Robert Issenman, President
Robert Issenman, President
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For Robert Issenman, President of Leader Auto Resources (LAR), the NADA Show provides him an opportunity to meet with suppliers and evaluate their new products to see if they would be a good fit for the company’s network of dealership clients. “We work on deepening and strengthening relationships, and make sure we are on top of what they are doing,” said Issenman.
Apart from reviewing the new products from current suppliers, he said the company also scouts for new products. “We have to assess it and see whether it fits,” said Issenman, adding it has to fit within the LAR model, which is for the group to use its buying power to reduce costs for dealer members. “If we’re not adding value, if we’re not reducing costs, we won’t even entertain it.”
Issenman said the group also visits suppliers when they know their dealer clients are considering making a purchase from them, to see if there are any show specials that can save the dealers more money. “In some cases they’re not necessarily certain whether they want to go with that supplier,” he said. “So it’s a process and we take them through that procedure.”
Apart from the activity on the show floor, Issenman also has meetings with suppliers and dealers during NADA since the industry is all gathered in one location.
The company is also celebratings its 40th anniversary this year, and they are going to have celebrations to help recognize the milestone. “People sometimes become successful, and they forget where they came from. You need to know where you came from to stay true to those values,” he said.
Issenman said the company has grown rapidly, expanding its footprint across Canada, including a warehouse in Vancouver to serve western dealers. “We are in fact an extension of the dealership. We are their purchasing department at zero cost,” he said, adding they also offer a vast amount of expertise.
Part of sharing that expertise, includes LAR’s recently opened a 6,000 sq. ft. training facility in Montreal, Que., that features a classroom, and state of the art audio visual and technology tools like electronic whiteboards. The facility has hands-on equipment like a welding centre, and a full body shop to help train dealership techs on the fine art of collision repair and painting. OEMs also use the facility to do their own training and provide parts so their dealership personnel can stay up to speed on the latest technology and techniques.
Issenman also hinted at the group’s plans for further expansion into the United States, but said it’s premature to talk about that right now.
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