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What is a 20 Group and why should you join one?

20 Groups empower owners, managers, teams and dealerships to unlock their full potential.

Dan Grosvenor of 5 Star Auto Sales, St Charles, MO

NIADA Dealer 20 Groups are a collection of 20 non-competing dealers with similar business models who meet three times a year to exchange ideas, identify best practices, resolve challenges and discover hidden opportunities.

Your 20 Group will help you and your team thrive in the new economy by providing innovative thought leadership, proven strategy, data and expertise to support you on your growth journey. We facilitate change that matters for substantial value today and tomorrow.

No matter your dealership size or years in business, there is a 20 Group for you.

Whether you’re a Retail, Buy-Here, Pay-Here or Lease-Here, Pay-Here dealer, we foster a collaborative environment with 20 of your non-competing peers who share similar business issues.

When you join a Retail, Retail Service, BHPH/LHPH, BHPH Service or Finance group, you will be joining a special group of dealers, all prepared to go the extra mile to support you. 20 Groups are led by NIADA’s accomplished moderators who are industry veterans, with a proven track record of success

Unlike other 20 Groups, NIADA is not here to sell you anything, and we certainly don’t push 3rd party vendor products. We’ve been the leading association for independent automobile dealers for 75+ years, and we’re the voice of independent dealers in our nation’s capital.

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Ed Curry, NIADA Moderator

Retail 20 Groups Moderated by Ed Curry

Numbers, inventory, profits, F&I and reconditioning? Does this matter to you and do you need to learn more? NIADA Retail 20 Groups are the perfect situation for sharing similar struggles and successes in these areas.

It’s in this setting where you can be real honest and open with the other dealers to learn what’s working and what’s not working with your business and how to improve where needed.

If your independent dealership have service department, you’ll want to improve your processes for getting vehicles in and inspected, conducting routine maintenance and other vital services? Join Ed Curry, in an NIADA Retail Service 20 Group to improve your service department.

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 BHPH operation.

Curry held a number of leadership positions in more than eight years with Sonic Automotive, one of America’s largest auto retailers, including national used vehicle director, national sales director, senior vice president of staff operations and vice president of used vehicle sales.

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Ben Goodman, NIADA Moderator

BHPH/LHPH 20 Groups Moderated by Ben Goodman

Establishing benchmarks and setting accountability standards are vital to your Buy-Here,Pay-Here or Lease-Here, Pay-Here dealership success. Your 20 Group peers and NIADA moderators will help your establish those best practices.

BHPH/LHPH 20 Group Topic Areas

– Feeder business to the finance side of the business – the finance side is the most profitable
– Make your business on the finance side of the deal
– Deal structure is critical – can’t walk into this blindly
– Reconditioning cost affecting ACV cost, what type of down payment do I need to ask for, what can the customer afford, what type of terms am I setting up.
– Collections
– Keep it within regulation guidelines
– High level action plan given to help set up the right deal structures in place
– Composite Review (A composite is a data set ranging from inventory to collections – a running snapshot of your business. 20 Group members review everyone’s numbers to determine how each dealership is doing and what actions can be taken where improvement is needed.)
– Hot topics

About Ben Goodman

Prior to joining NIADA, Goodman spent the previous 11 years with Byrider, the nation’s largest BHPH franchise operation. 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. 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.

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David Brotherton, NIADA Moderator

20 Groups Moderated by David Brotherton

With the NIADA’s integration of the Dealer Performance Groups with 20 Groups, David Brotherton is rejoining the ranks. Brotherton worked with NIADA prior to June 2021.

“To me, this merger represents an opportunity to prove to everyone that we are in fact, better together,” Brotherton said. “This merger shows a renewed commitment to the buy here, pay here, industry that dealers need to see, as well as bringing additional resources, infrastructure, and vigor and enthusiasm for the 20 group model to help all of our dealers grow and thrive, both retail and buy here pay here.”

Brotherton grew up in southern Indiana. After graduating from Purdue University with a degree in economics, he began his career in small loan lending and collections before moving to mortgage lending.

In 2000, he joined the Buy Here-Pay Here industry, spending 12 years in the Byrider system before becoming a consultant and 20 Group moderator for the Leedom Group and NIADA.

“We are lucky to have David rejoin NIADA as a Senior 20 Group moderator,” said Jeremy Beck, NIADA Vice President of Dealer Development. “David was instrumental in developing the Dealer Performance Groups program, including their composites. Adding his knowledge and experience to our program enhances what we already have with our current team of moderators. Our vision to grow and innovate our program takes a significant leap forward with David and Dealer Performance Groups integrating into our program. Together, we truly are better for our industry and our dealers.”

As a 20 Group moderator and consultant with more than 20 years in the industry, Brotherton brings a combination of experience and leadership to the established 20 Group dynamic, as well as providing on-site dealership evaluations and training, team building and consulting services. He’s led several industry seminars and conventions, speaks both regionally and nationally and regularly contributes to industry publications.

Brotherton lives in Sarasota, Fla., with his wife and two children.

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Experience the power of 20.

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