FIADA Magazine January 2019

JANUARY 2019

www.FIADA.com

Information and Insight for Florida Used Car Dealers

WE'RE READY TO GO...

Are You With Us? If you aren't a FIADA member yet, now is the time to join!

PAGE 20

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January 2019 — 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 Brad Joel

President

Lisa Compagno

Senior Vice President Scott Lanier, CMD

Chairman of the Board Frank Fuzy

Secretary Jenay Rhoads

Treasurer Luis Giraldo

Regional Vice President

Brandi Noegel

Regional Vice President Steve Marbais, CMD

Regional Vice President

Trever Varney

Regional Vice President

Jim Winterick, Sr

Regional Vice President

FIADA STAFF Lisette Mariner, CAE

Executive Director Terry Myers

Educational Instructor Jason Berthiaume

Education and Events 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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Contents January 2019

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 Brad Joel

6

Executive Director’s Message Lisette Mariner, CAE

8

Membership News

11

Back to Basics Live CE Courses will give you a chance to ask questions about the Hope Scholarship and more.

12

Keys to Insurance FIADA Preferred Provider Eric Link of All-American Bonds and Insurance decodes insurance coverages and policies.

16

One on One With Terry Myers & Kevin Scott Terry and Kevin are the main instructors at FIADA's Dealer Training School and have an unique insight into what motivates dealers, how they can succeed and the challenges that they face.

24 Save the Date!

It's never too early to start planning to attend the FIADA Annual

Convention and Trade Show. Get the details for the biggest event of the year.

26 New Customers vs Repeat Customers

Of course everyone wants to bring new customers on their lot, but

sometimes its more effective to cultivate your current customer relationships.

28

A Look At Current Legal Issues Attorneys Tom Hudson and Nicole Munro's monthly collection of legislative and regulatory highlights to keep you in compliance.

30 Industry News

News and headlines of interest to the Florida Used Car Industry and beyond.

January 2019 — Independent Dealer — 3

FROM THE PRESIDENT

Are You With Us, Yet?

BY BRAD JOEL, FIADA PRESIDENT

H

ow is 2019 treating you so far? Though it's just beginning, I think it's going to be a busy year. Kicking it off with our first Town Hall and Board Meeting in Ft. Lauderdale, the FIADA is looking forward to what else is to come.

As a state, there are plenty of things to unfold this year. We will be under the leadership of a new governor. If you turn to page 6, our Executive Director Lisette Mariner will give you a preview of how the FIADA's legislative agenda and plans for the session are starting to take shape.

Training School instructors and you'll see how lucky we are to have such resources at our disposal). You get membership in the National Independent Automobile Dealers Association.

You get a complete library of helpful guides and workbooks in our member-only website, which I hear may be getting a facelift pretty soon. You get discounts to events like the upcoming Annual Convention and Trade Show, as well as national events and seminars that will help you grow your dealership.

As a FIADA member, you'll also receive intangible benefits that can change the way you do business. Networking with the best and most-successful dealers in the state. Friendships and partnerships that span generations. You will belong to a group

I'll take that as an opportunity to speak to our non-member friends who may be reading this message. We need you! Like it or not, getting your voice heard in Tallahassee is mostly about who has the most money and who has the largest footprint. We could increase All we are asking is that you consider our legislative reach if you will join our fight. becoming a FIADA member. The more No one will ask you to go to the Capitol or meet with a legislator (though, we do have plenty of members we have, the more influence we opportunities to do that). All we are asking is that have. It's as simple as that. you consider becoming a FIADA member. The more members we have, the more influence we have. It's as simple as that. of people who will stand beside you through thick and thin.

In today's world, we all need to look out for each other. Join us That's actually not only true for our legislative presence in and together we'll not only survive this new year, we'll thrive Tallahassee, but also for negotiating and finding new benefits in it. and dealer services for our members. With more members we have more pull with vendors and industry leaders. We can get It's so easy for me to think of all the reasons to join FIADA. seats at tables we have never been invited to before. If all of us I'm curious of what your reasons are for not joining. I'd invite licensed dealers came together under one banner, I can't even you to share them with Lisette at lmariner@fiada.com so she imagine what kinds of doors would open. can present them to my Exeuctive Committee and we can understand what we need to do to earn your membership.

It's so easy to see why you should be a member of the FIADA. Our auction coupons pretty much pay for your dues and then Brad Joel some. You get access to our legal and technical hotlines. You FIADA President get to attend industry-leading training programs, many free of charge. (We have a one-on-one this month with our Dealer 4 — Independent Dealer — January 2019

www.fiada.com

January 16-18, 2019 2019 Winter/Spring NIADA Leadership Session Gaylord Texan Dallas, TX

April 12-13, 2019 FIADA Town Hall & Board Meeting

DoubleTree by Hilton St. Augustine Historic District 116 San Marco Ave, St Augustine, FL 32084 Phone: (904) 825-1923 Rate: $199 + tax, single/double occupancy Parking $12 (includes free shuttle & wifi)

June 17-20, 2019 NIADA Annual Convention & Expo The Venetian Las Vegas, NV

July 19-20, 2019 FIADA Town Hall & Board Meeting Grand Hyatt Tampa Bay 2900 Bayport Dr, Tampa, FL 33607 Phone: (813) 874-1234 Rate: $149 + tax, double occupancy; $174 triple occupancy; $199 quad occupancy Free self-parking, free wifi in guest rooms

September 23-26, 2019 National Leadership Conference & Legislative Summit Ritz Carlton Hotel, Pentagon City Washington, DC

October 17-19, 2019 FIADA Convention

Rosen Plaza Orlando, 9700 International Dr, Orlando, FL 32819 Phone: (407) 996-9700 Rate: $159 + tax, single/double ($20 additional person) Free self parking for overnight guest; $8 self parking for day visitors; free wifi in guest rooms

Get more details and register at www.FIADA.com and www.NIADA.com

www.fiada.com

January 2019 — Independent Dealer — 5

EXECUTIVE DIREC TOR’S MESSAGE

Invest in You

BY LISET TE MARINER, CAE, EXECUTIVE DIRECTOR

J

anuary 8th, Florida’s next Governor will be sworn into office. As we try to anticipate what the future will bring, and dealers prepare for a busy tax season, the FIADA is in full gear for the next Legislative session.

Through the FIADA PAC fund we were able to support 23 candidates this election cycle. Of those only one lost their race. FIADA is your legislative advocate in Tallahassee, and NIADA is looking out for you in Washington, D.C. both with the commitment to protecting independent dealers.

The Florida Legislative session begins Tuesday, March 5 and ends May 3. Committee meetings are underway, and we’ve been keeping track of legislation that affects dealers. There are currently 178 bills filed but, expect lots more as the deadline to file is March 5. Typically, close to 2,000 bills are filed each year. If you are not a FIADA member (yet) and reading this message, I would suggest you first turn to page 20 and join our Association and then, flip the page and support the FIADA PAC Fund. The more dealers we have united under our common cause as FIADA members the more influence we have among legislators. As a bonus, you have access to all the benefits of membership that include things like auction coupons, member discounts, and free technical assistance and so much more.

We have an app where you can access auction and services coupons (if you’re a member), join if you’re not a member, register to attend an event or connect with us on social media. If you’re a member, FIADA has a closed Facebook page that you can join. Download the app now and take it for a test drive. For our associate members, there are opportunities for helping to support the association by advertising on the home page. Just give me a call (or text) at (800) 237-0448 and I'll be happy to help you get "your ad here."

6 — Independent Dealer — January 2019

I think you'll really like the Events section of the new app.

When you tap on the calendar icon, you'll see the list of all our upcoming events, including dealer training school opportunities, FIADA meetings and continuing education events. You can get full details of any of these activities as well as register/RSVP. Just in case you don't have your phone or tablet handy, let me share with you a few of the events on the horizon. The next scheduled event is the April Town Hall Meeting on April 12 and the Board of Directors Meeting on April 13. Both events will be at the DoubleTree by Hilton St. Augustine Historic District.

They are also free of charge to FIADA members. If you have not attended a Town Hall Meeting, I would highly recommend it. The topics are always relevant, the speakers knowledgeable and it gives you a chance to ask specific questions and get real answers. Don't miss it. Both nonmembers and members are invited. Tap the app for more details.

Hope your tax season goes well, and you have the best year ever.

FIADA is here to help you make it happen!

Download the FIADA App from the App Store or Google Play and start accessing your benefits.

www.fiada.com

S R O O D W E N N E P O E H T H T I W P I H S R E L FOR YOUR DEA

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www.fiada.com

January 2019 — Independent Dealer — 7

MEMBERSHIP NEWS

New Members

DECEMBER 2018

ARROWHEAD SALES, LLC Lake City, FL Sandra Skinner Sponsor: VEMO Auto Auction AUTO CAFE OF FLORIDA N Miami Beach, FL Stephanie Adili Sponsor: 700credit

CAMPER VILLAGE OF LAKE WALES DBA MODESTO AUTO SALES Eagle Lake, FL Kathy Mallette Sponsor: Kevin Scott

GAINESVILLE AUTO SALES LLC DBA COMMUNITY OVERDRIVE Gainesville, FL BOCA CLASSIC MOTORSPORTS CO. Robin Wood Sponsor: FIADA Boca Raton, FL Louis Meyer Sponsor: Ken Horton/Magazine GRAHAM AUTO SALES Leesburg, FL Minerva Graham Sponsor: Kevin Scott

Renewing Members

LARRY WEDHORN Fort McCoy, FL Sponsor: FIADA.com

ZAYAS MOTORS PJ LUXURY AUTO WHOLESALES, LLC Miami, FL Tampa, FL Juan Zayas Flornando Medina Sponsor: Indepenent Dealer Sponsor: Terry Myers ZERO AUTO SALES SOUTH CAR MOTORSPORTS LLC Jacksonville, FL Fort Myers, FL Laurie Harrington Joel Armstrong Sponsor: Kevin Scott Sponsor: FIADA

DECEMBER 2018

30+ Year Members Parkway Auto Sales, Inc.

Homestead, FL

20+ Year Members DriveTime Sales & Finance Family Auto Mart, Inc.

Tempe, AZ Melbourne, FL

10+ Year Members Corbin Auto Sales M & M Auto Sales Off Lease Only Paradise Auto Brokers, Inc.

Chipley, FL Cape Coral, FL West Palm Beach, FL Pompano Beach, FL

Rejoining Members

JAMES DALY sarasota, FL James Daly Sponsor: FIADA

Under 10 Year Members A & J Mobility Inc Auctions International Inc. Ex-Change Auto, Inc. Fanning Springs Auto, Inc. HBK CPAs & Consultants Hertz Car Sales Park Avenue Motors PFS Trucks Southeastern Auto Auction Space Coast Auto Auction Sunshine Auto (VarCars LLC)

Ruskin, FL East Aurora, NY Pinellas Park, FL Trenton, FL Canfield, OH Winter Park, FL New Smyrna Beach, FL Palatka, FL Savannah, GA Melbourne, FL Pinellas Park, FL

DECEMBER 2018

AUTOZONE

LEE AUTOMOTIVE LLC

RIGHT WAY AUTOMOTIVE

Memphis, TN Pat Lee Sponsor: Jason Berthiaume

Jacksonville, FL Matthew Lee Sponsor: FIADA

Lake City, FL Jennifer Williamson Sponsor: FIADA

THOMPSON ANTIQUE MUSCLE CAR OUTLET

Tampa, FL Leslie Thompson Sponsor: Terry Myers

Registration is now open for Digital Dealer 26!

Digital Dealer will be back in Orlando, April 9-11 at the Orange County Convention Center.

Go online to https://www.digitaldealer.com/conference/ attendee/register/ to register now. Use code EIRFFIADA100 to get $200 off registration.

8 — Independent Dealer — January 2019

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January 2019 — Independent Dealer — 9

ARE YOU COMPLIANT? Can You Answer Yes to the Questions Below?

Yes/No

Possible Fine and/or Penalties $1,000/each to $46,000+/ each

Do you make each customer of a ‘qualified’ vehicle aware they may redirect $105, or a lower qualified amount, to the HOPE SCHOLARSHIP fund?

$1,000/day to $10,000

Are you transferring ownership within the required 30-days?

$1,000/each

Are you collecting, electronically reporting and remitting sales tax by the end of the business day prior to the 20th?

$0.00 collection allowance, + Taxes, + Penalties, + Interest

Are you checking each customer against the SDN list to obtain permission of how to proceed?

Million$$$ in fines, Loss of assets business & personal, + too many years in jail

Are you following state and federal Repossession laws?

Court Fines & Attorney Fees

Do you obtain HSMV 84061 for customers who do their own Title & Registration in another state or country?

$1,000/each

Do you obtain a copy of the customer’s Notarized DOR-123 as proof you had a right to charge at that state’s rate?

Taxes, penalties & interest on what was not exempt without the DR-123

Do you provide and obtain a signed Pollution Control statement to retail customers and a signed one for the file?

$1,000/each

Do you have a Motor Vehicle Retail Installment Seller license and remember to renew it each even year December?

$500/each unlicensed transaction from January 1 of the odd number year

Are you paying off liens of trade-ins within the required 10 business days, as per f.s.319.24 (5)(a)?

Sanctions/Fines, Court Costs, Attorney Fees, Jail

Are you carrying forward all Brands of acquired vehicles to the retail customer on HSMV 82040 and providing the required Affidavit they signed acknowledging the brand?

Reimburse customer for Major Repairs, Principal, Interest

Are you reporting qualifying Cash or Cash Equivalent Transactions to the IRS on IRS 8300, with a Copy to the Florida DOR and a letter to the customer within the required time frames?

$25,000/each nonreported qualifying event

When you advertise a vehicle for sale, is it in one of your Designated Display slots?

$1,000/each

Do you take a Tax Credit for qualified Repossessed Vehicles on the DR95B within the allowable time frame or lose that benefit?

Credits may only be applied within 12-months of the qualifying event

Are you able to timely produce records of all retail and wholesale transactions within the last 5-years when asked in an audit?

$1,000/each

Do you dispose of private information as required by the Federal Disposal Rule?

$3,895/each

Do you have a Bill-of-Sale and required Odometer Statements for every vehicle purchased and sold?

$1,000/each

Do you always know what your Employees, 1099 and W-4, are doing under your authority?

Your entire business and more

PAID ADVERTISING

Do you have the NEW 2018 FTC BUYER’S GUIDE displayed on EVERY QUALIFIED used vehicle?

Any fine is too much. This is a partial list of rules, laws and regulations dealers must be aware of and comply with.

It is nowhere exhaustive. Fines, penalties, jail time and bad publicity can jeopardize your business and your future!

10 — Independent Dealer — January 2019

www.fiada.com

BACK TO BASICS

Live CE Course to Cover Hope Scholarship Questions and More

BY TERRY MYERS

T

he Hope Scholarship Program. Sending Non-Florida Customer Taxes Directly to Other States. These topics and many more to be discussed in the live Continuing Education classes scheduled in the month of March, 2019, at one of five locations throughout the state. Go to https://www.fiada.com/page/OnsiteCE to find a location near to you and register now. Bring a key player from your dealership as well. Limited seating.

Bring your questions and meet with your fellow dealers who also bring questions to the table not normally covered in a conventional online course. There is no test at the conclusion of the course and Auto Data Direct presents during a ‘Lunch N Learn’.

Wow. Food for the body and brain.

Hear from and ask questions of speakers from the DMV, Auto Data Direct, Insurance and Bonds, Dealer Management and Web Resources will be sharing current and potential elements that may affect your bottom line now and in the future.

If you cannot get away, you may also go to https://www.fiada.com/page/ CEOnline to take a course online.

There is a test at the conclusion of the course.

Renewal deadline is approaching super-fast. Are you ready?

Hopefully, we will see you in class!

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.

www.fiada.com

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January 2019 — Independent Dealer — 11

KEYS TO INSURANCE

Understanding Insurance Coverages

By Eric Link, All American Bonds & Insurance, Inc.

Insurance is insurance, right? Actually, it's a little more complicated and you should understand the different types of coverage.

A

lthough referred to as a Garage Liability policy, and not to be confused with Garagekeeper’s Liability, the Garage Liability policy is comprised of several different insurance coverages, including your liability to the general public while they are in your office, or on your dealer lot. This part of the coverage is referred to as Premises liability. Also often referred to as “slip and fall” liability, it is protection for the general public for just that – someone falling going up or down the stairs to your office. Or slipping on a grease patch in the garage area, and falling and injuring themselves. Remember, this coverage provides you, the dealer, with “defense coverage”, in the event someone sues you for injury, that you would not have if you did not have a Garage Liability insurance policy. In order to protect the general public, the State of Florida mandates that a licensed Motor Vehicle Dealer carry Garage Liability insurance in an amount not less

than $25,000 Combined Single Limit Liability. More than likely, if you rent or lease your building and/or lot, your landlord has required in your lease that you carry public liability, which would protect the landlord, and in which case your “premises” portion coverage of your Garage Liability policy would suffice this obligation.

Another part of your Garage Liability policy, and certainly just as important as the “premises” portion of the policy, is the part of the coverage that is referred to as the “Automobile” liability part of the policy. Again, this provides protection to the general public in the event they are injured by virtue of your being found at fault for the injury through the use of an automobile that you either own, or have care, custody and control of through the dealership. An example would be if you or an employee are test driving a car that you may be considering buying, and again, are found at fault for damages to another individual or vehicle. Without this coverage part of the Garage Liability policy, you and/or your business could be held liable for monetary damages which you would be obligated to pay, and very well may not have the assets to pay for such damages.

Additional coverages available to you under the Garage Liability policy include but are not limited to, Uninsured Motorist, Medical Payments and Personal Injury Protection. First let’s address Uninsured Motorist coverage.

Uninsured Motorist coverage provides insurance coverage to the policyholder for Bodily Injury damages caused by the driver of a vehicle that does not have insurance.

Uninsured Motorist coverage does not provide Physical Damage coverage. UM coverage is provided to protect the insured and provide coverage to the insured just as if the Continued on page 14

12 — Independent Dealer — January 2019

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January 2019 — Independent Dealer — 13

KEYS TO INSURANCE continued from Page 12

by a passenger in your vehicle.

The coverage amount of Medical Payments varies, and again, is extremely inexpensive compared with the peace of mind having this additional coverage for both yourself, and your passengers. The maximum allowed limits for this coverage is $5000.

uninsured driver did have insurance coverage. The State of Florida does not require drivers to have liability insurance, and because of this, Florida has one of the highest rates of uninsured/underinsured drivers in the United States. Indeed, the cost to add Uninsured Motorist coverage to your Garage Liability policy is minimal as compared to the potential economic loss in the event of an accident with an uninsured motorist.

Personal Injury Protection(PIP) is the last coverage in your Garage Liability policy that we will examine.

Personal Injury Protection coverage closely resembles Medical Payments by mainly covering injuries sustained in an automobile accident. Personal Injury Protection coverage is required in what is referred to as “no-fault” states. Florida is a “nofault” state, thusly requiring vehicle

Medical Payments coverage will generally pay for medical costs incurred due to an auto accident, regardless of who is as fault in the accident. Medical payments may help to pay for such costs as dental expenses, funeral expenses, and even injuries that may be sustained

owners to maintain this coverage.

The minimum amount of coverage required by the State of Florida is $10,000. Essentially, PIP coverage makes the individual responsible for their own injuries in an accident regardless of who was at fault. Of the coverages of Uninsured Motorists, Medical Payments and Personal Injury Protection, PIP is generally the most expensive cost relative to the other coverages. And remember, in Florida, it is required by law.

Eric Link and All-American Bonds and Insurance is a FIADA Preferred Provider.

They are able to help answer any questions you may have about your insurance coverages, or your Motor Vehicle Dealer bond requirements. Call them with questions or for a quote at (844) 321-2663.

Continuing Education for 2019 Do you need to renew your CE credits? FIADA has a variety of FREE and affordable CE compliant courses that count as credit and provide a perfect opportunity for you and your team to brush up on the basics. Get course details and register at www.FIADA.com

Online: FREE for members | $39.95 for non-members In Person: $79 for members | $99 for non-members Register by phone at 1.800.237.0448 Register online at www.FIADA.com

In Person Course Schedule: Tampa

Ramada Inn 11714 Morris Bridge Rd,

March 1, 2019 and April 5, 2019

Jacksonville

Orlando

Manheim 10817 New Kings Road

Manheim’s Central Florida Auto Auction 9800 Bachman Road,

March 6, 2019

March 8, 2019

14 — Independent Dealer — January 2019

Tallahassee

Oakland Park

Manheim Ocoee 11801 W Colonial Dr

March 18, 2019

March 29, 2019

1840 Fiddler Court

March 11, 2019

Ocoee

4090 NE 9th Ave

www.fiada.com

M RE 52

INVENTORY

SOURCES

FLEXIBILITY TO BUY WHEN, WHERE AND HOW I WANT

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Because floor planning is all NextGear Capital does, they understand how crucial it is for me to have access to inventory.

Not only do I feel supported to buy a variety of vehicles from multiple sources, but my rep makes sure that I’m purchasing the right inventory for my market. When I started this business with my dad, NextGear Capital believed in us, and as we’ve grown, they’ve grown with us, offering more sources to buy from. That’s why I’m loyal to them. JOE MOK | GMOTORCARS

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www.fiada.com

January 2019 — Independent Dealer — 15

MEMBER BENEFITS

one –on– one with

Terry Myers & Kevin Scott

T

FIADA's Dealer Training School Instructors

he vision of the Florida Independent Automobile Dealers Association is to be the leading resource for Florida’s independent automobile industry. One of the ways FIADA does that is by offering a wide-range of continuing education options through the Dealer Training School. The school's main instructors, Terry Myers and Kevin Scott, have a long history with the used car industry and provide students with integral insight into the business of selling automobiles. FIADA thought it would be interesting to talk one-on-one with Terry and Kevin and get their thoughts on working with students, challenges of the industry and strategies for success.

What is something you notice that most students/ new dealers have in common?

Terry: Excitement at the prospect of and being in control of their own future.

Many had been working under another dealer’s license and are ready to break out on their own.

Kevin: There are a wide range of people who come through Terry Myers has been teaching the classes so there’s a lot dealer license courses for 21 of variance between them. years. Last month, he taught his It’s always interesting to me 1,313th course for FIADA. to find out the background of the students. I’ve had students who were not even 18 years old yet to ex-fighter pilots and about everything in between. However, one thing they usually have in common is the desire to be their own boss, a business owner. They are entrepreneurs.

What do you think is the biggest take-away from the course?

Terry: Three ‘C’s: Confidence that there are no obstacles 16 — Independent Dealer — January 2019

too big for them to handle.

Contacts (DMV, FIADA members, Vendors, etc.) and continued Communication with those contacts is the secret to current and future long-term success.

Kevin: I always hope that the students leave the class thinking that the car business will be fun but also understand what a wide range of areas it covers.

Kevin Scott has been an There are various state and approved instructor for nearly federal requirements and 10 years and grew up around sales can happen locally or the car business. across the globe; from selling Buicks to exporting dump trucks. While one certainly can’t learn it all in two days, I hope they take-away the knowledge of where to find the information they need to be successful.

Is it beneficial for veteran dealers to take the new dealer course? Why/why not.

Terry: If not the veteran dealer, his/her head of staff. Dealer principals have a tendency to focus on narrow elements and not do that great of a job keeping up with regulatory www.fiada.com

changes. Most are too busy to take the needed time to stay updated and keep their staff updated. The result is missed opportunities and increased risk of violating legal changes. Sending key employees to the training session helps to make the dealership stronger and less vulnerable to costly mistakes.

Kevin: Yes. It’s two days that are full of information and nearly everyone (even life-long dealers) learns something.

I’d say one of the most common questions from existing dealers is, “When did that change?” Sometimes it’s a recent change but most of the time, it’s something that’s been in place for many years. It’s easy to get stuck in a “bubble” of your own business and not keep up with changes. Sometimes the information they learn even affects their bank account in a positive way!

What other courses do you teach, and who are they geared for?

Terry: FIADA courses I teach and maintain are the PreLicense course, Continuing Education course and the Title and Registration Course, live and online. Title and Registration is also approved for continuing education credits. Florida Auto Dealer School courses I teach and maintain are PreLicense and Continuing Education in a private setting, only for those who cannot make a public offering. RV and Mobile Home PreLicense courses are offered live and online. Rebuilding for Fun or Profit is online only. Ethics and Florida Law, live as requested by the dealer. Some dealership request I customize a presentation for topics they wish employees to be informed or updated about. The courses are geared for the ‘newbie’, the seasoned professional and their employees.

Kevin: I sometimes teach private classes for the Florida Auto Dealer School, which are on-site Pre License or Continuing Education classes. I also teach training classes for Wayne Reaves Software & Websites. It is a one-day course that covers the Dealer Management Software, Internet Marketing and many of the compliance www.fiada.com

items that come along with it.

What’s your advice to new dealers who are just starting their business?

Terry: You’ll never understand the future in you don’t take time to look at the past. Set aside one day a month to work on your business not in your business. On that day ask the question, “What the heck just happened?” Review sales to identify what made you a profit. Do you see that trend continuing? If so, buy more for next month. Do you see that trend continuing around the same time next year? Use this knowledge as a training tool, to be ready earlier next year. Next, take out the checkbook and credit card statement. Go over each line item and ask, “Is this something the dealership really needs?” If the answer is yes, ask, “can I get the same result with a different product at a less expensive price? Can I get better results with a different product for the same expense?” If the answer is yes to either question, then make plans to make the change on Monday. The bottom line is to improve profit. If there can be no improvement in profit or reduction of expense and this is a necessary item, then don’t worry about what you cannot change. Have a separate account for taxes. Hopefully, an interest-bearing account. Set up a retirement fund and put 5-10 percent from the front of each you take home. Encourage your employees to do the same. Have an operating account for monthly expenses. Have a Business plan. At the end of year one, you will know exactly what happened, not wonder what happened. Calendar time away from the office to spend with family. Success includes a family life. Your family likes gifts. The only gift you can give that has real value is yourself.

Kevin: Take advantage of the information and resources that are available to you. Attend industry related classes and events. Don’t be afraid to ask questions. There are a lot of moving parts to the auto industry. You can avoid many of the pitfalls by staying educated and learning from others.

There are many tools available to you. Everything from vehicle history reports, valuation tools, compliance tools, forms packages and advertising options like never before. Research and find which ones are the best fit for you.

Also, hopefully by the time they are a licensed dealer, they have a business plan. However, if not, they need to make one. I always ask the students how much money they plan to make on each car. Far too many say $500. I then ask how many cars they are going to sell a month. A few more questions and often times, it quickly becomes clear that the numbers they are coming up with won’t work.

Make a business plan, schedule time to revisit and review that plan. I'd also suggest they join the association and speak to some of the members before getting too far down the road.

This is a great business with a lot of great people who are happy to share their experience with you.

The Dealer Training School consistently sponsors new members.

What do you tell students that makes them see the value of membership and join?

Terry: Each Pre-License dealer candidate and licensed continuing education dealer is provided with an FIADA application at the beginning of each live course. This gives them something to look at, review and place into their mind. During the course, reference is made to the FIADA, the Executive Board and their various areas of expertise, the attorney the financial benefits available, the membership in the NIADA once they get their license, and a request for them to seek out and pick the brain of an Executive Board member near them after they leave. Those that have met with an FIADA member, comment upon the generosity of the member to share some knowledge. I also have created a twelve step “What do I do now that I have my license?” form they may request from the FIADA once they get their license. If the student chooses to not join in the class,

Continued on page 18.

January 2019 — Independent Dealer — 17

ONE-ON-ONE: DEALER TRAINING SCHOOL continued from Page 17

hopefully, reaching out to a member or the FIADA will be once more opportunity for them to join. For any that do not join by the conclusion of the course, resources mentioned above encourage them to reach out at a later date to the FIADA and/or FIADA members. Hopefully, that will be the right time for them to join.

Kevin: My dad opened his dealership in the 60’s and I managed or owned one from a young age. I share with the students what the association has done to help him, then myself, other dealers and the industry as a whole. I also try to give a recent example of what the association has or is doing for the industry. So, it’s a testimonial, of sorts. If that’s not enough, there are many coupons that come with a membership. There are enough auction coupons alone to actually make money by joining!

What are some common questions you get from either students, or dealers that have been referred to you through the technical assistance line?

Terry: The number one set of questions are sales tax related questions, such as selling a vehicle that is subject to sales tax at another state’s rate. The DR-123. Sometimes that is when then need to be reminded about the HSMV 84061. It is interesting to hear existing dealers ask, “When did that happen?”. Otherwise, the questions relate to something that just happened and they don’t want to ask their Compliance Examiner/Officer just yet. One unique call last year was from a dealer who had completed rebuilding a vehicle and needed to get it inspected and have it retitled as ‘Rebuilt’ to make it a street legal vehicle. While he was driving it on the roadway to the inspection appointment, another car rear-ended that vehicle. We discussed potential issues with insurance and law enforcement.

Kevin: By far the most common from existing dealers start out with, “Hey, glad you answered. So, I’m selling this car to a customer in another state…”. It’s out of state sales tax questions, by far.

Next might be, “When can I repo a car?” or “Can I sell a car to someone without a drivers license?”

Oh, I almost forgot, “I sold a car to someone a month ago and I still don’t have the title from the auction. What do I do?” (I cringe) What’s the biggest issue facing dealers today?

Terry: Establishing their unique identity as a dealer while keeping up with new and/or changing rules and statutes in addition to identifying who their customer is and then connecting with them legally and profitably.

Kevin: I think finding quality vehicles at a “fair” price. Years ago an independent dealer could go to an auction and buy as many vehicles as they needed, at a fair price. New car dealers didn’t keep high mileage cars so the quantity and 18 — Independent Dealer — January 2019

quality at the auction was plenty. Today, fewer make it to the auction and everyone is looking at the same sales data so the competition is tough and the margins are smaller. You have to be smart at this today. I was always told your money is made when you buy the car. I believe that’s still true today.

You have to do your research, always be on the lookout and if you can find a niche that works for you, that can be huge.

Next, I’d say is navigating the regulatory / legal side of things.

In addition to just trying to make a profit, there’s a plethora of things to stay on top of.

Though it’s all important, what is one thing you hope dealers take away from the course?

Terry: Everybody needs wheels. The dealer provides one of the most valuable services a customer can purchase. The dealer doesn’t just sell cars, truck, vans and motorcycles, etc. They sell what those vehicles mean to that person, their family now and in that family’s future. The customer can get wheels anywhere. What separates the dealer from all others is the dealer himself or herself. The customer will tell you what they want, what they need and what they can pay. To put the right car together with the right person for the right amount of cash, the dealer needs only to listen and then provide for that need, plus 10% more and he/she will have customers, retail and wholesale, for life.

Kevin: They can’t learn everything in two days so what I hope they take away is where to go for the information when they don’t know the answer.

Do the students taking the DTS course share with you their reasons for opening a used car dealership, instead of some other type of business? Is the answer fairly consistent, or does everyone has a different reason?

Terry: The number one reason is independence. To be their own boss and have control over their own destiny. Sometimes the response is a little different, but the reason is the same.

Kevin: The reasons vary but the common ones are: They just really like cars; they already have some business that is somehow associated with vehicles such as a vehicle repair or paint and body shop and want to add sales; or other times it’s not as obviously related. More like, they are in the construction business and know a lot about certain types of trucks or perhaps they sell lawn equipment and now want to sell trucks to haul the lawn equipment, things like that.

Another common answer is that the car business is one of the few places left that a person can work hard and make a good living.

Can you tell which students will succeed and which won’t?

Have you tracked that data at all?

Terry: No, I have learned to not judge on first impressions.

By the time the course is completed, there are some in which Continued on page 21. www.fiada.com

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Protect. Promote. Preserve.

Florida Independent Automobile Dealers Association

SINCE 1940

Why Join FIADA? REPRESENTATION A lobbyist and legislative committee that fights for you and the industry’s interests.

EDUCATION FREE continuing education and free unlimited technical assistance calls with FIADA legal counsel.

DEDICATION Access 100+ vendors who specialize in auto industry needs and over 800 dealers statewide who handle issues like yours.

SAVINGS Over $2,000 in FIADA member discounts and coupons that are available instantly with an easy to use mobile app.

DISCOUNTS Exclusive savings on advertising opportunities, DMS, financing, floorplanning, GPS and other dealer services.

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SUPPORT THE FIADA PAC Your PAC Contribution helps spread the awareness and gain support of issues affecting independent dealers in the state's capitol.

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$500

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_________

FCC Communications Consent: I understand that by providing my mailing address, email address, telephone number and fax number, I consent to receive valuable and timely communications via mail, parcel, email, telephone, text and/or fax from or on behalf of the Florida Independent Automobile Dealers Association (FIADA). This consent shall remain in effect until FIADA receives written revocation signed by an authorized representative.

800.237.0448 | Fax: 850-385-3251 | Email: info@fiada.com | www.FIADA.com | Florida Independent Automobile Dealers Association, 1840 Fiddler Court, Tallahassee, FL 32308

20 — — Independent Independent Dealer Dealer — — June January 20 20182019

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ONE-ON-ONE: DEALER TRAINING SCHOOL continued from Page 18

I have greater confidence they will succeed. Each one’s dream is equally important.

Every student who comes to the course has as great a chance of success in this industry and every other student. I hope that the training they receive, the various vendors they meet and membership in the FIADA will give them all the tools they need to succeed to the level they desire and deserve.

Even if there is only one in the course, they deserve the same attention and support as every other student.

My task is to treat each one as if they truly want to succeed and share with them material, direction and advice available to me at that time. They all come with dreams. My hope is that I can be a part of helping those dreams come true. One great reward for me is to learn that one of my past students is firmly established and their dreams of success are being realized.

"Success is the realization of a worthy goal.” is a favorite quote of mine from Earl Nightingale's Lead The Field.

they decide but I hope to convey that the shortcuts don’t lead to a healthy business.

How often is the course material updated/changed?

Terry: ‘Evaluate to Educate and Elevate’ is a statement that stares me in the face each time I sit to review the multiple courses being offered to dealer prospects and for the licensed dealers continuing education needs. Staying up with the industry for pre-licensing and Continuing Education presents a never-ending demand, as of this interview, PreLicense version #41 is in the completion stages. It will begin being

offered in Mid-January 2019.

Changes are constant, that is probably the reason prospective dealers must apply for and have their license issued within six-months of completing the two-day presentation. Failure to obtain a license within that time frame requires them to re-take the course and obtain a new Certificate of Completion.

At that point, a new six-months time frame starts again. For many newbie/ dealer prospects life gets busy, finding an approved location, family emergencies and other interruptions take place. Sixmonths seems like a long time. It isn’t.

Time happens. As-long-as laws and rules change, there will be new versions.

Kevin: I believe that I’m often right, certainly not always. It seems to be easier to spot the ones that won’t make it, than the ones that will.

No , (I have) not officially or statistically (tracked the data). However, it’s not uncommon for me to see or hear from past students. Sometimes I hear from them just for a general question or other times it’s because they are growing and have questions about that and on occasion, it’s because they have issues and are shutting down.

I’d have to say that the biggest indicator to me is usually the questions they ask and their mindset. Some of the students come up with absolutely great questions. It’s like, how come no one else has asked this fantastic question? Other times, I can tell the question is really more of a, “How can I get around this thing I’m supposed to do?” This gives me an opportunity to walk them through that whole thought process, potential consequences and hopefully, have them rethink it. It’s their business and they have to run it the way www.fiada.com

January 2019 — Independent Dealer — 21

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:____________________________________________________________________

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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

22 — Independent Dealer — January 2019

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D E A L E R O P E R AT I O N S

New Customers vs Repeat Customers

BY KENNY ATCHESON

New customer acquistion is expensive, so consider putting your resources towards keeping happy customers who keep coming back.

W

hen speaking at 20 Groups, conventions, conferences, or during private consultations, I ask what a dealer needs most. Usually the answer is one of the following or both: “More new customers.” “Better customers.”

The answer I rarely hear is: “More repeat and referral business.”

A Word on New Customers New customer acquisition is one of the most expensive investments business owners can make. You have not yet earned the trust of new customers.

They go through a longer process than do repeat and referral customers.

New customers typically require more advertising to get them to take action.

They may have to be followed up with more, which requires more labor cost from employees. Even when you earn the business of a new customer, their one-time experience has not earned you the right to be referred—just yet. The threshold for someone to refer business to your dealership is higher than buying for themselves. All business owners need a steady flow of new customers, but don’t forget about repeat and referral business.

Retention – Repeat Purchases Getting an existing customer to buy from you again is much easier than acquiring new customers. When you take the necessary steps, your existing customer will most likely skip straight to the last step—purchase. You already have their trust; they don’t need to 26 — Independent Dealer — January 2019

spend time researching your dealership.

They are familiar with your company, so they already know where you are and what it takes to do business with you.

If they enjoyed their experience, then interest and desire is already directed toward your business when the time comes to upgrade or another vehicle.

• Repeat customers are generally easier and more pleasant to deal with.

• Repeat customers are more likely to refer business.

• Repeat customers are harder for the competition to steal because of loyalty.

• Repeat customers put up less price resistance Going back to the second thing dealers always say they want, which is “better customers”—a repeat customer should be a “better customer.” You can upgrade your customer base by choosing those that you prefer and expend more effort to get them to buy again. In addition, birds of a feather flock together—the referrals you get from your upgraded customer base may have friends that you would consider better customers.

How to Improve Customer Retention?

How you treat the customer during and after the sale is the most obvious answer to that question. Perhaps you are friendly when they purchase, service their vehicle, or when they make their payments. Do you contact your customer or put your business/people/personalities in front of them at any other time outside of when they give you their hard-earned money? If not, you should.

Host large customer appreciation events yearly.

We recommended and then helped a client promote and organize an event last year. Two of the best sales weeks of the year were the week immediately before and after the party.

There is a right and a wrong way to host a customer appreciation party. If you focus on sales, it’s not a party— it’s a sales event. If you don’t promote the event enough to get a group to show up, it looks terrible. It looks like your dealership doesn’t have any happy customers. You must promote the appreciation party as hard as you would a sales event. It should be fun and it should be all about the customer.

Host small customer appreciation events quarterly.

Small events can be a free lunch and a car wash certificate designated on a specific day. These are inexpensive events to connect your customers with your team. Although these are small, they require face time. Don’t just send an appreciation gift. Have customers come in so your team can get human interaction.

Send a purchase anniversary and birthday card.

Some CRMs have this as an automated feature. This is not good enough. If you think it is, send an eCard to your mom for Mother’s Day and see how that works. It does not

Continued on page 31. www.fiada.com

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January 2019 — 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 Do you belong to a state dealer association? Does that dealer association have a code of conduct or code of ethics, and do you proudly display a copy of it on your dealership’s wall, out in the showroom where your customers can see it? If so, you might want to step over to the wall and read it. That statement of how your dealership does business can come back to haunt you if you are only “talking the talk,” but not “walking the walk.” Take a hard look at it and contemplate on how well your dealership is keeping its promises.

FEDERAL DEVELOPMENTS A New Sheriff is in Town. On December 6, the U.S. Senate, in a 50-49 party-line vote, confirmed Kathy Kraninger as the director of the Consumer Financial Protection Bureau, replacing acting director Mick Mulvaney. Kraninger previously worked as an associate director in the Office of Management and Budget. She will serve for a 5-year term.

What’s in a Name? Mick Mulvaney, who served as acting CFPB Director before Kraninger’s nomination and confirmation, had decreed a name change for the Consumer Financial Protection Bureau – he preferred the “Bureau of Consumer Financial Protection,” the name used in the Dodd-Frank Act. One of Kraninger’s first acts at the Bureau was to drop the name change initiative, so we’re 28 — Independent Dealer — January 2019

back to calling the Bureau the CFPB again.

Were You Thinking the CFPB Had Quit Enforcing the Credit Laws?

Think again. On December 6, the CFPB announced a settlement with State Farm Bank, FSB, for violating the Fair Credit Reporting Act, Regulation V, and the Consumer Financial Protection Act of 2010 in connection with its credit card lending and auto refinance loans.

Specifically, the CFPB alleged that State Farm obtained consumer reports without a permissible purpose, including obtaining consumer reports for the wrong consumer, not the consumer who had applied for a credit product; furnished to credit reporting agencies information about consumers’ credit that the bank knew or had reasonable cause to believe was inaccurate, including furnishing account information for the wrong consumer, reporting current accounts as delinquent, and reporting inaccurate payment histories and past-due amounts; failed to promptly update and correct information furnished to CRAs; furnished information to CRAs without providing notice that the information was disputed by the consumer; and failed to establish and implement reasonable written policies and procedures regarding the accuracy and integrity of information provided to CRAs. The consent order requires State Farm to implement and maintain policies and procedures to address

the alleged violations and to develop a compliance plan designed to ensure that its consumer credit reporting activities comply with federal law.

Wave That Red Flag! On December 4, the FTC, as part of its periodic review of current rules and guides, issued a request for comment on its Red Flags Rule, which requires financial institutions and some creditors to implement a written identity theft prevention program designed to detect the “red flags” of identity theft in their day-to-day operations, take steps to prevent identity theft, and mitigate its damage. Comments are due by February 11, 2019.

Report Card Time. On December 4, the CFPB issued its annual Fair Lending Report to Congress highlighting the CFPB’s fair lending activities in 2017. The report addresses, among other things, (1) the CFPB’s oversight and enforcement of federal laws intended to ensure the fair, equitable, and nondiscriminatory access to credit, including the Equal Credit Opportunity Act and the Home Mortgage Disclosure Act; (2) the CFPB’s coordination with other federal and state agencies to promote enforcement of federal fair lending laws; and (3) the CFPB’s fair lending education initiatives.

CASE OF THE MONTH Arbitration Agreement in Retail Installment Contract Covered Car Purchasers' Defamation Claim www.fiada.com

Against Dealership Arising from purchase. See Countyline Auto Center, Inc. v. Kulinsky, 2018 Fla. App. LEXIS Salesman's Statements: After a 16684 (Fla. App. November 21, 2018). dealership repossessed a car by mistake, the car owners sued the Tom (thudson@hudco.com) and Nikki (nmunro@hudco.com) are partners in the dealership for claims arising from law firm of Hudson Cook, LLP. For information, visit www.counselorlibrary.com. the repossession and included a Copyright CounselorLibrary.com 2017, all rights reserved. defamation claim based on the conduct of a dealership salesman.

The car owners alleged that the salesman, who lived in the same condominium complex as the owners and many of their business customers, told other members of the condominium community that the vehicle was repossessed because the owners were in financial difficulty. The owners asserted that the dealership was vicariously liable for damages caused by the salesman's defamatory statements. The RIC contained an arbitration clause that covered, among other things, any claim or dispute in tort that PAID ADVERTISING "arises out of or relates to" the credit application, purchase, or condition of the vehicle. The dealership moved to compel arbitration. The trial court ruled that the defamation claim was not covered by the arbitration clause, but the state appellate court reversed your approach to F&I compliance and remanded for entry of an order compelling arbitration of the WITH THIS SPECIAL OFFER... defamation claim. The appellate court noted that the arbitration language Subscribe to Spot Delivery and, at no expressly contemplated tort actions. additional Subscribe charge,towe will send you a The appellate court also determined Spot Delivery and, at no that the addition of the words copy of your choice of any of our legal additional charge, we will send you a "relates to" broadened the scope of copy of yourCARLAW, choice of any of our legal II compliance books, CARLAW the arbitration provision to include compliance books, CARLAW, CARLAW II all claims, including tort claims,Street Legal or CARLAW III Reloaded.

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January 2019 — Independent Dealer — 29

INDUSTRY NEWS

News and headlines of interest to the Florida Used Car Industry and beyond

Palm Tree Auto Sales Gives Away a Holiday Surprise

The Compagno family worked with the Martin County School District to gift a vehicle to a dedicated employee.

The Martin County School District delivered a New Year’s surprise to a dedicated employee on Wednesday.

Mario Gonzalez, his wife, and their children moved to Martin County two years ago after witnessing the devastation caused by catastrophic storms in Puerto Rico.

The School District said he's a middle school custodian who works tirelessly to maintain clean and inviting learning environments for children, teachers, and staff members.

As a special reward, the MCSD partnered with Palm Tree Auto Sales of Stuart to surprise the family with a Cadillac Deville.

"I want to say thank you for this vehicle that they donated to me and my family," said Gonzales.

Palm Tree Auto Sales donated the vehicle, which has been completely serviced, and hopes it’ll add some holiday cheer to the family’s winter break.

"So you and your wife and your two boys could be riding in style," said Superintendent Laurie Gaylord.

Have You Heard About the BHPH Commission?

Experian Expands Sources for Credit Scores

NIADA website shines a lite on BHPH

NIADA works as the voice of the Buy Here Pay Here community, educating legislators on the impact of proposed laws and providing an accurate view of the challenges that independent dealers face every day. Check out the new website at www.niadabuyherepayhere.com that is working towards that goal.

The school district, the Stuart-Martin County Chamber and other community leaders made this a reality.

Lisa Compagno with Palm Tree Auto Sales said, "We figured out a vehicle that would make sense for donation purposes and we wanted to make sure it was reliable and would fit his needs."

Source: WPTV, West Palm Beach

New Experian Boost will help customers boost their credit Experian will launch Experian Boost, a free online platform that allows consumers to influence their credit scores.

Through the new platform, consumers can grant permission for Experian Boost to connect to their online bank accounts to identify and access utility and telecommunications payments. After a consumer verifies the data and confirms they want it added to their Experian credit file, an updated FICO Score is delivered in real time.

Experian expects consumers with thin credit files (less than five trade lines) and scores between 580 and 669 will benefit the most from the new product.

Source: Used Car News

30 — Independent Dealer — January 2019

www.fiada.com

Investing in Repeat Customers continued from Page 26.

have the same affect. There are all kinds of research to support the importance of holding something physical in your hands versus digital. I won’t quote it all here. Just know that it is proven to be a lot more powerful.

Send a print newsletter to communicate, update, and appreciate.

Regular communication breeds familiarity and trust to form a stronger bond and loyalty. It puts your dealership brand in front of your customer so that you are “top of mind.” Newsletters are a relationship tool. When you regularly offer value, updates, and occasional personal information, it “humanizes” your business.

Humanize Your Business Be less logo and cars. Be more faces, humans, and interaction. Talk and type human-to-person and not business-toprospect. Check in on your customers once in a while. Let them see your

human side. Have a face and personality to the business. When you are known as a person and not just a business, people are less likely to tear into you after a disappointment. The bond you create with your customer is much stronger human-to-human rather than using a logo and a catchy jingle.

Listen – Everyone Wants To Be Heard No real relationship is one person doing ALL of the talking. Give your customers a voice. Give your customers an opportunity to provide feedback without a ridiculously long survey. By doing so, you may find things that you didn’t know are wrong. There will always be challenges. No one is perfect. Many of your customers will forgive messups, but only if the problem is fixed in a timely fashion. The White House Office of Consumer Affairs revealed that 1 out of 26 unhappy customers bother to complain. What are the chances that the other 25 purchase again?

Use a customer feedback system to give your customers a voice, keep most complaints internal, build a vault of testimonials to use in all of your marketing, and keep your employees on their toes.

Kenny Atcheson is the founder of Dealer Profit Pros and author of Marketing Battleground: How to Deploy Underthe-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-Per-Click Management, Facebook Pay-Per-Click Management, Direct Mail Campaigns, Copywriting, and more. His website can be found at www.

DealerProfitPros.com

2018-19 FIADA EXECUTIVE COMMITTEE:

BRAD JOEL

President Splish Splash Auto Sales Princeton, FL 33032 (305) 258-1191

Senior Vice President Palm Tree Auto Sales Stuart, FL (772) 288-2099

LISA COMPAGNO

SCOTT LANIER, CMD

LUIS GIRALDO

BRANDI NOEGEL

STEVE MARBAIS, CMD

Regional Vice President Veneauto Cars Gainesville, FL (352) 870-2278

www.fiada.com

Regional Vice President Noegel’s Auto Sales Starke, FL (904) 964-6461

Chairman of the Board Credit Cars Orlando, FL 32808 (407) 295-6211

Regional Vice President Marbais Enterprises, Inc. Ocoee, FL (407) 877-7422

FRANK FUZY

JENAY RHOADS

Secretary Treasurer Century Motors of S. Fla., Inc. Florida Auto Exchange Co., Inc Pompano Beach, FL 33064 Dunedin, FL (954) 785-0369 (727)-796-2886

TREVER VARNEY

Regional Vice President Next Ride LLC Largo, FL (727) 559-1191

JIM WINTERICK, SR.

Regional Vice President Gulfstream Motor Credit Miami, FL (305) 253-2335

January 2019 — 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

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

PAID ADVERTISING

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

32 — Independent Dealer — January 2019

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