Louisiana | Open Road | August 2019 by NIADA

LOUISIANA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION | AUGUST/SEPTEMBER 2019

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SALES MATTERS |

By John Chapin

MENTAL TOUGHNESS AND SALES SUCCESS

Train to Overcome

In a recent article, I mentioned the five foundational personality qualities necessary for sales success: people skills, mental toughness, work ethic, attitude, and character (honesty and integrity). If someone is missing any one of these, they won’t make it in sales over the long haul. Of the five, I find the one that is most overlooked is mental toughness. Not just in the initial search when looking for a new sales rep, but also after the person is hired. When someone comes to you, they either have good people skills, work ethic, attitude and character, or they don’t. You can’t teach those. They also come to you with some level of mental toughness. It may be high, low, or somewhere in the middle, but they at least have some. That said, mental toughness is a skill that can be, and should be, developed after they’ve been hired, similar to sales skills and product knowledge. This is where many companies miss the boat. While most companies have some form of product and sales training, very few do any mental toughness training, and mental toughness can make or break a salesperson. Why mental toughness training? There’s a saying that 90 percent of life is mental, or as Yogi Berra reportedly said, “90 percent of life is half mental.” Whether or not you like math or Yogiisms, one thing is true: sales – like life – is pretty much 100 percent mental. Think about it. One hundred percent of our waking hours, and most of our sleeping hours, are done through our brain. With the amount of rejection required to be successful in a sales career, one needs to have a high level of mental toughness. When people fail at sales, 99.9 percent of the time it’s due to a lack of activity: they didn’t make enough calls, talk to enough people, or get enough qualified prospects to make enough sales. What causes the lack of activity is either fear of rejection (addiction to the approval of others), complacency (the comfort zone), or an inability to persist and persevere when they encounter repeated failure and rejection. The cause of each of these is a lack of mental toughness. What is mental toughness training and how do you do it? In short, mental toughness training is training people to overcome the mental hurdles they encounter in sales and in life. Essentially, it’s developing someone’s grit and determination.

You do it by discovering what they’ll fight for and what they’ll die for and then helping them use those emotional hot-buttons when they are down or otherwise unmotivated. This requires a deep dive into the psyche via targeted questions that cover the past, present, and future in all the major areas of life. What you’re after here is their why. Why do they do what they do? Why do they get up in the morning and go to work? Why is it critical they succeed in their career? A powerful why is the key to having a high level of mental toughness. As Nietzsche once said, “He who has a [powerful enough] WHY to live, can bear almost any HOW.” In other words, if the why is powerful enough, a person will go through almost anything to achieve their goals. That means they’ll push through rejection, won’t allow themselves to get complacent, and even when they are feeling down and beat up, they’ll still have the persistence and perseverance to keep moving forward. While finding someone’s why involves some extensive questioning over several weeks, in short, you discover someone’s why in two areas: pleasure and pain, which is the language of the brain. On the pleasure end, what are they running toward? What do they want for themselves and the people in their lives? Do they want a house on the lake or a new sports car? Do they want to send their kids to a specific school? Do they want to take a trip around the world with their family? Do they want to retire and travel? What are their goals and dreams, and how much money do they need to make those goals and dreams a reality? Start with goals but keep in mind for most people positive goals aren’t enough to keep them motivated long-term. As a result, we need to leverage pain. Pain is a more powerful motivator than pleasure for humans. What “pain” is someone running from in the present, hoping to avoid in the future, or striving to overcome from the past? What has happened to them that motivates them? Did they get fired from a job? Did someone tell them they’d never amount to anything? Is there an ex-spouse or ex-boss they’re going to show they made a mistake? Are they afraid of not having enough money? Are they afraid of how they’ll feel if they don’t provide for their family? Where are the issues, or the pain? What are the motivators or demotivators behind those? When you think of motivation, think of the 3 Ps: people, possessions, and proof.

A powerful why is the key to having a high level of mental toughness. As Nietzsche once said, “He who has a [powerful enough] WHY to live, can bear almost any HOW.” What do they want for the people in their lives, including themselves? What possessions do they want and what values do those possessions fulfill, such as peace of mind, security, love, and excitement? And what do they have to prove to themselves and others? Do they need to prove they are worthy, important, capable of taking care of their family, or good enough? When you discover what’s truly important to people, what they are willing to fight and die for, then you and they will have the necessary emotional hot-buttons to push for them to get through fear, step out of their comfort zone, and get back up after they’ve been knocked down. John Chapin is a sales and motivational speaker and trainer. He has over 31 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. For more information, visit www.completeselling.com or email johnchapin@completeselling.com.

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ASSOCIATION NEWS

BOARD MEMBER SPOTLIGHT

Daniel Moore

Index

03.............................................Mental Toughness 06...................................Board Member Spotlight 07..................................................Google Reviews 08....Success Objectives & Social Media Metrics 09............................ LIADA Convention Speakers 10................................NIADA Government Report

Advertisers Index

LA’s 1st Choice AA............................................IFC Manheim............................................................. 11 NextGear Capital............................................. 6-7 vAuto.................................................. Back Cover Warrantech...................................................... IBC

What’s New

CONVENTION SESSIONS ONLINE

If you missed the 2019 NIADA NABD Convention & Expo, or a particular session, you can now watch education content online! You can also view education from last year’s convention. Check it out at NIADA.tv, the exclusive host of the 2019 NIADA Convention Sessions.

OFFICE

For information on how to become a member please contact Emily LeBlanc Domangue: louisianaiada@gmail.com or 225-313-9131. PO Box 1876 Prairieville, LA 70769

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. 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 760065203. 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 ©2019 by NIADA Services, Inc.

STATE MAGAZINE MGR./SALES Troy Graff • troy@niada.com EDITORS Jacinda Timmerman • jacinda@niada.com Andy Friedlander • andy@niada.com MAGAZINE LAYOUT Christy Haynes • christy@niada.com PRINTING Nieman Printing

Daniel Moore is proudly carrying on the family tradition as the second generation in the car business. He is president of D. Moore Auctioneers and cofounder of Diesel Motors. D. Moore Auctioneers was originally founded by his beloved late father Daniel G. Moore Sr., better known as “D Moore.” He was one of the most recognized wholesalers in Louisiana, and Daniel’s hero. When Daniel is not hitting the streets buying and selling cars or working the ring at a local auto auction, you will likely find him on the river, boat riding or fishing, or working on a project around the house. LIADA is grateful to have Daniel as a member and wants to congratulate him on his recent marriage to the love of his life, Jamie Lynn.

BOARD MEMBERS PRESIDENT

Robert Perry Doug Perry Wholesale Cars 311 N. 4th St. Monroe, LA robertperry2010@yahoo.com 318-372-7322

VICE PRESIDENT Rudy Martinez Ponce Imports Inc. 6060 Florida Blvd Baton Rouge, LA 70806 225-927-4346 rudymp@cox.net

PRESIDENT EMERITUS

J.L. Richard P O Box 481 Carencro, LA 70520 jlrichard@carencro.org 337-258-2272 Chuck Hill Lake Charles Auto Auction 2435 E. Broad St. Lake Charles, LA 70601 225-313-0018 chuck@lcautoauction.com

Jacob Warren EXECUTIVE DIRECTOR Louisiana 1st Choice Auto Emily Domangue Auction Louisiana Independent 18310 Woodscale Road Automobile Dealers Association Hammond, LA 70401 PO Box 1876 jacob@lafcaa.com Prairieville, LA 70769 985-345-3302 Emily@liadaboard.com Jeff Hernandez 225-313-9131 Airline Automart LLC SECRETARY 4520 Airline Hwy Matt Chiasson Baton Rouge, LA 70805 Greater Shreveport 225-357-1597 Bossier Auto Auction airlineautomart@yahoo.com 1315 Grimmett Dr. Scott Rabeaux Shreveport LA 71107 Rabeaux Auto Sales mattautoauction@att.net 6882 Johnson St. 318-221-3362 Lafayette, LA 70593 TREASURER 337-991-9100 Daniel Guinn srabeaux@yahoo.com Quinn Auction Company, Inc. Eric Stroderd 1635 Thibodeaux Rd. Don’s Automotive Group Jennings, LA 70546 7227 Johnston Street daniel@guinnauctions.com Lafayette, LA 70503 337-368-7713 337-288-7842 eric@donswholesale.com

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Kevin Reeves Dixieland Autoplex 15600 Florida Blvd. Baton Rouge, LA 70819 kevin@dixielandautoplex.com 225-248-6519 Walter Warren Tint City Auto 1410 W. Thomas St. Hammond LA 70401 tintcity1972@yahoo.com 985-969-0940 Kendall Fontenot Ultimate Autoplex 8240 Florida Blvd. Baton Rouge, LA 70806 kendall@ultimateautoplex.com 225-389-6301 Kevin Rembert Mannheim New Orleans 61077 St. Tammany Ave. Slidell, LA 70460 kevin.rembert@coxautoinc.com 985-643-2061 Daryl Cohen Legendary Import Group 10660 Coursey Blvd Baton Rouge, LA 70816 dcohen@legendaryimportgroup.com 225-960-1191 Daniel Moore D. Moore Auctioneers Baton Rouge, LA 225-287-3892 dmoore311@hotmail.com

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ASSOCIATION NEWS

BOARD MEMBER SPOTLIGHT

Rudy Martinez

Rudy Martinez migrated from Mexico in 1980. In 1986 he started working as a custom tailor for Baton Rouge and the surrounding area. Now he is known worldwide for his dedication and commitment in the custom clothing business. But he never gave up his dream of one day owning his own car dealership. In 1998 Ponce Imports Inc. was born in Baker, Louisiana. Then in 2006 Rudy purchased his own property at 6060 Florida Blvd. in Baton Rouge, Louisiana. Though it has not been an easy journey, with patience and hard work Rudy sees the vision he has for helping customers in need of quality used cars become reality. Rudy has maintained a good reputation in the Buy Here-Pay Here industry. Ponce Imports offers a large selection of imports pricing $7,000 and up. He treats all his customers with dignity, respect, loyalty, and honesty. That has been one of the keys to his success. After realizing many people had a difficult time getting

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approved to purchase a quality pre-owned automobile, Rudy knew it was the right direction to finance the customers himself. Rudy feels that by spending time with the customer, knowing their needs and preferences for an automobile, he can put that customer in the car that fits their needs and budget. His motto is “If you are happy with the car, you won’t have a problem paying.” Pay a visit and, as always, “Ride with pride. “Ride with Ponce Imports.” Rudy Martinez: Vice President of LIADA “Serving as vice president for LIADA has been an amazing journey, taking part in the decision making on behalf of the association and improvement for the future,” Rudy said. “Working along with the president has taught me how to appreciate each member that is involved in the association (i.e. board members as well as independent car dealers that are members). As vice president I am looking forward to bringing LIADA to another level.”

108 people saw your review!

ONLINE MARKETING | By Kenny Atcheson

GOOGLE REVIEWS

3 Critical Updates

Google techs have been busy changing things again, including three critical updates. First, they are proactively asking Android phone users to write a review on Google for each place their phone has been physically located within the last few months. It is amazingly accurate. In one session I was asked to give a rating on Google about my experiences at places I

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had visited in South Dakota, Orlando, Tampa, Having spilled the beans about Google’s Dallas, San Antonio, Phoenix, Las Vegas, inner workings, here are some dos and Henderson, and more. My Android phone don’ts regarding online reviews. tracked the restaurants, hotels and dealerships Don’t I visited during that same time period. • Don’t write a review about your own What Google techs did not know was I business. wasn’t a customer at any of the dealerships • Don’t let employees write a review about I visited. I was consulting and conducting your dealership. employee training on customer service, sales, • Don’t write negative reviews about the and online reviews. But I was asked for a competition. review anyway. • Don’t exchange positive reviews with Here’s what stands out: If someone visits your buddy’s business. your dealership and does not buy, a Google • Don’t incentivize customers to write a prompt will still ask for a review. Is a nonreview. buying customer more likely to write a Do negative review than a customer who buys? • Do recognize that the way your team Second, Google is incentivizing people to treats people has a big impact on write a review. Google has reviews, but it’s not all that matters. You offered free access to Google need to do more. tools that are not available to • Do respond to all reviews. It shows everyone else at this time. You customers, prospects and Google can’t incentivize customers to powers-that-be you are listening. write a review, but evidently • Do use a system to keep most negative Google muckety-mucks can. reviews internal while at the same In another update, they are time boosting positive reviews into the encouraging people through public realm, such as on Google. positive reinforcement to write more reviews on Kenny Atcheson is the founder and president of Dealer Profit Pros and Google, such as the pictured author of Marketing Battleground: How to Deploy Under-the-Radar Strategies example I recently received to Explode Your Profits. His website can from Google. be found at www.DealerProfitPros.com.

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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 Here are the top five dealership business marketing is that it’s measurable. objectives we encounter at Kruse Control, I’m still caught off guard when I hear some including the relevant social media metrics dealers don’t track their social media metrics you’ll want to track. or review their data. But I do understand, Retain Current Customers because so many dealers truly aren’t sure •R each. Reach is an important social metric what metrics to track or what the data might for all business objectives. However, it’s far indicate. easier to sell to existing customers than it is Defining the right social media metrics is to strangers. key to meeting dealership business objectives •E ngagement (comments, likes, shares, and makes it so much easier to measure ROI retweets, re-grams). Engagement is the (return on investment). kingpin of everything social. How are Two factors weigh heavily in existing customers engaging with your computing ROI: costs and metrics. content? Costs are the investments required to meet • Reviews. Customers do not consume in dealership objectives. Many dealers don’t silence. What common words or themes are measure and analyze each cost associated with customers saying? social media marketing: • Return visits from social media. How are •A ttention (there’s a reason it’s called “paying you tracking visitors to your website? What attention”) tactics are you using to engage them on an •L abor/Human Resources ongoing basis? •F inancial Engage New Potential Customers • Training • Increase in likes and followers. Is there a •O rganizational Development specific plan to increase your audience? •S ocial Technology Which platform, by how much and by •A gencies and/or Consultants when? •P aid Media (i.e. Facebook ads) •C ontent. What types of content are getting • Employee Engagement most engagement? Metrics are how you measure the result of •N ew opt-ins from social media. Are you your investments. One accurate measurement offering valuable information at no-charge is worth a thousand expert opinions. in exchange for contact info? Tracking the right social media metrics to •C ustomer acquisition. How many, at what determine ROI is challenging. With real-time cost, over what period of time? data providing cues to re-work certain tactics, •A udience demographics. Are the people it’s crucial to designate someone whose job you’re reaching actually your target is to track and analyze. Restructure of the customers? dealership’s organizational framework may Improve Customer Satisfaction be required. •R esponsiveness to messages and A marketing team’s comfort in working reviews. Everyone likes to be heard. with data and analytics is critical. Tracking Responsiveness gives prospective the right metrics is important but so is customers a glimpse of how you handle knowing what to do once you have the concerns, issues and questions. data, especially when things aren’t going as •R esponse time. Forty-two percent of social planned. customers expect a response within 60 Measuring metrics and analyzing results minutes. Is your store prepared to handle is formidable and you should take careful social media inquiries within the hour? consideration. Sometimes a social media •O nline reviews. What’s the company’s audit is called for. Due to the unique nature of practice for building a successful review the data, and the social aspect of the medium, funnel? it’s essential to isolate issues and determine •N egative feedback (reviews, hide posts, true success. unlike page, unfollows). How often is it Achieving dealership objectives with happening? How is this handled within the social media requires experiential knowledge organization? to make metrics meaningful. If you need Establish Earned Authority and Trust guidance, seek out trusted advisors who can • Traffic and time on your website help you accurately measure and analyze your from social media. “Social signals” let results. Google know your site is being talked Tracking and auditing results is about. Hopefully, there’s a live human most beneficial when you know the right managing your social channels to keep the metrics to measure. engagement high.

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• Links 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. • Opt-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? • Video 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 • Facebook 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? • Facebook ad relevance. How did your offer resonate with the intended audience? • Organic 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? • Leads. Are you tracking results using dedicated landing pages and lead forms? • Conversions. 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

CONVENTION SPEAKERS

Join us August 23-24

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WASHINGTON UPDATE

NIADA GOVERNMENT UPDATE | By Shaun Petersen

Latest Government Issues and Activity

R E G U L ATO RY

The Federal Trade Commission reached a settlement with dealership software provider DealerBuilt over data security failures that allowed hackers to gain access to the personal information of more than 12 million consumers from the databases of 130 dealership clients. The 2016 data breach was traced to an unsecured storage device installed on DealerBuilt’s network by an employee. The device created an open connection port that allowed transfers of information. The breach was discovered by a dealer who found his customers’ data online and alerted DealerBuilt, his DMS provider. According to the FTC, DealerBuilt was made aware of the open port on its storage device by a news reporter. The FTC cited LightYear Dealer Technologies, known commercially as DealerBuilt, for violating the FTC Act, saying its failure to employ reasonable security measures was an unfair practice. More significantly, it also cited violations of the Safeguards Rule, claiming DealerBuilt meets the Gramm-Leach-Bliley Act’s definition of a “financial institution.” The violations included failing to develop, implement and maintain a written information security program; failing to identify reasonably foreseeable risks to the security, confidentiality and integrity of customer information; and failing to implement basic safeguards and regularly test their effectiveness. The settlement prohibits DealerBuilt from handling consumer data until it has a security program in place that complies with Safeguards Rule, and requires the company to obtain third-party assessments of its security program every two years. It also requires a senior DealerBuilt officer to provide the FTC with annual certifications of compliance. The FTC does not have authority to seek monetary penalties for a first violation, but if the company violates the settlement, it could be fined up to $42,530 per violation.

NIADA is your voice in Washington D.C., advocating for independent dealers, the used vehicle industry and small business. Here’s a look at the latest news and NIADA efforts regarding legislative, regulatory, PAC and grass roots activities.

L E G I S L AT I V E

Sen. Richard Blumenthal (D-Conn.) has again introduced a bill – with Sen. Ed Markey (D-Mass.) as his co-sponsor – to ban the sale of used vehicles with an open recall. The Used Car Safety Recall Repair Act would require used vehicle dealers to repair any outstanding safety recalls before selling, leasing or loaning them to customers. Blumenthal called it “a no-brainer measure to protect American consumers and our roads from unsafe cars.” Blumenthal has introduced similar bills multiple times over the years but all have been defeated before coming before the full Senate for a vote, thanks in part to NIADA, which opposes such legislation and has lobbied extensively against it. NIADA has already met with legislators to advocate against Blumenthal’s latest recall bill. While NIADA opposes legislation banning sales of used cars with open recalls, the association strongly recommends that its dealer members check their inventory for any open recalls and have them repaired prior to sale if possible. If the repair cannot be completed immediately – primarily because parts are not available – NIADA strongly recommends dealers disclose the existence of the open recall to their customers at the time of sale.

Region III vice president Scott Allen hoists the PAC Cup to celebrate his region’s victory in the 2018 competition, which raised a total of $212,000 for the NIADA-PAC Fund.

PAC

The PAC Cup competition is officially underway. The friendly fundraising competition pits NIADA’s four geographical regions against each other, with the Cup going to the region that contributes the most to the NIADA-PAC Fund through the National Policy Conference in Washington D.C., which is coming up Sept. 23-25. Last year’s competition raised a record $212,000 for the PAC Fund – more than double the previous mark. For the first time, Region III, representing the nation’s midsection, won the Cup, barely edging four-time defending champion Region II (Southeast). This year, more than $22,000 has been contributed so far, with Region I taking a slim early lead over Region III in the competition. The PAC Fund allows NIADA to contribute to candidates for office who will protect the interests of the used vehicle industry and small business. The PAC Cup will be awarded at the Tuesday night dinner during the National Policy Conference, at which NIADA will also honor legislators who support our industry. During the NPC we’ll also present the third annual NIADA Legislator of the Year award to a lawmaker who has made an outstanding effort to advance the cause of independent dealers and small business. The winner will join previous recipients Rep. Mike Kelly (R-Pa.) and Rep. Roger Williams (R-Texas) in that prestigious honor. The NPC includes briefings with federal regulatory agencies that oversee the used vehicle industry – and your dealership – and is highlighted by the Day on the Hill, your chance to meet face-to-face with members of Congress to tell them your story, your concerns and how your business and customers are impacted by the decisions they make. For more information or to register, visit www.niadapolicyconference.com.

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GRASS ROOTS

Colorado IADA is among the organizations fighting an executive order issued by Gov. Jared Polis proposing to adopt California’s strict standards on the percentage of zeroemission vehicles offered for sale by new car dealers. The new standard would mandate that 10 percent of manufacturers’ fleets in the state must be zero-emission vehicles, such as fully electric cars. The Colorado Air Quality Control Commission announced it will hold a hearing this month on whether to adopt the proposed ZEV Rule. State officials and the major auto manufacturers have had talks but have not been able to agree on a voluntary alternative. Shaun Petersen is NIADA’s senior vice president of legal and government affairs.

LIADA AUCTION MEMBERS 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.

Lake Charles Auto Auction 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.

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.

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.

America’s Auto Auction Baton Rouge 3960 Blount Road Baton Rouge, La 70807 225 778 3737 www.americasautoauction.com Sale Thursday

Louisiana’s 1st Choice AA 18310 Woodscale Road Hammond, LA 70401 985-345-3302 Phone 985-343-5735 Fax www.lafcaa.com Sale Tuesday at 8:45 a.m.

America’s Auto Auction Houston 1826 Almeda Genoa Rd. Houston, TX 77047 281-819-3600

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

Bayou State Auctions, LLC 134 ½ Galbert Rd Lafayette, LA 70506 337-289-9191 Sale Tuesdays at 5:30pm

Manheim Mississippi 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.

Brown’s Auction Co. 6249 Hwy 190 Manheim New Orleans Eunice, La 70535 61077 St. Tammany Phone: 337-457-4919 Slidell, LA 70460 www.brownsauction.com 985-643-2061 Phone Sale is quarterly (call for more 985-643-2122 Fax information). www.manheim.com Sale Wednesday at 9 a.m. Dealer’s Auto Auction 1657 Old Whitfield Road Mike McTurner Dealers Jackson/Pearl, MS 39208 136 Gregory Drive 601-956-2700 Phone Monroe, LA 71202 601-956-5603 Fax 318-343-8200 Phone www.midsouthaa.com 318-343-8259 Fax Sale Tuesday at 9 a.m. www.dealersautoauction monroe.com Greater Shreveport-Bossier Sale Tuesday at 10 a.m. 8000 Highway 80 Shreveport, LA 71119 Oak View Auto Auction P O Box 29590 13451 Florida Blvd Shreveport, LA 71149 Baton Rouge, LA 70815 Phone: 318-221-3362 225-272-5139 Phone www.gsbautoauction.com 225-272-5314 Fax Sale Wednesday at 1:00 p.m. www.oakviewautoauction.com Sale Friday at 10 a.m. Insurance Auto Auction 29000 Frost Road Z66 Auto Auction Livingston, LA 70754 66 N Mingo 225-686-9197 Phone Tulsa, OK 74116 225-686-8197 Fax Phone: 918-794-0660 www.iaai.com www.z66aa.com Sale Monday at 9 a.m. Sale Friday at 11:30 a.m.

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privileges. ($400.00 yearly dues.)

Membership ($400.00 yearly dues.)

*Auction Discount Coupon Books worth $4,050.00 available to LIADA members. Coupons can be redeemed at the following participation auctions.

P.O. Box 13751 Alexandria, LA 71315

LIADA DEALER SERVICE PROVIDERS FINANCES ADVERTISING First Consumers Financial, LLC Auto Sweet Bob Chedville Christopher Lentz bob@fcfcarloan.com lenny@autosweet.com 14580 Florida Blvd. 3240 W. Henderson Rd. Baton Rouge, LA 70819 Columbus OH 43220 Phone: 225-272-9009 Phone: 614-448-9089 Nationwide Acceptance ATTORNEY Martin Less Tureau & Tureau, APLC mless@nac-loans.com Ralph Tureau & Steven Tureau 3435 N Cicero Ave. steven@tureaulawfirm.com Chicago IL 60641 12320 Hwy 44 Suite 3C Phone: 800-622-7605 Gonzales, LA 70737 Preferred Loans LLC Phone: 225-647-8529 Shana Quick Fax: 225 647-8530 preferloans@eatel.net 12241 Roddy Rd. AUTO PARTS Gonzales, LA 70737 AutoZone Phone: 225-644-0304 Derlyn Odom Fax: 225-644-6862 deryln.odom@autozone.com 6517 airline why Reynolds & Reynolds/AppOne Metairie LA, 70003 Michael Riley 228-990-5669 michaelriley@reyrey.com 4150 2nd St. South Suite 550 Pull A Part St. Cloud MN 56303 Toby Thompson Phone: 877-277-6631 X 57628 Baton Rouge, LA 70814 Phone: 225-247-9160 Westlake Financial Services Rob Wilson BODY SHOP 4751 Wilshire Blvd, Suite 100 Custom Colors Los Angeles, CA 90010 Pete McKnight--Billy Rapp dealers@westlakefinancial.com customautocolors@gmail.com www.westlakefinancial.com 11550 Cloverland Ave. Phone: 888-8YES-YES Baton Rouge, LA 70809 Phone: 225-752-5947 FLOOR PLAN Fax: 225-752-5940 AFC Tim Ormiston BUSINESS SERVICES Davenport Business Services LLC 1610 A St. Mary St. Scott, La. 70583 David Davenport david@davenportbusinessservices.com timothy.ormiston@autofinance.com www.Afcdealer.com 14 Concord Place Phone: 337-593-8992 Gulfport, MS 39507 Phone: 228-547-9219 AFC Michael Meyers CREDIT CARD SERVICES Michael.Meyers@autofinance.com Applied Merchant 18310 Woodscale Rd. Jeff Gallo Hammond La. 70401 jgallo@appliedmerchant.com Phone: 877-739-0218 26775 Malibu Hills Rd. Automotive Finance Corporation Calabasas, CA 91301 Cassie Lasley Phone: 800-236-2179 106 Village St. Suite 1 DEALER MANAGEMENT SYSTEMS Slidell, La 70458 Office: 985-288-6431 Dealer Market Exchange Cell: 504-235-4264 Holly Jonsson Cassie.Lasley@AutoFinance.com holly@dmx.io www.AFCDealer.com B5 Calle Tabonuco Guaynabo PR 968 CarBucks Floor Plan Phone: 970-749-0851 Brandon Ziebarth www.usecarbucks.com Frazer Computing Inc. 381 Halton Road help@frazer.com Greenville, SC 29607 P.O. Box 569 Phone: 225-819-6747 Canton, NY 13617 Phone: 1-888-963-5369 NextGear Capital Fax: 1-888-963-3366 Stuart LaBauve slabauve@nextgearcapital.com DEALER SUPPLIES / FORMS Phone: 225-620-1660 My Dealer Supply Company Fax: 866-550-8694 Eric Stroderd ericstroderd@mydealersupply.com GLASS/WINDSHIELD 311 A West University Babin’s Auto Glass Inc. Lafayette, LA 70506 Brent Babin Phone: 877-427-1238 babinsautoglass@eatel.net 13283 Airline Hwy. Romano Promotions LLC Gonzales, La 70737 Megan Romano Phone: 225-647-1369 megan@romanopromo.com 42062 Gardens Blvd GPS Hammond, LA 70403 Position Plus GPS Phone: 985-634-8274 Andy Seckinger DETAILING aseckinger@spireon.com 950 Market St. Jose Upholstery Shreveport, LA 71107 Jose Delgado 563-581-7693 4776 Fairfields Ave. Baton Rouge, La 70802 Phone:225-316-4575 M M Topshelf Detailing & Recon Lonnie McCauley lmccauley@eatel.net 4452 Jeffery Dr. Baton Rouge, LA 70816 Phone: 225-603-4600 Fax: 225-622-5994s

INSURANCE & BONDS

Affordable Insurance Solutions Janis Fallaw agentj0912@aol.com 751 Hwy 51 Madison, MS 39110 Phone: 601-856-9447 Carmouche Insurance Inc. 516 N. Burnside Ave Gonzales, LA. Phone: 225-647-8552 Charles Carmouche charles@carmoucheinsurance.com Crossland Insurance Agency Andrew Arceri andrew@crosslandins.com 1101 Hwy 90 E. New Iberia, LA 70560 Phone: 337-367-6035 Dwight W. Andrus Insurance Bonnie Dozier bbd@andrus.com P.O. Box 60970 Lafayette, LA 70598 Phone: 337-981-7300 Insurance & Bonds, LLC John Sonnier 9131 Interline Ave. #10-B Baton Rouge, LA 70809 Jsonnier60@gmail.com Phone: 225-922-3700 International Sureties, Ltd. 701 Poydras Street, Suite 420 New Orleans, Louisiana 70139 Phone: (504) 581-6441 Fax: (504) 581-1876 internationalsureties.com S. Brown Associates 150 River Rd. M3 Montville, NJ Phone: 973-270-2270 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

TIRES

WARRANTY

Cooper Tire and Rubber Company AUL Corp Michael Wertz Shelton Green mtwertz@coopertire.com Shelton@sadrinc.com 820 Rivers CreekLn. 704 Hickory Ave. Little Elm, TX 75068 New Orleans, LA 70183 Phone: 567-525-2765 Phone: 504-722-8123 CTR Warranty, LLC TITLE – NOTARY Ken Rugg Dealertrack Registration 319 North 3rd St. and Titling Services Monroe, LA 71201 Processed by Auto Title Express Phone: 318-323-6385 Amy Casey 3445 Causeway Blvd Suite 103 Ferrell Dealer Services Metairie, LA 70002 18016 Shadow Creek Ave. 7 locations throughout Louisiana! Baton Rouge, LA 70816 Go.dealertrack.com/LA Phone: 225-978-5111 Contact Sales: 888.346.3087 fspruell@gmail.com Express OMV GCWS, LLC Brooke Barnett Rock Brunet Phone: 225-243-6925 rockbrunet@gmail.com 485 Florida Blvd. 101 Shumard Dr. Denham Springs LA 70726 Lafayette LA 70508 Phone: 337-258-2998 LeBlanc Auto Title Company 1116 E. Cornerview St. GWC Warranty Gonzales, LA 70737 James W. Hester Phone: 225-644-4591 jhester@gwcwarranty.com Fax: 225-644-8207 40 Coal St. hopeleblanc@eatel.net Wilkes-Barre, PA 18702 Phone: 225-771-9766 TOWING & RECOVERY Protective Solution LLC Smart Tow Rick Cole Kevin Rembert rcmarketingllc@me.com 3045 Rosenwald Rd. 4211 Sterlington Rd. Baton Rouge, LA 70807 Monroe, LA 71203 kevinpremert@yahoo.com Phone: 877-697-2533 Phone: 225-356-3002 Fax: 225-356-3222 PWI Sharon Coleman TRANSPORTATION sharon@warrantys.com Masney Auto Transport Inc. PO Box 278 Greg Hedges Orwigsburg, PA 17961 page@masney.com Phone: 800-548-1121 831 Maguire Rd. Ocoee FL 34761 Southern Auto Dealer Resources 704 Hickory Ave. Phone: 407-877-8882 Harahan, LA 70123 VEHICLE HISTORY Shelton Green sheltongreen3@aol.com Carfax Phone: 504-466-88002 Kathy Collins kathycollins@carfax.com Phone: 703-934-2664 5860 Trinity Pkwy Centreville, VA 20120

MARKETING

Interactive Financial Marketing Group Travis Weisleder dealerinfo@interactivefmg.com 1509 West Main St. Richmond, VA 23220 Phone: 804-225-1880 PAINT TOUCHUP & INTERIOR REPAIR

MasterMatch Eddie Krueger eddielsufan@yahoo.com 1104 Pine St. Suite A Monroe LA 71207 Phone: 318-322-2886 SECURITY SYSTEMS

Integrity Audio Visual LLC Steve Clay Steve@Integrity-av.com 39089 South Angel Court Gonzales, LA 70737 225-235-1528 RENTAL CAR

Enterprise Rental Car 3545 N 1-10 Service Rd., Ste. 101 Metairie, LA 70002 Phone: 504-454-1717 RENT TO OWN

Seadra Inc. John Garner john@seadraonline.com 10555 Lake Forrest Blvd. New Orleans LA 70127 Phone: 504-241-0211

WWW.LOUISIANAIADA.COM AUGUST/SEPTEMBER 2019 OPEN ROAD

OPEN ROAD AUGUST/SEPTEMBER 2019 WWW.LOUISIANAIADA.COM

Choose Your Conference Experience

ELITE Package

Express Package

Early Bird:

Regular Rate: $895

Regular Rate: $695

$695

• Training for new & experienced operators • Network with industry experts • Capital to fund your operation • Collections & underwriting training • Best practices that work today and in the future • The latest marketing strategies • Legal and compliance updates • Exhibit hall with all the latest products & services • New industry technology • And MUCH MORE!

• All Educational Sessions • Includes General and Breakout Session • Exhibit Hall Access (4 sessions) • Includes Food and Beverage • Separate Check-in Counter • VIP Meet & Greet Reception • Monday, VIP Sky Bar Party

Marriott Marquis Chicago McCormick Place 2121 S Prairie Ave Chicago, IL 60616

$495

• All Educational Sessions • Includes General and Breakout Session • Exhibit Hall Access (4 sessions) • Includes Food and Beverage

Room Rate: $199/night + tax Reservations: Phone - 312.824.0500 (Reference BHPH Conference)

Visit: NABDsubprimeconference.com or call: 832.767.4759 1

BHPH DEALER

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