Texas Dealer July 2024 by Texas Independent Auto Dealers Association

A MUST-ATTEND EVENT FOR TEXAS

IndependentDealers

Also in this issue:

– Michael W. Dunagan: Industry’s Coordinated Effort Successfully Struck Down $225 Import Fee

– Navigating the “Wait and See” Market

– 7 Skills of Highly Effective General Managers

– Google’s Cookie Crumble: The Third-Party Phase-Out for Independent Auto Dealerships

TIADA Board of Directors

PRESIDENT Eddie Hale/Neighborhood Autos PO Box 1719 Decatur, TX 76234

PRESIDENT ELECT

Vicki Davis/A-OK Auto Sales 23980 FM 1314 Porter, TX 77365

CHAIRMAN OF THE BOARD

Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087

SECRETARY

Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753

TREASURER

Brad Kalivoda/Fiesta Motors 2599 74th Street Lubbock, TX 79423

VICE PRESIDENT, WEST TEXAS (REGION 1)

Cesar Stark/S&S Motors 7699 Alameda Ave. El Paso, TX 77915

VICE PRESIDENT, FORT WORTH (REGION 2)

Tyler Simmons/Abilene Used Car Sales, Inc. 2150 N. 1st Street Abilene, TX 79603

VICE PRESIDENT, DALLAS (REGION 3)

Greg Reine/Auto Liquidators

39670 LBJ Freeway Dallas, TX 75237

VICE PRESIDENT, HOUSTON (REGION 4)

Lowell Rogers/11th Street Motors 1355 N 11th St, Beaumont, TX 77702

VICE PRESIDENT, CENTRAL TEXAS (REGION 5)

Chad Lancaster/Chacon Autos 11800 E. Northwest Hwy Dallas, TX 75218

VICE PRESIDENT, SOUTH TEXAS (REGION 6)

Cesar Torres/Lofi Motors 4634 Ayers St. Corpus Christi, TX 78415

VICE PRESIDENT AT LARGE

Armando Villarreal/McAllen Auto Sales, LLC 4215 S. 23rd St McAllen, TX 78503

VICE PRESIDENT AT LARGE

Russell Moore/Top Notch Used Cars 900 East Davis Conroe, TX 77301

TIADA EXECUTIVE DIRECTOR

John Frullo

9951 Anderson Mill Rd., Suite 101 Austin, TX 78750

Office Hours M-F 8:30am – 4:30pm 512.244.6060

TexasDealer

officers’ message

Reflections on a Year of Proactive Engagement and Leadership

As the President of TIADA this past year, I’ve had the privilege of engaging deeply with our dealer community across Texas. This time has been marked by proactive engagement, relationship-building, and a steadfast dedication to ensuring our industry’s voices are heard and respected.

One of the most rewarding experiences over the past several months has been the town hall meetings held throughout the state. From El Paso to Corpus Christi, Dallas to Austin, and down to the Valley, these meetings have provided invaluable opportunities to connect with dealers in various regions. The interactions have been overwhelmingly positive, allowing us to exchange ideas and gather input from dealer groups who are educated about industry issues and eager to be part of the solution.

It’s been inspiring to see dealer groups working closely with local Tax Assessor-Collectors (TAC) and the Texas Department of Motor Vehicles (TxDMV) to represent our industry so effectively. Meeting with dealers and developing relationships with agencies have been crucial in navigating the legislative and regulatory landscape that has made drastic changes in recent months, changes that will have ramifications for years to come.

Several recent bills and mandates have significantly impacted our industry. It’s more important than ever that we, as dealers, are included in the bill and rulemaking process. We must be proactive participants alongside law enforcement, state agencies, TACs, and other stakeholders. Establishing relationships and working collaboratively with these agencies is essential to ensuring the strength of our industry.

by Eddie Hale Neighborhood Autos (Decatur)

PRESIDENT

Our dealers are getting more involved, moving away from waiting for a crisis to arise and toward having a presence and being involved in the process. Waiting for the crisis to come along is too late. Being involved allows us to stay ahead of the curve. Our goal as an association is to stay ahead of the pack, addressing issues before they become instrumental to our industry. Even in off-legislative years, TIADA remains engaged and vigilant, pulling together minds, resources, and efforts to stay ahead.

We all are busy, from the smallest to the largest dealers, regardless of size, volume, or business model. Yet, we always make time for what is important to us. Association service, to me, is similar to serving our communities. There are few opportunities for us all to serve the communities that have benefited us so well, and you must believe in what you are doing, that it has a purpose, and that it serves a greater good.

As we move forward, our mission remains to serve our dealer group effectively. Our member-run group aims to reflect the best of what our industry has to offer. We need to protect the integrity and ethics of our industry, creating programs to keep our dealers educated and abreast of all the issues and complications we face. Understanding the interaction between regulation, customers, and other stakeholders is essential. By staying informed and educated, we can continue to lead and improve our industry.

Thank you for your continued support and dedication. Together, we will continue to make strides for the betterment of our industry.

Several recent bills and mandates have significantly impacted our industry.

TIADA

feature

Navigating the “Wait and See” Market

If there is a single word to describe the auto market mood right now, it is “uncertainty”—we see it everywhere, from consumers to dealers to automakers. In fact, our Q2 2024 Cox Automotive Dealer Sentiment Index (CADSI) reveals a market steeped in hesitation, characterized by a pervasive “wait and see” attitude. We’re witnessing a paralysis of indecision driven in part by an expectation of lower interest rates (when, we are just not sure anymore), a coming national election (when, November, which seems a long way off but is in the news constantly), and broader economic uncertainties (mixed signals everywhere). For Texas independent auto dealers, understanding—and accepting—these conditions is crucial for navigating the road ahead.

The Current State of the Market

The Q2 CADSI—our quarterly survey of dealer attitude dating back to 2018—clearly shows the prevailing sentiment among U.S. auto dealers regarding the current auto market. An index score of 42, well below the threshold of

Featured

Presenter

Jonathan Smoke Cox Automotive Chief Economist

50, indicates that a majority of dealers perceive the current market as weak. And this is particularly true with independent dealers, who gave us an index score of 40, one point higher than Q1 but still a very low score. This sentiment—that the market is weak—has remained relatively stable quarter over quarter but has declined year over year. Historically, the second quarter often sees a decline in market expectations for the coming three months, and this year is no exception. The market outlook index dropped from 51 to 44, highlighting a growing pessimism about the near term. Again, sentiment was even worse for the independent dealers, falling nine points from 50 to 41. Factors such as a weaker-than-normal tax refund season and ongoing political and economic uncertainties contribute to this cautious outlook for the summer.

A Closer Look at Dealer Sentiment

Despite the overarching sense of market weakness, there are some positive signs. For the first time since Q3 2021, the overall profit index saw an uptick, albeit a

modest one. Independent and franchised dealers alike reported an increase from Q1. Additionally, customer traffic—both online and in-person—improved from Q1, with all dealer types reporting higher consumer traffic.

Overall, dealer sentiment is likely worse than actual market conditions. While profits are down from all-time highs, we still believe the dealer business is healthy. Vehicle sales have been consistent, supply has returned to reasonable levels, and we think interest rates have likely hit a ceiling. With a good job market, retail vehicle sales may not be flourishing, but we believe weak current market sentiment is more about uncertainty than actual performance.

Perhaps most important for the used-car market is that vehicle values have corrected substantially from their pandemic highs and are now following more predictable depreciation patterns. The correction in values creates opportunities for consumers, and the more predictable depreciation trends have helped dealers stabilize margins.

The uncertainty out there is understandable, leaving consumers and dealers alike unsure of what’s ahead. On top of uncertainty about interest rates, we are heading into an election season, which always breeds even more concern and uncertainty.

Sales and Inventory Trends

In Q2, the new-vehicle sales index improved for the second consecutive quarter, scoring 53. This suggests

that more franchised dealers view the new-vehicle market as strong rather than weak. Additionally, newvehicle inventory levels are perceived as growing, with an index score of 69—the second-highest ever recorded. Improving new-vehicle sales and inventory levels is good news for the used-vehicle market in the years to come and good news for independent dealers.

Today, though, the CADSI suggests that most dealers view the used-vehicle sales business as weak, with the index score well below the threshold of 50. The Q2 index score of 42, while higher than the previous quarter, is still among the lowest since the index’s inception in 2018.

As is common in the quarterly survey, independent dealers have a more pessimistic view of the used-vehicle market than franchised dealers. In Q2, independent dealers scored the current used-vehicle market at 38—an improvement from last year and last quarter—but still indicating that most independents perceive the used-vehicle market as weak. Importantly, both franchised and independent dealers report declining used-vehicle inventories, adding another wrinkle to an already complicated market.

The conclusion is that the worst of the used car market is behind us, but this year has not shown substantial improvement yet.

Rising Costs and Price Pressures

One undeniable challenge that dealers face in the

market today is the persistent rise in costs. The cost index is at an all-time high, matching levels last seen in Q2 2022. Both independent and franchised dealers report growing expenses, which have remained elevated for over two years.

Price pressure—the need to lower prices and offer discounts to make a sale—is also significant in today’s market, although the pressure has been reduced from Q1, according to our recent survey. The current price pressure index score is 65, up from 58 one year ago. And franchised and independent dealers alike are aligned in this sentiment—everyone is feeling price pressure. With rising costs and downward price pressure cutting into margins, it is no wonder that many dealers—particularly independents—are concerned about the future.

The Impact of the Political Climate

Political climate concerns are rising, especially as November’s U.S. presidential election approaches. In Q2, 36% of dealers cited the political climate as a factor holding back their business, up from 33% in Q1 and 29% one year ago. This concern is particularly pronounced among franchised dealers, 41% of whom view the political climate as a significant issue. On the other hand, independent dealers appear to be slightly less concerned about Political Climate as a major factor as they prioritize Expenses (#4) and Credit Availability (#5). For independent dealers, Political Climate ranks #6, at 34%, up one percentage point from Q1.

In many ways, the Political Climate is a surrogate for “uncertainty.” Many dealers and consumers believe the election outcome will impact the economy in some way— either good or bad—and that expectation of change is causing paralysis in the market and hurting sentiment.

Understanding concerns regarding the political climate—and the feeling of uncertainty prevalent in the market today—can help Texas independent auto dealers better navigate the current landscape, which is challenging to be sure.

Navigating Uncertainty

In this “wait and see” market, the key to success is staying proactive and adaptable. While uncertainty may be a constant, understanding the underlying trends and being prepared to respond to customer concerns and business realities can help Texas independent auto dealers thrive. Here are some strategies to consider:

Stay Informed: Keep abreast of the latest economic indicators and market trends. Understanding the factors driving market sentiment can help you make

informed decisions.

Focus on Efficiency: Rising costs and tighter margins are a significant challenge. Look for ways to streamline operations and reduce expenses without compromising service quality.

Enhance Customer Engagement: Improved customer traffic is a positive sign. Invest in both online and in-person engagement strategies to attract and retain customers.

Adapt to Market Conditions: Be flexible in your approach to inventory management and pricing strategies. Adjusting to market realities can help you stay competitive.

Leverage Technology: Use data analytics and AI tools to gain insights into customer behavior and market trends. Technology can help you make more informed decisions and improve operational efficiency.

Remember, even though we are on an uncertain path, we have been here before. The automobile market is one of the most dynamic businesses I’ve ever known. Fortunately, independent automobile dealers are some of the most dynamic entrepreneurs I’ve ever met. You’ve got this.

Jonathan Smoke leads Cox Automotive’s Economic and Industry Insights team, which tracks metrics and trends impacting the wholesale and retail vehicle markets, as informed by the proprietary data from Cox Automotive’s brands and solutions. Jonathan will be a featured presenter at the 2024 TIADA Conference & Expo on Monday, July 22. To register, visit conference.txiada.org/register/

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is through 12/31/2024. Dues include NIADA and local chapter membership where applicable.

Thank You Sponsors

by TIADA Staff

A MUST-ATTEND EVENT FOR TEXAS on the cover

JULY 21-23, 2024

SAN ANTONIO, TX

IndependentDealers

The highly anticipated 2024 TIADA Conference & Expo is just around the corner, ready to bring together automotive industry professionals from across the country in one of the most turbulent years for Texas independent dealers in recent memory. Set against the vibrant backdrop of San Antonio, this year’s conference promises to be an exceptional gathering of industry leaders, expert speakers, and passionate professionals eager to explore the latest trends and advancements in the auto industry. From insightful keynote presentations to interactive breakout sessions and engaging dealer-driven roundtables, this conference offers a comprehensive platform for growth, learning, and collaboration. Let’s take a sneak peek at what awaits attendees at this eagerly awaited event.

Three General Sessions: Gain Relevant and Timely Insights

The opening general session will feature Cox Chief Economist Jonathan Smoke, who will review the current state of the US and Texas economies and what the context will mean for the vehicle

market through the rest of 2024 and next year. He will review the trends that directly impact vehicle demand, including population and job growth, inflation, consumer credit, and interest rates, and will share the current market conditions for both new and used cars. He will demonstrate how issues such as affordability, vehicle supply, loan rates, and consumer sentiment each affect the economic climate for independent dealers. He will review the latest market conditions for both new and used cars, including pricing, supply, and the industry shift to electrification. The session will close with forecasts and the key themes that will have the greatest impact on the automotive industry’s future.

The Monday general session will feature Hudson Cook partner Jean Noonan. Noonan will describe the FTC plans to enact the CARS Rule, which will cause major disruptions for many dealers if it is enacted. This Rule will change the way you market and advertise vehicles and produce much more red tape for dealers. This Rule has faced criticism and is currently facing litigation. Opponents have expressed

concerns about the rule’s complexity and negative impact on dealership operations and competitiveness. Jean will share the most up-to-date details about the brief that was filed on your behalf, as well as its implications and legal status. This is a must-attend session for all dealers. Finally, senior leadership from TxDMV will present this year’s closing general session, to provide dealers everything they need to know about the elimination of paper temporary tags in Texas. HB 718, the law eliminating paper tags, requires several changes for dealers, including issuing metal license plates and maintaining a database of issued plates. TIADA has been and continues to actively work to ensure a smooth transition for its members, and it is bringing TxDMV to the Conference to help make sure dealers are fully aware of the required changes and implementation procedures. This is a developing and major issue for independent dealers, and TxDMV has begun the process to enact the law, and more information will be available by the time of this presentation. TxDMV will also have

a booth in the Expo Hall to speak directly with dealers about their concerns with the coming changes.

Dealer-Driven Roundtables

The Dealer Driven Roundtables at the conference offer a valuable opportunity for attendees to engage in in-depth discussions with fellow dealers. These roundtable sessions are designed to facilitate conversations on various topics related to the dayto-day operations of dealerships.

Led by a dealer moderator, the discussions will cover a range of agenda items specific to the Buy Here Pay Here (BHPH) and Retail/Special Finance segments. Attendees can expect to explore topics such as:

Collections: Balancing the Carrot and the Stick Marketing & Advertising: Where Is Your Best Spend?

Pros and Cons of CPI, Debt Cancellation Agreements, and GAP — Determine Which One Is Best for You Best 20 Group Ideas Ever for BHPH Dealers

All Things Retail: Best 20 Groups for Retail Dealers, Compensation Plans for Sales and Finance Personnel, Finding the Right Lenders

Struggles of a Brand New Dealer (One Session in Spanish)

My Biggest Obstacle to Advance to the Next Level Is… Your Employees Are Your Greatest Asset: Employee Handbook Must-Haves, Hiring, Training, Development, and Retention

Exit Strategies: Selling, Closing, or Passing On the Business

Breakout Sessions

TIADA is dedicated to providing attendees with a comprehensive and enriching dealership experience. With a wide array of breakout sessions available, participants can customize their learning journey based on their specific interests and needs. Whether you’re focused on Buy Here Pay Here (BHPH), Special Finance & Retail, Management, Compliance, or

Marketing and Technology, there are sessions specifically designed to address these areas.

During the conference, you’ll have the opportunity to learn directly from industry experts who possess deep knowledge and experience in their respective fields. These experts will share valuable insights, strategies, and best practices that can be applied to your dealership to drive success. Topics covered include reducing employee turnover, a crucial issue in the industry, which will help you cultivate a stable and motivated team. Additionally, sessions on winning the indirect lending game will provide valuable tactics for elevating the customer experience and improving your dealership’s financial performance. Moreover, the conference aims to help dealerships protect and build their bottom line by addressing vital aspects of their businesses, including best practices in compliance, arbitration, lead handling, inventory management, analyzing and using data, and insurance.

Guests can indulge in a range of amenities and activities, including two championship golf courses at TPC San Antonio, known for hosting the PGA Tour’s Valero Texas Open. The resort also boasts the River Bluff Water Experience, a nine-acre water

Attending the 2024 TIADA Conference & Expo not only offers unparalleled learning opportunities but also provides a platform for networking with industry professionals, exchanging ideas, and building meaningful connections. By staying informed about the latest trends and advancements, you can position your dealership ahead of the competition in an ever-evolving market.

Accommodations

For the TIADA Conference & Expo taking place from July 21-23, 2023, attendees will have the pleasure of staying at the luxurious JW Marriott Hill Country Resort & Spa in San Antonio, Texas. Situated amidst 600 acres of oak-covered hills in the picturesque Texas Hill Country, this resort offers a serene and idyllic setting.

park featuring a lazy river spanning 1,100 feet, as well as the Lantana Spa for relaxation and rejuvenation. With its exceptional dining options, relaxing spa, exciting water park, and championship golf courses, the JW Marriott Hill Country Resort & Spa offers a truly unforgettable experience for conference attendees.

Don’t miss this chance to gain invaluable knowledge, discover innovative solutions, and propel your dealership to new heights. Register now and secure your spot at the TIADA Conference & Expo for an enlightening, rewarding, and transformative experience that will drive your dealership’s success.

Thank You Sponsors

feature

7 Skills of Highly Effective General Managers

I’ve been a GM for a few years now but feel like I’m struggling. Why can’t I get my people to do the things I need them to do?”

“I’m a dealer and need to hire a good GM. What should I look for in candidates?”

“I want to be a GM someday. What do I need to do to get there?”

I often get these questions from dealers, General Managers, and salespeople. If you want to know the answers, keep reading!

I’ve met and worked with General Managers from diverse backgrounds. Some have held all the jobs in a dealership: from sales to F&I, to Sales Manager, to General Sales Manager, and finally, to General Manager. Others have had more extensive fixed operations experience. Some even come from completely different industries or backgrounds, like OEM or medical sales.

In my experience of working with dealership management teams, there are several critical skills a General Manager should have to be effective. Overall, the more a GM has been “in the trenches,” the more they are suited for the role. However, leadership is the one area that’s the most critical and the most underdeveloped skill that I see in those who are in management or want to become managers. Some GMs may have learned sales, inventory, fixed ops, advertising, and comp but don’t know how to motivate, discipline, and influence people.

If you are a GM, want to become a GM, or are looking to hire a GM, these are the seven skills of highly effective General Managers:

1Ability to see things as they actually are, but not worse than they are I first heard of this critical leadership quality at a Tony Robbins seminar, and I believe it’s true. A good GM should be honest about where the dealership actually is. But they also need to see the big picture, see the potential, and know what it takes to get there.

It’s often necessary to take a step back to move forward. A sure sign of an incompetent GM is panicking too easily when the dealership had a bad month. They start making impulsive decisions that are reactive in nature and are based on short-term results. A good GM will not lose sight of the long-term vision but will be realistic about the needed changes to get there.

Jonathan Dawson Founder and President, Sellchology Sales Training Featured Presenter

Ability to want it more for their people than their people want it for themselves

An effective General Manager is also an effective leader. Being a leader means describing a vision for your team and continually helping them understand the vision and move toward it.

Some GMs tell their people they should sell X number of cars or the department needs to make X amount of profit, but then the GM gets frustrated or disappointed that their people seemingly don’t want to go for it. A good GM should understand that meaningful growth and breaking one’s personal ceiling are as much of a psychological barrier as they are a skill barrier.

Don’t get discouraged if your team doesn’t see your vision immediately or doesn’t believe in it. As a leader, you have to help them see it before they see it, or they’ll never see it.

Ability to see a weakness in a person without seeing the person as weak

Poor leaders judge their team’s weaknesses from the perspective of their own strengths. For example, if you’re naturally organized, you might dismiss someone’s potential because that person is disorganized. A good GM should understand that weakness does not define a person’s character or long-term potential.

Unfortunately, many ineffective GMs equate a person’s fault in one area with the whole person. Or they may exaggerate a weakness, and it becomes like a caricature, where an artist will exaggerate a facial feature. Nobody likes to be reduced to a caricature, so next time you’re about to point out a flaw, make sure you don’t overstate it.

4 Ability to shape culture and behavior through their presence

Have you experienced a morning sales meeting that started with a manager yelling or threatening staff? Everyone’s mood (and results) become effectively ruined for the entire day. A competent GM is aware of how their presence and behavior influence the entire store. If the GM focuses on providing excellent customer service, their team will focus on it and provide exceptional customer service! If the GM talks about how everyone’s a buyer, the team will maximize every opportunity! If

you want to be an effective GM who positively influences the dealership’s culture, watch what you do and say. Remember—the state of the boss will determine the state of the crew!

Ability to anticipate future trends and proactively adapt to them

The automotive industry is in a constant shift. If you’re a GM, are you actively staying on top of new trends? What’s the last time you attended a national automotive conference? Do you understand how online car buying habits affect your business? Do you know how to attract the next generation to work at your dealership and motivate them once they’re part of your team?

If you’re forced to change how you sell cars, your marketing methods, or how you motivate your staff because the dealership is losing money, you need to work on your proactive management skills.

Ability to humbly admit mistakes and willingness to work on correcting them

Unchecked pride and ego contribute to the downfall of many GMs and the dealerships they’ve been tasked to run. The ability to humbly admit mistakes is a sign of a highly effective GM. Did you take responsibility if you hired a sales manager who was a terrible fit? If you changed the pay plan impulsively without thinking

through how it would impact your team, did you admit you made a mistake?

Some managers equate admitting failures with weak leadership. In my experience, admitting mistakes means the person is a leader and is willing to change and grow.

Ability to maintain a high standard through accountability

I’ve been saying this for a long time: Your team will rise to the lowest allowable standards you will tolerate. If your team and store are underperforming, it’s time to examine your standards and how you keep your team accountable! Some managers need to be clearer about the performance standards, and once those are communicated, they need to enforce them. Other GMs lack the skill and the discipline to do consistent performance reviews and one-on-one coaching. I’d like to say it again: Your team will rise to the lowest allowable standards YOU will tolerate!

If you’re a GM, how would you rate yourself on all these seven skills?

If you’re looking to hire a GM, how do the applicants rate on these skills?

Jonathan will be a featured presenter at the 2024 TIADA Conference & Expo on Tuesday, July 23. To register, visit conference.txiada.org/register/

Join the list of those who have already contributed for 2024.

Please

Contributors through May 31, 2024

Anonymous Donor Brown, Mark Davis, Vicki Edenfield, Robert Goodman, Jason Gregory, Tommy Hagler, Keith & Marcia Hale, Eddie Hanson, April Ingram, Blake Jones, Mark Moore, Russell Rodriguez, Edgar Rogers, Lowell Simmons, Tyler Winkelmann, Ryan Zak, Gregory

Please list me as a sustaining donor. I would like to support my industry by making a monthly credit card donation of $______________

to the KEY-PERSON list!Iknow (Name of Legislator)

To raise money for this year at the 2024 the INDEPAC Committee will be auctioning off a few incredible items. Here are just a few:

H NASCAR race in Dallas with Buckeye Dealership Consulting

Golf outing with Eddie Hale at the Dallas Cowboys Golf Club, with a surprise guest

H Hunting trip with Cesar Torres

H Hill Country tour with Bill Murphy

H Scott Allen, tour of the stockyards in Fort Worth

Keith Hagler, longhorn skull and dinner at Cattlemen’s Steak House

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 2023 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.

2024 TIADA

VendorDirectory

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 May 20, 2024. A listing with an asterisk (*) indicates the member advertises in this magazine. Those companies that have a booth number indicate that the member is a Conference Sponsor/Exhibitor. Entries are listed alphabetically by category. Categories include Auction, Consulting/Education, CPA/Accounting, Credit Services, CRM, Dealer, 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, Transport, Vehicle History Reports, and Vehicle Listing.

AUCTION

*ACV Auctions (Inside Front Cover) Booth# 901 640 Ellicott Street Buffalo, NY 14203 (800) 553-4070

www.acvauctions.com

ACV offers flexible wholesale options for buying and selling: transparent digital solutions like ACV Auctions or Alliance Auto Auctions’ five locations for physical remarketing services.

ADESA .................................... Booth# 302 13085 Hamilton Crossing Boulevard Carmel, IN 46032 (888) 525-7326 www.adesa.com

ADESA is a physical and online auto remarketing auction company which has 56 locations throughout the United States. We provide a simplified and seamless customer experience across end-to-end remarketing services.

ADESA Austin, Inc. 2108 Ferguson Lane Austin, TX 78754 (512) 873-4000 www.adesa.com

ADESA Dallas 3501 Lancaster Hutchins Road Hutchins, TX 75141 (972) 225-6000 www.adesa.com

ADESA Houston 4526 N Sam Houston Pkwy West Houston, TX 77086 (281) 885-5201 www.adesa.com

ADESA San Antonio 200 S. Callaghan Road San Antonio, TX 78227 (210) 434-4999 www.adesa.com

Alliance Auto Auction ........ Booth# 901

9426 Lakefield Blvd Dallas, TX 75220 (214) 646-3136

www.allianceautoauction.com

NAAA members offering ACV, Pipeline, Recon Services, Pre & Post-Sale Inspections. Come “JOIN THE ALLIANCE with ACV” for friendly teammates who exceed customer expectations, in every auction, by providing quality inventory, competitive markets, and superior services.

Alliance Auto Auction of Abilene 6657 US Hwy 80 W Abilene, TX 79605 (325) 698-4391

www.allianceautoauction.com

Alliance Auto Auction of Austin 1550 CR 107 Hutto, TX 78634 (737) 300-6300

www.allianceautoauction.com

Alliance Auto Auction of Dallas 9426 Lakefield Blvd Dallas, TX 75220 (214) 646-3136

www.allianceautoauction.com

Alliance Auto Auction of Longview 6000 SE Loop 281 Longview, TX 75602 (903) 212-2955

www.allianceautoauction.com

Alliance Auto Auction of Waco 15735 North Interstate 35 Elm Mott, TX 76640 (254) 829-0123 www.allianceautoauction.com

Ally SmartAuction Booth# 317 500 Woodward Avenue

Detroit, MI 48226 (877) 273-5572

www.SmartAuctionLogin.com

SmartAuction, an industry-leading wholesale digital auction preferred by thousands of franchised and independent dealers offers on average 35,000+ vehicles each weekday through two daily auctions.

*America’s Auto Auction (Pg. 12) ................................................. Booth# 307 15301 N Dallas Parkway, Suite 800 Addison, TX 75001

www.americasaa.com

America’s AA is one of the nation’s premiere auction groups with sites across 18 states. AAA has developed a platform built on lasting relationships and superior service that leverages the best of vehicle offerings. Visit americasaa.com to learn more.

America’s Auto Auction - Austin 16611 IH-35

Buda, TX 78610 (512) 268-6600

www.AmericasAutoAuction.com

We are a Wholesale Automobile Auction specializing in selling New Car Trades.

America’s Auto AuctionCorpus Christi 2149 IH69 Access Road Robstown, TX 78380 (361) 767-4100

www.CorpusChristiAutoAuction.com

America’s Auto Auction Corpus Christi (fka Corpus Christi Auto Auction) has been serving the South Texas area for over 25 years. Connecting buys and sellers, we strive to treat everyone like family.

VendorDirectory

America’s Auto Auction - Dallas 219 N Loop 12 Irving, TX 75061 (972) 445-1044

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.

America’s Auto Auction - El Paso 7930 Artcraft Road El Paso, TX 79932 (915) 587-6700

www.epiaa.com Full service, in-lane & online wholesale auto auction

America’s Auto Auction - Houston 1826 Almeda Genoa Road Houston, TX 77047 (281) 819-3600

www.americasautoauction.com

Wholesale Auto Auction with full service Recon Center

America’s Auto AuctionLone Star Lubbock 2706 E. Slaton Road Lubbock, TX 79404 (806) 745-6606 www.lsaalubbock.com

We are an 8-lane, 36-acre auction running 800+ weekly. The largest selection from Dallas to Phoenix. Big city inventory with small-town charm.

America’s Auto AuctionNorth Houston 1440 FM 3083 Conroe, TX 77301 (936) 441-2882

www.americasautoauction.com

Dealer only wholesale auction. Tuesdays at 1pm. New Car Trades and Credit Acceptance.

America’s Auto Auction -

Lone Star Austin 8408 Shoal Creek Blvd. Austin, TX 75254 (214) 483-3597

www.americasaa.com/locations/ lone-star-austin

Auctions held in Austin every Friday at 11 am & every other Thursday at 11 am. Check website for run lists & locations.

America’s Auto Auction - San Antonio 13510 Toepperwein Road

San Antonio, TX 78233 (210) 298-5477

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.

AutoNation Auto Auction Houston

608 W. Mitchell Road Houston, TX 77037 (281) 506-3220

www.autonationautoauction.com

ANAAH is the most trusted auction to buy and sell used vehicle inventory. It’s the only auction where you can bid on AutoNation inventory exclusively.

VendorDirectory

Big Valley Auto Auction - Donna Booth# 909 4315 Hutto Road Donna, TX 78537 (956) 461-9000

www.bigvalleyaa.com

With our 50 franchise dealers in the Rio Grande Valley and more than 2000 registered dealers, we offer a Big Time Auction Experience.

CarMax ................................ Booth# 1013

12800 Tuckahoe Pkwy Richmond, VA 23238 804-441-2962

www.carmaxauctions.com

Cars & Bids

4075 Park Blvd. San Diego, CA 92103 (254) 231-8256

www.carsandbids.com

Auction your modern enthusiast car anything cool and exciting from the 1980s to the 2020s

Copart Auto Auction 14185 Dallas Parkway, Suite 400 Dallas, TX 75254 (972) 391-5074

www.copart.com

DRIVE Auto Auctions sells clean titles, front line vehicles to dealers and other business buyers through online auctions. Visit DRIVEAutoAuctions.com or download the DRIVE Mobile App!

DAX - Dealers Auction

Xchange - Amarillo .............. Booth# 301 3208 SE 10th Avenue Amarillo, TX 79104 (806) 374-8982

www.daxofamarillo.com

DAX Dealers Auction Xchange is an independent, family-owned auto auction company. Dedicated to providing a transparent and efficient platform for buying and selling vehicles, backed by exceptional customer service and industry expertise.

DAX - Dealers Auction

Xchange - Rockwall Booth# 301 1810 I-30 Frontage Road Rockwall, TX 75087 (972) 771-9919

www.daxofrockwall.com/

DAX - Dealers Auction

Xchange - Wichita Falls ..... Booth# 301 2206 Sheppard Access Road Wichita Falls, TX 76306 (940) 720-0435

www.daxofwichitafalls.com

Debexpert ........................... Booth# 1115

8 The Green, Suite B Dover, DE 19901 (302) 703-9387

www.debexpert.com/

Debexpert is a trusted partner for selling notes, auctioning accounts to traditional buyers, family offices, and funds, ensuring dealers get the highest price.

EBlock Corporation 212 Battery St. Suite 3 Burlington, VT 05401 (833) 817-7247

www.eblock.com/en-us Whether physically or digitally, EBlock empowers today’s most innovative dealerships and wholesalers to buy and sell inventory in less time.

Houston Auto Auction 2000 Cavalcade Houston, TX 77009 (713) 644-5566

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

Two Westbrook Corporate Center 10th Floor Westchester, IL 60154 (708) 492-7200

www.iaai.com

IAA works with dealerships, fleet and finance companies, and government agencies to sell thousands of high mileage, lightly damanged repossessed and abandoned vehicles every year.

Lufkin Dealers Auto Auction 2109 N. John Redditt Drive Lufkin, TX 75904 (936) 632-4290

www.lufkindealers.com

The Lufkin Dealers Auto Auction is a fixture in the East Texas and West Louisiana auto industry. We focus on professional marketing of your vehicles and pride ourselves on exceptional customer service.

*Manheim (Back Cover) .......... Booth# 713 6205-B Peachtree Dunwoody Rd. Atlanta, GA 30328 (866) 626-4346 www.manheim.com

The most inventory, largest audience, strongest tools, and most comprehensive end-to-end capabilities in the business — all for you.

Manheim - Dallas 5333 W. Kiest Blvd. Dallas, TX 75236 (214) 467-6242

Manheim - Dallas-Fort Worth 12101 Trinity Blvd. Euless, TX 76040 (817) 399-4000

Manheim - El Paso 485 Coates Drive El Paso, TX 79932 (915) 833-9333

Manheim - Houston 14450 West Road Houston, TX 77041 (281) 890-4300

Manheim - San Antonio 2042 Ackerman Road San Antonio, TX 78219 (210) 661-4200

Manheim - Texas Hobby 8215 Kopman Road Houston, TX 77061 (713) 649-8233

VendorDirectory

Metro Auto AuctionDallas (Pg. 51) Booth# 915 1836 Midway Road Lewisville, TX 75056 (972) 492-0900

www.metroaa.com

We are a used car auto auction that provides outstanding inventory and service to our used car dealers.

UR International, Inc.

10701 Corporate Drive, Suite 377 Stafford, TX 77477 (281) 989-4411

www.urinternational.com

Provide towing management solutions for government agencies including online auction platform www.govtowauction.com

Victoria Auto Auction Booth# 1105 835 Industrial Park Drive Victoria, TX 77905 (361) 576-0058

www.victoriaautoauction.com

Family-owned and operated since 1987. Our sale is every Thursday at 11:30 am. You can find us on Pipeline and victoriaautoauction.com

CONSULTING/EDUCATION

American Auto Protection Booth# 1009

860 W Airport Fwy, Suite 205 Hurst, TX 76054 (817) 479-8583

www.aaprotect.com

Your customers expect the best in personal experience with quality products and service. Our goal is to keep independent franchise dealerships and used vehicle dealerships growing their bottom line.

Anywhere Automotive Titling & Placement Services

24 Greenway Plaza, Suite 1800 Houston, TX 77046 (832) 693-6011

www.automotivetitling.com

We offer title department clean-up, 6-week training certificate program (titles, more to come) with placement in automotive dealerships.

Automotive Aftermarket Services 10514 FM 1764

Santa Fe, TX 77510 (281) 538-2468

www.automotiveaftermarketservices.com

Automotive Aftermarket Services is a one-stop shop providing a full suite of F&I products, services, training, and HR solutions for Independent and BHPH dealerships.

AutoZoom

9001 Airport Freeway, Suite 760 North Richland Hills, TX 76180 (888) 493-6891 x-712

www.autozoom.com

We build Custom-Fit Scoring models for used-car financing dealerships. Click on the “Learn More” button at www.autozoom.com for a short video.

C&M Coaching P.O. Box 173 Elkhorn, WI 53121 (877) 900-9461

www.candmcoaching.com

C&M Coaching provides expert call training for Sales Teams, BDC departments, Collectors, Receptionists and Service

Advisors. We also offer hosted chat and internet mystery shops!

VendorDirectory

CMOR Solutions, LLC ......... Booth# 209 15814 Champion Forest Dr #1104 Spring, TX 77379 (832) 944-4228

www.cmorsolutions.com

We specialize in integrations, automations, and dealer support across DMS systems, Accounting, GPS, CPI and Payment companies, providing guidance, troubleshooting, reporting dashboards, and custom solutions.

Ignite Consulting Partners

301 Commerce Street, Suite 1420 Fort Worth, TX 76102 (817) 875-0621

www.IgniteConsultingPartners.com

Ignite provides dealers with guidance on compliance best practices and training, including document and advertising reviews, risk assessments, audits and policy development and implementation.

North American Auto Care 5900 S Lake Drive,Unit 250 McKinney, TX 75070 (877) 484-6222

www.northamericanautocare.com/

NAAC was founded by distinguished industry leaders to administer vehicle service contracts and asset protection insurance policies designed to provide every type of driver with more coverage and better pricing than any OEM and aftermarket administrator.

Peak Dealer Services

2600 South Shore Blvd., Suite 300 League City, TX 77573 (940) 255-8799

www.dealerresources360.com/ Automotive Consultant Services and Provider for VSCs, GAP, Ancillary Products as well as Reinsurance formation and consulting.

Profilocity LLC .................... Booth# 1111

2626 Cole Avenue, Suite 300 Dallas, TX 75204 (833) 764-4897

www.profilocity.com

Profilocity is a nationwide company based out of Dallas, Texas. We specialize in helping dealers solve their unique problems. From Cash to Coverages and Technology, we are here for you!

Total Dealer Training

6 Loma View San Antonio, TX 78257 (904) 955-7666

www.Totaldealertraining.com

#1 customized Buy Here Pay Here Online Training Program with Live Coaching. If you want immediate results, start today.

White Hat Coaching

369 E 3350 N North Ogden, UT 84414 (903) 816-0216

www.whitehatway.com

Coaches and hosts of the BHPH Morning Show podcast. BHPH-specific experience across more than half the US and creators of V8 Dealer Groups (virtual peer groups).

CPA/ACCOUNTING

Butler & Sanchez LLC ........ Booth# 414 1849 Kingwood Drive, Suite 101 Kingwood, TX 77339 (832) 742-1300

www.bhphcpa.com

CPA firm offering personalized bookkeeping, financial statement, and tax services to independent dealerships

CLA ......................................... Booth# 802 15303 Dallas Parkway, Suite 1400 Addison, TX 75001 (972) 383-5700

www.CLAconnect.com/dealerships

CPAs and consultants with deep industry experience to help drive dealerships and owners to financial success.

HHM CPAs ............................. Booth# 303 1200 Market Street Chattanooga, TN 37402 (423) 756-7771 x-165

www.www.hhmcpas.com

HHM CPAs is a certified public accounting firm that specializes in traditional and nontraditional accounting and tax services for dealerships. We serve over 300 rooftops across the nation.

Lane Gorman Trubitt, LLC Booth# 516 2626 Howell Street, Suite 700 Dallas, TX 75204 (214) 461-1492

www.lgt-cpa.com

With a dedicated automotive team, LGT has the industry experience to serve your accounting needs.

Shilson, Goldberg, Cheung & Associates, LLP Booth# 1010 1318 W 23rd Street

Houston, TX 77008 (713) 290-8171

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 P. 214-679-2829

dougpopinotvil@yahoo.com

Xavier Reyna, CPA 333 West Loop North, Suite 232 Houston, TX 77024 (713) 952-1712

www.xavierpc.com

Accounting, Tax, and Consulting Services for Small Businesses and Individuals.

CREDIT SERVICES

MicroBilt Corporation 1640 Airport Road, Suite 115 Kennesaw, GA 30144 (800) 884-4747

www.microbilt.com

MicroBilt is the leading data provider for Auto Dealerships. MicroBilt delivers a complete suite of data products that support the entire motor vehicle sales process, from loan originations and background checks to fraud detection and collections.

CRM

AutoRaptor CRM 56 Exchange Terrace, Suite 210 Providence, RI 02903 (888) 421-6533

www.AutoRaptor.com

Enhances customer relationships with lead management, automated follow-ups, and detailed reporting, driving sales and efficiency for automotive businesses

DEALER

Dasceq Inc 1431 Greenway Drive Suite 800 Irving, TX 75038 www.dasceq.com

VendorDirectory

DEALER MANAGEMENT SOFTWARE

* ABCoA / Deal Pack (Pg. 8) ................... Booth# 308 PO Box 54221 Jacksonville, FL 32245 (800) 526-5832

www.dealpack.com

With over 40 years of expertise developing custom software for used car dealerships and finance companies, ABCoA Deal Pack is a single software that runs your entire business. Learn more at www.dealpack.com.

CPS - Computer Programming Services, Inc. 1616 West Berry Street Fort Worth, TX 76110 (817) 927-5994

www.wincarsdms.com

Designed for the BHPH dealer...strong collection module...manage vehicle cost... print/track Third Party deals.

DealerCenter (Pg. 22)

Booth# 400 4751 Wilshire Blvd., Suite 205 Los Angeles, CA 90010 (888) 669-2669

www.get.dealercenter.com/get-ademo/tiada/

Auto Master Systems, Inc. Booth# 907 9772 Whithorn Drive Houston, TX 77095 (855) 992-9913

www.automaster.com

Auto Master Systems, Inc. is the top BHPH/ LHPH/indirect lending customizable solution in the industry for the lasts 31 years for selffinancing dealers.

AutoAction Booth# 1107 10810 Katy Freeway, Suite 103 Houston, TX 77043 (713) 827-0777

www.autoactiondms.com

Dealership Management Software for Texas Independent Dealers

AutoManager LLC .............. Booth# 1016 7301 Topanga Canyon Blvd., Suite 200 Canoga Park, CA 91303 (800) 300-2808

www.automanager.com

AutoManager provides web-based DMS and website services to over 4,000 independent dealer rooftops throughout the United States and Canada.

AutoMatrix Dealer Software ................. Booth# 1008 21025 NW 2nd Avenue Miami Gardens, FL 33169 (954) 228-8595

www.automatrix.com

Streamline your dealership with our comprehensive DMS: web-based, dashboard reporting, seamless operations for Retail and BHPH. Enhance efficiency and simplify daily tasks.

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.

Radiant Concepts, Inc.

4917 Fall Creek Hwy Granbury, TX 76049 (817) 326-1270

www.carsplusdms.com

Comprehensive BHPH Software Solutions and Support. Servicing Independent Auto Dealers Since 1993.

Verifacto, Inc. Booth# 205 6 Concourse Parkway, Suite 725 Atlanta, GA 30328 (678) 916-8311

www.verifacto.com

Verifacto provides automotive professionals the industrys premier online tool to efficiently and effectively manage their insurance tracking processes while reducing overhead and improving the bottom line

*Wayne Reaves Software & Websites (Pg. 18) ............... Booth# 914 3370 Vineville Avenue, Suite 100 Macon, GA 31204 (800) 701-8082

www.waynereaves.com

Frazer Computing Inc. Booth# 503 91 Main Street Canton, NY 13617 (888) 963-5369

www.frazer.com

Providers of Dealer Management Software to over 4,300 Texas dealers.

LeftLane Software .............. Booth# 803 3312 Gilbert Street Austin, TX 78703 (650) 228-4448

www.leftlanesoftware.com

We are building a modern desktop and mobile cloud-based DMS out of Austin for independent dealerships

Software Trusted by thousands since 1987. Wayne Reaves offers the latest technology with affordable, easy-to-use, online software and responsive websites. Visit waynereaves.com

AIB, Inc. ............................... Booth# 1108 550 Reserve Street, Suite 410 Southlake, TX 76092 (817) 440-3300

www.oneaib.com

AIB offers a SaaS platform called “TitleDirect” to over 750 Texas dealers that seamlessly integrates with their DMS to streamline tag, title and registration through TxDMV’s online webDEALER portal.

DEALER SUPPLIES & SERVICES

Advance Auto Parts ............ Booth# 316 11810 N Gessner Houston, TX 77064

www.my.advancepro.com/service/s/ consumer-home

Modives

112 South Tryon Street, Suite 1570 Charlotte, NC 28284 (888) 872-3040

www.modives.com

CheckMy Driver by Modives makes insurance verification and monitoring easy during auto transactions with its automated, AI-driven process, saving you time and protecting your business.

A leading automotive aftermarket parts provider that serves the professional installer.

AutoZone ............................... Booth# 413

123 S. Front Street Memphis, TN 38103 (901) 495-6500

www.autozonepro.com

Quality automotive parts and accessories.

VendorDirectory

B. Riley Advisory Services

19800 MacArthur Blvd., Suite 820 Irvine, CA 92612 (310) 925-1034

www.brileyfin.com/capabilities/ advisory-services/automotive/ automotive-dealerships

B. Riley (NASDAQ:RILY) has represented well over 100 dealerships in turnaround, refinancing, sale-leaseback, buy-sell transactions, bankruptcy proceedings, and growth endeavors.

Citadel6 Cybersecurity ...... Booth# 911 119 W. Tyler Street, Suite 100 Longview, TX 75601 (903) 323-4845

www.citadel6.com

We have easily implemented, effective, and affordable FTC Compliance solutions which cover you administratively and technologically. Headquartered in East Texas, providing excellent service nationwide.

Coverlay Manufacturing Booth# 1006 4017 Hwy 67 North San Angelo, TX 76905 (800) 633-7090

www.coverlaymfg.com

Coverlay designs, produces, and sells automotive aftermarket parts. We specialize in dash covers, door panels, and instrument panel covers made to look like the original.

Dealer Services

Network, LLC ........................ Booth# 805 3155 SW 10th Street, Suite D Deerfield Beach, FL 33442 (215) 439-4151

www.dsn.net

Our innovative technology streamlines regulatory compliance for vehicle sales and document management, providing dealerships with white-glove solutions that ensure accuracy, enhance efficiency, and mitigate risks.

Great American Automotive Products 6701 Concord Park Drive Houston, TX 77040 (713) 744-7823

www.gabpauto.com

Deal Jackets, Key Tags, Flags, Windshield Stickers, Balloons, License Plate Products, Buyers Guides and more!

Gulf States Remarketing 3312 Marvin D Love Fwy Dallas, TX 75224 (214) 693-1311

www.gsremarketing.com

Automotive Reconditioning - we handle mechanical, paint & body, PDR, interiors and details.

Innovation Financial Services (Pg. 19) 2204 Timberloch Place, Suite 150 The Woodlands, TX 77380 (281) 823-6050

www.innovationfinancialservice.com

Innovation Financial Services partners with automotive dealerships nationwide to increase income by evaluating businesses and offering solutions through superior products, innovative technology, handson and consistent training as well as implementation of processes.

VendorDirectory

Legacy Dealer Services

212 Highland Terrace Norman, OK 73069 (405) 834-1235

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 Booth# 912 233 S Patterson Avenue Springfield, MO 65802 (417) 873-2068

www.oreillyauto.com

O’Reilly Integrated Parts Operations (IPO) is committed to providing industry-leading customer service, reducing administrative costs, and eliminating inventory overhead. This gives you access to one of the nation’s largest parts distribution networks, custommanaged inventory and on-site parts professional(s).

Onsite Dealer Solutions

6950 Squibb Road, Suite 320 Mission, KS 66202 (913) 912-7384

www.onsitedealersolutions.com

At Onsite Dealer Solutions, we strive to save our automotive dealership clients time and money by providing a labor force that partners with your team, onsite, to wash, detail, recondition, and deliver solutions so that your speed to market is maximized, results are exceptional, and savings all around are substantial.

Repair360 (Pg. 10) Booth# 117

5700 Tennyson Parkway, Suite 600 Plano, TX 75024

888-600-6898

www.repair360.com/TIADA

An end-to-end solution designed for service teams to manage and streamline their reconditioning process, from inspections and task management to parts and vendor coordination.

SpectrumVoIP Booth# 106

7600 Windrose Avenue, Suite 350 Plano, TX 75024 (972) 312-0388

www.spectrumvoip.com/

SpectrumVoIP is a 20 year old service provider of hosted unified communications service for business nationwide. It delivers the most feature-rich telecommunication platform available.

XPEL, Inc.

Booth# 904

711 Broadway Street, Suite 320 San Antonio, TX 78215 (210) 678-3700

www.xpel.com

XPEL is a leading provider of protective films and coatings, including automotive paint protection film, surface protection film, automotive and architectural window films, and ceramic coatings.

DIGITAL MARKETING/SEO

AutoSweet .............................

Booth# 102 2260 W. Henderson Road, Suite 200 Columbus, OH 43220 (614) 745-0631

www.autosweet.com

AutoSweet is a digital marketing and advertising firm that helps car dealerships nationwide drive quality website traffic, convert leads and match back offline sales from their online advertising.

Big Time Advertising

& Marketing .........................

Booth# 402 732 Crown Industrial Court, Suite N Chesterfield, MO 63005 (636) 778-2045

www.gowithbigtime.com

Advertising agency that drives leads to your location using the digital products you need. We specialize in BHPH!

Cars.com ...............................

Booth# 108

300 S. Riverside Plaza, Suite 1000 Chicago, IL 60606 (800) 298-1460

www.dealers.cars.com

Cars.com is a leading digital automotive marketplace that improves car decision making by connecting buyers and sellers more intelligently and efficiently.

Dealer OMG -

Dealer Online Marketing Group PO Box 26368 Austin, TX 78755 (512) 588-3687

www.dealeromg.com

Former Facebook Employees Helping Dealers Sell & Buy Cars Through Facebook & Instagram

Dealer.com ............................ Booth# 713 1 Howard Street Burlington, VT 05401 (877) 327-8422

www.dealer.com

Dealer.com is the industry’s strategic digital marketing powerhouse, combining cuttingedge digital marketing solutions with deep category expertise to optimize the total carbuying experience.

OfferUp ...................................

Booth# 417 1715 114th Avenue SE Bellevue, WA 98004 (206) 335-2272

www.offerup.com/autos

OfferUp is the largest mobile marketplace for local buyers and sellers in the U.S. Millions of buyers use OfferUp to search for cars & trucks and connect instantly with dealers listing vehicles in their area. It’s time to list on OfferUp.

SearchLab Digital ............... Booth# 103

720 W. Randolph Street, Suite 1C Chicago, IL 60661 (312) 313-3447

www.searchlabdigital.com

A boutique local SEO and PPC agency like none other. We do more, and we do it better.

Tax Refund Services

Tax Max Booth# 213 7815 Temple Terrace Hwy Tampa, FL 33637 (813) 987-2199

www.taxmax.com

We route customers tax refunds directly to the dealership to use for down payments.

The Dream Team Media Company 6046 FM 2920 #327 Spring, TX 77379 (832) 433-5626

www.dreamteammediaco.com

We are a full-service marketing and consulting firm. We are a team of analysts, tech geeks, and creative risk-takers who thrive by helping dealerships navigate the dynamic world of digital marketing, decipher data, and consistently win offline sales.

VendorDirectory

FINANCE/BANKING

Agora Data, Inc. Booth# 113 700 West Arkansas Lane, Suite 150 Arlington, TX 76013 (682) 777-2003

www.agoradata.com

Agora Data’s platform delivers a suite of tools to empower Buy Here Pay Here dealers and finance companies to finance their subprime customers.

Alamo Financial

1580 S. Main Street, Suite 102 Boerne, TX 78006 (210) 530-0500

www.alamofinancialcorp.com

Purchase Finance Contracts / Account Servicing for BHPH Dealers.

BILL ...................................... Booth# 1113

6220 American Center Drive #100 San Jose, CA 95002

www.bill.com

BILL (NYSE: BILL) is a leader in financial automation software for businesses. We are dedicated to automating the future of finance so businesses can thrive.

Capital Credit LLC ............. Booth# 1007

342 Cool Springs Blvd, Suite 202 Franklin, TN 37067 (615) 786-0008

www.capitalcreditllc.com

Sell your notes to increase your CASH flow. Avoid the hassle of servicing accounts. We can offer you financial flexibility with our bulk purchase program.

CAR Financial Services, Inc.San Antonio Booth# 104 8503 Broadway, Suite 112 San Antonio, TX 78217 (210) 544-5709

CAR Financial has a proven track record of over 30 years in the Auto Finance industry and can customize a purchase/service/floor plan program that meets your needs.

CAR Financial Services, Inc.Grapevine .............................. Booth# 104 1000 South Main Street, Suite 100 Grapevine, TX 76051 (972) 538-2030

www.carfinancial.com

CAR Financial has a proven track record of over 30 years in the Auto Finance industry and can customize a purchase/service/floor plan program that meets your needs.

Credit Acceptance

Corporation Booth# 1112 25505 West Twelve Mile Road Southfield, MI 48034 (248) 826-2700

www.creditacceptance.com/ Founded by a dealer for dealers, Credit Acceptance offers auto financing programs to help you approve every customer, sell more cars, and offers same-day funding.

Econolend Tucson LLC 3848 E 5th Street Tucson, AZ 85717 (888) 901-9660

www.econolend.com

Equity Auto Finance Inc.

2700 W Cypress Creek Road Suite A-101 Ft. Lauderdale, FL 33309 (754) 222-6101

www.equityautofinance.com/

Equity Auto Finance Inc, is a Subprime Automobile loan provider. We specialize in the hard to fund deals! We also offer Service contracts at a discounted rate through Alpha.

First Horizon Bank 165 Madison Avenue, Floor 10 Memphis, TN 38103 (515) 689-1453

www.firsthorizon.com/Corporate/ Products-and-Services/Lending-andFinancing/Specialty-Lending

First Horizon Bank provides senior debt capital to BHPH and auto finance companies. In addition, we provide traditional banking and treasury management services.

First Texas Auto Credit

3501 Olympus Drive, Suite 170 Coppell, TX 75019 (469) 637-0101

www.firsttexasautocredit.com

Deep sub-prime Auto finance company specializing in caring for your customers so they come back to your dealership.

Frost Bank 640 Taylor Street Fort Worth, TX 76102 (817) 420-5407

www.frostbank.com

Traditional Banking, Investments and Insurance services.

Happy State Bank, a division of Centennial Bank 4411 98th Street Lubbock, TX 79424

806-788-2438

www.happybank.com

Large bank abilities with a community bank approach offering floor plan, BHPH, and commercial loans as well as deposit, trust services and more.

Lendmark Financial ............ Booth# 101 2118 Usher Street Covington, GA 30014 (210) 269-0467

www.lendmarkfinancial.com

Offering auto financing in the near prime to sub-prime market with no fees to dealers, as well as no recourse to dealer partners.

LHPH Capital, LLC ............... Booth# 314 2877 Historic Decatur Road Suite 100 San Diego, CA 92106 (619) 222-9990

www.www.lhph.com

LHPH Capital provides lines of credit from $500K-$25MM for dealers looking to start or fund their Lease-Here-Pay-Here program.

*Lobel Financial (Pg. 5) Booth# 116 7330 San Pedro Avenue, Suite 402 San Antonio, TX 78216-6235 (210) 541-9500

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.

Mid-Atlantic Finance Company Booth# 115 4592 Ulmerton Road, Suite 200 Clearwater, FL 33762 (727) 535-1554 x-13

www.midfinance.com

MidAtlantic Finance Company (MAF) is a Leading Provider of Subprime Financial Solutions.

Mobility Credit Union (Pg. 26)

................................................. Booth# 105

8384 N Belt Line Road Irving, TX 75063 972-482-9101

www.mobilitycu.com

MCU is a proud ally to our Texas independent dealers for over 50 years! Our competitive indirect program specializes in low-rate deals and competitive dealer compensation.

VendorDirectory

PFS Auto Finance of Texas LLC Booth# 112 PO Box 811 Spartanburg, SC 29304 (469) 263-4265

www.pfs-corp.net

Sub-prime lender, not beacon score driven. “Common sense loans at uncommon speed”

* PrimaLend Capital Partners (Pg. 28) .................... Booth# 703 10300 N. Central Expressway Suite 410 Dallas, TX 75231 (972) 239-6668

www.primalend.com

PrimaLend provides tailored lending solutions that are designed to help BuyHere Pay-Here dealerships grow their businesses with increased cash flow and expert guidance.

ProfitLiNK Strategic Partners, Inc. 9605 W 49th Ave, Ste 200 Wheat Ridge, CO 80033 (817) 219-4600

www.profitlink.us

ProfitLiNK brokers with multiple providers, crafting exemplary products with the goal of increasing sales in the F&I department accompanied with access to underwriting profit participation.

Sterling Credit Corp.

222 S Westmonte Drive, Suite 301 Altamonte Springs, FL 32714 (407) 240-2345

www.sterlingcreditcorporation.com

Sterling Credit Corp. is committed to providing capital and collection services to our customers. Structured as a buyer of bulk receivables and loan servicing company, we strive to be a dependable cash flow source with exceptional account management and customer support expertise.

Strategic Dealer Services ................................. Booth# 200 1431 Greenway Drive, Suite 143 Irving, TX 75038 (214) 838-1212

www.sdealers.com

Capital Lines of Credit, Bulk Purchasing, BHPH Receivable Servicing, Warranty and Marketing Services.

Westlake Financial Services

Booth# 107 4751 Wilshire Blvd, Suite 100 Los Angeles, CA 90010 (210) 563-4362

www.westlakefinancial.com

Westlake Financial Services offers fullspectrum auto financing for franchise and independent dealers across 44 states. Visit our website today to learn more.

Woodlands Financial Services, Inc 10655 Six Pines Drive, Suite 140 The Woodlands, TX 77380 (281) 367-2040

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

AFC (Automotive Finance Corporation) 11299 N. Illinois Street Carmel, IN 46032 (888) 335-6675

www.autofinance.com

AFC is the premier capital funding source for the used car industry. With a variety of flexible floorplans, we service more than 15,000 independent dealers.

Axle Funding .........................

Booth# 307 15301 Dallas Parkway, Suite 800 Dallas, TX 75001 (469) 262.0305

www.axlefunding.net

AXLE Funding partners with independent dealers to provide financing solutions for their inventory needs.

Floorplan Xpress, LLC ........ Booth# 312 383 Inverness Parkway, Suite 300 Englewood, CO 80112 (855) 605-6991

www.fpxus.com

Floorplan Xpress’ history began with a simple thought: make it easy for used car dealers to finance their inventory. We can’t wait to show you how easy it is.

Kinetic Advantage ............... Booth# 204 10333 N. Meridian Street, Suite 400 Carmel, IN 46290 (833) 310-1610

www.kineticadvantage.com

Kinetic Advantage is a dynamic independent floorplan company led by trusted industry veterans. Our core focus is helping our independent dealers succeed.

*NextGear Booth# 713 11799 North College Avenue Carmel, IN 46032 (317) 975-2657

www.nextgearcapital.com

NextGear Capital is the industry’s leading comprehensive finance provider, providing dealers the buying power they want with the flexible terms they need.

Wefigo-E-Carzz

6135 South Park Drive, Suite 500 Charlotte, NC 28210 (704) 749-3111

www.wefigo.com, Freecarzz.com

Wefigo-E-Carzz provides qualified Dealers with up to 10 cars per week from Off-Lease, Fleet, and Repo vehicles from the nations largest Lenders. These vehicles are shipped directly to Dealers free of charge.

FORMS/PRINTING

*Burrell Printing Co., Inc. (Pg. 5, 48) 901 Hwy. 685 Pflugerville, TX 78660 512-990-1188

www.burrellprinting.com

The #1 source for all of your business forms, printing, and promotional items.

GPS PAYMENT PROTECTION/ RECOVERY

* Advantage Automotive Analytics (Pg. 47) ................... Booth# 608 17361 Armstrong Avenue Irvine, CA 92614 (800) 553-7031

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 Booth# 212

7750 N. MacArthur Blvd. Suite 120 - #321 Irving, TX 75063 (972) 755-4755

homeoffice@americanrecoveryassn.org

The American Recovery Association, Inc. is the world’s largest organization of professional finance adjusters and certified asset recovery specialists.

VendorDirectory

GPS Solutions of America 9011 Deerwick Court Tomball, TX 77375 (281) 255-0521

www.gpssolutionsofamerica.com

Texas based, Local customer service, Free delivery/shipping available. Very Accurate and Reliable 4/5G GPS.

iGotcha GPS Booth# 217 2820 Towns Gate Road, Suite 204 Westlake Village, CA 91361 (877) 324-0999

www.igotchagps.com

iGotcha GPS provides the most reliable and accurate vehicle monitoring solution for the independent auto dealer industry.

Ituran USA Inc. Booth# 705 1700 NW 64th Street, Suite 100 Fort Lauderdale, FL 33309 (954) 484-3086

www.ituranusa.com

Ituran provides a superior GPS tracking solution with top-quality wired & wireless devices. 24/7 live customer service and tech support. Full DMS integrations, a unique set of reports & powerful collection tools.

*Spartan Automotive Technology Group 155 Bartram Market Drive

Suite 135-183

Saint Johns, FL 32259 (512) 574-7554

www.spartangrp.com

Spartan Can Protect Your Entire Subprime Portfolio. Spartan’s subprime management solution is designed to help you grow and protect your auto loan portfolio. Whether is cars, trucks, RVs, or powersports, we have the right solution for your business needs.

Stars GPS .............................. Booth# 405 1465 Plaza South Drive, Suite B Kernersville, NC 27284 (336) 476-7828

www.stars-gps.com

Add $500+ Profit with “Connected Car” for Retail Sales. Consumer controlled; APP driven. BHPH can enjoy up to $10,000 Recovery Warranty. Full Suite of features available. Fully 5G compatible.

INSURANCE

All American Bonds and Insurance 7457 Aloma Avenue, Suite 301 Winter Park, FL 32792 (844) 321-2663

www.quickerbonds.com

Used Car Dealer Insurance and Bonds Experts. Lowest Rates and Fastest Service!

* Buckeye Dealership Consulting (Pg. 6) Booth# 702 1170 E. Western Reserve, Building 2Second Floor Poland, OH 44514 (330) 726-9030

www.buckeyereinsurance.com

Buckeye Dealership Consulting can help your dealership customize a reinsurance program with product warranties, service contracts, debt cancellation, CPI, and more.

* CP Insurance

Associates (Pg. 48) Booth# 504 2013 Veterans Memorial Parkway Huntsville, TX 77340 (800) 366-0036

www.cpiai.com

CP Insurance Associates has been “THE SOLUTION” for Collateral Protection Insurance “CPI” for over 25 years! The best dealers in Texas have partnered with us for the best results!

PassTime GPS ...................... Booth# 512

861 Southpark Drive #200 Littleton, CO 80120 (800) 828-1564

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.

SareKon GPS ........................ Booth# 817 610 Terminal Way Costa Mesa, CA 92627 (888) 726-3511

www.sarekon.com

GPS provider and manufacturer, credited for deploying over 1/2 million active devices and counting. 99% retention rate.

American Risk Services Booth# 807 1130 Congress Avenue Cincinnati, OH 45246 (770) 378-3067

www.AmericanRiskServices.com

American Risk Services provides full-service Collateral Protection Insurance for the BHPH and LHPH dealers to manage risk, generate revenue, maintain compliance, with complete DMS integration.

*AVP - Assured Vehicle Protection, Inc. (Inside Back Cover) ..................... Booth# 602 6717 Shawnee Mission Pkwy., Suite D Mission, KS 66202 (913) 396-5480

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.

*Empire Indemnity Insurance Company Risk Retention Group, Inc. (Pg. 38) ................ Booth# 902 1161 Corporate Drive West, Suite 300 Arlington, TX 76006 (808)727-1015

www.empirerrg.com

Empire Indemnity Insurance Company RRG provides force-placed insurance to lenders in 26 states. AM Best: 021023. Demotech: A Exceptional. NAIC: 16894. State of Domicile: Hawaii.

GPW and Associates, Inc. 3101 N Central Ave. Suite 400 Phoenix, AZ 85012 (602) 200-6900

www.gpwa.com

GPW is a captive insurance management and actuarial services firm providing innovative and comprehensive risk management solutions in many areas including property and casualty, health insurance, and warranty-related products.

VendorDirectory

Mahaffey Insurance Agency 106 E. Main Street Royse City, TX 75189 (469) 707-3063

www.mahaffeyins.com

A Texas-owned firm with over 50 years of combined experience, specializing in providing custom insurance solutions for independent auto dealers.

Williams and Stazzone

Insurance Agency, Inc. Booth# 1005 6549 N. Wickham Road, Unit 101 Melbourne, FL 32940 (800) 868-1235

www.wsins.com

Garage Liability, Dealers Open Lot, Building & Contents,Workers Compensation, Collateral Protection & Cyber/Data Liability.

LEGAL SERVICES

CounselorLibrary/Hudson Cook, LLP 918 S.W. 107th Street, Suite 200 Oklahoma City, OK 73170 (405) 602-3812

www.counselorlibrary.com

*Mullen Insurance

Agency Inc. (Pg. 34) Booth# 600 337 Oaks Trail, Suite 200 Garland, TX 75043 (972) 681-6297

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 1946 Pech Road, Suite 108 Houston, TX 77055 (713) 984-2372

Statewide Insurance and Title Agency has served Texas independent dealers for over 32 years. We offer garage insurance, general liability, dealer bonds, and assistance with title issues. In addition, we help with renewals and new dealer applications.

TEI Insurance Agency, Inc. P.O. Box 850746 Mesquite, TX 75185 (800) 727-7124

www.teiinsurance.com

Garage, open lot, property & workers comp insurance for dealers

Waymer & Associates InsuranceNew Braunfels ...................... Booth# 203 445 N Seguin Avenue New Braunfels, TX 78130 (830) 620-5152

www.waymerinsurance.com

Waymer & Associates Specializes in GARAGE LIABILITY, DEALERS PHYSICAL DAMAGE & MOTOR VEHICLE DEALER BONDS

Online complimentary consumer credit compliance and privacy products, created, maintained and supported by attorneys.

Jameson & Dunagan, P.C.

5409 LBJ Freeway, Suite 700 Dallas, TX 75240 (214) 369-6422

www.jdlawtx.com

A Dallas-based boutique law firm bringing over 40 years of expertise to clients worldwide. Johnson Deluca Kurisky Gould, P.C. 1221 Lamar, Suite 1000 Houston, TX 77010 (713) 652-2525

www.gkurisky@jdkglaw.com

As members of the National Association of Dealer Counsel, many of our attorneys focus on the representation of motor vehicle dealers and matters unique to the industry. Naman, Howell, Smith & Lee 400 Austin Avenue, Suite 800 Waco, TX 76703 (254) 755-4207

www.namanhowell.com/ Serving dealership’s legal needs across Texas with offices in Austin, Fort Worth, San Antonio, and Waco.

OTHER

A Plus Design Group ........... Booth# 216 2653 Sagebrush Drive, Suite 200 Flower Mound, TX 75028 (972) 724-4440 x-105

www.apdg.us

Full service architectural and interior design firm specializing in automotive dealership design.

Auto Data Direct, Inc. Booth# 306 1830 East Park Avenue, Suite #1 Tallahassee, FL 32301 (850) 877-8804

www.add123.com

ADD provides point-of-sale products, realtime vehicle data, and web-based tools for dealers.

Champtires 1130 Lebanon Road West Mifflin, PA 15122 (412) 462-3000

www.champtires.com

Since 2009, Champtires has sold premium used tires to dealers, automotive repair shops, auctions and drivers across the U.S. Our customers keep coming back because we have the lowest prices and highest quality.

CorePLUS ............................ Booth# 1104 500 N Akard Street, Suite 1500 Dallas, TX 75201 (214) 206-9266

www.coreplus.net

Complete IT Services focused on securely connecting every touchpoint of the customer journey to help promote brands, understand, and personalize and improve the overall customer experience

* North Texas Tollway Authority (Pg. 46) ................... Booth# 214 5900 W. Plano Parkway, Suite 100 Plano, TX 75093 (214) 224-2322

www.ntta.org

The Tolling Dealership Program is a free program designed to help dealerships manage their tolls and save money.

PULSE, The Profit Builder 5415 Maple Avenue, Suite 351 Dallas, TX 75235 (972) 854-8057

www.customizeddfs.info

An experienced team providing multiple profit-enhancing services to retail and BHPH dealerships at a low cost.

Ring (Amazon) Booth# 1014 12515 Cerise Avenue Los Angeles, CA 90250 (800) 656-1918

www.ring.com

Ring’s Virtual Security Guard service offers a powerful solution to protect your lots, by combining the benefits of smart devices technology with the expertise of remote security agents.

SiriusXM Radio .................... Booth# 501 1221 Avenue of the Americas, 35th Fl New York, NY 10020 (313) 510-4814

www.siriusxmdealerprograms.com

SiriusXM is the audio entertainment leader offering ad-free content on pre-owned vehicles and the SiriusXM app. Dealers can give 3-month trials by joining the Pre-Owned Program.

DIAMOND

VendorDirectory

Texas ARP Booth# 1102 9203 Hwy 6 South #124 Houston, TX 77083 (281) 507-4513

www.texasarp.org

Texas Repossession Association

PAYMENT PROCESSING

BlytzPay, LLC Booth# 315 13961 S. Minuteman Way, Suite 375 Draper, UT 84020 (801) 658-2212

www.blytzpay.com

BlytzPay revolutionizes payment collection for BHPH merchants with automated, two-way texting, providing a seamless, convenient, and efficient payment experience for customers.

PayNearMe

5201 Great America Parkway Suite 320 Santa Clara, CA 95054

650.930.1020

www.paynearme.com

PayNearMe develops technology to facilitate the end-to-end customer payment experience, making it easy for businesses to accept, disburse and manage payments.

QuotePro Kiosk .................... Booth# 207 820 N. Orleans, Suite 400 Chicago, IL 60610 (312) 654-8045

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 .......... Booth# 403 3 West Paces Ferry Road, Suite 200 Atlanta, GA 30305 (404) 637-1665

www.repay.com

Card/ACH Payment Processing, Online Payments, IVR/Phone Payments, Text Pay, Mobile App, Convenience Fee Model Pricing.

SERVICE CONTRACTS

Brown & Brown Dealer Services 2425 W Pioneer Pkwy #100 Arlington, TX 76013 (817) 832-8358

www.bbdealerservices.com

Providing solutions. Provider of service contracts, Certified Vehicle (CPO) warranties, and finance products (including profit sharing programs- retro, reinsurance and DOWC.

CARCARE Promotions

7730 Meadow Park Drive #103 Dallas, TX 75230 (214) 801-2195

www.carcarepromotions.com

We provide Independent Dealers with 2 YEARS of FREE MAINTENANCE for every customer who purchases a vehicle from your dealership. This will increase your car sales, and warranty sales by 20% or more.

CARS Protection Plus, Inc. 4350 Northern Pike, Suite 143 Monroeville, PA 15146 (888) 335-6838 x-1233

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 (210) 728-6464

www.dealeradmin.io

You can lower your Admin Fees by 30 to 60%. DealerAdmin.io uses technology to lower your cost, easier to use and better analytics to help you grow your profits and customer retention.

GSFSGroup 1375 Enclave Parkway Houston, TX 77077-2026 (713) 580-3017

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 ......................

Booth# 114 6010 Atlantic Blvd Norcross, GA 30071 (800) 482-7357

www.gwcwarranty.com

GWC provides dealerships with the right F&I solutions for used vehicles. Their products, training, profit-building programs, and lender network help dealers optimize every sale.

Integrity Warranty LLC ....... Booth# 206 8822 Production Lane, Suite 106 Ooltewah, TN 37363 (877) 483-6659

www.integritywarranty.com

Integrity Warranty provides extended service contracts, GAP, and Ancillary products to provide our dealer partners with all the tools to protect their customers, increase dealer profit & client retention.”

LodeStar Re Booth# 502 PO Box 92647 Albuquerque, NM 87199 (877) 674-6123

www.lodestarreinsurance.com

LodeStar Re’s level of service is sky high compared to other reinsurance practitioners. Our focus is on integrity and value. In navigation, a lodestar is used to guide the course of a ship. In reinsurance, look to LodeStar Re to be your beacon.

NVP Warranty 5755 Granger Road, Suite 205 Independence, OH 44131 (888) 270-5835

www.nvpwarranty.com

We offer a full range of vehicle service contracts to offer coverage to meet every need and budget.

Peak Performance Team Booth# 1003 351 Highway 17 North Surfside Beach, SC 29575 (585) 257-5016

www.peakperformanceteam.com

Provider of Service Contracts, My Certified Limited Warranties and Finance Products.

* Preferred Dealer Solutions (Pg. 31) ................... Booth# 906 26 N. Main Rockford, MI 49341 (616) 238-9220

www.Preferreddealersolutions.com

Reinsurance setup and Management

ProGuard Warranty Inc. ..... Booth# 813 PO Box 1337 Pittston, PA 18640 (570) 414-0431

www.proguardwarranty.com

Comprehensive menu of new and pre-owned vehicle protection plans provide dealers value, revenue and protection.

VendorDirectory

Protective Asset Protection Booth# 800 2801 Hwy 280S Birmingham, AL 35283-0029 (800) 794-5491

www.protectiveassetsprotection.com

Provided F&I solutions for the automotive industry for over 60 years and serves thousands of dealerships with F&I products, training, wealth building programs and technology.

SOFTWARE

ALLDATA .................................. Booth# 415

9650 W Taron Drive Elk Grove, CA 95757

704.706.7011

www.alldata.com

We’re the industry’s #1 choice for OEMaccurate mechanical and collision repair information, shop management software and support services, trusted by more than 400,000 technicians in over 115,000 shops worldwide.

CarNow

1100 Circle 75 Parkway SE Atlanta, GA 30339 (317) 741-1274

www.carnow.com

CarNow is the most awarded messaging and digital retailing platform in automotive. Our mission is to create simple, real-time experiences that streamline dealership operations and facilitate the transaction between dealers and their clients.

Emotive Software, Inc. ....... Booth# 416 2563 Stadium Drive Fort Worth, TX 76109 (817) 991-1900

www.emotivesoftware.com

Emotive Software brings sales, finance, and accounting together into one system for auto finance companies and dealers to automate workflows, increase accuracy, and reduce workload.

Maverick Document

Signings, Inc. ..................... Booth# 1114 742 Mink Avenue #12 Murrells Inlet, SC 29576 (877) 628-7446

www.mavsign.com

MAVSIGN: Offsite Contract Signings, Customer Verification, and ID Validation Services

Micro 21

13700 State Road, #10 Cleveland, OH 44133 (800) 647-1121

www.m21.com

Finance, Lease, Buy Here Pay Here, Inventory, Credit Bureau, Websites, Credit Application Portals, Forms Processing

Neo Verify .............................. Booth# 701

700 Villa Centre Way San Jose, CA 95128 (408) 406-5174

www.neoverify.com

Neo provides a SaaS-based loan origination and underwriting system along with a CRM to BHPH dealers.

Proliant ............................... Booth# 1106

100 NE Interstate 410 Loop #1090 San Antonio, TX 78216 (512) 650-9176

www.proliant.com

Leading Payroll and HR Solution focused on supporting the auto dealer industry through open integrations and white glove support

SecureClose .........................

Booth# 215 4320 E. Presidio Street, Suite 101 Mesa, AZ 85215 (770) 856-0893

www.secureclose.net

SecureClose-NEXT combines the presentation of compliant legal disclosures with electronic document presentation, E-Signature, and document and presentation storage.

TruRE Booth# 916

6800 Weiskopf Avenue, Suite 150 McKinney, TX 75070 (844) 878-3741

www.trure.com

We specialize in helping dealers solve their unique problems. From cash position to reinsurance and warranties to technology and operational consulting,, we have you covered.

vAuto Booth# 713

6205-B Peachtree Dunwoody Rd. Atlanta, GA 30328 (630) 590-2000

www.vauto.com

Leverage industry-leading live market data and insights from vAuto Provision to guide your inventory management decisions so you can focus on growing your business.

TRANSPORT

Central Dispatch by Cox Automotive.................... Booth# 713 26387 Network Place Chicago, IL 60673 (800) 928-7869

www.centraldispatch.com

Central Dispatch connects shippers with carriers on the nation’s largest selfmanaged digital marketplace for automotive transportation

PORT DriveAway

10935 Estate Lane #433 Dallas, TX 75238 (972) 777-5979

www.youcontrolthewheel.com

A Door to Door Transportation service to get your vehicles to and from Auction Houses, Dealer Trades, and customer Deliveries. PORT also offers safe and secure storage .

VEHICLE HISTORY REPORTS

CARFAX ................................. Booth# 202 5860 Trinity Parkway, Suite 600 Centreville, VA 20120 (703) 934-2853

www.carfaxfordealers.com

CARFAX provides trusted information that helps millions of people shop, buy, service and sell used cars with more confidence.

VEHICLE LISTING

Autotrader ............................. Booth# 713

6205-B Peachtree Dunwoody Road Northeast Atlanta, GA 30328 (877) 627-9585

www.b2b.autotrader.com/independent AutoTrader.com is the ultimate online automotive advertising solution for car dealers.

ClassicCars.com

Booth# 1103

7400 E Monte Cristo Avenue Scottsdale, AZ 85260 480-285-1600

www.classiccars.com

ClassicCars.com is an online classic and collector car marketplace that brings buyers and sellers together to easily and safely buy, sell and enjoy classic and collector vehicles.

EpiCar

2035 NE 151st Street North Miami Beach, FL 33162 (386) 270-3042

www.epicar.ai

EpiCar connects dealerships with a nationwide network of car sellers, offering a platform that ensures cost efficiency, market access, and streamlined transactions.

feature

Google’s Cookie Crumble: The Third-Party Phase-Out for Independent Auto Dealerships

by Stephen Pallas TIADA Director of Marketing and Communications

Change is the only constant in digital advertising. Google’s recent announcement to further delay the phase-out of third-party cookies until 2025, without a set timeline, has sent ripples through the online advertising industry. This decision, while providing temporary relief, underscores the need for businesses, including independent auto dealerships, to adapt to a cookieless future.

The looming demise of third-party cookies marks a significant shift in how websites track user behavior and deliver targeted advertising. While Google’s Privacy Sandbox initiative promises a more privacy-centric alternative, the transition will undoubtedly pose challenges and opportunities for businesses reliant on online advertising.

This article explores the implications of Google’s decision, exploring what third-party cookies are, their role in digital advertising, the rationale behind their phase-out, and the potential impact on independent auto dealerships’ online presence.

What are Third-Party Cookies?

Third-party cookies are small text files placed on a user’s computer by websites other than the one they are directly visiting. Unlike first-party cookies, which are set by the site you’re on to help with things like staying logged in, third-party cookies are set by other companies to track you for things like targeted advertising across multiple sites. For example, when you visit a news website that displays ads from an ad network, the ad network places a third-party cookie in your browser to track your activity across multiple sites. This allows the ad network to build a profile of your interests and show you targeted ads on different websites. Think of them as digital breadcrumbs that track users’ online activity across multiple sites. These cookies collect data on browsing habits, interests, and purchase history, creating a detailed profile of each user. This information is incredibly valuable for targeted advertising.

For many independent auto dealerships, third-party cookies have been a key tool in their online marketing arsenal. When a potential customer visits a dealership’s website, a third-party cookie can be placed on their browser. This cookie then follows the user as they browse other websites, collecting data on their car-related searches, the types of vehicles they view, and even the specific models they show interest in.

Dealerships can use this information in several ways:

Retargeting: If a user views a particular car model on a dealership’s website but doesn’t make a purchase, the dealership can use third-party cookies to show them ads for that same model on other websites they visit. This keeps the dealership and the car top-of-mind for the user, increasing the likelihood of a future sale.

Personalized Advertising: Third-party cookies allow dealerships to tailor their ads to specific users based on their browsing history. For example, a user who frequently searches for SUVs might see ads for the latest SUV models from the dealership.

Audience Segmentation: By analyzing the data collected through third-party cookies, dealerships can segment their audience into different groups based on their interests and demographics. This allows them to create more targeted ad campaigns for each group.

Measuring Ad Effectiveness: Third-party cookies can track how users interact with ads, providing valuable insights into which campaigns are most effective. This data can then be used to optimize future advertising efforts.

Essentially, third-party cookies have enabled dealerships to create a more personalized and engaging online experience for potential customers, leading to increased brand awareness, website traffic, and ultimately, sales. However, as these cookies face extinction, dealerships will need to adapt and find new ways to reach and connect with their target audience.

Websites leverage third-party cookies to deliver personalized content and advertisements tailored to individual users’ preferences. This enhances user experience by presenting relevant products and services, increasing engagement and the likelihood of conversion.

For independent auto dealerships, third-party cookies have been instrumental in reaching potential customers with targeted ads based on their search history, demographics, and online behavior. This granular targeting has allowed dealerships to maximize their advertising ROI and connect with high-intent buyers. The importance of thirdparty cookies for dealerships cannot be overstated. They have been instrumental in driving targeted traffic to websites, increasing brand visibility, and ultimately boosting sales. As digital advertising evolves, dealerships must adapt their strategies to maintain their competitive edge.

Why Google is Phasing Out Third-Party Cookies and What’s Replacing Them

Google’s decision to phase out third-party cookies stems from growing concerns over user privacy and data security. With increasing scrutiny on how personal data is collected and used online, the tech giant aims to create a more privacy-centric web browsing experience.

Replacing third-party cookies is Google’s Privacy Sandbox initiative, a set of tools and technologies designed to enable targeted advertising while preserving user privacy. These tools include:

Federated Learning of Cohorts (FLoC): This technology groups users with similar interests into cohorts, enabling advertisers to target these groups without accessing individual user data.

Trust Tokens: A system to verify users’ legitimacy without relying on invasive tracking methods.

TURTLEDOVE: A framework for ad auctions that protects user privacy by keeping user data on the user’s device.

While these alternatives promise a more privacy-conscious approach to online advertising, their effectiveness and widespread adoption remain to be seen.

How This Will Affect Websites for Independent Automobile Dealerships

The phase-out of third-party cookies will undoubtedly impact how independent auto dealerships reach and engage with potential customers online. Some potential effects include:

Reduced Targeting Accuracy: Without third-party cookies, dealerships may struggle to deliver highly targeted ads, leading to a broader reach but potentially lower conversion rates.

Reliance on First-Party Data: Dealerships will need to prioritize collecting and utilizing first-party data (data collected directly from customers) to maintain personalized marketing efforts.

Adaptation to New Technologies: Embracing Google’s Privacy Sandbox tools and other emerging

DEALER

technologies will be crucial for maintaining effective online advertising strategies.

Increased Competition for Ad Inventory: As advertisers shift their focus to contextual targeting and other methods, competition for ad placements may intensify.

As the sun sets on third-party cookies, dealerships must proactively embrace a multi-faceted approach to adapt and thrive. This entails a strategic shift towards first-party data collection, exploring innovative cookieless tracking alternatives, and fostering direct, meaningful relationships with customers to ensure continued success. This involves:

Prioritizing First-Party Data: Gathering and leveraging data directly from customers through website interactions, email sign-ups, and loyalty programs will be crucial for maintaining personalized marketing efforts.

Exploring Alternative Tracking Methods:

Investigating cookieless tracking solutions like contextual advertising, cohort-based targeting (e.g., Google’s FLoC), and hashed email matching can help bridge the gap left by third-party cookies.

Building Strong Customer Relationships: Fostering direct relationships with customers through email marketing, social media engagement, and personalized content can help dealerships maintain a loyal customer base and gather valuable first-party data.

Google’s decision to delay the phase-out of third-party cookies until 2025 offers independent auto dealerships a window of opportunity to adapt to the changing landscape of online advertising. By embracing new technologies, prioritizing first-party data collection, and exploring alternative targeting strategies, dealerships can navigate the cookieless future and continue to thrive in the digital age. While the transition may present challenges, it also opens doors for innovation and creative solutions. By staying informed and proactive, independent auto dealerships can not only survive but also thrive in this new era of online advertising.

Please Welcome Our Newest TIADA Members

MEMBERS

APV Motors

Alexander Parra 5757 Addicks Satsuma Rd, Houston, TX 77084

Cadena Motors/Hispanos Cars 4 Less

Mario Zavala 2008 Wirt Rd, Houston, TX 77055

Deal 4 U Auto Sales

Eddie Parker 4103 Mill Lane, Missouri City, TX 77459

GM Finance Recovery LLC

Roberto Silva 7225 Harrisburg, Houston, TX 77011

Hercanhinos Truck Sales

Marcela Hinojosa 2929 Weslayan, Houston, TX 77027

Jae Auto Sales

Efran Taylor

Katy Anusa

3350 Fm 2920 Rd, Spring, TX 77388

Eda Lodwick 15625 Katy Fwy, Katy, TX 77094

Pick & Ride Auto Sales LLC

Juan Hernandez 5757 Addicks Satsuma Rd, Suite 11, Houston, TX 77084

RV Wholesalers of Texas

Carter Womack 17754 E US Hwy 82, Honey Grove, TX 75446

South Pro Motors

Fabian Bermudez Marquez 23411 Simmental Rd, Hockley, TX 77447

Texas Motors Specialty Inc

Joann Holguin 12913 Montana Ave, El Paso, TX 79938

Texmex Auto Group Inc

Lazaro Munoz 34 Tidwell Rd, Houston, TX 77022

Valden Automotive

Enrique Valdes 4412 N Interstate 35 unit 101, San Antonio, TX 78218

Victory Motors LLC

Jorge Ramsden 2710 N Raul Longoria Rd, San Juan, TX 78589

ASSOCIATE MEMBERS

BILL Carli Smyth 6220 American Center Dr, #100, San Jose, CA 95002

Cars & Bids Robert Miller 1037 Holston Hills Trail, Roanoke, TX 76262

Repair OnDemand

Daryle Callahan 540 W Northwest Highway, Barrington, IL 60010

Risky Business Consulting

Chad Pennington 5909 Red Rock Lake Road, Edmond, OK 73013

Discounts on auctions and much more

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TIADA Auction Directory

Abilene

ALLIANCE AUTO AUCTION ABILENE**

www.allianceautoauction.com

6657 US Highway 80 West, Abilene, TX 79605

325.698.4391

GM: Brandon Denison

Friday, 9:45 a.m.

$AVE : $200

IAA ABILENE*

www.iaai.com

7700 US 277, Hawley, TX 79601

325.675.0699

GM: Shaun Lemke

Thursday, 9:30 a.m.

$AVE : up to $200 Sell Fee

Amarillo

DAX of AMARILLO**

www.daxofamarillo.com

3208 SE 10th Ave., Amarillo, TX 79104

806.374.8982

GM: Kelsy Allen

Every Tuesday, 11:00 a.m.

$AVE : $200

IAA AMARILLO*

www.iaai.com

11150 S. FM 1541, Amarillo, TX 79118

806.622.1322

GM: Shawn Norris

Monday, 9:30 a.m.

$AVE : up to $200 Sell Fee

Austin

ADESA AUSTIN**

www.adesa.com

2108 Ferguson Ln., Austin, TX 78754

512.873.4000

GM: Michele Arguijo

Tuesday, 9:30 a.m.

$AVE : $200

ALLIANCE AUTO AUCTION AUSTIN**

www.allianceautoauction.com

1550 CR 107, Hutto, TX 78634

737.300.6300

GM: Brad Wilson

Thursday, 9:15 a.m.

$AVE : $200

AMERICA’S AA AUSTIN**

www.americasaa.com

16611 S. IH-35, Buda, TX 78610

512.268.6600

GM: Jamie McCollum

Tuesday, 1:00 p.m. / Thursday, 1:00 p.m.

$AVE : $200

AMERICA’S AA LONE STAR AUSTIN

www.americasaa.com

8408 Shoal Creek Blvd., Austin, TX 78757

214.483.3597

GM: Sara Edgington

Friday and Every Other Thursday, 11:00 a.m.

$AVE : $200

IAA AUSTIN*

www.iaai.com

2191 Highway 21 West, Dale, TX 78616

512.385.3126

GM: Rick Hahn

Tuesday, 9:30 a.m.

$AVE : up to $200 Sell Fee

METRO AUTO AUCTION AUSTIN

www.metroautoauction.com

2221 Hwy 21 W., Dale, TX 78616

512.282.7900

GM: Brent Rhodes

3rd Saturday monthly, 9:00 a.m.

$AVE : $200

Corpus Christi

CORPUS CHRISTI AUTO AUCTION**

www.corpuschristiautoauction.com

2149 IH-69 Access Road, Corpus Christi, TX 78380

361.767.4100

GM: Hunter Dunn

Friday, 10:00 a.m.

$AVE : $200

IAA CORPUS CHRISTI*

www.iaai.com

4701 Agnes Street, Corpus Christi, TX 78405

361.881.9555

GM: Patricia Kohlstrand

Wednesday, 9:30 a.m.

$AVE : up to $200 Sell Fee

Dallas-Ft.

Worth Metroplex

ADESA DALLAS**

www.adesa.com

3501 Lancaster-Hutchins Rd., Hutchins, TX 75141

972.225.6000

GM: Eric Jenkins

Thursday, 9:30 a.m.

$AVE : $200

ALLIANCE AUTO AUCTION DALLAS**

www.allianceautoauction.com

9426 Lakefield Blvd., Dallas, TX 75220

214.646.3136

GM: Anthony Herrera

Wednesday, 12:30 p.m.

$AVE : $200

AMERICA’S AA DALLAS**

www.americasaa.com

219 N. Loop 12, Irving, TX 75061

972.445.1044

GM: Ruben Figueroa

Tuesday, 12:00 p.m. / Thursday, 12:30 p.m.

$AVE : $200

DAX of ROCKWALL**

www.daxofrockwall.com

1810 E I-30, Rockwall, TX 75087

972.771.9919

GM: Tim Clement

Tuesday, 6:00 p.m. / Thursday, 2:00 p.m.

$AVE : $200

IAA DALLAS*

www.iaai.com

204 Mars Rd., Wilmer, TX 75172

972.525.6401

GM: Terrie Smith

Wednesday, 9:30 a.m.

$AVE : up to $200 Sell Fee

IAA DFW*

www.iaai.com

4226 East Main St., Grand Prairie, TX 75050

972.522.5000

GM: Julissa Reyes

Monday, 9:30 a.m.

$AVE : up to $200 Sell Fee

IAA FORT WORTH NORTH*

www.iaai.com

3748 McPherson Dr., Justin, TX 76247

940.648.5541

GM: Jack Panczyk

Tuesday, 9:30 a.m.

$AVE : up to $200 Sell Fee

MANHEIM DALLAS** www.manheim.com

5333 W. Kiest Blvd., Dallas, TX 75236

214.330.1800

GM: Rich Curtis

Tuesday 9:30am / Wednesday, 9:00 a.m.

$AVE : $100

MANHEIM DALLAS FORT WORTH** www.manheim.com

12101 Trinity Blvd., Fort Worth, TX 76040 817.399.4000

GM: Glenna Bishop

Thursday, 9:30 a.m.

$AVE : $100

METRO AUTO AUCTION DALLAS** www.metroaa.com

1836 Midway Road, Lewisville, TX 75056 972.492.0900

GM: Scott Stalder

Tuesday, 9:30 a.m.

$AVE : $200

El Paso

AMERICA’S AUTO AUCTION EL PASO www.aaaelpaso.com

7930 Artcraft Rd., El Paso, TX 79932

915.587.6700

GM: Judith Ayub

Wednesday, 9:30 a.m. MST

$AVE : $200

IAA EL PASO* www.iaai.com

14651 Gateway Blvd. W, El Paso, TX 79927

915.852.2489

GM: Hector Escobar

Wednesday, 9:30 a.m. MST

$AVE : up to $200 Sell Fee

MANHEIM EL PASO**

www.manheim.com

485 Coates Drive, El Paso, TX 79932

915.833.9333

GM: JD Guerrero

Thursday, 10:00 a.m. MST

$AVE : $100

Harlingen/McAllen

IAA M c ALLEN*

www.iaai.com

900 N. Hutto Road, Donna, TX 78537

956.464.8393

GM: Ydalia Sandoval

Tuesday, 9:30 a.m.

$AVE : up to $200 Sell Fee

BIG VALLEY AUTO AUCTION**

www.bigvalleyaa.com

4315 N. Hutto Road, Donna, TX 78537

956.461.9000

GM: Lisa Franz

Thursday, 9:30 a.m.

$AVE : $200

Houston

ADESA HOUSTON**

www.adesa.com

4526 N. Sam Houston, Houston, TX 77086

281.580.1800

GM: Keyvan Nayeri

Wednesday, 9:30 a.m.

$AVE : $200

AMERICA’S AA HOUSTON**

www.americasaa.com

1826 Almeda Genoa Rd., Houston, TX 77047

281.819.3600

GM: Kyle Drake

Thursday, 2:00 p.m.

$AVE : $200

AMERICA’S AA NORTH HOUSTON**

www.americasaa.com

1440 FM 3083, Conroe, TX 77301

936.441.2882

GM: Buddy Cheney

Tuesday, 1:00 p.m.

$AVE : $200

AUTONATION AUTO AUCTION - HOUSTON**

www.autonationautoauction.com

608 W. Mitchell Road, Houston, TX 77037

855.905.2622

GM: Juan Gallo

Friday, 9:15 a.m.

$AVE : $200

HOUSTON AUTO AUCTION**

www.houstonautoauction.com

2000 Cavalcade, Houston, TX 77009

713.644.5566

GM: Rich Levene

Tuesday, 12:00 p.m.

$AVE : $200

IAA HOUSTON*

www.iaai.com

2535 West. Mt. Houston, Houston, TX 77038

281.847.4700

GM: Alvin Banks

Wednesday, 9:30 a.m.

$AVE : up to $200 Sell Fee

IAA HOUSTON NORTH*

www.iaai.com

16602 East Hardy Rd., Houston-North, TX 77032

281.443.1300

GM: Aracelia Palacios

Thursday, 9:30 a.m.

$AVE : up to $200 Sell Fee

IAA HOUSTON SOUTH*

www.iaai.com

2839 E. FM 1462, Rosharon, TX 77583

281.369.1010

GM: Roxy Castillo

Friday, 9:30 a.m.

$AVE : up to $200 Sell Fee

MANHEIM HOUSTON**

www.manheim.com

14450 West Road, Houston, TX 77041

281.890.4300

GM: Nick Hanson

Tuesday, 9:30 a.m.

$AVE : $100

MANHEIM TEXAS HOBBY**

www.manheim.com

8215 Kopman Road, Houston, TX 77061

713.649.8233

GM: Darren Slack

Thursday, 9:00 a.m.

$AVE : $100

Longview

ALLIANCE AUTO AUCTION LONGVIEW**

www.allianceautoauction.com

6000 SE Loop 281, Longview, TX 75602

903.212.2955

GM: Billy Fitzgerald

Friday, 9:30 a.m.

$AVE : $200

IAA LONGVIEW*

www.iaai.com

5577 Highway 80 East, Longview, TX 75605

903.553.9248

GM: Ulysses Else

Thursday, 9:30 a.m.

$AVE : up to $200 Sell Fee

Lubbock

AMERICAS AA LONE STAR LUBBOCK**

www.americasaa.com

2706 E. Slaton Road., Lubbock, TX 79404

806.745.6606

GM: Dale Martin

Wednesday, 9:00 a.m

$AVE : $75/Quarterly

IAA LUBBOCK*

www.iaai.com

5311 N. CR 2000, Lubbock, TX 79415

806.747.5458

GM: Chris Foster

Tuesday, 9:30 a.m.

$AVE : up to $200 Sell Fee Lufkin

LUFKIN DEALERS AUTO AUCTION

www.lufkindealers.com

2109 N. John Reddit Dr., Lufkin, TX 75904

936.632.4299

GM: Wayne Cook

Thursday, 5:30 p.m.

$AVE : $200

Midland Odessa

IAA PERMIAN BASIN* www.iaai.com

701 W. 81st Street, Odessa, TX 79764

432.550.7277

GM: Sheila Gray

Thursday, 9:30 a.m.

$AVE : up to $200 Sell Fee

San Antonio

ADESA SAN ANTONIO**

www.adesa.com

200 S. Callaghan Rd., San Antonio, TX 78227

210.434.4999

GM: Clifton Sprenger

Thursday, 9:00 a.m.

$AVE : $200

IAA SAN ANTONIO* www.iaai.com

11275 S. Zarzamora, San Antonio, TX 78224

210.628.6770

GM: Paula Booker

Monday, 9:30 a.m.

$AVE : up to $200 Sell Fee

MANHEIM SAN ANTONIO** www.manheim.com

2042 Ackerman Road, San Antonio, TX 78219

210.661.4200

GM: Mike Browning

Wednesday, 9:00 a.m.

$AVE : $100

SAN ANTONIO AUTO AUCTION**

www.sanantonioautoauction.com

13510 Toepperwein Rd., San Antonio, TX 78233

210.298.5477

GM: Brandon Walston

Tuesday, 9:00 a.m

$AVE : $200

Tyler

GREATER TYLER AUTO AUCTION**

www.greatertyleraa.com

11654 Hwy 64W, Tyler, TX 75704

903.597.2800

GM: Daylon Waynick Tuesday, 5:00 p.m.

$AVE : $200

Victoria

VICTORIA AUTO AUCTION**

835 Industrial Park Drive, Victoria, TX 77905

361.576.0058

GM: Shelly Griffin Thursday, 11:30 a.m.

$AVE : $200

Waco

ALLIANCE AUTO AUCTION WACO**

www.allianceautoauction.com

15735 I-35 Frontage Road, Elm Mott, TX 76640

254.829.0123

GM: Christina Thomas

Friday, 9:45 a.m.

$AVE : $100

Wichita Falls

DAX of WICHITA FALLS**

www.daxofwichitafalls.com

2206 Sheppard Access Rd., Wichita Falls, TX 76306

940.720.0435

GM: Lisa Shelton

Every Other Wednesday, 5:00 p.m.

$AVE : $200

Join us at Booth #214 for Toll Solutions!

This July, your journey at the TIADA Conference isn’t complete without a pit stop at the NTTA booth. We’re excited to showcase groundbreaking solutions tailored for auto dealers like you:

• Simplify Toll Management: Discover streamlined strategies to handle toll invoices effectively, minimizing hassle and maximizing efficiency.

• Enhanced Customer Service Options: Learn how we can enhance your customer interactions and satisfaction with our robust support tools.

• Fleet Inventory Mastery: Explore innovative approaches to fleet inventory management that save time and reduce costs.

• TollTag Inventory Control: See how maintaining your own TollTag inventory can benefit your business operations and customer service.

Visit NTTA at Booth # 214 Brittany Kellett, BKellett@ntta.org NTTA.org

Enhancing Operations for Independent Used Car Dealers!

Product Spotlight: SmartLot Inventory Management & F&I Solutions

Introducing SmartLot, an advanced automotive application powered by state-of-the-art AI technology, designed specifically for independent and retail auto dealers. Engineered and supported in the USA, SmartLot enhances dealership operations, boosts vehicle protection, and maximizes F&I back-end profits.

Revolutionize Your Dealership

SmartLot provides real-time GPS inventory intelligence, including monitoring battery life and fuel gauge levels, reducing the risk of missed sales opportunities or mismanaged assets. It also expedites floor plan audits, saving time and effort.

Fortified Security Measures

Inventory represents the lion’s share of a dealer’s investments, and SmartLot ensures they are well protected. The platform offers comprehensive theft

and fraud recovery services, providing robust solutions to mitigate losses and safeguard inventory. A dedicated 24/7/365 recovery hotline is available to support dealers when needed most, and instant notifications of any unauthorized vehicle movements enhance lot security and provide peace of mind.

Accelerated Revenue Growth

SmartLot boosts dealership revenue by enhancing finance and insurance offerings through its connected features. Not only do these features increase F&I income, but the inventory becomes more appealing to potential buyers, leading to faster sales and higher turnover rates.

Drive F&I Profit with Pulse

Upon sale, the vehicle transitions to the consumer app Pulse, offering features like location tracking and stolen vehicle recovery. Dealers sell Pulse as a hard add,

boosting inventory appeal, leading to faster sales and higher turnover rates while launching new profit centers.

A Commitment to Excellence

SmartLot is engineered, designed, tested, and supported entirely in the U.S., ensuring quality and reliable performance with strict quality control and top-notch support for U.S. dealers. Using proven technology trusted by over 4,000 clients nationwide, SmartLot by Advantage GPS delivers efficiency, profitability, and increased customer engagement.

“We are excited to bring SmartLot to the automotive retail market,” said David Meyer, President at Advantage GPS. “Our clients have been asking for a solution that streamlines processes and drives new revenue streams. At the core of SmartLot is a game-changing platform that enables dealers to be successful as the market continues to evolve. We encourage dealers to discover the future of inventory management and customer engagement.”

Dealers will increase their inventory management technology and profits with the most trusted name in automotive analytics. To learn more or schedule a demo, visit AdvantageGPS.com today

About Advantage GPS

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legal corner

Industry’s Coordinated Effort Successfully Struck Down $225 Import Fee

Steps are already being taken by TIADA to prepare for the upcoming 2025 legislative session. The story of the 2001 $225 per vehicle import fee law gives a classic example of how important it is that the association participate in the legislative process and react quickly to bills that affect our industry.

A funny thing happened in the closing hours of the 2001 session of the Texas Legislature. Senate Bill 5, which contained the state’s plan to meet federally-mandated air pollution standards, and was to be funded primarily from increased taxes on hotel rooms and a $5.00 surcharge on vehicles inspections, suddenly was changed to provide for a 2,250 per cent increase in the charge for out-of-state vehicle inspections. The story of the sudden and last-minute appearance of a huge (and illegal) fee on the importation of vehicles, and the court case that struck it down, provides an enlightening look into the inner workings of the legislative process, the checks and balances of the judicial system, and a major victory for TIADA.

Senate Bill 5 (the low number indicates a priority status) had been given a “must pass” designation by top state leaders since billions in federal highways dollars were at stake in clearing up the air, especially in the Houston, Dallas-Fort Worth, and El Paso areas. The feds had already declared that the failure of the legislature to pass a properly funded clean air bill would cause the federal government to step in and impose its own, presumably

by Michael W. Dunagan

TIADA COUNSEL

The victory over the $225 import fee was a major win for the Texas motor vehicle industry, and serves as a good example of what can be achieved when industry members unite for a good cause.

heavy-handed, plan upon the state. The price tag of $130 million per year had been tentatively approved by the feds as being adequate.

As originally filed, the bill provided for funding of $127.6 million for fiscal year 2002 through 12 new fees and surcharges. The largest funding would come from a $1.00 additional occupancy fee on persons staying in hotels in or near highair-pollution areas ($53.1 million). Next was a $3.00 fee to be added to motor vehicle inspections in high pollution areas and a $1.00 charge in areas without high pollution ($38.4 million total). Other sources included a 10 per cent surcharge on the registration of truck trailer and commercial vehicles statewide; a 0.1 per cent charge on the retail sale or lease of on-road diesel motor vehicles; a $3 renewal on the registration of a motorboat if operated in a high pollution area; a $.50 surcharge on each taxi fare to and from an airport in a high pollution area;

a $0.25 surcharge on each gallon of fuel for ocean-going vessels; a $1.00 surcharge on motor vehicle registrations in high polluting areas; a $3.00 surcharge on driver’s license fees in high pollution areas and $1.00 surcharge on all others; and a .25 per cent surcharge on each sale, lease, or rental of construction equipment; and a $2.00 per year surcharge on motor carrier registrations.

During the debate over Senate Bill 5, legislators had come under intense lobbying pressure from various affected industries. For instance, local chambers of commerce, hotels, and other travelrelated businesses had objected to the additional fees being assessed within the tourism trade. The bill finally passed in the Senate dropped the additional charges on vehicle registrations, driver’s license renewals, and motor carriers, while increasing some of the other fees, bringing all anticipated revenue to $136.9 million.

Local Chapters

CORPUS CHRISTI

G.R. Moore

The Car Shack

(dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)

EL PASO

Cesar Stark

S & S Motors

Meeting – 3rd Friday (Monthly)

FORT WORTH

Jerry Smith

H J Smith Automobiles

(dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)

HOUSTON

Robert Edenfield

Mi Pueblo BRP

Meeting – 2nd Tuesday (Monthly)

SAN ANTONIO

Nory Pakravan

210 Auto Credit

(dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)

The House Environmental Regulation Committee did some further tweaking to the funding provisions, adding for the first time a new source of revenue. Ever mindful of the potential negative effect of the increased fees on the voters back home, lawmakers were looking for sources of revenue that would bring minimum heat from constituents. One new source that came up in discussions was to place a fee on vehicles that were imported into the state. Existing law called for a $1.00 inspection to be performed on all vehicles that had last been registered in another state. The purpose of the fee was to verify the Vehicle Identification Number to detect stolen cars. Originally this function had been performed by police officers, but had been recently shifted to state licensed inspection stations to alleviate the cost of having police departments allocate officers for the purpose.

The House Environmental Regulation Committee proposed that the so-called “green slip” fee be increased to $60. The increase was billed as a charge that would be borne by persons moving into Texas from other states, and thus not a tax or fee on current residents. (One member of the legislature was reported to have referred to the fee as the “yankee tax,” a name that caught on.) With the anticipated revenue from this new fee, the committee was able to drop five of the fees contained in the Senate-passed version and raise total revenues to $154.6 million. The fees for taxi rides, motorboat registrations, and the fuel surcharge on fuel for ocean-going vehicles were dropped.

Things really started getting interesting when the bill hit the floor of the House for debate. Under intense lobbying from the tourism industry and from city officials in high tourism areas, legislators were pressured to drop

the $1.00 tax fee on hotel rooms, which would eliminate almost half of the funding for the bill. To make up for the loss of revenue, legislators went back to the well and voted to increase the green slip fee to $150. The proposal was passed without objection.

Subsequently, concern was expressed that the fee would place an unfair burden on servicemen and women who moved into the state while on active duty. The sponsors then decided that the politically expedient thing to do would be to exempt active-duty military personnel, but to increase the fee to non-military new residents to make up the difference. Quickly performing the math, the sponsors settled in on the new cost of the old $1.00 green slip: $225. Because the bill was on the “must pass” list, and because the normal rules were suspended to expedite important legislation on the last day that such action was possible, the green-slip fee underwent a 2,250 per cent increase without industry input and without the benefit of a public hearing. Suddenly, the green-slip fee became the golden goose that would raise $92 million of the approximately $133 million that was sought to clean up the state’s air.

As soon as word of what had happened got out, industry leaders began performing an analysis of the damage. What most concerned the affected trade associations was that (1) the new fee wouldn’t impact only those individuals that moved into Texas, but would have substantial economic repercussions on the flow of all vehicles in and out of Texas; (2) the fee would have a chilling effect on the importation of vehicles from fleet sellers and finance liquidators into Texas, as they would go elsewhere to avoid the fee; and (3) the fee amounted to an illegal tariff on the flow of vehicles in interstate commerce.

Our research showed that Florida and California had enacted similar legislation and, in both case, courts had struck down the fees as being unconstitutional. And, since the litigation in those states had been brought as class-action suits on behalf of all consumers illegally charged, both states had received big hits in court totaling millions of dollars for reimbursements and attorneys fees.

Representatives of the new car, used car, and wholesale auction associations quickly got together to discuss how the new fee could be defeated, hopefully before it went into effect. Although the bill was scheduled to go into effect September 1, 2001, the Department of Public Safety had unilaterally delayed implementation until November 1 to give the agency time to formulate rules and draft the forms necessary to collect the fees.

One option for action was an attempt to have the governor veto the bill. The emergency nature of the bill and the threat of federal intervention for state inaction made this a politically unlikely scenario. Since the legislature wasn’t scheduled to meet again until 2003, we also considered asking the governor to call a special session to take up the issue. The high cost to the state of bringing the legislature back into session made this option equally unappealing. The possibility of asking the attorney general for an opinion on the fee was rejected because of the political pressures on the state to raise the funds necessary to satisfy the federal government The only realistic avenue left appeared to be a suit challenging the constitutionality of the bill and seeking an injunction to halt its implementation.

Once agreement was reached on this approach, we began putting together a budget of what the cost would likely be. Although some estimates went as high as $250,000350,000 for contesting the matter

through trial, we went with a more modest goal of $150,000 based on our confidence that the law was blatantly unconstitutional, and was likely to be determined to be so before an actual trial was necessary. While this may seem like a lot of money, it was actually a very reasonable amount for a fight against the state over a significant constitutional issue which would be expected to draw major opposition.

To raise the necessary funds, we looked to spread the cost among dealer groups and auto auctions, the groups who had the largest stake in the new fee. The TIADA executive committee took the lead in pledging $25,000, which

was soon matched by the Texas Automobile Dealers Association (the new car dealers), the two largest auto auction parent companies at the time, Manheim and Adesa, and the Texas Wholesale Auto Auction Association, which represented 14 auctions in Texas.

With enough money to get started, we then set about to find the right legal representation for the battle. We were looking for a firm with the wherewithal to take on the state, with some prior knowledge of our industry, and with experience in constitutional challenges. We found the right fit in Locke, Liddell, Sapp, a Dallas firm that fit our requirements nicely. My firm,

resource guide

The TIADA Website: 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

txdmv.gov

Office of Consumer Credit Commissioner

800.538.1579

occc.texas.gov

Texas Comptroller

800.252.1382

comptroller.texas.gov

NIADA

817-640-3838

niada.com

REPOSSESSIONS

American Recovery Association

972.755.4755

repo.org or contact

TIADA state office

FORMS

Burrell Printing

512.990.1188

burrellprinting.com

Jameson & Dunagan, signed on as co-counsel.

Two dealers were recruited as named plaintiffs. Autoplex Automotive of Amarillo, a new car dealer, and H.M. Dodd Motor Co. of Gilmer, an independent dealer, agreed to place their names on the lawsuit. Suit was filed on August 1, 2001, asking the court to declare the fee unconstitutional, and to enjoin implementation until a hearing could be held (no other provisions of Senate Bill 5 were challenged). The suit was filed in state court in Austin, because state law requires that challenges to state taxes to be filed there, and the inspection fee was subject to being considered a tax. We immediately began a dialogue with the attorney general’s office seeking to convince officials there of the inevitability of the outcome and the potential cost to the state of collecting the fee as Florida and California had done.

On October 15, 2001, the Environmental Protection Agency announced its approval of the Houston/Galveston clean air plan, which was to be funded primarily from the statewide Emissions Reduction Fund established by Senate Bill 5. Approval of the plan was considered to be an important step in avoiding imposition of a federally-mandated plan, and any interruption of federal highway funds to the state.

Prior to the DPS’s implementation date of November 1, the state agreed to an injunction that would prevent collection of the $225 fee until the trial court ruled on the constitutional challenge. The agreed injunction was signed by the judge, and we had the breathing room we needed to seek final resolution without dealers having the burden of paying the $225 fee.

There were really no fact questions requiring a full-blown trial with testimony, so it was next agreed that each side would submit a motion for summary judgment

for the court’s consideration. An excellent motion and accompanying brief were soon submitted on behalf of the plaintiffs. On February 6, 2002, attorneys for the parties appeared before the judge to argue the legal issues involved. We were convinced that we had made a compelling case why the judge should rule in our favor. Upon the completion of the argument, the judge took the case under advisement and promised to study the briefs and issue a ruling in due course.

The good news came several days later when the judge sent a written opinion letter finding that the fee amounted to an illegal tariff which impeded the flow of interstate commerce. The effect of the fee was to impose a $225 tariff on vehicles from other states, making them more expensive than vehicles already in state. The U.S. Constitution forbids states from imposing such tariffs.

All that remained at this point was to seek a hearing before the judge to establish the amount of attorneys fees that the state should pay the plaintiffs. In order to bring about a quick resolution and obtain an agreement from the state not to appeal the court’s ruling, the parties agreed upon a reduced amount. With the funds paid to us by the state, we were able to refund most of the original donations that funded the challenge.

The victory over the $225 import fee was a major win for the Texas motor vehicle industry, and serves as a good example of what can be achieved when industry members unite for a good cause.

Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for over 45 years. He has written a number of books and hundreds of articles for trade journals and law reviews. His clientele includes dealers, banks, finance companies, auto auctions and credit unions.

feature

2025 State Officer Nominees

by TIADA Staff

Elections for the TIADA Board of Directors will be held at the House of Delegates meeting during the 2024 TIADA Conference & Expo in San Antonio, Texas.

President

Vicki Davis

A-OK Auto Sales

PO Box 256

23980 FM 1314 Porter, TX 77365

President Elect

Greg Phea

Austin Rising Fast

8024 IH 35 North Austin, TX 78753

Chairman of the Board

Eddie Hale Neighborhood Auto Sales PO Box 1719 Decatur, TX 76234

Secretary

Russell Moore

Top Notch Used Cars

900 East Davis Conroe, TX 77301

Treasurer

Greg Reine Auto Liquidators

39670 LBJ Freeway Dallas, TX 75237

Vice President, West Texas (Region 1)

Cesar Stark

S&S Motors

7699 Alameda Ave. El Paso, TX 77915

Vice President, Fort Worth (Region 2)

Tyler Simmons

Abilene Used Car Sale, Inc.

2150 N. 1st Street Abilene, TX 79603

Vice President, Dallas (Region 3)

Chad Lancaster

Chacon Autos

11800 E. Northwest Hwy Dallas TX 75218

Vice President, Houston (Region 4)

Lowell Rogers 11th Street Motors

1355 N 11th St. Beaumont, TX 77702

Vice President, Central Texas (Region 5)

Adrian Sanchez

ADK Auto Sales LLC

8330 Burnet Rd. Austin, TX 78757

Vice President, South Texas (Region 6)

Cesar Torres

Lofi Motors

4634 Ayers St. Corpus Christi, TX 78415

Vice President At Large

Christina Sabillón

Mi Tierra Auto Sales

7935 Gulf Freeway Houston, TX 77017

Vice President At Large

Lucas Ponder Auto Smart

3202 Summerhill Rd. Texarkana, TX 75503

behind the wheel

Value Beyond Belief!

TIADA recently received a heartwarming email from a dealer expressing his gratitude for TIADA’s assistance in renewing his license. He confessed that he had underestimated the value TIADA brings to dealers, but after our intervention, he was not just a ‘satisfied member,’ but a testament to the association’s mission of helping dealer members thrive. His success story is a shining example of why your association exists: to empower and elevate your business operations.

This situation is not an isolated occurrence by any means. TIADA receives many phone calls from members needing to know who to talk to at an agency, wanting information on why something is either happening or not happening, what information is needed, and basically what options exist in a variety of situations. TIADA is incredibly experienced at providing such information, digging down into the problem at hand, and developing a plan of action.

Recently, I visited with a dealer about a repossession that was causing them a lot of grief. The dealer had met with a local attorney whose retainer was unexpectedly expensive. I asked the dealer if someone from his dealership had attended our compliance summit, and surprisingly, he said “no.” I further explained that he and employees in this area need to sign up for the next compliance summit to avoid or at least quickly mitigate this situation, as described in detail in the course. I added

by John Frullo

TIADA EXECUTIVE DIRECTOR

that a reference manual is provided. This situation could have likely been brought to an early and speedy conclusion with a bit of foreknowledge.

The most complicated scenarios tend to need the expertise of attorneys. After being turned down by attorneys who do not practice in the areas we operate, a number of dealers will finally succeed in finding a law firm that will charge to research and learn the law and then provide legal services. We have several law firms that specialize in our industry, are able to assist in these matters, and are familiar with the laws. Having the choice of law firms familiar with the laws and willing and able to help will increase the speed at which the issues are resolved and drastically reduce the legal fees. Give us a call or email, and we will be happy to assist.

TIADA is your association, owned and governed by you, our members, for the benefit of Texas independent dealers and our industry as a whole. Your membership provides benefits that are just waiting for you to use, from consultation services to significant savings with the convenient-to-use auction app, education classes, or the learning and networking provided by the conference, which is coming up this July 21 at the beautiful JW Marriott Hill Country Resort and Spa in San Antonio.

Please be sure to use your membership to the fullest. It will help you run your business more effectively so you can do what you do best, sell cars!

TIADA is your association, owned by you and the members and governed by members for the benefit of the members and our industry.