July 2026
One of the greatest privileges of serving Virginia's franchised automobile dealers is having a front-row seat to the conversations shaping the future of our industry.
At the VADA Annual Convention in June, I was fortunate to join discussions with dealer operators, technology innovators, economists, and industry media leaders (see my discussion with CBT News' Jim Fitzpatrick and Sam D'Arc of the Car Dealership Guy and Ziegler Auto Group).
They came from different corners of the business, but they all reached the same conclusion, which is my takeaway from our 2026 event: The automotive industry is changing quickly, and it's never going back to the way it was.
Here's what that means: Customer expectations are evolving. Artificial intelligence is becoming a practical business tool. Competition is expanding. Regulatory scrutiny continues to grow. Yet amid all that change, one thing hasn't changed at all: People still want to do business with people they trust.
VADA's Don Hall with CBT News' Jim Fitzpatrick (right) and Zeigler Automotive Group COO and Car Dealership Guy podcast host Sam D'Arc at the VADA 2026 Annual Convention.
Recent consumer research from the National Automobile Dealers Association reinforces that point. Customers want a buying experience that is straightforward and easy to understand. They want honest communication, clear expectations, and confidence that someone will be there long after they drive off the lot.
That's where franchised dealers continue to shine (NADA will share more soon from one of the most comprehensive customer experience studies it has ever undertaken).
Virginia dealers have always built their businesses on relationships. We don't just sell vehicles; we service them, stand behind them, and become trusted partners throughout the ownership experience. That remains one of the franchise system's greatest competitive advantages.
Throughout our convention, we heard a consistent message: today's customers expect the same convenience, speed, and transparency from buying a vehicle that they experience everywhere else. They arrive informed, expect efficient transactions, and value clear communication throughout the process and when working with service advisors.
Those expectations should not be obstacles for dealers. They are opportunities.
Technology will play an important role in meeting them, but only if it's used to strengthen the customer experience. AI can help improve operations and free employees to focus on serving customers, but technology should not be a replacement for a human. As ACV data scientist John Coles, Ph.D., reminded us in his keynote, AI should be used to guide customers to the right human. "Speed to human is key," he said.
The dealerships that thrive in the years ahead will embrace innovation while never losing sight of that personal connection.
That's why VADA's work extends beyond advocating for dealers in Richmond and Washington. We also have a responsibility to prepare our members for what's next by bringing industry leaders to Virginia to help dealers navigate a rapidly changing marketplace.
As we all learned in Virginia Beach at our Annual Convention, the pace of change is only accelerating. But Virginia's dealers have never been afraid to evolve. The businesses that succeed in the next chapter of automotive retail will be the ones that combine innovation with trust, technology with relationships, and progress with the values that have always defined the franchise system.
Visit our News page for more convention coverage.
The PAC: How politics is played
VADA is known for our great advocacy, but that takes resources. As an association, we need broader participation.
This year, and in honor of America’s 250th birthday and Virginia’s role in the founding of our nation, we’re leading the “Drive to 250” campaign to support the Virginia Auto & Truck Dealers Political Action Committee. The goal is to raise a minimum of $250,000 to support pro-business and pro-dealer candidates in upcoming and future elections. If you’re in dealership leadership — ownership, general manager, F&I, service, sales — you should be involved and give.
For the first time ever, VADA is offering two new contribution levels to help those in your dealership get involved. A $250 level is available along with a $25 option that we hope can open contributions up to as many dealership employees and industry partners at possible.
Our goal is 100% participation. Yep — that’s more than 60,000 people directly and indirectly employed by Virginia dealers giving to the PAC. Sure, that level of participation is unheard of, but we must aspire to lead from the front.
Legislators look at engagement, not just total dollars. Are checks coming from one person or organization, or from across a dealership filled with their constituents? That’s what gets attention.