Cherokee Media Group is recognizing up-and-coming leaders in retail automotive through the annual “Dealers Under 40” program, and we’re spotlighting the 2026 honorees in the June issue of Auto Remarketing and at Used Car Week in November.

As part of the print edition, we asked these leading dealers, “What has been the top key to your success in automotive?”

This is what they had to say:

Jerry Richards
Owner
Bring Your Own Bids Wholesale

“The top key to my success in automotive would be not accepting anything but the best for my family. I am surrounded by awesome family and friends that have made this all possible!”

John Hairabedian  
President and CEO
HGreg  

“The top key to success has been leveraging a strong foundation in technology to transform the automotive experience end-to-end. Having started my career in tech, I brought a mindset rooted in innovation into the industry, using digital tools and forward-thinking systems to redefine the customer journey, from initial online engagement to post-purchase support. This technology-driven approach has enabled HGreg to create a seamless, customer-first experience, positioning the company as a true disruptor and helping fuel its growth across North America.”

Joshua Meyer  
Sales Manager 
Chico Volkswagen Mazda  

“The key to my success in automotive has been discipline and consistency—shaped by my military background and strengthened through a family-owned business. I believe in showing up every day, doing things the right way — not the easy way — and taking care of people. I’ve made it a priority to challenge negative perceptions in the industry by leading with transparency and respect. To me, success is simple: earn trust, keep your word, and leave things better than you found them.”

Larry Harris 
Inventory Acquisitions Manager  
KKS Automotive  

“Discipline and attention to detail have been the biggest keys to my success. In my role as an inventory acquisition manager, I focus on buying the right cars at the right time and price, while staying consistent with our strategy. I take pride in doing the basics well —strong follow-up, knowing our market, and making smart, data-driven decisions. At the end of the day, it’s about setting our team up with the right inventory so they can deliver for our customers every time.”

Mike Helmer  
General Manager 
Krapohl Ford  

“Retaining and hiring great management has been one of the biggest keys to our success. Having a team you trust and believe in makes running a dealership more efficient, enjoyable, and rewarding day to day. Empowering each manager to lead their department allows me to focus on the bigger picture: growing the business, improving the customer experience, and building a strong culture throughout the dealership.”

Nancy Spitz  
Internet Director  
Team Gillman Honda North  

“The top key to my success in automotive has been bridging the gap between people and process. As an internet director, I’ve built and managed internet teams from the ground up, overseeing lead distribution, follow-up strategy, rep development, and performance accountability.

“I’ve learned that technology and tools mean nothing without the right people executing at a high level. My focus has always been building teams that understand the ‘why’ behind every step: why follow-up timing matters, why call quality drives appointments, why data tells the real story.

“I’ve also prioritized alignment between the internet team, BDC, sales floor, and marketing. When those pieces connect, lead-to-sold conversion improves dramatically.”

Tony Klarakis  
CMO & Director of Strategy  
Dan Cummins Auto Group  

“My success in the automotive industry is rooted in a commitment to team cohesiveness, recognizing that a dealership’s strength lies in the seamless synchronization between variable and fixed operations. By fostering a culture of shared goals, we ensure that every department operates as a unified front rather than in silos.

“This foundation is elevated by a deep understanding of consumer behaviors. In an era of rapid digital transformation, staying ahead means anticipating how modern buyers research, shop, and commit to a vehicle. Leveraging data-driven insights allows for a more personalized and frictionless customer journey.

“Finally, the true differentiator has been execution at all levels. High-level strategies are only as effective as their implementation by the trusted teams in place.”

Part I is available here.