Digital Dealer - January 2018 - 28

DDW & CATA | Feb. 13-14, 2018 | Chicago

Cover Story

INTERVIEW WITH THE 2018 CHAIRMAN
OF THE CHICAGO AUTO SHOW
John Hennessy,

owner of River View Ford, in suburban
Oswego, Illinois, has spent more than 30 years in the auto
retailing industry. In addition to running one of the most
active and popular dealerships in his region, John led a
board of 15 dealers when he served as the 2016-2017 Chicago
Automobile Trade Association (CATA) chairman. The CATA is
comprised of more than 400 franchised new-car dealers and,
collectively, those members employ about 20,000 people in the
Chicago metropolitan area. John has served on the National
Dealer Council as well as the Ford Marketing Advisory Board.
Leadership runs in the family, as
John's father was a prominent
dealer in the area and chaired the
Chicago Auto Show forty years ago.
Proud to continue a family tradition, John is the 2018 Chairman of
the Chicago Auto Show, the largest
auto show in North America and an
event held more times than any other auto exposition on the continent.
In this month's dealer interview,
John talks about his tenure in
leadership positions, shares tips
on running a successful dealership,
confides what he likes most about
the industry, and discusses his
dealership's commitment to their
local community, especially efforts
to raise funds for and awareness of
juvenile diabetes. His commitment
to both the industry and his local
community is long-standing and
unshakeable.

FOLLOWING IN YOUR
FATHER'S FOOTSTEPS,
YOU SERVED AS THE

28

JANUARY 2018

CHICAGO AUTOMOBILE
TRADE ASSOCIATION (CATA)
CHAIRMAN IN 2016-2017.
WHAT DID IT MEAN TO YOU
TO BE THE CHAIRMAN OF
CATA, A POSITION YOUR
FATHER HELD FORTY YEARS
AGO?

It was truly an honor, first and
especially to be part of the Chicago
Automobile Trade Association. It's
a great organization that allows
me to help the dealers we represent. A lot of dealers wonder how
they can make a difference in this
industry. The CATA is one of the
ways. During my term at CATA,
we were able to change the lease
laws in Illinois. These laws had not
been changed, just about since cars
were first being sold in the state.
We were one of only two states
that actually taxed the full price of
the vehicle. After we changed the
law two years ago, we taxed only
the monthly payment! Our lease

D I G I TA L D E A L E R . C O M

sales in Illinois went from about 10
percent to around 30 percent. That
not only benefitted the consumer
because they saved more on their
car payment, it benefitted the dealers because we could lease more
cars and we see the customer more
often. It also actually benefitted the
state, because the state made more
money.
In addition, we handle other
kinds of legislation for dealers. For
example, our franchise laws. Automobile dealers have a lot of money
and sweat equity tied up in their
franchises. We must make sure the
balance of power is fair between
the dealers, manufacturers and our
consumers. It's tough as one dealer
to go down to Springfield and try to
make a difference. When you add
the strength of the CATA and our
partners at the Illinois Automobile
Association, we become a big force
that our legislators understand
and appreciate. That's just one of


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Table of Contents for the Digital Edition of Digital Dealer - January 2018

Digital Dealer - January 2018
Contents
The Art of Handling Mistakes
Motion and Commotion – The Buy/Sell Market Intensifies
You Don’t Have to Be Blood to Be Family in the Dealership
Shifting From Crisis to Opportunity
Warning! Your Customers Know More Than Your Salespeople. But Not for Long.
Advertising Your Tech-Spertise!
From the Show Director
Drawing the Curtain Back
Digital Dealer Workshops Chicago
Cover story
Interview with the 2018 Chairman of the Chicago Auto Show
Ready… Fire!...Then Aim
Turning Cash Buyers into Auto
Need a Tech – Keep a Tech or Other Staffer?
The New Car Buyers’ Clinic: A Case Study in How to Royally Mess It up!
The Pros and Cons of Building a Dealership Facebook Page
Is Your Dealership's Advertising Stuck in the '60s?
4 Ways to Sell More Cars in 2018
Digital Dealer - January 2018 - CT1
Digital Dealer - January 2018 - CT2
Digital Dealer - January 2018 - Digital Dealer - January 2018
Digital Dealer - January 2018 - Cover2
Digital Dealer - January 2018 - 1
Digital Dealer - January 2018 - Contents
Digital Dealer - January 2018 - 3
Digital Dealer - January 2018 - The Art of Handling Mistakes
Digital Dealer - January 2018 - 5
Digital Dealer - January 2018 - 6
Digital Dealer - January 2018 - Motion and Commotion – The Buy/Sell Market Intensifies
Digital Dealer - January 2018 - 8
Digital Dealer - January 2018 - 9
Digital Dealer - January 2018 - 10
Digital Dealer - January 2018 - 11
Digital Dealer - January 2018 - You Don’t Have to Be Blood to Be Family in the Dealership
Digital Dealer - January 2018 - 13
Digital Dealer - January 2018 - 14
Digital Dealer - January 2018 - Shifting From Crisis to Opportunity
Digital Dealer - January 2018 - 16
Digital Dealer - January 2018 - 17
Digital Dealer - January 2018 - Warning! Your Customers Know More Than Your Salespeople. But Not for Long.
Digital Dealer - January 2018 - 19
Digital Dealer - January 2018 - Advertising Your Tech-Spertise!
Digital Dealer - January 2018 - 21
Digital Dealer - January 2018 - From the Show Director
Digital Dealer - January 2018 - 23
Digital Dealer - January 2018 - 24
Digital Dealer - January 2018 - Drawing the Curtain Back
Digital Dealer - January 2018 - 26
Digital Dealer - January 2018 - Digital Dealer Workshops Chicago
Digital Dealer - January 2018 - Interview with the 2018 Chairman of the Chicago Auto Show
Digital Dealer - January 2018 - 29
Digital Dealer - January 2018 - 30
Digital Dealer - January 2018 - 31
Digital Dealer - January 2018 - 32
Digital Dealer - January 2018 - 33
Digital Dealer - January 2018 - Ready… Fire!...Then Aim
Digital Dealer - January 2018 - 35
Digital Dealer - January 2018 - Turning Cash Buyers into Auto
Digital Dealer - January 2018 - 37
Digital Dealer - January 2018 - Need a Tech – Keep a Tech or Other Staffer?
Digital Dealer - January 2018 - 39
Digital Dealer - January 2018 - 40
Digital Dealer - January 2018 - The New Car Buyers’ Clinic: A Case Study in How to Royally Mess It up!
Digital Dealer - January 2018 - 42
Digital Dealer - January 2018 - The Pros and Cons of Building a Dealership Facebook Page
Digital Dealer - January 2018 - 44
Digital Dealer - January 2018 - Is Your Dealership's Advertising Stuck in the '60s?
Digital Dealer - January 2018 - 46
Digital Dealer - January 2018 - 47
Digital Dealer - January 2018 - 4 Ways to Sell More Cars in 2018
Digital Dealer - January 2018 - Cover3
Digital Dealer - January 2018 - Cover4
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