Texas Dealer June 2018

HILTON ANATOLE DALL AS, TX

The best dealers in Texas,the best education anywhere.

JULY 29–31, 2018

In This Issue: – A Do-It-Yourself-Compliance Review from Michael W. Dunagan – Putting Auto Loan Borrowers in the Driver’s Seat – In Auto Technology, Choose Value over Price

IT ADDS UP. ADESA.com/Rewards

2018 TIADA Board of Directors PRESIDENT Greg Zak/Dixon Motors 7902 North Freeway Houston, TX 77037 Office: 281.931.1300 Email: greg@dixonmotorcars.com PRESIDENT ELECT Juan Sabillón/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017 Office: 713.644.2446 Email: jmsabillon@mitierraautosales.com CHAIRWOMAN OF THE BOARD Kathrine Tolsch/CICO Auto Sales 11050 Harry Hines Blvd.

Dallas, TX 75229 Office: 214.352.9282 / Fax: 214.352.8227 Email: cicoauto@verizon.net SECRETARY Robert Beck/Stop N’Drive Motors 711 N. General McMullen Dr. San Antonio, TX 78228 Office: 210.432.1101 Email: stopdrive@texas.net TREASURER Mark Jones/Mike Carlson Motor Company 264 Exchange Burleson, TX 76028 Office: 817.703.7973 Email: mjones@mcmcauto.com

Volume XVIII

/ Issue 6

texasDealer contents

5 Officers’ Message

by Kathrine Tolsch, TIADA Chairwoman of the Board

6 Upcoming Events 6 New Members 7 Use Online Channels to Bolster Your Acquisition Strategy More Profitably & Efficiently

by Derek Hansen

VICE PRESIDENT, WEST TEXAS (REGION 1) Paul Scott/Fiesta Motors – Lubbock 2599 74th Street Lubbock, TX 79423 Office: 806.765.3640 Email: pscott@gofiestamotors.com

11 Legal Corner: Do-It-Yourself Compliance Review: Getting Your House In Order

VICE PRESIDENT, FORT WORTH (REGION 2) Eddie Hale/Neighborhood Autos 1717 US 287 Decatur, TX 76234 Office: 940.539.2272 Email: ehale@neighborhoodautos.com

12 Local Chapters

VICE PRESIDENT, DALLAS (REGION 3) Greg Reine/Auto Liquidators 39670 LBJ Freeway Dallas, TX 75237 Office: 972.780.0001 Email: greg@autoliquidators.net VICE PRESIDENT, HOUSTON (REGION 4) Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 Office: 713.641.0980 Email: ryan.winkelmann@sbcglobal.net

by Michael W. Dunagan

17 Putting Auto Loan Borrowers in the Drivers Seat

by Eugene O’Rourke

22 On The Cover: TIADA Annual Conference and Expo 30 2018 Auction App Directory

VICE PRESIDENT, CENTRAL TEXAS (REGION 5) Robert Blankenship/Texas Auto Center 6809 N IH-35 Austin, TX 78744 Office: 512.280.5333 Email: bob@texasautocenter.net

33 I n Auto Technology, Choose Value Over Price

VICE PRESIDENT, SOUTH TEXAS (REGION 6) Armando Villarreal/McAllen Auto Sales 4215 S. 23rd Street McAllen, TX 78503 Office: 956.668.8088 Email: armando@mcallenautosales.net

38 TIADA Member Application

VICE PRESIDENT AT LARGE Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753 Office: 512.828.0001 Email: greg@risingfastmotorcars.com VICE PRESIDENT AT LARGE Vicki Davis/A-OK Auto Sales 23980 FM 1314 Porter, TX 77365 Office: 281.354.3355 Email: aokautosales@embarqmail.com TIADA EXECUTIVE DIRECTOR Jeff Martin 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am - 4:30pm 512.244.6060 • Fax 512.244.6218 jeff.martin@txiada.org

/ J u n e 2 018

by Jim Rhoads

45 Behind the Wheel

by Jeff Martin

Correction: The article “GPS Trackers Continue to Evolve” in last month’s issue of Texas Dealer incorrectly stated the name of David Meyer and his employer. He works for Advantage GPS. TIADA regrets the error.

The Editor of the Texas Dealer magazine is Michael Spurlin, Social and Communications Director of TIADA. To change your address for subscription and/or for other TIADA products, call the TIADA state office at 512.244.6060 or fax 512.244.6218. E-mail: info@txiada.org. New Membership/Subscriptions: If you are a member of TIADA, you may receive this magazine free of charge. Membership year runs from Jan 1 to Dec 31. Back issues are available for $20 each subject to availability. Send a check or money order, along with your name and mailing address to TEXAS DEALER, Attn: Back Issues, 9951 Anderson Mill Rd., Suite 101, Austin, TX 78750. Sorry, no billing. Notice to all members concerning services and products: TIADA was established in 1944 to develop professional standards of service and conduct for the independent auto industry. Opinions expressed herein are not necessarily those of the TIADA management, the Board of Directors or the membership. Likewise, the appearance of advertisers or their indemnifications of TIADA does not constitute endorsement of the products or services featured.

BUY ONLINE AT www.AmericasAutoAuction.com

West Michigan

MI

I-94 Auction Harrisburg Lancaster

Chicago Detroit Toledo

Pittsburgh Virginia Beach

St Louis Bowling Green

Tulsa

Greenville Birmingham

21

Atlanta

Dallas North Houston

Austin

Baton Rouge

Pensacola

Jacksonville

Houston

LOCATIONS Atlanta, GA Austin, TX Baton Rouge, LA

Dallas, TX Detroit Toledo, OH Greenville, SC

Jacksonville, FL Lancaster, PA North Houston, TX

Bowling Green, KY Birmingham, AL Chicago, IL

Harrisburg, PA Houston, TX Interstate 94, MI

Pensacola, FL Pittsburgh, PA St Louis, MO

4

Austin

LOCATIONS IN TEXAS

Dallas

TUESDAYS & THURSDAYS AT 1PM 219 N. Loop 12 Irving, Texas 75601 Phone: 972.445.1044

Tulsa, OK Virginia Beach, VA West Michigan, MI

TUESDAYS & THURSDAYS AT 1PM

16611 South IH 35, Buda, Texas 78610 Phone: 512.268.6600 Houston

THURSDAYS AT 1:30PM

1826 Almeda Genoa Rd, Houston, Texas 77047 Phone: 281.819.3600

AuctionCredit is located within each of our Texas facilities for all of your auction financing needs. www.auctioncredit.com

North Houston

MONDAYS AT 6:30PM

1440 FM 3083 Conroe, Texas 77301 Phone: 936.441.2882

officers’ message Saying “Yes”

S

itting down to write what will presumably be my last officers’ message for this magazine has proven to be more difficult than I ever thought it would be. I want to thank so many people. I also want to have a message that will resonate. I want to talk about some of our accomplishments that I am so proud of, but I also want to talk about the future and opportunities that lie ahead. There is a little part of me that is sad thinking I will never do this again AND a big part of me that is happy to know this is my last article.

To say I spent some time looking back would be an understatement. I have done so much looking back that I stumbled across my very first article I wrote five years ago, it was titled, “How Can We Say Yes?” I remember it like it was yesterday, I had just returned from our conference in San Antonio. Our keynote

by Kathrine

Tolsch

ICO Auto Sales C (Dallas) TIADA CHAIRWOMAN OF THE BOARD

speaker that year was T. Scott Gross. I first heard him speak in 1996 when I worked for a national staffing company and became a true believer and student of Positively Outrageous Service, so I looked forward to hearing him speak again at our conference. I was not disappointed!

Looking back reminded me of when I joined the board in 2012. There was a definite buzz about the future of TIADA and its members. We approved a budget that year that was just over $800,000 and we set a goal to reach 1200 members, both would be high water marks for the association, if we could obtain them. We also talked about increasing our conference attendance to over 200 dealer attendees. Next month, the board will approve our FY’19 budget at $1.5 million, we have over 1,500 members, and we anticipate 325 dealers will

Can your GPS system identify

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Upcoming Events TIADA DEALER ACADEMY Online Registration available at www.txiada.org

August 2018 2 7 BHPH Compliance: A Comprehensive Workshop Arlington, TX

September 2018 24 Better BHPH Financials Dallas, TX

December 2018 1 0 Collect the Cash, Not the Car

Fort Worth, TX

OTHER TIADA EVENTS

attend the TIADA Conference this year. There are several contributing factors to this growth, but the one underlying factor in all this success and influence came from you, the members. You told us what mattered to you most and your TIADA staff and your Executive Committee worked to find ways to say yes.

If I had the space I would tell you about all the legislative victories, the new services we have introduced and the ones to come. I would spend time talking about the talented and diverse board I have

Please Welcome Our Newest TIADA Members DEALER MEMBERS Alphina Autos Fredrick Nwoko 12705 S Kirkwood Rd. Ste. #200 Stafford, TX 77477 Authe Ventures Auto Sunny Akhigbe 2820 Fieldstone Dr. Grand Prairie, TX 75052 Auto Liquidators 360 Greg Reine 39670 LBJ Frwy.

Dallas, TX 75237

July 2018 2 9 Board of Directors Meeting

Auto Museum Anis Khandekar 1922 Brenton St. Irving, TX 75062

2 9 - 3 1 Annual Conference & Expo

Centex Auto Nathan Maresh 1717 W Ave. H Temple, TX 76504

Dallas, TX

Dallas, TX

DBG Auto Ronald Crawford 25906 Richard Rd. Spring, TX 77386 DFW Auto Leader David Weihausen 6804 Lake Worth Blvd.

Lake Worth, TX 76135 DFW Carco Bobby Mitchell 11476 Harry Hines Ste. 120 Dallas, TX 75229

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had the pleasure of working with and the professional creative staff that keeps us focused. But I don’t have that space.

What I will tell you is that seven years ago I was asked to serve and I said yes. I found a board and an association that was in great shape because of the leadership before me. I hope that I have been a good steward and that I have done my small part to build on the momentum for the next group of leaders. Most of all I hope that when you are asked to serve, you will find a way to say yes.

El Texano Auto Sales Jose Trujillo 14100 Rio Bonito Rd. #158 Houston, TX 77083

N. Freeway Elias Khoury 5547 FM 1960 W Humble, TX 77338

Elite Car Sales Nancy Veliz 110 Salem Rd. Victoria, TX 77904

Oda Auto Plex Mohamed Oda 5003 Westfield Village Dr. Katy, TX 77449

Eyes of Texas Motor Group Antonio Dominguez 7216 E. Ben White Blvd.

Austin, TX 78741

Whitts Auto Sales, LLC Luke Whittenton 1945 Highway 6 S. Houston, TX 77077

Findmeavan.com Thomas Smith 11214 S. Pipeline Rd. Euless, TX 76040-6640

ASSOCIATE MEMBERS

Firehouse Auto Sale LLC Florence Salazar 4900 NE 28th St. Haltom City, TX 76117

Multi State Commercial Insurance Agency Brent Alyea 2300 Valley View Ln. Ste. 635 Irving, TX 75062

Global Financial William Grubbs 1820 E. Irving Blvd.

Irving, TX 75060

SMART Payment Plan Tom Kelso 300 E. Riverside Dr. #632 Austin, TX 78704

Hidalgo Auto Sales Sebastian Garcia 10114 Airline Houston, TX 77037

Texas LED Lighting Irpan Sadrudin 8801 Research Blvd. #110 Austin, TX 78758

LBC Auto Sales Inc. Mohamad Bachir PO Box 17975 Sugar Land, TX 77496 MY DEALER Rush Doulati 3300 S Dairy Ashford Houston, TX 77082

Wholesale Inc. Direct Ernest Lawson 8032 Eastgate Blvd.

Juliet, TN 37122

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feature

Use Online Channels to Bolster Your Acquisition Strategy More Profitably & Efficiently

A

uction cars are always available, but one of the biggest challenges dealers face is acquiring auction vehicles efficiently and with precision based on real and timely data. The days of “gut-driven guesswork” can, and should, be put to rest. Today, your best bet is to use tools to evaluate and buy vehicles that are in demand in your market. You can then look at the best inventory from a wide net of resources for quicker, more confident decisions.

The most proficient dealers and buyers have expanded to online channels — simulcast and online auction sites where you can bid, buy and sell 24/7, all of which can be done from a mobile device.

Currently, only one-third of dealerships attend a simulcast auction every month according to Manheim data, which presents an opportunity for savvy dealers to become “leaders of the pack” in wholesale operation innovation. These early adopters also use technology to facilitate the transfer of the purchased units back to the dealership. The end result: They are more efficient and productive buyers every time they go to an auction.

FeaturedPresenter

by Derek Hansen Vice President of Offsite Solutions, Manheim

Turn to Earn

The time saved by acquiring inventory online can contribute to dealers’ speed to market, and as a result, faster turn, with fewer cars sitting in inventory for longer times. This increased velocity can ultimately lead to improved dealership profitability. Dealers who are not tapping into the efficiencies gained from digital acquisition channels are already falling behind the curve.

Online channels cut down on trips to auctions where the cars you need may not be. Not only do these online channels save time and travel expenses, they let you expand your buying radius, giving you access to more vehicles that align with your vehicle selection strategy and inventory needs. In an effort to gain even more efficiency and speed as they acquire auction cars, some of the most progressive dealers now rely solely on online sources, a time-saving shift that improves showroom efficiency enabling managers to be in the dealership, working deals and managing their teams.

TIP: When acquiring vehicles from further distances that may take longer to reach your dealership, have a process in place to get those cars listed online before they arrive at your lot.

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Mobile apps are another way to speed up the buying and selling process so you can do business from anywhere. These apps let you manage purchases; check your buying activity; view your purchases; and set up and receive post-sale inspection (PSI), title and vehicle availability notifications.

Mitigating Risk

Granted, there is a wealth of inventory online and now multiple ways to acquire that inventory online.

But, just like a consumer buying a vehicle, most dealers like to “kick the tires” to make sure they’re not purchasing a problem vehicle. Let’s face it, all inventory acquisitions carry a measure of risk, and acquiring inventory online might seem like an even riskier proposition. However, there are solutions available to help you mitigate risk and offer peace of mind with your online purchase.

Rely on condition reports to avoid problem vehicles.

Buyers are three times more likely to bid and four times more likely to purchase a vehicle with a condition report, which is an important consideration for sellers. And for buyers, units with condition reports have a 37 percent decrease in arbitration.* If arbitration is a concern that is preventing you from embracing online channels, consider wholesale vehicle purchase protection programs. Some of these programs EPI-TIADAhalf June2018.pdf

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offer automatic purchase protection applied to every vehicle you purchase. Having this type of safety net allows you to decrease recon costs, eliminate costly mistakes and expand your inventory mix. Most offer everything from a basic frame check to a full buy-back guarantee.

Post-Sale Inspections (PSI) are another smart option that don’t require you to be at the auction. Typical PSIs inspect the frame/unibody, the engine and transmission and can come with 7– or 14-day guarantee options.

The benefits of Condition Reports, PSIs and purchase protection are significant and provide confidence that you’re making the right purchase so you can minimize unexpected repair costs. They give you peace of mind with on-the-ground information and save time because you can do everything before the vehicle even leaves the auction. *Manheim Sales Data As Vice President of Offsite Solutions, Derek Hansen is responsible for Manheim’s inventory solutions in the ever-evolving digital space and works closely with teams from Manheim, RMS Automotive and vAuto to create a customer-focused digital strategy. He is presenting at the TIADA Annual Conference & Expo taking place July 29–31 at the Hilton Anatole in Dallas.

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Welcome To The New Era Of GPS Tracking Services!

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Bob Burke (800) 366-0036 Tyrel Gear (214) 901-3179 Matt Ruckel (214) 529-7624

CP Insurance Associates We are the PROUD sponsor of the “Special Membership $10,000.00 Give Away!”

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legal corner

Do-It-Yourself Compliance Review: Getting Your House In Order

by Michael

A

s most dealers are well aware, examiners from the Office of Consumer Credit Commissioner’s Office are calling on dealers and auditing their credit procedures and forms for compliance with the myriad state and federal laws and regulations that apply to financing motor vehicles.

(There are other agencies out there auditing dealers, such as Texas Department of Motor Vehicles and the State Comptroller. We’ll discuss those issues in future articles.)

I frequently receive calls from dealers about upcoming OCCC examinations. Often the caller informs me that he or she is being audited the next day (sometimes later the same day) and wants me to advise the dealer what the examiner will be looking for and what the dealer should do to get ready. My response is that yes, I can advise of some of the things that the examiner will be interested in; but no, there’s really not anything the dealer can do at the last minute to prepare for the audit.

Now, I’m as much a procrastinator as anyone, but it seems obvious to me that calling at the last minute is an exercise in futility. And while starting to get prepared for an audit once it has been scheduled (usually a week or two out) is better than waiting until the day of or the day before, there’s really not much that can be done to correct prior violations and compliance deficiencies.

The time to start thinking about and taking action in anticipation of an audit is right now. A more appropriate approach is to look at compliance issues not as some sort

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of test to prepare for, but rather as an on-going process that involves constant attention to what needs to be fixed or improved. Compliance is not just a grade on an audit report, but more an over-all approach to running a business in a way that avoids legal, as well as regulatory, problems.

One thing the OCCC examinations have accomplished is drawing attention to the fact that many dealers, even those who consider themselves to be doing things right, are in fact doing at least some things incorrectly. To the extent that deficiencies can be identified and corrected now, the dealer has an opportunity to establish a good track record before being audited.

Once a dealer has recognized the wisdom of preparing for an audit before the audit has been scheduled, how does he or she acquire the information necessary to perform a compliance self-exam?

Compliance, in this age of increasing regulation, and overlapping and often contradictory laws and rules, generally comes the old-fashioned way. That is, you earn it. The primary focus of any compliance program for a Texas dealer has to be TIADA,

Dunagan

W.

TIADA GENERAL COUNSEL

The time to start thinking about and taking action in anticipation of an audit is right now.

A more appropriate approach is to look at compliance issues not as some sort of test to prepare for, but rather as an on-going process that involves constant attention to what needs to be fixed or improved. which supplies dealers with compliance information through its annual conference, magazine, informational books, seminars, and weekly email.

TIADA offers, for instance, a sixhour automated online course called “How to Become an Independent Auto Dealer.” While geared toward 11

Local Chapters VICTORIA Billy Jurkash Northpoint Auto Sales, Inc. 361.655.9191 npas@att.net Meeting – 1st Monday (Monthly) FORT WORTH David Byrd Byrd Autos 817.915.2185 david@byrdautos.com Meeting – 4th Thursday of Jan–May and Sep–Oct DALLAS COUNTY Eddie Hale Neighborhood Autos 940.539.2272 ehale@neighborhoodautos.com Meetings as needed/TBD HOUSTON Rick Maroney Maroney Auto Sales 713.691.3800 rmaroney@usa.net Meeting – 2nd Tuesday (Monthly) SAN ANTONIO Robert Beck Stop N’ Drive Motors 210.432.1101 stopdrive@texas.net Meetings quarterly (dates announced at www.txiada.org) EL PASO Ricardo Gardea Cars Plus 915.778.8285 cars_plus@att.net Meeting – 3rd Friday (Monthly) 12

new entries into the independent dealer business, the program offers tons of practical advice that even veteran dealers can learn from. This is a course full of guidance on useful, best-practices procedures and legal and regulatory matters.

It offers something for all dealers — not just BHPH dealers — and is appropriate for veterans as well as beginners.

The second program is a more advanced approach to compliance issues called “BHPH Compliance: A Comprehensive Workshop.” This course emphasizes state and federal statutory and regulatory requirements, with a focus on the types of violations auditors and examiners look for, and the steps to take to correct them. An OCCC compliance checklist is given with the written materials.

TIADA also offers a number of “best practices” courses live and online throughout the year that offer insights into various ways dealers can improve their business and profitability.

Information about the scheduling of these programs can be obtained from the TIADA website (www. txiada.org), Texas Dealer, TIADA’s monthly magazine, or by calling the TIADA office.

Another source of compliance information is Dealer Financing of Used Car Sales, a book available from TIADA. The book covers the basics of vehicle financing, such as licensing issues, maximum finance charges, federal and state credit requirements, and handling state sales and vehicle inventory taxes. The book includes the text of relevant

Finance Code provisions. Almost all of the items checked by OCCC examiners are covered in the book.

An important source of compliance information, especially for

The primary focus of any compliance program for a Texas dealer has to be TIADA, which supplies dealers with compliance information through its annual conference, magazine, informational books, seminars, and weekly email.

BHPH dealers, is Texas Automobile Repossession: a Lien Holder’s Legal Guide, also available from TIADA. Many of the violations uncovered in audits involve defective repossession procedures. This book includes sample repossession notice forms and a detailed explanation of when and how to use them.

Reading Texas Dealer each month is an excellent way of obtaining information. In addition to the Legal Corner column that I write, there are other articles from state agencies and the TIADA staff addressing common dealer questions. A weekly email is also sent to each member, which often includes critical updates. TIADA members are also eligible for free compliance consultations to answer their questions.

A secondary benefit from being fully compliant is the shield it offers in private lawsuits. I’ve found over the years that many disputes over the usual consumer complaints T e x a s

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often result in litigation based on technical compliance issues. The plaintiff ’s attorney, in reviewing the paperwork, often finds it easier to sue for technical “gotcha” violations that are there in black and white rather than the “he said-she said” disputes. Conversely, a plaintiff ’s attorney who reviews correct and up-to-date paperwork is likely to conclude that the dealer may be a formidable opponent.

Compliance issues are no longer just abstract concepts for dealers to relegate to the back burner for future consideration. They are as real as the cars sold and can have a severe impact on a dealer’s bottom line. The time to take action is now.

CURRENT COMPLIANCE CONSIDERATIONS Premises Requirements

What is the first thing a customer — or an auditor/investigator — sees

when calling on a dealership? First impressions matter when it comes to dating, job interviews and government agency visits. When I perform an internal compliance audit for a dealer, one of the first things I do is take on the point-of-view of a government agent when I arrive at the lot. Some of the things I look for outside include: Do inventory vehicles have

Federal Trade Commission Buyer’s Guides properly posted?

Are they properly filled out? Are Spanish-language versions available when negotiations take place in Spanish? Are not-for-sale vehicles that don’t have Buyers Guides sharing the same display space as for-sale vehicles?

Have metal license plates and

registration stickers been removed from inventory vehicles?

On the inside, I look for such

things as: Are licenses and permits properly

displayed? These should be posted where they can be readily seen by the public and investigators.

Hanging them on the back wall of an interior office is not technically proper.

Are there open files with customer’s

private information that can be seen by anyone entering the office?

Personal information should be kept out of the vision of those without the need to have access.

Has the required documentary fee

disclosure statement been posted in areas where closings take place?

Dealer and Finance Licenses

Are DMV and OCCC licenses current and updated?

Have licenses been properly and

timely renewed?

Have any remote lots been added that

require changes to license status?

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F&I • Vehicle Service Contracts • GAP Insurance • Tire & Wheel Vehicle Protection Products • Property • Wreckers 2 Car Haulers • Cargo • Dealer Bonds • Personal Lines 13

Has there been a change of address that needs to be

reported?

Contracts

Are proper motor vehicle retail installment contract forms being used and are the charges appearing on the contract proper?

Is the dealer management software package and the

contract form on the OCCC list of previewed software and contract forms?

Are unauthorized charges being added? What can’t

be added to a contract are charges for non-existent or unlicensed insurance or unlicensed service contracts. Some dealers have been found to add a charge for “warranty” or “service contract” when no actual authorized products existed. When examiners find these types of unauthorized charges, the dealer is required to make credits and refunds.

Are excess title transfer fees being charged to the

buyer? The best practice is to calculate the title, license, and registration charges, put them on the contract, then compare the charge to the amount appearing on the white slip (Title Application Receipt or Form VTR-500-RTS) after the transfer.

If an overcharge has taken place on the contract, a refund or credit should be made.

Timely Title Transfer Procedures

Does the dealer have a procedure in place to see that all titles on retail sales are transferred timely?

The failure to timely transfer title remains the most frequent violation on DMV violation lists, results in the seller’s lien not appearing on the title record, and can result in the acceleration of deferred sales tax.

Does the dealer have a back-up plan established

for dealing with situations where titles certificates from sellers don’t arrive in time to properly secure transfer and plates for customers?

Are liens being checked on all county tax office

receipts?

Repossession Procedures

Are proper repossession procedures being followed and proper notice forms being used?

Do dealership employees understand the legal

requirements of repossession?

Does the dealer have a procedure in place for

sending proper notices, handling personal property found in repossessed vehicles, and handling re-sales?

Are deficiencies and surpluses properly calcu lated and accounted for?

Has the dealer exercised due diligence in select ing a repossession agent?

If a BHPH dealer is using the strict foreclosure

(acceptance of collateral in satisfaction) method for disposing of repossessed units, has care been taken to insure that no deficiencies are being reported to the reporting agencies?

Answers can be found in Texas Automobile Repossession: A Lien Holder’s Legal Guide, available from TIADA.

CONCLUSION

The topics discussed in this article represent only a small portion of the dealer compliance issues facing dealers. Dealer compliance is an on-going process that requires constant vigilance. Taking the time on a regular basis to stay educated, then to assess and monitor implementation of what is learned, is a good way to find and fix problems before they become enforcement actions.

View us on the web or Facebook for our latest GSA Sale Dates

www.daaokc.com 1028 S. Portland Ave Oklahoma City, OK 73108

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

(405) 947-2886

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Have you downloaded the new

TIADA Auction App yet?

Same great savings in the convenience of a mobile app!

Now offering discounts on online purchases!

FREE buy/sell fees up to $200 at participating locations.

Turn to page 30 to see the latest additions to the app!

How to download and register: Android Users

Apple Users

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

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

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

feature

Putting Auto Loan Borrowers in the Drivers Seat

FeaturedPresenter

by Eugene O’Rourke Vice President of Marketing Payment Vision

A

s more carmakers introduce both traditional and renewable fuel options and consumers access flexible new payment methods to make their purchases, today’s auto loan industry is booming. Digital payment processors are becoming more popular than conventional paper-based systems, as shoppers elect the ease and control that the technology provides them.

Auto lenders are wise to adopt as many payment processing options as possible to ensure that their customers can enjoy their purchase and satisfy their loan terms quickly and conveniently.

Putting the Consumer in Control

In the past, the auto loan industry structured its lending and payment processes to achieve swift repayments through standard banking processes. There was little to no room in the contracting process for the flexibility consumers needed to assume and satisfy a loan on terms that were best suited for them. So, while those industry practices optimized the lending process for the loan companies, the terms often made the repayment process more challenging for consumers.

Today’s digital financial services give each consumer the option to set up payment values and plans according to their personal circumstances. When car shoppers can choose how much and how often they pay, they are more likely to stay on track of their payment plan and fully satisfy their loan.

Offering Auto Loan Payment Options

These digital payment options give lenders the capacity to offer the vast majority of car buyers a wide range of auto purchasing options:

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Online and IVR Payments

Any service that allows consumers to make a payment on their own terms and their own schedule will be attractive to car shoppers. Online and IVR payment systems provide this control.

Many lenders embed an online payment portal directly into their websites, allowing borrowers to log in and quickly make their payment. Consumers have the most options for this service when the site owner optimizes the gateway for both fixed and mobile access.

Interactive Voice Response (IVR) lets borrowers use their telephone to call into an automated telephonepayment system that can process their payment using an ACH, credit or debit account any time — day or night.

This convenient service allows consumers to make their payments at times when they can’t access the internet, but do have access to a telephone.

Walk-in and Kiosk Payment Options

Many auto dealers and lenders are following the lead of the healthcare industry and give their customers the opportunity to make payments onsite. (cont’d on pg. 19)

17

We’re the GPS Company Your Outdated Provider is Worried About.

SEE THE

DIFFERENCE YOURSELF! Visit us at TIADA’s Annual Conference

Booth #130

The pioneers of GPS tracking are back to improve outdated solutions that continue to clutter the market. Of course, we’re not just returning to the game – we’re reinventing it.

Advantage GPS is solving problems that auto lenders still face and your current provider just can’t touch. Things like:

• Real-time data with no button to push & blazing fast 4G LTE speeds - no extra cost • Interactive dashboard that group risks into categories using artificial intelligence • Risk mitigation tool to manage all your GPS devices regardless of brand or solution provider

• A team of service professionals that take the time to listen & treat you with respect With everything that Advantage GPS delivers, it’s no wonder the other guys are worried.

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AdvantageGPS.com/BetterGPS

advantage-gps-tiada-ad.indd 1

•

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1-800-553-7031

5/14/18 5:19 PM

Putting Auto Loan Borrowers in the Drivers Seat (cont’d from pg. 17)

While some may prefer to install a dedicated and staffed service desk that provides face-to-face customer service, a properly programmed inhouse kiosk can provide the same service without the added cost of human resources.

Today’s digital payment kiosks offer exceptional security protections while facilitating the financial activity with virtually any bank or credit institution. Passwords protect every transaction, so consumers know their payment information is safe. And, because they don’t need staffing, kiosks are available to consumers around the clock — many of whom aren’t able to get in during typical work hours.

Improved Security Opens Up New Loan Term Options Because shoppers have more payment options and can choose how they’re going to repay their loan, lenders have become more willing to add flexibility to their loan terms. Before the Great Recession of 2007-2009, most auto loans were scheduled for a maximum of 60 months. Consumers were required to stick to that term even if it meant

June 2018

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an uncomfortably high monthly premium.

These days, many lenders are extending their loan terms to as many as 68 months, which gives borrowers more time to pay off the debt.

The longer contract period lowers the monthly payment, which, again, improves the likelihood that the shopper will complete the scheduled payments on time.

Connect Multiple Accounts for Assured Payments

Typically, many car shoppers purchase a vehicle for use by a family of numerous drivers. Historically, however, auto dealers and lenders made car loans to a single person who was thereafter responsible for the entire debt.

Things have changed. Today’s families often have more than one breadwinner, any of whom have the means to make the payments on the family car. Today’s digital financial capacities can connect the auto loan to the accounts of multiple drivers so that more than one person can make anyone payment, eliminating the need to transfer funds back and forth from one partner to another.

This flexibility allows consumers

even greater opportunity to cover monthly payments in the way that matters most to them at that moment. When one partner or household member experiences a financial setback, there is no accompanying struggle to make a car payment because the system is set up to allow the other partner to make it instead.

There are as many car shoppers as there are car models, and auto loan vendors should be prepared to offer them the payment services and options they prefer. When given online, telephone and in-house payment options, consumers can choose the most convenient portal for their needs. And, because the digital payment services increase the odds of consumers repaying their loans, lenders can be more flexible when structuring the terms and the identities of the parties to their loans.

Eugene O’Rourke has more than a decade of experience leading international and U.S. based marketing teams. He will be presenting at the 2018 TIADA Annual Conference & Expo taking place from July 29–31 at the Hilton Anatole In Dallas, Texas.

19

or a

CUSTOM GOLF CART It is time once again for our annual fundraiser. TIADA is selling Special Membership tickets for $100 each and one lucky participant will win the Grand Prize of $10,000!

This year’s Special Membership Ticket drive will be even more exciting! Purchase Three (3) 2018 Special Membership Tickets to Enter our Bonus Drawing to WIN a Customized Four Passenger Golf Cart.

Whether at the beach, on the links, or tooling around your neighborhood, you will be riding in style with this beauty!

Grand Prize Drawing Sponsored by CP INSURANCE ASSOCIATES

www.cpiai.com

Buy your tickets online at WWW.TXIADA.ORG/special_membership

For any questions contact us at 512.244.6060 or info@txiada.org

Golf Cart Sponsored by Dallas County Automobile Dealers Assoc. (DCADA)

and

Fort Worth Independent Automobile Dealers Assoc. (FWIADA)

The best dealers in Texas, the best education anywhere.

JULY

29–31 2018

HILTON ANATOLE HOTEL DALL AS, TEXAS

T o Tp O 5 ARTe Ta Es No nD s Over 25 Hours of the Best Education in the Country

Networking with Over 300 Dealers

Our Largest Expo EVER

Jim Rhoads

O C TA N E G R O U P

Eugene O’Rourke P AY M E N T V I S I O N

Owen Moon

Paul Johnson

Shawn Foster

Andrew Street

D E A L E R A C C E L E R AT O R T E X T M A X X P R O

Michael York

MICHAEL YORK MASTERMIND C O N S U LT I N G , I N C .

Justin Osburn NIADA

Chuck Bonanno NIADA

V I S I O N A D V A N TA G E

DEALER OMG

Lisa Copeland

LISA COPELAND GLOBAL ENERPRISES

Erikka Tiffani AUDI OF M A R I E T TA

Joe Keadle

Michael W. Dunagan

AUTOMOTIVE FINANCE C O R P O R AT I O N

JAMESON & D U N A G A N , P. C .

Jay Rose

GLOBAL TRAINING SOLUTIONS

Huffman Lewis

Corrie Thompson TXDMV

Paul Webb I .T. S . , I N C .

OFFICE OF CONSUMER CREDIT COMMISSIONER

B R E A K O U T S E S S I O N S S P E A K E R S

Darek Hansen MANHEIM

K E Y N O T E

Brent Carmichael

N C M A S S O C I AT E S S P E A K E R

Delivering his powerful keynote presentation Show Your Ink: Unleashing the Power of Authenticity

The 2 Big Texas Regulators: TxDMV and OCCC

15 Legislators Attending and Counting Dr. Todd Dewe tt

r

Toll Tag Accountability: Fraudulent Toll Charges

ANNUAL CONFERENCE & EXPO HILTON ANATOLE HOTEL TRINIT Y BALLROOM I DALL AS, TX

104 Williams & Stazzone Insurance Agency, Inc.

106

110

112

Metro Auto Auction – Dallas

Big Valley Auto Auction

111

101

Calhou Firm

113

Auto One Acceptance

Fergus Capital LLC

Lounge

200

210

DealerS

212

Ally SmartA

V12Software

Specialty Sponsor

Education

201 Buckeye Dealership Consulting

205

300

304

207

211

Ituran U

Classic Cars

101

305

301 CareGard Warranty Services, Inc.

TUESDAY ENTRANCE

Specialty Sponsor

AFC

311

200

Loun

STARS GPS

V12Software

404

406 ADESA

AutoZone

Silver Sponsor

Fergus Capital LLC

307 IAA

400

Gold Sponsor

104 1 Williams & 310 Stazzone Insurance Agency, America's AutoInc. Auctio

Tax Refund Services Tax Max

SDA, INC.

Platinum Sponsor

213

Education

410

TradeRev

PaymentVision

AV Dealer

205

2

201 Buckeye Dealership Consulting 300

401

SDA, INC.

412

411

304

413

Tax Refund Serv

MicroBilt

Calld

Classic Cars 305

301 CareGard Warranty Services, Inc.

404

400

T e x a s

D e a l e r

4 ADESA

AutoZone

24

3 IAA

June 2018

MAP

of exhibit hall Panel Discussions

Classic Cars

Classic Cars

Buffet

Buffet 116

un Law PLLC

The Innovate Companies

Socket

AGORA Data, Inc.

117

118 Texas Lone Star Auto Auction – Lubbock

122

119

123

Vehicle Solutions Corp.

RouteOne

SpinCar

216

124

128 Odenza Marketing Group, Inc.

DealerCenter

125

129

San Antonio Auto Auction

130 Advantage GPS

by Procon Analytics

134 Strategic Dealer Services

131

135

Corpus Christi Auto Auction AutoManager Inc.

222

228

138

234 Spartan Financial Services

236

321

QuotePro Kiosk LLC

418

United Auction123, Acceptance, Inc. an ARI Company

323 REPAY

420 Lane Gorman Trubitt, LLC

AutoRevolution

422 Floorplan Xpress, LLC

423

415 American Risk Services

325 DRIVE Auto Auctions

424 AUL Corp.

425

Auto Master Westlake Systems, Inc. Financial Services

327 Woodlands Financial Services, Inc.

329

426

428

Randi Long Insurance

Passtime GPS

5miles LLC

PrimaLend Capital Partners

338 Counselor Library.com/ Hudson Cook, LLP

241 243 AutoNation Ignite Consu Auto Auction – Partners Houston 340

342

Lobel Financial

339

335

434

436

Mullen Insurance Agency Inc.

435 Alliance Auto Auctions

437

TrueCar

438

442

Cornwell Jackson

Podium

CARFAX

439

Alamo Financial Rice-Christ, Inc.

MONDAY ENTRANCE June 2018

T e x a s

D e a l e r

AutoZoom

343

Frazer Computing

ABCoA / Deal Pack

427 InterActive Financial Marketing Group

Lo

238

Stage

416

VIS Direct

drip

319

CP Insurance Associates

700Credit

139

on

317

142

CarMax Auctions

239

USA Inc.

140

Dealer Market Preferred Sterling Credit Exchange PR LLC Dealer Solutions Corporation

137 Neo

y Auction

136

25

JULY

29–31 2018

Dealer Roundtables

t 144 Drive N Style

151

ounge

ulting s

m

245

249 253 Car Care Promotions – My TEXAS LED LIGHTING CarCarePlan.com

TexCap Financial LLC

344

348

Tri State Dealer Services

Wholesale, Inc. NextGear Capital Direct

350

345

349 Alpha Warranty Services

444 Shilson Goldberg Cheung & Associates LLP

448

Walkaround Competition

352

353

AutoAction

r

X

Identifying Frame Damage

ACV Auctions

vAuto

Auto Reconditioning

351 Autotrader

450

TEI Insurance Agency, Inc.

Spotting Document Fraud 449

451

453

Mobile Auction

Mobile Auction

OUR

thank you

TO

CURRENT P L A T I N U M

G O L D

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

SPONSORS S I L V E R

S P E C I A L T Y

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

A N D

700 Credit

C O P P E R

Advantage GPS by Procon Analytics

Alpha Warranty Services Auto Master Systems, Inc. AVIS Dealer Direct Calldrip

American Risk Services

Auto One Acceptance Big Valley Auto Auction

Ignite Consulting Partners

Passtime GPS

San Antonio Auto Auction

Sterling Credit Corporation

Dealer OMG

SDA, INC.

Strategic Dealer Services

United Acceptance, INC.

CARFAX

vAuto

Wholesale Inc. Direct

Alamo Financial

DealerSocket

Podium

AUL Corp.

AutoTrader

AutoZoom

Calhoun Law Firm, PLLC

CarMax Auctions

Lobel Financial

PaymentVision

Texas Lone Star Auto Auction–Lubbock

AutoManager Inc.

Buckeye Dealership Consulting

Lane Gorman Trubitt, LLC

Odenza Marketing Group RouteOne

DealerCenter

AGORA Data, Inc.

Auction123, an ARI Company

AutoAction

Car Care Promotions–MyCarCarePlan.com

Dealer Market Exchange PR LLC

AFC

Corpus Christi Auto Auction Floorplan Xpress, LLC

MicroBilt

Neo

NextGear Capital

Preferred Dealer Solutions

Rice-Christ, Inc.

Shilson Goldberg Cheung & Associates LLP Tax Refund Services Tax Max

The Innovate Companies Vehicle Solutions Corp

IAA

SpinCar

TEI Insurance Agency, Inc.

Tri State Dealer Services

TrueCar

Westlake Financial Services

Williams & Stazzone Insurance Agency, Inc.

C O N TA C T PAT T Y H U B E R AT PAT T Y. H U B E R @ T X I A D A . O R G / 5 1 2 . 3 1 0 . 9 7 9 5 26

T e x a s

D e a l e r

June 2018

online

A

www.TiadaAnnualConference.com/register

REGISTER ON OR BEFORE JUNE 29TH AND

phone

ON

CO

ER

E REGIST C N E R

TI

NF

JUNE 29 DEADLINES FAST APPROACHING!

512.244.6060

fax or email scan

512.244.6218 / info@txiada.org

save $100

mail

9951 Anderson Mill Rd. Suite 101, Austin, TX

T

R E S E R VATI L E O NS

HO

SO DON’T DELAY!

ONLY

$180/ night AT THE HILTON ANATOLE

don’ t miss out!

June 2018

T e x a s

D e a l e r

Guests must reserve their room on or before June 29th to receive discounted rate.

Call 214.748.1200 to make your reservation today, or book online at www.tiadaannualconference.com/hilton-anatole/ 27

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

CONFERENCE OPTIONS

EARLY BIRD RATE through June 29th

Register by June 29th,

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

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

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

$495 $395 $295

$300 $400 non-members

Expo Hall Only Dealer Pass

$149

(includes Expo Hall Activities)

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

$895 $795 (except as noted)

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

$50

* one dinner ticket included

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

$100/each

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

Discounted guestrooms are available for $180/night plus $8 discounted resort fee for TIADA Conference attendees.

Please contact the hotel directly to book your room. Must be reserved on or before June 29th to receive discounted rate.

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

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

 FIRST TIME ATTENDEE

 Primarily BHPH Dealer

 Primarily Retail Dealer

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

 2nd REGISTRANT

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

 FIRST TIME ATTENDEE

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

 3rd REGISTRANT

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

 FIRST TIME ATTENDEE

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

Payment Information  Make check payable to TIADA.

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

Total Amount Due $ ____________

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

Credit Card Number _________________________________________________Exp. Date ____________

 AMEX

 Visa

 MC

 Discover

SVC _________

Name on Card _________________________________________ Authorized Signature __________________________________________ For additional dealer registrants, please call us at 512.244.6060.

For more information or to register online: www.TiadaAnnualConference.com TIADA | 9951 Anderson Mill Rd, Suite 101; Austin, TX 78750 | Phone 512.244.6060 | FAX 512.244.6218 | conference@txiada.org

2018 TIADA Auction Directory

* VIP discount valid for sell fees only

ABILENE

DALLAS/FORT WORTH METROPLEX

Alliance Auto Auction Abilene

ADESA Dallas

www.allianceautoauction.com 6657 US Highway 80 West, Abilene, TX 79605 325.698.4391, Fax 325-691-0263 General Manager: Brandon Denison Friday, 10:00 a.m.

C.M. Company Auctions, Inc.

www.cmauctions.com 2258 S. Treadaway, Abilene, TX 79602 325.677.3555, Fax 325.677.2209 General Manager: Gregory Chittum Thursday, 10:00 a.m.

AUSTIN ADESA Austin

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

Alliance Auto Auction Dallas

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

America’s AA Dallas

www.adesa.com 2108 Ferguson Ln., Austin, TX 78754 512.873.4000, Fax 512.873.4022 General Manager: Rich Levene Tuesday, 9:00 a.m.

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

America’s AA Austin / San Antonio

Insurance Auto Auctions Dallas*

www.americasautoauction.com 16611 S. IH-35, Buda, TX 78610 512.268.6600, Fax 512.295.6666 General Manager: John Swofford Tuesday, 1:30 p.m. / Thursday, 2:00 p.m.

Insurance Auto Auctions Austin* www.iaai.com 2191 Hwy 21 West, Dale, TX 78616 512.385.3126, Fax 512.385.1141 General Manager: Geoffrey Rabb Tuesday, 9:00 a.m.

Metro Auto Auction – Austin

www.metroautoauction.com 8605 Cullen Ln., Austin, TX 78748 512.282.7900, Fax 512.282.8165 General Manager: Brent Rhodes 3rd Saturday, monthly

CORPUS CHRISTI Corpus Christi Auto Auction

www.corpuschristiautoauction.com 2149 IH69 Access Road, Corpus Christi, TX 78380 361.767.4100, Fax 361.767.9840 General Manager: Hunter Dunn Friday, 9:30 a.m.

Insurance Auto Auctions Corpus Christi* www.iaai.com 4701 Agnes Street, Corpus Christi, TX 78405 361.881.9555, Fax 361.887.8880 General Manager: Adriana Serrano Wednesday, 9:00 a.m.

30

Get up to $200 off a buy or sell fee at these participating auctions using the NEW TIADA Auction App!

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

Insurance Auto Auctions DFW*

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

Manheim Dallas

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

Manheim Dallas Fort Worth

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

Metro Auto Auction – Dallas

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

Texas Lone Star Auto Auction www.tlsaa.com 2205 Country Club Drive Carrollton, TX 75006 214.483.3597, Fax 214.483.3814 General Manager: Jeff Dunning Tuesday, 1:00 p.m. / Thursday, 2:00 p.m.

EL PASO El Paso Independent Auto Auction www.epiaa.com 7930 Artcraft Rd, El Paso, TX 79932 915.587.6700, Fax 915.587.6700 General Manager: Luke Pidgeon 10:00 a.m. Standard Sale

Insurance Auto Auctions El Paso* www.iaai.com 14651 Gateway Blvd. W, El Paso, TX 79927 915.852.2489, Fax 915.852.2235 General Manager: Jorge Resendez Friday, 10:30 a.m.

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

HARLINGEN/MCALLEN Big Valley Auto Auction

NOW ACCEPTING

ONLINE COUPONS! www.bigvalleyaa.com 4315 N. Hutto Road, Donna, TX 78537 956.461.9000, Fax 956.461.9005 General Manager: Lisa Franz Thursday, 9:00 a.m.

Insurance Auto Auctions McAllen* www.iaai.com 900 N. Hutto Rd, Donna, TX 78537 956.464.8393, Fax 956.464.8510 General Manager: Ydalia Sandoval Tuesday, 9:00 a.m.

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

T e x a s

D e a l e r

June 2018

MIDLAND/ODESSA

Manheim Texas Hobby

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

Texas Direct Auto Auction

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

NEW

Houston Auto Auction

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

Insurance Auto Auctions Houston North*

Manheim Houston

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

Manheim South Houston

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

June 2018

T e x a s

D e a l e r

ADESA San Antonio

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

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

www.autonationautoauction.com ANAAHouston@AutoNation.com 608 W. Mitchell Road, Houston, TX 77037 855.905.2622, Fax 281.506.3866 General Manager: Mike Green Thursday, 6:00 p.m.

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

SAN ANTONIO

Alliance Auto Auction Longview

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

Insurance Auto Auctions Houston*

NEW

LONGVIEW

America’s AA North Houston

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

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

www.tdaa.com 2000 Cavalcade, Houston, TX 77009 281.550.7277 General Manager: Morgan Cavallo Tuesday 2:00 p.m.

America’s AA Houston

AutoNation Auto Auction – Houston

Insurance Auto Auctions Permian Basin*

Insurance Auto Auctions San Antonio*

Insurance Auto Auctions Longview* www.iaai.com 5577 Highway 80 East Longview, TX 75605 903.553.9248, Fax 903.553.0210 General Manager: Robert Dunning Thursday, 9:00 a.m.

Manheim San Antonio

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

LUBBOCK

San Antonio Auto Auction

Insurance Auto Auctions Lubbock*

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

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

Manheim West Texas

TYLER

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

Lone Star Auto Auction – Lubbock www.lsaalubbock.com 2706 E. Slaton Road Lubbock, TX 79404 806.745.6606 General Manager: Dale Martin Wednesday, 9:30 a.m.

LUFKIN Lufkin Dealers Auto Auction www.lufkindealers.com 2109 N. John Reditt Dr. Lufkin, TX 75904 936.632.4299, Fax 936.632.4218 General Manager: Wayne Cook Thursday, 6:00 p.m.

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

Greater Tyler Auto Auction

NEW

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

WACO Alliance Auto Auction Waco www.allianceautoauction.com 15735 I-35 Frontage Road Elm Mott, TX 76640 254.829.0123, Fax 254.829.1298 General Manager: James Baron Friday, 10:00 a.m.

ONLINE ACV Auctions

NEW

www.acvauctions.com 800.553.4070 ONLINE ONLY 31

feature

In Auto Technology, Choose Value Over Price

FeaturedPresenter

by Jim Rhoads Founder/CEO Octane Group

C

ar dealers (you know who you are) can be a funny bunch! Almost no one becomes a car dealer or top manager in the car business without learning the sales process. And what is

June 2018

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one of the key things that we learn in that training? The importance of building value! We know that value matters. There is a reason that the XLT package, for example, has a higher price! There is a reason one

should be willing to pay more for the hi-line model over the base vehicle! We know that. Yet, too many of us (yes, I have direct experience as a member of this funny bunch) opt for the low price when

33

choosing technology and other things for our business. Shame, shame!

For all we understand about “features and benefits”, we too often cut the sales reps short and jump right to price! Why? Our excuse is that we are too busy to sort it all out. Every rep claims to have the best product and we just don’t have time to research every one and get to the truth. So, we go for cheap and hammer on price: “Get me a better price than the other

guy offered me and I’ll consider it.”

Of course, all products are not of equal value or include the features that we really need — today and tomorrow.

In my world of buy-here, payhere or automotive self-financing, there are two types of products where I often see dealers being overly price-conscious: BHPH software and GPS devices. Both are critical components in any BHPH operation. I contend that value matters a great deal in both. As

.

for the Data Management System (DMS), too many dealers ask the wrong questions. It is difficult to anticipate all of the ways that the DMS can serve the business — inventory, sales, collections, accounting, security controls, etc. Today’s DMS systems are quite capable but they are NOT created equal. The integrations with 3rd parties can be vital — and very valuable! They can translate into efficiencies that are hard to measure but that often have a profound impact on a business and its ability to grow. Making a DMS decision based on price alone is rather short-sighted.

GPS technology is the worst!

Price, price, price! Why?! There seems to be a perception that they all do the same thing. I have personally purchased and used at least 4 different brands in BHPH. They are not the same! From quality of construction to antenna type to web management to customer data verification to network (locate) reliability — they run the gamut.

Most of these units are installed on very expensive collateral on wheels, yet we quibble over $10–15 per units because, doggonit, we want the best price! Crazy! I once converted a dealership to a new GPS provider. The installer immediately reported satisfaction with the much more robust housing. The complaints about 30-40% of failed locates went away. The ability to share a link (and not the entire system login) was a win!

The cell phone app which allowed the installer to scan the GPS unit bar code and subsequently scan the vehicle’s bar code, instantly pairing the two together in the system was a huge hit! Customer service was far better! Quality.

Value. Efficiency. Service and support. They matter! When it comes to GPS, choosing right is much more about comparing the total system — device, internal software and antenna, network, web (cont’d on pg. 36)

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June 2018

ONLINE DEALER AUCTIONS Every Other Monday at 10AM CDT

100+ CLEAN TITLE, FRONT LINE VEHICLES FREE THIRD-PARTY CONDITION REPORTS

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In Auto Technology, Choose Value Over Price (cont’d from pg. 34)

TIADA RETURNS TO NORTH TEXAS • MORE EDUCATION

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THE BEST DEALER CONFERENCE

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management, payment notification methods, and so on. It is important to let the rep finish the presentation. Doing so could have a positive impact on our business.

Now, I haven’t mentioned any names here. I am a consultant, not a sales rep. The providers don’t pay me to refer or endorse. I want my clients to always know that when I recommend a product, it is because my experience says it is a superior solution, not because it is company who offers me a better referral reward or because their CEO is my golfing buddy.

Do your business a favor — shift your mind to value when dealing with key suppliers. Think about it the next time you put on a dress shirt. Not all things are created equal. Why would we burden our business and our staff with inferior tools just to save a few dollars? We are all going to “get what we pay for.” Whenever possible, look past today and invest for tomorrow. For BHPH dealers, fatter bank deposits are likely to follow.

Jim Rhoads is a consultant and trainer in Buy Here Pay Here who has on-site experience in 25 states and counting. He will be presenting at the TIADA Annual Conference & Expo taking place from July 29–31 at the Hilton Anatole in Dallas, Texas.

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Smart. Simple. Fast. | Learn how Heather gets MORE at nextgearcapital.com *This testimonial was received via interview, audio and/or video submission. This testimonial is based on this dealer’s individual experiences, reflecting real life experiences of a NextGear Capital dealer. NextGear Capital does not claim they are typical results that dealers generally will achieve. This dealer’s experiences may not be indicative of future performance or success of any other dealers. Some of the testimonial has been shortened so the whole message is not displayed due to length and/or relevance.

Become a TIADA Member

2018

Business Name: ____________________________________________ Select one:

Dealer Member

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________ City: _________________________________________ State: _______

TIADA texas independent automobile dealers association

TIADA texas independent automobile dealers association

2018 TIADA Membership Dues: $499

Zip: __________________ County: _____________________________ E-mail address: _____________________________________________ Business Phone: _______________________ Fax: ________________________ Cell Phone: ___________________________________________

OR join our monthly payment plan of

$41.58 per month (Dues include NIADA membership and local chapter membership where applicable.)

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

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

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

www.txiada.org

512.244.6060

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

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June 2018

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When ordering online, login with your TIADA username and password to receive the discounted rate. All prices include shipping. Orders are shipped in 3-5 business days. texas independent automobile dealers association

Attorney Michael W. Dunagan is the author of the two must-have books for every Buy-Here, Pay-Here dealer in Texas. Mr. Dunagan has been General Counsel to TIADA for over 40 years.

His law firm specializes in the representation of independent Texas car dealers.

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TIADA texas independent automobile dealers association

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D e a l e r

June 2018

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e-Tag Supplies —

In Stock for Immediate Shipment!

MOTO

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____ Personal Friend

____ Professional Contact

I would like to attend political fundraisers in my area I would like to support my industry by pledging a one-time donation of ___$1,000

___$500

___$250

___$100

Other $________

I would like to support my industry by pledging a monthly credit card donation of

$______________

______________________________________________________________________________________

____ Personal Check Payable to INDEPAC

_____Credit Card

_____ Invoice Me

Name_______________________________________________________________________________ Company ___________________________________________________________________________ Home Address_______________________________________________________________________ Email ______________________________________________________________________________

** Personal Check or Personal Credit Card only. Corporate contributions are prohibited by state law.

Contributions are not tax deductible as charitable contributions for federal income tax purposes. ** Charge my Credit Card V MC D AM __________________________________________________ Exp: _____/_____ CVV: _____ Name on Card: ____________________________________________________________________________ Card Billing Address (if different):

______________________________________________________

______________________________________________________________________________________

Or donate online at www.txiada.org >> Resources >> Advocacy >> Political Action Committee ______________________________________________________________________________________ c/o TIADA 9951 Anderson Mill Rd Suite 101 Austin Texas 78750

PHONE

512.244.6060 FAX 512.244.6218 EMAIL accounting@txiada.org

behind the wheel Yeti Cooler or $10,000

by Jeff

Martin

TIADA EXECUTIVE DIRECTOR

I

estimate I spent over $1000 on fundraisers this school year. I am certain that our girls are friends with the most active group of children in the world and every one of them has some sort of fundraiser every year. I expect we bought $500 worth of candles, wrapping paper, cookies and cards with discount coupons to local eateries.

When the, “select an overpriced item” fundraisers is offered my wife usually does the selecting and the check writing.

We also get wrapped up in the silent auctions. A few years back my wife bid on a basket full of hair care products, combs and brushes. She had to leave the auction early and ask me to stay around to see if we won. We did!

Everyone had a good laugh as the man with no hair was the winner of the “hair care basket.”

TIADA has its own fundraiser, our Special Membership Drawing for a chance to win $10,000 sponsored by CP Insurance Associates.

June 2018

T e x a s

D e a l e r

45

But my favorite, by far, is the raffle. When I make my donation to the club or group I support, I get a very small ticket that I usually throw in the trash and I forget it about it almost immediately. It is my kind of fundraiser. This year I bought tickets that included a chance to win, among other things; a 4-wheeler, a trip to Destin, FL, half a hog (from the FFA), tickets to the NCAA Basketball Tournament, cash, a gun, a pair of boots, golf clubs, an autographed football, a truck, a quilt, a stay at a bed and breakfast and a Yeti cooler. Imagine my surprise when a young lady from the high school softball team called and said, “Mr. Martin, you won our raffle, can I bring your cooler over today?”

Ok, it wasn’t a truck, but I will take it.

TIADA has its own fundraiser, our Special Membership Drawing for a chance to win $10,000 sponsored by CP Insurance Associates. You will find one Special Membership Ticket in this magazine, so fill it out and send to 9951 Anderson Mill Road, Suite

46

101, Austin, TX 78750 along with your payment for a chance to win. If you would like a chance to win a really cool golf cart too, buy three special membership tickets (see page 21 for details). You can purchase more tickets online at www.txiada.org/special-membership.

At the end of the day your contribution will support the association and our ongoing challenge to protect the independent automobile industry. The drawing will be held during the awards ceremony at the TIADA Annual Conference & Expo in Dallas, Texas on July 31st. Every member has an opportunity to participate and you do not have to be present to win.

T e x a s

D e a l e r

June 2018

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*Substantial Discounts for TIADA Members

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

PRSRT STD

U.S. POSTAGE

PA I D

JEFFERSON CITY, MO

PERMIT NO. 210

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