Texas Dealer April 2018 by Texas Independent Auto Dealers Association

Also In This Issue: – Michael W. Dunagan on Indirect Liability – Obstacles to Dealership Success – Benchmark Rules You Haven’t Seen Before

IT ADDS UP. ADESA.com/Rewards

2018 TIADA Board of Directors PRESIDENT Greg Zak/Dixon Motors 7902 North Freeway Houston, TX 77037 Office: 281.931.1300 Email: greg@dixonmotorcars.com PRESIDENT ELECT Juan Sabillón/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017 Office: 713.644.2446 Email: jmsabillon@mitierraautosales.com CHAIRWOMAN OF THE BOARD Kathrine Tolsch/CICO Auto Sales 11050 Harry Hines Blvd. Dallas, TX 75229 Office: 214.352.9282 / Fax: 214.352.8227 Email: cicoauto@verizon.net SECRETARY Robert Beck/Stop N’Drive Motors 711 N. General McMullen Dr. San Antonio, TX 78228 Office: 210.432.1101 Email: stopdrive@texas.net TREASURER Mark Jones/Mike Carlson Motor Company 264 Exchange Burleson, TX 76028 Office: 817.703.7973 Email: mjones@mcmcauto.com VICE PRESIDENT, WEST TEXAS (REGION 1) Paul Scott/Fiesta Motors – Lubbock 2599 74th Street Lubbock, TX 79423 Office: 806.765.3640 Email: pscott@gofiestamotors.com VICE PRESIDENT, FORT WORTH (REGION 2) Eddie Hale/Neighborhood Autos 1717 US 287 Decatur, TX 76234 Office: 940.539.2272 Email: ehale@neighborhoodautos.com VICE PRESIDENT, DALLAS (REGION 3) Greg Reine/Auto Liquidators 39670 LBJ Freeway Dallas, TX 75237 Office: 972.780.0001 Email: greg@autoliquidators.net VICE PRESIDENT, HOUSTON (REGION 4) Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 Office: 713.641.0980 Email: ryan.winkelmann@sbcglobal.net VICE PRESIDENT, CENTRAL TEXAS (REGION 5) Robert Blankenship/Texas Auto Center 6809 N IH-35 Austin, TX 78744 Office: 512.280.5333 Email: bob@texasautocenter.net VICE PRESIDENT, SOUTH TEXAS (REGION 6) Armando Villarreal/McAllen Auto Sales 4215 S. 23rd Street McAllen, TX 78503 Office: 956.668.8088 Email: armando@mcallenautosales.net VICE PRESIDENT AT LARGE Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753 Office: 512.828.0001 Email: greg@risingfastmotorcars.com VICE PRESIDENT AT LARGE Vicki Davis/A-OK Auto Sales 23980 FM 1314 Porter, TX 77365 Office: 281.354.3355 Email: aokautosales@embarqmail.com TIADA EXECUTIVE DIRECTOR Jeff Martin 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am - 4:30pm 512.244.6060 • Fax 512.244.6218 jeff.martin@txiada.org

Volume XVIII

/ Issue 4

/ A p r i l 2 018

texasDealer

5 Officers’ Message

contents

by Robert Beck, TIADA Secretary

7 Local Chapters 11 Legal Corner: Is a Car Seller Liable for Accidents Caused by His Buyer? by Michael W. Dunagan

12 Upcoming Events 16 TIADA Member Application 17 How Will Self-Driving Cars Impact the Economy by Lisa Copeland

20 On The Cover: The Golden Rule of Dealing with State Auditors by Phil Lathrop

24 TIADA Annual Conference and Expo 31 Obstacles to Dealership Success by Chuck Bonanno

35 B enchmark Numbers You Haven’t Seen Before by Kenny Atcheson

42 2018 Auction App Directory 44 TIADA Scholarship Application 45 New Members 46 Behind the Wheel by Jeff Martin

Registration Now Open for 2018 Conference! Dealers can now register for the TIADA Annual Conference & Expo. This year the conference takes place at the legendary Hilton Anatole in Dallas July 29–31, 2018. In addition to the new location, we have expanded our expo hall. That’s right, the largest dealer expo in Texas just got bigger! There will also be more networking opportunities and even more of the world-class education for dealers. Go to www.TiadaAnnualConference.com to sign up today! The Editor of the Texas Dealer magazine is Michael Spurlin, Social and Communications Director of TIADA. To change your address for subscription and/or for other TIADA products, call the TIADA state office at 512.244.6060 or fax 512.244.6218. E-mail: info@txiada.org. New Membership/Subscriptions: If you are a member of TIADA, you may receive this magazine free of charge. Membership year runs from Jan 1 to Dec 31. Back issues are available for $20 each subject to availability. Send a check or money order, along with your name and mailing address to TEXAS DEALER, Attn: Back Issues, 9951 Anderson Mill Rd., Suite 101, Austin, TX 78750. Sorry, no billing. Notice to all members concerning services and products: TIADA was established in 1944 to develop professional standards of service and conduct for the independent auto industry. Opinions expressed herein are not necessarily those of the TIADA management, the Board of Directors or the membership. Likewise, the appearance of advertisers or their indemnifications of TIADA does not constitute endorsement of the products or services featured.

officers’ message by Robert

What TIADA Has Taught Us

t’s what you don’t know that ends up costing you the most. The things you do know, you can do something about before they end up costing you. This is the motto we have tried to live by at Stop N’ Drive Motors in San Antonio. When we opened in 2005, neither my business partner (Nelsen Simonsen) nor myself had owned a car lot before. We had both been around the car business for many years though. I marketed a nationally known automotive sales trainer named Jackie B. Cooper, and Nelsen worked in sales for Bob Miller’s Credit Cars in Austin and managed a Red McCombs EZ Motors location here in San Antonio. Neither of us started with a ton of cash. We both used what savings we had accumulated, borrowed against personal lines of credit, and we contributed a lot of sweat equity in starting our business. No silver spoon legacy was available to either of us. The first decision we made — before we had a location, license, or even a name reserved with the Secretary of State — was to join TIADA. We were seeking the best information available regarding how to operate a buy-here pay-here lot in Texas. Nelsen and I sat down this morning and were brainstorming items we have learned because of our involvement over the years with TIADA. Most of which we have implemented at Stop N’ Drive Motors, some we have not. I felt it would be useful to include in this article the list we came up with. It is by no means exhaustive as that likely would take up this entire magazine,

Beck

Stop N’Drive Motors (San Antonio) TIADA SECRETARY

but here are the most important ideas we’ve found because we have been active in TIADA functions:

Sales Tax Deferral — This came about long

before we opened, but I feel it is of such importance to my business that I must give credit to those who came before me in TIADA for getting this passed in the legislature and signed by the governor back in 1993. Dealers I’ve met in other states marvel that our state of Texas would be forward thinking enough to allow dealers to pay sales taxes as they are collected and not at the time of sale.

DMS Selection — We selected our DMS provider before we opened our doors and we’re still with them. We wanted a company who was from Texas and appealed to members of TIADA, so we selected one who advertised in Texas Dealer magazine. Although we knew their placement of an ad was not an endorsement by the association, we figured that any company who understood TIADA members would likely understand our business as well. I’m happy to say we could not have been more pleased with our DMS product. It does everything we need to do including reporting to the credit bureau. They’ve always been quick to implement requested modifications in the software, and the price is very affordable.

The first decision we made — before we had a location, license, or even a name reserved with the Secretary of State — was to join TIADA. April 2018

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Collections — Over time, we’ve come to regard

this as THE MOST IMPORTANT department in our buy-here pay-here business. We’ve learned from other TIADA dealers on conference panels how to use a carrot and not a stick approach to collecting the cash, not cars. We found the Payment Arrangement Form we use all the time in a collections seminar as well as our door hanger. We practice the principle of escalation we’ve learned from TIADA seminars, and we’ve also learned to be a little easier on putting the customer back in the vehicle post-repo as soon as reasonably possible.

on the street. At the time, we just wanted those vehicles “producing” again. We lowered our underwriting standards and rolled more than a few $500 down deals just to get the accounts reestablished. Well, we paid for it when we soon repossessed the same vehicles again and this time they were beat up a lot more. One fellow dealer at annual conference that year told us when we related this to him to “look at every deal every time exactly the same way.” He was urging us to maintain our business model. We’ve followed this during the last several years while subprime has eaten our industry’s lunch. And so far, we’re fine.

Underwriting Techniques — From the day

we opened, we have been “the bank.” At first, we did a few third-party finance deals, but now we don’t do any. While we do pull credit, we do not utilize credit scores on the advice of Michael Dunagan, TIADA’s general counsel. This exempts us from the reporting requirements of the Risk Based Pricing regulations and reporting. We have also learned from other dealers at the annual conference about what items are important in reviewing a potential customer’s credit application. We want at least six months on the job and six months at residence. We don’t like our car payment to be more than 20% of their take home pay. We also learned an expensive lesson early on in our history by being lax in underwriting when putting repos back

Use of GPS Locators — When we first opened

up, we didn’t feel like spending the money necessary to equip every unit we sell with a GPS unit. We thought we could pick and choose the units we should use a tracker on. I think it was the first annual conference we attended where we heard many other dealers talk about their experience with trackers. We soon realized we lacked the crystal ball necessary to accurately predict who was going to pay or not pay. We decided we wanted a GPS on every unit we sold and have done so for many years.

Repo Processing — When we opened, we

had never repossessed a car before! We had to learn what procedures to follow and had to avoid mine

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April 2018

fields that could cause trouble, such proper documentation and notices to customers. We attended several of the TIADA Dealer Academy seminars and learned not only the proper repo processes, but also gave us invaluable tips on all the compliance issues we as dealers must adhere to. We purchased Mr. Dunagan’s books on self-help repossession and have followed his recommendations religiously. Over the years, we’ve been audited twice by the OCCC and once by the IRS. All of these audits were

So, I’ll call that a success. It was easy to use, and we had knowledge and control over the disbursement of the advances and tax refunds.

Digital Analytics —

Online advertising on Facebook and Google have become necessities in this business. Being able to appeal directly to those who drive by my car lot regularly, or those who fit my customer profile wherever they live in our market area, but especially those close-by are such powerful tools.

Whether it’s the documentation which should be in our deal jacket, interest rates I’m allowed to charge, letters I should send to our customers for various reasons, or documenting our Red-Flags procedures on each deal — these and many more land mines out there will take you down if you don’t have a mindset of compliance with governmental regulations. no-change audits thanks to us utilizing information we have learned from attending TIADA classes.

Tax Advance & Preparation — We’ve

heard dealers talk about this at the annual conference for a couple of years and finally decided to use a tax return provider this year. So far this tax season, we have made five additional deals directly from our participation in the program.

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By attending the classes offered during the annual conference, we have been able to figure out what works online and more importantly how to KNOW that it works. We’ve learned the right selection of Google Adwords and how to maximize our Facebook presence with those who fit our business model.

Reputation Management — There

was a time when I considered

Local Chapters VICTORIA Billy Jurkash Northpoint Auto Sales, Inc. 361.655.9191 npas@att.net Meeting – 1st Monday (Monthly) FORT WORTH David Byrd Byrd Autos 817.915.2185 david@byrdautos.com Meeting – 4th Thursday of Jan–May and Sep–Oct DALLAS COUNTY Eddie Hale Neighborhood Autos 940.539.2272 ehale@neighborhoodautos.com Meetings as needed/TBD HOUSTON Rick Maroney Maroney Auto Sales 713.691.3800 rmaroney@usa.net Meeting – 2nd Tuesday (Monthly) SAN ANTONIO Robert Beck Stop N’ Drive Motors 210.432.1101 stopdrive@texas.net Meetings quarterly (dates announced at www.txiada.org) EL PASO Ricardo Gardea Cars Plus 915.778.8285 cars_plus@att.net Meeting – 3rd Friday (Monthly) 7

Google reviews to be unimportant. I considered the internet to be the Wild West with Google attempting to be the all-powerful dispenser of what was “good” for you. I preferred the old-school Better Business Bureau because they at least had a review process in place to weed out lies and junk, and then to only report the truth about any given business. I felt Google was leveraging misinformation for their own benefit. We then woke up one day and

realized that online free-wheeling reviews are a fact of life now and are here to stay. On that day, we had a 2.8 on Google due to a couple of bad reviews from folks who had utilized a truckload of poetic license in their reviews of our car lot. One lady opened our door during tax season, threw the keys to her car on our floor and left. She would not respond to any of our phone calls to see if she wanted to sign a voluntary return form. She then flamed us on Google because

we had reported a repossession! Anyway, we decided after attending classes and talking with several other dealers at the conference that year to manage our own online reputation. We didn’t want to pay an outside company to do what we could easily do ourselves. So now, we simply ask for a review every time we close a deal, finish a repair, or take a payoff. We ask our customer to type in how they feel about our car lot and their transaction with us. Our Google rating is now 4.3 and we’ve had several customers tell us they chose us because of our good reviews. They also tell us they can tell which of the reviews are “honest” and which ones are not.

Compliance — Whether it’s the

documentation which should be in our deal jacket, interest rates I’m allowed to charge, letters I should send to our customers for various reasons, or documenting our red flag procedures on each deal — these and many more land mines out there will take you down if you don’t have a mindset of compliance with governmental regulations. I’ve found TIADA to have excellent relationships with the government agencies who have oversight responsibilities over my business. At every class or conference I’ve been to, I’ve learned something which will protect me, my investment in this business, and therefore my family.

So, there you have it, and this is not even the complete list! I could name at least five more ideas from my brainstorm session with Nelsen this morning. But suffice it to say, we have always found many valuable benefits from being active members of TIADA. If you haven’t already, I hope you will take advantage of opportunities to benefit your dealership as well.

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legal corner

Is a Car Seller Liable for Accidents Caused by His Buyer?

by Michael

Dunagan

Dealer Question: I’ve received a demand letter from an

attorney who represents an individual who was injured in an accident with one of my customers. My customer did not have liability insurance and the attorney claims I have liability because I failed to ensure that my customer had liability insurance before delivering the vehicle. My questions: (1) Do I have a duty to see that my buyers have liability insurance? And (2), if they don’t, do I have liability for accidents they cause?

Response: At one time, dealers were obligated to present

proof of liability insurance for their customers at the time of title transfer. While that law was in place, dealers were constantly struggling with their customers to bring in proof that they had liability coverage, and in many cases, missed the deadline for making timely transfer. This problem was resolved when the proof-of-liabilityat-title-transfer requirement (as to dealers) was dropped by the Texas Legislature. But there are some folks out there who still think that selling dealers have the responsibility to see that their buyers have liability insurance, or should otherwise be responsible for the accidents the customers cause.

irst, one point needs to be made clear. No one questions the goal of universal liability coverage for drivers. All drivers should have liability insurance. How it should be enforced and who should bear the burden of obtaining it are, however, valid topics for debate (dealers should notify their customers in writing at closing that they are required by state law to have liability insurance). But the reality is that there will always be people driving on the states roads and highways who don’t have current liability coverage. It is thus necessary to examine the law of liability and see how it applies to a motor vehicle seller.

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TIADA GENERAL COUNSEL

In order to be negligent in the ordinary sense, a person must be driving the vehicle. Unless the selling dealer or one of his employees was driving the vehicle when the accident occurred, the dealer wouldn’t be negligent in breaching a duty to drive safely.

Generally, to be liable for an accident, a person must breach some duty to the injured party. For example, a driver of a vehicle has a duty to maintain control of his vehicle so that he can avoid striking a vehicle in front of him. If he causes an accident by driving too fast, by not keeping a proper watch out, by not braking soon enough, or by violating some traffic law, he has breached that duty. Or put another way, he has been negligent. In order to be negligent in the ordinary sense, a person must be driving the vehicle. Unless the selling dealer or one of his employees was driving the vehicle when the accident occurred, the dealer wouldn’t be

negligent in breaching a duty to drive safely. So, in a situation where the driver of a vehicle who causes an accident is insolvent and uninsured, an attempt is often made by the victim to reach the deep pockets of a dealer (or, more accurately, the deep pockets of the dealer’s insurer), through alleging a breach of some other duty by the seller of the vehicle. One such theory is called negligent entrustment. This type of negligence refers to the negligence of an owner in entrusting a vehicle to someone the owner knows, or should know, is an unsafe driver. Some people think 11

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— incorrectly — that the owner of a vehicle is automatically liable for the negligence of someone else. First, mere ownership without something more is not a sufficient legal basis for liability. Second, a dealer who has sold a vehicle, even if a lien is retained, is not the owner. A seller who has completed a sale is no longer the owner, even if the title certificate hasn’t yet been transferred. A dealer client once received a demand letter from an attorney who happened to be the person that the dealer’s buyer had rear-ended. The buyer didn’t have liability coverage. The attorney/victim demanded that the dealer take responsibility for the damages because the attorney/victim had been informed by an attorney for the Motor Vehicle Division that, since the dealer had not yet transferred the title, he was still the owner of the vehicle. Being the owner, the MVD attorney concluded, the dealer was liable. In this case, both attorneys were wrong. Under almost identical facts, the Court of Civil Appeals San Antonio held that a selling dealer could not be liable for negligent entrustment, even though the title certificate had not yet been transferred at the time of the accident. First, the court held, the law of Texas is that a seller can not have liability under negligent entrustment. Next, the court addressed the non-transfer issue by concluding that ownership passed upon signing the sales contract papers, payment of the down payment, and delivery of possession to the buyer. Title transfer, while important, was not the same as transfer of ownership. The Texas Supreme Court, in the case of National Convenience Stores, Inc. v. TT Barge Cleaning Company, refused to review or change the long-established rule that a seller in

Texas can’t be held liable for the acts of a buyer under the theory of negligent entrustment. We’ve seen several attorney demand letters and even lawsuits that alleged that the selling dealer had a duty to make sure that the buyer had liability insurance. None of these claims has succeeded. One of the most puzzling aspects of the argument that a selling dealer has some type of obligation with regard to liability insurance is just how far the obligation would extend. If, for instance, the dealer required that a buyer have an insurance card, and the card was good for only thirty days, would the dealer be obligated

Some people think — incorrectly — that the owner of a vehicle is automatically liable for the negligence of someone else. to see that the policy was renewed? What if an accident occurred on the thirty-first day and the insurance company denied the claim? How about an accident a year later? What if the insurance card was forged? The fact of the matter is that motor vehicle sellers have no obligation with regard to the liability insurance of their buyers. Our firm has been successful in defeating all suits filed against our dealer clients, usually via dismissal early in the proceedings. Yet dealers continue to receive demand letters in such situations and, occasionally, lawsuits. If such a letter is received, however, it should not be ignored. The dealer should contact his or her attorney and also consider notifying the garage-liability carrier about the claim. T e x a s

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The fact of the matter is that motor vehicle sellers have no obligation with regard to the liability insurance of their buyers. One warning about relying on the defense of a completed sale: this defense would not be available if the sale is incomplete. In one court case a dealer “sold” a vehicle to an employee, but failed to have all the paperwork signed. The dealer was found liable under the theory of negligent entrustment when the employee caused a wreck without liability insurance, even though the accident occurred on the employee’s personal time. Another word of warning: This rule does not apply to test drives. A seller could theoretically be held liable under a negligent-entrustment claim. Thus, it is risky to allow a potential customer to test drive a vehicle without (1) a current driver’s license and (2) a valid liability insurance policy. The law carries a presumption that an unlicensed driver is an unsafe driver. It would be an easy step to establish that a dealer negligently entrusted a vehicle to an unlicensed (and thus, unsafe) driver in a demonstration drive situation. With regard to liability insurance coverage, dealers should make sure that customers test driving vehicles are covered by the dealer’s garage liability policy or,

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alternatively, that the test driver has his or her own liability insurance. Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for over 40 years. He has written a number of books and hundreds of articles for trade journals and law reviews. His clientele includes dealers, banks, finance companies, auto auctions and credit unions.

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TIADA texas independent automobile dealers association

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PLEASE INDICATE PAYMENT METHOD: Check or Money Order payable to TIADA Check # __________ Credit Card Card Number: __________________________________________________ Sec.Code: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Expiration Date: ____________ Monthly Payments - $41.58 per month Via Credit Card (Please enter card information above) Via Bank Draft (Authorization Agreement required - contact state office)

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Dues are not deductible as charitable contributions for income tax purposes but may be deductible as miscellaneous itemized deductions, subject to IRS restrictions. It is estimated that 20 percent of your dues dollars is used for lobbying activities and is therefore not deductible.

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feature

How Will Self-Driving Cars Impact the Economy

FeaturedPresenter by Lisa Copeland CEO and Founder of Lisa Copeland Global Enterprises

recently returned from my first media day at the Chicago Auto Show. There were many beautiful new designs and product launches. I must say, the autonomous car craze caught my attention. Whether level one or level four, it’s fascinating to this former car dealer how consumers will react to “losing control.” The consumers I interviewed seemed excited about the possibilities. The development of self-driving cars has triggered a great deal of excitement. Not only are autonomous vehicles

Replacing Humans on Assembly Lines

The mere thought of humans being replaced by advanced technology scares a lot of people. According to experts, robotic machines will be given the task of building self-driving cars. This could cause thousands of people to lose their jobs. Over time, the entire automotive industry could be altered forever. Even the most skilled human worker will have a hard time competing with robots. I have toured many automobile factories in Detroit. Although the assembly lines are heavily robotic, it will even become more prevalent.

Commercial Trucking

designed to create a safer roadway, but they also promise to boost society’s productivity. You will no longer be burdened with the task of driving your car. Despite the many potential benefits of driverless cars, some people are still quite skeptical. Here are the fundamental ways that autonomous cars could impact the national economy. April 2018

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Today, there are millions of commercial truck drivers in the United States. Even during the most recent economic depression, the demand for truck drivers remained high. New vehicle technology could drastically change the future. Automakers such as Tesla have already started to design self-driving trucks. The average commercial driver currently earns roughly $42,000. If self-driving trucks gain popularity, human drivers could become a thing of the past. The unemployment rate is bound to experience a significant increase. From food to fuel, fully autonomous tractor-trailers could be used for transporting a variety of things. Companies will 17

no longer feel the need to pay a human driver to do the same job. When interviewing several executives in the trucking industry, I was told that they believe that the autonomous truck is only five years away. There are two large hurdles. First is the insurance. Insurance companies rate the driver today. What if there is no driver? Also, the executives I interviewed believed that the highways would need lanes dedicated solely to autonomous trucks. Given the slow pace that Texas has built IH 35, the only interstate through Texas to Mexico, I think that five years is ambitious.

Service Drivers at Risk

The emergence of companies such as Uber and Lyft has made it easier for people to commute. When driverless vehicles become widespread, a lot of transit workers will be out of a job. From picking up school children to carrying passengers around town and to other destinations, autonomous vehicle technology will allow computers to control virtually every aspect of transportation. Many traditional drivers will be forced to take a back seat to modern technology.

Potential Economic Benefits

You can’t overlook the potential advantages of selfdriving cars. One of the main benefits of autonomous

vehicles is the reduction in the number of car accidents. With the help of advanced sensors, these vehicles will be able to anticipate a crash before it happens. Improved time management is another potential perk of having a driverless car at home. Instead of worrying about navigating the road, you can spend valuable time answering emails. Many experts also believe that autonomous vehicle technology will reduce fuel costs. Because driverless vehicles will be so intelligent, they will quickly be able to determine the most efficient route to your destination. Earlier this year, Elon Musk launched a convertible Tesla into space. Isn’t anything possible? I challenge you to stay curious and informed about the disruption that is not only affecting the automotive industry but every aspect of our lives. Tune in weekly to my FB live show “Sell Big” — The Art of Making Money or if you are a podcast lover every Friday my PodCast “The Art of The Big Sell.” I interview AMAZING people who have taken the one “Big Idea” and turned it into the ultimate success story. Lisa Copeland is an international keynote speaker, TV personality, best-selling author, podcast host, award winning sales expert and former automotive dealer principal. She will be presenting at the 2018 TIADA Annual Conference & Expo taking place from July 29-31 at the Hilton Anatole in Dallas, Texas.

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800-687-3236 / Fax (817) 581-1921

WE ALSO OFFER THESE COVERAGES:

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D e a l e r

April 2018

on the cover

Dealing

by Phil Lathrop VP Auto Sales

The

Golden Rule of

with

State Auditors D

ealing with auditors is a part of the business nobody enjoys, but dealers can make the process go smoother. Below, former TIADA President Phil Lathrop shares his best advice for dealing with state auditors. “Hello, this is John Auditor with the State of Texas and we need to schedule an audit.” Why did I answer the phone? Weren’t they here six months ago? How much is this going to cost me? After the initial reaction, we all know audits are inevitable and a part of doing business. Besides, a bad attitude is bad for sales. In my years of business, I have heard many auditor torment stories. Put them in the office with no air conditioning. Give them the files in no order in a big box. Disappear, don’t answer any questions. Let them figure it out, etc. What I finally decided was best,

was to accept the fact these are people doing a job and cooperation is the fastest way to get it over with. People are people. My last audit was by OCCC. I set the time and date with the auditor, gave her my cell phone number, and my office manager’s name and number, in the event she could not reach me. I told her where to park and which door to come in. I alerted all staff, that she would be coming, who she was and what she would be doing. Before her arrival, I had all the requested files in order in file boxes in alphabetical order. I gave her the conference room, as it had the biggest table and was out of the busy area of the dealership. Upon her arrival, I introduced myself and gave her a business card. I introduced the office manager as her contact person. The office manager showed her where we had her set up in the conference room and where the facilities and water fountain were

located. She was shown where to find me and the office manager and to not hesitate to ask questions. The office manager and I coordinated schedules so one of us was here, when the auditor was here. Periodically we would check to see if she needed anything. She did have many questions and we answered all in detail. The audit went smoothly and we were given some small changes, but no penalties were accessed. Before she left, I explained that as a member of TIADA, we are trained in compliance and have a good rapport with the state agencies. If she had had a bad experience with a dealer in the past, I tried to turn it around. I am sure bad experiences are shared among auditors, as TIADA members, we need to show professionalism and have the best possible relationship with these agencies and their staff. T e x a s

D e a l e r

April 2018

In Their Own Words... A State Auditor Shares Tips with Texas Dealer

Texas Dealer spoke directly with Mark Zimmerhanzel, the Assistant Chief of the Texas Department of Motor Vehicles, Enforcement Division, to hear some of his advice for dealers being audited that will make the entire process easier. “Whenever I talk to the dealers I tell them we are firm but fair,” Zimmerhanzel said. “We are here for the dealers as much as we are for the consumer. Voluntary compliance and education is our goal.” Zimmerhanzel said one of the biggest obstacles he and other TxDMV auditors face is that dealers are just not that familiar with them. “There are only 18 of us in the whole state,” he explained. “ So, some dealers have never seen us. They don’t know who we are or what we’re doing.” Zimmerhanzel shared some very simple advice for any dealer encountering an auditor on the lot. “As for our credentials. We all have a badge and an ID signed by the Director. We will be upfront about who we are if there are any doubts.” He also wanted to remind dealers that TxDMV officials can in fact come in unannounced. They do not need a permit. However, he stressed these visits do not have to interrupt a dealer’s business. “We can do most of our job without even tying up their time. We are going to walk the lot. We are going to look for the Buyers Guides, check that the plates are removed, inspect the premises for the sign and business hours. Then, we are going to check a few files.” He said that for him and his auditors, they only need the dealer to provide them with the files. They don’t want to go through their file storage and disrupt their system or lose any of their files. They would prefer the dealers maintain control of that themselves. Finally, Zimmerhanzel said his last goal is to educate the dealers. “Every dealer contact I make, I ask them if they have any questions. I ask all my employees to do that too. I tell them upfront, that education is key. All we are seeking is voluntary compliance. We don’t want to put you out of business. That isn’t benefiting the state, it is not helping you feed your family. “Some dealers automatically think that since we’re in enforcement, we are coming to find the goods on them. We are there to gather evidence. That’s all we are there to do, to be fact finders. We’ve cleared as many dealers as we have helped consumers in my lifetime. That’s one thing I just want all the dealers to know.” That’s an important fact to remember that may make your next audit less painful.

April 2018

T e x a s

D e a l e r

Have you downloaded the new

TIADA Auction App yet? Same great savings in the convenience of a mobile app! Never worry about losing or forgetting your card again! FREE buy/sell fees up to $200 at participating locations. More than 40 auctions across the state

How to download and register: Android Users

Apple Users

1. Search “TXIADA” in the Google Play Store 2. Open the app, scroll down to CREATE ACCOUNT 3. Fill in ALL the fields and select DONE when finished

1. Go to the App Store and search “IADA” 2. Download and open the app 3. Select “Membership Rewards” 4. Select “Texas — TIADA” 5. Scroll down to “CREATE ACCOUNT” and fill in all the fields. Select DONE button when finished.

After you have created an account, TIADA will verify your membership and email that your app is ready to use!

M RE 90

MOBILE BUSINESS

TOOLS AND TECHNOLOGY TO HELP ME MANAGE BUSINESS MY WAY*

BILLY GRAHAM | GRAHAM AUTO SALES | LOGANVILLE, GA

NextGear Capital has the tools that help me increase my inventory and market share and maximize my floor plan. Account Portal has simplified my world. As long as I have my smartphone with me, I’m in business. I can pay off vehicles, search for MMR and manage my cash flow, all with the touch of a button. BILLY GRAHAM | GRAHAM AUTO SALES Smart. Simple. Fast. | Learn how Billy gets MORE at nextgearcapital.com *This testimonial was received via interview, audio and/or video submission. This testimonial is based on this dealer’s individual experiences, reflecting real life experiences of a NextGear Capital dealer. NextGear Capital does not claim they are typical results that dealers generally will achieve. This dealer’s experiences may not be indicative of future performance or success of any other dealers. Some of the testimonial has been shortened so the whole message is not displayed due to length and/or relevance.

FEATURED

Presenters

BHPH

SPECIAL FINANCE

MANAGEMENT

BRENT CARMICHAEL

JUSTIN OSBURN

ERIKKA TIFFANI

EXECUTIVE CONFERENCE MODERATOR, 20 GROUPS NCM ASSOCIATES, INC.

20 GROUPS MODERATOR & TRAINING CONSULTANT NIADA

SALES & BUSINESS DEVELOPMENT MANAGER AUDI MARIETTA

9 STEPS TO A SUCCESSFUL COLLECTION CALL

SETTING GOALS TO SELL MORE CARS AND HOLD MORE GROSS

COFFEE IS FOR CLOSERS

What’s NEW

“It’s hard to tinker with a conference that has been busting at the seams, but we are always looking to improve.” JEFF MARTIN, TIADA Executive Director

New Location

JULY 29–31, 2018 HILTON ANATOLE HOTEL DALL AS, TEXAS

The best dealers in Texas, the best education anywhere.

COMPLIANCE

TECHNOLOGY

The legendary Hilton Anatole Hotel in Dallas will be the host of this year’s conference. The Anatole is a spectacular venue that will allow the conference to grow but still has the resort feel attendees have become accustomed to like their indoor and outdoor facilities including V Spa, Verandah Health Club, the new JadeWaters resort pool complex and a private Sculpture Park.

M ore Booths This year’s expo is on pace to be our largest ever with over 120 booths. Attendees will also find more education, including hands-on demonstrations, classroom education panel discussions and back by popular demand, the dealer roundtables. Many of the hands-on demonstrations and networking education will take place in the expo so the expo will be open longer.

New Expo Hall Pass CORRIE THOMPSON DIRECTOR OF ENFORCEMENT TEXAS DEPARTMENT OF MOTOR VEHICLES

THE FOUR MOST MISUNDERSTOOD DEALER RULES

OWEN MOON

CEO DEALER ACCELERATOR

EMBRACING TECHNOLOGY: 5 SIMPLE THINGS YOU CAN DO IMMEDIATELY TO HELP YOUR DEALERSHIP BE MORE SUCCESSFUL ONLINE

Dealer only expo passes are available this year for $149. There is no better networking available and dealers have asked for this option for a couple of years now, here they are! This pass is also available to spouses and kids who want to enjoy the expo. With all the education, networking and vendors in one spot, this is a steal.

OUR

CURRENT

thank you

P L A T I N U M

G O L D

S P O N S O R S H I P & E X H I B I T I N G O P P O R T U N I T I E S A R E S T I L L AVA I L A B L E .

T e x a s

D e a l e r

April 2018

SPONSORS S I L V E R

S P E C I A L T Y

Alliance Auto Auctions – Monday WIFI CP Insurance Associates – Special Membership PrimaLend Capital Partners – Meeting Digital Signage Randi Long Insurance – Welcome Reception Adesa – Hotel Keycard TradeRev – Dealer Excursion V12Software – Lanyards ACV Auctions – Monday Happy Hour Fergus Capital LLC – Monday Happy Hour InterActive Financial Marketing Group – Guest Room Mirror Cling Decal B R O N Z E

A N D

C O P P E R

700 Credit Advantage GPS by Procon Analytics AFC AGORA Data, Inc. Alamo Financial Alpha Warranty Services American Risk Services Auction123, an ARI Company AUL Corp. Auto Master Systems, Inc. AutoAction AutoManager Inc. AutoTrader AutoZoom Big Valley Auto Auction Buckeye Dealership Consulting Calhoun Law Firm, PLLC Calldrip Car Care Promotions–MyCarCarPlan.com CARFAX CarMax Auctions Dealer Market Exchange PR LLC DealerCenter DealerSocket Floorplan Xpress, LLC IAA Ignite Consulting Partners Lane Gorman Trubitt, LLC Lobel Financial MicroBilt NextGear Capital Passtime GPS PaymentVision Podium Preferred Dealer Solutions Rice-Christ, Inc. RouteOne SDA, INC. Shilson Goldberg Cheung & Associates LLP Sterling Credit Corporation Tax Refund Services Tax Max TEI Insurance Agency, Inc. Texas Lone Star Auto Auction–Lubbock The Innovate Companies Tri State Dealer Services TrueCar United Acceptance, INC. vAuto Westlake Financial Services Williams & Stazzone Insurance Agency, Inc. C O N TA C T PAT T Y H U B E R AT PAT T Y. H U B E R @ T X I A D A . O R G / 5 1 2 . 3 1 0 . 9 7 9 5 April 2018

T e x a s

D e a l e r

2018 TIADA Annual Conference & Expo July 29-31, 2018 Hilton Anatole Hotel – Dallas, TX Customize your conference experience by selecting from the options below. Please complete the registration form and return it with payment in full to the address listed or for online registration, go to www.TiadaAnnualConference.com.

CONFERENCE OPTIONS

EARLY BIRD RATE through June 29th

Full Conference Pass—Dealers Only (includes Welcome Reception, Monday & Tuesday Education /Sessions, Expo Hall, Luncheon & Awards Dinner) 1st Registrant 2nd Registrant* 3rd + additional Registrant*

One-Day Dealer Pass (select Monday, July 30 or Tuesday, July 31 (Monday Pass includes General Session, Learning Tracks and Expo Hall) (Tuesday Pass includes Expo Hall, Learning Tracks, Luncheon, Excursions)

Save $100 per attendee. $595 $495 $395

$495 $395 $295

$300 $400 non-members

Expo Hall Only Dealer Pass

$149

(includes Expo Hall Activities)

Non-Member (Dealers only) TADA and out-of-state IADA members are eligible for TIADA member rate (coupon code required)

$895 $795 (except as noted)

Awards Dinner Tickets Additional tickets many be purchased in conjunction with a dealer full conference pass* for your guest(s), spouse or children (10 & older); under 9 FREE.

$50

* one dinner ticket included

Special Membership Ticket—Win $10,000 Each $100 membership donation enters you in the $10,000 drawing to be held at the Conference. You need not be present to win!

$100/each

Sponsored by CP Insurance Associates *Registrants must be from same dealership to receive discounted rate

Discounted guestrooms are available for $180/night plus $8 discounted resort fee for TIADA Conference attendees. Please contact the hotel directly to book your room. Must be reserved on or before June 29th to receive discounted rate.

Hilton Anatole Hotel / 2201 N. Stemmons Frwy / Dallas, TX 75207 Call 214.748.1200 or book online TiadaAnnualConference.com/hilton-anatole.com

Dealership: ______________________________________________________ Phone: ___________________ Address: ________________________________________________City/ST/Zip: ______________________  1st REGISTRANT

 FIRST TIME ATTENDEE

 Primarily BHPH Dealer

 Primarily Retail Dealer

Name: ____________________________________Name for Badge: ________________________Title: _______________________ Email: _______________________________________________  FULL CONFERENCE ($495 early bird through June 29th $595 standard)  ONE DAY PASS- Monday ($300)  ONE DAY PASS- Tuesday ($300)  EXPO HALL ONLY PASS ($149 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)  Addt’l. Awards Dinner Ticket FREE (Child 9&under) ($0 x ____)  TIADA Special Membership Tickets ($100 x ____)

 2nd REGISTRANT

$___________ $___________ $___________ $___________ 1st Registrant Subtotal $__________

 FIRST TIME ATTENDEE

Name: ____________________________________Name for Badge: ________________________Title: _______________________ Email: _______________________________________________  FULL CONFERENCE ($395 early bird through June 29th $495 standard)  ONE DAY PASS- Monday ($300)  ONE DAY PASS- Tuesday ($300)  EXPO HALL ONLY PASS ($149 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)  Addt’l. Awards Dinner Ticket FREE (Child 9&under) ($0 x ____)  TIADA Special Membership Tickets ($100 x ____)

 3rd REGISTRANT

$___________ $___________ $___________ $___________ 2nd Registrant Subtotal $__________

 FIRST TIME ATTENDEE

Name: ____________________________________Name for Badge: ________________________Title: _______________________ Email: _______________________________________________  FULL CONFERENCE ($295 early bird through June 29th $395 standard)  ONE DAY PASS- Monday ($300)  ONE DAY PASS- Tuesday ($300)  EXPO HALL ONLY PASS ($149 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)  Addt’l. Awards Dinner Ticket FREE (Child 9&under) ($0 x ____)  TIADA Special Membership Tickets ($100 x ____)

Payment Information  Make check payable to TIADA.

$___________ $___________ $___________ $___________ 3rd Registrant Subtotal $__________

Total Amount Due $ ____________

 TIADA is hereby authorized to execute payment to the following credit card:

Credit Card Number _________________________________________________Exp. Date ____________

 AMEX

 Visa

 MC

 Discover

SVC _________

Name on Card _________________________________________ Authorized Signature __________________________________________ For additional dealer registrants, please call us at 512.244.6060. For more information or to register online: www.TiadaAnnualConference.com TIADA | 9951 Anderson Mill Rd, Suite 101; Austin, TX 78750 | Phone 512.244.6060 | FAX 512.244.6218 | conference@txiada.org

e-Tag Supplies —

In Stock for Immediate Shipment!

MOTO

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ETAIL

INSTAL

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SALES

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CONTR

ACT DAT E:

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purchased. vehicle being the motor interest in NT(S ) a security NPA YME Due I give you Date ED DOW owe you, DEF ERR or in the future charge of owe you Amount a late debt I now I will pay any other it is due, ses in it and days after my promi ct and all within 15 payment Charge. on this contra ce sts, owe entire I all ve my of the Finan lt, security intere p this To secure d of part do not recei Security: defau (1)Kee writing. get a refun t nonpayment, ge: If you ises in paym ent. so, I can NO.: Late Char n abou $ all prom sched uled . If I do ds. STOCK put....... informatio % of the er to........ I owe early yment refun ment for deal........ the ........ and prepa pay all that refer to this docu Ask........ rce. ........ nt: I can uled date, I will ............... DATE: to enfo Prepayme l Information: e the sched cult........ REDITOR: diffi........ full befor are........ SELLER/C ises........ Additiona repayment in .$ D prom........ ER : red ................ ................ FINANCE : Spo VIN NUMB ces) ken ADDRESS any requi servi ................ ANT AMO UNT ... $ ORT s, and ................ IMP sorie , ST, ZIP: ION OF ................ ........ acces CITY IZAT ........ ITEM YEAR ................ uding any ................ form. ........ER: ..$ e) ........ ........BUY PHONE: price: (Incl Color: ................ (2) R:abov box 1. Cash ................ UYE L .............. ment follow ing: CO-B(s) ment ....$ ................ MODE........ fied, the Downpay ................ 2. 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TIES FOR -in (if nega ................ part of these No.: ........ ........ trade ........ keep Stock er may = net ............... .$ ................ WARsRAN ................ lf (Sell ................ payment ................ minu 2) my beha price (1 ................ ................ Total down others on of cash ............$ ................ ................ paid to .: balance ss ................ ................ V.I.Nany.................. amounts 3. Unpaid y) ........ regardle company.. including ance ance comp Services tive equit repairs charges insurs, r and insur to any (nega to Othe $ ff 4. ... y for paid payo ance paid Accessorie insur trade-in onsibilit insurance Options,or companies damage A. Net $ damage no resp ...mes physical TOTAL company of physical er assu $ rages with CE $ insurance B. Cost ... nal cove . The deal paid to CASH PRI of optio REPAIRS t insur ance C. 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Amount the policy ing at this (Not Asse paid by Seller to govern fee and deputy Good Until e I want regaberdpaid under in the amou TO entary anyon has not eter is workTHE ITEMIZ andSED Charge with will be ge or loss nce from ants CAU IN 8. Financefee, and license fee inspection fee. Docum person to . The odom company st dama DUE $ the rty anceAGE and warr ts insura ED prope youis as ed again insur stated aboveINCLUDED byTY ge. DAM as TOTAL an esen name obtain insur Taxes, title retain $7.00 of each dama ge le repr may r FINANC IS teral PER ed to flood airab will ct. Ihase ed nce. I mustl milea the colla PRO Purc or unrep the Seller this contra expos law, You rty insura and actua INSURANCE loss AND byfigur I must keep Rate. ired a total not been owe under proof of prope URY 1. The trueBIL H SALE to red ntage ctnot INJ RANCE: not requce CAS and has ced. ITY been rende all that I you Perce subje is may ILY al title, paid repla fee LIA INSU give to TY balan ary fee ce subje ctils as I have red or FOR the Annuaryprinc has notBODreconditioned ipal ment . I agree PROPER nce until RGErepai sameAasdocument balanfor deta GEleFOR The vehic ipalAsk n of theA docu be the 2. ERA al fee. ess in Texas rebuilt/or this insura law. A CHA notoffici id princ no esof sale, by to the sale.ired COV id portio may cle. an salvage, ESS ing unpa a ación unpa not rate I must keep rized to do busin d vehi NCE is The relat requ time UNL act the issue : to s e is on this de document the URA contr uled. autho ment ary fee ce docu ment been of notic contract, Iosam Thisment docues. ge CT. must be %.docu as asched despac URANCE BILITY INS ling Code made rario Finan jo k char able es. 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feature

Obstacles to Dealership Success

FeaturedPresenter by Chuck Bonanno National Director, NIADA 20 Group Program

s I approach my thirtieth anniversary in the used car business, I think about what has remained the same and what has changed. The basic premise that there is a seller, a buyer, and a product has remained unchanged, but that is about all that hasn’t changed. Think back to the time you started and consider all the changes that have occurred. Some days it feels like a totally different business. We need to constantly educate ourselves to ensure future success. Sounds simple enough, but there are obstacles to learning, growing, changing and evolving. Those obstacles include tradition, comfort, fear and even success.

Tradition

Traditions are a wonderful thing. I certainly like my holiday traditions such as Thanksgiving and Christmas. They are comforting, happy and safe. Traditions in business can stunt your organization’s growth and evolution. I understand that your traditions got you here. I don’t deny that but, everything that got you to where you are today may mean nothing about where you go tomorrow. The world is changing, technology has changed, the market has changed and most recently consumer buying behavior has changed. If you stick to what has “traditionally” worked you may get left behind.

Comfort

When you build a business and it works, it is easy to get comfortable. It is natural, but can stunt your ability to improve. Comfort is doing what you know and doing it the way you know how to do it. Jim Collins wrote that “good is the enemy of great” in his book Good To Great. I believe that is an indictment of comfort in your business. You will not look for better ways to conduct business when you are comfortable. You will not question your methods. You will not seek challenging new ways to improve. Comfort is a naturally occurring condition

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as we humans seek comfort. In business, discomfort means change. Change is uncomfortable and scary. It is, however, necessary if you want continued success.

Fear

What is fear in your business? It can be fear of the unknown or fear of failure. Those are powerful feelings that can be erased by tradition and comfort. If we don’t try new things, we never get better. We must confront the fear of the unknown. What is the worst that can happen? Most great people and great organizations have had failures. Failure is not a four letter word. It is purely education. If you attempt a new method and it fails, learn from it. Many people and companies focus on the “what could go wrong” if we try something new. I like to focus on the “what could go right”. All we need to do is create a plan, carry out that plan and measure its success. Fear can be crippling and can paralyze an organization. You, as leader, must confront that fear. You must share your vision of change with your team and allow them to express their own fears. This will enable you and the team to get past the fear and make the changes. You must accept failure. Not everything you do will be successful but learn from it 31

and modify the changes until they do yield results. That is when the team becomes comfortable. You made new traditions. At that point, it is time to consider new options.

Success

How can success be an obstacle to learning? It can be the one aspect in business that stunts growth more than any other. Most dealers I meet, are very successful. They have grown a business, they make good money and typically have an excellent quality of life. They say they don’t need education because they’ve already got it figured out. That can be hard to argue. I counter with their definition of success. We are in the car business and selling cars is our business, but is that success? How many dealers go to work every day with a goal of selling cars? Most, but what about the big questions, the mission, the strategy, the end game? You need continuing education to figure out why you are doing what you do, how you can do it better and how you can achieve your “real” goals. I think about the evolution of a dealer and a dealership. When we started, we hoped to pay the bills and make a little money. Later, after some success, we wanted to figure out how to conquer the world, to be the biggest and best dealer. At some point in that quest, most dealers realize they won’t conquer the world (and that’s okay) and start thinking long term and the need for an exit strategy or a succession plan. Most dealers are

on an island, meaning they don’t know where to get the answers, create a path and achieve these “big” goals. That’s where education comes in; there are people, organizations and companies out there to help guide you to your answers. I never want to tell a dealer what he or she should do, but I will help get you there. There are so many educational opportunities available to you, including participating in our state and national associations, attending seminars, workshops, webinars, and the one that is near and dear to my heart, joining and participating in a 20 Group. The continuing education programs are out there, but you must take the step to get educated and you must continue that education. Learning should never end. If you feel you have learned it all, you are in trouble. The guy across the street from you may be continuing his/her education and will beat you. I also know the biggest challenge for most small, independent dealers is the challenge of time. How can I leave my dealership? I contend that you must leave the dealership from time to time to continue your education. You have to work “on” your business rather than “in” your business if you ever want to improve. Chuck Bonanno is the National Director of the NIADA 20 Group program. He will be presenting at the 2018 TIADA Annual Conference & Expo taking place from July 29 through July 31 at the Hilton Anatole in Dallas.

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West Michigan

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LOCATIONS

Atlanta, GA Austin, TX Baton Rouge, LA Bowling Green, KY Birmingham, AL Chicago, IL

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Austin

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To provide benchmarks that would be valuable to dealers for 2018 and bey DealerProfitPros.com partnered to conduct a study of various metrics at th distributed a link to the survey in order to collect data.

feature Benchmark Numbers You Haven’t Seen Before by Kenny Atcheson

The team at DealerProfitPros.com collected and tabulated data from other did the same for Texas. Kenny Atcheson merged and then analyzed data. commentary in his own words.

Dealer Profit Pros

Although we gathered eye-opening information, I would not count this as

provided in this and article. Considernot this100 to bepercent for inforo provide benchmarks that would be valube responses that were guesses, therefore accurate. Do mational and entertainment purposes only. able to dealers for 2018 and beyond, we at information that is provided in this article. If you come to any conclusions Comparing Texas dealers with other states, dealers in DealerProfitPros.com partnered with TIADA to of the information is entirely at the your ownY’all risk.areConsider th Texasprovided have betteritnumbers across board. conduct a study of various metrics at any the beginning of just plain doing better in the Lone Star state. The Texas 2018. We distributed a link to the survey in order to entertainment purposes only. work ethic deserves credit as does TIADA for inspiring collect data. dealers to be better by providing useful information, The team at DealerProfitPros.com collected and states, dealers in Texas have better nu training, with and a other great conference. tabulated data from other parts of theComparing country whileTexas dealers Calculations are based to each an- deserves cr TIADA did the same for Texas. I thenplain merged and doing better in the Lone Star state.upon The responses Texas work ethic swer. In other words, if a survey taker skipped the analyzed data. Below I offer my commentary about the inspiring dealers toquestion, be better bynon-answer providing isuseful information, training, and their not included in the calresults. culations. Answers that participants chose from are Although we gathered eye-opening information, I horizontal the X axis.to Percentage of dealers who words, if a would not count this as a purely scientific study. Do Calculations are based uponon responses each answer. In other chose a given response is vertical on the Y axis. not take action based purely on the information that is

their non-answer is not included in the calculations. Answers that participa X axis. Percentage of dealers who chose a given response is vertical on the

Explanation:

A lead that you are unable to contact isn’t a lead. It’s a visitor. Typically if you are going to get in touch with a lead, it will be within three days. I call it IRP (Initial Response Percentage).

Takeaway:

It may be easier to improve your IRP from 25% to 50% than it is to get 100% more leads which equals to about the same results. Front end marketing can have an effect. Cruddy marketing attracts cruddy leads. Trust pays a big role. In their excitement to get financed quickly someone may fill out a short form but then change their mind about you later. Or they may be willing to communicate via one form of communication but not another.Try something new and measure what works best. Change your messaging to build more trust instead of sounding like a corporation.

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Explan contact are goin within t Percent

60.00%

50.00%

40.00%

Takeaw from 25 leads w

30.00%

20.00%

10.00%

0.00% 1-20%

21-35%

36-50%

50%+

Percentage of leads that you contact within 72 hours

Front en marketi role. In someon change be willi commu new and messag like a co

60.00%

Explanation:

Successful 50.00% dealers want to know whatâ&#x20AC;&#x2122;s working to sell vehicles, not build egos. 40.00%

Explanation: Successful dealers want to know whatâ&#x20AC;&#x2122;s working to sell vehicles, not Explan build egos. know w

60.00% 50.00%

build e Takeaway: If you are going to track this number then you must track IRP from the Takea previous question. The number you earn here numbe is a reflection of a number of factors previo including the Lead Flow Process (LFP). is a ref includi Track everything and evaluate as a whole to

Takeaway:

40.00% If30.00% you are going to track this number then you must track IRP from the previ30.00% ous20.00% question. The number you earn here is a reflection of a number of factors 20.00% including 10.00%the Lead Flow Process (LFP). Track everything and evaluate as a determine what to do more of and what to do 10.00% Track whole to determine what to do more of 0.00% less of. A low number here could mean poor and what to do less of. A low21-30% number determ 1-20% 31-40% 41-50% 51%+ targeting that attracts the wrong customer. 0.00% here could mean poor targeting that atless Itof percentage into sold deals 21-30% 31-40% 41-50% 51%+ you must track could be the LFP. To know, tracts the wrong What customer. It couldofbeyour online leads turn1-20% targeti the LFP. To know, you must track all. all. What percentage of your online leads turn into sold deals

could b all.

Explanation: Explanation: The percentage of applications

25.00%

15.00%

10.00%

5.00%

5.00% 1-20%

21-30%

31-40% 41-55% 0.00% What is your application to sale1-20% ratio

Explanation:

The percentage of your sales that go to the same customer. Referrals are a different metric to track. If you are in the lower tax brackets, it could mean that you have terrific advertising that pulls in a lot of new customers but which skews the number away from repeats. Being in a lower tax bracket could also suggest that customers are not thrilled with inventory or customer service. If your customer service is good, increase your repeat business by marketing to your existing customer base. They are easier to sell to and easier to upgrade. Maintain relationships for a smoother, faster sales process.

Takeaway:

20.00%

15.00%

Takeaway:

Expla that re Takeaway: Some dealers may only track

25.00%

20.00%

0.00%

The of applications that that percentage result in a sale. result in a sale.

56%+ 21-30%

completed applications. Some may remove Some dealers may only track comTakea turn-downs. It depends whatremove you are trying pleted applications. Some may comp turn-downs. It depends on what you how well is to learn. Are you hoping to learn turn-d areyour trying to learn. Are youinhoping to close team and process order to to lear learn howOr well your and pro- the quality deals? doisyou tryteam to determine your t cess in order to close deals? Or do you of your applicants? deals? try to determine the quality of your applicants? of you This number should be tracked and This number should be tracked and compared to YOUR previous numbers This and n compared to YOUR previous numbers only it and onlycompared comparedtotoother otherdealers dealers who track compa the same way. 31-40% 41-55% 56%+ who track it the same way. only c

the sa

What is your application to sale ratio

Explanat that go to different

30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00%

1-10%

11-20%

21-30%

31-40%

41-50%

51%+

What percentage of your sales are repeats T e x a s

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Takeawa it could m advertisin customer from repe also sugg with inve customer repeat bu existing c sell to and relationsh process. April 2018

Explanation:

The percentage of sales that were referred. Track repeat purchases or other dealers’ turn-downs separately.

Takeaway:

Many of the behaviors that lead to increased repeat business also lead to referrals. Just as you have a lead-flow process and a sales process, you should have a referral system/process in place. It is NOT enough to have great product and customer service. As mentioned in our Referral Results Training Program, a Texas Tech study found that 83% of customers are willing to refer if they receive quality service at a business. Yet, only 29% actually do. Only 15% of automobile industry salespeople actually ask for referrals. You must communicate regularly with previous customers to have the opportunity to ask.

Explan were re other de

35.00%

30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00%

1-10%

11-20%

21-30%

31-40%

41+

What percentage of your sales are referrals

Takeaw to incre referral process a referr enough service. Results study fo willing at a bus Only 15 salespe must co custom

Which marketing or advertising do you believe underperforms? Explanation:

Responses were typed in rather than buttons selected. If a dealer is NOT using a specific advertising they would NOT put it as underperforming. A dealer could have cut an advertising method because it didn’t work so it would not get mentioned – which looks good for that media, making publishing complete responses unreliable. This could lead to a media that is used more often, appearing in the results as underperforming, which is unfair to that media.

Takeaway:

Rather than publish all data publicly, I’ll get straight to the takeaway: There were 16 different types of responses. It’s very spread out. It’s interesting that it was so spread out because that suggests that it’s not specific media used as much as how it is used. When considering a new media or whether to keep an existing media strategy, targeting is critically important. For example, if a specific media puts a buy here, pay here dealer in front of too many franchise dealer customers, it’s a waste of money no matter how good that media is for franchise dealers.

Which additional marketing are you considering expanding or adding in 2018? Explanation:

Like the last survey question, providing specific data could create confusion. There were 19 different types of media/strategies referenced. Two answers stood out over all the rest. “Not sure” was typed in by 25 percent of respondents. The top answer was some form of “Internet advertising.” I say “some form” because people typed in Internet and others typed in digital. Others typed in Google Adwords and others, Facebook. If lumping all of the different types of online media into one response, online advertising is the overwhelming top choice with 47 percent.

Takeaway:

Many different strategies/media are being used. That’s good. I’ve given many presentations on the importance of using a multi-media, multipronged approach. You can’t put too many eggs in one basket. A new regulation from Facebook, or another Google announcement tomorrow could make a strategy obsolete.

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Takeaway: Many different strategies/media are being used. That’s good. I’ve given many presentations on the importance of using a multi-media, multipronged approach. You can’t put too many eggs in one basket. A new regulation from Facebook, or another Google announcement tomorrow could make a strategy obsolete.

Explanation:

Explanation: existing Maintaining Maintaining existing relationships with customers requires requires relationships with customers communication other communication other than thanwhen when asking for asking for their money. their money.

70.00% 60.00% 50.00% 40.00% 30.00% 20.00% 10.00% 0.00%

Email Newsletters

Facebook Posts

Just Collect Print Payments Newsletters

Regular Customer Events

How do you maintain your relationship with existing customers

Takeaway:Communicating regularly with Takeaway: Communicating regularly with existing customers leads to repeat and existing customers leads to repeat referral sales. Great customer and referral sales. Great customerservice alone isservice not enough that’s not— a relationship. alone is–not enough that’sbig notred a relationship. The flag here isThe thebigamount of red flag here is the amount of posts. It’s dealers who use Facebook dealers who use Facebook posts. probably high because it’s free. It’s probably high because it’s free. Unfortunately forbusinesses businesses using Unfortunately for using Facebook, Zuckerberg made an Facebook, Zuckerberg justjust made an announcement and here’s the announcement and here’s the headline, “If headline: you are on a business on your posts you are a “If business Facebook, Facebook, your posts will no longer will no longer show much to Facebook show much to Facebook users.’ users.”

Explana importan and You be rampi

70.00%

60.00% 50.00%

Takeaw search en shared o media. T selected question reason w One Pag want to k avoid he jean@D creation

40.00%

Explanation:

Knowing that creating content is important for a blog (social media) newsletters and YouTube, dealers were asked if they would be ramping up content creation.

30.00% 20.00% 10.00% 0.00%

Already rocking

Nope

Yes but not sure how

Wanna be a video rockstar

Will you be ramping up content

Takeaway:

Content builds trust, improves search engine rankings. Good content may be shared 50.00% online via Facebook and other social media. This question generated the most selected response of ALL options for ALL questions. “Yes, but not sure how.” For this 45.00% reason we have made our Content Creation One Page Tip Sheet available to dealers 40.00% who want to knowhow to create good content and avoid headaches. Send an email to 35.00% Jean@DealerProfitPros.com with the “content creation tip sheet” in the subject line.

30.00% 25.00%

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Explana satisfied rating an #1 factor business

April 2018

Takeaw

Will you be ramping up content

50.00%

Explanation: De satisfied, but wer rating and review #1 factor used by business.

45.00% 40.00%

35.00% 30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00%

creation tip sheet”

Doing great

It's Okay but Needs work Good but expensive impossible could be better anyway Satisfied with Online Review Rating

Takeaway: A be to ask what every then provide this have a 4.2 minim reviews. Think ab grading system: A which is above av wanting to reap b with a high rating is an “A.”

Explanation:

On a scale of 1 - 10 with 10 being that you are thrilled

Dealers were asked if they were satisfied, but were not asked what their online rating and review count is. Review rating is the #1 factor used by consumers to judge a business.

you Takeaway:

with your marketing?

A better question may A have been to ask what dealer’s rating because and count there is thenis provide this up in Explanation: visual chart hereevery is unnecessary a bunch analysis. Every dealer should have a 4.2 minimum rating for their Google reviews. Think about it like responses, 30 percent chose a 6. the American grading system: A 4.2 is 84% which is a “B,” which is above average. A dealer really wanting to reap benefits and trust that comes with a high rating should shoot for a 4.7 which is an “A.”

the middle: 7

Takeaway: Using the American grading system, most dealers would grade their marketing f

On a scale 1–10 that you are of thrilled, That’sof a low “F” towith a low 10 “C.”being Having analyzed hundreds dealers’ strategies and media us Marketing rapidly changing it’s hard to keep up. The days of throwing a few bucks at how happy areisyou with yourandmarketing?

counting the sales are long gone. It’s not enough to say, “We’ve been in business for 34 year Explanation: A visual chart heretrust is unnecessary because there is a bunch up in the middle: percent chose 4 tobetter, 7. Of allall re-while using build and convey a message that shows why they74are unique and sponses, 30 percent chose a 6.

so. Takeaway:

Using the American grading system, most dealers would grade their marketing from 40 percent to 70 percent. That’s a low “F” to a low “C.” Having analyzed hundreds of dealers’ strategies and media use, I concur with these grades. Marketing is rapidly changing and it’s hard to keep up. The days of throwing a few bucks at advertising media and counting the sales are long gone. It’s not enough to say, “We’ve been in business for 34 years.” To succeed, a dealer must build trust and convey a message that shows why they are unique and better, all while using multiple forms of media to do so.

Kenny Atcheson is the founder of Dealer Profit Pros and author of Marketing Battleground: How to Deploy Under-the-Radar Strategies to Explode Your Profits. Kenny offers private consulting, teaches workshops, and speaks at conventions and 20 Groups. His company offers several marketing and advertising programs for dealers including Private Consulting. His website can be found at www.DealerProfitPros.com April 2018

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Get up to $200 off a buy or sell fee at these participating auctions using the NEW TIADA Auction App! * VIP discount valid for sell fees only

Insurance Auto Auctions Corpus Christi* www.iaai.com

4701 Agnes Street Corpus Christi, TX 78405 361.881.9555, Fax 361.887.8880 General Manager: Adriana Serrano Wednesday, 9:00 a.m.

DALLAS/FORT WORTH METROPLEX ADESA Dallas

www.adesa.com

3501 Lancaster-Hutchins Hutchins, TX 75141 972.225.6000, Fax 972.284.4799 General Manager: Brad Garrett Thursday, 9:30 a.m.

Alliance Auto Auction Dallas www.allianceautoauction.com

9426 Lakefield Blvd., Dallas, TX 7520 214.646.3136 General Manager: Chris Dean Wednesday, 1:30 p.m.

America’s AA Dallas

www.americasautoauction.com

219 N. Loop 12, Irving, TX 75061 972.445.1044, Fax 972-591-2742 General Manager: Ruben Figueroa Tuesday, 1:00 p.m. / Thursday, 1:00 p.m.

Insurance Auto Auctions Dallas* www.iaai.com

204 Mars Road, Wilmer, TX 75172 972.525.6401, Fax 972.525.6403 General Manager: Henry Valenzuela Wednesday, 9:00 a.m.

Insurance Auto Auctions DFW* www.iaai.com

4226 E. Main St, Grand Prairie, TX 75050 972.522.5000, Fax 972.522.5090 General Manager: Jennifer Wesner Tuesday, 9:00 a.m.

Manheim Dallas Fort Worth www.manheim.com

12101 Trinity Blvd., Fort Worth, TX 76040 817.399.4000, Fax 817.399.4251 General Manager: Nicole Graham-Ponce Thursday, 9:30 a.m.

Metro Auto Auction – Dallas www.metroaa.com

1836 Midway Rd., Lewisville, TX 75056 943.492.0900, Fax 972.492.0944 General Manager: Scott Stalder Tuesday, 9:00 a.m.

Texas Lone Star Auto Auction www.tlsaa.com

2205 Country Club Drive Carrollton, TX 75006 214.483.3597, Fax 214.483.3814 General Manager: Jeff Dunning Tuesday, 1:00 p.m. / Thursday, 2:00 p.m.

EL PASO El Paso Independent Auto Auction www.epiaa.com

7930 Artcraft Rd, El Paso, TX 79932 915.587.6700, Fax 915.587.6700 General Manager: Luke Pidgeon 10:00 a.m. Standard Sale

Insurance Auto Auctions El Paso* www.iaai.com

14651 Gateway Blvd. W, El Paso, TX 79927 915.852.2489, Fax 915.852.2235 General Manager: Jorge Resendez Friday, 10:30 a.m.

Manheim El Paso

www.manheim.com

485 Coates Drive, El Paso, TX 79932 915.833.9333, Fax 915.581.9645 General Manager: JD Guerrero Thursday, 10:00 a.m.

HARLINGEN/MCALLEN

Manheim Dallas

Big Valley Auto Auction

5333 W. Kiest Blvd., Dallas, TX 75236 214.330.1800, Fax 214.339.6347 General Manager: Rich Curtis Wednesday, 9:00 a.m.

4315 N. Hutto Road, Donna, TX 78537 956.461.9000, Fax 956.461.9005 General Manager: Lisa Franz Thursday, 9:00 a.m.

www.manheim.com

www.bigvalleyaa.com

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April 2018

Manheim South Houston www.manheim.com

9605 Galveston Road Houston, TX 77034 713.948.0001, Fax 713.948.0300 General Manager: Darren Slack Tuesday, 6:00 p.m.

Manheim Texas Hobby

MIDLAND/ODESSA Insurance Auto Auctions Permian Basin* www.iaai.com

701 W. 81st Street, Odessa, TX 79764 432.550.7277, Fax 432.366.8725 General Manager: Barbara Hallmark Thursday, 11:00 a.m.

www.manheim.com

Insurance Auto Auctions McAllen* www.iaai.com

900 N. Hutto Rd, Donna, TX 78537 956.464.8393, Fax 956.464.8510 General Manager: Ydalia Sandoval Tuesday, 9:00 a.m.

8215 Kopman Road Houston, TX 77061 713.649.8233, Fax 713.640.6330 General Manager: Darren Slack Thursday, 9:00 a.m.

LONGVIEW

HOUSTON

Alliance Auto Auction Longview

ADESA Houston

www.allianceautoauction.com

www.adesa.com

4526 N. Sam Houston , Houston, TX 77086 281.580.1800, Fax 281.580.8030 General Manager: Michael Schenks Wednesday, 9:00 a.m.

America’s AA Houston

www.americasautoauction.com

1826 Almeda Genoa Rd. Houston, TX 77047 281.819.3600, Fax 281.819.3600 General Manager: Rob Frazier Thursday, 2:00 p.m.

America’s AA North Houston www.americasautoauction.com

1440 FM 3083, Conroe, TX 77301 936.441.2882, Fax 936-788-2842 General Manager: Buddy Cheney Monday, 6:30 p.m.

Houston Auto Auction

www.houstonautoauction.com

6000 East Loop 281 Longview, TX 75602 903.212.2955, Fax 903.212.2556 General Manager: Chris Barile Friday, 10:00 a.m.

Insurance Auto Auctions Longview* www.iaai.com

2535 West. Mt. Houston, Houston, TX 77038 281.847.4700, Fax 281.847.4799 General Manager: Michelle Casper Wednesday, 9:00 a.m.

Manheim Houston www.manheim.com

14450 West Road, Houston, TX 77041 281.924.5833, Fax 281.890.7953 General Manager: Eddie Pope Tuesday, 9:00 a.m. / Thursday, 6:30 p.m. April 2018

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Insurance Auto Auctions San Antonio* www.iaai.com

11275 S. Zarzamora San Antonio, TX 78224 210.628.6770, Fax 210.628.6778 General Manager: Brian Sell Monday, 9:00 a.m.

Manheim San Antonio

San Antonio Auto Auction

Insurance Auto Auctions Lubbock*

13510 Toepperwein Road San Antonio, TX 78233 210.298.5477, Fax 210.298.5484 General Manager: Brandon Walston Tuesday, 9:30 a.m. / Thursday, 1:30 p.m.

www.iaai.com

Manheim West Texas

www.iaai.com

200 S. Callaghan Rd San Antonio, TX 78227 210.434.4999, Fax 210.431.0645 General Manager: Clifton Sprenger Thursday, 9:00 a.m.

LUBBOCK

Insurance Auto Auctions Houston North*

Insurance Auto Auctions Houston*

www.adesa.com

www.manheim.com

5311 N. CR 2000, Lubbock, TX 79415 806.747.5458, Fax 806.747.5472 General Manager: Lori Davee Tuesday, 9:30 a.m.

16602 East Hardy Rd., Houston, TX 77032 281.443.1300, Fax 281.443.4433 General Manager: Louis Cappi Thursday, 9:00 a.m.

ADESA San Antonio

5577 Highway 80 East Longview, TX 75605 903.553.9248, Fax 903.553.0210 General Manager: Robert Dunning Thursday, 9:00 a.m.

6767 North Freeway, Houston, TX 77076 713.644.5566, Fax 713.644.0889 President: Tim Bowers Tuesday, 1:00 p.m. www.iaai.com

SAN ANTONIO

www.manheim.com

614 E County Road 7200, Lubbock, TX 79404 806.745.1905 General Manager: Nicole Graham-Ponce Tuesday, 10:00 a.m.

2042 Ackerman Road San Antonio, TX 78219 210.661.4200, Fax 210.662.3113 General Manager: Mike Browning Wednesday, 9:00 a.m. www.sanantonioautoauction.com

TYLER Greater Tyler Auto Auction www.greatertyleraa.com

11654 Hwy 64 W, Tyler, TX 75704 903.597.2800, Fax 903.597.2800 General Manager: Wayne Cook Tuesday, 5:00 p.m.

LUFKIN

WACO

Lufkin Dealers Auto Auction

Alliance Auto Auction Waco

www.lufkindealers.com

2109 N. John Reditt Dr. Lufkin, TX 75904 936.632.4299, Fax 936.632.4218 General Manager: Wayne Cook Thursday, 6:00 p.m.

www.allianceautoauction.com

15735 I-35 Frontage Road Elm Mott, TX 76640 254.829.0123, Fax 254.829.1298 General Manager: James Baron Friday, 10:00 a.m. 43

ATTENTION STUDENTS!!!

$1,000

Marvin Norwood Scholarship DEADLINE

May 8, 2018 {Applications and/or any required documents received after May 8, 2018 will NOT be accepted.} Criteria and Guidelines 1. Each applicant must be entering or currently enrolled in an accredited college or a trade school. Proof of enrollment must be included with this application.

Date: Name:

DOB:

Address: City:

State:

Zip:

Email: (You will received email confirmation of receipt.)

Telephone Number: High School Last Attended:

2. Each applicant must provide a letter from their TIADA member sponsor that includes the sponsor’s address and phone number.

Address:

3. Each applicant must complete the application form.

Date of Graduation:

4. High school senior applicants must be in the top 25% of class.

Other High Schools Attended (Names and Addresses):

If applicant is currently enrolled, provide college transcripts with official university imprint. In addition, a copy of high school transcripts is required for applicants who are college freshmen.

College(s) you are attending or plan to attend for admission:

5. Provide a detailed description of participation in any academic, honorary, civic or extracurricular activities in college. In addition, a detailed description of high school activities is required from college freshmen along with a college acceptance letter. 6. Compose an essay of no more than two typed, double-spaced 8 ½” x 11” pages. The essay should discuss the applicant’s relationship with their TIADA scholarship sponsor, current education goals and future aspirations as it relates to the applicant’s subject/training area. 7. Provide at least two (but no more than three) letters of recommendation, no older than one year, from college/high school faculty, employers or other appropriate sources (not related).

SCHOLARSHIP APPLICATION

City:

State:

Zip:

Dates of Attendance:

Parents Name(s): TIADA Member Name (Sponsor): TIADA Member Company Name: TIADA Member Address: City:

State:

Zip:

Sponsor Signature Should you have any questions, please contact TIADA at 512.244.6060. Please return the completed application with all required documents to: TIADA Attention: Scholarship Applications 9951 Anderson Mill Rd. Suite 101, Austin, TX 78750

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April 2018

Please Welcome Our Newest TIADA Members DEALER MEMBERS 1and2 Automotive – Branch Dave Kost 10501 Harry Hines Blvd., Dallas, TX 75220 Auto Icon – Branch Roger Tajgardoon 7105 East Freeway, Houston, TX 77008 Bert Ogden Auto Outlet Roberto Lucio 5001 S I69C, Edinburg, TX 78541 CAG Sales LLC Arlen Abizhanov 3525 Sage Rd, #1615 Houston, TX 77056 Covenant Motor Cars LLC Dwayne Marshall 5845 Egg Farm Rd, Fort Worth, TX 76244 Cuevas Auto Mall, LLC Donny Cuevas 7801 W. Expressway 83, Harlingen, TX 78552 Cypress Christian Auto Sales Don Diamond 14916 Stuebner Airline, Houston, TX 77069 Family Auto Center Russell Kaemmerling 2401 South Texas Avenue, Bryan, TX 77802 HED Sales Harold Draughon 1311 N Shepherd, Houston, TX 77008

April 2018

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Las Vegas Motors Jose Gonzalez 9302 Waterview Pkwy, Rowlett, TX 75089 Tex-Mex Primo Autos Robert Raney 2903 SW Military Drive, San Antonio, TX 78224 Texas Truck Market, LLC Shawn Eldridge 9121 Farm Road 275 South, Cumby, TX 75433 USA Auto Brokers Barb Picklar 1619 N. Shepherd Dr., Houston, TX 77008 ASSOCIATE MEMBERS AGORA Data, Inc. Steve Burke 700 West Arkansas Lane, Suite 150 Arlington, TX 76013 AutoNation Auto Auction Houston Mike Green 608 W. Mitchell Rd, Houston, TX 77037 Calldrip Ashley Killam 1466 N Hwy 89 Suite 200, Farmington, UT 84025 GPS Solutions of America Rick Wood 1310 8th St, San Leon, TX 77539 Use Cars, Inc Don Mayer 314 E. Rio Grande, Pearsall, TX 78061

D e a l e r

resource guide The TIADA Website: www.txiada.org

Members can log in with their username/password and access our Dealer Member Directory, Legislative Action Center, Compliance Consultation Service and much more. Register for all upcoming TIADA events online at the Calendar of Events; access our online membership application; find contact information for all our Local Chapters, and find many additional resources at our Knowledge Base.

Texas Department of Motor Vehicles 888.368.4689 www.txdmv.gov

Office of Consumer Credit Commissioner 800.538.1579 www.occc.state.tx.us

Texas Comptroller

800.252.1382 www.window.state.tx.us

NIADA

800.682.3837 www.niada.com

REPOSSESSIONS

American Recovery Association 972.755.4755 www.repo.org or contact TIADA state office

FORMS Burrell Printing

800.252.9154 www.burrellprinting.com 45

behind the wheel

Martin

Auction App Pays Off and Moves into New Territory

n January we launched our new TIADA Auction App to replace the Auction VIP Card. The new app allows dealers to save up to $200 on buy or sell fees at participating auctions when they purchase a vehicle. Currently you have to be at the auction with your smart phone to take advantage of this program. Our goal is to have 50% of our dealer members download the app before June, and we are hoping everyone with the app will have redeemed one coupon by October. If that happens we will have helped our dealer members save at least $130,000. To date, 20% of you have downloaded the app and 141 coupons have been redeemed, that’s over $28,000 in savings so far. Not bad for just under three months. One member has already redeemed 12 coupons at 12 different auction saving $2,400! If you haven’t downloaded the TIADA Auction App

by Jeff

TIADA EXECUTIVE DIRECTOR

you need to do so today so you can get in on the savings. If you need help with the new app simply call the office and we will be happy to assist you. The auction app is one of the most tangible benefits you receive as a member of the association and I want to make sure you are getting your benefit! Next month the Auction App will have a new feature — ONLINE DISCOUNT COUPONS. You have asked for online coupons in in the past and with the new auction app we now have that option. Next month we will introduce our first auction that will be accepting the $200 discount coupon when you purchase a vehicle through their online auction. This new feature will create even more savings and allow us to reach out to even more auctions. By June we anticipate having half the auctions on your auction app accepting coupons for vehicles purchased online. Last, the new auction app will allow us to add auctions and coupons throughout the year. Since we don’t have to print a new card every time a new auction opens, we can simply digitally upload more coupons and auctions on your app. We will be making new and exciting announcements throughout the year as we work to create even more value for your membership.

Next month we will introduce our first auction that will be accepting the $200 discount coupon when you purchase a vehicle through their online auction. 46

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April 2018

NOT ALL PROGRAMS ARE CREATED EQUAL Debt Cancellation Coverage Voluntary Debt Cancellation Coverage (DCC) is an alternative to requiring Comprehensive and Collision Insurance.

Benefits NEW PROFIT CENTER REDUCES EXPENSES

DCC provides debt forgiveness in the event of a Total Loss and is offered at the point of sale.

COLLATERAL PROTECTED

See what our clients are saying:

INCREASED CASH IN DEAL

“Our Debt Cancellation Program, serviced through AVP, was one of the best financial decisions our company has ever made in its 21 year history.” Michael Brill, President B&B Automotive Inc.

INCREASED CSI FINANCED WITH CONTRACT FORMS REVIEWED BY OCCC

AVP DEALERS MAKE MORE MONEY PERIOD! www.avpadmin.com

913.396.5480

*Substantial Discounts for TIADA Members

TEXAS INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750

PRSRT STD

U.S. POSTAGE

PA I D

JEFFERSON CITY, MO

PERMIT NO. 210

TEXAS » Manheim Dallas » Manheim Dallas Fort Worth » Manheim San Antonio » Manheim Texas Hobby » Manheim Houston » Manheim South Houston » Manheim West Texas » Manheim El Paso manheim.com 1-866-MANHEIM (626-4346)

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At Manheim, dealers’ success is our success. That’s why we put the industry’s largest marketplace to work for you and help you discover new ways to increase profits in your used car operations. Come see how we can help you today. INVENTORY MANAGEMENT | MARKETPLACE | FLOOR PLANNING ASSURANCE | LOGISTICS | RECONDITIONING