MASS_NE_0511_O by NIADA

MAY/JUNE 2011

M ASSACHUSET TS/NEW ENGL AND

DEALER NEWS

OFFICIAL PUBLICATION OF THE MASSACHUSET TS/NE W ENGL AND INDEPENDENT AUTOMOBILE DE ALERS ASSOCIATIONS

ONLINE SALES SUCCESS: LET YOUR LISTINGS DO THE TALKING ALSO NIADA Mobile Service for Smart Phones PLUS 15th Annual Dr. Lawrence Quigley Scholarship Awards

DALLAS, TEXAS Permit No. 2079

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Visit us at w w w.miada.com

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INSIDE

Lynnway Auto Auction moving to Billerica

MAGAZINECONTENTS 8 15th Annual Dr. Lawrence Quigley Scholarship Awards 12 Online Sales Success: Let Your Listings Do the Talking 14 NIADA Mobile Service for Smart Phones

BOARD OF DIRECTORS CHAIRMAN OF THE BOARD MA Lou Tedeschi A.S.P.I. Motor Cars 781-329-5144 aspided@aol.com

PRESIDENT MA Ben Donnarumma Allstar Auto Sales 508-480-8989 ben@allstarauto.com

PRESIDENT NE Lou Tedeschi A.S.P.I. Motor Cars 781-329-5144 aspided@aol.com

VICE PRESIDENT MA/NE Bill VanLaarhoven Martin Auto Sales 508-294-7738 i.a.s.1@comcast.net

TREASURER MA/NE

Brad Anthony Select Used Cars 508-533-4114 info@selectusedcars.com

SECRETARY MA/NE

After more than 13 years at its location in Lynn, Mass., Lynnway Auto Auction has grown to more than 1,200 cars per week. With this increase in volume, owners Jim Lamb, George Russo and Bob Brest decided the time had come for a new facility. Without having enough land to expand in Lynn and after two years of searching and planning, Lynnway decided to build a larger, new facility on more than 54 acres at 400 Charter Way in Billerica, Mass. The new site, now under construction, was chosen for its easy access. It’s located just off Route 3 and centrally located between Routes 495, 128/95, 93 and 90/Mass Pike, which will make it easy to reach for dealers from all areas. The secret to Lynnway’s success is the respect, dedication and commitment to service offered to all of the auction’s customers. It starts with, Jim, George and Bob actively participating on the auction floor during every auction. Whether it’s the regular Wednesday sale or the Thursday night auction, dealers will find the owners participating on the floor. This dedication continues all the way down the line with the auction sales team, post sale inspections, arbitration, yard crew and office staff, all dedicated to providing the best customer service and auction experience possible. According to auction sales rep Phil Greenstein, a past MIADA president and one of only four NIADA Certified Master Dealers in New England, many dealers are excited and constantly asking about the move. “When is the big move?”, “What’s the address?”, “Can I ride by and check it out?” are among the many questions being asked, and according to Greenstein, dealers are invited to stop by to check out the progress. No official opening date is set yet, but Jim Lamb says, “Stay tuned, we will continue posting the news as it comes!”

Mark Gabelhart Route 14 Motors LLC 781-293-5599

ADVERTISERSINDEX ADESA.................................................................11 Auto Auction of New England....... Inside Back Cover AutoTrader.com...................................................... 3 Auto Use...............................................................21 Cars.com............................................................... 9 Chase ..................................................................19 Lynnway Auto Auction............................................ 5 Manheim.com ....................................................... 7 Manheim New England................. Inside Front Cover Persian Acceptance Corp......................................18 Portfolio ...............................................................17 SmartAuction .......................................................13 Southern Auto Auction........................... Back Cover Western General / Protective ...............................15

NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION WWW.NIADA.COM • WWW.NIADA.TV NIADA HEADQUARTERS: 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 MA/NEW ENGLAND DEALER NEWS IS PUBLISHED BI-MONTHLY BY THE NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION SERVICES CORPORATION, 2521 BROWN BLVD., ARLINGTON, TX 76006-5203; PHONE 817-640-3838. 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 INDIVIDUAL AUTHORS AND DO NOT NECESSARILY REPRESENT THE VIEWS OF INDEPENDENT AUTO DEALER OR THE NATIONAL INDEPENDENT ATOMOBILE DEALERS ASSOCIATION. LIKEWISE, THE APPEARANCE OF ADVERTISERS, OR THEIR IDENTIFICATION AS MEMBERS OF MIADA OR NIADA, DOES NOT CONSTITUTE AN ENDORSEMENT OF THE PRODUCTS OR SERVICES FEATURED. COPYRIGHT © 2011 BY NIADA SERVICES, INC. ALL RIGHTS RESERVED.

STATE MAGAZINE MGR./SALES Troy Graff • troy@niada.com EDITOR Mike Harbour • mharbour@niada.com PRODUCTION MGR. Jacob Kerns • jacob@niada.com ART/PRODUCTION MGR. Christy Haynes • christy@niada.com PRINTING Nieman Printing

FOR INFORMATION ON HOW TO BECOME A MEMBER OF MIADA, PLEASE CONTACT MARY QUINLAN AT 781-278-0077

PRODUCT DISCOUNTS FOR NIADA MEMBERS NIADA members can save up to 29 percent on select FedEx® shipping services. For more information or to enroll in this program, visit www.1800members.com/niada or call 800-636-2377 (8 a.m.–6 p.m. Eastern, Mon.-Fri.). enting a car just became easier and economical with the new R Thrifty Car Rental Discount Program for NIADA members. Visit www. thrifty.com/?iata=00227148&PromotionCode=NIADA to receive a 5 percent discount off Thrifty’s already low rates anywhere or any size vehicle in the U.S. A 24-hour advance reservation is required and reservations can only be made through this URL or via the link on the NIADA website. Offer is valid for travel until Dec. 31, 2011. AutoZone is the leading retailer and a leading distributor of automotive replacement parts and accessories in the United States with over 4,350 stores across 48 states, the District of Columbia and Puerto Rico. NIADA members have access to AutoZone’s “hot-shot” delivery program including discounts on more than 750,000 product level SKUs in over 70 distinct product categories. NIADA members have our expert field management team and experienced Territory Sales Managers who every day do whatever it takes to help customers deliver the highest level of quality service, manage their shops efficiently, train their technicians and maximize their profits. For more information, contact AutoZone’s Sales Center at 1-866-727-5317 or sc53@autozone.com

Need Easy Training Opportunities For Your Dealership?

Check out the new Education and Training Consortium (ETC) to watch our list grow. The programs listed on this site have met stringent criteria that ensures that the program or product: s s s

MIADA OFFICE

1 UPLAND ROAD BLDG. 200 • STE. 226 • NORWOOD, MA WEB SITE: WWW.MIADA.COM • 781-278-0077

Responds to dealership needs of today; Demonstrates history of effectiveness; Comes with dealer recommendations; and Offers professional presentation of goods and services.

Just go to NIADA.com’s Education page and follow the links to ETC or contact Georgia Brown at 800-682-3837 for more information.

DEALER

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CASH FOR CLUNKERS: WHO WRITES THIS STUFF? BY L O U T E D E S C H I, N E I A DA P R E S I D E N T

EDITOR’S NOTE:

This is an article I wrote before President Obama’s Cash for Clunkers program was initiated. Read it now and see if it has new meaning. Remember this program the next time you vote. Strength in numbers, as a group we can make a difference. Get your friends in the business to join the association. We do more than give you great discounts; we are your voice on the Hill.

It is obvious to me whoever writes legislation that has to do with the automobile industry should be in the industry or have knowledge of how the industry works. It is also

obvious to me whoever wrote this legislation is not in the industry and has no knowledge of the industry. The name alone insinuates they are trying to get the junk off the road (gross polluters). The vehicles that are worth between $3,500 and $4,500 are not those vehicles. The people that do drive the $1,000-$1,500 vehicles this legislation is meant to help cannot afford a new vehicle payment. If you do put them in a new vehicle, it will be repossessed before you know it. Isn’t that what got us into the trouble we are in right now, putting people into loans they can’t afford? If a new auto dealer is going to have to qualify every vehicle they take under this program and wait to get paid after they get the documentation from the salvage yard they use, they are not going to do it. They are going to give the customer a $3,500 trade and save them the sales tax on that $3,500. They won’t get the sales tax savings with Cash for Clunkers. People who have vehicles worth more than what the government is offering will get a lower trade offer because of the government allowances. The new auto dealers are the only winners. The only cars they will take under this program are the $300-$1,000 rats. These vehicles will be worth jumping through hoops for. If someone tells me I can get $3,500-$4,500 for all the rats I trade, I will gladly do a little paperwork and wait for my money. My guess is most customers who try to qualify for this program will get taken and won’t even know it. If they go into a franchise dealer and tell them they want to qualify, you know they will be paying sticker price for the vehicle.

On the used auto side, we get nothing as usual. The trades that do show up at the sale will be more expensive because there will be less of them. The franchise dealers will win again because they will be getting top dollar for what they bring to the sale. On the repair side, wait until you need a motor for one of those clunkers. There won’t be anything but remanufactured motors and transmissions around. The drivetrains need to be scrapped under this program. We all have that customer who can afford a new vehicle but is a little frugal. He is driving that 1989 Sable worth $300. His sneakers are worn out from his feet slipping through the rot holes in the floorboards. He’s only going to keep the car one more year. That was ten years ago. He will go into a franchise dealer with his homework done and make the best deal he can and then tell them he has a clunker to trade. The participating dealers will have no choice but to take the vehicle if it qualifies. In this case the consumer wins. He will drive out with his new KIA Rio with a smile on his face. The American franchise dealer can wave to him as he drives by. Unfortunately, our legislators managed to come up with a program that is only going to hurt the people who need the most help. This program is going to backfire in ways they had no idea it would. This is a serious problem for used auto dealers in many ways. We have been told not to worry, that the program will never work. I believe the program will never work; what I am afraid of is the damage it will do before they figure that out. Keep your chin up, Lou Tedeschi, NEIADA President A.S.P.I. Motor Cars 215 Milton St., Dedham, MA 02026

DEALER

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15TH ANNUAL DR. LAWRENCE QUIGLEY SCHOLARSHIP AWARDS NIGHT:

We Need Your Help

In the past 14 years, MIADA has given out more than $155,000 in scholarships to deserving young men and women who applied, asked and received $1,000 to go to college and spread their wings on the pathway to the pursuit of adulthood.

rence Quigley. Dr. Quigley has graced us with his presence over two decades of service to the MIADA. Larry became to a lot of us “the conscience of our industry.” He greets everyone with a warm smile and a firm handshake. His network of contacts, in so many fields, at such high levels, truly lets you know what a learned and respected individual Dr. Quigley is. The MIADA funds these scholarships through fundraisers held throughout the year and the generous sponsorship of many vendors who do business with our industry, the auctions, the banks, the insurance companies. We are grateful for their unwavering support through recent economic challenging times; those challenges have eroded budgets and donations. I am asking the membership body to consider making a donation to the MIADA to help defray the cost of the scholarship dinner and awards night. No donation is

The exceptionally talented young people represent a cross section of the automobile business; they are our offspring. We as independent business people taught these talented sons and daughters to dream dreams, achieve goals, plan, prepare, execute and succeed. We taught them this by the way we have lived. We do the right thing, to our creator, our family, our country, our business, our community. As members of the MIADA, we adhere to a strict code of ethics that requires we do the right thing in all our dealings. That code of ethics was instituted into the MIADA bylaws in 1999 by Dr. Law-

too small. Your participation by your donation allows the MIADA to put other limited resources to their best use. No negative legislation has ever been passed that effects the independent auto dealer because the MIADA pays one of the most effective lobbying groups in this state to make sure it always will be that way. They are our sons and daughters, our employees, our business partner’s family member, our best vendor’s son, the auctioneers daughter, the clerk at the finance company who gives you that extra service because you treat her right while you conduct business. These are the recipients, these are our future. I hope you will consider helping out your association with a donation.

CHECKS CAN BE MADE PAYABLE TO: MIADA SCHOLARSHIPS 1 UPLAND ROAD BLDG. 200 • STE. 226 NORWOOD, MA 02062 Web site: www.miada.com • 781-278-0077

Dealers Are Finding Inventory Short on Cars In what could be stemming from gasprice anxiety, dealers’ used-vehicle inventory on hand appears to be changing. And the shift that CNW Research spotted could possibly end up being “troubling” for dealers. What, exactly, did CNW see?

Basically, CNW noticed instead of there being a shortage of trucks within dealership inventories, dealers are now finding that their lots are short on cars. Overall, used-vehicle days’ supply in March was estimated to be 48.27 days. CNW noted used vehicles are available, but suggested this possible shift in the mix of cars and trucks may be troubling for dealers. In recent years, CNW explained, truck demand has been stronger than car demand. “Beginning in February, though, the trend changed,” said Art Spinella, president of CNW. “Of inventory on hand, cars now represent about 92 percent of days’ supply while trucks have climbed to over 110 percent. “If this were a one-month snapshot, it could be written off as merely an anomaly,” he added. “And it still may not be reflective of a long-term

trend. But it is worth noting.” He went on to suggest a likely impetus for the change is concerns about gas prices may finally have hit home and sent people to the car side. “While this will have little impact on casual sales, it will definitely affect franchised and independent dealerships who now have to beware of overloading lots with trucks or being forced to lower truck prices to facilitate a sale,” he said. CNW Projects Robust March With March used-vehicle sales projected to show as high as a 6-percent year-over-year spike, the first quarter of 2011 is likely to signal some significant progress for the used side of the market. Pushed by looser credit, CNW is projecting used sales in March will show anywhere from a 5.5-percent to a 6-percent improvement from the 2.39 million used sales in March 2010. “That would make the opening quarter of 2011 the best since 2008 – 6.336 million versus 6.63 million three years ago,” Spinella noted. CNW also looked at sales per outlet data for

CNW

independent stores in February and discovered this average increased by double digits. Specifically, the company found independents moved an average of 17.6 vehicles per outlet during February, which marks a 15.7-percent hike from the 15.2 unit-per-store average from a year ago. “In fact, because of the decline in the economy in 2008 and 2009, the independent dealer body shrunk dramatically,” Spinella said. “With an economic uptick and the availability of inventory, there are more independent outlets today. Outlook: a better profit picture for independents.” Web Trends Another area of the used market CNW examined was used-vehicle sales in the online arena. The company found the sales rate of Internet vehicles came in at 26.9 percent during February. A year ago, it was at 23.9 percent. “The 12.7-percent boost represents a near 90,000 unit increase,” Spinella said. “Total inventory offered on the Internet is four percentage points larger than last year.”

DEALER

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NIADA’S WHANN PARTICIPATES IN FIRST FTC ROUNDTABLE I have just returned from the FTC roundtable entitled “The Road Ahead: Selling and Financing Motor Vehicles” held at the Wayne State University School of Law in Detroit, Mich. Choosing a law school

SPRING

INTO ACTION NOW

VIE W OVER 450 HOURS OF DE ALER EDUC ATION SE S SIONS A S WELL A S OTHER SPECIAL TR AINING SEMINARS AND MONTHLY DE ALER TIP S 24/7 AT W W W.NIADA.T V

ENTER SITE AND CLICK ON NEW PROGRAMS

as the venue for the event was perfect! So many of the discussions centered around complicated fact patterns, the application of overlapping federal and state laws and variations and inconsistencies from state to state, you felt as though you were sitting in a law school classroom. The program consisted of six panel roundtable discussions on the following: Understanding the Motor Vehicle Sale and Credit Transaction, From Both Prime and Subprime Perspectives; Interest Rates, Dealer Reserves and Markups; Payment and Locator Devices and Consumer Privacy; Spot Delivery; Contract Add-Ons and Vehicle Title Problems and Dealer Bankruptcies. The panels consisted of five members each (one had four) and had a mix of regulatory, industry and consumer representatives. They were moderated by six different FTC staff members, all of whom I have met on my trips to Capitol Hill (and have had the opportunity to discuss the issues being considered in the roundtables) and they did an excellent job facilitating discussion. While all other industry members were limited to participating on a single panel, I was asked to participate on two (I volunteered for all six). I took it as a compliment, but you decide for yourself. The goal for the day was to “explore consumer protection issues pertaining to motor vehicle sales and leasing” and to determine “what consumer protection issues, if any, exist that could be addressed through a possible rulemaking or other initiative.” All in all, I would say the day was quite productive. However, with the individual roundtables lasting only 30 to 90 minutes, it was difficult at times to get into depth on many of the subjects. Consider the challenge in even being able to explain something as basic as what is a motor vehicle dealer and how do they operate? Franchised or independent? Big or small? Metro or rural? Three-party paper financing or two-party paper financing, with a little Buy Here-Pay Here thrown in for good measure? And we are only beginning to scratch the surface! As background, the Dodd–Frank Wall Street Reform and Consumer Protection Act is a federal statute in the U.S. that was signed into law by President Barack Obama on July 21, 2010. The act is categorized into sixteen titles and from the and, from the estimates I have seen, requires regulators create 243 rules, conduct 67 studies, and issue 22 periodic reports. The stated aim of the legislation is: “To promote the financial stability of the United States by improving accountability and transparency

F EDER AL ADVOCAT ES LOBBY ING REPOR T

in the financial system, to end ‘too big to fail,’ to protect the American taxpayer by ending bailouts, to protect consumers from abusive financial services practices, and for other purposes.” So what exactly does the act do? This description from Wikipedia is one of the best I have seen: “The Act changes the existing regulatory structure, such as creating a host of new agencies (while merging and removing others) in an effort to streamline the regulatory process, increasing oversight of specific institutions regarded as a systemic risk, amending the Federal Reserve Act, promoting transparency and additional changes. The Act establishes rigorous standards and supervision to protect the economy and American consumers, investors and businesses, ends taxpayer funded bailouts of financial institutions, provides for an advanced warning system on the stability of the economy, creates rules on executive compensation and corporate governance, and eliminates the loopholes that led to the economic recession. The new agencies are either granted explicit power over a particular aspect of financial regulation, or that power is transferred from an existing agency. All of the new agencies, and some existing ones that are not currently required to do so, are also compelled to report to Congress on an annual (or biannual) basis, to present the results of current plans and to explain future goals. Important new agencies created include Financial Stability Oversight Council, the Office of Financial Research, and the Bureau of Consumer Financial Protection.” It should be noted while section 1029(d) of DoddFrank confers on the FTC authority to prescribe rules under the Administrative Procedures Act with respect to unfair or deceptive acts or practices by motor vehicle dealers it does not, however, expand or otherwise address the authority the FTC already possesses under the Federal Trade Commission Act to initiate enforcement action against unlawful behavior. Given the fact there appears to exist a somewhat unbalanced and hostile view amongst some in the regulatory community towards dealerassisted financing, one of the most important tasks as an industry will be to assist the FTC and the consuming public in better understanding the mechanics of dealer-assisted financing. We must also collectively establish a facts-based record upon which the question of whether to engage in a UDAP rulemaking may be considered. Over the past 27 years (the last 16 as outside general counsel to NIADA) I have had the opportunity to work with federal regulatory agencies, including the FTC, to promote independent dealers’ compliance with federal statutes and regulations and to educate consumers about the car buying and financing processes. Never in this time period has there been an issue as important to independent dealers and the future of our industry as this. It will change the landscape of how cars are sold and financed for years to come. We will continue to be actively involved in the process as things progress and I look forward to having the opportunity to discuss the issues in greater detail at the NIADA Convention & Expo in June. Until then, you can stay current with the latest developments by following me at www.facebook. com/keithwhann and twitter.com/keithwhann. See you in Las Vegas! FEDERAL ADVOCATES is NIADA’s

governmental advocacy partner. To read past lobbying reports, visit www. niada.com/legislative_and_legal.php

DEALER

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ONLINE SALE S SUCCE S S:

LET YOUR LISTINGS DO THE TALKING Top dealers consistently get more leads because they pay attention to how their car listings appeal to online consumers. Almost anyone can start selling cars using the Internet today, but those who are most successful give buyers the right information during the shopping process. Sellers like you can break

through the clutter of online used car sales by giving consumers photos, compelling descriptions and vehicle history they want to see while they shop. If you’re not already online, you need to be. The best way to increase used car sales is to be where the most people shop. Eighty percent of consumers today use the Internet to help find their next car. Once your business is established online, you’ve got to make buyers take notice of your online listings. This is vital to online selling success. Consumers visit less than two dealerships on average before deciding to buy. Why so few? Most shoppers narrow their dealer choices down by doing extensive research online – listings, pricing, customer reviews, etc. In fact, when consumers finally do visit a dealership, they have specific cars and prices already in mind and are armed with details about each car. Typically, shoppers start by visiting thirdparty online automalls like AutoTrader.com and Cars.com. A quick search can return hundreds of dealer listings for vehicles similar in style and price. Internet managers and used car dealers with online inventory know the top concern is getting buyers to notice their cars and contact them. Since you can’t sell online shoppers face-to-face, you have to rely on your listings to do the talking. So how do you make them stand out from the rest? Focus your marketing efforts on two lead-generating areas that attract the most attention: Search Results Pages (SRPs) and Vehicle Details Pages (VDPs). Did you know only 4% of online shoppers that see your listing in their search results actually click through to the detail page for your contact information? For all the money you spend to post your cars for sale online, it’s in your best interest to highlight your inventory properly. The SRPs and VDPs are the most prominent places to communicate the value of your used car inventory online. When a

shopper clicks on an SRP listing, they go to the VDP to browse additional photos, read about features, see the vehicle history and locate the seller. The key is getting more shoppers to notice and click your SRP listings so you generate more leads from your VDPs. The vehicle description you provide on SRPs is your first opportunity to tell consumers what they should know. SRPs give you a limited amount of space to market your vehicles, so use that space wisely. Be brief but informative. A vehicle description should not be exclusively technical. Remember, shoppers don’t know as much about cars as you do and detailed features may not mean as much. Things like automatic transmission, power windows and air conditioning, which are standard on most vehicles, shouldn’t be the focus of your selling points. You don’t want potential customers glancing past your listings because they didn’t peak their interest. Generally, your listings also include a small photo when they appear on typical SRPs. It might sound obvious to seasoned sellers, but photos are one of the best ways to grab attention of shoppers during their online used car search. Use the best fulllength photo for the small ‘thumbnail’ image on your SRPs and save detailed images of the interior and other angles for consumers to browse while on the VDP. There are several quick improvements that can make your listings more attractive to online shoppers. One is to use relevant information to attract attention. The more details you can provide the better your listings look. For example, it’s easy to find hundreds of ‘2005 Ford Explorers’ with the same trim package for sale online, so make sure you tell potential customers why they should buy yours. Try to describe the car’s benefits unique to a specific customer – as if they were standing in front of you. For example, you might say, “this van comfortably fits up to eight people” or, “we offer low financing on all our cars” or, “this car shows no reported recalls and comes with a Carfax Vehicle History Report” in the vehicle descriptions on your SRPs.

SO HOW DO YOU MAKE THEM STAND OUT FROM THE REST? FOCUS YOUR MARKETING EFFORTS ON TWO LEAD-GENERATING AREAS THAT ATTRACT THE MOST ATTENTION: SEARCH RESULTS PAGES (SRPS) AND VEHICLE DETAILS PAGES (VDPS). To connect with more online shoppers, you need to think like one. You can compete online and sell cars faster by giving buyers relevant information to help them make an educated decision. Another great way to build confidence with online consumers, in addition to providing a good photo and description, is to link your Carfax Reports to your SRP and VDP listings. You’ll stand out on SRPs by offering these reports free. Plus, being open and up-front builds trust with online shoppers, making them more likely to buy from you. Top dealers consistently get more leads because they pay attention to how their car listings appeal to online consumers. Build consumer confidence by providing trusted information in your listings. Make your SRPs stand out in the crowded online marketplace and more shoppers will click through to your VDPs. More clicks equals more leads and ultimately, more sales. BY DALE POLLAK AND LANCE VICKERY

Dale Pollak, founder of vAuto, is a highly sought-after authority on maximizing profits from used vehicle operations, working extensively with Dealer 20 Groups, Dealer Associations and large dealer enterprises across the country. In addition to his regular contributions to auto industry publications like Dealer Magazine, Pollak is a published author of 2 books, Velocity: From the Front Line to the Bottom Line and Velocity 2.0: Paint, Pixels and Profitability. Lance Vickery is director of dealer business at Carfax and has spent more than 25 years in the auto industry.

DEALER

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NEW NIADA MOBILE SERVICE

FOR SMART PHONES PUTS KE Y APPR AISAL DATA , MEMBER NE WS AT YOUR FINGERTIPS BY SCOTT LILJA, VICE PRESIDENT, NIADA MEMBER SERVICES

This spring, NIADA members will have access to a new mobile application tool from NIADA that will enhance their productivity and profitability and stay up to date on the latest developments impacting their dealership. This new tool, NIADA Mobile Service, is accessible by Apple iPhones, Android-type phones and other select models. It puts at members’ fingertips a wealth of critical data to help them make better vehicle appraisal, purchase and retail sales decisions. Now, members can access their subscriptions to appraisal services from NADA Guidebook, Kelley Blue Book, Black Book, and Galves Auto Price List. They also will access run lists from participating auctions. Furthermore, NIADA Mobile Service links them by smart phone to select content on NIADA.com. Here’s how NIADA Mobile Service will streamline your operations: On the lot or on line: More quickly appraise a vehicle, for customers at your lot or those selling online through sites such as Craigslist. Access your guide book vehicle appraisal service or a market report – or your subscription vehicle history report service – on the specific unit. Have at your fingertips the right current facts to pencil your best deal. Buying from auction: You can access the auction’s pre-sale run list while at the auction or sitting in your office. You may view the inventory then, once you land on a unit you like, press on the appropriate smart phone icons to pop up auction-supplied information about the unit, its appraisal data, and a vehicle history report. Continual and timely updates ensure you have the freshest available data. During a moment of downtime: Activity suddenly slows its hectic pace for a few minutes, so you use the time to access the NIADA website. There you check some key association information or watch a NIADA.TV video you’d put off. The service also alerts you to urgent messages that might require immediate action.

for speed, accuracy and, of course, mobility. Its fat-finger icon or button designs are a special value when searching for key information when working in distracting environments like auctions. These large icon designs help users easily find and stroke with their fingers the right icons or buttons they want, reducing keystroking errors. As NIADA’s technical partner, GigglePop will continue to support Mobile Service and be an industry liaison for NIADA Mobile. Accessible subscription guidebook data and features through Mobile Service include:

Customizable software settings s All guidebook regions or states include s VIN look-up decoder s Stores booked vehicles, recall in an instant s Enter personal notes on booked vehicles s Lists and sorts appraised vehicles s Re-values saved vehicles with each new update s Automatically updates wirelessly s Barcode scanning capability s Seamless integration with all GigglePop valuation tools, including vehicle history report subscription services and auction run lists s SmartBid Market Report s Large easy-to-read fonts s

NIADA Mobile Service also makes your day at the auction simple, easy and productive. Accessible auction run list data from participating auctions includes: s

s s

s s s

s s

Designed for NIADA

NIADA Mobile Service was developed by leading automotive mobile applications developer and NIADA technology partner and advisor GigglePop.com Inc. The company is importing NIADA web content and coupling it with existing GigglePop software mobile applications. GigglePop’s technology is known

Search by lane or run number to view auction vehicle data Barcode scanning capability Continual auction run list updates even while auction is in progress View those late arrivals Save target vehicle data for future reference Enter personal notes and bid pricing on specific vehicle records Lists and sorts saved target vehicles Seamless integration with all GigglePop valuation tools, including Guide Books, Vehicle History and participating Market Reports

In addition to providing mobile access to these key services, NIADA Mobile Service also connects members to select NIADA content on the NIADA site. Wherever you are, you can stay on top of moving legislative decisions, regulatory compliance issues, new NIADA member services and educational programs.

Especially in today’s market, still recovering from the recession, this mobile service will help members operate more profitably. It puts at hand the insight needed to buy and sell more profitably and keep abreast of industry news and events influencing the used vehicle retail market. The more competitive dealers today are clearly adapting to our changing industry by using mobile technologies and solutions to help them better manage their used vehicle operations, inventories, vehicle sourcing and retail sales processes.

DELIVERS TANGIBLE MEMBER BENEFITS Members’ use of the NIADA Mobile Service tool will help them:

I dentify quality, retail-ready inventory: Mobile accessibility to auction inventory as well as vehicle valuation guides can help dealers meet challenges presented by the economic fallout from the last three years’ depressed vehicle sales, drop in leasing activity and reduced stream of fleet rentals into the remarketing stream. s Source the right-priced vehicle for the customer: Reduced levels of wholesale units flowing into remarketing channels have made it more difficult to source and match the right vehicle to customers’ ability to pay. NIADA Mobile Service helps dealers locate those vehicles at an acquisition price the customer can afford and finance, while providing enhanced profit for the dealer. s

Often spread thin by needing to be in the office, on the lot and at the auction seemingly simultaneously, the independent used auto dealer must use time and resources wisely. By adding this new Mobile Service tool to the NIADA portfolio of member services, the association helps its members access critical association information and related vehicle valuation, history reports and auction run list services right from their smart phone. As market needs continue to change and dealers seek new ways to remain competitive, like purchasing inventory outside their local market areas and using web-based competitive vehicle analysis and pricing tools, GigglePop and NIADA will continue to enhance Mobile Service to help dealers make the most informed and profitable business decisions.

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FACEBOOK 101

THE DEALERS SOCIAL MEDIA

BY DUSTIN JANSSON

How effective is your dealership’s following and interaction with Facebook and other social media? Most dealers

create a fan page, load a photo of their dealership and don’t invest any more time or effort in the page’s content or building the fan base. Although thousands of dollars are spent in a dealer’s monthly advertising budget, the Facebook and social media investment is often overlooked when it could be the best source of customer retention and referral business. Social media can be exceptionally beneficial when you’re dealing with hundreds of millions of people on multiple levels. First, you have the ability to connect with consumers on more of a personal level. Second, you create a one-off relationship where the thought of making a purchase from a dealer utilizing these tools is a much more comfortable engagement. Third, you can effectively continue a relationship with the consumer for years rather than days.

FACEBOOK FACTS

• More than 500 million active users • 5 0 percent of active users log on to Facebook in any given day

• Average user has 200 friends • P eople spend more than 700 billion minutes per month on Facebook

• 2 5 percent of all internet traffic in the U.S. is going through Facebook

• “Like” button found on two millionplus websites (Bing, etc.)

Start by tending to your own backyard… your customers! The horsepower of a fan page is built by your following that will give you the power to deliver your messages more efficiently and methodically. Advertising a sale every weekend by posting it on FB is not the answer.

Remember the customer calendars with the picture of them buying their car from your dealership and those cut-out coupons spread throughout months for service and parts? Social media is the same concept, but on steroids and at a fraction of the cost or effort! You want your customers to “like” your fan page because that shows their hundreds of FB friends they like you. You can take this one step further and take a picture of every customer in their new car and “tag” them in the photo. Once you’ve tagged that person, all their friends will see it, leading to limitless impressions! The immediate network everyone possesses on FB is your highway to customer retention and referral business. Try enticing your customers by offering a referral or bird-dog fee to give them incentive to engage their FB friends into your dealership. Again, social media is not necessarily lead generator, but a vessel to grow your business’s reputation on multiple levels. You may not get a Facebook message saying, “I would like to purchase a car from you,” but you will likely get recommendations from people in your network to buy from your dealership. Proper page setup and execution of your social media is important. Your dealership page should be set up as a fan page on FB, not a personal profile. Information and photo captions on fan pages are indexed for search engines, so make sure your information is complete and appropriately labeled. You also can have your inventory listed with videos, if applicable. Sending mass messages to your fans is only possible with fan pages. The list of fan page do’s and don’ts goes on and on so if you believe you need help with the setup of your social media pages contact DealerNet Solutions for some consulting. Execution of your social media really comes down to this: what reason do you give people to like your page and revisit

it? You need to run on all cylinders (sales, parts, service, customer appreciation, etc.). Make your content fun and attractive to the customer as well as informing and beneficial. Update your fans about the little league baseball team you sponsor, or about a little-known holiday that’s occurring today, then add something about the new offerings your service or detail department has. Prospecting with social media is possible, too. There is technology now available that allows you to enter keywords to search for in a specific geographic radius on the social networks. Every time those words show up in somebody’s shared post or tweet, you see them (e.g. shared post; I am looking at a Toyota Camry) and can often capture their contact info by just “friend-ing” or “following” them. Companies such as DealerNet Solutions have taken the lead in the social media realm by not only providing auto-targeting to capture the millions of consumers, but also by tying in traditional internet inventory posting on their social media thus creating a web around all aspects of internet marketing. Again, driving sales with Internet postings is not enough, but coupling it with social media creates a new generation of sales. All the potential is in the big picture. The way dealers advertise has changed immensely and the days of the instant leads are growing fewer. Your services and reputation are what set you apart from the rest of the competition. Being able to manage millions of potential customers will take you to the top. J A N S S O N provides consulting on social media and social media management tools as well as complete dealer inventory marketing and management products. Contact him at 303-232-3435 or dj@dealernetsolutions.com DUSTIN

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SOUTHERN AUTO AUCTION NATIONALLY RECOGNIZED AS TOP PERFORMER IN 2010 Southern Auto Auction Inc. is honored to be the recipient of three prestigious industry awards in recognition for its performance in 2010. Those distinctions include:

- 2010 ARI Northeastern Region Auction of the Year - 2010 Capital One Auction of the Year: Northeast Region - 2010 Avis Budget Group Most Improved Auction Owner Larry Tribble credits these awards to his fleet and lease department’s philosophy and experience. “Our team does their best to view the business from the customer’s point of view,” Tribble said. “This philosophy clearly works.” Tribble also recognized key members of Southern’s Fleet & Lease Management team, specifically Jeff Gaetz, Don Duman, and Lynn Bray, crediting their 55 years of combined fleet and lease experience. This team is responsible for selling more than 1,000,000 vehicles in the past 10 years. Southern Auto Auction, founded in 1947, is the largest independent auction in the U.S., featuring 4,000-plus vehicles every Wednesday in 20 auction lanes.

For more information, contact Jeff Gaetz at 860-292-7563 or visit www.saa.com.

Portfolio, The Warranty Group/First Extended Join NIADA ®

Portfolio General Management Group and The Warranty Group/First Extended have joined NIADA to jointly provide the best profit solutions to independent dealers who sell vehicle service contracts and other ownership protection products, such as GAP, anti-theft and appearance protection. The unique benefit of

the offering is NIADA dealers will profit from VSC sales and from premiums and investment income. Portfolio and The Warranty Group are the nation’s leading providers of reinsurance management for F&I products sold in dealerships. The dealer’s profits from reinsurance are considerable. Since 1990, more than three million Portfolio contracts have been issued totaling more than $1.2 billion put into dealer-owned reinsurance companies. After claims are paid and investment income earned, Portfolio dealers average an after-tax return of more than 40 percent of the money put into their companies. Reinsurance is the NIADA dealer’s best way to profit twice from the same sale in the dealership. “We see no reason why NIADA dealers should not have the same profit opportunities that franchised dealers have enjoyed for years,” said Steve Burke, Portfolio president. “Portfolio’s philosophy of 100-percent ownership by the dealer means that they can build a new personal wealth asset from activities already taking place in their dealerships. We joined NIADA to help its dealers take advantage of this opportunity.” Patrick Donahue, president of Resource Dealer Group of The Warranty Group, said, “We are looking forward to working with Portfolio’s agents to help NIADA dealers choose the best option in a dealer-owned program. Our First Extended Service Corporation and Resource have worked hand-in-hand with Portfolio for over two decades as allies in the effort to give the dealer every available benefit from being in this business.” Jeffrey Braatz, NIADA’s 2009 National Quality Dealer of the Year, welcomes Portfolio to NIADA and recommends them highly. “Five years ago, I didn’t think such a program could be true to its promise,” he said. “Now I not only have a personal asset to take care of my family’s future, but one that helps me take care of my customers.” FOR MORE INFORMATION, VISIT www. portfolioreinsurance.com OR CALL STEVE BURKE AT 877-789-6200.

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NIADA and Constellation Automotive Solutions Announce Training & Education Partnership The National Independent Automobile Dealers Association and Constellation Automotive Solutions are pleased to announce an education and training resources partnership designed for NIADA members. Constellation will provide comprehensive education and training solutions for the Buy Here – Pay Here and Lease Here – Pay Here dealerships, together known as the “Dealer Controlled Financing (DCF) industry”. These educational programs will include best practices training with

solutions for maximizing sales, collections and profitability through seminars, online training on NIADA-TV and articles in NIADA publications. Partnered with NIADA, Constellation will add a Certified DCF Dealer option to NIADA’s Certified Master Dealer Program®. “I was looking to develop a partnership with an entity that has good, experienced trainers that NIADA could use as our BHPH and LHPH training solution”, said Michael Linn, CEO of NIADA. “It was important to me to offer

quality education and training to our members. Constellation Automotive Solutions was the perfect fit for us.” Linn continued, “Their training materials are superb and their trainers, Al Mosher and Don Miller, have extensive knowledge and experience in the Buy Here – Pay Here and Lease Here – Pay Here industry.” “NIADA is the leading voice for independent auto dealers in the country”, said Robert Lowenstein, Business Manager for Constellation. “It is an honor to be able to serve its 20,000 members and help NIADA expand its educational resources for dealers engaged in Dealer Controlled Financing.” Constellation will provide a number of valuable services to NIADA members, including: National DCF Monthly Composite The DCF Monthly Dealer Composite provides the BHPH/LHPH dealer a four page report reflecting their dealership’s business results from the previous month, as well as year-todate. It compares their operation with the averages, minimums and maximums of other BHPH/LHPH dealers across the nation. Also included are 12 months of historical figures and graphs which can aid dealers with projections and spotting dangerous trends. Convention & Expo Seminars Constellation, in consultation with NIADA, will be responsible for providing educational opportunities concerning dealer controlled financing at the NIADA Convention & Expo every year. This will kick off at this year’s convention June 20th – 23rd in Las Vegas with a seminar titled “7 Keys to Success in Dealer Controlled Financing”. That session will include valuable information on 7 key topics ranging from business models to inventory to collections and will feature tips from a panel of successful dealers. DCF Manager Training Course The Manager Training Course is a comprehensive, 3-day class involving all aspects of the day-to-day operation of a DCF dealership. Techniques and guidelines are taught to help you better utilize your inventory and personnel, improve your sales process, establish better and more consistent underwriting, effectively collect what is owed you, better manage your delinquency and stay in compliance with laws and regulations affecting our industry. Attendees will come back to the lot better equipped to consistently produce results to improve their dealerships bottom line. This partnership between NIADA and Constellation Automotive Solutions opens up a wealth of new educational and training opportunities for NIADA members. Constellation’s consultants have been providing industry-leading training and education for DCF dealers for well over a decade and are excited about this opportunity to expand its services and aid NIADA members with all their needs in the Buy Here – Pay Here and Lease Here – Pay Here arenas. NIADA and Constellation urge all NIADA members to explore how these new programs can benefit them and help them improve their businesses.

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CONTACT AT ONCE

Partner for Dealer Chat Availability AutoTrader.com and Contact At Once recently partnered to deliver chat functionality to dealers who list their vehicles for sale on the site.

The dealer live chat feature is a part of AutoTrader.com’s Connections Bundle, which is intended to provide dealers with multiple avenues to build and foster relationships with shoppers online. The Connections Bundle also includes dealer ratings, social media connections and Sitelink Advanced. Officials believe the integration of chat capability through chat software provider www.autodealerchat.com can enable dealers to instantly connect with prospects via text-based conversations online and boost the bundle’s overall value. After an extensive search and testing process, AutoTrader.com explained it selected Contact At Once to power the dealer live chat solution because of Contact At Once’s position as a leader in the space and ability to deliver a bestin-class chat experience for both dealers and consumers. Officials highlighted the chat window can display the name and photo of actual dealership employees, a feature meant to improve the

consumer experience. They believe this function has been shown to increase the number of chat inquiries dealerships receive. AutoTrader.com pointed out the dealer live chat solution is also presence aware, so consumers will only be prompted to initiate a chat session if a representative is available, ensuring consumers are never left hanging. Additionally, the Contact At Once dealer live chat solution can enable dealers to conduct chats via their iPads, smartphones or other mobile devices. Dealers can be responsive to consumer inquiries even when they’re not at their desks, according to the companies. According to the recent Automotive Buyer Influence Study conducted by Polk and AutoTrader.com, consumers spend 18 to 19 hours shopping for vehicles before they make a purchase with about 60 percent of that time spent online. However, the study found consumers have shown a reluctance to pick up the phone to call dealers during their search and have long been dissatisfied with e-mail response times, leading 70 percent to just walk into a dealership without first making contact.

“Faster than e-mail and more convenient than a phone call, online chat enables consumers to get instant answers to their questions while enabling dealers to begin creating a relationship with shoppers before they show up on the lot,” said AutoTrader.com president and chief executive officer Chip Perry. “We are pleased with the performance of the Contact At Once dealer live chat platform and excited about the value it has already brought both dealers and consumers.” Early value tests conducted by AutoTrader. com showed dealers who added dealer live chat to their listings experienced an average lift in shopper interaction of about 20 percent. “AutoTrader.com’s embrace affirms the mainstream status of dealer live chat software and signals a new reality — that dealers not using chat are missing sales opportunities,” said John Hanger, president and CEO of Contact At Once. “We are honored to have been selected and look forward to working with AutoTrader. com to connect dealers and consumers.” Dealers who are interested in learning more about the Connections Bundle should talk to their AutoTrader.com advertising consultants.

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N IADA/NAC CERTI FI ED PRO G R A M

GROWS WITH NEW BY C H RISTINA SC H R AN K

To give independent dealers the ability to compete with franchise dealers offering manufacturer certified pre-owned vehicles, NIADA and NAC (formerly National Auto Care) last year created NIADA Certified. The program

includes comprehensive 12-month, 12,000-mile warranty coverage with no deductible, 24-hour roadside assistance, towing, rental and more. In November 2010, the program underwent significant changes to incorporate more value for dealers and even higher satisfaction for customers. NIADA Certified added additional team members experienced in the used vehicle market to ensure processes were put in place that would support dealer certified success. Today, the program is supported by an active training calendar with contribution from strategic partners and best practice review. “Certified used autos has become its own listing category. Between new and used, the NIADA Certified program levels the playing field and allows independent dealers the opportunity to compete for those consumers looking for

PA R T N E R S H I P S, E N H A N C E M E N T S

certified inventory,” said Greg Levi, NIADA Certified strategic relationship director. “The program allows independent automobile dealers the opportunity to create their own competitive program.” Subject to a comprehensive inspection, NIADA Certified vehicles include a 12-month, 12,000mile limited warranty with a zero dollar deductible. Dealers will now be supported through ongoing training and best practices review by the NIADA Certified team. Better yet, even with the increased warranty coverage, the same eligibility guidelines for NIADA Certified qualify, including most 10-yearold or newer vehicle models with less than 100,000 miles. “The independent market needed an answer to the manufacturers’ certification program and the NIADA certification program lives up to the promise,” Levi said. The positive consumer experience is assured by repairs that can be made at any licensed repair facility and with a program that’s supported by 25 years of administration experience. After a vehicle has passed an inspection that meets the program’s certification standards,

it’s then registered with NIADA Certified through our unique online Express Lane™. Following registration, the dealer has access to a free copy of an AutoCheck®vehicle history report, the ability to print a compliant buyer’s guide, print a clean and professional inspection checklist which can be used in either the showroom or online, plus the capability to export certified inventory to third party portals including Auttr Motors, eBay® Motors, and EVERYCARLISTED.com®. These exports provide the ability to advertise the vehicle as NIADA Certified and offer it with a limited warranty that begins when the vehicle is retailed to the consumer. These many new partnerships with third party portals, especially its newly announced affiliation with eBay® Motors, allow the dealer’s NIADA Certified inventory to be discovered with a search for certified inventory alongside manufacturer results. NIADA Certified is the first independent certification program to be recognized with the manufacturer programs. And, because our system is Web-based, all of this – and much more – is accessible to dealers in just a few simple clicks.

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The program coverage enhancements have allowed us the opportunity to grow and add to our strategic partnerships, provide above-and-beyond support and service and give dealers a way to offer consistent value to consumers and solidify relationships with lenders. NIADA Certified most recently partnered with eBay® Motors as one of our program’s inventory exports. Each program dealership will have its NIADA Certified inventory exported to eBay® Motors classifieds, providing a free listing to be displayed to all within a 200-mile radius of each dealer. Also, NIADA Certified recently announced a partnership with OPENLANE, an online auction company which now offers program listings to dealers on Open Auction. This new listing acknowledgement gives the NIADA Certified brand additional creditability and provides an option to those dealers who want to wholesale inspected vehicles which meet the program’s certification standards. “These many new third party online portal partnerships are vital to the success of our NIADA Certified program,” said Michael Linn, CEO of NIADA. “The recognition and powerful marketing arm these online portals provide is invaluable to all of the dealers who participate in the program. It’s like free advertising, and research proves over and over again that online listings that promote certified vehicles sell faster and for a larger profit.” The NIADA Certified team also has focused efforts on building partnerships with lenders in order to create incentives and discounts on

funding for NIADA Certified vehicles. Recently, NIADA Certified announced Columbus Finance, Inc., a lender serving the central Ohio market, agreed to give dealers an additional 10-percent advance (up to $1,000) and will offer customers one percentage point off program rates when purchasing a NIADA Certified vehicle. The team also is working with additional lenders to put together similar partnerships and lender opportunities to dealers across the country. “As our NIADA Certified program continues to grow, so will the lender partnerships associated with it, at the local, statewide and national levels,” said Linn. “Over the past four years, NIADA has been highly successful at bringing lenders and dealers together, and the NIADA Certified program is another great opportunity to expand on great relationships like the one locally that was just announced in Ohio.” The NIADA Certified team is excited about the momentum that’s been building during the first quarter of 2011. Today, there are 120 dealers participating in the program in 30 states around the country and the number is growing weekly. Those dealers are enjoying the benefits of the NIADA Certified team’s support before, during and after initiation into the program. Now, after signing on to participate in the free program, dealers attend an online implementation webinar hosted by our NIADA Certified team. The webinar is interactive and allows our team to review the program, tools, best practices and, most importantly, how to get the program started within a dealership. The training is available for

both the dealer and their personnel every week. Once implementation training has been completed, marketing materials are sent to the dealership and our training team follows up to ensure the dealer has all the information and tools needed to succeed. Our team then consistently communicates with each dealer on items such as program enhancements and additional training opportunities and continues to review best practices. NAC is the administrator of the NIADA Certified program. The warranties are backed by an A-rated insurance carrier with more than $26 billion in assets, a figure that gives dealers with the peace of mind provided only by a fully insured program. There is zero dealer liability for repairs that fall under the warranty period. All dealers on the program receive a contractual liability insurance policy issued directly from the insurance company. For more information on NIADA Certified, call 800-840-2567 or visit www.niadacertified.com. Don’t forget to visit often, as the site is constantly updated with new and exciting information, announcements and program enhancements. NIADA Certified also can be followed on Facebook, Auttr and Twitter. CHRISTINA SCHRANK

is the vice president of marketing for NAC and a 15-year veteran of the auto industry. NAC has been developing innovative, value-based aftermarket products and competitive service agreement programs for automotive, power sports, and recreational vehicles for almost 30 years.

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CARFA X L AUNCHES ADVANTAGE PROGRAM FOR DEALERS NEW PROGRAM DESIGNED TO INFLUENCE SHOPPER’S DEALER CHOICE, ENHANCE CONFIDENCE

Carfax is giving dealers a powerful new way to attract customers using the Carfax brand. The Carfax Advantage™ Dealer Program distinguishes Carfax-subscribing dealers that are committed to transparency. Through the program,

participating dealers can set themselves apart from their competition. Used car shoppers know they can buy with greater confidence when shopping at any Carfax Advantage dealership. “Being a Carfax Advantage dealer with unlimited access to Carfax Reports, Carfax has quickly become one of our most valued partners,” said Adam Warmka, general sales manager at Dick Brantmeier Ford Lincoln Kia in Wisconsin. “We use them when we’re buying cars to make sure everything checks out and our salespeople are constantly asking for printed copies so they can show our customers. Every car we list online has a Carfax Report. Carfax is in our advertising, out in front of our dealership and on every car in our inventory. We use them every day.” According to recent research, more than 80% of used car shoppers surveyed said they would prefer to shop at a Carfax Advantage dealership. Carfax Advantage dealers have another way of building confidence with used car buyers and help customers make faster buying decisions. “Our participation in the Carfax Advantage program has helped us build credibility with customers,” said Dan Moltz, general manager at Car Center of Waldorf, Md. “We show the Carfax up front on every car. Customers appreciate it and the result is additional sales and higher customer satisfaction. Also, by pulling Carfax Reports prior to buying inventory, we shorten our turn, which we all know increases retained earnings. The more you turn, the more you earn.” As part of the program, participating dealers have unlimited access to Carfax Vehicle History Reports and Carfax Auction Quick Check, plus a Consumer Information Pack for every car being retailed. Carfax also provides enhanced point-of-sale materials for free, including new items that highlight Carfax Advantage dealerships. “Transparency greatly influences consumers when making their dealer choice,” said Bill Eager, vice president of Carfax. “Thousands of consumers we tested said that the Carfax Advantage program means trust and confidence. They know immediately that a Carfax Advantage dealer will show them the Carfax. As a result, participating dealers enhance their reputation and sell more cars faster.”

PRE-GAME WARM-UP:

REVIEW FINANCING PRACTICES AHEAD OF CFPB AND FTC RULES It’s the beginning of the baseball season. Experts are poring over team rosters, game schedules and statistics to predict the season’s outcome. The fun and fear

is the element of the unknown. The same is true of the new Consumer Financial Protection Bureau. As it takes shape, we are checking its roster of leaders and their speeches and public announcements to predict first-year activities. The fear, not so much the fun, is the element of the unknown. One unknown is how the bureau and the Federal Trade Commission will define an unfair, deceptive, or abusive act or practice in motor vehicle financing. The Dodd-Frank Act authorizes them to make and enforce rules to prevent such acts and practices in consumer financial products and services. Many states already have similar statutes, but each state has its own unique definitions and case law. Some states have developed a large body of case law defining the standard, but the Dodd-Frank Act will add a unique layer of federal law, regulations and court decisions. State attorneys general also can sue to enforce federal law, so we may see case law develop based on unique state decisions to enforce. In addition, state laws that provide greater consumer protection will continue to be enforceable. The FTC recently announced it’s conducting public roundtables in three to five cities around the U.S. to discuss consumer protection issues in connection with motor vehicle sales and leasing. It published a list of discussion topics indicating the acts and practices under the most intense scrutiny. The list includes yo-yo financing, finance company incentives to dealers resulting in more expensive credit, interest rate mark-ups and upfront charges of which the consumer is unaware, negative equity financing, selling and financing add-on products and services and use of GPS location devices. Details may be found at ftc.gov. Information from the roundtable meetings will likely shape the FTC’s view on whether the practices discussed are in any way unfair, deceptive, or abusive acts or practices. The meetings will likely be a game changer. Whether or not you participate in the meetings, you should review your dealership’s practices in these areas. The legal standard for review will develop over time. For now, I suggest the common person standard: Would you be comfortable having your practices displayed on the Jumbotron at the ball game? BY C H I P Z Y VO LOSK I

Chip Zyvoloski is senior attorney for indirect lending at Wolters Kluwer Financial Services. For more information, visit www.wolterskluwerfs.com/indirect.

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