Texas Dealer, March 2013

VIP Auction Card

State Agency Relations

Vendor Directory

Legal Books

Legal Consultation Service

Annual Conference & Expo

TIADA Day at the Auction

Keeping Your Dealership Legal & Compliant (Seminar)

Member Alert Emails

Texas Dealer Magazine

Local Chapters

www.Txiada.com

Advocacy

NIADA Member Discounts

In This Issue: - Michael W. Dunagan on Spanish Language Forms - Working In Your Business vs. Working On Your Business - Why Customers Hate to be Sold

Send in Your Bracket for a Chance to Win

Legislative Action Center

Dealer 101 (seminar)

$500!

Plus: tiada legislative day

at theCapitol

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281-580-1800 Sale day: Wednesday

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Contact your nearest ADESA location:

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800.548.1121 www.warrantys.com

Volume XIII

2013 TIADA Board of Directors

Issue 3

/

M a r c h 2 013

texasDealer

PRESIDENT Byron Riley/Uncle Buddy’s PreOwned Autos, LTD. 409 North Loop West Houston, TX 77008 Office: 713.869.3405 Email: byron@unclebuddyauto.com CHAIRMAN OF THE BOARD Scott Allen/Auto Land 5925 E. Belknap Haltom City, TX 76117 Office: 817.834.4222 Email: scotta@goodwheelsgooddeals.com PRESIDENT ELECT Michael Thomasson/Mike Carlson Motor Company 264 Exchange St. Burleson, TX 76028 Office: 817.366.9578 Email: mthomasson@mcmcauto.com

/

contents

5

Officers’ Message

9

Why Customers Hate to be Sold

10

Local Chapters

10

2013 Auto Auction Directory & Resource Guide

13

News & Notes

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

15

Board of Directors Meeting Minutes

16

Upcoming Events

VICE PRESIDENT, FORT WORTH (REGION 2) Ahmed Belmeshkan/New Rio Grande Motors 2000 NE 28th Street Fort Worth, TX 76106 Office: 817.740.0801 Email: newriogrande@yahoo.com

19

TIADA Legislative Day at the Capitol

24

On The Cover: March Membership Radness!

SECRETARY Brent Rhodes/Fiesta Motors 5150 Industrial Way Drive Buda, TX 78610 Office: 512.312.2201 Email: brent@fiestamotors.net TREASURER HL Hensley/Automax of Lubbock P.O. Box 5627 Lubbock, TX 79452 Office: 806.744.3533 Email: hl@gospac.com

VICE PRESIDENT, DALLAS (REGION 3) Kathrine Tolsch/CICO Auto Sales 11050 Harry Hines Blvd.

Dallas, TX 75229 Office: 214.352.9282 Email: ktolsch@verizon.net VICE PRESIDENT, HOUSTON (REGION 4) Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 Office: 713.641.0980 Email: ryan.winkelmann@sbcglobal.net VICE PRESIDENT, CENTRAL TEXAS (REGION 5) Sonny Paredez/Discount Auto Center 7203 NW Loop 410 San Antonio, TX 78245 Office: 210.680.5600 Email: sonnyparedez@yahoo.com VICE PRESIDENT, SOUTH TEXAS (REGION 6) Trey Crouch/Trey Crouch’s Wheels On Credit 636 E. Business 83 McAllen TX 78501 Office: 956.972.0700 Email: trey@wheelsoncredit.com VICE PRESIDENT AT LARGE Greg Zak/Dixon Motors 7902 North Freeway Houston, TX 77037 Office: 281.931.1300 Email: gzak@windstream.net VICE PRESIDENT AT LARGE Tommy Gregory/Abilene Used Cars Sales Inc. 497 E.S. 11th Abilene, TX 79602 Office: 325.676.8000 Email: aucsinc@sbcglobal.net TIADA EXECUTIVE DIRECTOR Jeff Martin PO Box 127/Round Rock 78680 Office Hours M-F 8:30am - 4:30pm 800.442.5944 • Fax 512.244.6218 jeff.martin@txiada.com

by Byron Riley, TIADA President

by Stu Schlackman

by Danny Langfield

30 Working IN Your BHPH Business vs. Working ON your BHPH Business

by Mark Dubois 33

Fines & Violations

39

New Members

41

Legal Corner: Should Contracts Be in Spanish?

45

Regulation Matters: Statutes, Rules… and Opinions?

46

Behind the Wheel

by Michael W. Dunagan

by Danny Langfield

by Jeff Martin

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

DID YOU KNOW... you can now register for the 2013 Annual Conference & Expo?

Select the Annual Conference & Expo link and you’ll be taken to TiadaAnnualConference.com, where you can see the Schedule of Events, check out keynote presenters and get registered at the low early bird rates.

The Editor of the Texas Dealer magazine is Danny Langfield, Deputy Executive Director of TIADA. To change your address for subscription and/or for other TIADA products, call the TIADA state office at 800.442.5944, 512.244.6060 or fax 512.244.6218. E-mail: info@txiada.com. New Membership/Subscriptions: If you are a member of TIADA, you may receive this magazine free of charge. Membership year runs from Jan 1 to Dec 31. Back issues are available for $20 each subject to availability. Send a check or money order, along with your name and mailing address to TEXAS DEALER, Attn: Back Issues, P.O. Box 127, Round Rock, TX 78680-0127.

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 Sticking with Social Media

W

hat are you working on? Tax season is well under way and of course you are very busy.

The question is are you busy and being productive? Are you keeping focused on your goals?

Sometimes in the midst of being busy we can lose our focus and get sidetracked. Also, when you are busy you have a tendency to stick with what always works.

Sometimes we need to try something new to improve our business.

Last year I wrote an article on how technology has changed and impacted our business. It seems the major push these days is using more social media in our business. Social media has been with us a few years and some dealers are having very good success with it.

It is another tool for us to use to reach our customers. I have recently tried LinkedIn, advertising on Facebook, and posting more testimonials on YouTube.

Trying new ideas requires us to learn more about a subject and sometimes we ask the question, Where do I start? How can I find more information? A new resource for me has been LinkedIn. Yes, LinkedIn has been around but I did not use it as resource. I do not use LinkedIn for marketing to customers but it is a very good resource tool for articles, connecting with other professionals, and special interest groups. Through LinkedIn I have been able to reconnect with some old friends and industry professionals, read good information and join groups on marketing, leadership, sales, and small business - just to name a few.

I also have recently tried marketing with Facebook and posting more video testimonials on YouTube.

Some results have been good and some not so good.

When I started marketing on Facebook I really did not know what to expect. The first ad I ran only had a few

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by Byron

Riley

Uncle Buddy’s Pre-Owned Autos (Houston) TIADA PRESIDENT

hits and I said, “This Facebook thing ain’t for car dealers.” I still tried again. This time I made some tweaks and got a post that over 25 people saw. Wow! Really rocking and rolling now! Still not working. I tried something different and it got up to over 50 people.

Ok! A 100% growth is real good. Tried again and got to over 100 views and a few phone calls. Next time, it was MLK weekend and I posted a MLK quote on my personal page. Then I said, let me post this as an ad, Uncle Buddy’s saluting civil rights workers. I ran it citywide for only max of $50/day for three days and got over 42,000 views. I was real excited about that!

YouTube is another tool that has been helpful. We try to get testimonials from customers after the sale.

Last year we had over 500 views on our page and this year as of February 22 we have 98 views. We only have 35 videos posted. I have had a few customers who actually say they like the videos and that influenced their decision. Also, our statistics show that over 80% of the views occurred from videos embedded on our site. It gives people a way to connect visually with you and have a level of comfort. I also think we could use it more for informational purposes for customers about us and how we operate. Hopefully I will get this done soon.

I do not think these are things that are going to take you from 25 cars to a 100 cars a month, but regardless of where you are, they can have a positive impact on your business. We must be open minded to ways of improving our business and one of the best ways is to come to the TIADA Annual Conference. This year we will have a round table discussion on social media and how it can work for dealers. You definitely do not want to miss this conference and discussion.

5

TIADA DEALER ACADEMY 2013

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.”

This class is the 2013 version of attorney Michael W. Dunagan’s ongoing quarterly compliance seminar. If you did not attend Mr. Dunagan’s 2011 session “Serious Compliance Issues You Can’t Afford to Ignore,” then you should make plans to attend “Keeping Your Dealership Legal & Compliant.”

This six hour seminar will tackle all the confusing legal and regulatory changes you’ve heard about and provide you with simple, understandable answers you can take back to your dealership: 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?

Red Flags Rule – are we prepared now that enforcement has started?

Consumer Financial Protection Bureau (CFPB) – how might it affect dealers?

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? u OCCC Audits – what are the most common mistakes dealers make? u TxDMV Enforcement – how can we avoid an investigation? u Do we need to change our denial letter? u u u u u u u

PLUS: u Q & A – don’t leave until you get all your questions answered by the top industry expert in Texas, Michael W. Dunagan

Monday, March 25, 2013 San Antonio, Texas

Seminar will be held from 9:00am - 3:30pm DoubleTree by Hilton San Antonio Airport 37 NE Loop 410 (at McCullough) | San Antonio, TX 78216 210.366.2424

Sponsored by:

www.autozoom.com

Discount Pricing for Multiple Attendees!

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

NON-MEMBERS – $299

Frazer Computing, Inc. www.frazer.biz

Register online at w w w . t x i a d a . c o m or by phone at 800.442.5944.

Upcoming seminar dates: May 6, 2013 - Fort Worth Texas Independent Automobile Dealers Association

Collateral Protection Insurance www.cpiai.com

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©2012 Spireon, Inc.

feature Why Customers Hate to be Sold

by Stu Schlackman

Owner, Competitive Excellence; Sales Management Consultant and Speaker

Y

ou’ve heard it many times- customers hate to be sold, but they love to buy. Why is that? Think about it, don’t you despise people telling you what to do or giving you their opinion on what they think you should do? Are you happy or mad when a friend tells you what’s wrong with your golf swing and what adjustments to make? Are they such an expert that their recommendation will hold water? Customers are constantly being swamped by sales people pitching them “the right solution” for their company. Each sale representative is saying the same thing: you should go with us because... is that really what the customer wants to hear?

Let’s look at 3 reasons why customers hate to be sold.

1

They’re tired of being told! Decision mak-

ers are more open to a sales person who asks questions about their needs rather than telling them what they need to do? Yet, surprisingly most sales professionals ask just one or two questions waiting for the first opportunity to go into present mode!

REAL needs - the ones that are attached to the biggest budgets - aren’t close to being fully understood.

The customer’s true issues aren’t evident, yet the sales person goes into tell mode or as we experienced in 3rd grade, “show and tell”. Telling is the same as convincing which is just another synonym for selling. What customers prefer is the advice of an expert consultant that asks pertinent questions about their business.

2

They’ve lost their place as the center of attention — you have taken their place.

Customers want to talk about their goals, aspirations, the future and their own personal goals. When you present prematurely, the focus and priority is no longer

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on the customer but on your need to talk about their solution. The right time to present the solution is when the customer asks for it and not before. The customer will ask you to talk about your solution when you have peaked their interest and they have a desire to hear what you have to offer and not a minute sooner. Your job as a GREAT sales professional is to build curiosity in the mind of the customer so that they want to hear more.

That is why customers enjoy buying. They see the need for your solution and in their own mind they made the decision and feel good about it.

3

No one wants to be pressured.

The last thing anyone needs today is more pressure. We live in a world that puts timeframes on everything. Put yourself in your customers’ shoes - they already have (cont’d on pg. 16) 9

2 013 T I A D A a u t o a u c t i o n

Local Chapters VICTORIA Alan Wilkinson • AW Motors 361.570.2400 alan@awmotors.com Meeting - 1st Monday (Monthly) FORT WORTH Jerry Smith HJ Smith Automobiles 817.282.0102 hjsmithauto@yahoo.com Meeting - 4th Thursday (Monthly) DALLAS COUNTY Kathrine Tolsch • CICO Auto Sales 214.352.9282 ktolsch@verizon.net Meetings every other month HOUSTON Greg Zak • Dixon Motors 281.931.1300 houstoniada@gmail.com Meeting - 2nd Monday (Monthly) WACO-HEART OF TEXAS Bill Miller • Bill Miller Used Cars 254.753.4161 bmillercars@hot.rr.com Meeting - 2nd Monday (Monthly) For more information contact Eddie Massey, Massey Motors 254.753.6661 SAN ANTONIO Sonny Paredez • Discount Auto Center 210.680.5600 sonnyparedez@yahoo.com Meetings quarterly (dates announced at www.txiada.com) EL PASO James Hobson • H -Town Motors 915.564.9797 htownmotors@aol.com Meeting - 3rd Friday (Monthly) AUSTIN Brent Rhodes • Fiesta Motors 512.312.2201 brent@fiestamotors.net Meetings quarterly BEAUMONT Laura Miller-Sattler Sattler Automotive Group 409.866.2987 lsattler@sattlerautomotive.com Meetings quarterly 10

ABILENE CM Company Auctions 2258 S. Treadaway / 79602 325.677.3555 / 866.310.3555 www.cmauctions.com Gregory Chittum, Owner Thursday: 10:00 AM

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

BEAUMONT Beaumont Dealers Auction, Inc. 12151 Highway 90 / 77713 409.866.5677 www.beaumontdealers.com Laura Miller-Sattler, Owner Tuesday: 7 PM Gulf Coast Auto Auction 4450 South 11th Street / 77701 409.840.6000 www.gulfcoastautoauction.com Roger Rashall, General Manager Rocky Rashall Blake Rashall Thursday: 7 PM

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

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

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

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

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

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

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

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

ROCKWALL Lakeside Auto Auction 1810 East I-30 / 75087 972.771.9919 www.lakesideaa.com Pete Conley, Owner Tuesday: 7:00 PM

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

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

2508 HWY 6 / 76705 / 254.755.7713 www.heartoftexasautoauction.com Allan Wichkoski, Owner Kenny Reigert, General Manager Shirley McMillan, Office Manager Thursday: 7 PM

OKLAHOMA CITY, OK Dealers Auto Auction of OKC 1028 S. Portland / Oklahoma City, OK / 73108 405.947.2886 /405.943.8370 (fax) www.daaokc.com Gary Smith, Owner/President/GM John Reininger, Asst. GM Mike Egdahl, F/L Manager Thursdays: 8:30 AM - Consignment Sale INOP Sale held weekly GSA sale held monthly (open to public) Call for info on sale dates and times Every other Tuesday: 10:00 AM - GM Sponsored Factory Sale

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The TIADA Website:

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

Texas Department of Motor Vehicles 888.368.4689 www.txdmv.gov Office of Consumer Credit Commissioner 800.538.1579 www.occc.state.tx.us Texas Comptroller 800.252.1382 www.window.state.tx.us NIADA 800.682.3837 www.niada.com

REPOSSESSIONS

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

FORMS

Burrell Printing 800.252.9154 www.burrellprinting.com

11

Date: Name:

DOB:

Address: City:

State:

Zip:

State:

Zip:

Telephone Number: High School Last Attended: Address: City: Dates of Attendance: Date of Graduation: Other High Schools Attended (Names and Addresses):

College(s) you are attending or plan to attend for admission:

Parents Name(s): TIADA Member Name (Sponsor): TIADA Member Company Name: TIADA Member Address: City:

State:

Zip:

Sponsor Signature

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news & notes

Happenings in the Industry…

compiled by Texas Dealer staff

FTC Action Leads to Shutdown of Texas-based Debt Collector

A

t the request of the Federal Trade Commission, a U.S. district court shut down a Houston-based debt collection operation that allegedly illegally used insults, lies, and false threats to collect on payday loans – including telling a Virginia woman that she would be arrested and jailed for three years, and would lose her disability payments if she did not pay a $980 debt.

The court also froze the operation’s assets, banned the defendants from engaging in debt collection, and appointed a receiver to take control of the business while the FTC moves forward with the case.

In addition to using false threats of arrest and imprisonment, the operation allegedly told some consumers their minor children would be taken into government custody; disclosed debts to family members and military superiors; falsely claimed to work handin-hand with local sheriff ’s offices; and collected bogus late fees and attorneys’ fees, the FTC complaint alleged.

As part of its continuing crackdown on scams that target consumers in financial distress, the FTC filed a complaint against Goldman Schwartz, Inc., three affiliated companies, and three individuals who own or manage them. The operation did business nationwide collecting debts for numerous payday loan companies, including Ace Cash Express, Advance America, Allied Cash Advance, Checkmate, First Cash Advance, and MoneyMart.

The complaint charges the defendants with multiple violations of the FTC Act and the Fair Debt Collection Practices Act, including: falsely representing that Goldman Schwartz is a law firm and owner Gerald Wright is an attorney named Barry Schwartz. falsely claiming that consumers have committed crimes by not paying their debts, will be arrested or jailed, and will lose custody of their minor children. falsely claiming to be affiliated with or work in conjunction with law enforcement agencies.

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arassing and abusing consumers by using obscene h or profane language, calling repeatedly or continuously, and calling late in the evening or early in the morning. a dding unauthorized late fees and attorney’s fees to the amount consumers owe on their debts, and failing to inform consumers of their rights to dispute the debts, have the debts verified, and obtain the names of the original creditors.

The FTC would like to thank the Harris County (Texas) Constable Precinct 5, the Harris County District Attorney’s Office, and the Better Business Bureau of Greater Houston and South Texas for their invaluable assistance in this investigation.

FTC Staff Warns 11 Used Car Dealers for Not Displaying ‘Buyers Guides’

T

he Federal Trade Commission’s Southwest Region Office has warned 11 used car dealerships in Jonesboro, Arkansas, that their sales practices violate the FTC’s Used Car Rule, which requires used car dealers to display a “Buyers Guide” detailing warranty and other important information on the cars they sell.

FTC staff inspections in Jonesboro found that eight dealers failed to display Buyers Guides on almost all used cars offered for sale, and three dealers failed to display the guides on a significant number of used cars. Ten dealers properly displayed the guides on all or nearly all of the used cars offered for sale. The FTC sent warning letters urging the 11 dealers to come into compliance by properly displaying the guides in a clear and conspicuous location on all used cars.

“We are glad to see that a significant number of used car dealers in Jonesboro, Arkansas, are in substantial compliance with the Used Car Rule by properly displaying Buyers Guides on their used cars offered for sale. We believe these Rule requirements are important to consumers in determining to purchase a used car,” said Deanya Kueckelhan, Director of the 13

“We invite all auto auctioneers and ringmen to enter the World Championships.

We will roll out the red carpet for you with some special Texas hospitality.”

Joint statement issued by Tim Adams, Alliance Auto Auction Managing Partner and Paul C. Behr, World Automobile Auctioneer Championship President

FTC’s Southwest Region. “We hope the rest of the Jonesboro’s used car dealerships will be in full compliance shortly.”

The inspections were part of the FTC’s ongoing efforts to enforce the Rule, in conjunction with state and local officials. The FTC has brought more than 80 actions since the Rule took effect in 1985, with civil penalties totaling more than $1 million.

Hundreds of state actions also have been brought to enforce the Rule.

On December 4, 2012, the FTC announced that it is seeking public comment on proposed changes to the Buyers Guide. The FTC is also issuing a final rule that makes technical corrections and revises the Spanish translation of the Guide. The FTC last reviewed and amended the Used Car Rule in 1995.

2013 World Automobile Auctioneers Championship

T

he 2013 World Automobile Auctioneers Championship will be held Friday, April 5, 2013 at 9 am at Alliance Auto Auction – Waco, Texas. This 25th Anniversary will find the best auto auctioneers and ringmen in the world vying for the coveted title of World Champion Automobile Auctioneer, World Champion Automobile Ringman and World Champion Team. Contestants from the United States, Canada and around the world are invited to compete for $12,500 in prize money and the title of “the best in the business.”

This year’s judges include some of the top names in the auto industry and auctioneer profession: Manheim President Sandy Schwartz, ADESA President Tom Caruso, ServNet President Pierre Pons, Jack Neshe President Elect National Auto Auction Assn., Angela Crooke America’s Auto Auction, JJ Dower President National Auctioneers Assn., Mike Jones President United Country, and Mike Tummenillo President Sanford Auto Dealers Exchange Sanford Florida.

Alliance Auto Auction Managing Partner Tim Adams and World Automobile Auctioneer Championship President Paul C. Behr have issued the following joint statement: “We invite all auto auctioneers and ringmen to enter the World Championships. We will roll out the red carpet for you with some special Texas hospitality. AAA regular auction day is Friday and a large consignment of vehicles and a large turnout of buyers and sellers are expected.”

For more information or an entry form about the championship visit www.waacnet.net or call Paul C. Behr at 303/807-1108.

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March 2013

board of directors meeting minutes January 28, 2013 | The Driskill Hotel, Austin, TX

compiled by Texas Dealer staff

At its meeting on Monday, January 28, 2013, TIADA heard reports and took the following actions: President Byron Riley called the meeting to order at 1:30p.m.

Minutes Of Last Meeting

Secretary Brent Rhodes presented the minutes of the last Board of Directors meeting.

A motion was made to accept the minutes.

Moved by Kathrine Tolsch, seconded by Michael Thomasson – Passed

Treasurer’s Report

Treasurer HL Hensley presented the Treasurer’s report.

A motion was made to accept the Treasurer’s report.

Moved by Greg Zak, seconded by Sonny Paredez – Passed Byron Riley presented the president’s report. He recommended that the board ask staff to budget to conduct a formal member survey in FY14, and updated the board on his visits to various Local Chapters.

Jeff Martin presented the Executive Director’s report. He provided an update to the board on the cost and specifics of a key-man insurance policy. He also provided details for the January 29 Lobby Day at the Capitol event.

The board welcomed state representative and past TIADA president Patricia Harless as a special guest.

Representative Harless updated the board on issues facing the legislature this session and visited with board members about various areas of legislative interest to the association.

HL Hensley presented the current budget for FY13.

Deputy Director Danny Langfield updated the board on final membership for 2012 and the current status of member renewal efforts for 2013.

A motion was made to accept the report; to have the committee continue to meet as directed by the board; and to ask staff to continue to work on issues identified in the report, particularly plain language on declarations pages.

Moved by Kathrine Tolsch, seconded by Brent Rhodes - Passed Brent Rhodes gave an update on the TxDMV Licensing Advisory Committee, of which he is a member, reporting on the committee’s efforts pertaining to potential rules on fitness for license and felonies considerations.

Danny Langfield provided a report on the financial involvement of the associate members of TIADA in FY2012.

Old Business None.

New Business

A motion was made to direct the association to acquire and maintain a key man insurance policy for the executive director in the amount of $150,000, unless otherwise directed by the board.

Moved by Greg Zak, seconded by Kathrine Tolsch – Passed A motion was made to adjourn the meeting.

Moved by Brent Rhodes, seconded by Kathrine Tolsch – Passed Meeting adjourned at 5:47p.m.

Respectfully submitted, Brent Rhodes, 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.

Committee Chair Tommy Gregory presented the Ad Hoc Insurance Committee report.

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15

Why Customers Hate to be Sold (cont’d from pg. 9)

Upcoming Events TIADA DEALER ACADEMY

OTHER TIADA EVENTS

March 2013 25 Keeping Your Dealership

April 2013 22 TIADA Board of Directors Meeting

Legal & Compliant DoubleTree by Hilton San Antonio Airport 37 NE Loop 410 (at McCullough) San Antonio, TX 78216 210.366.2424 Online registration available at www.txiada.com

April 2013 15 Solving the BHPH Puzzle

& Repossessions: What You Need to Know Crowne Plaza - Houston Northwest 12801 Northwest Frwy / Houston, TX 77040 713.462.9977 Online registration available at www.txiada.com

29 Dealer 101: Nobody Told Me That!

Crowne Plaza - Houston Northwest 12801 Northwest Frwy / Houston, TX 77040 713.462.9977 Online registration available at www.txiada.com

Austin, TX

July 2013 28-31 TIADA Annual

Conference & Expo Hyatt Hill Country Resort & Spa 9800 Hyatt Resort Drive San Antonio, TX 78251 210.647.1234 Online registration available at www.TiadaAnnualConference.com

28 TIADA Board of Directors Meeting San Antonio, TX (In conjunction with the Annual Conference & Expo)

30 TIADA House of Delegates Meeting San Antonio, TX (In conjunction with the Annual Conference & Expo)

enough pressure put on them from their own company to get things done, meet goals and objectives and of course meet every deadline.

Customers want to buy on their timeline not yours. Think of all the sales incentives that start with, if you make a decision by the end of this month, we will give you...

Incentives are attractive only when the customer is ready to make a decision. Would you buy a product or service for half price if you didn’t need it? Neither would I. As you think about the ways to be a more effective sales professional, remember to ask - don’t tell OR sell. Make inquiries and keep the focus on your customer.

The most successful sales professionals always focus on the needs of their customer. This puts them at the center of attention.

When they feel valued for the information they share and you work to craft the right solution at the right time, they don’t feel pressured but instead, curious to find out more about you and your solution. Remember sales is all about building relationships and relationships are built by developing trust. Avoiding typical selling and telling will help both you and your customers succeed.

May 2013 6 Keeping Your Dealership

Legal & Compliant Norris Conference Center / Sundance Square 304 Houston Street / Fort Worth, TX 76102 817.289.2400 Online registration available at www.txiada.com

June 2013 17 Dealer 101: Nobody Told Me That!

DoubleTree Dallas Market Center 2015 Market Center Blvd. / Dallas, TX 75207 214.741.7481 Online registration available at www.txiada.com 16

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feature TIADA Legislative Day at the Capitol

by Danny Langfield

TIADA Deputy Director

A

lmost 40 dealers descended upon the state capitol in Austin on Tuesday, January 29 for the 2013 TIADA Legislative Day at the Capitol. The event was a continuation of the association’s grassroots lobbying efforts with the goal of ensuring the voice of the independent dealers of Texas continues to be heard loud and clear.

“It was an enlightening experience to visit the

Texas capitol and meet with legislators and lobbyists,” said Ahmed Belmeshkan of New Rio Grande Motors in Fort Worth. “It made me realize the amount of work these type of events demand. More so, it shows me the great effort the association makes on behalf of the industry. I was tired after just a couple of hours!”

At Legislative Day, small groups of 2-4 dealers from specific geographical areas go around the capitol and meet with legislators that represent them. This effort is part of the year-round advocacy effort that includes calling on some of these same legislators in their home (cont’d on pg. 22}

(l to r): Texas Quality Dealer of the Year (2004) Juan Sabillon; Christina Sabillon; Sen. John Whitmire March 2013

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(l to r): TIADA Past President (2006) Mark Brown; Rep. Doug Miller; Mike Charman 19

(l to r): John Freeman; Rep. Wayne Smith; Texas Quality Dealer of the Year (2011) Greg Zak; Michael Zak

(l to r): Jonathon Roberts; Rep. Angie Chen Button; TIADA Past President (1990) and Texas Quality Dealer of the Year (1996; 2008) Jim Campbell; TIADA Past President (2011) Chris Knox

(l to r): TIADA President Elect Michael Thomasson; TIADA President Byron Riley; Rep. Larry Phillips

(l to r): Butch Cornelius; Ahmed Belmeshkan; TIADA Past President (2012); and National Quality Dealer of the Year (2011) Scott Allen; Jerry McDonald & Jeff Martin on the steps of the Capitol

(l to r): TIADA Past President (2011) Chris Knox; Sen. Robert Deuell; Jonathon Roberts (l to r): TIADA President Byron Riley; TIADA general counsel Mike Dunagan; Greg Phea; Robert Beck

(l to r): Kevin Mims; Jose Gonzales; Sen. John Carona; Texas Quality Dealer of the Year (2009) Phil Lathrop; Texas Quality Dealer of the Year (2012) Kathrine Tolsch; TIADA Past President (1990) and Texas Quality Dealer of the Year (1996; 2008) Jim Campbell

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(l to r): TIADA Past President (2006) Mark Brown; Rep. John Kuempel; Mike Charman T e x a s

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TIADA President Byron Riley and 2011 Texas Quality Dealer of the Year (and Houston IADA President) Greg Zak

legislative bulletin

Updates

on Legislation TIADA is Tracking SB 298 Estes

This bill would exempt from the definition of “tow truck� a motor vehicle used to tow a vehicle belonging to the owner of the motor vehicle.

Rep. Patricia Harless (TIADA Past President (2002); Texas Quality Dealer of the Year (1999)) recognizes the TIADA members in attendance from the floor of the House of Representatives

HB 759 Toth

This bill is proposing the elimination of the Texas Blue Law as it applies to dealerships.

HB 557 Gonzalez

This bill would require that Texas vehicles only display one license plate, in the rear plate holder.

HB 949

This bill would require insurance policies to include a provision that would provide coverage for a new or replacement vehicle for up to 30 days after purchase.

(l to r): Rep. Craig Eiland and Trey Crouch

March 2013

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Your best source of up-to-theminute information on legislative issues that will affect your industry is the Legislative Action Center, found under Advocacy at the TIADA website, www.txiada.com.

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(l to r): Rep. Diane Patrick; Wayne Meagher; TIADA President Elect Michael Thomasson

districts and having them as guests at local chapter meetings.

“I met with Rep. Armando Walle.

He is the rep in the district where my dealership is located. He knew of my dealership and certainly relates to our customer base,” said Greg Zak of Dixon Motors in Houston.

22

“Armando saw the impact we have on the community and the role that we play. I invited him out to a HIADA meeting and he was very interested in coming.”

Legislative Day provides the opportunity for the association to continue to foster existing

relationships with legislators while also allowing TIADA to forge new relationships with those representatives and senators new to the capitol. With nearly 40 dealers participating, the association was also able to identify some new contacts dealers had with legislators that TIADA was previously unaware of.

“Sen. John Carona made mention that many groups come when they have a big issue and then disappear,” stated Kathrine Tolsch of CICO Auto Sales in Dallas. “He recognizes and appreciates that we maintain a presence even if there is no hot issue or legislation. He believes it shows we are interested in good government.”

Mark Brown of Red Carpet Auto Sales in Seguin added, “Seeing Rep. Miller and meeting Rep. John Keumpel from Seguin were my highlights, as I really think if we or they have an issue, that they can call us and we can call on them as well.”

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SPARTAN FINANCIAL PARTNERS. BETTER THAN A BANK for BHPH.

“Spartan Financial does it all.

They do my line of credit AND they buy my contracts.

So it takes days, not weeks, to sell my portfolio. Best of all, they treat my customers as great as I do.”

Ron Janbash Before we started our line of credit with Spartan Financial, we would have to go to a completely different company when we wanted to sell our contracts. We had to start from scratch with diligence and they would want to call every customer to inspect the deal. Not only did it take a long time, but it spooked our customers.

Spartan Financial is totally different. They do our line of credit and buy our contracts, so when I get ready to sell, they have all the information in house. No hassle. No waiting.

I have quick and easy access to cash in days, not weeks. And best of all, they treat my customers as great as I do.

They have a deep understanding of the BHPH business and can relate to the dealers. That comes through in everything they do. I would call them a friend as well as a great company.

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Dealer 101 (seminar)

Legislative Action Center

Advocacy

DEALERSHIP/BUSINESS:

www.Txiada.com

Local Chapters

NIADA Member Discounts

Texas Dealer Magazine

Member Alert Emails

YOUR NAME:

Keeping Your Dealership Legal & Compliant (Seminar)

TIADA Day at the Auction

$500!

Annual Conference & Expo

Legal Consultation Service

Enter to Win

Legal Books

Vendor Directory

TIEBREAKER: How many phone calls will the TIADA state office receive in the month of March? _____________

State Agency Relations

VIP Auction Card

round two, 4 points for round three and 8 points for the championship. Fax your completed bracket to 512.244.6218 or scan and email to info@txiada.com. Deadline for entry is Thursday, March 21. Complete results and winner will be published in the April issue of the Texas Dealer.

HOW TO ENTER: Select the benefit you believe is most valuable in each matchup. The benefit chosen by the most members in each matchup will advance. 1 point will be awarded for each correct pick in round one, 2 points for

Dealer 101 (seminar) – in just one year this upstart has pushed its way into the best benefit mix; can such a newbie make some noise in the tournament?

the bills of interest to your industry.

Legislative Action Center – this members-only section of the TIADA website is the only place to track

dealer member directory, this benefit creates matchup problems for anybody.

www.Txiada.com – a tried and true benefit, deep and experienced. From the online magazine to the

Could this be its year?

Texas Dealer Magazine – our monthly magazine, like Kentucky or Kansas, is a perennial power.

Keeping Your Dealership Legal & Compliant (seminar) – Mike Dunagan’s quarterly compliance class is a legit contender. Members save $150 over the non-member price…that’s a compelling storyline.

event, and poised for even bigger things in 2013…

Legal Books – the latest editions of Mike Dunagan’s Repo and Dealer Financing books are out, so this benefit may have the weapons to make a deep run.

Annual Conference & Expo – this longshot is playing its best at the right time – 192 dealers at the 2012

State Agency Relations – like they say, it’s all who you know. TIADA represents your interests with TxDMV, OCCC and all the other agencies that regulate your business in Texas.

tough benefit to stack up against.

NIADA Member Discounts – from 20% off at FedEx Office to payment processing discounts, real-life, real dollar savings makes for a

benefit as an early favorite to win it all.

Local Chapters – our 9 local chapters provide great support to the members in their area. Will that regional support be enough to get them a win?

Advocacy – TIADA is the only entity representing and protecting your interests at the state capitol. Some prognosticators have this unique

know?

Member Alert Emails – keeping you up-to-date with the latest on changes in the law and agency interpretations. If TIADA didn’t tell you, how would you

tough matchup.

TIADA Day at the Auction – members get free swag and additional buy fee discounts when TIADA is at the auction, but this benefit admittedly has a

and compliance questions about the industry – hard to argue with that value.

VIP Auction Card - $200 off a buy/sell fee at 39 auctions across the state? This benefit figures to have a look at a Final 4 appearance.

Vendor Directory – printed annually in the magazine and available online anytime, this is a solid benefit with a tough first round draw.

Legal Consultation Service – here we have another benefit with a solid shot at the Final 4. Free, unlimited answers to all your legal

March 2013

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2013 TIADA ANNUAL CONFERENCE & EXPO July 28-31 San Antonio, Texas ANNUAL CONFERENCE REGISTRATION

{ Online Registration NOW AVAILABLE at www.tiadaannualconference.com } Please complete this form and return it with payment in full to: TIADA / P.O. Box 127 / Round Rock, TX 78680-0127.

If paying by credit card, please fax this form to 512.244.6218.

PLEASE PRINT OR TYPE NAME

NAME ON BADGE

COMPANY NAME

PHONE

EMAIL

FAX

MAILING ADDRESS CITY

STATE

ZIP

SPOUSE / GUEST / CHILD NAME

SPOUSE / GUEST / CHILD NAME

SPOUSE / GUEST / CHILD NAME

SPOUSE / GUEST / CHILD NAME

Dealer Member Pricing

Payment Information

EARLY BIRD MEMBER REGISTRATION (on or before 6/28) 1st Registrant $495 = $______

CHECK APPROPRIATE PAYMENT METHOD: Enclosed is my check for $________ made payable to TIADA.

2nd Registrant

TIADA is hereby authorized to execute payment to the following credit card:

3rd & additional Registrants

$395

= $______

______ x $295

= $______

STANDARD MEMBER REGISTRATION (after 6/28) 1st Registrant

$595

= $______

2nd Registrant

$495

= $______

3rd & additional Registrants

______ x $395

= $______

OTHER Non-member Registration Family Members / Guests

______ x $795 ______ x $75

= $______ = $______

______ x $0 SUB-TOTAL

= $______ = $______

(include children 10 and older)

Children Under 10

Ticketed Events Presidential Awards Dinner ______ x $0 Presidential Awards Dinner(under 10) ______ x $0 Farewell Breakfast (Wed. 7/31) ______ x $0 GRAND TOTAL

= $______ = $______ = $______ = $ __________

r FIRST TIME ATTENDEE Due to contractual obligations, no refunds will be given for any reason after July 13, 2012.

For special meal requirements, please contact TIADA.

r AmEx r Discover

r Visa

r MC

NAME ON CARD BILLING ADDRESS CITY

STATE

ZIP

SIGNATURE CREDIT CARD NUMBER

EXP DATE

HOtEL AccOmmOdAtIONs:

The Hyatt Regency Hill Country Resort has discounted rooms available at $159/night/tax for TIADA Conference attendees. Please contact the hotel directly for room reservations:

Hyatt Regency Hill Country Resort 9800 Hyatt Resort Drive / San Antonio, TX 78251 Room Reservations: 888.421.1442

Rooms must be reserved on or before June 28 in order to secure the special rate.

Thank You to Our Current Sponsors

Platinum

Gold

Silver

Bronze PLUS and Bronze

Alliance Inspection Management n Auction123.com n AUL Corp. n Automotive Finance Corporation (AFC) n AutoRevo AutoZoom n Berkshire Risk Services n Cadence Insurance n CARFAX n CARS Protection Plus n Chase Auto Finance Excel Finance Co. n Floorplan Xpress LLC n ION-GPS n Lane Gorman Trubitt PLLC n McNutt Automotive Logistics Mullen Insurance Agency, Inc. n PassTime n Shilson, Goldberg, Cheung & Associates, LLP n Sigma Payment Processing Strategic Dealer Services n United Acceptance Inc. n Westlake Financial Services

Specialty Sponsors

ACE Morning News: Collateral Protection Insurance Agency Hotel Key Card: ADESA, Inc. n Lanyard: AutoStar Solutions, Inc. Sponsorship & Exhibiting Opportunities Are Still Available. CONTACT: Patty Huber patty.huber@txiada.com / 512.310.9795 March 2013

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feature Working IN Your BHPH Business vs.

Working ON your BHPH Business

by Mark Dubois

Director, BHPH Performance 20 Groups Performance Incorporated

{Editor’s Note: Mark will be the speaker at the TIADA seminar, “Solving the BHPH Puzzle” to be held April 15 in Houston. Mark will also be a featured presenter at the 2013 TIADA Annual Conference & Expo.}

I

t’s time for a reality check! As a Buy Here Pay Here dealer, you know there are a “truck load” of things you need to accomplish every week, just to keep your business going. Just finding and buying vehicle inventory can be a full time job in itself. Then there is the job of evaluating and approving new finance contracts to grow your account base. With each finance contract that is approved the activity of your collection department increases. That activity includes taking payments, keeping track of delinquent customers, tracking down skips, and then finding and repossessing vehicles when you determine the customer isn’t prepared to work with you to bring their account current. In addition there is the administration side of the business. You must devote some time to tag and title work, and verifying insurance coverage when you receive those annoying notices from insurance companies. In between all of those tasks you still need to find time to manage an advertising campaign, hire and train staff, manage vehicle reconditioning and maintain the lot. You may have staff to do some or all of these tasks, but at the end of the day as the owner of the business it’s your money on the street. One of my favorite expressions is that Buy Here Pay Here dealers operate their business with their “bare hands.” Many Buy Here Pay Here stores operate with minimal staff and divide large workloads between only a few people. In many cases the owner of the business is responsible for buying the vehicle inventory in addition to doing many of the other tasks associated with running the business on a day to day basis.

The question you need to stop and ask yourself is; “are you too busy working IN your business, instead of working ON your business?”

It’s an easy trap to

30

fall into. If you’re not monitoring critical areas of your business on a regular basis, your business can encounter serious problems before you even know it. One example of this is the increased cost of buying vehicle inventory. The January 2013 issue of the NADA Used Car Guide Industry Update reported that “for 2012, used vehicle prices for vehicles up to eight years in age have increased an average of 32% since 2008.” That means a vehicle you bought for $4,000 just 4 years ago will now cost $5,280. At a sales rate of 25 vehicles per month you would need an additional $384,000 to buy the same amount of inventory. Did you see that coming? Do you have a game plan to finance the increasing cost of inventory? Do you have access to the additional capital you need to fund the higher cost of inventory?

With the continued rising cost of vehicle inventory, finding the additional capital you require may present a challenge. To position yourself to get additional capital, funding companies will want you to document the historical performance of your BHPH portfolio. This means being able to demonstrate the performance of your portfolio in key areas such principal payments, delinquency, charge offs, recovered loss and other key metrics associated with your portfolio. Another important component to qualifying for capital is to demonstrate how your portfolio has performed when compared to other BHPH portfolios of similar size.

One of the smartest ways to monitor your Buy Here Pay Here business and understand how your business is performing is to join a BHPH “20 Group”. BHPH 20 Groups are comprised of non-competing BHPH dealerships from across the country that analyze and (cont’d on pg. 39)

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March 2013

We’re hiring your new F&I manager.

Find out when they start.

Visit newFandImanager.com

Protective Asset Protection has been serving auto dealers of all sizes for 50 years. We know your job is tough – that’s why we’re in the process of getting you some help with your finance and insurance solutions. So, be on the lookout for your new addition. We’ll be making the big announcement soon.

Protect Tomorrow. Embrace Today.™ Vehicle Service Contracts I GAP Coverage I Credit Insurance I Lifetime Engine Warranty Limited Warranty I Dealer Participation Programs I F&I Training I Advanced F&I Technology

Contact Protective’s Texas representative, Steve Chandler at 866 927 2910 A “National Corporate Partner” has met stringent NIADA criteria demonstrating that it can provide valuable products and services to NIADA members. No legal partnership has been created by the granting of this status, but NIADA does receive compensation from Protective. Lifetime Engine Warranty, Limited Warranty, Vehicle Service Contracts (VSCs) and GAP are backed by Lyndon Property Insurance Company in all states except NY. In NY, VSCs are backed by Old Republic Insurance Company. GAP, Lifetime Engine Warranty and Limited Warranty are not available in NY. 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.

Better Business Through Superior Customer Service!

Join Us In Welcoming...

ANCIRA

the Ancira Group, one of the most prominent dealerships in Texas, has joined Houston Auto Auction and will be running soon!

Tuesday April 9th, 11 a.m., GSA will have their first sale at Houston Auto Auction! All of GSA’s inventory is well maintained, 2 to 5 years of age with an average of 36,000 to 50,000 miles. Register early and don’t miss out on this opportunity for clean low mileage inventory!

BUSINESS IS PICKING UP! ARI, PHH, Centerpoint Energy... the list goes on and on! Everyone is increasing their inventory which means more choices and better buying power for you! Take advantage of this opportunity, Simulcast is available. join the Houston Auto Auction family today!

Looking for a local floorplan source?

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32

DALLAS 3501 N. LANCASTER-HUTCHINS RD HUTCHINS TX, 75141 972-284-4700

HOUSTON 4526 N SAM HOUSTON PWY W HOUSTON TX, 77086 281-580-7755

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fines& violations 10-1014 ENF D J Abghary, Sohaila M. Abghary DBA GMB Credit Co. Failure to remove Texas plates. Failure to make dealership records available for inspection. $1,000.00 and attend a Dealer Training Seminar.

10-1635 ENF Mir-Mohsen Azizi DBA Prime Finance Failure to provide satisfactory and reasonable evidence of regularly and actively engaged in business as a motor vehicle dealer. Misrepresentation in an application or other document filed with the agency. $500.00 and attend a Dealer Training Seminar.

FINAL ORDERS for September 2013. Agreed orders represent a settlement of the case between the department and the licensee. In most cases there has been a finding that a law has been violated by the licensee.

11-0179 ENF Mark Fischrupp DBA Houston Auto Broker Failure to remove Texas plates. Misuse of buyer temporary E-tag. Failure to maintain complete records by licensed dealer or auction. Failure to timely transfer title and pay sales tax. $1,000.00 and attend a Dealer Training Seminar.

11-1219 ENF Working Man’s Auto Sales LLC DBA Working Man’s Auto Sales LLC Failure to display buyer’s guide.

Failure to maintain complete records by licensed dealer or auction. Sold or offered to sell motor vehicles without the appropriate license for that type of motor vehicle. $250.00 and attend a Dealer Training Seminar.

11-0224 ENF Twin City Auto Kingdom LLC DBA Twin City Auto Kingdom LLC Failure to allow purchaser to select county for registration. Failure to timely transfer title and pay sales tax. License is revoked and oppose new or renewal for 2 years.

11-1250 ENF Torresdey Motors Corp DBA Torresdey Motors Corp Misuse of temporary dealer tag or failed to comply with recordkeeping requirements. Failure to allow purchaser to select county for registration. $250.00 and attend a Dealer Training Seminar.

Garage Liability is our specialty.

Kevin Smith Insurance Agency is one of the largest writers of Garage Liability in the state. We work with several a+ rated companies which offer exceptional rates to car dealers and repair shops. Call today for a “quick”

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fines& violations 11-1460 ENF Shafaamri Incorporated DBA Texas Import Sales Failure to comply with a Final Order.

Cease and desist.

12-0390 ENF Cardwell Chevrolet, LLC DBA Q Chevrolet Removal of MSRP prior to first retail sale. Misuse of buyer temporary E-tag.

Failure to timely pay lien on a motor vehicle traded in. Failure to timely transfer title and pay sales tax. Sold a motor vehicle without certificate of title or title receipt. $1,250.00.

12-0979 ENF Jack David Tarpley, Jr. DBA Tarpley & Associates Failure to timely transfer title and pay sales tax. $250.00 and attend a Dealer Training Seminar.

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12-1191 ENF Port Lavaca Dodge Chrysler Jeep, Inc. DBA Port Lavaca Dodge Chrysler Jeep Failure to allow purchaser to select county for registration. $1,000.00 and attend a Dealer Training Seminar.

12-1208 ENF Tom Benson Imports, Inc. DBA Benson Honda Sold a motor vehicle without certificate of title or title receipt. Attend a Dealer Training Seminar.

12-1224 ENF Sergio P. Perez DBA A.S.A.P. Auto Sales Sold a motor vehicle without certificate of title or title receipt. Misuse of buyer temporary E-tag. $250.00 and attend a Dealer Training Seminar.

12-1225 ENF Stanley Rice DBA Rice Auto Sales Failure to maintain complete records by licensed dealer or auction. Delivered title directly to retail buyer. $1,000.00 and attend a Dealer Training Seminar.

12-1237 ENF Lawrence E. Edwards DBA Best Buy Auto Sales Sold or offered to sell motor vehicles without the appropriate license for that type of motor vehicle. Failure to allow purchaser to select county for registration. $250.00 and attend a Dealer Training Seminar.

12-1254 ENF Juan D. Henriquez DBA Foremost Auto Sales Misuse of buyer temporary E-tag. Failure to maintain complete records by licensed

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dealer or auction. Failure to timely transfer title and pay sales tax. $1,000.00 and attend a Dealer Training Seminar.

12-1346 ENF Jose A. Perez DBA Waco Auto Center Failure to maintain complete records by licensed dealer or auction. Failure to timely transfer title and pay sales tax. $250.00.

12-1404 ENF Michael Eugene Hines DBA DFW Imports Failure to maintain complete records by licensed dealer or auction. Failure to timely transfer title and pay sales tax.

Attend a Dealer Training Seminar.

12-1422 ENF Texas Autoplex, Inc. DBA Texas Autoplex, Inc. Misuse of temporary dealer tag or failed to comply with recordkeeping

March 2013

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requirements. $250.00 and attend a Dealer Training Seminar.

12-1423 ENF North Texas Auto Services, Inc. DBA ebuymotorz Failure to timely transfer title and pay sales tax. Attend a Dealer Training Seminar.

12-1434 ENF Corey C. Toney, Clarette L. Toney DBA Classic C Auto Sale Misuse of buyer temporary E-tag.

Failure to maintain complete records by licensed dealer or auction. Failure to timely transfer title and pay sales tax.

Sold a motor vehicle without certificate of title or title receipt. Attend a Dealer Training Seminar.

12-1448 ENF Duncanville Chevrolet, L.L.C. DBA Freedom Chevrolet Buick GMC

Misuse of buyer temporary E-tag.

Failure to maintain complete records by licensed dealer or auction. Failure to timely transfer title and pay sales tax.

Sold a motor vehicle without certificate of title or title receipt. $2,000.00.

12-1451 ENF Sheree Papes Robertson DBA Arrow Auto Sales Failure to display buyer’s guide. Attend a Dealer Training Seminar.

12-1453 ENF Perception Motorsport Inc. DBA Perception Motorsport Inc. Failure to maintain complete records by licensed dealer or auction. Sold or offered to sell motor vehicles on consecutive Saturday and Sunday. Failure to timely transfer title and pay sales tax. $1,000.00 and attend a Dealer Training Seminar.

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fines& violations 12-1468 ENF Globeone International, Inc. DBA Lone Star Cars Failure to remove Texas plates. Failure to maintain complete records by licensed dealer or auction. $500.00 and attend a Dealer Training Seminar.

12-1535 ENF Iride Auto, Inc. DBA iRide Auto, Inc. Failure to timely transfer title and pay sales tax. Sold a motor vehicle without certificate of title or title receipt. Attend a Dealer Training Seminar.

12-1510 ENF Mark H. Davies DBA Greater Houston Automotive Failure to display buyer’s guide.

Delivered title directly to retail buyer. $500.00 and attend a Dealer Training Seminar.

12-1540 ENF West Franklin LLC DBA Ultimate Motors Failure to maintain complete records by licensed dealer or auction. Filed a false title and tax document. Failure to timely transfer title and pay sales tax. $500.00 and attend a Dealer Training Seminar.

12-1521 ENF Joe Myers Automotive Inc. DBA Joe Myers Toyota Failure to fulfill written agreement with retail purchaser. Failure to allow purchaser to select county for registration. $500.00 and attend a Dealer Training Seminar.

12-1548 ENF Ezgo Auto Sales, LLC DBA E-Z Go Auto Sales Failure to timely transfer title and pay sales tax. Attend a Dealer Training Seminar.

12-1549 ENF Leticia Ibarra DBA Deluxe Auto Sales Failure to maintain complete records by licensed dealer or auction. Falsified or forged tax or title document. Failure to timely transfer title and pay sales tax. $1,000.00 and attend a Dealer Training Seminar.

12-1594 ENF Sam L. Musia DBA Carrrs Failure to display buyer’s guide. Failure to maintain complete records by licensed dealer or auction. Cease and desist.

12-1438 ENF Monica K. Loera DBA Twins Auto Sales Failure to display buyer’s guide. Failure to remove Texas plates. $150.00.

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

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12-1494 ENF Roberto Cruz DBA RC Auto Sales Failure to remove Texas plates. Failure to meet premises requirement(s).

Failure to display license. $250.00.

12-1495 ENF Juan Manuel Villarreal DBA Johnny Lingo Motors Failure to remove Texas plates. Failure to take assignment of title. Failure to have business hours posted at the dealer’s location. $250.00.

12-1504 ENF Josephine Lopez DBA Lobo Motors Failure to display buyer’s guide. Failure to remove Texas plates. $150.00.

12-1508 ENF Kerry Thompson DBA Chevy Ford Motorplex Failure to display buyer’s guide. Failure to observe right of way. Failure to display license. $300.00.

12-1517 ENF Timothy Wayne Reed DBA Unique Auto Sales Failure to display buyer’s guide. Failure to maintain complete records by licensed dealer or auction. $200.00.

12-1532 ENF Carabajal Motor Company LLC DBA Carabajal Motor Company Failure to display buyer’s guide. $100.00.

12-1601 ENF Barsa Auto Inc. DBA Franklin Auto Sales Failure to remove Texas plates. $50.00.

12-1608 ENF Donny Pinkston / WC Pinkston DBA Pinkston Auto Sales Failure to remove Texas plates. $50.00.

12-1543 ENF Anna Basurto DBA Basurto’s Auto Sales Failure to remove Texas plates. $50.00.

12-1544 ENF Abdulrahman Al-Zeyadi DBA Southwest Marketing Company Failure to remove Texas plates. $50.00.

12-1609 ENF Bassam Suleiman Telfah DBA Telfah Auto Failure to display buyer’s guide. Failure to remove Texas plates. $150.00.

12-1545 ENF Tommy Yorkman LLC DBA Legacy Motor Co. Failure to display buyer’s guide. Failure to remove Texas plates. $150.00.

12-1627 ENF Orr Motors of Waco Inc. DBA Greg May Honda Failure to display buyer’s guide. Failure to remove Texas plates. $150.00.

12-1628 ENF Jeff Hunter Motors Inc. DBA Jeff Hunter Scion, Jeff Hunter Toyota Failure to display buyer’s guide. Failure to maintain complete records by licensed dealer or auction. $200.00.

12-1575 ENF Texas Motor Import Inc. DBA Texas Motor Import Inc. Failure to remove Texas plates. Failure to maintain complete records by licensed dealer or auction. $200.00.

12-1629 ENF Fleet Plus Inc., DBA Fleet Plus Inc. Failure to display buyer’s guide. Failure to maintain complete records by licensed dealer or auction. $200.00.

12-1583 ENF Big Tex Motors Inc. DBA Big Tex Motors Inc. Failure to remove Texas plates. $50.00.

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Working IN Your BHPH Business (cont’d from pg. 30)

compare their business results on a monthly basis. Members in the Group exchange ideas, best practices and innovative thinking to achieve greater profitability in their business. Meetings and discussions focus on solutions to real life challenges facing BHPH dealers every day.

Taking just one hour each month to analyze your business results not only makes good sense, it should be a business priority. The Buy Here Pay Here business is a complex business and requires closely monitoring your business results if you want to avoid serious consequences. Take time to step back from your business for one hour each month and analyze your performance. The best BHPH operators understand the consequences of working too hard IN your business, at the expense of taking time to work ON your business.

Mark Dubois is the Director of BHPH Performance 20 Groups for Performance Incorporated. He can be reached at mark.dubois@adp.com.

Please Welcome Our Newest TIADA Members NEW DEALER MEMBERS Autoflex Leasing David Blassingame 558 S. Central Expressway Richardson, TX 75080 Castle Hills Motors LLC Ryan Weiss 2001 Lancer Lane Lewisville, TX 75056 Cowboy Pitstop Auto Jeff Fenton 8906 FM 1585 Wolfforth, TX 79382 Cruz Auto Sales Gilberto Cruz 1705 Emerald Street Grand Prairie, TX 75051 DFW Motorcars Marios Kofteros 1919 E. Main St Grand Prairie, TX 75050 Dillon Auto Sales, Inc. Michael Dillon 2415 FM 517 Road East Dickinson, TX 77539 Down the Road Motors Matt Colonna 5610 N. Duncanville Rd. Dallas, TX 75236 Dr. Zeke’s Auto Sales Zeke Jackson 2306 E. Berry St. Fort Worth, TX 76119 Exit Auto Sales Fred (Rico) Quatro 3300 Queensbury Way W Colleyville, TX 76034

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Harbison Auto Sales Paul Harbison 709 N IH35 San Marcos, TX 78666

Spirit Motors Inc Thomas Rupert 1309 E. Pecan Blvd McAllen, TX 78501

Jackie’s Motors Irma Macias 7232 Ferguson Rd. Dallas, TX 75228

Texas Auto Center- Branch Robert Blankenship 6809 Suite B S IH35 Austin, TX 78744

James Wood Finance, LLC Melanie Jones P.O. Box 1719 Decatur, TX 76234 Liberty Contractor Services Mike Bischoff P.O. Box 8091 Liberty, TX 77575 Martin Motors 2 Robert McDorman 3990 W. Lucas Beaumont, TX 77706 Maughan Auto Sales Inc. Joshua Maughan 2239 Fort Worth Hwy. Weatherford, TX 76086 Mid-Tex Auto Sales Inc Blake Parker 16505 FM1325 Austin, TX 78728 Platinum Auto Sales Inc. Charles Bates 3708 Avenue Q Lubbock, TX 79412 ProCar of Texas Fahad Munawar 103 Hwy 6s.

Houston, TX 77079

Garnett Motorcars, Inc. Claudia Garnett 11700 Space Center Blvd.

Houston, TX 77059

Rhima Investments Inc. Motaz Rhima 1875 N. Interstate 35E Carrollton, TX 75006

Gil Auto Sales Inc Lazaro Gil 5333 Highway Blvd Katy, TX 77494

Signature Motorcars Randy Enger 4250 E I-30 Rockwall, TX 75087

Texas Auto Center - San Marcos Erika Blankenship 1612 S IH35 San Marcos, TX 78666 Texas Frontline Trucks LLC Daylon Waynick 17805 Interstate 20 Canton, TX 75103 The Car Lot Johnnie Daniels 3615 Tower Dr Amarillo, TX 79104 Thrifty Motors Inc Ali Gharatappeh 4509 Highway 6 N Houston, TX 77084

NEW ASSOCIATE MEMBERS Alliance Auto Auction of Abilene Michael Healer 6657 US Hwy 80 W Abilene, TX 79605 Alliance Auto Auction of Longview Jeff Loftin 6000 SE Loop 281 Longview, TX 75602 Alliance Auto Auction of Waco Darren Darnell 15735 North Interstate 35 Elm Mott, TX 76640 Copart Auto Auction Jackie Taylor 950 Blue Mound Road West Haslet, TX 76052

39

“Stop Chasing Insurance!”

Call Bill Murphy 512-799-2886 Custom Collateral Protection for the Texas BHPH Dealer

The only way a BHPH Dealer can be sure there is insurance that protects the lender on their vehicle is with Collateral Protection Insurance.

CPI protects the Lienholder’s Collateral while being paid for by the Borrower in accordance with the retain installment contract.

Many of the most successful BHPH Dealers utilize this Collateral Protection Insurance program.

Why don’t you?

Call Bill and make an appointment for him to show you how he can Customize a CPI Program and maximize your profits.

FOR INFORMATION CALL

Bill Murphy Cell 512-799-2886 • Fax 512-828-6128 • E-mail: murphy.wjm@gmail.com

Collateral Protection Insurance Agency, Inc.

legal corner

Should Contracts Be in Spanish?

by Michael

Dealer Question: Many of my

customers are Hispanic and some don’t speak English. Should I have the contract form and all other closing documents translated into Spanish?

Are contracts in English enforceable against a buyer who only speaks Spanish (or any other language for that matter)?

Response: The phenomenal

growth of the Spanish-speaking population of the state and the corresponding growth of this segment of car buyers have raised interesting questions that more and more dealers are asking: Should I be using contracts and related closing documents that are in Spanish? And, even if I am not required to do so, can I write translations to give to my nonEnglish-speaking customers?

A

t first blush, it would appear to make perfect sense to offer a description of the terms and conditions of a major transaction in a language that would be understood by the buyer. From a public relations standpoint, the seller would certainly appear to be more sympathetic to Hispanic customers if Spanish-language documents were used. And, it would seem to be the fair thing to do. In fact, California has a law that requires documents to be translated into a number of different languages if requested by a customer.

Another interesting question that comes up in this context is whether a Spanish-speaking buyer might be entitled to avoid the terms of a contract by relying on the defense that

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he or she didn’t understand the contents of what he or she signed if the documents were in English?

While these arguments (and there are certainly others) would appear to make a compelling case for the creation of and use of Spanish-language documents, there are some equally serious legal issues that currently, at least, require further study.

Are English Documents Enforceable Against NonEnglish Speakers?

Let’s look first at the legal defense issue mentioned above. We have seen a number of lawsuits over the years where non-English speakers claimed to be immune from the terms of the contracts since they were unaware of the meaning of the documents they signed. The courts of this state have consistently held that, absent fraud, a contract in English that has been signed by a party, regardless of whether the party read or understood the contract, is enforceable.

In the case of Vera v. North Star Dodge, the dealer decided to cancel a sale because of a problem with the trade in. He sent a check which contained release language to the buyer, refunding her down payment. She endorsed and cashed the check.

When she brought suit over the transaction, the buyer claimed she wasn’t bound by the release because it was in English and the dealer was aware that she only spoke and read Spanish (in fact, all negotiations of the sale had taken place in Spanish). The San Antonio Court of Appeals held that she was charged with knowledge of the contents of the release whether

W. Dunagan

TIADA GENERAL COUNSEL

she could read it or not. The court relied on a line of cases that have held that an illiterate person (and even a blind person) is responsible for obtaining an understanding of the contents of a document before signing, even if the other party knows of the person’s illiteracy.

This case places the burden on a non-English-speaking person to obtain his or her own translator to read the documents and protects the creditor who simply places the English documents in front of the buyer for signature. By implication, if a dealer provides a translator, and the translator is accused of misstating the terms, the outcome may be different.

(That is, a creditor who uses Englishlanguage documents, but provides an incorrect or misleading translation may be accused of misrepresenting the terms of the contract, or even committing fraud).

Mandatory Translations

There are also some provisions of the law that require a foreign language translation when negotiations take place in a foreign language. One example is the mandatory documentary fee disclosure which must appear on contracts and buyer’s order forms.

Most installment contract forms contain a Spanish translation already, but if negotiations take place in another language, a translation in that language must be given. Fortunately, the 41

regulation in question offers a statemandated translation that can be relied upon by the merchant as meeting the terms of the law.

Another example is the FTC Buyers Guide window sticker. If negotiations take place in Spanish, a Spanish version must be given to the prospective purchaser. The FTC has included a Spanish translation in its rule that can be relied upon by forms printers and sellers. The disclosure doesn’t have to be made in any language other than English or Spanish. (As an example of the potential problems of attempting to translate complicated legal terms, the FTC has recently re-issued the Spanish translation of the Buyers Guide with changes to the translation of such terms as “dealer,” “regardless of,” “frame cracks,” “cooling system,” “air conditioner,” “defroster,” and “not enough pedal reserve.” Apparently, the original translations were deemed to not be accurate enough.)

Another problem with creating Spanish-language contracts is that there are mandatory disclosures that are required by various provision of law that are stated in English. For instance, the Texas Finance Code requires that a specific disclosure be made warning the buyers not to sign unless the contract is filled out and has been read. The wording of the disclosure in the statute is in English. The appearance of this disclosure on a motor vehicle retail installment contract in Spanish would probably not meet the requirement and would expose the seller to statutory damages and enforcement actions by the Office of Consumer Credit Commissioner.

The Importance of Government-Provided Translations

But probably the greatest obstacle to the adoption of a Spanish-language contract is ensuring an accurate translation. We are not talking about a casual conversation here. Motor vehicle installment contracts are multipurpose documents that are lengthy and complicated. In addition to being 42

bills of sale, they contain promise-topay language, the grant of a security interests in collateral, and numerous other statements as to the rights and obligations of the parties. The terms contained in the contract are subject to provisions of law and regulation enforced by agencies that include the Federal Trade Commission, the Federal Reserve Board, the Texas OCCC, the Texas Comptroller, and the Texas Department of Motor Vehicles. They are subject to the Uniform Commercial Code, the Texas Finance Code and multiple other areas of state and federal law.

The development of a proper contract form to use in the financing of consumer purchases of motor vehicles is an evolutionary process. The current wording was not something that one person sat down and drafted. It is instead the result of years of correcting, tweaking, re-writing and editing by legal experts.

The language used has been the subject of intense litigation – sometimes surviving challenge, and sometimes changed as a result of a successful attack.

Assuming that the issue of required English-language disclosures could be overcome, the question would remain whether the complicated legal passages can be properly translated in a way that retains the meaning. Are there words in Spanish that adequately convey the subtle shades of meaning that have evolved over the years? Would a whole new rash of litigation arise over conflicting interpretations of what the contracts mean?

“Plain Language” Requirements

One recent development that advocates of Spanish-language contracts can look to is the statutory requirement of a few years ago (as part of a national legal trend) that OCCC issue optional plain-language contract forms that can be used by car creditors. The objective of the effort was to replace the complicated “legalese” of prior contracts with easier-tounderstand words and syntax. The “plain language” contract terms are in English only. If used, the terms will T e x a s

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provide creditors with certain legal defenses against claims the contracts contain illegal provisions.

The Texas legislature did in fact pass a bill requiring that Regulation Z-mandated disclosures appear in Spanish in certain loans. However, the OCCC has ruled that dealers who finance motor vehicle sales don’t make loans (they finance the sale of motor vehicles), and are thus exempt from this requirement. The OCCC has issued Spanish-language translations of the Regulation Z disclosures that dealers can use on a voluntary basis (forms containing the Reg. Z translations can be obtained from Burrell Printing at 800-252-9154).

There will probably be a day in the not-too-distant future when Spanish-language contracts will be mandated.

Hopefully, the government will also provide the necessary translations that creditors can rely on to comply with any such law.

Until that day, however, dealers and creditors would be well advised to stick with the tried and true English documents, and those Spanish-language documents that have been issued or approved by the state.

Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for over 36 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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TIADAAdd.indd 1

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2/4/2013 11:59:39 AM

43

MOTOR

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regulation matters Statutes, Rules… and Opinions?

W

e get calls at the office quite frequently from dealers who have a very clear, black-andwhite question. A few examples: “How long do I need to keep these files?” or, “What documents are required in the deal jacket?”

While the questions may be black-and-white, the answers to those above (and, unfortunately, countless others) are anything but. Why is that? You may well ask. The answer is that the sale of used cars is one of the most highly regulated activities in the country. As a result, the alphabet soup of state and federal regulatory entities who oversee a part of your business (OCCC, TxDMV, Comptroller, IRS, FTC, TDLR, et cetera ad infinitum) very frequently have different specific answers to the same general question.

The problem lies in the fact that each regulator (despite some efforts to cooperate) tends to operate in a bit of a silo, somewhat isolated from the others. For example, if the FTC targets you for failing to post a Buyer’s Guide, it will make no difference to them whether you include a VTR-136 County of Title Issuance form in the deal jacket. Not their jurisdiction – that’s TxDMV. But if TxDMV turns up to nab you for no form VTR-136, do not expect them to take an interest in whether you are properly filing Form 8300, Report of Cash Payments Over $10,000 Received – that’s between you and the IRS. To be fair, this is not the fault of any one particular regulator. They will argue, correctly, that they are just doing their job. Each entity has specific statutes and rules (whether federal or state) over which they have jurisdiction, and subsequent enforcement authority. There is no U.S. Department of Auto Sales & Finance to whom one can turn with any question.

As if this weren’t challenging enough, even a dealer who somehow learned every statute and rule that affected him (practically speaking, an impossible task) would still not have the complete picture. That is because a large part of compliance is understanding how regulators INTERPRET the statutes and rules. This is similar in some ways to case law in the court system. Parties sue one another, and a court issues a ruling. That court’s decision may then be cited in future cases, with the idea that a judge may be influenced by a well-reasoned decision from a similar case. These decisions, taken as a whole, are referred to as case law. The difference between

March 2013

T e x a s

D e a l e r

by Danny

Langfield

TIADA DEPUTY DIRECTOR

case law and ground-level regulatory agency interpretations is that case law is a matter of public record.

Generally speaking, a dealer is on his or her own to keep track of regulatory agency interpretations, which change frequently and are rarely issued as formal opinions.

So, how is a dealer to proceed? Well, for starters, a dealer needs to belong to his or her professional trade association. Many regulatory agencies actually rely, in part, on such associations to keep the industry up to date as interpretations “evolve.” In Texas – you guessed it – that’s TIADA. Before this column is perceived as an infomercial for the association, I do realize I am essentially preaching to the choir; after all, this is the official publication of said trade association, and if you are reading this, you are probably already a member. What I am really getting at is an honest question: if a dealer doesn’t belong to his or her trade association, how do they found out about this stuff? Two quick examples: Late last year, the association announced that the Texas Comptroller had begun taking the position that sales tax was due on the purchase of GPS units (see Legal Corner, October 2012). If you are a BHPH dealer who utilizes GPS units, and you are waiting for an announcement of this interpretation from the Comptroller, keep waiting. It hasn’t come yet.

On a more positive note, this magazine announced a reversal of a long-standing TxDMV prohibition against retailing a vehicle without a current inspection sticker under certain conditions (see Regulation Matters, March 2012).

How did this come about? A dealer asked us about it, we brought it up to TxDMV, and their response to us indicated that the enforcement division had taken a new position.

Again, TxDMV does not make a practice of announcing this sort of thing to the general dealer population.

To summarize, trade associations keep track of the changing landscape of regulation so their members don’t have to. Those who do not belong are left to learn about these things the hard way.

45

behind the wheel Members at the Capitol Produce Immediate Results

I

received three distinctly different yet related phone calls on the first Friday in February.

Let me explain.

One caller wanted more information on mechanic’s liens, another wanted to better understand metal dealer plates and temporary electronic tags and then a third inquired about curbstoning and the difference between a licensed dealer and a non-licensed curbstoner.

Ironically, each call came from the state capitol, which is why I say the calls were related. However, the calls were placed by three staff members working for three very different legislators.

To be fair, as a stakeholder we regularly receive phone calls on issues related to the independent automobile industry. But most of those calls come from individuals we have a well-established relationship with. Still, the new calls I speak of are no accident. On pages (19 - 22) we celebrate the success of this year’s Legislative Day at the Capitol where, just three days prior to receiving these calls, almost 40 TIADA members marched through the halls introducing and reintroducing the association to policymakers as well as distributing material to legislators and their staff members. The day was no doubt a success and for many days after (in this case immediately after) we will reap the rewards in our long-term strategic plan to grow the association’s influence as we work to positively represent the industry.

We couldn’t include a photo of every member who attended the Legislative Day but their contribution cannot be overstated. I would like to recognize each here, and thank them on behalf of the over 1150 members they represented that day:

46

by Jeff

Martin

TIADA EXECUTIVE DIRECTOR

Thank You to:

Abilene Used Car Sales, Inc. / Tommy Gregory Austin Rising Fast / Greg Phea, Gregory Phea Auto Center of Texas / Chris Knox Auto Land / Scott Allen Automax of Lubbock / HL Hensley Big Tex Auto Mart / Jim Campbell, Jonathan Roberts CICO Auto Sales / Kathrine Tolsch Cornelius Motor Sales / Butch Cornelius Discount Auto Center / Sonny Paredez Dixon Motors / Greg Zak, Michael Zak EZ-Autofunding.com, Inc / Luke Castillo, Mark Johnson Galena Park Motors, Inc. / John Freeman George’s / Michael Wilson H J Smith Automobiles / Jerry Smith Hill Country Affordable Motors / Bill Murphy Independent Dealer Services / Will Bateman James Wood Motors, Inc. / Melanie Jones M D Auto Sales / Wayne Meagher MCMC / Michael Thomasson Mi Tierra Auto Sales, Inc. / Juan Sabillon, Christina Sabillon New Rio Grande Motors, Inc. / Ahmed Belmeshkan Red Carpet Auto Sales Co. / Mark Brown Sattler Automotive Group / Laura Miller-Sattler Sierra Motors / Michael Charman Stop N’ Drive Motors / Robert Beck Taylor Auto Credit / Keith Hagler, Marsha Hagler Trey Crouch’s Wheels On Credit, Inc. / Trey Crouch Uncle Buddy’s Used Cars / Byron Riley VP Auto Sales, Inc. / Phil Lathrop, Sharon Lathrop, Kevin Mims

T e x a s

D e a l e r

March 2013

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