the Front Row | November/December 2018

The official publication of the Washington State Independent Auto Dealers Association

November|December 2018

A Year in Rear-View

CYA: Cover Your Ads! PLUS...

A changing of the guard...

People Matter Most.

David Pendergraft GM, DAA Northwest

For us, it’s about more than the bottom line.

Choose an auction with the right priorities.

McConkeyAuctions.com

The official magazine of the

WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION

November|December 2018

707 Auburn Way South Auburn, WA 98002 T: 253-735-0267 | F: 253-804-0844 staff@wsiada.com WSIADA.COM AJ Hamedian, Board President Excellent Choice Auto Sales, LLC aHamedian@yahoo.com

Mo Aliabadi, President Emeritus South Tacoma Auto Sales, Inc. Mo@southtacomaauto.com

Randy Fletcher, President Emeritus In N Out Auto Sales | inandoutwa@gmail.com

Emil Scarsella, Board Treasurer Town & Country Auto Sales | E.Scarsella@hotmail.com

J.T. Curry, Board President Emeritus Motors Northwest | JT_Curry@motorsnorthwest.com

Ken Williamson, Board President Emeritus John’s Auto Mart, LLC | JohnsAutoMart@msn.com

contents

Andrew Drager, Chapter President – North Sound Drager’s International, Inc. | Andrew_Drager@mac.com

Andrew Harding, Chapter President – Tri Cities Harding Motor Co. | HardingMotorCompany@gmail.com

Vacancy - Board Secretary Vacancy - Board Vice President Vacancy - Chapter President – North Cascade Vacancy - Chapter President – South Sound Vacancy - Chapter President – Spokane Vacancy - Chapter President – Vancouver

2 | President’s Letter | Advertiser Index 4 | Events Calendar 5 | Executive Director’s Message 6 | 2018: A Year in Rear-View 11 | Auction Listings

Vacancy - Chapter President – Yakima

12 | Membership Updates

WSIADA STAFF

14 | Membership Benefits

Todd C. Elliott, Executive Director Colette Eilers, Receivables/Payables Rick Olson, Project Manager Jason Ludwig, Marketing Coordinator Mila Froman, Member Services Michael McGaughy, Spokane Auctions

PUBLISHER Sygnifi Networks wsiada@sygnifi.com ©Copyright 2018 WSIADA MEMBER

16 | Service Providers Directory 17 | Cover Your Ads! 19 | Free Apps: WSIADA & Auction Discounts!

21 | Continuing Ed: Read & Respond 23 | Enrollment Form: WSIADA Membership 24 | Flood Warnings in Effect!

the Front Row | wsiada.com | November/December 2018 |

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ADVERTISER INDEX

P

lease thank our sponsors for their generous support by considering their services and mentioning you saw them here!

PRESIDENT’S MESSAGE

To My Fellow Dealers...

Mo Aliabadi, President, South Tacoma Auto

AUL . . . . . . . . . . . . . . . . . . . . . . . . . 22

W

here Does the Time Go? As I plan the next chapter in my life, whether it's retirement, or just being a decent grandpa, time has become more of a commodity and less readily available.

DAA Northwest . . . . . . . Inside Front LeMay, America’s Car Museum . 18 Lobel Financial . . . . . . . . . . . . . . . . 3 Manheim . . . . . . . . . . . . Inside Back Rekdal Hopkins Howard . . . . . . . . 10 Shepard & Shepard Insurance . . . 8 Skywerks . . . . . . . . . . . . . . . . . . . . . 20 Service Provider Directory . . . . . 16 Smart Dealer . . . . . . . . . . . . . . . . . . 4 SmartSocial . . . . . . . . . . . . . . . . . . 12

I have served this wonderful Association as a board member with honor and great pleasure for the past 13 years. With the strong membership, enduring board and dedicated leadership that the Association presently enjoys, it’s time for me to vacate the seat so younger and more energetic individuals can take over.

It is my pleasure to announce AJ Hamedian as the new President of the Association. With his leadership and foresight, our association will grow and become stronger than ever.

I encourage all of our members to support the Association by getting involved at the board level. It has done wonders for me and for my business. The stronger our Association is, the stronger our industry will become­. We cannot and should not wait for others to do this important work for us. It’s up to all of you to get involved and protect what matters.

It has been and honor and a pleasure to serve the Association.

Thank you for placing your trust in me through the years.

Until we meet again, happy selling!

A proud used car salesman,

Mo

(253) 208-8090 mo@southtacomaauto.com

TARGET YOUR ADVERTISING DOLLARS! CALL FOR A MEDIA KIT:

253.735.0267

Please join us in welcoming the new 2019 WSIADA Board President:

2 | the Front Row | wsiada.com | November/December 2018

AJ Hamedian Excellent Choice Auto Sales, LLC aHamedian@yahoo.com

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253-839-2600 | www.lobelfinancial.com | Training ~ Support: 800-871-8051 the Front Row | wsiada.com | November/December 2018 |

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Events Calendar

Advertise with WSIADA!

Pre-Licensing & Title Workshops

the Front Row magazine is the most effective way to reach over 1,600 automobile dealers in Washington State.

Auburn........................ Monthly Spokane..................... Bi-Monthly

Chapter Meetings Vancouver, Tri-Cities, Yakima, South Sound, Spokane, North Cascade, North Sound

Contact WSIADA for more information about targeting your ad dollars today!

Spring.......................... Mar/Apr Fall............................... Oct/Nov

253.735.0267

Education Fairs Spokane..................... July 18, 2019 Tacoma...................... August 15, 2019

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

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DMS-100 Dealer Management System.

Inventory is automatically published to Dealer website and CarBossPro.us marketing website.

Registered public users; Staff private sections with administrator access controls.

Menu Manager.

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Contact email form.

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Rotating Content Showcase.

Site Analytics.

For more information email SmartDealer@sygnifi .com or call (734) 904-0295.

4 | the Front Row | wsiada.com | November/December 2018

Last

EXECUTIVE DIRECTOR’S MESSAGE

issue of the year, and it has been an eventful 65th Anniversary year for WSIADA. A long time Board Member and supporter of the Association, Mo Aliabadi retired from the Board and gaveled his last meeting as State Board President. Thank you Mo, for the many years of dedicated service to WSIADA. We wish you well. AJ Hamedian picks up where Mo left off setting us up for a very exciting 2019.

2018 Highlights We added two new Associates, Mila Froman and Jason Ludwig and said goodbye to Ashlie Seipert. We wish Ashlie well in her new career. Mila rejoined the team a few weeks ago and is once again a familiar face at our Western Washington Auction stores. As will all WSIADA Associates Mila’s plate will be full with many other duties as well. Welcome back. Jason Ludwig joined us mid-year in a new Marketing Coordinator position. Thank Jason for the new Quick Cover and other programs to keep our members more informed.

Rick has kept you apprised in the status of the new technology platforms we have launched. The close of 2018 should have us poised to leverage the new Customer Relationship Management (CRM) and Retail Platform to offer more options and better customer service. We recently passed the 1000 order milestone on our webstore. Drop us a note to let us know what you think.

In 2018, we added 112 new dealer members through the end of October and should exceed 130 by the end of the year. This is on top of the 124 new dealer members we added in 2017. Unfortunately, retirements and other events kept our net new member number hovering around 660 members. Still good enough to be in the top 10 in the country.

2019 Plans We will no longer issue Auction Discount cards, instead we will offer Auction discounts through the Auction Savings Program app. You will see instructions to download the app on page 19 and the back cover. Discount will be available to members and non-members. However, as you might have guessed, Members will get significantly more discounts.

Earlier, I asked the simple question: Why would you leave money on the table? Next year, we will offer another answer to that question. Most of our dealer members, and non-member dealers are unable to take full advantage of the financial benefits that a Finance & Insurance (F&I) program offers. In 2019 WSIADA will offer a program that will offer F&I products Several member dealers have also and training support designed to taken advantage of the L&I Rethelp low volume dealers participate ro program available through our fully in programs designed for larger partnership with the Washington dealers. Watch for the announceRetail Association. If you have an an- ments on our website and in Quicknual L&I bill and a membership with Cover.

WSIADA, check out the program.

Our 2019 meeting schedule will be Why would you leave money on the posted on WSIADA.com and in all our table? electronic platforms in early DecemWe are very proud of the number of ber 2018. Since dates and locations dealers and soon to be dealers who can change from time to time, you completed training in 2018. Here is a will not see dates and locations in summary by event: the Front Row, with the exception of our Education Fairs in Spokane and WSIADA Dealer Customers 1450 Tacoma.

Pre-Licensing 353 We will introduce new products and Continuing Education 582 services for Dealers in 2019 includTitle Class 167 ing a laser version of the Odometer Restatement form. At launch, the Chapter Meetings 152 laser version will only be available to Education Fairs 139 dealers using the Skywerks Dealer

Management Software platform. In many cases, this form will allow dealers to say good bye to their Oki Data printers. We anticipate that other DMS providers will follow suit. Watch for announcements in Quick Cover and in the January/February issue of the Front Row Magazine.

Finally, the staff at WSIADA and the State Association Board would like to wish you and your families a safe and happy Holiday season.

Todd C. Elliott, WSIADA

Wanting to downsize?

Thinking of Retiring?

Promote your dealership location with WSIADA Classifieds! email classifieds@wsiada.com for more information

the Front Row | wsiada.com | November/December 2018 |

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The official publication of the Washington State Independent Auto Dealers Association

January | February 2018

Resolutions

Kicking off the New Year with bold and attainable goals!

Perfecting the Walk Around Avoid Credit Card Scams

A Year In Rear-View

Highlights from this year’s editions of the Front Row magazine

PLUS...

Best Practices For Dealer Advertising

January|February

methodology), or to describe their home (based on a Google Earth search).

“In response to the recent data breaches, I expect there will be a drastic rise in the number of Americans who place a freeze on their credit bureau reports.

As retailers who deal with credit reports in order to complete a high percentage of sales transactions, you need to know how to deal with credit freezes.”

Vetting Suspicious Buyers 1. Check the email address provided with the online credit app to see if it makes sense for the applicant.

2. Review the ID closely.

3. Push the customer to reduce the loan term from 72 months to 48 months, which will drastically raise the monthly payment. If the person readily agrees, it’s likely the individual has no intention of repaying the loan and is likely an ID thief.

4. Ask additional out-of-wallet questions not generated by your vendor. For example, ask suspicious customers what their astrological sign is (based on their birthdate), in what state they obtained their Social Security number (based on the Social Security numbering

• Define your marketing plan.

Review the last 12 months to determine what campaigns worked and which ones flopped.

• Define your competition.

What are their strengths and weaknesses? What are they doing that you should be doing better?

• Define the WHY of your business.

Why did you decide to open your business? What it is you do better than the rest?

The author points out that thawing a freeze is a complex process with customer participation.

• Determine the long-term goals of your business. Are you wanting to expand? Hire Gil Van Over is more people? Purchase your executive director building? Are you content with of Automotive modest growth, building wealth Compliance for retirement?

Education (ACE) and founder • Plan for perpetuity. Do you have a and president successor in mind when it’s time to of GVO3 & retire, or will you just close shop?

Associates. You can email him at Do you have a trusted employee gvo@bobit.com. or family member ready to step up to keep your business going?

Have you had the conversations Say Good-bye to Resolutions necessary to begin this process?

On the subject of New Years’ resoluTodd Shepard tions, first and foremost, update your is co-owner business plan. of Shepard • Define your company structure.

Name the individuals involved and what specific roles they play.

• Define your target market. Your ideal customer.

6 | the Front Row | wsiada.com | November/December 2018

& Shephard Insurance, specializing in the auto sales industry.

The official publication of the Washington State Independent Auto Dealers Association

March | April 2018

Ask the Power Questions Best Practices to better connect with your customers

Military Lending Act

Social Media Leads

PLUS...

What you need to know about the new DOL tax filing system

March|April How to Perfect the Walkaround Follow these five steps to make better connections and more sales: 1. Listen to the Customer 2. Be Genuine 3. Showcase what’s important 4. Keep the Customer Engaged 5. Overcome Objections Tahmina Hassanein is a five-year BMW sales professional, NADA Dealer Academy student and dealer candidate.

You can contact her at tahmina. hassanein@bobit.com.

Buyers Guide Reminder By now you should be using the updated version of the Buyers Guide.

If you’re not, do yourself a favor: Destroy the old ones and order or print the current version. If you do business in Spanish, you must display both an English AND a Spanish guide in each vehicle offered for sale.

GUIDE

BUYERS T:

IMPORTAN

ises Spoken prom

rce. cult to enfo

are diffi

all promises

in writing.

VEHICLE

Keep this

Great questions are the most effective method to having a productive conversation with your customer before any attempt to sell them anything. That is our needs discovery — the most important part of the F&I process.

1. Closed-Ended Questions, which can be answered with a “Yes” or “No,” should be kept to a minimum.

2. Open-Ended Questions, which cause customers to relax and expand upon their answers.

3. Power Questions, which are open-ended questions on steroids. They prompt customers to describe what something might look like.

Additionally, there are two “magic words” that, when used as a part of a power question, engage the mind of the customer at a high

level and motivates them to buy.

The first word is “describe” – ask a customer to describe something and you immediately paint a picture in their mind that their response will vividly describe. The second magic word is “one” – ask a customer to single out one piece of information and bring the most important fact to the surface. An example would be, “What is the one technology feature on this new car that excites you the most?”

Rick McCormick is the national account development manager for Reahard & Associates Inc., an F&I training company providing classes, workshops, in-dealership and online training. Email him at rick. mccormick@bobit.com.

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ASK THE

Top 10 Most Common Vehicle Repairs You can prevent sold vehicles from coming back by thoroughly inspecting your inventory for problems like the 10 most common repairs performed by vehicle owners and service shops: 1. Oil/oil filter change

6. Battery replacement

2. Wiper blade replacement

7. Brake work

3. Air filter replacement

8. Antifreeze added

4. Scheduled maintenance

9. Engine tune-up

5. New Tires

10. Wheels aligned/balanced the Front Row | wsiada.com | November/December 2018 |

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LET US SET YOUR DEALERSHIP FOR FREE!

MARCH/APRIL, CONTINUED...

Study: Dealerships Missing Out With Facebook Messenger, After-Hours Leads As part of a four-month mysteryshop study, social media firm Digital Air Strike sent 1,500 franchise auto dealers an online lead, including through the dealers’ websites and Facebook’s Messenger app. The leads, messages with questions about specific vehicles that required specific answers, produced the following results: • 16% of tested dealers responded to internet leads within 15 minutes.

• 18% didn’t respond at all.

• 66% of tested dealers responded more than 15 minutes after the leads were sent.

• 36% of tested dealers responded to requests submitted after-hours.

• 64% of tested dealers didn’t respond to leads on Facebook Messenger.

• 25% of tested dealerships provided pre-owned vehicle options; 15% provided additional new vehicle options.

• 53% of tested dealerships did not respond with price or vehicle information despite requests for it.

• 31% of those that did respond with price or vehicle information included lease and rebate information.

8 | the Front Row | wsiada.com | November/December 2018

• 19% of those that responded with price or vehicle information included vehicle photos; 1% included video

May|June

takes on greater significance in today’s market, with declining consumer creditworthiness and increasing likelihoods of consumer default.

Don’t Let the Deal Ruin the Sale Editor’s note: pay particular attention to Step 2. We have seen more and more of this lately.

“The results reveal a tremendous opportunity for dealerships and manufacturers to improve their lead responses,” said Alexi Venneri, cofounder and CEO of Digital Air Strike.

“Consumers are shopping after work, when no one is at the dealership to respond; however, there are innovative tools that can provide intelligent responses to consumers even after hours.”

Key to used-car profits?

Control inventory Keep score. Pay attention to how much is invested in each used vehicle, including their reconditioning costs. You can’t manage what you can’t measure.

Control turnaround time. Dealer consultant Dennis Puskaric recommends using 45 days as a limiter on used vehicle turnaround times, saying inventory control should include 8 a.m. Monday reviews so vehicles that “have grown whiskers” can be taken to auction the same week.

Keeping good records on all vehicles is worth the effort, he says, recommending that managers check how many people have seriously looked at a vehicle after it sits for three weeks. If the interest has been low, find out what’s wrong: Should the vehicle be in a better spot? Are you over-appraising some vehicles? Find out and adjust accordingly.

The compliance of the “car deal” itself is one of the biggest challenges in auto dealing, and it’s the area that presents some of the greatest legal exposure for your dealership. Here are four steps you can take to tighten up your process” Step 1: Complete the Jacket.

To stay in compliance with local and federal laws, ensure that the retail buyer’s order, FTC buyer’s guide, and limited warranty document contain the required disclosures, and make sure those disclosures are consistent and properly integrated.

Step 2: Prepare for the Lot Lawyers.

Consumer attorneys have adopted a strategy for handling motor vehicle cases in hopes of recovering large awards and attorney fees. Instead of focusing on what the consumer alleges the problem is with a motor vehicle transaction, the consumer’s lawyer goes for the “quick kill.”

They scrutinize the deal looking for incorrect or inappropriately completed documents that might provide grounds to rescind the transaction, recover damages, and collect attorney fees.

The official publication of the Washington State Independent Auto Dealers Association

May | June 2018

Celebrating 65 Years of service to independent auto dealers

Don’t Let the Deal Ruin the Sale Senate Reigns in CFPB

PLUS...

WSIADA updates on all things digital

Be cautious about making such compliance warranties to a lender without first taking a good look at their car deal.

Step 4: Get Serious About Auditing.

Today, your jacket likely contains documents from various sources in various formats, including electronically presented items and computer screenshots.

What are the odds these documents on their own all work together to produce a complete car deal where everything works together? Make sure someone in your dealership has the responsibility and expertise to ensure your documents work together.

If you haven’t updated your dealership’s car deal documents and related procedures within the last year, they probably are not in compliance with applicable state and federal laws. And if you don’t review your car deal, someone else will!

Supreme Court Rules Service Advisors Exempt from Overtime

In April, the U.S. Supreme Court ruled that automotive service advisors are not covered by the Fair Labor Standards Act’s overtime pay Step 3: Rethink Your Compliance Warranties. In virtually all dealership- requirement. In a 5-4 decision, the lender agreements, the dealer must court held that service advisors fall under the FLSA provision that warrant that the documents used exempts a “salesman, partsman in a transaction are in compliance or mechanic primarily engaged in with applicable state and federal selling or servicing automobiles” from laws, rules, and regulations. federal overtime pay.

Breach of that warranty requires a dealership to repurchase the car “The Court’s decision ratifies what deal from the finance source. This has been an industry practice in the Front Row | wsiada.com | November/December 2018 |

9

dealerships for decades – a practice that had been satisfactory to both federal regulators and courts,” NIADA senior vice president of legal and government affairs Shaun Petersen said.

The ruling only affects federal law regarding overtime. State laws still apply.

Dealer Alerts!

April 17, Wholesale License. As of July 1, 2018, if you’ve had your WA Wholesale Auto license for at least six continuous years, you can retain your Wholesale license without converting to a Retail license.

April 2, Title Applications. Alterations made to dealer title applications are increasing the number of title applications rejected by the Department of Licensing (DOL) in Olympia. The DOL has clarified what is acceptable and what is required in the event of an alteration.

Legal Corner | Spot Delivery and Responding to the AG Navigating Spot Delivery. Bushing occurs when a dealer attempts to change the terms of a sale

agreement more than four business days after the deal was signed. In that case, a dealer must void the prior deal documents and refund any payments before entering into a new deal (even if the new terms are more favorable to the buyer).

Many dealers find it helpful to implement a Conditional Delivery Agreement, otherwise known as a Spot Delivery Agreement, which provides many benefits: 1. It contains the statutory requirements, such as finalizing the deal by the close of business on the fourth calendar day after the date of sale (exclusive of Saturdays, Sundays and legal holidays); 2. It contains protections for the dealer by shifting risk to the customer, including the risk of lawsuits and damages resulting from injuries; and 3. It outlines the rights and obligations of both the dealer and customer, including the customer’s obligation to return a vehicle upon demand and pay for excessive mileage or any damage to the vehicle.

Responding to a Demand from the Attorney General. The Washington

10 | the Front Row | wsiada.com | November/December 2018

State Office of the Attorney General has the authority to enforce the Washington Consumer Protection Act, which enables the AG’s Office to demand information from dealerships in the course of investigating complaints regarding potential violations of the law. The demands may seek records and responses to written questions.

A demand does not necessarily lead to a lawsuit, but it may be the precursor for one. As such, respond with great caution and the assistance of your attorney. Some general guidelines when it comes to responding to a demand, however, include the following: 1. Don’t volunteer extraneous information beyond the scope of the specific requests; 2. Don’t respond with legal conclusions; 3. Don’t respond in a tone that is adversarial towards either the Attorney General’s Office or the complainant(s); 4. Convey a desire and commitment to work out a reasonable resolution of the issue(s); and 5. Stick to the facts.

The official publication of the Washington State Independent Auto Dealers Association

July | August 2018

Summer Learnin’ Education Fairs East & West

Non-Disparagement Clauses POTUS NIXES CFPB

PLUS...

How NOT to respond to a harassment claim

July|August Common Violations Identified by DOL Investigators Certificate of Fact. Since April 1, 2018, dealers must attach a Certificate of Fact (COF) to all altered title applications, which were increasing the number of title applications rejected by the Department of Licensing (DOL) in Olympia. The DOL considers a typed dealer title application altered when it contains handwritten or stamped (non-signature) vital or important information. Examples include (1) Crossing out a lienholder and adding a different lienholder; (2) Handwriting or stamping a lienholder on a typed and printed application; (3) Handwriting a Lessee or Lessor on a typed and printed application.

If alterations are made to a title application, the dealer must complete a COF that includes the vehicle or vessel information, an explanation of the alteration, and a signature. Without a properly completed COF, DOL will not release the title.

Possession of Title. Prior to offering a vehicle for sale, a licensee must have possession of title. This may be demonstrated in different ways, such as by having actual possession of the complete title work, by having documentation that the licensee’s flooring company has possession of complete title work, etc.

45-Day Temporary Permits. A 45-day paper temporary permit can only be issued if there is a DOL system outage or if a licensee is conducting a licensed temporary off-site sale without access to the E-Permit system. In these cases and when a 45-day paper permit is issued, the licensee must log the temporary permit into the E-Permit system within 24 hours of issuance.

Odometer Disclosure. DOL does not accept cross-outs on a Certificate of Fact. A new odometer form will be required. For vehicles less than 10 years old, an odometer statement is required on all original, transfer, and lease buyout applications. Odometer Disclosure Statement forms are printed on tamper-proof paper; they are not available online.

Common Errors DOL Finds on Title Applications Watch out for these errors that DOL says often delays the title application process: • Missing Certificate of Fact explaining alterations • Colored markers used • Legal owner missing on application • Dealer Report of Sale not completed on application • Driver’s License/Unified Business Identification (UBI) number missing on application • Dealer-to-dealer documentation missing • Power of Attorney not signed correctly • Date of transfer missing on odometer disclosure • Printed name and address missing from odometer statements • Odometer code box not checked • Missing date and place signed on title application • Wrong scale weight on title application

AUCTION LISTINGS For a current calendar view, visit WSIADA.com and select “Calendar” from the top navigation menu.

Adesa | adesa.com/seattle

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

Adesa | Portland adesa.com/portland Thursday: Consult website

Bowen-Scarff Ford Lincoln bowenscarff.com

Call 253.243.5251 for days and times

Copart | copart.com

Times vary: Consult website

CTM Unlimited

See website for auction dates and times: www.ctmunlimitedauction.com

DAA | Seattle | daanw.com

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

DAA | Northwest | daanw.com

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 daanwmotorsports.com

Ehli Auto Auctions | ehliauctions.com Last weekend of every month.

IAA - Insurance Auto Auctions iaai.com See website for dates and times

Kaman | kamanauctions.com Thursday: Noon

Manheim | Seattle manheim.com/locations/SSAA/events 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 manheim.com.

Manheim | Portland manheim.com/locations/PAA/events Tuesday: Open Sale: 9:00AM

the Front Row | wsiada.com | November/December 2018 |

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WSIADA Membership Updates We want to say “Thank You!” to the following dealerships for renewing their memberships! ...and we extend a “Warm Welcome!” to our newest members, who are highlighted below in bold red text.

1 Star Motors 29 Motorsports Auto Sales A Auto Sales A Pro Automotive A to B Auto A-Jack’s Auto Services & Towing Affordable Auto Liquidators Affordable Used Cars & Trucks All Pro Auto Sales All Right Auto Sales All Star Auto Allwest Auto Remarketing Alpine Haus Marina Ameda Auto Sales Annie’s RVs Apexx Motor Sports Aromax Auto Sales Attwood Auto Wholesale Auburn Auto Exchange Aurum Trust Austin’s Auto Sales Automotive Specialties Auto Sales Autotradebid Auto Sales Belfair Auto Sales Big Toe Auto Salvage Bowen Auto Boyko Motors Brush Praire Auto Sales Bryant Motors Bucks Family Auto Brokers Budget Auto Sales Calligan Transportation Svcs.

Car Connection Carcraft Industries Carmall Auto Sales Chad Chambers Auto Sales Cobalt Truck Equipment Corn Motors CrankyApe.com Curbside Motors.com Dare Britannia Dave Barcelon’s Truck Town Dave’s Auto Sales Delta Dealer Diesel Alliance Trucks Don Jose Auto Sales Down River Auto Duffy’s Auto Brokerage Edgewood Motors Elliott Bay Auto Brokers Erickson Tank & Pump Evergreen Auto Sales Excalibur Auto Group Expo Auto Export Auto Sales EZ Deals Auto Sales Fifthgear Automotive First National Autos First National Fleet and Lease Five Star Autos.com Frazer Freedom Automotive Freeway Trailer Sales Funke’s Auto Renovation & Sales GMA of Everett God Fearing Brothers Gorilla Auto Center Grand Sport Motors

Hall Motor Group Halterman’s RV Haven Street Motors HJR Equipment & Vehicles Hot Rod Hunters Inland Sales & Service Insurance Auto Auctions J & R Auto Jacobsen Motors James G Murphy Kent RV Latino Auto Sales & Repair Legend Auto Sales Leonard Evans Cars LG Auto LKQ KC Truck Parts M.B. Motors Machias Auto Sales MAD Properties Maple Valley Auto Sales Market Place Auto Marvel Motors Messmer Motors Mike Wood Auto Sales Mikes Automotive Mountain Loop Motorcars Nob Hill Auto Sales Norlift North Beach RV NW Recreational Liquidators NW Dealer Financial Services Ott-Knott Pacific City Auto Sales Paisano’s Chevrolane Auto Sales Parkland Auto Center Pascual Performance Auto Phil’s Auto Sales Phoenix Motors PNW Auto Sales Port Angeles Power Equipment Preferred Auto Sales Premium Motors Pro Finish Pro Truck & Equipment R & R Body and Paint

12 | the Front Row | wsiada.com | November/December 2018

Rain City Rides Rich’s Car Corner Right Auto Sales Ritchie Bros Auctioneers (America) RTA Direct Auto Sales Russell-Land Auto Sales Ruston Way Muscle Cars RVs Northwest Sea-Auto Sales Shannon’s Auto Sales Signature Auto Sales Skywerks South Sound Motorsports Spirit Auto Center of Renton Sport Motive Auto Sales Stillbuilt Motorsports T.K. Auto Sales Tacoma Auto Exchange TCS Auto Wholesale The Brown Boys The Noel Corporation The Other Guy’s Auto & Truck Ctr. The Price is Right Auto Sales Top Gear Motors Transition Auto Triple A Auto Sale Truck City RV Sales Truck Galaxy Truckland U-Neek RV Center Unlimited Auto Deals V.I.P. Traders Valley Auto Liquidators Valley Truck and Equipment Vintage Racing Motors VIP Motorsports Way Scarff Ford West Coast Auto Dealers Western Systems & Fabrication Western Truck Exchange Wheels & Deals Wholesale Motors Wilcox Farms Winston Auto Service & Sales Zayna Auto Sales

WSIADA PRESENTS...

Update all your social media sites simultaneously from a single place, schedule custom posts, attach photos, target your audience and much more!

sygnifi.com/smartsocial

September|October

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!

Establishing WSIADA, in partnership with the WRA, “Scale Weight” got WSIADA members access to the According to the DOL, you may obtain scale weight information from any of the following sources:

• A factory invoice • The DOL vehicle record • 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, Edmunds.com • 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)

Group Retro Savings Program

O

participating companies refund checks.

lympia powerhouse and WSIADA partner the Washington Retail Association rolled out a moneysaving Group Retrospective (Retro) Ratings Program. The L&I Retro Program offers businesses a way to reduce their workers compensation insurance premiums – By providing a safe work environment and reducing workplace injuries for three years, higher safety ratings yield higher refunds and the WRA sends

lucrative program. Some FAQ:

What is the Group Retrospective Rating Program (Retro)? Group Retro is a safety incentive program.

Implied Warranties: Through it, you can receive a partial Getting to “As-Is” refund on the workers’ compensation WSIADA now carries the “Implied premiums you pay.

Warranty Only” version of the Buyers Am I eligible for Group Retro? If Guide in our stores and online. you’re (1) a WSIADA member (2) who What vehicles have a warranty? All has an account with L&I (3) that’s independent auto dealers in the in good standing (your quarterly State of Washington sell vehicles with premiums are paid on time), then a warranty: an Implied Warranty of you’re eligible for Retro.

Merchantability. You cannot sell a How does Group Retro save me car “As-Is” without an additional step money? Once you’re in the program, because of this. you pay your worker’s comp premiums like you would anyway. Do Implied warranty of merchantability.

According to state law, every single it for three years while you reduce workplace injuries, and you can start used car sold by a dealer in Washington for a customer’s personal use has getting Retro refunds. If your Group an “implied warranty of merchantdoes well, you do well. Essentially, you can get back a big chunk of the ability.” The last part of that, “merchantability,” means that a product worker’s comp insurance premiums is fit to be used as a customer would you’ll pay anyway. And your workplace gets safer, something you expect. For a car, this means: 1. The car can be driven for want anyway. ordinary driving purposes; So I get money for things I’m already 2. The car is reasonably safe and doing? Like any insurance setup, without major defects; and them 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 group members proportionately

3. The car’s quality is similar to other cars available for sale that are in the same price range.

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 custom cost/ benefit analysis for your business, and make sure you’ll benefit.

Call Terry at 360-200-6453.

Courts have ruled that the implied warranty is legally waived only if:

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

Waiving: What it is, what it isn’t

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.

CONTINUED P.15

the Front Row | wsiada.com | November/December 2018 |

13

Washington State Independent Auto Dealers Association

Dealer Membership Benefits Protect the interests of your dealership AND support the auto industry in Washington State!

ADVOCACY ❏

Dealer Advocate Line*

❏

Legal Support through WSIADA partner law firm

❏

Industry protection by WSIADA’s lobbyist

❏

Exclusive Legislative updates

EDUCATION ❏

Continuing Education & Sales Training

❏

Compliance Training

❏

Dealer Productivity Training

❏

Discounted attendance at 2018 WSIADA Education Fair East or West

SPECIAL FEATURES ❏

NIADA membership included

❏

Subscription to the Front Row magazine included

❏

Membership may be billed montlhy or annually**

❏

10% off Products available through WSIADA stores and wsiada.com

❏

One-stop shopping for everything you need to manage and promote your dealership, including marketing materials, signage, forms, stationery and much more.

❏

Custom Orders on marketing products you need at prices you can afford!

❏

$5000 in Auction Discounts at: DAA (NW and Seattle), Manheim (Seattle and Portland), Copart, Adesa (Seattle and Portland), IAA, CTM Unlimited, Copart, Kaman, and Ehli***

❏

Leadership opportunities

ADDITONAL BENEFITS ❏

Mac Ruddell Scholarship (Exclusive to dealer families!)

*Recent dealer advice resulted in $5000 saves on one dealer transaction. **Education related products not eligible for billing option. **Auction cards have no actual cash value. Lost cards will not be replaced. Cards may be picked up during normal business hours from WSIADA main office, ADESA Seattle, DAA Seattle, DAA Northwest or Manheim Seattle.

20180813

Email staff@wsiada.com | Fax 253.804.0844 | Phone 253.735.0267 14 | the Front Row | wsiada.com | November/December 2018

SEPT/OCT CONTINUED...

Courts have also ruled that the Implied Warranty of Merchantability is NOT waived by: 1. An “AS-IS” sticker; 2. A signed, pre-printed form; or 3. A clause in a pre-printed sales agreement.

Be smart about waiving the implied warranty. Grab an Implied Waiver Negotiation form and write on it the essence of the negotiation. Have the customer sign it; 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.

Best-practices to selling a car “As-Is.” 1. Have the customer sign the “Implied Warranties” form as evidence of where the negotiation started. Retain a copy in the deal jacket; 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. Create an “As-Is” Buyers Guide and have the customer sign it. Retain that and the Implied Warranty form in the deal jacket; and 4. If you complete any goodwill repairs, 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.

Get your plate frames and inserts from WSIADA! Conclusion There! You’ve waived the Implied Warranty, sold the car “As-Is,” stayed covered in case things go south, and protected your relationship with the customer by documenting your goodwill repairs so they can sleep well at night. Now you can too.

YOUR logo, YOUR style Competitive Pricing Support WSIADA

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

the Front Row | wsiada.com | November/December 2018 |

15

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 rh2cpas.com

Please see our ad on page 10

Auctions Adesa Seattle (253) 735-1600 adesa.com/Seattle

Adesa Portland (503) 492-9200 adesa.com/Portland

Bowen Scarff Ford Lincoln

(253) 779-8490 AmericasCarMuseum.org

Please see our ad on page 18

Benefits / Health Insurance Benefit Consultants NW (800) 945-4193 bcnw.com.org

Bonds and Commercial Insurance Shepard & Shepard Business Solutions (855) 396-0488 shepquote.com

Drive Dealer Solutions

(425) 478-7242 drivedealersolutions.com

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

Northwest Dealer Financial Services

Southwest Dealer Services

Car Care

Floor Plan Companies

Covercraft

AFC

DAA Northwest

Griot’s Garage

(253) 922-2200 griotsgarage.com

(253) 333-0300 afcdealer.com

Identity Theft Protection LegalShield

(509) 244-4500 daanw.com

Custom Signs

Please see our ad

(253) 445-6424 signdog.com

Legal Services

Dealer Management Systems (DMS)

(253) 620-1500 dpearson.com

on the inside front cover

DAA Seattle (253) 737-2200 daaseattle.com

Ehli Auctions (253) 572-0990 ehliauctions.com

Insurance Auto Auction (IAA) (206) 658-6900 iaai.com

Kaman Auctions

Sign Dog

Carousel Software

(253) 839-2600 lobelfinancial.com

Manheim Portland

Please see our ad on page 20

(206) 762-1600 manheim.com Please see our ad on the inside back cover.

Yarbro Auctioneers (509) 765-6869 yarbro.com

Lending

Frazer Computing, Inc.

Skywerks

Manheim Seattle

Davies Pearson, P.C.

Innovative Finance (877) 635-2021

(425) 640-5111 kamanauctions.com (503) 286-3000 manheim.com

253 905-9111 legalshield.com

Dennis Demattia demattia@mailforce.net (509) 926-8848 carouselsw.com (888) 963-5369 frazer.com info@frazer.com (206) 999-6699 skywerks.com

innovativeauto.com

Lobel Financial Corp.

Please see our ad on page 3

United Finance

(503) 238-6475 unitedfinance.org

Marketing Sygnifi Networks

AUL Corp

(734) 904-0295 info@sygnifi.com sygnifi.com

Please see our ad on page 22

Parts & Service

Finance and Insurance (800) 826-3207 aulcorp.com

Benchmark Dealer Services (206) 696-2264 dpccorp.net

16 | the Front Row | wsiada.com | November/December 2018

(360) 943-9198 RetailAssociationServices.com

atg.wa.gov/used-car-considerations

(866) 384-6320 protectiveassetprotection.com

(253) 847-8300 copart.com (360) 273-5808 ctmunlimitedauction.com

Washington Retail Association

Protective Asset Protection

Copart Auto Auction

CTM Unlimited

(877) 868-7635 info@jobdepotusa.com

State Agencies

(206) 571-3068 ian.fee@swds.net

(405) 238-9651 covercraft.com/us/en

Job Depot USA

(206) 718-7234 (Western WA) (509) 705-7597 (Eastern WA) www.nwdfs.com

Please see our ad on page 8

(253) 243-5251 bowenscarff.com

Professional Services

Please see our ads on p.4 and p.12

Advance Auto Parts

(877) ADVANCE advanceautoparts.com

WA State Attorney General Office

Department of Licensing Dealer Services

(360) 664-6466 dol.wa.gov/business/vehiclevesseldealer/dlrrenew.html

Department of Revenue Business Licensing (BLS) (800) 451-7985 bls.dor.wa.gov/

WSP Vehicle Inspection

wsp.wa.gov/driver/schedule-a-vin/

WSDOT Commerical Vehicle Services

wsdot.wa.gov/commercialvehicle/default.htm

Surveillance/Security Pro-Vigil Surveillance (210) 858-1105 pro-vigil.com

Vehicle and Fleet Management Spireon

(800) 557-1449 spireon.com

Cover Your Ads!

S

tate regulators are increasingly reviewing dealers’ advertisements for violations of Washington statutes. Here are three things they’re focusing on and how you can stay on the right side of the law.

Watch your Doc Fee disclosures Dealer websites are being checked for wrongly disclosed Doc Fees. Make sure your Doc Fees are disclosed on your website, paperwork, and advertising copy by saying: “A documentary service fee in an amount up to $150 may be added to the purchase price or capitalized cost.”

You can use that exact language – it’s been field-tested to comply with legal requirements. In any event, your disclosure language doesn’t need to be the most noticeable element of an ad or website, but it’s best not to try to hide it either.

Watch your “AS-IS” ads Use caution when referencing elements of the Buyers Guide in your ad copy.

Remember: You can’t sell a car “AS-IS” in Washington without waiving the Implied Warranty of Merchantability, so be careful about advertising any of your inventory “AS-IS.” Best practice: Advertise the prices and features of your inventory and the quality and uniqueness of your dealership. Let your Buyers Guides speak for themselves when customers get to your lot.

Watch your wording “Don’t make promises you can’t keep” is good advice in both life and advertising.

In legal-speak, regulatory agencies review ads for a “lack of substantiation.”

Examples include statements like “everyone financed” or “all trades accepted.”

You may know that it’s not possible to mean that literally every schmoe

who walks into your dealership will walk out with a car loan. But your ad doesn’t read that way. Don’t let your ads make promises you can’t keep.

General Advertising Rules 1. Clearly and conspicuously disclose all material limitations.

Make sure they’re able to be readily read and understood 2. Do not run ads promising something you won’t actually deliver.

Ads that mislead a substantial number of consumers are illegal 3. Conspicuously disclose the negotiable dealer documentary (“doc”) fee. Conspicuously disclose the amount of the fee, using words like, “A documentary service fee in the amount of $X may be added to the sale price or capitalized cost of the vehicle” 4. Disclose the expiration date of an ad 5. Disclose the end date of a sale 6. Use photos of the exact used vehicle 7. Disclose the specific number of vehicles that available at specific price (e.g., “3 vehicles at $X.”) 8. Disclose complete VINs for specifically advertised vehicles, or state “vehicle identification numbers available on request.”

Comply with all VIN posting requirements 9. Disclose only manufacturer rebates that the consumer can immediately use in a purchase.

Rebates that are not generally available to the public or that don’t reduce the sales price

should not be advertised separately or used to create an unattainable “sales price” 10. Do not use auto or lending industry terms that aren’t commonly known by the public 11. Disclosures cannot be used to contradict material terms in large print 12. Advertise new vehicles using MSRP; do not use “cost,” “wholesale,” or “reference” pricing 13. Identify the industry pricing guide you’re referencing (Kelly Blue Book; NADA) in your ad if you use one, and properly adjust for date, mileage, equipment, and condition 14. Do not advertise “free merchandise.” In a car deal, anything over $25 is not likely “free” 15. Do not create a false sense of urgency with phrases like “liquidation,” “public notice,” or “auction” unless you can substantiate it 16. Do not use words or type that imply the offer originates from a government agency, utility, insurance company, credit reporting agency, bill collecting company, or law firm Source: the Washington State Office of the Attorney General. Please note that this list neither legally binding nor comprehensive; it was compiled to provide general guidance for common situations

the Front Row | wsiada.com | November/December 2018 |

17

EXPERIENCE YOUR AUTOBIOGRAPHY

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 rsvp@americascarmuseum.org 2702 East D Street, Tacoma, WA 98421 | 253.779.8490 | americascarmuseum.org

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!

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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 staff@wsiada.com | WSIADA.COM the Front Row | wsiada.com | November/December 2018 |

19

20 | the Front Row | wsiada.com | November/December 2018

READ AND RESPOND | November/December 2018

T

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.

DEALERSHIP NAME CHECK:

DEALER#

BUSINESS PHONE

FAX

I HAVE READ AND UNDERSTAND THE DISCLAIMER ABOVE.

QUIZ TAKER’S NAME

POSITION

SIGNATURE

CIRCLE THE CORRECT ANSWER.

EMAIL Send your completed quiz to WSIADA...

MAIL: 707 Auburn Way South; Auburn, WA 98002 FAX: 253-804-0844 EMAIL: education@wsiada.com

DATE

5: The Retro Group Savings Program is provided by what Association to reduce workers compensation insurance premiums for businesses?

1: Always use auto or lending industry terms that aren’t commonly known by the public when advertising? a. True b. False

a. Washington State Independent Auto Dealers Association

2: Mo Aliabadi has been on the WSIADA board of directors for how many years? a. 10 b. 15 c. 13 d. 20

d. Occupational Safety and Health Administration

3: Since April 1st 2018, what document must be attached to Title Applications to ensure it is not rejected? a. Blue Card b. Odometer Statement c. Certificate of Fact d. Buyer’s Guide 4: If a wholesale license has been in continuously in use for six years, dealers can retain their license without getting a retail license? a. True b. False

b. Washington Retail Association c. Washington State Labor & Industries

6: “Implied Warranties Only” is a version of the Buyer’s Guide that is now available

e. Convey a desire and commitment to work out a reasonable resolution of the issue(s). f.

All of the above

g. None of the above 8: False or misleading advertisements may lead a dealer to incur doc fees from the Attorney General Office of Washington. What are some ways of avoiding these fees? a. Disclose the expiration date of an ad b. Disclose the end date of a sale c. Use exact photo of the vehicle for sale

a. True b. False 7: When responding to a Demand from the Attorney General of Washington state, what guidelines are best to follow? a. Don’t respond in a tone that is adversarial towards the Attorney General’s office or complainants

d. Do not advertise “free merchandise” in a car deal e. All of the above f.

None of the above

9: What is the document that accurately waives an Implied Warranty?

b. Stick to the facts

a. Buyer Guide Implied Only Warranty

c. Don’t volunteer extraneous information beyond the scope of specific requests

b. Implied Warranty Negotiation Statement

d. Don’t respond with legal conclusions

d. Certificate of Fact

c. Retail Installment Contract

the Front Row | wsiada.com | November/December 2018 |

21

READ AND RESPOND | continued 10: A published study believes dealerships are missing out with Facebook messenger and after-hours leads.

14: The WSIADA has been assisting dealers for how many years? a. 55 years

a. True

b. 60 years

b. False

c. 65 years

11: Who is the new WSIADA Board President?

17: Alliance Inspection Management (Aim) has approximately how many inspectors review vehicles throughout the U.S., providing detailed condition reports for clients? a. 1000 b. 1200

d. 70 years

c. 750 d. 950

a. AJ Hamadian

15: Skywerks Dealer Management

b. Todd Elliott

Software Program will allow laser printing

c. Andrew Drager

of what form which will effectively make the Oki Data printers obsolete in 2019?

d. John Biddle

b. Odometer Disclosure forms

a. True

c. Deal Jackets

b. False

d. Vehicle Purchase Orders

13: ‘Overcoming objections’ and ‘showcasing what’s important’ are just two steps for what sales technique? a. Asking Power Questions

19: Snow build up in seat belt tracks or seat belt tensioner is a sign of flood damage? a. True

16: Auction Savings Program will be available via smartphone app to Nonmembers in 2019?

b. Vetting Suspicious Buyers

a. True

c. How to Perfect the Walkaround

b. False

a. True b. False

a. Buyer’s Guides 12: DOL does not accept cross-outs on a form with a Certificate of Fact

18: Water in the spare tire well in a vehicle’s trunk is a sign of flood damage

b. False 20: A vehicle history report can show if a vehicle has been submerged or flooddamaged? a. True b. False

d. Get Serious about Auditing

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Learn more today! Contact Benchmark Dealer Services 360.836.5433 or at meetwithus@benchmarkdealer.com weareaulcorp.com

22 | the Front Row | wsiada.com | November/December 2018

Washington State Independent Auto Dealers Association

Dealer Member Enrollment

YES!Â

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

State

Business Phone

Mobile

Zip

County Fax

Email

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

PAYMENT METHOD:

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

MC

Discover

CARD NUMBER

NAME ON CARD

AMEX

EXPIRATION DATE

CARDHOLDER SIGNATURE

CCV

BILLING ZIP CODE

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.

DELIVER TO:

WSIADA 707 Auburn Way South Auburn, WA 98002

FAX 253-804-0844

EMAIL(as an attachment) staff@wsiada.com

ENROLL ONLINE www.wsiada.com

the Front Row | wsiada.com | November/December 2018 |

23

Warning Signs

of Flood-Damaged Vehicles

BY AUTO REMARKETING STAFF

N

orth Carolina cresting at record levels, Hurricane Matthew (2016) has floodwaters rising throughout the Southeast, wreaking havoc in communities, damaging homes, businesses and vehicles.

With the American Red Cross’ previous announcement that this year’s flooding in Louisiana was the worst U.S. disaster since Hurricane Sandy in 2013, many property owners are concerned that Hurricane Matthew will further compound the issue of flood-damaged vehicles potentially going down the lanes or ending up in inventory.

“It’s important for used-car shoppers to know how to spot flood damage no matter where they live, because these cars can end up on a dealer lot anywhere, especially this year,” said Alliance Inspection Management (AiM) regional director Carl Sullivan, who has more than 32 years of vehicle inspection experience.

“A car that’s been in a flood, with the engine submerged for any length of time, will never be the same.”

Many states issue a flood or salvage title to a vehicle that has been submerged or flood-damaged, information which can be found on a vehicle history report. However, some sellers may try to unload their

vehicle before a flood or salvage title appears on a vehicle’s history report.

To combat this possibility, Sullivan offered these warning signs to help identify flood damage in a vehicle: 1. A musty odor in the vehicle, which may be from moldy carpeting or padding. If possible, pull up the carpeting to see how far water may have risen in the vehicle, and also if any moisture remains 2. Mud in the seat belt tracks or seat belt tensioners 3. Water or condensation in the headlights or taillights. Sullivan notes this could also be due to an accident, but water in these areas could also be a tip-off to floodrelated problems 4. Water in the spare tire well in a vehicle’s trunk. “If we see water in the spare tire well, it leads us to look a little further,” said Sullivan

“A car’s engine, electronics, fuel system, airbags and brakes are all extremely susceptible to flood water,” Sullivan said. “It’s extremely important to find any water damage before you invest your money in a used car, and a professional inspection will find flood damage no matter how a seller tries to hide it.”

AiM and its team of 1200-plus fulltime inspectors review vehicles throughout the U.S., providing detailed condition reports for clients ranging from consumers, dealers and auctions to manufacturers. AiM’s independent, 150-point inspection can identify problems on vehicles for buyers and sellers. The company has instructed its inspectors to pay particular attention to flood damage due to this year’s severe weather.

5. A sagging headliner in the interior, particularly on a late-model vehicle 6. Look under the seats. “I found two fish under a back seat once,” said Sullivan, who was inspecting cars in Florida at the time. “That was a pretty sure sign the car had been flooded.”

7. Corrosion in the vehicle’s undercarriage, such as on brake lines or around the fuel tank. When corrosion appears near the top of the springs or shock towers are corroded, these are signs of floodrelated damage.

24 | the Front Row | wsiada.com | November/December 2018

Editor’s Note We ran this article in an earlier edition of the Front Row. However, with the potential influx of flood damaged vehicles from storm stricken Florida, this was a timely reminder. ~ Todd Elliott

WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION 707 Auburn Way South Auburn, WA 98002 WSIADA.COM