Strong partnerships, accessibility and trust are important in the independent auto industry. To better understand how these elements come together, and why Ohio independent car dealers need strong support systems today, we sat down with Wendy Rinehart, Executive Director of the Ohio Independent Automobile Dealers Association (OIADA), to hear her perspective on leadership, member advocacy and the value of trusted partners like AFC.
Wendy’s Journey
Starting her journey in the car business at just 18 years old, Wendy says, “I got into the industry in the 80’s. I guess you could say I was raised by car dealers, they trained me on how the business is supposed to work,” she explained. Wendy joined OIADA in 2013 and is now heading into her 13th year with the association, bringing decades of experience and a dealer-first mindset to the role.
Preferred Partners: The Backbone of OIADA
OIADA’s ability to serve and advocate for independent dealers depends heavily on its preferred partners. Wendy explains the importance of OIADA’S partners, stating “Our preferred partners are our backbone,” she explained. “They are our foundation as a nonprofit, not just financially, but within the industry. They’re the powerhouses our dealers need and use every day.”
Why OIADA Values Its Relationship with AFC
When Wendy talks about AFC, one theme comes up again and again: relationships.
“We absolutely love AFC,” she said. “We like the fact that AFC still has offices and branches, a place I can send my dealer to sit down and talk to somebody.”
In an increasingly digital world, that in-person connection matters. AFC’s local branches and hands-on approach gives dealers confidence, especially when decisions need to be made quickly.
As Wendy put it, “The one-on-one interaction with branch managers is huge for us; that’s something our dealers really need.”
Speed and Reliability Make the Difference
Speed isn’t just a nice-to-have for independent dealers, it’s important, particularly in fast-moving auction environments. Wendy sees this firsthand.“When dealers are at the auction, they’re checking out and saying, ‘Put it on my floorplan,’ and they’re driving those cars out immediately,” she explained. “They’re not waiting on checks to clear.”
Getting your cars immediately means they hit the front line faster. This cuts your costs and helps you turn a profit sooner. As Wendy put it, “Every day a dealer owns a car it costs them money. The faster the car moves, the better chance they have to make money and sustain their business.”
Accessibility That Goes Beyond Business Hours
As OIADA’s membership continues to grow, Wendy credits one thing above all else: accessibility. She believes real partnerships are built on showing up when it matters. “My cell phone is on seven days a week, and I can call our preferred partners seven days a week too. I can call our AFC branch manager in Columbus, or reach out to leadership any day of the week,” Wendy shared. “That’s real partnership, being there when dealers need help, not just during business hours.”
Why Dealers Should Meet AFC at OIADA Events
Events like the OIADA Annual Expo & Convention give dealers the opportunity to strengthen relationships with providers like AFC face-to-face. “Even if you already do business together, meeting in person matters. It builds trust. Vendors see that you’re a dealer who wants to learn, improve and grow,” she explained. “Dealers should walk away with better relationships, more knowledge and more tools in their toolbox; that’s how you stay successful in this business.”
Supporting Dealers at Every Stage
From small, one or two-person operations to large independent groups, OIADA’s mission is to make sure every dealer has access to the right providers and resources. According to Wendy, that type of support depends heavily on strong partnerships. “We have to be all things to all dealers at all times,” Wendy said. “And that means working with partners like AFC who can support dealers no matter where they are in their journey.”
Wendy’s Advice to Independent Dealers
When asked for her best advice, Wendy kept it simple and practical.
“Slow down. Think twice, act once, the first time you think something through, you might be acting on gut instinct. Take the time to make sure you have all the information before you make a decision.”
Wendy’s advice reminds us that independent auto dealer advocacy works best when dealers get involved personally.
“Dealers need to be a part of their dealer association. I don’t mean write a check and get your member certificate on the wall, call them and get involved.”
By getting involved and communicating their needs, dealers help associations and partners like AFC, better support them.
Learn more about AFC supports independent dealers with flexible floorplan financing at AFC, and discover how OIADA advocates for and equips Ohio’s independent dealers at OIADA.
* Disclaimer: AFC does not guarantee any results for floorplan financing and examples are for illustrative purposes only. Dealers should consult their own advisors to make independent business decisions regarding floorplan financing. The opinions expressed in this article are those of the individual interviewee and are not the opinions of AFC. AFC does not verify the accuracy of the information provided by the interviewee in this article and is not responsible for any errors or omissions. “AFC” refers to Automotive Finance Corporation, Automotive Finance Canada Inc., and AFC Cal, LLC in their respective jurisdictions
