the Front Row - March / April 2019

The official publication of the Washington State Independent Auto Dealers Association

March | April 2019

Finance & Insurance Is Your Pay Plan Driving Talent Away?

PLUS...

• Bob McConkey Inducted to NAAA Hall of Fame!

• Looking for a Lot?

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

March | April 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

Contents

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 – Vancouver 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 – Tri-Cities Vacancy - Chapter President – Yakima WSIADA STAFF

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

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

2 | Membership Benefits 4 | Events Calendar | Auction Savings App! 5 | Executive Director’s Message 7 | Auction News 10 | Digital F&I Growing Pains 11 | Lot Leads | Max Ruddell Scholarship 12 | Covera by WSIADA 14 | Sales Forecast 15 | Service Providers Directory 17 | F&I Showroom Guest Column 18 | Dangers and Opportunities 19 | Market Outlook 21 | Continuing Ed Read & Respond 23 | WSIADA Membership Form 24 | Just for Fun | Auction Listings the Front Row | wsiada.com | March/April 2019 |

1

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 | March/April 2019

Dealer Management System

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

Instant Approvals 24/7 Availability Easy To Use

Š 2018 Lobel Financial. All rights reserved.

Access Industry Leading Service Providers All On One Site!

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

3

Events Calendar Covera Workshops See schedule on p.12

New Dealer Education (9am to 5pm) THUR MAR 14. . . . . . . . . . . . . . . . . . . . . Auburn THUR APR 11. . . . . . . . . . . . . . . . . . . . . . Auburn

Chapter Meetings North Sound

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

WED APR 17. . . . . . . . . . . . . . . . . . . . . Spokane

Title Workshops (9am to 1pm)

THUR APR 04. . . . . . . . . . . . . . . . . . . . . . Auburn

Tri-Cities

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

TUE APR 23. . . . . . . . . . . . . . . . . . . . . . . Auburn TUE MAY 21. . . . . . . . . . . . . . . . . . . . . . . Auburn

Vancouver

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

Yakima

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

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!

Spokane

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

Education Fairs East | TUE JUL 23, 2019

Doubtree by Hilton 322 N Spokane Falls Ct., Spokane

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

4

Easy steps to $1000s in auction savings!

• STEP 1 Download the WSIADA App • STEP 2 Respond to welcome email from SmartDealer • STEP 3 Create User Name and Password

Free from these App Stores:

For More Information Contact: WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION 707 Auburn Way South | Auburn, WA 98002 Phone 253-735-0267 | Fax 253-804-0844 staff@wsiada.com | WSIADA.COM

4 | the Front Row | wsiada.com | March/April 2019

• STEP 4 Pick your discounts and save $$$ at checkout

EXECUTIVE DIRECTOR’S MESSAGE

Exciting news in this issue!

W

e launched Covera powered by WSIADA,

our private label Finance and Insurance program and a new service called “Lot Leads” designed to help dealers who wish to retire or downsize. See the centerfold of this issue for more detail on Covera. We packed the calendar with monthly training in Auburn and several cycles of training in remote Chapters. We offer the training in two tracks: Sales Training and Finance training. Both tracks help you get to the end goal of higher profit per unit.

Spring Chapter Meetings

Education Fairs East & West

The Spring Chapter meeting is upon us, even though we just posted pictures of yours truly shoveling snow after our recent storm. Our Covera partner, Ries Management, will join us for a VERY abbreviated summary of the new Covera Program where we can answer questions dealers might have regarding the enrollment process and incremental value to your store.

Save the Dates! July 23 for the Education Fair East in Spokane, and August 15 for Education Fair West at LeMay in Tacoma.

Even if you do not plan to participate in the Covera Program, please join us, as we will cover some important compliance updates and a round of Q&A on issues you might be experiencing in your respective markets.

We try a new venue this year in Spokane at the Doubletree downtown. We will have much more elbow room for the anticipated 75 dealers. The August event will again be at LeMay, America’s Car Museum where we hope to pack 150 dealers into the Board Room.

We’ll post the agenda on WSIADA.com.

Speaking of WSIADA.com, watch for some exciting changes to our website and let us know what you think.

Of course, we would love to hear from you via It’s a good habit to double check the calendar email staff@wsiada.com or phone 253-735-0267 periodically on WSIADA.com. Every now and again we need to adjust a meeting location.

When we do, we notify everyone by email several times. However, if the email goes Todd C. Elliott, WSIADA to SPAM we are the mercy of that can of lunchmeat.

Recognitions Notice some notoriety several of our Associate Members received as Bob McConkey was inducted into the NAAA Hall of Fame and Julie Picard, Manhiem’s West Region Vice President was elected the NAAA Vice President. the Front Row | wsiada.com | March/April 2019 |

5

Miranda knows...

We get it.

If you want to buy a car ask an automotive professional.

If you want to properly protect your dealership ask an insurance professional who understands your business.

We are car people.

We insure car people.

Its all we do.

Insurance & Bonds for: • Auto Dealers • Auto Service • Body Shops • Daily Auto Rental

To get started visit www.ShepQuote.com

It’s so easy • Ask Miranda • She knows

#askMiranda

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

6 | the Front Row | wsiada.com | March/April 2019

AUCTION NEWS

Julie Picard Elected NAAA VP improvement and accelerates employee development.

J

ulie L. Picard will be vice president of the National Auto Auction Association (NAAA) for the

2018-2019 term, serving on the executive board with President Chad Bailey and President-elect Laura Taylor.

The association, a private, nonprofit trade organization representing more than 340 wholesale auto auctions and 130 associate members from a wide range of industry related fields, elected Manheim’s National West regional vice president at its 70th annual convention last month.

At Manheim, Picard is responsible for developing and implementing strategies for 14 auctions designed to drive growth, market share and profitability. She focuses on building strong relationships and creating a culture that delivers excellent client service, promotes continuous

three years later to join Manheim Seattle as controller and manager of finance and adThroughout her 26-year Manheim career, Picard served in ministration. After completing numerous executive positions, the COX Executive Leadership Program, she was named the including vice president and general manager of Manheim Seattle auto auction’s assistant general manager in 2000, Pennsylvania, overseeing the GM in 2007 and market VP in world’s largest auto auction with 1,600 employees and rev- 2011. Picard served as vice president and general manenues of $226 million. ager of Manheim Pennsylva“Julie’s experience in the nia from January 2014 until industry, business skills and being named to her current leadership abilities made her position in December 2015. an excellent choice to serve Picard has been recognized on our board,” said NAAA as an industry leader, honored Chief Executive Officer Frank as one of Auto Remarketing’s Hackett.

“2013 Women in Remarket“She values team engageing.” She also received the ment, collaboration, talent prestigious 2013 Laurie Dobdevelopment and strategic berphul Top Achiever Award, planning, all of which are impresented by GE Remarketing. portant for the advancement Both awards spotlight womof our association and the en who continuously make a vehicle remarketing industry.” difference and are passionate Graduating from the University about the automobile indusof Montana with a bachelor’s try. In addition, Picard has in accounting in 1989, Picard earned numerous quality and worked for Rhodes and Fullaperformance awards during way, CPA, becoming a senior her career. accountant before leaving

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 | March/April 2019 |

7

AUCTION NEWS

Bob McConkey Inducted to Hall of Fame and the establishment of a universal Electronic Condition Report, national Arbitration Policy, and Wholesale Certification Program.

the university and return home to help run the auction, which had fallen on hard times during the recession. Five years later the family sold the now Membership in the Hall of Fame, revitalized business to General Electric Capital — the first established in 1968, recognizes individuals whose long-term ser- auto auction acquired by that firm. GE retained McConkey, vice to the auto auction indusrelocating the 25-year-old and try and NAAA has contributed his newlywed wife Sandy to improvements to remarketing as a whole, has worked with the Los Angeles to be the general trade organization to benefit its manager of Southern California Auto Auction, another members and has consistently recent GE acquisition from the followed the high standards of Brasher family. the association’s Code of Ethics. NAAA represents more than Three years later, under Mc340 auction members and 100 Conkey’s management, SCAA associate members in North had doubled its size, becomndustry Veteran and Past ing the world’s largest volume NAAA President Bob McCon- America. auto auction, selling 108,000 Today McConkey oversees key is the newest member auto auctions in Spokane, Kan- units in 1988. of the National Auto Auction sas City and Seattle with com- Yet not everything the young Association Hall of Fame.

GM did proved a success, The president and chief exec- bined auction sales of more such as continuing his famiutive officer of the McConkey than 100,000 units annually, and leads the executive team ly’s tradition of the Fall Classic Auction Group and Auction in the development of relevant Moose Sale, where after the Edge board chairman was future strategies. Regularly call- hunt the moose is barbecued inducted at NAAA’s 70th annual convention in Scottsdale, ing bids on the block, McCon- and shared by the dealers in Arizona. Past association pres- key is considered to be one of the lanes. McConkey learned the finest auctioneers of autos LA was a little different than ident and 2017 Hall of Fame in the West. his native Seattle when the inductee Dave Angelicchio dealers began fighting over made the presentation.

It was at South Seattle Auto the tasty grilled game and riot Auction, co-founded in 1954 McConkey, who grew up in police had to be called in to by his father Robert McConthe wholesale auto auction restore order. key, Sr., that the young Mcbusiness, received the honor

I

for his leadership roles in the industry as ServNet’s chairman of the board, Western Auto Auction Association president and on NAAA’s board of directors as well as several committees. Following in his father’s footsteps in 2009 to serve as NAAA president, Bob championed Conference of Automotive Remarketing (CAR)

Conkey began his remarketing career. He learned how to drive at age nine and spent his summer vacations doing everything around the lot until heading off to Washington State University.

Shortly after beginning his freshman year in Fall 1980, McConkey’s father and older brother needed him to leave

8 | the Front Row | wsiada.com | March/April 2019

In 1992 McConkey and his friend Greg Mahugh, his former middle school math tutor and work colleague at South Seattle Auto Auction, moved their families north and founded Dealers Auto Auction of Spokane.

Within four years the struggling five-acre, two-lane auction in eastern Washington had

unit online with photos to increase his customer base. He also pioneered the post-sale inspection process and was one of the first auctions to provide condition reports.

In 2006 DAA Northwest formed a strategic partnership with Idaho Auto Auction and Brasher’s auto auctions that gave birth to what is now Auction Edge, a leading provider of auction management systems and online marketplaces for independent auctions.

In 2008 McConkey became a co-owner of Kansas City Indegrown tremendously and relo- to eight and adding wholependent Auto Auction and in cated to a newly constructed sale detail, mechanical, auto 2011 of El Paso Independent facility. Its grand opening celbody and paint shops on site, ebration included a concert the auction was rebranded as Auto Auction (which was sold featuring the legendary Jerry DAA Northwest to more accu- in 2016). In 2013, he and Mahugh started DAA Seattle.

Lee Lewis and launched an rately represent its extended These auctions now comprise annual affair that has become geographic market. MotorThe McConkey Group, along the auction’s signature “Rock sports and RV sales were later with its flagship auction DAA & Roll Sale” promotion with big included.

Northwest, which today ocname musicians headlining the McConkey continued to decupies 90 acres and averages now two-day event. velop and innovate, utilizing After expanding from five lanes digital sales of every consigned weekly sales of 1,700 units.

the Front Row | wsiada.com | March/April 2019 |

9

COMPLIANCE

Digital F&I Brings New Challenges Dealers and F&I professionals need a working understanding of the marketing, discrimination, and UDAP concerns raised by an increasingly digitized car-buying and -financing process.

It

By Jim Whiteford

’s no surprise that dealers are setting their sights on the future by adopting new digital technology.

Today’s customers seek the “Amazon phenomenon,” where all it takes is a touch of a screen or a voice command to summon goods to their doorsteps in two days or less.

The car-buying experience is no different, and dealers are transforming to ensure they meet customer needs and expectations while staying ahead of the competition.

However, as dealers and F&I professionals move toward a fully digital car-buying experience, it becomes much easier to overlook or underestimate rules and regulations. While the speed of a digital sale can result in faster and potentially more profitable sales, one expensive fine or penalty could easily erase your gains and permanently damage your reputation.

The marketplace is full of conflicting speculation on regulatory change, with everything from federal regulatory rollbacks to increased state-level scrutiny seemingly on the table. It’s important to stay up to date on the latest changes, but in the rush to anticipate change, you should still remember the fundamentals. Here are three important compliance issues digital F&I raises:

Marketing Dealers must understand their responsibility to the customer when creating advertising and marketing.

Monitor your advertisements to be sure your offers are accurate and

available. You should be aware of claims made by vendors on your behalf and pay attention to your reputation from organic advertising such as reviews, social media posts, and employee comments.

For example, you might be running a digital advertisement which includes details on an ongoing sale or offer.

If that offer expires, but your ad implies that it is still available, your advertising is inaccurate. Perhaps the ad links to a page about the sale on your website, which you took down

line between targeting and discrimination lies.

Unfair or Deceptive Acts or Practices UDAP is covered by laws at both the federal and state level. They are enacted and enforced to protect consumers from unfair or deceptive acts by businesses. While the best dealers have their customers’ interests at heart, they should still be careful that their digital sales practices don’t trip them into an accidental violation.

As an example, disclaimer language that lets customers know of fees or conditions associated with offers should be uniformly disclosed across all of your channels — even if it’s difficult to fit on a small online ad or a brief email to a prospect.

once the sale ended. Does your ad now point to a broken link? Keep a close eye on where your digital sales tools operate. It’s not often as plain to see as a sign or billboard.

Discrimination You are undoubtedly aware that your store can’t discriminate on the basis of legally protected categories such as race, gender, age, or religious affiliation. But have you thought about how those standards apply to your digital sales tools?

Many platforms allow you to microtarget current or potential customers by a range of categories.

But when does targeting turn into discrimination? Your sales teams should be clear on the definitions of discrimination, how the digital sales tools work, and where the

10 | the Front Row | wsiada.com | March/April 2019

Digital technology can be helpful in identifying your customers’ pain points to avoid a claim of unfairness or deception. As difficult as it might be, read your negative Facebook comments and Yelp reviews to make sure you aren’t missing a common complaint that could lead to a future UDAP claim.

As dealerships continue to go digital, taking the time to invest in legal and compliance training will protect your staff, your customers and your bottom line. And, as always, you should refer to your legal counsel as an essential resource. When it comes to digital compliance, knowledge is the first line of defense.

Jim Whiteford is the executive director of learning and development at Ally and leads Ally Academy, which provides comprehensive training and development programs for dealers nationwide. SOURCE: https://www.

fi-magazine.com/354126/digital-fi-brings-newcompliance-challenges

Lots of Lots

P

robably the toughest and most frequently question we hear after every New Dealer Education class is “Where can I find lot space?”

Unless you’re setting up shop in the 48-resident-strong Town of Krupp, it’s a tough question to answer. Determining where a lot can be, getting the infrastructure needed for land to be called a lot, and doing it all on a piece of dirt that has enough space to sell your inventory can be a thick knot of complications and expense.

That’s where LotLeads comes in:

WSIADA.com/LotLeads LotLeads@wsiada.com

WSIADA isn’t looking to get into commercial real estate brokerage, but the Association is in a unique position to connect dealers needing lot space with dealers who either have space to spare or want to unload their lot entirely.

LotLeads is a completely free informational service that looks to do just that. If you’re a dealer who wants to retire, a dealer who wants to leave the industry altogether, or even just a dealer who wants to make some extra cash by leasing your excess lot space, then LotLeads can help.

Just reach out to LotLeads@wsiada.com and let’s get you listed so other dealers can see you.

Meanwhile, if you’re a new dealer who’d rather not set up in Krupp town—most of those guys already have a car anyway—then LotLeads can help you too.

Just shoot an email to that address or visit WSIADA.com/LotLeads. There’s no cost, no brokerage fee, no obligation, and no membership requirement. WSIADA is here to help dealers answer tough questions and untangle thick regulatory knots, and one way to do that is to connect dealers to dealers.

Mac Ruddell Scholarship Scholarship Eligibility | How to Apply

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

Application Deadline March 26, 2019 the Front Row | wsiada.com | March/April 2019 |

11

SE NOTE: ADMINISTRATOR MAY REPLACE ERED PARTS WITH ORIGINAL EQUIPMENT UFACTURER PARTS, NON ORIGINAL EQUIPMENT UFACTURER PARTS, REMANUFACTURED PARTS, SED PARTS.

CERTIFIED LIMITED WARRANTY POWERTRAIN PROGRAM With Roadside Assistance

material is for marketing purposes only.

Administered by NATIONAL AUTO CARE CORP. ®

440 Polaris Parkway - Suite 250 Westerville, Ohio 43082 1-800-548-1875 www.NationalAutoCare.com

In Florida, administered by NATIONAL AUTO CARE OF THE SOUTH FL License # 19255 NAC1135-LW-RS Rev1218 ©2018 National Auto Care

online Compliance training program available and important to every dealer in the state. We go over the 3 tracks of this platform and a high level summary of the rest of the program.

Sales training is offered in Track one. We offer sales training remotely in each of the Chapters and We’re excited to offer plan to offer the Sales track Covera powered by every other month in Auburn.

WSIADA. The Auburn content will be driven in part by the dealer CERTIFIED LIMITED WARRANTY overa is a private personnel who sign up.

POWERTRAIN PROGRAM label Finance and We post the schedule on the With Roadsideplatform Assistance Insurance we WSIADA.com calendar. now offer to dealer members.

Everyone has a unique sellOur program includes several ing style! Consequently, the unique features. training will help you discover YOUR selling style, allowing First, we put an emphasis on you to better understand your TRAINING delivered in two customers point of view. You tracks for potentially two will learn the tools you need to different groups of dealership begin selling from YOUR cuspersonnel. tomer’s perspective. Come Second, dealers can find out what selling from your participate in a reinsurance customer’s point of view can program by averaging as few do for your profitability and as 5 sold contracts per month. your customer satisfaction.

You do not need to sell five ❏❏ Get Certified in “The selling by EVERY month, but do need discovery process” to have 60 sold in a 12 month ❏❏ Consultative selling from the customers point of view cycle.

C

The Spring chapter meetings will cover the program in summary fashion with particular emphasis on the customized

❏❏ Reading your buying style and how that translates within the sales process ❏❏ Top compliance trends and how to sell within them

12 | the Front Row | wsiada.com | March/April 2019

The Finance track focuses on the product portfolio that will be offered throughout this program. We target the Finance Manager and anyone assigned to understand and sell these products in your respective dealerships.

Everyone can take the training, however, only WSIADA Members can participate in the program. We post the schedule on WSIADA.com/ calendar. Check back periodically since we update the calendar every now and then.

Workshops Sales Training|Everett

THUR MAR 21 | 9 am - 5 pm Delta Hotels by Marriott 3105 Pine St., Everett WA 98201

Finance Training|Auburn THUR APR 04 | 9 am - 5 pm WSIADA HQ

Sales Training|Tri-Cities SUN APR 14 | 9 am - 5 pm LOCATION TBD (check website) Kennewick, WA 98901

Finance Training|Auburn THUR MAY 02 | 9 am - 5 pm WSIADA HQ

Sales Training|Vancouver TUE MAY 14 | 9 am - 5 pm Adesa|23585 NE Sandy Blvd.

Wood Village OR 97060

Sales Training|Auburn

THUR MAY 30 | 9 am - 5 pm WSIADA HQ

PROTECTION

against future repair costs with:

PREMIUM ELITE PLAN

Fuel Pump $

1,035

Engine

Drive Axle $

1,325

POWERTRAIN

Component Coverage

STANDARD

Component Coverage

STANDARD ELITE: This midlevel limited liability coverage includes Powertrain coverage PLUS additional coverages.

POWERTRAIN ELITE: This powertrain limited liability coverage offers protection for many parts of the engine, transmission, and drive axle.

Water Pump $

895

(1)

Transmission $

4,265

The above is for illustration purposes only.

(2)

Parts pricing listed is based on average of actual repairs at a retail rate for Parts & Labor. Actual repair costs may vary by repair facility, vehicle and location.

Don’t wait until you’re out of warranty! Extend your coverage with a Vehicle Service Agreement and stay protected from expensive repairs!

PREMIUM

ELITE PLANS

PREMIUM ELITE: This top-level limited liability coverage includes Standard and Powertrain coverage PLUS additional coverages.

2,250

aga

AC Compressor $

5,600

$

P

ELITE

(2)

The Premium ELITE Plan is our top level of protection. It covers the things that keep your vehicle running and your passengers comfortable.

PREMIUM ELITE PLAN covers everything that STANDARD & POWERTRAIN Plans cover, plus much more.(1)

N

With time and mileage, repair or replacement of these standard parts is inevitable. Once your manufacturer’s warranty expires, here’s what you can expect to pay on average:

OUR PREMIUM ELITE PLAN PROVIDES SOLID PROTECTION & GREAT BENEFITS.

Component Coverage

For illustration purposes only.

(1)

Call a representative to protect your vehicle with National Auto Care at:

800-548-1875

SERVICE AGREEMENT OPTIONS FOR PRE-OWNED VEHICLES

PLEASE NOTE: ADMINISTRATOR MAY REPLACE COVERED PARTS WITH ORIGINAL EQUIPMENT MANUFACTURER PARTS, NON ORIGINAL EQUIPMENT MANUFACTURER PARTS, REMANUFACTURED PARTS, OR USED PARTS. This material is for marketing purposes only.

Please refer to your Vehicle Service Agreement for a more comprehensive list of what’s covered with your plan.

In Florida, administered by NATIONAL AUTO CARE OF THE SOUTH FL License # 19255

Administered by NATIONAL AUTO CARE CORP. ®

440 Polaris Parkway - Suite 250 Westerville, Ohio 43082 1-800-548-1875 www.NationalAutoCare.com

NAC1115VSCelite Rev0115 ©2015 National Auto Care

PROTECTION FOR YOUR INVESTMENT

SERVICE AGREEMENT FOR HIGHER MILEAGE ELITE: VEHICLE OR OLDER CARS AND PASSENGER TRUCKS PROTECTION FROM THE UNEXPECTED

DO YOU KNOW the average cost to

Your vehicle is not only an investment; it’s your transportation lifeline.

With National Auto Care’s® protection plans, you have the peace of mind knowing your investment is protected.

repair/replace these standard vehicle parts?

Steering Rack

$1,400

Water Pump

Engine

$895

$5,660

GET THE MOST OUT OF YOUR COVERAGE

Drive Axle

$2,250

Fuel Pump

$1,035

Transmission

$4,265

AC Compressor

$1,325

Alternator

$1,126

Additional Coverage for many Mechanical and Electrical Components!

Electrical Brakes Basic Electrical Components Air Conditioning Basic Brake Components Steering Front & Rear Suspension Fuel System Cooling System Engine

Parts pricing listed in illustration is based on average of actual repairs at a retail rate for Parts & Labor.

Actual repair costs may vary by repair facility, vehicle and location.

Get our TOP-LEVEL peace-of-mind protection for your vehicle and your wallet with a PREMIUM ELITE VEHICLE SERVICE AGREEMENT!

Turbo/Supercharger Transmission & Transfer Unit Drive Axle Assembly

POWERTRAIN

UPGRADE TO OUR PREMIUM COVERAGE FOR TOP-LEVEL PROTECTION!

STANDARD

With THREE levels of coverage, National Auto Care’s protection offers affordable options to ensure your vehicle is protected against costly mechanical and electrical repairs.

PREMIUM

NS

Now is the time for

• • • • • • • • • • • • •

• • • • • • • • • • •

• • • •

This material is for marketing purposes only.

the Front Row | wsiada.com | March/April 2019 |

13

SALES FORECAST

More Buyers Opting for Used Vehicles

With average new models above $37K, consumers continue migration toward used

D

By Nick Zulovich, Auto Remarketing

new models,” said Colin Thomas, senior analyst for strategic insights and analytics at Jumpstart.

last month with Black Friday deals, special APR incentives and conquest money,” Korner said.

(including Jumpstart Automotive and Black Book) showed how consumers continue to shift their interest toward used vehicles as new models become more expensive.

That used-vehicle interest is keeping depreciation in check.

“Many manufacturers are aggressively pursuing ‘Employee Pricing For All’ deals in select markets,” he continued. “We’re also moving into auto show season when many automakers offer special incentives as shows open in cities across the country. All this adds up to better deals in the market.

As 2018 winds down, automaker motivation to sell is spinning up.

ata from the Hearst families of companies

However, Cox Automotive’s collection of experts reiterated that automakers certainly are not decelerating their efforts to keep new metal turning, using incentives and other tools at their disposal.

All the developments arrive as Kelley Blue Book determined the average transaction price for new-vehicle retail sales in November came in at $37,654, representing a 4-percent lift year-over-year. And the third-quarter data from Experian showed monthly payments for new and used vehicles again reached record highs — $530 and $381, respectively — and the gap between new and used monthly payments continues to widen, reaching $149.

Perhaps if consumers cannot afford more than $500 per month for that new model, Jumpstart is seeing rises in online activity of shoppers shifting to used.

Analysts indicated 33.6 percent of all visitors to Jumpstart partner websites in October researched used makes and models versus 66.4 percent for new. These metrics compare to October 2017 research-activity figures that showed 30.1 percent for used and 69.9 percent for new.

Jumpstart pointed out the month the most robust used-vehicle research activity came in was May when 35.2 percent of visitors to its partner sites were looking at used vehicles.

“As prices of new vehicles creep up and incentives continue to shrink, it’s expected that consumers will increasingly research and consider used vehicle choices — especially in the 1- to 3-year-old age range — which today have quality and features that compete heavily with

According to Black Book data, average used-vehicle depreciation during the past 12 months stands at 12.5 percent. That’s down from 13.2 percent at this juncture in 2017 and 16.8 percent at this time during 2016.

“There are many choices of gently used vehicles with exceptional value, especially in the sedan categories, as a result of the rising off-lease volume over the last few years,” said Anil Goyal, executive vice president of operations for Black Book.

Which segments of used vehicles are experiencing the most demand currently? The segments with the highest month-over-month gains in the Black Book Retention Index for November included: •

Midsize luxury crossover/SUV: up 0.8 %

•

Sub-compact car: up 0.6 %

•

Midsize car: up 0.5 %

•

Premium sporty car: up 0.5 %

•

Luxury car: up 0.4 %

OEM effort to push new models intensifies Of course, automakers certainly do not want their new vehicles aging too much in franchised dealer inventory. And it appears OEMs moved toward slapping higher amounts of cash on the hood to get a lease or retail installment sales contract finalized. Brad Korner, general manager for Cox Automotive Rates and Incentives, elaborated on what unfolded in November.

“The industry was showing restraint and discipline with incentives through the summer and early fall, but that changed in November.

Inventories have been inching upwards, particularly on trucks and SUVs, so many makers got aggressive

14 | the Front Row | wsiada.com | March/April 2019

Autotrader executive analyst Michelle Krebs echoed many of the points Korner noted.

“The incentives ran the gamut of zero percent for 36 to 72 months, cash help for subprime consumers, cash for owners of competitive models and employee pricing for victims of wildfires and hurricanes,” Krebs said.

“The incentives cut across all model lines, though specific trim levels and equipment packages, applied in many cases, and they were strategic in geographic targeting.”

With new-model performance perhaps being eroded somewhat by used-vehicle sales, ALG projected U.S. revenue from new-vehicle sales would reach $47 billion for November, down 0.6 percent from a year ago. ALG expects a loss of $284 million in revenue for automakers versus 2017.

“Consumers continue to pay near record amounts for new vehicles, despite the headwinds of stock market volatility and rising interest rates,” said Eric Lyman, ALG’s chief industry analyst. “2018 was expected to be a year of transition with regards to sales, (actual transaction prices) and incentive spending, instead we’ve seen automakers making all the right moves to sustain transaction prices and decrease incentives while maintaining a robust 17 million annual sales rate.”

SOURCE: https://www.autoremarketing.com/trends/ commentary-recap-2018-used-vehicle-market-outlook-2019

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

Bonds and Commercial Insurance

Legal Services

Rekdal Hopkins Howard

Shepard & Shepard Business Solutions

Davies Pearson, P.C.

Please see our ad on page 6

Lending

(425) 658-1400 rh2cpas.com

Please see our ad on page 9

Auctions Adesa Seattle

(253) 735-1600 adesa.com/Seattle

Adesa Portland

(503) 492-9200 adesa.com/Portland

Bowen Scarff Ford Lincoln (253) 243-5251 bowenscarff.com

(855) 396-0488 shepquote.com

Car Care Covercraft

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

Custom Signs Sign Dog

(253) 445-6424 signdog.com

Copart Auto Auction

Dealer Management Systems (DMS)

CTM Unlimited

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

(253) 847-8300 copart.com

(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)

Carousel Software

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

Skywerks

(206) 999-6699 skywerks.com

Please see our ad on page 20

Finance and Insurance AUL Corp

(800) 826-3207 aulcorp.com

(253) 620-1500 dpearson.com

Lobel Financial Corp.

(253) 839-2600 lobelfinancial.com

Please see our ad on page 3

United Finance

(503) 238-6475 unitedfinance.org

Marketing Sygnifi Networks

(734) 904-0295 SmartDealer@sygnifi.com sygnifi.com Please see our ad on page 7

Parts & Service AutoZone

(866) 727-5317 sc53@autozone.com

Please see our ad on the back cover

Professional Services 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

(206) 658-6900 iaai.com

Please see our ad on page 22

Kaman Auctions

(425) 478-7242 drivedealersolutions.com

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

Northwest Dealer Financial Services

Department of Revenue Business Licensing

(425) 640-5111 kamanauctions.com

Manheim Portland (503) 286-3000 manheim.com

Manheim Seattle

Drive Dealer Solutions

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

(206) 762-1600 manheim.com

NVM Warranty

Please see our ad on the inside back cover

(866) 270-5835 nvpwarranty.com

Yarbro Auctioneers

Protective Asset Protection

(509) 765-6869 yarbro.com

(888) 384-6320 protectiveassetprotection.com

Ries Management

(206) 290.3 riesmanagement.com

(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

Vehicle and Fleet Management Spireon

(800) 557-1449 spireon.com the Front Row | wsiada.com | March/April 2019 |

15

F&I

Is Your Pay Plan Driving Talent Away?

Dealer personnel expert offers three reasons why your outdated, commission-only pay plan is sending your best sales candidates straight to the competition.

This article first appeared in the January 2019 edition of F&I and Showroom

important motivators. This is particularly true for millennials, who now make up 61% of the dealership Druzynski People Aren’t Motivated workforce and have a disproporby Commissions. tionately high turnover rate of 60%. ccording to a WardsAuto Only 13% of respondents said they The auto business has historically survey of dealers, relied on commissions to motivate were self-motivated, but you can’t retaining talent is their afford to have just one out of 10 salespeople. As a result, many No. 1 challenge right now, people maintain the energy level principals and senior managers with 45% of dealers choosing they brought to your store. “personnel/turnover” as one of still hold the old-school belief that this pay plan is best. But just The best way to motivate your the top three issues that keeps because you were once motivat- employees is to build a workthem up at night. ed by commissions doesn’t mean place culture with a mission, a With good reason. The average that the majority of people are vision, and a set of core values turnover among salespeople is — nor are commissions your only your employees can buy into and 80%, according to NADA’s 2018 path to profitability. feel proud of. They need a sense Dealership Workforce Study, and When AutoNation introduced Pay of purpose and to know they will the average turnover among be recognized when they hit their Plan Plus, 70% of its salespeople female sales consultants is an goals or demonstrate behaviors astounding 106%! (No, that is not opted for the plan with a base that are in accordance with your salary plus bonuses. The fact is, a typo.) With unemployment at core values. For dealers, it’s immost people would rather make the lowest rate we have seen in portant to note that commission nearly 50 years, it’s getting more a guaranteed salary of $50,000 difficult to attract and retain top with the potential for bonuses up is a form of earned wages, not a means of recognition. to $80,000 than stay on a comtalent. mission-only plan with the remote If your store is suffering from a Transparency potential to earn over $100,000. talent train, look no further than in Pay is Increasing.

So if commissions don’t motivate your outdated pay plan. The Let’s face it: Car dealers consalespeople, what does? The average starting salary for a tinue to face difficulties in hiring O.C. Tanner Institute conducted college graduate is more than talented workers because we still a survey and asked the question $50,000. For them, having a “What Motivates You?” Here are have to struggle with a historically steady and reliable income is negative perception of salespeothe results: critical, because they start out ple. Green peas tend to come their career averaging over • Recognize me: 37% in with their senses heightened, $37,000 in student debt. What • Nothing, I’m self-motivated: 13% looking for shady practices. One does your dealership offer enarea where dealers inadvertently • Inspire me: 12% try-level salespeople with no validate their fears is with pay. experience? If your only answer • Give me autonomy: 12% Only 14% of car salespeople is “commission,” you are going to • Pay me more: 7% earn more than $100,000 a year, struggle to compete.

• Train me: 6% yet I would bet that more than The trend toward salaried saleshalf of dealer employment ads • Give me a promotion: 4% people is well underway. If you promote the potential to make haven’t yet considered moving As you can see, recognition, more than $100,000 a year. If to a base-salary pay plan, now inspiration and autonomy are all your ads include that line, and is the time. Here are a few comBy Dave pelling reasons why.

A

1

2

16 | the Front Row | wsiada.com | March/April 2019

your average salesperson is only making $60,000 a year, you are not being truthful.

Is it any wonder that sales turnover is so high when someone is hired and quickly discovers that it could take years of hard work and long hours to earn $100,000?

It’s also important to realize that younger workers today discuss salaries amongst themselves quite freely. It’s no longer a taboo subject like it was with previous generations.

3

Accountability Is the True Path to Profitability.

You hire accounting personnel.

You pay them a salary and, if they don’t do their job, you let them go, right?

It’s the same with salespeople.

Pay them a salary, expect them to sell a minimum of 10 cars per

month — or however many units will prevent you from losing money—and if they can’t meet this expectation, you let them go.

Of course, this only works if you have strong sales leaders who know how to set performance benchmarks, motivate their teams, and provide training to lagging team members.

One of the biggest problems that dealerships have is the “sink or swim” mentality that has long dominated the sales profession.

Salespeople are hired and, if they make it, great. If they don’t, well, it was nice knowing you.

Your best salespeople should only be promoted if they demonstrate the skills necessary to be a good leader. If they don’t have the skills, offer to send them to a leadership training program.

You could even create your own management mentorship program. Make sure the salesperson you’re promoting is committed to learning these skills. They are critical to their development into an effective leader.

If your dealership still offers a commission-based pay plan for salespeople, you might want to rethink how this is affecting your bottom line. If personnel and turnThe reason why this attitude is over issues are keeping you up at prevalent is because dealers tend night, it’s time to make a change. to promote their best salespeople into management. These people Dave Druzynski serves as chief people officer for Auto/Mate Dealership Systems. Contact know how to sell, but they don’t him at dave.druzynski@bobit.com. necessarily have the leadership This article first appeared in the January 2019 skills required to hire, train, and edition of F&I and Showroom. motivate a sales force.

2019 Education Fairs 5TH ANNIVERSARY!

SAVE THE DATE & REGISTER ONLINE TUE JUL 23, 2019

Doubletree by Hilton 322 N Spokane Falls Ct, 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 | March/April 2019 |

17

TRICKS OF THE TRADE

Check out previous issues of the Front Row for earlier lists.

Ways to Steal

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

cesses can add up fast. In the Jan/Feb magazine we listed the first ten of common ways employees and customers have found to rip off dealerships; here are nos. 11-20: 11. Misusing dealership cash for personal use.

12. Taking payments on customer’s accounts without issuing a receipt and then pocketing the money with or without updating the customer’s account balance.

13. Collecting an account, pocketing the money, and writing off the money as a bad debt.

14. Collecting payments from written-off accounts and not reporting the payment.

15. Charging customer’s accounts with cash stolen.

16. Issuing credits for false customer claims and returns.

17. Not making bank deposits daily, or depositing only part of the money.

18. Altering dates on deposit slips to cover stealing.

19. Making round sum deposits, attempting to catch up by month-end.

20. Carrying fictitious extra help on payrolls, or increasing rates/ hours.

Dealer Directives

for Stronger Internal Controls It’s your business, so it’s your business to minimize and prevent theft. As a proactive

flipside to “Fifty Ways to Steal from the Dealership, we’ve also compiled 50 best practices for making sure misconduct doesn’t grow into major losses. Here are numbers 11–20:

11. Inspect pre-numbered checkbooks periodically for missing checks.

14. Do not allow employees to work on own cars on premises after hours.

12. Have the business audited by an outside agency at least annually.

15. Require authorization of overtime; make sure employees are supervised.

13. Have physical inventories done by an outside agency annually.

16. Separate responsibilities so no one employee handles a complete money transaction.

18 | the Front Row | wsiada.com | March/April 2019

17. Insist on employees taking vacations.

18. Let your people know you are control conscious.

19. Enforce dealership rules, regulations, and systems.

20. Provide a policy manual which spells out what those policies are

2019 Used Vehicle Market

MARKET OUTLOOK

With limited growth in real income, affordability remained front and center driving demand higher for used cars. At the same time, franchise dealers really embraced marketing and selling of used cars, with some creating separately branded rooftops to capitalize on higher margins associated with selling used vehicles.

Anil Goyal (second from left, with microphone) shares his insights during Used Car Week 2018.

Goyal is the executive vice president of operations at Black Book.

By Anil Goyal, Black Book

Segments such as luxury cars, hile 2018 represented anoth- subcompact luxury CUVs, and near-luxury cars saw depreciation er year of stagnant sales of on the higher end of the spectrum new cars and trucks, quite this year. These segments have high the opposite was true for used vehicompetition and slightly faltering cles. In fact, for most of the year, esbuyer demand. Midsize cars pecially during the summer months, depreciated at a 10-percent rate in used vehicles maintained much of their prices and values compared to the last 12 months, whereas luxury cars had 19-percent depreciation. the last few years. Typically, summer That’s a 9-percentage-point gap. is when most used cars and trucks Usually, luxury cars depreciate about begin to see prices drop, and this depreciation accelerates throughout 3 to 5 percentage points higher than midsize cars. the remainder of the year.

W

This has improved awareness of used vehicles overall, particularly offlease, and has been an important contributor by dealers in keeping used values high. While margins for new vehicles have continued to decline this year, margins for used vehicles have improved. The stars were aligned perfectly to make this a banner year.

The used market may not be as strong as 2018, but should stay relatively stable in 2019.

However, in 2018, we saw a strong spring season after the replacement demand stemming from the 2017 hurricanes, which absorbed much of the excess used-vehicle inventory.

And throughout the year, buyers were enamored with the lightly used off-lease offerings, which kept retention values somewhat strong until late summer.

Outlook for used vehicles

Compact/Midsize Sedans In Demand

Interest rates will be higher, which tilts the demand more in favor of the used market, particularly off-lease The year started off well with excess vehicles. In 2018, we are seeing used inventory absorbed by the hurri- annual depreciation rate trend at canes late in 2017. After the tax cuts, 12 percent while historically, we the economy experienced unprece- have seen in the past five years dented growth in the economy with a range from 12 percent to 18 GDP in Q2 rising 4.2 percent, and in percent. In 2019, our forecast is 15 Q3 by 3.5 percent; as well as more percent, which is about the average jobs added this year than in the depreciation in recent years. previous two. Losses declined and as Anil Goyal is executive vice president a result credit availability has been of operations at Black Book. strong with low interest rates. OEMs SOURCE: https://www.autoremarketing.com/ have remained disciplined overall trends/commentary-recap-2018-used-vehiclein incentive rates, currently hovering market-outlook-2019 around 11 percent.

For all the talk of trucks and SUVs, this was the year of the compact and midsize sedan. These segments have been beaten down in value over the past few years. This year, mainstream sedan segments saw a bounce up from the lows in the used market. On the other hand, consumer interest continued to subside in sedan segments in new sales. Affordability combined with marketing of used vehicles shifted the demand from new vehicles to used vehicles.

We see a healthy resale market currently. As prices on new vehicles inch higher, as well as rising interest rates adding pricing pressure to newvehicle stickers, we believe demand for used vehicles will remain healthy for the foreseeable future. According to the Black Book Used Vehicle Retention Index, we saw the index increase in value for most months throughout 2018 due to the strong used market in 2018.

Off-lease returns will be higher in 2019 by 300,000 totaling 4.2 million. Overall demand is all driven by the economy which is expected to be strong but not as strong. Our residual models assume a GDP growth of 2.2 percent for base case, and lenders say that they are likely to tighten criteria next year.

the Front Row | wsiada.com | March/April 2019 |

19

20 | the Front Row | wsiada.com | March/April 2019

READ AND RESPOND | March/April 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) Taking time to invest in legal and compliance training will protect your staff, your customers and your bottom line?

A: True B: False 2) Covera, powered by WSIADA, are what kinds of training program?

A: Sales Training

4) Annual depreciation rate trend has dropped to 12 percent from 17 percent previous years A: True

A: True B: False 6) Events Calendar is available at WSIADA.com along with registrations for the events.

B: False

3) Which person was recently named Vice President of National Auto Auction Association?

A: Todd C. Elliott B: Bob McConkey, Jr C: Julie Picard D: Jean-Luc Picard

A: True B: False 8) The average turnover among salespeople is 80% according to NADA’s 2018 Dealership Workforce Study?

B: False

D: New Dealer Education 10) The best way to motivate your employees is to do what?

A: Build a set of core values that employees can buy into/feel proud of B: Create a workplace mission C: All of the Above D: None of the Above

7) 35.9 percent of all visitors of Jumpstart partner websites prefer used vehicles over new

A: True

A: Frames and Inserts C: Lot Leads

5) Auction Edge is a provider of auction management systems

C: Service Warranty Contract

9) WSIADA has a new offer geared toward helping dealers find new locations.

B: Covera Training

B: False

A:True

E: None of 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

B: Finance and Insurance Training D: All of the Above

EMAIL

11) Sales teams should be clear on the definitions of discrimination?

A: True B: False 12) The 25th Anniversary Kyle Petty Charity Ride Across America will start at which auction location in Seattle?

A: DAA Seattle B: IAA Seattle C: Adesa Seattle D: Manheim Seattle

the Front Row | wsiada.com | March/April 2019 |

21

READ AND RESPOND | continued 13) WSIADA Education Fair will be held on which dates this year?

16) Bob McConkey Jr. has been inducted into which hall of fame?

19) In what season in 2018 had a strong demand after the 2017 hurricanes?

A: July 23 (East) / August 15 (West)

A: British Sports Car Hall of Fame

A: Fall

B: July 16 (East) / August 23 (West)

B: Automotive Hall of Fame

B: Winter

C: August 1 (East) / August 10 (West)

C: National Auto Auction Association Hall of Fame

C: Spring

D: July 4 (East) / July 23 (West) 14) Unfair or Deceptive Acts or Practices (UDAP) is covered by laws at the federal and state level A: True B: False 15) According to Todd Elliott, Executive Director, what new changes are coming to WSIADA?

D: Rock and Roll Hall of Fame 17) Shepard & Shepard provides Insurance & Bonds for what types of business?

A: 13.2%

B: Auto Service

B: 12.5%

C: Body Shops

C: 10%

D: Daily Auto Rental

D: 32%

E: All of the Above

B: Covera Sales & Finance training classes

F: None of the Above

D: All of the Above

20) According to Black Book Data, average used-vehicle depreciation for a 12 month period stands at what percentage?

A: Auto Dealers

A: New Website

C: Larger expected turn out for Education Fair

D: Summer

18) “Sink or Swim” mentality with commission sales is considered to be outdated in today’s employment.

A: True

E: None of the Above

B: False

Well-loved minivan with 148,300 miles.

We worry about what happens on the road, so you can focus on what happens in the dealership.

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

At AUL, we solve problems. It’s what we do.

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

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

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

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

22 | the Front Row | wsiada.com | March/April 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 | March/April 2019 |

23

AUCTION LISTINGS

JUST FOR FUN

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

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

24 | the Front Row | wsiada.com | March/April 2019

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

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

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