FIADA 1940-2015
Y E A R S
DECEMBER 2015 www.FIADA.com
Information and Insight for Florida Used Car Dealers
FIADA members are on the nice list this year, and get access to a wide-range of exclusive benefits, as well as a special holiday bonus for every new member you sponsor.
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FULTON, MO PERMIT NO. 38
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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 Paul Matton President Lisa Compagno Senior Vice President Jim Winterick, Sr. Chairman of the Board Govinda Romero Secretary Scott Lanier Treasurer Brad Joel Regional Vice President Christopher Leedom Regional Vice President Steve Marbais, CMD Regional Vice President Brandi Noegel Regional Vice President Phil Risley Regional Vice President FIADA STAFF Lisette Mariner, CAE Executive Director Terry Myers Educational Instructor Jason Berthiaume Education and Marketing Coordinator Amelia Tillman Membership Director 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 December 2015
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 Paul Matton
6
Executive Director’s Message Lisette Mariner, CAE
8
Brands and Bonds When you sell a vehicle with a branded title, you should get documentation that your customer is aware of it and understands what it means.
10
Member News
12
The W-2 Design: What’s Inside the Box Take a closer look at this important tax document. Do you really know what it means and how it works?
16
Quality Dealer of the Year: Scott Lanier, Credit Cars Scott Lanier is carrying on a family tradition not only as President of Credit Cars but also as the FIADA Quality Dealer.
24
Checking My List, Checking It Twice Santa already knows what your business needs to succeed: FIADA Membership! Take a look at all the things that come with it.
26
A Look at Current Legal Issues Attorneys Tom Hudson and Nicole Munro recap recent federal and legal developments of interest to dealers.
29
Set More Appointments and Sell More Cars Is it really that easy? If you follow these steps suggested by DealerSocket, it just might be.
30
Industry News
December 2015 — Independent Dealer — 3
FROM THE PRESIDENT
Let Me Take You on a Sea Cruise BY PAUL MAT TON, FIADA PRESIDENT
I
want to start this month’s message with a Merry Christmas and Happy New Year to all of you; 2015 is done like Thanksgiving dinner. Time to make room for a great 2016.
dolphins, whatever; you name it, they’ve got it. And, what better location for us to get together to work on growing and strengthening FIADA? Yes, we plan to have our quarterly Board Meeting right there on the boat. Remember, all members (and non-members) are invited to attend the FIADA Board of Directors Meetings. If you have never been to one before, this is the one to start with!
We’ll all be our busiest these last few weeks of the year with the hustle and bustle of the holidays. Then, we will head right into the crazy hours and long-days of tax season. You If you want to go you need to make your plans now though. know what’s ahead. January, February, March and April Book it now so you won’t miss the boat. We’ve got the details when you’ll be out there working like a dog every day trying on page 14 of this magazine or you can go online to the to get some of those tax refund down payment dollars. It’s hard work if you can get it, and none of us would want it any other way. Truth It’s important to find some time after the rush to be told, I think we all kind of like the challenge. I know I do. It’s what makes relax and unwind. Time to reconnect with the family us good salesmen and great business who may not see much of you for the next three or people.
four months. Take a break, and a breath, before getting out there and giving it your all, again.
But, it’s also important to find some time after the rush to relax and unwind. Time to reconnect with the family who may not see much of you for the next three or four months. Take a break, and a breath, before getting back out there and giving it your all, again. I know exactly what you should do. Join me on the FIADA April Board of Directors Cruise. Where else can you have a great time with you family, meet new people, and enjoy yourself while still working on your business?
It’s been a few years since we organized a FIADA cruise, and I’m so excited to bring it back. You can expect something special. We’ll be setting sale April 28 on Royal Caribbean’s Independence of the Seas to enjoy a three-night Bahama cruise. The Bahamas are such a beautiful location, especially that time of year. You can swim with the sharks, or the 4 — Independent Dealer —December 2015
website at www.FIADA.com. Call and do it now, so you’ll have something to dream about and get you through the next few frantic, hectic, busy months. That cool, turquoise ocean water will never look so good to you, I promise. Getting back to business, we all know that the Legislative Session is starting in just a few short weeks. There are also a lot of federal issues that are going down around us and could mean even more regulation shoved down our throats. This is why we need all of our members to get involved and be active. All of us here in Florida, and around the country. We have to stick together if we want to make a difference. Paul Matton, FIADA President www.fiada.com
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EXECUTIVE DIREC TOR’S MESSAGE
Full Steam Ahead BY LISET TE MARINER, CAE, EXECUTIVE DIRECTOR
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he year is quickly coming to a close, and while I am very proud of all of our accomplishments (like successfully getting the curbstoning penalty increased, welcoming 150 new members this year and celebrating a huge milestone with our 75th anniversary), there is not the time to recap them. With 2016 heading straight for us, now is the time to get ready for what’s next. I know this is going to be a fantastic year for the FIADA. Our President Paul Matton has already put some big ideas out there, like our April Board of Directors cruise. It’s been several years since we all went “cruising” together and it will no doubt be a fun experience for everyone and give us a chance to continue to build our brilliant FIADA team spirit and camaraderie. In addition to that, I am confident that our Annual Convention in October is going to be amazing and awesome. Before we get that far in our calendar, though, we do have some work to do. The Legislative Session starts very early this year on January 12! That’s right around the corner folks. Be sure to get your PAC donations in now (see the form on page 25 or go to www. 6 — Independent Dealer —December 2015
FIADA.com) and be on the lookout for our legislative alert emails. One of the member benefits that is consistently ranked at the top of the list is our legislative advocacy. Along with our Lobbyist Sandra Mortham, Legislative Chair Dino Mercurio and the Legislative Committee, your FIADA will be working hard to represent you in Tallahassee in 2016. We do need you to answer our calls to action when we send them to you though, such as contacting your legislator when we need to support (or not support) a specific piece of legislation. As we said in our last issue of Independent Dealer, “United We Stand” as FIADA members and when we work together we will accomplish great things. This coming year, one of the main areas I would like to see us working together in is building our membership. Our industry has taken many hits over the last few years, and sadly there seem to be fewer and fewer entrepreneurs and small business people willing to accept the challenge of selling used cars. Who could blame them? Increasing government regulation, shrinking inventory, undependable to unstable economic trends all make for a notso-friendly environment to maintain
a successful independent dealership. What a lot of struggling dealers, and those who are entertaining the thought of starting their own dealership, do not realize is that with the right resources, network and attitude all of those things can be handled. One of the best things the FIADA has to offer is its ability to provide information, insight, ideas and integrity to independent auto dealers. I know that, and you know that of course. Now, we just need to let everyone else know that. Different membership recruiting efforts are slated for 2016, and I hope you will pledge your support to help us. Give back a little of your time and talent to the industry that has helped you and your family. If every member was able to spread the news about FIADA to one non-member, our Association doubles itself without really even trying. Think of the impact that has in Tallahassee, with attracting new vendors, with securing new benefits, etc. Come to our January Board of Directors meeting and get the year started off on the right foot. We need you, and you need us. Let’s work together to make 2016 the year to remember.
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December 2015 — Independent Dealer — 7
BACK TO BASICS
Brands and Bonds BY TERRY MYERS
If you are selling a car that has a title brand, make sure your customer has acknowledged it. Otherwise, you might be looking to your Dealer Bond to pay legal fees and claims.
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et’s talk brands and bonds. Two requirements should be met when you sell a vehicle with a brand. One, the brand must be marked in Section 3 of the HSMV 82040, Application for Certificate of Title and Registration. Two, the dealer must get the retail or wholesale customers to sign a separate affidavit acknowledging the brand accompanying the vehicle they are purchasing. There is no official form for the affidavit. Some language might include: I (CUSTOMER’S NAME(s)) acknowledge that (VEHICLE & VIN #) purchased from (DEALERSHIP) has a (BRAND(s)) Brand on this (DD/MM/YYYY). Get it signed and keep it in the deal jacket. Some dealer programs already contain similar affidavit language. Like anything you get the customer to sign, it is good business to have your attorney review the document wording. In addition, when you advertise a vehicle that has a brand, that fact must be included in the advertisement. Maintain proof in the deal jacket of that vehicle or in an advertising file. Proactive is always better than reactive.
Where does the bond come in? Many customers will not be exposed to the title until after the loan is satisfied one or two years later. It has happened that some will want to claim lack of knowledge about the brand and place a complaint with the Division of Motorist Services. They may want to be reimbursed for principal, interest, major repairs, etc. This would be a great time to produce the affidavit you collected at the time of the sale. Otherwise, the claim might move to the legal arena. Lacking the affidavit, get your checkbook. Otherwise, a righteous claim not paid by the dealership turns to the bond. Of course, when the bond pays out, the dealership must reimburse the bonding company. Being proactive with the vehicle brand requirements helps create a more trusted relationship with the customers. Also, it helps to promote and protect your dealership brand. Terry LB Myers is an author, lecturer, FIADA instructor and FADS owner/instructor. Terry can be reached at (727) 804-7375 or tmyers@ floridaautodealerschool.com. Feedback is appreciated and encouraged. Copyright 2015.
BRAND BASICS Chapter 319 of the Florida State Statutes covers Certificates of Title in the state and includes definitions for specific title brands. Here are a few of the most common that appear in NMVTIS (National Motor Vehicle Title Information System) you need to make your customers aware of: SALVAGE REBUILDABLE: when an insurance company pays the vehicle owner to replace the wrecked or damaged vehicle and the damage is less than 80% of the current retail cost of the vehicle. (A Certificate of Destruction is issued if the damage to the vehicle is estimated at 80% or more of the retail cost.) SALVAGE THEFT: when an insurance company pays the vehicle owner upon the theft of the motor vehicle. REBUILT: a motor vehicle or mobile home built from salvage. ASSEMBLED FROM PARTS: a motor vehicle or mobile home assembled from parts or combined from parts of motor vehicles or mobile homes, new or used. FLOOD DAMAGED: a motor vehicle or mobile home that has been repaired after being declared salvage as a result of damage caused by water. KIT CAR: a motor vehicle assembled with a kit supplied by manufacturer to rebuild a wrecked or outdated motor vehicle with a new body kit. 8 — Independent Dealer —December 2015
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December 2015 — Independent Dealer — 9
MEMBERSHIP NEWS
New Members
NOVEMBER 2015
AUTO MAXX OF PENSACOLA, INC. Pensacola, FL Kathy Swanson Sponsor: Amelia Tillman
WHITE HOUSE AUTO GALLERY INC Tampa, FL Sal Albuseri Sponsor: Kevin O’ Connor
BEACH N RIDES AND RENTALS Bradenton, FL Timothy Pansiera Sponsor: Amelia Tillman
CONCEPT AUTO, INC. Miami, FL Mike Kvachuk Sponsor: Kevin O’Connor
CHUCK CARLSON AUTO SALES, INC. Pompano Beach, FL Chuck Carlson, Sr. Sponsor: Amelia Tillman
ALLANS AUTO SALES Panama City, FL Pasco Cain Sponsor: Kevin Scott
JIM DOUGLAS SALES AND SERVICE, INC. High Springs, FL Jim Forrester Sponsor: Amelia Tillman
LAKE AUTO AND TRUCK Minneola, FL Eddie Kaye Sponsor: Kevin Scott
AUTOCAR FINANCIAL LLC Weston, FL Tiffany Auth Sponsor: Equifax LEINIER QUIROS Tampa, FL Leinier Quiros Sponsor: FIADA.com INTERNATIONAL AUTOMOBILES LLC Winter Haven, FL William Staley Sponsor: FIADA.com LFS AUTO LEASING Coral Gables, FL Mailen Palacin Sponsor: FIADA JENNIFER POTTER St. Petersburg, FL Sponsor: Jason Berthiaume LOGAN’S SEMI EQUIPMENT Orlando, FL Johnnie Griffin Sponsor: Jennifer Finlay
MIKE HUBBARD Inverness, FL Mike Hubbard Sponsor: FIADA WELCH AUTOMOTIVE GROUP, INC. Clermont, FL Victor A. Gomez Sponsor: Lisette Mariner AUTO MARKET OF FLORIDA CORP Kissimmee, FL Armando Miranda Sponsor: FIADA INTERNATIONAL AUTO LLC Orlando, FL Saleh Omar Sponsor: Terry Myers LUXURY MOTOR ZONE Miami, FL Sophia Ohanessian Sponsor: Terry Myers LESLIE THOMPSON Tampa, FL Sponsor: Terry Myers LINDEL THOMPSON Lauderhill, FL Sponsor: Terry Myers
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Renewing Members
NOVEMBER 2015
40+ Year Members ABC Autos, Inc. Southside Autos, Inc.
Tampa, FL Orlando, FL
30+ Year Members Mears Motor Leasing
Orlando, FL
20+ Year Members Fett Motors, Inc. The Truck Junction
Pinellas Park, FL Sarasota, FL
10+ Year Members Alas Auto Brokers Inc. Angelo Auto Wholesale Auto Data Direct BC Motor Company, Inc. Big O’s Northside Auto Sales CVR - Computerized Vehicle Registration Corbin Auto Sales DriveTime Sales & Finance Frazer Computing, Inc. March Auto, Inc. Passport Leasing Corp. Pro-Power Auto Sales Company Sheriffs Ranches Enterprises, Inc. United Acceptance, Inc. Wayne Reaves Computer Systems Under 10 Year Members ACI Development Corp. Accel Motorsports Inc. AutoMaxx Autos Unlimited, LLC Carolina Mobility Sales LLC Financial Insurance Brokers International Florida Fine Cars Inc Genesis Capital Finance LLC Hermanos Auto Wholesale DBA The Car Shack MITS at CMI, LLC Mattas Motors Orlando Auto Auction Paul Yoder Auto Sales, Inc. Right Way Automotive Royal Administration Services The Motorcoach Store Used Car Supermarket
Sunrise, FL Jacksonville, FL Tallahassee, FL West Palm Beach, FL Interlachen, FL Buena Park, CA Chipley, FL Tempe, AZ Canton, NY Jacksonville, FL Ft Lauderdale, FL Port Charlotte, FL Live Oak, FL Smyrna, GA Macon, GA Jacksonville, FL Orlando, FL Sarasota, FL Sarasota, FL Charlotte, NC Coral Gables, FL Miami, FL Miami, FL Hialeah, FL Largo, FL Punta Gorda, FL Celebration, FL Sarasota, FL Lake City, FL Hanover, MA Bradenton, FL Tallahassee, FL
Rejoining Members
NOVEMBER 2015
BEACH N RIDES AND RENTALS Timothy Pansiera Bradenton, FL Sponsor: Amelia Tillman
CHUCK CARLSON AUTO SALES, INC. Chuck Carlson, Sr. Pompano Beach, FL Sponsor: Amelia Tillman www.fiada.com
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B U S I N E S S O P E R AT I O N S
•
The W-2 Design: What’s Inside the Box The W-2 is an essential tax form that all employees and employers should be familiar with. Do you know what all the boxes are for?
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raditionally, at the start of a new year, employees receive Form W-2 from their employers. This is a very common practie we have all grown accustom to. As often as you receive them, do you actually understand what each line or box of your W-2 means? How it affects your taxes? What information is automatically typed into that space? Here we will explain the details of the W-2 design, and the purpose behind each box. The following is a summary from the two articles “Understanding Your Tax Forms: The W-2” from Forbes.com and “Your W-2: How to Understand This Important Tax Form,” from DailyFinance.com
WHAT IS THE POINT?
Forbes.com explains that a W-2 is issued to eomployees or contractors for the purposes of compensation, reporting, withholding and insurance. As long as an employee or contractor receives $600 or more in one year they will receive a W-2 from their employer. Or, if an employer withholds any amount due in Social Security or Medicare, no matter the compensation amount, the employer issues a W-2 to that employee. Employers print six copies per employee, three of which are administered to the employee. Here is what each copy is used for: 12 — Independent Dealer —December 2015
Copy A− employer sends to Social Security Administration by February 28 (employer copy) Copy 1− employer sends to the state, city or local tax department (employer copy) Copy B− employees report for federal income taxes (employee copy) Copy 2− employees report to state, city or local tax departments (employee copy) Copy C− employee keeps for personal records for at least three years (employee copy) Copy D− employer keeps for company records (employer copy) First and foremost, employees should always review their W-2 for errors. If something needs to be corrected, such as a name, address, or Social Security number, employees should contact their employer immediately. When looking at Form W-2, you can see that the form is divided into sections: the left side is for taxpayer information, the right side is for reporting finances and codes, and the bottom is for local and state tax information. Sections A-F− What you will find on the left side of the form, in letters A-F, is information about the employer as well as the employee: • Employee Social Security Number (SSN)
• • •
Employer Identification Number (EIN) Employer address Employer control number (may be blank) Employee name, as it appears on their Social Security card, and address
As summarized from DailyFinance. com, the following explains each box of the W-2. Box 1− This amount shows the employee’s taxable compensation, and is used for reporting employee income taxes. It does not include health insurance or retirement contribution. Box 2− This amount is used for reporting employee income taxes. The number reflects the amount removed from a paycheck for income taxes. Boxes 3 and 4− This information shows the amount subject to the SS tax, as well as the amount the employer removed from the paycheck for that purpose. The amount may be different from Box 1 because some items are not exempt for SS taxes, but are for income taxes. Boxes 5 and 6− Similar to Boxes 3 and 4, but for the purpose of Medicare taxes. Box 5 will be higher than Box 3 for employees with higher incomes, because there is not a limit on Medicare tax income. Boxes 7 and 8− This section is for tipped employees. When employees report their taxes, they will add this amount to the amount in Box 1, and also complete Form 4137. Box 9− Blank! No longer used by employers. Box 10− This amount is for employees who need financial assistance for dependents, including children, and is used for the Child and Dependent www.fiada.com
Care Tax Credit when employees file taxes. Box 11− Most often this amount received from non-qualified deferred compensation plans, is already included in Box 1 or in Boxes 3 and 5, depending on how the employer handles this plan. Box 12− See the back of the W-2 to match the code seen here for an explanation. Each employer uses this section for different purposes.
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Box 13− As best explained by DailyFinance.com, “In Box 13, certain workers will have the boxes marked if they are statutory employees, participate in a company-sponsored retirement plan or receive sick pay from someone other than your employer. This information can determine eligibility for certain tax benefits, and it can also help the IRS identify individuals who would otherwise be treated as independent contractors.” Box 14− May be used by employers to provide additional information, if necessary. Box 15-20− This section is used by state and local tax departments. While employees routinely receive W-2s each year, we habitually take the information, plug it into an online tax tool or take it to our accountant without thinking twice about what each number, code or phrase means. Hopefully with this brief description, you are more aware of the purpose of the Form W-2 and the information provided. For more information on this topic, please see Forbes.com and DailyFinance.com, or contact a BenefitMall representative at BenefitMall.com. www.fiada.com
www.FIADA.com INFORMATION WHEN YOU NEED, WHEN YOU NEED IT!
Can’t find what you’re looking for? Call us at (800) 237-0448.
FIADA.com is the online hub for all your member benefits and services. Members can log-on any time to get education, information and current events. FIADA.com has a complete resource library available for dealers and their staff as well as helpful links, and virtual courses. December 2015 — Independent Dealer — 13
Join us for the next FIADA
TOWN HALL Join us for a day of continuing education, networking and a FREE LUNCH.
January 22, 2016 Boca Raton Marriott at Boca Center
i ne r onl e t s i Re g o w at n om DA .c A I F . w ww
5150 Town Center Circle Boca Raton, Florida 33486 Town Hall Meetings are absolutely FREE to attend. Don’t miss this great opportunity to network with colleagues and ask your burning questions to the experts. Self-parking is complimentary.
Stick around and join us for the FIADA Board of Directors Meeting on January 23.
Town Hall and Lunch sponsored by:
Set sail with FIADA for our April Board Meeting on a three Night Cruise to the Bahamas aboard Royal Caribbean’s Independence of the Seas! To book your cabin, call Geydis Espinosa at (800) 465–3595 ext. 13439 and mention Group Number 2989454, FIADA Meeting for current rates and promotions. 14 December 2015 14 — — Independent Independent Dealer Dealer — —December
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December 2015 — Independent Dealer — 15
T
he two-mile stretch of W. Colonial Drive in Orlando from John Young Parkway to North Pine Hills Road is lined with used car lots and franchise dealerships. Credit Cars, has called this stretch of road home for over 50 years and has become as essential to the surrounding community as the Central Florida Fairgrounds that sit right across the street. If you live in West Orange County and you need reliable transportation then Credit Cars is the only place to go, because as they like to say they have been “treating you like family since 1963.” The word “family” means different things to different people but to Scott Lanier, the president of Credit Cars, it means taking care of customers the way his father always did. Johnnie Lanier was making a living selling car washes to dealerships in the Central Florida area in the early 1960s when he called on Williams Brothers, an Orlando used car dealership and changed the course of his family’s history. Instead of buying the car wash he came to sell, the manager at Williams Brothers offered Johnnie a job selling cars at the dealership. Johnnie accepted and the Laniers, including Scott, moved from Tampa to
16 — Independent Dealer —December 2015
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start this new career. After a few years of learning the business, Johnnie made the decision to start his own dealership with $2,000 he borrowed from his uncle. Johnnie’s success catering to the sub-prime market helped him quickly grow to three dealerships, including Credit Cars, where Scott grew up with a first-hand view of the used car business. When sub-prime started drying up around 1968, Credit Cars adjusted its business model and started focusing solely on Buy Here-Pay Here. The BHPH segment continues to be the customer group they serve today. The family was at a sudden loss in 1981 though, when Johnnie passed away from a heart attack. Scott, then a 24-year-old who was trying to figure out his own career path, felt led to step in and run the business not only as a tribute to his dad but also as an opportunity to take charge of his own destiny. He has held the title of president since that time and has willingly guarded his family’s reputation by focusing on quality products and customer service. “Our tag line is “treating you like family since 1963” and we honestly try and do that for our customers. We are committed to standing behind
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the product that we sell. We want to make sure our customers have reliable transportation,” Scott said. Each car sold at Credit Cars includes an 18-month/30k mile warranty, roadside assistance, vehicle history report, and multi-point inspection. Lanier says given the expansive geography of Orlando and surrounding areas and lack of convenient public transportation options, having a vehicle that works is essential to being a productive citizen. Offering customers a way to take care of their responsibilities and live their life with the freedom of getting from place to place as they choose is what he is really proud of. “Professionally, it is the focus that we have for our customer. We believe in providing folks with dependable, affordable transportation to get their kids to school and sporting events, to the doctor, grocery store, church and work and to wherever they need and want to go,” Lanier said. Averaging about 75 cars a month means there are many families who are benefiting from the product and service that Credit Cars offers. About half of the dealership’s 1,400 accounts
Standing tall on W. Colonial Drive, the Credit Cars sign celebrates Lanier’s Quality Dealer award win. are repeat customers and referrals. In 2007, the dealership had outgrown that first location it had been operating in since 1963 and purchased an adjacent piece of property it had been renting for years with the intent on building a new facility. That was also the start of the “Great Recession” however and plans had to be put on hold while banks and financing sources buckled down to ride out the growing financial
December 2015 — Independent Dealer — 17
QUALITY DEALER continued from Page 17
Lanier receives the award from FIADA President Jim Winterick, Sr. (left) and celebrates with his son Graham, wife Melissa and mother. storm. When things started to stabilize in 2013 and lenders started to come out of hiding, Lanier picked back up with his plans for expansion and built a brand new facility that houses ample room for sales, collections, promotions and even a full-service repair facility that reconditions and inspects as well as repairs and maintains.
With this kind of commitment to customers and community it may be no surprise that Scott Lanier was named the 2015 FIADA Quality Dealer of the Year at the Annual Convention in October. No surprise, except to him maybe. He says he was not expecting the honor and had no idea he had even been considered.
Lanier’s commitment to his customers goes beyond just “(I was) Proud, emotional, surprised. It made me feel making sure their cars are running, and into helping support grateful. I wish my dad could have been present, to see that the community by sponsoring the different organizations what he created so long ago is still working. The risk he and groups that thrive in it. From youth sports leagues took, still benefits people and hopefully will for generations to organizations that serve kids with disabilities to churches to schools, Credit Cards has financially supported “I wish my dad could have been present to see what the organizations that are important to he created so long ago is still working. The risk he its customers. A few years ago, Lanier took, still benefits people and hopefully will for had a unique idea of how to directly generations to come.” help his customers, and by association the community, by providing scholarships to those who needed financial assistance with their college education. Every to come.” Lanier said, with respect for his dad Johnnie who year, the Credit Cars College Scholarship program rewards won the Quality Dealer award in 1970. Lanier’s family, five customers with college-bound students a scholarship including his wife Melissa, son Graham, sister and mother, opportunity of $1,000. To apply, students answer an essay were all in attendance and able to celebrate the special question and submit copies of their GPA. The scholars moment with him. are chosen and presented with a check at a celebratory ceremony at the dealership. “I’m very grateful for my family. They are a great source of 18 — Independent Dealer —December 2015
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The Florida Department of Revenue is initiating a statewide audit campaign against Florida used car dealers, starting late summer 2014. The Department obtained DMV records of all used cars sold in Florida and is comparing these records against sales tax returns filed by used car dealers. Based on this information, the Department will estimate what taxable sales should have been for each used car dealer and initiate desk audits, full audits, and criminal investigations based on the level of estimated underreporting. These estimates can be erroneous and do not take into account financing charges, repossessions, sales to out of state residents, or other factors that can affect sales tax. Even worse, it only takes $301 of collected but not remitted sales tax to face felony charges and up to 5 years in jail under FL law.
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The Law Offices of Moffa, Gainor, & Sutton, PA concentrate in the area of Florida sales and use tax controversy and we are qualified to assist used car dealers in a defense against the Florida Department of Revenue. Whether you have underreporting, you’re not sure whether your company is ready for a sales tax audit, or you simply have questions about which FL DOR forms to file (e.g. Form DR-123), then please contact our law offices today for a FREE INITIAL CONSULTATION.
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December 2015 — Independent Dealer — 19
QUALITY DEALER continued from Page 18
strength and energy for me. Without my wife and family I wouldn’t have much,” Lanier said. Credit Cars has been a FIADA member since it opened its doors, and the value of membership is not lost on Lanier. He believes strongly that every dealer in Florida should be a member of FIADA not only because of the benefits it offers but primarily because of what a strong membership means for the industry. “We have been a member of FIADA since our inception. It has always been a valuable resource for all aspects of our business. It is the vehicle that keeps us informed and educated with current events, legislation and best practices within our industry,” Lanier said. “FIADA allows us to be proactive in legislation that could be harmful and/or beneficial to our businesses and industry. My involvement is to give back to an industry that has been so meaningful and beneficial to my family’s well-being, to my employees and our thousands of customers over the past five decades.” Lanier has served on the FIADA Executive Committee for the past several years and is the current FIADA Treasurer.
Lanier presenting one of the $1,000 Credit Cars college scholarships to a customer, one of the many ways Credit Cars treats customers like family.
The next phase of Lanier’s Quality Dealer journey will happen at the NIADA Annual Convention and Trade Show in Las Vegas, June 13-16. The NIADA Quality Dealer of the Year will be selected from the state Quality Dealers and announced during a special banquet and celebration.
NIADA Foundation’s Annual College Scholarship Program It’s annual scholarship application time again for outstanding graduating seniors. There are four $3,500 regional scholarships—one for each of the NIADA regions—and one $10,000 national scholarship to Northwood University in Midland, MI. Info is available at www.niada.com/foundation_ scholarship.php The regional applications must be postmarked no later than March 18, 2016.
ELIGIBILITY CRITERIA: To qualify for the scholarship, the applicant must: • Be classified as a high school senior during the current 2015-16 school year and legally residing in one of the 4 NIADA regions. • Have maintained an outstanding academic achievement record as reflected by an official high school transcript; and • Demonstrate an aptitude for college work as measured by SAT or ACT scores. 20 — Independent Dealer —December 2015
www.fiada.com
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December 2015 — Independent Dealer — 21
UPCOMING EVENTS January 2016 Jan. 22-23, 2016
FIADA Town Hall and Board Meeting
Boca Raton Marriott at Boca Center 5150 Town Center Circle, Boca Raton, FL 33486
April/May 2016 April 28 - May 1, 2016
FIADA Board Meeting Cruise Royal Caribbean Cruise Independence of the Seas 3 night Bahama Cruise
July 2016 July 15-16, 2016
FIADA Town Hall & Board Meeting
Daytona Beach Resort & Conference Center 2700 N Atlantic Ave, Daytona Beach, FL 32118
October 2016
March 2016 March 23-26, 2016 NIADA State Association & State Officers Meeting Omni Dallas Hotel Dallas, TX
June 2016 June 13-16, 2016 NIADA Annual Convention & Expo The Mirage Las Vegas, NV
September 2016 September 26-29, 2016 NIADA Leadership Conference & Day on the Hill The DuPont Circle Hotel Washington, DC
October 20-22, 2016
FIADA Annual Convention & Trade Show
Renaissance Orlando at Sea World 6677 Sea Harbor Dr. Orlando, FL 32821
—December 22 — Independent Dealer — November2015 2015
Registration for FIADA events can be made anytime at www.FIADA.com
Registration for NIADA events can be made anytime at www.NIADA.com www.fiada.com
PAID ADVERTISING
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December 2015 — Independent Dealer — 23
CHECKING MY LIST, CHECKING IT TWICE Whether you’ve been naughty or nice this year, you’ll still receive these fantastic member benefits that are on every independent dealers list thanks to your FIADA membership. Are you taking full advantage of these exclusive benefits? If not, give us a call at (800) 237-0448 or go online to www.FIADA.com and we’ll show you how.
COUPONS
All FIADA members receive a coupon book with over $8,000 in discounts! There are $1,000.00 in auction buy/sell fees and over $7,000 in discounts on advertising, software, office supplies and other services.
EDUCATION
Free training and networking opportunities at FIADA’s Quarterly Town Hall Meetings and Board of Directors Meetings. Discounted training is available for FIADA members at our Annual Convention.
TECHNICAL ASSISTANCE
All FIADA members have unlimited access to FIADA’s Technical Assistance Line – Call 800.237.0448 with your regulatory, legislative and legal questions to receive assistance from FIADA’s General Counsel.
LEGISLATIVE VOICE
As an individual, it is difficult to tackle all the legislative issues affecting your dealership. That’s why FIADA has a Full-Time Lobbyist in Tallahassee and representation in Washington, D.C. looking out for your best interests.
ONLINE CONTINUING EDUCATION
FIADA members receive 8 hours of C.E. every two years which is required to renew your dealer’s license. In addition to free Online C.E. courses, FIADA members receive discounts on in-person Continuing Education, and in-person and online Title & Registration classes.
MAGAZINE
All members receive a print Monthly Subscription to FIADA’s Independent Dealer Magazine.
ONLINE RESOURCES
FIADA Members have access to online Members’ Only Resources including the Dealer Training School Manual, Repossession Manual, Red Flags Rule Templates, Safeguards Rule Information, Archived Issues of Independent Dealer Magazine, and more.
DEALER SERVICE PROVIDER DIRECTORY
FIADA has an easy-to-navigate online directory where you can find products and services for your business. Choose from over 80 categories like Accounting, Attorneys, Auctions, Dealer Bonds, Finance Companies, GPS Services, Insurance, Websites and many more.
NIADA MEMBERSHIP
All FIADA members receive automatic membership to the National Independent Automobile Dealers Association (NIADA) and access to their benefits.
SPREAD THE WORD ABOUT FIADA AND EARN SOME HOLIDAY CASH! GET $50 FOR EVERY NEW MEMBER YOU SPONSOR. GO TO FIADA.COM TO FIND OUT HOW. 24 — Independent Dealer —December 2015
www.fiada.com
SUPPORT THE FIADA PAC FUND!
Mark Your Calendar!
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
www.fiada.com
December 2015 — Independent Dealer — 25
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 Did you know that the federal disclosure rules are very specific about how dealers handle “deferred down payments” (also called “pickup payments”)? Many dealers who accept deferred down payments do so by using so-called “side notes” or postdated checks. These arrangements usually don’t comply with the federal rules, raise other unpleasant legal issues and leave dealers on the hook for class action liability risks. If your lawyer hasn’t blessed your pickup payment disclosures and practices, tack that chore onto the end of your to-do list. FEDERAL DEVELOPMENTS Reforming the CFPB? On November 18, the U.S. House of Representatives approved H.R. 1737, titled the “Reforming CFPB Indirect Auto Finance Act,” by a vote of 332-96. The bill, supported by all 244 Republicans and 88 of the 184 Democrats voting, nullifies CFPB Bulletin 2013-02, dealing with dealer participation, and requires the CFPB to satisfy certain procedural steps before issuing future guidance related to indirect auto financing. House Committee Fires a Shot Over the CFPB’s Bow. On November 24, the U.S. House Financial Services Committee chaired by Rep. Jeb Hensarling of Texas, released a report titled, “Unsafe at Any Bureaucracy: CFPB Junk Science and Indirect Auto Lending.” The 54page report is a broadside attack on the Bureau’s attempt to regulate auto financing practices of dealers exempt from its jurisdiction. No Change in TILA and CLA Coverage Amounts. Many dealers are unaware 26 — Independent Dealer —December 2015
that the federal disclosure laws don’t apply to some of their transactions. On November 25, the CFPB and the FRB announced that they are not adjusting the dollar thresholds under the Truth in Lending Act and the Consumer Leasing Act for exempt consumer credit and lease transactions. The Dodd-Frank Act provides that the dollar amount thresholds for TILA and the CLA must be adjusted annually by any annual percentage increase in the consumer price index. Because the consumer price index showed a decrease as of June 1, 2015, there will be no 2016 adjustment. Therefore, the protections of TILA and the CLA generally will apply to consumer credit transactions (other than private education loans and loans secured by real property, such as mortgages) and consumer leases of $54,600 or less in 2016 - the same thresholds for 2015. The FTC Asks for “Holder Rule” Comments. On November 25, the FTC announced that it is seeking public comment on the efficiency, costs, benefits, and impact of the Holder Rule, which protects the rights of consumers who make a purchase using credit obtained through a merchant. The Rule, formally called the “Trade Regulation Rule Concerning Preservation of Consumers’ Claims and Defenses,” protects consumers when merchants, such as car dealers, sell consumers’ credit contracts to banks, finance companies or others. Specifically, it preserves a consumer’s right to assert the same legal claims and defenses he or she would have against the seller who originally provided the credit against anyone who buys the credit contract. Under the Rule, a consumer can cite a seller’s misconduct
to defend against a creditor’s lawsuit for money owed under the contract, or to seek a refund of money paid under the contract. LITIGATION Arbitration Agreement Included in English Version, but not Spanish Version, of Sales Contract is Unenforceable: When a buyer bought a car, the negotiations occurred primarily in Spanish. The buyer signed a conditional sales contract and security agreement. The dealership gave him copies of the contract in English and Spanish. The English version included an arbitration provision, but the Spanish version did not. The dealership also gave him a copy of a GAP contract in English, but not in Spanish. The buyer sued the assignee of the contract based on the failure to provide a Spanish translation of the GAP contract. The assignee moved to compel arbitration. The buyer argued that there was no agreement to arbitrate because the Spanish version of the contract did not include an arbitration provision and the words “arbitration” or “alternative dispute resolution” never came up during negotiations. The trial court denied the assignee’s motion to compel arbitration. The California Court of Appeal affirmed. The appellate court reasoned that by providing the buyer a translation that did not even reference arbitration, the dealership deprived him of a reasonable opportunity to learn the character and essential terms of the arbitration agreement he signed. See Ramos v. Westlake Services LLC, 2015 Cal. App. Unpub. LEXIS 7839 (Cal. App. October 30, 2015). Defendant Required to Pay Damages for Failing to Return Car after Dealer www.fiada.com
Rescinded Sale to Protected Individual: A protected individual who was not legally able to contract bought a car from a dealership. The individual’s wife and conservator instructed him to return the car, which he did a few days after the purchase, although he later reclaimed the car. After receiving a bill for the monthly car payment, the wife informed the dealership of her status as conservator and of her husband’s inability to contract. The dealership rescinded the contract and demanded return of the car by May 15. The car was finally returned in December, with 12,000 miles on it. The dealership sued the wife for unjust enrichment for the car’s depreciation and her unjust retention and use of the car, and the trial court awarded damages to the dealership. The Court of Appeals of Michigan affirmed. The wife argued that her retention of the vehicle was not unjust under the circumstances and that the dealership acted with unclean hands by selling the car to a protected individual. The appellate court found that even though the dealership was at fault for selling the vehicle, it remediated that problem. As a result, the wife was not justified in refusing to return the car or make payment after the dealership rescinded the sale. Furthermore, the appellate court found that to the extent the dealership acted with unclean hands, it did so only until it rescinded the contract. Because the trial court only awarded damages for the period after the dealership rescinded the contract, the appellate court found that the wife did not have a claim that the dealership acted with unclean hands during that period. See In re Nickel (Suburban Toyota, LLC v. Nickel), 2015 Mich. App. LEXIS 2045 (Mich. App. November 3, 2015). Closing Fee Charged by SC Dealers Must be Directly Related to Expenses Incurred in Closing Vehicle Sale: A car buyer filed a class action against a dealership for violating the South Carolina Dealers Act by charging its customers closing fees that were not calculated to reimburse the dealership for actual closing costs. A jury found for the buyer in the amount of www.fiada.com
$1,445,786, representing the closing fees the dealership collected from customers during the 4-year period preceding the filing of the suit. In post-trial rulings, the trial court denied the dealership’s motions to overturn or reduce the jury’s verdict, granted the buyer’s motion to double the actual damages award, as required by the Dealers Act, and to award attorneys’ fees and costs, and denied the buyer’s motion for prejudgment interest. The Supreme Court of South Carolina affirmed. The dealership argued that its compliance with the state’s Closing Fee Statute by paying an annual registration fee to the Department of Consumer Affairs, including the closing fee in the advertised price of the vehicle, disclosing the fee on the sales contract, and displaying the fee in a conspicuous place in the dealership absolved it of liability. The high court disagreed, noting that the dealership’s procedural compliance with the statute merely enabled it to
charge a closing fee but did not absolve it from its responsibility to accurately assess the amount of the fee it charged. Moreover, the high court found that a dealership that decides to charge a closing fee “must account for the costs that comprise this fee” – costs that are “directly related to the expenses incurred in closing the sale of a motor vehicle.” In addition, the high court determined that the buyer’s voluntary payment of a $299 closing fee did not bar her from asserting her claim where the court determined that she lacked full knowledge of the costs that went into the determination of the amount of the fee. See Freeman v. J.L.H. Investments, LP, 2015 S.C. LEXIS 367 (S.D. November 4, 2015). Tom (thudson@hudco.com) and Nikki (nmunro@hudco.com) are partners in the law firm of Hudson Cook, LLC. (410) 865-5411 or www.counselorlibrary. com.
It’s time to change your approach to F&I compliance
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To order, visit us at www.counselorlibrary.com/offer/spot or call us at 877-464-8326. Also follow us on: December 2015 — Independent Dealer — 27
28 — Independent Dealer —December 2015
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B I G D ATA
Set More Appointments, and Sell More Cars Technology has given us more and more ways to stay in contact with customers, but that doesn’t mean they are better than the old-fashioned phone call.
The main thing they discovered that was regardless of how many new communication technologies that are available to dealers today, the most effective method of following leads is by picking up the phone and calling prospects. Here is the process they suggest to do it: STEP 1 Follow up between 16 and 30 minutes after receiving a lead. The study found 23 percent of salespeople are ore likely to close the sale in this time frame than those who responded within the first 15 minutes. STEP 2 Include four key pillars in your email response: • Multiple Vehicle Options - provide multiple available vehicle options that could be a fit for your prospect. • Personalized Paragraph - reference your prospect’s request and specific info that’s available to you, such as how close your prospect is to the dealership. • Third-party Reference - establish www.fiada.com
•
credibility and trust by referencing known, trusted third parties. This could be done by citing comon pricing guides or websites when sharing pricing on your inventory. Push for a Phone Call - the most successful dealers requested a quick phone call to set up an appointment and keep the deal moving forward.
STEP 3 Make eight calls per prospect. The average dealer makes three calls per prospect, sets up 23 appointments and sells at least seven vehicles a month. Top dealers make eight calls per prospect, set 49 appointments and sell 13 vehicles a month. By adding five calls, you can double your sales. STEP 4 Keep your calls short. The average dealer makes three calls per prospect, spends about two minutes per call and sells six vehicles a month. Top dealers call eight prospects, keep calls to a minute and a half and sell 13 vehicles a month. STEP 5 Send three emails per prospect. While direct communication by phone is still most effective, email can be helpful when used sparingly. Top dealers send three emails per prospect and average dealers send four emails per prospect. For a copy of this presentation, or additional information, log on to id.dealersocket.com or call 888.922.9689.
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DealerSocket, a leading automotive technology platform helping dealers with sales, marketing and customer service, recently analyzed 11.5 million sales records to determine what constitutes an opitmal appointment confirmation process. They released their findings in a report on their website at www.dealersocket.com, and are sharing it with independent dealers in an effort to help them set more appointments and close more sales.
December 2015 — Independent Dealer — 29
INDUSTRY NEWS NIADA-Supported CFPB Bill Passes House Overwhelmingly Independent used vehicle dealers from around the nation spoke to legislators on Capitol Hill last month, thanks to the National Independent Automobile Dealers Association. And Congress listened. The U.S. House of Representatives on Wednesday passed H.R. 1737, the Reforming Consumer Financial Protection Bureau Indirect Auto Financing Guidance Act, by an overwhelming 332-96 margin, with 88 Democrats joining the Republican majority in voting for its passage. The bill would rescind the CFPB’s flawed and controversial 2013 auto financing guidance that claimed dealer discretion on interest rates creates a risk of discrimination and would force the bureau to be more transparent and seek stakeholder input before issuing future guidance. H.R. 1737 was a primary focus of NIADA’s lobbying effort during the NIADA National Leadership Conference and Legislative Summit, held Oct. 26-29 in Washington D.C. Nearly 150 independent dealers and industry leaders met with 63 members of the House and Senate or their legislative staff during the event’s Day on the Hill, urging the legislators to support the bill, among other topics. The bill now moves to the Senate, and NIADA and its members will continue working as part of the association’s commitment to making the voice of the independent dealer heard in Washington and at all levels of government.
DMS Publishes Technical Advisory on Terminated ETR Vendors The Department approved ETR vendors list currently shows Auto Manager, Inc., and Temp Tag USA, Inc., as approved ETR vendors providing ETR services to licensed dealers who have contracted with them. Licensed dealers are availing the services provided by Auto Manager, Inc., and Temp Tag USA, Inc., as their ETR vendor. Please note: Effective December 31, 2015 Auto Manager, Inc., and Temp Tag USA, Inc., will be terminated and cannot conduct business as ETR vendors. The Department understands dealers are using the services provided by Auto Manager, Inc., and Temp Tag USA, Inc., as their ETR vendors. The Department encourages the dealers who are associated with the aforementioned vendors to complete all pending transactions by December 31, 2015 and register with a Department approved vendor. This list can be accessed at http://www.flhsmv. gov/etr/etr-vendor.html. Effective December 31, 2015, Auto Manager, Inc., and Temp Tag USA, Inc., and the ETR agents who are under contract with Auto Manager, Inc., and Temp Tag USA, Inc., will no longer have access to ETR.
MEMBER NEWS Cars For Kids Helps Youth Ranches Southeast Car Agency’s latest Cars For Kids event was a great success and donated: • Over 20 cars • Forklift • Street sweeper • $700 in noncash donations • $50 in cash donations • Transport of 10 cars (Davis Auto Group) • Comfort Inn Hotel Furniture • Cash donation pledges 30 — Independent Dealer —December 2015
Congrats, Paul Current FIADA President Paul Matton of Park Auto Mall was recently elected to the Executive Committee of the Pinellas Park Chamber of Commerce. He will serve the group as President Elect this year. www.fiada.com
2015-2016 FIADA EXECUTIVE COMMITTEE:
LISA COMPAGNO Senior Vice President Palm Tree Auto Sales Stuart, FL (772) 288-2099
JIM WINTERICK, SR. Chairman of the Board Gulfstream Motor Credit Miami, FL (305) 253-2335
GOVINDA ROMERO Secretary Autoflex LLC Gainesville, FL (407) 468-9974
PHIL RISLEY BRANDI NOEGEL Regional Vice President Regional Vice President Noegel’s Auto Sales Cars & Credit of Jacksonville Jacksonville, FL Starke, FL (904) 616-4074 (904) 964-6461
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BRAD JOEL CHRISTOPHER LEEDOM STEVE MARBAIS, CMD Regional Vice President Regional Vice President Regional Vice President Splish Splash Auto Sales Marbais Enterprises, Inc. AutoMaxx Princeton, FL 33032 Ocoee, FL Sarasota, FL (305) 258-1191 (407) 877-7422 (941) 309-1111
SCOTT LANIER Treasurer Credit Cars Orlando, FL 32808 (407) 295-6211
www.fiada.com
December 2015 — Independent Dealer — 31
PAID ADVERTISING
PAUL MATTON President Park Auto Mall Pinellas Park, FL (727) 639-1112
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
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 Salvage Sale Thurs 11 AM
32 — Independent Dealer —December 2015
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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
www.fiada.com