the Front Row - JAN/FEB 2019

The official publication of the Washington State Independent Auto Dealers Association

January | February 2019

Dealer Education Forecast

50 Dangers and Opportunities PLUS...

2019 Membership List Organized By Chapter

People Matter Most.

David Pendergraft GM, DAA Northwest

Dave Blake

GM, DAA Seattle

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

Choose an auction with the right priorities.

McConkeyAuctions.com

January|February 2019 The official magazine of the

WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION 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

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

WSIADA offers both classroom and online continuing education opportunities.

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

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

John (Buck) Tinsley - Chapter President – Spokane Buck’s Family Auto Brokers | TakeOnPayment@gmail.com

Vacancy - Board Secretary Vacancy - Board Vice President Vacancy - Chapter President – North Cascade Vacancy - Chapter President – South Sound Vacancy - Chapter President – Vancouver Vacancy - Chapter President – Yakima WSIADA STAFF

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 SmartDealer@sygnifi.com ©Copyright 2018 WSIADA MEMBER

contents 2 | Membership Benefits 4 | Events Calendar 5 | Executive Director’s Message 7 | 2019 Education Forecast 10 | WSIADA Accounting 11 | Membership List 14 | Dealer Review of WAC 308-66-300 16 | Service Providers Directory 17 | 50 Dangers and Opportunities 19 | Form: 2019 Education Fairs 21 | Continuing Ed: Read & Respond 23 | Form: WSIADA Membership 24 | WSIADA Marketing the Front Row | wsiada.com | Janurary/February 2019 |

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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 membership@wsiada.com | Fax 253.804.0844 | Phone 253.735.0267 2 | the Front Row | wsiada.com | Janurary/February 2019

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253-839-2600 | www.lobelfinancial.com | Training ~ Support: 800-871-8051 the Front Row | wsiada.com | Janurary/February 2019 |

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Events Calendar New Dealer Education

South Sound

(9am to 5pm)

THU JAN 10. . . . . . . . . . . . . . . . . . . . . . . Auburn TUE JAN 29. . . . . . . . . . . . . . . . . . . . . . Spokane THU FEB 14 . . . . . . . . . . . . . . . . . . . . . . . Auburn THUR MAR 14. . . . . . . . . . . . . . . . . . . . . Auburn THUR APR 11. . . . . . . . . . . . . . . . . . . . . . Auburn WED APR 17. . . . . . . . . . . . . . . . . . . . . Spokane

North Sound

Tri-Cities

Please check the website for class schedule.

Chapter Meetings

Spokane

MON APR 15 | 7 - 9pm Hilton Garden Inn Spokane Airport 9015 US-2, Spokane 99224

Education Fairs

MON MAR 25 | 7 - 9 pm Clover Island Inn 435 N Clover Island Drive Kennewick 99336

(9am to 1pm)

North Cascade

TUE APR 02 | 12:30 - 2:30 pm Manheim Portland 3000 N Hayden Island Drive Portland, OR 97217

MON MAR 18 | 7 - 9 pm Dragers International Classics 18805 Aurora Ave. N., Seattle 98133

Title Workshops

TUE MAR 05 | 7:30 - 9:30 am Hampton Suites, Burlington 98233

Vancouver

MON MAR 11 | 8 - 10 am Griot’s Garage 3333 S. 38th St., Tacoma 98409

East | TUE JUL 16, 2019

Hampton Inn, 2010 S. Assembly Rd, Spokane

Yakima

TUE MAR 26 | 7 - 9 am Hilton Garden Inn 401 Yakima Avenue, Yakima 98901

West | THU AUG 15, 2019 LeMay - America’s Car Museum 2702 East D Street, Tacoma

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4 | the Front Row | wsiada.com | Janurary/February 2019

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

EXECUTIVE DIRECTOR’S MESSAGE

Continuing Education Update

W

e are making minor modifications to the structure of Continuing Education for 2019.

The most significant changes are captured below.

All the changes are designed to give our Washington Dealers more flexibility to meet the 5-hour state Continuing Education requirements.

New for 2019 is the article included in this issue of the Front Row magazine. The article references the mandatory annual requirements that are sometimes missed with our various educational offerings.

The schedule below details where you must complete the Jan/Feb Read and Respond to complete the 5-hour requirement. Note: The Title Workshop now counts for three hours rather than five. You must complete two other hours of Continuing Ed to meet your five hour obligation.

The F&I program we launch this month will also include a Continuing Ed element, though we have not assessed the hourly value of that course material yet.

Continuing Education Combinations √ Education Fair – East √ Education Fair – West

We continue to develop new education material and we encourage you to take advantage of our App and WSIADA.com to stay current on what’s going on. Of course, we would love to hear from you via email at staff@wsiada.com or by phone at 253-735-0267

√ Two Chapter Meetings + Jan/Feb Read and Respond √ One Chapter Meeting + Jan/Feb Read and Respond + one other Read and Respond √ Title Workshop + Chapter meeting + Jan/Feb Read and Respond √ Title Workshop + Jan/Feb Read and Respond + one other Read and Respond √ Jan/Feb Read and Respond + four other Read and Respond

Todd C. Elliott, WSIADA

New Vancouver Chapter President I am pleased to announce the election of John (Buck) Tinsley as the new President of the Vancouver Chapter of the Washington State Independent Auto Dealers Association. Buck is the General Manager of Bucks Family Auto Brokers, LLC in Woodland WA. Please join us at the spring Chapter meeting on April 2, 2019 at Manheim Portland after the Auction.

See WSIADA.com/calendar for details.

the Front Row | wsiada.com | Janurary/February 2019 |

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Shepard & Shepard Insurance 855-396-0488 MEMBER - NIADA, OIADA, WSIADA, ISIADA, ASA Home office: Tri-Cities, WA

6 | the Front Row | wsiada.com | Janurary/February 2019

2019 Education Forecast Rick Olson

Education Manager

W

elcome everyone to 2019. We hoped

stepped up as the new Education that 2018 brought Manager for each dealership positive growth in the way of inventory, the association going forward. revenue and knowledge. The This article will WSIADA has helped most of help dealers the dealers in the state with your educational requirements and their staff what myself and the and will continue to do so in WSIADA staff have planned for the coming year with some education. new opportunities.

Late in 2018, we created In early September, our an email specifically for Education Manager Ashlie the Association Education Seipert departed the WSIADA to focus on her growing family. Department: education@ wsiada.com. With this new We were sad to see Ashlie leave but support her decision email available, dealership staff will be able to ask and wish her the best. I have

specific education related questions, status of renewals, and submissions of education related materials. The fax number will still be available for submissions, this gives a specific destination for education that can be missed or overlooked when sending to the general email.

CONTINUED NETXT PAGE

2019 Education Fairs 5th Anniversary!

SAVE THE DATE!

TUE JUL 16, 2019

Hampton Inn 2010 S. Assembly Rd, Spokane

THU AUG 15, 2019

LeMay - America’s Car Museum 2702 East D Street, Tacoma

Register online for your 5 hours of Continuing Education: $ 25 members | $125 non-members | wsiada.com/education-fairs the Front Row | wsiada.com | Janurary/February 2019 |

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We’ve upgraded the online store through the WSIADA site which now includes the availability to purchase Continuing Education. At the completion of the purchase, the receipt that is sent to the registered email will include the materials for the Continuing Education download so a dealer doesn’t have to wait for materials to be sent by us.

dealership or is available to download on our website at any time.

Continuing Education is available for purchase now through the WSIADA webstore wsiada.com/store

In the past, we have offered -------------------------------------a few options for education; Our self-contained magazine, Back issues of the Front Row, Title Workshops the Front Row are available and our bi-annual Chapter Meetings. Each have been through our regular effective in helping dealerships website earn their compliance training and renewal credits however wsiada.com/the-front-row there is always room for improvement.

the Front Row Our bi-monthly publication has been regularly praised by the local dealers for the most recent industry related information available. Within each magazine is a Read and Response Quiz that dealerships may submit to us for an hour of education credit each. This is included in the membership to be physically mailed to your

Continuing Education

on the forms required with a vehicle sale or transfer in addition to gaining their dealerships required education credits for their renewal.

Chapter Meetings

The meetings have been part of the WSIADA since the 1960’s to allow dealers to network with their peers, speak with WSIADA directly and occasionally hear from a state agency that is invited to speak.

There are currently 7 active Chapters in the WSIADA. With the Spring meetings, we had representatives of the Department of Licensing Dealer Investigator Division come out and speak to dealers. This was very well received by dealers who attended.

At the Fall meetings, Todd Elliott reviewed with attendee’s, who were unable to attend Education Fair 2018, presentations by Department of Licensing, Department of Revenue and the Attorney General of Title Workshops Washington as well as working with dealers on the Buyer’s In 2018, we had 67 individuals attend the Title Workshop class Guide As-Is versus Implied Warranties Only requirements. to improve their knowledge Continuing Education is available for purchase now through the WSIADA webstore and back issues are available through our regular website.

8 | the Front Row | wsiada.com | Janurary/February 2019

In this new year, the WSIADA is planning to unveil several new opportunities for education that will allow dealers to increase their sales and profitability. We understand that there is a large number of dealerships that are unable to attend physical classes because of their location and distance so we are working on several teleconference and online features.

We will be working on building more of our pure online education system for dealers. It will be structured to allow not only the dealer principal but anyone on the staff to take a onehour online course, gain knowledge on a subject and have the credit applied toward the dealership education for the renewal.

Our Executive Director, Todd Elliott, will be unveiling a teleconference version of the Title Workshop in 2019.

Dealers who are in far distance locations or are lean staffed will be able to attend the knowledgeable course, ask their questions and much more. Plus we could schedule more frequently, if necessary, instead of having a dealer or title clerk wait for the scheduled event day to arrive in either Spokane or Auburn as we will not be having Title Workshop in other locations due to low attendance.

Let’s discuss Education Fair 2018. We had a combined

total of 150 attendees at both our Spokane (East) and Tacoma (West) events.

Speakers from the Department of Licensing, Department of Revenue, Office of the Attorney General attended both events while Shepard & Shepard, Spireon, Washington Retail Association represented our sponsors

at the events. During the Tacoma Fair, we had a panel of Auto Auction speakers available for Q&A with the dealers which was very well received by those in attendance and had several of 2018’s Mac Ruddell Scholarship winners attend for their photo op while meeting several of the dealers.

We’ve looked to the feedback by dealers who attended both events and have started planning out the Education Fair 2019: Spokane will be Jul 16 during the DAA NW Rock & Roll sale event and Tacoma will be August 15 at LeMay Car Museum. Save the dates on your calendar. Remember, those who attend the entire Fair earn all their education credits for their license renewal.

We’ll be looking at more time for speakers from the state agencies, more breaks so attendees can stretch their legs, Karaoke and adding some more healthy items like sushi and fruits/veggies.

The Association will continue to give dealers the tools necessary for industry requirements, policy changes and information to better your profitability through the next year and beyond. We hope to be of service to dealers both active members and non-members alike.

WSIADA PRESENTS...

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

SmartDealer@sygnifi.com the Front Row | wsiada.com | Janurary/February 2019 |

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WSIADA Accounting

Colette Eilers

Accounting Manager

Here are some tips

to help you with our invoice payment process:

• I send invoices two to three days after a purchase is made.

• Late fees are accrued • Bills can be either paid once an invoice is over by check or credit 30 days old and interest card, which ever you is charged at 10% of the prefer. There is no ad• I email a copy to the invoice amount due. ditional charge to pay email we have on file, by credit card. then a hard copy • The best way to reach • We want to make the will be mailed to you. me is by email at payment process as I encourage each of colette@wsiada.com easy as possible for you to let us know if your • You may also call the you. If there is anyemail changes. AndWSIADA main number thing, I can do to help periodically check your at (253) 735-0267 and please let me know. “spam” folder, as our ask for me, or dial emails to dealers someextension 105.

Colette times end up there.

10 | the Front Row | wsiada.com | Janurary/February 2019

2019 WSIADA Membership

1 OF 3

This month we are publishing the entire membership list, organized by geographic chapter so you can see who your peers are in the bigger scheme of things...and we welcome to our newest members, highlighted below in bold red text.

NORTH CASCADE 405 Motors Ameda Auto Sales Inc Anacortes Auto Sales LLC Apexx Motor Sports Bellingham Public Auto Auction Bruce Cox Imports, Inc Camping World RV Sales Car Link Used Auto Sales Cedardale Truck & Trailer Sales, LLC Chad Chambers Auto Sales Classic Car Addiction Commuters, LLC Country Motorhomes

Ed’s Transmission Exchange Halterman’s RV Iron Technics Enterprises J&R Auto Sports LLC Lifestyle Motor Co Lost & Found Classic Car Co Low Auto Sales LLC M & W Auto, Inc M.B. Motors LLC Machias Auto Sales, LLC Mainly Muscle Cars, LLC McMillan Brothers Auction, Inc Mission Motors Inc MK Motors Motorcars Limited Mountain Loop Motorcars, Inc Northend Truck Equipment, Inc Northwest Autobahn OB-1 Car company Inc Pacific Coast Auto Center

PVB Auto Sales

Rainbow Auto Service LLC Rallye Auto Sales Inc Simple Car Company

Sport Motive Auto Sales Star Cars Stillbuilt Motorsports Three Rivers Marine Walker Motor Works

NORTH SOUND 212th Auto Sales A & E NW Motors, LLC A to B Auto, Inc Absolute Mobility Center Access Mobility Systems AdamsGarage Affordable Auto Sales & Service LLC Agape Auto Connection Aguila Used Car & Truck Sales Al Yasir Cars All Pro Auto Sales LLC All Right Auto Sales All Star Auto LLC Allyn’s Specialty Cars Apex ASAE Auto Sales International Areli Motors LLC Armadillo Auto Sales Armiran Auto Sales & Truck Auburn Auto Exchange Auburn Discount Auto Sales Auburn Speed, LLC Auburn-Kent Valley RV Aurora Classic Coaches, LLC Aurum Auto Group Auto Place, Inc Auto Quest, Inc Auto Sales Consultants, LLC Auto Sales Spot

Autobybun Inc Autoplex Motors Autos Only Burien Auto Sales Autos Only Smokey Point Autowerx Avila’s Auto Sales, Inc AWD Auto Sales Bara International Solution LLC Bayside Auto Sales Bayview Motor Club, LLC Best Auto Parts, Inc Best Line Motors LLC Bidadoo Auctions Binford Metals, LLC Boyko Motors LLC Brooks Biddle Chevrolet-Suzuki, Inc Bryant Motors, Inc. Bryson Sales & Service of Washington, Inc Budget Auto Sales Budget Rent-A-Car Port Angeles Bulldog Sales and Service Buttera Motors, Inc Car Chasers LLC Car Club, Inc Car Craft Auto Sales, Inc Car Trends II, LLC Car Zone, LLC Carhop Carmall Auto Sales Carpapapa Auto Group LLC Carson Cars Inc Cats Exotics, Inc CB Auto Financing, Inc. Championship Motors Checkered Flag Motors Christian Carpenter Auto Center, Inc Classic Imports Inc Classy Chassies Fine Used Cars CMS Autogroup Columbia Auto Center Compass Point Auto Sales, LLC Complete Auto Brokers Consignment Sales & Lease Corn Motors Crown Hill Automotive Dave Barnier Auto Sales Del Toro Auto Sales Divine Auto Center Doggett Autobrokers Don Jose Auto Sales Drager’s International, Inc Duffy’s Auto Brokerage LLC E-Z Auto Buy Inc E-Z Buy Motors, Inc Eastside Advanced Auto, LLC Eastside Harley-Davidson EF Auto Sales LLC Elite Motors - ACCOUNT ON HOLD Elliott Bay Auto Brokers Emerald City Harley Davidson Emerald Valley Auto Sales Enterprise Rent-A-Car European Auto Brokers Inc European Motors Corp Evergreen Sales And Lease, Inc Excellent Choice Auto Sales Export Auto Sales, LLC EZ Deals Auto Sales Inc Fair Deal Auto Sales LLC Farrell’s Sales Federal Way Auto Sales Financial Consultants International, Inc First National Autos First National Fleet and Lease, Inc

First Union Auto, LLC FiveStarAutos.com FJ Automotive Group LLC Fleet Lease Exchange, LLC Flip It Auto German Auto Brokers GMA of Everett Grand Auto Sales Grand Sport Motors Gray Motors Inc H5 Auto Sales High Road Auto Sales Highland Auto HJR Equipment & Vehicles, LLC Hot Rod Hunters, LLC House of Hybrids Hudson Auto Center of Bremerton Import Auto Sales Insurance Auto Auctions, Inc Issaquah Auto Sales James G Murphy, Co JDM Car & Motorcycle JTM Group LLC Justin Eide Kaman Auctions, LLC Kent Cars Kent Grand Auto Sales Kent RV Kent Truck & Equipment, Inc Kirkland RV Sales Landmark Motors, Inc Legend Auto Sales Inc Liberty Bay Auto Center Inc Los Amigos Main Drag Auto Sales & Transport, LLC Maple Valley Auto Sales Memory Lane Motors Mercedes Benz of Seattle Michael Morgan Millennium Motors, Inc Modern Collision Rebuild & Service Moneyman Pawn & Jewelry Motherland LLC Mt Si Motors Nelson Truck Equipment Co., Inc. Northwest Sales & Service Obo Auto Sales LLC One.7, Inc

Open Road Motorsports

Pacific Highway Sales LLC Paisano’s Chevrolane Auto Sales Paramount Motors NW Penske Truck Leasing Co, LP Peters & Keatts Equipment, Inc. Platinum Wholesale Autos, Inc PNW Auto Sales Port Angeles Power Equipment Priceless Auto Sales LLC Pro Finish Inc Quality Auto Center Rain City Auto Sales Rain City Rides Randy’s Auto Sales Inc & Motorsports Rare Garage Auto, LLC Reality Auto Sales Redline Motors LLC Reid & Johnson Motors, Inc Reliable Auto Sales LLC Rich’s Car Corner, Inc Ride Auto Sales LLC Right Auto Sales RTA Direct Auto Sales LLC Ruddell Auto Mall Ryan’s RV Town CONTINUED

the Front Row | wsiada.com | Janurary/February 2019 |

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2019 WSIADA Membership NORTH SOUND, CONT. S&S Best Auto Sales LLC Sea-Auto Sales Seattle Auto Haus Semper Fi Motors Shoreline Family Auto Care & Sales Sid’s Affordable Autos LLC Smart Motorz Snohomish Equipment Rental & Sale SNS Auto Sales Sound Auto Land, LLC Source Motor Sales, LLC Spirit Auto Center of Renton Stingray Auto Brokers Summit Motors Sunnyside Automotive Group LLC Sunset Cars of Auburn Superior Motors Tacoma Car Sales LLC TDI Motors Terry’s Auto & Truck Sales The Car Connection The Other Guy’s Auto & Truck Center The Price is Right Auto Sales

The Shop Club Inc

Totem Lake Auto Sales Town & Country Auto Sales TRED Triple A Auto Sale

Truck & RV, LLC

Truck Country, LLC U-Haul Company of Washington University Motorsports Vaqueros Auto Sales

Verdant Auto Sales LLC

Viking Motors LLC Vintage Racing Motors, Inc Washington Auto Finance, LLC Washington Cars, Inc Washington Cedar & Supply Co Washington State Motorcycle Sales LLC Way Scarff Ford Western Truck Exchange Wheels & Deals X Car Inc Zag Motors Zipstar Auto Sales

SOUTH SOUND 1 Star Motors, Inc 29 Motorsports Auto Sales 3Six0 Motorsports LLC 507 Motorsports A Auto Sales Affordable Used Cars & Trucks Airport Auto RV Pawn & Sales AK Motors, LLC All American Motors All Recovery Services of Washington LLC AND Auto Sales Aromax Auto Sales Attwood Auto Wholesale Inc. Austin’s Auto Sales Austin’s Pro/Max Auto & Truck Sales Auto Destination Auto Outlet of Tacoma Home of The Car Guys Auto Sales Unlimited, LLC Auto Trans Tech Sales & Services B & B Auto Repair & Sales B & B Enterprises, Inc Ball Auto Sales & Service, Inc. BBJ Auto Sales Belfair Auto Sales Bowen Auto Brink’s Car Sales Bunce Rental, Inc

Burkett’s Auto Sales Car Trek II, Inc Cars R Us Carstars Cascade Trader, Inc. Cliff’s Cycle Center, Inc Coastal RV & Auto Sales Community First Auto Centers Crown Auto Sales CurbsideMotors.com Dare Britannia, LTD Dave Barcelon’s Truck Town, Ltd Destination Harley Davidson Dick Vlist Motors, Inc E Z Auto Sales LLC Edgewood Motors, Inc Elite Auto Source, LLC Evergreen Auto Sales Expo Auto LLC Extreme Auto Sales, Inc Fife Auto Repair & Sales Fife RV Inc

First Choice Auto Sales

Four-Ten Auto Sales Freeway Trailer Sales, Inc Friesen Motorsports Gene Pankey Motor Company, Inc Gene’s Auto and Truck Sales German Auto Services, L.L.C. Gold Key Motors Goodfella’s Motor Company GT Auto Sales H and H Classic Cars Inc Harper’s Auto Sales LLC Hot Rod Alley Inc I-5 Motors I-5 Toyota In and Out Auto Sales, LLC JFK Auto Sales and Service Johnson RV Kersey Mobility Systems, Inc Kitsap Auto Outlet Kitsap Used Cars LG Auto L.L.C. Luque’s Auto Sales Maple Leaf Motors Market Place Auto Marvel Motors Inc Maxx Autos Plus MC Euro, LLC Meridian Auto Sales Messmer Motors Mills Motors LLC MNM Auto Motors Northwest North Beach RV, Inc Northwest Autoway Northwest Motorsport, Inc Northwest Rides, Inc. Olympia Auto Sales, LLC Olympia Auto Source Olympic Auto Sales Olympic Auto Works, LLC Olympic Motors Pacific City Auto Sales Pacific Point Auto Sales Parkland Auto Center Payless Auto Sales Payless Auto Sales Preferred Auto Sales LLC Premium Motors Prestige Auto Connection Pro Truck & Equipment Puget Sound Truck Sales, Inc. Puyallup Car and Truck Puyallup RV Puyallup Truck’s & RV’s Sale’s Qcar Auto Sales LLC

12 | the Front Row | wsiada.com | Janurary/February 2019

2 OF 3

Rainier Motorsports LLC Recon Ready Auto Sales

Reliable Vehicle Sales

Rightway Auto Sales Robert Clark Rod’s All Star Auto Roosales Roy Y Auto Sales Ruston Way Muscle Cars, LLC Sabeti Motors, LLC Shannon’s Auto Sales Signature Auto Sales, Inc

Skyline Motors Auto Sales

South Sound Motorsports LLC South Tacoma Auto Sales Stokes Auction

Stroh’s Automotive Services LLC

Sun Auto, RV & Marine Sales, Inc Sundance RV & Auto Center Sunrise Auto Sales Sunset Auto Wholesale Tacoma Auto Exchange Tacoma Autos LLC TG Motors LLC The Motor Men Inc The Trade Store & Affordable Car Rentals TMS Motor Sports Truck City RV Sales Trucks Northwest Trudeau Automotive Unique Motorsports Auto Sales Unlimited Auto Deals LLC V.L.S. LLC Valley Equipment and Truck, Inc Valley Truck and Equipment, Inc Victoria’s Auto Sales LLC Vinturo Motors Vista Auto Sales and Leasing, Inc Western Auto Sales LLC Wilcox Farms, Inc Your Turn Auto, LLC Zayna Auto Sales

SPOKANE 2 Way Auto Sales 509 Done, LLC

A Pro Automotive Adams Auto Sales Affordable Auto Rental & Sales, LLC Allwest Auto Remarketing Alpine Haus Marina Appleway RV Arrotta’s Auto Max & RV, LLC Auction Direct Motorsports Auto Credit Automotive Specialties Auto Sales, Inc Best Deals Inc Big Boy’s Toys Auto Sales, Inc BJ’s Used Cars Calligan Transportation Services Inc Car Connection Car Emporium of Spokane Car Mart Carmax Christopher Clark Clarkston Auto Sales, Inc Cobalt Truck Equipment Common Sense Motors Consumer Auto Liquidators Country Bear Auto Crosspointe Autoplex Dave’s Auto Dave’s Auto Sales Davenport Motor Company Diesel Alliance Trucks LLC Down River Auto LLC CONTINUED

2019 WSIADA Membership Funke’s Auto Renovation & Auto Sales Globe Motors God Fearing Brothers Ltd Haven Street Motors HCM High Mountain Horsepower Hopkins Automotive Inland Sales & Service INW Motorsport Jace Foster Jammin Auto & RV Jennifer’s Greenacres Auto Sales Jon Henry’s Auto Sales Kalispel Auto Sales

Live Stream Motorsports

LKQ KC Truck Parts Lone Wolf Harley-Davidson MAD Properties, LLC Medrano’s Auto Repairs and Sales, LLC Mikes Automotive Napo’s NU 2 U Auto Sales LLC Norlift, Inc. Northtown Auto Liquidators Northwest Auto Liquidators Northwest Recreational Liquidators, Inc. Omak Auto Plaza LLC Osprey Equipment and Leasing Inc Ott-Knott, Inc Park Avenue Auto Patriot Automotive R & B Classic Cars LLC Rick’s Kar Korner Ritchie Bros. Auctioneers (America) Inc RV’S Northwest Sam’s Auto Sales ShredSupply, Inc Silver Collector Car Auctions, Inc Solid Rock Auto Sales Solid Waste Systems Spokane Frame & Auto LLC Steve’s Auto Parts T.K. Auto Sales TCS Auto Wholesale, Inc Truckland Union Gospel Mission Motors Universal Sales and Service V.I.P. Traders, LLC Valley Auto Liquidators Wakefield Inc Western Systems & Fabrication Wholesale Motors

TRI-CITIES 1st Choice Auto Sales

A Jenkins Family Auto Barn

A-Jack’s Auto Services & Towing LLC A-Z Auto Sales Affordable Auto Liquidators, LLC Agri-Fix, LLC

All Star Motors

Archibald’s, Inc. Bart’s Auto Den, Inc. Basin Auto Sales, Inc Bear Motors, Inc - Account on Hold Best Buy Auto Sales Big Toe Auto Salvage, Inc Booker Auction Company C & V Auto Sales Chandler Auto Sales Clearwater Auto Sales Cochrane Auto Ranch Erickson Tank & Pump LLC Excalibur Auto Group Inc Farm & Home Supply, Inc Grandstand Auto Sales

Gus’s Used Auto Sales LLC

Inca Auto Sales, Inc Integrity Auto Center No 1 LLC J & R Auto, LLC Jacobsen Motors JJ’s Auto Investments John’s Auto Mart, LLC Kleyn’s Auto Sales, Inc L. A. Auto Rack LLC Millennium Auto Sales Morenos Auto Sales My Friends Auto Sales Paragon Auto Sales Pasco Auto Wrecking, Inc R. E. Powell Dist Randall’s Auto Sales Specialty Mobility Tom’s Car Store Inc Tri-Cities Auto Remarketing Tri-City Car Sales USA Auto Sales, Inc Vail International, Inc VIP Motorsports Warner Auto Center LLC West Coast Auto Dealers LLC Western AG Sales

Buy Here Pay Here, Inc C and R Car Sales Car-Dawgs Carmona Auto Sales Cascade Equipment Sales D&M Motors & Towing Drive A Car E-Z Credit Auto Sales Frank’s Auto Sales Freedom Automotive Global Elite Motors Gorilla Auto Center Hall Motor Group Heaverlo NW, Inc Hill’s Auto & RV, LLC Impact Auto Sales, LLC J And H Auto Sales John Clark Motors, Inc Jolly Roger’s RV Kim Eccleston’s Motors Inc Leonard Evans Cars McKenna Motors Mike Wood Auto Sales Miller’s Auto Sales Nob Hill Auto Sales Owen’s Yamaha Suzuki Harley Davidson Palomino’s Automotive, Inc Phil’s Auto Sales Prestige Motors, Inc Seven Auto Sales Smittys Outdoor Power Equipment Ted Motors Co The Auto Connection The Auto Mart The Brown Boys, Inc The Noel Corporation True’s Auto Plaza What About Bob’s Used Cars Yakima Automotive & Collision Specialist LLC Yaktown Motors

VANCOUVER All American Classics, Inc

Allexi Motors

Annie’s RV’s LLC Art Kuzma Motors, Inc Bellus Motors LLC Brush Prairie Auto Sales, LLC Bucks Family Auto Brokers LLC Camco Auto Group

Car Net LLC

Carr Auto Group, Inc Clean Machine Auto Detail Delta Dealer, LLC Dick Hannah E & B Auto Sales Econex Motorsports Eldon Robbins Auto Sales, Inc

OUT OF STATE Car Net LLC David Rochlin Fair Dealer Services, LLC Richard Taylor

Fifthgear Automotive LLC

Garza’s Auto Repair J & M Auto Sales, Inc J. Stout Auction McCord’s Vancouver Auto Center Mimeco, LLC Owen Equipment Company Paul Christensen Motor Co Premier Motorsports Inc Randco Tanks Rhino Performance Auto, LLC Rick’s Auto Sales Rons Auto Sales Russell-Land Auto Sales LLC Salvagebid LLC Top Auto Brokers LLC Triple C Auto U-Neek RV Center

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

U.S.A Auto Sales

USAUTOCARE INC Vancouver Car Company Yahweh Auto LLC

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

YAKIMA A C Auto Sales

Affordable Auto Sales & Detail LLC Auto Max USA Auto Shoppers, LLC Autostars Motor Group, Inc. BBL Auto Sales Bill Harris Used Cars, Inc Brian Harris Used Cars Bruce Kirkham’s Auto World, LLC

3 OF 3

253.735.0267

the Front Row | wsiada.com | Janurary/February 2019 |

13

Dealer Review

R

Important items to remember as outlined in WAC 308-66-300

unning an independent dealership in the State of Washington is MUCH more than just buying and selling cars. If you do not believe me, review the following sum-

mary of the items every one of you is required to review annually. This is not a complete list, just the highlights of what the State requires every dealer to know.

Every event and meeting you attend at the Washington State Independent Auto Dealers Association is designed to clarify and emphasize the topics summarized below and others that we believe will keep you more compliant, more profitable or both. The point of this article is NOT to make you expert in every area. If there is item below that requires clarification feel free to reach us at 253-735-0267, education@wsiada.com or attend one of our many events that are posted at wsiada.com/calendar.

Throughout the year, we will go into extensive detail on several topics at the various Association events. Each presentation or discussion is designed to clarify and detail the principles of running a successful dealership.

Please let us know of topics you would like us to consider at education@wsiada.com.

A. Types of vehicle dealer licenses:

C. Federal Trade Commission:

a. There are 7 different dealer licenses.

Before you sell a vehicle (including trailers) you must have the applicable license. The only exceptions involve occasional trade ins outside your dealer category. Remember that occasional is 5 per year.

Best Practice: If you take in more than a couple trades outside your license category, apply for the license.

a. The Used Car Rule governs the Buyers Guide. That is the primary FTC regulation governing Used Car Dealers.

b. Licenses (a) Retail Motor Vehicle Dealer allows for the retail or wholesale sale and purchase of cars, trucks and motor homes. (b) Wholesale Motor Vehicle is a grandfathered license category. Only Wholesale dealers as of 2012 can maintain a Wholesale license. (c) Manufactured home or travel-trailer dealer (d) Vessel Dealer (e) Miscellaneous Vehicle Dealer (f) Off-road vehicle dealer (g) Snowmobile dealer.

B. Regulatory agencies involved in the vehicle dealer industry: a. Federal Trade Commission b. Washington State Dept. of Licensing c. Washington State Dept. of Revenue d. Washington State Patrol e. Washington State Attorney General

b. State and Federal laws govern the use of the Buyers Guide. c. Washington State has Implied Warranty of Merchantability. This rule prohibits dealers from selling cars AS-IS unless they have the customer explicitly waive the Implied Warranty. d. In the state of Washington, you cannot sell a car “AS-IS” unless the customer specifically waives the Implied Warranty of Merchantability through one of the 3 approved forms. (a) Implied Warranty Negotiation Stmt. (b) Disclaimer of Warranty – long form (c) Disclaimer of Warranty – short form

e. Two (2) different Buyers Guides are available. Both Guides are available in English and Spanish. If you do business in Spanish, include an English and Spanish Guide in every vehicle offered for sale. (a) AS-IS (b) Implied Warranties Only

f. A vehicle service contract sold by the dealer within 90 days invalidates the Implied Warranty waiver. g. If a vehicle is sold with a warranty, the warranty CANNOT be removed from the vehicle. For example, a dealer cannot offer a vehicle with a 3 month 3000 miles limited warranty and remove the warranty to sell the vehicle.

14 | the Front Row | wsiada.com | Janurary/February 2019

D. Unlawful vehicle dealer activities; Here are some of the more critical ones: a. Representations such as “one hundred percent financing” if the terms of the purchase or lease involve more than one security agreement and payments to more than one financing institution b. It shall be considered false, deceptive or misleading, and thereby unlawful, to advertise with words, phrases, or initials which are not clear and conspicuous and easily comprehended by persons other than those closely allied with the vehicle industry. c. Examples of false, deceptive of misleading advertising: (a) Advertising a used vehicle for sale that is not available at the time the advertisement is placed; (b) It shall be considered false, deceptive or misleading, and thereby unlawful, to advertise with words, phrases, or initials which are not clear and conspicuous and easily comprehended by persons other than those closely allied with the vehicle industry. (c) Advertising a “rebuilt vehicle” for sale, without clearly and conspicuously disclosing “rebuilt” in the advertisement; (d) Selling a vehicle at a higher price than advertised, regardless of trade-in allowance; (e) Advertising that “any written price quote will be beaten,” “any deal will be accepted,” or that a dollar amount is guaranteed on any “push, pull or drag,” trade-in, or words to that effect

unless the dealer can clearly show through the records of the dealership that such is the case;

E. Vehicle titling and registration, and use of the electronic vehicle permitting system; a. Used car dealers MUST use the e-permitting system (a) Exceptions: 1. New dealers trying to understand the flow 2. Low volume dealers who physically 3. The e-permitting system is down and unavailable 4. The dealer’s internet connection is down.

b. Best Practice: Dealers should have enough paper forms in stock to run their business for 5 days without access to Department of Licensing electronic systems. c. Dealers are responsible for transferring the title on vehicles they sell (a) Must have Title in possession before a vehicle can be marketed and sold (b) Must have new plates on the vehicle within 45 days of date of sale

F. Vehicle warranties; a. 3 types of warranty are recognized on the Buyers Guide (a) Manufacturer’s Warranty (b) Manufacturer’s Used Vehicle Warranty (c) Other Used Vehicle Warranties

b. Warranties cannot be removed once offered on a vehicle for sale c. Dealers cannot charge for warranties.

Vehicles offered with warranties can be offered at a higher priced than similar vehicles without warranties, but there is no specific price for the warranty.

b. Forms for every retail transaction (a) Vehicle Purchase Order

(a) Transport to and from

(b) Title Application

1. Exhibitions

(c) Odometer Reassignment

2. Offsite sales

(d) Buyers Guide

3. Repair facilities

(e) Implied Warranty Negotiation

4. Detail facilities

c. Other frequently used forms (a) Temporary Demonstration Agreement (b) Wholesale Agreement (c) Blue Cards

2. Spouses of the above

(a) You accept deposits

3. Employees

(b) You accept consignments

b. Funds must be deposited by the end of the second business day c. Best Practice – set up 3 checking accounts (a) Business – for normal business transactions (b) Trust – for deposits and proceeds from consignment sales (c) Tax – to hold sales tax receipts until owed to the State.

I. Selling vehicles on consignment; a. Economical source of inventory if you follow some simple steps (a) Inspect the vehicle like you would any other inventory acquisition (b) Match the consignor with the Title (c) Check the WA title against Contracted Plate Search (d) When it doubt, have the consignor acquire a Quick/Super Title. (e) Hold a copy of the title during the consignment contract period.

b. Every consignment vehicle must be covered by a consignment contract

e. Vehicle Service Contracts can be offered for sale for an incremental price.

d. Consignor must be paid within 10 days of the sale of the vehicle.

f. Extended warranties and Vehicle Service Contracts frequently refer to the same type of product although different. They are both offered as incremental to the vehicle sale.

e. Once a consignment contract is executed the vehicle should be treated like every other vehicle in the dealer’s “for sale” inventory.

a. Typically, available from several different sources (a) Association, wsiada.com/store

d. Other Operators and their requirements 1. Dealers, officers, managers members of the LLC

a. Must have a trust account if:

d. Dealers can offer extended warranties for an incremental price.

G. Standard industry forms

(b) Periodic use by dealers and ownership team

(a) Operators

H. Trust accounts;

c. Proceeds from a consignment sale must be deposited into the trust account by the end of the second business day.

g. Both warranties and vehicle service contracts negate an implied warranty waiver.

c. Other uses

J. Use of vehicle dealer plates; a. Primary Purpose – Vehicle Test drives b. Test drives require (a) Demonstration Agreement or Permit (b) Valid operator’s license (c) Insurance, preferably dealers AND operators

(b) Department of Licensing, dol.wa.gov

(d) Dealer plate affixed to the rear of the vehicle

(c) Department of Revenue, dor.wa.gov

(e) Employees must log dealer plate usage

(b) Requirements 1. Must use a blue card and dealer plate when operating dealer inventory 2. Must affix the Dealer plate to the rear of the vehicle 3. Must NOT use the vehicle as a personal driver 4. Must log the dealer plate usage.

K. Vehicle financing a. Options (a) Dealer financing – Buy Hear Pay Here (BHPH) (b) 3rd party financing 1. Banks 2. Credit Unions

b. New dealers typically need to be in business 2 years before banks will take the risk c. Requires an installment contract. If you use a simple Vehicle Purchase Order you are not providing the key elements you and customer need to complete a financed sale, such as monthly payment, interest rate, total of payments and interest rate. d. Dealers need to ensure that all the terms of the agreement are spelled out and understood by the customer.

Both the customer and the dealer need to agree to the terms in writing.

Yes, you both must sign the documentation. e. Advertising must be clear an unambiguous. If your 10-year-old child cannot understand what you are trying to say, have them rewrite it so they CAN understand. f.

Any dealer or bank financing a vehicle must be prepared to repossess the vehicle. g. Specific rules and regulations govern the repossession process and you may be forced to liquidate the asset after recovery, depending on what percent the customer has paid on the outstanding balance.

the Front Row | wsiada.com | Janurary/February 2019 |

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

Please see our ad on page 10

Please see our ad on page 18

(425) 658-1400 rh2cpas.com

(253) 779-8490 AmericasCarMuseum.org

Auctions

Benefits / Health Insurance

Adesa Seattle

Benefit Consultants NW

(253) 735-1600 adesa.com/Seattle

Adesa Portland

(800) 945-4193 bcnw.com.org

(503) 492-9200 adesa.com/Portland

Bonds and Commercial Insurance

Bowen Scarff Ford Lincoln

Shepard & Shepard Business Solutions

(253) 243-5251 bowenscarff.com

Copart Auto Auction (253) 847-8300 copart.com

CTM Unlimited

(360) 273-5808 ctmunlimitedauction.com

DAA Northwest (509) 244-4500 daanw.com

Please see our ad 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

(425) 640-5111 kamanauctions.com

Manheim Portland (503) 286-3000 manheim.com

Manheim Seattle (206) 762-1600 manheim.com

Please see our ad on the inside back cover.

Yarbro Auctioneers (509) 765-6869 yarbro.com

(855) 396-0488 shepquote.com

Please see our ad on page 6

Car Care

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

Drive Dealer Solutions

The F&I Group, LLC

Advance Auto Parts

Northwest Dealer Financial Services

Professional Services

(360) 710-9545 thefandigroup.com

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

Protective Asset Protection

(866) 384-6320 protectiveassetprotection.com

Griot’s Garage

Southwest Dealer Services

(206) 290.3 riesmanagement.com

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

Custom Signs

Floor Plan Companies

Sign Dog

AFC

(253) 445-6424 signdog.com

(253) 333-0300 afcdealer.com

Dealer Management Systems (DMS)

Identity Theft Protection

Carousel Software

253 905-9111 legalshield.com

Dennis Demattia demattia@mailforce.net (509) 926-8848 carouselsw.com

Frazer Computing, Inc. (888) 963-5369 frazer.com info@frazer.com

(734) 904-0295 SmartDealer@sygnifi.com sygnifi.com Please see our ads on p.4 and p.9

Ries Management

(253) 922-2200 griotsgarage.com

Sygnifi Networks

(425) 478-7242 drivedealersolutions.com

Covercraft

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

Marketing

LegalShield

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

Lending

Parts & Service (877) ADVANCE advanceautoparts.com

Job Depot USA

(877) 868-7635 info@jobdepotusa.com

Washington Retail Association (360) 943-9198 RetailAssociationServices.com

State Agencies WA State Attorney General Office

atg.wa.gov/used-car-considerations

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

Skywerks

Innovative Auto Finance (877) 635-2021

Please see our ad on page 20

Lobel Financial Corp.

Finance and Insurance

(253) 839-2600 lobelfinancial.com

Vehicle and Fleet Management

Please see our ad on page 3

Spireon

(206) 999-6699 skywerks.com

AUL Corp

(800) 826-3207 aulcorp.com Please see our ad on page 22

16 | the Front Row | wsiada.com | Janurary/February 2019

innovativeauto.com

United Finance

(503) 238-6475 unitedfinance.org

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

(800) 557-1449 spireon.com

Ways to Steal

T

from the Dealership

he devil’s always in the details, and losing control of your business’s internal pro-

cesses can add up fast. Courtesy of NIADA’s “Dealership Internal Control Manual,” we’re listing 50 of the most common ways that employees and customers have found to rip off dealerships; here are nos. 1 – 10. See you next issue for nos. 11 – 20.

1. Using dealership stamps or 5. Stealing or “arranging” theft 9. Creating overages (slush postage machine for personof shop equipment. funds) in cash funds and al correspondence. registers by under-recording 6. Stealing aftermarket mersales.

2. Stealing office supplies and chandise such as caps, jackoffice equipment. ets and other accessories.

10. Cheating on expense reports by reporting non-existent 3. Stealing shop tools, by claim- 7. Stealing small amounts from expenses. ing they are personal tools or cash funds and register and were broken while in use.

4. Stealing shop or body shop supplies such as paint, tape and chemicals for off-site repairs for cash.

explaining the losses as routine shortages.

8. Not recording repair orders or other sales and pocketing the cash.

Dealer Directives

for Stronger Internal Controls

I

t’s your business, so it’s your business to minimize and prevent theft. As a proactive flip-

side to “Fifty Ways to Steal from the Dealership” (pg. XXXX), we’ve also compiled 50 best practices for making sure misconduct doesn’t amass into major losses from NIADA’s “Dealership Internal Control Manual.” Here are nos. 1 – 10. See you next issue for nos. 11 – 20.

1. Bond all employees.

2. Check references and past employers before hiring.

3. Have company mail addressed to a post office box.

4. All incoming mail is opened by the dealer and then distributed to addressee.

5. Periodically check daily deposit slips versus bank statements.

8. Periodically examine canceled checks and endorsements.

6. Insist on document accountability (control log) and review personally.

9. Challenge all unusual discounts and write-offs.

7. Periodically review reconciliation of bank statements.

10. Personally cancel all invoices at the time you sign checks.

the Front Row | wsiada.com | Janurary/February 2019 |

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

18 | the Front Row | wsiada.com | Janurary/February 2019

Washington State Independent Auto Dealers Association

2019 Education Fairs Register online at wsiada.com/education-fairs or directly through our mobile app.

Attending one of WSIADA’s 2018 Education Fairs will satisfy dealers’ annual continuing education requirement for license renewal. The discounted pricing listed below is available for applications received or postmarked by August 1st, 2018.

STEP 1: SELECT EAST | July 16, 2019 | Hampton Inn 2010 S Assembly Rd, Spokane WA 99224 WEST | August 15, 2019 | Lemay, America ‘s Car Museum, 2702 East D Street, Tacoma WA

STEP 2: REGISTER DEALERSHIP NAME

DEALER #

BUSINESS PHONE

AUTHORIZED SIGNATURE

NAME PRINTED

ATTENDEES (USE ADDITIONAL FORM IF NEEDED)

FAX

DATE

EMAIL ADDRESS

STEP 3: PAY Non-Member Price: $150 $125 per attendee VISA

MC

AMEXcheck

Member Price: $50 $25 per attendee

CHECK No.___________

CARD NUMBER

NAME ON CARD

EXPIRATION DATE

CARDHOLDER SIGNATURE

CCV

BILLING ZIP CODE

STEP 4: SUBMIT ONLINE AT wsiada.com/education-fairs (or one of the following methods) WSIADA FAX EMAIL(as a scanned attachment) 707 Auburn Way South 253-804-0844 staff@wsiada.com

Auburn, WA 98002 the Front Row | wsiada.com | Janurary/February 2019 |

19

20 | the Front Row | wsiada.com | Janurary/February 2019

READ AND RESPOND | January/February 2019

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. 1. WSIADA will be offering a Webinar teleconference option with Title Workshop in 2019? a. True b. False 2. What bank accounts should a dealership set up as a best practice for dealership operations?

4. Standard industry forms can be located at which of the following locations? a. WSIADA b. Department of Licensing

e. None of the Above 5. What are the regulatory agencies involved in the vehicle dealer industry? a. Washington State Department of Revenue. b. WA State Dept of Licensing

e. All of the Above

e. None of the Above 3. Payments can be processed with WSIADA by which options available? a. Check b. Credit Card c. Both A and B d. Neither A nor B

b. False

d. All of the Above

b. Trust – for deposits and proceeds from consignment sales

9. An individual can sign up for a new Wholesale License with the Department of Licensing. a. True b. False 10. There are currently how many different dealer licenses in Washington state?

d. WA State Attorney Genera f.

8. A completed Blue Card and dealer plate are required when operating dealer inventory by Dealer employees. a. True

c. Department of Revenue

c. Federal Trade Commission

d. All the Above

Send your completed quiz to WSIADA...

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

DATE

a. Business - for normal business transactions

c. Tax – to hold sales tax receipts until owed to the state

EMAIL

a. 5

None of the Above

b. 7

6. Chapter Meetings attendance are available to only members of the association? a. True b. False 7. Dealers are responsible for transferring the title on vehicles they sell and must have the title in possession before a vehicle can be marketed and sold a. True b. False

c. 9 d. 10 11. The Implied Warranty of Merchantability applies to every vehicle sold by a used car dealer licensed in the State of Washington. a. True b. False

the Front Row | wsiada.com | Janurary/February 2019 |

21

READ AND RESPOND | continued 12. The dealer must have the customer waive the Implied Warranty through all but one of the following forms. a. Implied Warranty Negotiation Statement b. Disclaimer of Warranty – long form c. Disclaimer of Warranty – short form d. Demonstration agreement 13. It is unnecessary to advertise that a vehicle is “rebuilt”. a. True

15. Which of the following is NOT one of the 3 types of warranties listed on the Buyers Guide? a. Manufacturer’s Warranty

a. 4

b. 3-month 3000-mile warranty

b. 5 c. 8

c. Mfr’s Used Vehicle Warranty d. Other Used Vehicle Warranties 16. A Dealer can be liable for the manufacturer warranty if they check the box on the Buyers Guide without confirming that the Warranty is in effect with the

b. False

vehicle manufacturer.

14. Used car dealer MUST use the e-permitting system unless which of the following occurs: a. The e-permitting system is down b. The printer runs out of paper c. The dealer is selling only 10 cars per month.

18. Every Dealer must complete the following number of hours of Continuing Education annually.

d. 10 19. It is a recommended practice for dealers to periodically check daily deposit slips versus bank statements. a. True b. False 20. It is unnecessary to bond all employees.

a. True b. False

a. True

17. Contracted Plate Search is a recommended way to confirm vehicle ownership when considering a Consignment, Trade in or off the street purchase.

b. False 21. Back issues of the Front Row Magazine are available at WSIADA.com

d. None of the Above

a. True

a. True

e. All of the Above

b. False

b. False

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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 meetwithus@benchmarkdealer.com weareaulcorp.com

22 | the Front Row | wsiada.com | Janurary/February 2019

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 benefits 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) membership@wsiada.com

ENROLL ONLINE www.wsiada.com

the Front Row | wsiada.com | Janurary/February 2019 |

23

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

WSIADA Marketing

Copart | copart.com

Jason Ludwig, Marketing Coordinator

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

H

andling member relations for an organization like the Washington State Independent Auto Dealers

is not a difficult task. The key to easy outreach, as they say, is having a good product.

WSIADA, I’ve found, is a pretty peerless product. I have a frontrow seat to services like the Dealer Hotline getting members through some business-threatening dilemmas; to thousands of dollars being saved by a dealer for no reason other than their WSIADA members; to intense debates on how best to fight against industry-damaging legislation that grandstanding politicians didn’t think through.

It’s a chaotic place at time, but we’re doing good work that we’re all proud of. The business of buying and selling, of negotiating and advertising, and of competing in an open marketplace is the backbone of the American economy. Dealers are their own bosses, solely responsible for their successes and failures – it’s a pure expression of capitalism working as it should if I’ve ever seen one.

We’re proud to support that. WSIADA is here to make sure the wheels of the industry turn as cleanly and efficiently and successfully as they can, and we’re tireless about finding new ways to do that.

WSIADA keeps you covered on your Continuing Education, and that’s just the tip of the spear. If you have employees, WSIADA can get you help with your insurance premiums through our Retro program. If you need supplies, WSIADA.com/store will get you great deals and quality product. If you need a leg up, WSIADA’s app and our strategic partnerships will save you cash at auctions, on events, and with the services and vendors you need to keep your business humming along.

And you find yourself in a bind with state regulators, with furious customers, or with the maze of rules and laws that govern our industry, WSIADA has the Dealer Hotline.

If you’re a member, you’re covered. And it’s a pretty cool feeling to help with that.

24 | the Front Row | wsiada.com | Janurary/February 2019

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

4

Easy steps for thousands of dollars in auction savings • STEP 1 Download the WSIADA App

• STEP 2

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!

Respond to welcome email from SmartDealer

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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