July 2014 issue by FIADA

SINCE 1940

JULY 2014

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A Publication of the Florida Independent Automobile Dealers Association

Information and Insight for Florida Used Car Dealers

Become an FIADA MVP by recruiting new members. You could earn some extra money and help your Association grow at the same time. SEE PAGE 29.

8 FULTON, MO PERMIT NO. 38

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DECLARE YOUR INDEPENDENCE

We’re back from the NIADA Convention with some top honors and plenty of pictures.

DON’T LEAVE MONEY ON THE TABLE?

Offering motor vehicle service agreements to customers could earn you extra commissions. July 2014 — Independent Dealer — 1

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Dealer Independent

MAILING ADDRESS 1840 Fiddler Court Tallahassee, FL 32308 TELEPHONE (850) 385-2712 (800) 237-0448 FAX (850) 385-3251 WEBSITE www.FIADA.com E XECUTIVE COMMITTEE Dino Mercurio President Jim Winterick, Sr. Senior Vice President Christopher Leedom Chairman of the Board Phil Risley Secretary Paul Matton Treasurer Lisa Compagno Regional Vice President Frank Fuzy Regional Vice President George Hickey Regional Vice President Steve Marbais, CMD Regional Vice President Govinda Romero Regional Vice President FIADA STAFF Lisette Mariner Executive Director Terry Myers Educational Instructor Sarah Langley Administrative Director Amelia Tillman Member Services Christy Taylor Editorial/Advertising

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FIADA • 1840 Fiddler Court Tallahassee, FL 32308 (850) 385-2712 • Toll Free: (800) 237-0448 Fax (850) 385-3251 • www.FIADA.com The Independent Dealer is a publication of: Florida Independent Automobile Dealers Association, 1840 Fiddler Court, Tallahassee, FL 32308 The magazine is published every month in Tallahassee and distributed to Florida new, used, wholesale and lease/retail car dealers. Advertising rates are available upon request. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of Independent Dealer or the Association. Likewise, the appearance of advertisers, or their identification as members of FIADA, does not constitute an endorsement of the products or services featured.

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Contents July 2014

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 Dino Mercurio

Executive Director’s Message Lisette Mariner

NIADA Annual Convention: Declare Your Independence! A photo album from the event at Caesar’s Palace in Las Vegas.

Back to the Basics Terry Myers explains selling motor vehicle service agreements for extra profit.

Member News

Legislative Update New laws took effect July 1. Stay on top of all the changes for driver licenses, registrations and titles.

Treat Them With Respect Relating to your customers and treating them like you would want to be treated is the secret to BHPH success.

Don’t Miss Out On Your Free Lunch The July Town Hall Meeting is almost here. Make plans to attend and enjoy a complimentary lunch and education session.

A Look at Current Legal Issues The monthly round-up of federal and legal issues affecting auto dealers.

Building Relationships are Key Dealer and lender relationships can be mutually beneficial.

FIADA’s 2014 Annual Convention & Trade Show Registration is now open for the state’s premier dealer event. See the tentative schedule and use our registration form to save your spot.

Industry News July 2014 — Independent Dealer — 3

FROM THE PRESIDENT

FIADA Members in the National Spotlight BY DINO MERCURIO, FIADA PRESIDENT

would like to take this opportunity and use my little corner here for celebration and to offer some well-deserved congratulations to a few of Florida’s finest dealers, as well as our Executive Director. First, we start off the month of July celebrating our freedom, and the independence of our great country. Happy Birthday USA! Now, on to the congratulations. I just returned from the NIADA convention at Caesar’s Palace in Las Vegas, and not only was it a great event full of information and interaction among dealers and vendors from all over the country, but it was also an event that showcased Florida and the FIADA. Paul Matton, our current Treasurer and Past President was honored at the National Quality Dealer Awards Banquet as the State of Florida Quality Dealer Award Winner. FIADA Executive Director Lisette Mariner was elected Vice Chair of the NIADA Executive Directors Committee, which is not only an honor, but gives our state and FIADA more clout and input on the national level.

Finally, Pompano Beach Dealer, FIADA Past President and current FIADA Regional Vice President Frank Fuzy was sworn in as NIADA “President Elect,” which means after his one year term is up, he will ascend to the highest national office as NIADA President! This is really a big deal, and next time you see Frank, please congratulate him as he has really worked hard to get there. The FIADA and the State of Florida have not had an NIADA President since Bob Galloway way back in the 80’s, and I know Frank will do a great job leading NIADA and representing Florida. So, as you can see, the FIADA not only represents dealers and the automobile industry on a state level, it represents very capably on the national level as well. Congratulations again to Paul, Lisette, and Frank. I am proud of all you have accomplished and know you will continue working hard to better our association and our industry. Dino Mercurio FIADA President

Where’s Your Sign? Election season is approaching, which means candidates will be looking for a place to stake their signs. Help them out, along with the Association, by offering to display some at your dealership. It costs you nothing, but gains so much for the Association and the industry! Call FIADA at (800) 237-0448 to find FIADA-friendly candidates in your area.

4 — Independent Dealer — July 2014

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We’re hiring your new F&I manager. Find out when they start. Visit newFandImanager.com

Protective Asset Protection has been serving auto dealers of all sizes for 50 years. We know your job is tough – that’s why we’re in the process of getting you some help with your finance and insurance solutions. So, be on the lookout for your new addition. We’ll be making the big announcement soon.

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Contact Protective’s Florida representative, Chris Behrens at 866 452 7335 A “National Corporate Partner” has met stringent NIADA criteria demonstrating that it can provide valuable products and services to NIADA members. No legal partnership has been created by the granting of this status, but NIADA does receive compensation from Protective. Limited Warranty Products, Vehicle Protection Plans (VPPs) and GAP are backed by Lyndon Property Insurance Company in all states except NY. In NY, VPPs are backed by Old Republic Insurance Company, Limited Warranty Products are backed by Western General Insurance Company and GAP is not available. Credit Insurance is backed by Protective Life Insurance Company in all states except NY, where it is backed by Protective Life and Annuity Insurance Company.

EXECUTIVE DIREC TOR’S MESSAGE

Conventions are Great— National and State BY LISET TE MARINER, EXECUTIVE DIREC TOR

’m just coming off the heels of the NIADA convention and moving forward with final details for the FIADA convention. I was able to meet several of our Florida dealers that made the trip out to Vegas. They let me know what a great experience it is for dealers to be able to network with other dealers and learn from the industry’s best of the best. The FIADA convention is another opportunity for you to network and learn from these experts. We have a great lineup of speakers. DJ Harrington will help with “Generating Your Own Business,” Jay Guburd will help “Rev Up Your Relationships,” the Leedom Group will help you “Get Your Sea Legs: Buy Here Pay Here,” and a number of other sessions relating to financing, buying cars, legal issues, legislative, and DMV updates. Thank you to our current sponsors: Ace Motor Acceptance Corporation, Auto Data Direct, Inc., Auto Revo, Dealer Funding, GMAC Smart Auction, GM Onstar, Nationwide Acceptance, NCM Associates, Protective Asset Protection, and Wayne Reaves Software and Websites. They are the reason we can keep registrations low. Visit www.FIADA.com for an updated list of our sponsors and to register.

staff of Recarnation in New Mexico on being awarded the NIADA National Dealer of the Year. Please join us Saturday, October 11, 2014 at Orlando’s Omni Resort ChampionsGate as we announce the 2015 FIADA Quality Dealer. Even Florida State University’s most winningest coach Bobby Bowden was in Vegas. He provided a humorous look at life, faith and football. The message was very inspiring. Thank you to our wonderful board members, Dino Mercurio, Jim Winterick, Sr, Paul Matton, Frank Fuzy, and Brandi Noegel for making the trip to Vegas. I also had the pleasure of spending time with John Cousins of Southeast Car Agency, Tomane and Felicia McTiller of M5 Automotive Group and William Godby of Universal Auto Sales of Plant City. There were a number of other Florida dealers there as well. Overall, the education and camaraderie was great. NIADA always has exceptional speakers and exhibitors. Don’t forget that as a member of FIADA you’re automatically a member of NIADA. They have a number of benefits available to you, such as the certified pre-owned program, NIADA health insurance exchange, vehicle history reports, parts and service discounts, to name a few. Visit www.NIADA.com and click on Services to view the many options.

One of the highlights from the NIADA Convention was our very own Frank Fuzy of Century Motors becoming President Elect for the NIADA. The last Florida dealer to be at the helm was Bob Galloway in 1988. We are very proud of Frank! Paul Matton represented Florida as the 2014 FIADA Quality Dealer. There was tough competition for this year’s NIADA Quality Dealer. We The 2014-15 NIADA Executive Committee is sworn in at the Annual would like to congratulate Convention. Florida’s Frank Fuzy (third from right) is NIADA’s President Marc Powell and the

I would like to encourage you to take time away and rejuvenate by attending the FIADA convention October 9-12 at the Omni Resort ChampionsGate. See you soon!

Elect and will be the national association’s president next year.

6 — Independent Dealer — July 2014

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July 2014 — Independent Dealer — 9

BACK TO THE BASICS

Are You Leaving Money on the Table?...Part 2 Motor vehicle service agreements can add a nice commission to any deal, but if you don’t ask, no one can buy one. BY TERRY MYERS

s we said last month, opportunity is where you find and recognize it. Whether you take advantage of it or not is up to you. Agree? Service Warranties are a great way to add dollars to the bottom line. Many customers wish to purchase additional protection for their vehicles. If they cannot purchase it from the dealership, they will purchase from a different source. Are you leaving money on the table? The potential commission may be as high as 40 to 50 percent. You do the math on a $400 contract. Ten of these a week at 40 percent could add $1,600 to the bottom line.

CASE STUDY: The dealer offers every eligible customer, you are not allowed to discriminate, the opportunity to purchase additional protection. Some will say no. Some will say yes. When a customer decides to purchase a motor vehicle service agreement: 1. The dealer must charge sales and county tax on the premium total. • Sales tax at 6 percent (plus) • County, discretionary sales surtax, based upon where the Florida vehicle is registered. • County, discretionary sales surtax is charged at the dealer’s county rate if a non-Florida vehicle is registered in Florida. Note: there is no $5,000 cap on service agreements. Do the math separate from 10 — Independent Dealer — July 2014

the math on the vehicle, which does have a cap. • Sales and county tax is charged on anything the customer pays out-of-pocket. • Discretionary sales surtax is not charged if the vehicle is titled and registered in another state or county. • Vehicles exempt from sales tax are also exempt from surtax, when the entity produces a valid Florida Consumer’s Certificate of Exemption. Check with the Florida Department of Revenue ahead of time to assure you are charging, reporting, remitting and retaining supporting documentation. Form GT400400, Tax Information for Motor Vehicle Dealers is also, an excellent review resource for this topic. 2. The Buyer’s Guide has been check marked  where required, to indicate that a motor vehicle service agreement is available at an additional charge. 3. Complete the agreement. 4. The contract and funds are forwarded to the insurance company. 5. The insurance company will cut a commission check to the licensed agent.

Note: If the customer has existing coverage, any additional coverage offered must contain elements not already offered. Check with the companies you license with and legal counsel to assure you follow all applicable laws. The dealer will need to contract with approved insurance companies to offer their products. Insurance companies will require the dealer to be properly licensed, since this is an insurance product. To take advantage of this opportunity, the insurance company may require, among other things, the dealer to acquire a 2-53, Service Agreement Salesperson license, with the Department of Financial Services, www.myfloridacfo.com/Division/ Agents/Licensure/General. The license is inexpensive and relatively easy to obtain. Since this is an insurance commissioned product, be careful to not charge more that legally allowed by law. Mentally equate this to why someone has health insurance. If the customer breaks down and needs parts replaced, they go to an approved facility and the bill goes to the insurance company. If the vehicle breaks down and needs parts replace, they take it to an approved repair shop and that bill also goes to the insurance company. You will get a yes on a percentage of all sales you ask for. However, if you don’t ask for the sale, all answers are automatically ‘No’. So, ‘Are you leaving money on the table? Articles are the opinion of the author and are not intended to be regulatory, 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. Copyright 2014, Terry LB Myers, author, lecturer, FIADA instructor, FADS owner/instructor. www.fiada.com

FIADA is constantly building the on-demand webinar library. Members have access to all of our past webinars at no cost, so login to your account to view: It’s a Popularity Contest: Simple ways to Drive Traffic to your Web Site and Inventory Presented by Tracy Amato • • • • • •

What factors attribute to obtaining higher search engine rankings Tips on how optimize content on your website The power of YouTube and blogging How social media impacts your search ranking The importance of a mobile presence How listing inventory on multiple marketplaces like eBay, Craigslist, and classifieds will increase website traffic

Don’t Get Stuck in the Mud of Today’s Regulatory Landscape Presented by Rob Sickles • • • • •

Federal and State regulatory issues from an expert attorney Consumer Financial Protection Bureau Florida Attorney General Florida Department of Financial Services Florida Department of Motor Vehicles

Hot Topics in the Payments Industry: Plain Talk on PCI Compliance and Influencing Consumer Behavior Presented by Jon Leedom and Dan Steiner of the Leedom Group FREE for FIADA Members and only $10.00 for Nonmembers. Members, please sign in to access your free course. • Attendees will learn: • PCI Compliance Register online: Go to www.FIADA.com and click on Webinars • Convenience Fees under the Dealer Training School tab. • Surcharge Rules

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. The best part is, it’s free to FIADA members. Call us anytime at (800) 237-0448!

Got a question after hours? You can access our online resources 24/7 at www.FIADA.com www.fiada.com

July 2014 — Independent Dealer — 11

MEMBERSHIP NEWS

New Members

JUNE 2014

ADVANCE AUTO BROKERS, INC. Tampa, Florida Yasser Abdelrehim Sponsor: Amelia Tillman

FREDDYS AUTO TECH Ocala, Florida Alfredo Calderon Sponsor: Kevin Scott

AFFORDABLE AUTO DEALS,LLC Hollywood, Florida Lawanda Villwock Sponsor: Kevin Scott

GO AUTO EXCHANGE Winter Garden, Florida Butch Herdegen Sponsor: Amelia Tillman

AUTO MIAMI GROUP West Park, Florida Alexey Iskra Sponsor: Independent Dealer

IDRIVE AUTO GROUP LLC Hollywood, Florida Ben Kitchens Sponsor: Amelia Tillman

AUTO SALES OF WINTER GARDEN, LLC Winter Garden, Florida Chris Bottone Sponsor: Amelia Tillman

JASON SANTIAGO Tampa, Florida Jason Santiago Sponsor: Terry Myers

AUTO SOURZE FLORIDA Vineland, New Jersey Chuck Simpson Sponsor: Kevin Scott

MOTOR VEHICLE BROKER AUTOMOBILE CORPORATION Pensacola, Florida Timothy Schmuck Sponsor: FIADA.com

AUTOMATCH PLUS, INC. Tallahassee, Florida Marvin Cohen Sponsor: Amelia Tillman AXIOM CARS.COM LLC Ormond Beach, Florida Julian Cantillo Sponsor: Terry Myers/Frank Fuzy FAIR CREDIT LLC Coral Gables, Florida Jorge Diez de Oante Sponsor: FIADA.com

NCM ASSOCIATES Overland Park, Kansas Brent Carmichael Sponsor: Sarah Langley SUPERSEVEN, LLC Clearwater, Florida Panagiotis Karamountzos Sponsor: Terry Myers YESHUA AUTO SALES LLC Orlando, Florida Ismael Portalatin Sponsor: Jeff McClintock

Rejoining Members

JUNE 2014

AUBREY’S AUTO SALES Delray Beach, Florida Tracy Aubrey Sponsor: FIADA Office

MAHER CHEVROLET Saint Petersburg, Florida Gregory Soulliere Sponsor: Amelia Tillman

BOOKITOUT, INC. Jacksonville, Florida Jonathan Hedy Sponsor: Sarah Langley

TOMLINSON MOTOR COMPANY Gainesville, Florida J.D. Tomlinson Sponsor: FIADA Office

CASEY’S AUTO WHOLESALE Bradenton, Florida Matthew Celender Sponsor: Amelia Tillman 12 — Independent Dealer — July 2014

Renewing Members

JUNE 2014

30+ Year Members Richard Bell Auto Sales Turnpike Motors 20+ Year Members Benz Financial Services, Inc. Century Motors of S. Fla., Inc. Florida Auto Exchange Co. Lash Auto Sales Maxx Motors Mike Hill Used Cars, Inc. Paymentbooks.com, a division of Howland International Southeast Car Agency, Inc. 10+ Year Members American Recovery Association Autoshopper.com Magazine Car Credit Carmax Auctions Dealers Auto Auction Fleet Lease Disposal Golden Oldies Auto Sales, Inc. Stepanek’s A/S & Service, Inc. World Imports USA, Inc. Under 10 Year Members Absolute Surety, LLC American Classic Car Sales Auto Dealers Wholesale Automotive Finance Corporation Braman Motorcars C & L Motors Cars Unlimited Carsforsale.com Eddie Anderson Motors LLC Firehouse Auto Sales Genuine Motorcars, Inc. Godby Enterprises DBA Universal Auto Sales of Plant City Haims Motors Inc Hometown Auto Mart, Inc. Millennium Luxury Coaches Nationwide Southeast LLC Sterling Credit Corporation Tallahassee AutoFinance dba Gary Moulton Auto Cent Title Technologies, Inc. Value First Auto Sales, LLC Wing Motors Automobile Corp Woodall Auto Wholesale, Inc.

Deland, FL Pompano Beach, FL

North Miami Beach, FL Pompano Beach, FL Dunedin, FL Lakeland, FL Princeton, FL Panama City, FL Kissimmee, FL Gainesville, FL

Irving, TX Lakeland, FL Tampa, FL Richmond, VA Lake City, FL Delray Beach, FL Hudson, FL Vero Beach, FL Jacksonville, FL

Orlando, FL Sarasota, FL Tallahassee, FL Orlando, FL West Palm Beach, FL Tampa, FL Tampa, FL Sioux Falls, SD Lakeland, FL Sebastian, FL Saint Petersburg, FL Plant City, FL Hollywood, FL Dunnellon, FL Sanford, FL Chicago, IL Maitland, FL Tallahassee, FL Dallas, TX Saint Petersburg, FL Miami, FL Ocoee, FL www.fiada.com

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L E G I S L AT I V E U P D AT E

2014 Legislative Changes for Driver Licenses, Registrations, and Titles The new laws are now in effect. Find out what you need to know to be ready and compliant.

he 2014 Legislature passed various bills resulting in changes to driver license and motor vehicle laws, which become effective July 1, 2014. Here is an overview of what has been added and changed: DRIVER LICENSES: Section 316.027, F.S., requiring the driver of a vehicle involved in a crash that results in serious bodily injury to a person to immediately stop the vehicle and remain at the scene of the crash; providing that a person commits a felony of the second degree if he or she fails to stop the vehicle and remain at the scene of the crash until specified requirements are fulfilled; requiring the court to revoke for at least three years the driver license of a person convicted of leaving the scene of a crash involving injury, serious bodily injury, or death, etc. Sections 322.015 and 322.017, F.S., providing for a free ID card or replacement driver license to Florida Department of Correction inmates prior to their release. The identification card or replacement driver license will be issued by the FLOW (Florida Licensing On Wheels) mobile units at correctional institutions around the state. Section 322.031, F.S., revising and creating provisions to benefit veterans 14 — Independent Dealer — July 2014

and service members with regard to governmental and private employment preference, employment and training services, and driver license and learner’s permit exemptions and extensions.

Section 322.21(1) (f), F.S., requiring the department to issue a free identification card to individuals who provide proof they meet the “at or below the 100 percent poverty level” criteria. An individual may submit either a tax return from the last tax year (must show income that meets the federal standards of poverty), proof of enrollment in the Department of Children and Families’ Access Florida benefits, or a 100 percent Federal Poverty Letter Self-Certification affidavit. Section 322.27(5) (b), F.S., allowing the clerk of courts to submit an amended disposition to have an individual’s HTO revocation removed when certain criteria are met.

Creating section 322.032, F.S., requiring the department to begin development on a secure system for issuance of an optional digital driver license or identification card.

Section 322.2715(3) (a), F.S., allowing for installation of an ignition interlock device for first time DUI convictions that meet specific blood alcohol levels detailed in s. 316.193(1), Florida Statutes.

Section 322.055, F.S., lowering the period of revocation from two years to one for offenses related to possession or sale of, trafficking in, or conspiracy to possess, sell, or traffic in a controlled substance.

Section 322.276, F.S., allowing the department discretion to issue a driver license to individuals suspended or revoked for an offense in another state that would not have been grounds for suspension or revocation in Florida.

Section 322.058, F.S., adding additional exceptions that allow for clearance of a Title IV-D suspension.

Section 562.11(1) (a) 3, F.S., allowing court’s the authority to direct the department to issue a business purposes only driver license to individuals convicted of providing alcohol to a person under the age of 21.

Section 322.141(3), F.S., requiring the department to print “SEXUAL PREDATOR” on the face of a driver license or identification card instead of “775.21 F.S.” for individuals convicted under s. 775.21, Florida Statutes. For Sexual Offenders, “943.0435, F.S.” will continue to be printed on the driver license or identification card. The department is working with Morpho Trust to accomplish this change. It will be later in July before the new designation begins printing on driver licenses and ID cards.

Section 812.0155(5), F.S., allowing courts the authority to direct the department to issue a business purposes only driver license to individuals convicted of theft under s. 812.014 and 812.015, Florida Statutes. REGISTRATIONS: Sections 1.01(14) and 320.089, F.S., revising references from Korean Continued on Page 16. www.fiada.com

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May 2014 — Independent Dealer — 15

2014 NEW LAWS continued from Page 14.

Conflict and Vietnam Era to Korean War and Vietnam War, respectively, and from Korean Conflict Veteran to Korean War Veteran. This bill authorizes the issuance of a Combat Medical Badge license plate, establishes a method of proof of eligibility for certain special military license plates, and requires the addition of service medals to 11 existing special military plates. Section 320.02(17) F.S., authorizing the department to withhold registration renewal or replacement of a revalidation sticker or license plate for the vehicle identified in the notice by the lienor unless a court orders the person’s name removed from the list as provided in s. 320.1316. Sections 320.08056(4)(uu) and (xxx), F.S., changing the names of two specialty license plates. Sportsmen’s National Land Trust will become Wildlife Foundation of Florida, and Catch Me, Release Me will become Protect Our Oceans. The new plate designs will not be available until a later date; however, the name changes become effective July 1, 2014. Sections 320.08056(10)(a), F.S., revising distribution of revenue received from the sale of a certain plate, the requirements for use of specialty license plate annual use fees, and defining the term “administrative expenses.” Sections 320.08058(70)(b) (4) and 320.08058(71)(d) (4), F.S., requiring the St. Johns River Alliance, Inc., and National Hispanic Corporate Achievers, Inc. (Hispanic Achievers), to each record a certain number of sales within a certain timeframe. After July 1, 2014, a customer may renew their registration; however, they cannot request a replacement nor be issued an original St. Johns River or Hispanic 16 — Independent Dealer — July 2014

Achievers license plate. Section 320.08062(2) (a)-(d), F.S., revising audit and attestation requirements for specialty license plate organizations and the department. Section 320.083(1), F.S., revising the requirement that an amateur radio station license only be recognized by and not issued by the Federal Communications Commission. Sections 320.089, creating a Veterans of the United States Armed Forces special military license plate. The new plate will not be available until a later date. Sections 320.1316(1-3), F.S., requiring the department not to issue a license plate, revalidation sticker, or replacement license plate for a vehicle or registration number or decal for a vessel owned by the lienee, which is identified in the claim by the lienor. Section 320.525(2) (c), F.S., exempting port vehicles and equipment from registration and license plate requirements on public roads designated as post district roads for transporting cargo, containers, and equipment. Section 45 of chapter 2008-176, Laws of Florida, extending the moratorium of the issuance of new specialty license plates to 2016. TITLES Sections 261.03 and 317.0003, F.S., revising the terms ATV and ROV. Additionaly it amends section 316.2074, F.S., revising the term “allterrain vehicle” increasing the width from 64 to 65 inches or less. Section 316.86, F.S., a, authorizing operation of autonomous technology on Florida roads by research

organizations associated with accredited educational institutions. Section 319.30(1) (i), F.S.,, requiring that the words “may have previously been declared a total loss vehicle due to damage” be stamped in a conspicuos place on the title of a rebuilt vehicle. All Florida rebuilt titles will carry this wording on the front of the title. Section 319.30(1) (i), F.S., , providing a definition for the term late model vehicle. Section 319.30(3) (b), F.S., providing that if a late model vehicle (manufacturer’s model year of 7 years or newer) had a current retail cost of at least $7,500 just prior to sustaining the damage that resulted in the total loss, (as established in any official used car guide or valuation service), and if the owner or insurance company determines that the estimated costs of repairing the physical and mechanical damage are equal to 90 percent or more of the current retail cost, (as established in any official used motor vehicle guide or valuation service), the department shall declare the vehicle unrebuildable and print a certificate of destruction, authorizing the dismantling or destruction of the vehicle. This DOES NOT apply if a mobile home is worth less than $1,500 retail just prior to sustaining damage resulting in the total loss. If a motor vehicle has a current retail cost of less than $7,500 just prior to sustaining the damage that resulted in the total loss, (as established in any official used motor vehicle guide or valuation service), or if the vehicle is not a late model, the owner or insurance company that pays compensation for the total loss of the motor vehicle shall obtain a certificate of destruction, if the motor vehicle is damaged. www.fiada.com

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

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July 2014 — Independent Dealer — 17

BHPH SUCCESS

Treat Them With Respect We need our customers as much as they need us, so build a long-lasting relationship that will pay off over time. BY JENNIFER FINLAY

et me start by asking one simple question: What do YOU drive? In addition to that, when was the last time honestly that you had to borrow gas money just to get to work? Or better yet when was the last time you walked into the grocery store and couldn’t get what you needed, not what you wanted, but what you needed? Has it ever happened to you? There are choices our Buy Here-Pay Here customers are faced with every single day. This group is not unique or few in number any longer. They are people who have owned their homes, had good incomes, had goals and plans and now are faced with, at best, far more difficult circumstances and, at worst, financial tragedy. The once comfortable life they had is gone due to the economy. Maybe you are one of the very few who have always had a nice dependable car, but for the majority of us we can remember a time where we had tires that didn’t match, interior lights that didn’t work, headliners that restricted our view and engines that came to life only intermittently. Sure it may have been a while ago, but it was an obstacle in our life and made every day just a bit more difficult. Let’s think about our own lives and our pursuit of profit. After all, that is what we are all after, right? More profit, greater margins, better leads, bigger paychecks, greater bonuses... more, more, more. It’s why we work so hard, why we crunch the numbers, analyze our business models, network 18 — Independent Dealer — July 2014

feverishly to find new ideas and discover more efficient ways to create new business. This is all good, but let’s seriously talk about what we do on a very practical, realistic level. As a BHPH dealer, do we sell cars? No, not so much. Do we sell financing? Yes, to an extent. What it really comes down to in my opinion is that we sell customer service. To prove this, ask yourself a few questions: • How many repeat customers do you currently have? • Why did they come back? • What did you do to make it easy for them to return? • How many referrals did you get from happy customers? • Do you reward customers for referrals? • Did you track the number of referrals? No matter how many other competitive BHPH dealers are in your area, one thing will remain the same; your customers keep coming back to you for a reason. Is the reason that you have the cheapest cars? Probably not, most BHPH dealers follow a similar markup plan. All the used cars out there are competitively priced. So if all of our customers can go to the lot next door or down the block and pay the same amount of money, why do they come back to us?

evening with five minutes to closing when someone comes in and wants to test drive everything on the lot. In the back of our minds we are thinking, “Great! I’m never going to make it to dinner, the kid’s game or happy hour on time now.” This line of thinking is hard to overcome sometimes. But it should be an important focus. Our customers need us. They want to feel important; many times their lives are in shambles. They struggle on a daily basis just to get through the day. I see people every day come into my office at the end of their day with such a defeated look on their face. Life is hard and they really feel it. And when we take the time to make things easy for them, things start to turn around. Positive words I have found go a long way with most. Our customers want to know that someone cares. At our dealership we consistently do several things to make people feel welcome. Although we have well over 700 accounts, our entire staff tries to remember our customer’s names. Sounds like a little thing, but it really means something to the customer. To say “hello” when they come in, call them by name and smile. It has a huge impact. Continued on Page 20.

Customer service, that’s why. And it’s not as easy as it sounds, really. I’m sure we can all remember a Friday www.fiada.com

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July 2014 — Independent Dealer — 19

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July 18, 2014 • 10am - 2pm

Daytona Beach Resort/Ocean Walk Village 100 N Atlantic Ave, Daytona Beach, Florida, 32118 What’s on the agenda?

Town Hall Meeting & Legislative Update: Find out what happened this legislative session and how it impacts your business. Learn more about SB 156 that will reduce motor vehicle registration fees and House Bill 7005 that reinstates the surrender stop. Legal Forum: This segment is always packed full of information regarding recent court decisions and will focus on recent FTC settlements against dealers and the rise of AG offices going after dealers for not adequately disclosing facts regarding a vehicle’s condition. Auction Panel: New Auction Standards & Impact on Independents: Panelists will answer auction questions such as: How will auto grade help with inconsistent CR (condition report)? Why is CR so different between the auctions? Do the online arbitration policies vary from in lane arbitration policies? Why? What are some of the changes in the NAAA policies released Jan 14? Bring your auction questions to this Q&A panel.

Online Registration available at www.FIADA.com

Continued on Page 22.

20 — Independent Dealer — June 2014

www.fiada.com

BHPH SUCCESS continued from Page 18.

The repeat customer is actually the best customer we have. Think about it for a minute, how much better can it get? Really. We know them, understand their payment history and know their family members. They know us, and how we operate. We have a history with them, so we know what to expect and what we are getting into. Therefore it should be our number one goal to retain as many customers as possible. This cuts down the “unknown” if you will,

making our business more efficient. So go that extra mile, do whatever it takes to make your customer understand you are there to help, that you appreciate their business!

Jennifer Finlay has worked in the auto industry for 17 years, including one of the largest Buy Here-Pay Here dealerships in Volusia County. She is a licensed instructor and teaches pre-licensing classes for FIADA.

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Believe it or not even the smallest things like our big bowl of mints at the front door or the fact we have books for the kids and have coffee makes our office a nice place to be. Be happy to see them, it will pay off in the long run. And they will return as well as tell everyone about their experience.

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June 2014 — Independent Dealer — 21

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 Until very recently, buy-here, pay-here dealers with related finance companies have not had many compliance training resources to assist them with their origination, servicing, collection and repossession obligations under federal law. The National Automotive Finance Association has announced such a training program, and it comes with the benefit of certification, offering those who complete the program a valuable credential. Dealers seeking more information can contact Jack Tracey, the Executive Director of NAF, at jtracey@nafassociation.com. FEDERAL DEVELOPMENTS FTC Slams Subprime Auto Finance Company. On May 29, the FTC announced that a subprime auto finance company will pay more than $5.5 million to settle charges that the company used illegal tactics to service and collect consumers’ accounts, including collecting money consumers did not owe, harassing consumers and third parties, and disclosing debts to friends, family, and employers. Consumer Portfolio Services, Inc. agreed to refund or adjust 128,000 consumers’ accounts more than $3.5 million and forebear collections on 35,000 other accounts to settle charges the company violated the FTC Act. CPS will pay another $2 million in civil penalties to settle FTC charges that it violated the Fair Debt Collection Practices Act and the Fair Credit Reporting Act’s Furnisher Rule. The order settling the charges requires CPS to change its business practices to comply with law. CPS must establish and maintain a comprehensive data 22 — Independent Dealer — July 2014

integrity program to ensure the accuracy, integrity and completeness of its loan servicing processes, and the data and other information it services, collects or sells. CPS must also provide the FTC with periodic independent assessments of its data integrity program for 10 years. The FTC charged CPS with several violations including: •

• • • • •

•

Misrepresenting fees consumers owed in collection calls, monthly statements, pay-off notices, and bankruptcy filings; Making unsubstantiated claims about the amounts consumers owed; Improperly assessing and collecting fees or other amounts; Unilaterally modifying contracts by, for example, increasing principal balances; Failing to disclose financial effects of loan extensions; Misrepresenting that consumers must use particular payment methods requiring service fees; and Misrepresenting that the company audits verified consumer accounts balances.

The company’s violations included disclosing the existence of debts to third parties; calling consumers at work when not permitted or inconvenient; calling third parties repeatedly with intent to harass; making unauthorized debits from consumer bank accounts; falsely threatening repossessions; and deceptively manipulating Caller ID. CPS also is charged with failure to

establish and implement reasonable written procedures and failure to reasonably investigate and respond timely to consumer disputes under the Furnisher Rule. Regulation Z Made Easier. On May 12, the CFPB added Regulation Z to its eRegulations tool, a web-based service that purports to make regulations easier to find, read, and understand to promote better compliance. eRegulations displays the currently effective version of Reg. Z, previous versions beginning December 30, 2011, and planned versions not yet effective (but published in the Federal Register). A new feature allows the user to compare two versions of a regulation. The CFPB notes that eRegulations is not an official legal edition of the Code of Federal Regulations or the Federal Register, and it does not replace the official versions of those publications. CFPB Proposes to Lighten Companies’ Privacy Compliance Burden. On May 6, the CFPB proposed a rule that would allow financial institutions (this includes car dealers who hold their own retail installment contracts), under certain circumstances, to post their annual privacy notices online instead of mailing a paper copy to each customer. The Gramm-Leach-Bliley Act generally requires the institutions to provide their customers with initial and annual privacy notices. The notices must describe whether and how the institution shares consumers’ nonpublic personal information. If institutions share this information with an unaffiliated third party, the institutions must provide notice to their customers and an opportunity to opt out of the www.fiada.com

sharing. Specifically, the proposed rule would allow institutions to use the alternative delivery method for annual privacy notices if the institutions take certain specified steps and meet certain specified conditions. If an institution uses the proposed alternative online disclosure method, it would have to inform customers that the annual privacy notice has not changed and is available online and in paper by request at a toll-free number. This could be done on another notice or disclosure the institution issues under any other provision of law, such as a monthly billing statement. The CFPB will accept comments on the proposed rule until June 12, 2014. More Operation Steer Clear Activity. On May 6, the FTC approved final consent orders involving 10 auto dealers’ deceptive advertising charges. Under the orders, the dealerships are prohibited from misrepresenting in ads for the purchase, financing, or leasing of motor vehicles the cost of leasing a vehicle, the cost of buying a vehicle with financing, or any other material fact about the price, sale, financing, or leasing of a vehicle. When relevant, the consent orders also addressed the alleged Truth in Lending Act and Consumer Leasing Act violations by requiring the dealerships to clearly and conspicuously disclose terms required by these laws. In a case where the dealership misrepresented that consumers had won a prize, the order also prohibited misrepresenting material terms of any prize, sweepstakes, giveaway, or other incentive. The cases were part of Operation Steer Clear, a nationwide sweep focusing on misleading dealer ads. CFPD Director Applauds “Flats.” On April 30, CFPB Director Richard Cordray issued a statement in response to news that BMO Harris Bank intends to pay dealers a flat percentage compensation fee for originating indirect vehicle financing. Cordray stated: “It is encouraging to see BMO Harris taking this proactive step to protect consumers from discrimination. www.fiada.com

When people go to buy a car, they should not have to worry whether they’ll pay more for their auto loan because of their race, gender, or ethnic background.” LITIGATION Dealership’s Insurer Not Obligated to Defend Purchaser for Accident Occurring before Approval of Financing: A dealership sold a car to a buyer. The next day, the buyer’s car collided with another vehicle. The driver of that vehicle sued the buyer. The buyer’s insurer sued the dealership’s insurer, claiming that it owed a duty to defend the buyer because the dealership owned the car on the day of the accident. The buyer’s insurer relied on the fact that, as of the date of the accident, financing had not been approved, and the retail installment contract provided that “[u] ntil irrevocable contract acceptance by a third party or the Dealer, you shall have absolutely no right, title and interest in the vehicle.” The trial court granted

summary judgment for the dealership’s insurer. Despite the language cited by the buyer’s insurer, the court relied on other language in the contract, which provided that the buyer was buying the vehicle and granting the dealership a security interest in it, that the buyer was responsible for all damages occurring to the vehicle, and that she was required to obtain physical damage insurance on it. The court also relied on the application for title and registration to conclude that the buyer was the owner, and relied on the fact that the buyer had a possessory interest as well as a financial interest in the vehicle and complete control over the vehicle. See Safeco Insurance Company of Oregon v. Federated Mutual Insurance Company, 2014 U.S. Dist. LEXIS 51828 (D. Or. April 15, 2014). Tom (thudson@hudco.com) and Nikki (nmunro@hudco.com) are partners in the law firm of Hudson Cook, LLC. For information, call 410-865-5411 or visit www.counselorlibrary.com.

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To order, visit us at www.counselorlibrary.com/offer/spot or call us at 877-464-8326. Also follow us on: July 2014 — Independent Dealer — 23

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

Building Relationships are Key The Dealer and Lender dynamic should be built on trust and transparency. When that happens, everyone will succeed. BY LORI KAHRE

n all aspects of life, we build and nurture relationships. Whether it is with our spouses, friends, or co-workers, developing a strong relationship is paramount. This holds true for dealers too, who strive to find a lender that they can trust and with whom they can have a long and prosperous business relationship. The relationship between dealers and lenders is vital to each other’s success. With so many different avenues (auctions, finance companies, floor plan companies, etc.), there are many different people dealers must rely on to make their business successful. Building strong relationships with the right people can go a long way in helping a dealer’s bottom line. Lenders can be a great asset to help dealers grow their business. As such,

dealers should view the relationship with their lender as a great opportunity to tap into an important resource. Lenders have a wealth of knowledge in the industry which allows them to help dealers make key decisions involving their floor plan and business. By taking advantage of this opportunity and working cohesively together, both parties will experience positive results. Transparency is key to building the relationship. Both the dealer and the lender have specific goals, and being open and upfront will allow both parties to collaborate on the best way to reach their respective goals. Conversely, when dealers are not being transparent with their lender, it will hinder them in their ability to help you reach your goals. A successful dealer-lender relationship

is built on trust. This trust can be accomplished by building and gearing it towards a balance. It can’t benefit just one side. The dealers that have the best relationships with their lenders are the ones who are willing to work on developing a trusting partnership with their lender. Therefore, the dealer needs to feel comfortable coming to their lender for advice on questions pertaining to their floor plan or growing their business, as this will allow both parties to strive to reach their common goals. It’s really important that dealers leverage their relationships to help them run their businesses, and equally important to think about the future as well as the present when it comes to their relationships. Anybody can shake somebody’s hand and ask them about the weather, but to have a true understanding and investment in somebody’s success is what truly defines a relationship. Lori Kahre is the Communications Manager for NextGear Capital. Contact her at 317.571.3845 or email at lkahre@ nextgearcapital.com

Both the dealer and the lender have specific goals and being open and upfront will allow both parties to reach them.

24 — Independent Dealer — July 2014

www.fiada.com

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July 2014 — Independent Dealer — 25

ome be a part of the ultimate dealer experience of the year at the 2014 FIADA Annual Convention. This year’s theme: Pirate Party! Arrrghh...Don’t forget ye eye patches, booty, pirate garb and have a swashbuckling good time with the “best of the best” as Florida’s top dealers come together for a weekend of education, networking and fun.

TENTATIVE SCHEDULE THURSDAY, OCT. 9, 2014 3:00 - 7:00 PM

Registration Open

6:30 - 8:30 PM

Welcome Reception

FRIDAY, OCT. 10, 2014 7:30 AM - 4:00 PM

Registration Open

8:00 - 9:00 AM

Breakfast

9:00 -10:00 AM

Opening Keynote

10:00 -10:15 AM

Member Meeting/Elections

10:15 -10:30 AM

Coffee Break

10:45 -11:45 AM

Workshop

12:00 -1:30 PM

Networking Lunch

1:45 -2:45 PM

Workshop

3:00 -4:00 PM

Workshop

5:00 -9:00 PM

Exhibit Hall Opening/

Family Fun Night

SATURDAY, OCT. 11, 2014

26 26 — — Independent IndependentDealer Dealer — — July May2014 2014 June

7:30 AM - 3:00 PM

Registration Open

8:00 - 9:00 AM

Breakfast with Exhibitors

9:00 -10:00 AM

Workshop

10:15 -11:45 AM

Keynote & Awards Ceremony

12:00 - 2:30 PM

Lunch with Exhibitors & Exhibitor Giveaways

2:45 - 3:45 PM

Workshop

3:00 - 5:00 PM

Exhibitor Breakdown

4:00 - 5:30 PM

Workshop

5:30 - 7:00 PM

Closing Reception

7:00 - 9:00 PM

Past Presidents Dinner www.fiada.com

2014 FIADA Annual Convention Registration Form COMPANY INFORMATION

Company:___________________________________________________________________________________________________________ Address:__________________________________________________ City, State, Zip:_____________________________________________ Phone:___________________________________________________ Fax:______________________________________________________ E-mail:___________________________________________________ Website:__________________________________________________

REGISTRATION INFORMATION FIADA MEMBER DISCOUNTED REGISTRATION RATES

EARLY BIRD (2/1 - 8/31)

REGULAR (9/1 - 10/3)

ON-SITE (10/4 - 10/11)

[

] $249

[

] $299

[

] $349

Badge Name:___________________________________________________________

[

] $195

[

] $195

[

] $195

Badge Name:___________________________________________________________

[

] $195

[

] $195

[

] $195

[

] $100

[

] $100

[

] $100

[

] $99

[

] $124

[

] $149

Badge Name:___________________________________________________________

[

] $299

[

] $349

[

] $399

Badge Name:___________________________________________________________

[

] $195

[

] $195

[

] $195

Badge Name:___________________________________________________________

[

] $195

[

] $195

[

] $195

[

] $100

[

] $100

[

] $100

[

] $124

[

] $149

[

] $175

MEMBER

FULL ACCESS PASS Badge Name:___________________________________________________________

ADDITIONAL FULL ACCESS PASS (Available with purchase of Full Access Pass)

SPOUSE FULL ACCESS PASS (Available with purchase of Full Access Pass) Badge Name:___________________________________________________________ EDUCATION PASS (Does not include meals) Badge Name:___________________________________________________________

NON-MEMBER REGISTRATION RATES

FULL ACCESS PASS NON ADDITIONAL FULL ACCESS PASS (Available with purchase of Full Access Pass) MEMBER

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 Sunday, September 8, 2014, we will refund your registration fee. If cancellation is received between 9/9/14 and 9/30/14, we will refund your registration fee less a $25 processing fee. Fees cannot be refunded for registrations cancelled after 10/1/14 or for no-shows. PHOTO/VIDEO RELEASE: By registering for the 2014 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: Omni ChampionsGate. Hotel stay is separate from convention registration. Reservations must be made BEFORE SEPTEMBER 8, 2014 to qualify for group discount of $149 per night (plus tax) For reservations call (800) THE-OMNI/(800) 843-6664.

Mail: FIADA, 1840 Fiddler Court, Tallahassee, FL 32308

Fax: (850) 385-3251

Online: www.FIADA.com

Call: (800) 237-0448

Choices. That’s the advantage with Dealers Insurance Services. No matter what the insurance marketplace throws at you, we’ve got your back. DIS has spent the past 20 years building solid relationships with the most respected carriers in the industry while at the same time always looking for the most current and innovative options to these established programs.

28 2014 28— —Independent IndependentDealer Dealer—January — October 2013

www.fiada.com www.fiada.com

Earn money for helping recruit new FIADA members The rules are easy: when a new member signs up with your name as sponsor on their application, you will receive $50.00. In addition, you are eligible for membership recruitment awards and recognition from both the FIADA and NIADA. As FIADA grows, so does your voice and influence in the industry. Help strengthen the FIADA team — Become an MVP today!

FIADA is ready to coach you to victory. Get your playbook today complete with recruiting tools online at www.FIADA.com. Just click on the MVP Referal Program under the Membership tab. Don’t forget to sign our roster so we know you are an official member of our team.

www.fiada.com

June 2014 — Independent Dealer — 29

INDUSTRY NEWS PassTime Receives 2014 M2M Evolution Product of the Year Award PassTime’s Elite Pro device has received a 2014 M2M Evolution Product of the Year Award from M2M Evolution Magazine, the leading publication covering the machine to machine movement. PassTime’s Elite Pro offers customers the ultimate combination of GPS functionality and Automated Collection Technology, providing flexibility in managing their portfolios. Elite Pro comes completely customizable with Service Packages that provide the ability to perform manual and automatic payment management, asset tracking, and recovery functionality. PassTime’s proprietary ACT system is unmatched in the industry for automatically helping remind consumers when their car payment is due and reducing risk for lenders.

“We are extremely proud of our Elite Pro platform winning the 2014 M2M Evolution Product of the Year Award. This is a device that we have worked hard on for many years and it is great to see that hard work recognized by the industry,” said Stan Schwarz, founder and CEO of PassTime. PassTime’s Elite Pro platform is designed to provide customers the perfect blend of Automated Collection Technology to enhance the collection process with GPS tracking for vehicle location and recovery. The winners of the 2014 M2M Evolution Product of the Year Award will be published in the third quarter edition of M2M EVOLUTION MAGAZINE and on www. m2mevolution.com.

Health Care Reform: Employer Mandate Release Update Recently, the IRS provided more guidance around the implementation of the Employer Shared Responsibility provisions of the Affordable Care Act (ACA). Effective January 1 2015, the Employer Mandate will begin to take effect on businesses with over 100 full-time employees, including full-time equivalents (FTEs). This will be implemented for mid-sized businesses with 50-99 employees in 2016. Under the Employer Shared Responsibility provisions, if the specified employers do not provide affordable health coverage that provides a minimum level of coverage to their full-time employee and their dependents, the employer may be subject to an Employer Shared Responsibility payment if at least one of their employees receives a premium tax credit for purchasing individual coverage on one of the Exchanges. As the Employer Mandate is soon approaching, the federal government is attempting to make a stronger effort to educate employers in regards to their duties under the ACA. The IRS released final regulations concerning the Employer Mandate back in February and has been issuing less formal “Q&A” regarding some of the most difficult issues facing employers which are updated on a continuous basis on its website at www.irs.gov. In addition, the IRS released a Q&A on employer health care arrangements. This release addresses the concern in which employers have been facing since passage of the ACA; whether they can offer tax-free contributions to their employees who would then buy individual coverage themselves. Under this situation, employers would provide money to employees to help 30 — Independent Dealer — July June2014 2014

them purchase their own plan. The contribution would be tax-free, just as more traditional employer premium contributions are. The IRS has now ruled that these contributions would not be in compliance with the ACA and employers would be subject to a $100 per-employee/per-day penalty for employees who purchase a policy through an Exchange. Employers had been pondering ways to continue to assist in offering health insurance to employees without facing all of the ACA requirements. This ruling eliminates at least one strategy to avoid some of the ACA’s more strict market reforms. In addition to the debate over the Employer Mandate, ongoing changes to the underlying insurance markets are being reviewed by industry experts and public policy. Insurance costs continue to rise, and 59% of companies plan on increasing their employees’ share of insurance premiums after 56% already did so last year. Employers are increasing their reliance on Health Savings Accounts (HSA), with 19% of companies implementing a highdeductible health plan paired with an HSA. In conclusion, as employers have become less able to afford high health care costs, they have been forcing employees to pick up some of the slack. The costshifting that is occurring in the health care field will have significant consequences for the industry as a whole, and may affect the level of benefits and types of coverage offered by employers in the future. Employers should be aware of this ongoing trend in order to have more insight as to where the insurance markets are progressing. www.fiada.com

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2013-2014 FIADA EXECUTIVE COMMITTEE:

DINO MERCURIO President Independent Credit, Inc. West Palm Beach, FL (561) 686-8673

JIM WINTERICK, SR. CHRISTOPHER LEEDOM PHIL RISLEY Senior Vice President Chairman of the Board Secretary Gulfstream Motor Credit AutoMaxx Cars & Credit of Jacksonville Miami, FL Sarasota, FL Jacksonville, FL (305) 253-2335 (941) 309-1111 (904) 616-4074

LISA COMPAGNO Regional Vice President Palm Tree Auto Sales Stuart, FL (772) 288-2099

FRANK FUZY Regional Vice President Century Motors of S. FL Pompano Beach, FL (954) 785-0369

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STEVE MARBAIS GEORGE HICKEY Regional Vice President Regional Vice President Marbais Enterprises, Inc. Bond Auto Sales Ocoee, FL Tampa, FL (407) 877-7422 (813) 238-7478

PAUL MATTON Treasurer Park Auto Mall Pinellas Park, FL (727) 639-1112

GOVINDA ROMERO Regional Vice President Autoflex LLC Gainesville, FL (407) 468-9974

July 2014 — Independent Dealer — 31

Manheim Caribbean Subasta De Autos Bo. Candelaria Carretera 865 Km 4.7 Toa Baja, PR 00949 Phone: (787) 261-7300 Sale Day - Thursdays 11:30am

General Motors Closed Factory Sales bi-weekly on Monday at 1:00 p.m.

Palm Beach Nights, Mondays, 4:00 p.m.

Toyota & Lexus Sell-A-Thon every other Thursday at 4:00 p.m.

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Total Resource Auction every Thursday 11:00 a.m.

manheim.com | 866 • Manheim

32 — Independent Dealer — July 2014