Texas Dealer, June 2014

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In This Issue: – Michael W. Dunagan on Reporting Cash Transactions – Top 5 SEO Tips for Auto Dealers – Lienholders See Incremental Progress on Named-Driver Policies

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2014 TIADA Board of Directors President Michael Thomasson/Mike Carlson Motor Company 264 Exchange St. Burleson, TX 76028 Office: 817.366.9578 Email: mthomasson@mcmcauto.com chairman of the board Byron L. Riley/Texas Auto Solutions 409 North Loop West Houston, TX 77008 Office: 713.869.3405 Email: ub2526@yahoo.com President Elect Brent Rhodes/Fiesta Motors 5150 Industrial Way Drive Buda, TX 78610 Office: 512.312.2201 Email: brent@fiestamotors.net Secretary HL Hensley/Automax of Lubbock P.O. Box 3040 Lubbock, TX 79452 Office: 806.744.3533 Email: hl@gospac.com Treasurer Kathrine Tolsch/CICO Auto Sales 11050 Harry Hines Blvd.

Dallas, TX 75229 Office: 214.352.9282 Email: cicoauto@verizon.net Vice President, West Texas (Region 1) James Hobson/H-Town Motors 3714 Dyer Street El Paso TX 79930 Office: 915.564.9797 Email: htownmotors@sbcglobal.net Vice President, Fort Worth (Region 2) Tommy Gregory/Abilene Used Cars Sales Inc. 497 E.S. 11th Abilene, TX 79602 Office: 325.676.8000 Email: aucsinc@sbcglobal.net Vice President, Dallas (Region 3) Kevin Mims/VP Auto Sales 2921 S. Garland Ave. Garland, TX 75041 Office: 972.864.1300 Email: kevinm@vpautosales.com Vice President, Houston (Region 4) Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 Office: 713.641.0980 Email: ryan.winkelmann@sbcglobal.net Vice President, Central Texas (Region 5) Robert Beck/Stop N’Drive Motors 711 N. General McMullen Dr. San Antonio, TX 78228 Office: 210.432.1101 Email: stopdrive@texas.net Vice President, South Texas (Region 6) Trey Crouch/Trey Crouch’s Wheels On Credit 636 E. Business 83 McAllen TX 78501 Office: 956.972.0700 Email: trey@wheelsoncredit.com Vice President At Large Greg Zak/Dixon Motors 7902 North Freeway Houston, TX 77037 Office: 281.931.1300 Email: gzak@windstream.net Vice President At Large Sonny Paredez/Discount Auto Center 7203 NW Loop 410 San Antonio, TX 78245 Office: 210.680.5600 Email: sonnyparedez@yahoo.com TIADA Executive Director Jeff Martin 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am - 4:30pm 800.442.5944 • Fax 512.244.6218 jeff.martin@txiada.com

Volume XIII

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Issue 6

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J u n e 2 014

texasDealer

5 Officers’ Message

contents

by Byron Riley, TIADA Chairman of the Board

8 Auto Loan Delinquencies Drop in Texas But Still Lag Behind National Average

by Melinda Zabritski

10 News & Notes 14 Lienholders See Incremental Progress on Named-Driver Policies

by Danny Langfield

19 Top 5 Local SEO Tips for Auto Dealers

by Greg Gifford

23 On The Cover: The 2014 Annual Conference: Austin Music, Austin Food and Austin Flavor… with TIADA Education

by Greg Zak

35 Regulation Matters: A Change in Ownership & Your TxDMV License

by Danny Langfield

36 Upcoming Events 38 New Members 41 Legal Corner: Failure to Report Cash Transactions Can Lead to Money-Laundering Charges

by Michael W. Dunagan

44 Local Chapters 44 2014 Auto Auction Directory & Resource Guide 46 Behind the Wheel

by Jeff Martin

Editor’s Note:

The Texas Department of Motor Vehicles recently informed the association that they no longer compile the enforcement action summary that the agency previously used for internal purposes and which was provided as a courtesy to TIADA for use in our “Fines & Violations” section. TxDMV has indicated that the underlying enforcement action information can still be obtained through the public information (open records) process. According to the agency, requests for enforcement division records may be made via email to lori.smith@txdmv.gov. It is our understanding that such a request will not result in a summary report, but rather in delivery of the actual, individual final order documents, each of which may be several pages each in length. We apologize for any inconvenience this situation may cause for our members.

The Editor of the Texas Dealer magazine is Jenny Kroening, Special Projects Director of TIADA. To change your address for subscription and/or for other TIADA products, call the TIADA state office at 800.442.5944, 512.244.6060 or fax 512.244.6218. E-mail: info@txiada.com. New Membership/Subscriptions: If you are a member of TIADA, you may receive this magazine free of charge. Membership year runs from Jan 1 to Dec 31. Back issues are available for $20 each subject to availability. Send a check or money order, along with your name and mailing address to TEXAS DEALER, Attn: Back Issues, 9951 Anderson Mill Rd., Suite 101, Austin, TX 78750. Sorry, no billing. Notice to all members concerning services and products: TIADA was established in 1944 to develop professional standards of service and conduct for the independent auto industry. Opinions expressed herein are not necessarily those of the TIADA management, the Board of Directors or the membership. Likewise, the appearance of advertisers or their indemnifications of TIADA does not constitute endorsement of the products or services featured.

officers’ message

by Byron

$60,000 – Let’s Do It!

Texas Auto Solutions (Houston) TIADA chairman of the board

Win $1

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Riley

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My father was his is my last article as a board Uncle Buddy of member for TIADA and it Uncle Buddy’s truly has been a great expeSpec PreOwned Autos in rience. I remember early on in my ial Draw ings $100 Membe held Houston. He was a career in the car business, my father .00 D r a Lost t the TIA onat ship Pine D i A o n A long-time advos, Te advised me to get involved with the xas nnual C on - July 27-3 ference cate for TIADA association at the local and state Gran 0 & , Expo 2014 Prize Seco d Pri s: z n and unmatched levels. He always thought it d e Priz (2) T $10, (12) hird Pri e 0 at selling special was in the best interest of Doo 00 $200 r Prizes Selle 0 zes r of th $ w 1 in e 0 ning membership tickets our business and for ticke Grand P $50000 each rize t each Chec to help raise money the industry. ks pa yable $500 to: T IADA / 995 for the association. He TIADA has made 1 An ders Ques on tions : 800 Mill Rd., Ste. .442 had a way of using the tickets some great strides over the 101 .594 KEE / Aus 4 tin, T P Th X 78 T 750 i i c s as a conversation starter that ket N past several years. Stronger Part umb er: Tick proved to be profitable for relationships at the capital, et Nu mbe Nam r: the association, while also e __ represented by one of the top ____ ____ Com ____ pany _ _ helping him make long_ lobbyists in Austin, a new of____ ____ ____ ____ Billin ____ ____ g Ad ____ ____ d re ____ ____ ss__ lasting connections in fice, better education for deal____ ____ ____ ____ ____ ____ ____ ____ ____ ____ ____ ____ _ ____ ____ ____ the industry. ers, and Auction VIP cards City, _ _ _ _ _ ____ ____ ____ State ____ ____ ____ , ZIP ____ _ ____ ____ Phon ____ _ _ _ This year, as one just to name a few. Thanks _ _ _ ____ e __ ____ ____ ____ ____ ____ ___ ____ ____ ____ CC# ____ ____ ____ ____ of my last acts on _ go to Jeff Martin and the _ _ ____ ____ ____ ____ ____ ____ _ ____ ____ Exp. ____ ____ ____ ____ _ _ _ _ _ _ ____ ____ ____ ____ the board, I am serventire TIADA staff for do____ ____ __ Selle ____ ____ Circle r ___ ____ ____ one: ____ ____ __ Chec ing as chairman of special ing a great job. To remain ____ A _ ks p _ M ____ EX ____ ayab ____ le to ____ MC : TIA ___ ____ DA / ____ memberships and want to set a new effective at a high level V 9951 S ____ And ____ Disc erso ____ n Mil l Rd., ____ record.

In remembrance of my father, I requires a very good staff, ____ Ste. 101 ___ / Aus tin, T X 7 8750 want us to reach $60,000 in ticket sales. strong volunteers, and capital…

Will you help me achieve this goal?

MONEY, GREEN BACKS, DINERO! Yep! You will find one special membership One of the ways you can financially support your asticket included in the binding of this magazine and sociation is to buy and/or sell special membership tickyou’ll also get two tickets in the mail. All you have to ets. Every special membership ticket sold represents an do is complete the bottom part of the ticket and mail it entry to win the Grand Prize drawing of $10,000, which back to the TIADA office along with payment. Buy or will take place July 29 at the TIADA Annual Conference sell them all! And if you need more, the state office will and Expo. Other prizes include one $2,000 prize, two be happy to send them to you. Just call 800-442-5944. $1,000 prizes and $500 to the person who sells the winLet’s help the association grow strong and reach for new ning ticket. You don’t even need to be present to win, so heights. Together, we can do it!.

ANYONE can participate.

SPE

MEMBERS Exclu

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Door

Prize

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June 2014

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5

TIADA Membership Application

2014

Business Name: ____________________________________________ Select one:

Dealer Member

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________

2014 TIADA Membership Dues:

City: _________________________________________ State: _______

Join Date:

Dues:

Zip: __________________ County: _____________________________

Jan. / Feb. / Mar.

$425

Apr. / May / Jun.

$320

Jul. / Aug. / Sep.

$215

Oct. / Nov. / Dec.

$425

E-mail address: _____________________________________________ Phone: _______________________ Fax: ________________________ Dealer P Number: ___________________________________________ Who referred you to TIADA? __________________________________ Mailing Address (if different from above): __________________________________________________________ City: _________________________ State: _______ Zip: ___________

(includes all of 2015) (all dues include NIADA membership)

PLEASE INDICATE PAYMENT METHOD: Check or Money Order payable to TIADA Check # __________ Credit Card Card Number: __________________________________________________ Expiration Date: ____________ Monthly Payments - $100 initial payment & $29.50 per month Via Credit Card (Please enter card information above. Authorization Agreement required - contact state office) Via Bank Draft (Authorization Agreement & voided check 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.com

512.244.6060

800.442.5944

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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feature

Auto Loan Delinquencies Drop in Texas But Still Lag Behind National Averages

by Melinda Zabritski Senior Director of Automotive Credit for Experian Automotive

{Editor’s Note: Melinda will be a speaker at the 2014 TIADA Annual Conference and Expo.}

N

ationally, the automotive credit market is moving along like a well-oiled machine. In the first quarter of 2014, there was a record $811.4 billion in outstanding loans, while lenders of all types — banks, captive finance companies, finance companies and credit unions — all experienced growth.

Consumers are playing their part in keeping things moving as both 30- and 60-day automotive loan delinquencies dropped.

If you are a dealer in Texas, however, you might ask how are things going in your home state? If you are a glass-is-half-full person, the automotive credit market in Texas trended in a positive direction. Of course, if you see the glass as half empty, you might see a continued string of black clouds on the horizon.

Texas Consumers Improve Payment Performance

First, there is the good news. Texas consumers did a better job of making timely payments on their auto loans in the first quarter of 2014 than they did in the first quarter of 2013, according to Experian Automotive’s latest State of the Automotive Finance Market report. Consumer loan delinquencies are one of the most important barometers of automotive credit market health, and moving in a positive direction bodes well for consumers, lenders and dealers.

For 30-day loans, the delinquency rate in Texas dropped 5.74 percent year-over-year from 2.65 percent in the first quarter of 2013 to 2.50 percent in the first quarter of 2014.

For 60-day loans, the delinquency rate in Texas fell nearly 3.0 percent from 0.69 percent in the first quarter of 2013 to 0.67 percent in the first quarter of 2014.

Texas Still Underperforms Compared to National Averages

Now for the bad news. In comparison to the rest of the country, Texas‘s first quarter 2014 automotive loan performance was lackluster by several different measures.

This includes overall 30- and 60-day delinquency rates and percentage of delinquency reductions.

Nationally, the 60-day automotive loan delinquency rate was 0.63 percent in the first quarter of 2014, down

8

from 0.65 percent in the first quarter of 2013. Texas is 5.6 percent higher than the average for 60-day delinquencies. However, there is a much wider chasm for 30day automotive loan delinquencies, where the national rate was 2.24 percent, down from 2.38 percent in the first quarter of 2013. Texas was 11.4 percent higher than the national average.

Additionally, Texas had the 13th highest delinquency rate for 60-day delinquencies and the 11th highest rate for 30-day delinquencies. By comparison, Mississippi had the highest delinquency rates for both 30- and 60-day delinquencies at 3.59 percent and 1.08 percent, respectively. North Dakota was the top performing state for both 30- and 60-day delinquencies at 0.27 percent and 1 percent, respectively.

In terms of improved performance, 18 states saw a larger decrease than Texas did for 30-day delinquencies, while 19 states saw a larger decrease for 60-day delinquencies.

Majority of States Improve Payment Performances

Only six states saw increases in their 30-day delinquencies. These included: Alaska increased by 8.9 percent (1.61 percent in the first quarter of 2014 up from 1.48 percent in the first quarter of 2013) Montana increased by 5.4 percent (1.56 percent in the first quarter of 2014 up from 1.48 percent in the first quarter of 2013) Kentucky increased by 3.4 percent (2.35 percent in the first quarter of 2014 up from 2.27 percent in the first quarter of 2013) West Virginia increased by 2.2 percent (2.61 percent in the first quarter of 2014 up from 2.55 percent in the first quarter of 2013) Indiana increased by 1.7 percent (2.10 percent in the first quarter of 2014 up from 2.06 percent in the first quarter of 2013) Pennsylvania increased by 0.9 percent (2.06 percent in the first quarter of 2014 up from 2.04 percent in the first quarter of 2013) T e x a s

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Far more states struggled with 60-day delinquencies, however, as 22 states saw increases in late payments.

This could be a sign of trouble brewing. Although the overall national market is strong and the market in Texas is getting stronger, with so many states showing increases in 60-day loan delinquencies, it is more important than ever for lenders and automotive retailers to understand the unique challenges in their local markets.

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Unemployment, Delinquency Rates Key to Future Performance

For now, the national automotive loan market continues its strong performance, and despite the middleof-the-pack performance, the Texas market is still performing relatively well. However, given that so many states saw increases in their 60-day delinquencies, lenders will need to pay close attention to unemployment and delinquency rates moving forward.

In Texas, the unemployment rate was 5.5 percent for March 2014, down from 6.4 percent in March 2013, according to the Texas Workforce Commission.

Additionally, Texas has outperformed the national average for the past 87 months. If these trends continue, it’s likely that Texas will continue to see a solidly performing automotive credit market in the near future.

June 2014

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news & notes

Happenings in the Industry…

compiled by Texas Dealer staff

NMVTIS Ready for the Public

T

exas Department of Motor Vehicles (TxDMV) completed their implementation of NMVTIS on May 12, 2014. NMVTIS is a national consumer protection database that provides title information from states across the country. In Texas, the NMVTIS initiative is known as “Title Check.”

With this full implementation, an inquiry will be conducted in NMVTIS for qualifying title transactions. The inquiry will validate key title fields (e.g., Year, Make, Vehicle Identification Number, and Odometer), check for value limiting brands, and validate the surrendered ownership evidence.

TxDMV has redesigned their Title Check webpage to allow Texas title applicants to see the same

Cipg insurance issued by

Vehicular Service insurance Company, RRg* insured/Reinsured

Limited Warranty program (LW) ceded for Thirteen Dollars

($13) per LW

insured/Reinsured

Vehicle Service Contract program (VSC)

ceded for Sixty Nine Dollars

($69) per VSC

Bhph/Lhph “pay-As-You-go” programs Available This reduced fee program is for 100% internet transactions only. please visit

www.theCipg.net

*Texas Department of insurance License # 13764570

10

NMVTIS information that will be used by the TxDMV before issuing a title. The Title Check webpage provides users with additional useful information about NMVTIS. You can find Title Check by using the icon on the TxDMV website’s homepage, www.txdmv.gov, or going directly to www.txdmv.gov/title-check.

NIADA Convention and Expo

T

he National Independent Automobile Dealers Association Convention and Expo will be held June 23-26 at Caesars Palace in Las Vegas.

Registration is $599 per person and includes training sessions; expo admission and meals; Leadership Awards Reception & Banquet; and National Quality Dealer Awards Banquet and after-party. Complete event information and registration is available at www.niada.com/convention.php

OCCC License Renewal Deadline Approaching

T

exas dealers who hold a Motor Vehicle Sales Finance (MVSF) license from the OCCC are reminded that MVSF license renewals and fee assessment payments are due to the OCCC by July 1. The OCCC will continue to accept renewals and payments through July 31. According to the OCCC, initial renewal notices are mailed in early June and a second renewal notice is mailed not later than July 15. If payment is not received by July 31, your MVSF license will expire. You can reinstate an expired license by paying a $1000 late fee within 180 days of July 31. After that, you will be required to apply for a new license. Financing with an expired license is considered the same as financing without a license and can result in a $10,000 fine. This year, dealers can renew their license online using the new Application Licensing Examination Compliance System (ALECS). Leslie Pettijohn, from the OCCC, will present a session featuring this new system at the TIADA Annual Conference and Expo July 28 in Lost Pines, TX. For more information on MVSF license renewal, call the Office of Consumer Credit Commissioner at (800) 538-1579 or visit www.occc.state.tx.us.

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June 2014

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feature Lienholders See Incremental Progress on Named-Driver Policies

by Danny Langfield

TIADA Deputy Director

S

enate bill 1567 was signed into law by Governor Perry on June 16, 2013. The passage of this legislation marked a significant milestone in the ongoing efforts of TIADA and other stakeholders to address the negative effects of named-driver auto insurance policies.

Authored by Sen. Wendy Davis (D – Fort Worth) and sponsored by Rep. Craig Eiland (D – Texas City), SB1567 requires, among other provisions, that any proof of insurance document for a named-driver policy contain the following disclosure: WARNING: A NAMED DRIVER POLICY DOES NOT PROVIDE COVERAGE FOR INDIVIDUALS RESIDING IN THE INSURED’S HOUSEHOLD THAT ARE NOT NAMED ON THE POLICY. The Texas Department of Insurance (TDI) recently adopted final rules implementing the disclosure requirement on auto ID cards for named-driver policies. The rules were published in the May 9, 2014 edition of the Texas Register and became effective on May 18.

TDI will address the other provisions of SB1567 in a separate rule action. Formal rules regarding those provisions are expected to be proposed sometime in June, according to the agency.

Robert Beck, owner of Stop-N-Drive Motors in San Antonio and current TIADA Vice President of Region 5, testified in favor of SB1567 before the Senate Committee on Business & Commerce.

“I just told the committee that I had seen first-hand the damage these policies can do,” said Robert. “It is clear to me that these policies are bad for the customer, bad for the lienholder and bad for all Texas drivers. I was glad that the bill passed and I am happy to see that TDI has put rules in place to implement the first part of the bill’s disclosure requirements.”

The limitations of named-driver policies have long been a sore spot for Texas car creditors. Chief among the issues raised has been the difficulty of identifying such policies, according to TIADA general counsel Mike Dunagan. “For years dealers have been presented with proof of insurance containing endorsements identified only by coded references,” Mike said. “As a result, no one but the issuing insurer really knew what limitations might apply to a given policy. SB1567’s requirement for a clear disclosure on any proof of insurance document

14

“I was glad that the bill passed and I am happy to see that TDI has put rules in place to implement the first part of the bill’s disclosure requirements.”

Robert Beck, Stop-N-Drive Motors, San Antonio

should help car creditors identify named-driver policies so they can respond appropriately.”

Sensitive to the seriousness of this and related insurance issues for TIADA members, then-president Scott Allen appointed an ad-hoc insurance committee to study these issues in January of 2012. The committee asked TIADA staff to develop and conduct a lien holder issues survey for the membership. That same year, TIADA staff began working with the Office of Consumer Credit Commissioner (OCCC) to determine whether dealers could legally reject named-driver policies presented by their customers.

In November of that year, TIADA members were surveyed for the purpose of identifying the most prevalent insurance issues facing lienholders and their relative significance to the industry. Among the topics addressed was: “TIADA is working with the OCCC and Texas Department of Insurance to determine whether you, as a lienholder, have the right to require your customers to obtain a policy that adequately protects your security interest in the vehicle. This would allow you to reject policies with a named-driver-only or excluded driver endorsement, among others.”

Survey results indicated that 97% of respondents believed that the ability to reject such policies would be either “significant” or “very significant” to their dealership. (Complete survey results were published in the February 2013 edition of the Texas Dealer, available at http://issuu.com/tiada/docs/txdealer_feb13.)

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On December 20, 2012, the OCCC released a bulletin stating the agency’s position with regard to limited policies. In a positive development for the industry, the OCCC indicated that certain limited policies could indeed be prohibited by the lienholder. The bulletin reads, in part: The purpose of §348.201 Texas Finance Code is to allow the holder to require insurance that provides adequate protection of the holder’s interest in the motor vehicle.

Therefore, the OCCC will not object if a holder requires a buyer to obtain an insurance policy that contains certain terms that protect the holder’s interest. For example, a named-driver policy could be seen as inadequate protection of the holder’s interest when it cannot be reasonably expected that the named driver will be the only person to drive the vehicle. And an excluded-driver policy may not adequately protect the holder when the holder has a reasonable expectation that the excluded driver will drive the vehicle.

Likewise, a high-deductible policy does not adequately protect the holder when it cannot be reasonably expected that the consumer would be financially able to pay the deductible on a high-deductible policy. Accordingly, the OCCC would not challenge a holder’s ability to prohibit a buyer from obtaining a named-driver policy, an excluded-driver policy or to require that the buyer purchase a policy that has a deductible below a set amount.

(The complete bulletin is available at the OCCC website, www.occc.state.tx.us under MVSF / Bulletins & Advisories.)

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Then, during the 2013 legislative session, a bill was introduced that proposed the elimination of named-driver policies altogether. Authored by Rep. Ed Thompson (R – Pearland), co-authored by Rep. Patricia Harless (R – Houston) and strongly supported by TIADA, HB 1773 passed the house but stalled in the senate.

“For the safety of all folks using our roads, people need to know what these named driver policies actually cover,” stated Rep. Thompson. “People need to see that these policies are not adequate. While the warnings mandated in SB 1567 are a step in the right direction, our focus should be on eradicating these junk policies altogether.”

The 2014 interim committee charges recently issued by House Speaker Joe Strauss include a directive to the House Committee on Insurance to examine the benefits and drawbacks of prohibiting or restricting the use of “named driver” auto insurance policies. The committee is expected to hold hearings on this issue in late May or early June (at press time a hearing date had not yet been set).

TIADA will participate in these hearings and will continue to work to represent the interests of our lienholder members with regard to insurance issues.

Additionally, the TIADA Annual Conference & Expo will feature a dealer roundtable discussion entitled, “Customers & Insurance: What Do You Do?” as well as an update on the insurance interim study and other legislative and regulatory matters.

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feature

Top 5 Local SEO Tips for Auto Dealers

by Greg Gifford AutoRevo Director of Search and Social

{Editor’s Note: Greg will be a speaker at the 2014 TIADA Annual Conference and Expo.}

S

earch Engine Optimization (SEO) is the process of affecting the visibility of a website or web page in a search engine’s un-paid search results. SEO isn’t the fringe offering it used to be — if you’re in a competitive market, it’s absolutely necessary if you want to rank well and be visible to local customers. If potential customers can’t find your dealership on the first page of search results, it’s likely that they’re not going to find you at all.

Making matters worse, auto dealers fall into the category of “Local SEO,” which is even more complicated than traditional SEO. Google has determined that with certain business types, searchers want local results — even if they don’t type in a city name in their search query.

Auto dealerships fall into the Local category, so it’s important that dealers learn how Local SEO is different from traditional SEO. If you type the phrase “used

cars” in Dallas, you’ll get a completely different set of results than what you’d get if you typed the same thing in Austin.

So what can you do to help your dealership dominate local rankings? You can start by following these 5 Killer Local SEO Tips:

1

laim and optimize your Google C Plus Local page (aka Google Places)

The single most important thing you can do to help your dealership do well in local searches is to claim your Google Plus Local page (formerly known as Google Places). There’s no better way to prove that you’re a relevant local business. We still see dealers who haven’t

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claimed their pages, and far too many dealers don’t do anything with their listings after claiming them. Write a great description, upload photos — make your listings interesting and engaging.

2

ake sure you’ve got accurate M citations

Google expects businesses to be listed in certain online directories. Your dealership’s Name, Address, and Phone number (known as NAP) on another site is called a citation. Citations with consistent NAP information help strengthen your local relevancy signals with Google. Make sure you’ve got your NAP information exactly the same on every site, and be sure to use a local phone number.

3

Optimize your site for local

When you’re optimizing your website, be sure to include your city and state in all the important SEO elements. On your home page and any other important pages, make sure you’ve got your city and state in: your title tag, your H1 heading, your image alt tags, and in your content. It’s also important to have an embedded Google Map that points to your actual Google Plus location page, not just your address.

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4

Encourage online reviews

Google reviews are another strong element of the local ranking algorithm. You’ve got to have a proactive reputation management strategy in place so that you’re encouraging positive reviews. You’ve got to ask customers to leave reviews and include a link on your site to make it easy. You need 5 Google reviews to see a star rating, and you should get 10 reviews before you branch out and go after reviews on third party sites.

5

Engage on social media

Social engagement is another important element of local relevancy. Your dealership should be active on Facebook and Twitter at a minimum, and you should be posting regularly. Don’t just post links to your vehicles, take the time to join conversations and engage with your followers. It will help your local rankings AND it will help build your brand with your followers and their friends.

These 5 easy tips will go a long way towards establishing local relevancy, which will help your dealership rise to the top of the pack. Remember — SEO takes time, and Local SEO is no different. You can’t just flip a switch and rank number 1, but if you put in the time and effort, you’ll be rewarded in the long run.

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PROFITABILITY IN BHPH IS A PUZZLE THAT CAN BE SOLVED. Look to NCM, the originators of automotive 20 Groups and a leading provider of training, consulting and 20 Groups for BHPH Dealers. Current programs include:

• BHPH/LHPH Dealer 20 Groups • BHPH Finance 20 Groups • Sales, Service, Collections & Underwriting Consulting • Training Programs conducted at your place or ours!

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Do you have the right BHPH strategy?

t Abou k l a T lled ght Strai r-Contro e Deal cing n a Fin ®

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"Straight Talk About Dealer-Controlled Financing" is a detailed description of Low Cap, Mid Cap, and Highline business models and how to maximize your investment in each. This easy-to-follow guide to Dealer-Controlled Financing covers: • Commitment • Collections and Risk Management • Acquiring Capital • Hiring the Right People • Service and Reconditioning • Compliance

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A S S O C I A T E S

on the cover

The

2014

by Greg Zak Dixon Motors (Houston) TIADA Vice President at Large

Annual Conference austin music

with

T

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austin food

+

austin flavor...

tiada education

he TIADA Annual Conference and Expo will be held this year July 27–30 in Lost Pines, Texas, just outside of Bastrop. Although there will be lots of entertainment, good food and fun, education will once again be the heart of this standalone event.

I’ve been coming to the TIADA annual conference for several years and have seen the event grow from 64 dealers in 2008 to 225 in 2013. I believe that unbelievable growth can be attributed to the relevancy, quality and quantity of the education offered.

The TIADA Annual Conference is the only event that is targeted to the issues affecting Texas dealers.

A national event won’t have representatives like Leslie Pettijohn from the OCCC or Bill Harbeson from TxDMV available to share the latest in Texas regulatory requirements and answer questions unique to Texas dealers. Similarly, the benefits of networking with other Texas dealers can’t

June 2014

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be overstated. We all share similar market conditions and can learn a lot from one another.

One of my favorite qualities of TIADA conference education is that I can be sure each session is going to be informative and timely and not a promotion for a specific product or service. Don’t get me wrong, I spend as much time as I can in the exhibit hall visiting with the sponsors and learning about the latest products on the market, but I really appreciate that this event separates education from products and services.

I’m proud to share that there will be even MORE education offered at the conference this year. Between keynote sessions, break-out sessions and the new bonus workshops (see pages 2432 for details), there is no way conference attendees will leave this event uninspired. My only complaint (if you can call it that) after leaving TIADA conferences in the past was that I didn’t get the chance to attend every session I wanted to attend. This year, many of the sessions are going to run twice, which will help ensure no one misses out on their favorite speaker — and let me tell you, the lineup for this year is full of some of the biggest names in the industry.

If you’re already planning to attend because you’re as excited as I am about this event, be a mentor to someone new to the industry or to TIADA and invite them to attend as well. One of the ways I’ve been able

to see a return on what I spend to attend this conference is to bring other people from my dealership with me.

If I go alone, it is impossible to impart everything I’ve learned to my employees and motivate them to make changes. But when I bring others with me, we all go back to the dealership energized and ready to put what we’ve learned into action.

Like the title above indicates, the conference this year will offer more than top-notch education. There will be live music by some of the best musicians in central Texas at various locations throughout the property. If you’ve been to Austin recently, you probably noticed all of the food trailers around town offering everything from BBQ to cupcakes to Asian fusion. Food trailers will be onsite during the event, so even though the conference isn’t in Austin proper, you’ll be sure to experience the flavor of the capitol city from the comfort of Lost Pines.

The host location for this event, the Hyatt Lost Pines Resort and Spa, provides the perfect opportunity to combine a business trip with a family vacation. The property has a worldclass golf course, an 18,000 square foot spa, a water park and access to tons of outdoor activities including horseback riding, hiking and fishing to name a few.

I really can’t think of any reason NOT to come to this event. It’s going to be the best TIADA Annual Conference and Expo yet. See y’all there!

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Hyatt Regency Lost Pines Resort & Spa juLy 27–30, 2014

Visit www.TiadaAnnualConference.com for registration information.

More dealers, More Exhibitors, More education

Come be a part of the premier event for Texas dealers!

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2011

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Breakout

ses sions

Paul Webb Author and Trainer, Paul Webb Training/WebbVT

Deadlines fast approaching –

Don’t miss out!

handling customer attitudes: 86 obJections Highly-respected trainer Paul Webb knows how to get inside your customer’s head. This session will take you on a guided tour of that potential buyer’s mind, where you will learn about the “Nine Buyer Beliefs” that lead to the most common objections. Paul will teach you to identify specific customer attitudes and how to use innovative, effective techniques to overcome objections and sell more cars.

Bill Harbeson Enforcement Division Director, TxDMV

You can’t saY that! can You? understanding dealer advertising rules Everybody Financed! No Credit Rejected! Make Your Own Deal! Best Prices! Wholesale to the Public! Are these phrases actually illegal? And what exactly is considered “advertising” anyway? Bill will address these issues and explain how the advertising rules are enforced.

Chuck Bonanno Executive VP, Leedom & Associates

buY here, PaY here: benchmarks and best Practices

Conference Registration Register on or before June 27 and save nearly 20% over the standard registration fee. Call TIADA at 800.442.5944 or register online at www.tiadaannualconference.com/ conference-registration/

Chuck Bonanno, one of the most knowledgeable and entertaining figures in the business, will provide attendees with industry benchmarks based on one of the largest BHPH database in the country as well as discuss the power of being a benchmark dealer. He will also analyze the industry leaders’ best practices and show you the power of emulating those practices.

Scott Muscutt Coach & Founder, Learn Lead WIN

What do Winners do? theY Win A former hockey player and coach, Scott led the Bossier-Shreveport Mudbugs of the Central Hockey League to two championships before forming his leadership training company, Learn Lead WIN. Scott will demonstrate 10 ways to foster an environment in which your teammates are engaged, motivated, and fully committed to giving your dealership a competitive advantage. (Helmets optional)

BHPH Panel Discussion collectors on collecting: time to get Paid The folks on this panel aren’t consultants or trainers; they are the men and women who actually run collection departments, rolling up their sleeves, banging the phones and working in the business every day. You’ll hear some of the most productive collection managers in the business discuss specific techniques they use to achieve that all-important goal... getting paid.

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Hotel Reservations Don’t miss out on the great deal available for conference attendees—$169/night at the lovely Hyatt Lost Pines Resort and Spa in Lost Pines, Texas. Call 888.431.1442 or book your room online at www.tiadaannualconference.com/ lost-pines-resort-spa.

This rate is only available through June 27.

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Bonus

workshops New this year! These special bonus workshops will run concurrently with education break-out sessions and offer attendees an interactive, hands-on learning experience.

don’t get Framed! the art & science oF identiFYing damaged vehicles Ever get your car back to the dealership from the auction and realize you bought a “framer?” Have you discovered one morning that the sweet trade-in you took the night before had a not-so-sweet paint job you didn’t notice? This highly interactive session will take you out of the classroom onto the hotel grounds to inspect an actual automobile.

You’ll learn exactly how to spot the most commonly overlooked types of damage and discover first-hand how the real experts assess vehicle value.

the

best e Breakout

ses

Ken Shilson

President and Founder of NABD

back to the Future?

What’s next For texas car creditors He may not have a time-traveling DeLorean, but Ken Shilson does have over 20 years of experience as a CPA, consultant, trainer and analyst in the BHPH industry — and he has seen this movie before.

Come visit with Ken about the possibilities and potential for BHPH in 2014 and beyond, and learn about specific opportunities he sees for those operators who are prepared for the future.

Greg Gifford Director of Search & Social, AutoRevo

automotive seo: do or do not — there is no trY Automotive Search Engine Optimization (SEO) isn’t rocket science — but you DO have to know what you’re doing. In this sci-fi movie themed presentation, Greg will explain how SEO is now vital to continued success online. He’ll also explain Local SEO, why it’s exactly what dealers need, and how most SEO providers struggle to do it correctly. Dealers will leave with a solid understanding of current best practices for SEO, several tool suggestions, and the ability to choose an SEO provider that will really help their dealerships.

Leslie Pettijohn OCCC Commissioner

the neW occc licensing sYstem — Plus: most common dealer violations Webdealer — What’s in it For You? Tired of waiting in line at the tax office? TxDMV’s new online titling application system, webDEALER, is going to revolutionize the way dealers transfer titles in Texas. This ”come-and-go” style workshop will give you a chance to get some “hands-on” experience trying out the application for yourself. TxDMV personnel will walk you through the user experience and answer your questions about how the system will work for both you and your customers.

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The Office of Consumer Credit Commissioner recently debuted an all-new online licensing portal which allows you to add an additional location, renew your license and check the status of any application in process, among many other features. Commissioner Leslie Pettijohn, in conjunction with Consumer Protection Director Rudy Aguilar, will orient you to the new system as well as discuss the most common violations recently found in dealer examinations.

National Dealer Panel Discussion it’s not luck: the best Practices oF highlY successFul dealers “I’m a great believer in luck, and I find the harder I work the more I have of it,” so said Thomas Jefferson, reflecting a sentiment likely to be shared by our panelists. Come hear some of the most successful dealers in the country talk about the strategies they’ve used to scratch their way to the top of the mountain — and pick their brains about how you can do the same.

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d u cat i o n sions,

cont’d...

Melinda Zabritski Senior Director of Credit, Experian Automotive

the texas auto Finance market: buY the ticket, take the ride…

Over the last few years, the ever-deeper buying of both traditional lenders and special finance companies has shaken the auto finance world and changed the lay of the land for all types of dealers. In this session, Experian Automotive’s Melinda Zabritski will analyze these trends and others shaping the used-vehicle industry in Texas.

She will also reveal what is going on in new vehicle financing that will ultimately impact used inventory in the next few years as well as discuss how you can take advantage of shifts in the current market to improve profitability.

Austin Music

Michael W. Dunagan TIADA General Counsel

Five things to check this Week: everYdaY comPliance laPses You can Fix Oftentimes at national conferences you will hear the various compliance presenters using the caveat, “...but you should check with an attorney in your state on that.” Well, Mike Dunagan is the attorney to check with in Texas. In this session Mike will reveal five specific problems he regularly sees in dealerships and the steps you can take to address them immediately — BEFORE an agency audit. Think you’re already compliant? Take Mike’s quiz and see how you stack up...

Austin Food

Jay Rose President, Global Training Solutions

give ‘em a WoW exPerience — and earn a customer For liFe Jay will teach you how staying away from the traditional “car language” responses so many dealers use can separate you from the pack. He will demonstrate what it takes to create the kind of “wow” experience for your customer that will keep them coming back for years.

Austin Flavor

Attorney Panel Discussion cFPb: the monster in the closet is real Dealers have been hearing dire predictions about the potential impact of the Consumer Financial Protection Bureau ever since the CFPB was formed back in 2010. However, with the recent CID’s (Civil Investigative Demands) being issued by the bureau to dealers, the threat of the CFPB’s regulatory influence has become a reality. This panel will feature attorneys from nationally known firms specializing in federal regulation who will discuss the CFPB’s recent actions as well as the bureau’s expectations for dealer compliance.

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Fun for the Whole Family 27

Thank You to Our Current Sponsors Platinum

Gold

28

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June 2014

Thank You to Our Current Sponsors Silver

Bronze PLUS and Bronze AFS Acceptance, Inc. n AutoAction n Auto Master Systems, Inc. n Automotive Capital Resources, LLC Automotive Finance Corporation (AFC) n AutoRevo n Autostar Solutions, Inc. n AutoTrader.com AutoZoom n Berkshire Risk Services n Big Valley Auto Auction n BlackBook n Cadence Insurance CARFAX n CARS Protection Plus, Inc. n Centrus Auto Finance n Collateral Protection Insurance Agency, Inc. Copart Auto Auctions n CounselorLibrary/Hudson Cook LLP n Dealer Center n Dealer Funding n DealersLink DealersSocket n Floorplan Xpress LLC n J.P. Everhart and Company, Inc. n Kevin W. Smith & Associates, Inc. Lane Gorman Trubitt PLLC n Lobel Financial n Mullen Insurance Agency, Inc. n NCM Associates NextGear Capital n PassTime / Gary Clymans & Associates n Protective Asset Protection REPAY: Realtime Electronic Payments n SecureClose n Shilson, Goldberg, Cheung & Associates, LLP SideCars, Inc.* n Sigma Payment Processing n Skypatrol n Small Dealers Assistance, Inc. SSW Dealer Supply n Strategic Dealer Services n Titan Card n United Acceptance Inc. Westlake Financial Services

*Musical Act Contributor

Specialty Sponsors Hotel Key Card: ADESA, Inc. n Re-Charge Station: Leedom Group Lanyard: Arcana Insurance Services n ACE Morning News: AutoZone June 2014

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30

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CARFAX

AutoRevo

Automotive Capital Resources

CARS Protection Plus

Kevin W. Smith & Associates

Westlake Financial Services

Big Valley Auto Auction

Sigma Payment Processing

Collateral Protection Insurance

Woodland Texas Financial Services Capital Bank

Autostar Solutions

AutoAction

Lobel Financial

Centrus DealersLink Auto Finance

Alliance Auto Auxtion

SmartAuction

Primalend Capital

Ituran USA

AFS Acceptance

Adesa Auctions

TexCap Financial

Leedom Group

United Acceptance

Dealer Center

Strategic Dealer Services

SSW Dealer AutoRaptor Supply CRM

DealerSocket Sidecars, Inc.

Counselor Copart Auto Library/Hudson Auctions Cook LLP

NCM Associates

Dealer Black Book Funding USA Partners LLC

J.P. Everhart Skypatrol & Company Inc.

NextGear

Main Entrance Doors

Autostar Solutions

AutoZone

AFC

AutoZoom

Protective Asset Protection

Floorplan Xpress

Shilson, Goldberg, Cheung & Associates

GM Onstar

GO Financial

Peritus Portfolio Services

Passtime/ Clyman & Assoc.

Cadence Insurance

AutoTrader .com

Local Search Arcana Ins. Group Agency

Consumer Portfolio Services

Berkshire Risk Services

Lane Gorman Trubitt PLLC

Auto Master Systems

Spartan Financial Partners

America’s Auto Auctions

Small Dealers Assistance

Dealer Funding

Titan Card

Thank you to our sponsors!

Gold Sponsor

Specialty Sponsor

Platinum Sponsor

Consumer Portfolio Services

Silver Sponsor

juLy 27–30, 2014

Preferred Warranties

Mullen Insurance

Main Entrance Doors

Hyatt Regency Lost Pines Resort & Spa

REPAY Insurance Realtime E-Payments Auto Auction

National Auto Lenders, Inc.

CARFAX

Map of Exhibit Hall

June 2014

Schedule of Events SUNDAY, JULY 27 2:00 pm – 8:00 pm . . . . . . .Registration / Help Desk 3:30 pm – 5:30 pm . . . . . . . Platinum Sponsor & Officers Activity (by special invitation)

7:30 pm – 8:00 pm . . . . . . .First-Timers Reception 8:00 pm – 10:00 pm . . . . . .Welcome Reception

MONDAY, JULY 28 7:00 am – 12:00 pm . . . . . . Registration / Help Desk 7:00 am – 8:00 am . . . . . . . Continental Breakfast 80

Big Valley Auto Auction

79

Westlake Financial Services

54

Kevin W. Smith & Associates

27

CARS Protection Plus

26

Automotive Capital Resources

2

AutoRevo

1

8:00 am – 9:30 am . . . . . . . Opening General Session: “The Power to Lead,” Jonathan Sprinkles, keynote speaker 9:00 am – 10:00 am . . . . . . Meet & Greet for Spouses/ Guests/Children 78

55

77

56

National Auto Lenders, Inc.

REPAY Insurance Realtime E-Payments Auto Auction

76

Alliance Auto Auxtion

57

Preferred Warranties

23

5

75

AFC

AutoZoom

58

10:45 am – 11:00 am . . . . . BReAk 11:00 am – 12:00 pm . . . . . Concurrent Breakout Sessions Collectors on Collecting: Time to Get Paid, BHPH Panel Discussion The Texas Auto Finance Market: Buy the Ticket, Take the Ride…, Melinda Zabritski You Can’t Say That! Can You? Understanding Dealer Advertising Rules, Bill Harbeson Handling Customer Attitudes—86 Objections, Paul Webb Buy Here, Pay Here: Benchmarks, Tactics & Practical Advice, Chuck Bonanno

22

6

74

TexCap Financial

59

Adesa Auctions

Primalend Capital

21

7

SmartAuction

73

NextGear

60

72 71

62

NCM Associates

45

Dealer Black Book Funding USA Partners LLC

61

J.P. Everhart Skypatrol & Company Inc.

46

19

Counselor Copart Auto Library/Hudson Cadence GM Onstar Auctions Insurance Cook LLP 35 36 37 Protective 38 Shilson, 39Passtime/ Goldberg, Clyman & Asset Cheung & Assoc.

Protection Associates

20

SSW Dealer AutoRaptor Supply CRM

10

DealerSocket Sidecars, Inc.

United Acceptance

9

18

8

Leedom Group

53 52 51 50 49 48 47 Strategic Centrus Lobel AFS Dealer DealersLink AutoAction AutoZone Auto Finance Financial Acceptance Services 28 29 30 31 32 33 34 Sigma Collateral Dealer Ituran Autostar Autostar Protection Payment Center USA Solutions Insurance Processing Solutions

Mullen Insurance

24

4

Woodland Texas Financial Services Capital Bank

25

3

9:45 amLunch – 10:45 . . Concurrent Breakout Sessions Buffet am . . . .Lunch Buffet It’s Not Luck: Best Practices of Highly Successful Dealers, National Dealer Panel Automotive SEO: Do or Do Not—There is No Try, Greg Gifford 5 Things to Check this Week: Everyday Compliance Lapses You Can Fix, Mike Dunagan What do Winners do? They WIN, Scott Muscutt Back to the Future? What’s Next for Texas Car Creditors, ken Shilson Bonus Workshop: WebDealer, TxDMV

Bonus Workshop: Don’t Get Framed! The Art & Science of Identifying Damaged Vehicles Bonus Workshop: WebDealer, TxDMV 12:00 pm – 3:00 pm . . . . . . exhibit Hall Grand Opening (Lunch with exhibitors) 3:00 pm – 4:00 pm . . . . . . . Concurrent Breakout Sessions Collectors on Collecting: Time to Get Paid, BHPH Panel Discussion CFPB: The Monster in the Closet, Attorney Panel Discussion The New OCCC Licensing System—PLUS: Most common Dealer Violations, Leslie Pettijohn What do Winners do? They WIN, Scott Muscutt Give ‘em a WOW Experience—and Earn a Customer for Life, Jay Rose Bonus Workshop: WebDealer, TxDMV 4:00 pm—4:15 pm . . . . . . . BReAk 4:15 pm – 5:15 pm . . . . . . . Concurrent Breakout Sessions It’s Not Luck: Best Practices of Highly Successful Dealers, National Dealer Panel The New OCCC Licensing System—PLUS: Most common Dealer Violations, Leslie Pettijohn Handling Customer Attitudes—86 Objections, Paul Webb Buy Here, Pay Here: Benchmarks, Tactics & Practical Advice, Chuck Bonanno Bonus Workshop: Don’t Get Framed! The Art & Science of Identifying Damaged Vehicles Bonus Workshop: WebDealer, TxDMV 5:15 pm – 7:00 pm . . . . . . . exhibit Hall (Happy Hour with exhibitors)

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TUESDAY, JULY 29 70 69

64

AutoTrader .com

42

Lunch Buffet

16 Peritus Portfolio Services

12

Local Search Arcana Ins. Group Agency

63

GO Financial

43

17

Floorplan Xpress

11

7:00 am – 10:00 am . . . . . . Registration / Help Desk 7:00 am – 8:00 am . . . . . . . Continental Breakfast 8:00 am – 9:00 am . . . . . . . General Session: “30 Years in 60 Minutes: Lessons from the Front Lines,” David Walsh, keynote speaker 9:00 am— 9:15 am . . . . . . . BReAk 9:15 am – 12:05 pm . . . . . . Dealer Roundtable Discussions 68

Titan Card

67

Dealer Funding

66

Small Dealers Assistance

65

America’s Auto Auctions

Lunch Buffet

41

Spartan Financial Partners

40

Auto Master Systems

15 Lane Gorman Trubitt PLLC

14

Berkshire Risk Services

13

WEDNESDAY, JULY 30

12:05 pm – 2:00 pm . . . . . . exhibit Hall (Lunch with exhibitors) 2:10 pm – 3:10 pm . . . . . . . Legislative Summary 3:15 pm – 4:00 pm . . . . . . . Legislative Caucuses 4:00 pm – 4:15 pm . . . . . . . Break 4:15 pm – 5:15 pm . . . . . . . House of Delegates Meeting 6:30 pm – 7:30 pm . . . . . . . Awards Ceremony Reception 7:30 pm – 9:30 pm . . . . . . . Awards Ceremony/Dinner

9:00 am – 10:30am . . . . . . Farewell Breakfast June 2014

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THINK

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regulation matters

A Change in Ownership & Your TxDMV License

by Danny

I

n the April 2014 edition of this column, we took a look at the steps necessary to amend or transfer a Motor Vehicle Sales License (MVSF) with the Office of Consumer Credit Commissioner (OCCC) when there is a change in your business ownership. This month we will look at the same situation with regard to your TxDMV dealer license.

As with the OCCC license, an ownership change may result in one of three scenarios: a license amendment may be filed, a new license must be obtained, or no action needs to be taken.

The first thing to consider is your current entity type (sole proprietor, general partnership, corporation, LLC, LLP, etc.). Second, are you planning to change your ownership, your entity type, or both?

Langfield

TIADA deputy director

A publicly-held corporation only needs to inform the agency of a change in ownership if one person or entity acquires 10 percent or greater interest in the licensee.

What about an entity change that does not involve a change in ownership, such as a sole proprietor deciding to incorporate, or become an LLC? The answer will depend on the dealership’s current entity type. If the current licensed entity is a sole proprietor or a general

“As with the OCCC license, an ownership change may result in one of three scenarios: a license amendment may be filed, a new license must be obtained, or no action needs to be taken.”

In general, ownership changes that do not involve an entity change require the filing of an amendment, rather than applying for a new license. Common examples of this would include a general partnership adding/removing a partner or an LLC adding/removing a member. Similarly, a privately-held corporation that experiences a change in directors, officers or any change in ownership (regardless of the percentage) is required to file an amendment.

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Upcoming Events TIADA Dealer Academy June 2014 9 Keeping Your Dealership

Legal & Compliant Hilton San Antonio Airport 611 N.W. Loop 410 San Antonio, TX 78216 210.340.6060 Online registration available at www.txiada.com

Other TIADA Events July 2014 27–30 TIADA Annual

Conference & Expo Hyatt Regency Lost Pines Resort & Spa 575 Hyatt Lost Pines Road Lost Pines, Texas 78612 Online registration available at www.TiadaAnnualConference.com

27 TIADA Board of

Directors Meeting (in conjunction with the Annual Conference and Expo) Lost Pines, Texas

29 TIADA House of Delegates Meeting (in conjunction with the Annual Conference and Expo) Lost Pines, Texas

36

partnership, then the new entity will need to apply for a new license.

However, other businesses may change their entity type by way of a conversion with the secretary of state’s office, in which case the filing of an amendment (along with any required attachments) generally should suffice. There are some exceptions to this, such as a merger situation where the currently licensed entity is not the surviving entity.

What about changes to a parent company? For example, let’s say Martin Enterprises, Inc. owns several businesses, one of which is Martin Auto Holdings, Inc., doing business as Jeff ’s Mighty Tight Rides. If the parent company (Martin Enterprises, Inc.) takes on a new investor (shareholder), that change does not need to be reported to TxDMV, as long as the parent company does not change its entity type or name.

Changes to companies above the parent level do not need to be reported.

The law also contains an interesting provision with respect to sole proprietors, found in the Texas Administrative Code §215.145 (c): If a dealership is operated as a sole proprietorship and the sole proprietor dies, the surviving spouse of the deceased dealer, or other individual deemed qualified by the division, shall submit to the division a bond rider adding his or her name to the bond for the remainder of the bond and license term. That person may continue dealership operations under the current dealer license until its expiration. In the event the qualifying individual is a surviving spouse, he or she may change the ownership of the dealership upon renewal of the license without applying for a new general distinguishing number by submitting additional information regarding ownership, business background, and financial responsibility as required for a new application.

Another issue that may arise in an ownership/entity change scenario is the possibility of a name change. If the licensed entity’s name changes, then an amendment (and any required attachments) must be filed and a new bond (or a rider to the existing bond) must also be provided. If only the DBA is changing, then a new bond (or rider) is not required. Similarly, if the licensed entity has a parent company, and the parent company’s name changes, then a new bond (or rider) is not required. This may be easier to understand using the example from above: Martin Enterprises, Inc. (parent company) owns Martin Auto Holdings, Inc. (licensed entity) doing business as Jeff ’s Mighty Tight Rides If Martin Auto Holdings, Inc. has a name change, then a new or updated bond must be provided in addition to the amendment and any required attachments.

If there is a name change to Martin Enterprises, Inc. or to Jeff ’s Mighty Tight Rides, then only the amendment and any required attachments are necessary.

The TxDMV licensing staff is always willing to visit with dealers about the topics above or any other licensing issue; I personally have found them to be very helpful and supportive of TIADA members.

TxDMV Customer Relations can be reached at 888.368.4689.

Note: TxDMV can request additional information or require additional documentation to support application processing.

Special thanks to TxDMV Motor Vehicle Division Director Daniel Avitia and his staff for their help on this article.

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Please Welcome Our Newest TIADA Members Dealer Members A & N Import Auto Ali Hafezamini 2650 North Haven Dallas, TX 75229 Ace & Ego Auto Brokers Julio Gonzalez 8380 Hwy 195 Florence, TX 76527 ACE Motor Group, LLC Hani Saadalla 3312 NE 28th St Fort Worth, TX 76111 Advantage Motors Marcus Clouse 615 E Houston Sherman, TX 75090 All American Autohaus, Inc Camille Yamouni 401 E. SH Business 121 Lewisville, TX 75057 American Auto Group Bassam Ismail 8579 Bandera Rd San Antonio, TX 78250 Arbil Motors Inc. Ismail Abdulhakim 1315 E. Abram St, Ste 102 Arlington, TX 76010 Auto Locators of Texas Richard Walsh 4460 Tradition Tr Plano, TX 75093 Auto Mall 59 Mansour Morakabi 1217 Saint Regis Dr Irving, TX 75038 Auto SATX Matthew Ranjbar 1836 Jackson Keller San Antonio, TX 78213 Autolimits Sami Noubani 1400 N. Beltline Rd, Ste 100 Irving, TX 75061 Bedford’s Autos John Bedford 7950 CR 153 Kaufman, TX 75142 Best Buy Auto Sales Richard Miller 6479 US 175 Franklin, TX 75763 Best Car Auto Service Inc. Mustafa Taksh 10220 Harry Hines Dallas, TX 75220 Best Drive Auto Wail Suleiman 7767 Culebra Rd San Antonio, TX 78251 Budget Motor Company Hamdy Aboellhasan 1718 Eden Ave Haltom City, TX 76117 C J Auto Sales LLC Carlos Jiminez 1301 S. General McMullen San Antonio, TX 78237 38

Cardenas Auto Sales Juan Cardenas 3011 Fort Worth Dr Dallas, TX 75211

Expressway 83 Auto Brokers Joe Orozco 1110 W Expressway 83 Weslaco, TX 78599

King Kars of Corinth, Inc Ricky King PO Box 955 Corinth, MS 38835

Carrrs Sam Musia 796 Winding Oaks Dr Waco, TX 76705

Family Motors Steven Garrett 750 W. FM 78 Cibolo, TX 78108

KP’s Auto Sales Pablo Guerrero 703 W. Ripy Fort Worth, TX 76110

CCC Sales Inc. Windel Carter 209 Tanner Creek Circle Sunnyvale, TX 75182

FC Sales LLC Felipe Ramirez 18212 Hwy 46 Spring Branch, TX 78070

Low Score Auto Finance Mario Aquino 7104 S Cage Blvd Pharr, TX 78577

Champion Motors Rickey Richardson 1950 N. Main Paris, TX 75460

Fiesta Mart Maher Atteyah 8751 Navidad Irving, TX 75063

Luma Used Cars Luis Rojas 655 W. Davis St Dallas, TX 75208

Champion’s Auto Sales Co. LC Martin Aguayo 1820 Jacksboro Hwy Fort Worth, TX 76114

First Choice Auto Center Jeff Salehi 5718 Babcock Rd San Antonio, TX 78240

Metroplex Motor Trend Babak Amishekmat PO Box 6448 McKinney, TX 75071

Chema’s Auto & Tires- Main Jose Saucedo 1634 S. Vine Ave Tyler, TX 75701

Garza Auto & Truck, Inc Hugo Garza 810 Trappers Run St San Antonio, TX 78245

Mokry Auto Group Hunter Mokry 5311 S. I-35 Georgetown, TX 78626

City Imports Mike Hemmat 13006 Esplanade St Austin, TX 78727

Global Motor Cars Fahad Hussain 7620 Bellaire Blvd Houston, TX 77036

Neighborhood Autos Roy Boswell 2320 Old Jacksboro Hwy Wichita Falls, TX 76302

Classic Motor Cars Colette Souter 5727 58th St Lubbock, TX 79424

Global Vehicles Inc Muhammad Zubair 1820 E. Irving Blvd #121 Irving, TX 75060

North American Motor Co. Chris Garcia 8136 Camp Bowie West Fort Worth, TX 76116

Dallas Best Dealer Ana Johnson 444 Ridge Mead Dr Lewisville, TX 75067

Grid Auto Sales Tony Matjeka 955 Sids Rd Rockwall, TX 75032

North Texas Vehicle Exchange RJ Mursch 1425 Justin Rd #950 Lewisville, TX 75077

DFW Executive Imports Jon Calabrese 1503 W. Airport Fwy Irving, TX 75062

Helm Motor Co LLC Darren Helm 1200 Hwy 380 Graham, TX 76450

Old Car Place Clinton Garland 4211 Trinity Forest Way Dallas, TX 75241

E-T-C AUtos Elaine Centanni 2213 S. Texas Ave Bryan, TX 77802

HMY Global Enterprises Hussein Yehia 7407 Harry Hines Dallas, TX 75235

Oryx Motors Ahmad Khatib 210 S. Bagdad Rd Grand Prairie, TX 75050

EC Cars Carolyn Rivas 2845 SW Wilshire Blvd Burleson, TX 76028

Irving Motors Corp.

Jose Engler 3907 Blanco Rd San Antonio, TX 78212

P B R, Inc. Joel Claybrook 222 S. Buckner Blvd Dallas, TX 75217

Eight Lug Motorsports Dale Heine 17135 Bandera Rd Helotoes, TX 78023

Itrade Investments Mohammad Shaito 13999 Goldmark Dr, #427A Dallas, TX 75240

Palata Auto Tysser Al-Hamaydeh 4343 Vance Jackson Rd San Antonio, TX 75230

Empire Exotic Motors Eric Rioja 15501 E. Beltwood Addison, TX 75001

James Maverick Motor Sports Challis LeBouef 2130 Shoreline Dr Flower Mound, TX 75022

Pana Motors Jofrett Blackman 439 W. Ben White Blvd Austin, TX 78704

Enterprise Auto Group Haile Hailu 11235 Grisson Ln, Ste B Dallas, TX 75229

JapanDrift.net Won Yoon 1951 W. Division St Arlington, TX 76812

Powerflo Diesel William Chalko 4021 W University Dr, Ste. 200 McKinney, TX 75071

Express Auto Financial Alex Pericaz 3501 E. Main St Grand Prairie, TX 75050

JJ Auto Sale LLC Jose Clemente 5518 E. Belknap St Fort Worth, TX 76111

Preferred Auto Sales Scott Biggerstaff PO Box 262 Flint, TX 75762

Express Auto Sales Kamran Chottani 3801 Chandler Hwy, Ste 200 Tyler, TX 75702

Just Quality Auto Sales Christian Jaramillo 2633 E. Main St Grand Prairie, TX 75050

QSI Truck Sales Jack Petruccelli 5350 Hwy 290 W Austin, TX 78735 T e x a s

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Please Welcome Our Newest TIADA Members

Quick Credit Cars Lloyd Mahoney 1903 Bandera Rd San Antonio, TX 78229

Sport Motor Cars Hamid Massoudi 2560 Joe Field Rd Dallas, TX 75229

Value Motors Inc Aamir Memon 11430 Reeder Rd Dallas, TX 75229

Irving Motors IH-10 Branch Jose Engler 5400 IH10 West San Antonio, TX 78201

Remington Motor Company Bill Pond 3120 Caruth Blvd Dallas, TX 75225

Sportsman Paradise David Willis 4534 Barksdale Blvd Bossier City, LA 71112

Velocity 360 Auto Bassam Al Nohbani 1513 Brown Tr Bedford, TX 76022

Associate members

Reyco Motors Onofre Reyes 603 E. Saunders St Laredo, TX 78041

Sully’s Auto Sales Steve Sullivan 901 S. Timberland Dr Lufkin, TX 75901

Vida Motors Syed Ali 7200 McNeil Dr Austin, TX 78729

S. Auto Enterprise, LLC Mauricio Figueroa 1821 E. Main St Grand Prairie, TX 75050

Synergy Motors Inc Cristian Malonu 1938 E. Irving Blvd Irving, TX 75060

Ward Motor Co. Juli Ward 201 First Down Dash Burnet, TX 78611

SA Preowned Autos Tareq Alrafati 6818 S. Flores San Antonio, TX 78221

Texas Best Truck and Equipment, Inc Juan Marquez 7914 Mansfield Hwy Kennedale, TX 76060

Williamson Motor Cars, LLC Rodney Williamson 1425 Justin Rd, Ste 950 Lewisville, TX 75077

Schneck Motor Company Al Schneck 4373 W Northwest Fwy Dallas, TX 75022

Tovi’s Auto Sales Temer Tovi 2271 Tawny Owl Rd Grand Prairie, TX 75052

World Cars Credit Rogelio Vega PO Box 930 Pharr, TX 78577

Silva’s Auto Sales David Silva 501 W. Hwy 83 Pharr, TX 78577

Universal Motor Investments Eugenio Lozano 1820 Forest Ln Garland, TX 75042

ZAKS Auto Mart Jawdat Obaid 2713 Mansfield Hwy Fort Worth, TX 76119

Southwest Auto Group Francisco Lopez 6369 Montana Ave El Paso, TX 79925

Valley Motors Yancey Greene 5215 River Rd Amarillo, TX 79108

Chema’s Autos & Sales–Branch Jose Saucedo 1112 E Gentry St Tyler, TX 75701

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Ashton Agency, Inc David Harms 7505 NE Ambassador Place, Ste A Portland, OR 97220 Dealer Funding Partners, LLC Michael Tinberg 1110 North Loop 336 West, Ste 300 Conroe, TX 77301 NextGear Capital Patty Turner 1320 City Center Dr , Ste 100 Carmel, IN 46032 Titan Card Andy Fox 218 Quinlan St, #274 Kerrville, TX 78028

39

legal corner

Failure to Report Cash Transactions Can Lead to Money-Laundering Charges I n 2011, a Texas car dealer is convicted and sentenced to 188 months in federal prison for his role in a money-laundering scheme involving the purchase of vehicles with large amounts of cash by alleged drug dealers and other criminals.

In 2012, a Texas car lot is shut down by a task force involving federal, state, and local police making allegations of money laundering involving the sale of vehicles to a purported drug dealer for cash.

In May, 2014, two car dealers in Phoenix are charged by federal prosecutors of being involved in a money-laundering scheme when they sold vehicles to undercover agents posing as drug dealers.

O

ne of the realities of the car business, especially at the buy here, pay here level, is that many customers don’t have bank accounts. Instead of receiving payment for vehicles through traditional banking instruments, most dealers have to deal with cash.

The legitimate use of cash by those who, for whatever reason, don’t use banks has run into conflict with the federal government’s efforts to monitor criminal activities by following money trails. As a result of the finding that drug dealers and smugglers used cash in their transactions, and needed to “launder” the large amounts of cash through seemingly legal activities, the government enacted the Financial Crimes Enforcement Network (FinCEN).

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Included in the legislation is a requirement that anyone in a trade or business who receives certain large amounts of cash must report the fact to the Internal Revenue Service.

After the terrorist attacks of September, 2001, Congress enacted the USA Patriot Act of 2001 that increased the scope of the cash reporting rules to help trace funds used to finance terrorism.

For one Dallas dealer, the seriousness of this law became a reality when police vice squad officers “raided” his business, closed off access to the lot, and confiscated his computers and records, effectively shutting down his office and damaging his business for several days. The officers carrying out the raid, who were armed with a search warrant, refused to tell him why he was the subject of such drastic tactics.

Later, the dealer found out that a prior “sale” had been to an undercover officer who paid for a vehicle with over $10,000 cash. The police assumed that the dealer did not report the cash payment as required

by FinCEN, and would thus be liable for civil and criminal penalties.

Thankfully, the dealer had in fact filed an IRS Form 8300. The dealer’s property was returned without an apology by the obviously disappointed officers.

FinCEN provides that any person (person is defined as an individual, company, corporation, partnership of other business entity) in a trade or business who receives more than $10,000 in cash in a single transaction, or a series of related transactions, must fill out an IRS form 8300,

by Michael

W. Dunagan

TIADA general counsel

reporting the identity of the person paying with cash, and send the form to the IRS. The form must be filed within 15 days of the receipt of the cash.

With regard to the acceptance of payments in coin or currency, reporting is required if: (1) the cash payment is a lump sum exceeding $10,000; or (2) installments or other payments of cash received within one year of the initial payment total $10,000.

In addition to currency, the rules also include in the definition of cash certain cash equivalents such as cashier’s checks, bank drafts, traveler’s checks or money orders. The acceptance of one of these instruments in full or partial payment for a vehicle (other than as a regular payment on an installment contract) is reportable if: (1) the face amount of the instrument is $10,000 or less (if the face amount is more than $10,000 and was paid for by currency, the issuing institution was required to report that transaction); and (2) a vehicle (or boat or other consumer-use personal property) purchased had a sales price of more than $10,000.

A report should also be filed if it appears that a purchaser is trying 41

to avoid the reporting of a cash transaction by structuring payments that fall short of the $10,000 threshold.

An exception to the reporting rules on cashier’s checks, bank drafts, traveler’s checks and money orders applies if the instrument is the obvious proceeds of a bank loan, or if one is given as a regular installment payment on a retail installment agreement or lease.

Form 8300s are to be mailed to the IRS at the address that appears on the form. Copies should be kept for five years. The rules require that written or electronic notices be sent to buyers informing them that the Form 8300 was filed. These notices should be sent before January 31 of the year following the year in which the Form 8300 was filed.

Dealers should be aware that banks are also reporting cash deposits to the IRS. This means that when a dealer deposits large amounts of cash, the IRS will

probably be informed. One dealer in South Texas recently found that he had drawn the attention of the IRS because several of his deposits contained large amounts of cash, although each was under $10,000.

Congress obviously intended the law to be taken seriously. The simple inadvertent failure to file might lead to an audit and an assessment of penalties. But a finding of intentionally failing to file a form 8300 can include a fine of $250,000 ($500,000 for corporations) and/or five years in prison. Criminal penalties also apply to anyone who attempts to structure a transaction in a way that would make it seem unnecessary to report the transaction.

Under no circumstances should an agreement be made with a buyer to not report applicable cash transactions.

Form 8300 can be obtained from banks or can be downloaded, along with detail ed instructions, from the IRS website at www.irs.gov.

Some dealer management software packages offer cumulative cash payment monitoring and Form 8300 printing. While the rules governing filing Form 8300 are complicated and confusing (like the IRS Code, FinCEN contains rules, exceptions to the rules, and exceptions to the exceptions), a good faith effort to comply should be made.

IRS Publication 1544, which provides a detailed explanation of the reporting requirements, including some specific references to car transactions, is available at the IRS website (www.irs.gov).

Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for over 35 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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June 2014

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2 014 tiada a u t o a u c t i o n

Local Chapters Victoria Donny Cowan • Rock Motors 361.573.3325 rockmotorsllc@tisd.net Meeting - 1st Monday (Monthly) Fort Worth Jerry Smith HJ Smith Automobiles 817.282.0102 hjsmithauto@yahoo.com Meeting - 4th Thursday (Monthly) Dallas County Kathrine Tolsch • CICO Auto Sales 214.352.9282 cicoauto@verizon.net Meetings every other month Houston Michael Zak • Dixon Motors 281.931.1300 houstoniada@gmail.com Meeting - 2nd Monday (Monthly) Waco-Heart of Texas Bill Miller • Bill Miller Used Cars Meeting - 2nd Monday (Monthly) For more information contact Eddie Massey, Massey Motors 254.753.6661 San Antonio Sonny Paredez • Discount Auto Center 210.680.5600 sonnyparedez@yahoo.com Meetings quarterly (dates announced at www.txiada.com) El Paso Ricardo Gardea • Cars Plus 915.778.8285 cars_plus@att.net Meeting - 3rd Friday (Monthly) Austin Brent Rhodes • Fiesta Motors 512.312.2201 brent@fiestamotors.net Meetings quarterly 44

ABILENE Alliance Auto Auction of Abilene 6657 US Hwy 80 West / 79605 325.698.4391 / 866.310.3555 www.allianceautoauction.com Ben Stock, Auction Manager Danielle Staples, Office Manager Friday: 10 AM CM Company Auctions 2258 S. Treadaway / 79602 325.677.3555 / 866.310.3555 www.cmauctions.com Gregory Chittum, Owner Thursday: 10 AM

AUSTIN America’s Auto Auction Austin / San Antonio 16611 S. IH-35 / Buda / 78610 512.268.6600 www.americasautoauction.com John Swofford, General Manager Tuesday: 1:30 PM

BEAUMONT Gulf Coast Auto Auction 4450 South 11th Street / 77701 409.840.6000 www.gulfcoastautoauction.com Roger Rashall, General Manager Rocky Rashall Blake Rashall Thursday: 7 PM

CARROLLTON Texas Lone Star Auto Auction 2205 Country Club Drive / 75006 214.483.3597 www.TLSAA.com Jeff Dunning, Jr., General Manager Tim Clement, Assistant GM Michelle Elrod, Office Manager Tuesday: 1 PM / Thursday: 2 PM

CORPUS CHRISTI Big Valley Auto Auction 5661 Agnes St / 78405 361.356.2020 www.bigvalleyaa.com Bernard Watson, Owner Billy Kratz, GM Tuesday: 10 AM

DALLAS / FT. WORTH METROPLEX ADESA Dallas 3501 N. Lancaster-Hutchins Rd / Hutchins / 75141 972.225.6000 Ken Osborn, GM Wednesday: 3 PM – New Car Trade Thursday: 9:30 AM – Consignment/Fleet/Lease Alliance Auto Auction of Dallas 9426 Lakefield Blvd. / Dallas / 75220 www.allianceautoauction.com Christopher Dean, General Manager Wednesday: 1 PM America’s Auto Auction – Dallas 219 N. Loop 12 / Irving / 75061 / 972.445.1044 www.americasautoauction.com Robert Hammonds, GM Ruben Figueroa, Assistant GM. Tuesday: 2 PM / Thursday: 2 PM

EL PASO El Paso Independent Auto Auction 7930 Artcraft Road / 79932 / 915.587.6700 www.epiaa.com Lori Pidgeon, GM Luke Pidgeon, AGM Wednesday: 10 AM – Fleet/Lease & Dealer Consignment Wednesday: 1 PM as scheduled – GSA Public Auction

HARLINGEN / McALLEN Big Valley Auto Auction 4315 N. Hutto Rd. / Donna / 78537 956.461.9000 www.bigvalleyaa.com Bernard Watson, GM Lisa Harms, alternate contact Thursdays: 10 AM

HOUSTON America’s Auto Auction – N. Houston 1440 FM 3083 / Conroe / 77301 / 936.441.2882 www.americasautoauction.com Buddy Cheney, GM Ben Nash, Sales Manager Mondays: 6:30 pm

longview Alliance Auto Auction, LLC 6000 SE Loop 281 / 75602 903.212.2955 www.allianceautoauction.com Jeff Loftin, Auction Manager Brenda Hunt, Office Manager Friday: 10 AM T e x a s

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June 2014

directory & resource guide LUBBOCK

oKLAHOMA CITY, OK

Lone Star Auto Auction 2706 Slaton Hwy / 79404 806.745.6606 (local) / 888.299.6606 (toll-free) www.lsaalubbock.com Jim McNulty, Owner Dale Martin, General Manager Wednesday: 10 AM

Dealers Auto Auction of OKC 1028 S. Portland / Oklahoma City, OK / 73108 405.947.2886 /405.943.8370 (fax) www.daaokc.com Gary Smith, Owner/President/GM John Reininger, Asst. GM Mike Egdahl, F/L Manager Thursdays: 8:30 AM – Consignment Sale INOP Sale held weekly GSA sale held monthly (open to public) Call for info on sale dates and times Every other Tuesday: 10 AM – GM Sponsored Factory Sale

LUFKIN Lufkin Dealers Auto Auction 2109 N. John Redditt Drive / 75904 936.632.4299 Wayne Cook Thursday: 6 PM

ROCKWALL

The TIADA Website:

Lakeside Auto Auction 1810 East I-30 / 75087 972.771.9919 www.lakesideaa.com Pete Conley, Owner Tuesday: 7 PM

TYLER Greater Tyler Auto Auction 11654 State Highway 64 W / 75704 903.597.2800 Tuesday: 5 PM – Repo Lane Tuesday: 6 PM – Consignment

WACO Heart of Texas Auto Auction (Waco’s oldest auto auction- Proudly serving dealers for 20 years!)

2508 HWY 6 / 76705 254.755.7713 www.heartoftexasautoauction.com Allan Wichkoski, Owner Kenny Reigert, General Manager Shirley McMillan, Office Manager Thursday: 7 PM Alliance Auto Auction 15735 N. Interstate Hwy 35 / Elm Mott, TX / 76640 254.829.0123 / 254.829.1298 (fax) www.allianceautoauction.com Darren Darnell, GM darren.darnell@allianceautoauction.com Carmen Klaus, Office Manager Every Friday: 10 AM

www.txiada.com Members can log in with their username/password and access our Dealer Member Directory, Legislative Action Center, Legal 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 find many additional resources at our Links page.

Texas Department of Motor Vehicles 888.368.4689 www.txdmv.gov Office of Consumer Credit Commissioner 800.538.1579 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

Forms

Burrell Printing 800.252.9154 www.burrellprinting.com June 2014

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45

behind the wheel

Martin

And the New State Record Goes to… You!

I

n 1995 TIADA set a membership record with 1,356 members. For almost two decades that mark has stood as the all-time membership high. Over the same time period the average membership has been 904 including a low point of just 722 members in 2001. Now, almost 20 years after the record high was set, we are poised to break it and the thanks all go to you and a few extraordinary recruiters! As you know, the strength of your association comes from the size of the membership and peer recruitment is still the most effective method of gaining new members.

We are just 195 members shy of setting the new alltime record and with six month left to recruit, I am confident we will get there. However, to sweeten the pot just a little, we have the perfect incentive that we have been promoting since January.

To Recap:

Recruit 5 new members by June 30 and receive a FREE 2014 TIADA Annual Conference registration OR $250.

Recruit 10 new members by June 30 and receive a FREE 2014 TIADA Annual Conference registration plus 2 nights free hotel stay OR $500.

BONUS! Recruit 20 new members by September 30

by Jeff

tiada executive director

and also win an all-expense paid trip for you and a guest to the 2015 NIADA Convention in Las Vegas!

Sound like too lofty a goal? It shouldn’t. Congratulations to Wayne Meagher of M D Auto Sales in Grand Prairie and Mark Brown of Red Carpet Auto Sales in New Braunfels who have already scored a free registration and 2 nights free hotel at this year’s conference with 40 and 15 new recruits respectively. There are a handful of others who have three or four recruits under their belt and are well on their way to a free registration. (By the way, have you seen the education lineup for this year’s conference?

Check out pages 24–32 — it’s a conference you will not want to miss.)

Winning prizes or loot is always a nice incentive, but growing our membership translates into growing our influence—which in turn allows us to build a stronger association voice to protect and represent the independent automobile industry. I know you can think of 5 or even 10 dealers you could call this week and invite to join TIADA. Your membership alone makes you a part of what will be a record-setting year, but your contribution as a recruiter will help us break the all-time membership high, and more importantly, help us achieve the ultimate goal of becoming a bigger and better association.

...the strength of your association comes from the size of the membership and peer recruitment is still the most effective method of gaining new members.

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June 2014

NOT ALL PROGRAMS ARE CREATED EQUAL Debt Cancellation Coverage Voluntary Debt Cancellation Coverage (DCC) is an alternative to requiring Comprehensive and Collision Insurance.

DCC provides debt forgiveness in the event of a Total Loss and is offered at the point of sale.

See what our clients are saying: “Our Debt Cancellation Program, serviced through AVP, was one of the best financial decisions our company has ever made in its 21 year history.”

Benefits NEW PROFIT CENTER REDUCES EXPENSES COLLATERAL PROTECTED INCREASED CASH IN DEAL INCREASED CSI

Michael Brill, President B&B Automotive Inc.

FINANCED WITH CONTRACT FORMS REVIEWED BY OCCC

AVP DEALERS MAKE MORE MONEY PERIOD! www.avpadmin.com

816.756.5430

*Substantial Discounts for TIADA Members

Texas Independent Automobile Dealers Association 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750

PRSRT STD

U.S. Postage

PA I D Jefferson City, MO

Permit No. 210