Driving Virginia Forward
The Voice for an Industry That is Gearing up for Growth Ahead
In Virginia, cars are more than just a mode of transportation — they’re symbols of freedom, family, and community. For the members of the Virginia Automobile Dealers Association (VADA) and the hundreds of dealerships they represent, the automobile is at the center of both everyday life and the state’s economic engine.
For more than 80 years, VADA has stood as the unified voice for Virginia’s retail automotive industry — advocating for mostly family-owned businesses, their employees, and the millions of Virginians who rely on them.
In April, VADA hosted Virginia gubernatorial candidate Abigail Spanberger, Virginia House of Delegates
Speaker Don Scott (right), and 86th District candidate and retail automotive leader Virgil Thornton Sr.
(standing next to Hall). At left is Dan Banister of Banister Automotive, who was VADA chair at the time.
A Legacy of Leadership
Founded in Richmond in 1943 as the Automotive Trade Association of Virginia, the organization emerged from a simple yet powerful realization: the state’s growing auto industry needed a strong, united advocate in the halls of government. By 1973, the group adopted its current name, reflecting its mission to serve and represent automobile dealers across the Commonwealth.
Since 1996, Don Hall has served as VADA’s President and CEO — only the fifth person to hold the role in the association’s eight-decade history. His tenure has been marked by steady leadership, strategic advocacy, and a deep commitment to protecting the franchise system that underpins the U.S. auto market.
“We’ve always been a bridge between local dealerships and policymakers in Richmond and Washington,” Hall says. “Our job is to protect the franchise system and ensure consumers have choice, competition, and transparency. That mission hasn’t changed since we began, but the challenges and opportunities certainly have.”
An Economic Powerhouse
Today, VADA represents more than 450 franchised new-car and truck dealerships across Virginia — a network that directly and indirectly supports over 61,000 jobs and contributes more than $28 billion in annual sales, roughly 20 percent of all retail sales statewide.
According to the National Automobile Dealers Association, Virginia’s 470 new-car dealerships generated $28.6 billion in 2024, making the automotive sector the Commonwealth’s largest retail industry. Dealers contributed over $1.9 billion in state and federal taxes and employ, on average, 65 people per location — from sales and service technicians to finance and administrative professionals.
“These aren’t just jobs,” says Roger Keller, Chair of VADA and Vice President at Sheehy Auto Stores. “They’re careers that sustain families, provide benefits, and keep local economies thriving. Every dealership represents an anchor in its community.”
Dealers as Community Builders
Beyond the economic numbers lies something more personal: community. Virginia’s dealerships are often multigenerational, family-run businesses that have become fixtures in their towns and cities. They sponsor youth sports, donate to local charities, and support civic causes across the Commonwealth.
“When people walk through our doors, they’re not just buying a vehicle,” Keller adds. “They’re forming a relationship — one built on trust, service, and community.”
This close connection to customers is part of what gives franchised dealerships their staying power — offering not just products, but personalized service, warranty support, and long-term reliability that builds consumer confidence.
A Legislative Powerhouse
VADA has earned a reputation as one of Virginia’s most influential business advocacy organizations. The association has helped secure key legislation to strengthen dealer–manufacturer relationships, protect fair compensation, and maintain a level playing field for businesses of all sizes.
“Manufacturers build the cars, but dealers deliver the customer experience — sales, financing, service, and community support,” Hall emphasizes. “Our advocacy ensures Virginians keep those benefits and that big corporations can’t sidestep fair competition.”
One of VADA’s most notable efforts has been defending the franchise model from manufacturers seeking to sell vehicles directly to consumers. Hall has called such efforts “an existential threat to franchised dealers,” warning that direct-to-consumer sales would undermine local competition and accountability.
In 2023, VADA successfully shepherded a franchise-protection bill through both chambers of the Virginia legislature with unanimous support — a major victory for local dealerships. Hall, a U.S. Marine Corps veteran, led the charge with military-style precision, mobilizing dealers across the state to engage lawmakers and the media.
“It was shock and awe at our state capitol,” Hall recalls. “Dealers showed up in force, wrote letters, testified — we made sure our message was clear: the franchise system works for Virginia.”
Investing in the Next Generation
Advocacy may be at the heart of VADA’s work, but the association’s value to members extends far beyond legislation. Through educational programs, seminars, and an annual family convention, VADA helps dealers stay informed and connected.
The NextGen program brings together emerging leaders to prepare them for a rapidly changing automotive marketplace, ensuring that succession and innovation go hand in hand. Meanwhile, partnerships with Virginia’s community colleges and the ASE Education Foundation are expanding technician training pipelines to help address the nationwide shortage of skilled service professionals.
“Technicians are the backbone of our industry,” Hall says. “We’re investing in the next generation because without them, we can’t serve customers or support the transition to new vehicle technologies.”
Adapting to a Changing Road Ahead
As the automotive industry shifts toward electric vehicles (EVs), AI integration, and digital retailing, VADA is helping its members navigate the changes while preserving the personal service that defines Virginia dealerships.
“Electric vehicles represent both opportunity and disruption,” Hall explains. “Our dealers are on the front line — educating customers, servicing EVs, and ensuring access is equitable and practical. We’re also realistic about the pace of adoption, which depends on infrastructure, affordability, and consumer readiness.”
Outgoing VADA chair Dan Banister of Banister Automotive passes the gavel to 2025-2026 chair Roger Keller of Sheehy Automotive at the VADA Annual Convention in June 2025.
Technology is also reshaping how consumers shop for cars. AI-driven analytics, online purchasing platforms, and predictive maintenance systems are transforming the buying experience. But even as digital tools grow, Hall says, the human connection remains irreplaceable.
“We have to meet customers where they are,” he says. “They may research online, but most still prefer to visit a dealership before making such a major purchase. Our job is to blend innovation with the personal touch that builds lifelong customers.”
United Dealers, Stronger Together
Despite industry consolidation and the rise of national dealership groups, VADA continues to emphasize unity and collective strength.
“No dealer is an island,” Hall says. “United we stand, divided we fall. That’s as true in this industry as anywhere else.”
The association’s mission remains simple but vital: to ensure that Virginia’s auto dealers and the communities they serve have a strong, sustainable future.
“Cars may change. Technology may evolve,” Hall reflects. “But the values of trust, service, and community will always drive us forward.”
AT A GLANCE
Who: Virginia Automobile Dealers Association
What: The voice of dealerships across the state that advocates and educates for its members
Where: Richmond, Virginia
Website: www.vada.com
