Texas Dealer, July 2015 by Texas Independent Auto Dealers Association

The

Evolution

DMS

Major Acquisitions Shake Up the Industry In This Issue: –T akata Issue Brings Recalls to Forefront –T ips for How Automotive Dealers Can Successfully Work with First Time Buyers –L et’s Get All Drivers Permitted and Insured –T IADA Attorney Michael W. Dunagan on OCCC Audits and Compliance Procedures

EXTENDED ARBITRATION Now through July 31, 2015

When you purchase eligible inventory on ADESA DealerBlock and use CarsArrive Network to transport, your arbitration window will be extended to 48 hours after vehicle delivery. è Eligible inventory includes off-lease, rental, dealer, fleet and repo vehicles posted in the open sale from an offsite location. Moving inventory the smart way: 1.7M cars transported each year...and growing! è Select CarsArrive for transportation at time of sale.

Extended arbitration applies to eligible vehicles purchased on DealerBlock and transported by CarsArrive Network: Buyer has 48 hours from the delivery date on bill of lading to arbitrate. Type 1 transport only; buyer must select CarsArrive at time of sale. Transaction must be paid within three (3) days of sale; sale date equals zero. Offer applies to offsite vehicles only; ADESA “at auction” units are not included. Valid through July 31, 2015.

ADESA is a proud business partner of the Texas Independent Automobile Dealers Association ( TIADA ).

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2015 TIADA Board of Directors PRESIDENT Brent Rhodes/Fiesta Motors 5150 Industrial Way Drive Buda, TX 78610 Office: 512.312.2201 Email: brent@fiestamotors.net PRESIDENT ELECT Phil Lathrop/VP Auto Sales Inc. 2921 S. Garland Avenue Garland, TX 75041 Office: 972.864.1300 Email: phillipl@vpautosales.com CHAIRMAN OF THE BOARD Michael Thomasson/Mike Carlson Motor Company 264 Exchange St. Burleson, TX 76028 Office: 817.366.9578 Email: mthomasson@mcmcauto.com SECRETARY Kathrine Tolsch/CICO Auto Sales 11050 Harry Hines Blvd. Dallas, TX 75229 Office: 214.352.9282 Email: cicoauto@verizon.net TREASURER Greg Zak/Dixon Motors 7902 North Freeway Houston, TX 77037 Office: 281.931.1300 Email: gzak@windstream.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) Vacant VICE PRESIDENT, HOUSTON (REGION 4) Juan Sabillon/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017 Office: 713.644.2446 Email: brentfordct@yahoo.com 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) Dan Keetch/Keetch Motors 1010 S. Staples Corpus Christi, TX 78404 Office: 361.882.3541 Email: dankeetch51@yahoo.com VICE PRESIDENT AT LARGE Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 Office: 713.641.0980 Email: ryan.winkelmann@sbcglobal.net VICE PRESIDENT AT LARGE Trey Crouch/Trey Crouch’s Wheels On Credit 636 E. Business 83 McAllen TX 78501 Office: 956.972.0700 Email: trey@wheelsoncredit.com TIADA EXECUTIVE DIRECTOR Jeff Martin 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am - 4:30pm 800.442.5944 • Fax 512.244.6218 jeff.martin@txiada.com

Volume XV

Issue 7

J u l y 2 015

texasDealer contents

6 Officers’ Message

by Brent Rhodes, TIADA President

8 On The Cover: The Evolution of DMS: Major Acquisitions Shake-up the Industry by Nick Zulovich

10 2015 VIP Auction Card Directory 13 Legal Corner: OCCC Audits Spur Review of Compliance Procedures by Michael W. Dunagan

14 Upcoming Events 19 Make Way for Millennials by Jenn Reid and Angelica Jeffreys

25 How to Present Your Portfolio to Receive the Most Floor Planning Dollars by Will Chandler

29 Regulation Matters: Takata Issue Brings Recalls to Forefront by Danny Langfield

30 TIADA Annual Conference and Expo 40 2015 TIADA Vendor Directory 54 Local Chapters 56 Let’s Get All Drivers Permitted and Insured by Bill Hammond

59 Association Business 61 TIADA Member Application 62 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 THAT... TIADA has an online course which is an Introduction

to Transferring Titles? You can take it anytime, anywhere, and from any device. This course has been recently updated to feature the new title application form (130-U). So if you, or someone in your dealership, need a refresher on title transfers, you can sign up on our website for just $49 for TIADA members ($99 regular price). And while you are there, you can also check out the lineup for the upcoming dealer education seminars. The Editor of the Texas Dealer magazine is Teresa Orkun, Marketing Communications Coordinator 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.

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Building Success Together

officers’ message by Brent

Rhodes

Working Together to Better Our Industry

ow! I can’t believe my time as president of TIADA is coming to a close. I am so proud to be a part of this great organization. TIADA has come a long way in the past seven years that I’ve served on the Board. We’ve had numerous legislative victories, worked hard to increase our relationships with state agencies and more importantly, grown our membership to an all-new high. What I love the most about TIADA is having a team of dealers across the state that are working together to better our industry. I recently read a quote by Henry Ford that said “Coming together is a beginning. Keeping together is progress. Working together is success.” Since 1944, TIADA formed to represent the most successful used car dealers in Texas. Our staff, led by our Executive Director Jeff Martin, is doing an excellent job keeping us together moving in the right direction. But the real success is dealers working together. I have experienced the value of this teamwork just recently. I had a customer who was in Houston and was having mechanical problems. I needed to find someone to figure out what was wrong with her vehicle. But, how do I find a dealer that I feel comfortable with in a city almost 200 miles away? I knew that Juan Sabillón, current TIADA Region 4 Vice President, has a dealership in that area. When I explained the situation to Juan, he assured me he would take care of it. And boy, did he take care of it! He sent a tow truck to pick up the vehicle

iesta Motors F (Buda) TIADA PRESIDENT

and had his mechanic check it out for me. I am extremely grateful for his assistance with this. I can assure you that there are many more TIADA dealers across the state just like Juan, willing to help out in situations like this. I know there is always uncertainty regarding the future of the used car industry, but I know that TIADA is as strong now as it’s ever been. Our growing membership is the most valuable part of TIADA. But, it’s up to each of you to “work together” to keep this momentum going. Here are three easy ways you can make a huge difference: You can recruit new members. Word of mouth and direct references are among the most powerful forms of advertisement there can be so look around, I am sure you can find at least one person who could benefit from joining TIADA, if for nothing else, to save money with the VIP Auction Card (I have already recruited 3 new members this year). You can donate $100 to INDEPAC, TIADA’s political action committee. If each member gave $100 we could start this year with a $140,000 in our PAC! And finally, you can attend the upcoming TIADA Annual Conference and Expo on August 9–12. I am definitely going to be there — it’s where I met Juan and about 250 other dealers across the state. I look forward to working together with each of you for many years to come! And feel free to contact me if you ever need any assistance in the Austin area.

Our growing membership is the most valuable part of TIADA. 6

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on the cover The Evolution of DMS:

Major Acquisitions Shake-up the Industry by Nick Zulovich

reg Reine is no green pea in the buy-here, payhere business. For the past 24 years, he has owned and operated Auto Liquidators Plus, which has locations in Dallas, Duncanville, Lancaster and Cedar Hill. As important as those paying customers in his portfolio is the dealership management system (DMS) Reine uses, a platform that’s been the backbone of Auto Liquidators Plus for more than 15 years. Reine shared with Texas Dealer the three most important tasks the DMS does for his operation. “It tracks all of the moving parts in our business, such as inventory, sales, receivables and financial information,” Reine said. “It helps with efficiency of our business as a whole. It provides to the integration necessary to successfully account for a dealership and related finance company.” No doubt, Texas dealers from El Paso to Lubbock to Beaumont depend on their DMS just as much as Reine does. Lone Star State companies such as Radiant Concepts, which powers CarsPlus DMS, not only have to keep up with changing technology but also regulatory changes that might be coming out of Austin as well as Washington, D.C. Meanwhile, the DMS industry is changing beyond Texas. Since the beginning of the year, DealerSocket acquired two major providers — AutoStar Solution and FEX DMS, which previously was known as Finance Express. These acquisitions could be poised to change the landscape of DMS significantly. So what’s ahead for dealers here in Texas? Amidst these major changes, are you concerned if your DMS provider is keeping pace with changes or will become the property of another company? In reaching out to a wide array of service providers, the consensus seems to be clear: Dealer satisfaction is the No. 1 priority. “It’s easy to lose direction and get caught in the growth paradigm,” said Candy Wright, vice president of Radiant Concepts, which is based in Granbury. “Growth and enhancements must happen,” Wright continued. “Software is in constant motion, but users dislike change, especially when it is forced upon them by mandated changes in laws, procedures and new technology.” “Our mission is to provide a stable and reliable DMS that grows as needed but at a pace that feels comfortable to our customer base,” she went on to say.

Changing Times

Back in May, DealerSocket intensified its charge into the BHPH space by acquiring AutoStar Solutions on the heels of bringing FEX DMS into its service portfolio. DealerSocket chief executive officer Jonathan Ord acknowledged Texas dealers might be encountering what he described with the acronym, FUD: Fear, Uncertainty and Doubt. Ord insisted that DealerSocket’s top priority to reach out to dealers of all sizes and background to alleviate any concerns if they are FEX DMS or AutoStar Solutions users. “Some dealers may say, ‘Well you have Finance Express. You have AutoStar. One of the two products is going away.’ That’s not what’s going to happen. We don’t sunset products,” Ord said. “What we do is continue to support the existing applications and make sure the existing structure is there,” he continued. “We never want to lose a customer. We then create a new product that we want them to take a voluntarily action to move toward because it’s bigger, better and more cost efficient. “ “We believe if we can do that by getting the right minds in the room, that it will be a natural progression to the next generation,” Ord went on to say. “Then over time, we won’t have to support these other solutions 10 years from now. “ “But we know for the next five years, we’re going to be supporting customers on AutoStar and FEX. They’ll just stay there, and that’s OK,” he added. While Auto Master Systems has purchased another service provider recently, the Houston-based DMS provider is well aware of the changing landscape. Mike Downey is the vice president of sales and marketing at Auto Master Systems, which has seen the dialogue and demands from dealers intensify in recent years, especially with the advent of the Consumer Financial Protection Bureau taking a greater interest in how the BHPH industry functions. “The DMS systems are doing so much more than they ever did five or ten years ago. I’ve been in this business for 17 years now. I grew up in this industry. They are doing way more,” Downey said. “If you would have told me five years ago that DMS systems were taking credit cards from our customers and they all had an iPhone, I wouldn’t have believed T e x a s

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you,” he continued. “Now it’s a lot of trying to do more with less, that’s really the slogan out there.” But more about it is having the software do it the same way every time and it all comes back to compliance, Downey went on to say. “If you’ve got a store manager who is underwriting and it’s from the hip, that opens you up a lot greater to scrutiny than to say, ‘Here is my software and here’s what it does.’ Now compliance is much easier to prove.”

Preparing for What Might Be Ahead

Reine mentioned that he believes his DMS provider has been able to keep up with industry changes, but that all DMS “have room for improvement.” He added, “With the regulatory environment that our industry faces today, I would like to see a more standardized DMS that could potentially reduce human error and keep all processes more compliant.” As Downey mentioned, compliance is the No. 1 goal at Auto Master Systems, not only with its own product but the relationships the company forges with other industry players such as TaxMax and PassTime. “There’s integration and then there are partners,” Downey said. “An integration is, ‘I don’t know whose problem it is but it’s not mine.’ A partner is, ‘Let’s get

on the phone and figure out what’s happening. It’s not working for the dealer so let’s fix it.’ That’s the big difference between partners and just having an integration. “ “I think a lot of people in this industry have the same goal and that’s to help the dealer. Obviously everyone wants to make money. There’s no shocker in that. But there are lot of vendors like TaxMax and PassTime who have been in this industry since day one and we’re one of those companies,” Downey went on to say. For Wright and CarsPlus DMS, she said industry competition is “definitely intense.” But that’s not impeding her operation from bringing the best product to market that it can. “Pricing is a big factor and dealers expect more for less. There is a fine balance to be maintained between pricing and product features,” Wright said. “We focus on what dealers want and strive to fulfill their needs while staying within the scope of our goals,” she continued. “A good DMS doesn’t have to do everything every market needs but it has to do what is needed within the chosen customer base.” Nick Zulovich is the editor of SubPrime Auto Finance News and BHPH Report. More industry coverage can be found at www.subprimenews.com and www.bhphreport.com.

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2015 TIADA VIP Auction Card Directory

Manheim Manheim DFW Dallas Manheim Manheim San Antonio El Paso Manheim Manheimn Texas Hobby Housto ADESA ADESA Austin San Antonio ADESA ADESA Houston Dallas

Alliance

e ew Allianc

AA Longvi

Alliance

AA Abilene

AA Waco

Alliance

AA Dallas

’s America AA Austin/ San Antonio

’s ’s America America AA Dallas AA North Houston

Houston

AA AA Metro Austin of Texas

Heart AA El Paso AA Waco Independent Can! America Kids for Texas Lone Star AA Cars Arlington Carrollton CM Dealers Companys of OKC Auction

Big Valley AA Donna

Corpus

Austin

El Paso

Lubbock

San Antonio Permian

Houston

Basin Dallas

Houston

ew North Longvi McAllen

DFW

ABILENE

CORPUS CHRISTI

Alliance Auto Auction Abliene

Insurance Auto Auctions*

6657 US Highway 80 West Abilene, TX 79605 325.698.4391, Fax 325.691.0263 General Manager: Jimmy Compton Friday, 10:00 a.m.

4701 Agnes Street Corpus Christi, TX 78405 361.881.9555, Fax 361.887.8880 General Manager: Adriana Serrano Wednesday, 9:00 a.m.

www.allianceautoauction.com

www.iaai.com

C.M. Company Auctions, Inc.

DALLAS / FT.WORTH METROPLEX

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

ADESA Dallas

www.cmauctions.com

www.adesa.com

AUSTIN

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

ADESA Austin

Alliance Auto Auction Dallas

www.adesa.com

2108 Ferguson Ln Austin, TX 78754 512.873.4000, Fax 512.873.4022 General Manager: Steve Swanson Tuesday, 9:00 a.m.

America’s AA Austin / San Antonio www.americasautoauction.com

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

Insurance Auto Auctions* www.iaai.com

2191 Highway 21 West Dale, TX 78616 512.385.3126, Fax 512.385.1141 General Manager: Geoffrey Rabb Tuesday, 9:00 a.m.

Metro Austin Auto Auction www.metroautoauction.com

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

www.allianceautoauction.com

9426 Lakefield Blvd. Dallas, TX 75220 214.646.3136, Fax 469.828.8225 General Manager: Christopher Dean Wednesday, 1:30 p.m.

America Can! Cars for Kids www.charitycarauctions.org

1911 E. Division Arlington, TX 76011 972.274.5437, Fax 214.944.1950 General Manager: Jennifer Kitchens Saturday, 9:00 a.m.

America’s AA Dallas

www.americasautoauction.com

219 N. Loop 12, Irving, TX 75061 972.445.1044, Fax 972.591.2742 General Manager: Robert Hammonds Tuesday, 1:00 p.m. / Thursday, 1:00 p.m.

Insurance Auto Auctions* www.iaai.com

4226 East Main Street Grand Prairie, TX 75050 972.522.5000, Fax 972.522.5090 General Manager: Jennifer Wesner Tuesday, 9:00 a.m.

Insurance Auto Auctions* www.iaai.com

* VIP card accepted for sell fees only 10

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

Manheim Dallas

www.manheim.com

5333 W. Kiest Blvd., Dallas, TX 75236 214.330.1800, Fax 214.339.6347 General Manager: Jeff Modjeski Wednesday, 9:00 a.m.

Manheim Dallas Fort Worth www.manheim.com

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

Texas Lone Star Auto Auction www.tlsaa.com

2205 Country Club Drive Carrollton, TX 75006 214.483.3597, Fax 214.483.3814 General Manager: Jeff Dunning Tuesday, 1:00 p.m. / Thursday, 2:00 p.m.

EL PASO El Paso Independent Auto Auction www.epiaa.com

7930 Artcraft Rd El Paso, TX 79932 915.587.6700, Fax 915.587.6700 General Manager: Lori Pidgeon Wednesday, 9:30 AM In-op Video Sale / 10:00 AM Standard Sale.

Insurance Auto Auctions* www.iaai.com

14651 Gateway Blvd. W El Paso, TX 79927 915.852.2489, Fax 915.852.2235 General Manager: Jorge Resendez Friday, 10:30 a.m.

Manheim El Paso

www.manheim.com

485 Coates Drive El Paso, TX 79932 915.833.9333, Fax 915.581.9645 General Manager: Brian Walker Thursday, 10:00 a.m. T e x a s

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Insurance Auto Auctions*

SAN ANTONIO

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

ADESA San Antonio

www.iaai.com

Manheim Houston www.manheim.com

HARLINGEN / MCALLEN Big Valley Auto Auction www.bigvalleyaa.com

4315 N. Hutto Road Donna, TX 78537 956.461.9000, Fax 956.461.9005 General Manager: Lisa Franz Thursday, 9:00 a.m.

Insurance Auto Auctions* www.iaai.com

900 N. Hutto Road Donna, TX 78537 956.464.8393, Fax 956.464.8510 General Manager: Ydalia Sandoval Tuesday, 9:00 a.m.

HOUSTON ADESA Houston www.adesa.com

4526 N. Sam Houston Houston, TX 77086 281.580.1800, Fax 281.580.8030 General Manager: Mark Lindenmuth Wednesday, 9:00 a.m.

America’s AA North Houston www.americasautoauction.com

1440 FM 3083 Conroe, TX 77301 936.441.2882, Fax 936.788.2842 General Manager: Buddy Cheney Monday, 6:30 p.m.

Houston Auto Auction

www.houstonautoauction.com

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

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

Manheim Texas Hobby www.manheim.com

8215 Kopman Road Houston, TX 77061 713.649.8233, Fax 713.640.6330 General Manager: Rich Curtis Thursday, 9:00 a.m.

LONGVIEW Alliance Auto Auction Longview www.allianceautoauction.com

6000 East Loop 281 Longview, TX 75602 903.212.2955, Fax 903.212.2556 General Manager: Jeff Loftin Friday, 10:00 a.m.

Insurance Auto Auctions* www.iaai.com

5577 Highway 80 East Longview, TX 75605 903.553.9248, Fax 903.553.0210 General Manager: Robert Dunning Thursday, 9:00 a.m.

LUBBOCK Insurance Auto Auctions* www.iaai.com

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

MIDLAND / ODESSA

Insurance Auto Auctions*

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

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

www.iaai.com

July/SPECIAL 2015

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www.adesa.com

200 S. Callaghan Rd San Antonio, TX 78227 210.434.4999, Fax 210.431.0645 General Manager: Sam D’Amato Thursday, 10:00 a.m.

Insurance Auto Auctions* www.iaai.com

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

Manheim San Antonio www.manheim.com

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

WACO Alliance Auto Auction Waco www.allianceautoauction.com

15735 I-35 Frontage Road Elm Mott, TX 76640 254.829.0123, Fax 254.829.1298 General Manager: Darren Darnell Friday, 10:00 a.m.

Heart of Texas Auto Auction www.heartoftexasautoauction.com

2508 Old Marlin Hwy. 6 Waco, TX 76705 254.755.7713, Fax 254.755.7746 General Manager: Allan Wichkoski Thursday, 7:00 p.m.

OKLAHOMA CITY, OK Dealer’s Auto Auction of OKC, Inc. www.daaokc.com

1028 South Portland Oklahoma City, OK 73108 405.947.2886, Fax 405.943.8370 General Manager: Gary Smith Thursday, 8:30 a.m.

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legal corner

OCCC Audits Spur Review of Compliance Procedures

s most dealers are well aware, examiners from the Office of Consumer Credit Commissioner’s Office are calling on dealers and auditing their credit procedures and forms for compliance with the myriad state and federal laws and regulations that apply to financing motor vehicles. Many audits have already taken place and new ones are being scheduled every day. The ultimate goal of OCCC is to audit every dealer who holds a vehicle finance license every year. (There are other agencies out there auditing dealers, such as Texas Department of Motor Vehicles and the State Comptroller. We’ll discuss those issues in other articles.) I am aware of the audits taking place because I have received an increasing number of calls from worried dealers who have been scheduled for audit. The typical caller first informs me that he or she is being audited the next day (sometimes later the same day) and wants me to advise the dealer what the auditor will be looking for and what the dealer should do to get ready. My response is that yes, I can advise of some of the things that the auditor will be interested in, but no, there’s really not anything the dealer can do now to prepare for the audit. Now, I’m as much a procrastinator as anyone, but it seems obvious to me that calling at the last minute is an exercise in futility. And while starting to get prepared for an audit once it has been scheduled (usually a week or two out) is better than waiting until the day of or the day before, there’s really not much that can be done to correct prior violations and compliance deficiencies.

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The time to start thinking about and taking action in anticipation of an audit is right now. One thing the audits have accomplished is drawing attention to the fact that many dealers, even those who consider themselves to be doing things right, are in fact doing at least some things incorrectly. To the extent that deficiencies can be identified and corrected now, the dealer has an opportunity to establish a good track record before being audited. Once a dealer has recognized the wisdom of preparing for an audit before the audit has been scheduled, how does he or she acquire the information necessary to perform a compliance self-exam? Compliance, in this age of increasing regulation, and overlapping and often contradictory laws and rules, generally comes the old-fashioned way. That is, you earn it. The primary focus of any compliance program for a Texas dealer has to be TIADA, which supplies dealers with compliance information through its annual conference, magazine, informational books, seminars, and weekly email. TIADA offers two different all-day programs, under the brand “TIADA Dealer Academy” that give attendees timely and comprehensive information about the legal and administrative requirements of being a dealer. The first is called appropriately enough “Dealer 101: Nobody Told Me That!” This is a basic-training course full of guidance on useful, best-practices procedures and legal and regulatory matters. It offers something for all dealers — not just BHPH dealers — and is appropriate for veterans as well as beginners. The second program is called “Keeping Your Dealership Legal and

by Michael

Dunagan

TIADA GENERAL COUNSEL

Compliant.” This course emphasizes state and federal statutory and regulatory requirements, with a focus on the types of violations auditors and examiners look for, and the steps to take to correct them. An OCCC compliance checklist is given with the written materials. Information about the scheduling of these seminars can be obtained from the TIADA website (www.txiada.com), Texas Dealer, TIADA’s monthly magazine, or by calling the TIADA office. Another source of compliance information is Dealer Financing of Used Car Sales, a book available from TIADA. The book covers the basics of vehicle financing, such as licensing issues, maximum finance charges, federal and state credit requirements, and handling state sales and vehicle inventory taxes. The book includes the text of relevant Finance Code provisions. Almost all of the items checked by OCCC examiners are covered in the book. An important source of compliance information, especially for BHPH dealers, is Texas Automobile Repossession: a Lien Holder’s Legal Guide, also available from TIADA. Many of the violations uncovered in audits involve repossession procedures. This book includes sample repossession notice forms and a detailed explanation of when and how to use them. Many dealers use repossession forms that they copied from other dealers years ago. It’s likely that the 13

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forms were not adequate then, and they certainly wouldn’t pass muster now. I’ve also seen cases where dealers have taken what they consider the best provisions of different repossession notices and blended them into the “perfect” form. What these dealers fail to realize is that the different forms were intended for different procedures, and the use of a combination form doesn’t comply with the requirements for either. Reading Texas Dealer each month is an excellent way of obtaining information. In addition to the Legal Corner column that I write, there are other articles from state agencies and the TIADA staff addressing common dealer questions. A weekly email is also sent to each member, which often includes critical updates such as an upcoming deadline for OCCC license renewals. TIADA members are also eligible for a free legal consultation to answer their questions. A secondary benefit from being fully compliant is the shield it offers in private lawsuits. I’ve found over the years that many disputes over the usual consumer complaints often result in litigation based on technical compliance issues. The plaintiff ’s attorney, in reviewing the paperwork, often finds it easier to sue for technical “gotcha” violations that are there in black and white rather than the “he said-she said” disputes. Conversely, a plaintiff ’s attorney who reviews correct and up-to-date paperwork is likely to conclude that the dealer may be a formidable opponent. This point came home to a number of dealers involved in a state-wide class-action lawsuit filed against hundreds of dealers several years ago. Dealers who testified in their depositions that they were members of TIADA, read the magazine, had attended compliance seminars and had read and studied Dealer Financing of Motor Vehicles and Texas Automobile Repossession: a Lien Holder’s Legal Guide, were the first ones dismissed from the suit.

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

Hot Compliance Issues

Finance License. Creating, holding, or servicing motor vehicle retail installment contracts without a finance license subjects the violator to a $10,000 fine. Related finance companies must be licensed too. The fact that interest is not charged doesn’t eliminate the licensing requirement. The occasional deferral of tax and transfer fees is enough to trigger the licensing requirement.

Failure to send proper postrepossession notice. The UCC

requires that notice be sent to debtors after repossession, and the failure to do so is a violation. The failure to use a proper form is also a violation.

Charge of a collection fee. The Texas Finance Code authorizes the addition of an actual, out-of-pocket repossession fee, or reasonable fees paid to an attorney for collection or foreclosure. It does not allow a “collection fee” and the charging of such a fee is a violation. Similarly, charging a fee for in-house repossessions and charging more than paid for repossession are violations. Charge of excessive transfer fees. The Texas Finance Code

authorizes a vehicle seller to add to a contract as an itemized charge the amounts expended in transferring the title and registering the vehicle. The OCCC takes the position that an amount charged to a buyer for a fee on a motor vehicle installment sales contract must be the actual amount disbursed. The dealer must be able to demonstrate to the auditor that the charges were disbursed on behalf of the buyer and the amount charged (cont’d on pg. 16)

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Legal Corner (cont’d from pg. 14)

to the buyer is the actual amount disbursed. It is also necessary to separate the amount charged for certificate of title fee from the amount charged for license and registration. Some dealers have been cited and forced to refund overcharges based on the practice of putting one lump sum on the contract as a combined title/ license/registration (or just “transfer”) fee. Even though transfer fee calculations have been made simpler by recent legislative changes, there are still some dealers who have been cited by OCCC for overcharges. The best practice is to calculate the registration charge, put it on the contract, then compare the charge to the amount appearing on the white slip (more accurately known as the Title Application Receipt or Form VTR500-RTS) after the transfer. If an overcharge has taken place on the contract, a refund or credit should be made.

Failure to have a copy of the transfer receipt in the file. A re-

lated compliance issue is raised when the dealer does not have a copy of the white slip in the file for audit comparison purposes. The OCCC takes the position that a dealer must have the transfer receipt in the file to prove that the title was transferred and to establish how much was actually paid at the tax office. If, upon audit, the dealer does not have the white slip in the file, the dealer will be required to obtain copies from the tax office for every sale going back four years (the period of the statute of limitations). The cost of doing so, both in terms of expended fees and man-power, is extremely high. Having a copy of the white slip in the file will eliminate that expense.

Improperly charging inspection fees. If a dealer adds a charge

for a safety inspection to a contract, the dealer must produce evidence of

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having had an inspection performed in conjunction with the sale, and evidence of paying the same amount that has been added to the contract. Many dealers have their dealer management software automatically add a fee for a state inspection to all contracts, whether an inspection was performed or not. The OCCC will require, if it finds evidence that unauthorized inspection charges are made, an audit of all contracts going back four years, with a refund to customers improperly charged.

Placement of unauthorized charges on the contract. The

Texas Finance Code lists specific charges that can be added to a retail installment contract, including transfer fees, documentary fees, Vehicle Inventory Tax, and properly set up Debt Cancellation Agreements. Also, premiums for actual insurance purchased for the customer by the dealer, and charges for actual authorized

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service contracts can be added. What can’t be added to a contract are charges for non-existent or unlicensed insurance or unlicensed service contracts. Some dealers have been found to add a charge for “warranty” or “service contract” when no actual authorized products existed. When examiners find these types of unauthorized charges, the dealer is required to make credits and refunds. You must notify the OCCC if you wish to charge a doc fee in excess of $50. Approval is automatic on doc fees up to $125, but any charge over $50 requires notification of the increase to the OCCC via a specific form found at the OCCC website. Go to http:// occc.texas.gov/industry/motor-vehicle-sales-finance/ documentary-fees for information. Also, remember you must provide separate notifications for each of your locations. 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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feature Make Way for Millennials by Jenn Reid and Angelica Jeffreys Equifax

Tips For How Automotive Dealers Can Successfully Work With First-Time Buyers {Editor’s Note: Angelica Jeffreys will be featured in The Basics learning track at the 2015 TIADA Annual Conference & Expo.}

espite Millennials’ reported sentiment against owning vehicles, the fact is that they will account for nearly half of those purchasing cars over the next 10 years, according to an AutoTrader.com report. In order to successfully work with this emerging market segment, however, it is important for automotive dealers to acknowledge and manage this generation’s unique life situation and limited credit history. Those dealers that take the time to have a deep understanding of non-prime financing programs; are more skilled in educating Millennials regarding the vehiclebuying process; are more effective in collecting the right information; and are better able to drive sales with today’s marketing tools — will ultimately reap the rewards of working successfully with Millennial car buyers.

Tip 1: Understand Non-Prime Financing Programs

As with any generation, Millennials have their own unique set of financial pressures, most notably, their significant debt load. In fact, 70 percent of college seniors who graduated last year have student loan debt averaging more than $29,000, according to the Project on Student Debt. While more Millennials have joined the ranks of the employed in the last few months, their ongoing challenges continue to impact both their credit worthiness and ability to purchase. Dealers must understand these challenges and avoid the practice of “shot-gunning” applications to multiple lenders. Doing so can actually result in a number of declines and adverse action letters — ultimately causing a negative customer experience for many first-time buyers. Instead, dealers must be sure to have the right mix of lenders who will approve thin-file buyers. It is also important that the dealer really understands the lender’s programs and what is required to approve the deal.

Tip 2: Educate First-Time Buyers

In general, Millennials tend to be very educated buyers. Nearly three-fourths of them research products

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online before making a purchase, and spend more than 17 hours researching a vehicle before buying it, according to AutoTrader. While Millennials may tend to be very educated about the actual vehicle, they are often not as familiar with the vehicle-buying process. These inexperienced buyers may find a car they want and become emotionally attached to it, but when confronted with a cumbersome loan process, many become easily frustrated if they cannot afford it. To avoid this, dealerships should act as consultants and work closely with first-time buyers to set realistic expectations for what he or she can afford early in the process. Dealers should also stay tuned in to Millennials’ life changes. It is critical to ask more probing questions upfront about the buyer’s needs and financial challenges to ensure a smoother and more enjoyable process. These questions should be balanced with educating customers on the process, and what will be needed to set them up for success.

Tip 3: Collect Accurate Information & Leverage Alternative Data

According to Equifax data, only 44 percent of Millennials are prime (a credit score of 660 or higher) and just 46 percent have substantial credit history (three or more trade lines). As this group matures, the health of the auto industry will rely largely on how both dealers and lenders learn to evaluate Millennials. This will require access to better consumer insights and alternative data — like verification of rent, insurance and address — paired with accurate employment and income data from the buyers, including job tenure, employer contact information, income and work/home address. Obtaining this information speeds the funding process, but it’s only half the battle, as verification of employment and income can be both challenging and time-consuming. This problem is intensified by Millennials’ expectations for immediate responses. They can quickly become frustrated with slow, cumbersome decision making — potentially leaving the showroom 19

and taking their business to a dealer that can better meet their expectations. Dealers can achieve this balance by effectively leveraging instant access to real, employer-reported payroll data through The Work Number®, a proprietary database of income and employment information owned by Equifax. Not only does this increase accuracy in scoring and risk assessment, which can help credit underwriters make more confident decisions — dealers can also keep firsttime buyers at the dealership and quickly work with them to purchase a vehicle.

Tip 4: Leverage New Marketing Tools

To adapt to Millennials’ service and convenience expectations, dealers should become familiar with some of the latest tools available to help quickly assess both the demographic and financial situation of buyers walking into their showrooms. Today’s marketing tools can not only help auto dealers quickly estimate the financial capacity of a buyer, but also help direct toward the make and model of cars they are likely to prefer. Finally, because Millennials have a propensity to start their vehicle research online, dealers should leverage enhanced web analytics with financial insights for improved website traffic analysis and advanced advertising and marketing capabilities. Dealers can better understand

who exactly is visiting their website, and then optimize their online campaigns to better target Millennials and first-time buyers with the most relevant information to meet their unique needs. With Millennials projected to become the wealthiest generation in our country’s history (accounting for a collective annual income of $3.4 trillion by 2018), it is important for dealers to identify ways to work more effectively with this group and capitalize on a fast-growing market segment. For the vast majority of Millennials, the vehicles they buy over the next several years will be their first vehicle purchase. Dealers must bear that in mind and recognize their unique economic challenges; proactively educate them on the process; collect and leverage the right data to quickly match them with the right vehicles; and tap today’s marketing tools to optimize campaigns and provide Millennials with the information they want and need. Following these tips will ultimately equip today’s automotive dealers for success in 2015 and beyond. Equifax has been a strong supporter of Independent Associations throughout the country, with several Automotive Industry veterans on their team committed to the success of independent dealers including Jenn Reid and Angelica Jeffreys. Please be sure to visit their workshop “How to Read (and Understand) a Credit Report”, conducted by Angelica, at the TIADA Annual Conference & Expo.

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How to Present Your Portfolio to Receive the Most Floor Planning Dollars by Will Chandler NextGear Capital

{Editorâ&#x20AC;&#x2122;s Note: Will Chandler will be featured in The Basics learning track at the 2015 TIADA Annual Conference & Expo.}

he automotive industry is very unique in that it is one of the few industries where commercial loans are abundant and relatively easy to qualify for. If you are looking to grow your business, it is likely you will be able to find the capital needed to stock your dealership. Yet while there is a good chance you will be able to acquire a floor plan line of credit, the size of that line of credit will vary depending on your business needs and overall portfolio snapshot.

Growing Your Business

There are several items that will factor into the lending decision above and beyond your personal credit history. Trade references, business credit, equity, cash flow and the overall viability of your business all come into the picture and become increasingly important as you look to acquire more floor planning dollars. Some dealers have substantial business equity. To a floor plan company, inventory that is owned outright is viewed similarly to cash and is a good indicator of the viability of your operation. Business equity exhibits an enhanced capacity to repay debt. When applying for a floor plan, take the time to validate your equity position. Your floor plan company might ask to see the titles and bills of sale for all units that you currently own. They might even ask to physically inspect your owned inventory. This will all play into your favor as finance companies like to lend to people that already have money. The more equity you have, the lower the perceived risk.

simple concept: the longer a vehicle sits on your lot, the greater the risk that vehicle becomes. According to the NIADA dealers should not keep a vehicle on the lot for more than 45 days, a point which is stressed in the NIADAâ&#x20AC;&#x2122;s Certified Master Dealer course.

2) Buy smart. It might be tempting to buy that flashy sports car, but is it a good price and does it make a potential profitable addition to your inventory? Make sure you understand the types of units that are selling in your market and what they are selling for. Going to

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Maintaining Your Business

For many dealers, once they get over the hump of starting their dealership, the biggest challenge that remains is being able to maintain their business. As with any business venture, there are certain concepts you need to keep in mind to make sure that you are keeping your business viable:

1) K now when to turn your vehicles. A term that is widely used in the industry is velocity, which is the rate at which you should turn your inventory. It is a July/SPECIAL 2015

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the auction with a plan of how much you are willing to spend can help save you from those “impulse buys” that may turn into buyer’s remorse down the road.

3) B e more efficient with the use of working capital. Floor planning is a great way to balance credit and working capital to maximize your cash flow. However, ineffective use of working capital and under-capitalization, among other factors, can contribute to a dealer going out of business because they can’t keep up with their working capital. Simply put, the more cars you buy and sell, the greater the need to manage your cash flow. 4) R ecognize the importance of your cash flow. Exhibiting cash flow is important as it shows your ability to handle money. However, while many dealers can typically tell whether or not they made a profit for the month, they don’t know how they got there. It is important to look where your money goes, because it’s the dealers that don’t understand their cash flow that end up falling into the red. Taking the time to figure out how much you are spending on business costs can be the difference between a dealer that makes money versus a dealer that just gets by.

Pitfalls to Avoid

Floor plan companies are discretionary lenders, and it should be understood that your account is constantly being underwritten. Changes in your performance or credit profile will not go unnoticed. Lenders have learned a lot about managing and mitigating risk, especially over the course of the last five years. It is crucial that you closely adhere to your lender’s terms and conditions. NSF’s, late curtailments, slow payoffs, and bad audits will inevitably prevent you from gaining the additional buying power you need to grow your business. Stay on top of managing your account, be honest and communicative.

In Conclusion

A thriving business should be building equity while reducing debt. As a thriving dealer principal you should be building net worth, not acquiring debt to keep your business above water. If your business isn’t building and growing, then you probably shouldn’t be seeking more floor plan dollars. More flooring won’t turn around a failing business model. However, if your business is building equity and turning a profit, having some additional buying power can surely help you shift into the next gear.

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regulation matters Takata Issue Brings Recalls to Forefront

nfortunately, there is nothing like the threat of death or disfigurement from airborne airbag inflator shrapnel to get the attention of folks on vehicle safety recalls. With the massive Takata airbag inflator recall now affecting roughly 34 million vehicles in the U.S. alone, recalls are, once again, front and center in the media. We are getting calls from members wondering whether they are allowed to sell a vehicle subject to an open recall, and, if so, under what conditions. Let’s start by recognizing that not all recalls are created equal. There are safety and non-safety recalls; we will focus exclusively here on safety recalls. Until very recently it was difficult for an independent dealer to obtain VIN-specific information as to whether a vehicle had an “open” safety recall (i.e., whether a specific vehicle had been repaired or not). However, in late 2014 the National Highway Traffic and Safety Administration (NHTSA) established a VIN-specific lookup tool at the website www.safercar.gov. This tool, featured in an article in the November 2014 issue of the Texas Dealer magazine, allows the user to enter a VIN and get the government’s most recent information about that specific vehicle’s open safety recall record. As of this writing there is no federal or Texas state law that explicitly prohibits a dealer from selling a vehicle with an open safety recall. But that doesn’t mean a dealer has no exposure in such a sale, according to NIADA regulatory counsel Shaun Petersen. “We encourage dealers to only make representations about vehicles they know to be accurate, whether regarding the recall status of a vehicle, the vehicle’s condition or otherwise,” Petersen said. “Any misrepresentation may be actionable under the Texas Deceptive Trade Practices Act (DTPA).” So, if there is no explicit prohibition on the sale of vehicles with an open safety recall, how should an independent dealer proceed? As usual, the mantra is disclose, disclose, disclose. To knowingly make a false or misleading statement of fact concerning the need for parts, replacement, or repair service is also actionable under the DTPA, according to Karen Phillips, general counsel for the Texas franchise auto dealers association. Obviously the most prudent course of action is to identify any inventory vehicles with open safety recalls and arrange to have repairs made accordingly. However, as we all know, there are any number of reasons this is

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by Danny

Langfield

TIADA DEPUTY DIRECTOR

As of this writing there is no federal or Texas state law that explicitly prohibits a dealer from selling a vehicle with an open safety recall. But that doesn’t mean a dealer has no exposure in such a sale... not always possible, the most obvious being that the fix has not yet been identified or the necessary parts are not available. After consulting with TIADA general counsel Mike Dunagan, the association is recommending that the dealer run each VIN through the safercar.gov lookup tool at closing, print out the results and have the customer sign and date the document. A copy of this signed document should be retained in the deal jacket. Considering that recall results may change literally from day to day, it is important to make sure the most upto-date information is being provided to the customer, regardless of the vehicle’s open recall status. This practice ensures that you are making a good faith effort to disclose the best, most accurate recall information available to every customer on each transaction. 29

TIADA

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Breakout Sessions, Deeper Dives, Keynoters, Dealer Roundtables — we’ve got it all

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“I went last year and said, we’ll see if it is worth going back. Well, I’m going back because it was absolutely worth it. Best conference out there.” Dennis Schroller

JULY 10

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CONFERENCE REGISTRATION Register on or before JULY 10 and save $100, so don’t delay!

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Can’t make it for the full conference? We understand time commitment and tailor your staff’s experience to your business needs. Single Day Passes are available for Monday, August 10 and Tuesday, August 11. 31

Learning T

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Special Finance & Retail

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Winning in the indirect lending game

Big time achievers from outside the auto world

The BHPH Sales Process: What are You Selling? Brent Carmichael

12 Sales & Marketing Strategies to Dominate Your Market Cory Mosley

NCM Associates 20 Group Operations

Mosley Automotive/Mosley Communications

If It Were Easy, Everyone Would Do it BHPH Dealer Panel Discussion

Establishing Regulator-Resistant Repossession Procedures Michael W. Dunagan Jameson & Dunagan, P.C.

Collections: Numbers That Matter & Why Paxton Wright Leedom Group 32

Hunting in a Farmer’s World John F. Dini, CMBA, CExP MPN Incorporated

Understanding Fair Lending Practices Shaun Petersen

Preparing for the Pivot Dawn Fotopulos

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Combining Online & Offline Marketing for Maximum Profit Fred Gleeck

Digital & Mobile: The Great Equalizers Kate Frost Kate Frost, Inc.

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Structuring Your Deals for 3rd Party Finance Finance Company Panel Discussion T e x a s

Accounting for the Numberphobic Dawn Fotopulos BestSmallBizHelp.com D e a l e r

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DEEPER DIVE

TAILOR YOUR EDUCATION:

MIX AND MATCH FROM 5 CONCURRENT SESSIONS

The Basics

Wildcard From auction arbitration to viral advertising, anything goes

Core fundamentals to keep your foundation strong

Long Term Auto Values – Can You Handle the Truth? Steven Lang

Choosing the Right DMS for You Industry Panel Discussion

Yahoo Autos

Battle of the Sexes: Selling Differently to Men & Women Karen E. Purves, M.A.

Financing Your Inventory for Growth Will Chandler NextGear Capital

Innovative Impact

How to Read (and Understand) a Credit Report Angelica Jeffreys

The Joys of Auction Arbitration Wholesale Auction Panel Discussion

Equifax Automotive Services

TxDMV: Avoiding the 9 Most Common Dealer Violations Bill Harbeson / David George

Deadly Secrets of the Phone Ninja Jerry Thibeau Phone Ninjas July/SPECIAL 2015

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TxDMV Enforcement Division D e a l e r

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MAP of EXHIBIT HALL

119

OCCC A.L.E.C.S. demo

Lane Gorman Trubitt

August 9–12,

Position Plus GPS

True Car

TxDMV WebDEALER demo

GO Financial

118

117

AutoTrader .com

MAIN ENTRANCE

Silver Sponsor

114

Consumer Portfolio Svcs

AUL Corp.

34 Peritus Portfolio

CARFAX

33 Floorplan Xpress

32 TexCap Financial

19 Solutions by Text

Alliance Auto Auction

18 DealerSocket

D e a l e r

July/SPECIAL 2015

SCHEDULE of EVENTS August 9, 2015

August 10, 2015

August 11, 2015

11:00 a.m. - 8:00 p.m.

7:00 a.m. - 12:00 p.m.

7:00 a.m. - 10:00 a.m.

REGISTRATION / HELP DESK

1:00 p.m. - 5:00 p.m.

8:00 a.m. - 9:15 a.m.

8:00 a.m. - 9:00 a.m.

DEEPER DIVE SESSIONS

OPENING GENERAL SESSION

GENERAL SESSION

“Estate and Business Succession Planning for Dealers” – Larry Oxenham

“Communicate With Strength“ – Karen E. Purves, Keynote Speaker

“A Car Guy and a Data Scientist Walk Into a Bar…” – Joe Webb and Chad Bockius, Keynote Speakers

“The Real Shark Tank: 4 Hours with the OCCC” – Eric Fancher

9:30 a.m. - 10:30 a.m.

9:15 a.m. - 10:15 a.m.

LEARNING TRACKS

“The BHPH Sales Process: What are You Selling?“ – Brent Carmichael “12 Sales & Marketing Strategies to Dominate Your Market“ – Cory L. Mosley “Hunting in a Farmer’s World“ – John F. Dini “Long Term Auto Values – Can You Handle the Truth?“ – Steven Lang “Choosing the Right DMS for You“ – Industry Panel Discussion

“Establishing Regulator-Resistant Repossession Procedures“ – Michael W. Dunagan “Digital & Mobile: The Great Equalizers“ – Kate Frost “Combining Online & Offline Marketing for Maximum Profit“ – Fred Gleeck “The Joys of Auction Arbitration“ – Wholesale Auction Panel Discussion “How to Read (and Understand) a Credit Report“ – Angelica Jeffreys

10:45 a.m. - 11:45 a.m.

10:30 a.m. - 11:30 a.m.

LEARNING TRACKS

“Understanding Fair Lending Practices“ – Shaun Petersen “Preparing for the Pivot“ – Dawn Fotopulos “Battle of the Sexes: Selling Differently to Men & Women“ – Karen Purves “Financing Your Inventory for Growth“ – Will Chandler

“Collections: Numbers That Matter & Why” – Paxton Wright “Structuring Your Deals for 3rd Party Finance“ – Finance Company Panel Discussion “Accounting for the Numberphobic“ – Dawn Fotopulus “Deadly Secrets of the Phone Ninja“ – Jerry Thibeau “TxDMV: Avoiding the 9 Most Common Dealer Violations“ – Bill Harbeson /David George

11:45 a.m. - 2:30 p.m.

11:30 a.m. - 2:00 p.m.

“Everybody Rides: Delivering a Sales Experience They’ll Love” – Cory L. Mosley

7:30 p.m. - 8:00 p.m. FIRST TIME DEALER ATTENDEE MEET & GREET

8:00 p.m. - 10:00 p.m. WELCOME RECEPTION

learning tracks

color key:

BUY-HERE, PAY-HERE SPECIAL FINANCE & RETAIL SERIAL ENTREPRENEUR WILDCARD THE BASICS

“If It Were Easy, Everyone Would Do It“ – BHPH Dealer Panel Discussion

EXHIBIT HALL GRAND OPENING

EXHIBIT HALL

Lunch with the Exhibitors

Lunch with Exhibitors

2:45 p.m. - 5:00 p.m.

2:15 p.m. - 3:15 p.m.

DEALER ROUND TABLE DISCUSSIONS

LEGISLATIVE SUMMARY

Each of the dealer roundtable topics will be repeated three (3) times: 2:45 p.m., 3:35 p.m. and 4:25 p.m.

All attendees are invited to attend this session, which will include recent regulatory developments as well as a complete update from the 84th Texas legislative session.

5:00 p.m. - 7:00 p.m.

3:30 p.m. - 4:30 p.m.

EXHIBIT HALL

Networking Reception with Exhibitors

HOUSE OF DELEGATES

7:30 p.m. - 9:30 p.m. PRESIDENTIAL AWARDS BANQUET

August 12, 2015 9:00 a.m. - 10:30 a.m. FAREWELL BREAKFAST BUFFET July/SPECIAL 2015

T e x a s

D e a l e r

Thank You to Our Current Sponsors P L AT I N U M

GOLD

T e x a s

D e a l e r

July/SPECIAL 2015

Thank You to Our Current Sponsors S I LV E R

Specialty Sponsors Hotel Key Card: ADESA, Inc.

Lanyard: Arcana Insurance Services

Mtg. Directional: Peritus Portfolio Services LLC Re-charge Station: Leedom & Associates

Bronze PLUS and Bronze AUL Corp.

AutoAction

Auto Master Systems, Inc.

Automotive Finance Corporation (AFC) AutoZoom

Cadence Insurance

C A R FA X

AutoRevo

Carmax Auctions

Contact At Once!, a LivePerson Company Dealer Center ION GPS

Eyewitness Surveillance, LLC

Insurance Auto Auction

Metro Auto Auction â&#x20AC;&#x201C; Dallas

NCM Associates

PassTime

SecureClose

n n

Strategic Warranty Services Tr u e C a r

Waymer & Associates

T e x a s

D e a l e r

vAuto

Frazer Computing, Inc.

AutoZone

GO Financial

LHPH, LLC / Advantage Funding

M u l l e n I n s u r a n c e A g e n c y, I n c . n

Titan Card

Vantage Finance n

PrimaLend Capital

Sigma Payment Processing

SSW Dealer Supply

Wayne Reaves Software

Autotrader

C o u n s e l o r L i b r a r y/ H u d s o n C o o k L L P

Preferred Warranties, Inc.

Ta x R e f u n d S e r v i c e s / Ta x M a x

United Acceptance Inc.

Microbilt Corporation

Sparkling City Auto Auction

C o l l a t e r a l P r o t e c t i o n I n s u r a n c e A g e n c y, I n c .

L a n e G o r m a n Tr u b i t t P L L C

Shilson, Goldberg, Cheung & Associates, LLP

S o l u t i o n s b y Te x t

July/SPECIAL 2015

Autostar Solutions, Inc.

Floorplan Xpress LLC

Ituran USA Inc.

Phone Ninjas

Automotive Capital Resources, LLC

Copart Auto Auctions

Lobel Financial

SDA, Inc.

SkyPatrol

Strategic Dealer Services n

Tr i - S t a t e D e a l e r S e r v i c e s

Victoria Auto Auction

Westlake Financial Services

2015 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 1, 2015. 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/Education; CPA/Accounting; Dealer Management Software; Dealer Supplies & Services; Finance/Banking; Forms/Printing; Insurance; Legal Services; Payment Processing; Payment Protection/Recovery; Service Contracts; Software; Vehicle Listing. Alliance Auto Auction of Longview

Auction *ADESA Austin, Inc. (Inside Front Cover) 2108 Ferguson Lane Austin, TX 78754 Contact: Kimberly Hollinger Phone: 512.873.4000 Email: kimberly.hollinger@adesa.com

*ADESA Dallas (Inside Front Cover)

3501 Lancaster Hutchins Rd. Hutchins, TX 75141 Contact: Bob Bannister Phone: 972.225.6000 • Fax: 972.216.4670 Email: bob.bannister@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

Alliance Auto Auction of Abilene

6657 US Hwy 80 W. Abilene, TX 79605 Contact: Tim Bartley Phone: 325.698.0391 • Fax: 325.691.0263 Email: tim.bartley@allianceautoauction.com Website: www.allianceautoauction.com NAAA Member with Simulcast, OVE, Recon Services, Pre & Post Sale Inspections

Alliance Auto Auction of Dallas

9426 Lakefield Blvd, Dallas, TX 75220 Contact: Christopher Dean Phone: 214.646.3136 • Fax: 469.828.8225 Email: christopher.dean@allianceautoauction.com Website: www.allianceautoauction.com NAAA Member with Simulcast, OVE, Recon Services, Pre & Post Sale Inspections

6000 SE Loop 281 Longview, TX 75602 Contact: Ben Stock Phone: 903.212.2955 • Fax: 903.212.2956 Email: ben.stock@allianceautoauction.com Website: www.allianceautoauction.com NAAA Member with Simulcast, OVE, Recon Services, Pre & Post Sale Inspections

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: www.allianceautoauction.com NAAA Member with Simulcast, OVE, Recon Services, Pre & Post Sale Inspections

Ally SmartAuction

900 N. Squirrel Rd; Suite 300 Auburn Hills, MI 48326 Contact: Jennifer Friday Phone: 281.210.7645 Email: jennifer.friday@ally.com Website: www.ally.com/dealer/smartauction/ Industry-leading online auction. Franchise and independent dealers have purchased nearly 5 million vehicles since 2000.

*America’s Auto Auction – Austin (Pg. 52)

16611 IH-35, Buda, TX 78610 Contact: John Swofford Phone: 512.268.6600 • Fax: 512.295.6666 Email: john.swofford@americasautoauction.com Website: www.americasautoauction.com We are a Wholesale Automobile Auction specializing in selling New Car Trades.

*America’s Auto Auction – Dallas (Pg. 52) 219 N. Loop 12, Irving, TX 75061 Contact: Robert Hammonds Phone: 972.445.1004 • Fax: 972.591.2742 Email: robert.hammonds@americasautoauction.com Website: www.americasautoauction.com We are a Wholesale Automobile Auction specializing in selling New Car Trades. *America’s Auto Auction – Houston (Pg. 52) (opening late summer 2015)

1826 Almeda Genoa Rd, Houston, TX 77047 Contact: Buddy Cheney Phone: 281.819.3600 • Fax: 281.819.3601 Email: buddy.cheney@americasautoauction.com Website: www.americasautoauction.com Wholesale Auto Auction with full service Recon Center – opening summer of 2015

*America’s Auto Auction – North Houston (Pg. 52)

1440 FM 3083, Conroe, TX 77301 Contact: Buddy Cheney Phone: 936.788.2881 • Fax: 936.788.2842 Email: buddy.cheney@americasautoauction.com Website: www.americasautoauction.com We are a Wholesale Automobile Auction specializing in selling New Car Trades.

Belton Auto Auction

212 E. Loop 121, Belton, TX 76513 Contact: Joe Lavigne Phone: 254.899.2886 Email: jlavigne47@yahoo.com Under new ownership, Belton AA is committed to outstanding customer service. Auction will run on Thursdays at 10am.

*Big Valley Auto Auction – Donna (Pg. 40) 4315 Hutto Road, Donna, TX 78537 Contact: Maria Acuna Phone: 956.461.9000 • Fax: 956.461.9005 Email: mariaacuna1011@bigvalleyaa.com

www.bigvalleyaa.com

Big V alley Auto Auction Donna, Texas

SALE THURSDAYS AT 10am 4 Lanes - Over 500 Vehicles Weekly Air Conditioned Bays OVE - Auto IMS - Auction Pipeline Simulcast - Online Registration

When you’re here, you’re family! 4315 N Hutto Rd. Donna, Tx. 40

956.461.9000 T e x a s

D e a l e r

July/SPECIAL 2015

C.M. Company Auctions

*Houston Auto Auction (Pg. 25)

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

6767 North Freeway, Houston, TX 77076 Contact: Tim Bowers – President Phone: 713.644.5566 • Fax: 713.644.0889 Email: timbowers@houstonaa.com Website: www.houstonaa.com Dealer-Only Auction is every Tuesday at 1 p.m. and features a variety of sellers including: ARI, Element, Local Dealers; Fleet/Lease companies; Bank and Credit Unions; government entities; Oil and Gas, and Utility Companies.

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

*Insurance Auto Auctions – Houston (Pg. 17) 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

*DealerLane.com – Powered by Texas Direct Auto (Pg. 27)

12057 Southwest Freeway Stafford, TX 77477 Contact: Ernest Lawson Phone: 281.410.6086 • Fax: 281.410.6088 Email: ernest@dealerlane.com Website: www.dealerlane.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

*EPI El Paso (Pg. 12)

7930 Artcraft Road El Paso, TX 79932 Contact: Lori Pidgeon Phone: 915.496.6052 • Fax: 915.587.6701 Email: lpidgeon@epiaa.com Website: www.epiaa.com Full service, in-lane & online wholesale auto auction

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

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

*Manheim Dallas (Back Cover)

5333 W. Kiest Blvd., Dallas, TX 75236 Contact: Jeff Modjeski Phone: 214.467.6242 • Fax: 214.467.5674 Email: jeff.modjeski@manheim.com Website: www.manheim.com Southern hospitality and the largest inventory in Texas!

Manheim El Paso

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 We are Waco’s oldest and most reliable auto auction serving Central Texas dealers for 24 years.

485 Coates Drive, El Paso, TX 79932 Contact: Brian Walker Phone: 915.833.9333 • Fax: 915.581.9645 Email: brian.walker@manheim.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

*Manheim Dallas Fort Worth (Back Cover)

12101 Trinity Blvd. Fort Worth, TX 76040 Contact: Nicole Graham-Ponce Phone: 817.399.4000 Email: nicole.graham@manheim.com Website: www.manheim.com 2,000+ units offered every Thursday at 9:30 am

Manheim Houston

14450 West Road Houston, TX 77041 Contact: Eddie Pope Phone: 281.955.4667 • Fax: 281.955.4649 Email: eddie.pope@manheim.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

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 Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

Manheim Texas Hobby

8215 Kopman Road Houston, TX 77061 Contact: Rich Curtis Phone: 713.649.8233 • Fax: 713.640.6381 Email: rich.curtis@manheim.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

Metro Auto Auction – Austin

8605 Cullen Ln, Austin, TX 78748 Contact: Brent Rhodes Phone: 512.282.7900 • Fax: 512.282.8165 Email: brent@metroautoauction.com Website: www.metroautoauction.com

UNITED ACCEPTANCE, INC

877-281-2360 July/SPECIAL 2015

T e x a s

D e a l e r

Put Your Dealership Sales in the Fast Lane Your team has a clear mission: close more deals and move more vehicles. Thatâ&#x20AC;&#x2122;s why you need a total view of your customers to: COMBAT fake paystubs EXTEND the right deal to the right buyer ACCELERATE the sales and funding process Let us show you how to empower your team with the latest tools for quick, accurate, on-the-spot decisions. Please email

AutoInquiries@equifax.com

to learn more about Equifax solutions for automotive dealers.

For more information about Equifax Automotive, please call 1-800-879-1025

Metro Auto Auction – Dallas

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

Rockwall Auto Auction

1810 East I-30, Rockwall, TX 75087 Contact: Frank Post Phone: 972.771.9919 Email: frankp@rfjauto.com Auto Auction

TVO – TVii Accounting Services

Sparkling City Auto Auction Corpus Christi 13510 Toepperwein, San Antonio, TX 78233 Contact: Wade Walker Phone: 361.767.4100 • Fax: 361.767.9840 Email: wwalker@sparklingcityaa.com

Sparkling City Auto Auction of San Antonio 13510 Toepperwein Road San Antonio, TX 78233 Contact: Brandon Walston Phone: 210.298.5477 • Fax: 210.298.5484 Email: bwalston@sparklingcityaa.com Website: www.sparklingcityaa.com

Texas Lone Star Auto Auction

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.

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

Victoria Auto Auction

PO Box 2432 / 835 Industrial Dr. Victoria, TX 77902 Contact: Shelly Griffin Phone: 361.576.0058 • Fax: 361.578.2262 Email: shelly@victoriaautoauction.com Website: www.victoriaautoauction.com

consulting/EducAtion *Leedom & Associates (Pg. 58)

2601 Cattleman Rd., Suite 200 Sarasota, FL 34232 Contact: David Leedom Phone: 800.966.8733 • Fax: 941.371.2874 Email: ldml@leedomgroup.com Website: www.twentygroups.com We help dealers improve their bottom line through Leedom Twenty Groups, onsite consulting and training.

*NCM Associates (Pg. 18)

10551 Barkley St, Suite 200 Overland Park, KS 66212 Contact: Brent Carmichael Phone: 913.649.7830 • Fax: 913.649.7429 Email: bcarmichael@ncm20.com Website: ncmassociates.com NCM, the originator of 20 Groups, provides consulting, training, business intelligence, and benchmarking.

cPA/Accounting CliftonLarsonAllen LLP

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

Lane Gorman Trubitt, PLLC

2626 Howell Street, Suite 700 Dallas, TX 75204 Contact: Collin Kanelakos Phone: 214.461.1403 • Fax: 214.871.0011 Email: ckanelakos@lgt-cpa.com Website: www.lgt-cpa.com LGT’s automotive dealer services group has the industry experience to serve all your accounting needs.

July/SPECIAL 2015

T e x a s

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 CPA firm serving BHPH dealers and related finance companies across the country

D e a l e r

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

*Autostar Solutions, Inc. (Pg. 7)

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 AutoStar Solutions Inc is the industry leader in dealer management systems for BHPH dealerships and finance companies.

*CPS, Computer Programming Services Inc. (Pg. 53) 1616 W. Berry Street, Fort Worth, TX 76110 Contact: Debra Flanagan Phone: 817.927.5994 • Fax: 817.927.0040 Email: debra@cpscars.com Website: www.wincarsdms.com Software, w/accounting interface, to manage/track your daily business... employees, sales, inventory, accounts receivable, collections.

DealerCenter

4751 Wilshire Ave., Suite 115 Los Angeles, CA 90010 Contact: Jesse Martin Phone: 323.746.6806 • Fax: 323.954.5476 Email: jesse@dealercenter.com Website: www.dealercenter.net Leading provider of web-based dealer management solutions supporting the independent auto dealer.

DealerSocket

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

FEX DMS a Finance Express company

Radiant Concepts, Inc.

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 Comprehensive BHPH Software Solutions and Support. Servicing Independent Auto Dealers Since 1993.

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 One Stop For Dealer Management Software, Custom Dealer Websites, Internet Marketing & Repair Shop Software

dEAlEr suPPliEs & sErvicEs 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 (Pg. 47)

123 S. Front Street Memphis, TN 38103 Contact: Wendy Ragle 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: Jared Kalfus Phone: 800.554.1026 • Fax: 770.287.0607 Email: sales@blackbookusa.com Website: www.blackbookusa.com Black Book provides timely, independent, and accurate vehicle pricing information to industry-qualified users.

CARFAX

5860 Trinity Parkway, Suite 600 Centreville, VA 20120 Contact: Kathy Collins Phone: 703.934.2853 Email: kathycollins@carfax.com

DealerRater

203 Crescent Street, Suite 503 Waltham, MA 02453 Contact: Robert Gaudreau Phone: 800.266.9455 • Fax: 781.498.2721 Email: rgaudreau@dealerrater.com Website: www.dealerrater.com Largest 3rd-party dealer review site offering dealers online reputation management tools.

*Equifax Automotive (Pg. 42)

1525 Windward Concourse Alpharetta, GA 30005 Contact: Automotive Sales Phone: 866.977.6406 Email: autoinquiries@equifax.com Website: http://www.equifax.com/automotive/ Equifax delivers comprehensive insight about the automotive market and consumers, when you need it most.

Eyewitness Surveillance

30071 Tomas, Suite 250 Rancho Santa Margarita, CA 92688 Contact: Greg Levi Phone: 949.635.5892 • Fax: 949.635.5893 Email: glevi@fexdms.com Website: www.fexdms.com A DealerSocket company — Web-based DealerManagement Software with lender connectivity and comprehensive loan servicing platform

10856 Cardiff Lane, Frisco, TX 75035 Contact: Steve Ward Phone: 469.803.5310 Email: sward@eyewitnessmail.com Website: www.eyewitnesssurveillance.com Eyewitness Surveillance provides technology and solutions to auto dealerships to protect assets, drive revenue and reduce claims liability.

*Frazer Computing, Inc. (Pg. 48)

Great American Automotive Products

6196 US Hwy 11, Canton, NY 13617 Phone: 888.963.5369 • Fax: 888.963.3366 Email: info@frazer.com Website: www.frazer.com Serving over 2,000 Texas dealers with exceptional and affordable Dealer Management Software.

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

Kelley Blue Book

TrueCar

SecureClose

finAncE/BAnking

195 Technology Drive Irvine, CA 92618 Contact: William Luczo Phone: 949.267.4695 Email: bill.luczo@kbb.com Website: www.kbb.com Kelley Blue Book provides a suite of valuation and marketing solutions for automobile dealers.

13412 Galleria Circle, Building H, Austin, TX 78738 Contact: Pete Ramirez Phone: 512.735.5347 • Fax: 512.857.1487 Email: pramirez@truecar.com Website: www.truecar.com/dealer TrueCar helps dealers sell more cars profitably and efficiently.

Automotive Finance Corporation (AFC)

13085 Hamilton Crossing Blvd, Suite 300 Carmel, IN 46032 Contact: Stefani Stout Phone: 888.335.6675 Email: businessdevelopmentcenter@autofinance.com Website: www.afcdealer.com AFC is a trusted provider of business and financial solutions for the used car industry.

Car Financial Services, Inc.

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

AccessBank Texas

PO Box 1429, Denton, TX 76202 Contact: Sissy Runions Phone: 940.382.3962 • Fax: 940.392.3942 Email: srunions@accessbanktx.com

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

Solutions by Text

AFS Acceptance, LLC

Center Street Finance

15110 N Dallas Pkwy #500, Dallas, TX 75248 Contact: Danny Cantrell Phone: 972.484.1600 x 201 Email: dcantrell@solutionsbytext.com Compliant solution for billing reminders, collection alerts, 2-way texting to further improve past due accounts.

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 Dealership Supplies – NATIONAL DISCOUNT PROGRAM FOR ALL NIADA MEMBERS

Titan Card

1475 W. Cypress Creek Rd, Suite 300 Fort Lauderdale, FL 33309 Contact: Amanda McCluney Phone: 954.475.5966 • Fax: 786.752.4942 Email: amanda.mccluney@afsacceptance.com

American Auto Financing, Inc

1530 E Warner Ave, Suite A, Santa Ana, CA 92705 Contact: Betty Valencia Phone: 714.953.3129 • Fax: 714.619.5528 Email: betty@aaf-inc.com

American Motor Credit, LLC

218 Quinlan St., #274, Kerrville, TX 78028 Contact: Andy Fox Phone: 210.274.0662 • Fax: 830.584.0632 Email: andy@titancard.us Website: www.titancard.us Titan Visa® Prepaid Card, gives Dealers the ability to offer a Dealer-Branded Visa Debit Card.

585 Molly Lane, Woodstock, GA 30189 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

6330 Manor Lane, Suite 200B, Miami, FL 33143 Contact: Tom Lloyd Phone: 877.228.8685 • Fax: 800.786.0839 Email: tlloyd@automotivecapitalresources.com Website: www.automotivecapitalresources.com Floor Plan and Bulk Purchasing/Payment Streaming of buy here, pay here receivables.

200 North Mesquite St, Suite 202 Arlington, TX 76011 Contact: Steve Burke Phone: 682.777.2003 • Fax: 817.549.5539 Email: steve.burke@centerstreetfinance.com Website: www.centerstreetfinance.com Purchase auto receivables from dealers and related finance companies

Challenge Financial Services

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

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.

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

1-800-687-3236 Tri-State Dealer Services is one of the largest writers of Garage Liability in the state. We work with several A+ rated companies which offer exceptional rates to car dealers and repair shops. Call today for a “quick” 10-minute quote!

8240 Mid Cities Blvd N. Richland Hills, TX 76180 800-687-3236 / Fax (817) 581-1921

WE ALSO OFFER THESE COVERAGES:

F&I • Vehicle Service Contracts • GAP Insurance • Tire & Wheel Vehicle Protection Products • Property • Wreckers 2 Car Haulers • Cargo • Dealer Bonds • Personal Lines T e x a s

D e a l e r

July/SPECIAL 2015

Dealer Funding

PO Box 888759, Atlanta, GA 30356 Contact: Curt Massey Phone: 877.538.5492 ext. 210 • Fax: 866.699.3917 Email: marketing@dealerfunding.com Website: www.DealerFunding.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

Frost Bank

777 Main St. Ste 500, Fort Worth, TX 76102 Contact: Clint Cockerell Phone: 817.420.5407 Email: clint.cockerell@frostbank.com Traditional Banking, Investments and Insurance services.

GO Financial

7300 E. Hampton Ave., Suite 102, Mesa, AZ 85209 Contact: Samantha Price Phone: 602.952.5839 • Fax: 480.813.5223 Email: samantha.price@gofinancial.com GO provides subprime, non-recourse financing with real-time decisions through our interactive GO Portal.

Innovate Auto Finance

6707 Brentwood Stair Rd Ste 610, Ft. Worth, TX 76112 Contact: Guy O’Brien Phone: 214.235.7232 • Fax: 817.886.8639 Email: guy.obrien@innovateauto.com Website: www.innovateauto.com Loan purchasings and capital for dealers and finance companies

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

LHPH, LLC

3111 Camino Del Rio N. #203, San Diego, CA 92108 Contact: George Klinke Phone: 619.516.3903 • Fax: 619.516.3910 Email: gklinke@lhph.com Website: www.lhph.com Help BHPH and LHPH dealers secure lines of credit. Also help them do leasing.

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

NextGear Capital

11799 North College Avenue Carmel, IN 46032 Contact: Lori Kahre Phone: 317.975.2657 Email: lori.kahre@nextgearcapital.com Website: www.nextgearcapital.com NextGear Capital provides inventory financing to floor plan vehicles for Retail, Wholesale, Salvage or Specialty purchases.

*Peritus Portfolio Services LLC (Pg. 9)

85 NE Loop, Suite 130, San Antonio, TX 78216 Contact: Alfred Garcia Phone: 210.541.9500 • Fax: 210.541.9501 Email: agarcia@lobelfinancial.com Website: www.lobelfinancial.com Sub-Prime to Non-Prime Auto and light Truck Financing

433 East Las Colinas Blvd., Suite 475 Irving, TX 75039 Contact: Gary Perdue Phone: 866.831.5954 ext 4000 Fax: 817.796.2743 Email: gperdue@peritusservices.com Website: www.peritusservices.net Peritus purchases BHPH accounts and open bankruptcy accounts from dealers, finance companies, credit unions in Texas.

Mid-Atlantic Finance Company

PFS Auto Finance of Texas LLC

*Lobel Financial (Pg. 5)

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: Ozzie Ramos Phone: 305.828.8820 • Fax: 305.722.3646 Email: accounting@nalenders.com Website: nalenders.com

PO Box 811 Spartanburg, SC 29304 Contact: David Evans Phone: 469.263.4265 • Fax: 864.237.6096 Email: david.evans@pfs-corp.net Website: www.pfs-corp.net sub-prime lender not beacon score driven. “common sense loans at uncommon speed”

PrimaLend Capital

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

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

(800) 727-7124 • Garage Liability • Dealers Open Lot • Wreckers & Haulers

• Dealer Bonds • Garagekeepers • Workers Compensation

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

www.teiinsurance.com 46

T e x a s

D e a l e r

July/SPECIAL 2015

Quality Parts – Great Service – Trusted TIADA Partner

BUSINESS SUPPORT PROGRAMS AutoZone helps you manage your shop and keep your customers satisfied.

INDUSTRY EXCLUSIVE SERVICES

EFFICIENCIENT TECHNOLOGY SOLUTIONS

DEDICATED NIADA PROGRAM

• 48-Hour Labor Clain Reimbursment • 72-Hour No Core Charge Policy

• Access to OE Data For All Makes and Models with ALLDATA • Order Parts Fast and Easy on AutoZonePro.com

• Exclusive Pricing and Rebates

CALL YOUR LOCAL COMMERCIAL SALES MANAGER OR EMAIL SC53@AUTOZONE.COM FOR MORE INFORMATION.

*48-hour response guarantee does not apply to claims over $1,000 or claims requiring product testing. Contact your AutoZone Commercial Sales manager for details. **72 hour core deferral does not apply to engines, heads, crankshafts, transmissions or outside buys. ©2015 AutoZone, Inc. All rights reserved. AutoZone, AutoZone & Design and Duralast. Going The Extra Mileis a mark of AutoZone IP LLC and its affiliates. All other marks are the property of their respective owners. All photographic, clerical, typographical and printing errors are subject to correction. Pricing subject to change without notice.

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 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

Small Dealers Assistance, Inc. (SDA)

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

*Strategic Dealer Services (Pg. 45)

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 Capital Lines of Credit, Bulk Purchasing, BHPH Receivable Servicing, Warranty and Marketing Services.

Texas Capital Bank

2350 Lakeside Blvd., Suite 800 Richardson, TX 75082 Contact: Stephen Thomas Phone: 972.656.6696 • Fax: 972.656.6664 Email: stephen.thomas@texascapitalbank.com We offer revolving lines of credit secured by the accounts receivable portfolio.

TexCap Financial, LLC

14875 Landmark Blvd. #215, Dallas, TX 75254 Contact: Julio Lopez Phone: 214.446.0597 • Fax: 972.829.8906 Email: julio.lopez@texcapfinancial.com Website: www.texcapfinancial.com Serving Texas Buy Here Pay Here Dealers by providing consistent, reliable and same day funding

*United Acceptance Inc (Pg. 41)

2400 Lake Park Dr, Suite 100, Smyrna, GA 30080 Contact: Billy Peskin Phone: 770.799.1800 Email: bpeskin@unitedacceptance.com Website: www.unitedacceptance.com UAI purchases bulk receivables

Vantage Finance

17410 Burt St, Suite B, Omaha, NE 68118 Contact: Dallas Pagel Phone: 402.677.5849 • Fax: 888.315.6343 Email: dpagel@vantagefinance.com Website: www.vantagefinance.com We do the F&I for you. The ONLY company of our kind endorsed by NIADA!

Westlake Financial

4751 Wilshire Blvd., Los Angeles, CA 90010 Contact: Dora Gonzalez Phone: 210.563.4362 • Fax: 866.759.4446 Email: dgonzalez4@westlakefinancial.com Website: www.westlakefinancial.com A full-spectrum lender for more than 26 years, Westlake Financial Services is a technology-based, privately held finance company that specializes in the acquisition and servicing of prime to subprime automotive retail installment contracts.

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 Woodlands Financial Services Inc., is a Texas based regional auto finance company, that has been serving independent automobile dealers since 1993 by providing underwriting, financing and collection services.

forMs/Printing *Burrell Printing Co., Inc. (Pg. 50)

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 The #1 source for all of your business forms, printing, and promotional items.

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

Arrowhead Insurance Agency

PO Box 1343 Helotes, TX 78023 Contact: Greg Bowman Phone: 210.776.2539 • Fax: 877.247.7629 Email: gbowman@arrowheadgrp.com Dealer, General Liability, Open Lot, Garage Keepers, Dealer Tags, Buildings, State & Fed Statues, Crime, Umbrella

Ashton Agency, Inc

7505 NE Ambassador Place, Suite A Portland, OR 97220 Contact: David Harms Phone: 800.452.2663 • Fax: 503.253.1353 Email: dave@ashtonagency.com

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

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

*Berkshire Risk Services (Pg. 20)

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: http://www.berkshirerisk.com Berkshire Risk offers Collateral Protection Insurance for BHPH dealers and special finance lenders

T e x a s

D e a l e r

July/SPECIAL 2015

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Contact Protectiveâ&#x20AC;&#x2122;s Texas representative, Joe Nuszkowski at 866 927 2910 Protect Tomorrow. Embrace Today.â&#x201E;˘ Vehicle Protection Plans I GAP Coverage I Credit Insurance I Limited Warranty Products Dealer Participation Programs I F&I Training I Advanced F&I Technology

protectiveassetprotection.com Limited Warranty Products, Vehicle Protection Plans (VPPs) and GAP are backed by Lyndon Property Insurance Company in all states except NY. In NY, VPPs are backed by Old Republic Insurance Company, Limited Warranty Products are backed by Western General Insurance Company and GAP is not available. Credit Insurance is backed by Protective Life Insurance Company in all states except NY, where it is backed by Protective Life and Annuity Insurance Company. $330 million in dealer participation programs comprise both reinsurance and retro insurance earnings as of 2/2014. Nearly $2 billion paid in customer claims from inception to date as of 1/2013. Protective Life Insurance Company was founded in 1907 and is not responsible for the financial condition or obligations of its affiliates.

e-Tag Supplies —

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Cadence Insurance

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

*Collateral Protection Insurance Agency, Inc. (Pg. 12)

1336 Windsor, Huntsville, TX 77340 Contact: Bill Murphy Phone: 512.799.2886 • Fax: 512.828.6128 Email: murphy.wjm@gmail.com Website: www.CPIAI.com Bill Murphy and Collateral Protection Insurance have been providing Custom Asset Protection to the Best Dealers in Texas for over 15 years.

Ewing Insurance

902 Columbia, Southlake, TX 76092 Contact: Chuck Candler Phone: 800.442.3421 • Fax: 817.840.7504 Email: ccandler@ewinginsagency.com Website: www.ewinginsagency.com All lines of insurance with exclusive insurance companies, plus Self Funded Warranties and Collateral Protection.

Harrington Insurance & Surety Bonds

CounselorLibrary/Hudson Cook, LLP

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 Global Leader in GPS Services for the BHPH industry providing DMS integrated tracking & Payment solutions.

Gomez Law, PLC

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 help collect your loan and if needed recover your asset.

13831 Northwest Fwy, Suite 100 Houston, TX 77040 Contact: Sandra Gomez Phone: 713.980.9012 • Fax: 866.427.6768 Email: sgomezlaw@gmail.com

Jameson & Dunagan, P.C.

5429 LBJ Freeway, Suite 700, Dallas, TX 75240 Contact: Michael Dunagan Phone: 214.369.6422 • Fax: 214.369.9175 Website: www.jamesondunagan.com

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

Patrick Hargadon

2300 Valley View , Suite 1025, Irving, TX 75062 Contact: Brent Alyea Phone: 972.823.5000 • Fax: 972.823.5004 Email: brent@harringtoninsbonds.com Website: http://www.garageins.expert We provide Insurance for New/Used Car Dealers / Repair Facilities / Dealer & Title Bonds for any type of credit financing Available

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

*Mullen Insurance Agency Inc. (Pg. 28)

P.O. Box 496569, Suite 101, Garland, TX 75049 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!

3 West Paces Ferry Rd, Suite 200 Atlanta, GA 30305 Contact: Kristen Cimiluca Phone: 404.637.1665 Email: kcimiluca@repayonline.com Website: www.repayonline.com Merchant Services, Convenience Fees and ACH Payment Processing

Statewide Insurance and Title Agency

Sigma Payment Solutions

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

*TEI Insurance Agency, Inc. (Pg. 46)

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

*Tri-State Dealer Services Inc (Pg. 44)

8240 Mid-Cities Blvd., N. Richland Hills, TX 76180 Contact: Kevin Smith Phone: 817.581.1068 • Fax: 817.581.1921 Email: kevinsmithinsurance@gmail.com

*Waymer & Associates (Pg. 54)

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

Zurich Insurance

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

lEgAl sErvicEs 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

July/SPECIAL 2015

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Ituran USA Inc.

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

PAyMEnt ProcEssing *REPAY: Realtime Electronic Payments (Pg. 24)

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

Paymaxx Pro

2601 Cattlemen Rd., Suite 200 Sarasota, FL 34232 Contact: Megan Leedom Bussie Phone: 877.527.5658 • Fax: 941.845.0228 Email: savings@paymaxxpro.com Website: www.paymaxxpro.com We provide payment processing tools that allow Dealers to collect payments 24/7 – Pay by Web, Text, or Phone.

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.

*Goldstar GPS guided by Spireon (Pg. 57)

*PassTime (Pg. 17)

*PositionPlus GPS (Pg. 55)

27 Spectrum Pointe Dr, Suite 311-312 Lake Forest, CA 92630 Contact: Warren Chiapparelli Phone: 844.477.7587 • Fax: 855.556.6444 Email: kfjelstad@positionplusgps.com Advanced GPS platform services for payment protection and recovery.

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

ION-GPS, founded 1983

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

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. CARS Protection Plus, Inc. 4431 William Penn Hwy., Murrysville, PA 15668 Contact: Al Blevins Phone: 888.335.6838 • Fax: 724.387.2330 Email: al.blevins@cars-mail.com Extended service contract provider. 12 years in business. Vehicles accepted up to 200,000.

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.

GWC Warranty

40 Coal Street, Showroom Level Wilkes-Barre, PA 18702 Contact: Chris Barry Phone: 800.482.7357 • Fax: 888.840.7883 Email: cbarry@gwcwarranty.com Website: www.gwcwarranty.com

KeyRoyal

16802 Aston St., Irvine, CA 92606 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.

8150 North Central Expy., Ste M-2060, Dallas, TX 75206 Contact: Steven Burns Phone: 972.725.7858 Email: info@keyroyal.com Website: www.keyroyal.com Full line of Finance Products, CFC/NCFC Management, Insurance, BDC, Training/Consulting, etc

Imetrik

26 N. Main, Rockford, MI 49341 Contact: Kevin Stoll Phone: 616.238.9220 • Fax: 866.289.0979 Email: kevin@preferreddealersolutions.com Website: Preferreddealersolutions.com Reinsurance setup and Management

3346 E. T.C. Jester, #G23, Houston, TX 77018 Contact: Darrell Montag Phone: 713.825.1128 Email: darrell@dwmontag.com

Preferred Dealer Solutions

*Preferred Warranties, Inc. (Pg. 3)

P.O. Box 278, 200 Pinebrook Place, Orwigsburg, PA 17961 Contact: Helen Sluzis Phone: 800.548.1121 x 119 • Fax: 800.309.8334 Email: helen@warrantys.com Learn why more than 740 dealers switched to PWI this year. Fully insured. A+ rated by BBB.

Proguard Warranty Inc

AutoRevo

15303 North Dallas Parkway, Suite 1230 Addison, TX 75001 Contact: Ken Roberts Phone: 972.715.8604 • Fax: 972.715.8699 Email: ken.roberts@autorevo.com Provider of websites, software, and services for dealerships buying, marketing, and selling cars online.

AutoZoom

PO Box 1337, Pittston, PA 18640 Contact: Sharlene Neyman Phone: 570.414.0431 • Fax: 570.414.0439 Email: sharlenen@proguardwarranty.com Website: www.proguardwarranty.com Leader in automotive consumer coverages providing a comprehensive menu of fully insured vehicle service contracts, G.A.P. insurance and other ancillary products.

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.autozoomyp.com We build Custom-Fit Scoring models for used-car financing dealerships.

*Protective Asset Protection (Pg. 49)

Car-Ware Inc

MicroBilt Corporation

1640 Airport Road, Suite 115, Kennesaw, GA 30144 Contact: Randy Mostellar Phone: 877.676.1546 ext. 4153 Email: randy_mostellar@microbilt.com Website: www.microbilt.com

vAuto

1901 S. Meyers Rd., Suite 700 Oakbrook Terrace, IL 60181 Contact: Keith Baker Phone: 925.890.9106 Email: keith.baker@vauto.com Website: www.vauto.com Discover how vAuto now helps independent dealers meet your used vehicle sales and profitability objectives.

vEhiclE listing AutoTrader.Com

14755 N. Outer Forty, Suite 400 Chesterfield, MO 63017 Contact: Joe Nuszkowski Phone: 866.927.2910 Email: marketingteam@protective.com Website: www.protectiveassetprotection.com Protective Asset Protection provides F&I products and solutions focused on enhancing independent automobile dealers’ profitability and customer satisfaction.

P.O. Box 348, Mineral Springs, NC 28108 Contact: Lynn Dooney Phone: 855.504.5949 • Fax: 877.336.5027 Email: sales@car-ware.com Website: www.car-ware.com Car-Ware provides BHPH Management, Inventory Management, Accounting, F&I, Customer Management, 3rd party integrations and more.

122 West John Carpenter Freeway, Ste.410 Irving, TX 75039 Contact: James Adams Phone: 469.995.3400 • Fax: 469.995.3433 Email: james.adams@autotrader.com Website: www.weworkforyou.com AutoTrader.com is the ultimate online automotive advertising solution for car dealers.

Strategic Warranty Services (SWS)

Contact At Once!

11675 Great Oaks Way, Suite 350 Alpharetta, GA 30022 Contact: Ron Antini Phone: 678.648.6961 Email: marketing@contactatonce.com Website: www.contactatonce.com Text and Live Chat

CARPHORIA Dealer Services

5605 MacArthur Blvd. #560, Irving, TX 75038 Contact: Kyle Johnson Phone: 844-SWS-AUTO Email: kyle.johnson@swsauto.com Website: www.swsauto.com Providing BHPH dealers with franchise quality vehicle protection products and custom branded marketing services.

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.

Dealerplatform LLC

2300 Marshpoint Rd. #301 Neptune Beach, FL 32266 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

DealerTrack

softwArE *AutoRaptor CRM (Pg. 26)

144 Westminster Street, Suite 200, Providence, RI 02903 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.

1111 Marcus Avenue, Suite M04 Lake Success, NY 11042 Contact: Ernest Lattimer Phone: 516.734.3756 • Fax: 516.734.3807 Email: ernest.lattimer@dealertrack.com Website: www.dealertrack.com With three simple words — Partner, Empower, and Grow — we highlight our commitment to you, the Independent Automobile Dealer.

2915 S. Sam Houston Pkwy East, Ste. 100 Houston, TX 77047 Contact: Tracey Trachta Phone: 281.888.9139 • Fax: 832.767.0498 Email: dealerservices@carphoria.com Website: www.carphoriaDealerServices.com We are a pre-owned inventory solution. Whether you need to buy or sell pre-owned inventory, we’ve got you covered, just the inventory you need.

Cars.com

175 West Jackson Blvd., #800 Chicago, IL 60604 Contact: Heidi Allen Phone: 800.298.1460 Email: hallen@cars.com Website: www.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.

Carsforsale.com

PO Box 91537, Sioux Falls, SD 57109 Contact: Justine Meyers Phone: 866.401.9778 Email: marketing@carsforsale.com Internet advertising

Specializing in Software for the “BHPH” Dealer! Visit us at

www.wincarsdms.com or call

817-927-5994 July/SPECIAL 2015

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Local Chapters

Auction Listings

VICTORIA Dennis Schroller Victoria Autos Direct 361.578.0530 Dennis@victoriaautosdirect.com Meeting – 1st Monday (Monthly)

HOUSTON Michael Zak Dixon Motors 281.931.1300 houiada@houiada.com Meeting – 2nd Monday (Monthly)

FORT WORTH Jerry Smith HJ Smith Automobiles 817.282.0102 hjsmithauto@yahoo.com Meeting- 4th Thursday of December, February, April, June, August and October

SAN ANTONIO Robert Beck Stop N’ Drive Motors 210.432.1101 stopdrive@texas.net Meetings quarterly (dates announced at www.txiada.com)

DALLAS COUNTY Kevin Mims VP Auto Sales 972.864.1300 kevinm@vpautosales.com Meetings as needed/TBD

EL PASO Ricardo Gardea Cars Plus 915.778.8285 cars_plus@att.net Meeting – 3rd Friday (Monthly)

LUBBOCK Lone Star Auto Auction www.lsaalubbock.com

2706 Slaton Hwy Lubbock, TX 79404 806.745.6606 , Toll-Free 888.299.6606 General Manager: Dale Martin Wednesday, 10:00 a.m.

LUFKIN Lufkin Dealers Auto Auction

2109 N. John Reddit Drive Lufkin, TX 75904 936.632.4299 General Manager: Wayne Cook Thursday, 6:00 p.m.

TYLER Greater Tyler Auto Auction

11654 State Higway 64 W Tyler, TX 75704 903.597.2800 General Manager: Wayne Cook Tuesday, 5:00 p.m. – Repo Lane Tuesday, 6:00 p.m. – Consignment

GARAGE LIABILITY WAYMER & ASSOCIATES

(Black & White with gray gradient) Texas I n d epen d ent A utomob i l e D ea l ers A ssociation

1-800-447-5152 54

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Proud Member for over 20 years

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July/SPECIAL 2015

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feature Let’s Get All Drivers Permitted and Insured by Bill Hammond

CEO, Texas Association of Business

tate Rep. Byron Cook has shown real leadership this session for pursuing a bill that would provide a conditional driving permit for undocumented workers. He should be applauded for these efforts, not criticized. This legislation is critical for Texas, but there has been a lot of misinformation thrown around about the idea. It is time we look at the facts and set the record straight. The ability to get a permit to drive legally in Texas is essential to make our roads safer and reduce insurance costs. The ability to get a permit will not cause more undocumented workers to cross the border. They come for economic and social reasons, not for the ability to legally drive a car in Texas. A permit is not a driver’s license, but the requirements to get a permit are very similar. Applicants must pass a test proving that they know the rules of the road in Texas, and they must show financial responsibility, meaning they must have insurance. Applicants also would have to show a proficiency in reading and writing English, because the driving and written tests would be in English. Let’s be clear about one thing, with or without a permit, undocumented workers are still driving in Texas. There is

no proof that they have studied or know the rules of the road in Texas, and often times they do not have insurance. The high number of uninsured motorists in Texas causes insurance rates to go up for everyone. If you drive and have insurance as the law requires, you should support the ability for undocumented workers to get a driving permit for the simple reason that it will mean fewer uninsured and untrained motorists on the road. Texas would not be the first state to do this. Utah created a Driving Privilege Card in 2005. That program has been extremely successful in lowering the number of uninsured drivers on the road. Currently, Utah has an uninsured driver rate of 5.3 percent. That compares to Texas at just over 14 percent. Because of changes in state law that require people obtaining or renewing a driver’s license to show proof of lawful presence, some undocumented workers that may already have a Texas driver’s license may not be able to renew it. That is another reason we need an alternative permit. There are other requirements for getting a permit: fingerprinting and a full background check. That process would assist the Department of Public Safety in locating criminals who have crossed the border into Texas and would put a dent in the illegal trade of fake documentation, including fake driver’s licenses. Some argue that this option may grant undocumented workers some of the powers of citizenship, for example the ability to show the permit at the polls and vote; that simply cannot happen. One thing the permit and a Texas driver’s license have in common is that their only purpose in statute is to allow someone to drive legally. While a Texas driver’s license may be used for identification, legally that is not its purpose. Statutes like voter ID have several identification alternatives. The design of the driving permit would be different as well. It will be very easy to tell that it is not a driver’s license, and using it for identification will be prohibited. Again, the only purpose of the driving permit is to ensure someone is driving legally in Texas and has met all of the training and financial responsibilities to do so. It is irresponsible to allow people to drive without a license or permit, no matter where they are from or their legal status, and it is unfortunate that this legislation never made it to the House floor for consideration. We must make this alternative available to keep our roads safe and our insurance rates in check. [As the state chamber of commerce, TAB is the most influential and dominant voice for public policy issues affecting business in Texas. Through proven results-oriented advocacy and member services, TAB develops a climate in Texas which enables more than 4000 business members and their 600,000+ employees to operate efficiently and profitability, thus creating new jobs.]

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Association Business

lections for the TIADA Board of Directors will be held August 11 at the House of Delegate meeting during the 2015 Annual Conference and Expo in San Antonio, Texas. In addition, the recommended bylaw changes, in the box below, submitted by the Bylaws Committee will be voted on during this same House of Delegates meeting.

The 2016 State Officer Nominees

Chairman of the Board

Vice President Region 1:

Vice President Region 2:

Fiesta Motors (Lubbock)

Abilene Used Car Sales (Abilene)

Paul Scott

Tommy Gregory

Brent Rhodes

Fiesta Motors (Buda)

Vice President Region 3:

Vice President Region 4:

M.D. Auto Sales (Grand Prairie)

Mi Tierra Auto Sales (Houston)

Wayne Meagher

President

Phil Lathrop

VP Auto Sales, Inc. (Garland)

Juan Sabillón

Vice President Region 5:

Vice President Region 6:

Stop N’Drive Motors (San Antonio)

Keetch Motors (Corpus Christi)

Robert Beck

Dan Keetch

Vice President at Large:

H-Town Motors (El Paso)

BJ’s Autohaus (Houston)

James Hobson

Ryan Winkelmann

President Elect Kathrine Tolsch

CICO Auto Sales (Dallas)

Recommended Bylaws Changes

Clarify language for addressing vacancies on the Executive Committee. Article VI Executive Committee Section 4. Vacancies: A vacancy in the office of President shall be filled by

Secretary Greg Zak

Dixon Motors (Houston)

succession of the President-Elect for the remainder of the term. Any other vacancy occurring on the Executive Committee shall be filled by an officer appointed by the Executive Committee. An officer so appointed to fill a vacancy shall serve the unexpired term of the predecessor.

Addresses vacancies on the Board of Directors. Article VII Board of Directors Section 6. Vacancies: A vacancy occurring on the Board of Directors for any Treasurer

Trey Crouch

Trey Crouch’s Wheels on Credit (McAllen)

July/SPECIAL 2015

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position other than on the Executive Committee may be filled by appointment from the President.

Rationale: The proposed changes will address officer vacancies. A complete copy of the TIADA bylaws is available upon request.

Manheim Manheim Dallas DFW Manheim Manheim El Paso San Antonio Manheim Manheim Houston Texas Hobby ADESA ADESA San Antonio Austin ADESA ADESA Dallas Houston

Alliance AA Longview Alliance AA Waco

The 2015

TIADA VIP Auction Card

Alliance AA Abilene Alliance AA Dallas

America’s AA Austin/ San Antonio America’s America’s AA North AA Dallas Houston

Houston AA Metro AA Austin Heart of Texas El Paso AA Independent AA Waco Texas Lone America Can! Star AA Cars for Kids Carrollton Arlington CM Company Dealers AA Auctions of OKC

TIADA members get a FREE buy/sell fee (up to $200) at each of the locations listed here.

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* valid for sell fee only at Insurance AA locations.

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July/SPECIAL 2015

TIADA Membership Application

2015

Business Name: ____________________________________________ Select one:

Dealer Member

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________

2015 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 2016) (all dues include NIADA membership)

PLEASE INDICATE PAYMENT METHOD: Check or Money Order payable to TIADA Check # __________ Credit Card Card Number: __________________________________________________ Sec.Code: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ 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 2015

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behind the wheel

Martin

“For Everyone to Whom Much is Given, of Him Shall Much Be Required.”

ou will not find me quoting scripture very often. Mainly because I do not feel I am qualified nor am I looking to offend anyone through a misunderstanding. However, Luke 12:48 is used so often and attributed to so many different people I felt free to employ it here: “For everyone to whom much is given, of him shall much be required.”

This passage is most often cited to support the notion that to whom many financial resources are given, much financial commitment will be expected. However, I think it can and should apply to much more then just financial gains. I find the phrase poignant and humbling and believe it should be stated at the conclusion of each legislative session. Make no mistake about it, independent dealers have much to be thankful for after this year’s legislative session. It’s a little early to offer a complete legislative update since (at press time) the Governor could still veto legislation. But not much can change the fact that TIADA had a very successful session. We stopped five bills that would have been detrimental to dealers and worked to pass legislation that will certainly improve the industry for years to come. A full legislative update will be given during this year’s Annual Conference and Expo (see page 30). I hope you have already made plans to attend. We will take some time to celebrate and start planning our future legislative strategy. Your involvement shows a commitment to

by Jeff

TIADA EXECUTIVE DIRECTOR

improving the industry and is the backbone of our success. Much of that success was driven by our grassroots lobbying. In our effort to stop, pass, and amend legislation this year we reached out to our members and did they ever deliver. Our members made over 100 phone calls and sent over 200 emails throughout the session. Time and time again, legislators would tell me, “I heard from the dealers in my district, thanks for having them give me a call.” It’s easier for legislators to vote when they know how you feel. Legislators also want to know you are taking care of your customers, who are also their constituents. Whether it is legislation to stop hidden mechanic’s liens or address named-driver only insurance policies, legislators always have the same concern, “How is this going to affect consumers?” I relish the opportunity to tell legislators how you live off of repeat customers and that your success is deep-rooted in referrals. I always tell them, we care about our customers more than anyone! Let me be clear — we had a very successful legislative session. Did we get everything we wanted? No, but there is no doubt that our grassroots effort is paying off and you’ve been given much during this last legislative session — now much is required. There will be another session in 2017 and another in 2019 and every odd year after that. Take care of your customers, take care of the industry and the association can take care of you. If your customers are not being taken care of, they will ask their legislators to do something about it. And when the policymakers come back in Austin, they will.

T e x a s

D e a l e r

July/SPECIAL 2015

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

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

COLLATERAL PROTECTED

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913.396.5480

*Substantial Discounts for TIADA Members

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

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