Texas Dealer, June 2016

July 24–26,

2016

JW Marriott San Antonio Hill Country Resort and Spa www.TiadaAnnualConference.com

Also In This Issue: – TxDMV Announces New Online Licensing System – The Message and the Method: They Matter – It’s Open Season on .Cars, .Auto and Other Premium Domain Names – Selecting an Appropriate Retail Installment Contract Form

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2016 TIADA Board of Directors PRESIDENT Phil Lathrop/VP Auto Sales Inc. 2921 S. Garland Avenue Garland, TX 75041 Office: 972.864.1300 Email: phillipl@vpautosales.com PRESIDENT-ELECT Kathrine Tolsch/CICO Auto Sales 11050 Harry Hines Blvd.

Dallas, TX 75229 Office: 214.352.9282 / Fax: 214.352.8227 Email: cicoauto@verizon.net CHAIRMAN OF THE BOARD Brent Rhodes/Fiesta Motors 5150 Industrial Way Drive Buda, TX 78610 Office: 512.312.2201 Email: brent@fiestamotors.net SECRETARY Greg Zak/Dixon Motors 7902 North Freeway Houston, TX 77037 Office: 281.931.1300 Email: gzak@windstream.net TREASURER Trey Crouch/Trey Crouch’s Wheels On Credit, Inc. 636 E. Business 83 McAllen, TX 78501 Office: 956.972.0700 Email: trey@wheelsoncredit.com VICE PRESIDENT, WEST TEXAS (REGION 1) Paul Scott/Fiesta Motors – Lubbock 2599 74th Street Lubbock, TX 79423 Office: 806.765.3640 Email: pscott@gofiestamotors.com 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) Wayne Meagher/M D Auto Sales 2002 W. Main Street Grand Prairie, TX 75050 Office: 972.641.9598 Email: wayne@navchiefs.com 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 James Hobson/H-Town Motors 3714 Dyer Street El Paso TX 79930 Office: 915.564.9797 Email: htownmotors@sbcglobal.net VICE PRESIDENT AT LARGE Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 Office: 713.641.0980 Email: ryan.winkelmann@sbcglobal.net TIADA EXECUTIVE DIRECTOR Jeff Martin 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am - 4:30pm 512.244.6060 • Fax 512.244.6218 jeff.martin@txiada.org

Volume XVI

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Issue 6

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J u n e 2 016

texasDealer

5 Officers’ Message

contents

by Grek Zak, TIADA Secretary

11 Legal Corner: The Importance of the Selection of an Appropriate Retail Installment Contract Form

by Michael W. Dunagan

12 Local Chapters 14 News & Notes 16 TxDMV Announces New Online Licensing System

by TxDMV Staff

18 The Message and the Method: They Matter

by Kenny Atcheson

21 Regulation Matters: Odometer Disclosures & the Auctions

by Danny Langfield

22 On The Cover: TIADA Annual Conference and Expo 32 Board of Directors Meeting Minutes 34 2016 VIP Auction Card Directory 37 TIADA Member Application 39 It’s Still All Fun and Games: How to Use Gamification at Your Dealership

by Brent Wees

42 I t’s Open Season on .Cars, .Auto and Other Premium Domain Names

by PJ Christie

44 Upcoming Events 45 New Members 46 Behind the Wheel

by Jeff Martin

What’s happening at w w w . t x i a d a . o r g ?

DID YOU KNOW... you can register online for the 2016 Annual Conference

and Expo? Hover over the Events tab and scroll down and click on Annual Conference & Expo and it will take you to www.TiadaAnnualConference.com where you can find the complete education lineup and get registered. But hurry up, low early bird rates are good through June 24th.

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

officers’ message

by Greg

A $100 Special Membership Ticket Worth Hundreds of Thousands of Dollars and a Harley Davidson Motorcycle

Zak

ixon Motors D (Houston) TIADA SECRETARY

E

very year at our state conference we have a special memTexas Independen t Automobile Dea lers Association bership drawing for thousands of dollars in cash prizes with the grand prize being worth $10,000.

Each $100 member ship donation ente But, every one of us who buys a spers you in a drawing held at the TIADA Annual Conference and Expo cial membership ticket wins many July 24-­‐26, 2016 thousands of dollars. I know some JW Marriott Hill C ountry Resort San Antonio of you are saying “I never win and I Special Membership • $100 Donation buy one of those tickets every year.”

Keep this stub for your records.

Well let’s take a look at the bigger You need not be p resent to win! picture to see what you are really Bonus Drawing! W in a HARLEY-DAVIDS winning. Because our association ON (See details on back. )

continues to grow we are able Thank you for your support! to have a very effective staff at

Mailed payment mus t be received by July 20 TIADA who works tirelessly for Ticket Number: you every day. Did you ever stop Ticket Number: and think about that? You have Name___________ _______________ someone in Austin at the associa_______________ Company________

_______________ _______________ Billing Address___ tion office working directly for

_______________ ___ _____________ City, State, Zip_____ _______________ your benefit so that you can run ______________ Phone__________ _______________ ___ _____________ Check ___ Cash _ __ Credit Card: V your business more effectively AMX MC D CC No: __________ _______________ ______________ with less government interferExpires: _______ _______ Security Code:_________ ence and better government/ Seller: __________ _______________ _______________

Checks payable to agency relationships.

TIADA, 9951 Ande rson Mill Rd. Ste. 101, Austin, TX 7875 0 Questions? 800.4 42.5944 Just recently our association Online Purchase > >> www.txiada.org

was able to eliminate the annual

Win! $10,000

th

$600 fee related finance companies pay to the Comptroller’s office.

Do you think that happens by accident or without an association?

Agencies don’t just wake up one day and say, “You know... I think we should just eliminate a fee we impose on business.” It happens by having a budget at the association that allows us to employ staff that work tirelessly to build relationships with the various agencies that govern our industry. When I say “budget,” I mean cash in the bank at the state association.

And how about the recent White POA issue? When DMV announced the counties would no longer accept them did you ever think what that might have cost you if TIADA didn’t step in and introduce the secured dealer reassignment form? I tried to put a figure on how much time we would have spent on the phone trying to service our customers, dealing with the TAC office and came to the conclusion that five or six more special

Stop for one minute and think about how much money TIADA has saved you. Now, invest 25% of that on special membership tickets and watch that investment grow.

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5

What’s included: Funding for receivables You collect or We collect Floorplan Lines Simplified Insurance tracking

reports package training DBA - AmAc Acceptance corporation in texas

704-882-7100 ext. 7509 AcemotorAcceptAnce.com 6

membership tickets would be significantly less expensive.

Buying special membership tickets is basically rewarding our staff for a job well done and making sure they are equipped to take care of us in the future.

These are just a few recent issues where the association has saved you money. How about deferred sales tax, doc fee increases and the numerous bad bills TIADA has stopped? It all costs money.

It’s no different than in our business. If we want to increase sales, we may need to embark on some new advertising campaigns, some new marketing strategy, some new referral program, a different website look, hire a new sales manager, hire new sales staff, etc. All of these programs usually cost money to implement in order to increase our sales. TIADA is no exception. To improve the environment for the dealer body usually requires some money, in order to implement various programs and build those relationships with government agencies and state legislators. Not to mention putting on a state conference and various workshops for you, the dealer. Sure, your dues pay for a portion of that, but we are getting way, way more value than that for our $425.

Recently, TIADA was fortunate enough to participate in an event for the Speaker of the House, Joe Strauss. It was a tremendous opportunity to be invited to this event. The associate was able to interact with the Speaker and various members of the House of Representatives on a personal level for a couple of days. Your purchase of a special membership ticket allows us to send someone to build these relationships with legislators, stakeholders and various government agencies to represent you.

One area we have pursued for the last few years has been the “Named Driver Only Policy.” This next legislative session we will be pursuing this issue once again.

I don’t know about you, but the named driver only policies cost my dealership and my customers HUNDREDS OF THOUSANDS OF DOLLARS over the years, and I’m sure I am not alone. So that special membership ticket is worth a whole lot of money to me.

If every member bought just one ticket, we would raise more money than ever. We would set a record and at the same time maybe save us all hundreds of thousands of dollars just off a $100 bill. I’m sure willing to buy my special membership ticket and, who knows, I might just win the grand prize of $10,000 again, and maybe even a Harley Davidson motorcycle.

Yes, you read that correctly.

Purchase 5 tickets and you have a chance to win $10,000 and a Harley Davidson. Now I know I’ve got your attention! See the details for the Harley on page 4.

You will find one special membership ticket included in the binding of this magazine and you’ll also get five tickets in the mail. All you have to do is complete the bottom part of the ticket and mail it back to the TIADA office along with your payment. Buy or sell them all! And, if you need more, the state office will be happy to send them to you. You can also go to www.txiada.org look under events and click on $10,000 drawing to purchase tickets online or just call 512.244.6060.

Stop for one minute and think about how much money TIADA has saved you. Now, invest 25% of that on special membership tickets and watch that investment grow.

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June 2016

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TIADA Dealer Academy 2016 Keeping Your Dealership Legal and Compliant a seminar with

Michael W. Dunagan, TIADA General Counsel

Author of the standard-setting books, “Dealer Financing of Used Car Sales” and “Texas Automobile Repossession: A Lien Holder’s Legal Guide.”

Michael W. Dunagan’s ongoing quarterly compliance seminar features updates on both federal and state regulations with a focus on advanced dealership financing issues. This is the practical side of compliance from the association that understands you have a business to run — and you want to run it right.

The seminar will focus on advanced financing concepts, with special emphasis on in-house financing, repossession & bankruptcy issues, OCCC compliance and federal regulations.

• Customer ID requirements – what is acceptable?

• Privacy Notice requirements – do we need a new, custom form?

• Risk-Based Pricing – what does the rule require?

• Credit Card Convenience Fees – what is allowable?

• Adverse Action Rule – who is affected?

• Consumer Financial Protection Bureau (CFPB) – what can dealers expect?

• Bankruptcy – when do we have to give the vehicle back?

• Repossessions – When does the 60% rule apply? Is repo notice required? Do we have to return custom wheels? Do we have to disclose a GPS unit?

Sponsored by: CP Insurance Associates www.cpiai.com

• OCCC Audits – what are the most common mistakes dealers make?

• TxDMV Enforcement – advertising violations, title management issues & more

PLUS:

• Texas Legislative Session – an update on bills that will affect the industry • Q & A – don’t leave until you get all your questions answered by the top industry expert in Texas, Michael W. Dunagan This class has been approved by NIADA as a Certified Master Dealer continuing education course.

Monday, June 6, 2016 Tyler, Texas

Seminar will be held from 9:00am - 4:00pm Holiday Inn 5701 South Broadway • Tyler, TX 75703 • 903.561.5800

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MEMBERS – First registrant $149, each additional $99 (Must be from same dealership)

NON-MEMBERS – $299 Register online at w w w . t x i a d a . o r g or by phone at 512.244.6060. www.autozone.com

Texas Independent Automobile Dealers Association

CP INSURANCE ASSOCIATES “ COLLATERAL PROTECTION INSURANCE PROGRAM” FOR THE BHPH DEALER FOR OVER 20 YEARS”

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legal corner

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The Importance of the Selection of an Appropriate Retail Installment Contract Form

he business of financing motor vehicles is one of the most highly regulated businesses there is. Various state, federal — and in some cases local — laws and regulations come into play when a motor vehicle is sold and financed. There are provisions in the mountains of paper work used to close sales that are for the benefit of the consumer and are mandated by law. Some, however, are there to protect the seller-creditor. State and federal laws often limit what can be included in retail installment contracts for the creditor’s benefit. Some provisions that are legal in some states are often prohibited in other states.

Over the years, field investigators and auditors for the Department of Motor Vehicles and the Office of Consumer Credit Commissioner have found that there are many dealers who are using outdated, improper, inadequate, or illegal contract forms. When the OCCC first began licensing and auditing dealers, it was not uncommon to hear stories of dealers who were attempting to finance vehicle sales using bills of sale, stationery store promissory notes or buyer’s order forms. The problem with these documents is that they didn’t meet the minimum disclosure standards of Federal Truth-In-Lending or the Texas Finance Code, and often violated technical requirements such as minimum type-size. Also, many didn’t create security interests in collateral that would allow the creditor to repossess if default occurred.

In the days before computers became standard office equipment (yes,

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kids, there really was such a time), contract forms were purchased in bulk, and filled in by hand for every sale. Some of my first dealer-education efforts were dominated by trying to explain how to properly calculate the necessary disclosure items (such as annual percentage rate, amount financed, and finance charge) using some very primitive tools. While disclosures for contracts involving equal monthly payments were fairly easy to calculate, the shift to weekly, bi-weekly and semi-monthly payments schedules created all kinds of problems. For instance, because the APR calculation charts available at the time had very limited categories, it was sometimes necessary to adjust down payment or deferred down payment amounts to back into an amount financed that matched one of the options on the chart.

It was also common to find dealers who were using calculation devises that were designed for obtaining disclosures on contracts that contained equal monthly payments, even though the contracts the dealers were entering into provided for weekly payments. The resulting disclosures were, of course, all wrong. Similarly, some dealers were using contract forms provided by banks and other lenders that weren’t appropriate for buy-here-pay-here transactions with other-than-equal monthly payments.

While the arrival of the personal computer and contract calculation software eliminated some of the problems dealers faced, some others still remained. Some early versions of dealer software packages were adapted from other states and didn’t

by Michael

Dunagan

W.

TIADA GENERAL COUNSEL

meet all of the requirements particular to Texas law. Others were just plain inaccurate in their calculations.

One persistent problem was the difficulty of aligning disclosure items so that the dot matrix printer printed them in the appropriate space.

One dramatic example of some of these early problems involved an outof-state programmer who marketed his product to Texas dealers. When the OCCC issued a rule requiring the disclosure of a new term, “contract rate,” in certain contracts, this programmer mistakenly assumed that “contract rate” was in fact the underlying add-on rate. Instead of inserting the appropriate rate (which was basically the APR adjusted for deferred sales tax), the add-on rate was inserted. After an audit of one dealer using this program, the OCCC found that the use of the add-on rate in the “contract rate” disclosure blank was a violation. The dealer was ordered to recalculate each contract at an APR that equaled the disclosed rate (in this case, 15 per cent versus 26 per cent) and refund any overcharge. The re-calculation resulted in an order for the dealer to refund over $700,000.

The evolution of dealer management software over the years has resulted in a choice for dealers of several quality products. In addition, many suppliers of forms to financial services have added special versions for BHPH dealers. Some DMS packages 11

Local Chapters VICTORIA Dennis Schroller Victoria Autos Direct 361.578.0530 Dennis@victoriaautosdirect.com Meeting – 1st Monday (Monthly) FORT WORTH Mark Jones MCMC 817.703.7973 mjones@mcmcauto.com Meeting – 4th Thursday of Jan–May and Sep–Oct DALLAS COUNTY Kevin Mims VP Auto Sales 972.864.1300 kevinm@vpautosales.com Meetings as needed/TBD HOUSTON John Freeman Galena Park Motors 713.675.0559 houiada@houiada.com Meeting – 2nd Tuesday (Monthly) SAN ANTONIO Robert Beck Stop N’ Drive Motors 210.432.1101 stopdrive@texas.net Meetings quarterly (dates announced at www.txiada.org) EL PASO Ricardo Gardea Cars Plus 915.778.8285 cars_plus@att.net Meeting – 3rd Friday (Monthly) 12

contain proprietary contract forms produced to meet Texas requirements by law firms that specialize in drafting financial-services forms, and others use existing products. Some DMS packages also have the benefit of overrides that prevent dealers from entering certain overcharges and other improper information.

But regardless of the source of retail installment contract forms, dealers need to realize that certain decisions have to be made as to which particular contract form to use, and how to fill out the blanks and variables that appear in each contract.

For instance, most DMS products have multiple contract forms to choose from to meet the needs of each type of dealer. Some forms are designed for special finance dealers who assign all contracts to banks, credit unions, or finance companies; some are designed for BHPH dealers who don’t assign; and some are more specialized for all types of transactions in between.

The first consideration on choosing a contract form is the dealer’s business model. Is the business all BHPH, all special finance, or some of both? An all-BHPH business model narrows the choice down substantially. In special finance, the lender or finance company may specify which contract form is to be used.

The next determination involves choosing between a number of variables that match the dealer’s method of doing business. Most contract forms have a descriptive line at the bottom of each form that states the nature of the contract. Of utmost importance is whether the BHPH dealer is using deferred sales tax, as opposed to paying all sales tax at the time of transfer. The form will usually disclose how sales tax is handled by either the term “sales tax deferred” or “sales tax advanced.” The difference is critical.

A number of years ago, a franchised dealer decided to get into the BHPH business. For accounting and financial efficiencies, the

dealer decided to use the DMS package from his new car store for the BHPH lot. The dealer intended to take advantage of the tax savings provided by use of deferred sales tax. Unfortunately, the DMS designed for a franchised operation did not transfer well. The contracts were filled in and printed as if sales taxes were being advanced, and thus, finance charge was being added on the sales tax amounts. The dealer was, in fact, paying sales tax to the state under the deferred system, which precludes finance charge on sales tax since it is not advanced by the dealer. As might be imagined, the use of improper forms and inappropriate calculations resulted in a nightmare of sales tax, OCCC and federal Regulation Z issues.

Another variable in contract selection has to do with the method of calculating unearned finance charge after acceleration or early pay-off.

The traditional calculation method of banks over the years has been the so-called “rule of 78s.” This method is weighted in favor of the creditor by loading interest up front. Texas law limits the used of the “rule of 78s” method to what are known as “regular” contracts. Basically, regular contracts are installment contracts that have equal monthly payments. Any other kind of contract is “irregular” and can’t provide for use of the “rule of 78s.” Occasionally, I’ve come across a BHPH dealer using “rule of 78s” contract forms on BHPH transactions with weekly (or bi-weekly or semi-monthly) payments, clearly a violation.

In performing compliance evaluations for dealers, and in reviewing OCCC audit reports on dealers, I see cases where improper charges have been set as a default in the DMS, resulting in every contract containing the charge. Some charges, such as pass-through of a safety/ pollution control inspection fee can be added to the contract only if the charge was actually incurred and paid by the dealer. By having this T e x a s

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fee added to all contracts by default, the dealer may be improperly making the charge on those contracts involving vehicles for which no fee was incurred by the dealer. A default charge should only be used if all vehicles are inspected prior to sale, and the fees are the same in all cases.

A similar situation involves the pass-through of transfer and registration fees. If there are variables that can cause the fees charged by the county to vary from an amount added to contracts by default, the default entry should be disabled.

Some contract forms have a box (usually on the first page) that is to be checked if late-payment penalty charges are assessed, along with a blank for the percentage of the late payment amount to be assessed. I’ve found some cases where dealers are assessing late-payment penalties (in some cases the DMS does this automatically), but the check box

and the percentage space are blank.

Obviously, these should be filled out if late-payment penalties are assessed.

There are check boxes at the bottom of the last page of some contract forms to indicate whether or not a separate property-damage insurance disclosure and/or arbitration agreement are used as part of the closing package. If these documents, or addendums, are used, the boxes should be checked for the purpose of incorporating them into the terms of the contracts.

Also, some contract forms have blanks in the mandatory propertydamage provision for specifying the minimum deductibles that the creditor requires. Quite often these are left blank, which would arguably nullify the insurance requirement, or at best, authorize ineffectively high deductibles. In programming the DMS to place minimum deductibles (the standard is $500), care should be taken to have the deductibles

match any deductibles stated on a separate insurance disclosure.

Conclusion: Modern hardware and software products have simplified the dealer contracting process, from calculation to printing to accounting.

In some cases, DMS packages have overrides that prevent overcharges and other mistakes from being made.

However, there are still a number of variables that require conscious decisions to be made in the selection of contract forms and in the programming of the DMS to match the dealer’s business model and to properly inform the buyer/debtor what his or her obligations are.

Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for 40 years. He has written a number of books and hundreds of articles for trade journals and law reviews. His clientele includes dealers, banks, finance companies, auto auctions and credit unions.

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news & notes

Happenings in the Industry‌

compiled by Texas Dealer staff

OCCC License Renewal Deadline Approaching

T

exas dealers who hold a Motor Vehicle Sales Finance (MVSF) license from the OCCC are reminded that MVSF license renewals and fee assessment payments are due to the OCCC by July 1.

Online renewal will open in early June. The OCCC will continue to accept renewals and payments through July 31. According to the OCCC, initial renewal notices are mailed in June and a second renewal notice is mailed not later than July 15. If payment is not received by July 31, your MVSF license will expire and cancellation notices are sent via mail. You can reinstate an expired license by paying a $1000 late fee within 180 days of July 31. After that, you will be required to apply for a new license. Financing with an expired license is considered the same as financing without a license and can result in a $10,000 fine.

Marvin Norwood Scholarship

T

hank you so much to everyone who sponsored a scholarship applicant. We have received a larger number of applications than in previous years and we are very excited about it. Applicants will be contacted

soon and the winner will be announced at the awards banquet of the TIADA Annual Conference & Expo.

Recruitment Challenge Update

H

ere are the standings on the Member Recruit Challenge as of May 1st, 2016: A total of 25 Members have earned a cup of coffee on us, and the following have earned a few more: Juan Ochoa, Harlingen Auto Credit . . . . . . . . . . . . 2 George Dodd, HM Dodd Motor Company . . . . . . 2 Jose Gonzalez, Tricolor . . . . . . . . . . . . . . . . . . . . . . 3 Phil Lathrop, VP Auto Sales . . . . . . . . . . . . . . . . . . 4 Chris Elkins, M D Auto Sales . . . . . . . . . . . . . . . . . 4 Members who have also earned a free registration to the 2016 TIADA Conference & Expo: Mark Brown, Red Carpet Auto Sales . . . . . . . . . . . 5 Members who have earned ALL of the above PLUS an all expense trip for 2 to Las Vegas to attend the 2017 NIADA national conference: Michael Zak, Dixon Motors . . . . . . . . . . . . . . . . . . 12 Wayne Meagher, M D Auto Sales . . . . . . . . . . . . . 39 Ahmed Belmeshkan, New Rio Grande Motors . . 43

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feature TxDMV Announces New Online Licensing System

by TxDMV Staff

S

ince its inception over six years ago, the Texas Department of Motor Vehicles (TxDMV) has been engaging with our stakeholders and the public in an effort to improve upon the services we provide. Recently, the “Two Steps, One Sticker� campaign has proven to be the most visible adjustment for motoring Texans. In the coming months there will be a development for our other stakeholder groups as well; the TxDMV licensing process will be changing, and all motor vehicle licensees in Texas will be affected.

The Licensing, Administration, Consumer Relations, and Enforcement system, known to us at TxDMV as LACE, is being replaced

16

with a new self-service hub for submitting motor vehicle license and event-related applications online.

As with so many other technical changes in our day-to-day lives, paper processing is being replaced by a faster, more convenient online system that will be available 24/7.

Although a release date has yet to be determined, TxDMV anticipates that this new system will be available in late 2016.

The system will allow online access to TxDMV licensing information that was previously only available to you by mailing, calling, or visiting a TxDMV office.

While there is a change ahead, this new method to submit and track application information will allow TxDMV to better support your business. By increasing the speed at which applications are processed and approved, we will provide greater convenience for you and your staff. You can expect to see many benefits from the new system, not least of which includes the ability to submit applications for motor vehicle licenses and events electronically. As a licensee you will be able to assign appropriate system access to your staff per their responsibilities. The new system will guide both first-time applicants and existing licensees through the application process step-by-step.

This will reduce submission errors and, in turn, support a faster and smoother approval process for both initial license applications and renewals. Additionally, you will be able to track the progress of submitted applications and print copies for your records.

Electronic copies of applications will also be available for download.

Updates about the new system will be provided as we approach the end of 2016. You must have an email address on file with TxDMV to receive these updates as well as use the new system when it comes online.

You may provide TxDMV with your email address by sending a message to MVDLicensing@TxDMV.gov.

As always, please feel free to contact us with any questions or comments at the email address noted above or at 1-888-DMV-GOTX (368-4689). We at TxDMV appreciate your support for our programs as we work to improve the services offered to both businesses and the motoring public.

T e x a s

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June 2016

feature

The Message and the Method: They Matter

by Kenny Atcheson

Founder, Dealer Profit Pros

W

hat does Kenny Rogers’ used spoon, a $400 blender, a $100 pillow, a hard rock, and peanut butter have to do with multiplying your profits and your enjoyment of your business?

All of these examples will be shared in detail during my Serial Entrepreneur session at the TIADA Conference in San Antonio (July 24–26). For now, I will share this: The aforementioned items are all highly unique.

Being awesome at what you do — being nice, friendly, and ethical — is not enough. All of your competitors will say the same things about their businesses.

Today there are 800 television channels, endless radio stations, millions of websites, and consumers being exposed to 3,500 advertisements per day, according to some studies.

With a swipe of a finger on their smartphone, almost everyone has easy access to a list of your competitors. It is more important than ever before in this technological age to stand out.

Throwing more money at one media or another is not always the answer.

Dealers come to me wanting to increase their sales and oftentimes want to discuss new media distribution.

During a consultation or consulting day we look at their message, positioning, and the synergy that should exist between all media. The media they use and that you may be using might be just fine, but the advertisement itself needs to be tweaked. If it looks and sounds the same as everyone else’s ads, that is probably the case and should be changed.

I don’t blame dealers for these media mishaps. They may be working with a media agency that has good intentions but their best quality is knowing how to spend the money. Give $500 to a teenager who already has everything and they will still find a way to spend it on who the heck knows what.

It’s much better to spend money wisely.

I’ve been flown in by various clients to spend a day dissecting, strategizing, and improving existing advertising while unearthing new opportunities. Sales are not

18

FEATURED PRESENTER

increased by brute force, or spending more money on the same exact thing as everyone else.

Dallas Cowboys running back Emmitt Smith didn’t break the NFL rushing yardage record because he lifted weights harder. He studied game film. He strategized and figured out the smart way to recognize the defense and hit the hole.

Maximize Every Opportunity

In addition to advertising wisely, maximize every opportunity.

If a happy customer is willing to record a cell phone video testimonial, don’t just slap it up onto your website and call it “done.” Put it in a variety of places. Upload the video to YouTube. String several testimonial videos into one and run an ad on Facebook. Put a link to the video in your email signature line.

Change your thinking about how you use marketing assets to maximize every opportunity. I live by these principles with my own business. I will have spare time before the TIADA conference but it won’t be spent watching mindless television. I’ve made in-person consulting times available prior to the conference. I may as well maximize every opportunity and so should you.

The oddball examples that I referenced at the beginning of this article are not only unique, they are fun and interesting. Make people smile, make them laugh, and deliver the goods — that’s my goal when speaking.

Consider how to maximize your communications creatively and get better results.

Kenny Atcheson is the founder of Dealer Profit Pros and author of Marketing Battleground. Kenny will be speaking at the TIADA Annual Conference in a Serial Entrepreneur session in July. Kenny offers private consulting and he offers workshops at conventions and 20 Groups. His company offers several marketing and advertising programs which include a Referral Results System, a Newsletter Program, a Feedback & Review & Complaint Management System, Google Pay-PerClick Management, Facebook Pay-Per-Click Management, Direct Mail Campaigns, Copywriting, and more. His website can be found at www.DealerProfitPros.com.

T e x a s

D e a l e r

June 2016

America’s Auto Auction

4

LOCATIONS IN TEXAS!

Placing the cue ball in your hand for the game ball.

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

TUESDAYS & THURSDAYS AT 1PM

North Houston

MONDAYS AT 6:30PM 1440 FM 3083,Conroe, Texas 77301 Phone: 936.441.2882

Houston

THURSDAYS AT 2PM

16611 South IH 35, Buda, Texas 78610 Phone: 512.268.6600

1826 Almeda Genoa Rd, Houston, Texas 77047 Phone: 281.819.3600

Buy online at www.AmericasAutoAuction.com AuctionCredit is located within each of our Texas facilities for all of your auction financing needs! www.auctioncredit.com

20

T e x a s

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June 2016

regulation matters

Odometer Disclosures & the Auctions

I

n the last several months I’ve gotten a couple of dealer member calls regarding the issue of mileage disclosure at auctions. The fact patterns have been similar: The buyer made a purchase at auction with a specific understanding of the vehicle’s mileage — and that understanding turned out to be wrong.

(This would be a good time to note that TIADA does not insert itself into disputes between auctions and dealers. That, in itself, would require all the resources we have, and then some.)

Now I am certainly no expert on wholesale auction transactions, but I am aware that most (if not all) Texas auctions adhere to the National Auto Auction Association (NAAA) Arbitration Policy. That policy, last updated 2/1/16, contains the following provision regarding mileage disclosure: Mileage announcements are not required for vehicles that are 10 years or older and/or deemed exempt from Federal/State Odometer and Title disclosure laws unless a mileage discrepancy is known or apparent to the seller.

The Seller may represent miles on exempt vehicles; any disclosures made by the Seller and all known odometer discrepancies are grounds for arbitration.

As one might guess, TIADA has great relationships with plenty of the auctions in Texas, many of whom are long-standing members of ours. With that in mind, I turned to our friend Mike Browning, GM of Manheim San Antonio, who also just happens to be the current president of NAAA. I described the similar stories of our members who had purchased vehicles (not at his location) over 10 years old but still believed the mileage was true. It appeared to me that the key phrase from the policy was, “The Seller may represent miles…” and the issue at hand was what constitutes representation. Writing on the window? A print listing?

“A window sticker or catalog listing does NOT constitute mileage representation if the vehicle is over 10 years old,” Mike told me. “For those vehicles, unless you get a specific announcement by the auctioneer that it IS actual miles, then it is exempt.” So if such an announcement is not made, then the seller has NOT represented mileage? I asked. Correct, Mike confirmed.

Jaime McCollum, assistant GM at America’s Auto

June 2016

T e x a s

D e a l e r

by Danny

Langfield

TIADA DEPUTY DIRECTOR

Auction in Austin, agreed: “We try to enforce that if there is an announcement of ‘right’ miles, make it a form of guarantee,” Jaime said. “The dealer should assume that anything over 10 years is an exempt vehicle.

But if a seller represents it as true miles, then it is arbitrable.”

What about the phrase from the policy, “…all known odometer discrepancies…?” I was curious as to how the auctions interpret that as well.

“If the work was done by, or directly commissioned by, the seller, then that would be considered ‘known,’ as that would be first-hand knowledge, and therefore arbitrable,” Mike explained. “Any other situation may not be enough to establish that the discrepancy was verifiably known.”

Interestingly, the rules for online purchases are quite different, according to Jaime: “For online sales, on vehicles 10 years or older, the seller must explicitly state vehicle mileage is exempt in the seller’s disclosure. If a seller states mileage but does NOT state that it is exempt, then it is deemed true miles.”

I asked Jaime if mileage misrepresentation was a frequent issue for them.

“It just doesn’t happen very often,” he replied. “When it comes to odometers, most folks don’t mess around with the auctions. They need to be able to wholesale cars. Nobody wants the rep of fighting the auctions on odometers.”

Mike closed our conversation by noting, “The bottom line is you must listen to announcements. What comes out of the auctioneer’s mouth is a binding contract.”

Well said.

21

July 24–26,

2016

JW Marriott San Antonio Hill Country Resort and Spa * www.TiadaAnnualConference.com

To p 5 R e a s o n s T O

40 Hours of the Best Education in the Country

A T T E N D

Networking with Over 250 of the Finest Texas Dealers

Largest Dealer Expo in Texas

Back for his third TIADA appearance. . . our most requested keynote speaker ever. . .

JUNE 24

DEADLINES

FAST APPROACHING .

DON’T MISS OUT!

CONFERENCE REGISTRATION Register on or before JUNE 24 and save $100, so don’t delay!

• Online

Ingram Wal ters

www.TiadaAnnualConference.com/register • Phone 512.244.6060 • Fax or E-mail scan 512.244.6218 / info@txiada.org • Mail 9951 Anderson Mill Rd. Suite 101, Austin, TX 78750

HOTEL RESERVATIONS

The Big 3 Texas Regulators: TxDMV, OCCC & the Comptroller

Don’t miss out on the great deal available for conference attendees — $199/night at San Antonio’s finest resort, the J.W. Marriott Hill Country Resort and Spa.

JW Marriott Resort & Spa in San Antonio

• Call 210.276.2500 to make your reservation today

• OR book online at

www.TiadaAnnualConference.com/jw-mariott/

This rate is only available through JUNE 24.

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, July 25 and Tuesday, July 26.

Learning

T R A C K S

SESSION 1

SESSION 2

Backstage Pass: The Rock Stars of BHPH

Lease-Here, Pay-Here vs.

Buy-Here, Pay-Here

Knockin’ Their Socks Off: Generating New Business for Your Dealership

Gross Profit, Gross Margin & the Lenders to Know

DJ Harrington – the “CAR-Diologist”

DealerStrong

National Dealer Panel Discussion

Dealer Panel Discussion

Shawn Foster

Phone Logic, Inc.

What is “Kindleing” Your Business?

Under-the-Radar Profit-Producing Strategies

Jim Mathis

Kenny Atcheson

J&L Mathis Group, Inc.

DealerProfitPros

Repossessions, Bankruptcy & the BHPH Dealer

The Four Most Misunderstood Dealer Rules

Michael W. Dunagan Jameson & Dunagan, P.C.

Texas Department of Motor Vehicles

Content is King (and Queen) in Social Media

The GameChanger: Facebook Advertising

Kate Frost Kate Frost, Inc.

24

Bill Harbeson

MONDAY MORNING

Andrew Street Four Kicks Marketing

TAILOR YOUR EDUCATION:

MIX AND MATCH FROM 5 TRACKS OVER 7 SESSIONS SESSION 3

The Inmates Are Running the Asylum Chuck Bonanno NIADA

12 Sales & Marketing Strategies to Dominate Your Market Cory L. Mosley Mosley Automotive/ Mosley Communications

MONDAY MORNING: EDUCATION SESSIONS 1 & 2 MONDAY AFTERNOON: DEALER ROUNDTABLES SESSION 4

Promises, Promises: Fighting the Collections Battle Dealer Panel Discussion

Why Your Website Isn’t Converting And Techniques To Improve It Devin Daly

SESSION 5

Blood From A Stone: Collecting on a Judgement Bill Weaver Weaver Law Office

Gross Profit, Gross Margin & the Lenders to Know Shawn Foster

SpinCar

DealerStrong

Be A Better Manager

by Friday

Joe Zente

The Difference Is… How to Create Your Niche Market

Z3 Performance Development, Inc.

Matthew Pollard

The Culture Works

MatthewPollard.com

The 7 Habits of Highly Effective Business Owners

Cash vs. Credit Pricing & the CFPB

OCCC Deal Jacket Review

Tom Hudson Hudson Cook

Office of Consumer Credit Commissioner

Gamification – the Business of Fun

SEO: How to Increase Traffic & Conversions

Brent Wees

Bryant Goodall

Powered by Dashboard

AutoRevo

TUESDAY MORNING

Huffman Lewis

Lisa Copeland

Texas Comptroller Audits: 10 Common Mistakes to Avoid Curt Swenson Texas Comptroller of Public Accounts

The GameChanger: Facebook Advertising Andrew Street Four Kicks Marketing

TUESDAY AFTERNOON

25

TUESDAY MORNING: EDUCATION SESSIONS 3 & 4 TUESDAY AFTERNOON: EDUCATION SESSIONS 5, 6, & 7 SESSION 6

The Pros, Cons & IRS “Gotchas” of an RFC David E. Keller, CPA, CFE Dealerships, CliftonLarsonAllen LLP

SESSION 7

What’s Next?

Analyzing Subprime Auto Finance Ken Shilson NABD – National Alliance of BHPH Dealers

The “Easy” Button: Online Deal Creation

Dealer Panel Discussion

Dealer Success

Joe Zente Z3 Performance Development, Inc.

TABLES

Expansion & Contraction

How big is too big, how much is enough?

Marketing

Dealer to Dealer: The Challenges of Special Finance & Retail

The 7 Habits of Highly Effective Business Owners

DEALER ROUND

Joe Orr

Be original, get noticed, sell more. But how?

Insurance

The pain of fighting the power.

Grassroots Lobbying

It’s all who you know... and THEY want to know YOU.

Under-the-Radar Profit-Producing Strategies Kenny Atcheson DealerProfitPros

Exit Strategies

Selling, closing, or passing on the business

Getting Deals Bought

Oh, the challenges of subprime.

Best 20 Group Ideas Ever EVER

Speed Dating at the Federal Level Shaun Petersen NIADA

Repossessions, Bankruptcy & the BHPH Dealer Michael W. Dunagan

Lease-Here, Pay Here Is it worth it?

Collections

Balancing the carrot and the stick.

Jameson & Dunagan, P.C.

Handling Customer Complaints

Big Brother is watching... what’s your process?

Getting in Front of Online Reputation Management

Shopping DMS’s

Kate Frost

Kathi Kruse

Kate Frost, Inc.

Kruse Control Inc.

Wholesale Options

Content is King (and Queen) in Social Media

Just like marriage, you need the right match!

Dealers only, remember...

Getting the right cars in, and the wrong ones out.

MONDAY AFTERNOON

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

GOLD

Sponsorship & Exhibiting Opportunities Are Still Available.

Thank You to Our Current Sponsors S I LV E R

Specialty Sponsors H o t e l Keyc a r d s : A D E S A A u c t i o n s

M o n d a y–W i - F i : A l l i a n c e A u to A u c t i o n

n

G u e s t r o o m M i r r o r C l i n g s : D e a l e r S o c ke t

n

n

Tu e s d a y–W i - F i : Tra d e R ev

Do Not Disturb Hotel Door Hanger: Dealer Success

M e e t i n g D i r e c t i o n a l S i g n a g e : P e r i t u s P o r t fo l i o S e rv i c e s

W i n d ow D e c a l : STA R S G P S

n

H a p py H o u r EX P O : D e a l e rs C re d i t Ex p re s s , Tex- C a p Fi n a n c i a l , L LC a n d T R U E C a r

L a nya rd s : v 1 2 S of twa re

n

Bronze PLUS and Bronze 700Credit

AMAC Acceptance Corporation

n

Auto Master Systems, Inc. Autotrader

n

AutoZone

n

AutoZoom

n

CP Insurance Associates Floorplan Xpress, LLC Ituran USA, Inc.

Lobel Financial Passtime

n

n

n

Makes Media

Paymaxx Pro

n

n

n

n

n

Dealer Alert Network

n

Arcana Insurance Services

AutoAction

n

n

CARFAX

n

CarMax Auctions

DealerCenter

MicroBilt Corp.

PFS Auto Finance

SSW Dealer Supply

Texas Direct Dealer Services

n

n

n

NextGear Capital

PrimaLend Capital

n

n

n

n

Strategic Dealer Services

United Acceptance Inc.

Wayne Reaves Software

n

n

vAuto

Copart Auto Auctions

n

Insurance Auto Auctions n

Lane Gorman Trubitt, PLLC

Omnique Shop Management Software

Route One

Sigma Payment Processing

n

AUL Corp.

Equifax Automotive Services

n

Ignite Consulting Partners

n

n

Automotive Finance C orporation (AFC)

n

Kevin Smith Insurance/Tri State Dealer Services, Inc.

Shilson, Goldberg, Cheung & Associates, LLP Solutions by Text

n

Cadence Insurance

Four Kicks Marketing

Kelley Blue Book

n

Auto One Acceptance

n

n

SDA, Inc.

n

Selly Automotive

SiriusXM Radio

n

Skypatrol GPS

n

Tax Refund Services-Tax Max

n

n

Waymer & Associates

Westlake Financial Services

C O N TA C T : P a t t y H u b e r p a t t y. h u b e r @ t x i a d a . o r g / 5 1 2 . 3 1 0 . 9 7 9 5 26

T e x a s

D e a l e r

June 2016

July 24–26,

2016

AMAC Acceptance Corp.

601

603

605

Tex-Cap Auto Master Financial Systems, Inc. 607 609

600

602

604

606

DealerCenter

ENTRANCE

Verifacto

AUL Corp.

Westlake Mullen Insurance Financial Agency, Inc. Services 501 503

Carmax Auctions 505

500 502 Strategic Dealer Services Black Book

504 Lane Gorman Trubitt PLLC

Consumer Portfolio Services 401

405

Waymer & Associates 403

400 402 REPAY: Realtime V12 Software Electronic Payments

700Credit

608

Stage

MAP of EXHIBIT HALL

610

CarGurus

Four Kicks Marketing 615

614 PrimaLend Capital

Equifax

AutoZoom

Skypatrol LLC 507

509

515

506

617

619

621

Dealers Credit Express, Inc. 623

616

618

620

622

Ignite Consulting Partners

Peritus Portfolio Paymaxx Pro AutoZone Services LLC 517 519 521

516 Kevin Smith Insurance

Ituran USA Inc.

416

LOUNGE AREA

America’s Auto Auctions of Texas

201

200 Solutions

by Text

202 204 206 Goldberg, Lobel Arcana Insurance Shilson, Cheung & Financial Services Associates, LLP

208

MicroBilt Corporation 103

Texas Direct Floorplan Dealer Services Xpress LLC 109 111

Alpha Warranty Services 117 115

108

114 Cadence Insurance

CARFAX

Auto One Acceptance, LLC 107 105

102 104 106 Wayne Reaves Software & eBay Motors Makes Media Websites

318 PassTime

214 DealerSocket

TrueCar

216 Copart Auto Auction

116

Kelley Blue Book

321

Autotrader 323

320

322

United Acceptance Inc.

RouteOne

Dealer Alert Frazer Network Computing, Inc. 221 223

217

Stage

100

Spartan Insurance Financial Auto Auctions Partners 205 207

Dealer Success

422

v-Auto

Automotive Finance Corporation (AFC) 203

522

Metro Auto Auction

317

316 Woodlands Financial Services

SiriusXM Radio 523

STARS GPS

420

AutoRevo

302 304 300 CP Insurance Sigma Payment DealerLane.com - Powered Processing

By Texas Direct Auto Associates

SSW Dealer Supply

418

NextGear Capital

305

101

518 520 Tax Refund Alliance Services Auto Auctions Tax Max

Small Dealers Ally SmartAuction Assistance, Inc. 417 419 421

404

OnStar 301

ADESA, Inc.

Selly Automotive

218 AutoAction

220 222 Omnique Shop Cars.com Management Software

119

121

PFS Auto Finance 123

118

120

122

TradeRev

Grande Oaks Ballroom J-S JW Marriott San Antonio Hill Country Resort and Spa www.TiadaAnnualConference.com June 2016

T e x a s

D e a l e r

Platinum Sponsor

Gold Sponsor

Silver Sponsor

Specialty Sponsor

27

28

T e x a s

D e a l e r

June 2016

June 2016

T e x a s

D e a l e r

29

BID TODAY! Weekly ONLINE sales make it easy to get the inventory you need on your schedule.

CONVENIENT

You get five hours to place bids.

FLEXIBLE

Buy cars on your schedule.

LOWER FEES

All fees are posted online.

FLOOR PLANNING The ability to floor plan with most major companies.

MULTIPLE BUYING OPTIONS Place bids online, or at the auction site.

board of directors meeting minutes April 18, 2016 | TIADA Office, Austin, TX

compiled by Texas Dealer staff

At its meeting on Monday, April 18th, 2016, TIADA took the following actions: President-Elect Kathrine Tolsch called the meeting to order at 1:12pm.

Minutes Of Last Meeting

The minutes of the last meeting were presented by Secretary Greg Zak. A motion was made to accept the minutes.

Moved by Dan Keetch, seconded by Trey Crouch – PASSED UNANIMOUSLY At 1:44pm President Phil Lathrop joined the meeting, took the gavel and presided over the rest of the meeting.

Treasurer’s Report

Treasurer Trey Crouch presented the Treasurer’s report.

A motion was made to accept the report.

Moved by Paul Scott, seconded by Dan Keetch – PASSED UNANIMOUSLY

Strategic Plan

Executive Director Jeff Martin presented the 5-year strategic plan.

The board discussed auto renew options, being more active politically on the senate side, revenue opportunities, and affinity programs.

President’s Report

Phil Lathrop invited members to discuss the calls they had made to dealer members in their area.

Executive Session

The board recessed to executive session.

Executive Director’s Report

Executive Director Jeff Martin presented the Executive Director Report. Jeff discussed the upcoming annual conference, as well as membership renewal statistics.

Phil Lathrop reviewed the ‘Just Get One’ membership campaign.

Jeff Martin discussed updates to TIADA staff and various committee reports.

The board asked staff to direct the bylaws committee to review the grievance process.

Legislative Committee Chair Robert Beck provided as update from the recent legislative committee meeting.

32

A motion was made to accept the Legislative Committee report.

Moved by James Hobson, seconded by Katherine Tolsch.

– PASSED UNANIMOUSLY Jeff Martin presented the awards committee report.

A motion was made to accept the Awards Committee report.

Moved by James Hobson, seconded by Brent Rhodes. – PASSED UNANIMOUSLY Paul Scott presented a summary from the recent INDEPAC committee meeting.

Brent Rhodes discussed the past presidents of TIADA, and the special membership fundraising campaign.

Trey Crouch presented the FY16 budget update.

Trey Crouch presented a proposed budget for FY17.

Old Business

A motion was made to deny the membership revocation appeal made by Charles Candler of Ewing insurance.

Moved by Katherine Tolsch, seconded by Paul Scott. – PASSED UNANIMOUSLY

New Business

A motion was made that the board authorize staff to allow business partners to renew existing contracts if no substantive changes are made as determined by the Executive Director.

Moved by Kathrine Tolsch, seconded by Paul Scott – PASSED UNANIMOUSLY A motion was made to eliminate the community leader award.

Moved by Kathrine Tolsch, seconded by Dan Keetch – PASSED UNANIMOUSLY A motion was made to adjourn the meeting.

Moved by Brent Rhodes, seconded by Trey Crouch – PASSED UNANIMOUSLY Meeting adjourned at 5:48.

Respectfully submitted, Greg Zak, Secretary A complete copy of any reports referenced in this document and more detailed notes from the meeting are on file at the TIADA office and available upon request.

T e x a s

D e a l e r

June 2016

Dealer Academy 2016 Better BHPH Financials Presented by David Keller, CPA, a principal with the dealer group at CliftonLarsonAllen, one of the nation’s top 10 CPA and consulting firms.

The craziness of a busy BHPH operation can make it tough to plan for future growth. But sometimes you need to take a few hours off from working IN your business so you can work ON your business. This ½ day seminar will demonstrate how better organizing your financial and operations structures can be the key to growing your portfolio.

Participants will learn:

8:30am - 12:00pm $99 TIADA Members, $199 Non-members (includes up to 3 attendees per dealership)

• • • • • • • • •

How to increase their credit line, and/or establish a new line The importance of presenting clean, clear financial statements Cash flow management (the key to future planning) How to determine how many units you need on hand How to determine how many dollars you need on hand Static pool analysis, what it is and how it works How to properly value inventory, including turn time How to read financial statements Proper expense allocation and costing

Wednesday, June 22, 2016 Houston, Texas Sponsored by:

www.claconnect.com

www.avpadmin.com

Texas Independent Automobile Dealers Association

Sheraton Houston Brookhollow Hotel 3000 North Loop West Frwy. • Houston, TX 77092 713.688.0100

This class has been approved by NIADA as a Certified Master Dealer continuing education course.

Register online at www.txiada.org or by phone at 512.244.6060.

2016 TIADA VIP Auction Card Directory

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

Get up to $200 off a buy or sell fee at these participating auctions using your TIADA VIP Auction Card!

City AA SparklingChristi ew Corpus

AA Longvi

Alliance

City AA Sparkling Antonio AA Waco San a’s a Americ Americ AA Austin/ antonio Can! Cars for Kidsn San Arlingto a’s Big Americ Dallas Valley AA AA Donna a’s Americ CM AA n ny Compa s Housto Auction a’s Americ El Paso AA North ndent Houston Indepe AA Belton n AA Auto Housto Auction Heart of

Big Texas Texas of Houston AA Auction Waco

Metro AA Texas Lone Star AA Austin Carrollton r Tyler

AA Greate AA Dealers of OKC

Insurance s Insurances Auto Auction Christi* Corpus Auto Auction Austin* Insurance s Insurances Auto Auction Auto Auction DFW* Dallas* Insurance s Insurances Auto Auction Auto Auction Houston* El Paso* Insurance s Insurances Auto Auction Longview* Auto Auction North* Houston Insurance s Insurances Auto Auction n* Auto Auctionk* McAlle Lubboc Insurance s Insurances Auto Auction* Auction Auto Basin* San Antonio Permian s

*valid for

ce AA location

at Insuran

ABILENE

CORPUS CHRISTI

Insurance Auto Auctions*

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.

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

www.allianceautoauction.com

C.M. Company Auctions, Inc. www.cmauctions.com

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

AUSTIN ADESA Austin

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

BELTON Belton Auto Auction New! www.beltonautoauction.com

212 E Loop 121, Belton, TX 76513 254.899.2886, Fax 254.613.4582 General Manager: Joe Lavigne Thursday, 10:00 a.m.

* VIP card accepted for sell fees only 34

sell fee only

www.iaai.com

Corpus Christi Auto Auction New!

(formerly known as Sparkling City AA Corpus Christi) www.CorpusChristiAutoAuction.com

2149 IH69 Access Rd Robstown, TX 78380 361.767.4100, Fax 361.767.9840 General Manager: Wade Walker Friday, 10:00 a.m.

DALLAS / FT.WORTH METROPLEX ADESA Dallas

www.adesa.com

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

Alliance Auto Auction Dallas 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.carsforkids.com

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 St., Grand Prairie, TX 75050 972.522.5000, Fax 972.522.5090 General Manager: Jennifer Wesner Tuesday, 9:00 a.m.

www.iaai.com

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.

Rockwall Auto Auction New! www.rockwallautoauction.com

1810 I-30 Frontage Rd. Rockwall, TX 75087 972.771.9919, Fax 972.722.4827 General Manager: Frank Post Tuesday, 7:00 p.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.

T e x a s

D e a l e r

June 2016

Insurance Auto Auctions*

SAN ANTONIO

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

ADESA San Antonio

www.iaai.com

Insurance Auto Auctions* www.iaai.com

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.

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

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

Manheim Houston www.manheim.com

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.

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 Houston New!

200 S. Callaghan Rd. San Antonio, TX 78227 210.434.4999, Fax 210.431.0645 General Manager: Clifton Sprenger 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.

San Antonio Auto Auction New!

(formerly known as Sparkling City AA San Antonio) www.SanAntonioAutoAuction.com

LONGVIEW

13510 Toepperwein Rd San Antonio, TX 78233 210.298.5477, Fax 210.298.5484 General Manager: Brandon Walston Tuesday, 10:00 a.m.; Thursday, 1:30 p.m.

Alliance Auto Auction Longview

TYLER

www.allianceautoauction.com

ADESA Houston

www.adesa.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

Greater Tyler Auto Auction New! www.greatertyleraa.com

11654 Hwy. 64 W, Tyler, TX 75704 903.597.2800, Fax 903.597.3848 General Manager: Wayne Cook Tuesday, 5:00 p.m.

WACO

1826 Almeda Genoa Rd., Houston, TX 77047 281.819.3600, Fax: 281.819.3601 General Manager: Rob Frazier Thursday, 2:00 p.m.

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

America’s AA North Houston

LUBBOCK

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

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

Insurance Auto Auctions*

Heart of Texas Auto Auction

www.americasautoauction.com

www.americasautoauction.com

Big Texas Auction of Houston New! www.bigtxauctions.com

2000 Cavalcade St. Houston, TX 77009 832.204.7500, Fax 832.204.7499 General Manager: Joe Lavigne Friday, 10:00 a.m. www.houstonautoauction.com

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

T e x a s

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

D e a l e r

www.allianceautoauction.com

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.

MIDLAND / ODESSA

OKLAHOMA CITY, OK

Insurance Auto Auctions*

Dealer’s Auto Auction of OKC, Inc.

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

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

www.iaai.com

Houston Auto Auction

June 2016

www.iaai.com

Alliance Auto Auction Waco

www.daaokc.com

35

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S I N C E 1972.

T e x a s

D e a l e r

June 2016

TIADA Membership Application

2016

Business Name: ____________________________________________ Select one:

Dealer Member

TIADA texas independent automobile dealers association

TIADA texas independent automobile dealers association

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________

2016 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 2017) (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 - $35.42 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.org

512.244.6060

Dues are not deductible as charitable contributions for income tax purposes but may be deductible as miscellaneous itemized deductions, subject to IRS restrictions. It is estimated that 20 percent of your dues dollars is used for lobbying activities and is therefore not deductible.

June 2016

T e x a s

D e a l e r

37

e-Tag Supplies —

In Stock for Immediate Shipment!

MOTO

R VEH

ICLE R

ETAIL

INSTAL

LMENT

SALES

REDITOR SELLER/C : ADDRESS ZIP: CITY, ST,

CONTR

ACT DAT E:

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purchased. vehicle being the motor interest in NT(S ) a security NPA YME Due I give you Date ED DOW owe you, DEF ERR or in the future charge of owe you Amount a late debt I now I will pay any other it is due, ses in it and days after my promi ct and all within 15 payment Charge. on this contra ce sts, owe entire I all ve my of the Finan lt, security intere p this To secure d of part do not recei Security: defau (1)Kee writing. get a refun t nonpayment, ge: If you ises in paym ent. so, I can NO.: Late Char n abou $ all prom sched uled . If I do ds.

STOCK put....... informatio % of the er to........

I owe early yment refun ment for deal........ the ........ and prepa pay all that refer to this docu Ask........ rce. ........ nt: I can uled date, I will ...............

DATE: to enfo Prepayme l Information: e the sched cult........

REDITOR: diffi........ full befor are........

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FINANCE : Spo VIN NUMB ces) ken ADDRESS any requi servi ................

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(Optional) (St. & No.): Gross trade see Line to License NUMBER ........ ........ ........

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316 bpc #24-4

feature It’s Still All Fun and Games: How to

Use Gamification at Your Dealership

by Brent Wees

FEATURED PRESENTER

W

hile gamification seems to be an emerging term in the automotive vertical, it’s been a stable marketing tactic in others for years now. We’ve seen it in social media, different location based apps on our phones, in training software... Did you know you’ve probably engaged in some sort of gamification at your dealership before? Sure you have. Pop a balloon; spin to win extra dollars in the showroom; dealers have employed gamification for years. The tactics are easy to execute, but as we see more consumers spend more time online researching their next purchase, we should look to take that gamification online.

There are numerous automotive marketing vendors that offer tools to easily execute this on your dealership’s website. Those stores that have been early adopters possess

a new found strategy to convert website visitors into qualified leads. Low cost and speed to market have also made this an appealing tactic for North American dealers.

If you find that your dealership is looking to employ gamification into your marketing mix, there are some simple best practices you will want to review with your staff and your vendors prior to launching.

1

Know your business goals. Your marketing strategies need to align with your dealership’s business goals. If you employ gamification as part of that strategy it has to align as well. Gamification isn’t just to make your website content more interesting, you need to define clear cut results and goals to measure whether or not your efforts were successful.

GARAGE LIABILITY WAYMER & ASSOCIATES

TIADA texas independent automobile dealers association

(Black & White with gray gradient)

TIADA texas independent automobile dealers association

1-800-447-5152 June 2016

T e x a s

D e a l e r

Proud Member for over 20 years

39

2

Make scoring and winning straight forward. In an article pub-

lished by Kevin McSpadden (http:// time.com/3858309/attention-spansgoldfish/), it’s communicated that our average attention span is now 8 seconds — 1 second less than a goldfish! Therefore, on site gamification need not be complex or intricate. Make sure the mechanics of your game(s) are easy to understand and furthermore, easy to play.

If you’re using skill based gaming,

ensure you allow the visitor to have every opportunity to improve or “level up” without too many hurdles. Keep the playing time short, ensure that the visitor is rewarded quickly and directed to the content you really want them engaging in.

3

Apply the K.I.S.S rule — Keep parameters simple. Make sure the

core rules aren’t so complicated or lengthy that they interfere with the goals of the business needs. They

don’t need to read War & Peace before engaging with a simple Instant Win mechanism. If extra information or explanations of the rules need to be communicated you can always offer that content to site visitors if they choose to review through additional linking.

4

Think about your prizing. Many vendors

have shown us how they can increase test drives or other appointment based exercises by giving away gift cards or certificates for business other than the dealership (ex iTunes giftcard). While I’m absolutely for incenting a customer to do business at your dealership, I’d rather give away items that impact the store’s bottom line. Doesn’t it make more sense to add dollars or discounts against products/services at your store instead of sending potential customers to the local movie theatre or to shop online elsewhere? I think it does.

5

Measure everything.

Measurement of not just the ROI but of the customer’s behavior are paramount. Ensure that every aspect of your visitor’s experience can be measured in order to gain deeper learning to evolve your tactics. It’s great that your campaign drove the right business into the store in the form of leads or prize fulfillment but where else can we gain additional information? If you can include surveying and page tracking into your environments there is valuable behavior insights that can be leveraged moving forward in your marketing planning.

Keeping your efforts aligned with these simple guidelines will ensure you are building the right foundation on which gamification strategies will thrive. Remember to keep your execution simple, your measurements tight and your dealership will begin to see the fruits of its labour!

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feature

It’s Open Season on .Cars, .Auto and Other Premium Domain Names

by PJ Christie

Search Engine Specialist, Makes Media

I

f you’ve ever had a difficult time finding a memorable “dot com” domain name for your dealership, you’re not alone.

Many businesses struggle to find domain names.

According to the Domain Name Industry Brief (https:// www.verisign.com/assets/domain-name-report-april2016. pdf) published by Verisign, Inc. at the end of last year, 314 million domain names have been registered worldwide. That’s a lot of competition.

Fortunately for car dealerships, domain names specific to the auto industry — .car, .cars, and .auto — became publicly available for the first time in January of this year when a joint venture between two domain name registry companies went public.

Car dealerships now have more flexibility to find a great domain name for their business, and with options comes opportunity. Here’s everything you need to know about the new top-level domain names for your auto business.

What Are TLDs?

The phrase “top-level domain,” or TLD, is commonly used to refer to the suffix that follows the last “dot” (.) in a domain name. For example, in Google.com, the TLD is “.com”— pronounced “dot com”.

The organization that governs TLDs is called the Internet Corporation for Assigned Names and Numbers,

or ICANN (“I can”). Since 2000, ICANN has periodically released new TLDs, such as .info and .biz.

Due to the recognizability of .com, .net, and .org, however, alternative TLDs have been slow to catch on with consumers in general.

In 2012, ICANN held applications for new generic TLD names. Shortly after that application window closed, hundreds of new TLDs began to hit the web — this time in style.

Alternative TLDs Are Gaining Traction

There are now about 1,000 TLDs available to consumers, and public perception is shifting. Instead of blank stares and “dot what?” reactions, consumers are getting used to typing something other than .com at the end of the domain name.

I know I am. It helps that with the introduction of new TLDs, domain names, in general, can be much shorter.

Consider MikeSmithPhotography.com is longer than MikeSmith.photography.

Recently, the ever popular .me has become common for personal websites. Giant internet companies even have their own TLDs (try visiting domains.google). Other fun examples of new TLDs with mainstream appeal include home. barclays, sierra.finance, toureiffel.paris, and scratchtown.beer.

Automotive TLDs, however, only recently entered the market. The “sunrise” and early access period allowed OEMs,

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June 2016

trademarked brands, dealerships, and vendors to secure their domains early. That window closed on January 20th, 2016.

Today, anyone can register a domain name with the TLD .car, .cars, and .auto for their business.

Pro: It’s Unique and Memorable

Scholfield Hyundai Buick GMC is comprised of three dealerships in Wichita, KS. As part of the early access registration period, the company reserved the Wichita.cars domain name.

This was a smart move, because according to Google’s Keyword Planner, a free tool provided by the search giant for marketers to gain insight into search data, there are about 70,000 searches per month for the phrase “wichita cars.” On April 5th, the .Cars Domains Twitter account wrote (https://twitter.com/cars/status/717516146056933376) that the company’s website was the third Google search result for the highly competitive search phrase “wichita cars.”

When I searched at the time of writing this article, Wichita.cars had moved up to second.

If you approach it strategically, you may be able to collect dividends on the marketing results by securing your company’s name, tagline, or dealership location.

Con: Premium Domain Names Cost More

What if your dealership were also located in Wichita, but Schofield had already secured the domain name you were

hoping to acquire? If you don’t see a good alternative, you’re back to square one. In this case, it pays to be early to the party.

You also have to think of premium domain names like an investment in your marketing spend. A new name with a .car, .cars, or, .auto TLD will probably cost between $2,000 and $3,000 each.

An investment in a premium domain name has to be considered like any other business decision for your dealership. You have to decide if it’s worth the investment.

If you’re just starting out, you may be tempted to get a wordier but cheaper domain name to start. On the other hand, if your dealership has an established reputation, or you offer luxury vehicles, the shorter, trendy domain name is likely to give you a marketing edge over the competition.

Check Your Name’s Availability Online

XYZ and Uniregistry maintain a website at Go.cars where you can read more about the new TLDs, view a showcase of featured websites, and search for your own domain name. When you’re ready to purchase, they give you a few choices of reliable registrars.

Frequently Asked Questions About New TLDs: Before you take off on your search, gird yourself with these answers to a few common questions about the new TLDs:

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How do I avoid scammers?

Only buy a domain name from a reliable registrar. A full list of registrars that sell the .car, .cars and .auto domains is available at nic. cars/registrars.

Upcoming Events

Should I buy up similar domain names?

TIADA DEALER ACADEMY

It wouldn’t hurt, if you can afford it. After a decade in the search marketing space, I know how common domain name disputes are. But these domain names aren’t cheap, so make sure you not only can recoup your investment, but maintain the registrations over the long haul.

June 2016 6 Keeping Your Dealership

How do I know what domain names are valuable from an search-engine optimization (SEO) perspective?

Register online at www.txiada.org

Legal and Compliant Tyler, TX

22 Better Buy Here Pay Here Financials Houston, TX OTHER TIADA EVENTS July 2016 24 TIADA Board of Directors Meeting San Antonio, TX

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Conference and Expo J.W. Marriott Hill Country Resort and Spa San Antonio, TX

Google provides free keyword research tools, such as Google Keyword Planner. Other tools to evaluate your web strategy are out there, but we always recommend that you consult with a search

Invest in Your Customers’ First Impressions

Be aware of how your customers interact with your dealership online. As the world adapts to searching for cars on the internet — increasingly on mobile devices — the landscape of automotive sales changes. For an increasing number of customers, the domain name and the website it leads to are step number one in the car-buying journey.

If you’re ready to give your customers a great first impression, invest in a premium, search-optimized automotive TLD right now.

Makes Media is a full service marketing agency that specializes in automotive.

Makes Media serves as Digital Strategy Consultant to TIADA. Go to www. makesmedia.com or email us directly at info@makesmedia.com for more info.

resource guide The TIADA Website:

www.txiada.org Members can log in with their username/password and access our Dealer Member Directory, Legislative Action Center, Legal Consultation Service and much more. Register for all upcoming TIADA events online at the Calendar of Events; access our online membership application; find contact information for all our Local Chapters, and find many additional resources at our Knowledge Base.

Texas Department of Motor Vehicles 888.368.4689 www.txdmv.gov Office of Consumer Credit Commissioner 800.538.1579 www.occc.state.tx.us

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marketing professional for important business decisions like this.

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

REPOSSESSIONS

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

FORMS

Burrell Printing 800.252.9154 www.burrellprinting.com

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Please Welcome Our Newest TIADA Members Capitol Auto Sales Gabriel Ventura 1702 E. Irving Blvd Irving, TX 75060

DEALER MEMBERS 2 Amigo Auto Sales Mohammad Neck 3112 E. Abram St Arlington, TX 76040

Carisma Carlos Charlie Acosta Jr. 840 Valley Lane Kennedale, TX 76060

A Cars One Faraz Ayatollahi 2820 Lady Birds Dallas, TX 75220 Abram Trading Corporation Said Abu-Anbar 700 E. Division St Arlington, TX 76011 ACE Motor Group, LLC Hani Saadalla 3312 NE 28th Street Fort Worth, TX 76111 All City Auto Sales, Inc Hamid Mashriqi 3112 E. Abram Street, Suite 130 Arlington, TX 76010 Amazing Investments Ray Shahsiah 7300 Ambassador Row Dallas, TX 75247 Ausbrooks Cars Paul Ausbrooks 407 E. 6th Okmulgee, OK 74447 Auto Haus Imports Samir Juma 2034 W. Main St. Grand Prairie, TX 75050 Auto SATX Matthew Ranjbar 1836 Jackson Keller San Antonio, TX 78213 Auto Web Expo, Inc Morrison Hassan Rahmanian 11106 Morrison Ln Dallas, TX 75229 Best Car Auto Service Inc. Mustafa Taksh 7407 Harry Hines Dallas, TX 75235 Best Value Autos Chukwudi David Isimokweye 110 W. Randol Mill Rd, Suite 203 Arlington, TX 76011 Big Planet Auto Sales David Kuminga 1816 E. Abram Street Arlington, TX 76010 Burdick Auto Group Kelly Franklin 3904 Sheppard Access Road Wichita Falls, TX 76306 June 2016

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Carshow Francisco Solis 3113 Gateway West El Paso, TX 79903 Clement’s Auto Sales Guillermo Clemente 3616 NE 28th Street Fort Worth, TX 76111 Dallas Autos Direct Hadi Bayatneh 3228 Skylane Dr Dallas, TX 75006 Destin Motors Omid Ismail 3424 E. 14th St Plano, TX 75074 Direct First Cars Union Razvan Tovi 4123 Forest Lane Garland, TX 75042 Drive ASAP Auto Sales, LLC Todd Regan 10 N Caddo St. #166 Cleburne, TX 76031 El Paso Auto Sales Carmen Flores-Griffin 6917 Katherine Court Fort Worth, TX 76118 Fidelity Financial Bobby Alavi PO Box 251671 Plano, TX 75025 Fort Worth Fleet & Sales Leo Vargas 3216 Deaton Ave Fort Worth, TX 76106 G & S Sales Co. Gene Clarke 4405 Vista Meadows Dr. Keller, TX 76244 General Auto Acceptance Hani Saadalla 3320 NE 28th Street Fort Worth, TX 76111 Green Light Auto Sales, Inc Bill Plaster 701 S. Buckner Blvd Dallas, TX 75217 International Auto Sales Bresk Tovi 2009 S Garland Ave Garland, TX 75042

J and J Auto Group Mohammad Johar 11311 Harry Hines Blvd, 404A Dallas, TX 75229 JBS Auto Sales LLC Hector Clemente 4720 E. Belknap Fort Worth, TX 76117 K1 Auto Keyvan Moslemi 4607 Enchanted Bay Blvd.

Arlington, TX 76016 Legend Auto, Inc Hassan Rahmanian 4472 W Plano Pkwy Plano, TX 75093 M & B Auto Financial Moris Benavides 2514 Cartwright Street Dallas, TX 75212 Must Auto Group Jawad Ali 800 Fulgham Rd, Ste 6 Plano, TX 75093 Next Vision Unit Brokers Brian Williams 9978 Monroe Drive #301 Dallas, TX 75220 Oliver Auto Sales Inc Joel Oliver 12071 Garland Road Dallas, TX 75218 Parkland Auto Inc Said Abu-Anbar 700 E. Division St Arlington, TX 76011 Pitre-V Auto Robert Pitre 2642 S. Harwood Dallas, TX 75215 Prestige Lopez Auto Group, LLC – Branch Eric Lopez 3603 N. Veterans Blvd Pharr, TX 78577 Revshare Auto Sales Steve Pace 1600 East Hwy 290, Suite 200 Dripping Springs, TX 78620 Safar Motor Group Don Safar 124 Rose Lane Suite 103 Frisco, TX 75034 Sam’s Discount Autos Sam Aldaas 3301 E. Division St Arlington, TX 76011 Save Auto Sales, LLC Armando De La Cruz 3804 SW Freeway Fort Worth, TX 76112

Shak’s Auto Sales Khaled Obaid 801 NW 28th Street Fort Worth, TX 76164 Special Touch II Auto Sales Edward Andrews 8259 Camp Bowie West Fort Worth, TX 76116 Sport Motor Cars Hamid Massoudi 2560 Joe Field Rd Dallas, TX 75229 Texas Auto LLC Rawshanu Khan 770 E. Irving Blvd Irving, TX 75060 Texas Best Truck and Equipment Juan Marquez 7914 Mansfield Hwy Kennedale, TX 76060 Texas Pre-Owned Auto Group Mahmood Akhtar 415 N. Greenville Ave Richardson, TX 75081 Tovi Motors Rizgar Tovi 1308 S. McDonald Mckinney, TX 75069 Unique Auto Sale LLC Guillermo Lueveno 2501 E Belknap St. Fort Worth, TX 76111 Vector Automotive Justin Stores 2540 E. Plano Parkway, Ste 188 Plano, TX 75074 Yates Auto, Inc. Clint Yates 2101 Jacksboro Hwy Fort Worth, TX 76114 ASSOCIATE MEMBERS 5miles LLC Rick Cantu 8150 N Central Expy Ste M2020 Dallas, TX 75206 Four Kicks Marketing Andrew Street 8830 Business Park Drive Ste 800 Austin, TX 78759 Selly Automotive Zach Klempf 1405 Huntington Ave #305 South San Francisco, CA 94080 45

behind the wheel

by Jeff

Martin

TIADA EXECUTIVE DIRECTOR

Chairman of the Board Phil Lathrop

VP Auto Sales, Inc. (Garland)

President

Kathrine Tolsch

CICO Auto Sales (Dallas)

President Elect Greg Zak

The 2017 State Officer Nominees

O

nce a year I meet with the Past Presidents and they nominate candidates for each elected position that make up our board of directors. It’s a great exercise and one I look forward to every year, hearing our past officers of the association and current leaders in the industry talk about the quality of dealers they have to choose from and the rewarding experience of serving their industry. Kudos to everyone who has ever served their association. Every dealer in Texas owes you a debt of gratitude. Below you will find this year’s candidates.

I hope you will join us at the conference on July 24th when we elect our officers and celebrate your leaders.

Vice President Region 1: Paul Scott

Vice President Region 2: Mark Jones

Fiesta Motors (Lubbock)

Mike Carlson Motor Company (Burleson)

Vice President Region 3:

Vice President Region 4:

M.D. Auto Sales (Grand Prairie)

BJ’s Autohaus (Houston)

Dixon Motors (Houston)

Wayne Meagher

Ryan Winkelmann

Secretary

Trey Crouch

Trey Crouch’s Wheels on Credit (McAllen)

Vice President Region 5:

Vice President Region 6:

Texas Auto Center (Austin)

Keetch Motors (Corpus Christi)

Robert Blankenship

Treasurer

Robert Beck

Stop N’Drive Motors (San Antonio)

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Dan Keetch

Vice President at Large:

Vice President at Large:

Mi Tierra Auto Sales (Houston)

Auto Liquidators (Dallas)

Juan Sabillón

Greg Reine T e x a s

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June 2016

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