Page 1

The official publication of the Washington State Independent Auto Dealers Association

September|October 2018

Back to School

Take-Aways from Education Fairs East & West

Implied Warranties PLUS...

WSIADA Group Retro Savings Program!

People Matter Most.

Dave Blake

GM, DAA Seattle

For us, it’s about more than the bottom line. Choose an auction with the right priorities.

The official magazine of the


September|October 2018

707 Auburn Way South Auburn, WA 98002 T: 253-735-0267 | F: 253-804-0844 WSIADA.COM Mo Aliabadi, Board President South Tacoma Auto Sales, Inc.

Randy Fletcher, President Emeritus In N Out Auto Sales |

Emil Scarsella, Board Treasurer Town & Country Auto Sales |

J.T. Curry, Board President Emeritus Motors Northwest |

Ken Williamson, Board President Emeritus John’s Auto Mart, LLC |

AJ Hamedian, Chapter President – North Cascade Excellent Choice Auto Sales, LLC

Andrew Drager, Chapter President – North Sound


Drager’s International, Inc. |

2 | Advertiser Index

Brian Corigliano, Chapter President – Spokane Globe Motors |

4 | Events Calendar

Andrew Harding, Chapter President – Tri Cities

5 | Executive Director’s Message

Harding Motor Co. |

Vacant, Board Secretary Vacancy - Board Vice President Vacancy - Chapter President – South Sound Vacancy - Chapter President – Vancouver Vacancy - Chapter President – Yakima WSIADA STAFF Todd C. Elliott, Executive Director Colette Eilers, Receivables/Payables Ashlie Seipert, Education | Membership Manager Rick Olson, Project Manager Jason Ludwig, Marketing Coordinator Michael McGaughy, Spokane Auctions

PUBLISHER Sygnifi Networks ©Copyright 2018 WSIADA MEMBER

6 | Education Fairs East & West 9 | Mac Ruddell Scholarships 10 | WSIADA Retro Savings Program 11 | WSIADA Digital Corner 12 | Membership Updates 13 | Guest Column from DOL Auction Listings 14 | Implied Warranties 15 | WSIADA Membership Benefits 16 | Service Providers Directory 21 | Read and Respond Continuing Ed Quiz 23 | Enrollment Form: WSIADA Membership 24 | Just for Fun the Front Row | | September/October 2018 |





lease thank our sponsors for their generous support by considering their services and mentioning you saw them here! AUL . . . . . . . . . . . . . . . . . . . . . . . . . 12 AutoZone . . . . . . . . . . . . Back Cover DAA Northwest . . . . . . . Inside Front LeMay, America’s Car Museum . 18

Lobel Financial . . . . . . . . . . . . . . . . 3 Manheim . . . . . . . . . . . . Inside Back Rekdal Hopkins Howard . . . . . . . . 11 Shepard & Shepard Insurance . . . 2 Skywerks . . . . . . . . . . . . . . . . . . . . . 20 Service Provider Directory . . . . . 16 Smart Dealer . . . . . . . . . . . . . . . . . . 4 SmartSocial . . . . . . . . . . . . . . . . . . 22



2 | the Front Row | | September/October 2018

Dealer Management System

DEALER-PARTNERS WANTED Sign-Up Today Start Growing Your Business

Instant Approvals 24/7 Availability Easy To Use

Š 2018 Lobel Financial. All rights reserved.

Access Industry Leading Service Providers All On One Site!

253-839-2600 | | Training ~ Support: 800-871-8051 the Front Row | | September/October 2018 |


Events Calendar NOTE: Please check our online calendar to confirm dates and locations and to see dates further out.

Pre-Licensing Workshops

Chapter Meetings

THU SEP 13.............. Auburn THU OCT 11............ Auburn WED OCT 17........... Spokane THU NOV 08............ Auburn TUE DEC 04............. Spokane THU DEC 13............ Auburn

SAT SEP 18 | 12:30 - 2:30pm Manheim Portland 3000 N Hayden Island Drive Portland, OR 97217

(9am to 5pm)


Spokane WED OCT 17 | 7 - 9pm Hilton Garden Inn Spokane Airport 9015 US-2, Spokane 99224

Tri-Cities MON SEP 24 | 7 - 9pm Clover Island Inn 435 N Clover Island Drive Kennewick 99336

Title Workshops (9am to 1pm)

South Sound MON OCT 01 | 8:00 - 10am Hilton Garden Inn 2101 Henderson Park Ln SE, Olympia 98501

SAT SEP 18............... Portland OR THU SEP 20.............. Auburn HQ TUE SEP 25............... Kennewick WED SEP 26............ Yakima THU OCT 18............ Spokane THU OCT 25............ Auburn HQ THU NOV 08............ Auburn HQ THU DEC 20............ Auburn HQ

Yakima TUE SEP 25 | 7:30 - 9:30am Hilton Garden Inn 401 Yakima Avenue, Yakima 98901

North Cascade (NEW) MON OCT 29 | 7 - 9pm Hampton Suites, Burlington 98233

North Sound MON NOV 05 | 7 - 9pm Dragers International Classics 18805 Aurora Ave. N., Seattle 98133

Turbocharge Your Dealership! with SmartDealer™ Discounted Services for Members of the Washington State Independent Auto Dealers Association.

Full-Service Websites

@ WSIADA Member Prices

DRIVE MORE TRAFFIC TO YOUR LOT WITH STRONGER ONLINE PERFORMANCE THAN YOUR COMPETITION! New website design, development, data migration, application integration, testing and initial training. Features include: •

Content Management System for organizing and publishing content.

• • • •

DMS-100 Dealer Management System. Inventory is automatically published to Dealer website and marketing website. Registered public users; Staff private sections with administrator access controls. Menu Manager.

• • • • • • •

Drag-n-Drop photo upload. WYSIWYG Content editor. Contact email form. Photo Gallery. News-feed Management. Rotating Content Showcase. Site Analytics.

For more information email or call (734) 904-0295.

4 | the Front Row | | September/October 2018


Summer Learnin’ Happened So Fast


that time of year again. Vacations are done. School buses are back on the road and footballs are flying. We just completed our Education Fairs and are finalizing the agendas for the Fall Chapter meetings. Jason summarizes the high points of the two fairs in this issue. I go into some detail about the upcoming Chapter meetings below. Rick’s Digital Corner highlights some technology innovations we are bringing online. Of course we include the Mac Ruddell Scholarship winners. We also include an article stepping you through how to use the new Implied Warranties Buyers Guide.

NIADA contributes to Mac Ruddell Scholarship Fund! That’s right. It wasn’t enough the NIADA brought a delegation to our Tacoma event (see photo on page 7). After the event CEO Steve Jordan offered to fund an additional $500 for each of the Scholarships we awarded. The NIADA gift brings each scholarship to $1500. Thank you NIADA!

Say good bye to Auction Discount Cards. We have been talking about this for a while but the time for talk is over. Like much technology the program took a bit longer to roll out than we anticipated, however, we wanted to make sure we got it right. By now, we hope that all of you have downloaded the WSIADA Mobile App. That step is an essential prerequisite to the WSIADA Auction Savings Program. Watch your emails for an invitation to log into the savings platform through the mobile app to confirm your email and create a new password. We recommend you use your email as your login and create a password you will remember. You MUST complete this step before you can use the system at each of the participating Auctions. Before you ask, all the Auctions participating in the Card program are also participating in the App. Have some patience at check out as the cashiers at the various auctions master the intricacies of the system. Many of the Auctions are also introducing Mobile Platforms to make it easier for you to shop for and purchase new inventory. Remember, before you can take advantage of any of these technology programs you MUST register with Auction Access. Our Auction partners can help you through that process. Only after you have your dealer and

individual access numbers can you utilize the programs available at participating Auctions.

Chapter Meetings – Fall Schedule. With the addition of the North Cascades Chapter last spring we now have seven chapters. For those of you unable to attend either the Spokane or Tacoma Education Fairs, we are going to present a condensed version at each of the Chapter meetings. In addition, we will provide an update on the Washington Retail Association’s Retrospective Program. I recommend EVERYONE who has a Labor & Industries assessment take a very careful look at the Retro program. Talk it up with your dealer friends, whether they are WSIADA members or not. Of course, we will need to fix the “or not” before they can participate, but only after a careful analysis of the benefits to your business. For South Sound members, I am pleased to announce that we will be holding our fall meeting in Olympia at the Hilton Garden Inn on Henderson Park Lane. These events are for ALL dealers, not just WSIADA Members. Heck, every now and then a franchise dealer manages to join us! Finally, give some thought to how you like to receive this magazine. We make it available electronically on, through the WSIADA Mobile App and for this issue, attached to an email. Any of my team can help you get to the electronic version of your choice. Just ask! Enjoy the magazine.

Todd C. Elliott, WSIADA the Front Row | | September/October 2018 |


2018 Education Fairs G

reg Milam, the general manager of the Manheim Seattle auto auction, made a bold pronouncement to the 125-plus attendees in the opening hour of the 2018 Washington State Independent Auto Dealers Association’ Education Fair West at the Lemay Car Museum.

The John Fogerty Band performed at DAA’s annual Rock & Roll Sale after Ed Fair East.

By Jason Ludwig, WSIADA


SIADA works for all Washington independent auto dealers and is active on the west and east parts of the state. Education Fair East was held July 17 in Spokane at the beautifully renovated Hampton Inn. On Tuesday, dealers heard illuminating presentations, cleared their Continuing Education credits, and connected with speakers whose work affects their bottom lines.

DOL Administrator Lewis Dennie, DOR Deputy Director Ken Krous, and WRA COO Tammie Hetrick presented important updates and clarifications to many of the rules and records required of independent auto dealers. Other presentations included: • A risk presentation from Shepard & Shepard President Todd Shepard, • An overview of GPS utility from Spireon Vice President Dave Boekholder,

• A look at industry trends and their impacts on F&I from Protective Asset Protection Independent Dealer Sales VP Mark Edmundson • A discussion on the future of auto auctions from DAA Northwest President Bob McConkey. DAA Northwest’s annual Rock & Roll Sale Event kicked off the next day and saw over 5,000 vehicles’ ownership change hands, and day one of the event ended with a classic-rock cover band The Cronkites (featuring DAA Northwest Vice President Greg Mahugh on guitar) opening for legendary rocker John Fogerty. You’d be hard-pressed to find a better way to spend a couple days getting a leg-up in the auto sales industry. WSIADA’s Education Fair East gets bigger and better every year, so don’t miss out. Mark July 16, 2019 on your calendars now for its Spokane return next year! WSIADA Executive Director Todd Elliott welcomes participants to Ed Fair East.

“I would say we have another 10 years of running cars through the lanes—it might be three.” It was also part of a theme that ran throughout the August 16 event: advancing technologies and cultural shifts are changing the way the auto industry does business.

“I would say we have another 10 years of running cars through the lanes—it might be three.” Greg Milam, Manheim Seattle

Dave Blake, the GM of DAA Seattle, agreed with the spirit of Milam’s prediction but stopped short of sharing his conclusion. “In some ways it’s a very complicated thing,” Blake said of the exploding number of tools, systems, new markets and expanding centers of commerce in the digital age. “But in some ways it makes things simpler.” Discussions covered the impact of electric vehicles on the marketplace, the imminent arrival of autonomous (self-driving) vehicles, and a host of other topics. The unifying message, however, was the same: Adapting to future changes will be critical to maintaining future success. ­­——————————

6 | the Front Row | | September/October 2018

Post-lunch attendees were put right in front of the state regulatory agencies that determine how auto dealers can and can’t conduct their business. The Washington State Department of Licensing went first, and DOL Administrator Lewis Dennie again packed as much information, explanation and advice as he could into his alotted time.

Ed Fair West was held at the LeMay automobile museum in Tacoma.

At the forefront of helping manage the exploding number of tools is Martyn Olliver, chief technologist at Skywerks. He lives to make emerging platforms and software work for dealers. Skywerks is a dealer management system (DMS). Olliver touched on the dizzying number of tasks that DMS platforms can organize and unify for independent auto dealers: • Inventory, including feature searches and VIN decoding • Financing, including “Buy Here, Pay Here” functionality and credit bureau access • Valuation, including built-in price guides and pre-loaded warranty, gap, etc., features. • Customer outreach, including detailed customer relationship management tools. Olliver also discussed how auto dealers could benefit from technology like cloud computing, dedicated servers, wireless vs. hard-

wired networks, and social media management, and painted vivid pictures of how their businesses could be impacted by phishing attacks and ransomware. “If you get a foreign email with a link in it, don’t click the link,” he said. “It will not take you anywhere you want to go.” ­­—————————— Lunch was provided by local favorite Pacific Grill, and the Vendor Fair outside on a beautiful summer day provided the backdrop for a buffetstyle feast. Vendors included: • AUL • AutoZone • Benchmark Dealer Services • Davies Pearson, Attorneys at Law • Lobel Financial • Protective Asset Protection • Rekdal Hopkins Howard, CPAs • Shepard & Shepard Insurance • Spireon The value of the hour-and-a-half break was high for vendors, visitors, and the stomachs of all. Spireon, for example, got 15 signups for its vehicle-tracking service in the 90 minutes it gave demonstrations. ­­——————————

A man who knows his audience, Dennie stressed the disruption that dealers could face if they don’t prepare for the DOL service outages affecting the Labor Day weekend. The DOL is completing Phase II of implementing their new DRIVES system, a process impacting their driver’s license data. “There are terabytes and terabytes of information that have to be downloaded from the old system and uploaded to the new system,” Dennie explained. The changeover won’t affect DOL data in dealer-relevant systems, but their entire online system has to come down for the DRIVES work to get done. E-Permitting options will be down from August 26 to September 3, and the DOL’s physical offices will be closed August 31 to September 3. Dennie stressed that everyone should be sure they have all the forms they’ll need before the E-Permitting shutoff on August 29 at 8:30 p.m. “Temp tags, 45-day transfers, it’s all going to be impacted.” When DOL systems go back online on September 4, Dennie said, dealers will need to log into E-Permitting that day and report the paper temps that were issued during the outage. ­­—————————— The Washington State Office of the Attorney General was represented by Marc Worthy, assistant attorney general in the Consumer Protection Division. Worthy touched on deceptive advertising (RCW 9.04) and promotions (RCW 19.170). The AG’s CONTINUED NETXT PAGE

the Front Row | | September/October 2018 |


Education, Continued... Office reviews traditional media as well as social media channels, keeping an eye out for ads that violate statute. Worthy stressed that staying in compliance is just a matter of being accurate and transparent. “We don’t want to interfere with the marketplace. We just want to make sure everyone is playing by the same rules.” The part of Worthy’s presentation that drew the most reaction was his discussion of the Implied Warranty of Merchantability (RCW 62A). An implied warranty is presumed to be on all vehicles to guarantee that each will operate as a vehicle would be expected. Worthy says the ominous form “Implied Warranty Buyers Guide” is the best way to ensure vehicle sellers are in compliance (see article on page 14). WSIADA carries both the As-Is and Implied Warranty buyers guides, available at Auburn HQ and online at ­­——————————

NIADA added a big boost to our 2018 scholarship recipients by adding $500 to their awards! From left to right: Paul John, NIADA VP Field Operations; Shaun Peterson, NIADA Senior VP Legal and Regulatory Affairs; Mo Aliabadi, President WSIADA Board, South Tacoma Auto; Todd Elliott, Executive Director, WSIADA; Steve Jordan, NIADA, CEO; Andy Gabler, NIADA President, Lakeside Auto Sales

the money-saving Labor & Industries Ken Krous, assistant director of the Audit Division at the Washington Group Retrospective (Retro) Ratings Department of Revenue, rounded out Program (see related article on p.10). the government affairs portion of Ed Hetrick also Fair West with a wide-ranging Q&A. covered a Krous discussed B&O taxes dealers variety of might face, including non-resident measures the sales, out-of-state-deliveries and Legislature took many of the documents required up, including for vehicle transactions. He gave the “ban-theexamples of times that attention to box” movement, accuracy on the forms saved dealers pay equity, from big headaches–and when domestic violence protections, inattention or apathy cost them big. sexual harassment protections, “The reason you have all these forms and guaranteed paid family leave, is to protect yourself.” covering how the policies could ­­—————————— impact employers. The day closed with a dual-focused ­­—————————— update from Olympia powerhouse Next year’s Education Fair East and WSIADA partner Washington will be in Spokane July 16, 2019, Retail Association COO Tammie and Education Fair West will be in Hetrick. Hetrick packed big info into Tacoma on August 15, 2019. limited time with an overview on

Three of this year’s awardees were able to accept their scholarship in person at one of the Summer’s Education Fairs (pictured below).

Hailey Attwood with grandfather, Larry Attwood of Attwood Auto Sales in Yelm.

Parker Jarman with mother, Laurie Jarman of The Motor Men in Chehalis.

8 | the Front Row | | September/October 2018

Cristina La with father, Yung La of Tacoma Autos.

2018 Mac Ruddell Scholarship Awardees WSIADA is excited to announce that our parent association, NIADA (see photo, left), has offered to add $500 to each of this year’s scholarships, bringing their awards to $1,500 each! Hailey Marie Attwood

Cristina La

Sponsor: Attwood Auto Sales, Yelm WA

Sponsor: Tacoma Autos

College: Bates Technical College

College: Western Washington Univ.

Degree: Fire Science (Firefighter)

Degree: Environmental Science

“Thank you for choosing me for the Mac Ruddell Scholarship, I really appreciate your guys generosity. With this money it will help me pay for some of my college and also help me get closer to my dream of becoming a firefighter. With the help of the Mac Ruddell Scholarship is giving me, I will be able to attend the SPSCC fire science program for 2 years. Thank you again for choosing me for the Mac Ruddell Scholarship.”

“I am very grateful in being one of the recipients of the Mac Ruddell Scholarship. The funding provided by the WSIADA will aid me immensely in paying for the college education needed for being an Environmental Scientist and will help better my focus on the rigorous classwork required for the degree I am pursuing. Thank you so much for your support!”

Haley Paine

Dorian Gillingham Sponsor: Jennifer’s Greenacres Auto Sales, Spokane WA College: Washington State University Degree: Geology “I am very excited to start the next chapter of my life with the assistance of the Mac Ruddell Scholarship. Thank you to everyone at WSIADA for the opportunity.”

Sponsor: Carstars Auto Sales, Roy WA College: Saint Martin’s University Degree: English Education “I am currently participating in the Running Start Program at South Puget Sound Community College. When I receive my AA, I hope to attend Saint Martin’s University and earn my teaching degree in English and Dramatic Arts.”

Parker Jarman Sponsor: The Motor Men, Chehalis WA College: Brigham Young University Degree: Neuroscience “This scholarship will help me to focus my time on living the BYU motto: ‘enter to learn, go forth to serve.’ Now I can focus my time on helping others in the same way that others helped me. Thank you!”

Scholarship Eligibility | How to Apply ❏❏ Be a son, daughter or grandchild of WSIADA Member in good standing; ❏❏ Be a high school senior OR a college freshman (scholarship is a one-time award); ❏❏ Have an excellent high school record of academic achievement measured by your performance in valid secondary school courses including English, Mathematics, Physical Science and Social Sciences; ❏❏ Demonstrate an aptitude for college work which will be measured by performance on college entrance exams, including the Scholastic Aptitude Test (SAT) if taken; and; ❏❏ Demonstrate involvement in extra curricular activities such as athletics, art, community service. ❏❏ Download a scholarship form at and submit with supporting documents by mail to WSIADA at 707 Auburn Way S,, Auburn, WA 98002, or email

Application Deadline March 29, 2019 the Front Row | | September/October 2018 |


Tammie Hetrick, COO of the Washington Retail Association, presenting to participants of Ed Fair West in Tacoma.

WSIADA Group Retro Savings Program By Jason Ludwig, WSIADA


Am I eligible for Group Retro?

ducation Fair West featured a presentation from Olympia powerhouse and WSIADA partner Washington Retail Association COO Tammie Hetrick. A highlight of the many topics Hetrick covered was an overview on the money-saving Labor & Industries Group Retrospective (Retro) Ratings Program.

If you’re (1) a WSIADA member (2) who has an account with L&I (3) that’s in good standing (your quarterly premiums are paid on time), then you’re eligible for Retro.

The L&I Retro Program, Hetrick said, offers companies a way to reduce their workers comp. insurance tax premiums by providing a safe work environment and reducing workplace injuries. After three years of participation, higher safety ratings start yielding higher refunds, with WRA simply sending the companies substantial checks.

Once you’re in the program, you pay your worker’s comp premiums like you would anyway. Do it for three years while you reduce workplace injuries, and you can start getting Retro refunds.

WSIADA, in partnership with the WRA, got WSIADA members access to the lucrative program.

What is the Group Retrospective Rating Program (Retro)? Group Retro is a safety incentive program. Through it, you can receive a partial refund on the workers’ compensation premiums you pay.

How does Group Retro save me money?

If your Group does well, you do well. Essentially, you can get back a big chunk of the worker’s comp insurance premiums you’ll pay anyway. And your workplace gets safer, something you want anyway. How much can you save? Potentially, a lot. Check out the table below.

Group Retro is administered by approved associations through the Washington Department of Labor & Industries (L&I). WSIADA members can take advantage of it thanks to WSIADA’s partnership with the Washington Retail Association, the advocacy group for all Washington retailers.

10 | the Front Row | | September/October 2018

So I get money for things I’m already doing? How does that even work? Like any insurance setup, the premiums you pay to L&I are held in a fund. If an employee gets hurt, a claim is paid out of the fund. If you’re in a Retro group, that fund is looked at as a combined total from everyone in your group. If employees have a safer year with fewer L&I claims, then L&I refunds the difference. Refunds are distributed to groupmembers proportionately, regardless of the loss record, meaning that even if you have a bad claim year you might still get a refund. And when refund time comes, you don’t have to do anything. Just sit back, enjoy your safer business, and the Retro group administrator will send you a check.

How do I sign up for Retro? Since WSIADA members are eligible for Retro through the WRA, and the WRA will take care of everything. Have your business’s legal name and your LNI account number handy and reach out to WRA’s Director of Business Development, Terry Hopsecger. Terry will analyze your workers comp risk, do a complete cost/benefit analysis customized for your business, and make sure you stand to benefit from Retro. Click here to email Terry or give her a call at 360-200-6453 – she’ll help you out.

When can I sign up? L&I only has four enrollment periods each year. The next is October 1, 2018, with a submission deadline of September 17, 2018. So email Terry or call 360-200-6453 ASAP and see how much your L&I taxes can be lowered. For more information, visit and click on the Retrospective Ratings Program link.


Rick Olson WSIADA

The new store also allows dealers to purchase at our main store, located in Auburn WA, as well as the individual auction booth locations at DAA Spokane and Auburn, Manheim in Kent and Adesa in Auburn.

s we’ve mentioned in the past few issues of the magazine, WSIADA is working to upgrade our systems to meet the demands of the industry. We are still fine tuning a lot of our systems but a few have come online since last issue.

The new store system allows us to maintain PCI Compliance therefore, we will no longer have credit cards on file for dealers to reference when making a purchase. Unless a dealer is an active member of the association who can utilize invoicing options, you will have to present a credit card for your purchases.

New Online Store:

WSIADA mobile app:

On June 1st, we switched over to our new online store. We’ve been working to migrate individuals who have purchased from the previous store into the new one but there are a few here and there that we have missed. If you’re a member of the association, please contact the office before placing your first order so we may have your discounts turned on if you create an account on your own.

The WSIADA mobile app is available through I-tunes and Android stores for free. You can down load it to your smartphone and instantly have access to the events registration, calendar, the new store and read the Front Row Magazines at the touch of your fingertips.


The new store has a better layout, more product options and allows for the order history to be available for the purchaser instantly. You can also reorder your previous order if you’re a creature of habit with your purchases.

A benefit of this app is that we can notify dealers instantly of dealer alerts that are time sensitive and can’t wait for an issue of this magazine.

auction cards in 2019. It will give dealers more flexibility in using the auction discounts as well as allow the auctions themselves to see who is using what. This will, in turn, allow WSIADA to modify/replace unused discounts immediately rather than having to wait a year to reproduce physical cards. We will open the auction discount program to non-members as well with this app with limited discounts. This will allow dealers to sample the value of the discounts to aid in their decision to join the association. Once they have joined the Association, they will have full access to all the discounts. To our Members, we have worked with each of the Auctions and loaded your account with a pro-rated share of the Annual Discounts that were on the cards. We are negotiating with the participating Auctions for the 2019 values which will be loaded at the end of December for 2019.

Register Today! For more info, contact

Smart Dealer Auction: During Education Fair 2018 in August, we started to invite and load our dealer members into the new auction app system. This will be replacing the (253) 735-0267 x103

the Front Row | | September/October 2018 |


WSIADA Membership Updates We want to say “Thank You!” to the following dealerships for renewing their membership in June & July 2018. And we extend a “Warm Welcome!” to our newest members, who are highlighted below in bold red text. 507 Motorsports A & E NW Motors, LLC Affordable Auto Rental & Sales, LLC Agape Auto Connection Airport Auto RV Pawn & Sales Al Yasir Cars All American Classics, Inc Appleway RV Areli Motors LLC Arrotta’s Auto Max & RV, LLC Auto Credit Auto Sales Unlimited, LLC Autos Only Smokey Point Bara International Solution LLC Bart’s Auto Den, Inc. Bellingham Public Auto Auction Bellus Motors LLC Best Deals Inc Big Boy’s Toys Auto Sales, Inc Brian Harris Used Cars Bruce Cox Imports, Inc B-Side Autos Bulldog Sales and Service Bunce Rental, Inc

Buttera Motors, Inc Camping World RV Sales Car Trek II, Inc Cascade Trader, Inc. CB Auto Financing, Inc. Clean Machine Auto Detail Clickit Auto & RV Sales Cochrane Auto Ranch Complete Auto Brokers D&M Motors & Towing Dave Barnier Auto Sales Del Sol Auto Sales Drager’s International, Inc E & B Auto Sales E Z Auto Sales LLC Extreme Auto Sales, Inc E-Z Auto Buy Inc Farrell’s Sales Financial Consultants International, Inc Fleet Lease Exchange, LLC Flip It Auto Frank’s Auto Sales Gene’s Auto and Truck Sales German Auto Brokers Goodfella’s Motor Company

GT Auto Sales H5 Auto Sales HCM I-5 Toyota Inca Auto Sales, Inc Integrity Auto Sales LLC Iron Technics Enterprises Issaquah Auto Sales J & M Auto Sales, Inc Jammin Auto & RV Kent Cars Liberty Bay Auto Center Inc Lone Wolf Harley-Davidson Los Amigos M & W Auto, Inc Meridian Auto Sales Michael Morgan Miller’s Auto Sales Northwest Autobahn Pacific Point Auto Sales Puget Sound Truck Sales, Inc. Puyallup Car and Truck Puyallup Truck’s & RV’s Sales Qcar Auto Sales LLC R. E. Powell Dist Rainbow Auto Service LLC

Rainier Motorsports LLC Rhino Performance Auto, LLC Richard Taylor Rod’s All Star Auto Sabeti Motors, LLC Sadat Auto Sales LLC Semper Fi Motors Smart Motorz Solid Waste Systems Sound Auto Land, LLC Spokane Frame & Auto LLC Stokes Auction Sundance RV & Auto Center Sunrise Auto Sales Superior Motors Tato’s Auto Shop Truck Country, LLC Trucks Northwest Universal Sales and Service University Motorsports Victoria’s Auto Sales LLC Warner Auto Center LLC What About Bob’s Used Cars Yahweh Auto LLC Your Turn Auto, LLC

Well-loved minivan with 148,300 miles. We worry about what happens on the road, so you can focus on what happens in the dealership.

AUL Solution: ® Any Year-Any Mileage Vehicle Service Contracts

At AUL, we solve problems. It’s what we do. We believe in finding solutions that add profitability to your deal, while providing your customers with peace of mind. That’s why for nearly 30 years we’ve worked to bring dealerships like yours customizable Any Year-Any Mileage® VSCs that allow you to meet all your customers’ unique needs.

We customize our plans to fit your dealership’s unique needs by covering almost all makes and models — at any mileage, with no exclusions for wear and tear.

Plus, with dozens of features like same-day claims payments, parts & labor reimbursement, and 24/7 roadside assistance, partnering with AUL is a solution that adds to your bottom line, without adding to your workload. So you can focus on meeting your sales goals, every time.

Learn more today! Contact Benchmark Dealer Services 360.836.5433 or at

12 | the Front Row | | September/October 2018


A DOL Answer to an Education Fair Question

For a current calendar view, visit and select “Calendar” from the top navigation menu. Adesa |


ere is the answer to a question asked during one of my Education Fair presentations. The

question was where to find scale weight to enter into the e-permit application. I didn’t know the answer at the time, but have researched the subject and want to share the information below from DOL’s Vehicle and Vessel Operation section:


Establishing Scale Weight

• A factory invoice

Adesa | Portland Thursday: Consult website

Bowen-Scarff Ford Lincoln

Call 253.243.5251 for days and times

Copart |

Times vary: Consult website

CTM Unlimited

See website for auction dates and times: Friday: Dealer and Fleet/Lease 9:00AM Alternate Friday: Heavy Metal* 9:00AM (Lane 8) Monthly GSA Public Auctions: 1:00pm as scheduled” *Mechanically-challenged/cosmetically damaged/nonrunning inventory

• The DOL vehicle record

DAA | Northwest |

• A weight slip from a certified scale • The Certificate of Origin (completed vehicles only) • Previous title, registration, or documentation issued from another jurisdiction • A printout from a manufacturer's website or an approved source such as NADA, Kelly Blue Book, • Dealer’s Declaration of Factory Shipping Weight (this can be provided on the E-permit, title application, or Certificate of Fact from the dealer--completed vehicles only)

Weekly auctions: Thursdays at 9:00am; Monthly promotional event auctions: Wednesday at 2pm & Thursday at 9:00am Monthly MotorSports auctions: Thursdays at 11:00am (Lane 8) Monthly RV auctions: 11:00am (Lane 8); Heavy Metal auctions: 8:30am as scheduled (Lane 8); NOTE: MotorSports, RV and Heavy Metal auction dates can be found at

Ehli Auto Auctions | Last weekend of every month.

IAA - Insurance Auto Auctions See website for dates and times

Guess Who?

Kaman | Thursday: Noon

Manheim | Seattle

If you have questions or concerns, don’t hesitate to reach out to my department for assistance.

Monday: OVE Event Sales Tuesday: Alternate weeks Ford Factory (Closed sale) - 10:00am; Crossborder Mobile Sale - 1:00pm Wednesday: General Sale Weekly 9:00am All sale dates and times are subject to change. Please verify with the Auction or

Lewis Dennie

Department of Licensing Dealer & Manufacturer Services 360-664-6451

Tuesday: Consignment 9:30AM Alternate Tuesday: Specialty 8:30AM Thursday Night: InOp Sale 4:45PM

DAA | Seattle |

ou may obtain scale weight information from any of the following sources:

• A Certificate of Fact from the customer stating the weight and the source used.


Manheim | Portland Can you identify this dealer? He attended one of the Education Fairs (answer on p.24).

Tuesday: Open Sale: 9:00AM

the Front Row | | September/October 2018 |



Getting to “AS-IS”

By Todd Elliott, Executive Director, WSIADA


SIADA now carries the “Implied Warranty Only” version of the Buyers Guide in our stores and online. To many of you, this will be a brand new form, so I wanted to take a few minutes and write about how and why you might include the form in your vehicle sales process.

Who sells with a warranty? In my Pre-Licensing classes, I often ask would-be dealers, “How many of you are going to sell cars with warranties?” Usually, a few people tentatively raise their hand. They shouldn’t be tentative. You see, everyone who didn’t raise their hand should have held it up, reluctantly or excitedly and whether they wanted to or not. Here’s why. ALL independent auto dealers in the State of Washington sell vehicles with warranties. You cannot sell a car “AS-IS” without an additional step, since every car sold is sold with an Implied Warranty of Merchantability. This is where the Implied Warranties form comes in. Should you choose to start with the Implied Warranties for, you can still waive the warranty and sell the car “ASIS” using the same waiver process.

Implied warranty of merchantability Marc Worthy, Assistant Attorney General, gave a presentation at WSIADA’s Education Fair about this very topic. Worthy said that, according to state law (RCW62A.2-314), every single used car sold by a dealer in Washington for a customer’s personal use has an “implied warranty of merchantability.” The last part of that, “merchantability,” means that a product is fit to be used as a customer would expect. For a car, this means: 1. The car can be driven for ordinary driving purposes, 2. The car is reasonably safe and without major defects, and 3. The car’s quality is similar to other cars available for sale that are in the same price range.

That a car is for sale means those things are implied as true. That means every car has an implied warranty of merchantability.

Waiving the implied warranty A car can be sold without the implied warranty, but only if the customer knowingly agreed to waive the warranty and was provided a statement of the particular parts of the car that aren’t covered.

14 | the Front Row | | September/October 2018

Absent the required disclosures and your customer’s explicit consent, the law says that an “AS-IS” sticker in the window of a car, or even a signed waiver, is not sufficient to waive the implied warranty. Courts have ruled that the implied warranty is legally waived only if both of the following conditions are met: 1. The vehicle buyer explicitly negotiates and agrees the car does not have an implied warranty, and 2. The vehicle dealer gives the consumer a statement of the particular characteristics or parts of the car that are not being warranted.

The courts have also said that an “AS-IS” sticker does not circumvent the Implied Warranty of Merchantability rules: •

A signed, pre-printed form may not be evidence of explicit negotiation.

A clause waiving the warranty in a pre-printed sales agreement is not evidence of explicit negotiation.

The burden is on the dealer to prove a warranty was waived.

Remember too that if a customer buys an extended service contract from you within 90 days of buying the used car, the implied warranty of merchantability cannot be waived under any circumstances – even if previously negotiated.

So, can I waive that implied warranty at all? Yes, but be smart about it. Use an Implied Waiver Negotiation form whenever an implied warranty might be headed off the table. When you’re completing that form, use your very best chicken scratch and blue ink to capture the essence of the negotiation. Have the customer sign it, and have a dealer representative sign it too, then send a copy home with the customer and tuck the original, as always, into the deal jacket.

In simple English, how do I sell a car “AS-IS”?

2. Have the customer sign the “Implied Warranties” form as evidence of where the negotiation started. Retain a copy in the deal jacket. 3. Document the waiver discussion with an Implied Warranty Negotiation form. Remember to use your very best chicken scratch as evidence of a unique discussion. 4. Create an “AS-IS” Buyers Guide and have the customer sign it. Retain that form AND the Implied Warranties form in the deal jacket as evidence that you sold the car “AS-IS”. 5. If you complete any goodwill repairs, make sure you use the Goodwill Negotiation form to document what action you took. Make sure you record the retail value of the product or service in the space provided.


here, you have waived the Implied Warranty, sold the It can still be done, but you need car as-is, and protected your to do it right. To make it more relationship with the customer by interesting you have 2 paths to an documenting your goodwill repairs “AS-IS”. You can start with an Implied so they can sleep well at night, and Warranties form, or you can start with you can too. an “AS-IS” form. All of it can seem like a pain in the neck, but remember what Starting with “AS-IS” one of our other presenters said 1. If you Advertise your cars “AS-IS” at the Education Fair: All this make sure that it is very clear that documentation is to protect the your price is an “AS-IS” price. Your customer and the dealer if there’s an cars actually carry an Implied issue, misunderstanding or dispute. Warranty until you waive the Implied Warranty through a separate negotiation.

2. Document the waiver discussion with an Implied Warranty Negotiation form. Remember to use your very best chicken scratch as evidence of a unique discussion. 3. Retain the “AS-IS” Buyers Guide and keep it in your deal jacket showing that the vehicle, after the above, was sold as-is. 4. If you complete any goodwill repairs, make sure you use the Goodwill Negotiation form to document what action you took. Make sure you record the retail value of the product or service in the space provided.

Starting with “Implied Warranties” 1. If you advertise your cars with “Implied Warranties” and you seek the waiver, you need make sure the customer is very clear about the waiver process and document the waiver discussion.

Washington State Independent Auto Dealers Association

Membership Benefits • Auction discounts worth over $5000! • Dealer advocacy • Dealer hotline • 10% off most WSIADA services and products • Legislative updates • Legal support program

Still Confused? Still confused about the best process to use for your dealership? Consult your attorne— it’s a conversation worth having.

For easy reference, here are the forms: Buyer’s Guide As-Is buyers-guide-as-is.html

Buyer’s Guide Implied

• Convenient billing • Regional and online continuing education opportunities • Subscription to the Front Row magazine

Protect your own interests and support the auto industry in Washington State! Join or renew your WSIADA membership today. buyers-guide-implied.html

See enrollment form on page 23.

the Front Row | | September/October 2018 |


Service Provider Directory WSIADA service providers are best in class. We invite you to explore their services and please mention that you saw their listing in the Front Row magazine. Accounting Services

Auto Museum

Rekdal Hopkins Howard

LeMay Car Museum

(425) 658-1400

Please see our ad on page 11

Auctions Adesa Seattle (253) 735-1600

(253) 779-8490

Please see our ad on page 18

Benefits / Health Insurance Benefit Consultants NW (800) 945-4193

Adesa Portland

Bonds and Commercial Insurance

(503) 492-9200

Hecht & Hecht Insurance

Bowen Scarff Ford Lincoln (253) 243-5251

Copart Auto Auction (253) 847-8300

(800) 609-0979

Shepard & Shepard Business Solutions (855) 396-0488

Please see our ad on page 2

CTM Unlimited

Car Care

(360) 273-5808


DAA Northwest (509) 244-4500 Please see our ad

(405) 238-9651

Griot’s Garage

(253) 922-2200

Benchmark Dealer Services (206) 696-2264

Drive Dealer Solutions

(425) 478-7242

The F&I Group, LLC (360) 710-9545

Northwest Dealer Financial Services

(206) 718-7234 (Western WA) (509) 705-7597 (Eastern WA)

Protective Asset Protection

(866) 384-6320

Southwest Dealer Services (206) 571-3068

Western Fidelity Insured Services, Inc. (425) 283-4158

Floor Plan Companies AFC

on the inside front cover

Custom Signs

(253) 333-0300

DAA Seattle

Sign Dog

Floor Plan Xpress

(253) 737-2200

Ehli Auctions (253) 572-0990

(253) 445-6424

Dealer Management Systems (DMS)

Identity Theft Protection

Carousel Software


(206) 658-6900

Dennis Demattia (509) 926-8848

Kaman Auctions

Frazer Computing, Inc.

Insurance Auto Auction (IAA)

(425) 640-5111

Manheim Portland

(888) 963-5369

(503) 286-3000


Manheim Seattle

Please see our ad on page 20

(206) 762-1600

Finance and Insurance

Please see our ad on the inside back cover.

Yarbro Auctioneers (509) 765-6869

(509) 703-6558

(206) 999-6699

AUL Corp

(800) 826-3207

Please see our ad on page 12

16 | the Front Row | | September/October 2018

253 905-9111

Legal Services Davies Pearson, P.C. (253) 620-1500


Marketing Sygnifi Networks (734) 418-7073

Please see our ad on p.4 and p.22

Parts & Service Advance Auto Parts



(866) 727-5317

Please see our ad on the back cover

Professional Services Job Depot USA

(877) 868-7635

Washington Retail Association (360) 943-9198

State Agencies WA State Attorney General Office

Department of Licensing Dealer Services

(360) 664-6466

Department of Revenue Business Licensing (BLS) (800) 451-7985

WSP Vehicle Inspection

WSDOT Commerical Vehicle Services

Innovative Finance (877) 635-2021


Lobel Financial Corp.

(210) 858-1105

(253) 839-2600

Please see our ad on page 3

United Finance

(503) 238-6475

Pro-Vigil Surveillance

Vehicle and Fleet Management Spireon

(800) 557-1449

Info Byte

Did you know... Vehicle headrests are intentionally made to be detachable, and the rods are pointed so they can be used to break window glass in case doors are unusable due to an accident or water submersion. Feel free to share this with customers as helpful trivia.

Advertise with WSIADA!

the Front Row magazine is the most effective way to reach over 1,600 automobile dealers in Washington State. Contact WSIADA for more information about targeting your ad dollars today!


Get your plate frames and inserts from WSIADA!

YOUR logo, YOUR style Competitive Pricing Support WSIADA

Get started today in the online store at or call (253) 735-0267.

the Front Row | | September/October 2018 |



COMPLIMENTARY DEALER CROSS-PROMOTIONAL OPPORTUNITIES • Display vehicles on Anderson Plaza at ACM — Great visibility from I-5, I-705 & Tacoma Dome • Offer Ride & Drives around Dome District & Haub Family Field • Purchase ACM Group Admission Tickets for event promotion • ACM develops event promotional email for dealership

RESERVE TODAY Contact the Sales Manager at 2702 East D Street, Tacoma, WA 98421 | 253.779.8490 |

Download the WSIADA App Today! Online shopping, news, alerts and more! Plus: our brand new Auction Savings Program... • Access to auction inventories from across the country! • Special savings on Buy Fees at auction! • Easy to use!

Free from these App Stores:

For More Information Contact: WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION 707 Auburn Way South | Auburn, WA 98002 Phone 253-735-0267 | Fax 253-804-0844 | WSIADA.COM the Front Row | | September/October 2018 |


20 | the Front Row | | September/October 2018

READ AND RESPOND | September/October 2018


he purpose of this Read and Respond quiz is to verify one has read the content of this issue of the Front Row. All of the answers for the questions provided are included in the content of the issue. WSIADA’s Read and Respond quizzes earn 1 hour of continuing education credit. A passing grade will be granted for scores of 80% or higher.

Payment is required prior to the Washington State Department of Licensing being notified of completed continuing education. The Front Row Read & Respond policy has been updated; please contact WSIADA for payment information. Please be advised that the information contained in WSIADA’s the Front Row is, to the best of our knowledge, current and correct. However, we caution readers not to use the information provided to them as final authority. Its purpose is to be a guide. Any legal advice should be regarded as general information. It is strongly recommended that one contact an attorney for counsel regarding specific circumstances. Some articles may express opinions and/or suggestions for best practices. Likewise, the appearance of advertisers or their identification as members of WSIADA, does not constitute an endorsement of the products or services featured.








CIRCLE THE CORRECT ANSWER. 1. Which of the following is NOT a source that can be used to obtain scale weight information? a. A Certificate of Fact from the customer stating the weight and the source used b. The DOL vehicle record c. Dealer’s Declaration of Factory Shipping Weight d. A printout from a manufacturer’s website or an approved source e. The Certificate of Origin f.


A weight slip from a certified scale

3. At the Education Fair West 2018, Greg Milam, the general manager of Manheim Seattle would say they have how many years left of running cars through the lanes? a. 7 b. 10

c. Title Clerks

c. Certificate of facts

4. Advancing technologies and cultural shifts are NOT changing the way the auto industry does business. a. True b. False 5. The auction panels unifying message from the 2018 Education Fair West was: Adapting to future changes will be critical to maintaining future success. b. False

b. All Dealers

b. Blue ID Cards

d. 15

h. Previous title, registration, or

7. DOL Administrator, Lewis Dennie stressed that dealers were prepared for the disruption the scheduled DRIVES system update would have on E-Permitting with paper forms and ___________ on hand. a. Temp and 45-day trip permits

c. 5

a. True

a. WSIADA Members only

Send your completed quiz to WSIADA... MAIL: 707 Auburn Way South; Auburn, WA 98002 FAX: 253-804-0844 EMAIL:


g. DOL DRIVES system

2. Who can and should attend Chapter Meetings?


6. DMS platforms can organize and unify tasks for auto dealers such as, inventory, financing, Valuation and___________. a. Payroll b. Accounting c. Advertising d. Customer outreach

8. Marc Worthy, Assistant Attorney General, stresses that staying in compliance is just a matter of being accurate and _____________. a. Invisible b. Honest c. Transparent d. Dishonest 9. In Washington State, an implied warranty is presumed to be on ALL vehicles to guarantee that each will operate as a vehicle would be expected. a. True b. False

the Front Row | | September/October 2018 |


READ AND RESPOND | continued 10. According to Worthy, what is the best way to ensure vehicle sellers are in compliance with the Implied Warranty of Merchantability? (RCW 62A).

14. What 2 things do you need to have handy before contacting the WRA to sign up for the L&I Group Retro Program?

a. Due Bill

a. Business license

b. As-Is Buyers Guide

b. Legal business name

c. Certificate of Fact d. Implied Warranty Buyers Guide

c. LNI account number d. Dealer license

11. According to Ken Krause from the DOR, attention to accuracy on _______ saves dealers from big headaches. a. Pricing

15. What will be replacing the Auction Discount Cards in the new WSIADA App?

b. Forms

a. The Member Discount Coupons

c. Market Value

b. The Auction Savings Program

d. Taxes

c. The Member Coupon Book

12. The L&I Retro Program offers companies a way to reduce their workers comp. insurance tax premiums by providing a safe work environment and reducing workplace injuries.

16. Which of the following is NOT a criteria for the Implied Warranty of Merchantability? a. The car can be driven for ordinary

a. True

driving purposes

b. False 13. Members of WSIADA can take advantage of the L&I Group Retro program through WSIAD’s partnership with the Washington _____________ Association. a. Workforce

b. The car is reasonably safe and without major defects c. The car meets CAFE mileage requirements d. The cars quality is similar to other

b. Sales

cars available for sale that are in

c. Retail

the same price range


17. If I sell a vehicle service contract within 90 days of selling the car, the implied warranty of merchantability cannot be waived under any circumstances – even if previously negotiated. a. True b. False 18. Which of the following is NOT good process for selling a car AS-IS? a. Advertise that your cars have an Implied Warranty: include an Implied Warranty Only Buyers Guide in the window b. Waive the Implied Warranty only with an Implied Warranty Negotiation form c. Complete a new “AS-Is” Buyers Guide and keep it in your deal jacket showing that the vehicle, after the above, was sold “AS-IS” d. If you complete any goodwill repairs, keep a copy of the receipts in the deal jacket 19. The Implied Warranty Negotiation form can be complete in advance in your DMS, printed and simply signed by the customer, to waive the Implied Warranty. a. True b. False 20. Which of the following statements is false? a. When you’re completing the Implied Warranty Negotiation Statement, use your very best chicken scratch and blue ink to capture the essence of the negotiation b. The burden is on the dealer to prove a warranty was waived

Update all your social media sites simultaneously from a single place, schedule custom posts, attach photos, target your audience and much more! 22 | the Front Row | | September/October 2018

c. There is no need to retain a copy of the Implied Warranty Buyers Guide in the Deal Jacket if you sell the car “AS-IS” d. A car can be sold without the implied warranty, but only if the customer knowingly agreed to waive the warranty and was provided a statement of the particular parts of the car that are not covered

Washington State Independent Auto Dealers Association

Dealer Member Enrollment


I know that it is important to be recognized as a professional in the automotive industry! Enclosed are my annual dues to ensure that my business has all the advantages WSIADA/NIADA provides to put me at the forefront of my profession. By completing this form, I am consenting to and giving WSIADA/NIADA, their affiliates and/or subsidiaries, my permission to contact me at the methods I have provided on this form until/unless I revoke that permission in writing. I hereby certify that (I am/we are) eligible for membership in WSIADA.

ENROLL: Member Name Business Name

Dealer No.

MEMBERSHIP CATEGORY: Dealer Membership is [a] limited to any sole proprietorship, partnership or corporation which is engaged in buying and selling motor vehicles as a principal part of its business; and [b] member must hold a vehicle dealer’s license issued by the Washington State Department of Licensing.

$450 Annual Charge (payable by debit/credit card or company check) $42 Monthly Charge (debit/credit card only; will be charged on the 1st of each month. Cancellation will require payment of full balance.)

Billing Address City


Business Phone



County Fax


See reverse side of form for some of the many benefits of WSIADA membership!


CHECK No._______________ (Checks are not accepted for monthly membership payments) VISA










DISCLAIMER: Receipts will be emailed unless otherwise requested. This agreement will continue until/unless the card holder revokes consent in writing or cancels membership. At that point member will be billed for the remaining balance. If provided card is declined, WSIADA may continue to attempt to process payment(s) or request updated payment information. If payment is declined and no card update issued, dealer will be invoiced for remaining balance and access to WSIADA services will be suspended until balance is paid in full.


WSIADA 707 Auburn Way South Auburn, WA 98002

FAX 253-804-0844

EMAIL(as an attachment)


the Front Row | | September/October 2018 |


JUST FOR FUN If you think OUR freeways are bad, we dare you to get home from your dealership on these twisted turnpikes! Send your automotive jokes and funny images to

Answer from p.13: David Bowen, owner, Bowen Auto in Bonney Lake WA.

24 | the Front Row | | September/October 2018


PROVEN TOUGH FOR THE PROFESSIONAL WE’VE BUILT OUR BRAND TO PROTECT YOURS Duralast auto parts are produced to the strictest standards by trusted manufacturers who utilize the highest quality materials, state-of-the-art processes, and well-designed, durable components. You can depend on Duralast

Š2017 AutoZone, Inc. All rights reserved. AutoZone, AutoZone & Design and Duralast are registered marks of AutoZone IP LLC or one of its afďŹ liates.

the Front Row  

The official publication of the Washington State Independent Automotive Dealers Association.

the Front Row  

The official publication of the Washington State Independent Automotive Dealers Association.