Texas Dealer, July 2014

Dealer Alert

TIADA members piece together the facts of a fraudulent operation In This Issue: –T IADA Attorney Michael W. Dunagan on Liability Concerns Surrounding Airbags – Update on TxDMV Enforcement Notifications – A Frontline Ready Technique for Building Trust – NTTA Billing for Tolls Associated to Dealer Plates

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Volume XIV

2014 TIADA Board of Directors

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

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

Issue 7

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J u l y 2 014

texasDealer

President Michael Thomasson/Mike Carlson Motor Company 264 Exchange St. Burleson, TX 76028 Office: 817.366.9578 Email: mthomasson@mcmcauto.com

President Elect Brent Rhodes/Fiesta Motors 5150 Industrial Way Drive Buda, TX 78610 Office: 512.312.2201 Email: brent@fiestamotors.net

/

5 Officers’ Message

contents

by Kathrine Tolsch, TIADA Treasurer

6 New TxDMV Rules: Notice of Department Decision

by Ray Willoughby

11 Legal Corner: Airbag Safety Issues Raise Liability Concerns for Dealer

by Michael W. Dunagan

12 Upcoming Events 15 On The Cover: Dealer Alert: TIADA Members Piece Together the Facts of a Fraudulent Operation

by Kate Johanns

19 Regulation Matters: Speed Kills

by Danny Langfield

21

Building Trust in a Mistrusted Industry

25

TxDMV’s webDEALER: What’s in it for You?

by Paul H. Webb

The TxDMV webDEALER Project

28 New Members 30 2014 TIADA Annual Conference and Expo 39 The 2014 TIADA Vendor Directory 52 NTTA Billing for Tolls Associated to Dealer Plates Provided by the North Texas Toll Authority staff

54 Local Chapters 54 2014 Auto Auction Directory & Resource Guide 57 The 2015 State Officer Nominees

58 Behind the Wheel

by Jeff Martin

What’s happening at w w w . t x i a d a . c o m ?

DID YOU KNOW... Members can access free legal consultation at any time? Just

visit the site and go to Legal Resources/Legal Consultation Service. After you’ve logged in, you’ll enter your question and submit the form. A TIADA staff member or attorney will respond to you directly, usually within one business day.

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 The Results are IN!

I

joined TIADA well over 10 years ago when I was new to the industry. I thought it was a good way to learn more about federal and state regulations, compliance issues and industry trends, and I enjoyed reading the magazine articles. I was always particularly interested in the violations section provided by TxDMV and would check to see if we were guilty of those same issues, so I could make sure we corrected them before we ended up on that list.

Being part of the association led me to dealer education opportunities not only through TIADA but also NIADA and other industry vendors. It was true then and is true now—the TIADA Annual Conference and Expo is absolutely the best value for education and networking. If you haven’t registered yet, don’t walk, RUN to get your credit card and go online to register at www.TiadaAnnualConference.com. Don’t wait—it regularly gets sold out!

Something new for this year’s conference is the presentation of the recent TIADA survey results. This is the first-ever statistically valid survey of the association’s membership. I want to thank everyone who helped the association by taking the survey online or over the phone. This data is going to be incredibly useful to the association and could be valuable to members.

Have you ever wondered, “Where are dealers getting their inventory from?” or “Is offering a warranty just the norm these days?” You’ll get the answers to those questions and many more from the survey results.

For example, would you have guessed that 76% of TIADA members have only one lot? I always thought that we one-lot dealers were in the minority within

July/SPECIAL 2014

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by Kathrine

Tolsch

CICO Auto Sales (Dallas) TIADA treasurer

the association. It turns out I’m part of the majority!

This kind of information is especially insightful because it means that the majority of our members are unique dealers/business owners. In terms of the Texas legislature, the association represents over 1,000 individual business owners and as a group we have much greater leverage than we ever could on our own.

I’ve also learned from the survey results that my intuition to join the association over a decade ago was right.

Over 45% of TIADA dealers have been in operation for over 15 years. Wow! That is an enormous amount of experience from which we can learn. Especially for the 24% of TIADA dealers who have been in business for 5 years or less.

Another very interesting fact is that 26% of members report the average down payment for a vehicle sale at delivery is $1,001 – $1,500. When I hear that information, my immediate thought is, “What is the average price of the units, the average ACV, and the average age?”

Great news! The answers to those questions will be provided with all of the other data at the conference; you just have to be there.

I have attended the Annual Conference and Expo for several years now. In fact, my entire family looks forward to this annual event. My two boys keep asking when we are going. The experience is always insightful and fun. This year will be no different and I look forward to seeing my fellow dealers (84% of whom are male and 34% of whom are between 45–54 years old). If you want to find out how many units are held in inventory, or the average portfolio size you will have to attend along with me. Hope to see you there!

5

feature New TxDMV Rules: Notice of Department Decision

by Ray Willoughby

Managing Attorney, TxDMV Enforcement Division

O

n February 6, 2014, several new Texas Department of Motor Vehicles (“department”) rules became effective. One of the rules significantly impacts how the department’s enforcement division initiates administrative action when a violation of law is alleged or when a license application is denied. The new rules, found in Title 43 Texas Administrative Code, Sections 215.500215.503, create a new type of enforcement pleading called a Notice of Department Decision (NODD). Hearings before an Administrative Law Judge at the State Office of Administrative Hearings (SOAH), post hearing, and appeal procedures are unaffected by the new rule changes.

A NODD will be used for all violations or license application denials occurring on or after September 1, 2013.

(For allegations or license application denials occurring before that date, the department will continue to file an Original Petition as has been the case for many years.) A NODD will spell out the alleged violations or reasons for a license application denial and specify any recommended sanction(s), which will usually be a civil penalty, but may include revocation of the Respondent’s license(s).

A NODD packet will include detailed instructions on the options a Respondent can choose and advises the Respondent that it has 26 days from the date of the NODD to select one of three options: Option 1) Contest the license application denial/alleged violations or negotiate a settlement different than the recommended sanction(s). To contest the department decision or to negotiate a settlement, the Respondent is required to submit a written request for hearing, which must be received by the department no later than the 26th day after the date of the NODD. A hearing request form is included in the NODD packet but any timely filed written request is acceptable.

(Note: It is important that a Respondent put the case number, their name and a contact phone number on the request for hearing.) If a hearing is requested, one will be set at the SOAH and the Respondent will be advised of the time and place of the hearing by a Notice of Hearing. If a negotiated settlement can be reached, a department attorney will prepare an Agreed Final Order and mail it to the Respondent.

Option 2): Pay the recommended civil penalty. (The NODD contains instructions on how to pay the penalty.)

Option 3): Do nothing. If a Respondent fails to select and act on Option 1 or 2 within 26 days from the NODD, the department’s decision will become final and an order will be issued incorporating the decision and imposing the specified sanction(s). A copy of the Final Order will be mailed to the Respondent.

As with all correspondence from the department, it is extremely important that dealers timely read and respond to a Notice of Department Decision or Original Petition in order to preserve their legal rights and options. Equally important is that dealers ensure that the department has a current mailing address on file. All enforcement division correspondence is sent to the dealer’s last reported mailing address. If a dealer changes mailing address without notifying the department within 10 days, not only is it a violation of law, it increases the likelihood of not receiving important notifications mailed by the department. Failing to timely retrieve and respond to department enforcement pleadings may lead to the imposition of sanctions to including civil penalties, license revocation and loss of the right for a hearing and appeal.

If you have questions about the NODD or any enforcement division pleading, call the attorney who signed the pleading at (512) 465-4204 or consult a private attorney.

TIADA Annual Conference & Expo

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Hyatt Regency Lost Pines Resort & Spa Lost Pines, TX July 27-30, 2014 6

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Coming Soon!

TIADA Online Dealer Education TIADA will be launching online dealer education this fall. Dealers will be able to take a course without traveling, without missing a day at the dealership and without having to plan ahead.

See a sneak preview of our first course, “An Introduction to Transferring Titles” by going to YouTube and searching for “TIADA Online Education Module.”

Stay tuned for details!

8

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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.

July/SPECIAL 2014

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9

legal corner

Airbag Safety Issues Raise Liability Concerns for Dealer Dealer Question: Am I obligat-

ed to replace defective or deployed airbags on a used car before selling the car, and do I have any liability if an airbag on a used car I sell fails to properly deploy in an accident?

Answer: While there is no requirement that used vehicles have working airbags when sold, a dealer would be a likely target of the plaintiff ’s attorney if the absence of a working airbag contributed to an injury in a subsequent accident. Also, there are state and federal laws that create offenses for selling or installing counterfeit airbags (defined as airbags that don’t meet federal standards) or representing that airbags are not counterfeit if in fact they are.

F

ederal law requires all new cars to have airbags, but once a vehicle is subject to its first retail sale, the federal mandate no longer applies. Some states, such as New York, have enacted laws that require replacement of deployed airbags, but Texas has no such law.

Thus, there is no direct obligation for a dealer to check the condition or presence of airbags, or to replace missing or defective airbags before selling a used car.

There is a provision in the Texas Transportation Code that makes it a crime to (among other things) knowingly install a counterfeit airbag in a vehicle or represent to someone that a counterfeit airbag is authentic. An amendment passed in the 2013 legislative session increased the penalty for violation to a state jail felony. The penalty is enhanced to a felony of the third

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degree if a prior conviction exists; a felony of the second degree if someone suffers bodily injury as a result of the violation; and a felony of the first degree if a death results.

The sponsors of the bill had, during the legislative process, proposed making the standard for violation either “knowingly” or “recklessly.” TIADA and other industry groups expressed the concern that the “recklessly” standard could result in potential liability for vehicle sellers who didn’t know of an airbag issue, but might be found to have been “reckless” on the basis that they should have known of the defect.

Fortunately, the sponsors agreed to drop the “recklessly” language from the final version of the bill.

The Texas 2013 amendment and recent federal prosecutions recognize the fact that a thriving industry has developed in the manufacture and sale of look-alike covers to restore the original look after a bag has deployed, minus the airbag. The cost savings of such a cover over replacing an airbag are significant.

Additionally, the National Highway Traffic Safety Administration (NHTSA) has issued a consumer safety advisory that warned both vehicle owners and repair professionals about the proliferation of counterfeit airbags being marketed primarily on the internet. The advisory warned that samples of

by Michael

W. Dunagan

TIADA general counsel

Some states, such as New York, have enacted laws that require replacement of deployed airbags, but Texas has no such law. counterfeit airbags had been tested and the results often demonstrated a greater potential of injury to a vehicle driver or passenger than there would have been without any airbag at all.

In 2013 a Washington state man was sentenced to a term in federal prison for selling counterfeit airbags from China, Hong Kong and Taiwan via eBay and Craigslist. The airbags were represented as being authentic, even though the price was typically in the range of $110, while actual original equipment manufacturer replacements go for $400–$500.

Of concern to dealers is that a vehicle bought for resale that appears to have working airbags, could in fact contain counterfeit airbags, non-working airbags, or no airbags 11

Upcoming Events TIADA Dealer Academy September 2014 8 Dealer 101: Nobody Told Me That!

Dallas, Texas

October 2014 27 Keeping Your Dealership Legal & Compliant Houston, Texas

November 2014 10 Dealer 101: Nobody Told Me That!

Austin, Texas

19 Dealership Accounting Dallas, Texas 20 Dealership Accounting

San Antonio, Texas

December 2014 8 Keeping Your Dealership Legal & Compliant Dallas, Texas

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 12

at all. Often the dealer won’t have actual knowledge of the condition of the airbags.

The risk in this situation is that the vehicle will be involved in an accident in which someone is injured.

The failure of the airbags to deploy will almost certainly be raised as an issue contributing to the injury, thus placing the dealer in the line of fire for having failed to advise the buyer of the inoperable airbags.

To minimize exposure, dealers should either undertake to confirm the condition of the airbags before sale (a costly option) or disclaim any knowledge of the operability of the airbags. Certainly, when the dealer has knowledge that the airbags are inoperable, that fact should be disclosed in writing with signed acknowledgment from the buyer. But even when the dealer has no such actual knowledge, unless the dealer can affirm that the airbags are intact and in working condition, a disclaimer should be used (a simple airbag disclosure form is available from Burrell Printing Company).

Some of the companies that manufacture steering wheel and dash covers offer stickers that can be placed on the driver’s side door warning that the airbags are inoperable. The placement of such a warning would be advisable to inform subsequent purchasers (assuming the sticker is not removed) of the condition of the airbags. Obviously, the selling dealer has no control over whether his buyer passes on the information to any subsequent buyer of the vehicle.

It is possible that a dealer, even if he disclaims the airbag condition to his buyer, could be dragged into a suit over an injury that occurs somewhere down the line. Any evidence that the dealer did his best to make the facts known, not only to his buyer, but every downstream owner, would certainly enhance the dealer’s chances in court.

Conclusion: While a dealer has no duty to replace missing or defective airbags in a used car, or to obtain verification that the airbags in the vehicle are authentic original equipment and fully operable, the dealer should have his purchaser sign a disclaimer acknowledging that the dealer either disclosed that the airbags were not functioning, or that the dealer has no knowledge and makes no representations as to the condition of the airbags. Prospective buyers should be given the opportunity to have airbags checked out by franchised dealers or other qualified professionals.

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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on the cover

by Kate Johanns

Dealer Alert Freelance writer

TIADA members piece together the facts of a fraudulent operation

A

bout 15 minutes remained until closing time the afternoon of May 13, and the salespeople and staff of Dynamic Motors, a buy here, pay here, dealership in Austin, were ready to call it a day. But their last customer that afternoon would prove to be anything but ordinary.

He was in a hurry, recalls general manager Amy Morris. He had all of the money for his down payment, he said, and he just wanted to make a deal and get on the road. But something about him was familiar.

A few weeks earlier, the dealership had received an email from TIADA with the subject line “MEMBER ALERT – Possible Fraud.” The email read: “It has come to the association’s attention that a certain individual may be attempting to perpetrate fraud at independent dealerships by presenting fraudulent identification, work references and other documents.

He has purchased vehicles at Buy-Here Pay-Here operations in both the Dallas and San Antonio area[s].”

The email also included a link to a scan of two IDs (bearing different names) this individual had presented to dealerships. The Dynamic staff had printed the scan out and posted it in the front office—out of customer eyesight, but somewhere the sales staff could see it.

The hurried customer was the man in the TIADA alert. Once Morris realized this, she and her co-workers thought fast. “I just asked the salespeople to act like the deal was normal,” she says.

Morris called the Austin Police Department and explained that a person matching the TIADA fraud alert was trying to complete a credit application at the dealership.

Upon hearing this, the police came to the dealership.

“When the police got there, they spoke to the person who had checked the fraud alert and began to conduct a more thorough investigation,” Detective Brenda Bermudez says. “The individual had other items in question, so there was enough probable cause for an arrest.”

As of this writing, the case is pending, Bermudez says, which means it’s waiting to go through the court system.

According to Morris, the man arrested was carrying July/SPECIAL 2014

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“If it hadn’t been for TIADA, we probably would have sold that person a car.”

Mark Fish, owner, Dynamic Motors, Inc.

multiple forms of conflicting identification. His passport looked like any other passport she had seen.

“It really helped that TIADA had provided that information to us,” Morris says.

Dynamic Motors owner Mark Fish agrees.

“If it hadn’t been for TIADA, we probably would have sold that person a car,” he says.

Case closed?

With this individual in custody, independent dealers might think they can breathe a sigh of relief. Unfortunately, that’s not the case. The experiences of the TIADA members who encountered the man arrested May 13 suggest that he might have been working as part of a larger ring: The same day as the arrest, a man resembling the individual in the TIADA alert visited another Austinarea dealership. This dealership had also printed the scanned IDs for easy staff reference. Staff members tried to detain him while they called the police, but he somehow got tipped off and left the dealership.

The TIADA alert prevented the dealership from a bad sale, according to the dealership’s general manager. “The only thing that was kind of suspicious was that he came in a vehicle from the Houston area,” she says. “We would have probably sold a vehicle to this person had TIADA not alerted us.” Other dealers report that the man was dropped off at their dealerships.

15

ricolor Auto Group—which has locations in Dallas, T Houston, San Antonio, Austin and Oklahoma City— was one of the first dealers to contact TIADA about the scam. According to Tricolor director of underwriting Eduardo Rivas, the individual’s falsified documents looked very professional. “These fake IDs were wellmade,” he says. “Some of them look bad. These didn’t.”

When dealers called the individual’s references, someone answered the phone. “They would always be given a very similar story: The guy’s been working here a long time,” says Jeff Martin, TIADA executive director.

Rivas says that he began to piece the puzzle together when two accounts—opened within a couple of days of each other—were late on their first payments.

When Tricolor staff pulled the loan files, they noticed that the files had identical ID photos and that the employer letters used similar wording. Then they realized they had lost track of the cars’ GPS, indicating it had been disabled.

Martin suspects that the individual was taking the cars out of the country, most likely to Mexico, and reselling them. If that’s the situation, it’s similar to an international stolen car and identity scam recently cracked by the FBI in San Diego. In that case, defendants used stolen IDs to purchase more than $500,000 worth of vehicles in the United States. Fraudulently purchased

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“We all compete against one another, but we would all like to know if something like this is going on.”

Jenissa Rice, internal auditor, Auto Liquidators Inc.

vehicles were transported in cargo containers to a New Jersey port, where they were then exported to Ghana, Africa, and sold by a criminal organization.

Protecting your dealership

From these TIADA member accounts, it seems the fraud this individual was perpetrating was fairly sophisticated and difficult to detect. However, there are still a few steps dealers can take to protect themselves in the underwriting process: Make note of and verify the names of notaries.

According to Jenissa Rice, internal auditor at Auto Liquidators Inc. in Dallas, this was a step her dealership started taking after noticing that the proof of income letter attached to one account in arrears had been notarized by a “John Q. Public.” Rice has since bookmarked http://direct.sos.state.tx.us/notaries/NotarySearch.asp on her dealership’s computers for easy verification.

Double-check loan applicants’ math. Rice has prepared a spreadsheet the Auto Liquidators staff uses to check the accuracy of the year-to-date income listed on buyers’ pay stubs. They also use the calculator available at http://payrolltexas.com/payrollcheckcalculator.aspx to verify the Federal Insurance Contributions Act (FICA) taxes listed on pay stubs. Rice says that year-to-date pay and FICA withholdings are common areas where people slip up when trying to falsify pay stubs. (A person who is not self-employed should be contributing 6.2 percent of his income to Social Security and 1.45 percent to Medicare.)

When examining IDs, look closely for inconsistencies with other cards you have seen. Perhaps the font looks different, or maybe the card includes misspellings (such as “departament”).

Possibly the best way to protect yourself is to communicate with fellow dealers about such occurrences, Rice says. “We all compete against one another, but we would all like to know if something like this is going on.

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regulation matters Speed Kills

M

y dad called from Iowa the other day to comment on a couple of the Regulation Matters columns from the last few months. “Son,” he said, “I suppose your members might need to know about how to update their TxDMV or OCCC licenses and such… but reading that stuff is like taking medicine. How about mixing in something a little more interesting?”

Huh. Point taken. Not necessarily embraced, but taken nonetheless.

Therefore please observe the snappy headline above and have a look at the interesting (and real-life) story below, told with nary a mention of statute, code or regulatory agency…

A TIADA dealer member (the hero of our story) was minding his own business when a gentleman appeared at his dealership and expressed an interest in buying a 2008 Ford Fusion the dealer had for sale. Negotiations were made, and a deal was struck. Seems the gentleman had a 2002 Nissan Frontier which he owned free and clear and wished to trade against the Fusion. One small issue, though.

The Frontier was currently in a shop where transmission work had been done — and a $2000 repair bill awaited. Our hero, not one to lose a deal over a trivial detail, agreed to take the trade and pay the repair bill as part of the bargain.

So the gentleman presented the title to the Frontier, which had been issued in the name of both he and his wife. The deal was made and the gentleman rolled in his new Fusion, promising to bring the wife back in a few days to complete the signing over of the Frontier’s title.

(Here’s where the scary music starts and the ominous thunderclouds start rolling in…)

The dealer paid off the transmission repair, got the Frontier back to his store, and then proceeded to drop about $700 more in recon to get the truck frontline ready.

After a few days went by, the dealer called the gentleman to ask when he might expect his wife to stop by to sign off on the Frontier’s title. The gentleman’s reply was a bit unsettling. His wife did NOT care for the Fusion, believed her husband had struck a sucker’s deal, and would NOT sign off on the title to the Frontier. The gentleman said, “Sorry Mr. Dealer. Looks like we don’t have a deal after all.”

Not a day-brightener.

The dealer contacted TIADA to ask what his options were. He felt (understandably) that he had held up his part of the deal in good faith by paying off the Frontier’s repair bill, and that if he were to simply return the

July/SPECIAL 2014

T e x a s

D e a l e r

by Danny

Langfield

TIADA deputy director

vehicle to the customer and unwind the deal, he would be out of pocket not only the repair costs but also the additional recon expense.

We turned to one of the local attorneys in our legal referral program, Patrick Hargadon, to get his take on the dealer’s situation.

“It seemed clear to me that if the dealer did not return the Nissan Frontier to the customer as the customer was demanding, then the dealer could be in for a lawsuit that would cost him more than the $2,000 transmission repair bill,” Pat recalled. “The quick and dirty way to solve the problem was to unwind the deal, take back the Ford Fusion, and sue the customer in Justice of the Peace court for the cost of the transmission repairs plus the make-ready costs of $700 that the dealer also spent on the Nissan Frontier.”

To Pat, the key pieces were: (1) The dealer did not have a good title to the Nissan Frontier; and (2) He did not have any agreement giving the dealer a lien in the Nissan Frontier so that he could apply for a new title (that is, so he could repo the Nissan). Pat also pointed out that two very common sources of customer lawsuits and DTPA claims are an alleged wrongful repossession and an alleged wrongful withholding of a vehicle from a customer.

So how did it end? Before the dealer could move to unwind the deal as recommended, he received an attorney demand letter from his customer’s lawyer threatening legal action. Through a combination of good luck, charm, perseverance and old-fashioned customer service, the threat of legal action was averted. The wife decided the new vehicle was actually pretty nice. She came in and signed the Frontier title, thus completing the deal as originally made.

The takeaway here? I think it is pretty obvious: Speed kills. In a rush to get the trade-in ready for sale, the dealer neglected to get the paperwork finalized and ended up risking a pretty good chunk of his own cash. This story illustrates that the paperwork of a deal is not just a formality; in this case it was nearly the difference between the dealer having or not having recourse against a customer who came down with a bad case of buyer’s remorse.

19

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A S S O C I A T E S

feature

Building Trust in a Mistrusted Industry

by Paul H. Webb CEO – I.T.S., Inc., Paul Webb Training, WebbVT

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

A frontline ready technique for building trust faster

A

little known secret to increased vehicle sales is your prospect’s EYES, EARS and FEELINGS! Knowing whether your prospect relates to the world with pictures in their head (visual); through words they hear and say to themselves or out loud (auditory); or from a combination of both that causes an emotion, feeling or gut response (kinesthetic) can help you speak your prospect’s language. When you change your communication style to match the customer’s style, you’ll be able to manage your prospect better and close more deals.

Here’s a test. Talk to a number of people you know.

Ask them a question that forces them to ponder their answer for a second or two before speaking.

July/SPECIAL 2014

T e x a s

D e a l e r

Your job is to note where their eyes go before they respond.

35 percent of the population relates to their world visually through images in their mind. They will divert their gaze to their upper left as they think and recall the information in their mind.

25 percent of the population processes their world through words and hearing. They will divert their eyes directly to the left or right when pondering something.

40 percent use both visual and auditory cues — and rely on their gut feeling. Their eyes will go down as they search their mind for the answer to a question.

Note: Everyone uses all three methods — it’s just that most people have a tendency to use the one that is the

21

most comfortable for them — especially when purchasing a high-ticket item like an automobile. It’s at that contemplative moment during the sales cycle that salespeople and managers need to be sensitive to the communication style of their prospect.

You might recognize this strategy of Neuro-Linguistic Programming or NLP. “Neuro” relates to the brain.

“Linguistic” refers to language. Programming is about input and output — how we learn and how we express ourselves to others. It’s the learning part that is important in the sales process because it’s also how we BUY! When we recognize how someone else receives and processes information, we can better match our communication style with theirs. The result? Build trust and sell more vehicles. Now how does that happen? Simple!

People like to do business with people they like and trust — and NLP builds trust faster.

People learn about their world visually (pictures), auditorily (sounds and words) or kinesthetically (feelings and emotions). When we’re speaking our prospect’s language, we put them at ease faster, build trust more rapidly, and in general have clearer communications with them. We understand them better and they in turn understand us. Switch your communication to match how the client learns and buys and BANG — you’re in their head.

Using NLP in the showroom, lot or service lane can help you build rapport with a customer in one-third the time.

Visual learners (V) make see statements, such as “I see what you’re saying,” “I’d like to see a brochure,” “I saw your ad,” and “Can you show that to me?”

Auditory learners (A) make hear statements, such as “I hear what you’re saying” “I’d like to hear more about that,” and “Let me ask you a question and you can give me a recommendation.”

Kinesthetic learners (K) make touch statements, such as “I feel that way too,” “Do you have a brochure?”

“I’d like to get a better handle on my finances,” and “I’ll visit the dealership to take a test drive.”

Your job as the successful salesperson is to match your communication style with the prospect. For example, you greet the prospect in the showroom. Prospect says, “I’d like to talk (A) about the used pickup truck.” If your response is, “Great, let me show (V) it to you,” you’ve just stepped on your own foot. The better response to this type of auditory prospect would be, “Great, let’s sit down and talk (A) about it for a few minutes. I’d be glad to explain (A) things to you. People have been saying (A) the greatest things about that vehicle. Wait until you hear (A) what they’re saying (A).”

Your prospect’s appearance is another clue for how to best address him or her. Because visual and kinesthetic learners focus on visual elements, they tend to spend more time and effort on their dress and how they visually appear to others. Auditory prospects may not be as concerned about their physical presentation.

Summary:

Use these three cues to better understand how your prospects learn (buy) and process information: 1. Where do their eyes go? Visual learners go up, auditory learners go side- to-side , kinesthetic learners go down.

2. What words do they use?

• Visual: See, look, picture, view • Auditory: Tell, sounds good, ask, heard • Kinesthetic : Follow me, test drive, get back, feel good 3. How do they look/dress? A high level of attention to visual details indicates a visual or kinesthetic learner.

Your job: Switch your style of communication to match with the customer’s form of buying.

When you can get your prospects to think in their natural mode — by matching their auditory style with an adapted auditory style instead of using a visual style with an auditory learner, for example — your prospects will respond more quickly to you. You will gain their trust faster and communicate with more intent and meaning.

22

T e x a s

D e a l e r

July/SPECIAL 2014

e-Tag Supplies —

In Stock for Immediate Shipment!

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feature

TxDMV’s webDEALER: What’s in it for You?

The TxDMV webDEALER Project

{Editor’s Note: TxDMV webDEALER project team staff will be leading a Bonus Workshop at the 2014 TIADA Annual Conference and Expo.}

But I like my Tax Office...

T

exas Department of Motor Vehicles (TxDMV) is ramping up webDEALER, which will literally transform how Independent Dealers do titling and registration in Texas! webDEALER is the new system that will allow dealers to process title applications and new registrations online, without leaving the dealership. Visits to your county tax office should be greatly reduced once Phase 2 of the system is rolled out in early 2015.

We hope no one minds eliminating the wonderful process where you bundle pages and pages of paper into transactions and pack them up for a trek to the county tax office. This time-consuming, cumbersome, and costly process has been the only way to submit the needed TxDMV paperwork for your buyers. Until now.

The webDEALER application follows the dealership workflow, the natural order of what you have to do when a customer buys one of your vehicles. It moves vehicle registration, titling, and plates into one convenient application that eliminates paperwork, saves your business time and money, and gives customers the fast and easy service they’ve come to expect.

Best of all, with webDEALER, there’s no special equipment or software required. Using webDEALER is all about allowing you to spend more time on customers and business rather than on paperwork.

To create webDEALER, we talked with dealers, associations, tax assessor-collectors, and technical experts.

The result — webDEALER goes a long way toward providing a more streamlined title and registration process for dealers.

webDEALER is...

...an online system that allows dealers to process title applications and new registrations from any Internet-connected computer.

“SURE, IT’S JUST AS GOOD AS PASSTIME.”

What’s in it for me?

Let’s look at the benefits webDEALER provides. They are substantial and measurable benefits to you, your customers, and to your tax assessor-collectors — making this a Win/Win/Win. Specific benefits to dealers include:

F aster, Better, Cheaper.

Doing it all online means fewer forms and quicker transactions, eliminating redundant data entry and manual July/SPECIAL 2014

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Some of our competitors will do and say anything to sell you their GPS and Starter Interrupt devices. Even tell you it’s as good and functions the same as PassTime. But only PassTime creates, manufactures, and sells PassTime products. Experience the difference of PassTime’s reliability.

Call today and find out why so many dealers are switching to PassTime.

CALL 1-800-828-1564 passtimeusa.com

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process errors. Your managers have full visibility into all transactions — including transactions in process and submitted to the county. You can even see how long it takes the county to approve it or return it for correction.

C uts the Paperwork.

Vehicle information is consolidated into electronic files submitted directly online to the county. webDEALER also uses scanned documents, so no paper copies are required between TAC and dealer or TxDMV, reducing postage and vendor costs.

e Titles.

The webDEALER project introduces electronic titles, or eTitles, for consumers. Eventually, the eTitle portion of the system will allow for the creation, storage, and transfer of titles electronically.

S tops the Drops.

Less time in county tax offices; more time at the dealership. No errors or trips for those with ACH payments

TxDMV Dealer

Quick Facts

TxDMV divides the state up into 16 regions which service all 254 counties.

Out of the 254 counties, 32 support approximately 450 Dealers who use TxDMV’s Remote Sticker Printing System (RSPS) and 3rd party Dealer Title Application (DTA) software.

Currently there are over 26,000 Motor Vehicle Dealers who operate in Texas: • 2,600 Franchised Dealers • 15,300 Independent Dealers • 8,600 Salvage Dealers Texas has over 65 million title records in TxDMV’s motor vehicle database. In 2013 there were 6.3 million titles processed in the state.

The number of titles processed in Texas is growing at a rate of 1.2% annually. This equates to an additional 74,000 each year.

because webDEALER’s automatic RTS Full Fee Calculator takes the guesswork out of money owed.

2 4/7.

Internet-based, ready whenever you need it. Any time, any place. webDEALER gives you the ability to submit transactions when convenient, outside of normal business hours and on weekends.

T ransfers Plates.

You can transfer Specialty Plates at your dealership at the time of sale. This includes plates for persons with disabilities and, starting in August, even veterans DV plates.

N o Inventory Required.

You don’t have to carry sticker and plate inventory or be bonded to use webDEALER. You can send your transactions to the county tax office electronically and they can handle the sticker printing and plates.

V isibility

Wondering where your title application is in the titling process? You can track your title application as it moves from your dealership to the county and to TxDMV.

What are dealers saying about it?

As if those amazing benefits weren’t enough to make you want to sign up for webDEALER, the ease in getting set up and using the system should help convince you.

Here are some of the things the folks at pilot dealer, Leif Johnson Ford in Austin, have said about webDEALER: “That was easy!”

“Using the webDEALER program, our paperwork is processed so much faster and it is updated in the system so much sooner.” Title Manager “Not having to wait on checks before we can send the paperwork to the Tax Office saves time.” Title Clerk “The benefits of using webDEALER are huge; it just streamlines the whole process. It doesn’t take that long at all from start to finish. Not only does it benefit the dealer but it benefits the customer as well.” Title Manager

“webDEALER represents an important step forward for TxDMV as we work to deliver on our promise to automate services that will save time and money,” said TxDMV Executive Director Whitney Brewster.

When Can I Start?

Soon! webDEALER is being rolled out in phases based on types of vehicles. We started with DTA

*Statistics are approximate 26

(cont’d on pg. 28) T e x a s

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AUTOMOTIVE SEO: Do or Do Not – There is No Try Come see AutoRevo’s Director of Search & Social, Greg Gifford, present at TXIADA on Monday, July 28th, at 9:45am.

Visit us at Booth #2 Sign-up for our Managed SEO at TXIADA and save $200 a month off the standard price!

autorevo.com/txiada-seo

Incredible Websites + Powerful Tools =

More Sales for You.

Win a Mont Blanc Pen Come talk shop with Greg, Zach, and Ryan at Booth #2 and enter for your chance to win!

autorevo.com/txiada

Real data, real solutions, real success. autorevo.com | 888.311.7386

TxDMV’s webDEALER: What’s in it for You? (cont’d from pg. 26)

franchised dealers’ new cars and trucks in Central Texas, followed by those in Waco and Dallas. In August, we’re expanding statewide. At that time, counties will be able to set up any new vehicle dealer to use webDEALER — no inventory required, and dealers will be able to do business with multiple counties as long as they are set up with them.

Scheduled this November is the pilot test for Phase 2, Used Vehicles.

Statewide rollout for used vehicles is expected in early 2015.

That is when things will get really interesting!

You can find more information on webDEALER by clicking the “Dealers” tab on TxDMV.gov. Then, go to the webDEALER tab in the middle of the page to learn more about the application. Also, notice the webDEALER icon on the right side of the Dealer page. Once we go statewide

webDEALER-eTitles Phased Approach New Vehicles

Roll-out

Used Vehicles

Roll-out

Salvage Vehicles

Roll-out

Private Party Vehicles 2013 2014

2015

with Phase 2, you will be able to click this icon to launch the application.

Roll-out

2016

in the education wing. We will have webDEALER set up so that you can sit down and get hands-on with the new webDEALER system. We will have knowledgeable project team staff there to answer your questions and hand you the ‘keys’. Don’t miss this unique opportunity to explore the future!

TIADA Conference — Take a Test Drive!

TxDMV has a special offering at the TIADA Annual Conference this year — we’ll have a webDEALER “Test Drive Room”

Please Welcome Our Newest TIADA Members Dealer Members 281 Auto Sales Don Herrington 810 Hwy 281 Marble Falls, TX 78654 A1 Auto Deals Jason Johnson 5828 Star Lane Houston, TX 77057 Adonis Auto Group LLC Eric Ryan 804 N. Watson Road Arlington, TX 76011 Advanced Power Auto Sales Kenneth Douglas 7723 South US Hwy 59 Nacogdoches, TX 75964 Affordable Car N Truck Sales Tin Ngo 1116 Hwy 71 W Bastrop, TX 78602 B & C Auto Sales Brannon Court 1201 N. Texas Ave Bryan, TX 77803 28

Barton Creek Auto Credit Kelly Stump 8101 Cameron Rd., Suite 208 Austin, TX 78754

Fadi Auto Group Inc Fadi Aljubeh 9300 Harwin Drive Houston, TX 77036

Larry Meckley Auto Sales, LLC Larry Meckley 401 Southerland Dr Tyler, TX 75703

Browning Auto Sales Bill Browning PO Box 100 China Spring, TX 76633

G&J Truck Sales, Inc Clay Britten 10933 I-40 Groom, TX 79039

Texas Triumph Motors Ian Jones 145 Quail Run San Marcos, TX 78666

Gael Auto Sales Adelina Gonzalez 7661 Alameda El Paso, TX 79915

Valdivia’s Auto Sales Mariano Valdivia 2922 Fort Worth Ave. Dallas, TX 75211

Gael Auto Sales- branch Adelina Gonzalez 7923 Alameda El Paso, TX 79915

World Motor Cars Jeff Daniel 1671 Riverview Drive, Suite 103 Lewisville, TX 75056

Killeen Auto Brokers Edgar Garcia 805 E. Rancier Ave. Killeen, TX 76541

Associate members

Car City Juan Perez 4045 S Port Avenue Corpus Christi, TX 78415 Circle T Motor Inc Gene Tieken P.O. Box 389 Gonzales, TX 78629 Courtesy Auto Sales Walter Lusk 544 S Hwy 87 Wilson, TX 79381 Extreme Motorcars Hamzeh Khalil 6906 Louetta Rd Spring, TX 77379

Kinsel Insta Credit Peggy Beck 11 North 11th Street, PO Box 2470 Beaumont, TX 77702 T e x a s

Black Book Holly Collins 2620 Barrett Road Gainesville, GA 30507

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

Visit www.TiadaAnnualConference.com for registration information.

Join the ranks of dealerships that have already registered!

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Breakout

ses sions

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, taCtiCS & PraCtiCal adviCe 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.

Leslie Pettijohn OCCC Commissioner

Keynote Speakers Jonathan Sprinkles the Power to lead Jonathan is a television personality, featured columnist, author of 10 books, and a leading authority on connection strategies for leaders and achievers. Jonathan will share stories, examples and case studies with TIADA members that will help you make positive transformations in your business.

the new oCCC liCenSing SYStem — PluS: moSt Common dealer violationS 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.

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.

David Walsh 30 YearS in 60 minuteS: leSSonS From the Front lineS After 30 years at the front lines of the auto business, David Walsh has seen it all — and then some. A true industry expert and veteran consultant to hundreds of dealers, banks and credit unions, David will share his hard-learned lessons on management, sales, leadership, financing, collections… and how he has survived and thrived for three decades in the business.

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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Musical Acts Take in some of the best of Austin’s live music scene all around the conference property.

Sunday, July 27 3:00-5:00pm Hotel Lobby ReDD VoLKAeRt www.reddvolkaert.net/ 5:30-7:30pm Scribes Lounge CRAig touNgAte www.craigtoungate.com

the

best e Breakout

ses

Paul Webb

CEO—I.T.S., Inc., Paul Webb Training, WebbVT

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.

Michael W. Dunagan TIADA General Counsel

Five thingS to CheCk thiS week: everYdaY ComPlianCe laPSeS You Can Fix

Monday, July 28 4:00-6:00pm Pecan Canopy oWeN teMPLe www.owentemple.com 7:00-9:00pm Scribes Lounge DALLAS WAyNe www.dallaswayne.com 8:00-10:00pm Outdoor Fire Pit MiCHAeL BALLeW http://bit.ly/1ltwYjf 9:00-11:00pm Scribes Lounge JiM StRiNgeR www.jimstringer.us

Tuesday, July 29 4:00-6:00pm Scribes Lounge BoB LiViNgStoN www.texasmusic.org/bob_livingston.php 9:00-11:00pm Scribes Lounge SHeLLey KiNg www.shelleyking.com/home.html

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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...

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)

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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d u cat i o n sions,

cont’d...

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.

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

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.

Melinda Zabritski Senior Director of Credit, Experian Automotive

This session will take you out of the classroom and 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.

webdealer — what’S in it For You?

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.

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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TxDMV’s new online titling application system, webDEALER, is going to revolutionize the way dealers transfer titles in Texas. This is your 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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Thank You to Our Current Sponsors Platinum

Gold

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Thank You to Our Current Sponsors Silver

Bronze PLUS and Bronze AFS Acceptance, Inc. n AUL Corp n AutoAction n Auto Master Systems, Inc. Automotive Capital Resources, LLC n Automotive Finance Corporation (AFC) n AutoRevo n Autostar Solutions, Inc. AutoTrader.com n AutoZoom n Berkshire Risk Services n Big Valley Auto Auction n BlackBook Cadence Insurance n CARFAX n CARS Protection Plus, Inc. n Centrus Auto Finance Collateral Protection Insurance Agency, Inc. n Copart Auto Auctions n CounselorLibrary/Hudson Cook LLP Dealer Center n Dealer Funding n DealersSocket n Floorplan Xpress LLC n J.P. Everhart and Company, Inc. Kevin W. Smith & Associates, Inc. n Lane Gorman Trubitt PLLC n Lobel Financial n Mullen Insurance Agency, Inc. NCM Associates n 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 July/SPECIAL 2014

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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 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 9:45 am – 10:45 am . . . . . . Concurrent Breakout Sessions 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 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 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 It’s Not Luck: Best Practices of Highly Successful Dealers, National Dealer Panel CFPB: The Monster in the Closet is Real, 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 Collectors on Collecting: Time to Get Paid, BHPH Panel Discussion 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)

TUESDAY, JULY 29 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

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

WEDNESDAY, JULY 30 9:00 am – 10:30am . . . . . . Farewell Breakfast 36

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2014 TIADA Vendor Directory A Complete Listing of TIADA’s Associate Members compiled by Texas Dealer staff The following is a complete list of the current associate members of TIADA as of June 16, 2014. A listing with an asterisk (*) indicates the member advertises in this magazine and a highlighted listing indicates the member is an Annual Conference sponsor at the specialty, silver, gold or platinum level. Entries are alphabetical by category. Categories are: Auction; Consulting; CPA/Accounting; Dealer; Dealer Management Software; Dealer Supplies; Dealer Services; Education; Finance/Banking; Forms/Printing; Insurance; Legal Services; Payment Protection/Recovery; Software; Vehicle Listing; Service Contracts.

Auction *ADESA Austin, Inc. (Inside Front Cover)

2108 Ferguson Lane Austin, TX 78754 Contact: Ryan Booth Phone: 512.873.4000 Email: ryan.booth@adesa.com Website: www.adesa.com

*ADESA Dallas (Inside Front Cover) 3501 Lancaster Hutchins Rd. Hutchins, TX 75141 Contact: Bill Roberts Phone: 972.619.3085 • Fax: 972.216.4670 Email: bill.roberts@adesa.com Website: www.adesa.com

*ADESA San Antonio (Inside Front Cover) 200 S. Callaghan Road San Antonio, TX 78227 Contact: Sam D’Amato Phone: 210.434.4999 • Fax: 210.431.0645 Email: sdamato@adesa.com Website: www.adesa.com

Alliance Auto Auction of Abilene

6657 US Hwy 80 W Abilene, TX 79605 Contact: Ben Stock Phone: 325.698.4391 • Fax: 325.691.0263 Email: ben.stock@allianceautoauction.com Website: allianceautoauction.com Dealer Only Auto Auction

Alliance Auto Auction of Longview

6000 SE Loop 281 Longview, TX 75602 Contact: Jeff Loftin Phone: 903.212.2955 • Fax: 903.212.2956 Email: jeff.loftin@allianceautoauction.com Website: allianceautoauction.com Dealer Only Auction

Alliance Auto Auction of Waco

15735 North Interstate 35 Elm Mott, TX 76640 Contact: Darren Darnell Phone: 254.829.0123 • Fax: 254.829.1298 Email: darren.darnell@allianceautoauction.com Website: allianceautoauction.com Dealer Only Auto Auction

America’s Auto Auction – Austin

16611 IH-35 Buda, TX 78610 Contact: Price Wheeler Phone: 512.268.6600 • Fax: 512.268.6607 Website: Americasautoauction.com Dealer Only Auto Auction

America’s Auto Auction – Dallas

5949 Sherry Ln. #1250 Dallas, TX 75225 Contact: John Stodghill Phone: 214.736.7904 • Fax: 972.739.6707 Email: john.stodghill@americasautoauction.com Website: Americasautoauction.com

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America’s Auto Auction – North Houston

1440 FM 3083 Conroe, TX 77301 Contact: Buddy Cheney Phone: 936.788.2881 • Fax: 936.788.2842 Email: buddy.cheney@americasautoauction.com Website: Americasautoauction.com Dealer only auction since 1992. Every Monday night at 6:30

Auction Systems of Abilene

7700 US Hwy. 277 Abilene, TX 79601 Contact: Doug Owens Phone: 325.675.0699 • Fax: 325.675.5073 Email: dowens@texassalvagepools.com Website: www.texassalvagepools.com We do liquidation of salvage vehicles, repos and dealer consignments bi-weekly every other Thursday starting at 10:00 a.m.

Belton Auto Auction

212 E Loop 121 Belton, TX 76513 Contact: Aaron Tucker Phone: 254.899.2886 • Fax: 254.613.4582 Email: sold@beltonautoauction.com Website: www.beltonautoauction.com

Big Valley Auto Auction – Corpus Christi

5661 Agnes Corpus Christi, TX 78405 Contact: Maria Acuna Phone: 956.461.9000 • Fax: 956.461.9005 Email: mariaacuna1011@bigvalleyaa.com Website: www.bigvalleyaa.com

*Big Valley Auto Auction – Donna (Pg. 51)

4315 Hutto Road Donna, TX 78537 Contact: Maria Acuna Phone: 956.461.9000 • Fax: 956.461.9005 Email: mariaacuna1011@bigvalleyaa.com Website: www.bigvalleyaa.com

C.M. Company Auctions

2258 S. Treadaway Abilene, TX 79602 Contact: Gregory Chittum Phone: 325.677.3555 • Fax: 325.677.2209 Email: sales@cmauctions.com Website: www.cmauctions.com

Copart Auto Auction 14185 Dallas Parkway Suite 400 Dallas, TX 75254 Contact: Brett Adair Phone: 817.231.4500 Email: brett.adair@copart.com Website: www.copart.com

DealersLink

11001 West 120th Ave Suite 400 Broomfield, CO 80021 Contact: Santos Goicoechea Phone: 877.859.7080 • Fax: 303.374.7212 Email: sales@dealerslink.com Website: www.dealerslink.com

*EPI El Paso (Pg. 43)

7930 Artcraft Road El Paso, TX 79932 Contact: Lori Pidgeon Phone: 915.587.6700 • Fax: 915.587.6701 Email: lpidgeon@epiaa.com Website: www.epiaa.com Full-service auto auction featuring wholesale and public (GSA) sales in-lane & online

Greater Tyler Auto Auction 11654 Hwy. 64 W Tyler, TX 75704 Contact: Wayne Cook Phone: 903.597.2800 • Fax: 903.597.3848 Email: greatertylerautoauction@yahoo.com Website: www.greatertyleraa.com

Heart of Texas Auto Auction

P.O. Box 23404 Waco, TX 76712 Contact: Allan Wichkoski Phone: 254.755.7713 • Fax: 254.755.7746 Email: hotaa1@aol.com Website: www.heartoftexasautoauction.com We are Waco’s oldest and most reliable Auto Auction; 19 years of serving Central Texas Dealers.

Insurance Auto Auctions – Houston

2535 W. Mt. Houston Rd. Houston, TX 77038 Contact: TC Lozano Phone: 281.847.4700 • Fax: 281.847.4799 Email: tlozano@iaai.com Website: www.iaai.com

Lakeside Auto Auction

1810 East I-30 Rockwall, TX 75087 Contact: Pete Conley Phone: 972.771.9919 • Fax: 972.722.4827 Email: conleypmc@aol.com

Lone Star Auto Auction

2706 Slaton Hwy Lubbock, TX 79404 Contact: Jim McNulty Phone: 806.745.6606 • Fax: 806.745.9280 Email: cory@lsaalubbock.com

Lufkin Dealers Auto Auction 2109 N. John Redditt Drive Lufkin, TX 75904 Contact: Wayne Cook Phone: 936.632.4290 • Fax: 936.632.4218 Email: lufkinauction@yahoo.com

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Manheim is the world’s leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

*Manheim Dallas (Back Cover)

5333 W. Kiest Blvd.

Dallas, TX 75236 Contact: David Robertson Phone: 214.330.1800 • Fax: 214.339.6347 Email: david.robertson@manheim.com Website: www.manheim.com

*Manheim Dallas Fort Worth – Trinity (Back Cover) 12101 Trinity Blvd.

Fort Worth, TX 76040 Contact: Nicole Graham-Ponce Phone: 817.399.4000 • Fax: 817.399.4251 Email: nicole.graham@manheim.com Website: www.manheim.com

Manheim El Paso

485 Coates Drive El Paso, TX 79932 Contact: Michael Meyer Phone: 915.833.9333 • Fax: 915.581.9645 Email: michael.meyer@manheim.com

Manheim Houston

14450 West Road Houston, TX 77041 Contact: Eddie Pope Phone: 281.890.4300 • Fax: 281.949.1343 Email: eddie.pope@manheim.com Website: www.manheim.com

Manheim San Antonio

2042 Ackerman Road San Antonio, TX 78219 Contact: Mike Browning Phone: 210.661.4200 • Fax: 210.662.3197 Email: mike.browning@manheim.com Website: www.manheim.com

Manheim Texas Hobby

Sparkling City Auto Auction of San Antonio

8215 Kopman Road Houston, TX 77061 Contact: Rich Curtis Phone: 713.649.8233 • Fax: 713.640.8395 Email: rich.curtis@manheim.com Website: www.manheim.com

13510 Toepperwein Road San Antonio, TX 78233 Contact: Ashley Dietze Phone: 210.298.5477 • Fax: 210.298.5484 Email: adietze@sparklingcityaa.com Website: www.sparklingcityaa.com

Metro Auto Auction – Dallas

Texas Lone Star Auto Auction

1836 Midway Road Lewisville, TX 75056 Contact: Greg Humphries Phone: 972.492.0900 Email: ghumphries@metroaa.com Website: www.metroautoauction.com

2205 Country Club Drive Carrollton, TX 75006 Contact: Jeffrey Dunning Phone: 214.483.3597 • Fax: 214.483.3814 Email: jeffjr@tlsaa.com Website: www.tlsaa.com

USA Auto Auction, Inc.

SmartAuction

3208 E. 10th Street Amarillo, TX 79104 Contact: Bobby D. Clark Phone: 806.374.8982 • Fax: 806.374.8984 Email: usaautoauction@yahoo.com

900 N. Squirrel Road Auburn Hills, MI 48326 Contact: Dave McCarthy Phone: 248.754.2961 Email: david.mccarthy@ally.com

Victoria Auto Auction PO Box 2432 Victoria, TX 77902 Contact: Shelly Griffin Phone: 361.576.0058 Email: shelly.eoff@yahoo.com

SmartAuction

1368 Edmonton Drive Lewisville, TX 75077 Contact: Jerry Weston Phone: 214.717.7528 Email: jerry.weston@ally.com

Consulting

Sparkling City Auto Auction Corpus Christi

Melanie Jones Consulting

148 Clover Lane Decatur, TX 76234 Contact: Melanie Jones Phone: 940.393.6500 Email: Mj@melaniejonesconsulting.com BHPH consulting underwriting and collections

13510 Toepperwein San Antonio, TX 78233 Contact: Wade Walker Phone: 361.767.4100 • Fax: 361.767.9840 Email: wwalker@sparklingcityaa.com

Garage Liability is our specialty.

Kevin Smith Insurance Agency 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!

8240 Mid Cities Blvd / N. Richland Hills, TX 76180 (817) 581-1979 / Fax (817) 581-1921 WE ALSO OFFER THESE COVERAGES:

Commercial Fire • Contents • Wrecker • 2-Car Haulers • Cargo • Dealer Bonds Retirement • Life Insurance • Homeowner Insurance • Personal Lines 40

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*NCM Associates (Pg. 20)

10551 Barkley St Suite 200 Overland Park, KS 66212 Contact: Brent Carmichael Phone: 913.649.7830 Email: bcarmichael@ncm20.com Website: www.ncm20.com NCM provides 20 Groups, education, benchmarking and training for dealers/managers.

CPA/Accounting CliftonLarsonAllen LLP

Karon N. Murff CPA, LLC

PO Box 7109 Huntsville, TX 77342 Contact: Karon Murff Phone: 936.438.8030 • Fax: 936.438.8032 Email: cbaker@murffcpa.com Website: www.murffcpa.com CPA firm that offers multiple opportunities to save our clients money and time so they can focus on building their business.

Lane Gorman Trubitt, PLLC

2626 Howell Street, Suite 700 Dallas, TX 75204 Contact: Jason Leary Phone: 214.461.1516 • Fax: 214.871.0011 Email: jleary@lgt-cpa.com Website: www.lgt-cpa.com With a dedicated automotive group, LGT has the industry experience to serve your accounting needs.

Shilson, Goldberg, Cheung & Associates, LLP

2180 N. Loop W. Ste 260 Houston, TX 77018 Contact: Steven Goldberg Phone: 713.290.8171 • Fax: 713.290.8183 Email: steveng@sgcaccounting.com We specialize in serving BHPH dealers and related finance companies across the country.

TVO – TVii Accounting Services 1511 Westmont Dr Allen, TX 75013 Contact: Douglas Popino Phone: 214.220.9315 • Fax: 972.396.4937 Email: dougpopinotvii@yahoo.com

Dealer Management Software Auto Master Systems, Inc.

9819 Whithorn Drive.

Houston, TX 77095 Contact: Mike Downey Phone: 713.979.3410 • Fax: 765.384.4378 Email: mike@auto-master.com Website: www.auto-master.com

AutoAction

10810 Katy Freeway Suite 103 Houston, TX 77043 Contact: Ramzi Sabra Phone: 713.827.0777 • Fax: 713.827.0771 Email: rsabra@wiseit.com Website: www.autoactiondms.com Dealership Management Software for Independent Dealers

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7301 Topanga Canyon Blvd Suite 200 Canoga Park, CA 91303 Contact: Kami Tafreshi Phone: 800.300.2808 • Fax: 310.820.2384 Email: kami.tafreshi@automanager.com Website: www.AutoManager.com AutoManager is the leader in DMS, WebSite and export services to Independent Dealers. OCCC Approved.

Autostar Solutions, Inc.

5001 Spring Valley Road Suite 600W Dallas, TX 75244 Contact: Kevin Roy Banks Woodward Phone: 972.383.5700 • Fax: 972.383.5750 Email: kevin.roy@CLAconnect.com • banks.woodward@CLAconnect.com Website: www.CLAconnect.com/dealerships CPA’s and consultants with deep industry experience to help drive dealerships and owners to financial success.

July/SPECIAL 2014

AutoManager

D e a l e r

1300 Summit Ave Ste. 800 Fort Worth, TX 76102 Contact: Allen Dobbins Phone: 800.682.2215 x116 • Fax: 817.377.1011 Email: allen.dobbins@autostarsolutions.com Website: www.autostarsolutions.com AutoStar Solutions Inc is the industry leader in dealer management systems for BHPH dealerships and finance companies.

*CPS, Inc. (Pg. 55)

3027 Cockrell Avenue Fort Worth, TX 76109 Contact: Goah Barnes Phone: 817.927.5994 • Fax: 817.927.0040 Email: goahbarnes@cpscars.com Website: http://cpscars.com

*DealerCenter (Pg. 6)

4751 Wilshire Ave. Suite 115 Los Angeles, CA 90010 Contact: Jesse Martin Phone: 888.669.2669 • Fax: 323.692.4092 Email: sales@dealercenter.com Website: www.dealercenter.com Leading provider of web-based dealer management solutions supporting the independent auto dealer.

*Frazer Computing, Inc. (Pg. 47)

P.O. Box 569 Canton, NY 13617 Contact: Michael Frazer Phone: 888.963.5369 • Fax: 888.963.3366 Email: help@frazer.com Website: www.frazer.com We provide Dealer Management Software to more than 2,000 Texas dealers.

*Radiant Concepts, Inc. (CarsPlus) (Pg. 22)

P.O. Box 5947 Granbury, TX 76049 Contact: Candy Wright Phone: 817.326.1270 • Fax: 817.326.1290 Email: candy@carsplussoftware.com Website: carsplusdms.com

Wayne Reaves Software

6211 Thomaston Road Macon, GA 31220 Contact: Bob Higgins Phone: 800.701.8082 • Fax: 478.477.5062 Email: bob@waynereaves.com Website: www.waynereeaves.com Websites and Internet Advertising, Your low cost advertising solution! Get online today with Wayne Reaves.

Dealer Supplies Auto Data Direct, Inc.

1379 Cross Creek Circle Tallahassee, FL 32301 Contact: Mike Samaan Phone: 850.877.8804 Email: msamaan@add123.com Provide point-of-sale products for dealers and web based tools

AutoZone

123 S. Front Street Memphis, TN 38103 Contact: Wendy Chester Phone: 866.727.5317 • Fax: 866.354.2922 Email: wendy.ragle@autozone.com Website: www.autozonepro.com Quality automotive parts and accessories

*Black Book (Pg. 23)

2620 Barrett Road Gainesville, GA 30507 Contact: Larry Knapp Phone: 800.554.1026 • Fax: 770.287.0607 Email: LKnapp@BlackBookusa.com Website: www.BlackBookAuto.com Black Book provides timely, independent, and accurate vehicle pricing information to industryqualified users.

SSW Dealer Supply

12955 Enterprise Way St. Louis, MO 63044 Contact: Tom Smith Phone: 800.269.7904 • Fax: 800.823.0004 Email: tsmith@sswdealersupply.com Website: www.sswdealersupply.com

Dealer Services CARFAX

5860 Trinity Parkway Suite 600 Centreville, VA 20120 Contact: Michelle Hart Phone: 703.934.2664 Email: michellehart@carfax.com Website: www.carfax.com

Dealer Match

2 Concourse Pkwy Suite 200 Atlanta, GA 30328 Contact: Ellen Hoy Phone: 678.645.2746 Email: ellen.hoy@dealermatch.com Website: www.dealermatch.com

DealerRater

203 Crescent Street Suite 503 Waltham, MA 2453 Contact: Andrew Chase Phone: 800.266.9455 Email: achase@dealerrater.com Website: www.dealerrater.com Largest 3rd-party dealer review site offering dealers online reputation management tools.

J.P. Everhart & Company, Inc. 1840 N Greenville Ave Suite 178 Richardson, TX 75081 Contact: Stephanie Courson Phone: 972.792.4502 Email: scourson@hio.com

Lighting Associates Incorporated

1557 W. Sam Houston Parkway N. Suite 100 Houston, TX 77043 Contact: Chris Myers Phone: 713.467.6436 Email: cmyers@laihouston.com Commerical/Residential Lighting Sales and Specifications

*REPAY: Realtime Electronic Payments (Pg. 56)

3 West Paces Ferry Rd Suite 200 Atlanta, GA 30305 Contact: William Brakebill Phone: 404.504.8442 Email: wbrakebill@repayonline.com Website: www.repayonline.com Credit, Debit Card and ACH Payment Processing

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Education Leedom & Associates

3700 South Tamiami Trail Sarasota, FL 34239 Contact: Jessica Sweeney Phone: 877.527.5658 • Fax: 941.845.0228 Email: SweeneyJ@Paymaxxpro.com Website: www.twentygroups.com

Finance/Banking AFS Acceptance, LLC

101 NE 3rd Avenue 20th Floor Fort Lauderdale, FL 33301 Contact: Johana Otarola Phone: 954.475.5966 • Fax: 786.752.4942 Email: johana.otarola@afsacceptance.com Website: www.afsacceptance.com

American Motor Credit, LLC

285 Parkway 575 Woodstock, GA 30188 Contact: James Torchia Phone: 678.213.5626 • Fax: 678.213.5627 Email: nvimgr@aol.com Website: www.americanmotorcredit.com Subprime Auto Financing

Automotive Capital Resources, LLC

6330 Manor Lane Suite 200A Miami, FL 33143 Contact: David Alvarez Phone: 786.453.3350 Email: dalvarez@acrflorida.com Bulk Purchase, Payment Streams & Servicing of BHPH receivables and Dealer Floor Plans

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*Automotive Finance Corporation (AFC) (Pg. 42)

200 S. Callaghan Road San Antonio, TX 78227 Contact: Polly Weston Phone: 210.434.7822 Email: contactus@autofinance.com Website: www.afcdealer.com Automotive Finance Corporation (AFC) is the premier capital funding source for the used car industry.

Bonfire Capital Group, LLC

3220 North Freeway Suite 113A Fort Worth, TX 76111 Contact: Sean Barber Phone: 817.880.6666 • Fax: 817.549.7536 Email: sean.barber@bonfirecapitalgroup.com Provide sub prime financing for independent dealers

Car Financial Services, Inc.

1000 South Main Street Suite 100 Grapevine, TX 76051 Contact: Perry Allen Phone: 972.538.2030 • Fax: 972.393.4285 Email: perry.allen@carfinancial.com

Centrus Auto Finance, LLC

P.O. Box 195696 Dallas, TX 75219 Contact: Tommie Gunville Phone: 855.CENTRUS • Fax: 904.899.8300 Email: tgunville@mark1holdings.com Website: www.centrusaf.com

Challenge Financial Services

1004 W. Taft Ave. Suite 100 Orange, CA 92865 Contact: Jayne Werkmeister Phone: 214.960.0882 • Fax: 877.240.3747 Email: jayne@cfsnow.com Website: www.cfsnow.com Non-prime auto finance company serving dealers and their clients throughout the Western U.S.

Chase Custom Finance

20855 Stone Oak Pkwy Bld. A Floor 1 San Antonio, TX 78258 Contact: Bert Perez Phone: 512.461.0309 Email: bert.j.perez@chase.com

Cornerstone Credit Union League

4455 LBJ Freeway Suite 1100 Farmers Branch, TX 75244 Contact: Richard Grady Phone: 469.385.6485 • Fax: 469.385.6585 Email: rgrady@cornerstoneleague.coop Website: www.cornerstoneleague.coop Credit unions currently manage a $32 billion auto loan portfolio of over two million vehicles.

Dealer Funding

PO Box 888759 Atlanta, GA 30356 Contact: Melvin Prim Phone: 205.500.1066 • Fax: 866.699.3917 Website: www.dealerfundingllc.com

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Dealer Funding Partners

550 Club Drive Suite 232 Montgomery, TX 77316 Contact: Paxton Wright Phone: 941.518.7564 • Fax: 281.742.2587 Email: paxtonw@dfpemail.com Website: www.dealerfundingpartners.com Flexible auto finance company delivering simple, efficient and profitable solutions for dealer partners.

GO Financial

7300 E Hampton Ave. Ste. 102 Mesa, AZ 85209 Contact: Samatha Price Phone: 888.463.4626 • Fax: 866.200.2270 Email: samantha.price@gofinancial.com Website: www.gofinancial.com GO provides subprime, non-recourse financing with real-time decisions through our interactive GO Portal.

Independent Dealer Services 8866 Gulf Freeway Suite 140 Houston, TX 77017 Contact: Will Bateman Phone: 281.822.8555 Email: wbateman@idsmgmt.com

Innovative Funding Services 14205 Burnet Road Suite #400 Austin, TX 78728 Contact: Jim Morrow Phone: 512.336.8700 • Fax: 512.336.8704 Email: jmorrow@ifs4u.com Website: www.ifs4u.com

July/SPECIAL 2014

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LMB Financial

P.O. Box 12259 San Antonio, TX 78212 Contact: J.D. Castrejana Phone: 210.308.9833 • Fax: 210.308.9849 Email: lmbfinancial@sbcglobal.net

*Lobel Financial (Pg. 13)

Dallas – Ft. Worth Houston – San Antonio Contact: Cynthia Soto Phone: 800.871.8051 • Fax: 714.995.7012 Email: csoto@lobelfinancial.com Website: www.lobelfinancial.net Sub Prime Auto and Truck Financing; Instant Online Approvals 24/7; ACH Funding Available

Mid-Atlantic Finance Company 515 N. Sam Houston Pkwy #180 Houston, TX 77060 Contact: Kip Cochran Phone: 866.707.6131x276 • Fax: 727.324.1388 Email: kip@midfinance.com

Motor Finance Co

P.O. Box 176 San Antonio, TX 78291 Contact: Kim Stehle Phone: 210.227.9191 • Fax: 210.227.1451 Email: kim@motorfinanceco.com

National Auto Lenders, Inc

14645 NW 77 Avenue Ste 203 Miami Lakes, FL 33014 Contact: Dealer Relations Dept Phone: 305.828.8888 • Fax: 305.808.3485 Email: dealerrelations@nalenders.com Website: www.nalenders.com A well respected lender in the auto financing industry, tailoring to all Dealers’ financing needs.

NextGear Capital

1320 City Center Drive Suite 100 Carmel, IN 46032 Contact: Lori Kahre Phone: 317.571.3845 • Fax: 877.874.0714 Email: lkahre@nextgearcapital.com Website: nextgearcapital.com NextGear Capital provides inventory financing to floor plan vehicles for Retail, Wholesale, Salvage or Specialty purchases.

*Peritus Portfolio Services LLC (Pg. 21)

433 East Las Colinas Blvd. Suite 475 Irving, TX 75039 Contact: Rod Heasley Phone: 866.831.5954 Ext # 4002 • Fax: 817.796.2743 Email: rodh@peritusservices.com Website: www.peritusservices.com Peritus purchases BHPH accounts and open bankruptcy accounts from dealers, finance companies, credit unions in Texas.

PrimaLend Capital

10300 N. Central Expressway Suite 410 Dallas, TX 75231 Contact: Bill Benac or Mark Jensen Phone: 972.239.6668 • Fax: 972.239.6010 Email: bbenac@primalend.com Website: www.primalend.com A Texas based, NO HASSLE, BHPH and LHPH lender (not a note buyer) making interest only loans.

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Quality Acceptance, LLC

14546 Hamlin St 3rd Floor Van Nuys, CA 91411 Contact: Ofer Alon Phone: 818.503.1322 • Fax: 818.503.0569 Email: ofer@qualityfin.com Website: www.qualityfin.com Quality Acceptance, a dynamic and fast growing company is specialized in the purchase and servicing of automobile installment sale contracts from numerous dealers in Southern California,Nevada and Texas

SecureClose

1300 Summit Avenue Suite 800 Ft. Worth, TX 76102 Contact: Whit Lester Phone: 817.798.1259 Email: whit.lester@secureclose.net Website: www.secureclose.net

Small Dealers Assistance, Inc.

2060 Mount Paran Road NW Suite 101 Atlanta, GA 30327 Contact: Gary Page Phone: 404.352.9936 • Fax: 404.352.9937 Email: garypage@sdainc.net Website: www.sdainc.net Providing capital to Buy-Here, Pay-Here Dealers Nationwide for over two decades!

Spartan Financial Partners

961 East Main St Spartanburg, SC 29302 Contact: Bradi Dobson Phone: 864.308.2226 Email: bradi.dobson@acacceptance.com Website: www.spartan-partners.com Spartan Financial Partners specializes in providing capital for BUY HERE PAY HERE dealers and Independent Auto Finance companies.

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*Strategic Dealer Services (Pg. 53) 5605 N. MacArthur Blvd. Ste. 560 Irving, TX 75038 Contact: Mike Kolb Phone: 214.838.1212 • Fax: 214.838.1217 Email: mike.kolb@sdealers.com Website: www.SdealerS.com Purchasing BHPH Notes 24 months or less terms while dealer keeps the customer and services his notes.

Texas Capital Bank

2350 Lakeside Blvd. Suite 800 Richardson, TX 75082 Contact: Stephen Thomas Phone: 972.656.6696 • Fax: 214.705.7060 Email: stephen.thomas@texascapitalbank.com Website: www.texascapitalbank.com We offer revolving lines of credit secured by the accounts receivable portfolio.

TexCap Financial, LLC

14875 Landmark Blvd. #108 Dallas, TX 75254 Contact: Jason Ybarra Phone: 214.396.4101 Website: http://www.texcapfinancial.com/ Email: jason.ybarra@texcapfinancial.com

*United Acceptance Inc (Pg. 44) 2400 Lake Park Dr Suite 100 Smyrna, GA 30080 Contact: Billy Peskin Phone: 770.799.1800 Email: bpeskin@unitedacceptance.com Website: www.unitedacceptance.com

Westlake Financial

8610 Graceful Oak San Antonio, TX 78254 Contact: Dora Gonzalez Phone: 210.563.4362 • Fax: 866.759.4446 Email: dgonzalez4@westlakefinancial.com Website: www.westlakefinancial.com

Woodlands Financial Services P.O. Box 132499 The Woodlands, TX 77393 Contact: Somir Paul Phone: 281.367.2040 • Fax: 281.367.3380 Email: spaul@woodfininc.com Website: www.woodfininc.com

Forms/Printing *Burrell Printing Co., Inc. (Pg. 24) 901 Hwy. 685 Pflugerville, TX 78660 Contact: Mark Bolles Phone: 800.252.9154 • Fax: 512.990.3001 Email: mbolles@burrellprinting.com Website: www.burrellprinting.com

Great American Automotive Products 6701 Concord Park Drive Houston, TX 77040 Contact: Julie Byer Phone: 713.744.7823 • Fax: 713.744.7877 Email: julieb@gabp.com Website: www.gabpauto.com

Insurance Arcana Insurance Services

14755 Preston Road, Suite 430 Dallas, TX 75254 Contact: Gary Kirkindoll Phone: 972.855.3567 • Fax: 877.841.4973 Email: gkirkindoll@arcanainsurance.com Website: www.arcanainsurance.com P-O-S Collateral Protection, Dealer Open Lot, Garage Liability, Tow Truck, Bond, General Liability, Building & Contents

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July/SPECIAL 2014

2014 TIADA Vendor Directory (cont’d from pg. 44 7505 NE Ambassador Place Suite A Portland, OR 97220 Contact: David Harms Phone: 800.452.2663 • Fax: 503.253.1353 Email: dave@ashtonagency.com Website: www.ashtonagency.com

P.O Box 122 Hunt, TX 78024 Contact: Bill Murphy Phone: 512.799.2886 • Fax: 512.327.9945 Email: murphy.wjm@gmail.com Bill Murphy and Collateral Protection Insurance have been providing asset protection to the Best Dealers in Texas for over 15 years.

*AVP – Assured Vehicle Protection, Inc. (Inside Back Cover)

Ewing Insurance

Ashton Agency, Inc

6300 Glenwood Suite 200 Mission, KS 66202 Contact: Shorty McKenny Phone: 816.756.5430 • Fax: 816.389.6363 Email: shorty@avpadmin.com Website: www.avpadmin.com

*Berkshire Risk Services (Pg. 46)

12920 Metcalf Ave. Suite 220 Overland Park, KS 66213 Contact: Christopher Kirwan Phone: 913.433.7001 • Fax: 913.433.7101 Email: ckirwan@berkshirerisk.com Website: www.berkshirerisk.com Berkshire Risk offers Collateral Protection Insurance for BHPH dealers and special finance lenders

Cadence Insurance

3801 Hulen St #252 Fort Worth, TX 76107 Contact: Dennis Webber Phone: 817.877.0909 • Fax: 817.877.0910 Email: dwebber@cadenceinsurance.com Website: www.cadenceinsurance.com Garage Liability/Dealers Open Lot Coverage/ Workers Comp. Property Coverage

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*Collateral Protection Insurance Agency, Inc. (CPI) (Pg. 10, 50)

902 Columbia Southlake, TX 76092 Contact: Chuck Candler Phone: 800.442.3421 • Fax: 972.735.0619 Email: ccandler@ewinginsagency.com Website: www.ewinginsagency.com All lines of insurance with exclusive insurance companies, plus Self Funded Warranties and Collateral Protection.

*Kevin W. Smith & Associates, Inc. (Pg. 40)

*Protective Asset Protection (Pg. 18)

14755 N. Outer Forty Suite 400 Chesterfield, MO 63017 Contact: Mark Edmundson Phone: 636.536.5761 Email: mark.edmundson@protective.com

Sentry Insurance

1800 North Point Drive Stevens Point, WI 54481 Contact: Eric Stiles Phone: 715.346.7272 Email: eric.stiles@sentry.com Website: www.sentry.com Sentry offers property/casualty, retirement and group insurance benefits for Independent Automobile Dealers.

Statewide Insurance and Title Agency

8240 Mid-Cities Blvd N. Richland Hills, TX 76180 Contact: Kevin Smith Phone: 817.581.1979 • Fax: 817.581.7620 Email: kevinsmithinsurance@gmail.com

1946 Tech Rd. Suite 108 Houston, TX 77055 Contact: Camilo Guerrero Phone: 713.984.2372 • Fax: 713.984.9114 Email: state_wide@sbcglobal.net

*Mullen Insurance Agency Inc. (Pg. 10, 45)

*TEI Insurance Agency, Inc. (Pg. 49)

337 Oaks Trail Suite 200 Garland, TX 75043 Contact: Ann Mullen Phone: 800.783.6297 • Fax: 972.681.7601 Email: amullen@mulleninsurance.com Website: www.mulleninsurance.com Spotlight on Insurance Solutions for Texas Independent Auto Dealers. Let us work for you!

P.O. Box 850746 Mesquite, TX 75185 Contact: Mike Pool Phone: 800.727.7124 • Fax: 972.288.2608 Email: m.pool@teiinsurance.com Website: www.teiinsurance.com Garage, open lot, property & workers comp insurance for dealers

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July/SPECIAL 2014

Waymer & Associates – New Braunfels

P.O. Box 310630 New Braunfels, TX 78131 Contact: John Waymer Phone: 800.447.5152 • Fax: 830.620.6023 Email: johnw@waymerins.com Website: www.waymerins.com Since 1990, Waymer & Associates has serviced the insurance needs of businesses in the automobile industry.

15303 Dallas Parkway Suite 800 Addison, TX 75001 Contact: Winston Tripp Phone: 214.866.1288 Email: winn.tripp@zurichna.com Website: www.zurichna.com

Michael W. Dunagan

Johnson Deluca Kurisky Gould, P.C. 1221 Lamar Houston, TX 77010 Contact: George Kurisky Phone: 713.652.2525 • Fax: 713.652.5130 Email: gkurisky@jdkglaw.com

Legal Services

Patrick Hargadon

Bush & Ramirez PLLC

101 Metro Dr. Terrell, TX 75160 Contact: Ed Walton Phone: 972.499.4833 • Fax: 972.563.1598 Email: attorneyed@gmail.com Website: www.bushramirez.com Attorney representation in defense of consumer litigation

ConflictCorrection.com

PO Box 262183 Plano, TX 75026 Contact: Joel Hatch Phone: 469.222.2192 Email: jshatch1@verizon.net Website: conflictcorrection.com We are providers of mediation services offering alternatives to litigation and arbitration.

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8524 South Western Avenue Suite 114 Oklahoma City, OK 73139 Contact: Eric Johnson Phone: 405.602.3812 • Fax: 405.602.3853 Email: ejohnson@hudco.com Website: www.counselorlibrary.com Online complementary consumer credit compliance and privacy products, created, maintained and supported by attorneys 3890 W. Northwest Hwy, Ste 600 Dallas, TX 75220 Phone: 214.369.3422 • Fax: 214.369.9175

Zurich Insurance

July/SPECIAL 2014

CounselorLibrary/Hudson Cook, LLP

D e a l e r

P.O. Box 1675 Dripping Springs, TX 78620 Contact: Patrick Hargadon Phone: 512.264.1033 • Fax: 512.264.0947 Email: pharglaw@aol.com

Payment Protection/Recovery American Recovery Association

5525 North MacArthur Blvd Suite 135 Irving, TX 75038 Contact: Les McCook Phone: 972.755.4755 • Fax: 972.870.5755 Email: les@americanrecoveryassn.org Website: repo.org The American Recovery Association, Inc. is the world’s largest organization of professional finance adjusters and certified asset recovery specialists.

Auto ProTex GPS

1313 S. Pine Lake Rd. Montgomery, TX 77316 Contact: John Hatter Phone: 936.443.2467 Email: john@autoprotexgps.com Website: www.autoprotexgps.com Providing highly reliable GPS units with starter enable/disable. No monthly fees.

CTC GPS

3346 E. T.C. Jester, #G23 Houston, TX 77018 Contact: Darrell Montag Phone: 713.825.1128 • Fax: No Fax Machine Email: darrell@dwmontag.com

Floorplan Xpress LLC

8101 Cameron Rd #301 Austin, TX 78754 Contact: Robert Villucci Phone: 402.916.0641 • Fax: 512.339.1209 Email: rvillucci@fpxus.com

*Goldstar GPS guided by Spireon (Pg. 14)

17600 Gillette Ave. Suite 100 Irvine, CA 92614 Contact: Corinna Tutor Phone: 800-557-1449 Email: ctutor@spireon.com Website: www.goldstargps.com GoldStar GPS is an asset management system utilizing innovative GPS tracking devices for the Subprime Finance and BHPH industry.

ION-GPS

5925 Phelan Blvd. Suite G Beaumont, TX 77706 Contact: Alan Rumm Phone: 409.866.6116 • Fax: 409.861.3299 Email: alan@ionmycar.com GPS Tracking and Asset Management

47

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2014 TIADA Vendor Directory (cont’d from pg. 47)

CARS Protection Plus, Inc.

*Ituran USA Inc. (Pg. 48)

1700 NW 64th Street Suite 100 Ft Lauderdale, FL 33309 Contact: Efrat Bogoslavsky Phone: 866.543.5433 • Fax: 877.488.7261 Email: ebogoslavsky@ituranusa.com Website: www.ituranusa.com The Worldwide Leader in Vehicle Tracking since 1995--Providing GPS based tracking & Payment solutions.

*Passtime (Pg. 25)

317 Sidney Baker South Kerrville, TX 78028 Contact: Gary Clymans Phone: 800.901.6001 Email: gclymans@aol.com Website: www.passtimeusa.com Passtime provides technology designed to protect your assets.

Skypatrol

3055 NW 84th Ave Doral, FL 33122 Contact: Mark Peters Phone: 786.331.3373 • Fax: 786.331.3333 Email: claudia@toppcompanies.com GPS Tracking and Monitoring Solutions

Titan Card

218 Quinlan St. #274 • Kerrville, TX 78028 Contact: Andy Fox Phone: 210.274.0662 • Fax: 830.584.0632 Email: andy@titancard.us

Service Contracts AUL Corp

1250 Main Street Suite 300 Napa, CA 94558 Contact: Jacqueline Swank Phone: 800.826.3207 ext 242 • Fax: 707.259.1867 Email: jswank@aulcorp.com Website: www.aulcorp.com AUL founded the Original Any-Year Any-Mileage service contract two decades ago.

Proguard Warranty Inc

4431 William Penn Hwy. Murrysville, PA 15668 Contact: Scott Hollern Phone: 888.335.6838 x240 • Fax: 724.387.2344 Website: www.carsprotectionplus.com Extended service contract provider. 12 years in business. Vehicles accepted up to 200,000.

407 McAlpine Street Avoca, PA 18640 Contact: Sharlene Neyman Phone: 570.414.0431 • Fax: 570.414.0439 Email: sharlenen@proguardwarranty.com Website: www.proguardwarranty.com We are a provider of vehicle service contracts to automobile dealerships.

EFG Companies

122 W. John Carpenter Fwy Irving, TX 75039 Contact: Todd Cooper Phone: 972.819.7533 Email: tcooper@efgusa.com Website: www.efgcompanies.com EFG Companies has over 36 years experience as a consumer protection product provider, serving dealerships and financial institutions.

Southwest Dealer Services

815A Brazos St #349 Austin, TX 78701 Contact: Bill Redmon Phone: 817.640.8910 • Fax: 817.640.6256 Email: swds@att.net New TX BHPH Gap available and also Service Contracts, Dealer Lifetime Engine Warranty, Gap, Collateral Protection, Spot Delivery Insurance.

GWC Warranty

P.O. Box 7900 Wilkes-Barre, PA 18773 Contact: Kim Good Phone: 800.482.7357 ext150 • Fax: 888.840.7883 Email: kgood@gwcwarranty.com

The Penn Warranty Corp.

1081 Hanover Street Wilkes Barre, PA 18706 Contact: Kirk Arnold Phone: 570.270.3804 • Fax: 570.270.3365 Email: operations@pennwarrantycorp.com SCM provides a line of service contracts designed to meet the needs of every dealer.

*KeyRoyal (Pg. 17)

8150 North Central Expy. Ste M-2060 Dallas, TX 75206 Contact: Steven Burns Phone: 318.469.3386 Email: steven.burns@me.com Website: http://keyroyalfinancial.com Full line of back-end warranties, training and services. ie. Consulting

Software Auction123.com

*Preferred Warranties, Inc. (Pg. 3) 200 Pinebrook Place P.O. Box 278 Orwigsburg, PA 17961 Contact: Janelle Chikotas Phone: 570.366.1146 • Fax: 570.366.3524 Email: jchikotas@warrantys.com Website: www.warrantys.com See what’s making Preferred Warranties among the top selling extended service contract in the U.S.

2873 Executive Park Drive Weston, FL 33331 Contact: Tracy Amato Phone: 888.514.0123 • Fax: 954.514.0114 Email: sales@auction123.com Website: www.auction123.com Offering fully automated Craigslist and eBay distribution, cost-effective dealer websites, and online inventory marketing solutions.

SPECIALIZING IN THE INSURANCE NEEDS OF THE TEXAS USED CAR DEALER FOR OVER 25 YEARS

• Garage Liability • Dealers Open Lot • Wreckers & Haulers

• Dealer Bonds • Garagekeepers • Workers Compensation

(800) 727-7124 Contact Mike Pool, John Mahaffey or Bret Jones for a competitive quote. m.pool@teiinsurance.com • j.mahaffey@teiinsurance.com • bret@teiinsurance.com P.O . Box 850746 • Mesquite, TX 75185 • (972) 288-3266 • Fax (972) 288-2608 www.teiinsurance.com

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AutoRaptor CRM

144 Westminster Street Suite 200 Providence, RI 0 Contact: Howard Leavitt Phone: 401.421.6533 • Fax: 401.331.5636 Email: howard@autoraptor.com Website: www.autoraptor.com CRM, ILM and Desking tool with unlimited support & training, personalized service, and user-friendly features.

*AutoRevo (Pg. 27)

15303 North Dallas Parkway Suite 1230 Addison, TX 75001 Contact: Zach Evertt Phone: 972.715.8600 • Fax: 972.715.8699 Email: marketing@autorevo.com Website: www.autorevo.com Provider of websites, software, and services for dealerships buying, marketing, and selling cars online.

AutoZoom

7001 Boulevard 26 Suite 342 North Richland Hills, TX 76180 Contact: Scott Carlson Phone: 888.493.6891 ext 12 • Fax: 817.605.8773 Email: scottcarlson@autozoom.com Website: www.autozoom.com

Dealerplatform LLC

14286 Beach Blvd #150 Jacksonville Beach, FL 32250 Contact: Jean Bakkes Phone: 407.217.3255 Email: patrick@dealerplatform.com Website: www.dealerplatform.com We offer fully integrated car listing websites for car dealers

DealerSocket

100 Avenida La Pata San Clemente, CA 92673 Contact: Dan Davis Phone: 949.900.0300 Email: ddavis@dealersocket.com A Customer Relationship Management tool designed to help dealer keep track of their customers and prospects.

Bestway Dealer Services

2346 Belt Line Rd #450848 Garland, TX 75044 Contact: Jesse James Phone: 972.404.6554 • Fax: 972.205.0650 Email: carmanplus@verizon.net

Cars.com

13700 State Rd., #10 Cleveland, OH 44133 Contact: Patrick Voigt Phone: 800.647.1121 • Fax: 440.582.2402 Email: voigt@m21.com Finance, Lease, Buy Here Pay Here, Inventory, Credit Bureau, Websites, Credit Application Portals, Forms Processing

175 West Jackson Blvd., #800 Chicago, IL 60604 Contact: Maureen Boyle Phone: 312.601.5120 • Fax: 312.601.6445 Email: mboyle@cars.com Website: www.dealers.cars.com Cars.com delivers serious, ready-to-buy car shoppers to your dealership through our media affiliates, partnership network, and extensive advertising campaign.Visit www.dealers.cars.com for more information.

Sigma Payment Processing

Carsforsale.com

Micro 21

1300 Summit Ave Suite 800 Ft Worth, TX 76102 Contact: Susan Perlmutter Phone: 800.383.1662 Email: susan.perlmutter@sigmapayments.net

Vehicle Listing AutoTrader.Com

3003 Summit Blvd. Suite 200 Atlanta, GA 30319 Contact: Matt Duncan Phone: 877.637.9585 Email: DealerSupportEmails@autotrader.com Website: www.weworkforyou.com AutoTrader.com is the ultimate online automotive advertising solution for car dealers.

PO Box 91537 Sioux Falls, SD 57109 Contact: Aaron Oestreich Phone: 605.306.3302 • Fax: 336.868.9778 Email: aarono@carsforsale.com Website: www.carsforsale.com Internet advertising

UsedCars.com by Dealix

720 Bay Road, Suite 200 Redwood City, CA 94063 Contact: Kim Jennett Phone: 704.243.6652 • Fax: 650.599.5501 Email: kim.jennett@adp.com UsedCars.com offers independent auto dealers an opportunity to connect with used car buyers in their community who are looking to purchase their next car.

BRONZE SPONSOR OF THE TIADA ANNUAL CONFERENCE AND EXPO

JULY 27–30 • Hyatt Regency Lost Pines Resort & Spa Visit Collateral Protection Insurance Agency at BOOTH#29 for a chance to win a box of Texas Hill Country peaches, offered up by a Texas grown business. See you there!

Nothing says “Summer Conference” like a fresh Texas

Peach

Collateral Protection Insurance Agency, Inc. Come by and see Bill Murphy and Bob Burke.

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SALE Thursdays @ 10AM 4 Lanes Weekly - Over 500 Vehicles Air Conditioned Bays OVE - Auto IMS - Auction Pipeline Simulcast - Online Registration

When you’re here, you’re family!

Visit us at the 2014 TIADA Annual Conference and EXPO Hyatt Regency Lost Pines Resort & Spa Lost Pines, Texas

JULY 27-30 2014

BOOTH #80

4315 N Hutto Rd Donna, Texas

956.461.9000

www.bigvalleyaa.com

feature NTTA Billing for Tolls Associated to Dealer Plates Provided by the North Texas Toll Authority staff

O

ver the last two years, the North Texas Toll Authority has embarked on a companywide program to enhance its customer experience and improve its billing operations. As the NTTA identifies new ways to verify addresses and identify license plates, they continue to close the gap of unpaid tolls.

NTTA is currently identifying dealer plates with unpaid tolls and distributing ZipCash invoices to

auto dealers for past due tolls (see sample letter, below).

Due to a difference in Department of Motor Vehicles records for auto dealer plates, additional time was needed to track the listed owner in DMV records to the dealer plate.

NTTA staff is manually processing the ZipCash invoices for dealer plates with unpaid tolls.

NTTA began sending ZipCash invoices in January 2014 with

5900 West Plano Parkway, Suite 100 ● Plano, Texas 75093 ● (214) 461-2000 ● Fax (214) 528-4826 ● www.ntta.org

December 4, 2013 Re: Invoices for Tolls on Dealer Plates Dear Auto Dealer: You may have received or will be receiving an invoice for unpaid tolls from the North Texas Tollway Authority (NTTA). The NTTA recently matched un-invoiced tolls to dealer plates.

According to the Texas Department of Motor Vehicle records, you are the registered owner of the dealer plate(s) identified in the ZipCash bill(s). State law requires the NTTA to bill the registered owner of the vehicle, per Texas Transportation Code Chapter 366.178.

You may receive an additional invoice(s) as the NTTA continues the process of matching dealer plates to registered owners.

We recognize that the total due for this invoice(s) may represent a sizable amount due for outstanding tolls. You may contact the NTTA Customer Service Department to arrange payment by phone, online or in person. You can save approximately 33% of the toll amount owed by opening a Corporate Dealership Account and paying the lower TollTag rate. Toll payment or payment plan arrangement is due by the invoice due date.

• • •

By Phone at 972-818-NTTA (6882) Online at www.ntta.org Customer Service Centers Plano Location 5900 West Plano Parkway Plano, Texas 75093 972-818-NTTA (6882)

Irving Location 5555 President George Bush Turnpike Irving, Texas 75038 972-818-NTTA (6882)

Hours of Operation Monday - Friday: 7 a.m. - 7 p.m.

Saturday: 9 a.m. - 5:30 p.m.

Sunday: Closed

Hours of Operation Sunday and Monday: Closed Tuesday - Friday: 10 a.m. - 7:00 p.m.

Saturday: 9 a.m. - 5:30 p.m.

Beginning in January 2014, you will begin receiving a separate monthly invoice for tolls associated with each of your dealer plates. If you would like to set up an account with the NTTA for reduced tolls, please ask the Customer Service Specialist about our Corporate Dealership Accounts when you call.

Thank you for your time and attention to this matter.

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tolls dating back to January 2012.

Payments will be due within 30 days and dealers can pay in full or setup a payment plan to avoid additional fees. Tolls accrued prior to 2012 will be waived.

Corporate dealership accounts are available to companies with a fleet of vehicles. They are set up with TollTags that provide pre-billing for tolls at the lower rates. Account details are set up based on the number of TollTags per account. Additional benefits of a TollTag corporate account include: Unlimited number of vehicles on a corporate account Save money — vehicles without TollTags pay 50 percent more every time you test drive them on toll roads.

Manage your corporate account online — update, add or delete vehicles 24/7 Adjust your prepaid balance based on the usage.

Travel on any toll road in Texas including the new TEXPress lanes Pay for parking and/or pass through at D/FW International and Love Field Airports To resolve ZipCash bills, contact NTTA today at (972) 818-6882 and ask for the limited time Auto Dealer promo. Dealers may also call that number to find out what toll amounts they may have outstanding (be sure to have your plate number(s) ready). NTTA’s Mobile TollTag team is also able to visit your dealership for corporate TollTag account signups for your fleet and personal TollTag account signups for your employees.

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

Local Chapters Victoria Dennis Schroller • Victoria Autos Direct 361.578.0530 Dennis@victoriaautosdirect.com 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 Robert Beck • Stop N’ Drive Motors 210.432.1101 stopdrive@texas.net 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 54

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

* Use your TIADA VIP Auction card at these participating auctions and get a FREE buy/sell fee (up to $200).

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

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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 July/SPECIAL 2014

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are you tired of paying processing fees?

eliminate debit card processing fees with our convenience fee model.

PAyMeNT TyPes one-time recurring terminal payments telephone initiated web payments mobile swipe DMs integrated William Brakebill wbrakebill@repayonline.com 404.504.8442

• Get your payment IN FULL with our Convenience Fee payment solution.

• Our Convenience Fee Model has been reviewed by the OCCC • Proud Business Partner with TIADA

debit & credit card processing | ACH processing | instant funding

The 2015 State Officer Nominees Elections for the TIADA Board of Directors will be held July 29 at the House of Delegates meeting in Lost Pines, Texas.

Vice President Region 1:

Chairman of the Board:

James Hobson

H-Town Motors (El Paso)

Michael Thomasson

Mike Carlson Motor Company (Burleson) Vice President Region 2: Tommy Gregory

Abilene Used Car Sales (Abilene)

President:

Brent Rhodes

Vice President Region 3: Kevin Mims

VP Auto Sales (Garland)

Fiesta Motors (Buda)

Vice President Region 4: Juan Sabillon

Mi Tierra Auto Sales (Houston)

President Elect: HL Hensley

Automax of Lubbock

Vice President Region 5: Robert Beck

Stop N’Drive Motors (San Antonio)

Vice President Region 6:

Secretary:

Dan Keetch

Keetch Motors (Corpus Christi)

Kathrine Tolsch

CICO Auto Sales (Dallas) Vice President at Large: Ryan Winkelmann

BJ’s Autohaus (Houston)

Treasurer: Greg Zak

Dixon Motors (Houston) July/SPECIAL 2014

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Vice President at Large: Trey Crouch

Trey Crouch’s Wheels on Credit (McAllen) 57

behind the wheel In Session and in Recess, Your Association is There

I

n March I wrote about two issues that were slated to be studied by the Texas House of Representatives during the interim (when legislators are not in a legislative session). One issue was the imposition of mechanics’ liens on automobiles and its impact on mechanics, car owners and lenders. The other was the benefits and drawbacks of prohibiting or restricting the use of “named driver” auto insurance policies.

The House Business and Industry Committee met on May 27 to hear from both sides on the mechanics’ liens issue and as promised, TIADA was front and center representing your interests. TIADA General Counsel, Mike Dunagan, testified about the history of the law and the reason a mechanic’s lien is not transferrable. Legislative Chair, Phil Lathrop of VP Auto Sales in Garland, TX also testified. He expressed many concerns but really got the committee’s attention when he pointed out that his line of credit from the bank is secured by his receivables. So if, unbeknownst to him or his bank, a third party could assert a superior lien claim, then the bank could pull the line and dealers like him would be out of business.

Prior to the committee hearing we met with Chairman Oliveira and his staff numerous times to explain our concern. We also met with Representatives Orr and Rodriguez to help them better understand the issue and answer any questions they had. In what ended up being over two hours of testifying, it quickly became obvious TIADA had done its homework. Our witnesses stayed on point and made strong practical arguments about why a mechanic’s lien should not be transferable.

The committee members, who are very familiar with

58

by Jeff

Martin

tiada executive director

an array of issues dealing with liens, asked smart questions that ultimately revealed significant problems with transferring a mechanic’s lien. If you would like to see the testimony in its entirety you can go to www.house. state.tx.us/video-audio/committee-broadcasts/ and click on the 5/27/2014 Business and Industry Committee meeting.

So what does all of this mean? The B&I Committee will produce a report sometime in July or August that will be presented to the Speaker of the House. It will include recommendations from the findings of the committee hearings and possible actions to be taken during the upcoming legislative session. There is no doubt that the momentum on this issue is moving in our direction, and to keep it that way, we will continue to work with the committee members to ensure your voice is heard.

But if you really want to be heard, I strongly encourage you to register for the TIADA Annual Conference and Expo today. There, you can participate in our legislative caucuses, a series of roundtable discussions that lay the groundwork for our legislative agenda. We are scheduled to have a brief update by Chairman Oliveira’s Chief of Staff and may get a sneak peek of what to expect from the B&I Committee Report.

The latter of the two issues, the “named-driver” auto insurance policies, will be heard by the Insurance Committee later this year. As of this writing, we are still waiting to find out the hearing date for the Insurance Committee. Once it is set, we will start the machine in motion and stay in touch about how you can get involved in protecting your industry.

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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