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Tormohlen — Continued from page 1

is established, the dealer must constantly invest in and train the staff consistently to follow the daily requirements of the plan, build positive customer relationships, and remain compliant.

UCN: Independent dealers face as many challenges as any business due to supply issues, rising interest rates, etc. How are you navigating these challenges and do you have any advice?

Tormohlen: If you Google ‘U.S. Recession History,’ you’ll find that we’ve been enduring recessions since 1785. So far, in my career, I’ve seen recessions in ’73-’75, ’80-’82, ’90-’92, 2001, ’07-’09, and 2023. I am convinced that as long as policy makers try to manage our economy, this pattern will continue. That said, you don’t have to participate. I find it’s best not to spend your time worrying or whining about it. If you view it as a normal part of the long-term business cycle, you can view slower economic times as an opportunity to get better. Start by examining everything about your operation. Are your people efficient? Can you cut expenses? Are you managing your debt, or is it managing you? Simply put, what can you do TODAY to get better? I’d be remiss if I didn’t suggest you attend NIADA’s convention or join a 20 Group. You’d be amazed at what you may not know.

UCN: Tell us about why you decided to serve in leadership in your state and with NIADA?

Tormohlen: I learned from the age of 7 to volunteer on projects that help others, and I’ve benefitted greatly over the years by offering help to worthy organizations from MDA to Lions & Rotary clubs. Back in 2008, Bruce Eklund, who was the State Executive Director for Illinois, asked me to join his board. I was so honored. Several years later, as President-Elect, I attended NIADA Leadership training in Dallas. As usual, I spoke up and offered my thoughts on several topics. This apparently impressed Mike Linn and some of the NIADA Board members, and soon after I was asked to be Region III Vice President. Since then, I’ve served NIADA as Secretary, Treasurer, Senior Vice President, President Elect, and soon, President. It has been an incredible experience! I’ve gained much more than I’ve been able to give and learned so much rubbing shoulders with the best of our industry.

UCN: You will take the reins of NIADA at the same time as the association has a new CEO in Jeff Martin. Tell us what the focus of NIADA is as this new era starts.

Tormohlen: I love Jeff! He’s a hard working Dealer Driven guy. I think with Jeff at the helm, our first task is to stabilize relationships. I’ve learned, after seeing several CEO changes, that there’s always some concern about how the new CEO will do things. Our first task is to rebalance the association with dealers and vendors (our most important stakeholders) in mind. That begins by having solid relationships with State Execs and Boards (our front line), then filters to Jeff and our awesome NIADA staff for support in legislative, education, and benefits… the end goal is to increase NIADA’s influence internally, among our member dealers, and externally, as the go-to source for all things Independent.

UCN: Tell us your view about lobbying and representing the NIADA to regulators?

Tormohlen: Jeff Martin has a fresh approach to this, which I like a lot. After a long hiatus, NIADA returned to Washington several years ago, and thanks to the efforts of Shaun Peterson and Bret Scott, we are known in DC. During that period, NIADA worked to stop bad legislation, and become a helpful source of information on industry topics. Our legislative committee is currently tracking over 100 bills in Congress and state Houses across the nation. Jeff’s approach is to continue those efforts, but also build stronger relationships with ‘permanent’ Washington – that is, the employees at the regulatory agencies (FTC, CFPB, IRS, etc.). Building relationships with the folks who are tasked with implementing rules, who don’t have to get re-elected every other year, strengthens our influence.

UCN: When you encourage dealers to get involved, what are their typical responses?

Tormohlen: Most are very open to it…but I know I’m in trouble if I get a ‘yeah but…’. I’m often surprised that dealers are more interested in membership for the auction discounts they receive than all the other benefits they get. To me, membership is simply a bargain. A few years ago, we began to track the dollar value we derive from our membership… last year, we netted over $24,000! That didn’t include legislative support or educational opportunities! The key question is ‘are you a participant in the market, or a bystander?’

UCN: Anything else you’d like to tell our readers or NIADA members?

Tormohlen: We’re all entrepreneurs. We set out chasing our dreams, and in the process, we provide for those we love, our employees and their families. Our customers willingly give us their hard earned money because the value of the vehicles, services, and treatment we provide is worth more. This happens thousands of times per day across our nation, and thus, our nation succeeds. Many will see that you own your own business and wish they were as lucky as you. The beauty of the USA is they can be– IF they are willing to invest, take the risk, put in the hours, and work as hard as you do. You’re awesome! Thank you for driving our nation forward.