IOWA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION | APRIL/MAY 2019
STREET SMART
GET TO KNOW YOUR LEGISLATORS MAKE YOUR VOICE HEARD P A G E
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ACCELERATE |
By GWC Warranty
IS YOUR REPUTATION IN GOOD HANDS?
CHOOSE YOUR SERVICE CONTRACT P ROV I D E R W I S E LY
Unfortunately in the used car business, your reputation after the sale can sometimes be out of your hands. Once that aspect of your business is out of your control, you need to be sure it’s protected in the hands of someone you trust. If you’ve been in the business long enough, you know that despite the best reconditioning and the best inventory selection, you’re bound to run into vehicles that encounter issues after the sale. When this happens, it’s your reputation on the line. How these fragile situations are handled can have long-lasting impacts on your reputation in your market. Partnering with a service contract provider that has the tools in place to take care of your customers the way you’d want them treated is perhaps the most important thing you could do to protect your reputation when your customer’s experience is out of your control. That’s why you need to know some specifics about what your service contract provider has to offer so you can be sure your customers are in good hands after they drive off your lot. Coverage Lookup A simple online coverage lookup tool is a great way for customers to learn details about their contract on a moment’s notice. Whether it’s start or end mileage, expiration dates, component coverage or a look at the contract itself, having this in place helps customers know exactly how they’re covered.
Find a Shop A customer’s nightmare is a mechanical breakdown far away from home. A nationwide network of service facilities is one thing but being able to easily find a shop in an unfamiliar area is another. This online application takes the worry out of an out-of-town breakdown. Quick Answers These days, consumers demand answers, and they demand them quickly and on their terms. Having a service contract provider that allows customers to submit questions via online forms, live chat or social media gives customers multiple options, so they can get answers in whatever way suits their busy schedules. Good Reviews Online reviews in today’s automotive industry are vital to success. The same goes for service contract providers. Stick to trusted sites like Google (sometimes hidden in the maps section), Facebook, or Consumer Affairs and look beyond just star ratings. While overall ratings are important on the surface, looking at how often a service contract responds and the frequency with which customers leave reviews will give you a sense of how that provider cares for your customers.
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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 ERIKSON SOLUTIONS SERVICES, LLC 402-639-0664
INSIDE
05.........................................................CarLawyer 06............................Dealers Choice Auto Auction 10............................Get to Know Your Legislators 12........................Dealer Spotlight: John Thiel, Jr. 14..............................................President’s Letter 2020.............................................Dealers Beware
ADVERTISERS INDEX
Backlotcars......................................................IFC Manheim............................................................. 11 NextGear Capital ..........................................8 & 9 vAuto................................................... Back Cover
WHAT’S NEW
CONVENTION R E G I S T R AT I O N O N L I N E Registration for the 73rd annual NIADA | NABD Convention & Expo is now online! You don’t want to miss this industry-leading mega-conference! The event is June 17-20 at the Venetian in Las Vegas. Learn more and register today at www. niadaconvention.com.
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
For advertising information contact: Troy Graff (800) 682-3837 or troy@niada.com. 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 760065203. 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© 2019 by NIADA Services, Inc.
STATE MAGAZINE MGR./SALES Troy Graff • troy@niada.com EDITORS Jacinda Timmerman • jacinda@niada.com Andy Friedlander • andy@niada.com MAGAZINE LAYOUT Christy Haynes • christy@niada.com PRINTING Nieman Printing
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
BOARD MEMBERS PRESIDENT
Rick Theilen
Theilen Auto Sales 10536 265th Street Clear Lake, IA 50428 641-424-3352
CHAIRMAN OF THE BOARD
Jeff Schneider
Pocahontas Sales & Service P.O. Box 66 Pocahontas, IA 50574 712-335-4470
VICE PRESIDENT
Clay Winterboer
Carroll Car Credit Co. 409 E. 6th St., Box 805 Carroll, IA 51401 712-792-0140
TREASURER
Judy Wilson, IIADA P.O. Box 337 Panora, IA 50216 641-755-4177
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INVESTIGATIONS INFORMATION LINE
515-237-3050
BUREAU OF INVESTIGATION AND IDENTITY PROTECTION
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.
EXECUTIVE DIRECTOR Todd Thein
David A. Farmer
REGIONAL REPRESENTATIVES
Doug Wilson
David A. Farmer, Inc. P.O. Box 356 1613 Franklin West Branch, Iowa 52358 Center Point, IA 52213 Phone: 319-521-7333 319-849-2432
Douglas Livy, Jr
Quality Motors of Ames P.O. Box 7 Ames, Iowa 50010 515-290-2673
Kim Nelson
Nelson Automotive, LLC 300 Sandpiper Court P.O. Box 466 Polk City, IA 50226 515-984-9600
Jay Muller
Best Auto, Inc. 900 S. Grand Avenue Spencer, IA 51301 712-262-4581
Lake Country Automotive P.O. Box 341 Panora, IA 50216 641-755-3048
Marcus Hebert
CarsNow, LLC 2124 W. Broadway Council Bluffs, IA 51501 712-256-6757
Merrill Hitchcock
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
Merrill’s Motors 317 N. 8th Street Winterset, IA 50273 515-462-1683
Jami Schnoebelen
Tab Miller
Plaza Auto Auction
Preowned Solutions 11010 Douglas Avenue Urbandale, Iowa 50322 Phone: 515-528-8180
Des Moines Auto Auction
Mark Greb
ASSOCIATION NEWS
IIADA ANNUAL MEETING Please join us for the 2019 IIADA Annual Meeting! It will be held Saturday, April 27, at the Price Creek Event Center in Amana, Iowa. The preliminary schedule will start around 10:00 a.m. with guest speakers from the Iowa Department of Transportation, the Consumer Protection Division of the Iowa attorney general’s office and others. We will host the IIADA scholarship recipients and their guests, hold the IIADA
LEGAL UPDATE |
SATURDAY, APRIL 27, 2019 Scholarship Auction to raise funds for scholarships and visit with old and new friends. There are numerous lodging facilities in and around Amana, including many bed and breakfast facilities. All information will be posted on the IIADA website: www.iowaiada.com. For any questions, call 641-755-4177 or 319-643-5403 or email us at iiada@netins.net or iiada2@ netins.net.
By Thomas B. Hudson and Nicole Frush Munro
THE CARLAWYER Here’s our monthly article on legal developments in the auto sales, finance and leasing world. This month, the action involves only the Consumer Financial Protection Bureau. As usual, this month’s article features our “Compliance Tip” and our “Case of the Month.” 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 Does your website meet the requirements of the Americans With Disabilities Act? If hearing that question made you spill your coffee – if you haven’t given that topic any thought – you should know a number of dealers around the country have been threatened with ADA litigation over the ability of disabled persons to use the dealers’ websites. Perhaps it’s lawyer time? F EDER A L D EVELO PM E N TS Bureau’s UDAP authority is alive and well: On January 3, the Consumer Financial Protection Bureau announced it reached a consent order with USAA Federal Savings Bank for allegedly (1) violating the Electronic Fund Transfer Act and Regulation E by failing to honor consumers’ requests to stop payment on preauthorized electronic fund transfers and by failing to initiate and complete adequate error resolution investigations when consumers contested incorrect or unauthorized electronic fund transfers, and (2) engaging in unfair acts and practices by reopening deposit accounts consumers had previously closed without seeking prior authorization or providing adequate notice. The consent order requires USAA to, among other things, provide approximately $12 million in restitution to affected consumers and pay a $3.5 million civil penalty.
KEEPING YOU INFORMED WITH THE LATEST GOVERNMENTAL ISSUES AND ACTIVITY IN THE USED CAR INDUSTRY
Looking for authority: On January 17, new CFPB director Kathy Kraninger announced she has asked Congress to grant the bureau clear authority to supervise for compliance with the Military Lending Act. The bureau sent its legislative proposal to Speaker Nancy Pelosi and Vice President Mike Pence (in his capacity as president of the U.S. Senate), with copies to the chairs and ranking members of the Senate Committee on Banking, Housing, and Urban Affairs and the House Committee on Financial Services. And another report: On January 24, the bureau’s Office of Servicemember Affairs released its annual report. The OSA monitors and analyzes complaints from servicemembers, veterans and military families about consumer financial products or services, credit reporting and debt collection, among other issues facing servicemembers in the financial marketplace. The report provides an analysis of those complaints and discusses perceived emerging issues and trends in the financial marketplace that affect servicemembers, educational initiatives and the OSA’s coordination with other federal and state agencies. Enforcing void loans? The bureau settled with several payday lenders and corporate officials based in Canada and Malta for allegedly violating the Consumer Financial Protection Act of 2010. The CFPB alleges they misrepresented to consumers that they were obligated to repay loans in states where the loans violated state licensing or usury laws and state law voided the loan. The loans were also illegally conditioned on irrevocable wage assignment clauses, which the CFPB alleges violates the Credit Practices Act. CAS E O F T H E M O N T H A consumer bought a new boat from a boat dealership. The purchase agreement signed by the consumer provided he was buying
the boat “as is,” with no warranties by the dealership. After numerous issues with the boat’s carbon monoxide alarm, generator and port engine as well as a fuel leak, the consumer sued the dealership for violating the Deceptive Trade Practices Act, breach of contract, negligence, and gross negligence. The dealership moved for summary judgment, arguing the consumer’s claims failed because he bought the boat “as is.” The trial court granted the dealership’s motion, and the Court of Appeals of Texas affirmed. The appellate court noted the “Texas Supreme Court has held that, generally, an ‘as is’ clause will defeat the element of causation in DTPA, fraud, and negligence claims.” In this case, the appellate court rejected the consumer’s argument that the “as is” provision was concealed. The appellate court found the provision was printed in bold and capitalized typeface on the back page of a 2-page agreement. Moreover, the consumer signed the first page of the agreement directly below language telling him to see the reverse side for important information regarding limitation of warranties. The appellate court added that the consumer’s failure to read the document was not a defense. Finally, the appellate court noted there was no evidence the dealership was aware of and attempted to conceal the boat’s defects. See Juda v. MarineMax, Inc., 2018 Tex. App. LEXIS 10640 (Tex. App. December 20, 2018). 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 the CEO of CounselorLibrary.com, LLC and the 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 2019, all rights reserved. Single publication rights only, to the Association. HC 4829-1089-6519.1.
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AUCTION SPOTLIGHT |
By IIADA Staff
DEALERS CHOICE AUTO AUCTION
IT’S
A
RELATIONSHIP
We visited with Monte Delzell and Kevin Bush of Dealers Choice Auto Auction to find out what is involved in the automotive auction business. Both have years of experience in the automotive industry. Every Tuesday night, beginning at 5 p.m., the southeastern town of Mediapolis, Iowa, gets a little bigger – on average, by over 300 people. That’s because Dealers Choice Auto Auction is hosting its weekly sale. Owner Monte Delzell opened his auction February 2, 1991. Kevin Bush has been working with Dealers Choice Auto Auction for the past 10 years. Monte and his staff of nine handle all the day to day work for the auction. Employees include an office manager, a title clerk and field representatives. They also employ 40 part-time drivers. The average person doesn’t realize what is involved in running an auto auction. The auction employees have to be a business manager, title expert, arbitrator, and transportation specialist as well as remain current on state laws and financial institutions. In addition, they need to be
BUSINESS
accommodating to the customer’s needs. To meet their customers’ needs, Dealers Choice Auto Auction relies on their field representatives. They are out on the road calling on dealers all over the state, keeping the sellers updated on current trends in the market, advising them what is bringing the money and arranging transportation to the auction. This is just the beginning of the work. Once they receive the units at the auction house, they must handle the title work to get the vehicle checked in, schedule it for detail and assign it to the correct lane and run number. If the dealer is not in attendance, they will represent the vehicle for the dealer. If it sells on an “if,” they will contact the selling dealer to accept or decline the bid. In the event there is a vehicle that goes to arbitration, they will work to be as fair as possible to reach a resolution. Imagine the organization that is required to process 200 to 250 or more titles every week. The title clerks have to process every title, checking to ensure there are no mistakes such as signatures on the wrong Kevin Bush
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line, transposed numbers, or any alterations on the title. They also explain to the seller any problem and the time delay to correct the problem if they need to get a new title. The good news is they do not see very many major problems with the titles. Nevertheless, every title is run through AutoCheck to get a history report on every car that goes through the sale. Once the vehicle is sold, the clerk has to reassign the title, verify the sale price, explain the sale fees, and collect the money by check or through a floorplan. This could be either an internal floorplan or line of credit, which would require verifying the line is available for the amount purchased. The majority of the titles are on hand at their auction. However, if the title is not present the auctioneer will announce the title is T/A, or title absent, and will be available within 21 days. The service they provide is to broker the sale between buyer and seller in a controlled environment. This is not done just on the auction floor anymore. Dealers Choice also sells through Open
Internet/Online Specialist Kim Siegle
Lane, 224 online, OVE, Smart Auction, and Liquid Motors. These are all online sites. Once the vehicle is purchased, Dealers Choice is selected to facilitate the delivery. They start by picking the unit up and bringing it to their auction. They complete a post-sale inspection for the buyer and report the results before delivery. This allows the buyer to make an educated decision about the purchase. Once the unit is delivered, the facilitator will follow up with the buyer within five days to verify everything went as expected. As of now, Dealers Choice does not run a simulcast sale. They rely on their personal relationships to keep buyers coming back every week. Their auction is more of a family, where everyone knows you by name, you are treated like a friend and your business is appreciated. They contact their customers through their website with weekly run lists as well as through text messages, emails, and calling on clients weekly. Every month Dealers Choice has a customer appreciation night with a free meal just to say thank you to dealers for their business. The major problems facing auto auctions, at least in Iowa, is the decline in used car dealers. They are seeing fewer dealers attending their sales, with a decline over the last 10 years.
Another problem is the shortage of quality cars to run through the auction. With many of the new car stores expanding their used car departments, they are seeing fewer vehicles at their sale, or the units being sent are much older with even higher mileage. Yet another problem is securing additional lines of financial credit. With the constant increase in the price of used cars, many “local” banks base what they will loan against an inaccurate book value, causing many dealers to have to reach into their working capital. “If there is a car going through our sale ‘asis,’ there is a major problem with that vehicle,” Kevin said. “If the dealer guarantees a car at our sale, it has to be as good as the dealer is representing, or their auction privileges will be revoked.” Dealers Choice prides themselves on the business relationships they develop so buyer and sellers both get a fair deal. The management and staff of Dealers Choice Auto Auction invite you to be a part of a new era in their long history: “We have combined the most state of the art technology in the industry with the personal touch that distinguishes us from the competition. We dedicate ourselves to quality growth to better serve the changing needs of our customers. We are not content with being one of the best auctions in the nation, but continually strive
to be the very best.” Monte Delzell is one of the most savvy and respected auction owners in the country. Many dealers, auction owners, floorplan companies and automotive related firms seek his advice and input on various issues emanating within the auction process. Dealers Choice Auto Auction has been a member of IIADA since 1994. They have hosted dealer education meetings and membership drives and have always helped out IIADA on various projects we undertake. Monte is now serving on the IIADA board as well. Thank you very much, DCAA, for the many things you have done for IIADA over the years. We value your partnership.
Lunchroom at DCAA
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INDUSTRY SPOTLIGHT |
By IIADA Staff
MUSCATINE COUNTY TREASURER
AMY
ZYBARTH
Recently re-elected, Amy Zybarth is starting her second term and fifth year as Muscatine County treasurer. Starting as the deputy treasurer in January 2000, Amy primarily worked on the finance portion of the monthly, quarterly and yearly reconciliations. The Muscatine County treasurer operates with a staff of seven – the treasurer, two deputies and four clerks. “We work to cross-train the staff, including myself, in property tax, motor vehicle transactions, and passports,” Amy said. Muscatine County is the 14th largest county in Iowa, and still has a state driver’s license office. This allows the treasurer department to process passports for Muscatine County residents. We wondered if they have staffing issues. Amy said one of the biggest issues is covering
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vacations: “Whenever you have someone on vacation or gone for the day doesn’t mean the work stops.” Amy said when they are looking to add a clerk, they have tremendous response – everyone wants to work for the county. “We have great hours, good pay, and excellent benefits,” said Amy. “However, we still end up with a lack of qualified applicants.” “Most people have no idea what the treasurer’s office does, let alone be able to perform the daily functions,” Amy said. “It takes several months to cross-train a new staff member. Our team all knows this is a customer service department. The entire staff is professional and compassionate.” The Muscatine County treasurer’s office processes around 300 titles a week, with an average of 50 of those being dealer titles. The treasurer’s office is open Monday through Friday from 8:00 a.m. to 4:30 p.m. They stop processing title transfers at 4:00 p.m. and process passport applications from 8:00 a.m. to 3:30 p.m. There is a collection box for after-hours paperwork in the front of the Muscatine County administration office. Like most treasurer offices, their busiest days are Mondays and Fridays, and of course the end of the month is especially busy with customer renewals. They have to take care of the customers in the office first and then they process the dealer work received by mail as time allows.
They rarely have title work get past a week from the received date. They have asked local dealers to avoid the lunch hours between 11 a.m. and 2 p.m. as they are short staffed. They limit them to two deals per visit and request they leave any additional deals to be completed as the schedule allows. When the Department of Transportation gets the Electronic Registration and Titling expanded to all the counties, they will have their staff trained and make the transition as smooth as possible. Right now they are just waiting to have the ERT go live statewide. The most common types of errors they encounter with dealer titles are incomplete applications, a missing signature on the form or short on the fees collected. Unfortunately, some dealers instruct the customer to come to the office to correct a transaction but this needs to be taken care of by the dealership if they are collecting a document fee and are responsible for delivering the complete application for the customer to the treasurer’s department. Communication is the key. Staff members try to make themselves available by phone or in person, within reason. Dealers must understand that each county may handle situations differently so they need to contact the specific counties for a firm answer in regards to that county. They try to work with each dealer to get the transaction completed for the customer in the
most efficient manner. They do not offer specific classes but will help answer questions anytime and encourage dealerships to have new title clerks come to their offices to observe how the entire process works. Some of the red flags the Muscatine Treasurers office encounters are dates and crossed out mistakes. “We have to point out that the back of the title clearly states ‘any alteration or erasure voids this title,’” Amy said. The treasurer’s office doesn’t make the rules but has to consistently enforce them. The dealers and consumers have to read and understand what they are filling out and it has to be done correctly. These flags are usually good signs something fraudulent is happening. One thing that Muscatine County requires is a bill of sale on all transfers, regardless of the buyer or seller. As of now, the Muscatine treasurer’s office has not experienced any problems with people showing up on the terrorist watch list. When they do receive a warning regarding the VIN or customer from the ARTS system they don’t always know much information. Then they are forced to hold the transaction until the state either approves or denies it. They are experiencing more fraudulent situations. They have to work together through the process and be patient and understanding to ensure there is no problem with the transfers. Overall, Amy Zybarth feels they have a good working relationship with the dealers and citizens of Muscatine County. They process the transfers and issue titles and registrations in a timely manner and keep the process moving. Thank you, Amy Zybarth, Muscatine County treasurer, for taking time to share your knowledge with our readers.
Treasurer Amy Zybarth (left) and First Deputy Kim Olson (right)
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LEGISLATIVE MATTERS |
By IIADA Staff
GET TO KNOW YOUR LEGISLATORS
MAKE
YOUR
VOICE
HEARD
I recently attended a legislative forum held by my state representative. It was a very informal setting with 20-25 people in attendance. There were numerous topics of conversation, with many questions being asked of the representative by the constituents. As our representatives, they need our input to represent our district and state in the best possible manner. Not everyone has the same opinion on every topic, but that leads to more questions and answers. This will give our senator or representative the needed information to support or reject specific legislation in Des Moines. How many of us know our state senators and representatives? The automotive industry is regulated by specific laws, rules, and regulations, and it would benefit everyone to know who is representing their districts. This information can be found at www.legis. iowa.gov. Select legislators tab, click the “find your legislator” link, and enter your address, city and zip code. Once you have located your representative or senator, you can look at their assigned committees. There are a variety of committees. Though committee names vary somewhat, both the Senate and House have the following: • Agriculture • Appropriations • Commerce • Education • Ethics • Government Oversight
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• Human Resources • Judiciary • Labor and Business Relations • Local Government • Natural Resources and Environment • Rules and Administration • State Government • Transportation • Veterans Affairs • Ways and Means. Not all proposed legislation comes through the most direct committee. Occasionally proposed legislation will come through a committee that has no association to the proposed legislation. On average, each senator or representative will be placed on three to five committees. They could be committee chair, vice chair, ranking member, or member. Once legislation is presented they can be assigned to a subcommittee to review the proposed legislation. The subcommittee will research the proposed legislation to determine if it is relevant to go before the entire committee. If the proposed legislation is voted out of subcommittee, it is presented to the entire committee and voted on by the committee. If it passes out of committee it is run on the house floor for a full Senate or House approval or denial. This is the simple version of how the system works. There are also opportunities to make amendments to the proposed legislation if legislators feel it would be beneficial. In the event there is a specific piece of legislation that could be helpful or detrimental to your business, knowing
your senator or representative gives you a chance for your voice to be heard. They will listen to your position and can work in a bipartisan manner to do what is best for the state. Check your local papers to find when legislators will hold a meeting in your area or subscribe to your senator’s or representative’s newsletters. Find out when their next legislative forum is or send them an email. Reach out and introduce yourself to them. You are strong businesses in their district and they need your input. They are not experts in the automotive field and do not understand how different laws affect your business. Sometimes we have to guide them through any proposed changes so they can make an educated decision. Also, visiting the Iowa State Capitol while the legislature is in session is a very interesting thing to do for you and your family. Legislators enjoy having their constituents visit them. You might also consider taking a tour of the Iowa Capitol – it is free and this building is a beautiful piece of architecture worth learning about. The present Capitol building is our third structure since Iowa became a state in 1846. The first Capitol was located in Iowa City. Legislators later authorized the building of what was called The Old Brick Capitol on the south side of the Capitol grounds and it was used for 26 years until fire destroyed it. Our Iowa State Capitol is an exciting building to visit. Be sure to take in the law library. You will discover many interesting things about the Iowa Capitol.
DEALER SPOTLIGHT |
By Todd Thein
JOHN THIEL, JR. In 1972, in a former service station, Jim Thiel and his two sons John and Bob started Thiel Motor Sales, Inc. In 1974, Bob left to work with Louie and Ron Burnett at Burnett Ford in Maquoketa, Iowa. Bob eventually became a partner to form Burnett-Thiel Ford. John Thiel, Sr., taught special education for Central Dewitt Schools while working with his dad. When Jim retired in 1993, John resigned from teaching to take over as the principal owner, thus passing the family business to the second generation. John Thiel, Jr., has grown up in the car business. He started by sweeping floors, washing cars and going to the auctions. He has learned the business from the ground up. In 2018, John, Jr., and his wife Lindsay purchased Thiel Motor Sales Inc., becoming the third generation at Thiel Motor Sales. Thiel Motor Sales has always been located in Dewitt, Iowa. However, they are at their fourth location. They started in a small corner service station with just three cars. As the business grew, they expanded to meet their customers’ needs. Thiel purchased the former Chrysler dealership, which gave them adequate space for sales and service until the city of Dewitt needed their location for the city’s new library.
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THIEL MOTOR SALES, INC. IN DEWITT, IOWA
In 2004 Thiel built a state of the art dealership just off of Highway 61 and Highway 30 on the west end of Dewitt. With the new facility they were able to meet their customers’ needs by stocking more inventory. Today they have around 100 vehicles to choose from. “We have grown a lot since the 70s but our focus remains the same – we treat everyone like they are our friend and neighbors,” John, Jr., said. “We are constantly striving to grow and offer quality products and service to customers locally and worldwide.” You can find John, Jr., at the dealership from 8:00 a.m. until 6:00 p.m., Monday through Friday, and Saturday from 8:00 a.m. until 2:00 p.m. They recently dropped their two late nights on Monday and Thursday so their employees could spend more time with their families. Their service department is open from 8:00 a.m. until 5:00 p.m., Monday through Friday. Thiel Motor Sales has three salesmen – including John, Jr., and John, Sr. – with an office manager, service manager, two technicians, two detailers, and four part time drivers. Like most dealerships, John, Jr., and his
team set monthly sales goals. Thiel’s was able to reach their number of 35 units 11 of the last 12 months and even sold 46 one month. “We set lofty goals for ourselves and work very hard to reach them,” said John, Jr. “Many months there are just two of us selling when John, Sr., is traveling or out playing golf, but after over 47 years in the automotive business we will let him have a little time off. “I also handle all the indirect lending, extended warranties and complete all the additional paper work to finalize the deal. “I prefer to handpick my vehicles in person when time allows. However, we do acquire vehicles online through Manheim Online, Smart Auction, OVE, and Auction Pipeline. We have two buyers that source southern vehicles for us in Texas and Florida.” In addition to their normal inventory, Thiel Motor Sales specializes in hard to find, rust-free southern trucks, along with hard to find classic and exotic vehicles. They have become so successful with these vintage cars they built a temperaturecontrolled warehouse to display and store these collectible vehicles. Since beginning in 1972, Thiel Motor Sales has had a strong local following
with repeat customers. They have built relationships through sales and service. Personal referrals are always the highest compliment in the automotive business and Thiel has many. However, Thiel also has a strong online presence through a number of review portals and they advertise with all the major online advertisers such as Autotrader, Cars. com, ClassicCars.com, CarGurus, Facebook Marketplace, CarsforSale, and Carsoup. While local customers are very important to Thiel, the dealership’s web presence allows them to increase monthly sales. Also, treating every customer the right way builds their customer base for future sales. The Thiels are constantly watching for trends in the market and making changes as needed. They continue to be a pillar within the Dewitt community while constantly looking to grow and expand their overall market share. As if running a successful dealership is not time consuming enough, John, Jr., and his wife Lindsay are blessed with three young children – two boys and a girl. All named after cars. Tucker Ford is 6, Hudson Nash is 3, and Lincoln Zoe is 1. They enjoy boating on the Mississippi in the summer, traveling, and spending as much time together as possible. John, Jr., and Lindsay just keep giving, both personally and professionally. John, Jr., became a certified firefighter three years ago and joined the DeWitt Volunteer Fire Department. Lindsay served as president for the Dewitt Junior Women for two years. They also volunteer at Tucker’s elementary school. Thiel Motor Sales provides financial support to the DeWitt Central School District and athletic boosters through yearly donations. Plus they donate a vehicle to the Salvation Army for a family in need within their DeWitt community at Christmas. I asked John, Jr., to share a memorable story: “Two years ago we filmed an episode
of American Pickers here at the dealership where I purchased a 1956 Chevrolet BelAir from Frank Fritz. We spent two weeks making the dealership absolutely sparkle only to have the TV network decide five minutes before filming they preferred to film in our warehouse where we store our classic cars. I also learned I’ll probably never be a TV star.” What is the most difficult challenge John, Jr., has faced in the dealership? “Overhead. I am always searching for ways to save a buck in our daily operating cost without jeopardizing our quality of product or service provided to customers,” John, Jr., said. “This is a tough business. However, it can be extremely rewarding and I wouldn’t trade it for anything else, unless that would be somewhere on a beach with an umbrella drink in my hand.” On a personal note, thank you for allowing me to go down memory lane with this story. My grandfather Howard Thein and Jim Thiel, John, Jr.’s grandfather, were longtime friends in the car business. That friendship was passed along to my father Reid (Pat) Thein and John Thiel, Sr., as well as to John Thiel, Jr., and myself. While sitting with John, Jr., I was able to see the young boy who used to go into the auctions with his dad and me, crawling into the backseat of the car at five o’clock in the morning and sleeping on the way to Chicago. John, Jr., truly grew up in the car business. He and his family are to be highly commended for all they have done to create a well-liked community dealership in DeWitt and for giving back so much to their community. You are the best of the best in our view. Thank you for all you do for others. The Thiels have been members of IIADA since 1995. We very much appreciate their membership and letting other dealers getting to know them through this article.
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ASSOCIATION NEWS |
By Rick Theilen
PRESIDENT’S LETTER
PIECE
OF
THE
PIE
Having so many dealers to choose from must add to the confusion the consumer feels in looking for a vehicle. Every dealer is trying to find their niche in the car market – their little “piece of the pie.” A dealer’s daily chores keep them so busy they have little time to think about how to attract new customers and keep old customers coming back to their store. I am refreshing some old ideas and suggestions from many of the books and magazines I read about dealers. We all need to step back from our business now and then to take a fresh look at our own stores. Let’s begin with the actual store front. Look at the entrance to your facility, the siding, the steps up to your front door, the lot itself, etc. Are there weeds or broken pieces of cement and/or large cracks on the lot where you park your inventory? Customers look at your office space and the restrooms. Get in your vehicle, drive around the block, and pull up to the store as if you were a customer arriving for the first time at your dealership. Does the dealership look like a place you want to stop and look at the inventory? Is the inventory clean and ready to be test driven? One of the most important items seems to be signage. Our signs have been up so long we forget about them. Experts say there are three reasons for a sign: describe your product, give directions and give out the name of your business. A person would rather read a sign than ask someone in your store where the restroom is located.
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The exterior sign must be colorful with block lettering large enough to see a fair distance from your store. If at all possible, exterior signs should be lighted. This is probably the best bang for your buck you will ever get for your dealership. Knick-Knacks and Freebies As dealers we have pretty much all tried free giveaways for our customers – you know, the key chains, ink pens, sticky note pads with your logo, free floor mats, balloons, license plate holders, little flashlights, stress balls, coolers, coffee mugs, etc. After trying many of these items we learn they really don’t work for us that much. For a time I stood back and began to watch how children and parents interacted with each other in our showroom. I found it very interesting that when the kids are not – shall we say – “enjoying” the experience of car shopping, the parents are not happy and would prefer to leave than put up with cranky kids. I mentioned this to my wife and she suggested we look for something to entertain the kids. We found an antique school desk – built for two – and added coloring books. Voila!!! Instant kid magnet. We put up a new building for our dealership a few years ago, dead center between Mason City and Clear Lake, Iowa. The key was everyone had to pass by our dealership to go to either town. The next idea was the best kid-parent item I have ever tried – Frisbees. Yes, Frisbees. The parents would shop us first as they went to town. We gave every child a Frisbee
just for stopping. It’s amazing how many parents stopped on their way out of town and purchased a unit from our dealership just because we took the time to please their child with, of all things, a Frisbee, with our logo on it, of course. If I do the numbers, I believe the little antique desk and the Frisbees outsold my best salesperson month over month. “Salesperson versus Frisbee” looks pretty intimidating on the sales board, especially to the new guy – they always think they can kick butt on the Frisbee! Okay, back to business. We independent dealers all know there are lots of franchised car stores out there with great curb appeal. That’s okay. Do what you can with what you have. You will find with a bit of creativity and some elbow grease you will be able to create great curb appeal for your own store. Bring in your spouse, kids, and all of your employees to help rejuvenate the store. Help them know they are a part of a team and a large part of the store’s success. Scrub-a-dub on your dealership and get your “piece of the pie!” My brother-in-law, Brad Young, built the frames for our signs. I designed the signs and we had a local sign company print them up. The point is you can build your own signs. The cost was a tenth the cost of a sign company. If things go as planned, in my next article I hope to compare your sales team to a tow truck!
MANAGEMENT MATTERS |
By IIADA Staff
TIME TO PLAN AND THINK “SPRING CLEANING” Get the Entire Dealership Involved You need help in your cleaning endeavors, so get all departments involved. Even the most unwilling manager can make a big difference in the workload. Don’t worry: There are ways to deal with even the most reluctant employee. This is actually a great time of year to get the entire dealership to work together. As this article is being written, most of Iowa is covered with deep snow so we have time to implement our spring cleaning activities. Clean Department by Department Approaching your dealership department by department is the most effective way to deep-clean your dealership at any time of the year, but especially in spring. Use department checklists as a springboard for deep-cleaning the areas of your dealership that really need extra attention. Feel free to skip items that have recently been cleaned and focus on the areas that have been neglected all winter long. Walk your departments with managers, create a list together, prioritize the items on the list and make a simple plan of
action with an expected timeline. Each manager has to be held accountable to complete the cleaning. Have each department allocate time each day to complete the items on the cleaning list. Provide an incentive to each department for exceeding your cleaning expectations. Organize and Clear the Clutter in Each Department One of the biggest parts of spring cleaning is getting rid of clutter you don’t need. Now is a good time to take advantage of the natural spring urge to get rid of items that are weighing you down and cluttering your department and develop a more streamlined organization system. A systematic four-step approach to identify problems, analyze reasons why you’re keeping the items, determine solutions in removing the items, and implement remedies can eliminate the items and be extremely productive this time of year. Sort your belongings into four categories: • T rash. If you’re not going to need it, throw it away.
TIPS TO MAKE YOUR DEALERSHIP SHINE • G iveaway. If you have an item that can be used in another department, give it to them, freeing up space at the benefit of another department. • S tore. If you have items that you only need once in a while, utilize a storage space and get it out of your department while knowing where it is when you need it. • P ut away. It seems too simple, but put the item away. Have your managers lead by example. When your managers are putting things back where they belong, your team will too. Now is a perfect time to start cleaning and it will be a lot easier to maintain once the clutter is gone. Tackle the Outdoor Chores There are some special chores that need to be done seasonally. We ignore them for most of the fall and winter, but now it is time to bite the bullet and get these things clean. Even though these chores only need to be done once or twice a year, they will help your dealership look better and run smoothly. Outdoor chores like cleaning exterior trim on the building, painting parking lines, sweeping the lot, cleaning the landscaping, and washing the windows can be a little intimidating, but there are some simple tricks that can keep the jobs manageable. Walk the sales and service lots with your managers, create a cleaning list together, prioritize the items on the list, assign a manager to each item in relation to how it affects their department, and make a simple plan of action with an expected timeline for completion. Each manager has to be held accountable to complete the cleaning. Keep What You Must Have to a Minimum While every department has specific items it must maintain to function, keep only what is necessary to do your daily or weekly job. Utilize a storage system to place additional items where they are easily accessible but organized and out of your customer’s sight. Establish New Departmental Habits to Keep Clean A good, thorough spring cleaning that includes the whole dealership is a great time to establish new ongoing cleaning habits, and it can also make the next spring cleaning a great deal easier. Simple 15-minute cleanup routines practiced every few days, each including a series of 1- to 2-minute chores, can make it remarkably easy to keep your dealership clean and presentable all year long. WWW.IOWAIADA.COM APRIL/MAY 2019 STREET SMART
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MARKET PERSPECTIVE | By Doug Hadden
FINDING GOOD CHEAP CARS
PART
3:
NEW
TECHNOLOGY
In the first installment of this three-part series, we looked at how to take advantage of upstream online auctions. Upstream is just a fancy way of saying “before the vehicle is shipped to physical auction.” We focused on OLOCs (One-Owner, Low-Mileage, Off-lease Cars) and learned how to acquire affordable cars your customers want, without having to go to a physical auction. In the second installment, we looked at buying real-time in multiple lanes, at multiple auctions, right from your desktop, laptop or phone! Since these articles, I have received a lot of great feedback and even trained some folks on how to buy cars live online – including easily accessible options like ADESA’s simulcast platform that allows dealers to bid virtually, in real time, on cars in the lane. One dealer said, “I may never go to a physical auction again.” Another dealer I worked with loves going to the physical auction. After training, he was standing in the auction lane bidding on cars as they drove through while also on his phone – bidding on cars at the same auction, at the same time, but in different lanes, and even checking proxy bids on cars at other auctions. Technology is opening new doors of opportunity for dealers, giving them a competitive edge like no other. This month we will look at new technology that is changing the way we buy and sell wholesale vehicles. When I owned my pre-owned lot many, many years ago, besides attending two local auctions every week, I spent every Monday morning stopping at Starbucks buying coffee and pastries I would take to my favorite used car manager who ran a large new car franchise. I usually arrived at the store as soon as the service department opened the front gates so I could look at and book out all the weekend trades before the UCM arrived. I would list what I wanted to pay for each car and what it needed for reconditioning on my yellow pad, head to his office and wait. We would grind out prices and two or three hours later I would call some drivers and get my new inventory to reconditioning. Not only did I have to get up at the crack of dawn, pay too much for a couple of rundown cars to get the ones I wanted (the old “package deal”), but I also burnt half a day away from my lot. Needless to say, this wasn’t a very efficient use of my time or inventory dollars. Fast forward to last week. I’m sitting at lunch with a friend who owns a small preowned lot, talking about how hard it is to find good cheap cars. His phone gives off
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STREET SMART APRIL/MAY 2019 WWW.IOWAIADA.COM
a chirp. He quickly taps his phone, scrolls through a couple of screens, pounds out some numbers on his phone calculator, taps his phone one more time and gets back to our conversation. What was he doing? He was bidding on a car that was traded in at a new car franchise less than two hours ago. That’s right, sitting at lunch bidding on fresh trades and in the time it took to eat his burger, he owned the car! There are a few companies in this stillgrowing, dealerto-dealer digital auction space. I’m most familiar with ADESA’s sister company TradeRev, a mobile app that sends notifications to your phone as new car franchise dealers launch cars to a 45-minute on-demand, digital auction. You can view multiple photos, watch videos and even listen to the engine run. Settings allow you to customize your experience, enabling you to create alerts for only the types of cars you want – so you spend less time looking and more time buying. Think about the efficiencies this technology brings to the industry. With built-in artificial intelligence and machine learning, you can find the right car at the right price, in a transparent and fair process, all in about an hour. You can have funding, titling and transport pre-arranged in the app so when you win a car it quickly appears on your lot. And what about the seller? We know the longer you keep a car in stock the less gross you get – the dreaded “lot rot” is real. Even when you hit a home run on an aged unit, if you do the math on a profit-per-day basis, the ROI is weak at best. What would wholesaling a trade the same day it’s brought into inventory do for the average inventory turn time? It’s a win-win for both buyer and seller! The industry is changing, but so is the technology we use to run our operations. If you have not embraced buying cars upstream, live online from your PC, laptop or phone, or the newest app-driven one-hour, on-demand auction, you may want to rethink your business plan.
I’m not saying you can’t continue doing what you’re doing now and be profitable. I’m saying there is technology out there that can and will help you be more efficient – which leads to higher profits with less effort. Mastering these new, high-tech systems and apps is so easy there is no reason not to give them a try. I’ll even help you get started. Email me at Doug.Hadden@ADESA.com and I will set up some time for training you on one or all of the new technologies discussed in these articles. Once you get comfortable using the new tech, not only will you be more efficient and profitable, you may also have time left over to do other things you haven’t been able to do, like spending more time with family and friends! Until next time – have fun and sell cars! Doug Hadden is executive director of dealer consulting services for ADESA Auctions Inc. He can be reached at Doug. Hadden@adesa.com.
INDUSTRY WATCH | By IIADA Staff
DEALERS BEWARE OF COUNTERFEIT CASHIER’S CHECKS
SCHEME
IN
IOWA
We have heard from dealers in the Cedar Rapids, Waterloo, Ames and Des Moines areas about a scheme where individuals arrive at the dealership – generally late on a Friday afternoon – select a vehicle they want to test drive then indicate they want to purchase the vehicle and will return on Saturday to pay for it and pick it up. The scenario is the same – they arrive at the dealership around 2:30 or 3:30 p.m. with a bogus cashier’s check, and in most cases it has been drawn upon an Iowa credit union. They know the credit union is closed so the dealer cannot call the credit union for approval of the check. The dealer delivers the vehicle to the buyer but often keeps the title, telling the buyer they will wait to give them the title until the check clears the dealer’s bank account. Usually, about two days later, the dealer is notified by their bank the cashier’s check is bogus. By then, the buyer has the vehicle and is long gone. Dealers need to be very vigilant and call the Iowa DOT investigative officer and their local police so these entities are aware the dealer probably has a stolen vehicle situation. Give the authorities copies of all of your paperwork so they are aware of vehicle details. Also, call your insurance agent and make them aware of what has happened. If you are accepting a cashier’s check after lending institutions have closed, give strong consideration to waiting until you can verify with the lending institution the check will be honored. Most legitimate buyers will not object to this requirement. You must protect the dealership and take every precaution to do so. Also, do not give the suspects the vehicle title. Once they have the vehicle they can do many things to make money with it. What You Should Look For: • While it will depend on the lending institution, many real cashier’s checks have some type of security instrument printed on them, whether it is a heat sensitive stamp, security thread, color shifting ink, mirrored image or watermark. Some of the fake ones will be missing security instruments. • Look for spelling mistakes. • Look at the dealership name – it should be printed, not written in. • See if the address and/or phone number of the lending institution is missing. • Determine if the amount of the check is the actual amount needed or is different than your contractual documents. • Credit union checks would have NCUA stamped on them for National Credit Union Association. • The only way to guarantee the check is not forged is to call the issuing lending institution. Remember the risk you take if it is too late to call the lender. Remember, once that vehicle leaves your dealership with a dishonest person, the possibility of getting it back is reduced each day. One dealer told us his vehicle was sold three times in Wisconsin, and never recovered. We learned some less expensive vehicles are being taken to crushers – without titles. The thief is paid for the vehicle and then the vehicle is crushed or parted out. Please use extreme precaution when you are confronted with this type of situation! It might be worth waiting 24 hours or so to determine if your cashier’s check is going to be good.
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STREET SMART APRIL/MAY 2019 WWW.IOWAIADA.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 Website: www.autojini.com
CITIZENS COMMUNITY CREDIT UNION
2012-1ST AVENUE SOUTH FORT DODGE, IOWA 50501 Phone: 515-955-5524, Ext. 202 Fax: 515-955-8241
GLOBE ACCEPTANCE INC
U DRIVE ACCEPTANCE CORPORATION
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
An Iowa Sub-Prime Finance Company P.O. BOX 3107 Sioux City, Iowa 51102 Jeremy Bennett Office: 712-258-0269 jeremy@udriveac.com
GREATER IOWA CREDIT UNION
UNIVERSITY OF IOWA COMMUNITY CREDIT UNION
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
INNOVATIVE DEALER SERVICES, INC.
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 CU DIRECT (CUDL) jeff@prosourcefinance.com Contact: Paul Bejarno, Area Account website: www.ProSourceFinance.net Representative REYNOLDS & REYNOLDS INC. Phone: 515-988-0521 Email: paul.bejarno@cudirect.com Dealer Bonds Long Term Care Insurance Website: www.cudirect.com Various types of insurance 2855 E. Guasti Road, Suite 500 Contact: Dean M Clark Ontario, CA 91761 300 Walnut Street Ste 200 ERIKSON SOLUTIONS Des Moines IA 50309 SERVICES, LLC Phone: 515-243-1724 F & I Compliance & Sales Training Toll Free: 800-767-1724 Alpha Warranty Services Fax: 515-243-6664 Classic Essential GAP – Norman & Co. E-mail: d.m.clark@reynoldsFrazer Computing Rep reynolds.com Motorsport Dealer Solutions www.motorsport-dealer-solutions.com S & C AUTOMOTIVE, INC. Contact: Scott Erikson NIADA CPO Program & Training, F&I 15210 Castelar Circle Products, Reinsurance Formation, Omaha, Nebraska 68144 Appearance Protection, Spray-on P: 402-639-0664 F: 402-697-4937 Bed-liners, Accessory Installation eriksons@aol.com 3828 70th Street Urbandale, Iowa 50322 FOLLOW-UP PLUS P -515-276-9622 “Customers for Life” Fax: 515-276-8472 Repeat Sales, Referrals Contact: Doug Eckhart & Customer Loyalty doug.eckhart@scautomotive.net Contact: Terry & Sue Newell Website: www.scautoia.com P.O. Box 294 THE CYCLONE AGENCY Carthage IL 62321 F&I Training, Sales Training, Ph: 217-357-9032 Service Contracts Fax: 217-357-9076 Rob Miller and Chris Hochstein E-mail: tlnewell@frontienet.net 515 N Jefferson Way Ste H FRAZER Indianola, IA 50125 Dealer Management Software Phone: 515-962-0099 or 6196 US Highway 11, PO Box 569 515-962-0100 Canton, NY 13617 Fax: 515-961-8400 Phone: 888-963-5369 Rob: 515-205-5900 cell Fax: 888-963-3366 Chris: 515-205-5800 cell E-mail: cyclone@thecycloneagency.com Website: www.Frazer.com Website: www.thecycloneagency.com Email: info@Frazer.com
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
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: jason@wilsondistributor.com Website: www.wds-usa.com
MIDWEST AUTO AUCTION DIRECTORY
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
GREATER QUAD CITY AUTO AUCTION
MANHEIM NORTHSTAR MINNESOTA
1800 Gateway Drive Grimes, IA 50111 (515) 986-1200 Fax: (515) 986-1201 www.adesa.com Fleet/Lease Manager: Lesa DeRoy Consignment Sale every Tuesday at 9:30 a.m. Fleet/Lease Sale Tuesday 10:30 a.m.
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.
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
ADESA KANSAS CITY
KCI AUTO AUCTION
MANHEIM OMAHA
ADESA DES MOINES
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
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
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
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 ARENA ILLINOIS
13813 St Charles Rock Road Bridgeton, MO 63044 (314) 739-1300 (800) 533-5414 Fax: (314) 298-3347 General Manager: Jason Blake
11909 US HWY 6 Waverly, Nebraska 68462 402-475-5500 www.lincolnautoauction.com Ryan Durst, Vice President Weds. 10:00 a.m.
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.
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.
ADESA ST. LOUIS 7858 Highway 61-67 Barnhart, Missouri 63012 636-475-9311
20401 COX AVENUE MATTESON, ILLINOIS 60443 815-806-4222 Mike Cesta, General Manager
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
MANHEIM CHICAGO
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 ST. LOUIS
CODE OF ETHICS
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We will have a general duty of integrity, honor and fair dealing toward the general public.
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We will comply with all city, county, state and federal laws and shall endeavor to keep ourselves informed of those laws governing our business.
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We will not intentionally injure the business reputation of another member or competitor.
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We will employ truth and accuracy in advertising and selling.
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We will stand behind any guarantee given with the sale of a motor vehicle.
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We will not perform any act, which would bring disrepute to the motor vehicle industry.
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We will expose or halt, where found, any scheme designed to deceive or defraud the automobile buying public and aid in prosecuting those guilty of such acts.
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We will constantly strive to improve business methods to the end that the public will be better served.
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We will encourage the American system of free enterprise.
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
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.
MISSION STATEMENT
The mission of the National Independent Automobile Dealers Association, the only national not-for-profit organization representing the independent motor vehicle industry, is to promote, educate and advance the independent motor vehicle dealer by: •
Accumulating, processing and disseminating information relative to the motor vehicle industry;
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Developing, compiling and providing to the consumer, information which will promote a better understanding of the independent motor vehicle dealers’ place in the economy;
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Providing relevant information to regulatory and lawmaking bodies so that they may have a better understanding of the possible effects of proposed laws, rules and regulations on the consumer and the motor vehicle industry;
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Assisting in the promotion and organization of local, state or regional independent motor vehicle dealer associations; and
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Anticipating, recognizing and responding to current and future issues and needs of the independent motor vehicle industry and the consumer.
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.
HISTORY OF NIADA
NIADA was founded in 1946 to lobby for the repeal of rationing of tires and automotive parts after World War II. The efforts put forward by the organization under the leadership of founding President Charlie Hillard resulted in the successful repealing of those wartime restrictions by the end of 1947.
WWW.IOWAIADA.COM APRIL/MAY 2019 STREET SMART
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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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STREET SMART APRIL/MAY 2019 WWW.IOWAIADA.COM
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