Texas Dealer October 2019 by Texas Independent Auto Dealers Association

Named Driver Policies Under Fire

In This Issue: - 2013 Tax Changes & The Impact to Dealers - Michael W. Dunagan on Customer Accident Liability - Regulation Matters: Motor Vehicle Inquiries - Controlling Delinquencies in BHPH

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10/30/13 5:43 PM

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2019 TIADA Board of Directors PRESIDENT Robert Beck/Stop N’Drive Motors 711 N. General McMullen Dr. San Antonio, TX 78228 PRESIDENT ELECT Mark Jones/Mike Carlson Motor Company 264 Exchange Burleson, TX 76028

Vo l u m e X I X / I s s u e 10 / O c t o b e r 2 019

TexasDealer contents

CHAIRMAN OF THE BOARD Juan Sabillón/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017

5 Officers’ Message

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

11 Legal Corner: Long-Time Observer Recalls 40 Years of Change

TREASURER Eddie Hale/Neighborhood Autos 1717 US 287 Decatur, TX 76234

12 Upcoming Events 16 Best Practices When a Dealer Discovers a Salesperson Has Been Poached by a Competitor

ICE PRESIDENT, WEST TEXAS V (REGION 1) Brad Kalivoda/Fiesta Motors 2599 74th Street Lubbock, TX 79423 ICE PRESIDENT, FORT WORTH V (REGION 2) Chad Lancaster/Chacon Autos 11800 E. Northwest Hwy Dallas, TX 75218 ICE PRESIDENT, DALLAS V (REGION 3) Greg Reine/Auto Liquidators 39670 LBJ Freeway Dallas, TX 75237 ICE PRESIDENT, HOUSTON V (REGION 4) Vicki Davis/A-OK Auto Sales 23980 FM 1314 Porter, TX 77365 ICE PRESIDENT, CENTRAL TEXAS V (REGION 5) Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753

by Juan Sabillón, TIADA Chairman of the Board

by Michael W. Dunagan

by Kristen Baiardi and Bob Weller

19 Why Independent Dealers Need an Automotive CRM by Zach Klempf

24 T IADA Takes a Look Back at 75 Years of Independent Automobile Dealers Compiled by Texas Dealer staff

29 New Members 29 Local Chapters 39 TIADA Member Application 40 TIADA Auction Directory 2019 45 Behind the Wheel by Jeff Martin

ICE PRESIDENT, SOUTH TEXAS V (REGION 6) Jose Engler/Irving Motor Corp 211 Braniff Dr. San Antonio, TX 78216 ICE PRESIDENT AT LARGE V Robert Blankenship/Texas Auto Center 6809 N IH-35 Austin, TX 78744 ICE PRESIDENT AT LARGE V Armando Villarreal/McAllen Auto Sales 4215 S. 23rd Street McAllen, TX 78503

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

Notice to all members concerning services and products: TIADA was established in 1944 to develop professional standards of service and conduct for the independent auto industry. Opinions expressed herein are not necessarily those of the TIADA management, the Board of Directors or the membership. Likewise, the appearance of advertisers or their indemnifications of TIADA does not constitute endorsement of the products or services featured.

Editor: Christopher Bean

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

officers’ message Reflecting on 75 Years

hope you enjoy this issue of the Texas Dealer and our association’s look back over the last 75 years. It’s amazing how much we have grown as an association from such humble beginnings in 1944 and yet I also find it very interesting how many things have stayed the same in the industry. I am proud to say the state of our association is strong and, while looking back is always entertaining, I also like to believe that it is important for us to focus on the future and examine what each of us can do moving forward to ensure our ongoing success. We have accomplished several important milestones to be proud of in 2019. As you read in last month’s magazine, TIADA had a fantastic legislative session. We supported two pieces of legislation that passed, HB 259 and HB 4120, both of which will not only help our industry and customers, but also help independent dealers throughout Texas. TIADA also opposed and stopped some legislation that would have allowed dismantlers and crushers to take older vehicles off the street without ever obtaining a

by Juan

Sabillón

Mi Tierra Auto Sales (Houston) TIADA CHAIRMAN OF THE BOARD

title. This would have been very detrimental to dealers and customers. If we stay focused on important issues that continue to help us provide quality services to our customers, we will continue to have good results at the Texas Legislature. We also supported pre-licensing education for independent dealers. For almost 15 years, we have talked about and advocated for such education. This is in no way meant to create a barrier to anyone getting into this industry. Let me be very clear, we welcome all persons into this industry; we simply want new dealers to be knowledgeable, compliant, and successful. TIADA wants to be a part of that education. Educating dealers is part of our mission statement; it is what associations should do. Let’s do our part and help new dealers be compliant… this will serve our industry well. This year I had the chance to attend a number of chapter meetings across the state and I met so many new faces and great dealers. During our conference (cont’d on pg. 7)

We welcome all persons into this industry; we simply want new dealers to be knowledgeable, compliant, and successful. October 2019

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Officers’ Message (cont’d from pg. 5)

in July I tried to shake the hand of every attendee and I must say, I’m encouraged by the dynamic leaders we have coming up in this association. I would ask every member reading this to take one more step this coming year, attend one meeting, reach out to one elected official, and get involved. There is much for us to be proud of and excited about as we celebrate our 75th year but the quality of the people we have in this association is by far our greatest asset. Speaking of quality people, I am excited to announce we signed a new five year contract with our Executive Director, Jeff Martin. He will continue to lead our association for the next five years and hopefully beyond. I am not sure what is in store for our industry or our association for the next 75 years, but I feel confident we have the right pieces in place to move forward both in a positive and professional way. Happy 75th, TIADA and here’s to another 75 years!

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Dealer Academy 2019 Presents

Keeping Your Dealership Legal & Compliant Presented by Michael W. Dunagan, TIADA General Counsel, author of Dealer Financing of Used Car Sales and Texas Automobile Repossession: A Lien Holder’s Legal Guide. The class features updates on both federal and state compliance issues that apply to both BHPH dealers and retail/ special finance dealers. This is the practical side of compliance for dealers like you who have a business to run -and want to run it right. Special emphasis will be on repossession & bankruptcy issues, selling dealer paper, inadvertent seller financing, OCCC compliance, and federal regulations. Attendees will also learn: 9:00am - 4:00pm $249 TIADA Members, $199 Add’l Members (must be from same dealership)

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legal corner

Long-Time Observer Recalls 40 Years of Change by Michael

t was in November of 1976 that the newly licensed attorney and a group of dealer-association board members met each other for the first time in Corpus Christi. That the association — TIADA — needed an attorney was generally agreed upon. That the green attorney — me — needed a job was an absolute given. So it was decided after a brief courtship, with mutually suspicious glances, that the association would embrace the enemy as its own and the attorney would, for better or worse, take on this group as his first client. The architect of this marriage was the late I.J. “Irv” Berrier, then executive vice president, who had guided the association to its then high watermark in membership (over 1500) and had managed to build a sizeable reserve in the bank with annual dues of just $150 per member. Berrier was able to convince the reluctant attorney to agree to at least two years of service so the association could hopefully recapture its investment. Somehow that unlikely relationship would surpass the agreed-upon minimum by at least 38 years. During that time I have witnessed the retirement (and, in some cases, the death) of many of the veteran leadership of the group; the transformation of the middle-aged central core of the membership to senior citizen status; and the emergence of second- (and third-) generation dealers as the new leadership. Amazingly, even though my own son was born, received his education, obtained a graduate degree,

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and was ordained into the ministry, during this same 40-year period, I somehow managed to avoid the aging effect of the years. I have also witnessed fortunes made and fortunes lost, and some individuals have even repeated the cycle several times. I’ve watched the industry itself evolve. Forty years ago the association was evenly split between dealers who sold late-model merchandise with third-party financing, and those who sold older cars to people with less-than-perfect credit, carrying the paper in house. Today, the dealers from the first category have been replaced by “retail” dealers who rely primarily on sub-prime financing sources. There are now many more independent dealers that fit into the second category. Yet, with all these changes, the association has survived. It has survived regulatory attacks, class-action suits, gas shortages, the collapse of oil and real estate prices, high interest rates, insurance-plan failures, and multiple recessions. Or, more likely, it is precisely because of these things that it survived.

Dunagan

TIADA GENERAL COUNSEL

TIADA has in recent years, under the leadership of a succession of effective presidents and other officers and the professional guidance of Executive Director Jeff Mar tin and his staff, soared to a level of effectiveness for its members that couldn’t have been dreamed of four decades ago. TIADA has in recent years, under the leadership of a succession of effective presidents and other officers and the professional guidance of Executive Director Jeff Martin and his staff, soared to a level of 11

Upcoming Events TIADA EVENTS October 2019 2 1 Board of Directors Meeting Austin, TX

TIADA DEALER ACADEMY Online registration available. www.txiada.org

October 2019 28

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effectiveness for its members that couldn’t have been dreamed of four decades ago. In addition to serving as counsel, I’m now become (by default) the unofficial historian of TIADA. I have even managed to keep every issue of the TIADA monthly magazine since those first days on the job. Here are some highlights of my first 40 years of representation of TIADA. Just recalling these victories for the state’s dealers has rekindled my pride in what TIADA has accomplished against incredible odds and my respect for the men and women who led the way. It is hoped that this list of highlights will enlighten the new generation of dealers to the benefits they derive from the labors and sacrifices of a prior generation.

The FTC Fight

On my first day on the job in 1976, I was given a file containing the FTC’s Proposed Trade Regulation on Used Cars. The proposal contained a mandatory 72hour cooling off period and required dealers to post a list of component systems marked “OK” or “not OK.” The effect was that marking “OK” on anything created an express warranty. There was no organized opposition nationally, and only a few state associations (including Texas) had filed protests. Furious at the government for such a ridiculous intrusion into his business, and vowing to stop the proposed rule, the late Marvin Ivy of San Antonio ran for president of the national IADA with the intention of changing things. He was elected and promptly oversaw the transformation of NIADA into a lean fighting machine that for the first time. He oversaw the hiring of the group’s first professional association executive, the retention of the services of a lobbyist, and began a fund-raising and membership campaign. The furious last-minute effort resulted in a much watered-down rule (the so-called “buyer’s guide”

rule that we currently have) being passed, and NIADA was well on its way to becoming the association it is today. I’ve always felt that Ivy never got the credit he deserved for leading both developments. And, I’ve always marveled at the way that some modest, unassuming men emerge in a time of crisis to successfully take the mantle of leadership. Every time a dealer posts a buyer’s guide, he should thank Marvin Ivy that he doesn’t have to grant a 72-hour-cooling-off period and doesn’t have to give a mandatory warranty on the vehicle.

Dealer Licensing and the Bond

Liability Insurance Protection

In 1983, the dealer license was little more than a permit that authorized the holder to use metal dealer tags and to avoid sales tax on the purchase of inventory. There was no prohibition on anyone else buying and selling cars as a business or otherwise. Curb-stoning was legal way to do business. Working with TADA, the state’s franchised- dealer association, TIADA pushed for and passed legislation that set minimum premises requirements, and limits on unlicensed sales. Additionally, the requirement that independent dealers have a $25,000 bond was imposed for the first time. Now, it seems that no one questions the bond, although many would like to see the amount increased.

Prior to 1989, vehicle lien holders had no legal claim to insurance proceeds paid to their customers by liability insurance carriers. With damaged collateral and a debtor flush with insurance money to finance a new car, the lien holder was left holding the bag. But in 1989 TIADA sponsored legislation that placed a statutory lien on liability proceeds for recorded lien holders. When lastminute opposition from trial lawyers surfaced, our bill sponsor, Rep. David T e x a s

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Cain (later Senator Cain), skillfully maneuvered the bill through the mine fields to passage. In terms of benefit-to-cost, this bill surely ranks up there as dealers have collected untold amounts that would have been lost under prior law. Just about every week, we send a demand letter to an unbelieving insurance company, which usually results in a check being sent to a dealer who had been excluded from the initial settlement.

Sales Tax Reform Act of 1993

For years, Texas dealers faced an unpleasant dilemma: (1) advance 100 per cent of sales tax up front and lose profitability; or (2) donâ&#x20AC;&#x2122;t pay sales tax up front and risk being put out of business by the Comptroller. Many dealers took their chances with the latter option and got caught, resulting in million-dollar assessments. Others covered up the problem with creative

Discussing Deferred Sales Tax with Rick Price and Bill Plaster, Chair.

bookkeeping. Some lucky ones never got caught. The late Jim Watson of Dallas knew there had to be a better way. Watson organized the Fair Tax Committee and convinced Bill Plaster of Dallas to chair it. Facing

impossible odds, Watson and Plaster, with the help of Roy Carlson of Fort Worth and Don Fincher of Houston, and too many others to name, raised the necessary money, and undertook to achieve what has been described as

Congratulations on your 75th anniversary!

we are proud members of tiada.

October 2019

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an impossible task. Comptroller John Sharp signed off on the deferredsales-tax approach for seller-finance dealers, which eliminated the last obstacle. After the tax reform bill passed, TIADA’s membership shot up to its highest level since 1977. Many, if not most, BHPH dealers probably don’t even know that there was a time when deferred-sales-tax didn’t exist. Those dealers who led the charge deserve our heart-felt appreciation.

Elimination of Liability Insurance Proof at Transfer One of the biggest headaches that dealers faced through much of the 90’s was the convergence of (1) the requirement that dealers handle all title transfers on vehicles they sold, and (2) the requirement that proof of liability insurance in a buyer’s name be presented with all title transfers. When buyers failed to bring in proof of insurance by the

time title had to be transferred, dealers became sitting ducks for state enforcement officers who issued fines for failure to timely transfer title. Again working with TADA, our association pushed for legislation that would exempt dealers from being the liability insurance police. While there might still be plenty of outlaws who don’t timely transfer title, the honest, law-abiding dealer was, upon passage of this legislation, again able to transfer and record his lien, without being held hostage by a law-breaking customer.

Independent Dealer Appointed to MV Board

In 1997, the legislature restructured the Motor Vehicle Board to include two dealer positions. Then Gov. George W. Bush appointed Houston dealer Patricia Harless of Fred Fincher Motors as the first ever independent dealer to serve on the Board. The importance of having representation for independents on the board that sets dealer regulation policy can’t be overstated.

Attack of the $225 Import Fee

In search of new sources of painless revenue, the legislature, in a late-night session, passed a bill that would create a $225 fee on all vehicles imported into the state (including fleets and wholesale inventories). Out-of-state fleet sellers quickly began making plans to keep their vehicles out of Texas, fearing the fee would reduce their value. TIADA, working with Texas wholesale auctions and new car dealers, led a constitutional challenge to the new law. We were able to have the law declared unconstitutional, averting a major impediment to the free-flow of inventory vehicles into the state.

Defeat of the Dealer Class-Action

It came out of the blue, leaving hundreds of Texas independent dealers nervous and fearful.

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Class-action law suits were filed in multiple cities accusing BHPH dealers of cheating their customers out of hundreds of millions of dollars by charging sales tax that was allegedly never paid to the state. The fact that the suit would eventually be shown to be groundless didn’t change the fact that these dealer/ defendants were facing significant liability. Thankfully, dealers Gary Sayre, Blake Ingram, Robert Milligan, Phil Lathrop, and Don Fincher (and, again, others too numerous to name) stepped up the plate and organized a big-time legal defense effort that would eventually shut the class action down.

The Election of a BHPH Dealer to the Legislature

The election of Patricia Harless of Houston to the Texas Legislature heralded a new era of government involvement and respect for

our industry. Harless, who had previously been appointed and reappointed to the Motor Vehicle Board by Governors George Bush and Rick Perry, has been a strong advocate for free enterprise and minimum government interference with small businesses. The election of one of our own to the Legislature was a major breakthrough for the industry and has set the tone for further involvement by our members in government service (see the January 2016 issue of Texas Dealer for a fitting tribute to Patricia Harless).

Mechanic’s Lien Reform

TIADA-sponsored bills passed in 2009 and 2015 have helped car creditors fight off the sting of fraudulent mechanic’s lien claims. While a valid mechanic’s lien is still superior to a prior recorded mortgage lien, the two bills have

made it easier to challenge fraudulent or fictitious claims. Also, the bills made it harder for third-party repair-financing companies, set up to take assignment of mechanic’s liens, to claim a lien superior to a car-creditor’s lien. There are many other persons and events that make up 40 years of TIADA memories and successes, but I don’t have the time or the space to list them all. My hope is that this list offers a guide to anyone who is asked the question: What has TIADA ever done for me, and why should I be a member? Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for over 40 years. He has written a number of books and hundreds of articles for trade journals and law reviews. His clientele includes dealers, banks, finance companies, auto auctions and credit unions.

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Best Practices When a Dealer Discovers a Salesperson Has Been Poached by a Competitor by Kristen Baiardi and Bob Weller Abbott Nicholson Baiardi Weller

ne of the most unsettling but unavoidable circumstances experienced by dealer principals is the dreaded discovery that a valued salesperson has “jumped ship” to a competitor. These discoveries can be particularly disturbing for large metropolitan-area dealerships in “overdealered” market areas where the former employee’s new employer may be a bitter rival located right down the street.

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To make matters even worse, as a dealer principal may be slowly coming to terms with losing a valuable member of the sales team and in the process of recruiting a replacement, there may be suspicion that the former salesperson departed with customer information and other proprietary dealership information. The dealer principal may then seek advice from their attorney regarding next steps to protect the business. This article will

explore strategies and best practices for dealers to employ in counseling a client facing this situation.

Information Gathering and Preservation The first order of business is to understand the former employee in question — length of employment, positions held, disciplinary history, and performance. Did a single employee “jump ship” to a competitor, or did multiple employees leave

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around the same time? Which competitor poached the employees? What were the circumstances of the employee’s departure — sudden or planned? Was there an opportunity to conduct an exit interview? Did security escort the employee out of the building? Were dealership-owned electronic devices preserved? Did the former employee sign a confidentiality agreement and/or any other policy regarding information security? Has the dealership disabled the former employee’s e-mail and access to other dealership information portals (e.g., DMS system)?

Evidence of “Stolen” Customers?

Dealership owners often have a visceral reaction to being “betrayed” by the loss of a prized employee to a competitor and assume illicit activity by the former employee. The Dealer’s attorney plays an important role in applying reason to assess whether there is legitimate evidence of nefarious behavior by a departed employee. Evidence that may point to improperly obtained customer information could take the form of missing physical customer information (deal jackets, credit applications), calls from customers expressing confusion at being contacted by the former employee’s new dealership, mass mailings by the former employee’s new dealership targeting customers with soon-to-expire leases, and suspicious access to the DMS or other sources of customer information prior to the employee’s departure. There may also be an observable pattern in the former employee’s sales numbers leading up to the end of his or her employment — a sharp decline in sales despite a good month for the dealership overall may indicate October 2019

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that the employee “held” these transactions to finalize at his or her new dealership to “hit the ground running.”

1995

When Does a Salesperson Cross the Line?

Of course, state law differs, but in many states, a rule of thumb is that courts will respect the right of customers to choose the salesperson with whom the customer wishes to interact. Some courts have long held that customer lists prepared by individual salespeople (e.g., a personal “rolodex”) are not protectable as trade secrets. See Hayes- Albion v Kuberski, 421 Mich. 170, 364 N.W.2d 609 (1984). While customer information may be protected by a confidentiality or other non-disclosure agreement, the reality is that courts are loathe to enforce agreements that bar salespeople from reasonable contacts with their own customer contacts. If the dealer principal suspects that the former employee departed with customer information, all sources of potential corroborating evidence should be preserved. This includes the former employee’s computer, e-mail account, and electronic devices. The Dealer’s attorney may suggest retaining a forensic computer expert to image the electronic devices and extract “metadata” and other clues regarding whether illicit activity occurred. For example, a forensic expert may be able to determine if the former employee inserted a flash drive or other removable storage media around the time that he or she was preparing to leave the dealership. This could be evidence that the dealership’s 17

customer or other proprietary information was stolen. State and federal laws prohibit the misappropriation of trade secrets. While a salesperson’s own customer information likely will not be deemed a trade secret, it may be possible to argue that dealership trade secrets were misappropriated where a large “download” of data occurred, or where the type of customer data (lease end dates, etc.) is uniquely specific or in a format proprietary to the dealership.

Other Legal Concerns

One particularly concerning situation is where a salesperson walks out the door with customer information of a sensitive, financial nature. For example, a salesperson might take copies of credit applications completed by customers for deals that are in process with the hope that these deals will be finalized at his new dealership. Dealers should be prepared to inquire about the applicability of the GrammLeach Bliley Act, as well as other state privacy laws.

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

Advice for the Dealer Principal

Depending upon the results of their attorney’s information gathering, different courses of action may be appropriate. While the dealer principal may initially want to seek retribution through litigation against the former employee and his or her new employer, it is generally wise to counsel restraint as these claims are difficult to prove. Oftentimes, a stern letter to the former employee reminding him/her of applicable duties of confidentiality will be the best course of action. Sometimes, it is appropriate to pair such a letter with a similarly stern demand to the new

employer to cease and desist. The goal of these communications is to neutralize the use of the proprietary information without the distraction, uncertainty, and cost of litigation. Many dealer principals choose to take matters into their own hands and speak directly to the new employer and deliver a warning about the use of proprietary information. Many new employers are unaware of any improperly obtained information and may be appalled that they could be drawn into litigation. Most attorneys would warn the dealer principal to avoid any contact with the salesperson’s new employer that could give rise to a claim for tortious interference by the salesperson.

Conclusion

Salesperson turnover is an unfortunate reality of the car business. However, with appropriate planning and counselling, salesperson departures can be managed in a businesslike, rational manner with minimal disruption to the dealership business. Kristen L. Baiardi is a Partner at Abbott Nicholson, P.C. and devotes a substantial percentage of her practice to representing and counseling motor vehicle dealerships in litigation, regulatory, and other matters. Robert Y. Weller II is a shareholder and co-chair of Abbott Nicholson’s Motor Vehicle Dealer Practice Group and concentrates on commercial litigation and business counseling, with an extensive background in law governing the rights and responsibilities of automobile dealers.

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feature

Why Independent Dealers Need an Automotive CRM by Zach Klempf Selly Automotuve

ndependent dealers wear so many hats that it’s hard to keep track. You are the salesperson, the accountant, the detailer, the customer service rep, the F&I desk, and even the marketing manager. This means that important tasks can fall through the cracks, like lead management. Every dealership needs a systemized and repeatable sales program. Large franchise dealerships do this regularly, but many independent and BHPH dealers feel like they are too small. Why? Because the tools that are required to run a systemized sales program — namely, an automotive CRM platform — are too expensive and too clunky for a smaller operation. Luckily, there are new CRM tools (short for customer relationship management) designed specifically for small and independent dealerships. Using a CRM can have a major impact on your bottom line, and might even help you let go of a few hats. There are four main reasons why automotive CRMs help independent and BHPH dealerships boost sales. Let’s get into them.

Lead Management New leads come in from various sources: 3rd-party sites like Cars. com, social media, your website form, and walk-ins. Many principles and sales managers simply use their email inbox — or worse, pen and paper — to track new potential customers. This causes missed opportunities and misplaced information. Dealerships need a way to track new leads and store them in one October 2019

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place. This is the fundamental purpose of an automotive CRM. Whether you get two leads a day or 200, every dealership needs a lead management tool to maximize their opportunities with new customers. Successfully using a CRM successfully requires a commitment to entering customer data and keeping it updated. Some CRMs offer tools, like a mobile license scanner, that automatically import a customer’s information. Data entry might seem like a hassle at first, but it makes each customer interaction easier, and your sales will benefit because of it.

Auto-Responses to New Leads In today’s internet-driven world, the casual window shopper that calls your dealership or walks onto your lot is all but extinct. The research phase of the car-buying process is now done online. When a potential customer does reach out, they are ready to buy. Dealerships need to act fast to take advantage of a new lead. According to a Harvard Business Review study, salespeople who contacted a lead within one hour were seven times more likely to qualify them, and 60 times more likely than those who waited over 24 hours. But most principles and sales managers can’t just drop what they are doing to respond to a new lead. That’s where an automotive CRM can make a massive impact. Many CRMs have auto-response features that allow you to reply to

a new lead instantly. Some CRMs even let you customize the message based on the lead’s information. For example, your auto-reply could say, “Hi Ben, Thanks for inquiring about the 2015 Toyota Tundra. A salesperson will give you a call soon.” Your local dealership market is highly competitive. The difference between making a sale and losing out to a competitor could simply be how quickly you respond to a new lead. Automotive CRMs let you automate this process so you are first to respond every time.

Streamline Communication So much of the sales process today happens before a customer arrives at the dealership. This makes communication with the customer more important than ever. CRMs help you keep track of all customer conversations, whether they happen via call, text, or email. Look for an automotive CRM that has these features: Texting Platform: Texting is a great way to communicate with customers, especially millennials. Studies have found that 98% of millennials read all of their texts, but only 22% read all of their emails. Texting through your CRM platform ensures all communication with a customer stays within the company, especially in the case of a salesperson leaving. The texting platform will also keep you TCPA compliant. Call Management: Even with tex ting and emails in the mix, phone 19

calls are still the most common way we connect with customers. They are also pivotal touchpoints when building a relationship with a customer. Some automotive CRMs allow you to record each phone call for quality assurance and training purposes. In the event of a dispute, these calls also serve as the record of truth for fast resolution. Email: Emails can easily get lost in the shuffle. Your CRM system will not only keep your email organized, but will connect each message to a customer’s profile so you have an accurate thread of communication.

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A successful sale does not happen all at once. It is made up of numerous interactions, from the time a customer visits your website to the time they purchase their first vehicle. As a principal or sales manager, you need to ensure these interactions go perfectly for every customer, every time. Lead nurturing can make a huge difference in your sales numbers. 9/17/19 9:53 AM Strategic research found that nurtured leads increased sales opportunities by 20% compared to nonnurtured leads. Ask yourself: What would your business look like if you increased sales by 20%? CRMs systemize the relationshipbuilding activities we all know are so important. It makes the job easier for salespeople and creates a consistent experience for your customers. For example, you can create a task that automatically reminds salespeople to follow up with a lead if they don’t respond after two days. After a lead leaves your dealership, the salesperson will get another reminder to send a text message thanking them for their time. But nurturing leads should not stop once you make a sale. Postsale lead nurturing is just as important as pre-sale. For example, you can schedule follow-ups to check

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in with customers a day, week, and month after their purchase. Existing customers are far more likely to buy from you again than new leads. Post-sale lead nurturing turns one-time buyers into lifelong customers. This level of organization in your sales program is only possible with a CRM platform.

Implementing a CRM

An automotive CRM is not a magic bullet. You will not see results overnight. CRMs provide a framework to organize and run your sales program, but doing so will require buy-in from your entire team. Success with your new CRM is directly connected to the effort you put into using it. Your sales team must commit to using the tool to track all leads and communication. As a manager, you must set up the proper lead nurturing workflows and ensure your team follows them. Getting used to the new system will take everyone some time. Commit to using your new CRM tool for at least 90 days before you expect to see results. If you’re like most successful dealerships, you will start to wonder how you ever survived without a CRM in place.

Getting Started with Your Automotive CRM

If you are ready to put down those hats and start growing your dealership, then a CRM is a critical step in the right direction. An automotive CRM will help you and your sales team wow customers with fast service and thoughtful follow-ups. It will keep your customer data organized and your salespeople compliant. Most importantly, it will drastically improve your sales. Every dealership will benefit from using a CRM, but not every CRM is built for every dealership. Most CRMs are built for large franchise dealerships. Independent and BHPH dealerships have unique needs, so it’s important to find a CRM built for you. T e x a s

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TIADA Auction App turns your phone into

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*Only available to current TIADA dealer members. Cash only represents redeemed discount value and does not mean actual currency.

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LOCATIONS

Atlanta, GA Austin, TX Baton Rouge, LA Birmingham, AL Boston, MA Bowling Green, KY

Chicago, IL Dallas, TX Detroit Toledo, OH Greenville, SC Harrisburg, PA Houston, TX

Interstate 94, MI Jacksonville, FL Lancaster, PA North Houston, TX Pensacola, FL Pittsburgh, PA

Austin

LOCATIONS IN TEXAS

Dallas

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

St Louis, MO 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

s TIADA celebrates this anniversary, we would like to take the time to say thank you to our dealer members, their hard-working employees, our associate partners, and all of the used car customers, who are the ones who have made reaching this milestone possible. Because of our hard work together, so much has been accomplished for our industry: named driver insurance reform, lien reform, deferred down payments, and many other issues, big and small, as well. Looking ahead, Jeff Martin, TIADAâ&#x20AC;&#x2122;s Executive Director, stated, â&#x20AC;&#x153;The future is bright for the members of the Texas Independent Automobile Dealers Association and we are excited to have the opportunity to represent independent auto dealers while continuing to partner with our associate members to make the industry we serve stronger and better for generations to come.â&#x20AC;?

TIADA

TIADA October 2019

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TIADA Takes a Look Back at 75 Years of Independent Automobile Dealers compiled by Texas Dealer staff

Back in 1944... A

handful of used car dealers in Ft. Worth came together to form an association, the Texas Used Car Dealers Association, Inc. These individuals were Lloyd Weaver, H. Baum, I.A. Craig, E.P. Phillips, S.F. Brown, Lawrence Scarborough, Damon Slater, Neman Stanley, D.B. Wiley, H.L. Stripling and William Kelley. These forward-thinking dealers formed the group that would later become the Texas Independent Automobile Dealers Association. The original purpose was “to acquire, preserve and disseminate valuable business information, and to generally promote the interest of trade and the general welfare and increase the facilities of commercial transactions in connection with the used car businesses.” While many of the faces have changed, those core principles still ring true. In reviewing the years, we take a look back at the changes in our association and our history.

2004: President:

George W. Bush

Top Selling Car: Ford F150

Top News: Bell phone system

broken up, Geraldine Ferraro nominated as Democratic VP candidate.

Top Music: Prince,

“When Doves Cry”

Unemployment: 7.5% Super Bowl: LA Raiders defeat the Washington Redskins World Series: Detroit Tigers

defeat San Diego Padres

1954: President:

Dwight D. Eisenhower

Top Selling Car: Chevy Bel Air

Top News: French outpost in Vietnam falls to Viet Minh, Brown v. Board of Education. Top Music: Bill Haley and

his Comets, “Rock Around the Clock”

Unemployment: 2.9%

Super Bowl: None. Did not yet exist. World Series: NY Giants (now SF) defeat the Cleveland Indians

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Please Welcome Our Newest TIADA Members DEALER MEMBERS Al Mohdar LLC Farid Sattar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7011 Al Bacete Ln, Austin, TX 78681 Allen Auto Sales Rafael Afrid . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2217 Crown Rd, Dallas, TX 75229 Auto Boutique Texas LLC Julian Millinkovskyi . . . . . . 16800 Feather Craft ln, Houston, TX 77058 AUTO JAMS LLC Javier Mayen . . . . . . . . . . . . . . . . . . . 4104 Valleverde View, San Antonio, TX 78261 Cars Selections Dilipkumar Suhagiya . . . . . . . . . . . . . . . . . . . . . . . . 4016 N Hwy 78, Wylie, TX 75098 CT Trailers and More LLC Carlos Tamez . . . . . . . . . . . . . . 6810 Leandra Drive, Houston, TX 77083 DIB Motors LLC Georges Dib . . . . . . . . . . . . . . . . . . . . . . . . 3231 Shadowleaf Dr, Houston, TX 77082 FA Motors LLC Feliciano Aviles . . . . . . . . . . . . . . . . . . . . . . 5223 Blanco Rd., San Antonio, TX 78216 J 3 Motor Company, LLC Joseph Corning . . . 5341 U. S. HWY 59 South, Nacogdoches, TX 75964 Left Gate Property Holding, LLC Patricia Moran . . . . . 1375 Broadway, 11th Floor, New York, NY 10018 Mario’s Used Cars Nabil Soliman . . . . . . . . . . . . . . . . . . . . 3106 Spencer Hwy, Pasadena, TX 77504 Mi Amigo Motors John Kamal . . . . . . . . . . . . . . . . . . . . . . . 9729 Long Point Rd, Houston, TX 77055 Miriam’s Auto Sales Miriam Varela . . . . . . . . . . . . . . . . . . . . 2808 Fort Worth Ave, Dallas, TX 75211 MOTOR TRENDS OF HOUSTON Garrick Hatfield . . . . . . . . . . . . . 3971 FM 528 Rd, Alvin, TX 77511 MSK Auto Inc Mohammad Sohail . . . . . . . . . . . . . . . . . . . . 7676 North Fwy #101, Houston, TX 77037 Nationwide Enterprise Mike Youssefi . . . . . . . . . . . . . . . . . . . 1613 Blalock Rd., Houston, TX 77080 Old Way Rods Jack Jernigan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4680 Pine Mill Rd, Paris, TX 75462 R & R Motors Roberto Garcia . . . . . . . . . . . . . . . . . . . 8524 New Laredo Hwy, San Antonio, TX 78211 South West General Motors Janie Zeferino . . . . . . . . . 15406 Shepherd Rd, Atascosa, TX 78002 Stark Autos Somer Stark . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8812 Pineridge Dr A, Austin, TX 78729 Superior Auto Sales Michael Sutton . . . . . . . . . . . . . 4210 N. State Line Ave., Texarkana, AR 71854 Texas BulletProof Saif Mahdy . . . . . . . . . . . . . . . . . . . . . . . . 9142 Long Point Rd, Houston, TX 77080 Texas Star Motors Amin Harmouch . . . . . . . . . . . . . . . 9006 Almeda Genoa Rd, Houston, TX 77075

ASSOCIATE MEMBERS Dealer Owned Warranty Company

Corey Holzapfel . . . . . . 14 Countryside Lane, Ringwood, NJ 07456

resource guide The TIADA Website: www.txiada.org Members can log in with their username/password and access our Dealer Member Directory, Legislative Action Center, Compliance Consultation Service and much more. Register for all upcoming TIADA events online at the Calendar of Events, access our online membership application, find contact information for all our Local Chapters, and access many additional resources at our Knowledge Base. Texas Department of Motor Vehicles 888.368.4689 www.txdmv.gov Office of Consumer Credit Commissioner 800.538.1579 October 2019

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www.occc.state.tx.us

Texas Comptroller 800.252.1382 www.window.state.tx.us NIADA 800.682.3837 www.niada.com

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

Local Chapters CORPUS CHRISTI G.R. Moore The Car Shack (dates announced at www.txiada.org)

EL PASO Ricardo Gardea Cars Plus Meeting – 3rd Friday (Monthly)

FORT WORTH David Byrd Byrd Autos Meeting – 4th Thursday of Jan–May and Sep–Oct

HOUSTON Rudy Roudbari Sarco Enterprise Meeting – 2nd Tuesday (Monthly)

SAN ANTONIO Jose Engler Irving Motors Corp (dates announced at www.txiada.org)

VICTORIA Dennis Schroller Victoria Autos Direct Meeting – 1st Monday (Monthly)

FORMS Burrell Printing 800.252.9154 www.burrellprinting.com

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Discover where we can take you. Visit 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.

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EPI-TIADAhalf September 2019.pdf

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// MO. MO.

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1983 1984

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1955 Board Meeting Nov 7, 1955 Houston,TX

1957

Johnny Geary served as TIADA president in 1958.

1963

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Garage Liability Kevin Smith Insurance is now Tri-State Dealer Services. With expansion and coverages being available outside of Texas, we’ve changed our name to better suit the areas of our growing agency.

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Tri-State Dealer Services is one of the largest writers of Garage Liability in the state. We work with several A+ rated companies which offer exceptional rates to car dealers and repair shops. Call today for a “quick” 10-minute quote! WE ALSO OFFER THESE COVERAGES:

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LET'S CONNECT

Powerful CRM Technology

Decision-Making Insights SCAN HERE Visit us at the 2019 TIADA Convention BOOTH 117

Proven Sales Process www.autoraptor.com 38

Smart Automation 1.888.421.6533 T e x a s

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TIADA texas independent automobile dealers association

Become a TIADA Member Business Name: ____________________________________________ Select one:

Dealer Member

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________ City: _________________________________________ State: _______ Zip: __________________ County: _____________________________ E-mail address: _____________________________________________ Business Phone: _______________________ Fax: ________________________ Cell Phone: ___________________________________________ Dealer P Number: ___________________________________________

TIADA texas independent automobile dealers association

Membership Dues: $499 New Member

Good through 12/31/2020. Pay full amount today and receive the rest of 2019 for free.

Renewing Member

good through 12/31/2019. Dues include NIADA and local chapter membership where applicable.

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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TIADA Auction Directory 2019

Save thousands on buy or sell fees at these participating auctions! * VALID FOR SELL FEE ONLY AT INSURANCE AA LOCATIONS ** ONLINE AUCTION AVAILABLE

Abilene

METRO AUTO AUCTION AUSTIN

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

Corpus Christi

ALLIANCE AUTO AUCTION ABILENE

IAA DFW*

www.iaai.com 4226 East Main Street Grand Prairie, TX 75050 972.522.5000, Fax 972.522.5090 GM: Robert Brown Tuesday, 9:00 a.m. $AVE : up to $200 Sell Fee

C.M. COMPANY AUCTIONS, INC.

CORPUS CHRISTI AUTO AUCTION

IAA FORT WORTH NORTH*

IAA ABILENE*

IAA CORPUS CHRISI*

MANHEIM DALLAS**

www.cmauctions.com 2258 S. Treadaway, Abilene, TX 79602 325.677.3555, Fax 325.677.2209 GM: Gregory Chittum Thursday, 10:00 a.m. $AVE : $200

NEW

www.iaai.com 7700 US 277, Hawley, TX 79601 325.675.0699, Fax 325.675.5073 GM: Terrie Smith Thursday, 9:30 a.m. $AVE : up to $200 Sell Fee

Amarillo IAA AMARILLO*

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

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

Dallas-Ft. Worth Metroplex NEW

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: Rich Levene Tuesday, 9:00 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: John Swofford Tuesday, 1:30 p.m. / Thursday, 2:00 p.m. $AVE : $200

INSURANCE AUTO AUCTION 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

www.metroautoauction.com 8605 Cullen Ln., Austin, TX 78748 512.282.7900, Fax 512.282.8165 GM: Brent Rhodes 3rd Saturday, monthly $AVE : $200

ADESA DALLAS

www.adesa.com 3501 Lancaster-Hutchins Rd. Hutchins, TX 75141 972.225.6000, Fax 972.284.4799 GM: Allan Wilwayco Thursday, 9:30 a.m. $AVE : $200

ALLIANCE AUTO AUCTION DALLAS www.allianceautoauction.com 9426 Lakefield Blvd., Dallas, TX 7520 214.646.3136, Fax 469.828.8225 GM: Chris Dean Wednesday, 1:30 p.m. $AVE : $200

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

NEW

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

TEXAS LONE STAR AUTO AUCTION

AMERICA’S AA DALLAS

www.tlsaa.com 2205 Country Club Drive Carrollton, TX 75006 214.483.3597, Fax 214.483.3814 GM: Patrick Stevens Tuesday, 1:00 p.m. / Thursday, 2:00 p.m. $AVE : $200

IAA DALLAS*

El Paso

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 www.iaai.com 204 Mars Road, Wilmer, TX 75172 972.525.6401, Fax 972.525.6403 GM: Joshua Boyd Wednesday, 9:00 a.m. $AVE : up to $200 Sell Fee

EL PASO INDEPENDENT AUTO AUCTION 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 T e x a s

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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 HOUSTON*

Midland Odessa

IAA HOUSTON NORTH*

www.iaai.com 701 W. 81st Street, Odessa, TX 79764 432.550.7277, Fax 432.366.8725 GM: Christopher Rogers Thursday, 11:00 a.m. $AVE : up to $200 Sell Fee

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 www.iaai.com 16602 East Hardy Rd., Houston-North, TX 77032 281.443.1300, Fax 281.443.4433 GM: Christina Nieves Thursday, 9:00 a.m. $AVE : up to $200 Sell Fee

MANHEIM HOUSTON

Harlingen/McAllen 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

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

Longview

ALLIANCE AUTO AUCTION LONGVIEW

Houston

ADESA HOUSTON

www.adesa.com 4526 N. Sam Houston, Houston, TX 77086 281.580.1800, Fax 281.580.8030 GM: Michael Schenks 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: John Swofford 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 Monday, 6:30 p.m. $AVE : $200

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: David Cooper Thursday, 9:00 a.m. $AVE : up to $200 Sell Fee

Lubbock

IAA LUBBOCK*

www.iaai.com 5311 N. CR 2000, Lubbock, TX 79415 806.747.5458, Fax 806.747.5472 GM: Lori Davee Tuesday, 9:00 a.m. $AVE : up to $200 Sell Fee

AUTONATION AUTO AUCTION - HOUSTON TEXAS LONE STAR AUTO AUCTION** www.autonationautoauction.com 608 W. Mitchell Road, Houston, TX 77037 822.905.2622, Fax 281.506.3866 GM: Mike Green Thursday, 6:00 p.m. $AVE : $200

HOUSTON AUTO AUCTION

www.houstonautoauction.com 2000 Cavalcade, Houston, TX 77009 713.644.5566, Fax 713.644.0889 GM: Tim Bowers Tuesday, 1:00 p.m. $AVE : $200

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www.lsaalubbock.com 2706 E. Slaton Road., Lubbock, TX 79404 806.745.6606 Wednesday, 9:30 a.m $AVE : $75/Quarterly

Lufkin

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*

ONLINE

ACV AUCTIONS**

www.acvauctions.com 800.553.4070 $AVE : $250

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: Brian Sell 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: Carmen Robinson (Sales Manager) Friday, 10:00 a.m. $AVE : $200

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9/24/19 11:37 AM

Dealer Academy 2019 Presents

Presented by Brent Carmichael, Executive Conference Moderator, 20 Groups. NCM Associates, Inc. This has been a challenging year in the Buy Here, Pay Here industry, aided by another odd tax season and increased apathy by our customers in regards to their payments. Dealers are finding that every collection opportunity needs to be capitalized on and that’s where this seminar can help. Collect The Cash, Not The Car is designed to help you and your collection teams maximize your collection opportunities. Through this 1-day course you can expect to learn:

9:30am - 4:00pm $249 Members, Each Additional $199 (must be from same dealership)

$499 Non-members

• How to maximize the collectability of every customer • How to overcome the common and not so common customer objections • Effective skip tracing methods and tools • Effective phone collection techniques We have put together a very strong course outline that includes a wide array of role playing, classroom learning and interactive activities that will allow your collection team to soak up the information and come back to your dealership ready to collect the cash and not the car.