This year rings in the 35th Hall of Fame inductions for our industry and once again, NCDU is recognizing excellence within our ranks of dealers. What makes this recognition so remarkable is that this is an honor of peers who not only recognize success but dedication and character as well as an outstanding contribution to our industry.
Tony Divino, as his own remarks and those of his friend and colleague, Mike MacDonald reflect, is a self-made man. He started in this industry with a dream and ambition. Years of hard work and personal sacrifice have paved the way to remarkable success.
The NCDU is proud to welcome Tony Divino into its Hall of Fame.
How did you get into the industry?
After graduation, my wife Cynthia and I moved to Denver from the “U” to work for ADP. This company was among the first to do online parts inventory control and accounting for automobile dealers. One of my first clients, Larry Miller, was the parts manager for Stevinson Toyota in Denver. When he saw how hard I was working for ADP, he said, “You need to come to work for me at Stevinson.” At the time, I knew nothing about the car business.
ADP transferred me to Portland, but Larry’s boss eventually hired me to come back to Denver. It was a big change for me and a major turning point in my career and my life. I eventually started selling cars part-time, and it doubled my income! This money was very helpful as we had just had a new baby.
Two and a half years later, Larry said, “I’m going to try and buy my own store. Would you come with me?” I told him it depended on where he was going. In 1979, while Larry was on vacation in Utah, he bought a Toyota store in Murray, Utah. He asked me to be the New Car Manager. That was the second major turning point in my life. We were going “home” after being away for five years!
I worked 11.5 years in Utah with Larry. I learned a lot during those years, but eventually, I couldn’t keep working 70-hour weeks on a regular basis. Something had to give.
While still working for Larry, I had the opportunity to purchase Toyota of Ogden with Larry as my partner. After this, I left the Larry Miller Group, and in 1995, Larry allowed me to buy him out of his investment. This chance was the third major turning point in my life. I purchased and sold a Mazda franchise and a Lincoln-Mercury franchise along the way, but my true passion was Toyota.
How has NCDU benefited you professionally?
Craig and Jason Bickmore represent about 142 new car dealers in Utah. They see what is beneficial to everyone and know exactly where to turn to help all of us. Their perspective and know-how are so beneficial for everyone. There’s no way I could keep up with legal and legislative concerns on my own. I am willing to go to the state and help lobby, but we would never get anything done if we all had to do this independently. The NCDU is very supportive of all dealers, never favoring one over the other.
What have been some of your biggest challenges?
It’s a challenge being an independent single-point store, getting funding and building banking relationships. Large dealership groups have economies of scale that a single point doesn’t have.
Another challenge is finding time to be with my family. Sometimes the car business is a 24-7 job. I learned to pick family over work. It was the right thing to do.
What are the major milestones in your life?
Successfully raising our children was a major life goal. My wife and I have good children, although my wife gets the credit because she did the parenting when I was working such long hours. I am grateful to have Cynthia. I was able to coach two of our girls in basketball after cutting back my work hours.
Work milestones include becoming a dealer, being nominated for Time Quality Dealer of the Year and being inducted in the NCDU Hall of Fame.
How do you feel about being inducted into the NCDU Hall of Fame?
I was on a boat in the middle of the Pacific fishing when Craig called me to tell me. I felt shocked and flattered. It’s truly an honor and a big deal, and it’s very humbling in a lot of ways, especially when you are recognized by your peers.
What are your biggest accomplishments?
Larry asked me to buy him out in 1995, and I have been the sole owner of Tony Divino Toyota ever since. I had to take out a huge loan and refinance our building. It was an all-in move.
My biggest professional accomplishment is paying off that loan in 5-6 years. I am willing to take calculated risks, but I don’t want to go all-in all the time. Being out of debt is a big deal for me. I do everything I can to stay as debt-free as humanly possible.
What are the biggest issues facing the dealership industry today?
There are quite a few. When COVID-19 hit, we didn’t know where we were going for three weeks, and it was scary. COVID is still looming out there.
I’m also concerned about where the industry is going, especially government interference that doesn’t look at long-term ramifications and its effects on the industry. President Biden’s proposal to pay a $4,500 bigger tax credit for EVs built by union workers would be very disruptive to the industry. Many nonunion companies pay the same wages as union companies, and they are doing a great job of building cars in America and shouldn’t be unfairly penalized. We have no control over that; it’s up to Congress.
EVs will be good, and I am not against them, but they are only one piece of the business and not the ultimate answer. We must look at the long term. Can we support additional demand for electricity? Where does it come from? Utah doesn’t have clean power. It makes most of its electricity from coal. Why is having coal to charge a battery better than zero-emission cars like hybrids? That looks to me like a better option in some ways.
Hiring and retaining good people is always a challenge. I have been incredibly lucky to have so many long-term employees.
Where do you see the future of the industry going?
Many manufacturers would like to go in the direction of online ordering, do away with car dealers, and adopt the Tesla business model. Ford tried it 20 years ago, but it didn’t work.
The challenge is whether the factory will do orders completely online or let the dealers continue to do what they are doing now. Choosing packages and building a car is complex and involves a lot of paperwork. We spend hours and days to make sure it is right.
Suppose someone misses a major package, a convenience, you name it, and the car isn’t right because the customer didn’t know enough to order it correctly. Who owns the car when it arrives and isn’t built correctly, right?
Do you have any advice for other NCDU members?
Appreciate that NCDU is doing so much for us as dealers, from legal to legislative, auto show, working with the Motor Vehicle Enforcement Division and other state agencies. Craig looks at the big picture. He thinks about consequences for 142 dealers, not one dealer. We are lucky to have him.
Do you have any last words?
I never thought that the car business was for me, but I was wrong. There isn’t much better, in my opinion. I really enjoy what I do and the countless relationships I have made. I have a great customer base and great employees. I am very, very fortunate. I have enjoyed this business and can’t imagine doing anything else.
