www.FIADA.com
JUNE 2016
Information and Insight for Florida Used Car Dealers
The FIADA Annual Convention & Trade Show is getting close. Hedge your bets, and register now. PAGE 16
FULTON, MO PERMIT NO. 38
PA I D PRST STD U.S. POSTAGE
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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 Jim Winterick, Sr. President Lisa Compagno Senior Vice President Dino Mercurio Chairman of the Board Govinda Romero Secretary Scott Lanier, CMD 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:
Contents June 2016
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 Jim Winterick, Sr.
6
Executive Director’s Message Lisette Mariner, CAE
8
Member News
10
Keys to Insurance Taking a closer look at the Garage Keeper's policy.
12
Town Hall Make plans to attend the upcoming FIADA Town Hall and Board of Director's Meeting on July 15-16 in Daytona Beach.
14
Back to Basics Important phone numbers and information you'll need in case of a disaster.
16
2016 FIADA Annual Convention Preview and Registration Don't Gamble on Your Future! Attend the FIADA Annual Convention at the Renaissance Orlando at SeaWorld.
20
Rules to Thrive in any Economy Take a look at these suggestions on how to stay on track when the economy is not.
24
Changes on the Way for Overtime Pay The new federal guidelines are out for overtime pay and what it will cost you.
26
Why Join an Association, and Why it Should Be the FIADA There are perks to being a part of a group, especially the Florida Independent Automobile Dealers Association.
30
Industry News
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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June 2016 — Independent Dealer — 3
FROM THE PRESIDENT
The Best of the Best BY JIM WINTERICK, SR., FIADA PRESIDENT
I
f you were not in Las Vegas you missed the premier national event of our industry. Many money-saving and money-making ideas were exchanged. There were many dealers getting together to help other dealers. The free exchange of new information formatted to fit anyone’s needs. If you were there you probably know that our own Executive Director Lisette Mariner was recognized as Association Executive of the Year. This award is given annually by the National Independent Auto Dealers Association. It means we have the best of the best doing the day-to-day business of your association. Lisette is the operating person in Tallahassee overseeing our office and coordinating our efforts as dealers. She is in the legislature, at meetings, and working with lobbyists, including our own Sandra Mortham. You will find Lisette at membership drives signing dealers and serving as ambassador for the Association. She is always on board with helping identifying dealer problems and coming up with solutions. Lisette facilitates, oversees, and executes the plan we dealers have for our continued viability and does it all within budget. She is the reason we have a successful association. We are very fortunate to have someone of her background and quality to be our Executive Director. She is what shows we are professionals. The best of the best. Congratulations to her and thank you for guiding Florida dealers. Together we grow and prosper. As of this writing I do not know the outcome of Florida’s Quality Dealer Scott Lanier of Credit Cars Orlando, but our fingers are crossed in expectation of recognition for Scott and winning the National award. If you missed the National convention do not be forlorn, your state association’s is coming. We are meeting at the Renaissance at SeaWorld Orlando October 20 through 23. This event is a must attend event for we Floridians. There will be educational sessions that will count toward your CE requirements for license renewal. There are informational meetings for retail, BHPH, LHPH, and wholesale--if it has anything to do with the business of selling used vehicles this is where you want to be. There will be vendors that want to help you be a better, more profitable dealer. And of course the free exchange from one dealer to another of how to make more money for our continued success. You can save money on your convention investment by registering early. If you are a new member and this is your first convention there are even more savings. I look at this as an investment and not an expense. Personally I have come back with many new ideas from every convention and implementing them has always been a greater return than the registration fees I paid. Invest in your business success by attending the convention. I guarantee
4 — Independent Dealer — June 2016
you cannot make a better decision this year than choosing to go. I want to encourage you to get involved. Remember, it’s not their association; it’s your association. How often we members are confronted by our fellow dealers with, “You know what you need to work on?” “You know what problems I am having with (insert the entity of choice)?” “The association should do this or that.” While we appreciate having problems identified, it is to no avail if they are not worked on. Whenever someone tells me “you need to”, I respond with, “great idea, we need someone to chair that committee and I think you would do a great job of it.” You see we are all members in this business. Together we can all grow, prosper and contribute. If you leave it to someone else to do than all you are doing is perpetuating the problem. Many times someone has said to me you can’t get that through the legislature, or congress won’t do that. It is amazing what can happen when you focus and get a movement going. Most of our issues are nothing more than common sense resolutions to common issues. Resolving them takes a team--an association. We are the trade association representing the Independent (used car and truck) Dealers of the state of Florida. Together we can keep our businesses growing today, tomorrow and into the future. We must come together or many will not survive. The Independent Dealers must be dependent on each other to protect and grow our business. No one else will do for us what we are not willing to do for ourselves. Members we need your help, get involved! We are having a Town Hall meeting in Daytona July 15th and a Board of Directors meeting the 16th. We need you there. Bring a friend; bring a non-member show everyone that you care about your business. We dealers who will be there care about all of our businesses. We volunteer our time and our own money to work on dealer issues for all the Independent Dealers of Florida. If you aren’t putting anything into this business, only taking, then stop it! Get into the business of your association. Your future success and the ability to operate depends on it! Looking forward to meeting all of you in Daytona and SeaWorld Orlando. Until then, great selling and good profits! Jim Winterick Sr. FIADA President www.fiada.com
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EXECUTIVE DIREC TOR’S MESSAGE
Email Challenges and How to Fix Them BY LISET TE MARINER, CAE, EXECUTIVE DIRECTOR
E
mail has become an important form of communication. It’s what many state regulatory agencies use to send notices because it’s fast and fairly inexpensive. With so many email scams out there what’s a person to do? There are many ways to combat email overload. I have several things I use myself. You need to find a system that works for you. There are many articles online that offer tips and tricks. Here are mine.
like me and that doesn’t work for you, use the two minute rule. If you can answer it in two minutes go ahead and then delete it or file if necessary. If not, set it aside in the action needed file and then make sure you have on your schedule time to respond to email. Remember, sometimes you don’t have to be the one that responds. Delegate when you can. Also, don’t get trapped in the constant back and forth of email. If it’s going to take questions back and forth, sometimes it’s easiest and more efficient to just pick up the phone and talk to the other person.
Lastly, take out the trash. Make it a habit to empty your trash First, organize your email. I have an FIADA account that I folder. Trash is just that, trash, not meant for you to go back use of course for business. I set up folders like Action Needed, Member Question, VIP, Committee and Newsletters. Your folders can be as easy as Keep your inbox open for important messages Action, Waiting, Reference and Archive from @fiada.com and @flhsmv.gov or as detailed as customers and sales reps. Outlook, Gmail, Yahoo, etc. enable you to set up rules so that when email arrives it and look through. If you think you need it, archive it. The can be directed into one of your designated folders. Then search tool is always a great tool to find a message that has I have three personal accounts. One I provide to vendors been archived. You can set it to empty automatically when you (that’s my junk email), one I provide to important outlets shut down the program for the day. such as my children’s school, and then the last one is for boards that I serve on. My phone makes it easy for me to Remember to update your email with the Department of have all these email accounts in one place for easy access. I Motorist Services. Don’t use a staff person’s address that find that I unsubscribe and trash alot of mail. One tool that might not be there and important email is lost. Often times, has been helpful is unroll.me, a free service that will roll up the department is sending courtesy notices that they need your subscriptions into one email and unsubscribe you from information such as your updated garage liability certificate unwanted emails. before they send notice via mail with the fine that you are out of compliance. You can spend an inordinate amount of time on email. One strategy you can use is to check email only at set points Hopefully, you’ll regain control over your email and keep your during the day. For instance, you may decide that you’ll only inbox open for important messages from @fiada.com and @ check your email first thing in the morning, before lunch, flhsmv.gov. and at the end of the day. You can set automatic replies that set the expectation for people as to when you’ll reply. If you’re 6 — Independent Dealer — June 2016
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MEMBERSHIP NEWS
New Members
MAY 2016
427 MOTORSPORTS LLC Tallahassee, Florida Ralph Torres Sponsor: Terry Myers
HIGHWAY 17 MOTORS Green Cove Springs, Florida Brad Wimberly Sponsor: Auto Credit
MIAMI AUTO COLLECTION INC Miami, Florida Michelle Olbe Sponsor: FIADA
MARCUS ARAJUO Miami, Florida Sponsor: Terry Myers
INSURANCE AUTO AUCTIONS Orlando, Florida Michael Whalen Sponsor: Jeff Zupec
PRADO AUTO SALES Miami, Florida Alejandro Prado Sponsor: NIADA
INTERNATIONAL AUTO SALES Tampa, Florida Kenny Montero Sponsor: FIADA
PROGUARD WARRANTY INC Pittston, Pennsylvania Christopher Moore-Luzerne Sponsor: Amelia Tillman
LDB MOTORS LLC Orange Park, Florida David Elaty Sponsor: Terry Myers
QUALITY CONCRETE PUMPS, LLC Jupiter, Florida Jacob Bynum Sponsor: FIADA
MAGIA MOTORS CENTER Miami, Florida Richard, Lopez Sponsor: NIADA
S.R. DAYTONA Daytona Beach, Florida Fabien Guichard Sponsor: FIADA
CRAIG'S AUTO SALES INC Lake City, Florida Craig Holder Sponsor: John Cousins / Dealers Auto Auction CROWN AUTO & FLEET SERVICES, INC. Ocala, Florida Howard Kleinberg Sponsor: FIADA CUAUTOBRANCH Tampa, Florida Arthur Muley Sponsor: DMV
RAY SEPULVEDA Orange Park, Florida Sponsor: Terry Myers ADAM SHAHAN Clermont, Florida Sponsor: Terry Myers SIMON SAYS ETC CORP Cape Coral, Florida Michael Simons Sponsor: Kevin Scott SPOERLEIN AUTO SALES Lakeland, Florida Ronald Spoerlein Sponsor: Amelia Tillman UNIVERSAL AUTO TRADE LLC Kendall, Florida Sebastian Pozo Sponsor: FIADA
Rejoining Members
MAY 2016
B&T AUTOSALES Bradenton, Florida Robert Reyes Sponsor: FIADA
ELXSI DBA CUES Orlando, Florida Marie Zimbler Sponsor: Amelia Tillman
HANDICAPPED DRIVER SERVICES - FL, LLC Jacksonville, Florida Aaron Gardner Sponsor: Amelia Tillman
ROCK BOTTOM AUTO SALES, INC. Hudson, Florida Mario Vavoulis Sponsor: Amelia Tillman
CHARLESTON AUTO AUCTION Moncks Corner, South Carolina Jason Moritz Sponsor: Amelia Tillman
GENERAL BAITOA AUTO SALES INC Tampa, Florida Carlos Nunez Sponsor: Amelia Tillman
MULLIGAN MOTORS INC. Miami, Florida Dan Mulligan Sponsor: Jim Winterick Sr.
SAFE FINANCIAL GROUP LLC Miami, Florida Sponsor: Equifax
Renewing Members
MAY 2016
30+ Year Members 3445 Car Store, Inc. K.K. Car Company, Inc. Tallahassee Auto Auction Turnpike Motors 20+ Year Members Carmax Auctions J-Linn Motors Lash Auto Sales Taylor Morgan, Inc. dba Network Auto Sales 10+ Year Members Auto Select Autoshopper.com Magazine Buyer's Zone, Inc. Car Credits Creel Motors GWC Warranty Corporation of Florida Maher Chevrolet Spanos Imports Stepanek's A/S & Service, Inc. Ted's Auto Sales, Inc. Under 10 Year Members A & B A/S of Jacksonville, Inc. ABCOA/Deal Pack Software American Classic Car Sales Ashton Agency, Inc.
8 — Independent Dealer — June 2016
Saint Petersburg, Florida Lake Worth, Florida Tallahassee, Florida Pompano Beach, Florida Richmond, Virginia Clearwater, Florida Lakeland, Florida Jacksonville, Florida Saint Augustine, Florida Lakeland, Florida West Palm Beach, Florida Tampa, Florida Saint Petersburg, Florida Wilkes Barre, Pennsylvania Saint Petersburg, Florida Daytona Beach, Florida Vero Beach, Florida Saint Petersburg, Florida Chipley, Florida Jacksonville, Florida Sarasota, Florida Winter Park, Florida
SILVERAUTO Zephyrhills, Florida Allan Tesini Sponsor: Amelia Tillman Aubrey's Auto Sales Delray Beach, Florida CarBucks Greenville, South Carolina Cars Unlimited Tampa, Florida Carsforsale.com Sioux Falls, South Dakota Central Florida Sales & Leasing Orlando, Florida Checkered Flag Auto Sales Lakeland, Florida Crown Motors of Tallahassee, Inc. Tallahassee, Florida Eddie Anderson Motors LLC Lakeland, Florida eMotorcars of Florida Holly Hill, Florida First Auto Sales Bradenton, Florida Genuine Motorcars, Inc. Saint Petersburg, Florida Godby Enterprises DBA Universal Auto Sales of Plant City Plant City, Florida Highway Motors Inc Weeki Wachee, Florida Melbourne Auto Mart, Inc. Melbourne, Florida Millennium Luxury Coaches Sanford, Florida Millennium Motors Winter Park, Florida Motorcars of Distinction Riviera Beach, Florida Motorgroup Delray Beach, Florida Ocean Auto Sales of Miami, Inc. Miami, Florida OK CARZ Lakeland, Florida PFS Financial Services of Florida Tampa, Florida South Side Kia Jacksonville, Florida Streetside Classic Cars Lutz, Florida Tallahassee AutoFinance dba Gary Moulton Auto Cent Tallahassee, Florida Tomlinson Motor Company Gainesville, Florida Your Auction of Tampa Bay St Petersburg, Florida
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KEYS TO INSURANCE
Knowing (and Understanding) Insurance Coverages BY ERIC LINK, ALL AMERICAN BONDS AND INSURANCE
There are a lot of terms and conditions in insurance policies. To make sure your dealership is fully covered, it is important to familiarize yourself with the basics, starting with the Garage Liability policy.
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
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
The Garage Liability policy is comprised of several different insurance coverages including your liability to the general public, both on the premises and in an automobile. Additional coverages including Uninsured Motorist, Medical Payments and Personal Injury Protection are also available under the Garage Liability policy. 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 10 — Independent Dealer — June 2016
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, 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 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 www.fiada.com
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. 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 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. 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 “no-fault” state, thusly requiring vehicle 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 of All American Bonds and Insurance is a FIADA Preferred Insurance Partner. You can reach him at (844) 321-BOND or visit his website at www.quickerbonds.com. www.fiada.com
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TOWN HALL MEMBER 2016
Join us for a day of learning and networking where you will have the opportunity to ask industry experts important questions as well as get up-to-date on the latest legal issues facing auto dealers.
FRIDAY
FEATURED SPEAKERS
July 15, 2016 10:00 AM - 2:30 PM Daytona Beach Resort 2700 North Atlantic Ave Daytona Beach, FL
ROB SICKLES FIADA Attorney of Record Legal Update
SEN. DOROTHY HUKILL Florida Senate Legislative Update
register online at www.fiada.com/events Town Hall meetings are FREE for all dealers to attend, both members and non-members. Attendees enjoy a complimentary lunch made possible by event sponsors Auto Data Direct, Inc. and Wayne Reaves Software.
come for the town hall and stay for the fiada board of directors meeting Here’s your chance to help your industry. Attend the FIADA Board of Directors meeting and offer your input and insight. All members are encouraged to join the conversation on Saturday, July 16. Details available at FIADA.com 12 — Independent Dealer — June 2016
www.fiada.com
You never stop improving. Neither do we. This year, ADD will add Florida’s new, modernized Electronic Filing System (EFS) to its suite of Dealer Services! With EFS, dealers can electronically submit permanent title and registration information through the ADD web portal, and will have a metal plate and registration decal inventory to be issued at the point of sale.
• Scan and submit supporting documentation electronically.
• ADDTag temporary tags will still be available to EFS participants
• No additional software or sign up
For more information, visit ADD123.com, call 866-923-3123 or email us at info@add123.com ADD is an FIADA Preferred Partner. Use promo code FIADAELT at sign up and receive free account activation!
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fees required for access to EFS!
Come see why thousands of Florida dealers choose ADD!
www.fiada.com -4525 ADD FIADA Ad EFS.indd 1
June 2016 — Independent Dealer — 13 2/25/16 8:27 AM
BACK TO BASICS
Disaster Awaits...Are You Ready Financially? BY TERRY MYERS
After you dry-out from Florida's first named storm of the season, take a minute to make sure your financial information and paperwork is ready to grab-and-go.
F
lorida’s Chief Financial Officer Jeff Atwater penned an article in this month’s Insurance insights, entitled Emergency Financial Preparedness. Fire, Flood, Tornados, Hurricanes, Theft, Accidents, are all elements that can devastate and even ruin a lifetime of dedicated work. Not only can they wipe out the past, they can also wipe out the future for the unprepared. Home and business, both need your undivided attention, now. Here are some excerpts from his letter: More than ten years have passed since Florida faced a major hurricane, but as the 2016 hurricane season approaches, I encourage all Floridians to dust off their family's [and business] hurricane plans and prepare for the possibility that a storm could hit Florida's shores. I encourage all Floridians to use this week to put together an [home and business] insurance and financial packet that you keep in a safe place and can easily take with you should you need to leave your home [and business] in a hurry. Having these documents put together ahead of time allows you to have ready access to all of the information necessary to file an insurance claim, 14 — Independent Dealer — June 2016
whatever your situation may be. We've created a simple, easy-to-use financial preparedness toolkit. http:// www.myfloridacfo.com/Division/ Consumers/Storm/documents/ EmergencyFinancialPreparedness Toolkit.pdf. In the aftermath of a hurricane or other emergency, you shouldn't have to worry about searching for account information or trying to remember the details of all your possessions.
QUICK REFERENCE: EMERGENCY CONTACTS FLORIDA DEPARTMENT OF FINANCIAL SERVICES CONSUMER HELPLINE 1.877.MY.FL.CFO/(1.877.693.5236) DFS STORM HOTLINE 1.800.22.STORM/(1.800.227.8676) DFS STORM HOTLINE 1.800.22.STORM/(1.800.227.8676) STATE OF FLORIDA EMERGENCY INFORMATION 1.800.342.3557 FEDERAL EMERGENCY MANAGEMENT AGENCY (FEMA) 1.800.621.FEMA/(1.800.621.3362) AMERICAN RED CROSS 1.866.GET.INFO/(1.866.438.4636)
Luckily, emergency financial documents are among the easiest things to prepare, ensuring you have everything you need readily available. To download a copy of the toolkit and to learn more about other resources we make available to help you become disaster ready, visit http://www. myfloridacfo.com/division/Consumers/ Storm/. You can also download the following in both English and Spanish: • Natural Disaster Guide - Are You Prepared? • Insure-Make Sure Your Property is Adequately Covered • Secure - Gather Important Documents and Know Your Evacuation Plan • Recover- Know Your Rights When Mediating Losses • (Video) How to Protect Your Home or Small Business from Disaster Thank you to Jeff Atwater. The videos are excellent! Contact one of the FIADA Insurance vendor agents and discuss your dealership’s level of preparedness, to recognize gaps that need filling in by available outside insurance or self-insuring. For the list, go to http://www.fiada. com/?page=PreferredPartners. Remember, “Obtaining coverage is NOT possible when there is a named storm off the coast.” Please take a moment from your schedule today, to help secure your tomorrows. 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.
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June 2016 — Independent Dealer — 15
MEMBERS SAVE! Convention is coming! Have you renewed your FIADA membership? FIADA
members save on the annual convention registration and receive updates on convention events.
Don’t Gamble on Your Future! Make plans today to attend the FIADA 2016 Annual Convention, October 20-22, 2016.
The host hotel for the 2016 Annual Convention is
RENAISSANCE ORLANDO AT SEAWORLD 6677 Sea Harbor Dr, Orlando, FL 32821
Don’t miss these keynotes scheduled to appear.
ERS MASTuthor Y D N a A inning Award-waker. and spe
MARTY COATES Sales and leadership expert. To receive the group rate of $159 per night, call (800) 468-3571 and tell them FIADA Convention. Reservations must be made by September 29, 2016. Thank you to our current sponsors
More speakers and seminar topics will be released soon. Stay up with the schedule at FIADA.com or on Facebook/FLIndAutoDealersAssoc. 16 — Independent Dealer — June 2016
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June 2016 — Independent Dealer — 17
2016 FIADA ANNUAL CONVENTION
OCTOBER 20-22, 2016 | RENAISSANCE ORLANDO AT SEAWORLD COMPANY INFORMATION Company:___________________________________________________________________________________________________________ Address:__________________________________________________ City, State, Zip:_____________________________________________ Phone:___________________________________________________ Fax:______________________________________________________ E-mail:___________________________________________________ Website:__________________________________________________
REGISTRATION INFORMATION FIADA MEMBER DISCOUNTED REGISTRATION RATES
EARLY BIRD (3/1 - 8/31)
REGULAR (9/1 - 10/14)
ON-SITE (10/15 - 10/22)
[
] $249
[
] $299
[
] $349
Badge Name:___________________________________________________________
[
] $195
[
] $195
[
] $195
Badge Name:___________________________________________________________
[
] $195
[
] $195
[
] $195
[
] $100
[
] $100
[
] $100
[
] $99
[
] $124
[
] $149
Badge Name:___________________________________________________________
[
] $299
[
] $349
[
] $399
Badge Name:___________________________________________________________
[
] $195
[
] $195
[
] $195
Badge Name:___________________________________________________________
[
] $195
[
] $195
[
] $195
[
] $100
[
] $100
[
] $100
[
] $124
[
] $149
[
] $175
MEMBER
FULL ACCESS PASS Badge Name:___________________________________________________________
ADDITIONAL FULL ACCESS PASS (Available with purchase of Full Access Pass)
SPOUSE FULL ACCESS PASS (Available with purchase of Full Access Pass) Badge Name:___________________________________________________________ EDUCATION PASS (Does not include meals) Badge Name:___________________________________________________________
NON-MEMBER REGISTRATION RATES
FULL ACCESS PASS NON ADDITIONAL FULL ACCESS PASS (Available with purchase of Full Access Pass) MEMBER
SPOUSE FULL ACCESS PASS (Available with purchase of Full Access Pass) Badge Name:___________________________________________________________ EDUCATION PASS (Does not include meals) Badge Name:___________________________________________________________
FULL ACCESS AND SPOUSE FULL ACCESS PASSES includes all meal functions, seminars and exhibit hall access and is eligible for continuing education credit. Additional Full Access passes and Spouse pass are only available with a Full Access registration. Valid FIADA membership required for FIADA member registration rates. CHILD REGISTRATIONS AVAILABLE Contact FIADA at (800) 237-0448 for details and to register.
TOTAL:
$
PAYMENT METHOD [
] I have enclosed a check made payable to FIADA
[
] I will be using a credit card
Name (as it appears on card):_____________________________________ Company:______________________________________________ Credit Card Billing Address:______________________________________________________________________________________________ Credit Card Number:________________________________________________________________
Exp Date:_________________________
Authorized Signature:_______________________________________________________________ CC Security Code:___________________ CANCELLATION POLICY: If cancellations are received in writing before 5pm on Monday, September 19, 2016, we will refund your registration fee. If cancellation is received between 9/20/16 and 10/13/16, we will refund your registration fee less a $25 processing fee. Fees cannot be refunded for registrations cancelled after 10/13/16 or for no-shows. PHOTO/VIDEO RELEASE: By registering for the 2016 FIADA Annual Convention, I hereby grant permission to use any and all photographic imagery and video footage taken of me at this event and activities pertaining to this event, without payment or any other consideration. I understand that such materials may be published electronically or in print, or used in presentations or exhibitions.
HOTEL INFORMATION: Renaissance Orlando at SeaWorld. Hotel stay is separate from convention registration. Reservations must be made BEFORE SEPTEMBER 29, 2016 to qualify for group discount of $159 per night (plus tax) For reservations call (800) 468-3571.
Return this completed form, or register:
Mail: 1840 Fiddler Court, 18FIADA, — Independent Dealer —Tallahassee, June 2016 FL 32308
Fax: (850) 385-3251
Online: www.FIADA.com
Call/Text: (800) 237-0448 www.fiada.com
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June 2016 — Independent Dealer — 19
SALES & MARKE TING
Rules to Thrive in any Economy
job is to help buyers select the right vehicle, the "now" becomes irrelevant. Whether a buyer completes a deal today or next week doesn’t matter; what matters is that they buy, and buy from your business.
BY RICHARD F. LIBIN
Educate and train constantly
Be a true leader and use these rules to ensure your business not only survives, but thrives, in any economy! Learn to adjust your management style to motivate your team and increase performance.
H
ow many more businesses will close their doors this year and blame “the economy?” For a large number of these businesses, shutting the doors could be considered “cop-out closures,” businesses that opt to give up, throw in the towel or take the easy out now that there’s something other to blame than poor management. The good news is that every closure represents a tremendous opportunity for businesses who intend not just to survive, but to thrive. While there is no simple recipe, these rules will help ensure success.
Control your own destiny
Become a true leader, despite what’s happening around you. Stand up and make things happen. It takes a real leader to do that in the face of adversity.
Create an elephant list
Sometimes there are no quick fixes, but even a month can make a difference. The 30-day Fix: Create an Elephant List and work it – “one bite at a time.” Use a legal pad and for 30 consecutive days, write down every problem that comes up and what was done to correct it. At the end of 30 days, look at the very first problem you recorded. If it’s still there, come up with a real permanent solution, not 20 — Independent Dealer — June 2016
just a “quick fix” to get it off the list. Elephants have small brains, so not every “solution” will be well thought through the first time. Keep working each problem until it no longer exists – one bite at a time.
Roll out the red carpet
Instill the “Red Carpet Treatment” philosophy throughout the organization and create clients who buy because of their relationship with your business and the star treatment they receive, not because of price. A red carpet is traditionally used to welcome VIPs such as dignitaries and celebrities at events. Who in your business is more of a VIP than your customer? Be willing to go the extra mile to “wow” your VIPs, from their first greeting to the delivery of their vehicle.
Work every opportunity fully
Focus on closing not on generating leads. Turn buyers into loyal clientele by helping them buy the vehicle they want. Ask the right questions and listen to the customer’s needs, wants and desires. Adopt a positive attitude for positive results. Don’t turn buyers into shoppers by pushing them to “buy now!”—customers have no other reason for being in your business other than to buy at some point. When salespeople understand that their
Provide education, hands-on training and practice for salespeople and managers that shows them how to follow-up and pursue sales through delivery and beyond. Teach them to use a customer-focused approach – not high-pressure sales tactics. Demonstrate not only how the process works, but your willingness to lead and work with them. Monitor, assess, pinpoint and correct selling problems.
Manage the entire sales operation
Develop an effective, step-by-step game plan so everyone knows what he or she should be doing at any given time. Now that you have the data, use it to track, analyze monitor progress and performance through every step of the selling process, every day. Use the results to identify new areas for education and training.
Promote from within
Promote managers from within your existing staff because their skills and performance will continue to improve with on-going training and education. Do not let performance fall because traffic is off; performance should increase, not decrease.
Count traffic
Base performance on an accurate traffic count to create a level playing field and measure execution based on an improvement in closing ratios, the number of items vs. customers the salesperson worked. Using traffic counts to track performance gives every salesperson the opportunity to improve and take advantage of www.fiada.com
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June 2016 — Independent Dealer — 21
RULES TO THRIVE continued from Page 20.
incentives and contests.
Build a team
Meet with your team daily to motivate them to achieve their best performance each day. Emphasize teamwork and demonstrate how every individual’s performance contributes to the team’s success. Structure incentives so every team member has a fair shot, and so that the person delivering an “assist” is rewarded as well, not just individual who “scores.”
Conduct sales training daily
Help your people plan. Give every salesperson 10 things to do each day: Put a plan in place to meet their goal for the month; review their progress daily. Some items on the list may include: • Generate two customers a day. • Listen! Find out what customers want in the first five minutes (work to hit the goal). • Call five previous customers; look for the referral. • Send 10 follow-up letters or cards. • Visit two local businesses and secure two prospects from each.
• • • • • •
Be helpful - even if there’s no immediate profit in it. Deal with complaints - patiently. Give every customer a tour of the facility – even if they haven’t made a decision to buy. Maintain a good sense of humor and positive attitude. Make a game plan for the next day. Practice good time management skills.
Final thoughts
Check each other for accountability – at the end of the day – and make a plan of action for the next work day. Think like “The Little Engine That Could:” – Yes I can! Work with your people using a tell/show attitude – whatever you tell them, show them as well. Richard F. Libin is the author of the book, “Who Stopped the Sale?” and president of APB-Automotive Profit Builders, Inc., a firm with more than 43 years experience working with both sales and service on customer satisfaction and maximizing gross profits through personnel development and technology. He can be reached at rlibin@apb.cc or 508-626-9200 or www.apb.cc.
FIADA
WEBINAR
T H U R S D AY
JUNE 30
How the Proposed Overtime Regulations Will Likely Affect Your Dealership
At last, the U.S. Labor Department has disclosed the details of its final revised regulations defining the exemptions under the federal Fair Labor Standards Act's Section. If you currently consider any of your employees to be exempt “white collar” employees, you might have to make some sweeping changes. In the dealership context, this is generally limited to the Dealer, General Manager, Controller, CFO, and Department Managers. This special webinar will feature Fisher Phillips attorney David Buchsbaum, member of the firms wage and hour practice group, who will provide clarity on these mystifying issues, including: • • • • • •
The new salary threshold The new "highly-compensated" employee threshold Where to begin evaluating the impact of these changes Other exemptions that might apply Converting to non-exempt status Alternative pay structures to consider
22 — Independent Dealer — June 2016
FREE for FIADA Members and only $10.00 for Non-members. Pre-register to attend at www.FIADA.com. Webinar Date/Time: June 30, 2016 ∙ 11 am - 12 pm
MEMBER 2016
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June 2016 — Independent Dealer — 23
B U S I N E S S O P E R AT I O N S
Changes on the Way for Overtime Pay FROM THE DEPARTMENT OF LABOR
All business owners need to be aware of some important new changes taking effect in December concerning overtime pay and who qualifies for it.
T
he Department of Labor recently established a ruling for overtime pay at the direction of President Obama. Effective December 1, 2016, the following will change in regards to overtime pay:
•
•
•
The salary threshold indicating eligibility for overtime has been raised from $455 per week to $913 per week (or $47,476 per year). The salary threshold will now automatically increase every three years based on wage growth over time, beginning on January 1, 2020. The updates will raise the threshold of overtime eligibility to the 40th percentile of fulltime salaried workers in the lowest-wage Census Region. The updates will also raise the Highly Compensated Employee (HCE) threshold to the 90th percentile of full-time salaried employees nationally. The overtime protections provided for salaried workers already eligible for overtime are being strengthened.
FIADA
The Department of Labor has created a video to explain the overtime ruling. View it at www.dol.gov/overtime. •
•
•
The new ruling will provide more clarity for workers and employers on applying overtime. The new ruling enforces exempt status on employees paid at or over $134,004 per year (HCE employees). This is an increase from the current $100,000 per year requirement. The new ruling will allow up to 10 percent of the salary threshold for non-HCE employees to be met by non-discretionary bonuses, incentive pay, or commissions, provided that these payments are made on at least a quarterly basis.
It is also important to note that this
WEBINAR 24 — Independent Dealer — June 2016
does not impact the "duties" test that determines whether an employee is exempt. If the employee does not make at least or more than $47,476 per year, then by law the employee cannot be classified as exempt; however, some employees, such as doctors and lawyers, teachers and outside sales employees are not subject to a salary or fee basis test. The Department of Labor has only suggested the following possible actions: 1. Pay the time and a half for overtime work. 2. Raise worker's salaries above the new threshold. 3. Limit workers' hours to 40 per week. 4. Some combinations of the above. If you have questions regarding compliance with this new ruling, consult an HR professional or legal adviser regarding your options. More information on this topic can be found at https://www.dol.gov/overtime.
Get more clarification on this topic by participating in the upcoming FIADA Webinar on June 30. Go to www.FIADA.com and click on Events to pre-register. FREE for FIADA Members, and only $10 for non-members. www.fiada.com
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June 2016 — Independent Dealer — 25
Continued on Page 28. 26 — Independent Dealer — June 2016
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The FIADA's mission is to protect, promote and preserve independent automobile dealers, vendors and consumers through education, ethical practice, professional networking and advocacy of fair legislation/ regulation. There are several reasons why you should join FIADA. At the top of the list are:
Member Only Discounts
FIADA's relationship with auctions provide you with over $1,175 in discounts on auction buy/sell fees at over 12 auctions in Florida, Georgia and Charleston. You also receive discounts on AFC fees, Autotrader, Carsforsale.com, Carfax and many others. All total, the discounts equal over $6,000 on advertising, software, education, forms, shipping, office supplies and more.
Help Your Business Win
• As a member, you're part of an association that's 70 years old. So, even if you're just starting out, you don't have to look like it. Membership gives you access to the FIADA logo for use on your print and electronic communications. You will also receive the FIADA Code of Ethics Certificate and FIADA Member Decal to display at your store location. • Pick up new ideas and network with other dealers and industry service providers at our annual convention and quarterly board meetings. • If you need help tracking down a skip, or need to contact another dealer in a different part of the state or across the country, you have access to FIADA's online member directory as well as the nationwide network of independent dealers kept by the National Independent Automobile Dealers Association (NIADA). • FIADA members save on the DMV required online continuing education course. Simply login with your Member ID and password at www.FIADA.com and save $39.95.
Industry Compliance Made Simple
• Keep current on the latest rules and regulations through this monthly magazine, Independent Dealer as well as through "breaking news" email blasts. • Stay compliant with new federal regulations. FIADA provides the tools and resources necessary for dealers to comply with federal procedures like the Red Flags Rule and Safeguards Rule. • Have questions about the automobile industry? As an FIADA member, help is always just a phone call away. FIADA members have unlimited access to our technical assistance line that offers answers to common problems that can be cumbersome and technical.
JOIN FIADA TODAY. USE THE APPLICATION ON PAGE 28 OR GO ONLINE TO WWW.FIADA.COM www.fiada.com
What’s included: Funding for receivables You collect or We collect Floorplan Lines Simplified Insurance tracking
reports package training DBA - AmAc Acceptance corporation in texas
704-882-7100 ext. 7509 AcemotorAcceptAnce.com June 2016 — Independent Dealer — 27
Independent Dealer
28 — Independent Dealer — June 2016
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June 2016 — Independent Dealer — 29
INDUSTRY NEWS
Message From the Pasco County Sheriff: Be Aware of Suspicious People
Pasco Sheriff’s Office
Pasco Sheriff’s Office
SITUATIONAL AWARENESS
SITUATIONAL AWARENESS
New Safety Recall Requirements For Rental Car Companies
The individuals (pictured below) are suspected of multiple vehicle thefts in the
The individuals (pictured are suspected of multiple vehicle thefts in the Southeast region;below) most recently in Wesley Chapel on 5/4/16 (case #16-17629). The Southeast suspects region; most Wesley Chapel onto 5/4/16 (case The will swap out will recently pose as in customers and try distract the#16-17629). salesman. They suspects will customers to distract the salesman. swap out the pose real askey, or key and fob,try with a dummy key that They lookswill identical. They will then the real key, or key fob, be with a dummy key willwithout then purchasing pretend to not interested and actthat as iflooks they identical. are goingThey to leave pretend toanot be interested act as ifseems they are going tothe leave without purchasing vehicle. Once theand salesman unaware, suspects return to the lot to use the a vehicle. Once the salesman seemsand unaware, suspects return to are the lot to use the real key to the vehicle drive the away. The suspects targeting high-end luxury real key to the vehicle and drive away. The suspects are targeting high-end luxury vehicles. Suspects were last seen at Bill Currie Ford in Tampa on 5/9/16 at vehicles. Suspects were last seen at Bill Currie Ford in Tampa on 5/9/16 at approximately 4:45 pm. The suspects were looking at a 2015 Ford F250 Platinum approximately 4:45 pm. The suspects were looking at a 2015 Ford F250 Platinum valued at $67,000. valued at $67,000.
The individuals (pictured below) are suspected of multiple vehicle thefts in the Southeast region; most recently in Wesley Chapel on May 4, 2016 (case #1617629). The suspects will pose as customers and try to distract the salesman. They will swap out the real key, or key fob, with a dummy key that looks identical. Effective June 1, 2016, rental car They will then pretend to not be interested companies with an average of 35 D and act as if they are going to leave without INE A or more vehicles in a rental fleet T purchasing a vehicle. Once the salesman seems DE are prohibited from renting those unaware, the suspects return to the lot to use vehicles if they are subject to an open the real key to the vehicle and drive away. recall. The suspects are targeting high-end luxury That requirement, which only vehicles. Suspects were last seen at Bill Currie applies to vehicles with a gross vehicle Ford in Tampa on May 9 at approximately weight rating of 10,000 pounds or 4:45 pm. The suspects were looking at a 2015 Ford F250 Platinum valued at less, was part of the Fixing America's $67,000. One arrest has been made reference these events at ANY a car dealership in TWO IF YOU HAVE SEEN, OR HAVE INFORMATION ON THESE IF YOU HAVECONTACT SEEN, ORTHE HAVE ANY SHERIFF’S INFORMATION ON THESE TWO SUBJECTS, PLEASE PASCO OFFICE Surface Transportation Act (FAST SUBJECTS, PLEASE CONTACT THE PASCO SHERIFF’S OFFICE Hillsborough County. If you have seen, or have any information on two IMMEDIATELY AT these IMMEDIATELY AT Act), which was signed by the subjects, please contact the Pasco County Sheriff 's Office at 1-800-706-2488. 1-800-706-2488 President in December. 1-800-706-2488 The National Highway Traffic Safety Administration (NHTSA) now has authority to investigate and enforce the new provisions on rental companies for the first time. Wayne Reaves Software, a dealer management software provider, recently While the new provisions clearly announced an enhancement to its current dealer management software that apply to rental vehicles, the law does will provide the capability for automotive Buy Here, Pay Here dealers to furnish not state whether "loaner" vehicles are credit data to global information solutions provider, Equifax Inc. The technology subject to the limitations. Dealers are enhancement allows for a streamlined reporting process, using a program encouraged to consult their attorneys provided by Equifax together with the NIADA and the National Alliance of for specific legal advice on the issue. BHPH Dealers for BHPH dealers. NIADA successfully lobbied “Reporting credit data can benefit both dealers and their customers,” said Congress to keep harmful provisions Jason Reaves, President of Wayne Reaves. “On one hand you have dealers out of the FAST Act, including who will be armed with a more comprehensive view of a customer’s loan an amendment that would have payment history, improving their ability to assess risk. And on the other dealers prohibited dealers from selling or who report credit data can provide a compelling value proposition for their leasing used motor vehicles with any customers, as timely payments could help them build their credit.” open recall. The latest version of the tool will help to support compliance efforts with Nevertheless, NIADA encourages consistent and seamless reporting of trade line data. all dealers to use the VIN lookup The enhancement will also offer access to Automated Data View™, an Equifax tool found at NHTSA's safercar. solution that allows dealers to quickly view the accuracy of reported payment gov website to regularly check their and collection information, in support of the consumer dispute process. inventory for open recalls and to have “Traditionally, many independent and Buy Here, Pay Here dealers have those vehicles fixed, if possible, before faced obstacles in reporting their customer’s auto loans and payments,” said Ryan selling, leasing, renting or loaning Guthrie, VP Enterprise Alliances of Equifax. “Previously, dealers had to hold those vehicles. a minimum number of accounts, which can be difficult for smaller operations When a repair is not possible, to meet. To help overcome these barriers, we started a program last year to dealers are strongly encouraged to enable NIADA and NABD dealer members to report their loan payment data to disclose the existence of all open Equifax, regardless of how many accounts they hold and Wayne Reaves has now recalls to their customers prior to sale. successfully automated the process.” Learn more at www.waynereaves.com.
Wayne Reaves DMS to Include Auto Loan Payment Data Reporting
30 — Independent Dealer — June 2016
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2015-2016 FIADA EXECUTIVE COMMITTEE:
JIM WINTERICK, SR. President Gulfstream Motor Credit Miami, FL (305) 253-2335
LISA COMPAGNO Senior Vice President Palm Tree Auto Sales Stuart, FL (772) 288-2099
DINO MERCURIO Chairman of the Board Independent Credit, Inc. West Palm Beach, FL (561) 686-8673
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, CMD Treasurer Credit Cars Orlando, FL 32808 (407) 295-6211
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June 2016 — Independent Dealer — 31
MANHEIM FLORIDA ALWAYS NEARBY.
Manheim Daytona Beach 1305 Indian Lake Road Daytona Beach, FL 32124 386.255.2500 Sale: Wed 3 PM Total Resource Auction every Wed 2:30 PM Manheim Fort Lauderdale 5353 S State Road 7 Davie, FL 33314 954.791.3520 Sale: Fri 9 AM Total Resource Auction Tue 9 AM Ford Open Sale every other Fri Manheim Fort Myers 2100 Rockfill Rd Fort Myers, FL 33916 239.476.9800 Sale: Wed 4 PM Total Resource Auction every other Wed 3 PM Specialty Sale last Wed monthly 2 PM Galloway Direct Off Site Sale 2nd & 4th Tues 12 PM Manheim Jacksonville 10817 New Kings Rd Jacksonville, FL 32219 904.768.9981 Sale: Thurs 1 PM Total Resource Auction every Thurs 12:40 PM Manheim Lakeland 8025 N State Road 33 Lakeland, FL 33809 863.984.1551 Sale: Wed 2 PM Specialty RV/Boat Sale 1st Wed monthly 9 AM
32 — Independent Dealer — June 2016
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
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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
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