Texas Dealer: September 2026

LEADING TEXAS INDEPENDENT DEALERS INTO A NEW ERA TIADA WELCOMES

Russell Moore de

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as ind

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– TIADA 2026 Puts Practical Dealer Know-How in the Spotlight –M ark Brown Named 2026 TIADA Texas Quality Dealer of the Year –T ariffs are Driving Dealers Back Together –F all Strategy: The Next 90 Days Matter –L egal Corner: Applying Total-Loss Insurance Proceeds to Customer Balance

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Also In this issue:

INCOMING PRESIDENT

a s TIADA n s o c i at i o

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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 4545 N. Stateline Ave. 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

September 2026 Volume XXVI No. 9

Features 04

Officers’ Message — By Christina Sabillón, TIADA Vice President, Houston (Region 4)

08 TIADA Membership Application 09 On The Cover: Russell Moore:

21

Leading Texas Independent Dealers into a New Era — By TIADA Staff

11 New Members 13 2026 Annual Conference:

TIADA Put Practical Dealer Know-How in the Spotlight — By TIADA Staff

21 Legal Corner — Applying Total-Loss Insurance Proceeds to Reduce Customer’s Balance — By Michael W. Dunagan

22 Local Chapters 25 T he Gold Standard of

25

33

Independent Automotive Retail — Mark Brown Named the 2026 TIADA Quality Dealer of the Year — By TIADA Staff

28 INDEPAC 30 TIADA Auction Directory 33 Tariffs Are Reshaping the

Independent Automotive Industry — And Driving Dealers Back Together — By TIADA Staff

35 37

House of Delegates Meeting Minutes all Strategy: Why the Next 90 Days F Matter for Independent Auto Dealers — By TIADA Staff

43 2027 Board of Directors 45 Behind the Wheel — By Trevor Jennings

Did You Know...

In 1899, a Belgian-built electric car called the “La Jamais Contente” (“The Never Satisfied”) became the first vehicle to break the 100 mph speed barrier.

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 Mentorship: the Most Valuable Tool For Our State and Local Associations

I

n the fast-moving world of independent auto sales, experience is one thing you can’t buy to improve your business, but you can pass it on. I didn’t learn how to be a car dealer from a manual. I learned by surrounding myself with my fellow dealers at the local, state, and national level. I am a second generation dealer, and I have the privilege to have my mentor work beside me, daily.

My father, Juan Sabillón, started his own operation, Mi Tierra Auto Sales, in the spring of 1999. He did this with a handful of cars and a lot more faith than capital. He took that original leap of faith thanks to his mentor, a man named Don Carlson. He encouraged him to start his own dealership and I paid witness to the power of mentorship from that moment on.

Mentorship is not a 15-minute chat at our conference.

Mentorship is not “call me if you need anything” and not follow through. Real mentorship is taking a young dealer under your wing and setting them up for long term success. Not just a temporary fix to get through the month. The best example of mentorship I most recently saw was at this past 2026 Summer Conference in San Antonio, where our 2026 National Quality Dealer, Cesar Stark, mentioned in his speech that it was

by Christina

Sabillón

Mi Tierra Auto Sales (Pasadena) VICE PRESIDENT HOUSTON (REGION 4)

James Hobson who welcomed him into the El Paso Independent Automobile Dealer’s Association and later on to TIADA. It has been amazing to see the amount of growth both dealerships have benefited from leaning on one another to achieve all they have accomplished.

Real mentorship opportunities can happen with the help of TIADA. If you have been in this business more than 10 years, I challenge you to volunteer your time to take on a mentee. When we help one another, we lift the whole industry. Every time a young dealer in Texas gets penalized for a bad doc fee disclosure, it makes the news and the legislature looks at all of us. But every time a young dealer learns how to do it right, gets licensed correctly, collects sales tax correctly, handles a complaint correctly, it protects our industry and its reputation.

My father started his dealership to build something that would outlast him. That only happens if what he learned over the past 40 years gets passed on, and what I am learning now gets passed on. If there is one take away from this article, let it be that you actively participate in your local, state, and national associations that will be just as valuable than being mentored. Successful dealers lean on the association to prosper in their business.

If there is one take away from this article, let it be that you actively participate in your local, state, and national associations that will be just as valuable than being mentored.

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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_____________________________

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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.

YOUR

Join other successful dealers.

Membership dues include full membership to TIADA and the national association, NIADA.

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.

Connect with industry leaders. Attend the annual TIADA Conference & Expo, access the member-only online directory.

VOICE

MATTERS

NETWORKING

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

Share the power.

Recruit your fellow dealers.

Grow your association.

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September 2026

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R efer a

New Member

Become a TIADA Member

Save More

Business Name

on auction fees than the cost of your membership!

Select One

Membership Type

Address

Dealer Member

Associate Member

Contact Person

Select One :

New Member $249

City

State

Zip

State

Zip

Good through 12/31/2026.

Renewing Member $499 Good through 12/31/2026.

Dues include NIADA and local chapter membership where applicable.

Payment Method

E-mail address Business Phone 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.

on the cover

by TIADA Staff

LEADING TEXAS INDEPENDENT DEALERS INTO A NEW ERA TIADA WELCOMES

Russell Moore INCOMING PRESIDENT

L

eadership transitions often serve as defining innovation, regulatory changes, shifting consumer exmoments for an industry. At the 2026 Texas pectations, and economic uncertainty, strong leadership Independent Automobile Dealer Association has never been more important. Russell Moore assumes (TIADA) Conference & Expo, the presidency at a pivotal time. members witnessed one of Throughout his career, Moore those moments as Russell has earned a reputation for pro“I am looking forward Moore was officially sworn fessionalism, integrity, and a to seeing what the in as the Association’s 2027 genuine commitment to servPresident. His installation ing both customers and fellow Board and Staff can marks more than the begindealers. Those qualities have accomplish. We have such ning of a new term — it repmade him a respected voice resents a continued commitwithin TIADA and positioned a tremendous opportunity ment to strengthening indehim well to lead one of the nato grow the Association pendent dealerships across tion’s most influential indepenTexas while preparing them dent dealer associations. and to do things that we for an increasingly dynamic The annual TIADA Conferautomotive marketplace. ence & Expo has always been have never done before.

Independent automobile more than a gathering of inWith the right mindset, dealers have long been the dustry professionals. It is where backbone of local communirelationships are strengthened, the future is promising.” ties. They provide consumers new ideas are exchanged, and with vehicle choices, financing the future of Texas independent opportunities, and personalized service that larger corauto retailing is shaped. Moore’s swearing-in during this porate operations often cannot match. As the automosignature event symbolized the confidence that dealers tive industry continues to evolve through technological across the state have placed in his leadership and vision.

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As president, Moore inherits an organization with a proud legacy of advocacy, education, and member support. Yet the work ahead is about building upon that foundation. Independent dealers face rapid changes in vehicle technology, digital retailing, compliance requirements, inventory management, and consumer financing.

Navigating these challenges will require collaboration, innovation, and a steadfast commitment to protecting the interests of Texas dealers.

“TIADA means the world to me,” Moore stated emphatically. “To be able to serve the members of TIADA in the greatest state in the nation, is something I take great pride in. TIADA has assisted so many over the years, both Members and Non-Members. We work for ALL dealers so the independent automotive industry in Texas can be better.”

Every president leaves a unique mark on an organization. While the coming year will undoubtedly present new challenges, it also offers significant opportunities.

With Russell Moore at the helm, TIADA enters 2027 guided by experience, optimism, and a clear understanding of what makes independent dealers successful: integrity, resilience, and an unwavering commitment to their communities.

When asked what excited him most about his newly elected position he replied, “I am looking forward to seeing what the Board and Staff can accomplish. We have such a tremendous opportunity to grow the Association and to do things that we have never done before. With the right mindset, the future is promising.”

Moore’s leadership style reflects those priorities. His focus on listening to members, encouraging collaboration, and fostering practical solutions aligns with TIADA’s mission of empowering independent dealers to succeed. By emphasizing education, legislative advocacy, and professional development, he has the opportunity to help ensure that Texas dealers remain competitive in an ever-changing marketplace.

The strength of TIADA has always rested in its members’ willingness to support one another. Under Moore’s presidency, that spirit of unity will continue to be essential. Whether representing dealers before lawmakers, expanding educational opportunities, or helping businesses adapt to emerging industry trends, the Association’s greatest achievements will come through collective effort.

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Moore added a reminder to us all, “This Association isn’t about one president — it’s about the Members. I will keep repeating this throughout the year. Members.

Association. Industry. This is the order in which we serve.”

As Texas independent dealers look toward the future, they do so under the leadership of a president prepared to honor TIADA’s traditions while embracing the opportunities ahead. Russell Moore’s presidency begins at a time when thoughtful leadership matters most, and the Association is well-positioned to continue driving the success of independent dealers across the Lone Star State.

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Welcome to TIADA

Joined May & June, 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 77437 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 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 Street, Rio Linda, CA 95673 September 2026

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feature

TIADA 2026 Put Practical Dealer Know-How in the Spotlight

by TIADA Staff

T

exas’ independent dealers came together in San Antonio for three days of insight, innovation and connection — and left with fresh ideas for driving their businesses forward.

There is something powerful about bringing a roomful of independent dealers together: the conversations are candid, the ideas are practical, and the shared determination to succeed is unmistakable.

That spirit was on full display at the 2026 TIADA Conference & Expo, held July 19–21 at the JW Marriott San Antonio Hill Country Resort & Spa. Built around the theme “Connect. Collaborate. Cultivate,” the conference delivered on its promise with an impressive blend of education, peer-to-peer exchange, networking and an expansive Expo showcasing solutions designed for today’s independent dealership.

More than an annual gathering, TIADA 2026 felt like a snapshot of an industry that is evolving rapidly — and embracing the opportunity to evolve with it.

Practical Knowledge, Real-World Results

The conference put the realities of dealership operations front and center.

From understanding key performance numbers and improving lead conversion to strengthening retail operations, service

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performance and buy-here-pay-here fundamentals, the education program addressed the issues that have a direct impact on a dealership’s success.

That practical focus was particularly evident in Tuesday’s “The Exchange” roundtables. Rather than simply listening to presentations, dealers had the opportunity to participate in conversations centered on specific challenges and opportunities.

Sessions including “Knowing Your Numbers,” “Got a Lead. Now What?” and “BHPH 101” reflected an important TIADA philosophy: the most valuable education is education that can make a difference when the dealer gets back to the store.

And the questions being addressed were the right ones.

Which vehicles should be acquired — and at what price? Are leads receiving timely, effective follow-up? Where are opportunities being lost? Are margins healthy? Is the service department contributing to profitability while delivering the experience customers expect?

These are not theoretical questions.

They are the decisions that shape dealership performance every day.

TIADA’s program gave dealers an opportunity to step away from the day-to-day, examine those decisions from a fresh perspective and bring new ideas back to their operations.

Connections That Drive the Industry Forward

While the education program provided the substance, the relationships created throughout the conference gave the event its energy.

The welcome reception, meals, exhibitor happy hour and numerous informal gatherings gave dealers valuable time to reconnect with longtime colleagues, meet new industry contacts and exchange ideas with fellow operators who understand the unique opportunities and challenges of independent automotive retail.

Those peer-to-peer conversations are among the most valuable resources any industry can offer.

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Together, these events reinforced a simple message: the future of independent automotive retail is being shaped by a diverse and engaged community of dealers and industry professionals.

The Expo: Ideas Meet Opportunity

Independent dealers operate in markets of every size and serve customers with widely varying needs, but many of the fundamental challenges are shared. The dealer down the hall — or across the state — may have already found a better way to solve a problem that another dealer is facing today.

TIADA creates the environment for those ideas to travel.

The conference also celebrated the people and leadership that make the industry stronger. The Past Presidents Breakfast hosted 15 of our former organization presidents and recognized TIADA’s history and institutional experience, while the Women of the Industry Luncheon highlighted the profound impact of women throughout automotive retail.

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The energy continued on the Expo floor, where approximately 120 vendors showcased products and services spanning virtually every corner of dealership operations.

From auctions, finance and insurance to compliance, dealership management and vehicle technology, the Expo gave dealers an opportunity to explore new solutions, compare options and have direct conversations with the companies serving the independent dealer market.

And that face-to-face interaction matters.

The best Expo conversations don’t end with a business card. They begin with a question: How can this help me run my dealership better?

Can a technology platform make the sales process more efficient? Can a new service improve customer retention? Can better data lead to smarter decisions? Can a solution

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“Connect.

Collaborate.

Cultivate.“

was more than the theme of the 2026 TIADA Conference & Expo. It captured the momentum of an industry that continues to adapt, innovate and move forward.

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reduce administrative work and allow employees to spend more time with customers?

TIADA’s Expo encouraged dealers to ask those questions — and gave them a remarkably broad selection of potential answers.

By integrating dedicated exhibitor time into the conference schedule, TIADA made the Expo an integral part of the educational experience rather than simply an adjacent showcase.

An Industry Embracing What’s Next

Perhaps the most encouraging aspect of TIADA 2026 was the sense of forward momentum throughout the event.

Independent dealerships are navigating a business environment that is changing at an extraordinary pace. Digital retailing continues to reshape the customer journey. Technology is creating new opportunities for efficiency and insight. Compliance requirements demand constant attention. Inventory and financing decisions require precision. And today’s customers expect speed, transparency and convenience while still appreciating the personal service that has long distinguished independent dealers.

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The answer isn’t to resist change.

It is to understand it, evaluate it and determine where it can create an advantage.

That was the approach reflected throughout TIADA 2026.

The conference didn’t promise a one-size-fits-all formula for success. Instead, it gave dealers something far more valuable: the knowledge, relationships and resources to make better decisions for their own businesses.

Stronger Together

Ultimately, the greatest takeaway from TIADA 2026 wasn’t a single presentation, product or panel. It was the collective energy of an industry committed to getting better.

The most successful independent dealers understand that independence doesn’t mean operating alone. It means having the confidence to chart your own course — and the wisdom to learn from those who have traveled the road before you.

“Connect. Collaborate. Cultivate,” was more than the theme of the 2026 TIADA Conference & Expo. It captured the momentum of an industry that continues to adapt, innovate and move forward.

And if the enthusiasm in San Antonio was any indication, Texas’ independent dealers are more than ready for what comes next.

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Insurance Associates

“The Solution”

Connect with Our Team: 800-366-0036 | www.cpiai.com

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legal corner

Applying Total-Loss Insurance Proceeds To Reduce Customer’s Balance Dealer Question: My Buy-

Here-Pay-Here customer wrecked his car and it was declared a total loss by the insurance company. My customer wants to keep the salvage and have it repaired. Of course, this would reduce the insurance settlement amount since the salvage value would be deducted. I am also concerned about having a rebuilt vehicle with a salvage title as my collateral. Can I insist that we take the full settlement and apply it to the balance?

Answer: Under the terms of most motor vehicle retail installment contracts, the lien holder has the option of applying insurance proceeds on a totaled vehicle to the balance owed. However, if the customer and/or the insurance company refuse to cooperate, there may be some practical issues in enforcing this contract right.

O

ne of the reasons that alternative insurance products (such as single-interest coverage, collateral-protection insurance, and even debt cancellation agreements) have become more attractive to BHPH dealers and other lien holders is the difficulty of dealing with the uncooperative customer and an often-hostile insurance adjustor in resolving a damage claim.

Many BHPH customers feel that if they are paying the premium for insurance coverage, they ought to

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by Michael W.

Dunagan TIADA COUNSEL

Our recommendation to our car creditor clients is to take control of the collateral as quickly as possible. Having possession and control makes it easier to prevent unnecessary storage charges, the possibility of unauthorized work from that might lead to a mechanic’s lien claim, and problems with submitting a statement of repossession to the insurance company, if needed. walk away with some money in their pocket when a claim is paid. Also, the thought of losing a car and still owing money on it is not something the average person feels comfortable with.

In reality, most total-loss situations result in insurance proceeds falling short of the balance owed on the account. The combination of smaller down payments paid by subprime customers and the motivation of some insurance adjustors to justify the lowest possible pay-out make for more upside-down car debt.

Another dynamic at work in this situation is that so many vehicles are declared to be total losses by the insurance adjustors. With low values placed on wrecked vehicles, and increasing costs for parts and labor, it’s not uncommon for the costs of repair to exceed the values which are applied.

It’s not surprising then that subprime debtors are inclined to look for creative ways to use the insurance proceeds for something other than just reducing the debt. The debtors may feel that they are better 21

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)

22

off applying insurance proceeds to fix their sources of transportation while they continue to make car payments. In fact, many BHPH dealers will try to put the customer in another vehicle, especially if the customer has proven to be a regular payer.

Another motivation in the customer-retains-salvage scenario is the title certificate issue. Typically, when a vehicle is categorized as a total loss (the cost of repair exceeds value) the title certificate is supposed to be submitted to the Motor Vehicle Division with a salvage certificate issued in return.

Usually, where a total loss is paid by the insurance company, it takes the salvage and the title certificate (with the lien released) and resells the salvage at a salvage pool or other salvage outlet, with the blue title going to the state. By reducing the settlement by the value of the salvage, and letting the insured keep the salvage, the back-end process is simplified for the insurance company.

For a lien holder, however, the prospect of ending up with a rebuilt unit (which may not have been properly repaired) with a salvage title, is not an attractive situation. Thus, the car creditor probably sees application of the insurance proceeds without a reduction for retained salvage as a better alternative.

Typical of the language that often appears on motor vehicle retail installment contracts is this:

Physical Damage Insurance Proceeds:

I (in this case “I” is the debtor) must use physical damage insurance proceeds to repair the motor vehicle, unless you agree otherwise in writing. However, if the motor vehicle is a total loss, I must use the insurance proceeds to pay what I owe you.

Even with the contractual right to apply the proceeds from a total loss to the balance, there may be some obstacles. For instance, most insurance companies do not want to get involved in a dispute between their insured (the debtor) and the loss-payee (the lien holder).

Under the insurance contract, the company is required to include the loss-payee on the settlement check (assuming the creditor is listed as a loss payee on the policy). Often, the check with both names listed as payee is sent to the debtor.

If the debtor endorses the check and delivers it to the lien holder there’s usually no problem. But what if the debtor refuses to endorse the check and give it to the lien holder? The resulting impasse can usually only be Some insurance companies will issue a check solely payable to the loss-payee lien holder if the vehicle has been repossessed and the lien holder submits a statement to the insurance company attesting to that fact. Obviously, this procedure should be sought by a creditor who wishes to stay in control of the situation.

Another practical problem that we see repeated on numerous occasions is the creative debtor that forges the lien holder’s endorsement on the check and cashes it.

We’ve even seen cases where the debtor went to the trouble to have a rubber stamp made with the apparent endorsement of the car creditor. In these cases, we’ve usually been able to get the bank or other institution to pay our lien holder client under a law that makes a party responsible that pays out over a forged endorsement.

There are some property-damage insurance carriers that routinely issue settlement checks made payable solely to the named insured (especially if the amount falls below a certain amount), ignoring the rights of the loss payee. It is not unusual for an adjustor to inform the lien holder that the law does T e x a s

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not require the inclusion of the loss payee on the check. The fact of the matter is that the carrier is required by the terms of most propertydamage insurance policies to made any payment checks co-payable to the named loss payee. The failure or refusal to do so can result in the carrier having to pay a second time if the named insured cashes such a check without repairing the vehicle or using the proceeds to pay down the indebtedness. And, because the failure to protect the lien holder is a breach of the lien holder’s contract rights in the policy, the lien holder who has to sue is entitled to attorney’s fees.

Liability insurance carriers are also required to include registered lien holders on settlement checks that are attributed to property damage of collateralized vehicles. Many adjustors choose not to include lien holders in settlement negotiations or include lien holders as payees on settlement checks. Again, the registered lien holder has a cause of action against the carrier when the exclusion from the check results in the funds not being used to repair the vehicle or pay down the indebtedness. And, because of a recent legislative change championed

by TIADA, a successful lien-holder litigant is entitled to the award of attorneys fees.

Another problem that arises frequently in accident/insurance claims situations is the interjection of towing and storage fees. That is, while the lien holder is dealing with its customer and the insurance company, storage charges on a vehicle being held by a storage facility (and in some cases, a body shop) are climbing daily. We’ve seen cases where, when the storage charges exceeded the value of the salvage, the insurance company refused to pay the storage and deducted the salvage value from the settlement offer.

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of the collateral as quickly as possible. Having possession and control makes it easier to prevent unnecessary storage charges, the possibility of unauthorized work from that might lead to a mechanic’s lien claim, and problems with submitting a statement of repossession to the insurance company, if needed.

Finally, all steps taken by a car creditor in this process must be taken in good faith and without unreasonably jeopardizing the debtor’s position. The Uniform Commercial Code requires secured creditors to be commercially reasonable in dealing with repossession and the disposition of repossessed collateral.

Conclusion: A vehicle lien holder has the authority under most motor vehicle retail installment

contracts to apply the proceeds of a total-loss insurance claim to the balance of the account. But actually collecting the proceeds may involve more work than just receiving and depositing a check. Just as car creditors must diligently monitor that insurance protecting the collateral is in place, they must also attempt to stay in control of the adjustment and payment procedures on the back end to be able to minimize losses from accident situations.

Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for 50 years. He has written a number of books and hundreds of articles for trade journals and law reviews.

His clientele includes dealers, banks, finance companies, auto auctions and credit unions.

resource guide The TIADA Website: www.txiada.org Members can log in with their username/password and access our Dealer Member Directory, Legislative Action Center, Compliance Consultation Service and much more. Register for all upcoming TIADA events online through the Calendar of Events, access our online membership application, find contact information for all our Local Chapters, and access many additional resources through our Knowledge Base.

Office of Consumer Credit Commissioner 800.538.1579 occc.texas.gov

Texas Comptroller of Public Accounts 800.252.1382 comptroller.texas.gov

NIADA 817.640.3838 niada.com

REPOSSESSIONS American Recovery Association

License Renewal Certificate

972.755.4755

www.TexasDealerEducation.com

repo.org or contact

Texas Department of Motor Vehicles

TIADA state office

888.368.4689

FORMS

txdmv.gov

Burrell Printing

Dealer Compliance Services

512.990.1188

www.TexasDealerEducation.com

burrellprinting.com

23

feature

by TIADA Staff

Gold Standard The

of Independent Automotive Retail

Mark Brown named

2026 TIADA Quality Dealer of the Year

I

n an industry built on relationships, reputation remains the most valuable currency. This year, the Texas Independent Automobile Dealers Association (TIADA) recognized a dealer whose career has been defined by both. With the 2026 Quality Dealer of the Year award, TIADA honored Mark Brown for his decades of success in automotive retail, as well as a lifetime of devotion to mentoring and leading the Texas independent dealer community.

For those who have worked alongside Brown, the recognition comes as no surprise. Throughout his career, he has earned a reputation for leading with integrity while building a dealership culture centered on trust, accountability, and long-term customer relationships. His business philosophy has never been about selling a single vehicle—it has been about creating customers for life.

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We asked Mark about how he got his start in the independent automotive industry.

“I missed the deadline to sign up for college in 1981 and went to work for a friend of my dad’s that had a used car dealership. I worked for him for almost 11 ½ years and he closed because of some health issues. I opened Red Carpet Auto Sales for a group of 3 gentlemen from a Ford dealership in 1992. I bought into the company in 1995 and bought the company in 2016 as sole owner.”

As owner of Red Carpet Auto Sales, Brown has spent more than three decades proving that independent dealerships can compete by offering transparency, personalized service, and genuine community involvement. His dealership has become known not only for quality vehicles but also for treating every customer with respect regardless of financial circumstances. In an industry where reputation is earned one transaction at a time, Brown has built a legacy measured in repeat customers and multigenerational families who continue to return.

Yet Brown’s influence reaches far beyond his own showroom.

Long before receiving this year’s highest state honor, he had already established himself as one of Texas’ most respected industry leaders. Serving as TIADA President in 2006, Brown helped guide the association through a changing automotive landscape while advocating for independent dealers throughout the state. His leadership would later earn him induction into the TIADA Hall of Fame, recognizing years of service dedicated to advancing the profession and supporting fellow dealers.

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“Being President of TIADA in 2006 has to be close to the top of the list! But being inducted into the TIADA Hall of Fame in 2021 is definitely a highlight! Having a successful business that your kids want to become involved in is also pretty amazing!”

That commitment to service has remained a defining characteristic of his career.

Whether mentoring new dealers, participating in legislative advocacy, or volunteering his experience to strengthen industry programs, Brown has consistently demonstrated that leadership is measured not by titles, but by the willingness to invest in others.

When it came to what Mark thought the key to his success was, he stated, “Honesty and Integrity! Shoot straight with your employees and your customers. If you tell them you`ll do something, then do it! A small repair or doing a kind deed for a customer will go a long way!”

The TIADA Quality Dealer of the Year Award recognizes more than financial achievement. It celebrates professionalism, ethical business practices, community engagement, and contributions that elevate the independent automobile industry. Those who know Brown often point to the same qualities: humility, consistency, and an unwavering commitment to doing business the right way.

His selection reflects the values that independent dealers strive to embody. When asked what winning the 2026 Texas Quality Dealer Award meant to him he replied, “It’s an incredible honor that I don`t take lightly. To be singled out as checking all the boxes by your peers is amazing. I will do my best to represent Texas on the national stage T e x a s

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in Nashville at the 2027 convention!”

In an era where automotive retail continues to evolve through technology, digital marketing, and changing consumer expectations, Brown represents a timeless principle—that people remain at the heart of every successful dealership. Customers remember honesty. Employees remember mentorship. Communities remember businesses that give back.

Those are the characteristics that have defined Brown’s career.

His influence is also evident in the next generation of leadership. Family involvement in the dealership has helped continue a culture built on professionalism, accountability, and customer care. Rather than simply building a successful business, Brown has cultivated an enduring legacy rooted in values that transcend any single award.

The significance of the 2026 TIADA Quality Dealer of the Year recognition extends beyond one individual. It serves as a reminder that excellence in independent automotive retail is still defined by ethics, service, and leadership. Brown’s career demonstrates that success is not measured solely by vehicles sold, but by the confidence earned from customers, peers, and the communities served.

Mark reflected on his past accomplishments and had a bit of advice to share with young dealers just starting out, or dealers aiming to achieve what he has over the course of his career.

“After being President of TIADA in 2006, I focused on membership to TIADA. Between 2007 and 2021 I signed up over 500 dealers to join our great organization! Many new dealers I would give them my personal cell phone number so they had a point of contact so they wouldn’t make a costly mistake. I wanted them to do things the right way! The point is surround yourself with other September 2026

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The TIADA Quality Dealer of the Year Award recognizes more than financial achievement.

It celebrates professionalism, ethical business practices, community engagement, and contributions that elevate the independent automobile industry.

successful dealers, like the ones in TIADA and you will be successful like them!”

Awards recognize achievement, but legacies are built over decades.

For Mark Brown, this honor represents the culmination of years spent leading by example, championing independent dealers, and proving that integrity remains the strongest competitive advantage in business.

As the automotive industry looks toward the future, the example set by Brown offers a blueprint for lasting success: treat customers fairly, invest in people, support your industry, and never compromise your principles.

“I wish that everyone in the automobile industry loves the car business as much as I do! I love the customers, business and the industry! I couldn`t ever imagine doing anything else!” he remarked with a smile.

That philosophy has earned him the respect of his peers.

Now, it has earned him one of Texas’ highest honors.

27

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

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$100

Personal Check Payable to INDEPAC

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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:

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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.

Referred by:

c/o TIADA 9951 Anderson Mill Rd Suite 101, Austin Texas 78750

PHONE 512.244.6060 FAX 512.244.6218 EMAIL accounting@txiada.org

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TIADA Auction Directory

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as of September 1, 2026

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METRO AUTO AUCTION AUSTIN**

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feature

Tariffs Are Reshaping the Independent Automotive Industry— And Driving Dealers Back Together

by TIADA Staff

F

or years, independent automotive dealers have built their businesses on adaptability. They’ve weathered recessions, inventory shortages, changing consumer preferences, and rapid technological shifts. Yet the continued impact of tariffs on imported vehicles, parts, and manufacturing materials is creating a different kind of challenge — one that can’t simply be solved by working harder or buying smarter.

Instead, it is forcing independent dealers to reconsider something that has often been overlooked in an increasingly competitive marketplace: one another.

The ripple effects of ongoing tariffs continue to be felt throughout the automotive supply chain. Higher costs on imported components have translated into increased vehicle prices, more expensive repairs, tighter inventory, and greater uncertainty when forecasting future costs.

For independent dealers operating on thinner margins

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than many national groups, these pressures can quickly erode profitability.

Unlike large dealership networks that often have greater purchasing power and access to manufacturer-backed resources, independent dealers have traditionally relied on local relationships, creativity, and operational efficiency to stay competitive. But today’s economic landscape is revealing that those strengths may be even more valuable when shared.

Across the country, many independent dealers are beginning to look inward rather than overseas for solutions. Instead of viewing neighboring dealerships solely as competitors, they’re recognizing opportunities for collaboration that can benefit everyone involved.

Vehicle trades between independent dealers are becoming more common, allowing businesses to meet customer demand without paying inflated acquisition 33

costs. Dealers are also sharing transportation resources, exchanging market intelligence, referring customers for specialized inventory, and exploring cooperative purchasing opportunities that help reduce expenses.

This shift represents more than a practical response to tariffs — it signals a broader change in mindset.

For decades, the independent automotive community has often operated in isolation. Success was measured by outperforming the dealership across town. Today’s market conditions, however, suggest that sustainable growth may depend just as much on strategic partnerships as on individual performance.

The idea isn’t about eliminating competition. Healthy competition remains essential to innovation and customer service. Instead, it’s about recognizing that collaboration in certain areas can strengthen the entire independent dealer ecosystem.

When one dealer has excess truck inventory while another needs it, both businesses can benefit from working together. When transportation costs are shared, everyone saves money. When market insights are exchanged, better buying decisions can be made. These aren’t acts of charity — they’re sound business strategies born from necessity.

The continued pressure of tariffs is also encouraging dealers to place greater emphasis on domestic relationships throughout the supply chain. Local wholesalers, 34

regional auctions, independent service providers, and U.S.-based vendors are becoming increasingly valuable partners. Shorter supply chains often mean greater flexibility, improved communication, and reduced exposure to global trade disruptions.

This renewed focus on domestic collaboration may ultimately prove to be one of the industry’s most lasting outcomes. While tariff policies may change over time, the relationships being built today have the potential to strengthen independent dealers well into the future.

History has shown that adversity often produces innovation. In this case, it may also be rebuilding a sense of community within an industry that has long thrived on independence.

The independent automotive dealer has always been resilient. What is changing now is the realization that resilience doesn’t have to be built alone.

As tariffs continue to reshape the economics of buying and selling vehicles, the dealerships that thrive may not simply be those with the deepest inventories or the biggest advertising budgets. They may be the ones that recognize the value of trusted domestic partnerships, collaborative networks, and a business philosophy that understands an increasingly connected marketplace.

Sometimes the strongest competitive advantage isn’t standing apart from everyone else — it’s discovering when standing together creates greater opportunity for all.

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house of delegates meeting minutes July 19–20, 2026 | JW Marriott San Antonio Hill Country Resort & Spa, San Antonio, TX prepared by TIADA Staff

The House of Delegates convened during the 2026 TIADA Annual Conference & Expo to conduct association business in accordance with the TIADA Bylaws. At its meeting on Sunday, July 19, 2026, TIADA took the following actions: President Greg Phea called the meeting to order at 3:00 p.m. He thanked everyone who served on committees last year and recognized the 2026 committee chairpeople:

2027 State Officers (nominated and elected): President – Russell Moore (Top Notch Used Cars, Conroe, TX) President-Elect – Cesar Stark (S&S Motors, El Paso, TX) hairman of the Board – Greg Phea C (Austin Rising Fast, Austin, TX) Secretary – Lowell Rogers (11th Street Motors, Beaumont, TX)

Awards Committee Juan Sabillon

Legislative Tyler Simmons

udget and Finance B Lowell Rogers

I NDEPAC April Hanson

Treasurer – Cesar Torres (LoFi Motors, Corpus Christi, TX)

ylaws B Cesar Stark

onference Advisory Committee C Russell Moore

V ice President, West Texas (Region 1) – Jose “Pepe” Munoz (Gael Auto Sales, El Paso, TX)

Greg Phea reminded others to complete the committee signup sheet. New committee members will be appointed in October by our new president.

2027 State Officers Election

Vice President, Fort Worth (Region 2) – Matt King (Matt King Motor Company, Arlington, TX) Vice President, Dallas (Region 3) – Lucas Ponder (Auto Smart, Texarkana, TX)

President Greg Phea walked through the 2027 state officers election process.

V ice President, Houston (Region 4) – Christina Sabillon (Mi Tierra Auto Sales, Pasadena, TX)

The Chair took up nominations for each office, and nominations were closed after each vote.

Vice President, Central Texas (Region 5) – Harry Buchelly (Discovery Auto Sales, Austin, TX)

Since there weren’t any contested races for the Board of Directors, the Secretary moved to dispense with the secret ballot and instructed that a single ballot be cast for the candidates for each office.

Vice President, South Texas (Region 6) – Chad Lancaster (Chacon Autos, San Antonio, TX)

After the motion was made, all elected officers were confirmed by Greg Phea, and the Officer Oath was administered in accordance with the bylaws of the Texas Independent Automobile Dealers Association.

Moved by Greg Phea, seconded by Greg Reine – Passed.

Greg Phea congratulated the new officers and then explained the process, reminding the delegates their official start date is September 1, 2026.

Following the officer elections, the Bylaws Committee and Legislative Committee reported that they had no recommendations for consideration by the House of Delegates this year.

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Vice President at Large – Nory Pakravan (210 Auto Credit, San Antonio, TX) V ice President at Large – Tyler Simmons (Abilene Car Sales, Inc., Abilene, TX) A motion was made to adjourn and was passed.

House of Delegates Meeting Adjourned at 4:00 p.m.

Respectfully submitted, Lowell Rogers, Secretary A complete copy of any reports referenced in this document and more detailed notes from the meeting are on file at the TIADA office and available upon request.

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feature

Fall Strategy: Why the Next 90 Days Matter for Independent Auto Dealers

by TIADA Staff

T

here is a common misconception in the automotive retail business that the year’s biggest opportunities begin when customers start thinking about holiday shopping or when tax refund season arrives. While those periods undoubtedly generate traffic, the dealers who consistently outperform their competitors understand a different reality: success during the first quarter is built long before the calendar turns.

For independent auto dealers, the fall months are some of the most important of the year. They represent a critical transition between the summer selling season and the year-end rush, offering an opportunity to evaluate operations, refine inventory, strengthen customer relationships, and prepare for the months ahead.

Independent dealers often operate with leaner inventories, tighter margins, and fewer resources. That makes strategic planning even more important. Every purchasing decision, marketing campaign, financing

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relationship, and operational improvement can have a measurable impact on profitability.

As economic conditions continue to evolve, consumers remain focused on affordability, lenders continue adjusting underwriting standards, and wholesale pricing remains dynamic. Dealers who approach the fall with a disciplined strategy — not simply a sales mindset — will be positioned to finish the year stronger and enter the new year with momentum.

Inventory Is Still King — But Discipline Is Queen

Inventory has always been the lifeblood of an independent dealership, but today’s market has made buying decisions more consequential than ever.

The temptation to fill every space on the lot can be strong, particularly after periods of limited inventory. However, the most successful dealers are no longer 37

asking, “How many vehicles do we need?” They’re asking, “Which vehicles will sell quickly and profitably?”

Fast-turning inventory creates healthier cash flow, lowers carrying costs, and reduces the risk associated with aging vehicles. Every additional day a vehicle sits on the lot represents interest expense, insurance costs, depreciation, and missed opportunities to reinvest capital.

This fall, dealers should carefully review their inventory mix. Which vehicles have consistently produced strong grosses? Which price points generate the highest lead volume? Which units remain on the lot beyond 60 or 90 days?

The answers to those questions should guide future purchasing decisions — not instinct alone.

Data-driven inventory management has become one of the defining characteristics separating high-performing dealerships from those struggling to maintain margins.

Buy Winter Inventory Before Everyone Else Does

One of the most overlooked advantages of the fall season is timing.

Many dealers become increasingly focused on yearend sales goals, while experienced operators quietly begin preparing for January and February.

Tax refund season may still be months away, but the inventory customers will purchase during that period is often sourced in the fall. Waiting until after the holidays frequently means paying higher wholesale prices while competing against a larger pool of buyers.

The smartest dealers use the coming months to strengthen relationships with auctions, wholesalers, fleet providers, and trusted acquisition sources. They aren’t buying vehicles simply because they’re available — they’re building an inventory strategy designed for future demand.

Preparation has always been one of the industry’s greatest competitive advantages.

Digital Merchandising Has Become the First Salesperson

The customer journey has changed dramatically over the last decade.

Most buyers now complete hours of online research before contacting a dealership. By the time they visit a showroom, they’ve already compared pricing, reviewed vehicle histories, watched videos, and narrowed their options.

That means every vehicle listing has become a digital showroom.

Professional photography, comprehensive descriptions, 38

accurate pricing, walkaround videos, and transparent vehicle history reports are no longer competitive advantages — they are customer expectations.

Independent dealerships that continue relying on a handful of photographs and minimal descriptions risk losing customers before a conversation ever begins.

Likewise, speed matters.

Consumers expect quick responses to online inquiries. Dealers who respond within minutes instead of hours consistently improve appointment rates and increase closing opportunities.

In today’s marketplace, responsiveness communicates professionalism.

Affordability Continues to Drive Consumer Decisions

While vehicle availability has improved compared to recent years, affordability remains one of the industry’s defining challenges.

Interest rates, insurance premiums, and household budgets all influence purchasing decisions.

Successful independent dealers recognize that customers often buy monthly payments rather than vehicles alone.

Sales teams should be prepared to explain financing options, down payment strategies, warranty protection, and credit-building opportunities with confidence and transparency.

The dealerships earning long-term loyalty are those helping customers navigate financial decisions — not simply negotiating selling prices.

Education has become one of the most valuable sales tools available.

Operational Efficiency Protects Profitability

Profit isn’t created only in the sales office.

Much of it is preserved behind the scenes.

Reconditioning costs continue to pressure dealership margins. Parts availability, labor shortages, transportation expenses, and vendor pricing all contribute to higher operating costs.

Every dealership should regularly evaluate: Average reconditioning cost per vehicle Time from acquisition to front-line ready Vendor performance Service department productivity Transportation and acquisition expenses Reducing front-line time by just a few days allows inventory to begin generating returns sooner while lowering carrying costs.

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Operational discipline may not receive the same attention as marketing or sales, but it often determines yearend profitability.

Customer Retention is Still the Best Marketing Strategy

Reputation is no longer simply a reflection of customer service.

It has become one of the dealership’s most powerful marketing assets.

Trust often begins online.

Acquiring new customers has become increasingly expensive.

Digital advertising costs continue to rise, while online competition grows more intense.

Fortunately, independent dealers possess one of the industry’s most valuable assets: existing relationships.

Fall is the ideal time to reconnect with previous customers through service reminders, trade-in evaluations, referral programs, equity reviews, and personalized communication.

Customers approaching the end of their financing terms may be ready to upgrade. Families experiencing lifestyle changes may need different vehicles. Others simply appreciate hearing from the dealership that earned their trust.

Repeat business costs significantly less than acquiring entirely new customers, while referrals often become a dealership’s most credible form of advertising.

Relationships remain one of the few competitive advantages that cannot be duplicated overnight.

Measure What Matters

Strengthen Lending Partnerships Before Business Accelerates

Independent dealerships have long demonstrated remarkable resilience. They adapt quickly, build strong customer relationships, and operate with an entrepreneurial mindset that larger organizations often struggle to match.

The dealerships that thrive are rarely the ones reacting to the market. They are the ones anticipating it.

As another year enters its final stretch, the message for independent dealers is straightforward: use the fall to sharpen your operation rather than simply chase sales.

Buy inventory with purpose.

Invest in your digital presence.

Strengthen lender relationships.

Control expenses. Measure performance relentlessly. Stay connected with your customers.

Those aren’t seasonal initiatives — they are the building blocks of sustainable success.

The next 90 days may not generate the headlines of tax season or year-end promotions, but they will determine who enters the new year prepared to capitalize on every opportunity.

In the independent automobile business, fall isn’t the end of the selling season.

It’s where next year’s success begins.

Finance remains central to independent retail success.

Before year-end, dealerships should meet with lending partners to review approval rates, funding timelines, program updates, and opportunities to expand financing options.

As underwriting guidelines evolve, maintaining open communication with lenders allows dealerships to adapt quickly and continue serving a broad range of customers.

Adding even one additional lending relationship can increase approval opportunities and improve closing percentages.

Preparation today creates flexibility tomorrow.

Reputation Matters More Than Ever

Consumers increasingly make decisions before ever setting foot on a dealership lot.

Online reviews, Google Business profiles, social media activity, and community reputation all influence purchasing decisions.

Fall provides an excellent opportunity to refresh digital assets, respond to customer reviews, update dealership photography, and encourage satisfied customers to share their experiences.

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Perhaps the most important habit successful dealerships can develop this fall is consistent performance measurement.

Rather than waiting until month-end financial statements arrive, leading dealers monitor key performance indicators every week.

Metrics worth reviewing include inventory turn, average days in stock, lead response time, appointment show rates, closing percentage, gross profit per retail unit, advertising return on investment, finance penetration, and customer satisfaction.

These numbers tell a story.

They reveal what’s working, where improvements are needed, and where opportunities exist before problems become expensive.

Dealerships that embrace a culture of measurement are better equipped to make confident decisions regardless of market conditions.

Looking Beyond the Calendar

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On-Demand Offerings

Complying with the Safeguards Rule* TIADA has designed an easy, quick, and affordable program that fulfills the FTC’s training requirements for the Safeguards and Privacy Rules of the Gramm-Leach-Bliley Act for all your employees and includes model Safeguards Policies and Agreements for your dealership at no additional charge.

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Repossession 101: What You Need to Know In this two-part video course TIADA counsel Michael Dunagan answers repossession related questions for both the dealer starting out and those dealers who want a refresher. Dunagan goes through the basics of self-help repossession, repossession when a client has filed bankruptcy, and using the courts to regain collateral through sequestration. The course also covers all the repossession letters and includes a downloadable deck of slides to follow along with the course.

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The Basics of Transferring Titles* Want to avoid having your title transfer paperwork rejected at the tax office? This online course is designed to walk you through the title transfer process and is best suited for people new to transferring titles or those who want to brush up on the basics. This course has been reviewed for accuracy by the Tax Assessor-Collectors Association of Texas.

$48 for the course

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The Deal Jacket* The Deal Jacket is the file the TxDMV, OCCC and the Comptroller will ask for when they conduct an exam or audit of your dealership so it’s important to make sure these documents are accurate. To know which documents are required, you can either rely on what some dealer at the auction told you, or you can do it the right way by taking this free course.

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behind the wheel

by Trevor

The Conversations That Shape Our Work

B

y the time you read this, the 2026 TIADA Conference & Expo will be behind us. For me, it was my first TIADA Conference as Executive Director, and I walked away with a deeper appreciation for this association, this industry, and the people who make both so strong.

A conference like ours is easy to measure in the usual ways. Attendance. Sessions. Sponsors. Exhibitors.

Speakers. Meals. Rooms. Schedules. All that matters, and I am grateful to everyone who helped make this year’s event a success. Those pieces take months of planning and a great deal of work from staff, volunteer leaders, sponsors, speakers, and partners.

But the real value of conference is harder to capture in a report.

I know I have written before about the value of getting dealers in the same room, and I will probably keep coming back to it because it is one of the clearest reminders of what an association is supposed to do. Conference is not valuable only because of the sessions on the schedule or the speakers on stage. It is valuable because it gives us a concentrated look at what dealers are actually asking, where they are frustrated, what they are trying to solve, and where TIADA needs to focus its work next.

Some of that comes through informal sessions and roundtable discussions. Some of it happens in quick

Jennings TIADA EXECUTIVE DIRECTOR

hallway conversations, at sponsor events, or when a dealer pulls a staff member aside with a question they have been trying to get answered for weeks. Those moments are not always easy to measure, but they matter. They help us see which issues are isolated, which ones are becoming patterns, and which ones require a stronger response from the association.

This year, we heard dealers talk about the same pressures we have been discussing for months: regulatory change, title and registration issues, access to inventory, financing challenges, compliance questions, staffing, technology, and the constant need to make good decisions in a business that does not slow down.

Some of those conversations were about immediate problems. Others were about where the industry is headed. Many were practical: What do I need to know? What do I need to change? Who can help me understand what comes next?

That is where TIADA has to continue showing up.

Our job is not simply to host an annual conference, publish updates, or respond when something goes wrong. Our job is to listen carefully, identify the issues that matter most to dealers, and turn those conversations into action. Sometimes that means advocacy.

Sometimes it means education. Sometimes it means

TIADA gives dealers a place to turn for information, a network to learn from, and a voice in the issues that shape the future of the industry.

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direct member support. Sometimes it means bringing the right people into the same room so questions can be answered and relationships can be built.

That work also requires us to pay attention to what is not being said directly. A question asked by one dealer may reflect confusion shared by many others. A concern raised during a break may point to a process problem that deserves more attention. A comment from a regulator, sponsor, or vendor may help us better understand how an issue is being experienced across the industry. Conference gives

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us a rare chance to hear all of those perspectives in one place.

That is especially important in a state as large and diverse as Texas.

Independent dealers do not all operate the same way. A BHPH dealer in one part of the state may be dealing with different pressures than a retail dealer somewhere else. A smaller operation may experience a new requirement differently than a larger dealer group. But when those conversations come together, TIADA gets a clearer picture of what is happening across the industry and where our members need support.

Conference gives us a concentrated version of that work, but it does not end when the last session wraps up.

The conversations we had in San Antonio will help guide our planning for the months ahead. They will influence the education we develop, the communications we send, the agency conversations we prioritize, and the issues we raise on behalf of independent dealers across Texas.

I am especially grateful to the dealers who took the time to speak candidly with me and with our staff.

Your feedback matters. Your questions matter. Your frustrations matter. Your ideas matter. They help us better understand where TIADA is providing value and where we still have work to do.

An association is strongest when its work is grounded in the real experiences of its members. That is what I saw at conference. Dealers showed up not just to attend sessions, but to engage, ask questions, challenge assumptions, share what is working, and help us better understand what support looks like in the day-to-day reality of running a dealership.

That is the work ahead for TIADA. We will continue to focus on the issues that affect your ability to operate, grow, and serve your customers. We will continue working with agency partners, policymakers, sponsors, vendors, chapters, and members to make sure dealer voices are part of the conversation. And we will continue looking for ways to provide practical value, not just at conference, but throughout the year.

Thank you to everyone who joined us in San Antonio. Thank you to our sponsors, speakers, exhibitors, board members, volunteers, and staff who made the event possible.

Most of all, thank you to the dealers who continue to trust TIADA to represent and support this industry.

The conference may be over, but the conversations continue. And those conversations will keep shaping our work.

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