National Lenders General Agency entered the reinsurance space last month with president Ken Terkel and executive vice president and chief operating officer Eric Hurst leading the company charge.
This week, Terkel and Hurst expanded their executive team with the addition of three new sales regional vice presidents and a director of marketing.
According to a news release, David Forrer will be leading business development initiatives in the Southwest, with Stephen Burgess heading up the Atlantic region, and Josh Gaylor overseeing company activities in the Midwest.
And Krisahn Williams will lead National Lenders’ marketing efforts.
“The new regional vice presidents will be recruiting teams to identify and manage new business opportunities in their respective territories,” National Lenders said in the news release. “By filling these roles early, the company will be positioned to reach auto dealers and lenders in new markets with targeted messaging.
“Technology plays a strategic role in National Lenders’ geomarketing plans, delivering relevant and specific ad campaigns to targeted customers,” the company added.
National Lenders highlighted that Forrer has had a 20-year career in auto finance and is a highly respected industry veteran. He achieved award-winning growth in managerial roles at Automotive Finance Corp., Gateway One Lending and Capital One Auto Finance.
“His leadership, entrepreneurial mindset, and focus on efficiency will fuel growth in the Southwestern market,” the company said.
National Lenders noted that Burgess also is an award-winning leader with diverse expertise in financial analysis, strategic planning, portfolio and account management, technology, operations, and sales. He is a NIADA Certified Master Dealer, a Karrass Negotiator, and an accountant.
At Cox Automotive, Burgess managed a multimillion-dollar portfolio and achieved consistent double-digit growth.
“His client advisory skills are integral to the National Lenders team,” the company said.
National Lenders mentioned Gaylor is an NIADA Certified Master Dealer who excels at generating revenue for his clients. His expertise includes account management, operations, technology, and customer service.
Prior to joining National Lenders, Gaylor served in management roles, providing dealers floorplan financing with XL Funding, NextGear Capital and Dealer Services Corp.
“His leadership provided the companies substantial growth in their floorplan lending portfolios,” the company said.
National Lenders added that Williams is a seasoned marketing, media production and corporate communications professional, having launched new brands at HBO Time Warner, and ESPN’s Classic Sports Network, among others. In her career as a copywriter and marketer, she successfully promoted financial services companies, consumer goods, B2B services, rock tours, podcasts, and philanthropic organizations in the U.S. and abroad.
Commenting about all four new executives, Hurst said, “Each team member has an outstanding track record of execution, operational excellence, and driving results. Together, their power is dynamic. I’m confident this team will drive growth in critical territories and build wealth for our clients.”
Along with adding a new staff member in charge of dealer education, the National Independent Automobile Dealers Association also selected its newest Gold-level National Corporate Partner.
According to a news release distributed this week, that partner is National Lenders General Agency, specializing in reinsurance products for dealerships and finance companies in the buy-here, pay-here, lease-here, pay-here and point of sale markets.
National Lenders sells contractual protection, limited warranty and vendor single interest insurance products.
National Lenders announced late last month that it is being managed by president Ken Terkel and executive vice president and chief operating officer Eric Hurst, two highly seasoned industry veterans.
“As our company grows, we find customers appreciate the innovations we bring to the market,” Terkel said in the news release from NIADA.
“We share common ownership with Empire Indemnity Insurance Company RRG and will be Empire Indemnity’s exclusive managing general agency, a streamlined business structure that results in reduced risk, improved returns and significant cost savings in the insurance vertical.”
NIADA fills key director of education role
Janet Staderman recently joined NIADA as its new director of education, filling a key role in executing the association’s strategic plan.
According to another news release, Staderman will develop and implement NIADA’s education strategy, focused on expanding and advancing dealer education to help NIADA members compete and succeed in the competitive and ever-changing used vehicle industry — a major objective of the association’s five-year strategic plan.
That strategy will include certification, on-demand e-learning, virtual classes, in-person courses and workshops, and NIADA’s premier Certified Master Dealer program.
The association said Staderman will also be involved in the NIADA Foundation scholarship program.
“We are very excited to have Janet join our team,” NIADA chief executive officer Robert Voltmann said. “Janet is an entrepreneur at heart and will resonate with NIADA members and our state affiliates. She will take NIADA dealer education to new heights.”
Staderman previously was academic director of the University of Cincinnati’s Office of Professional and Continuing Education, responsible for the university’s adult continuing education, business and industry training, workforce development and professional development programs.
NIADA highlighted that Staderman’s areas of expertise include e-learning strategy and implementation, learning management system operations, continuing education credit program design, instructional design, student needs assessment and analysis, and program budgeting and marketing.
“I am a huge advocate for lifelong learning,” Staderman said. “I’m thrilled to have this opportunity to further develop NIADA’s dealer education programming and create strong relationships with our state associations and their members.”
Brian Stone is shifting from one large, publicly traded dealership company to another.
America’s Car-Mart announced on Wednesday that Stone has been named as executive vice president of procurement and inventory in a move effective on Monday.
Car-Mart highlighted Stone joins the chain of buy-here, pay-here dealerships with significant industry experience, including 20 years with CarMax, where he began in vehicle procurement and quickly progressed to senior roles, including vice president of operations, as well as vice president of strategy, mergers and acquisitions.
Additionally, Car-Mart mentioned Stone has co-founded digital-heavy startup companies that involve ride sharing and purchasing vehicles from the public.
“Brian is an effective and proven leader with a great reputation in our industry,” Car-Mart president and chief executive officer Jeff Williams said in a news release. “His experience aligns well with our current initiatives regarding improvements through data analysis, reconditioning, inventory management, and leveraging industry partnerships, among other areas of focus.
“We are delighted to add Brian to our dedicated team and we look forward to the impact that he will have on our efforts to capitalize on significant market growth opportunities in the coming years,” Williams went on to say.
Buckeye Dealership Consulting recently reorganized its operation in an effort to serve its clients better.
The provider of reinsurance, F&I, warranty and service contract products, dealer education, consulting, and performance groups for independent dealers created new divisions for automotive services, commercial truck, and contract administration as continued growth requires additional “direction and oversight.”
Buckeye’s automotive division includes services to independent used-vehicle retailers, while the truck division includes the company’s Truck Master Warranty operations.
Truck Master Warranty offers extended service contracts to heavy-duty truck dealerships throughout North America. Specialty Administration Services provides warranty, service contract and GAP claims services to both truck and automotive industries.
Buckeye chief executive officer Rob Fox said in a news release the move comes as the company has grown significantly and enhanced its products and service offerings to automotive retailers and the heavy- and medium-duty truck sales marketplace.
“As we continue to experience growth and enhance our offerings to dealers, it’s important to have clarity in leadership and accountability,” Fox said. “This reorganization and associated management changes will help us to continue to provide the level of service our customers expect.”
According to the announcement, executive vice president and chief legal officer Shaun Petersen, will serve as the general manager for the automotive services group, which includes Buckeye’s recently developed dealer performance groups.
The company said Buckeye senior vice president of business development Jason Gosnell will remain in that position and will focus his sales leadership on helping dealers maximize the value of their reinsurance program.
Furthermore, the company said Buckeye chief operating officer A.J. Johnson will serve as general manager of specialty administration services as well as Truck Master Plus, the provider of warranties and extended service contract provider for heavy- and medium-duty trucks in the United States.
“It’s been a year of considerable growth and as we’ve added new personnel and services, it’s only natural to intensify our focus on our core businesses while simultaneously growing these new enterprises,” Fox said.
“We have developed our 2022 plans to enhance existing services and roll out new products and services in both divisions as the year progresses,” he went on to say.
As the organization also got its preparations in motion for its annual convention, the National Independent Automobile Dealers Association (NIADA) reinforced its government advocacy on Wednesday with the addition of Christina Perez as director of government affairs.
NIADA highlighted that Perez joins vice president of government affairs Brett Scott in advancing the association’s engagement with federal legislators and regulators.
According to a news release, Perez will also be heavily involved in NIADA’s political action committee (NIADA-PAC).
“NIADA continues to expand our footprint in Washington D.C., by bringing on top talent that will ensure NIADA is the authoritative voice for the used-car industry,” Scott said in the news release.
“Christina brings a wealth of knowledge in both PACs and government affairs, and her experience will be an excellent addition to our team,” he added.
Perez, who is based in Washington, D.C., comes to NIADA with experience on Capitol Hill, having served as a staff assistant for Rep. Jaime Herrera Beutler (R-Wash.) and interned for Sen. Scott Brown (R-Mass.) and Rep. Sue Myrick (R-N.C.).
NIADA mentioned Perez also has extensive experience in government affairs, public affairs and project management with the Commercial Real Estate Finance Council, Outdoor Industry Association, Cruise Lines International Association, Asian American Hotel Owners Association and UPS.
“I am very excited to be joining NIADA’s growing government affairs practice,” Perez said. “I look forward to representing the voice of the used-car industry in Washington D.C.”
Perez is an active member of Women in Government Relations, serving as co-chair of the PACs, politics and grassroots task force and a member of the personal and professional development committee.
NIADA issues call for convention speakers
In other association news that arrived this week, NIADA also issued its call for speakers to present dealer education sessions at the 2022 NIADA Convention and Expo.
Proposals will be accepted through Feb. 18, and applicants will be notified in March, according to NIADA.
NIADA’s event will be held June 20-23 at the MGM Grand in Las Vegas.
“The past two years have been nothing short of transformational for the used-vehicle industry,” the association said in another news release. “Rapidly evolving market conditions mean independent dealers need cutting-edge insights and education to navigate the new environment and succeed in this hyper-competitive landscape.”
The association said its 76th annual NIADA Convention and Expo will provide those insights with comprehensive dealer training tailored for the independent space. The agenda will include workshops and panel discussions covering every aspect of dealership operations.
Topics suggested by NIADA include:
• Fixed operations (service, parts, reconditioning)
• Human capital
• Leadership
• Marketing
• Variable operations (sales, inventory acquisition and management, etc.)
• Digital retailing
• Financing and capitalization
• Underwriting and collections
• Legal and compliance
• Insurance and warranties
• Tax and accounting
• Certified pre-owned
• Succession planning
For more information or to submit a proposal, visit niada.com/speakers.
Antonio Rajan knows the buy-here, pay-here industry well stemming from his time as chief revenue officer at Autostar Solutions.
This week, Rajan took on the same executive position but with Agora Data, which strives to provide BHPH dealers and small to mid-sized finance companies access to abundant and affordable capital.
Rajan’s broad industry expertise includes knowledge about dealer management software, CRM, underwriting, GPS, and finance solutions. Prior to joining Autostar, he served as vice president of sales at LexisNexis.
In a news release, Agora Data chief executive officer Steve Burke described Rajan as a thought leader with an entrepreneurial vision and an exceptional record of positively transforming sales, marketing, operations and go-to-market strategies.
“Antonio brings Agora Data a wealth of knowledge about BHPH dealer operations and a keen appreciation of the needs to help grow the dealers’ business while enabling them to have a level playing field with the large dealer groups,” Burke said. “He’s a great asset to the strong leadership team already in place at Agora. We are very excited to have a person of his caliber as part of the Agora family.”
And Rajan shared what it means to him not to be a part of the Agora family.
“I would like to thank Steve and the Agora leadership team to entrust me with the mission of helping small to medium-sized finance companies and BHPH dealers with their capital needs,” Rajan said. “Agora Data is the first technology company that frees up dealers spending countless hours on collecting and instead spending more time on growing their operations, inventory, or business development centers. Having access to capital with no recourse will allow forward-thinking dealer principles to grow rapidly.
“When Steve described the unique solutions Agora has and his vision for disrupting the industry with innovative products, I knew I wanted to be part of the team,” Rajan went on to say. “I’m relishing this opportunity and invite anyone that thinks they’re the best of the best to come and join us in this incredible journey.”
For more information, visit agoradata.com or call (877) 592-4672.
This week, the National Independent Automobile Dealers Association continued its revamp of moderators and trainers who will oversee the organization’s dealer 20 groups.
Joining Ed Curry, who came aboard last month, NIADA welcomed Bill Elizondo and Ben Goodman, whose backgrounds include all crucial segments of being a buy-here, pay-here operator, from inventory management to underwriting and delivery to collections.
Both Elizondo and Goodman will work with NIADA’s BHPH 20 Groups, as well as leading dealer training classes and conducting on-site consulting.
“The addition of Ben, Bill Elizondo and Ed Curry as moderators and consultants provide the foundation necessary to make NIADA’s 20 Group and dealer development programs the best in the independent dealer space,” NIADA vice president of industry insights and analysis Larry Dixon said in a news release.
Goodman has spent the past 11 years with Byrider, one of the nation’s largest BHPH franchise operations. He began as general manager of multiple Byrider dealerships in Cincinnati, winning the regional Dealership of the Year award three times in his first five years.
Goodman was then named GM of Byrider’s newly developed business development center, designing and operating an internal BDC for 21 Byrider corporate stores and increasing dealership traffic through Internet lead conversions.
When his program proved a success, it was implemented at 67 Byrider franchisees.
Goodman later served as a Byrider franchise consultant, maximizing franchisee profitability through benchmark performance analysis, action planning, interactive training and onsite and virtual visits. He organized and moderated Byrider 20 Group meetings, bootcamps, panel discussions and conventions, as well as serving on planning, implementation and training committees in all phases of BHPH operations.
“We’re incredibly pleased to have someone of Ben's quality and experience on the team,” Dixon said. “His extensive BHPH dealership, training and moderating experience make him an ideal leader for NIADA's 20 Groups and dealer development programs.
Before joining Byrider, Goodman spent nearly 16 years with CitiFinancial, rising to district vice president of operations, responsible for all operations of seven subprime consumer finance branches in Columbus, Ohio, and surrounding markets.
“NIADA is a world-class organization with a proven track record of success for its members,” Goodman said. “The team of subject matter experts they've put together across all platforms is unsurpassed. I'm humbled and excited to become a part of this tradition and I can’t wait to get started.”
Meanwhile, helping NIADA member dealers will not be new for Elizondo, who comes to NIADA from AFS Dealers, where he was serving as chief operating officer and responsible for developing and conducting training programs and in-dealership consulting to support BHPH/LHPH dealer performance improvement and revenue growth.
He has also been part of NIADA, NABD and many of NIADA’s affiliated state association since 1995.
“No other consultant has come even close to having the impact on my business that Bill has had,” said Nick Markosian, chief executive officer of Markosian Automotive in Utah, in a news release. “He really gets in the weeds to find solutions. I can’t wait to see how he puts his unbounded energy and enthusiasm into helping us become better operators.”
Elizondo’s experience the BHPH industry goes back more than 30 years, beginning in 1990 with CAR Financial Services (formerly Wells Fargo Financial), where his responsibilities included profit, hiring, training, underwriting and collections, and he rose to national accounts director.
He later served as created director of collections practices and review, and vice president of operations for America's Car-Mart, the nation’s largest publicly held BHPH dealership, working with and managing 29 dealerships totaling more than 10,000 accounts and $86 million in receivables.
He moved from that role to director of strategic growth and development and later director of sales for Superior Auto, another large BHPH operation known for outstanding collections.
During that stint, his job included running a dealership and personal visits with customers. As sales director, he was responsible for 64 stores – increasing retail sales by 22% and unit sales by 12.5%— and was instrumental in the development of a new sales manual.
“We’re incredibly excited to have Bill on board,” Dixon said. “His deep and diverse experience will help elevate independent dealers’ operational performance. He’ll play an instrumental role in making NIADA’s Dealer 20 Groups, dealer training and education programs best in class.”
Also of note, Elizondo is a marathoner, an All-America masters swimmer and a swimming coach who also has completed an Ironman triathlon.
“I am excited for the opportunity to be a moderator/consultant for NIADA,” Elizondo said. “Following our mission by promoting, educating and advancing our dealers with best practices, insight and increased bottom-line success is what I love to do. Working together will provide a powerful framework for success.”
Shaun Petersen made the transition from the National Independent Automobile Dealers Association to Buckeye Dealership Consulting last fall.
Now, Chuck Bonanno and David Brotherton are doing the same thing.
According to a news release distributed on Monday, the provider of reinsurance and F&I products for independent dealers announced it has hired industry experts Bonanno and Brotherton to its business development and training team.
In making the announcement, Buckeye chief executive officer Robert Fox Sr. said he’s known Bonanno and Brotherton for many years, and said these additions will add exponential value and expertise to the firm’s current and future clients.
“They are both service-oriented professionals and that’s what our clients demand,” Fox said. “Dealers want the most value possible when choosing which vendor to work with, and the addition of these two highly skilled professionals will add tremendous value to our company and the industry it serves.”
Both Bonanno and Brotherton are well-known throughout the retail automotive industry, and both have most recently served as 20 Group moderators and consultants for independent retail and buy-here, pay-here dealers for both sales and service.
Bonanno has been a nationally recognized speaker, author, industry trainer and consultant in the BHPH industry for 30 years. He began his automotive career as a senior officer for a BHPH dealer group in Florida and was responsible for a portfolio of more than $150 million.
Along with his practical experience as an automotive retailer, Buckeye highlighted Bonanno has more than 20 years of consulting experience with all size dealerships, including some of the most successful operations in the country and numerous dealers who have earned state and NIADA Quality Dealer of the Year Awards.
Most recently Bonanno was the vice president of dealer development for NIADA.
“The wealth of experience and expertise at Buckeye is something I’ve recognized and respected for many years,” Bonanno said. “I love this industry and plan to continue helping independent dealers achieve their goals through well-structured, profitable reinsurance programs.”
Brotherton, a 20 Group moderator and dealer consultant began his career as a payment collector and rapidly expanded that role to include sales and management including 12 years with Byrider.
As an automotive retail consultant, Brotherton moderated several BHPH and Service 20 Groups for NIADA as well as providing on-site dealership evaluation, training and consulting services. He is a regular contributor to national industry trade publications, leads training seminars and educational conferences, and is a sought-after speaker at industry conventions and trade shows.
“If there is one thing that remains a constant throughout my years as a 20 Group moderator,” Brotherton said, “it’s the positive impact Reinsurance has had on dealer success in the car business. I’ve seen many examples of it.”
To learn more about what dealer reinsurance can do for your business, visit BuckeyeReinsurance.com.
The National Independent Automobile Dealers Association reinforced its experience and knowledge base on Monday with a former independent dealer, Sonic Automotive vice president and respected dealer trainer, who will be a senior moderator/consultant for NIADA Dealer 20 Groups.
Coming aboard is Ed Curry, who will moderate retail 20 Groups and will be a strong presence throughout the association’s dealer development program, which includes 20 Groups, dealer education classes and on-site consulting.
“Ed coming to NIADA allows us to solidify and expand on our successful 20 Group program and dealer education offerings,” NIADA chief executive officer Robert Voltmann said in a news release.
“Our board of directors made dealer development and building on the success of the program major tenets of the NIADA strategic plan. Ed is the first of several new additions as we expand the 20 Group program and make it more accessible to more members,” Voltmann continued.
Curry comes to NIADA with more than 40 years of auto industry experience, including 21 years in retail, starting as a salesman while attending college. He’s served in every front-end dealership role from sales to general manager to owner of an independent dealership that included a buy-here, pay-here operation.
Curry held a number of leadership positions in more than eight years with Sonic Automotive, including national used-vehicle director, national sales director, senior vice president of staff operations and vice president of used-vehicle sales.
During his tenure with the publicly traded company, Curry helped create Sonic’s Dealer Academy and wrote much of the curriculum for its first graduating class.
NIADA highlighted Curry also created what the association believes to be an industry first — Sonic University — which provided training to all dealership roles using both live training and distance learning.
Curry then joined NCM Associates and rewrote its used-car boot camp and training program as well as conducting the classes and training other instructors.
He was also a regular contributor to Ward’s Dealer Business magazine.
Curry later held senior positions in the used vehicle operations of Asbury Automotive and Van Tuyl Group, and was executive manager for a franchise dealership owned by Berkshire Hathaway Automotive.
And he was general manager of Atlanta Luxury Motors, an independent operation that was in the initial phases of adding new car franchises to its seven used-car locations.
“I am thrilled to be a part of NIADA and to be able to use my experiences to help elevate independent dealers’ operational performance and education,” Curry said. “I've been training my whole career for this opportunity and can’t wait to get started.”
Will Mitchell has been with Automotive Finance Corp. for six years and now he’s one of the floorplan provider’s top executives.
The KAR Global business unit on Tuesday announced the promotion of Mitchell to chief operating officer; a position where he will oversee AFC field and business operations with a continued focus on business development and commercial operations.
“Mitchell is an incredibly strategic thinker and vision-driven leader with a proven track record of success,” AFC president Jim Money said in a news release.
“In his expanded role, Mitchell is responsible for leading AFC’s operations strategy and execution to ensure we are positioned to continue serving our customers in their preferred manner, either in person or digitally,” Money continued.
As chief operating officer, AFC highlighted Mitchell will draw on his deep understanding of the needs of the independent dealer to ensure AFC continues to provide industry leading, customer-first services and solutions.
The company said Mitchell will also continue to lead AFC’s product development and market partnership efforts with a focus on forging and strengthening strategic partnerships.
“I’m thrilled to extend my focus to empowering our team with valuable tools and resources that provide timely service and convenient solutions for AFC’s customers,” Mitchell said. “AFC has been a leader in the automotive financing industry for over 30 years and I look forward to building upon that legacy.”
Mitchell joined AFC in 2015 as director of strategic initiatives. In 2018, he was promoted to vice president of business development and commercial operations. In that role, Mitchell was instrumental in the launch of several new AFC products, including Daily Tab and Rebuilder, as well as aiding in the company’s continued digital evolution.
Prior to his time with AFC, Mitchell worked for various companies in business development roles specializing in strategic initiatives. He also served for eight years in the Army National Guard.
