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INDIANA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION
JANUARY 2019
LEGISLATIVE NEWS
INDIANA NOVEMBER 2018 ELECTION REPORT
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ACCELERATE | By GWC Warranty
SAFETY WATCH
EDUCATING THE EDUCATED CUSTOMER
FORD RECALLS MORE THAN 1.25 MILLION CARS
Teach Them Something They Don’t Already Know
Today, more than ever before, customers are walking through your doors with a plan and a price in mind. It’s a dangerous situation that can cut into your margins if you aren’t prepared to teach them something they don’t already know. A recently released report from Jumpstart Automotive Media and Ipsos reported 86 percent of consumers show up to a dealership with a price in mind for the vehicle they want. This price, despite your best efforts, will likely be lower than sticker since the report showed that 81 percent of consumers don’t believe a dealer’s lowest price is available prior to negotiation. So how do you combat this type of consumer approach when you’re priced competitively and you can’t sacrifice any more off your margins? CERTIFY YOUR LOT Certified Pre-Owned programs aren’t just for franchise dealers, but you can thank them for the cachet behind the name. Explaining to your customers your price includes short-term coverage from expensive repairs shows them you’re providing an assurance of a quality vehicle
– something they can’t deny demands a higher-than-normal premium. EXPLAIN RECONDITIONING Continuing to build on the fact that higher quality vehicles demand a higher price, you can go into detail with your customer about the work you’ve done to get that vehicle ready for them. Showing you’ve inspected the vehicle for common problems with brakes or replaced tires and fixed cosmetic problems explains value that no third-party website can account for. BACK-END PRODUCTS If a customer is surprised by a monthly payment that includes vehicle service contract coverage, you can explain how the tools they used to come up with a monthly payment don’t include the price of a service contract. If a customer sitting across from you is sensitive enough about a monthly budget to do all these calculations ahead of time, they’ll also be sensitive to what a major repair could do to that same monthly budget. Educating customers on the cost of common repairs and how damaging that can be to a tight budget will help demonstrate just how valuable that relatively minor added monthly cost for a VSC can be.
Canister Purge Valve May Malfunction
Ford Motor Co. is recalling 1,282,596 2012-18 Ford Focus vehicles with a 2.0L GDI or 2.0L GTDI engine. The Canister Purge Valve (CPV) may malfunction, possibly causing excessive vacuum in fuel vapor management system. Ford will notify owners, and dealers will reprogram the Powertrain Control Module. Dealers will also check for fault codes and replace the CPV as needed. If the CPV is replaced, dealers will inspect and replace the carbon canister, fuel tank and fuel delivery module as necessary. Until the vehicle is serviced for this concern, owners are advised to keep the fuel tank at least halfway full. Ford’s number for this recall is 18S32.
INDUSTRY NEWS
J.D. POWER PROMOTES VALUATION EXPERT
Jonathan Banks
Jonathan Banks has been promoted to vice president and general manager of vehicle valuations at J.D. Power. Banks has been in the auto industry since 1995. He’s managed the development of analytical models related to new and used vehicle demand and pricing for the last 20 years, and he’s overseen the development of the J.D. Power residual values model. In his new role, he’ll be managing the overall operations strategy of Used Car Guide and spearheading initiatives to improve the valuation process. WWW.IIADA.COM JANUARY 2019 CAR LINES 3
JANUARY INSIDE
2019
03..................Educating the Educated Customer 06...............................Indiana Legislative Update 07................................New & Renewing Members 08...........................Foundation of Accountability 09................................................. 20,000 by 2020 10...................................... Facebook Marketplace 12...............................................Record Retention
ADVERTISERS INDEX
Dyer Auto Auction..............................................13 Greater Mishawaka Auto Auction....................... 3 Kesler Schaefer AA............................................. 9 Manheim............................................................. 11 NextGear Capital................................................12 TrueCar................................................................ 5 vAuto................................................... Back Cover
WHAT’S NEW
NIADA HR SUPPORT CENTER NIADA is proud to announce the creation of our new HR Support Center. NIADAHR.com is designed to help dealers navigate today’s hazardous and litigious business environment. Need a form? Need a document? Need an employee handbook? Need advice? It is all at your fingertips! Welcome to NIADAHR.com, your complete HR Resource Center. And it is currently offered at a 25-33 percent discount! For more information or a tour of the services, contact our developmental partner at Robin@MyPayrollSite.com or 888-8782101 Option 2.
OFFICE
For information on how to become a member of IIADA, please call 219.661.0287 128 S. East Street # 1393 Crown Point, IN 46308 iiada@comcast. net • www.iiada.com
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. Car Lines is published 10 times per year 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 Car Lines 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 Jeffrey McQuirk • jeffrey@niada.com PRINTING Nieman Printing
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BOARD MEMBERS Executive Director Debbie Andersen 128 S. East Street # 1393 Crown Point, IN 46308 219.661.0287 iiada@comcast.net
President
Andy Zay Zay Leasing & Rentals, Inc. 4957 N. Broadway Huntington, IN 46750 Phone: 260.356.1588 azay@sbcglobal.net
Chairman of the Board Legislative Chairman Fritz Kreutzinger Fritz Associates P.O. Box 168 Fishers, IN 46038 317.842.2228 Fax: 317.842.7900 fritzauto@aol.com
Vice President
David D. Baldwin II Best Deal Auto Sales, Inc. 1875 SR 8 Auburn, IN 46706 260.357.0099 Fax: 260.357.0090 dbthesecond@yahoo.com
Treasurer
Bruce Norton Drive1 USA, Inc. 1512 W. 96th Avenue Suite C Crown Point, IN 46307 Phone: 219.670.0542 Bnorton@drive1usa.com
Secretary
Sharon Brennan Fritz in Fishers 8599 E. 116th Street Fishers, IN 46038 Phone: 317.842.2228 sharonb@fritzinfishers.com Tricia Trent Trent Auto Sales 1327 N 6th St. Vincennes, IN 47591 812.882.3772 Fax: 812.882.1986 ttrent01@yahoo.com David Lewis Lewis Motor Sales 1125 Sagamore Parkway S. Lafayette, IN 47905 765.448.4006 Jennifer Cotton Dyer Auto Auction 219.865.2361 Fax: 219.322.1761 bcotton@dyerauction.com Ed White White’s Auto Sales 1105 McKinley Ave. Rensselaer, IN 47978 219.866.7553 Fax: 219.866.7256 edwhite123@att.net John Stumpf Greater Kalamazoo Auto Auction P. O. Box 697 Schoolcraft, MI 49087 269.679.5021 jstumpf@kalamazooaa.com
Tony Houk Kesler-Schaefer Auto Auction, Inc. 5333 W. 46th Street Indianapolis, IN 46253 317.297.2300 Fax: 317.297.6236 skesler@ksaa1.com Tyler Trent Trent Auto Sales 1327 N 6th St. Vincennes, IN 47591 812.882.3772 Fax: 812.882.1986 ttrent01@yahoo.com Travis Baldwin Best Deal Auto Sales 2526 Scotswolde Drive Fort Wayne, IN 46808 Phone: 260.483.7999 travisbaldwin@ bestdealautosalesonline.com Taryn Sanchez White’s Auto Sales LLC 1105 N. McKinley Avenue Rensselaer, IN 47978 Phone: 219.866.7553 twhite1517@att.net Tony Del Real Del Real Automotive Group 1002 Walnut Avenue Frankfort, IN 46041 Phone: 765.446.9204 tdelreal@delrealauto.com
LEGISLATIVE NEWS | By Short Strategy Group
LEGISLATIVE UPDATE
Indiana November 2018 Election Report
Indiana Secretary of State Connie Lawson reported Indiana voters broke state records for turnout and voter participation in midterm elections across the state. With the 2018 election finally behind us, let’s take a look at some of the decisions Indiana voters made. U.S. SENATE One of the most watched Senate races in the country was that of incumbent senator Joe Donnelly (D-Granger) against former state representative Mike Braun (R-Jasper). Since the May primary, the race has mostly been a tossup with each candidate leading one poll or the other (each time within the margin of error). Despite Senator Donnelly’s fundraising edge, Republican challenger Mike Braun defeated Donnelly by a comfortable 11-point margin. U.S. HOUSE OF REPRESENTATIVES Before the 2018 election, the Indiana Congressional delegation was represented by seven Republicans and two Democrats. That number will stay the same. Here is the breakdown: District 1: Incumbent Pete Visclosky (D) defeated challenger Mark Leyva (R). District 2: Incumbent Jackie Walorski (R) defeated challenger Mel Hall (D). District 3: Incumbent Jim Banks (R) defeated challenger Courtney Tritch (D). District 4: Former state representative Jim Baird (R) defeated challenger Tobi Beck (D). District 5: Incumbent Susan Brooks (R) defeated challenger Dee Thornton (D). District 6: Greg Pence (R) defeated Jeannine Lee Lake (D). Pence replaces former congressman Luke Messer. District 7: Incumbent Andre Carson (D) defeated challenger Wayne Harmon (R). District 8: Incumbent Larry Buschon (R) defeated challenger William Tanoos (D). District 9: Incumbent Trey Hollingsworth (R) defeated challenger Liz Watson (D). OTHER STATEWIDE OFFICES The three constitutional offices on the ballot were secretary of state, auditor of state, and treasurer of state, all of which had Republican incumbents running for reelection. Incumbent Connie Lawson (R) defeated challenger Jim Harper (D) for secretary of state. Incumbent Tera Klutz (R) defeated challenger Joselyn Whitticker (D) to remain state auditor. Incumbent Kelly Mitchell (R) cruised to an easy victory against challenger John Aguilera (D) to remain state treasurer. INDIANA SENATE Before the November election, Republicans held a 41-9 supermajority in the Chamber. Democrat J.D. Ford beat longtime incumbent Mike Delph in District
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29, which includes portions of Marion, Boone and Hamilton County. The second Senate seat strongly sought after by Democrats was that of incumbent Senator Jon Ford (R-Terre Haute), who faced local attorney Chris Gambill and prevailed by a final margin of 56-44 percent. While four to five races around the state were declared tossups, Democrats were only able to win one competitive seat, with Republicans maintaining a 40-10 supermajority. INDIANA HOUSE Just like the Indiana Senate, the question for the Indiana House was not who would control, but control by how much. Before November’s elections, the House Republicans held a 70-30 super majority over the House Democrats, who needed a net four seats to climb out of super minority status. As of November 6, it appears House Democrats have been able to pick up two seats, with another looking very probable and one up in the air. Incumbent representative Hal Slager (R-Scherersville) was narrowly defeated by 25-year-old Democratic challenger Chris Chyung (D-Dyer). Representative Sally Siegrist (R-West Lafayette) lost her reelection battle against Democratic challenger Chris Campbell. Representative Julie Olthoff (R-Crown Point) is currently trailing challenger Lisa Beck (D-Crown Point) by nearly 500 votes with part of the district still being counted. Due to election administrative mishaps and numerous polling places not opening on time, votes have still not been counted in Porter County. Fully within Porter County is House District 4 where incumbent state representative Ed Soliday (R-Valparaiso) is in a competitive race with challenger Frank Szcepanski (D-Valparaiso). After November’s election, we welcome new members to the Indiana General Assembly (four senators and 17 representatives). Below is a list of all new members, not including the aforementioned pending races. NEW INDIANA SENATE MEMBERS Senate District 11: Linda Rogers (R-Granger) Senate District 26: Mike Gaskill (R-Anderson) Senate District 29: J.D. Ford (D-Carmel) Senate District 45: Chris Garten (R-Charlestown) NEW INDIANA HOUSE MEMBERS House District 1: Carolyn Jackson (D-Hammond) House District 3: Ragen Hatcher (D-Gary) House District 9: Patricia Boy (D-Michigan City) House District 15: Chris Chyung
(D-Dyer) House District 19: Lisa Beck (D-Crown Point) House District 23: Ethan Manning (R-Denver) House District 26: Chris Campbell (D-West Lafayette) House District 29: Chuck Goodrich (R-Noblesville) House District 33: John Prescott (R-Union City) House District 43: Tonya Pfaff (D-Terre Haute) House District 47: John T. Young (R-Franklin) House District 49: Christy Stutzman (R-Goshen) House District 56: Bradford Barrett (R-Richmond) House District 59: Ryan Lauer (RSilhouette) House District 63: Shane Lindauer (RJasper) House District 64: Matt Hostettler (REvansville) House District 71: Rita Fleming (DJeffersonville) House District 82: David Abbott (RRome City) House District 85: David Heine (R- New Haven) SENATE LEADERSHIP CHANGES A change in leadership in the Senate Republic Caucus was settled months ago. Rod Bray (R-Martinsville) was chosen soon after session as the new senate president pro tem. He replaces Senator David Long (R-Fort Wayne), who announced his retirement earlier this year. Mark Messer (R-Jasper) has been elected majority floor leader. Jim Merritt (R-Indianapolis) will remain in his position as majority caucus chair. There are no leadership changes expected in the Senate Democratic Caucus, with Tim Lanane (D-Anderson) serving as the senate minority leader and Karen Tallian (D-Portage) remaining as minority caucus chair. HOUSE LEADERSHIP CHANGES Phil GiaQuinta (D-Fort Wayne) was chosen as the new house minority leader November 7. He replaces Terry Goodin (D-Crothersville), who took over as leader for Scott Pelath just last year. Cherrish Pryor (D-Indianapolis) has been elected as the House minority floor leader. Mara Candelaria Reardon (D-Munster) has been elected as House minority caucus chair. There are no leadership changes expected in the House Republican Caucus, with Brian Bosma (R-Indianapolis) serving as the Speaker of the House and Representative Matt Lehman (R-Berne) remaining as House majority floor leader.
ASSOCIATION NEWS
NEW AND RENEWING MEMBERS
Thank You
IIADA recognizes the following members. The following members have joined* or renewed their membership since our last issue of Car Lines.
Members Auto Source* Dean McBride Indianapolis S & H Leasing* Danita Ross Elkhart 50 Auto LLC* Travis Neal Versailles West Park Auto* Keith Fry LaGrange Coastal Credit* Kevin Garrett Indianapolis Empire Auto Group* Kion Waters Indianapolis Guardian Finance Co.* Tom Lloyd Hilliard Lucky 7 Car Store* Amanda Marshall Warsaw M & H Auto & Truck Sales* Mark Mckee Marion Integrity Warranty* Scott Siperko Ooltewah Sellersburg Auto Sales & Leasing* Michael Miller Sellersburg Second Chance Store* Jonathan Hernandez Ft. Wayne Instant Auto Finance Gretchen Carpenter South Bend Spoors Auto Sales Dan Spoor LaPorte
Omni Auto Sales Robert Walczak Whiting
Pioneer Auto Sales Brent Schafer Plymouth
Davco Auto Jason Collins Ft. Wayne
Gaeta Auto Sales Eva Gaeta Lafayette
Jim Orr Auto Sales Jim Orr Mitchell
Freedom Warranty John Skelton Chattanooga
Whitewater Motors Michael Ross West Harrison
Gagnon Motors John Gagnon Akron
Custom Car Care Dan Evans Decatur
Adams Auto Group Brian Adams Kokomo
Whitewater Motor Co. Michael Ross Milan
Bob Sullivan Motors Bob Sullivan New Palestine
Car Credit Corp. Corbin Berkshire Ft. Wayne
Baseline 4x4 Automotive Group Anthony Feichter Albion
Oak Motors Bob Okeley Anderson
Joe’s Auto Sales Drew Krier Indianapolis
Ohio Valley Auto Brokers Darrel Eissler Newburgh
Joe’s Auto Sales George Krier Indianapolis
Shaver Preferred Motors Michael Shaver Merrillville
Best Buy Motors Jaspal Gothra Lafayette
Stutzman Motor Sales Randy Stutzman Goshen
Stoll Kennon Ogden PLLC Donn Wray Indianapolis
CARS2YOU LLC Stoyan Stoyanov Mishawaka
Kesler Schaefer Auto Auction Steve Kesler Indianapolis
Tom Wood Automotive Group Larry Heid Indianapolis
Druley Investments Thromas Druley Laotto
AMS Cars Zach Walton Indianapolis
Alpha Omega Group Brad LeBlanc Loveland
What A Deal Motors Scott Eakins Kokomo
Turner Acceptance Jonathon Levin Skokie
Burgess Motors Ron Burgess Michigan City
Select Motors Vicky Krohn Evansville
Mr. Care Auto Beecher Greer Camby
Teipen, Selanders, Poynter & Ayres, P.C. Kelly Wilhoite Indianapolis
NJ Enterprises Nicholas Lloyd Indianapolis Westside Motors Delphi Truworth Auto Edmund Hourigan Indianapolis
Thank you for your membership with Indiana’s trade association for independent dealers!
Omega Auto Sports Jonathan Downs Strategic Consulting Services Jeff Bond Noblesville
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MANAGEMENT MATTERS | By Dave Anderson
THE FOUNDATION OF ACCOUNTABILITY
Two Non-Negotiable Pillars
I’ve written and spoken extensively about accountability in the 20 years since we started Learn To Lead – how to do it, why it’s important, the consequences for not doing so, and more. In my recent How to Master the Art of Accountability seminar I identified and outlined the two non-negotiable pillars of accountability, and how to develop both. Essentially, holding people accountable requires both the right skill set and the right mindset. Knowing how to hold people accountable but not doing it reflects the wrong mindset. Wanting to hold people accountable but not knowing how to do it indicates a deficient skill set. In this piece I’ll go over the fine points of each of the two non-negotiable pillars for holding people accountable. THREE QUICK OPENERS ON THE IMPORTANCE OF ACCOUNTABILITY ·A ccountability protects the culture, morale, momentum, brand, employee experience, customer experience and credibility of leadership. ·W hile the cost of holding someone accountable may seem high or uncomfortable, the cost for not holding someone accountable is staggering and creates more cultural discomfort. The cost is also enduring, rather than a one-time penalty. In essence, the consequences for failing to hold others accountable create a form of misery on the installment plan. ·A ccountability isn’t an option for someone in a leadership position. It’s a duty. If you can’t do it or won’t do it, you’re unfit for leadership. It’s that big a deal. THE FIRST PILLAR OF ACCOUNTABILITY Holding people accountable requires you have the right skill set. This includes setting clear expectations for outcomes, essential daily activities and core values. Without clarity there can be no accountability because the question becomes, “Accountable for what?” It also takes skill to effectively give feedback on performance, establish and enforce appropriate consequences, and know what to say when you confront a poor performer. These are not tools that come to you in a dream one night after you’re promoted from advisor to service manager, or from salesperson to sales manager. They must be taught, learned, and applied to perform one’s duty as an effective leader. Because of this need for accountability “how to’s,” the accountability categories of our virtual training library are always the most used by managers from all departments in an organization.
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I should emphasize that part of the skill set for holding others accountable mandates you develop a skillful style as well, and it should be more conversational than confrontational. Holding people accountable isn’t a license to be a jerk, become profane, shout, or get personal. In fact, those tactics make you look like a leadership amateur. Your approach should be direct, respectful, firm, and attack the performance rather than the performer. THE SECOND PILLAR OF ACCOUNTABILITY Holding people accountable requires the right mindset. Mindset is defined as “the established attitudes held by someone.” If you don’t have the right attitude concerning holding people accountable you’re unlikely to do it with urgency or consistency. The right accountability mindset is established when you realize and believe that holding someone accountable isn’t something you do to them, but for them. Frankly, if you believe you’re doing something “to” someone you’ll be reluctant to do it, and will likely apologize for doing your job – making you the “bad guy” and the nonperformer “the victim.” However, when you believe you’re holding someone accountable to help them, to correct their course, to facilitate their growth, and to make them more successful, you’ll execute this vital duty without hesitation or apology. In an age dedicated to political correctness and not doing something that would offend someone else, holding people accountable has increasingly become seen as harsh or unfair. But is it really harsh to let someone know what is expected, how to improve, where they stand, where they need to be and by when, or what the consequence is for failing to do their job? If you think about it, it doesn’t really get any fairer than that. In reality, what’s truly harsh is letting people live in a gray area, allowing them to fail, fall further off track, and permit things to get so bad for so long you have no choice but to remove them, and they never see it coming or have a chance to correct their course because you failed to tell them. While it’s true that
holding an accountability conversation can make both you and the other person uncomfortable, that very discomfort is what’s necessary for you both to grow and get better at what you do. What’s more uncomfortable is failing to do your job and having nonproducers, or toxic achievers, remain on your team, which is unfair to the rest of the team and jeopardizes your own job. The bottom line is that the best time to start holding people accountable would have been several years ago. The next best time is now. Where holding people accountable is concerned, if you know what to do, why it’s important, and what’s at stake if you don’t do it, and yet still fail to do it, you are the one that should be held more accountable for subordinating what’s best for the person and team to your own comfort level. When you think about it, holding others accountable is a cornerstone of any leader’s job description, so expecting you to do your job and hold others accountable seems like a reasonable expectation. Developing the right skill set and mindset – the two non-negotiable pillars of accountability – offers you a road map to get the job done. Dave Anderson, “Mr. Accountability,” is a leading international speaker on personal and corporate performance improvement. He is also the author of 14 books and host of the podcast, The Game Changer Life.
COVER STORY
ASSOCIATION NEWS | By Paul John
The NIADA Begins New Membership Initiative The National Independent Automobile Dealers Association has begun a new nationwide membership initiative. Its goal is to reach 20,000 members by 2020. The organization will reach this goal by focusing on the states with the highest growth opportunity. This simple strategy measures current market share – number of members compared to number of licensed dealers. NIADA state-affiliated associations that provide more dealer educational programs and effective advocacy at the state capital – and are able to negotiate exclusive member discounts for their members – generally have a bigger footprint, typically between 30 and 60 percent market share penetration. NIADA has already begun working with the state organizations by working closely with the state directors and their board members to understand their state-specific challenges as
T H E O R G A N I Z AT I O N W I L L R E A C H THIS GOAL BY FOCUSING ON THE S TAT E S W I T H T H E H I G H E S T G R O W T H O P P O R T U N I T Y. T H I S S I M P L E S T R A T E G Y MEASURES CURRENT MARKET SHARE – NUMBER OF MEMBERS COMPARED TO NUMBER OF LICENSED DEALERS. well as develop a clear understanding of their goals. And more importantly, NIADA is working with states’ leadership on specific strategies that will pave the way for state associations to grow and stay relevant. Paul John is NIADA’s vice president of national field operations. He can be reached at paul@niada.com or 770-616-5156.
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ONLINE MARKETING | By Digital Air Strike
FACEBOOK MARKETPLACE FOR AUTO DEALERSHIPS
Explained in 60 Seconds
Facebook Marketplace is an easy, convenient way to buy and sell just about anything, including cars. More than just a replacement for sites like Craigslist, Facebook is quickly turning Marketplace into the world’s largest online e-commerce site. Your dealership needs to be ready. Facebook recently revealed a series of partnerships with automotive companies like Kelley Blue Book, Cars.com, Edmunds, and others that are quickly turning Facebook Marketplace into the biggest car buying site, used by 550 million people each month – and quickly growing. It’s free to manually upload used vehicles to Marketplace and start selling!
ACCELERATE |
Dealerships can also partner with companies to help them automatically upload their inventory onto Facebook Marketplace. Once posted, vehicles and dealerships on Marketplace are displayed to shoppers based on their location. By default, Marketplace shows listings and dealerships within 40 miles of a person’s location. Shoppers can sort through car listings using typical filters like price, model, and mileage. A big bonus of Marketplace is that after a shopper views a vehicle, it will be advertised to them again in their newsfeed, as well as newly added similar vehicles. This is a great cost-effective way to keep your vehicles and dealership fresh in a customer’s mind during that critical consideration phase. Facebook Marketplace doesn’t stop at listing your used inventory. You can also advertise on the platform, allowing you to reach customers where they’re spending their time. This gives your dealership an advantage over your competitors because you are connecting with customers who are actively shopping for vehicles. Interested buyers can quickly and easily
contact dealerships directly from the vehicle listing with Facebook Messenger. Facebook Messenger conversations are a little different from your typical chat interaction (in a good way). Unlike some website chat interactions, conversations in Facebook Messenger don’t disappear. This opens the opportunity for future follow-ups to help nurture the sale. Additionally, shoppers are notified of new messages on both Facebook and Messenger apps, which helps increase read and response rates. While it’s great that you can access Facebook messages in the future, problems arise when dealerships do not have a team to tend to incoming messages. Typically, when a shopper contacts your dealership, your sales team must respond. Your entire team may not have access to your Facebook business page, may be focused on other customers, or your dealership may be closed. Still, the longer you take to respond, the more likely your customer is to lose interest or check out other vehicles being sold by other dealers. The solution is to integrate A.I. powered messaging onto your Facebook page. A bot can automatically qualify the interest level of every lead that comes in your system. When a lead is hot, the correct team member is notified by text and email for instant follow up! For more information email sales@digitalairstrike.com or visit www.digitalairstrike.com.
By GWC Warranty
EARNING TRUST IN F&I
Showing Customers the Value of F&I Products
Perhaps the most difficult obstacle to overcome in the F&I office is getting your customers to trust that the products you’re offering will be worth the added cost. Establishing that trust is the first step in building the foundation for long-term F&I success. But how do you go about gaining the trust of someone whose money you’re looking to spend on additional products like a vehicle service contract? Just like most things in life, honesty is the best policy in the F&I office. Being upfront about monthly costs, coverage limitations and the company backing your products will help customers feel the confidence they need to feel to make a service contract purchase. PAYMENT TRANSPARENCY For the vast majority of customers, you’re negotiating on monthly payment and getting them on board with how the cost of a service contract impacts what hits their bank accounts each month. At a glance, the added cost can be staggering, especially in a world where 78 percent of people are living check to check. But breaking it down by daily cost could help overcome this hurdle. For example, the daily cost of a $300 payment is roughly $10 a day. If you add $50 per month for a service contract, that daily cost is just over $11 a day. This nominal daily increase compared to the cost of major repairs can help customers see the value in added vehicle protection.
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COVERAGE TRANSPARENCY Not all coverage levels were created equally. It’s important to impart this to your customers. If you’ve mastered your menu selling strategy, working backwards from the highest level of coverage achieves this goal for you. Focusing on what customers miss out on and using this technique in tandem with highlighting small daily cost differences, it’s easy to spell out value that will help your customer see you have their long-term financial interests in mind. PROVIDER REPUTATION Customers may object to a service contract due to the industry’s reputation. But working with a reputable partner has its benefits – most notably your ability to showcase that reputation to customers. When you can show customers the product you’re selling is backed by a company with decades of experience and billions in claims paid, peace of mind will come easily – and quickly. SHOWCASE PAST RESULTS Does your customer still not trust your F&I process? Even the most difficult customers can’t deny real-life results. Keep close a file of past work orders or a claims paid report and show that difficult buyer all the money VSCs have saved your past customers. No customer can refute the value of a VSC after seeing exactly what it’s done for people in their shoes.
REGULATORY MATTERS
RECORD RETENTION
Guidelines for Auto Dealers
The following information is a guideline for auto dealers to use regarding record retention. Your attorney and accountant should be consulted regarding your individual records. The IRS website at www.irs.gov is also a useful resource. ACCOUNTING RECORDS
Audit Reports..........................................................................................................................Permanently Accounts Receivable and Payable Ledgers............................................................................. 8 years Bank Statements & Reconciliations........................................................................................... 5 years Cancelled Checks............................................................................................................................. 5 years Capital Stock Book.................................................................................................................Permanently Cash Disbursement and Cash Receipts Journals................................................................. 8 years Expense Reports............................................................................................................................... 6 years Financial Statements............................................................................................................Permanently General Ledger and Journal..............................................................................................Permanently Inventory Records............................................................................................................................ 8 years Notes Receivable Ledger................................................................................................................ 8 years Parts and Services Sales Journal................................................................................................ 8 years Payroll Earnings Records............................................................................................................. 5 years Payroll Journal.................................................................................................................................. 5 years Payroll Time Cards........................................................................................................................... 3 years Petty Cash Vouchers........................................................................................................................ 3 years Petty Cash Summary....................................................................................................................... 3 years Prepaid and Accrued Expenses Journal.................................................................................. 3 years Subsidiary Ledger............................................................................................................................. 8 years Trial Balances.................................................................................................................................... 8 years Vouchers (Vendors or Employees)............................................................................................. 8 years CORPORATE RECORDS
Articles, By-Laws, Minutes and other Corporate Records......................................Permanently CORRESPONDENCE
General............................................................................................................................................... 10 years Legal and Tax..........................................................................................................................Permanently OPERATIONS
Accident Reports.............................................................................................................................. 6 years Bills of Lading.................................................................................................................................. 10 years Credit Applications - denied.................................................................................................. 25 months Credit Card Slip.................................................................................................................................... 1 year Customer Files................................................................................................................................. 10 years Damage Disclosure Statements................................................................................................... 5 years Employment Applications - Terminated.................................................................................. 3 years Employment Applications - Hired............................................................3 years past termination Insurance Policies - expired..............................................................................................Permanently Internal Repair Orders.................................................................................................................... 3 years Junking Certificate........................................................................................................................... 3 years Odometer Statements..................................................................................................................... 5 years OSHA Records................................................................................................................................... 6 years Purchase Orders............................................................................................................................... 6 years Repair Estimates.......................................................................................................................... 9 months Repair Order Check Sheet............................................................................................................. 2 years Repair Order....................................................................................................................................... 6 years Retail Installment Contract - assigned.................................................................................... 10 years Retail Installment Contract - not assigned............................................. 10 years past expiration Sales Invoices.................................................................................................................................... 6 years Service Contracts/Extended Warranties................................................. 10 years past expiration Shipping and Receiving Reports................................................................................................. 6 years Vehicle Invoices................................................................................................................................ 6 years Vehicle Purchase Orders............................................................................................................. 10 years Vendor Invoices................................................................................................................................ 6 years TAX DOCUMENTS
Form 8300-$10,000 Cash Reporting Form................................................................................... 5 years Income Tax Returns (federal and state).............................................................................. Permanently IRS Audit Results.......................................................................................................................... Permanently Unemployment Tax Returns (federal and state)......................................................................... 5 years Withholding Tax Returns (federal and state)............................................................................... 5 years Withholding Tax Statements............................................................................................................... 5 years
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AUCTION NEWS
FIVE NEW AND EXPANDED GM ROLES AT MANHEIM
Manheim Indianapolis GM’s Role Expanded
Building on its efforts to promote talent with proven skills and execute on its business objectives, Manheim has announced five general manager selections for new and expanded roles at its operating locations nationwide. Dana Lowenthal has been promoted to general manager of Manheim Central Florida. Her career with the Cox family of companies began in 2008 at Cox Newspapers before transitioning to the technology and digital space at Manheim. She then held roles of increasing responsibility before becoming assistant general manager of Manheim Palm Beach in 2015. Most recently, she was the auction manager at Manheim Central Florida before her promotion to general manager this summer. Lowenthal is a stalwart of Manheim’s leadership team as a co-founder of the Women with Drive employee resource group at Cox Automotive. She also held roles on the Manheim Diversity and Inclusion
Committee and the Women in Technology Board of Directors in Atlanta. Maxine Mane has been promoted to general manager of Manheim New England. Mane joined Manheim in 2012 as the promotions manager for several operating locations in Florida before being elevated to dealer services manager for Manheim Palm Beach in 2014. Most recently, she served as assistant general manager for Manheim Dallas, overseeing the front office, arbitration, call center, client experience, and marketing and promotions teams. Maxine was instrumental in increasing dealer sales last year.
Tom Rastelli has been promoted to general manager of Manheim Portland. He joined Manheim in 2014 as a field sales manager in the Northeast and has shown a passion for developing others, leading teams, and driving results. Previously, as assistant general manager for Manheim Phoenix, Rastelli was instrumental in growing dealer volume year over year and
surpassing vehicle volume benchmarks in 2018. “The deep roster of talent we have in the field was essential to us being able to quickly fill these general manager roles from within,” said Manheim senior vice president Patrick Brennan. “I am proud of our tremendous team and excited about how these leaders will serve our clients.” Additionally, Manheim has expanded the roles of two general managers with proven leadership skills. Mike Cesta, general manager of Manheim Chicago, has assumed the additional responsibility of general management for Manheim Arena, also in Illinois. Cesta joined Manheim in 1998. His leadership highlights include establishing the Retail Reconditioning operations at Manheim Chicago in 2016 and engaging team members to nearly double Manheim Chicago’s financial performance. Emily Decker, general manager of Manheim Indianapolis, will take on general management for Manheim Cincinnati in 2019 upon the retirement of current GM Anita Jamison. Decker joined Manheim in 1997. Under her team leadership approach, Manheim Indianapolis has generated notable growth and been recognized as one of Indiana’s top places to work for three consecutive years. To learn more about Manheim, visit www.manheim.com.
SAFETY WATCH
FORD RECALLS MORE THAN 1.25 MILLION CARS
Canister Purge Valve May Malfunction
Ford Motor Co. is recalling 1,282,596 2012-18 Ford Focus vehicles with a 2.0L GDI or 2.0L GTDI engine. The Canister Purge Valve (CPV) may malfunction, possibly causing excessive vacuum in fuel vapor management system. Ford will notify owners, and dealers will reprogram the Powertrain Control Module. Dealers will also check for fault codes and replace the CPV as needed. If the CPV is replaced, dealers will inspect and replace the carbon canister, fuel tank and fuel delivery module as necessary. Until the vehicle is serviced for this concern, owners are advised to keep the fuel tank at least halfway full. Ford’s number for this recall is 18S32.
WWW.IIADA.COM JANUARY 2019 CAR LINES 13
ASSOCIATION NEWS
NIADA PARTNERS WITH DEALERSHIPS TO OFFER CPO VEHICLES Two New Dealerships Added to the CPO Family
RLB Sales & Leasing and 6th Gear Auto – both of Fort Worth, Texas – are now proud members of the NIADA Certified family. To celebrate, NIADA held kickoff launches at both dealerships. “It’s important to us to be here,” said Warrantech business development manager and program administrator Mike Sims. “Not only to us as a whole, but to these dealerships as clients, as partners of ours with NIADA.” Scott Lilja, NIADA’s senior vice president of member services, was also on hand to offer support and explain the benefits of partnering with NIADA. “We’ve been around for 73 years protecting dealers’ interests, putting together programs to help them get to that next level in terms of differentiation and quality, and trust and transparency with consumers. And that’s what the NIADA CPO program is really about.” The NIADA Certified Pre-Owned Program offers high-quality used vehicles backed by a powerful warranty with nationwide reach, and backed by NIADA – a national association whose more than 15,000 members are dedicated to integrity and subscribe to a strict code of ethics. For a vehicle to be considered “NIADA Certified,” it must undergo a 125-point inspection conducted by a licensed repair facility and be backed by a rigorous vehicle history report. Once all requirements have been met, dealers are then able to offer these vehicles to their customers along with a number of features and benefits, including the following: • A CARFAX vehicle history report. • Special financing for qualified customers. • Flexible, fully customizable warranty options. • Roadside assistance, towing, vehicle rental and lost key/lockout service. Offering these benefits is already paying big dividends for both dealerships. “My turnover is in the 40s now and that’s what I’m really proud of,” said 6th Gear Auto Sales owner Chris Johnson. “We’re selling cars faster, but more importantly, our systems, our procedures and our policies through Warrantech have helped us sell more cars through our training processes.” “It adds value to what we’re doing here,” said RLB Sales & Leasing general manager Shane Collins. “It adds value to every vehicle we sell. We’ve already seen the uptick. We’re pacing 60 cars this month when last month we did 30, so we’re excited. It’s going to be a long, happy journey.” To learn more about how your dealership can become NIADA Certified, visit niadacertified.com/dealers or call 1-877-3100288 to sign up today.
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6th Gear Auto – Fort Worth, Texas
RLB Sales & Leasing – Fort Worth, Texas
| ASSOCIATION NEWS |
NOMINATE A DEALER FOR IIADA’S 2019 QUALITY DEALER OF THE YEAR Application Deadline: July 1, 2019
Applications are now being accepted for Indiana’s 2019 Quality Dealer of the Year. The winner will represent Indiana at the NIADA 2020 Convention & Expo and compete for the coveted NIADA Quality Dealer of the Year award. The public recognition and prestige associated with this award will produce many benefits for your dealership.
Eligibility: Dealers must be nominated by an IIADA member or sponsor. To request an application, email iiada@comcast.net or call 219.661.0287.
REGULATORY MATTERS | By Blair Witter
ONE OF THE BIGGEST THREATS TO YOUR BUSINESS
It Could be You
Yes, really. It might be you. Despite the record sales you’ve brought in. Despite the cost saving measures you’ve put in place. Despite the efficiency of the organizational procedures you’ve implemented. If you’re the person putting GPS tracking devices on the vehicles you’re selling – without disclosing it to the consumer – you might be putting your business at risk. The use of GPS devices to help mitigate the risk for creditors in the subprime auto finance industry has been around for a long time. Yet, even after all this time, there are GPS providers – and dealers or creditors – who still operate without obtaining written disclosure from the consumer when using this type of technology. Let’s not kid ourselves. It is not the technology that’s the problem. It’s your choice not to disclose the use of that technology – or failure to comply with state and federal regulations – that is the problem. This decision could make you a threat to your own business. Why should you be disclosing? Well, depending upon your state, it might
be illegal not to. Several states, including California, New Jersey and Nevada, have recently passed laws requiring disclosure of GPS devices to the consumer. The laws vary by state on exactly what must be disclosed and exactly how it must be disclosed, but disclosure itself is not an option. Even if it is not specifically illegal not to disclose in the states you are doing business, by choosing not to disclose the use of GPS devices to your customers, you are still exposing your business to some serious liability. With Right-to-Cure laws, Consumer Protection Acts, and Consumer Privacy Acts, not disclosing the use of the device could open you up to legal issues such as fines or even civil action. Hudson Cook LLP partner Tom Hudson encourages dealers to disclose the use of devices: “Every state that has legalized devices by statute has also required a dealer or finance company to disclose that a vehicle has been equipped with a device. Further, more than one state has fined dealers for failing to disclose the devices for engaging in an unfair, deceptive or abusive act or practice. You’d have to be braindead not to disclose the presence of the device.” And, of course, the CFPB could take notice of your position not to disclose. If you think you’re too small to get the attention of the CFPB, I wouldn’t count on it. Just look at Y King S Corp., which does
business as Herbies Auto Sales, in Colorado. Last year, the company was ordered to pay $700,000 in redress to consumers for what the CFPB called violations of the Truth in Lending Act and the Dodd-Frank Wall Street Reform and Consumer Financial Protection Act. Would the CFPB consider failing to disclose the use of GPS technology a violation as well? It is fair to say that having a customer sign a written disclosure about the existence of a device, how it operates, and how it will be used by the creditor helps reduce the liability of your company. It could prevent a lawsuit or other type of consumer complaint. So, if your GPS provider is saying you don’t need to disclose, maybe you should ask them if they are also offering to cover your legal fees, a potential fine from the CFPB or a classaction lawsuit for invasion of privacy down the road. Choose a GPS provider that offers technology that is compliant with state and federal regulations. Additionally, use a company that employs certified compliance officers and offers advice, recommendations and training such as webinars to its dealer customers. Does your provider do that? Blair Witter is PassTime’s vice president of sales for the Southeast Region. His vast experience includes 11 years at Credit Acceptance and founding and managing two large-volume dealerships in Biloxi, Mississippi, and Mobile, Alabama, for over a decade. Contact Blair at (239) 240-6913 or bwitter@passtimeusa.com.
WWW.IIADA.COM JANUARY 2019 CAR LINES 15
MEMBER APPLICATION
The IIADA Has the Independent Auto Dealer Covered! Phone: (219) 661-0287 • Fax: (219)663-5294 iiada@comcast.net
JOIN TODAY
This is our personal invitation to you to join the State and National Independent Automobile Dealers Professional Associations It is important to me to be recognized as a professional! Enclosed are my annual dues of $295 to make sure that my business has all the advantages IIADA/NIADA Inc., provides to put me at the forefront of my profession. By completing this form, I agree to abide by the Code of Ethics. Also, I am consenting to and giving IIADA/NIADA Inc., its affiliates and subsidiaries, my permission to (until I give written notice to discontinue) contact me and provide information to me at the mailing and email addresses, telephone and fax number(s) I have provided.
For an annual membership investment of only $295, which includes an NIADA membership, you get 2019 member auction coupons for a total savings of over $3,000!
GENERAL INFORMATION
Dealership Name _______________________________________ Dealer Lic#_________________ Mail Address ______________________________________________________________________ County __________________________________________________________________________ City/State/Zip_____________________________________________________________________
Phone _____________________________________________ Fax__________________________ E-mail____________________________________________________________________________ Website___________________________________________________________________________ Owners (Please Print) ______________________________________________________________ Recommended By _________________________________________________________________ o Check o Visa o MasterCard
Credit Card Number: _____________________________________ Expiration Date: _________
Signature: ______________________________________________________________________ Please include your email address, phone and fax numbers so that we can easily communicate with you. Membership dues are $295 for 12 months from the date you join, and your National lADA dues are included. Please send application and check or credit card information to: IIADA, PO Box 1393, Crown Point, IN 46308
Note: 25% of dues are non-deductible
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MEMBER BENEFITS
IIADA • VIP MEMBERS ONLY • EXCLUSIVE
For $295 You Get Membership 2019 Member Auction in Both IIADA and NIADA Coupons for a Total Plus All of the Following Benefits and Even Savings of $3,000! MoreThat Are Not Listed!
Programs for Extra Profit
• Dealer Bond at Member Rates • Dealer Insurance • Health Insurance • Forms • Financing • Software • IIADA Help Desk • National Dealer Network Skip Tracing Contacts • College Scholarships • Prescription Drug Card • National Dealer Network
Publications
• Car Lines Publication • Used Car Dealer Magazine • Federally Required Safeguards Policy Document • Federally Required Red Flags Rules Policy Documents • IRS Audit Technique Guide For the Independent Used Car Dealer • Current Industry Information • Legislative Alerts • NIADA Annual Market Analysis
Professional Development
• Certified Master Dealer Program • Free Access to NIADA.tv Training at Your Business • Access to IndependentDealer.com where dealers go for answers • NIADA Membership and Window Decal • IIADA “Symbol of Integrity” Logo and Window Decal • NIADA Annual Convention and Expo • Code of Ethics
ADE of Indianapolis ADESA Cincinnati/Dayton ADESA Indianapolis ADESA Lansing America’s Auto Auction Toledo America’s Auto Auction West Michigan Clark County Auto Auction Dyer Auto Auction Fort Wayne Truck and Auto Auction Greater Kalamazoo Auto Auction Greater Mishawaka Auto Auction Greater Rockford Auto Auction Indiana Auto Auction, Inc. Indianapolis Car Exchange Kesler-Schaefer Wholesale Auto Auction Manheim Cincinnati Manheim Indianapolis Manheim Louisville Manheim Ohio Wolfe’s Auto Auctions-Evansville/ South Bend/Terre Haute
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Representation
• State Lobby and Consultant Services • State Legislative and Regulatory Tracking and Reporting • Federal Lobby and Consulting Services • Federal Legal, Legislative and Regulatory Tracking and Reporting • Indiana Department of Revenue Liaison • Indiana Dealer Services Liaison • Indiana Bureau of Motor Vehicles Liaison
SUPPORT IIADA!
We are your voice in Indianapolis.
WWW.IIADA.COM JANUARY 2019 CAR LINES 17
ASSOCIATE MEMBERS
IIADA Associate Membership is available to automotive related businesses. Please call 219-661-0287 for more information on Associate Memberships.
700 Credit
Ann Carson 202.422.2351 acarson@700credit.com www.700credit.com
ACV Auctions
Dennis Carey 260.350.2617 dcarey@acvauctions.com
Advantage One Tire Network Brandon Schlarb 317.809.6781 bschlarb@a1tnindy.com
AFC
Stephanie Freeman 317.343.5020 Stephanie.freeman autofinance.com
Alpha Omega Group Brad LeBlanc 513.317.9861 brad@aogllc.com
ASC Warranty Co. Inc. Susan Williams/ Clayton Morgan 800-442-7116
Ashton Agency Inc.
Drive1 USA, Inc.
Bruce Norton 1512 W. 96th Ave., Ste. C Crown Point, IN 46307 Phone: 219.670.0542 Email: Bnorton@drive1usa.com
Driven Brands
Clark Ellis 312.515.5664 clark.ellis@drivenbrands.com
Encompass Dealer Services Terry Schwer 765.969.1692 terry@encompassdealers.com
Envirotest Titling & Registration Kevin Lewis 1445 Brookville Way Suite G Indianapolis, IN 46239 317.322.0020 www.etrindiana.com
Envirotest Titling & Registration Kevin Lewis 1111 S. Green River Rd. Suite 100 Evansville, IN 47715 812.909.0116 www.etrindiana.com
Envirotest Titling & Registration
Dealer Insurance, Bonds Kathy Alexander 407.678.5900 kalexander@ashtonagency.com
Jennifer Kharchaf 1171 Breuckman Dr., Ste. B Crown Point, IN 46307 219.661.8220 www.etrindiana.com
AutoZone
Frazer Computing Inc.
Gerry Sutter gerald.sutter@autozone.com 440.263.3389
Coastal Credit LLC
Austin McFarland 317.727.2778 amcfarland@coastalcreditllc.com
Consolidated Automotive Services
Chris Walsh 812.988.8300 www.consolidated autoservices.com
Deluxe Corporation
Safeguard Printing Jennifer Blair 800.875.9908 jblair@safeguardprinting.com
Donn H. Wray
Legal Counsel Stoll Keenon Ogden 201 N. Illinois Street, Ste. 1225 Indianapolis, IN 46204 317.608.4369
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6196 US Hwy 11, P O Box 569 Canton, NY 13617 888.963.5369 www.frazer.com
Freedom Warranty
John Skelton 423.207.1333 www.freedomwarranty.com
Insurance ProfessionalsDealer Specialists Steffy Hatoway Jan Hatoway Office: 317.861.4411 Cell: 317.750.3032
Insurance Professionals of New Palestine
Pull A Part of Indianapolis LLC
Integrity Warranty, LLC
Lester Dean PO Box 9700 Wyoming, Michigan 49509 616.438.3591 Fax: 616-245-5978 lesterd@reliableautofinance.com
Paul Mulready 423.355.8353 pmulready@integritywarranty.com www.integritywarranty.com
Lincolnway Insurance Services Greg St. Germain 336 E. Lincoln Hwy. Schererville, IN 46375 219-865-2227 gregg@lincolnwayinsurance.com
Maxey & Associates Insurance
Somerset CPAs
Jane Saxon, CPA 3925 River Crossing Pkwy. Indianapolis, IN 46240 317.472.2183 jsaxon@somersetcpas.com
National Auto Auction Association
Strategic Consulting
Frank Hackett 301.696.0400 naaa@naaa.com
Nationwide Cassel LLC
Mark Plunkett mplunkitt@nationwideloans.com 317.441.1637
NextGear Capital
NVP Warranty
Rex Collins 330.758.8613 rcollins@hbkcpa.com
Reliable Auto Finance
SPIREON
GWC Warranty
HBK CPAs & Consultant
Mark Cohen 2505 Producers Lane Indianapolis, IN 46218 Phone: 678.327.5584
Health Insurance Specialists Pam Mix 219.763.2401 maxey.insurance@comcast.net
Tom Lloyd 513.515.5442 tlloyd@guardianfinancecompany.com P O Box 7900 Wilkes-Barre, PA 18773 317.374.6271 www.gwcwarranty.com
Matt Reece Phone: 864.237.6090 Matt.Reece@pfs-corp.net Nat Rieder Nat.Rieder@pfs-corp.net Phone: 614.935.9808
Network Benefits of Mid America 35 W. Main St. P.O. Box 467 New Palestine, IN 46163 Office: 317-861-4411 800-688-7988 Cell: 317-750-3032
Lori Kahre 1320 City Center Drive Suite 100 Carmel, IN 46033 Phone: 317.571.3845 www.nextgearcapital.com
Guardian Finance Company
Professional Financial Services
Art Mastyugin 888.270.5835 art@nvpwarranty.com
Preferred Warranties, Inc. Gregg Reidenbach/Guy Loeffler 800-548-1121 info@warrantys.com www.warrantys.com
Dave Boekholder 800.557.1449 dboekholder@spireon.com Jeff Bond 317.363.6458 jeff@scspro.net
T & J Dealer Services
Justin Stuckey 260.403.2410 justin@dealerservices.com
Teipen, Selanders, Poynter & Ayres, P.C.
Certified Public Accountants Barnett Sapurstein, CPA 317.598.6700 bsapurstein@teipencpa.com
Turner Acceptance Jonathon Turner Phone: 773.290.5007 turneracceptance.com