SINCE 1940
September 2012
www.FIADA.com
A Publication of the Florida Independent Automobile Dealers Association
Information and Insight for Florida Used Car Dealers
We’re mixing business with pleasure at the 2012 FIADA Annual Convention & Expo. Join us in Boca Raton for training, networking and fun! Boca Resort & Beach Club, site of FIADA’s Annual Convention. See page 18 for more details.
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September 2012 — Independent Dealer — 1
2 — Independent Dealer — September 2012
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Dealer Independent
MAILING ADDRESS 1840 Fiddler Court Tallahassee, FL 32308 TELEPHONE (850) 385-2712 (800) 237-0448 FAX (850) 385-3251 WEBSITE www.FIADA.com E XECUTIVE COMMITTEE Brandi Noegel President Christopher Leedom Senior Vice President Jim Kagiliery Chairman of the Board Dino Mercurio Secretary John Cousins Treasurer David Cox, CMD Regional Vice President Frank Fuzy Regional Vice President George Hickey Regional Vice President Steve Marbais, CMD Regional Vice President Paul Matton Regional Vice President FIADA STAFF Lisette Mariner Executive Director Terry Myers Educational Instructor Sarah Langley Administrative Director Leah Nash Membership Coordinator Christy Taylor Editorial/Advertising
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FIADA • 1840 Fiddler Court Tallahassee, FL 32308 (850) 385-2712 • Toll Free: (800) 237-0448 Fax (850) 385-3251 • www.FIADA.com The Independent Dealer is a publication of: Florida Independent Automobile Dealers Association, 1840 Fiddler Court, Tallahassee, FL 32308 The magazine is published every month in Tallahassee and distributed to Florida new, used, wholesale and lease/retail car dealers. Advertising rates are available upon request. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of Independent Dealer or the Association. Likewise, the appearance of advertisers, or their identification as members of FIADA, does not constitute an endorsement of the products or services featured.
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Contents September 2012
For members of the Florida Independent Automobile Dealers Association
C O L U M N S & F E AT U R E S 4
President’s Message Brandi Noegel
6
What’s In It For You? Leah Nash
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Membership News New, Renewing and Rejoining Members
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Come Soar With Eagles FIADA Instructor Terry Myers encourages dealers to plug-in to the member benefits that can be found with both FIADA and NIADA membership.
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Title and Registration Training Take advantage of this new course being offered by the FIADA
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Dealer Profile: Mobility Freedom FIADA member Jeff Connor of Mobility Freedom provides adaptive and accessible vehicles and specialized service to customers.
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LAST CALL: FIADA 2012 Annual Convention & Expo Registration Make your plans to attend the main event, coming in October.
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The Affordable Care Act: Should You Pay or Play? Ted Kirchharr of Landrum Human Resource Companies gives employers some insight into what will happen when the ACA goes into effect in 2014.
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The Fiscal Cliff...What Does It Mean? CPA Jorge Martinez examines the economic impact if lawmakers do not extend expiring tax incentives before the end of the year.
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Riding the Storm Out? Hurricane season still has a few months left before it is officially over on November 30. Take the time now to prepare before the next storm hits.
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Industry News
September 2012 — Independent Dealer — 3
FROM THE PRESIDENT
Make a Difference BY BRANDI NOEGEL, FIADA PRESIDENT
W
hen we tossed around ideas for a philanthropy project at an FIADA Board Meeting earlier this year, we could not have imagined both what a blessing it would be not only for the people we would be helping but also for us as dealers. Here we are, not even a year later, and we have already made a difference in many lives. Cars for Kids is the project we chose; a chance to both raise awareness and funds for the Florida Sheriffs Youth Ranch and position ourselves as the investors in community that we are. When we met these kids and saw what this organization stood for, we knew we had to get involved. Brandi Noegel (center) presents the title of a donated vehicle to the Florida Sherrif Youth Ranch.
So, several of us volunteered to hold Cars for Kids events at our own dealerships. At last count between the three events that have been held so far we have raised almost $45,000 for the group. I can say from my own experience, presenting the title of a car to FSYR knowing it would be resold and bring a good profit to them was the greatest feeling in the world. Thanks to Southeast Car Agency in Gainseville and JD Byrider in Jacksonville to hosting events in their area as well. We’re excited to see the results of the next event later this month (Sept. 27-29) at Palm Tree Auto Sales in Stuart. Of course, if there are any dealers who would like to contribute to Cars for Kids, or organize an event at their dealership, please call the FIADA office at (800) 237-0448. They can put you in touch with the right people and help you find the resources to make it a success and maybe even get some good press out of it in your local area. It never hurts to get recognized for the good things we do. Last, I want to make sure you have my personal invitation to join us in Boca Raton next month for the 2012 FIADA Annual Convention. We have been talking about this event for months and it is hard to believe it is almost here. The educational line-up is stellar and I know you will walk away with some new tools to bring back home. 4 — Independent Dealer — September 2012
JD Byrider General Manager Matthew Morris (Left) with Lisa Mills (Center), Florida Sheriffs Youth Ranch and Tim Templeton (Right), chairman, Florida Sheriffs Youth Ranch As our cover suggests this month, bring it with you to the beach. Thanks to mobile technology there has never been a better time to take a step outside of your physical dealership and into something that has the potential to change your business for the better. Remember, even if you are not at work in person, you are never more than a phone call away. Besides, who wouldn’t want to have their office at the beach? You can bring your family as well and make it a working vacation. I can’t wait to see you there! Carol (Brandi) Noegel FIADA President www.fiada.com
www.fiada.com
September 2012 — Independent Dealer — 5
BY LEAH NASH, MEMBERSHIP COORDINATOR
What’s In For You? is a series of articles that focuses on what FIADA can provide to you as part of its valuable member benefits. Leah Nash is FIADA’s Membership Coordinator and will be traveling statewide to meet with potential members and current members to determine what member benefits are most appreciated. Look for Leah at your dealership or an auction near you. Be sure to say hello!
FIADA = YOU
A
s I meet dealers at auctions and their dealerships, they often ask me, “So What Does FIADA Do?” I think that the more important question is, “Who is FIADA?” Because the answer to that question is that FIADA is YOU, independent dealers in Florida. Well, that seems like a simple answer, doesn’t it? It is, but it is the truth. FIADA was created by and it is made up of Florida independent dealers. I am not a member of FIADA, I work for YOU. The entire staff of FIADA works for YOU. The FIADA Board of Directors is made of up Florida dealers and it is this group of people who direct where FIADA is going. If you are interested in being a decision maker in these matters, I strongly encourage you to become more active with FIADA. You can do that by attending meetings, such as the Town Hall meetings and Convention, joining committees and/or running for an elected position or requesting a seat on the Board of Directors. Each and every voice in FIADA is important, especially yours. FIADA Has You Covered. Because FIADA is made up of dealers across the state, like you, that means that FIADA’s number one priority is to protect you. How does FIADA do that? FIADA speaks for YOU, particularly in terms of legislative advocacy. With your membership dollars, FIADA employs a lobbyist to speak for you in Tallahassee, working to make sure that laws that hurt your dealership, your business, in essence, your livelihood don’t get passed . FIADA is always looking out for you and wants to protect your assets.
6 — Independent Dealer — August 2012
FIADA also has its eye on the future. The Board of Directors and staff are always looking ahead to see what is coming down the pike. If it seems that laws may be passed that hurt independent dealers’ business, FIADA is already looking at those issues and talking about how to prevent these laws from happening, or at least protecting you as much as possible. It is important to know who FIADA is and what your professional association does for you. It is your membership dollars that continue to protect your rights as an independent dealer and business owner in Florida. Joining FIADA makes the voice of independent dealers stronger so please consider joining today. Thank you to all FIADA renewing members!
Visit FIADA.com and click on “Join FIADA” to become a member or renew your membership, or scan this code with your mobile device. If you do so after reading this article, type Leah Nash in the Sponsor Name section of the online application. You may also contact Leah Nash at leah@fiada.com to join or if you need membership recruitment assistance. If you would like to receive FIADA Facebook updates, please like the FIADA page at facebook.com/ FLIndAutoDealersAssoc.
www.fiada.com
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August 2012 — Independent Dealer — 7
MEMBERSHIP NEWS
New Members
AUGUST 2012
4N motors, llc Brandon, FL Erro Nijjer Sponsor: Terry Myers
FJMOTORSPORTS Tampa, FL Wilfredo Ramos Sponsor: Terry Myers
NEXT CAR, INC. Melbourne, FL William Norwood Sponsor: Kevin Scott
at last auto sales Wesley Chapel, FL David Gathings Sponsor: Terry Myers
JANETTE CLIFFORD Doral, FL Sponsor: Terry Myers
PHILLIP KALTENBACHER Fort Myers, FL Sponsor: Kevin Scott
AUTOS UNLIMITED, LLC Sarasota, FL Patricia Rogers
JEFFREY N. GRANT Tallahassee, FL Sponsor: Terry Myers
RANDY E. THOMPSON Starke, FL Sponsor: Terry Myers
CONTINENTAL AUTO SALES Land O’Lakes, FL Jimmie Williams
LAKELAND NEW CAR ALTERNATIVE Lakeland, FL Stephen Schmidt Sponsor: Kevin Scott
SUNTRUST BANK Jacksonville, FL Glenn Stambaugh Sponsor: John Cousins
DURAN MOTOR SPORTS Hollwood, FL Octavio Duran
AUTOMOTIVE FINANCE CORPORATION Orlando, FL Jim Oliver Sponsor: Leah Nash BARTON AUTO FINANCE Ponte Vedra Beach, FL Bart Barton Sponsor: Leah Nash BOBBY STEPHENS Boca Raton, FL Sponsor: Kevin Scott CARY AUTO SALES Saint Augustine, FL William Fowler Sponsor: Terry Myers
LESTER GONZALEZ Kissimmee, FL Sponsor: Terry Myers MONSTER CAR AND TRUCK sales, llc Scott McTaggart Pembroke Pines, FL Sponsor: Tomer Yaniv
USEDCARS.COM BY DEALIX Redwood City, CA Heidi Smookler Sponsor: Lisette Mariner ZSC MOTORS, INC. Dover, FL Ernst Hyacinthe Sponsor: Leah Nash
Rejoining Members AUGUST 2012
LOVERING AUTO SALES Fort Myers, FL Brian Swanson Passtime Littleton, CO Ryan Schwarz PORT MOTORS INCORPORATED West Palm Beach, FL Ron Heuer
Would You Like To Become A Member of the FIADA? We’ll make it easy for you. Go online to www.FIADA.com to acces the online membership application, or scan this code from your mobile device. You can also renew your membership online, too!
Renewing Members
AUGUST 2012
30+ Year Members America’s Auto Auction Jacksonville 20+ Year Members Autorama Auto Sales Marteney Motors Sanford Auo Dealers Exchange Turnpike Motors 10+ Year Members Cox Motors, L.L.C. Gulfstream Motor Credit Co. Under 10 Year Members Allen’s Friendly Auto Sales, Inc. America’s Auto Auction Andrew Thomas Motorcars Automaxx Automotive Financial of America, Inc. AutoTrader.com Cars & Credit of Jacksonville
8 — Independent Dealer — September 2012
Jacksonville, FL Ft. Myers, FL Melbourne, FL Sanford, FL Pompano Beach, FL Lakeland, FL Miami, FL Sanford, FL Pensacola, FL Parrish, FL Sarasota, FL Orlando, FL Tampa, FL Jacksonville, FL
Counselorlibrary.com/ Hudson Cook Hanover, MD Courtesy Auto Center Longwood, FL Dealers Auto Auction Gainesville, FL DTG Operations, Inc. DBA Thrifty Car Sales Outlet Orlando, FL Elite Jeeps Destin, FL Francis Motor Sports, Inc. Fort Myers, FL Ituran USA, Inc. Fort Lauderdale, FL J & C Auto Sales Naples, FL Magna Auto Sales Titusville, FL Mattas Motors Punta Gordan, FL Miami Motorcars, Inc. Mimai, FL MK Automotive Holdings, LLC dba Brandenton Auto Dir Sarasota, FL MRC Inc. dba Cranky Ape.om Kissimee, FL National Auto Lenders, Inc. Miami Lakes, FL Parkway Wrecker Service Talahassee, FL Payless Auto Sales, LLC West Palm Beach, FL Timeless Motors Lakeland, FL Town & Country Select, Inc. Bushnell, FL Triumph Consulting Services, LLC Winter Springs, FL
www.fiada.com
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September September2012 2012——Independent IndependentDealer Dealer——9 9
BACK TO THE BASICS
Come Soar With Eagles Three tips that could add thousands of dollars to your bottom line. By TERRY MYERS
T
hey shall soar on wings as eagles...the Biblical version, Isaiah 40:31, (or) sometimes referred to as “I’d rather soar with eagles than work with turkeys”...the modern version. Hanging out with the best, high in the clouds with the best view only comes with time, training and experience. The ability to recognize an opportunity and seize it is instinctive to the eagle. We on the other hand, need to fine tune those skills. Have you ever had an opportunity disappear right after you noticed it? It is not that the opportunity did not exist; we did not recognized it as an opportunity until it was just beyond our grasp. We all need to be shown what opportunity looks like, where to find it and how to take advantage of it – while it still is within our grasp. For over 300 hours of sales and dealer management training to add immediate dollars to your bottom line, log on to http://niadatv.com/ programs/sales_skills.htm. If one hour adds just $50 to $150 per sale what would that total at the end of the year? SMART
TIP
Take advantage of FIADA events and trainings like Town Hall meetings, Convention, Title and Registration training, Continuing Education, and more. Go to www.fiada.com/events/ event_list.asp for the current calendar and registration information. SMART
TIP
FIADA Preferred Partners provide first class quality products that can help dealers make and save thousands of dollars, not to mention save money in discounts and special memberonly programs. View the list at www. fiada.com/?page=PreferredPartners to get started. SMART
TIP
the training we received to cause us to set and obtain goals. Membership brings thousands of dollars in dealer benefits. While those benefits more than offset membership fees, the real money is in the knowledge immediately available. When the dealer goes to www.FIADA.com or www.NIADA.com a wealth of money making information is made available at his/her fingertips. Some of the top local and national trainers in the United States/World will teach you how to soar above the rest. Come –SOAR WITH THE EAGLES! T SMAR
TIP
FIADA.com is your dealership’s dashboard to success!
Competition will not take the time to show us, only family will. In our industry family is the Florida Independent Automobile Dealers Association and the National Independent Automobile Dealers Association. Member success is Association success. Association success is member success. Just as fledgling eagles learn from their parents, we too learn from our peers. Just as fledgling eagles must eventually take that leap of faith, so too we must also take that leap of faith trusting in
Terry Myers is an instructor for the FIADA Dealer Training School and owner of Florida Auto Dealer School. 10 — Independent Dealer — September 2012
www.fiada.com
www.fiada.com
September 2012 — Independent Dealer — 11
What is acceptable proof of ownership in Florida, other states and/or countries? Processing title paperwork correctly translates into faster processing by the tax collector’s office, helping dealers complete deals quickly and efficiently. In FIADA’s new Title & Registration Training seminar students will use a manual, examples and case studies to help clarify ownership transfer starting with the MCO, ‘new’ title through the ‘used’ title. Training is hands on and students will get the opportunity to complete their own sample title paperwork. Special $79 rate for FIADA members if you register now.
Upcoming Seminars: Jacksonville, October 2 │Tampa, November 5 │ Orlando, December 21
When is notarization acceptable/required? When and how does a lien get added/removed? Where do I find proof of present and past ownership, odometer readings and brands?
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To register, call (800) 237-0448 or go to www.FIADA.com
12 — Independent Dealer — September 2012
www.fiada.com
We offer more than products. We offer solutions.
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Protective provides F&I solutions that simplify the selling process with easy to understand products, advanced training and reliable customer care and claims service. We are committed to your profitability by serving the increasing number of car buyers that are unprotected from the costs of future mechanical expenses.
Like you, we believe in doing the right thing for the customer. Help your customers protect tomorrow and embrace today with F&I solutions from Protective Asset Protection.
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Protect Tomorrow. Embrace Today.™ Vehicle Service Contracts I GAP Coverage I Credit Insurance I Lifetime Engine Warranty Limited Warranty I Dealer Participation Programs I F&I Training I Advanced F&I Technology
Contact Protective’s Florida representative, Chris Behrens at 866 452 7335 A “National Corporate Partner” has met stringent NIADA criteria demonstrating that it can provide valuable products and services to NIADA members. No legal partnership has been created by the granting of this status, but NIADA does receive compensation from Protective. Lifetime Engine Warranty, Limited Warranty, Vehicle Service Contracts (VSCs) and GAP are backed by Lyndon Property Insurance Company in all states except NY. In NY, VSCs are backed by Old Republic Insurance Company. GAP, Lifetime Engine Warranty and Limited Warranty are not available in NY. Credit Insurance is backed by Protective Life Insurance Company in all states except NY, where it is backed by Protective Life and Annuity Insurance Company.
www.fiada.com
September 2012 — Independent Dealer — 13
DEALER PROFILE
Finding Their Niche Jeff Connor and the staff at Mobility Freedom, Inc. are dedicated meeting the needs of a highly specialized market. By CHRIST Y TAYLOR
A
niche market is a term given to a subset of the market on which a specific product is focusing. It can be defined by special products aimed at satisfying the market’s specific needs, price ranges, demographics and other qualifying features. Niche markets may serve less people, but they generally are very loyal to the suppliers who can meet their needs.
“It is rewarding to help someone regain their independence. You can’t put a price on that.” — Jeff Connor, Mobility Freedom, Inc.
Jeff Connor, president of Mobility Freedom, Inc. has found his niche. By providing modified vehicles and wheelchair accessible vans to customers with physical challenges, Mobility Freedom is not just cultivating a special customer market but also providing independence to a unique group of drivers and passengers who range from aging baby-boomers unable to get out of their vehicle unassisted to parapalegics requiring zero effort steering modifications that can turn the wheel with the push of a finger.
have a knowledge of how the sales process works at a car dealership but they also must be able to analyze the limitations and needs of the driver or passenger and be familiar enough with all of the adaptive equipment that is available to make recommendations and suggestions that are affordable and make sense. The staff undergoes trainings, tours manufacturer and mechanical facilities and has to pass certain quality certifications from the National Mobility Equipment Dealers Association (NMEDA).
“It is rewarding to help someone regain their independence. You can’t put a price on that,” Connor said.
The standard of excellence is the same at all of the Mobility Freedom locations across the six locations around the state: Bunnell, Clermont, Edgewater, Largo, Ocala and Orlando. The Orlando location, which is the newest, was chosen for a specific reason. Located in the shadows of East Orlando’s
The experience and knowledge of the sales team and employees at Mobility Freedom is as specialized as the clients they serve. Not only do they have to 14 — Independent Dealer — September 2012
“Medical City” region, Connor hopes to provide a convenient location for customers who live near or travel often to the VA Hospital still under construction and Nemours Children’s Hospital set to open in October. It is also allows for convenient transport of vehicles through the rental arm of the business, Wheelchair Vans of America, to area airports and hotels. Wheelchair Vans of America is the “unsung hero” of the company, Connor said as it provides a steady revenue stream of rental dollars from tourists and business people in need of accessible transportation during their stay. Connor’s staff will deliver the vehicles to the airport, hotel, villa or site the renter has chosen and give a comprehensive tutorial of the vehicles features and equipment. There is a 24/7 emergency phone line, which is available to Continued on Page 16. www.fiada.com
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Continued on Page 20. September February2012 2012— —Independent IndependentDealer Dealer— —15 21 February 2012 — Independent Dealer — 21 www.fiada.com
DEALER PROFILE: MOBILITY FREEDOM continued from Page 14.
Mobility Freedom customers as well, that drivers can call if they run into a mechanical or technical problem. The past 10 years have a seen a growing demand for accessible vehicles and equipment. The need has spurred changes within the mobility equipment industry and many independent dealers have joined larger companies for added resources and additional support. Connor’s set of dealerships is now owned by Hasco Medical, a publically traded company that specializes in wheelchair accessible vehicles, lifts and durable medical equipment. In addition to Mobility Freedom, Hasco has purchased other dealerships around the country and averages around $70 million in annual sales. That number could increase as the Baby Boomer generation ages and nearly 3.1 million people find themselves needing a modification to be able to ride in or drive their cars. In 2010, 70 percent of Mobility Freedom’s business was targeted at the senior population and there is little doubt that traditional dealers will start feeling some of the ripple effects, providing the need for partnerships with dealers like Connor and Mobility Freedom.
make it work for everyone. It’s a win-win,” Connor said. Mobility Freedom is also able to become an untapped resource for high-quality trade-ins for traditional independent dealers. When a customer trades-in a conventional vehicle for an accessible one the reasons are quite different and many times the trade-in is a low-mileage vehicle in excellent condition that Mobility Freedom is unable to resell to future
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“It is a great opportunity for them to find an association who specializes in these types of vehicles and work with you to
Connor with Marketing Director Damon Didier and a fellow employee outside the Orlando location at 7444 Narcoosee Road.
16 — Independent Dealer — March 2012
www.fiada.com
Connor believes strongly in his membership with FIADA and appreciates its benefits, particularly the legislative advocacy. He recently spent time with a local legislator on behalf of the FIADA PAC fund, educating about the industry and sharing the Association’s viewpoint on dealer-related issues and topics. “We really appreciate the advocacy part of what FIADA does. That is huge for our cause as car dealers and helps us serve our customers better,” Connor said. “The FIADA has a passion for trying to help its members and looks for ways to help us save money. They are making us all better at what we do and how we do it.”
Quick Tip for Dealers:
customers. In a competitive world of scarce inventory and hard-to-find quality trades, they could become a beneficial resource for dealers.
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schedule at a glance
(TENTATIVE)
THURSDAY, OCTOBER 11, 2012 7:00pm - 9:00pm
Welcome Reception Meet the FIADA Executive Director & Senior Vice President
FRIDAY, OCTOBER 12, 2012
Come one, come all to FIADA’s 2012 Annual Convention & Expo. Go online to register: www.FIADA.com HOTEL INFO: boca resort & bEACH CLUB
RESERVATION LINE: 888-557-6375
H H H ENTERTAINMENT:
family fun night Friday night is under the big top with special carnival games, circus side-shows FIADA 2012 and fun for the whole family.
A TRIBUTE TO
A Legislator’s Perspective on Small Business and the Economy Senator Bogdanoff and Representatives Hager and Rooney
11:00am - 12:00pm
Concurrent Education Sessions: ¡ Protect Your Business from Fraud ¡ 5 Easy Steps to Boosting your Online Presence ¡ What Finance Companies are Looking for From Independent Dealers
12:15pm - 1:15pm
Lunch Break
1:15pm - 2:15pm
DMV Update, Panel Discussion Moderator: Thomas “Dino” Mercurio
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2:30pm - 3:30pm Concurrent Education Sessions: ¡ Improve F&I ¡ Building Your Business for Free - There’s an App for That ¡ Grow Your Business With Web-Based Services Without Feeding the Paper Monster Español 3:45pm - 5:00pm
Concurrent Education Sessions: ¡ FTC – Advertising ¡ Doing Business in Spanish with English Forms
6:00pm - 9:00pm
Family Fun Night in the Exhibit Hall
9:00pm - Midnight
Hospitality Suite sponsored by Williams & Stazzone
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SATURDAY, OCTOBER 13, 2012
8:45 am – 9:15 am
Don’t Fall Asleep At the Wheel, California’s Legislation Could be Here Before You Know It Rob Sickles & Sandra Mortham
9:15 am – 10:15 am
Keys to Buy Here, Pay Here Success Chris Leedom, The Leedom Group
10:30 am - 11:45 am Concurrent Education Sessions: ¡ Latest Legal Battles, It Could Happen to You ¡ Latest Legal Battles, It Could Happen to You 12:15pm - 1:15pm
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Lunch Break
10:30 am - 11:45 am Concurrent Education Sessions: ¡ Brand Your Business to Build Lasting Success ¡ Sales Training 3:15pm - 4:30pm
Closing Keynote Address: D.J. Harrington, the Car-Diologist
6:30pm - 9:30pm
Awards Gala Dinner Entertainment: A Tribute to Sir Elton John
SUNDAY, OCTOBER 14, 2012
SIR ELTON JOHN
Enjoy dinner, awards and music from an Elton John tribute performer.
9:30am - 10:45am
FIADA 2012
18 — Independent Dealer — September 2012
10:00 am
Immerse Yourself in Water & Fun First 50 participants at the Boca Raton Boat Shuttle receive complimentary beach bag, towel & sunscreen (Sponsored by Century Motors) Enjoy the beautiful half-mile stretch of private beach while delighting in the limitless ways to enjoy the water, sand, and the sea. www.fiada.com
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CONVENTION REGISTRATION REGISTER ONLINE NOW AT WWW.FIADA.COM OR CALL 800.237.0448 COMPANY INFORMATION Company: ____________________________________________________________________________________________________ Mailing Address: _______________________________________________________________________________________________ City/State/Zip: ________________________________________________________________________________________________ Phone: __________________________________________________
Fax: ______________________________________________
E-mail: __________________________________________________
Website:___________________________________________
REGISTRATION INFORMATION REGISTRATION RATES:
1. DEALER EXPRESS REGISTRATION Badge Name: _______________________________________________________________
[ ] $149
Badge Name: _______________________________________________________________
[ ] $149
For all scheduled seminars and training events, but does not include meals.
2. CORPORATE REGISTRATION Badge Name: _______________________________________________________________
[ ] $349
Additional Attendee: __________________________________________________________ Additional Attendee: __________________________________________________________
[ ] $195 [ ] $195
All corporate registration attendees are allowed access to all events and meal functions.
3. FAMILY REGISTRATION Badge Name: _______________________________________________________________
[ ] $449
Spouse Name: _______________________________________________________________
[ ] Included
Child Name: ________________________________________________________________
[ ] Included
Child Name: ________________________________________________________________
[ ] Included
Family Package attendees are allowed access to all events and meal functions.
TOTAL REGISTRATION FEES:
$
PAYMENT METHOD [ ] I have enclosed a check made payable to FIADA Credit Card Type:
[ ] Visa
[ ] I will be using a credit card
[ ] Master Card
[ ] American Express
[ ] Discover
Name (as it appears on card): ______________________________________ Company: _____________________________________ Credit Card Billing Address: _______________________________________________________________________________________ Credit Card Number: ____________________________________________
Exp Date:______________________________________
Authorized Signature: _______________________________________________________________
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CANCELLATION POLICY: If cancellations are received in writing before 5pm on Monday, September 10, 2012, we will refund your registration fee. If cancellation is received between September 11th - September 30th, we will refund your registration fee less a $50 processing fee. Fees cannot be refunded for registrations cancelled after October 1st, or for no-shows. PHOTO/VIDEO RELEASE: By registering for the 2012 FIADA Annual Convention, I hereby grant permission to use any and all photographic imagery and video footage taken of me at this event and activities pertaining to this event, without payment or any other consideration. I understand that such materials may be published electronically or in print, or used in presentations or exhibitions.
HOTEL ACCOMMODATIONS
Please contact the Boca Raton Resort & Club, A Waldorf Astoria Resort directly at 561.447.3386 and mention you are part of the FIADA Annual Convention to receive the group rate. Reservations must be made by September 10, 2012 to receive the FIADA group discount of $169 per night, plus tax. This reduced group rate will not be guaranteed after this date. Reservations will be accepted upon a space available basis.
MAIL/FAX REGISTRATION TO: FIADA, 1840 Fiddler Court, Tallahassee, FL 32308 FAX 850.385.3251 20 — Independent Dealer — September 2012
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July 2012 — Independent Dealer — 21
The Affordable Care Act: Should You Pay or Play? Like it or not, the Affordable Care Act is the law of the land. Now is the time to figure out your strategy as an employer. By Ted kirchharr
“W
e do not consider whether the Act embodies sound policies. That judgment is entrusted to the Nation’s elected leaders. We ask only whether Congress has the power under the Constitution to enact the challenged provisions.” Chief Justice Roberts wrote that in the case of National Federation of Independent Business v. Sebelius. Like it or not, the Affordable Care Act (ACA) is the law of the land, we should probably all heed Justice Roberts words. It’s time to begin planning now how the act will impact your business, particularly in 2014 when the major provisions of the act take effect. As employers, you really have two major questions to address, and we
will cover those two questions in this article. The first question relates to your overall benefit strategy. Just how important are employee benefits in your overall talent acquisition and retention strategy? If benefits, particularly health insurance benefits are an important component in recruiting and retaining the types of employees you need, then you will
If you offer no coverage and have at least one employee who receives a premium subsidy, you will pay $2,000 per FTE, but no penalty for the first 30 employees. If you offer coverage
As employers, you really have two major questions to address: Just how important are employee benefits to you and should you pay or play? likely continue to offer health plans similar to the plans you offer today, regardless of any employer mandates dictated by the ACA. As long as your plan design meets the minimum standard and satisfies the affordability tests, you would likely already meet the requirements of the law, regardless of the employer mandate. If health benefits are very important to your talent strategy, you may wish to consider alternative plan designs that would differentiate you from other employers. What if benefits are not an important part of your employee strategy? Then you need to address the second question, should I pay or play? To address that question, you need to determine if the employer mandate even applies to your com-
22 — Independent Dealer — September 2012
pany. The employer mandate (beginning in 2014) applies to employers with 50 or more full time equivalent employees. To determine full time equivalents (FTE), first take a count of all employees who work more than 30 hours a week. These employees are considered full time. You next need to convert your part time hours into full time equivalents. Take the hours worked in a month for all of your part time employees and divide by 120. The result of the part time calculation is added to your full time count, if the total is equal to or greater than 50, the mandate applies to you.
but still have at least 1 employee who receives a subsidy, the penalty is the lesser of $3,000 for each employee who gets the subsidy or $2,000 per employee, excluding again the first 30 employees. If health benefits are not important to your company, the decision to offer coverage or not (pay or play) becomes a basic arithmetic exercise. It is important that you begin to think now about the importance of health benefits to your employment strategy as well as whether not the employer mandate applies to your company. 2014 will be here before you know it! Ted Kirchharr is a professional with Landrum Human Resource Companies, www.landrumcompanies.com. Watch for an eBook available for Kindle from Kirchharr about the ACA later this fall. www.fiada.com
ADESA DealerBlock is now
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© 2012 ADESA, INC.
Contact your nearest ADESA location:
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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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September 2012 — Independent Dealer — 23
The Fiscal Cliff… What Does It Mean? Brace yourself for another economic dip if several tax initiatives expire at the end of 2012. By JORGE MARTINEZ, CPA
O
ver the past few months you have probably been hearing about the upcoming “fiscal cliff ”. Both political parties, the talking heads on numerous business networks and news networks have commented on the potential problems that could result from going over the “cliff.” Do you know what it really means to you? In this article I will address some of the more important issues related to the upcoming “cliff.” The “fiscal cliff ” is a word that was coined by Ben Bernanke, Chairman of the Federal Reserve Board, during one of his scheduled Congressional briefings. In his comments Mr. Bernanke eluded to the potential
financial and fiscal issues that would confront the economy should we go over the “cliff ”—meaning if the numerous tax initiatives passed in 2001 and 2003 were allowed to expire. Some of the more important tax issues expiring at the end of 2012 are: Expiration of the marriage penalty relief, return of the personal exemption phase-out, elimination of the $500 child tax credit, expiration of the American Opportunity Tax Credit, $1 million estate tax exclusion with 55 percent top tax rate, lower Alternative Minimum Tax (AMT) exemption amounts, sunset of the reduced capital gains/ dividends tax rates and the reduced individual tax rates. Income tax rates for individuals are set to increase for all taxpayers. The current rates are 10, 15, 25, 28, 33 and 35 percent. When the law expires at the end of 2012, the 10 percent rate goes away and the rates go up to 15, 28, 31, 36 and 39.6 percent. Furthermore, the employee payroll tax cut enacted in 2012 of two percent will also expire. Result of the expiration of these tax cuts is a major increase in tax liability for all taxpayers. The marriage penalty relief that was enacted in 2003 will also sunset at the end of this year resulting in higher taxes for married individuals. Under the current law, married individuals are allowed a standard deduction equal to 200 percent or double the deduction for a single individual. In addition the tax brackets are also allocated in a way that allows married couples to fall within a 200 percent bracket for non-married individuals. What does this mean? Higher taxes for married couples requiring that withholding from your W-2 be increased and/or that you increase your 2013 estimated tax payments. We will also see a return to the “Pease” limitation. The Pease limitation created a phase out or elimination of itemized deductions for higher income individuals. In 2012, taxpayers with adjusted gross income over $173,000 would have their itemized deductions (property taxes, mortgage interest, charitable contributions, etc.) reduced by three percent up to eighty percent. Result of this part of the law returning will be an additional tax burden for middle and higher income individuals. Capital gains and dividend tax rates will also be affected by non-renewal of the 2001 and 2003 tax laws. Under current law, long-term (held for more than twelve months) capital gains are taxed at a maximum rate of 15 percent. Individuals in the 10 and 15 percent brackets may also qualify for lower capital gains. In 2013 the 15 percent rate will go to 20 percent and those in the 15 percent brackets will pay 10 percent. As you can see, tax planning in 2012 will dictate that anyone with highly appreciated assets being held for a long-term holding period consider selling those assets Continued on Page 27.
24 — Independent Dealer — September 2012
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August 2012 — Independent Dealer — 25 September 2012 — Independent Dealer — 25
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THE FISCAL CLIFF continued from Page 24.
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The last issue I would like to mention is the new surtax of 0.9 percent on Medicare tax and 3.8 percent Medicare contribution tax on unearned income. Under the health care laws passed by the Obama Administration, taxpayers with income over certain thresholds will pay both of these taxes. Individuals earning $50,000 over the limitation amounts will pay an additional $450 in taxes along with a match by the employer. In addition, there will be an additional 3.8 percent tax on unearned income such as interest, dividends, annuities, royalties, rents and other passive income. Income from the sale of your personal residence, with some exceptions, will also be taxed.
By now you understand why Chairman Bernanke called the expiration of these tax cuts a “fiscal cliff.” The tax burden on most individuals will likely go up, therefore taking money out of the publics hands and putting it in the Treasury’s coffers. The result is less
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and taking advantage of the 15 percent bracket. One other note is that short-term capital gains will be taxed at normal tax rates which will go up in 2013 as well.
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September 2012 — Independent Dealer — 27
It’s Time to Prepare PRESTORM Know where your insurance policies are located and what they cover, including any exclusions related to hurricanes. Keep your policy coverage current with the value of your building and equipment, making sure you account for any upgrades or additions. Keep a back up copy of computer files and have a system in place to do an emergency back up to a disk or other off-site storage when the storm warning is issued. Keep a current list of cell phone numbers and emergency contacts for employees so you will be able to contact them after the storm. Make sure all employes have been trained on your dealership’s policy for pre- and post-hurricane procedures, including how to check-in if phone lines are down.
With September as National Preparedness Month, and Hurricane Season not ending until November 30, now is the time to review some basic tips that could save your buisness both time and money if a storm heads your way. By christy taylor Stock up on equipment/supplies that may be hard to find after the storm such as water, generators, gasoline and chainsaws. Create a list of vendors who can provide essential services if needed like building repairs, large debris removal and portable bathrooms. Prepare for water damage and flooding by covering office equipment and moving electronics and valuables off the floor and onto “higher ground.” Protect your dealership’s vital documents such as deeds/leases, insurance policies, licenses, business banking materials and identification cards by securing them off-site in a locked, waterproof location. Remove any debris from the outside of your dealership and secure any unstable building fixtures such as awnings, loose signs or temporary fences. Arrange for all sold vehicles to be picked-up by the customer. For unsold inventory, attempt to find inside storage or covering. If that is not possible, park the vehicles close together in a tight, square to minimize damage and loss.
POST STORM Make contact with employees to assess the impact to their homes and property and communicate a plan for returning to work. When it is safely possible, return to the dealership for assessment and to secure the property. Take photos or video of damage to help reconstruct your losses for insurance claims. If looting is a fear, hire a security firm to patrol the premises during nonworking hours. Work on detailing a plan to remove any damaged vehicles and secure replacement inventory. Depending on the severeity and how widespread the damage is, there may not be enough inventory available to supply your needs when you are ready to return to sales. Work with your contacts in other areas of the state and the country to be back up and running as soon as possible. If elecricity is out for an extended period, your access to banks and ATMs will be limited to non-existent. Have emergency cash available to pay essential vendors and suppliers and keep the remaining cash reserve in a secured location.
The Florida Division of Emergency Management has online resources to help your business prepare for a disaster such as an interactive Business Disaster Plan, Emergency Management contact lists and awarenes guides to keep your family and employees safe. Access it at www.floridadisaster.org/DEMbusiness.asp 28 — Independent Dealer — September 2012
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August 2012 — Independent Dealer — 29
INDUSTRY NEWS New App Uses VIN Scan for History Report VINdriven Free is a free app for iPhone, iPod touch and iPad from Whanntech and industry leader Keith Whann. Users can scan a vehicle identification barcode with the built-in barcode scanner and instantly receive detailed vehicle, recall notices and vehicle history report information. The find a car section searches over 1 million vehicles for sale and provides the detailed history information and photos, allows the user to contact the seller or share information via social media. VIN scan results are saved in the history section, allowing the user to manage the data and have access to the information at any time during the shopping process. VIN Driven is available through iTunes.
Correction to Cash Reporting Article There was an important fact left out of last month’s Independent Dealer article concerning Cash Reporting Audits and the IRS 8300. To clarify: What is cash? The following is considered cash for reporting purposes: US Currency Foreign Currency The Following items whenthey are for $10,000.00 (or) les than $10,000.00 Cashier Check Money Order Bank Draft Traveler’s Check
BACK TO THE BASI CS
Knock, Knoc
k, Kn
ock... “We’re Here to Do a Cash Reporting Au dit” There are some exemptions to collecting sales tax on a vehic le sold in Florid a, speci it comes to expo fically when rting out-ofstate. By TERR y MyER S
H
12 — Indepe
ndent Dealer
FIADA July
2k12.indd 12
— August 2012
ow’s your heart? Calls and conversation s these past few months is actively doing indicate that the IRS audits to assure dealers are proper that ly reporting transactions exceeding $10,00 cash Believe it or not, cash somet 0.00. imes comes disgui sed as somet hing Also, there is a mistaken belief else. reporting only that applies on a single transaction/ single payme nt scenario. The IRS has an excellent publication, IRS Publication 1544 to cover issues in under these standable detail. go to http://www.i Please rs.gov/publica p1544/ar02.h tions/ tml and print your copy and one for each emplo own eryone needs yee. to read this public EvIt is suggested they initial the ation. having been pages as read in their emplo and place their copy yee file. In the an audit the event of dealer has proof are making an that they effort to compl y. continued on
Page 15.
www.fiada.co
m
8/15/2012 11:37:21 AM
Read the corrected article in its entirety online at FIADA.com
Why are these four items considered cash? There is no requirement on the issuing agency to report on an IRS Federal Form 8300 when the issuing agency accepts cash of $10,000.00, or below to create one of these four. Money launderers, drug dealers, terrorists and others will purchase these instruments with cash in an amount below $10,000.00 to avoid the mandatory reporting requirements. They are also counting on the dealer not knowing that these are actually considered CASH by law. It is the responsibility of the dealer to be on the lookout for these and to properly report when the $10,000.00 cash line is crossed.
Don’t forget to Like us on Facebook! Check out our page and follow our timeline at www.facebook.com/FLIndAutoDealersAssoc
Got news? Send it to us for consideration at info@FIADA.com
Charleston Auto Auction & Dealers Help Support The Ronald McDonald House
NIADA.TV Has New Shows Online Now
Charleston Auto Auction and its dealers raised over $5,000 for the Ronald McDonald House of Charleston, SC. The promotion was called “Wear A Shirt, Provide A Place to Stay.” Representatives from the Ronald McDonald house were onsite giving away t-shirts to all that made donations. For three straight weeks Charleston Auto Auction also held a 50/50 drawing to help the foundation. At the end of the promotion, Charleston Auto Auction matched all contributions collected to come to a grand total exceeding $5,000. The Ronald McDonald House helps seriously ill children and their families. “The Ronald McDonald House is a great organization. All our dealers always open their hearts and wallets to help!” Laura Taylor, Charleston Auto Auction general manager said.
Have you had a chance to check out the new videos available at NIADA.TV? Log on today at NIADATV.com and learn about topics including: • Know Your State and Federal Labor Laws • The Direct-From-Consumer Inventory Acquisition Opportunity • Sales Team Practices that will Land You in Court (presented by FIADA’s General Counsel Rob Sickles)
30 — Independent Dealer — September 2012
www.fiada.com
2011-2012 FIADA EXECUTIVE COMMITTEE:
BRANDI NOEGEL President Noegel’s Auto Sales Starke, FL (904) 964-6461
CHRISTOPHER LEEDOM Senior Vice President AutoMaxx Sarasota, FL (941) 309-1111
DAVID COX, CMD Regional Vice President Cox Motors, L.L.C. Lakeland, FL (863) 686-9300
FRANK FUZY Regional Vice President Century Motors of S. FL Pompano Beach, FL (954) 785-0369
JIM KAGILIERY Chairman of the Board J.D. Byrider Jacksonville, FL (904) 400-6190
DINO MERCURIO Secretary Independent Credit, Inc. West Palm Beach, FL (561) 686-8673
JOHN COUSINS Treasurer Southeast Car Agency Gainesville, FL (352) 377-7787
STEVE MARBAIS GEORGE HICKEY Regional Vice President Regional Vice President Marbais Enterprises, Inc. Bond Auto Sales Ocoee, FL Tampa, FL (407) 877-7422 (813) 238-7478
PAUL MATTON Regional Vice President Park Auto Mall Pinellas Park, FL (727) 639-1112
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32 — Independent Dealer — September 2012
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