Fiada sept 2k16

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SEPTEMBER 2016 www.FIADA.com

Information and Insight for Florida Used Car Dealers

LAST CHANCE TO BE A WINNER!

REGISTER NOW FOR THE FIADA ANNUAL CONVENTION & TRADE SHOW Get a first glimpse of the convention schedule and registration information. See page 16 for details.

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 September 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

12 Back to Basics Terry Myers helps introduce the new ORION system for tags, titles and registrations. 12

DHSMV Update on ORION Transition Deadlines

16

2016 FIADA Annual Convention Guide and Registration Don't Gamble on Your Future! Attend the FIADA Annual Convention at the Renaissance Orlando at SeaWorld.

22

A Simple Tactic for Salespeople to Manage Online Reputation Right Salespeople can take control of their own destiny with just a few smart social media strategies.

26

Membership News

28

A Look at Current Legal Issues Attorneys Tom Hudson and Nicole Munro recap recent federal and legal developments of interest to dealers.

30

Industry News

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.

www.fiada.com

LOOK IN YOUR

MAILBOX Your official Annual Convention invitation postcard is on its way. Be sure to bring it with you to enjoy a free drink on us. September 2016 — Independent Dealer — 3


FROM THE PRESIDENT

When is Enough, Not Enough? BY JIM WINTERICK, SR., FIADA PRESIDENT

I

t is the little things you can do that can make a big difference when it is too late to do anything about it. I often wonder why some dealers struggle and some succeed. Is it bad luck, poor planning, product mix, experience, knowledge, capitalization, location? The possibilities seem to be endless and cumulative. One of the answers in my experience is being a member of the association. FIADA members get the additional assistance that only your association can deliver. The FIADA is in the front lines for our profession. We dealers get involved in our own businesses and often forget that outside influences can interfere with our operations. How many times have we said, “when did that happen?” “Did you know they are changing arbitration at the auction,” “what do all those lights mean?” or “when did the DMV become digital?” “what law is that,” “a lemon law for used cars, no way!!?” You, like many of us, are busy just trying to make a living, pay your bills, take care of your customer’s needs, help your employees succeed and take care of your families. So who is in charge of the continued viability of your lot? I know you are, but I want you to remember you also have a partner that is interested in your enterprises well being. Your trade association, the FIADA, is your silent partner working for your success. You see, your fellow dealers in their own self-interest have come together as one entity to support each other and that includes you. As a joint voice we can be a force together to help each other enjoy successful businesses. How many of us think there is entirely too much red tape involved in selling used vehicles and operating an Independent auto dealership. Sure the big guys and conglomerates can afford to pay for professionals to help them abide by the rules, but what about the regular size dealer with limited assets? What do they do? Many like you and I have addressed the issue by joining FIADA. It is the voice for us Independent Dealers of all sizes. We need all members to call, go see, talk with anyone and everyone they know that makes their living as an

4 — Independent Dealer — September 2016

Independent Dealer and urge them to join our trade association. You probably know people right now that are non-members. Why do business with someone that does not care about your success or for that matter the livelihood that gives you the ability to pay them--convince them to join us. Together we can increase the voice of the used car dealer. We employ many Floridians directly and many vendors make their living from our efforts. We must together grow and together prosper or we will be with those memories of businesses from the past. Our State Convention is coming October 20, 21, and 22 at the Renaissance Resort at SeaWorld Orlando. You will be able to get your CE requirements, up-to-date information about improved profitability of your business, and meet with other dealers that are there to improve their bottom line. Bring your family, enjoy the attractions and get valuable knowledge you can utilize to increase your business. It may seem self evident that we need to support our association. You may think, ‘well they are doing OK without me.’ I have never strived to be OK, have you? It may seem as though it is a little thing to support your association. After all membership is only $6.00 a week and I am very busy. Without your association your busy enterprise may just not be able to compete in the new level of litigious enforcement by entities that certainly do not have our shared interest at heart. Yes non-membership can lead to not being able to do anything about it. Then what will you do? Join us the opportunities are endless. Only you can decide what is enough. Good profits and great selling!!! Jim Winterick Sr. FIADA President www.fiada.com


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EXECUTIVE DIREC TOR’S MESSAGE

Political Potpurri BY LISET TE MARINER, CAE, EXECUTIVE DIRECTOR

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our Tallahassee office is back up in full swing. Hurricane Hermine hit Tallahassee and left over 90% of the residents and businesses without power. Our disaster plan took effect. Many calls were answered directly by me, as calls were routed to my cell phone for the five days we were without power. Thankfully staff and the FIADA office were not damaged and with the exception of learning to cope without power and slower traffic because of all the rerouting, all is well. Thank you to all that offered assistance from near and far. Our community really pulled together to help those in need. FIADA PAC is at work for you! This cycle, FIADA supported 23 candidates and all but two won their primary elections. Four of those were elected because they won’t face an opponent in the general election in November. The remaining candidates will face opponents for the general. Interestingly enough, the Florida Chamber of Commerce reported that of the 314 House candidates and 114 Senate candidates, 64 were elected to the House and 22 elected to the Senate. Less than 24% of the 12 million registered voters in Florida came out to vote, yet the primary determined several races. Also interesting was that 60% of the votes came in well before the election day during absentee and early voting. 6 — Independent Dealer — September 2016

Reviewing the numbers, we have also learned that the demographics of Florida are changing. Currently 27% of the state’s registered voters are NPA (no party affiliation), 35% are Republican and 38% are Democrat.

legislative portion of the FIADA Convention on Friday, October 21. That is of course in addition to all of the industry-focused speakers and workshops we have planned. Take a look at pages 16-17 to get a quick

FIADA PAC is at work for you! This cycle, FIADA supported 23 candidates and all but two won their primary elections. Please help the PAC by contributing today. Keep pro-business leaders in the legislature. This has been a crazy election cycle and over $294 Million was raised during it. The FIADA PAC was a small part of that by contributing $18,000 to candidates. Check out page 8 for a full list of the candidates we supported. The FIADA PAC does not get involved in any federal races such as the race for President or Congress. We only support Florida state legislative races. We’re on a roll and need your support. Please help the PAC by contributing today. Keep pro-business leaders in the legislature. There are going to be several hot races during the general election. You can find a PAC form to make your donation on page 10. We have a wonderful slate of speakers attending the FIADA convention this year, including an opportunity to hear from Speaker Designate Richard Corcoran. He will be attending the

glimpse of what’s in store. There’s still time to register to attend, use the form on page 18 or visit www.fiada.com. It’s no secret that things are heating up in the national political races, and NIADA will be monitoring the outcomes closely. The NIADA National Leadership Conference and Legislative Summit is set for Sept. 26-29. The goal of this event is to bring dealers to Washington D.C. to educate our legislators and regulators at the federal level. There are plenty of topics on the agenda this year, including possible changes to the CFPB as we discussed in last month’s Independent Dealer. Our FIADA Lobbyist Sandra Mortham will be in attendance at the Leadership Conference helping guide a group of FIADA members through the halls of congress. If you would like to join us, go to www.niada.com for details. www.fiada.com


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FIADA PAC SUPPORTED LEGISLATIVE CANDIDATES

Sen. Doug Broxson SD 1

George Gainer SD 2

Rep. Keith Perry SD 2

Rep. Dennis Baxley SD 12

Sen. Jack Latvala SD 20

Sen. Kelli Stargel SD 22

Jim Waldman SD 34

Sen. Rene Garcia SD 38

Erin Grall HD 54

Rep. Dana Young HD 60

Rep. Kathleen Peters HD 69

Rep. Greg Steube HD 73

Rep. Heather Fitzenhagen HD 78

Rep. Matt Caldwell HD 79

Sen. Lizbeth Benacquisto Rep. Kathleen Passidomo SD 27 SD 28

Rep. James Grant HD 64

Rep. Chris Latvala HD 67

Rep. Gayle Harrell HD 83

Andrew Watt HD 85

Rep. Joseph Geller HD 100

Rep. Barbara Watson HD 107

Rep. Holly Raschein HD 120

MAKE YOUR VOICE HEARD IN WASHINGTON, D.C. BY STANDING WITH NIADA AT THE CAPITOL This important event will help frame the NIADA Legislative & Regulatory agenda for 2016 - 2017 and beyond as NIADA's Legislative Committee, Association Executives Council (AEC), and State Presidents (and state officers) Council will meet face-to-face to continue their important association work. Sit in on meetings, regulatory updates, issues briefings and lobbying efforts with fellow NIADA members and dealers from around the country. Get more information and register under the events tab at www.niada.com. 8 — Independent Dealer — September 2016

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SUPPORT THE FIADA PAC Your PAC Contribution helps spread awareness and gain support of issues affecting independent dealers in the state’s capitol. There’s still time to get your contribution in before the session starts if you make it today.

CONTRIBUTION INFORMATION Contributor’s Name:_________________________________________________________________________ Dealership/Company:________________________________________________________________________ Street Address, City, State, Zip:____________________________________________________________________

q

Check q

q

$500

Credit Card (one time contribution) q q

Credit Card Information:

$250 q

q Visa

$100 q

q

MasterCard

Monthly Credit Card Contribution (until cancel)

$50 q

q

$25

q

American Express

_________ q

Discover

PAYMENT INFORMATION Name on Card: Card number: Exp Date:

Sec. Code:

Billing Phone:

Billing Address Authorized Signature

Make your check payable to FIADA-PAC and mail to: FIADA • 1840 Fiddler Court • Tallahassee, FL 32308 If making payment via credit card, you may fax your contribution form to 850.385.3251

10 — Independent Dealer — September 2016


Why It's Good to be a FIADA Member Member Only Discounts FIADA's relationship with auctions provide you with over $2,000 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 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 Download an application or join online at WWW.FIADA.COM

SINCE 1940

QUESTIONS? CALL/TEXT 800.237.0448 September 2016 — Independent Dealer — 11


BACK TO BASICS

ORION is Here. Are You Ready? BY TERRY MYERS

Out with the old, in with the new. Florida's Department of Highway Safety and Motor Vehicles is working towards a new system for registering titles and registrations and printing temporary tags.

T

he printing of Temporary Tags on demand, transfer of an existing Florida metal plate to the Florida owner’s newer Florida vehicle and the ability to price the transaction has been improved even more. Dealers now have the ability to issue new or renew Florida metal plates to their Florida customers, complete with the expiration sticker, from the comfort of their dealership, scan the application documents and E-Mail them directly to the tax collector’s office for final approval. Wow! As with all past efforts, the documents remain temporary until the final OK is provided back to the dealer from the tax collector’s office. The need to take time from the dealer’s lot to stand in line at the tax collector’s office, is now a choice, not a

requirement. Your time can be better spent attending to the business of making a living. Question: is your vendor relationship up to date? Are you set to access all the benefits of the new system? Have you been trained on how to use all elements available? If not, call your vendor and get trained now. The deadline for being ready for full access is fast approaching. Not all vendors are fully up to speed, as of this writing. Auto Data Direct, www.add123.com, an approved vendor for the FIADA is at the head of the pack, as usual. When you get a chance, don’t forget to say “Thank you.” to the workers at your local tax collector’s office for all the times they have provided valuable service to you in the past. There will still be times you will need to belly up

to the bar and say, “Help…” for future sticky situations that eventually arise. This new system not only benefits you, but frees time for them to concentrate even more on the general public and other various business entities. You should feel special that this level of responsibility and trust is being offered to you. Are you ready to accept? See you at the 2016 October convention! 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.

IMPORTANT UPDATE AND INFORMATION FROM THE FLORIDA DEPARTMENT OF HIGHWAY SAFETY AND MOTOR VEHICLES ABOUT CONVERTING TO ORION EFS/ETR In August the Department of Highway Safety and Motor Vehicles provided dealers with an update on the modernization efforts for the Electronic Temporary Registration (ETR) system and Electronic Filing System (EFS), referred to as ORION EFS/ETR. As they had informed, the Department extended the last deadline to September 30, 2016 and is monitoring the service provider's progress on transitioning dealers to the new systems. The Department will be turning off the old ETR and EFS systems on September 30, 2016 which coincides with the tax collectors' fiscal year end, and they want to avoid any impact to dealers, tax collectors and consumers in processing titles and registrations. If you are not converted and using the new ORION EFS/ETR systems by the cut off dates, you will not be able to issue temporary registrations via ETR, or titles and registrations via EFS. Note for ETR dealers, the last day to issue 12 — Independent Dealer — September 2016

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temporary tags in the old ETR was August 30, 2016. As advised in the Department's Aug. 9 letter, below is a list of milestones providers are required to meet: August 15, 2016 ETR Service providers must report that 90% of their ETR dealers have converted to ORION ETR August 30, 2016 ETR Service providers must report that 100% of their ETR dealers have converted to ORION ETR. NO NEW ISSUANCES IN OLD ETR

EFS Service providers must report that 50% of their EFS dealers have converted to ORION EFS

It’s the new new normal, or is it? If Texas Representative Jeb Hensarling gets his way changes may soon be on the horizon. Just in time for an election, and the new financial policies that will go with it. Hensarling, who chairs the House Financial Services Committee, recently released details of a plan to replace the Dodd-Frank Act and promote economic growth. The Financial

EFS Service providers must report that 75% of their EFS dealers have converted to ORION EFS

September 16, 2016 ETR EFS Service providers must report that 90% of their EFS dealers have converted to ORION EFS September 23, 2016 ETR EFS Service providers must report that 100% of their EFS dealers have converted to ORION EFS. NO FURTHER ISSUANCES IN OLD EFS

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ORION EFS/ETR UPDATE continued from Page 13

October 15, 2016 ETR

EFS EFS Dealers must have all transactions closed out or vioded in old EFS.

Below is summary of each EFS/ETR service provider's compliance with the agreed upon milestones. Auto Data Direct (ADD) Provides EFS/ETR Both - new to EFS

Met 7/11/16 Milestone 1 (50% ETR Dealer Conversions) Yes

Met 8/15/16 Milestone 2a (90% ETR Dealer Conversion Yes

Met 8/15/16 Milestone 2b (50% EFS Dealer Conversion N/A

Met 8/15/16 Milestone 2a (90% ETR Dealer Conversion) No

Met 8/15/16 Milestone 2b (50% EFS Dealer Conversion) Yes

Met 7/11/16 Milestone 1 (50% ETR Dealer Conversions) Yes

Met 8/15/16 Milestone 2a (90% ETR Dealer Conversion) Yes

Met 8/15/16 Milestone 2b (50% EFS Dealer Conversion) N/A

Met 7/11/16 Milestone 1 (50% ETR Dealer Conversions) Yes

Met 8/15/16 Milestone 2a (90% ETR Dealer Conversion) No

Met 8/15/16 Milestone 2b (50% EFS Dealer Conversion) N/A

Met 7/11/16 Milestone 1 (50% ETR Dealer Conversions) Yes

Met 8/15/16 Milestone 2a (90% ETR Dealer Conversion) Yes

Met 8/15/16 Milestone 2b (50% EFS Dealer Conversion) N/A

Met 7/11/16 Milestone 1 (50% ETR Dealer Conversions) No

Met 8/15/16 Milestone 2a (90% ETR Dealer Conversion) No

Met 8/15/16 Milestone 2b (50% EFS Dealer Conversion) No

Computerized Vehicle Registrations (CVR) Provides EFS/ETR Both

Met 7/11/16 Milestone 1 (50% ETR Dealer Conversions) Yes

Dealer Support Services (DSS) Provides EFS/ETR ETR Florida ETR Provides EFS/ETR ETR Instetag Provides EFS/ETR ETR TitleTec (Autopoint) Provides EFS/ETR Both

If you have not done so already, work with your service provider IMMEDIATELY to convert to ORION EFS/ETR to ensure that you do not experience any interruption in service. The Department maintains a list of all current ETR service providers on its website at https://www.flhsmv.gov/ETR/etr-vendor.html and EFS service providers at https://www.flhsmv.gov/html/ DMV/EFS.html Note for EFS Deaelrs only: Please work with your service provider and tax collector office to close out all pending or suspended transactions in OLD EFS as soon as possible.

FIADA is your number one source for advice and information. Technical questions, legal questions, regulatory questions...bring them on! SINCE 1940

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. It pays to be a member!

14 — Independent Dealer — September 2016

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The FIADA Annual Convention and Trade Show is the event of the year for Florida's Independent Dealers. Every year the Annual Convention brings a full schedule of seminars and sessions designed specifically for used car and truck dealers. Take a look at what's planned for this year's event.

HOTEL & AREA

INFORMATION

HOST HOTEL

RENAISSANCE ORLANDO AT SEAWORLD 6677 Sea Harbor Dr, Orlando, FL 32821

Located in the heart of Orlando's popular International Drive area, the Annual Convention's host hotel provides first-class amenities and near-by attractions. Head on over to http://fiada.orlandomeetinginfo.com to get the full picture of everything Orlando has to offer, including discounts on theme partk tickets. Plus, take advantage of the "Show Your Badge" event, organized by Visit Orlando. Just show your convention registration badge at any participating restaurant or attraction and receive a special attendee discount. You can see the full list of discounts and deals at www.FIADA.com. 16 — Independent Dealer — September 2016

The FIADA has secured a group rate of $159 per night for attendees. To make reservations, call (800) 468-3571 and tell them you are with the FIADA Convention. Reservations must be made by September 29, 2016 to receive the group discount. There are a limited amount of hotel rooms available so book it now. www.fiada.com


TRADE SHOW

TENTATIVE

EXHIBITORS SCHEDULE

Meet and greet with these vendors: 700Credit ADESA Advance Professional AFC Ally SmartAuction AMAC - Ace Motor Acceptance Corporation American Credit Acceptance America's Auto Auction Jacksonville A.R.A. GPS Systems, Inc. Argentum Financial, LLC ASC Warranty Auction123.com Auto Data Direct, Inc. Automotive Capital Resources AutoPoint Title Tec Autotrader Auto Use BSC America Tallahassee Auto Auction Copart, Inc. Dealers Insurance Services, LLC DealerSocket Delivra eBay Motors First Home Bank FlexPlus LLC Florida Auto Tag Agencies IAA Ituran USA, Inc. Kelley Blue Book Leedom Group Lobel Financial Manheim MicroBilt Corporation National Auto Lenders Nationwide Southeast LLC NextGear Capital Orlando Auto Auction Podium ProGuard Warranty Protective Asset Protection Pro-Vigil Surveillance Services Rent-A-Wreck Used Car Rental Sheriffs Ranches Enterprises SilverRock Inc. Skypatrol, LLC Spireon, Inc. Strategic Dealer Services Tax Refund Services Tax Max TextBox TradeRev TRUECar United Acceptance, Inc. U-Pull-&-Pay vAuto Warrantech/NIADA CPO Wayne Reaves Software Williams & Stazzone Insurance Agency, Inc.

www.fiada.com

Schedule as of 9/12/16. Events subject to change.

Thursday, Oct 20, 2016 3:00 - 7:00PM 6:30 - 8:30PM

Registration Open Welcome Reception

Friday, Oct 21, 2016 7:30 - 4:00PM 8:00 - 9:00AM 9:00 - 10:15AM 10:15 - 10:45AM 10:45 - 11:00AM 11:00 - 12:00PM

12:00 - 1:30PM 1:45 - 2:45PM

1:45 - 2:45PM 1:45 - 2:45PM 3:00 - 4:00PM

5:00 - 9:00PM

Registration Open Breakfast Opening Keynote: Marty Coates, Coates & Associates, Inc. Member Meeting/Elections Coffee Break Legislative Update - Rep. Richard Corcoran, Speaker Designate of the FL House and FIADA Lobbyist Sandra Mortham Networking Lunch Breakout Session A - Florida Sales & Use Tax - The Tax Man is Coming, James Sutton, CPA, Esp., Moffa, Sutton & Donnini, PA Breakout Session B - Addressing the Needs of the Newest Generation of Buyers, Mike Platts, CARFAX Breakout Session C - Financing Your Inventory for Growth, Stacy Fields, NextGear Capital Division of Motorist Services Update - Palmer Brand, FL Highway Safety and Motor Vehicles, Division of Motorist Services Exhibit Hall Grand Opening, Dinner

Saturday, Oct 22, 2016 7:30 - 3:00PM 8:00 - 9:00AM 9:00 - 10:00AM 9:00 - 10:00AM

9:00 - 10:00AM 10:15 - 11:45AM 12:00 - 2:30PM 2:45 - 3:45PM 2:45 - 3:45PM 2:45 - 3:45PM 4:00 - 5:30PM 5:30 - 7:00PM

Registration Open Breakfast with Exhibitors Breakout Session A - Sourcing Inventory Through Digital Acquisition Channels, Manheim Breakout Session B - How To Address The New FLSA Overtime-Exemption Requirements, David Buchsbaum, Partner, Fisher Phillips Breakout Session C - Panel Discussion Keynote Speaker: Author Andy Masters "Leadership Lessons from H-O-L-L-Y-W-O-O-D" and Awards Ceremony Lunch with Exhibitors & Exhibitor Giveaways Breakout Session A Breakout Session B - Panel Discussion: Online Reputation Management Breakout Session C Legal Update - Robert Sickles, Managing Partner, Broad and Cassel Closing Reception September 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

REGULAR (9/1 - 10/14)

ON-SITE (10/15 - 10/22)

[

] $299

[

] $349

Badge Name:______________________________________________________________________

[

] $195

[

] $195

Badge Name:______________________________________________________________________

[

] $195

[

] $195

[

] $100

[

] $100

[

] $124

[

] $149

Badge Name:______________________________________________________________________

[

] $349

[

] $399

Badge Name:______________________________________________________________________

[

] $195

[

] $195

Badge Name:______________________________________________________________________

[

] $195

[

] $195

[

] $100

[

] $100

[

] $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: 18FIADA, — Independent Dealer —Tallahassee, September 2016 Mail: 1840 Fiddler Court, FL 32308

Fax: (850) 385-3251

Online: www.FIADA.com

www.fiada.com Call/Text: (800) 237-0448


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September 2016 — Independent Dealer — 19


CONVENTION

SPONSORS

Thank you to our current list of convention sponsors. (List as of 9/12/16)

MARQUIS

GOLD

SILVER

BRONZE

20 — Independent Dealer — September 2016

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September 2016 — Independent Dealer — 21


SALES & MARKE TING

A Simple Tactic for Salespeople to Manage Online Reputation Right BY KATHI KRUISE

Believe it or not, you can make a lot of impact with a few social media strategies that are low-cost and highly effective.

E

veryone wants to do business with people they know, like and trust. But trust building in today’s online world can get a bit tricky. Social media gives customers a bigger say in how salespeople are viewed by the rest of the world. Savvy salespeople recognize that to manage online reputation right, you must always do your best. What you plant now, you will harvest later.

reputation may precede you.”

Today’s sales professionals must think of building an online and offline reputation in the same way a company would think about creating a brand. When a prospect is considering a purchase, the reputation of a salesperson for delivering value and the social proof of that is crucial.

This one appeared in my feed the other day and I had to check it twice:

No More Secrets

Prospect’s investigations can often resemble an episode of CSI. With the huge amount of information available now, buyers can learn everything they need to know about a salesperson’s reputation. The reputation of a salesperson is often a key ingredient in winning or losing a deal. The good news is that your online and offline reputation is something you can and should proactively manage. It’s tricky, this “manage online reputation thing” File this under, “You just never know where your online 22 — Independent Dealer — September 2016

I’ve lately noticed that social media sites are asking users to help better define the places, products and services they interact with. Even in the private messages to a large Facebook page I manage, I’m asked to verify things like, “Is this response a thank you?” It’s a little creepy but I’m going with it.

I’m pretty sure that isn’t what Applebee’s wants to be known for.

over companies when managing online reputation: They’re only one person who has to manage that one brand. No committee, no board meetings, nothing lost in translation. One consistent message, backed up by an awesome customer experience, can develop trust quickly and generate more business.

A Simple Tactic to Harvest What You Planted

Mike Davenport is one of the most talented sales professionals I’ve ever met. He genuinely loves his customers and uses social media to express it. He works hard to build and reinforce his brand everyday. He plants seeds to harvest later. Mike has his own website (http://www.lvillechevydude.com) and it’s got everything a prospect needs to make the right decision.

It remains to be seen if companies will keep up with all the ways information is disseminated throughout social media. I have high hopes, even with lots of evidence to the contrary.

How to Manage Online Reputation Right

Salespeople have a distinct advantage

More about Mike: • He moved to Louisville, Kentucky without knowing anyone. www.fiada.com


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September 2016 — Independent Dealer — 23


ONLINE REPUTATION continued from Page 22

• • • • • •

He makes it his business to investigate and understand exactly who his customers are and what they’re looking for. His Facebook bio reads, “Chevy salesman, customer service nut and love to change the perception of car buying.” He’s got so many happy customer testimonials, it makes it easy for would-be buyers to choose him. He’s on Twitter sharing content his customers want to know about. He’s authentic. He’s exactly the same in person as he is online (a key component in Personal Brand marketing). And now, the simple tactic Mike does that every salesperson on earth should do.

Mike promotes his reviews on social media. He does it with such authenticity, clarity and conviction that it’s difficult to imagine a would-be buyer going anywhere else. Here's an example:

Breakdown of the Winning Components in This Simple Tactic • • • • •

He speaks in his “real” voice. You know it’s him as you read it. He tags his customer and refers to her as a friend. He reminds other customers to write reviews. He explains exactly how to do it for maximum impact on search engines (“mention my name and “Chevy Dude”). The review from Pam C. is so much more than a standard review. It’s clear she’s ecstatic about her experience.

Now, I realize that each salesperson is on his or her own path. There are many obstacles to success and it takes considerable focus to hit your goals. Long-lasting success requires clear intentions. The thoughts you think about everyday matter. What you think about becomes reality, so choose wisely. Kathi Kruse is a leading Social Media Strategist in the US and Canada. Her contributions and influence bridge across all platforms: conferences, workshops, retreats, webinars, and training events. Contact her at https://www.krusecontrolinc.com. 24 — Independent Dealer — September 2016

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September 2016 — Independent Dealer — 25


MEMBERSHIP NEWS

New Members

AUGUST 2016

AUTO AUCTION MALL LLC Miami, Florida Sender Shamiss Sponsor: www.FIADA.com

FLORIDIAN SPECIALTY TRUCKS INC. Opa Locka, Florida Luis Avila Sponsor: Independent Dealer

MIA REPOS LLC AUTO SALES Hialeah Gardens, Florida Daniel Sanchez Sponsor: www.FIADA.com

TAMPA WHOLESALE CARS INC. Tampa, Florida Leah Molinari Sponsor: FIADA

AUTO LINDO MIAMI CORP Miami Lakes, Florida Frank Martinez Sponsor: Amelia Tillman

FUN TO DRIVE, LLC. Bonita Springs, Florida John Fay Sponsor: Janet Curry

TRUCK TOWN & TOYS Yulee, Florida Paul Dawson Sponsor: FIADA

B&B Pensacola, Florida Kelly Blackmon Sponsor: FIADA

HURT AUTOMOTIVE GROUP Tampa, Florida Terri Denny Sponsor: Don Scott

PRO-VIGIL SURVEILLANCE SERVICES San Antonio, Texas Nicole Jackson Sponsor: FIADA

CAPITAL CAR RENTAL,INC Sunny Isles, Florida Faina Uchitel Sponsor: www.FIADA.com

JOSEPH MOTORS Lakeland, Florida James Joseph Sponsor: FIADA

CITYONE AUTO GROUP INC Orlando, Florida Jefferson Thomas Sponsor: Terry Myers

LINDA ROSE ONDRIEZEK Malabar, Florida Sponsor: FIADA

FIRST HOME BANK St. Petersburg, Florida Brad Adams Sponsor: CAFE Consulting

MAYO MOTORS INC Mayo, Florida Jorge Bulnes Sponsor: Terry Myers

FLEXPLUS, LLC Longwood, Florida Susan Andrews Sponsor: FIADA

MENGAR AUTOMOTIVE FINANCE SOULUTIONS Miami, Florida Stephanie Garcia Sponsor: Equifax

Renewing Members

AUGUST 2016

30+ Year Members Autorama Auto Sales Edison Bridge Auto Sales Langston Motors Progressive Motors, Inc.

Fort Myers, Florida Fort Myers, Florida Eustis, Florida Pompano Beach, Florida

20+ Year Members Auto Brokers of Orlando Toy Store Williams & Stazzone Insurance Agency, Inc. 10+ Year Members Auto Express Enterprises, Inc. Dealers Auto Auction J & C Auto Sales Showcase Auto Brokers USA, Inc.

Orlando, Florida Largo, Florida Cocoa Beach, Florida Orlando, Florida Gainesville, Florida Naples, Florida Panama City Beach, Florida

Under 10 Year Members All American Bonds and Insurance Alley's Auto Wholesale 26 — Independent Dealer — September 2016

Winter Park, Florida Jacksonville, Florida

RALPHS PLACE Fort Pierce, Florida Ralph Fogg Sponsor: Independent Dealer

VCFS Rockleigh, New Jersey Tony Nicolosi Sponsor: Rob Sickles

Rejoining Members

AUGUST 2016

3-D MOTORS, INC. Tampa, Florida Al Kadesky Sponsor: Kevin Scott

FLOORPLAN XPRESS Jacksonville, Florida Chuck Hirschman Sponsor: FIADA

AMERICAN RECOVERY ASSOCIATION Irving, Texas Les McCook Sponsor: Amelia Tillman

MARCH MOTORS, INC Jacksonville, Florida Lisa Dunbar Sponsor: FIADA

AUTO MART OF OCALA Ocala, Florida Jeff Payton Sponsor: FIADA

URBAN AUTO EXCHANGE Bradenton, Florida Ron Schutz Sponsor: Amelia Tillman

EAST COAST AUTO CARE Jacksonville, Florida William Stafford Sponsor: FIADA

American Credit Acceptance Ashton Auto Group LLC Automotive Capital Resources Automotive Financial of America, Inc. C & L Motors Inc. Centec Equipment Sales Enterprise Rent A Car FL Sunshine MC Parts Company, LLC Floorplan Xpress LLC-OK Globe Acceptance, Inc. Jeffs Auto Sales and Service, LLC Lovering Auto Sales Magna Auto Sales Marianna Motor Co MicroBilt Parkway Wrecker Service RPF Sales Valdo Auto Sales Corp.

Spartanburg, South Carolina Longwood, Florida South Miami, Florida Orlando, Florida Tampa, Florida Sarasota, Florida Coconut Creek, Florida Kissimmee, Florida Oklahoma City, Oklahoma West Des Moines, Iowa Port Charlotte, Florida Lakeland, Florida Titusville, Florida Marianna, Florida Kennesaw, Georgia Tallahassee, Florida Jacksonville, Florida Miami, Florida www.fiada.com


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September 2016 — 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 How well does your dealership score on protecting the privacy of its customers? Take a stroll around your operation and do a little detecting. Can the conversation between a buyer and a salesman be overheard by others? Are sales and financing documents left out on desks, in view of anyone walking by? When your personnel leave their desks, do they secure protected customer information? What does your dealership’s privacy policy say about how you are handling your customers’ protected information? Is that description accurate? If that description doesn’t match what you are seeing, it’s time to do a little compliance heavy lifting. Oh, and don’t forget to require any third party vendor that has your customer’s protected information to safeguard it. FEDERAL DEVELOPMENTS The Inside Scoop on CFPB Actions. On June 30, the CFPB issued its Summer 2016, 12th edition, of Supervisory Highlights, covering its supervisory activities completed generally between January 2016 and April 2016. In the report, the CFPB shares recent supervisory observations in the areas of vehicle financing, debt collection, mortgage origination, smalldollar lending, and fair lending. In addition to public enforcement actions, the report reveals issues uncovered by the CFPB during its supervisory examinations that are resolved without public enforcement actions. The nonpublic supervisory actions covered in the report include alleged illegal activity in the area of vehicle financing, resulting in restitution of approximately $24.5 million to consumers. Highlighted violations related to auto finance include deceptive advertising of GAP products 28 — Independent Dealer — September 2016

and CMS deficiencies, which allowed for violation of consumer financial services laws. When examinations determine whether a supervised entity has violated a statute or regulation, the CFPB directs the entity to implement appropriate corrective measures, including remediation of consumer harm when appropriate. The report does not refer to specific institutions unless they were subject to public enforcement actions. See http://www.consumerfinance. gov/data-research/research-reports/ supervisory-highlights-issue-no-12summer-2016/. Shopping for a Car? On July 8, the FTC released four 60-second videos intended to help consumers shop for cars. The four videos offer information on how to identify deceptive car advertisements, buying a used car, financing a car, and understanding add-on products sold in connection with a car purchase. Everyone in your dealership should watch these videos to see what the regulators are telling car buyers. Servicemembers and Repossession On July 26, the Justice Department sued a Michigan-based credit union alleging that it violated the Servicemembers Civil Relief Act by repossessing vehicles owned by protected servicemembers without obtaining the necessary court orders. The complaint also alleged that the credit union’s vehicle repossession procedures did not include a process to determine debtors’ military status before conducting repossessions. The SCRA requires a court to review and approve any repossession if the servicemember obtained financing for a vehicle and made a payment before entering military service. Debt Collection in the Spotlight. The CFPB held a field hearing about

debt collection on July 28, 2016 in Sacramento, California. The hearing featured remarks from CFPB Director Richard Cordray, as well as testimony from consumer groups, industry representatives, and members of the public. The CFPB simultaneously published a proposed rule to regulate third-party debt collectors, and indicated that another proposed rule to regulate creditors collecting their own debt would be forthcoming. CASE OF THE MONTH Claims Based on Dealership's Failure to Disclose Prior Damage to Car Not Conclusively Defeated by "As-Is" Clause: =A buyer bought a used car from a dealership. The buyers guide sticker on the car's window stated that the car was being sold "as-is." During the negotiations, frame/unibody damage to the car was not disclosed to the buyer. The salesperson told the buyer that the car was a "good car" and that she could trade it in for something bigger after about a year. Less than a year later, the buyer started looking for a larger car, but a different dealership would not accept her car as a trade-in because of the frame/unibody damage. The buyer sued the dealership where she bought the car for violating the Texas Deceptive Trade Practices Act by failing to disclose known information about the car to her and by committing an unconscionable action or course of action. The trial court granted the dealership's motion for a directed verdict, finding that the as-is clause negated causation as a matter of law. The buyer appealed. The appellate court referenced a Texas Supreme Court case holding that an as-is clause can conclusively negate the element of causation and defeat claims for DTPA violations, www.fiada.com


fraud, and negligence. However, the appellate court provided two exceptions to enforceability of an as-is clause: (1) fraudulent representation or concealment of information by the seller, and (2) where an as-is clause appears in a standard form contract that cannot be negotiated, particularly if the parties are not equally sophisticated. The appellate court concluded that both exceptions could apply. With regard to the second exception, the appellate court first found that the parties did not have equal bargaining positions. Second, the as-is clause was not clear because the average consumer could reasonably construe it to relate only to repairs. However, the buyer's claims were not based on the dealership's failure to repair her vehicle. Third, the appellate court found that because the as-is clause was a pre-printed, boilerplate provision required by law and appears on every used vehicle that is sold, the boilerplate nature of the as-is clause also weighed against its enforceability. With respect to the first exception, the appellate court concluded that the evidence raised a fact issue regarding whether the dealership's fraudulent representation or concealment induced the buyer to buy

the car. The appellate court found that the buyer provided sufficient evidence of fraudulent representation by alleging that the salesperson told her the car was a "good car" and that she would be able to bring it back after a year and trade it in for a different car. Because the buyer provided evidence that she could not trade it in after a year, she raised a fact issue as to whether the salesperson's representations about the car were false. An issue of fact also existed as to whether the representations were material and whether the salesperson intended for the buyer to rely on the representations. Accordingly, the appellate court reversed the trial court's judgment on the DTPA claims and remanded the case. See Bishop v. Creditplex Auto Sales, L.L.C., 2016 Tex. App. LEXIS 6719 (Tex. App. June 23, 2016). 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 2015, all rights reserved. Single publication rights only, to the Association. (2/16). HC# 4848-8454-3277.

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September 2016 — Independent Dealer — 29


INDUSTRY NEWS FTC Moves Ahead with Warranty Disclosure Rules The Federal Trade Commission has announced final amendments to its Disclosure Rule and Pre-Sale Availability Rule to give effect to the E-Warranty Act. Under the Magnuson-Moss Warranty Act the FTC promulgated the Disclosure Rule in 1975, which provides disclosure requirements for written warranties on products that cost more than $15, specifies language for certain disclosures, and requires simple language in a single document, and the Pre-Sale Availability Rule, which describes how warrantors and sellers must provide warranty terms before a sale. The 2015 E-Warranty Act amended the MMWA to allow warrantors to post warranty terms online, as long as they also provide a non-Internet-based method as well, and to allow certain sellers to use an electronic method to display warranty terms pre-sale, which necessitated the rule amendments. In May, the FTC sought public comment on proposed changes to the rules. The final amendments to the Disclosure Rule define what it means for certain disclosures to appear “on the face of ” a warranty posted online. The Pre-Sale Availability Rule amendments allow warrantors to display warranty terms online and provide information to consumers to obtain those terms via nonInternet means. The amendments also allow sellers to supply pre-sale warranty terms electronically or conventionally if the warrantor has chosen to display its warranty terms online. —Source Used Car News

Multi-Billion-Dollar Volkswagen/Audi Diesel Emission Settlements Volkswagen AG, Audi AG, Volkswagen Group of America, Inc. and certain affiliates (“Volkswagen”) have reached three Settlements related to allegations that Volkswagen installed “defeat device” software to bypass emissions standards in certain 2.0-liter TDI vehicles Potential claimants should now visit the Settlements’ website at www.VWCourtSettlement.com for information about their rights and options under the Settlements (including the option to “opt out” of the Class) and details about payments they may be eligible to receive. 30 — Independent Dealer — September 2016

Southeastern Auto Auction Celebrates 20 Years in Savannah GA In 1987 Wayne DeLoach, Tommy Childs, and Danny Williams purchased a small auction in Statesboro, GA. In 1996, the auction was relocated to Savannah where it still operates today. On Wednesday, August 17th Southeastern Auto Auction of Savannah held its 20th Anniversary Sale. The sale offered a record consignment featuring a variety of vehicles from new car dealers, independent dealers and institutional accounts. These were offered to a huge crowd of dealers both in the auction lanes and online via Simulcast. Dealers enjoyed a free BBQ lunch and had an opportunity to win some of the $25,000 in cash & prizes that was given away after the sale. Prizes included gas powered riding coolers, mini dirt bikes, paddle boards, 60” Samsung TV’s, drones, wireless radios, yeti coolers, plus much more. There was also $10,000 in cash given away. Adding to an already great day, a donation was given to Shriners Hospital for Children which came from money raised through a 50/50 drawing. “It was another recording breaking day for both number of vehicles consigned and sold. To achieve this on the 20th Anniversary of the auction is a great achievement. Our amazing team went above and beyond to make sure it was a success. For an auction to be in business this long you need to have great employees and great customers. I would like to thank the hard working Southeastern Auto Auction team for all they do and also our amazing dealers," said Bill McCready the auctions V.P. Southeastern Auto Auction is located in Savannah, GA and holds a Dealer Only Sale every Wednesday at 10:00am and a Public Sale every Thursday at 7:00pm. Stay up-to-date in between issues of Independent Dealer with the FIADA e-Newsletter. Make sure you add FIADA_eNews@mail.vresp.com to your contacts list to receive it. www.fiada.com


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

www.fiada.com

September 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

Manheim Orlando 11801 W Colonial Dr Ocoee, FL 34761 Sale: Tues 9 AM Highline Exotic Sale Kicks off every 4th Tues 11 AM with Mercedes & BMW Chrysler Closed Factory Sale bi-weekly on Mon 12:30 PM GM Closed Sales bi-weekly on Mon 1 PM Nissan Infiniti Closed Sale 1st Wed monthly 9 AM Manheim Palm Beach 600 Sansbury Way West Palm Beach, FL 33411 561.790.1200 Sale: Thursday 9 AM Exotic Highline Sale every 4th Wed 9:30 AM Manheim St Pete 14950 Roosevelt Blvd Clearwater, FL 33762 727.531.7717 Sale: Thurs Weekly 2:30 PM inops Regular Sale 3 PM Manheim Tampa 401 S 50th St Tampa, FL 33619 813.247.1666 Sale: Thursday 9 AM Total Resource Auction Mon 9:30 AM at Cone Road location Ford Factory Sale every other Wed 10 AM Manheim Caribbean 1050 Carretera 865 KM 4.7 Bo. Candelaria Toa Baja, PR 00949 787.261.7300 Sale: Thurs 12 PM Salvage Sale Thurs 11 AM

32 — Independent Dealer — September 2016

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