Pub. 1 Issue 1

2 VIRGINIA AUTO DEALER www.virginiadealers.com How did you become a car dealer? Did you always aspire to be part of the automotive industry? My dad, Bob Huff, bought our family dealership – Chevrolet, Buick and GMC – in 1973, so I grew up in the car business, working with my dad after school and during summer breaks. The plan was for me to get my college degree, come back to the dealership and eventually take over for my dad. In 1986, one year after I graduated from college, my dad, who was only fifty-seven, passed away due to cancer. I had just turned twenty-three, which, at the time, made me the youngest dealer ever approved by GM. In 1998, my wife Alicia and I bought the local Ford dealership. Huff Ford is celebrating its 20th anniversary this year. Do you have family members in the auto industry? My kids are still too young to formally be involved, but, my mom and brother work in the original family dealership, Bob Huff Chevrolet, Buick and GMC, which we still all own together. My mom, who is in her 80’s still goes to work every day. The original dealership is celebrating its 45th anniversary. Describe your educational background. What did you study? I graduated from Emory & Henry College in 1985, with a degree in management and marketing. Are there any specific individuals that had a major impact on your career? My dad, obviously. He bought the dealership, so without that, I probably wouldn’t be where I am today. But, I would have to say the many employees at Bob Huff Chevrolet, Buick and GMC have also had an impact on my career. We live in a small town and consequently the worker pool is small. So many times you have to grow and develop good em- ployees, and it takes time. Early on, as I worked in the dealer- ship, I learned pretty much every job in the dealership, from the perspective of an employee, but, the plan was always for me to learn my dad’s job from him. Because my dad passed away so early, I never got the opportunity to learn his job from him. It’s something that I will always regret. The employees at the dealership invested the time, and I like to say that they raised me to be a dealer. We have phenomenal people at both dealerships. The truth is, you can’t do it alone – or even well – without good people by your side. What is the most rewarding part of your career? The people. Whether it’s watching someone who works for me advance in their career, or selling another car to a loyal repeat customer. People make this career rewarding. What do you think will be some of the dom- inant trends within the auto industry in the next 5-10 years? Well, I think we all see what’s coming down the road, so to speak. Electric and autonomous vehicles are all on the horizon. How soon of course, depends on which expert you listen to. What I think is more important – and probably more immedi- ate – is the discussion surrounding the franchise system and the perception of how people buy cars. Yes, people do research on- line. I think that by the time they are actually visiting dealerships they are pretty clear on what they are looking for and the budget they have. But, at the end of the day, I am not convinced that the average family is comfortable buying a vehicle online and having it just show up in their driveway. This is still a people business, and there are questions and concerns along the way, and that is where the franchise system is invaluable. As a dealer I impact my hometown. I provide jobs and I support the tax base in my city. I have a brick and mortar presence where every customer can actually show up, look me or my staff in the eye and get their questions and concerns addressed and most importantly, leave with the feeling that they have been heard and their problem solved – or at least the solution is in process. I don’t think that can happen without the franchise process. What is the biggest importance of being a VADA member, what makes it beneficial? The support, hands down. I sell cars. It’s what I do. VADA makes that process much easier, from educational opportunities to ad- vocacy. It’s a resource that I personally have found invaluable. Q&A with Outgoing Chairman – Mike Huff