– Finding and Owning a Niche in the Independent Automobile Dealership Market in Texas
– Stop Scrolling: Short-Form Video Tips and Trends for Independent Dealers in 2026
– Legal Corner: Applying the 60-Percent Rule to Strict Foreclosures
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
Stronger Together in 2026
Independent dealers across Texas have spent the past year keeping a close eye on regulatory updates, including the recent changes to identification requirements. While some stores may feel the impact more directly than others, moments like these remind us of a fundamental truth: none of us operate alone. What affects one segment of our industry eventually touches us all.
That is why sticking together matters.
Years ago, I made the decision to join TIADA, and it remains one of the best decisions I have made for my business.
The knowledge, relationships, and support I gained through this association helped me grow in ways I could not have accomplished on my own. TIADA’s advocacy, networking opportunities, and access to reliable information are not abstract benefits. They translate into real operational strength for independent dealers.
by Greg Reine Auto Liquidators (Dallas) TIADA CHAIRMAN OF THE BOARD
The Conference & Expo is where you can compare notes with dealers from across the state, discover new strategies, and meet vendors who understand the independent model.
Advocacy is one of the clearest examples. When laws change or new rules are proposed, TIADA represents the collective interests of independent dealers before lawmakers and regulators. A unified membership gives that voice weight. The larger and more engaged our association, the more seriously our perspective is taken.
But strength is not built only in legislative offices. It is built face to face.
That is why I want to encourage every dealer to attend the 2026 TIADA Conference & Expo. There is no substitute for shaking hands with a fellow dealer and having an honest conversation about what is working in your store and what is not. In a business that can feel
competitive and fast-paced, the conference gives us an opportunity to slow down, connect, and learn from one another.
The Conference & Expo is where you can compare notes with dealers from across the state, discover new strategies, and meet vendors who understand the independent model. It is also where you can hear directly from industry experts about the issues shaping our market and ask the questions that matter most to your operation.
Make the most of it. Introduce yourself to someone new. Sit at a different table. Exchange ideas. The relationships you build there often continue long after the event ends, and those connections strengthen all of us.
There is also a direct link between membership and influence. TIADA is only as strong as its members. The more dealers who join and participate, the stronger our collective voice becomes.
Growth in membership expands our reach and credibility when we advocate on behalf of independent dealers.
That same principle applies to INDEPAC. Supporting INDEPAC ensures we have the resources to back legislation and candidates who understand our industry. Every contribution reinforces our ability to protect and advance the interests of independent dealers across Texas.
As we move forward in 2026, let us focus on unity. Invite a fellow dealer to join TIADA. Show up at the Conference & Expo ready to connect. Invest in the relationships and the advocacy that protect our businesses. Did the ownership at your dealership change and you need to renew your dealer ’s license?
As we move forward in 2026, let us focus on unity. Invite a fellow dealer to join TIADA. Show up at the Conference & Expo ready to connect. Invest in the relationships and the advocacy that protect our businesses. When we stand together, we are stronger than any challenge that comes our way. I look forward to shaking your hand in 2026.
TxDMV Approves New Registration ID Rules
by TIADA Staff
What the Unanimous Vote Means for Independent Dealers
On Thursday, February 12, the Texas Department of Motor Vehicles (TxDMV) Board voted unanimously to adopt sweeping changes to personal identification requirements for vehicle registration in Texas. The rule amendments to Chapter 217 of the Texas Administrative Code will require individuals registering a vehicle to present identification that verifies both identity and lawful presence.
For independent dealers across Texas, the vote marks the end of the rulemaking phase and the beginning of operational reality.
While debate around the proposal has often focused on immigration policy, the real impact for dealers is much more immediate and practical: how these new requirements affect vehicle sales, title processing, registration
renewals, lien perfection, and portfolio performance.
TIADA was actively engaged throughout the rulemaking process and will continue to advocate for workable implementation. But with the rule now adopted, dealers must prepare for a new compliance environment beginning this spring.
What the Rule Does
The adopted amendments revise the identification standards required under Transportation Code §502.040 for vehicle registration transactions.
Under the new rule, individuals seeking to register a vehicle in Texas must present qualifying identification that verifies both identity and lawful residency status. Acceptable identification now includes:
A valid, unexpired REAL ID–compliant Texas driver’s license or state identification card
A valid, unexpired U.S. passport
A foreign passport accompanied by documentation demonstrating lawful U.S. presence under the rule’s standards
A valid Texas License to Carry
Certain limited combinations of identification and citizenship documentation
Notably, the rule eliminates prior flexibility that allowed expired identification within certain timeframes. The emphasis is now squarely on unexpired, qualifying documentation.
The implementation is staggered:
New vehicle registrations will be subject to the updated requirements beginning March 5, 2026.
Registration renewals will be subject to the new requirements beginning January 1, 2027.
That delayed renewal implementation provides a temporary buffer for existing vehicle owners and lienholders, but it does not eliminate downstream risk for dealers and finance companies.
The Road to February 12
The vote followed weeks of public comment, stakeholder testimony, and industry engagement.
Independent dealers, lenders, county tax assessorcollectors, and credit unions submitted formal comments detailing operational concerns. TIADA submitted a comprehensive written response urging TxDMV to reconsider the proposal in its entirety or, at minimum, adopt transition safeguards and clearer implementation standards.
TIADA’s comments emphasized several core principles:
1
Independent dealers depend on predictable, uniform title and registration processing to complete lawful transactions.
2 Registration instability can directly affect loan performance and collateral security.
3
Retroactive disruption of existing loans creates risk not contemplated when those contracts were originated.
4
Dealers are not immigration adjudicators and should not be placed in a position of interpreting complex federal documentation standards.
TIADA also highlighted the federal fair-lending environment that influenced loan origination practices in recent years. Dealers originated thousands of transactions under a compliance posture that discouraged
categorical reliance on immigration status in credit decisions. Sudden shifts in registration eligibility mid-loan create practical and legal complications.
Throughout the process, TIADA maintained a consistent position: support anti-fraud objectives and strong identification standards, but avoid implementation structures that destabilize lawful transactions or impose unintended collateral damage on small businesses.
Despite extensive public input, the Board voted unanimously to adopt the amendments as proposed.
Immediate Operational Impact for Dealers
With the rule adopted, independent dealers should anticipate changes in several areas of day-today operations.
1 Front-End Transaction Screening
Dealers will need to verify qualifying identification at the beginning of the transaction, not after delivery. A deal that cannot be registered cannot be funded smoothly. Waiting until title submission to identify documentation issues will increase unwind risk.
Sales managers and title clerks should align on:
Acceptable ID checklists
Expiration verification
Documentation standards for foreign passport holders
Clear communication scripts for customers
Dealers operating in markets with high documentation complexity should expect longer transaction timelines as customers gather required documents.
2 Title Processing and County Variability
One of the most consistent concerns raised during public comment was inconsistent county-level
interpretation. Even with uniform rule language, implementation can vary.
Dealers should:
Communicate directly with county tax offices regarding processing expectations
Document internal procedures for compliance
Avoid assumptions based on prior flexibility
Uniformity will improve over time, but early implementation often includes friction.
3 Lien Perfection and Loan Risk
The delayed renewal enforcement date does not eliminate loan exposure. Dealers operating Buy Here Pay Here portfolios or working closely with indirect lenders must consider how renewal enforcement beginning in 2027 may affect longterm contract performance.
If a customer cannot renew registration, the practical consequences may include:
Increased default probability
Higher repossession risk
Insurance complications
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)
Accelerated collateral depreciation
Finance partners are already evaluating how renewal enforcement may influence underwriting standards going forward.
The Renewal Question
The staggered effective date for renewals is significant. It provides time for transition planning and reduces immediate disruption to existing registrations.
However, renewal enforcement beginning January 1, 2027, raises structural questions:
How will counties verify qualifying ID in online renewal systems? What documentation upload standards will apply?
How will data privacy and document retention be managed? Will there be cure periods for customers actively obtaining qualifying identification?
TIADA advocated for transition safeguards and clear statewide implementation guidance to avoid sudden, widespread renewal failures. Dealers should watch closely for future bulletins addressing renewal protocols.
Economic and Community Impact
Beyond dealership operations, the rule has broader economic implications.
Independent dealers serve workforce segments that rely heavily on personal transportation for employment. Construction, service, logistics, healthcare, and retail sectors all depend on mobility.
If qualifying identification becomes a barrier for a segment of consumers:
Sales volume may contract in certain markets
Customers may delay transactions
Proxy registration arrangements may increase
Compliance participation may decline
Historically, policies that increase documentation thresholds can unintentionally shift activity outside formal systems. Whether that occurs here will depend heavily on how smoothly the rule is implemented and communicated.
TIADA’s advocacy consistently emphasized maintaining high participation in lawful registration systems as a core public policy objective.
Dealers Are Compliance Professionals — Not Immigration Experts
One of the clearest themes from dealer testimony was concern about being placed in an interpretive role regarding immigration documentation.
Independent dealers are licensed under state motor vehicle statutes. They are trained in titling procedures, finance compliance, and consumer protection regulations. They are not trained in Department of Homeland Security documentation review.
The adopted rule narrows acceptable documentation standards, which may reduce ambiguity at the county level, but dealers must remain careful not to step beyond their legal role.
Avoid making subjective judgments about legal status
Rely on county offices for final registration approval
Document compliance procedures consistently
TIADA will continue working to ensure dealers are not exposed to unintended liability through overreach in documentation interpretation.
TIADA’s Ongoing Role
Although the vote has occurred, TIADA’s work on this issue is not complete.
The association remains engaged in:
Monitoring implementation guidance and bulletins
Communicating with TxDMV leadership regarding operational concerns
Coordinating with county tax offices and finance stakeholders
Providing member education and compliance updates
TIADA will also evaluate whether legislative engagement is appropriate if significant operational disruptions emerge during implementation.
The association’s responsibility is clear: represent the operational realities of independent dealers and advocate when regulatory decisions create disproportionate business risk.
What Dealers Should Do Now
Preparation is critical.
Independent dealers should:
1 Update internal ID verification checklists immediately.
2
Train sales and title staff on qualifying documentation.
3
Communicate proactively with customers about documentation requirements before deal structuring.
4 Review BHPH portfolio exposure related to future renewal enforcement.
5
Maintain dialogue with county tax offices regarding processing expectations.
Dealers who address documentation early in the transaction will reduce unwind risk and preserve funding stability.
Final Perspective
The February 12 vote closes the rulemaking chapter but opens a new operational phase for Texas dealers.
The policy debate will continue in public discourse, but for independent dealers, the focus remains practical:
Can deals close cleanly?
Can titles process predictably?
Can loans perform reliably?
TIADA advocated throughout the process for clarity, transition
protection, and uniform execution. While the final rule reflects the Board’s decision, implementation will determine its true impact.
Independent dealers have always adapted to regulatory shifts. The key now is preparation, communication, and continued engagement to ensure the system works as intended.
Because when registration systems function smoothly, dealers, lenders, and consumers all benefit.
legal corner
Applying the 60-Percent Rule to Strict Foreclosures
Dealer Question: I’m a Buy-Here-Pay-Here dealer and I’ve been told that I’m subject to something called the “60 percent rule.” What is the 60 percent rule and how does it affect me?
Answer: There are two primary methods used by car creditors to notify debtors of the repossession of vehicles and to dispose of repossessed collateral. These methods are (1) private sale; and (2) strict foreclosure (sometimes called acceptance of collateral in satisfaction) (For a more detailed discussion of the differences between private sale and strict foreclosure, see “Repossession Basics for Car Dealers” in the March, 2025 issue of Texas Dealer.)
If you use the strict foreclosure method of disposing of repossessed collateral, as do most BHPH dealers, the 60 percent rule will apply to you. If you use the private sale method, it doesn’t.
One of the characteristics of strict foreclosure that is attractive to BHPH dealers is the fact that, in most cases, no post-repossession accounting has to be made. Under strict foreclosure, any deficiency that debtor might owe the creditor is eliminated, and the creditor doesn’t have to account to the debtor for the disposition of the collateral. The process is initiated by the creditor, who sends the debtor after repossession a notice stating that
the creditor intends to accept the repossessed collateral in satisfaction of any further indebtedness. If no written objection to the strict foreclosure is received within 20 days of, sending of the notice, then the strict foreclosure is complete, and ownership of the collateral reverts to the creditor.
If, on the other hand, written objection is received in the 20-day-
by Michael W. Dunagan
TIADA COUNSEL
The creditor also has the option of requesting that the debtor, after repossession, sign a statement that gives up the right to notice and relinquishes any interest in the vehicle. A voluntary signing of a waiver agreement by the debtor eliminates the 20-day waiting period.
The so-called 60 percent rule forbids the use of strict foreclosure
The so-called 60 percent rule forbids the use of strict foreclosure (unless the strict foreclosure comes from a signed agreement) if more than 60 percent of the cash price has already been paid by the debtor. If the 60 percent rule applies, the creditor must dispose of the property by private sale within 90 days after he takes possession.
period, then the creditor must use the private sale method of disposal and account to the debtor upon resale of the collateral. If the resale results in a sales price that exceeds the amount of the indebtedness, then the creditor must pay the surplus to the debtor as the debtor’s equity in the collateral.
(unless the strict foreclosure comes from a signed agreement) if more than 60 percent of the cash price has already been paid by the debtor. If the 60 percent rule applies, the creditor must dispose of the property by private sale within 90 days after he takes possession. Failure to properly dispose of the property within
Dealer Academy Repossession 101: What You Need to Know
This is a video course with
Michael W. Dunagan
TIADA General Counsel, author of Dealer Financing of Used Car Sales and Texas Automobile Repossession: A Lien Holder’s Legal Guide.
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 selfhelp 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.
• Preliminary Considerations Before Repossession
• When is a Customer Considered in Default
• Avoiding Liability from Repossession
• Types of Disposition
• Required Notices to the Debtors
• Handling Personal Property
• Using the Courts to Get Your Car Back Registration $98 for two 1-hour videos
Visit txiada.org/on _ demand for more information.
the 90-day period subjects the creditor to liability for actual damages or statutory damages set out in the Texas Business and Commerce Code (the Texas version of the Uniform Commercial Code).
Unfortunately, the statute does not offer any specifics of how the 60 percent of the cash price threshold is calculated. No cases have been found where this issue has been litigated.
It appears that the purpose of the provision is to protect the debtor who has paid a significant portion of the cash price and is more likely to have a positive equity position in the collateral. Involuntary acceptance of the collateral would thus thwart the debtor’s right to receive any surplus generated by resale. The formula below is a common-sense method of calculating whether the 60 percent threshold has been met.
First, calculate 40 percent of the original cash price listed on the contract. If the pay-off (the figure calculated after deducting unearned interest from the balance) is less than the 40 percent figure, it would appear that the transaction does not qualify for involuntary strict foreclosure since more than 60 percent of the original cash price has been paid. For instance, if the original cash price of a vehicle was $5,000, and the pay-off is $1,000, involuntary strict foreclosure would not be available (the pay-off is less than 40 percent of $5,000 or $2,000, and thus, more than 60 percent has been paid). There is also a 60 percent rule calculator on the TIADA website (txiada.org) which will do the math automatically, and some dealer software packages also have a calculating feature.
As mentioned above, a debtor’s right to have the repossessed collateral disposed of by private sale when 60 percent of the cash price has been paid can be waived in writing. By voluntarily signing a waiver of rights statement after repossession, the debtor can give up the right to require a private sale and waive the holding period.
Creditors should remember that a strict foreclosure also waives the creditor’s rights to seek a deficiency from the debtor. As such, car creditors who use strict foreclosure should make sure that no demand is made for payment of a balance and that no balance is reported to credit bureaus.
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.
TIADA Auction Directory
as of March 1, 2026
Save thousands on buy or sell fees at these participating auctions!
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Odessa
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On-Demand Offerings
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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
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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.
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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.
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feature
Stop Scrolling: Short-Form Video Tips and Trends for Independent Dealers in 2026
by Stephen Pallas
For independent dealers, short-form video is no longer a nice extra for the marketing plan. It is one of the clearest ways to earn attention, build familiarity, and move shoppers from passive browsing to active inquiry. In 2026, that matters more than ever. Buyers are researching on their phones, comparing dealers quickly, and making split-second decisions about which businesses feel trustworthy, knowledgeable, and worth contacting. Short vertical videos fit that environment almost perfectly.
The Platforms Are All-In on Short Form
The big shift is not just that video works. It is that the platforms themselves keep making short-form video easier to create and more central to discovery. YouTube Shorts now supports videos up to three minutes and has added more in-app editing tools, including a rebuilt editor, timed text, clip rearranging, music sync, and
AI-assisted creation features. Instagram also expanded Reels to three minutes and introduced Edits, a mobile video creation app meant to streamline production. TikTok continues to position itself as a discovery engine for businesses, with new business tools focused on search, automation, and scalable creative. In other words, the major platforms are all pushing in the same direction: more vertical video, faster creation, and more opportunities for businesses that can show up consistently.
That platform momentum lines up with consumer behavior. YouTube and Facebook still sit at the top among U.S. adults, while Instagram usage has grown significantly in recent years. TikTok now reaches a substantial share of U.S. adults, including a strong percentage of adults under 50. For dealers, the message is clear: short-form video is not limited to teenagers dancing on phones. It is where a large and varied consumer audience already spends time.
Think of Short-Form as Digital Showroom Communication
Dealers should stop thinking of short-form video as “social media content” and start thinking of it as digital showroom communication. A good short video can do several jobs at once. It can show a vehicle, answer a common question, introduce a team member, build confidence in the dealership’s process, and give the viewer a reason to remember the store’s name. The best videos are rarely overproduced. They are clear, useful, and human. Authenticity continues to outperform polish in shortform environments. Businesses grow on these platforms by telling their stories and creating content that connects, not by looking like a national TV commercial. This is especially good news for independent dealers, who already have an advantage that franchise groups often struggle to replicate: personality. A dealership owner, buyer, salesperson, or service manager speaking plainly into a phone camera can be more persuasive than a generic ad because the viewer sees a real person who appears accountable.
Utility Over Hype
In 2026, one of the strongest trends is utility over hype. The videos that tend to work best are the ones that answer an immediate shopper question. For dealers, that can translate into simple recurring formats: “What $15,000 buys this week,” “Three things to know
before financing a used truck,” “Here’s what we look for in a trade,” “Why this SUV just hit the lot,” or “A quick walkaround of our cleanest third-row option.” These are not flashy ideas, but they match how people shop. Many consumers prefer learning about products and services through video, and marketers continue to report strong results from video as part of their strategy.
Win the First Two Seconds
Another major trend is the rise of the strong opening hook. Dealers do not have 20 seconds to warm up. Usually they have about two. The first line needs to make a promise or spark curiosity immediately. “Best first truck on our lot under $20,000.” “Here’s the one thing most buyers miss on a Carfax.” “Need a family SUV without the new-car payment?” “This trade-in surprised us.” If the opening line can make the right buyer feel, “That’s for me,” the video has a chance. If it opens with a logo animation, a wide shot of the lot, or a long greeting, many viewers are gone.
Build Repeatable Series
Dealers do better when they build repeatable series instead of constantly inventing one-off ideas. Series create familiarity for both the audience and the team making the content. A store might commit to five recurring buckets: inventory spotlights, financing FAQs,
myth-busting, behind-the-scenes lot life, and customer education. Once those buckets are established, content planning gets easier. Instead of asking, “What should we post today?” the better question becomes, “Which series are we posting today?”
Consistency matters more than chasing a viral moment.
Film Once, Post Strategically
Platform strategy deserves a disciplined approach. For most independent dealers, the smartest move is not creating separate concepts for every app. It is filming one strong vertical video and adapting it across platforms.
YouTube Shorts remains especially valuable because YouTube reaches a broad adult audience.
Instagram Reels remains powerful for local brand building and shareability. TikTok continues to function as a discovery engine, particularly for content that feels native and unfiltered. A dealer does not need to master every trend on every app. A better approach is simple: shoot once, caption it well, post across platforms, and watch which themes generate actual leads.
Design for Silent Viewing
Captions are a non-negotiable in 2026. A large share of short-form video is watched with the sound low or off, especially when people are in waiting rooms, offices, or multitasking. On-screen text helps viewers understand the point instantly and improves retention. Dealers should avoid clutter, but every video should make visual sense without relying entirely on audio. A shopper should be able to catch the offer, vehicle type, or takeaway at a glance.
Use AI Wisely
AI is becoming part of the workflow, but it should function as a production assistant, not a replacement for judgment. Platform-supported AI tools can help create first drafts, generate captions, and surface compelling moments from existing footage. Used wisely, these tools can save time on editing or scripting. Used carelessly, they can make content feel generic or disconnected from the dealership’s real voice. The most effective approach is to use AI for speed while keeping the final message grounded in actual inventory, real staff, and real customer concerns.
Measure What Actually Drives Business
Independent dealers should pay close attention to what counts as success. Views alone can be misleading. A video with modest reach but several real comments, saves, shares, website clicks, or direct messages may be far more valuable than a high-view clip that generated no serious interest. The goal is not to become an influencer. The goal is to create enough useful, trustworthy video touchpoints that a local buyer remembers the dealership when it is time to shop.
Keep It Practical and Consistent
Perhaps the most encouraging part of the 2026 shortform environment is that the barrier to entry is lower than many dealers assume. The platforms are built for phone-first creators. Audiences are comfortable with simple production. Consumers respond to straightforward information presented by real people.
A dealer does not need a studio. A dealer needs a plan.
Post consistently. Lead with a hook. Keep the camera vertical. Show the vehicle clearly. Put the most important point on screen. Answer real buyer questions. Let staff personalities come through. Reuse winning formats. Track which videos create actual conversations.
For independent dealers willing to commit, shortform video is not just another content trend. It is one of the most practical ways to earn attention, demonstrate credibility, and compete effectively in a crowded market in 2026.
antonio July 19-21, 2026
THE 2026 TIADA CONFERENCE & EXPO RETURNS TO THE SPECTACULAR JW MARRIOTT SAN ANTONIO HILL COUNTRY RESORT AND SPA!
NESTLED AMID 600 ACRES OF OAK-COVERED HILLS IN TEXAS HILL COUNTRY, JW MARRIOTT SAN ANTONIO HILL COUNTRY RESORT & SPA IS A LUXURY HAVEN WITHIN A STUNNING LANDSCAPE. EXPLORE SAN ANTONIO’S MOST POPULAR ATTRACTIONS NEAR OUR HOTEL, INCLUDING WINERIES, SEAWORLD, SHOPS AT LA CANTERA, NATURAL BRIDGE CAVERNS, AND SIX FLAGS FIESTA TEXAS.
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July 19–21, 2026
JW Marriott Hill Country Resort San Antonio, Texas
Dealer Registration Options
Customize your conference experience by selecting from the options below. To register, please scan the QR code below or go to conference.txiada.org . Questions? Call us at 512.244.6060.
2026 CONFERENCE & EXPO
Full Conference Member Registration (includes Welcome Reception, Monday & Tuesday Education/Sessions, Expo Hall, Lunch on Monday & Tuesday, and Awards Reception & Dinner)
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Meet the Conference Recruitment Challenge Goal: Five (5) New Recruited Members Register by June 19th save $150 per person
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*Registrants must be from the same dealership to receive the discounted rate.
Hotel Accommodations
Discounted guestrooms at the JW Marriott Hill Country Resort are available for TIADA Conference attendees: $280 /night, includes $30 daily resort fee for TIADA Conference attendees. Room must be reserved on or before June 19th to receive the discounted rate. If you need to cancel after the June 19th deadline, please reach out to conference@txiada.org — as we might be able to redistribute the room.
Any room reservation that is cancelled after June 19th 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.
JW Marriott Hill Country Resort / 23808 Resort Pkwy / San Antonio, TX 78261 Call 877.622.3140 or book online conference.txiada.org/accommodations
Get ready for an exciting opportunity to be rewarded for growing our TIADA community! Stay tuned for details on how you can take part in the 2026 recruitment challenge! Win cash, prizes, and recognition along the way.
Thank you for your continued support of the independent dealer community in the Lone Star State.
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Finding and Owning a Niche in the Independent Automobile Dealership Market in Texas
by TIADA Staff
Independent dealers in Texas are competing in a market where buyers are more price-sensitive, more online, and more segmented than ever. At the same time, the used-vehicle business is still fundamentally local. Reputation, reconditioning quality, and consistent inventory discipline still win. The opportunity is in putting those two truths together and building a dealership that is known for a specific kind of vehicle, a specific kind of buyer, and a specific kind of solution.
A niche does not have to mean rare or exotic. It means focus. It
A niche does not have to mean rare or exotic. It means focus. It means being the place customers, lenders, wholesalers, and even other dealers think of first when a certain need comes up.
means being the place customers, lenders, wholesalers, and even other dealers think of first when a certain need comes up. Texas has independent dealers who have built their operations around specialty segments and made that focus their brand. You do not have to copy any one example, but you can borrow the underlying approach: pick a lane, build systems around it, and market it with intention.
Why Niche Strategies Are Working Right Now
A niche reduces waste. Generalist lots often carry too
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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).**
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many “maybe” units that are hard to merchandise, hard to finance, and slow to sell. A focused lot improves turn because sourcing, recon, photos, listings, and sales scripts are built around repeatable patterns. That consistency improves margins and reduces aged inventory.
A niche also improves marketing efficiency. Instead of paying to reach everyone who might buy a used car, you build an audience you can reach repeatedly with the same message and proof points. Over time, you become associated with that segment in your local market and beyond.
Niche Market Ideas That Fit Independent Dealers Work-Ready Commercial Vehicles for Small Businesses
Texas is full of buyers who shop for vehicles as revenue tools. Contractors, HVAC technicians, plumbers, delivery drivers, ranchers, and mobile service operators need trucks and vans that make money on day one. A dealership can specialize in work-ready units such as cargo vans, service bodies, flatbeds, box trucks, and properly equipped pickups.
What separates a niche operation from a generic lot is preparation. The difference between a standard used van and a Mondaymorning-ready van is documented maintenance, fresh tires and brakes, shelving or racks already installed, and financing options tailored to small business buyers.
Independent dealers win in this niche by standardizing a recon checklist around reliability, partnering with local upfitters, and building a simple purchase flow for business customers. Speed, clarity, and functionality are the value proposition.
Trucks and Off-Road
Builds
Light trucks and SUVs dominate the Texas market, and demand
for customized or purpose-built units remains strong. The key is not to stock random trucks but to be known for a consistent build philosophy. That could mean leveled and lifted trucks, overlandstyle SUVs, ranch-ready packages, or clean latemodel diesels with documented service histories.
Dealers who succeed in this niche treat build quality like a brand. Suspension components, alignment, wheel and tire fitment, and detailed parts documentation all matter.
Inventory is photographed and presented with the same attention an enthusiast would expect, including undercarriage shots and build sheets.
Content also becomes part of the sales process. Walkaround videos, build explanations, and beforeand-after photos create credibility and draw buyers from outside the immediate area.
Used EVs And Hybrids as a Value Play
Used EV pricing volatility has created opportunity for dealers willing to learn the product and educate buyers. Many consumers are curious about electric vehicles but hesitant because of questions about range, charging, and long-term reliability.
A niche EV dealer reduces anxiety. That means offering simple explanations of home charging options,
realistic range expectations for Texas driving conditions, and transparent discussions about ownership costs. It also means being selective with inventory and focusing on models that balance demand, practicality, and affordability.
Dealers who become trusted educators in this space often see stronger close rates because buyers feel supported rather than pressured.
Mobility and Accessibility Vehicles
Wheelchair-accessible vans and mobility-equipped vehicles represent a specialized but high-intent segment. Buyers are not casually shopping. They need safe, functional transportation and clear information about equipment such as ramps, lifts, kneel systems, and tie-downs.
The dealers who succeed here are meticulous in their listings. They specify conversion brands, ramp lengths, door heights, and operating features. They provide video demonstrations and are prepared to assist with remote transactions and shipping coordination.
This niche also benefits from strong referral networks that include clinics, therapy providers, veterans’ organizations, and community groups. Trust is central, and reputation drives repeat business.
Micro-Utility Imports and Small Footprint Vehicles
Some dealers stand out by offering inventory that few competitors carry. Japanese kei trucks and other small-footprint utility vehicles are one example. These vehicles appeal to ranch owners, property managers, campus maintenance teams, and buyers seeking simple,
functional transportation. Because this niche intersects with import rules and titling requirements, compliance must be treated as part of the product. Clear documentation and transparent communication about limitations are essential. Dealers who succeed here sell a use case as much as a vehicle.
Luxury, Exotic, and Collector Inventory
Specializing in luxury and performance vehicles is another established niche for independent dealers. The differentiator is not simply price point but presentation and sourcing. These operations function more like curators than volume retailers.
Inspection standards, cosmetic reconditioning, and detailed condition reports become central to the brand. Dealers often cultivate inbound sourcing through consignments and private sellers, building a reputation for discretion and professionalism.
DIAMOND
NATIONALCORPORATEPARTNER
Texas-Specific Considerations
Any niche strategy must align with licensing and operational requirements. Independent dealers in Texas operate under a General Distinguishing Number license and must ensure their inventory categories and business practices fit within their authorized scope.
Operational details also matter in the early stages of a dealership’s life cycle. Temporary tag processes, documentation discipline, and compliance education all influence how smoothly a niche model can scale. A specialty dealership cannot afford paperwork mistakes or inconsistent processes, especially when serving buyers who may be traveling long distances or making high-dollar purchases.
Education and peer support are also critical. Dealers who invest in compliance training and stay engaged with industry associations are better positioned to adapt as regulations and market conditions shift.
A Practical Framework for Choosing Your Niche
Start with your advantages. Do you already have access to specific inventory sources, recon expertise, or a community connection? The easiest niche to build is one supported by relationships and experience.
Define your buyer clearly. If you cannot describe your core customer in one sentence, the niche is too broad. Specificity drives marketing efficiency and inventory discipline.
Determine your minimum viable inventory. To appear credible online, you must stock enough units to look intentional rather than accidental. Make sure your sourcing pipeline supports that threshold.
Standardize processes. Build checklists, listing templates, and recon standards tailored to your segment. Consistency is what turns a niche into a brand.
Create a referral loop. Every strong niche generates its own momentum. Encourage reviews, cultivate repeat buyers, and maintain relationships that produce inbound inventory and customer leads.
The Long-Term Advantage of Focus
Independent dealers have always succeeded by knowing their market better than anyone else. In today’s environment, knowing your market often means narrowing it. A focused inventory strategy improves turn, strengthens brand recognition, and attracts buyers who are ready to purchase rather than just browsing. Texas is large and diverse enough to support multiple specialty segments. Whether the opportunity lies in work trucks, specialty builds, mobility vehicles, electrified inventory, or another focused category, the principle remains the same. Clarity beats clutter. Process beats improvisation. And in a competitive used-vehicle market, the dealer who is known for something specific is often the dealer who wins.
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New Members, Joined January 2025
DEALER MEMBERS
Austex Automotive Inc Edgar Cayo 10800 North Lamar Boulevard, Austin, TX 78753
Auto Classic Gustavo Aguirne 1939 Rigsby Ave, San Antonio, TX 78210
First Gear Automotive LLC Nadim Alyassin 2450 Babcock Rd unit 144, San Antonio, TX 78229
Mi Familia Motors
DBA Mi Amigo Motors Gill Florentino 9729 Long Point Rd, Houston, TX 77055
Motorcity Motion LLC Kristopher Rose 3783 Roosevelt Ave., San Antonio, TX 78214
ASSOCIATE MEMBERS
CarBucks Floor Plan Kimberly Allison
417 Woods Lake Road, Greenville, SC 29607
EPIC Auto, Inc. Brady Ferron 1919 S. Shiloh Rd, Garland, TX 75042
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.
TIADA’s Work on TxDMV Registration ID Changes Standing Up for Dealers
Over the past several months, proposed and recently implemented changes to Texas Department of Motor Vehicles (TxDMV) identification requirements for vehicle registration have raised serious concerns across the independent dealer community. From title processing delays to increased transaction failures and renewal disruptions, the operational impact on dealerships has been immediate and measurable.
TIADA has been actively engaged on this issue — not as part of a political or immigration debate, but squarely from the perspective of how these changes affect licensed dealers, lenders, consumers, and the broader vehicle registration system in Texas.
Keeping the Focus Where It Belongs: Dealers and Operations
TIADA’s position has been consistent and deliberate: we are not participating in discussions about immigration status or enforcement. That conversation is outside our mission and expertise, and it is not what our advocacy on this issue is about.
Instead, TIADA is focused on:
How sudden changes to registration ID rules disrupt vehicle sales and deliveries
How renewal failures affect existing liened vehicles and loan performance
How inconsistent county-level implementation creates confusion and rework
How added verification burdens shift responsibility onto dealers and tax offices without clear standards or tools
These are dealer issues. They affect compliance, risk, cash flow, customer relationships, and ultimately the ability of independent dealers to operate responsibly and sustainably.
Public Hearing: Dealer Voices on the Record
Those concerns were not raised quietly or behind closed doors. TIADA formally participated in the TxDMV public hearing process, submitting detailed written testimony and speaking directly to the realworld impacts dealers are experiencing.
At the public hearing, TIADA and multiple TIADA members provided testimony describing how the identification changes are affecting day-to-day dealership operations, financing relationships, and customer transactions. Dealers shared concrete examples of delayed or failed registrations, abandoned vehicles, increased defaults, and compliance uncertainty stemming from inconsistent interpretation across counties.
Importantly, TIADA’s testimony and member comments became part of the official record and were cited during the hearing and in subsequent news coverage. Media reporting on the hearing referenced concerns raised by independent dealers and industry representatives, underscoring that these are not theoretical issues but active disruptions impacting Texas businesses today.
No testimony at the hearing disputed that the changes would materially affect dealers; the discussion instead centered on whether those impacts had been fully considered before implementation.
Active Advocacy on Multiple Fronts
Beyond the hearing itself, TIADA has continued working this issue on several fronts:
Direct engagement with TxDMV leadership, raising concerns about implementation, operational feasibility, and unintended consequences.
Formal written comments supported by data, dealer experiences, and economic analysis.
Ongoing coordination with other stakeholders, including lenders and county tax assessor-collectors, many of whom echoed similar concerns during the public process.
Member outreach and education, helping dealers understand current requirements while advocating for workable solutions.
TIADA is not the only organization paying attention. County officials, financial institutions, and other industry participants have also publicly raised alarms about the strain these changes place on systems that depend on predictability and uniform administration.
A Divided Membership — And a Clear Mandate to Act
Like Texas itself, TIADA’s membership reflects a wide range of perspectives. Some dealers support stricter identification standards, others strongly oppose them, and many fall somewhere in between. TIADA respects that diversity of opinion.
At the same time, a significant portion of our membership has made one thing very clear: they want TIADA to act when regulatory changes threaten their ability to do business lawfully and effectively.
Those dealers are seeing:
Deals fall apart after delivery due to registration failures
Renewals denied for vehicles that were legally registered under prior rules
Increased defaults, returns, and abandoned vehicles
Customers caught between compliance requirements and real-world constraints
For those members, inaction is not an option — and TIADA exists to advocate when regulatory decisions create disproportionate harm to independent dealers.
What Comes Next
TIADA will continue to monitor developments closely, participate in ongoing discussions, and advocate for practical solutions that:
Preserve compliance without retroactively harming existing transactions
Provide clear, uniform standards that can be applied statewide
Protect lienholders, consumers, and the integrity of the registration system
This is not about politics. It is about policy execution, economic impact, and the realities of running an independent dealership in Texas.
TIADA remains committed to representing its members — especially when regulatory changes move too fast, lack clarity, or create unintended consequences that put small businesses at risk.
behind the wheel Staying Informed, Staying Connected
Over the past several months, many independent dealers across Texas have been closely following the proposed changes to identification requirements for vehicle registration. On February 12, the Texas Department of Motor Vehicles Board voted to adopt those changes, moving the issue from the rulemaking phase into the implementation phase.
For dealers, the most immediate change involves initial registration transactions. Beginning March 5, 2026, new identification standards will apply when a vehicle is titled and registered. These standards establish more specific categories of acceptable identification depending on the type of transaction being processed.
The timeline for registration renewals is different. The new identification requirements for renewals will not take effect until January 1, 2027. Until that date, counties will continue processing renewals under the procedures that were in place prior to November 2025. That delayed implementation provides additional time for counties, dealers, and consumers to adjust before renewals are affected.
Throughout this process, TIADA worked to ensure that the operational realities of independent dealerships were part of the conversation. Our association submitted formal comments, participated in the public hearing, and engaged with policymakers and regulators to help explain how these types of changes affect day-to-day dealership transactions.
As the rulemaking process unfolded, one thing became clear through conversations with dealers across the state: issues like this rarely affect just one part of a transaction. Changes to registration requirements can influence everything from sales processes and documentation review to county interactions and financing timelines.
by Trevor Jennings
TIADA EXECUTIVE DIRECTOR
During the time, many dealers have been comparing notes, sharing questions, and learning from one another as the situation developed. That kind of information sharing is often how independent dealers navigate new compliance requirements in real time.
Moments like this are also a reminder of the value of being connected as an industry. When dealers have the opportunity to exchange ideas, compare experiences, and learn from one another, everyone benefits.
That spirit of collaboration is exactly what the TIADA Conference & Expo is built around.
Scheduled for July 19–21 at the JW Marriott Hill Country Resort in San Antonio, the conference brings together dealers from across Texas to connect, collaborate, and learn from one another. The event will feature more than 30 hours of education, covering topics that directly impact dealership operations — from regulatory compliance and BHPH operations to retail strategies, technology, and industry trends.
Just as valuable are the conversations that happen outside the formal sessions, where dealers share real-world experiences and practical insights that help others avoid pitfalls and adapt to changes more quickly.
As we move further into the year, the new ID requirements are a reminder that the environment independent dealers operate in continues to evolve. Policies shift, compliance expectations change, and new operational challenges emerge. Staying informed — and staying connected to others in the industry — will always be one of the best ways to navigate that landscape.
I look forward to continuing those conversations in the months ahead and hope to see many of you in San Antonio this July.
