the Front Row | January/February 2021

The official publication of the Washington State Independent Auto Dealers Association

January| January |February 2021

Odometer Tampering What if ICE Shows Up? Remembering Todd Elliott

Your West Coast Remarketing Partner MAG’s Physical Auction Locations In accordance with WA State COVID-19 Guidelines, our Seattle and Spokane auctions are currently running via Edge Simulcast Only – no in-person attendance. DAA Las Vegas offers online and in-person auctions; face masks and social distancing are required.

SPOKANE, WA Fly Away February Sale February 18th – 9:00 AM

AUBURN, WA Lumberjack Days

Lumberjack Days Sale

February 5th – 9:00 AM

Weekly Sales

Weekly Sales

February 4th – 9:00 AM February 11th – 9:00 AM February 25th – 9:00 AM

Ford Closed Factory Sale February 18th – 9:00 AM

February 12th – 9:00 AM February 19th – 9:00 AM February 26th – 9:00 AM

Ford Closed Factory Sale

February 4th – 11:00 AM February 11th – 8:30 AM February 25th – 8:30 AM

7th Anniversary Sale

February 10th – 10:00 AM

Weekly Sales

February 3rd – 10:00 AM February 17th – 10:00 AM February 24th – 10:00 AM

MAG Motorsports Sale GSA Sale

Heavy Metal Sales

February 19th – 11:00 AM

Heavy Metal Sales

7

th Anniversary Sale

Honda & Acura Remarketing vLane Open Sale

February 5th – 9:00 AM

February 24th – 10:30 AM

RV Sale

LAS VEGAS, NV

Heavy Metal Sales

February 17th – 10:30 AM

February 3rd – 9:30 AM February 17th – 9:30 AM

February 5th – 8:30 AM February 19th – 8:30 AM

MAG’s Digital Auctions McConkey Auction Group proudly offers MAG Now digital auctions across the Northwest and ABS Auto Auctions in Southern California, Silicon Valley, Phoenix, Las Vegas, and Medford.

Every Wednesday at 1:00 PM (PT) on EBlock.com or the EBlock app Check out magauctions.com/magnow for monthly incentives!

With 10 locations, ABS offers a variety of sales: - ABS Live: Every Monday, Wednesday, and Thursday at 3:00 PM (PT) - Weekend Sale: Every Friday – Monday - Booksheet Sale: Every Wednesday at 11:30 AM (PT) New to ABS? Register today! 800.378.0227

Please check out magauctions.com for up-to-date sale information.

All information subject to change without notice.

January/February 2021

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 EXECUTIVE BOARD

Randy Fletcher, Board President In-N-Out Auto Sales | inanoutwa@gmail.com

Wasim Azzam, Board Vice-President All Right Auto Sales | joe@allrightautosales.com

J.T. Curry, Board Secretary Motors Northwest | jtcurry@motorsnorthwest.com

Emil Scarsella, Board Treasurer Town & Country Auto Sales | e.scarsella@hotmail.com CHAPTER PRESIDENTS

George Henson – North Cascade Walker Motor Works | harvestvisions21@msn.com

Badie Darwazeh – North Sound Seattle Auto Haus | bd@seattleautohaus.com

Wasim Azzam – South Sound All Right Auto Sales | joe@allrightautosales.com

John (Buck) Tinsley – Vancouver

Contents 2 | Events Calendar 5 | Executive Director’s Corner 7 | Associate Member News Auction Listings 8 | State & Federal Rules Changes

Buck’s Family Auto Brokers | takeonpayment@gmail.com

9 | Odometer Tampering

Vacancy – Yakima Vacancy – Tri-Cities Vacancy – Spokane

10 | Membership Updates

AT-LARGE BOARD

AJ Hamedian, Board President (Emeritus) Excellent Choice Auto Sales | ahamedian@yahoo.com

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

John Biddle, Board Member Brooks Biddle | finance@brooksbiddle.com

Andrew Drager, Board Member Drager’s International, Inc | andew_drager.mac.com

Executive Director (Vacancy) Colette Eilers, Receivables/Payables Rick Olson, Education Manager Mila Froman, Membership Manager Vacant, Seattle Auction Store Manager Vacant, Spokane Store Manager PUBLISHER Sygnifi Networks | SmartDealer@sygnifi.com

12 | Service Provider Directory 13 | Insurance Corner 14 | Mac Ruddell Scholarship 15 | WSIADA Membership Enrollment Form 16 | What to Do if ICE Shows Up 18 | Continuing Education Changes 19 | Read & Respond: Continuing Ed Quiz 20 | Auction Discount Cards MEMBER

©Copyright 2021 WSIADA

the Front Row | wsiada.com | January/February 2021 |

1

Events Calendar

Title Workshops (virtual)

Mac Ruddell Scholarship

JAN 21, 9am to Noon FEB 18, 9am to Noon MAR 25, 9am to Noon

MAR 22 Application Deadline (see p. 14 for details)

Chapter Meetings (virtual)

Education Fair (Tentative)

Spring 2021 TBD

East | JUL 2021 | Spokane West | AUG 2021 | Seattle

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.

2 | the Front Row | wsiada.com | January/February 2021

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 the Front Row | wsiada.com | November/December 2020 |

3

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 4 | the Front Row | wsiada.com | January/February 2021

EXECUTIVE DIRECTOR’S CORNER

WSIADA Bids Farewell To Our Executive Director Todd C. Elliott

It

was a sad day on New Years Eve 2020 as the Association learned that our Executive

Director, Todd Elliott, had passed away from complications due to his battle with Stage IV Lung Cancer. Todd had been part of the WSIADA family since 2015 and was instrumental in providing knowledge, integrity, and friendship to dealers he worked with. His goal was to bring the WSIADA into the 21st century with updated systems for ordering, education and more.

His sudden passing was a shock to many who interacted with Todd on a daily basis, either through meetings or email. Those who have emailed the Association provided incredibly positive, kind and thoughtful statements toward Todd and what his time with the Association had meant to them.

At the time of this article, Todd’s widow has declined a funeral gathering because of COVID-19.

Should anything change, the WSIADA will make an announcement to all those Todd made a positive impression on.

Todd Elliott | 1954 - 2020

T

odd Carleton Elliott, husband of Brenda Elliott, died at the age of 66, on the morning of December 31, 2020, due to complications from Lung Cancer. Todd was born to Gordon and Janice Elliott June 6, 1954, in Trenton New Jersey. After graduating from Boonton High School, he received his Bachelor’s degree in 1976 from Allegheny College and his Master’s degree from Duke University Fuqua School of Business in 1978.

Todd was a committed Catholic and accomplished Corporate Executive.

He married his high school sweetheart, Brenda Vermont, settling in Issaquah, Washington, after several relocations for his career. When he wasn’t working, he was spending time with his wife and their dog, Lady Rose. He enjoyed volunteering with the Knights of Columbus, hiking, gardening, sports, vacationing in Arizona, and simply loving life. He was a true gentleman and loving husband and will be deeply missed.

A mass will be said at Saint Joseph Catholic Church in Issaquah at a future date. Memorial contributions may be sent to Saint Joseph’s Catholic Church, Issaquah, Washington. Condolences may be expressed in the online guest book at www.Flintofts.com. the Front Row | wsiada.com | January/February 2021 |

5

6 | the Front Row | wsiada.com | January/February 2021

AUCTION LISTINGS

ASSOCIATE MEMBER UPDATES Ally Financial is a leading digital financial services company with one of the largest full-service auto finance operations in the country and a complementary autofocused insurance business.

As a customer-centric company, the auto experts at Ally are relentlessly focused on “Doing it Right” and being a trusted financial-services provider for more than 18,000 dealer customers. You can see their contact information in the Service Provider Directory on page 12.

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

SmartAuction is an industry leading daily online auction open to eligible dealers of all brands, including franchise, independent and buy here pay here dealers. Dealers have purchased over 6.5 million vehicles on SmartAuction from a variety of consignors.

Become an Associate Member Today!

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 Seattle iaai.com See website for dates and times

IAA - Insurance Auto Auctions Spokane

(509) 891-2388 See website for dates and times

Kaman | kamanauctions.com Thursday: Noon

• Benefits Include:

• Magazine Announcement

• Magazine announcement

• 100 Word Summary (Social Media, QuickCover, Magazine)

• Service Provider Directory Listing

Kaman | kamanauctions.com

• Editorial Opportunities • Service Provider Directory Listing FOR MORE INFORMATION GO TO:

wsiada.com/memberships/ associate-membership

• Advertising

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.

• Store Slides

Please verify with the Auction or manheim.com.

• Auction Slides

Manheim | Portland manheim.com/locations/PAA/events

• Advisory Board Opportunities

Tuesday: Open Sale: 9:00AM

the Front Row | wsiada.com | January/February 2021 |

7

State & Federal Rule Changes Operational Update: New Odometer Disclosure Rules The National Highway Traffic Safety Administration (NHTSA) released a new rule extending the odometer disclosure period from 10 years to 20 years. This change is effective on all vehicles with a model year of 2011 and newer. This rule is effective January 1, 2021.

Residents with standard driver licenses and IDs who will eventually want an enhanced version can renew online now and upgrade later for only the difference in cost ($4 per year). About one-third of Americans have a REAL ID-compliant document, according to the Department of Homeland Security.

VIN Inspection Appointments

New Odometer Disclosure Rule Implementation Department of Licensing will not be able to meet the January 1, 2021 deadline. Instead, DOL will implement this change as part of a substantial DRIVES update scheduled for release in July, 2021. Until then, the odometer disclosure period remains 10 years. We will update the DOL website to reflect the new odometer disclosure requirements after the scheduled DRIVES release.

https://www.wsp.wa.gov/driver/schedule-a-vin/

Odometer Disclosure Statements for Dealerships Also beginning January 1, 2021, motor vehicle dealers will have the option of using electronic signaturecapturing technology to collect customer signatures on odometer disclosure statements.

WSIADA NOTE: This is a Federal Requirement and should be followed while the State of Washington plans are completed.

Real ID Update The Department of Homeland Security announced Thursday, that they will delay enforcing the REAL ID Act until October 1, 2021. This decision is expected to promote social distancing in the months ahead by reducing the number of people visiting driver licensing offices to obtain compliant identification.

Passed by Congress in 2005 in an effort to strengthen security standards after 9/11, the REAL ID Act had been scheduled to take effect October 1, 2020.

When enforcement of the REAL ID Act begins, every air traveler 18 years of age or older will need a compliant form of ID in order to fly within the United States or access certain federal buildings, including military bases.

There are many options.

Washington state issues 2 types of REAL ID-compliant documents: enhanced driver licenses and enhanced ID cards. These can be obtained only by visiting a driver licensing service office. With the enforcement date pushed back, residents seeking an ID upgrade can rest a little easier and avoid DOL offices for a while.

8 | the Front Row | wsiada.com | January/February 2021

Consumer Alert: Changes to Odometer Disclosure Requirements The U.S. Department of Transportation’s National Highway Traffic Safety Administration is reminding consumers that, starting January 1, 2021, odometer disclosures will be required for every transfer of ownership for the first 20 years, beginning with Model Year 2011 vehicles. Model Year 2010 and older vehicles will continue to be subject to the previous 10-year disclosure requirements and thus are exempt from extended Federal odometer disclosure requirements.

The U.S. fleet of vehicles is, on average, older than ever, and NHTSA finalized this rule late last year to address an increase in odometer fraud involving older vehicles.

Model Year 2011 or newer vehicles will only be exempt from the odometer rules after 20 years. To comply with Federal law, anyone transferring ownership of a Model Year 2011 or newer vehicle will be required to provide an odometer disclosure to the new owner.

Model Year 2010 and older vehicles will continue to be exempt from federal odometer disclosure requirements.

Sellers of Model Year 2011 vehicles must continue to disclose odometer readings until 2031.

How to Tell if an Odometer Has Been Tampered With

By Elizabeth Yuko, PhD

N

early a year into the pandemic, many of those who relied on public transportation to get around in the Before Times have at least considered taking the plunge and getting a car. But it’s not exactly like we’re financially flourishing right now, which makes used cars especially popular this year.

Of course, those selling the used cars want to get as much out of them as possible. And apparently, setting a car’s odometer back (to make it look like it has lower mileage than it actually does) isn’t just something that happens at dodgy used car dealerships on TV and in the movies. According to the National Highway Transportation Safety Administration (NHTSA), every year more than 450,000 vehicles are sold with false odometer readings, costing the buyers more than $1 billion annually.

So how do you know if that used car you have your eye on is really as good of a deal as it sounds? Here are a few ways to help determine whether someone has tampered with your odometer.

Fortunately, the NHTSA has some tips for avoiding situations like that: •

the vehicle’s odometer. Be sure to examine the title closely if the mileage notation seems obscured or is not easy to read.

•

In a news segment for NBC affiliate WCNC in Charlotte, a technician from Carfax provided an example. A 2007 Chevy Silverado with 265,000 miles was valued at around $14,000. But, after rolling the digital odometer back to 85,000 miles, the truck’s value shoots up to $23,000.

Compare the mileage on the odometer with the mileage indicated on the vehicle’s maintenance or inspection records. Also, search for oil change and maintenance stickers on windows or door frames, in the glove box or under the hood.

•

Check that the numbers on the odometer gauge are aligned correctly. If they’re crooked, contain gaps or jiggle when you bang on the dash with your hand, walk away from the purchase.

•

Examine the tires. If the odometer on your car shows 20,000 or less, it should have the original tires.

•

Look at the wear and tear on the vehicle—especially the gas, brake and clutch pedals—to be sure it seems consistent with and appropriate for the number of miles displayed on the odometer.

•

Request a vehicle history report to check for odometer discrepancies in the vehicle’s history. If the seller does not have a vehicle history report, use the car’s VIN to order a

How to Spot Odometer Fraud If this is your first car purchase, do some research to figure out the value of a particular make and model of a vehicle from a certain year. And if you’re not sure where to start with that, check out our guide for determining how much your car is worth. So when you’re shopping for used cars, make sure that the price, condition and mileage seem at least reasonable.

Ask to see the title and compare the mileage on it with

vehicle history report online.

•

If you suspect fraud, contact your State’s enforcement agency.

Of course, even if you do everything on the list, it doesn’t guarantee an accurate odometer. But knowing what to look for does improve your chances of getting the best value on a used car.

Dr. Elizabeth Yuko is a bioethicist and adjunct professor of ethics at Fordham University. She has written for The New York Times, The Washington Post, The Atlantic, Rolling Stone, CNN and Playboy. the Front Row | wsiada.com | January/February 2021 |

9

Membership Updates Here are your latest colleagues to renew their WSIADA membership ...and we welcome to our newest members, highlighted below in bold text.

1 Star Motors 1st Choice Auto Sales 360 Auto Sales 507 Motorsports A & A Auto Wreckers Absolute Mobility Center Adams Auto Sales Affordable Used Cars & Trucks Agri-Fix Airport Auto RV Pawn & Sales A-Jacks Auto Service & Towing AK Motors All American Classics All American Motors All Pro Auto Sales All Recovery Services of Washington All Right Auto Sales All Star Motors Allyn’s Specialty Cars Alpine Haus Marina Ameda Auto Sales Anacortes Auto Sales Annie’s RVs Apex ASAE Auto Sales Int’l Appleway RV Archibald’s Areli Motors Armadillo Auto Sales Aromax Auto Sales Arrotta’s Automax & RV Art Kuzma Motors Artistic Auto Group AT Sales Attwood Auto Wholesale Auction Direct Motorsports Aurora Classic Coaches Austin’s Pro/Max Auto & Truck Sales Auto 206 Incorporated Auto Credit Auto Destination Auto Max USA Auto Outlet of Tacoma Home of The Car Guys Auto Quest Auto Sales Consultants Auto Sales Unlimited Auto Shoppers Autoplex Motors Autos Only Burien Auto Sales Autostars Motor Group Autowerx Avila’s Auto Sales AWD Auto Sales

B & B Auto Repair & Sales Ball Auto Sales & Service Bart’s Auto Den Basin Auto Sales Bayside Auto Sales BBL Auto Sales Beetlesmith’s Valley Auto Service Bella’s I-5 Motor Sport Bellingham Public Auto Auction Best Deals Bidadoo Auctions Big Toe Auto Salvage Bill Harris Used Cars Binford Metals Boardwalk Motors Booker Auction Company Boyko Motors Brian Harris Used Cars Brigade Auto & Diesel Repair Brink’s Car Sales Brooks Biddle Suzuki Bruce Cox Imports Bruce Kirkham’s Auto World Bryant Motors Bryson Sales & Service of Washington Buck’s Family Auto Brokers Budget Rent-A-Car - Port Angeles Bunce Rental Burkett’s Auto Sales Buttera Motors Buy Here Pay Here Calligan Transportation Svcs.

Cam Enterprises Auto Sales Car Chasers Car Craft Auto Sales Car Mart Car Trends II Car Zone Carhop Carmax Carr Cars R Us Carson Cars Cascade Equipment Sales Cascade Trader Cats Exotics Cedardale Truck & Trailer Sales Central Leasing Chad Chambers Auto Sales Championship Motors Checkered Flag Motors Chehalis Auto Center Clarkston Auto Sales

10 | the Front Row | wsiada.com | January/February 2021

Classic Imports Classy Chassies Fine Used Cars Clearwater Collision & Towing Clickit RV Cliff’s Cycle Center Coastal RV’s & Auto Sales Cobalt Truck Equipment Cochrane Auto Ranch Collins Auto Wholesale Columbia Auto Center Comfort Cars Common Sense Motors Community First Auto Centers Commuters Compass Point Auto Sales Consumer Auto Liquidators Cougar Investments Coumbs RV Truck Accessories CrankyApe.Com Crosspointe Autoplex Curbside Motors.Com D & M Motors & Towing Dave Barcelon’s Truck Town Del Sol Auto Sales Delta Dealer Destination Harley-Davidson of Tacoma Dick Hannah Honda Dick Vlist Motors Diesel Alliance Trucks DownRiver Auto Drager’s International Drive A Car Duffy’s Auto Brokerage Eastlake Auto Brokers Eastside Advanced Auto Eastside Harley-Davidson Eldon Robbins Auto Sales Elite 1 Auto Sales Elite Auto Source Elliott Bay Auto Brokers Emerald City Harley-Davidson Emerald Valley Auto Sales Enterprise Rent-A-Car Erickson Family Auto Erickson Tank & Pump Erik’s European Auto Repair European Auto Brokers Excalibur Auto Group Excellent Choice Auto Sales Expo Auto Export Auto Sales EZ Deals Auto Sales Farm & Home Supply Farrell’s Sales

Fife Auto Repair & Sales Fife RV Financial Consultants International First National Autos First National Fleet & Lease First Union Auto Five Star Autos.Com Fleet Lease Exchange FMS Truck Sales Four-Ten Auto Sales Frank’s Auto Sales Friesen Motorsports Fueled Powersports Funke’s Auto Renovation & Auto Sales Gene Pankey Motor Co. German Auto Services GGG Auto Center Global Elite Motors Globe Motors GO Auto Brokers God Fearing Brothers Gold Key Motors Goodfella’s Motor Co. Gorilla Auto Center Grand Auto Sales Grandstand Auto Sales Gray Motors Greg Auto Sales & Service Griot’s Motors GT Auto Sales H and H Classic Cars Halterman’s RV Haven Street Motors HCM Heaverlo NW High Mountain Horsepower Highland Auto Hill’s Auto & RV Hopkins Automotive Horn Rapids RV Service & Sales Hot Rod Alley House of Cars Auto Sales Hudson Auto Center of Bremerton I-5 Motors I-5 Motorsports Ideal Auto Sales Impact Auto Sales Inca Auto Sales In-N-Out Auto Sales Irv Rohrich Island E Cars

J & R Auto J And H Auto Sales J. Stout Auction Jam Motors James G Murphy JDM Car & Motorcycle JDM Offroad Jennifer’s Greenacres Auto Sales JFK Auto Sales & Service JMC Classics JMC Motorsports John St. Laurent John’s Auto Mart Johnson RV JTM Group Karz N More Kent Grand Auto Sales Kent RV Kent Truck & Equipment Kersey Mobility Systems Kirkland RV Sales Kitsap Auto Outlet Kitsap Auto Sales Kitsap Used Cars Kleyn’s Auto Sales KMB Motors KT Auto Sales Landmark Motors Legend Auto Sales Leonard Evans Cars Liberty Bay Auto Center Lifestyle Motor Livestream Auto Sales LKQ KC Truck Parts Inland Empire Lloyd’s Auto Sales Lone Wolf Harley-Davidson Los Amigos Lost & Found Classic Car Low Auto Sales Luque’s Auto Sales Lux Auto Sales Luxor Motors M.B. Motors Machias Auto Sales MAD Properties Mainly Muscle Cars Maple Leaf Motors Maple Valley Auto Sales Market Place Auto Maxx Autos Plus MC Euro McKenna Motors McMillan Brothers Auction Medrano’s Auto Repairs & Sales Memory Lane Motors Meridian Auto Sales Messmer Motors Mikes Automotive Millennium Auto Sales Miller’s Auto Sales Mills Motors

Mission Motors MK Motors Modern Collision Rebuild & Service Money Man Pawn Motorcars Limited Motors Northwest Mountain Loop Motorcars Mt. Si Motors My Friends Auto Sales Nelson Truck Equipment Norlift Northend Truck Equipment Northtown Auto Liquidators Northwest Auto Liquidators Northwest Motorsport Northwest Recreational Liquidators Northwest Rides Northwest Sales & Service NW Autoxchange Obo Auto Sales Olympia Auto Source Olympic Auto Works Olympic Motors Omak Auto Plaza One.7 Osprey Equipment & Leasing Ott-Knott Owen Equipment Co. Owen’s Yamaha Suzuki Harley-Davidson Own A Car Pacific City Auto Sales Pacific Coast Auto Center Pacific Diesel Sales Pacific Highway Sales Pacific Point Auto Sales Paisanos Chevrolane Auto Sales Palomino’s Automotive Paramount Motors NW Park Avenue Auto Pasco Auto Wrecking Pascual Performance Autos Patriot Automotive Paul Christensen Motor Penske Truck Leasing Peters & Keatts Equipment Phil’s Auto Sales Phoenix Motors Platinum Wholesale Autos Premier Auto Group Premier Motorsports Premium Motors Prestige Motors Pro Finish Pro Truck & Equipment Puget Sound Truck Sales Puyallup RV Pyramid Automotive Qcar Auto Sales Quality Auto Center Quality Auto Resale

R & R Body and Paint R. E. Powell Dist.

Rainbow Auto Service Rallye Auto Sales Randall’s Randco Tanks Randy’s Auto Sales & Motorsports Redline Motors Reid & Johnson Motors Reliable Auto Sales Rhino Performance Auto Rich’s Car Corner Ride Auto Sales Ritchie Bros. Auctioneers Road Star Auto Sales Rock Auto Sales Rod’s All Star Auto Ron’s Auto Sales Roosales Royal Motors Royalty Auto Sales RTA Direct Auto Sales Ruddell Auto RV’s Northwest RyanS RV Town S&S Best Auto Sales Sabeti Motors Scarff Ford Scholten’s Equipment Seattle Auto Haus Seven Auto Sales Shoreline Family Auto Care & Sales Shred Supply Signature Auto Sales Simple Car Company Skyline Motors Auto Sales Smart Motorz SNS Auto Sales Sound Auto Land South Tacoma Auto Sales Specialty Mobility Spokane Frame & Auto Sport Motive Auto Sales Stillbuilt Motorsports Stingray Auto Brokers Stokes Auction Stroh’s Automotive Services Subtle Industries Sundance RV Center Sunrise Auto Sales Sunset Auto Wholesale Sunset Cars of Auburn SWS Equipment Tacoma Auto Exchange Tacoma Autos Tacoma Car Sales Ted Motors The Auto Bar The Auto Connection The Auto Mart The Brown Boys The Car Connection The Crazy Cow Auto Sales The Noel Corporation

The Other Guy’s Auto & Truck Center The Price Is Right Auto Sales The Shop Club The Trade Store & Affordable Car Rentals Three Rivers Marine Thunder Dome Car Museum Tiger Mountain Motors TL Motor Company Tom’s Car Store Total Truck Shop Town & Country Auto Sales Transition Auto Triple C Auto Brokers Truck Country Trucks & Auto Auctions Trucks Northwest True’s Auto Plaza U-Neek RV Center Union Gospel Mission Motors Unique Motorsports Auto Sales Universal Sales & Service USA Auto Sales USA Auto Sales Used V.I.P. Traders V.L.S. Vail International Incorporated Valley Auto Liquidators Valley Equipment and Truck Valley Truck and Equipment Value Motors Vancouver Car Company Vaqueros Auto Sales Verdant Auto Sales Viking Motors Vintage Racing Motors VIP Motorsports Vista Auto Sales and Leasing WA Auto Body Repair & Sales Walker Motor Works Washington Cars Washington Cedar & Supply Washington State Motorcycle Sales Waypoint Boats & Motors Wenatchee Autoplex West Coast Auto Dealers Western AG Sales Western Auto Sales Western Systems & Fabrication Wholesale Motors Wilcox Farms Work Truck Direct XCar Yakima Automotive & Collision Specialist Zag Motors Zayna Auto Sales

the Front Row | wsiada.com | January/February 2021 |

11

Service Provider Directory WSIADA Service Providers know our industry and understand what you need as a dealer. When you’re hiring professionals, support the ones that support your Washington Independent Auto Dealers Association (let them know you saw them listed as a WSIADA Service Provider).

Accounting & Tax Services

Benefits & Health Insurance

Finance and Insurance

RH2 | Rekdal Hopkins Howard

Washington Retail Association

Drive Dealer Solutions

Auctions

Bonds and Commercial Insurance

ACV Auctions

Farmers - Karen Dunn Insurance Agency

(425) 658-1400 rh2cpas.com Learn more on page 17

(360) 943-9198 waretailservices.com

(800) 553-4070 acvauctions.com

(253) 964-7070 business.farmers.com/karen-dunn

Adesa Seattle

Shepard & Shepard Business Solutions

(253) 735-1600 adesa.com/Seattle

Adesa Portland

(503) 492-9200 adesa.com/Portland

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

CTM Unlimited Auctions (877) 396-5808 ctmunlimitedauction.com

MAG Auctions Spokane

(509) 244-4500 magauctions.com/daanw Learn more on the inside front cover

MAG Auctions Seattle

(253) 737-2200 magauctions.com/daasea Learn more on the inside front cover

Ehli Auctions

(253) 572-0990 ehliauctions.com

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

Insurance Auto Auction (IAA) Spokane (509) 891-2388 iaai.com

Kaman Auctions

(425) 640-5111 kamanauctions.com

(855) 396-0488 shepquote.com Learn more on page3

Custom Signs Sign Dog

(253) 445-6424 signdogs.com

Dealer Management Systems Carousel Software

Northwest Dealer Financial Services (206) 718-7234 (Western WA) (509) 705-7597 (Eastern WA) nwdfs.com

Southwest Dealer Services (206) 571-3068 swds.net

The F&I Group

(360) 710-9545 info@thefandigroup.com

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

Lending

Dennis Demattia demattia@alcm.org (509) 926-8848 carouselsw.com

Ally Financial

Frazer Computing

Lobel Financial Corp.

(888) 963-5369 frazer.com info@frazer.com

Skywerks

(206) 999-6699 skywerks.com

Digital Marketing FusionZone Automotive (888) 863-5707 fzautomotive.com

Sygnifi Networks (833) 794-6434 sygnifi.com

321 Ignition

(888) 919-2559 ally.com/dealer Learn more on page 7 (253) 839-2600 lobelfinancial.com Learn more on page 4

Nationwide Northwest (206) 259-0203 nac-loans.com

Reliable Credit Association (253) 240-1818 ReliableCredit.com

Parts & Service AutoZone

(866) 727-5317 sc53@autozone.com Learn more on page 2

(888) 725-7637 321ignition.com

DEALERS!

Manheim Seattle

(206) 762-1600 manheim.com Learn more on the inside back cover

Environmental Services

Yarbro Auctioneers

(877) 220-7827 envirostars.org

(509) 765-6869 yarbro.com

(425) 321-2825 drivedealersolutions.com

EnviroStars

12 | the Front Row | wsiada.com | January/February 2021

If you have suggestions or ideas for new Associate Memberships, contact membership@wsiada.com and we will follow up.

INSURANCE CORNER

By Todd Shepard, Owner Shepard & Shephard Insurance

W

e did it! We made it through one of the weirdest and most difficult years ever. Only time will tell how soon we will get back to normal. One thing we know is that ‘normal’ is no longer defined the same as it was in the past.

As we emerge from these crazy times we are encouraged to review the lessons we have learned in regards to selling cars in todays market. One thing is certain, the internet is playing a more dominant role in everyone’s shopping experience.

For years we have heard of surveys that point to the fact the majority of shoppers have relied on the internet for information to research their car purchase as well as research what others are saying about your dealership. Social media reviews through Google, Facebook, Yelp,

A New Season, A New Year, A New World

and others are playing a stronger role in the day-to-day decision making process of your prospects.

This may sound like old news, but it begs the question, “What steps are you taking to ensure you are getting your share of the 5 star reviews necessary to build the confidence of the prospects shopping your dealership?”

All you have to do is ASK!

I get it.

When is the best time to ask? As salespeople we know our most productive referral source is our happiest customer. We also know the happiest customer is the one buying a car right now! Why not take advantage of this opportunity to ask for a review while your customer is waiting for you to prepare the ownership documents?

As a dealer you are busy trying to stay on top of important tasks such as inventory, auction, prepping autos for sale, titling, and compliance. Not to mention the most important task of selling cars!

Efforts required to learn how to get more reviews can seem daunting, especially if you run a small operation and you are the one wearing all the hats. The good news is building your online reviews is much easier than you may think.

Other than calling their insurance agent and maybe transferring some funds your customer is probably waiting patiently while you are pounding the keyboard and printing documents. In fact they are probably staring blankly at their smart phone texting friends or playing on social media sites already. Truth is they would love something to do other than click through todays entertainment news.

13 | the Front Row | wsiada.com | November/December 2019

the Front Row | wsiada.com | January/February 2021 |

13

so you can actually do a review then click 5 Stars – that’s it! Even better, you can add a positive comment.

What should you be asking for?

This is so simple. Let them know you appreciate their business and you would be honored if they would take a few moments to Google your business and give you a 5 Star review. If you personally have never given a review you should stop reading this article right now and Google WSIADA (or Shepard & Shepard Insurance!) and click on ‘reviews’. You’ll be asked to enter a bit of information

you do it the easier it gets. If you want to take it to the next level start asking your list of other happy customers for a 5 Star review. Show your appreciation for the review Once YOU know how easy by commenting back (Google will send you a link with every review) it is you can teach your customer who may not be thanking them for being a great customer and for taking the time to as savvy how to do their review your dealership. In no time first 5 Star review on your at all your reviews will grow and with dealership. that your positive reputation online This gets even better if you have will help give you the edge over the a sales staff. Encourage the competition in 2021 and beyond. salespeople to ask for reviews. You could even make it a contest where they request a customer mention A regular contributor to the the salespersons name in the review.

Front Row, Todd has worked Offer to put $5 in the kitty for every 5 Star review (or even $1 per star) and hands-on in and with the whichever salesperson gets the most automotive & RV industry stars during the month wins the pot. for over three decades.

Asking for reviews is a habit no different than asking for referrals and asking for the sale. The more

14 | the Front Row | wsiada.com | January/February 2021

visit shepquote.com or call (855) 396-0488.

Washington State Independent Auto Dealers Association

Dealer Member Enrollment

YES! YES!

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)ß

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: This agreement is for one-year membership with WSIADA and may not be cancelled if dealership has used any of the membership benefits. If an outstanding balance by usage of Invoice/Billing benefit is accrued during the year and exceeds $500 or past due 90 days in total, all access to WSIADA services, including education related products, 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 | November/December 2020 |

15

What to do If ICE Shows Up At Your Dealership

By David Jones, Fisher & Phillips LLP

A

udits and raids of workplaces by Immigration and Customs Enforcement are at an all-time high. To avoid liability and ensure that you are complying, you should ensure that you have protocols in place to properly handle any ICE visits or requests.

Immigration enforcement has been a top priority under the Trump Administration.

Audits and raids of workplaces by Immigration and Customs Enforcement (ICE) are at an all-time high. Although some employers knowingly violate U.S. immigration laws, most of the time employers are unaware they are hiring or employing undocumented immigrants. These employers can be severely impacted by ICE audits and raids if they are not prepared and do not know their rights and obligations when ICE does show up.

To avoid liability and ensure that you are complying, you should ensure that you have protocols in place to properly handle any ICE visits or requests.

the public area. The employer may inquire as to what is going on but cannot interfere with ICE’s actions.

Private areas, such as service areas and offices, however, are a different story. Without a judicial warrant, First and foremost, automotive dealICE does not have the right to enter ers should be aware that ICE can private areas or speak to employees enter any public area — for examin those areas. The officers will ple, the showroom or lot — without sometimes have “ICE warrants,” any kind of warrant. If ICE officials which are agency documents enter a public area and encounter regarding the arrest and detention an undocumented immigrant, they can take that individual into custody. of an individual that have not been reviewed by a judge. These ICE also may speak to employees in

16 | the Front Row | wsiada.com | January/February 2021

“warrants” carry no legal authority and do not give ICE the right to enter any private work areas. Thus, if confronted with this situation — in the absence of a judicial warrant — you are under no legal obligation to comply with demands of entry into the non-public area of the dealership.

Even a judicial warrant may not give ICE the authority to search a business. An arrest warrant for an individual only allows them to arrest that individual. While the

employer should cooperate and try to summon the individual, an arrest warrant alone does not authorize ICE to search the dealership for the individual. For that, ICE would require a search warrant.

Given these distinctions, if ICE arrives at your dealership with a warrant, you should carefully inspect it to determine whether it is an ICE warrant or a valid judicial warrant that has been signed by a judge and contains the correct information. This determination is the first step in the process of identifying and understanding exactly what obligations you have.

You also should verify the scope of the warrant: i.e., determine if it allows the ICE officer only to arrest someone, search the premises, or question people. You also should not consent to a search. Although consent is not required to carry out the terms of the warrant, consent to a search can expand what the officers can do

beyond the warrant’s scope.

If the warrant does allow ICE to enter and/or search private spaces, obtain the names of the officers and supervising agent and call an attorney. A company representative should accompany the ICE officer through the premises and take note of all actions and statements made by the officer, although the company’s rep should not mislead, impede, or interfere with the officer’s actions. Employees also should not speak to ICE officers unless directed to do so by the warrant. If an officer questions an employee without authorization, the employee should direct the officer to the designated company representative. To ensure this is properly handled and to minimize worksite disruption, you should designate representatives for this purpose and ensure that they are coached on the proper actions. With ICE’s renewed focus on workplace enforcement and push to

remove undocumented workers, it is ever more likely that ICE will come knocking at your dealership in the near future.

To avoid liability and ensure that you are complying to the best of your knowledge, begin by reviewing your I-9 files and policies. Ensure that you have properly completed and documented I-9s for every employee hired after November 6, 1986.

You also should ensure that you have protocols in place to properly handle any ICE visits or requests. While these actions will not prevent an ICE raid or audit — or even automatically uncover undocumented workers — they will limit your potential liability.

David Jones is a partner in the Memphis office at Fisher & Phillips LLP. He practices exclusively in the area of immigration, employment and compliance matters.

the Front Row | wsiada.com | January/February 2021 |

17

Continuing Education Change for Active Members in 2021

B

eginning January 1, 2021, active membership with the Association will now include the 5 hours of Continuing Education for the annual renewal of your dealership license. In the past, WSIADA would give a discount of $75 for dealer membership to process their 5 Read and Respond quizzes from the Front Row before notifying the State of Washington.

Dealer members had spoken to us over the years concerning why the education option was not part of the fee, we listened and presented the opportunity to the Board of Directors in early December 2020. As the members are receiving the publications with the quiz in each edition as part of the membership, it was easy to make the adjustment.

However, if a dealer member needs physical replacement copies of the publications by mail, there will be a $25 fee to cover shipping costs if the dealership doesn’t want to take advantage of the downloadable copies on WSIADA’s website.

Title Workshop, Education Fair and other specialty training courses will still provide a discounted price for active dealer membership.

Dealerships that are not members of the Association will remain the same price for the 5-quiz option and can always be purchased through the WSIADA webstore or call the office to process your request.

WSIADA Retail Store Is Open!

The WSIADA retail store in Auburn reopened to the public on June 15, 2020 following the mandatory requirements for King County in the phase plan.

Our auction booth locations will remain closed until the auctions are able to reopen their facilities to live auctions.

18 | the Front Row | wsiada.com | January/February 2021

READ AND RESPOND | January/February 2021

T

he WSIADA Read and Respond quiz allows the reader to earn 1 hour of continuing education credit toward the dealership’s required annual renewal. Payment options are available for members of the association and non-members also for notification to the Washington State Department of Licensing. A passing grade will be granted for scores of 80% or greater. If a passing grade is not granted, the reader may retake the quiz.

DEALERSHIP NAME CHECK:

DEALER#

I HAVE READ AND UNDERSTAND THE DISCLAIMER ABOVE.

Send your completed quiz to WSIADA...

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

QUIZ TAKER’S NAME

POSITION

EMAIL

SIGNATURE

DATE

BUSINESS PHONE

CIRCLE THE CORRECT ANSWER.

4: Executive Director Todd C. Elliott held this position at the WSIADA since what year?

8: DRIVES update will implement the new Odometer Reassignment rule by July 2021

1: The official rule change for the Odom-

a. 2005

eter Statement was issued by which

b. 2014

a. TRUE

Federal agency?

c. 2015

b. FALSE

a.WA Department of Licensing b. NHTSA c. FEMA d. FAA 2: Internet sales are more relied on by shoppers after 2020 than in previous years. a. TRUE b. FALSE 3: National Highway Transportation Safety Administration reported that each year 450,000 vehicles are sold with false Odometer reading a. TRUE b. FALSE

FAX

d. 2017 5: A company representative should never accompany an ICE officer through the premises for which reasons? a. TRUE

9: ICE must have a judiciary warrant to enter which are of an auto dealership when arriving on site? a. Public areas

b. FALSE

b. Private areas 6: Department of Homeland Security announced they will delay enforcement of REAL ID Act until which date? a. April 1, 2021

10: If the numbers on the Odometer gauge are crooked, this could be an indicator of what?

b. June 1, 2021 c. October 1, 2021

a. Tune-up is required

d. December 31, 2021

b. Catalytic converter is bad

7: VIN Inspections can only be scheduled through online platforms during COVID-19 pandemic?

c. Odometer tampering d. Suspension misalignment

a. TRUE b. FALSE

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. the Front Row | wsiada.com | January/February 2021 |

19

The last two years, the WSIADA has had the auction discounts available in digital format. Based on feedback from our membership and the auctions, the program is going back on the drawing board for some re-works, al-lowing us to improve it so that both auctions and our members can utilize it better in the future.

The Auction Discount cards will be distributed beginning Early 2021 To sign up today and become a member of the association*, go to our website www.wsiada.com/memberships/dealer-member or call today (253) 735-0267 *Disclaimer: This agreement is for one-year membership with WSIADA and may not be cancelled if dealership has used any of the membership beneďŹ ts. If an outstanding balance by usage of Invoice/Billing beneďŹ t is accrued during the year and exceeds $500 or past due 90 days in total, all access to WSIADA services, including education related products, will be suspended until balance is paid in full.

20 | the Front Row | wsiada.com | January/February 2021

WE DOTHE

HEAVY LISTING FOR YOU.

OUR FULL-SERVICE CONCIERGES MAKE YOUR LIFE EASIER. Our Concierge Team is a group of specialists that offer end-to-end service, from doing all the legwork on listing vehicles to consulting with you on your wholesale strategies.

MEET YOUR LOCAL CONCIERGE

LEARN MORE AT MANHEIMEXPRESS.COM

CODY EVANS 253-344-6554

CODY.EVANS@COXAUTOINC.COM

TACOMA, OLYMPIA, SOUTH SEATTLE MEGAN RODGERS 509-209-3845

MEGAN.HUNTLEY-RODGERS2@COXAUTOINC.COM

SPOKANE, TRI-CITIES

KENN CLAPP 206-276-8525

KENNITH.CLAPP@COXAUTOINC.COM

SEATTLE, BELLEVUE, NORTH SEATTLE

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

Download the WSIADA App Today!

Online shopping, e-news, alerts and more!

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

Free from these App Stores: