STREET SMART THE OFFICIAL MAGAZINE OF IOWA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION
FEBRUARY/MARCH 2018
NEW RULE FOR SALES TO MILITARY SERVICE MEMBERS
DOD SAYS “CREDIT-RELATED” PRODUCTS ARE SUBJECT TO MLA REQUIREMENTS PAGE 08
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RETAIL READY | BY JUSTIN M. OSBURN
DESIGNING A SUPERIOR MEET AND GREET Crafting and Reviewing the Play Recently I was on an airplane and the lady next to me struck up a conversation. She asked what I did for a living and I told her I consulted independent auto dealers. She became very inquisitive about the car business. She quickly offered her fear of car shopping and told me about her recent experience that turned into a nightmare. I asked her what emotions she felt when thinking about driving onto a car lot to purchase a vehicle. She said, “Fear of being screwed.” This information is nothing new. However it is the building block of how critical an effective meet and greet can be to our prospects. An additional BHPH fear from the prospect is fear of getting turned down. Our first impressions and ability to gain trust set the sales process up for success or failure. While there are certainly dealerships full of sales professionals who open with a competitive meet and greet, there are some that struggle to offer a consistent and superior greeting to prospective buyers. Why? Why do some nail it time and time again while others struggle to get even one sales professional on the team to conduct a first-class meet and greet? Here are a few steps your dealership can take to improve the overall execution of the meet and greet on the lot, right now! Leadership must decide the expectations of the meet and greet. Team members do not usually wake up each morning and say, “Self, today I am going to have a horrible day and do everything I can to be disruptive and not follow my manager’s instruction.” Actually, most team members come to work each day willing to follow great leaders and the tactics that produce results. A pitfall easy to overlook is no structured script or direction for the sales team to learn, practice and perfect their meet and greet. A critical step to improvement is the leadership deciding, with clarity, how the meet and greet should be conducted and then teaching and coaching the team members to replicate that vision with repetition and practice. Consider regular, short sales meetings each morning. This gives the leadership an opportunity to see who is at work, who is not, who is late and who came dressed for success as well as get a pulse of the team’s attitude for the day and offer some quick and structured practice. Coach the sales department on how to run “the play” of meet and greet. When team members are confused or
A PIT FA L L E ASY T O OV ERLOOK IS NO S T RUC T URED SCRIP T OR DIRECTION FOR THE SALES TEAM TO LEARN, PRACTICE A N D P E R F E C T T H E I R M E E T A N D G R E E T. don’t know what to do, it’s human nature to do nothing, to stand still in the confusion. This is very apparent when a sales team member demonstrates hesitance to take an “up”. They are not sure what to do. You could fire them, or yell, or, worse, quietly remain bitter toward them as you both drown in failure. An alternative approach is to coach them how to run “the play” of meet and greet laid out in the first step. Then, rehearse it with them until they demonstrate perfect practice. If a mystery shopper walked on to your lot today and was greeted by the sales team, what would it sound like? Evaluate what works and does not work. If there is a well-crafted meet and greet plan and the team is demonstrating perfect practice, leadership should consistently encourage feedback on what parts of the play work and which parts could be improved. In football, a coach draws up a play and shows it to the team, then they practice all week and run the play in the next game. Certainly it doesn’t end there. The coach and the team are interested if the play resulted in big yardage, short yardage or even a loss of yards. They watch film after the game to review how the opponent responded to the play and what parts worked or did not work. If the play lost yards, it is not necessarily
scrapped. Perhaps the blocking assignments need tweaking, a different player needs to touch the ball or the play needs to be run in a different situation. Once leadership at the dealership has drawn up a meet and greet, shown it to the team and rehearsed it, there should be a review with the team after it is has been used to see if it needs to be tweaked, changed up and/or improved. What are the results? What is the goal of a meet and greet and how do leadership and the team know if it was a successful play or not? The goal of a meet and greet should be to offer a great first impression, open up the ability to build rapport and ultimately move the prospect to the next step in the sales process. What is the next step? Can your leadership and team answer that question, consistently? Tip: A great opening question: “Hi, my name is Justin. Have you been to our dealership before or is this your first time?” I’d love to hear creative plays your team is running on the meet and greet. Typically a sincere and prepared opening has great results. For a few more opening questions that work, email me at justin@niada.com. Justin Osburn is a moderator, consultant and trainer for NIADA Dealer 20 Groups, offering more than a decade of experience in retail and Buy Here-Pay Here executive management.
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INSIDE INSIDE
03............................ Designing a Superior Meet and Greet 06....................................................IIADA Annual Meeting 07............................................................... Industry Trends 08........... New Rule for Sales to Military Servicemembers 10....................................................Refresher on Doc Fees 12................................Combating Dealer Margin Declines
WHAT’S NEW
NIADA ACQUIRES NABD
NIADA has acquired the National Alliance of Buy Here-Pay Here Dealers. The acquisition was finalized in December. Look for details in upcoming NIADA publications. See you at the NIADA/NABD convention June 18-21 in Orlando!
ADVERTISERS INDEX
Manheim......................................................................... 11 NextGear Capital............................................................. 12 NIADA.TV.......................................................................... 7 vAuto.................................................................Back Cover
OFFICE
For information on how to become a member please contact Judy Wilson. iiada@netins.net 641-755-4177
NIADA HEADQUARTERS
NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION WWW.NIADA.COM • WWW.NIADA.TV 2521 BROWN BLVD. • ARLINGTON, TX 76006-5203 PHONE (817) 640-3838 Street Smart is published bimonthly by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203. Periodicals postage paid at Dallas, TX and at additional offices. POSTMASTER: Send address changes to NIADA State Publications, 2521 Brown Blvd., Arlington, TX 76006-5203. The statements and opinions expressed herein are those of the authors and do not necessarily represent the views of Street Smart or NIADA. Likewise, the appearance of advertisers, or their identification as members of NIADA, does not constitute an endorsement of the products or services featured. Copyright© 2018 by NIADA Services, Inc.
STATE MAGAZINE MGR./SALES
Troy Graff • troy@niada.com EDITORS
Jacinda Timmerman • jacinda@niada.com Andy Friedlander • andy@niada.com
DEALER FORMS, PRINTING AND PROMOTIONS
The following businesses can provide Iowa auto dealers with dealer forms, printing and promotional items: WILSON DISTRIBUTOR SERVICE 1-800-634-0974 • www.wds-usa.com or ERIKSON SOLUTIONS SERVICES, LLC 402-639-0664
KNOW WHERE TO LOOK FOR RECALL INFORMATION ON VEHICLES
Vehicle dealers needing information on factory recalls can visit www.recalls.gov or find manufacturer toll-free numbers by going to www.autopedia.com/html/HotLinks.html and making contact with the respective automaker. Know what recalls are pending on vehicles before you purchase them and give your customers peace of mind by checking out possible recalls before you retail the vehicle. For further info please visit www.safercar.gov or www.safercar.gov/vinlookup FIND ADDITIONAL RECALL INFORMATION AT THE FOLLOWING WEBSITES: www.recalls.gov and www.autosafety.org
INVESTIGATIONS INFORMATION LINE 515-237-3050 The hours of operation are Monday through Friday, 8:30 A.M. TO 3:30 P.M. This phone line receives numerous calls so the IDOT encourages the use of our email (invbureau@iowadot.us) if the phone line is busy. The bureau investigations information line provides a way for the public to request information, ask questions or file a complaint related to investigative duties and responsibilities. This line is the primary point of contact to reach an investigator who is responsible for investigations in a specific area of the state of Iowa. To ensure accurate information is provided, the bureau investigations information line is answered by a bureau of investigation and identity protection investigator.
MAGAZINE LAYOUT
Christopher Hanley • chris@niada.com PRINTING
Nieman Printing
BOARD MEMBERS PRESIDENT
Jeff Schneider
Pocahontas Sales & Service PO Box 66 Pocahontas, IA 50574 712-335-4470
CHAIRMAN OF THE BOARD
Douglas Livy, Jr.
Kim Nelson
VICE PRESIDENT
Craig Dam
TREASURER
Judy Wilson, IIADA P.O. Box 337 Panora, IA 50216 641-755-4177
February/March 2018
Preowned Solutions 11010 Douglas Ave. Urbandale, IA 50322 515-528-8180
Quality Motors of Ames PO Box 7 Ames, IA 50010 515-290-2673
Carroll Car Credit Co. 409 E. 6th St., Box 805 Carroll, IA 51401 712-792-0140
STREET SMART
Tab Miller
Nelson Automotive, LLC 300 Sandpiper Court P.O. Box 466 Polk City, IA 50226 515-984-9600
Clay Winterboer
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REGIONAL REPRESENTATIVES
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Dam Auto Sales, Inc. 1021 Lewis Blvd. Sioux City, IA 51105 712-522-2831
Rick Theilen
Theilen Auto Sales 10536 265th Street Clear Lake, IA 50428 641-424-3352
Jay Muller
Best Auto, Inc. 900 S. Grand Avenue Spencer, IA 51301 712-262-4581
David A. Farmer
David A. Farmer, Inc. 1613 Franklin Center Point, IA 52213 319-849-2432
Doug Wilson
Lake Country Automotive P.O. Box 341 Panora, IA 50216 641-755-3048
Marcus Hebert
ADMINISTRATIVE OFFICES
P.O. Box 337 Panora, IA 50216 Ph: 641-755-4177 Fax: 641-755-3247 Email: iiada@netins.net Toll Free: 866-962-9202
AUCTION REPRESENTATIVES
Dave LaFleur
ADESA Des Moines
Monte Delzell
Dealer’s Choice Auto Auction
CarsNow, LLC 2124 W. Broadway Council Bluffs, IA 51501 712-256-6757
Jami Schnoebelen
Merrill Hitchcock
Plaza Auto Auction
Merrill’s Motors 317 N. 8th Street Winterset, IA 50273 515-462-1683
Des Moines Auto Auction
Mark Greb
LEGAL UPDATE | BY THOMAS B. HUDSON AND NICOLE FRUSH MUNRO
THE CARLAWYER Keeping You Informed with the
Latest Governmental Issues and Activity in the Used Car Industry Note this column does not offer legal advice. Always check with your lawyer to learn how what we report might apply to you, or if you have questions. This Month’s CARLAWYER Compliance Tip In the “Case of the Month” below, a dealer successfully defended a claim by a buyer that the vehicle the buyer bought on an “as is” basis came with an implied warranty. Dealers in most states can “disclaim” such warranties, as this dealer did, by using certain disclaimer terms in the sale documents. The law requires, though, the disclaimer language be “conspicuous.” Take a look at your sale documents’ disclaimer language. Does it jump off the page at you? If not, maybe it’s time for a rewrite. FEDERAL DEVELOPMENTS Axing the CFPB’s arbitration rule: On November 1, President Trump signed a joint resolution nullifying the CFPB’s arbitration rule, which limited the effectiveness of mandatory arbitration clauses in consumer financial contracts by banning class action waivers. A week prior, the Senate voted 51-50 to pass the resolution, with the vice president breaking the tie. Dealers behaving badly: On November 6, the FTC obtained a proposed court order settling allegations a group of Southern California dealerships violated a 2014 administrative order prohibiting them from misrepresenting the cost and terms of vehicle financing and leasing in their ads. The current proposed order addresses similar advertising misrepresentations, in violation of the Truth in Lending Act and the Consumer Leasing Act. The order also provides for a $1.4 million civil penalty. Upping the ante: On November 8, the CFPB and the FRB announced they are increasing the dollar thresholds in Regulations Z (Truth in Lending) and M (Consumer Leasing) for covered consumer credit and lease transactions. The thresholds for TILA and the CLA must be adjusted annually based on the increase in the consumer price index. Based on the annual percentage increase in the CPI as of June 1, 2017, TILA and CLA protections generally will apply to consumer purpose credit transactions and consumer purpose leases of $55,800 or less in 2018 – an increase of $1,200 from 2017. However, private education loans and loans secured by real property (such as mortgages) are subject to TILA regardless
of the loan amount. Cordray takes his exit: On November 24, Richard Cordray resigned as director of the CFPB and appointed his chief of staff, Leandra English, as deputy director. A few hours later, President Trump appointed Mick Mulvaney, the director of the Office of Management and Budget, to serve as acting CFPB director until the Senate confirms a permanent director, setting up a conflict with Cordray’s appointee. On November 26, English sued Mulvaney and the president in the U.S. District Court for the District of Columbia, asking the court to restrain Mulvaney from heading the CFPB until a permanent director can be nominated and confirmed. Two days later, the judge denied her request for a temporary restraining order, but has not yet issued a decision on the merits of her claim she has the authority to serve as acting director of the CFPB. CASE OF THE MONTH “As is” statements in bill of sale and buyer’s guide sufficient to exclude implied warranty on used car that became inoperable three days after purchase: A woman bought a used car “as is” from a dealership. The car worked for only three days before breaking down. The dealership offered the buyer $2,000 toward another car, but the buyer rejected the offer and sued. The dealer’s bill of sale and the buyer’s guide both noted in large, capital letters the sale was “as is.” The trial court noted there was no warranty, but it nevertheless awarded the buyer $1,500, reasoning “a car should last more than three days.” On appeal, the dealership argued it had properly disclaimed all express and implied warranties. The Appellate Court of Illinois discussed Section 2-316 of the Illinois Uniform Commercial Code, which allows a seller to exclude implied warranties from a contract for the sale of goods. The statute provides that “unless the circumstances indicate otherwise, all implied warranties are excluded by expressions like ‘as is,’ ‘with all faults’ or other language which in common understanding calls the buyer’s attention to the exclusion of warranties and makes plain
that there is no implied warranty.” The appellate court also discussed Section 2-608 of the Illinois UCC, which provides the circumstances in which a buyer may revoke acceptance of a purchased good. The appellate court reasoned the buyer had “no claim for revocation of acceptance based on a ‘nonconformity’ that substantially impaired the value of the vehicle … where [the dealership] effectively disclaimed any implied warranties and sold a used car … ‘as is’ because the condition of the vehicle – a used vehicle in ‘as is’ condition – did, in fact, conform with the parties’ agreement.” The appellate court concluded that using the term “as is” was sufficient for the dealership to disclaim the implied warranty of merchantability under Section 2-316 and the buyer had no claim for revocation of acceptance under Section 2-608. Therefore, the appellate court reversed the trial court’s award of $1,500 to the buyer. See Boyd v. Steve’s Key City Auto, 2017 Ill. App. LEXIS 665 (Ill. App. October 26, 2017). Practice note: Some states prohibit the disclaimer of implied warranties. For those of you in Illinois, note the legislature recently enacted a law that disallows disclaimers of implied warranties in most used vehicle sales. Illinois House Bill No. 4377 amends Illinois’ Consumer Fraud and Deceptive Practices Act to require generally that dealers provide a limited 15 day/500 mile warranty on the sale of most used vehicles. Dealers are prohibited from disclaiming the UCC warranty of merchantability during this limited warranty period. Additionally, an agreement for the sale of used vehicles subject to the law must include a detailed disclosure as set forth in the new legislation. See 815 ILCS 505/2L. So, there’s this month’s roundup! Stay legal, and we’ll see you next month. Tom (thudson@hudco.com) is of counsel and Nikki (nmunro@hudco.com) is a partner in the law firm of Hudson Cook, LLP. Tom has written several books and is the publisher of Spot Delivery, a monthly legal newsletter for auto dealers. He is editor in chief of CARLAW, a monthly report of legal developments for the auto finance and leasing industry. Nikki is a contributing author to the F&I Legal Desk Book and frequently writes for Spot Delivery. For information, visit www. counselorlibrary.com.© CounselorLibrary.com 2017, all rights reserved. Single publication rights only, to the Association. (12/17). HC/4818-3568-8536v1.
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ASSOCIATION NEWS
IIADA ANNUAL MEETING May 5 at Lake Panorama Please join us for the IIADA annual meeting! It will be held Saturday, May 5, at the Lake Panorama National Resort and Conference Center on Lake Panorama in Panora, Iowa. The schedule is as follows. 10:00 a.m 5 Hour Continuing Ed Class For details, visit www.iowaiada.com or www.dmacc.edu. Sign up to attend dealer education class through DMACC. 12-1:00 p.m.
Lunch and Guest Speaker
1-4:00 p.m.
Resume Dealer Ed Class
4:00 p.m.
IIADA Annual Meeting
5:30 p.m.
Social Time
6:15 p.m.
Scholarship Banquet
7:00 p.m.
Awards Program – IIADA Quality Dealer and Scholarship Awards
7:30 p.m. Scholarship Auction Attendees are asked to bring a donation for the scholarship auction. For further information contact IIADA at 641-755-4177 or iiada@netins.net.
ASSOCIATION NEWS
PRESIDENT‘S LETTER Life is a Journey Fellow dealers, Hello from Pocahontas Sales & Service. I hope 2018 started with a bang and profits are rolling in. Let me give you a quick autobiography of how I got started in the car business. I started my adult life working in a butcher shop right out of high school. My brother and I bought it, worked seven days a week, went broke and nearly starved. From there, I went to a factory where we remanufactured tractor parts. I worked and advanced for two and a half years until my bad attitude got the best of me. I switched to another factory building tow trucks. I worked there for eight and a half years and moved up through the company into the sales office. It was there I realized how uncomfortable I was being under someone’s thumb. Again, I let my attitude get bad and I felt unappreciated, so I quit. I went to another factory where I was building and selling conveyers and packaging equipment. After a couple of years, I let my attitude slip once more and I quit that job. Are you starting to see a pattern here? I looked around for a couple of weeks until a friend asked me to apply for a sales
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job at a Chevy dealership. This would be my first experience in the car business. I drove 50 miles every morning and submerged myself into the business. I was usually the first one there and the last one to leave. I wanted to succeed, but working for someone else made me realize there would always be limits to my success. Now comes the scary part. I had no debt – no credit card debt, my house was paid off, and both my cars were paid for. In March 2003, with two young kids, I changed all of that. After eight and a half months working in a successful dealership, I mortgaged my house, maxed out my credit cards, and borrowed as much as I could from a local bank and a business partner to start my own business. My grand opening was in September 2003. I was robbed twice in the first year. My wife had a nervous breakdown and quit. I would go to the auction near the end of each month and buy cars. If I spent $25,000 at the auction, I would borrow $30,000 against them to pay the rent and other bills. I know this story is not unique. Everyone reading this has gone through a gauntlet of obstacles to get where you are. This journey we go through is better than any college you could ever attend. I would love to be sitting around a campfire listening to your stories. I bet there are some good ones out there. I also got married and raised two kids and now have a granddaughter. There have
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been some great adventures outside of the car business as well, but I have to save those stories for another time. Here we are 15 years after taking the plunge into the wild and unpredictable car business. I turned 50 in January while scuba diving and fishing in Tulum, Mexico. I highly recommend it. My story is a long way from being over and I hope yours is also. Well enough about me. How about a funny? Sam goes to the doctor for his yearly checkup. “Everything is fine,” said the doctor. “You’re doing OK for your age.” “For my age? I’m only 75. Do you think I’ll make it to 80?” “Well, do you drink or smoke?” “No.” “Do you eat fatty meat or sweets?” “No. I’m very careful about what I eat.” “How about your activities? Do you engage in thrilling behaviors like speeding or skiing?” “No. I would never engage in risky activities.” “Well, then why in the world would you want to live to be 80?” If this joke doesn’t make you laugh, it will definitely make you think. “Life is a journey, not a destination,” said Ralph Waldo Emerson. Thank you and best regards, Jeff Schneider President IIADA
ACCELERATE
| BY GWC WARRANTY
5 INDUSTRY TRENDS TO WATCH IN 2018 Breakdown of Industry Outlook It’s a new year, which means a fresh start and new look at the automotive industry. We’ve read all the latest analysts’ reports and have a breakdown of where the industry is heading in what many believe is a promising year for the automotive industry. Used Car Sales Year-over-year statistics don’t tell the entire story when looking at December of 2017 – because December 2016 was an industry record – but looking at the year as a whole, the numbers look great. At year’s end, Edmunds estimated used car sales totaled 38.8 million, a number the entire industry can certainly live with. Dealer Sentiment Cox Automotive regularly releases its dealer sentiment index, which gauges how independent dealers are feeling about the current market. Independents scored 52 in the fourth quarter, which continues a trend of promising scores. Most encouraging is that fewer independents are now reporting “limited inventory” as a factor holding back
their businesses. Used Car Pricing Year-over-year used car prices at the end of 2017 almost broke even with the previous year – a positive sign that economic, regulatory and environmental factors haven’t impacted the industry too much in either direction. In fact, about half of all used car segments saw gains at the end of the year, meaning smart inventory selection will pay off in early 2018. Late-Model Supply Through November, J.D. Power Valuation Services reported a 4.4 percent
year-over-year volume increase for latemodel vehicles. Combine that with the fact 22.9 percent of new vehicle sales were leases, and it shows an availability boom that can stick around through 2019. CPO Sales For the seventh straight year, Certified Pre-Owned sales set record marks. And while this figure only encompasses manufacturer CPO programs, that doesn’t mean independents can’t reap the rewards. Offering an after-market CPO program will help you level the playing field and cash in on the trust customers place in CPO vehicles.
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LEGAL MUSINGS | BY SHAUN PETERSEN
NEW RULE FOR SALES TO MILITARY SERVICE MEMBERS DoD Says “Credit-Related”
Products Are Subject to MLA Requirements In mid-December, the Department of Defense issued a new interpretation of the Military Lending Act, impacting sales to members of the military and their dependents. When Congress passed the Military Lending Act, it imposed a series of requirements for extending credit to members of the military and their dependents. However, Congress also created several exemptions to those limitations, including one for the extension of credit that is expressly intended to finance the purchase of a motor vehicle when the credit is secured by the motor vehicle purchased. Congress included a similar exemption related to credit extended for the purchase of personal property. The new interpretation drastically alters the scope of what the industry previously understood the motor vehicle exemption to include. Before, dealers and finance companies understood the motor vehicle exemption to include the extension of credit for all things included in a motor vehicle transaction, such as the purchase price of the car, taxes and other state fees, negative equity and voluntary protection products like service contracts, GAP, etc. Now, DoD has turned that on its head. At issue is whether financing above and beyond the actual purchase price of the vehicle takes the transaction out of the safety net of the exemption. DoD’s interpretation says it depends on what is being financed. “Generally, financing costs related to the object securing the credit will not disqualify the transaction from the exceptions,” it reads, “but financing credit-related costs will disqualify the transaction from the exceptions.” So what are “costs related to the object securing the credit”? DoD provided some examples of costs that fit firmly within the exemption. Items such as negative trade equity, extended warranties or service contracts, and “optional leather seats within that vehicle.” What about “financing credit-related costs”? DoD said financing items such as GAP, credit insurance and “additional ‘cashout’ financing” are not included within the exemption.
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D O D P R O V I D E D S O M E E X A M P L E S O F C O S T S T H AT F I T F I R M LY W I T H I N T H E E X E M P T I O N . I T E M S S U C H A S N E G AT I V E T R A D E E Q U I T Y, E X T E N D E D WA R R A N T I E S O R S E R V I C E C O N T R A C T S , A N D “ O P T I O N A L L E AT H E R S E AT S W I T H I N T H AT V E H I C L E .”
According to DoD, any dealer who finances those credit-related costs is subject to the Military Lending Act regarding transactions as far back as Oct. 3, 2016 – even though the new interpretation is just weeks old. So what should you do? Dealers selling and financing credit-related products such as GAP and credit insurance should determine whether customers are members of the military or dependents of military servicemembers prior to offering F&I products for sale. Dealers can check by entering the customer’s social security number and birthdate into DoD’s MLA website at https:// mla.dmdc.osd.mil/mla/#/single-record. While other services might be available to provide that information, checking that website or subscribing to an MLA offering notated on a credit report from a credit reporting agency provides a safe harbor for determining covered persons. If customers are covered by the rule and you decide to sell credit-related products, specific disclosures must be provided in writing and orally. In addition, the transaction is subject to the military APR rate cap of 36 percent and other contractual limitations will be imposed, including a ban on arbitration provisions. One of the options many are considering to ensure compliance is simply not offering credit-related products to those covered by the rule. Many dealers, once they determine
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a consumer is covered by the MLA, are simply informing the covered customers that creditrelated products are not offered for sale. Regardless of which compliance option they choose, dealers should consult with their attorneys to determine which products are “credit-related” and thus potentially subject to the rule. Your individual lawyer can provide you with specific legal advice tailored to your business. In the meantime, rest assured NIADA is working with other interested industry partners, members of Congress and federal regulators to express our concerns with the new rule and the lack of process involved in issuing it. DoD did not provide notice of the interpretation nor an opportunity for interested parties to comment before it was issued, precluding NIADA and other stakeholders from pointing out the harm that will come to both the military servicemembers and the industry. One of our strategies in explaining our position is to illustrate the value of those credit-related products. So if you as dealers are aware of any of your military customers who have directly benefited from GAP, credit insurance or other similar products, please contact me at (817) 640-3838 or shaun@niada.com. Shaun Petersen is NIADA’s senior vice president of legal and government affairs.
SOCIAL MEDIA
| BY KATHI KRUSE
ANNUAL SOCIAL MEDIA POLICY REVIEW Why It Is a Best Practice It’s 2018 and you know what that means – it’s time to assess and realign things for the new year. Do you have a social media policy in place for your dealership? If so, how often do you review it?
PROTECTING COMPANY ASSETS It’s a good business practice to regularly assess company assets. Public or private, a dealership’s market value or equity is based directly on the assets it retains. Assets both tangible – such as cash, property and buildings – and intangible – such as your digital reputation, policies and procedures, and social media presence – are directly responsible for a store’s market value. Social media policy falls under the intangible asset category, and reviewing your policy on an annual basis is a best practice. Just as a regular review of expenses and operations results in many benefits, so does a social media policy review. WHY DO AN ANNUAL SOCIAL MEDIA POLICY REVIEW? There is often a lot of angst and fear around social media, and an annual review takes some of the sting out. You can’t control everything, but with a good policy in place and regular reviews, you’ll leave a lot less to chance. Reaffirm company guidelines for employee use of social media. When hired, each employee should have signed an acknowledgment of receipt of the company’s social media policy. A process to conduct annual reviews of company policy on everything is always a good idea but it’s crucial for social media. Why? Because social media changes often and a dealership’s social media policy should change along with it. It’s an insurance policy in the event of a social media crisis. We’ve seen enough social media debacles at Kruse Control in the past nine years to know it’s not a matter of if, but when it could happen.
Are you prepared should it happen to you? First, it should be determined and documented what a social media crisis is. Having a company-wide plan in place will empower you to act quickly and effectively when a crisis begins. Instead of wasting time debating how to handle things on social media, you’ll be prepared to take action and prevent the crisis from growing out of control. It helps avoid legal trouble and exposed liabilities. There’s a lot of pressure for dealers to communicate online today. It’s easy to overlook that social media brings certain responsibilities to mitigate liability. Some of the places a dealer could get into trouble are: • Using work without permission. • Defaming competitors. • Promises not kept. • User privacy. • Contest violations. Pro Tip: The use of social media increases the risk of accidentally committing libel, slander, copyright infringement and privacy invasion. All those tweets and posts can lead to lawsuits, but a general liability insurance policy can help. It includes protection for “advertising injury,” meaning claims from your competitors that you badmouthed them in an ad. It safeguards against accidental leaks of confidential information. Social media is a growing security risk as a source of data leaks and misinformation. Vigilance and training are crucial to minimizing risks for individuals and the company. Employees using personal electronic devices discuss all sorts of work-related topics on social media – both during and outside of work hours and locations. As a result, confidential data can leak directly. Another security concern about social media – which continues to make headlines – is criminals can exploit social media to rapidly disseminate “fake news” and other forms of misinformation. Such devious tricks impact more than just politics. They can be used to manipulate stock prices, harm personal or business reputations, or even cause people to take actions that harm innocent parties while helping criminals. In Kruse Control’s clients’ customtailored social media policies, we
spell out the consequences that come from accidental leaks of confidential information. We determine where risks lie and recommend actions to prevent them. It protects a company’s digital reputation. Businesses around the world ranked damage to their reputation or brand, magnified by social media, as their top risk management concern, according to Aon’s 2017 Global Risk Management Survey. Warren Buffet said, “It takes 20 years to build a reputation and five minutes to ruin it.” That is especially true today, as highprofile crises including cyber attacks, product recalls and damaging social media posts become more prevalent. In the current environment, protecting reputation and actively managing risk can take on strategic importance. Yet for many organizations, managing reputation presents challenges. Many dealers do not have a written process exclusively for reputation management. Truthfully, until social media showed up, you didn’t really need it. Reputation management was left to the marketing and PR people. Today, every employee is a marketer. A review of social media policy will support ongoing efforts to build and protect a company’s digital reputation by spotlighting internal practices and processes. It keeps HR in the loop on marketing. More and more, dealers are using social media as a recruiting tool. With the addition of “social selling” into the sales process, it’s easy to see that HR is fast becoming a necessary participant in the social media marketing process. There’s a trend toward hiring employees who already have a current social media following because they are influencers and are often seen as subject matter experts, especially if they’re in sales positions. A review of social media policies and procedures should include an update on how HR folds into social media and outlines its stake in decision-making around social media. Kathi Kruse is an automotive social media marketing expert, blogger, consultant, author, speaker and founder of Kruse Control Inc., which coaches, trains and delivers webinars focused on integrating social media and online reputation management into dealership operations. She can be reached at kathi@krusecontrolinc.com.
www.iowaiada.com
February/March 2018
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| BY IIADA STAFF
LET’S GO OVER THIS AGAIN Refresher on Doc Fees As of July 1, 2016, Iowa auto dealers are required to adhere to a new law regarding documentary fees. Since we are nearing the two-year mark of the enactment of this law perhaps it is time to review. Prior to the enactment of the current law placed into Iowa Code Chapter 322, and specifically section 322.19A, there was no reference in the Iowa code to dealer doc fees. The new law placed a cap on doc fees of $180 with a $25 reduction at the time the Iowa DOT implements a statewide program for title transfers – which is coming about in 2018. The law reads as follows: 322.19A Documentary Fee 1. For purposes of this section, “documentary fee” means a fee that may be charged to a customer by a motor vehicle dealer for the preparation of documents related to an application for motor vehicle registration and an application for the issuance of a certificate of title, and the performance of other related services for the customer. “Documentary fee” does not include any costs or fees charged to a motor vehicle dealer or a dealer’s customer by a third party. 2. A motor vehicle dealer may charge a documentary fee not to exceed $180 for each motor vehicle sold in a transaction. 3. After the department has implemented a statewide program pursuant to Section 321.20, subsection 2, the maximum documentary fee permitted by subsection 2 shall be reduced by $25. 4. A motor vehicle dealer who charges a documentary fee to a customer shall include the fee in the price of the motor vehicle. The dealer shall disclose the full amount of the fee in any price of a motor vehicle advertised by the dealer and when making or accepting an offer to sell a motor vehicle The dealer shall provide the following notice to the customer, which notice shall be clearly and conspicuously disclosed in any motor vehicle purchase agreement with the customer. Documentary Fee: A documentary fee is not an official fee. A documentary fee is not required by law, but may
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be charged to a buyer for the preparation of documents and the performance of related services. The maximum amount that may be charged for a documentary fee is determined by Iowa code section 322.19a. This notice is required by law. 5. A violation of this section is an unlawful practice under section 714.16. The law is quite clear as to what a dealer shall do to be in compliance. Some observations we have made: • In looking at dealer websites, paper ads, Craigslist, etc., we notice very few dealers are disclosing that they charge a documentary fee. Often dealers state “prices DO NOT include tax, title or license fee, dealer fees or dealer installed options.” Perhaps it would be just as easy to disclose the following: “All of our prices include a documentary fee of $80, but do not include tax, title or license fees.” • We also hear numerous rumors of additional fees being tacked on to the purchase price of vehicles such as a “dealer service fee,” “dealer prep fee,” or “dealer delivery fee.” These terms might raise red flags with regulators if these fees are not able to be substantiated or are just another way to keep extra fees high for consumers. We are aware that prior to the enactment of a maximum allowable doc fee in Iowa some dealers were charging some very high doc fees – between $400 and $800 dollars – and when the law passed apparently they were searching for ways to still bring in that revenue so they have created another name for their fees. • One thing is for sure – if regulators have to crack down on dealers who abuse the law, all dealers will be impacted. So we encourage all dealers to follow the law. Documentary fees are a controversial subject in many states and the only way to address the issue is to either place a cap on doc fees or to disallow them altogether. Since the legislature decided to cap the Iowa doc fee they provided a middle ground for Iowa auto dealerships. Acting responsibly as dealers can do a lot for the image of the auto industry so we ask dealers to do their part and comply with the law. Please note, as referenced in the law, regarding documentary fees Iowa Code Section 714.16 describes what may be considered as consumer frauds. The Iowa Attorney General’s Office of Consumer Protection advises “dealers should be disclosing the document fee and adhering to the statutory limits. Dealers should not be adding fees with new, creative names in an attempt to avoid the statutory limits.” www.iowaiada.com
MIDWEST AUTO AUCTION DIRECTORY
REGULATORY MATTERS
135 AUTO AUCTION
4716 S. Santa Fe Street Wichita, Kansas 67216 316-351-5001 Dealer Consignment Sale Thursdays at 9:00 a.m. Free Breakfast, Free Car Wash
ADESA DES MOINES
1800 Gateway Drive Grimes, IA 50111 (515) 986-1200 Fax: (515) 986-1201 www.adesa.com General Manager: Jeff Lisle Fleet/Lease Manager: Lesa DeRoy Consignment Sale every Tuesday at 9:30 a.m. Fleet/Lease Sale Tuesday 10:30 a.m.
ADESA KANSAS CITY
15511 Adesa Drive Belton, Missouri 64012 (816) 525-1100 (800) 950-2350 Fax: (816) 525-4714 General Manager: Kevin Rhoads Tuesday 9:30 a.m.
ADESA MINNEAPOLIS
18270 Territorial Road Dayton, MN 55369 763-428-8777 763-428-8701 General Manager: Jay Fahrendorff Sale: Tuesday, 10 a.m. www.adesa.com
ADESA SIOUX FALLS
46893 271st Street P.O. Box 218 Tea, SD 57064 (605) 368-5364 Fax: (605) 368-2808 General Manager: Bob Holm Wednesday Sale 10:00 a.m. IAAI SALVAGE SALE EVERY OTHER WEDNESDAY – 8:30 A.M.
ADESA ST. LOUIS
7858 Highway 61-67 Barnhart, Missouri 63012 636-475-9311
ADESA WISCONSIN
W 10415 State Road 33 Portage, WI 53901 608-742-8245 608-742-4415 (f) Tony Manwarren, general manager Sale: Thursday, 9:30 a.m. www.adesa.com
CARMAX AUCTION – DES MOINES
10315 Hickman Road Urbandale, Iowa To Register: 888-804-6604 In House Auction – Every other Monday 9:30 A.M.
DEALERS CHOICE AUTO AUCTION, INC.
503 South Wapello Road Mediapolis, Iowa 52637 319-394-3510 (888) 771-6810 319-394-3511 (fax) www.dcaa.com President: Monte Delzell Nationwide Transportation: EZ Auto Shippers Steve Miller: 866-310-5936 Sale Every Tuesday – 6:00 p.m.
DES MOINES AUTO AUCTION 1530 S.E. McKinley Road Des Moines, Iowa 50320 (515) 285-8911 Fax: (515)256-9161 FRIDAY AT 9:30 A.M. Todd Givant, General Manager
GREATER QUAD CITY AUTO AUCTION
4015 78th Avenue Milan, Il 61264 (309) 787-6300 Fax: (309) 787-4541 Tuesday 10 a.m. – Thursday – 6 p.m. General Manager: Larry Anderson
GREATER ROCKFORD AUTO AUCTION
5937 Sandy Hollow Road Rockford, Il 61109 (815) 874-7800 (800) 830-4722 Fax: (815) 874-1325 General Manager: Chad Anderson Wednesday 10 A.m.
KCI AUTO AUCTION
11101 N. Congress Kansas City, MO 816-502-3318 816-801-8565 (f) Doug Doll Consignment Sale: Thursday, 9:30 a.m. www.kciaa.com
LINCOLN AUTO AUCTION, LTD 11909 US HWY 6 Waverly, Nebraska 68462 402-475-5500 www.lincolnautoauction.com Ryan Durst, Vice President Weds. 10:00 a.m.
MANHEIM ARENA ILLINOIS 200 West Old Chicago Drive Bolingbrook, Il 60440 (630) 759-3800 (630) 759-9668 General Manager: John Olejniczak Dealer Sales Manager: Louis Palermo Tuesday 9 a.m.
MANHEIM CHICAGO
20401 COX AVENUE MATTESON, ILLINOIS 60443 815-806-4222 Mike Cesta, General Manager
MANHEIM KANSAS CITY
3901 North Skiles Road Kansas City, MO 64161 (800) 247-7163 Fax: (816) 452-2393 General Manager: Victor Ferlaino Wednesday 9:30 a.m.
MANHEIM MILWAUKEE
561 South Highway 41 - 27th Street Caledonia, WI 53108 (262) 835-4436 (800) 662-2947 Fax: (262) 835-2684 General Manager: Dennis Worthy Dealer Sales Manager: Kimberly Schure Wednesay 9 a.m.
MANHEIM MINNEAPOLIS
8001 Jefferson Highway Maple Grove, MN 55369-4924 (763) 425-7653 (800) 622-7653 Fax: (763) 493-0310 www.manheim.com General Manager: Tom Saldutte Assistant General Manager: Felix Hernandez Commercial Accounts Manager: Jennifer Etnier Open Sale Sale every Wednesday; 9am Ford Credit, 9:30 TD Auto Finance, Select Lane and Fleet/Lease/Rental Groups, 9:45am Dealer Consignment. Ford Factory Sale bi-weekly Wednesdays at 12 Noon; Fiat Chrysler Factory Sale bi-weekly Wednesdays at 12 Noon Total Resource Auction/Insurance Sale weekly, Tuesdays at 1:00pm.
MANHEIM NORTHSTAR MINNESOTA
4908 Valley Industrial Blvd. North Shakopee, MN 55379 (952) 445-5544 (888) 445-2277 Fax: (952) 445-6773 General Manager: Scott Maybee Assistant General Manager: Jon Eisenmann Commercial Accounts Manager: Rod Dubbe Open Sale Thursdays at 9am Total Resource Auction/Insurance Sale Thursdays at 1pm Specialty Sale (Heavy Truck/Equipment/ Powersports) every 2nd and 4th Thursday at 12:30pm $4k and Under Sale: Last Wednesday of the Month at 3pm
MANHEIM OMAHA
9201 S. 144th Street Exit 440 off of I-80 Omaha, NE 68138 (402) 896-8000 (800) 218-4192 Fax: (402) 896-6758 General Manager: Steve Robinson Assist. Gen Manager: Korey Grell Thursday 9:30am.
MANHEIM ST. LOUIS
13813 St Charles Rock Road Bridgeton, MO 63044 (314) 739-1300 (800) 533-5414 Fax: (314) 298-3347 General Manager: Jason Blake
MID-STATE AUTO AUCTION 100 Bach Ave. New York Mills, MN 218-385-3777 218-385-3232 (f) Rob Thompson, president Sale: Friday, 10 a.m. www.msaanym.com
NEBRASKA AUTO AUCTION, INC. 7500 N. 56th Lincoln, Nebraska 68514 402-466-8477 Contact: Mark Cooley Tuesday at 10:00 a.m. www.nebraskaautoauction.com
PLAZA AUTO AUCTION, INC. 320 Highway 30 West P.O. Box 147 Mt. Vernon, IA 52314 (319) 895-6232 Fax: (319) 895-6727 www.plazaaa.com Owner: Mark Greb Office Manager: Debbie Welsh Sales Manager: Becky McGinty Consignment Sale every Wednesday at 6:30pm. Fleet/Lease/Repo Sale Wednesday at 7pm.
TRI-STATE AUTO AUCTION Jct. Highway 11 & 80 P.O. Box 735 Cuba City, WI 53807 (608) 744-2020 (608) 744-3418 (800) 356-0625 Fax: (608) 744-7425 Owners/Managers: Gerald and Helen Brogley Thursday 6:30 p.m.
MANAGEMENT MATTERS
| BY DALE POLLAK
COMBATING DEALER MARGIN DECLINES Selling and Servicing with Greater Efficiency
How many dealers figured they’d make up for ever-smaller margins in new and used vehicles by selling more cars in 2017? If you asked the question in a room full of dealers, I suspect most, if not all, hands would be in the air. “You make up your gross in volume” is the age-old rule of thumb in the car business. But what if the thumb is broken and the rule doesn’t fit anymore? That’s the situation in today’s retail automotive market. In June, the National Automobile Dealers Association reported dealers are seeing declines in two important places – on the gross and net profits they realize when they retail new and used vehicles, and in the overall number of vehicles they actually retail. Gross/net profits: NADA reported gross profit as a percentage of new vehicle selling price dropped to 5.9 percent in the first half of 2017 compared to the same period in 2016. For used vehicles, the gross as a percentage of the sales price dropped to 12 percent. Meanwhile, the net profit per new vehicle retailed fell 74 percent to minus-$396 and the net profit for each used vehicle retailed fell nearly 50 percent to $112. Retail sales: In the first half of 2017, dealers averaged 449 new vehicle retail sales, up just two vehicles from the same period a year prior. Used vehicles had a slight drop, averaging 358 retail sales, down from 362. Those dealership data points suggest dealers who believe they can retail their way to improved profits are probably kidding themselves in the current market. If that strategy worked, shouldn’t we see decidedly different numbers from NADA? The data amounts to a call to action. Dealers need a better way forward that doesn’t rely simply on selling more cars to make more money. Similarly, cutting expenses won’t provide dealers sufficient relief from the combined pressures of margin compression and a softer sales environment. The best way forward rests with increased operational efficiencies. Dealers simply have to find a way to sell and service customers with greater efficiency and lower costs. The good news here is that most dealers have three areas of longstanding inefficiency that, if addressed, can
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help them achieve the higher levels of operational efficiency, productivity and profitability they need to thrive in the years ahead. Human capital: Dealers continue to suffer from an average annual turnover of 67 percent in sales and 40 percent across their operations. Those figures suggest a high level of dissatisfaction. You can only wonder how many deals are lost or bad decisions made on any given day because the hearts and minds of dealership employees aren’t in the game. Dealers who have tackled this inefficiency have formalized their hiring processes around key personality traits and cultural fit and have moved away from the traditional practices of commissionbased pay and uncertain work hours. Inventory: I see signs of inventory inefficiency every day. If I had to summarize the problem, I think it’s fair to say up to a third of dealers’ vehicle inventory is effectively dead capital. Those are over-age vehicles that haven’t sold, and they’re preventing dealers from reinvesting that capital in more profitproductive units. Of course, there are a multitude of reasons behind such inventory inefficiencies but they all point to the same underlying need for more investmentminded inventory decisions. Dealers need to do a better job of assessing each vehicle’s retail prospects before they own it, then work more diligently to retail every unit more quickly, before its ROI and front-end gross effectively disappear. Technology: Dealers have invested sizable sums in technologies that should help their sales associates and service technicians work more productively and profitably. Yet sales associates still average about 10 retail sales per month and technicians about 40 hours per week – averages that haven’t changed in nearly 40 years. The statistics suggest solutions providers can and should do a better job of helping dealers achieve greater use of their tools, which would help dealers realize the promise of increased efficiency and profitability the technology and tools are intended to produce. Those three areas of opportunity don’t represent an end-all, be-all list. But they do offer starting points for dealers to push back against margin compression and a softer market, and gain back some of the profitability that seems to dissipate with each passing year. Dale Pollak is the founder of vAuto and an executive with Cox Automotive. This column originally ran on his blog. For this story and all his posts, visit www.dalepollak.com.originally ran on his blog. For this story and all his posts, visit www.dalepollak.com.
APPROVED MEMBER BENEFIT PROVIDERS ADVANCED BUSINESS PRODUCTS, INC.
Printing, Promotional Products, & Wearables Contact: Scott Jayne PO Box 71547 Des Moines, IA 50325 Phone: 515-225-6343 Toll Free: 888-464-2274 Fax: 515-225-6510 Toll Free Fax: 877-987-3514 Website: www.go4abpi.com
ASSOCIATIONS MARKETING GROUP INC Health Insurance Jesse and Lee Patton 1112 Maple Street West Des Moines, Iowa 50265 Toll Free: 800-798-6772 Phone: 515-270-8178 Fax: 515-270-0398 E-mail: leepatton@amgi-dsm.com
AUTO OWNERS INSURANCE
8% DISCOUNT TO ALL IIADA MEMBERS
AUTOJINI.COM
Websites for Dealers Contact: Syed Azam 310 Main Street Ste 201 Ames, IA 50010 Phone: 515-232-2024 E-mail: syed@octadyne.com
CITIZENS COMMUNITY CREDIT UNION
2012-1ST AVENUE SOUTH FORT DODGE, IOWA 50501 Phone: 515-955-5524, Ext. 202 Fax: 515-955-8241
CU DIRECT (CUDL)
ERIKSON SOLUTIONS SERVICES, LLC
F & I Compliance & Sales Training Alpha Warranty Services Classic Essential GAP – Norman & Co. Frazer Computing Rep Motorsport Dealer Solutions www.motorsport-dealer-solutions.com Contact: Scott Erikson 15210 Castelar Circle Omaha, Nebraska 68144 P: 402-639-0664 F: 402-697-4937 eriksons@aol.com
FOLLOW-UP PLUS
“Customers for Life” Repeat Sales, Referrals & Customer Loyalty Contact: Terry & Sue Newell P.O. Box 294 Carthage IL 62321 Ph: 217-357-9032 Fax: 217-357-9076 E-mail: tlnewell@frontienet.net
FRAZER
Dealer Management Software 6196 US Highway 11, PO Box 569 Canton, NY 13617 Phone: 888-963-5369 Fax: 888-963-3366 Website: www.Frazer.com Email: info@Frazer.com
GLOBE ACCEPTANCE INC
Sub-prime Lender Contact: Beth Dieter P.O. Box 65400 West Des Moines, Iowa 50265 Phone: 515-225-9067 globeaccepts@globeacceptance.com Website: www.GlobeAcceptance.com
Contact: Paul Bejarno, Area Account Representative Phone: 515-988-0521 Email: paul.bejarno@cudirect.com Website: www.cudirect.com 2855 E. Guasti Road, Suite 500 Ontario, CA 91761
GREATER IOWA CREDIT UNION
CYCLONE AUTOMOTIVE TRAINING INC.
INNOVATIVE DEALER SERVICES, INC.
F&I Training, Sales Training, Service Contracts Rob Miller and Chris Hochstein 515 N Jefferson Way Ste H Indianola, IA 50125 Phone: 515-962-0099 or 515-962-0100 Fax: 515-961-8400 Rob: 515-205-5900 cell Chris: 515-205-5800 cell E-mail: cycloneautomotive@ cycloneautomotive.com
DIAMOND OIL COMPANY
Lubricants, Diesel Fuel, Propane & DEF Contact: Jason Heiden 702 S.E. Raccoon Street Des Moines, Iowa 50309 Email: jheiden@diamondoilco.com www.diamondoilco.com
1630 22nd Street West Des Moines, Iowa 50266-1407 Jason Kolar, Dealer Direct Manager Ph: 515-954-1666 F: 515-956-6966 jkolar@greateriowacu.org
Dealer Software Management Systems P.O. Box 23189 Shawnee, Kansas 66283 913-312-7344 – Ext. 11 Fax: 810-821-1718 Website: innovativedealer.com Terry Webb twebb@innovativedealer.com
PREFERRED WARRANTIES, INC. 200 Pinebrook Place P.O. Box 278 Orwigsburg, PA 17961 Website: www.warrantys.com Iowa contact: Larry Bohlen Cell: 515-322-6397 Fax: 1-877-233-0298 Email: lbohlen@warrantys.com
PROSOURCE FINANCE
We Do F & I for You 2540 106TH Street, Suite 202 Urbandale, Iowa 50322 800-795-1765 jeff@prosourcefinance.com website: www.ProSourceFinance.net
REYNOLDS & REYNOLDS INC.
Dealer Bonds Long Term Care Insurance Various types of insurance Contact: Dean M Clark 300 Walnut Street Ste 200 Des Moines IA 50309 Phone: 515-243-1724 Toll Free: 800-767-1724 Fax: 515-243-6664 E-mail: d.m.clark@reynolds-reynolds.com
S & C AUTOMOTIVE, INC.
NIADA CPO Program & Training, F&I Products, Reinsurance Formation, Appearance Protection, Spray-on Bedliners, Accessory Installation 3828 70th Street Urbandale, Iowa 50322 P -515-276-9622 Fax: 515-276-8472 Contact: Doug Eckhart doug.eckhart@scautomotive.net Website: www.scautoia.com
U DRIVE ACCEPTANCE CORPORATION
An Iowa Sub-Prime Finance Company P.O. BOX 3107 Sioux City, Iowa 51102 Jeremy Bennett Office: 712-258-0269 jeremy@udriveac.com
UNIVERSITY OF IOWA COMMUNITY CREDIT UNION
Doug White, Indirect Lending Manager 319-248-5855 dwhite@uiccu.org P.O. Box 800 North Liberty, IA 52317
VERIDIAN CREDIT UNION 1827 Ansborough Avenue P.O. Box 6000 Waterloo, Iowa 50704-6000 800-235-3228 Kara Van Wert –Tony McKillip
WILSON DISTRIBUTOR SERVICE IIADA DEALER CAP FORMS Car Brite Products Forms, Detail Supplies, Equipment & More Jason & Lisa Goody 105 N McCoy Mt. Pleasant IA 52641 Phone: 800-634-0974 Fax: 319-385-2927 E-mail: jasonwds@lisco.com Website: www.wds-usa.com
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IIADA and NIADA Membership Protect your business through IIADA and NIADA’s legislative monitoring efforts at the state and federal level FREE publications – Street Smart and Used Car Dealer magazine Certified Master Dealer Program through NIADA/ Northwood University Garage insurance; health and other types of insurance Retirement program; prescription drug savings Conventions, trade shows and dealer training meetings and seminars Discounts on credit card processing
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8% Discount on Auto Owners Insurance for IIADA members Dealer Awards Scholarships for your children/grandchildren and your employee children $2000 in auction fee discounts from Midwest auto auctions – IIADA Auto Auction Coupon Card Lodging, car rental and restaurant discounts NIADA-TV – 24/7 Telephone assistance to IIADA members and updates on rules, law and regulation IIADA Newsletter