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 INTERIM EXECUTIVE DIRECTOR Eddie Hale
9951 Anderson Mill Rd., Suite 101 Austin, TX
inside TexasDealer
Featured Courses
TIADA designed and implemented some important on-demand courses to give dealers quality educational programs they can access throughout the year. These programs are essential for dealers to stay compliant. They offer flexibility, so you can complete them according to your schedule. These courses are designed for any dealers with questions related to various regulations that affect their businesses.
Repossession 101: What You Need to Know
In this two-part video course TIADA counsel Michael Dunagan answers repossession related questions for both the dealer starting out and those dealers who want a refresher. Dunagan goes through the basics of self-help repossession, repossession when a client has filed bankruptcy, and using the courts to regain collateral through sequestration. The course also covers all the repossession letters and includes a downloadable deck of slides to follow along with the course.
$ 98 for two 1-hour videos
The Basics of Transferring Titles *
Want to avoid having your title transfer paperwork rejected at the tax office? This online course is designed to walk you through the title transfer process and is best suited for people new to transferring titles or those who want to brush up on the basics. This course has been reviewed for accuracy by the Tax Assessor-Collectors Association of Texas.
$ 48 for the course * Also available in Spanish
The Strength of Texas Dealers
Celebrating the resilience, unity, and strength of our dealer community.
As I begin my service as President-Elect, I am reminded that TIADA has always been more than an association — it is a legacy. Our past leaders set a standard for integrity, service, and advocacy, building an organization that has stood strong for decades. Their vision continues to inspire me, and it’s a legacy I’m proud to help carry forward.
I would like to take a moment to honor the leaders who came before me — those whose vision, energy, and passion made our path possible. Consider the few Fort Worth dealers in 1944, who banded together and chartered the “Texas Used Car Dealers Association” to push back against harmful legislation. Or those who encouraged me to join TIADA — and inspired me to serve on its board, where I now preside.
At the same time, being an independent dealer reminds me daily of how quickly things can change in our business. One month its inventory, the next it’s compliance, and before long, customer expectations shift again. Running a dealership in Texas means staying sharp, adaptable, and resilient — because no two seasons ever look the same.
That resiliency is what sets Texas dealers apart. We don’t back down from challenges; we find a way through them. And when one of us faces a challenge, others step up to help. That kind of unity is why TIADA has
by Russell Moore
remained strong for decades and why it continues to be the trusted voice for dealers across the state.
This issue’s theme — adaptability, resiliency, legacy, and leadership — is not just words on a page. It’s what we live every day on the lot. We adapt to change, we stay resilient in the face of obstacles, we honor the legacy of those who came before us, and we lead with strength into the future.
TIADA’s role is to stand with you in that work. Whether through advocacy, education, compliance resources, or membership engagement with opportunities to connect and learn from one another— the association is here to ensure every Texas dealer has the tools and support needed to succeed.
I am also reminded that I am but one of 13 votes helping to guide this association and its members. Your voices matter, and together we shape the future. This isn’t about one leader — it’s about all of us working as one.
I encourage you to stay engaged with TIADA by sharing your story with us — about your dealership journey, your challenges, and your successes. Your experiences are what make this association stronger, and they help ensure we remain the trusted voice for independent dealers across Texas.
Together, we are strong dealers — and together, we will continue to build a stronger future.
Resiliency is what sets Texas dealers apart. We don’t back down from challenges.
Top Notch Used Cars (Conroe)
TIADA PRESIDENT ELECT
The Power of Membership.
Since 1944, TIADA has been and continues to be the only statewide organization for independent automobile dealers. You are connected with more than one thousand independent automobile dealers across Texas, who are all committed to creating a better image for the industry, while protecting our rights as business owners and increasing our bottom line. Individually, you are strong, but together, as an association, we are powerful .
Get involved with the association’s advocacy efforts, find out what policies may be affecting used car dealers. Have a say, make a difference.
Join other successful dealers. Membership dues include full membership to TIADA and the national association, NIADA.
Connect with industry leaders. Attend the annual TIADA Conference & Expo, access the member-only online directory.
Education offerings designed with you in mind, your personal copy of the Texas Dealer magazine, twice monthly industry updates, exclusive access to industry articles—a wealth of knowledge at your fingertips.
The perks are many, starting with over $10,000 in auction and vendor savings through TIADA’s mobile app. Redeem just a few auction discounts and you’ve basically covered the cost of membership for the year.
Get quick answers on industry, regulatory or compliance issues.
www.txiada.org/dealer_benefits
legal corner
Car Creditors Must Be Aware of Serviceperson’s Civil Relief Act
Military enlistments and reserve activations have raised for car creditors the need to be aware of how to respond to default on car contracts by members of the military. The Serviceperson’s Civil Relief Act (formerly known as the Soldiers and Sailors Civil Relief Act) is a federal law enacted to protect military personnel and their dependents from civil obligations that might interfere with their active military duties. It allows them to suspend or postpone some civil obligations, including repayment of car debt.
The federal Consumer Financial Protection Bureau has made targeting financial abuses against service personnel one of its missions. An office of Servicemember Affairs was established to specifically look into claims of businesses taking advantage of those in military life, including seeking out violations of the SCRA.
Origins of the SCRA
The original Soldiers and Sailors Civil Relief Act was passed for the benefit of World War I soldiers. It was reenacted during World War II, and has remained in effect ever since. It was most recently modified during Operation Desert Storm.
The law was written and has been enforced with the patriotic intention of protecting those who volunteer for (or are drafted into) military service. The rationale is that those who take up arms for our country shouldn’t be punished for not being able to meet all financial obligations while away from home. The courts routinely
by Michael W. Dunagan
TIADA COUNSEL
The Act prohibits creditors from exercising self-help repossession. If the active-duty military member is in default, a creditor must seek all remedies through civil courts.
interpreted the law liberally to protect active military personnel. The U.S. Supreme Court has declared that the law must be read with “an eye friendly to those who dropped their affairs to answer their country’s call.”
To invoke the protections of the SCRA, the military member must show that (1) he or she is on active duty; (2) he or she incurred the obligation prior to enlistment or prior to reserve activation to active duty, and (3) that military service materially affects the member’s ability to pay.
Thus, the SCRA would not protect military personnel from actions on debts that were incurred while on active duty, nor would it help reservists not on active duty.
Cap on interest Rates
One of the specific protective provisions of the law is a reduction in interest (or finance charge on installment contracts) to a cap of six percent on obligations incurred prior to active military service. This includes interest on credit cards,
Upcoming Events
For
For a complete list of available on-demand education offerings, go to www.txiada.org/on_demand
Complying with the
Repossession
2025
mortgages, and car financing. To invoke the protection, the military member sends a notice to the creditor requesting relief under SCRA. The interest cap begins with the date of entry into active duty and lasts for the duration of active-duty service. Installment payment amounts should be reduced to reflect the lowered finance-charge rate. The law provides that any interest or finance charge contracted for that exceeds six percent is forgiven for the time the debtor is on active duty.
Repossession Prohibited
The Act prohibits creditors from exercising self-help repossession. If the active-duty military member is in default, a creditor must seek all remedies through civil courts. Such remedies, even in a judicial proceeding, are more difficult to come by because the Act authorizes judges to grant stays (delays) of actions if the debtor’s ability to appear in court is impaired by his or her mili-
When a debtor demands protections under the SCRA, the creditor should perform an investigation to verify the
of the claims. The federal Defense Manpower Data Center (DMDC) provides
tary service (such as being out-of-state or overseas). Courts routinely grant stays of 30-60 days, or until the military member can make an appearance. A secured creditor is also stayed from reselling secured property that was repossessed prior to active duty.
A creditor can petition a court to lift the stay when it can establish that the military member’s ability to pay has not been impaired by military duty (such as where a reservist’s civilian employer continues to pay his or her wages and benefits).
Courts usually won’t grant default judgments against active-duty military personnel. Plaintiffs are required by federal law and state rules of procedure to disclose whether the defendant who has failed to answer a suit is in the military. If such a disclosure is not made, the defendant can have the default judgment set aside while
on active duty or up to 90 days after release from active duty.
Violations and Penalties
A recent article in an industry trade journal highlights the impact of the SCRA on car creditors. An Alabama dealer had sold to and financed a vehicle for a 22-year-old man. A year later, the customer’s National Guard unit was activated and the debtor was sent to Afghanistan. The dealer, when informed of the activation, refused to lower the interest rate and subsequently repossessed the vehicle without a court order. His actions led to the dealer being indicted by a federal grand jury on two counts of violating the terms of the SCRA. According to the article, the man faced penalties of one year in prison and a $100,000 fine for each violation found.
Verifying Activation
There have also been news accounts of persons falsely claiming protections under the SCRA to hold creditors at bay. Phony military documents had been presented to creditors to stall foreclosure of real estate in one case.
When a debtor demands protections under the SCRA, the creditor should perform an investigation to verify the validity of the claims. The federal Defense Manpower Data Center (DMDC) provides access to a database of military personnel. The web address of DMDC is: https:/ mla.dmdc.osd.mil
Once it is determined that the debtor is in fact on active duty in the military, extreme care should be taken to avoid violating the SCRA.
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.
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.
by Aisa Showery, PMP TIADA Director of Marketing and Communications
Legacy of Leadership
A Conversation with Rep. Sam Harless
Carrying Forward a Family Legacy
For decades, Fred Fincher Motors and the Harless family have been synonymous with service, leadership, and advocacy in Texas. What began as a small, family-owned dealership in Houston grew into a legacy that extended far beyond the lot — reaching into the halls of the Texas Capitol and the heart of TIADA’s membership.
Rep. Harless, who chose not to seek reelection this term, built on the foundation laid by his wife Patricia Harless, a respected former State Representative, and the family
dealership legacy. Together, their story reflects how business leaders can influence communities, shape policy, and create opportunities.
Sam notes that the lessons he carried from the dealership floor to the Capitol have always been grounded in relationships. “At the end of the day, this business has always been about people,” he says. “You take care of your employees and your community, and they’ll take care of you.”
“At the end of the day, this business has always been about people.”
Fred Fincher Motors Founded in Houston, TX a Timeline of service
1959
2002
Patricia Harless serves as President of TIADA
2007-2017
Patricia Harless serves in the Texas House of Representatives (District 126)
2019-2025
Sam Harless serves in the Texas House of Representatives (District 126)
2025
Harless announces decision not to seek reelection, reflecting on legacy of leadership and community service.
“Your
Advocacy and the Dealer Community
During his time in office, Rep. Harless consistently championed independent dealer interests, bringing firsthand experience to the legislative process. He understood compliance challenges, regulatory burdens, and the importance of leveling the playing field for small and midsize businesses.
This alignment with TIADA’s mission helped strengthen the association’s voice at the Capitol. “TIADA has always been a place where dealers can come together to solve problems bigger than any one of us could face alone,” Sam says. “Being part of that conversation — both as a dealer and a legislator — was a privilege.”
Patricia’s earlier tenure in the Legislature helped create a family tradition of public service. For the Harlesses, giving back has never been optional — it has been an expectation. The dealership and the community were never separate; they were two sides of the same coin.
From Dealership Lot to Texas Capitol
Patricia and Sam’s perspectives were shaped early by his family’s dealership operations, where customer trust meant everything. The business wasn’t just about moving vehicles; it was about helping
“TIADA has always been a place where dealers can come together to solve problems bigger than any one of us could face alone.”
families secure reliable transportation, giving employees stable careers, and contributing to the community’s growth.
That grounding carried into his time at the Texas Legislature. Representing House District 126, Rep. Harless leaned on his dealership background to advocate for policies that supported small businesses, encouraged economic development, and recognized the challenges independent dealers face every day.
“The auto industry is one of the most people-driven industries in Texas,” Rep. Harless reflects. “Every sale, every service call, every financing decision — it’s all built on trust. That perspective never left me, even when I was in Austin debating policy.”
“Advocacy doesn’t end when you leave office — it just takes a different form.”
Looking Back, Looking Ahead
As Rep. Harless steps away from elected office, he remains deeply connected to the dealer community. He acknowledges that while his title may change, his commitment to advocacy will not. His message to dealers is simple but powerful: stay engaged, stay vocal, and never forget the customer.
“Advocacy doesn’t end when you leave office — it just takes a different form,” he says. “I’ll still be involved, still supporting dealers, and still finding ways to serve my community. That part doesn’t change.”
Sam also points to the next generation of dealers as key to the industry’s future. With rapid changes in technology, compliance, and consumer expecta tions, he believes the best way forward is through involvement and unity.
Closing Reflection
The Harless story is more than a dealership history or a legislative record — it’s a reminder of what happens when business leaders step up to serve their commu nities. Rep. Harless’s blend of advocacy, integrity, and vision has left a lasting mark on Texas dealers and on TIADA itself.
As TIADA looks to the future, the example of Rep. Sam Harless stands as a guidepost: build strong busi nesses, invest in people, and lead with purpose. Whether at the Capitol or in the showroom — For Harless, legacy isn’t just about the past — it’s about building a stronger, more connected industry for the future
with State Representative
Spotlight Q&A Sam Harless
House District 126
...on Legacy, Leadership, and the Road Ahead
In this month’s issue, we sit down with State Representative Sam Harless, whose family legacy and public service have deeply intertwined with the Texas automobile industry and TIADA for decades. From continuing the Fincher family’s legacy of leadership to carrying forward the family values of service and community, Harless reflects on what it means to build a dealership rooted in trust and tradition. He also shares candid thoughts on his time in public office and what lies ahead for dealers in Texas.
FAMILY FOUNDATIONS & TIADA
Q: Rep. Harless — Patricia’s family has a long history with TIADA, including her brother and Patricia both serving as presidents. How has being connected to that legacy influenced your own relationship with TIADA and the dealer community?
Rep. Harless: I saw firsthand that TIADA was the only organization that cared as much as we did about the future of independent automobile dealers. It was important to them and is still important to us.
Q: What values from the Fincher family and TIADA leadership have shaped the way you approach business and service?
Rep. Harless: It’s shown me that our dealership and industry is about more than just selling cars — it’s about serving people and being a part of something larger than yourself. I learned a strong work ethic and commitment to the community from my father-in-law.
“Stay engaged, stay vocal, and never forget the customer.”
DEALERSHIP LEGACY
Q: Fred Fincher Motors is one of the oldest dealerships in Houston. What milestones stand out to you as most meaningful in its history?
Rep. Harless: One of the most meaningful milestones is that Fred Fincher Motors has been a family owned and operated business for 66 years. The industry changes and dealerships come and go but we have been constant in Houston area. We are selling 3rd and 4th generations of customers. Thanks to many loyal customers we are able to support our community and neighbors through charity and other philanthropic work.
Q: How has the dealership evolved to continue serving
Houston families while adapting to industry changes?
Rep. Harless: Advertising has changed from print to social media but basically our business model has stayed the same. Customers have more financial constraints, so we try to provide the best vehicle for a fair price.
Q: What role has TIADA played in supporting independent dealers like yours over the years?
Rep. Harless: TIADA has played a huge role in supporting independent dealers by continuously advocating for our industry and educating its members on the changing legal landscape that our industry has. When they see heavy handed government regulations being proposed, they step in to fight for the dealers. They get results I couldn’t get alone as a small independent business owner.
PUBLIC SERVICE & REPRESENTATION
Q: On Sept. 8, 2025, the Quorum Report published an article about your recent announcement about not seeking reelection. In this article, you said you went to Austin “not for politics but for purpose.” Looking back, what did that purpose mean to you in practice?
Rep. Harless: In practice, what that purpose means to me is representing and advocating for my constituents and their interests. There’s numerous conversations and a lot of work that goes on outside of the public eye and off the House Floor and it was my responsibility to always be the voice for my community in Austin. This resulted in major wins for my district and the surrounding area, both in legislation passed and stopped.
Q: As you prepare to leave elected office, what accomplishments are you most proud of?
Rep. Harless: Some of my proudest accomplishments have to be the millions of dollars in direct flood mitigation funding that I was able to appropriate out of the state budget for my district, a historic bill that I helped pass which allows for the renovation of the George R. Brown Convention Center in downtown Houston which will bring many new jobs and billions of dollars in new revenue
to the area, and my work in passing legislation that helps support our law enforcement and first responders.
Q: How has your time as a State Representative given your insight into the needs of small businesses and independent dealers across Texas?
Rep. Harless: My time as a Representative helped me to really see and understand how often government overburdens our small businesses without fully realizing and understanding the various costs and impacts that are being created. I have been proud to be a voice for small businesses and automobile dealers.
Q: What perspective do you bring as both a legislator and a dealer that you hope continues to shape policy going forward?
Rep. Harless: I hope my perspective that I’ve shared during my time as a legislator will help future lawmakers to think about the impacts of their decisions on independent dealers and small businesses, and to reach out to those groups and their representatives to discuss changes and understand how it may affect them.
LOOKING FORWARD
Q: What message would you like to leave with Texas dealers and future TIADA leaders?
Rep. Harless: Stay involved in the legislative process! Talking with legislators and their offices, offering ideas for legislative changes, and testifying at hearings is how our concerns will continue to be addressed and will help our industry continue to thrive. Leadership and relationships are what keeps this industry strong
Q: How do you plan to stay connected to the dealer community and TIADA in the years ahead?
Rep. Harless: I will continue to pay my dues, attend TIADA educational meetings, attend Legislative Day at the Capitol as a Dealer, and operate my dealership.
Q: What advice would you share with the next generation of small business owners and leaders who may one day carry this legacy forward?
Rep. Harless: Again, stay involved in the legislative process and act as a positive voice for the industry. Also remember to always take care of your customers.
Share your story with us for consideration to publish in an upcoming issue of Texas Dealer!
aisa.showery@txiada.org
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smoke signals
For Texas Independent Auto Dealers, the Market Outperforms Ahead of What Should Be a Strong Spring
by Jonathan Smoke Chief Economist, Cox Automotive
In mid-September, the Federal Reserve cut its interest rate policy for the first time in 2025, moving the benchmark rates down by 25 basis points to a range of 4.0% to 4.25%. For those of us who follow the auto business closely, the decision was expected, and it was good news for consumers and the overall economy. Any decision that moves the Fed away from a restrictive stance on rates is positive. Coming out of the meeting, more rates cuts were projected for upcoming meetings. At a minimum, this should reduce floor plan expense for dealers.
The Fed’s decision, however, was made at a time when the key economic trends that drive the market were decidedly mixed, as Fed Chair Powell noted at the start of his press conference, “Risks to inflation are tilted to the upside and risks to employment to the downside — a challenging situation.”
The jobs situation is concerning for the auto market, as a strong labor market keeps business humming, but the good news is that the
“Risks to inflation are tilted to the upside and risks to employment to the downside — a challenging situation.”
–Jerome Powell, Chair of the Board of Governors of the Federal Reserve System
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.
U.S. consumer has not thrown in the towel. The retail used-vehicle sales pace — a key metric of course for independent auto dealers everywhere — was positive in the third quarter, with the used market especially benefiting from consumers seeking more affordable alternatives to those offered in the new-car segment, which are seeing prices rise as tariffs begin to bite and inventory tightens.
The positive momentum in used-vehicle sales this summer is likely the result of a substantial amount of pent-up demand along with shifting buyer psychology that prices may go higher in the future.
As a result, used-vehicle sales continue to outperform recent years, while used-vehicle prices this year have been relatively low and with predictable depreciation patterns. The Manheim Used Vehicle Value Index was holding steady in final weeks of third quarter, reflecting strong demand for used vehicles but not too much demand that leads to prices moving aggressively higher.
My biggest worry for the immediate months ahead is consumer sentiment, which had been tracking higher this year but has lost some ground in September, according to Morning Consult. Vehicle demand is usually stronger when sentiment is high and improving.
The good news for Texas is that sentiment in the Lone Star State has been tracking above the overall national average and to be appears to be relatively stable in recent data. While consumer sentiment is a classic “soft data point” that can produce false signals, we think Texas dealers should find solace in that current market trends should favor a stable market in Q4 and, come spring 2026, a growing market thanks to lower interest rates and a strong tax return season.
With retroactive changes to taxes applicable to 2025 but without corresponding changes to withholding, tax refunds could be up by double digits to record levels next spring.
It is also important to note that while the outlook for the U.S. economy has been improving in recent forecasts, the outlook for Texas is even better. As the saying goes, everything is a little better in Texas: better economic growth, more upside on population growth, and continued outperformance in independent used sales. If dealers can source the right inventory, buyers should follow.
Weathering the Storm: Hurricane Preparedness for Texas Dealers
by Aisa Showery, PMP TIADA Director of Marketing and Communications
Hurricane season runs from June through November, and Texas dealers are no strangers to the challenges it brings. Having grown up in a family-owned insurance company in South Texas, I saw firsthand the critical importance of hurricane coverage and preparedness for both families and businesses. That experience gave me a unique perspective on the human impact of unpreparedness – the stress, the loss, and difficult recovery faced by those who weren’t properly covered. From inventory damage to data loss, storms can disrupt business overnight. Preparation is key — protecting not only your property but also your employees and customers.
Protecting Your Inventory
Vehicles are your most valuable assets. Whenever possible, move inventory to higher ground or secure indoor storage. If relocation isn’t an option, park vehicles close
together in a safe formation to reduce wind damage and flying debris. Don’t forget to remove dealer plates and secure loose items on the lot. Documenting inventory with photos or videos before the storm can make insurance claims smoother.
Protecting Your Employees
Your employees are your dealership’s backbone. Create a clear emergency plan that includes communication methods, evacuation routes, and post-storm check-ins. Make sure every team member knows their role. Remind staff of safety first — no car or building is worth risking a life.
Protecting Your Data
Dealerships run on information as much as vehicles. Safeguard your Dealer Management System (DMS), accounting software, and customer records by maintaining
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
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)
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)
Preparation today means faster recovery tomorrow — protecting your business, your employees, and your community.
secure, cloud-based backups. Confirm that critical documents — from titles to financing contracts — are stored digitally and accessible remotely. This ensures business continuity even if physical offices are inaccessible.
Planning for Recovery
After the storm passes, quick recovery matters. Keep contact lists for insurers, vendors, and utility companies up to date. Have a plan for cleaning debris, assessing damage, and communicating reopening plans to customers. A clear recovery strategy not only speeds up operations but also reassures your community that you are ready to serve again.
SOURCES & RESOURCES FOR DEALERS
• NIADA Foundation – Provides emergency relief to fellow dealers and others in the automotive community devastated by natural disasters. (https://niada.com/ foundation/ )
• Texas Department of Insurance – Hurricane Preparedness (https://www.tdi.texas.gov/blog/hurricane-preparation-tips.html)
• Texas Division of Emergency Management – Preparedness Resources (https://tdem.texas.gov/)
• Ready.gov – Business Emergency Preparedness (https://www.ready.gov/business)
• FEMA – Business Preparedness Resources (https://www.fema.gov/ emergency-managers/national-preparedness/business)
• Small Business Administration – Disaster Recovery Assistance (https://www.sba.gov/funding-programs/disaster-assistance)
• TIADA – Dealer Resources & Training (https://www.txiada.org/ )
HURRICANE Emergency Plan
for Dealers
Before the Season – Review insurance, back up data, and update emergency plans.
72 Hours Out – Move vehicles, secure property, and communicate with staff.
24 Hours Out – Finalize preparations, confirm employee safety, and shut down systems.
After the Storm – Document damage, contact insurers, and launch a recovery plan.
Hurricane Season Timeline for Texas Dealers
OFFICIAL HURRICANE SEASON:
June 1–November 30
Sept
June July
JUNE - JULY
Early activity, smaller tropical storms, heavy rain.
Aug
JUNE - JULY
Early activity, smaller tropical storms, heavy rain.
AUGUST
Start of peak season — storms grow stronger and more frequent.
SEPTEMBER
Historically the busiest month for major hurricanes in Texas.
DEALER TIP:
Treat August through October as your “all-hands” readiness period. Keep inventory, insurance, and data backups fully updated.
OCTOBER
Still high risk, especially for Gulf Coast landfalls.
NOVEMBER
Season winds down, but late storms can still occur.
DIAMOND
Big Texas Tour presents
DEALER TOWN HALLS
Register Today for Dealer Conversations Across Texas.
TIADA is taking the conversation on the road with Dealer Town Halls across Texas. Join TIADA and TxDMV leadership, fellow dealers, and partners to talk compliance, legislation, and the issues that matter most.
Hear the latest updates on legislation, compliance, and industry.
Share your challenges directly with TxDMV leadership. Network with fellow dealers and local officials.
EL PASO
https://qrco.de/ElPaso_Oct23
DEALER TOWN HALL | EL PASO
DATE: Thursday, October 23, 2025
TIME: 12:00 PM – 1:30 PM (Mountain Time)
COST: FREE (Members & Non-Members)
LUNCH: Complimentary for all attendees
VENUE: Manheim El Paso
485 Coates Drive El Paso, TX 79932
https://forms.office.com/r/au3cH1Cgxc
DEALER TOWN HALL | ARLINGTON
DATE: Thursday, November 6, 2025
TIME: 7:00 PM – 9:00 PM (Central Time)
NETWORKING Drinks & Texas-sized RECEPTION: bites for all attendees
These events are open to all independent dealers — members and non-members are welcome to attend.
https://forms.office.com/r/7eNCj4Mq7B
DEALER TOWN HALL | ABILENE
DATE: Friday, November 7, 2025
TIME: 12:00 PM – 1:30 PM (Central Time)
COST: FREE (Members & Non-Members)
LUNCH: Complimentary for all attendees
VENUE: Alliance Auto Auction 6657 US HWY 80 West Abilene, TX 79602 :
https://forms.office.com/r/K14VsTRc58
DEALER TOWN HALL | LUBBOCK
DATE: Wednesday, November 12, 2025
TIME: 11:30 PM – 1:00 PM (Central Time)
COST: FREE (Members & Non-Members)
LUNCH: Complimentary for all attendees
VENUE: America’s AA — Lone Star 2706 Slaton Road Lubbock, TX 79404
Seats are limited. RSVP REQUIRED. Help shape the future of our industry by attending a town hall near you.
Why Independent Used Car Dealers Must Modernize Their Software and Buying Experience
by Zach Klempf Founder & CEO Selly Automotive
The used car business has always rewarded hustle and personal relationships, but in today’s digital-first world, that alone is no longer enough. Independent and Buy-Here-Pay-Here (BHPH) dealers, once able to compete on location and inventory alone, now face buyers who arrive informed, connected, and demanding speed. The traditional ways of selling cars — waiting for walkins, relying on cold calls, and managing leads on paper — are not keeping pace with the way buyers shop today.
Almost every car purchase now begins online. A report in the Wall Street Journal noted that more than 95% of used car buyers start their research on the internet before ever stepping onto a lot (WSJ ). Whether browsing inventory on Facebook Marketplace, checking prices on Kelley Blue Book, or scrolling Craigslist, buyers form impressions long before the first phone call or handshake. If a dealership’s digital presence is outdated, or if inquiries go unanswered, that buyer is lost before the salesperson has a chance to connect.
Speed of response has become just as important as inventory. According to data from the National Automobile Dealers Association, 72% of buyers expect a response from a dealership within the same day (NADA). For many, “same day” really means “same hour.” Yet independent stores with lean staff struggle to keep up, juggling calls, emails, texts, and walk-ins. Every hour that passes without a response increases the odds that the buyer contacts another dealer.
The gap between buyer expectations and dealer realities is widening. Research from CBT News and Autotrader found that 92% of vehicle sales are influenced by interactions that never get recorded in a dealer’s CRM (CBT News). That means dealerships may be losing sight of nearly all their customer touchpoints. A quick text, a Facebook message, a missed call — each can influence a sale, yet without the right tools, these interactions disappear into thin air. Dealers who cannot capture and organize them are essentially blind to the majority of their sales funnel.
Communication channels themselves are shifting. Email, once the mainstay of digital sales, is steadily declining in effectiveness. Studies show that dealership emails average a 6–10% open rate, while 98% of SMS messages are opened, most within three minutes (Demand Local ). For used car dealers, that gap is enormous. A dealer who relies only on email campaigns is leaving money on the table compared to one who sends timely, relevant text messages. This is not just about convenience — it is about reaching buyers where they actually respond.
Independent dealers know they need to modernize, but the options have not always been attractive. Many generic customer relationship management (CRM) systems are designed for enterprise sales teams or large franchise groups, not for used car dealerships. They may be bloated with features that don’t apply, priced beyond reach, or missing integrations with the tools dealers actually use, such as Frazer, DeskManager, or WebManager. Others attempt to run without any CRM at all, relying on memory, spreadsheets, or sticky notes — a strategy that inevitably leads to missed opportunities and disorganization.
Dealer-focused platforms are emerging that are tailored to the realities of independent stores. By combining CRM, communication tools, text marketing, and proposal management into one system, they remove the chaos that often defines smaller operations. These platforms centralize all interactions, integrate directly with dealer management systems, and even use artificial intelligence to automate
routine tasks like follow-ups or conversation summaries. Instead of overwhelming small teams, they make lean operations more efficient, giving them an edge in a market where every lead counts. It’s also clear that text communication is not a trend — it is the standard. A dealership that sends a professional text campaign announcing new arrivals or a limited-time discount will likely see responses within minutes. Compare that to waiting days for an email reply, and the difference in lead conversion is dramatic. For independent dealers who cannot afford to waste time chasing unresponsive leads, SMS marketing is the most efficient way to get buyers to act.
Large franchise groups will always have bigger budgets and more staff, but independent dealers do not need to compete on size. They can win on speed, personalization, and customer experience. Buyers are not loyal to the biggest lot; they are loyal to the dealer who made their purchase fast, easy, and trustworthy. That means the independent store that responds first, presents professional proposals, and stays connected across multiple channels can outcompete even the largest groups.
This is the reality that several dealer-focused platforms are now working to address. Unlike generic systems, these solutions are being designed specifically for independent dealers and used car dealers, with features that centralize communications, integrate with DMS providers, and support automation. These tools are increasingly accessible to smaller dealerships offering affordable options that meet buyers needs without overwhelming costs.
Houston Workshop • Nov. 10, 2025 • 9am – 4pm
Join us in Houston November 10 for an exclusive all-day compliance workshop featuring TIADA Legal Counsel Michael W. Dunagan. With 50 years of legal leadership and policymaking experience, Dunagan has guided Texas dealers through every major legal challenge. This one-day seminar is designed to give BHPH dealers the knowledge and tools necessary to stay compliant while effectively managing their business operations.
BHPH Legal Survival workshop presented by in partnership with Monday, November 10, 2025
Houston, Texas
Sheraton Houston Brookhollow 3000 North Loop West | Houston, TX 77092 713.688.0100
Don’t miss this rare opportunity to learn directly from the attorney who has shaped dealer law and policy for 50 years. This compliance workshop is presented by TIADA in partnership with HIADA.
Years of Expertise in One Day
feature
Small Investments, Big Returns: Professional Development for Texas
Dealers
by Aisa Showery, PMP TIADA Director of Marketing and Communications
Stronger Teams, Stronger Dealers
Dealerships succeed not just because of the cars on the lot, but because of the people who make the business run. In today’s competitive Texas workforce, investing in professional development is not just a perk — it’s a necessity. Employees who are trained, mentored, and given opportunities to advance are more loyal, more productive, and better able to serve customers. For independent dealers, that means stronger teams and stronger businesses.
Professional development also signals to employees that they are valued long-term, encouraging them to grow with the dealership rather than seeking opportunities elsewhere.
The Business Impact of Employee Growth
✓Over 800,000 Texans work in the auto industry.
With Texas’ unemployment rate at just over 4% and the state adding more than 230,000 non-farm jobs in the past year, the labor market remains competitive. The automotive sector alone employs more than 38,000 workers in manufacturing, and over 800,000 Texans when sales, service, and repair are included — representing about 4% of the state’s workforce.
In this environment, offering professional training and career advancement isn’t just good practice — it is essential to attracting and retaining top talent. Texas’
auto industry is uniquely people-driven, where customer trust and repeat business are shaped by the employees who answer phones, service vehicles, and close deals.
Retention Pays Off
✓Every time a dealer retains a trained employee for a year, they can save 5060% of that employee’s salary — money that can be reinvested into growth.
Turnover is costly. Replacing a single employee can cost as much as 50–60% of their annual salary in lost
productivity, recruiting, and training. In an industry where customer trust and relationships are key, retaining skilled staff is critical. Professional development shows employees they are valued. Career advancement opportunities also attract younger workers who are looking not just for a job, but for a path. For dealers, retention isn’t just about reducing costs– it’s about keeping talented employees whose skills and relationships drive long-term business success.
Ways Dealers Can Invest in Training
✓When you grow your people, you grow your business.
Independent dealers do not need huge budgets to prioritize employee growth. Texas offers multiple programs and resources that make professional development accessible and practical:
Texas Dealer Education – Offers accessible, pre-licensing and license renewal educational courses required for dealers in Texas.
TxDMV Training Seminars – Free regulatory webinars to keep dealership staff compliant with state requirements.
TWC Training & Workforce Development Programs
Offers professional, technical and customized training, apprenticeships, and career advancement programs and opportunities for employers, employees, and across multiple industries in Texas.
Local Community College Partnerships
Affordable certifications and continuing education to strengthen dealership teams.
Beyond formal programs, even small steps — such as encouraging employees to attend workshops, supporting certification exams, or setting aside time each month for team development — can create meaningful momentum for growth.
How Employee Investment Saves
Dealers in the Long Run
Professional development is more than an investment in employees — it is an investment in the future of Texas dealerships. By building a culture of growth and providing pathways for career advancement, independent dealers can strengthen customer trust, reduce turnover, and prepare their teams for the industry’s changes ahead. TIADA and its partners provide resources, training, and networking to help members create workplaces where careers flourish and businesses thrive.
Final Thoughts
✓Stronger teams today mean stronger dealers tomorrow.
In an industry that changes as quickly as automotive retail, adaptability is just as important as experience. Dealers who invest in employee learning not only strengthen their workforce today but also future proof their businesses for
tomorrow. By encouraging training, mentorship, and education, Texas dealers can position themselves as employers of choice in a competitive job market.
• Texas Dealer Education – Required Training for Licensed Dealers in Texas (https://texasdealereducation.com/ )
• TxDMV Dealer Training Seminars –(https://www.txdmv.gov/dealers)
• Texas Independent Automobile Dealers Association – Offers members and non-members valuable compliance, BHPH, retail, legal, networking opportunities, and dealer-focused, educational programs and services across Texas. (https://www.txiada.org/ )
5
Quick Wins for Dealer Professional Development
✓The auto industry powers 4% of Texas’ workforce.
1 Support cross-role development to strengthen both individual growth and dealership operations.
2 Offer benefit incentives such as tuition or certification reimbursement.
3 Develop a mentorship program for new hires with experienced mentors.
4 Regularly utilize available resources from TIADA and TxDMV to keep teams current.
5 Recognize and reward professional milestones on a regular basis.
Maximize Your Sales Potential with the TIADA CPO Program.
Participating in the certified pre-owned program means your dealership and the CPO vehicles you offer are held to a higher standard.
For more info, visit Txiada.org /TiadaCPOprogram or call 512.244.6060 .
Vehicle Sources
• Green Light and Yellow Light vehicles from rental, fleet and finance companies
• Red Light and No Light vehicles from fleet and finance companies
National Wholesale Auction
Tuesdays and Thursdays at 1 1 AM CT
Avoid expensive fines and penalties
TxDMV Approved
The Texas License Renewal Education Course provides the ins and outs of being a dealer in Texas in a self-guided online course, available 24/7. This is the same course required by the TxDMV to renew a GDN license, so it covers all the important subjects including:
• Staying compliant with TxDMV regarding premises requirements
• Acquiring Inventory
• Temp Tags and Metal Dealer Plates
• Buyer’s Guide
• Deal Jacket Documents
• Transferring Titles
• Record Keeping
• Special Inventory Tax (VIT)
• Federal Requirements
• The OCCC
• Enforcement and Investigation
• Advertising Rules
This course is perfect for managers that need an overall refresher or for the new employee that needs to be brought up to speed on all aspects of this industry in a fast, convenient and reliable way.
In addition to TxDMV’s approval, this course has been reviewed by the Tax-Assessor Collectors Association of Texas for accuracy so you’ll never have your title transfer paperwork rejected again.
To register visit TexasDealerEducation.com and select the Texas License Renewal Education Course.
What People Are Saying:
“Great refresher course, helped me remember a lot of items that I need to be in tune with.”
“The course provides all the necessary information, links, and rules where I can find useful tools for my business.”
“If you want to learn more about a specific topic this course includes a direct link to the source you are trying to find out more information on.”
“Overall, this program was great and I am happy that eLICENSING implemented this to ensure we know the basic stuff of running our dealers and running a clean ship without having to face violations or risk your license, this is awesome!”
“This is a good training course for all new dealers. It can also be recommended for old dealers as a refresher training course.”
behind the wheel
by Eddie Hale
Leading the Way:
TIADA’s Next Chapter
Honoring our past, advancing with purpose, and guiding dealers into 2026.
Iwant to begin by expressing my sincere thanks to John Frullo for his leadership and service to TIADA. His vision strengthened our programs, guided us through challenges, and positioned TIADA as a respected voice for independent dealers across Texas. The association will build on his accomplishments by driving TIADA toward a stronger, brighter, and more impactful future.
Change always brings both reflection and renewal. With the support of our board, our leadership team, and you — our members — TIADA remains steady, focused, and ready to lead. This association has never been about one person; it has always been about the strength of our dealer community and our shared commitment to progress.
As we look ahead to 2026, our focus is clear: preparing independent dealers for success in a rapidly changing marketplace. That means equipping you
with the tools to navigate compliance with confidence, embrace innovation, and strengthen the trust we build with customers and our communities. Just as important, it means expanding opportunities to connect, learn, and grow through new initiatives — including education, advocacy, membership engagement, and special events — launching this fall.
The next chapter for TIADA isn’t just about adapting to change — it’s about leading with strength and purpose, the Texas way. I encourage each of you to stay engaged, invite new members into our community, and take advantage of the exciting programs ahead. TIADA is stronger than ever, and together, we’ll keep dealers driving forward into 2026.
See y’all on the road!
The next chapter for TIADA isn’t just about adapting to change — it’s about leading with strength and purpose, the Texas way.
Neighborhood Autos (Decatur)
TIADA INTERIM EXECUTIVE DIRECTOR
9951 Anderson Mill Rd., Suite 101
Austin, TX 78750
Our Texas locations celebrate 80 years of Manheim
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.
Take a trip down memory lane and see what’s next at manheim.com/80years
