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Deferred Sales Tax

Mechanic’s Lien Reform

TIADA Website

TIADA Dealer Academy

Dealers Are No Longer Insurance Police

No Fee for Registering RFC

rred Sales Tax

Weekly Email Updates

Curbstoning Crackdown ADA Website

Texas Dealer Magazine

s Are No Longer urance Police

TxDMV Board Position for Independent Dealer

TIADA Day y Email Updates at the Auction

What’s the Best Part About Being a TIADA What’sWIN $500! Member?

e 18 Turn to pag b ur racket! to fill out yo

the Best Also In This Issue: Part About

Annual Conference & Expo

Raise Doc Fee Without Notification


TIADA Auction App

3rd Party Liability Insurance Check Must Include Lienholder

Compliance Consultation Service

• Michael W. Dunagan on Debt Cancellation Agreements • The Leading Edge of Leadership • • How to Underwrite a BHPH Customer •

oning Crackdown


No F Regist

Annual C &



2018 TIADA Board of Directors PRESIDENT Greg Zak/Dixon Motors 7902 North Freeway Houston, TX 77037 Office: 281.931.1300 Email: PRESIDENT ELECT Juan Sabillón/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017 Office: 713.644.2446 Email: CHAIRWOMAN OF THE BOARD Kathrine Tolsch/CICO Auto Sales 11050 Harry Hines Blvd. Dallas, TX 75229 Office: 214.352.9282 / Fax: 214.352.8227 Email:

Volume XVIII

/ Issue 3

/ M a r c h 2 018


4 Officers’ Message


by Greg Zak, TIADA President

SECRETARY Robert Beck/Stop N’Drive Motors 711 N. General McMullen Dr. San Antonio, TX 78228 Office: 210.432.1101 Email:

8 Board of Directors Meeting Minutes 11 Legal Corner: Looking at Insurance Options: Debt Cancellation Agreements Offer an Alternative

TREASURER Mark Jones/Mike Carlson Motor Company 264 Exchange Burleson, TX 76028 Office: 817.703.7973 Email:

12 Upcoming Events 15 The Leading Edge of Leadership

VICE PRESIDENT, WEST TEXAS (REGION 1) Paul Scott/Fiesta Motors – Lubbock 2599 74th Street Lubbock, TX 79423 Office: 806.765.3640 Email:

17 New Members 18 On The Cover: Member Benefits vs. Advocacy

VICE PRESIDENT, FORT WORTH (REGION 2) Eddie Hale/Neighborhood Autos 1717 US 287 Decatur, TX 76234 Office: 940.539.2272 Email: VICE PRESIDENT, DALLAS (REGION 3) Greg Reine/Auto Liquidators 39670 LBJ Freeway Dallas, TX 75237 Office: 972.780.0001 Email: VICE PRESIDENT, HOUSTON (REGION 4) Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 Office: 713.641.0980 Email: VICE PRESIDENT, CENTRAL TEXAS (REGION 5) Robert Blankenship/Texas Auto Center 6809 N IH-35 Austin, TX 78744 Office: 512.280.5333 Email: VICE PRESIDENT, SOUTH TEXAS (REGION 6) Armando Villarreal/McAllen Auto Sales 4215 S. 23rd Street McAllen, TX 78503 Office: 956.668.8088 Email: VICE PRESIDENT AT LARGE Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753 Office: 512.828.0001 Email: VICE PRESIDENT AT LARGE Vicki Davis/A-OK Auto Sales 23980 FM 1314 Porter, TX 77365 Office: 281.354.3355 Email: TIADA EXECUTIVE DIRECTOR Jeff Martin 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am - 4:30pm 512.244.6060 • Fax 512.244.6218

by Michael W. Dunagan

by Michael York

by Michael Spurlin

22 2018 Auction App Directory 24 TIADA Annual Conference and Expo 31 How to Underwrite the BHPH Customer by Brent Carmichael

37 R  elief on the Horizon — TIADA and State Toll Authorities Seek Solutions by Amber Hackett Crosby

41 Local Chapters 42 TIADA Membership Application 44 TIADA Scholarship Application 46 Behind the Wheel by Jeff Martin

Download the TIADA Auction App! Now you can download the all new TIADA Auction App on your smart phone. It offers the same great savings of the VIP Auction Card but with the convenience of a mobile app. Get up to $200 off a a buy/sell fee at over 40 participating auctions around the state. See pages 14 and 22 for details! The Editor of the Texas Dealer magazine is Michael Spurlin, Social and Communications Director of TIADA. To change your address for subscription and/or for other TIADA products, call the TIADA state office at 512.244.6060 or fax 512.244.6218. E-mail: New Membership/Subscriptions: If you are a member of TIADA, you may receive this magazine free of charge. Membership year runs from Jan 1 to Dec 31. Back issues are available for $20 each subject to availability. Send a check or money order, along with your name and mailing address to TEXAS DEALER, Attn: Back Issues, 9951 Anderson Mill Rd., Suite 101, Austin, TX 78750. Sorry, no billing. 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.

officers’ message by Greg

What Has TIADA Done For Me Lately?


ell, have you ever posed that question about TIADA, either to someone else or yourself? The Board of Directors recently voted to increase the annual dues to $499. The association has not increased the annual dues in 8 years. The Board felt it was time to increase dues a little, considering that the association’s operating costs have increased over the last eight years. Some of you were asking “why should I pay $499 to be a member of that association?” In this day and age, in our industry we are all trying to figure out ways to cut overhead somewhere. So let’s evaluate what your TIADA annual membership fee buys you besides this magazine, my picture and this article. To make the analysis a little more exciting we can put all of the ideas into a bracket like in the March Madness for college basketball. To fill the bracket, let’s start listing a few of the legislative accomplishments achieved in just the last few years. How about deferred sales taxes? TIADA was instrumental in the passage of the law that allows dealers who hold their own notes to defer sales tax as opposed to paying all of the sales tax upfront. Later, TIADA passed legislation that included this for those dealers who have a related finance company. How about doc fees? Is everybody still charging a $50 doc fee? TIADA was successful in allowing dealers to charge up to a $150 doc fee. In this last legislative session, TIADA was able to eliminate the $600 annual fee for your Motor Vehicle


 ixon Motors D (Houston) TIADA PRESIDENT

Finance License with the Comptroller’s Office. How about mechanics’ liens? TIADA has stopped many intrusive pieces of legislation over the years that would have made dealers vulnerable to a mechanic’s lien that would have been superior to the dealer’s lien. (These types of bills come through the legislature almost every session and TIADA has blocked every one of them). These are but a few of the many accomplishments of TIADA at the state legislature. Each and every legislative session the TIADA legislative team reviews 4,000 pieces of legislation just to make sure there isn’t something that will come back to hurt YOU and your business. What’s that worth to you? Now let’s fill some more lines in the bracket. Have you ever had an examination by one of the regulatory agencies such as the OCCC, Comptroller’s Office, DMV, FTC or the CFPB? Did the staff of TIADA come to your aid during that examination period? I have been examined numerous times by various agencies. Every time I needed help during the examination on a particular issue, the staff of TIADA was right there to lend a hand and be an advocate for me with that particular agency. What about the auction card? Oh, I’m sorry the new auction app. Wow that’s pretty exciting. How many times in the past did you go to the auction and realize that you forgot your auction card? Now you will have your auction card via your phone right with you every (cont’d on pg. 6)

...Let’s evaluate what your TIADA annual membership fee buys you besides this magazine, my picture and this article. 4

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Putting the Power to Finance Deals in your Hands Dallas: 972.660.1000 • El Paso: 505.232.3100 • Houston: 713.218.9500 • San Antonio: 210.541.9500 │ │ training - support: 800.871.8051 © 2018 Lobel Financial. All rights reserved. Member NIADA.

Officers’ Message (cont’d from pg. 4)


One Year of Spot Delivery® for only $99 SAVE $250

Spot Delivery® is a concise, easy-to-read, monthly legal update that dealers can depend on to provide timely answers to legal questions they face every day. This newsletter addresses complex legal issues from an industry perspective; it also keeps dealers informed on new legal developments affecting their businesses. To receive a one-year subscription for only $99 (Retail Value $349), please go to and under the “Products” tab, click on “Legal Newsletters” and then choose “Spot Delivery”. At checkout, enter the discount code TIADA. A one-year subscription entitles you to 11 printed issues and online access to all back issues. The discount code expires 2/15/18. If you choose to renew after your one-year subscription ends, it will be at the then current annual rate. Offer valid for TIADA members only.

time you go to the auction. Members have saved almost $20,000 this year already! Download your app today. Let’s fill a few more lines in the bracket. Another one of the big benefits of TIADA is the educational opportunities. How many of you have attended an education workshop, attended the annual TIADA conference or have taken an online eLearning class? What’s that worth to you or your staff? Who else is providing education to you and your employees as it relates to matters in the state of Texas? Well your bracket should be full by now. I’m sure you can list some items I’ve not even mentioned to put in your bracket. The question is which one is your winner? Every time I think about it, the TIADA staff becomes one of my most valuable employees. They are constantly working for my best interest even without me asking. I couldn’t begin to go hire an employee for $499 to accomplish all they do. That’s the one check that will always be written every year. The winner in the top spot in my bracket is the TIADA staff. Thank you for all that you do. You are my MVP!


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board of directors meeting minutes January 15, 2018 | Hilton Austin Airport

compiled by Texas Dealer staff

Members Present

Greg Zak, Robert Beck, Kathrine Tolsch, Ryan Winkelman, Greg Phea, Mark Jones, Eddie Hale, Robert Blankenship, Greg Reine, Armando Villarreal, Paul Scott, and Juan Sabillón. At its meeting on Monday, January 15, 2018, TIADA took the following actions: President Greg Zak called the meeting to order at 12:49 PM.

Minutes of Last Meeting

Secretary Robert Beck presented the minutes of the last Board of Directors Meeting. A motion was made to accept the minutes. Moved by Kathrine Tolsch, seconded by Ryan Winkelman – PASSED

Treasurer’s Report

Treasurer Mark Jones presented the treasurer’s report. A motion was made to accept the report. Moved by Vicki Davis, seconded by Kathrine Tolsch – PASSED

President’s Report

Greg Zak announced the formation of the Ad Hoc Education Committee, Kathrine Tolsch to chair, and that the committee’s work will end in May. He updated the Board on the I.D.E.A. Program. He discussed plans to acknowledge TIADA past presidents’ service following the expiration of their term. He noted that he will attend the NIADA Leadership Conference later this month.

Executive Director’s Report

Executive Director Jeff Martin provided a legislative update and announced that all platinum sponsorships for the 2018 Annual Conference and Expo have been sold.


He described the association’s plan for local chapter engagement. He announced his attendance with President Zak at the NIADA Leadership Conference. Manager of Special Projects Teresa Orkun presented a report on membership renewals. The Board entered Executive Session at 3:06 PM. The Board returned to regular session at 3:08 PM. Jeff Martin updated the board on the association’s progress on the Five Year Strategic Plan. Mark Jones presented the FY18 budget. Director of Associate Member Relations Patty Huber provided an update on sponsorships. Board members will receive an email about testing the new auction app.

Old Business None.

New Business

A motion was made to have the Budget and Finance committee review refinancing the TIADA office building and explore options to invest some of the TIADA reserve funds. Moved by Kathrine Tolsch, seconded by Eddie Hale – PASSED A motion was made to adjourn the meeting. Moved by Robert Blankenship, seconded by Greg Reine – PASSED Meeting adjourned at 5:11 PM. A complete copy of any reports referenced in this document and more detailed notes from the meeting are on file at the TIADA office and available upon request.

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Dealer Academy

in partnership with


Presented by Brent Carmichael, Executive Conference Moderator, 20 Groups. NCM Associates, Inc. This has been a challenging year in the Buy Here, Pay Here industry, aided by another odd tax season and increased apathy by our customers in regards to their payments. Dealers are finding that every collection opportunity needs to be capitalized on and that’s where this seminar can help. Collect The Cash, Not The Car is designed to help you and your collection teams maximize your collection opportunities. Through this 1-day course you can expect to learn:

9:30am - 4:00pm $249 Members, Each Additional $199 (must be from same dealership)

$499 Non-members

• How to maximize the collectability of every customer • How to overcome the common and not so common customer objections • Effective skip tracing methods and tools • Effective phone collection techniques We have put together a very strong course outline that includes a wide array of role playing, classroom learning and interactive activities that will allow your collection team to soak up the information and come back to your dealership ready to collect the cash and not the car.

Sponsored by:

Monday, March 26, 2018 San Antonio, Texas Double Tree Suites by Hilton Hotel 37 NE Loop 410 | San Antonio, TX 78216 210.366.2424

Texas Independent Automobile Dealers Association

Register online at or by phone at 512.244.6060.

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legal corner


Looking at Insurance Options: Debt Cancellation Agreements Offer an Alternative

s there a BHPH dealer or other car creditor in the state of Texas who hasn’t felt the frustration of countless man-hours of “chasing” insurance coverage on vehicles, only to be burned by narrow-coverage insurance policies which limit coverage to a named driver, or exclude from coverage the person driving the vehicle at the time of an accident? And it’s not just vehicle lien-holders who are getting stiffed. A recent article in the Dallas Morning News highlighted the problem of drivers and car owners who had the bad fortune of being hit by vehicles for which the liability coverage was limited, thus resulting in denial of the liability claim. Prior articles in Texas Dealer have documented the problems that Texas BHPH dealers and other creditors are having with certain insurance companies that were relied upon to provide property-damage coverage for financed vehicles. The articles also pointed out other problems car creditors faced after their collateral was damaged, such as claims that policies had been cancelled prior to accidents when no notice of cancellation had been received by the creditor. Another common problem has been the infamous low-ball settlement offers that are based on an insurance-industry price guide with values that bear little similarity to the prices listed in the auto industry standard guides. As a result of newspaper articles and editorials decrying the problems caused by limited-coverage policies, and the personal experience of at least one member of the legislature, bills have been filed in

March 2018

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the Texas Legislature that would have prohibited insurers from selling car policies with excluded drivers and named-driver-only provisions. Despite smooth sailing in the Texas House, the bills have died in the Texas Senate. One bill that did survive, however, requires car insurers to plainly inform their insureds (and supposedly, lien holders) of the limits in coverage that the policies contain. Another recent positive development was the issuance by the Office of Consumer Credit Commissioner (OCCC) of an opinion letter stating that car creditors who required property damage insurance as a condition of financing a vehicle could reject policies tendered by their customers that contained named-driver-only or excludeddriver endorsements. TIADA had worked with the agency to obtain clarification of what a dealer could or could not do in trying to protect itself from limited policies. The articles also mentioned some alternative types of coverage that BHPH dealers might want to consider in protecting their collateral. For instance, some dealers are using collateral protection programs that

by Michael




In determining if a DCA program is appropriate, dealers should assess whether the costs of “chasing insurance” and dealing with insurance companies is high enough to consider an option to requiring traditional insurance coverage. give the lien holder some control over payment of premiums and cancellation of policies. Encouraging vehicle buyers to obtain a standard Texas driver policy (which doesn’t contain limitations) is another option, but these policies are often more expensive and thus not as attractive to debtors.

How the Debt Cancellation Option Came About One of the options mentioned in prior articles was the use of a Debt


Upcoming Events TIADA DEALER ACADEMY Online Registration available at

March 2018 2 6 Collect the Cash, Not the Car

San Antonio, TX

April 2018 9 Keeping Your Dealership Compliant

Victoria, TX

3 0 Social Media Marketing for Independent Dealers Houston, TX May 2018 2 1 Sales Essentials for

Retail/Special Finance Dealers Houston, TX

OTHER TIADA EVENTS April 2018 1 6 Board of Directors Meeting

Austin, TX

July 2018 2 9 - 3 1 Annual Conference & Expo

Dallas, TX


Cancellation Agreement (DCA) as an alternative to requiring property-damage insurance. Prior to September 1, 2009, only national banks and state banks were authorized to offer DCAs. But with the passage of Senate Bill 1966 in 2009, the legislature recognized that sellers licensed under Chapter 348 of the Texas Finance Code could offer and sell DCAs in conjunction with the financing of motor vehicle sales and could add a “reasonable” fee to the contract. The legislation also specifically provided that a DCA was not insurance subject to regulation by the Texas Department of Insurance. Before the passage of S.B. 1966, dealers could sell a GAP insurance policy that would cover any loss or deficiency that remained after the primary property damage coverage paid. The premium agreed to by the customer and paid to a licensed insurance company for the GAP policy could be added to the motor vehicle installment contract. The insurance companies that marketed GAP policies offered them primarily to franchised dealers and most products were unavailable to independents. Some dealers wrongly thought they could add a charge to a contract for GAP coverage without actually purchasing a GAP policy (a charge sometimes referred to as a “GAP waiver”). The OCCC took the position that GAP waiver charges were unauthorized by the Finance Code. Upon discovering through audits that such unauthorized charges had been made, the OCCC had required dealers to make refunds. The OCCC, through its audits of dealers, has also found that some dealers have been adding charges for some type of “insurance waiver,” a unilateral charge made in exchange for waiving the insurance requirement in the contract. A charge for an “insurance waiver” is also considered to be an unauthorized charge and is subject to refunding upon discovery.

The passage of S.B. 1966, however, established a procedure for car creditors to sell debt cancellation agreements as long as certain requirements were met. In addition to the legislative provisions of S.B. 1966 that appear in the Finance Code, there are rules issued by the OCCC that further regulate DCAs. For instance, the Finance Code authorizes a “reasonable” fee, while the OCCC rules set a maximum fee that is considered to be reasonable. The rules also offer detailed provisions as to what can be included in a DCA and what can’t. There are three types of DCAs recognized by OCCC, but for the purpose of this article, we’ll only discuss the type that would apply in most BHPH situations. Some of the more important provisions of the statute and rules governing DCAs are: Purchase of the DCA can’t be  required as a condition of financing. That is, the buyer has the right to meet the propertydamage insurance requirements of the contract by buying a policy issued by an insurance company licensed to do business in Texas. If the vehicle is damaged to the  extent that it is deemed a total loss, or is stolen, the balance of the contract owed as of the date of loss is forgiven. It doesn’t affect the debtor’s obligations to repair a vehicle that is damaged, but not totaled. Even if the debtor agrees to pur chase the DCA, but also buys insurance, the seller can’t be listed as loss payee on the debtor’s policy and can’t receive payment upon loss. The DCA form must be ap proved by the OCCC. (Burrell Printing has a form that has been pre-approved.) Certain permissible exclusions  can be placed in the contract that would not require debt forgiveness, such as losses from intentional acts, losses from normal wear and tear, and losses from voluntary abandonment of vehicles. T e x a s

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What Rates Can Be Charged?

The OCCC rules set forth maximum rates that are considered to be “reasonable.” These percentages are multiplied by the amount financed on the contract, with the corresponding amount added as an “other charge” on a line that is to be identified as a “debt cancellation agreement fee.” The DCA fee thus becomes a part of the amount to be paid by the debtor for which finance charge is assessed, and is spread over the term of the contract. No sales tax is added to the contract on the DCA fee. Maximum rates are based on the length of the contract. In the case of contracts that run 12 months or less, the maximum is ten per cent. Contracts between 13 and 35 months can have 12 per cent added. And on contracts that are over 36 months, up to 14 per cent can be added. The following is an example of how the rates would work in a sample transaction. Assume an amount financed on a contract of $7,500 to be paid over 30 months. Since this transaction fits under the 12 per cent maximum, the amount to be added to the contract would be $900.00. The monthly payment would thus be boosted by $30 plus finance charge. A self-administered DCA program can be set up without any start-up or maintenance costs. The first requirement is a debt cancellation agreement form that has been approved by the OCCC. If the agreement is signed by the purchaser, the charge is added to the contract (many contract forms now have a line under “other charges” for DCAs) and the DCA charge becomes part of the car payment. There is no sales tax assessed on the DCA charge. The car creditor is not required to keep a separate account for DCA income and there are no government reporting requirements. Another option would be a commercially available DCI program that includes assistance in set up and administration. These usually involve the purchase of some type of re-insurance

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and setting up an off-shore company for tax shelter purposes. In determining if a DCA program is appropriate, dealers should assess whether the costs of “chasing insurance” and dealing with insurance companies is high enough to consider an option to requiring traditional insurance coverage. That cost should be balanced against the amounts actually collected from customer’s insurance policies, and weighed against the amounts that could be collected under a DCA program.

While it’s not the solution for everyone, a DCA should be considered with all the other options for protecting collateral. Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for over 40 years. He has written a number of books and hundreds of articles for trade journals and law reviews. His clientele includes dealers, banks, finance companies, auto auctions and credit unions.



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1. Go to the App Store and search “IADA” 2. Download and open the app 3. Select “Membership Rewards” 4. Select “Texas — TIADA” 5. Scroll down to “CREATE ACCOUNT” and fill in all the fields. Select DONE button when finished.

After you have created an account, TIADA will verify your membership and email that your app is ready to use!

feature The Leading Edge of Leadership

FeaturedPresenter by Michael York President/CEO of Michael York Mastermind Consulting


hil Knight of NIKE once remarked, “THERE IS ONLY ONE LEADER!” That sounds powerful… ONLY ONE! Black or white, win or lose, no room for finishing second. I get the opportunity to do quite a few “leadership” talks or presentations. Once as I was preparing to do a session for a member-organization at a university, I went back to my dictionary to look up the word leadership.

Guess how many people look up words in the dictionary? Right, not many. Because they think they already have a pretty good idea what the word means (and if not, they’ll just fake it, or worse… misuse it). That means looking up words occasionally, even when you think you already know their meaning, is uncommon. There are many “common” misconceptions on leaders and leadership. Webster defines leadership as “the ability or capacity to lead.” March 2018

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Just above that entry in the New College Dictionary under the word “leader” there are more than 13 references or definitions. Really, not one of those definitions I found are appropriate in delivering a message to a group of individuals or to an organization that wants to truly understand leaders and genuine leadership. I was disappointed in that discovery. Much as the disappointment I feel when I hear some of the proliferation of leadership messages in

LEADING EDGE ~ The edge of a sail or vessel that faces the wind. The foremost position in a trend or movement; the vanguard, someone or something occupying such a position… THE LEADING EDGE. 15

the marketplace today. However, just a couple of entries down that same page is the definition of LEADING EDGE… “The edge of a sail or vessel that faces the wind. The foremost position in a trend or movement; the vanguard, someone or something occupying such a position… THE LEADING EDGE.” Wow. The Leading Edge. That was the mental picture I was looking for. The TRUE LEADER. The setting of the sail, the direction we’ve chosen to go, the individual or organization out in front. The point at which we face the challenge and adversity ahead, the winds of change, and the leading edge that propels us through it. Does that give you a mental picture?

It’s not a bad definition of how true leaders meet the challenge of leadership. True leaders can be anywhere in the organization, not just at the top. True leaders don’t create more followers, they create MORE LEADERS! By their thinking, commitment, actions and expectations they raise the bar on what’s considered possible or IMPOSSIBLE. Don’t just think about individuals as leaders, think about products or organizations. FedEx made the delivery service as a whole radically better, even more than the postal service! They changed the expectation of the marketplace by changing the performance (or the how) of delivery. Can you believe there was a time when we said, “Oh, it’ll get there when it gets there… 2 or 3 days, maybe? OK, I guess that’s fine.” The next day! That’s what FedEx promised. Soon it was what the marketplace demanded.

I love how Jim Rohn (one of my long-time teachers) offers up his take on true leaders: The challenge of leadership is to be strong, but not rude; to be kind, but not weak; to be bold, but not bully; to be thoughtful, but not lazy; to have humor, but without folly; to be humble, but not timid; to be proud, but not arrogant. Well said Mr. Rohn. How about Jim Collins’ “Level 5 Leadership?” Read page 13 of his book Good to Great and let me know if it surprises you like it surprised me! The first 16 pages of that book should be required reading for everyone. I work with associations and member organizations that are trapped in mediocrity largely because of the way they think! They focus on what’s possible and impossible.


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texas independent automobile dealers association

TIADA texas independent automobile dealers association Se Habla Español T e x a s

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One of the associations I’ve worked went from less than 600 members to over 2500 and became the largest association of its kind in THE NATION in just over two years! How’d they do it? By changing the thinking of the leadership and finding the right HOW! The leader of that organization had met with considerable “cold shoulders” as the new kid on the block who became #1. Envy, jealousy, and excuses on “why our organization didn’t do that.” Or worse, why it CAN’T do that! Isn’t it amazing how so often that is the response to RADICAL results or BIG improvement? I’ve seen the same thing so many times. “Well the only reason they’re #1 is blah, blah, blah.” “We are better quality.” “We don’t have this or that.” “It won’t last, they’ll find out it’s not that easy all the time.” Whatever! Excuses and jealousy are common! Being trapped doing things the same old way is also very common. Radical growth and improvement, UNCOMMON! To your UNCOMMON SUCCESS! Michael York is the author of BECOMING UNCOMMON and The 10 Commitments along with a host of E-books and audio programs. He is the “Chief Learning Officer” and consultant to a variety of selling organizations and has spoken to over 1000 live audiences on Leadership, Personal Development, Becoming Uncommon and winning in today’s marketplace. Find out more about him at He will be presenting at the 2017 TIADA Annual Conference & Expo taking place from July 29–31 at the Hilton Anatole in Dallas.

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Please Welcome Our Newest TIADA Members DEALER MEMBERS Barron’s Auto Enterprise, Inc. – Brownwood Robin Essex 415 East Commerce St. Brownwood, TX 76801 Choice Motors LLC Luke Bonner 3109 Woodlawn Blvd Denison, TX 75020 Discount Auto Brokers Seyed Tabatabaei 14635 Westpark Dr. Houston, TX 77082 El Paso Auto Center Corey Means 8330 Gateway Blvd E El Paso, TX 79907 Gil Auto Sales Inc. Leo Gil 5550 Barker Cypress Rd. Houston, TX 77084 HB Autos, LLC Justin Hughes 397 N Sam Houston Pkwy E, Suite 475L Houston, TX 77060 JD Byrider – North Houston Marcela Rodriguez 8224 North Freeway Houston, TX 77307 jp carfinder Jean Pierre Coriolan 13205 North HWY 183 Austin, TX 78738 Lucky Star Motors Lucky Cappelletti 1940 Highway 6 South Houston, TX 77007 Midtown Auto Group Joseph Deshotel 2217 Blodgett St, Suite 606 Houston, TX 77004 Neighborhood Autos – Azle Eddie Hale PO Box 1719 Decatur, TX 76234

Neighborhood Autos – Bridgeport Eddie Hale PO Box 1719 Decatur, TX 76234 Neighborhood Autos – Denton Eddie Hale PO Box 1719 Decatur, TX 76234 Neighborhood Autos – Gainesville Eddie Hale PO Box 1719 Decatur, TX 76234 Neighborhood Autos – Lewisville Eddie Hale PO Box 1719 Decatur, TX 76234 Neighborhood Autos – Sanger Eddie Hale PO Box 1719 Decatur, TX 76234 Neighborhood Autos – Watauga Eddie Hale PO Box 1719 Decatur, TX 76234 Patriot Motorcars LP Rod Hayes 6741 A Corporation Parkway Fort Worth, TX 76126 Premiere Auto Sales Joshua Rosa 1204 S Gabriel Leander, TX 78641 RBF Auto Betty Ferreria 3402 Dunvale Rd. Houston, TX 77063 S.M. Auto Sales Cesar Messina 2098 Thonig Rd Houston, TX 77055

Southern Boys Motor Finance, LLC Shawna Kreuzer PO Box 2004 Sour Lake, TX 77659

ASSOCIATE MEMBERS American Risk Services Kirk Saunders 527 Creekshire Circle Canton, GA 30115 Bob Hughes Display Bob Hughes 9620 Long Point Rd. #700 Houston, TX 77055 Drive N Style of Central Texas Mathew Yellott 18348 Masi Loop Pflugerville, TX 78660 Erik Wilson & Associates Erik Wilson 2245 Texas Dr. Suite 300 Sugar Land, TX 77479 Frances R. Badgett Frances Badgett 907 N. Canyonwood Dr. Dripping Springs, TX 78620 Sterling Credit Corporation Jason Ward 555 Winderley Pl Ste 100 Maitland, FL 32751 The Innovate Companies Brandi Hudecki 4704 Mercantile Dr Ft Worth, TX 76017 Vehicle Protection Services Lou Dienhart 3008 Pepper Grass Trail Cedar Park, TX 78613 Westlake Flooring Services Dustin Bell 321 Daisy Lane Burleson, TX 76028


on the cover by Michael Spurlin Texas Dealer Editor

What’s the Best PartHow About Being a TIADA Member? to Enter: What’s the Best Part About Being a TIADA Member?

Select the legislative victory or member benefit you believe is most valuable in each matchup. The option chosen by the most members in each matchup will advance. Two points will be awarded for each correct pick in round one, four points for round two, and eight points for the championship. Fax your completed bracket to 512.244.6218, scan andSales emailTax to . Deadline for entry is Saturday, March 31. Complete results and winner will be published in the May issueMechanic’s of the Texas Dealer. Deferred Lien Reform

Deferred Sales Tax

Mechanic’s Lien Reform

TIADA Website

TIADA Dealer Academy

TIADA Website

TIADA Dealer Academy

Dealers Are No Longer Insurance Police

No Fee for Registering RFC

Dealers Are No Longer Insurance Police Weekly Email Updates

No Fee for Registering RFC Annual Conference & Expo Annual Conference & Expo

Weekly Email Updates

Raise Doc Fee Without Notification

Curbstoning Crackdown

Raise Doc Fee Without Notification TIADA Auction App

Curbstoning Crackdown Texas Dealer Magazine

TIADA Auction App 3rd Party Liability Insurance Check Must Include Lienholder

Texas Dealer Magazine TxDMV Board Position for Independent Dealer

TIEBREAKER: How many TxDMV Board Position for Independent TIADA DayDealer at the Auction

TIADA Day at the Auction



dealers attended the 2017 TIADA Annual Conference & Expo? TIEBREAKER: How many dealers attended the 2017 TIADA Annual Conference & Expo?


3rd Party Liability Insurance Check Compliance Must Include Lienholder Consultation Service

Compliance Consultation Service


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t’s that time of year where workers across the country start sneaking away from their jobs to fill out brackets for a chance to win bragging rights — and sometimes a little bit of their co-workers’ money. Once again TIADA wanted to get in on the fun and put together a bracket to see what dealers love most about being a TIADA member. This bracket combines two themes from the past and pits the wide array of member benefits against our greatest legislative achievements of the past 30 years. What will come out on top? Will it be a member benefit like the TIADA Auction App or the Compliance Consultation Service? Or will a piece of TIADA supported legislation like Deferred Sales Tax or Curbstoning Crackdowns take the crown? You make the choices and send in your bracket to decide the winner. The entry that comes closest to matching the final winning bracket has a chance at winning a $500 prize! Let’s preview the first round matchups.

Deferred Sales Tax vs. TIADA Website

This entry brings a lot of depth to its opening round matchup. From the online magazine, to the dealer member directory to timely news in our blog, the TIADA website has a lot to offer members. Its versatility makes it a formidable opponent. However, it may have the toughest opening round opponent, former bracket winner Deferred Sales Tax legislation. Prior to passage by the Texas Legislature of the TIADA’s so-called Fair Tax Bill in 1993, dealers who finance in-house were responsible for paying the total amount of the motor vehicle sales tax at the time of transfer. The implementation of deferred sales tax allowed for the payment of motor vehicle sales tax out of customer payments, and for the cancellation of sales tax once those payments stop. This legislation provided dealers and customers with a huge cost savings.

Dealers Are No Longer Insurance Police vs. Weekly Email Updates

HB1707 in 1999 did away with the requirement that a licensed car dealer provide proof of liability insurance for the buyer when a title is transferred. Since the mandatory liability law was passed in 1991, the duty to have liability insurance had been placed on the operator of a vehicle. The law, prior to passage of House Bill 1707, required county tax collectors to reject any application for registration that wasn’t accompanied with proof of insurance. What trapped dealers in the process was the requirement in the title act that licensed dealers must handle the transfer paperwork. This legislation made life easier for dealers, but does it have what it takes to knockout the TIADA Weekly Email Update? These updates keep dealers informed of important developments in the industry, upcoming TIADA events and news and include valuable compliance tips to keep members from running afoul of any regulations.

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Curbstoning Crackdown vs. Texas Dealer Magazine

Passed in 2013, this curbstoning legislation helps law enforcement crackdown on a longtime problem for the industry. It allows any peace officer in the state, regardless of location, to take action against a person who is engaged in business as a dealer without a license. When an officer has probable cause that a vehicle is being offered for sale by an unlicensed person, the officer can attach a notice to the vehicle stating that the vehicle may be towed in two hours if not removed. A vehicle that is not removed within the two hour notice period may be towed and stored at a vehicle storage facility (VSF). The law also provides that, once notice has been attached, a peace officer may prevent the vehicle from being removed by the curbstoner unless the person provides evidence of ownership in the person’s name. This legislation was a game changer, but is it enough to take down this very magazine, Texas Dealer? The magazine is the premier industry publication in Texas, filled with quality content on compliance issues and best practices. Each month it is delivered to members in the mail and available any time online.

TxDMV Board Position for Independent Dealer vs. TIADA Day at the Auction

On paper, this matchup appears to be one of the fiercest first round battles as both of these entries are vitally important to TIADA members. The legislature elected to carve motor vehicle regulation out from under TxDOT in 2009 and established an entirely new agency, the Texas Department of Motor Vehicles. TIADA supported the creation of the agency, provided that the governing board include a position reserved for an independent dealer. This position allows the perspective of the independent dealer to be heard at the highest level of the agency regulating the industry, a crucial benefit that helps prevents overzealous regulations. Facing off against this legislative achievement is TIADA at the Auction. Members can win free swag, buy/fee discounts, free admission to the conference and education seminars or cold hard cash! This matchup is a true toss up that either could win!

Mechanic’s Lien Reform vs. TIADA Dealer Academy

For many years, due to a gaping hole in the titling system, car creditors were losing an ever-increasing number of vehicles to fraudulent mechanic’s liens. During the 81st legislature in 2009, TIADA spearheaded an effort to reform the system. In a nutshell, the successful passage of a complex bill authored by Sen. John Carona and Rep. Patricia Harless provided that: a mechanic must notify the county tax assessor of the lien; the tax assessor must, in turn, notify the dealer; a signed work order must be provided with the notification; and the mechanic must allow inspection of repairs. Furthermore, failure by the 19

mechanic to meet the above requirements results in the dealer’s lien being superior to the mechanic’s lien. This was a huge victory for dealers, but will that propel the legislation past TIADA Dealer Education Seminars? No one knows the industry like TIADA. We offer various seminars throughout the year meant to keep you up to date on the latest compliance issues, regulatory changes and best practices. It is a crucial benefit that helps dealers become successful, but is it enough to make it to the next round?

No Fee for Registering RFC vs. Annual Conference & Expo

One of the rookies in the bracket, this legislation was passed just last year by the Texas Legislature. It eliminated the annual registration fee for a related finance company and repealed the Texas Comptroller’s authorization to charge a fee. Dealers with related finance companies now save $600 annually as a result of this legislation. Those big savings should allow this entry to remain competitive against the TIADA Annual Conference & Expo. Some of the most respected voices in the industry will tell you that TIADA puts on one of the best conferences in the country. Hundreds of dealers, hours of education breakouts, special appearances by legislators and industry leaders as well as one of the best expo halls around make this benefit a serious threat to go all the way.

Raise Doc Fee without Notification vs. TIADA Auction App

Another rookie faces off against a perennial power that is sporting a brand new look this year. This doc fee legislation allows dealers to charge a doc fee less than or equal to the “Safe Harbor” amount, currently $150 without notifying the Office of Consumer Credit Commissioner.


Passed in 2017, the legislation also provides dealers relief from possible fines for failing to provide this notification. It truly promoted more efficient government provided a tangible benefit to dealers, but will that be enough to overcome one of the clear favorites in the tournament? The TIADA Auction App is a “new” benefit launched in 2018 that improves one of the single most popular benefits to dealers, the VIP Auction Card. Dealers who download the app can save up to $200 on buy/sell fees at over 40 participating auctions around the state. Unlike the card, dealers will now always have the benefit with them in the convenience of a mobile app. With the potential to save members enough money to pay for a year’s dues, you could be looking at the future champion.

3rd Party Liability Insurance Check Must Include Lienholder vs. Compliance Consultation Service

In 1989, at the urging of TIADA, the 71st legislature passed a bill that placed a lien on liability insurance proceeds in favor of the holder of a perfected motor vehicle lien. Since the bill’s passage, if a liability carrier goes around the recorded lien holder, the carrier can be sued and forced to pay. The law provides that the lienholder must be included regardless of the settlement amount. This legislative victory is pitted against another longtime popular benefit, the Compliance Consultation Service. This benefit allows free answers to any compliance or regulatory questions. From government investigations, to thorny repossession issues to complicated titling questions, directly or indirectly our experts can find you the answers you need. It is a powerful benefit sure to be a major contender in the bracket, provided it can get past its first opponent!

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Stockwave shows you inventory from across the country, ranked by profit potential based on your unique needs as an independent dealer. That’s why the dealers who use it earn up to 40% more gross profit on cars they buy at auction. They don’t search. They don’t stress. They just say, “Stockwave, show me the money!”

See how it works at | 888-365-1032

2018 TIADA Auction Directory ABILENE Alliance Auto Auction Abilene

6657 US Highway 80 West Abilene, TX 79605 325.698.4391, Fax 325-691-0263 General Manager: Brandon Denison Friday, 10:00 a.m.

C.M. Company Auctions, Inc.

2258 S. Treadaway Abilene, TX 79602 325.677.3555, Fax 325.677.2209 General Manager: Gregory Chittum Thursday, 10:00 a.m.


2108 Ferguson Ln., Austin, TX 78754 512.873.4000, Fax 512.873.4022 General Manager: Rich Levene Tuesday, 9:00 a.m.

America’s AA Austin / San Antonio

16611 S. IH-35, Buda, TX 78610 512.268.6600, Fax 512.295.6666 General Manager: John Swofford Tuesday, 1:30 p.m. / Thursday, 2:00 p.m.

Insurance Auto Auctions Austin*

2191 Hwy 21 West, Dale, TX 78616 512.385.3126, Fax 512.385.1141 General Manager: Geoffrey Rabb Tuesday, 9:00 a.m.

Metro Auto Auction – Austin

8605 Cullen Ln., Austin, TX 78748 512.282.7900, Fax 512.282.8165 General Manager: Brent Rhodes 3rd Saturday, monthly

CORPUS CHRISTI Corpus Christi Auto Auction

2149 IH69 Access Road Corpus Christi, TX 78380 361.767.4100, Fax 361.767.9840 General Manager: Hunter Dunn Friday, 9:30 a.m. 22

Get up to $200 off a buy or sell fee at these participating auctions using the NEW TIADA Auction App! * VIP discount valid for sell fees only

Insurance Auto Auctions Corpus Christi*

4701 Agnes Street Corpus Christi, TX 78405 361.881.9555, Fax 361.887.8880 General Manager: Adriana Serrano Wednesday, 9:00 a.m.


3501 Lancaster-Hutchins Hutchins, TX 75141 972.225.6000, Fax 972.284.4799 General Manager: Brad Garrett Thursday, 9:30 a.m.

Alliance Auto Auction Dallas

9426 Lakefield Blvd., Dallas, TX 7520 214.646.3136 General Manager: Chris Dean Wednesday, 1:30 p.m.

America’s AA Dallas

219 N. Loop 12, Irving, TX 75061 972.445.1044, Fax 972-591-2742 General Manager: Robert Hammonds Tuesday, 1:00 p.m. / Thursday, 1:00 p.m.

Insurance Auto Auctions Dallas*

204 Mars Road, Wilmer, TX 75172 972.525.6401, Fax 972.525.6403 General Manager: Henry Valenzuela Wednesday, 9:00 a.m.

Insurance Auto Auctions DFW*

4226 E. Main St, Grand Prairie, TX 75050 972.522.5000, Fax 972.522.5090 General Manager: Jennifer Wesner Tuesday, 9:00 a.m.

Manheim Dallas Fort Worth

12101 Trinity Blvd., Fort Worth, TX 76040 817.399.4000, Fax 817.399.4251 General Manager: Nicole Graham-Ponce Thursday, 9:30 a.m.

Metro Auto Auction – Dallas

1836 Midway Rd., Lewisville, TX 75056 943.492.0900, Fax 972.492.0944 General Manager: Scott Stalder Tuesday, 9:00 a.m.

Texas Lone Star Auto Auction

2205 Country Club Drive Carrollton, TX 75006 214.483.3597, Fax 214.483.3814 General Manager: Jeff Dunning Tuesday, 1:00 p.m. / Thursday, 2:00 p.m.

EL PASO El Paso Independent Auto Auction

7930 Artcraft Rd, El Paso, TX 79932 915.587.6700, Fax 915.587.6700 General Manager: Luke Pidgeon 10:00 a.m. Standard Sale

Insurance Auto Auctions El Paso*

14651 Gateway Blvd. W, El Paso, TX 79927 915.852.2489, Fax 915.852.2235 General Manager: Jorge Resendez Friday, 10:30 a.m.

Manheim El Paso

485 Coates Drive, El Paso, TX 79932 915.833.9333, Fax 915.581.9645 General Manager: JD Guerrero Thursday, 10:00 a.m.


Manheim Dallas

Big Valley Auto Auction

5333 W. Kiest Blvd., Dallas, TX 75236 214.330.1800, Fax 214.339.6347 General Manager: Rich Curtis Wednesday, 9:00 a.m.

4315 N. Hutto Road, Donna, TX 78537 956.461.9000, Fax 956.461.9005 General Manager: Lisa Franz Thursday, 9:00 a.m.

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Manheim South Houston

9605 Galveston Road Houston, TX 77034 713.948.0001, Fax 713.948.0300 General Manager: Darren Slack Tuesday, 6:00 p.m.

Manheim Texas Hobby

MIDLAND/ODESSA Insurance Auto Auctions Permian Basin*

701 W. 81st Street, Odessa, TX 79764 432.550.7277, Fax 432.366.8725 General Manager: Barbara Hallmark Thursday, 11:00 a.m.

Insurance Auto Auctions McAllen*

900 N. Hutto 20.10Rd, Donna, TX 78537 956.464.8393, Fax. 956.464.8510 General Manager: Ydalia Sandoval Tuesday, 9:00 a.m.

8215 Kopman Road Houston, TX 77061 713.649.8233, Fax 713.640.6330 General Manager: Darren Slack Thursday, 9:00 a.m.



Alliance Auto Auction Longview

ADESA Houston

4526 N. Sam Houston , Houston, TX 77086 281.580.1800, Fax 281.580.8030 General Manager: Michael Schenks Wednesday, 9:00 a.m.

America’s AA Houston

1826 Almeda Genoa Rd. Houston, TX 77047 281.819.3600, Fax 281.819.3600 General Manager: Rob Frazier Thursday, 2:00 p.m.

America’s AA North Houston

1440 FM 3083, Conroe, TX 77301 936.441.2882, Fax 936-788-2842 General Manager: Buddy Cheney Monday, 6:30 p.m.

Houston Auto Auction

6000 East Loop 281 Longview, TX 75602 903.212.2955, Fax 903.212.2556 General Manager: Chris Barile Friday, 10:00 a.m.

Insurance Auto Auctions Longview*

2535 West. Mt. Houston, Houston, TX 77038 281.847.4700, Fax 281.847.4799 General Manager: Michelle Casper Wednesday, 9:00 a.m.

Manheim Houston

14450 West Road, Houston, TX 77041 281.924.5833, Fax 281.890.7953 General Manager: Eddie Pope Tuesday, 9:00 a.m. / Thursday, 6:30 p.m. March 2018

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Insurance Auto Auctions San Antonio*

11275 S. Zarzamora San Antonio, TX 78224 210.628.6770, Fax 210.628.6778 General Manager: Brian Sell Monday, 9:00 a.m.

Manheim San Antonio

San Antonio Auto Auction

Insurance Auto Auctions Lubbock*

13510 Toepperwein Road San Antonio, TX 78233 210.298.5477, Fax 210.298.5484 General Manager: Brandon Walston Tuesday, 9:30 a.m. / Thursday, 1:30 p.m.

Manheim West Texas

200 S. Callaghan Rd San Antonio, TX 78227 210.434.4999, Fax 210.431.0645 General Manager: Clifton Sprenger Thursday, 9:00 a.m.


Insurance Auto Auctions Houston North*

Insurance Auto Auctions Houston*

5311 N. CR 2000, Lubbock, TX 79415 806.747.5458, Fax 806.747.5472 General Manager: Lori Davee Tuesday, 9:30 a.m.

16602 East Hardy Rd., Houston, TX 77032 281.443.1300, Fax 281.443.4433 General Manager: Louis Cappi Thursday, 9:00 a.m.

ADESA San Antonio

5577 Highway 80 East Longview, TX 75605 903.553.9248, Fax 903.553.0210 General Manager: Robert Dunning Thursday, 9:00 a.m.

6767 North Freeway, Houston, TX 77076 713.644.5566, Fax 713.644.0889 President: Tim Bowers Tuesday, 1:00 p.m.


614 E County Road 7200, Lubbock, TX 79404 806.745.1905 General Manager: Nicole Graham-Ponce Tuesday, 10:00 a.m.

2042 Ackerman Road San Antonio, TX 78219 210.661.4200, Fax 210.662.3113 General Manager: Mike Browning Wednesday, 9:00 a.m.

TYLER Greater Tyler Auto Auction

11654 Hwy 64 W, Tyler, TX 75704 903.597.2800, Fax 903.597.2800 General Manager: Wayne Cook Tuesday, 5:00 p.m.



Lufkin Dealers Auto Auction

Alliance Auto Auction Waco

2109 N. John Reditt Dr. Lufkin, TX 75904 936.632.4299, Fax 936.632.4218 General Manager: Wayne Cook Thursday, 6:00 p.m.

15735 I-35 Frontage Road Elm Mott, TX 76640 254.829.0123, Fax 254.829.1298 General Manager: James Baron Friday, 10:00 a.m. 23




• MORE EDUCATION • BIGGER EXPO HALL Go to to register! 24

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thank you



S P O N S O R S H I P & E X H I B I T I N G O P P O R T U N I T I E S A R E S T I L L AVA I L A B L E .


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ACV Auctions – Monday Happy Hour Adesa – Hotel Keycard Alliance Auto Auctions – Monday WIFI CP Insurance Associates – Special Membership InterActive Financial Marketing Group – Guest Room Mirror Cling Decal PrimaLend Capital Partners – Meeting Digital Signage TradeRev – Dealer Excursion V12Software – Lanyards B R O N Z E



Advantage GPS by Procon Analytics Alpha Warranty Services

American Risk Services

Auto Master Systems, Inc.


Buckeye Dealership Consulting CarMax Auctions



Lane Gorman Trubitt, LLC PaymentVision



Sterling Credit Corporation The Innovate Companies vAuto

Alamo Financial

Auction123, an ARI Company

AutoManager Inc.


AUL Corp. AutoZoom

Car Care Promotions–

Floorplan Xpress, LLC

Lobel Financial RouteOne

AGORA Data, Inc.



Ignite Consulting Partners

NextGear Capital

Passtime GPS

Shilson Goldberg Cheung & Associates LLP

Tax Refund Services Tax Max Tri State Dealer Services



Texas Lone Star Auto Auction–Lubbock TrueCar

United Acceptance, INC.

Williams & Stazzone Insurance Agency, Inc.

C O N TA C T PAT T Y H U B E R AT PAT T Y. H U B E R @ T X I A D A . O R G / 5 1 2 . 3 1 0 . 9 7 9 5 March 2018

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2018 TIADA Annual Conference & Expo July 29-31, 2018 Hilton Anatole Hotel – Dallas, TX Customize your conference experience by selecting from the options below. Please complete the registration form and return it with payment in full to the address listed or for online registration, go to


EARLY BIRD RATE through June 29th

Register by June 29th,

Full Conference Pass—Dealers Only (includes Welcome Reception, Monday & Tuesday Education /Sessions, Expo Hall, Luncheon & Awards Dinner) 1st Registrant 2nd Registrant* 3rd + additional Registrant*

One-Day Dealer Pass (select Monday, July 30 or Tuesday, July 31 (Monday Pass includes General Session, Learning Tracks and Expo Hall) (Tuesday Pass includes Expo Hall, Learning Tracks, Luncheon, Excursions)

Save $100 per attendee. $595 $495 $395

$495 $395 $295

$300 $400 non-members

Expo Hall Only Dealer Pass


(includes Expo Hall Activities)

Non-Member (Dealers only) TADA and out-of-state IADA members are eligible for TIADA member rate (coupon code required)

$895 $795 (except as noted)

Awards Dinner Tickets Additional tickets many be purchased in conjunction with a dealer full conference pass* for your guest(s), spouse or children (10 & older); under 9 FREE.


* one dinner ticket included

Special Membership Ticket—Win $10,000 Each $100 membership donation enters you in the $10,000 drawing to be held at the Conference. You need not be present to win!


Sponsored by CP Insurance Associates *Registrants must be from same dealership to receive discounted rate

Discounted guestrooms are available for $180/night plus $8 discounted resort fee for TIADA Conference attendees. Please contact the hotel directly to book your room. Must be reserved on or before June 29th to receive discounted rate.

Hilton Anatole Hotel / 2201 N. Stemmons Frwy / Dallas, TX 75207 Call 214.748.1200 or book online

Dealership: ______________________________________________________ Phone: ___________________ Address: ________________________________________________City/ST/Zip: ______________________  1st REGISTRANT


 Primarily BHPH Dealer

 Primarily Retail Dealer

Name: ____________________________________Name for Badge: ________________________Title: _______________________ Email: _______________________________________________  FULL CONFERENCE ($495 early bird through June 29th $595 standard)  ONE DAY PASS- Monday ($300)  ONE DAY PASS- Tuesday ($300)  EXPO HALL ONLY PASS ($149 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)  Addt’l. Awards Dinner Ticket FREE (Child 9&under) ($0 x ____)  TIADA Special Membership Tickets ($100 x ____)


$___________ $___________ $___________ $___________ 1st Registrant Subtotal $__________


Name: ____________________________________Name for Badge: ________________________Title: _______________________ Email: _______________________________________________  FULL CONFERENCE ($395 early bird through June 29th $495 standard)  ONE DAY PASS- Monday ($300)  ONE DAY PASS- Tuesday ($300)  EXPO HALL ONLY PASS ($149 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)  Addt’l. Awards Dinner Ticket FREE (Child 9&under) ($0 x ____)  TIADA Special Membership Tickets ($100 x ____)


$___________ $___________ $___________ $___________ 2nd Registrant Subtotal $__________


Name: ____________________________________Name for Badge: ________________________Title: _______________________ Email: _______________________________________________  FULL CONFERENCE ($295 early bird through June 29th $395 standard)  ONE DAY PASS- Monday ($300)  ONE DAY PASS- Tuesday ($300)  EXPO HALL ONLY PASS ($149 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)  Addt’l. Awards Dinner Ticket FREE (Child 9&under) ($0 x ____)  TIADA Special Membership Tickets ($100 x ____)

Payment Information  Make check payable to TIADA.

$___________ $___________ $___________ $___________ 3rd Registrant Subtotal $__________

Total Amount Due $ ____________

 TIADA is hereby authorized to execute payment to the following credit card:

Credit Card Number _________________________________________________Exp. Date ____________


 Visa

 MC

 Discover

SVC _________

Name on Card _________________________________________ Authorized Signature __________________________________________ For additional dealer registrants, please call us at 512.244.6060. For more information or to register online: TIADA | 9951 Anderson Mill Rd, Suite 101; Austin, TX 78750 | Phone 512.244.6060 | FAX 512.244.6218 |

feature How to Underwrite the BHPH Customer

FeaturedPresenter by Brent Carmichael Executive Conference Moderator, 20 Groups, NCM Associates, Inc.


have had the honor and pleasure to be a part of the deep subprime finance industry for 29 years. In my role as a 20 Group moderator, consultant, and educator in this wonderful industry, I have the opportunity to work with dealers from all across this great country of ours. The one thing that dealers always seem to struggle with is the underwriting their customers. Dealers that may be a little off where volume is concerned are looking at loosening up or “under”writing. For those that have the fortune of selling more than enough vehicles, they tend to start looking at ways to tighten up or “over”write. Whether you are looking to loosen or tighten up, overall consistency in your underwriting is the key to a well performing portfolio. To help insure that consistency, there are four areas that should be your focus. I learned them as the SAWS of underwriting. SAWS stands for Stability, Ability, Willingness, and Security. All current scoring systems, whether they are deep subprime,

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Whether you are looking to loosen or tighten up, overall consistency in your underwriting is the key to a well performing portfolio. subprime, or even prime are all driven to some extent by these four areas. Before I break down the SAWS and the impact they have on underwriting, they would be meaningless without two very important things. The first is a completed credit application. More than half the time of all the consulting with dealers I do, I can track lack of portfolio and even sales 31

What’s included: Funding for receivables You collect or We collect Floorplan Lines Simplified Insurance tracking

reports package training DBA - AmAc Acceptance corporation in texas

704-882-7100 ext. 7509 32

performance to incomplete, poorly completed, or credit applications that are not conducive to BHPH. I teach a BHPH specific sales training class and we spend two hours of the twelve total hour class on how to complete a credit application. In the collections and underwriting class I teach, we dedicate the same amount of time as well. It impacts both equally, positively and negatively. The other issue I see with credit applications is they are not geared to BHPH. I see too many dealers using a Ford or GMAC credit application. Those types of applications are typically too lengthy and ask questions that are irrelevant to what we need and are missing questions that we DO need. The best credit applications I’ve seen ask for information like number and age of dependents, co-workers names and contact information, and “Goes By” in the name line. Information that can help us get a better idea of what the customer needs and even a few more leads for sales. The credit application, if structured and completed correctly, gives us a better understanding of the customer’s “story.” Direct verification is the other important thing before I breakdown the SAWS. A well-structured and complete credit application and good implementation of the SAWS are worthless unless you verify the information provided on the credit application. You want to make sure that the information is accurate since you will be starting a long term relationship with the customer. Relationships built on misinformation typically don’t last. And when I say direct verification I mean actually calling the landlord, place of employment, credit references and even the personal references. Utility bills and paystubs can easily be faked. I have seen a website where you can not only generate a paystub with at least five different templates that accurately

calculates all deductions, but also create a utility bill as well. The biggest push back I get when it comes to direct verification is that it slows down the deal. If you have a well-structured and complete credit application, the verification process should be no more than 30 minutes. When it comes to the SAWS, stability is first and is the most important when it comes to our customer base. Obviously this refers to how stable the customer is. This will include the time at residence and time at job. Through surveys and analysis we do as part of our 20 Groups, we have found that the BHPH customer averages 2-3 years at the residence and their jobs. This means that the average customer will change both residence and job at least once in the term of their note. So you should always get a residence and job history from the customer that is at least as long as your note will be. The important thing here is not just time at current job and residence, but time at previous and any breaks in either. I don’t mind a customer having six months at their current job, six months at their previous job, and six months at the job before that if there is little to no breaks in between. I get more concerned with a customer who has 6 months at their current job and one year at their previous job, but had a six week gap in between. The first customer shows they have consistently been employed for 18 months. The second has shown they are willing to not work for an extended period of time. When it comes to residence, I am seeing more and more customers who state they live with family or friends. I believe this is more of a millennial trend. In most cases using a question simply worded “how long have they lived with you THIS time” will reveal the truth to their actual time living with that family member or friend. I always recommend contact landlords directly. If they are paying rent, it can be a good credit reference as well as verifying their T e x a s

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actual residence. As with time at job, you want to make sure there are no gaps here. You should always verify previous residences as much as possible. Ability is the next focus area and could probably be listed as 1a with stability being 1. Ability can also be called affordability. This is what the customer can afford or their ability financially to make their payment. Again, from surveys and analysis from our dealer clients, we have found that if you can keep the customers vehicle payment at or under 25% of their net verified income, those deals tend to perform better. Key here being verified net income or bill paying income. As I mentioned before, fake paystubs are easy to find on the internet so be careful to not simply use it as the only means of verification. Most companies use direct deposit and I would prefer a bank statement to a paystub any day. A bank statement not only tells you how much their net pay is but also tells you where they’re spending their money. I’m not concerned that the customer buys cigarettes and lottery tickets seven days a week but I am interested in where they are buying them. Items like those would typically be bought somewhere that is convenient to work and/or home so it can be a way to help verify where they live and work if they are close to either. The biggest underwriting mistakes I see made are when it comes to affordability. When it comes to income, it is important to be aware of the type and length when determining the payment percentage for the customer. I wouldn’t put a customer who gets paid cash in the

Underwriting can increase volume and, if managed properly, increase profitability. It can also, if mismanaged, sell you right out of business. Overwriting can increase cash flow and reduce exposure if managed properly. It can also, if mismanaged, choke the life right out of your business.

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25% of net payment since that customer typically cannot prove that income. Also, I wouldn’t put someone who has only a few months at their current employment in the 25% of net payment since there isn’t an established history for their income level. Always err on the conservative side when it comes to payment. Willingness is the next focus area. This does not necessarily refer to the customer’s credit report status. This refers more to how they pay their rent and rent to own accounts. We expect to see less than satisfactory pay histories on their credit reports. But hopefully they are paying their landlord and the furniture payments fairly well. If they are slow there, good chance they will be slow with you. The credit report should be used more for verification of what the customer has told us more than an actual decision making tool. Security is the last focus area. This

refers to the overall deal structure. Down payment, term, and exposure are all factors here. Also type of vehicle (family of 4 looking at a Mustang), vehicle miles (140k for someone with a paper route), or vehicle use (tow a boat) should be considered as well. It is listed last because if the other 3 are in line, this area has more room for negotiation. What I mean by this is if the customer is stable from a residence and job standpoint, earns a decent wage, and is not a credit criminal then you have got some maneuver room here. Maybe a little less down or stretching the term a tad. All four of these areas should be taken into consideration before you approve a deal. All four should make sense for not only you and your company’s business model, but also for the customer as well. I have always said and firmly believe you can sell as many vehicles as you want in this business. It just depends on your appetite or lack thereof for risk. But none of these four areas will matter unless you have a well-structured and complete credit application and directly verify the information provided. Underwriting can increase volume and, if managed properly, increase profitability. It can also, if mismanaged, sell you right out of business. Overwriting can increase cash flow and reduce exposure if managed properly. It can also, if mismanaged, choke the life right out of your business. So is it time for you to underwrite or overwrite? Guess it all depends on how hungry you are. Both should be handled the same way.  Brent Carmichael is the Executive Conference Moderator, 20 Groups at NCM Associates, Inc. He will presenting the TIADA seminar Collect the Cash, Not the Car on March 26th in San Antonio. Go to to register today. 33

Dealer Academy

in partnership with


Keeping Your Dealership Legal & Compliant Presented by Michael W. Dunagan, TIADA General Counsel, author of Dealer Financing of Used Car Sales and Texas Automobile Repossession: A Lien Holder’s Legal Guide. The class features updates on both federal and state compliance issues that apply to both BHPH dealers and retail/ special finance dealers. This is the practical side of compliance for dealers like you who have a business to run — and want to run it right. Special emphasis will be on repossession & bankruptcy issues, selling dealer paper, inadvertent seller financing, OCCC compliance, and federal regulations. Attendees will also learn: 9:00am - 4:00pm $199 TIADA Members, $149 Add’l Members (must be from same dealership)

$399 Non-members

• • • • • •

• Sponsored by:

Risk-Based Pricing — What does the rule require? Credit Card Convenience Fees — What is allowed? CFPB Updates — What dealers can expect OCCC Audits — Common mistakes dealers make TXDMV Enforcement — Advertising violations, title management issues & more Customer Stipulations — Best practices for getting accurate information for third party lenders Q & A — Get your questions answered by an industry expert, Michael W. Dunagan.

Monday, April 9, 2018 CP Insurance Associates

Victoria, Texas

Hilton Garden Inn 123 Huvar Street | Victoria, TX 77901 361.573.0303

Register online at or by phone at 512.244.6060.

Texas Independent Automobile Dealers Association

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In Stock for Immediate Shipment!












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Attac · Burrel Addendum ight 2009 Insurance 09 · © Copyr · 9/1/20

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Dealer Academy Education Offerings for Spring 2018

Instructor-Led Courses Collect the Cash, Not the Car

Presented by Brent Carmichael, Executive Conference Moderator, 20 Groups. NCM Associates, Inc. It has been a challenging year in the Buy Here, Pay Here industry, aided by another odd tax season and increased apathy by our customers in regards to their payments. Dealers are finding that every collection opportunity needs to be capitalized on and that’s where this seminar can help. 9:30am - 4:00pm

$249 TIADA Members, Each Additional $199 (must be from same dealership) $499 Non-members MONDAY, MARCH 26, 2018, SAN ANTONIO

Keeping your Dealership Legal and Compliant

Presented by Michael W. Dunagan, TIADA General Counsel, author of Dealer Financing of Used Car Sales and Texas Automobile Repossession: A Lien Holder’s Legal Guide. The class features updates on both federal and state compliance issues that apply to both BHPH dealers and retail/special finance dealers. This is the practical side of compliance for dealers like you who have a business to run- and want to run it right. Special emphasis will be on repossession & bankruptcy issues, selling dealer paper, inadvertent seller financing, OCCC compliance, and federal regulations.

$199 TIADA Members, Each Additional $149 (must be from same dealership) $399 Non-members 9:00am - 4:00pm


Social Media Marketing for Independent Dealers Presented by Andrew Street, CEO of Dealer OMG and Partner at Four Kicks Marketing.

In this session you will learn about the latest technology that allows dealers to identify the specific audience they want to reach- location, credit score, age, etc.-, and to market directly to those prospective customers on Facebook. Andrew Street will do a deep-dive into this technology, Facebook Data, Data Warehouses, and your own dealership’s data. You will walk away with an understanding of tactics that work best to make your social media marketing spending more precise and cost-effective. 9:00am - 1:00pm

$199 TIADA Members, Each Additional $149 (must be from same dealership), $399 Non-members MONDAY, APRIL 30, 2018, HOUSTON

Sales Essentials for Retail/Special Finance Dealers Presented by Justin Osburn, 20 Group Moderator & Training Consultant at NIADA.

Justin Osburn, moderator of Dealer 20 Groups, presents this training on everything from setting dealership sales goals, to getting prospective customers onto your lot, to closing the deal. This is the most relevant sales training for independent dealers focusing on today’s car buyer. Through interactive demonstrations of specific techniques, attendees will leave with an action plan and the resources to remain competitive in the market. 9:00am - 1:00pm

$199 TIADA Members, Each Additional $149 (must be from same dealership), $399 Non-members MONDAY, MAY 21, 2018, HOUSTON

Register online at or by phone at 512.244.6060. Texas Independent Automobile Dealers Association


Relief on the Horizon — TIADA and State Toll Authorities Seek Solutions by Amber Hackett Crosby

TIADA Director of Compliance & Education


aise your hand if any of the following scenarios has happened to you, or to an auto dealer you know: Toll authority sends you an in voice for toll fees incurred by a vehicle with fake e-tags. A former employee continues  using his dealer agent tag after separation from the dealership. Invoices go straight to the dealer. You receive invoices from toll  authorities around the state for a vehicle you sold at auction

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months ago. Turns out, your driver forgot to remove the tag from the vehicle. TIADA has received numerous phone calls from members looking for help with addressing issues just like those listed above. What began as an effort to find a person within each toll authority to whom to address auto dealership toll invoice disputes, resulted in TIADA having a seat at the table of toll authority decision-makers. In late January, TIADA Board Member Ryan Winkelmann

and I attended a meeting of the Central U.S. Toll Interoperability Committee in Sugar Land. This invitation was much appreciated, as many of our members have first-hand experience with toll charges that should not be charged to them. Representatives of the North Texas Tollway Authority, TxDOT Toll Operations Division, Central Texas Regional Mobility Authority, Harris County Toll Road Authority, Northeast Texas Regional Mobility Authority and Fort Bend County Toll Road Authority were there. Additionally, the Oklahoma 37

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D e a l e r

March 2018

Turnpike Authority, Kansas Turnpike Authority, Colorado E-470, and Louisiana Department of Transportation agencies participated. TIADA staff met with one toll agency prior to the TIC meeting. This agency suggested that the volume of complaints by independent auto dealers was not high enough to spur toll agencies into action. Anecdotally, the association thinks that dozens of dealers are impacted by the invoicing chaos. Perhaps a better measure of impact is the dollar value of fraudulent and/or contested toll charges. Using that analysis, Mr. Winkelmann was able to notify the TIC meeting attendees that $1.5 million per year is the conservative dollar value estimate of TIADA members’ disputed toll charges statewide.

The Challenge

The two main sources of fraudulent toll charges are dealer agent

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tags and temporary buyer’s tags. Dealer agent tag charges are simple enough to understand — someone has a dealer agent tag and they should not. Common reasons include former employees not returning the tag, tags being left accidentally on vehicles taken to auction, and test-driving people making a copy of the tag. The easiest way to combat this is for auto dealers to void any agent tag that should no longer be used. TxDMV’s eTAG system makes this easy to do within webDEALER. For questions related to voiding dealer eTAGs, contact TxDMV’s eTAG Help Line at 512-465-4010. Fake buyer’s tags create a harder challenge to address. According to the Fort Bend County Toll Authority, their largest revenue loss is from paper tags. As several toll agency representatives pointed out, paper tags are very easy to duplicate. Any long-term solution will have to weigh the value of more secure buyer’s tags (which 39

Once a dealer receives an invoice that includes charges for which the dealer should not be responsible, all of the agency representatives asked that the dealer immediately contact the toll authority. 1028 S. Portland Ave Oklahoma City, OK 73108 (405) 947-2886


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would be more expensive for dealers to produce than the current paper tags) against the increased cost to auto dealers for using such tags. For now, dealers are encouraged to submit a Vehicle Transfer Notification as soon as a vehicle is sold. The notification can be submitted even before you transfer title to the buyer. Visit motorists/buying-or-selling-a-vehicle to access the notification form. Submitting the vehicle transfer notification to TxDMV absolves the seller of responsibility for tickets, toll violations, and any crimes committed with the vehicle after it is sold. For more information about vehicle transfer notifications, call 512-465-3000.

The Solutions

All of the toll agencies have a vested interest in stopping this crime. For dealers, it is important to know that the agencies hear you. Harris County has an investigator assigned specifically to investigating paper tag fraud. Fort Bend County has a constable deputy patrol its toll roads with the express purpose of enforcing traffic and toll road violations. Each agency can, and does, report known offenders to TxDMV, which then places a block on the offenders’ vehicle registration renewal. At least one agency regularly refers toll violators for prosecution by the District Attorney’s Office. Once a dealer receives an invoice that includes charges for which the dealer should not be responsible, all of the agency representatives asked that the dealer immediately contact the toll authority. Each agency has a transfer responsibility process; as of press time, the association had not received that information from each toll authority. T e x a s

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They know that this is going on. They do not want to charge the wrong entity for toll road usage. They are also well aware of the difficulty that dealers face with reaching someone in each agency’s customer service department who has authority to fix these issues. To that end, each Texas toll authority represented at the TIC meeting committed to providing TIADA with the contact information for a staff member dedicated to handling auto dealer accounts. North Texas, TxDOT, and Central Texas already sent their information to the association; the remaining authorities’ information is forthcoming.

Next Steps

Moving forward, TIADA will continue building a relationship with the Central U.S. TIC. Colorado has created an innovative system that may be a model

for Texas. A site visit for the Texas toll authorities, TxDMV, and auto dealer association representatives is being planned. North Texas Tollway Authority rolled out its TollTag Car Dealership Program that allows dealerships to assign a TollTag to customers as soon as the customer buys a vehicle. This ensures that a dealer never incurs toll charges for a vehicle s/he sells because the toll tag is already assigned to the buyer. Keep reading Texas Dealer to find out when these and other developments become available. TIADA is encouraged by the interest that the Texas toll authorities are showing in working with auto dealers toward solutions. Together we can reduce the number of dealers for whom any of the scenarios at the beginning of this piece apply.

resource guide The TIADA Website: 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 at the Calendar of Events; access our online membership application; find contact information for all our Local Chapters, and find many additional resources at our Knowledge Base. Texas Department of Motor Vehicles 888.368.4689 Office of Consumer Credit Commissioner 800.538.1579 March 2018

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Texas Comptroller 800.252.1382 NIADA 800.682.3837


American Recovery Association 972.755.4755 or contact TIADA state office


Burrell Printing 800.252.9154

Local Chapters VICTORIA Billy Jurkash Northpoint Auto Sales, Inc. 361.655.9191 Meeting – 1st Monday (Monthly) FORT WORTH Mark Jones MCMC 817.703.7973 Meeting – 4th Thursday of Jan–May and Sep–Oct DALLAS COUNTY Eddie Hale Neighborhood Autos 940.539.2272 Meetings as needed/TBD HOUSTON Rick Maroney Maroney Auto Sales 713.691.3800 Meeting – 2nd Tuesday (Monthly) SAN ANTONIO Robert Beck Stop N’ Drive Motors 210.432.1101 Meetings quarterly (dates announced at EL PASO Ricardo Gardea Cars Plus 915.778.8285 Meeting – 3rd Friday (Monthly) 41

TIADA Membership Application


Business Name: ____________________________________________ Select one:

Dealer Member

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________

TIADA texas independent automobile dealers association

TIADA texas independent automobile dealers association

2018 TIADA Membership Dues:

City: _________________________________________ State: _______


Zip: __________________ County: _____________________________ E-mail address: _____________________________________________ Phone: _______________________ Fax: ________________________

OR join our monthly payment plan of

$41.58 per month (Dues include NIADA membership and local chapter membership where applicable.)

Dealer P Number: ___________________________________________ Who referred you to TIADA? __________________________________ Mailing Address (if different from above): __________________________________________________________ City: _________________________ State: _______ Zip: ___________

PLEASE INDICATE PAYMENT METHOD: Check or Money Order payable to TIADA Check # __________ Credit Card Card Number: __________________________________________________ Sec.Code: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Expiration Date: ____________ Monthly Payments - $41.58 per month Via Credit Card (Please enter card information above) Via Bank Draft (Authorization Agreement required - contact state office)

Mail or Fax Application To: TIADA Membership Services, 9951 Anderson Mill Rd., Suite 101, Austin, TX 78750 FAX 512.244.6218


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 is therefore not deductible.


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Marvin Norwood Scholarship DEADLINE

May 8, 2018 {Applications and/or any required documents received after May 8, 2018 will NOT be accepted.} Criteria and Guidelines 1. Each applicant must be entering or currently enrolled in an accredited college or a trade school. Proof of enrollment must be included with this application.

Date: Name:


Address: City:



Email: (You will received email confirmation of receipt.)

Telephone Number: High School Last Attended:

2. Each applicant must provide a letter from their TIADA member sponsor that includes the sponsor’s address and phone number.


3. Each applicant must complete the application form.

Date of Graduation:

4. High school senior applicants must be in the top 25% of class.

Other High Schools Attended (Names and Addresses):

If applicant is currently enrolled, provide college transcripts with official university imprint. In addition, a copy of high school transcripts is required for applicants who are college freshmen.

College(s) you are attending or plan to attend for admission:

5. Provide a detailed description of participation in any academic, honorary, civic or extracurricular activities in college. In addition, a detailed description of high school activities is required from college freshmen along with a college acceptance letter. 6. Compose an essay of no more than two typed, double-spaced 8 ½” x 11” pages. The essay should discuss the applicant’s relationship with their TIADA scholarship sponsor, current education goals and future aspirations as it relates to the applicant’s subject/training area. 7. Provide at least two (but no more than three) letters of recommendation, no older than one year, from college/high school faculty, employers or other appropriate sources (not related).






Dates of Attendance:

Parents Name(s): TIADA Member Name (Sponsor): TIADA Member Company Name: TIADA Member Address: City:



Sponsor Signature Should you have any questions, please contact TIADA at 512.244.6060. Please return the completed application with all required documents to: TIADA Attention: Scholarship Applications 9951 Anderson Mill Rd. Suite 101, Austin, TX 78750

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behind the wheel


The Big Show Heads to Big D


fter spending the last 10 years in the San Antonio and Austin area we are moving the TIADA Annual Conference and Expo to Dallas this year. Due to the phenomenal growth we have experienced we needed to find a property that could meet all our needs and continue to deliver the high quality event our dealers and vendors have come to expect. The historic Anatole Hotel in Dallas is just that property. This Texas landmark is a resort destination in itself with eight restaurants and bars for more networking, 7 acres of outdoor park area for a little relaxing, the largest collections of art in any US hotel for a touch of class and of course the resort waterpark, JadeWaters, which includes 180 feet of winding water slides, a lazy river and constant kid activities. The Anatole is perfectly placed between West End, Deep Ellum and Victory Park for those who might want to see some of the best of what Dallas has to offer in shopping, arts and entertainment. The geographical move isn’t the only exciting change for this year’s conference. Our Expo will be much bigger too. This year’s expo is on pace to be our largest ever, with 125 booths. We will also offer more education, including hands-on demonstrations, classroom education, panel discussions, 30 minute quick hitters and we are

by Jeff


bringing back the popular dealer roundtables. Many of our hands-on demonstrations and networking education will take place in the expo so we have expanded the expo hours. And for the first time ever we will offer an expo-only pass for those dealers who want to experience the conference but can’t get away from the dealership for more than a day. One of the most exciting new things you will see on the agenda at this year’s conference is the Dealer Walk Around Competition, where one lucky participant will walk away with $1000! The competition will include five participants; in a mock scenario, each participant will demonstrate their talents by selling a vehicle live to a customer armed with a list of objections. The participant who can skillfully match the customer’s needs to features of the vehicle will be the winner. It’s a lost art in the auto industry but a skill that will still increase sales and will keep customers happy. If you think you or one of your best salesmen has the chops, let us know. We will be signing up competitors starting March 1. We anticipate over 350 dealers this year, over 700 total people, 125 booths, and 30 hours of industry education. The “can’t miss” event for Texas dealers just got bigger and better. Registration opens this month — go to and register today.

We anticipate over 350 dealers this year, over 700 total people, 125 booths, and 30 hours of industry education. 46

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Texas Dealer March 2018  
Texas Dealer March 2018