CAR LINES
S TAT E A F F I L I AT E
INDIANA INDEPENDENT AUTOMOBILE DE ALERS A S S O C I AT I O N
JULY 2017
MAGAZINE
30th
ANNIVERSARY ISSUE
SAVE THE DATE:
CELEBRATING OUR MEMBERS PAG E 0 8
DALLAS, TEXAS Permit No. 2079
PAID
PRSRT Standard U.S. Postage
W W W.II A DA .C O M
AUGUST 27 FISHERS, IN
INSIDE
BOARD MEMBERS
05.................Dyer Auto Auction Celebrates 70th Anniversary 08.................................. Celebrating Our Long-Time Members 10.................................................. NIADA Government Report 12...........Increasing Your Vehicle Throughput and Profitability 14.........................Facebook Organic Reach is Near Extinction 18...................................................Rejoice in ROI from Training
WHAT’S NEW
Convention Education Sessions Online
The NIADA Convention & Expo June 12-15 offered a wealth of information for dealers on a variety of topics. If you missed a session, or would like a refresher, sessions will be available on NIADAconvention.tv mid-July.
ADVERTISERS INDEX
ADESA....................................................................................19 AmTrust Financial..................................................................IFC Black Book................................................................................3 CarMax Auctions....................................................................15 Dyer Auto Auction....................................................................7 Kesler Schaefer AA..................................................................6 Manheim.................................................................................11 Manheim Pennsylvania..........................................................13 NextGear Capital....................................................................12 PassTime.................................................................................14 Protective.............................................................................. IBC VAuto....................................................................... Back Cover Warranty Solutions................................................................18
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 © 2017 by NIADA Services, Inc.
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
Tony Del Real Del Real Automotive Group 1002 Walnut Avenue Frankfort, IN 46041 Phone: 765.446.9204 tdelreal@delrealauto.com
Treasurer
STATE MAGAZINE MGR./SALES
Bruce Norton Drive1 USA, Inc. 1512 W. 96th Avenue Suite C Crown Point, IN 46307 Phone: 219.670.0542 Bnorton@drive1usa.com
EDITORS
Secretary
Troy Graff • troy@niada.com
Jacinda Timmerman • jacinda@niada.com Andy Friedlander • andy@niada.com MAGAZINE LAYOUT
Christopher Hanley • chris@niada.com PRINTING
Nieman Printing
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
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Jennifer Cotton Dyer Auto Auction 219.865.2361 Fax: 219.322.1761 bcotton@dyerauction.com Kim Graham Kim Graham, Inc. 1648 A US 31 S Greenwood, IN 46143 317.888.0100 Fax: 317.888.8900 k.motors@sbcglobal.net 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
Taryn Sanchez White’s Auto Sales LLC 1105 N. McKinley Avenue Rensselaer, IN 47978 Phone: 219.866.7553 twhite1517@att.net Harold Drees H.T.D., Inc. 200 E. Main Street Thorntown, IN 46071 317.402.2312 Fax: 765.436.7222 htdinc@msn.com Andrew J. Inabnitt Approval Auto Credit Inc. 9825 Huggin Hollow Rd. Martinsville, IN 46151 317.422.8001 Fax: 317.422.8020 joe@approvalautocredit.com 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 Debbie Andersen Executive Director 128 S. East Street # 1393 Crown Point, IN 46308 219.661.0287 iiada@comcast.net
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
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AUCTION NEWS BY NAAA
DYER AUTO AUCTION CELEBRATES 70TH ANNIVERSARY Legacy of Helping Indiana Dealers
World War II’s effects were still being felt throughout the United States in 1947, as the demand for consumer goods outstripped the supply. The year saw some inventions, such as the transistor, that would have far-reaching effects, and amazingly, AT&T and Bell Labs worked together to create the basic prototype of the modern cell phone. The average car cost was $1,300, a gallon of gas went for 15 cents, and the average home cost $7,100. Movie buffs will take note that in 1947 Warden Norton welcomed Andy Dufresne to Shawshank State Penitentiary. Five other events occurred in 1947 that changed the landscape of the modern auto auction industry. Five auctions got their start: ADESA Boston, Bel Air Auto Auction, Dyer Auto Auction, Greater Quad City Auto Auction and Southern Auto Auction. Here’s a look at Indiana’s Dyer Auto Auction as they celebrate this milestone. Auction Driver Decides it Would Be Better to Have Cars Come to Him The used car business and auto auctions go together like bread and butter. Fresh out of the Army following World War II, a young Bud Fennema took on the job of driving cars from his father-in-law’s used car lot to Decatur Auto Auction. He decided that opening an auction in Dyer, Indiana, just 35 miles from downtown Chicago, might just prove to be a lucrative idea. His idea came to fruition in May 1947 when he and his friend, George Lawson, opened the sale in Dyer, Indiana. The auction started in a rented building in downtown Dyer, using sawhorses to block the main street to allow vehicles to enter and exit the building. They rented vacant lots around town to park consignment vehicles. His first sale was 55 cars strong. Today, the auction operates eight lanes on 50 acres in one of the fastest-growing areas in Indiana. The sale set a record in 1998, when it ran 1,800 vehicles and sold an impressive 1,200. The auction works from the same business plan set in motion 50 years ago. Every dealer is treated as though it were his or her first time at the sale. They are greeted warmly, treated with respect, and their requests, questions and suggestions are given the highest priority. The auction has a large state-of-the-art reconditioning center, 24-hour security, a heated indoor check-in building and a computerized check-in and checkout system. “Dyer Auto Auction was built by going the extra mile and we will continue to do so through leadership and long-term relationships,” said current owner W.J. “Buzz” Cotton. The auction has changed hands and leadership several times over its 70 year history. Len Pollack, a new car dealer in Gary, Indiana, purchased
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the auction in 1959, and operated it for two years before selling it to two local auctioneers, Jimmy Cotton and Ray Clark. Cotton and Clark, along with Jimmy Franks, were co-owners of Arena Auto Auction in Chicago. A year later, Cotton and Clark traded shares, making Cotton and Franks sole owners of Arena and Clark the owner of Dyer Auto Auction. Clark and family owned and operated the auction until 1986. That December, Jimmy Cotton’s son, W.J. “Buzz” Cotton, purchased the three-lane auction with consignments of 250 vehicles. Between 1987 and 1989, he purchased an additional 30 acres and built a new facility. “Outstanding customer service begins with outstanding employees,” Buzz Cotton said. “Employee turnover is something that Dyer Auto Auction has not had to worry about. We employ three women that worked for Jimmy Cotton at Arena Auto Auction in the late ‘60s. In fact, the front office staff averages just over 28 years of experience.” Buzz started in the auction business working for his father, Jimmy Cotton, at Arena Auto Auction after graduating from Fort Lewis College in Durango, Colorado. He continued with the auction when it was purchased by Anglo American Auto Auctions in 1984 and became director of operations. He held that position until he bought Dyer Auto Auction in 1987. In total, the positions held within the NAAA by current and previous Dyer employees include a past NAAA president (Jimmy Franks); three Pioneer Awards
winners (Jimmy Franks, Jimmy Cotton, and W.J. Cotton); three NAAA Midwest Chapter presidents (Jimmy Franks, W.J. Cotton, and Jason Cotton); chairman of the Independent Auction Committee and the NAAA Board of Directors (W.J. Cotton); NAAA Executive Committee Board member (Jason Cotton); and IAASC Board members (W.J. Cotton and Jason Cotton). “Looking into the future as an independent auction is what kept Dyer above the rest in the Midwest,” Buzz said. “Understanding what role the Internet would eventually play in our industry, we hired a self-taught computer programmer by the name of Dan Diedrich in 1990. We learned what the independent auctions lacked, and what was needed to keep up in the fast-moving marketplace. With those ideas, AutoLookout was born and eventually, with the combination of Auction Pipeline, now makes up Auction Edge.” Cotton said if he were to have to develop a business plan for the next 70 years, he wouldn’t change much from what they have been doing for the past 70 years. “Help every customer that either walks through the doors or logs in online to experience customer service that exceeds their expectations,” he said. “Help every dealer that normally buys or sells one vehicle per week to buy or sell two.” Dyer Auto Auction is located at 641 Joliet Street in Dyer, Indiana. For more information, visit www.dyerauction.com.
July 2017 / CAR LINES
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PRODUCTS AND SERVICES BY NICK ZULOVICH, SUBPRIME AUTO FINANCE NEWS
EFG COMPANIES ROLLS OUT VIRTUAL F&I SOLUTION
Simplicity Finance and Insurance
EFG Companies recognized independent stores that turn about 50 vehicles monthly need the same F&I resources as franchised stores that watch two, three or four times that many units roll over the curb each month. It’s why the company announced the launch of its virtual F&I model, Simplicity Finance and Insurance. With Simplicity Finance and Insurance, EFG Companies said dealers can expect to generate upwards of $1,000 per retailed unit, get more paper bought, increase product penetration, and make F&I compliance a non-issue. Mark Rappaport, president of EFG’s Simplicity Division, acknowledged many independents struggle to generate F&I profit with inventory that does not meet finance company requirements, limited financing options, little investment in F&I training in a high-turnover industry, and inconsistent day-to-day staffing.
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“As you know, the employees and teams at the independent dealerships have to wear a number of hats. Wearing all of those hats sometimes doesn’t make you the most effective in all the facets tied to running an automotive dealership,” Rappaport said. “Often we found, on the independent side, it’s the salespeople handling the F&I business and often the salespeople are really good at sales but don’t have the time, ability or expertise and background to be able to support the F&I process, where a franchised dealership would have the significant bench strength to be able to do that. “At the independent level, when you’re doing 25, 50, 75 units a month, it becomes a little more difficult to support that from a resource standpoint and get the bench depth to make it in a profitable and functional manner. We decided there was an opportunity here to help support our dealers at the independent level to provide them with a service that offers them access to the bench strength on retail operational hours basis and gives them the ability to be sure we’re doing everything compliant and we’re doing it in the most effective format to add more profit to their back end.” EFG Companies has developed a way to leapfrog over these issues without adding a single F&I person to staff. Simplicity Finance and Insurance can give dealers instant F&I expertise and improves the customer experience, while increasing F&I profits. This virtual F&I model enables dealers to
focus on the front-end process, while a team of expert F&I personnel take care of the finance process from EFG’s headquarters, streaming live into the dealership. EFG’s professionals handle the financing, deal structure, product sales, contracting and funding to drive back-end profit on each vehicle sale. Rappaport explained all the independent dealer needs is a private room with high-speed dedicated Internet access to get started. An EFG representative will come to the store, set up the equipment and provide multiple days of training. Within a short timeframe, the store can be finalizing deliveries with Simplicity Finance and Insurance. According to AutoTrader, the average time spent in the F&I process is 61 minutes. However, the average consumer wants that time cut in half. With Simplicity Finance and Insurance, the F&I process takes just over 30 minutes. EFG Companies president and chief executive officer John Pappanastos said, “We developed Simplicity Finance and Insurance to enable these dealers to evolve the F&I process from a basic transaction to a highly-lucrative profit center that enhances the consumer experience.” To learn more about Simplicity Finance and Insurance, visit www.efgcompanies.com.
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BMV NEWS
INDIANA DEALER UPDATES
Updates From BMV
Speed Title Reminder All BMV titles are eligible for speed title service regardless of the title brand or type of vehicle being titled. Along with all other vehicle types, off-road vehicles, snowmobiles and watercraft are eligible for speed titles. The fee for speed title service is $25 per title. All title application packets are available on myBMV.com.
License Suspension Upon implementation of Indiana’s new dealer licensing system, failure to maintain a bond or insurance will result in suspension of your dealer license. Suspended licenses will not have access to Plates on Demand. If your bond or insurance has an upcoming cancellation or expiration date, you must submit your new bond or insurance directly to the Dealer Division before the expiration date to avoid license suspension. Do not wait until your dealer license renewal is due to submit your new bond or insurance. Interim Plates Limits Interim plate limits will soon be reset at the beginning of a dealer’s license year. Currently, interim plate limits are reset at the beginning of each calendar year. You will notice the number of interim plates issued
will change to reflect the plates you have issued during your current license year, rather than calendar year. Dealers can request an increased interim plate limit using State Form 56140, available at www.in.gov/sos/dealers. License Expiration Expired licenses will be shut off from access to Plates on Demand the same day the license expires. There will not be a grace period. Dealers should submit their license renewal at least 10 business days before the license expiration date to ensure sufficient time for processing. Your license expiration date can be found on your dealer license.
ASSOCIATION NEWS
NEW & RENEWING MEMBERS IIADA recognizes the following members.
The following members have joined* or renewed their membership since our last issue of Car Lines. Thank you for your membership in Indiana’s trade association for independent dealers. The Auto Store* Kenneth Cmelo Griffith Autobarn Sales & Leasing Darlene Pfledderer Francesville Bessler’s Trackside Auto Depot Doug Bessler Batesville Bob Sullivan Motors Bob Sullivan New Palestine Curtis Auto Sales Robert Curtis Indianapolis South Bend Mishawaka Auto Auction Karen Smith Mishawaka Ritchie Auto Sales Danny Ritchie Middlebury Snyder Auto Richard Herma DeMotte Cruisin Auto Sales Marc Gray Madison Superior Auto Mike Inglis Fort Wayne H.T.D. Inc. Harold Drees Thorntown Cars To Go Mark Dimmich Lafayette
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J. D. Byrider Systems Angela Walsh Carmel Homestead Motors Jack Newenhouse Highland AMS Cars Alex Shapiro Indianapolis K & J Auto Sales Ken Brophey Indianapolis Patrick’s Car and Truck Mike Harris Whiteland
Bells Auto Sales Hammond Approval Auto Credit Andrew Inabnitt Martinsville Velocity Motors Steve Feasel Bluffton Raptor Automotive Hemant Patel Ft. Wayne Reliable Auto Sales E. Todd Rhodes Ft. Wayne
Malibu Motors Ryan Trock Hammond Southwest Auto Sales Jason Crandal Roanoke Mikes Auto Sales Scott Kidwell Indianapolis Rightway Automotive Credit Lori Brethour South Bend Heckley Auto and Diesel Service Kevin Heckley Woodburn
THANK YOU!
July 2017 / CAR LINES
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ASSOCIATION NEWS
CELEBRATING OUR LONG-TIME MEMBERS Thank You!
25 YEARS
To all of the long-time members of IIADA, thank you for your dedication to our industry and support of IIADA, your professional trade association.
Kelly Crowl
Bob Okeley
All Star Autos, Inc. LaPorte 1988
Oak Motors Anderson 1990
Drive 1 USA, Inc. Crown Point 1992
C Leasing, Inc. Elkhart 1988
Fritz Associates Fishers 1987
Spoors Auto Sales, Inc. LaPorte 1992
Indiana Auto Auction Fort Wayne 1992
Stutzman Motor Sales Goshen 1990
Bruce Norton
Fritz Kreutzinger
Luke Dietrick
Matt Krier
Dyer Auto Auction Dyer 1992
Lewis Motor Sales Lafayette 1992
Kesler Schaefer Auto Auction, Inc. Indianapolis 1992
YEARS
Bob Sullivan Motors New Palestine
Motorama, Mooresville
Darrel Eissler
Valley Auto Brokers Newburgh
Concord Cars Inc. Elkhart
Shaver Preferred Motors Merrillville
Gebhardt Motor Sales Osceola
Snyder Auto Inc. DeMotte
GMG Motors Morgantown
Trent Auto Sales Vincennes
Greg’s Auto Sales Evansville
Used Car Factory, Inc. Franklin
Instant Auto Finance South Bend
Andrews Auto Sales, Inc. Evansville
Curtis Sandefer Greg Morris
Michael L. Shaver Richard Herma
Tyler & Tricia Trent Jim Wheeler
Gretchen Carpenter
Steve Kesler
Bill McLaughlin
Circle City Enterprises Indianapolis
Tim Gebhardt
Buzz Cotton
Dan Francis
Rick Jackson
Bob Hayes
Tammy Naville
Danny Ritchie
30 West Auto Warsaw
Bob’s 31 South Auto Sales Franklin
Jim Butner Auto & RV Inc. Clarksville
Ritchie Auto Sales Inc. Middlebury
A-Team Auto Highland
CarMax Auto Superstores Richmond
Kramer Motor Co. Shelbyville
Superior Auto, Inc. Fort Wayne
Bailey Brothers Used Cars Shoals
Cruisin Auto Sales Madison
Manheim Indianapolis Indianapolis
Time Motors Inc. Evansville
Bessler’s Trackside Auto Depot, Batesville
Curtis Auto Sales Indianapolis
Mint Auto Sales Fort Wayne
Valley Motors Enterprise Mooresville
Best Deal! Auto Sales Fort Wayne
Gray Auto Brokers, Inc. Greenfield
Omni Auto Sales Whiting
Delphi
Big Daddy’s Auto Sales Indianapolis
GWC Warranty Wilkes-Barre
Jess O’Hern Marvin Bailey Doug Bessler
David Baldwin David Bohall
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Bob Sullivan
South Bend Mishawaka Auto Auction, Mishawaka
David Jamesen
Ed White
Kim Graham Inc. Greenwood 1990
Karen Smith
45th Street Motors Ltd Highland
Ron Povinelli Sr.
Randy Stutzman
White’s Auto Sales Rensselaer 1987
Dave Lewis
YEARS
Dan Spoor
Joe’s Auto Sales Indianapolis 1992
Kim Graham
15
Randy Chupp
20
Kirk Slikas
CAR LINES / July 2017
David Unice Marc Gray
Robert Curtis Brad Gray
Kelli Vinciarelli
Christopher Kramer David Kaflik
Sam Kamdar
Robert Walczak
Mike Inglis
Robin Redman Rick Jones
Westside Motors LLC
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Mike Hamilton
Harold Drees
30 West Auto Warsaw
Curtis Motor Sales Co., Inc. Indianapolis
H.T.D., Inc. Thorntown
American Imports Speedway
Custom Auto Sales Cedar Lake
AMS Cars Indianapolis
Del Real Auto Sales Lafayette
Andy Zay Leasing, Inc. Huntington
Dependable Auto Sales Inc. Indianapolis
Arthur, Inc. Auto Sales Solsberry
Druley Investments Inc. Laotto
Angela Walsh
Asay Motor Sales Lafayette
First Class Auto Sales Hebron
Paddy Jamerson
Autobarn Sales & Leasing, Inc. Francesville
Frankies Auto Sales Dyer
Bamberger, Foreman, Oswald & Hahn, LLP Indianapolis
Frazer Computing Inc. Canton
Rick Jackson Jeff Cork
YEARS
Alex Shapiro Andy Zay
Ava & Lloyd Arthur Carlos Asay
Darlene Pfledderer Donn Wray
Jaspal Gothra Best Buy Motors Lafayette
Ron Burgess
Burgess Motors Michigan City
Harry Georgalas C & G Auto Sales Inc. Gary
Mark Dimmich Cars To Go Lafayette
Stoyan Stoyanov CARS2YOU LLC Mishawaka
Matt Fetter
Ralph Butrum
Thomas E. Druley
Doug & Tina Alvey Alan Stock
Michael Frazer Eva Gaeta
Gaeta Auto Sales Inc. Lafayette
John Gerton
Gerton Auto Sales, Inc. Mt. Vernon
Brad Gray
Gray Auto Brokers, Inc. Greenfield
Rich Newenhouse
Great Deals on Wheels Michigan City
Fred Grote
Grote Automotive Inc. Fort Wayne
Tom Hilsmeyer
Hillside Motors Schererville
Jack Newenhouse Homestead Motors, Inc. Highland
Brian Hague Indy Motorwerks, Inc. Carmel J.D. Byrider Systems Carmel Jamerson Auto Sales Anderson
Tammy Naville Jim Butner Auto & RV Inc. Clarksville
Ken Brophey K & J Auto Sales Indianapolis
Gregg St. Germain Lincolnway Insurance Services Schererville
Chuck Werner Manheim’s Louisville Auto Auction Clarksville
Martin Less Nationwide Cassel LLC Rosemont
Howard Curry
Sharon Coleman Preferred Warranties Inc. Orwigsburg
Dan Morrison Quick Auto Elkhart
Robert Trock Rainbow Auto Sales Hammond
Bob Schultz Schultz Auto Sales DeMotte
Dave Zatorski Ski’s Body Shop and Truck Sales LLC Rockville
Thomas Stark Stark Leasing Indianapolis
Tom Wood Tom Wood Automotive Group Indianapolis
William Welch Jr. Welch Motors Inc. Rolling Prairie
Scott Eakins What A Deal Motors Inc. Kokomo
Gary Ross Whitewater Motors, Inc. West Harrison
Patriot Sales Liberty
Rodney Pletcher
Licensing
Nicholas Loyd
Drive Time-Shadeland Tempe 2010
NJ Enterprises Indianapolis 2010
Somerset CPA’s Indianapolis 2012
Consolidated Automotive Service Nashville 2011
Envirotest Systems Crown Point 2011
Patrick’s Car and Truck Inc. Whiteland 2010
SweetCars LLC Fort Wayne 2010
Dealer Track Dallas 2011
Gagnon Motors Inc. Akron 2011
Payless Autos LLC Indianapolis 2012
Thompson Brothers Auto Sales, Inc. Lafayette 2011
Del Real Automotive Group Inc. Frankfort 2011
McHugh Motors Inc. Indianapolis 2010
Penn Warranty Corporation Wilkes Barre 2011
TNT Auto Sales & Service Inc. Kokomo 2010
Diversified Vehicle Services Indianapolis 2012
Mikes Auto Sales Indianapolis 2011
Reliable Auto Finance Wyoming 2010
Westfield Motor Sales Noblesville 2011
John Ellis Car Stop of Terre Haute Terre Haute 2010
YEARS
Eddy Del Real
Dushan Galic
Preferred Auto Inc. Kendallville
H & H Auto Sales, Inc. Jasper
Clark County Auto Auction Jeffersonville
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Ronald Ondra
Greg Bradshaw
Chris Walsh
Jamie Kent
Tony Del Real
Glenna Devers
Jennifer Kharchaf
John Gagnon
Tim McHugh
Scott Kidwell
Pletcher Motor Company, Inc. Goshen
Mike Harris
Wajid Safdar
Jude Tuma
Lester Dean
Jane Saxon
Chuck Surack
John Thompson
Trent & Troy Davis
Al Johnson
John Shaver
Shaver Motors of Allen County Ft. Wayne 2010 www.iiada.com
July 2017 / CAR LINES
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WASHINGTON UPDATE BY SHAUN PETERSEN
NIADA GOVERNMENT REPORT Latest Government Issues and Activity LEGISLATIVE The House of Representatives passed the Financial CHOICE Act of 2017 by a 233-186 vote June 8. The bill, introduced by Rep. Jeb Hensarling (R-Texas), would overhaul the Dodd-Frank Act of 2010 and make substantial reforms to the Consumer Financial Protection Bureau. It’s been a major focus of NIADA’s lobbying efforts and was one of the top legislative priorities at the 2016 National Leadership Conference and Legislative Summit in Washington D.C. NIADA’s support for the bill centers around three important points. • It would restructure the CFPB to make it accountable to Congress and the American people by subjecting it to expanded congressional oversight and judicial review, and by funding it through the congressional appropriations process rather than automatic funding through the Federal Reserve. • It would protect consumers’ ability to resolve differences with businesses through arbitration, which can be faster, cheaper and more efficient than the courts. • The bill would revoke the CFPB’s anti-consumer indirect lending guidance document, which would have raised the cost of car and truck loans by restricting auto dealers’ ability to discount credit. The bill would require the CFPB to obtain public comments and consider the cost of credit to consumers before issuing similar in the future. NIADA is continuing its efforts to get the bill through the Senate and to the President’s desk. REGULATORY For the moment, the future of the CFPB is in the hands of the D.C. Circuit Court of Appeals, which on May 24 heard oral arguments in the case of PHH Corporation v. CFPB. That’s the case challenging whether the CFPB’s structure, with a single director who can be removed only for cause, is constitutional. Last fall, a three-judge panel from that court ruled it was unconstitutional and could be fixed by allowing the President to fire the director at will, but the CFPB petitioned for rehearing by the full 11-member court. Attorney Lucy Morris, who followed the oral arguments for the Hudson Cook law firm, said the questions asked by the judges suggested the court seems to be leaning in favor of the CFPB’s current structure.
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Morris, a member of the team that set up the CFPB when it was formed in 2011, said the arguments against the bureau’s position “did not appear to convince several judges, who failed to see how the CFPB’s structural novelty amounted to an unconstitutional defect that diminished the President’s power to enforce the law.” The court’s ruling is not expected until late this year or early 2018. PAC Region I got a big head start in the annual PAC Cup competition at last month’s NIADA Convention and Expo, as Jeff Baker of Muskegon Car Credit in Grand Rapids, Mich., chairman of the NIADA BHPH Commission, and his wife Cheryl both contributed $5,000
to the NIADA-PAC fund – the maximum annual amount allowed by law. In all, Convention attendees contributed $13,750 to the PAC fund during the event. The PAC Cup competition pits NIADA’s four regions against each other in a battle to raise the most money for the PAC fund between the Convention and the National Policy Conference, coming up Sept. 25-27 in Washington D.C. The winning region is awarded the coveted PAC Cup. Region II – the Southeast – has won the past two Cups. Shaun Petersen is NIADA’s senior vice president of legal and government affairs.
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MANAGEMENT MATTERS BY DALE POLLAK
KEYS TO INCREASE YOUR VEHICLE THROUGHPUT AND PROFITABILITY Three Strategic Priorities
We’ve arrived at an interesting time for retail sales of new and used vehicles. Both sides of the business face a market supply/demand imbalance, which raises risk for dealers. In new vehicles, there’s almost an inventory pile-up on some dealers’ lots. Dealership days’ supply is running well north of the norm. Some dealers don’t even have the kind of vehicles (e.g., SUVs and trucks) today’s buyers really want. Factories have pledged to adjust their production mix and pace, but I’m told they could, and should, do more. Meanwhile, retail sales appear to be driven by ever-higher incentives, which ultimately crimps the contribution each car makes to the dealer’s bottom line. In used vehicles, the big headline is the rising supply of off-lease, or near-new vehicles, in the market. We’ve begun to see the effects of this supply surge: Market Days’ Supply metrics are up across several segments in most markets. Wholesale prices are also more volatile, due largely to the supply surge. On top of all this, the incentive-driven new vehicle market is eroding the “value gap” between new and used vehicles – adding further risk to front-end margins and retail sales. Most industry observers expect buyer demand for new and used vehicles to remain relatively stable in the coming months. But a “relatively stable” degree of buyer demand is no guarantee you’ll be able to sell more vehicles and make more money than you did last year or the year before – particularly if you aren’t doing things any better or different to offset competitive threats and ongoing margin compression. In light of these conditions, I encourage dealers to be more diligent and focused on three strategic priorities. Pursue the Fast Sellers This priority helps dealers mitigate the drag on operational performance and profitability that comes as vehicles sit, and sit, in your inventory. If you make it a top priority to acquire vehicles based on favorable market days’ supply and cost to market metrics, you’ve set the stage to attract buyers, drive a faster pace of sales and achieve the gross profits you expect. Manage Your Return on Investment A sometimes underappreciated reality of today’s retail market is that age matters in
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both new and used vehicles. Over time, the return on your capital investment in any vehicle diminishes, whether this depreciation comes from changed market conditions, floorplan/holding costs or some other factor. These are the variables dealers must track as they manage each vehicle’s lifecycle and strive to maximize ROI. By focusing more keenly on each vehicle’s ROI, dealers are less likely to overprice vehicles and allow any car to remain in inventory past the point it delivers a sufficient return. This emphasis on ROI naturally leads to a more efficient and more profitable pace of sales. Reduce Your Discounts For some dealers, this priority might be considered a “last frontier” for additional profitability. Here’s a common situation: Dealers have accepted the reality they must price their vehicles to the market. In sum, they are offering a reasonably fair offer on their vehicles. But, at the desk during negotiation, there’s little or no recognition of the pricing strategy. Managers and sales associates don’t explain to customers how your fair market pricing is purposeful – it’s intended to eliminate much, if not all, of the need to haggle over a purchase price. The absence of this discussion opens the door for buyers, some of whom are already satisfied with the price you posted online, to ask to pay even less. Dealers who have made discount reduction a priority typically pick up $200 to $500 in front-end gross per vehicle they were effectively giving away. Their first step: Track the discounts on every deal to identify who contributes most to the problem. Each of these strategic priorities, if executed correctly, can help dealers gain operational efficiencies that lead to competitive advantage. But it’s the trifecta, working in tandem together, that truly provides the ability to achieve your goals of selling more cars and making more money in today’s “relatively stable” market. Dale Pollak is founder of vAuto and has published several books on his Velocity Method of Management.
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SOCIAL MEDIA BY KATHI KRUSE
FACEBOOK ORGANIC REACH IS NEAR EXTINCTION Now What?
Facebook organic reach refers to how many people you can reach for free on Facebook by posting to your page. Organic reach has been declining for years, and it’s a common misperception that Facebook is doing this to make more money. While it’s true they need to make money (like all businesses), the decline in organic reach can be attributed to more complex issues faced when exponential growth occurs. Why is Facebook organic reach declining? There are two main reasons. The first reason involves a simple fact: More and more content is being created and shared every day. You’ve probably felt this change yourself. There’s now far more content being created and shared than time to absorb it, something Mark Schaefer talked about in his book The Content Code.
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On average, there are 1,500 “stories” (posts) that could appear in a person’s newsfeed each time they visit Facebook. For people with lots of friends and liked pages, as many as 15,000 potential stories could appear any time they log on. As a result, competition in the newsfeed is increasing, and it’s becoming harder for any “story” to gain exposure in the newsfeed. In addition to the growth in content, people are also liking more pages. The number of pages liked by the typical Facebook user grew more than 50 percent last year. With each new page like, competition in the newsfeed increases even further. The second reason for declining organic reach involves how the newsfeed works. Rather than showing people all possible content, the newsfeed is designed to show each user the content most relevant to them. Of the 1,500-plus stories a person might see whenever they visit, their newsfeed displays approximately 300. To choose which stories to show, the newsfeed ranks each possible story by looking at thousands of factors relative to each person. This is what’s known as the Facebook newsfeed algorithm. The Facebook algorithm roller coaster. I was recently asked by a potential client to help create an “organic strategy” to market their business on Facebook. I thought it was an important topic to discuss since
there really is no such thing as organic reach anymore. Each social media channel has its own algorithms, and since the introduction of Facebook ads, organic reach has all but evaporated. Social media is a pay-to-play environment now. As you may know, 10 percent of Kruse Control profits go to animal welfare. The conduit for my cause is Hanaeleh Horse Rescue, for which I volunteer my time on the board, do marketing and personally help with the horses every weekend. We have a lively Facebook page with over 65,000 fans. As a volunteer-run non-profit, we have very little budget to spend on Facebook ads
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so I’ve become quite creative over the last few years to grow our community of likeminded horse lovers and advocates. It’s amazing to see what you can do with entertaining, informative content when you have zero budget to work with. The page is my bellwether that signals me when Facebook shifts their algorithms. Regarding content, we are a horse rescue so we have that going for us, which many independent dealers don’t. Who doesn’t love horses, right? Our organic reach is always above average because people like horses and we provide awesome content to keep them engaged. For an independent dealer, it’s tougher
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to come up with awesome content, which is why I recommend starting with a written content strategy. Up until a few months ago, the Hanaeleh page was still getting about 20-30 percent organic reach. But in the last few months I’ve seen it drop to 10 percent, and in some cases even lower. Can dealers succeed on Facebook with decreased organic reach? Currently, according to optimistic data, an average Facebook post reaches around 5 percent of page fans. However, there are other stats available claiming the average organic reach of a Facebook post can be as low as 2 percent. So if your Facebook page has 1,000 fans, your new post will be seen by 20-50 people on average. Facebook ads solve the problem of declining organic reach. Here are four fantastic ways to leverage Facebook ads to reach more people and engage more customers. 1. Create brand awareness. Reach people more likely to pay attention to your ads and increase awareness for your brand. 2. Increase engagement and/or page likes. Get more people to see and engage with your post or page. Engagement can include comments, shares, likes, event responses and offer claims.
3. Lead generation. Collect lead information from people interested in your business. 4. Increase conversions. Get people to take valuable actions on your website or app, such as adding payment information or making a purchase. Use the Facebook pixel or app events to track and measure conversions. Important note: If you don’t have a Facebook ads strategy as part of your social media strategy, you will not get the traction for which you’re looking. Without a solid strategy and Facebook ads to promote your content, many of your entertaining and intriguing content will never see the light of day. Now that you know Facebook ads solve the problem of declining organic reach, commit to taking the next step of putting them into action. Kathi Kruse is an automotive social media marketing expert, blogger, consultant, author, speaker and founder of Kruse Control Inc. Kruse Control coaches, trains & delivers webinars focused on integrating social media and online reputation management into dealership operations.
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30TH ANNIVERSARY GOLF TOURNAMENTAWARDS DAY-TRADE SHOW Sunday, August 27, 2017 Ironwood Golf Club 10955 Fall Road Fishers, IN Registration Fees: $ 95 per person
Breakfast and Registration 9:00 a.m. Dinner after golf included Team Awards to 1st, 2nd and 3rd, Longest Drive, Closest to the Pin, Longest Putt Golf Chairmen: Fritz Kreutzinger, David Baldwin, Joe Inabnitt Please register early to reserve your place!!!
Participants Names:
Please send entry fee to:
1.__________________________________________ Company____________________________________
Indiana Independent Auto Dealers Association P. O. Box 1393 Crown Point, IN 46308
2.__________________________________________
Fax Registration (CREDIT CARD ONLY) to 219.663.5294.
Company____________________________________ 3.__________________________________________
_______Visa _______MasterCard
Company____________________________________
Card No.________________________________________
4.__________________________________________
Expiration Date___________________________________
Company_____________________________________
Name on Card (please print)__________________________
# of golfers_____________________ @ $ 95 = ______
Address of Cardholder
TotalEnclosed_________________________________
City___________________________________________
___Check or money order included
State______________________ Zip Code______________ Phone__________________________________________ Card Holder’s Signature______________________________
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GOLF OUTING SPONSORSHIP OPPORTUNITIES 30th Anniversary Golf Tournament-Awards Day-Trade Show
Excellent sponsorship opportunities are available for our 30th Anniversary Golf Tournament-Awards Day-Trade Show, August, 27 at Ironwood Golf Club in Fishers. Market your company and support the Indiana Independent Automobile Dealers Association. All sponsors will be recognized at the tournament, on our website (iiada.com), and in our Car Lines publication.
Platinum - $3,000 Includes: Sponsorship of dinner. Driving range outing registration for foursome.
YES! We want to be a sponsor for the IIADA 30th Anniversary Golf Tournament-Awards DayTrade Show.
Please indicate the sponsorship of choice. ___Platinum $3,000 ___Diamond $2,000 ___Gold $1,500 ___Silver $700
Diamond - $2,000 Includes: Sponsorship of breakfast outing. Registration for foursome.
___Bronze $400
Gold - $1,500 Includes: Sponsorship of a beverage cart. Outing registration for two.
Payment by ___Check _____Visa ______MasterCard
Silver - $700 Includes: Sponsorship of Closest to the Pin, Longest Putt or Longest Drive.
Contact Name:___________________________________
Bronze - $400 Includes: Sponsorship of golf hole.
City___________________________________________
For more information, please call the IIADA office at 219.661.0287.
Phone _____________________Signature______________
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________________Total
Credit Card Number_______________________________ Expiration Date __________________________________
Organizational Name:_______________________________
State______________________ Zip Code______________
Please mail or fax to: IIADA P. O. Box 1393 Crown Point, IN 46308 Phone: 219.661.0287 Fax: 219.663.5294 July 2017 / CAR LINES
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ACCELERATE
BY GWC WARRANTY
REJOICE IN ROI FROM TRAINING A Wise Investment Think about all the investments you make in your business. Perhaps it’s new advertising. Maybe it’s new technology or signage on your building. And, of course, there are investments in people and inventory. But how much do you know about the return on investment from each of these? Sure, you know how much profit you clear on a car. But do you know how much business you gained from expensive new advertising or a new fancy piece of technology? One activity that can drive added profits and is easily trackable from an ROI perspective is dealership training. Perhaps more so than any other investment you make in your dealership, the effects of training are measurable and profitable – especially when it comes to F&I training. First, you’ll need to start with a baseline. For instance, if your training is aimed at selling more vehicle service contracts, know the percentage of deals on which you sell a VSC today. Set a target, and seek out the tools you need to get there. Next is finding the right training approach. For dealers on the run, online, interactive options often work best. When you can train on your
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WITH F&I PRODUCTS, IT CAN EVEN BE EASIER THAN TRACKING HOW MANY MORE CARS YOU SELL BECAUSE OF A NEW APPROACH OR TRAINING STRATEGY. BY KNOWING YOUR PENETRATION RATES UPFRONT, INSERTING F&I TRAINING CAN MAKE FOR A CLEAR CAUSE AND EFFECT WITH MORE SERVICE CONTRACTS SOLD. schedule as time allows, it’s easier to make your way through coursework at your own pace. Not to mention that if your service contract provider can offer a discounted or no-charge training option, it’s a major savings compared to paying full freight for a training platform or sending staff away for conferences or seminars. Finally, you’ll need to track your results. With F&I products, it can even be easier than tracking how many more cars you sell because of a new approach or training strategy. By knowing your penetration rates upfront, inserting F&I training can make for a clear cause and effect with more service contracts sold. From there, you’ll be basking in the ROI benefits from your new F&I training strategy – bottom-line bonuses like increased backend profits, higher profits per unit and even long-term repeat and referral business.
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MEMBER BENEFITS
P
JOIN TODAY
For $295 You Get Membership In Both IIADA and NIADA Plus All Of The Following Benefits And Even More That 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 Trade Show • Code of Ethics
2017 Member Auction Coupons For A Total Savings Of $3,000! abc Detroit/Toledo ADE of Indianapolis ADESA Cincinnati/Dayton ADESA Flint ADESA Indianapolis ADESA Lansing Anderson Auto Auction 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 Chicago Manheim Cincinnati Manheim Indianapolis Manheim Lexington Mobile Sale Manheim Louisville Manheim Ohio Mt. Vernon I-64 Auto Auction West Michigan Auto Auction Wolfe’s Auto Auctions-Evansville/ South Bend/Terre Haute
AUC T ION C OUP ON B OOK P RIN T ING SP ONSORED B Y: • AFC • CVR • ASC WARRANT Y • 700 CREDIT AMERICAN RECOVERY ASSOCIATION
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
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SUPPORT IIADA! We are your voice in Indianapolis.
www.iiada.com
Indiana Independent Automobile Dealers Association
MEMBERSHIP APPLICATION The IIADA Has the Independent Auto Dealer Covered! Phone: (219) 661-0287 • Fax: (219)663-5294 iiada@comcast.net
P
JOIN TODAY For an annual membership investment of only $295,
which includes an NIADA membership, you get a $3,000 Auto Auction Coupon Book and a whole lot more!
GENERAL INFORMATION Dealership Name ____________________________________ Dealer Lic#_______________ Mail Address ________________________________________________________________ County _____________________________________________________________________ City/State/Zip________________________________________________________________ Phone _____________________________________________Fax ______________________ E-mail_______________________________________________________________________ Website_____________________________________________________________________ Owners (Please Print) _________________________________________________________ Recommended By _____________________________________________________________
PAYMENT INFORMATION oCheck oVisa oMasterCard 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
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.
46308
Note: 25% of dues are non-deductible
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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 aclarkA@700credit.com www.700credit.com
Affordable Computer Systems Greg Goresen 800.488.9992 acsi@digicove.com www.acsds.com
AFC
Dealertrack
Diane Zewalk 115 Pohesanut Dr., Ste. 201 Groton, CT 06340 860-448-3177 Fax: 860-448-3187
Dealer Funding
Curt Massey 770.883.3883 cwm@dealerfunding.com www.dealerfunding.com
Ryan Lewis 2950 E. Main St. Plainfield, IN 46168 317-453-1172 ryan.lewis@autofinance.com
Diversified Vehicle Services
Alpha Omega Group
Bruce Norton 1512 W. 96th Ave., Ste. C Crown Point, IN 46307 Phone: 219.670.0542 Email: Bnorton@drive1usa.com
Brad LeBlanc 513.317.9861 brad@aogllc.com
Ashton Agency Inc.
Dealer Insurance, Bonds Kathy Alexander 407.678.5900 kalexander@ashtonagency.com
Auto Services Co. Inc. Susan Williams/ Clayton Morgan 800-442-7116
AutoZone
Gerry Sutter gerald.sutter@autozone.com 440.263.3389
Black Book National Auto Research Larry Knapp lknapp@blackbookusa.com 800.554.1026
CAR Financial
P. O. Box 20229 Knoxville, TN 37940 865.573.3355
Cars.com
175 W. Jackson Blvd., 8th Fl. Chicago, IL 60604 800-298-1460 dealers.cars.com
Consolidated Automotive Services Chris Walsh 812.988.8300 www.consolidated autoservices.com
Custom Facilities
317.259.0038 lcolle@cfidm.com BuildMyDealership.com
CVR-Computerized Vehicle Registration
Ron Zimmerman 317.522.6256 Fax: 866.231.4996 rzimmerman@cvrreg.com
DealerRater
Amy Rosenfield 800.266.9455 amy@dealerrater.com
Glenna Deviers 317.862.9100 www.diversifiedvehicleservices.com
Drive1 USA, Inc.
Donn Wray, Attorney at Law Bamberger, Foreman, Oswald & Hahn, LLP Phone: 317-464-1591 dwray@bambeger.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 Jennifer Kharchaf 1171 Breuckman Dr., Ste. B Crown Point, IN 46307 219.661.8220 www.etrindiana.com
Frazer Computing Inc.
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
GoldStar GPS
guided by SPIREON Cesar Yepez 949.697.3459 cyepez@spireon.com
GWC Warranty
Carmie Fruits - Indiana Dealer Consultant PO Box 7900 Wilkes-Barre, PA 18773 317-374-6271 cfruits@gwcwarranty.com www.gwcwarranty.com
HBK CPAs & Consultant Rex Collins 330.758.8613 rcollins@hbkcpa.com
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Heritage Acceptance Corporation Curt Holmes cholmes@hfgnet.com
Insurance Professionals-Dealer Specialists Mike Lee 8509 Zephyr Dr. Indianapolis, IN 46217 317-432-1092 Fax: 317-300-0501 teamallenc21@comcast.net
Insurance Professionals of New Palestine 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
Keystone Insurers Group
Lori Simpson 570.473.2146 lsimpson@keystoneinsgrp.com
Lincolnway Insurance Services
Reliable Auto Finance
Lester Dean PO Box 9700 Wyoming, Michigan 49509 616.438.3591 Fax: 616-245-5978 lesterd@reliableautofinance.com
Somerset CPAs
Jane Saxon, CPA 3925 River Crossing Pkwy. Indianapolis, IN 46240 317.472.2183 jsaxon@somersetcpas.com
SPIREON
Dave Boekholder 800.557.1449 dboekholder@spireon.com
Teipen, Selanders, Poynter & Ayres, P.C.
Certified Public Accountants Barnett Sapurstein, CPA 317.598.6700 bsapurstein@teipencpa.com
Greg St. Germain 336 E. Lincoln Hwy. Schererville, IN 46375 219-865-2227 gregg@lincolnwayinsurance.com
Turner Acceptance
Mighty Auto Parts of Central Indiana
PO Box 628 Plainfield, IN 46168 317.203.5118 publicationsinc.universal@ yahoo.com
David McCabe 317.685.8650 mightyautopartsindy@gmail.com
National Auto Auction Assoc. Nationwide Cassel LLC 773.777.7600 www.nac-loans.com
Jonathon Turner Phone: 773.290.5007 turneracceptance.com
Universal Publications
Verifacto, Inc.
Enrique Castiblanco info@verifacto.com 678.916.8311
NextGear Capital
Lori Kahre 1320 City Center Drive Suite 100 Carmel, IN 46033 Phone: 317.571.3845 www.nextgearcapital.com
Penn Warranty Corporation
Jude Tuma/Michael Roe 1081 Hanover St. Wilkes Barre, PA 18706 800-356-9441 michael.roe@pennwarrantycorp.com www.pennwarrantycorp.com
Preferred Warranties, Inc.
Gregg Reidenbach/Guy Loeffler 800-548-1121 info@warrantys.com www.warrantys.com
Professional Financial Services Matt Reece Phone: 864.237.6090 Matt.Reece@pfs-corp.net Nat Rieder Nat.Rieder@pfs-corp.net Phone: 614.935.9808
Regulation and Revenue LLC Myles Stevenson 502.387.5485 myles@reponotice.com
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! E R E H S ’ IT
R E H G I H E H T MILEAGE VSC S R E L A E D M A PROGR R O F G N I T I A HAVE BEEN W
. D E V I R R A S HA INTRODUCING THE NEW PROTECTIVE AUTO CARE PLAN Higher mileage vehicles need a higher mileage protection plan. The Protective Auto Care Plan provides coverage for vehicles up to 200,000 miles, with numerous coverage plans
STAY FOCUSED ON YOUR CUSTOMERS Visit protective-acp.com
or call 866 924 7513 to learn more.
and deductible options, allowing dealerships to better meet the needs of pre-owned auto buyers. The plan includes other benefits such as rental car reimbursement and emergency roadside service providing true peace of mind.
Protect Tomorrow. Embrace Today.™ VEHICLE PROTECTION PLANS | GAP COVERAGE | CREDIT INSURANCE | LIMITED WARRANTY PRODUCTS DEALER PARTICIPATION PROGRAMS | F&I TRAINING | ADVANCED F&I TECHNOLOGY Limited Warranty Products, Vehicle Protection Plans (VPPs) and GAP are backed by Protective Property & Casualty Insurance Company in all states except NY. In NY, VPPs are backed by Old Republic Insurance Company, Limited Warranty Products are backed by Western General Insurance Company and GAP is not available. Credit Insurance is backed by Protective Life Insurance Company in all states except NY, where it is backed by Protective Life and Annuity Insurance Company.