Mid-Atlantic Dealer News - November 2024

N O V E M B E R 2 0 2 4 • M I D AT L A N T I C I A D A . O R G

MIDATLANTIC

DEALER NEWS CONVENTION HIGHLIGHTS Thank you for an outstanding event in Atlantic City!

MidAtlantic IADA Takes Dealer Advocacy to the Next Level at the NIADA National Policy Conference MIDATLANTIC INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION 1501 North Front St., Harrisburg, PA 17102

Data-Driven Marketing: How We Optimize Data for Dealers at The Dream Team Media Company FEATURED INTERVIEW

A Quick Introduction to DealerClub, Your Latest Option in Online Inventory Sourcing PLUS Explore Member Benefits Galore!

MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024 | 1

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2 | MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024

IN-LANE/ONLINE

The official magazine of the

NOVEMBER 2024 | CONTENTS

MIDATLANTIC INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION PENNSYLVANIA • MARYLAND • DELAWARE 1501 North Front St., Harrisburg, PA 17102 (717) 238-9002 | midatlanticiada.org

EXECUTIVE BOARD

Bert Straub, President 1st Choice Auto LLC, Fairview, PA bertcstraub@gmail.com

Dan Limongelli, President-Elect Jo Dan Motors, Plains, PA jodanmotors@gmail.com Danielle Royer, Treasurer Royer’s 322 Motors, DuBois, PA royers322motors@gmail.com Michael Mansour Secretary Car Connection, New Castle, PA mike@carconnection1.com Noah Melamed, Chairman Ticket to Ride Auto, Lancaster, PA nmelamed@yourttr.com

BOARD MEMBERS

Clint Weaver America's Auto Auction, Harrisburg, PA clint.weaver@americasautoauction.com Lisa Cohowicz North East Pennsylvania Auto Auction, Scranton, PA lisac@nepautoauction.com Tom Hodges, Vice-President Tom Hodges Auto Sales, Hollywood, MD tom@tomhodgesauto.com

FEATURES 4 |

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Beth Melamed Ticket to Ride Auto, Lancaster, PA bmelamed@yourttr.com Gregg Pachik Manheim Philadelphia, Hatfield, PA gregg.pachik@manheim.com

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Kerri Rotunda America’s Auto Auction Erie, Corry, PA kerrir@corryade.com Tom Campbell Reliable Car Connection, Allentown, PA tcampbell@reliablecarconnection.com Gunnar Horst Advantage Auto Sales & Credit, Inc., Quakertown, PA gunnarh@wefinanceyou123.com Jashan Singh-Singh Automotive Sales LLC, Millersville, PA jashanf1@gmail.com

THANK YOU FOR AN OUTSTANDING 2024 CONVENTION! A big thank you to all our members, sponsors, and industry speakers for making this convention a tremendous success. Your participation, insights, and support made for an inspiring and impactful event! Check out the highlights in this issue.

MidAtlantic IADA Takes Dealer Advocacy to the Next Level at the NIADA National Policy Conference At the NIADA National Policy Conference, MidAtlantic IADA representatives met with lawmakers to advocate for legislation supporting used auto dealerships, focusing on bills addressing catalytic converter theft, vehicle repair rights, and opposing the FTC's Vehicle Shopping Rule, which would significantly impact small businesses in the industry.

A Quick Introduction to DealerClub, Your Latest Option in Online Inventory Sourcing DealerClub is a new reputation-based online wholesale platform that emphasizes trustworthy, transparent transactions by allowing dealers to build and leverage their reputations to improve sales and minimize arbitration issues. Founder Joe Neiman explains that DealerClub’s unique model incentivizes quality business practices, with a focus on authentic seller representation, fair dispute resolution, and a sliding fee scale that rewards high-performing sellers.

Data-Driven Marketing: How We Optimize Data for Dealers at The Dream Team Media Company The Dream Team Media Company leads the way in data-driven marketing, enabling businesses to use analytics for more effective, ROI-focused campaigns. By gathering, testing, and continuously optimizing data, Dream Team Media provides tailored solutions that improve customer engagement, streamline ad spend, and drive sustained marketing success.

DEPARTMENTS 2 | 2 | 3 |

Staff Listing Executive Director’s Message President’s Message

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The CARLAWYER© Auction Directory

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MIDATLANTIC INDEPENDENT AUTO DEALERS ASSOCIATION SPONSORS

Melissa Rowan Red White and Blue Autos, Inc., Ashland, PA melissa@rwbautos.com _____________________________ Tom Brandis, Executive Director Advantage Auto Sales & Credit, Quakertown, PA tom@midatlanticiada.org | (215) 805-2034 Kathy Sabaski, Deputy Executive Director kathy@midatlanticiada.org | (267) 733-5402 Copyright 2024 MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024 | 1

q EXECUTIVE DIRECTOR’S MESSAGE

REVVING UP SUCCESS: HIGHLIGHTS FROM A WHIRLWIND MONTH OF GROWTH AND CONNECTION! Hello Dealers,

Executive Director MidAtlantic IADA Tommy Brandis

All I can say is WOW!!! The last 30 days have been a whirlwind.

The 2024 MidAtlantic Annual Convention and Vendor Tailgate was a HUUUGE success. For those of you who were in attendance, I am sure you will agree. Dealers walked away with more knowledge and information than anyone expected.

Hats off and a big thank you to all the vendors and speakers who took the time to help dealers grow and be better. Checkout the convention recap on the following pages and save the date for next year: September 21-23, 2025 at Ceasar’s Atlantic City.

Plans are already in the works to make next year even bigger and better.

NIADA POLICY CONFERENCE Deputy Executive Director Kathy Sabaski, new board member Melissa Rowan, and I attended the NIADA Policy Conference in Washington D.C. on September 24-25th.

Checkout Kathy’s recap included in this issue.

JOINT EDUCATIONAL OPPORTUNITIES I also had the opportunity to attend the OIADA Annual Conference on October 12th.

Thank you to OIADA Executive Director Wendy Rinehart for the invite. Wendy and I will be working together to bring more educational opportunities and events to the PA/Ohio border. I am really excited about this partnership. As Wendy and the OIADA say, “Stronger as One.” UPCOMING BOARD MEETING We have our first Board meeting with the newly elected directors on November 6th, 2024, at our Harrisburg office. We have some exciting topics to discuss that will launch in early 2025. Stay tuned for details. Our board meetings are open to all members. Please let us know if you would like to attend.

If you have any questions, concerns or ideas, I may be reached at tom@midatlanticiada.org or my direct cell phone (215) 805-2034.

Until next month and Happy Thanksgiving to you, your staff, and your family.

Tommy

GET TO KNOW YOUR MIDATLANTIC STAFF How may we help you?

Learn more about the Association staff members serving you! Our friendly and knowledgeable staff is always here to help members.

Call or email us today!

Tommy Brandis

Executive Director (215) 805-2034 tom@midatlanticiada.org

Kathy Sabaski

Deputy Executive Director (717) 238-9002 kathy@midatlanticiada.org

Steve Smith

Operations Manager (717) 238-9002 steve@midatlanticiada.org

Cynthia Slemons

Membership Specialist (717) 238-9002 cynthia@midatlanticiada.org

Nicole Autry

Dealer Set-Up Unit (717) 317-1966 nicole@midatlanticiada.org

Christine Everett

Lead Title Clerk (717) 238-9002 christine@midatlanticiada.org

India Thomas

Title Clerk (717) 238-9002 india@midatlanticiada.org

Ally Lanious

Business Assistant (717) 238-9002 ally@midatlanticiada.org

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q PRESIDENT’S MESSAGE

NAVIGATING THE FTC CARS RULE: ESSENTIAL GUIDANCE FOR INDEPENDENT DEALERS The U.S. House Appropr i at i on s Committee recently delayed enforcing the FTC's CARS Rule until September 30, 2025. While this provides some breathing room, Bert Straub independent auto President dealers should MidAtlantic IADA begin preparing to ensure compliance when the rule takes effect. The CARS Rule mandates more transparent cost disclosures, bans misleading advertisements, and requires explicit customer consent for additional services like warranties or GAP insurance.

NIADA'S PERSPECTIVE The National Independent Automobile Dealers Association (NIADA) supports the postponement, arguing that the rule could impose significant burdens on independent dealers. NIADA warns that while aiming for transparency, the rule may introduce additional complexities, particularly for smaller dealerships.

Despite these concerns, the organization encourages dealers to use this time to align their practices with the upcoming regulations.

WHY COMPLIANCE MATTERS While the rule's enforcement is delayed, preparing now is crucial for independent dealers. Compliance will prevent legal issues and build trust with customers through transparent business practices.

Dealers must be ready to: • Disclose all vehicle costs upfront, including documentation fees, to avoid misleading buyers.

• Avoid deceptive advertising by ensuring all offers are genuine and available to every customer.

• Obtain explicit consent for any additional charges or services.

For example, if you advertise a car at $8,999 with a $200 documentation fee, the final price must be $9,199. This practice ensures clarity for the consumer and prevents disputes or confusion at the point of sale. Similarly, any add-ons, like service contracts or warranties, must be fully disclosed, with explicit consent from the buyer, before they're included in the contract.

SPECIAL PROTECTIONS FOR SERVICEMEMBERS The CARS Rule offers essential protections for military personnel, who are often vulnerable to predatory practices due to frequent relocations. Dealers are prohibited from providing misleading information about costs, military affiliations, vehicle mobility, or repossession laws, particularly concerning servicemembers. The rule aims to safeguard military families' financial well-being and stability by preventing these deceptions.

THE ROLE OF THE MID-ATLANTIC INDEPENDENT AUTO DEALERS ASSOCIATION As an independent dealer, staying informed on regulatory changes is crucial for your business success. Membership in the Mid-Atlantic Independent Auto Dealers Association offers a vital advantage, providing members with up-todate information on legal changes like the FTC's CARS Rule. By staying connected with Mid Atlantic IADA, dealers gain exclusive access to industry updates, training, and resources that can help them stay compliant with new regulations and avoid costly penalties.

MidAtlantic IADA also connects you with industry experts and peers who can offer valuable insights on navigating complex

regulatory changes. The association regularly provides workshops, webinars, and direct guidance on compliance best practices, giving dealers the tools they need to remain competitive and trustworthy in a rapidly evolving market.

STEPS TO PREPARE 1. Review your advertising and sales practices to ensure they comply with transparency standards.

2. Train your staff to clearly disclose all costs, terms, and conditions to avoid misunderstandings.

3. Stay informed through MidAtlantic IADA to access timely updates and guidance on regulatory changes and compliance.

In addition to the support from NIADA, MidAtlantic IADA offers localized resources and hands-on guidance to help dealers across the region prepare for the FTC's regulatory framework. Membership provides a crucial support network, assisting independent dealers to adapt to these changes without compromising their operations or customer relationships.

PREPARING NOW FOR FUTURE SUCCESS Though the enforcement of the CARS Rule has been postponed, the time to act is now. By proactively ensuring compliance, independent dealers can protect their businesses, safeguard their customers, and maintain their reputation in an increasingly transparent marketplace.

For more information on the FTC's CARS Rule and how it impacts your dealership, visit the FTC's guide. To stay updated on critical developments and gain access to exclusive resources, consider becoming a member of the Mid-Atlantic Independent Auto Dealers Association.

Your membership can be the difference between staying ahead or falling behind in this rapidly changing industry. n

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MidAtlantic IADA would like to express our gratitude to the following Annual Sponsors for their generous donations, which have brought this Pro-Bowl Line Up to the MidAtlantic Region.

Learn more about our Sponsors at www.midatlanticiada.org/convention

MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024 | 7

ON CAPITOL HILL

MidAtlantic IADA Takes Dealer Advocacy to the Next Level at the NIADA National Policy Conference

BY KATHY SABASKI, DEPUTY EXECUTIVE DIRECTOR Rule” (VSR), also known as the “CARS Rule”, and require the FTC to follow regulatory safeguards and oversight should the agency choose to “redo” the bill.

The MidAtlantic IADA SUPPORTS the NIADA stand on these bipartisan supported pieces of legislation, which offers as much protection to the dealerships affected as the consumers.

A

t the end of September, Executive Director, Tom Brandis, Board Member, Melissa Rowan, and I attended the NIADA National Policy Conference in Washington, DC. This conference is organized by the NIADA to afford the opportunity to members of the used auto industry to meet with policy makers and regulatory agencies to explain the importance of the interests of YOU – the small businesses that keep our country running – and how their rulemaking has the potential to positively or negatively effect your way of life and your impact on your individual communities.

After a “Meet & Greet” reception with legislators Monday night, we got down to business on Tuesday discussing how to convey the importance of our industry and YOUR part in supporting America’s economy. You may not realize what your local, independent dealership really means in the grand scheme – neither do our legislators!

We had a great day Wednesday, explaining dealers’ point of view on three main talking points and asking legislators what they believed the reason was behind the bills.

We found that, overwhelmingly, the Congressmen, Senators and their aides had absolutely no idea the amount of preparation and work that go on behind the scenes for their small business constituents in the Used Vehicle Industry.

We touched on only three talking points where there are currently bills in the House and/or Senate that will have impact on YOUR businesses in the near future: • The “PART Act” (H.R. 621/S. 154) to fight rising Catalytic Converter theft on a National level.

• The “REPAIR Act” (H.R. 906) and the “SMART Act” (H.R. 1707) to support a consumer’s right to repair their vehicle and reduce costs.

• The “FTC REDO Act” (H.R. 7101/S.3014) which would STOP the FTC’s finalized “Vehicle Shopping

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WHY YOU SHOULD CARE ABOUT THE “PART ACT”: The “Preventing Auto Recycling Theft Act” would assist law enforcement in combatting catalytic converter thefts by: • Would require manufacturers to stamp or etch trackable, unique identifying numbers (such as the VIN) on the catalytic converters at the time of assembly.

• Includes a $7MM grant program to aid vehicle owners by voluntarily stamping their VIN or another identifying number on the existing vehicle, at no cost to the owner.

QUICK STATS ON YOUR IMPORTANCE: • There are OVER 27,000 Used Vehicle Dealers in the US. • You create OVER 171,000 jobs, grossing OVER $2.4B in wages!

• In the last 10 years, the average age of vehicles on the street has RISEN to 12.5 years.

• Independent dealers are on pace to sell $12.8 MILLION vehicles in 2024. (Far eclipsing franchise dealers) YOU HAVE IMPACT! HELP US MAKE YOUR VOICES HEARD!

• Increases the record keeping requirements for purchasers of detached converters.

• Would establish a Federal criminal penalty for the theft, sale, or known purchase of stolen converters of up to 5 years in jail.

WHY YOU SHOULD CARE ABOUT THE “REPAIR ACT”: The “Right to Equitable and Professional Auto Industry Repair Act” would require manufacturers to release access to be able to diagnose and reprogram vehicle computers to a standardized platform – the manufacturers could no longer require a fee to access their servers to perform maintenance or repair functions or require a franchise dealership service department be the consumer’s only choice to provided needed services.

This bill also PROHIBITS manufacturers from mandating any specific brands of parts, tools or equipment that must be used when completing repairs (with the exception of recalls).

WHY YOU SHOULD CARE ABOUT THE “SMART ACT”: The “SMART Act” is a bill closely related to the “REPAIR Act”, and also has bipartisan support.

• Over the last 20 years, the cost to repair vehicles already on the road has risen 66% • The SMART Act will amend patent law to reduce the time a manufacturer can

control design patents on parts from the current 15 years down to 2.5 years • Consumers (dealerships and repair facilities) are protected from quality concerns by a clause the states that the alternative replacement parts must meet or exceed OEM quality standards LAST BUT CERTAINLY NOT LEAST, THE BIG ONE… WHY YOU SHOULD CARE ABOUT THE “FTC REDO ACT”: As we are all aware, the FTC “Vehicle Shopping Rule”, also known as the FTC “Combatting Auto Retail Scams Rule” (the more objectionable title, that vilifies us all out of the gate), is completely disconnected with the means that business is conducted in the Used Vehicle industry. Meetings of NIADA representatives with the FTC and CFPB officials revealed that they had no idea the true impact to dealerships or retail consumers the Rule would have.

Instead, the NIADA supports the “FTC REDO Act” – this would be an actual “ACT” voted on by our Representatives and Senators, rather than a “RULE” imposed by an agency with little to no oversight. The “FTC REDO Act” would: • STOP the “Vehicle Shopping Rule” (or “CARS Rule”) from going into effect • Require the FTC to follow regulatory safeguards, should the agency choose to rewrite the rule, of issuing an “Advanced Notice of Proposed Rulemaking” (ANPR) • Require the FTC to conduct a quantitative study on automotive retailing to assess the need for an additional rule – given that the majority of items addressed are already covered by other existing Federal and State laws • Require consumer testing to expose the true impact to the consumer and retailers • Require the FTC to publish a datadriven cost-benefit analysis

Please reach out to your Congressmen and Senators to express the impact to your business on a personal level these issues have had or will create. There is strength in numbers, and the more they hear about your reality the more they will consider it. Please share your personal stories of how each of these items of proposed legislation has or will affect you and your consumers – YOU ARE their CONSTITUENTS and they can not vote your choices unless you make your voices heard.

YOUR REPRESENTATIVES’ AND SENATORS’ CONTACT INFORMATION MAY BE FOUND HERE:

www.house.gov/representatives www.senate.gov/senators

We appreciate your confidence in us, here at MidAtlantic IADA, to advocate on your behalf at the Federal, State and Agency levels. Please help us to help you – CONTACT US TODAY to find out about getting more involved or making a contribution to our Political Action Committee funds to further our ability to stand up for your rights! n MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024 | 9

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A Quick Introduction to DealerClub, Your Latest Option in Online Inventory Sourcing

By Kathy Sabaski Deputy Executive Director

A few months ago, a new online purchasing platform was brought to our attention. We recently reached out to Joe Neiman, the catalyst behind this new inventory solution, for his insight as to why DealerClub has seen such positive feedback already and what he believes will be key to their continued success. uHi Joe! Thanks for taking a few minutes to discuss your new online platform, DealerClub, with us today!

Hi Kathy, thank you for the opportunity to discuss DealerClub! I'll apologize in advance, as I am not very good at brevity.

My first question, as I’m sure is everyone’s, what makes DealerClub different from the other existing online inventory sourcing solutions?

DealerClub is the only reputation-based online wholesale marketplace. We are focused on creating a platform where likeminded dealers can do quality business between each other, and where the focus is on quality of transactions instead of sheer volume. There are many excellent options for dealers to use when it comes to wholesale, but we see an opportunity for dealers who want to incorporate their personal brands and reputations into the selling experience, and allow them to represent their vehicles the way they see best, instead of the traditional rules and regulations that despite all the efforts, still create loopholes and pain points for buyers and sellers alike. uThe social media hype and announcements have been flying fast and furious over the last few months – I had taken notice right away of the number of people jumping on board as your core team at DealerClub from other automotive industry leaders. How would you describe the

text yesterday from a principle of a large dealer group and he said "I send my nice wholesale units to XXX auction and my not nice stuff goes on XXX." Certain auctions have become ubiquitous for being 'dumping grounds' for problem cars, while other auctions maintain an elevated experience in which the sellers value their reputations.

This adverse selection is healthy so long as you are on the right side of it. Every aspect of DealerClub is designed to encourage a seller to do the right thing, disclose their car properly, and be incentivized to do quality business on the platform. breadth of experience of your staff? What value do you believe this will translate to for your clients?

We actually have a small and agile team at DealerClub. We have put an incredible amount of mental effort and energy into rethinking and resolving the challenges our industry faces with wholesale, and believe we have created the perfect mousetrap with the right structure and incentives to drive the desired outcomes of a healthy and vibrant marketplace. That being said, our team has an incredible amount of wholesale, auction, dealership, and technology experience.

Many of us have also had the pleasure of working together in the past, whether at dealerships or auctions, As a bit of an organizational culture nerd, the strength, efficiency, and effectiveness of a highly aligned team cannot be understated. Our operational and executional excellence provides our dealer partners with fast service and simple solutions. At DealerClub, there is no corporate bureaucracy to navigate. The platform is designed to selfgovern and minimize edge case situations.

When they do occur, we have all the tools and autonomy we need to resolve them quickly. uWould you say that DealerClub’s business model includes addressing buyers’ and sellers’ pain points experienced in the past and aims to provide solutions in advance of experiencing those issues?

Absolutely. The entire premise of DealerClub is to eliminate problems before they even enter our ecosystem. Our primary focus is built around the seller earning and cultivating a favorable reputation by doing quality business on our platform. Sellers have a choice, and they are already used to making these choices. I literally got a

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uIn our earlier conversation, you described DealerClub as a “Reputation Platform” rather than another online auction platform, could you explain what you feel is the difference and how your team plans to hold all parties accountable for their part in the transaction?

At DealerClub, we believe there are two equally important components to establishing the value of a wholesale car.

One is the car itself, and the other is the seller who is representing it. Used cars are not commodities. They are the aggregate of current condition and the reputation of the dealership and person bringing that particular car to market. With DealerClub, the selling dealership and the person who inspected the vehicle are shown front and center. In our opinion, this is just as important as the car itself.

Both the dealership and the inspector are rated and reviewed. Their monthly sales volume, sell through rate, title compliance, and inspection accuracy are all shown for everyone to see. A seller who has a strong reputation will get more money for the same exact car than a seller with a tarnished reputation. While others are focused on what the 'data' says the car is worth, we believe the biggest opportunity to add value to each unit sold is by attaching a great seller reputation to each transaction. Buyer confidence yields more bids and a better sales result, every time. uDealers have become accustomed to the manner in which other online auction platforms conduct business – including arbitration complaints and the handling of title documents – what does DealerClub do to minimize these concerns for online buyers and sellers?

Wholesale can be a messy business whether online or in lane. In our opinion, the origin

of the majority of the problems comes from sellers who are either intentionally or unintentionally absent from owning their wholesale process. If a marketplace allows or incentivizes sellers to not be present and engaged with their selling activities, the buyers suffer. Most of the industry has shifted toward a narrative that says "wholesale is a problem" and their value proposition is that they are the easy-button solution and will make those "problems" disappear. At DealerClub, we believe "wholesale is a massive area of opportunity" and we promote sellers to have "skin in the game" with their wholesale process.

Yes, this means it is more work, but the results are less problems and more profit.

Arbitration and title problems are the result of sellers either not knowing their cars, or intentionally hiding issues, and finding all the loopholes they can within arbitration policies. DealerClub's approach is to manage our dealer-base like a club, and if someone's behavior proves that they are not a good fit, they are removed from the club. That is a worst case scenario, but when you have that as your policy, it is amazing how most everyone falls in line and operates with a higher moral and ethical code. Our platform allows for buyer and seller to resolve condition disputes between themselves, and we are here to oversee as necessary. We also have several unique and unconventional advantages when it comes to titles that allow us to resolve problems faster and more efficiently than other auctions. Despite being new, we have already witnessed how these strategies are working and resulting in favorable outcomes for both buyer and seller. uDo you see DealerClub’s relationship centric approach to inventory sourcing potentially changing the landscape of online buying and selling?

DealerClub will be another tool in a dealer's tool chest. While we do have some users really leaning in and embracing the platform already, I don't foresee DealerClub displacing all other auctions. There are somewhere around 20,000,000 wholesale transactions annually, and that mix is made up of wholesalers who sell via phone calls and text messages, multiple online options that offer different formats such as buy-it-now for upstream, down to no reserve options when it's truly time to cut the car loose, and of course hundreds of

physical auctions. That being said, we know reputation matters, and we believe that an online platform that focuses on reputation will be a differentiator and offer a unique value proposition to our industry.

those transactions, we never had big issues to work through because the seller was being honest and reputable. It cannot be understated how important that is in the grand scheme of things.

uA few of the dealers that have sold through DealerClub so far are already surprised by your sell fee sliding scale, could you explain your approach and how sellers can capitalize on building their reputation to control costs?

Simply put, the better a seller performs on our platform, the more we incentivize them. The sell fees range from paying $200 per unit, down to DealerClub paying the seller $200 per unit. A high volume, high sell through seller who has satisfied buyers gets paid to sell. We are able to offer this unique advantage to every potential seller, not just major auto groups. We believe DealerClub can become a platform that dealers build and expand their businesses on. The difference between shipping a car to a physical auction and then paying a sell fee, versus selling it on DealerClub and getting paid to sell could be several hundred dollars per unit. If you sold 20 wholesale cars per month and the spread was $400 per car, that is $8000 per month, which is $96,000 per year. That is only the fees, not taking into account any appreciation in car value from your reputation.

uNow, say I’m bidding on a unit on DealerClub – do I have to worry about call-backs and postauction haggling, or is my transaction clean and simple?

DealerClub transactions are about as straightforward as wholesale can be. Every step of our process is designed to create a seamless transaction. We handle the back office payments and floorplanning, titles, and transportation. Because we require the seller to be engaged in their selling activities, the trains stay on the tracks and arrive at the station on time.

uCould you walk us through an example of how easy it is to list a unit as a seller?

Listing a vehicle on DealerClub is extremely straightforward and flexible. Dealers are figuring it out and the feedback has been all very positive. You can create a listing on the app on a mobile device, or using a desktop. You can take new photos or upload pictures and video, write your own description, and guarantee as few or as many unique attributes of the vehicle that you are comfortable with. As an example, you can guarantee that the engine and transmission are good, and that the car functioned as it should during a 10 minute test drive. If you know it has prior paintwork, then you disclose that and explain the cosmetic condition accordingly.

Our condition report embraces subjectivity because the truth is every car is different.

But if the seller is honest, then the buyers are happy. In my past I was an independent dealer and I would regularly buy from wholesalers who I trusted based on a phone call or text and often, no pictures. In all of

uWhat recourse does a buyer have if something is not as it was represented? On the flip side, what protections are in place for sellers not to be victimized by habitual arbitrators just trying to see if they can knit pick themselves into a lower price point?

Let me start out by saying that so much of the pain and frustration that surrounds arbitration are the result of unintended consequences. When sellers are allowed or encouraged to buy protection that removes them from having any responsibility or exposure to misrepresenting the cars they sell, it is inevitable that some percentage of sellers will abuse this privilege. On the flip side, there are countless buyers who have studied the arbitration policies inside and out, and know exactly how to pin the auction against the wall in an effort to exploit refunds that they are not entitled to.

This is the equivalent of insurance fraud, and it is a big problem in our industry.

While on a car by car basis, some dealers will cheat and make a profit they are not entitled to, every marketplace participant pays for these sins because the auctions have to charge bigger fees to offset their losses, they write less friendly policies to help protect against fraud, and the broader lack of trust in the ecosystem suppresses bidder confidence, resulting in lower prices paid. The only way to correct this is with a healthy balance of incentives and penalties, and that is where DealerClub shines. The solution is not to add more paragraphs to an arbitration policy. The solution is to hold sellers and buyers accountable to being Continued on next page

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Continued from previous page reputable members of a club, and if they step too far out of line, they will be removed.

Sellers are financially incentivized and rewarded for quality transactions on our platform. They literally get paid for doing good business. So many times, a good dealer will tell me that if the buyer has a legitimate problem, they'll just buy the car back. But all of the auction rules and policies have clouded this buyer and seller connection, which we believe is paramount to achieving long lasting marketplace health. There is also a responsibility on the buyers to conduct themselves as professionals. If a seller finds a buyer to be unreasonable with their requests in the event of a condition dispute, that seller can block that bidder from engaging in their future auctions.

DealerClub monitors the frequency of this, and buyers who are repeatedly blocked will risk removal from the platform. With all that as the backdrop, in the event of a buyer receiving what they believe to be a misrepresented vehicle, they can open a 'condition dispute' between themselves and the seller. The buyer and seller can work to resolve the issue in a public setting right on the page of the actual auction listing, so everyone else on DealerClub can witness

how they conduct themselves. Buyer and seller can comment back and forth, share pictures and video, and work toward an agreeable resolution. If after three days, they have not been able to reach a solution, either party can escalate to DealerClub and we will make the best decision possible given the facts submitted. There is a strong incentive for the buyer and seller to work collaboratively because the decision by DealerClub will be binding and final.

We have already seen this process work effectively to get to the right outcome, and the straightforward nature of trustworthy, decent dealers working together is absolutely within all of their capabilities. uIf there is one thing you’d like every independent dealer in the country to know about DealerClub, what would it be?

The mission of DealerClub is to make auctions great again. I remember how much I loved going to the auctions each week to source cars for my independent dealership.

I knew who I could trust and who I couldn't. I learned those lessons on the fly and adjusted in real time. The rules were straightforward, and you had to conduct yourself like a responsible human being, because your actions were seen by your

Auto Dealer/Garage Insurance Specialists * Garage and Automobile Liability * * Dealer Physical Damage * * Garagekeepers * * Work Comp * * Quick Quote Turnaround *

Telephone: 215-860-6510 Website: www.aatins.com Langhorne, Pennsylvania

Your One-Stop Shop for Auto Dealer Insurance 16 | MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024

peers, and your reputation and character really mattered, and ultimately determined your success in the lanes. As our industry has transitioned to a digital world, much of this tribal knowledge and texture has been omitted from the buying and selling experience. DealerClub is blending together the very best attributes of the physical and online auction experience, while focused on eliminating the pain points. uHow do dealerships sign up for access to DealerClub – either as a buyer or seller?

Signing up is simple and easy. Visit DealerClub.com and click JOIN TODAY. It is a formal auction sign up process so you will need to submit your dealer license, tax forms, payment information, and personal ID so we can verify everyone who is joining the club. uIs there anything else you’d like to hit on?

Our goal is to help dealers large and small. We value buyers and sellers equally, and believe in building a truly great marketplace for the road ahead. We all know that the path to increased profitability and operational efficiency is never achieved by cutting corners and taking shortcuts.

DealerClub is the platform for dealers who want to do business the right way, and capitalize on their great reputations.

Thanks so much for your time, Joe! We hope that our conversation will help give dealers a glimpse into your new platform and how it might benefit them in either wholesale purchasing or liquidation.”

Thank you for allowing me to share DealerClub with your audience. It has been a pleasure.

Tom and I spoke with Joe for almost two additional hours on how the automotive industry is absolutely based on integrity, relationships and reputation. We firmly believe that DealerClub’s unique, honest approach will turn the tide of online inventory sourcing back toward the days of trusting the seller on the block.

Visit www.DealerClub.com and give them a try! You won’t regret it! n

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IT’S TIME TO NOMINATE THE BEST OF THE BEST Please take a moment to consider a nomination for the 2025 MidAtlantic IADA Dealer of the Year and send it in today!

Each year, MidAtlantic IADA recognizes and presents the Dealer of the Year Award to one carefully selected dealer.

The award was created to recognize the remarkable accomplishments of MidAtlantic independent dealers. For many years, award recipients have exemplified their commitment to quality and excellence in the industry, outstanding customer service, and giving back to their community to make it a better place for everyone.

This prestigious award not only celebrates business success, but also honors dealers who embody ethical practices and community stewardship.

Your nomination plays a crucial role in acknowledging and spotlighting those who go above and beyond in shaping the automotive industry with integrity and a positive impact.

K

EMAIL NOMINATION TO: STEVE@PIADA.ORG Steve Smith, Office Manager

MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024 | 17

We Optimize Data for DATA-DRIVEN How Dealers at The Dream Team

MARKETING: Media Company 2

In the rapidly evolving digital marketing landscape, businesses constantly seek ways to improve their strategies, reach their target audiences more effectively, and maximize their return on investment (ROI).

Enter data-driven marketing – a powerful approach that leverages data analytics to inform and optimize marketing decisions.

The Dream Team Media Company stands at the forefront of this movement, helping businesses harness the power of data to achieve outstanding marketing results.

WHAT IS DATA-DRIVEN MARKETING? Data-driven marketing involves decision-making based on data analysis and insights rather than intuition or guesswork. It involves collecting, analyzing, and interpreting data from various sources to understand consumer behavior, preferences, and trends. This approach allows marketers to create more personalized and effective campaigns, enhance customer engagement, and improve overall marketing performance.

Beyond interpreting analytics, data-driven marketing should focus on testing and proving correlation and causation before drawing definitive conclusions regarding operational and marketing decisions.

THE DREAM TEAM MEDIA COMPANY’S APPROACH TO DATA-DRIVEN MARKETING At The Dream Team Media Company, data-driven marketing is more than just a buzzword – it’s a fundamental part of our strategy. We believe that the key to successful marketing lies in understanding the intricate details of consumer behavior and leveraging this knowledge to create tailored marketing solutions. Here’s how we do it:

1

Comprehensive Data Collection We gather data from various sources, including website analytics, social media platforms, email campaigns, customer feedback, and our clients’ software systems.

This comprehensive data collection allows us to build a detailed picture of the target audience.

Micro and Macro Data Analysis We perform advanced data analysis to identify industry trends and insights for our dealer community. Not every operation or market is the same, and that’s where we differentiate ourselves. We perform market research to understand each dealership’s target audience to eliminate wasted spend. We use metrics that matter to your operation because not all metrics matter to every dealer. Our arsenal of tactics is as varied as the population of auto-intenders on any given day. Knowing what tactic to use and when comes from our micro-macro data analysis approach.

3

Data Testing to Prove Correlation Identifying metrics with the same trend does not mean the two are related. While the overwhelming majority of businesses in the automotive industry draw correlative conclusions without testing, this is a source of continual struggle for this industry. Therefore, we test data points to prove correlation and causation, emphasizing statistical significance. Without data testing, the industry standard of “spray and pray” remains unchanged.

4

Overcome Privacy Policy Restrictions Automotive dealerships are encountering increasing restrictions on digital platforms to limit targeting due to privacy and financial policies. First-party data optimization is the antidote to marketing waste in this industry. Feeding as much of your data back to digital platforms about your target audience is the difference between marketing wins and marketing waste.

5

Continuous Optimization Data-driven marketing is an ongoing process. We continuously monitor the performance of our campaigns, analyzing key metrics and making data-informed adjustments to optimize results. We integrate your internal analytics, including sales and lead volume, revenue, and lead handling performance, to identify areas of opportunity and ongoing improvement, including website optimization.

18 | MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024

“DATA-DRIVEN MARKETING” MORE THAN JUST A BUZZ WORD: By partnering with The Dream Team Media Company, small and large operations can unlock a host of benefits that our unique approach to data-driven marketing offers: • First-Party Data Sales Funnel: By creating a first-party data sales funnel, dealerships will increase the frequency of their ads to qualified users and spend less money on customer acquisition.

• Increased ROI: Optimize marketing spend by targeting the right audience with the right message at the right time, leading to higher conversion rates and better ROI. • Move from Descriptive Analytics to Predictive Analytics: Stop guessing what works and start knowing what works for your unique operation. The capability to test your data is easier than you may think when working with the right team.

• Real-Time Adjustments: Quickly respond to changing market conditions and consumer behaviors with realtime data analysis and campaign adjustments.

• Competitive Advantage: Stay ahead of competitors by leveraging data insights to create innovative and effective marketing strategies.

REAL-WORLD HORROR STORIES TURNED INTO SUCCESS: Here are a couple of examples of how The Dream Team Media Company has helped dealerships achieve remarkable results through data-driven marketing: • Shooting at the wrong target: There is nothing more frustrating than starting to spend money on advertising only to watch website traffic increase and sales plummet. One dealership experienced just that. With our historical analysis at the start of services, we discovered the majority of their advertising spend was funneled into a geography where they made zero sales. Another dealership

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had over 50% of their website traffic from outside the country, let alone their state. Big budgets don’t always mean better outcomes. We reduced cost per car by over 50% for both dealers and increased lead volume using datadriven strategies to fill their funnel with qualified traffic.

• From Nothing to Sustained Outcomes: A dealer in North Carolina wanted to start advertising and tracking marketing performance.

They also had fallen victim to a mistake many dealers make: allowing an employee to create their social media pages. Hot tip: whoever creates the page owns the page. Once an employee leaves, the page is typically inaccessible to the dealer. Therefore, with over two decades in business, they had a page following of just over 200. They wanted more. Going from zero to something always shows a more impressive metric in the first 30 days. That’s why, with this dealer, we report on the amount of time we were able to sustain outcomes. Here are the results: In 9 months with our services, this is what we accomplished for this dealer: • An average 118% increase in lead volume.

• Facebook followers increased from 240 - 647, a 170% increase.

• We created a landing page for a $500 down advertising campaign that remained the highest converting page on the website even after the ad campaign finished.

EMBRACE YOUR FIRST-PARTY DATA FUNNEL WITH THE DREAM TEAM MEDIA COMPANY In today’s data-centric world, dealerships that need to leverage data-driven marketing are already behind. The Dream Team Media Company is dedicated to helping businesses navigate this complex landscape, using data to drive smarter, more effective marketing strategies.

Ready to take your marketing to the next level? Contact The Dream Team Media Company today and discover how datadriven marketing can transform your business. Let’s turn data into actionable insights and achieve your marketing dreams together! n

MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024 | 19

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By Eric Johnson, Partner in the law firm of Hudson Cook, LLP Editor in Chief of CounselorLibrary.com’s Spot Delivery®

Here’s our monthly article on selected legal developments we think might interest the auto sales, finance, and leasing world.

This month, the developments involve the Consumer Financial Protection Bureau (CFPB), Federal Deposit Insurance Corporation, Federal Reserve Board, Office of the Comptroller of the Currency, and Federal Trade Commission (FTC).

As usual, our article features the “Case(s) of the Month” and our “Compliance Tip.” Note that this column does not offer legal advice. Always check with your lawyer to learn how what we report might apply to you or if you have any questions.

FEDERAL DEVELOPMENTS On September 5, the Consumer Financial Protection Bureau issued its annual report summarizing its activities, as well as activities by other agencies, in 2023 related to the Fair Debt Collection Practices Act. The introductory portion of the report focuses on medical and rental debt collection. In particular, with respect to medical debt collection, the CFPB states that its research, along with consumer complaints, indicates that debt collectors are attempting to collect medical debt that is not owed, medical bills that have already been paid by or that are eligible for non-profit hospitals’ financial assistance programs, and bills arising from patients’ use of medical payment products that should not have been offered to patients without considering whether they may be eligible for financial assistance. With respect to rental debt collection, the CFPB states that its research and consumer complaints show that landlords and management companies may have engaged in illegal pricefixing by using “revenue management software” to collect improperly inflated amounts that ultimately end up in

collection and have been adding “junk fees,” including fees from rental payment processing servicers that are required as a condition for rent payment, that may not be allowed under the lease or local law. In addition to addressing medical and rental debt collection, the report offers background on the debt collection market, provides information on debt collection complaints received, discusses FDCPA violations identified during examinations, summarizes enforcement activities addressing debt collection activity brought by the CFPB and the Federal Trade Commission, identifies consumer education efforts undertaken by the CFPB, and reviews the CFPB’s rulemaking, research, and policy initiatives relating to debt collection. The report concludes with the CFPB referring to the increased financialization of various consumer financial markets, through new or increased offering of financial products and services to consumers, as a “significant trend” and stating that these new financial products may result in debt collectors collecting amounts that are not actually owed or not properly verified, in violation of the FDCPA. On September 11, the Consumer Financial Protection Bureau announced a consent order with a national bank, resolving allegations that the bank furnished information to consumer reporting agencies in violation of the Fair Credit Reporting Act and the Consumer Financial Protection Act. Specifically, the CFPB alleged that the bank furnished inaccurate or incomplete information to CRAs about consumers’ credit card accounts. According to the CFPB’s allegations, the bank and a third-party debt collector entered into an agreement under which the bank

20 | MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024

assigned the company the right to collect a portfolio of charged-off credit card accounts. The debt collector sent the bank a monthly file showing the payments made by consumers, but the bank allegedly failed to enter that data into its system. As a result, according to the allegations, consumers’ payments were not reflected when the bank furnished information to the CRAs concerning those accounts, including in instances in which consumers had settled or paid their accounts in full. The CFPB also alleged that the bank inaccurately reported the date of first delinquency (“DOFD”) when it charged off certain credit card accounts by using the charge-off date as the DOFD, which allegedly made a delinquency on a consumer’s account look as though it had occurred more recently than it had, in fact, occurred. According to the CFPB’s allegations, this later date of delinquency could result in the delinquent information staying on the consumer’s report longer than it should. In addition, it is alleged that the bank inaccurately calculated the commencement of the delinquency for purposes of the DOFD based on the cycle date of the account (when a new billing cycle begins) rather than the account due date, when a customer’s monthly payment is due. The CFPB also alleged that the bank inaccurately furnished the account status of certain credit card accounts that had been voluntarily closed as current and open, rather than paid or closed with zero-dollar balances, and inaccurately furnished the date accounts were closed. Next, the CFPB alleged that the bank furnished inaccurate or incomplete information to CRAs about the bankruptcy status of consumers’ credit card accounts. First, the bank allegedly furnished the accounts without indicating the status of the accounts in bankruptcy,

such as petition filed, discharged, dismissed, or withdrawn, and failed to promptly correct the account information after it identified the issue. Second, the bank allegedly failed to accurately furnish the correct bankruptcy chapter for certain accounts that had been discharged through bankruptcy. Third, the CFPB alleged that data concerning certain credit card accounts in a discharged status was furnished repeatedly for several months, rather than only in the month in which the discharge occurred, thereby indicating to creditors or other users of the furnished information that a bankruptcy discharge occurred more recently than it, in fact, occurred. The bank also allegedly furnished information to CRAs about deposit accounts that it knew or suspected were fraudulent and then allegedly failed to promptly correct inaccuracies in the deposit account information it furnished. Finally, the CFPB alleged that the bank did not have sufficient processes in place to investigate consumers’ disputes, failed to conduct reasonable and timely investigations of consumers’ disputes, and failed to properly notify consumers after deeming a dispute frivolous or irrelevant. The bank did not admit any of the allegations. The consent order requires the bank to pay $7.76 million in redress to affected consumers and a $20 million penalty to the CFPB’s victims relief fund.

The Federal Deposit Insurance Corporation, the Federal Reserve Board, and the Office of the Comptroller of the Currency extended until October 30, 2024, the comment period for their request for information on arrangements between banks and financial technology companies. The agencies published the RFI in the Federal Register on July 31, 2024. The RFI solicits input on the nature of bank-fintech arrangements, including their benefits and risks, effective risk management practices for these arrangements, and the implications of such arrangements, including whether enhancements to existing supervisory guidance may be helpful in addressing risks associated with these arrangements.

On September 24, the Consumer Financial Protection Bureau’s Office of Servicemember Affairs issued its annual report, which provides an overview of complaints about consumer financial products and services submitted to the CFPB by servicemembers, veterans, and military families in 2023. The report first

identifies the top complaints submitted by the military community in 2023. Credit or consumer reporting remained the top complaint category among the military community, followed by complaints about debt collection and checking or savings accounts. Of note, among active duty servicemembers, from 2022 to 2023, complaints about mortgages (47 percent increase), credit cards (41 percent increase), and checking or savings accounts (41 percent increase) saw the largest increases. Among veterans, from 2022 to 2023, complaints about vehicle loans or leases (47 percent increase), checking or savings accounts (34 percent increase), credit and consumer reporting (31 percent increase), and credit cards (30 percent increase) saw the largest increases. Another key finding in the report is that the military community submitted a significant number of complaints about federal student loan servicers and about educational institutions withholding student transcripts. With respect to student loan servicing, the complaints reflect issues the military community has experienced with contacting their student loan servicer, including long wait times, frequent disconnections, waiting for call backs that never occurred, and inconvenient call center hours for servicemembers stationed overseas. The complaints also reflect issues with enrollment in income-driven repayment plans, as well as complaints about incorrect calculations of monthly payment amounts once enrolled in income-driven repayment plans. In addition, deployed servicemembers have submitted complaints about servicers’ failure to properly process requests for interest rate reductions during the deployment period. The military community also reports problems related to the withholding of transcripts by colleges and universities as a means to collect debts allegedly owed to those institutions. Finally, the report focuses on complaints submitted to the CFPB by older veterans, highlighting that this community is often the target of fraud or scams, particularly with respect to unaccredited companies that charge high fees for assistance in processing veterans’ benefits claims.

On September 25, the Federal Trade Commission announced “Operation AI Comply,” an enforcement sweep by the agency that is focusing on deceptive and unfair claims by companies regarding their use of artificial intelligence. As

part of its initial announcement of the enforcement sweep, the FTC announced settlements with five companies allegedly making deceptive and unfair AI claims.

The companies subject to the enforcement actions included: (1) a company that provided an online subscription service that claimed to use AI to generate legal documents and perform other legal services; (2) a company that sold an AIenabled writing assistant service designed for a number of uses, one of which allowed customers to generate online consumer reviews and testimonials; and (3) three companies that claimed that their AIpowered services would help consumers earn passive income by opening online storefronts. The FTC’s corresponding blog post regarding Operation AI Comply offers some guidance to companies regarding AI. The blog post first advises that companies should not mention in their advertisements that they use AI if they don’t, noting that companies should “[b]e aware that just using an AI tool when you’re developing your product is not the same as offering your customers a product with AI inside.”

The blog post also advises that the same advertising principles apply to companies’ claims about the use of AI in connection with their products and services, and the FTC expects companies to have a reasonable basis for any claim they make about their products or services in their advertisements. Finally, the blog post notes that the FTC is “examining whether AI and other automated tools are being used for fraud, deception, unfair manipulation, or other harmful purposes. On the back end, [it is] looking at whether automated tools have biased or discriminatory impacts.”

CASE(S) OF THE MONTH Court Refused to Dismiss Borrower’s TILA and State Law Claims that Lender Understated Finance Charge for Loan Transaction by Not Including Cost of Mandatory Car Club Membership in Finance Charge: An individual obtained a loan and gave the lender a security interest in her vehicle in connection with the loan. The borrower later sued the lender, alleging that it violated the Truth in Lending Act, the Illinois Consumer Installment Loan Act, and the Illinois Consumer Fraud Act by understating the finance charge for the loan transaction because the cost of a car club membership Continued on next page

MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024 | 21

Continued from previous page she purchased was not included in the finance charge. The borrower alleged that she was required to purchase a car club membership as a condition of the loan and that the car club membership was a contract of insurance under Illinois law. TILA permits certain types of insurance agreements to be excluded from the finance charge if, among other requirements, the consumer is not required to purchase them and is informed of that fact. The lender moved to dismiss all of the claims. The U.S. District Court for the Northern District of Illinois denied the motion to dismiss. The court found that the borrower plausibly alleged that the car club membership was insurance under Illinois law, despite the fact that she attached as an exhibit to her complaint the application for the car club membership that expressly stated that it was not insurance. Next, the court found that the borrower plausibly alleged that the car club membership was mandatory by alleging that she was “specifically told that the car club membership was a condition for the extension of credit,” despite the fact that she attached as an exhibit to her complaint the application for the car club membership that expressly stated that the purchase of the

membership was not a required condition of the loan. The court also noted that whether the insurance was mandatory was a factual dispute that it could not resolve on a motion to dismiss. Therefore, the court concluded that the borrower plausibly alleged that the lender violated TILA by understating the finance charge. It also allowed the ICILA and ICFA claims to proceed. See Perez v.

Consumer Financial Services Corporation, 2024 U.S. Dist. LEXIS 149532 (N.D. Ill. August 21, 2024).

COMPLIANCE TIP The case above illustrates some of the challenges with a “he said/she said” type case where the consumer claimed that the creditor required the purchase of a membership as a condition of the extension of credit, but the paperwork specifically stated that its purchase was not a required condition of the extension of credit. In this case, the consumer argued that the cost of the car club membership was not included in the finance charge (because it was required) and as it was not included, it understated the finance charge for the transaction.

The case survived the creditor’s motion to dismiss, which means that the case will continue as will the attorneys’ fees. Think

22 | MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024

about this case in terms of any Voluntary Protection Products you might sell to your customers – how will you be able to prove that you did not require your customer to purchase the VPP as a condition of the transaction? What does your consumerfacing documentation say in this regard? If you haven’t had your documents looked at in a while, it’s time for a check-up!

So, there’s this month’s roundup! Stay legal, and we’ll see you next month. n Eric (ejohnson@hudco. com) is a Partner in the law firm of Hudson Cook, LLP, Editor in Chief of C o u n s e l o r L i b r a r y. com’s Spot Delivery®, a monthly legal newsletter for auto dealers, and a contributing author and editor of the F&I Legal Desk Book. For information, visit www.counselorlibrary. com. ©CounselorLibrary.com 2024, all rights reserved. Single publication rights only to the Association. HC# 4855-1730-2507

MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024 | 23

AUCTION DIRECTORY PENNSYLVANIA ADESA MERCER 758 Franklin Road, Mercer, PA 16137 724.662.4500 / Fax: 724.662.8716 Friday 9:00 AM Office M-W: 9-4:00; TH: 9-5:00; F: 8-5:00 adesa.com ADESA PA I-83 Ex. 28 (Old Ex. 12), 30 Industrial Rd. York, PA 17406 717.266.6611 / Fax: 717.266.7650 Wednesdays 9:00 AM; INOPS 8:30 AM Specialty Sale every 4th Wed 8:30 AM adesa.com ADESA PITTSBURGH 378 Hunker Waltz Mill Rd. New Stanton, PA 15672 724.925.4700 / Fax: 724.925.4701 Tuesday 9:00 AM pittautoauction.com AMERICA'S AA - HARRISBURG 1100 S. York St., Mechanicsburg, PA 17055 717.697.2222 / Fax: 717.697.2234 Thursday 8:45 AM harrisburgautoauction.com AMERICA’S AA - LANCASTER 1040 Commercial Ave., P.O. Box 406 East Petersburg, PA 17520 717.569.5220 / Fax: 717.569.3109 Wednesday 9:00 AM; INOPS 8:30 AM americasautoauction.com AMERICA’S AA - PITTSBURGH 55 E. Buffalo Church Rd. Washington, PA 15301 724.225.1777 / Fax: 724.225.7223 Thursday 12:30 PM americasautoauction.com AMERICA’S AA – ERIE P.O. Box 317, 12141 Route 6 West Corry, PA 16407 814.664.7721 / Fax: 814.664.7724 Thursday 10:00 AM 3 Lanes Dealer Consign, Fleet/Lease americaserie.com BLAISE ALEXANDER AUCTION 350 Fairfield Rd., Montoursville, PA 570.435.8391 Mondays: 10:45am blaisealexanderauction.com BLOOMSBURG AUTO AUCTION 25 Ridge Road, Bloomsburg, PA 17815 570.784.2306 Wednesday 10:00 AM bloomaa.com

CAPITAL AUTO AUCTION 5135 Bleigh Ave., Philadelphia, PA 19136 215.332.2515 / Fax: 215.332.2534 Monday thru Friday 9:00 AM - 4:30 PM capitalautoauction.com CARRIAGE TRADE PUBLIC AUTO AUCTION 1200 W Ridge Pike, Conshohocken, PA 19428 800.441.6717 / Fax: 610.834.8274 Monday Sale Day 3:00 PM carriagetrade.com

MANHEIM PHILADELPHIA 2280 Bethlehem Pike, Hatfield, PA 19440 215.822.1935 / Fax: 215.822.8140 Tuesday 9:30 AM; TRA Sale - Tues 12:30 PM Office: M-Th 8:30-5:00; F 8:30-1:00 manheim.com MANHEIM PITTSBURGH AA 21095 Route 19, Cranberry Twp., PA 16066 724.452.5555 / Fax: 724.452.1310 Wednesday 9:00 AM manheim.com

CENTRAL PENNSYLVANIA AA Exit 178 of I-80, Lock Haven, PA 17745 800.248.8026 / Fax: 570.726.7841 Thursday 9:45 AM Office: MTF 8-5:30 W-Th 8-6:00 cpaautoauction.com

NORTH EAST PENNSYLVANIA AA 860 N. Keyser Ave., Scranton, PA 18504 570.207.CARS / Fax: 570.207.1860 Tuesday 10:00 AM nepautoauction.com

FREEDOM AUTO AUCTION 3580 Emmitsburg Road Gettysburg, PA 17325 717.338.1516 / Fax: 717.334.9314 Thursday 6:00 PM freedomauction.com

PERRYOPOLIS AUTO AUCTION Route 51 S. Perryopolis, PA 15473 724.736.4445 / Fax: 724.736.0466 Friday 9:45 AM perryautoauction.com

GARDEN SPOT AUTO AUCTION Robert Rd. & Apple St., Ephrata, PA 17522 717.738.7900 / Fax: 717.738.7930 Tuesday 10:00 AM gardenspotautoauction.com GREATER ERIE AUTO AUCTION 7700 Avonia Road, (Exit 16 of I-90 & PA Route 98) Fairview, PA 16415-0916 814.474.3900 / 877.474.GEAA Tuesday 1:45 PM greater-erie.com KELLER BROS AUTO AUCTION 1030 Schaeffer Rd., Lebanon, PA 17042 717.949.2349 Wednesday 2:00 PM kbautoauction.com LEHIGH VALLEY AUTO AUCTION 3880 Lehigh St., Whitehall, PA 18052 610.435.5554 / Fax: 610.435.5557 Wednesday 5:00 PM lehighvalleyautoauction.com MANHEIM KEYSTONE 488 Firehouse Road, Grantville PA 17028 717.469.7900 / Fax: 717.469.2842 Public auction every other month. manheim.com MANHEIM PENNSYLVANIA 1190 Lancaster Rd., Manheim, PA 17545 717.665.3571 / Fax: 717.665.9265 Exotic Highline Sales every other Thursday - 9:00 AM; Fridays Sale 8:30 AM manheim.com

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MARYLAND BSC AMERICA/BEL AIR AUTO AUCTION 4805 Philadelphia Rd., Belcamp, MD 21017 410.879.7950 / Fax: 410.893.1515 Thurs 8:30 AM at Specialty Sale in Bel Air Thurs 8:00 AM at Bel Air in Belcamp bscamerica.com CAPITAL AUTO AUCTION 5001 Beech Rd, Temple Hills, MD 20748 301.316.4980 / Fax: 301.316.4982 capitalautoauction.com MANHEIM BALTIMORE-WASHINGTON 7120 Dorsey Run Rd., Elkridge, MD 21075 410.796.8899 / Fax: 410.799.0512 Tuesday Sale, 9:30 AM Tuesday Frontline Sale, 9:00 AM TRA/Salvage, 1:00 PM manheim.com NEW YORK STATE LINE AUTO AUCTION 830 Talmadge Hill Rd. S., Waverly, NY 14892 607.565.8151 / Fax: 607.565.3915 Ally Financial Open Sale –EVERY FRIDAY, 9:20 AM GM Financial Open Bi-weekly.

Simulcast in all lanes. statelineauto.com WEST VIRGINIA MOUNTAIN STATE AUTO AUCTION 5546 Benedum Dr., Shinnston WV 26431 304.592.5300 / Fax: 304.592.3510 Monday 10:00 AM; Office: 9:00-5:00 mtstateaa.com

Be

Thankful NOVEMBER 2024

AT AMERICA’S AUTO AUCTION LANCASTER

Turkey Bowling Wed. Nov. 27th Before the Sale!!

THANKSGIVING SCHEDULE

OFFICE & CANOPY CLOSED THURS. NOV. 28TH *CANOPY REOPENS AT 7AM FRIDAY OFFICE REOPENS AT 8:30AM FRIDAY*

America’s Auto Auction Lancaster

1040 Commercial Ave, East Petersburg, PA 17520 717.569.5220 | www.aaalancaster.com | www.edgepipeline.com

December Schedule: CHRISTMAS SALE Wed. Dec. 18th

CHRISTMAS & NEW YEARS WEEK

Sales will be on MONDAY Dec. 23rd & Dec. 30th

26 | MIDATLANTIC DEALER NEWS | MIDATLANTICIADA.ORG • NOVEMBER 2024