LA 04/17 by NIADA

OPEN ROAD

S TAT E A F F I L I AT E

MAGAZINE

LOUISIANA INDEPENDENT AUTOMOBILE D E A L E R S A S S O C I AT I O N

A P R I L / M AY 2 0 17

DEALER SPOTLIGHT

ACE AUTO SOURCE PAGE 6

DALLAS, TEXAS Permit No. 2079

PAID

PRSRT Standard U.S. Postage

LOUISIANAIADA.COM

INSIDE

SAFETY WATCH

04................................................................. Tips for Subprime 06....................................................................Dealer Spotlight 08.................................................Is Your Sales Process a Hit? 10........................................ Reasons Your Facebook is Failing 12............................................Combatting Negative Reviews 14................................................. NIADA Government Report

WHAT’S NEW

Tire Safety Week Dates Announced

The dates for National Tire Safety Week 2017 are May 28-June 3. An initiative of the Rubber Manufacturers Association, the event promotes tire safety among consumers. Auto dealers join the tire and auto industry to encourage drivers to “be tire smart.” For more information, or to request print materials, visit www.betiresmart.org.

ADVERTISER’S INDEX

America’s Auto Auction....................................................... IBC AutoZone..................................................................................4 Black Book................................................................................5 DAA Dealers Auto Auction, LLC .............................................7 Lake Charles AA...................................................................... 9 LA’s 1st Choice AA................................................................IFC Manheim ................................................................................11 Manheim Pennsylvania..........................................................13 NextGear Capital ...................................................................12 NIADA CPO ............................................................................19 PassTime.................................................................................18 Texas Direct Auto.............................................................15, 17 VAuto....................................................................... Back Cover

OFFICE

For information on how to become a member please contact Dwayne Tambling louisianaiada@gmail.com 877-513-6275.

NIADA HEADQUARTERS

NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION WWW.NIADA.COM • WWW.NIADA.TV 2521 BROWN BLVD. • ARLINGTON, TX 76006-5203 PHONE (817) 640-3838 The Open Road is published bimonthly by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203. Periodicals postage paid at Dallas, TX and at additional offices. POSTMASTER: Send address changes to NIADA State Publications, 2521 Brown Blvd., Arlington, TX 76006-5203. The statements and opinions expressed herein are those of the authors and do not necessarily represent the views of the Open Road 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.

STATE MAGAZINE MGR./SALES

Troy Graff • troy@niada.com EDITORS

Jacinda Timmerman • jacinda@niada.com Andy Friedlander • andy@niada.com MAGAZINE LAYOUT

Christy Haynes • christy@niada.com PRINTING Nieman Printing

VEHICLES WITH UNFIXED RECALLS ON THE RISE

One in Four Vehicles Americans Drive Has Open Recalls

This year, millions more lives may be at risk from people driving and buying vehicles with unfixed safety recalls. According to Carfax, more than 63 million recalled vehicles now are in use across the country, an alarming 34 percent increase from 2016. The annual research also suggests this issue affects nearly one in three vehicles in Texas, the highest rate in the nation. Behind Hawaii, the other Gulf Coast states of Mississippi, Louisiana and Alabama round out the top five. In addition, people in California, Texas, Florida, Pennsylvania and New York have the most vehicles with open recalls. “Reducing the number of open recalls on the road is an ongoing effort,” said Carfax

BOARD MEMBERS PRESIDENT Kevin Reeves Dixieland Autoplex 15600 Florida Blvd. Baton Rouge, LA 70819 kevin@dixielandautoplex.com 225-248-6519

BOARD MEMBERS Scott Ledet Ledet’s Auto Sales P O Box 1505 Gonzales, LA 70737 scottledet@ledetsautos.com 225-644-2886

VICE PRESIDENT Robert Perry Doug Perry Wholesale Cars 311 N. 4th Street Monroe, LA robertperry2010@yahoo.com 318-343-8611

Jacob Warren Louisiana’s 1st Choice Auto Auction 18310 Woodscale Rd. Hammond, LA 70401 jacob@lafcaa.com 985-345-3302

EXECUTIVE DIRECTOR Dwayne Tambling Dwayne Tambling Auto Brokers 46001 Hwy # 22 St. Amant, LA 70774 225-675-3675

Donald Mendoza Don’s Wholesale 6902 Johnston St. Lafayette, LA 70503 mendozadonald@yahoo.com 337-210-5000

SECRETARY Rudy Martinez Ponce Imports, Inc. 6060 Florida Blvd. Baton Rouge LA 70806 rudymp@cox.net 225-927-4346 TREASURER Chuck Hill Lake Charles Auto Auction 2435 E. Broad St. Lake Charles LA 70601 chuckhill69@yahoo.com 337-433-8664

www.louisianaiada.com

communications director Larry Gamache. “Safety is our number one concern. Carfax, manufacturers and the government are working together to make it easier for drivers to get accurate information and timely alerts about open recalls. It may be inconvenient, but people driving recalled cars should make getting them fixed a high priority.” The new data also suggests family life may be a factor for some vehicle owners not knowing about a recall or getting it fixed. Minivans and SUVs – family-oriented vehicles – are the ones most likely to have unfixed recalls. With myCarfax.com, vehicle owners simply enter their license plate, a feature unique to the service, or VIN to get started. The service sends recall alerts to users’ mobile devices or email for up to five saved vehicles. In addition, anyone worried about buying a car with an unfixed recall can shop with confidence at carfax.com. Every vehicle listed for sale there comes with a free Carfax report, which includes open recall information reported to Carfax. To learn more visit www.carfax.com.

David Albritton Redline Motorcars, LLC 605 Cypress Street West Monroe, LA 71291 dcalbritton@gmail.com 318-605-3655 Daniel Guinn Guinn Auction Company, Inc. 1635 Thibodeaux Rd. Jennings, LA 70546 daniel@guinnauctions.com 337-368-7713

Jeff Hernandez Airline Automart Inc. 4520 Airline Hwy Baton Rouge LA 70805 airlineautomart@yahoo.com 225-357-1597 Scott Rabeaux Rabeaux Auto Sales 6882 Johnson St. Lafayette, LA 70593 srabeaux@yahoo.com 337-991-9100 Matt Pedersen Lake Charles Auto Auction 2435 E. Broad St. Lake Charles LA 70601 matt@lcautoauction.com 337-433-8664 Eric Stroderd (Past President) My Dealer Supply 850 Kaliste Saloom Rd. Lafayette, LA 70508 877-427-1238 Ricky Donnell Best Stop Auto Sales 4238 Front St. Winnsboro, LA 71295 bsas03@yahoo.com 318-435-6565

April/May 2017 OPEN ROAD

ACCELERATE

BY GWC WARRANTY

TIPS FOR A SUBPRIME SLAM DUNK Ensure Your Subprime Business Doesn’t Fluctuate

As the pendulum swings with subprime lending, it becomes increasingly difficult for dealers to give their subprime customers the best deal possible. But regardless of which way the subprime breezes are blowing, there are certain steps used car dealers can take to ensure their own subprime business doesn’t fluctuate with the annual ebbs and flows of the subprime market. The Right Inventory It starts with selection of inventory and moves on to the inventory you present to each individual customer. Head to auction with the subprime customer in mind. Do some research with your lenders beforehand to see which vehicles they’ve had subprime success with and target a few of those each time you’re acquiring inventory. Once they’re on your lot, present them to customers who pre-screen with subprime credit. Once you engage with the customer, try something along these lines: “Thanks for reaching out, Mr. Smith. I have three great vehicles here that match what you’re looking for and they’re vehicles I know we can get financed for you.”

OPEN ROAD April/May 2017

The Right Lenders Part of being able to select, present and finance the right vehicle for a subprime customer is having strong lender partnerships. Seek out lenders who know the subprime space well and operate in it frequently. Many can be local providers, so finding lenders who know your area well will help, too. Lenders that meet these criteria will be more consistent with their decisions and help you get more subprime deals approved on a regular basis. The Right Protection A common struggle on a subprime deal can be adding a vehicle service contract on the back end with a limited subprime advance. This is an obstacle you can certainly overcome – especially if you’ve worked on the first two points we’ve discussed. It’s a simpler solution than you might think, too. Just ask. And you might have to ask more than once, but good subprime lenders will understand the value of a service contract on a vehicle. Remind them of that if you need to. A service contract will keep a car on the road, protect a customer’s monthly budget and, in turn, lower the likelihood of a default. As you look at ways to breathe some life into your subprime business, remember three keys to successful subprime sales: the right inventory, the right lenders and the right protection.

www.louisianaiada.com

DEALER SPOTLIGHT

ACE AUTO SOURCE A Car for Everyone

ACE Auto Source is located in Lacombe, Lousiana. It was started in 2004 by Bobby Hines. Bobby has been in the automotive industry his entire life. He began working in a parts store when he was a teenager. He then worked in the automotive service industry, where he gained extensive knowledge in management and automotive repair before opening ACE Auto. Antonio Johnston has been with ACE Auto Source for over 10 years. He manages the sales department as well as overseeing the inventory and lot maintenance. Bobby’s wife Heather also has over 20 years automotive sales experience. Reco McCray heads up detail and property management. Dawn Johnston assists operations. Bobby believes you should treat everyone the way you would want to be treated, from customers to employees and vendors. The key to their success is diversity. They carry inventory from $1,500 to $15,000. Their motto is “a car for everyone!”

OPEN ROAD April/May 2017

Left to right: Reco McCray, Bobby Hines, Heather Hines, Dawn Johnston and Antonio Johnston.

www.louisianaiada.com

April/May 2017 OPEN ROAD

MANAGEMENT GAMEPLAN BY SCOTT BERGERON

IS YOUR SALES PROCESS A HIT? OR HIT AND MISS? Increase Your Batting Average Louis Pasteur said, “Chance favors the prepared mind.” When it comes to sales, this is the most important driver to long term success. Selling a vehicle comes down to two essentials. First, having someone to talk to who can buy. Second, being prepared so you don’t ruin your chances when you do have someone to talk to. All this means being organized in how you manage your sales process. The ultimate goal is to turn every opportunity into a sale. But since a 100 percent closing ratio never happens, the goal is to increase your batting average by consistent and correct execution of the basics. Shooting from the hip strategies never work as a game plan for success. These offthe-cuff processes typically rely on force of personality, which can be hit and miss depending on the salesperson’s mood. Charm may captivate one prospect and turn off the next, who feels as if it’s a put on. It can enthrall and entertain people in short bursts, but will only seal the deal with a select number of people. Salespeople accustomed to this type of selling may achieve a certain level of success, but it won’t ultimately rival what a well-organized, prepared salesperson can accomplish over the long term. Another analogy helps drive home the point even further. I call Denver home. Here, the Denver Broncos are as close to a religion as a sports team can be. In January, the Broncos’ coach, Gary Kubiak, resigned, citing health issues creating an inability to put in the amount of preparation time necessary for his standards. For him, that was a 5 a.m. to 10 p.m. regimen. The results of this approach are significant – in his first year as head coach, the Broncos won Super Bowl 50, proof the guy knows his stuff. There are likely very few salespeople who want to spend 17 hours a day preparing to sell cars. So it’s important to find other ways to help sales teams achieve. Here are a few important tips to develop an effective preparedness plan that doesn’t micromanage salespeople or make them feel like they’re stuck doing unnecessary hours of “homework”: Clarify objectives and goals by quantifying a sales funnel featuring prospects, sales, and activities needed for both. While this can get really detailed, the basics are straightforward. First, look at the forecast. To hit a certain forecast, the initial

OPEN ROAD April/May 2017

step is to reverse-engineer the process. Second, determine the historical average of how many prospects (UPs) it takes to make a sale. Let’s say it’s 4:1, or a 25 percent closing ratio. If that’s the case, you’ll likely need 100 prospects to make 25 sales. Third, determine historically what you have averaged per sale in commission (or gross if you’re the dealer) to determine how many prospects (UPs) you would need to hit your forecast. In the real world a salesperson who wants to earn $5,000 consistently each month needs to know exactly how to do that. If a salesperson historically earns $280 per sale, then he needs to sell 18 cars to make over $5,000. If his closing ratio is historically 29 percent, he needs to talk to 62 prospects (UPs) to sell 18 cars. The key here is getting accurate data to be able to do the math. Look at how to improve on historical numbers. For example, sales training can improve closing ratios, as can listening and learning body language. The key is to be able to give the salespeople all the tools they need to be consistently successful. Many email prospecting campaigns, as an example, fail miserably because of overcommunication or coming across as pushy and self-serving. Today’s prospects want to know what’s in it for them and how you can help them get there. Use a CRM tool to track and help assess your sales team’s opportunities. I always try to get consistently better, whether I’m managing or selling directly, and to do that I need real data on my capabilities. Creating a doable plan is only half the battle. Fulfilling it is the other half. How many New Year’s resolutions are kept? Therein lies the difficulty, and the challenge. Keep the plan on track. Identify ways to improve it. Spot and repair weak links (e.g., sales team members not following through, either with their objective or reporting of it). Streamline processes further to make it even easier for your team to follow. Avoid the traps of assuming “there’s an APP for that.” When processes, especially sales processes, are overly complicated, technical, or not easily inspected, it almost always leads to failure. Sometimes, the simplest solutions are the best – particularly when they gain easy acceptance from the team. Two major considerations outweigh all others: A) Does the system provide basic key performance indicators (KPI) that managers can easily pull up and track? B) Is it easy for salespeople to learn, adopt and use consistently? Installing any new or exciting sales process can be tricky. The first step is to make sure it fits your dealership’s current selling style. There’s no need to reinvent the wheel here. Just make sure it fits. For example, older salespeople may be more inclined to use paper-based sales management systems, while digital processes via smartphones or workstations

SALES PROCESSES AND SYSTEMS ARE ALL ABOUT IMPROVING THE CUSTOMER AND SALESPERSON EXPERIENCE SO NOTHING IS LEFT TO CHANCE. OVERALL, MAKE SURE YOUR PROCESSES ARE WORKABLE AND WELL THOUGHT OUT, SO THEY CAN BECOME A CORNERSTONE OF YOUR SUCCESS. may be the overwhelming millennial preference. Keep your options open as both have strengths and weaknesses. Balance all this out by maintaining consistency. Sales processes and systems are all about improving the customer and salesperson experience so nothing is left to chance. Overall, make sure your processes are workable and well thought out, so they can become a cornerstone of your success. By deploying a consistent, balanced, and inspected sales system, you can steadily increase your bottom line and build a solid sales team for the long haul. Former dealer executive Scott Bergeron is the founder of Daily Gameplan.com, a sales team performance company. Scott can be reached at 303.918.3169 or scott@dailygameplan.com.

www.louisianaiada.com

SOCIAL MEDIA BY KATHI KRUSE

REASONS YOUR FACEBOOK PAGE IS FAILING Make It Work For You, Not Against You

Not all Facebook pages are created equal. It’s hard to ignore the opportunities available with Facebook to engage would-be customers, but building a highconverting Facebook page has been elusive for many dealers. It’s important to know the elements of a successful Facebook page and it’s even more crucial now to recognize the reasons your Facebook page is failing. Engaging customers on Facebook is challenging because it requires publishing the type of content they want to engage with. This means employing a content strategy that works for your store both culturally and operationally. In addition, Facebook ads promote your content, increase clicks to your website and, ultimately, turn fans into customers. Is achieving consistent engagement on Facebook a struggle for your store? Here’s a list of reasons why your Facebook page is failing with tips to make it work for you rather than against you. You Don’t Publish Regularly Consistency is a cornerstone of Facebook (or any other) marketing. Users need to see your posts in their newsfeeds for you to stay relevant. It’s a battle right now for attention, and inconsistency will kill you. Posting a few times per week or per month is not going to capture anyone’s attention. Post two to three times per day during the week and one to two times per day on the weekend. Your Page Lacks the Human Touch Facebook pages fail because posts focus on products instead of people. There’s a complete disconnect from the human side on most dealership Facebook pages. Content that demonstrates why people choose you seems to be nonexistent. If you approach Facebook with the sole mindset of “making money” you will end up wasting your time. Facebook is first and foremost a social network, not a business network. You’re Not Using the Three-Geared Content Approach Facebook is a powerful tool for engaging customers. The challenge lies in producing high quality, original content on a consistent basis. Use our three-geared approach to increase engagement: • Entertain. Most people who engage with your page are not immediately inmarket. The inability to engage this type of prospect is where many pages fail. • Educate. Fans who are thinking

OPEN ROAD April/May 2017

about a purchase appreciate answers to their questions. • Excite. Offer something worthy of their time. Exciting offers compel people to click in anticipation. Your Posts Look and Feel Counterfeit Every dealership has a personality – characteristics, features, and traits – that makes it unique. Customers prefer dealers who communicate exactly who they are and the impact they want to have in their customers’ lives. Publishing benign content that can be found anywhere is the shortest distance to the bottom. This happens when dealers hire outside providers (and sometimes shady vendors) to “do social media” for them. The provider’s lack of personality comes through and it’s obvious someone other than you is doing the work. It’s not a good look for those who want to engage real people. Real people are behind your brand so let that shine through in your content. You’re Not Targeting In-Market Customers Facebook Ads’ deep data allows dealers to laser-target customers who are in-market. Building target audience profiles improves your Facebook marketing tenfold. • Determining the “buyer personas” of your core audience improves the way you solve problems for your customers. • Establishing customer pain points helps create content that’s useful to your prospects (and builds authority with search engines). • Useful, high quality content increases engagement and builds your social presence. • Website content (i.e. blog posts) published on Facebook and clicked through to your site increases search ranking. You Don’t Regularly Conduct a Facebook Page Audit Whether your social media marketing is in-house or outsourced, it’s difficult to know where the gaps are between your current successes and where you need to be. There are many ways to benefit from a social media audit. Given today’s accelerated rate of Facebook failures, a social media audit will help you engage more customers and achieve goals faster. You’re Ignoring Comments and Messages Facebook is a communication channel just like email and phone. Customer service via social media is a game changer, but if you don’t have a process to monitor, listen and respond to messages, you’re dead in the water. • 71 percent of consumers who experience positive social customer care are likely to recommend the brand to others, compared with just 19 percent of customers who do not get a response. • Today’s tech-savvy consumers want their online questions to be addressed

promptly – 42 percent expect a response within one hour. • 83 percent of respondents in a recent survey said they liked – or even loved – when a company responded to them on social. You Lack Clear Goals Highly-engaging Facebook pages start with clear, well-defined goals. At Kruse Control, we begin with an outline of four goals and then build out the specific strategies that help each client achieve them: 1. Attract. 2. Engage. 3. Convert. 4. Retain. You’re Not Leveraging the Power of Facebook Ads Facebook has become one of the most powerful platforms to engage customers and build business. Facebook pages fail because they either aren’t using Facebook Ads correctly or they’re not using Facebook Ads at all. No Facebook page will work without Facebook Ads. Why? Because you must pay Facebook to reach your target audience and deliver the right content to the right customer at the right time. No pay, no play. You’re Not Measuring and Analyzing Your Results Dealerships that don’t review their Facebook results are doomed to repeat their mistakes over and over again. Facebook Insights is your best friend. It provides all the metrics you need to judge how your page is doing. You can see which content got the most organic and paid interaction, what you did right, and what didn’t work so well. Analyzing results lets you deliver a better experience for fans, make better decisions on your content and determine if you’ve reached your goals. Next Steps... If you’re not getting the results you want, review your page using these tips. If your page doesn’t size up and you need help to improve, reach out to me (www. krusecontrolinc.com). We’ll work together to create social media strategies that work! 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.

www.louisianaiada.com

ONLINE MARKETING BY KENNY ATCHESON

FAKE NEWS ABOUT YOUR DEALERSHIP

Combatting Negative Reviews

There has been a lot of talk regarding fake news lately as the political season brought the problem to the forefront. However, fake news has been spreading for a long time – especially in the digital realm. Smaller businesses are able to compete with bigger businesses on the Internet. People can run video advertisements online at a fraction of the cost of television ads. Unfortunately, nefarious characters are also enabled to spread lies and propaganda on the Internet for the purpose of hurting others. Some fake news is meant to generate money. Fake news is often fronted by outlandish headlines meant to garner click-throughs so website owners can show advertisers their “news” gets millions of views per month. The fake news you should concern yourself with is what is being spread about your dealership. Just because you know the news is fake doesn't mean your potential customers do. A competitor or disgruntled employee can create a fictitious name, go to Google and write an online review telling people your dealership ripped him off. That scenario is rare. However, it’s not rare for actual customers to complain online about your dealership and leave out important details, such as how they missed payments for three months. The best lies – or fake news – to spread are those that contain some truth. Partial truths may be shared to start the communication, such as the online review that leads readers to trust what they consume before they get to the fake part. For example, a customer has had his car repossessed. He goes to your Google page and tells potential customers your dealership can’t be trusted. He purchased a car and paid more than it was worth. When he was one day late on the payment he called the dealership to tell them the payment was on the way. The payment was late because he had to take his kid to the doctor – and then the

vehicle was repossessed from the hospital parking lot! What a big meanie you are. The truth: Someone at your dealership sold a vehicle to him at an agreed-on price – that, incidentally, he thought was fair at the time. He signed an agreement that the car would be repossessed if the payment was X days late. When the payment was one day late you spoke to him and told him to get his payment in by a certain date or you would be forced to repossess the vehicle. The customer did in fact purchase a vehicle from your dealership. Although it was at an agreed-on price, the stigma that used car dealers sell vehicles for more than they are worth is already out there. So the first two things the complaining customer said were true in the mind of the reader. That can – and does – lead whoever reads the negative online review to think the entire story is true. During a recent consulting call, a new client asked me how to stop getting negative reviews. It's a common question and worthy of a two-part answer. 1. L aunch a customer feedback and review system that encourages complaining customers to vent internally. There should be signage in the building and language in communications with customers alerting them where to go to share their feedback. Many customers who complain on Google or Facebook would use an internal system if there was one in place. If the dealership does not offer one, they complain publicly and leave out important details. We did a case study of one client who used our feedback and review system for their dealership. Out of 56 customer complaints, only two went public over a given time. 2. Saturate your dealership’s Google and Facebook pages with positive reviews. Having one or two negative reviews won't hurt as much if there are 150 positive reviews. Negative reviews will get buried by positive comments from happy customers. Fake news has been in the news so much lately because it can be highly detrimental to the country. It can also be highly detrimental to your business. You can choose to do something about it. Kenny Atcheson is the founder of Dealer Profit Pros and author of Marketing Battleground: How to Deploy Under-theRadar Strategies to Explode Your Profits. To learn more, visit www.DealerProfitPros.com.

ASSOCIATION NEWS

2017 NIADA & COX AUTOMOTIVE COMMUNITY SERVICE AWARD Nomination Deadline May 12

Nominations are now open for the 2017 NIADA & Cox Automotive Community Service Award, presented by Manheim. The deadline for submission is May 12.

OPEN ROAD April/May 2017

NOMINATE YOUR DEALERSHIP TODAY AT

WWW.COXAUTOINC.COM/COMMUNITY-SERVICE-AWARD. Reward your favorite charity with $10,000. Nominate a deserving independent dealership that works to find innovative and meaningful ways to collaborate with community partners. The winning dealership will be recognized at the 2017 NIADA Convention and will receive $10,000 for their local charity of choice, courtesy of Manheim. Dealerships must be a current member of NIADA to qualify. Nominate your dealership today at www.coxautoinc.com/communityservice-award.

www.louisianaiada.com

April/May 2017 OPEN ROAD

WASHINGTON UPDATE

NIADA GOVERNMENT REPORT Latest Government Issues and Activity Here’s a rundown of some of the latest governmental issues and activity affecting the used car industry from NIADA lobbyist Sante Esposito of Key Advocates and NIADA senior vice president of legal and government affairs Shaun Petersen. LEGISLATIVE REPORT By Sante Esposito D.C. MEETINGS NIADA’s leadership visited Washington on Feb. 27-28 for a series of legislative meetings. The NIADA contingent included CEO Steve Jordan, president Billy Threadgill, presidentelect David Andrews, legislative committee chairman Henry Mullinax, senior vice president of legal and government affairs Shaun Petersen and Key Advocates. That group had more than 20 meetings to provide legislators and others information about NIADA and to convey the association’s legislative priorities for 2017 – a list headed by the issue of recalled vehicles and the Consumer Financial Protection Bureau’s impact on the auto industry. In addition to 12 Senate offices and committees – including meetings with Sens. Lamar Alexander (R-Tenn.), Bob Corker (R-Tenn.) and Luther Strange (R-Ala.) – and seven House offices and committees, NIADA attended a meeting of the Republican Attorneys General Association and met with NADA to discuss the associations’ mutual interests. FINANCIAL CHOICE ACT Rep. Jeb Hensarling (R-Texas), chairman of the House Financial Services Committee, circulated an outline of potential changes to the Financial CHOICE Act he introduced during the previous Congress. Hensarling is expected to re-introduce the bill, which includes a series of reforms of the CFPB, but there could be a number of changes. One reportedly under consideration is whether to keep the bureau’s leadership in the hands of a single director but to allow that director to be removed by the President at will, as opposed to only for cause as is currently the case (pending an appeals court ruling), or to have a five-member commission, as proposed by the bill’s previous version. Other changes could include removing the CFPB’s authority to regulate unfair, deceptive or abusive acts and practices violations, and limiting its rulemaking to enumerated financial statutes such as the Truth in Lending Act. While the revised Financial CHOICE Act has not yet been put forward, several other

OPEN ROAD April/May 2017

bills have already been introduced to change the structure or limit the authority of the CFPB. In fact, bills have been introduced in both houses to eliminate the bureau entirely. The House bill (H.R.1031), introduced Feb. 14 by Rep. Jon Ratcliffe (R-Texas), now has 17 cosponsors, while the Senate version (S.370), introduced the same day by Sen. Ted Cruz (R-Texas), has four cosponsors. REGULATORY REPORT By Shaun Petersen FEDERAL TRADE COMMISSION Bureau of Consumer Protection: Jessica Rich, a past speaker at the NIADA Convention and Expo and the National Leadership Conference and Legislative Summit, resigned as director of the FTC’s Bureau of Consumer Protection. Tom Pahl, an attorney who had previously served as assistant director of the Bureau of Consumer Protection, has been appointed acting director. On March 1, I met with Mr. Pahl and his senior staff in Washington to introduce him to NIADA and the association’s priorities. Fair lending report: The FTC transmitted its annual report of enforcement activity related to fair lending and the Equal Credit Opportunity Act. The report said the FTC has proposed a qualitative survey of consumers designed to provide useful insights into consumer understanding of the automobile purchasing and financing process at dealerships. The report said it would seek consumer interviews as well as their purchase and finance documents. CONSUMER FINANCIAL PROTECTION BUREAU The CFPB has launched an inquiry into ways to expand access to credit for consumers who are “credit invisible” or lack enough credit history to obtain a credit score. The bureau is seeking public feedback on the benefits and risks of tapping alternative data sources to make lending decisions about consumers whose lack of credit history might otherwise block opportunities. The CFPB estimated 26 million Americans are credit invisible, meaning they have no credit history with a nationwide consumer reporting agency. Another 19 million consumers have a credit history that has gone stale or is insufficient to produce a credit score under most scoring models. The initiative includes looking at alternative data as a way to build a credit history and gain access. Alternative data draws from sources such as bill payments for mobile phones and rent, and electronic transactions such as deposits, withdrawals or transfers. The bureau is also exploring risks posed by alternative data that is inconsistent, incomplete, incorrect, overgeneralized or biased.

THE BUREAU IS SEEKING PUBLIC FEEDBACK ON THE BENEFITS AND RISKS OF TAPPING ALTERNATIVE DATA SOURCES TO MAKE LENDING DECISIONS ABOUT CONSUMERS WHOSE LACK OF CREDIT HISTORY MIGHT OTHERWISE BLOCK OPPORTUNITIES. DEPARTMENT OF JUSTICE Paul Robinson of Lawrenceville, Ga., pleaded guilty to one count of conspiracy to commit securities fraud and odometer tampering in U.S. District Court in Norfolk, Va. As owner and operator of Affordable Auto Body Repair, a repair shop and licensed salvage vehicle dealer in Chesapeake, Va., Robinson purchased older vehicles – many of which had been involved in accidents – from an auto auction specializing in vehicles from insurance companies. On more than 100 of those vehicles, Robinson altered or replaced the odometer to reflect a false, lower mileage. He then obtained fraudulent Virginia motor vehicle titles with mileage readings matching the false odometer readings and passed the falsified title documents on to auto purchasers. Robinson obtained many of those fraudulent titles from a former DMV Select clerk. STATE ACTIVITY New Jersey: After a bill regulating the use of GPS and starter-interrupt technology passed the state legislature, Gov. Chris Christie conditionally vetoed many of the bill’s most problematic provisions, including a mandatory interest rate reduction for use of starter interrupt devices. The New Jersey Assembly has concurred with the governor’s changes and a vote to consider those changes is pending in the Senate.

www.louisianaiada.com

SAFETY WATCH SOURCE: NICB

DEALERS BEWARE! Thieves Using New Technology The National Insurance Crime Bureau (NICB) says new technology is being used to not only unlock and open vehicles, but to also start and steal them. NICB recently obtained one of the so-called “mystery devices” the public was first warned about over two years ago. At the time, thieves were seen on security cameras across the country, using unknown devices to unlock vehicles and steal valuables inside. In recent months, NICB has noted reports of thieves not only opening the vehicles, but also starting them and driving away. The device obtained by NICB was purchased via a third-party security expert from an overseas company. It was developed by engineers in an effort to provide manufacturers and other antitheft organizations the ability to test the vulnerability of various vehicles’ systems. Called a “Relay Attack” unit, this particular model only works on cars and trucks that use a keyless remote and push-button ignition. In a series of unscientific tests at different locations over a two-week period, 35 makes and models of cars, SUVs, minivans and a pickup truck were tested. We partnered with NICB member company CarMax because they are the nation’s largest used car retailer and have nearly every make and model in their inventory. Tests were also done at a new car dealership, an independent used car dealer, at an auto auction and on NICB employee vehicles and ones owned by private individuals. The vehicles were tested to see if the device could: • Open the door. • Start the vehicle. • Drive it away. • Turn off and restart the engine without the original fob present. The NICB was able to open 19 (54 percent) of the vehicles, and start and drive away 18 (51 percent) of them. Of the 18 that were started, after driving them away and turning off the ignition, the device was used to restart 12 (34 percent) of the vehicles. NICB said there are a number of different devices believed to be offered for sale to thieves. Some use different technology and may work on different makes and models and ignition systems. More expensive models may have a greater range and better capabilities for opening and starting a vehicle. “We’ve now seen for ourselves that these devices work,” said NICB president and CEO Joe Wehrle. “Maybe they don’t work on all makes and models, but certainly on

OPEN ROAD April/May 2017

Mystery Device

Device in Action

enough that car thieves can target and steal them with relative ease. And the scary part is that there’s no warning or explanation for the owner. Unless someone catches the crime on a security camera, there’s no way for the owner or the police to really know what happened. Many times, they think the vehicle has been towed.” Wehrle said it’s important for law enforcement officers to be aware of this threat and be on the lookout for thieves who may be using the technology. According to NICB chief operating officer Jim Schweitzer, who oversees all NICB investigations, vehicle manufacturers must continue their efforts to counter the attacks on anti-theft technology. “Vehicles are a valuable commodity and thieves will continue to wage a tug of war with the manufacturers to find a way to steal them,” said Schweitzer. “Anti-theft technology has been a major factor in reducing the number of thefts

over the past 25 years. The manufacturers have made tremendous strides with their technology, but now they have to adapt and develop countermeasures as threats like this surface.” While there may not currently be an effective way of preventing this kind of theft, NICB advises drivers to always lock their vehicles and take the remote fob or keys with them. Drivers should also be on the lookout for suspicious persons or activity and alert law enforcement rather than confronting a possible thief. It’s also a good idea to never invite a break-in by leaving valuables in plain sight. And once thieves get inside, they can easily steal a garage door opener and valuable papers such as the vehicle registration that could lead them to your home. So take the garage door opener with you and take a picture of your registration on your cell phone rather than keeping it in the glove compartment.

www.louisianaiada.com

MARKET WATCH BY USED CAR NEWS

AUTOTRADER NAMES TOP TECH

Trending Auto Technology

With new automotive technology constantly emerging and 2017 model-year vehicles now flooding dealer lots, the editors at Autotrader recently named their MustHave Automotive Technology for 2017. Automakers like Mercedes-Benz, Tesla and Volvo are rolling out self-driving systems that can put many autonomous features together in one advanced package, appealing to even the most die-hard auto enthusiasts, especially when it comes to the more boring parts of driving like commutes or long highway trips. While Tesla’s Autopilot may currently be among the most advanced (and better-known) of these systems, several other automakers offer an impressive look at the future, including Volvo’s Pilot Assist system. Formerly only seen on ultra-high-end sports cars, adaptive suspension is making its way into other models, allowing you to custom tailor your car’s suspension based on the experience you want to have, with modes like “comfort” and “sport.” For drivers who

OPEN ROAD April/May 2017

often find themselves critiquing a car’s ride, or for those who spend a lot of time on rough roads or driving tight corners, the ability to change your driving experience with the push of a button can be well worth the cost. Many new vehicles now offer a suite of autonomous safety tech, including lane keep assist, automatic forward collision braking and adaptive cruise control - and the great news is that these systems are getting more affordable and are no longer only reserved for pricey luxury cars. Affordable new compact models like Honda Civic, Hyundai Elantra and Mazda Mazda3 all feature impressive autonomous safety tech features. Say goodbye to the little sticker on the corner of your windshield that reminds you of your next oil change - now many cars deliver this information and more in a handy app, making it easier to keep track of everything. Some automakers like Hyundai even have the Hyundai Assurance Car Care App, which not only tells you when your vehicle needs its next service, but it can even schedule it for you. Gesture control is the wave of the automotive future. It allows you to control various features of your vehicle using gestures instead of pressing a button, touching a screen or using voice commands. Currently BMW is the only automaker to offer this feature (and only on its high-end 7 Series), but expect this to reach more

vehicles in the coming years. Huge screens seem to be replacing many gauges and buttons in the cockpit of new cars, operating similarly to a smartphone with ultra-sensitive touch and the ability for details to be reconfigured. While some may worry about the future reliability of such screens in lieu of simple buttons, experts praise the more clean presentation and easier-to-use infotainment systems versus former complex controls or tiny buttons. Electric drivetrain technology is now becoming more widespread and delivers not only the obvious fuel-economy benefit, but also performance benefits. Modern exotic sports cars like the Acura NSX, BMW i8, Porsche 918 Spyder and LaFerrari all feature electric drivetrains. For everyday drivers, features ranging from fully electric to plugin gas/electric hybrids mean several options for the driving masses.

www.louisianaiada.com

MANAGEMENT MATTERS BY NEXTGEAR CAPITAL

AUTOMOTIVE FLOORPLAN MANAGEMENT BEST PRACTICES Capitalize on Your New Capital

Once a dealer is cleared to use an automotive floorplan, they instantly have access to more capital to aid in purchasing inventory. However, along with that instant access to more capital is a new set of management responsibilities. Keeping these best practices in mind will help dealers integrate their new capital into their current business plans, allowing them to use their floorplan more effectively. Fit the floorplan to the dealership. Dealers need to be aware of their own business numbers to optimally manage an automotive floorplan. What is the dealership’s average inventory turn time? How many cars need to be sold to meet operating expenses? What is the average profit margin per car? Knowing the answers to questions like these can give dealers key insights to help establish where they are, where they are going and how long it will take for a dealer to reach their goals. The answers to those questions can also provide clarity on how an automotive floorplan can fit into the current shape of the business.

LIADA AUCTION MEMBERS

ABC Baton Rouge

3960 Blount Road Baton Rouge, La 70807 225 778 3737 www.auctionbroadcasting.com Sale Thursday

ADESA Shreveport

7666 Greenwood Road Shreveport, LA 71119 318-938-4400 Phone 318-938-7623 Fax www.adesa.com Sale Wednesday at 9 a.m.

Alexandria Auto Auction 515 N 3rd Street Alexandria, LA 71301 318-484-9672 Phone 318-484-9699 Fax www.alexandriaauction.com Sale Tuesday at 5:30 p.m.

America’s Auto Auction - Houston

1826 Almeda Genoa Rd. Houston, TX 77047 281-819-3600

Bayou State Auctions, LLC 134 ½ Galbert Rd Lafayette, LA 70506

Brown’s Auction Co.

6249 Hwy 190 Eunice, La 70535 Phone: 337-457-4919 www.brownsauction.com Sale is quarterly (call for more information).

Copart

21595 Greenwell Springs Rd. Greenwell Springs, LA 70739 225-261-0102

OPEN ROAD April/May 2017

Use floorplans for discipline. When a dealer uses cash or a regular business loan, there is no incentive to sell a car or profit quickly. Additionally, a dealer’s initial investment will depreciate depending on how long the vehicle stays on their lot. Floorplanning can help provide a dealership with discipline. Dealers have a given amount of time available until they have to pay a vehicle off. Use that deadline to the dealership’s favor. If a dealer hasn’t received a profitable offer on the vehicle due for payoff, that approaching deadline can jumpstart their inventory exit strategy process. Whether that exit strategy includes selling the car at auction, working with other local dealers, or holding out for a more profitable offer, the floorplan deadline ensures a dealer doesn’t just let their inventory, and their initial investment, depreciate. Always floorplan responsibly. A dealer’s business data combined with a floorplan can lead to excellent dealership profits. However, dealers need to make sure they floorplan responsibly. If a dealer uses their entire line of credit and those vehicles haven’t sold once payoff time arrives, that dealer is going to have a pretty hefty bill. Space out inventory purchases. That way, payoff dates are spaced appropriately for dealership cash flow, just in case inventory hasn’t sold before payoff time. Used together, these best practices allow dealers to purchase the inventory needed, provide incentive to profit and allow for manageable floorplan payments.

Greater Shreveport-Bossier

Manheim Mississippi

Insurance Auto Auction

Manheim New Orleans

Lake Charles Auto Auction

Mid-South Auction

Louisiana’s 1st Choice AA

Mike McTurner Dealers

1315 Grimmett Drive Shreveport, LA 71107 318-221-3362 Phone 318-221-3372 Fax www.gsbautoauction.com Sale Wednesday at 1 p.m.

29000 Frost Road Livingston, LA 70754 225-686-9197 Phone 225-686-8197 Fax www.iaai.com Sale Monday at 9 a.m.

2435 E Broad Street Lake Charles, LA 70601 337-433-8664 Phone 337-436-7197 Fax www.pedersenandpedersen.com Sale Wednesday at 5:30 p.m. 18310 Woodscale Road Hammond, LA 70401 985-345-3302 Phone 985-343-5735 Fax www.lafcaa.com Sale Tuesday at 9 a.m.

Long Beach Auto Auction 8494 County Farm Road Long Beach, MS 39560 228-452-2030 Phone 228-452-9588 Fax www.lbautoauction.com Sale Wednesday at 1:30 p.m.

Manheim Lafayette

1611 St. Mary Street Scott, LA 70583 1-337-237-5620 Phone Sale Thursday at 10:00 a.m.

7510 U S Highway 49 Hattiesburg, MS 39402 601-268-7550 Phone 601-579-7202 Fax www.manheim.com Sale Thursday at 9 a.m.

61077 St. Tammany Slidell, LA 70460 985-643-2061 Phone 985-643-2122 Fax www.manheim.com Sale Wednesday at 9 a.m. 1657 Old Whitfield Road Jackson/Pearl, MS 39208 601-956-2700 Phone 601-956-5603 Fax www.midsouthaa.com Sale Tuesday at 9 a.m. 136 Gregory Drive Monroe, LA 71202 318-343-8200 Phone 318-343-8259 Fax www.dealersautoauction monroe.com Sale Tuesday at 10 a.m.

Oak View Auto Auction

13451 Florida Blvd Baton Rouge, LA 70815 225-272-5139 Phone 225-272-5314 Fax www.oakviewautoauction.com Sale Friday at 10 a.m.

Z66 Auto Auction

66 N Mingo Tulsa, OK 74116 Phone: 918-794-0660 www.z66aa.com Sale Friday’s at 11:30 a.m.

www.louisianaiada.com

2017

When Christopher Columbus set out on his voyage in 1492, he didn’t have a map. And while Columbus’ journey landed him in the history books, the fact is he never did reach his intended destination. So what can we learn from this? To get where you’re going, it’s vital to know where you’re headed and what lies between you and that goal. And it helps immensely to have a map to guide you. Which brings us to our theme for 2017 NIADA Convention & Expo: Chart Your Course. Independent used vehicle dealers need maps (metaphorically speaking) to guide them through the obstacles in order to arrive at their ultimate destination – success. Our job at NIADA is to provide the maps and knowledge – through our educational content in the unmatched training of the NIADA Convention. So let’s get started and set sail toward your goals!

OVERVIEW OF CONVENTION EDUCATIONAL AREAS OF FOCUS:

ROOMS FOR ONLY $150 PER NIGHT!

RETAIL: NIADA director of dealer development and industry icon Joe Lescota is featured in multiple tracks that cover all aspects of retail operations, including sales, marketing, financing, inventory management, CPO and much more.

OPERATIONAL STANDARDS: NIADA senior vice

BUY HERE-PAY HERE: NIADA national director of 20 Groups Chuck Bonanno and the BHPH world’s best and brightest guide you through best practices in underwriting, collections and more, as well as the latest payment assurance technology.

CERTIFIED PRE-OWNED: Learn why CPO is the hottest

INDUSTRY EXCLUSIVE

president of legal and government affairs Shaun Petersen is among the legal and industry experts who will get you up to date on the ever-changing regulatory and legislative issues that affect your business, and offer strategies to stay on the good side of regulators.

item in the used vehicle industry and how you can get your share of the record-setting certified market from 2016 NIADA CPO Dealer of the Year Todd Hoagey and other top CPO dealers.

Presenting for the first time ever, 2017 Buy Here-Pay Here Industry Benchmarks, provided by NABD and powered by NIADA data.

Chuck Bonanno

Ken Shilson

KEYNOTE SPEAKER: CAPTAIN RICHARD PHILLIPS Keynote speaker sponsored by:

The inspiration for the hit movie Captain Phillips and author of A Captain’s Duty: Somali Pirates, Navy SEALS, and Dangerous Days at Sea, Captain Richard Phillips was at the center of a dangerous drama in 2009 when his merchant vessel, the MV Maersk Alabama, was seized by Somali pirates in the first hijacking of a U.S. ship in more than 200 years. Having risked his own life to protect his crew, Phillips was taken by the pirates as a hostage and held in a small lifeboat. After a five-day ordeal, he was rescued by members of the famed Navy Seal Team 6. He’ll offer his perspective on the power of leadership, teamwork, training, belief in self and an unyielding, never-give-up attitude.

Book rooms at The Mirage for only $150 per night including resort fee, in-room Internet and fitness center access!

*USE PROMO CODE: StateDealer

*DEALER ATTENDEES ONLY

www.niadaconvention.com • 800-682-3837 www.louisianaiada.com

www.niadaconvention.com

April/May 2017 OPEN ROAD

LIADA DEALER SERVICE PROVIDERS DEALER SUPPLIES / FORMS ADVERTISING My Dealer Supply Company Auto Sweet Eric Stroderd Christopher Lentz ericstroderd@mydealersupply.com lenny@autosweet.com 311 A West University 3240 W. Henderson Rd. Lafayette, LA 70506 Columbus OH 43220 Phone: 877-427-1238 Phone: 614-448-9089 Romano Promotions LLC ATTORNEY Megan Romano McGlynn Glisson Mouton megan@romanopromo.com Attorney at Law 42062 Gardens Blvd Christopher D. Glisson Hammond, LA 70403 chris@mcglynnglisson.com Phone: 985-634-8274 340 Florida St. DETAILING Baton Rouge, LA 7080 Phone: 225-344-3555 Jose Upholstery Jose Delgado Tureau & Tureau, APLC 4776 Fairfields Ave. Ralph Tureau & Steven Tureau Baton Rouge, La 70802 steven@tureaulawfirm.com Phone:225-316-4575 12320 Hwy 44 Suite 3C Gonzales, LA 70737 M M Topshelf Detailing & Recon Phone: 225-647-8529 Lonnie McCauley Fax: 225 647-8530 lmccauley@eatel.net 4452 Jeffery Dr. AUTO PARTS Baton Rouge, LA 70816 ABC Auto Parts Phone: 225-603-4600 Larry Pyle Fax: 225-622-5994s dereck@abcauto.com FINANCES P.O. Box 3627 Longview, TX 75606 American Credit Acceptance Phone: 903-232-3060 Rachel Swain callie.kwiatt@acacceptance.com AutoZone Phone: 864-308-4380 Derlyn Odom 961 E. Main St. deryln.odom@autozone.com Spartanburg, SC 29302 6517 airline why Metairie LA, 70003 AppOne 228-990-5669 Penny Bearb 6815 Saukview Dr. Pull A Part St. Cloud, MN 56303 Toby Thompson pbearb@appone.net Baton Rouge, LA 70814 www.appone.net Phone: 225-247-9160 Phone: 877-277-6631 x1228109 BODY SHOP Automotive Finance Company Custom Colors 11221 Cedar Park Ave. Pete McKnight--Billy Rapp Baton Rouge, LA 70809 customautocolors@gmail.com Julie@teamhonda.com 11550 Cloverland Ave. www.automotivefinancecompany.com Baton Rouge, LA 70809 Phone: 225-293-6488 Phone: 225-752-5947 Center Street Finance, LP Fax: 225-752-5940 200 N. Mesquite, Suite 202 BUSINESS SERVICES Arlington, TX 76011 Davenport Business Services LLC Phone: 682-777-2002 Fax: 817-887-4976 David Davenport david@davenportbusinessservices.com Central Credit Inc. 14 Concord Place Charles E. Spedale Gulfport, MS 39507 skebdees@yahoo.com Phone: 228-547-9219 4303 Plank Rd. Baton Rouge, LA 70805 CONSULTING Phone: 225-356-4656 DealerDynamix Fax: 225-356-4656 Joseph Ventura First Consumers Financial, LLC jventura@dealer-dynamix.com Bob Chedville 6671 W Indiantown Rd. bob@fcfcarloan.com Jupiter, FL. 33458 14580 Florida Blvd. Phone: 866-970-8929 Baton Rouge, LA 70819 CREDIT CARD SERVICES Phone: 225-272-9009 Applied Merchant Nationwide Acceptance Jeff Gallo Martin Less jgallo@appliedmerchant.com mless@nac-loans.com 26775 Malibu Hills Rd. 3435 N Cicero Ave. Calabasas, CA 91301 Chicago IL 60641 Phone: 800-236-2179 Phone: 800-622-7605 DEALERSHIP MAINTENANCE

Integrity Audio Visual LLC Steve Clay steve@integrity-av.com 39089 South Angelle Court Gonzales, LA 70737 Phone: 225-235-1528 DEALER MANAGEMENT SYSTEMS

Dealer Market Exchange Holly Jonsson holly@dmx.io B5 Calle Tabonuco Guaynabo PR 968 Phone: 970-749-0851 Frazer Computing Inc. help@frazer.com P.O. Box 569 Canton, NY 13617 Phone: 1-888-963-5369 Fax: 1-888-963-3366

OPEN ROAD April/May 2017

Preferred Loans LLC Shana Quick preferloans@eatel.net 12241 Roddy Rd. Gonzales, LA 70737 Phone: 225-644-0304 Fax: 225-644-6862 Westlake Financial Services Rob Wilson 4751 Wilshire Blvd, Suite 100 Los Angeles, CA 90010 dealers@westlakefinancial.com www.westlakefinancial.com Phone: 888-8YES-YES

FLOOR PLAN

AFC Tim Ormiston 1610 A St. Mary St. Scott, La. 70583 timothy.ormiston@autofinance.com www.Afcdealer.com Phone: 337-593-8992 AFC Michael Meyers Michael.Meyers@autofinance.com 18310 Woodscale Rd. Hammond La. 70401 Phone: 877-739-0218 Automotive Finance Corporation Cassie Lasley 106 Village St. Suite 1 Slidell, La 70458 Office: 985-288-6431 Cell: 504-235-4264 Cassie.Lasley@AutoFinance.com www.AFCDealer.com CarBucks Floor Plan Brandon Ziebarth www.usecarbucks.com 381 Halton Road Greenville, SC 29607 Phone: 225-819-6747 NextGear Capital Stuart LaBauve slabauve@nextgearcapital.com Phone: 225-620-1660 Fax: 866-550-8694 GLASS/WINDSHIELD

Babin’s Auto Glass Inc. Brent Babin babinsautoglass@eatel.net 13283 Airline Hwy. Gonzales, La 70737 Phone: 225-647-1369

S. Brown Associates 150 River Rd. M3 Montville, NJ Phone: 973-270-2270 Safe Lily Insurance Agency Laquica Fisher lfisher@safelilyins.com 720 Burnside Ave. Gonzales, LA 70737 Phone: 225-450-2009 US Agencies Low Cost Insurance Sharon Miller Sharon.Miller@confiegroup.com 440 Third St. Baton Rouge, LA 70802 Phone: 225-615-0957 Fax: 225-987-5144 US Agencies Low Cost Insurance Kenneth Champagne kchampagne@usagencies.com 440 Third St. Baton Rouge, LA 70802 Phone: 225-408-8492 Fax: 225-987-5144 MARKETING

Cars.com 75 W. Jackson Blvd. Suite 800 Chicago, IL 60604 Phone: 312-601-5188 Interactive Financial Marketing Group Travis Weisleder dealerinfo@interactivefmg.com 1509 West Main St. Richmond, VA 23220 Phone: 804-225-1880 Showroom Logic 47013 N. Morrison Blvd. Hammond LA 70401

Express OMV Brooke Barnett Phone: 225-243-6925 485 Florida Blvd. Denham Springs LA 70726 LeBlanc Auto Title Company 1116 E. Cornerview St. Gonzales, LA 70737 Phone: 225-644-4591 Fax: 225-644-8207 hopeleblanc@eatel.net TOWING & RECOVERY

Smart Tow Kevin Rembert 3045 Rosenwald Rd. Baton Rouge, LA 70807 kevinpremert@yahoo.com Phone: 225-356-3002 Fax: 225-356-3222 TRANSPORTATION

Masney Auto Transport Inc. Greg Hedges page@masney.com 831 Maguire Rd. Ocoee FL 34761 Phone: 407-877-8882 VEHICLE HISTORY

Carfax Kathy Collins kathycollins@carfax.com Phone: 703-934-2664 5860 Trinity Pkwy Centreville, VA 20120 WARRANTY

AUL Corp Shelton Green shelton@sadrinc.com 1250 Main St. Suite 300 Napa, CA 94559 PAINT TOUCHUP & INTERIOR REPAIR Phone: 504-722-8123 GPS MasterMatch Centurion Automotive Eddie Krueger Position Plus GPS Consultants eddielsufan@yahoo.com Andy Seckinger Danny Delich 1104 Pine St. Suite A aseckinger@spireon.com centurionautomotiveproducts@gmail.com Monroe LA 71207 950 Market St. Atlanta, GA Phone: 318-322-2886 Shreveport, LA 71107 Phone: 470-955-9757 563-581-7693 SECURITY SYSTEMS CTR Warranty, LLC SVR Tracking Integrity Audio Visual LLC Ken Rugg Zanita Phillips Steve Clay 319 North 3rd St. Zphillips1225@gmail.com Steve@Integrity-av.com Monroe, LA 71201 950 N. Market St. 39089 South Angel Court Phone: 318-323-6385 Shreveport, LA 71107 Gonzales, LA 70737 Phone: 318-286-6297 Ferrell Dealer Services 225-235-1528 18016 Shadow Creek Ave. INSURANCE & BONDS Baton Rouge, LA 70816 RENTAL CAR Affordable Insurance Solutions Enterprise Rental Car Phone: 225-978-5111 Janis Fallaw fspruell@gmail.com 3545 N 1-10 Service Rd., Ste. 101 agentj0912@aol.com Metairie, LA 70002 GCWS, LLC 751 Hwy 51 Phone: 504-454-1717 Rock Brunet Madison, MS 39110 rockbrunet@gmail.com Phone: 601-856-9447 RENT TO OWN 101 Shumard Dr. Seadra Inc. Carmouche Insurance Inc. Lafayette LA 70508 John Garner 516 N. Burnside Ave Phone: 337-258-2998 john@seadraonline.com Gonzales, LA. GWC Warranty 10555 Lake Forrest Blvd. Phone: 225-647-8552 James W. Hester New Orleans LA 70127 Charles Carmouche jhester@gwcwarranty.com charles@carmoucheinsurance.com Phone: 504-241-0211 40 Coal St. Crossland Insurance Agency Wilkes-Barre, PA 18702 TIRES Andrew Arceri Phone: 225-771-9766 Cooper Tire and Rubber Company andrew@crosslandins.com Michael Wertz Protective Solution LLC 1101 Hwy 90 E. mtwertz@coopertire.com Rick Cole New Iberia, LA 70560 820 Rivers CreekLn. rcmarketingllc@me.com Phone: 337-367-6035 Little Elm, TX 75068 4211 Sterlington Rd. Phone: 567-525-2765 Dwight W. Andrus Insurance Monroe, LA 71203 Bonnie Dozier Phone: 877-697-2533 TITLE – NOTARY bbd@andrus.com PWI Dealertrack Registration P.O. Box 60970 Sharon Coleman and Titling Services Lafayette, LA 70598 sharon@warrantys.com Processed by Auto Title Express Phone: 337-981-7300 PO Box 278 Amy Casey Insurance & Bonds, LLC Orwigsburg, PA 17961 3445 Causeway Blvd Suite 103 John Sonnier Phone: 800-548-1121 Metairie, LA 70002 9131 Interline Ave. #10-B 7 locations throughout Louisiana! Baton Rouge, LA 70809 Go.dealertrack.com/LA Jsonnier60@gmail.com Contact Sales: 888.346.3087 Phone: 225-922-3700

www.louisianaiada.com

600+ Units

Fleet Lease:

APRIL 27TH

700+ Units

APRIL 20TH

"Lic.# AB-374"

Consolidated Asset Recovery Systems Inc.

HOLIDAYS

Tax Day 4/15/17 Patriot’s Day 4/17/17 Administrative Professional’s Day 4/26/17 Take our Daughters & Sons to Work Day 4/27/17 Arbor Day 4/28/17

HARRIS

Easter Sunday 4/16/17

April Fool’s Day 4/1/17 Palm Sunday 4/9/17 National Library Worker’s Day 4/11/17 Thomas Jefferson’s Birthday 4/13/17 Good Friday 4/14/17 Holy Saturday 4/15/17

600+ Units

APRIL HOLIDAYS

BUY ONLINE!

Sale Starts at 9:00 AM CST

APRIL 2017

abc Baton Rouge is an Award Winning Auction Here to Serve You!

3960 Blount Road | Baton Rouge, LA 7-807 | 225.778.3737

element

OFFERING FLOORPLANS:

600+ Units

700+ Units

APRIL

APRIL 13TH

APRIL 6TH

abc Baton Rouge Dealer Auction Thursday | 9:00 AM CST auctionbroadcasting.com

OF LAFAYETTE

Auto Group

CHRYSLER • JEEP • DODGE • RAM

LINCOLN

Baton Rouge

Happy Easter Sunday, April 16th, 2017

OPEN ROAD April/May 2017