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APRIL 2018
Information and Insight for Florida Used Car Dealers
The final handkerchief dropped on the 2018 Legislative Session. See what happened. Page 16
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April 2018 — Independent Dealer — 1
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Dealer Independent
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 Scott Lanier, CMD President Brad Joel Senior Vice President Lisa Compagno Chairman of the Board
Contents
For members of the Florida Independent Automobile Dealers Association
C O L U M N S & F E AT U R E S 4
President’s Message Scott Lanier, CMD
6
Executive Director’s Message Lisette Mariner, CAE
George Hickey Regional Vice President
8
Membership News
Steve Marbais, CMD Regional Vice President
10
Back to Basics Take advantage of the educational opportunities the NIADA Convention has to offer.
12
Supreme Court Rules Service Advisors Exempt From Overtime The highest court in the land has officially clarified the dealer's responsibility in these situations.
14
Do You 'Believe' That Tax Reform Will Benefit Your Business? How to know for sure if you can use the new law to your advantage.
16
Legislative Update It's Sine Die for the 2018 session of the Florida Legislature.
18
Rewriting the Playbook The NIADA Annual Convention and Expo is coming to Orlando in June. Make plans now to attend this super-convention jointly planned by NIADA, NABD and FIADA
20
The Importance of Multi-Touch Attribution for Auto Sales Tracking your marketing efforts may not be as black-and-white as you think. Find out why that could be a good thing.
24
Valuable Benchmark Numbers You Haven't Seen Before Where do you rank on Kenny Atcheson's recent dealer operations survey?
28
A Look at Current Legal Issues Attorneys Tom Hudson and Nicole Munro recap recent federal and legal developments of interest to dealers.
30
Industry News
Jenay Rhoads Secretary Phil Risley Treasurer Frank Fuzy Regional Vice President
Brandi Noegel Regional Vice President Jim Winterick, Sr Regional Vice President FIADA STAFF Lisette Mariner, CAE Executive Director Terry Myers Educational Instructor Jason Berthiaume Education and Marketing Manager Victoria Sams Membership Manager Christy Taylor Editorial/Advertising
POSTMASTER:
Send address changes to
FIADA • 1840 Fiddler Court Tallahassee, FL 32308 (850) 385-2712 • Call/Text: (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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April 2018 — Independent Dealer — 3
FROM THE PRESIDENT
Membership is the Best Kept Secret BY SCOT T LANIER, CMD, FIADA PRESIDENT
I
t's hard to keep a secret, isn't it? When you have something really good to share, you want to tell everyone about it. Right?
That's how we should feel about our membership in the FIADA. The benefits are great and the dues are low resulting in a rock solid return on investment. So why aren't more dealers taking advantage? It might be because we keep our membership a secret. I get it—when you're at the auction you are there to work and not to share your testimony about FIADA. And, besides the auction there aren't that many opportunities to talk to the dealer down the street (unless you are already both FIADA members and you go to a board meeting or town hall together). Imagine with me for just a minute though, what would happen if we did intentionally talk to our colleagues about membership in the FIADA. If we took 10 minutes before the sale, or made a quick five minute call on the phone. Those small little interactions have the potential to drastically transform our association, and our industry, for the better. Right now, only about 20 percent of licensed, active dealers in the state are members of the FIADA. That's sad. Not for the FIADA, but for the 2,700+ non-members. Think about all that they are missing out on: auction coupons, discounts on vital dealer services, free continuing education, valuable networking opportunities, direct legislative involvement. The list goes on and on. And right now, we are keeping it all to ourselves. Sometimes, that would be a good thing; more for the rest of us. However, the opposite is true for FIADA membership. The more dealers we have, the more benefit it brings to 4 — Independent Dealer — April 2018
the membership. A larger group is more appealing to the vendors and partners who sponsor things like coupons, conventions and even this magazine. More dealers will give us more "buying power" to negotiate better group rates on services and subscriptions. More dealers also means more voters, which translates into a larger legislative presence and better protection. You see where I'm going with this. The Membership Committee recently met by conference call and brainstormed some exciting new ways to generate interest in FIADA. Special thanks to Ellen Westphall and her committee members for taking the time to do this. Ideas discussed included special t-shirts we can wear in the lanes to encourage a conversation about membership, new incentives for sponsoring new members and an exciting new membership recruitment program that will be profitable for everyone. The most common thing I hear dealers say after they become members is, they wish they had joined sooner. If you fall in that category, than I urge you to take 15 minutes this week and give that advice to a non-member. The FIADA staff is amazing and really good at spreading the word, but the truth of the matter is a lot of people think they are getting a sales pitch from them. A dealer explaining the benefits to another dealer, though, is just "talking shop." Think about the many ways you have benefited from your FIADA membership. Why keep that a secret? Share your story with a non-member and not only will FIADA get stronger and better, but your new friend will be forever grateful. Scott Lanier FIADA President www.fiada.com
April 2018 — Independent Dealer — 5
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EXECUTIVE DIREC TOR’S MESSAGE
Meet the People Behind the Scenes BY LISET TE MARINER, CAE, EXECUTIVE DIRECTOR
O
ften times, I wonder what a member’s perception is of the FIADA staff. I hear comments like, “I just spoke to this wonderful young lady and she was so helpful.” Or I hear, “I spoke to this guy and he was so informative, can I talk to him again?” Just in case you haven’t had the chance to met us face-to-face, please let me introduce you.
FIADA Board. I work hand in hand with the FIADA board and NIADA to ensure we achieve our mission. I lobby for the industry and represent the association with regulatory agents. I am a certified association executive and have over 20 years of association management experience. I have two children, a wonderful husband, a dog and a cat.
Jason Berthiaume, FIADA Education and Events Manager is responsible for everything education and events. He is our liaison for vendors, updates our website, works with our trainer Terry Myers and much more. Jason joined FIADA in January 2015. He has years of experience in the non-profit and government fields. Jason was raised in a Navy family, which took him all over the country and world. He is a graduate of Florida State University with a B.A. and M.A. in International Affairs. He is married to Jennifer and welcomed his first child last month.
While Jason, Victoria and I handle the day-to-day business of the association, your FIADA board and committees guide the direction of the association. The board and committees are made of volunteers. They receive no compensation for their efforts, but I appreciate all they do.
Victoria Sams, FIADA Membership Manager is responsible for everything membership. She assists members and dealers who have questions about what FIADA has to offer as well as helping current members utilize their benefits. Most of the time, she is the one that calls you to check in and just say “hi.” Victoria joined FIADA in July 2017. She was born and raised in Florida and has lived all over the state. She has many years of management and customer service experience. Currently she is in the process of getting her degree in Business Management. With hard work and dedication, Victoria is here to help FIADA be the best that it can be. Lisette Mariner, CAE, FIADA Executive Director, that’s me. I joined FIADA in 2011. I am the person that manages the association under the authorization of the 6 — Independent Dealer — April 2018
FIADA is able to exist through the support of vendor sponsorships, our educational programs and of course membership dues. Many of our programs and benefits are offset by our relationships with vendors that support the FIADA. Not too long ago, FIADA was in some financial trouble. We have managed to dig out of that trouble and establish wonderful partners. In the last eight years we have been able to invest in the future of FIADA and keep the association solvent. I am happy to report that through those efforts, the association has been able to set aside eight months of operating funds but continue to invest in innovative ideas like the creation of the FIADA coupon app that allows members to effortlessly carry their benefits with them. We are a small but mighty staff with the common goal of providing members with the best service possible. If you have any ideas for benefits you’d like to see please send them my way. This association is your association. We are better together. Please send ideas or comments to me at lisette@fiada.com. www.fiada.com
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MEMBERSHIP NEWS
New Members
MARCH 2018
1 STOP AUTO WHOLESALE INC. Miami, FL Guillermina Coto Sponsor: FIADA
CROSS CITY CARS & PARTS Cross City, FL Sandra Jean Hurst Sponsor: Dealers Auto Auction
NEXT GENERATION MOTORS Gainesville, FL Antonio Rosich Sponsor: Veneauto
VACCAR LLC Loughman, FL Carl Vaccar Sponsor: Kevin Scott
WORLD CAR CENTER & FINANCING Kissimmee, FL Cesar Rojas Sponsor: FIADA.com
AMERICANA MOTORCYCLE SALES Apopka, FL Lucas Krocker Sponsor: Kevin/Don Scott
DRIVE PRO AUTO SALES Tampa, FL Charles McEwan Sponsor: FIADA.com
OFF LEASE ONLY Palm Springs, FL Tami Clay Sponsor: FIADA
VERNON MOTORS New Smyrna Beach, FL Blaine Gregorio Sponsor: FIADA
YOLO AUTOMOTIVE GROUP, INC. Marianna, FL Zack Byrd Sponsor: FIADA
AUCTION VEHICLES DIRECT LLC Riverview, FL Kip Carevic Sponsor: Terry Myers
EASYCAR GROUP Orlando, FL Antonio Ferreira Sponsor: FIADA Dealer School FLEET STREET REMARKETING TWO LLC Largo, FL Micki Shille Sponsor: FIADA
P.C. MOTORS, LLC Plant City, FL Christopher Ellis Sponsor: Lisa Compagno
Rejoining Members
JOHNSON'S WRECKER SERVICE, INC. Orlando, FL Dorie Johnson Sponsor: FIADA
SCAHILL AUTOMOTIVE INC Yulee, FL Jamie Scahill Sponsor: FIADA
K&T AUTO SALES INC Palm Bay, FL Kenneth Andrews Sponsor: Terry Myers
TOY SHOPPE OF JAX Jacksonville, FL Andrew Anthony Najarian Sponsor: FIADA
AUTODEAL MIAMI Doral, FL Sponsor: FIADA AUTO TRAKK Montoursville, PA Jennifer Winters Sponsor: FIADA BUDGET U PULL IT Winter Garden, FL Bill Rutherford Sponsor: FIADA
Renewing Members
MILTON B PRICE Ocala, FL Milton Price Sponsor: Terry Myers
CATES CAR CONNECTION Fort Pierce, FL Larry Cates Sponsor: FIADA.com COAST TO COAST WHOLESALE SALE LEASING Lauderdale By The Sea, FL Harris Singer Sponsor: FIADA DOMINICKS AUTO INC Holly Hill, FL Laurie Campagnuolo Sponsor: FIADA.com
MARCH 2018
GETHSEMANE AUTO SALES CORPORATION DBA MIX AUTOS Orlando, FL Anderson Couto Sponsor: FIADA MOTOR CARS OF STUART Stuart, FL Michele Hanner Sponsor: FIADA MP AUTO TRADING CORP Orlando, FL Elizabeth Martinez Sponsor: Victoria Sams
MARCH 2018
30+ Year Members Hawley Motor Sales, Inc. Panama Motor Sales Inc. Ray's Motor Sales, Inc. 20+ Year Members Bob Oliva Motors, Inc. Golden Oldies Auto Sales, Inc. GWC Warranty Corporation Roney Auto Sales The Truck Center, Inc. 10+ Year Members Allen's Friendly Auto Sales Inc. The Auto Source, Inc. Bargain Auto Sales of Lakeland, Inc. Cassat Auto Sales Donny Mills Auto Sales, Inc. Florida Autosport, Inc. Jimmie's Auto Sales Millenia Motors, Inc. Southeast Fleet Auto Sales, Inc. Southern Country Auto Sales Vaughn Motorgroup Under 10 Year Members Paradise Auto Brokers, Inc. The Connection Motors, Inc. Brown's Auto Sales Empire Auto Sales Inc. LB Auto Trading E-Z Pay Cars LLC Townsend Motors, Inc.
8 — Independent Dealer — April 2018
Sarasota, FL Jacksonville, FL Lake Wales, FL Pompano Beach, FL Hudson, FL Wilkes Barre, PA Plant City, FL Ft Walton Beach, FL Sanford, FL Orlando, FL Lakeland, FL Jacksonville, FL Largo, FL Tallahassee, FL Madison, FL Longwood, FL Clearwater, FL Gainesville, FL Jacksonville, FL Pompano Beach, FL Hialeah, FL Leesburg, FL Bradenton, FL Orlando, FL Stuart, FL Auburndale, FL
Rock Bottom Auto Sales, Inc. PFS Financial Services of Florida Yaris, LLC ASC Warranty, Inc. B&A Auto Sales of Central Florida C & D Auto Exchange Mcphails Auto Sales Dimension Motors Inc. Absolute Surety, LLC Barton Used Cars South Inc. Big Truck Rental LLC National Truck Center Naples Motorsports Mission Auto Sales Good Rides, Inc. Steve's Auto Sales LLC Ebenzz Motors Penske Truck Leasing Co LLP J.D. Byrider C & J Auto Collection Golden Eagle Management Services, LLC Charles A Krblich, PA, CPAs Modern Corp Auto Sales TextBox Fortegra Florida Wrecker Sales HM Classics, Inc. Autonation Auto Auction Orlando Miracle Automotive Best Automotive LLC Ride-Away, Inc.
Hudson, FL Tampa, FL Orlando, FL Mountain Home, AR Winter Garden, FL Cape Coral, FL Sebring, FL Lauderhill, FL Orlando, FL Ponte Vedra Beach, FL Tampa, FL Hialeah, FL Naples, FL Miami, FL Stuart, FL Sarasota, FL Jupiter, FL Reading, PA Panama City, FL Crestview, FL Land O Lakes, FL Fort Lauderdale, FL Fort Myers, FL Tallahassee, FL Jacksonville, FL Tampa, FL Lutz, FL Longwood, FL Allentownk PA Longwoodk FL Richfieldk OH
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BACK TO BASICS
The NIADA Annual Convention is Coming to Florida BY TERRY MYERS
The NIADA Annual Convention is headed to the Sunshine State this summer and you're invited. Get first-row access to national expertise, trainings and more.
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mountain of money making information and knowledge is coming to your back yard in June of this year. The NIADA, National Independent Automobile Dealers Association and the FIADA, Florida Independent Automobile Dealers Association together are hosting a joint ‘NATIONAL’ convention, June 18-21, 2018. Customer confidence and discretionary income has returned. Opportunities to increase your sales now and in the future are on the rise. But, only for the prepared. To maximize on current and future customer trends and demands, the dealer must keep up. Needs don’t really change all that much. Everyone needs wheels and that is what you have. However, what those wheels look like and how they seek them out changes constantly. It is called, “adapt or die!” The national convention is designed to give today’s dealers insight into today’s and tomorrow’s customer needs, wants and ability to pay. Read further into this month’s issue. Go to www. NIADA.com or www.FIADA.com to learn more about how to preregister. 10 — Independent Dealer — April 2018
FIADA has a special code to save you substantial registration costs. Call (800) 237-0448 to learn more.
Participate in training and educational sessions and learn from the best of the best. Vendor offerings will help you
The 72nd Annual
NIADA Convention and Expo Sessions Here is a partial listing of the session topics scheduled for the NIADA Convention. See the full agenda at www.niadaconvention.com The Power of Twenty: Best Practices from NIADA Groups Subprime Auto Finance Update and Benchmarks: Looking Back and Ahead Millenials Want to Couch Their Own Deals - Here's Why You Should Let Them Digitization of the Wholesale Landscape and Changing Customer Preferences How to Create the Most Effective Messaging Campaigns for Your Dealership Creating a Dominant Video Strategy Legal Considerations in Offering Warranties and Service Contracts Shop Local v. Buy Global: How to Source Inventory in Today's Connected World Data Breaches, Ransomware and All Things Cyber Security Today's Car Buyers: What The Data Shows and How You Need to Adapt www.fiada.com
see into the thoughts of your future customers. Who are they? What do they really want? How will you reach them? How will they pay for it? Access to national expertise, resources and knowledge can be miles or multiple states away. However, this June the mountain is coming to you. Big name speakers, nationwide networking and exclusive special events will all be within a day's drive of your dealership. You don't get this kind of opportunity every day, so please make sure you don't miss out. If you don’t invest time away from your dealership now, you might not have a dealership in tomorrow’s future. If you really care about your future and the future of your business, invest in yourself. You are the best place to invest!
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Articles are the opinion of the author and are not intended to be legal or accounting advice. The intent is to share thoughts and concepts that help the business owner(s) find new and perhaps revisit, ways to be as successful as they are capable of being. Terry can be reached at (727) 804-7375. Email: tmyers@ floridaautodealerschool.com. Feedback is appreciated and encouraged. Terry LB Myers, author, lecturer, FIADA instructor, FADS owner/ instructor.
NIADA Convention Keynote Speaker: Dick Vitale
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et ready to hear from a sports legend during the General Session at the Annual Convention as famed commentator Dick Vitale gives the keynote address. Dick Vitale, college basketball’s top analyst and ambassador, joined ESPN during the 1979-80 season—just after the network’s September 1979 launch—following a successful college and pro coaching career. In 2008, Vitale received the sport’s ultimate honor when he was selected as an inductee into the Naismith Memorial www.fiada.com
Basketball Hall of Fame. His thorough knowledge of the game is brought forth in an enthusiastic, passionate, sometimes controversial—but never boring—style.
beautiful things will happen. I may not always be right, but no one can ever accuse me of not having a genuine love and passion for whatever I do. And ESPN has been grateful enough to recognize this.”
“I’m living the American dream,” Vitale once said. “I learned from my mom and dad, who didn’t have a formal education, but had doctorates of love. They told me that if you gave 110 percent all the time, a lot of
Vitale's address will be on Tuesday, June 19 at the General Session (sponsored by CarFax) from 3:00-4:00 pm. Register online for the NIADA Annual Convention at www.niadaconvention.com April 2018 — Independent Dealer — 11
DEALER ALERT
Supreme Court Rules Service Advisors Exempt From Overtime FROM THE NIADA
A 5-4 decision on where automotive service advisors fit in the Fair Labor Standards Act's overtime requirements gives dealers the confidence to stay compliant.
O
n April 2, the U.S. Supreme Court ruled automotive service advisors are not covered by the Fair Labor Standards Act's overtime pay requirement, the final word in a long court battle that actually made it to the high court twice. In a 5-4 decision, the court held that service advisors fall under the FLSA provision that exempts a "salesman, partsman or mechanic primarily engaged in selling or servicing automobiles" from federal overtime pay. That overturned a 2011 ruling by the Obama Administration's Department of Labor that dealerships were required to pay overtime to service advisors. The DOL policy was challenged in 2012 but was upheld by the Ninth Circuit Court of Appeals in 2015 and again in 2017 after the Supreme Court vacated the first decision and sent it back to the lower court.
flexibility in structuring service advisors' pay plans." In his majority opinion, Justice Clarence Thomas said a service advisor is a salesman because service advisors sell services to customers, and service advisors are also engaged in servicing automobiles because they are integral to the servicing process.
recording repair orders and following up with customers – qualifies them as "primarily engaged in servicing automobiles," even though they do not actually perform the mechanical service work on vehicles.
Please note this ruling only affects federal law regarding overtime. State laws still apply. Several states, such as California, have laws governing overtime pay requirements for The court noted service advisors' dealership employees, including active and essential participation in service advisors. Consult your legal the auto service process – meeting customers, listening to their concerns, counsel about your state's overtime rules. suggesting and discussing repairs, selling parts and accessories,
"The Court's decision ratifies what has been an industry practice in dealerships for decades – a practice that had been satisfactory to both federal regulators and courts," NIADA senior vice president of legal and government affairs Shaun Petersen said. "NIADA is pleased the Court's ruling allows dealers much needed 12 — Independent Dealer — April 2018
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April 2018 — Independent Dealer — 13
DEALER ALERT
Do You 'Believe' That Tax Reform Will Benefit Your Business? BY GENE MARKS
Just believing that good things are to come from the most recent tax reform bill isn't a good enough answer. Here's how to know for sure.
C
apital One Spark Business released its latest Small Business Growth Index this month and among its many findings, one in particular stood out. It seems that of the 500 business owners surveyed, only 36 percent believe that the 2017 tax reform bill will lower their taxes. "Believe?" That's not good enough, is it? You don't want to "believe." You want to know. It's not difficult to know either. It's just math. So get out your pencils and call up your accountant. Then, focus your attention on your company's structure.
Your Structure
expire. The standard deduction almost doubled as well to $24,000 for those same taxpayers.
There are the very small businesses that report their income and expenses as sole proprietors on Schedule C of their personal tax returns. Everything gets taxed at their individual rates and, for the most part, those rates have fallen by a lot. For example, a married couple filing jointly and making between $75,000 and $250,000 a year will see their tax rates fall anywhere from 12 to 27 percent from 2018 through 2025 when the rates reductions
Another structure is a corporation or C-Corp. There are the entities that file form 1120. Those businesses—mostly larger with more shareholders—will see their 2018 tax rates reduced from 35 percent to 21 percent.
Regarding structure, most companies fall into three categories.
The biggest issue is with the third type of structure, the "passthroughs"--those of us who are S-corporations, limited liability companies or partnerships. The greatest amount of small companies fall into this category. For pass-throughs, the rules get murkier. These companies would be allowed to deduct 20 percent of their income before the rest "passes through" to their individual return where it would then be potentially taxed at the lower rates mentioned above. But not everyone can benefit. Those making more than $315,000 per year (jointly) will see the deduction restricted. The break is also limited to 50 percent of wages paid or a combination of wages and assets. Also, certain service companies lawyers, doctors and (darn
14 — Independent Dealer — April 2018
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it) accountants would also see the deduction phased out or restricted. Oh, and the whole thing expires in 2025 like the individual rates deduction. Which brings me back to the Capital One report. If the respondents are like the majority of my clients, I truly think that most of the 36 percent of those who "believe" that tax reform will lower their taxes--as well as the 64 percent who believe otherwise-actually don't really know. That's just not good enough.
Figuring Out How Tax Reform Will Affect Your Business The good news is that you can truly find out whether the tax reform bill will benefit your business and at the same time figure out the best strategy for maximizing those benefits. I warn you, it's going to involve some math. But let your accountant handle that.
putting services under a new entity with lower tax rates. Play with these scenarios, but be careful. Breaking out "service" income to a separate corporation may or may not be kosher with the IRS--it's too early to tell. Your options may also be limited depending on what state you live in. No. 3: Once you've done that, just compare the numbers. Will tax reform benefit you under your current structure? Will changing your structure be a better tax strategy? Will breaking out profits and allocating some to a C-Corp and some to a pass-through make the most sense? Do this now, because depending on what you decide, you're going to need some time (and a large bottle of Jack
Daniels) to go through the process. I know, it seems like a pain and taxes suck. But really, don't all good things take hard work? Haven't we learned that to get what we want it's never easy? Isn't your tax bill probably the largest expense you personally pay every year? Given the enormous changes that just happened, how can this exercise not be worth the effort? Gene Marks is a columnist, author, and small business owner. He oversees the Marks Group, a 10-person technology consultancy to small and medium-size businesses. A certified public accountant, Marks has also worked in the entrepreneurial services arm of KPMG. Original article appeared at inc.com
The exercise takes three steps: No. 1: Assuming your business is relatively consistent year to year, ask your accountant to run a pro-forma (estimated) income statement for your business in 2018 using your finalized 2017 numbers. From there determine how much tax you would owe under the new legislation and in your current corporate structure. No. 2: Next, have your accountant do the same exercise again...under a different corporate structure. If you're currently an S-Corp, do it as a C-Corp. Or if you're an S-Corp, see if you can break out "service" revenues from products with the idea of maybe www.fiada.com
April 2018 — Independent Dealer — 15
L E G I S L AT I V E U P D AT E
Sine Die BY SANDRA AND ALLEN MORTHAM, FIADA LOBBYISTS
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he traditional white hankie did not drop on the 60th day of regular Session but the legislature extended until Sunday afternoon when lawmakers finally voted on the $88.7 billion budget. Like last year, lawmakers were unable to end Session within 60 days with an agreedupon budget. In addition, the Legislature was wracked by allegations of sexual harassment complete with reports of affairs, hidden cameras and private investigations leading to three resignations in the Senate. This session will also be remembered for the unspeakable tragedy with the Parkland massacre. A vast amount of time was spent with student rallies and legislators trying to come up with solutions to an extremely contentious issue. From the standpoint of business, there was considerable good news. The legislature passed only 200 bills with none of them imposing new taxes. With over 3100 bills actually filed, this was the least number of bills passed by the Legislature since 2001. From FIADA’s viewpoint, we thwarted off bills on additional insurance verification requirements, new laws
regarding used tires, DMV issues and the list goes on. The Franchise Dealer bill that we followed all Session did NOT pass the legislature. The House refused to take the language regarding Continuing Education and at that point, the interest waned by the franchise dealer association. A new issue introduced and passed by the Legislature was the Hope Scholarship Tax Credit (see below). As FIADA travels around the state and in future publications, you will be given the tools you need to be sure you are handling this tax credit properly for your customers. All in all, it was a good session for FIADA and I want to thank Lisette Mariner, your Executive Director, for all the help she provided on various topics including towing, bad tires, CE’s, DMV issues, EFS etc. Great job! Now is the time to identify the candidates you want to support through FIADA and make your contribution to the PAC today!
Hope Scholarship Program Tax Credit One of the top priorities of Speaker Richard Corcoran was the Hope Scholarship Program. HSP is funded by taxpayers who make an eligible contribution, limited to a single $105 payment, at the time of a vehicle purchase or registration in Florida and authorizes a credit of 100 percent of the amount of such eligible contribution by the taxpayer against the sales and use tax on the vehicle purchase or registration. This will no doubt be a topic for the Town Hall meetings around the state as the Department of Revenue and other entities including the Department of Education must implement rules. 16 — Independent Dealer — April 2018
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SUPPORT THE FIADA PAC Your PAC Contribution helps spread awareness and gain support of issues affecting independent dealers in the state’s capitol. There’s still time to get your contribution in before the session starts if you make it today.
CONTRIBUTION INFORMATION Contributor’s Name:_________________________________________________________________________ Dealership/Company:________________________________________________________________________ Street Address, City, State, Zip:____________________________________________________________________
q
Check q
q
$500
Credit Card (one time contribution) q q
Credit Card Information:
$250 q
q Visa
$100 q
q
MasterCard
Monthly Credit Card Contribution (until cancel)
$50 q
q
$25
q
American Express
_________ q
Discover
PAYMENT INFORMATION Name on Card: Card number: Exp Date:
Sec. Code:
Billing Phone:
Billing Address Authorized Signature
Make your check payable to FIADA-PAC and mail to: FIADA • 1840 Fiddler Court • Tallahassee, FL 32308 If making payment via credit card, you may fax your contribution form to 850.385.3251
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April 2018 — Independent Dealer — 17
The 72nd Annual
NIADA Convention and Expo NIADA is Rewriting the Playbook for the biggest event in the used vehicle industry by coming together with the National Alliance of Buy Here-Pay Here Dealers to create a combined Mega-Conference that blends the power of NABD’s BHPH expertise with NIADA’s wideranging education agenda. The result is without question the most comprehensive event ever presented for independent
used vehicle dealers – a true one-stop shop for the best in dealer training, networking and products and services. The NIADA/NABD Convention and Expo joins the best of both organizations to provide the most up-to-date education in the industry and the largest Expo Hall in our history, where you can find the solutions you need to run your business more efficiently and profitably.
What’s in it for YOU? 3 of the industry’s best conferences under one
roof as NIADA, NABD and FIADA come together at the NIADA Convention and Expo to create a used car Mega-Conference, offering the most complete and up-to-date education available.
5 tracks of education to serve the needs of
all independent dealers: Retail, BHPH, Legal & Compliance, CPO and Digital.
The used car game has changed drastically over the past few years and continues to change rapidly. To keep up – and thrive – independent dealers not only have to adjust the plays they’ve been running for years, they need an entirely new playbook. Come join us in Orlando and rewrite your playbook to success!
60+ education sessions covering topics such as
hiring and retaining sales staff, BHPH collections best practices, certified pre-owned sales and operations, alternative profit centers, prospects and sales, BHPH to LHPH, wage and hour issues, best practices for F&I sales, and many more.
The
largest Expo Hall in NIADA Convention history, featuring more than 210 exhibitors offering the latest state-of-the-art products and services to help keep you ahead of the pack in today’s competitive market.
For more information or to register: www.niadaconvention.com or call 1-800-682-3837
Register to attend by May 18 for the Early Bird rate of $549 – and don’t miss out on our group discount opportunities for additional attendees from your dealership. BMSM: Buy More, Save More! $549
1 attendee $549.00 each
$899
2 attendees
$449.50 each
18% off
$1,299
3 attendees
$433.00 each
21% off
$1,599
4 attendees
$399.75 each
27% off
$1,899
5 attendees
$379.80 each
31% off
BOOK YOUR ROOM BEFORE MAY 1
To receive the NIADA/NABD room rate of $159 per night including resort fee. Rooms at the Rosen Shingle Creek will sell out quickly. Please book now! Follow us on social media for Convention updates and registration giveaways!
M A R K E T I N G S T R AT E G Y
The Importance Of Multi-Touch Attribution For Auto Sales BY FELICIA SAVAGE
Tracking the effectiveness of your marketing campaigns is just the beginning when it comes to understanding your customers and how they find you. Understanding the bigger marketing picture could lead to revolutionary success in all your departments.
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hen something is attributed, that means it’s assigned to an obvious cause or source. Quotes are attributed to their speakers, for example. But it can be a lot harder to attribute someone’s decision to come to your car lot for a test drive to a certain piece of marketing or web feature. Online marketing directors in the automotive industry can seriously benefit from knowing how to attribute their leads. Unfortunately, the lack of data and limited tools have made it a challenge. This puts today’s automotive marketers at a critical crossroads. Early adopters of multi-touch attribution might be poised to take the auto market by storm, under the right conditions. Here’s what you need to know about how a multi-touch attribution strategy can help you get the most out of your car dealership’s advertising budget, now and in the future:
What Is Multi-Touch Attribution?
A recent study showed that nearly 60% of a customer’s time is spent searching on the internet; and that 46% used multiple devices to complete their research. For auto dealerships, however, this 20 — Independent Dealer — April 2018
information is just the beginning. Once someone gets on the Internet to look for a car, they are flooded with options and offers. So where and how is it easiest to stand out? Dan Moore, president of Vistadash, tells us that multi-touch attribution works by showing dealerships the path each individual buyer took on this journey from start to purchase. “If I see an online car shopper went to cars.com, then got pulled back in by paid search ranking, then went to carguru.com, and then finally ended up at the dealer…. well, I have a little more insight into what helps sell cars,” Dan said. “That path from first online impression to the dealership is the biggest thing car dealers are looking to understand and puzzle out right now; and multi-touch attribution tracking is how they can do it.”
How is Multi-Touch Attribution for Auto Dealers Still Improving? As much as the Internet is the marketplace of today, auto dealers still frequently rely on more traditional methods of advertising like direct mail, television and radio spots, and print ads. One of the challenges Dan Moore sees to applying this technology is the need for these third-parties and other vendors to get on board.
Cars.com and carguru.com don’t communicate with each other or send each other data,” he said. “A custom view of Google Analytics can show you how much web traffic came to you from each source, but even that is just a percentage. Even a CRM tool only knows where the lead came from, not where they started from.” Multi-touch attribution also takes time to work. At least 30 days worth of data is usually needed to get even a basic model, and that might continue to change depending on other factors. Dan predicts that the dealerships who can find tools that give them data in real-time will find an advantage. “What we need is more real-time actionable insights that can be taken advantage of as you consume the data,” he said. That’s why interactive experiences for potential customers are becoming more common in the auto industry, delivering 5x more information about leads to auto sales staff and driving 28% more car shoppers to actually show up for their scheduled test drive.
Why Do Auto Dealers Need Multi-Touch Attribution?
Not only can Multi-touch attribution help the marketing team figure out if they’re utilizing their budget Continued on page 22. www.fiada.com
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Multi-Touch Attribution continued from Page 20.
properly, but it could lead to a whole revolution of success across all departments. At many dealerships, the marketing, inventory, and sales departments are all operated by different managers, each trying to keep their own part of the engine running. However, multi-touch attribution pushes these professionals to think about the experience of the purchase from beginning to end. If the inventory listed on one site is performing better than another, might that information help your inventory manager do a better job? Furthermore, an auto dealer must consider another thing: is it the inventory or the third-party listing site that is really responsible for the lead? “This is where attribution becomes fun,” Dan said. “Everyone is focused on it, but the definition of who gets the credit is different based on who gives it.” With multitouch attribution at work, it becomes more obvious that credit is likely shared by all three departments.
“Once you get those groups collaborating, you’re really creating an effective strategy. You know the leads are coming into a good ecosystem, and when you miss an opportunity you might have a better idea of why. The level of intelligence can give us insight into the true reasons for the outcome.” Automotive industry marketers and car dealership owners know that every investment needs to prove itself. Multitouch attribution gives these individuals the opportunity to see which current areas of marketing spend are actually bringing returns more often, and which ones are white noise. Felicia Savage is a Content Marketing Specialist and Online Community Builder at PERQ (perq.com), an engagement technology company that focuses on helping brands generate excitement, educate their consumers, and provide shopping assistance to their consumers using interactive experiences. Follow her @KittyHasFleaz!
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April 2018 — Independent Dealer — 23
D E A L E R O P E R AT I O N S
Valuable Benchmark Numbers You Haven’t Seen Before BY KENNY ATCHESON
A recent industry survey brings interesting insight into today's auto dealerships and where they are headed.
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t the beginning of 2018 Dealer Profit Pros partnered with state associations and BHPH Report to conduct a study of various metrics to provide benchmarks that would be valuable to dealers for 2018 and beyond. The team at DealerProfitPros.com collected and tabulated the data and I analyzed the data. Although we gathered eye-opening information, I would not count this as a purely scientific study. There could be responses that were guesses, and therefore not 100 percent accurate. Do not take action based purely on the information that is provided in this article. If you come to any conclusions or make any decisions based upon any of the information provided it is entirely at your own risk. Consider this to be for informational and entertainment purposes only. Calculations are based upon responses to each answer. In other words, if a survey taker skipped the question, their non-answer is not included in the calculations.
What percentage of your online leads turn into sold deals? Explanation: Successful dealers want to know what’s working to sell vehicles, not build egos.
41-50% 31-40% 21-30%
1-20%
24 — Independent Dealer — April 2018
Takeaway: If you are going to track this number then you must track IRP from the previous
question. The number you earn here is a reflection of a number of factors including the Lead Flow Process (LFP). Track everything and evaluate as a whole to determine what to do more of and what to do less of. A low number here could mean poor targeting that attracts the wrong customer. It could be the LFP. To know, you must track all.
What percentage of your sales are repeats? 51%+
1-10%
41-50% 31-40%
11-20%
Explanation: The percentage of your sales that go to the same customer. Referrals are a different metric to track.
Takeaway: If you are in the lower brackets it 21-30% could mean that you have terrific advertising that pulls in a lot of new customers but which skews the number away from repeats. Being in a lower bracket could also suggest that customers are not thrilled with inventory or customer service. If your customer service is good, increase your repeat business by marketing to your existing customer base. They are easier to sell to and easier to upgrade. Maintain relationships for a smoother, faster, sales process.
What percentage of your sales are referrals?
Explanation: The percentage of sales that were referred. Continued on page 24. www.fiada.com
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April 2018 — Independent Dealer — 25
Benchmark Survey continued from Page 22.
41%+
1-10%
31-40%
Track repeat purchases or other dealers’ turn-downs separately.
Takeaway: Many 11-20% of the behaviors that lead to 21-30% increased repeat business also lead to referrals. Just as you have a lead-flow process and a sales process, you should have a referral system/process in place. It is NOT enough to have great product and customer service. As mentioned in our Referral Results Training Program, a Texas Tech study found that 83%of customers are willing to refer if they receive quality service at a business. Yet, only 29 % actually do. Only 15% of automobile industry salespeople actually ask for referrals. You must communicate regularly with previous customers to have the opportunity to ask.
Ne
Regular
Pr Customer Ne int Events ws let te rs Just Collect Payments
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How do you maintain your relationship with existing customers?
Facebook Posts
Explanation: Maintaining existing relationships with customers requires communication other than when asking for their money.
Takeaway: Communicating regularly with existing customers leads to repeat and referral sales. Great customer service alone is not enough – that’s not a relationship. The big red flag here is the amount of dealers who use Facebook posts. It’s probably high because it’s free. Unfortunately for businesses using Facebook, Zuckerberg just made an announcement and here’s the headline, “If you are a business on Facebook, your posts will no longer show much to Facebook users.”
Are you satisfied with your online review rating?
It’s impossible Good, but anyway expensive
is. Review rating is the #1 factor used by consumers to judge a business.
Takeaway: A better question may have been to ask what every dealer’s rating and count is then provide this Okay, but analysis. Every could be better dealer should have a 4.2 minimum rating for their Google reviews. Think about it like the American grading system: A 4.2 is 84% which is a B, which is above average. A dealer really wanting to reap benefits and trust that comes with a high rating should shoot for a 4.7 which is an “A.”
Needs Work
Doing Great
On a scale of 1 - 10 with 10 being that you are thrilled, how happy are you with your marketing?
Explanation: A visual chart here is unnecessary because there is a bunch up in the middle: 74 percent chose 4 to 7. Of all responses, 30 percent chose a 6. Takeaway: Using the American grading system, most dealers would grade their marketing from 40 percent to 70 percent. That’s a low “F” to a low “C.” Having analyzed hundreds of dealers’ strategies and media use, I concur with these grades. Marketing is rapidly changing and it’s hard to keep up. The days of throwing a few bucks at advertising media and counting the sales are long gone. It’s not enough to say, “We’ve been in business for 34 years.” To succeed, a dealer must build trust and convey a message that shows why they are unique and better, all while using multiple forms of media to do so. Kenny Atcheson is the founder of Dealer Profit Pros and author of Marketing Battleground: How to Deploy Under-the-Radar Strategies to Explode Your Profits. Kenny offers private consulting and he teaches workshops and speaks at conventions and 20 Groups. His company offers several marketing and advertising programs which include Private Consulting, a Referral Results Training Program, a Newsletter Program, a Feedback & Review & Complaint Management System, Google Pay-PerClick Management, Facebook Pay-Per-Click Management, Direct Mail Campaigns, Copywriting, and more. His website can be found at www. DealerProfitPros.com
Explanation: Dealers were asked if they were satisfied, but were not asked what their online rating and review count 26 — Independent Dealer — April 2018
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April 2018 — Independent Dealer — 27
LEGAL ROUND-UP
A Look At Current Legal Issues BY THOMAS B. HUDSON AND NICOLE FRUSH MUNRO, HUDSON COOK, LLC
A monthly collection of selected legislative and regulatory highlights, and a recap of some of the many auto sale and financing lawsuits followed each month. COMPLIANCE TIP It’s that time of year again – dealer and finance company associations are gearing up for their spring conferences. If you plan to attend one or more of these in search of ways to improve your operations, remember as you listen to the various presenters that state laws governing what dealers can and cannot do vary.
military orders for a permanent change of station or to deploy.
What’s permitted in State A might be a violation of the law in State B. To put it another way, what might win an award in a 20-group’s “Best Ideas” contest might be legal in State A but might constitute a felony in State B. So if you pick up a great idea at a conference, make sure that your lawyer blesses it for your state before you implement it. And don’t forget to visit us at the CounselorLibrary.com booth and listen in on a few compliance sessions.
The DOJ alleged that part of the lease’s capitalized cost reduction (“CCR”) is subject to a pro rata refund. The CCR is an amount the consumer pays to the dealer at lease signing that reduces the amount of lease payments. The CCR could come from a consumer's cash payment, trade-in equity, or rebate or other credit provided by the manufacturer, lessor, or a third party.
FEDERAL DEVELOPMENTS Servicemembers and Leasing On February 22, the Department of Justice announced that it settled a case against a captive auto finance company, resolving allegations that the company violated the Servicemembers Civil Relief Act by failing to refund certain up-front lease amounts to servicemembers who lawfully terminated their vehicle leases early. This is the first DOJ case addressing a vehicle lessor's SCRA obligation to refund certain types of lease payments. The SCRA allows servicemembers to end vehicle leases early after entering military service or receiving qualifying 28 — Independent Dealer — April 2018
When servicemembers lawfully terminate vehicle leases, the SCRA requires that they be refunded all lease amounts paid in advance. At issue in this case is which categories of fees are paid "in advance" that must be refunded under the SCRA.
Lessors have often contended that none of the CCR is an amount paid in advance on the lease, but rather the CCR acts as a form of down payment, retained by the dealer and not paid to or received by the lease assignee. Without admitting factual allegations or statements of law, the finance company agreed to refund over $2 million to 492 servicemembers and their co-lessees. In addition, the company will pay $60,788 to the U.S. Treasury. CASE OF THE MONTH Some lessons seem to require learning over and over again. The lesson this month is: Don’t employ multiple arbitration agreements in a single transaction. Here’s what happened
in a recent case: Chuck Willis filed an adversary proceeding in his Chapter 7 bankruptcy case against Tower Loan of Mississippi, LLC. Willis alleged that Tower Loan violated the Truth in Lending Act and Regulation Z by providing misleading and incorrect disclosures in his installment loan agreement with regard to, among other things, the credit insurance he bought in connection with the loan. Tower Loan moved to compel arbitration under an arbitration clause in the loan agreement. The agreement contained an arbitration disclaimer that said: “By signing below and obtaining this loan, borrower agrees to the Arbitration Agreement on the additional pages of this agreement. You should read it carefully before you sign below. Important provisions, including our privacy policy, are contained on additional pages and incorporated herein.” The reverse side of the loan agreement contained the Arbitration Agreement. At the hearing on the motion, the parties presented to the court, for the first time, an Endorsement to Require Binding Arbitration, which represented the “additional pages” referenced in the arbitration disclaimer. Willis argued that because the Arbitration Agreement and the Endorsement contained different and conflicting terms regarding the number of arbitrators, how the arbitrators will be selected, the notice required to arbitrate, the location of the arbitration, who pays the cost of arbitration, who would be entitled to www.fiada.com
attorneys’ fees and when, and when arbitration proceedings need not be initiated, there was no meeting of the minds with respect to arbitration. The court denied Tower Loan’s motion to compel arbitration. The court first addressed Tower Loan’s argument that the Arbitration Agreement and the Endorsement governed different issues and/or parties, and the dispute in this case was governed by the Arbitration Agreement. The court disagreed, noting that both the Arbitration Agreement and the Endorsement governed claims against Tower Loan arising under the loan agreement, including any insurance purchased in connection with the loan.
Is it time to review your paperwork again? In re Willis (Willis v. Tower Loan of Mississippi, LLC), 2017 Bankr. LEXIS 4243 (Bankr. S.D. Miss. December 12, 2017)
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The court went on to address the impact of the inconsistent and conflicting provisions and determined that, under Tenth Circuit precedent, the terms of the arbitration agreements were not “sufficiently definite” as required by Mississippi law, which governed the loan agreement. Therefore, the court concluded that there was no “meeting of the minds” as to how to arbitrate claims under the arbitration agreements and, thus, no agreement to arbitrate.
It’s time to change your approach to F&I compliance
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(nmunro@hudco.com) are partners in the law firm of Hudson Cook, LLP. For information, visit www.counselorlibrary. com. Copyright CounselorLibrary. com 2017, all rights reserved. Single publication rights only, to the Association. (2/16). HC# 4848-84543277. www.fiada.com
To To order, order, visit visit us us at at www.counselorlibrary.com/offer/spot www.counselorlibrary.com/offer/spot or or call call us us at at 877-464-8326. 877-464-8326. Also follow Also follow us us on: on: April 2018 — Independent Dealer — 29
INDUSTRY NEWS
Wells Fargo Examines Aftermarket Products A recent article in the Wall Street Journal reports that Wells Fargo & Co. has been reviewing sales and potential refunds in aftermarket products that customers purchase at an auto dealership when they buy cars. According to the article, the review is part of an effort to get ahead of heightened regulatory interest in this area. Financial regulators, including the Office of the Comptroller of the Currency (OCC) and the Consumer Financial Protection Bureau (CFPB) require banks to ensure that all third-party vendors comply with regulations concerning predatory and abusive practices. Recently these groups, as well as the Federal Trade Commission and state attorneys general have had concerns about aftermarket products like extended warranties, roadside assistance and tire protection that are tied to bank-financed auto loans. The CFPB does not regulate auto dealers, but has much influence over them because of its oversight of auto lenders. The Wall Street Journal says that last year the OCC flagged Wells Fargo for problems including its thirdparty oversight of refunds related to auto loans with GAP insurance. Sources say around the same time, Wells Fargo began reviewing aftermarket products closer and discussed its reviews with the OCC and the CFPB with hopes of avoiding any new enforcement actions or warnings. Around five percent of Wells Fargo's $55 billion auto-loan portfolio involves aftermarket products which calculates to about $2 billion. Wells Fargo earns $100 million to $150 million a year in interest on these loans. Wells Fargo formed a working group last year to review customer disclosures related to aftermarket products. The group was put together in response to complaints and regulatory interest after the OCC served Wells Fargo and other banks consent orders in 2016 related to add-on products and third-party vendor oversight. Wall Street Journal sources say the bank recently studied a group of customers to see if they were aware of aftermarket products on their auto loans and to gauge their satisfaction with them. It may also review its dealer relationships to see if there is a pattern to complaints about the products. Wells Fargo executives are discussing the possibility of a certain level of aftermarket services or other financial guidelines triggering an additional review of the loan. No decisions have been made on this issue yet. 30 — Independent Dealer — March 2018
ADESA Ocala Cars-N-Kids Charity Auction Planned
Your invited to join ADESA Ocala on April 27 at a special charity auction to benefit the Florida Sheriffs Youth Ranches. Not only will the auction make a donation to the FSYR on every car sold, but it also plans to pay $100 towards the annual dues payment for any new member who joins FIADA that day.
C harity
Auction
April 2 7, 201 8 10 a.m. •
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enefiti • ADES ng Flo A rida Sh • All buy Ocala will do eriffs Y na /sell fe es waiv te $150 for ev • Join FI outh ed for ea A er y car • Ways DA and we’ll sold pay $1 ch unit to get in 0 0 vo o lv f ed: your m • Dona embersh te ip fee* • Buy a a car car • Make a cash *Must d join FIA onation DA on April 27 , 2018 . Proof
of purch ase req
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The FIADA Family Grows Congratulations to FIADA Education & Events Manager Jason Berthiaume and his wife, Jennifer, on the birth of their first child, Jonah Jeffery Berthiaume. Jonah made his arrival on March 14 and weighed in at 5lb 8oz. www.fiada.com
2017-2018 FIADA EXECUTIVE COMMITTEE:
SCOTT LANIER, CMD President Credit Cars Orlando, FL 32808 (407) 295-6211
FRANK FUZY
LISA COMPAGNO
Chairman of the Board Palm Tree Auto Sales Stuart, FL (772) 288-2099
GEORGE HICKEY
STEVE MARBAIS, CMD
Regional Vice President Bond Auto Sales, Inc. Tampa, FL 33604 (813) 238-7478
Regional Vice President Marbais Enterprises, Inc. Ocoee, FL (407) 877-7422
JENAY RHOADS
PHIL RISLEY
Secretary Florida Auto Exchange Co., Inc Dunedin, FL (727)-796-2886
Treasurer Cars & Credit of Jacksonville Jacksonville, FL (904) 616-4074
BRANDI NOEGEL
JIM WINTERICK, SR.
Regional Vice President Noegel’s Auto Sales Starke, FL (904) 964-6461
Chairman of the Board Gulfstream Motor Credit Miami, FL (305) 253-2335
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Regional Vice President Century Motors of S. Fla., Inc. Pompano Beach, FL 33064 (954) 785-0369
BRAD JOEL
Senior Vice President Splish Splash Auto Sales Princeton, FL 33032 (305) 258-1191
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April 2018 — Independent Dealer — 31
MANHEIM FLORIDA ALWAYS NEARBY.
Manheim Daytona Beach 1305 Indian Lake Road Daytona Beach, FL 32124 386.255.2500 Sale: Wed 3 PM Total Resource Auction every Wed 2:30 PM Manheim Fort Lauderdale 5353 S State Road 7 Davie, FL 33314 954.791.3520 Sale: Fri 9 AM Total Resource Auction Tue 9 AM Ford Open Sale every other Fri Manheim Fort Myers 2100 Rockfill Rd Fort Myers, FL 33916 239.476.9800 Sale: Wed 4 PM Total Resource Auction every other Wed 3 PM Specialty Sale last Wed monthly 2 PM Galloway Direct Off Site Sale 2nd & 4th Tues 12 PM Manheim Jacksonville 10817 New Kings Rd Jacksonville, FL 32219 904.768.9981 Sale: Thurs 1 PM Total Resource Auction every Thurs 12:40 PM Manheim Lakeland 8025 N State Road 33 Lakeland, FL 33809 863.984.1551 Sale: Wed 2 PM Specialty RV/Boat Sale 1st Wed monthly 9 AM
32 — Independent Dealer — April 2018
Manheim Orlando 11801 W Colonial Dr Ocoee, FL 34761 Sale: Tues 9 AM Highline Exotic Sale Kicks off every 4th Tues 11 AM with Mercedes & BMW Chrysler Closed Factory Sale bi-weekly on Mon 12:30 PM GM Closed Sales bi-weekly on Mon 1 PM Nissan Infiniti Closed Sale 1st Wed monthly 9 AM Manheim Palm Beach 600 Sansbury Way West Palm Beach, FL 33411 561.790.1200 Sale: Thursday 9 AM Exotic Highline Sale every 4th Wed 9:30 AM Manheim St Pete 14950 Roosevelt Blvd Clearwater, FL 33762 727.531.7717 Sale: Thurs Weekly 2:30 PM inops Regular Sale 3 PM Manheim Tampa 401 S 50th St Tampa, FL 33619 813.247.1666 Sale: Thursday 9 AM Total Resource Auction Mon 9:30 AM at Cone Road location Ford Factory Sale every other Wed 10 AM Manheim Caribbean 1050 Carretera 865 KM 4.7 Bo. Candelaria Toa Baja, PR 00949 787.261.7300 Sale: Thurs 12 PM
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Manheim Central Florida 9800 Bachman Rd Orlando, FL 32824 407.438.1000 Sale: Wed 9 AM Total Resource Auction Wed 8:30 AM “Manheim Imperial Nights” Sale Tues 4 PM Specialty Heavy Truck & Equipment Sale Second Thurs Monthly at 10 AM
Salvage Sale Thurs 11 AM
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