Frank Polenta is a 3rd generation Western Pennsylvania native and is founder and Principal of Keystone Dealer Development serving dealers in his home state and Ohio.

“Our clients are generally family owned and operated dealerships,” Frank says, noting he entered the dealership world while still in college and worked in most aspects at the dealership. “I started off in retail in 2007. I worked in the service department and then on the sales floor. I kept moving up over the years.”

An F&I trainer saw Frank’s business acumen, people skills and integrity and encouraged him to pursue the provider service side of the business. Frank worked for a “big box” dealer services provider for seven years before striking out on his own. At every stage, he says, relationship building, accountability and understanding his clients’ needs is key.

“Business is really done between people who are likeminded and who like one another. I would not be here today if it wasn’t for the relationships I carry.”

“Portfolio offers a strong support network. I have a designated account executive and dedicated client relationship managers who are a phone call away, making response time far more brisk” he says.

Frank’s dealers also face their fair share of problems, including compressed back ends and fluctuating bookouts with lenders. He believes the solutions come down to consistency and process.

“There are a lot of dealerships that do make profit in spite of themselves,” says Frank. “But instilling a correct process — one that makes sense, that we can implement at a dealership whilst increasing their profit margin — is key.”

In a post-pandemic world, Frank sees signs of a “race to the bottom” as the market reverts to the invoice-less-incentives model. He knows dealers rely on agents to help differentiate themselves when competition is fierce. This is another reason why partnering with Portfolio has been crucial for Frank.

“Anything our competitors in the market have, Portfolio has already — or, if not, we are nimble enough to create something,” he says. “Portfolio’s reinsurance platform is second to none. Dealers see this as an added benefit as far as control, flexibility and access to their money. I don’t believe another provider has such a strong platform. That is a huge benefit to us as agents.”

Outside of work, Frank enjoys spending time with his family. He thoroughly enjoys classic cars and boating.

“Family is my ‘why,’” Frank says. “They are why I get up in the morning and do everything that I do.”