August 2010 Independent Dealer Magazine Issue by FIADA

FLORIDA’S since 1940

August 2010

www.FIADA.com

A Publication of the Florida Independent Automobile Dealers Association

Information and Insight for Florida Used Car Dealers

Finding the right used car inventory is harder these days. We’ve talked to dealers, auctions and rental car companies to get the real story. Page 14.

PERMIT NO. 801 TALLAHASSEE, FL

PA I D PRST STD U.S. POSTAGE

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Get your motor running, FIADA’s Fast Cars & Freedom Annual Convention is on the way. See the2010 program preview Dealer on page August — Independent — 20.

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MAILING ADDRESS 1840 Fiddler Court Tallahassee, FL 32308 TELEPHONE (850) 385-2712 (800) 237-0448

FAX (850) 385-3251 WEBSITE www.FIADA.com

EXECUTIVE COMMITTEE

Greg Edwards President Jim Kagiliery Chairman of the Board Jeff Gann Senior Vice President Jeff Zupec Secretary Dino Mercurio Treasurer

Mario Allmond Regional Vice President Brandi Noegel Regional Vice President George Hickey Regional Vice President Steve Marbais, CMD Regional Vice President John Cousins Regional Vice President FIADA STAFF Steve Jordan Executive Director Ginger White Director of Membership Recruitment & Retention Terry Myers Educational Instructor Sarah Langley Membership Coordinator Alex Romans Education Coordinator Christy Taylor Editorial/Advertising

POSTMASTER:

Send address changes to: FIADA • 1840 Fiddler Court Tallahassee, FL 32308 (850) 385-2712 • Toll Free: (800) 237-0448 Fax: (850) 385-3251 • www.FIADA.com The Independent Dealer is a publication of: Florida Independent Automobile Dealers Association, 1840 Fiddler Court, Tallahassee, FL 32308. The magazine is published every month in Tallahassee and distributed to Florida new, used, wholesale and lease/retail car dealers. Advertising rates are available upon request. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of Independent Dealer or the Association. Likewise, the appearance of advertisers, or their identification as members of FIADA, does not constitute an endorsement of the products or services featured.

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Contents August 2010

For members of the Florida Independent Automobile Dealers Association

C O LU M N S & F E AT U R E S 4

President’s Message Greg Edwards

Steve Jordan

An update on the Consumer Financial Protection Bureau.

Trainer George Dans gets down to business on how to increase your sales.

Executive Director’s Message NIADA Advocates for Dealers in Washington The 5 P’s to Boosting Sales Team Results

It seems that inventory is getting scarce. We’re asking around to find out why.

John Grant, FIADA Lobbyist

Fast Cars and Freedom: FIADA’s Annual Convention & Expo

Where Have All the Good Cars Gone? Legislative Update

When You Need Help Call the FIADA Executive Committee—always there, happy to help and ready to lend a hand.

UPCOMING EVENTS October 15-16, 2010 FIADA Annual Convention & Expo TradeWinds Island Resort St. Pete Beach, FL Reserve your hotel room today. Space is limited. Call TradeWinds today at (800) 808-9833. Register for the convention at www.FIADA.com or call (800) 237-0448.

August 2010 — Independent Dealer —

FROM THE PRESIDENT

Don’t Get Stuck In the Middle BY GREG ED WARDS

here is a fairly new sit-com on ABC called “The Middle.” It’s about an average, middleclass family raising three kids and trying to make ends meet while the dad is out of a job and the mom works as a salesman at a used car dealership. The mom is played by Patricia Heaton of “Everybody Loves Raymond.” Her character, Frankie Heck, is tired and unappreciated, and works full time selling cars at Ehlert Motors, the last surviving used car dealership in their town of Orson, Indiana. In a recent episode Frankie is faced with the dilemma of selling a car to a lady who is intoxicated. After mulling it over with her fellow salesmen, she returns to her desk and tells the tipsy customer that she cannot sell her a car when she’s not fully aware of what she is doing. Surprise! The woman was not drunk. She passes over a business card and explains she is a sales trainer that Mr. Ehlert hired to jumpstart his sales staff. “Drunk customer; the easiest sale in the book,” Mr. Ehlert says, shaking his head in disappointment. Granted, it was a little funny but at the same time very disturbing. Is that how people really see car dealers? I hope not, and for the dealers who are members of the Florida Independent Automobile Dealers Association, I know it’s not. We work in a tough business. Between tight market conditions, the threat of unfair rules and legislation, fees and taxes and imposing regulations the logistics behind selling cars can be brutal. If you add on to that — Independent Dealer — August 2010

a hint of negative public perception, it might seem like an uphill battle even before you unlock the front door. The good news is, for those of us who are FIADA members; it does not have to be that way. Staying compliant is as easy as reading the magazine or checking your email. The FIADA Member sticker you have on your window, or the logo on your letterhead, vouches for your professionalism and separates you from the crowd. With over 8,000 licensed dealers in the state of Florida you are bound to find some that do not play by the rules. FIADA membership makes it easy for your customers, your financiers, your vendors and leaders in your community to see you are different. As a member of your trade’s professional organization you have prestige, you have support and you have power. Your membership also lets you laugh at outrageous characters like Mr. Ehlert because you know in reality you are an ethical, but still profitable businessman with an elite staff who takes care of your customers, instead of taking advantage of them. Why else would they keep coming back? We know you are working hard and doing a great job, and your customers know it too. If you are interested in taking your membership one step further, and moving your dealership ahead, then make sure you attend the FIADA Annual Convention and Trade Show in St. Pete. Beach on October 1516. We’ll have experts on sales and marketing, legal, finance…you name the topic and I’m sure we’ll have someone speaking on it. Take a look at our program preview on page 19 then use the registration form on page 20 to save your spot. www.fiada.com

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August 2010 — Independent Dealer —

EXECUTIVE DIREC TOR’S MESSAGE Steve and Tatia with their kids Juliana, Ashlyn, and Chanlyr.

Back to School BY STE VE JORDAN

rayola Crayons, paper, sharpened pencils, colorful folders—it’s August, and the main memory we have of this season is going back to school. Many of us even have children of our own that we are driving across the country to go to college, or down the block to new elementary schools. In the process, we buy new supplies—books, clothes, computers—and many other tools necessary for academic success. As we prepare our own children for the year ahead, I believe it’s useful to revisit some of these back-to-school ideas that can still apply, even as adults. For example, many of us can think of a teacher or coach who really left an impression on us or whose class we enjoyed. Some of our mentors were just skilled at helping us learn. They knew how to convey life lessons or book knowledge in a way that made sense and helped us apply it to our own lives. These

business, it’s easy to reconnect with those who taught you the business. Think back on their lessons to you. Who taught you how to buy cars at the auction? Who taught you how to “desk” a deal? Who was it that helped you along when you were struggling to meet your sales or collections goals? Are you incorporating all that you learned or has time and busyness distracted you from doing business the way that you were taught? Times have changed but there are life-long lessons that you can incorporate into the twenty-first century. I challenge you to ask yourself—Am I a good teacher to those that I have the opportunity to mentor and bring up alongside me on my journey? Are there employees or associates who seem to need a hand? When you give, you will receive in return. Don’t be stingy with your time, energy, and knowledge. Instead, try to help those around you. Be a teacher.

The car business, like school, is relational. You enjoy it partly because of the people that you learned from, work with everyday, and those whom you have met along the way. good teachers thought outside the box; they helped us see things in a new way; they made a subject that could be boring into an interesting and useful experience. My advice? Find a teacher and become a teacher in your own right. Who are your mentors? No one can make it alone. The car business, like school, is relational. You enjoy it partly because of the people that you learned from, work with everyday, and those whom you have met along the way. In the car — Independent Dealer — August 2010

As we age, we begin to realize that education isn’t the passive act of being in a classroom. It’s the process of growth that occurs when you open your mind and try to learn ideas and strategies, new ways of doing business. The FIADA has been around since 1940 and our Board of Directors, Past Presidents, Honorary Life Directors, our valued members and staff across the state have a wealth of expertise & knowledge that can serve as a life raft for you or just a friendly voice that says, “Keep up the good work.” If it has happened in the car business, I would venture to say that someone in the FIADA has seen it before. If you are stuck in a rut or feel like the economy has you in a bind and you’re trying to think of new ways www.fiada.com

of doing business, use the FIADA as a resource. We are here for you. What can you do to re-educate yourself? Do you need to join a twenty-group, or find other FIADA members in your area? We can help. Realize that education is an on-going process, and we should be everchanging individuals. We can never close ourselves off to new ideas and philosophies. It’s never too late to invest in your future. A great first step would be to register for the 2010 FIADA Convention on October 15th & 16th at the TradeWinds Island Resort on St. Pete Beach. Our agenda has 17 different Continued Education workshops scheduled that will be taught by 27 different industry experts. We will have teachers and mentors like Chris Leedom, Keith Whann, George Dans, Carl Ford, and dozens of other industry experts there to help you in your quest for knowledge that is necessary to run your dealership. Call or click online at www.fiada.com to register and see a complete list of our continued education workshops.

The FIADA Special Membership Drawing is Back! Buy your tickets now.

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You will not want to miss this incredible time of teaching by the nation’s top industry minds and networking with the elite FIADA dealers and members who are shaping the future of Florida’s auto industry. I look forward to seeing you there. Register today. Move ahead.

August 2010 — Independent Dealer —

NIADA Advocates for Dealers in Washington:

Update on the Consumer Financial Protection Bureau

IADA gave us an update on the state of the “Wall Street Reform Bill” recently. Signed into law on July 22 by President Obama, the new law exempts auto dealers from increased oversight with respect to dealerassisted financing. NIADA, along with other industry associations, held numerous meetings, strategy phone conference calls, letters, talking points, legislative alerts, etc. to make sure that exemption happened. The law does grant increased powers to the FTC regarding dealer oversight, however and it requires coordination with the Department of Defense to ensure that Service Members and their families are treated fairly by automobile dealers. NIADA is taking an active role in addressing this issue and will continue to monitor implementation of the new law. Senator Sam Brownback (RKansas) has been supportive of the effort to exclude automobile dealers from the reaches of the reform bill. In a recent floor statement to the US Senate, he had made the following comments: “I am pleased that my amendment excluding auto dealers from the jurisdiction of the Bureau of Consumer Financial Protection, CFPB, was included in the conference report to H.R. 4173. This proposal attracted bipartisan support because the auto dealers should not have been regulated in this bill in the first place. They are retailers. They should not be regulated as bankers. They did not cause the Wall Street meltdown. They didn’t bring down Lehman Brothers or Bear Stearns. The purpose of my amendment was to protect third party auto financing. The CFPB could have abolished that kind of financing, — Independent Dealer — August 2010

but keeping these provisions in the bill will preserve a variety of auto financing choices for consumers, and we know that more choices result in lower prices. And the provisions of my amendment keep auto loans convenient and affordable while retaining existing consumer protection laws and policies. ...Three exceptions to the exclusion for dealers are enumerated in section 1029(b). Subsection (b)(1) describes activity related to real estate transactions with consumers. Subsection (b)(2) describes motor vehicle transactions in which the dealer underwrites, funds, and services motor vehicle retail installment sales contracts and lease agreements without the involvement of an unaffiliated third party finance or leasing source so-called ``buy-herepay-here’’ transactions. Subsection (b)(3) describes the consumer financial products and services offered by motor vehicle dealers and limits the exclusion to those activities or any related or ancillary product or service. The combination of 1029(a) and 1029(b) ensures that motor vehicle dealers providing financial products or services related to the activities described in subsection (b)(3) are completely excluded from the CFPB. ...Section 1029(d) provides that the Federal Trade Commission, FTC, will have the authority to write rules to address unfair or deceptive acts or practices by motor vehicle dealers pursuant to the procedures set forth in the Administrative Procedures Act instead of the Magnuson-Moss Act. Motor vehicles dealers are set to become the only businesses in America singled out for regulation in this manner. I want to emphasize that this specific provision was neither in the House or Senate bill and was not under consideration in either

chamber. It was added by HouseSenate conferees. Section 1029(d) was included without any evidence to justify its inclusion, or any debate for that matter. I do not support this provision, as I believe it invites the FTC to again engage in regulatory overreach. I am concerned that the removal of the well-established ``Magnuson-Moss’’ safeguards gives the FTC free rein to conduct fishing expeditions into any area of automotive finance it perceives as ``unfair.’’ The present leadership of the FTC has promised that if Magnuson-Moss were repealed, they would use their new power prudently. I hope that this is the case, because we do not want to repeat the kind of excessive FTC regulation that occurred in the 1970s. For that reason, Congress must monitor the FTC very closely to ensure the vast power Congress will now bestow on this agency is not once again abused. ...I am very concerned that the CFPB, which will not be overseen by the Office of Management and Budget and will not depend on Congress for its funding, will at some point in the future engage in regulatory overreach that will hurt our economy. Excluding auto, boat and RV dealers from the CFPB jurisdiction will ensure that these Main Street small businesses are protected from such harmful regulation. For consumers, my amendment guarantees that access to affordable credit is preserved, and all consumer protections laws are maintained. While I am very concerned about the implications of H.R. 4173 overall, I am pleased that at least in this instance we have found a way to limit the threat of regulations that hurt consumers and strangle our economy.” www.fiada.com

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By G e o rg e D a n s

s a business owner, have you having over 100 employees and each of ever just wanted to get the them having a 100 different ways to do broom and sweep out your business? When employees turnover, entire team because they won’t do what procedures can become watered down you want them to do? because most companies have put Have you ever worked training on the shelf behind last for a company that year’s goods they sold. The results couldn’t get their arms are almost fatal. Nobody knows around their sales team? what to do or how to do it. It gets so bad they can’t Processes: This is more even get them to show important today than most up on time. There are five business owners realize. The areas that can help you process is the “how to do it” and George Dans improve your profits and where the rubber hits the road. raise sales. How can businesses today expect their For a business to be even more team to execute if they don’t have clear successful today they need to have these expectations or the skills? Training for first 4 P’s in place: people, policies, most companies has dried up like the procedures and processes. Mojave Desert. Companies continually Let’s review them and find how out how commit business suicide by placing you can improve your business today. untrained people in profitable positions People: People working for you without trained skills so they fail by who are not committed to your team, default. are team-breakers. Like bad apples, Ask any firefighter and they will you place them in a bushel of nice tell you all they do is train. They apples and all they do is rot the rest. never would show up at a fire and Have your management team find out say, “now what?” Trained professional who is committed and who isn’t. You organizations have the right people, either tolerate, motivate or eliminate. backed with policies and procedures Policies: Having written policies that allow them to follow the process. will clear up miscommunication along You can do the same thing, if you have with all the excuses people use to cover standard operating procedures and up their mistakes. Today’s teams need follow the above rules. to have clear expectations on how to Business isn’t about life and death, perform at your company. The last but at times it may seem like it when thing you want is the underachievers you aren’t reaching the profits you need teaching your new teammate how to to survive or grow. When you have break rules or make up their own rules. clear strategies backed with a goal, your Procedures: Teaching and training team will be able to focus on the main your team to execute the procedures is thing. That’s the key today, focus on the what makes your company different. main thing, and keep the main thing Procedures are how you do business the main thing. at your company. Can you imagine The word focus is a magical word

today in business, isn’t it? With people being distracted by so many gadgets, bringing their home problems to work and gossiping about who knows what, it is no wonder employees aren’t focused. If you had a line on your financial statement of what it cost to not have your team execute properly, you would need a lifeline of Tums to help you relieve your heartburn. Teams need to be focused today to succeed and let’s see what focus and team mean: F – Faithfully O – On C – Course U – Until S – Successful T – Train T – The E – Educate E – Employees A – Act A – Always M – Motivate M – Matter If you don’t have a course of expectations then you will lose your way along with the 5th P – Profit. Now, those 5 P’s could stand for the following: Proper planning prevents poor performance. Proper people prevent poor profits. Proper processes produce productive profits. Using the above material will help you improve your profits and get control of your team. Look at any successful organization and you will find consistency as one of its backbones. In an inconsistent world we need to be consistent. With a standard operating procedure handbook, you and your company will be standing long after others have fallen victim to their excuses.

George Dans is a speaker, trainer and founder of The World’s Greatest Closer, a sales training and life-changing firm specializing in personal and professional development. With more than 20 years of experience, George helps maximize potential at organizations that are small business owners to Fortune 500 companies. He is the author of the upcoming How To Become The World’s Greatest Closer. To find out more, please visit www.worldsgreatestcloser.com or call 909-440-9981. 10 — Independent Dealer — August 2010

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COVER STORY

By Christy Taylor

emember the days when you would throw on your best baseball cap, slip a little book in your back pocket and head off to the auction to buy 10 cars or more? Looking back, it seems like those late-model, low-mileage beauties ran deep in the lanes and the hardest part of the job was staying within your floorplanning budget. But, just like the balance of your 401(k) or the equity in your home, things have changed. The search for inventory seems to be one of the biggest issues looming over the used car industry today. Independents have always marched to the beat of their own drum, trying not to listen to gloomy economic forecasts or financial squawk-boxes too much, but after a few trips to the auction it is clear that something has happened. Those good, clean cars are running scarce and dealers have to up their game to get them. Mike Kasthan, of Mike Kashtan’s Superior Auto Sales, Inc. in Pinellas Park is a 30-year veteran of the used car trade. He says there are still plenty of cars out there, but they are not easy to find. “It’s tough, but not impossible right now,” Kashtan said. Tough as in what you might have been able to accomplish in one sale at one auction three years ago today will take you multiple days and multiple trips, Kashtan says. On the plus-side, Florida is one of the most auction-dense states in the country. From Kashtan’s lot on the central west 12 — Independent Dealer — August 2010

coast, there are close to 20 auctions within an hour-and-a-half drive. He, and son Ryan who does most of the dealership’s buying, are learning the route well, as they hunt and gather inventory from sales around the state. “Be prepared to work harder to find the right cars; quite a bit harder,” Kashtan said. Where did all the good cars go? BSC America Chairman Ray Nichols has some thoughts. In addition to owning Tallahassee Auto Auction in Florida and the Bel Air Auto Auction in Maryland, Nichols is an active member of the National Auto Auction Association and has provided advisory for the NADA guidebook. Nichols suggests that sluggish sales for franchise dealers and limited production by manufacturers are the primary contributors to the unbalance. Things seem to have bottomed out, he says, but it still may be some time before things return to normal. “This is the evolution of the new and used car business,” Nichols said. FIADA’s Executive Director Steve Jordan takes it a step further. Cash for Clunkers amplified the low-volume, low-sales problem by taking over 690,000 cars out of play and into the scrap yard. Plus, the new wave of “financial meltdown” inspired credit restrictions have pushed customers who traditionally bought new cars into the used car market as well as keeping unqualified applicants away—along with their potential reposessions. “The high-demand inventory that used to be fairly accessible is really

stretched right now. There’s not really one single reason why, but rather a lot of variables that are all coming together making market conditions tight,” Jordan said. The numbers support what the experts are saying. New car sales declined across the board last year. Fairing the best was Ford Motor Company whose 2009 sales fell 15 percent with 1.68 million cars sold. Toyota Motor Company’s sales fell over 20 percent, with 1.77 million sold. At the same time sales were dropping, manufacturing was also slowing. According to OICA, an association that comprises 41 national auto manufacturing trade associations around the world, all major automobile manufacturing countries produced fewer cars last year than in 2008. The United States produced about 1.5 million less and Japan just over 3 million. Not only are less cars being made, but they are being built to run longer. RL Polk & Co., an automotive research company, released a survey in March 2009, suggesting the median age of passenger cars in operation has increased about three years over the past decade to 9.4 years. Light trucks last an average of 7.5 years. Today’s economy also has kept frugal drivers willing to hold on to their current vehicles as long as they’re running, limiting the number of vehicles available from the trade-in pool. Repos are down as well with finance companies less willing to take a risk on Continued on page 14.

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WHERE HAVE ALL THE GOOD CARS GONE?...continued on page 12.

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customers with questionable credit. Though not directly contributing to the inventory shortage, advancing technology has had an impact on the amount of competition in the auction lanes. Most major auctions today run internet simulcasts which can significantly increase the number of bidders at any given sale. The ultimate in on-demand buying, Manheim’s OVE.com makes it possible to buy inventory anytime, anywhere. Dealers can also work smarter today with the help of tools like valuation and car history report apps on their smart phones or better coordinate buying efforts with text messages and IM. It’s not just the auctions that seem to have fewer quality cars for sale, though. Another game-changer are rental car agencies who have long been considered a good source of prime inventory through fleet sales both in-lane and online. Some are starting to hold on to their vehicles longer and

14 — Independent Dealer — August 2010

waiting another month or another 1,000 miles before releasing them at the auction. Ned Maniscalco is the manager of Corporate Communications for Enterprise Holdings. He says though the best practices for keeping a car in fleet are never compromised, with less new cars coming off the assembly line to beef up their own inventory, sometimes it makes fiscal sense to hold on to a vehicle rather than sell it. “The disciplined production that we are seeing from our manufacturing partners makes it essential for us to be thoughtful about the rental life of our fleet,” Maniscalco said. “While we have not changed our best practices, we have kept some vehicles in fleet a month longer on the average due to some limited replacement options or when continuing to rent a vehicle yields a better return on our asset than selling it out of our fleet.” To bottom-line it: supply is tight,

demand is high. The new norm of finding inventory may cause some dealers to get creative. Kashtan has used “we buy cars” ads in his local paper and also tried to build relationships with wholesalers who will call him to pass along a good find. Dino Mercurio, who grew up in the used car business and now runs Independent Credit, Inc. in West Palm Beach, used to rely a lot on trips to the auction but lately has been bulking up his partnerships with area franchise dealers. Sometimes, he says, you have to try new ways to find the cars. He cautions though, that an area not to change would be the type of inventory you are looking for. It may be tempting to compromise on a lowerpriced car with higher-mileage, but if that is not what your customers need then don’t bring them home. “Don’t get out of your comfort level. Stick to selling what you know will sell,” Mercurio said.

Continued on page 16. www.fiada.com

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August 2010 — Independent Dealer — 15

L E G I S L AT I V E U P D AT E

COUNTDOWN! BY HONORABLE JOHN GRANT, FIADA LOBBYIST

s I sit at my desk penning this article, there are exactly one hundred days left until the general election in November and two weeks after that, members of the legislature will be sworn into office and the legislation will begin to fly. The time for FIADA members to get involved in the political process is now. Your FIADA board has made incredible strides forward on behalf of political involvement. They galvanized around the process in the successful passage of HB 631 and have kept going. The Association has been successful in hosting candidate receptions for our legislative friends. The Association has had a Political Action Committee for some time, but has never gone about carefully screening the candidates to determine who gets our political support …. and contributions from our PAC. This year, the legislative committee sent out a questionnaire to each opposed legislative candidate. Our efficient staff in Tallahassee managed to do it paperless over the Internet and efficiently tabulate the results. I know of no other organization that is doing it that way. The results of the candidate surveys were reviewed by the Association’s Legislative Committee, chaired by Dino

Mercurio and they, along with the PAC board, decided which candidates would get the FIADA endorsement and which would get financial support. Money is a help to any candidate, but endorsements are an even bigger help. Once endorsed by FIADA, candidates can call on our members in their local area for campaign assistance. Likewise, we will be e-mailing members a list of those candidates we support and encouraging them to reach out and help local campaigns. A number of races will be effectively decided in the August primary, but for many it is just a hurdle to cross in order to be their party’s candidate in the November general election. We will be involved in that one too and in order to have a seat at the table, we will need to replenish the PAC funds early so we can once again help our endorsed candidates. Please consider sending an extra check to the PAC. All of our members are encouraged to get involved in the process, both through the Association and locally in their home towns. Remember to help our endorsed candidates by helping in their campaigns and above all else, remember to vote for those candidates which your professional Association endorses.

PAC CONTRIBUTION FORM Do your part in supporting the legislators who have helped your industry. Contribute to the FIADA PAC Fund.

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Make your check out to FIADA-PAC and mail your contribution to: FIADA • 1840 Fiddler Court • Tallahassee, FL 32808

Go online to www.FIADA.com

Enclosed is my check for:

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17 Workshops | 26 Speakers | 8 Hours of CE Credits* | 1 Convention | fiada.com/convention.cfm www.fiada.com

*Pending approval by the DMV August 2010 â&#x20AC;&#x201D; Independent Dealer â&#x20AC;&#x201D; 19

We have gathered the auto industry’s “best of the best” to provide you and your team with top-level training & continued education on key topics such as (just to name a few): Capping the Well on Florida’s Taxes & Rolling Back Fee Hikes: Balancing the Budget without Small Business Picking up the Tab Dominic Calabro, President & CEO, Florida TaxWatch Banking Your Retail Finance Deals: Matching Your Customers with the Right Finance Company Asbel Perez, CMO, National Auto Lenders World Wide Sales on the World Wide Web: How to Measure Up with Dealers Going Global Frank Fuzy, President, Century Motors of South Florida; Kevin Considine, Sr. Manager, Business Partnerships, eBay Inc.; Clayton Stanfield, Manager Dealer Training, eBay Inc.; and Eddie Cawley, Director of Dealer Training, AutoTrader.com Sidestepping Legal Landmines: Your Retail Legal Questions Get Answered Rob Sickles, FIADA General Counsel, Partner Hinshaw & Culbertson; and Mark Ornstein, Partner, Killgore Pearlman Stamp Ornstein & Squires, PA

Go online to fiada.com for convention updates and more information. Register Now. Move Ahead. 20 — Independent Dealer — August 2010

TENTATIVE SCHEDULE FOR CONVENTION TRAINING FRIDAY, OCTOBER 15, 2010 9:00am - 10:15am

Moving the Auto Industry Forward: Entrepreneurs & Regulators Working Together to Advance Small Business (1 hr of Continued Education Credit)

10:30am - 12:00pm General Industry Workshops (1.5 hrs of Continued Education Credit each) Option 1. Supersize Your Bottom Line in a Recovering Economy: Key Benchmarks for the BHPH Dealer Option 2. Banking Your Retail Finance Deals: Keys to Matching Your Customers with the Right Finance Company Option 3. Online Advertising in the Internet Age Part I: Introductory Steps to Launching Your Online Presence 2:45pm - 4:15 pm Option 1. Option 2. Option 3.

General Industry Workshops (1.5 hrs of Continued Education Credit Each) Unstoppable Sales in the New Economy: Conditioning Your Sales Force to Outsell Their Expectations & Yours Sell Certified Pre-Owned Used Cars: NAC Levels the Playing Field with New Car Dealers World Wide Sales on the World Wide Web: How to Measure Up with Dealers Going Global

4:30pm - 5:30pm Option 1. Option 2.

Legal Workshops (1 hr of Continued Education Credit Each) Repos, Collections & Bankruptcy: Avoiding the Legal Pitfalls that Can Sink Your BHPH Portfolio Sidestepping Legal Landmines: Your Retail Legal Questions Get Answered

7:30pm - 9:30pm

FIADA Annual Awards Banquet & Quality Dealer Award

SATURDAY, OCTOBER 16, 2010

10:30am - 12:30pm FIADA 2010 Candidate Forum: Qualified Candidates invited to speak 1:30pm - 2:30pm Option 1. Option 2.

Legal & Legislative Workshops (1 hr of Continued Education Credit Each) Measuring Your Labor Liability: Minimize Your Personnel Risk & Maximize Your Labor Output FIADA Legislative Update: Operational Impact of State & Federal Legislation on Auto Dealers

2:45pm - 3:45pm Option 1. Option 2. Option 3.

Industry Workshops (1 hr of Continued Education Credit Each) Underwriting & Collections for the BHPH Dealer: Giving Yourself a Chance to Collect Update from the Office of Financial Regulation Online Advertising in the Internet Age Part II: Optimizing Your Online Presence with SEO, Social Networking & the Latest Technologies

4:00pm - 5:00pm Option 1. Option 2. Option 3.

Industry Workshops (1 hr of Continued Education Credit Each) Capping the Well on Florida’s Taxes and Rolling Back Fees Hikes: Balancing the Budget without Small Business Picking up the Tab Accounting in the Auto Industry: Controlling Your Cash When Cash is King Unstoppable Gross Profits: Maximize Your Sales Margins & Win the Four Square Showdown

7:30pm - 9:30pm

Fast Cars & Freedom Dinner & Special Membership Drawing www.fiada.com

COMPANY INFORMATION Company:__________________________________________________________________________________________ Mailing Address:_____________________________________________________________________________________ City/State/Zip:______________________________________________________________________________________ Phone:___________________________________________ Fax:_____________________________________________ E-mail:___________________________________________

REGISTRATION INFORMATION

Website:_________________________________________

(Please Note: fees in each category will increase by $100 after September 10, 2010.)

1. DEALER EXPRESS REGISTRATION

Badge Name: _ __________________________________________________ [ ] $99 Badge Name:____________________________________________________ [ ] $99

For all scheduled seminars and training events, but does not include meals.

CORPORATE REGISTRATION Badge Name: _ __________________________________________________ Additional Attendee:_ _____________________________________________ Additional Attendee:_ _____________________________________________ Additional Attendee:_ _____________________________________________

All corporate registration attendees are allowed access to all events and meal functions.

[ [ [ [

] $249 ] $195 ] $195 ] $195

[ [ [ [

] $349 ] Included ] Included ] Included

3. FAMILY REGISTRATION

Badge Name: _ __________________________________________________ Spouse Name:___________________________________________________ Child Name:_____________________________________________________ Child Name:_____________________________________________________

Family Package attendees are allowed access to all events and meal functions. CE Credits and Certificates of Completion available for active FIADA members, corporate attendees and family attendees upon request.

TOTAL REGISTRATION FEES: $__________

PAYMENT METHOD [ ] I have enclosed a check made payable to FIADA

[ ] I will be using a credit card

Credit Card Type:

[ ] American Express

[ ] Visa

[ ] Master Card

[ ] Discover

Name (as it appears on card):____________________________________ Company:_______________________________________ Credit Card Billing Address:______________________________________________________________________________________ Credit Card Number:_ _______________________________________________ Exp Date:_ ________________________________ Authorized Signature: X__________________________________________________ CC Security Code:______________________ CANCELLATION POLICY: Refunds may be honored with a 72-hour notice. Please submit cancellations in writing.

HOTEL ACCOMMODATIONS

Please contact Tradewinds Resort directly at (800) 808-9833 and mention you are part of the FIADA Annual Convention to receive the group rate. Reservations must be made by Sept. 10, 2010 to receive the FIADA group discount of $149.00 per night, plus tax. This reduced group rate will not be guaranteed after this date. Reservations will be accepted upon a space available basis.

Or Mail/Fax registration to: FIADA • 1840 Fiddler Court • Tallahassee, FL 32308 • PHONE (800) 237-0448 • FAX (850) 385-3251 www.fiada.com

August 2010 — Independent Dealer — 21

Sometimes it’s not what you know, but who you know. FIADA Executive Committee members do not take their positions lightly. They are committed to helping you, and your business succeed. Dealer to dealer, they can provide the advice, information and help you need. Take advantage of the FIADA mentoring program. Use this list of current officers as a directory. When you need help, these are the guys to call.

PRESIDENT

CHAIRMAN OF THE BOARD

Greg Edwards

Jim Kagiliery

Greg Edwards Enterprises 833 W. International Speedway Drive Daytona Beach, FL 32114 (386) 323-1888

Car Now Acceptance Company 5022 Gate Parkway, Ste. 208 Jacksonville, FL 32256 (904) 338-9194

SENIOR VICE PRESIDENT

TREASURER

Jeff Gann

Dino Mercurio

Lakeshore Motors P.O. Box 63 East Lake Weir, FL 32183 (352) 288-4512

Independent Credit, Inc. 2008 Okeechobee Boulevard West Palm Beach, FL 33409 (561) 686-8673

REGIONAL VICE PRESIDENT

SECRETARY

Mario Allmond

Jeff Zupec

Your Auction, Inc. 3010 Scherer Drive North St. Petersburg, FL 33716 (727) 572-8800

Insurance Auto Auction 151 West Taft Vineland Road Orlando, FL 32824-6507 (407) 438-7191

REGIONAL VICE PRESIDENT

George Hickey

Brandi Noegel

Bond Auto Sales, Inc. 7901 Florida Avenue Tampa, FL 34761 (813) 238-7478

Noegel’s Auto Sales 1018 North Temple Avenue Starke, FL 32091 (904) 964-6461

REGIONAL VICE PRESIDENT

John Cousins

Steve Marbais

Southeast Car Agency 310 N.E. 39th Avenue Gainesville, FL 32609 (352) 377-7787

Marbais Enterprises, Inc. 1207 North Lakewood Avenue Ocoee, FL 34761 (407) 877-7422

22 — Independent Dealer — August 2010 4 — Independent Dealer — November 2009

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