Also In this issue: – A Year of Building and Legacy: Greg Phea’s Presidency – Preparing Your Dealership Inventory Strategy for the Holidays – The Customer Experience: Small Changes That Build Repeat Business – The Used Car Buyer in Texas Today: What Today’s Customers Really Want – OCCC: MVSF and CMVSF Renewals in NMLS: What Dealers Need to Know
TIADA 2026 Board of Directors PRESIDENT Russell Moore/Top Notch Used Cars 900 East Davis Conroe, TX 77301 PRESIDENT ELECT Cesar Stark/S&S Motors 7699 Alameda Ave. El Paso, TX 79915 CHAIRMAN OF THE BOARD Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753 SECRETARY Lowell Rogers/11th Street Motors 1355 N. 11th St. Beaumont, TX 77702 TREASURER Cesar Torres/Lofi Motors 4634 Ayers St. Corpus Christi, TX 78415 ICE PRESIDENT, WEST TEXAS V (REGION 1) Jose “Pepe” Muñoz/Gael Auto Sales 7661 Alameda Ave. El Paso, TX 79915 ICE PRESIDENT, FORT WORTH V (REGION 2) Matt King/Matt King Motor Company. 2715 W. Pioneer Pkwy. Arlington, TX 76013 ICE PRESIDENT, DALLAS V (REGION 3) Lucas Ponder/Auto Smart 3202 Summerhill Rd. Texarkana, TX 75503 ICE PRESIDENT, HOUSTON V (REGION 4) Christina Sabillón/Mi Tierra Auto Sales 4545 Spencer Hwy. Pasadena, TX 77504 ICE PRESIDENT, CENTRAL TEXAS V (REGION 5) Harry Buchelly/Discovery Auto Sales 8140 North Lamar Blvd. Austin, TX 78753 ICE PRESIDENT, SOUTH TEXAS V (REGION 6) Chad Lancaster/Chacon Autos 1400 SE. Military Dr. San Antonio, TX 78214 ICE PRESIDENT AT LARGE V Nory Pakravan/210 Auto Credit 711 N General McMullen Drt. San Antonio, TX 78228 ICE PRESIDENT AT LARGE V Tyler Simmons/Abilene Used Car Sales, Inc. 2150 N. 1st Street Abilene, TX 79603
TIADA EXECUTIVE DIRECTOR Trevor Jennings 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am – 4:30pm 512.244.6060 • Fax 512.244.6218
inside
TexasDealer
October 2026 Volume XXVI No. 10
Features 05
13
Officers’ Message — By Russell Moore, TIADA President
07 TIADA Membership Application 09 Legal Corner — Heroes I’ve Known: Jim Watson
— By Michael W. Dunagan
10 Local Chapters 13 Presidency: A Year of Building and Legacy
23
— By TIADA Staff
17 MVSF and CMVSF Renewals in NMLS: What Dealers Need to Know
— By The Texas Office of Consumer Credit Commissioner (OCCC)
18 INDEPAC 20 On The Cover: In Texas, Independent Dealers Outpace the Nation
23
— By Jeremy Robb
33
uild a Dealership People B Want to Work For — By Gabrielle Faust
27 New Members 29 Preparing Your Dealership Inventory Strategy for the Holidays — By Gabrielle Faust
33 T he Customer Experience: Small
Changes That Build Repeat Business — By Gabrielle Faust
37 T he Used Car Buyer in Texas Today:
What Today’s Customers Really Want — By Gabrielle Faust
42 TIADA Auction Directory 45 Behind the Wheel — By Trevor Jennings
37
Did You Know... In 1927 Henry Ford built an
entire city in the Brazilian rainforest called Fordlândia. The 2.5 million acre settlement was designed to bypass British rubber monopolies, but ultimately failed.
Notice to all members concerning services and products: TIADA was established in 1944 to develop professional standards of service and conduct for the independent auto industry. Opinions expressed herein are not necessarily those of the TIADA management, the Board of Directors or the membership. Likewise, the appearance of advertisers or their indemnifications of TIADA does not constitute endorsement of the products or services featured.
Magazine Ad Sales: Patty Huber, 512-310-9795
officers’ message Our Industry’s Greatest Strength
A
s a member of the TIADA Board of Directors, I’ve had the opportunity to see firsthand how TIADA works to strengthen and support independent dealers across Texas. One of the best examples of that commitment is our annual TIADA Conference & Expo — but the value of being part of TIADA goes far beyond one event each year. Independent dealers operate in an industry that is constantly changing. From regulatory and compliance issues to new technology, evolving consumer expectations, and the everyday challenges of running a dealership, there is always something new to navigate. TIADA gives dealers a place to turn for education, resources, advocacy, and connections that can help them stay informed and prepared. What makes TIADA different is that it is built around the real needs of independent dealers. Our educational programs and resources focus on practical information and solutions you can put to work in your dealership. Whether your goal is to improve operations, strengthen your sales process, increase profitability, stay current on compliance, or better understand where the industry is headed, TIADA is here to help. Just as valuable is the dealer community you become part of. Independent dealers across Texas face many of the same challenges, and there is tremendous value in being connected to people who understand your business. Through TIADA, you have opportunities to share ideas, learn from other dealers, build relationships, and gain insights from people who have been in your shoes. As a board member, I’m proud that TIADA continues to advocate for independent dealers while providing the education, resources, and connections they need to succeed. Supporting our members means supporting the future of the independent dealer industry in Texas.
October 2026
T e x a s
D e a l e r
by Russell
Moore
Top Notch Used Cars (Conroe) TIADA PRESIDENT
TIADA Day at the Capitol on February 10th is a chance to stand alongside other Texas dealers and make sure our industry’s voice is heard. If you’re not currently a TIADA member, I encourage you to get involved. Whether it’s taking advantage of educational opportunities, connecting with fellow dealers, staying informed on important industry issues, or simply having a voice through TIADA’s advocacy efforts, membership is an investment in your dealership and in the future of our industry. That’s especially true right now. With so much changing in our industry, from regulations to technology to the everyday demands of running a dealership, having a community behind you matters more than ever. No single dealer has to navigate all of it alone, and that’s exactly what TIADA is built for. One of the best ways to put that into action is Day at the Capitol on February 10th. It’s a chance to stand alongside other Texas dealers and make sure our industry’s voice is heard where decisions that affect your business actually get made. And keep an eye out for other TIADA events throughout the year, connecting with fellow dealers is one of the simplest and most valuable things you can do for your business. Together, we can build stronger dealerships, stronger businesses, and a stronger independent dealer community across Texas. 5
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.
Connect with industry leaders. Attend the annual TIADA Conference & Expo, access the member-only online directory.
YOUR
Join other successful dealers. Membership dues include full membership to TIADA and the national association, NIADA.
VOICE
MATTERS
NETWORKING
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.
KNOWLEDGE IS POWER DISCOUNTS
QUESTIONS? What?
What if? Who?
Get quick answers on industry, regulatory or compliance issues. How?
CREDIBILITY www.txiada.org/dealer_benefits
Join today and start saving! Experience the power. Share with your fellow dealers.
Join this Month an d Get the Re st of 2026 fo r FREE!
Become a TIADA Member
NewMembers: Join Today and Get the Rest of 2026 Free!
Membership Type
Business Name
Dealer Member
Select One
Associate Member
Contact Person Address
Select One :
New Member $499
Good through 12/31/2027. Pay the full amount today and receive the rest of 2026 for free.
Renewing Member $499
City
State
Zip
State
Zip
E-mail address Business Phone
Good through 12/31/2026. Dues include NIADA and local chapter membership where applicable.
Payment Method
Mobile Phone Dealer P Number
Select One :
Check or Money Order
Who referred you to TIADA?
(payable to TIADA) Check# _________
Mailing Address (if different from above)
via Bank Draft Authorization Agreement Required. E-mail accounting@txiada.org to get set up.
City
Join Online: Mail or Fax Application To: TIADA Membership Services, 9951 Anderson Mill Rd., Suite 101, Austin, TX 78750 info@txiada.org
FAX 512.244.6218
www.txiada.org
512.244.6060
Dues are not deductible as charitable contributions for income tax purposes but may be deductible as miscellaneous itemized deductions, subject to IRS restrictions. It is estimated that 20 percent of your dues dollars is used for lobbying activities and therefore not deductible.
legal corner
Heroes I’ve Known: Jim Watson
by Michael W.
Dunagan TIADA COUNSEL
In the 2019 Tom Hanks film, “A Beautiful Day in the Neighborhood,” a cynical reporter is assigned to interview Fred Rogers as part of a series of magazine articles on heroes. Rogers had created the PBS program Mr. Roger’s Neighborhood, a program acclaimed as bringing positive values to generations of young people. Although the reporter at first felt the assignment was beneath his professional level and reputation, he ended up admiring Rogers and having his life changed for the better because of meeting and interviewing Rogers. This is one in a series of articles about heroes I’ve known through my association with the independent car sales industry.
I
’ve met many interesting and successful people in the halfcentury I’ve been representing TIADA, and among those were more than a few whom I would refer to as heroes — folks who changed the businesses and lives of those who came along after them for the better. One of the Texas dealers who definitely deserves the title of hero is Jim (Jimmy Boy) Watson, who in my estimation is the father of deferred sales tax for Texas Buy-HerePay-Here dealers. Deferred sales tax has become the life blood of the BHPH business in Texas. One nationally recognized industry accounting expert referred to the deferred sales tax law in Texas as one of the most favorable sales tax situations for BHPH dealers in
October 2026
T e x a s
D e a l e r
the country. He pointed to the direct benefit to dealers of only having to remit tax on payments after they are received as part of the business environment for Texas dealers that gives rise to envy by dealers in other states. But it wasn’t always that way and it didn’t become that way by accident. Prior to passage by the Texas Legislature of TIADA’s so-called Fair Tax Bill in 1993, dealers were responsible for advancing the total
customers, according to one accountant’s analysis. The only way a BHPH dealer could avoid having to advance sales tax was to deliver the title certificate to the buyer at the time of sale, which dealers who wanted to protect their liens were not willing to do. The problem came to a head in the early 1990’s when the comptroller’s office discovered that many dealers were not transferring titles on skips and repossessions, and thus
One of the Texas dealers who definitely deserves the title of hero is Jim (Jimmy Boy) Watson, who in my estimation is the father of deferred sales tax for Texas Buy-Here-Pay-Here dealers. amount of the sales tax at the time of transfer of title. And there was no provision in the law for obtaining a refund if a debtor quit paying (there was a bad debt credit available for sellers who financed things other than motor vehicles). There were many situations where dealers would front the sales tax money in order to transfer the title and record their lien, only to have the customer skip or default. Paying sales tax on money never collected resulted in an effective sales tax rate that could exceed 20 or 30 per cent or more of all revenue collected from
not advancing the sales tax. A series of audits of large volume dealers resulted in some million dollar-plus assessments. Many dealers were caught in a Catch 22-like bind — either timely transfer all sales and advance sales tax and face economic disaster, or continue to pick-and-choose on transfers and face huge tax assessments. One West Texas dealer, who had chosen the second alternative, was actually indicted and charged with felony tax fraud for doing what many dealers around the state were doing (the case was eventually 9
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)
10
dismissed after the fair tax bill was passed). One dealer and future TIADA president decided it was time to do something about the problem. Jim Watson, who owned Chaparral Motors in the Oak Cliff section of Dallas, had been involved in prior unsuccessful efforts to get the law changed. Legislators and lobbyists, after hearing the concerns of dealers and recommendations for a change to the tax code, were unanimous in their assessments — “there’s no way it will ever happen.” Fortunately, Watson wasn’t listening. Watson was no stranger to the political scene and was often referred to as the “mayor of Jefferson Boulevard.” His office on Jefferson Blvd. was often the informal meeting place for local politicos. As a leader in the Oak Cliff Lion’s Club, his Masonic Lodge, and a member of the Top of the Cliff Club, Watson was well known in the area by elected officials. One might see the Dallas Police Chief, the Dallas County Sheriff, the Dallas County District Attorney, the local Constable, judges, or any of a number of police officers and deputies at his office at any given time. Watson’s working relationship with justices of the peace and constables helped many Dallas dealers obtain writs of sequestration and have vehicles picked up pursuant to court orders. Many local charities and community services became the beneficiaries of his fund-raising talents and generosity. Watson was also a mainstay of TIADA and a dedicated member and leader. He had served as president of the Dallas County IADA, and had led it to record membership. He and his wife Belinda could be seen at many DCIADA or TIADA events. After Watson and Belinda were married, he adopted Belinda’s teenaged son, Travis. Watson and Travis became inseparable, both at the car
lot and on many hunting and fishing trips to Mexico and South Texas. Once, on a return flight to Dallas from Austin, where we had unsuccessfully tried to raise interest in the legislature for vehicle sales tax reform, we talked about what we could do in the future to solve the problem. We decided to try a more organized approach to get dealers involved in the legislative process. To kick off a renewed effort, Watson invited a group of 18 interested dealers to lunch at the Top of the Cliff Club, which was on the top floor of the only high-rise office building south of the downtown Dallas area. The invited group included some of the most successful dealers in the area — dealers that he knew could influence others to join the battle. Watson asked me to present a proposal for legislative change to the group. He then asked attendees if they would be committed to seeing the project through. The response was unanimously positive. Watson asked Bill Plaster of Dallas to chair a new committee to raise the funds to put together an effective lobbying program and see to the passage of a “Fair Tax Bill.” In addition to Plaster, Watson enlisted Roy Carlson of Fort Worth and Don Fincher of Houston, both of whom would later serve as TIADA presidents, and Rick Price of Dallas to serve on the steering committee. Watson put down his check as the first contributor. The committee immediately started raising the $100,000 that the initial budget called for. The committee members pledged the seed money to start the effort. Carlson agreed to serve as treasurer and proved to be a very effective fund raiser. Many dealers were skeptical that anything could be accomplished and hesitated to contribute. But soon the funds had been raised to actively begin working on a fair tax bill. Part of the strategy for convincing the state that reform was needed T e x a s
D e a l e r
October 2026
was the so-called “zero-tax” initiative. We determined that, if titles could be handed to customers, relieving dealers of any responsibility for sales tax, it was unlikely that buyers would transfer and pay sales tax. Thus, if the program could be implemented, dealers would have to pay zero tax. We found that we could register inventory vehicles in dealers’ names as “for resale purposes only” transactions. When title certificates came back from the state, and vehicles were sold, the dealers would then fill in their liens on the title certificates (at that time, a space for notation of liens appeared on the back of titles) and deliver the titles, along with filled out and signed transfer applications, to buyers. Many dealers were afraid to hand over titles to credit buyers in any circumstance. But Watson volunteered to be the guinea pig. His sales tax liability disappeared, increasing his cash flow. None of his customers transferred titles or paid sales tax, but none tried to wash the liens, either. Based on Watson’s success, other dealers jumped on the “zero-tax” bandwagon, and soon the comptroller’s office noticed a drop off in vehicle sales tax collections from BHPH dealers who were legally shifting tax liability to their customers. Discussions with the state suddenly began to move in a positive direction. Dealers wanted fairer treatment if they were to be the state’s unpaid tax collectors. The state wanted to set up a formal collection procedure that would ensure a steady stream of vehicle sales tax revenue, and an audit trail. The focus of the task force became that of achieving both objectives. By the time the 1993 legislative session began, the deferred sales tax bill had been filed. Many of the committee members began making weekly trips to the capital to meet with legislators. Comptroller John Sharp had agreed to appoint October 2026
T e x a s
D e a l e r
a task force that included members of his staff, representatives from the Motor Vehicle Division, and a group of dealers including Watson, Plaster and Carlson. A proposal to authorize refunds for taxes paid on written-off debt was initially looked at, but Sharp felt that a refund system would be expensive and bulky to administrate. Finally, the task force settled on the idea of a pay-as-you-collect system — which appealed to dealers, and a requirement that dealers would have to obtain a seller-finance sales tax permit and make sales tax
payments directly to the state — which appealed to the Comptroller’s office. Once Sharp signed off on the deferred tax plan, the focus shifted to working out the details and shepherding the bill through the legislative process. We all held our collective breaths until the bill was passed in both houses of the legislature and finally signed by the governor. A series of sales tax workshops was held around the state by TIADA to explain the new system to dealers, and association membership grew significantly. There were some skeptics
11
out there who didn’t think it would work. But I don’t think anyone would now question the wisdom of deferred sales tax for BHPH dealers. And suddenly TIADA became recognized as a major player in state political and legislative circles. The advantages that all BHPH dealers now enjoy didn’t happen by accident. Watson had the vision to organize the right people for the job and put the wheels in motion for doing something that others said couldn’t be done. Every time a Texas BHPH dealer transfers a title without having to front sales tax, he or she should think about the dealers who make it possible, especially Jim Watson. Sadly, Watson passed away in April, 2015. Even though he is gone, his legacy lives on and the fruits of his labors are there for the benefit of TIADA and all Texas BHPH dealers. I feel privileged to have worked along side some of the giants of the independent automobile dealer industry. These folks, and others like them, are truly heroes in my eyes. 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: txiada.org Members can log in with their username/password and access our Dealer Member Directory, Legislative Action Center, Compliance Consultation Service and much more. Register for all upcoming TIADA events online through the Calendar of Events, access our online membership application, find contact information for all our Local Chapters, and access many additional resources through our Knowledge Base.
License Renewal Certificate TexasDealerEducation.com
Texas Department of Motor Vehicles 888.368.4689 txdmv.gov
Dealer Compliance Services DealerCompliance@txdmv.gov
Are You Ready for Your Next OCCC Exam? Safeguards Policy Now Required A Source You Trust Affordable Pricing
800.538.1579 occc.texas.gov
Texas Comptroller of Public Accounts 800.252.1382 comptroller.texas.gov
NIADA
Volume Discounts
817.640.3838 niada.com
Includes Sample Policy
REPOSSESSIONS
Comply with the FT C’s Safeguards Rule.
Only $75 to Register Enroll T oday 512-244-6060
www.txiada.org/safeguards_rule
12
Office of Consumer Credit Commissioner
American Recovery Association 972.755.4755 repo.org or contact TIADA state office
FORMS Burrell Printing
512.990.1188 burrellprinting.com
T e x a s
D e a l e r
October 2026
feature
Presidency: A Year of Vision and Legacy The measure of leadership is not simply defined by the position one holds, but by the dedication, integrity, and commitment to service that one brings to it. by TIADA Staff
D
uring his 2025–2026 term as President of TIADA, Greg Phea established clear goals focused on strengthening the association, increasing member engagement, and recognizing excellence and service throughout the industry. His vision was shaped by nearly two decades of involvement with TIADA. After joining the association as a member, Greg steadily advanced through its leadership ranks, ultimately serving at nearly every level of the TIADA Board. That breadth of experience provided a strong foundation for his priorities and goals as President.
On the Road
One of the defining initiatives of the year was the Big Texas Tour, which took TIADA on the road to meet directly with dealers across the state. The tour was about more than visiting dealerships. It was an opportunity to listen, build relationships, encourage greater involvement, and reinforce TIADA’s commitment to October 2026
T e x a s
D e a l e r
understanding and addressing the needs and concerns of its members. “Better Together” became a recurring theme throughout the tours and throughout Greg’s presidency — a reflection of the belief that a stronger association is built through collaboration, engagement, and a shared commitment to the industry.
Texas on the National Stage
This year, Phea also made sure Texas dealers weren’t just recognized at home in Texas. At this summer’s NIADA Conference, Cesar Stark of S&S Motors in El Paso and TIADA Board Secretary was named NIADA National Dealer of the Year, bringing well-deserved national recognition to both Stark and the TIADA community. Greg received the Best Idea by a State Association President award for the red-blazer leadership program he introduced to the TIADA Board. The initiative has already generated interest among other state IADA associations, several of which have indicated they are considering 13
14
T e x a s
D e a l e r
October 2026
similar programs. An idea introduced through Greg and TIADA may ultimately influence how dealer associations across the country recognize and identify their leaders.
Preparing for the Future
An important responsibility of leadership is not only serving the organization today, but also preparing it for tomorrow. During Greg’s presidency, TIADA navigated the important process of hiring a new Executive Director, establishing the leadership structure that will guide the association into its next chapter. The transition represents an important step to provide continued stability, growth, and strong leadership for the future.
Legacy and Appreciation
The 2025–2026 term also included several meaningful opportunities to recognize the individuals whose contributions have helped shape TIADA. For the first time, TIADA hosted the Women in the Industry Appreciation Luncheon, providing an opportunity to celebrate the women whose leadership, support, and dedication have made a lasting impact on the automotive industry and the association. Another historic moment came during this year’s Annual Conference Banquet, when 25 Past Presidents were contacted and brought together (with the help of Robert Beck, Past President 2020–2021). TIADA presented each Past President with a legacy black blazer in recognition of their continued support and decades of service. Bringing many of these leaders together served as a powerful reminder that the strength of TIADA was not built in a single year or by a single individual. It is the result of decades of commitment from those who have stepped forward to lead, serve, and invest in the future of the association.
The Next Chapter
Every presidency eventually comes to a close. As his term as President ended, Greg reflected with pride on the opportunity to recognize and expressed sincere appreciation to the many individuals who have supported TIADA and proudly served in ways that have helped shape the organization it is today. “By honoring the individuals whose dedication and leadership have contributed to TIADA’s success, we not only acknowledge their contributions — we inspire future leaders to build upon their example. Their commitment provides the foundation for continued growth, leadership, and continuity as TIADA begins a new season of leadership.” As one chapter comes to a close, the legacy of those who have served continues to provide a foundation for the future. The work of today’s leaders becomes the starting point for tomorrow’s, ensuring that the values of service, engagement, and commitment remain at the heart of TIADA for years to come. October 2026
T e x a s
D e a l e r
15
feature
MVSF and CMVSF Renewals in NMLS: What Dealers Need to Know by Texas Office of Consumer Credit Commissioner (OCCC)
W
ith the transition to the Nationwide Multistate Licensing System (NMLS) complete, Texas dealers should be mindful of the upcoming renewal season for Motor Vehicle Sales Finance (MVSF) and Commercial Motor Vehicle Sales Finance (CMVSF) licenses. The Texas Office of Consumer Credit Commissioner (OCCC) now manages these licenses through NMLS, making the platform the central location for application submission, renewals, amendments, and other license maintenance. The renewal period runs from November 1, 2026, through December 31, 2026. As the first renewal cycle in NMLS approaches, proactive preparation is the best way to avoid compliance issues and ensure uninterrupted financing operations. Taking a few minutes now to review your records can help keep your MVSF or CMVSF license active and in good standing for the coming year. To avoid lastminute issues, dealers should log into NMLS when the renewal window opens and review all company information for accuracy. Dealerships with multiple locations should also confirm that all branch licenses are properly reflected in NMLS and that any updates made during the year have been submitted. Another best practice is to consistently monitor NMLS notifications. Any outstanding deficiencies or requests for additional information should be addressed promptly, as unresolved issues can delay renewal or transition processing.
October 2026
T e x a s
D e a l e r
Licenses that are not renewed by December 31, 2026, may reinstate until February 28. Licenses not reinstated by this deadline will be designated Terminated Failed-To Renew and will have to submit a new application. Reinstatement includes a $1,000 late filing fee as well as the renewal fee for each license reinstated in addition to any NMLS processing fees For licensing questions, dealers may contact the OCCC Licensing Department at licensing@occc.texas.gov or (512) 936-7605. For technical assistance with NMLS, contact the NMLS Call Center at 1-855-665-7123.
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.
17
Join the list of those who have already contributed in 2026. Arellano, Angel
Jones, Mark
Reine, Greg
Barrett, Stephen*
Kaya, Selcuk
Rogers, Lowell
Bernal, Jose
King, Matthew*
Sabillon, Christina
Browning, Justin
Maroney, Rick
Chaney, Greg
Martin, Jeff
Sabillon, Juan M.
Downey, Mike
Moore, Russell
Duarte, Cesar Goodman, Jason* Gregory, Tommy* Hagler, Keith & Marcia*
Sanchez, Hugo Simmons, Tyler*
Morrissey, Corey
Smith, Jerry and DeDe
Munoz, Jose*
Stark, Cesar
Murphy, Bill
Terkel, Ken
Oludoyi, Julius
Torres, Cesar H.
Owings, Jeff
Hale, Eddie
Pakravan, Nory
Varela, Hector
Harless, Sam
Palmer, Chris
Villarreal, Armando
Hobson, James
Peterson, Shaun
Wienecke, Christie & Duane
Jackson, Rich
Ponder, Lucas*
Zak, Gregory*
2026 Contributions updated at time of publication.
Please fill out the form on the back of this page to help our efforts out at the Capitol!
Monthly Donors*
18
T e x a s
D e a l e r
October 2026
Support Your Independent Automobile Dealer Political Action Committee for Texas. Please list me as a sustaining donor. I would like to support my industry by making a monthly credit card donation of $______________ Add me to TIADA’s Grassroots List! I would like to attend political fundraisers in my area I would like to support my industry by pledging a one-time donation of $1,000
$500
$250
$100
Personal Check Payable to INDEPAC
Other $
Personal Credit Card
Name Company Home Address Email
** Personal Check or Personal Credit Card only. Corporate contributions are prohibited by state law. Contributions are not tax deductible as charitable contributions for federal income tax purposes.** Charge my Credit Card V MC D AM
Exp:
/
CVV:
Name on Card: Card Billing Address (if different):
Or donate online at www.txiada.org >> Resources >> Advocacy >> Political Action Committee
Support INDEPAC! Help working Texans tackle the many significant issues facing our industry across the state. c/o TIADA 9951 Anderson Mill Rd
Referred by:
Suite 101, Austin Texas 78750
PHONE 512.244.6060 FAX 512.244.6218 EMAIL accounting@txiada.org
October 2026
T e x a s
D e a l e r
19
on the cover by Jeremy Robb
Chief Economist, Cox Automotive
I
f there’s one word to describe the automotive market so far this year, it’s resilient. Nearly everything has been thrown at this market in 2026, and it has largely held up remarkably well. The year began on strong footing, powered by the largest tax refunds on record. Unfortunately, that stimulus didn’t last long. By late February, the conflict with Iran flared up, pushing energy prices sharply higher and quietly absorbing much of the extra cash refund season had put in consumers’ pockets. Inflation, which had been cooling, picked back up. The result: Household expenses are now growing faster than income, which means consumers are increasingly relying on borrowing or drawing down savings just to keep up. Two forces are helping offset that pressure. A strong stock market has continued to boost wealth for higher earners, and unemployment remains historically low, although the low rate partially reflects people leaving the workforce altogether and reduced immigration, which is shrinking the labor pool. Meanwhile, the enormous wave of AI and data-center
20
capital investment continues to be one of the economy’s biggest growth engines. Yet that same investment boom is now feeding a new worry: Concern over U.S. debt levels is rising and, in turn, investors are increasingly pricing in the risk that inflation stays higher for longer. Federal Reserve Chairman Kevin Warsh has been pointedly clear that the Federal Open Market Committee’s mandate is price stability. However, he’s also scaled back the level of detail the Fed shares with markets along the way. With less visibility into the Fed’s thinking, a higher risk premium becomes more of a factor for the bond market. Investors are pricing in higher uncertainty simply because they can see less of the road ahead. Eventually, lenders pass along higher borrowing costs to car buyers. We just haven’t seen that show up directly yet, though it’s the kind of lagging effect that could put upward pressure on loans in the months ahead. Against this complicated economic backdrop, the used-vehicle market, and independent auto dealers in particular, continue to plow ahead, resilient as ever. Nationally, through the first half of 2026, independent T e x a s
D e a l e r
October 2026
dealer sales were running down only about 2% versus a year ago, and we observe newer and younger model years gaining on older ones. As offlease maturities have been rising, we see a flight to newer, more reliable inventory, while the supply of some of the oldest vehicles declines. Independents are selling a different mix of cars than they were a year ago, as changes in supply have downstream effects on which vehicles are available for retail sale. Texas tells a similar story, but with sales trends that are a bit steadier than the nationwide average. Independent sales in the Lone Star State are also being led by younger vehicles, with days’ supply on near-new inventory running tighter than the national average. Year-to-date sales trends for independent dealers are down just 0.2% year over year, and the pace of sales looks to be accelerating in the second half of the year. We also see that the top three models sold by independent dealers in Texas mirror the overall market, led by the Ford F-150, Chevy Silverado, and Ram 1500. Looking at the rest of the top models sold, the Texas market tilts a bit more toward used sedans than the nationwide average. And independent dealers in the state claim a large, and growing, portion of the overall independent market: currently sitting at 15.7% share and rising each year since 2023. Texas has held the No. 1 spot in registrations of vehicles 6 to 10 years old since 2019, while also being the No. 1 state for vehicles 5 years old or newer since 2021, a clear sign of the size and strength of the Texas market relative to the national average. Our Q3 Cox Automotive Dealer Sentiment Index shows that independent auto dealers, while not October 2026
T e x a s
D e a l e r
euphoric, hold steady for many core metrics in the market. Sentiment on the fundamentals, such as traffic, profits, used-vehicle sales and the market overall, has hardly moved over the past year, even with sales volume up meaningfully. That’s a real disconnect between the data and the mood on the lot. And we understand why: More units are
Texas has held the No. 1 spot in registrations of vehicles 6 to 10 years old since 2019, while also being the No. 1 state for vehicles 5 years old or newer since 2021, a clear sign of the size and strength of the Texas market relative to the national average.
moving as supply grows, but margins and confidence haven’t caught up. The top factors weighing on independent dealer sentiment are the economy, market conditions, and expenses. One place independent dealers are notably more upbeat: electric vehicles. After several quarters near the bottom, independent dealers’ outlook for future electric vehicle (EV) sales has swung sharply higher. Compared to franchised dealers, independents are now clearly more bullish about both current and future EV demand. As forecast, offlease EV supply has risen meaningfully in 2026, and if there’s a silver
lining in higher gas prices, it has helped accelerate demand. Consumer sentiment offers a genuinely encouraging Texas-specific data point. Nationally, sentiment is down nearly 8% from a year ago, but in Texas, it’s down only about 5%. The smaller decline suggests Texas households are better absorbing this year’s economic uncertainties, such as the Middle East conflict, higher gas prices, and the corresponding increase in inflation. This should be good news for Texas auto dealers. The structural story underneath all of this is consolidation. Independent dealers’ share of used inventory has shrunk from nearly 43% to under 36% since 2022, and the number of independent dealerships nationally has fallen roughly 8% over the same stretch while franchise counts have grown. As the pandemic weighed on new-vehicle production, the future supply of used units was lowered, a shift acutely felt by independent dealers. The independent dealers still standing are running leaner and turning inventory faster than a few years ago. As planning cycles ramp up for businesses, we currently estimate that nationwide independent dealer sales will decline year over year by less than 1% in 2026 and then recover in 2027, rising 1%. The Texas economy is forecast to deliver stronger population and wage growth versus the national average over the next few years, which should continue to support solid demand for independent dealer sales. Put together, the auto market has absorbed an unusual amount of shock this year and, particularly in Texas, is holding up better than the national picture. And should continue to do so in the years to come. 21
feature
Build a Dealership People Want to Work For by Gabrielle Faust
TIADA Marketing Coordinator
F
or independent automotive dealers, having the right people can make the difference between a dealership that simply survives and one that consistently grows. But finding good employees — and keeping them — has become increasingly challenging. Salespeople, finance professionals, technicians, detailers and office staff all have options when it comes to where they work. In 2026, independent dealers are competing not only with other dealerships, but with businesses across the local economy for reliable, motivated employees. The solution isn’t always simply paying more. Compensation matters, but today’s employees are also looking for a workplace where they are respected, recognized and given an opportunity to succeed. Here are several strategies Texas independent dealers can use to attract and retain better employees.
October 2026
T e x a s
D e a l e r
Hire for Attitude, Train for Skill
Experience is valuable, but it shouldn’t be the only thing you look for. A candidate with years of automotive experience may not necessarily be the right fit for your dealership. Conversely, someone with little dealership experience but a strong work ethic, positive attitude and willingness to learn could become one of your best employees. During interviews, look beyond a candidate’s résumé. Ask questions that reveal how they handle customers, pressure and difficult situations: T ell me about a time you had an unhappy customer. What did you do? H ow do you handle rejection? W hat does good customer service mean to you? T ell me about a mistake you made at work and how you handled it. 23
W hat motivates you? Skills can often be taught. Reliability, integrity and attitude are much harder to develop.
Make the Job Description Honest
One of the quickest ways to lose a new employee is to give them a job that doesn’t resemble the one they thought they were accepting. Be upfront about compensation, hours, responsibilities and expectations. If evenings or weekends are part of the job, say so. If compensation is heavily commissionbased, explain how the structure works. If the position requires employees to handle multiple responsibilities, make that clear during the hiring process. The right candidate isn’t necessarily looking for an easy job. They’re looking for a job that matches what they were promised.
Don’t Underestimate the Importance of Compensation
While money isn’t everything, it remains a major factor in employee retention. Independent dealers should periodically review their compensation structures to make sure they remain competitive with the local market. For sales employees, that may mean examining
commission structures, bonuses and incentives. For technicians and other skilled positions, compensation may need to reflect the difficulty of finding qualified workers. But don’t focus exclusively on base pay. Consider incentives for measurable accomplishments such as customer satisfaction, vehicle sales, gross profit, referrals, retention or productivity. A well-designed incentive program can help employees understand exactly how their performance contributes to their paycheck and the success of the dealership.
Create a Path to Advancement
Good employees don’t want to feel like they’re standing still. At a smaller dealership, there may not be dozens of management positions available, but there are still ways to create opportunities for growth. A salesperson might eventually become a sales manager. A detailer could take on additional responsibilities. An office employee might learn additional dealership functions. Talk to employees about where they want to go. Ask: “What would you like to be doing a year from now?” Then look for opportunities to help them get there. Employees who see a future with your dealership have a reason to stay.
ENSURE GROWTH, PROFITABILITY & LONG TERM CUSTOMER LOYALTY WITH OUR BEST-IN-CLASS SUITE OF PRODUCTS • TIADA Approved CPO Program • Full Claims Administration • Limited Warranties
• Collateral Protection Insurance • Vehicle Service Contracts • GAP Waivers
PreferredDealerSolutions.com | kevin@preferreddealersolutions.com | 616-238-9220 24
T e x a s
D e a l e r
October 2026
Recognition Goes Further Than You Think
Employees want to know that their work is noticed. Recognition doesn’t have to be expensive. Congratulate an employee who closes an important deal. Thank someone who stayed late to help a customer. Recognize an employee who receives positive customer feedback. Even a simple “I appreciate what you’re doing” from the owner or manager can have a significant impact. For independent dealers, this can be a major advantage. In a smaller organization, owners and managers have an opportunity to build personal relationships with employees that simply isn’t possible in many large corporations. Use that advantage.
Build a Dealership People Want to Work For
Culture isn’t a buzzword. It directly affects retention. Employees are less likely to stay in an environment where they constantly feel disrespected, micromanaged or undervalued. That doesn’t mean a dealership shouldn’t have high standards. In fact, good employees often appreciate clear expectations and accountability. The key is consistency. Hold everyone to the same standards. Address problems promptly. Communicate clearly. Avoid playing favorites. Give employees an opportunity to explain their side of a situation before making decisions. A professional, respectful workplace can become one of your strongest recruiting tools.
Don’t Wait Until Someone Quits to Have a Conversation
One of the biggest mistakes managers make is assuming an employee is happy simply because they haven’t complained. Schedule periodic one-on-one conversations with key employees. Ask what’s working. Ask what’s frustrating them. Ask what could be improved. Most importantly, listen. You may discover that an employee’s biggest frustration has nothing to do with money. It might be scheduling, communication, outdated equipment, lack of training or simply feeling overlooked. Addressing a relatively small problem before it becomes a reason to leave can save you the cost and disruption of replacing an experienced employee. October 2026
T e x a s
D e a l e r
Your employees are ultimately part of your customer experience — and your customer experience is one of your dealership’s most valuable assets. Invest in Training
Training shouldn’t stop once an employee completes orientation. Automotive retail continues to change. Technology, digital retailing, financing processes, compliance requirements and customer expectations are constantly evolving. Regular training helps employees perform better and signals that the dealership is willing to invest in them. Training can be formal or informal. A weekly 20-minute sales meeting, product training session or customerservice discussion can be valuable. And don’t overlook cross-training. When employees understand how other departments operate, they can provide better customer service and become more valuable to the dealership.
Use Technology to Help Recruit
Job seekers increasingly begin their search online, so your dealership’s digital presence matters. Post openings where local candidates are actually looking. Make applications easy to complete. Respond quickly 25
to qualified applicants. And remember that candidates may research your dealership before accepting an interview. Your website, social media presence and online reviews can influence how potential employees perceive your business. A dealership that looks professional online is more likely to attract candidates who want to be associated with a professional organization.
Retention Starts Before the First Day
Don’t let the excitement of hiring someone disappear between the job offer and their first day. Send new employees information about where to report, what to bring and what they can expect. Have their workspace, equipment and paperwork ready. Introduce them to the team. Give them a clear understanding of their first-week priorities. A strong onboarding experience tells a new employee that the dealership was prepared for them and that their arrival matters.
Know When to Let Someone Go
Retention doesn’t mean keeping every employee indefinitely. One poor employee can negatively affect an entire dealership. They can frustrate customers, create conflict with coworkers and force good employees to compensate for their shortcomings.
26
If someone consistently fails to meet expectations despite clear communication, coaching and reasonable opportunities to improve, keeping them simply because you’re worried about hiring a replacement can become more expensive than making a change. Your best employees are watching how management handles performance problems. They want to know that good work is valued and poor behavior isn’t tolerated.
The Bottom Line
In 2026, hiring and retaining good employees is about more than putting a “Now Hiring” sign on the door. It starts with finding people who fit your dealership, offering competitive compensation and creating an environment where employees can succeed. For Texas independent dealers, the personal nature of a smaller dealership can be a significant advantage. You can know your employees by name, recognize their accomplishments and give them opportunities to grow. Your employees are ultimately part of your customer experience — and your customer experience is one of your dealership’s most valuable assets. Hire carefully. Train consistently. Communicate openly. Recognize good work. And give your best employees a reason to stay. When you take care of your people, they have a much better reason to take care of your customers.
T e x a s
D e a l e r
October 2026
Welcome to TIADA
Joined July & August, 2026
DEALER MEMBERS
Anaya Motors LLC Kevin Anaya . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6975 Alameda Ave, El Paso, TX 79915 Arcadia Park Motorsports LLC Ricardo Cabrieles . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4226 W Davis St, Ste. 19, Dallas, TX 75211 Auto Annex Ronnie Torres . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2027 Rigsby Avenue, Ste 102, San Antonio, TX 78210 AutoBidMaster Texas LLC Luba Kaptur . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3626 S Highway 287, Waxahachie, TX 75165 Autos Of Fort Worth LLC Sergio Valdez . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3001 Alta Mere Dr, Fort Worth, TX 76116 Azpeitia Auto Sales LLC Jesus Azpeitia . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2005 W Clarendon Dr, Dallas, TX 75208 Bazaar Enterprises Ronnie Martinez . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5544 E Paisano, El paso, TX 79905 Berton Auto Group LLC Albert Nebe . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13631 Floyd Cir, Dallas, TX 75234 Car Kings Moses Zamarron . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5703 San Pedro Ave, San Antonio, TX 78212 Cerebral Motor Group Roy Smith . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2835 NE 28th St, Fort Worth, TX 76111 Charly’s Autos Samantha Saavedra . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8711 Lugary Dr, Houston, TX 77074 Davis Motor Co Glenn Davis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1129 Slaton Rd, Lubbock, TX 79404 Dealer Direct Tiffini Perez . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1846 N Loop 1604 W, Ste 205- Ofc 235, San Antonio, TX 78248 DFW Best Cars LLC Edson Efrem Vieira Prieto . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4242 NE 28th St, Haltom City, TX 76117 Drive Today Auto Tarik Williams . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2043 S SH 71, El Campo, TX 774327 EA Motorgroup LLC Linh Tu . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2310 Donley Dr, Ste A, Austin, TX 78759 Ebinga Inc Saad Laraki . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3404 Wiley Post Rd, Carrollton, TX 75006 Fleet Expert LLC Ruth Mejorada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2532 N Interstate 35 E, Lancaster, TX 75134 House of Cars LLC James Logan Maze . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4610 Troup Hwy, Tyler, TX 75703 Low Price Auto Sales Omar Samarah . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2501 S Garland Ave, Garland, TX 75041 Perez Autoplex Ana Karen Elizondo . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7963 Bellfort St, Houston, TX 77061 Pleasanton Truck Company Jason L Smith . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 217 2nd St, Pleasanton, TX 78064 Premier Motor Sales LLC Jose Alexis Velez Ceballos . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5908 Dallas Ave, Fort Worth, TX 76112 Promontory Cars LLC Joshua Colyer . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28611 Interstate 10 W, Boerne, TX 78006 Recon Haus LLC Jason Swink . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11022 Lota Dr, San Antonio, TX 78217 RK Motors Angelika Yakub . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15006 Stuebner Airline Rd, Houston, TX 77069 South Lines Truck Sales Corp Martin Granados . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12822 Unison Dr, Houston, TX 77044 Stellar Auto Sales LLC Elijah Rendon . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6243 W Commerce, San Antonio, TX 78237 Texas King Car Sales Inc Shakil Chowdhury . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1506 Johnson St, Greenville, TX 75401 TGEA Group LLC Eduardo Torres . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7803 W US Hwy 90, San Antonio, TX 78227 Trevizo Auto Sales LLC Victor Trevizo . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6960 SH 279, Royse City, TX 75189 Velocity Remarking Paco Melendrez . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 555 Red Bird Song, San Antonio, TX 78253 Voyage Vehicles LLC Mehredad Sadrolashrafi . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11050 Harry Hines Blvd, Ste 110, Dallas, TX 75229 Yu Motors LLC Jazhiel Alejandro Yu . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7848 Alameda Ave, El Paso, TX 79915 ASSOCIATE MEMBERS
Cajas Digital Agency Joseph R Cajas . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2303 W 11th St, Austin, TX 78703 Capital One Auto Finance Adriana Gallardo- Hummel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7933 Preston Rd, Plano, TX 75024 eXRealityAI Auto Rajesh Balachandran . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 735 Red Fork Drive, Lewisville, TX 75056 Flute Commerce LLC Jim Luff . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1215 W Rio Salado Pkwy Ste 107, Tempe, AZ 85281 Topline Logistics Oleg Goyenko . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6948 26th, Rio Linda, CA 95673 October 2026
T e x a s
D e a l e r
27
28
T e x a s
D e a l e r
October 2026
feature
Preparing Your Dealership Inventory Strategy for the Holidays by Gabrielle Faust
TIADA Marketing Coordinator
F
or independent automotive dealers, the holiday season can be one of the most important — and most easily mismanaged — times of the year. Between Thanksgiving and New Year’s, customer shopping patterns change, auction activity can become unpredictable, transportation schedules tighten, and many dealers are tempted to either overstock in anticipation of holiday shoppers or hold onto aging inventory in hopes of protecting gross. Neither approach is necessarily the right one. For Texas independent dealers, the better strategy is to enter the holidays with a deliberate inventory plan built around what your customers actually buy, how quickly those vehicles turn and how much capital you can afford to have tied up in inventory.
October 2026
T e x a s
D e a l e r
Don’t Buy for the Holidays — Buy for Your Market
One of the biggest inventory mistakes a dealer can make is buying vehicles simply because they appear to be good deals at auction. A low purchase price doesn’t automatically make a good retail vehicle. Before buying, look at what has actually been selling at your dealership. Which price ranges are turning fastest? Which body styles generate the most leads? Which vehicles sit for 30, 45 or 60 days? Are your customers primarily looking for affordable transportation, family SUVs, trucks or work vehicles? Those answers should determine your holiday buying strategy. 29
Cox Automotive has emphasized this approach in its 2026 inventory guidance: independent dealers competing against larger operators cannot necessarily win by spending more on inventory. They can, however, compete by buying smarter and starting with an inventory strategy before they begin sourcing vehicles. That is particularly important heading into the holidays, when every dollar invested in inventory needs to work.
Sometimes the best holiday inventory strategy is not buying more cars. It’s getting rid of the cars you already have that aren’t working. That may mean reducing the price, increasing marketing exposure or wholesaling a vehicle that has become too expensive to keep. The goal should be to enter November and December with capital available for inventory that has a better chance of turning.
Watch Your Aging Inventory Now
Be Careful with Your Cash
September and October are the time to start looking closely at anything that has already been sitting on your lot too long. A vehicle that has been sitting for 60 or 90 days doesn’t become a better investment simply because the calendar has moved closer to Christmas. Review every aging unit and ask: I s the vehicle priced competitively for my market? H as the online merchandising been updated? D oes it need additional reconditioning? I s there a problem with the vehicle that is keeping shoppers away? W ould the money be better invested in a different vehicle?
30
Holiday expenses don’t stop at inventory. Advertising, payroll, bonuses, taxes, insurance, floorplan costs, repairs and other year-end expenses can put additional pressure on a dealer’s cash position. That makes inventory discipline especially important. A dealership can have a strong sales month and still experience cash-flow problems if too much money is tied up in vehicles. This is one reason inventory turn should be considered alongside gross profit. A vehicle that produces a smaller gross profit but sells quickly may ultimately provide a better return on invested capital than a vehicle that produces a larger gross but sits on the lot for months. The objective isn’t simply to own more inventory. The objective is to own the right inventory.
T e x a s
D e a l e r
October 2026
Prepare for the January Customer
Another important consideration is what happens immediately after the holidays. January shouldn’t be treated as an afterthought. Used-vehicle sales can rebound after the December slowdown, and tax-refund season can create additional shopping activity early in the year. In January 2025, for example, Cox Automotive estimated 1.41 million used vehicles were sold at retail, up from 1.34 million in December. That means dealers should think beyond Christmas when making purchases in November and December. Ask yourself: What will my customer want in January? If you are buying vehicles that you expect to keep for several weeks, don’t base your entire acquisition strategy on today’s demand. Consider the next 30, 60 and 90 days.
Affordability Still Matters
Affordability should remain at the center of an independent dealer’s inventory strategy. Consumers are increasingly sensitive to monthly payments and overall vehicle costs. That makes reasonably priced, reliable transportation particularly important for independent dealerships. Cox Automotive’s data has repeatedly shown that lower-priced used inventory can be especially difficult to source. At the beginning of 2025, vehicles priced below $15,000 had only 37 days of supply — well below the overall used-vehicle market. For Texas dealers, that reinforces an important point: don’t automatically chase the most expensive inventory simply because it offers a larger potential gross. Know the price points your customers can afford and build your inventory around them.
Use the Holidays to Clean Up Your Lot
The holidays are also a good time to evaluate your overall inventory mix. Look at your inventory by: P rice range V ehicle age M ileage M ake and model B ody style A cquisition source D ays in inventory G ross profit R econditioning expense F inancing performance Then identify the winners and losers. If trucks are consistently turning quickly while a particular category of sedan is sitting for weeks, your next buying decisions should reflect that information. October 2026
T e x a s
D e a l e r
Likewise, if one acquisition source consistently produces vehicles that require excessive reconditioning, it may be time to reconsider that source — even if the purchase prices initially look attractive. Data won’t replace a dealer’s experience, but it can help prevent emotion from making expensive buying decisions.
Don’t Forget the Texas Factor
Texas isn’t one uniform automotive market. What works for a dealer in Houston may not work for a dealer in Lubbock. A dealer serving a rural community may have very different inventory needs than one operating in the Dallas-Fort Worth, Austin or San Antonio markets. Local demand matters. Pay attention to the vehicles your own customers are asking for, the inventory competing dealers are carrying and the price points appearing most frequently in your local market. Your dealership doesn’t need to have the biggest inventory in town. It needs to have the inventory that gives your dealership a reason for customers to call, click and visit.
Make January Your Deadline, Not Your Starting Point
The strongest dealers don’t wait until January to figure out what went wrong with their holiday inventory. They start planning now. Before the holiday buying season gets into full swing, establish your inventory targets, determine how much capital you want committed to vehicles, identify your preferred price ranges and set clear rules for aging inventory. Then stick to them. The used-vehicle market remains competitive, and independent dealers continue to face tighter inventory conditions than many would prefer. Cox Automotive reported that independent dealers were still experiencing constrained used inventory entering 2026. That makes disciplined purchasing more important — not less. The holiday season should not be about filling every available space on the lot. It should be about making sure every vehicle on that lot has a purpose. For Texas independent dealers, that means buying with your customer in mind, protecting cash flow, managing aging inventory aggressively and keeping an eye on the demand coming after the holidays. Because when January arrives, the dealers who prepared strategically won’t be scrambling to figure out what to sell. They’ll already have it. 31
W hy Choose Us? W hy Choose Us? • 40 Years Serving Texas Dealers • 4.9 Star Avg. Customer Rating • Independently Owned
Visit Us Online for Customized Solutions & Helpful Insights Visit Us Online for Customized Solutions & Helpful Insights M U L L ENINSU RANC E.C O M
..................... ...................... ...... . ........ .................. ....................................................................................... ............................. . .... .. .................. ....... ......... .......................... .. ........ ......... ... ... ............................. ................................. ...... ................... ................ . ..... ....... ..................................... ............................................................ ............. .. ......... .. . . ..... . .. .. .
M U L L ENINSU RANC E.C O M
feature
The Customer Experience: Small Changes That Build Repeat Business by Gabrielle Faust
TIADA Marketing Coordinator
F
or independent automotive dealers, every customer matters. Unlike large franchise dealerships with massive advertising budgets and national brand recognition, independent dealers often compete on something much more personal: the experience they provide. A customer who feels respected, informed and appreciated is far more likely to come back when it is time for their next vehicle — and just as importantly, recommend your dealership to friends, family and coworkers. The good news is that improving the customer experience doesn’t necessarily require a major investment. Often, it comes down to a handful of small changes that make the buying process easier and more comfortable.
Start With the First Impression
A customer’s experience begins long before they sit down with a salesperson. Your lot, website, social media pages, phone calls and online reviews all contribute to the first impression of your dealership. Take a fresh look at your dealership through a customer’s eyes. Is the lot clean and easy to navigate? Are vehicles reasonably clean and ready to show? Is your website up to date? Are your hours clearly posted? Does someone answer the phone promptly? These details may seem minor, October 2026
T e x a s
D e a l e r
Improving the customer experience can be as simple as implementing a handful of small changes that make the buying process easier and more comfortable. 33
A customer who feels respected, informed and appreciated is far more likely to come back when it is time for their next vehicle — and recommend your dealership to friends. but they communicate something important: you care about your business and your customers. For Texas independent dealers, where competition can be intense, those first impressions can help set you apart.
Make It Easy to Do Business
Today’s customers have become accustomed to convenience. They can order groceries from their phones, schedule medical appointments online and compare 34
products in seconds. They expect the same convenience when shopping for a vehicle. Look for unnecessary friction in your sales process. Are customers repeatedly asked for information they’ve already provided? Is your online inquiry process complicated? Do customers have to call multiple times to get an answer? Small improvements can make a big difference. Consider offering simple options such as online credit applications, appointment scheduling, text-message communication and electronic document processes where appropriate. The goal isn’t to eliminate the personal interaction. It’s to make the customer’s interaction with your dealership easier.
Communicate — Even When You Don’t Have an Answer Yet
One of the fastest ways to frustrate a customer is silence. If a customer asks a question and you need time to find the answer, let them know. If financing is taking longer than expected, provide an update. If a vehicle they are interested in has been sold, tell them rather than T e x a s
D e a l e r
October 2026
allowing them to arrive expecting to see it. Communication builds trust. A simple message such as, “I haven’t forgotten about you. I’m still waiting on an answer and I’ll update you by 3 p.m.,” can turn an otherwise frustrating situation into a positive experience. Customers don’t necessarily expect everything to go perfectly. They do expect to know what’s happening.
Don’t Stop Communicating After the Sale
The sale should be the beginning of the customer relationship — not the end. A quick follow-up call or text a few days after the purchase can make a surprisingly strong impression. Ask whether everything is going well with the vehicle. Make sure the customer understands any features they may have questions about. If there is an issue, give them an opportunity to bring it to your attention. Then keep the relationship going. A birthday message, service reminder, anniversary of their purchase or occasional check-in can keep your dealership in the customer’s mind without becoming intrusive. When that customer — or someone they know — is ready for another vehicle, you want your dealership to be the first one they think of.
Turn Problems Into Opportunities
Even the best dealership will occasionally have an unhappy customer. A vehicle may need unexpected repairs. Financing may not work out as anticipated. A customer may misunderstand something about the transaction. The way your dealership responds can determine whether you lose that customer permanently or earn their loyalty. Listen before becoming defensive. Acknowledge the customer’s frustration. Explain what you can do to help and, when possible, provide a clear path toward a solution. You don’t have to say “yes” to every demand. But customers should feel that someone is listening and making a genuine effort to help. In many cases, a customer who has a problem that is handled professionally can ultimately become more loyal than a customer who never experienced a problem at all. October 2026
T e x a s
D e a l e r
Treat Customers Like People, Not Transactions
Independent dealers have an advantage that shouldn’t be underestimated: personal relationships. Customers don’t want to feel like another number on a sales report. Learn their names. Listen to what they actually need. Don’t try to force someone into a vehicle that doesn’t fit their budget or lifestyle simply because it produces a larger sale. A customer who believes you genuinely tried to help them is more likely to return. And in Texas communities — particularly smaller markets where word-of-mouth carries significant weight — that relationship can extend well beyond one transaction.
Ask for Feedback
If you want to know what customers think about your dealership, ask them. A short post-sale survey can provide valuable insight into areas that employees and managers may overlook. Ask simple questions: H ow easy was it to purchase your vehicle? D id you feel you were treated fairly? W as the sales process clearly explained? What could we have done better? W ould you recommend our dealership to someone you know? Don’t just collect the answers. Look for patterns. If customers repeatedly mention long wait times, 35
confusing paperwork or difficulty reaching someone by phone, you’ve identified an opportunity to improve.
Make Your Employees Part of the Experience
Customer experience isn’t solely the responsibility of the sales manager or owner. Everyone who interacts with a customer contributes to the dealership’s reputation. That includes salespeople, finance staff, receptionists, service personnel and anyone answering the phone. Make sure your team understands what you want the customer experience to feel like. Something as simple as establishing a few dealership-wide standards — greet customers promptly, return calls quickly, explain the next step and never let a customer leave without knowing who to contact with questions — can create consistency.
Remember the Power of “Thank You”
It may be the simplest strategy on this list, but it is also one of the most overlooked. Thank customers for visiting. Thank them for purchasing. Thank them for referring someone. Thank them for coming back.
36
A handwritten thank-you note after a purchase can be particularly memorable because it feels personal in an increasingly digital world. The message doesn’t have to be elaborate. “Thank you for trusting us with your vehicle purchase. We appreciate your business.” Sometimes that’s enough.
Repeat Business Is Built One Interaction at a Time
Customer loyalty isn’t created by one giant gesture. It is built through dozens of small interactions. A clean vehicle. A returned phone call. A timely text. An honest answer. A follow-up after the sale. A sincere thank-you. Each one tells the customer the same thing: your business matters to us. For independent Texas dealers, that’s a powerful competitive advantage. You may not be able to outspend the largest dealerships in your market, but you can out-service them, out-communicate them and build relationships that bring customers back. The next sale isn’t necessarily the most important sale. The most important sale may be the one that creates a customer for life.
T e x a s
D e a l e r
October 2026
feature
The Used Car Buyer in Texas Today: What Today’s Customers Really Want How affordability, technology and changing expectations are reshaping the independent dealership.
by Gabrielle Faust
TIADA Marketing Coordinator
T
he Texas used-car customer has changed. Not necessarily in the ways that are immediately obvious. Today’s buyer still wants a dependable vehicle, a fair price and a dealership they can trust. But the path to getting there looks very different than it did even a few years ago. The modern used-car shopper may have researched five vehicles before ever contacting a dealership. They may have checked vehicle-history reports, watched walk-around videos, compared payments, read reviews, consulted an AI assistant and looked at inventory from dealerships hundreds of miles away — all from their phone.
October 2026
T e x a s
D e a l e r
And by the time they finally contact a dealer, they expect answers.
Quickly. For independent Texas dealers, this changing customer presents both a challenge and an opportunity. The big dealer groups and online automotive retailers may have enormous advertising budgets and sophisticated technology, but independent dealers have something those companies can’t easily replicate: personal relationships, local knowledge and the ability to move quickly. 37
The dealers who understand what today’s buyer actually wants — and adapt without losing the personal touch — can turn those advantages into a powerful competitive edge.
A customer may walk onto the lot looking for a threeyear-old SUV and leave in a sedan. A customer searching for a $25,000 vehicle may discover that a slightly older $21,000 model better fits their budget. Another may have started shopping for a truck but realize that Affordability Is Driving the Conversation a crossover better fits their lifestyle. The salesperson’s The first thing today’s buyer wants is simple: a vehicle role, therefore, is increasingly becoming that of a prodthey can afford. But afforduct expert and problem solver ability has become considerably rather than simply someone who more complicated. moves inventory. For many customers, Vehicle prices and financAsk better questions: ing costs have made shoppers W hat are you primarily going the first question isn’t: more sensitive to the total cost to use the vehicle for? of ownership and, especially, the H ow many miles do you monthly payment. Recent condrive? sumer reporting puts the average W hat is most important new-car payment around $785, — payment, fuel econowhile used-car financing rates my, space, technology or It’s: remain substantially higher than reliability? many consumers became accusA re you replacing a vehicle or tomed to before the pandemic. adding one? That means the sticker price H ow long do you expect to is only one part of the conversakeep it? tion. For many customers, the W hat concerns do you have first question isn’t: about buying used? “How much is this car?” The answers can reveal opportunities that a simple It’s: “What will my payment be?” “What are you looking for today?” may never uncover.
“How much is this car?”
“What will my payment be?”
That shift has important implications for independent dealers. Salespeople need to be prepared to discuss payment options without turning the entire sales process into a conversation about payment alone. Customers still need to understand vehicle price, interest rate, term, down payment and total cost. The opportunity is to help the customer understand the numbers rather than simply present them. A dealer who can say, “Here’s what this vehicle costs, here’s what your financing options look like, and here’s how we can structure this to fit your budget,” is providing something much more valuable than a price quote. They’re providing confidence.
Today’s Buyer May Not Know Exactly What They Want
Here’s another important change: today’s shoppers are often arriving with an open mind. Cox Automotive’s 2025 Car Buyer Journey Study found that 71% of vehicle buyers weren’t certain which vehicle they would purchase when they began shopping. Among used-vehicle shoppers, 74% considered both new and used vehicles. That creates an enormous opportunity for independent dealers. 38
The Customer Is Shopping Before You Know They’re Shopping
Today’s dealership isn’t competing only with the dealer down the road. It’s competing with every vehicle listing a customer can find online. Consumers have become remarkably comfortable researching vehicles without ever speaking to a salesperson. They can compare prices, mileage, features, vehicle histories, reviews and financing information before making contact. And increasingly, they’re using AI and other digital tools as part of that process. Cox’s 2025 study found that 25% of new-vehicle buyers used AI tools during their shopping process, while 83% of consumers said they expect AI to affect car buying in the future. That means your digital presence is no longer simply advertising. It is part of your sales team. Your website, inventory photos, descriptions, reviews, social-media presence and online reputation are all influencing the customer’s perception of your dealership before they ever shake your hand. The more uncertainty you remove before the customer arrives by providing the crucial information they are looking for, the more productive the eventual conversation can become. T e x a s
D e a l e r
October 2026
Speed-to-Lead Is Now a Competitive Advantage
There’s another uncomfortable reality for dealers: The customer who contacted you is probably contacting someone else, too. When a shopper submits an inquiry online, sends a text or asks about a vehicle through social media, they aren’t necessarily waiting around for one dealership to respond. They’re shopping. That makes speed-to-lead critical. But speed doesn’t mean sending an automated message that says, “Thanks for contacting ABC Motors. Someone will be with you shortly.” That’s an acknowledgment — not a conversation. The goal should be to respond quickly and personally. “Hi Sarah, this is Mike at ABC Motors. I saw your question about the Tahoe. Yes, it’s still here. I can send you a walk-around video and answer any questions you have. Are you looking to come by today?” That’s a sales conversation. And technology can help independent dealers accomplish this without making the dealership feel impersonal.
Customers Want Digital Convenience — But They Don’t Necessarily Want a Completely Digital Deal
One of the most interesting findings from the latest buyer research is that consumers aren’t necessarily demanding an entirely online buying experience. They want flexibility. Cox Automotive found that 63% of consumers consider an omnichannel experience — the ability to move between online and in-person interactions — the ideal way to buy a vehicle. Only 28% said they wanted an entirely online experience. That’s great news for independent dealers. You don’t have to become an online-only retailer. Instead, give customers the ability to do as much or as little as they want online. Then let them come into the dealership when they’re ready. The technology should make the human interaction easier, not eliminate it.
Trust Still Wins
For all the technology changing the automotive business, one thing hasn’t changed: People still want to do business with people they trust. In fact, technology may make trust even more important. A customer can find 20 similar vehicles online. What makes them choose yours? It may be the way your salesperson answered the phone. It may be a five-star review from another local customer. It may be a video of your owner explaining how vehicles are inspected. It may be the fact that someone responded to a question at 8:15 p.m. Or it may simply be the feeling the customer gets when October 2026
T e x a s
D e a l e r
they walk through your front door. Independent dealers have a tremendous advantage here. You know your community. You know your customers. And unlike a massive dealer group, you don’t have to navigate layers of corporate bureaucracy to make a decision. Use that advantage.
Don’t Try to Beat the Big Dealer Groups at Their Own Game
Large dealer groups have advantages independent dealers can’t easily match: massive inventories, large advertising budgets, sophisticated data systems and extensive digital infrastructure. Don’t try to beat them by becoming a smaller version of them. Beat them by being better at being independent. That means: Be faster. A customer shouldn’t have to wait until tomorrow for an answer. Be more personal. Know your customers. Know your community. Remember the people who bought from you. Be transparent. Clear pricing, accurate descriptions and honest communication build credibility. Be flexible. If a customer wants to text instead of call, text. If they want to complete paperwork online before coming in, make it easy. Be knowledgeable. Your salespeople should know the vehicles, the financing process and the questions customers are asking. Be local. A national online retailer can’t be the neighborhood dealer that supports local organizations, knows the community and sees customers again at the grocery store. That’s an advantage worth protecting.
The New Competitive Battlefield
The Texas independent dealer of the future won’t necessarily be the dealer with the biggest lot. It will be the dealer who can combine the convenience of modern technology with the trust of a local business. Customers want information before they visit. They want transparency when they arrive. They want financing options that make sense. They want their questions answered quickly. They want to feel respected rather than pressured. And they still want to buy from someone they trust. The good news is that independent dealers don’t have to reinvent the automobile business to meet those expectations. And, most importantly, make it easier for the customer to feel good about doing business with you. Because while the way Texans shop for used vehicles has changed dramatically, the fundamental reason they choose one dealer over another hasn’t changed nearly as much. They want to know they’re making a good deal with people they can trust. For independent Texas dealers, that’s not a disadvantage. That’s the opportunity. 39
dealer.solera.com
THE FUTURE IS HERE.
AI that lives and grows inside your CRM, not on top of it.
AI Powered CRM by Solera DEMO TODAY SALES | SERVICE | FINANCE | MARKETING | OPERATIONS | CONNECTED CAR
TIADA Auction Directory
Download the App
as of October 1, 2026
Save thousands on buy or sell fees at these participating auctions! * VALID FOR SELL FEE ONLY AT IAA LOCATIONS ** ONLINE AUCTION AVAILABLE
Abilene ALLIANCE AUTO AUCTION ABILENE**
www.allianceautoauction.com 6657 US Highway 80 West, Abilene, TX 79605 325.698.4391 GM: Brandon Denison Friday, 9:45 a.m. $AVE : $200
IAA ABILENE*
www.iaai.com 7700 US 277, Hawley, TX 79601 325.675.0699 GM: Shaun Lemke Thursday, 9:30 a.m. $AVE : up to $200 Sell Fee
Amarillo DAX of AMARILLO**
IAA DFW*
Corpus Christi
IAA FORT WORTH NORTH*
www.metroautoauction.com 2221 Hwy 21 W., Dale, TX 78616 512.282.7900 GM: Brent Rhodes 3rd Saturday monthly, 9:00 a.m. $AVE : $200
AMERICA’S AUTO AUCTION CORPUS CHRISTI**
www.aaacorpuschristi.com 2149 IH-69 Access Road, Robstown, TX 78380 361.767.4100 GM: Rene Gandy Friday, 10:00 a.m. $AVE : $200
IAA CORPUS CHRISTI*
www.daxofamarillo.com 3208 SE 10th Ave., Amarillo, TX 79104 806.374.8982 GM: Kelsy Allen Every Tuesday, 11:00 a.m. $AVE : $200
www.iaai.com 4701 Agnes Street, Corpus Christi, TX 78405 361.881.9555 GM: Patricia Kohlstrand Wednesday, 9:30 a.m. $AVE : up to $200 Sell Fee
IAA AMARILLO*
Dallas-Ft. Worth Metroplex
www.iaai.com 11150 S. FM 1541, Amarillo, TX 79118 806.622.1322 GM: Shawn Norris Monday, 9:30 a.m. $AVE : up to $200 Sell Fee
Austin ALLIANCE AUTO AUCTION AUSTIN**
ADESA DALLAS**
www.adesa.com 3501 Lancaster-Hutchins Rd., Hutchins, TX 75141 972.225.6000 GM: Mike Ciccarello Thursday, 9:30 a.m. $AVE : $200
AMERICA’S AA DALLAS**
www.allianceautoauction.com 1550 CR 107, Hutto, TX 78634 737.300.6300 GM: Hunter Dunn Thursday, 9:15 a.m. $AVE : $200
www.aaadallas.com 219 N. Loop 12, Irving, TX 75061 972.445.1044 GM: Ruben Figueroa Tuesday, 12:00 p.m. / Thursday, 12:30 p.m. $AVE : $200
AMERICA’S AA AUSTIN**
DAX of ROCKWALL**
www.aaaaustin.com 16611 S. IH-35, Buda, TX 78610 512.268.6600 GM: Jamie McCollum Tuesday, 1:00 p.m. / Thursday, 1:00 p.m. $AVE : $200
www.daxofrockwall.com 1810 E I-30, Rockwall, TX 75087 972.771.9919 GM: Tim Clement Tuesday, 6:00 p.m. / Thursday, 2:00 p.m. $AVE : $200
IAA AUSTIN*
IAA DALLAS*
www.iaai.com 2191 Highway 21 West, Dale, TX 78616 512.385.3126 GM: Rick Hahn Tuesday, 9:30 a.m. $AVE : up to $200 Sell Fee 42
METRO AUTO AUCTION AUSTIN**
www.iaai.com 204 Mars Rd., Wilmer, TX 75172 972.525.6401 GM: Donnie Avant Wednesday, 9:30 a.m. $AVE : up to $200 Sell Fee
www.iaai.com 4226 East Main St., Grand Prairie, TX 75050 972.522.5000 GM: Brandon Cochrum Monday, 9:30 a.m. $AVE : up to $200 Sell Fee www.iaai.com 3748 McPherson Dr., Justin, TX 76247 940.648.5541 GM: Jack Panczyk Tuesday, 9:30 a.m. $AVE : up to $200 Sell Fee
MANHEIM DALLAS**
www.manheim.com 5333 W. Kiest Blvd., Dallas, TX 75236 214.330.1800 GM: Rich Curtis Tuesday, 9:00 a.m./Wednesday 9:00 a.m./ Friday 10:00 a.m. $AVE : $100
MANHEIM DALLAS FORT WORTH**
www.manheim.com 12101 Trinity Blvd., Fort Worth, TX 76040 817.399.4000 GM: Glenna Bishop Thursday, 9:30 a.m. $AVE : $100
METRO AUTO AUCTION DALLAS**
www.metroaa.com 1836 Midway Road, Lewisville, TX 75056 972.492.0900 GM: Scott Stalder Tuesday, 9:30 a.m./ Friday 10:00 a.m. $AVE : $200
El Paso AMERICA’S AUTO AUCTION EL PASO www.aaaelpaso.com 7930 Artcraft Rd., El Paso, TX 79932 915.587.6700 GM: Judith Ayub Wednesday, 9:30 a.m. MST $AVE : $200
IAA EL PASO*
www.iaai.com 14751 Marina Ave., El Paso, TX 79938 915.852.2489 GM: Hector Escobar Wednesday, 9:30 a.m. MST $AVE : up to $200 Sell Fee
MANHEIM EL PASO**
www.manheim.com 485 Coates Drive, El Paso, TX 79932 915.833.9333 GM: JD Guerrero Thursday, 10:00 a.m. MST $AVE : $100 T e x a s
D e a l e r
October 2026
IAA HOUSTON SOUTH*
Harlingen/McAllen IAA McALLEN*
www.iaai.com 900 N. Hutto Road, Donna, TX 78537 956.464.8393 GM: Ydalia Sandoval Tuesday, 9:30 a.m. $AVE : up to $200 Sell Fee
BIG VALLEY AUTO AUCTION**
www.bigvalleyaa.com 4315 N. Hutto Road, Donna, TX 78537 956.461.9000 GM: Lisa Franz Thursday, 9:30 a.m. $AVE : $200
Houston ADESA HOUSTON**
www.adesa.com 4526 N. Sam Houston, Houston, TX 77086 281.580.1800 GM: Keyvan Nayeri Wednesday, 9:30 a.m. $AVE : $200
AMERICA’S AUTO AUCTION CENTRAL HOUSTON**
www.aaacentralhouston.com 2000 Cavalcade Street, Houston, TX 77009 713.644.5566 GM: Joshua Gardner Wednesday, 11:45 a.m. $AVE : $200
AMERICA’S AA HOUSTON**
www.aaahoustontexas.com 1826 Almeda Genoa Rd., Houston, TX 77047 281.819.3600 GM: Kyle Drake Thursday, 1:00 p.m. $AVE : $200
AMERICA’S AA NORTH HOUSTON** www.aaanhouston.com 1440 FM 3083, Conroe, TX 77301 936.441.2882 GM: Buddy Cheney Tuesday, 1:00 p.m. $AVE : $200
AUTONATION AUTO AUCTION - HOUSTON** www.autonationautoauction.com 608 W. Mitchell Road, Houston, TX 77037 281.506.3220 GM: Davis Cosmi Friday, 9:15 a.m. $AVE : $200
IAA HOUSTON*
www.iaai.com 2535 West. Mt. Houston, Houston, TX 77038 281.847.4700 GM: Alvin Banks Wednesday, 9:30 a.m. $AVE : up to $200 Sell Fee
IAA HOUSTON NORTH*
www.iaai.com 16602 East Hardy Rd., Houston-North, TX 77032 281.443.1300 GM: Aracelia Palacios Thursday, 9:30 a.m. $AVE : up to $200 Sell Fee October 2026
T e x a s
D e a l e r
www.iaai.com 2839 E. FM 1462, Rosharon, TX 77583 281.369.1010 GM: Patricia Rich Friday, 9:30 a.m. $AVE : up to $200 Sell Fee
MANHEIM HOUSTON**
www.manheim.com 14450 West Road, Houston, TX 77041 281.890.4300 GM: Nick Hanson Tuesday, 9:30 a.m. $AVE : $100
MANHEIM TEXAS HOBBY**
www.manheim.com 8215 Kopman Road, Houston, TX 77061 713.649.8233 GM: Darren Slack Thursday, 9:00 a.m. $AVE : $100
Longview ALLIANCE AUTO AUCTION LONGVIEW** www.allianceautoauction.com 6000 SE Loop 281, Longview, TX 75602 903.212.2955 GM: Rocky Campbell Friday, 9:30 a.m. $AVE : $200
IAA LONGVIEW*
www.iaai.com 5577 Highway 80 East, Longview, TX 75605 903.553.9248 GM: Ulysses Else Thursday, 9:30 a.m. $AVE : up to $200 Sell Fee
Lubbock AMERICAS AA LONE STAR LUBBOCK** www.aaalonestarlubbock.com 2706 E. Slaton Road., Lubbock, TX 79404 806.745.6606 GM: Dale Martin Wednesday, 9:00 a.m $AVE : $75/Quarterly
IAA LUBBOCK*
www.iaai.com 5311 N. CR 2000, Lubbock, TX 79415 806.747.5458 GM: Chris Foster Tuesday, 9:30 a.m. $AVE : up to $200 Sell Fee
Lufkin GREATER LUFKIN AUTO AUCTION
www.greaterlufkinaa.com 2109 N. John Reddit Dr., Lufkin, TX 75904 936.632.4299 GM: Mitchell Connor Thursday, 5:30 p.m. $AVE : $200
Midland Odessa IAA PERMIAN BASIN*
www.iaai.com 701 W. 81st Street, Odessa, TX 79764 432.550.7277 GM: Luther Young Thursday, 9:30 a.m. $AVE : up to $200 Sell Fee
San Antonio AMERICA’S AUTO AUCTION SAN ANTONIO**
www.aaasanantonio.com 13510 Toepperwein Rd., San Antonio, TX 78233 210.298.5477 GM: Brandon Walston Tuesday, 9:00 a.m $AVE : $200
ADESA SAN ANTONIO**
www.adesa.com 200 S. Callaghan Rd., San Antonio, TX 78227 210.434.4999 GM: Tom Ausdenmoore Thursday, 9:00 a.m. $AVE : $200
IAA SAN ANTONIO SOUTH*
www.iaai.com 11275 S. Zarzamora, San Antonio, TX 78224 210.628.6770 GM: Dawn Threatt Monday, 9:30 a.m. $AVE : up to $200 Sell Fee
MANHEIM SAN ANTONIO**
www.manheim.com 2042 Ackerman Road, San Antonio, TX 78219 210.661.4200 GM: Sandra Santas Wednesday, 9:00 a.m. $AVE : $100
Tyler GREATER TYLER AUTO AUCTION** www.greatertyleraa.com 11654 Hwy 64W, Tyler, TX 75704 903.597.2800 GM: Daylon Waynick Thursday, 2:30 p.m. $AVE : $200
Victoria AMERICA’S AUTO AUCTION VICTORIA**
www.aaavictoriatx.com 835 Industrial Park Drive, Victoria, TX 77905 361.576.0058 GM: Shelly Griffin Thursday, 11:30 a.m. $AVE : $100
Waco ALLIANCE AUTO AUCTION WACO**
www.allianceautoauction.com 15735 I-35 Frontage Road, Elm Mott, TX 76640 254.829.0123 GM: Christina Thomas Friday, 9:45 a.m. $AVE : $200
Wichita Falls DAX of WICHITA FALLS**
www.daxofwichitafalls.com 2206 Sheppard Access Rd., Wichita Falls, TX 76306 940.720.0435 GM: Lisa Shelton Every Other Wednesday, 5:00 p.m. $AVE : $200 43
YES! I would like to serve on YES! TIADA I wouldCommittees like to serve on TIADA Committees
Check the committee(s) you wish to join. All Dealer Members are welcome to participate. We need your input!toPlease form and are return to Check the committee(s) you wish join. Allcomplete Dealer Members welcome info@txiada.org fax toyour 512.244.6218. to participate. Weorneed input! Please complete form and return to info@txiada.org or fax to 512.244.6218.
Committee members will be appointed at the Committee members be appointed October 2023will board meeting at the October 2023 board meeting Standing Committees: Standing Committees: Awards Committee Awards Committee Budget and Finance Committee Budget and Finance Committee Legislative Committee Legislative Committee Political Action Committee (INDEPAC) Political Action Committee (INDEPAC) Bylaws Committee Bylaws Committee Ad hoc Committees: Ad hoc Committees:
Ad hoc committees will be appointed by the president to focus on specific issues given awill specific timeframe. Issues may include are not Ad hoc and committees be appointed by the president to focusbut on specific limited conference, compliance, services, issues to: andeducation, given a specific timeframe. Issuesmember may include butmemberare not ship recruitment, website, magazine and surveys. Committee members will limited to: education, conference, compliance, member services, memberbe notified prior towebsite, a committee beingand appointed to Committee determine interest. ship recruitment, magazine surveys. members will be notified prior to a committee being appointed to determine interest. Name___________________________________________________________ Name___________________________________________________________ Dealership_______________________________________________________ Dealership_______________________________________________________ Title __________________________________________________________ Title __________________________________________________________ Email ___________________________________________________________ Email ___________________________________________________________ Phone________________________ Mobile_____________________________ Phone________________________ Mobile_____________________________
44
T e x a s
D e a l e r
October 2026
behind the wheel The Work Between Sessions
W
hen I testified before the House Transportation Committee in August, the Legislature was not in session. There were no bills moving through committees and no votes being taken on the House floor. But legislative work was very much underway. The Texas Legislature meets in regular session every other year, but advocacy does not operate on the same schedule. In many ways, the months between sessions are when some of the most important work gets done. The licensing delays we discussed before the House Transportation Committee are a good example. Since that hearing, TIADA has continued meeting with TxDMV as we work toward improving dealer licensing turnaround times. We have also continued the conversation with members of the House Transportation Committee as a result of the hearing. Testifying at a hearing gets attention, but it does not solve the problem by itself. The work afterward matters just as much. Sometimes that means continuing to work directly with an agency. Sometimes it means gathering more information to determine how widespread an issue is. And sometimes it means deciding that an existing law needs to change.
by Trevor
Jennings TIADA EXECUTIVE DIRECTOR
That distinction is important. Not every problem dealers encounter requires legislation. If an issue can be addressed through an agency conversation, better guidance, or a change in process, that may be the faster and more effective route. Other problems are rooted in statute and can only be resolved by changing the law. TIADA is already doing some of that work as we look toward the 2027 legislative session. We continue meeting with policymakers and maintaining relationships around the Capitol. Elections are approaching, and INDEPAC continues supporting candidates who understand the independent automobile industry. We are also working through potential legislative language on issues where a statutory solution may make sense. Our Legislative Committee begins meeting in October, bringing another important part of that process into focus. The committee, Board of Directors, staff, lobby team, and dealers themselves all provide different perspectives as we evaluate issues and determine where TIADA should focus its efforts. But preparing for a legislative session is not only about deciding what TIADA may want to pass. We also have to be ready for what other people bring to Austin.
We want legislators and their staff to know TIADA, understand the dealers we represent, and recognize that when we raise a concern, it comes from what is actually happening in dealerships across Texas. October 2026
T e x a s
D e a l e r
45
Every session produces thousands of bills. Some will never affect independent dealers. Others may have significant consequences for the way dealers operate, finance vehicles, title and register inventory, advertise, collect accounts, or serve customers. A proposal can sound reasonable on paper and still create serious problems when applied to the real world. Part of TIADA’s job is identifying those consequences early enough to do something about them. Sometimes that means opposing a proposal outright. More often, it may mean working with a legislator or stakeholder to amend language, explain how the independent dealer business actually operates, or find a way to accomplish the policy goal without creating unnecessary problems for dealers. That work is much easier when the relationships already exist. By the time lawmakers return to Austin in January, we do not want to be introducing ourselves for the first time or beginning from scratch on the issues affecting our members. We want legislators and their staff to know TIADA, understand the dealers we represent, and recognize that when we raise a concern, it comes from what is actually happening in dealerships across Texas. Members will see one of the more visible parts of this
46
work when TIADA returns to Austin for Day at the Capitol in February. Dealers will meet directly with lawmakers and put a face on an industry that serves communities throughout the state. But those meetings are more effective when the groundwork has already been laid. Dealers have a role in that groundwork as well. If a law, regulation, or government process is creating a recurring problem in your dealership, tell us. We may already be working on it. We may hear the same concern from dealers in several parts of the state. Or your call may be the first indication that an issue deserves a closer look. Not every concern will become legislation, and it should not. The goal is to understand the problem well enough to determine the right response. When the Legislature convenes in January, the pace will accelerate quickly. New bills will arrive, hearings will begin, and issues that have been discussed for months can suddenly move in a matter of days. Our job is to be ready when that happens. The session is where much of the work becomes visible. The work between sessions is what helps make sure we are prepared to advance good ideas, address problems that require legislative action, and protect independent dealers when harmful proposals come our way.
T e x a s
D e a l e r
October 2026
IRS Compliant Reinsurance Providing Full Service Reinsurance Administration
CPI GAP DCC Limited Warranties Vehicle Service Contracts
Assured Vehicle Protection, Inc. 6717 Shawnee Mission Parkway, Ste B Mission, KS 66202
913-396-5480 www.avpadmin.com
TEXAS INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750
PRSRT STD
U.S. POSTAGE
PA I D
JEFFERSON CITY, MO
PERMIT NO. 210
BID FASTER. BUY SMARTER. ANYWHERE.
THE ALL-NEW MANHEIM MOBILE APP IS HERE! Find Find more more of of the the right right vehicles, vehicles, react react to to sales sales in in real-time, real-time, and and reach everything in fewer taps with the new Manheim reach everything in fewer taps with the new Manheim mobile mobile app— app— redesigned and reimagined for the modern marketplace. redesigned and reimagined for the modern marketplace.
Download Download the the app app today! today!