Sept 2011 Issue Independent Dealer Magazine

SINCE 1940

September 2011

www.FIADA.com

A Publication of the Florida Independent Automobile Dealers Association

Information and Insight for Florida Used Car Dealers

From becoming a rainmaker to brushing up on buy-here, pay-here there is something for everyone at the FIADA Annual Convention. Page 21.

PERMIT NO. 38 FULTON, MO

PA I D PRST STD U.S. POSTAGE

www.fiada.com

September 2011 — Independent Dealer — 1

Put your dealership logo on your temporary tag!

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Launching September 6, ADDTag print-on-demand temporary tags will sport a new look. Your dealership logo will now have a prominent place on the ADDTag stock, instead of advertising your temporary tag provider! To take advantage of this no additional fee service, you simply upload your logo to ADDTag one time and then each time you print an ADDTag temporary tag your logo will appear in the top left corner. As always with ADDTag, any laser printer will do.

ADDTag offers its dealers the benefits of: • Best pricing • Live customer support • Innovative cost saving products • Web-access to multiple state motor vehicle databases Come and join the thousands of Florida dealers who already benefit from ADDTag’s many time and cost saving services. To sign up contact customer service at 866-923-3123 or email us at info@add123.com

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MAILING ADDRESS 1840 Fiddler Court Tallahassee, FL 32308 TELEPHONE (850) 385-2712 (800) 237-0448 FAX (850) 385-3251 WEBSITE www.FIADA.com

Contents September 2011

For members of the Florida Independent Automobile Dealers Association

EXECUTIVE COMMITTEE Brandi Noegel President Jim Kagiliery Chairman of the Board

C O LU M N S & F E AT U R E S

Dino Mercurio Secretary

4

John Cousins Treasurer Jim Kagiliery Regional Vice President Frank Fuzy Regional Vice President George Hickey Regional Vice President Steve Marbais, CMD Regional Vice President

Brandi Noegel

6

POSTMASTER:

Send address changes to: FIADA • 1840 Fiddler Court Tallahassee, FL 32308 (850) 385-2712 • Toll Free: (800) 237-0448 Fax: (850) 385-3251 • www.FIADA.com The Independent Dealer is a publication of: Florida Independent Automobile Dealers Association, 1840 Fiddler Court, Tallahassee, FL 32308.

The magazine is published every month in Tallahassee and distributed to Florida new, used, wholesale and lease/retail car dealers.

Advertising rates are available upon request.

The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of Independent Dealer or the Association.

Likewise, the appearance of advertisers, or their identification as members of FIADA, does not constitute an endorsement of the products or services featured.

www.fiada.com

DHSMV News & Notes Quarterly update from the Department of Safety and Motor Vehicles

8

Membership News A monthly list of new, rejoining and renewing members.

10

When is As-Is not really As-is?

FIADA General Counsel Rob Sickles reviews recent court cases that could affect how your dealership discloses warranty information.

Chris Leedom Regional Vice President FIADA STAFF Lisette Mariner Executive Director Terry Myers Educational Instructor Sarah Langley Administrative Director Alex Romans Education Director Christy Taylor Editorial/Advertising

President’s Message

13

Top Reasons Why You Should Belong to FIADA A growing list of benefits and reasons why you should join FIADA.

16

Legislative Update The Honorable John Grant and Jennifer Lux, FIADA Legislative Advocates

21

FIADA Annual Convention It’s your last chance to register, for the 2011 FIADA Annual Convention and Trade Show. Find a schedule of events, things to do and more.

28

What Makes a Rainmaker?

Convention speaker Ed Robinson gives ideas on how to make it RAIN around you and your business.

32

Compound Marketing Convention speaker Steve Gordon shares why this approach is the only marketing strategy you will ever need.

38

Industry News

UPCOMING EVENTS October 13-15, 2011 FIADA Annual Convention & Trade Show Gaylord Palms Resort Orlando, FL

Scan this code with your smart phone or mobile device to register now for the FIADA Annual Convention.

September 2011 — Independent Dealer — 3

FROM THE PRESIDENT

The Convention Countdown is On

BY BRAN DI NOEGEL

O

nce again our FIADA Convention is just around the corner. The schedule is full of Educational Seminars. The Convention Committee is trying to make it a lot of fun, too. We are all here to exchange information, get updates on the changing laws and stay current with industry standards.

On a different note, we just received notice from Mike Linn, NIADA’s chief executive officer, that CARFAX has changed all of their ads. They have removed words such as: “free” and “reputable.” (See page 38 for more information). The price calculator is the next thing on the list, and as always we will keep you updated on the progress.

For the “Fun Night” dress like your year book picture or if you didn’t like your high school style, dress up in an outfit from the 50’s, 60’s or 70’s. What ever you do just make it fun. Remember, we are all just dealers trying to help one another and have a good time doing it.

As the countdown to convention gets closer and closer, don’t wait to register. Go ahead and do it today. Use the registration form on page 26 or go to www.FIADA. com and do it online. We want to make sure you enjoy our convention, so if there is anything the staff can do to make your experience better, please do not hesitate to let them know. Call them at (800) 237-0448 with questions, or requests Remember the dates, October 13-15, 2011 at the Gaylord Palms Resort in Orlando.

Each year we gather the best vendors to learn about new and different products that might help you and your company make a difference in your business. Who knows what you might find to help in this economy.

Life as we know it has changed beyond our dreams. It is getting harder and harder to find good cars.

Sincerely, Carol (Brandi) Noegel FIADA President

CONVENTION COUNTDOWN: Registration options ........................Page 22 Golf Tournament ............................Page 22 Hotel Info .....................................Page 23 What to Do in Orlando......................Page 23 Schedule of Events .........................Page 24 Sponsors & Exhibitors......................Page 25 Registration Form...........................Page 26

— Independent Independent Dealer Dealer — — September September2011 2011 44 —

www.fiada.com www.fiada.com

Are you set to comply with the new state law governing metal plate transfers?

Beginning July 1, 2010 ALL automobile dealers will be required to notify the Department of HSMV via an electronic system when transferring a metal plate for a customer.

TitleTec has been certified to offer this system to dealers. The Temporary Plate Transfer must be completed before the customer leaves your lot.

If you are currently using TitleTec’s Metal Tag EFS System you are exempt from the metal plate transfer statute change.

TitleTec’s t21 core software products include: t21 EFS System

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t21 Fee Calculator Allows dealers to calculate accurate Title and Registration fees for their customers

t21 Temp Tags Gives dealers the ability to process Temporary Tags as well as Temporary Metal Plate Transfers

Call us toll free at 866-689-0578, or visit us online at www.titletec.com September 2011 — Independent Dealer — 5

DHSMV NEWS & NOTES A quarterly update from the Department of Highway Safety and Motor Vehicles, Division of Motorist Services, Bureau of Motor Vehicles Field Operations.

Making Changes That Matter to You

The Florida Department of Highway Safety and Motor Vehicles is working hard every day to make changes that matter to you.

A recent change is an organizational one. The Division of Motor Vehicles and the Division of Driver Licenses merged to become the Division of Motorist Services. Unifying the divisions creates efficiencies and improves the services we provide to our customers. The field offices that serve you daily are assigned to a bureau within the Division of Motorist Services, the Bureau of Motor Vehicles Field Operations.

The Department is sending Dealer Advisories by e-mail to alert dealers of any new information or changes that affect your license and business. An example of changes we will make you aware of through the advisories is the law change that goes into effect January 1, 2012, which eliminates the requirement for new dealers to have their civil rights restored as a condition of receiving a dealer license.

This is the second year the Department has sent out e-mails to remind licensed dealers of the upcoming renewal period. The effective and cost efficient process of notification allows dealers to renew quickly and no longer wait for renewal applications in the mail. Renewal forms, as well as other forms, are available on our website and may be filled out online for your convenience.

The Department is working to make licensing processes quicker and easier. Recently, we improved the process of making changes or modifications to your license. To modify your current license with new or updated information, you can now complete a simple, one-page application rather than the multi-page application that we previously required.

6 — Independent Dealer — September 2011

Extended Hours at DHSMV Regional Offices The Department has extended hours to better serve you. The new office hours are Monday through Friday from 8 a.m. to 5 p.m. Our regional offices are your resource for licensing needs and assistance. The Department has 12 offices in eight regions to assist you. Call or e-mail your local office with questions or concerns.

Region 1/9, dmvregion1@flhsmv.gov Margate: (954) 969-4216 Region 2, dmvregion2@flhsmv.gov Ocala: (352) 732-1267 Region 3, dmvregion3@flhsmv.gov Jacksonville: (904) 924-1524

Region 4/5, dmvregion4@flhsmv.gov Deland: (386) 736-5108 Region 4/5, dmvregion5@flhsmv.gov Orlando: (407) 445-7400 Region 6, dmvregions6@flhsmv.gov Tampa: (813) 612-7110 Region 7, dmvregion7@flhsmv.gov Tallahassee: (850) 617-2999 Panama City: (850) 872-4158 Pensacola: (850) 475-5415 Region 8, dmvregion8@flhsmv.gov Palmetto: (941) 723-4551

Region 1/9, dmvregion9@flhsmv.gov West Palm Beach: (561)-640-6820

Region 10, dmvregion10@flhsmv.gov Miami: (305) 265-3003 www.fiada.com

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September 2011 — Independent Dealer — 7

MEMBERSHIP NEWS

New Members A-Ford-Able Automotive St. Augustine, FL Jim Greene Sponsor: Kevin Scott Anything Else, Inc Crestview, FL Brenda Will Sponsor: Kevin Scott Auto Mart #1, LLC Pensacola, FL Wayne Fisher Sponsor: Kevin Scott BAF Acquisitions LLC Tampa, FL Brian Filsinger Sponsor: Terry Myers Classic Cars and Customs of Saint Augustine Saint Augustine, FL Ronald Rivette Sponsor: Kevin Scott Elite Jeeps Destin, FL Alisha White Sponsor: Office EliteTrak GPS Woodstock, GA Chris Ellison Sponsor: Office Hall-Mark Fire Apparatus Ocala, FL Marv Leyda Sponsor: Kevin Scott John Mercedes Tampa, FL John Mercedes Sponsor: Terry Myers

AUGUST 2011

Joseph Sales & Services, LLC dba King of Discounts Auto Sales Tallahasee, FL Jofree Joseph Sponsor: Office Online 1 Marketing Fort Lauderdale, FL Kenneth Hester Sponsor: Terry Myers Paul McMullen Shalimar, FL Paul McMullen Sponsor: Terry Myers Premier Auto Sales & Leasing LLC Longwood, FL Chris Piekarski Sponsor: Terry Myers Premium Autos of Lakeland LLC Lakeland, FL Jesse Lester Sponsor: Terry Myers Rick’s Auto Marketing Center South Carthage, NC Richard Yow Sponsor: Terry Myers Sensible Auto Lending Old Saybrook, CT Justin Sock Sponsor: Office Shaver Automotive, LLC Tampa, FL John Shaver Sponsor: Office

8 — Independent Dealer — September 2011

Solari Autos Corp.

Miami, FL Essar Garcia Sponsor: Terry Myers

Waste Equipment & Parts Tampa, FL David Lance Sponsor: Terry Myers

Triumph Consulting Services, LLC Winter Springs, FL Debbie McGee Sponsor: Office

We Deal Trucks LLC Jacksonville, FL Bill Dukes Sponsor: Kevin Scott

Rejoining Members AUGUST 2011 Dorman’s Auto Sales, Inc. Lake Wales, FL John Harness Sponsor: DTS/Terry

Owen Motors, Inc. Sarasota, FL Don Owen, Sr. Sponsor: Office

Francis Motor Sports, Inc. Fort Myers, FL Robert Francis Sponsor: Office

V12 Auto Sales Inc Orlando, FL Veronica Gonzalez Sponsor: Office

Jeffs Auto Sales and Service, LLC Port Charlotte, FL Nancy Roughton Sponsor: Office

HELP WANTED:

FIADA Membership Coordinator Qualified candidates should have: • Strong organizational, communication and practical business skills.

• Ability to manage multiple projects and diverse administrative requirements • Good interpersonal skills • Computer literate • Proven sales record.

Submit resume and cover letter to Lisette Mariner, lisette@fiada.com. For more details on this position, visit www.fiada.com.

www.fiada.com

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September 2011 — Independent Dealer — 9

LEGAL CORNER

When is As-Is Not Really As-Is?

BY ROB SICKLES, FIADA GENERAL COUNSEL

E

very now and then it seems that the attorneys that represent consumers in actions against dealers dust off an old cause of action and attempt to bring it back under a slightly different theory. For many years, it has been well established under Florida law that, absent a few narrow exceptions, retailers could freely disclaim implied warranties so long as they complied with the statute which discussed how to do so. As a result, most auto dealers were not being sued for breaches of express or implied warranties or under the MagnusonMoss Warranty Act. That changed within the last six months, as there has been an increase in actions being filed against car dealers asserting breaches of express or implied warranties and relating to the sale of a used vehicle. The purpose of this article is to explain how these claims are being brought and what dealers can do to try to reduce their exposure to these claims.

First, under Florida law, there are two implied warranties that exist in all contracts for the sale of goods unless they are properly disclaimed.

These are the implied warranty of fitness for a particular purpose and an implied warranty of merchantability.

The implied warranty of fitness for a particular purpose means that where the seller has reason to know of a particular purpose for which the goods are required at the time of the contract and that the buyer is relying on the seller’s skill or judgment to

10 — Independent Dealer — September 2011

select or furnish suitable goods, there is an implied warranty that the goods are fit for that purpose, unless it is excluded. The implied warranty of merchantability requires that goods be “merchantable,” and is more complex; however, for the auto industry, this warranty has generally been limited to requiring that vehicles be able to pass without objection in the trade and be of fair average quality within the description and fit for the ordinary purposes for which such goods are used.

Florida Statute Section 672.316 provides the method and manner by which warranties can be excluded or modified. The statute states that to exclude or modify the implied warranty of merchantability or any part of it, the language must mention merchantability and, in the case of a writing, be conspicuous; and to exclude or modify any implied warranty of fitness for a particular purpose, the exclusion must be in writing and conspicuous.

The statutory provision then notes that unless the circumstances indicate otherwise, all implied warranties are excluded by expressions like “as-is” or “with all faults” or other language which in common understanding calls the buyer’s attention to the exclusion of warranties and makes clear that there is no implied warranty.

The federal Magnuson-Moss Warranty Act and the increase in warranties and service contract sales have indirectly led to the increase in implied warranty litigation. The federal Magnuson-

Moss Warranty Act requires that certain things be included within warranties and prohibits the disclaimer of implied warranties under certain circumstances. 15 U.S.C. § 2308 states no supplier may disclaim any implied warranty to a consumer with respect to such consumer product if (1) such supplier makes any written warranty to the consumer with respect to such consumer product, or (2) at the time of sale, or after, such supplier enters into a service contract with the consumer which applies to such consumer product. The Act does allow a supplier to limit the duration of the implied warranties to the same term as a written warranty, provided that the limitation is conspicuous and prominently displayed. The federal statute then states that any disclaimer, modification, or limitation made in violation of this section shall be ineffective for purposes of this Chapter and state law.

Looking at the definitions of the terms contained within the statute shows why this provision applies to auto dealers. The term “supplier” is defined as any person engaged in the business of making a consumer product directly or indirectly available to consumers.

A “consumer product” is any tangible personal property that is distributed in commerce and is normally used for personal, family or household purposes.

The term “written warranty” means any written affirmation of fact or written promise made in connection with ...continued on page 12. www.fiada.com

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September 2011 — Independent Dealer — 11

AS-IS continued from page 10.

the sale of a consumer product by a supplier to a buyer that relates to the nature of the material or workmanship and affirms or promises that such material or workmanship is defectfree or will meet a specified level of performance over a specified period of time. The term “written warranty” is alternatively defined as any undertaking in writing in connection with the sale by a supplier of a consumer product to refund, repair, replace or take other remedial action with respect to such product in the event that such product fails to meet the specifications set forth in the undertaking, which written affirmation, promise or undertaking becomes part of the basis of the bargain between a supplier and a buyer for purposes other than resale of such product. Lastly, a “service contract” is defined as a contract in writing to perform, over a fixed period of time or for a specified duration, services relating to the maintenance or repair (or both) of a consumer product.

issues can arise in the context of online advertising where the motor vehicle history reports are provided as part of the advertising. Plaintiffs’ attorneys are claiming that the furnishing of motor vehicle history reports to consumers as part of a dealer’s advertising constitute express warranties by the seller because the seller makes affirmations of fact which relate to the goods and becomes part of the basis of the bargain. In many instances, plaintiffs’ attorneys are arguing that the use of a motor vehicle history report is more than negotiation or puffing by the dealer. Language contained in a buyer’s order or retail installment sales contract which subsequently modifies such an express warranty may ultimately provide the dealer with a defense; however, judges are sometimes reluctant to eliminate these claims at an early stage in the proceeding and may permit some type of discovery which increases the dealership’s cost of defending these types of claims.

To sum all of this up, a car dealer (supplier) that sells a vehicle (consumer product) to a customer (consumer) and also sells a service contract, cannot disclaim implied warranties of merchantability or fitness for a particular purpose. This is true even where the dealer has no responsibility under the service contract, but merely sells it.

Lastly, a recent Florida decision Duval Motors Company v. Rogers found that an arbitration clause contained in a dealer’s buyer’s order was not enforceable against the customer because the retail installment sales contract executed by the customer indicated that it was the entire agreement between the parties relating to the acquisition of the vehicle.

The court concluded that the terms contained in the buyer’s order were superseded by the terms of the retail installment sales contract which was signed by both the dealer and the buyer. The court ruled this way because the retail installment sales contract contained an integration clause that said that the retail installment sales contract was the sole agreement between the parties. As a result, the court refused to enforce the arbitration clause in the buyer’s order.

Similarly, certified pre-owned programs that come with limited warranties have been found to prevent dealers from disclaiming implied warranties and thereby preclude as-is sales under Florida law.

These situations, as unfortunate as they may be, are easy to deal with because the statute clearly delineates the ability of a dealer to disclaim such warranties. A dealer can make the decision of whether to sell a service contract on a case by case basis and thereby determine which vehicles have implied warranties. More complicated 12 — Independent Dealer — September 2011

The impact of this case is not likely to be limited to arbitration provisions in the buyer’s order or bill of sale.

It would seemingly apply equally across the board to all terms. Thus, a disclaimer of warranties or as-is provision contained in a buyer’s order may be unenforceable against a plaintiff where the retail installment sales contract indicates that it is the final expression of the parties’ agreement with respect to the acquisition of the vehicle.

A simple solution for dealers that are not engaged in spot delivery is to include language in the buyer’s order or bill of sale that indicates that it is the entire agreement with respect to the acquisition of the vehicle and to include similar language in the financing agreement indicating that it is the final agreement between the parties with respect to the financing of the vehicle. While using this language in a spot delivery situation where the spot delivery agreement is not included in the retail installment sales contract would cause problems, it should at least provide a basis to argue that the terms relating to the sale of the vehicle are contained in the buyer’s order/bill of sale and the terms relating to the financing of the vehicle are contained in the retail installment sales contract.

While as-is sales are expressly permitted under Florida’s version of the Uniform Commercial Code, the restrictions contained in the Magnuson Moss Warranty Act limit the circumstances by which dealers can disclaim implied warranties.

More importantly, the recent decision from Florida’s First District Court of Appeal may prevent dealers from using disclaimers of warranties contained in their buyer’s orders or bills of sale where the retail installment sales contract is a fully integrated document.

As a result, your as-is sale may not always end up as an as-is sale.

Rob Sickles is FIADA’s outside general counsel. He is available to members for legal and technical assistance questions by calling (800) 237-0448. www.fiada.com

Top Reasons Why You Should Belong to FIADA Auction Buy/Sell Fee Discounts • FIADA’s relationship with auctions provides you with over $1,175 in discounts on auction buy / sell fees. That’s $1,175 in immediate cash flow savings.

• In addition, you will receive over $6,000 in discounts on advertising, software, education, forms, shipping, office supplies and more.

Help Your Business Win

• As a member, you’re part of an association that’s 70 years old. So, even if you’re just starting out, you don’t have to look like it. You will have access to the FIADA logo for use on your print and electronic communications. You will also receive the FIADA Code of Ethics Certificate and a FIADA Member Decal to display in your store location.

• Pick up new ideas and network with other dealers and industry service providers at our annual convention and quarterly board meetings.

• Need to contact another dealer in another part of the state or across the country? With FIADA’s online member directory you can contact dealers across the state for assistance.

Have a customer that moved across the country? Through our affiliation with NIADA, FIADA is a part of a nationwide network of independent dealers that can assist you with finding your customers and your cars.

• FIADA Members receive the DMV required online continuing education course for free. Simply login with your Member ID and password to access the complimentary course.

• By donating to the Political Action Committee you can directly support candidates and elected officials in state offices who have a positive relationship with the automobile industry.

Industry Compliance Made Simple

• Keep abreast of the latest rules and regulations affecting Florida’s Independent Dealer. FIADA

publishes Independent Dealer magazine to keep you up-to-date. Also as late breaking changes occur, FIADA will keep you updated via email blasts.

• Stay compliant with new federal regulations. FIADA provides the tools and resources necessary for dealers to comply with the Red Flags Rule and Safeguards Rule.

• FIADA members also have access to information regarding other compliance issues such as sales tax, titles and registrations.

• Have questions about the automobile industry? As an FIADA member, help is always just a phone call away. FIADA members have unlimited access to our in-house expertise to give assistance to common problems that can be cumbersome and technical.

Annual Dues: $300 www.FIADA.com/Join-FIADA.cfm (800) 237-0448

www.fiada.com

February2011 — Independent Independent Dealer Dealer — September 2011 — — 13 September

Independent Dealer Magazine

14 — Independent Dealer — September 2011

www.fiada.com

“DEALER” SPOKEN HERE We speak your language. Our dedicated, experienced staff provides the service you need—before, during and after the sale.

Contact the Dealer Sales and Services team at your local ADESA auction or visit ADESA.com/sell.

© 2011 ADESA, INC.

Contact your nearest ADESA location:

www.fiada.com

ADESA Jacksonville 904-764-1004 Sale day: Thursday

ADESA Ocala 352-351-5100 Sale day: Friday

ADESA Sarasota 941-756-8478 Sale day: Friday

ADESA Tampa 813-620-3600 Sale day: Monday

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

Back to Work

BY HONORABL E JOHN GRANT a nd JENNI F ER LUX, FIADA L EGI SL ATI VE A D V OC ATES

A

fter a quick summer break, it is back to work time for the Florida Legislature. With an early 2012 session, committee meetings normally held in the spring are being pushed back to the fall.

years ago, now often the cost of a new tag exceeds the down payment on a car. The fee increases have been extremely burdensome not only to our dealers, but on the motoring public in general and they must be rolled back.

Since legislators are prohibited from accepting campaign contributions during session or committee weeks, they have been using the usually politically silent summer months for campaigning. Your FIADA PAC has been active in attending and hosting several campaign events for candidates whose candidacy we support.

Coming to convention and sharing your personal stories with Sen. Latvala, will be an excellent opportunity to help educate our legislators on important topics that directly affect your business. We believe there is strong legislative support for fee rollbacks, but the legislature is faced with another very difficult year in balancing the budget amidst revenue shortfalls that have been the result of what seems to be a stalling economic recovery. Unemployment continues at record high levels and consumer spending remains flat.

Also when unemployment is high it causes a spike the demand for social services, such as Medicaid. Medicaid will be the biggest stumbling block to a balanced budget this year as it now makes up more than a third of the state budget and is growing day by day. Efforts to reform Medicaid have been temporarily blocked by litigation and failure of the federal government to issue waivers.

Participation in campaign activities gives us not only a chance to help legislators who support our industry, but also a time to meet with them one on one and tell them about our goals and issues for the upcoming session. It seems like we are always walking the halls and knocking on the doors of our legislators, so it is especially nice when they come to us. We are fortunate that Senator Jack Latvala will be participating in this year’s FIADA Annual Convention and Trade Show. On Friday, October 14 he will address the entire group of attendees with an update from Tallahassee, and you will also have opportunities during the day to introduce yourself personally to Senator Latvala.

During the past session, as Chairman of the Senate Transportation Committee, Senator Latvala helped fend off what we considered unfriendly legislation and is a great ally to FIADA. He understands our industry and the challenges you face. Once again, in the upcoming session we will be looking to his leadership as he continues to chair the Senate Transportation Committee.

The Senator needs to hear your stories first hand as this will go along way as we work toward one of our goals this year of fee rollbacks. With the drastic increase in fees three 16 — Independent Dealer — September 2011

We anticipate that some of the bills we successfully defeated last year will be refilled this year, and there is always a chance that new ones will be introduced. Whatever happens, your FIADA legislative team will be there to see them modified or defeated so there is no negative affect to your dealership.

We encourage you to become involved in the process by contacting your local legislators and telling them how you feel about the need for fee rollbacks and why it hurts dealers and the motoring public. The time to let our voice be heard for the coming session is now, and a good place to start is by coming to the Convention in Orlando next month. www.fiada.com

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Experience Old Florida at the Gaylord Palms Resort & Convention Center in Orlando, the site of FIADA’s 2011 Annual Convention and Trade Show. This year’s convention will include top-level education sessions, an energetic exhibit hall and plenty of opportunities for family fun and entertainment. Make plans now to attend the industry’s top event.

Log on to www.FIADA.com/convention.cfm for more details.

Stay at the host hotel, the Gaylord Palms Resort and Convention Center in Orlando. Hotel amenities include: wired and wireless internet connection, fitness center, complimentary in-room beverages, daily newspaper and local shuttle service. Space is limited. Reserve your room by calling (407) 586-2000. Ask for the FIADA group rate.

CHOOSE YOUR REGISTRATION PACKAGE:

Dealer Express Registration $99

For all seminars and training events.

No meals.

HOTEL INFO:

Corporate Registration $249

Family Registration $349

and then $195 for each additional employee.

Includes dealer, spouse and kiddos.

The FIADA Golf Tournament is back! Hosted at the Celebration Golf Club, the FIADA Golf Tournament will be fun for all skill levels. The best ball scramble format with shotgun start will include prizes for the winning team, closest to the pin, longest drive and a chance to win a hole-in-one grand prize!

Gaylord Palms Resort Make your reservations by calling the hotel at (407) 586-2000.

TOURNAMENT REGISTRATION:

Transportation is provided to the golf course from the hotel.

Lunch begins at 12:00 noon.

Net Proceeds benefit the FIADA PAC Fund. Contributions to the FIADA PAC are voluntary and not tax deductible.

22 — Independent Dealer — September 2011

www.fiada.com www.fiada.com

The cut-off for the FIADA room rate has passed, but you can still make a reservation at the regular rate by calling (407) 586-2000.

As a guest at the Gaylord Palms Resort during the FIADA Annual Convention, you can enjoy the following services included with your room rate: Comfortable custom-made mattresses Executive desk with chair Ceiling fan Refrigerator replenished daily with Dasani® water* Gaylord iConnect® in-room guest portal for hotel services Wireless Internet access* Two telephones (one is cordless) with speakerphones Integrated doorbell system Bedside alarm clock equipped with CD player Modem data port In-room safe fitted with AC outlet to recharge laptops Remote control television with cable Personal coffee maker Full-size iron and ironing board Guest voice mail service In-room pay-per-view movies

Driving Directions: North Florida I-95 South (Jacksonville) I-95 South / I-4 West / Exit 65 Osceola Parkway East / Gaylord Palms on Right North Florida I-75 South (Tallahassee) I-75 South / Florida Turnpike South / I-4 West / Exit 65 Osceola Parkway East / Gaylord Palms on Right West Florida I-4 East (Tampa/St. Petersburg) I-4 East / Exit 65 Osceola Parkway East / Gaylord Palms on Right East Florida I-4 West (Daytona) I-4 West / Exit 65 Osceola Parkway East / Gaylord Palms on Right South Florida I-95 North (Ft. Lauderdale/Miami) I-95 North / Florida Turnpike North / Osceola Parkway West / Gaylord Palms on Left

Treat your family to some off-campus activities while attending the FIADA Annual Convention.* Gaylord Palms is conveniently located in the heart of Central Florida and near dozens of spectacular theme parks and local attractions, including Walt Disney World® theme parks, SeaWorld®’s Discovery Cove, and Universal Orlando.

A complimentary scheduled shuttle bus service is available from the hotel to the Disney theme parks. Shuttles to SeaWorld, Universal Orlando, and Wet-n-Wild are $19* per person round-trip and must be booked through the Hotel Concierge at least 6 hours prior to pick up.

OTHER AREA ATTRACTIONS: Wet ‘N Wild www.wetnwildorlando.com The world’s premier water park, features signature thrill rides and water slides for a full day of fun for the entire family.

The Holy Land Experience www.holylandexperience.com The Holy Land Experience brings together the sights and sounds of the world of the Bible in a unique and interactive way.

Fun Spot Action Park www.funspot.tutengraphics.com A family-fun center featuring multilevel go-kart tracks, thrill rides, kid spot, arcade games and more.

Wonderworks www.wonderworksorlando.com Wonderworks is an Interactive attraction with over 100 exhibits to experience, land the space shuttle, fly a fighter jet, and design your own roller coaster and much more!

Gatorland www.holylandexperience.com Gatorland is a 110-acre theme park and wildlife preserve that provides affordably priced family fun with thousands of alligators and crocodiles, one-of-a-kind reptilian shows, educational programs and more.

Pointe Orlando www.pointeorlando.com One of a kind shopping and dining center, movie theater and more.

*Tickets to area attractions and entertainment are not included with convention registration and arrangements must be made separately.

www.fiada.com www.fiada.com

September September 2011 2011 — — Independent Independent Dealer Dealer — — 23 23

The following is a tentative schedule of events for the FIADA Annual Convention and Trade Show:

Thursday, October 13, 2011

Saturday, October 15, 2011

1:00pm

7:30am – 4:00pm Registration Open

Golf Tournament

12:00pm – 6:00pm Exhibitor load in/set‐up

8:00am – 5:00pm Dealer Training School

1:00pm – 6:00pm

Registration Open

8:00am – 9:00am Breakfast with Exhibitors

7:30pm – 9:30pm

Past Presidents’ Dinner (invitation only)

9:00am – 10:15am General Session (1 hr CE)

Friday, October 14, 2011 7:30am – 4:00pm

Registration Open

8:00am – 5:00pm

Dealer Training School

8:00am – 9:00am

Breakfast with Exhibitors

9:00am – 10:15am Opening General Session (1 hr CE) Senator Latvala Upcoming Legislative Update 10:30am – 11:45am General Industry Workshop (1 hr CE) Option 1: Utilizing Mobile Devices to Increase Business Freddy, Hall, Director of Business Development, Black Book; George E. Heppe, President, GigglePop.com, Inc. Option 2: 22 Simple Action You can Take Today to Position Your Business for Breakthrough Growth Steve Gordon, President, Steve Gordon Marketing Systems 12:00pm – 1:15pm Lunch with Exhibitors 1:30pm – 2:30pm

General Membership Meeting Board Meeting & Ballots

2:45pm – 3:45pm

General Industry Workshop (1 hr CE)

Option 1: Referrals ‐ The 3 Step Plan Every Business Owner Needs to Know Steve Gordon, President, Steve Gordon Marketing Systems Option 2: What You Don’t Know About Estate Planning Can Cost You Steven W. Cutler, Hinshaw & Culbertson LLP 4:00pm – 5:15pm

General Session (1 hr CE)

Federal Legislative Update Keith Whann, General Counsel, NIADA 6:00pm – 7:00pm Hospitality Reception Sponsored by Williams & Stazzone 7:15pm – 9:15pm FIADA Annual Awards Banquet 9:30pm – 11:00pm Hospitality Afterparty 24 — Independent Dealer — September 2011

Rainmaker Strategies for Business Growth Ed “The Rainmaker” Robinson, President, EdSpeaks 10:30am – 11:45am General Industry Workshop (1 hr CE) Option 1: Generating Leads Ed “The Rainmaker” Robinson, President, EdSpeaks Option 2: Legal Panel Rob Sickles, FIADA General Counsel, Partner, Hinshaw & Culbertson, LLP; Lewis Kuhl, Attorney, Pathman & Lewis; Bill Denius, Attorney, Killgore Pearlman Stamp Ornstein & Squires, PA 12:00pm – 1:15pm Lunch with Exhibitors 1:30pm – 2:30pm

General Session (1 hr CE)

Partners in Progress: Solutions in a Changing Environment Clayton Boyd Walden, Deputy Director, Florida Department of Highway Safety and Motor Vehicles 2:45pm – 3:45pm

General Industry Workshop (1 hr CE)

Option 1: The Changing World of BHPH, How to Succeed in the New World Chris Leedom, President & CEO, Leedom Group Option 2: Hottest Legal HR issues in 2011 & Beyond 4:00pm – 5:00pm

General Industry Workshop (1 hr CE)

Option 1: Bankruptcy & Creditor Issues Dennis LeVine, Dennis LeVine & Associates Option 2: Internet Solutions Michael Jackson, President & CEO, Auto Search Technologies 7:00pm – 11:00pm High School Reunion Dinner

Continuing Education Credit: Events on the schedule highlighted in dark blue will count toward Continuing Education (CE) Credits. www.fiada.com

2011 Sponsors

2011 Exhibitors

Thank you to the following FIADA 2011 Annual Convention and Trade Show Sponsors:

ACR of South Florida

MARQUIS

AmeriTag

AFS Acceptance LLC Auction123.com Auto Data Direct, Inc. Auto Use Autotrader.com CAR Financial Services eBay Motors

PLATINUM

EliteTrak GoldStar GPS/ EnfoTrace GPS GWC Warranty J.P. Morgan Chase Lauderdale Paper & Balloon Co.

GOLD

Manheim MarkOne Financial Mechanical Breakdown Protection Inc. NIADA Certified Northwood University

SILVER

Openlane RepoCity RouteOne LLC Sanford Auto Dealers Exchange, Inc. SmartAuction Sterling Credit Corporation Tax Refund Services Tax Max Triumph Consulting Services, LLC UCMLINK.com United Acceptance Inc. Wayne Reaves Software & Websites Westlake Financial Services ALPS Williams & Stazzone Insurance Agency, Inc.

List as of 9/8/11

www.fiada.com

List as of 9/8/11

September 2011 — Independent Dealer — 25

COMPANY INFORMATION

Company:__________________________________________________________________________________________ Mailing Address: ____________________________________________________________________________________ City/State/Zip: ______________________________________________________________________________________ Phone: __________________________________________ Fax: ____________________________________________ E-mail: __________________________________________

REGISTRATION INFORMATION

Website: ________________________________________

(Please Note: fees in each category will increase by $100 after September 12, 2011.)

1. DEALER EXPRESS REGISTRATION Badge Name: ___________________________________________________ Badge Name: ____________________________________________________

[ ] $99 [ ] $99

For all scheduled seminars and training events, but does not include meals.

2. CORPORATE REGISTRATION Badge Name: ___________________________________________________ Additional Attendee: ______________________________________________ Additional Attendee: ______________________________________________

[ ] $249 [ ] $195 [ ] $195

All corporate registration attendees are allowed access to all events and meal functions.

3. FAMILY REGISTRATION Badge Name: ___________________________________________________ Spouse Name: ___________________________________________________ Child Name: _____________________________________________________ Child Name: _____________________________________________________

[ [ [ [

] $349 ] Included ] Included ] Included

Family Package attendees are allowed access to all events and meal functions.

CE Credits and Certificates of Completion available for active FIADA members, corporate attendees and family attendees upon request.

4. GOLF TOURNAMENT Individual Player: ________________________________________________ Foursome: ______________________________________________________

[ ] $75 [ ] $275

Individual players will be paired up with other players. Please list names of foursome players in space provided.

Net Proceeds benefit the FIADA PAC Fund. Contributions to the FIADA PAC are voluntary and not tax deductible.

TOTAL REGISTRATION FEES:

PAYMENT METHOD

[ ] I have enclosed a check made payable to FIADA Credit Card Type:

[ ] Visa

[ ] Master Card

$__________

[ ] I will be using a credit card [ ] American Express

[ ] Discover

Name (as it appears on card): ____________________________________ Company:______________________________________ Credit Card Billing Address: _____________________________________________________________________________________ Credit Card Number: ________________________________________________

Exp Date: ________________________________

Authorized Signature: X __________________________________________________ CC Security Code: ____________________ CANCELLATION POLICY: Refunds may be honored with a 72-hour notice. Please submit cancellations in writing.

HOTEL ACCOMMODATIONS

Please contact Gaylord Palms Resort directly at (407) 586-2000 and mention you are part of the FIADA Annual Convention to receive the group rate. Reservations must be made by Sept. 12, 2011 to receive the FIADA group discount of $144.00 per night, plus tax. This reduced group rate will not be guaranteed after this date. Reservations will be accepted upon a space available basis.

REGISTER ONLINE NOW AT WWW.FIADA.COM OR CALL (800) 237-0448

Mail/Fax registration to: FIADA • 1840 Fiddler Court • Tallahassee, FL 32308 • FAX (850) 385-3251

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www.fiada.com

September 2011 — Independent Dealer — 27

CONVENTION PREVIEW: ED ROBINSON, SESSION SPEAKER

BY ED R O B I NS O N

Don’t wait for new business to come to you, get out there and make it happen. Get ready for the RAIN.

F

irst of all ± are you a Rainmaker?

Do you have a proactive methodology to stay in the forefront of your consumers’ minds?

The term “Rainmaker” has several definitions. My favorite for professionals in the auto industry is being proactive to make it “RAIN” new business by doing things such as increasing revenue, making money, and moving inventory for your company. In today’s environment those who sit back in a reactive state will soon find themselves closing their doors and blaming the economy for keeping them from growing or at least being able to pay the bills.

Let me share with you an “Edism.” In every economy someone gets wealthy. Someone has found the magic mix to not only survive but thrive in the current situation.

So what are you doing to enhance your potential to grow? Are you creating leads for your team? Are you increasing your footprint in the marketplace? Does your Value Proposition allow your consumer to think of possibilities today?

Once again the goal of a Rainmaker is to make it RAIN! There are three areas to make it RAIN in your business: 1. Community networking events 2. Marketing and lead generation activity 3. Face to face selling.

28 — — Independent Independent Dealer Dealer — — September September2011 2011 28

To do so it is imperative to master the RAIN Model if you’re going to remain relevant as a player in your community in the next one to five years. It becomes critical to develop growth and business development plans within your company, creating Rainmakers (sales and marketing professionals) that get results.

Successful Rainmakers “make it RAIN” by being skilled at: Rapport building with potential customers. To build rapport, Rainmakers must research and know their customer’s trends, as well as their opportunities and challenges. Then, Rainmakers must connect with those prospective consumers on an ongoing basis to continue to keep your pipeline full and traffic into your locations.

Asking the right questions of those potential customers. Successful Rainmakers ask the essential questions to confirm their rapport-building research. Rainmakers know their potential customer’s pain points, their needs, fears, and visions for the future, yet are patient enough to allow the prospect to voice them to position themselves as a problem solver.

Implementing solutions for potential consumers. Rainmakers have multiple ways for the customer to say yes. Rainmakers demonstrate how they will add value, both short ...continued on page 30. www.fiada.com www.fiada.com

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September 2011 — Independent Dealer — 29

RAINMAKER continued from page 28.

services. I advise that a key to being a successful Rainmaker is making multiple “touches” to current and potential customersÐo therwise, they will forget about you. Touchpoints can be illustrated by using the PEST formula:

term and long term for the potential customers. These solutions should make it easy for them in areas such as payment terms, service availability, upgrades and financing.

Negotiating a good next step start time. Rainmakers confidently ask for their potential customer to buy but also recognize they are a source for future business and strive to create a long term alliance.

PostcardsÐs hould include the service provider’s deliverables EmailÐc ould be a service overview and/or an article that may interest them Snail MailÐex amples include an article that may interest them, a service overview and a leavebehind item, such as a brochure or promotional item TelephoneÐa s a follow up to the previous Touchpoints

Experienced Rainmakers also know the core strengths they possess that make them successful. They know why customers buy from them. And, they continuously develop and market these core strengths. My philosophy for marketing those core strengths is through a systematic approach to Touchpoints. Touchpoints begin the rapport-building process and are the contacts between a service provider and potential buyer for those

All Rainmakers and future Rainmakers should “touch” prospective customers, as well as people who can refer the provider to

potential customersÐt he Rainmaker’s Advocates. Advocates are people the service provider has worked with current and former customers, and people who know the service provider from business and community activities. Using this approach the Rainmaker is taking initiative, doing appropriate research, building rapport, asking meaningful questions, implementing value-add solutions, asking for the sale, and having lots of personal motivation, allowing professional service providers to be proactive to increase their revenue.

Don’t be a victim! Be proactive! Have a strong lead generation system, a touching strategy and go “Make it RAIN!”

Catch Ed at the Convention: Saturday, October 15, 2011 9:00 am and 10:30 am

We want to be your Sub-Prime Retail Lender!

Floorplan Company!

Featuring:

Easy Self Approval Strong Retail Advances Quick and Reliable Funding All Retail Advances are Non-Recourse

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floorplansales@autouse.com

800-873-2907

Featuring:

100% Auction Advance 120 Day Extendable Term Lien Payoff Programs Checkbook Program for Non-Auction Purchases On-line Auction Purchases

www.fiada.com

Wayne Reaves Software To Manage Your Car Lot

Runs Across The Internet!

Access your program from your lot, home, or anywhere We Store Your Data On Our Servers

The best just got better

Cash Sales Buy-Here/Pay-Here

QuickBooks Integration Automatic Back-ups Automatic Updates No More Networking

Bank Financing Auto Brokers

Add a Vehicle

Browse Inventory

Add a Repair

Sell a Vehicle

Take Payments

Work Collections

Locate Vehicle

Process Repossession

Export to Quickbooks

Online Money

Send Cars To My Website

Change Location

QB

DEBIT

Multiple-Locations? No Problem!

Manage All L o t s F r o m O n e L o c a t i o n !

Run Reports for a l l s i t e s o r j u s t o n e a t a t i m e !

www.fiada.com

WAYNE

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September 2011 — Independent Dealer — 31

CONVENTION PREVIEW: STEVE GORDON, SESSION SPEAKER

Why would you roll the dice on a campaign that may or may not work? BY S TE VE GORDON

D

o you know the story of the Magic Penny? It goes like this…

If given the choice of taking a penny that doubled every day for 30 days or taking $10,000 today, which would you choose? I’d take the penny every time! Why? Through the miracle of compounding that penny would double every day for the full 30 days…accumulating an astonishing $5.37 million.

Marketing works in much the same way (in fact many large things in life are accomplished by adding small things together, over and over). Most small businesses ignore the immense benefits of compounded marketing. Instead, opting for the one-big-shot approach.

For one of my customers, the one-big-shot was a beautiful full color oversized postcard. It was the first direct mail piece he’d run. It was beautifully designed and printed.

Then he mailed it to thousands of prospects and customers in one shot. Later when we began working together he confessed that it had no effect. There was no marketing before or after that one shot.

For another customer it was getting a prime spot at a large trade show not long before she hired me. She expected that with the big investment and “exposure” of the event she’d be slammed with new business…but only gained one new customer.

When I first started in business I made the same mistake.

The ad agency I’d hired at the time liked to say “Go Big or Go Home.” Which I later learned meant “spend big or we’re going home.”

32 — Independent Dealer — September 2011

THE COMPOUND MARKETING STRATEGY The better approach is to use the magic of compounding in your marketing. Compound marketing allows you to take small risks in your marketing, learn as you go and grow over time. Compound marketing demands more time than money. That’s one of the reasons it is such a good strategy for small businesses because you don’t need a $10,000 media buy to get started.

To make compounding work for you have to be consistent day-in and day-out. That consistency requires systems…you just can’t do it any other way.

Consistency is your strategic advantage. Very few if any of your competitors will do what’s necessary to take advantage of the compound effect. Even those that start will question whether they are on the right path because compounding starts slow. It takes time to build, but just like with the penny, you hit a tipping point. A point where compounding kicks in and it’s momentum begins to carry you forward.

THREE ESSENTIAL PRINCIPLES OF COMPOUND MARKETING When I speak to a group of entrepreneurs I’m invariably asked “What’s the best way to market my business…is it Facebook, Twitter, Groupon?…I tried a postcard last year and it didn’t work.”

We all want the magic bullet that’s going to get all the customers we need. And we’re all tempted to chase the latest bright shiny new marketing tool that promises to be that magic bullet. But the truth is, there is no magic bullet.

Sorry. ...continued on page 34. www.fiada.com

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September 2011 — Independent Dealer — 33

COMPOUND MARKETING continued from page 32.

But there are “magic” principles that will give you all of the customers you need, if you apply them.

Over the years I’ve discovered three principles of compound marketing: 1.Make small bets 2.Test, test, test 3.Market every day MAKE SMALL BETS. The foundation for building sustainable marketing is making small bets. Invest $500 instead of $10,000 to begin. Small bets allow you to make a lot of bets and you need to make a lot of bets… you don’t know which ones will pay. Heck, even I don’t know which one’s will pay and neither does that expensive ad agency you’re thinking of using.

1

Few entrepreneurs want to make small bets. Small bets are messy. There are a lot of moving parts…a lot of change… trial and error. But in the end, only your market knows what will work. You’ve just got to get them to tell you by testing.

Unfortunately, most ad agencies and media sales people will tell you there’s really no way to measure specific results from an ad or a media buy. It’s not only possible, but also relatively easy and inexpensive to measure the results of all of your marketing.

You’ve got to be organized for sure, but it’s really not that hard. And testing is the key to learning from all your small bets. We want to know which ones are winners and which ones are losers. Keep the winners and kill the losers.

MARKET EVERY DAY. If you want to get all the customers you need, marketing once a quarter isn’t going to cut it anymore. Your marketing must be working every day to trigger the compound effect and build momentum.

Truthfully, the only way to achieve “every day” marketing is with systems.

3

...continued on page 36.

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2

TEST, TEST, TEST. I’m an engineer by training so I grew up with the scientific method…problem, hypothesis, test,

analyze results, adjust…repeat. Marketing is much more scientific than it is creative. Winning with compound marketing requires you to test many small betsÐs mall ads, blog posts, webinars, offers (and more). But to test you need marketing you can measure.

34 — Independent Dealer — September 2011

www.fiada.com

ASK US FOR DEALER BONDS, TOO!

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MAPFRE Insurance Company of Florida is proud to announce they have been upgraded by A.M. Best to A+ (Superior) with a financial rating of XIV, placing them among the top rated carriers in the country. www.fiada.com www.fiada.com

September February 2011 2011 — — Independent Independent Dealer Dealer — — 35 35

COMPOUND MARKETING continued from page 34.

You need a lead generation system to attract customers to you. Your lead generation might be any or all of the following: • Ads – TV, radio, print, online • Networking • A Blog

• A seminar, webinar or teleseminar

• A joint promotion with another business • A direct mail campaign • A referral program

And you need a lead conversion system that moves potential customers through an educational process that results in a sale. Most of us focus on lead generation, but the real opportunity for increasing sales is in lead conversion. Why? Most of us only have time to follow-up with the hot prospect who’s ready to buy.

Your lead conversion system might include: • An educational report or video available on your website

• A pre-written series of emails to educate a new prospect, share testimonials and answer common questions.

• A regular e-newsletter or printed newsletter to keep in touch with prospects during a long sales cycle.

• Several pre-scheduled “check-in” calls to gauge where the prospect is during the sales cycle.

Tap into the Compound Effect of Marketing today. The sooner you start the quicker you’ll see great results!

Don’t miss Steve at the Convention: Friday, October 14, 2011 10:30am and 2:45pm

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Few businesses have taken the time to create a follow-up system to do the education of a new prospect automatically

and consistently. Those that do, experience skyrocketing conversion rates without hard selling. The prospects bubble up out of your follow-up process and identify themselves when they are ready to buy.

36 — Independent Dealer — September 2011

www.fiada.com

PANHANDLE

FIADA Office 1840 Fiddler Court Tallahassee

Comfort Inn 1013 East 23rd St. Panama City, 32405

NORTHEAST FLORIDA Adesa Jacksonville Auto Auction 11700 New Kings Rd. Jacksonville, 32219

WEST COAST

Insurance A/A of Clearwater 5152 126th Ave N. Clearwater, 33760

Ramada Inn Tampa 11714 Morris Bridge Rd. 1-75 Exit 265 Tampa

SOUTH FLORIDA

CENTRAL FLORIDA Manheim’s Imperial Auto Auction 3300 County Line Rd. Lakeland, 33811

Ocala Driver’s License Office 110 SE 25th Avenue Ocala, 34471

Manheim Central Florida Auto Auction 9800 Bachman Rd. Orlando, 32824

Manheim Remarketing Site Orlando/Ocoee 1275 E. Story Road Winter Garden, 34787

Manheim Ft. Lauderdale 5353 State Road 7 Davie, 33314 Adesa Miami/Insurance Auto Auction of Miami 12700 NW 42nd Ave Opa Locka, 33054

SEPTEMBER 2011

OCTOBER 2011 JUNE 2010

NOVEMBER 2011 JULY 2010

Sept. 1-2

Orlando/Winter Garden

Sept. 29-30 Orlando/Winter Garden

Nov. 3-4

Orlando/Winter Garden

Sept. 3-4

Tampa

Oct. 1-2

Tampa

Nov. 5-6

Tampa

Sept. 7-8

Miami/Opa Locka

Oct. 3-4

Ocala

Nov. 7-8

Ocala

Sept. 10-11 Orlando

Oct. 5-6

Miami/Opa Locka

Nov. 9-10

Miami/Opa Locka

Sept. 12-13 Clearwater

Oct. 10-11

Clearwater

Nov. 14-15

Clearwater

Oct. 14-15 Convention* Oct. 14-15 Orlando/Annual O

Nov. 12-13

Orlando

Nov. 21-22

Jacksonville

Sept. 12-13 Ocala Sept. 14-15 Lakeland

Oct. 17-18

Sept. 17-18 Ft. Lauderdale

Sept. 19-20 Lakeland

Nov. 16-17

Lakeland

Sept. 19-20 Jacksonville

Oct. 19-20

Tallahassee

Nov. 21-22

Tallahassee

Sept. 21-22 Tallahassee

Oct. 22-23

Ft. Lauderdale

Nov. 19-20

Ft. Lauderdale

Jacksonville

*Orlando’s October class will be held during the FIADA Annual Convention at the Gaylord Palms

www.fiada.com

View Course Descriptions and Register at www.FIADA.com September 2011 — Independent Dealer — 37

INDUSTRY NEWS CARFAX ADJUSTS MARKETING CAMPAIGN The National Independent Automobile Dealers Association as well as the Florida Independent Automobile Dealers Association are celebrating some victory in the ongoing battle with vehicle history report generator CARFAX. After pressure from both groups, as well as complaints from dealers during the NIADA convention in June, CARFAX has agreed to change all their advertisements by removing key words such as “free” and “reputable” when referring to obtaining a vehicle history report from a dealer. To view the new ad campaign go to the website at www.carfaxonline. com/ads.

While the change in advertising campaign is a good start, there are still other issues important to Scan this code dealers. According to watch the new CARFAX ad to NIADA CEO Mike Linn, the next campaign. thing on the list is the price calculator, which attempts to weigh in on the value of the car as a separate line-item on the vehicle history report.

GWC WARRANTY AND UNIVERSAL LENDERS DEBUT AFTERMARKET FINANCING PLAN GWC Warranty, a leading vehicle service contract provider, has partnered with Universal Lenders LLC to provide Dealers across the country with “The ZERO Plan”, an interest-free financing option for GWC Vehicle Service Contracts.

“The ZERO Plan”, created by Universal Lenders, is a financing alternative for ancillary products, allowing Dealers to offer zero-percent alternative financing to their customers, while benefiting from increased sales of aftermarket products. “The ZERO Plan” provides Dealers with an alternative to lenders not willing to approve ancillary products, as well as an opportunity to realize lost F&I profit. The customer benefits as well by gaining an interest-free financing option for a much needed vehicle service contract that will protect them from the high cost of repairs.

“We’re delighted to partner with Universal Lenders LLC to bring The ZERO Plan to our Dealer partners nationwide,” said GWC President and CEO Rob Glander. “This interest-free financing option allows Dealers to accommodate many customers who would be otherwise unable to purchase a car protected by a GWC Vehicle Service Contract. GWC is committed to provide Dealers with financing alternatives that help them succeed in the marketplace, and this partnership is consistent with that goal.”

38 — Independent Dealer — September 2011

Is There too much Social Media Hype?

Senate Bill 146 regarding According to R.L. Polk & Co. and the requirements of civil rights Autotrader.com, maybe so. In a joint restoration for felony convictions survey conducted last summer, just was passed, providing that an three percent of 4,005 new and used application for a dealer’s license car buyers polled said social media cannot be influenced their denied based purchase decision. solely on the Similarly, online applicant’s lack auto-shopping of civil rights. monitoring Starting Jan. 1, company Dataium, 2012, the DMV reported that out will no longer of 1.5 million auto require a copy of shoppers they the civil rights tracked for a study restoration on internet buying habits, only 9,400 linked to a dealer Web site directly from a social media site and out of those only six followed up with a direct message asking for more information.

Free Manheim 2011 Mid-Year Used Car Market Report The Manheim Used Car Market Report (UCMR) is the definitive source of information and trends that shape wholesale and retail used vehicle markets. The 2011 Mid-Year Report strives to help readers navigate an automotive industry facing rapid change.

NIADA members may download a FREE copy of the Mid-Year UCMR in traditional PDF format or for iPhone, iPad and Android devices. Go to www.

NIADA.com for more information. www.fiada.com

www.fiada.com

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September 2011 — Independent Dealer — 39

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www.fiada.com