Also in this issue:
– Michael W. Dunagan: Is There a Mandatory Grace Period?
– Improving Employee Engagement and Accountability
– Menu Selling: The Ultimate F&I Solution for Dealerships
– Mitigating Preventable Risks: Why Dealerships Should Take Customer Complaints and Digital Risks Seriously
BUY - Source vehicles nationwide confidently with trust and transparency
SELL - Access dealers nationwide who are looking for exactly what you’re selling
VALUE - Get the most up-to-date wholesale pricing in the market
DON’T MISS OUT ON INVENTORY WITH ACV
TIADA Board of Directors
PRESIDENT
Ryan Winkelmann/BJ’s Autohaus
5005 Telephone Road Houston, TX 77087
PRESIDENT ELECT
Eddie Hale/Neighborhood Autos
PO Box 1719
Decatur TX 76234
CHAIRMAN OF THE BOARD
Mark Jones/MCMC Corporate
264 Exchange Burleson, TX 76028
SECRETARY
Vicki Davis/A-OK Auto Sales
23980 FM 1314 Porter, TX 77365
TREASURER
Greg Phea/Austin Rising Fast 8024 IH 35 North Austin TX 78753
VICE PRESIDENT, WEST TEXAS (REGION 1)
Brad Kalivoda/Fiesta Motors
2599 74th Street
Lubbock, TX 79423
VICE PRESIDENT, FORT WORTH (REGION 2)
Greg Reine/Auto Liquidators
39670 LBJ Freeway Dallas TX 75237
VICE PRESIDENT, DALLAS (REGION 3)
Chad Lancaster/Chacon Autos
11800 E. Northwest Hwy Dallas TX 75218
VICE PRESIDENT, HOUSTON (REGION 4)
Russell Moore/Top Notch Used Cars
900 East Davis Conroe, TX 77301
VICE PRESIDENT, CENTRAL TEXAS (REGION 5)
Robert Blankenship/Texas Auto Center
6809 Suite B S IH35 Austin, TX 78744
VICE PRESIDENT, SOUTH TEXAS (REGION 6)
Armando Villarreal/McAllen Auto Sales, LLC
4215 S. 23rd St McAllen, TX 78503
VICE PRESIDENT AT LARGE
Lowell Rogers/11th Street Motors
1355 N 11th St, Beaumont, TX 77702
VICE PRESIDENT AT LARGE
Cesar Stark/S&S Motors 7699 Alameda Ave. El Paso, TX 77915
Our dealerships have any number of concerns to contend with on a day-to-day basis without having to constantly worry about various outside pressures. To ensure the continued growth and success of the independent automobile industry, it is important to have effective and responsive dealer associations at both the national and state levels. NIADA and TIADA have different membership responsibilities, but they work together to ensure that the industry and our dealerships remain strong and competitive. We have incredible dealers in Texas, and many who participate in TIADA. I want to take this opportunity to encourage you all to take the state association mindset and apply it on a national level.
On the national level, dealer associations have a much larger portfolio of dealerships to represent. They engage in conversations with Washington to keep the industry in a position of having a voice in the legislative and regulatory processes. At the same time, state associations have the same responsibility at the state level, and they are independent of each other. It is important to recognize that all federal and state codes intermesh together or supersede one another, so it’s essential that communication recognizes the roles of each.
by Eddie Hale Neighborhood Autos (Decatur) TIADA PRESIDENT ELECT
One of the most critical roles of national and state dealer associations is coordinating the education of members as a group. Both national and state associations offer a variety of education programs to their members to help them stay current with the latest trends and regulations. Additionally, the associations work to bring the relationship-driven needs of the states into the fold willingly. In this way, states will migrate into being more involved, and we hope Texas is one of those.
Joining the Texas Independent Automobile Dealers Association (TIADA) also means joining the National Independent Automobile Dealers Association (NIADA). Dues go to both levels of the association, and both are relied upon for national and state representation, education, and clarification of rules. State agencies like the Office of Consumer Credit Commissioner (OCCC) and Texas Department of Motor Vehicles (TxDMV) and national agencies like the Consumer Financial Protection Bureau (CFPB) and Federal Trade Commission (FTC) work closely with the boards, subcommittees, and leadership at all levels.
As dealers, we can give our support to both TIADA and NIADA with our knowledge, time, and assets to shape our industry. Attending education sessions and
... by contributing to both INDEPAC and NIADA-PAC, you can help to fund the activities that allow both associations to participate in the legislative process on your behalf.
conferences throughout the year is a beneficial way to keep your dealership up-to-date on our best business practices. And, by contributing to both INDEPAC and NIADA-PAC, you can help to fund the activities that allow both associations to participate in the legislative process on your behalf. The only way we can be heard is if we’re involved, and we have great dealers across the state of Texas and across the other states in the country. We have informed dealers who participate in the process, and we have to encourage even more dealers to network and be involved in our associations. If you don’t know how to get involved, reach out to the associations. I can assure you that both NIADA and TIADA are eager to help promote and support our industry. By working together, we can ensure that the automotive industry remains strong and competitive for years to come.
“Write
ThisisthepromptIgaveto ChatGPT,anartificialintelligencetechnology thatwascreatedtogeneratehuman-likeresponsestoawiderangeofprompts andquestions.You’veprobablyheardofChatGPTbynow,butIthoughtitwasworth demonstratingwhatChatGPTcanproduceforthekindsofcontentyoumightwantto publishonyourdealership’swebsite.Onthenextpageisanun-editedarticlewritten entirelybyChatGPT.Itmightbeworthwhiletoexplorethetechnologyforyourown dealership,butyoubethejudge.
As an automobile dealer, I have seen many cars come and go, and one thing that always stands out is the importance of resale value. A car’s resale value refers to the amount of money you can expect to get when you sell or trade-in your car. It’s an important factor to consider when selecting a car, as it can save you money in the long run.
In this article, we will explore in detail how to find and maintain the perfect car in terms of resale value.
When shopping for a car, it’s important to consider resale value from the start. Certain car models are known for holding their value better than others. It’s a good idea to research the car models that are known for having high resale values before you start car shopping. This will help you narrow down your options and make a more informed decision.
To get an idea of how much a car model is worth, you should research its past resale values. You can use online tools to find out how much a car model is worth based on its age, mileage, and condition. This will help you determine whether the car you’re interested in is a good investment or not.
Consider the brand when choosing a car. Certain car brands are known for having high resale values. For example, Toyota and Honda are two car brands that are known for having high resale values. Luxury brands like BMW and Mercedes-Benz also tend to hold their value well.
Long-term maintenance costs are another important factor to consider when selecting a car. Some car models
may have lower resale values due to high maintenance costs. When selecting a car, consider the long-term maintenance costs to ensure that you’re making a smart investment.
Once you’ve found a car with a high resale value, it’s important to maintain it properly to ensure that it holds its value over time. Here are some tips for maintaining your car’s resale value:
• Follow the maintenance schedule recommended by the manufacturer. Regular maintenance can prevent costly repairs down the road and help your car hold its value.
• Keeping your car clean and wellmaintained can help it hold its value. Regular car washes, waxing, and detailing can help keep your car looking like new. A well-maintained car is more likely to fetch a higher price than a poorly maintained one.
• Accidents can significantly decrease a car’s resale value. Be a cautious driver and follow traffic laws to avoid accidents. If your car has
been in an accident, make sure it’s repaired by a reputable auto body shop to maintain its value.
• Keeping a record of all maintenance and repairs that have been done on your car can help you prove that your car has been well-maintained. This can increase its resale value.
Be careful when considering aftermarket upgrades. While aftermarket upgrades can make your car more appealing, they can also decrease its resale value. When considering aftermarket upgrades, think about how they may impact the car’s value in the long run.
Regular servicing can go a long way in maintaining your car’s resale value. Servicing the car at regular intervals helps to keep the engine in good condition and ensures the smooth functioning of the car. Regular servicing also ensures that the car’s parts are in good working condition, which adds to the car’s resale value.
It’s also important to take care of the car’s exterior and interior. Keep the
car clean both inside and out, and avoid eating or drinking inside the car. Regularly vacuuming the car’s interiors can help remove dirt and debris that can cause wear and tear.
Regularly changing the oil and air filters can help maintain the car’s engine and performance. Neglecting these can cause problems down the line and decrease the car’s value.
Checking the tires’ pressure and tread depth regularly can also help maintain the resale value of your car. Worn out or underinflated tires can lead to poor performance and decreased fuel efficiency, which can negatively impact the car’s value.
It’s important to note that maintaining a car’s resale value is not just about the mechanical aspects of the car. The overall appearance of the car is equally important. A car with a clean interior and exterior is more likely to attract buyers and fetch a higher price.
Regular maintenance and upkeep of the car’s appearance will ensure that it continues to look good and retain its value. You can also consider protective measures like applying a clear coat or ceramic coating to the car’s exterior to protect it from scratches and damage.
Another important factor to consider is the timing of when you decide to sell or trade-in your car. The market value of a car can fluctuate depending on factors like the economy, gas prices, and demand for certain car models. Keeping an eye on these factors can help you determine when the best time is to sell your car.
It’s also important to consider the resale value when making decisions about how to finance your car. A car loan that allows you to pay off the car’s value over a longer period of time may be attractive in the short term, but it can negatively impact the car’s resale value over time. This is because the car’s value will likely depreciate faster than you are paying it off.
In summary, finding and maintaining the perfect car in terms of resale value requires careful consideration and regular upkeep. Start by researching car models that are known for holding their value well, and factor in longterm maintenance costs when selecting a car. Once you’ve found a car with a high resale value, make sure to follow the manufacturer’s recommended maintenance schedule, keep the car clean and well-maintained, and avoid accidents that can negatively impact the car’s value. Regular servicing, changing oil and air filters, checking tire pressure, and tread depth can help maintain the car’s performance and value. Finally, be mindful of the timing of when you decide to sell or trade-in your car, and consider the impact of financing options on the car’s resale value.
By following these tips, you can ensure that your car holds its value over time and maximizes your investment.
There will be a breakout session on ChatGPT at the TIADA Conference and Expo on Tuesday, July 25, 2023. To register for this year’s conference visit www.tiadaannualconference.com
As an independent dealer, you want to steadily grow your business. To do that, you need to be the dealership that customers choose to come to first. The problem is, using the same type of cookiecutter strategy as every other dealership isn’t helping you stand out. Inventory carousel ads, which are ads that show images of your inventory and vehicle prices in a slideshow, may seem like a great solution but there’s a few glaring problems with a particular strategy.
Inventory carousel ads, commonly known as Automotive Inventory Ads, have become increasingly popular among dealership digital advertisers. In fact, Facebook/Meta has reported that a whopping 89% of the digital ad budget of dealerships goes towards these automated and stale inventory ads. While these ads may seem to be a time and cost-effective way to showcase inventory, you’re going to be competing with every dealer in the market, especially franchise stores.
Another issue is the quality of your targeting. The platforms on which these ads run, such as Facebook, optimize the ads to reach people who click on ads frequently, which could mean that the people you want to target with your ads may not actually be interested in buying your car. Additionally, as a dealership, many platforms limit the targeting to everyone over 18 within a minimum of a 15 mile radius of your store. That’s going to be expensive to make a dent.
Advertisements that merely showcase your inventory and prices tend to convey that your dealership’s only value is its selection and pricing. Unless you’re confident that you continually have unique inventory and great prices, these type of advertising will quickly begin to backfire.
To tackle this problem, it’s crucial to collaborate with your marketing team and advertisers to construct a
simple but distinctive strategy that caters to your dealership’s needs, and sets you apart from your competitors.
One such effective strategy to consider is using video ads to introduce your dealership to people who may not have heard of you before. Research shows that in-stream video ads have a completion rate of almost 70%. What’s more, video ads can be shown in social media newsfeeds, stories, and other digital forums where your customers are likely to spend most of their time.
With the availability of data from service providers like TransUnion, you can target a specific audience for your dealership using unique customer data. For instance, if you excel at qualifying customers with less than perfect credit, you could target this specific audience through data analysis and show them a video ad highlighting how your dealership can get customers with low credit scores qualified, with an affordable down payment and reasonable monthly payments.
By using these tailored and unique strategies, you can set your dealership apart from the abundance of automated, mass-generated inventory ads while still reaching the right people with your message.
After watching your video a couple of times, potential customers will know about your dealership and be interested in learning more. This is where your paid ads can start to work their magic. Your ads can mirror Facebook Marketplace, making it easy for customers to tap to call, fill out a credit application, or visit your website.
Once a potential customer is on your website, your advertising pixel(s) will identify them so you can retarget them with your comprehensive paid ad strategy. This means you can target people who started
filling out a lead form or credit application but didn’t complete it.
Assuming everything goes as planned and a customer eventually ends up buying a car from your dealership, you can take advantage of the opportunity to target them with ads for up to 180 days after the purchase is made. These ads, rather than trying to sell them another vehicle, can serve as a simple yet effective way of saying “thank you” by expressing your appreciation for their business while also requesting referrals from their network or anyone they know who might be interested in purchasing a car. By doing this, you can effortlessly expand your reach and attract new potential customers who were referred by someone they know and trust, all while nurturing the relationship with your existing customers.
By implementing targeted strategies, such as the one mentioned above, you can effectively increase new sales conversions in comparison to a more traditional approach of just saturating a particular area with inventory. The strategic approach permits you to be more precise with the message you want to convey while catering to the correct audience. This, in turn, optimizes the utilization of your advertising dollars, and ultimately promotes business growth.
To wrap up, while inventory carousel ads may seem like a viable option, they can eventually turn out to be a futile investment. An ideal approach would be to collaborate with your advertiser and create a distinctive strategy that hones in on the right audience and emphasizes your dealership’s strengths, guaranteeing that your ads are impactful and exceptional in comparison to your competitors.
Andrew will be a featured speaker at the TIADA Conference on Tuesday, July 25, 2023. To register for this year’s conference, visit www.tiadaannualconference.comAn ideal approach would be to collaborate with your advertiser and create a distinctive strategy that hones in on the right audience and emphasizes your dealership’s strengths, guaranteeing that your ads are impactful and exceptional in comparison to your competitors.
Dealer Question: I am a buy-here-pay-here dealer and I’ve heard different opinions on whether there is a period of time I must wait after a debtor misses a payment before I can repossess. Is there a mandatory grace period in Texas? Also I’ve heard conflicting information on whether a repossession notice must be sent prior to repossession
Answer: The Uniform Commercial Code (which has been adopted by Texas as the Texas Business and Commerce Code) has been enacted by all 50 states but the states are free to make changes and some have deviated from the standard model. The standard version of the U.C.C. authorizes a secured creditor to repossess collateral upon the default of the debtor. The U.C.C. does not define default, but most finance contracts provide, and courts have consistently held, that the failure to make a payment when due under an installment contract and security agreement is default (there are other types of default, but our discussion here is limited to missed payments). Also, there is no requirement in the standard version of the U.C.C. that notice be sent prior to repossession, and the Texas version is consistent with the standard on this issue.
The Texas Finance Code, which provides for the licensing of motor vehicle dealers who finance sales or initiate dealer paper, and which contains substantive regulation of the vehicle financing process, is also clear that there is no legally mandated grace period or pre-repossession notice requirement in Texas.
Some states, either by adopting non-uniform provisions of the U.C.C., or through their installment sales acts, have imposed mandatory grace periods. These provisions usually consist of requirements that debtors be a certain number of days past due before a secured creditor can act upon the default. Another type of grace period requires the creditor to wait a given period of time after notice of default has been sent to the debtor.
Some states have also adopted requirements that creditors notify debtors in writing a specified number of days before the repossession takes place.
by Michael W. Dunagan TIADA COUNSEL
Texas, on the other hand, has adopted the standard version of the U.C.C. which has no waiting period after default. Additionally, the Texas Finance Code does not impose any type of grace period and does not require notice of default before repossession.
Common sense and the U.C.C. requirement of goodfaith dealing would dictate that, even though no mandatory grace period exists, some reasonable period of time should be allowed to take into consideration the possibility for delays in the mail or actual emergency situations.
One source of the rumors of a mandatory grace period in Texas has been confusion over the section of the Texas Finance Code that authorizes the charging of a late-payment penalty. The Code says that a retail installment contract may provide that if an installment remains unpaid after the 15th day after the installment is due, the creditor can assess a delinquency charge that does not
Common sense and the U.C.C. requirement of good-faith dealing would dictate that, even though no mandatory grace period exists, some reasonable period of time should be allowed to take into consideration the possibility for delays in the mail or actual emergency situations.
exceed five percent of the amount of the installment. Thus, there is a mandatory grace period before a delinquency charge can be assessed. Most form installment contracts in Texas have prominently disclosed on the face of the contract the following language:
Late Charge: If you do not receive my entire payment within 15 days after it is due, I will pay a late charge of ____ percent of the scheduled payment.
is
TIADA General Counsel, author of Dealer Financing of Used Car Sales and Texas Automobile Repossession: A Lien Holder’s Legal Guide
In this two-part video course TIADA counsel Michael Dunagan answers repossession related questions for both the dealer starting out and those dealers who want a refresher. Dunagan goes through the basics of selfhelp repossession, repossession when a client has filed bankruptcy, and using the courts to regain collateral through sequestration. The course also covers all the repossession letters and includes a downloadable deck of slides to follow along with the course.
• Preliminary Considerations Before Repossession
• When is a Customer Considered in Default
• Avoiding Liability from Repossession
• Types of Disposition
• Required Notices to the Debtors
• Handling Personal Property
• Using the Courts to Get Your Car Back Registration
$98 for two 1-hour videos
Visit www.txiada.org/on-demand
Some car buyers, consumer attorneys, and even judges have mistakenly interpreted the late-charge grace period to be a default or repossession grace period. This provision was clearly never intended to apply to default and repossession, yet the confusion continues. In a recent small-claims case filed against a dealer, the justice-of-the-peace ruled incorrectly that the time period for assessing a late payment penalty amounted to a grace period for repossession. Some debtors claim they were lulled into thinking they had a default grace period, and we’ve seen a number of letters from debtor attorneys threatening suit over a creditor’s repossession during the alleged “grace period.” In response to this confusion, language was
...the prudent car creditor will wait a reasonable time after default before exercising postdefault remedies, and will consider whether to use a cure letter where late and/or partial payments have been accepted in the past, before repossessing.
inserted into the Burrell Printing Company motor vehicle retail installment contracts which makes it clear that the 15-day time period before a late payment penalty can be assessed is not a “grace period” for over-all performance under the contract.
Another possible area of confusion surrounding grace periods has arisen because of some court rulings regarding prior acceptance by a creditor of late payments. This line of cases has held that a creditor may waive its right to strict compliance with the installment agreement if it regularly accepts late payments. The reasoning of these courts is that a creditor has lulled a debtor into thinking that it’s O.K. to make late payments, and it would be unfair for the creditor to suddenly change course and repossess without some type of written notice that late payments won’t be tolerated. Most Texas retail installment contracts specifically provide that acceptance of late or partial payment does not waive the creditor’s right to demand timely compliance.
A safe procedure for creditors, however, is to send a notice, prior to repossession, to a debtor who has regularly been late on payments advising that late or partial payments will no longer be accepted and that the account must be brought current before a certain date.
While a written notice that late or partial payments
won’t be accepted in the future (also known as a cure letter) is not required by law, such a notice eliminates any claim that the creditor acted unfairly or suddenly changed the rules without notice.
There is no mandatory grace period in Texas between the time default occurs and repossession is authorized. And no advance notice of repossession is required.
However, the prudent car creditor will still wait a reasonable time after default before exercising post-default remedies, and will consider whether to use a cure letter where late and/or partial payments have been accepted in the past, before repossessing.
Editor’s Note: This article has been adapted from Texas Automobile Repossession: A Lien Holder’s Legal Guide, a book which is available on txiada.org/legal.
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.
Featured Speaker
Tom Kline Lead Consultant & Founder Better Vantage Point, LLC
If you are a dealer, when you get up and place your feet on the floor in the morning, you put your assets on the line in expectation of getting a return or profit. It’s called “risk.”
How you craft and hone your business practices and how you transact business every day is what makes you different. Let’s talk about your daily risks because they are certainly “present,” even if you don’t think about them or see them. Risk is the degree of hazard you are willing to tolerate. How you handle risk determines your potential exposure to losses.
There are three (3) kinds of risk:
These are risks which are controllable and should be able to be avoided or eliminated completely.
These arise from events outside your dealership and beyond your control.
“It won’t happen to me,” isn’t a business plan any more than if you are using “hope” to accomplish a goal. The “wait and see” approach is also reactive and lacks organizational structure.
This is where your entrepreneurial spirit comes into play. A strategic risk is a venture which you embrace, in anticipation of a profit, with your taking on certain duties or responsibilities in order to accomplish your business plan. Said differently, this is a risk for you to earn profits and/or market share.
You can control two of the three risk categories. For this article, let’s consider preventable risk where you can prevent problems at the store.
What I see in my consulting business is that dealerships could do a much better job handling customer complaints and disgruntled employees. How would you rate the risks of upset customers and unhappy employees?
Most dealers consider these as “minor” risks.
My experience is different. To me, they can be “severe” or even “catastrophic” and should be treated as such. Let me explain.
I’ve seen class action lawsuits against a dealership start with two women chatting in church. Unsatisfied
and unhappy customers go to regulators who end up finding problems and setting fines. Recently, these penalties range from $800,000 up to $27 million, including forced store closings.
Unhappy customers can easily get online and file a compliant with either TxDMV or the OCCC.
“It won’t happen to me,” isn’t a business plan any more than if you are using “hope” to accomplish a goal. The “wait and see” approach is also reactive and lacks organizational structure.
Being proactive is the key. Consider installing more controls and monitoring mechanisms based on how you feel each identified risk corresponds to the 1-5 scale listed above. Triage the risks according to the most severe first. Assessing and controlling risk is a continuous process.
Outside of customer and employee problems, dealerships experience large risks in these two (2) preventable areas, which we will use for illustration purposes:
Most dealers have mistakes on their websites. When was the last time you mystery shopped your own website for advertising violations? Do you have a way to accomplish this?
When customers feel “jerked around” by your advertising, they get upset. When they get upset, they go to lawyers and regulators. When lawyers and regulators get involved, they will inspect your business practices, including your website, which is absolutely low hanging fruit for them.
Here are two (2) of the biggest mistakes:
1In Texas, the OCCC has been very clear about documentation fees and other fees on retail contacts. Here in Texas, dealers are allowed to charge up to $150 per transaction or less and a seller is not required to provide a notification or cost analysis to the OCCC before charging a documentary fee of $150 or less. However, before charging a documentary fee greater than $150, a seller must provide both a notification and a cost analysis to the OCCC for approval.
2Do you have an asterisk (or equivalent) to tie your “sales price” to your disclaimer? If not, how is a consumer supposed to know that taxes, tags, licensing fees are in addition to the sales price? Without the notation, federal advertising laws would dictate those fees are considered included in your sales price.
While these two mistakes may appear nitpicky, they create potential class action exposure for your dealership and further regulatory concerns.
1How tight are your infrastructure and your IT policies? There’s a dealer in northern Virginia facing a class action lawsuit right now over a large data breach.
2The new Gramm Leach Bliley Act (GLBA) rules and regulations are onerous and require concerted effort to be in compliance. Have you started your work here? The January 10, 2022
deadline has past and the June 9, 2023 is coming up fast.
As examples of preventable risk, a lack of forethought here makes your dealership vulnerable.
These types of uncertainties can manifest themselves into real problems and potentially destabilize your dealership. Consider a risk mitigation plan which covers these issues (and more) to ensure the continuity of your business and smooth daily operations. Risk mitigation is a part of a robust governance, risk, and compliance (GRC) program. Done well, this should contribute to the growth, profitability, and sustainability of the dealership.
Thanks for seeing things from a Better Vantage Point.
Tom will be a featured speaker at the TIADA Conference on Monday, July 24, and Tuesday, July 25, 2023. To register for this year’s conference, visit www.tiadaannualconference.com.
The TIADA Website: www.txiada.org
Members can log in with their username/password and access our Dealer Member Directory, Legislative Action Center, Compliance Consultation Service and much more. Register for all upcoming TIADA events online through the Calendar of Events, access our online membership application, find contact information for all our Local Chapters, and access many additional resources through our Knowledge Base.
License Renewal Certificate
TexasDealerEducation.com
Texas Department of Motor Vehicles
888.368.4689
www.txdmv.gov
Office of Consumer Credit Commissioner
800.538.1579
occc.texas.gov
Texas Comptroller
800.252.1382
comptroller.texas.gov
NIADA
800.682.3837
www.niada.com
REPOSSESSIONS
American Recovery Association
972.755.4755
www.repo.org
or contact TIADA state office
FORMS
Burrell Printing
512.990.1188
www.burrellprinting.com
JULY 23-25, 2023
SAN ANTONIO, TX
Russell Moore
Top Notch Used Cars (Conroe, TX)
Thinking about growing your business? Then attend this session where Russel will discuss methods for successfully managing expectations on two different models for growth and will share best practices to maximize your leverage points.
Classic Chevrolet (Grapevine, TX)
Redemptionists, Sovereign Citizens, and Real Persons, Oh My!
Car dealers are not immune to conspiracy theories but Bently will teach you how to spot and prevent these scams before they happen at your store.
Robert Beck and Nelsen Simonsen
Stop N’ Drive Motors (San Antonio, TX)
In this interview style session, Robert and Nelsen will share their secrets of almost 30 years for thriving in a business partnership.
SPECIAL FINANCE & RETAIL
BOB PARNAS and MIKE DUNAGAN
The Pros, Cons, IRS
“Gotchas”, and Basic Mistakes of a Related Finance Company
BEN
GOODMAN DEALER PANEL DISCUSSION
Reducing Recon Costs Through Improved Shop Efficiency and Process
As a former sales & marketing executive, farm boy, and cancer survivor, Jeff Bloomfield will use his inspiring style and compelling life story to teach your audience how to communicate with more purpose, power and impact.
What if your audience understood the science behind trust? What if they could better understand the biology of change resistance and then tap into their authentic communication super power to be a more influential communicator in any setting, be it personal or professional? Jeff will teach your audience the latest research in the science behind decision making in a fun and interactive way that will allow them to drive compelling and provocative information into the parts of the brain that allows others to choose to change.
After being the first person in his bluecollar family to graduate from college, Jeff spent his corporate career in Biotechnology where he led several product launches for genetic cancer therapies. One of those therapies was for brain cancer. It was here that Jeff discovered the power of neuroscience and the fact that no one he knew in corporate America really understood how the brain worked, otherwise they wouldn’t do sales and marketing and coaching the way it was currently being done.
From there Jeff set out with a new mission, to teach others what he learned about the brain and how they can apply that information as professional communicators, particularly in leadership, sales, and marketing.
Jeff now spends the majority of his time speaking to organizations and conferences on the secrets of the buying brain and how to build and deliver compelling messaging that creates instant trust, clear contrast and an urgency to change.
Jeff’s most recent book, NeuroSelling® vaulted to best seller status in the first week it was released. Regardless of whether you are in leadership, sales or marketing, Jeff’s message will not only resonate, but leave you with an entirely new set of tools in your communication toolbox.
Thanks to being in 20 Groups for the last nine years, I have been fortunate to tour 12 other dealerships, selling between 30-400 units a month. One common issue that many of these dealers and dealerships face is high employee turnover rates. It is challenging to find and retain qualified and competent staff members, particularly in today’s competitive job market.
However, some dealerships have found a way to address this issue by developing a clear philosophy and ensuring that all staff members share that philosophy. When everyone in an organization understands and participates in its mission, vision, and values, it allows for a much more seamless operation, and dealerships can effectively hold people accountable.
The employee engagement is really what we want to aim for.
Here is a story I like to keep in mind when implementing a new process at the dealership.
When a town or city introduces a recycling program, oftentimes, the city will issue recycle bins to its
residents well before the recycling facility is built. This means that the recycled materials continue to go to the landfill. This is not necessarily all bad. The idea is to get the residents to begin the habit of recycling and once the facility is built, there will already be a good flow of material to bring to the facility. The residents are not always made aware that their recycling is being dumped in a landfill.
This is not too different from our dealership. Sometimes, when you know you need to change a process or begin something new, you can get something started, even though it’s not exactly what you imagined. You may want to start a daily huddle, but you have no dashboard or meeting metrics to share with your team. You may not know what metrics are important to share. Maybe it’s an inventory inspection time each week or a sales meeting each day.
If we can learn anything from our recycling facility story, JUST START getting in the habit. You can build the process better in the future.
Let’s look at a way you could begin a meeting schedule and have a structure for these meetings.
First, we want what we are going to call a “meeting cadence.” This cadence involves a 30-minute meeting in each department each week (usually in the morning, starting at 8:30 am). The meeting begins with a quick share of positive personal stories, followed by a segue where one person in the meeting shares a quote, video, or article about teamwork or improvement, or attitude. Next, each member of the meeting enters 5-8 data points into a scorecard that everyone can see, either on paper or on a screen. Next, we want to celebrate business wins or recognize a fellow staff member. Last, we take time to address key issues and action items.
Let’s pull this apart and discuss each piece.
I feel there is no better way of getting everyone in the meeting to engage than to open the meeting with a positive story or summary of the employee’s last week in review. These should be positive and be around 30 seconds with this share. Don’t allow these to be too drawn out.
Assign the segue to a different team member each week. These are fun and also help to take the meeting
from personal shared stories to aligning the thoughts of the meeting on business. This is sometimes a quote from someone, a YouTube video or a passage from a book. We have had people bring food, toys, candy and calendars. These tokens are all with the aim of directing the team members to think about business and getting focused.
Don’t overthink this one. The scorecard can literally be a spreadsheet or piece of paper where you ask your team to bring in 3-7 numbers that directly relate to their productivity for the previous six workdays. Record these in public and let everyone in the meeting see the numbers. These can be filled in before the meeting or during the meeting, out loud in front of the team. This activity brings transparency to the meeting and the organization. Each person is accountable for their numbers and these numbers are normally correct. People typically will not fudge these numbers because their coworkers will call them out. This is the activity that also helps to weed out people who want to hide and not be accountable.
A couple of examples of weekly numbers you could request:
Sales – How many ups? How many appointments showed? How many sales? How many credit applications?
Mechanic – How many hours turned vs how many hours worked? How many units touched? How many inspections? How many lot issues repaired?
The Car Wash Person – How many units detailed? How many refreshed units? How many errands? How many days worked this week?
The Collector – How many dollars collected? How many accounts are past due? How many accounts in queue? How many insurance claims outstanding?
In this portion of the meeting we specifically ask each person to acknowledge a coworker for something positive they did this past week.
Action Items: We want to know what you are working on this week. We record that in the spreadsheet, and we revisit it the following week. We list the resources needed for the task and the people that are needed to complete the task. Put a date on these items to be completed by.
This could be as simple as “Clean the gutters on the shop by next week.” Resources needed: ladder, bucket, gloves, spotter to help. To be completed by Friday, April 7th. Or “Get the 90-day old 2012 Nissan Pathfinder in the shop and diagnose the no start issue.” Resources needed: two people to push, voltage meter, schematic, helper to trace wires, flashlight. To be completed by Thursday, April 6th, or “Make 5 appointments for Saturday and confirm on Friday.” Resources needed: phone, Facebook, CRM, text 5 previous customers for a potential referral”
This one is something that we feel is so valuable and so simple. The manager of the meeting asks, “What is broken?” to the team in the meeting. It’s amazing how
we can have broken items under our nose every day that makes the workplace unsafe, uncomfortable, or a liability. We want the car wash person to tell us the air compressor is making funny noises, the hose is leaking water all day, or the vacuum is shorting out the breaker.
We want to hear that the printer is only working sometimes in the payment office. That the sales computer is crashing several times throughout the workday. This is a time we make notes and assign duties to team members to fix the issues or find a solution.
Finally, in the conclusion of the meetings, we treat it like a sports practice. We have everyone stand up at the end of the meeting, rub their hands together, and engage in a closing chant. We have chosen a phrase to say amongst our organization that we want everyone to Be A Solution, not add to the problems or frustrations. At the end of our meetings, the manager who is in charge of running the meeting will loudly say, “At March Motors,” and the team members in the room will clap their hands once and say back in unison, “Be A Solution.” We find this is a great way to break the meeting and direct the focus on our individual responsibilities.
The meeting is designed to help “keep score” and engage employees in a positive, uplifting, and educational atmosphere once a week. This approach allows employees to feel valued, engaged, and informed about the dealership’s progress and goals. As a result, employees are more likely to remain committed to the dealership and work towards achieving its goals. We do not want this to be a time for the owner or manager to soapbox for thirty minutes and then disperse to allow everyone to go back to their department.
By fostering engagement and self-worth across all departments, dealerships can ensure that their employees remain motivated and committed to achieving the dealership’s goals. Our turnover at the dealership has gone from 60% to less than 20% per year.
Reducing employee turnover at a dealership is a challenging task, but it is achievable with the right approach. Developing a clear philosophy that all staff members can understand and participate in is one way to foster engagement and self-worth across all departments. Our approach to employee engagement through a “meeting cadence” is an example that other dealerships can follow. By adopting similar practices, dealerships can maintain a highly motivated and committed workforce.
by TIADA staff
When it comes to selling F&I (Finance and Insurance) products at a dealership, there are different ways to approach it. However, only one truly stands out as the most effective and ethical option: the menu. This article will delve deeper into the different approaches to selling F&I products and explore why the menu is the ultimate tool for full disclosure and profit-building.
With this option, a dealer presents their customer with a menu that outlines different packages and options, such as maintenance plans and financing options, allowing the customer to choose the combination of features that best suits their needs and budget. This approach is designed to simplify the buying
process, increase transparency, and provide customers with more control over their purchase.
Menu selling is a technique used in the automotive industry to increase profits by offering back-end products such as guaranteed asset protection (GAP) and vehicle service contracts (VSCs) to customers. In a market where front-end margin compression is common, this approach helps to maintain healthy vehicle sale profits, especially in single-point retail stores where book values significantly affect pricing and customer financing options.
Many dealers see a couple of benefits to menu selling for both dealers and their customers. Chloe Phea, of Austin Rising Fast Motor Cars, believes menu selling
is one of the best ways to increase vehicle profit and customer satisfaction. “Many of these products have excellent markups,” she said. “I like to stress to customers that their vehicle is an important investment and that it is equally important to protect said investment. I also like to keep it very friendly but firm, kind of like a friend or neighbor offering advice. People hate being sold to, but they love being told what they can do to maximize their experience and avoid pitfalls. I think when you adopt that approach of trying to help them, you can overcome objections concerning price or change in payment.”
The primary benefit of menu selling of finance or insurance products is boosting the profit margin of the sale. Another benefit is increased customer satisfaction. Cars are man-made and can be unpredictable. By explaining the benefits of a VSC and GAP, customers can be spared from unexpected repair costs and unpleasant experiences. This helps to prevent many customer complaints and improve overall satisfaction.
When selling these products, it is important to explain the cost and frequency of vehicle repairs to customers. Sharing personal anecdotes, such as how a VSC paid for itself the first time it was used, can help customers see the value in these products. It is also crucial to stress that a vehicle is an important investment and that it is equally important to protect that investment. Keeping the approach friendly but firm, like a friend or neighbor offering advice, can help to overcome objections concerning price or changes in payment. Having
"People hate being sold to, but they love being told what they can do to maximize their experience and avoid pitfalls. I think when you adopt that approach of trying to help them, you can overcome objections concerning price or change in payment.."
~Chloe Phea, Austin Rising Fast Motor Cars
the product pamphlets ready can also help customers make a decision quickly and easily.
The first approach to selling F&I products is step selling. This process involves the F&I manager going through each product with the customer and showing how it would impact their monthly payment at the end. While this approach may seem straightforward, it can be confusing for customers and lead to poor customer service and high chargeback rates. The F&I manager is essentially deciding which products the customer should be offered, rather than presenting all available options.
The second approach is presumptive selling or payment packing. This is where the dealership decides which products the customer should buy and includes them in the quoted payment. This approach is illegal and can result in the dealership losing its license for deceptive business practices.
The menu is the only approach that provides full disclosure and increases gross profit when used correctly. By laying out all the agreed-upon terms across the top of the menu, customers are fully aware of what they’ve agreed to and what their monthly payment will be. This transparency gives customers the option to purchase the car at those terms.
The menu also offers package offerings of all the F&I products and how they affect the agreed-upon terms. By showing customers how different package options can change their payments, the menu helps to demonstrate the value of each product. This makes it easier for customers to make informed decisions about which products to purchase, rather than having the dealership decide for them.
One of the key advantages of the menu is that it ensures all customers are treated equally in the F&I process. By presenting all products to all customers, the dealership is not playing favorites or showing bias towards certain customers. This creates a fair and transparent process that benefits everyone involved.
Using a menu also ensures a consistent process is being followed and provides a tool for the finance team to use. With the new Safeguards Rules coming into effect, it’s more important than ever for dealerships
to monitor their F&I processes and word tracks. The menu helps to ensure a consistent process is being followed and provides a tool for the finance team to use.
While the menu is the ultimate tool for full disclosure and profit-building, it’s crucial to make sure your team is properly trained to use it. They must know how to present the products and provide solid value explanations to increase the chances of selling more products.
Training should also focus on the importance of the F&I process and how it impacts the customer experience. F&I managers must be trained to view the process as an opportunity to provide valuable information to customers and help them make informed decisions, rather than as an opportunity to make more money for the dealership.
When it comes to selling F&I products at a dealership, the menu is the only approach that provides full disclosure and increases gross profit when used correctly. By presenting all products to all customers, the menu ensures a fair and transparent process that benefits everyone involved. However, proper training is crucial to ensure that the menu is used effectively and ethically. With the new Safeguards Rules coming into effect, now more than ever, dealerships must prioritize their F&I processes and make sure they are providing value to customers while protecting the dealership’s interests.
Abilene
ALLIANCE AUTO AUCTION ABILENE
www.allianceautoauction.com
6657 US Highway 80 West, Abilene, TX 79605 325.698.4391, Fax 325.691.0263
GM: Brandon Denison
Friday, 10:00 a.m.
$AVE : $200
IAA ABILENE*
www.iaai.com
7700 US 277, Hawley, TX 79601
325.675.0699, Fax 325.675.5073
GM: Shawn Lemke
Thursday, 9:30 a.m.
$AVE : up to $200 Sell Fee
Amarillo
IAA AMARILLO*
www.iaai.com
11150 S. FM 1541, Amarillo, TX 79118 806.622.1322, Fax 806.622.2678
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, Fax 512.873.4022
GM: Michele Arguijo
Tuesday, 9:00 a.m.
$AVE : $200
ALLIANCE AUTO AUCTION AUSTIN
www.allianceautoauction.com
1550 CR 107, Hutto, TX 78634
737.300.6300
GM: Brad Wilson
Wednesday, 9:45 a.m.
$AVE : $200
AMERICA’S AA AUSTIN / SAN ANTONIO
www.americasautoauction.com
16611 S. IH-35, Buda, TX 78610
512.268.6600, Fax 512.295.6666
GM: Jamie McCollum
Tuesday, 1:30 p.m. / Thursday, 2:00 p.m.
$AVE : $200
IAA AUSTIN*
www.iaai.com
2191 Highway 21 West, Dale, TX 78616
512.385.3126, Fax 512.385.1141
GM: Geoffrey Rabb
Tuesday, 9:00 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, Fax 512.282.8165
GM: Brent Rhodes
3rd Saturday, monthly
$AVE : $200
CORPUS CHRISTI AUTO AUCTION
www.corpuschristiautoauction.com
2149 IH-69 Access Road, Corpus Christi, TX 78380 361.767.4100, Fax 361.767.9840
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, Fax 361.887.8880
GM: Patricia Kohlstrand
Wednesday, 9:00 a.m.
$AVE : up to $200 Sell Fee
ADESA DALLAS
www.adesa.com
3501 Lancaster-Hutchins Rd., Hutchins, TX 75141 972.225.6000, Fax 972.284.4799
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, Fax 469.828.8225
GM: Robert Kersh
Wednesday, 1:30 p.m.
$AVE : $200
AMERICA’S AA DALLAS
www.americasautoauction.com
219 N. Loop 12, Irving, TX 75061
972.445.1044, Fax 972.591.2742
GM: Ruben Figueroa
Tuesday, 1:00 p.m. / Thursday, 1:00 p.m.
$AVE : $200
IAA DALLAS*
www.iaai.com
204 Mars Rd., Wilmer, TX 75172 972.525.6401, Fax 972.525.6403
GM: Bob Bannister
Wednesday, 9:00 a.m.
$AVE : up to $200 Sell Fee
IAA DFW*
www.iaai.com
4226 East Main St., Grand Prairie, TX 75050 972.522.5000, Fax 972.522.5090
GM: Julissa Reyes
Tuesday, 9:00 a.m.
$AVE : up to $200 Sell Fee
IAA FORT WORTH NORTH*
www.iaai.com
3748 McPherson Dr., Justin, TX 76247 940.648.5541, Fax 940.648.5543
GM: Jack Panczyk
Tuesday, 9:00 a.m.
$AVE : up to $200 Sell Fee
MANHEIM DALLAS**
www.manheim.com
5333 W. Kiest Blvd., Dallas, TX 75236 214.330.1800, Fax 214.339.6347
GM: Rich Curtis
Wednesday, 9:30 a.m.
$AVE : $100
MANHEIM DALLAS FORT WORTH**
www.manheim.com
12101 Trinity Blvd., Fort Worth, TX 76040 817.399.4000, Fax 817.399.4251
GM: Nicole Graham-Ponce
Thursday, 9:30 a.m.
$AVE : $100
METRO AUTO AUCTION DALLAS
www.metroaa.com
1836 Midway Road, Lewisville, TX 75056 972.492.0900, Fax 972.492.0944
GM: Scott Stalder
Tuesday, 9:00 a.m.
$AVE : $200
El Paso
AMERICA’S AUTO AUCTION EL PASO
www.epiaa.com
7930 Artcraft Rd., El Paso, TX 79932 915.587.6700, Fax 915.587.6700
GM: Luke Pidgeon
Wednesday, 10:00 a.m.
$AVE : $200
IAA EL PASO*
www.iaai.com
14651 Gateway Blvd. W, El Paso, TX 79927 915.852.2489, Fax 915.852.2235
GM: Jorge Resendez
Friday, 10:30 a.m.
$AVE : up to $200 Sell Fee
MANHEIM EL PASO
www.manheim.com
485 Coates Drive, El Paso, TX 79932 915.833.9333, Fax 915.581.9645
GM: JD Guerrero
Thursday, 10:00 a.m.
$AVE : $100
IAA MCALLEN*
www.iaai.com
900 N. Hutto Road, Donna, TX 78537
956.464.8393, Fax 956.464.8510
GM: Ydalia Sandoval
Tuesday, 9:00 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, Fax 956.461.9005
GM: Lisa Franz
Thursday, 9:30 a.m.
$AVE : $200
ADESA HOUSTON
www.adesa.com
4526 N. Sam Houston, Houston, TX 77086
281.580.1800, Fax 281.580.8030
GM: Brian Wetzel
Wednesday, 9:00 a.m.
$AVE : $200
AMERICA’S AA HOUSTON
www.americasautoauction.com
1826 Almeda Genoa Rd., Houston, TX 77047
281.819.3600, Fax 281.819.3601
GM: Ben Nash
Thursday, 2:00 p.m.
$AVE : $200
AMERICA’S AA NORTH HOUSTON
www.americasautoauction.com
1440 FM 3083, Conroe, TX 77301
936.441.2882, Fax 936.788.2842
GM: Buddy Cheney
Tuesday, 1:00 p.m.
$AVE : $200
AUTONATION AUTO AUCTION - HOUSTON
www.autonationautoauction.com
608 W. Mitchell Road, Houston, TX 77037
822.905.2622, Fax 281.506.3866
GM: Juan Gallo
Friday, 9:30 a.m.
$AVE : $200
HOUSTON AUTO AUCTION
www.houstonautoauction.com
2000 Cavalcade, Houston, TX 77009
713.644.5566, Fax 713.644.0889
President/GM: Tim Bowers
Wednesday, 11:00 a.m.
$AVE : $200
IAA HOUSTON*
www.iaai.com
2535 West. Mt. Houston, Houston, TX 77038
281.847.4700, Fax 281.847.4799
GM: Alvin Banks
Wednesday, 9:00 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, Fax 281.443.4433
GM: Aracelia Palacios
Thursday, 9:00 a.m.
$AVE : up to $200 Sell Fee
www.iaai.com
2839 E. FM 1462, Rosharon, TX 77583
281.369.1010, Fax 833.595.8398
GM: Adriana Serrano
Friday, 9:30 a.m.
$AVE : up to $200 Sell Fee
MANHEIM HOUSTON
www.manheim.com
14450 West Road, Houston, TX 77041 281.924.5833, Fax 281.890.7953
GM: Brian Walker
Tuesday, 9:00 a.m. / Thursday 6:30 p.m.
$AVE : $100
MANHEIM TEXAS HOBBY
www.manheim.com
8215 Kopman Road, Houston, TX 77061 713.649.8233, Fax 713.640.6330
GM: Darren Slack
Thursday, 9:00 a.m.
$AVE : $100
ALLIANCE AUTO AUCTION LONGVIEW
www.allianceautoauction.com
6000 East Loop 281, Longview, TX 75602 903.212.2955, Fax 903.212.2556
GM: Chris Barille
Friday, 10:00 a.m.
$AVE : $200
IAA LONGVIEW*
www.iaai.com
5577 Highway 80 East, Longview, TX 75605 903.553.9248, Fax 903.553.0210
GM: Edgar Chavez
Thursday, 9:00 a.m.
$AVE : up to $200 Sell Fee
IAA LUBBOCK*
www.iaai.com
5311 N. CR 2000, Lubbock, TX 79415 806.747.5458, Fax 806.747.5472
GM: Chris Foster
Tuesday, 9:00 a.m.
$AVE : up to $200 Sell Fee
TEXAS LONE STAR AUTO AUCTION**
www.lsaalubbock.com
2706 E. Slaton Road., Lubbock, TX 79404 806.745.6606
GM: Dale Martin
Wednesday, 9:30 a.m
$AVE : $75/Quarterly
LUFKIN DEALERS AUTO AUCTION
www.lufkindealers.com
2109 N. John Reddit Dr., Lufkin, TX 75904 936.632.4299, Fax 936.632.4218
GM: Wayne Cook
Thursday, 6:00 p.m.
$AVE : $200
IAA PERMIAN BASIN*
www.iaai.com
701 W. 81st Street, Odessa, TX 79764 432.550.7277, Fax 432.366.8725
Thursday, 11:00 a.m.
$AVE : up to $200 Sell Fee
C.M. COMPANY AUCTIONS, INC.
www.cmauctions.com
$AVE : $200
San Antonio
ADESA SAN ANTONIO
www.adesa.com
200 S. Callaghan Rd., San Antonio, TX 78227 210.434.4999, Fax 210.431.0645
GM: Clifton Sprenger
Thursday, 10:00 a.m.
$AVE : $200
IAA SAN ANTONIO*
www.iaai.com
11275 S. Zarzamora, San Antonio, TX 78224 210.628.6770, Fax 210.628.6778
GM: Paula Booker
Monday, 9:00 a.m.
$AVE : up to $200 Sell Fee
MANHEIM SAN ANTONIO**
www.manheim.com
2042 Ackerman Road
San Antonio, TX 78219
210.661.4200, Fax 210.662.3113
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, 10:00 a.m. / Thursday, 1:30 p.m.
$AVE : $200
Tyler
GREATER TYLER AUTO AUCTION
www.greatertyleraa.com
11654 Hwy 64W, Tyler, TX 75704 903.597.2800, Fax 903.597.3848
GM: Wayne Cook
Tuesday, 5:00 p.m.
$AVE : $200
Waco
ALLIANCE AUTO AUCTION WACO
www.allianceautoauction.com
15735 I-35 Frontage Road
Elm Mott, TX 76640
254.829.0123, Fax 254.829.1298
GM: Christina Thomas
Friday, 10:00 a.m.
$AVE : $200
by Texas Dealer staff
Board Members in Attendance:
Cesar Stark, Greg Reine, Russell Moore, Greg Phea, Ryan Winkelmann, Mark Jones, Vicki Davis, Brad Kalivoda, Chad Lancaster, Lowell Rogers, and Eddie Hale
TIADA Staff in Attendance:
John Frullo, Earl Cooke, Teresa Orkun, Patty Huber, Stephen Pallas, Sara Arias
At its meeting on Monday, April 24, 2023, TIADA took the following actions:
President Ryan Winkelmann called the meeting to order at 1:00 p.m.
Secretary Vicki Davis presented the minutes from the last meeting.
A motion was made to accept the minutes.
Moved by Mark Jones, seconded by Greg Reine – PASSED
Treasurer Greg Phea presented the Treasurer’s Report. A motion was made to accept the Treasurer’s Report.
Moved by Lowell Rogers, seconded by Cesar Stark – PASSED
Ryan Winkelmann discussed the Day at the Capitol, the Austin town hall meeting, TIADA’s testimony at the Capitol, and introduced John Frullo as Executive Director. Board members reported on their member outreach calls.
Executive Director John Frullo reported on the Texas Legislative Session, introduced new staff member Sara Arias, and discussed this year’s dealer town hall meetings.
INDEPAC Committee chair Greg Reine presented an update on INDEPAC, including the auction for 2023.
TIADA Director of Compliance and Business Development Earl Cooke presented an update on the Texas Legislative Session.
Greg Phea presented FY’23 budget and proposed FY’24 budget.
Associate Executive Director Teresa Orkun presented a report on membership, dealer professional development, and the conference.
Director of Associate Member Relations Patty Huber presented an associate member update.
A discussion was held about securing a location for the 2024 conference.
A motion was made to adjourn the meeting.
Moved by Vicki Davis, seconded by Cesar Stark – PASSED
Ryan Winkelmann adjourned the meeting at 4:41 p.m.
Respectfully submitted, Vicki Davis, Secretary
A complete copy of any reports referenced in this document and more detailed notes from the meeting are on file at the TIADA office and available upon request.
CORPUS CHRISTI
G.R. Moore
The Car Shack
(dates announced at www.txiada.org)
EL
Cesar Stark
S & S Motors
Meeting – 3rd Friday
(Monthly)
FORT WORTH
Jerry Smith
H J Smith Automobiles
(dates announced at www.txiada.org)
ASSOCIATE
Atlanta, GA 30328
First Horizon Bank
Harley Gorter 165 Madison Ave , Floor 10, Memphis, TN 38103
iPacket
Taryn Young . .
Leucadia Solutions
3506 Murdoch Avenue, Parkersburg, WV 26101
Kelsey Mutch 31336 Industrial Parkway, Suites 3 & 4, North Olmsted, OH 44070
MOTOix
Larry Bruce 3815 Lock Glen Ct, Houston, TX 77059
National Credit Center (NCC)
Jim Dietrich 7718 Wood Hollow Drive, Suite 250, Austin, TX 78731
Onsite Dealer Solutions
Heath Mayor 6950 Squibb Road, Suite 320, Mission, KS 66202
SearchLab Digital
Carolan LaCroix . .
TrueRI
720 W . Randolph St, Suite 1C, Chicago, IL 60661
Brian Novotny 6800 Weiskopf Avenue, Suite 150, McKinney, TX 75070
Vision Dealer Solutions
Steven Meeker 9921 Dupont Circle Drive, Suite 350, Fort Wayne, IN 46825
HOUSTON
Robert
Mi
Meeting – 2nd Tuesday
(Monthly)
SAN ANTONIO
Jose Engler
Irving
(dates announced at
After being part of the TIADA association for just over two weeks at the time I am writing this, I have been incredibly impressed and grateful for the overwhelming support of its members. I have been involved in many associations, but I have never seen such a large number of members actively committed to advancing every aspect of an organization as I have at TIADA. It’s been exciting to witness and be a part of.
Recently, our association agreed to a solution involving several stakeholders to address a legislative situation that had been ongoing for years. However, just before the bill was to be heard, the proposed solution was disregarded, and the original bill was slated to be presented. This put us in a difficult situation with limited options to defend our position.
Many members from across Texas stepped up to help, offering their assistance and expertise. Two members from the Houston area, Christina Sabillón (with Mi Tierra Auto Sales) and Ryan Winkelmann (with BJ’s Autohaus), even volunteered to testify at the meeting that started at 8:00 am the next morning, despite having little time to prepare. Their testimony provided excellent information to the panel of senators and shed light on the situation our industry is facing.
by John Frullo TIADA EXECUTIVE DIRECTOR
We are currently in the heart of the legislative session, and it is difficult to predict the final outcome. However, we are proud of our members for going above and beyond to present our position and encourage all members to help whenever possible. If TIADA issues a “call to action,” such as sending an email or making a call, please give it serious consideration, as hearing from constituents can help to influence the way legislative decisions are made. We are all in this together and are committed to improving the independent automobile industry across our state.
There is one simple way you can make a difference in protecting your industry and business interests, and it requires very little of your time. As a TIADA member, you have the opportunity to make a meaningful impact on the political landscape through INDEPAC, our political action committee. By contributing to INDEPAC, you can help support candidates who share our industry’s values and priorities and ensure that our voices are heard on important legislative issues affecting the independent automobile industry. Please visit txiada.org or turn to page 18 of this issue to donate to INDEPAC.
As always, TIADA thanks you for your incredible support of our association.
As a TIADA member, you have the opportunity to make a meaningful impact on the political landscape through INDEPAC, our political action committee.
As the nation’s leading provider of end-to-end wholesale vehicle solutions, Manheim is here to help you be more successful with the in-lane and online tools you need.