INDIANA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION
JULY 2019
2019 IIADA ANNUAL GOLF TOURNAMENT AWARDS DAY AND Save the date
08 25
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COVER STORY
AUCTION NEWS
WORLD AUTOMOBILE AUCTIONEERS CHAMPIONSHIP RECAP
CODY SHELLEY FOLLOWS HIS MENTOR WITH A VICTORY AT THE 2019 WORLD AUTOMOBILE AUCTIONEERS CHAMPIONSHIP
Photos by Myers Jackson ceo@myersjackson.com
World champion ringman Landon Waddle
WAAC president Paul C. Behr (left) and 2018 champion auctioneer Casey Enlow (right) flank the 2019 world champs: Blake McDaniel and Chris Elliott (team), Cody Shelley (auctioneer) and Landon Waddle (ringman)
Winning a world championship was a special moment for Cody Shelley. There was only one way it could be even more special. When 2018 champion Casey Enlow handed his fellow Oklahoman the trophy at the 2019 World Automobile Auctioneers Championship, Shelley couldn’t help getting emotional – especially since he knew it took Enlow, his longtime mentor, 17 tries before he won his title. “I don’t feel worthy or deserving of this,” Shelley said. “He’s taught me so much.” Shelley, who won in his sixth appearance in the contest, credited Enlow and Oklahoma auctioneer John Gary Collins as being instrumental in turning a high school rodeo star with dreams of going pro into a world champion auctioneer. “This means so much, especially coming from Casey – and from the other people who have won it in the past,” Shelley said. Shelley’s score of 91.5833 edged 2017 runner-up Matt Moravec for the victory in the 31st annual event, held May 10 at
Charleston Auto Auction in Charleston, S.C. Landon Waddle of Lago Vista, Texas claimed the title of world champion ringman, while Blake McDaniel won his second team title, this time pairing with defending champion ringman Chris Elliott to take top honors. Shelley, who turned 30 the day before the contest, looked very much like a rising star when he finished third in his first WAAC appearance in 2013. But he missed the finals the next two years, then skipped the event the next year before returning in 2017. In fact, Shelley almost missed this year’s WAAC as well, after a delayed flight turned what should have been a relatively easy trip into an all-night odyssey. He had rushed back from Dallas that day, stopping at his home near Tulsa just long enough to pick up the bag his wife Ashley had packed for him before heading to the airport. But when a flight delay caused him to miss his connection to Charleston, Shelley said, he thought about turning around and going home.
World champion auctioneer Cody Shelley
He didn’t – not because he wanted to compete as much as because of his friendships with his fellow auctioneers. “I’ve met so many unbelievable people here,” he explained. “I was just going to go home. And then I got to thinking I just wanted to see everybody. … That’s what made me go.” It was nearly midnight when Shelley arrived in Atlanta. He tried to talk his way onto another flight to Charleston, but it was full, forcing him to rent a car and drive. “I said, ‘I understand the flight was overbooked, but since it’s been delayed, some people didn’t make it. Can you let me on?’ ” he recalled in an interview on Mike “McGavel” Jones’ podcast. “ ‘Nope.’ The pilot was standing there at the gate and he said, ‘I’ll race you.’ ” Needless to say, the pilot won the race. Shelley arrived in Charleston at 4:45 a.m., took a quick shower and got to the auction at 6:30 to get ready to compete. “It was a long day,” he said. “It didn’t go as planned, but I got here.” WWW.IIADA.COM JULY 2019 CAR LINES 3
JULY INSIDE
2019
05....................................Holcomb Signs Act 1237 07..................................CFPB Targets Collections 08.........................................................CarLawyer 09.........................Make It a Big Year With A Menu 10.....Success Objectives & Social Media Metrics 12........................Celebrating Longtime Members 14................................................ Golf Tournament
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Kesler-Schaefer AA............................................. 9 Manheim ............................................................. 11 NextGear Capital .............................................6-7 vAuto................................................... Back Cover Warrantech.......................................................IFC
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WHAT’S NEW
NABD SUBPRIME CONFERENCE S AV E T H E DAT E : OCTOBER 7-9 Save the date for the 2019 NABD Fall Buy Here-Pay Here Subprime Conference! It will be held October 7-9 at the Marriott Marquis Chicago. Stay tuned for more details!
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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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 Hayleigh Colombo, Indiana Business Journal
HOLCOMB SIGNS ACT 1237
LOOSENS CAR DEALERSHIP RULES ON DOCUMENT-PREP FEES
“House Enrolled Act 1237
removes the standard that document preparation fees charged by car dealerships reflect real dealership expenses, as long as those fees are less than $200.”
In May, Gov. Eric Holcomb signed a bill that loosens the rules under which car dealerships can charge consumers document fees, a practice a flurry of recent class-action lawsuits have alleged is unfair. House Enrolled Act 1237 removes the standard that document preparation fees charged by car dealerships reflect real dealership expenses, as long as those fees are less than $200. Previously, charging document fees that exceeded the real cost for dealers to prepare those documents was considered an unfair sales practice under the Indiana Deceptive Consumer Sales Act. Despite the previous law, several dealerships charged seeminglyexorbitant document fees anyway, according to at least seven lawsuits making their way through Indiana courts against numerous local auto dealers. Those suits seek class action for customers who paid those fees. The lawsuits allege car dealerships charge the fees – many approaching $200 per transaction – as a way to “extract additional profits from consumers in an unfair and prohibited manner,” when they instead should be charging only a few dollars to cover the real cost of paperwork. However, car dealerships have said they’re simply following along with an agreement worked out with the Indiana attorney general’s office. The attorney general’s office said it “previously agreed to a safe harbor where fees under $200 would not typically be investigated after receiving information and input from auto dealers.” The law signed by Holcomb makes that change retroactive to 2013. Six years is the statute of limitations for unjust enrichment. At least one class-action lawyer previously told IBJ the law will be fought in court: “I think it’s unconstitutional,” said Vess Miller of the Indianapolis firm Cohen & Malad LLP. “There’s a whole body of case law that says the legislature can’t pass retroactive laws that take away people’s vested rights.” WWW.IIADA.COM JULY 2019 CAR LINES 5
INDUSTRY WATCH | By Auto Remarketing Staff
LATEST SAFETY FEATURES PIQUING INTEREST
RECENT
SURVEY
BY
While your used inventory probably doesn’t have any self-driving cars – yet – your store already might have models containing the latest safety features a large number of consumers surveyed by CarGurus want. Along with gauging interest in vehicles having features such as a rear-view camera or blind-spot monitoring, the company’s newest automotive consumer research findings showed that over the past year there was a perception shift regarding self-driving cars. CarGurus learned consumers expressed greater enthusiasm for self-driving car development overall, and also showed a stronger likelihood of owning a self-driving car in the next 10 years. Specifically, the survey found: •R espondents excited about the development of self-driving cars increased from 21 percent in 2018 to 32 percent in 2019, and the respondents concerned about them decreased from 47 percent to 37 percent. •2 8 percent of respondents specified they could own a self-driving car in the next 10 years, more than double the 13 percent from last year. “Consumer sentiment around self-driving cars is changing fast, with enthusiasm rapidly replacing skepticism,” said CarGurus director of customer insights Madison Gross. “These benchmarked results demonstrate that today’s consumers are becoming more comfortable
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CARGURUS
with the idea of either owning an autonomous vehicle, or having them on the road, and it will be fascinating to continue to monitor this perception shift.” While dealers cannot yet go to the wholesale market and find self-driving vehicles heading down the lanes, managers can offer vehicles that have advanced safety features some owners already have or hope to get in their next vehicle. CarGurus’ survey delved into that topic, too: •R ear-view camera: 34 percent already own and 43 percent extremely interested. •B lind-spot monitor: 11 percent already own and 61 percent extremely interested. •S urround-view camera: 4 percent already own and 51 percent extremely interested. •A utomatic emergency braking: 8 percent own and 45 percent extremely interested. •A daptive cruise control: 14 percent already own and 38 percent extremely interested. •L ane-keep assist: 8 percent already own and 41 percent extremely interested. •D river-attention monitor: 5 percent already own and 37 percent extremely interested. •A utomatic parking: 2 percent already own and 37 percent extremely interested. When looking into which companies consumers trust the most to develop selfdriving cars, the survey found Tesla remains atop the most trusted, and increased its lead
over last year. The next-most-trusted companies to produce a self-driving car are Toyota and Waymo. Seventeen percent of respondents selected “None” for which company they trust, which is a shift from the 27 percent in last year’s survey. CarGurus’ research looked into which vehicle owners would consider buying a self-driving car from their current brand, if it were available. Survey orchestrators found: •5 6 percent of Honda owners would consider buying a self-driving car from Honda. •5 1 percent of Toyota owners would consider buying a self-driving car from Toyota. •4 3 percent of Chevrolet owners would consider buying a self-driving car from Chevrolet. •4 1 percent of Ford owners would consider buying a self-driving car from Ford. CarGurus asked respondents whether they were ready to take a ride in self-driving cars provided by services such as Uber and Lyft. The survey showed: •3 5 percent of people who currently use ride hailing services are likely to take a ride from these services in a self-driving car. •O f those who currently use ride hailing services, 22 percent trust Uber the most to develop a self-driving car and 13 percent trust Lyft.
REGULATORY NEWS | By SubPrime Auto Finance News Staff
CFPB TARGETS COLLECTIONS
PROPOSING
NEW
FDCPA
The Consumer Financial Protection Bureau is setting its regulatory target next on debt collection in light of technology advances such as text messaging and more. The bureau issued a notice of proposed rulemaking (NPRM) to implement the Fair Debt Collection Practices Act. CFPB officials said the proposal would provide consumers with “clear protections against harassment” by debt collectors and “straightforward options” to address or dispute debts. Among other things, the CFPB explained the NPRM would set “clear, bright-line” limits on the number of calls debt collectors may place to reach consumers on a weekly basis as well as clarify how collectors may communicate lawfully using newer technologies such as voicemails, emails and text messages that have developed since the FDCPA’s passage in 1977. The bureau also noted its initiative would require collectors to provide additional information to consumers to help them identify debts and respond to collection attempts. “The bureau is taking the next step in the rulemaking process to ensure we have clear rules of the road where consumers know their rights and debt collectors know their limitations,” CFPB director Kathleen Kraninger said. “As the CFPB moves to modernize the legal regime for debt collection, we are keenly
RULES
interested in hearing all views so that we can develop a final rule that takes into account the feedback received.” Prior to the 2010 Dodd-Frank Wall Street Reform and Consumer Protection Act (DoddFrank Act), the CFPB explained Congress had not delegated to any agency the authority to issue substantive rules to interpret the FDCPA. The Dodd-Frank Act delegated that authority to the bureau. Officials reiterated their proposal would: • Establish a clear, bright-line rule limiting call attempts and telephone conversations: The proposed rule generally would limit debt collectors to no more than seven attempts by telephone per week to reach a consumer about a specific debt. Once a telephone conversation between the debt collector and consumer takes place, the debt collector must wait at least a week before calling the consumer again. • Clarify consumer protection requirements for certain consumer-facing debt collection disclosures: The proposed rule would require debt collectors to send consumers a disclosure with certain information about the debt and related consumer protections. • Clarify how debt collectors can communicate with consumers: The proposed rule would clarify how debt collectors may lawfully use newer communication technologies
to communicate with consumers and would protect consumers who do not wish to receive such communications by, among other things, allowing them to unsubscribe to future communications through these methods. The proposed rule would also clarify how collectors may provide required disclosures electronically. In addition, if consumers want to limit ways debt collectors contact them, the rule clarifies how consumers may easily do so. • Prohibit suits and threats of suit on timebarred debts and require communication before credit reporting: The proposed rule would prohibit a debt collector from suing or threatening to sue a consumer to collect a debt if the debt collector knows or should know the statute of limitations has expired. The proposed rule also would prohibit a debt collector from furnishing information about a debt to a consumer reporting agency unless the debt collector has communicated about the debt to the consumer, such as by sending the consumer a letter. The proposed rule can be found at https://files. consumerfinance.gov/f/documents/cfpb_debtcollection-NPRM.pdf. Officials said the public is invited to submit written comments on the proposed rule. The bureau said it will carefully consider comments received before a final regulation is issued.
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THE CARLAWYER LEGAL UPDATE | By Thomas B. Hudson and Nicole Frush Munro
KEEPING YOU INFORMED WITH THE LATEST GOVERNMENTAL ISSUES AND ACTIVITY IN THE USED CAR INDUSTRY
Here’s our monthly article on selected legal developments in the auto sales, finance, and leasing world. This month, the action involves only the Consumer Financial Protection Bureau. As usual, this month’s article features our “Case of the Month” and our “Compliance Tip.” Note this column does not offer legal advice. Always check with your lawyer to learn how what we report might apply to you, or if you have questions. FEDERAL DEVELOPMENTS CFPB revises CID policy: Under its previous director, the CFPB developed a fearsome reputation for its aggressive and industry-hostile enforcement actions against dealers and finance companies. Many of those actions were initiated by a most unwelcome communication from the bureau – something called a Civil Investigative Demand. A CID from the bureau typically demanded loads of information from the target company on a very short response schedule, and didn’t do much to explain to the target why it was in the bureau’s crosshairs. That scenario has now changed a bit. On April 23, the CFPB announced it changed its policy regarding CIDs to ensure they provide more information about potential violations of law under investigation. Under the revised policy, “CIDs will provide more information about the potentially applicable provisions of law that may have been violated. CIDs will also typically specify the business activities subject to the bureau’s authority. In investigations where determining the extent of the bureau’s authority over the relevant activity is one of the significant purposes of the investigation, staff may specifically include that issue in the CID in the interests of further transparency.” The revised policy takes into account recent court decisions concerning the “notification of purpose” section of CIDs, as well as comments the bureau received in response to Requests for Information issued in 2018 seeking feedback about, among other things, its use of CIDs in enforcement investigations.
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CFPB announces consumer financial services marketplace symposia series: On April 18, CFPB director Kathleen L. Kraninger announced a symposia series to bring together experts on a variety of consumer financial services marketplace topics. Kraninger said the symposia series is “aimed at stimulating a proactive and transparent dialogue” that will aid the bureau in its policy development and future rulemakings. The first topic for the symposia series will be the meaning of abusive acts or practices under Section 1031 of the Dodd-Frank Act. The symposia series will also include topics on behavioral law and economics, small business loan data collection, disparate impact and the Equal Credit Opportunity Act, cost-benefit analysis, and consumer authorized financial data sharing. CFPB releases annual report on consumer complaints: The CFPB recently released its Consumer Response Annual Report, which provides information and analysis about consumer complaints received by the bureau in 2018 through its Office of Consumer Response. The report includes information about complaint volume, types of complaints – including vehicle financing and leasing, debt collection, credit reporting, and title lending – and, where applicable, resolution of complaints. CASE OF THE MONTH GAP coverage is a popular product with dealers’ F&I folks. It’s a simple product, right? The coverage pays off your credit obligation if there’s a GAP event, like a total loss, and the buyer’s insurance company’s check doesn’t entirely cover the loss. Nothing to it! But perhaps it’s a bit more complicated than you think. A recent case illustrates the point. Robin Hinkle bought GAP protection from Safe-Guard Products International, LLC, when she bought and financed a vehicle. Shortly after buying the vehicle, she began falling behind on her payments and accruing late fees. She was later involved in an accident resulting in the total loss of her vehicle. Hinkle’s insurer issued a $7,285 check to the lienholder. At the time of the accident, Hinkle’s payoff balance, including late
charges and deferred payments, was $11,983. Hinkle made a claim under her Safe-Guard GAP policy. Safe-Guard evaluated her “ReAmortized Balance at Date of Loss” at only $5,283. Because the insurance check covered this amount, Safe-Guard denied coverage under the GAP policy. Hinkle sued Safe-Guard, among others. After the case was removed from state to federal court, Hinkle filed an amended class action complaint alleging violation of the West Virginia Consumer Credit and Protection Act, breach of contract, common law bad faith, and violation of the West Virginia Unfair Trade Practices Act. She requested a declaratory judgment to recover benefits under the GAP policy and demanded punitive damages. The court previously dismissed the WVCCPA claim against Safe-Guard. See Hinkle v. Matthews, 2018 U.S. Dist. LEXIS 149093 (S.D. W.Va. August 31, 2018). In this decision, Safe-Guard moved for summary judgment on the rest of the claims. The court granted the motion. Hinkle alleged Safe-Guard breached the contract when it denied her claim for coverage under the GAP policy. Hinkle argued the term “Unpaid Net Balance” in the GAP policy was ambiguous and that the term describes the entire balance owed. The court found the definition of “Unpaid Net Balance” in the contract clearly stated that late charges, delinquent payments, deferred payments, and penalty fees are not covered by the GAP policy. The court also found the term “re-amortized” in Safe-Guard’s correspondence denying coverage did not create a latent ambiguity in the contract, noting the term was used by Safe-Guard to represent the act of calculating the insured’s “Unpaid Net Balance” and did not affect the unambiguous definition of “Unpaid Net Balance” in the contract. The court also found the vehicle salesperson’s representation about the GAP policy’s coverage did not render the contract terms ambiguous. Therefore, the court concluded Safe-Guard did not breach the contract when it denied Hinkle’s claim and granted its motion for summary judgment on that claim. The court further granted summary judgment on the claims that were dependent
on the breach of contract claim – common law bad faith and punitive damages. The court concluded Safe-Guard was entitled to summary judgment on the WVUTPA claim as well. Hinkle v. Matthews, 2019 U.S. Dist. LEXIS 49270 (S.D. W.Va. March 25, 2019) THIS MONTH’S CARLAWYER© COMPLIANCE TIP One compliance takeaway in the Hinkle case deals with the allegation involving representations about the GAP coverage by the dealer’s salesperson. We immediately wondered whether the dealership had trained its salespeople about what they could and should not say about GAP and the other voluntary protection products they offer to their car buyers. Did the dealership have scripts for the salespeople to follow, and were those scripts blessed by the dealership’s lawyers? Were this sales representative’s statements the result of good compliance and training practices, or just good old dumb luck? And how is this issue addressed in your shop? So, there’s this month’s roundup! Stay legal, and we’ll see you next month. Tom (thudson@hudco.com) is of counsel and Nikki (nmunro@hudco.com) is a partner in the law firm of Hudson Cook, LLP. Tom has written several books and is the publisher of Spot Delivery, a monthly legal newsletter for auto dealers. He is the CEO of CounselorLibrary.com, LLC and the editor in chief of CARLAW, a monthly report of legal developments for the auto finance and leasing industry. Nikki is a contributing author to the F&I Legal Desk Book and frequently writes for Spot Delivery. For information, visit www.counselorlibrary.com. © CounselorLibrary.com 2019, all rights reserved. Single publication rights only, to the Association. HC/4838-8992-4246.1.
ACCELERATE |
By GWC Warranty
MAKE IT A BIG YEAR WITH A MENU
LAND
MORE
VSC
SALES
Selling more service contracts and higher quality F&I products all starts with how you present them to customers. If you do it right and do it often, you stand to make big gains in the F&I office. It’s been proven time and again that running through your menu of service contract options in a strategic way is the best way to land more VSC sales. Stick to the plan and you can look forward to a profitable uptick in F&I business. Consistency Is Key A menu sell is going to work if you do it every time with every customer. Anything less and it’s nothing more than a shot in the dark. You won’t land a VSC sale every time, but your chances only improve with each time you go through the full presentation – not to mention the practice you get along the way. Start From the Top Executing a masterful menu sell starts at the highest level of coverage you offer. Working your way backwards through the menu highlights the components and coverages that drop off as you decrease the coverage level.
This points customers in the direction of making a decision on what certain components and coverage perks are worth to them. And when a customer makes the decision on their own they’re more likely to feel they bought something rather than being sold something. Ask the Right Questions It’s important to tell a story to help customers understand why they need a VSC. The best way to go about this is to ask questions to understand what matters to a customer. Are they looking for a commuter car? Or maybe it’s a customer who prioritizes style and image. Whatever it is, digging in to understand what customers find important about their vehicles can shape your story. For the commuter, you can sell practicality and protecting their job. For the imageconscious buyer, a VSC helps protect their investment and get the vehicle back on the road quickly.
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SOCIAL MEDIA | By Kathi Kruse
TOP SUCCESS OBJECTIVES & SOCIAL MEDIA METRICS
OPTIMIZE
YOUR
ROI
One of the best things about social media marketing is that it’s measurable. I’m still caught off guard when I hear some dealers don’t track their social media metrics or review their data. But I do understand, because so many dealers truly aren’t sure what metrics to track or what the data might indicate. Defining the right social media metrics is key to meeting dealership business objectives and makes it so much easier to measure ROI (return on investment). Two factors weigh heavily in computing ROI: costs and metrics. Costs are the investments required to meet dealership objectives. Many dealers don’t measure and analyze each cost associated with social media marketing: •A ttention (there’s a reason it’s called “paying attention”) • Labor/Human Resources • Financial • Training • Organizational Development • Social Technology • Agencies and/or Consultants • Paid Media (i.e. Facebook ads) • Employee Engagement Metrics are how you measure the result of your investments. One accurate measurement is worth a thousand expert opinions. Tracking the right social media metrics to determine ROI is challenging. With real-time data providing cues to re-work certain tactics, it’s crucial to designate someone whose job is to track and analyze. Restructure of the dealership’s organizational framework may be required. A marketing team’s comfort in working with data and analytics is critical. Tracking the right metrics is important but so is knowing what to do once you have the data, especially when things aren’t going as planned. Measuring metrics and analyzing results is formidable and you should take careful consideration. Sometimes a social media audit is called for. Due to the unique nature of the data, and the social aspect of the medium, it’s essential to isolate issues and determine true success. Achieving dealership objectives with social media requires experiential knowledge to make metrics meaningful. If you need guidance, seek out trusted advisors who can help you accurately measure and analyze your results. Tracking and auditing results is most beneficial when you know the right metrics to measure. Here are the top five dealership business objectives we encounter at Kruse Control,
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including the relevant social media metrics you’ll want to track. Retain Current Customers •R each. Reach is an important social metric for all business objectives. However, it’s far easier to sell to existing customers than it is to strangers. •E ngagement (comments, likes, shares, retweets, re-grams). Engagement is the kingpin of everything social. How are existing customers engaging with your content? •R eviews. Customers do not consume in silence. What common words or themes are customers saying? •R eturn visits from social media. How are you tracking visitors to your website? What tactics are you using to engage them on an ongoing basis? Engage New Potential Customers • I ncrease in likes and followers. Is there a specific plan to increase your audience? Which platform, by how much and by when? •C ontent. What types of content are getting most engagement? •N ew opt-ins from social media. Are you offering valuable information at no-charge in exchange for contact info? •C ustomer acquisition. How many, at what cost, over what period of time? •A udience demographics. Are the people you’re reaching actually your target customers? Improve Customer Satisfaction •R esponsiveness to messages and reviews. Everyone likes to be heard. Responsiveness gives prospective customers a glimpse of how you handle concerns, issues and questions. •R esponse time. Forty-two percent of social customers expect a response within 60 minutes. Is your store prepared to handle social media inquiries within the hour? •O nline reviews. What’s the company’s practice for building a successful review funnel? •N egative feedback (reviews, hide posts, unlike page, unfollows). How often is it happening? How is this handled within the organization? Establish Earned Authority and Trust •T raffic and time on your website from social media. “Social signals” let Google know your site is being talked about. Hopefully, there’s a live human managing your social channels to keep the engagement high. •L inks to your site from social media. When
social signals (traffic from social sites) turn into social shares, further value comes into play. People share good content and link to your site. Social media then becomes a huge win for SEO. •A mplification (shares by others). This is evidence your content resonates. Sharing provides “social proof,” which is a psychological phenomenon where people assume the actions of others in an attempt to reflect correct behavior for a given situation. We view a behavior as more correct in a given situation to the degree we see others performing it. •O pt-ins for “free helpful content.” One of the best ways to develop trust is to offer valuable tips/information at no charge in exchange for an email address. Have you explored this tactic? Have you considered a putting together a PDF with car buying tips? •V ideo views. How much time did people spend viewing your videos (such as walkaround or “how-to” videos)? How many watched each video all the way through? Increase Sales •F acebook ad spend vs results. Are you setting goals for Facebook ads? Does your vendor track these goals? How did each ad achieve its intended goal? •F acebook ad relevance. How did your offer resonate with the intended audience? •O rganic vs paid engagement. Are your posts resonating with your audience before you pay to promote them? •G rowth of audience who visited your website from social. Which campaigns brought the most visitors? •L eads. Are you tracking results using dedicated landing pages and lead forms? •C onversions. How many sales converted from Facebook ads? •R evenue generated. What is your monthly revenue earned from Facebook ads? Determining the costs and tracking the right social media metrics will provide the data to measure your actual return on investment. Use these recommendations to put optimal processes in place. Your marketing decisions will become better informed, your social media will be more successful and the puzzle pieces will finally fit together on social media ROI. Kathi Kruse is an automotive social media marketing expert, blogger, consultant, author, speaker and founder of Kruse Control Inc., which coaches, trains and delivers webinars focused on integrating social media and online reputation management into dealership operations. She can be reached at kathi@ krusecontrolinc.com.
ASSOCIATION NEWS
CELEBRATING OUR LONGTIME MEMBERS
THANK YOU 30 Y E A R S Kelly Crowl All Star Autos, Inc. LaPorte Buzz Cotton Dyer Auto Auction Dyer Fritz Kreutzinger Fritz Associates Fishers Tony Houk Kesler Schaefer Auto Auction, Inc. Indianapolis Kim Graham Kim Graham Motors Whiteland Randy Chupp RC Leasing, Inc. Elkhart Ed White White’s Auto Sales Rensselaer 25 Y E A R S Dan Francis Andrews Auto Sales, Inc. Evansville Bob Sullivan Bob Sullivan Motors New Palestine Bruce Norton Drive 1 USA, Inc. Crown Point Luke Dietrick Indiana Auto Auction Fort Wayne Danny Hockett Indianapolis Car Exchange Whitestown George Krier Joe’s Auto Sales Indianapolis
Drew Krier Joe’s Auto Sales Indianapolis
Danny Ritchie Ritchie Auto Sales Inc. Middlebury
Rick Jones Valley Motors Enterprise Mooresville
Bob Schultz Schultz Auto Sales DeMotte
Dave Lewis Lewis Motor Sales Lafayette
Michael L. Shaver Shaver Preferred Motors Merrillville
Jon Haist CarMax Auto Superstores Richmond
Eddy DelReal Del Real Auto Sales Lafayette
Bob Okeley Oak Motors Anderson
Richard Herma Snyder Auto Inc. DeMotte
Mike Inglis Superior Auto, Inc. Fort Wayne
Michael Frazer Frazer Computing Inc. Canton
Dan Spoor Spoors Auto Sales, Inc. LaPorte
Karen Smith Tammy Naville South Bend Mishawaka Auto Jim Butner Auto & RV Inc. Auction Clarksville Mishawaka Emily Decker Tyler & Tricia Trent Manheim Indianapolis Indianapolis Trent Auto Sales Vincennes Brandon Gray 15 YEARS Gray Auto Brokers, Inc. Darlene Pfledderer Greenfield Autobarn Sales & Leasing, Inc. Rick Jackson Francesville 30 West Auto Warsaw Doug Bessler Bessler’s Trackside Auto Matt Fetter Depot Clark County Auto Auction Batesville Jeffersonville
Randy Stutzman Stutzman Motor Sales Goshen 2 0 Y E AR S David Jamesen Concord Cars Inc. Elkhart Tim Gebhardt Gebhardt Motor Sales Osceola Melanie Goldman GMG Motors Morgantown Greg Morris Greg’s Auto Sales Evansville Lauree Stout GWC Warranty Wilkes-Barre Gretchen Carpenter Instant Auto Finance South Bend Bill McLaughlin Motorama Mooresville Darrel Eissler Ohio Valley Auto Brokers Newburgh
12 CAR LINES JULY 2019 WWW.IIADA.COM
David Baldwin Best Deal! Auto Sales Fort Wayne
Mark Dimmich Cars To Go Lafayette
Robert Curtis Curtis Auto Sales Indianapolis
Robert Trock Rainbow Auto Sales Hammond
David Bohall Big Daddy’s Auto Sales Indianapolis
Tom Hilsmeyer H & H Auto Sales, Inc. Jasper
Marc Gray Cruisin Auto Sales Madison
Stoyan Stoyanov CARS2YOU LLC Mishawaka
Christopher Kramer Kramer Motor Co. Shelbyville
Carlos Asay Asay Motor Sales Lafayette
Robert Walczak Omni Auto Sales Whiting
Angela Walsh J.D. Byrider Systems Carmel
Jeffrey Wood Tom Wood Automotive Group Indianapolis Alan Stock Frankies Auto Sales Dyer Martin Less Nationwide Cassel LLC Rosemont Donn Wray Stoll Kennon Ogden PLLC Indianapolis Chuck Werner Manheim’s Louisville Auto Auction Clarksville Westside Motors LLC Delphi Sam Kamdar Mint Auto Sales Fort Wayne 10 YEARS AF Sales and Service LLC Indianapolis Jeff Cork American Imports Speedway Andy Zay Andy Zay Leasing, Inc. Huntington
THANK YOU FOR YOUR DEDICATION TO OUR INDUSTRY AND SUPPORT OF IIADA, YOUR PROFESSIONAL TRADE ASSOCIATION.
Dana Dillman Approval Auto Credit, Inc. Martinsville
Jack Newenhouse Homestead Motors, Inc. Highland
Jan Hatoway Steffey Hatoway New Palestine
Ava & Lloyd Arthur Arthur, Inc. Auto Sales Solsberry
Ken Brophey K & J Auto Sales Indianapolis
Chuck Surack SweetCars LLC Fort Wayne
Bart Churchward Bart’s Car Store Columbia City
Beecher Greer Mr. Care Auto Camby
Mark Stepp Basic Auto Sales LLC Attica
Nicholas Loyd NJ Enterprises Indianapolis
Trent & Troy Davis TNT Auto Sales & Service Inc. Kokomo
Jaspal Gothra Best Buy Motors Lafayette
Mike Harris Patrick’s Car and Truck Inc. Whiteland
Ron Burgess Burgess Motors Michigan City
Howard Curry Patriot Sales Liberty
Harry Georgalas C & G Auto Sales Inc. Gary
Rodney Pletcher Pletcher Motor Company, Inc. Goshen
Mike Hamilton Curtis Motor Sales Co., Inc. Indianapolis Drive Time-Shadeland Tempe Thomas E. Druley Druley Investments Inc. Laotto Eva Gaeta Gaeta Auto Sales Inc. Lafayette Rich Newenhouse Great Deals on Wheels Michigan City Fred Grote Grote Automotive Inc. Fort Wayne Dushan Galic Hillside Motors Schererville
Sharon Coleman Preferred Warrantys Inc. Orwigsburg James Horner Prestige Auto Sales Inc. Indianapolis Dan Morrison Quick Auto Elkhart Lester Deen Reliable Auto Finance Wyoming Dave Zatorski Ski’s Truck & RV Sales Rockville Jason Crandal Southwest Auto Sales Roanoke
Kevin Heckley Heckley Auto and Diesel Service Inc. Woodburn
Donald H. Slone Slone Automotive Enterprise, Inc. Clarksville
Bertram Hodge Heritage Ford Corydon
Jane Saxon Somerset CPA’s Indianapolis
Ed Hourigan Hour Motors Indianapolis
Chuck Surack SweetCars LLC Fort Wayne
Bill Welch Welch Motors Inc. Rolling Prairie
Steven Isaac Isaacs Pre-Owned Autos New Albany
Scott Eakins What A Deal Motors Inc. Kokomo
Scott Kidwell Mikes Auto Sales Indianapolis
Kelly Wilhoite Teipen, Selanders, Poynter & Ayres, P.C. Indianapolis
Michael Ross Whitewater Motors, Inc. West Harrison
Lori Kahre NextGear Capital Carmel
5 YEARS Brad LeBlanc Alpha Omega Group LLC Loveland
Nicholas Loyd NJ Enterprises Indianapolis
Chris Walsh Consolidated Automotive Service Nashville Tony Del Real Del Real Automotive Group Inc. Frankfort Drive Time-Shadeland Indianapolis Jennifer Kharchaf Envirotest Systems Crown Point
John Thompson Thompson Brothers Auto Sales, Inc. Lafayette Trent & Troy Davis TNT Auto Sales & Service Inc. Kokomo Edmund Hourigan Truworth Auto Indianapolis
Jonathan Downs Omega Auto Sports Noblesville Mike Harris Patrick’s Car and Truck Inc. Whiteland Matthew Reece Professional Financial Services Spartanburg Lester Deen Reliable Auto Finance Wyoming
John Gagnon Gagnon Motors Inc. Akron
Gary Richardson Richardson Sales and Service Highland
Bill Basch Gearhead Motors, LLC Indianapolis
Vicky Krohn Select Motors Evansville
Jonathon Levin Turner Acceptance Skokie Luis Hernandez Ultimate Auto Deals, Inc. Fort Wayne Al Johnson Westfield Motor Sales Noblesville Craig Koch XL1Motorsports, Inc. Indianapolis
WWW.IIADA.COM JULY 2019 CAR LINES 13
August 25, 2019 Eagle Creek Golf Club Pete Dye Championship Golf Indianapolis, IN
2019 IIADA ANNUAL GOLF TOURNAMENT AWARDS DAY AND
TRADE SHOW
08 25 Save the date
2019
Eagle Creek Golf Club 8802 W. 56th Street Indianapolis, IN 317.297.3366 Breakfast & Registration - 9:00 am Shotgun Start - 10:00 am After Golf - Dinner
Directions to Eagle Creek From 465: Take Exit 19. West on 56th Street to first stoplight west of Eagle Creek Reservoir. From I-65: Exit at Lafayette Road. South to 56th Street. West on 56th Street to first stoplight west of Eagle Creek Reservoir.
Registration and Information: Phone: 219.661.0287 • Email: iiada@comcast.net
14 CAR LINES JULY 2019 WWW.IIADA.COM
Registration Form Name______________________________________________ Spouse/Guest Name____________________________________ Company Name_______________________________________ Address_____________________________________________ City________________________________________________ State____________ Zip_______________ _________________ Phone______________________Fax______________________
Golf Outing Entry Form Participants Names:
1. _________________________________________________ Company ___________________________________________ 2._________________________________________________ Company____________________________________________ 3 ._________________________________________________ Company____________________________________________ 4 ._________________________________________________ Company____________________________________________
SPONSORSHIP OPPORTUNITIES
Registration and Sponsorship* Totals
Breakfast, Golf, & Dinner - $120/Person
______
Platinum Sponsorship - $3,000
______
Includes registration for foursome, sponsorship of dinner.
Diamond Sponsorship - $2,000
______
Gold Sponsorship - $1,500
______
Diamond - $2,000
Silver Sponsorship - $700
______
Bronze Sponsorship - $400
______
Total Enclosed
______
Platinum - $3,000
Includes registration for foursome, sponsorship of breakfast.
Gold - $1,500
Includes registration for twosome, sponsorship of beverage cart.
Silver - $700
Sponsorship of Closest to the Pin, Longest Putt or Longest Drive
Bronze - $400
Sponsorship of Golf Hole All sponsors may participate in trade show and will be recognized in Car Lines.
___Money Order/Check Enclosed
email registration: iiada@comcast.net Fax Registration CREDIT CARD ONLY: 219.663.5294 ___Visa ___MasterCard Card No.______________________ Expiration Date___________ Security code________ Name on Card (please print) _______________________________ Card Holder’s Signature __________________________________
All golfers must have entry fees paid by August 15. Phone: 219.661.0287 Email: iiada@comcast.net
Please send entry fee to:
Indiana Independent Auto Dealers Association P.O. Box 1393 Crown Point, IN 46308 WWW.IIADA.COM JULY 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
16 CAR LINES JULY 2019 WWW.IIADA.COM
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
AUCT I O N COUPO N BOOK PRI N T I N G S PO N SORED BY: AFC . ASC WARRANTY
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 JULY 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
AFS Dealers LLC
Bill Elizondo 972.322.0730 www.afsdealers.com
AFS Dealers
Bill Elizondo 972.322.0730 bill@afsdealers.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.
Consolidated Automotive Services
Chris Walsh 812.988.8300 www.consolidated autoservices.com
BirdEye, Inc.
David Tulkin 650.313.5225 David.tulkin@birdeye.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
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
Dealer Insurance, Bonds Kathy Alexander 407.678.5900 kalexander@ashtonagency.com
Kevin Lewis 1111 S. Green River Rd. Suite 100 Evansville, IN 47715 812.909.0116 www.etrindiana.com
AutoZone
Envirotest Titling & Registration
Gerry Sutter gerald.sutter@autozone.com 440.263.3389
BirdEye, Inc.
David Tulkin 650.313.5225 David.tulkin@birdeye.com
Coastal Credit LLC
Austin McFarland 317.727.2778 amcfarland@coastalcreditllc.com
NVP Warranty
Guardian Finance Company
Preferred Warranties, Inc.
John Skelton 423.207.1333 www.freedomwarranty.com Tom Lloyd 513.515.5442 tlloyd@guardianfinancecompany.com
GWC Warranty
P O Box 7900 Wilkes-Barre, PA 18773 317.374.6271 www.gwcwarranty.com
HBK CPAs & Consultant Rex Collins 330.758.8613 rcollins@hbkcpa.com
Insurance ProfessionalsDealer Specialists Steffy Hatoway Jan Hatoway Office: 317.861.4411 Cell: 317.750.3032
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
Integrity Warranty, LLC
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
Art Mastyugin 888.270.5835 art@nvpwarranty.com 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
Pull A Part of Indianapolis LLC
Mark Cohen 2505 Producers Lane Indianapolis, IN 46218 Phone: 678.327.5584
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
Strategic Consulting Jeff Bond 317.363.6458 jeff@scspro.net
Health Insurance Specialists Pam Mix 219.763.2401 maxey.insurance@comcast.net
T & J Dealer Services
Jennifer Kharchaf 1171 Breuckman Dr., Ste. B Crown Point, IN 46307 219.661.8220 www.etrindiana.com
National Auto Auction Association
Teipen, Selanders, Poynter & Ayres, P.C.
Frazer Computing Inc.
Nationwide Cassel LLC
6196 US Hwy 11, P O Box 569 Canton, NY 13617 888.963.5369 www.frazer.com
Frazer Software
Custom Dealer Products Bill Ecklor 260.415.9119
18 CAR LINES JULY 2019 WWW.IIADA.COM
Freedom Warranty
Frank Hackett 301.696.0400 naaa@naaa.com
Mark Plunkett mplunkitt@nationwideloans.com 317.441.1637
NextGear Capital
Lori Kahre 1320 City Center Drive Suite 100 Carmel, IN 46033 Phone: 317.571.3845 www.nextgearcapital.com
Justin Stuckey 260.403.2410 justin@dealerservices.com
Certified Public Accountants Barnett Sapurstein, CPA 317.598.6700 bsapurstein@teipencpa.com
Turner Acceptance Jonathon Turner Phone: 773.290.5007 turneracceptance.com