– INDEPAC: Standing Together to Protect Independent Dealers
– The Inaugural Patricia & Sam Harless Legislative Day
– Why TIADA 2026 Matters – AI in Auto Finance Collections
– Legal Corner: Protecting a Lien Holder’s Rights When a Bonded Title Is Applied For
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TIADA Board of Directors
PRESIDENT Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753
PRESIDENT ELECT
Russell Moore/Top Notch Used Cars 900 East Davis Conroe, TX 77301
CHAIRMAN OF THE BOARD
Greg Reine/Auto Liquidators
39670 LBJ Freeway Dallas, TX 75237
SECRETARY
Cesar Stark/S&S Motors 7699 Alameda Ave. El Paso, TX 79915
TREASURER
Lowell Rogers/11th Street Motors 1355 N. 11th St. Beaumont, TX 77702
VICE PRESIDENT, WEST TEXAS (REGION 1)
Jose “Pepe” Muñoz/Gael Auto Sales 7661 Alameda Ave. El Paso, TX 79915
VICE PRESIDENT, FORT WORTH (REGION 2)
Matt King/Matt King Motor Company. 2715 W. Pioneer Pkwy. Arlington, TX 76013
VICE PRESIDENT, DALLAS (REGION 3)
Lucas Ponder/Auto Smart 4545 N. Stateline Ave. Texarkana, TX 75503
VICE PRESIDENT, HOUSTON (REGION 4)
Christina Sabillón/Mi Tierra Auto Sales 4545 Spencer Hwy. Pasadena, TX 77504
VICE PRESIDENT, CENTRAL TEXAS (REGION 5)
Harry Buchelly/Discovery Auto Sales 8140 North Lamar Blvd. Austin, TX 78753
VICE PRESIDENT, SOUTH TEXAS (REGION 6)
Chad Lancaster/Chacon Autos 1400 SE. Military Dr. San Antonio, TX 78214
VICE PRESIDENT AT LARGE
Cesar Torres/Lofi Motors 4634 Ayers St. Corpus Christi, TX 78415
VICE PRESIDENT AT LARGE
Tyler Simmons/Abilene Used Car Sales, Inc. 2150 N. 1st Street Abilene, TX 79603
TIADA
inside TexasDealer
officers’ message
What Makes the TIADA Conference & Expo Truly Special
The 2026 TIADA Conference is shaping up to be one of the most exciting and valuable events our industry has seen in years. As independent dealers continue to navigate a rapidly changing marketplace, this conference offers an unmatched opportunity to gain insight, discover new ideas, and connect with industry professionals from across Texas.
This past year has brought significant regulatory and compliance changes impacting dealerships at every level. One of the key benefits of attending the 2026 TIADA Conference will be access to educational sessions focused on these important updates, providing dealers with practical guidance and real-world solutions to help them stay informed and competitive.
Another major focus this year is the growing role of artificial intelligence and emerging technology in dealerships. AI is transforming how dealers market inventory, communicate with customers, manage operations, and improve the customer experience. The conference
by Greg Reine Auto Liquidators (Dallas) TIADA CHAIRMAN OF THE BOARD
will highlight these innovations and help dealers better understand how technology can create new opportunities for success.
What makes the TIADA Conference truly special is the energy and collaboration that comes from bringing together dealers and industry partners who are committed to growing and evolving together. Attendees will leave with valuable knowledge, fresh perspectives, and meaningful connections that continue long after the conference ends.
We are proud of the strong independent dealer community that makes TIADA such an important organization throughout Texas, and we look forward to an outstanding 2026 Conference.
The TIADA Conference & Expo is recognized as one of the premier dealer conference s in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org
Attendees will leave with valuable knowledge, fresh perspectives, and meaningful connections that continue long after the conference ends.
The Power of Membership.
Since 1944, TIADA has been and continues to be the only statewide organization for independent automobile dealers. You are connected with more than one thousand independent automobile dealers across Texas, who are all committed to creating a better image for the industry, while protecting our rights as business owners and increasing our bottom line. Individually, you are strong, but together, as an association, we are powerful .
Get involved with the association’s advocacy efforts, find out what policies may be affecting used car dealers. Have a say, make a difference.
Join other successful dealers. Membership dues include full membership to TIADA and the national association, NIADA.
Connect with industry leaders. Attend the annual TIADA Conference & Expo, access the member-only online directory.
Education offerings designed with you in mind, your personal copy of the Texas Dealer magazine, twice monthly industry updates, exclusive access to industry articles—a wealth of knowledge at your fingertips.
The perks are many, starting with over $10,000 in auction and vendor savings through TIADA’s mobile app. Redeem just a few auction discounts and you’ve basically covered the cost of membership for the year.
Get quick answers on industry, regulatory or compliance issues.
www.txiada.org/dealer_benefits
feature Standing Together to Protect Independent Dealers
by April Hanson
Since 1944, the Texas Independent Automobile Dealers Association has been the voice of independent automobile dealers across Texas. Through advocacy, education, and industry leadership, TIADA continues to protect the rights and interests of independent dealers and the customers we serve.
A critical part of that mission is INDEPAC — the political action committee dedicated to ensuring independent dealers have a strong and respected voice at the Capitol.
Over the years, INDEPAC has helped secure important legislative victories that directly benefit dealers across Texas. These accomplishments include helping dealers gain the ability to charge a document fee above $50, deferring sales tax owed to the Comptroller, eliminating the annual registration and renewal fee for Related Finance Companies after the initial RFC registration, and eliminating the VTR-136 requirement.
More recently, INDEPAC supported efforts to increase criminal penalties for stolen catalytic converters — an issue that has cost dealers and consumers millions of dollars in damages and losses. INDEPAC also played an important role in helping stop the “crusher bill,” legislation that could have created serious operational and financial burdens for independent dealers across the state. These victories do not happen by accident. They happen because independent dealers stand together and support the political process that protects our industry.
Every legislative session brings new challenges. Regulations, compliance requirements, titling issues, consumer finance laws, and operational restrictions can all directly impact your dealership and your bottom line. Without strong representation in Austin, decisions affecting our industry could be made without the input of the dealers who understand these issues best.
Your support of INDEPAC helps ensure independent dealers continue to have a seat at the table. Contributions allow us to educate lawmakers, advocate for practical solutions, and support leaders who understand the importance of our industry to Texas communities and consumers.
Supporting INDEPAC is not just a contribution it is an investment in the future of your dealership, your employees, and the independent dealer industry throughout Texas.
Together, we can continue protecting, strengthening, and advancing the voice of independent automobile dealers across our state.
legal corner
Protecting a Lien Holder’s Rights When a Bonded Title Is Applied For
Dealer Question: I was just notified by the state that someone has applied for a bonded title to a vehicle that has been on my skip list for two years. How do I protect my lien, and will a bonded title wipe out my lien?
Response: We have seen an increase recently of dealers/lien holders receiving notice letters from the Texas Department of Motor Vehicles (DMV) regarding applications being filed seeking bonded titles to vehicles that lien holders have been trying to find.
While the issuance of a bonded-title certificate will create an administrative presumption that the bonded title is superior to your lien in the state’s motor vehicle title system, most courts recognize that your prior, unsatisfied lien is still valid. However, the issuance of a bonded title in a situation where the applicant is attempting to wash a valid lien may actually provide the lien holder with a better and less costly remedy in recovering its loss than in fighting for possession of the collateral. The surety bond that must be filed with the bonded-title application has to be issued by a licensed surety company and offers reimbursement for anyone damaged by the issuance of the bonded title.
The bonded title procedure was established by the legislature as a way of allowing a person to obtain a title certificate to a vehicle when the original certificate is unobtainable and the applicant is the apparent owner of the vehicle. The procedure
presumes that the prior owner and lien holder can’t be found and/or no longer have an interest in the vehicle. We’ve observed that that presumption is sometimes incorrect.
The bonded-title legislation addressed a problem many vehicle owners had faced in obtaining title certificates to their vehicles after indebtedness was paid off, or,
by Michael W. Dunagan
TIADA COUNSEL
comes to get liens released. Also, owners often lose title certificates that have been given by lien holders upon pay off, along with the lien release on the certificate. If the lien holder is no longer in business when the debtor who has properly fulfilled its obligations needs the certificate, the bonded-title process offers a solution.
It seems that more and more debtors are “selling” their vehicles to third persons, often posting them for sale using social media listings. The individuals who are “buying” the vehicles are often turning over large sums to purchase vehicles without obtaining title certificates or investigating whether there are outstanding liens.
in the case of a cash purchase, the seller (be it a dealer or individual) never produced the title certificate. The problem was particularly acute when the banking and finance industries were faced with massive shut-downs and consolidations in the late 1980s.
There has also been a persistent problem with other lien holders who go out of business or close down, and can’t be found when the time
Before institution of the bondedtitle procedure, the methods for obtaining a title to a vehicle without having a title certificate were (1) apply for and obtain a certificated copy original title (CCO) from DMV, or (2) request a hearing from the county tax assessor to establish the right of ownership to the vehicle.
The problem with the former procedure is that the owner or lien holder listed on the title must sign
Local Chapters
TIADA has active local chapters in the following areas: https://www. txiada.org/local_chapters
CORPUS CHRISTI
G.R. Moore
The Car Shack
(dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)
EL PASO
Cesar Stark
S & S Motors
Meetings are held every third Tuesday of each month at 8:00 am at Palenque Grill, Cielo Vista Mall, 8401 Gateway Blvd W. Suite C-118, El Paso, TX 79925. Contact Cesar Stark at (915) 857-5777 for more information.
FORT WORTH
Jerry Smith
H J Smith Automobiles
(dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)
HOUSTON
Chris Donnelly
Your Car Store
Meeting – 2nd Tuesday (Monthly)
SAN ANTONIO
Nory Pakravan
210 Auto Credit
(dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)
the application and represent that the original title certificate was lost (although this requirement hasn’t stopped many thieves who have no qualms about forging lien holders’ names and lien releases to applications). In examining a number of title histories to vehicles after CCOs were issued, we’ve come across fraudulent business cards or company stationery that appeared to be from the lien holder, naming the CCO applicant as an employee of the lien holder and requesting that the CCO be sent to the thief. The cards and stationery, while totally fictitious, were accepted as proof that the thieves seeking the CCOs were acting on behalf of the actual lien holders. Both the signatures on the applications for CCO and the signatures on the releases of lien were forged or totally fictitious. The law is clear that forged or fraudulent documents don’t transfer actual title.
A tax assessor hearing on an application for title at least offers an opportunity for questioning of the proof provided to show ownership and the invalidity of any recorded liens. Also, some tax assessors are reluctant to cause a new title to be issued without knowing more facts than the applicant often has available at the hearing, so that procedure was not always an efficient way to determine the true ownership of a vehicle.
times the value (based on industry price guides) of the vehicle. If the paperwork is in order, a title certificate is issued.
A notice of the filing of the bonded-title application is sent by the DMV to the registered owner and lien holder prior to the time the bonded title is issued. The registered owner and/or lien holder are given the opportunity to delay or oppose the process by filing (1) an objection in writing to the DMV, for which a 10-day delay is automatically granted; or (2) filing a petition in a county or district court to seek a declaration of proper ownership (a costly and potentially time-consuming process.)
The law provides that any registered owner or lien holder can re-
Once a lien holder gets notice that a bonded title has been issued, it can obtain information about the applicant and the issuer of the bond from VTR.
The bonded-title procedure seemed to be a good compromise for allowing a person to get a title when the normal channels were not available, but at the same time offering financial protection for a real owner or lien holder whose interest was overlooked.
Under Section 501.053 of the Texas Transportation Code, a person may file a surety bond issued by a licensed surety company in an amount equal to one and one-half
cover from the issuer of the surety bond any expense, loss, or damage, including reasonable attorney’s fees, occurring because of the issuance of the bonded title. The bond is valid for three years from its effective date.
What has become apparent is that the bonded-title procedure is being used in situations other than where lien holders have disappeared. It seems that more and more debtors are “selling” their vehicles to third persons, often posting them for sale using social media listings. The individuals who are “buying” the
vehicles are often turning over large sums to purchase vehicles without obtaining title certificates or investigating whether there are outstanding liens. When the buyers later seek to title and register the vehicles, they are informed that they can’t because of outstanding liens. Most tax offices then give out information on alternative means to obtain title, including tax office hearings and bonded title procedures, and often give a list of surety companies that write bonds.
We’ve also seen situations where vehicle-lien debtors obtain bonded titles to present to cash-for-title lenders to secure loans without having to pay off balances owed. The lenders then obtain new title certificates reflecting themselves as first lien holders.
If state motor-vehicle records indicate that a vehicle has a lien that is less than ten years old, the surety bonding company is responsible for insuring that the lien has been satisfied or released. We’ve found that some surety companies that issue the bonds often do no investigation as to the existence of liens or whether they’ve been satisfied.
Once a lien holder gets notice that a bonded title has been issued, it can obtain information about the applicant and the issuer of the bond from VTR.
We have assisted a number of lien holders recently in collecting written-off balances on collateral long given up on. When a lien holder finds that a bonded title has been applied for, we suggest the following options:
If the bonded title has not been issued yet, the lien holder can certainly repossess its collateral under the usual repossession rules. Repossessing after a bonded title certificate has been issued, even though probably justified under the law, may result in costly repercussions, such as theft charges being filed. Remember that the police (and other law enforcement
officials) will generally rely on the state’s title records and will probably not understand the complications of competing title interests. We often recommend the sequestration process to get a vehicle back via court order to avoid confrontations with law enforcement agencies on a repossession. If a lien holder finds out that a bonded title has been issued, the legitimate lien holder should consider making a claim against the surety company that issued the bond, presenting evidence of the valid prior lien and the balance owed against the vehicle.
Unlike a claim on a dealer bond, a court judgment is not required to recover. However, if the surety company balks at paying, it may be necessary to file suit. Attorney’s fees and court costs can be sought as additional damages.
Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for 50 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
Let’s Talk Texas. This Year Isn’t What We Expected.
by Dr. John B. Coles VP of Data Science & Analytics, ACV Auctions
Ihad all these dreams at the start of 2026: interest rates finally coming down, inflation cooling, new vehicle sales picking back up. Whelp. Welcome to the heat of the summer… but in the hot and tiring way, where you’re sprinting through 110-degree heat to close a deal before the customer walks next door to see if that other lot is giving cars away.
I make predictions at the beginning of every year. Sometimes I land, sometimes I miss. Making predictions about macroeconomic conditions months in advance feels impossible right now — it’s like getting ready to shoot skeet with the sun constantly getting in your eye every time you aim.
So let’s go with what we know.
Margin Compression Was Always Coming.
We knew the margin profiles of the last few years couldn’t last forever, and the start of 2026 hit that story
home harder than I expected. Using our inflation-adjusted retail profit index at ACV, we’ve seen front-end gross margins fall below what dealers were making in 2018–2019. The pandemic-era windfall is over. That’s not a surprise, but the speed of the return to earth has been.
On Productivity: Don’t Believe the Hype Just Yet.
From an operational efficiency standpoint, we are seeing productivity grow across the U.S. But very little of it can provably be pointed to AI — yet. U.S. labor productivity initially surged during the pandemic , but had retreated back toward its slower pre-pandemic trend by early 2023, consistent with the typical cyclical pattern rather than a structural shift driven by new technology. The vast majority of real operational gains have come from stores and operations where leaders leaned into technology adoption that became a necessity during COVID, and
BY
have since been refined into a more efficient, scaled operation. Despite two-thirds of executives reporting using AI, that usage amounts to only about 1.5 hours per week on average, and most macro studies find limited evidence of a significant AI effect on broader productivity.
The honest version of the AI story right now? As ACV CEO George Chamoun noted on our Q1 2026 earnings call, the engineering and product teams are pulling Q4 priorities into Q3 using platforms like Claude to identify real velocity gains at the product level. But that is not the same as a dealership-wide transformation. Where deal-
social to radio and community sponsorships. That’s not just ad spend. That’s community investment. We have to make sure it stays that way.
But relationships alone aren’t enough. You have to beat the competition to the trade-in. You have to be first and with the best price. As one of my early mentors told me: when you get a car in on trade, you’re gaining a customer, not just the car. Buying it right is absolutely critical. Every tool in your toolbox needs to be at the ready so the consumer knows that what you’re doing to make them whole is better than the five offers they already got on the internet. Getting someone off the couch and into your store is a critical first step. Closing the deal in a way that makes the customer whole and keeps you positive for a profit? That’s a skill we have to practice again.
ers are seeing real value from AI is in identifying and automating backend processes in alerts, inventory management, and service drive workflows. If dealers introduce AI as a friction point between them and the customer on a theoretical efficiency play, they put that relationship at risk. The bigger bills are coming for companies pitching security and AI architecture that no one really understands. And consumers? They’re tired of automated phone calls and being walked into the manager’s office for one more upsell on a car they can already barely afford.
So, How Do We Win in the Independent Dealer Space?
Relationships. I know, it sounds almost too simple to say out loud. But when the latest Instagram post can be faked and Carvana is hunting for every near-new car it can find, dealers have to make sure that the community remains at the center of what makes them unique. The car dealership has long been an anchor of its community. According to NADA, U.S. franchised dealers collectively spent $8.9 billion on advertising in 2023, with the typical new car dealership investing over $500k in local marketing, spanning everything from search and
The consumer has changed. They want speed to a real person. As I put it on a recent podcast: in this age of AI chatbots and machine learning, if you interact with someone as a real person, your understanding of that consumer’s experience improves dramatically. The dealerships winning today are the ones using data and technology to set up a high-quality, eye-to-eye human interaction, not to replace it.
Now Let’s Talk Vehicle Trends. What’s Hot and What’s Not.
The Iran conflict changed the demand picture faster than most of us anticipated. The escalation of the U.S.Israel war with Iran in late February 2026 triggered the closure of the Strait of Hormuz, through which roughly 20% of the world’s oil trade passes, causing what the International Energy Agency characterized as the largest supply disruption in the history of the global oil market. Brent crude surged above $100 per barrel in late April and early May, driving fuel prices sharply higher worldwide. As of early May, gasoline futures for delivery in New York Harbor rose above $3.60 per gallon as ongoing Middle East supply disruptions reduced crude availability for refiners heading into peak summer driving months.
The demand consequences for dealers have been immediate. The Iran conflict has pushed U.S. gasoline to $3.72 per gallon, and EV dealers are reporting record sales as consumers worry prices will climb further. ACV CEO George Chamoun spoke directly to this shift in a Yahoo Finance interview in March 2026, noting that as gas prices approach $4 a gallon, the key theme across
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the dealer community is affordability. That includes how many $20,000 and $30,000 cars are on the lot, and whether hybrids and EVs fit that sweet spot for today’s buyer.
The used EV story right now is genuinely interesting and nuanced. More than 300,000 EVs are expected to return from lease in 2026 , an increase of over 200% from the 123,000 units projected in 2025, driven largely by elevated leasing activity in 2022 and 2023 when federal and state incentives sharply reduced monthly payments. Used EV wholesale values are leading every other vehicle segment, up 7.9% year-over-year, while used retail days’ supply sits at just 38 days — down 6% year-over-year. For independent dealers who have historically steered clear of EVs, this wave of off-lease inventory at more accessible price points deserves a serious second look.
I noted in May, the week-by-week change in the geopolitical landscape and gas prices is not going away. Getting ahead of it, rather than reacting to it, is where the competitive edge lives this summer.
Beyond EVs and hybrids, the critical inventory elements that remain hot in a high-uncertainty, elevatedgas-price environment are small, older, and efficient vehicles. Think cars sold in the post-Cash for Clunkers period of 2009–2010. The program led to the destruction of nearly 700,000 vehicles , many of them perfectly functional older trucks and SUVs, permanently removing them from the secondary market. The vehicles that survived that era and avoided the harsh, salt-treated winters of the Northeast are increasingly scarce and increasingly valuable to source. According to Black Book’s Market Insights , the 8-to-16-year-old vehicle segment has been reporting consistent wholesale gains. This is a trend worth watching closely as summer inventory tightens. S&P Global Mobility puts the average age of light vehicles on U.S. roads at 12.6 years as of 2024, and that aging fleet is the independent dealer’s natural hunting ground.
Trade-in data confirms it : customers bringing in vehicles over 9 years old are more likely to purchase used rather than new. This is exactly the independent dealer’s lane. Dealers who can source and price that cohort well are sitting on a genuine opportunity while the franchise lots chase newer inventory.
The Bottom line, Texas Dealers
The market is harder than we hoped at the start of the year. The dealer wholesale market is expected to decline in the mid-single digits in 2026, per ACV’s Q1 2026 earnings guidance. Tariffs, the Iran conflict, margin compression, and consumer affordability pressure are all real headwinds. But the opportunities are equally real, and they belong disproportionately to independent dealers who know their community, price their trades aggressively, and use data to make faster and better decisions.
As I put it in interviews and podcasts earlier this year: the week-by-week change in the geopolitical landscape, in gas prices. Getting ahead of it is something that’s not going away. That’s where data is going to be even more critical through the summer and as we finish out 2026.
The Texas economy remains a relative bright spot, and the demand patterns here reward dealers who stay close to their customers and move quickly. The dealers who win this summer won’t be the ones with the biggest AI vendor contracts or the fanciest chat interface. They’ll be the ones who made the trade-in offer before anyone else, gave the consumer a transparent, no-surprise experience, and built the kind of community trust that no algorithm can replicate.
Stay sharp out there. It’s hot, but there’s money to be made.
Dr. John B. Coles is Vice President of Data Science & Analytics at ACV Auctions..
PHOTO BY
conference education
Monday
July 20, 2026
8:00am–9:15am Opening General Session
One Million Cars. One Lesson: Buy Right or Lose Opening General Session with John Clay Wolfe
9:30am–10:20am Breakout Sessions
Financial Mastery: The Numbers That Drive Your Business Presented by Hugo Sanchez – Shareholder, Butler & Sanchez LLC
BHPH 101: Cómo Crear una Cartera que Genere Resultados Presented by Maria Pericaz – Owner, Express Auto Financial LLC
Measuring What Matters: BHPH Performance Metrics Presented by Martin Gutierrez – Owner, Auto Analytix Advisors
Marketing: Putting Data to Work for Your Lot Presented by Nick Askew – Owner, Space Auto; Jim Stonaker – Senior Product Consultant, Cox Automotive
OCCC Compliance Update: What You Need to Know Now Presented by The OCCC
10:30am–11:20am Breakout Sessions
AI in Collections: From Hype to Action Presented by Robyn Burkinshaw – Founder, Blytz & Jenissa Rice – COO, Auto Liquidators
This Business Doesn’t Have to Be Hard (BHPH Panel) Panelists: Cesar Torres (Lofi Motors, Corpus Christi), Jeff Owings (Owings Auto, Arlington), Kaleb Bryan (The Auto Cave, Dallas) Moderator: Russell Moore, Top Notch Used Cars – Conroe
IA: Cómo empezar sin saturarse Presented by Macarena Bravo – CEO, Macarena Miami
Time to Line: Running an Efficient Service Dept. Presented by Casey Allison – COO, Vamos Auto (Arlington, TX)
Using Floor Plans Strategically: Leverage Without Overexposure Presented by Nory Pakravan – Owner, 210 Auto Credit (San Antonio, TX)
TxDMV Update: Regulatory Changes Affecting Dealers Presented by The Texas Department of Motor Vehicles
On-Demand Offerings
Complying with the Safeguards Rule *
TIADA has designed an easy, quick, and affordable program that fulfills the FTC’s training requirements for the Safeguards and Privacy Rules of the Gramm-Leach-Bliley Act for all your employees and includes model Safeguards Policies and Agreements for your dealership at no additional charge.
$ 75 for the Qualified Individual, 60-min. course
$ 49 for All Other Employees, 30-min. course
Volume Pricing Options Available at $ 40 per user
* Also available in Spanish
Repossession 101: What You Need to Know
In this two-part video course TIADA counsel Michael Dunagan answers repossession related questions for both the dealer starting out and those dealers who want a refresher. Dunagan goes through the basics of self-help repossession, repossession when a client has filed bankruptcy, and using the courts to regain collateral through sequestration. The course also covers all the repossession letters and includes a downloadable deck of slides to follow along with the course.
$ 98 for two 1-hour videos
The Basics of Transferring Titles
*
Want to avoid having your title transfer paperwork rejected at the tax office? This online course is designed to walk you through the title transfer process and is best suited for people new to transferring titles or those who want to brush up on the basics. This course has been reviewed for accuracy by the Tax Assessor-Collectors Association of Texas.
$ 48 for the course
The Deal Jacket
*
* Also available in Spanish
The Deal Jacket is the file the TxDMV, OCCC and the Comptroller will ask for when they conduct an exam or audit of your dealership so it’s important to make sure these documents are accurate. To know which documents are required, you can either rely on what some dealer at the auction told you, or you can do it the right way by taking this free course.
This course is FREE
* Also available in Spanish
feature A Few Words From the TIADA Conference & Expo Education Committee
by TIADA Staff
The TIADA Conference and Expo is quickly approaching. Our Education Committee has been hard at work these past few months developing the most engaging and informative programming for attendees. In fact, this year’s conference is shaping up to be our most innovative and exciting one to date.
We spoke with our committee recently about their insight into the educational offerings and what they believed sets the TIADA convention apart from other industry conferences.
“There’s nothing else in our industry that puts this many serious dealers under one roof for three days,” Kaleb Bryan replied. He continued, “A webinar gives you information. TIADA gives you real dealers making real money. The hallway conversations, the dinner where someone tells you exactly how they restructured their pay plan, the roundtable where four dealers compare collection results on the same software… none of that exists in a recorded session.”
Selcuk Kaya of Kaylar Motors became involved in the education committee because of his personal experience attending past conferences.
“I have been to four TIADA conferences in a row,” he said. “Since Kayalar Motors started going, we have grown every year. More sales, better margins, better operation. That is not by accident. Every time I come back, I bring something with me that we put to use. Sometimes it’s a software, sometimes a process I saw at another dealer, sometimes just a fix to something I had been avoiding for a year. For a retail dealer reading this, my advice is simple. Come.”
The 2026 Conference will focus heavily on technology advancements and regulatory compliance with a highlight on evolving Texas legislation and AI integration into every aspect of a dealership.
“With AI integration, the conversations about compliance rules and back-end processes surpassed any past conference. I believe we are all coming back stronger than before, moving our industry forward for the future,” Maria Pericaz stated.
It is programming such as this that makes our event
a priceless learning experience that every independent dealer should attend. Jeff Owings brought up an excellent point highlighting how quickly the industry is changing and how imperative it is for business owners to stay on top of the latest news and innovations.
“It used to be that I could make a meaningful adjustment to my business model once every year or two and be good for a while. Now, things are moving so fast that I’m having to tweak and adjust every month or two just to stay effective,” Jeff Owings replied. “That’s exactly why these meetings are so valuable. They help you stay on top of what’s changing and make sure you’re making the right moves at the right time. If you want to keep up in today’s market, this is one of the smartest investments you can make in your business.”
When asked what sessions or topics she believes dealers should make a point not to miss this year, Nory Pakravan replied, “Anything focused on compliance, operational efficiency, and leadership development should be at the top of the list. Compliance keeps you in business, operations help you scale, and leadership is what sustains it all. But I’d also encourage dealers not to just stick to what they know, step into sessions that challenge how you think. That’s where growth happens.”
We understand the challenges that some dealers face when making the decision to take a few days to step away from their business for an educational experience. However, if you’re a dealer who is still on the fence about attending this year, Garrett Jones has these words of encouragement.
“Just give it a shot. Have an open mind. Your dealership’s operation may be well executed, but I guarantee there is a dealer in the room who is doing it better. Invest the time to learn from others and see what you walk away with and I guarantee the dividends you’ll receive will be worth the trip.”
The TIADA Conference & Expo is recognized as one of the premier dealer conference s in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org.
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The Inaugural Patricia & Sam Harless Legislative Day
by TIADA Staff
On April 9th, it was the honor of the TIADA to host the inaugural “Patricia & Sam Harless Legislative Day” at Mecum Auction’s beautiful facility in Houston at the NRG Park. On this momentous day TIADA members, legislators, and industry leaders gathered to celebrate the owners of Fred Fincher Motors, Patricia and Sam Harless, for their decades of dedication to Texas and the independent automotive industry.
Patricia Harless nobly served in the Texas House of Representatives for the 126th district until 2017. She also sat on the Texas Motor Vehicle Board overseeing the Texas Department of Motor Vehicles from 1998 to 2005. Sam Harless currently serves in the Texas House of Representatives where he continues to be a steadfast advocate for dealers across the state and the residents of the 126th district. The
“Patricia & Sam Harless Legislative Day” is a small way for our industry to say “thank you” for their tireless industry advocacy work.
The day kicked off with an exclusive welcome from the Mecum team, followed by the grand opening ceremony of their stunning Houston facility. Attendees enjoyed behind-the-scenes tours of the auction floor, connected with fellow dealers, and mingled with legislative guests. The celebration concluded with the Harless Recognition Luncheon where Patricia and Sam were formally recognized for their extraordinary contributions to the industry.
We are extremely grateful to everyone who turned out for “Patricia & Sam Legislative Day.” Thank you to the entire Mecum team — especially Harold — for their incredible hospitality and partnership in making this day possible.
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.
Events such as this one are essential to TIADA’s mission to build and foster working relationships with the legislators whose decisions directly impact the independent automotive industry. Our members continue to have a voice within our State Capital because of this commitment to engagement with INDEPAC, TIADA’s political action committee that advocates the issues that affect your business.
For more information on how you can become a TIADA member visit txiada.org today.
Congratulations again to Patricia and Sam on this momentous accomplishment. We look forward to making this event an annual tradition.
AI in Auto Finance Collections: One Bite at a Time
Featured Presenter
Robyn Burkinshaw Founder & CEO of Blytz
Artificial intelligence has officially entered the auto finance conversation. The headlines are loud, the promises are big — transformation, automation, efficiency, magic. And yet, for most lenders and dealers, the reality feels very different.
AI sounds powerful in theory. In practice, it feels overwhelming. Teams are asking the right questions: Where do we start? What works? How do we make this profitable?
Here’s the truth: AI is not something you install and move on from. AI must be operationalized. And like anything operational, you don’t eat the elephant all at once. You take one bite at a time.
The Real Problem Isn’t AI. It’s the System Around It.
Before AI can fix collections, we have to say the quiet part out loud. The problem in most collections environments isn’t effort. Collectors are working hard. Teams are stretched thin. Processes exist. Follow-up is happening.
And still, performance stalls.
Why? Because most collections operations are built on friction.
Portals that require logins. Payment processes with too many steps. Payment methods that don’t accommodate the consumers they’re meant to serve. Communication that doesn’t lead directly to action. Manual follow-up that depends on who had time, who remembered, and who didn’t quit last week.
That is not a people problem. That is a system problem.
The BHPH industry is feeling this pressure acutely right now. Vehicle repossessions rose to 1.73 million in 2024, the highest level since the 2008 financial crisis, a 16 percent increase from the prior year. Auto loan delinquencies also increased significantly, with 8.1 percent of loans at least 30 days past due and 4.8 percent delinquent by 90 days or more as of Q4 2024, a 15.8 percent
increase. For BHPH dealers who bear the direct risk of every loan they write, those numbers aren’t abstract, they’re existential.
When your process depends solely on people compensating for broken workflows, the system becomes the bottleneck. Put more directly: if getting paid is hard, you don’t have a payments problem. You have a business problem.
Collections Is Still a Labor Game.
That’s the Issue.
Collections has always relied heavily on people. But the world around collections has fundamentally changed.
Customers don’t answer calls like they used to. Answer rates for unknown or unrecognized calls are under 15 percent, and call screening tools have become mainstream. Labor is more expensive and harder to keep. Average collections agent tenure has declined to under 18 months, creating perpetual training costs and inconsistent service quality. And consumers now expect every financial interaction to feel as easy as ordering from Amazon or requesting an Uber.
Meanwhile, collectors are spending a shocking amount of time not actually collecting. In many operations, as much as 30 percent of a collector’s time is spent cashiering — answering calls, running payments, confirming details, processing transactions, logging activity. That is not collections. That is operational drag wearing a collections headset.
The math doesn’t work. According to NIADA, 33.2
percent of used vehicle sales at independent dealerships use BHPH financing. That’s a massive book of in-house loans being managed by teams that are structurally underwater before the first call is made. Your best people should not be acting like checkout terminals. They should be resolving accounts, managing exceptions, preserving relationships, and moving revenue forward
AI Isn’t the Strategy. It’s the Accelerator.
This is where most AI conversations go sideways. AI gets positioned like it is the strategy. It isn’t. AI is the accelerator.
Accelerators do exactly what they are told — they make what already exists move faster. If your workflows are broken, AI will scale the mess. If your payment experience is clunky, AI will make the clunk happen faster. If your communication does not lead to action, AI just creates more noise at volume.
But when applied correctly, the results are real. According to the 2024 TransUnion Debt Collection Industry Report, email and SMS engagement increased 9 percent, and consumers are far more likely to engage with digital tools than respond to traditional phone calls. McKinsey research found that 73 percent of customers in late delinquency made a payment when contacted through digital channels — still, the majority of collectors continue to rely on traditional outreach with much lower response rates.
That gap is the opportunity. And AI, properly deployed, is how you close it.
What AI Actually Changes for Collections Teams
The biggest misconception is that AI replaces people. It doesn’t. It reassigns them.
Instead of spending the day making repetitive calls, chasing follow-up, taking payments, and logging notes, teams can move into higher-value work: handling exceptions, negotiating complex situations, retaining customers, solving the problems that actually require human judgment. Meanwhile, AI handles the volume, executing hundreds of outreach attempts in the time it takes a human to complete a fraction of that work.
And when built correctly, it does that with structure. Authentication workflows. Compliance controls. Messaging windows. Opt-out handling. Multilingual communication. Consistent follow-up sequences. This matters more than ever as compliance risk is rising alongside operational risk, and AI provides a repeatable, auditable framework that manual teams simply cannot sustain.
the early stages, not because they were unrecoverable, but because the outreach was too slow, too inconsistent, or too friction-filled to prompt action in time.
AI thrives in that early window because it reduces the lag between reminder and action. And in collections, time kills payments. Not always intent. Time. The longer it takes a customer to act, the less likely they are to act.
Convenience Is the New Loyalty
Customers are not always avoiding payment because they don’t want to pay. A lot of the time, they are avoiding friction. Research shows that contacting consumers first through their preferred channel can lead to an increase in payments, and bill-payers actively prioritize payments to billers that offer lower-friction payment experiences.
The average new vehicle now costs $48,600, with monthly payments averaging $742 for new cars and $525 for used. According to a recent MarketWatch study, drivers now spend 20 percent of their monthly income on car-related expenses, and one in ten spend more than 30 percent on auto loan payments alone. These are consumers under financial pressure, and when they’re ready to pay, the last thing you want is a process that gets in the way. Convenience has become the deciding factor. Not brand. Not relationship. Not even pricing. If it is easier to pay you, you get paid.
The result is not necessarily fewer people. It is a better use of the people you already have.
Where AI Works Best: Early Delinquency
If you’re trying to apply AI everywhere on day one, you’re doing too much. The smartest place to start is early-stage delinquency where behavior is still recoverable, the customer hasn’t fully disengaged, the balance hasn’t snowballed, and the relationship is still intact.
In late 2025 subprime 60-plus-day delinquencies were in the mid-6% range, marking the second-highest level since 2006. The accounts that tip into serious delinquency are often the ones that slipped through the cracks in
The Shift to Actionable Payments
AI alone does not solve the problem. Action does.
The real transformation happens when communication and payment are no longer separate steps. A message should not just remind someone they owe money; it should give them the ability to do something about it immediately. That is the difference between outreach and outcome.
It is the difference between “Please log in to make a payment” and “Pay right here, right now.”
When you collapse the distance between intent and action, everything changes. Conversion goes up. Followup goes down. Customer frustration drops. Cash flow improves. That is what actionable payments look like: the ability to complete the transaction in the exact moment of communication. No portal. No login. No friction. No delay.
Upcoming Events
TIADA DEALER ACADEMY
For online registration and information, see www.txiada.org
ON-DEMAND OFFERINGS
For a complete list of available on-demand education offerings, go to www.txiada.org/on_demand
Complying with the Safeguards Rule
Offered in English and Spanish
Repossession 101: What You Need to Know Video Course
The Basics of Transferring Titles
Offered in English and Spanish
The Deal Jacket
Offered in English and Spanish
Legal Reference Books
Attorney Mike Dunagan’s must-have repossession and financing books for BHPH dealers.
DMV REQUIRED COURSES
Texas Pre-licensing
Education Course
TxDMV approved course to satisfy all training requirements for completing your application to obtain an independent dealer license or General Distinguishing Number (GDN).*
*For more information see Frequently Asked Questions Access Dealer Education Course Resources
Curso de Educacion
Pre-Licencia de Texas Curso aprobado por el Departamento de Vehículos de Motor de Texas (TxDMV) y que cumple con todos los requisitos para completar la aplicación para obtener una licencia de dealer independiente, también conocida como el GDN (General Distinguishing Number).**
**Para mas información ver la sección de Preguntas Frecuentes.
Acceso a los Recursos del curso educativo para los dealers.
Texas License Renewal Education Course
TxDMV approved license renewal education course (For renewal applicants licensed on or after September 1, 2009 whose ownership and management structure of the dealership has changed since the last renewal and the person who previously took the course is no longer with the dealership)
Why Waiting Is the Most Expensive Option
Auto finance loves a good “wait and see” strategy. That does not work with AI. The technology is moving too quickly. Meanwhile, labor keeps getting more expensive, customers keep shifting digital, and teams keep trying to solve modern behavior with legacy workflows. Standing still is not neutral. Standing still is falling behind.
Start Small. Scale What Works.
The good news is you don’t need to transform everything on day one. Actually, you shouldn’t.
The best AI implementations start focused. Pick a use case. Start with early delinquency. Run AI alongside existing workflows. Measure what matters; conversion rates, contact rates, timeto-payment, cost-per-collected-dollar. Optimize timing, messaging, and channels. Then expand what works. The early movers are already building the operational muscle. This is not about ripping out your operation. It is about strengthening it one layer at a time.
What Comes Next
For anyone trying to understand how AI becomes viable, scalable, and profitable in auto finance, I’ll be speaking at the TIADA 2026 Annual Conference, breaking down what’s working in real dealer environments, what isn’t, how to implement AI without blowing up your operation, the metrics that actually matter, and how to turn AI from a buzzword into a competitive advantage.
The winners in AI will not be the ones who adopt the most technology. They will be the ones who apply it with precision.
One bite at a time.
The TIADA Conference & Expo is recognized as one of the premier dealer conference s in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org
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Why TIADA 2026 Matters
Twenty years ago, I opened LOFI Motors. Two years in, I attended my first TIADA meeting in Houston, and it changed everything.
I remember sitting in that room listening to the panelists talk about the size of their portfolios, the number of employees on their teams, the volume of sales they were doing. Honestly, I never thought any of it was possible. I was a young operator trying to figure out the business, and these dealers were operating at a scale I couldn’t quite picture for myself.
Today, I’m one of those panelists. I sit on the TIADA board. And it all started with one Conference.
That is why I write this with conviction: every summer, independent dealers across Texas circle one date on the calendar, and they should. The TIADA Conference has become more than an industry gathering — it is where relationships are built, ideas are tested, and businesses evolve. It’s where mine did.
This year’s Conference promises exactly what independent dealers need most: education that translates to the floor, conversations with people who actually understand our business, and a look at the technology reshaping every corner of the industry.
The auto industry has changed dramatically. Inventory acquisition looks nothing like it did five years ago. Consumer expectations keep evolving. Compliance pressures keep tightening. Technology is reshaping operations from underwriting to collections to customer communication. But one truth has not changed: dealers helping dealers is still the most valuable resource in our business. That is what makes the TIADA Conference different.
Whether you operate multiple rooftops or are working to scale your first location, you’ll leave the Conference with practical strategies you can put to work Monday morning.
Education Built for the Floor
The strength of TIADA’s educational programming is that it is grounded in reality. These aren’t theoretical discussions disconnected from how dealerships actually run — the classes are built around real operations and the real challenges we face every day.
Sessions cover compliance, collections, inventory management, financing, digital marketing, dealership operations, and emerging technologies. The instructors
Featured Presenter
Cesar Torres Owner, LOFI Motors
are operators, attorneys, trainers, and industry leaders who know the Texas market and what it takes to compete in it.
For Buy Here Pay Here operators, the educational opportunities are especially valuable. BHPH remains one of the most rewarding and most demanding segments of the business. Managing underwriting risk, customer re-
tention, collections, portfolio performance, and operational efficiency requires constant adaptation. This year’s sessions are designed to deliver actionable insight, not just inspiration. You’ll walk away with tools to improve profitability, streamline operations, and build stronger customer relationships — and you’ll leave knowing you aren’t facing these challenges alone.
The Hallway Conversations
Some of the most important moments at Conference never happen inside a classroom. They happen in hallways, over coffee, during dinners — in honest exchanges between dealers sharing what is working and what is not.
I can trace much of my own growth back to those conversations. The dealers I met at my first few Conferences became sounding boards, mentors, and friends. Some of them I still call today when I’m working through a tough decision.
Independent dealers are uniquely entrepreneurial. We solve problems daily. We adjust quickly. We build
businesses on grit, relationships, and hard-won experience. But too often, we operate in isolation, carrying the weight of every decision internally. TIADA creates the rare environment where dealers can openly exchange ideas with peers who genuinely understand the work.
A single conversation about collections, inventory sourcing, payment technology, staffing, or underwriting can change the trajectory of a dealership. There is real value in hearing how another operator solved a problem you’re facing right now, and real reassurance in discovering that struggles you thought were unique to your store are shared across the industry. In many ways, that networking is as valuable as the formal education itself.
Technology on the Floor
One of the most exciting parts of this year’s Conference is the chance to see, in person, the technology shaping independent auto retail. The exhibit floor will showcase AI-powered communication systems, CRM platforms, payment technology, underwriting tools, GPS solutions, compliance software, digital marketing platforms, and inventory management systems. Dealers will get to engage directly with the providers, ask questions, see demonstrations, and decide what actually fits their business model.
The pace of innovation in our industry is accelerating. The best operators are not adopting new tools because they are new — they are identifying technology that removes friction, creates scalability, and simplifies the day-to-day. The vendor hall is more than an exhibit space. It is a hands-on environment where dealers discover practical tools to improve their operations. In an industry where margins and efficiency matter more than ever, staying current on technology is not optional.
“It Doesn’t Have to Be This Difficult”
I am honored to participate in one of this year’s Buy Here Pay Here panels, “It Doesn’t Have to Be This Difficult.”
That title resonates because, if we’re being honest, this business has a way of becoming unnecessarily complicated. Over twenty years at LOFI Motors, I’ve watched dealerships — including my own at times — accumulate layers of processes, systems, vendors, and operational habits that create friction instead of efficiency. Many operators find themselves overwhelmed by complexity in collections, underwriting, staffing, compliance, and day-to-day management.
The goal of this panel is an honest conversation about simplifying operations and focusing on what actually drives success. Great dealerships aren’t always the most complicated ones. The strongest operators tend to be the ones who build consistent systems, communicate clearly with customers and staff, leverage technology wisely, and stay disciplined in their processes.
We’ll talk about practical ways to reduce operational stress while improving performance — lessons learned through experience, the mistakes that created unnecessary difficulty, and the strategies that helped simplify the business. The discussion will focus on reality, not theory. Because some of the biggest breakthroughs in business come not from adding complexity, but from removing it.
More Than a Convention
TIADA represents something bigger than an annual event. It represents the strength and resilience of independent dealers across Texas — people who work long hours, solve difficult problems, and serve customers many traditional institutions overlook. Independent dealers create opportunities for families, provide transportation for communities, and keep local economies moving.
The Conference is a chance to step away from daily operations and invest in the future of your business — to recharge, learn, reconnect, and gain perspective. Every year, dealers leave TIADA with new ideas, new relationships, and renewed motivation. Some discover technologies that transform their operations. Others find mentors, partners, or friendships that last decades. Many simply leave reminded that they are part of an industry filled with hardworking people facing similar challenges and pursuing similar goals.
See You This Summer
If you’re a newer dealer wondering whether the Conference is worth your time, let me answer that directly: it’s where my business — and my perspective on what was possible — really began. I owe a lot to the operators who showed up, sat on those panels, and were willing to share what they had learned.
This year’s TIADA Conference is shaping up to be one of the best yet. Whether your goal is to improve operations, explore new technologies, strengthen compliance, grow your portfolio, or simply connect with dealers who get the business, you’ll find something valuable.
The classes will educate. The conversations will challenge you. The technology will push you to think differently about your business. Most importantly, the Conference will remind all of us why organizations like TIADA matter so much to independent dealers across Texas.
I look forward to seeing everyone there — and especially to the conversations and collaboration that make this industry what it is. Because no matter how much the business changes, one thing stays true: when dealers come together, everybody gets better.
The TIADA Conference & Expo is recognized as one of the premier dealer conference s in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org
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2027 State Officer Nominees
by TIADA Staff
Election for the TIADA Board of Directors will be held at the House of Delegates meeting during the 2026 TIADA Conference & Expo in San Antonio, Texas.
President
Russell Moore
Top Notch Used Cars
900 East Davis Conroe, TX 77301
President Elect
Cesar Stark S&S Motors
7699 Alameda Ave. El Paso, TX 77915
Chairman of the Board
Greg Phea
Austin Rising Fast
8024 IH 35 North Austin, TX 78753
Secretary
Lowell Rogers 11th Street Motors
1355 N 11th St. Beaumont, TX 77702
Treasurer
Cesar Torres
Lofi Motors
4634 Ayers St. Corpus Christi, TX 78415
Vice President, West Texas (Region 1)
Jose “Pepe” Munoz
Gael Motors
7661 Alameda Ave. El Paso, TX 79915
Vice President, Fort Worth (Region 2)
Matt King
Matt King Motor Company
2715 W. Pioneer Pkwy Arlington, TX 76013
Vice President, Dallas (Region 3)
Lucas Ponder
Auto Smart
3202 Summerhill Rd. Texarkana, TX 75503
Vice President, Houston (Region 4)
Christina Sabillón Mi Tierra Auto Sales
7935 Gulf Freeway Houston, TX 77017
Vice President, Central Texas (Region 5)
Harry Buchelly
Discovery Auto Sales
8140 North Lamar Blvd Austin, TX 78753
Vice President, South Texas (Region 6)
Chad Lancaster
Chacon Autos – San Antonio
1400 SE. Military Dr San Antonio, TX 78214
Vice President At Large
Nory Pakravan
210 Auto Credit
711 N General McMullen Dr San Antonio, TX 78228
Vice President At Large
Tyler Simmons
Abilene Used Car Sales, Inc.
2150 N. 1st Street
Abilene, TX 79603
behind the wheel
Worth Your Time
Stepping away from the dealership is never easy. Even for a day.
There is always something demanding your attention. Another customer question to address. Another difficult issue to resolve. Another deal that needs careful attention. For independent dealers, staying focused on the day-today isn’t just understandable, it’s necessary.
But staying heads down all the time comes with its own cost.
The closer you are to something, objectivity and perspective become harder to maintain. Industry changes can feel distant and unrelatable until they arrive “unexpectedly” on your doorstep. Opportunities to compare notes with peers, hear new ideas, or step outside of your normal routine seem unnecessary and, thus, are easier to postpone.
That’s part of why our Annual Conference is so important.
by Trevor Jennings
TIADA EXECUTIVE DIRECTOR
Over the past few months, we’ve talked about the value of being in the room and the importance of hearing directly from the agencies and experts that shape our industry. Conference brings those things together, but it also offers something broader: the opportunity to step back, reset perspective, and invest in your business in a different way.
For some, the value comes from education. For others, it comes from a conversation, a new idea, or clarity around an issue that’s affecting their business. Those kinds of opportunities are difficult to manifest when you’re only focused on what’s directly in front of you, surrounded with the same people day in and out.
Conference is more than just a vacation at a beautiful resort with your fellow dealers. It’s a vital, priceless investment in your business.
I look forward to seeing you all in San Antonio this July.
Conference is more than just a vacation at a beautiful resort with your fellow dealers. It’s a vital, priceless investment in your business.
