Jimmy Brown: I began my automotive career by accident. I was a 15-year-old high school dropout working as a dishwasher at a restaurant. I had little money saved for a down payment on a car, so I went to a used car lot, and he agreed to sell me a $100 car with $40 down and $5 per week payments.
I didn’t keep the job long and got behind on my payments and the dealer contacted me and told me to bring the car back. I managed to talk him into letting me wash cars for the payments. Soon, he was using me full-time and even having me wait on people whenever he had to leave. I would lay my wash hose down, stroll over, and with my best smile say, “Hi! Can I help you?” I didn’t know much but I loved cars and working with people and I worked for him until I went into the Army in 1967.
When I returned home, I knew I wanted to sell cars. He was no longer in business, and I began to hunt for a new car dealer I could sell for. It took 2 years because everybody kept telling me no. I finally got hired as a used car salesman at Ryan Oldsmobile in Billings. The manager made me a deal that if I could sell insurance, cemetery plots, or pots and pans door to door for a year, he would hire me.
Exactly a year later, I went back and showed him proof of my tenure selling insurance door to door with no leads from the company and achievements, and he kept his word and hired me. That was in 1971. I rose through the ranks over the years at various Billings dealerships, and in 1988 I bought a Chrysler dealership with a silent partner. During my time as a new car dealer, I came to feel the franchise system was too controlling, and a lot of the expenses associated with it were redundant. I sold it to my business partner in 1992. Then I went back to Billings and became a salesman and eventually a sales trainer. I opened my lot with the help of my wife and our 2 sons in 1999 and moved it to our present location in 2001.
MTIADA: Jimmy, there has been some good upward movement lately in the MTIADA. What are some positives that you are seeing right now that the association is doing for our members?
Jimmy Brown: I think we are focusing more on member benefits, providing more information, and monitoring the legislature more thoroughly. We have opposed some prospective laws that could have devastating effects on independent dealers, including going to Helena to testify against them. I am pleased to say we have been on the winning side each time, and our lobbying efforts have paid off greatly for our dealers. Our member benefits program has vastly improved and because of generous participation from our vendors and sponsors, if you are a member of the MTIADA, you will have the opportunity to use coupons for discounts at vendors you probably already do business with. The current value of our coupon program is $2,055. That’s a significant return for a $275 investment.
MTIADA: What would you like to see the association get done this year?
Jimmy Brown: I would like to see improvement in our sponsor and associate member programs. For us to continue providing good benefits on a state level, we need additional reasons why people and organizations will want to be a part of our program.
MTIADA: Can you tell us about our conversation with nationals coming to the Auto Auction of Montana for an education and membership drive this year?
Jimmy Brown: Nationals is interested in helping smaller associations like ours grow our dealer base. They are committed to spending 2 days with us doing a membership drive, and we have talked about a possibility of bringing a national sales trainer free of charge to draw dealers to a one afternoon seminar covering sales practices, which should be helpful to all of us.
MTIADA: Final question. How can the MTIADA help independent dealers and associate members (non-dealers) in the state of Montana?
Jimmy Brown: I have a vision of dividing the state into four or five districts and assigning a district vice president to each district. It would be a dealer from the district who is familiar with the people and area, and will be the go-to person for local needs, which can be handled more efficiently and quicker locally. In addition, they can facilitate district functions for the members. My vision includes MTIADA member sales events and promotions in each district. I would like to expand our video library to include more information on our national benefits, as well as best practices and dealer education. We would also like more state-sponsored education and information to guide new dealers who are interested in starting an independent lot. The district vice presidents will also be able to stay in consistent contact with associate sponsors and cultivate the relationship MTIADA has with them, and include them in sponsored events involving dealers, so we become more than just a name to them.
Closing Thoughts
MTIADA: Jimmy, thank you for taking the time to share your insights with us. It’s clear that MTIADA is making great strides in supporting independent dealers across Montana, and with events like the upcoming education and membership drive, the future looks bright. Not only that but we have (1) waived convention registration that Montana has available to give away to a dealer. IF you are interested in this year’s National Convention in Las Vegas, I encourage you to check out niada.com/convention/. Your leadership and experience are invaluable to our industry, and we appreciate your continued dedication to helping dealers and associate members succeed. We encourage all members to stay engaged, take advantage of the resources available, and join us at the Auto Auction of Montana at the end of April to keep the momentum going!
