Revolution:’ Glenn Mercer on Industry Future
Automotive News calls Glenn Mercer “The auto industry expert dealers want to hear from,” and today, Virginia dealers and others can hear directly from the longtime friend of NADA and VADA.
Glenn is the author of 2017’s “The Dealership of Tomorrow: 2025,” which provided a comprehensive view of what automotive retailing would look like to franchised dealers, consumers and manufacturers in 2025. Among other things, Mercer was one of the first to predict an "evolution not a revolution" of the dealership business model in spite of wild pronouncements about disruptive technologies and behaviors that “promised” to blow up everything we knew about personal vehicle ownership.
His followup, Dealership of Tomorrow 2.0, came out in February 2020, and it’s safe to say things have mightily changed since then. A version 2.5 is coming soon to incorporate the permanent and accelerated changes to the industry due to COVID-19. Glenn talks with VADA General Manager Jason Wilson on what w…
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Jul 17, 2020
Cory Mosley: speaker, coach, car guy
Cory L. Mosley joins VADA's High Octane to talk culture and equity in the Workplace.
Cory is a Certified Speaking Professional and an award-winning consultant to entrepreneurs, small business owners, and major corporations (including a Fortune 10).
A retail "car guy" and entrepreneur, Cory is founder and chief strategist of Mosley Automotive LLC, a nationally recognized automotive training and consulting company founded and run by . Regularly referred to nationally as "Mosley Automotive," the company was founded in 2004 and was one of the early boutique training and consulting companies established to focus solely on Internet sales.
Cory also helps business owners and companies that want to thrive in the new economy by giving them strategies to increase sales, build fanatical teams, and future-proof their business.
Learn more: corymosley.com
You can also watch this interview on our Vimeo page at Vimeo.com/teamvada.
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Jun 25, 2020
VADA Virtual Convention: Sandy Schwartz
2020 has been challenging for his company and dealers, says Cox Automotive CEO Sandy Schwartz. But that hasn't stopped the company from pressing forward and evolving.
This moment should cause dealers to listen to consumers' expectations for how cars are bought and sold, and continue with these innovations long after the pandemic passes. Despite the challenges they have faced, "we should never take for granted the human spirit of auto dealers," Schwartz says.
In addition to outlining his concerns on people's health and the overall economy, Schwartz discusses how his own company has recalibrated its offerings in COVID and evolved its product line to keep sales afloat.
It's all part of what Schwartz and Cox call "The Way Forward" to see what will be necessary to thrive post-pandemic. "The goal is the same as it has always been: to sell more cars, more efficiently than ever before," he says. "And our pledge to help you do that has never been stronger."
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Jun 24, 2020
VADA Virtual Convention: Kerri Wise
Business is back and we're on an upward trajectory. That's the line from Kerri Wise of TrueCar, a digital marketplace for both new and used cars. Listen to Kerri's insights on the market from her perspective, with her pulse on the national marketplace for cars.
TrueCar, Inc. (Nasdaq: TRUE) exists to create a world where shopping for a car is uplifting. Our digital automotive marketplace helps car shoppers consider choices from every angle—all with a clear view of what’s a great deal. We show you price ratings for new and used cars. We provide this information so you can feel confident in the upfront, discounted price you’ll pay at the dealership. If you need a fast and easy way to trade in your car, you can get a cash offer in minutes. Our national network of Certified Dealers shares our belief that truth, transparency and fairness are the foundation of a great car buying experience. As part of our marketplace, TrueCar powers car-buying programs for over 250 leading brands, incl…
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Jun 23, 2020
VADA Virtual Convention: Kevin Tynan
Bloomberg senior automotive analyst Kevin Tynan talks economic recovery and the future of the automotive industry with VADA GM Jason Wilson. This is a MUST LISTEN/MUST WATCH episode for every dealer in Virginia.
Kevin was set to speak at VADA’s Annual Convention this month, but with the event canceled, we decided to have Kevin and other panelists offer their insights and analysis via our High Octane podcast. Kevin has also committed to our 2021 event at the Omni Homestead in Hot Springs, Va.
Special appearance by Farrah Fawcett.
Connect with Kevin on LinkedIn.
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Jun 22, 2020
VADA Virtual Convention: Jones Loflin on Leading and Changing Amid Uncertainty
Jones Loflin calls this time a "beautiful opportunity" for all business leaders about how to thrive in a time of uncomfortable uncertainty. This is a must-listen motivational interview for any business leader - not simply an auto dealer - to create a stronger team and organization in a new future.
Show notes:
- Learn more about Jones: www.jonesloflin.com
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May 19, 2020
How one dealer partner is adapting to the new normal
VADA GM Jason Wilson talks to MOC Mid-Atlantic President Jeremy Kimsey on how the company, a partner to dealers across the Atlantic seaboard, is adapting to changes in dealerships caused by COVID-19.
The Powhatan-based company offers two core and complementary services: on the consulting side, MOC helps uncover opportunities that drive increased sales and revenue. On the operational side, the family owned MOC is a one-stop resource for supplies and materials needed to open and run a dealership every day. Those supplies include cleaning agents and protective equipment, such as masks and gloves.
Jeremy talks about how MOC has adapted to the new normal, and cautions dealers on what to look for when buying disinfecting materials to ensure the vehicle is safe for one's health and the interior/exterior materials. Jeremy also shares his own insights on what the future may hold for our industry — including the need to bring more manufacturing of important equipment and chemicals back to Am…
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May 11, 2020
On the frontline for Virginia dealership advocacy
We talk to Tommy Lukish, VADA's Legislative and Legal Affairs Manager, who brings us the latest on both state and federal guidance for reopening our economy. Tommy also covers new IRS guidance for Paycheck Protection Program (PPP) loans, and insights on how VADA has adjusted and continues to press forward with government relations in the Virginia General Assembly when lawmakers meet in socially distant ways.
See what Executive Order 61 means for your dealership.
For more:
* VADA's Coronavirus Resource Center at www.vada.com/coronavirus
* PPP/IRS guidance summary from Dixon Hughes Goodman: https://www.dhg.com/article/irs-notice-2020-32-clarifies-deductibility-of-expenses-related-to-ppp-loans
* Email Tommy at tlukish@vada.com
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May 7, 2020
Progressive and Aggressive: Harrisonburg dealer posts record April sales
Earlier this month, Dealer Principal Jake Sodikoff posted on LinkedIn that his Harrisonburg, Va. Nissan store posted a new April store record — and came within 5 units of an all-time volume high. It's an impressive feat, considering April, by many industry analyses, may be considered rock bottom for 2020 car sales.
In early 2020, Sodikoff, a VADA Board member and the association’s NextGen Director, initiated a plan to focus more on online sales and home delivery — and when the pandemic hit, that plan paid off. April was Steven Nissan's record for the three Aprils it has been in business.
Sodikoff also attributes success to "a change in mindset," he says. "We were willing to do anything and everything to sell a car." Home deliveries constituted 30% of the dealership's April sales, with paperwork done, literally, on the hood of the new or pre-owned car.
In our latest episode of High Octane:
- Learn Jake's keys to success in online sales/home delivery
- Hear about how he manage…
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Apr 28, 2020
Dealers respond and innovate in COVID
Though we're unable to access our VADA HQ podcast recording studio, that doesn't stop us from getting creative and bringing important information to our dealers — this time, through a Zoom video call.
VADA General Manager Jason Wilson hops on Zoom to talk with VADA's communications partner Jeff Kelley. Jason offers insights from his numerous discussions with dealers around Virginia in recent weeks. With the coronavirus pandemic lockdowns now in their seventh week, are dealers seeing sales and service volumes starting to rebound? What are dealership leaders doing to take care of employees? And how are dealers innovating with new offerings — and will these innovations last?
Show notes:
* For the latest on dealer impacts to the coronavirus, visit www.vada.com/coronavirus
* For the Cox Automotive sales report discussed in this episode, visit: www.vada.com/blog/2020/04/28/april-will-see-historic-lows-for-auto-sales-with-silver-lining/
* For the latest VADA survey results (from…
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Feb 17, 2020
Crossover in Richmond (Part 2)
We continue our discussion around Crossover in the General Assembly. Don, Anne, and Tommy talk vehicle emission standards, peer-to-peer vehicle sharing, general business legislation — and HB 595, a fun bill sponsored by Del. Jeff Bourne that authorizes DMV to issue speciality plates as dealer tags to Virginia's licensed dealers.
* Listen to Part 1
* Get the latest Capitol Briefs, looking at all VADA-tracked legislation in the 2020 session
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Feb 13, 2020
Crossover in Richmond (Part 1)
Midway through the General Assembly, legislators swap House bills to the Senate and vice versa. Tommy talks to Don and Anne on how session has gone thus far, with 1,664 pieces of legislation (out of more than 3,200) still pending.
Of those bills, a handful are related to auto dealers...and many more related to general industry.
Get the inside scoop from your VADA lobbyists on the latest dealer-dealings at the Virginia statehouse.
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Jan 28, 2020
Cybersecurity and Your Dealership
Today we talk to Michael Allen, VADA's Chief Information officer and General Manager of VADA Group Self-Insurance.
Many businesses don't consider cybersecurity a problem...until it becomes a huge problem — and potentially one that can cost a dealership hundreds of thousands of dollars to fix and a major disruption to operations. Michael is our in-house cybersecurity specialist and talks to Tommy about cyber cases dealers have seen around the U.S. — and the steps you can take to guard against cyber invasions.
Learn how to protect your dealership and why dealerships are vulnerable — and what to do if you've been hit.
Have questions on cybersecurity or cybersecurity insurance? Email Michael.
Have an idea for a show? Want to be ON High Octane? Email Tommy.
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Jan 14, 2020
Virginia State Police Special Agent Peter Lazear
There's been a rash of auto thefts at dealerships and dealer-owned facilities across Virginia.
In our latest episode, we were honored to have as a guest the Virginia State Police's Special Agent Peter Lazear to discuss the VSP's HEAT (Help Eliminate Auto Theft) program and how it is helping combat auto theft across the Commonwealth.
Also on the show: former state trooper and retired Virginia senator Senator Bill Carrico, now a field rep for VADA. Thanks as always to VADA's Tommy Lukish for hosting.
Show notes:
- More on the HEAT program, including a recap of our December event with the state police
- VSP's HEAT on Facebook
- Register for Dealer Day at the Capitol on January 22. Your fellow dealers are attending...are you?
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Jan 7, 2020
Talking to Rick Gallaer, VADA's Legislative Chair
We talk to Rick Gallaer, our longtime legislative chairman, on the importance of getting involved in the Virginia General Assembly, which kicks off on Jan. 8 and runs for 60 days in Richmond. You'll learn about the issues car dealers face in this year's session, and pick up a few lessons from Rick.
Rick is a longtime dealer in Virginia, and president of Pomoco Chrysler Jeep Dodge of Newport News.
* Learn more about Rick, the 2015 TIME Dealer of the Year.
* Join us for Dealer Day at the Capitol (formerly Assault the Hill) on January 22. Registration is free.
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Dec 6, 2019
VADA and the Virginia Legislature
Welcome to the inaugural HIGH OCTANE podcast from the Virginia Automobile Dealers Association.
In this episode, you'll join Tommy Lukish, VADA’s legal and legislative affairs director, along with president and CEO Don Hall and chief in-house counsel Anne Gambardella, as they discuss the impacts of Election Day in Virginia and what dealers can expect in the 2020 General Assembly.
Have show ideas? Want to be a guest? Email us! Contact Jason Wilson at jwilson@vada.com.
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