DEALER RESOURCES
Keeping theCode, Ditching the Dust
BY JOHN FRAPPIER IADAC Executive Director
Atthebeginningoftheyear,Icommittedtoafullpurgeofmyoffice everypieceofpaperhadtogounlessittrulymeantsomething.Out wentthebankersboxesanddustyfolders butafewthingsearned theirplaceontheshelf
Amongthesurvivors:oldWestCoastDealermagazines,theoriginal 1958IADACBylaws,andoneheftyrelic thelastprintededitionofthe CaliforniaVehicleCode.It’smassive,outdated,andredundantthanks tothedigitalversionnowintheIADACApp.Andyet…Icouldn’tletitgo.
Why?Becauseitmeanssomething Itremindsmeofhowfarwe’ve come andwhatstillgroundsus
That’sexactlywhatthisissueisabout.Technology.Progress. Efficiency Butalso,purpose
ependentDealerdoesn’tjustneedtokeepup youneedto edtomasteryourCRM,DMS,pricingtools,accounting dapprovalflows Thesearen’tjust“nice-to-haves”They’re survivalandgrowth
hisissuewithmission-criticaltechyoucanstartusing smarterappraisalsanddealstructuretoolstonewwaysof dit-challengedbuyers Andit’snotjustfordealers urtoolshelpmakethisecosystemwork Wevalueyour andyourinnovation.
gofconnection ifyou’veneverbeentoanNIADA thisisyouryear June23–26inLasVegas,withalineup sdealerroundtables,afinancefair,apackedexpohall,and annsharinghisplaybookfornavigatingchange Ifyouhave youalreadyknow it’swortheverysecond (IYKYK.)
rtisers:thankyou Yoursupportmakesthispublication dtoourmembers bothdealerandvendor youarethe xist.
ember?TakealookatPage9 You’llfind$3,200inauction alcoupons,compliancetools,CEaccess,andmore allin App,builttoserveyourdealershipatyourfingertips. trongsecondhalfof2025 Andyes,IstillhavetheVehicle Somethingsarejustworthkeeping
The IADAC DealerToolkit
WelcometotheDealerToolkit
Dealerstodayaren’tjustrunninglots they’rerunningfull-fledged businessesinatech-driven,compliance-heavy,low-marginworld That’swhyIADACcreatedtheToolkit:Yourmembershipisasetof toolstogiveCalifornia’sIndependentDealersanadvantageto competesmarter,growfaster,andstayprotected. Eachquarter,wespotlightextraordinarydealersandkey membershiptoolsthatdeliversimmediatevalue.Thisquarter,we startwithwhatmattersmost inventory.
NextUpintheToolki
��“Survivalisfordealerswhocutcosts.Successisforthosewho multiplyvalue.TheIADACToolkithelpsyoudoboth.”
JohnFrappier,IADACExecutiveDirector
TooloftheQuarter–VIPAuctionCardProgram
InventoryPower+Savings=YourCompetitiveEdge Unlock$3,200inAuctionCreditswithYourIADACMembership
InventoryistightFeesarehighTheIADACVIPAuctionProgram flipsthegameinyourfavor.Membersreceive16BuyFeeCredits worthatleast$200eachgoodat throughtheIADACApp.
HowItWorks:
��Choosefrom16+participati
��SubmitVINandpurchaseinf
��Receivea$200BuyFeeCredit!
��Usecreditsallyear(oneperauctionlocation)
��“Ipaidformy$399membershipwithtwotransactions.Therestis puresavings.”–ThomasChung,ExpoMotors
“Credit-ChallengedBuyersAreComing—AreYouReady? Withstudentloandelinquenciesrisingandtraditionallenderspulling back,IndependentDealers especiallyBHPH haveahuge opportunitytoserverealpeoplewithrealneeds —Insightinspiredby ShaunPetersen,BuckeyeDealershipConsulting.Dealersusingthe VIPAuctionCardProgramcanexpandtheirmarginswhileusing income-basedapprovalstoclosemoredeals
ToolTip:Useflexibleapprovalsoftware+your$200BuyFeecreditsto turnhigh-intenttrafficintofast-movinginventory
Whyitmatters:Peoplestillneedcars Theoneswhoshowupon yourlotarereadytobuy youjustneedtherighttoolstosayyes.
DealerSupplyStoreDiscounts–Saveonsuppliesyoualreadyuse withqualityproductsshippedfastatexclusivememberpricing Legal&ComplianceSupport–Accesseventshostedbylegal professionals,andcuttingedgeresourcesdesignedtohelpyou protectyourbusiness(SeetheLegislative&LegalMinute sectionsofthemagazineandDealerResourcesonourwebsite andapp)
IntegrateKeyMarketingTools–ExploreourTECHfeatureon page16formasteringdigitalmarketing Education–StaycompliantwithcomplimentaryContinuing Education valuedat$85percourse andmorecomingsoon! Eachissue,we’llunpackoneofthesetoolswithrealexamples,dealer tips,andimplementationstrategies.
��“Thesearen’tjustbenefitsthey’releverage.Andmostdealers en’tusinghalfofwhat’savailable.”—BrianLeach,TheCarDad
ueprintforDealerGrowth
urMembershipIsMoreThanaCard It’sanadvantagethatsaves uthousands
artwithIADAC’sTools BuildaSmarterBusiness
��ActivatetheVIPAuctionProgram–Usecreditsearlyand oftentoboostinventorymargin.
��MaximizeAppFeatures–Trackredemptions,manage locations,andguidebuyingdecisions
��TakeBackYourWorkflow–Usemodulartechplatforms(F&I, CRM,websites)thatfityourbusiness
⚙AddComplianceSupport–TapintofreeCE,legaltools,and policychecklists.
��PlugIntotheNetwork–Stayaheadwithappupdates,dealer events,andpeer-testedinsights
��Actnow joindealerswhoknowtheIADACsecrettounlock $3,200inauctionsavings!Becomeamemberandinjust4EASY STEPSyourIADACAppwilldeliver16auctioncredits
ComingNextIssue: DealerSpotlight:ToolsinActionRealstoriesfromdealersusingthe IADACToolkittounlockrevenue,simplifycompliance,andthrivein today’smarket
Unlock AuctionSavings in 4 EasySteps
Whatifyourmembershippaidforitself beforeyouevensetfootonthelot?
WithIADAC’sVIPAuctionCardProgram, dealerscanunlockBuyFeeCreditsofat least$200at16topCaliforniaauctions justbyusingtheIADACApp Nohaggling, noforms,nowaiting.
Thisishowsmarterdealersmove inventoryandmargins.
ToolinAction:Followthesteps toclaim yourcreditstoday andflipauction savingsintoseriousprofitallyearlong.
Navigating Mid-Year Changes in California’s Auto Industry
BY THE IADAC LEGISLATIVE TEAM
IADAC works continuously to protect the interests of Independent Dealers across California advocating for clarity, fairness, and proactive compliance support. Here are key updates dealers should be watching this quarter:
�� CA DMV Considers Autonomous HDTruckTesting
New proposed regulations would allow testing of autonomous trucks over 10,001 lbs on public roads lifting the current ban. Public comment is open through June, with concerns from labor and safety groups expected
�� Read more –The Guardian
��$650K Consumer Protection Settlement
AutoNation dealerships agreed to a $650,000 settlement after failing to transfer vehicle ownership to buyers in a timely manner violating state law.
�� Dealer Reminder: Stay vigilant on title processing timelines to avoid costly penalties.
�� L A County DA Announcement
�� New License Plate Format Coming
To accommodate growing vehicle registrations, the CA DMV will introduce a new alphanumeric license plate format, expected by 2026. Dealers should begin preparing for this transition and notify staff and customers
�� More info – SF Chronicle
�� California’s EV Mandate Draws Industry Pushback
Automakers including GM are pressing for a national EV standard, challenging California’s rule requiring all new vehicle sales to be zero-emission by 2035. Dealers should monitor for potential regulatory shifts that could impact inventory strategy
�� Read more – Barron’s
�� New Repair Dealer Regulations Effective Oct. 1, 2025
The Bureau of Automotive Repair has introduced new rules impacting repair shops and mobile mechanics, including:
Tear Down Disclosure: Must clearly disclose estimate and consent before disassembly
Smog Check Readiness Limits: No passing if OBD-II system is incomplete, unless design-related
Mobile/Referral Definitions: Clarifies pay structure and subletting practices
�� BAR Update – Spring 2025
Ongoing Legislative Watch:
Proposed Right-to-Cancel Bill
Senate Bill 766 remains under review and would create a 10day cancellation window for used vehicle sales and leases. If passed, dealers must implement strict disclosure policies and retain records for 7 years.
�� SB 766 BillText
Used Dealer SalesTax Payment Changes
As of January 1, 2025, dealers with ≤300 sales in 2023 must remit sales tax directly to the DMV when registering vehicles.
�� Q2 Update: Dealers report processing inconsistencies; IADAC is working with DMV to improve clarity and execution.
�� CDTFA Info Page
Lemon Law & Minimum Wage – Unchanged
The two-tier Lemon Law structure remains active. Minimum wage stays at $16 50/hour as of Jan 1, 2025, with no new legislative movement
Training & Education: June-August 2025
Stay informed and compliant with these upcoming webinars tailored for California independent dealers:
June2025
MotorVehicleDealersWebinar(CDTFA)
��June17,2025|⏰1:00PM–2:00PMPDT
Topicsincludeleasing,repossessions,trade-ins, DMVrequirements,andtaxupdates.
��RegisterHere
BasicSales&UseTaxWebinar
��June18,2025|⏰10:00AM–11:30AMPDT
Gainanunderstandingofsalesandusetax, districttax,taxableandnontaxablelabor,andmore.
��RegisterHere
July2025
UsedCarDealersTaxReturnPreparation
��July8,2025|⏰10:00AM–11:30AMPDT
You'llgetastep-by-steptestdriveonfillingoutasalesanduse taxreturn
��RegisterHere
DealerTaxTips
��July24,2025|⏰10:00AM–11:30AMPDT
NewrequirementsfortheDMV,CaliforniaBatteryandTireFees, andinterstatecommerceexemptionsareunveiled
��RegisterHere
August2025
NavigatingCDTFA’sWebsite
��August13,2025|⏰2:00PMPDT
Howtousethesearchengine,findataxrate,orlocatetax
tutorials Learnthequickestwaytofindforms,publications,tax guidesorregisterforupdates
��RegisterHere
BasicSales&UseTaxWebinar
��August22,2025|⏰10:00AM–11:30AMPDT
GainanunderstandingofSalesandUsetax,districttax,taxable andnontaxablelabor,aswellasforeignandinterstatetaxability.
��KeyContactsforDealer Licensing&Compliance
��DMVOccupationalLicensingUnit
☎(916)229-3126
��DMVOccupationalLicensing
��CDTFACustomerServiceCenter (Tax&FeesforDealers)
☎1-800-400-7115(CRS:711)
��CDTFAMotorVehicleDealersGuide
��OLInspectorFieldOfficeLocations (ForLicensing&Inspections)
Covina:(626)974-7140
ElCerrito:(510)231-7818
Fairfield:(707)864-4759
Fresno:(559)445-5304
Hayward:(510)293-1720
LosAngeles:(213)744-7563
Orange:(714)703-2632
Sacramento:(916)262-2563
SanBernardino:(909)501-3175
SanDiego:(909)737-3298
SanFrancisco:(415)431-6279
SanJose:(408)229-7113
SantaMaria:(805)346-2192
VanNuys:818)376-4201
Formoreupdates,visittheDMVand CDTFAwebsites.
��RegisterHere
BE COMPLIANT, STAY PROFITABLE
From Gut Feeling to Data-Driven Confidence
Inventory Sourcing Superpowers for Dealers
BY SKYE HAULMAN
ONE
AUCTION VIEW
Aninsider’sauctionexperiencegives dealerswhattheyneedwhentheyneedit
Independentautomotivedealershave alwaysthrivedonhustle,intuition,and adaptability.Butintoday’srapidlyevolving market,whererazor-thinmargins,volatile auctionprices,andunprecedented transparencyarethenorm,relyingongut instinctaloneisnolongerenough The goodnews:Thedigitaltools,oncereserved forfranchisegiants,arenowwithinreach foreverydealerreadytocompetesmarter
TheShift:FromInstincttoAnalytics
Theautomotiveindustryisundergoinga profoundtransformation,fueledby digitalizationandthedemandfor transparency Fordecades,seasoned dealersleanedonexperienceandintuition tomakebuyingdecisions Whilethis approachhasitsmerits,it’sincreasingly outmatchedbythespeedandcomplexity oftoday’smarket.Data-drivenplatforms enabledealerstomakefaster,more accurate,andmoreprofitabledecisions, levelingtheplayingfieldforindependents.
IntroducingOneAuctionView®:Built forDealers,byDealers
OneAuctionView®(OAV™)wascreatedto addresstheexactpainpointsindependent dealersfacedaily.FoundedbySkye Haulman,aveteranofovertwodecadesin theauctionlanes,OAV™isaSaaSplatform designedtobringorderandinsighttothe chaosofinventorysourcing Theplatform centralizesaccesstoallmajorauctions intoasingle,seamlessinterface.Nomore jugglingdozensofbrowsertabsorsecondguessingVINdetails OAV™standardizes auctiondata,cleansupvehiclelistings,and deliversreliable,real-timeinformationso dealerscanactdecisively Itspatented
searchengineisafirstinthewholesale automotiveindustry,givingusersatrue technologicaledge.
KeyFeaturesThatDriveResults
OAV™isn’tjustaboutaggregation it’sabout actionableintelligence.Corefeatures:
InventoryReportCard™(IRC™):Thistool gradesyourlot’shealthandvelocity, scoringinventorythewayalenderwould byaging,turnrate,pricing,andmargin exposure.Ithighlightssilentprofitkillers likeagingunits,pricemismatches,and slow-movinginventory,enablingsmarter, fasterdecisions.
RetailVision™AI:LaunchinginJune2025, thisAI-poweredtooltrackspricing,vehicle types,andconsumerbehavioracross thousandsofdealerwebsitesand marketplacesinrealtime.Earlybetausers havealreadyleveragedittospotandact ontrendsbeforetheyappearontraditional channels,suchasdemandforsub-$25K clean-titleSUVsandmidsizesedans
Multi-AuctionSearch:OAV™unifies inventoryfromallmajorauctionplatforms, allowingdealerstosearch,filter,and comparevehiclesinoneplace This meanslesssearching,morebuying,anda widernetforsourcingtherightcars.
CentralizedManagementandSeamless Operations
OAV™goesbeyondsearchandanalytics Dealerscanschedulevehicletransport, managepaperworkdigitally,andtrackprior purchasehistoryallwithinthesameplatform. Thisend-to-endsolutioneliminates administrativeheadachesandhelpsdealers focusonwhatmatters:findingandmoving inventoryprofitably
Data-DrivenDecisions:ANewCompetitive Edge
Inamarketwhereinformationisthenewfuel, OAV™empowersdealerstomakedecisions groundedinreal-timedata,notoutdated assumptions Theintegratedanalyticsmeans dealersmatchauctionpurchasestocustomer demand,increasingturnratesandprofits.
Thisapproachdoesn’tjustbenefitdealers LendersuseIRC™datatostructuresmarter floorplans,andcustomersbenefitfrommore accuratelypriced,better-matchedinventory
WhyThisMattersforIndependents Franchisestoresmayhaveaccesstoexclusive lanesandresources,butindependents needflexibilityandspeed.OAV™deliversboth, makingitpossibletocompetehead-to-headwith largerplayers Itsunifiedinterfaceand standardizeddatameanIndependentscanspot opportunitiesandtrendsbeforethecompetition, reducingriskandmaximizingmargins
ThePhilosophy:TechasaTool,Nota Replacement
OAV™wasbuiltbydealers,fordealers.The philosophyissimple:ifatooldoesn’tsavetime, increaseprofit,orreducerisk,it’snotworthyour time.Technologyshouldamplifyyourinstincts, notreplacethem WithOAV™,yourexperience andintuitionaresharpenedbydata,soevery decisionisfaster,smarter,andmoreprofitable.
LookingAhead:TheFutureIsData-Driven AsRetailVision™AIlaunchesandintegrations expand,IndependentDealershavemorepower thanevertoadapttomarketshifts,defendtheir floorplans,andoutmaneuverthecompetition Thedaysofflyingblindareover today, informationisprofit,andplatformslikeOne AuctionView®aretheenginedriving independentdealersintoaneweraof confidenceandsuccess!
SmarterTech. Stronger$ales.
BY IADAC’S MARKETING RESEARCH TEAM
If you read the last issue and made even one digital update, I’m alr industry you also know: things move fast. What worked last year
This issue, I’ve gone deeper I’ve been digging into the tools real de connect with more buyers, and close deals faster and smarter I’ve q d how the savviest Independents are keeping margins strong and customers happy
So here’s your quick, no-fluff, no-jargon guide to the tech and F&I tools that are actually worth your time and how to make them give you a competitive edge
DEALER SUPPLY STORE
Everything You Need—One Click Away!
Get the best prices on hundreds of high-quality dealer supplies sourced for reliability and fast shipping so you can focus on selling cars, not worrying about supplies.
In 2024, a small to mid-size California dealer spent $4,800 on supplies. With IADAC’s member discount, you could save $480 every year!
Transparency Sells
The Shift Driving Trust—and Profit
BY TOAN CHAU LOBEL FINANCIAL
Abehind-thesceneslookfromanF&Iveteran onhowdealstructuring,approvals,and programtransparencyareevolving and whatitmeansforyourbottomline.
NoMoreGuesswork
Foryears,LobelFinancialoperatedundera modelwhereinformationwastightly controlled,sharedonlyonaneed-to-know basis Whilethisapproachaimedto maintainefficiency,itoftencreated bottlenecksandfrustration.Employeesfelt outoftheloop,andasaresult,dealers weren’treceivingthetimely,accurate informationtheyneededtosucceed
Recognizingthesechallenges,Lobel Financialmadeaboldmovetoembrace transparency.Thistransformationhasnot onlystrengthenedinternaloperationsbut alsoprovidedasignificantadvantageto dealershippartners.
RealHelp,RightWhenYouNeedIt
Oneofthebiggestbenefitsofthisshifthas beenamoreinformedandproactive workforce.Employeesatalllevelsnowhave accesstorelevantdataandupdates, allowingthemtoprovidereal-time,accurate informationtodealers.Thisstreamlined approachhelpspreventdelaysandensures dealsmoveforwardsmoothly Insteadof waitingfordirection,theteamisequippedto anticipatechallenges,addressissues immediately,andoffersolutionstailoredto eachdealership’sneeds.
Thisshifthasalsoledtohighermorale withinthecompany Withgreater involvementindecision-makingandaccess tokeyinformation,employeesfeelmore engagedandempowered Theytake ownershipofdealersuccess,knowingthat whendealersthrive,sodoesLobelFinancial
Thiscultureofaccountabilityand collaborationhasmadetheentire organizationmoreeffectiveandmotivated todeliverexceptionalservice
FasterDealswithReal-TimeSupport
ThenewlyestablishedDealerApplication Specialist(DAS)departmentplaysakeyroll inthisprocess,providingexpertguidance from6AMto6PM,sevendaysaweek Well-informedstaffcanhelpstructuredeals effectivelyorprovideupfrontclarityon whetheradealwillwork.Thishelpsdealers avoidwastingtimeondealsunlikelytobe approved,enablingthemtoconcentrateon viableopportunities.
SayGoodbyetoPricingSurprises
Pricingtransparencyhasalsoreacheda newlevel.Dealersnowhavedirectaccessto programcharts,ensuringclearand predictablepricing.Whattheyseeonthe programchartsisexactlywhattheyget, fosteringtrustandpredictability.Thislevelof opennesssetsLobelFinancialapartfrom competitorswhomaystillrelyonunclearor shiftingpricingstructures.
GetUpdatesWhenTheyMatterMost
Tokeepdealersinformedaboutindustry changes,LobelFinancialhaslauncheda dedicatedsocialmediapresence.Through real-timeupdatesonnewprograms,policy changes,andkeydevelopments,dealers stayinformedandpreparedtoadapt.
KnowYourScore andImproveIt
Additionally,dealersnowhaveaccessto theirdealershipgrades,whichimpact discountfeesandoverallterms A knowledgeablestaffisavailabletohelp themunderstandtheirratingsand,more importantly,provideactionablestepsfor improvement.Thisaccessempowers
dealerstoimprovetheirperformanceand qualifyforbetteropportunitieswithlower fees.
WhattoLookforinaLender Partnership
Thistransformationgoesbeyond operationalefficiency itbuildsagenuine partnershipwherebothLobelFinancial anditsdealersareequippedwiththe knowledgeandresourcestosucceed Wheninformationisfreelyshared,dealers canmakebetter,fasterdecisionsthatlead tostrongergrowthandincreased profitability
SmartQuestionstoAskYourLender
What’syourapprovalcriteria andhow flexibleisit?
Knowwhatmattersmost(DTI,LTV,jobtime, etc)andwherearepossibleexceptions?
HowquicklycanIgetdealstructuring support?
Timekillsdeals Askifthere’sreal-timehelp whenyouneedit
Areyourprogramtermstransparentand consistent?
Lookforclearcharts,noback-endsurprises, andconsistentpolicyenforcement.
Howdomydealership’sperformanceand ratingsimpactmyfeesorapprovals?
Ifyourbusinessisbeingscored,youshould knowhow andhowtoimproveit.
What’stheprocessifIneedanexceptionor override?
Youneedalenderthat’sresponsivewhen thedealisalmostthere.
Howoftendoyouupdatedealerson programchanges?
Youshouldn’tfindoutaboutchangesfrom declineddeals
Doyouofferdigitaltoolsorintegrationsto speedupfunding?
Time-savingtech(e-docs,portals, dashboards)canmakeamajordifference
Data That Dealers Need
The most current, essential trends in California’s used car market to help Independent Dealers Stay Sharp. Stay Shead.
BY IADACS DATA ANAYLSIS TEAM
EV MARKET TRENDS
California EV Sales Overview: Q1 2025: 100,326 zero-emission vehicles (ZEVs) sold: 23% of new vehicle sales.
Tesla's Performance: Registrations dropped by 21.5% compared to Q1 2024, while non-Tesla EV registrations grew by 14%.
California has the highest EV adoption rate, 2.5%
Over one-third (36%) of EVs are registered in California making CA the national leader in zero-emission vehicle sales.
The US EV market was valued at $49.1B in 2023 38% of US adults would consider an EV for their next veh California’s EV Tax Credit up to $7,500 under attack: Sec 112002 on page 30 of the One, Big, Beautiful Bill titled "Termination of clean vehicle credit”
Sources: California Energy Commission Cox Automotive Elecric Vehicle Sales Report
Recurrent: States Leading the EV Revolution USAToday: EVTax Credit Under Attack
Zero-Emmision Vehicle Sales in California (Cumulative)
EV Market Snapshot: Q1 2025 Growth & New Entries
F&I AND PRICING PERFORMANCE
Key Insights:
F&I Gross Profit: Dealerships reported an average of $2,155 in F&I gross profit per vehicle retailed in Q1 2025
Average Used Car Price: $25,128 reported in June 2025
Price Changes: Used car prices have risen by 1.31% over the last 30 days.
Car Segments up +0.08% as of June 2025, showing smaller growth than May
Truck/SUV segments rose +0.11% as of June 2025, continuing upward momentum
CarMax reported used-vehicle sales of 182,655 for Q1 2025 6 2% more than last year, and fastest growth since Q4 2021
Affordability Challenges: Sales of vehicles priced at $25,000 or less have fallen by 78% over the past five years
Sources:
JM&A: Automotive Trends Report
Market Watch
Car Edge
Car Gurus
Group 1: First Quarter 2025 Financial Results
Kelly Blue Book
At IADAC, we’re tracking the trends so you don’t have to From pricing shifts to EV adoption and F&I profitability, we’ll continue delivering cuttingedge data and dealer-specific insights every quarter See the next issue for the latest numbers and what they mean for your bottom line.
Weekly Price Change by Vehicle Segment (Used Cars &Trucks)
FOUNDATION SCHOLARSHIP Investing in the Future!
The IADAC Foundation Scholarship, founded in 2021 and launched in 2024, provides academic scholarships to support the families and employees of Independent Dealers, recognizing achievement and fostering future industry leaders
Only Dealer Members' children, grandchildren, employees, and employees' children qualify
The IADAC Scholarship recognizes and rewards outstanding achievement
Chosen recipients will receive up to $2,500 each
�� Open: May 1, 2025 ⏳ Deadline: July 31, 2025
State Enforcement on the Rise: A $3M Warning for Dealers
What Dealers Can Learn from the DARCARS Case
BY IADAC DEALER PROTECTION TEAM
Asfederalenforcementshiftsunderthenewadministration, stateattorneysgeneralaresteppingin,aggressivelytargeting dealershipswithconsumerprotectionactions WiththeCFPB’s authorityinfluxandtheFTCrealigningitsfocus,California dealersshouldexpectincreasedoversightatthestatelevel.
�� CaseinPoint:
InMarch2025,DARCARSHondainMarylandsettledcharges broughtbytheMarylandAGfor:
Hidden2%“SalesCommission”notdisclosedin advertisedprices
Chargesforpre-installedequipmentnotrequestedby buyers
Misleading“AdjustedMarketValue”markups PoordisclosureofproductslikeDARCARSAssurance
Incompletewindowstickersandmissingbasepricing details
Thetotalsettlement?Over$3millioninpenaltiesand automaticconsumerrefunds
✅ DealerTakeaways
"Everybodydoesit"isn’tadefense practiceslike excludingadd-onsfromadvertisedpricescanstillviolate thelaw
Transparencymatters disclosepricingclearly,especially forpre-installsandF&Iproducts
Don’tassumeyouknowwhat’shappeningonthefloor evenunintentionalpracticescanleadtolegalexposure
⚠ CaliforniaContext
Withsomeofthenation’sstrongestconsumerprotectionlaws
Song-Beverly,Prop65,andCPRA Californiaiswellpositionedtofollowsuit.CountyDAsorthestateAGcould initiatesimilaractions,especiallyifotherstatescontinuetoset legalprecedents
�� Forongoinglegalupdatesandcomplianceresources,visit www.iadac.org
AutoDealersandtheEnforcementLandscape:WhatLiesAhead?* ByL
JeanNoonan
Weareonlyafewmonthsintothenewpresidentialadministration,butit seemsclearthatthelandscapeforfederalenforcementislikelytolook verydifferentin2025thanitdidin2024,orperhapsthanithasever looked
Thereseemstobeagrowingconsensus,however,thatmanyofthe states,especiallythosewithDemocraticleadership,arereadyandeven eagertostepintotheperceivedvacuumoffederalconsumerprotection enforcement.Itmaybewithstateactionsthatweseethegreatest activitywithconsumerprotectionenforcementinvolvingauto dealerships AmajorsettlementwithacardealerbytheMaryland attorneygeneralinMarchillustratesthispoint
WhatMarylandSaidtheDealershipDidWrong
Thechargesfocusedonseveraltypesoffeesconsumerspaidthatthe Divisionclaimedwerenotincludedintheadvertisedprice(andshould havebeen),notallowedunderMarylandlaw,ornotknowinglyagreedto bytheconsumers
WhattheConsentDecreeRequires
TheDivisionextractedasubstantialsettlementfromthedealership,its parentcompany,anditsowners,especiallyforanenforcementaction relatingtoonlyasinglerooftop DARCARSAutomotiveGrouphasover30 franchiseandindependentdealershipslocatedinsixstatesandthe DistrictofColumbia...
WhatLessonCanBeLearnedfromthisStateEnforcementAction?The DARCARSsettlementlooksexactlylikethetypeofenforcementaction thatmanystateswillbewellequippedtohandle....Iwouldexpectmost statestobeabletoputtogetheranenforcementactionlikethisoneif theyfindregulatorynon-compliance AndIsuspectmanystateswillbe lookinghardforsuchcases
Ifyourdealershipisfacinganenforcementactionforallegedconsumer protectionmisconduct,orevenifitisnot,herearetwomistakestoavoid:
1 Don'tassumethatapracticeislegalbecauseitiscommonlocal practiceamongdealerships andperhapshasbeenforyears!
2 Don'tassumethatyouknowexactlywhatishappeningatthe dealership...
��Readthefullbulletin(loginrequired)
*Copyright© 2025 CounselorLibrary.com LLC. All rights reserved. This article appeared in Last Week, This Morning® Reprinted with express permission from CounselorLibrary com This article is provided for informational purposes and is not intended, nor should it be taken as legal advice *ThislegalbulletinprovidedbyCounselorLibrarycom,LLC
ACCOUNTING SERVICES
Kho & Patel, CPA’s
Roger Rossmeisl, CPA (714) 325-0442 roger@khopatel com
Industry Standard Inc.
Marc Young (559) 472-3285
mvyoung@industrystandardinc com
Car Market Solutions
Ben Misra (630) 781-3192
ben@carmarketsolutions com
Cars.com
Ben Renner (312)601-5005 brenner@cars com
AUTO AUCTIONS
ACV Auctions - Nor Cal Zach Hall (707) 486-0764 zhall@acvauctions com
ACV Auctions - So Cal
Tina Pratt (619) 890-6250 tpratt@acvauctions com
Adesa Brasher’s 6233 Blacktop Road Rio Linda, CA 95673 (916) 991-5555 contactbrashers@adesa com
Adesa Golden Gate 18501 W. Stanford Road Tracy, CA 95377 (209) 839-8000
contactgoldengate@adesa com
Your Go-To Resource for Trusted Solutions
Looking for vendors who know your business and have your back? Start here
Adesa Los Angeles 11625 Nino Way Mira Loma, CA 91752 (951) 361-9400 contactlosangeles@adesa com
Adesa Reno 6000 Echo Ave Reno, NV 89506 (951) 361-9400 contactreno@adesa.com
Adesa Sacramento 8649 Kiefer Blvd Sacramento, CA 95826 (916) 388-8899 contactsacramento@adesa com
Adesa San Diego 2175 Cactus Road
San Diego, CA 92154 (619) 661-5565 contactsandiego@adesa com
Capital City Auto Auction
3796 Recycle Rd
Rancho Cordova, CA 95742 (916) 399-4422
info@capitalcityautoauction com
Contra Costa Auto Auction 2691 E Leland Rd Pittsburg, CA 94565-2812 (925)432-8900 info@cccpaa.com
EBlock Auto Auction 341 Corporate Terrace Corona, CA 92879 (800) 378-0227 ext 110 michael maciejewski@eblock com
Hertz Dealer Direct
Danielle Tomlin (702) 205-1874
Danielle Tomlin@hertz com
JJ Kane Auctions
Mat Smith (707) 333-9333 mat smith@jjkane com
Manheim California 1320 N Tustin Ave Anaheim, CA 92807-1619 (714) 996-2400
Manheim Fresno 278 N Marks Ave Fresno, CA 93706-1136 (559) 268-8051
Manheim Oceanside 4691 Calle Joven Oceanside, CA 92057-604 (760) 754-3600
Manheim Riverside 6446 Fremont St Riverside, CA 92504-1437 (951) 689-6000
Manheim San Francisco 29900 Auction Way Hayward, CA 94544 (510) 786-4500
Manheim So-Cal 10700 Beech Ave Fontana, CA 92337-7205 (909) 822-2261
National Auto Auction Assoc Frank Hackett (301) 696-0400 naaa@naaa com
North Bay Auto Auction 250 Dittmer Road Fairfield, CA 94534
David Aahl (707) 864-1040
Norwalk Auto Auction 12405 Rosecrans Ave Norwalk, CA 90650
Lou Rudich (562) 864-7464
One Auction View
Skye Haulman skye@oneauctionview com (714) 874-4960
OPENLANE
Brad Ryan (760) 437-6768
brad ryan@openlane com
WSM Auctions
2703 Blue Mountain Way Bakersfield, CA 93304
Austin Pennington (661) 829-6924
AUTO PARTS SUPPLY
AutoZone - Central Cal
Robert Marquez (661) 378-7278
robert marquez@autozone com
AutoZone - Inland Valley
Jose Quintero (909) 231-9568 jose s quintero@autozone com
AutoZone - Los Angeles
James Sanchez (949) 689-8032
james sanchez@autozone com
AutoZone - Northern Cal
Hector Palafox (562) 441-9216
hector palafox@autozone com
AutoZone - San Diego
Ben Rojas (619) 931-9372
benjamin rojas@autozone com
SiriusXM
Bryce Stezskal (248) 762-2615
bryce stezskas@siriusxm com
COMPLIANCE SOLUTIONS
Dealer XT
Customer Service (408) 357-0237
support@dealerxt com
CREDIT CARD PROCESSING
Bizboomin
Storm Chadwick (619) 500-4699
storm@bizboomin com
DEALER MGT SOFTWARE
ASN Software
Marketing Team (559) 324-6360
info@asnsoftware com
Data Consultants
Tom Pardini (559) 222-4100
tpardini@dataconsultants com
DealerCenter
Customer Service (888) 669-2669
Lobel Financial DealWriter
DW Support (800) 871-8051
dwsupport@lobelfinancial com
DEALER BONDS
Ashton Agency
Jaimie Christina (800) 452-2663 jaimie@ashtonagency.com
DEALER EDUCATION
24/7 Dealer Training
FINANCING LENDERS
LEASING SOLUTIONS
F&I PRODUCTS
Buckeye Risk Services
Customer Service (330) 726-9030
info@buckeyerisk com
Fob Depot
Robert Baker (775) 302-5015
sales@fobdepot com
Lease Here Pay Here
Capital
Eyo Toe (619) 222-9990 xt 1015 etoe@lhph com
Lobel Financial Branch Manager (714) 699-5000 ds@lobelfinancial com
Nationwide
Tracy Gallego (916) 798-4197 tgallegos@nationwideloans com
Route One Armando Cicero-Lopez (248) 228-4250 alopez@routeone com
FLOORING COMPANIES
Rachel Michael (317) 343-5835 mobility@autofinance com
INSURANCE
Ashton Agency
Jaimie Christina (800) 452-2663 jaimie@ashtonagency.com
LEGAL SERVICES
Auto Legal Group
Ali Rakhsanifar (408) 357-4014 alir@autolegalgroup com
Madison Law
James S Sifers, Esq (949) 756-9050 jsifers@madisonlawapc.com
Robards & Stearns
Andrew V Stearns, Esq (408) 214-6432 astearns@robardsstearns com
Rogers | Smith Law
Michael C Rogers (619) 857-4243 mrogers@rogerssmithlaw.com
Scali Rasmussen Law Arden Burstein (213) 239-5622 ataburstein@scalilaw com
Schlichter, Shonack & Keeton, LLP
Jamie L Keeton, Esq (310) 643-0111 jlk@ssandkattorneys com
Jessica Biarbe (951) 833-8398 ext 110 247dealertraining@gmail com LOAN MGT SOFTWARE
California Dealer Academy
Garrett Eddings (760) 681-1757 info@californiadealeracademy.com
RMP (VITU)
Geneva Terrell White (877) 368-3375 rmpca@vitu com
DMV Desk (VITU)
Eddy Partida (877) 368-3375 info@vitu com
Advantage GPS
Hector Varela (972) 948-4190 hvarela@advantageGPS com
GPS Leaders LLC
Nick Muratore (855) 432-6423 nick@gpsleaders com
SVR Tracking
Chad Bowen (513) 602-9007 chad bowen@svrtracking com
ASN Software
Marketing Team (559) 324-6360 info@asnsoftware.com
RECONDITIONING
AutoNation Mobile Fleet Services
Lori Thomas (760) 703-6673 thomasL6@autonation com
SERVICE CONTRACTS
ASC Warranty
Jesus Menendez (754 )272-4474 jesus menendez@ascwarranty com
AUL Corp
Josh Danielson (800) 826-3207 xt 329 josh danielson@protective com
800 482 7357
Elite Warranty - San Diego & Riverside County
Anthony Wood (804) 426-8182
anthonygwood@gmail com
Elite Warranty-Orange Cnty, Coastal & Central Cal
Mike Creel (818) 207-8860 mikecreel@elitewarrantyinc com
Elite Warranty - Sacramento & NorCal
Ken Knudsen (925) 321-6403 kenlknudsen@comcast net
TRANSPORTATION
Ship Car 24, Inc.
Ship Car 24 Customer Service (916) 300-5174
info@shipcar24 com
Auto Hauler Exchange
George Lliev (248) 787-6722
giliev@autohaulerx com
Auto Data Direct
Mary Lamas (949) 514-0113 mlamas@add123 com
David Wu (386) 270-3042 david@vinaudit com
Alliance Inspection Mgmt Customer Service (562) 432-5050
Software
Marketing Team (559) 324-6360 info@asnsoftware com
Kevin Cunningham (208) 818-5302
kevin@vehiclesnetwork com
