OCTOBER 2018
www.FIADA.com
Information and Insight for Florida Used Car Dealers
FIADA members went to Washington as part of the NIADA National Policy Conference and found their voice, speaking for you. See what they talked about on Page 16.
www.fiada.com
October 2018 — Independent Dealer — 1
January 10-11, 2019 FIADA Town Hall & Board Meeting
July 19-20, 2019 FIADA Town Hall & Board Meeting
January 16-18, 2019 2019 Winter/Spring NIADA Leadership Session
September 23-26, 2019 National Leadership Conference & Legislative Summit
The Westin Ft. Lauderdale 400 Corporate Drive, Fort Lauderdale, Florida 33334 Phone: (954) 772-1331 Rate: $179 + tax (single/double occupancy) Free self-parking, free wifi in guest rooms Thursday Town Hall and Friday Board Meeting
Dallas, TX [location tbd]
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
2 — Independent Dealer — October 2018
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
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
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
Contents October 2018
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
Steve Marbais, CMD Regional Vice President
10
Back to Basics The Hope Scholarship program is live, but there are still some questions that need answers. Terry Myers explains
Trevor Varney Regional Vice President
14
Membership News
16
Make Your Voice Heard NIADA National Policy Conference first-timers Chris Ellis and Ejola Cook share their experience at the Capitol, along with photos from the national event.
22
Meals and Entertainment:What You Need to Know Changes to the tax structure have changed a few deductions in the meals and entertainment category. See what's now covered, and what's not.
Send address changes to
26
Scary, Spooky Stuff This Time of Year Dealer Consultant Kenny Atcheson warns against five bad habits that may be lurking at your dealership.
The Independent Dealer is a publication of: Florida Independent Automobile Dealers Association, 1840 Fiddler Court, Tallahassee, FL 32308
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.
Frank Fuzy Secretary Jenay Rhoads Treasurer Luis Giraldo Regional Vice President Brandi Noegel Regional Vice President
Jim Winterick, Sr Regional Vice President FIADA STAFF Lisette Mariner, CAE Executive Director Terry Myers Educational Instructor Jason Berthiaume Education and Events Manager Christy Taylor Editorial/Advertising
POSTMASTER:
FIADA • 1840 Fiddler Court Tallahassee, FL 32308 (850) 385-2712 • Call/Text: (800) 237-0448 Fax (850) 385-3251 • www.FIADA.com
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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30 Industry News News and headlines of interest to the Florida Used Car Industry and beyond.
October 2018 — Independent Dealer — 3
FROM THE PRESIDENT
Here's Why I Am a Member of the FIADA BY BRAD JOEL, FIADA PRESIDENT
G
reetings to all. It is my privilege to serve as your Association President for this coming year. The FIADA will continue to move initiatives forward to all our benefit, while fighting the battles that need to be fought.
I was invited to continue to attend future board meetings. When I learned that there was an all new wave of issues upon us, I felt compelled. I was made aware that there are other industries whose legislative goals would greatly affect all of us unless we could fight and keep them from being approved by the Florida Legislature and Governor. We have fought and won most if not all of these. Please know that these legislative issues continue to challenge our industry and frankly always will. Your PAC contributions
Are you an active member of the FIADA? If not, I must ask why. I am sure each of you know exactly what is going on in each of your respective dealerships. I believe each of you do. However, I also know that there is no way to have qualitative information about what is going on in your industry unless you are a You get all the benefits and resources of your member and part of the FIADA.
industry association while making the FIADA an even stronger organization, capable of delivering great rewards to its members.
For years, I was a member and always attended the annual convention. Every year I walked away with new information and updates. More importantly, I would return home with a list of new ideas and strategies that I would implement. Many of these ideas and strategies greatly enhanced my business. Some ideas came directly from the content and presentations furnished by the FIADA. Equally, many ideas came from networking with other dealers in attendance.
and membership make it possible for FIADA to represent itself in Tallahassee.
Several years ago, I went to board members to voice concerns with issues like curbstoning and some bad practices of other industries that were adversely affecting my business. I was invited to attend the next board meeting to voice my concerns. I was impressed how quickly these Board Members listened to my concerns and took them to the Legislative Committee. Shortly after, the FIADA Legislative Committee went to work and ultimately took these issues to the floor of the Florida Senate. The bottom line is, these issues were attached to bills that were passed into law.
To those of you reading this whom are non-members. I would only ask for feedback as to why we have failed to gain your support. Please email our executive director, Lisette Mariner at lmariner@fiada.com with any comments or suggestions you may have.
4 — Independent Dealer — October 2018
The FIADA is currently a healthy and strong organization. We do however become stronger with every new membership. What a perfect marriage. You get all the benefits and resources of your industry association while making the FIADA an even stronger organization capable of delivering great rewards to its members.
Brad Joel FIADA President www.fiada.com
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October 2018 — Independent Dealer — 5
EXECUTIVE DIREC TOR’S MESSAGE
Exciting Times in DC BY LISET TE MARINER, CAE, EXECUTIVE DIRECTOR
Y
our NIADA and FIADA team was on the hill September 24-26. I’d like to personally thank those that took time from their business to help us lobby like John Cousins with Southeast Car Agency, Lisa Compagno with Palm Tree Auto Sales, Ejola Cook with Offlease Only, Chris Ellis with Plant City Motors, and Mike Samaan with Auto Data Direct. We had an opportunity to speak with aides from Congressman Dennis Ross, Lois Frankel, Bill Nelson, Marco Rubio, and Ted Yoho’s offices. We also spoke to Congressman Brian Mast and Vern Buchanan. We spoke to our congressional delegation about how the proposed tariffs on cars and car parts will impact the used car market. It will decrease jobs, increase car prices, increase aftermarket parts prices and put those credit challenged customers at risk of not being able to afford a vehicle. We urged them to express to leadership that the tariffs being imposed were going to be devastating to the industry. Another issue we discussed was making the tax cuts permanent. The NIADA business confidence survey saw an increase in the expectation for economic conditions to improve and a plan to expand business. The last issue we discussed was safety recalls. Though there is not a bill this session, we anticipate one may be introduced in the future. We made sure that our Florida delegation knew where to get information regarding the auto industry. This was the fourth annual policy conference hosted by NIADA. It has grown each year and been a wonderful educational effort. Lobbying our congressional delegation is not the only thing we do in DC. This year we got to hear from representatives from the House Committee on Ways and Mean, OSHA, the Federal Trade Commission, the National Highway Traffic Safety Administration (NHTSA), and the American Association of Motor 6 — Independent Dealer — October 2018
Half of the Florida delegation inside the Capitol building as part of the NIADA National Policy Conference and Day on Capitol Hill. (From L to R) John Cousins, Ejola Cook, Lisette Mariner, Mike Samaan and David Brotherton.
Vehicle Administrators President. We also had a special presentation by Chris Stirewalt, Fox News Political Editor. Chris provided an interesting look at Trump, Congress and the current political landscape. He was entertaining and insightful. During this time, we also find out which region contributed the most to the NIADA PAC fund. While region two (our region) didn’t win the PAC cup competition again this year (region two has won three years in a row), we were part of the record-breaking year for investing in the PAC fund. Thank you to those that were able to contribute to the national political action committee fund. Remember only personal contributions are accepted in the federal PAC fund. Florida has a similar fund, but we can accept both personal and business contributions. The FIADA PAC fund helps statewide candidates in House, Senate, Cabinet and Gubernatorial races (there's a form on page 19). Continued on page 8. www.fiada.com
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October 2018 — Independent Dealer — 7
Executive Director's Message continued from Page 6.
Since January the FIADA PAC fund has distributed $30,500 to candidates. Thus far your FIADA PAC fund has supported the following candidates: Matt Caldwell Ashley Moody Rep Amber Mariano Rep Colleen Burton Rep Sam Killebrew Michael Beltran Rep Jackie Toledo Rep Chris Latvala Rep Ray Rodrigues Spencer Roach Vance Aloupis
Commissioner of Agriculture Attorney General HD 36 HD 40 HD 41 HD 57 HD 60 HD 67 HD 76 HD 79 HD 115
Sen Keith Perry Sen Dennis Baxley Sen Dorothy Hukill Rep Ed Hooper for Senate Sen Dana Young Sen Kelli Stargel Joe Gruters Sen Jeff Brandes Rep Gayle Harrell for Senate Sen Kathleen Passidomo Rep Manny Diaz for Senate
SD 8 SD 12 SD 14 SD 16 SD 18 SD 22 SD 23 SD 24 SD 25 SD 28 SD 36
Florida Governor and Cabinet Races
2018 Florida Election Guide
GOVERNOR
The Florida Chamber of Commerce produced a wonderful site with all the candidates and amendments. It has position statements to help you be more informed. Visit floridawins.org and download the elections guide. Most importantly, don’t Florida Governor and Cabinet Races U.S. Senate and U.S. Congressional Races forget to vote November 6. DISTRICT 3
U.S. SENATE
Florida Governor and Cabinet Races GOVERNOR
CFO
GOVERNOR Ted Yoho (REP) * Ron DeSantis Andrew Gillum Yvonne Hayes Hinson (DEM) (REP) (DEM) Alachua, Bradford, Clay, Putnam, Union and part of Marion
R E G I S T R AT I O N R E G I S T R AT I O N £OTHER £REPUBLICAN £DEMOCRAT £REPUBLICAN £DEMOCRAT £OTHER
35%
37%
41%
47.8%
47.8%
R E G I S T R AT I O N £DEMOCRAT
35%
37%
35%
37%
47.8%
49.0%
DISTRICT 1
£REPUBLICAN
R E G I S T R AT I O N £DEMOCRAT
2 0 1 6 R E S U LT S £CLINTON £TRUMP
Swing
Andrew Gillum (DEM)
£REPUBLICAN
35%
R E G I S T R AT I O N £DEMOCRAT
35%
37%
47.8%
R E G I S T R AT I O N £DEMOCRAT R E G I S37% T R AT I O N £DEMOCRAT
27.8%
DISTRICT 2
25%
37%
R E G I S T R AT I O N £DEMOCRAT
37%
£OTHER
2 0 128% 6 R E S U LT S £CLINTON £TRUMP
PERFORMANCE GRADE
Strong Republican
Ashley Moody Sean Shaw Virginia Fuller (REP) (REP) (DEM) Al Lawson (DEM) *
Baker, Gadsden, Hamilton, Madison and parts of Columbia, Duval, Jefferson and Leon
R E G I S T R AT I O N £DEMOCRAT £OTHER 37%R E G I S T R AT I O N 28% £REPUBLICAN £DEMOCRAT £OTHER 2 0 1 6 R E S23% U LT S 58%P E R F O R M A N C E 19% £CLINTON £TRUMP GRADE
£OTHER £REPUBLICAN AGRICULTURE COMMISSIONER 28%
35%
£OTHER
47.8%
£OTHER
£REPUBLICAN
19%
P E35% RFORMANCE GRADE
2 0 1 6 49.0% R E S U LT S
£CLINTON Ashley Moody£TRUMP 59.7% 36.6% (REP)
Neal Dunn (REP) * AGRICULTURE COMMISSIONER
44%
24%
ATTORNEY GENERAL
Strong Republican
£REPUBLICAN
£OTHER
26%
Swing
Swing PERFORMANCE
GRADE Sean Shaw Strong Democrat (DEM)
R E G I S T R AT I O N £DEMOCRAT
£REPUBLICAN
£OTHER
37% Michael Waltz (REP)28% 2 0 1 6 R E S U LT SNancy Soderberg P E R F O(DEM) RMANCE Nikki Fried
Bob Rackleff (DEM) Bay, Calhoun, Dixie, Franklin, Gilchrist, Gulf, Jackson, Lafayette, Sean Shaw Matt Caldwell Levy, Liberty, Suwannee, Taylor, Wakull and Washington (DEM) and parts of Columbia, Holmes, Jefferson, Leon (REP) and Marion
R E G I S T R AT I O N £DEMOCRAT
R E G I S T R AT I O N £DEMOCRAT
2 0 1 6 R E S U LT S £TRUMP P E R F£CLINTON ORMANCE GRA DE 35.3% 60.0%
49.0%
P E R F O R M A22% NCE GRADE P E R FSwing ORMANCE GRADE
66.8%
£REPUBLICAN £OTHER 50%
28%
2 0 1 6 R E S U LT S £TRUMP
U.S. HOUSE£CLINTON
253% 0 1 6 R E S U LT S £CLINTON £TRUMP 2 0 1 6 R E S U LT49.0% S 47.8% £CLINTON £TRUMP
Swing
8 — Independent Dealer — October 2018 £REPUBLICAN
£REPUBLICAN
Escambia, Okaloosa, Santa Rosa, Walton and part of Holmes
£REPUBLICAN ATTORNEY GENERAL 28% 35%
PERFORMANCE GRADE
Nassau and parts of Duval and St. Johns
Swing
Jimmy Patronis Jeremy Ring Matt Gaetz (REP)(DEM) * (REP) Jennifer Zimmerman (DEM)
£OTHER
Download the Florida Chamber of Commerce's 2018 Election Guide at www.floridawins.org for a listing of all of the political races happening in November. The ATTORNEY GENERAL Election Guide includes statewide races, district races, Ashley Moody amendment recaps, maps of the districts and a voter's (REP) guide of Chamber endorsed candidates..
28%
49.0%
£OTHER PERFORMANCE GRADE
49.0%
£OTHER
Jimmy Patronis PERFORMANCE G R(REP) ADE
28%
2 0 1 6 R E S U LT S £CLINTON £TRUMP
Ron DeSantis (REP)
37%
CFO
Andrew Gillum 2 0 1 6 R E S U LT S £CLINTON £TRUMP (DEM)
£REPUBLICAN
47.8%
R E G I S T R AT I O N £DEMOCRAT
35%
DISTRICT 5
Ron DeSantis (REP)
£REPUBLICAN
Swing Strong Republican
Andrew Gillum (DEM)
John Rutherford (REP) * George Selmont (DEM) R E G I S“Ges” T R AT I O N £REPUBLICAN £DEMOCRAT £OTHER Joceline Berrios (NPA) 35% ATTORNEY 37%GENERAL 28% Jason Michael Bulger (NPA) 2 0 1 6 R E S U LT S PERFORMANCE £CLINTON Ring £TRUMP Gary Koniz (WRI) GRADE Jeremy 47.8% 49.0% Swing Danny Murphy (WRI) (DEM)
DISTRICT 6
GOVERNOR
Bill Nelson (DEM)
56.2%
23%
PERFORMANCE P EE R F O R M A N C E GRAD GRADE
DISTRICT 4
Rick Scott (REP)
Florida Governor and Cabinet Races
49.0%
39.4%
Ron DeSantis (REP)
28%
36%
2 0 1 6 R E S U LT S 6 R E S U LT S £CLINTON 2 0 1£TRUMP £CLINTON £TRUMP
35%
£CLINTON
R E G I S T R AT I O N £DEMOCRAT
37%
47.8% (DEM)
£TRUMP GRADE Flagler, Volusia and parts of Lake and St. Johns
49.0%
£REPUBLICAN
Swing
R E G I S T R AT I O N £DEMOCRAT
38%
£OTHER
2 028% 1 6 R E S U LT S £CLINTON £TRUMP
★
£OTHER
www.fiada.com 33% 29%
PERFORMANCE GRADE
10
★
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October 2018 — Independent Dealer — 9
BACK TO BASICS
More Answers on Hope Scholarship Recording BY TERRY MYERS
The new Hope Scholarship program continues to generate questions as dealers start to grasp how the recording works.
W
hat happens when a dealer needs to include DR-95B deductions and Hope Scholarship Contributions on Line 6 for the same reporting period?
may contribute $105 out of that $400 sales tax number. It is taxed at New York’s rate but it is still Florida sales tax dollars. You never collect a county tax on a non-Florida transaction.
By now, dealers should be familiar with the requirement to enter into Line 6 Less Lawful Deductions, of the Department of Revenue Form DR-15 R, the total of each participating customer’s voluntary $105.00 contribution for that required reporting period. [RULE TITLE: 12AER18-07 Hope Scholarship Program]
What if the dealership collects $105 on 10 transactions? How would that be reported on the DR-15 R? You will enter $1,050.00 on Line 6 Less Lawful Deductions.
What if my dealership has a repossession, bad debt or a refund event during the same reporting
Gro$$ 00 Exempt 00
Hope $1,050. + DR95-B $1,000. Line 6 = $2,050.00
Example 1: Florida sales tax on a $10,000.00 taxable amount is 6%. That is $600.00, plus the county tax. The $105 is ONLY applied against the $600 sales tax amount, NOT the county tax amount.
10 — Independent Dealer — October 2018
You will also enter $1,050.00 on Line 16 Hope Scholarship Contributions to confirm the contributed amounts.
EXAMPLE A4
Where may these voluntary contribution funds come from? The sales tax portion, only. Not the county tax or ‘other’ tax item.
Example 2: Vehicle being driven off your lot to the state of New York creates a Florida taxable event at the New York sales tax rate, currently 4%. On a $10,000.00 taxable number, that is $400.00. Since this amount is in excess of $105.00, that customer
Note: You may not deduct more on Line 6 than the amount on Line 5 of the DR15 R.
Taxable 00
5000 00 5000 00 2050 00 2950 00
1050.00
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period? Dealers experiencing one or more of these qualifying events, is able to claim unearned tax dollars back, ALSO ON LINE 6 LESS LAWFUL DEDUCTIONS. Example: The dealer completes DR-95B to determine the dollars that may be credited back to the dealership, let’s say $1,000.00. This amount is applied on Line 6. Let’s say that Line 5 Tax Due is $4,000.00. When the dealer minuses the Line 6 Less Lawful Deduction of $1,000.00, it leaves only $3,000.00 to continue onto Line 7 Total Tax Due. What if we have HOPE contributions and DR-95B credits in the same reporting period? The TOTAL from BOTH is entered on Line 6 Less Lawful Deductions on the DR-15 R. Example: Line 5 Tax Due = $5,000.00. Hope amount is $1,050.00. DR-95B credit amount is $1,000.00. The amount for Line 6 would equal $2,050.00, reducing the tax amount on Line 7 Total Tax Due, to $2,950.00. (See Example A4 on page 10) What about the Line 16 Hope Scholarship Credits? The dealer enters $1,050 into Line 16. Note: The $1,050.00 contribution amount goes to the Eligible Non-Profit Hope Scholarship Organization along Continued on page 12.
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October 2018 — Independent Dealer — 11
More Hope Scholarship Answers continued from Page 11.
with Part A of the HS-2 form. (See Example A5) The $1,000.00 credit from the DR-95B is retained by the dealership. Note: The remainder amount in entered on Line 7 of the DR-15 R. Lines 8-14 will continue to receive answers, the same as always with Line 14 being the dollars due to the Department of Revenue. HOPE_ing this proves helpful. Expect to see updates from the Department of Revenue and future FIADA articles, as this evolves. 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.
GOT A TECHNICAL QUESTION AND NEED SOME ADVICE?
Use the R.E.D. Phone! FIADA is your number one source for advice and information. Technical questions, legal questions, regulatory questions...bring them on! Our network of industry veterans, professionals and consultants can help you find the answers you are looking for. Members can call or text us anytime at (800) 237-0448 or access our online resources 24/7 at www.FIADA.com.
REPRESENTATION | EDUCATION | DEDICATION—FIADA!
12 — Independent Dealer — October 2018
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October 2018 — Independent Dealer — 13
MEMBERSHIP NEWS SEPTEMBER 2018
1ST AUTO SALES INC.
CELEBRITY AUTO SALES
MOBILITY WORKS
T & L AUTO LLC
Ft. Pierce, FL Alex Szabo Sponsor: Anthony Compagno
Port St Lucie, FL George Emmons Sponsor: Anthony Compagno
Miami, FL Carla Lequerica Sponsor: FIADA
South Daytona, FL Hao Li Sponsor: NIADA
ALL APPROVED AUTOWORKS, LLC
COMMUTER CARS
NEXT RIDE LLC
TREASURE COAST AUTO AUCTION
Fort Pierce, FL Ralph Lahusky Sponsor: Anthony Compagno
Port Saint Lucie, FL Brian Bridge Sponsor: Anthony Compagno
Largo, FL Trever Varney Sponsor: ASC Warranty
Fort Pierce, FL Mike Loudermilk Sponsor: Anthony Compagno
ALLVETTE LLC
EVERETT BROTHERS RECYCLING INC
OUR COMMUNITY AUTO SALES LLC
VICTORY AUTO STORE
Stuart, FL Louis DeCerchio Sponsor: Anthony Compagno
Stuart, FL Philip Everett Sponsor: Anthony Compagno
Bonifay, FL Thomas Nadery Sponsor: FIADA
Stuart, FL Dmitry Mishelevich Sponsor: Anthony Compagno
ALWAYSSOLD123 INC
EXQUISITE PREMIUM AUTOS
ARSENIO PELLOT
WOODBRIDGE MOTORS
Hollywood, FL Marat Yevdayer Sponsor: Anthony Compagno
Ellenton, FL Roderick McCown Sponsor: FIADA
Ocala, FL Sponsor: FIADA.com
West Palm Beach, FL Bart Voloshin Sponsor: Anthony Compagno
Fort Myers, FL Aaron Howard Sponsor: Equifax
PREMIERE ONE AUTO, LLC
AMERICAN CAR CENTER
GATOR CAR SALES
Memphis, TN David Norton Sponsor: FIADA
Gainesville, FL Pablo Espinal Sponsor: VEMO Auto Auctions
AUTOMOTIVE EXPERTS OF STUART LLC
GRANT MOTORS CORP
Stuart, FL Paige Davis Sponsor: Anthony Compagno
Fort Myers, FL Scott Grant Sponsor: R. Stazzone/R. Sickles KENE AUTOS
Sunrise, FL Jackson Ike-Unor Sponsor: FIADA
CAR DROP
LOOKOUT AUTO SALES LLC
Boynton Beach, FL Lynn Goldberg Sponsor: Anthony Compagno
Stuart, FL Rose Hatcher Sponsor: Anthony Compagno
Renewing Members
SEPTEMBER 2018
Z & R AUTO SALES LLC
Fort Pierce, FL Zyad Qasem Sponsor: Anthony Compagno
SHECAR, INC.
ZAZU CARS
Port St Lucie, FL Mister Zazu Sponsor: Lisette Mariner
SIGN-N-DRIVE
Tampa, F
20+ Year Members ADESA Jacksonville Frontier Motors, Inc.
Jacksonville, FL Pensacola, FL
10+ Year Members Anderson's Affordable Auto Dealers Insurance Services, LLC (Preferred Provider) Frazer Computing, Inc. High Tech Locksmiths Lighthouse Children Home, Inc. No. 1 Auto Sales, Inc.
Dunnellon, FL Orlando, FL Canton, NY Miami, FL Tallahassee, FL Hollywood, FL
14 — Independent Dealer — October 2018
ROYAL PERFORMANCE AUTOS, LLC
Orange City, FL Eric Almodovar Sponsor: FIADA Orlando, FL Athena Staton Sponsor: FIADA
CAR & QUEST, INC
Winter Park, FL Amer Sultan Sponsor: FIADA
30+ Year Members Tampa Machinery Auction
WRL AUTO SALES
Boynton Beach, FL Wesendes Saint Fleur Sponsor: FIADA
Tampa, FL Brad Adams Sponsor: CAFE Consulting
Under 10 Year Members Auto Market of Florida Corp Chris Carroll Automotive DGA MOTORS Fitzgerald Motors, Inc. FL Sunshine MC Parts Company, LLC Orlando Auto Auction Palm Beach Auto Wholesale Port Motors, Inc.
Rejoining Members ADESA SARASOTA Lisette Minton
Kissimmee, FL Pensacola, FL Palm Bay, FL Clearwater, FL Kissimmee, FL Celebration, FL Lake Park, FL West Palm Beach, FL SEPTEMBER 2018
Sarasota, FL Sponsor: Lisette Mariner www.fiada.com
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First-Timers Share Their Experience on The Hill BY CHRISTY TAYLOR
cars and parts as well as the benefits dealers have seen from recent tax cuts. Even though it was their first time directly advocating for dealers' issues, both Ellis and Cook said they felt well prepared and confident, thanks to the NIADA and FIADA.
It may have been FIADA members Chris Ellis and Ejola Cook's first trip to Washington, D.C. as legislative advocates but it won't be their last.
"NIADA did a good job preparing us. The two days leading up to the day on the Hill were fantastic, talking about what their position was," Ellis said.
or most Americans, it's nearly impossible to stand in the shadow of the Washington Monument or the steps of the Lincoln Memorial and not feel a sense of pride. In the moment, all the political labels seem to fall away and are replaced with respect and honor for the way our government works— for the people, by the people.
"Chris and I made a good team," Cook said. "We represent two different types of dealers and worked together to share how we would be affected. The team worked together well, there was a great dynamic and camaraderie among us."
F
Getting to participate in that process first hand was something very special for FIADA members Chris Ellis and Ejola Cook. They were both first-time attendees at the NIADA National Policy Conference and Day On Capitol Hill who started out not sure what to expect and left with a renewed commitment to advocate for used car industry. Ellis, who is the principle dealer at Plant City Motors and Cook, the chief legal officer at Offlease Only, Inc. joined other FIADA and NIADA members to participate in the event that included well-known speakers, legislative updates from national 16 — Independent Dealer — October 2018
officials and advocacy workshops. The main event, however, was the actual day when they went to Capitol Hill and spoke face to face to the leaders that represent them. "You are taught as a kid that our government has an open-door policy, but it's one thing to be told. When you are literally walking into the building and talking right to your Congressman; it's just very cool seeing it in action," Ellis said. "Anyone can go to the Capitol and go see their Congressman, and its very patriotic in some sense. It was a surreal experience," Cook said. The Florida team, which also included Executive Director Lisette Mariner, Senior Vice President Lisa Compagno, Past President John Cousins and Board Member Mike Samaan, split into two teams to cover more ground. The main topic they discussed included the impact independent dealers would face under the proposed tariffs on used
Both Ellis and Cook took away with them the understanding that all dealers have to join together in order to get support for the issues that are important to them. As cliche as it sounds, there is strength in numbers. "It is difficult to be heard with one independent dealer as a single voice, but we are very powerful when we come together," Cook said. Ellis and Cook hope to continue their advocacy momentum through the upcoming elections and all the way into the 2019 Legislative Session in Tallahassee. They hope to keep encouraging other dealers to join them by attending Board Meetings, joining the Legislative Committee or donating to the PAC Fund. www.fiada.com
www.fiada.com
October 2018 — Independent Dealer — 17
18 — Independent Dealer — October 2018
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SUPPORT THE FIADA PAC Your PAC Contribution helps spread awareness and gain support of issues affecting independent dealers in the state’s capitol. There’s still time to get your contribution in before the session starts if you make it today.
CONTRIBUTION INFORMATION Contributor’s Name:_________________________________________________________________________ Dealership/Company:________________________________________________________________________ Street Address, City, State, Zip:____________________________________________________________________
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October 2018 — Independent Dealer — 19
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October 2018 — Independent Dealer — 21
ACCOUNTING
Meals and Entertainment: What You Need to Know BY TAMARA FULTZ, CPA, PURVIS GRAY
The Tax Cuts and Jobs Act has had an impact on meal and entertainment deductions. Here is a recap of what stayed the same, what changed and what is no more.
A
s some of you may have already heard, there have been quite a few recent changes to our current tax law. In fact, these changes denote the first major tax code overhaul since the 1980s. The passing of the Tax Cuts and Jobs Act (TCJA) brought many questions, and some of the most notable are related to the meals and entertainment deductions. Truthfully, many businesses are still struggling with how to manage these new changes that took effect January 1, 2018. First, let’s look at what stayed the same: 100% Deductible Expenses Holiday Parties, Summer Picnic, and Team Building Events
100% Deductible
Travel to/from Restaurant for Business Related Meals
100% Deductible
Meals Included as Taxable Compensation
100% Deductible
Meals Sold to a Client or Customer 100% Deductible or Reimbursed Food Offered to the Public for Free 100% Deductible 50% Deductible Expenses Business Related Meals
50% Deductible
Meals in the Office During Employee Meetings
50% Deductible
Meals During Business Travel Meals at a Seminar or Conference
Next, are the expenses that were previously 100% deductible. Unfortunately, these are now only 50% deductible and will be completely nondeductible after 2025: New to the 50% Deductible List Meals Provided for the Convenience of the Employer
50% Deductible
Meals Provided to Employees Occassionally and Overtime Employee Meals
50% Deductible
Water, Coffee and Snacks at the Office
50% Deductible
Meals Included in Charitable Sports Package
50% Deductible
Something not discussed often is the effect on company snacks. Many employers offer free snacks to employees, whether it be coffee in the breakroom, crackers in the kitchen, or even bottled water in the refrigerator. With the implementation of the TCJA, these snacks we frequently take for granted are now only 50% deductible. Last, are the expenses that did not make the cut. Or should I say did get cut. These categories are no longer deductible: No Longer Deductible
50% Deductible
Meals Related to Entertainment Events or Facilities When No Business Is Conducted
Not Deductible
50% Deductible
Sporting Event Tickets
Not Deductible Continued on page 24.
22 — Independent Dealer — October 2018
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Meals and Entertainment Changes continued from Page 22.
The disallowance of the sporting event ticket group brought many questions as there are many complexities to this section. According to the IRS, there are typically two types of sporting event tickets: charitable and noncharitable.
Since entertainment expenses are no longer deductible, all that remains are meals. Remember, when it comes to deducting meals, documentation is key. The burden of proof is on the taxpayer. For a business meal to be deductible, you must be able to demonstrate:
First, prior to the TCJA, if you attended a chartable sporting event, you previously received a full deduction for the ticket’s face value and the meal included in the package. Unfortunately, beginning in 2018, the ticket price is no longer deductible. Furthermore, the meal associated with it is only 50% deductible even if a bona fide business discussion is associated with the activity.
•
Next, is the non-charitable sporting event type. Prior to the TCJA, you were able to deduct 50% of the face value of the sporting event ticket, the meals while you were there, the transportation to and from, and parking costs at the event. Now, beginning with 2018, all of these costs are no longer deductible expenses. Lastly, is the expense that is a cross between the two types. Prior to the TCJA, you were able to deduct 80% of the amount paid to an educational institution for the right to purchase sporting event tickets as a charitable donation leaving only 20% of the cost as nondeductible. The typical example seen here is the amount paid to a school’s booster organization. Unfortunately, beginning with 2018, the full amount is no longer a deductible expense.
• •
The taxpayer or one of the taxpayer’s employees were present The expense was not be lavish or extravagant under the circumstances The expense was directly related to the business.
Unless all three requirements are substantiated, a deduction will not be allowed. Especially now, it is even more important to prove an expense was a business meal and not an entertainment expense. If a meal is determined to be part of an entertainment expense, then it will not deductible. So, what does this mean for you? Review your documentation and accounting policies. Consider tracking meals separate from entertainment expenses. Again, remember, documentation is key. The specifics of these changes are written in Internal Revenue Code Section 274. For further clarification or questions, please contact Tamara Fultz, CPA with Purvis Gray and Company at tfultz@purvisgray.com.
Download the FIADA app now to get access to all of your FIADA benefits whenever you need them: COUPONS No need for paper coupons, or waiting for your booklet to arrive in the mail. Now, with the tap of the app you can access your coupons and discounts when and where you like. CALENDAR OF EVENTS Keep up-to-date with what's going on at FIADA. Access the calendar and register for upcoming events all in one place. SOCIAL MEDIA Connect with FIADA via Facebook and other social media channels through the new FIADA app. TECHNICAL ASSISTANCE Got a question? Need some help? Use the FIADA app to help find the answers with our technical assistance line. 24 — Independent Dealer — October 2018
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October 2018 — Independent Dealer — 25
D E A L E R O P E R AT I O N S
Scary, Spooky Stuff This Time of Year BY KENNY ATCHESON
Beware pf these five things that if left unchecked can bring out the worst in your dealership.
V
ampires, zombies, and politicians are some scary costumes seen knocking on doors for handouts this time of year. The sheer volume of political robocalls that I received in the last month is scary. Here are five more scary things:
Employees who won’t “X”
I left out anything specific because there are a number things that a business leader may substitute for “X.” One example is a CRM. Leadership can make demands; but when possible, they should demonstrate the benefit to the employee for following a certain behavior or doing an important task.
wanted to see if it was it easy to use. It was. I was happy about that.
Broken stuff on websites that goes unnoticed
Out of necessity, we began a free new service for our clients. Someone designated from our team visits our clients’ websites at regular intervals to click around and make sure everything works as it should. We’ve seen too many problems on websites that the dealer doesn’t know about it until we point it out. Thankfully, we have website resources who have been taking care of our clients. They build great sites that don’t have glitches all the time.
Many salespeople resist using a CRM. They don’t want to Not having fresh eyes spend time typing on a computer. They want to be selling. Admittedly, I know it’s rare for a dealer to not have fresh They don’t understand that the CRM actually makes eyes come in and look at their business from time to selling easier. They don’t understand that the CRM helps time. I know this because leadership track data I am frequently asked to which leads to better Smart dealers want their business do it. Smart dealers want decisions about where to their business looked at, looked at, analyzed, and dissected by apply advertising dollars, analyzed, and dissected by which generates more an outside set of eyes. an outside set of eyes. leads for the salesperson. In my sales training, I go Sewell Automotive Company founder Carl Sewell has into detail and salespeople get it. locations throughout the country. He is also author of the best-seller, Customers for Life. In his book, he revealed Some salespeople are more technical than others. Not all that he regularly brought in consultants for a fresh salespeople stay forever. So it’s important to have a CRM perspective. that is easy to use. Whenever dealers ask me what my recommendation is, I say, “The one that you can get your I write articles for this publication, books, white papers, salespeople to use.” special reports, blog articles, and numerous copywriting Last month a vendor approached me to explain their CRM jobs for clients—and more. Even so, I still don’t edit functionality. I said that I wanted to see a full demo; I Continued on page 30. 26 — Independent Dealer — October 2018
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October 2018 — Independent Dealer — 27
LEGAL ROUND-UP
A Look At Current Legal Issues BY THOMAS B. HUDSON AND NICOLE FRUSH MUNRO, HUDSON COOK, LLC
A monthly collection of selected legislative and regulatory highlights, and a recap of some of the many auto sale and financing lawsuits followed each month. COMPLIANCE TIP In our Case of the Month, we describe an attempt by a dealer to “piggyback” on the arbitration agreement of a direct lender financing a sale for the dealer’s buyer. The attempt failed. What do your customer-facing documents say about arbitration? Are you certain that you can use them to compel arbitration and stay out of the crosshairs of those class action lawyers? Maybe it’s time for a legal checkup. FEDERAL DEVELOPMENTS Debt Collectors Slammed. When the FTC goes after debt collectors, finance companies and buy-here, pay-here dealers need to take notice. On September 7, the FTC announced settlements with the operators of a Georgia-based debt collection business. The business, which allegedly used false claims and threats to get people to pay debts – including debts they allegedly did not owe or that the defendants allegedly had no authority to collect. The settlement bans the operators from the debt collection business and from buying or selling debt. The FTC’s complaint alleged that the defendants’ business model was based on falsely claiming to consumers that they had committed a crime and would be sued, have their wages garnished, or be put in prison if they did not pay purported debts. It further alleged the defendants collected debts consumers had already paid or that the defendants otherwise had no authority to collect, 28 — Independent Dealer — October 2018
illegally contacted consumers’ employers and other third parties, and failed to provide written notices and disclaimers required by law. The settlement prohibits the defendants from misrepresentations regarding any financial products and services, and from profiting from or failing to properly dispose of customers’ personal information collected as part of the challenged practices. Each order imposes a $3,462,664 judgment that will be partly suspended, due to the defendants’ inability to pay, when they have surrendered certain assets. In each case, the full judgment becomes due immediately if the defendants are found to have misrepresented their financial condition. Credit Freeze Notice Changes. On September 12, the Bureau issued an interim final rule, effective September 21, 2018, updating the model Summary of Consumer Identity Theft Rights and model Summary of Consumer Rights provided in Appendices I and K to Regulation V, which implements the Fair Credit Reporting Act. This interim final rule is driven by the FCRA's recent amendment by the Economic Growth, Regulatory Relief, and Consumer Protection Act. These legislative changes add a new notice requirement to any summary of rights required by section 609 of the FCRA. The notice language, provided in S. 2155, explains new consumer rights to a national credit freeze with the nationwide consumer reporting
agencies and an initial fraud alert for at least one year. The Bureau's rule begins the new notice with a header explaining that the security freeze right is available specifically through nationwide consumer reporting agencies, even though the notice must be provided by all consumer reporting agencies. The rule also updates the contact information provided in the model Summary of Consumer Rights in Appendix K. To mitigate the impact of these changes on users of the existing model forms, the interim final rule also provides that the Bureau will regard the use of the current model forms published in Appendices I and K, to constitute compliance with the FCRA provisions requiring such forms, so long as a separate page that contains the additional required information is provided in the same transmittal. Comments are due by November 19, 2018. Credit Invisible Consumers? On September 18, the Bureau released its third “Data Point” report on consumers for whom the nationwide consumer reporting agencies have no credit file (i.e., “credit invisible”) and consumers for whom the CRAs have only limited credit histories. The first report – Credit Invisibles – estimated the number and demographic characteristics of consumers who were credit invisible or had an unscorable credit record. The second report – Becoming Credit Visible – explored the ways in which consumers establish credit records. In this new report – The Geography www.fiada.com
of Credit Invisibility – the Bureau examined geographic patterns in the incidence of credit invisibility to assess the extent to which where one resides is correlated with one’s likelihood of remaining credit invisible. Pssst! Wanna Buy a Fake ID? On September 18, the FTC announced that the operators of websites that sold fake documents used to facilitate identity theft and other frauds have agreed to permanently shut down their businesses as part of separate settlements with the Federal Trade Commission. In separate cases filed by the FTC, the Commission alleged that individuals and their affiliated companies operated websites that sold customers a variety of fake financial and other documents – such as pay stubs, income tax forms, and medical statements – which can be used to facilitate identity theft, tax fraud, and other crimes.
compel arbitration pursuant to the arbitration provision in the security agreement. The trial court denied the motion, concluding that TMCSF was not a party to the security agreement (it was solely between Fuentes and Eaglemark) and the arbitration provision did not state that it governed claims between Fuentes and TMCSF. TMCSF appealed. The Court of Appeal of California affirmed the trial court’s decision. The appellate court held that TMCSF was not entitled to compel arbitration because: it was not a party to the security agreement containing the arbitration provision (and not a non-party expressly specified as able
CASE OF THE MONTH Alfredo Fuentes signed a purchase agreement with TMCSF, Inc., d/b/a Riverside Harley-Davidson, to buy a new motorcycle. The purchase agreement did not include an Subscribe arbitration provision.
to invoke the arbitration provision); it was not acting in the capacity of an agent of a party to the arbitration provision; and it was not a thirdparty beneficiary of the arbitration provision. The appellate court also agreed with the trial court that Fuentes was not equitably estopped from denying the application of the arbitration provision to his claims. Fuentes v. TMCSF, Inc., 2018 Cal. App. LEXIS 759 (Cal. App. August 23, 2018) Tom (thudson@hudco.com) and Nikki
(nmunro@hudco.com) are partners in the law firm of Hudson Cook, LLP. For information, visit www.counselorlibrary. com. Copyright CounselorLibrary.com 2017, all rights reserved.
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to Spot Delivery and, at no additional Subscribe charge,towe will send you a Spot Delivery and, at no At the same time, Fuentes signed a copy of your choice of any of send our you legal additional charge, we will a security agreement with Eaglemark copy of your choice of any of our legal compliance books, CARLAW, CARLAW II Savings Bank to finance the purchase. compliance books, CARLAW, CARLAW II The security agreement included an Street Legal or Legal CARLAW III Reloaded. Street or CARLAW III Reloaded. arbitration provision that governed all claims “between [Fuentes] … and ESB and/or any of ESB’s successors, assigns, parents, subsidiaries, or affiliates and/or any employees, officers, directors, [or] agents.” “ESB” was defined as Eaglemark and its successors and assigns.
Fuentes brought a class action against TMCSF, alleging that it made various misrepresentations in connection with the advertising and sale of its motorcycles. TMCSF moved to www.fiada.com
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October 2018 — Independent Dealer — 29
INDUSTRY NEWS Used-Vehicle Values Set New Record for Third Straight Month Abnormal late-summer appreciation drives vehicle values to new highs Wholesale used-vehicle prices (on a mix-, mileage-, and seasonally adjusted basis) increased slightly – 0.14 percent – month-over-month in September. This brought the Manheim Used Vehicle Value Index to 139.9, which was a 3.7 percent increase from a year ago and a record high for the Index. Looking at trends in weekly Manheim Market Report (MMR) prices, the abnormal summer bounce began in mid-June and drove prices higher for 11 straight weeks. September saw several weeks of normalizing depreciation; but even after that normalization, 3-year-old vehicles are now worth 4.5 percent more than they would normally be worth had typical depreciation occurred through July and August. On a year-over-year basis, all major vehicle segments saw price gains in September; but more affordable vehicles are seeing the greatest increases in values. Compact cars and midsize cars outperformed the overall market, while vans, utility vehicles, and pickups underperformed the overall market. Wholesale used-vehicle values are forecast to remain relatively strong going forward as supply is on the decline and the mix of vehicles at auction shifts. Year-to-date, 51 percent of auction volume has been sedans, mostly compact and mid-size cars, while popular SUVs make up only 31 percent of the volume. SUV volume, however, is growing, while car volume shrinks following the trend in the new-vehicle market. Especially for consumers seeking an affordable solution to higher vehicle prices and interest rates, sedans have been becoming more attractive. However, the supply of sedans in the new-vehicle market is near a six-year low, making them more in demand in the used market. As a result, compact cars and midsize sedans are the best-performing vehicle segments on the Manheim Index in September. To download additional commentary on Cox Automotive's Manheim Used Vehicle Value Index, visit https://www.coxautoinc.com/learning-center/q3-manheimused-vehicle-value-index/ 30 — Independent Dealer — October 2018
News and headlines of interest to the Florida Used Car Industry and beyond
Law Firms Merge for Better Service Broad and Cassel LLP has combined with Nelson Mullins Riley & Scarborough LLP We are pleased to announce that effective August 1, 2018, Broad and Cassel LLP has combined with the law firm of Nelson Mullins Riley & Scarborough LLP. In Florida, the firm will be known as Nelson Mullins Broad and Cassel and will bring together 750 lawyers and policy advisors from Nelson Mullins and Broad and Cassel to create a top Am Law firm. We are excited to be able to offer our clients the same quality lawyers and service, sophisticated work product, and quality advice they have come to expect from Broad and Cassel, but with a broader set of services and with expanded reach into other markets. For more information, please visit our website at www.nelsonmullins.com.
PassTime Announces Elite 6 PassTime®, a leading provider of GPS Solutions announced today the ELITE® 6 device, the next generation of its award-winning Elite line of GPS devices. The company provides quality GPS tracking solutions to new and used car dealers, finance companies, fleet and powersports dealers. PassTime’s Elite 6 offers the most versatile and advanced installation capabilities of any product in its history. With a unique, installer-configurable starter-interrupt setup option, installers can now easily integrate Elite 6 into a much broader selection of vehicles than ever before. The highly flexible setup configurations also allow Elite 6 to more easily address the challenges posed by newer ignition technologies found in push-button start vehicles as well as many advanced stop/start engine systems. Elite 6 also features LTE communications for superior network longevity as well as a discrete, precision GPS system for enhanced location pinpointing. In addition to the advancements in installation flexibility, Elite 6 also boasts a 20% size reduction making installation easier than ever before. Further, Elite 6 contains advanced self-override features which give consumers multiple options, including a mobile app, to utilize disable override commands. www.fiada.com
Spooky, Scary Stuff continued from Page 26.
my own writing. I need fresh eyes looking at my material. When you are too close to any situation, possible improvements are missed that fresh eyes would notice.
Letting people from ad agencies—who don’t understand your industry— run your marketing
Marketing for a car dealership is different than for most other industries. There are special issues that are challenging for an outsider to understand. Even segments of the dealer industry need specialized advertising. Someone from an agency who has only worked for other segments of
you are not willing to sell to someone too far away because you may have to go get that car someday. They don’t understand that continuously running ads with low down payment offers may lead to your business running out of capital.
the industry will NOT understand these differences. For example: Heads of agencies with employees who have primarily worked with franchise dealerships don’t understand the specific challenges, marketing needs, and marketing messages that should be used for buy-here pay-here dealers.
Doing the same thing over and over again and expecting a different result.
Mention collections, the need for GPS or AutoZoom, and watch them get glassy-eyed while they try to figure out what you are talking about. Although those things may not affect the messaging or type of media used, it does affect geography. People from agencies who normally work with franchises may not get that
Albert Einstein is widely reported to have said that repetition is a definition of insanity. If you want results to change, your strategies must change. If you want to devise a different strategy, you must have a different person bring an entirely new strategy—or offer tweaks to a previous strategy.
Kenny Atcheson is the founder of Dealer Profit Pros and author of Marketing Battleground: How to Deploy Under-the-Radar Strategies to Explode Your Profits. Kenny offers private consulting and he teaches workshops and speaks at conventions and 20 Groups. His company offers several marketing and advertising programs which include Private Consulting, a Referral Results Training Program, a Newsletter Program, a Feedback & Review & Complaint Management System, Google Pay-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
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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
October 2018 — Independent Dealer — 31
MANHEIM FLORIDA ALWAYS NEARBY.
Manheim Daytona Beach 1305 Indian Lake Road Daytona Beach, FL 32124 386.255.2500 Sale: Wed 3 PM Total Resource Auction every Wed 2:30 PM Manheim Fort Lauderdale 5353 S State Road 7 Davie, FL 33314 954.791.3520 Sale: Fri 9 AM Total Resource Auction Tue 9 AM Ford Open Sale every other Fri Manheim Fort Myers 2100 Rockfill Rd Fort Myers, FL 33916 239.476.9800 Sale: Wed 4 PM Total Resource Auction every other Wed 3 PM Specialty Sale last Wed monthly 2 PM Galloway Direct Off Site Sale 2nd & 4th Tues 12 PM Manheim Jacksonville 10817 New Kings Rd Jacksonville, FL 32219 904.768.9981 Sale: Thurs 1 PM Total Resource Auction every Thurs 12:40 PM Manheim Lakeland 8025 N State Road 33 Lakeland, FL 33809 863.984.1551 Sale: Wed 2 PM Specialty RV/Boat Sale 1st Wed monthly 9 AM
Manheim Orlando 11801 W Colonial Dr Ocoee, FL 34761 Sale: Tues 9 AM Highline Exotic Sale Kicks off every 4th Tues 11 AM with Mercedes & BMW Chrysler Closed Factory Sale bi-weekly on Mon 12:30 PM GM Closed Sales bi-weekly on Mon 1 PM Nissan Infiniti Closed Sale 1st Wed monthly 9 AM Manheim Palm Beach 600 Sansbury Way West Palm Beach, FL 33411 561.790.1200 Sale: Thursday 9 AM Exotic Highline Sale every 4th Wed 9:30 AM Manheim St Pete 14950 Roosevelt Blvd Clearwater, FL 33762 727.531.7717 Sale: Thurs Weekly 2:30 PM inops Regular Sale 3 PM Manheim Tampa 401 S 50th St Tampa, FL 33619 813.247.1666 Sale: Thursday 9 AM Total Resource Auction Mon 9:30 AM at Cone Road location Ford Factory Sale every other Wed 10 AM Manheim Caribbean 1050 Carretera 865 KM 4.7 Bo. Candelaria Toa Baja, PR 00949 787.261.7300 Sale: Thurs 12 PM
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Salvage Sale Thurs 11 AM
32 — Independent Dealer — October 2018
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