Texas Dealer July 2021

Perfect Storm of

VEHICLE SUPPLY SHORTAGES, SOARING PRICES Forcing Dealers to Be Creative

In this issue:

Michael W. Dunagan on Alternatives to Traditional Property-Damage Insurance Easy DIY Campaigns to Generate Website Traffic Amazon’s 14 Leadership Principles & Your Leadership • Market Share — Go Get It!

TIADA Board of Directors PRESIDENT Robert Beck/Stop N’ Drive Motors 711 N. General McMullen Dr. San Antonio, TX 78228 PRESIDENT ELECT Mark Jones/Mike Carlson Motor Company 264 Exchange Burleson, TX 76028 CHAIRMAN OF THE BOARD Juan Sabillón/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017 SECRETARY Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 TREASURER Eddie Hale/Neighborhood Autos 1717 US 287 Decatur, TX 76234 ICE PRESIDENT, WEST TEXAS V (REGION 1) Brad Kalivoda/Fiesta Motors 2599 74th Street Lubbock, TX 79423 ICE PRESIDENT, FORT WORTH V (REGION 2) Chad Lancaster/Chacon Autos 11800 E. Northwest Hwy Dallas, TX 75218 ICE PRESIDENT, DALLAS V (REGION 3) Greg Reine/Auto Liquidators 39670 LBJ Freeway Dallas, TX 75237 ICE PRESIDENT, HOUSTON V (REGION 4) Vicki Davis/A-OK Auto Sales 23980 FM 1314 Porter, TX 77365 ICE PRESIDENT, CENTRAL TEXAS V (REGION 5) Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753 ICE PRESIDENT, SOUTH TEXAS V (REGION 6) Armando Villarreal/McAllen Auto Sales 4215 S. 23rd Street McAllen, TX 78503 ICE PRESIDENT AT LARGE V Robert Blankenship/Texas Auto Center 6809 N IH-35 Austin, TX 78744 ICE PRESIDENT AT LARGE V Russell Moore/Top Notch Used Cars 900 East Davis Conroe, TX 77301 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

Vo l u m e X X I / I s s u e 7 / J u l y 2 0 21

TexasDealer contents

4 Officers’ Message

by Robert Beck, TIADA President

6 News & Notes 8 TIADA Committee Sign-up Form 9 TIADA Member Application 11 Legal Corner: Alternatives to Traditional PropertyDamage Insurance Offer Options to Dealers

by Michael W. Dunagan

12 Upcoming Events 17 On The Cover: Perfect Storm of Vehicle Supply Shortages, Soaring Prices Forcing Dealers to Be Creative

by David Meyer

21 Amazon’s 14 Leadership Principles & Your Dealership

by David Brotherton

28 TIADA Auction Directory 31 New Members 31 Local Chapters 33 Executives & Experts Tackle Pandemic-Triggered Changes, Look Ahead to Possibilities in 2021

by Nick Zulovich

37 2021 TIADA Conference & Expo 45 TIADA Vendor Directory 63 Market Share — Go Get It!

by Chuck Bonanno

64 New Promotions Within TxDMV

by TIADA Staff

67 Easy DIY Campaigns to Generate Website Traffic

by Andrew Street

68 Legislative Program 69 2022 State Officer Nominees 70 Behind the Wheel

by Jeff Martin

Did You Know? This issue of Texas Dealer includes a

complete list of the current associate members of TIADA, many of which will be exhibitors at our upcoming Conference and Expo.

Check out our Vendor Directory starting on page 45 and make sure you visit their booths in the Expo Hall during the conference.

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.

Editor: Teresa Orkun

Magazine Ad Sales: Patty Huber, 512-310-9795

officers’ message

by Robert

Tale of a Two-Term President

I

n July it will be two years since I began service as president of our association. I cannot believe how time has gone by so quickly. I was supposed to have served for one year but here we are at almost two. There have been a lot of unusual things happen during the last two years because of the Covid-19 outbreak. The pandemic closed many of our fellow dealers’ doors temporarily, has wreaked havoc with several industries within our economy, and has brought on many changes in our lives which we will experience for a long time. Last year, in the height of the pandemic, our Board of Directors met via Zoom to decide how to move forward without a live, inperson conference and also without the opportunity to meet and elect new officers for 2021. As most of you know, we decided to proceed with a virtual conference and to simply re-enlist the then-current 2020 slate of officers to serve again for 2021. Hence my second term.

During each of the last two years, we have been fortunate to experience strong growth in our membership. We finished 2020 with 1,309 members increasing by 2.5% over 2019. This year, we’re on track to close the fiscal year with an increase in our total membership by another 2%. Our non-dues revenue has also increased quite handsomely, which will enable the association to serve our dealers without having to increase membership dues. I think it speaks volumes about the care with which our staff and dealer leadership over the years have operated the association — that in the 16 years I’ve been a member of TIADA there has been only one small increase in annual dues.

As I look back over the last seven years I’ve served on the TIADA board, it simply feels good to be part of such a great organization. I’ve met some

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Beck

Stop N’ Drive Motors (San Antonio) TIADA PRESIDENT

really great dealers in our state, as well as experienced the opportunity to meet Governors, Senators, Representatives and Lobbyists. I’ve found all of these folks to possess a great deal of respect for the dealer body we are a part of. The Texas Independent Dealer is well respected among the leadership of our state.

We can thank those who’ve gone before us in TIADA as well as the TIADA staff for having earned that respect. We have a great business environment in Texas as a result of the hard work of these two groups of individuals. As I leave the President’s office, I will serve one more year as the Chairman of the Board of Directors before I ride off into the sunset. I will enjoy that ride, but I will never quit being a part of what makes TIADA great. I’ll still serve on committees, I’ll still travel to Austin to testify in the Legislature when called upon, and you can bet your last dollar I’ll still be attending our annual conferences. There are very few state dealers associations across the country that have the chops to stage such a professional, informative, and fun event as TIADA has done for many years.

This year we will be fortunate to return to a live and in-person conference at the Kalahari Resort in Round Rock on July 25–27. I am very much looking forward to being there to soak in all the available educational offerings, relax with my family a little, and to have an opportunity to meet you, my fellow members of TIADA. I always enjoy strolling around the Expo hall to see all the latest ideas and products available to our industry. Plus, the food is usually pretty good too! I did enjoy the virtual conference last year, but it can’t compare to being there in person. I’m thankful our pandemic situation has changed to allow us to meet in-person this year and please, if you see me, stop and say hello!

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news & notes

Happenings in the Industry…

compiled by Texas Dealer staff

TIADA Attends Tax Assessor-Collectors Association of Texas Conference

Local Chapter Meetings Resume

L–R: Left to right: Rick Maroney (Maroney Auto Sales), Michael Zak (Dixon Motors), David Komiss, HIADA Legal Counsel, April Hanson (Coast to Coast Motors), Robert Edenfield (Mi Pueblo BRP), Ryan Winkelmann (BJ’s Autohaus).

Tax Assessor-Collectors Association of Texas Conference, L–R: Randy Riggs, Tax Assessor-Collector for McLennan County, Jeff Martin, TIADA Executive Director, Tammy McRae, Tax AssessorCollector for Montgomery County and Shay Luedeke, Tax AssessorCollector for Bell County.

John Ames, Tax AssessorCollector for Dallas County

E

Ronnie Keister, Tax AssessorCollector for Lubbock County

xecutive Director Jeff Martin and Director of Compliance Earl Cooke met with numerous tax assessors over a five-day period and attended events related to webDealer Reporting, Title Fraud, and VIT enforcement. “This is an annual event for us” said TIADA Executive Director Jeff Martin. “It’s always great to see this group, they are such an important stakeholder in our industry.”

TIADA was the sponsor of this year’s lanyards for the conference.

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s more in-person events start to happen, Local Chapter meetings have also resumed, and TIADA’s new Director of Compliance, Earl Cooke, was busy last month attending Houston, Corpus Christi, and El At HIADA meeting: Earl Cooke, TIADA Director of Paso chapter meetings Compliance and David Komiss, where he provided a brief HIADA Legal Counsel. legislative update and got to personally meet some of the members he helps through the Compliance Consultation Service.

Solera to Acquire Omnitracs and DealerSocket

S

olera Holdings, Inc. announced that it will acquire Omnitracs, a complete fleet management platform, and DealerSocket, a leading SaaS provider to the automotive industry. These acquisitions will extend Solera’s position as the preeminent global data intelligence and technology leader serving all constituents engaged in vehicle lifecycle management. “The combination of DealerSocket with Solera allows us to offer dealerships a fully unified platform to simplify workflows and enables us to become the digital backbone across all areas of a connected dealership, simplifying and improving the retail experience. We are thrilled to join the Solera team,” said Sejal Pietrzak, Chief Executive Officer of DealerSocket.

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YES! I would like to serve on TIADA Committees Check the committee(s) you wish to join. All Dealer Members are welcome to participate. We need your input! Please complete form and return to info@txiada.org or fax to 512.244.6218.

Committee members will be appointed at the October 2021 board meeting Standing Committees: Awards Committee Budget and Finance Committee Legislative Committee Political Action Committee (INDEPAC) Bylaws Committee Ad hoc Committees: Ad hoc committees will be appointed by the president to focus on specific issues and given a specific timeframe. Issues may include but are not limited to: education, conference, compliance, member services, membership recruitment, website, magazine and surveys. Committee members will be notified prior to a committee being appointed to determine interest.

Name___________________________________________________________ Dealership_______________________________________________________ Title __ ___________________________________________________________ Email ___________________________________________________________ Phone________________________ Mobile_____________________________ 8

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Become a TIADA Member 2021 Business Name: ____________________________________________ Select one:

Dealer Member

texas independent automobile dealers association

TIADA texas independent automobile dealers association

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________ City: __________________________________ State: _____ Zip: ______

2021 TIADA Membership Dues: $499* Renewing Member

County: ______________ Cell Phone: __________________________ Office Phone: __________________________ Fax: ________________________

$250* New Member (*Membership is thru 12/31/2021. Dues include NIADA

Email: _______________________________________________

and local chapter membership where applicable.)

Dealer P Number: ___________________________________________ Who referred you to TIADA? __________________________________ Mailing Address (if different from above): __________________________________________________________ City: ____________________________State: _______ Zip: ______________

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)

Mail or Fax Application To: TIADA Membership Services, 9951 Anderson Mill Rd., Suite 101, Austin, TX 78750 FAX 512.244.6218

www.txiada.org

512.244.6060

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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legal corner

B

Alternatives to Traditional Property-Damage Insurance Offer Options to Dealers

ased on the number of calls from TIADA members concerning problems with property-damage insurance — both maintaining coverage on collateral and dealing with claims issues — it has become clear that the “traditional” method of insuring financed vehicles is problematic.

For decades, car creditors had relied on “standard” policies to protect the lien-holders’ interest in collateral. And up until about 20 years ago, there were relatively few problems, other than the typical arguments over valuations placed by adjustors on totaled vehicles.

Legislation deregulating the insurance industry in Texas has given rise to the expansion of so-called “limited coverage” policies that are marketed to sub-prime car purchasers at discounted premium rates.

Thus, when a car creditor sends a buyer out to obtain propertydamage insurance, the buyer is likely to purchase the lowest cost product. The lowest cost product will be a policy that contains limits as to the insurer’s obligation to pay claims — limits that severely affect a lien holder’s ability to get paid when his collateral is damaged. The losspayee provision in standard policies assured lien holders they would get adequate notice of any policy changes, and, in some cases, authorized payment to loss payees when a defense against the insured existed.

The result of deregulation and the new wave of free-form policies is that there is a substantial chance that when an accident occurs, there will be no coverage. And, even if

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coverage is admitted, the settlement offer will likely come in far below industry-standard wholesale values.

Insurance adjustors now typically use their own guide books that usually value a vehicle far below what a lien holder feels is the fair market value, or what industry-standard guides pegs it at.

The cost of requiring and monitoring insurance coverage for a car creditor is high.

Many man-hours go into keeping up with getting proof of insurance, and tracking down cancellations, renewals, and bounced checks given for premium payments. Then, when the creditor faces a total loss because of denial of coverage, it becomes abundantly clear that the return on investment for the labor expended is just not there.

If a creditor chooses to stick with the traditional system of requiring property damage coverage, and relying on the debtor to obtain it, we would recommend a few steps to maximize the chances of recovery when the loss takes place. First, care should be taken to confirm that the creditor is listed as the loss payee. We have seen cases where insurance settlement checks were issued solely to debtors, who of course cashed the checks and abandoned

Featured Speaker

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While the Texas Finance Code prohibits a car creditor from dictating the source of insurance as a condition of financing a vehicle, it does allow and authorize a creditor to offer, sell and/ or finance property damage insurance. their wrecked vehicles. When there is no loss payee listed, the insurance company is free to pay the name insured (the debtor) without any obligation to the lien holder.

It is also worthwhile to advise debtors before they purchase insurance that limited policies (excluded drivers) will not be accepted. The Office of Consumer Credit Commissioner has issued an opinion letter affirming the ability 11

Upcoming Events 2021 TIADA DEALER ACADEMY Online registration available. www.txiada.org

October 18 Keeping Your BHPH Dealership Legal and Compliant Dallas, TX

November 16 Fast-Track Your Finances to Year-End and Beyond Dallas, TX

December 6 Collect the Cash, Not the Car Houston, TX

OTHER TIADA EVENTS

July 25 Board of Directors Meeting

Kalahari Resorts & Conventions Round Rock, TX

25-27

TIADA Conference and Expo Kalahari Resorts & Conventions Round Rock, TX

12

of a car creditor to reject excludeddriver policies if they so choose.

The proof of insurance provided after the purchase should be checked for excluded drivers coverage and rejected if these provisions appear.

Additionally, we find that limited coverage endorsements are often added after the initial proof of insurance is issued. Sometimes a copy of the change is sent to the loss payee, but we’ve seen situations where the creditor got no notice of the added endorsements. A law passed by the Texas legislature in 2019, and backed by TIADA, prohibits the issuance of named-driver only policies.

Also look for “retroactive cancellation” rights that allow an insurer to deny the claim, even though a binder has been issued. For instance, one company reserves the right to deny a claim, even though proof of coverage has been issued by the company and accepted by a car creditor, if a check given for the premium payment is later returned unpaid. We’ve actually seen a case where the debtor ran to the bank — after the accident occurred — to stop payment on the check given hours earlier as the initial premium payment. The claim was denied because the policy was considered cancelled at the point of issuance.

Despite a creditor’s best efforts at scrutinizing insurance proof forms and monitoring of cancellations and renewals, it is still very difficult to be assured that payment will be made when a loss occurs. The problem, as we see it, is that the debtor controls many of the steps in the process, and the debtor’s interests often conflict with the car creditor’s interests. By delegating these steps (such as going out into the market place to purchase insurance and making premium payments) to the debtor, the creditor has little control of the insurance process. Also, the back-end part, that is, the adjustment and payment of claims, is

often in the control of the insurance company and the debtor. For instance, many lien holder claims are denied because the debtor refuses to communicate or “cooperate” with the insurance company. The nature of the relationship between the creditor (pay me fast and pay me in full) is in direct contradiction to the interests of the insurance provider and/or claims adjustor (pay fewer, pay less, pay slow).

It would seem, then, that a better method of protecting collateral, or of minimizing the risk of loss, would involve (1) more control of premium payments by the dealer (to avoid non-payment or bounced checks); (2) more influence in the choice of insurance policies and of the terms of the insurance policy (that is, the elimination of insurance Russian Roulette in accepting declaration pages that disguise what is and what isn’t covered through a series of known-only-to-the-insurance-industry codes, and are subject to change and limitations); and (3) more involvement in the adjustment of claims and payment after the loss occurs. In a perfect world, the ready-made solution would contain all three of these goals, but even in the real world, there are alternatives that offer variations of one or more of these standards that greatly reduce the odds of facing a total loss when damage to collateral occurs.

While the Texas Finance Code prohibits a car creditor from dictating the source of insurance as a condition of financing a vehicle, it does allow and authorize a creditor to offer, sell and/or finance property damage insurance. There is no legal obstacle to offering a particular type of insurance coverage, as long as it is from a company licensed to do business in Texas and is a type of insurance typically offered to the public. There is also no prohibition on recommending agents or companies that provide policies that better protect the lien holder. However, T e x a s

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the buyer is entitled by law to obtain the required insurance from its own source. If the debtor fails to provide or maintain the required insurance, the creditor can purchase substitute coverage (either singleinterest or double-interest) and add the premium to the contact.

Here are some of the alternatives available to car creditors in protecting collateral:

No Insurance Requirement

Some dealers, especially those selling less-expensive vehicles, don’t require insurance at all. The main benefit of a self-insurance approach is to eliminate the employee time required to verify insurance, deal with cancellations and renewals, and hassle with adjustors. Also, the dealer isn’t competing with insurance premiums for the customer’s limited dollars.

typically be added to a contract only after the buyer has failed to obtain or maintain regular insurance. As is the case with any forced-placed insurance, it is difficult to get a subprime car debtor to make larger payments than originally contracted for to cover the additional cost.

Collateral Protection Programs

BHPH dealers in Texas and other states have for years been offering their customers a form of insurance

for which the dealer controls the collection of and payment of premiums. These policies protect the lien holder’s interest only, and claims payments are made directly to the lien holder. These policies usually don’t involve any underwriting of the driver or the vehicle. While these programs have traditionally carried more appeal to highervolume dealers, many small-to-medium size operations have recently started using them. TIADA can provide a list of collateral-protection

“Standard” Policies

There are sources out there that offer Texas driver’s policies that look like the old Texas “standard” policies that cover all the things that were covered before insurers started selling limited-coverage policies.

Under some of these programs, a dealership employee can apply for coverage at the time of sale of the vehicle. Buyers can also be referred to agents that sell these policies with the understanding that limited policies are not acceptable. Some of the “standard” policies include liability insurance. While a dealer is not required to verify liability insurance, it’s still a good idea to encourage debtors to have liability.

In addition to the fact that liability is required by state law, many local police agencies are impounding vehicles when the driver can’t produce proof of liability during a traffic stop.

Single-Interest Insurance

Single-interest has been around forever, but is rarely used by BHPH dealers. It is expensive and can July/Special 2021

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insurance programs available in Texas.

Debt-Cancellation Agreements

The Texas legislature, at the urging of TIADA, authorized in 2009 the inclusion in a motor vehicle retail installment contract of a charge for a debt cancellation agreement. The debt cancellation program can be self-operated by the dealer or can be based on a commercial product with some type of re-insurance (see Debt

Cancellation Coverage Programs below). The debt cancellation agreement is to provide that any balance owned would be forgiven if a vehicle is a total loss or is stolen. The charge for the agreement is limited by a rule passed by the Office of Consumer Credit Commissioner. DCA’s are by statute not considered insurance. A vehicle seller can’t require purchase of the DCA as a condition of financing. The DCA can be sold in addition to an insurance requirement, but at a lesser charge than

what can be charged if the motor vehicle contract does not require insurance coverage.

Some of the obvious advantages of selling DCA’s is that (1) less employee time is required to chase insurance cancellations and renewals; (2) for those customers who purchase the DCA, there is no hassle with insurance adjustors; (3) the charge can be added to the contract so the additional financial stress to the customer of having to come up with insurance premium payments is eliminated.

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There are debt-cancellation-type products available in the industry marketplace that have all the benefits of a DCA but also include a form of re-insurance. The reinsurance offers a potential profit-center for the dealer along with federal income tax treatment that is more favorable than a unilateral DCA charge placed on the contract by a dealer. Turn-key programs are available that can get a dealer upand-running in a short time.

For those BHPH dealers (and other car creditors) who have been experiencing problems in policing their customer’s insurance coverage, and are experiencing more and more claims turn-downs because of limited policies, there are alternatives available. No one approach is appropriate for everyone, but the time spent researching how each of these alternatives could help the dealer and his customers would be time well spent.

Michael W. Dunagan is an attorney in Dallas who has represented TIADA for over 40 years. He will be a featured speaker at the TIADA Conference on Monday, July 26, 2021 where he will cover all the Repo basics in his Repossession 101: What You Need to Know session within the Compliance Learning Track. To register for this year’s conference, visit www.tiadaannualconference.com.

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America’s Auto Auction TIADA JULY 2021 CONFERENCE

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Perfect Storm of

VEHICLE SUPPLY SHORTAGES, SOARING PRICES Forcing Dealers to Be Creative

I

t’s a perfect storm of used vehicle demand meeting a perfect drought of used vehicle supply.”

That was the word from Tom Kontos, Chief Economist, KAR Global, in his latest update regarding current used vehicle market conditions.

Consumers are now learning what used vehicle retailers have known for 8 months or more. Many new

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vehicles models are in short supply as the result of computer chip shortages and other pandemic-related supply shortages.

When consumers consider a used car purchase, they find their choices limited as fewer off-lease, off-rent, and repo units are returning to the wholesale marketplace.

All these inventory shortages mean that the vehicles manage to roll across the auction block are fetching 17

record high prices. Consumers are faced with limited offerings and higher prices.

As March ended, prices of used cars and trucks of up to eight years old that were sold at wholesale auctions rose by 3.1% from the prior week, according to data by J.D. Power.

Tax season, bolstered by $1,400 federal stimulus checks reaching consumers, saw prices spike by an additional 8.3% in the first weeks of April. Compared to early March 2020, just prior to the COVID-19 Pandemic shutdowns, prices spiked by 20% and higher in certain market segments.

According to Tom Stewart, CEO of Auction Management Solutions, a consultancy serving about 20 independent auto auctions and smaller chains, said his portfolio of auctions have an across-the-board 30 percent decline in consignment volume.

“That’s not just our clients, it’s across the country,” said Stewart, whose auction relationships include five Alliance Auto Auctions in East Texas and Dallas. “Auctions across the country have 70-80 percent conversion rates.”

Stewart travels across the country regularly and noted that not only are rental vehicles in short supply, but those also used in fleet may have 40,000 to 50,000 miles on them. He said he’s seen recent articles where rental cars in states with high tourism cost travelers $500-$700 a week and more.

Dealers ought to pay close attention to these challenges, because they are likely to linger for several years, if not well into 2025.

The National Auto Auction Association held a 2021

Economic Outlook Webinar in mid-April with KAR Global’s Kontos, and Jonathan Smoke, Chief Economist, Cox Automotive. Both agreed that used vehicle prices will remain high for the foreseeable future. While it’s always difficult to make predictions so far out, Kontos pointed out some obvious pressures on the used vehicle supply.

Rental car companies decreased the size of their fleets as the pandemic took hold. While predictions of a massive oversupply were overestimated, the companies did their best to manage fleet downsizing.

“Rental fleets have been downsized and we’ve heard reports that rental cars simply are unavailable, or that travelers will pay more for their rental cars,” Kontos said. “With manufacturers facing computer chip shortages, they will devote what is available to retail to support their dealer networks. It may take a couple of years for fleet sales to return to normal.”

As rental car companies’ re-fleet and those vehicles then return to market in 2022 and 2023, Smoke said, the dramatic decline in new vehicle sales in 2020 will mean far fewer off-lease vehicles returning to market in 2023 and 2024.

“It could well be 2025 before we see a market like we had in 2018-19,” Smoke said.

Finding New Inventory Sources

Dealers should be working much harder to find inventory to fill their lots, and one thing is clear — they are. One of the keyways to find inventory is to ask for it.

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like to pay top dollar for their used vehicle is a timetested method. Expand the reach of your sign by posting it on social media, Craigslist, Facebook, and anywhere else you think will work. Remember today you are now in competition with big box automotive retail chains as well as fellow dealers, so be prepared to offer good money and make the process as easy as possible.

Search for sale by owner vehicle on Facebook Marketplace and Craigslist and don’t forget the local newspapers. At this point, looking for right-priced inventory in the numbers you need will require a full-court press.

Wholesale auctions are still the go-to, as well as public auctions. Most dealers have accepted buying online from the traditional Manheim, Adesa, America’s Auto Auctions, smaller chains, and Independent Auctions.

ACV Auctions and Backlotcars.com have made the task easier and these vehicles come with very good condition reports, and most report lower fees and relatively easy arbitration. Dealers have also expanded their reach.

Some dealers are going out 1,000 miles and eating the transportation costs.

The advent of online sales and 20-minute auctions while a trade-in is still on a dealer’s lot, has resulted in a decline in the number of independent wholesalers in

the marketplace. There are still some out there. Auction wholesalers like Robert Hollenshead Auto Sales, one of the nation’s largest, have 1,152 units in his wholesale inventory and runs vehicles at Manheim Pennsylvania 52 weeks a year. There are others.

We have heard some dealers looking across our northern border to secure inventory. The current U.S. dollar exchange rate with Canadian dollar is $1.23. Of course, if you purchase a Canadian vehicle there may be homologation issues that will have to be addressed.

There are companies that assist with the legal importation of the vehicles as well as the auctions.

Another, riskier, source of inventory is a project vehicle. Vehicles that need a transmission, engine, or body work can offer an opportunity. Even salvage units may provide an opportunity. Of course, salvage titled vehicles will raise eyebrows, and legal and regulatory compliance and full disclosure is a must. Taking on a project vehicle poses challenges. Dealers with service bays have an advantage, but when purchasing the vehicle, it’s vital to know with certainty how much money it will take to get the vehicle ready for sale. Poorly estimating expenses will quickly exacerbate losses. Project vehicles are not for the uninitiated but can be another inventory source for many.

High Inventory Prices Especially Challenging for Finance Professionals

There are two ways to approach this perfect storm for finance professionals — adjusting the business model and finding new sources for right-priced vehicles. Both pose significant challenges.

As supply issues affect pricing, it is the lower segment of the inventory market that will be squeezed. The 7–8-year-old $2,500 wholesale vehicle simply doesn’t exist right now. That car now costs $4,000 to $4,500. What hasn’t changed is the quality of that unit. It’s still a $2,500 car that just costs twice as much. If a dealer has $300 a month customer, there’s no magic that will convert them to a $400 a month customer.

Buy here-pay here and subprime financing has always been a game of brinksmanship. Sell too many cars, and you outpace your capital. Don’t sell enough vehicles, and your business tends to stagnate and cashflow dwindles.

There are options out there when it comes to finding right-priced inventory that fits your business model, and dealers who are able to locate inventory right for them, timely, in the quantities needed will definitely have an advantage over their competitors.

BHPH dealers and subprime finance companies may have to shift their business models, tighten their underwriting, and look for better quality customers. More will have to be done up front to verify stips, gather references, July/Special 2021

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and intensify their due diligence before entering the contract. Obviously, using GPS technology and the multitude of valuable analytics it provides is a must in this current environment. With more cash at risk on the street, they will want to use the data the GPS technology provides to locate collateral when a recovery is warranted, get notifications when a unit enters a impound lot, or when a vehicle has become abandoned or disabled. Protecting your assets upfront, helps to prevent backend losses.

Inventory is hard to find and expensive when you do.

For buy here-pay here and subprime finance companies, this makes the high-risk business model even more challenging. Prices are rising, but wages are not. Because of the increased values, dealers are left with difficult choices. They can’t raise a monthly payment to cover the increased cash-in-deal, because their customers simply don’t have it in their budgets. Lengthening the term of the loan always adds greater risk to the portfolio. Getting larger down payments is an option, but this tends to limit the number of vehicles a dealer can sell.

You can contact David Meyer at dmeyer@proconanalytics.com.

For more information about Advantage Automotive Analytics, visit AdvantageGPS.com. For more information about Procon Analytics, visit ProconAnalytics.com.

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feature

Amazon’s 14 Leadership Principles & Your Dealership

Featured Speaker David Brotherton BHPH Consultant

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his topic has been covered by others. In fact, I 14 leadership principles are one of the core “secrets” to was inspired to research and apply Amazon’s 14 their success.

Leadership Principles to our industry by one of Customer Obsession those random YouTube videos that you click on at 2:00 “Start with the customer and work backwards. Work AM. This information is easily accessible, and my revigorously to earn and keep customer trust. Pay attention search showed similar takes on these principles across to competitors but keep obsessing over customers.” the board. What I haven’t seen, however, are concrete It took Amazon a long time to turn its first profit and, examples of how small to medium sized businesses can from its earliest days, Amazon has focused on constantly take the leap and start thinking “big” enough to realimproving the customer experience. It is very common ize that the information is only the beginning. Success for dealers to believe that their incomes from small companies ventory or personnel are their most thinking big and building a valuable assets. While both are critbig-company culture that is ical, it is your customers that you still foundational yet still agOne of Amazon’s need to keep coming back and buyile enough that it encourages ing more of your products and serteams to think and not just greatest successes vices and telling their friends how remember. well they were treated. Never stop Building a true leadership/ as a company has trying to offer more, to be more, ownership culture in your and to make things easier for your business is one of the most customer — they are the one thing been how they have difficult management transiyou absolutely can’t do without! tions that any business can make — primarily due to instilled their culture Ownership the nature of a sole-propri“Think like an owner long-term etorship where the owner with consistent and don’t sacrifice long-term value is “hands-on” all the time. for short-term results. Act on behalf In fact, many owners are so operating business of the entire company, not just for hands-on that they don’t realyour own team. Never say ‘that’s not ize that they become, in many my job.’” cases, the largest impediment leadership principles For your team members to take to their businesses growth and ownership, you have to treat them success because they become that they actually like owners. I’m not talking about the bottle-neck where timely how you pay them. This is more decisions go to die. One of live and believe into about how you treat them. Is your Amazon’s greatest successes ownership style dictatorial or colas a company has been how laborative? The first one does not they have instilled their cultheir core. encourage thought or free sharture with consistent operating ing of ideas. The second one does. business leadership principles Bring your teams regularly to that they actually live and bedevelop strategies and ideas and solicit free comments lieve into their core. Many businesses have “principles” and ideas from every level. You’ll never know where or “mission statements”. Unfortunately, for many, they leadership potential exists if you do nothing to encourage are just words on a page that may occasionally be referbringing it out. One of my favorite management maxims enced at meetings but aren’t lived and believed in. This is “If someone says that it’s not their job, it soon won’t be.” is not the case at Amazon and the application of these

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Invent & Simplify

“Expect and require innovation and invention from your team and always find ways to simplify. Be externally aware and always look for new ideas from everywhere.

Don’t be limited by “not invented here”.

These principles build upon one another. How many of you bring your team together and require innovation or independent thought? Have you ever had a “best idea” session with your team where everyone is required to present an idea that they think would help the company? We do this all the time in our 20 Groups, and it is one of the consistently most valued parts of our meeting process. Why would it be different for your team.

Thought takes work. Innovation requires ownership.

Leaders Are Right A lot

“You have strong judgment and good instincts. You seek diverse perspectives and work to confirm your disbeliefs.”

Leaders are right a lot. That doesn’t sound quite right until you consider the implication of the principle. Try looking at it this way: “Leaders are right a lot, because they aren’t afraid to change their mind a lot.” This principle is about flexibility and not reinforcing failure.

Taking a well-reasoned chance doesn’t mean you were wrong. Being wrong comes from not recognizing the failure EPI-TIADAhalf for what it is, pivoting 1to turn it to10:02 a success, or JUL2021.pdf 6/10/21 AM

accepting the loss and pivoting the other direction to reallocate resources to a more profitable purpose. Business failures are far, far more common than successes, but the great wins (think Amazon Prime) will also far, far overshadow the failures.

Frugality

“Accomplish more with less. Constraints breed resourcefulness, self-sufficiency, and invention. There are no extra points for growing headcount, budget size, or fixed expense.”

Success does not come from throwing money at a problem. Success comes from getting more out of the money you’re already spending and developing budgets based on expected ROI. It is also essential to have a plan for how everyone will work to realize that ROI and that this plan is both well-understood and well-trained.

Hire and Develop the Best

“Raise the performance bar with every hire and promotion. Recognize exceptional talent and willingly move them throughout the organization. Develop leaders and take seriously your role in coaching them.”

One area where many of us fail is that we are failing to transfer our passion, ideas, and experiences to our team members. In other words, we fail to be good coaches.

An even more obvious area is that we fail to encourage a

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diverse, talented workforce because we so often recruit from a position of greatest need. We wait for there to be a hole in the team before we start looking to fill it. Be honest.

How many of us recruit in advance of our needs? This is one of the best leadership habits for your organization to develop because it allows you to raise the bar and look for talent, instead of someone who can start Monday.

Earn Trust

“Listen attentively, speak candidly, and treat others respectfully. Be vocally self-critical, even when doing so is awkward or embarrassing. Leaders do not believe either their or their team’s body odor smells of perfume.

Benchmark yourself and your team against the best.”

Always treat everyone with respect. It helps encourage loyalty and innovation and it shows that you care about your customers and team members as human beings and not just numbers on a spreadsheet. Be the first to call yourself out when you make a mistake and encourage your team to find ways to improve.

Always encourage self-reflection and learning.

is a risk that requires coaching and confidence to turn to profitable reality. Insist on the best people and the best performance and reward accordingly.

Bias For Action

“Speed matters in business. Many decisions and actions are reversible and do not need extensive study. We value calculated risk taking.”

Most decisions in our business are time critical. You being the bottle neck in your operations can often take the “timely” part right out of the

equation. This maxim also refers to the type of employee who is far more comfortable playing defense and protecting themselves in the event of a professional mishap rather than taking a calculated risk. Businesses are better off with team members they have to reign in rather than ones they have to push to try.

Learn & Be Courteous

“You are never done learning and you always seek to improve. You are curious about new possibilities and act to explore them.”

Insist on the Highest Standards

“You have relentlessly high standards. Many may think these standards are unreasonably high. You are continually raising the bar and driving your team to deliver high quality products, services, and processes. Defects do not get sent down the line and problems are fixed so they stay fixed.”

Many organizations set high standards — and then fail to empower their teams to actually achieve them.

Fixing a problem so it stays fixed sometimes means thinking outside the box to find an unusual solution.

Everything will wind up on your desk if you haven’t taken steps to encourage an ownership mentality and clearly communicated your customer service standards. Empowerment July/Special 2021

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Take advantage of training classes and conferences for you and your team. Encourage group projects and crosstraining. And always enforce a culture of courtesy and respect.

Have Backbone to Disagree & Commit

“Respectfully challenge decisions when you disagree, even when doing so is uncomfortable or exhausting. Have convictions and be tenacious. Do not compromise for the sake of social cohesion. Once a decision is determined, commit to it.”

In a collaborative environment, your team needs to have the freedom and flexibility to disagree with the “party line” when decisions and strategies are being formed. If you ask for input, don’t be put off when someone’s notions disagree with your own. Listen and encourage your team to dig in and defend their positions. Once a decision is made, however, it is essential that everyone close ranks and commit to the strategy.

Dive Deep

“Operate at all levels. Stay connected to the details, audit frequently, and be skeptical when metrics and anecdote differ. No task is beneath you.”

Become a student of your business at every level and encourage this behavior in others. It isn’t enough to have data. You also need to know where it came from and double-check yourself when your conclusions fly in the face

of conventional wisdom. It doesn’t mean you’re wrong — but mavericks need to make sure they are right.

Think Big

“Thinking small is a self-fulfilling prophecy. Create and communicate a bold direction that inspires results. Think differently and look around corners for ways to serve customers.”

There are a lot of big operations that still think small. This isn’t evident in operational scope as much as it is in a lack of “big” culture and a systemic belief in “that’s the way we’ve always done it”. Even the smallest operations can think “big”.

Deliver Results

“Focus on the key inputs for your business and deliver with the right quality and in a timely fashion. Despite setbacks, rise to the occasion and never settle.”

And when it all comes together, the final one is the most important. Expect you and your team to deliver results. Balance quality with speed and never lose your customer focus. Keep enhancing your customer’s experiences and keep looking for ways to make it easier for them to succeed — and you will too.

David Brotherton will be a featured speaker at the TIADA Conference on Monday, July 26, 2021 in the Buy-Here Pay-Here Learning Track. To register for this year’s conference, visit www.tiadaannualconference.com.

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Education Offerings for Fall 2021

Dealer Academy Instructor-Led Courses Keeping Your BHPH Dealership Legal & Compliant Michael W. Dunagan, TIADA General Counsel and author of the standard-setting books, “Dealer Financing of Used Car Sales” and “Texas Automobile Repossession: A Lien Holder’s Legal Guide.”

This seminar is the final answer in BHPH compliance. Mike speaks dealer, and with 40 years of experience representing hundreds of BHPH dealers, he knows your business inside and out. He will focus on the practical side of compliance that understands you have a business to run -and you want to run it right.

•

MONDAY, OCTOBER 18, 2021, DALLAS 9:00AM – 4:00PM $249 TIADA Members, Each Additional $199 (must be from same dealership), $499 Non-members

Fast-Track Your Finances to Year-End and Beyond

Collin Kanelakos, CPA and lead partner with LGT Dealer Services Group, and other knowledgeable team members of the group, In this four-hour event, they will be presenting best practices that can successfully build a plan for your dealership to secure your finances and tax benefits to help you grow. Throughout the presentation they will cover Year-End Tax Planning Best Practices for BHPH and Retail-Used Dealers; Managing and Financial Reporting for Growth; Sales and Franchise Tax Best Practices; Succession and Estate Planning for Dealers, and will close with a Q&A and Networking luncheon.

•

TUESDAY, NOVEMBER 16, 2021, DALLAS 9:00AM – 1:00PM $99 TIADA Members, Each Additional $49 (must be from same dealership), $199 Non-members

Collect The Cash, Not The Car

Brent Carmichael, Executive Conference Moderator, 20 Groups. NCM Associates, Inc. It has been a challenging year in the Buy Here, Pay Here industry, aided by another odd tax season and increased apathy by our customers in regards to their payments. Dealers are finding that every collection opportunity needs to be capitalized on and that’s where this seminar can help.

•

MONDAY, DECEMBER 6, 2021 — HOUSTON 9:30AM - 4:00PM $249 TIADA Members, Each Additional $199 (must be from same dealership), $499 Non-members Stay tuned for registration information on our website:

w w w . t x i a d a . o r g /e d u c a t i o n Contact us at the TIADA office at 512.244.6060 or email us if you need assistance.

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www.lufkindealers.com 2109 N. John Reddit Dr., Lufkin, TX 75904 936.632.4299, Fax 936.632.4218 GM: Wayne Cook Thursday, 6:00 p.m.

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Atilla Kubar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2474 Manana Drive, Suite 121, Dallas, TX 75220

Local Chapters CORPUS CHRISTI G.R. Moore The Car Shack

ATT Motors

Saad Attar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3415 NE 28th Street, Forth Worth, TX 76111

(dates announced at

Automotive Solutions of South Texas

Steven Vestal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 922 US 59 S, Cleveland, TX 77338

www.txiada.org)

Cars on Rayford

Semantha Sharma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1430 Rayford Rd., Spring, TX 77386

GSGD Field Solutions

Godwin Oiku . . . . . . . . . . . . . . . . . . . . . . . . . . 2880 Donnell Dr., Unit 801, Round Rock, TX 78664-2345

EL PASO

Deandre Living . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7911 Observatory Street, Houston, TX 77088

Cesar Stark

Nathan Arp . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . P.O. Box 1209, Dalhart, TX 79022

S & S Motors

Living Group Auto Sales Texerra LLC

ASSOCIATE MEMBERS Car Dealers Insurance Group

Meeting – 3rd Friday

Alex Jaimes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18601 LBJ Fwy, Suite 722, Mesquite, TX 75150

Dealer Sign USA LLC

John Michael . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2330 Edgewater Dr, Palm Beach Gardens, FL 33410

(Monthly)

Gomez Law PLLC

Sandra Gomez . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11511 Katy Freeway Suite 610, Houston, TX 77079

HOU Mobile Notary

FORT WORTH

Nicholas Financial Inc

Jerry Smith

Patriot Automotive Consulting

H J Smith Automobiles

US Auto Credit

Meeting – 4th Thursday of

Eberlin Contreras . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . P.O. Box 940633, Houston, TX 77094 Scott Long . . . . . . . . . . . . . . . . . . . . 2454 McMullen Booth Rd, Bldg. C Suite 501, Clearwater, FL 33759 Ched Hargett . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 440 Action Dr. NW, Concord, NC 28027 Sean Dall . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8120 Nations Way, Suite 208, Jacksonville, FL 32256

Jan–May and Sep–Oct

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 through the Calendar of Events, access our online membership application, find contact information for all our Local Chapters, and access many additional resources through our Knowledge Base.

License Renewal Certificate TexasDealerEducation.com

Texas Department of Motor Vehicles

888.368.4689 • www.txdmv.gov July/Special 2021

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D e a l e r

Office of Consumer Credit Commissioner 800.538.1579 • occc.texas.gov Texas Comptroller

HOUSTON April Hanson Coast to Coast Motors

800.252.1382 • www.window.state.tx.us

Meeting – 2nd Tuesday

NIADA

(Monthly)

800.682.3837 • www.niada.com

REPOSSESSIONS American Recovery Association

SAN ANTONIO

972.755.4755 www.repo.org or contact TIADA state office

Jose Engler

FORMS

(dates announced at

800.252.9154 •www.burrellprinting.com

www.txiada.org)

Burrell Printing

Irving Motors Corp

31

feature

Executives & Experts Tackle Pandemic-Triggered Changes, Look Ahead to Possibilities in 2021

C

urrent National Automotive Finance Association president Joel Kennedy moderated a panel discussion during all-digital Used Car Week in November, featuring three executives from leading finance companies that often delve into the subprime space. The panel included Paul Gillespie of GM Financial who oversees the captive’s AmeriCredit segment as well as Cyrus Bozorgi of Veros Credit and Ian Anderson of Westlake Financial Services.

Before making attempts to project what the 2021 marketplace might be like, Kennedy asked the panelists to describe how the companies made it through the pandemic operationally.

“It’s been an interesting year. I like to think in this business you’re constantly learning new things. But I never thought we would be learning about this, but thankfully our families and employees are all doing well,” Bozorgi said.

“Initially when COVID started, the challenges were getting everyone set up to work from home and making sure they were safe. There have been different challenges throughout the year, of course, not knowing when this is going to end,” he continued. “But overall, I think it’s worked out well. Things have started to smooth out and we’re a lot more productive. With the vast amount of technology we’ve adapted over the years, that’s really helped us be able to transition from an office to having 80-90% of staff working from home. If it wasn’t for technology, it would be incredibly challenging to be able to do what we’re doing right now.”

For Westlake, Anderson noted that only about 10% of its global staff currently works in one of the company’s offices that includes facilities in Los Angeles, Las Vegas, Dallas as well as the Philippines.

“Now we’re actually operating better away from the office than when we were all here,” Anderson said. “I think that has to do with people not talking about how the weekend was, their favorite football team or whatever. Now when they’re at home, they’re actually working. We’re able to monitor what people are doing when they log in and log off. Management has been able to use tools to operate more efficiently.”

Both Bozorgi and Anderson considered the possibility of whether at-home workforces are more likely in auto finance rather than in-office ones even when the pandemic subsides.

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Featured Speaker Nick Zulovich

Cherokee Media Group

“Traditionally, auto finance and lending didn’t have these accommodations of working from home,” said Borzogi, whose company has about 250 employees. “If we don’t offer that option to a group of our employees to work from home even a few days or perhaps permanently, I think we could see a pretty large exit or turnover. There’s going to be a lot of companies out there in the lending space or other spaces that are going to offer that kind of opportunity and we have to be somewhat competitive.

“But the positives of that is now we have the ability to hire from anywhere if offer that opportunity,” he continued.

“We’re in California but we could hire somebody in Kansas to do the same jobs. There are pros and cons. The challenge will be for the companies that are not offering the work from home option, they might have more challenges.”

Anderson’s team is considerably bigger and cautioned about what happened to firms of Westlake’s size and larger that tried work-from-home modifications not triggered by a pandemic.

“Going forward, it’s a good perk,” Anderson said. “People can work from home because at the end of the day, they’re saving money and time. We’ve done a poll and some of our employees would be willing to take a 10% to 20% pay cut because they don’t have to drive and spend all of that time on the road. We see it as a win-win for us and the employees. That’s also something to be earned because we’ve had low performers that we’ve had to let go during this time or those low performers started to perform much better.

“Google and Yahoo started doing this in the past, but then things started slipping. We just have to see how it goes,” he added.

Subprime at New Low as Overall Delinquencies Drop Year-Over-Year

No matter where employees at providers such as Veros Credit and Westlake might be working, Experian senior director of automotive financial solutions Melinda Zabritski made a suggestion to finance companies after Experian released its Q3 2020 State of the Automotive Finance Market report.

The recommendation came in connection with a metric that providers might already watch with a laser focus 33

— delinquencies — even as the subprime segment continues to shrink to a new low.

According to the report, 30- and 60-day delinquency rates improved in the third quarter, coming in at 1.56% and 0.51%, respectively.

Comparatively, a year ago, Experian reported the 30-day delinquency rate stood at 2.25% and the 60-day delinquency rate sat at 0.75%.

“While the decline in 30- and 60-day delinquency rates is a positive trend for the industry, particularly with some of the accommodation programs coming to an end, we do need to consider the impact these programs have had on consumers,” Zabritski said in a news release.

“Some consumers likely leveraged financial assistance programs to manage through hardship, so it’s important for lenders to keep a close eye on how delinquency rates evolve over the coming quarters,” she continued.

“Nonetheless, the improvement is a positive sign for the country’s economic recovery.”

Overall, the industry is taking on less risk as Experian pegged the subprime segment of all financing at 19.23% in the third quarter, representing a record low in its database.

And in Q3, analysts added that deep subprime financing remained below 3% of the overall market.

Beyond influencing consumers’ ability to manage monthly payments and perhaps how much appetite finance companies have for subprime, Experian pointed out the pandemic also has impacted overall volume.

However, despite fewer vehicle sales, analysts discovered outstanding balances still grew 2.8% from a year ago, reaching $1.2 trillion. This increases also comes at a time where a smaller percentage of vehicles are being financed.

Experian indicated the percentage of new vehicles with financing was 82.43% in Q3 compared to 86.99% the previous year. Similarly, the percentage of used vehicles with financing was 33.71% in Q3 compared with 39.79% over the same period.

“It is important to note, the drop in the percentage of vehicles with financing can also be attributed to an increase in cash transactions,” Experian said.

Prime Consumers Continue to Opt for Used Vehicles

During the first few months of the pandemic, Experian recapped that automakers offered new-vehicle incentives to improve sales. As a result, analysts saw prime borrowers opt for new vehicles, reversing a trend they observed in previous quarters.

With fewer incentives offered during the third quarter, Experian found that a higher percentage of prime consumers shifted back to used.

In fact, analysts reported prime and super prime contract holders made up 55.3% of used vehicles financed during the quarter, a new high for used-vehicle financing.

Experian sees the shift back to the used vehicle market 34

is likely driven by continued affordability conversations; a metric that Cox Automotive and Moody’s Analytics recently chose to track more closely.

The newest Experian report showed both the average amounts financed for both new and used vehicles increased in Q3.

The average amount financed for a new vehicle rose more than $2,000 over the previous year, reaching $34,635, while the average amount financed for a used vehicle climbed $945 to $21,438 over the same period.

Analysts explained the increases could also be attributed to consumer preference, with buyers leaning toward larger, more expensive vehicles.

Experian noted that small SUVs were the most purchased vehicles, making up 26.01% of contracts in Q3, followed by midsize SUVs at 24.15%.

Despite the increases in average amounts finance, Experian mentioned the increases in average monthly payment weren’t as sharp.

To be exact, analysts said the average new-vehicle payment amount increased $11 year-over-year, reaching $563 in Q3.

The average used-vehicle payment ticked up $6 to $397.

To keep those monthly payment manageable, finance companies are absorbing more risk by stretching terms and edging rates lower.

Experian determined the average term for new vehicles financed during the third quarter increased slightly to 69.68 months, up from 68.98 months a year earlier. And the average term for used vehicles financed in Q3 increased from 64.49 months to 65.15 months.

Analysts went on to note that the average interest rate for a new-vehicle contract booked in Q3 saw sharp decrease, sliding from 5.38% in Q3 of last year to 4.22% in Q3 of this year. The average interest rate for used-vehicle paper originated in Q3 dropped from 9.09% to 8.43% year-over-year.

“With affordability still top of mind, particularly during the pandemic, lower interest rates have certainly helped consumers keep monthly payments at a manageable level,” Zabritski said.

“As the market evolves and financial situations shift, it’s important for lenders and dealers to stay close to the trends and make strategic decisions that help keep the industry moving forward and consumers in their vehicles.”

Additional Findings for Q3 2020

Experian closed its latest update by mentioning a trio of other trends, including: Average credit scores saw a sharp increase for new ve hicles, jumping from 728 in Q3 2019 to 732 in Q3 2020.

The average credit score for used vehicles also saw a one-point increase from 664 to 665 year-over-year.

New-vehicle leasing continued decrease in Q3 2020,

comprising 26.2% of new-vehicle financing, compared to 30.27% in Q3 2019.

Captive finance companies continued to increase market

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share, rising from 30.85% in Q3 2019 to 34.49% in Q3 2020. The buy-here, pay-here segment saw a slight increase from 4.32% to 4.69%, while all other provider categories sustained year-over-year decreases.

Executives Look Ahead To 2021

During Used Car Week, Gillespie didn’t mince words when trying to project what might happen in 2021. He prefaced his opinion by acknowledging how important it was that AmeriCredit was a part of GM Financial rather than being a standalone firm as it was from its founding until being acquired by the parent automaker a decade ago.

“I think it’s going to be rough. We’re heading into unchartered water,” Gillespie said. “The election was so close that it’s a mixed bag. You can’t get a strong read on what’s going to happen there. Then you layer in this resurgence of COVID. Right there, I think there’s going to be a lot of uncertainty.

“Now the optimistic side of me says that by the time March and April arrive, there will be an antidote to the virus out there and things will be good,” he continued.

“But I think it’s going to take a little time. It’s going to be a rough start. First half of the year will be rough, but then the second half will be good. It’s so difficult to project beyond five to six months.”

Anderson echoed a similar projection Gilliespie as Westlake enters into 2021 with approximately $12 billion in assets under management.

“Where the business goes really depends on a lot of factors beyond our control. We’re still going to try to grow.

Our company goal is 20%. Whether or not we get there, the market will determine that,” Anderson said.

“We still think there are some opportunities out there,” he continued. “But as far as forecasting risk, with recovery losses being low and collection numbers being great, we’ve been putting more money into reserves because we don’t know what’s going to happen. We don’t have a crystal ball.

But one thing people in this space I think can appreciate is that this business is highly commoditized. It moves really fast with changes in supply and demand. Be ready to move with the market whether it’s negative or positive.”

Bozorgi offered his forecast through the prism of how Veros Credit operates in the auto-finance ecosystem.

“What we have to be concerned about especially as a smaller company like ours is having sufficient liquidity for uncertain times,” Bozorgi said. “We’re a pretty conservative company already. We’re not highly leveraged. We have pretty strong liquidity. But beyond that it’s being prepared for the unknown. We don’t know what’s going to happen. Every week, things are so fluid and move so fast. Used-car prices could suddenly drop. We could see that happening if there’s a flood of repossessions. But then if the factories stop producing and the auctions seize up again, then used-car prices could shoot up if there’s demand. It’s just all over the place.

“What we have to do is prepare,” he continued. “Could it be worse than what we’ve already been through? Possibly.

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It’s very difficult of forecast what’s going to happen. It really could go in any direction. As a company, you have to be prepared to continue working from home. If there’s an opportunity in the marketplace for us to acquire more contracts, of course we’re going to do that. But what might happen in the capital markets? Is that going to remain as strong as it is?

That’s a big concern for everyone. It’s all very unknown.”

Transunion Releases 2021 Auto-Finance Forecast

As far as the entire marketplace, TransUnion sees autofinance companies having less appetite for risk in the coming year.

The auto component of TransUnion 2021 consumer credit forecast released in December projected that origination activity in the first and second quarters of 2021 is expected to generate 6.8 million and 7.4 million new accounts, respectively.

Analysts think a greater share of contracts will shift to the prime and above risk tiers.

TransUnion explained this origination mix shift is a reflection of changing consumer demand and adjustments to finance-company strategies due to the pandemic.

As subprime originations decline, analysts added that the total share of non-prime balances is expected to gradually decrease throughout the year.

“New auto originations will shift toward lower risk consumers as auto lenders continue to grapple with the aftermath of the pandemic,” said Satyan Merchant, senior vice president and TransUnion’s auto line of business leader.

“However, the forecasted origination activity represents a fairly healthy rebound for the industry given the challenges seen in 2020,” Merchant continued in a news release. “As long as supply issues do not persist, auto-loan originators should expect a steady 2021.”

Merchant noted that current portfolio performance should also stabilize as accommodations continue to decline.

While a tool finance companies leverage significantly at the beginning of the pandemic, TransUnion sees just 3.8% of contracts currently sitting in some kind of modification.

“While consumers with a mortgage forbearance may impact auto loan delinquencies, we are anticipating this to be relatively small,” Merchant said.

“Over the years our research has shown that, especially in a time of need, many consumers prioritize auto payments more so than other credit products,” he continued.

“And now, during the COVID-19 pandemic, it’s clear that many Americans will continue to value having access to a vehicle, as it is the lifeblood of many consumers,” Merchant went on to say.

Nick Zulovich will be interviewing Mark Roszkowski, Chief Revenue Officer of Vroom at the TIADA Conference on Tuesday, July 27, 2021 in the Live Podcasts section of the Learning Laboratory. To register for this year’s conference, visit www.tiadaannualconference.com.

35

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The best dealers in Texas, the best education anywhere.

July 25-27, 2021

BHPH

The BHPH Exit Ramp

CHUCK BONANNO

BHPH Consultant

Special Finance & Retail

Management

Technology

Compliance

Repossession 101: What You Need to Know

38

MICHAEL W. DUNAGAN TIADA General Counsel

The NEW Digital First Used Car Dealership and How to Compete Against the Big Guys

ZACH KLEMPF

Selly Automotive Founder & CEO

Create the Team Your Customers Deserve

Always a Good Time to Revisit the Basics

BHPH A Deeper Dive

BRENT CARMICHAEL

DAVID BROTHERTON

NCM Associates Consultant

BHPH Consultant

TxDMV Called: What Do I Do Next?

OCCC Essentials

CORRIE THOMPSON & DAVID GEORGE

HUFFMAN LEWIS & ERIC FANCHER

Texas Department of Motor Vehicles

Office of Consumer Credit Commissioner

Mobile First vs. Mobile Responsive Websites Affect Your Leads

Why Aren’t We Doing That on Facebook & Instagram? The LowHanging Fruit of Digital Marketing

LYAMEN SAVY

ANDREW STREET

321 Ignition CEO and Founder

Dealer OMG CEO and Founder

Tapping into the Hispanic Market

Where is the Money?

LENDER LIGHTNING

Talks with Representatives from

CORY MOSLEY

Mosley Strategy Group, LLC Principal

Disruptive Innovation: Threat or Opportunity?

TIM KINTZ

The Kintz Group President

ADAM DENNIS

SurgeMetrix Principal

Data, Data, Data, Know Your Numbers to Get Better Gross and Volume

AGORA, PRIMALEND, SPARTAN FINANCIAL, STERLING CREDIT and TEXAS DEALER SOLUTIONS

Best Practices Kill Sales Growth — How Not to Be A Victim

JASEN RICE

CORY MOSLEY

Lotpop Inc. Owner

Mosley Strategy Group, LLC Principal

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Sourcing Inventory in a Post-Covid World

NICK ZULOVICH

Auto Remarketing Podcast

LUKE GODWIN AND JEFF WATSON

Used Car Dealer Podcast

DEALER PANEL

Beas Auto Sales

The Independent Dealer Podcast

MARK ROSZKOWSKI

Vroom - Chief Revenue Officer

BRENT CARMICHAEL

The New Enforcement Philosophy for CFPB & FTC

L. JEAN NOONAN, ESQ.

ZACH KLEMPF BETO BEAS

Set Your Dealership Apart with the TIADA CPO Program

NCM Associates Consultant

Hudson Cook, LLP - Esq., Partner

MARK JONES

CHUCK BONANNO

EARL COOKE

TIADA - Dir. of Compliance and Business Development

EDDIE HALE

BHPH Consultant

Spotting Document Fraud

Neighborhood Autos

Walkaround Competition

DARREN SCHLOSSER

Houston Police Dept, Auto Theft Division Vehicle Fraud Unit Sergeant

WAYNE CAREY

Auction Guru

JENISSA RICE

CORY MOSLEY

Mosley Strategy Group, LLC Principal

Auto Liquidators - COO

ATTORNEY PANELISTS

ERIK WILSON

LEGISLATIVE PANELISTS

SUSAN WHITE & BRANDON STARLING

Chief of Staff Sen. Carol Alvarado

Erik Wilson and Associates, PLLC

ROBERT MILLIGAN

ROBERT PAULSEN

JASON GREGORY

Chief of Staff Rep. Justin Holland

CARLOS MIRANDA

Chief of Staff Sen. Eddie Lucio Jr.

RUBEN O’BELL

DEALER PANELISTS

DEALER PANELISTS

MARK WEIDA (CO) STUART LANDSVERK (AZ) DONALD SULLIVAN (VA)

BILL METZINGER (PA) DARRYL JACKSON (NC) MILO TREVIZO (AZ)

July/Special 2021

Real Special Finance & Retail Talk with Three National Rock Stars of Special Finance & Retail

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Auto City - Dallas

Abilene Used Car Sales - Abilene

SAM SINNO

Apple Sport Imports - Austin

BHPH Unplugged, Take Two

DEALER PANELISTS

ELSHAN BAYRAM (VA) CHAD RANDASH (MT) KERRI & STEVEN WATKINS (MS)

National Dealer Panels

BHPH Unplugged, Take One

DEALER PANELISTS

ALEX HAMMOND

Shackelford, Bowen, McKinley & Norton, LLP

Miranda and Maldonado Law

Frontline Ready — Making Money Before the Sale

Texas Panels

DIY — Opening the Door to Your Local Legislators

2021 Legal Trends

Hands-On Demos

Auction Secrets and the Unwritten Protocol

MCMC

Cars & Coffee

In-Depth Q&A with Two Masters of Collections

Should Electric Vehicles Have a Place on Your Lot?

Live Podcasts

The Innovation and Philosophy Driving Vroom

39

Thank You

TO OUR

P L A T I N U M

G O L D

W Walker Auction Group

L I M I T E 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 AVA I L A B L E 40

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CURRENT S I L V E R

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2021 TIADA Conference & Expo July 25 –27, 2021 Kalahari Resorts & Conventions – Round Rock, 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

REGISTRATION

Full Conference Pass—Dealers Only (includes Welcome Reception, Monday & Tuesday Education /Sessions, Expo Hall, Lunch on Monday & Tuesday, and Awards Reception & Dinner)

$595 $495 $395

1st Registrant 2nd Registrant* 3rd + additional Registrant*

One Day Dealer Pass

$300 $400 non-members

(Monday 7/26 or Tuesday 7/27) (includes Monday or Tuesday Education, Expo Hall and lunch on your selected day)

Non-Member (Dealers only)

$895

TADA and out-of-state IADA members are eligible for TIADA member rate

*Registrants must be from same dealership to receive discounted rate

Please contact the hotel directly to book your room.

Room Reservations: 512.651.1000

Kalahari Resorts / 3001 Kalahari Drive/ Round Rock, TX 78665 42

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Dealership: ______________________________________________________ Phone: ____________________ Address: ________________________________________________City/ST/Zip: ______________________  Primarily BHPH Dealer

 Primarily Retail Dealer

 Equally BHPH/Retail Dealer

REGISTRANT DETAILS

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Name: __________________________________________________ Name for Badge: _________________________________________ Title: ___________________________________________________

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Email:__________________________________________________

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 FULL CONFERENCE ($595)  ONE DAY PASS ($300) Circle Preferred Day MONDAY TUESDAY  Expo Hall Guest Wristband (10 & older) ($99 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)

 FULL CONFERENCE ($495)  ONE DAY PASS ($300) Circle Preferred Day MONDAY TUESDAY  Expo Hall Guest Wristband (10 & older) ($99 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)

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Name: __________________________________________________ Name for Badge: _________________________________________ Title: ___________________________________________________ Email:__________________________________________________  FULL CONFERENCE ($395)  ONE DAY PASS ($300) Circle Preferred Day MONDAY TUESDAY  Expo Hall Guest Wristband (10 & older) ($99 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)

$____ $____ $____ $____

Name: __________________________________________________ Name for Badge: _________________________________________ Title: ___________________________________________________ Email:__________________________________________________  FULL CONFERENCE ($395)  ONE DAY PASS ($300) Circle Preferred Day MONDAY TUESDAY  Expo Hall Guest Wristband (10 & older) ($99 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)

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Total Amount Due $ ____________

 Make check payable to TIADA.  TIADA is hereby authorized to execute payment to the following credit card:

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SERVICE DEPARTMENT AVAILABLE TEXAS TERRITORIES

(800)947-4532

This information is not intended as an offer to sell, or the solicitation of an offer to buy, a franchise. It is for informational purposes only. Currently, the following states regulate the offer and sale of franchises: California, Hawaii, Illinois, Indiana, Maryland, Michigan, Minnesota, New York, North Dakota, Oregon, Rhode Island, South Dakota, Virginia, Washington, and Wisconsin. If you are a resident of one of these states, we will not offer you a franchise unless and until we have complied with applicable pre-sale registration and disclosure requirements in your jurisdiction. © Byrider Franchising, LLC. 12802 Hamilton Crossing Blvd., Carmel, Indiana 46032. All Rights Reserved.

2021 TIADA Vendor Directory A Complete Listing of TIADA’s Associate Members compiled by Texas Dealer staff The following is a complete list of the current associate members of TIADA as of June 15, 2021. A listing with an asterisk (*) indicates the member advertises in this magazine and a highlighted listing indicates the member is an Annual Conference sponsor at the Specialty, Silver, Gold or Platinum level. Entries are alphabetical by category. Categories are: Auction; Consulting/Education; CPA/Accounting; Credit Services; CRM; Dealer Management Software; Dealer Supplies & Services; Digital Marketing/SEO; Finance/Banking; Floorplan; Forms/Printing; GPS Payment Protection/Recovery; Insurance; Legal Services; Other; Payment Processing; Service Contracts; Software; Vehicle History Reports; Vehicle Listing.

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AUCTION

Alliance Auto Auction of Waco ADESA San Antonio

*ACV Auctions (Inside Front Cover)

640 Ellicott Street, Buffalo, NY 14203 Contact: Adam LePage Phone: 800.553.4070 Email: sales@acvauctions.com Website: www.acvauto.com ACV’s network of brands is designed to add transparency to the Auto industry. ACV’s offerings include ACV Auctions, ACV Capital, ACV Transportation and True360. To learn more, visit acvauto.com.

________________________________ ADESA Austin, Inc.

2108 Ferguson Lane, Austin, TX 78754 Contact: Rich Levene Phone: 512.873.4000 Email: rich.levene@karauctionservices.com Website: www.adesa.com ADESA offers a full-service auction, reconditioning, logistical, and other vehiclerelated services to meet the remarketing needs of both its institutional and dealer customer.

________________________________ ADESA Dallas

3501 Lancaster Hutchins Road Hutchins, TX 75141 Contact: Eric Jenkins Phone: 972.284.6000 Email: eric.jenkins@adesa.com Website: www.adesa.com ADESA offers a full-service auction, reconditioning, logistical, and other vehiclerelated services to meet the remarketing needs of both its institutional and dealer customer.

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200 S. Callaghan Road San Antonio, TX 78227 Contact: Clif Sprenger Phone: 210.434.4999 Email: clifton.sprenger@adesa.com Website: www.adesa.com ADESA offers a full-service auction, reconditioning, logistical, and other vehiclerelated services to meet the remarketing needs of both its institutional and dealer customer.

________________________________ Alliance Auto Auction of Abilene

6657 US Highway 80 W Abilene, TX 79605 Contact: Brandon Denison Phone: 325.698.4391 Email: ap.abilene@allianceautoauction.com Website: www.allianceautoauction.com Dealer Only Auto Auction

4526 N Sam Houston Parkway West Houston, TX 77086 Contact: Brian Wetzel Phone: 281.885.5201 Email: Brian.Wetzel@adesa.com Website: www.adesa.com/Houston ADESA offers a full-service auction, reconditioning, logistical, and other vehiclerelated services to meet the remarketing needs of both its institutional and dealer customer.

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________________________________ Ally SmartAuction

500 Woodward Avenue Detroit, MI 48226 Contact: Kimela Rich Phone: 469.203.2921 Email: kimela.rich@ally.com Website: www.ally.com/dealer/smartauction/ Industry-leading online auction. Franchise and independent dealers have purchased nearly 5 million vehicles since 2000.

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Alliance Auto Auction of Austin

1550 CR 107, Hutto, TX 78634 Contact: Brad Wilson Phone: 737.300.6300 Email: bwilson@myalliance.com Website: www.allianceautoauction.com/ auctions/austin-tx/ Alliance Auto Auction is a rapidly growing family of auto auctions providing vehicle remarketing services to wholesale dealers in Abilene, Austin, Dallas, Longview, and Waco. JOIN THE ALLIANCE.

*America’s Auto Auction - Austin (Pg. 15) 16611 IH-35, Buda, TX 78610 Contact: Jamie McCollum Phone: 512.268.6600 Email: jamie.mccollum@americasautoauction.com Website: www.AmericasAutoAuction.com We are a wholesale automobile auction specializing in selling New Car Trades.

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________________________________ Alliance Auto Auction of Dallas

9426 Lakefield Blvd.

Dallas, TX 75220 Contact: Robert Kersh Phone: 214.646.3136 Email: ap.dallas@allianceautoauction.com Website: www.allianceautoauction.com NAAA Member with Simulcast, OVE, Recon Services, Pre & Post Sale Inspections.

Alliance Auto Auction of Longview

ADESA Houston

15735 North Interstate 35 Elm Mott, TX 76640 Contact: Christina Thomas Phone: 254.829.0123 Email: ap.waco@myalliance.com Website: www.allianceautoauction.com Dealer Only Auto Auction.

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6000 SE Loop 281 Longview, TX 75602 Contact: Chris Barile Phone: 903.212.2955 Email: chris.barile@allianceautoauction.com Website: www.allianceautoauction.com Dealer Only Auto Auction.

*America’s Auto Auction Dallas (Pg. 15)

219 N Loop 1, Irving, TX 75061 Contact: Alden Ireland Phone: 972.445.1044 Email: Alden.ireland@americasautoauction.com Website: www.AmericasAutoAuction.com America’s Auto Auction is a wholesale automobile auction company offering a full spectrum of remarketing services, with dedicated professional staff helping with all your auction needs.

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*America’s Auto Auction Houston (Pg. 15)

1826 Almeda Genoa Road Houston, TX 77047 Contact: Ben Nash Phone: 281.819.3600 Email: Ben.Nash@AmericasAutoAuction.com Website: www.americasautoauction.com Wholesale Auto Auction with full service Recon Center.

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*America’s Auto Auction North Houston (Pg. 15)

1440 FM 3083 Conroe, TX 77301 Contact: Buddy Cheney Phone: 936.788.2881 Email: buddy.cheney@americasautoauction.com Website: www.americasautoauction.com Dealer-only wholesale auction. Tuesdays at 1 pm.

New Car Trades and Credit Acceptance.

________________________________ AutoNation Auto Auction Houston

608 W. Mitchell Road Houston, TX 77037 Contact: Juan Gallo Phone: 281.506.3220 Email: galloj@autonation.com Website: www.autonationautoauction.com AutoNation Auto Auction provides a trusted place to buy and sell quality used vehicle inventory.

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CARWAVE

Lake Charles Auto Auction

855 North Broadway, Suite 100 Escondido, CA 92025 Contact: Bryan Bergfeld Phone: 559.476.7803 Email: Bryan.bergfeld@carwave.com Website: www.carwave.com CARWAVE is California’s largest dealer direct network and is currently expanding into additional states, including Arizona, Nevada and Texas. All of the vehicles on CARWAVE come directly from dealerships.

________________________________ Corpus Christi Auto Auction

13510 Toepperwein San Antonio, TX 78233 Contact: Hunter Dunn Phone: 361.767.4100 Email: hdunn@ccaatx.com Website: www.CorpusChristiAutoAuction.com Family-owned and operated, W. Walker Auction Group has been serving the South Texas area for over 25 years. Connecting buyers and sellers, we strive to treat everyone like family.

________________________________ *EPI El Paso (Pg. 22)

7930 Artcraft Road El Paso, TX 79932 Contact: Luke Pidgeon Phone: 915.496.6052 Email: luke@epiaa.com Website: www.epiaa.com Full service, in-lane & online wholesale auto auction.

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1100 Main Street, #1500 Kansas City, MO 64105 Contact: Corinne Amrhein Phone: 317.249.4221 Email: Corinne.amrhein@karglobal.com Website: www.backlotcars.com BacklotCars is an online platform for car dealers to buy and sell wholesale inventory.

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11654 Highway 64 W Tyler, TX 75704 Contact: Wayne Cook Phone: 903.597.2800 Email: officemanager@greatertyleraa.com Website: www.greatertylerautoauction.com Sale Tuesday’s 5 PM, Edge Pipeline Simulcast 4 Lanes, Member: NAAA, TIADA, Founders Group.

Houston Auto Auction

2000 Cavalcade Houston, TX 77009 Contact: Tim Bowers Phone: 713.644.5566 Email: timbowers@houstonaa.com Website: www.houstonautoauction.com Dealer-Only Auction every Tuesday at 1 p.m.

Variety of sellers includes Local Dealers; Bank/ Credit Unions; Government Entities; Oil/Gas/ Utility, Fleet/Lease companies.

________________________________ IAA Big Valley Auto Auction - Donna

4315 Hutto Road Donna, TX 78537 Contact: Mere Rangel Phone: 956.461.9000 Email: mere@bigvalleyaa.com Website: www.bigvalleyaa.com With over 50 franchise dealers in the Rio Grande Valley and 20+ remarketing companies, Big Valley Auto Auction offers a big-time auction experience in South Texas.

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________________________________ Lufkin Dealers Auto Auction

2109 N. John Redditt Drive Lufkin, TX 75904 Contact: Wayne Cook Phone: 936.632.4290 Email: lufkinauction@yahoo.com Website: www.lufkindealers.com We excel in remarketing vehicles for banks, title loan companies and other repossessions.

Sales every Thursday at 6:00PM!

________________________________ *Manheim Dallas (Back Cover)

5333 W. Kiest Blvd.

Dallas, TX 75236 Contact: Rich Curtis Phone: 214.467.6242 Email: rich.curtis@coxautoinc.com Website: www.manheim.com Manheim Dallas 5,500 plus vehicles every week! Auctions every Tuesday/Wednesday/ Friday!

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Greater Tyler Auto Auction

________________________________ BacklotCars Inc.

2435 Broad Street, Lake Charles, LA 70601 Contact: Matt Pedersen Phone: 337.433.8664 Email: matt@lcaa.com Website: www.lcaa.com LCAA has been family-owned and operated since 1991. We have 6 lanes running vehicles from 35+ New Car Stores, Independents, Fleet, Lease, Repo and more.

Two Westbrook Corporate Center, 10th Floor Westchester, IL 60154 Contact: Laura Marchiafava Phone: 224.500.1614 Email: LMarchia@IAAI.com Website: www.iaai.com IAA works with dealerships, fleet and finance companies, and government agencies to sell thousands of high mileage, lightly damaged repossessed and abandoned vehicles every year.

*Manheim Dallas-Fort Worth (Back Cover) 12101 Trinity Blvd.

Euless, TX 76040 Contact: Nicole Graham-Ponce Phone: 817.399.4000 Email: nicole.graham@coxautoinc.com Website: www.manheim.com/locations/DFWA Dealer only automobile auction in the DFW metroplex offering Ford Factory, RV/Boat, Mobile, Heavy Truck and Weekly sales.

________________________________ *Manheim El Paso (Back Cover)

485 Coates Drive El Paso, TX 79932 Contact: Maria Fierro Phone: 915.585.5206 Email: maria.fierro@coxautoinc.com Website: www.Manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

________________________________ *Manheim Houston (Back Cover)

14450 West Road Houston, TX 77041 Contact: Brian Walker Phone: 281.955.4667 Email: brian.walker@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

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CONSULTING/EDUCATION

Victoria Auto Auction

835 Industrial Park Drive Victoria, TX 77905 Contact: Shelly Griffin Phone: 361.576.0058 Email: shelly@victoriaautoauction.com Website: www.victoriaautoauction.com

*Manheim San Antonio (Back Cover) 2042 Ackerman Road San Antonio, TX 78219 Contact: Mike Browning Phone: 210.662.3135 Email: mike.browning@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

American Auto Protection

860 W Airport Freeway, Suite 205 Hurst, TX 76054 Contact: Jack Estes Phone: 817.479.8583 Email: jestes@aaprotect.com Website: www.aaprotect.com GAIN A COMPETITIVE ADVANTAGE. We offer high quality coverage products that help auto dealers increase customer satisfaction and build loyalty for repeat business.

________________________________ *Manheim Texas Hobby (Back Cover) 8215 Kopman Road Houston, TX 77061 Contact: Darren Slack Phone: 713.649.8233 Email: Darren.Slack@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

2021 TLSAA Lubbock_TIADA ad.pdf

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Metro Auto Auction - Dallas

1836 Midway Road Lewisville, TX 75056 Contact: Scott Stalder Phone: 972.492.0900 Email: sstalder@metroaa.com Website: www.metroaa.com Premier auto auction serving auto dealers with outstanding inventory and quality service.

Running over 1800 vehicles weekly in sales every Tuesday and Friday.

________________________________ San Antonio Auto Auction

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13510 Toepperwein Road San Antonio, TX 78233 Contact: Brandon Walston Phone: 210.298.5477 Email: bwalston@saaatx.com Website: www.SanAntonioAutoAuction.com Family owned and operated, W. Walker Auction Group has been serving the South Texas area for over 25 years. Connecting buyers and sellers, we strive to treat everyone like family.

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Texas Lone Star Auto Auction

2205 Country Club Drive Carrollton, TX 75006 Contact: Sara Edgington Phone: 214.483.3597 Email: sara@tlsaa.com Website: www.tlsaa.com Auctions held in Austin every Friday at 11 am & every other Thursday at 11 am. Check website for run lists & locations.

________________________________ *Texas Lone Star Auto Auction Lubbock (Pg. 47) 2706 E. Slaton Road Lubbock, TX 79404 Contact: Dale Martin Phone: 806.745.6606 Email: dale@lsaalubbock.com Website: www.lsaalubbock.com July/Special 2021

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AutoZoom

Total Dealer Training

Shilson, Goldberg, Cheung & Associates, LLP

9001 Airport Freeway, Suite 760 North Richland Hills, TX 76180 Contact: Scott Carlson Phone: 888.493.6891 ext. 12 Email: scottcarlson@autozoom.com Website: www.autozoom.com We build Custom-Fit Scoring models for usedcar financing dealerships. Check out the short explainer video on our home page.

________________________________ BlytzPay, LLC

CPA/ACCOUNTING

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1849 Kingwood Drive, Suite 101 Kingwood, TX 77339 Contact: Amanda Sanchez Phone: 832.742.1300 Email: amanda@butler-sanchez.com Website: www.butler-sanchez.com CPA firm offering personalized bookkeeping, financial statement, and tax services to independent dealerships.

13937 South Sprague Lane, Suite 100 Draper, UT 84020 Contact: Trevor Atwood Phone: 801.658.2212 Email: trevor@blytzpay.com Website: www.blytzpay.com We’ve reimagined the bill payment and collection experience. Use the speed and security of text so you can focus on growing your business.

Ignite Consulting Partners

301 Commerce Street, Suite 2360 Fort Worth, TX 76102 Contact: Steve Levine Phone: 817.875.0621 Email: steve.levine@ignitecp.com Website: www.IgniteConsultingPartners.com Ignite provides compliance, technology and implementation consulting services to the consumer finance industry.

________________________________ Phoenix Business Consulting, LLC

8636 Ashcroft Avenue Dallas, TX 75243-7104 Contact: Jessica Cumbee Phone: 843.670.7097 ext. 7 Email: jlcumbee@gmail.com Legal, compliance, human resources and operational consulting and auditing services.

________________________________ Profilocity LLC

2626 Cole Avenue, Suite 300 Dallas, TX 75204 Contact: Mark Peters Phone: 833.764.4897 Email: mark@profilocity.com Website: www.profilocity.com Our goal and objective is to provide automotive dealers with cutting edge, state of the art and lucrative relationships that will dramatically improve profitability, improve efficiencies and reduce risk.

________________________________ The Octane Group

3267 East 3300 South, #321 Salt Lake City, UT 84109 Contact: Jim Rhoads Phone: 903.816.0216 Email: jrhoads@octane.group Website: www.octane.group.com With more than 20 years of BHPH-specific training and consulting experience, Octane’s services range from capital projections and business modeling to a full-service BHPH launch package.

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10917 Upland Park Houston, TX 77043 Contact: Jay Rose Phone: 994.955.7666 Email: Jay@Totaldealertraining.com Website: www.Totaldealertraining.com Customized Dealership Coaching & Training in the Automotive Industry.

Butler & Sanchez LLC

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CLA

5001 Spring Valley, Suite 600W Dallas, TX 75244 Contact: Mitch Seward Phone: 972.383.5700 Email: mitch.seward@CLAconnect.com Website: www.CLAconnect.com/dealerships CPAs and consultants with deep industry experience to help drive dealerships and owners to financial success.

________________________________ CMOR Solutions, LLC

10655 Six Pines Drive #215 The Woodlands, TX 77380 Contact: Corey Morrissey Phone: 832.944.4228 Email: corey@cmorsolutions.com Website: www.cmorsolutions.com DMS Experts specializing in accounting integrations, custom report writing/queues/ dashboards, month-end system reconciliation, API development and process improvements. Let us help you solve your next puzzle.

________________________________ HHM CPAs

1200 Market Street Chattanooga, TN 37402 Contact: Kim Cooley Phone: 423.756.7771 Email: kcooley@hhmcpas.com Website: www.hhmcpas.com HHM CPAs is a certified public accounting firm that specializes in traditional and non-traditional accounting and tax services for dealerships.

________________________________ Lane Gorman Trubitt, LLC

2626 Howell Street, Suite 700 Dallas, TX 75204 Contact: Collin Kanelakos Phone: 214.461.1492 Email: ckanelakos@lgt-cpa.com Website: www.lgt-cpa.com With a dedicated automotive team, LGT has the industry experience to serve your accounting needs.

2180 N. Loop W., Suite 260 Houston, TX 77018 Contact: Jason Cheung Phone: 713.290.8171 Email: jasonc@sgcaccounting.com Website: www.sgcaccounting.com CPA firm serving BHPH dealers and related finance companies across the country.

________________________________ TVO Tax Services, LLC

1630 Sweetwater Lane Prosper, TX 75078 Contact: Douglas Popino Phone: 214.220.9315 Email: dougpopinotvii@yahoo.com

________________________________ Xavier Reyna, CPA

8433 Katy Freeway, Suite 250 Houston, TX 77024 Contact: Xavier Reyna Phone: 713.952.1712 Email: xreyna@wt.net Website: www.xavierpc.com Accounting, Tax and Consulting Services for small businesses and individuals.

CREDIT SERVICES Car Market Solutions, LLC

73 Finch Court, Naperville IL 60565-2327 Contact: Ben Misra Phone: 630.781.3192 Email: ben@carmarketsolutions.com Website: www.carmarketsolutions.com Our company is designed to take charge and control of all the moving parts of auto dealer advertising, giving the dealer more time to sell cars.

________________________________ MicroBilt Corporation

1640 Airport Road, Suite 115 Kennesaw, GA 30144 Contact: Laura Anghel Phone: 800.884.4747 Email: Laura_Anghel@microbilt.com Website: www.microbilt.com MicroBilt delivers a complete suite of data products that support the entire motor vehicle sales process.

CRM *AutoRaptor CRM (Pg. 25)

144 Westminster Street Providence, RI 02903 Contact: Jamie Trenholm Phone: 401.421.6533 Email: sales@autoraptor.com Website: www.AutoRaptor.com Avoid letting hot leads fall through the cracks with AutoRaptor. Our easy-to-use CRM keeps your dealership organized and efficient so you can close more deals. We make it easy!

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DEALER

________________________________ DealerSocket

Advance Auto

11810 N Gessner Houston, TX 77064 Contact: David Lara Phone: 505.452.6798 Email: david.lara@advance-auto.com Website: www.my.advancepro.com/service/s/ consumer-home MyAdvance is your one-stop portal to all the products and solutions Advance Professional has to offer.

________________________________ *Byrider Franchising (Pg. 44)

12802 Hamilton Crossing Blvd.

Carmel, IN 46032 Contact: Jack Humbert Phone: 317.402.2458 Email: jackh@byrider.com Website: www.byriderfranchise.com Byrider is the nation’s largest used vehicle and finance franchise.

*DealerCenter (Pg. 20)

4751 Wilshire Blvd., Suite 205 Los Angeles, CA 90010 Contact: Barry Lane Phone: 323.745.6087 Email: blane@dealercenter.com Website: www.dealercenter.com DealerCenter is an all-in-one, cloud-based dealer management solution that gives the independent dealer full control over their sales, inventory & customer management, financing, and more!

100 Avenida La Pata San Clemente, CA 92673 Contact: Marcos Suarez Phone: 949.900.0300 ext. 1051 Email: msuarez@dealersocket.com Website: www.dealersocket.com DealerSocket provides software for the automotive industry that helps dealers while improving customer experience.

________________________________ *Frazer Computing Inc. (Pg. 23, 49)

6196 US Highway 11, Canton, NY 13617 Contact: Jake Morley Phone: 888.963.5369 Email: jakemorley@frazer.com Website: www.frazer.com Providers of Dealer Management Software to over 4,300 Texas dealers.

DEALER MANAGEMENT SOFTWARE ABCoA / Deal Pack

PO Box 54221, acksonville, FL 32245 Contact: Evelyn Hedy Phone: 800. 526.5832 Email: ehedy@abcoa.com Website: www.dealpack.com For the automotive dealer or lender looking for a complete management software with real-time accounting, the choice is Deal Pack.

________________________________ Auto Master Systems, Inc.

9772 Whithorn Drive Houston, TX 77095 Contact: Mike Downey Phone: 855.992.9913 Email: mike@auto-master.com Website: www.automaster.com Auto Master Systems, Inc. is the top BHPH/ LHPH/indirect lending customizable solution in the industry for the last 31 years for self-financing dealers.

________________________________ AutoAction

10810 Katy Freeway, Suite 103 Houston, TX 77043 Contact: Ramzi Sabra Phone: 713.827.0777 Email: rsabra@wiseit.com Website: www.autoactiondms.com Dealership Management Software for Independent Dealers.

________________________________ CPS - Computer Programming Services, Inc.

1616 West Berry Street Fort Worth, TX 76110 Contact: Debra Flanagan Phone: 817.927.5994 Email: debra@cpscars.com Website: wincarsdms.com Designed for the BHPH dealer... Strong collection module... manage vehicle cost... Print/track Third Party deals.

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________________________________ TrueSpot

611 S Main Street, Suite 300, Grapevine, TX 76051 Contact: Bryan Bock Phone: 866.756.6656 Email: bryan@truespot.com Website: www.truespot.com At TrueSpot, location is everything. It’s how we help dealers find, track, and map their critical assets and processes.

________________________________ Verifacto, Inc.

3525 Piedmont Road, Bldg. 5, Suite 705 Atlanta, GA 30305 Contact: Doug Pitcher Phone: 678.783.8115 Email: dougp@verifacto.com Website: www.verifacto.com Verifacto - Dealership Management System and Loan Management System SaaS company. We reduce risks and increase profitability, leveraging Insurance Tracking, CPI Management, and advanced Payment Processing.

________________________________ *Wayne Reaves Software & Websites (Pg. 51)

DEALER SUPPLIES & SERVICES Auto Data Direct, Inc.

1830 East Park Avenue, Suite 1 Tallahassee, FL 32301 Contact: Matt Harvey Phone: 866.521.1872 Email: info@add123.com Website: www.add123.com Instantly verify trade-in owner, registration, lienholder status and title histories realtime from most DMVs with ADD’s DMV123 & NMVTIS Title Check inquiry services.

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________________________________ Dealer Associates Brown & Brown Dealer Services

2425 W Pioneer Pkwy #100 Arlington, TX 76013 Contact: Zane Gober Phone: 817.832.8358 Email: zane@dealerassociates.com Website: www.dealerassociates.com BBDS provides the highest quality products, brands, and services in the business with the most competitive rates on every F&I product, along with Finance, Sales Training, Reinsurance, DOWC, Reporting, and Compliance.

________________________________ Get Spiffy, Inc.

*AutoZone (Pg. 50)

123 S. Front Street Memphis, TN 38103 Contact: Mike Hagar Phone: 402.682.2761 Email: michael.hagar@autozone.com Website: www.autozonepro.com AutoZone is a leading distributor of automotive parts, and the exclusive provider of Duralast OE-quality parts and ALLDATA industry-leading OE repair information software.

3370 Vineville Avenue, Suite 100 Macon, GA 31204 Contact: Bob Higgins Phone: 800.701.8082 Email: bob@waynereaves.com Website: www.waynereaves.com Wayne Reaves Software has been a leading provider of dealer management software since 1987.

2290 Springlake Road, Suite 102 Farmers Branch, TX 75234 Contact: Laura Ryan Phone: 844.438.7743 Email: lryan@getspiffy.com Website: www.getspiffy.com Spiffy powers private-label Digital Servicing solutions for mobile service delivery, consumer apps, and management software to bring convenient auto care directly to your customers.

________________________________ Great American Automotive Products 6701 Concord Park Drive Houston, TX 77040 Contact: Julie Byer Phone: 713.744.7823 Email: julieb@gabp.com Website: www.gabpauto.com Deal Jackets, Key Tags, Flags, Windshield Stickers, Balloons, License Plate Products, Buyers Guides and more!

SUPERIOR SERVICE STARTS WITH SUPERIOR PARTNERS QUALITY PARTS Replacement Parts

Sell with confidence and reduce comebacks.

Backed by our parts and labor guarantee with 48-hour reimbursement.

Dedicated Services

We prioritize NIADA members’ needs and offer 30 minutes or less delivery on extended import and late model OE and OES parts.

Special Member Pricing

Take advantage of bulk discounts to make the most out of every sale.

REPAIR INFORMATION ALLDATA Repair®

EXCLUSIVE DISCOUNTS FOR TIADA

AutoZone Parts & Services ALLDATA Software Solutions COME SEE US AT

2021 TIADA ANNUAL CONFERENCE & EXPO AT BOOTH #816 ©2021 AutoZone IP LLC. ALLDATA LLC. All rights reserved. AutoZone is a registered trademark of AutoZone Parts, Inc. ALLDATA, ALLDATA Repair, ALLDATA Diagnostics and ALLDATA Tech-Assist are registered trademarks of ALLDATA LLC. All other marks are the property of their respective holders.

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TIADA half page.indd 1

Whether reconditioning for resale or servicing customers’ vehicles, save time and get the job done right with OE-accurate repair data.

ALLDATA Diagnostics®

Your affordable scan tool solution, the only one with ALLDATA’s industry-leading repair information built-in.

ALLDATA Tech-Assist®

Call our hotline staffed with ASE-Certified Master Techs. Available Monday through Saturday to help diagnose and repair tough problems.

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Legacy Dealer Services

Dealerwebb Services

212 Highland Terrace Norman, OK 73069 Contact: Billy Moss Phone: 405.834.1235 Email: bcmossjr@aol.com Website: www.legacydealerservices.com Our company specializes in the management and income development of dealer finance and service departments.

________________________________ O’Reilly Auto Parts Integrated Parts Operations

233 S Patterson Avenue Springfield, MO 65802 Contact: Heath Johnson Phone: 417. 873.2068 Email: integration@oreillyauto.com Website: www.firstcallonline.com/FirstCallOnline/ marketingLinks.html?page=integrated-partsoperations O’Reilly Integrated Parts Operations (IPO) is committed to providing industry leading customer service, reducing administrative costs, and eliminating inventory overhead.

________________________________ Thoroughbred Dealer Services INC.

5968 Atlanta Highway Flowery Branch, GA 30542 Contact: Bobby Whiten Phone: 888.577.9809 Email: rwhitenii@gmail.com Website: www.dealerprelicense.com Thoroughbred Dealer Services is a one-stopshop for insurance, bonds, and corporate filing.

TDS succeeds when its independent car dealers succeed.

_______________________________ Win360

635 Fritz Dr. Ste 210 Coppell, TX 75019 469-637-0150

919 North Market Street, Suite 950 Wilmington, DE 19801 Contact: Osman Heggi Phone: 647.532.0903 Email: osman@win360.io Website: www.win360.io Win360 is a digital merchandising company empowering dealerships to accelerate their businesses online.

DIGITAL MARKETING/SEO AutosnapLive

Stop by

BOOTH #911 at the TIADA Conference!

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3329 Vintage Drive Round Rock, TX 78664 Contact: Dan Gardner Phone: 512.751.1686 Email: dangardner@autosnaplive.com Website: www.AutosnapLive.com AutosnapLive creates the world’s best vehicle images. Autosnap enhanced images increase engagement on Facebook and Instagram ads by up to 80%.

_______________________________ Dealer OMG - Dealer Online Marketing Group

P.O. Box 26368 Austin, TX 78755 Contact: Andrew Street Phone: 512.436.9677 Email: andrew@dealeromg.com Website: www.dealeromg.com Former Facebook Employees Helping Dealers Sell & Buy Cars Through Facebook & Instagram.

7171 Highway 6 North, Suite 209 Houston, TX 77095 Contact: Scott Webb Phone: 832.688.8851 Email: swebb@dealerwebb.com Website: https://dealerwebb.com With over 20 years of industry experience, Dealerwebb knows how to attract and convert your dealership’s website traffic into quality leads.

________________________________ Digital Downforce, Inc.

13809 Research Blvd., Suite 500 Austin, TX 78729 Contact: Drew Lind Phone: 855.436.9636 Email: drew@digitaldownforce.com Website: www.digitaldownforce.com Digital Downforce is a data-driven marketing agency with deep digital experience. Everything we do is designed to drive quality traffic to our client’s websites and more sales for their business.

________________________________ LotLinx

20 Grove Street, Suite 100 Peterborough, NH 03458 Contact: Mary McDonnell Phone: 800.625.5469 Email: mmcdonnell@LOTLINX.COM Website: www.lotlinx.com LotLinx is the automotive industry leader in inventory marketing technology.

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PureCars

931 Monroe Drive N.E., Suite A102, #359 Atlanta, GA 30308 Contact: Melissa Cofar Phone: 877.860.7873 Email: melissac@purecars.com Website: www.purecars.com We’re in the business of transforming the way dealers, dealer groups, Tier 2 and Tier 3 providers make decisions that impact their bottom line -from advertising to operations.

________________________________ Tax Refund Services Tax Max

7815 Temple Terrace Highway Tampa, FL 33637 Contact: Bill Neylan Phone: 813.987.2199 Email: trs@taxrefundservices.com Website: www.taxmax.com Tax Max has various programs to maximize tax season: 1st quarter, 4th quarter, collections, repairs and our new all year round tax season program.

________________________________ V12 Software Inc., an EveryCarOnline Company

2368 Walsh Avenue Santa Clara, CA 95051 Contact: Staci van Wyk Phone: 650.284.0496 Email: staci@v12software.com Website: www.v12software.com V12Software.com is everything you need to manage and market your dealership online.

Increase your online exposure overnight, with our CraigsList Power Ads and increase daily traffic to your website.

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FINANCE/BANKING Alamo Financial

1580 S. Main Street, Suite 102 Boerne, TX 78006 Contact: Eric Batchelor Phone: 210.530.0500 Email: eric@alamofinancialcorp.com Website: www.alamofinancialcorp.com Purchase Finance Contracts / Account Servicing for BHPH Dealers.

________________________________

________________________________

________________________________

Dealer Prodigy

Nicholas Financial Inc

________________________________

________________________________

500 E Whitestone Blvd. #3577 Cedar Park, TX 78613 Contact: Robert McKie Phone: 952.221.9238 Email: dealerprodigy@outlook.com Website: www.dealerprodigy.com Dealer Prodigy (DP) provides new and used vehicle financing for franchised and independent dealership customers.

PFS Auto Finance of Texas LLC

American Credit Acceptance

961 East Main Street Spartanburg, SC 29302 Contact: Hannah Brevik Phone: 864.504.3760 Email: hannah.brevik@acacceptance.com Website: www.americancreditacceptance.com American Credit Acceptance is a sub-prime auto finance company providing point-of-sale financial solutions from coast-to-coast.

________________________________ Car Capital

1301 Municipal Way, Suite 230 Grapevine, TX 76051 Contact: Guy Cesario Phone: 214.432.2867 Email: guy.cesario@carcapitalcorp.com Website: www.carcapitalcorp.com Car Capital Corp is here to assist the Dealer and Consumer find just the right vehicle. Our unique process allows us to dial-in what the Dealer has on their lot and make the vehicle purchase process easy for the Consumer.

________________________________ *Car Financial Services, Inc. (Pg. 7)

1000 South Main Street, Suite 100 Grapevine, TX 76051 Contact: Perry Allen Phone: 972.538.2030 Email: perry.allen@carfinancial.com Website: www.carfinancial.com CAR Financial has a proven track record of over 25 years in the Auto Finance industry and can customize a purchase/service program that meets your needs.

________________________________ *Car Financial Services, Inc. San Antonio (Pg. 7)

8503 Broadway, Suite 112 San Antonio, TX 78217 Contact: Alfred Reveles Phone: 210.544.5709 Email: jose.reveles@carfinancial.com Website: www.carfinancial.com Account Bulk Purchase Program (BULK), Floor Plan, Payment Interval Purchase Program (PIPP), and Portfolio Servicing.

________________________________ Credihogar, LLC

PO Box 2802 Frisco, TX 75034 Contact: Mauricio Galvan Phone: 888.503.3298 Email: mauricio.galvan@credihogar.com Website: www.credihogar.com Finance company specialized in non-prime auto loans. Credihogar buys individual loans and portfolios of existing loans from dealerships and independent auto lots.

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2454 McMullen Booth Road, Bldg. C Suite 501 Clearwater, FL 33759 Contact: Scott Long Phone: 727.726.0763 Email: scott.long@nicfn.com Website: www.nicholasfinancial.com We are a consumer finance company, that specializes in purchasing and servicing auto loans made by franchised and independent auto dealers.

*First Texas Auto Credit (Pg. 52)

635 Fritz Drive, Suite 210 Coppell, TX 75019 Contact: Kevin Lawson Phone: 469.637.0101 Email: klawson@ftautocredit.com Website: www.firsttexasautocredit.com Deep sub-prime Auto finance company specializing in caring for your customers so the come back to your dealership.

________________________________ Frost Bank

777 Main Street, Suite 500 Fort Worth, TX 76102 Contact: Clint Cockerell Phone: 817.420.5407 Email: clint.cockerell@frostbank.com Website: www.frostbank.com Traditional Banking, Investments and Insurance services.

________________________________ Lending Mojo

521 5th Avenue, 17th Floor New York City, NY 10175 Contact: John Filipas Phone: 646.791.9720 Email: john@lendingmojo.com Website: www.lendingmojo.com Lending Mojo is an easy to use financing platform for consumer and commercial needs.

________________________________ *LOBEL FINANCIAL (Pg. 5)

1020 NE Loop 410, Suite 360 San Antonio, TX 78209-1226 Contact: Branch Manager Phone: 210.541.9500 Email: ds@lobelfinancial.com Website: www.lobelfinancial.com/dealers Lobel Financial is a technology-based, privately held consumer finance company that specializes in the acquisition and servicing of prime to sub-prime motor vehicle retail installment sales contracts.

________________________________ Motor Finance Co

1011 Camden, San Antonio, TX 78215 Contact: Kim Stehle Phone: 210.227.9191 Email: kim@motorfinanceco.com

________________________________ National Auto Lenders, Inc

PO Box 811 Spartanburg, SC 29304 Contact: Trey Muir Phone: 706.621.9895 Email: trey.muir@pfs-corp.net Website: www.pfs-corp.net Sub-prime lender, not beacon score driven. We have local branches, local buyers, and provide fast funding. Common Sense Loans At Uncommon Speed.

________________________________ *PrimaLend Capital Partners (Pg. 18)

10300 N. Central Expressway, Suite 410 Dallas, TX 75231 Contact: Todd Yates Phone: 972.239.6668 Email: tyates@primalend.com Website: www.primalend.com Provides NO HASSLE revolving lines of credit and inventory floor plans to independent auto dealers and finance companies nationwide.

________________________________ Pronto Finance

1900 East Golf Road Schaumburg, IL 60173 Contact: Steven Engmann Phone: 847.695.4900 Email: Sengmann@ProntoFinance.com We specialize in helping dealers solve their unique problems. From Cash to Coverages and Technology, we are here for you.

________________________________ Quality Acceptance, LLC

4414 Centerview Drive, Suite 169 San Antonio, TX 78228 Contact: Ernest Franco Phone: 210.519.8358 Email: ernest@qualityfin.com Website: www.qualityacceptance.com Every Profilocity dealer has a direct relationship manager to serve all their business needs.

________________________________ *Spartan Financial Partners (Pg. 14)

961 East Main Street Spartanburg, SC 29302 Contact: Melody Vega Phone: 855.233.3605 Email: melody.vega@acacceptance.com Website: www.spartan-partners.com Spartan Financial Partners specializes in providing capital solutions for Buy Here Pay Here dealers and Independent Auto Finance companies.

14645 NW 77th Avenue, Suite 203 Miami Lakes, FL 33014 Contact: Nereida Burgos Phone: 305.828.8888 Email: nereidaburgos@nalenders.com Website: www.nalenders.com 53

________________________________

________________________________ Woodlands Financial Services, Inc

*Sterling Credit Corp. (Pg. 24)

222 S Westmonte Drive, Suite 301 Altamonte Springs, FL 32714 Contact: Jason Ward Phone: 407.240.2345 ext.104 Email: jasonward@sterlingcreditcorporation.com Website: www.sterlingcreditcorporation.com Cash is King! Sterling Credit is your key to turning in-house contracts into fast cash flow!

________________________________ Texas Capital Bank

2350 Lakeside Blvd., Suite 800 Richardson, TX 75082 Contact: Brad Fisher Phone: 972.656.6698 Email: bradley.fisher@texascapitalbank.com Website: www.texascapitalbank.com We offer revolving lines of credit secured by the accounts receivable portfolio.

________________________________

10655 Six Pines Drive, Suite 140 The Woodlands, TX 77380 Contact: Somir Paul Phone: 281.367.2040 ext.1014 Email: spaul@woodfininc.com Website: www.woodfininc.com Woodlands Financial Services Inc., is a Texas based regional auto finance company, that has been serving independent automobile dealers since 1993 by providing underwriting, financing and collection services.

FLOORPLAN 11299 N. Illinois Street Carmel, IN 46032 Contact: Business Development Center Phone: 888.335.6675 Email: contactus@autofinance.com Website: www.autofinance.com AFC is the premier capital funding service for the used car industry. With a variety of flexible floorplans, we service more than 15,000 independent dealers.

Auction Credit

4210 South Industrial Drive, Suite 100 Austin, TX 78744 Contact: Kip Cochran Phone: 844.804.2260 Email: kcochran@texasdealersolutions.com Website: www.texasdealersolutions.com At TDS, our goal is to provide BHPH Dealers a reliable and consistent source of origination capital and exceptional service.

16611 S Interstate Highway 35 Buda, TX 78610 Contact: Matt Hoenig Phone: 512.910.7877 Email: matt.hoenig@auctioncredit.com Website: www.auctioncredit.com Auction Credit partners with independent dealers to provide financing solutions for their inventory needs.

TexCap Financial, LLC

Floorplan Xpress, LLC

________________________________ 14875 Landmark Blvd. #215 Dallas, TX 75254 Contact: Jessia Ybarra Phone: 214.396.4103 Email: jessia.ybarra@texcapfinancial.com Website: www.texcapfinancial.com Looking for dependable dealer solutions? TexCap has quick, easy approvals and fast access to cash.

________________________________ US Auto Credit

8120 Nations Way, Suite 208 Jacksonville, FL 32259 Contact: Sean Dall Phone: 904.380.4269 Email: sean.dall@usautocreditcorp.com Website: www.usautocreditcorp.com U.S. Auto Credit’s goal is to provide dealers with a financing source that better equips them to say yes to their credit-challenged customers.

________________________________ Westlake Financial Services

4751 Wilshire Blvd., Suite 100, Los Angeles, CA 90010 Contact: Dora Gonzalez Phone: 210.563.4362 Email: dgonzalez4@westlakefinancial.com Website: www.westlakefinancial.com Westlake Financial Services offers full-spectrum auto financing for franchise and independent dealers across 44 states. Visit our website today to learn more.

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*Burrell Printing Co., Inc. (Pg. 10,65)

901 Highway 685 Pflugerville, TX 78660 Contact: Mark Bolles Phone: 800.252.9154 Email: mbolles@burrellprinting.com Website: www.BurrellPrinting.com The #1 source for all of your business forms, printing, and promotional items.

________________________________

AFC (Automotive Finance Corporation)

________________________________ *Texas Dealer Solutions (Pg. 54)

FORMS/PRINTING

________________________________ 2900 South Telephone Road, Suite 220 Moore, OK 73160 Contact: Craig Owen Phone: 855.605.6991 Email: marketing@fpxus.com Website: www.fpxus.com Floorplan Xpress’ history dates back to 1974 and began with a simple thought: make it easy for used car dealers to finance their inventory. We can’t wait to get to know you and show you why Our Service Stands Out.

________________________________ NextGear Capital

11799 North College Avenue Carmel, IN 46032 Contact: Dara McCollough Phone: 678.862.7153 Email: dara.mccollough@coxautoinc.com Website: www.nextgearcapital.com NextGear Capital provides inventory financing to floor plan vehicles for Retail, Wholesale, Salvage or Specialty purchases.

________________________________ Used Cars, Inc

314 E. Rio Grande Pearsall, TX 78061 Contact: Jeff Brymer Phone: 830.334.4501 Email: info@ucarsinc.com Website: www.ucarsinc.com Dealer Floorplan Company.

Dealer Sign USA LLC

847 NE 2nd Avenue, Suite 4 Ft. Lauderdale, FL 33304 Contact: John Michael Phone: 561.249.2979 Email: sales@dealersign.net Website: www.dealersign.net Dealer Sign EASY. As paperless as you can get. E-signing for dealerships with automatic templating. Out of the box ready. Never miss another signature again. State DMV ACCEPTED. Text and Email Signing with Advanced Authentication.

GPS PAYMENT PROTECTION/ RECOVERY

*Advantage Automotive Analytics (Pg. 16)

17361 Armstrong Avenue Irvine, CA 92614 Contact: Corinna Tutor Phone: 800.553.7031 Email: info@advantagegps.com Website: www.advantagegps.com Advantage Automotive Analytics’ proven automotive finance expertise has resulted in the most sophisticated hardware and artificially intelligent software that assists finance professionals in optimizing portfolio performance.

________________________________ American Recovery Association

1400 Corporate Drive, Suite 175 Irving, TX 75038 Contact: Les McCook Phone: 972.755.4755 Email: les@americanrecoveryassn.org Website: www.repo.org The American Recovery Association, Inc. is the world’s largest organization of professional finance adjusters and certified asset recovery specialists.

________________________________ *Goldstar by Spireon (Pg. 62) 16802 Aston Street Irvine, CA 92606 Contact: Kristina Lowe Phone: 800.557.1449 Email: klowe@spireon.com Website: www.spireon.com The easier, faster, more reliable GPS solution.

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________________________________

________________________________

STARS GPS

GPS Solutions of America

9011 Deerwick Court Tomball, TX 77375 Contact: Rick Wood Phone: 844.579.2948 Email: info@gpssolutionsofamerica.com Website: www.gpssolutionsofamerica.com Texas-based, Local customer service, Free delivery/shipping available. Very Accurate and Reliable 4/5G GPS.

________________________________ Ikon Technologies

1161 W. Corporate Drive, Suite 120 Arlington, TX 76006 Contact: Charles Stilwill Phone: 888.816.8050 Email: sales@ikongps.com Website: www.ikongps.com IkonGPS is a telematics supplier to the automotive industry.

________________________________ *Ituran USA Inc. (Pg. 56)

1700 NW 64th Street, Suite 100 Fort Lauderdale, FL 33309 Contact: Efrat Bogoslavsky Phone: 866.543.5433 Email: ebogoslavsky@ituranusa.com Website: www.ituranusa.com Global Leader in GPS Services for the BHPH industry providing DMS integrated tracking & Payment solutions.

________________________________

PassTime GPS

861 Southpark Drive, #200 Littleton, CO 80120 Contact: Jeff Karg Phone: 303.962.3152 Email: jkarg@passtimegps.com Website: www.passtimegps.com PassTime provides GPS Solutions to connect vehicles and protect assets in the BHPH, auto finance, franchise dealer and fleet industries.

PassTime stands behind reliable products matched with 24/7 Live Customer Service.

________________________________ Patriot Automotive Consulting

440 Action Drive N.W. Concord, NC 28027 Contact: Ched Hargett Phone: 704.953.6549 Email: ched@patriotautomotiveconsulting.com Website: www.patriotautomotiveconsulting.com Providing a full line of products for Independent and BHPH dealerships including Vehicle Service Contracts GAP and CPI Superior Management of your reinsurance company. PAC also offers our high-level Patriot GPS.

P.O. Box 10 Thomasville, NC 27361 Contact: Allen Douglas Phone: 336.687.3507 Email: adouglas@stars-gps.com Website: www.stars-gps.com Guaranteed Recovery Warranty that pays up to $10,000 if vehicle cannot be located. Inquire about program details.

INSURANCE

All American Bonds and Insurance

7457 Aloma Avenue, Suite 301 Winter Park, FL 32792 Contact: Eric Link Phone: 844.321.2663 Email: ericmlink@quickerbonds.com Website: www.quickerbonds.com Used Car Dealer Insurance and Bonds Experts.

Lowest Rates and Fastest Service!

________________________________

American Risk Services

1130 Congress Avenue Cincinnati, OH 45246 Contact: Kirk Saunders Phone: 770.378.3067 Email: ksaunders@americanriskservices.com Website: www.AmericanRiskServices.com Leading provider of insurance solutions to the Texas auto finance industry, specializing in Collateral Protection Insurance.

- INTRODUCING -

RepoLinx An Innovative, Smart & Efficient Repossessions Management Platform Don’t settle for less than the best GPS!

Contact us: 1-866-543-5433 | sales@ituranusa.com www.ituranusa.com | 56

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________________________________

________________________________

________________________________

Assurance Specialists of Texas

*Mullen Insurance Agency Inc. (Pg. 27)

Understory Weather

726 N. Walnut Avenue, Suite 101 New Braunfels, TX 78130 Contact: Alan Schriewer Phone: 830.625.7508 Email: alan@assurancespecialists.com Website: www.assurancespecialists.com Since 1980, we have been writing Garage Liability Insurance Packages including Liability Coverage, Dealers Open Lot, Garage Keepers, Building Coverage and Dealer Bonds.

________________________________

337 Oaks Trail Garland, TX 75047 Contact: Ann Mullen Martin Phone: 972.681.6297 Email: amullen@mulleninsurance.com Website: www.mulleninsurance.com Spotlight on Insurance Solutions for Texas Independent Auto Dealers. Let us work WITH and for you in providing the most appropriate insurance protection for your operation and insurance budget.

________________________________ Statewide Insurance and Title Agency

*AVP - Assured Vehicle Protection, Inc. (Inside Back Cover)

6300 Glenwood, Suite 200 Mission, KS 66202 Contact: Shorty McKenny Phone: 913.396.5480 Email: shorty@avpadmin.com Website: www.avpadmin.com Assured Vehicle Protection is the full-service reinsurance company, administration experts.

AVP products include Limited Warranties, Vehicle Service Contracts, GAP Waivers, Debt Cancellation Addendums, and Collateral Protection Insurance.

________________________________

1946 Pech Road, Suite 108 Houston, TX 77055 Contact: Camilo Guerrero Phone: 713.984.2372 Email: state_wide@sbcglobal.net Website: www.statewideinsuranceandtitleagency.com

________________________________ TEI Insurance Agency, Inc.

P.O. Box 850746 Mesquite, TX 75185 Contact: Bret Jones Phone: 800.727.7124 Email: bret@teiinsurance.com Website: www.teiinsurance.com Garage, open lot, property & workers comp insurance for dealers.

4916 E. Broadway, Suite 200 Madison, WI 53716 Contact: Mike Pilarz Phone: 608.571.2738 Email: mike.pilarz@understoryweather.com Website: www.understoryweather.com Understory offers auto dealerships simple and cost-effective hail coverage to bridge the financial gap of long restocking timelines and cash flow to repair damaged inventory.

________________________________ Waymer & Associates Insurance New Braunfels

445 N Seguin Avenue New Braunfels, TX 78130 Contact: John Waymer Phone: 800.447.5152 Email: johnw@waymerins.com Website: www.waymerinsurance.com Waymer & Associates Specializes in GARAGE LIABILITY, DEALERS PHYSICAL DAMAGE & MOTOR VEHICLE DEALER BONDS.

*Berkshire Risk Services (Pg. 36)

7400 West 132nd Street, Suite 200 Overland Park, KS 66213 Contact: Christopher Kirwan Phone: 913.433.7001 Email: accountspayable@berkshirerisk.com Website: www.berkshirerisk.com Berkshire Risk offers Collateral Protection Insurance for BHPH dealers and special finance lenders.

________________________________

We Drive Oklahoma

Car Dealers Insurance Group

18601 LBJ Freeway, Suite 722 Mesquite, TX 75150 Contact: Alex Jaimes Phone: 214.802.2090 Email: alexj@cdigagency.com Website: www.customers.empowerins.com

________________________________

Running Live Once a Month Check DAAOKC.COM

5 Lanes All units Available Online Buy Online @ EdgePipeline.com

*CP Insurance Associates (Pg. 10)

PO Box 464 Stonewall, TX 78671 Contact: Bill Murphy Phone: 800.366.0036 Email: murphy.wjm@gmail.com Website: www.cpiai.com CP Insurance Associates has been “THE SOLUTION” for Collateral Protection Insurance “CPI” for over 20 years! The absolute best dealers in Texas have teamed up with CPIA for the best results! Call us and join our Team!

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1028 S PORTLAND, OKC 405/947/2886 DAAOKC.COM

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*Williams and Stazzone Insurance Agency, Inc. (Pg. 58)

6549 N. Wickham Road, Unit 101 Melbourne, FL 32940 Contact: Vincent Stazzone Phone: 817.683.7313 Email: vstazzone@wsins.com Website: www.wsins.com Garage Liability, Dealers Open Lot, Building & Contents, Workers Compensation, Collateral Protection & Cyber/Data Liability.

LEGAL SERVICES Auto One Acceptance, LLC.

11311 Reeder Road, Suite B Dallas, TX 75229 Contact: Jesse Hernandez Phone: 214.499.8499 Email: jhernandez@autooneacceptance.com Website: www.autooneacceptance.com Portfolio purchasing for BHPH dealers (Compras de Portafolios).

________________________________

________________________________

Calhoun Law Firm, PLLC

Jameson & Dunagan, P.C.

1350 N. Loop 1604 E, Suite 104 San Antonio, TX 78232 Contact: Shelly Calhoun Phone: 210.863.5534 Email: shelly@calhounattorney.com Website: www.calhounattorneys.com Calhoun Law Firm assists dealerships across Texas by protecting their most valuable asset: their vehicles.

5409 LBJ Freeway, Suite 700 Dallas, TX 75240 Contact: Michael Dunagan Phone: 214.369. 6422 Website: www.jdlawtx.com A Dallas-based boutique law firm bringing over 40 years of expertise to clients, worldwide.

________________________________

________________________________ CounselorLibrary/Hudson Cook, LLP 918 S.W. 107th Street, Suite 200 Oklahoma City, OK 73170 Contact: Eric Johnson Phone: 405.602.3812 Email: ejohnson@hudco.com Website: www.counselorlibrary.com Online complementary consumer credit compliance and privacy products, created, maintained, and supported by attorneys.

1221 Lamar, Suite 1000 Houston, TX 77010 Contact: George Kurisky Phone: 713.652.2525 Email: gkurisky@jdkglaw.com Website: www.gkurisky@jdkglaw.com

________________________________ Kris Title Services

________________________________ Gomez Law PLLC

Johnson Deluca Kurisky Gould, P.C.

11511 Katy Freeway, Suite 610 Houston, TX 77079 Contact: Sandra Gomez Phone: 713. 980.9012 Email: sgomez@glawteam.com Website: www.sandragomezlaw.com Full-service law firm trusted by dealerships across the market, handling compliance, financing, collections, employment, litigation, asset protection, and other matters.

702 Telephone Road Houston, TX 77023 Contact: Karla Urcuyo Phone: 713.847.9282 Email: info@kristitleservices.com Website: www.kristitleservices.com We are specialized in motor vehicle title services boats, trailers and bonds.

We’ve Got You Covered!

Find out what a Specialized Insurance Agency can do for you!

Garage Liability Package

Workers Compensation

Car Rentals

Lease Here / Pay Here

Cyber Security

Williams & Stazzone has been insuring dealers since 1989.

Our Garage Liability Program represents STABILITY for your dealership.

• Garage Liability Specialists • Competitive Rates • Fast, Easy Quotes • One Stop Insurance Shop

• Family Owned & Operated • Lease Here / Pay Here Program • Car Rental Insurance

• Car Rental Start Up Training / Program • Exclusive Markets

info@wsins.com | 800.868.1235

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________________________________ Naman, Howell, Smith & Lee

400 Austin Avenue, Suite 800 Waco, TX 76703 Contact: Jordan Mayfield Phone: 254.755.4207 Email: mayfield@namanhowell.com Website: www.namanhowell.com Serving dealerships legal needs across Texas with offices in: Austin, Fort Worth, San Antonio, and Waco.

________________________________ The Pritchard Law Firm

1244 Southridge Court, Suite 102 Hurst, TX 76053 Contact: David Pritchard Phone: 817.285.8017 Email: david@dlplegal.com Website: www.dlplegal.com With The Pritchard Law Firm, you will get a game plan upfront. You will know what to expect, and what your case will cost. In fact, most of our services are provided on a flat fee basis.

Chosen Payments

900 Circle 75 Parkway, Suite 540 Atlanta, GA 30339 Contact: Keith Sweeney Phone: 470.632.4181 Email: keiths@chosenpayments-atl.com Website: www.chosenpayments.com Merchant Services Provider.

________________________________ PayNearMe

5201 Great America Parkway, Suite 510 Santa Clara, CA 95054 Contact: Bruce Gaskill Phone: 650.930.1020 Email: sales@paynearme.com Website: www.paynearme.com PayNearMe is the modern and reliable payments platform that lets your customers pay how, when, and where they want. Accept cash, debit, credit, ACH, and mobile-first payment methods including Apple Pay and Google Pay—all with a single platform.

________________________________

OTHER

QuotePro Kiosk

HOU Mobile Notary

P.O Box 940633 Houston, TX 77094 Contact: Eberlin Contreras Phone: 832.713.6528 Email: eberlin@hounotary.com

________________________________ North Texas Tollway Authority

5900 W. Plano Parkway, Suite 100 Plano, TX 75093 Contact: Laura Molina Phone: 214.224.2322 Email: lmolina@ntta.org Website: www.ntta.org The NTTA is an organization sanctioned by the State of Texas to develop and maintain highquality roadways in North Texas.

________________________________ SiriusXM Radio

1290 Avenue of the Americas, 11th Floor New York, NY 10104 Contact: Tammy Toppi Phone: 313.510.4814 Email: Tammy.Toppi@siriusxm.com Website: www.siriusxmdealertrial.com SiriusXM delivers commercial-free music, sports and entertainment to pre-owned vehicles from every major automaker. Independent dealers can give customers free three-month subscriptions at no cost!

________________________________ Sooner Fleet Sales, LLC / AVIS Dealer Direct

7924 E 15th Street Tulsa, OK 74112 Contact: Mike Allred Phone: 918.289.9591 Email: mike.allred@tulsacoxmail.com Website: www.avisdirect.com Buy direct from Avis! NO FEES!

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820 N. Orleans, Suite 400, Chicago, IL 60610 Contact: Stephen Carter Phone: 312.654.8045 Email: carter@quotepro.com Website: www.quoteprokiosk.com The best BHPH Kiosk available accepts cash, makes change, posts to your DMS, sends daily ACH of your cash payments so that nobody touches cash in your dealership.

________________________________

*REPAY: Realtime Electronic Payments (Pg. 32)

3 West Paces Ferry Road, Suite 200 Atlanta, GA 30305 Contact: Miguel Corona Phone: 866.573.3960 Email: info@repay.com Website: www.repay.com Card/ACH Payment Processing, Online Payments, IVR/Phone Payments, Text Pay, Mobile App, and Convenience Fee Model Pricing integrated directly into your DMS.

________________________________ SMART Payment Plan

100 Congress Avenue, Suite 2000 Austin, TX 78701 Contact: Angellini Anderson Phone: 888.887.6278 Email: angellini.anderson@smartpaymentplan.com Website: www.smartpay.com/dealers SMART Payment Plan makes vehicle and protection products more affordable.

SERVICE CONTRACTS ASC Warranty

1793 Highway 201 N, Mountain Home, AR 72653 Contact: Tammy Knight Phone: 800.442.7116 Email: sales@ascwarranty.com Website: www.ascwarranty.com ASC Warranty has an excellent reputation since 1986! Contact us today for a free consultation on how we can help your dealership sell more cars!

________________________________ AUL Corp

1250 Main Street, Suite 300 Napa, CA 94558 Contact: Jacqueline Swank Phone: 800.826.3207 x-242 Email: jswank@aulcorp.com Website: www.weareaul.com Founded Any Year, Any Mileage® vehicle service contract in 1990. Now offering a full suite of industry-leading F&I products.

________________________________ *Buckeye Dealership Consulting (Pg. 13)

100 Marwood Circle Boardman, OH 44512 Contact: AJ Johnson Phone: 330.726.9030 Email: ajohnson@buckeyereinsurance.com Website: www.corpbdc.com Buckeye Dealership Consulting helps independent dealers – BHPH and retail – build customizable to reinsure F&I products such as Warranties, Service Contracts, Collateral Protection Insurance, and more.

________________________________ Car Care Promotions MyCarCarePlan.com

7730 Meadow Park Drive #103 Dallas, TX 75230 Contact: Joe Gast Phone: 214.801.2195 Email: joe.gast@carcarepromotions.com Website: www.mycarcareplan.com Car Care Promotions provides Independent Dealers 2 YEARS FREE MAINTENANCE for every customer who purchases a vehicle from your dealership. The cost of the program is very affordable.

________________________________ CARS Protection Plus, Inc.

4431 William Penn Highway Murrysville, PA 15668 Contact: Rick Tudor Phone: 888.335.6838 x-233 Email: rick.tudor@carspp.com Website: www.carsprotectionplus.com Extended service contract provider. Quality service since 1998. Fully insured. Contracts available on vehicles up to 200,000 miles.

________________________________ DealerAdmin.io

8940 Fourwinds Drive, Suite 610 Windcrest, TX 78239 Contact: Bart Carpenter Phone: 210.728.6464 Email: bart@dealeradmin.io Website: www.dealeradmin.io You can lower your Admin Fees by 30 to 60%. DealerAdmin.io provides Reinsurance, Limited Warranties, Service Contracts, Debt Cancelation, and Ancillary products for Independent Dealers.

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________________________________ GSFSGroup

1345 Enclave Parkway, Houston, TX 77077-2026 Contact: Kashif Faridi Phone: 713.580.5875 Email: kfaridi@gsfsgroup.com Website: www.gsfsgroup.com GSFSGroup offers a full suite of F&I products, including several popular CPO programs, and provides fully integrated solutions from claims administration and partner training and development to dealer profit participation structures.

________________________________ GWC Warranty

40 Coal Street, Wilkes Barre, PA 18702 Contact: Emily Dwyer Phone: 800.482.7357 Email: edwyer@apcoholdings.com Website: www.gwcwarranty.com GWC Warranty is the automotive industry’s best-inclass provider of used vehicle service contracts.

________________________________ Integrity Warranty LLC

9325 Apison Pike, Suite 101, Ooltewah, TN 37363 Contact: Scott Siperko Phone: 423.910.9490 Email: ssiperko@integritywarranty.com Website: www.integritywarranty.com Integrity Warranty service contracts include FREE roadside assistance, towing, battery service, flat tire assistance, emergency fluid delivery service, lock-out assistance, and car rental reimbursement for the duration of the service contract.

________________________________ LodeStar Re

BHPH DEALERS TAKE THE

Agora Lender Challenge

PO Box 92647, Albuquerque, NM 87199 Contact: Paul Griego Phone: 877.674.6123 Email: paul@lodestarreinsurance.com Website: www.lodestarreinsurance.com LodeStar Re’s level of service is sky high compared to other reinsurance practitioners. Our focus is on integrity and value.

________________________________ NVP Warranty

If you have a line of credit and can get your lender to match our industry leading rates and benefits, we will write you a check for $1,000.*

5755 Granger Road, Suite 205 Independence, OH 44131 Contact: Chanel Moore Phone: 888.270.5835 Email: cmoore@nvpwarranty.com Website: www.nvpwarranty.com We offer a full range of vehicle service contracts to offer coverage to meet every need and budget.

________________________________

But when they don’t, because they can’t, give us a call.

877.592.4672

Preferred Dealer Solutions

26 N. Main, Rockford, MI 49341 Contact: Kevin Stoll Phone: 616.238.9220 Email: kevin@preferreddealersolutions.com Website: Preferreddealersolutions.com Reinsurance setup and Management.

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Proguard Warranty Inc

*Eligibility to receive the $1,000 award is subject to providing fully executed loan documents (and other service agreements) evidencing satisfaction of all Agora Challenge items and is subject to Agora review. © 2021, Agora Data, Inc. All rights reserved.

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407 McAlpine Street, Avoca, PA 18641 Contact: Paul Kozak Phone: 214.998.0706 Email: pkozak@proguardwarranty.com Website: www.proguardwarranty.com Comprehensive menu of new and pre-owned vehicle protection plans provide dealers value, revenue and protection.

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Vehicle Protection Services

IDI

SecureClose

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Lotpop Inc.

SurgeMetrix

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1222 Swenson Farms Blvd.

Pflugerville, TX 78660 Contact: Lou Dienhart Phone: 512.585.5911 Email: lou@vpswarranty.net Website: www.vpswarranty.net

SOFTWARE AFS Dealers LLC

15124 Hidden Oaks Run Huntertown, IN 46748 Contact: Bill Elizondo Phone: 941.270.4377 Email: bill@afsdealers.com Website: www.afsdealers.com BHPH/ LHPH Software, Training, Consulting -Successful business processes, consulting services, and dealership management software to BHPH and LHPH deal.

________________________________ *AGORA Data, Inc. (Pg. 60)

700 West Arkansas Lane, Suite 150 Arlington, TX 76013 Contact: Shelly Vandeven Phone: 682.282.4130 Email: shelly.vandeven@agoradata.com Website: www.agoradata.com Agora Data has created access to capital for BHPH dealers and small to mid-sized finance companies.

________________________________ ALLDATA

9650 W Taron Drive, Elk Grove, CA 95757 Contact: Tifani Lane Phone: 916.601.9917 Email: tifani.lane@alldata.com Website: www.alldata.com We’re the industry’s #1 choice for OEM-accurate mechanical and collision repair information, shop management software and support services, trusted by more than 400,000 technicians in over 115,000 shops worldwide.

2650 N Military Trail, Suite 300 Boca Raton, FL 33431 Contact: Nicholas Vito Phone: 561.757.4014 Email: nvito@ididata.com Website: www.ididata.com Gain greater insight into people, assets, businesses, and their interrelationships with IDI’s next-generation skip tracing platform, idiCORE. Contact us to start a FREE Trial.

13470 S Arapaho Drive, Suite 120 Olathe, KS 66062 Contact: Jasen Rice Phone: 314.568.2754 Email: jrice@lotpop.com Website: www.lotpop.com Retail used car lot management tool. We compliment your inventory management tool to take action on your inventory daily to increase your volume and gross.

Micro 21

13700 State Road, #10 Cleveland, OH 44133 Contact: Patrick Voigt Phone: 800.647.1121 Email: voigt@m21.com Website: www.m21.com Finance, Lease, Buy Here Pay Here, Inventory, Credit Bureau, Websites, Credit Application Portals, Forms Processing.

________________________________ Neo Verify

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700 Villa Centre Way San Jose, CA 95128 Contact: Navin Bathija Phone: 408.406.5174 Email: navin@neoverify.com Website: www.neoverify.com Neo’s AI and machine learning based underwriting and CRM system helps BHPH dealers maximize their profitability by approving the toughest deals to increase good sales.

*Approve Owl, a ThirtySixteen brand (Pg. 66)

Omnique Shop Management

6210 N Belt Line Road, Suite 150 Irving, TX 75063 Contact: Cassie Struck Phone: 972.526.0610 Email: cassie@thirtysixteen.com Website: www.thirtysixteen.com Approve Owl is an industry-leading SaaS platform that simplifies and enhances lender’s loan documentation process to enable informed loan decisions, cost reduction, and increased sales.

________________________________ Cross-Sell

2265 Harrodsburg Road, Suite 401 Lexington, KY 40504 Contact: Danielle Scovanner Phone: 800.369.5870 Email: danielle.scovanner@drivedominion.com Website: www.cross-sell.com Cross-Sell tracks new and used vehicle title/ registration data in 24 states, providing comprehensive monthly reports that are custommade for each client’s unique market.

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________________________________ 1256 Gils Way Cross Plains, WI 53528 Contact: Cavan Robinson Phone: 866.435.2100 Email: Cavan.Robinson@vehlo.com Website: www.Omnique.com Premier Shop Management Software.

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540 West Iron Avenue, Suite 204 Mesa, AZ 85210 Contact: Ace Christian Phone: 770.856.0893 Email: ace.christian@secureclose.net Website: www.secureclose.net SecureClose-NEXT combines the presentation of compliant legal disclosures with electronic document presentation, E-Signature, and document and presentation storage.

4613 North University Drive #125 Coral Springs, FL 33067 Contact: Adam Dennis Phone: 954.507.6468 Email: adam.dennis@surgemetrix.com Website: www.surgemetrix.com SurgeMetrix provides bilingual Google optimized websites, Google My Business optimization apps, and specializes in Hispanic marketing for Independent Auto Dealers.

vAuto

1901 S Meyers Road, Suite 700 Oakbrook Terrace, IL 60181 Contact: Siobhan Gallagher Phone: 630.590.2042 Email: siobhan.gallagher@vauto.com Website: www.vauto.com vAuto is recognized as the premier provider of inventory management solutions for independent dealers across North America.

VEHICLE LISTING Auction123, an ARI Company

26600 Southwest Parkway Avenue, Suite 400 Wilsonville, OR 97070 Contact: Ronnie Coulam Phone: 888.514.0123 Email: ronnie.coulam@leadventure.com Website: www.auction123.com Offering fully automated Craigslist and eBay distribution, feeds to Facebook Marketplace, cost-effective dealer websites, and online inventory marketing solutions.

________________________________ AutoTrader

122 West John Carpenter Freeway., Suite 410 Irving, TX 75039 Contact: Dara McCollough Phone: 678.862.7153 Email: Dara.McCollough@coxautoinc.com Website: www.autotrader.com AutoTrader.com is the ultimate online automotive advertising solution for car dealers.

Podium

1650 W. Digital Drive Lehi, UT 84043 Contact: Kaylie Smart Phone: 1.833.276.3486 Email: sales@podium.com Website: www.podium.com Podium is a customer messaging and payments platform that enables companies with a local presence to conveniently connect with their customers at critical touchpoints to help them strengthen their business.

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feature

Market Share – Go Get It!

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s 2021 unfolds, there is much that has changed and much more that will change. Many of these changes are beyond our control. Changes in the White House and Congress, new leadership in governmental agencies that oversee our industry, the Sub-prime continued growth, looming recession and potential lockdowns can seem daunting. Those aspects of our businesses are out of our control and while we need to pay attention, we must focus on those things which we can control. The BHPH market may grow this year and there may be plentiful opportunities but, even if does not grow, we can still get our market share of deals to grow our portfolios. We won’t get there just waiting for it to happen, though. We need to go get it.

I have likened market share to a pie.

The pie can grow or it can shrink but there is always pie. Our job is to get a bigger piece of pie especially if the pie shrinks.

The challenge comes where we wait to get our sales. We put cars on the lot, we open our doors, and we wait. This method no longer works. We can no longer wait to be served pie, we need to take it. Our customers’ credit profile may not have changed much in recent years, but their shopping and buying habits have changed. They are researching and shopping online.

They want to come to the dealership to buy a car, not shop for a car. When customers fill out credit applications or inquire about inventory electronically, they are telling you they are a buyer. If we don’t act fast and start the process, someone else will capture them.

We need to recognize that our websites are not portals to the physical dealership but are in fact, our dealership.

We need to react quickly to inquiries, offer a credit approval process online and even offer a buying experience online. Many thought this could and would never happen in BHPH, but the pandemic and lockdowns showed us it can happen. We need to continue these processes and hone them to make shopping, buying, and acquiring credit fast and easy. Fast and easy will win.

We need to have a Social Media presence and we need to be top of mind when potential customers start

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Featured Speaker Chuck Bonanno BHPH Consultant

their car shopping process. We must be sure we engage regularly and consistently. We need to be informative, engaging and aware that these platforms are social.

Beyond our marketing and our advertising, we need to aggressively market via referral programs, bird dogs, and our current customers with low balances. We must market to them and give them a reason to, not only buy again, but buy from us. Every dealer has programs and processes for repeat and referral but we need to review our processes and see if they are working, fix any problems, and most importantly pay attention to the programs all the time.

Please consider the value of referrals. What would you pay to advertise for that customer? Please consider your offerings to low balance customers. Are you providing enough value to encourage them to buy again?

And please don’t forget those customers who have already paid off their current accounts. They will need a car at some point, I can guarantee that!

I know there is not a lot of specific action items in this article but that is the point. We must do everything every day to maximize our opportunities to sell cars. We are all limited by our capital but there is no reason to sit back and hope we get enough deals to grow our portfolios. If any action we take provides more opportunities than we can fund, great! We can tighten underwriting, we can require bigger downs or we can seek additional capital. The most challenging situation is one where we don’t have enough opportunities to loans on the books and our portfolios shrink. I think we would all love to be in a situation where we look at 200 loan applications to do 20 deals than to look at only 40 applications to do 20 deals. We need to take our piece of pie and maybe a little of someone else’s in order to grow and thrive in 2021 and beyond.

Now go get your piece of the pie!

Chuck Bonanno will be a featured speaker at the TIADA Conference on Monday, July 26, 2021 in the Buy-Here Pay-Here Learning Track. He is also participating in a Cars and Coffee session on Tuesday, July 27. To register for this year’s conference, visit www.tiadaannualconference.com.

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feature

New Promotions Within TxDMV

by TIADA Staff

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he Texas Department of Motor Vehicles recently promoted Monique Johnston and Roland Luna.

Texas Dealer had the opportunity to visit with both employees and looks forward to working with them in their new roles.

Monique Johnston

Director, Motor Vehicle Division

Monique Johnston serves as the Director of the Motor Vehicle Division (MVD) for the Texas Department of Motor Vehicles (TxDMV). Monique has been with the Department since January of 2020 as manager of the Licensing Section of MVD. She is a native Texan, originally from Lake Jackson.

Monique is a graduate of Texas State University with a degree in Geographic Information Systems.

Immediately after graduating from college, she began her employment in state government with the Texas Medical Board (TMB), which serves as the regulatory agency for Physicians, Physician Assistants, Acupuncturists, Medical Radiologic Technicians, Respiratory Care Practitioners and several other healthcare related professionals and entities. She was with the TMB’s Licensure Department for over 21 years, starting as a Licensing Analyst. She served as TMB’s Licensure Manager for four years, overseeing the agency’s largest division. During her tenure, Monique worked closely with TMB’s executive team, serving as a resource witness during the agency’s Sunset process and during the legislative session. She also oversaw the transfer of four new license types to the TMB and issuance of over 14,000 new licenses/certificates/permits each fiscal year.

As the Licensing Manager for TxDMV, Monique orchestrated the adjustment to teleworking and has led an extremely successful adaptation to keep customer service, application processing and team spirit at a level that was truly seamless.

Texas Dealer: How did TxDMV adapt during

COVID and are you planning to continue any of those changes?

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Monique Johnston: TxDMV adapted very well to COVID, continually ensuring the safety of staff and customers while still providing excellent customer service. The Motor Vehicle Division (MVD) proved resilient when there was an immediate call for the department to shift to full time telecommuting. During this time, the MVD maintained their high level of customer satisfaction and exceeded productivity standards. MVD staff will continue to serve their customers at the same level, while allowing staff to benefit from the expansion of teleworking.

Texas Dealer: What was your first vehicle and what do you remember about it?

Monique Johnston: My first vehicle was a metallic green Plymouth Laser. It was 1992 hence the color and car, but at that time I thought it was the coolest car ever. Unfortunately, the hubcaps had a habit of flying off when I would hit potholes. I still blame the potholes and affirm it had nothing to do with my driving.

Roland D. Luna, Sr.

Director, Vehicle Titles & Registration Division

Roland D. Luna, Sr. serves as the Director of the Vehicle Titles & Registration Division for the Texas Department of Motor Vehicles (TxDMV). He is responsible for administering policies and procedures related to the titling and registration of motor vehicles for the State of Texas. He oversees a staff of 243 employees and a budget in excess of $30 million.

Roland began with TxDMV in August 2020 as Director of the Motor Vehicle Division. Prior to joining TxDMV he was with the Texas Department of Public Safety as a State Trooper and promoted into other positions which included serving as an Agent on the Protective Detail for Governor Greg Abbott (then Attorney General), a Criminal Investigation Sergeant, and Lieutenant in Internal Affairs.

Roland served in various directorships as an Assistant T e x a s

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Chief with the Texas Alcoholic Beverage Commission, Deputy Inspector General and Chief of Investigations for the Health and Human Services Commission Office of the Inspector General, and Chief Inspector General for the Texas Juvenile Justice Department (TJJD) Office of the Inspector General where he reported to the TJJD Board. Roland also served as the Director of Administration for the Williamson County Judiciary.

In Roland’s career, he has developed and implemented state-wide compliance, monitoring, regulatory, and investigative initiatives, served on various committees and advisory boards, and provided instruction at conferences, academies, and universities.

Roland earned a Bachelor of Business Administration from Sam Houston State University and a Master of Arts in Legal Studies from Texas State University. He is certified in mediation and legal research, holds a Texas Commission on Law Enforcement Master Peace Officer License, and is a certified Inspector General.

Texas Dealer: What assets do you feel you bring

to this position?

Roland Luna: My entire career and adult life has been in government. I sincerely enjoy government work and have learned so much from so many great people and have a lot to learn at TxDMV. I believe I bring experience leading statewide divisions and operations, am a good listener, motivate others, communicate well,

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respectful, and a forward thinker. Constructing teams and developing staff are essential to long-term success and I truly enjoy working with my team. I believe I also bring a team mentality to my position.

Texas Dealer: What do you see as the role or responsibility of a stakeholder like TIADA? Roland Luna: Relationships are important in life, the private sector, and in government. It is important to understand the responsibility of each stakeholder in order to understand their position or perspective. I have been responsible for divisions that span across the state and touch some many Texans. Fostering relationships to develop good partnerships has been my focus, and I want to continue to work with stakeholders like TIADA to learn more about their responsibility and how we can work together.

Texas Dealer: What is your favorite car and why?

Roland Luna: My favorite car is a station wagon. I am one of six children, and some of my greatest memories were made on road trips with my parents and siblings in a station wagon. Back then, the speed limit was 55 miles per hour and my dad drove 50! A trip to Houston felt like days and a trip to Arizona felt like months.

Siblings differ on music, food, and anything else they can argue about. My family was no different and we bickered and laughed so much on road trips. I never thought my favorite vehicle would be a station wagon.

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Approve Owl A P P R O V E

W I S E LY

feature

Easy DIY Campaigns to Generate Website Traffic

I

’ve spent the past several years really focused on helping smaller, independent used car stores understand and implement basic digital marketing strategies. One of the largest challenges facing independent dealers is finding digital marketing that is tailored to their store. Most are bloated and expensive, with OEM’s and franchise dealers in mind. Many of the smaller solutions aren’t just inexpensive, but are cheap and don’t generate the results desired. As a result, it is important for independent dealers to have some idea of DIY methods that can generate results with little spend and effort through the powerful channel of Facebook.

Social media advertising has become one of the most powerful tools any vehicle dealer can use, but it remains one of the most opaque to the layman when it comes to running successful campaigns. It is important to know: Who to talk to,

What message is effective, and

What engagement to expect from shoppers.

There are 3 critical audiences on Facebook and Instagram that every dealer should be addressing: “Automotive Inventory Ads”, Your Clients, and Low Funnel Website Visitors. Since 2005, social media has taken over in screen share and brand discovery for shoppers, surpassing traditional TV and other advertising channels. People are on their Facebook pages hours a day, and scroll an average of 300 feet per day in content. This is the perfect opportunity to put your message in front of them and help them discover who you are as a dealer.

Several years ago, Facebook ended their integrations with data partners inside Facebook like Oracle and Polk.

That data was the “intender” audience, people supposedly in market for a vehicle. In an effort to replace it, Facebook created the AIA (Automotive Inventory Ads). These are ads attached to a catalog of vehicles and find people in market for used vehicles based on their behavior. People searching Marketplace, visiting dealership Facebook pages, even visiting dealership websites with a Facebook pixel are grouped into an in-market audience by Facebook and that audience is served ads for your inventory that matches their interest automatically. These ads require your feed be sent into Facebook to create a dynamic catalog, a pixel on your website (more on that later), and a business manager with a budget. It’s that easy.

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Featured Speaker Andrew Street

CEO and Founder Dealer OMG

One of the largest missed opportunities marketers and dealers overlook is marketing to their existing customers. Independent dealers far outperform their franchise counterparts in repeat and referral business already, but creating and marketing to an audience of the people that know and trust you most is a powerful way to reinforce that business and build it. Uploading your customer information into business manager is a very simple process, most important is that you include names, addresses, email addresses, and phone numbers. Facebook will then identify Facebook users that match that data and you’re ready to start serving ads to your loyal base for things like trade in/trade up, buy back, and more.

Finally, and most importantly, is to re-engage shoppers after they visit your website...you digital showroom. The Facebook Pixel is a tiny bit of script that is installed on your site which sends data back to Facebook when visitors shop online. It not only will capture the user information, but what they are doing on the site and how they are behaving. If they look at a VDP for a 2015 Ford F150 or if they start filling out a credit application. If they strictly browse search result pages or get directions to your store.

The Pixel can be trained to capture all that data and send it back to Facebook, allowing you to create audiences not just on visitors...but on visitor behavior. You are then ready to retarget those shoppers and can create messaging based on that behavior! Dynamic retargeting ads for shoppers who viewed a VDP will show them the same or similar inventory for 30 days after their visit. If they clicked on your trade tool, you can serve them ads with a bonus cash for trade offer. If they visited a finance page, send them ads enforcing your goal of 100% approval. These are extremely low funnel shoppers who already know your brand, retargeting turns them from shoppers into ups.

These three campaigns can be used to generate website traffic, lead forms, live chats, and more and can easily be managed for a few hundred dollars budget towards each.

Andrew would love to talk more about Facebook, Instagram, Snapchat, and more social media marketing at the TIADA Conference where he will be leading an educational session on July 26, 2021, in the Technology Learning Track. To register for this year’s conference, visit www.tiadaannualconference.com.

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legislative program amendments

T

he TIADA Legislative Program can be found on the TIADA website at www.txiada.org, simply look under Resources and click on Advocacy. Each year the Legislative Committee reviews the current program and makes recommended changes during the House of Delegates. Below you will find the committee recommendations along with the rationale for each change.

1. Dealer Education a. T IADA supports legislation that would require a minimum amount of approved education for new dealer licensing applicants before a general distinguishing number would be issued. The education would must address basic issues that all dealers should know, including dealer licensing regulations, title transfer procedures, payment of sales tax, vehicle inventory tax, and general consumer law.

Rationale: Education is currently required and offered by TIADA that addresses basic education and we must ensure that any future education meets the basic needs of dealers.

6. Automobile Titling

b. T IADA supports measures that would reduce unnecessary paperwork by eliminating form VTR-136 as a required document for independent dealers.

Rationale: Passage of SB 876 addresses this issue.

7. Vehicle Inspections

a. T IADA supports updating inspection laws to ensure inspections are only required when there is a public benefit.

Current inspection laws require vehicles to be reinspected after 6 months without any significant real benefit to the public.

The House of Delegates will meet at 1:30 PM in Round Rock, TX at the Kalahari during the Annual TIADA Conference and Expo. The meeting is open to anyone who would like to attend but only delegates will be allowed to vote. If you would like to serve as a delegate, please contact TIADA. NOTE: On Tuesday, July 27 at 11:00 TIADA will offer a legislative update during the general session of the conference. We will discuss all the legislation that will affect your business along with any changes you need to make to stay compliant. Most new laws in Texas go into effect September 1, 2021. In the meantime, TIADA will work with different stakeholders and state agencies including the TxDMV, OCCC, and local TACs to determine the best practices to implement any laws that were passed.

Time to renew your dealer’s license?

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visit TexasDealerEducation.com

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2022 State Officer Nominees

Compiled by Texas Dealer staff

E

lections for the TIADA Board of Directors will be held at the House of Delegates meeting during the 2021 TIADA Conference & Expo in Round Rock, Texas.

President Mark Jones

MCMC Corporate 264 Exchange Burleson, TX 76028

Vice President, West Texas (Region 1) Cesar Stark S&S Motors

7699 Alameda Ave. El Paso, TX 77915

Vice President, Fort Worth (Region 2) Chad Lancaster Chacon Autos

11800 E. Northwest Hwy Dallas TX 75218

President Elect Ryan Winkelmann BJ’s Autohaus

5005 Telephone Road Houston, TX 77087

Vice President, Dallas (Region 3) Greg Reine

Auto Liquidators 39670 LBJ Freeway Dallas TX 75237

Vice President, Houston (Region 4) Russell Moore Chairman of the Board Robert Beck Stop N’ Drive Motors

711 N. General McMullen San Antonio, TX 78228

Top Notch Used Cars 900 East Davis Conroe, TX 77301

Vice President, Central Texas (Region 5) Robert Blankenship Texas Auto Center

6809 Suite B S IH35 Austin, TX 78744

Secretary Eddie Hale

Neighborhood Autos PO Box 1719 Decatur TX 76234

Vice President, South Texas (Region 6) Armando Villarreal McAllen Auto Sales, LLC 4215 S. 23rd St McAllen, TX 78503

Vice President At Large Brad Kalivoda

Fiesta Motors – Lubbock

Treasurer Vicki Davis

A-OK Auto Sales PO Box 256 23980 FM 1314 Porter, TX 77365

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2599 74th Street Lubbock, TX 79423

Vice President At Large Greg Phea

Austin Rising Fast 8024 IH 35 North Austin TX 78753

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behind the wheel

Martin

The Face of Your Association

T

his month during the annual conference, you will have the opportunity to vote for the dealers who will lead the association for the next year and beyond. Per our bylaws, the association holds an election for 13 board members each year. This year’s elections will take place on July 25 at 1:30 p.m. in Round Rock, TX during the House of Delegates. Every dealer member has a vote, and I hope you will be there to cast yours. But more importantly, I hope you see yourself represented in your board. You will find a list of this year’s candidates on page 69.

The past presidents of the association have the task of putting together the slate of candidates each year, and over the past few years they have strongly advocated for making sure the association board is representative of all its members. Geographically each area of the state is represented by a Vice President, but the past presidents look for even more. They discuss the advantages of having larger dealers, smaller dealers, retail dealers, BHPH dealers, and different genders and ethnicities to make sure the board is well rounded and diverse enough to represent all the needs of our industry. The past presidents also ask the most important questions: is this a good dealer, a leader within the industry and someone we would all be proud is representing us?

As past board members, they take their responsibility

by Jeff

TIADA EXECUTIVE DIRECTOR

of finding good candidates seriously. As a member of the association you should take your responsibility of voting for leaders who will represent your interests just as seriously. There is no charge to attend the House of Delegates meeting; however, while you are there you might as well stay around for the conference too. You will find more information about the annual conference on page 37.

During the House of Delegates, we will also approve the 2022 Legislative Program. The Legislative Committee annually reviews the program and makes recommended changes. You can find this year’s recommendations on page 68. This is your opportunity to make sure YOUR voice is being heard.

The annual conference is not only a great place for education, it’s a place where dealers meet to discuss the future of our industry and how we might best go about protecting your interests. It’s where dealers become leaders and leaders become officers. If you are a big dealer or small dealer; if you’re female or male; black, brown, white or green; finance vehicles or have a cash lot, I want to make sure that you are represented. I can only do that if you are at the conference to take advantage of the opportunity. I hope you will join us this month in Round Rock so we can get to know you even better. The better we know you, the better we can represent you.

As a member of the association you should take your responsibility of voting for leaders who will represent your interests seriously.

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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

FEEL THAT TEXAS PRIDE IN AND OUT OF THE LANES Whether you are doing business with us in person or online, your local Texas Manheim team is here for you - finding new ways to continue to bring you the cars you need. Let us help you on the road ahead.

Join us at the TIADA Conference July 25 - 27 at booth #805.

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