Texas Dealer July 2020

Goes Virtual

2020 TIADA Board of Directors PRESIDENT Robert Beck/Stop N’ Drive Motors 711 N. General McMullen Dr. San Antonio, TX 78228 PRESIDENT ELECT Mark Jones/Mike Carlson Motor Company 264 Exchange Burleson, TX 76028 CHAIRMAN OF THE BOARD Juan Sabillón/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017 SECRETARY Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 TREASURER Eddie Hale/Neighborhood Autos 1717 US 287 Decatur, TX 76234 ICE PRESIDENT, WEST TEXAS V (REGION 1) Brad Kalivoda/Fiesta Motors 2599 74th Street Lubbock, TX 79423 ICE PRESIDENT, FORT WORTH V (REGION 2) Chad Lancaster/Chacon Autos 11800 E. Northwest Hwy Dallas, TX 75218 ICE PRESIDENT, DALLAS V (REGION 3) Greg Reine/Auto Liquidators 39670 LBJ Freeway Dallas, TX 75237 ICE PRESIDENT, HOUSTON V (REGION 4) Vicki Davis/A-OK Auto Sales 23980 FM 1314 Porter, TX 77365 ICE PRESIDENT, CENTRAL TEXAS V (REGION 5) Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753 ICE PRESIDENT, SOUTH TEXAS V (REGION 6) Jose Engler/Irving Motor Corp 211 Braniff Dr. San Antonio, TX 78216 ICE PRESIDENT AT LARGE V Robert Blankenship/Texas Auto Center 6809 N IH-35 Austin, TX 78744 ICE PRESIDENT AT LARGE V Armando Villarreal/McAllen Auto Sales 4215 S. 23rd Street McAllen, TX 78503

TIADA EXECUTIVE DIRECTOR Jeff Martin 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am – 4:30pm 512.244.6060 • Fax 512.244.6218 jeff.martin@txiada.org

Vo l u m e X X / I s s u e 7 / J u l y 2 0 2 0

TexasDealer contents

4 Officers’ Message

by Robert Beck, TIADA President

6 TIADA Member Application 7 TIADA Committee Sign-Up 11 Legal Corner: Failure to Report Cash Transactions Can Lead to Money-Laundering Charges

by Michael W. Dunagan

14 Better Compliance Starts with Education

by TIADA Staff

18 TIADA Auction Directory 2020 21 The Female Car Buying Experience: Journey Through Her Eyes

by Katie Mares

25 E valuating the Impact of Starter-Interrupt / GPS on Portfolio Performance

by Joel Kennedy

29 Social Media Marketing for Independent Dealers

by Dane Saville

32 TIADA Conference & Expo Goes Virtual 43 TIADA Vendor Directory 59 Optimize Your Business Listings to Turn Google Searches into Sales

by Ali Fawaz

61 Local Chapters 61 New Members 62 Behind the Wheel

by Jeff Martin

Did You Know?Dealers that have been

licensed for less than 10 years as of September 1, 2019 are now required to complete a one-time online training prior to renewing their license. TIADA has a License Renewal Course that has been approved by TxDMV and you can access it at TexasDealerEducation.com.

Notice to all members concerning services and products: TIADA was established in 1944 to develop professional standards of service and conduct for the independent auto industry. Opinions expressed herein are not necessarily those of the TIADA management, the Board of Directors or the membership. Likewise, the appearance of advertisers or their indemnifications of TIADA does not constitute endorsement of the products or services featured.

Editor: Teresa Orkun

Magazine Ad Sales: Patty Huber, 512-310-9795

officers’ message

by Robert

I’m Not Finished

I

n looking back over this last year since I took office as TIADA President, I’m thankful and grateful for the fact we’ve made it to the last lap or two of the year! Who would’ve imagined in July 2019, as we were wrapping up the TIADA Conference and Expo, what lay ahead in 2020? Many of us having been mandated by the government to close our doors for weeks. Or some of us becoming sickened by this wicked virus, or our employees or family members falling victim to the invisible enemy. As far as I’m aware, we made history in April when the TIADA Board of Directors meeting originated in each member’s home or office using technology via Zoom. Our TIADA staff has even worked remotely from home for months now.

But here’s the good news — life and business have continued to go on! Perhaps not “as usual”, but we’re still moving forward. Just today in our dealership, we reached the same unit sales volume year to date in 2020 as we had this time last year. I can’t tell you how grateful I am for that news. For a while at the end of March, after the usual bustling tax season sales came to a screeching coronavirus halt, I was dreading the thought of maybe

Beck

Stop N’ Drive Motors (San Antonio) TIADA PRESIDENT

having to sell off investments to fund our ongoing operations later this year. But thanks to the stimulus funding, generous unemployment benefits for our customers, as well as other helpful government stimulus efforts to keep citizens employed and cash flowing, we’re not in too bad of shape! Especially considering how it could’ve been. Our collections, despite some bumpy days, are in surprisingly good shape. Our repos are down for the year compared to last year, and now our unit sales have finally matched last year’s.

So, what am I looking forward to for the future? I believe good things are in store for us as used vehicle dealers. Sometime next year, we surely will have an effective vaccine for this virus. When that happens, normal business and our hopes for the future can return to a steady, hopefully “business as usual”. Our customers are ALWAYS going to need our assistance in obtaining good, reliable transportation.

In the meantime, we cannot let our guard down on what has created success in this industry. I believe that is each one of us being willing and involved in improving our business and political environment through the

I believe [what has created success in this industry] is each one of us being willing and involved in improving our business and political environment through the activities of our association. (cont’d on pg. 8) 4

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Become a TIADA Member

2020

Business Name: ____________________________________________ Select one:

Dealer Member

texas independent automobile dealers association

TIADA texas independent automobile dealers association

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________ City: __________________________________ State: _____ Zip: ______

2020 TIADA Membership Dues: $499* Renewing Member

County: ______________ Cell Phone: __________________________ Office Phone: __________________________ Fax: ________________________ Email: _______________________________________________

$250* New Member (*Membership is thru 12/31/20. Dues include NIADA and local chapter membership where applicable.)

Dealer P Number: ___________________________________________ Who referred you to TIADA? __________________________________ Mailing Address (if different from above): __________________________________________________________ City: _________________________ State: _______ Zip: ___________

PLEASE INDICATE PAYMENT METHOD: Check or Money Order payable to TIADA Check # __________ Credit Card Card Number: __________________________________________________ Sec.Code: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Expiration Date: ____________ Monthly Payments - $41.58 per month Via Credit Card (Please enter card information above) Via Bank Draft (Authorization Agreement required - contact state office)

Mail or Fax Application To: TIADA Membership Services, 9951 Anderson Mill Rd., Suite 101, Austin, TX 78750 FAX 512.244.6218

www.txiada.org

512.244.6060

Dues are not deductible as charitable contributions for income tax purposes but may be deductible as miscellaneous itemized deductions, subject to IRS restrictions. It is estimated that 20 percent of your dues dollars is used for lobbying activities and is therefore not deductible.

6

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YES! I would like to serve on TIADA Committees Check the committee(s) you wish to join. All Dealer Members are welcome to participate. We need your input! Please complete form and return to info@txiada.org or fax to 512.244.6218.

Committee members will be appointed at the October 2020 board meeting Standing Committees: Awards Committee Budget and Finance Committee Legislative Committee Political Action Committee (INDEPAC) Bylaws Committee Ad hoc Committees: Ad hoc committees will be appointed by the president to focus on specific issues and given a specific timeframe. Issues may include but are not limited to: education, conference, compliance, member services, membership recruitment, website, magazine and surveys.

Committee members will be notified prior to a committee being appointed to determine interest.

Name___________________________________________________________ Dealership_______________________________________________________ Title ___________________________________________________________ Email ___________________________________________________________ Phone________________________ Mobile_____________________________

July/Special 2020

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Officers’ Message (cont’d from pg. 4)

activities of our association. I’m committed to do that. When my term as president ends, I will still be an active member of the board of directors for another year and for a total of seven years. I will be at the State Capitol for TIADA’s Day at the Capitol in February 2021 and every legislative session thereafter. Whenever I’m asked to testify at legislative hearings in the House or Senate, I will be there!

JULY-TLSAA Lubbock_TIADA ad.pdf

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When the association asks me to chair a committee, moderate a round table at our conference, or just simply shake a politician’s or fellow dealer’s hand, I will be there!

When I joined the association in April 2005, I never imagined all of these activities I’ve described would happen to me. I just wanted to join and educate myself in functioning as a used-vehicle dealer who financed my sales. I wanted to avoid the pitfalls. But 6/30/20

10:55 AM

what I’ve realized over the years is that in being a good dealer and avoiding those pitfalls, all of us truly stand on the shoulders of those who’ve gone before and made our livelihoods as we know them today possible. What if those dealers who worked together to get deferred sales tax passed in the Texas Legislature had not been there? What if those dealers who saved our bacon in the classaction lawsuit against our dealer body regarding finance charges on sales tax had not been there?

What if those who helped get the mechanic’s lien reform enacted into law had not been there? What if those dealers who lobbied and helped to boot named-driveronly insurance policies from the State of Texas had not been there?

These are just a few examples of what rightfully could number in the hundreds of examples of what those who’ve gone before us have done to make our business better for ourselves and our families.

So, I’d like to challenge each of you as members of the Texas Independent Automobile Dealers Association to join in with us — or to remain with us — intimately involved in the activities of our association. Our Executive Director and staff are the envy of other dealer associations across the country because of their professionalism and accomplishment in promoting our industry in Texas. Your lives and livelihoods will be blessed because of your involvement with them, and you’ll enjoy enhanced relationships among your fellow dealers.

But most importantly, you’ll find a great deal of satisfaction in making a significant difference affecting your business, as well as the businesses of those who come after you in this industry. May we all adopt or renew an ongoing commitment to improving our industry through the activities of our great association.

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legal corner

Failure to Report Cash Transactions Can Lead to Money-Laundering Charges In 2011 a Texas car dealer is

convicted and sentenced to 188 months in federal prison for his role in a money-laundering scheme involving the sale and purchase of vehicles with large amounts of cash from alleged drug dealers and other criminals.

In 2012 a Texas car lot is shut

down by a task force involving federal, state, and local police making allegations of money laundering involving the sale of vehicles to a purported drug dealer for cash.

In 2014 two car dealers in

Phoenix are charged by federal prosecutors of being involved in a money-laundering scheme when they sold vehicles to undercover agents posing as drug dealers.

In 2017 a South Texas bank is

assessed a $2 million civil money penalty for not adequately assessing potential money laundering violations.

O

ne of the realities of the car business, especially at the sub-prime level, is that some customers don’t have bank accounts. Instead of receiving payment for vehicles through traditional banking instruments, many dealers receive payment in cash or cash equivalents (more on that later).

Monitoring Money Laundering

The legitimate use of cash by those who for whatever reason don’t have bank accounts has run into conflict with the federal government’s efforts to monitor criminal and terrorist July/Special 2020

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activities by following money trails.

But unlike regular checks written on a bank account, cash or cash equivalents don’t leave paper trails that make it possible to trace the source of funds.

As a result of a government finding that drug dealers and smugglers used cash in their transactions and needed to “launder” the large amounts of cash through seemingly legal activities, Congress enacted the Financial Crimes Enforcement Network (FinCEN). Included in the legislation is a requirement that anyone in a trade or business who receives certain large amounts of cash must report the fact to the Internal Revenue Service.

After the terrorist attacks of September 2001, Congress enacted the USA Patriot Act of 2001 that increased the scope of the cash reporting rules to help trace funds used to finance terrorism.

For one Dallas independent dealer, the seriousness of this law became a reality when local police, and state and federal agents “raided” his business, closed off access to the lot, and confiscated his computers and records, effectively shutting down his office and damaging his business for several days. The

by Michael

Dunagan

W.

TIADA GENERAL COUNSEL

After the terrorist attacks of September 2001, Congress enacted the USA Patriot Act of 2001 that increased the scope of the cash repor ting rules to help trace funds used to finance terrorism. officers carrying out the raid, who were armed with a search warrant, refused to tell him why he was the subject of such drastic tactics.

Later, the dealer found out that a prior “sale” had been to an undercover officer who paid for a vehicle with over $10,000 cash. The police assumed that the dealer did not report the cash payment as required

by FinCEN and would thus be liable for civil and criminal penalties.

Thankfully, the dealer had in fact filed an IRS Form 8300. The dealer’s property was returned without an 11

apology by the obviously disappointed officers.

FinCEN provides that any person (person is defined as an individual, company, corporation, partnership or other business entity) in a trade or business who receives more than $10,000 in cash in a single transaction, or a series of related transactions, must fill out an IRS Form 8300, reporting the identity of the person paying with cash, and send the form to the IRS. The form must be filed within 15 days of the

receipt of the cash.

With regard to the acceptance of payments in coin or currency, reporting is required if: (1) t he cash payment is a lump sum exceeding $10,000; or (2) installments or other payments of cash received within one year of the initial payment total $10,000.

Cash Equivalents

In addition to currency, the rules also include in the definition of

cash certain cash equivalents such as cashier’s checks, bank drafts, traveler’s checks, or money orders.

These instruments often can’t be traced to the source of the funds they were purchased with. The acceptance of one of these instruments in full or partial payment for a vehicle (other than as a regular payment on an installment contract) is reportable if: (1) the face amount of the instrument is $10,000 or less (if the face amount is more than $10,000 and was paid for by currency, the issuing institution was required to report that transaction); and (2) a vehicle (or boat or other consumer-use personal property) purchased had a sales price of more than $10,000.

An exception to the reporting rules on cashier’s checks, bank drafts, traveler’s checks and money orders applies if the instrument is the obvious proceeds of a bank loan, or if one is given as a regular installment payment on a retail installment agreement or lease.

“Structuring” Transactions

.

12

A report should also be filed if it appears that a purchaser is trying to avoid the reporting of a cash transaction by structuring payments that fall short of the $10,000 threshold.

Banks are required to report to the IRS any transactions that involve an amount less than $10,000, if it appears the bank customer is intentionally keeping the deposit under $10,000 to avoid reporting.

Such transactions are referred to as “structuring.”

A former Speaker of the U.S. House of Representatives spent 13 months in federal prison after being found guilty of “structuring” bank transactions to circumvent federal cash reporting laws, even though none of the individual transactions exceeded the $10,000 threshold. The money was used to pay blackmail to T e x a s

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FinCEN provides that any person in a trade or business who receives more than $10,000 in cash in a single transaction, or a series of related transactions, must fill out an IRS Form 8300, repor ting the identity of the person paying with cash, and send the form to the IRS.

keep certain criminal allegations quiet. It was found that withdrawals and deposits were purposely kept under the $10,000 triggering amount to avoid reporting requirements.

Form 8300s are to be mailed to the IRS at the address that appears on the form. Copies should be kept for five years.

The rules require that written or electronic notices be sent to buyers informing them that the Form 8300 was filed. These notices should be sent before January 31 of the year following the year in which the Form 8300 was filed.

Dealers should be aware that banks are also reporting cash deposits to the IRS. This means that when a dealer deposits large amounts of cash, the IRS will probably be informed. One dealer in South Texas recently found that he had drawn the attention of the IRS because several of his deposits contained large amounts of cash, although each was under $10,000.

Congress obviously intended the law to be taken seriously. The simple inadvertent failure to file might lead to an audit and an assessment of penalties. But a finding of intentionally failing to file a Form 8300 can include a fine of $250,000 ($500,000 for corporations) and/ or five years in prison. Under no circumstances should an agreement be made with a buyer to not report applicable cash transactions.

Some dealer management software packages offer cumulative cash payment monitoring and Form 8300 printing. While the rules July/Special 2020

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governing filing Form 8300 are complicated and confusing (like the IRS Code, FinCEN contains rules, exceptions to the rules, and exceptions to the exceptions), a good faith effort to comply should be made.

Form 8300 can be obtained from banks or can be downloaded, along with detailed instructions, from the IRS website. IRS Publication 1544, which provides a detailed explanation of the reporting requirements, including some specific references to car transactions, is available at the IRS site (www.irs.gov).

Challenging

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Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for over 40 years. He has written a number of books and hundreds of articles for trade journals and law reviews. His clientele includes dealers, banks, finance companies, auto auctions and credit unions.

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feature

Better Compliance Starts with Education

by TIADA Staff

R

“

14

equired Pre-Licensing dealer education has been a long-debated issue at the association, some looking at it as governmental interference and some to lift the standards of the industry.” This was Phil Lathrop’s first response when asked about the new law that will require anyone looking to obtain an independent automobile dealers license in Texas to take at least six hours of online education prior to receiving their license.

Lathrop should know. He has owned and operated VP Auto Sales in Garland for the last 34 years, participated as an active board member of TIADA and served as its president in 2016. Lathrop also served as the association’s legislative chair for a number of years and has been a voice of reason on this issue giving both sides ample opportunities to vet concerns and tout attributes of a required education course.

As for the final bill that passed last year, Lathrop said this: “The version of the bill the association contributed input to, and the law now in place, is an easily accomplished way to make sure dealers have a uniform understanding of the increasing complex rules and regulations our industry faces. This will be another step forward in demonstrating we are professionals, and not

only want to do the right things, but know what those right things are.”

The new law Lathrop is referring to is Senate Bill 604.

The bill required the TxDMV to set up rules regarding mandatory education requirements for all original applicants for an independent dealer general distinguishing number, and a one-time education requirement for a renewal applicant. Dealers who have held a license for 10 or more years as of September 1, 2019 are exempt from the mandatory education upon renewal. New applicants will be required to take a six-hour online course; for renewing applicants, the course will be three hours.

Vanessa Hughes of Dura Motors in Houston knows firsthand some of the frustrations a new dealer can face.

She and her husband started their dealership a little less than two years ago. “In addition to being a dealer, I am a public-school teacher and feel that I have a natural skill for finding knowledge. Before starting our dealership, I did my best to self-educate by seeking out the various resources available with the different government agencies that regulate dealers. I was shocked to see how many agencies regulate this business at the state and federal level.”

(cont’d on pg. 16)

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License Renewal Education Course

FAQs

If your dealer license is up for renewal and you have been licensed for less than 10 years as of September 1, 2019 then you may want to read the following Q&As and then visit TexasDealerEducation.com to complete the required course before renewal time.

Is this online dealer education course approved by the state of Texas?

Yes. Both the pre-licensing and licensing renewal courses are approved by the Texas Department of Motor Vehicles.

Which dealers must take the new pre-licensing training?

The pre-licensing training requirement applies only to independent motor vehicle dealers. These dealers are licensed to buy, sell, or exchange used cars, trucks, motor homes, neighborhood vehicles, recreational offroad vehicles (ROV), all-terrain vehicles (ATV), or utility vehicles (UTV).

All applicants for new licenses and renewal applicants licensed less than 10 years on September 1, 2019 will be required to complete the one-time training.

How will applicants show that they have completed the required training when the new pre-licensing training requirement is implemented later this year?

After the training requirement goes into effect, the eLICENSING system will prompt affected applicants to upload their certificate of course completion as part of the regular application process.

Is every employee of the dealership required to take the course?

No, only one owner and/or operating manager for the business is required to take the course. The individual who completes the course must be one of the owners or managers for the business listed on the application.

What if the individual who completes the course is no longer with the business?

A new owner and/or operating manager for the business must complete the course prior to the next license renewal.

I have 15 years experience as a license holder, but changed legal entities four years ago so the license date in eLICENSING doesn’t reflect my total experience. When I renew my license will I have to take the course?

No, you will not need to take the course. When eLICENSING prompts you to upload a certificate of course completion, you should upload a statement listing the dates, license holder names, and license numbers you have been associated with over the years. Once your license specialist verifies you were licensed for more than 10 years on September 1, 2019, you will not be required to take the course.

How long does the dealer renewal licensing education course take?

The dealer renewal licensing education course takes about 3 hours, depending on your individual learning style.

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Better Compliance Starts with Education (cont’d from pg. 14)

Hughes made it clear she has an entrepreneurial spirit and has no problem digging into the laws and rules, but she emphasized wanting to be compliant and understand the various regulations. “Having gone through my own experience, I would have welcomed a class that touches on the many requirements and regulations.”

“It’s estimated one third of independents go out of business in the first year and almost another third don’t make it in the second year,” said Keith Hagler of Taylor Auto Credit in Taylor. “When a dealer goes out of business, it hurts the customers and the industry. It seems like new regulations always come from dealers going out of business.” Hagler, a past TIADA and NIADA president, has been in business for over 30 years and he is excited about the new law. “This is a good thing for all the dealers and everybody in the industry. It’s going to make the industry stronger.” Over the years, Hagler has mentored several new dealers and puts an emphasis on compliance, adding “those fines and penalties can put you out of business.”

Denton County Tax AssessorCollector Michelle French worked closely with TIADA throughout the legislative process and has had a big hand in helping to review the new education course. “County tax assessor-collectors are very supportive of pre-licensing education.

We believe it will provide numerous benefits to both the dealerships as well as to our mutual customers to ensure transactions are completed accurately, effectively, and timely. The pre-licensing education will help dealerships experience success in navigating the various requirements of titling and registration.”

Al Gharatappeh with Thrifty Motors in Houston and Armando Villarreal who owns McAllen Auto Sales both see benefits. “I see the courses as an opportunity,” said T e x a s

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Gharatappeh. “It is a small amount of time and money that will save dealers from potential fines and customers from unnecessary headaches. When I first started taking education courses, it made me look at my business and the industry as a profession.” Villarreal has been in business for 25 years, but he admits navigating the various state and federal requirements was not easy when he got in business and he sees this new required education as a plus. “DMV, OCCC, Sales Tax, FTC, Consumer Federal Protection Bureau, there are too many to list but a course that covers all the basics to be in business will help the new dealers.” Villarreal added, “it is a plus that this course will also be available in Spanish soon.”

Jeff Syrinek with Shop 609 in Flatonia has only been in business for two months. He took the course before it was required, “I came across the course… signed up and it was a great decision… even if the course wasn’t mandatory just a couple of months ago. That course is my baseline to get me started and I imagine a similar pre-license education course will be the same for other dealers.”

TIADA built an online education course for both new and current dealers. The course met all the statutory and rule requirements and was approved by the Texas Department of Motor Vehicles last month. “We see this as an important responsibility for the association,” said

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TIADA Executive Director Jeff Martin. “We have been in the dealer education space for years so it was natural for us to try and build something the state was looking for. You will find statements about industry reputation, compliance, and education in both our mission statement and code of ethics. This is just a natural fit for the association and one we take very seriously.”

Martin said the association did a lot of listening throughout this process. They tapped into the tax assessors, new and experienced dealers, TxDMV, OCCC, the Comptroller and many others to build a course that wouldn’t burden dealers, but help them overcome some of those initial hurdles and provide protection for the buying public. “There are so many people who worked on this, it’s hard to point out just a few, but the leadership of Governor Abbott, Senator Nichols, Representative Paddie, Representative Canales, TxDMV Executive Director Whitney Brewster, as well as the Director of Motor Vehicle Division Daniel Avitia, cannot be overstated.”

Phil Lathrop summed it up best: “One thing is certain.

If we as an association and industry, state fair and honest treatment of consumers and adherence to the law as our goals, we must know how these goals are defined and what it takes to reach them. In short, be educated.”

17

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AMERICA’S AA DALLAS

$AVE : $200

www.americasautoauction.com 16611 S. IH-35, Buda, TX 78610 512.268.6600, Fax 512.295.6666 GM: John Swofford Tuesday, 1:30 p.m. / Thursday, 2:00 p.m.

$AVE : $200 18

$AVE : up to $200 Sell Fee

www.metroautoauction.com 8605 Cullen Ln., Austin, TX 78748 512.282.7900, Fax 512.282.8165 GM: Brent Rhodes 3rd Saturday, monthly

C.M. COMPANY AUCTIONS, INC.

ALLIANCE AUTO AUCTION AUSTIN

www.iaai.com 2191 Highway 21 West, Dale, TX 78616 512.385.3126, Fax 512.385.1141 GM: Geoffrey Rabb Tuesday, 9:00 a.m.

$AVE : $200

www.americasautoauction.com 219 N. Loop 12, Irving, TX 75061 972.445.1044, Fax 972.591.2742 GM: Ruben Figueroa Tuesday, 1:00 p.m. / Thursday, 1:00 p.m.

$AVE : $200

IAA DALLAS*

www.iaai.com 204 Mars Rd., Wilmer, TX 75172 972.525.6401, Fax 972.525.6403 GM: Joshua Boyd Wednesday, 9:00 a.m.

$AVE : up to $200 Sell Fee

IAA DFW*

www.iaai.com 4226 East Main St., Grand Prairie, TX 75050 972.522.5000, Fax 972.522.5090 GM: Robert Brown Tuesday, 9:00 a.m.

$AVE : up to $200 Sell Fee

IAA FORT WORTH NORTH*

www.iaai.com 3748 McPherson Dr., Justin, TX 76247 940.648.5541, Fax 940.648.5543 GM: Jack Panczyk Tuesday, 9:00 a.m.

$AVE : up to $200 Sell Fee

MANHEIM DALLAS**

www.manheim.com 5333 W. Kiest Blvd., Dallas, TX 75236 214.330.1800, Fax 214.339.6347 GM: Rich Curtis Wednesday, 9:00 a.m.

$AVE : $100

MANHEIM DALLAS FORT WORTH**

www.manheim.com 12101 Trinity Blvd., Fort Worth, TX 76040 817.399.4000, Fax 817.399.4251 GM: Nicole Graham-Ponce Thursday, 9:30 a.m.

$AVE : $100

METRO AUTO AUCTION DALLAS

www.metroaa.com 1836 Midway Road, Lewisville, TX 75056 972.492.0900, Fax 972.492.0944 GM: Scott Stalder Tuesday, 9:00 a.m.

$AVE : $200

TEXAS LONE STAR AUTO AUCTION www.tlsaa.com

2205 Country Club Dr., Carrollton, TX 75006 214.483.3597, Fax 214.483.3814 GM: Patrick Stevens Tuesday, 1:00 p.m. / Thursday, 2:00 p.m. $AVE : $200

El Paso EL PASO INDEPENDENT AUTO AUCTION www.epiaa.com 7930 Artcraft Rd, El Paso, TX 79932 915.587.6700, Fax 915.587.6700 GM: Luke Pidgeon Wednesday, 10:00 a.m.

$AVE : $200 T e x a s

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IAA EL PASO*

www.iaai.com 14651 Gateway Blvd. W, El Paso, TX 79927 915.852.2489, Fax 915.852.2235 GM: Jorge Resendez Friday, 10:30 a.m.

$AVE : up to $200 Sell Fee

www.iaai.com 2535 West. Mt. Houston, Houston, TX 77038 281.847.4700, Fax 281.847.4799 GM: Alvin Banks Wednesday, 9:00 a.m.

$AVE : up to $200 Sell Fee

IAA HOUSTON NORTH*

MANHEIM EL PASO

www.manheim.com 485 Coates Drive, El Paso, TX 79932 915.833.9333, Fax 915.581.9645 GM: JD Guerrero Thursday, 10:00 a.m.

$AVE : $100

www.iaai.com 16602 East Hardy Rd., Houston-North, TX 77032 281.443.1300, Fax 281.443.4433 GM: Christina Nieves Thursday, 9:00 a.m.

$AVE : up to $200 Sell Fee

MANHEIM HOUSTON

Harlingen/McAllen IAA MCALLEN*

www.iaai.com 900 N. Hutto Road, Donna, TX 78537 956.464.8393, Fax 956.464.8510 GM: Ydalia Sandoval Tuesday, 9:00 a.m.

$AVE : up to $200 Sell Fee

BIG VALLEY AUTO AUCTION**

www.bigvalleyaa.com 4315 N. Hutto Road, Donna, TX 78537 956.461.9000, Fax 956.461.9005 GM: Lisa Franz Thursday, 9:30 a.m.

$AVE : $200

www.manheim.com 14450 West Road, Houston, TX 77041 281.924.5833, Fax 281.890.7953 GM: Brian Walker Tuesday, 9:00 a.m. / Thursday 6:30 p.m.

$AVE : $100

ADESA HOUSTON

www.adesa.com 4526 N. Sam Houston, Houston, TX 77086 281.580.1800, Fax 281.580.8030 GM: Angela Williams Wednesday, 9:00 a.m.

$AVE : $200

AMERICA’S AA HOUSTON

www.americasautoauction.com 1826 Almeda Genoa Rd, Houston, TX 77047 281.819.3600, Fax 281.819.3601 GM: John Swofford Thursday, 2:00 p.m.

$AVE : $200

AMERICA’S AA NORTH HOUSTON www.americasautoauction.com 1440 FM 3083, Conroe, TX 77301 936.441.2882, Fax 936.788.2842 GM: Buddy Cheney Tuesday, 1:00 p.m.

AUTONATION AUTO AUCTION - HOUSTON www.autonationautoauction.com 608 W. Mitchell Road, Houston, TX 77037 822.905.2622, Fax 281.506.3866 GM: Juan Gallo Friday, 9:30 a.m.

$AVE : $200

HOUSTON AUTO AUCTION

www.houstonautoauction.com 2000 Cavalcade, Houston, TX 77009 713.644.5566, Fax 713.644.0889 GM: Tim Bowers Tuesday, 1:00 p.m.

$AVE : $200

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IAA PERMIAN BASIN*

www.iaai.com 701 W. 81st Street, Odessa, TX 79764 432.550.7277, Fax 432.366.8725 GM: Christopher Rogers Thursday, 11:00 a.m.

$AVE : up to $200 Sell Fee

ONLINE ACV AUCTIONS**

www.acvauctions.com 800.553.4070

$AVE : $250

E-DEALERDIRECT**

NEW

www.e-dealerdirect.com chris@edealerdirect.com

$AVE : Up to $500/month

San Antonio ADESA SAN ANTONIO

$AVE : $100

$AVE : $200

www.manheim.com 8215 Kopman Road, Houston, TX 77061 713.649.8233, Fax 713.640.6330 GM: Darren Slack Thursday, 9:00 a.m.

Longview www.allianceautoauction.com 6000 East Loop 281, Longview, TX 75602 903.212.2955, Fax 903.212.2556 GM: Chris Barille Friday, 10:00 a.m.

$AVE : $200

IAA LONGVIEW*

www.iaai.com 5577 Highway 80 East, Longview, TX 75605 903.553.9248, Fax 903.553.0210 GM: David Cooper Thursday, 9:00 a.m.

$AVE : up to $200 Sell Fee

Lubbock IAA LUBBOCK*

www.iaai.com 5311 N. CR 2000, Lubbock, TX 79415 806.747.5458, Fax 806.747.5472 GM: Lori Davee Tuesday, 9:00 a.m.

$AVE : up to $200 Sell Fee

$AVE : $200

Midland Odessa

MANHEIM TEXAS HOBBY

ALLIANCE AUTO AUCTION LONGVIEW

Houston

July/Special 2020

IAA HOUSTON*

TEXAS LONE STAR AUTO AUCTION** www.lsaalubbock.com 2706 E. Slaton Road., Lubbock, TX 79404 806.745.6606 Wednesday, 9:30 a.m

$AVE : $75/Quarterly

Lufkin LUFKIN DEALERS AUTO AUCTION

www.lufkindealers.com 2109 N. John Reddit Dr., Lufkin, TX 75904 936.632.4299, Fax 936.632.4218 GM: Wayne Cook Thursday, 6:00 p.m.

$AVE : $200

www.adesa.com 200 S. Callaghan Rd., San Antonio, TX 78227 210.434.4999, Fax 210.431.0645 GM: Clifton Sprenger Thursday, 10:00 a.m.

IAA SAN ANTONIO*

www.iaai.com 11275 S. Zarzamora, San Antonio, TX 78224 210.628.6770, Fax 210.628.6778 GM: Brian Sell Monday, 9:00 a.m.

$AVE : up to $200 Sell Fee

MANHEIM SAN ANTONIO**

www.manheim.com 2042 Ackerman Road San Antonio, TX 78219 210.661.4200, Fax 210.662.3113 GM: Mike Browning Wednesday, 9:00 a.m.

$AVE : $100

SAN ANTONIO AUTO AUCTION**

www.sanantonioautoauction.com 13510 Toepperwein Rd. San Antonio, TX 78233 210.298.5477 GM: Brandon Walston Tuesday, 10:00 a.m. / Thursday, 1:30 p.m.

$AVE : $200

Tyler GREATER TYLER AUTO AUCTION www.greatertyleraa.com 11654 Hwy 64W, Tyler, TX 75704 903.597.2800, Fax 903.597.3848 GM: Wayne Cook Tuesday, 5:00 p.m.

$AVE : $200

Waco ALLIANCE AUTO AUCTION WACO

www.allianceautoauction.com 15735 I-35 Frontage Road Elm Mott, TX 76640 254.829.0123, Fax 254.829.1298 GM: Carmen Robinson (Sales Manager) Friday, 10:00 a.m.

$AVE : $200

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feature

The Female Car Buying Experience: Journey Through Her Eyes

Featured Presenter

by Katie Mares

Founder and Chief Inspiration Officer, Katie Mares Consulting

Why does it matter; why should you tailor the brand experience to the Decision Maker; the woman?

B

esides the fact that women are the original social media, sharing their stories of outstanding experiences and happenings in life with just about anyone that will listen, they have now been given a platform to spread their message far and wide, and the whole world is listening. On the opposite end of exceptional experiences are inconsistent and disjointed experiences (which is what most women receive when shopping for a vehicle); women will share these stories with the same passion as they do the good ones.

Women are also the Chief Purchasing Officer in their home and are the number one referral source.

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Carl Sewell, the author of Customers for Life, states that the lifetime value of a customer equates to $517,000. By not curating an experience for the female buyer not only are you losing her lifetime value, but you are also losing the potential of her referral network, and with the social platform she is handed; Ms. Social will let the world know her opinions on a massive scale.

Let’s face it; although we would like to have seen a more significant shift in gender equality through the years, there hasn’t been a huge leap forward. 85% of the world’s executives are still men, and in the car industry, men hold over 80% of the positions within 21

dealerships. This means that the car shopping experience is still designed by men, for men, and delivered by men. The urgency to flip the lens, put ourselves in the shoes of the world’s most influential consumers and create standards that help sales associates create an experience that lives up to her expectations, is even more prevalent as women will walk away and choose another dealer from whom to purchase.

Want to know why it’s important to focus on her experience? The female consumer has a direct impact on your top line and future success!

Here are five tips to tailor your brand experience to the Decision Maker: The Woman.

1

Understand the Decision Maker.

It’s important to remember when creating a Consumer Persona for the female consumer that she wants to be understood first as a woman and second as a consumer. Flip the lens, understand your consumer’s life stages in order to tailor and personalize the experience you offer.

2

Journey through her eyes.

Once you have a 30,000-foot view of the female consumers that shop with you it’s time to break down the journey from her perspective.

Perception is the customer’s reality. When designing a program for the female consumer (or any consumer or employee), it is imperative that the experience is designed from their point of view. The golden rule that grandma preached — to treat others the way you want to be treated — is a thing of the past. You must live by the platinum rule: treat others the way they need or want to be treated.

3

Create real relationships.

One of the most significant differences between male and female consumers is that women WANT to create a relationship with the sales associate, whereas men could go either way. In a recent study I lead, 69% of the female participants said that

22

the sales associate didn’t take time to get to know her, the same 69% also said that they didn’t trust the sales associate. Women crave connection. Her decisions are driven by the way she feels about you, your brand and the experience you provide.

4

Train for EQ.

If a team member has high EQ, they will be able to execute tip 2 & 3. Without this, creating a real relationship and a tailored experience becomes very tough. It’s important to have the skills and knowledge to do the job; however, we can train most of these skills. One of the top reasons women walk out of dealerships is because they don’t like the way they were approached or treated. Those with high EQ can read people’s nonverbal cues and can adjust their approach based on the needs of each consumer.

5

Be consistent.

As I have mentioned, building a trust account with your female consumer base is extremely important when it comes to her desire to purchase a vehicle and refer you. Consistency is a key factor in the trust she has in you.

Each one of these tips will help to create an experience that will promote a female-friendly environment and increase the number of females shopping in your dealership, which ultimately will increase your CSI results on all fronts.

Katie Mares will be presenting at the TIADA Conference and Expo taking place virtually from August 16-19.

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feature

Evaluating the Impact of Starter-Interrupt / GPS on Portfolio Performance

by Joel Kennedy

Chief Operating Officer, TruDecision

I

have been fascinated about the advancement of technologies that improve collections and recoveries in non-prime automotive applications. In particular, I was introduced to the starter-interrupt device (SID) back in 2007 when I took a job running credit and funding operations for a $60MM+ subprime Finance Company.

At that time, the device we used was a starter-interrupt device with no GPS. Borrowers would receive a code upon making a successful payment that when entered into a key fob would enable the vehicle to run for the next payment cycle. When customers missed a payment, the vehicle would be disabled and could only be turned back on by a new code — issued once a payment cleared.

The results of the SID on strengthening payment performance were profound. So profound in fact, that it became a major strategic and foundational basis for a non-prime auto finance company that I founded in 2009 and grew to over $110MM. By the time that we started

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the company, we were able to tap into the additional functionality afforded by the inclusion of GPS functionality coupled with the SID — all in one unit.

TruDecision was recently retained by PassTime to perform an independent analysis of the impact of their Starter-Interrupt (SID) and GPS device on automotive loan portfolio performance for a non-prime automotive lender. This article outlines the scope and format of the test, discusses the analysis we performed, and summarizes the results.

Test Structure

To evaluate the impact of the SID / GPS device, we evaluated a single operator — a North American subprime auto finance company that has been in business since 2012. The lender has 6 distinct program tiers, with Tier 1 being the lowest, and Tier 6 being the highest program tier. For this particular lender, the PassTime SID / 25

GPS is required on Tiers 1-4.

So, the test groups were: a) loans equipped with the SID / GPS device (Tiers 1-4), and b) loans not equipped with a SID / GPS device (Tiers 5-6).

TruDecision evaluated loans funded between January 2016 and December 2017, and evaluation outcome (results) observation window was from January 2018 through June 2018.

Methods & Findings

Statistical tests were performed on the two populations to determine if the differences observed between them were statistically significant.

All tests showed well below a 1% chance that the data came from the same population — indicating that they are statistically distinct outcomes with a high probability.

Statistical tests performed on the two groups during the test window demonstrated the following: Percentage of units recovered was

higher for the SID/GPS equipped cohort Recovery values were higher for

the SID/GPS equipped cohort Speed of recovery was quicker for

the SID/GPS equipped cohort Let’s break down each of these results.

Positive Impact on Recoveries

For the client subject, vehicles equipped with the SID/GPS were recovered at a rate of 74.9% compared with the non-equipped group at 60.5%. This represents a 23.9% improvement in vehicle recovery that can be tied exclusively to the SID/GPS, as no other variations exist in the treatment of these accounts. See Fig. 1

Positive Impact on Recovery Dollars / %

For the client subject, recovered

26

vehicles equipped with the SID/GPS generated higher recovery dollars and % (as a percentage of remaining principal balance) of 41% versus only 34% for the non-equipped group. This represents a 20.6% improvement in recovery $ that can be tied exclusively to the SID/GPS, as no other variations exist in the treatment of these accounts. See Fig. 2

Positive Impact on Average Days to Recover

For the client subject, vehicles equipped with the SID/GPS device took (on average) 8.2 days to recover SID/GPS Group

compared with 14.6 days to recover for non-equipped vehicles. This represents a 43.8% improvement in average days to recover that can be tied exclusively to the SID/GPS device, as no other variations exist in the treatment of these accounts. See Fig. 3

Improvement Summary

Equipping subprime collateral with a SID/GPS device generates significant improvement to key recovery metrics. By utilizing a high-quality collateral protection / Average Percentage of recovery device, subprime automoUnits Recovered tive lenders can: 74.9% 60.5%

Non SID/GPS Group Difference

Average Percentage of 14.5% Units Recovered

SID/GPS Group % Improvement Non SID/GPS Group

74.9% 23.9% 60.5%

Difference

14.5%

% Improvement

23.9%

Figure 1. Average Percentage of Units Recovered for SID/GPS Enabled vs. Non-Enabled Contracts / Collateral

Figure 1. Average Percentage of Units Recovered for SID/GPS Enabled vs. Non-Enabled Contracts / Collateral

Average Recovery Rate (net of fees) SID/GPS Group

41.0%

Non SID/GPS Group

34.0%

Difference

Average Recovery Rate 7.0% (net of fees)

SID/GPS Group % Improvement Non SID/GPS Group

41.0% 20.6% 34.0%

Figure 2. Average Recovery Rate (net of fees) for SID/GPS Enabled vs. Non-Enabled Contracts / Collateral

Difference

% Improvement SID/GPS Group

7.0% Average Days to Recover 20.6% 8.2

Figure 2. Average Recovery Rate (net of fees) for SID/GPS Enabled vs. Non-Enabled Contracts / Collateral

14.6

Non SID/GPS Group Difference

6.4

% Improvement

43.8%

Figure 3. Average Days to Recover for SID/GPS Enabled vs. Non-Enabled Contracts / Collateral

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Non SID/ GPS Group

Metric

SID/GPS Group

Difference

% Improvement

Average Percentage of Units Recovered

60.5%

74.9%

14.5%

23.9%

Average Recovery Rate (net of fees)

34.0%

41.0%

7.0%

20.6%

Average Days to Recover

14.6

8.2

6.4 43.8%

Figure 4. Summary of Bohom-Line Results for SID/GPS Enabled vs. Non-Enabled Contracts / Collateral

1. Recover nearly 25% more units, significantly reducing a finance company’s charge-offs (e.g. static pool losses as measured in units) and allowance for uncollectable accounts 2. Improve Recovery Rates (net of fees) by over 20%, improving a finance company’s charge-offs (e.g. static pool losses as measured in dollars) which has significant implications for their continued access to debt / securitization markets 3. Reduce Average Days to Recover by over 43%, which can significantly improve a finance company’s ability to have more control over their monthly recoveries, and improve the throughput of the recovery process See Fig. 4

Positive Impact on a Typical Lender P&L

The improvements seen in key recovery metrics from pursuing an SID/GPS collateral protection strategy are impressive. Let’s take it one step further to show how those improved metrics impact a lender’s P&L. For our example, we take the case of a lender managing a $50MM portfolio with typical rates of recovery, NCOs, charge-offs, recoveries, etc.

By applying the 23.9% lift in recovered units, this particular lender recovers 743.4 units versus the baseline of 600, resulting in an incremental recovery of 143 units worth $1.30MM in additional recovery dollars. Next, by applying the 20.6% increase in recovery rate, this lender’s recovery rate improves July/Special 2020

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from 40% to 48.2%, resulting in an additional $927K in additional recovery dollars. In total, this $50MM lender has increased their recoveries by nearly $2MM.

Strategic Considerations

Pursuing an SID/GPS strategy and doing it well does require some planning and forethought. There are a number of significant considerations that can impact this strategy, and from our experience the biggest of them are:

Legal & Regulatory

While a vehicle disablement using an SID is legal in most states, there are a number of states where the device has been subject to some regulatory encroachment.

Some states have made consumer notice arduous in its requirements and lead-times, that it removes the tiger’s teeth. Many states treat the act of disablement as a “paper repossession”, which requires various notices and lead times to remain compliant.

635 Fritz Dr. Ste 210 Coppell, TX 75019 469-637-0150

Operational Planning & Staffing

You will need a SID/GPS administrator / analyst to manage a number of things, including: Monitoring for devices that

have gone offline and attempting to contact the borrower to schedule a repair / replacement.

Monitoring devices that have

recently gone offline that could have been tampered with by the borrower or their mechanic — and continuing to check if offline devices have come back online.

27

It is a good idea to centralize the

vehicle disablement process and have a well-documented record of all device disablements, re-enablements, and management will want to have a hand in making the call on any disablements.

Managing device installations —

while many lenders let the originating dealer install the device, it is a better idea to control this activity with your own installers or via a network of outsourced providers that exist.

Identifying vehicles and devices

that have tripped geo-fences of interest — in particular, known impound lots — this helps you to minimize the accumulation of runaway storage fees.

Manage device functionality

including setting ping cycles, drive / stop reports, and geofence reports — in particular for any delinquent accounts.

Renewal of GPS device airtime (this

is often done on a monthly basis).

GPS / SID Device Functionality & Quality

There are a number of devices (providers) available in the marketplace today. Choosing between various devices can be tough. It has been our experience that the following considerations are the most important in making your decision: Core device functionality — many

may choose to go with SID/GPS, while others may only want the GPS. Some devices have audible warnings, while others do not.

Today, there are GPS devices (GPS-only that is, no SID) that run on a self-contained battery and can be installed anywhere on the vehicle, thereby reducing the likelihood of tamper.

Website functionality and interface

— this is a big one that you really need to run by your GPS analyst, you want to give them the best tools to do their job. Website functionality really varies across providers. Further, device providers 28

Example of a Typical Lender P&L and the Impact of Engaging an SID/GPS Strategy PorWolio Size

$ 50,000,000

Annual Gross Charge-off

$ 11,250,000

Annual Recovery Rate

40%

Annual Recovery Dollars

$

4,500,000

Annual Charge-offs (Net of Recoveries)

$

6,750,000

Average Amt Financed

$

15,000

Es6mated Units Charged Off

750

Found Vehicle Rate

80%

Units Recovered

600

Incremental Units

Applica&on of SID/GPS Results Improvement in Units Recovered

23.9%

Total Recovered Repos

743.4

Improvement in Recovery Rate

20.6%

New Recovery Rate

48.2%

Incremental Dollars

143.4 $ 1,037,642

$ 927,000 $ 1,964,642

Improvement with SID/GPS (Annually) Figure 5. P&L Impact of Engaging an SID/GPS Strategy

vary in terms of the changes that you can make en-masse versus having to hunt and peck and make changes on a unit-by-unit basis.

Device installation / wiring sche matics — are they easily understandable or confusing and incoherent? Is it as easy to install on a Toyota Tercel as it is to install on a Mercedes Benz C Class?

The network that the devices run

on — is this network broadly available in your region or are there dead spots?

Reputable company with a prov en track record, quality hardware and software along with support for both users and consumers backed by a compliant data security infrastructure.

Summary

As you have seen, applying an SID/GPS strategy to a non-prime automotive lender can deliver substantial lift and bottom-line improvements to your P&L. For lenders that are interested in pursuing

this strategy, we have called out a number of operational, regulatory, and technical considerations that should be evaluated and continuously re-visited. Obviously, the issue of improving payment streams and controlling account roll through delinquency buckets is something that the SID itself delivers, and that is something that both PassTime and TruDecision are excited to evaluate in the coming year. The bottomline to many will be nothing more than cutting through the noise of the vast array of 3rd party products and services available to lenders, all promising to improve portfolio results. In this particular instance, the facts and the numbers are clear that an SID/GPS device can deliver bottom-line improvement to recoveries and the P&L. Joel Kennedy is Chief Operating Officer of TruDecision. Joel can be reached at 240-308-2169 or joel.kennedy@ trudecision.com.

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feature

Social Media Marketing for Independent Dealers

T

he automotive retail industry historically has not leveraged social media marketing to its fullest extent. On average, dealers — both franchise and independent — ran an average range of ads between 1 and 6 per month. Compare that to other retail industries, where companies like Home Depot and New York & Co. run dozens upon dozens of ads.

These other industries were early adopters of a key component of a great social media marketing campaign: one-size-DOESN’T-fit-all.

When dealerships run campaigns with a lack of diversity, they lose opportunities to connect shoppers with actual inventory relevant to their interests and needs. So, why does that matter? This approach often creates higher costs and marketing spends because shoppers who click through these ads bounce without taking an action or journeying across the website.

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Featured Presenter

by Dane Saville

Reunion Marketing

There’s a new way to approach social media marketing — an intelligent way.

You want to focus on ad variety. After all, your independent dealership doesn’t have just one type of buyer, correct?

You have truck buyers.

You have sedan buyers.

You have sport utility buyers.

You have buyers who want under a certain price.

You have buyers who want a certain trim or certain features.

You have buyers who are loyal to different brands, most of which you likely carry on your lot.

That means you shouldn’t have just one, two, or six ads.

You need up to 50 different ads that speak to segmented 29

audiences on Facebook. And that will vary based on your dealership’s specific market and circumstances, which are based on things like historical sales data, current market trends, and available inventory, as well as any analytics data if you have a Google Analytics account created so you can see what the search trends are that bring people to your dealership.

Best of all, when you approach paid Facebook marketing the right way, your ads get syndicated to Facebook Marketplace, Instagram, and other Facebook networks that ultimately reach the majority of car shoppers in your market in a far greater cost-efficient manner.

How This New Approach Compares to the Current Approach

Wordstream, a major marketing data company, conducted a study (see https://www.wordstream.com/blog/ ws/2017/02/28/facebook-advertising-benchmarks) and found that the average cost-per-click in automotive retail is $2.24 and the average clickthrough rate is 0.8%.

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An independent dealer located in Goldsboro, North Carolina, provides a great example — but certainly not the only one — of what you can accomplish with the new approach to Facebook advertising. This dealer has a 1.71% clickthrough rate (yes, more than double the average) and $0.28 cost-per-click (yes, a fraction of the average) for the month of April 2020.

Again… $2.24 vs. $0.28 … 0.8% vs. 1.71%.

When you speak to the individual and showcase different vehicles that they are most likely to buy based on some light targeting, you’re ensuring that you deliver ads with messaging that best matches your buyer’s intent and interest.

There are other factors at play to make this really work, but those insights will be reserved for my speaking session at TIADA’s event in August!

Dane Saville will be presenting at the TIADA Conference and Expo taking place taking place virtually from August 16-19.

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July/Special 2020

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Justin Browning — Browning’s Reliable Car

“I’m looking forward to talking with other dealers about their unique challenges and successes this year… the wisdom of the established and seasoned dealers, and also the new and disruptive ideas from the younger dealers.”

“As always there will be great presentations, speakers, and an exhibit hall. However, 2020 is different for me. Seeing, speaking with and listening to great Texas dealers and understanding their pain and successes is what I am looking forward to.”

“ There have been too many thing that have happened just in 2020. great conference to network and dealers have faced these new ch hear from our industry leaders o forward. ”

April Hanson — Coast to Coast Auto Group, Houston

Jose Engler — Irving Motors, San Antonio

Cesar Stark — S&S Motors, El Paso

“The TIADA conference creates a shared learning environment so Texas dealers can grow and learn from each other to better themselves and the automotive industry.”

“Networking with other dealers is my favorite part.

Every year I look forward to it the most.”

“Looking forward to this year’s TI to stay informed and up to date different challenges that 2020 ha with.”

MARKETING — BE ORIGINAL, GET NOTICED, SELL MORE. BUT HOW? 32

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T A B L

ALTERNATIVES TO IN-PERSON APPOINTMENTS (INCLUDING TEST DRIVES) MANAGING STAFF DURING THE PANDEMIC— MAKING IT UP AS WE GO ALONG T e x a s

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TIMELINE

S u n d a y, A u g u s t 1 6 5:00 p.m. - 9:00 p.m.

Virtual Conference Help Desk 6:30 p.m. - 9:00 p.m.

LIVE Virtual Expo

6:30 p.m - 7:10 p.m.

7:20 p.m. - 8:00 p.m.

8:10 p.m. -8: 50 p.m.

Dealer Roundtable Discussions

rs & Trucks, Wichita Falls

gs in our industry . This will be a d hear how other hallenges as well as on how we move

Greg Zak — Dixon Motors, Houston

“In my opinion it is the best conference to attend if you are a Texas Dealer. I always receive information from this event that I can go back to my dealership and put into practice. Not to mention the opportunity to network with my fellow dealers and learn from them is invaluable.

I WOULDN’T MISS IT FOR THE WORLD. I make money by just attending.”

M o n d a y, A u g u s t 1 7 8:00 a.m. - 4:30 p.m.

Virtual Conference Help Desk 8:00 a.m. - 4:30 p.m.

Virtual Expo

9:00 a.m. - 10:00 a.m.

10:30 a.m. - 11:30 a.m.

Breakout Sessions (3) 12:00 p.m. - 2:00 p.m.

LIVE Virtual Expo — Lunch on Your Own 2:00 p.m. - 2:40 p.m.

2:50 p.m. - 3:30 p.m.

3:40 p.m. - 4:20 p.m.

Dealer Roundtable Discussions Dave Gowins — Byrider, San Antonio

IADA Conference with all the as surprised us

“It will be my first conference to attend. I am excited to see and meet new dealers.”

Tu e s d a y, A u g u s t 1 8 8:00 a.m. - 3:00 p.m.

Virtual Conference Help Desk 8:00 a.m. - 3:00 p.m.

Virtual Expo

9:00 a.m. - 10:00 a.m.

10:30 a.m. - 11:30 a.m.

Breakout Sessions (3) 12:00 p.m. - 2:00 p.m.

E

T O P I C S

LIVE Virtual Expo — Lunch on Your Own 2:00 p.m. - 3:00 p.m.

Breakout Sessions (2)

W e d n e s d a y, A u g u s t 1 9 EXPANSION & CONTRACTION — PROS AND CONS OF ONE LOCATION VS MULTIPLE LOCATIONS ADDING CAR RENTAL TO YOUR DEALERSHIP July/Special 2020

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FRONTLINE READY — MAKING MONEY BEFORE THE SALE STRUGGLES OF A STARTING (BRAND NEW) DEALER D e a l e r

8:00 a.m. - 3:00 p.m.

Virtual Conference Help Desk 8:00 a.m. - 3:00 p.m.

Virtual Expo

9:00 a.m. - 10:00 a.m.

10:30 a.m. - 11:30 a.m.

Breakout Sessions (3) 12:00 p.m. - 2:00 p.m.

LIVE Virtual Expo — Lunch on Your Own 2:00 p.m. - 3:00 p.m.

Breakout Sessions (2) 33

M I X BHPH

A N D

M A TC H

When a Pandemic Forces Us to Revisit the Basics

The BHPH Exit Ramp Chuck Bonanno

Brent Carmichael

NIADA

NCM Associates

COMPLIANCE

F R O M

Remote Sales, Internet Sales, Appointment Only and Curbside Delivery - Know the Legal Minefields

Stay Tuned For Details

Eric Johnson & Andrea Cottrell Hudson Cook, LLP

TECHNOLOGY

LIVE

Amplifying SEM for a Measurable Sales Lift

PRESENTATIONS

with Q&A

Ron Morrison

OPPORTUNITIES

Pureinfluencer, LLC

MANAGEMENT

Coach Digital Tech into Your Dealership’s DNA: How to Get Buy-in and the Full Potential Out of Your Tools

How to Build It, Grow It, Protect It, and Die Happy!

Mark Burkholder Peachtree Planning

Kevin Roy CPA

SPECIAL FINANCE & RETAIL

One Size Doesn’t Fit All: A Dealer’s Guide to Facebook Ads

How to Earn HER Business Katie Mares

Katie Mares Consulting

Dane Saville

Reunion Marketing

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TAILOR YOUR EDUCATION...

5

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S E S S I O N S

BHPH Unplugged

In-Depth Q&A with Two Masters of Collections

National Dealer Panel Discussion

NCM Associates

Brent Carmichael Chuck Bonanno NIADA

Stay Legal and Compliant — Repos, Bankruptcies, Disclosures Michael W. Dunagan

Tax Audits: What to Expect & How to Stay Compliant

TIADA General Counsel

MORE

EDUCATION OPPORTUNITIES

THAN EVER choose up to 8 sessions

Paycheck Protection Program (PPP) and Other CARES Act Tax Planning David Wiggins

Finding the Right Financial Partner for BHPH — The Post Pandemic Sequel Ken Shilson

Subprime Analytics & NABD

TxDMV Is Here to Help Texas Department of Motor Vehicles Enforcement Division

Ad Copy Cures: Set a Positive Tone in Advertising PostPandemic

Survive and Thrive

by Understanding the Evolving Customer Journey

Lindsay Shearon

Reputation.com

Dealer OMG

Is the TIADA CPO Program Right For You? Dealer Panel Discussion

Ali Fawaz

HR Considerations During a Pandemic Joe Rivera

Naman Howell Smith & Lee

CLA

The Accelerated Future of Car Shopping and Buying Jessica Stafford

Autotrader & Kelley Blue Book

July/Special 2020

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BEST EDUCATION for Dealers TO GROW

Disruptive Innovation: Threat or Opportunity?

Tim Kintz

The Kintz Group

35

Thank You

TO

OUR

P L A T I N U M

L I M I T E D S P O N S O R S H I P & E X H I B I T I N G O P P O R T U N I T I E S AVA I L A B L E 36

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Sponsors

CURRENT G O L D

W Walker Auction Group W Walker Auction

Group

S I L V E R

S P E C I A L T Y

ACV AuCtions – Happy Hour

PrimALend CAPitAL – Meeting Digital Signage

B R O N Z E Auction Credit Enterprises

Auto Master Systems, Inc.

El Paso Independent Auto Auction Lobel Financial Neo

First Texas Auto Credit

AutoZoom

BlytzPay

Ignite Consulting Partners

MyCarCarePlan.com/Car Care Promotions Inc

Tax Refund Services–Tax Max

Wayne Reaves Software

C O N TA C T PAT T Y H U B E R AT PAT T Y. H U B E R @ T X I A D A . O R G / 5 1 2 . 3 1 0 . 9 7 9 5 July/Special 2020

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Virtual Conference A

FAQs

fter careful consideration, TIADA has announced we will be holding our first ever virtual conference & Expo.

This is a crucial time for the world and our industry, and with all the uncertainty in the marketplace we know our dealers want to be educated on the latest regulations and discuss the most pressing issues with leading experts and peers. While we will not meet in person this year, we are still very much a community and on August 16th – 19th we are going to host the greatest virtual conference ever and get connected. So, what will a virtual conference look like? We will try to answer some of the questions you may have but for the latest updates visit TiadaAnnualConference.com.

HOW MUCH WILL IT COST TO ATTEND THE VIRTUAL CONFERENCE?

Registration is $250 if you would like to attend the education. That includes education — up to 8 breakout sessions and 6 roundtables. Yes, we know this is a little more education than you would get during an inperson conference, but hey, you are worth it! All paid attendees will also be eligible for prizes throughout the conference. (The virtual expo will be FREE to anyone who would like to attend).

IS THE CONFERENCE ALL DAY LONG?

No, the conference agenda has changed a bit. The conference will start on August 16th, at 6:30 PM Sunday evening and wrap up by 3:00 PM on Wednesday, August 19th. The conference hours, including education sessions, roundtable discussions and the Expo will be between 9:00 AM and 3:00PM most days. We know you have a business to run so we have taken that into account. A more complete schedule of events can be found on page 25.

WHAT KIND OF EDUCATION CAN I EXPECT AT THE CONFERENCE?

The heart and soul of the TIADA Conference is our education – over 35 hours worth, in the course of four days.

While the quantity is impressive, attendees always talk about the quality. From owners and GM’s to your newest greenhorn staffers, the TIADA Virtual Conference & Expo has something for everyone.

LEARNING TRACKS – You’ll find over 20 hours of quality education, with concurrent breakout sessions. Breakout sessions will be offered on Monday, Tuesday and Wednesday and include; BHPH, Special Finance & Retail, Compliance, Management and Technology.

DEALER ROUNDTABLES – These discussions are held BY dealers FOR dealers, creating a remarkably open environment where some of the top professionals in the state will discuss best practices, share their honest opinions about the industry, and give you a chance to do so as well.

CAN I VIEW THE EDUCATION SESSIONS LATER?

Yes, we will record the education sessions and every paid attendee will have access to those sessions after the conference.

WILL I BE ABLE TO ASK QUESTIONS TO THE PRESENTER?

That is our goal, attendees should have the opportunity to send messages via chat and those questions will be answered as they come in with the panels or at the end of the presentation in most other sessions.

WILL WE STILL HAVE DEALER ROUNDTABLES AND HOW WILL THAT WORK?

Absolutely! It’s become a staple of our conference. Live dealer roundtables will be scheduled through two days. It will work just like a Go to Meeting session or Zoom meeting. You will be able to participate by computer or phone. Each roundtable will have a specific topic and moderator. One caveat, we can only allow 10 dealers per roundtable and there will be no jumping from table to table this year.

CAN MULTIPLE PEOPLE FROM MY DEALERSHIP ATTEND?

Yep, in fact that is what we encourage. Keep in mind, each attendee will need to be registered and have their own computer.

HOW WILL THE EXPO WORK?

This is going to be cool! During the expo hours you can navigate through the expo and “enter” our sponsors booths. There you will have multiple options. Depending on how the sponsors setup their booth, you can simply pick up material and put it in your virtual backpack, watch a video, schedule a meeting for later, drop your virtual business card for some prizes or even live chat with a representative. This will be the best opportunity for a dealer to vet various products and services from our unbelievable lineup of sponsors.

CAN I JUST ATTEND THE EXPO?

YES, and did I mention the expo is FREE? You will still need to register for the Conference and of course bring your own coffee, but if you just want to browse the expo while you are sitting at your desk having lunch this is the expo for you.

WILL I BE ABLE TO SPEAK TO A LIVE PERSON IN THE EXPO?

This will depend on the sponsor, but from what we are hearing, most sponsors will have live people manning their virtual booth so you can get all your questions answered and stop by to say hi to old friends.

Check out our conference agenda for LIVE times.

WILL THERE BE PRIZES JUST LIKE THE IN-PERSON CONFERENCE?

Would it be a conference without prizes? Of course, there will be some great prizes. You will need to be a paid registrant and present to win most of the prizes. But, we would argue the prizes will be even better than before.

WHAT IF I AM NOT VERY COMPUTER SAVVY?

We have you covered. The registration process is easy, and we have some smart, patient folks who will be on hand to help you out. We do encourage you make sure you have your web browser up to date. If you don’t know what that is, give us a call.

DOES IT MATTER WHAT ELECTRONIC DEVICE I USE?

The short answer is no, but for the best experience we encourage you use a desktop, laptop or tablet. Make sure your speakers and microphone are working. You can also use your phone if that is easier for you and again, we will have some of our favorite nerds on hand who can help you.

IF I ALREADY RESERVED A HOTEL ROOM WHAT SHOULD I DO?

The hotel may be open during that time (obviously with the pandemic it’s just too early to tell) but if you are looking for a little get away you could certainly go enjoy the JW Marriott Hill Country Resort & Spa but you will need to rebook your stay with the current prevailing rates.

No need to contact the hotel to cancel your reservation. The hotel has cancelled all reservations that were made specifically under our conference room block on Friday, July 10, 2020. You should have received a cancellation notice directly from the hotel at the email address you provided.

WHAT ABOUT THE BUSINESS OF THE ASSOCIATION, HOUSE OF DELEGATES, LEGISLATIVE AGENDA, ELECTION OF OFFICERS AND AWARDS?

We are postponing all the business of the association until we can all get together in person, whenever that is. This is top secret so don’t tell anyone.

WILL THIS BE THE BEST CONFERENCE EVER?

It will be the best virtual conference we have ever hosted! Thank you for being a part of it. Look forward to seeing you there.

And remember, for the latest TIADA Conference and Expo updates and to register, visit TiadaAnnualConference.com.

TIADA Auction App turns your phone into

CASH

*

Score savings on your phone with coupons that range from $75 to $250 each on buy-sell fees.

*Only available to current TIADA dealer members. Cash only represents redeemed discount value and does not mean actual currency.

2020 TIADA Vendor Directory A Complete Listing of TIADA’s Associate Members compiled by Texas Dealer staff The following is a complete list of the current associate members of TIADA as of June 15, 2020. A listing with an asterisk (*) indicates the member advertises in this magazine and a highlighted listing indicates the member is an Annual Conference sponsor at the specialty, silver, gold or platinum level. Entries are alphabetical by category. Categories are: Auction; Consulting/Education; CPA/Accounting; Credit Services; CRM; Dealer Management Software; Dealer Supplies & Services; Digital Marketing/SEO; Finance/ Banking; Floorplan; Forms/Printing; GPS Payment Protection/Recovery; Insurance; Legal Services; Other; Payment Processing; Service Contracts; Software; Vehicle History Reports; Vehicle Listing.

Alliance Auto Auction of Longview

AUCTION ADESA Houston *ACV Auctions (Inside Front Cover)

640 Ellicott Street Buffalo, NY 14203 Contact: Adam Lepage Phone: 832.675.1317 • Fax: 716.845.7531 Email: alepage@acvauctions.com Website: www.acvauctions.com ACV Auctions is the nation’s fastest growing independent auto auction. With end-to-end service, dealers no longer need to leave the lot to find great inventory across the US. ACVAuctions.com, the premier online auto auction.

________________________________

ADESA Austin, Inc.

2108 Ferguson Lane Austin, TX 78754 Contact: Rich Levene Phone: 512.873.4000 • Fax: 512.873.4022 Email: rich.levene@adesa.com Website: www.adesa.com ADESA offer a full service auction, reconditioning, logistical and other vehicle related services to meet the remarketing needs of both its institutional and dealer customers.

________________________________

ADESA Dallas

3501 Lancaster Hutchins Road Hutchins, TX 75141 Contact: Eric Jenkins Phone: 972.284.6000 Email: eric.jenkins@adesa.com Website: https://www.adesa.com/auction_ location/adesa-dallas/ ADESA offer a full service auction, reconditioning, logistical and other vehicle related services to meet the remarketing needs of both its institutional and dealer customers.

________________________________

4526 N Sam Houston Pkwy West Houston, TX 77086 Contact: Angela Williams Phone: 281.885.5201 • Fax: 281.580.8030 Email: angela.williams1@adesa.com Website: www.adesa.com/Houston ADESA offer a full service auction, reconditioning, logistical and other vehicle related services to meet the remarketing needs of both its institutional and dealer customers.

________________________________

ADESA San Antonio

200 S. Callaghan Road San Antonio, TX 78227 Contact: Clif Sprenger Phone: 210.434.4999 • Fax: 210.431.0645 Email: clifton.sprenger@adesa.com Website: www.adesa.com ADESA offer a full service auction, reconditioning, logistical and other vehicle related services to meet the remarketing needs of both its institutional and dealer customers.

________________________________ Alliance Auto Auction of Abilene

6657 US Hwy 80 W Abilene, TX 79605 Contact: Tim Bartley Phone: 325.698.4391 • Fax: 325.691.0263 Email: ap.abilene@allianceautoauction.com Website: www.allianceautoauction.com Dealer Only Auto Auction

________________________________ Alliance Auto Auction of Dallas

9426 Lakefield Blvd Dallas, TX 75220 Contact: Christopher Dean Phone: 214.646.3136 • Fax: 469.828.8225 Email: ap.dallas@allianceautoauction.com Website: www.allianceautoauction.com NAAA Member with Simulcast, OVE, Recon Services, Pre & Post Sale Inspections

6000 SE Loop 281 Longview, TX 75602 Contact: Chris Barile Phone: 903.212.2955 • Fax: 903.212.2956 Email: chris.barile@allianceautoauction.com Website: allianceautoauction.com Dealer Only Auto Auction

________________________________ Alliance Auto Auction of Waco

15735 North Interstate 35 Elm Mott, TX 76640 Contact: Carmen Klaus Phone: 254.829.0123 • Fax: 254.829.1298 Email: cklaus@myalliance.com Website: allianceautoauction.com Dealer Only Auto Auction

________________________________ Ally SmartAuction

500 Woodward Avenue Detroit, MI 48226 Contact: Kimela Rich Phone: 469.203.2921 Email: kimela.rich@ally.com Website: www.ally.com/dealer/smartauction/ Industry-leading online auction. Franchise and independent dealers have purchased nearly 5 million vehicles since 2000.

________________________________

America’s Auto Auction - Austin

16611 IH-35 Buda, TX 78610 Contact: Jamie McCollum Phone: 512.268.6600 Email: jamie.mccollum@americasautoauction.com Website: www.AmericasAutoAuction.com We are a Wholesale Automobile Auction specializing in selling New Car Trades.

________________________________

________________________________

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America’s Auto Auction - Dallas

219 N Loop 12 Irving, TX 75061 Contact: Alden Ireland Phone: 972.445.1044 • Fax: 972.591.2742 Email: Alden.Ireland@americasautoauction.com Website: www.AmericasAutoAuction.com We are a Wholesale Automobile Auction specializing in selling New Car Trades.

________________________________

*BacklotCars (Pg. 42)

America’s Auto Auction - North Houston

1440 FM 3083 Conroe, TX 77301 Contact: Buddy Cheney Phone: 936.788.2881 • Fax: 936.788.2842 Email: Buddy.Cheney@AmericasAutoAuction.com Website: www.americasautoauction.com Dealer only wholesale auction. Tuesday’s at 1pm. New Car Trades and Credit Acceptance.

1100 Main Street, #1500 Kansas City, MO 64105 Contact: Christina Panagakos Phone: 855.925.2252 • Fax: 816.222.0809 Email: christina.panagakos@backlotcars.com Website: www.backlotcars.com Backlot Cars is an online platform for car dealers to buy and sell wholesale inventory.

________________________________

________________________________ AutoNation Auto Auction Houston

America’s Auto Auction - Houston 1826 Almeda Genoa Road Houston, TX 77047 Contact: Ben Nash Phone: 281.819.3600 • Fax: 281.819.3601 Email: Ben.Nash@AmericasAutoAuction.com Website: www.americasautoauction.com Wholesale Auto Auction with full service Recon Center

________________________________

608 W. Mitchell Road Houston, TX 77037 Contact: Juan Gallo Phone: 281.506.3220 • Fax: 281.506.3866 Email: galloj@autonation.com Website: www.autonation.com An auction built to purchase exclusive trade-ins from America’s largest automotive retailer. We offer friendly, knowledgeable staff in a no-nonsense, simple approach to business.

________________________________

Big Valley Auto Auction - Donna

4315 Hutto Road Donna, TX 78537 Contact: Maria Acuna Phone: 956.461.9000 Email: maria@bigvalleyaa.com Website: www.bigvalleyaa.com With our 50 franchise dealers in the Rio Grande Valley and more than 2000 registered dealers, we offer a Big Time Auction Experience.

________________________________

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Corpus Christi Auto Auction

2149 IH-69 Access Road Corpus Christi, TX 78380 Contact: Hunter Dunn Phone: 361.767.4100 • Fax: 361.767.9840 Email: hdunn@saaatx.com Website: www.CorpusChristiAutoAuction.com Family owned and operated, W. Walker Auction Group has been serving the South Texas area for over 25 years. Connecting buyers and sellers, we strive to treat everyone like family.

IAA

Two Westbrook Corporate Center, 10th Floor Westchester, IL 60154 Contact: Laura Marchiafava Phone: 708.492.7231 Email: LMarchia@IAAI.com Website: www.iaai.com IAA works with dealerships, fleet and finance companies, and government agencies to sell thousands of high mileage, lightly damanged repossessed and abandoned vehicles every year.

Manheim El Paso

________________________________

________________________________

485 Coates Drive El Paso, TX 79932 Contact: Maria Fierro Phone: 915.585.5206 • Fax: 915.581.9645 Email: maria.fierro@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

E-Dealer Direct

Lake Charles Auto Auction

________________________________

1005 N Mesa Street El Paso, TX 79902 Contact: Victor Valenzuela Phone: 972.900.1291 Email: chris@edealerdirect.com Website: www.edealerdirect.com On-line Auction to buy and sell vehicles.

________________________________ *EPI El Paso (Pg. 55)

7930 Artcraft Road El Paso, TX 79932 Contact: Luke Pidgeon Phone: 915.496.6052 • Fax: 915.587.6701 Email: luke@epiaa.com Website: www.epiaa.com Full service, in-lane & online wholesale auto auction

________________________________

2435 Broad Street Lake Charles, TX 70601 Contact: Matt Pedersen Phone: 337.433.8664 Email: matt@lcaa.com Website: www.lcaa.com LCAA has been family-owned and operated since 1991. We have 4 lanes running vehicles from 35+ New Car Stores, Independents, Fleet, Lease, Repo and more.

________________________________ Lufkin Dealers Auto Auction

2109 N. John Redditt Drive Lufkin, TX 75904 Contact: Wayne Cook Phone: 936.632.4290 • Fax: 936.632.4218 Email: lufkinauction@yahoo.com

________________________________

Greater Tyler Auto Auction

11654 Hwy. 64 W Tyler, TX 75704 Contact: Wayne Cook Phone: 903.597.2800 • Fax: 903.597.3848 Email: officemanager@greatertyleraa.com Website: www.greatertylerautoauction.com Sale Tuesday’s 5 PM, Edge Pipeline Simulcast 4 Lanes, Member: NAAA, TIADA, Founders Group

Manheim Dallas

________________________________

5333 W. Kiest Blvd.

Dallas, TX 75236 Contact: Rich Curtis Phone: 214.467.6242 Email: Rich.Curtis@coxautoinc.com Website: www.manheim.com Manheim Dallas 5,500 plus vehicles every week!

Auctions every Tuesday/Wednesday/Friday!

Houston Auto Auction

________________________________

2000 Cavalcade Houston, TX 77009 Contact: Tim Bowers Phone: 713.644.5566 • Fax: 713.644.0889 Email: timbowers@houstonaa.com Website: www.houstonautoauction.com Dealer-Only Auction every Tuesday at 1 p.m.

Variety of sellers includes Local Dealers; Bank/ Credit Unions; Government Entities; Oil/Gas/ Utility, Fleet/Lease companies.

________________________________

Manheim Dallas-Fort Worth

12101 Trinity Blvd.

Fort Worth, TX 76040 Contact: Nicole Graham-Ponce Phone: 817.399-4000 • Fax: 817.399.4251 Email: nicole.graham@coxautoinc.com Website: www.manheim.com/locations/DFWA Dealer only automobile auction in the DFW metroplex offering Ford Factory, RV/Boat, Mobile, and Weekly sales.

________________________________

Manheim Houston

14450 West Road Houston, TX 77041 Contact: Brian Walker Phone: 281.955.4667 Email: brian.walker@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

________________________________

Manheim San Antonio

2042 Ackerman Road San Antonio, TX 78219 Contact: Mike Browning Phone: 210.662.3135 • Fax: 210.662.3197 Email: mike.browning@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

________________________________

Manheim Texas Hobby

8215 Kopman Road Houston, TX 77061 Contact: Darren Slack Phone: 713.649.8233 • Fax: 713.640.8395 Email: Darren.Slack@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

________________________________ Metro Auto Auction - Dallas

1836 Midway Road Lewisville, TX 75056 Contact: Ashley Weston Phone: 972.492.0900 Email: aweston@metroaa.com Website: www.metroaa.com We are a used car auto auction that provides outstanding inventory and service to our used car dealers.

________________________________

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San Antonio Auto Auction

13510 Toepperwein Road San Antonio, TX 78233 Contact: Brandon Walston Phone: 210.298.5477 Email: bwalston@saaatx.com Website: www.SanAntonioAutoAuction.com Family owned and operated, W. Walker Auction Group has been serving the South Texas area for over 25 years. Connecting buyers and sellers, we strive to treat everyone like family.

________________________________ Texas Lone Star Auto Auction

2205 Country Club Drive Carrollton, TX 75006 Contact: Patrick Stevens Phone: 214.483.3597 • Fax: 214.483.3814 Email: pstevens@xlerategroup.com Website: www.tlsaa.com Auction held every Tuesday and Thursday @ 2PM Selling Mainly Franchise Trades

________________________________

*Texas Lone Star Auto Auction - Lubbock (Pg. 8)

2706 E. Slaton Road Lubbock, TX 79404 Contact: Dale Martin Phone: 806.745.6606 • Fax: 806.745.9280 Email: dale@lsaalubbock.com Website: www.lsaalubbock.com We are an 8 lane, 36 acre auction running 800+ weekly. The largest selection from Dallas to Phoenix. Big city inventory with small town service.

________________________________ Victoria Auto Auction

835 Industrial Park Drive Victoria, TX 77905 Contact: Shelly Griffin Phone: 361.576.0058 • Fax: 361.578.2262 Email: shelly@victoriaautoauction.com Website: www.victoriaautoauction.com

________________________________ CONSULTING/EDUCATION AFS Dealers LLC

15124 Hidden Oaks Run Huntertown, IN 46748 Contact: Bill Elizondo Phone: 972.322.0730 • Fax: 941.270.4377 Email: bill@afsdealers.com Website: www.afsdealers.com Buy Here Pay Here / Lease Here Pay Here, Software, Training, Consulting -Successful business processes, consulting services and dealership management software to buy here pay here and lease here pay here dealers.

________________________________

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BlytzPay, LLC

13937 South Sprague Lane, Suite 100 Draper, UT 84020 Contact: Trevor Atwood Phone: 801.658.2212 Email: trevor@blytzpay.com Website: www.blytzpay.com

________________________________

*Buckeye Dealership Consulting (Pg. 23)

100 Marwood Circle Boardman, OH 44512 Contact: A.J. Johnson Phone: 330.726.9030 • Fax: 330.319.7895 Email: info@BuckeyeReinsurance.com Website: www.BuckeyeReinsurance.com Buckeye is a reinsurance provider for Independent Dealers delivering products such as Warranties, VSC, CPI, GAP, & more

________________________________ ComplyNet, LLC

7300 N. Cicero Avenue, Suite 202 Lincolnwood, IL 60712 Contact: Adam Crowell Phone: 614.634.8843 Email: adam.crowell@complynet.com Website: www.complynet.com Founded in 1994, ComplyNet has emerged as an automotive industry leader in Environmental Health & Safety, Sales, Finance, Human Resources, and Information Security compliance management solutions.

________________________________ Drive Easy Auto Services

18601 LBJ Fwy, Suite 722 Mesquite, TX 75150 Contact: Brian Baker Phone: 214.802.2090 Email: brianb@driveasytoday.com Website: www.driveasytoday.com We are a Texas based consulting firm that specializes in assisting Buy Here -Pay dealers.

________________________________ Ignite Consulting Partners

301 Commerce Street, Suite 2360 Fort Worth, TX 76102 Contact: Steve Levine Phone: 817.875.0621 Email: steve.levine@ignitecp.com Website: www.IgniteConsultingPartners.com Ignite provides compliance, technology and implementation consulting services to the consmer finance industry.

________________________________

CPA/ACCOUNTING

CLA

5001 Spring Valley, Suite 600W Dallas, TX 75244 Contact: Mitch Seward Phone: 972.383.5700 • Fax: 972.383.5750 Email: Mitch.seward@claconnect.com Website: www.CLAconnect.com/dealerships CPAs and consultants with deep industry experience to help drive dealerships and owners to financial success.

________________________________ CMOR Solutions, LLC

10655 Six Pines Drive #215 The Woodlands, TX 77380 Contact: Corey Morrissey Phone: 832.944.4228 • Fax: 832.944.4228 Email: corey@cmorsolutions.com Website: www.cmorsolutions.com Bookkeeping, IDMS to QB Integration Specialists, API Automation Solutions, HR Payroll Solutions, Social Media.

________________________________ HHM CPAs

1200 Market Street Chattanooga, TN 37402 Contact: Kim Cooley Phone: 423.756-7771 x-16 • Fax: 423-265-8125 Email: kcooley@hhmcpas.com Website: www.hhmcpas.com HHM CPAs is a certified public accounting firm that specializes in traditional and non-traditional accounting and tax services for dealerships. We serve over 300 rooftops across the nation.

________________________________ Lane Gorman Trubitt, LLC

2626 Howell Street, Suite 700 Dallas, TX 75204 Contact: Collin Kanelakos Phone: 214.461.1517 • Fax: 214.871.0011 Email: ckanelakos@lgt-cpa.com Website: www.lgt-cpa.com With a dedicated automotive team, LGT has the industry experience to serve your accounting needs.

________________________________ Shilson, Goldberg, Cheung & Associates, LLP

2180 N. Loop W., Suite 260 Houston, TX 77018 Contact: Jason Cheung Phone: 713.290.8171 • Fax: 713.290.8183 Email: jasonc@sgcaccounting.com Website: www.sgcaccounting.com CPA firm serving BHPH dealers and related finance companies across the country

________________________________

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Tax Refund Services Tax Max

7815 Temple Terrace Hwy Tampa, FL 33637 Contact: Bill Neylan Phone: 813.987.2199 • Fax: 813.983.0187 Email: trs@taxrefundservices.com Website: www.taxmax.com We route customer’s tax refunds directly to the dealership to use for down payments.

________________________________ TVO Tax Services, LLC

1630 Sweetwater Lane Prosper, TX 75078 Contact: Douglas Popino Phone: 214.220.9315 Email: dougpopinotvii@yahoo.com

MicroBilt Corporation

CREDIT SERVICES 700Credit

31440 Northwestern Hwy., Suite 250 Farmington Hills, MI 48334 Contact: Britney Fischer Phone: (313) 749-0182 • Fax: 800-515-4870 Email: bfischer@700credit.com Website: www.700credit.com The leader in credit reports, compliance and soft pull solutions designed for the automotive industry. Offering quick and easy access to the information you need about your customers.

________________________________

1640 Airport Road, Suite 115 Kennesaw, GA 30144 Contact: Laura Anghel Phone: 800.884.4747 • Fax: 813.289.5557 Email: Laura_Anghel@microbilt.com Website: www.microbilt.com MicroBilt is the leading data provider for Auto Dealerships. Our suite of products and services provide timely and accurate information for better business decisions.

________________________________ CRM

AutoZoom

________________________________ Xavier Reyna, CPA

8433 Katy Freeway, Suite 250 Houston, TX 77024 Contact: Xavier Reyna Phone: 713.952.1712 • Fax: 281.605.4537 Email: xreyna@wt.net Website: www.xavierpc.com

9001 Airport Freeway, Suite 760 North Richland Hills, TX 76180 Contact: Scott Carlson Phone: 888.493.6891 x712 • Fax: 817.605.8773 Email: scottcarlson@autozoom.com Website: www.autozoom.com/bhph We build Custom-Fit Scoring models for used-car financing dealerships.

________________________________

________________________________

*AutoRaptor CRM (Pg. 31)

144 Westminster Street, Suite 200 Providence, RI 02903 Contact: Jamie Trenholm Phone: 401.421.6533 Email: sales@autoraptor.com Website: www.AutoRaptor.com Organize leads, streamline communication, optimize sales opportunities, and maintain accountability with our powerful lead management technology.

________________________________

DRIVING GROWTH KEEP YOUR CUSTOMERS. KEEP YOUR PROFITS.

Fast, No-Hassle Lending.

CALL NOW TO REACH YOUR FULL POTENTIAL!

972-239-6668

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DEALER MANAGEMENT SOFTWARE ABCoA / Deal Pack

PO Box 54221 Jacksonville, FL 32245 Contact: Evelyn Hedy Phone: 800.526.5832 • Fax: 904.354.6332 Email: ehedy@abcoa.com Website: www.dealpack.com ABCoA Deal Pack, a complete Dealer and Loan Management system; visit www.dealpack.com for more information.

AutoAction

10810 Katy Freeway, Suite 103 Houston, TX 77043 Contact: Ramzi Sabra Phone: 713.827.0777 • Fax: 713.827.0771 Email: rsabra@wiseit.com Website: www.autoactiondms.com Dealership Management Software for Independent Dealers

________________________________ AutoMatrix Dealer Software

________________________________ Auto Master Systems, Inc.

9772 Whithorn Drive Houston, TX 77095 Contact: Mike Downey Phone: 855.992.9913 • Fax: 765.384.4378 Email: mike@auto-master.com Website: www.auto-master.com Auto Master Systems, Inc. is the top BHPH/ LHPH/indirect lending customizable solution in the industry for the lasts 31 years for selffinancing dealers.

21025 NW 2nd Avenue Miami Gardens, FL 33169 Contact: Gabriela Farahmand Phone: 954.228.8595 Email: gaby@automatrix.com Website: www.automatrix.com AutoMatrix offers an End-to-End dealer management software solution designed exclusively for the Buy Here Pay Here BHPH and Independent Used Car Dealer.

________________________________

CPS - Computer Programming Services, Inc.

1616 West Berry Street Fort Worth, TX 76110 Contact: Debra Flanagan Phone: 817.927.5994 • Fax: 817.927.0040 Email: debra@cpscars.com Website: wincarsdms.com Designed for the BHPH dealer...strong collection module...manage vehicle cost...print/track Third Party deals.

________________________________ DealerCenter

4751 Wilshire Boulevard, Suite 205 Los Angeles, CA 90010 Contact: Barry Lane Phone: 323.746.6087 • Fax: 323.692.4092 Email: blane@dealercenter.com Website: www.dealercenter.com Leading provider of web-based dealer management solutions supporting the independent auto dealer.

________________________________

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O’Reilly Auto Parts Integrated Parts Operations DealerSocket

7301 North State Hwy 161 Irving, TX 75059 Contact: Shelly Del Rosario Phone: 949.900.3000 • Fax: 949.535.1586 Email: sdelrosario@dealersocket.com Website: www.dealersocket.com DealerSocket provides software for the automotive industry that helps dealers while improving customer experience.

________________________________

*AutoZone (Pg. 48)

123 South Front Street Memphis, TN 38103 Contact: Chuck Helmer Phone: 619.549.6549 • Fax: 866.354.2922 Email: chuck.helmer@autozone.com Website: www.autozonepro.com Quality aftermarket automotive parts, tools, equipment and accessories.

________________________________ Brown & Brown Dealer Services-DAI

*Frazer Computing, Inc. (Pg. 12)

6196 Us Highway 11 Canton, NY 13617 Contact: Jake Morley Phone: 888.963.5369 • Fax: 888.963.3366 Email: jakemorley@frazer.com Website: www.frazer.com Providers of Dealer Management Software to over 4,000 Texas dealers.

________________________________

2425 W Pioneer Pkwy #100 Arlington, TX 76013 Phone: 817.832-8358 • Fax: 817.704.4626 Email: zane@dealerassociates.com Website: www.dealerassociates.com Brown & Brown Dealer Services-DAI offers customized programs, products, consultation, and training to maximize YOUR performance, retention, and customer satisfaction. A full service from reinsurance to F&I products to grow your dealership.

________________________________ Car Care Promotions MyCarCarePlan.com

*Wayne Reaves Software & Websites (Pg. 17)

6211 Thomaston Road Macon, GA 31220 Contact: Bob Higgins Phone: 800.701.8082 • Fax: 478.477.5062 Email: bob@waynereaves.com Website: www.waynereaves.com Online dealer management software and responsive websites. Affordable, easy to use and enjoyed by thousands of dealers since the 1980’s.

7730 Meadow Park Drive #103 Dallas, TX 75230 Contact: Joe Gast Phone: 214.801.2195 Email: joe.gast@carcarepromotions.com Website: www.mycarcareplan.com The Complimentary 2 Year Maintenance Plan is a powerful tool for closing more sales, holding your gross and standing out over the competition.

________________________________ ________________________________ Great American Automotive Products DEALER SUPPLIES & SERVICES Auto Data Direct, Inc.

1830 East Park Avenue, Suite #1 Tallahassee, FL 32301 Contact: Michael Samaan Phone: 850.877.8804 • Fax: 850.877.5910 Email: marketing@add123.com Website: www.add123.com ADD provides point-of-sale products, real-time vehicle data, and web-based tools for dealers.

________________________________

6701 Concord Park Drive Houston, TX 77040 Contact: Julie Byer Phone: 713.744.7823 Email: julieb@gabp.com Website: www.gabpauto.com Deal Jackets, Key Tags, Flags, Windshield Stickers, Balloons, License Plate Products, Buyers Guides and more!

________________________________ Legacy Dealer Services

212 Highland Terrace Norman, OK 73069 Contact: Billy Moss Phone: 405.834.1235 Email: bcmossjr@aol.com Website: www.legacydealerservices.com

________________________________

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233 South Patterson Avenue Springfield, MO 65802 Contact: Heath Johnson Phone: 417.873.2068 Email: hjohnson9@oreillyauto.com Website: www.oreillyauto.com O’Reilly Integrated Parts Operations (IPO) is committed to providing industry leading customer service, reducing administrative costs and eliminating inventory overhead.

________________________________ Pep Boys

3111 West Allegheny Avenue Philadelphia, PA 19132 Contact: Roger Lakey Phone: 800.555.FLEET Email: roger_lakey@pepboys.com Website: www.fleetservice@pepboys.com Complete Automotive Repairs and Maintenance.

Over 1000+ Company Owned Stores Over 9000+ Service Bays Your One-Stop Shop!

________________________________ Quickview Technologies, Inc.

3939 Belt Line Rd Suite 190 Addison, TX 75001 Contact: Harmon “HS” Hardy Phone: 972.490.5566 Email: hshardy@qvti.com Website: www.qvti.com Provides access to TxDMV real-time motor vehicle records and WebDEALER Titling services.

________________________________ SpectrumVoIP

7600 Windrose Avenue, Suite 350 Plano, TX 75024 Contact: David Stephenson Phone: 972.312.0388 Email: dstephenson@spectrumvoip.com Website: www.spectrumvoip.com SpectrumVoIP, Inc. is an award-winning global service provider of cloud unified communications.

________________________________ Thoroughbred Dealer Services INC.

5968 Atlanta Highway Flowery Branch, GA 30542 Contact: Bobby Whiten Phone: 888.577.9809 Email: rwhitenii@gmail.com Website: www.dealerprelicense.com Thoroughbred Dealer Services is a one-stop-shop for insurance, bonds, and corporate filing. TDS succeeds when its independent car dealers succeed.

________________________________

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DIGITAL MARKETING/SEO AutosnapLive

3329 Vintage Drive Round Rock, TX 78664 Contact: Dan Gardner Phone: 512.751.1686 Email: dangardner@autosnaplive.com Website: www.AutosnapLive.com AutosnapLive creates the world’s best vehicle images.

________________________________ BirdEye

250 Cambridge Avenue, Suite 103 Palo Alto, CA 94306 Contact: Danielle Palamara Phone: 800.561.3357 Email: danielle.palamara@birdeye.com Website: www.birdeye.com BirdEye is a comprehensive customer experience platform. More than 50,000 businesses of all sizes & across industries use BirdEye every day to be found online, be chosen by customers with interactions & be the best business with survey and insights tools.

Dealer OMG - Dealer Online Marketing Group

fusionZone Automotive

8830 Business Park Drive, Suite 100 Austin, TX 78759 Contact: Andrew Street Phone: 512.436.9677 Email: andrew@dealeromg.com Website: www.dealeromg.com We are specialists in Facebook/Instagram marketing for car dealerships.

402 S Kentucky Avenue, Suite 500 Lakeland, FL 33801 Contact: Andrew Somoza Phone: 404.434.3876 Email: asomoza@fzautomotive.com Website: www.fzautomotive.com At fusionZONE we use powerful analytics platforms to monitor and measure our websites for customer experience excellence and lead generation.

________________________________

________________________________

Dealerwebb Services

V12 Software Inc., an EveryCarOnline Company

7171 Highway 6 North, Suite 209 Houston, TX 77095 Contact: Scott Webb Phone: 832.688.8851 Email: swebb@dealerwebb.com Website: www.dealerwebb.com With over 20 years of industry experience, Dealerwebb knows how to attract and convert your dealerships website traffic into quality leads.

________________________________

2368 Walsh Avenue Santa Clara, CA 95051 Contact: Staci van Wyk Phone: 650.284.0496 • Fax: 650.268.9660 Email: staci@v12software.com Website: www.v12software.com V12Software.com is everything you need to manage and market your dealership online.

Increase your online exposure overnight, with our CraigsList Power Ads and increase daily traffic to your website.

________________________________

________________________________ DIRECT MARKETING Car Market Solutions, LLC

73 Finch Court Naperville, IL 60565-2327 Contact: Ben Misra Phone: 630.781.3192 Email: ben@carmarketsolutions.com Website: www.carmarketsolutions.com Our company is designed to take charge and control of all the moving parts of auto dealer advertising, giving the dealer more time to sell cars. We provide inbound and outbound call centers, call tracking and call analytics.

________________________________ FINANCE/BANKING Alamo Financial

1580 S. Main Street, Suite 102 Boerne, TX 78006 Contact: Eric Batchelor Phone: 210.530.0500 • Fax: 830.331.2001 Email: eric@alamofinancialcorp.com Website: www.alamofinancialcorp.com Purchase Finance Contracts/Account Servicing for BHPH Dealers.

________________________________

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American Credit Acceptance

961 East Main Street Spartanburg, SC 29302 Contact: Melody Vega Phone: (864) 504-3760 Email: Melody.Vega@ACAcceptance.com Website: www.Spartan-Partners.com American Credit Acceptance is a sub-prime auto finance company providing point-of-sale financial solutions from coast-to-coast.

________________________________

Dealer Prodigy

500 E Whitestone Blvd, #3577 Cedar Park, TX 78613 Contact: Robert McKie Phone: 952.221.9238 • Fax: 512.248.8901 Email: dealerprodigy@outlook.com Website: www.dealerprodigy.com Dealer Prodigy (DP) provides used vehicle financing for independent dealership customers.

________________________________

________________________________

*First Texas Auto Credit (Pg. 27)

635 Fritz Drive, Suite 210 Coppell, TX 75019 Contact: Kevin Lawson Phone: 469.637.0101 • Fax: 469.637.0110 Email: klawson@ftautocredit.com Website: www.firsttexasautocredit.com Auto finance company specializing in the deep sub-prime market.

________________________________

Car Financial Services, Inc.

1000 South Main Street, Suite 100 Grapevine, TX 76051 Contact: Perry Allen Phone: 972.538.2030 Email: perry.allen@carfinancial.com Website: www.carfinancial.com CAR Financial has a proven track record of over 25 years in the Auto Finance industry and can customize a purchase/service program that meets your needs.

________________________________ Car Financial Services, Inc. San Antonio

8503 Broadway, Suite 112 San Antonio, TX 78217 Contact: Alfred Reveles Phone: 210.544.5709 • Fax: 210.930.3202 Email: jose.reveles@carfinancial.com Website: www.carfinancial.com Account Bulk Purchase Program (BULK), Floor Plan, Payment Interval Purchase Program (PIPP) and Portfolio Servicing.

Frost Bank

640 Taylor Street Fort Worth, TX 76102 Contact: Clint Cockerell Phone: 817.420.5407 Email: clint.cockerell@frostbank.com Website: www.frostbank.com Traditional Banking, Investments and Insurance services.

________________________________ Jett Vehicle Finance

17555 El Camino Real, Suite 200 Houston, TX 77058 Contact: Mary Butler Phone: 877.486.5388 Email: loans@jettfinance.com Website: www.jettfinance.com Auto Finance Company

________________________________ Lending Mojo

________________________________ Credihogar, LLC

PO Box 2802 Frisco, TX 75034 Contact: Mauricio Galvan Phone: 888.503.3298 • Fax: 214.382.9445 Email: mauricio.galvan@credihogar.com Website: www.credihogar.com Finance company specialized in non-prime auto loans. Credihogar buys individual loans and portfolios of existing loans from dealerships and independent auto lots.

________________________________

1020 NE Loop 410, Suite 360 San Antonio, TX 78209-1226 Contact: Branch Manager Phone: 210.541.9500 • Fax: 888.543.9742 Email: marketing@lobelfinancial.com Website: www.lobelfinancial.com/dealers Lobel Financial is a technology-based, privately held consumer finance company that specializes in the acquisition and servicing of prime to sub-prime motor vehicle retail installment sales contracts.

________________________________

Auto One Acceptance, LLC.

1111 W Mockingbird Lane, Suite 260 Dallas, TX 75247 Contact: Jesse Hernandez Phone: 972.581.0185 • Fax: 972.827.3713 Email: jhernandez@autooneacceptance.com Website: www.autooneacceptance.com/ Portfolio purchasing for BHPH dealers (Compras de Portafolios).

*LOBEL FINANCIAL (Pg. 5)

521 5th Avenue, 17th floor New York City, NY 10175 Contact: John Filipas Phone: 646.791.9720 • Fax: 646.924.3660 Email: john@lendingmojo.com Website: www.lendingmojo.com Lending Mojo is an easy to use financing platform for consumer and commercial needs.

________________________________

Mid-Atlantic Finance Company

515 N. Sam Houston Pkwy #180 Houston, TX 77060 Contact: Frank Torres Phone: 866.707.6131 x389 • Fax: 727.324.1388 Email: frankt@midfinance.com

________________________________ Motor Finance Co

1011 Camden San Antonio, TX 78215 Contact: Kim Stehle Phone: 210.227.9191 • Fax: 210.227.1451 Email: kim@motorfinanceco.com

________________________________ National Auto Lenders, Inc

14645 NW 77th Avenue, Suite 203 Miami Lakes, FL 33014 Contact: Nereida Burgos Phone: 305.828.8888 • Fax: 305.722.3646 Email: nereidaburgos@nalenders.com Website: www.nalenders.com

________________________________ PFS Auto Finance of Texas LLC

PO Box 811 Spartanburg, SC 29304 Contact: Trey Muir Phone: 706.621.9895 • Fax: 864.237.6094 Email: trey.muir@pfs-corp.net Website: www.pfs-corp.net Subprime lender with local branches, local buyers, fast funding. “Common sense loans at uncommon speed®”

________________________________ *PrimaLend Capital Partners (Pg. 47)

10300 N. Central Expressway, Suite 410 Dallas, TX 75231 Contact: Todd Yates Phone: 972.239.6668 • Fax: 972.239.6010 Email: tyates@primalend.com Website: www.primalend.com Provides NO HASSLE revolving lines of credit and inventory floor plans to independent auto dealers and finance companies nationwide.

________________________________

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The Innovate Companies Pronto Finance

1900 East Golf Road Schaumburg, IL 60173 Contact: Steven Engmann Phone: 847.857.0292 • Fax: 847.574.7572 Email: Sengmann@ProntoFinance.com Website: www.ProntoFinance.com Subprime Finance!! ITIN, Passport, & Cash-Income customers are our specialty!

Guaranteed Backend!!

________________________________ Quality Acceptance, LLC

4414 Centerview Drive, Suite 169 San Antonio, TX 78228 Contact: Ernest Franco Phone: 210.519.8358 • Fax: 210.731.9531 Email: ernest@qualityfin.com Website: www.qualityacceptance.com Specialized in the purchase and servicing of automobile installment sale contracts from numerous dealers in Southern California, Nevada and Texas.

________________________________ SDA, Inc.

2060 Mount Paran Road NW, Suite 101 Atlanta, GA 30327 Contact: Michael Diaz Phone: 800.467.5172 • Fax: 404.352.9937 Email: cash@sdainc.net Website: www.sdainc.net Providing capital to Buy-Here, Pay-Here Dealers Nationwide for over two decades!

________________________________

Spartan Financial Partners

961 East Main Street Spartanburg, SC 29603 Contact: Melody Vega Phone: 864.256.2401 Email: melody.vega@acacceptance.com Website: www.spartan-partners.com A division of American Credit Acceptance, specializing in providing capital solutions for BHPH and Independent dealers.

________________________________

Sterling Credit Corporation

222 S Westmonte Street, Suite 301 Altamonte Springs, FL 32716 Contact: Jason Ward Phone: 407.240.2345 ext. 104 • Fax: 866.314.3080 Email: jasonward@sterlingcreditcorporation.com Website: www.sterlingcreditcorporation.com Sterling Credit Corp. purchases bulk receivables from buy-here, pay-here dealers and finance companies for quick capital.

________________________________ Strategic Dealer Services

1431 Greenway Drive, Suite 143 Irving, TX 75038 Contact: Mike Kolb Phone: 214.838.1212 Email: mike.kolb@sdealers.com Website: www.sdealers.com Capital Lines of Credit, Bulk Purchasing, BHPH Receivable Servicing, Warranty and Marketing Services.

4704 Mercantile Drive Ft. Worth, TX 76137 Contact: Jacelyn Cortes Phone: 469.837.3061 Email: jacelyn.cortes@innovateauto.com Website: www.theinnovatecompanies.com

________________________________ United Acceptance Inc

2400 Lake Park Drive, Suite 101 Smyrna, GA 30080 Contact: Tyson Lee Phone: 877.281.2360 • Fax: 770.799.1850 Email: tlee@unitedacceptance.com Website: www.unitedacceptance.com We buy accounts in Bulk and Payment Streams

________________________________ Vehicle Solutions Corp.

________________________________

104 Crandon Blvd., Suite 100 Key Biscayne, FL 33149 Contact: Alberto San Miguel Phone: 305.810.9898 Email: asanmiguel@vscorpfinance.com Website: www.vscorpfinance.co

Texas Capital Bank

________________________________

2350 Lakeside Blvd., Suite 800 Richardson, TX 75082 Contact: Brad Fisher Phone: 972.656.6698 • Fax: 972.656.6664 Email: bradley.fisher@texascapitalbank.com Website: www.texascapitalbank.com We offer revolving lines of credit secured by the accounts receivable portfolio.

________________________________

*Texas Dealer Solutions (Pg. 41)

4210 South Industrial Drive, Suite 100 Austin, TX 78744 Contact: Kip Cochran Phone: 844.804.2260 • Fax: 512.729.0278 Email: kcochran@texasdealersolutions.com Website: www.texasdealersolutions.com At TDS, our goal is to provide BHPH Dealers a reliable and consistent source of origination capital and exceptional service.

________________________________

Westlake Financial Services

4751 Wilshire Blvd., Suite 100 Los Angeles, CA 90010 Contact: Dora Gonzalez Phone: 210.563.4362 • Fax: 866.759.4446 Email: dgonzalez4@westlakefinancial.com Website: www.westlakefinancial.com Westlake Financial Services offers full-spectrum auto financing for franchise and independent dealers across 44 states. Visit our website today to learn more.

________________________________ Woodlands Financial Services, Inc

10655 Six Pines Drive, Suite #140 The Woodlands, TX 77380 Contact: Somir Paul Phone: 281.367.2040 x 1014 • Fax: 281.367.3380 Email: spaul@woodfininc.com Website: www.woodfininc.com Woodlands Financial Services Inc., is a Texas based regional auto finance company, that has been serving independent automobile dealers since 1993 by providing underwriting, financing and collection services.

TexCap Financial, LLC

14875 Landmark Blvd. #215 Dallas, TX 75254 Contact: Jessia Ybarra Phone: 214.396.4103 • Fax: 972.829.8906 Email: jessia.ybarra@texcapfinancial.com Website: www.texcapfinancial.com Looking for dependable dealer solutions? TexCap has quick, easy approvals and fast access to cash.

________________________________

________________________________

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Floorplan Xpress, LLC

FLOORPLAN

2900 South Telephone Road, Suite 220 Moore, OK 73160 Contact: Craig Owen Phone: 855.605.6991 Email: marketing@fpxus.com Website: www.fpxus.com Inventory financing for independent used car dealers. Floorplanning made easy.

Auction Credit

16611 S Interstate Highway 35 Buda, TX 78610 Contact: Matt Hoenig Phone: 512.910.7877 • Fax: 512.233.5369 Email: matt.hoenig@auctioncredit.com Website: www.auctioncredit.com Auction Credit partners with independent dealers to provide financing solutions for their inventory needs.

________________________________ Used Cars, Inc

________________________________ Automotive Finance Corporation (AFC)

13085 Hamilton Crossing Blvd., Suite 300 Carmel, IN 46032 Contact: Stephanie Freeman Phone: 317.343.5020 • Fax: 317.843.3178 Email: Stephanie.Freeman@autofinance.com Website: www.afcdealer.com Automotive Finance Corporation (AFC) is the premier capital funding source for the used car industry.

314 E. Rio Grande Pearsall, TX 78061 Contact: Jeff Brymer Phone: 830.334.4501 Email: info@ucarsinc.com Website: www.ucarsinc.com Dealer Floorplan Company

FORMS/PRINTING

*Burrell Printing Co., Inc. (Pg. 10, 30)

901 Hwy. 685 Pflugerville, TX 78660 Contact: Mark Bolles Phone: 800.252.9154 • Fax: 512.990.3001 Email: mbolles@burrellprinting.com Website: www.BurrellPrinting.com The #1 source for all of your business forms, printing, and promotional items.

________________________________

________________________________

________________________________

Garage Liability Kevin Smith Insurance is now Tri-State Dealer Services. With expansion and coverages being available outside of Texas, we’ve changed our name to better suit the areas of our growing agency.

1-800-687-3236

Tri-State Dealer Services is one of the largest writers of Garage Liability in the state. We work with several A+ rated companies which offer exceptional rates to car dealers and repair shops. Call today for a “quick” 10-minute quote!

WE ALSO OFFER THESE COVERAGES:

8739 Davis Blvd.

Keller, TX 76248

800-687-3236 / Fax (817) 581-1921

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F&I • Vehicle Service Contracts • GAP Insurance • Tire & Wheel Vehicle Protection Products • Property • Wreckers 2 Car Haulers • Cargo • Dealer Bonds • Personal Lines 53

GPS PAYMENT PROTECTION/ RECOVERY

Advantage GPS

17361 Armstrong Avenue Irvine, CA 92614 Contact: Corinna Tutor Phone: 800.553.7031 Email: ctutor@proconanalytics.com Website: www.advantagegps.com Advantage is an automotive data and analytics firm dedicated to improving the automotive finance industry.

________________________________

American Recovery Association

1400 Corporate Drive, Suite 175 Irving, TX 75038 Contact: Les McCook Phone: 972.755.4755 • Fax: 972.870.5755 Email: les@americanrecoveryassn.org Website: www.repo.org The American Recovery Association, Inc. is the world’s largest organization of professional finance adjusters and certified asset recovery specialists.

________________________________

Goldstar by Spireon

16802 Aston Street Irvine, CA 92606 Contact: Lisa Schuett Phone: 800. 5571449 Email: lschuett@spireon.com Website: www.spireon.com The easier, faster, more reliable GPS solution

________________________________ GPS Solutions of America

9011 Deerwick Court Tomball, TX 77375 Contact: Rick Wood Phone: 844.579.2948 Email: rickwood@gpssoa.com Website: www.gpssolutionsofamerica.com Texas based, Local customer service, Free delivery/shipping available. Very Accurate and Reliable 4/5G GPS.

________________________________

Ikon Technologies

1161 W. Corporate Drive, Suite 120 Arlington, TX 76006 Contact: Charles Stillwill Phone: 888.816.8050 Email: sales@ikongps.com Website: www.ikongps.com IkonGPS is a telematics supplier to the automotive industry. We currently offer our GPS products directly to automotive dealers, auto finance and insurance companies.

________________________________

*Ituran USA Inc. (Pg. 13, 15)

1700 NW 64th Street, Suite 100 Fort Lauderdale, FL 33309 Contact: Efrat Bogoslavsky Phone: 866.543.5433 • Fax: 877.488.7261 Email: ebogoslavsky@ituranusa.com Website: www.ituranusa.com Global Leader in GPS Services for the BHPH industry providing DMS integrated tracking & Payment solutions.

________________________________

INSURANCE All American Bonds and Insurance

7457 Aloma Avenue, Suite 301 Winter Park, FL 32792 Contact: Eric Link Phone: 844.321.2663 • Fax: 407.910.2378 Email: ericmlink@quickerbonds.com Website: www.quickerbonds.com Used Car Dealer Insurance and Bonds Experts.

Lowest Rates and Fastest Service!

________________________________

American Risk Services

1130 Congress Avenue Cincinnati, OH 45246 Contact: Kirk Saunders Phone: 678.366.7279 • Fax: 678.302.0194 Email: ksaunders@americanriskservices.com Website: www.AmericanRiskServices.com Leading industry provider of Collateral Protection Insurance, Vendors, Single Interest Insurance, and Temporary Auto Protection.

________________________________ Assurance Specialists of Texas

________________________________

726 N. Walnut Avenue, Suite 101 New Braunfels, TX 78130 Contact: Alan Schriewer Phone: 830.625.7508 • Fax: 830.625.3611 Email: alan@assurancespecialists.com Website: www.assurancespecialists.com Since 1980, Assurance Specialists of Texas has been writing Garage Liability Insurance Packages for independent car dealers in Texas including Liability Coverage, Dealers Open Lot, Garage Keepers, Building Coverage and Dealer Bonds.

SareKon GPS

________________________________

PassTime GPS

861 Southpark Drive #200 Littleton, CO 80120 Contact: Jeff Karg Phone: 303.623.5339 • Fax: 303.623.6500 Email: jkarg@passtimegps.com Website: www.passtimegps.com PassTime GPS connects vehicles and protects assets for auto dealers and finance companies.

280 E. 1st Avenue #60 Broomfield, CO 80038 Contact: Sean Graham Phone: 888.726.3511 Email: sean.graham@sarekon.com Website: www.sarekon.com GPS provider and manufacturer, credited for deploying over 1/2 million active devices and counting. 99% retention rate.

________________________________ STARS GPS

P.O. Box 10 Thomasville, NC 27361 Contact: R. Allen Douglas Phone: 336.476.7828 • Fax: 336.476.3365 Email: adouglas@stars-gps.com Website: www.stars-gps.com Guaranteed Recovery Warranty that pays up to $10,000 if vehicle cannot be located. Inquire about program details.

*AVP - Assured Vehicle Protection, Inc. (Inside Back Cover)

6300 Glenwood Street, Suite 200 Mission, KS 66202 Contact: Shorty McKenny Phone: 913.396.5480 • Fax: 816.389.6363 Email: shorty@avpadmin.com Website: www.avpadmin.com Assured Vehicle Protection is the reinsurance company, formation, and administration specialists. AVP Products include Limited Warranties, Vehicle Service Contracts, TX GAP Waivers, Debt Cancellation Addendums and Collateral Protection.

________________________________

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Oseman Insurance Agency *Berkshire Risk Services (Pg. 9)

7400 West 132nd Street, Suite 200 Overland Park, KS 66213 Contact: Christopher Kirwan Phone: 913.433.7001 • Fax: 913.433.7101 Email: accountspayable@berkshirerisk.com Website: www.berkshirerisk.com Berkshire Risk offers Collateral Protection Insurance for BHPH dealers and special finance lenders

________________________________

Elite Warranty

9716 Lea Shore Ct. Fort Worth, TX 76169 Contact: Tommy Wright Phone: 817.247.5439 Email: tommywright@elitewarrantyinc.com Website: www.elitewarrantyinc.com In business for 22 years, Elite warranty is a privately held company owned solely by one man. We pay claims!

________________________________

*Mullen Insurance Agency Inc. (Pg. 24)

*CP Insurance Associates (Pg. 10)

PO Box 122 Hunt, TX 78024 Contact: Bill Murphy Phone: 512.799.2886 Email: murphy.wjm@gmail.com Website: www.cpiai.com Bill Murphy and CP Insurance Associates have been providing asset protection to the Best Dealers in Texas for over 20 years.

337 Oaks Trail Garland, TX 75047 Contact: Ann Mullen-Martin Phone: 800.783.6297 • Fax: 972.681.7601 Email: amullen@mulleninsurance.com Website: www.mulleninsurance.com Spotlight on Insurance Solutions for Texas Independent Auto Dealers. Let us work for you!

________________________________

________________________________

6750 Poplar Avenue, Suite 410 Memphis, TN 38138 Contact: Stephen Oseman Phone: 901.762.8211 Email: sosemanjr@osemaninsurance.com Website: www.osemaninsurance.com Oseman Insurance provides comprehensive and competitive insurance for garage, DOL, property to all TIADA members.

________________________________ Statewide Insurance and Title Agency 1946 Pech Road, Suite 108 Houston, TX 77055 Contact: Camilo Guerrero Phone: 713.984.2372 • Fax: 713.984.9114 Email: state_wide@sbcglobal.net

_______________________________ TEI Insurance Agency, Inc.

P.O. Box 850746 Mesquite, TX 75185 Contact: Bret Jones Phone: 800.727.7124 • Fax: 972.288.2608 Email: bret@teiinsurance.com Website: www.teiinsurance.com Garage, open lot, property & workers comp insurance for dealers

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LEGAL SERVICES *Tri-State Dealer Services Inc (Pg. 53) 8739 Davis Blvd.

Keller, TX 76248 Contact: Laura Alley Phone: 800.687.3236 • Fax: 817.581.1921 Email: laura@tristatedealerservices.com Website: www.tristatedealerservices.com Garage Liability, Dealers Open Lot, Dealer Bonds.

________________________________

Calhoun Law Firm, PLLC

1350 N. Loop 1604 E, Suite 104 San Antonio, TX 78232 Contact: Shelly Calhoun Phone: 210.863.5534 Email: shelly@calhounattorney.com Website: www.calhounattorneys.com Calhoun Law Firm assists dealerships across Texas by protecting their most valuable asset; their vehicles.

________________________________ Understory Weather

4916 E. Broadway, Suite 200 Madison, WI 53716 Contact: Mike Pilarz Phone: 608.571.2738 Email: mike.pilarz@understoryweather.com Website: www.understoryweather.com Understory helps dealerships take control of hail storm risk with parametric, supplemental insurance.

CounselorLibrary/Hudson Cook, LLP 8524 South Western Avenue, Suite 114 Oklahoma City, OK 73139 Contact: Eric Johnson Phone: 405.602.3812 • Fax: 405.602.3853 Email: ejohnson@hudco.com Website: www.counselorlibrary.com Online complimentary consumer credit compliance and privacy products, created, maintained and supported by attorneys.

________________________________ ________________________________ Waymer & Associates Insurance - New Braunfels

445 N Seguin Avenue New Braunfels, TX 78130 Contact: John Waymer Phone: 800.447.5152 • Fax: 830.620.6023 Email: johnw@waymerins.com Website: www.waymerins.com Since 1990, Waymer & Associates has serviced the insurance needs of businesses in the automobile industry.

________________________________

*Williams and Stazzone Insurance Agency, Inc. (Pg. 44)

6549 N. Wickham Road, Unit 101 Melbourne, FL 32940 Contact: Vincent Stazzone Phone: 800.868.1235 • Fax: 800.635.0704 Email: vstazzone@wsins.com Website: www.wsins.com As a TIADA Business Partner and I.D.E.A. Program Sponsor, Williams & Stazzone Insurance Agency proudly provides specialized, comprehensive and stable insurance solutions for Texas Dealers.

________________________________

The Pritchard Law Firm

1244 Southridge Court Hurst, TX 76053 Contact: David Pritchard Phone: 817.285.8017 • Fax: 817.285.0224 Email: david@dlplegal.com Website: www.dlplegal.com With The Pritchard Law Firm and David Pritchard, you will get a game plan upfront. You will know what to expect, and what your case will cost.

________________________________ 1st Adjusters

9506 Brown Lane Austin, TX 78754 Contact: James Waldron Phone: 512.969.7878 • Fax: 512.682.7811 Email: james@1adjusters.com Website: www.1Adjusters.com Repossession, Private Investigations and Remarketing

________________________________ Edward Jones- Stacy Carrington

________________________________

1400 Preston Road, Suite 275 Plano, TX 75093 Contact: Stacy Carrington Phone: 972.596.1467 Email: Stacy.carrington@edwardjones.com Website: www.edwardjones.com/financial-advisor/ index.html?CIRN=CazHhZ%2FdajhK8mBrLgaAE2b% 2FONKa6HtG9Z Financial Advisor and Full Service Wealth Management

Johnson Deluca Kurisky Gould, P.C.

________________________________

Jameson & Dunagan, PC

5409 LBJ Freeway, Suite 700 Dallas, TX 75240 Contact: Michael Dunagan Phone: 214.369.6422 • Fax: 214.369.9175 Website: www.jamessondunagan.com

1221 Lamar, Suite 1000 Houston, TX 77010 Contact: George Kurisky Phone: 713.652.2525 • Fax: 713.652.5130 Email: gkurisky@jdkglaw.com

________________________________ Naman, Howell, Smith & Lee

400 Austin Avenue, Suite 800 Waco, TX 76703 Contact: Jordan Mayfield Phone: 254.755.4207 • Fax: 254.754.6331 Email: mayfield@namanhowell.com Website: www.namanhowell.com/ Serving dealerships’ legal needs across Texas with offices in: Austin, Fort Worth, San Antonio, and Waco.

________________________________

HyreCar Inc.

3105 Bullock Drive Plano, TX 75023 Contact: Patrick Patterson Phone: 972.658.7067 Email: patrick@hyrecar.com Website: www.hyrecar.com HyreCar partners with Dealerships to create an additional profit center for your operation by providing vetted rideshare drivers that want to rent your idle inventory so that they can work within the Gig Economy.

________________________________ Sooner Fleet Sales, LLC / AVIS Dealer Direct

7924 E 15th Street Tulsa, OK 74112 Contact: Mike Allred Phone: 918.289.9591 • Fax: 877.512.8879 Email: mike.allred@tulsacoxmail.com Website: www.avisdirect.com Buy direct from Avis! NO FEES!

________________________________

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PAYMENT PROCESSING PayNearMe

5201 Great America Parkway, Suite 510 Santa Clara, CA 95054 Contact: Bruce Gaskill Phone: 650. 930.1020 Email: bruce@paynearme.com Website: www.paynearme.com The Handle Financial family is led by a team of experts from the payments, mobile and retail IT worlds. We exist to build affordably-priced, innovative products for businesses and consumers

Auto Services Company Inc

NVP Warranty

________________________________

________________________________

1793 Hwy 201 N Mountain Home, AR 72653 Contact: Michael Skinner Phone: 800.442.7116 • Fax: 800.808.0829 Email: michael.skinner@ascwarranty.com Website: www.ascwarranty.com Auto Services Company, Inc.™ is a nationally recognized name with an excellent reputation that dates back to 1986.

5755 Granger Road, Suite 205 Independence, OH 44131 Contact: Chanel Moore Phone: 888.270.5835 • Fax: 888.862.9382 Email: cmoore@nvpwarranty.com Website: www.nvpwarranty.com We offer a full range of vehicle service contracts to offer coverage to meet every need and budget.

Preferred Dealer Solutions ________________________________ QuotePro Kiosk

820 N. Orleans, Suite 400 Chicago, IL 60610 Contact: Chris Albu Phone: 312.654.8045 Email: albu@quotepro.com Website: www.quoteprokiosk.com The best BHPH Kiosk available accepts cash, makes change, posts to your DMS, sends daily ACH of your cash payments so that nobody touches cash in your dealership.

________________________________

*REPAY: Realtime Electronic Payments (Back Cover)

3 West Paces Ferry Road, Suite 200 Atlanta, GA 30305 Contact: Kristen Hoyman Phone: 404.637-1665 • Fax: 404.504.7471 Email: khoyman@repay.com Website: www.repay.com Card/ACH Payment Processing, Online Payments, IVR/Phone Payments, Text Pay, Mobile App, Convenience Fee Model Pricing.

________________________________ SERVICE CONTRACTS AUL Corp

1250 Main Street, Suite 300 Napa, CA 94558 Contact: Jacqueline Swank Phone: 800.826.3207 ext 242 • Fax: 707.259.1867 Email: jswank@aulcorp.com Website: www.weareaul.com AUL founded the Original Any-Year Any-Mileage service contract nearly three decades ago.

________________________________

CARS Protection Plus, Inc.

4431 William Penn Hwy. Murrysville, PA 15668 Contact: Rick Tudor Phone: 888.335.6838 x1233 • Fax: 724.387.2330 Email: rick.tudor@carspp.com Website: www.carsprotectionplus.com Extended service contract provider. Quality service since 1998. Fully insured. Contracts available on vehicles up to 200,000 miles.

________________________________ GSFSGroup

1345 Enclave Parkway Houston, TX 77077-2026 Contact: Kashif Faridi Phone: 713.580.5875 Email: kfaridi@gsfsgroup.com Website: www.gsfsgroup.com Founded in 1982, GSFSGroup specializes in a unique approach to dealer solutions in all aspects of automotive operations.

________________________________ GWC Warranty

40 Coal Street Wilkes Barre, PA 18702 Contact: Rose Ann Kaynak Phone: 570.414-7777 • Fax: 888.840.7883 Email: rkraynak@gwcwarranty.com Website: www.gwcwarranty.com GWC Warranty is the automotive industry’s bestin-class provider of used vehicle service contracts.

________________________________ Integrity Warranty LLC

9325 Apison Pike, Suite 101 Ooltewah, TN 37363 Contact: Scott Siperko Phone: 423.910.9490 Email: ssiperko@integritywarranty.com Website: www.integritywarranty.com Established in 2017 Integrity Warranty takes pride in giving first class service start to finish.

26 N. Main Rockford, MI 49341 Contact: Kevin Stoll Phone: 616.238.9220 • Fax: 866.289.0979 Email: kevin@preferreddealersolutions.com Website: www.Preferreddealersolutions.com Reinsurance setup and Management

________________________________ Preferred Warranties, Inc.

200 Pinebrook Place Orwigsburg, PA 17961 Contact: Sharon Coleman Phone: 800.548.1121 • Fax: 800.309.8334 Email: sharon@warrantys.com Website: www.warrantys.com Learn why more than 740 dealers switched to PWI this year. Fully insured. A+ rated by BBB.

________________________________

Proguard Warranty Inc

PO Box 1337 Pittston, PA 18640 Contact: Dominic Limongelli Phone: 570.414.0431 • Fax: 570.414.0439 Email: dLimongelli@proguardwarranty.com Website: www.proguardwarranty.com Comprehensive menu of new and pre-owned vehicle protection plans provide dealers value, revenue and protection.

________________________________ Vehicle Protection Services

1222 Swenson Farms Blvd.

Pflugerville, TX 78660 Contact: Lou Dienhart Phone: 512. 585-5911 • Fax: 866.406.6642 Email: lou@vpswarranty.net Website: www.vpswarranty.net

________________________________

________________________________

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SOFTWARE

AGORA

700 West Arkansas Lane, Suite 150 Arlington, TX 76013 Contact: Chris Barry Phone: 469.480.6077 Email: chris.barry@agoradata.com Website: www.agoradata.com Empowering BHPH dealers with loan valuation, analytics, liquidity and capital solutions.

________________________________ ALLDATA

9650 W Taron Drive Elk Grove, CA 95757 Contact: Debbie Flint Phone: 916.478.3111 Email: debbie.flint@alldata.com Website: www.alldata.com ALLDATA LLC is an online source for automotive OEM information. ALLDATA provides vehicle manufacturers’ diagnostic and repair information.

________________________________ Micro 21

13700 State Road, #10 Cleveland, OH 44133 Contact: Patrick Voigt Phone: 800.647.1121 • Fax: 440.582-2402 Email: voigt@m21.com Website: www.m21.com Finance, Lease, Buy Here Pay Here, Inventory, Credit Bureau, Websites, Credit Application Portals, Forms Processing

________________________________ Neo

700 Villa Centre Way San Jose, CA 95128 Contact: Navin Bathija Phone: 408.406.5174 Email: navin@neoverify.com Website: www.neoverify.com Neo provides a SaaS-based loan origination and underwriting system to BHPH dealers.

Omnique Shop Management

4800 Van Gordon Street Wheat Ridge, CO 80033 Contact: Erik DeBoer Phone: 866.435.2100 • Fax: 720.266.6953 Email: Erik.DeBoer@omnique.com Website: www.Omnique.com Premier Shop Management Software

________________________________ Podium

1650 W. Digital Drive Lehi, UT 84043 Contact: Kaylie Smart Phone: 833.276.3486 Email: sales@podium.com Website: www.podium.com Podium is an Interaction Management platform to help modernize the way you do business.

________________________________ Radiant Concepts, Inc.

4917 Fall Creek Hwy Granbury, TX 76049 Contact: Lou Roman Phone: 817.326.1270 • Fax: 817.326.1290 Email: lou@radiantconceptsinc.com Website: www.carsplusdms.com Comprehensive BHPH Software Solutions and Support. Servicing Independent Auto Dealers Since 1993.

________________________________ *SecureClose (Pg. 20)

540 West Iron Avenue, Suite 204 Mesa, AZ 85210 Contact: Ace Christian Phone: 770.856.0893 Email: ace.christian@secureclose.net Website: www.secureclose.net SecureClose-NEXT combines the presentation of compliant legal disclosures with electronic document presentation, E-Signature, and document and presentation storage.

VEHICLE HISTORY REPORTS

CARFAX

5860 Trinity Parkway, Suite 600 Centreville, VA 20120 Contact: Kathy Collins Phone: 404.323.8584 • Fax: 703.218.2853 Email: kathycollins@carfax.com Website: www.carfaxfordealers.com CARFAX provides trusted information to help millions of people shop, buy, service and sell used cars with more confidence.

________________________________ VEHICLE LISTING Auction123, an ARI Company

2873 Executive Park Drive Weston, FL 33331 Contact: Tracy Amato Phone: 888.514.0123 • Fax: 954.514.0114 Email: sales@auction123.com Website: www.auction123.com Offering fully automated Craigslist and eBay distribution, feeds to Facebook Marketplace, cost-effective dealer websites, and online inventory marketing solutions.

________________________________ TrueCar, Inc.

13215 Bee Cave Parkway, Building A, Suite 300 Austin, TX 78738 Contact: Art Oleszczuk Phone: 404.432.8586 • Fax: 512.692.3877 Email: art@truecar.com Website: www.truecar.com/dealers TrueCar helps dealers sell more cars profitably and efficiently.

________________________________

________________________________

________________________________

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feature

Optimize your Business Listings to Turn Google Searches into Sales

I

f you think you’re covering all your bases to bring auto buyers into your showroom, think again. Today’s auto buyers look to Google first for information about cars and where to buy them — and investing in creating a strong Google presence has become one of the primary ways to attract car buyers to your dealership today.

Research has found that 76% of new and used car buyers conduct a search online before buying a car, and 61% call the dealership after a search. With nearly all searches occurring on Google, auto dealers absolutely must manage their Google presence. It’s the new digital front door for your business.

But there’s a science to optimizing your Google listings and ensuring they rank high in search, where consumers can easily find them — as well as managing how car buyers feel about your brand based on what they see in the listings. Here are four key strategies for being findable in Google search and for enticing searchers to click to call your dealership for appointments:

1

Use all the features Google offers.

Google’s goal is to be the ultimate search destination, and the number of no-click searches is growing rapidly — more than half of consumers never click through to a website. That means you need to do everything you can to sell the customer right from your Google listing. Include as many details as possible with the most important being business name, website, phone number, business hours, physical address and business category. The information in your listing must match the details you have on your website or else Google may consider the information outdated, which could harm your search rankings.

Be sure to monitor and make updates regularly so your rankings don’t suffer from Google detecting a discrepancy. Adding photos and showcasing Google reviews provides additional information that improves rankings and helps sway a consumer’s opinion about your dealership.

2

Make sure your Google reviews reflect your customer service quality.

Research shows that a few dozen reviews can increase Google search clickthrough volume by three times. Equally important, Google factors review recency

July/Special 2020

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Featured Presenter

by Ali Fawaz

Reputation.com

and volume into its ranking algorithms.

Although negative reviews can seem like the end of the world, they won’t hold much weight if you have tons of positive reviews. How do you get them? Ask every customer for a review. Research has shown that when you ask for reviews, most of them are positive. But when you leave it to chance, you’re likely to get reviews only from customers who are disgruntled enough to go online and complain. We found that using a text-based review app to make your requests can increase your response rate by up to 15 times over what’s typical using email.

3

Use negative reviews to hone your customer service quality. Negative

reviews aren’t the end of the world. The critical step is to address these issues quickly and publicly respond to complaints in a professional, respectful manner. Doing so will demonstrate to other car buyers that you care about your customers and will do what it takes to make things right. Addressing negative feedback with compassion and understanding — rather than defensiveness, humor or hostility — is key to improving customer sentiment and your reputation within local communities.

4

Consider a separate Google My Business Listing for your service department. Separating listings for sales and

service is more critical today than ever before. Since both departments perform two distinct services for customers, this means they also provide a different experience in online search that can be optimized to give customers more comprehensive information. For example, you can compete more efficiently against aftermarket services such as oil change, muffler repairs, tire rotations and tune-ups.

Managing all of the various aspects of your Google presence can be complex and time-consuming, but the payoff is worth it. Auto dealers who stay on top of it will have a competitive edge and avoid wasting money on marketing activities that don’t result in sales.

Ali Fawaz will be presenting at the TIADA Conference and Expo taking place virtually from August 16-19. This article was originally published on AutoSuccess.

59

Ignorance is no defense.

Know the law.

Repo and financing issues are among the most common violations found by the OCCC. If you own a previous edition of these books from 2008 or earlier, it is recommended that you upgrade to the current editions.

Dealer Financing of Used Car Sales This comprehensive book covers all aspects of the complicated world of seller-financing in Texas, including Maximum Finance Rates; Retail Installment Contracts; Contract Amendments; VIT; Repair Charges; Federal Disclosures and more.

TIADA Member Price: $125 (non-members $175)

Texas Automobile Repossession: A Lien Holder’s Legal Guide Everything you need to know about repossessions is addressed in this book, including Notification Requirements, Post-Repo Procedures, Private Sale vs. Strict Foreclosure, Bankruptcy, Post-Disposition Accounting, Tracking and Shut-off Devices, the 60% Rule and more. PLUS – includes all required forms.

TIADA Member Price: $125 (non-members $175)

TIADA

Now available for purchase online at www.txiada.org under “Legal Resources” or call 512.244.6060 to order by phone.

When ordering online, login with your TIADA username and password to receive the discounted rate. All prices include shipping. Orders are shipped in 3-5 business days. texas independent automobile dealers association

Attorney Michael W. Dunagan is the author of the two must-have books for every Buy-Here, Pay-Here dealer in Texas. Mr. Dunagan has been General Counsel to TIADA for over 40 years.

His law firm specializes in the representation of independent Texas car dealers.

TIADA texas independent automobile dealers association

Please Welcome Our Newest TIADA Members DEALER MEMBERS 1015 Auto Center Orlando Hernandez . . . . . . . 3022 East Business 83, Suite E, Weslaco, TX 78596 Auto Direct Alexandra Duran . . . . . . . . . . . . . . . . . . . . . . . 3850 Highway 6 South, Houston, TX 77082 Carthage Enterprises, LLC Moe Araissi . . . . . . . . . . . . . . . . . . . PO Box 37341, Houston, TX 77237 Crossroads Autoplex Eddie Richards . . . . . . . . . . . . . . 310 Spencer Hwy, South Houston, TX 77587 El Chaparro Auto Sales Nestor Marin . . . . . . . . . . . . . . . . . 3401 Bertrand St., Houston, TX 77093 Ella Blvd Motors Garrett Jones . . . . . . . . . . . . . . . . . . . . . . . . . . . 3401 Ella Blvd., Houston, TX 77018 Encore Motors Karina Saenz . . . . . . . . . . . . . . . . . . . . . . . . 8419 Blacksmith Dr., Houston, TX 77064 G Motors Inc. Giwa Moude . . . . . . . . . . . . . . . . . . . 4430 Cypress Creek Parkway, Houston, TX 77068 National Auto Group Zeeshan Dada . . . . . . . 18115 Stephanotis Trace, Ste B, Richmond, TX 77407 Premium Auto Group Umer Mulla . . . . . . . . . . . . . . . . . . . . . 19660 Carver Ave., Humble, TX 77338 Prestige Granite Custom Works Abigail Castillo . . . . . . . . . . 105 Mable St., Baytown, TX 77520 Shop 609 Jeff Syrinek . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2033 FM 609, Flatonia, TX 78941 Space City Auto Center Jerrel Richards . . . . . . . . . . . . . . . 13722 Almeda Rd., Houston, TX 77053 Veroc Auto LLC Prince Elee . . . . . . . . . . . . . . . . . . . . . . 19303 Clevera Walk Ln., Houston, TX 77084

Local Chapters CORPUS CHRISTI G.R. Moore The Car Shack (dates announced at www.txiada.org)

EL PASO Cesar Stark S & S Motors Meeting – 3rd Friday (Monthly)

FORT WORTH

ASSOCIATE MEMBERS

Chris Templin Auto Land Meeting – 4th Thursday of Jan–May and Sep–Oct

fusionZONE Automotive Andrew Somoza . . 402 S Kentucky Ave., Suite 500, Lakeland, FL 33801 Lending Mojo John Filipas . . . . . . . . . . . . . . . . . . . . 521 5th Ave., 17th floor, New York City, NY 10175

HOUSTON

resource guide The TIADA Website: www.txiada.org Members can log in with their username/password and access our Dealer Member Directory, Legislative Action Center, Compliance Consultation Service and much more.

Register for all upcoming TIADA events online through the Calendar of Events, access our online membership application, find contact information for all our Local Chapters, and access many additional resources through our Knowledge Base.

Texas Department of Motor Vehicles 888.368.4689 www.txdmv.gov Office of Consumer Credit Commissioner 800.538.1579 occc.texas.gov July/Special 2020

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Texas Comptroller 800.252.1382 www.window.state.tx.us NIADA 800.682.3837 www.niada.com

REPOSSESSIONS American Recovery Association 972.755.4755 www.repo.org or contact TIADA state office

Rudy Roudbari Sarco Enterprise Meeting – 2nd Tuesday (Monthly)

SAN ANTONIO Jose Engler Irving Motors Corp (dates announced at www.txiada.org)

VICTORIA Dennis Schroller Victoria Autos Direct Meeting – 1st Monday (Monthly)

FORMS Burrell Printing 800.252.9154 www.burrellprinting.com

61

behind the wheel

Martin

Your Association Needs You

O

ver the past four months, TIADA has held and participated in several virtual meetings via Zoom, conference calls and GoToMeeting sessions. The transition for the association’s standing committee members was simply business as usual. About a decade ago, we made a strategic decision to move all our committees to teleconference allowing more members to participate. And the association continues to reap the rewards of that decision; it is common for us to have dealers representing all corners of the state and various regions on all our committees.

Most associations struggle to find good new leaders to serve on boards and committees. We have been fortunate over the last ten years to not only have had great leaders in the past, but to also have new leaders step up to carry the torch forward and continue to advance the interests of the industry.

Most of our past board members continue to serve on committees and help guide and shape the association in a less high-profile position. Their knowledge of the industry and experience with the association makes them invaluable leaders to us. Others have used the association as a springboard and have moved on to be even more influential on the industry by serving on the NIADA Board, the Texas Department of Motor Vehicles Board or even serving as a Texas State Representative.

New committee members always bring unique experiences and talents to help foster new ideas. The combination of experienced leader and new leader creates a lot of energy and muchneeded continuity. The end result is always a well-defined roadmap for the association’s future. Most

by Jeff

TIADA EXECUTIVE DIRECTOR

recently, our President Robert Beck, appointed an ad hoc committee charged with exploring TIADA offering a Certified Pre-Owned Program. After much debate and studying, the committee reported back to the board and the board elected to move forward with a TIADA CPO program. We are planning to unveil the new program at the TIADA Conference in August.

Next month, we will also start accepting committee sign-up sheets. Who will fill the leadership roles for next year, or the one after, or the next five years? Is there a bottomless well of talented leaders in the industry? The answer to that question is yes! Does that mean you have to serve on the board of directors? No, you simply have to be engaged. You can serve on a committee, help recruit new members, give money to INDEPAC or get to know your legislator. There is a plethora of opportunities for you to use your talents to help the association as we all work to improve our industry.

Teddy Roosevelt once said, “Every man owes a part of his time and money to the business or industry in which he is engaged. No man has a moral right to withhold his support from an organization that is striving to improve conditions within his sphere.”

Over the last couple of years we have seen a wave of new dealers become more involved with the association and there is no doubt the industry has been the beneficiary.

Find the right place for your talents and join so many of your fellow dealers who understand the importance of being involved. If you are not sure how to become more active or where the association can use your talents, please give me a call or complete and return the form on page 7. We have an industry that needs you.

We need You!

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Assured Vehicle Protection, 6300 Glenwood St., Suite 200, Mission, KS 66202. WWW.AVPADMIN.COM © Assured Vehicle Protection 2020

TEXAS INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750

PRSRT STD

U.S. POSTAGE

PA I D

JEFFERSON CITY, MO

PERMIT NO. 210