Jim Brown has been working in the rental industry since 1965, when he was hired as an 18-year old college student by well-known industry pioneer Ernie Talley.

Photo/RTO Online

Jim Brown, owner of ABC Lease Purchase & Sales of Wichita.

Kansas may seem like a quiet place, but Kansas Association of Rental Dealers (KARD) member Jim Brown has been raising the legislative rafters in an effort to finally gain passage of the Consumer Rental Purchase Agreement Act - balanced federal legislation that protects consumers and industry.

RTO Online interviewed Jim Brown, owner of ABC Lease Purchase & Sales of Wichita, during Wednesday's 2008 KARD meeting near Topeka. Listen to the audio podcast here or download from iTunes. The 2008 KARD meeting was sponsored by RentDirect Nationwide, the rent to own industry's largest buying group, Nationwide Southwest and the Nationwide Rental Coalition (NRC). NRC and RentDirect are sponsoring the 2008 Rent-to-Own Industry Legislative Conference in Washington D.C. April 21-23, 2009. Register for the conference here.

See a complete photo gallery of the 2008 KARD meeting.

RTO Online also interviewed Mamie Salazar-Harper on the NRC's drive to re-energize state rental associations. Listen to the new Mamie Salazar-Harper interview here or download from iTunes.

Kansas is the only state to have achieved 100% co-sponsorship of the Act in both the House and Senate, and several times during yesterday's KARD meeting Jim Brown, owner of ABC Lease Purchase & Sales of Wichita, was singled out as a main reason behind the state association's political success.

Brown has been working in the rental industry since 1965, when he was hired as an 18-year old college student by well-known industry pioneer Ernie Talley. Since then, Brown's personality and persistence have been instrumental in helping the rental industry enjoy unparalleled support from both state and federal lawmakers.

"Persistence through the years, along with all the follow up, is what you have to do," said Brown. "I knew that we could help get federal legislation passed. I felt like I'd been in the business so long I should try to give something back to it and it's worked out pretty well."

According to Brown, meeting with lawmakers doesn't need to be intimidating. He says they just want to understand what it is we do and how it benefits their constituency.

"Once you explain to them and once they understand what we're trying to accomplish with our federal legislation, it's not that hard. The main thing is their staff people have to have a good understanding of the business we're in. One big factor, especially on the Republican side, is that they ask us 'Well, why do you want to be regulated? Most businesses don't want to be regulated.' Once you get over that hill, it's a pretty easy deal, really."

Brown has advice for rental dealers who would like to participate in the upcoming industry Legislative Conferences, but are not sure how to approach a lawmaker.

"Present the story as simple as you can and make sure they understand it. Probably the most important thing is to work closely with the staffers and follow up with them. You don't want to annoy them, but you do need to be pretty persistent."

Brown says it's not enough to visit lawmakers once a year. He encourages rental dealers to get to know their legislators on a more personal level, as well.

"Don't just be there to ask for something every time you see them. Give them some support. If they're going to be giving a talk at a dinner in your area, go out and support them. It usually doesn't cost much. Let them know you're there and thank them for their support. That's probably worth more to them on a personal basis than just giving them money."

Nationwide Southwest CEO Dennis Willich, whose company sponsored the KARD meeting, reiterated his group's commitment to the rental industry, particularly in the five states that make up their territory – Kansas, Oklahoma, Louisiana, Texas, and New Mexico. Willich estimates the group will spend a record amount this year providing financial support to state associations and he says that level of support is just part of the 'Personal Responsibility In Delivering Excellence' that is his group's number one priority.

"Everything we do is for the benefit of our members," said Willich. "We want to make this industry the best industry it can be."

Adding that he understood the industry's strength lies in building up state associations, Nationwide Southwest announced that any dealer in the state of Kansas who decides to join Nationwide Southwest will receive $1,000 to be invested in a three-year membership to the Kansas Association of Rental Dealers.

Mamie Salazar-Harper, Legislative Liaison to the Nationwide Rental Coalition, reviewed the status of the Kansas state rental statute, and encouraged the dealers to consider adding a one-day Legislative Conference in Topeka to thank lawmakers for their support. Harper also underscored that while we often discuss the importance of relationships in the rental business, building relationships with legislators is just as important as building relationships with our customers.

Salazar-Harper echoed Willich's belief that a strong industry is built by supporting state association activity.

"Nationwide RentDirect and the NRC will be providing both financial support and infrastructure support for all state associations. You're going to see us activate and re-activate state associations that have been dormant a long time and we're really excited about helping dealers on a state level."