CARVANA CEO ON INNOVATION, INDEPENDENCE, AND THE FUTURE OF AUTO RETAIL: WHAT EVERY DEALER NEEDS TO HEAR | TIADA 2025
TIADA WELCOMES SPEAKER
Also In this issue:
– Michael W. Dunagan: How the Texas Deferred-Sales-Tax Law Came to Be
– Kenny Atcheson: How to Become the Obvious Choice in a Sea of “Me Too” Dealers
– TxDMV Latest Update: Licensed Dealers & How to Order Temporary Plates
– A Dealer-Driven Conference & Expo: #TIADA2025
MORE INVENTORY & SUPPORT FOR TEXAS DEALERS.
ACV offers options for buying and selling wholesale vehicles through its industry-leading digital marketplace and remarketing centers, including the five Alliance Auto Auctions locations.
FULL-SERVICE SUPPORT AND DEDICATED BUYER REPS
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TRANSPORT ANY VEHICLE—ANYWHERE
FLOORPLAN AUCTION AND CONSUMER PURCHASES
PRESIDENT
Greg Reine/Auto Liquidators
39670 LBJ Freeway Dallas, TX 75237
PRESIDENT ELECT
Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753
CHAIRMAN OF THE BOARD
Eddie Hale/Neighborhood Autos PO Box 1719 Decatur, TX 76234
SECRETARY
Russell Moore/Top Notch Used Cars 900 East Davis Conroe, TX 77301
TREASURER
Cesar Stark/S&S Motors 7699 Alameda Ave. El Paso, TX 77915
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)
Tyler Simmons/Abilene Used Car Sales, Inc. 2150 N. 1st Street Abilene, TX 79603
VICE PRESIDENT, DALLAS (REGION 3)
Chad Lancaster/Chacon Autos
11800 E. Northwest Hwy Dallas, TX 75218
VICE PRESIDENT, HOUSTON (REGION 4)
Lowell Rogers/11th Street Motors 1355 N 11th St, Beaumont, TX 77702
VICE PRESIDENT, CENTRAL TEXAS (REGION 5)
Harry Buchelly/Discovery Auto Sales 8140 North Lamar Blvd. Austin, TX 78753
VICE PRESIDENT, SOUTH TEXAS (REGION 6)
Cesar Torres/Lofi Motors 4634 Ayers St. Corpus Christi, TX 78415
VICE PRESIDENT AT LARGE
Christina Sabillón/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017
VICE PRESIDENT AT LARGE
Lucas Ponder/Auto Smart
3202 Summerhill Rd. Texarkana, TX 75503
TIADA EXECUTIVE DIRECTOR
John Frullo
9951 Anderson Mill Rd., Suite 101 Austin, TX 78750
Office Hours M-F
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“Since partnering with BlytzPay, our payment processing has become so much more streamlined. We have more options now, including text-to-pay and the ability to sign customers up for autopay right at the time of sale. It’s been a really great solution for us.”
April Hanson, Coast to Coast Motors Visit Us at
At TIADA, we firmly believe that education is key. I’ve seen how it’s a game-changer for Texas dealers, distinguishing those who lead with integrity. TIADA’s education program equips members with the knowledge and tools to build stronger businesses and elevate the independent dealer community in Texas.
In today’s dynamic market, staying informed is crucial. Education empowers our members to navigate compliance, technology, consumer demands, and evolving regulations. This is why TIADA is committed to investing in education, advocacy, legal resources, and practical training programs supporting Texas dealers at every stage of their careers.
This July, join us at the 2025 TIADA Annual Conference & Expo in Grapevine . We will share insights, celebrate innovation, and connect with influential industry leaders. The conference features Ernie Garcia, Co-Founder and CEO of Carvana, who will join
by Eddie Hale Neighborhood Autos (Decatur) TIADA CHAIRMAN OF THE BOARD
us for an exclusive fireside chat moderated by TIADA Past President and Texas DMV Board Member Mark Jones. Their session will spotlight the values that define our industry: community, resilience, and integrity.
TIADA’s conference is more than an event; it’s a testament to our mission in action, promoting education, community, and successful business practices. Each year, it showcases our commitment to investing in the future, sharing knowledge, and pushing our industry forward.
I’m proud to be part of Texas’s exclusive statewide association for independent car dealers, where we support innovation, encourage growth, and contribute to a bright future for the industry and our local communities.
To learn more and to register for TIADA’s 2025 Conference & Expo, visit https://conference.txiada.org/
TIADA is committed to investing in education, advocacy, legal resources, and practical training programs supporting Texas dealers at every stage of their careers.
Who referred you to TIADA?
Address (if different from above)
Experience the benefits of being a part of an 80-year old association and even save more on auction fees than the cost of your membership.
Member $499 Good through 12/31/2025.
April 28, 2025
by TIADA Staff
Board Members in Attendance: Pepe Muñoz, Cesar Stark, Greg Phea, Greg Reine, Eddie Hale, Russell Moore, Tyler Simmons, Cesar Torres, Harry Buchelly, Christina Sabillon, Lucas Ponder, Chad Lancaster
TIADA Staff in Attendance: John Frullo, Earl Cooke, Patty Huber, Aisa Showery, Shelby Kawejsza, Aaron Minor, Bianca Oseguera, and Arely Medel
At its meeting on April 28, 2025, TIADA took the following actions:
President Greg Reine called the meeting to order at 1:00 p.m.
Minutes of Last Meeting
Secretary Russell presented the minutes from the last meeting.
A motion was made to accept the minutes.
Moved by Tyler Simmons, seconded by Greg Phea – PASSED
Treasurer’s Report
Treasurer Cesar Stark presented the Treasurer’s Report.
A motion was made to accept the Treasurer’s report.
Moved by Tyler Simmons, seconded by Lucas Ponder – PASSED
President’s Report
President Greg Reine discussed the recent dealer meetings in Austin and San Antonio and the success of TIADA’s Day at the Capitol.
Executive Director’s Report
Executive Director John Frullo introduced the new staff Aisa Showery — Marketing & Communications, Aaron Minor — Accounting, Bianca Oseguera and Arely Medel — Administrative Assistant.
Executive Director’s Report cont’d
He spoke about securing Ernie Garcia CEO and Founder of Carvana as keynoter for TIADA’s upcoming conference, and he presented a report on membership renewals and professional dealer development.
Special Projects and Events Coordinator Shelby Kawejsza provided a conference update.
Director of Associate Member Relations Patty Huber presented an associate member update.
Director of Regulatory Affairs Earl Cooke presented an update on governmental relations.
Treasurer Cesar Stark presented the FY’25 and FY’26 proposed Budget.
Treasurer Cesar Stark presented the investment policy.
A motion was made to adjourn the meeting.
Moved by Greg Phea, seconded by Eddie Hale – PASSED
Greg Reine adjourned the meeting at 4:15 p.m.
Respectfully submitted, Russell Moore, Secretary
A complete copy of any reports referenced in this document and more detailed notes from the meeting are on file at the TIADA office and available upon request.
Please fill out the form on the opposite page to help our efforts out at the Capitol!
Join the list of those who have already contributed in 2025.
Atchison, Jeff Baker, Jerry Barrett, Stephen Brown, Mark Davis, Brad Davis, Vicki
Anonymous Goodman, Jason Gregory, Tommy Hagler, Keith & Marcia Hale, Eddie Hanson, April Jones, Mark
Moore, Russell Ponder, Lucas Rodriguez, Edgar Rogers, Lowell Simmons, Tyler Zak, Gregory
2025 Contributions updated at time of publication.
Licensed dealers may now order Dealer Temporary Plates via eLICENSING.
The Texas Legislature passed House Bill 718 (HB 718) during the 88th Legislative Session in 2023 to address concerns related to the fraudulent use of paper license plates. The new law and associated administrative rules mandate significant operational changes for the Texas motor vehicle industry and are scheduled to take effect on July 1, 2025.
The Dealer Temporary Plate will replace VehicleSpecific and Agent-Specific Temporary Tags (also known
Featured Presenter
Contributor Article by TxDMV Staff
webDEALER 101 Training in English
Entrenamiento webDEALER 101 en Español
webDEALER 102 Training in English
webDEALER 102 Training – Español - Coming soon!
Live Webinars
Live dealer training webinars are listed on our events calendar https://www.txdmv.gov/calendar
Source: https://www.txdmv.gov/dealers
as “Dealer Temporary Tags”) and can be used by dealers starting July 1, 2025. Starting July 1, 2025, the Dealer Temporary Plate can be used for:
1. Demonstrating vehicles to prospective buyers;
2. Loaner vehicles while a customer’s vehicle is being serviced;
3. Transporting vehicles from one of the dealer’s premises to another of their premises;
4. Transporting vehicles to and from auctions;
5. Transporting vehicles from the dealership to a place where it will be repaired, reconditioned, or serviced;
6. Transporting vehicles from the state line, or a location in this state where the vehicle is unloaded, to the dealer’s premises;
7. Transporting vehicles from the dealer’s premises to another dealer’s premises;
Resources: HB 718 Infographic_May 2025.pdf ; Dealer Plate FAQs_May 2025.pdf
TxDMV officials will be participating at the 2025 TIADA Conference & Expo: Register before early bird ends June 20. http://Conference.txiada.org/register
TxDMV: 24/7 On-Demand Training for Dealers
Featured Presenter
Kenny Atcheson Founder and President Dealer Profit Pros
When people shop for a vehicle, they’re staring down a crowded buffet of choices:
One of many.
An okay option.
A good pick.
A great contender. And then... there’s The Obvious Choice.
If you want to stand out so boldly that customers don’t even consider the competition, read on.
When was the last time you didn’t shop around for a product or service? You knew where you were going. No coupons, no discounts, no hesitation. Why? Because you trusted them. You knew what to expect. They earned their place as The Obvious Choice.
Now imagine your dealership holds that kind of power. Even in a noisy market with dozens of dealers pushing similar vehicles, what if customers skipped the
Becoming The Obvious Choice isn’t aboust gimmicks or grand gestures. It’s about stacking small wins. Doing things differently. Caring just a little bit more. Which choice are you?
comparison shopping and came straight to you?
That’s not just wishful thinking. It’s a strategy. Let’s break it down.
It Starts With the Product…but It Doesn’t End There
Sure, Apple users rave about their iPhones. But it’s not just about the tech — it’s the seamless experience, the prestige, the emotional connection. That’s what makes Apple the obvious choice for millions.
As an independent dealer, you
When you load your offer with extras that scream “we care more,” you’re no longer selling a vehicle
— you’re selling peace of mind.
might think: “Well, I sell the same vehicles as the guy down the street.”
Not if you reframe your offer.
Don’t sell a car. Sell a car plus confidence
A freshly reconditioned vehicle that looks showroom new.
A clean Carfax or Autocheck.
A power-packed combo of free lifetime car washes, oil changes, or iron-clad warranties.
Years ago, marketing legend Claude Hopkins toured the Schlitz brewery. Every beer company claimed “pure” beer. But Claude spotted something different — glass bottles steamed, filtered air, and sterilized equipment. The process, not the product, was the story. Schlitz became the #1 beer in America.
Find your hidden story. Shine a spotlight on what others overlook. Show up to TIADA and I will share more of this story.
What if I told you a gas station chain became a roadside destination?
Welcome to Buc-ee’s — spotless bathrooms, gourmet snacks, cultlike loyalty. They flipped the gas station stereotype on its head.
What’s your dealership’s Buc-ee’s moment? In an industry plagued by trust issues, what can you do so differently, so memorably, that customers talk about it?
Let’s be real — you’re not putting Giza cotton towels in the restroom. You’re not offering valet parking. But you can still be the Ritz-Carlton of used car dealers.
Smiles. Warm greetings. Human conversations.
Ever wonder why Chick-fil-A outsells competitors even though they’re closed on Sundays? It’s not
just the chicken, it’s the culture. The attitude. The customer-first philosophy.
What if your staff said, “Welcome to our dealership. How can I serve you today?” instead of, “Can I help you?”
What if every customer left thinking, “Wow... they’re different.”
Flip the Script on What People Hate People dread buying cars. Why? It takes forever.
The “sales guy” feels slimy. Pressure, confusion, upsells.
So do the opposite.
Promise a lightning-fast process — and back it up.
Eliminate the word “salesperson.” Call them Automotive Advisors, Vehicle Consultants, anything but the stereotype. Train for trust, not tactics.
Remember Domino’s? “30 minutes or it’s free.” No one believed it — until it worked.
The Online Battlefield: Reviews Make or Break
Before a customer even steps foot in your lot, they’re Googling you.
They’re looking at your rating. Your review count. Your reputation.
If you’ve got a 4.3-star average and 30 reviews, you might look okay.
But The Obvious Choice? It’s the one with 4.8 stars and 150 raving fans.
Stack the deck in your favor. Get proactive. Ask for reviews. Respond to feedback. Build a fortress of trust before they ever call.
I’m not talking about the phone ringing — I mean the ring in your voice.
Becoming The Obvious Choice isn’t about gimmicks or grand gestures. It’s about stacking small wins. Doing things differently.
Caring just a little bit more.
That magnetic warmth. The joy. The tone that says, “I love helping people.”
In my live training sessions, I play a voicemail from a young woman selling gym memberships. She sounded like a friend who missed me. Friendly. Authentic. Inviting. And even though I wasn’t buying, I wanted to call her back.
That’s the power of delivery
Don’t just teach your team what to say — teach them how to say it. Change how they feel about their role. Make them proud of their mission.
And you’ll hear the difference in every word.
After the Sale: Keep the Fire Burning
You did everything right. The sale’s done. But what happens next?
If the only time your customers hear from you is when you want their money… you’re that one cousin who only calls when he needs a favor.
You want to be the favorite uncle — the one they want to hear from.
Send helpful emails. Host customer appreciation events. Surprise them with birthday messages or free service reminders. Stay present, stay generous, and you’ll stay top-of-mind. In my session at TIADA in July I will go in depth on these particular strategies.
You Don’t Need to Do Everything — Just Do Something
Becoming The Obvious Choice isn’t about gimmicks or grand gestures.
It’s about stacking small wins. Doing things differently. Caring just a little bit more.
Pick one idea. Start today. Train your team. Adjust your systems. Then pick another and build on it. Before long, you’ll hear it from your customers themselves: “I didn’t even consider going anywhere else.”
Kenny will be a featured speaker at TIADA 2025 Conference & Expo, July 27-29, Grapevine. Register early and save: Early bird ends June 20th. To register, visit conference.txiada.org/ register/
DEALER MEMBERS
Claudio AutoSales LLC
Amaury Ramirez 640 N Grandview, Odessa, TX 79761
Country Village of Bonham, LLC
Creta L . Carter II .
Douglas Mechanic Shop & Auto Sales
. 1900 North Center, Boham, TX 75418
Ignacio Rios 10083 Veterans Memorial Dr, Houston, TX 77038
GovDeals
Nick Carr 3570 Grand Ave, Phoenix, AZ 85019
Kachow Motors
Sameer Daredia . .
Maverick Motors
. 799 I 35 N Frontage Rd, New Braunfels, TX 78130
Leatha Dillon 1651 Stemmons Fwy, Lewisville, TX 75067
Premier Autohaus LLC
Yishan Zhan 525 N Interurban St, Richardson, TX 75081
Ramos Auto Sales Inc
Art Ramos .
Spring Bird LLC
2817 S 23rd St ., McAllen, TX 78503
Elliott Carson 11680 Fisher Road, Suite 2, Juan Army, TX 78073
ASSOCIATE MEMBERS
Alliance Dealer Services
Robert M Stampes 1321 Upland Dr , Suite 9116, Houston, TX 77043
Allied Customer Solutions
Mark Gutierrez 3090 S Durango Drive, Suite 101, Las Vegas, NV 89117
Auto Title Solution, LLC.
Mitch Tooley 1101 Scott St, Wichita Falls, TX 76301
CarGurus
Matt Johnson 1001 Boylston St, 16th Floor, Boston, MA 02115
The TIADA Website: 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.
License Renewal
Certificate
TexasDealerEducation.com
Texas Department of Motor Vehicles
888.368.4689
txdmv.gov
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
Meeting – 3rd Friday (Monthly)
FORT WORTH
Jerry Smith
H J Smith Automobiles
(dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)
Office of Consumer Credit Commissioner
800.538.1579 occc.texas.gov
Texas Comptroller of Public Accounts
800.252.1382 comptroller.texas.gov
NIADA
817.640.3838 niada.com
American Recovery Association
972.755.4755
repo.org or contact
TIADA state office FORMS
Burrell Printing 512.990.1188
burrellprinting.com
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)
A Fireside Chat with Ernie Garcia, Co-Founder & CEO of Carvana
by Aisa Showery, PMP TIADA Director of Marketing and Communications
When it comes to the auto industry, Ernie Garcia doesn’t just join the conversation — he changes it. As Co-Founder and CEO of Carvana, Garcia has led one of the most radical reinventions in modern car retail: a fully online, no-haggle experience that puts the customer in control. Today, with over 134,000 vehicles sold and $4.2 billion in Q1 revenue, Carvana’s impact is national — and personal, especially in Texas.
Founded in 2012, Carvana At the 2025 TIADA Conference & Expo, Garcia will sit down for a rare, in-person one-on-one visit with Mark Jones, CEO of MCMC Auto, former TIADA President and current TxDMV Board Member. This
session is more than a keynote — it’s your chance to hear directly from the second-generation dealerturned visionary on what comes next for independent and retail dealers. Carvana’s story offers big lessons, customer experience, and digital transformation. This session covers a dealer’s experience in the used car industry — it’s about how
Garcia’s keynote is more than a conference highlight — it’s a wake-up call.
every dealer can stay competitive, adapt, and thrive in a rapidly changing market
Garcia will soon share, live and in person, his reflections on some of the most challenging moments in
Carvana’s journey. In 2022, as Wall Street sentiment shifted dramatically, Carvana’s stock price plummeted by over 90%, creating immense pressure on its business model and operations. Despite these headwinds, Garcia remained unwavering in his belief in Carvana’s future. He retained key team members and pressed forward with the vision that had guided the company from its inception.
Every dealership faces challenges, but Garcia’s obstacles played out on a much larger, public stage. His story is one of resilient leadership — grounded in conviction and personal fortitude — enabling him to navigate uncertainty and emerge stronger.
This upcoming keynote will share one man’s experience in the business — challenges and all — that many dealers face every day, his are just on a larger scale. TIADA members attending the conference will gain practical strategies for managing their own internal crises. Garcia’s lessons, while experienced on a broader platform, resonate deeply with dealers navigating today’s complex market.
Garcia’s story is uniquely relevant to TIADA members and the industry. Carvana didn’t just digitize the dealership experience — it challenged the status quo. But Garcia says the future still belongs to those who adapt with integrity and lead with trust. He emphasizes the importance of resilience in business and how it can absorb challenges and setbacks while maintaining a focus on long-term. Garcia’s message is clear: innovation and adaptability are not optional — they are essential.
“This year’s presentation with hard-driving questions will be bold, practical, and exactly what our members need to hear right now.”
– Mark Jones
TIADA is proud to bring this conversation to center stage. As always, our Annual Conference is designed to empower independent dealers — and this year, that empowerment includes access to one of the boldest voices in auto retail.
Registered attendees can submit questions in advance for the Fireside Chat. Submit by June 30 to: Aisa.Showery@txiada.org. Questions will be asked anonymously during the session. This is your opportunity to hear directly from the CEO of Carvana — and ask what’s next for your business, your community, your people, and the industry you’ve helped build.
Act now to get your seat at the table for this rare and once in a lifetime experience in the Lone Star State! Early bird pricing ends June 20. Don’t miss the conversation that could reshape how you think about your business — and your future. Register today: www.txiada.org
Ernie Garcia will be a keynote speaker at TIADA 2025 Conference & Expo. Register today: conference. txiada.org/register/
Ernie Garcia is ready to talk about the future. Are you ready to be part of it?
The Texas Independent Automobile Dealers Association is proud to welcome a trailblazing voice to this year’s Annual Conference & Expo — Ernie Garcia, Co-Founder and CEO of Carvana. On Monday, July 28, 2025, Garcia will take the stage for an exclusive fireside chat, offering TIADA members an unprecedented look inside the mind of one of the most influential disruptors in modern auto retail.
For independent dealers, this is more than a keynote — it’s a rare moment of access. Garcia isn’t just the leader of a Fortune 500 company; he’s a second-generation dealer who grew up in the industry. He knows what it’s like to work the lot, manage risk, and build customer relationships from the ground up. That background informs his leadership at Carvana, which has redefined how consumers buy cars online — and stirred important conversations around innovation, transparency, and dealer adaptability.
Moderated by Mark Jones — one of Texas’ most respected dealer leaders — this Fireside Chat won’t just explore success. It will dig into:
The intersection of digital transformation and dealer tradition
How independent dealers can evolve without losing identity
What the next five years of auto retail could look like
How state and federal policy could support, or stall, innovation
But perhaps most importantly, it will address how resilience and reinvention are now essential traits for survival. Independent dealers have long been the lifeblood of their communities— trusted, local, and adaptable. Garcia’s story, while rooted in innovation, is also about grit, adaptation, and finding new ways to serve modern buyers without losing sight of what makes the dealership experience personal. Together, they’ll explore topics that matter most to today’s dealers: adapting to digital retail trends, balancing innovation with regulation, and
This is more than a keynote. It’s a conversation that could shape how you think about your business and the next generation of auto retail.
Carvana started with a question: How can we make the car-buying experience more transparent, efficient, and customer-friendly? From vending machine car pickups to contactless delivery, Garcia’s team-built solutions that captured headlines — and market share. Yet through it all, he’s maintained a respect for the dealer community and the realities of running an independent business.
What can our members expect from this session? Insight. Transparency. And most importantly, relevance. Garcia will talk not just about Carvana’s growth, but also about the roadblocks, lessons, and decisions that defined his journey. He’ll address the opportunities that independent dealers have in front of them, the technology reshaping consumer expectations, and how local businesses can stay competitive — and confident — in a time of industry disruption.
TIADA is proud to host this powerful conversation, which reflects our mission to keep members informed, inspired, and connected to the future of the industry. As always, our Annual Conference is built around empowering independent dealers — and this keynote is no exception.
If you’ve been waiting for a speaker who understands both where we’ve been and where we’re headed, Ernie Garcia is it. Don’t miss this opportunity to hear directly from one of the boldest voices in auto retail — and join the conversation about where we go from here.
In a climate defined by economic shifts, regulatory updates, and rapidly changing consumer expectations, this conversation is timely. It’s not about replacing the traditional retail model — it’s about understanding how to future-proof it.
protecting the independent dealer’s role in a changing marketplace.
Garcia’s story resonates deeply with our members. He didn’t just innovate from the outside — he leveraged his dealer DNA to create something new.
For dealers navigating everything from compliance complexities to digital marketing dilemmas, Garcia’s insight offers both a challenge and an opportunity: How can we lead through change, rather than react to it?
Register today — early bird pricing ends June 20. http://conference. txiada.org/register
DAY 1
MONDAY, JULY 28
Monday Opening General Session
8:00 a.m. - 9:15 a.m.
DAY 1
MONDAY, JULY 28
Concurrent
Breakout Sessions
9:30 a.m. - 10:20 a.m.
July 27–29, 2025
Gaylord Texan Resort & Convention Center Grapevine, Texas
DAY 1
MONDAY, JULY 28
Concurrent
Breakout Sessions
10:30 a.m. - 11:20 a.m.
In the Driver’s Seat to a Better Memory
Paul Mellor – Author & Speaker: Mellor Memory
Monday Closing General Session
3:05 p.m. - 4:00 p.m.
Fireside Chat with CEO and Co-Founder of Carvana
Ernie Garcia – CEO and Co-Founder, Carvana
Moderator: Mark Jones –TxDMV Board Member, CEO of MCMC Autos
Spanish-led: Pérdida de Vehículos hacia México – Estrategias de Suscripción y Prevención de Pérdidas de Vehículos hacia México
Mr. B – Mr. B Motor Company) y Armando Villareal – McAllen Auto Sales, LLC
BHPH Panel
National Focus
Panelists : Daniel Francis, Kevin Pendergrass, Chris Smiley
Moderator: Steve Jordan
Federal Trade Commission: Enforcement in the Auto Industry: What Dealers Need to Know
Matthew Wernz – Regional Director, Southwest Region, FTC
Texas Office of Consumer Credit Commissioner (OCCC) Session
TBA – Coming Soon!
From Views to Vehicles: Turning Short-Form Content into Sales Session
Andrew Street – CEO, Dealer OMG, Dealer Online Marketing Group
Hablando Claro: Retos diarios de los concesionarios de BHPH
César Stark – CEO de S&S Motors, y José (Pepe) Muñoz – Presidente de Gael Auto Sales
BHPH Panel
Texas Focus
Panelists: April Hanson –Coast to Coast Motors, Juan Sabillon – Mi Tierra Auto Sales, Inc. & Jon Turan – MCMC Corporate Moderator: Cesar Torres – Lofi Motors Collections Session
Brent Carmichael – Director of Education, NIAD A
Yes, You Can Do That, if You Did It This Way
Corrie Thompson – Director of the Enforcement Division, TxDMV
SEO Insights in Google: LookerStudio & GA4
Jasmine Goodsaid –Reporting & Analytics Lead, Dealers United
DAY 1
MONDAY, JULY 28
Concurrent Breakout Sessions
11:30 a.m. - 12:20 p.m.
DAY 2
TUESDAY, JULY 29
Tuesday Opening General Session
8:00 a.m. - 9:00 a.m.
DAY 2
TUESDAY, JULY 29
The Exchange: Dealer & Expert Roundtables
9:15 a.m. - 10:00 a.m.
10:15 a.m. - 11:00 a.m.
Variables of UnderwritingWhat are the Key Parameters in Underwriting to Manage Your Risk
Tyler Simmons – Sales Manager, Abilene Used Car Sales, Inc. & Lucas Ponder – CEO, Auto Smart
TxDMV Executive
Leadership Panel: From Temporary to Metal Tags
Roland Luna & TxDMV Senior Directors
11:15 a.m. - 12:00 p.m.
Retail Panel
National Focus
Panelists: Mitchell Jay, Mark Weida
Moderator: Brent Carmichael
Tuesday Closing General Session
2:15 p.m. - 3:30 p.m.
Overview: Join our Dealer-Driven Roundtables, the highlight of the conference, featuring ten concurrent breakout sessions in three rounds. Select your preferred topics and engage in discussions led by experienced dealers, alongside 20 pee rs. If a session is full in the first round, you can attend it in the second or third round. Each session promises to be rich with valuable insights and practical solutions.
Reimaginando La Estrategia De Marketing: Ideas Para Empresas En Constante Evolució
Harry Buchelly – Owner, Discovery Auto Sales (Austin, TX)
Repossession and Bankruptcy: The Latest and Greatest
Mike Dunagan –Jameson & Dunagan, P.C.
Boost Your Profits and Build Customer Loyalty with Smarter Marketing!
Kenny Atcheson – Owner, Dealer Profit Pros
Navigating Tariffs & Economic Challenges in a Complex Landscape
Panelists: Jonathan Smoke – Chief Economist, Cox Automotive, John Coles – V.P. of Data
Science and Analytics, ACV, & Joseph Roesner
– President, The Fontana Group
Moderator: Eddie Hale – Neighborhood Autos
The Dealer-Driven Roundtables is your best opportunity to share your stories, listen, and learn from successful Texas dealers just like you. (Dealers only, please).
Roundtable Topics (subject to change)
• Call Training
• Ask TxDMV
• Ask TIADA
• Marketing
• Inventory Management
• Collections
• Retail
• Minimizing Risks + Identifying Fraud
• Marketing Spanish
• Compliance Spanish
July 27–29, 2025
Gaylord Texan Resort & Convention Center Grapevine, Texas
Customize your conference experience by selecting from the options below. To register, please scan this QR code or go to conference.txiada.org Questions? Call us at 512.244.6060.
Full Conference Member Registration
(includes Welcome Reception, Monday & Tuesday Education/Sessions, Expo Hall, Lunch on Monday & Tuesday, and Awards Reception & Dinner)
1st* Registrant
2nd* Registrant *
3rd + additional Registrant *
Meet the Conference Recruitment Challenge Goal: Five (5) New Recruited Members **
One Day Dealer Pass (Monday 7/28 or Tuesday 7/29)
by June 20th
Discounted guestrooms at the Gaylord Texan Resort & Convention Center are available for TIADA Conference attendees: $269 /night $26 resort fee (includes Cowboy Golf Course practice facility ) Self-parking is $17 per day
Room must be reserved on or before June 20th to receive the discounted rate. Please only take the rooms you need or release unneeded rooms at least a week before the deadline for other attendees.
Any room reservation that is cancelled after June 20th will be subject to a late cancellation fee of one night’s room and tax. No-shows will also be charged one night’s room and tax.
Gaylord Texan Resort & Convention Center / 1501 Gaylord Trail / Grapevine, TX 76051 Call 817.778.1000 or book online conference.txiada.org/accommodations
as of June 1, 2025
Save thousands on buy or sell fees at these participating auctions!
* VALID FOR SELL FEE ONLY AT IAA LOCATIONS ** ONLINE AUCTION AVAILABLE
Abilene
ALLIANCE AUTO AUCTION ABILENE**
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Friday, 9:45 a.m.
$AVE : $200
IAA ABILENE*
www.iaai.com
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325.675.0699
GM: Shaun Lemke
Thursday, 9:30 a.m.
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DAX of AMARILLO**
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3208 SE 10th Ave., Amarillo, TX 79104
806.374.8982
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Every Tuesday, 11:00 a.m.
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IAA AMARILLO*
www.iaai.com
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806.622.1322
GM: Shawn Norris
Monday, 9:30 a.m.
$AVE : up to $200 Sell Fee
Austin
ALLIANCE AUTO AUCTION AUSTIN**
www.allianceautoauction.com
1550 CR 107, Hutto, TX 78634
737.300.6300
GM: Hunter Dunn
Thursday, 9:15 a.m.
$AVE : $200
AMERICA’S AA AUSTIN**
www.americasaa.com
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512.268.6600
GM: Jamie McCollum
Tuesday, 1:00 p.m. / Thursday, 1:00 p.m.
$AVE : $200
AMERICA’S AA LONE STAR AUSTIN
www.americasaa.com
8408 Shoal Creek Blvd., Austin, TX 78757
214.483.3597
GM: Sara Edgington
Friday and Every Other Thursday, 11:00 a.m.
$AVE : $200
IAA AUSTIN*
www.iaai.com
2191 Highway 21 West, Dale, TX 78616
512.385.3126
GM: Rick Hahn
Tuesday, 9:30 a.m.
$AVE : up to $200 Sell Fee
METRO AUTO AUCTION AUSTIN
www.metroautoauction.com
2221 Hwy 21 W., Dale, TX 78616
512.282.7900
GM: Brent Rhodes
3rd Saturday monthly, 9:00 a.m.
$AVE : $200
AMERICA’S AUTO AUCTION
CORPUS CHRISTI**
www.americasaa.com
2149 IH-69 Access Road, Robstown, TX 78380
361.767.4100
GM: Rene Gandy
Friday, 10:00 a.m.
$AVE : $200
IAA CORPUS CHRISTI*
www.iaai.com
4701 Agnes Street, Corpus Christi, TX 78405
361.881.9555
GM: Patricia Kohlstrand Wednesday, 9:30 a.m.
$AVE : up to $200 Sell Fee
Dallas-Ft. Worth Metroplex
ADESA DALLAS**
www.adesa.com
3501 Lancaster-Hutchins Rd., Hutchins, TX 75141
972.225.6000
GM: Eric Jenkins
Thursday, 9:30 a.m.
$AVE : $200
ALLIANCE AUTO AUCTION DALLAS**
www.allianceautoauction.com
9426 Lakefield Blvd., Dallas, TX 75220
214.646.3136
GM: Anthony Herrera
Wednesday, 12:30 p.m.
$AVE : $200
AMERICA’S AA DALLAS**
www.americasaa.com
219 N. Loop 12, Irving, TX 75061
972.445.1044
GM: Ruben Figueroa
Tuesday, 12:00 p.m. / Thursday, 12:30 p.m.
$AVE : $200
DAX of ROCKWALL**
www.daxofrockwall.com
1810 E I-30, Rockwall, TX 75087
972.771.9919
GM: Tim Clement
Tuesday, 6:00 p.m. / Thursday, 2:00 p.m.
$AVE : $200
IAA DALLAS*
www.iaai.com
204 Mars Rd., Wilmer, TX 75172
972.525.6401
GM: Donnie Avant
Wednesday, 9:30 a.m.
$AVE : up to $200 Sell Fee
IAA DFW*
www.iaai.com
4226 East Main St., Grand Prairie, TX 75050
972.522.5000
GM: Tony Dias
Monday, 9:30 a.m.
$AVE : up to $200 Sell Fee
IAA FORT WORTH NORTH*
www.iaai.com
3748 McPherson Dr., Justin, TX 76247
940.648.5541
GM: Jack Panczyk
Tuesday, 9:30 a.m.
$AVE : up to $200 Sell Fee
MANHEIM DALLAS** www.manheim.com
5333 W. Kiest Blvd., Dallas, TX 75236
214.330.1800
GM: Rich Curtis
Tuesday, 9:00 a.m./Wednesday 9:00 a.m./ Friday 10:00 a.m.
$AVE : $100
MANHEIM DALLAS FORT WORTH** www.manheim.com
12101 Trinity Blvd., Fort Worth, TX 76040
817.399.4000
GM: Glenna Bishop Thursday, 9:30 a.m.
$AVE : $100
METRO AUTO AUCTION DALLAS** www.metroaa.com
1836 Midway Road, Lewisville, TX 75056
972.492.0900
GM: Scott Stalder
Tuesday, 9:30 a.m./ Friday 10:00 a.m.
$AVE : $200
El Paso
AMERICA’S AUTO AUCTION EL PASO www.americasaa.com
7930 Artcraft Rd., El Paso, TX 79932
915.587.6700
GM: Judith Ayub Wednesday, 9:30 a.m. MST
$AVE : $200
IAA EL PASO* www.iaai.com
14751 Marina Ave., El Paso, TX 79938
915.852.2489
GM: Hector Escobar
Wednesday, 9:30 a.m. MST
$AVE : up to $200 Sell Fee
MANHEIM EL PASO** www.manheim.com
485 Coates Drive, El Paso, TX 79932
915.833.9333
GM: JD Guerrero
Thursday, 10:00 a.m. MST
$AVE : $100
IAA M c ALLEN*
www.iaai.com
900 N. Hutto Road, Donna, TX 78537
956.464.8393
GM: Ydalia Sandoval
Tuesday, 9:30 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
GM: Lisa Franz
Thursday, 9:30 a.m.
$AVE : $200
Houston
ADESA HOUSTON**
www.adesa.com
4526 N. Sam Houston, Houston, TX 77086
281.580.1800
GM: Keyvan Nayeri
Wednesday, 9:30 a.m.
$AVE : $200
AMERICA’S AA HOUSTON**
www.americasaa.com
1826 Almeda Genoa Rd., Houston, TX 77047
281.819.3600
GM: Kyle Drake
Thursday, 1:00 p.m.
$AVE : $200
AMERICA’S AA NORTH HOUSTON**
www.americasaa.com
1440 FM 3083, Conroe, TX 77301
936.441.2882
GM: Buddy Cheney
Tuesday, 1:00 p.m.
$AVE : $200
AUTONATION AUTO AUCTION - HOUSTON**
www.autonationautoauction.com
608 W. Mitchell Road, Houston, TX 77037
218.506.3220
GM: Davis Cosmi
Friday, 9:15 a.m.
$AVE : $200
EBLOCK HOUSTON**
www.houstonautoauction.com
2000 Cavalcade Street, Houston, TX 77009
713.644.5566
GM: Rich Levene
Tuesday, 12:00 p.m.
$AVE : $200
IAA HOUSTON*
www.iaai.com
2535 West. Mt. Houston, Houston, TX 77038
281.847.4700
GM: Alvin Banks
Wednesday, 9:30 a.m.
$AVE : up to $200 Sell Fee
IAA HOUSTON NORTH*
www.iaai.com
16602 East Hardy Rd., Houston-North, TX 77032
281.443.1300
GM: Aracelia Palacios
Thursday, 9:30 a.m.
$AVE : up to $200 Sell Fee
IAA HOUSTON SOUTH*
www.iaai.com
2839 E. FM 1462, Rosharon, TX 77583
281.369.1010
GM: Roxy Castillo
Friday, 9:30 a.m.
$AVE : up to $200 Sell Fee
MANHEIM HOUSTON**
www.manheim.com
14450 West Road, Houston, TX 77041
281.890.4300
GM: Nick Hanson
Tuesday, 9:30 a.m.
$AVE : $100
MANHEIM TEXAS HOBBY**
www.manheim.com
8215 Kopman Road, Houston, TX 77061
713.649.8233
GM: Darren Slack
Thursday, 9:00 a.m.
$AVE : $100
ALLIANCE AUTO AUCTION LONGVIEW**
www.allianceautoauction.com
6000 SE Loop 281, Longview, TX 75602
903.212.2955
GM: Rocky Campbell
Friday, 9:30 a.m.
$AVE : $200
IAA LONGVIEW*
www.iaai.com
5577 Highway 80 East, Longview, TX 75605
903.553.9248
GM: Ulysses Else
Thursday, 9:30 a.m.
$AVE : up to $200 Sell Fee
Lubbock
AMERICAS AA LONE STAR LUBBOCK**
www.americasaa.com
2706 E. Slaton Road., Lubbock, TX 79404
806.745.6606
GM: Dale Martin
Wednesday, 9:00 a.m
$AVE : $75/Quarterly
IAA LUBBOCK* www.iaai.com
5311 N. CR 2000, Lubbock, TX 79415
806.747.5458
GM: Chris Foster
Tuesday, 9:30 a.m.
$AVE : up to $200 Sell Fee Lufkin
GREATER LUFKIN AUTO AUCTION
www.greaterlufkinaa.com
2109 N. John Reddit Dr., Lufkin, TX 75904
936.632.4299
GM: Mitchell Connor
Thursday, 5:30 p.m.
$AVE : $200
Midland Odessa
IAA PERMIAN BASIN*
www.iaai.com
701 W. 81st Street, Odessa, TX 79764
432.550.7277
GM: Louis Cappi
Thursday, 9:30 a.m.
$AVE : up to $200 Sell Fee
AMERICA’S AUTO AUCTION
SAN ANTONIO**
www.americasaa.com
13510 Toepperwein Rd., San Antonio, TX
78233
210.298.5477
GM: Brandon Walston
Tuesday, 9:00 a.m
$AVE : $200
ADESA SAN ANTONIO** www.adesa.com
200 S. Callaghan Rd., San Antonio, TX 78227
210.434.4999
GM: Clifton Sprenger
Thursday, 9:00 a.m.
$AVE : $200
IAA SAN ANTONIO* www.iaai.com
11275 S. Zarzamora, San Antonio, TX 78224
210.628.6770
GM: Paula Booker Monday, 9:30 a.m.
$AVE : up to $200 Sell Fee
MANHEIM SAN ANTONIO** www.manheim.com
2042 Ackerman Road, San Antonio, TX 78219
210.661.4200
GM: Mike Browning Wednesday, 9:00 a.m.
$AVE : $100
GREATER TYLER AUTO AUCTION** www.greatertyleraa.com
11654 Hwy 64W, Tyler, TX 75704
903.597.2800
GM: Daylon Waynick Thursday, 2:30 p.m.
$AVE : $200
VICTORIA AUTO AUCTION** 835 Industrial Park Drive, Victoria, TX 77905
361.576.0058
GM: Shelly Griffin Thursday, 11:30 a.m.
$AVE : $100
ALLIANCE AUTO AUCTION WACO** www.allianceautoauction.com
15735 I-35 Frontage Road, Elm Mott, TX 76640
254.829.0123
GM: Christina Thomas Friday, 9:45 a.m.
$AVE : $200
Wichita Falls
DAX of WICHITA FALLS** www.daxofwichitafalls.com
2206 Sheppard Access Rd., Wichita Falls, TX 76306
940.720.0435
GM: Lisa Shelton
Every Other Wednesday, 5:00 p.m.
$AVE : $200
We look forward to connecting with you!
It is difficult to believe that it has been over 30 years since TIADA succeeded in getting its deferred-sales-tax bill approved by the Texas Legislature (the bill was passed and signed by the governor in Spring, 1993 and went into effect January 1, 1994).
In an article that appeared in TIADA’s Texas Dealer, David Keller, a leading industry accountant who handled taxation issues for dealers throughout the nation referred to the deferred-sales-tax law in Texas as the most favorable sales tax situation for buy-here-pay-here dealers
assistance in crafting their own legislative bills.
To those Texas BHPH dealers who have entered business in the last 30 years or so, the payment of motor vehicle sales tax out of customer payments, and the cancellation of sales tax once those payments stop, is an important part of their business models. It may be assumed by those dealers that things were always so, but that’s not the case. In looking back on the process that got us where we are now, we find an inspirational story of how some dedicated and forward-thinking dealers,
...in the last 30 years or so, the payment of motor vehicle sales tax out of customer payments, and the cancellation of sales tax
once those payments stop, is an important part of Texas BHPH dealers’ business models.
in the country. He pointed to the direct benefit to dealers of only having to remit tax on payments after they are received (and the forgiveness of any balance owed if payments stop) as part of the business environment for Texas dealers that gives rise to envy by dealers in other states.
Since the passage of Texas’ deferred sales tax law, other state dealer associations have sought TIADA’s
working through their association, took on what appeared to be an impossible task and succeeded.
In fact, prior to passage by the Texas Legislature of the TIADA’s so-called Fair Tax Bill, dealers were responsible for paying the total amount of the sales tax at the time of transfer. And there was no provision in the law for obtaining a refund if a debtor quit paying on
by Michael W. Dunagan
TIADA COUNSEL
the car (there was a bad debt credit available for sellers who financed things other than motor vehicles). There were many situations where dealers would front the sales tax money out of the down payments, or their own pockets, leaving nothing for the dealers to reduce their on-the-street risk. When buyers defaulted or skipped on, say, the first or second payment, those dealers were looking at major losses. The bottom line was that many BHPH dealers paid an effective sales tax rate that could exceed thirty per cent of all revenues collected from customers (this figure was arrived at by an accountant who used estimated average sales and loss figures to create a model).
As an alternative, some dealers would hold off on the transfer (and advancing of sales tax) until several payments had come in, both to cover the sales tax and to establish that the contract would “take.” The problem with this course of action was that dealers would be late in transferring (or, in the case of an early skip or default, wouldn’t transfer at all). This had, up until the late 80 and early 90s, not proven to be much of a problem, other than the fact that the dealer’s lien didn’t get promptly perfected, if at all. At that point in time, the payment of sales tax was the sole obligation of the buyer, and a dealer, as seller, could simply plead that the buyer had not paid the sales tax.
TIADA IN-PERSON EVENTS July
27 House of Delegates Meeting
Gaylord Texan Resort & Convention Center
Grapevine, TX
27-29 2025 TIADA Conference & Expo
Gaylord Texan Resort & Convention Center
Grapevine, TX
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
A change in the tax code was initiated by the Comptroller’s Office in the mid-80s, however, that would shift the sales tax obligation back to the selling dealer. A provision was inserted that would make a vehicle seller liable unless (1) the title was timely transferred and the sales tax paid; or (2) the seller delivered the assigned title certificate and a signed transfer statement to the buyer (the requirement that dealers handle the transfer of title on all vehicles sold had not yet come into effect). It was assumed that BHPH dealers would not deliver negotiable title certificates to customers who had only made small down payments and thus dealers would be held liable for the entire tax obligation on the sale of the vehicle.
Also, in the early 90s, the Comptroller’ office began conducting intensive audits of BHPH dealers, looking for untransferred sales. The result was a number of high-profile assessments — some exceeding $1,000,000 — among a number of high-volume dealers around the state. Many dealers were put in a Catch 22-like bind — either timely transfer all sales and advance sales tax and face economic disaster, or continue to pick-andchoose on transfers and face huge
tax assessments. One West Texas dealer, who had chosen the second alternative, was actually indicted and charged with felony tax fraud for doing what many dealers around the state were doing (the case was eventually dismissed after the fair tax bill was passed). The future of the BHPH business in Texas began to look grim as dealers feared expanding sales because of the threat of advanced sales tax payments wiping out any opportunity for profit.
In response to the crisis, the late Jim Watson of Dallas, who would later serve as TIADA president, began an effort to have TIADA lead the charge for legislative change. Watson enlisted the help of Bill Plaster of Dallas to chair a new committee to raise the funds to put together a lobbying program and see to the passage of a “Fair Tax Bill.” Eighteen BHPH dealers got together in Dallas at the initial meeting Watson called to form the committee. In addition to Plaster, Watson called on Roy Carlson of Fort Worth and Don Fincher of Houston, both of whom would later serve as TIADA presidents, and Rick Price of Dallas to serve on the committee.
The committee immediately started raising the $100,000 that the initial budget called for. The committee members pledged the seed money to start the effort. Carlson agreed to serve as treasurer and proved to
In looking back on the process that got us where we are now, we find an inspirational story of how some dedicated and forwardthinking dealers, working through their association, took on what appeared to be an impossible task and succeeded.
be a very effective fund raiser. Many dealers were skeptical that anything could be accomplished and hesitated to contribute, but Carlson’s credibility and his enthusiasm for fund-raising turned the tide. Soon the funds had been raised to actively begin working on a fair tax bill.
For approximately 18 months, the committee met regularly to get status reports and to plan the next steps. By the time the 1993 legislative session began in January, a bill had been filed. Many of the committee members began making weekly trips to the capital to meet with legislators. Comptroller John Sharp had agreed to appoint a task force that included members of his staff, the Motor Vehicle Division, and TIADA members. From the task force meetings, dealers began to articulate a fairness argument about how sales tax was paid and worked to convince Sharp and his staff that gross sales tax collections would actually increase with some type of relief from the burden of the current systems.
Still, committee members faced the assurance of some dealers,industry insiders and legislative experts that we would never be successful getting the law changed.
An important part of the dealers’ over-all strategy was the implementation by a number of dealers of the so-call “zero tax” program. Those dealers would register their inventory vehicles in their business name in tax-free “for resale purposes only” transactions at the tax office. When title certificates came back from the state listing the dealer as owner, and vehicles were sold, the dealers would then fill in their liens on the title certificates (at that time, a space appeared on the back of certificates for liens) and deliver the titles, along with filled out and signed transfer applications, to the debtors with instructions on how to transfer.
Despite the cries of disbelief from some dealers, and the fear that
debtors would forge lien releases and obtain free-and-clear titles in their own names, the brave souls who tried out the procedure reported that they had no problems with title theft. What they did report, and what the Comptroller’s office soon found out, was that many of the buyers were not transferring their titles, and the state was receiving no tax revenue on those sales. And, because the dealers had followed the tax code provisions, the dealers were not liable for the tax. The state had no interest in pursuing individual buyers for the tax on single vehicles.
As a side benefit of the “zero tax” plan, those dealers also reported increased cash flow and net profits. Word soon spread of the success of the plan and BHPH dealers from all over the state began adopting their own “zero tax” programs, further impairing sales tax collections by the state.
About this time, discussions within the state’s task force began to move in a positive direction. Dealers wanted fairer treatment if they were to be the state’s tax collectors. The state wanted to set up a formal collection procedure that would insure
History has proven that a dealer association , led by a group of dedicated members, could successfully petition state government for redress of an unfair situation. In this case, those efforts were rewarded with a new state law that would, in effect, revolutionize the BHPH industry in Texas for generations to come.
a steady stream of vehicle sales tax revenue, and an audit trail. The focus of the task force became that of achieving both objectives.
A proposal to authorize refunds for taxes paid on written-off debt was initially considered, but it was felt by the Comptroller’s office that setting up a refund system would be expensive and bulky to administrate. Finally, the task force settled on the idea of a pay-as-you-collect system — which appealed to dealers, and a requirement that dealers would have to obtain a seller-finance sales tax permit and make payments directly to the
state — which appealed to the Comptroller’s office.
We also agreed to a provision requiring dealers to handle all transfers, which put an end to the “zero tax” plan. But dealers were more than happy to trade the end of “zero tax” for a fair deferred-tax system.
There was also a “due on assignment” clause inserted into the law which was designed to limit deferred sales tax to BHPH dealers who owned and serviced their paper. Any dealers who assigned retail installment contracts to a third party (such as a finance company, bank or credit
union) would have to advance sales tax at the time of transfer on pointof-sale transactions or accelerate sales tax at the time of assignment on seasoned receivables. (TIADA has since sponsored and passed legislation that allows a BHPH dealer to assign contracts to a related entity that is registered with the Comptroller as a “related finance company” without accelerating sales tax.)
Another concession the Comptroller wanted was a “drop dead” time limit on transfers that had to be met to be able to defer sales taxes. It was finally agreed that dealers would have up to 60 calendar days (this time period is unrelated to DMV time limits) to transfer before deferred sales tax would be lost. Sales tax would be accelerated on untransferred sales on the 61st day after the sale to the full amount based on the sales price and due as of that day.
With passage by the legislature and approval by the governor, the Comptroller began setting up the mechanism for deferred sales tax. TIADA began educating its members on how the system would work. There were some skeptics who didn’t think the new plan would benefit dealers, and many dealers were afraid to make the switch. But I don’t think anyone would now question the wisdom of deferred-sales tax for BHPH dealers.
History has proven that a dealer association, led by a group of dedicated members, could successfully petition state government for redress of an unfair situation. In this case, those efforts were rewarded with a new state law that would, in effect, revolutionize the BHPH industry in Texas for generations to come.
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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by TIADA Staff
The 2025 Texas legislative session has officially concluded, and the Texas Independent Automobile Dealers Association (TIADA) was on the ground every step of the way, advocating on behalf of you and your dealership. Thanks to the dedicated efforts of TIADA and the support of numerous industry stakeholders, Texas dealers are now in a stronger position following the passage of two key bills.
SB 1902 serves as a muchneeded correction to the unintended consequences of HB 718 (2023), which required licensed dealers to issue metal license plates at the time of sale to combat fraudulent paper tags. While that law aimed to address a real problem, it created significant logistical and security challenges for dealerships — requiring plates to be removed from trade-ins, stored on-site, and tied to the vehicle instead of the customer.
SB 1902 addresses those concerns by allowing the license plate to remain with the customer, not the vehicle. This change simplifies dealership processes, reduces security risks, and eases the operational burden. It’s a clear example of how effective legislative advocacy, driven by dealer voices, leads to meaningful change.
HB 4134 is another key victory, giving dealers and related finance companies more flexibility in how they accept electronic payments. The bill authorizes holders of retail installment contracts to charge a convenience fee when buyers choose to make payments electronically — such as by credit card, debit card, or electronic funds transfer — without having to route those payments through a third-party processor.
The convenience fee must be reasonably related to the actual cost of processing the electronic payment and is capped at the lesser of $10 or 5% of the payment amount. Dealers must offer at least one fee-free payment option, such as cash. Buyers must also be informed of the fee amount before completing an electronic transaction.
These legislative wins underscore the real value of membership in TIADA. When you are part of this association, your voice is amplified at the Capitol, your concerns are heard, and your business is represented with professionalism and strength.
Our ability to influence legislation that protects and empowers Texas dealers depends on the ongoing support of our members. One of the most impactful ways you can contribute is by donating to the TIADA Political Action Committee (PAC). Your donation helps us support legislators who understand our industry and are committed to fair, practical regulations.
You can also strengthen our advocacy efforts by encouraging other independent dealers to join TIADA. Ask your friends and colleagues in the industry to become members — because the more united our voice, the stronger our influence.
Whether it’s staying engaged, responding to calls to action, making a PAC contribution, or helping grow our membership, your involvement makes a real difference.
To donate or learn more about TIADA’s advocacy work, visit TIADA Political Action Committee (PAC)
by TIADA Staff
The committee reviewed the charge for the TIADA Bylaws Committee and makes the following recommendations:
Changes to be voted on during the House of Delegates meeting at the TIADA Conference & Expo in Grapevine, Texas, July 27–29, 2025.
• Update the appeal process:
Article III Membership
Section 7. Suspension, Removal or Disqualification: Members in any classification may be suspended or removed from membership by majority vote of the Board of Directors. An individual who no longer qualifies for membership shall have his membership automatically terminated within sixty days. For any cause other than nonpayment of dues and change of employment status, suspension or removal shall occur only after due process has been followed. Any complaint against any member shall be given to the Grievance Committee, in writing. Their recommendation shall be sent to the Board of Directors for review. Before any suspension or removal decision can be issued by the Board of Directors, the respondent shall be given a reasonable opportunity for defense. If removed, the member may appeal the Board of Directors decision at a regularly scheduled meeting of the Board of Directors, Past Presidents , provided written notice of intent to appeal is received by the principal office of the Association at least 30 days prior to the meeting.
Rationale: The proposed change allows appeals to be heard by a different group, rather than sending the decision back to the same body that made the initial ruling. This enhances the fairness and integrity of the appeal process.
• Change allowable number of years of officers in one position:
Article V Officers
Section 4. Terms of Office: Each elected officer shall serve for a term of one year starting September 1. All officers may be re-elected, however, their terms shall not exceed two three (3) consecutive full terms in any one position unless no other nominee is available.
Rationale: The proposed change provides greater flexibility in officer service while maintaining safeguards to encourage fresh leadership through the cumulative service clause in Section 5.
• Change mechanism for replacing President:
Article VI Executive Committee
Section 4. Vacancies: A vacancy in the office of President shall be filled by succession of the President-Elect for the remainder of the term at the discretion of the President-Elect. If the President-Elect chooses to wait, the position shall be filled by the Board of Directors. Any other vacancy occurring on the Executive Committee shall be filled by an officer appointed by the Executive Committee. An officer so appointed to fill a vacancy shall serve the unexpired term of the predecessor.
Rationale: This change gives the President-Elect flexibility to delay assuming the presidency if needed, allowing them additional time to prepare. It also ensures a clear, alternate path for leadership continuity.
by TIADA Staff
Election for the TIADA Board of Directors will be held at the House of Delegates meeting during the 2025 TIADA Conference & Expo in Grapevine, Texas.
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 77915
Treasurer
Lowell Rogers 11th Street Motors
1355 N 11th St. Beaumont, TX 77702
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
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
As the automotive industry continues to evolve, Texas independent dealers are demonstrating a commitment to staying informed and adaptable. This spring, your TIADA events — from town halls to regional seminars showcased dealers’ proactive engagement, insightful questions, and a collective drive to navigate the complexities of the market.
The upcoming 2025 TIADA Conference & Expo in Grapevine this July aims to harness this momentum. More than just a series of sessions, the conference serves as a convergence point for independent dealers across Texas and the rest of the nation. It’s an opportunity to gain understanding, start and build relationships, strengthen business practices and product knowledge in an era where knowledge and preparation are critical.
Over the past year, we’ve actively listened to your concerns and suggestions regarding dealership operations in Texas. From Austin to Arlington, from South Padre Island to El Paso, your feedback has been clear: access to timely, accurate information is essential.
by John Frullo
TIADA EXECUTIVE DIRECTOR
What to Expect at the 2025 Conference & Expo
Building on the insights gathered throughout the year, the 2025 Conference & Expo will feature:
Best Speaker Lineup in the Industry:
Carvana CEO & CO-Founder, Ernie Garcia
TxDMV Senior Directors
Cox Chief Economist, Jonathan Smoke
...as well as many other industry titans will provide the latest information for you to help operate your business.
Mark your calendars and prepare to be part of a transformative experience in Grapevine this July 27th to 29th. Together, we can build a stronger, more resilient future for Texas dealers.
TIADA’s commitment to dealer education extends beyond seasonal events; it’s a year-round initiative working closely with state regulators. With the transition from paper tags to metal plates, working with the Texas Department of Motor Vehicles has produced great results. This partnership ensures that dealers not only have a voice at the table but also the tools needed to comply, compete, and operate successfully. As the agency navigates key changes this year and the Texas 89th legislative session results are implemented, our collaborative efforts are more crucial than ever.
Expanded Content: Addressing the latest industry trends and regulatory updates.
Direct Engagement with Policymakers: Opportunities to interact with key decision-makers that are shaping the future of the industry.
Networking Opportunities:
Connecting with a community of dealers dedicated to best practices and mutual growth while attending the record setting expo hall, learning all about the newest products and solutions to enable you to better operate your business.
Whether you’re new to the industry or have decades of experience, this event unites us all, equipping us to face the future with confidence.
The 2025 TIADA Conference & Expo is more than just an event; it’s a testament to the resilience and adaptability of Texas independent dealers. By coming together, sharing knowledge, and collaborating with regulators, we can work through the challenges ahead and ensure the continued success of our businesses.
Our Texas locations celebrate 80 years of
This year, we’re celebrating 80 incredible years of our successful partnership. Thank you, Texas dealers, for making our journey together so amazing.
Since the first car drove through our Pennsylvanian lanes in 1945, to today as millions more line up outside our doors, our mission has always been yours. With you driving us forward, we’re already geared up for the next 80 years.
Join us at the 2025 TIADA Conference & Expo
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