FIADA Post Convention 2023

HELPING INDEPENDENT DEALERS SELL MORE CARS

FIADA is here to help your dealership thrive in 2023!

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FIADA’s brand new app, FIADA Connect, makes accessing your member benefits easier than ever. Enjoy discounts and savings from several industry partners including these coupons:

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THE VALUE IS CLEAR! JOIN FIADA TODAY AND START SAVING.

MAILING ADDRESS 111 North Orange Ave. Suite 800-#22 Orlando, FL 32801

TELEPHONE (407) 987-2411

WEBSITE www.FIADA.com

EXECUTIVE COMMITTEE

Luis Giraldo President

Michael Fernandez Senior Vice President

Leigh Anne Thompson Treasurer

John Giasullo Secretary

Borys Klementowski Regional Vice President

Marissa Kaliman Regional Vice President

David Galeas Regional Vice President

Sarah Bannister Regional Vice President

Jason March Chairman of the Board

FIADA STAFF

Ejola Cook Executive Director

Ashley Eggers Administrative Assistant

Jennifer Finlay Director of Operations

Terry Myers Director of Development & Education

POSTMASTER:

Send address changes to FIADA

111 North Orange Avenue, Suite 800-#22 Orlando, FL 32801

(407) 987-2411

www.FIADA.com

The Independent Dealer is a publication of:

Florida Independent Automobile Dealers Association

111 North Orange Avenue Suite 800-#22

Orlando, FL 32801

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.

For members of the Florida Independent Automobile Dealers Association

4

What We Are Working Towards

FIADA President Luis Giraldo has two objectives for the year.

5

Welcome New Members

Congratul ations to this list of FIADA members who joined this year.

6 |

The Value of Partnerships

The relationship between FIADA and our Associate Members is priceless.

7 |

Join a FIADA Committee

We want your input! Apply today to sit on one of the FIADA Committees and help guide us forward in 2023.

8

Solving the POA Mystery

Sometimes it is hard to tell when you should use HSMV 82995, Secure P.O.A. Here are the answers to your questions.

12

Engage, Educate, Empower

Check out the photo gallery from the Annual Convention in Orlando.

15 |

Annual Convention Sponsors

The Annual Convention would not have happened without these dedicated Associate Members who helped sponsor the event.

16 |

Convention Exhibitor Directory

The Annual Convention expo was full of industry vendors and service providers. Here is a complete listing to keep handy.

24 |

Man of the Decades

FIADA Director of Education Terry Myers was honored with a special award for his years of service to the FIADA.

29 |

Three Essentials for Auto Dealers

If your dealership isn't doing these three things, you might be in trouble.

What We Are Working Towards

Increased membership and vendor participation are the main goals. |

I am very excited to serve FIADA as the 2023 President. I have been a member of this Association for a long time and have enjoyed plenty of experience serving on the Executive Committee as Treasurer, Secretary and Senior Vice President. I am ready to take on this new role, and with your help I think we can make this the best year yet for FIADA.

I have two goals for the Association this year. First, I want to increase our dealer membership. We had some challenges this past year, but I am proud to say we have met them with new opportunities. Today's FIADA is fresh with ideas and energy and it is the perfect time to talk with dealers you know who are not members, and tell them about the exciting things that are happening.

Membership benefits are multiplying as we speak. Next month our new app, FIADA Connect, will launch and it will give every member instant and easy access to over $1,400 in coupons. (Check out the full list of auction coupons on page 2.) Additional member benefits like access to affordable healthcare, discounted payroll and a mentorship program for new dealers are also in he works.

LUIS GIRALDO FIADA PRESIDENT

I think the best way to find new members is just to talk to your fellow dealers. Tell them about these benefits I've mentioned and share your own experience with the FIADA. Let them borrow the magazine when you are finished with it so they can see the kinds of resources FIADA provides. The more members we are able to bring into FIADA, the stronger we are. A strong, healthy membership will help us in Tallahassee as well as in creating new benefits and programs that we can use and need. Growing our membership is a win-win for us all.

BY LUIS GIRALDO

The other objective I have this year is to get our vendors and business partners more involved with our Association. We rely on our partners to help us with things like sponsorship of events, advertising in the magazine and defraying the costs of convention. Their support of our Association is vital to what we do.

We have always said the FIADA is an Association for dealers, by dealers. That will always be true, but we have everything to gain by inviting our vendors and Associate Members to be a part of our decisionmaking process by holding an office and sitting on the Board of Directors. Our sister association, the Georgia IADA, has a board of 14 members and six of them are vendors. I would like to see the same happen here in Florida. Inviting our partners to sit on our board would bring new perspectives to the work we do and help us to see our industry from different angles. Vendors are also out there talking to dealers every day, which would help us with our other goal of growing our membership.

In order to give Associate Members voting rights we will need to amend our Association Bylaws. This is a process that will require reviewing the current Bylaws and making recommendations of what to change or update. We will communicate this with you in the magazine, our website and through email. The final step will be to vote on the changes at our next Annual Meeting.

Speaking of the Annual Meeting, the next Annual Convention will be held sometime in the last week of October and will again be at the Hilton Orlando Bonnet Creek. Watch for more information and mark your calendar for this must-attend event.

Luis Giraldo, FIADA President

FL

Christina Sdrenka

Cape Coral, FL

Clements Auto Salon

Pensacola, FL

Martha Cotto

DeLand, FL

D & I Auto Sales INC. N Fort

Myers, FL

Daimler Coaches NA

Gastonia, NC

DDI Technology

Irmo, SC

Dealer Sign USA LLC

Palm Beach Gardens, FL

Diesel Truck Center LLC

Bradenton, FL

DYMS Investments, Inc

Windermere, FL

E&D Prestige Autos LLC

Tampa, FL

echopark

Tampa, FL

Eminent Auto Group, Inc

West Palm Beach, FL

Enzo Auto Aervice

Ocoee, FL

Family Plan Auto Sales

Crestview, FL

Florida Merchant Services

Orlando, FL

Rene Garcia

Kissimmee, FL

GG Carts LLC

Sudbury, MA

Greenwood Emergency Vehicles

North Attleboro, MA

HHHT Auto Care Inc DBA Golf

Coast Carts

Palmetto, FL

J. W. Hill and Associates Inc.

Live Oak, FL

Spencer Katz

Jacksonville, FL

LA Motors INC

MIAMI, FL

Limitless Auto Trade LLC

Orlando, FL

Motor City of Ocala

Ocala, FL

Next Ride LLC

Largo, FL

OttoMoto, LLC

Cumming, GA

Pigg Enterprises

Prattville, AL

Premium Cars of Miami

Miami, FL

PULSE The Profit

Builder

Dallas, TX

Reliable Rides Inc

Right Choice Auto Sales

Pompano Beach, FL

Royal Motors of Orlando

Orlando, FL

Sarekon GPS

Broomfield, CO

Sensible Auto Lending LLC

Danbury, CT

Spanos Imports

Daytona Beach, FL

Sullivan Auto Sales

Bradenton, FL

Suncoast Quality Cars LLC

Kenneth City, FL

Thoroughbred Motors

Wellington, FL

Tropical Auto Outlet

Orlando, FL

U Drive Gainesville

Gainesville, FL

Rafael Urdaneta

Orlando, FL

Volvo Car Financial Services

Mahwah, NJ

The Value of Partnerships

The special benefits FIADA Associate Members provide. | BY

Having been a dealer for a number of years, I tend to focus on our industry and our association from the viewpoint of a Dealer Member. When I was on the FIADA Board, I was active because I saw the value in the connections with legislatures, regulatory groups like the DMV, and I really enjoyed learning from my fellow board members. I never really thought of all the other benefits that went along with my membership.

EJOLA COOK EXECUTIVE DIRECTOR

Now wearing the “Executive Director” hat, I have learned a great deal more about all the values an association can bring, and the relationships not just with our Dealer Members, but our Associate Members as well.

EJOLA COOK

to teach speaks volumes for who they are as companies, and members.

Each month our magazines are filled with advice, foresight and best practices from different parts of our industry. Our Associate Members give freely of their information to help our Dealers grow and build their businesses.

Our Convention this year was full of experienced and seasoned industry leaders ready to help our Dealer Members reach the next level. Take the time to read through our Exhibitor Directory and Sponsor list in this magazine. There are opportunities to make connections for services to help your Dealerships thrive. These Associate Members are what help our Dealer Members succeed.

JOIN A FIADA COMMITTEE

And make a difference in your industry!

FIADA members like you can make a difference for the Association, and the industry by serving on one of our four committees, Convention, Membership, Member Benefits and Legislative.

Joining an FIADA Committee allows members the chance to:

ENGAGE:

Any FIADA member in good standing can join a committee. Your ideas and participation help shape the programs and agendas FIADA will focus on as an Association. The best ideas always come from members just like you.

EDUCATE:

By participating in a committee, you will not only learn about how FIADA works but also how it works within the used car industry and the state of Florida. This is in addition to all the networking and brainstorming of ideas that happen within the committee meetings.

EMPOWER:

Committee membership is usually a first step into FIADA leadership and will give you confidence and experience to run for an Executive Committee office or sit on the Board of Directors.

Your commitment to serve on an FIADA committee includes:

• An agreement to serve on the committee for one year.

• About an hour of your time once a month to participate in a zoom or conference call meeting.

• Willingness to participate in discussions and decisions as a group member.

CONVENTION:

The Convention Committee is an ad hoc committee that is charged with reviewing educational programs, sponsorship opportunities, entertainment, theme and general assistance with the annual convention.

MEMBERSHIP:

The Membership Committee is responsible for developing membership in FIADA including member recruitment programs and marketing ideas.

MEMBER BENEFITS:

The Member Benefits Committee shall have the authority to recommend FIADA policy concerning all FIADA approved member benefit programs. This includes recommendation of approval of all new programs, amending or canceling current programs.

LEGISLATIVE:

The Legislative Committee has the authority and duty of reviewing the progress of legislation at the state level, making recommendations regarding legislative issues and keeping the FIADA Executive Committee informed on all legislative matters affecting the independent automobile dealer industry and FIADA.

Please select the committees you would like to join and return this part of the form to info@fiada.com or FIADA, 111 North Orange Avenue, Suite 800-#22, Orlando, FL 32801 You may also apply online at FIADA.com/Committees

SOLVING THE POA MYSTERY

There was a big question asked about HSMV 82995

Secure P.O.A. at the FIADA’s Annual Convention and no one was sure how to answer it...until now.

By Terry Myers

e all love solving a mystery. PART ‘B’ of the Secure P.O.A. HSMV 82995 can be a mystery until the solution is revealed. Let us try and do that here.

Indicia, ‘Proof,’ must be in the Deal Jacket before the dealer may offer the vehicle for sale. Until that Indicia/Proof arrives, there needs to be a NOT FOR SALE sign on that vehicle if it is in an area where the customer is allowed. Otherwise, the dealer needs to set that vehicle apart in a no customer allowed area. Your Compliance Officer is able to better guide you, if needed.

If it were me, and the vehicle was accessible to the customer, I would place a sign that says NOT FOR SALE, Ask Me

About our Deposit Policy. (You may want to refer to a past article about deposits.)

The HSMV 82995, Secure P.O.A. may only be used on vehicles that are less that 20-calendar years old and 2011 or newer. The document is used when the customer is here on the lot, the vehicle is here on the lot but the title is missing.

Two reasons the title might be missing? One, it is a paper title and it is lost. Note: you cannot lose an electronic title. The Secure P.O.A. may be used in this case to order a ‘Duplicate Title’ to work from. The second reason, there is a Lien Holder in control of the title until the lien is satisfied. Florida Statutes 319.24(5) (a) requires the dealer to arrange to satisfy the lien within ten business days. (b) requires the lien holder to release the lien within ten business days of ‘cashing the check’, (accepting payment). Unfortunately, not all lien holders are in Florida. Not being bound by Florida law, some like to hold a payment for 30 days (+/-), just to be certain the payment goes through.

Simply put, ‘Indicia/Proof’ requires the title be present when the Owner(s) signs over (opens) the title to the purchaser and the purchaser signs

acceptance (closes) the title. One duly assigns over to the other. The other accepts assignment and a duly assigned certificate of title. The dealer has the privilege to Re-assign to another using the reassignment slots on the back of a paper title or HSMV 82994 if the back of the paper title is full (or) in the case of an Electronic Title.

So, when, and how does the HSMV 82995, Secure P.O.A. enter into the equation? The title is not present at the time of the sale or trade. The vehicle owner(s) and the dealer representative capture the date of the transaction and go to the vehicle to obtain the odometer reading. (I suggest you also take a photo of the reading for the file.)

HSMV 82995 has a PART A, B, C. In part A the dealership enters the date of the transaction and the odometer reading. The seller(s) NAME(s) is printed into the ‘I/WE (Seller’s Name) APPOINT (Dealer’s Name). The odometer reading and date information is entered and both parties print and sign their names.

It should be noted that the P.O.A. is given to the dealership, not a specific person. One representative of the dealership may accept this for the dealership. Later when the title is released, a different representative is able to act as the P.O.A. for the seller(s) and also accept the title for the dealership.

When the title is released. The dealership representative takes the information in Part A of the HSMV 82995 and transfers it to the title, exactly. The representative prints the date the P.O.A. was initiated, prints the seller(s) name/POA in the printed name of the seller section and in the seller(s) signature section signs their representative name/POA. This opens the title. The representative prints and signs their name in the Printed Name, Purchaser Signature, area. This closes the title. Next the dealer representative goes to Part C of the

THE SECURE P.O.A., HSMV 82995, ENTERS THE EQUATION WHEN A TITLE IS NOT PRESENT AT THE TIME OF THE SALE OR TRADE.

HSMV 82995 and prints and signs their name, along with the date they carried out this duty. The dealership now has a ‘duly assigned title’ supported by the HSMV 82995 and can put the vehicle up for sale.

WAIT A MINUTE! What about the PART B? PART B represents the rear of the title where the dealership reassigns ownership to the next owner. Pay attention to the following from the statutes.

320.27 Motor vehicle dealers (7)CERTIFICATE OF TITLE REQUIRED.—

For each used motor vehicle in the possession of a licensee and offered for sale by him or her, the licensee either shall have in his or her possession or control a duly assigned certificate of title from the owner in accordance with the provisions of chapter 319, from the time when the motor vehicle is delivered to the licensee and offered for sale by him or her until it has been disposed of by the licensee, or shall have reasonable indicia of ownership;;; [a copy of a canceled check or other documentation evidencing that an outstanding lien on a vehicle taken in trade by a licensed dealer has been satisfied and that the certificate of title will be, but has not yet been, received by the dealer;]

Florida Statutes 319.24(a)

PART B REPRESENTS THE REAR OF THE TITLE WHERE THE DEALERSHIP REASSIGNS OWNERSHIP TO THE NEXT

requires the dealer to satisfy the lien within 10-business days and part (b) requires the lien holder to release the title within 10-business days of cashing the check, (accepting payment).

This is where the PART B comes into the equation. PART A is complete. The payment has been sent, received, and cashed (accepted). The dealer obtains physical proof of the payment acceptance. This might be a physical or digital copy of a canceled check or other instrument. Dealership waits at least 10-business days for the title to be released. f.s. 320.27(7) reads indicia to include: a copy of a canceled check or other documentation evidencing that an outstanding lien on a vehicle taken in trade by a licensed dealer has been satisfied and that the certificate of title will be, but has not yet been, received by the dealer. My

best ‘guess’ is the state’s assumption that since the payoff has been accepted and the lien holder will release the title within 10-business days, the dealer should be able to sell the vehicle and still apply for a new title in time and stay within the required 30-days needed to complete getting a new title to a new owner(s).

Let's walk through an example. A dealership swaps out the NOT FOR SALE sign for a FOR SALE sign. Larry and Luciele Lunchbucket decide they want to buy that vehicle. Since the title is still not in the dealership’s possession, PART B of the HSMV 82995 Secure P.O.A. may be activated.

Larry and Luciele give P.O.A. to the dealership. Paperwork is created. A 30day temporary tag is placed upon the vehicle and they

are on their way with the legal promise the dealership will get their new ride tagged, titled and registered within 30-days. Supporting documentation waits within the deal jacket for the lienholder to actually release the lien and title.

Hopefully, the release takes place within that 30-day timeframe. When it does, the dealership representative completes the transfer of information from PART A to the title and completes the appropriate print/sign as the dealer rep and prints the seller’s name/POA and then prints and signs the dealer reps name/ POA in the printed name of the seller(s) area. The representative then scoots down to the PART C, Certification by Attorney in Fact, and completes printing and signing their name again and the date he/she carried out these actions.

Now that a Duly Assigned Certificate of Title from the seller to the dealership has been created, the dealer representative scoots over to create a Duly Assigned Certificate of Title from the dealership to Larry and Luciele as their P.O.A. All supporting documents need to find their way to the tag office and have a new title created to Larry and Luciele.

Hopefully, all this takes

OWNER.

If a title hasn't been issued after a second 30-day time frame, it's time to contact your DMV Compliance Officer

place within the required 30-day legal promise the dealer made to Larry and Luciele.

What if the lien holder drags their feet and the title does not get done within the 30-day time frame? That is the legitimate reason a second Temp Tag may be issued. Note: the dealership still broke their 30-day promise to the state, Larry and Luciele.

What if the title is still not released within the second 30-day time frame? May the dealership issue a third Temp Tag? Absolutely not! The dealership needs to contact his/her Compliance Office and ask them to issue a third tag. It better not be the dealerships fault it took this long.

Ever make a promise to someone based upon a promise made to you and have it go wrong? We all have. The decision to use PART B is up to the dealership. The 30-day rule is the 30-day rule.

Do not take this as legal advice. Please confer with your legal counsel, compliance officer, f.s. 320.27, etc. before you decide if or to implement PART B.

TERRY L. MYERS is the FIADA Director of Education and Development. Feedback is appreciated and encouraged. Terry can be reached at (727) 804-7375. Email: TMyers@FIADA.com

HSMV 82995 can be found online at www.flhsmv.gov/pdf/forms/82995.pdf. Instructions on page 2 of the form outline who is authorized to use it, when it should be used and when it is not required.

Filing instructions require an original copy to be attached to the Certificate of Title when obtained and is to remain with the title until the application for title is made for the purchaser. A second copy should be retained by the dealer for a period of five years. A third copy is to be given to the seller who completed the Power of Attorney in Part A.

If the motor vehicle is being sold out of state, the Florida dealer must photocopy the completed original of HSMV 82995 and mail directly to the department within five days after the Certificate of Title and Reassignment Form are delivered by the dealer to its purchaser.

Engage Educate Empower

January 10-12, 2023

Hilton Orlando Bonnet Creek

OPPOSITE PAGE: President Jason March welcomes attendees at the General Session.

TOP ROW: Executive Committee members are recognized for services; A colorful breakfast greets guests

MIDDLE ROW: Photos from the Expo

BOTTOM ROW: Exhibit Hall; Safeguards Training Students

TOP LEFT: Executive Director Ejola Cook addresses the crowd.

TOP RIGHT: Attendees listen at the General Session.

RIGHT: Legislator Brad Yeager

BOTTOM: The exhibit hall was full of vendors and networking opportunities. In case you weren't able to attend, check out the full list of exhibitors starting on page 18.

Thank You to Our Convention Sponsors

PLATINUM SPONSOR

GOLD SPONSORS

SILVER SPONSOR

BRONZE SPONSORS

ADDITIONAL SPONSORS

Convention Exhibitor Directory

The Annual Convention Exhibit Hall was a busy place! Here is a complete list to follow-up and keep as a resource.

ACV acvauctions.com

800-553-4070

Bid, Finance, Transport, Done. ACV is transforming the used car industry by empowering dealers with digital solutions to compete in an online world. ACV’s suite of services is your trusted partner to instantly value, buy, sell, finance and transport vehicles with confidence and efficiency. Learn more at acvauctions.com.

Advanced Auto Parts

my.advancepro.com

407-450-6307

Headquarted in Roanoke, VA., Advance Auto Parts Inc., the largest automotive aftermarket parts provider in North America, serves both the professional installer and do-it- yourself customers. Advance operates over 5,200 stores, over 100 Worldpac branches and serves approximately 1,300 independently owned Carquest branded stores in the United States, Puerto Rico, US Virgin Islands and Canada

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Advantage Automotive Analytics

AdvantageGPS.com

800-553-7031 x 727

Advantage Automotive Analytics has a modern data analytics solution that provides vehicle finance professionals the intelligence and toolset to monitor and assess risks in real time. Our solutions portfolio includes

wired and wireless devices, VIN Verify products, custom APIs and unlimited connectivity options. ..............................................................

All American Bonds & Insurance quickerbonds.com

844-321-2663

Local Family owned insurance agency specializing in motor vehicle dealers. We have the fastest response time, best prices, and best customer service in the business. With All American your dealer bond and garage liability insurance needs are priority number one. ..............................................................

American Auto Bankers, Inc. aabankers.com

786-681-0737

American Auto Bankers, Inc. (AAB) is a direct lender and servicer for auto and commercial vans. AAB loan program assists those in the subprime market, as well as foreign nationals to the USA. AAB offers its lending programs throughout the United States. ..............................................................

American Car Transporters

americancartransporters.com

754-368-6889

American Car transporters is an extremely active and experienced car shipping company. We offer vehicle transportation nation wide. Being family owned and operated in business over a decade we can handle all your transportation needs. ..............................................................

American Risk Services

assuredpartners.com/CincinnatiOH 770-378-3067

American Risk Services, an Assured Partners company, specializes in Collateral Protection Insurance (CPI) for the Buy Here - Pay Here and Subprime Financing industries. CPI enables the lender, lessor, and dealer to manage risk and generate revenue with the latest comprehensive compliance, full systems automation, fastest claims service, and proven best practices. ..............................................................

Agora Data agoradata.com

214-554-0670

Agora Data is a leading auto fintech that offers a line of credit to dealers. Our robust platform delivers a suite of tools powered by artificial intelligence to help originate better loans and sell more cars to non-prime customers.

Arrow Acceptance

arrowacceptance.com

678-772-7123

Arrow Acceptance provides quick cash through the purchase of BHPH auto portfolios, no restrictions on mileage, age of vehicle, title types , and all APR's Accepted even 0%.

Auto Data Direct

ADD123.com

866-923-3123

Auto Data Direct offers a suite of innovative, web-based tools to

expedite and simplify federal or state-required business processes as well as to provide real-time national motor vehicle information at an affordable cost. Florida dealers can use ADD’s ADDTag system to issue print-on- demand temporary tags and transfers or the EFS metal plate system, while by-here pay-here dealers and lenders nationwide can take advantage of ADD’s ELT or electronic lien and title system. Go to www.ADD123.com or call 866923-3123 for more information!

Auto Legal Group

autolegalgroup.com

855-425-4529

ALG is one of the fastest growing law firms in the country exclusively representing automobile dealerships. The reason for our rapid growth is understandable; highly experienced lawyers combined with a unique pricing structure for Independent and Franchise dealerships. As auto lawyers, our mission is simple –to give dealers affordable legal representation.

Auto Use

autouse.com

978-684-5223

Auto Use provides dealers with a competitive indirect lending program and floorplan program with ultimate flexibility. Buy from anyone, anywhere, anytime, with our unique floorplan checkbook, or at most live and online auctions.

Automatrix Dealer Software

Automatrix.com

954-228-8595

Automatrix offers an End-to-End dealer management software solution designed exclusively for the Independent Used Car Dealer. Automatrix DMS solves your dealership’s every-day problems and allows it to operate more efficiently while saving time and money. ..............................................................

Big Time Advertising & Marketing

GoWithBigTime.com

636-614-4151

Big Time Advertising & Marketing maximizes your advertising budget by using today’s most innovative Digital Marketing tools to reach car buyers wherever they are online 24/7.

Buckeye Dealership Consulting

Buckeyereinsurance.com

330-726-9030

Buckeye Dealership Consulting serves hundreds of dealers and reinsurance companies across the automotive space, including BHPH and retail dealers, and independent finance companies. We’re built on knowledge and experience in the F&I reinsurance market for independent dealers. We can customize a program to

fit your business needs, one that evolves to meet your present and future goals. Through our simplified, turnkey approach to reinsurance, we will help you control your risk, improve your cash flow, and increase your bottom line. As a proud supporter of FIADA, you can trust Buckeye Dealership Consulting for the bestselling F&I products and support to effectively implement and manage your reinsurance program.

Car Care Promotions

carcarepromotions.com

214-801-2195

Sell more vehicles, hold more gross, and stand out from your competitors when you include a 5 year maintenance plan. ..............................................................

CallPass LLC

callpass.com

877-324-0999

CallPass is an industry leader in advanced asset tracking, fleet tracking, and vehicle GPS tracking solutions. Learn how our iGotcha Choice Plan is redefining collateral protection for dealers across the country!

Car Pay carpay.com

877-388-4265

Carpay's loan management software helps BHPH dealers reduce delinquencies and easily collect payments. Customers can pay online or via Carpay's mobile app.

ClassicCars.com

classiccars.com

480-285-1600

The world's larges online classified marketplace for classic & collector car vehicles.

ComplyNet

complynet.com

800-653-1869

ComplyNet is an end-to-end compliance solution exclusively for the auto industry. ComplyNet guides automotive facilities to a culture of compliance in an environment that is collaborative and connected, with programming for privacy-safeguards (PSG), advertising-sales-finance (ASF), environment-health-safety (EHS), and human resources (HR). One company. One solution. Complete compliance.

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Cox Automotive coxautoinc.com

800-653-1869

Cox Automotive is the world’s largest automotive services and technology provider. Fueled by the largest breadth of first-party data fed by 2.3 billion online interactions a year, Cox Automotive

tailors leading solutions for car shoppers, automakers, dealers, retailers, lenders and fleet owners. The company has 25,000+ employees on five continents and a family of trusted brands that includes Autotrader®, Dealertrack®, Kelley Blue Book®, Manheim®, NextGear Capital™ and vAuto®. Cox Automotive is a subsidiary of Cox Enterprises Inc., a privately-owned, Atlantabased company with $21 billion in revenue.

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DDI Technology

DDITechnology.com

803-622-5214

DDI Technology is a certified EFS (metal plates & decals) , ETR (paper tags) and ELT (electronic liens) provider in the state of Florida and can also assist with out-of-state registrations, NMVTIS inquiries, and other process improvements for your dealership or lending entity.

..............................................................

DealerCenter

Dealercenter.com

888-669-2669

DealerCenter is the leading cloudbased, all-in-one solution for the independent automotive dealer. By managing inventory, deals, customers, online marketing, and more, DealerCenter makes your dealership operations simple, easy, and efficient.

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Dealer Sign

Dealersign.net

561-931-0694

E signatures made easy by: Auto Templating & Tags. Sending by email or text. Free doc storage & vaulting Lender Integrations. Enhancing digital retailing. We are accepted by DMV, Federal Compliant, have NO CONTRACT, All inclusive pricing at $17.43 a month. EASY TO USE.

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DLRdmv dlrdmv.com

561-475-0062

DLRdmv painless e-Titling-real time metal plates a temp tags issuance, DMS integration, 24/7/365

Support,DlR50 Robust 50 state auto titling solution DLR sign E- signature technology- Paperless transactions for Title & Registration paper work. Trade protector - protects dealer on out of state trades.

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Frazer Computing

Frazercomputing.com

888-963-5369

Glenview Finance

Glennviewfinance.com

773-327-5183

We Provide lines of Capital and purchase retail installment sales contracts from select independent auto dealers. Our program is designed for ALL independent auto dealers who want the ability to receive Up-front cash flow, and participate in the Back-end profit. ..............................................................

Glo3D

https://glo3d.com

416-575-4445

Glo3D.com is a "DIY, AI-Powered Media Software" helping dealers create consistent photos, video tours, and virtual tours of their cars with custom backgrounds using just a smartphone and automatically syncing to inventory management and social media for higher traffic and customer engagement.

Golden Eagle Management Services LLC.

gemsprofitbuilders.com

813-333-1759 Ext. 101

Florida based company bringing you top providers in the industry for all protection products, CPI, Gap, Warranty, and more. Maximize profits, reinsurance programs available. We are the BHPH "Police' that help you protect and collect.

Hope Scholarship Program –Step Up for Students

Stepupforstudents.org

727-451-9816

Stop by to see how your finance team can quickly establish customer rapport and sell more products by presenting the state DRHS1 form.

Ituran USA, Inc.

ituranusa.com

954-484-3806

Ituran provides a superior GPS tracking solution, which offers top quality GPS devices with internal backup battery and the highest reliability rate in the industry (99.99%). Unique BHPH features such as Accident Alert, Mileage Tracking, Parking Behavior Report, Repolinx, Tampered Report, Dashboards and many more, adds up to the highest ROI in the GPS tracking solutions industry. 24/7/365 live US based Customer Service & Tech Support.

Lever Auto

leverauto.com

404-383-7048

IFee Free Flooring: Acquire the vehicle inventory you need with fee-free financing, white-glove service, and easy-to-use digital tools ..............................................................

Lobel Financial

lobelfinancial.com/dealers

714-816-1301

Lobel Financial is a technology-based, privately held consumer finance company that specializes in the acquisition and servicing of prime to non-prime consumers purchasing new and used automobiles.

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LotVision by Cox2M

Cox2M.com

jessie.broussard@cox.com

LotVision by Cox 2M is an end-to-end vehicle location and telematics solution for dealership and auction lots. Its realtime data gathering, alerts, and reporting provide improved operational efficiency, streamlined workflows, better customer experiences.

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Mid Atlantic Finance Co. midfinance.com

727-410-0473

MidAtlantic Finance Company (MAF) is a non-prime financial services lender founded in 1990. Not only have we been setting the industry standard for over 30 years, & remains one of the premier non-prime lender.

Nationwide Southeast LLC Nationwideloans.com

954-673-3495

Nationwide Southeast offers no-recourse, sub prime point-ofsale financing to Florida dealers. Any year-make-model and 100% backend payout!

OATA youroata.com

407-810-8503

OATA provides fast, friendly, and accurate tag and title services.

One Main Financial onemainfinancial.com

770-841-5822

OneMain Financial is the leader in offering nonprime customers responsible access to credit. We are committed to being the lender of choice and empowering our customers to reach a better financial future. Our team helps customers meet various financial needs, including auto purchases and other major expenses. Our Direct Loan Purchase Program never charges your dealership an acquisition fee. Plus, we handle the paperwork and clear all stipulations at no cost to you.

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Ottomoto, LLC

Ottomoto.net

770-406-8598 ..............................................................

Passtime

www.passtime.gps

239-240-6913

Peak Performance Team

Peakperformanceteam.com

585-257-5016

Peak Performance Team is a nationwide dealer services provider that is backed by a multibillion-dollar insurance company! PPT creates customized profit building programs and products previously available only to large franchise dealers and offer them to every dealer. PPT partners with your dealership to assist you in attaining new heights in sales and profits!

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PFS Financial Services pfs-corp.net

864-237-6272

We are an experienced, flexible, financially-solid lender with more than 25 years of experience. We have local branches, local buyers, and provide fast funding. We have 7 branches serving Florida: Clearwater, Jacksonville, Longwood, Pensacola, Sarasota, Tallahassee, Tampa.

Preferred Dealer Solutions

preferreddealersolutions.com

616.238.9220

A leader in assisting with F&I products and the formation and management of Dealer Affiliated Reinsurance Companies.

Primalend primalend.com

972-239-6668

PrimaLend provides tailored lending solutions to help BuyHere Pay-Here dealerships grow their businesses. These lending solutions are designed to help BHPH dealers from across the country become more profitable. Visit primalend.com or call (972) 239-6668.

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Priority One Financial Services www.p1eqf.com

727-490-7229

Priority One’s Equipment Finance division is dedicated to helping businesses of all types and sizes grow with new or used equipment. Our long-time lender relationships and industry expertise allow us to meet your financial needs so you can focus on growing your business.

ProGuard Warranty

proguardwarranty.com

877-474-9462

ProGuard Warranty, a family owned business, has been serving the auto industry for 70+ years. Fully insured Vehicle Protection Plans, GAP and reinsurance are sold exclusively through nationwide network of dealer partners. Dealer incentives (dividends, Commissions, bonuses, and ProGuard Miles) enhance profitability while bestin-class customer service protects reputations.

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Pulse the Profit Builder pulse-profit.com

972-854-8057

For the past 30 years, Pulse monthly,customized analytics have increased the profits of "normal" dealerships, as well as state and national dealers of the year. The $399 subscription is refunded in full if your dealerships profits do not increase.

Repay repay.com

678-270-7689

Repay is a payment technology provider that offers card and ACH processing, instant funding, a consumer-facing mobile app,and online bill payment systems with web, text, and IVR capabilities.

Sarekon GPS sarekon.com

888-726-3511

GPS manufacturer and service provider. ..............................................................

SiriusXM siriusxmdealerprograms.com

313-510-4814

Independent Dealers can join our FREE Pre-owned Program to extend 3 months of Sirius XM to thier customers. No Credit Card required.

Spartan Financial Partners spartan-partners.com

864-978-9559

Since it's founding in 2010, Spartan Financial Partners has worked one-on-one with dealer partners to provide customized solutions to meet their specific business needs. Spartan provides both line of credit and bulk purchase programs for buy-here pay- here dealers and independent auto finance companies throughout the united states.

Solera/Title Tec

solera.com/solutions/vehiclesolutions/

954.232.6366

Solera’s Vehicle Solutions helps dealers transform their entire business, with an end-to-end suite of products serving the diverse needs of dealer customers. From marketing and sales, to financing and titling, to service and repair, we give dealers the power to optimize every marketing dollar, maximize customer pay spend, stay on top of new and used inventory, and increase profits with powerful inventory tools.

Stars GPS stars-gps.com

877-828-4770

Sterling Credit Corporation

sterlingcreditcorporation.com

877-859-8401

Sterling Credit Corp. is committed

to providing capital and collection services to our customers structured as a buyer of bulk receivables and loan servicing company, we strive to be a dependable cash flow source with exceptional account management and customer support expertise.

Tax Refund Services aka. Tax Max taxmax.com

813-987-2199

Tax Max gives a dealer the ability to convert a paystub/ W2 into a down payment using various programs to maximize tax season. Such as a 1st quarter, 4th quarter, collections, repairs and our new all year round program.

Thaney & Associates, CPA Thaneycpa.com

888-252-8769

Thaney & Associates, CPAs is a forward thinking CPA firm with offices in Florida and New York. As we consider ourselves Business Therapists, we pride ourselves in the many services we offer, including but not limited to; tax & accounting, bookkeeping, business valuations, succession and estate planning, new business setup, and much more. We work with new and used car dealers, collision and body shops, BHPH and more. For more information, please reach out to Morgan Alexander at malexander@thaneycpa.com or refer to our website thaneycpa. com. ..............................................................

Verifacto

www.verifacto.com

678-783-8118

Verifacto is a technology company focused on improving and innovating the ways auto dealers and auto finance companies manage their business. We provide a modern, cloud based, full featured platform including a loan management system(LMS) and a Dealer Management System (DMS),

Collateral Protection Insurance (CPI) and insurance tracking solutions. These solutions help our clients to maximize efficiency and increase profitability by mitigating insurance, compliance, and financing risks.

Wayne Reaves software

waynereaves.com

478-731-0466

Leading DMS Provider since 1987. Easy to use. Online, Multi location, E-sign or Print on plain paper. Fully integrated mobile first websites. Dealers rely on Wayne Reaves to be more productive. ..............................................................

Westlake Financial

Westlakefinancial.com

323-315-7839

For prime and sub-prime lending, floor plan financing, portfolio acquisition, and access to dealership management tools, Westlake is your full- spectrum finance solution to help you, the dealer, Drive Your Business.! Technology - driven and privately held. Westlake specializes and strives to provide solutions to dealers needs. Serving over 50,000 independent and franchise dealers nationwide, as well as Puerto Rico and Canada, Westlake is the business to lend a helpful hand to dealers.

Zellner Insurance Agency

zellnerinsurance.com

904-356-1492

Zellner Insurance Agency is an all lines insurance agency based in Jacksonville, FL. We specialize in providing insurance and risk management services for wheels based businesses for over 100 years.

TERRY MYERS MAN DECADES of the

IfIf you received your Dealer’s License in the past 25 years, there is a good chance that Terry Myers was your instructor. For the past two decades, Terry has traveled the state of Florida sharing his unmatched knowledge of the rules and regulations that concern used car dealers, wisdom gained from a 30-year career as a small business owner and a collection of selfadmitted corny jokes usually met with equal amounts of groans and grins. He hasn’t put an official number on it, but Terry thinks he has taught over 3,500 students, logged more than 56,000 hours behind the podium and traveled over 660,000 miles teaching PreLicense classes. That does not include Continuing Education and private classes.

His service to the industry and the Association was recognized in Orlando last month as he received a Man of the Decades award during the FIADA Annual Convention. A standing ovation is how attendees showed him their appreciation. Terry has won four NIADA Crystal Eagle awards for membership recruitment, too many FIADA Eagles to count, a Man of the Year award and a trophy room of other service awards from the industry, but this one was special.

“There is no payment equal to the one where someone else goes out of their way to acknowledge the knowledge, wisdom, advice,

encouragement, etc. they received that helped them start their dream, build on their dream, achieve their dream, and accelerate their dream. What it meant then and still means. It is humbling to be allowed to be a part of something bigger than myself. It is gratifying to know that the fine men and women it is my honor to serve are using their knowledge and expertise to benefit their employees and serve their customers and the needs and wants of those customers. Being personally presented this award by someone who I have found great joy is watching grow in the industry, helps make this journey complete. I give God the glory for inserting into me the gifts and abilities needed.”

Just a few weeks after receiving the award, Terry celebrated his 80th birthday and as his family asked friends and colleagues to send in cards and congratulations it got me wondering about his story. I’ve known Terry well for 10 years or more but I realized I had no idea of what he had done before we began working together. When I asked if he would be willing to share his story, he happily agreed and I hope you will find it as entertaining and inspiring as I did.

By Christy Taylor

Terry traces his entire professional career back to a class he took in high school simply called “Sales.” It was an unassuming elective that he signed up for to earn a graduation

Terry Myers, left, receives the Man of the Decades award for his service to FIADA from Director of Operations Jennifer Finlay at the Annual Convention.

credit but, he says, it ended up teaching him important life lessons as well. After the school day ended he continued over to his part-time job as a salesman at a store called Shift Shoes and learned three things from the Regional Manager that Terry says are the secret for anyone who is looking for a successful sales career.

“When somebody tells you what they want, and you know it isn’t going to fit, never tell them it won’t fit. Bring it to them, let them try it on and decide for themselves it doesn’t fit,” Terry said. In other words, never “correct” them.

“If they ask for something in blue, bring out all the other colors too because chances are if they want one, they might want them all,” Terry said. Always present options and opportunities to upsell.

“If someone asks you for something and you don’t have it, but you know where they can get it, tell them. They will appreciate your honesty and come back, and the next time they will buy something from you. They become excellent referral resources, as well.” Terry said. Honesty and helpfulness are everything when it comes to building rapport with people.

It was at this point in our conversation that Terry gave me his first “Terry-ism,” those little nuggets of wisdom he wraps up usually in an acronym or pun. If there were business-themed fortune cookies, Terry-isms would be the proverb you would find inside.

“Your job is to make decisions. You do not make mistakes. You discover the right way ‘not’ to do something and stop doing it. Capture the ‘right

way’ in your Policies and Procedures Manual so may continue to duplicate the end results you want and need. This also becomes a great training tool for those looking to you for training and guidance about how they may duplicate that those results.”

After high school, Terry enlisted in the army and became part of the 82nd Airborne. Yes, Terry Myers was a paratrooper and trained for the job of jumping out of airplanes. He recounted a time when his unit had been assigned a jump into Cuba during the Cuban Missile Crisis and how relieved he was when it was called off.

We got sidetracked at this point because he mentioned he had studied hypnosis during a psychology class in school and he was pretty good at it. His army buddies called him “Professor” because he demonstrated his talent by hypnotizing one of the guys into believing that the water line feeding the fountain in the barracks had gotten crossed somewhere and instead of water, it was pure Southern Comfort whiskey bubbling out. He used his hypnotic powers for good to help another friend to speak fluent Spanish to impress a girl and another buddy to overcome a traumatic past experience that was interfering with his ability to jump. He was even asked by the Officer’s Club on base to put together an act and entertain the Officers and their wives. Don’t worry, Terry swears he has never used his hypnosis skills in any of his dealer training courses—just his hypnotic voice.

Terry grew up in Ohio, but always remembered his mother and aunt telling stories about growing up in Lake Worth, Florida and how wonderful it was. So, when he got

out of the army he decided that was as good a place as any to start his life. His plan was to become a sheriff, but when he discovered a hiring requirement was be a Florida resident for two years he had to find something else. He came across a department store with an outsourced shoe department looking for an assistant manager, and given his previous experience, knew he was a shoe-in.

“I worked in the shoe business for 13 years. They called me the “king of sole” and I loved every minute of it,” Terry said.

The real reason this was an important place and time in his story is because it is where he met his wife Charlotte. Charlotte was a high-school student working at the department store when they met, and she had a boyfriend. Terry asked her out anyways, and after breaking up with her boyfriend, she agreed. A week after their first date, Charlotte was setting up a box of shoes and Terry asked her to marry him. She said yes and the couple has been married for 58 years.

Terry spent some time trying to figure out what was next for him when the chain of department stores that housed the shoe departments he was supervising went out of business. He tried starting a pressure washing business, making, and selling custom candle holders and a job as a “professional sprinkler watcher” at a golf course. While each of these jobs provided their own set of stories, like killing a four-foot snake with a throwing knife, they weren’t the career he was looking for. On the advice of a friend, he started learning about insurance and got his license to become an independent agent.

Eventually friends and independent agents formed a business relationship known as Dudeck, Kruger & Myers.

The next 30 years was spent building the insurance business through knocking on doors and good old-fashioned cold calling. Somewhere along the way, the group switched to a seminar style pitch and Terry became the man with the microphone presenting the program to the potential customers that attended. In 1993, the State of Florida required that all licensed insurance agents be required to complete 28 hours of Continuing Education if they intended to renew their license. So, at the cost of $20 an hour, Terry signed up for his training, went to class and discovered it was just a guy reading from a book for four hours.

He really wasn’t looking for a change of career when he called the group that presented the training, but after talking with them about some improvements they could make he found himself offered with an opportunity to do it better. After two years, his courses were very popular, and he was pretty much running the school creating new courses and classes. The snowball kept rolling when he discovered that a lot of the insurance agents attending training were also CPAs and attorneys, who needed CE to keep those licenses as well. He researched the requirements and the school started offering CE to more and more licensed professionals from CFPs to bank branch managers.

A phone call from a group called the FIADA in 2002 was instrumental in changing his career course again when he was asked if he would be interested in being an instructor in the newly organized Dealer Training School the association was

creating. A law had just been passed that required anyone applying for a dealer’s license to complete a 16hour course from a state-approved instructor. FIADA was trying to meet the needs of the industry but needed additional teachers to do it. Terry got licensed as an instructor, partnered with FIADA in teaching some courses and added auto dealer pre-licensing to the course catalog at his own school. The rest, they say, is history.

“The biggest motivator to me is all the people that I’ve been introduced to through teaching these courses,” Terry said. “They have a shot at taking control of their own future. They are just looking for some business advice and a little help along the way. It is exciting to help them realize their goals.”

The pre-licensing course is recommended to be taken early on in someone’s journey to become a used car dealer because it can really

Terry-isms A few

Just a few examples of Terry's wit and wisdom from over the years:

"What you know makes you money. What you don’t know costs you a fortune."

"If you want to fly with eagles, don't hang around with turkeys."

"Nature gave man two ends–one to sit on and one to think with."

"Professionalism properly applied produces profitable results!”

help someone to see if the used car business is right for them. Not everyone who comes to the class will get their license, and even after decades of teaching it Terry says he isn’t able to tell which ones will go on to become successful and which ones won’t. He feels it is his responsibility to help them all. That is why he offers himself as a resource to every student, gives them his phone number to call if they need help and pledges to do his best to offer support.

“I think my mission is to recognize what’s inside of people and introduce them to steps and processes needed to help accomplish their goal,” Terry said. “It is so rewarding to go to a convention or get a call from someone that has been in one of the trainings and they come up and say thank you. Or they tell me they remember something I said in the class, and it has stuck with them.”

Over the past few years, Terry has moved from just an instructor in the PreLicense class to the Director of Education for FIADA and has developed new trainings, resources, and programs to help every dealer at every level. Now into his 80s, he is considering slowing down but is not interested in completely retiring. His love for helping dealers and connecting them with the FIADA is more than just a job. Terry wants to preach that message for as long as he can.

“FIADA is a family. I’m trying to build a knowledge-bank for members where information can be and is deposited into for dealers to withdrawal from whenever it is needed.”

Renewing Members

ABC Autos, Inc.

Tampa, FL

ABCOA/Deal Pack

Software

Jacksonville, FL

Absolute Surety A Single Source Ins.

Orlando, FL

ADESA Ocala

Ocala, FL

After Hours Auto Sales LLC

Jacksonville, FL

Agora Data

Arlington, TX

AJ'S Mobile Automotive

Service

Lakeland, FL

Alamo Auto Sales, Inc

Panama City, FL

ALH Automotive LLC

Tallahassee, FL

All Prestige Services LLC

Crystal River, FL

Alley's Auto Wholesale

Jacksonville, FL

American Auto Bankers Inc

Miami, FL

American Car Center

Memphis, TN

AP Motorsales LLC

Anthony, FL

Ashton Agency, Inc.

Winter Park, FL

Auto Brokers of Orlando

Orlando, FL

Auto Dealers Wholesale

Tallahassee, FL

Auto Mart of Ocala

Ocala, FL

Auto Mobility Sales dba

Mobility Works

Miami, FL

Auto Savvy LLC

Woods Cross, UT

Auto Select

Saint Augustine, FL

AUTO4YOU INC

Sarasota, FL

Autogator

Gainesville, FL

Automotive Financial of America, Inc.

Orlando, FL

Autos Unlimited, LLC dba

Just Trucks of Florida

Sarasota, FL

Bargain Auto Sales of Lakeland, Inc.

Lakeland, FL

BCG INTERNATIONAL CORP

Miami, FL

Big Truck Rental LLC

Tampa, FL

BJ Motorsports

Kissimmee, FL

BNM Enterprises, LLC

St. Augustine, FL

Boca Leasing Center Inc.

West Palm Beach, FL

Caicos Trading & Equipment

Miami Shores, FL

Cardi Auto Sales LLC

Fort Meade, FL

Carpay

Santa Monica, CA

Carrio Motor Cars

Lauderdale Lakes, FL

Cars & Credit of Jacksonville, FL

Carvalue LLC

Seminole, FL

Carvana, LLC

Tempe, AZ

Casey's Auto Wholesale

Sarasota, FL

CGH Leasing

Vero Beach, FL

Charles A Krblich, PA, CPAs

Fort Lauderdale, FL

Checkered Flag Auto Sales

Lakeland, FL

Citywide Auto Group

Pompano Beach, FL

Classic Cars of Palm Beach

Jupiter, FL

Connect One Financial, LLC

Miami, FL

Consumer Auto Credit Inc.

Tampa, FL

Corona Auto Sales LLC

Auburndale, FL

DealerRE

Gloucester, VA

Dealers Auction

X-change

Zephyrhills, FL

Delray Auto Mall

Delray Beach, FL

Denius Law P.A.

Orlando, FL

Dick Moye Auto Sales Inc

Pensacola, FL

Dimension Motors Inc.

Lauderhill, FL

Dinsmore & Shohl LLP

Tampa, FL

Direct Auto Exchange, LLC

Tallahassee, FL

Eagles Pride RV Sales

Titusville, FL

Edison Bridge Auto Sales

Ft. Myers, FL

Enterprise Rent A Car

Coconut Creek, FL

Equity Auto Finance

Ft. Lauderdale, FL

ETS Autos

Sanford, FL

Evans Auto Sales

South Daytona, FL

FCG Auto Brokers LLC

Fort Myers, FL

Fett Motors, Inc.

Pinellas Park, FL

FLD, Inc.

Boynton Beach, FL

FlexPlus, LLC

Longwood, FL

Thank you to the following members who renewed their membership this year. (List includes renewals from April - Dec. 2022 )

J-Linn Motors

Clearwater, FL

Kar Linkz Auto Group

Opa Locka, FL

Keen Auto Mall LLC

Pompano Beach, FL

Key Deer Motors

Miami, FL

Keywood Motors, LLC

Fort Myers, FL

Kinetic Advantage

Carmel, IN

Kraus Auto Group,Inc

Jacksonville, FL

Robert Muisenga

Jacsonville, FL

New Car Trade Ins, LLC

Lake Park, FL

New Generation Motors, LLC

Lakeland, FL

Next Generation Motors

Gainesville, FL

No. 1 Auto Sales, Inc.

Hollywood, FL

O'Donnell Automotive

Orlando, FL

Orlando Preowned

Orlando, FL

Steve's Auto Sales, LLC

Sarasota, FL

Streetside Classic Cars

Lutz, FL

Sun Financial Holding LLC

Hollywood, FL

Tallahassee Auto Auction

Tallahassee, FL

Tampa Hybrids Inc.

Tampa, FL

Tampa Machinery Auction

Tampa, FL

Thaney & Associates, P.A.

Orlando, FL

Florida Auto Exchange Co.

Dunedin, FL

Florida Cars USA

Miami, FL

Florida Fast Auto Title

Service Inc

Tampa, FL

Four A's Auto Group, Inc

Orange Park, FL

Gas Buggies

Lehigh Acres, FL

Gator City Motors LLC

Gainesville, FL

Global Wholesale Direct LLC

Saint Petersburg, FL

Global Wholesale Motor Company

Fort Myers, FL

Golden Oldies Auto Sales, Inc.

Hudson, FL

Good Rides, Inc.

Port St Lucie, FL

Gooding & Company, Inc.

Santa Monica, CA

GWC Warranty Corporation

Wilkes Barre, PA

H Greg.com

Delray, FL

Haims Motors Inc

Hollywood, FL

HGreg.com Auto

West Palm Beach

West Palm Beach, FL

Hope Scholarship

Program/Step Up For Students

Clearwater, FL

Innovative Auto

HR LLC

Sarasota, FL

Insurance Auto Auctions

Clearwater, FL

Investment Automotive Group

Deerfeild Beach, FL

dIturan USA, Inc.

Fort Lauderdale, FL

J J Kane Auctioneers

Birmingham, AL

Lee Auto Group

Fort Myers, FL

Lee Co Funding, Inc.

Fort Myers, FL

Leedom Group/Textmaxx Pro

Sarasota, FL

Luxury Motors Florida

Fort Lauderdale, FL

Mainland Auto Sales Inc

Holly Hill, FL

Major Machinery & Equipment LLC

Jacksonville, FL

Marciano Auto Group Inc

Delray Beach, FL

Mathew S Keefer

Bradenton, FL

Mcphails Auto Sales

Sebring, FL

Miami Auto Broker

Ft Lauderdale, FL

MicroBilt

Kennesaw, GA

MidAtlantic Finance Company

Clearwater, FL

Millennium Luxury Coaches

Sanford, FL

Miracle Motors LLC

Allentown, PA

Mission Auto Sales

Miami, FL

MITS at CMI, LLC

Largo, FL

Mobile Title Clerk, LLC

Jacksonville, FL

Mobility Works

Richfield, OH

Motorcar Gallery, Inc.

Fort Lauderdale, FL

Motorcars of Distinction

Riviera Beach, FL

Motorcars of Palm Beach

Delray Beach, FL

MTC Orlando, LLC

Orlando, FL

Terry Myers

The Villages, FL

Palm Beach Auto

Wholesale

Lake Park, FL

PFS Financial Services of Florida

Tampa, FL

PrimaLend

Dallas, TX

Prime Autos

West Palm Beach, FL

Priority One Financial Services

St. Petersburg, FL

Protec Autos LLC

Jacksonville, FL

Quick Shift Capital

Boca Raton, FL

R & L Auto Wholesale

Lakeland, FL

Ray's Motor Sales, Inc.

Lake Wales, FL

RDK Assets LLC

Tampa, FL

Richard Bell Auto Sales

Deland, FL

Roney Auto Sales

Plant City, FL

Ryder Used Vehicle Sales

Tampa, FL

Safe Financial Group LLC

Doral, FL

Sanmi Auto Express

Tampa, FL

Segovia Auto Sales Inc.

Ocala, FL

Sheriffs Ranches Ent Inc.

Live Oak, FL

SiriusXM

New York, NY

Southside Autos, Inc.

Orlando, FL

Speedway Auto Sales

Lake Wales, FL

Splish Splash Auto Sales, Inc.

Princeton, FL

Sport Classic Motorcars, LLC

Ormond Beach, FL

Stepanek's A/S & Service, Inc.

Vero Beach, FL

The Auto Source, Inc.

Apopka, FL

The Connection Motors, Inc.

Hialeah, FL

Tomlinson Motor Company

Gainesville, FL

Toy Store

Largo, FL

TRRA Motors LLC

Tallahassee, FL

Turnpike Motors

Pompano Beach, FL

Unique Cars Of Palm Beach

Boca Raon, FL

United Auto USA Corp

Doral, FL

US Auto Credit

Jacksonville, FL

Uzdcarz Inc

Pompano Beach, FL

Valerio's Auto Sales Inc

Tallahassee, FL

VinCue

Kansas City, MO

Vroom

New York, NY

Williams & Stazzone Insurance Agency, Inc.

Melbourne, FL

Withum Smith + Brown

CPAs

Winter Springs, FL

World Imports USA, Inc.

Jacksonville, FL

Yoder & Frey Auctioneers

Kissimmee, FL

Yolo Automotive Group, Inc.

Marianna, FL

Your Auction

St Petersburg, FL

Zellner Insurance Agency

Jacksonville, FL

Zen Motorsports

Tampa, FL

Three Essentials for AUTO DEALERS

When it comes down to it, there are three things that every used car dealer needs to be doing in their dealership.

I was on YouTube this week and ran across an interview I did about “Resources for Growth” for auto dealers. A lot of the information I shared in the interview comes from my 25 years in the auto industry. Over that time, I’ve worked as GM in the dealership, as a vendor to the dealership, as a consultant for the dealership and now as FIADA’s Director of Operations, I’m a resource of the dealership. What my experience has taught me is that there are three things that dealerships need to be healthy and function well: a quality source for continuing education, a

By Jennifer Finlay

compliance-friendly way to do business, and a thoughtful collection of policies that guide the day-to-day. Let me explain these in more detail.

Continue to Learn

I gave that YouTube interview long before I started working at FIADA, but even then I was clear on how important the association is for dealers to keep ahead of their business through continuing education. The used car industry is always changing and evolving, if you aren’t growing with it you will get left behind. There are plenty of places you can go to learn, but by far the most comprehensive and economical place is FIADA.

Dealer Training School/Continuing Education: You

probably remember this course from when you got your license. I actually advise new dealers to take the same course again at the end of the first year because it will just reinforce everything you are doing. The law in Florida is that dealers must get at least 8 hours of continuing education every two years. Even if that wasn’t the law, it is good business sense to continually teach yourself about your business.

Lunch & Learns and Workshops: FIADA knows you are busy and your time is valuable. Lunch & Learns are designed to be short and to the point lunch-hour lessons that you can take back to work with you and see immediate returns. The morning/afternoon workshop series called Green Pea University is another quick and easy training that should be on your radar. With our partner Peak Performance Team, these four-hour seminars will cover a variety of topics and will be held throughout the state. Check out page 2 for the opportunities coming in February.

Annual Convention: This issue of the magazine is dedicated to recapping the Annual Convention that was just held in Orlando, so you can see this event is three days of education, networking and events that are specifically designed for independent dealerships at every stage of their journey. We are already making plans for the 2023 Convention to be held the last week of October at the Hilton Orlando Bonnet Creek.

We are constantly developing the educational calendar and offering educational instruction through this magazine to keep our dealer members at the top of their game. We send out regular emails and social media posts to keep you informed of breaking news. FIADA is really the primary way you can be involved with the industry, learn from other dealers and be surrounded with people who are as passionate about the business as you are-and its fun!

Be Consistently Compliant

The auto industry is highly-regulated. Every aspect of selling a car including purchasing it as inventory,

advertising it for sale, going through a mechanical inspection, selling it to a customer, financing the sale to the customer, offering a warranty after the sale-all of it, is scrutinized, reviewed and studied by a government agency.

Whether it’s the Attorney General, the FTC, the Office of Financial Regulation, the Florida Department of Revenue, the CFPD or some other three or four letter group, there is a regulating body that watches everything you do and has the power to put you out of business. If that doesn’t scare you, it should!

There is no way a dealer can keep up with all the rules and requirements, because a) there are so many and b) something always seems to be changing. You would literally have to hire someone and make it their only job to watch the rules, keep up with the changes and make sure you are following them to the letter. Since a lean staff is an efficient staff, I think a much better way to ensure your compliance is to choose a good Dealer Management Software (DMS) program. A good DMS program will run you from a couple hundred, to several hundred, dollars a month but the money they save in potential penalties and fines is priceless. The software programs get updated regularly and ensure that whenever you log-in to your user portal you are running the most up-to-date, regulatory compliant version available. If there is a line that legally has been required to change on one of your forms, the DMS will update it in real-time and you’re not going to have to worry about it anymore. There’s no dealer too small or too large that doesn’t need a DMS for accounting, sales tax and compliance reasons at the very

Write it All Down

Arguably, the most important thing you can do for your dealership is to develop documented, auditable processes for everything you do. Everything. I know it is tempting not to do this because running you dealership probably feels as natural as breathing, but trust me, an actual, written, published policy and procedures binder is important.

least.

The auto industry is highly-regulated. Every aspect of selling a car including purchasing it as inventory, advertising it for sale, going through a mechanical inspection, selling it to a customer, financing the sale to the customer, offering a warranty after the saleall of it, is scrutinized, reviewed and studied by a government agency.

Start with all of your basic processes. What happens when you give a test drive? What are the steps you take to get inventory front-line ready? What is included in your detail process? How do you do deals at your dealership? Keep a notepad next to you for a few weeks and literally take notes on everything you do. You can shape these notes into your dealership’s internal processes bible that will keep you compliant and consistent. Need some examples?

I worked at a dealership that didn’t really have a policy on test drives. People came in, we let them test drive the car, that’s it. One day, one of the customers ran into another car during the test drive and as we began filing out the accident information we discovered their driver’s license wasn’t valid. Immediately we put a policy in place that we had to check the driver’s license before allowing a test drive. Another example? What’s your policy on keys? If the transporter gives you two sets of keys a good policy may be to separate them, and then staple one set to the inside of the deal jacket.

When I was a consultant I was hired by a dealership to help them “get things organized.” I noticed in the office there was an empty chair at a desk that looked like it had been used in the past. I asked the owner who sits there? He said, “oh, that’s Gordon’s spot.” I said, “ok, what does Gordon

do?” He said, “Gordon does our online advertising, but he’s been out for three weeks.” I was shocked. Does that mean no one has been doing anything with online ads for a nearly a month? Unfortunately, yes it did. No one else knew how to do what Gordon did. I immediately began to sit down with every employee at the dealership and talk to them about their duties and daily responsibilities. I turned all of my notes and consequent suggestions into a procedures manual for each position at the dealership. I gave each employee a binder for their desk, and then put a second copy into a master collection of all the procedures that I gave to the owner. Now, if Gordon is out for three weeks someone else can pick up the pieces and the show can go on. See how important written policies are?

I know it might be overwhelming to create a set of internal operations policies for your dealership. Just pick a place and start. Even though you are writing them down, they don’t have to be set in stone. It’s okay to experiment and try new things. Before you can change things though, you need to know how it all works, and that’s what written policies offers.

JENNIFER FINLAY is the FIADA Director of Operations. She can be reached at (407) 987-2411 or by email at jennifer@fiada.com.

Federal Safeguards Rules Are Changing

Are you ready?

Starting June 9, 2023, ALL dealers and their employees who work with customer personal information will be required to complete this specialized training.

To be compliant, your dealership will need to identify a Qualified Individual, as well as provide training for all employees who have access to your customers' personal information. FIADA has an easy, quick, and affordable online courses that fulfill the FTC’s training requirements for the Safeguards and Privacy Rules of the Gramm-Leach-Bliley Act.

Training Options:

Scan the code to register for a course, or go to FIADA.com/safeguardstraining

Course for the Qualified Individual

The course for the Qualified Individual was designed with your time and budget in mind. At a cost of $75 and less than an hour to complete, it is flexible enough to fit anyone's schedule.

The course for the Qualified Individual covers the requirements for the Safeguards Rule’s “Qualified Individual” and Privacy Rule of the Gramm-LeachBliley Act. The course covers information that only the qualified individual is required to know, such as what to do in a data breach. Plus, this course provides all the model policies as the Qualified Individual is responsible for making sure the dealership has policies related to safeguarding information.

Course for All Other Employees

The course for all other dealership employees is also flexible and affordable taking only around 30 minutes to complete and costing just $49 per user. (Volume pricing discounts are available)

The course for all other employees covers the requirements for the Safeguards Rule and Privacy Rule of the Gramm-Leach-Bliley Act. Information covered includes, but is not limited to, data retention and disposal, privacy notice requirements, and use of nonpublic personal information.

A Certificate of Completion for each ‘Employee’ who successfully complete their training will be available to be printed.