David Wright on People-First Leadership in Automotive Retail

People-first leadership and community engagement are at the center of this conversation with David Wright, president of Dave Wright Nissan Subaru and the 2026 recipient of the TIME Dealer of the Year. On Inside Automotive, Wright reflects on his path in the automotive industry and how a culture-focused approach has helped his dealership achieve long-term success.

Wright discusses building an engaged workforce, maintaining strong community ties, and navigating industry changes affecting dealerships today. His team’s emphasis on service, mentorship, and philanthropy has earned national recognition while strengthening local relationships and employee retention.

Discussion topics include:

• Wright’s career journey from finance manager to dealer principal
• Building a dealership culture that attracts and retains talent
• Community engagement initiatives and charitable partnerships
• Mentorship programs and workforce development efforts
• Industry challenges, franchise relationships, and the future of dealerships

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Transcript

Welcome And Award Overview

Jim Fitzpatrick 0:07

Welcome to Inside Automotive with Jim Fitzpatrick. Hey everyone, Jim Fitzpatrick. Welcome to another edition of Inside Automotive right here at cbtnews.com. During the NADA show in Las Vegas this year, David Wright, president of Dave Wright Nissan Subaru, was announced as the 2026 Time Dealer of the Year. David uh has built a dealership rooted in service and people, first leadership. He joins us to talk about what this award uh really means for to him and his team, the journey that shaped his career and how he's positioning his dealership for the year ahead. So, Dave, thanks so much for joining us on the show. And once again, congratulations on uh being named Time Dealer of the Year. Quite an award.

SPEAKER_01 0:48

Yes, thank you. We're excited.

Accidental Start In Automotive

Jim Fitzpatrick 0:50

Yeah, I bet, I bet. So, what does this recognition mean for you and your team?

SPEAKER_01 0:55

Well, I think first and foremost, it it rewards all the years of great people we've had, um, not only great staff, great customers, great community partners, um, and our our ability to work well with our community and our community to support us. So I think it's just a big culmination for all those things.

Jim Fitzpatrick 1:13

Sure, sure. That's that's pretty cool. Um, you have mentioned that you found the business by accident. Talk talk to us about that.

SPEAKER_01 1:21

Yeah, so my wife uh uh graduated college a little quicker than I did and got a teaching job, had to sign a contract. So she uh found a job in a town I didn't think we really wanted to live in. So uh I said, well, I'll get a job for a year and and then we'll get out of this town. But uh anyway, so she or so I went out looking for jobs. They kept saying, Why don't you go get a finance position at the at the local car dealership? I couldn't forget why everybody kept telling me that. So I tried it, and uh long story short, I I got the job, they hired me, and I worked there seven years uh and stayed in that community for 14 years before we finally moved.

Jim Fitzpatrick 1:59

So wow, wow. Did you say it was a finance position? Yes, yeah. So you so you bypassed the showroom floor and went right into FI?

SPEAKER_01 2:08

Correct, yes.

Jim Fitzpatrick 2:10

That's pretty cool. F and I is a great spot to be in in a dealership operation, isn't it?

SPEAKER_01 2:15

Yeah, that's a it was a great job. I loved it back then. You you know it's a it's a great business. This is one of the best businesses we could be in.

SPEAKER_00 2:22

Yeah.

Building A Service-Driven Culture

SPEAKER_01 2:22

Um to to not only have to get to see every single customer, uh, get to see how happy they are about their car, sure, uh, their new car to them, and then to work with all the sales staff. It was it was a great job, no question.

Jim Fitzpatrick 2:35

Absolutely. When was when did you get your first store?

SPEAKER_01 2:38

Uh well, I I bought a portion of a store in 1998, uh, Ford Store. Um and I had that for seven years before I sold it, and then bought uh or sold my share and then bought uh my own store in 2004.

Jim Fitzpatrick 2:53

Nice, nice, that's great. Your dealership has also earned the title of Automotive News' best dealerships to work for 12 times. What is the secret to building a culture that not only attracts talent but keeps them engaged long term?

SPEAKER_01 3:08

Well, the secret is is uh work at it every day, but but the the true secret is you you know the staff has to win that. We we don't win it as a store, we win it as a staff. You got to come to work every day and say, I want to serve. I want to serve our guests, I want to serve our uh I want to serve each other, my co-workers.

Jim Fitzpatrick 3:28

Yeah.

SPEAKER_01 3:28

And they they choose to win that by how they behave every single day. Yeah. I mean, they they can create a great workplace, they can create a horrible workplace. We all know that. So uh we talk to them uh often about you you choose and you create where you want to work and how you want to work.

Jim Fitzpatrick 3:42

Sure, sure. You I think you're being very modest there because I've worked in a lot of dealerships in my time, and you know, you can do just so much if the leader isn't isn't you know leading that dealership properly and focused on how you're treating the customer as well as treating the employees, uh, you don't get a good culture built there, right?

SPEAKER_01 4:01

Yeah, no, no question. I mean, we you know, it's ought to be this is a great business, it's ought to be a fun business every day. Sure. Um, like any business that has its headaches, right? It has its ups and downs. Sure. Um and you know, we're we're constantly doing 100-yard sprints. Um, so we do want it to be fun. We do want our employees to enjoy coming to work and feel like a family. And you know, we we talk about our work family all the time.

SPEAKER_00 4:24

Sure.

SPEAKER_01 4:25

Um and but at the end of the day, if we serve each other and we serve our guests, good things are gonna happen to us, I guarantee you.

Jim Fitzpatrick 4:32

The theory of take good care of your people and they'll take good care of your customers, right?

SPEAKER_01 4:36

Correct, yeah.

Jim Fitzpatrick 4:37

Now, your you know, your impact goes far beyond the showroom you and your store have earned, you know, multiple business uh uh awards uh over the years for all your uh philanthropic uh efforts. Uh talk talk to us about that. I mean, it it you really do believe in giving back to the community.

SPEAKER_01 4:56

Yeah, you absolutely have to. I mean, without the community supporting us, what would we have? We wouldn't be anything. Yeah. I certainly wouldn't be sitting here today, that's for sure.

Jim Fitzpatrick 5:04

Yeah, right, right.

SPEAKER_01 5:05

So so we think it's the right thing to do, without question. Um and it's not that hard. And and honestly, what people don't realize is when you when you help someone else, whether it be small or big, the feeling you get when you're when you're able to help someone uh and they appreciate it is is enormous, and everybody should feel that often. So we want our staff to understand that. We want our staff to know this community supports us, let's go out and help our community. And and you know, whether we're serving meals or handing out uh Thanksgiving dinners, uh it doesn't matter, somebody's always happy.

SPEAKER_00 5:40

Yeah.

SPEAKER_01 5:41

And you know, I'm really proud of our relationship with a couple organizations, Goodwill and and to the rescue, where we hire folks that are disadvantaged, um that often are are uh overlooked, you know, or or given positions that aren't, you know, they got to clean toilets instead of cars or whatever. And when those folks come to work every day, it just resets us, right? We we can see what the real world's like and for them to be so happy to be actually a part of a a work family, to feel productive and not just overlooked or talked down to. You know, every single day when that comes into our store, it it's a great feeling. We and we, you know, we have Jimmy and BJ and some some guys, Braden. Uh, it's fun. It's a lot of fun to have those folks around.

Jim Fitzpatrick 6:28

That's cool. Now I know it's not the reason you do it. However, the community does recognize those companies that do give back to the community like yours, right? By saying that these are the kind of businesses I want to do business with as a consumer. I know it's not the reason you do it, but but talk to us about that, right? I mean, they they've got to the customers that you're dealing with today recognize the fact that you are doing what you're doing for the the area that they live in.

Brand Pressures And Nissan Outlook

SPEAKER_01 6:55

Oh, no question. Um you know our philanthropic work, we try to keep close to our vast. We don't we don't brag about it, we don't share it very often. Yeah. Um, we're just proud that we have the ability to do it. But but one program uh we started 15 years ago or partnered with 15 years ago, the local TV station, and that's called Show You Care. And we supply commercials to up to 10, 12 charities a month.

Jim Fitzpatrick 7:20

Wow.

SPEAKER_01 7:20

Uh to promote their event and try to fundraise. Um and we ask people to show you care and and support this event. And it's amazing to me how many people will come in and say, uh, I see your commercial, I see your commercial, I see your commercial. But the funny thing is they don't see my they don't see my uh my sale commercial, they see our show you care, and that's why they're there.

SPEAKER_00 7:43

So yeah.

SPEAKER_01 7:44

But when the customers come in and say, you know, we saw that or thank you, you know, we get a lot of thank yous when they come to the showroom. Right. We're glad you support that organization. We like that organization, we're a part of it. So no, no question. Customers want to come uh be a part of a community as well. So sure.

Jim Fitzpatrick 8:00

Well, let me switch gears a little bit with you, if I may. Um, I would be remiss if I didn't ask you about the business as a whole. I want to throw some uh thick questions at you. Um, you're a Nissan dealer, you're Subaru and Nissan. Um, the Nissan brand has been under a little bit of pressure over the last few years. How are you feeling about Nissan today and its future?

SPEAKER_01 8:22

Yeah, it's unfortunate. Nissan's you know, it's a great car. It's been a great car for a long time. And uh unfortunately have the position we're in is it's just a shame. Um we're we're I'm still cautiously optimistic. Um I'm not sure the bringing back the uh stair step is the answer. Yeah, um, I fear that erodes erodes the brand, it erodes uh customers feeling comfortable with dealers, you know, it erodes our CSI. I'm just not a fan of those. Um but I you know the leadership continues to change, that's always nerving. Um but hopefully we find some people with some passion that say really want to fix this brand and it and it comes back and hopefully get some of the good cars back too. I know they're talking about the Xterra, that'd be great. Yeah, it's a shame we lost the maxima. Um you know, so so hopefully, hopefully it comes together. And uh, I got a lot of good friends that are Nissan dealers over the years. We've lost a lot of good friends that were Nissan dealers and no longer are.

Jim Fitzpatrick 9:20

So yeah.

SPEAKER_01 9:21

We'd like that to stop and Nissan to succeed.

Why Franchised Dealers Matter

Jim Fitzpatrick 9:24

Let me ask you this. Um, we're seeing companies like uh Volkswagen um try to stick their toe in the water of dealing, you know, taking their products uh with Scout directly to consumers. You just, you know, for the the first part of this interview, you talked about everything that you do for your community. I'm not so sure that Scout and companies that deal directly with consumers on a corporate level would be so prone to give back to their communities like that. Talk to us about the importance of maintaining the franchise network out there versus allowing these legacy companies to come in and say, hey, move over a dealer, we're gonna sell directly to consumers.

SPEAKER_01 10:04

Yeah, no question. I you know, it's more than just selling a car. Yeah. Anybody can just sell one car. Yeah, it's about taking care of that guest, knowing them, knowing their family, seeing them in the communities, helping them out when they need help. Um and and big manufacturers, big box don't understand that. They just don't have that concept. Um you know, in Iowa, we're we're a rural state, obviously. Um and so we maybe see it more, but a big box door comes in, all the local businesses are gone.

SPEAKER_00 10:31

Yeah.

SPEAKER_01 10:32

Uh there's you know, no, none of the community supports that business anymore, and now those businesses can no longer support the community, and it and it just it kills the community in a heartbeat, and the big box is left.

Jim Fitzpatrick 10:41

Yeah.

SPEAKER_01 10:42

I I think we saw it with uh Jack Nasser back in the day at Ford.

Jim Fitzpatrick 10:46

Yes, uh that's right.

SPEAKER_01 10:47

I remember it didn't work real well.

Jim Fitzpatrick 10:48

Yeah, no, it didn't.

SPEAKER_01 10:50

And I think, you know, I I would I don't want to quote any specific studies without having it in front of me, but there's I know there's a significant amount of studies out there that show the dealer model really works. It protects the consumer, it probably protects the manufacturer more than they like than they think. Um and it's a model that delivers their product and and helps grow their brand better than they'll ever do themselves.

Jim Fitzpatrick 11:13

Um we we just uh saw the president speak um the the other night for the State of the Union. He had a lot of things to say about the economy and affordability and what have you. How are you feeling about where we are right now in the in the industry as we go into um you know the as we go into 2026? How are you feeling about things? Um do you feel there's any headwinds? Are there any concerns, anything that keeps you up at night uh about either the industry or the economy that could affect your business?

SPEAKER_01 11:44

Well, you you know, the the thing that keeps me up at night is I I would I wonder what a normal year is ever going to be again. What's normal, right? Uh what is normal, right?

Jim Fitzpatrick 11:52

What what what is normal, right?

SPEAKER_01 11:54

Yeah, I don't know. Uh so but no, I'm I'm you know, I think the first quarter might be just a little shaky and a little bumpy. Um but but I you know I hope and I I heard maybe the Fed won't lower rates again now. But uh if the federal uh will lower rates the next at the next meeting, that makes a big difference. I heard mortgage rates fell below six percent for the first time since 2022. Yeah, um that's significant. You know, as people buy houses, they like to buy cars too. That's always kind of hand in hand.

Jim Fitzpatrick 12:22

That's right.

SPEAKER_01 12:23

Um, but no, I I think I think we are seeing prices down. I know we've seen fuel prices down in Iowa significantly. Um good. Uh you know, that's always a big uh factor when people buy cars.

Jim Fitzpatrick 12:34

Sure.

SPEAKER_01 12:35

Um I've seen a little more cash come back in the market, uh, people put a little more money down, be a little more conservative in the cars they're buying. But but the other thing I think we can't overlook is the average car on the road is 12 years old.

SPEAKER_00 12:47

Yeah.

SPEAKER_01 12:48

Um and and I at some point these consumers have to say, uh, how much longer do I drive this car? How much longer do I risk it dying alongside the road? And so I think there's a lot of pent-up demand.

SPEAKER_00 12:59

Yeah.

SPEAKER_01 13:00

We get a little bit of positive news out there and the rates come down a little and you know, the tax refunds coming. I I just think there's a lot. I think I'm looking forward to the to the last half of the year for sure.

Closing Congrats And Sign-Off

Jim Fitzpatrick 13:10

Yeah, good, good. That that's that's good to hear. I think there's a lot of dealers out there that share that same uh positive attitude towards uh the year. I also think that when a new Fed chief comes in, I think that's supposed to be in May or or June, uh, you're probably gonna see rates drop because that deal might have already been made, but uh which will be good for the economy, certainly good for the auto industry, that's for sure. So uh so uh Dave Wright, David Wright, uh president and owner of Dave Wright Nissan Subaru, and uh again, the 2026 Time Dealer of the Year. Congratulations, sir, on that. That's pretty cool. Thank you for all the time you've given us here at CBT News. And uh, if we can help you at all, give us a call. We'd love to help.

SPEAKER_01 13:50

Awesome, thank you. I appreciate it. Absolutely thanks.