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The agenda for this year’s education event was still in the works at press time, but Melendez was able to provide a preview.

“Obviously, I always have people come in from National Independent Automobile Dealers Association to speak,” he said. “I’m also having Justin Osburn (CEO of Automotive Reinsurance Concepts) speak on sales training. Cory Collins will talk about F&I menu selling.

“We’re also going to have Virginia’s executive director of the Motor Vehicle Board, William Childress, who’s going to speak on the best practices for dealers to follow so they don’t get in trouble with the agency.”

Childress will discuss audit reviews, consumer complaints and the most common violations.

For years, Virginia IADA headquarters had been in Virginia Beach, but relocating to Richmond, the state capital, has been important.

“It’s closer for lobbying,” he said. “It’s closer to government agencies. We’re 15 minutes away from the headquarters of the Department of Motor Vehicles and the Motor Vehicle Dealer Board.

“Our relationship is phenomenal, the way it has changed, just by having our location there where we can make our voices heard.”

A little over a year ago, the group also hired Gonzalo Aida as its own full-time lobbyist to deal with government affairs.

“He’s done an outstanding job,” Melendez said.

The association also has a political action committee (PAC), which distributes about $20,000 to $30,000 per year to various lawmakers.

“We hand carry every donation and we let them know who we are,” Melendez said.

The association also prepared a document for lawmakers that Continued

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