VADA LIVE

We’re at the halfway point of the Virginia General Assembly session, and the VADA legal team is breaking down exactly what the "Crossover" deadline means for your dealership. Join VADA Live host Dan Carrigan as he sits down with Anne Gambardella, Executive Vice President and General Counsel, and Mimi Perka, Director of Legal and Legislative Affairs, for a Capitol “vibe check.”

From dodging unexpected solar canopy mandates to navigating new employment laws and surveillance pricing, Anne and Mimi share behind-the-scenes accounts of VADA's defensive wins. Tune in to find out which bills survived, which ones died, and how you can make your voice heard at the upcoming Dealer Day.

Chapters:

00:00 - Welcome & General Assembly "Vibe Check"

03:27 - What is "Crossover" and why does it matter?

09:48 - Bullets Dodged: Predictive Scheduling & Surveillance Pricing

12:21 - The unexpected legislative fight over Solar Canopies

15:58 - Broad workplace initiatives: Minimum wage & Paid Family Leave

19:18 - Dealer Modernization Bills & prepping for Dealer Day

22:51 - Right to Repair updates & defeating the tax on repair services

27:30 - The ultimate takeaway for Virginia dealers

About VADA Live: VADA LIVE is the official podcast powered by the Virginia Automobile Dealers Association, offering rich insights and information about the automotive industry in the Commonwealth of Virginia. Join VADA staff, members, and partners 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.

Service advisor turnover is hitting 49%. In this episode of VADA Live, host Dan Carrigan and leadership expert Christopher Craig reveal why "managing numbers" is driving your people away—and how "leading people" brings them back.

Dealerships are facing a massive retention crisis, with annual turnover rates hitting 46% industry-wide. But according to Christopher Craig—an automotive expert and U.S. Army Reserve Officer—the problem isn't just about pay; it's about the fundamental difference between a "Manager" and a "Leader".

In this episode, Christopher breaks down why managers focus on spreadsheets while leaders focus on people, and how flipping that mindset can stop the bleeding in your fixed ops department. He also shares his proven "Rhythm" communication strategy that earned him over 60 five-star surveys in a single month and explains why authority and responsibility must always go hand-in-hand.

Can a used Nissan with over 100,000 miles and a Continuously Variable Transmission (CVT) survive the salt flats of Bonneville and the rock crawling trails of Moab?

In this episode of VADA Live, host Dan Carrigan sits down with Tim Pohanka, Executive Vice President of the Pohanka Automotive Group, to discuss his hit new YouTube series, "Tour Detour: The Good, The Bad, & The CVT."

Tim and two fellow dealers set out to bust the myths surrounding Nissan’s CVT reliability by taking three high-mileage vehicles on a punishing 1,500-mile road trip across the American West. From river crossings to desert sand dunes, they wanted to prove that these cars could handle conditions no engineer ever intended.

Watch the "Tour Detour" Series here: https://thetourdetour.com/episodes

The 2026 Virginia General Assembly session is officially underway, and for the retail automotive industry, the stakes remain as high as ever.

Join VADA Live host Dan Carrigan for our Season 2 premiere as he sits down with experts Mimi Perka, VADA Director of Legislative & Legal Affairs, and Ralston King, President of RivCo Government Affairs and VADA Lobbyist.

With 18 new members entering the House of Delegates, VADA’s mission this year is focused on education, relationship-building, and protecting the franchise system. As the saying goes: "If you are not at the table, you're on the menu." Now is the time for every member of the Virginia automotive community to engage, stay informed, and make their voices heard. Register for Dealer Day 2026 (Wednesday, January 28): https://vada.com/event/dealerday26

In this conclusion to our special end-of-year series, VADA President and CEO Don Hall shifts the focus from external threats to the internal dynamics that will define dealership success in 2026. Hall shares candid takeaways from his recent time at the NADA Academy, specifically highlighting the critical, often undervalued role of service technicians. He argues that the service drive touches far more customers than the sales floor and that building a culture where employees feel valued is the only sustainable way to protect the business. Hall also issues a warning about upcoming regulatory attacks targeting processing fees and spot deliveries, urging dealers to prepare now rather than later. He challenges owners and general managers to "lead from the front" by being visible and engaged in the daily grind of their stores. With the 2026 legislative session and Virginia’s 250th anniversary on the horizon, the message is clear: your presence—whether in the dealership or at the General Assembly—has never mattered more.

VADA's Don Hall sat down for a candid, two-part interview on the threats facing the franchise system–from manufacturers like VW and Scout pushing for direct sales to the new political landscape in Richmond.

In Part 1 Don delivers a message to dealers who think they can coast through 2026:

"Manufacturers have made it clear... they would love to be able to take off certain vehicles and sell them direct. We need to care and we need to get engaged. This is a big deal. It's not going to go away."

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The "Party Crashers" have returned, and the stakes are higher than ever.

To celebrate our one-year anniversary of VADA Live, host Dan Carrigan welcomes back our very first guest, Brian Finkelmeyer of Cox Automotive. In this deep dive, Brian analyzes the massive $30 billion tariff impact hitting automakers and explains why the industry is seeing a "perplexing" shift in consumer behavior.

From the normalization of new car inventory to the "bottom valley" of used car acquisitions and the sunsetting of EV incentives, this episode provides the roadmap dealers need for 2026. Brian also breaks down the "Two Americas" economy and how dealers must evolve their service and AI strategies to meet the needs of today's most affluent buyers.

Join Dan Carrigan as he speaks with Emily Marlow Beck, President of Marlow Motor Company and Virginia's 2026 Time Dealer of the Year, for a candid and insightful conversation about leadership and the future of the family-run dealership.

In this interview, Emily shares her unique journey from her legal background as an attorney to her current role as dealer principal. She explains how her father instilled a character-building work ethic from the ground up, and why being prepared to "pivot and go" is the true key to navigating uncertainty and the rapid changes in the corporate world.

Beck emphasizes the philosophy that leaders must "share the credit and hog the blame" to encourage an environment where employees feel safe to admit mistakes and foster true collaboration. She also discusses the vital role of community and culture, explaining how employee-led initiatives like her CARES Committee and the viral 75 Acts of Kindness built a servanthood culture that directly impacts her sales floor and customer relationships.

This is an indispensable guide for dealership leaders focused on operational excellence, ethical culture, and successfully transitioning a family business.

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Virginia just delivered a historic Democratic sweep, electing the first female chief executive, Abigail Spanberger, and expanding the House of Delegates majority by 13 seats. What does this seismic shift mean for Virginia's business climate, the upcoming 2026 General Assembly session, and franchise auto dealers?

Join host Dan Carrigan with VADA lobbying experts Tripp Perrin (Lindell Government Affairs) and Greg Habeeb (Gentry-Locke Consulting) as they provide an in-depth breakdown of the election results and the political landscape moving forward.

Join Dan Carrigan and Dr. Ben Flusberg, Chief Data Officer at Cox Automotive for a deep dive into the evolution and practical application of AI in auto retail. Dr. Flusberg defines the AI landscape, explaining the shift from predictive to generative and now to agentic AI—where systems execute multi-step automated workflows.

Dr. Flusberg shares his strategic framework: the "AI Pyramid." This model outlines the path to maximizing AI value, moving from basic Insights to Predictions, then Recommendations, and finally to full Automation. He explains that while AI is a "force multiplier" for repetitive tasks, the true challenge is not the technology, but people and process change.

Learn why Cox Automotive is focused on innovations like hyper-personalization and BDC tools that combine predictive data with generative AI to boost lead conversion. Discover why dealers must aim for vendors who offer integrated systems to avoid "AI sprawl" and empower their teams through upskilling. This is an essential guide for dealership leaders ready to move past AI 101 and redesign their operations for the future.

Join us as we welcome back Steve Greenfield (Automotive Ventures) for a sharp analysis of the shifting auto market.

In this episode, Steve provides a crucial outlook for Q4 2025 and 2026, explaining why the EV softening and affordability pressures are defining the landscape, while the prime consumer remains resilient. He emphasizes that the future of mobility requires preparing for these market forces and tariffs. This video is essential for leaders focused on long-term strategy, navigating rising subprime default rates, and future-proofing operations.

Join Dan Carrigan as he speaks with Napoleon “Napo” Rumtine, a proven leader at the intersection of automotive retail, SaaS, and talent innovation. Napo, the Founder and CEO of @interactiveeq, explains how his platform uses AI to measure intangible skills and improve hiring and retention in high-turnover roles like sales and service advisors.

In this interview, Napo shares his perspective on why focusing on employee development and getting ahead of problems is crucial for profitability. He discusses how a first-of-its-kind platform provides insights into a candidate's judgment, resilience, and empathy—the skills that drive 85% of job success. Napo also explains why leaders should use AI as an enablement tool to augment their teams and handle tedious tasks, freeing up people to focus on critical thinking and relationships. He provides a look into the real-world workflow of an AI-enabled talent assessment and how to navigate change management to ensure successful adoption across dealerships of all sizes.

Napo draws on over 30 years of experience, including key roles at Tekion and automotiveMastermind, to provide a fresh, expert take on leveraging AI to build a stronger, more efficient team. He argues that AI is not meant to replace humans but to elevate the human element in a people-centric business.

Join Dan Carrigan and Tim Pohanka, VADA's Legislative Chairman for this special edition of VADA Live from VADA'25. In this episode, Tim offers an exclusive look into the impactful work shaping the legislative landscape for Virginia's auto dealers, emphasizing how VADA's direct communication and deep understanding of the industry make all the difference in Richmond. The duo also explores why active participation from every dealer is crucial, serving as a powerful force for collective good.

To support the VADA Auto and Truck Dealers PAC, visit https://vadapac.com/

In this VADA Live special, host Dan Carrigan and @Reunionmarketing's Chad Graves discuss how dealers can get ahead of AI-driven marketing. Chad emphasizes that AI is a supplement, not a replacement, for human interaction and offers a valuable look into how early adopters are using data to become more efficient, serve their customers better, and prepare for a future where buyers may make decisions without even visiting a website.

Does artificial intelligence have a place in the automotive industry? In this VADA Live special, host Dan Carrigan sits down with Kayla Kody, Vice President at Richmond Ford Auto Group, to discuss the opportunities and challenges of using AI in dealerships.

Kayla shares her perspective on how AI can be a powerful "helping hand" to enhance operations and customer experiences, but not a total replacement for the human connection. She also shares the importance of data privacy (if you wouldn’t shout it across the sales floor, don’t input it into ChatGPT!), the most promising applications of AI in both sales and service, and the keys to getting buy-in from your team.

On this special episode of VADA Live, Host Dan Carrigan sits down with @NADA Academy Director Michael Hayes. The duo takes a deep dive on all things AI in the retail automotive industry, and how NADA Academy is preparing its students for the dealerships of today and tomorrow.

Can AI streamline your dealership's most complex back-office functions? Jim Roche, CEO of WarrCloud, joins Dan Carrigan to explain how AI-powered automation is boosting profitability and efficiency in fixed operations and warranty claims processing, especially with new Virginia laws protecting dealer compensation as of July 1.

In this VADA Live AI special, host Dan Carrigan interviews Checkered Flag General Manager Michael Wood about the reality of using AI in the dealership. Michael shares his perspective on how to get past the hype of artificial intelligence, and how to augment employees to enhance them by removing meaningless tasks from their workloads.

Join Dan Carrigan for a conversation with AI expert Diana Lee, CEO and Co-founder of Constellation. This segment, part of a special series on artificial intelligence in the dealership space, explores how AI is impacting the automotive industry. Lee explains how Constellation's AI uses automotive-specific data to automate tasks like generating VIN-specific offers and providing real-time market insights. She highlights the "clean room" concept, where each dealership gets a proprietary AI chatbot with their own data, enabling competitive strategies and inventory management. Lee stresses that adopting AI is crucial for dealers to gain a competitive edge and improve efficiency.

Get the latest insights on retail automotive Customer Experience, the influence of AI on the Modern Car Deal, and more during this episode of VADA Live with AutoFi's Joe St. John.

In this episode, we sat down with Roger Keller, the incoming Board Chair for VADA, to learn more about his experience with VADA, and how his vision for the future of automotive will fuel his decisions as Chairman for the year ahead. As the only Chairman to have been at the helm of two automobile associations (his other being Indiana), Roger brings insight to supporting the industry and provides key takeaways for VA dealers in the rapidly changing retail auto landscape.

Join Jeff Kelley from VADA Live for a conversation with Dr. Gerald Lackey, Commissioner of the Virginia DMV. With two and a half years at the helm, Commissioner Lackey shares his transformative vision, bringing a fresh, energetic approach from the private sector to public service. More critically for dealers, Dr. Lackey details the ambitious multi-year journey towards a fully digital, electronic titling process and how his unique "in the weeds" leadership style, including time spent in dealerships, is shaping a more responsive and partner-focused DMV.

Join Dan Carrigan for an insightful conversation with Virginia's Speaker of the House, Don Scott. Speaker Scott shares his unique perspective on the vital role the automotive industry plays in the Commonwealth, highlighting how Virginia's pro-business climate supports over 60,000 strong jobs across sales, service, and fixed operations. He passionately discusses the critical importance of the franchise model in protecting consumers and fostering deep community ties, drawing from his own experiences as both a lawmaker and a car consumer.

This interview is part of VADA Live's in-person coverage at VADA'25 at The Omni Homestead Resort.

H. Carter Myers III, a 60-year veteran of the auto industry and leader of the century-old Carter Myers dealership group, joins VADA Live to share his unparalleled perspective. Drawing from a career that includes serving as VADA Chair and being named Dealer of the Year, Mr. Myers discusses how to stay on the leading edge of retail auto. He explores the importance of industry associations, the unique tradition of sharing ideas, and the foundational advice on leadership and customer focus that has stood the test of time.

Kevin Eastman served as Assistant Coach to Head Coach Doc Rivers for nine years with the Boston Celtics (winning the NBA World Championship) and four years with the Los Angeles Clippers. He also served as Vice President of Basketball Operations for the Clippers. For over 10 years he worked with Nike as the national director of Nike’s skill development programs for elite high school and college players.

Through his corporate and sports team speaking (sharing with over 70 audiences/year) and his website (kevineastman.net), Kevin inspires corporate audiences, teams and coaches to be the best they can be in their careers and lives. He is recognized as an engaging and thoughtful speaker speaking to leadership teams, sales teams, and entire organizations as well as one of the best basketball clinicians in the U.S. and internationally.

On June 5, 2025, VADA's, Anne Gambardella, Mimi Perka, and outside counsel Barrie Charapp Beaty provided our Mid-Year Legal & Legislative Update to dealers. Listen/Watch and learn all the changes coming July 1, and how VADA is beginning to prepare for the November elections and General Assembly 2026.

How can dealerships make car buying faster and more customer-friendly in today's market? On this episode of VADA Live, Joe St. John, Chief Customer Officer at AutoFi, explores innovative strategies using smart dealership technology to achieve speedier deals and create truly satisfied buyers. He offers expert insights into adapting to the expectations of digitally-savvy consumers, ultimately transforming the sales process through enhanced transparency and a focus on customer experience.

Get ready to elevate your dealership's customer experience! On this edition of VADA Live, host Dan Carrigan sits down with bestselling author, TED Talk speaker, and customer experience expert Katie Mares. Katie, a featured speaker at this year’s VADA Convention, will discuss how to make "the now non-negotiable", what dealers are still getting wrong about creating five-star experiences, and how to better serve the female consumer. Discover insights on why customer experience competition often comes from outside the auto industry, tangible ways to improve your workplace, and the power of leading through decisive action. This conversation offers a sneak peek into Katie's convention session and practical takeaways for every auto dealer.

What inspires a veteran of Virginia's auto industry and a lifelong community advocate to run for the House of Delegates? On this edition of VADA Live, Jeff Kelley sits down with Virgil Thornton Sr., candidate for the 86th District and a familiar face from decades in Virginia dealerships. They discuss his unique journey from nuclear testing and automotive leadership to his current campaign, the core philosophies like "Kaizen" and "Omotenashi" that guide him, and his vision for his district and the Commonwealth. From his deep experience as a foster parent and NADA Academy graduate to his key priorities of education, healthcare access, and economic development, this conversation offers an insightful look at a pro-business, pro-dealer candidate rooted in service.

What digital strategies are actually delivering results for dealerships in 2025? On this edition of VADA Live, host Dan Carrigan sits down with Michelle Radley of Radley Auto Group, Aris Woolfolk of Aschenbach Automotive Group, and Scott Pechstein of Digital Air Strike to talk lead reactivation, CRM performance, platform shifts, and how to stay competitive on a tight budget. From the impact of AI tools to signs it’s time to adjust your strategy, this conversation offers practical takeaways for teams looking to sharpen their digital approach.

Big changes are coming for Virginia auto dealers on July 1!

Host Dan Carrigan discusses the new warranty recall and reimbursement law with VADA's General Counsel Anne Gambardella, alongside Jordan Jankowski (COO) and Ryan Hammer (Operations Director) from VADA Program Partner Armatus Dealer Uplift.

The panel covers critical steps dealers should take now to prepare for the deadline, specific changes impacting diagnostic time and rental car reimbursement, common submission mistakes to avoid, and valuable insights gained from national experience. Understand this vital legislation, achieved through dedicated VADA advocacy, to ensure your dealership benefits fully.

What's hot in the auto market? Steve Greenfield, General Partner at Automotive Ventures dives into trends, tariffs, and tech on this episode of VADA Live. Get Steve's pulse check on consumer caution, potential sales headwinds, and the impact of affordability challenges facing the industry today.

Wondering how to protect your dealership legacy through estate planning? Attorney John Dedon joins VADA Live host Dan Carrigan to share vital insights specifically for dealers. Learn about crucial documents, current tax strategies, succession planning, and avoiding costly probate issues.

For the first time in many years Virginia has completed a comprehensive overhaul of the Buyer’s Order form. The move is designed to provide greater protections for dealers, improve clarity for consumers, and address modern compliance standards. The new forms — including an optional Lease Buyer’s Order — will be issued starting May 1, with no hard deadline for implementation. VADA General Counsel and Executive Vice President Anne Gambardella and our outside counsel Barrie Beaty have recorded a short presentation to walk dealers through the new forms.

Struggling with finding and keeping top talent at your dealership? NADA Academy Instructor Steve Brazill joins VADA Live host Dan Carrigan to share insights gained from decades in automotive retail. Learn why slowing down the hiring process, effective onboarding, and building the right culture are crucial for long-term success and avoiding costly turnover.

Elevate your leadership communication! In this episode of VADA Live, host Dan Carrigan talks with Page Fehling, covering public speaking, relationships with local media and fostering a positive culture. Plus, hear about Page’s recent car-buying experience, and what impressed this communications expert.

Are your deal jackets audit-ready? Ensuring compliance isn’t just about avoiding fines — it’s about doing things the right way.

Join VADA's Anne Gambardella and ComplyAuto's Brad Miller as they break down the importance of Deal Jacket Audits— why they matter, where dealerships often go wrong and how to stay ahead of regulatory scrutiny.

✅ Protect your dealership from compliance risks
✅ Strengthen your processes the right way
✅ Avoid costly mistakes before they happen

Good compliance is good business. Get the insights you need. Watch now!

To learn more about ComplyAuto and other VADA Program Partners, visit: vada.com/dealer-resources/dealer-programs

#VADALive #VADA #NADA #Legal #Compliance #DealershipSuccess

How do dealers keep their sales processes on track in a constantly changing landscape? In this episode of VADA Live, host Dan Carrigan talks with Andy Seidenman, a 30-year industry veteran and NADA Academy Instructor, about maintaining structure, avoiding “process evaporation” and driving lasting success. Tune in for expert insights on topics like dealership training, CRM strategies, the power of reinforcement in establishing new processes and more.

Jeff Kelley sits down with Mimi Perka, Esq., VADA's Director of Legislative and Legal Affairs, to wrap up the 2025 General Assembly Session

In this episode of VADA Live, host Dan Carrigan sits down with Kevin Tynan, Director of Research at the Presidio Group, to discuss the top-of-mind issues facing auto dealers in 2025. They delve into the evolving dynamics of the automotive market, including manufacturer pressures on inventory and sales, the resilience of the franchise model, and the cooling EV market. Kevin shares his insights on maximizing fixed ops revenue, potential shifts in incentives and pricing strategies, and the continuing importance of affordability for consumers. Tune in for this insightful conversation on the future of the automotive industry!

In this episode of VADA Live, host Dan Carrigan sits down with Dr. Paula Pando, President of Reynolds Community College, to discuss how community colleges are helping dealers bridge the skills gap. Dr. Pando shares how Reynolds is preparing students for real-world success — and how dealers can engage to strengthen the talent pipeline. Watch this important conversation on the future of automotive education and the dealer’s role in shaping it!

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For this edition for VADA Live, host Dan Carrigan sits down with Dave Perno, President of Loyalty Automotive and Virginia’s 2025 TIME Dealer of the Year, to discuss his journey in the automotive industry. From lessons learned working in his father’s dealership to leading a family business, Dave reflects on the importance of supporting employees, giving back to the community and planning for the future. He also shares his perspective on industry trends like EV adoption and what 2025 might bring for dealers.

On this episode of VADA Live, host Dan Carrigan and an expert panel explore one of the most pressing issues facing Virginia’s franchised dealers: warranty reimbursement. Joined by Anne Gambardella, General Counsel and Executive Vice President of VADA, along with Jordan Jankowski and Ryan Hammer from Armatus Dealer Uplift, the discussion covers the challenges dealers face, insights into navigating warranty processes and the steps VADA is taking, including legislative efforts, to fight for fair compensation for dealers and technicians.

In this episode of VADA Live, host Dan Carrigan sits down with Bruce McGeorge, VADA’s new general manager, to discuss his impressive journey to VADA. A proud U.S. Naval Academy graduate and retired Marine Corps captain, Bruce brings over 30 years of expertise in the automotive and logistics industries. From his early exposure to the dealer business to leading innovative solutions at CarMax and ACV Auctions, Bruce shares his insights.

In this episode of VADA Live, host Dan Carrigan dives into one of the most critical drivers of dealership success: customer service. Joining the conversation are Kayla Kody, vice president of Richmond Ford Auto Group, and Jake Sodikoff, president and dealer principal of Steven Nissan and President of HoneyCar, a used vehicle franchise with five locations in Virginia. Together, they share ways to enhance customer experiences, balance technology with a personal touch and tackle challenges unique to the auto industry.

Our Annual Legal & Legislative Update in December 2025 offers dealers the latest insights on state legislation along with federal laws you need to know to run your business. The panel was hosted by VADA's Don Hall, and includes
Anne Gambardella, Esq., VADA General Counsel and Executive Vice President; Barrett "Barrie" Charapp Beaty, VADA outside counsel with Charapp & Weiss, LLP; and Mimi Perka, Esq., VADA's legal and legislative affairs director.

Join us for a preview of the 2024-2025 Virginia legislative session and what's on our radar this year with VADA EVP and General Counsel Anne Gambardella and Barrett Charapp Beaty with Charapp and Weiss, LLP.

In this episode of VADA LIVE, host Dan Carrigan sits down with Brian Finkelmeyer, Senior Director of Enterprise Insights and Advisory at Cox Automotive, to unpack the latest trends shaping the automotive retail landscape.

From the bright spots in vehicle sales to the challenges of rising inventories and affordability concerns, Brian provides a deep dive into the evolving market dynamics.

Tune in to explore strategies for dealerships to stay ahead, updates on EV growth projections, and insights into how transparency and innovation are reshaping the customer experience.