FIADA Magazine March 2019

MARCH 2019

www.FIADA.com

Information and Insight for Florida Used Car Dealers

The session has started and FIADA is there.

Get an update on what has happened so far and what bills to watch starting on PAGE 6

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March 2019 — Independent Dealer — 1

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Dealer Independent

MAILING ADDRESS 1840 Fiddler Court Tallahassee, FL 32308

TELEPHONE (850) 385-2712 (800) 237-0448

FAX (850) 385-3251

WEBSITE www.FIADA.com EXECUTIVE COMMITTEE Brad Joel

President

Lisa Compagno

Senior Vice President Scott Lanier, CMD

Chairman of the Board Frank Fuzy

Secretary Jenay Rhoads

Treasurer Luis Giraldo

Regional Vice President Brandi Noegel

Regional Vice President Steve Marbais, CMD

Regional Vice President

Trever Varney

Regional Vice President

Jim Winterick, Sr

Regional Vice President

FIADA STAFF Lisette Mariner, CAE

Executive Director Terry Myers

Educational Instructor Jason Berthiaume

Education and Events Manager

Jodi Eubanks

Membership Coordinator Christy Taylor

Editorial/Advertising

POSTMASTER:

Send address changes to

FIADA • 1840 Fiddler Court Tallahassee, FL 32308 (850) 385-2712 • Call/Text: (800) 237-0448 Fax (850) 385-3251 • www.FIADA.com The Independent Dealer is a publication of: Florida Independent Automobile Dealers Association, 1840 Fiddler Court, Tallahassee, FL 32308 The magazine is published every month in Tallahassee and distributed to Florida new, used, wholesale and lease/retail car dealers.

Advertising rates are available upon request.

The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of Independent Dealer or the Association. Likewise, the appearance of advertisers, or their identification as members of FIADA, does not constitute an endorsement of the products or services featured.

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Contents March 2019

For members of the Florida Independent Automobile Dealers Association

C O L U M N S & F E AT U R E S 4

President’s Message Brad Joel

6

Executive Director’s Message Lisette Mariner, CAE

10

Back to Basics The IRS takes Form 8300 concerning cash reports seriously. Just one penny over $10,000 and you'll need to send it.

12

Keys to Insurance FIADA Preferred Vendor Vincent Stazzone of the Williams and Stazzone Inusrance Agency has the forecast for the insurance industry.

16

One on One With Auto Data Direct Associate Member Auto Data Direct has been a supporter of FIADA for many years, including buying lunch for everyone at the Town Hall Meetings. Learn more about who they are and what they do.

24

Membership News

26

How to Earn a Steady Flow of Business After Tax Season Tax Season is great but Kenny Atcheson discusses how to cultivate a more steady, nearly endless supply of customers.

28

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

30 Industry News

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

Heads Up! The 2019 Legislative Session has started!

FIADA Dealer Alerts are the best way to notify you of upcoming legislative news that needs your attention. Look for these e-mail alerts in your inbox this legislative season.

March 2019 — Independent Dealer — 3

FROM THE PRESIDENT

Getting Social

BY BRAD JOEL, FIADA PRESIDENT

I

t's hard to remember a time before social media. When I started working on this message I googled "how old is Facebook." Did you know the answer is 15 years? That's a lot longer than I realized, but just proof that social media, mobile first and the digital age have fundamentally changed the way we do business and they are here to stay.

I started thinking about all this social media stuff when I saw the photos from the recent Member Mingle hosted by Orange Auto Tag Agency and All American Bonds. These two FIADA associate members put together a great event that allowed us to take a closer look at our marketing strategies, especially the ones that utilize social media. Thanks to both of them for hosting this fun event in Orlando.

This kind of thing is what I love about FIADA. The opportunity to network with other dealers face-to-face.

Unfortunately, I think one of the downsides to "social" media is that we have become less social. It's easy to scroll up and down or swipe side to side to see what's happening with our friends and colleagues. With time constraints, business needs and other commitments it is just more efficient to connect with people electronically. But, I think we lose something that way.

Back in the good 'ol days, it was standing room only at FIADA Annual Conventions. If you have the chance to talk to one of our "old-timers" or look through some archived magazines you will see that not only were these meetings a time to learn about the industry and better yourself as a professional, but they were a great time to just get together and have some fun!

I hope as social media evolves and our younger generations take it as the norm, that we don't forget the benefits of shaking hands and swapping stories. As we have said good-bye to so many of the heroes of our Association in recent years, I hope we can continue their legacy by keeping the traditions of actual physical networking, not just on a computer.

4 — Independent Dealer — March 2019

FIADA members mingle at a social networking event sponsored by Orange Auto Tag Agency and All American Bonds.

There are two perfect ways you can do that coming up. First, come to our Town Hall meeting in St. Augustine on April 12 (see page 23). That event is open and FREE to ALL dealers, not just members, thanks to wonderful sponsors like Auto Data Direct, Wayne Reaves, ACV Auctions and GEMS (Golden Eagle Management). You also get a FREE lunch, thanks to ADD. That's worth putting your phone in your pocket for and showing up in person, don't you think? The other big event of the year is our Annual Convention, coming up October 17-19 at the Rosen Plaza Hotel in Orlando. It's an Old West Theme this year which is guaranteed to be fun and exciting.

If you are a member and you've been to an FIADA event then you know the value. If you are a member and you've never been, then please come and experience it. If you're not a member, and you think we are crazy to want to sit next to our competitors and brainstorm ideas on how to be successful then I challenge you to come as well. You'll be surprised. When dealers unite under the FIADA seal, we help ourselves by helping each other. It's an unexplained phenomenon, but I tell you it works!

Brad Joel FIADA President www.fiada.com

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March 2019 — Independent Dealer — 5

EXECUTIVE DIREC TOR’S MESSAGE

No Time to Kill; Too Many Bills

BY LISET TE MARINER, CAE, EXECUTIVE DIRECTOR

S

ince this is March, I thought I’d start off with an Irish saying, “May your pockets be heavy and your heart be light. May good luck pursue you each morning and night.” Or “As you slide down the banisters of life may the splinters never point the wrong way.”

March is a great month. So many things happen in March. There’s Fat Tuesday, the opportunity to drink green beer, everyone begins to either dread Tax Day in April or we’re spending our tax return refunds in March. It’s a busy time for dealers and consumers. So, it would make sense that it’s also a busy time for the FIADA. The legislative session is set for March 5 thru May 3. I was able to attend numerous fundraisers and educate legislators about the industry and our pain points. This appears to be a session that will be filled with healthcare and education reform. That can mean good things for the auto industry because there should not be a spotlight on adding any new laws for dealers. Over 3,000 bills have been filed, but we’ve already seen a few that have been withdrawn prior to introduction and some that won’t go any further because they don’t have a corresponding chamber companion. We are currently monitoring 28 bills. They include bills pertaining to registration and titling, towing-storage operator liens, labor and employment, and much more.

The legislative session doesn’t overshadow all the other things we must do. As you know dealers’ licenses expire April 30. In March we see the biggest influx of dealer CE classes. Whether it’s online or in person, dealers are taking the time to get what they need done. Don’t wait until the last minute. For those dealers that also have a salvage license you should have received a notice that you will need to provide a bond for both your VI license and SD license. This is not a new law or new regulation. You should have always had to provide a bond for each license.

Increasing membership is a goal of the FIADA and NIADA. Invite your colleagues to the next town hall so they can see what a benefit it is to be a member of FIADA and NIADA. Take a look on page 23 for details. Let the dealers you see, whether at the auction or rotary, know about what they are missing. Together we can build a stronger voice! If you have any comments or feedback, please reach out via email at lmariner@fiada.com or call/text me at 800-237-0448. We’re here for you.

6 — Independent Dealer — March 2019

Bills FIADA is Watching: HB 87: Registration and Titling of Vehicles and Vessels Registration and Titling of Vehicles and Vessels: Revises registration periods for certain vehicles; requires DHSMV to develop methodology to prorate registration renewals for customers and implement changes made by act; provides limitation; authorizes surviving spouse of motor vehicle owner to present certain death records when requesting registration certificate and license plate transfer; authorizes new owner or surviving co-owner of vessel to submit certain death records when applying for transfer of title. Effective Date: July 1, 2019 SB 234 Registration and Titling of Vehicles and Vessels Registration and Titling of Vehicles and Vessels; Revising registration periods for certain vehicles; authorizing the Department of Highway Safety and Motor Vehicles to develop and employ methods to implement changes made by the act; authorizing a surviving Continued on page 8. www.fiada.com

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March 2019 — Independent Dealer — 7

Bills to Watch continued from Page 6.

spouse of a motor vehicle owner to present certain death records when requesting a registration certificate and license plate transfer; authorizing a new owner or surviving co-owner of a vessel to submit certain death records when applying for transfer of title, etc. Effective Date: Except as otherwise expressly provided in this act, this act shall take effect July 1, 2019 HB 347 Towing-storage Operator Liens Towing-storage Operator Liens: Requires certain lien notices be sent through third-party mailing service; requires third-party mailing services to apply to DHSMV; requires department to approve application if certain conditions are met; authorizes department to deny, suspend, or revoke its approval; requires thirdparty mailing service to maintain certain records for specified period and allow inspection of such records by department. Effective Date: July 1, 2019 HB 385 Transportation Transportation: Requires certain authority members to comply with financial disclosure requirements; revises authorized uses of certain surtaxes; revives rebuilt motor vehicle inspection program; revises provisions relating to DOT design plan approval, transportation project programs, toll collection and use, and M.P.O. membership; repeals Florida Expressway Authority Act and Osceola County Expressway Authority Law. Effective Date: July 1, 2019 HB 419 Discrimination in Labor and Employment Discrimination in Labor and Employment: Prohibits employer from providing less favorable employment opportunities to employees based on sex, with exceptions; provides affirmative defense; provides civil penalties; provides exemption for minority business enterprises; prohibits employer from taking certain employment actions against employees; prohibits employer from engaging in certain activities relating to employee wages and benefits or requiring employees to sign certain waivers and documents; authorizes employer to confirm wage or salary history under certain conditions. Effective Date: July 1, 2019 HB 425 Continuing Education for Licensed Motor Vehicle Dealers Continuing Education for Licensed Motor Vehicle Dealers: Requires DHSMV to deliver statement to each licensee regarding continuing education or industry certification requirements; revises time period in 8 — Independent Dealer — March 2019

which certain documents may be filed; requires license renewal application for franchised motor vehicle dealer to certify that dealer has completed specified industry certification requirements; provides requirements for provision of such certification; requires provision of certificates of completion to DHSMV and customer; authorizes certification to be completed by single designated person on behalf of members of dealership group; requires certain licensees to provide DHSMV with evidence of common ownership in dealership group when filing certificate of completion. Effective Date: July 1, 2019 HB 431 Liens against Motor Vehicles and Vessels Liens against Motor Vehicles and Vessels: Authorizes person claiming lien against motor vehicle to obtain release of vehicle from lien claimed by motor vehicle repair shop; prohibits repair shop from violating certain provisions; revises notice requirements for enforcing lien by sale of motor vehicle; revises requirements for notice of lien and notice of sale; requires lienor to make motor vehicle available for inspection; revises requirements for transfer of title; authorizes lienor to charge administrative fee; revises requirements for notice of lien for recovering, towing, or storing vehicle or vessel; revises requirements for notice of sale; revises requirements for transfer of title; authorizes lienor to charge administrative fee. Effective Date: July 1, 2019 SB 474 Discrimination in Labor and Employment Discrimination in Labor and Employment; Creating the “Senator Helen Gordon Davis Fair Pay Protection Act”; prohibiting an employer from providing less favorable employment opportunities to employees based on their sex; prohibiting an employer from taking certain employment actions against employees; prohibiting an employer from engaging in certain activities relating to wages and benefits, etc. Effective Date: 7/1/2019 HB 475 Certificates of Title for Vessels Certificates of Title for Vessels: Revises and provides requirements for application for and issuance of certificate of title for vessel; revises and provides duties of DHSMV related to issuance, renewal, replacement, or cancellation of certificate; revises and provides requirements for transferring ownership interest; specifies that certain information is public record; provides requirements related to security interest in vessel; requires DHSMV to adopt rules; provides for rights of vessel purchasers; provides for repeal of certain Continued on page 11. www.fiada.com

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March 2019 — Independent Dealer — 9

BACK TO BASICS

Ten Thousand Dollars and One Cent or Above

BY TERRY MYERS

A penny can make all the difference when it comes to Federal Form 8300 for cash reports. If a customer gives you cash for $10,000.01 or more, you're required to report it.

H

opefully, your March sales activate the need to do many, many IRS/FinCEN 8300 cash reports to the IRS, the Florida Department of Revenue and your customers.

Cash or cash equivalent of $10,000.01 and above received in a trade or business in a single transaction or multiple transactions within a twelve-month period require your business to complete Federal form 8300 and within 15 days of the transaction send it to: 1. The IRS

Internal Revenue Service

Detroit Computing Center

P.O. Box 32621, Detroit

Ml 48232 The business is also required, within 15 days of the transaction, to send a copy of the report to: 2. The Florida Department of Revenue

Criminal Investigations Process Owner

Florida Department of Revenue

5050 W Tennessee Street

Tallahassee, Florida 32399-0100 The business is also required to send a letter to the customer informing him/her/it that a Federal form 8300 has been sent.

3. Officially, the business has until (NLT) no later January 31st of the year following the year in which the triggering event takes place.

Do yourself a BIG favor, DON’T EVEN WAIT 15 MINUTES! After the customer leaves your lot: 1. Close the door to your office.

2. Turn off the cell phone.

3. Complete an IRS/FinCEN 8300.

4. Create a copy for the Florida Department of Revenue.

5. Print out a nice “Thank you for your business letter!”

10 — Independent Dealer — March 2019

6.

7.

8.

9.

and include the required notification to the customer Make a copy of the 8300 and the customer letter for that transaction’s file.

Have a separate master file of CASH transactions to produce, in the event of an IRS Cash audit. Unless you have a dealer management system with that capability already built in.

Create three Return Receipt Requested forms to each party. a. Each location must sign the card when taking delivery of the report. b. The cards are to be mailed back to you. Place the signed cards in the deal jacket/file. These cards are your supporting PROOFS you fulfilled your obligations to send notice and that the receiving parties accepted what you mailed.

Later that same day or the following day, mail each at the post office or an approved agent of the post office. a. Place the receipts in with the copies of the reports you mailed.

NOTE: The IRS has an alternative ‘electronic’ method the dealer may use for their report. In addition to eliminating the need to send the IRS/FinCEN 8300 by mail to them, along with their Return Receipt Return form. You will get a ‘receipt’ for your file. For more information, go to: IRS URGES BUSINESS TO E-FILE CASH TRANSACTION REPORTS; ITS FAST, EASY AND FREE: https://www. irs.gov/newsroom/irs-urges-businesses-to-e-file-cashtransaction-reports-its-fast-easy-and-free. You still need to copy the Florida Department of Revenue and send a letter to the customer.

NOTE2: If the customer transaction is suspicious, you can mark the (b) suspicious transaction box at the top of the report and there is no need to send a letter to the customer. NEVER accept any temptation to not do a report. www.fiada.com

For more information about the reporting requirement, go to: https://www.irs.gov/newsroom/cashpayment-report-helps-governmentcombat-money-laundering. Among other things, the fact sheet includes reporting scenarios for specific businesses, such as automobile dealerships, taxi companies, landlords, colleges and universities,

homebuilders and bail-bonding agents. It also lists other resources on IRS.gov related to reporting cash transactions of more than $10,000.

not receive your report. At $25,000 (+/-), for each transaction report that was missed, it can be an expensive lesson to learn, in an audit.

The copies and the Return Receipt Requested elements are not mandatory. They are proofs you may wish to provide in case any of the auditing agencies claim they did

“What you know makes you money.

What you don’t know costs you a fortune.”

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.

Bills to Watch continued from Page 8.

provisions on specified dates; provides that principles and law of equity supplement provisions of act; provides construction and applicability regarding transactions, certificates of title, and records entered into or created, actions or proceedings commenced, and security interests perfected before effective date of act.

Effective Date: October 1, 2019 SB 662 Fees/Electronic ID/ Department of Highway Safety and Motor Vehicles Fees/Electronic ID/Department of Highway Safety and Motor Vehicles; Creating a competitive, market-based fee that may be assessed by the Department of Highway Safety and Motor Vehicles for the use of a credential service provider for any qualified entity to obtain an electronic ID, etc.

Effective Date: On the same date that SB 660 or similar legislation takes effect, if such legislation is adopted in the same legislative session or an extension thereof and becomes a law. www.fiada.com

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March 2019 — Independent Dealer — 11

KEYS TO INSURANCE

The Perfect Storm

By Vincent Stazzone, Williams and Stazzone Insurance Agency

A series of unfortunate events have caused dealers looking to buy insurance to find new places to take shelter.

T

here is a storm brewing in the insurance marketplace and it is already impacting Florida dealerships. The delicate balance of supply and demand in the dealer insurance space has shifted. From my perspective, the “perfect storm” is several unrelated events that have all occurred within the past couple of years.

These events fall into two buckets: Bucket 1 is the withdrawal from the marketplace by key insurance players.

Bucket 2 is the catastrophic weather events of late. Combined, these events have created a void or vacuum in the dealership market place.

Here is a snapshot of the timeline that has helped fuel this vacuum: • 2017 - Atlantic hurricane season.

Overall this was the costliest and one of the most-deadly seasons on record. Impacting the United States insurance markets were Hurricanes Harvey (Texas), Irma (Florida), and Maria (Puerto Rico).

• 2018 - Zurich exits. After 30 years of arguably being the leading provider of garage liability coverage to used car dealers nationwide, Zurich made the difficult decision to exit the used car dealer marketplace.

At the same time, the carrier reduced the number of franchised dealers on their books in some states, Florida being one of them.

12 — Independent Dealer — March 2019

•

•

2018 – Atlantic hurricane season. Impacting the United States insurance markets were Hurricanes Florence (Carolinas) and Michael (Florida). On October 10th, Michael made landfall with sustained winds of 155 miles per hour devastating parts of the Florida panhandle.

2019 – AmTrust Insurance.

AmTrust announces that it is exiting the garage liability marketplace for franchised and non-franchised dealers nationwide. The first announcement by the carrier was their exit of the garage liability market for franchised dealers and then most recently they announced their withdrawal from the used car dealer space as well.

The collective effect from these events is having a real impact on dealers within Florida. Examples of the impact related to the devastating storms include higher pricing and the reduction of coverage availability.

In addition, “Package” offerings that include the Dealers Open Lot coverage and Property coverage are not as readily available as they were just a few months ago. It is not uncommon to now need several different policies to protect your business instead of one.

• Wind, hail, storm surge, and/or flood coverage is more limited today on Dealers Open Lot (inventory) coverage in Florida.

Coastal counties are feeling the

•

impact much more than inland counties due to the proximity to the coast (wind) and tidal water (storm surge). As are dealers that are located in land areas that are at high risk for flooding such as properties located in Special Flood Hazard Areas (SFHAs) as identified by FEMA. Wind/hail coverage is somewhat more limited today on Property coverage (Buildings, Business Personal Property, Business Income, etc.).

Although you may no longer be able to insure your Property coverage on your garage liability “package” policy, the standalone Property marketplace is much more abundant compared with the standalone Dealers Open Lot marketplace. The cost will likely be higher but capacity for standalone Property coverage remains healthy as there are more markets writing this type of coverage. However, the marketplace for standalone Dealers Open Lot coverage has always been limited. Historically, it has been a very niche part of the commercial insurance business.

Now within a few months of each other, two of the leading insurers Continued on page 14. www.fiada.com

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March 2019 — Independent Dealer — 13

The Perfect Storm continued from Page 12.

of dealers have withdrawn from the used car garage liability space.

At the same time, in the franchised dealer garage liability space, Zurich is scaling back in Florida and AmTrust is exiting altogether. This has accelerated that vacuum and is having a fundamental impact on the carriers still writing coverage in Florida. The cumulative effect has been to quickly evaporate available insurance capacity. Think about all of the independent automobile dealers and franchised dealers that are being displaced and looking for replacement coverage from a smaller number of insurers. I can tell you with complete certainty, that with nearly 30 years of specializing in your industry, our agency has never seen market conditions such as this.

I hope I have gotten your attention.

It is important that you are aware of what is going on in the marketplace and it is important that you make informed decisions regarding the insurance program protecting your legacy. Now what can you do to help navigate this environment? Great question! Here are some things to consider: •

Understand the impact of Supply

•

•

•

• •

and Demand – fewer insurance markets with more dealers looking for coverage. This mean insurance underwriters are going to be more selective. Now is the time to review your management practices and company policies to ensure that you are among the cream of the crop.

Working with an uninformed agent can do you more harm than you might think. With limited markets in play right now, your account must be properly presented to the insurance markets.

Work with an agent that understands your business.

Good news is there are several reputable agencies in Florida that truly understand your unique needs. Most agents, unfortunately do not. The specialist agency will likely have access to markets that others do not.

Talk with your floor plan provider(s) and find out if they offer physical damage coverage on the cars you have on their line. If so, review their terms and then talk with your local agent.

Budget for today’s environment as premiums are rising.

Develop a hurricane evacuation

•

plan for your cars. Underwriters today want to see that you 1) understand the potential exposure and 2) have taken proactive steps to help mitigate losses. Lean on your agent as a resource here.

Remember that all insurance policies are not created equal.

You must look beyond the simple review of limits and pricing. The devil is often in the details and to make it even more challenging, the devil likes to hide. A garage liability proposal should never be one page long!

The proper protection of your business is critical. Don’t jeopardize and expose your entire business from either having no coverage, or having a difficult time purchasing proper coverage in the future. Over the next 12 months you will want to pay extra attention to your insurance program. Lastly, keep in mind that like all industries, the insurance industry is cyclical. New players will eventually enter the marketplace and help fill the current void and some of the existing players will work on increasing their capacity.

Vincent Stazzone is a Preferred Partner of Insurance for the FIADA. Vincent along with his team at the Williams and Stazzone Insurance Agency has been specializing in dealerships for 30 years. Insurance questions can be directed towards 800-868-1235 and info@wsins.com.

Do you know about FIADA's Preferred Partner Program?

One of the benefits of your membership are the perks and special programs provided by our associate members and vendors. Log on to www.FIADA.com and click the Resources tab to find a link to all of the current FIADA preferred partners. Take a look and see how you can start taking advantage of this benefit today.

14 — Independent Dealer — March 2019

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March 2019 — Independent Dealer — 15

MEMBER BENEFITS

one –on– one with

Auto Data Direct FIADA Town Hall Sponsor

W

hen Auto Data Direct (ADD) joined FIADA in 2005, it was because a core focus of ADD’s business philosophy is supporting and participating with the industries it serves. Over 3000 Florida dealers utilize ADD’s services every day and they continue to support the industry by partnering with FIADA on providing member benefits like sponsoring the free lunch dealers receive when attending the quarterly town hall meetings. Independent Dealer asked Dealer Services Manager Mike Samaan about the companies involvement with FIADA and here is what he said:

What is your best description of what Auto Data Direct does, and the services it offers?

At its core, ADD is a real-time motor vehicle data provider. For the Dealer Industry, ADD delivers webbased access to current owner and lienholder information complete with address information direct from multiple state databases to companies qualified under the Drivers Privacy Protection Act (DPPA).

ADD is also a consolidator and provider for the Department of Justice’s (DOJ) National Motor Vehicle Title Information System (NMVTIS) Title Check Reports and mandatory salvage vehicle reporting portal.

As a certified service provider, ADD offers Florida dealers access to the Florida Department of Highway Safety and Motor Vehicles (FLDHSMV) Electronic Temporary Registration (ETR) and Electronic Filing System (EFS) services.

In addition, ADD offers dealers and lienholders access to its multi-state Electronic Lien and Title (ELT) system.

What benefit do your services have for used car dealers, especially those in Florida?

First, fraud prevention. Used car dealers utilize ADD’s DMV123 real-time motor vehicle inquiry search to help protect themselves from fraud. In Florida the DMV123 record can be pulled to show active license plate information as well as any current “stops” on the customer’s motor vehicle record.

From issuing temporary tags and permanent metal 16 — Independent Dealer — March 2019

plates, to managing liened titles ADD’s EFS, ETR and ELT services offer used car dealers in Florida a seamless title and registration service all housed under a single ADD account.

NMVTIS Title Check reports can reveal many hidden title issues such as salvage information, total loss, flood damage and odometer discrepancies. Many states, including Florida, check NMVTIS prior to issuing a new title.

Next, electronic registration services. In Florida, ADD offers its dealers two services for registering/titling a customer’s vehicle. ADD’s ADDTag ETR web-portal provides dealers a simple interface to report and print temporary tags and temporary metal plate transfers to the state. The dealer then has 30 days from issuance to walk the paperwork down to finalize with the tax collector.

Last, lien management. Florida is a required ELT state, so for dealers who hold their own liens on vehicle titles ADD offers its multi-state ELT electronic lien management service.

From their account manifest lienholders can manage their liened titles and perform services such as converting to and ordering a paper title or satisfying a lien.

Why is it important for you to be involved with FIADA? FIADA offers ADD a great platform to educate dealers on its services as well as the constant challenges facing the industry. Changes are constant, so as a general rule clients who are well informed on state processes and laws tend to be more profitable.

Continued on page 19. www.fiada.com

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March 2019 — Independent Dealer — 17

Protect. Promote. Preserve.

Florida Independent Automobile Dealers Association

SINCE 1940

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

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

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

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

DUES: $325 Annually

Sponsor:_____________________________________

Company Name:________________________________________________________ q New Mbr q Associate Mbr Address:______________________________________ City:____________________ State:______ Zip:_________ Phone:_____________________________ Fax:_____________________________ Email:_______________________ By signing I agree to the FIADA code of ethics and FCC Consent.

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

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

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

June 2018 18 — Independent Dealer — March 2019

www.fiada.com

One on One continued from Page 16.

You have been an ongoing sponsor of the popular FIADA Town Hall meetings that happen every quarter.

Why do you think these events are so important?

Independent car dealers wear many hats at their dealerships and often do not have time to attend a national or state convention. Local town hall events offer busy dealers and vendors opportunities to connect.

Dealers, who otherwise would not have the opportunity, hear from legal and rulemaking experts covering current issues directly affecting their businesses as well as networking with other dealers facing similar challenges.

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Both you and Jim Taylor, the founder of Auto Data Direct, have been named “Person of the Year” for FIADA. What does that mean to you, and what does it say about ADD’s commitment to the Association and the industry?

Both Jim and I were honored to receive this award. For me, growing up in a family with a long history in the auto industry and as a former auto dealer, I have a passion for this business and appreciate the commitment of small business owners. ADD strives to deliver the best products and services at an affordable price.

What are your thoughts about the Florida Independent Automobile Dealers Association and its members?

The FIADA staff, board of directors, associate and dealer members are great assets to myself and ADD. We are proud to be members and help serve the Florida dealer body.

Since becoming a part of FIADA, I have made several friends and have met some of the most amazing business people. It’s truly a great organization!

You can learn more about Auto Data Direct at their website, www.add123. com or by speaking with them at the Town Hall meeting in April. See page 23 for details and how to register.

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20 — Independent Dealer — March 2019

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March 2019 — Independent Dealer — 21

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

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

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

22 — Independent Dealer — March 2019

www.fiada.com

WAKE UP! First Coast Don’t miss the next FIADA Town Hall coming to your area!

Dear Fellow Car D

ealers,

Auto Dealer an Independent am I d an el Jo ur Industry My name is Brad e President of yo th so al am I a.

Dealers id in South Flor ndent Automobile pe de In a rid lo (F A Association, FIAD FIADA Association). invite you to our I want to formally in eeting, on April 12 M l al H n w To ly er Quart never been tine. If you have historic St. Augus ng out. At ting, you’re missi ee m ll ha n w to a ard to ve key vendors, bo ha e w g tin ee m each dealers her independent members and ot having a twork with while ne n ca u yo m ho w es. r sponsor provid e free lunch that ou we most often se It’s a funny thing, pe com ting over auction. We are an e another. at r he ot ch ea to get to know on e tim e th ke ta om re you vehicles and seld this meeting whe nd te at to ity un port face similar Please take this op me industry and sa e th in l al e ar e t how they will see that w proud to talk abou e ar ho w y an tell m eration. I have to issues. I have met op r ei th in on es that go u don’t know know everything with the FIADA, yo g in at ip ic rt pa t stry. you, if you’re no ing on in our indu go is t Coast. ha w t ou much ab been to the First ve ha e w e nc si le ok forward to It has been a whi ity to attend. I lo un rt po op is th s nd. You will Please don’t mis te aside and atte da e th t se se ea Pl om to seeing you there. ebsite at FIADA.c w r ou t si vi se ea did. Pl be glad that you us. t learn more abou

FRIDAY

APRIL 12 10AM-2PM at the

DoubleTree

by Hilton ST. AUGUSTINE HISTORIC DISTRICT

s, Warmest Regard

Brad Joel President, FIADA www.fiada.com

March 2019 — Independent Dealer — 23

MEMBERSHIP NEWS

New Members ACV AUCTIONS, INC

FEBRUARY 2019

IKONGPS

Tampa, FL Curtis Farris Sponsor: FIADA

Arlington, TX Samuel Bohon Sponsor: FIADA

ALL AACTION AUTO SALES, LLC

IZQ CARS LLC

Arcadia, FL Joseph Silcox Sponsor: Terry Myers

CALAMP

Irvine, CA Will Modelevsky Sponsor: FIADA

PETER GREENE

Pompano Beach, FL Sponsor: FIADA

MAVERICK AUTO SALES LLC PROVISION MOBILITY LLC

Lake City, FL David Rosbury Sponsor: VEMO Auto Auction

NEXT AUTOGAS LLC

JACKSONVILLE, FL Joanna Kopec Sponsor: FIADA

Tampa, FL Julio Izquierdo Sponsor: Kevin Scott

ONE LOVE AUTOS LLC

KINNEBREW MOTORS

Orlando, FL Scott Kinnebrew Sponsor: Terry Myers

Gainesville, FL Scott Whitehurst Sponsor: VEMO Auto Auction

MICHAEL LEWIS

PACIFIC SURETY INSURANCE AGENCY, INC.

West Palm Beach, FL Sponsor: FIADA

Renewing Members

Tampa, FL Gerard Hammill Sponsor: Kevin Scott

RICKY'S PLUG N PLAY

Port St Lucie, FL Richard Smith Sponsor: FIADA

SUMLIN MOTORSPORTS

Jacksonville, FL David Sumlin Sponsor: ASC/JEFF

Scottsdale, AZ Leland Pfingstag Sponsor: FIADA.com

SUPREME AUTO SALES PROS INC

Saint Cloud, FL Benny Lendebol Sponsor: Orlando Event

UNITED AUTO SALES

Orlando, FL Zain Shah Sponsor: Crif Selectlink

Rejoining Members FEBRUARY 2019 AUTOLENDERS GO, LLC

Davie, FL Gregory Markus Sponsor: FIADA

FEBRUARY 2019

20+ Year Members Bob Oliva Motors, Inc. Caicos Trading & Equipment Northwest Florida Auto Sales

Pompano Beach, FL Miami, FL Ft Walton Bch, FL

10+ Year Members Auto Add-Ons, Inc. College Auto Sales of FL, LLC Diamond II Auto Sales, Inc. J.D. Byrider

Tavares, FL Miami, FL Orlando, FL Jacksonville, FL

Under 10 Year Members ADESA Ocala Adesa Tampa Auction123.com Auto Mobility Sales dba Mobility Works Auto Trakk B&A Auto Sales of Central Florida Baseline Auto Sales, Inc. Black Horse Motors Boca Leasing Center Inc. C & J Auto Collection Cal Tenn Financial dba Orlando Car Deals 24 — Independent Dealer — March 2019

Ocala, FL Tampa, FL Weston, FL Lake Worth, FL Montoursville, PA Winter Garden, FL Ocala, FL Naples, FL Boca Raton, FL Crestview, FL Maitland, FL

Citrus Auto Trader Curated Investments Custom Wheels, Inc Fleet Street Remarketing Two LLC Freeland Moore dba Harbor Nissan Haines Creek Auto Sales Johnson's Wrecker Service, Inc. Line 5 Meticulous Motors, Inc. Mikes Trucks & Cars Mission Auto Sales P.C. Motors, LLC Penske Truck Leasing Co LLP Priceline Automotive, LLC Purvis, Gray and Company, LLP Right Way Automotive Scahill Automotive Inc Signal Auto Broker Tampa Hybrids Inc. Vac-Con, Inc. Val-USA Autos Inc.

Lecanto, FL Miami, FL Cortal Springs, FL Largo, FL Port Charlotte, FL Leesburg, FL Orlando, FL Fort Lauderdale, FL Pinellas Park, FL Port Orange, FL Miami, FL Plant City, FL Reading, PA Tampa, FL Gainesville, FL Lake City, FL Yulee, FL Tolland, CT Lutz, FL Green Cove Springs, FL Jacksonville, FL

www.fiada.com

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

How to Earn a Steady Flow of Business After Tax Season

BY KENNY ATCHESON

Don't let tax season make or break you. Create a steady sales strategy by enhancing your repeat and referral business.

M

any Florida dealers are reliant upon tax season to make or break their year.

Wouldn’t it be great to have the ability to generate an endless, steady flow of customers at a reliable and predictable pace rather than waiting for the annual tax season bump?

That’s what an R&R System can do for your dealership. R&R is my acronym for Repeat and Referral business. One system earns both Rs because the same behaviors that earn one earn the other.

The first step to having an incomegenerating R&R System is to make a decision to put forth effort, devote time, and invest money into a system. System is italicized here to stress its importance.

Occasionally asking customers for a referral or to buy again is not a system.

That is a random act of marketing.

A Repeat and Referral System Provides Stability To illustrate the point, let’s look at things that aren’t so stable: A company reliant upon cold calls likely struggled big-time when the Do Not Call list and other, similar laws were enacted and regulations created. The same thing happened with broadcast fax, and then later texting. New laws and regulations were implemented and had to be obeyed.

Then there were changes in the marketplaces, such as DVRs and the 26 — Independent Dealer — March 2019

way media may or may not be delivered.

People don’t want to sit through commercials, so they record shows.

Newspaper organizations struggle. Yellow Pages are moving from print to digital.

An overnight algorithm change in Google can cause your company’s search engine rankings to plummet; your business could go from ranking number one to disappearing off the first page of Google in the blink of an eye—by one algorithm change. It happens all the time.

In 2016, Google AdWords Pay-Per-Click went from ranking 10 ads to four ads on the right side of the first page. So if your business succeeded by ranking number five when there were 10 companies listed, your ad likely disappeared overnight when the list dropped to four.

Then the world really shifted toward mobile. If your advertisements were geared for people who used desktop computers or laptops, you faced another challenge unless your website was already mobile-friendly.

The pricing of media is unstable and changeable. You could be totally reliant upon a specific type of media; then something happens, such as the price changes dramatically. That could hurt your business.

If your company has a great referral system in place that is implemented regularly, referrals and repeat purchases will come at a steady and somewhat predictable pace.

Think of repeat purchases as previous customers who refer themselves.

Implement the same behaviors and systems to generate referral customers that you use to generate repeat customers.

An R&R System is Under-theRadar

I don’t know why that dealership is so successful while we struggle. We have similar inventory and I don’t think they advertise. ~Mr. Competitor This is what the head of your competition will likely say when you have a powerful force of referral soldiers who battle every day to send business your way. I am a fan of under-the-radar strategies— evidenced by the fact that I included that very phrase in the subtitle of my book, Marketing Battleground.

It is hard for a competitor to copy a constant flow of referrals, because they have no idea why you are having so much success.

Occupy Space in Your Customers’ Minds

Your customers don’t spend near as much time thinking about your dealership as you would hope—no matter how great their experience was.

While tailgating outside a college football game, if your customer was

Continued on page 31. www.fiada.com

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March 2019 — Independent Dealer — 27

L E G A L & L E G I S L AT I V E

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.

FEDERAL DEVELOPMENTS Report Card Time for the CFPB. On February 12, the CFPB released its semi-annual report to Congress covering the Bureau’s activities from April 1 to September 30, 2018.

This is the first such report issued under Kathleen Kraninger’s term as Director of the Bureau. One of the topics included in the report is the CFPB’s analysis of complaints received. Credit/consumer reporting and debt collection were the most complained-about consumer financial products and services at 37% and 25%, respectively. Only 3% of the complaints received during the period concerned vehicle financing or leasing, while only 0.2% of the complaints concerned title loans.

Kraninger will testify before the House Financial Services Committee for the first time on March 7.

The CFPB Is Rethinking Parts of its Payday, Vehicle Title, and Certain High-Cost Installment Loans Rule.

On February 6, the CFPB proposed a rule that would rescind various provisions of its November 2017 Final Rule governing Payday, Vehicle Title, and Certain High-Cost Installment Loans ("2017 Final Rule"). The Bureau proposed to rescind the 2017 Final Rule’s ability to repay and underwriting requirements in order to increase consumer access to credit.

The Bureau also proposed to rescind certain exemptions, definitions, reporting, and recordkeeping requirements related to those ability to repay and underwriting provisions.

This proposal is related to another proposal, published separately, seeking comment on whether the Bureau should delay the August 19, 2019, compliance date for these portions of the 2017 Final Rule by 15 months to November 19, 2020.

But It’s Also Providing Guidance on the Rule’s Payment Provisions. On February 20, the Bureau published its first small entity compliance guide on the 2017 Final Rule, which provides information to assist industry in implementing the payment-related requirements of the Rule, including prohibited payment transfer attempts and disclosure of payment transfer attempts. The guide also summarizes the 2017 Final Rule’s general provisions and its record retention and compliance program requirements as they relate to payment provisions.

CASE OF THE MONTH After a dealership bought a new pickup truck from another dealership, it discovered that the long block engine was defective and replaced it with a new one supplied by the truck’s manufacturer, for a total cost of $5,800. The dealership then sold the truck for $73,901 to a buyer, who then six months later traded it in at a different dealership for $50,000. The buyer later discovered that the truck’s engine block had been replaced under warranty. The buyer sued the dealership for, among other things, violating the Ohio Consumer Sales

Practices Act. The dealership served an $1,800 offer to cure on the buyer’s attorney, but the buyer rejected the offer. The buyer moved for summary judgment on the issue of liability, and the trial court granted the motion, finding that the dealership violated Ohio law by not disclosing to the buyer, before his purchase, that the factoryinstalled engine was defective and had been replaced under warranty.

In a separate hearing on damages, a magistrate found that the buyer was entitled to $2,659 in actual damages, trebled to $7,978, and noneconomic damages of $500. In another hearing, the magistrate awarded the buyer attorneys’ fees of $23,845 and filing fees and costs of $2,035.

The trial court adopted the magistrate’s determination on damages, attorneys’ fees, and costs. The dealership appealed, claiming that the trial court erred in determining that it was required to disclose repaired defects, in applying an improper measure of actual and noneconomic damages, in awarding attorneys’ fees, and in awarding excessive costs.

The Court of Appeals of Ohio affirmed in part and reversed in part. Ohio law provides that it is a deceptive and unfair act or practice for a vehicle dealer to fail to disclose, prior to obtaining a sale contract, “any defect and/or the extent of any

previous damage to such vehicle, retail repair cost of which exceeds or exceeded six per cent of the manufacturer’s suggested retail price, excluding damage to glass, tires, and bumpers where replaced by identical manufacturer’s original equipment.” The dealership claimed that this regulation only requires it to disclose existing defects, not previously repaired defects, but the appellate court disagreed and affirmed the trial court on this issue.

The appellate court found that the language of the rule made clear that the phrase “retail repair cost of which exceeds or exceeded six per cent of the manufacturer’s suggested retail price” applied equally to “defect” and “previous damage” and required disclosure of repaired defects.

In addition, the appellate court found that the buyer was not entitled to $500 in noneconomic damages for mental anguish or emotional distress because he did not prove, at the damages hearing, that the dealership acted maliciously or intentionally.

Similarly, the appellate court found that the buyer was not entitled to attorneys’ fees because he did not prove, at the damages hearing, that the dealership “knowingly committed” an act or practice that violated the CSPA. Finally, the appellate court addressed the dealership’s appeal of the filing fees and costs that the trial court

awarded to the dealership. State law precludes a consumer from recovering treble damages, court costs, and attorneys’ fees incurred after a consumer receives an offer to cure if the offer is rejected and the consumer’s actual damages award is less than the offer. Because the buyer’s $200 in economic damages were less than the amount presented in the dealership’s offer to cure, the appellate court remanded the award of filing fees and costs to the trial court for a determination of the court costs the buyer incurred before his attorney received the cure letter from the dealership.

It’s time to change

Tom (thudson@hudco.com) and Nikki (nmunro@hudco.com) are partners in the

law firm of Hudson Cook, LLP. For information, visit www.counselorlibrary.com.

Copyright CounselorLibrary.com 2017, all rights reserved.

In addition, the appellate court determined that use of the term “any” before “defect” makes clear that all defects must be disclosed if the repair cost exceeds or exceeded the 6% threshold. However, the appellate court reversed the trial your approach to F&I compliance court regarding its awards of damages, fees, and costs. During WITH THIS SPECIAL OFFER... the damages hearing, the buyer sought, and was awarded, reliance damages, which “reimburse the Subscribe to Spot Delivery and, at no non-breaching party for expenditures additional charge, we will send you a Subscribe to Spot Delivery and, at no made in performing the contract,” choice of any of send our you legal additional charge, we will a comprised of the amount of his copy down of your copy of your choice of any of our legal payment and the negative equitycompliance he books, CARLAW, CARLAW II compliance books, CARLAW, CARLAW II incurred on his trade-in when he Street Legal or CARLAW III Reloaded. bought the truck from the dealership.

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However, the appellate court noted that reliance damages are associated with rescission of a contract, yet the buyer could not seek rescission because he no longer owned the To order, visit us at truck at the time of the damages www.counselorlibrary.com/offer/spot hearing. Therefore, the appellate To order, visit us at or call us at 877-464-8326. court concluded that the trial court’s www.counselorlibrary.com/offer/spot Also follow us on: measure of damages was incorrect and remanded the case to the trial or call us at 877-464-8326. court to award mandatory statutory damages of $200 available under the Also follow us on: CSPA.

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March 2019 — Independent Dealer — 29

INDUSTRY NEWS

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

Record Number of Americans with Car Leases Ending in 2019 Face Significant Price Hikes Experts offer tips to the millions of consumers who face paying hundreds more to lease the same vehicle now than they did three years ago The record 4.3 million Americans who will be turning in leased TOTAL LEASE COST vehicles this year will be in for sticker shock when they return to the % INCREASE 2016 VEHICLE VS. 2019* dealership, according to new analysis from the car shopping experts at Edmunds. Consumers who are leasing some of the most popular Toyota Camry SE 26% vehicles and want to lease the same vehicle again will find themselves Toyota Corolla LE 22% paying as much as 26 percent more than they did in 2016, and more than $1,600 over the life of the lease on average. Record-high vehicle prices, HONDA ACCORD LX 21% weakening residuals and rising interest rates are mostly to blame for the VOLKSWAGEN JETTA 1.4T S 20% increases, which analysts say are substantial enough to potentially price many shoppers out of the new vehicle market.

HONDA CIVIC LX 19% "Three years ago, leasing was an affordable option for almost anyone TOYOTA RAV4 LE AWD 14% considering a new vehicle, but the market has made a pretty dramatic shift FORD ESCAPE SE AWD 12% since then," said Jessica Caldwell, executive director of industry analysis for Edmunds. "Demand for sedans has fallen off so sharply that they don't NISSAN ROGUE SV AWD 12% hold their residual value like they used to, making lease payments much NISSAN ALTIMA 2.5 S 5% more expensive. Couple that with the record-high vehicle prices and soaring interest rates, and car shoppers who may have only ever leased are JEEP GRAND CHEROKEE 4% now going to be facing some tough decisions."

LIMITED AWD Edmunds experts analyzed the most popular vehicles leased in the *Calculations based on Edmunds transaction data U.S. to reveal which ones have the most pronounced hikes in lease costs comparing each vehicle's total cost (including now compared to 2016, looking at identical models and trim levels. The monthly payment and down payment) over the Toyota Camry SE had the biggest spike, costing $2,834 more on average course of a 36-month lease signed in 2016 and over the course of a 36-month lease-a 26 percent increase.

2019. For consistency, Edmunds analysts only Edmunds analysts say these price increases could also be another nail compared vehicles with the same style available in in the coffin of the sedan market, as the price gap between SUVs and both years. cars has narrowed considerably since 2016 on some of the most popular vehicles. For example, in 2016, it cost $1,746 more on average to lease a Honda CR-V LX AWD than a Honda Accord LX, but now that CR-V is only $37 more over the course of a 36-month lease. In 2016, buyers would have had to pay an average of $2,318 more to lease a RAV4 LE AWD compared to a Camry SE, but now that RAV4 is only $1,313 more on average over a 36-month lease.

2019 NIADA | NABD Convention Online Registration Portal is NOW OPEN! Get ready to attend June 17-20 in Las Vegas.

NIADA is accelerating your business through the most comprehensive event in the used vehicle industry. Hosted at The Venetian in Las Vegas, choose from five education tracks, over 60 education sessions and the largest expo hall in NIADA's convention history. Register now at www.niadaconvention.com.

30 — Independent Dealer — March 2019

www.fiada.com

Creating a Steady Flow continued from Page 26.

asked by a friend if they knew of a great dealership, your customer would probably recommend your business.

business to your dealership—you must provide great experiences and communicate regularly.

businesses when a situation arises to refer your dealership.

Here is a different situation:

Sure, occasional big customer events are great. But continuous communication

Referrals provide stability and consistency. Many behaviors and systems that are implemented to

If your customer overheard two people talking about needing a good dealership for a vehicle, would your customer go out of their way to politely interrupt the conversation and say, “I have someone for you to talk to?”

The second situation requires your customer’s escalating motivation to refer your dealership.

To occupy space in your customers’ brains at all times—including situations where they are motivated to refer

To occupy space in your customers' brains at all times you must provide great experiences and communicate regularly.

that offers fun, value, and prizes via print and email newsletters is a continuous method to occupy brain space—including the area of grey matter that reminds them about your

increase referrals also increase repeat purchases. Keep that in mind when you consider the effort or investment it takes to communicate consistently with your existing customers.

Kenny Atcheson is the founder of Dealer Profit Pros and author of Marketing Battleground: How to Deploy Under-the-Radar Strategies to Explode Your Profits. Kenny offers private consulting and he teaches workshops and speaks at conventions and 20 Groups. His company offers several marketing and advertising programs which include Private Consulting, a Referral Results Training Program, a Newsletter Program, a Feedback & Review & Complaint Management System, Google Pay-Per-Click Management, Facebook Pay-Per-Click Management, Direct Mail Campaigns, Copywriting, and more. His website can be found at www.DealerProfitPros.com

2018-19 FIADA EXECUTIVE COMMITTEE:

BRAD JOEL

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

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

LISA COMPAGNO

SCOTT LANIER, CMD

LUIS GIRALDO

BRANDI NOEGEL

STEVE MARBAIS, CMD

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

www.fiada.com

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

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

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

FRANK FUZY

JENAY RHOADS

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

TREVER VARNEY

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

JIM WINTERICK, SR.

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

March 2019 — Independent Dealer — 31

MANHEIM FLORIDA ALWAYS NEARBY.

Manheim Daytona Beach 1305 Indian Lake Road Daytona Beach, FL 32124 386.255.2500 Sale: Wed 3 PM Total Resource Auction every Wed 2:30 PM Manheim Fort Lauderdale 5353 S State Road 7 Davie, FL 33314 954.791.3520 Sale: Fri 9 AM Total Resource Auction Tue 9 AM Ford Open Sale every other Fri Manheim Fort Myers 2100 Rockfill Rd Fort Myers, FL 33916 239.476.9800 Sale: Wed 4 PM Total Resource Auction every other Wed 3 PM Specialty Sale last Wed monthly 2 PM Galloway Direct Off Site Sale 2nd & 4th Tues 12 PM Manheim Jacksonville 10817 New Kings Rd Jacksonville, FL 32219 904.768.9981 Sale: Thurs 1 PM Total Resource Auction every Thurs 12:40 PM Manheim Lakeland 8025 N State Road 33 Lakeland, FL 33809 863.984.1551 Sale: Wed 2 PM Specialty RV/Boat Sale 1st Wed monthly 9 AM

32 — Independent Dealer — March 2019

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

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Salvage Sale Thurs 11 AM

www.fiada.com