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INSIDE:Mike Darrow2019 WATDA Chairman
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A publication of theWisconsin Automobile & Truck DealersAssociation focusing on the human sideof the membership and trade.Our Mission:The Wisconsin Automobile & TruckDealers Association, an organizationof licensed dealers of new and used motorvehicles, is dedicated to advancing thecommon good of its members, consumersand their communities by promotingprofessionalism and prosperity througheducation, advocacy, informationand service.Official Publication of the Wisconsin Automobile & Truck Dealers Association 1928-2019 Volume 52 Winter 2019featureMike Darrow2019 WATDA Chairman. . . . . . . . . . . . . . . 42019 WATDA OfficersWilliam A. SepicPresidentMichael W. DarrowChairmanJames MoellerChairman-ElectdepartmentsMary ScaffidiSecretary/TreasurerEditorCenter Stage: Awards, Honors, Milestones. . . . . . . . . . . . . . . . . . . . . . . . .8NADA Director’s Report. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11Legal and Legislative Update. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12Julie Farmerjfarmer@watda.orgNew Vehicle Sales Trends . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15Contributing WritersJulie FarmerJosh JohnsonEmily KinzelChryste MadsenKara NaniaBill SepicChris SnyderRawhide. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .16From Around the State . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17WISCO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21Art DirectorKristin Mitchell Design, Inc.Advertising SalesJulie Farmer 608.251.8062jfarmer@watda.orgDealer Point is a publication ofthe Wisconsin Auto & Truck DealersAssociation, 150 East Gilman Street,Suite A, Madison, WI 53703.Phone: 608.251.5577. It is publishedquarterly by WATDA. Printing byInkworks, Inc., Stoughton, WI 53589.For advertising information,contact Julie Farmer at the WATDA.Subscriptions included inWATDA membership dues.Address corrections should be sent toWATDA, 150 East Gilman Street,Suite A, Madison, WI 53703 Copyright 2019 by the WisconsinAuto & Truck Dealers Associa tion.Permission to reprint must be securedin advance of publication and creditgiven to author and WATDA.2019 WATDA Seminar Schedule . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14NADA Show 2018. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18M3 Insurance: When it Comes to OfferingHealth or Retirement Plans, an SPD Matters. . . . . . . . . . . . . . . . . . . . . . . . . .23Tribute. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .23TheO F T H E W I S CO N S I N AU TO M O B I L E & T R U C K D E A L E R S A S S O C I AT I O NAffecting the Future of Our Industry: A Foundation Update . . . . . . . .24HeroesThe Among Us:CSM saves/comes to the rescue of Junior Achievement . . . . . . . . . . . .25O F T H E W I S CO N S I N AU TO M O B I L E & T R U C K D E A L E R S A S S O C I AT I O N4th Quarter Donors 2018. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .26TheIndex to Advertisers. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26O F T H E W I S CO N S I N AU TO M O B I L E & T R U C K D E A L E R S A S S O C I AT I O NOn the cover: Mike and Jen Darrow with their children Charlie (13) Addie (10) Joey (13).www.watda.org W I N T E R 2 0 1 9 dealer point3
Mike Darrow2019 WATDA ChairmanBY EMILY KINZELAnew year brings a new Wisconsin Automobile & TruckDealers Association Chairman. WATDA is delightedto announce our 2019 Chairman, Mike Darrow,President and COO of the Russ Darrow Automotive Group. Hisexperience, deep industry involvement and overall passionmarks the making of an impactful year.When interviewed about his newly acquired WATDAChairman position, it was unequivocally clear Mike wasinspired by his father’s passion and the history of his father’scareer. After accidentally landing on his career path, Mike’sRuss and Mike Darrow with 30 year dealer award from Honda4dealer point W I N T E R 2 019 www.watda.orgfather Russ Darrow became enthralled with the auto industry.By the age of 25, Russ founded The Russ Darrow AutomotiveGroup, blooming in West Bend, WI. He became the youngestChrysler-Plymouth dealer in the country. Russ’ successesbegan to overtake Wisconsin, as it centered around the needsof the customers. This business mantra developed into thecurrent company tenet, “To Be the Best in Sales, Service, andPersonnel”, where genuine customer care was essential. Bythe 1980’s, the Russ Darrow Group had sold 100,000 vehicles,eventually establishing a 50-year legacy in 2015.Russ Darrow Toyota General Manager Dan Shutts with MikeDarrow hosting US Congressman Mike Gallagher on a recentdealership visit
Russ Darrow Toyota General Manager Dan Shutts with MikeDarrow hosting US Congressman Mike Gallagher on a recentdealership visitLike most intergenerational dealerships, many of Mike’schildhood memories orbited around his father’s dealership.Mike comments, “It sounds cliché, but I ‘grew up’ in thebusiness.” Mike continues to mention the many roles heplayed within the dealership, “A lot attendant, stockingparts, service advisor, sales person; all by the time I was 18years old.” At an early age, Mike’s roots were deeply plantedin the auto industry. Mike had the privilege to witness andbe involved in his father’s dealership-related achievements,ultimately guiding Mike into the same world.Mike graduated from Miami University of Ohio, majoring inBusiness Finance. In 1990, he began his journey into the autoindustry full-time. Mike promptly graduated from the NationalAutomobile Dealers Association (NADA) Dealer CandidateAcademy, advancing his career through many leadershippositions at several dealerships, ultimately settling at RussDarrow’s corporate office.Currently, the Russ Darrow Automotive Groups possesses 15dealerships across the state including Milwaukee, Appleton,Green Bay, Greenfield, Madison, Waukesha, Wauwatosa andWest Bend offering almost a dozen brands of cars and preowned vehicles such as, Honda, Toyota, Nissan, Mazda, Kia,Chrysler, Dodge, Jeep, Ram and Mitsubishi.Like any dealership, The Russ Darrow Automotive Group hashad ebbs and flows in growth. However, as of this year, Mikeoversees 14 new car dealership locations, a dedicated usedcar store, five JD Byrider franchise dealerships – soon to beseven by August of 2019 – and a nationwide fleet and leasingcompany. Mike inserts, “We recently opened a brand-newRuss and Mike Darrow receive a gift ("Japanese Sword") from NissanMotor Corp at the Grand Opening of Russ Darrow Nissan in WestBend (with Ivan Lawler from Russ Darrow on the left and Pat Rochefrom Nissan on the right)image Nissan dealership in West Bend and have two newground up dealerships being built at the Metro Auto Mall onthe Northwest side of Milwaukee, where we are relocating ourHonda dealership and our Milwaukee Chrysler Jeep DodgeRam dealership.” They have either rebuilt or renovated almostall involved dealerships within the past eight years.Such long-standing profitability can be accredited to Russ’original business strategy, “How can we better serve ourcustomers, better represent our brands and provide a greatworking environment for our employees?” Mike has truly keptand utilized the integrity of his father’s managing style. Mikeelaborates, “We have always been a family owned businessand wouldn’t be where we are today without the incrediblesupport, dedication and loyalty of our employees, many ofwhom have been with us for over 10, 20, 30 and even 40 years.Nothing makes me prouder than to see families grow overmultiple generations of employees from opportunities that weare privileged to provide.”Mike was also fortunate to work alongside actual familymembers. In 2000, his older brother, Russ Darrow III, assumedthe position of President and COO of the company while Mikeacted as Vice President, until he eventually stepped downin 2006. Sisters Wendy Darrow Rubach and Heidi DarrowMains also were involved in the interworking’s of the familydealership, primarily in marketing and advertising. Wendyestablished the company’s in-house ad agency. Honoringfamily values and better business, it’s no wonder the Darrowfamily has encountered great success.“Speaking of families,” Mike transitions, “I joke that I was“To Be the Best in Sales, Service, and Personnel”www.watda.org W I N T E R 2 0 1 9 dealer point5
married to the business and therefore had a late start creatinga family of my own.” However, if it wasn’t for the autoindustry, Mike would have never met his wife Jen. The twoare celebrating 16 years of marriage this summer since tyingthe knot at their unique destination wedding atop AspenMountain in Colorado. Mike and Jen have had the delight ofbringing up three children, twin 13-year-old boys, Joey andCharlie, and a 10-year-old daughter, Addie. Add two dogsto the mix and you have the full recipe for the Darrows. Thefamily enjoys an active lifestyle as they are in the thick ofschool activities and sports-related affairs. The Darrows also setaside time to travel when they can. Amongst the craziness oflife, the love he has for his family is at the heart of Mike’s wayof life. “We are very blessed and grateful for the opportunitiesthat we have and the experiences that we are able to enjoy. It’snever taken for granted, which is what motivates me to get upand go to work every day, try to do what is right and to do itto the best of my ability.”Despite their children’s young ages, it is never too early forothers to pop the question, “When will your kids start takingover the business?” Mike assures, “All three kids currentlyshow an interest in our business, but it’s way too early to startMike and Jen Darrow with their children, Charlie (13), Joey (13),and Addie (10).Mike had the privilege towitness and be involved inhis father’s dealership-relatedachievements, ultimately guidingMike into the same world.thinking about that.and not something that will be forcedupon them.”Much like his father, Mike sought to grow more involved in theindustry. “I was taught from the beginning by my father to beinvolved with the manufacturers and Industry Associations,just as he was throughout his career (WATDA, AIADA, ChryslerNational Dealer Council Chairman and more).” Mike states. Itwas one thing to be a part of a dealership, but it was anotherto be a part of the dealership community. Throughout theyears Mike has served on countless manufacturer advertisingassociation boards and dealer councils, including a 10-yearstint on the ADAMM board ultimately earning the Chairmanposition for the Board, Auto Show and Charity Gala over hisfinal three years. Further adding to his sound engagement,Mike recently completed multi-year terms on both the Toyotaand Kia Regional Dealer Councils. He also currently serves onthe Board of the American International Automobile DealersAssociation (AIADA) as well as WATDA, of course. Mike adds,“Building relationships throughout the industry, both locallyand nationally, while having an impact on the issues of theday, was and still is a priority for my father and more recentlyme.” Mike makes it clear his priority is to uplift The RussDarrow Automotive Group and through example, mark theimportance of leadership. Mike explains, “I feel an obligationto represent our 1,000 employees in our industry, in the bestpossible way, by being involved.” Mikes true enthusiasm forthe industry is inarguable.Not only does Mike strive to stay involved but makes it thecompany’s priority to give back. “As a family and a company,we take great responsibility in being a good corporate citizenin the communities that we serve. We’re very active in manyorganizations, both large and small, with the time, talents andtreasure of both many employees, our family and company.”Mike explains.Mike also greatly urges all Wisconsin dealers to give back aswell. He prompts, “If any dealer is not actively participatingwith and supporting the WATDA Foundation, I would stronglyendorse and encourage them to do so. The Foundation is asstrong and effective as I have ever seen it.” Through the RussDarrow Automotive Group, Mike has made a 100,000 pledge6dealer point W I N T E R 2 019 www.watda.org
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father Russ Darrow became enthralled with the auto industry. By the age of 25, Russ founded The Russ Darrow Automotive Group, blooming in West Bend, WI. He became the youngest Chrysler-Plymouth dealer in the country. Russ’ successes began to overtake Wisconsin, as it centered around the needs of the customers. This business mantra developed into the current company tenet, “To Be the Best .
