Texas Dealer, July 2016

Succession Planning AND THE INDEPENDENT DEALER

Also In This Issue: • TIADA Attorney Michael W. Dunagan on Lien Holder’s Rights and Bonded Titles • Survey Reveals Repo Stats • The Opportunities and Challenges of Lease-Here, Pay-Here • The 2016 TIADA Vendor Directory

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2016 TIADA Board of Directors PRESIDENT Phil Lathrop/VP Auto Sales Inc. 2921 S. Garland Avenue Garland, TX 75041 Office: 972.864.1300 Email: phillipl@vpautosales.com PRESIDENT-ELECT Kathrine Tolsch/CICO Auto Sales 11050 Harry Hines Blvd.

Dallas, TX 75229 Office: 214.352.9282 / Fax: 214.352.8227 Email: cicoauto@verizon.net CHAIRMAN OF THE BOARD Brent Rhodes/Fiesta Motors 5150 Industrial Way Drive Buda, TX 78610 Office: 512.312.2201 Email: brent@fiestamotors.net SECRETARY Greg Zak/Dixon Motors 7902 North Freeway Houston, TX 77037 Office: 281.931.1300 Email: gzak@windstream.net TREASURER Trey Crouch/Trey Crouch’s Wheels On Credit, Inc. 636 E. Business 83 McAllen, TX 78501 Office: 956.972.0700 Email: trey@wheelsoncredit.com VICE PRESIDENT, WEST TEXAS (REGION 1) Paul Scott/Fiesta Motors – Lubbock 2599 74th Street Lubbock, TX 79423 Office: 806.765.3640 Email: pscott@gofiestamotors.com VICE PRESIDENT, FORT WORTH (REGION 2) Tommy Gregory/Abilene Used Cars Sales Inc. 497 E.S. 11th Abilene, TX 79602 Office: 325.676.8000 Email: aucsinc@sbcglobal.net VICE PRESIDENT, DALLAS (REGION 3) Wayne Meagher/M D Auto Sales 2002 W. Main Street Grand Prairie, TX 75050 Office: 972.641.9598 Email: wayne@navchiefs.com VICE PRESIDENT, HOUSTON (REGION 4) Juan Sabillon/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017 Office: 713.644.2446 Email: brentfordct@yahoo.com VICE PRESIDENT, CENTRAL TEXAS (REGION 5) Robert Beck/Stop N’Drive Motors 711 N. General McMullen Dr. San Antonio, TX 78228 Office: 210.432.1101 Email: stopdrive@texas.net VICE PRESIDENT, SOUTH TEXAS (REGION 6) Dan Keetch/Keetch Motors 1010 S. Staples Corpus Christi, TX 78404 Office: 361.882.3541 Email: dankeetch51@yahoo.com VICE PRESIDENT AT LARGE James Hobson/H-Town Motors 3714 Dyer Street El Paso TX 79930 Office: 915.564.9797 Email: htownmotors@sbcglobal.net VICE PRESIDENT AT LARGE Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 Office: 713.641.0980 Email: ryan.winkelmann@sbcglobal.net 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 jeff.martin@txiada.org

Volume XVI

/ Issue 7/8

/ J u l y / S p e c i a l 2 016

texasDealer

6 Officers’ Message

contents

by Phil Lathrop, TIADA President

9 TIADA Member Application 10 On The Cover: Succession Planning and the Independent Dealer

by John Buelow

12 Local Chapters 15 Legal Corner: Protecting a Lien Holder’s Rights When a Bonded Title is Applied For

by Michael W. Dunagan

16 Upcoming Events 18 The Opportunities and Challenges of Lease-Here, Pay-Here

by Allen Dobbins

21 Survey Reveals Repo Stats

by Fleurette Runyan

24 2016 VIP Auction Card Directory 27 News & Notes 29 Challenge Yourself

by Cory Mosley

32 TIADA Annual Conference and Expo 37 Bury the Bones

by Jim Mathis

41 New Members 45 Regulation Matters: Doc Fee Increases to $150, Notification Required

by Danny Langfield

47 2016 TIADA Vendor Directory 62 Behind the Wheel

by Jeff Martin

What’s happening at w w w . t x i a d a . o r g ?

DID YOU KNOW... you can find the latest industry news and

information on the home page of the TIADA website under Latest News?

The most recent articles are featured right there, plus you can click on “View All Blog Posts” to find older postings.

The Editor of the Texas Dealer magazine is Teresa Orkun, Marketing Communications Coordinator 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: info@txiada.org. 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.

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Building Success Together

officers’ message

by Phil

Let the Good Times Roll!

W

hen I was a sales manager in the old days, our remedy for a negative attitude was to say “you need a checkup from the neck up.”

Many times after reading the paper on world events, watching the latest on election primaries, or checking out the compliance section of the dealers’ magazines, I find myself prescribing the checkup to myself. I give myself some strong positive self-talk and focus on the good, not the bad.

As my term as President comes to an end, I am really going to be positive about the forward momentum of TIADA. I am proud to be a member of this fine group of dealers and magnificent staff. I am very optimistic, knowing I don’t have to stand alone to the ever-changing challenges our industry faces.

We have been around for over 75 years. We are as strong legislatively as we have ever been. This strength is not just in Texas but extending to Washington D.C. through our alliance with NIADA. I know we are training more dealers than ever to be responsible and ethical.

We are communicating better and faster by our online commitment to be in sync with the future.

Our membership is growing in leaps and bounds as dealers recognize the benefits of the Association. The membership is as diversified as we have ever been. Race, creed, color and gender are all welcome at TIADA. Young members are being groomed to accept the leadership roles that keep an association vibrant. This is an

Lathrop

VP Auto Sales Inc. (Garland) TIADA PRESIDENT

organization that will be here as long as there are independent automobile dealers.

In this limited space I couldn’t begin to detail all the accomplishments of this great association. I encourage you to regularly log on to the website and stay current.

TIADA is not a separate entity of a few staff members.

We are a combination of staff, dealers, dealer volunteers, and vendor associates. We are a team designed to accomplish that which an individual dealer cannot accomplish by themselves.

As Brent Rhodes transitions out and Kathrine Tolsch moves up to the Presidency, I want to thank our dealer members, many of who put in lots of hours of volunteer work and thousands of dollars, and our associate members and sponsors who keep us informed of the latest tools available to our businesses. Thanks also to the Legislators that have assisted us in Austin and to TIADA Lobbyist, Mario Martinez, who seems to know them all. Thanks to all the local associations for the support and grass roots efforts you initiate.

A special thanks to our Director and my friend, Jeff Martin. TIADA has become a powerhouse with him at the helm. He couldn’t do it all without Deputy Director Danny Langfield, Cristina Fowler, Teresa Orkun, Patty Huber, Sheila Andrews and our legal counsel, Mike Dunagan.

May your businesses flourish, and as the 2016 Annual Conference and Expo is nearing and the 2016–2017 year is coming up...

Let the Good Times Roll!

We are a team designed to accomplish that which an individual dealer cannot accomplish by themselves.

6

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July/Special 2016

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TIADA Membership Application

2016

Business Name: ____________________________________________ Select one:

Dealer Member

TIADA texas independent automobile dealers association

TIADA texas independent automobile dealers association

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________

2016 TIADA Membership Dues:

City: _________________________________________ State: _______

Join Date:

Dues:

Zip: __________________ County: _____________________________

Jan. / Feb. / Mar.

$425

Apr. / May / Jun.

$320

Jul. / Aug. / Sep.

$215

Oct. / Nov. / Dec.

$425

E-mail address: _____________________________________________ Phone: _______________________ Fax: ________________________ Dealer P Number: ___________________________________________ Who referred you to TIADA? __________________________________ Mailing Address (if different from above): __________________________________________________________ City: _________________________ State: _______ Zip: ___________

(includes all of 2017) (all dues include NIADA membership)

PLEASE INDICATE PAYMENT METHOD: Check or Money Order payable to TIADA Check # __________ Credit Card Card Number: __________________________________________________ Sec.Code: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Expiration Date: ____________ Monthly Payments - $35.42 per month Via Credit Card (Please enter card information above. Authorization Agreement required - contact state office) Via Bank Draft (Authorization Agreement & voided check 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

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 is therefore not deductible.

July/Special 2016

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on the cover

by John Buelow Principal, CLA Dealerships

Succession Planning A N D T H E I N D E P E N D E N T D E A L E R

I

t’s impossible to have a conversation about dealership succession planning without talking about the distinct successor challenges facing independent and BHPH dealers compared to dealers in the new franchise space.

New car dealers simply have more money, managers, and resources, including the NADA Academy, which grooms the younger generation to become the next leaders. Meanwhile independent dealers carry the financial

10

burden much more than franchised dealers, and lack that guiding governing body.

For these reasons and many others, a succession plan will look and feel different from dealer to dealer in the independent realm. There is simply no “one-size-fits-all” approach, particularly when it comes to training a successor to understand the business. Is it on-the-jobexperience? Is an MBA a must? Or is it the school of hard knocks?

Here are a few succession

approaches from the perspective of fathers, sons, and daughters.

From both owners and those moving toward the torch, and we begin with an inauspicious note: potential successors might be approaching the business, but on their terms.

What dealers may see as a dynasty may not be realized if enough family members aren’t interested in the business down the road.

“I think one of the hardest pieces about succession has been the rollercoaster of emotions on whether T e x a s

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July/Special 2016

our dealership’s future would be secured through my own children,” says Phil Lathrop, of VP Auto Sales in Garland, Texas. “I’ve heard something like five percent of family owned and operated businesses make it to the third generation.”

Lathrop’s son was a musical prodigy with a passion that didn’t include car sales. “As a businessman, I would love to have him join the group, but as a father, I wanted to support my son’s dream. I found an alternative successor in my son-in-law, but he eventually left the dealership.

Luckily, my son came back on his terms, when he was ready, after pursuing his love of music.”

Of course, mixing younger and older generations can bring some cultural clashing on the sales floor and the back office. There are major differences in the way Baby Boomers, younger boomers, Gen X, and Millennials think and operate, Lathrop notes. “My son’s approach is different than my own, but I see it as a good thing. He’s a bit more new school in his thought process, particularly around software and digital advertising.”

That’s one of the keys to a smooth handoff: considering generational distinctions not as gaps to overcome, but as strengths that complement your own capabilities. This mindset opened the door for the daughter of Trey Crouch.

Crouch is a first generation, single-point dealer in McAllen, Texas. After his daughter, Cooper, graduated from college, it was her idea to help her dad with the business. And at 22 years old, she didn’t need to understand all angles of the dealership. Growing up immersed

in the digital age, she was a natural fit to begin on the marketing side of the business, creating a website, developing an internet marketing business, and a social media presence. “She’s savvy in ways that aren’t my forte,” Crouch says.

Since then, she’s become the COO of the recovery company on behalf of some very large lending

...one of the keys to a smooth handoff: considering generational distinctions not as gaps to overcome, but as strengths that complement your own capabilities.

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institutions, and is now learning the business from the financial angle. “It’s an ugly part of the business that no one wants to talk about, but it’s very important that that side of the business has transparency and compliance and Cooper is a good candidate to lead that effort.”

Crouch likes how his daughter is quickly taking to the business.

“Honestly I’ll be working for her someday.”

Sometimes it is the school of hard knocks that routes children back into their family business. Stephanie Paredes also came to the dealership business after pursuing her first passion. She started in cosmetology school but moved away from that career after struggling to find the right job fit. Her father, Gary Sayre of Gary’s Used Cars in Dallas has been in business for 30 years, and it was he and his wife that invited Stephanie back. Paredes began in

the accounting office, handling accounts payable issues, and then moved to titling, and has also helped sell cars during IRS refund season. “My husband is involved too on the repossession side of the business.”

Of course, there is a blended approach that incorporates on-the-job training and a targeted education such as an MBA. Brad Kalivoda joined his future father-in-law at Lubbock’s Fiesta Motors as a parttime collector and cashier while attending college, and was asked to stay aboard when he finished his degree.

After a dozen years, he returned to school to hone his skills on the financial side, earning an MBA from Texas Tech in 2013.

“I don’t believe the MBA was a necessity but it definitely helped fill in some gaps from my original degree and what I had learned from working in the business for 12 years. I think that with today’s competitive environment and the hidden complexity of the BHPH industry it is definitely to someone’s advantage to have a degree in business to help them navigate,” Kalivoda stated.

He still sees the guiding hand that only comes from years of institutional knowledge from his fatherin-law Paul. “I have been hands-on with the financial statements for a little over a year. The basic format is walking through each statement and explaining what I see and then getting feedback from Paul on anything I may have missed,” Kalivoda said.

As I reflect on these stories above, I see common traits that all successors need: Experience outside the indus try — all the scenarios above included real-world experience in other fields. Applying for work, being interviewed, competing for positions, and seeing firsthand how the workaday 11

Local Chapters VICTORIA Dennis Schroller Victoria Autos Direct 361.578.0530 Dennis@victoriaautosdirect.com Meeting – 1st Monday (Monthly) FORT WORTH Mark Jones MCMC 817.703.7973 mjones@mcmcauto.com Meeting – 4th Thursday of Jan–May and Sep–Oct DALLAS COUNTY Kevin Mims VP Auto Sales 972.864.1300 kevinm@vpautosales.com Meetings as needed/TBD HOUSTON John Freeman Galena Park Motors 713.675.0559 houiada@houiada.com Meeting – 2nd Tuesday (Monthly) SAN ANTONIO Robert Beck Stop N’ Drive Motors 210.432.1101 stopdrive@texas.net Meetings quarterly (dates announced at www.txiada.org) EL PASO Ricardo Gardea Cars Plus 915.778.8285 cars_plus@att.net Meeting – 3rd Friday (Monthly) 12

world functions is invaluable experience. Even in a hospitality capacity you have to upsell a bottle of wine that can translate to the sales floor.

Working in a banking capacity can help future dealers see the transaction issues from the other side of the table.

So don’t be afraid of allowing your heir to pursue their outside dream or experience.

It will benefit your dealership in the end.

Growth through the ranks

— the future owner of your business needs to understand

building, leasing, remodels, trends in the economy, understanding the market at large, even how negative GDP will impact the car industry. It also includes management issues, the subtleties of capital expenditures — everything you do that you want him or her to do capably after you’ve exited the business. This general business acumen is about being business savvy around issues that will affect the dealership, and more importantly, help grow the business you have put your blood, sweat, and tears into.

Independent dealers tend to be highly entrepreneurial and have an appetite for risk, a penchant for moxie, and a sense of survival. finance and operations from the ground up and within every area of your dealership, including vehicle sales, finance, insurance, administration, vendor relationship, repossession, the whole gamut. Knowing whether you can throttle up or down on sales means knowing whether your finance, repossession, and credit issues align with the bank. This includes ratios, loss ratios, and cash reserves to cover repossession losses.

This financial knowledge is critical.

General business acumen

— understanding real estate transactions including

What do I personally learn from these stories? Inspiration!

Independent dealers tend to be highly entrepreneurial and have an appetite for risk, a penchant for moxie, and a sense of survival.

While this means no two succession plans will look exactly alike, their independent streak allows dealers to be nimble, change with the times, and define succession on their own terms.

John Buelow is a dealership consultant with CliftonLarsonAllen focusing on people, process, and profitability. You can contact John at john.buelow@CLAconnect.com or 612-376-4828.

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legal corner

Protecting a Lien Holder’s Rights When a Bonded Title is Applied For Dealer Question: I was just

notified by the state that someone has applied for a bonded title to a vehicle that has been on my skip list for two years. How do I protect my lien, and will a bonded title be superior to my lien?

Answer: While the issuance of a

bonded title certificate will create an administrative presumption that the bonded title is superior to your lien in the state’s motor vehicle title system, most courts recognize that your prior, unsatisfied lien is still valid. However, the bond that is deposited with the bonded title application may offer a better target and a less costly remedy for the prior lien holder in recovering his loss than in fighting for possession of the collateral.

T

he bonded title procedure was established by the legislature as a way of allowing a person to obtain a title certificate to a vehicle when the original certificate

is unobtainable and the applicant is the apparent owner of the vehicle. The procedure presumes that the prior owner and lien holder can’t be found.

The bonded title legislation addressed a problem many vehicle owners had in obtaining title certificates to their vehicles after indebtedness was paid off. The problem was particularly acute when the banking industry was faced with massive shut-downs and consolidations in the late 1980’s. There has also been a persistent problem with other lien holders who go out of business or close down, and can’t be found when the time to get the lien released comes around. Before institution of the bonded title

by Michael

Dunagan

W.

TIADA GENERAL COUNSEL

Any registered owner or lien holder can recover on the bond any expense, loss, or damage, including reasonable attorney’s fees, occurring because of the issuance of the bonded title. procedure, the methods for obtaining a title to a vehicle without having a title certificate were (1) apply for and obtain a certificated copy

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July/Special 2016

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Upcoming Events TIADA DEALER ACADEMY Register online at www.txiada.org

September 2016 12 How to Become an

Independent Auto Dealer Austin, TX

November 2016 7 How to Become an

Independent Auto Dealer Austin, TX

OTHER TIADA EVENTS July 2016 24 TIADA Board of Directors Meeting San Antonio, TX

24-26 TIADA Annual

Conference and Expo J.W. Marriott Hill Country Resort and Spa San Antonio, TX

16

original title, or (2) request a hearing from the county tax assessor to establish the right of ownership to the vehicle.

The problem with the former procedure is that the owner or lien holder must sign the application and represent that the original title certificate was lost (although this requirement hasn’t stopped many thieves who have no qualms about forging a lien holder’s name to such an application).

Some tax assessors are reluctant to cause a new title to be issued without knowing more facts than the applicant often had available at the hearing, so that procedure was not always an efficient way to determine the true ownership of a vehicle.

The bonded title procedure seemed to be a good compromise for allowing a person to get a title when the normal channels were not available, but at the same time offering financial protection for a real owner or lien holder whose interest was overlooked.

Under Section 501.053 of the Texas Transportation Code, a person may file a surety bond issued by a licensed surety company in an amount equal to one and one-half times the value of the vehicle. If the paperwork is in order, a title certificate is issued. Usually, a notice of the filing of the bonded title application is sent by the Vehicle Title and Registration (VTR) to the registered owner and lien holder at the same time the bonded title is issued.

Any registered owner or lien holder can recover on the bond any expense, loss, or damage, including reasonable attorney’s fees, occurring

because of the issuance of the bonded title. The bond is valid for three years from its effective date.

What has become apparent recently is that the bonded title procedure is being used in situations other than where lien holders have disappeared.

It seems that more and more individuals are “selling” their vehicles to third persons, who are “buying” the vehicles without any concern for outstanding liens. When they seek

Even if the lien holder finds out about a bonded title application before the title is issued, he may want to wait and file a bond claim rather than deal with repossessing and reselling the collateral. to title and register the vehicle, they are informed that they can’t because of outstanding liens. Most tax offices then give out information on tax office hearings and bonded title procedures, including a list of surety companies that write bonds. We’ve found that the surety companies that issue the bonds generally do no investigation of the existence of liens.

Once a lien holder gets notice that a bonded title has been issued or applied for, he can obtain information about the applicant and the issuer of the bond from VTR. We have assisted a number of lien holders recently in collecting writtenoff balances on collateral long given up on. When a lien holder finds that a bonded title has been applied for, T e x a s

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we suggest the following options: If the bonded title has

not been issued yet, the lien holder can certainly repossess its collateral under the usual repossession rules.

Repossessing after a

bonded title certificate has been issued, even though probably justified under the law, may result in costly repercussions, such as theft charges being filed. Remember that the police (and other law enforcement officials) will generally rely on the state’s title records and will probably not understand the complications of competing title interests. The cost of seeking a court ruling may not be justified by the value of the repossessed vehicle.

Receiving notice that a bonded title has been sought on a “skip” vehicle may be the best news a prior lien holder can get about his lost collateral.

Once a bonded title has been is sued, the legitimate lien holder can often obtain a larger recovery by making a bond claim than by repossessing and reselling the collateral.

Even if the lien holder finds out

about a bonded title application

before the title is issued, he may want to wait and file a bond claim rather than deal with repossessing and reselling the collateral.

Unlike a claim on a dealer bond, a

court judgment is not required to recover. However, if the surety company balks at paying, it may be necessary to file suit. Attorney’s fees can be sought as additional damages.

Conclusion

Receiving notice that a bonded title has been sought on a “skip” vehicle may be the best news a prior lien holder can get about his lost collateral.

Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for 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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July/Special 2016

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feature

The Opportunities and Challenges of Lease-Here, Pay Here

by Allen Dobbins

President & CEO, Ignite Consulting Partners

PANEL MODERATOR

{Editor’s Note: Allen will be hosting a Lease-Here, Pay-Here panel discussion at the 2016 TIADA Annual Conference & Expo}

R

ecently, there has been a lot of talk about Lease-Here/ Pay-Here (LHPH) and what impact it could have on the used car finance industry as a whole. Dealers are hoping that leasing provides a magic bullet for Buy-Here/Pay-Here (BHPH) dealers to solve all of their business problems with one shot. However, it’s never that simple. Dealers should work hard to gather all the facts before making any final decisions about implementing LHPH, as these types of decisions are never quite so black and white.

Historically, new car dealers have provided leasing as a financing alternative for consumers. The end goal has always been to reduce the customer’s monthly payments and to get those customers back into their dealerships to purchase another car. While the majority of BHPH dealers are not looking for leasing to provide the consumer with a payment reduction, they are looking for leasing to revolutionize traditional BHPH dealerships. Many hope that leasing will help insulate both dealers and lenders from the regulatory issues associated with traditional installment sales finance rules and their associated regulations.

As dealers look to leasing as an alternative, they are extremely excited

about the opportunities to produce repeat sales. Since lessees (the customers) must return or exercise their purchase option at the end of their lease, dealers are given an opportunity to re-lease their current customers when it’s time to terminate their current lease agreement. The

Since lessees (the customers) must return or exercise their purchase option at the end of their lease, dealers are given an opportunity to re-lease their current customers when it’s time to terminate their current lease agreement.

18

common belief is that very few customers will exercise their purchase option. Instead they will simply choose to return their vehicle and lease another one. In turn, this offlease inventory will provide a regular influx of new inventory, which

dealers desperately want and need.

Dealers are also hopeful that recapturing this inventory will reduce the burden on buyers to constantly find and obtain new inventory. The final result will be an overall increase in repeat business, which will translate into long-term growth.

While dealers are excited about the sales and inventory possibilities, they are also hoping that leasing will provide some necessary tax relief by giving them the ability to reduce and/or defer both state and federal taxes. In addition, dealers are also excited about the much needed legal assistance leasing could provide with regard to bankruptcy and repossession.

However, since I am not an attorney, I would prefer to leave that commentary to the experts that are intimately familiar with these laws.

Texas BHPH dealers that wish to convert to leasing will find that their major obstacle is sales tax.

The Texas sales and use tax lease laws are confusing and contradictory, to say the least. Texas law appears to have been written to address both the lessor and franchise dealer’s position, to the exclusion of the independent auto dealer who might also be the lessor. Even though independent dealers are not specifically mentioned in the law, it is fairly clear that independent dealers that wish to also be the lessor can have the same benefits as a lessor that acquires inventory separately for resale. Currently, BHPH dealers in Texas are able to simply T e x a s

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pay their sales tax on a deferred basis according to their collections.

However, in leasing the laws are unique. In a nutshell, vehicles purchased by the lessor specifically for lease inventory are subject to motor vehicle sales or use tax at the time of purchase. Alternatively, vehicles purchased for the dealer’s general inventory that could be either sold or leased at a later date are subject to sales and use tax at the lease inception date. In both cases, the dealer’s wholesale acquisition cost is used as the basis for computing the amount of sales and use tax due. This can have a short-term effect of reducing cash flow as you purchase lease inventory. Fortunately, subsequent LHPH payments are not subject to sales and use tax. This differs from traditional BHPH sales where taxes are due as payments are paid. The State of Texas does not view the lessee as the responsible party for sales

tax since the lessor (the company) is the actual owner of the vehicle.

The law provides for other considerations that should evaluated upon termination. As I’ve mentioned in an earlier paragraph, lessees have an option to purchase the vehicle at lease-end, should they choose to do so. Since that lease-end purchase would be considered a sale, the State of Texas considers the sale by the lease company to the lessee a separate sale. If the vehicle is sold to the lessee, or another person not privy to the lease, and at fair market value, the amount subject to the motor vehicle sales and use tax is the agreed-upon sales price of the vehicle. However, the rules go on to state that the lessee is not charged sales tax if the correct amount of tax was paid originally at the beginning of the lease. This appears again to refer to both franchised dealers or independent dealers that originate lease transactions whereby

the lessor is a 3rd party entity. Under this scenario, the entire capitalized cost is taxed fully at origination and paid by the lessor. For additional information and a summary of the Texas Administrative Code, see Subchapter F, specifically Rule §3.70.

Furthermore, there are additional considerations that dealers should be aware of as they consider leasing. Below is a list of potential issues and products that could be required to offer a fully compliant, defensible lease product.

Lessor Vicarious Liability Insurance

This type of coverage should provide contingent liability, plus contingent excess with limits of at least $1 million. In addition, you should consider the fact that you may be required to repossesses the vehicle in the event the lessee does not maintain the proper insurance

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coverage. In some states, state minimum insurance coverage may be required and you should consider legal defense coverage as a component of this policy.

Lessor Strict Liability Coverage

This type of coverage provides protection against product liability lawsuits. In addition, you should obtain coverage that protect you against lawsuits targeting lessors in the event the lessee fails to maintain the vehicles in proper working order. You should also consider legal defense coverage, as well as negligent entrustment coverage.

Insurance Tracking

You will be required to track insurance coverages on your lessees. It is recommended that you outsource this service to a professional insurance tracking organization. You may be required to prove to your insurance carrier that you made all efforts to require insurance and that you’ve attempted to recover the vehicle due to non-coverage.

Lessor Accounting

You should hire a tax professional with a deep understanding of lessor accounting. In addition, you may be required to prove to the IRS that you’ve completed all the Financial Accounting Standards Board required tests

regarding your use of the appropriate lease accounting mechanism (i.e., operating lease, direct finance lease, or sales-type lease). Since it is possible for your customers to move to other states, you should consider that you might need to file the appropriate sales tax filings and/or state income tax returns in the states where your customer garages the vehicle.

Reg M Compliance

Reg Z is not applicable to vehicle leasing; however you must be compliant with Reg M.

Residual Risk

You may need to manage residual risk by obtaining coverage. However, this is not likely since the residual values of the assets are negligible.

Garage Liability Coverage

Changes to your garage liability coverage may be required to cover off-lease vehicles.

Lender Approval

Many dealers rely on business lines of credit to finance their portfolios. Lease accounting will modify a lessor’s financial statements, and as such, dealers should seek their lender’s pre-approval before implementing a lease program at their company. In certain cases, your lender may require your CPA firm to prepare pro-forma financial statements for their review in addition to your current financial statements.

The information contained in this article is not meant to provide any legal or accounting advice; it is simply to provide you with an overview as you evaluate leasing as an alternative to traditional BHPH. In the end, when you weigh the pros and cons of leasing, you should fully evaluate both its benefits and its obstacles. When looking at leasing, it’s easy to get caught up in what other people say about how great leasing can be for your business. There’s always an upside and downside to all decisions, and it’s easy to hear what you want to hear without investigating all of the issues and complexities.

The famous cartoonist Bill Watterson, once said, “It’s not denial. I’m just selective about the reality I accept.”

Dealers must choose what denial or reality they choose to accept for their business.

Allen Dobbins is the President and CEO of Ignite Consulting Partners, a company specializing in regulatory and compliance, accounting and cyber solutions. You can contact Allen Dobbins at allen.dobbins@igniteconsultingpartners.com or 817.764.1135.

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feature Survey Reveals Repo Stats

by Fleurette Runyan

Sales Director – Central US, Consolidated Asset Recovery Systems

C

onsolidated Asset Recovery Systems (CARS) recently completed a survey of representatives of the repo agent community and shared some of the results with the Texas Dealer via the following Q&A.

CARS This was not scientific survey; however, our results were derived from 800+ participants: Repossession Fees

18.2% Higher than $400 per repo

50.7% Repo fee between $325 and $400

19.7% Repo fees between $200 and $325

11.3% Repo fees below $200

TEXAS DEALER In a nutshell, what were the survey’s top

three takeaways?

CARS

1) Dealers need to consider all fees, including impound & administration fees when analyzing total cost.

2) Dealers need to look at the entire process to ensure the items downstream are not negatively affecting the items upstream. Some agents will “cherry pick” the cases to work on because agents can’t afford to work all the cases hard. Instead of $350 for a repo, now it will cost $650-700 for a repo because of skip and additional services like LPR (license plate recognition).

3) Dealers need to look at the total cost of the repo; it’s a ripple effect. The repo cost may be at a low cost/price, but the dealer may pay additional monies later in the recovery process and/or to liquidate the asset.

We call this “squeezing the balloon” “Squeezing” front-end repo cost can cause unnec essary increases in other costs or have negative effects on performance.

Many dealers tend to look at the repo process in

silos & are not aware of how decisions made at one point affect other activities downstream.

TXD What were you most surprised about with the outcome of the survey?

CARS We asked the participants, “What is the most im-

portant factor to you when selecting a repo agent?”

55% stated cost was most important whereas 45% stated recovery/performance was the most important.

The majority of respondents pay between $325-375 for an average repo which does not include skip or LPR services. Skip & LPR services are an additional cost to the dealer; typically, several hundred dollars. Over 95% of the attendees use skip services and over 80% use LPR to assist in the recovery process.

TXD What is an average repossession fee/cost?

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* Fees were based on involuntary repossession service fees for passenger cars & trucks. * Fees did not include LPR, door knocks or in-field inspections.

Internal Costs of repossession

Average expense to repossess from those polled was

$304 This was up 21 dollars over last year per vehicle

repossessed Internal expense to execute repossession:

• 25.2% Less than $200 • 30.1% Between $225 and $300 • 16.5% Between $300 and $350 • 26.0% Between $350 and $400 Geography affects the cost; most expensive

places: NY, Alaska, Hawaii, Louisiana & Indian Reservations

TXD What recommendations do you have for dealers in selecting or managing a repo agent?

CARS

1) Benchmark service providers frequently 2) Review hard and soft metrics 3) Utilize comprehensive company audits — financials, background of employees, licensing, site audits, & compliance monitoring.

Fleurette Runyan is the Sales Director – Central US for Consolidated Asset Recovery System, a leading provider of software and services for repossession management and remarketing. Consolidated’s innovative technology and services drives compliance and optimizes results. You can contact Fleurette at Fleurette.runyan@ez-recovery.com or at 214-717-1345.

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2016 TIADA VIP Auction Card Directory ABILENE

CORPUS CHRISTI

Insurance Auto Auctions*

Alliance Auto Auction Abliene

Insurance Auto Auctions*

6657 US Highway 80 West Abilene, TX 79605 325.698.4391, Fax 325.691.0263 General Manager: Jimmy Compton Friday, 10:00 a.m.

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

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

www.allianceautoauction.com

C.M. Company Auctions, Inc. www.cmauctions.com

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

AUSTIN ADESA Austin

www.adesa.com

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

America’s AA Austin / San Antonio www.americasautoauction.com

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* www.iaai.com

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

Metro Austin Auto Auction www.metroautoauction.com

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

BELTON Belton Auto Auction New! www.beltonautoauction.com

212 E Loop 121, Belton, TX 76513 254.899.2886, Fax 254.613.4582 General Manager: Joe Lavigne Thursday, 10:00 a.m.

* VIP card accepted for sell fees only 24

Get up to $200 off a buy or sell fee at these participating auctions using your TIADA VIP Auction Card!

www.iaai.com

Corpus Christi Auto Auction New!

(formerly known as Sparkling City AA Corpus Christi) www.CorpusChristiAutoAuction.com

2149 IH69 Access Rd Robstown, TX 78380 361.767.4100, Fax 361.767.9840 General Manager: Wade Walker Friday, 10:00 a.m.

DALLAS / FT.WORTH METROPLEX ADESA Dallas

www.adesa.com

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

Alliance Auto Auction Dallas www.allianceautoauction.com

9426 Lakefield Blvd.

Dallas, TX 75220 214.646.3136, Fax 469.828.8225 General Manager: Christopher Dean Wednesday, 1:30 p.m.

America Can! Cars for Kids www.carsforkids.com

1911 E. Division, Arlington, TX 76011 972.274.5437, Fax 214.944.1950 General Manager: Jennifer Kitchens Saturday, 9:00 a.m.

America’s AA Dallas

www.americasautoauction.com

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* www.iaai.com

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

www.iaai.com

Manheim Dallas

www.manheim.com

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

Manheim Dallas Fort Worth www.manheim.com

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

Rockwall Auto Auction New! www.rockwallautoauction.com

1810 I-30 Frontage Rd. Rockwall, TX 75087 972.771.9919, Fax 972.722.4827 General Manager: Frank Post Tuesday, 7:00 p.m.

Texas Lone Star Auto Auction www.tlsaa.com

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 www.epiaa.com

7930 Artcraft Rd, El Paso, TX 79932 915.587.6700, Fax 915.587.6700 General Manager: Lori Pidgeon Wednesday, 9:30 AM In-op Video Sale / 10:00 AM Standard Sale.

Insurance Auto Auctions* www.iaai.com

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

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Insurance Auto Auctions*

SAN ANTONIO

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

www.iaai.com

Insurance Auto Auctions* www.iaai.com

Manheim El Paso

www.manheim.com

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

HARLINGEN / MCALLEN Big Valley Auto Auction www.bigvalleyaa.com

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

Insurance Auto Auctions* www.iaai.com

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

HOUSTON

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 www.manheim.com

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.

Manheim Texas Hobby www.manheim.com

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

www.adesa.com

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

America’s AA Houston New!

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* www.iaai.com

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 www.manheim.com

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

San Antonio Auto Auction New!

(formerly known as Sparkling City AA San Antonio) www.SanAntonioAutoAuction.com

LONGVIEW

13510 Toepperwein Rd San Antonio, TX 78233 210.298.5477, Fax 210.298.5484 General Manager: Brandon Walston Tuesday, 10:00 a.m.; Thursday, 1:30 p.m.

Alliance Auto Auction Longview

TYLER

www.allianceautoauction.com

ADESA Houston

www.adesa.com

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

Insurance Auto Auctions* www.iaai.com

Greater Tyler Auto Auction New! www.greatertyleraa.com

11654 Hwy. 64 W, Tyler, TX 75704 903.597.2800, Fax 903.597.3848 General Manager: Wayne Cook Tuesday, 5:00 p.m.

WACO

1826 Almeda Genoa Rd., Houston, TX 77047 281.819.3600, Fax: 281.819.3601 General Manager: Rob Frazier Thursday, 2:00 p.m.

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

America’s AA North Houston

LUBBOCK

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

1440 FM 3083, Conroe, TX 77301 936.441.2882, Fax 936.788.2842 General Manager: Buddy Cheney Monday, 6:30 p.m.

Insurance Auto Auctions*

Heart of Texas Auto Auction

www.americasautoauction.com

www.americasautoauction.com

Big Texas Auction of Houston New! www.bigtxauctions.com

2000 Cavalcade St. Houston, TX 77009 832.204.7500, Fax 832.204.7499 General Manager: Joe Lavigne Friday, 10:00 a.m. www.houstonautoauction.com

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

T e x a s

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

D e a l e r

www.allianceautoauction.com

www.heartoftexasautoauction.com

2508 Old Marlin Hwy. 6 Waco, TX 76705 254.755.7713, Fax 254.755.7746 General Manager: Allan Wichkoski Thursday, 7:00 p.m.

MIDLAND / ODESSA

OKLAHOMA CITY, OK

Insurance Auto Auctions*

Dealer’s Auto Auction of OKC, Inc.

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

1028 South Portland Oklahoma City, OK 73108 405.947.2886, Fax 405.943.8370 General Manager: Gary Smith Thursday, 8:30 a.m.

www.iaai.com

Houston Auto Auction

July/Special 2016

www.iaai.com

Alliance Auto Auction Waco

www.daaokc.com

25

news & notes

Happenings in the Industry…

by Texas Dealer staff

Recommended Bylaws Changes

T

he following recommended bylaws changes, submitted by the Bylaws Committee, will be voted on during the House of Delegates meeting that will take place on Sunday, July 24 during the 2016 Annual Conference and Expo in San Antonio.

Clarify procedure for revoking membership Article III Membership Section 7. S uspension, Removal or Disqualification:

Members in any classification may be suspended or removed from membership by majority vote of the Executive Committee Board of Directors. An individual who no longer qualifies for membership shall have his membership automatically terminated within sixty days. For any cause other than nonpayment of dues and change of employment status, suspension or removal shall occur only after due process has been followed. Any complaint against any member shall be given to the Grievance Committee, in writing. Their recommendation shall be sent to the Executive Committee Board of Directors for review. Before any suspension or removal decision can be issued by the Executive Committee Board of Directors, the respondent shall be given a reasonable opportunity for defense. If removed, the member may appeal the Executive Committee’s Board of Directors decision at the next a regularly scheduled meeting of the Board of Directors, provided written notice of intent to appeal is received by the principal office of the Association at least 30 days prior to the meeting.

Heart of Texas Auto Auction Celebrates 25 Years

L

ast month, the Heart of Texas Auto Auction in Waco celebrated 25 years of existence with an event that took place before their usual Thursday evening sale. The HOT Auto Auction, owned by Allan Whichkoski, is the oldest independent auto auction in central Texas. Located on State Highway 6, the auction is spread over 15 acres and sells approximately 250 vehicles per week.

An individual is disqualified for membership if his business, function, or operation, or that of his employer, is or becomes inconsistent with or contrary to the purposes, objectives and ethical standards of the Association.

A suspended or removed member may be reinstated upon written request signed by the former member and filed with the Secretary, the Board of Directors may reinstate, by majority vote, the former member on such terms as the Board of Directors deems appropriate. A former member may apply for reinstatement once annually.

Rationale: R evise bylaws language to match association’s current practice for suspending or revoking a membership and allow for reinstatement.

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27

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feature

Challenge Yourself

July 24–26,

2016

by Cory Mosley Progressive Retail Expert and Principal of Mosley Automotive

I

doubt Janet Jackson was thinking about the car business when she wrote, “What Have You Done for Me Lately.” But the title of her 1986 single sums up our industry, because everyone from the showroom salesperson to the advisor on the service drive has to face that question daily.

Unfortunately, the car business can be monotonous, causing even quality sales professionals to fall into patterns that zap them of their potential. This month, I’d like to help you fight the monotony with five ways to keep you fresh and operating at your best.

1

Break Patterns: We all have patterns that

we fall into. They can range from what we say to customers during the meet-and-greet to how we respond to objections. We may even fall into a pattern when we explain features and benefits. It’s as if we operate on autopilot sometimes, right? Problem is, you limit your ability to adapt to situations or customer behaviors when you do.

My challenge to you is to commit to trying different approaches. So, next week, I want you to try two to three new word-tracks to explain a process, feature or benefit to a customer. To prepare, start looking for new stories and analogies on which you can base your word-track. Then conduct some “A/B testing,” a cool term used by marketers to describe a method of testing different approaches on a targeted audience to see which garners a better response. Hey, the key to getting a few more deals every month could be a simple change in approach, so give it a try.

2

Be Likeable: Being likeable is like “relationship glue,” but you have to stay likeable from the first interaction to the last. Being likeable means you have to be nice, respectful, enthusiastic, confident and, most importantly, authentic. The age of salespeople just being actors is either dead or dying, so be yourself because everyone else is taken. You also have to be there for your customer. Just make sure you’re doing it with a smile.

July/Special 2016

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FEATURED PRESENTER

3

Deliver More Value: You can never deliver too much value. Many sales professionals believe that sharing information is a bad thing. Their belief is based on the idea that the more information you provide a customer, the more they’ll shop you and buy elsewhere. If you share this fear, then you are probably locked into a pattern that is preventing you from being likeable, which probably means you’re not creating enough value to make a prospect feel obligated to do business with you. Remember, the key to sales is to provide more value than what the prospect is expecting.

4

Understand Competitive Perceptions:

In my opinion, one of the great opportunities you have to build value and close business is when a prospect brings up competitive vehicles. We could probably agree it’s silly to think a prospect isn’t looking at vehicles other than yours.

So, what sources are your customers using to get their information? You have to believe the salesperson at the store you’re competing against is one source. The internet is another obvious source of information. But let’s focus on the information coming out of the showroom, because that’s where excitement is created or killed.

I remember selling the Geo Prizm (yes, I am dating myself a bit), which was basically the Toyota Corolla for about $1,300 less. I also remember watching as salespeople tried to sell the car without finding out if the customer had looked at a Corolla. If they had, they could have used that knowledge to sell them on a vehicle that touted Toyota-like reliability but for $1,000 less. I wasn’t the greatest salesperson back when I was a green pea, but I was smart enough to sell a bunch of Prisms by understanding the competitive landscape and selling for and against consumer perceptions.

5

Follow Up: The mind-boggling thing about follow-up is we all know the benefits, yet many sales pros fail in the consistent execution of this critical sales-generating practice. Hey, there is something to be said about being the last man (or woman) 29

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standing. Without even working on the quality of your follow up, you can win additional business every month by simply not giving up on a customer.

See, long-term follow-up creates obligation, and obligation can sell you a bunch of additional units.

The key is to focus on staying relevant. Just make sure you have something to say other than asking the customer if he or she has made a decision yet.

Everybody talks about game changers in our business, but you don’t need a game changer.

What you really need is incremental business that is predictable and sustainable. So challenge yourself to make it happen.

Cory is an in-demand sales strategist, speaker, and coach whose consulting company Mosley Automotive helps dealers and manufacturers become more progressive and profitable. Cory is the host of Progressive Retail w/Cory Mosley on the CBT Automotive News Network and the author of The Way I See It, thoughts, commentary, and musings of a retail car guy. Visit corymosley.com for additional information and free content from Cory.

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S I N C E 1972.

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July/Special 2016

Visit AuctionCredit within your America’s Auto Auction for a complete and smooth buying experience!

EASY FLOORPLAN FINANCING

INVENTORY

DEALER SUCCESS!

America’s Auto Auction and AuctionCredit business goals revolve around your success.

www.AmericasAutoAuction.com for inventory www.AuctionCredit.com for financing

July 24–26,

2016

JW Marriott San Antonio Hill Country Resort and Spa * www.TiadaAnnualConference.com

Learning T

R

A

C

K

S

TIADA is proud to welcome a very special guest to our conference…

J.W. Marriott

Luxury meets learning at San Antonio’s finest resort

Texas State Comptroller

Glenn Hegar Home to the 36-hole TPC San Antonio, host of the annual Valero Texas Open – a PGA Tour Experience!

Recreation opportunities for the entire family including a newly renovated 6-acre water park with a lazy river *Call (210)276-2500 for reservations.

Learning

T R A C K S

SESSION 1

SESSION 2

Backstage Pass: The Rock Stars of BHPH

Lease-Here, Pay-Here vs.

Buy-Here, Pay-Here

Knockin’ Their Socks Off: Generating New Business for Your Dealership

Gross Profit, Gross Margin & the Lenders to Know

DJ Harrington – the “CAR-Diologist”

DealerStrong

National Dealer Panel Discussion

Dealer Panel Discussion

Shawn Foster

Phone Logic, Inc.

What is “Kindleing” Your Business?

Under-the-Radar Profit-Producing Strategies

Jim Mathis

Kenny Atcheson

J&L Mathis Group, Inc.

DealerProfitPros

Repossessions, Bankruptcy & the BHPH Dealer

The Four Most Misunderstood Dealer Rules

Michael W. Dunagan

Bill Harbeson

Jameson & Dunagan, P.C.

Texas Department of Motor Vehicles

Content is King (and Queen) in Social Media

The GameChanger: Facebook Advertising

Kate Frost Kate Frost, Inc.

MONDAY MORNING

Andrew Street Four Kicks Marketing

TAILOR YOUR EDUCATION:

MIX AND MATCH FROM 5 TRACKS OVER 7 SESSIONS SESSION 3

The Inmates Are Running the Asylum Chuck Bonanno NIADA

12 Sales & Marketing Strategies to Dominate Your Market Cory L. Mosley Mosley Automotive/ Mosley Communications

MONDAY MORNING: EDUCATION SESSIONS 1 & 2 MONDAY AFTERNOON: DEALER ROUNDTABLES SESSION 4

Promises, Promises: Fighting the Collections Battle Dealer Panel Discussion

Why Your Website Isn’t Converting And Techniques To Improve It Devin Daly

SESSION 5

Blood From A Stone: Collecting on a Judgement Bill Weaver Weaver Law Office

Gross Profit, Gross Margin & the Lenders to Know Shawn Foster

SpinCar

DealerStrong

Be A Better Manager

by Friday

Joe Zente

The Difference Is… How to Create Your Niche Market

Z3 Performance Development, Inc.

Matthew Pollard

The Culture Works

MatthewPollard.com

The 7 Habits of Highly Effective Business Owners

Cash vs. Credit Pricing & the CFPB

OCCC Deal Jacket Review

Tom Hudson Hudson Cook

Office of Consumer Credit Commissioner

Gamification – the Business of Fun

SEO: How to Increase Traffic & Conversions

Brent Wees

Bryant Goodall

Powered by Dashboard

AutoRevo

TUESDAY MORNING

Huffman Lewis

Lisa Copeland

Texas Comptroller Audits: 10 Common Mistakes to Avoid Curt Swenson Texas Comptroller of Public Accounts

The GameChanger: Facebook Advertising Andrew Street Four Kicks Marketing

TUESDAY AFTERNOON

TUESDAY MORNING: EDUCATION SESSIONS 3 & 4 TUESDAY AFTERNOON: EDUCATION SESSIONS 5, 6, & 7 SESSION 6

The Pros, Cons & IRS “Gotchas” of an RFC David E. Keller, CPA, CFE Dealerships, CliftonLarsonAllen LLP

SESSION 7

What’s Next?

Analyzing Subprime Auto Finance Ken Shilson NABD – National Alliance of BHPH Dealers

DEALER ROUND TABLES

Expansion & Contraction

How big is too big, how much is enough?

Marketing Dealer to Dealer: The Challenges of Special Finance & Retail

The “Easy” Button: Online Deal Creation

Dealer Panel Discussion

Dealer Success

Joe Orr

Be original, get noticed, sell more. But how?

Insurance

The pain of fighting the power.

Grassroots Lobbying

It’s all who you know... and THEY want to know YOU.

Exit Strategies

Selling, closing, or passing on the business

The 7 Habits of Highly Effective Business Owners Joe Zente Z3 Performance Development, Inc.

Speed Dating at the Federal Level Shaun Petersen NIADA

Under-the-Radar Profit-Producing Strategies Kenny Atcheson DealerProfitPros

Getting Deals Bought

Oh, the challenges of subprime.

Best 20 Group Ideas Ever EVER

Mi Mayor Problema Es… Repossessions, Bankruptcy & the BHPH Dealer Michael W. Dunagan Jameson & Dunagan, P.C.

Moderada completamente en español, esta mesa redonda discutirá las preocupaciones únicas de quienes venden primordialmente al mercado hispano.

Collections

Balancing the carrot and the stick.

Handling Customer Complaints

Big Brother is watching... what’s your process?

Content is King (and Queen) in Social Media

Getting in Front of Online Reputation Management

Kate Frost

Kathi Kruse

Kate Frost, Inc.

Kruse Control Inc.

Shopping DMS’s

Just like marriage, you need the right match!

Dealers only, remember...

Wholesale Options

Getting the right cars in, and the wrong ones out.

MONDAY AFTERNOON

Thank You to Our Current Sponsors P L AT I N U M

GOLD

Sponsorship & Exhibiting Opportunities Are Still Available.

Thank You to Our Current Sponsors S I LV E R

Specialty Sponsors Hotel Keycards: ADESA Auctions Guestroom Mirror Clings: DealerSocket

Monday–Wi-Fi: Alliance Auto Auction

n

n

n

Tuesday–Wi-Fi: TradeRev

Do Not Disturb Hotel Door Hanger: Dealer Success

Meeting Directional Signage: Peritus Portfolio Services Window Decal: STARS GPS

n

n

Lanyards: v12 Software

n

Recharge Station: Great American Automotive Products

Happy Hour EXPO: Dealers Credit Express, Tex-Cap Financial, LLC and TRUECar

Bronze PLUS and Bronze 700Credit

n

AMAC Acceptance Corporation

Auto One Acceptance

AutoAction

n

Buckeye Dealership Consulting CP Insurance Associates Four Kicks Marketing Kelley Blue Book Makes Media

n

n

n

n

n n

n

Cadence Insurance

n

MicroBilt Corp.

DealerCenter

n

n

n

n

NextGear Capital

Podium

n

Solutions by Text

n

n

n

CarMax Auctions

n

n

n

n

Route One

n

n

n

SDA, Inc. n

n

vAuto

n

n

n

n

AutoZoom

Floorplan Xpress, LLC

n

Ituran USA, Inc. n

Passtime

n

Lobel Financial n

Paymaxx Pro

Selly Automotive

SilverRock, Inc. n

n

Copart Auto Auctions

Lane Gorman Trubitt, PLLC

Strategic Dealer Services

United Acceptance Inc.

Wayne Reaves Software

AutoZone

n

Insurance Auto Auctions

Sigma Payment Processing

SSW Dealer Supply

Texas Direct Dealer Services

Autotrader

Omnique Shop Management Software

PrimaLend Capital n

n

Auto Master Systems, Inc.

n

Equifax Automotive Services

Ignite Consulting Partners

Shilson, Goldberg, Cheung & Associates, LLP n

CARFAX

Kevin Smith Insurance/Tri State Dealer Services, Inc.

PFS Auto Finance

Skypatrol GPS

n

n

AUL Corp.

n

Automotive Finance Corporation (AFC)

Dealer Alert Network

GWC Warranty

Arcana Insurance Services

n

SiriusXM Radio

Tax Refund Services-Tax Max

Waymer & Associates

Westlake Financial Services

C O N TA C T : P a t t y H u b e r p a t 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

July 24–26,

2016

AMAC Acceptance Corp.

601

603

605

Tex-Cap Auto Master Financial Systems, Inc. 607 609

600

602

604

606

DealerCenter

Verifacto

Westlake Mullen Financial Insurance Services Agency, Inc. 501 503

Carmax Auctions 505

500 502 Strategic Dealer Services Black Book

504 Lane Gorman Trubitt PLLC

Waymer & Associates 403

401

ENTRANCE

AUL Corp.

400 402 REPAY: Realtime V12 Software Electronic Payments

608

610

CarGurus

Four Kicks Marketing 615

614 PrimaLend Capital

Equifax

Skypatrol LLC 507

AutoZoom 509

515

506

405

404

LOUNGE AREA

America’s Auto Auctions of Texas

621

Dealers Credit Express, Inc. 623

616

618

620

622

Ignite Consulting Partners

Selly Automotive

Peritus Portfolio Paymaxx Pro AutoZone Services LLC 517 519 521

518 520 Tax Refund Alliance Services Auto Auctions Tax Max

419

421

416

418

420

GWC Warranty

201

Automotive Finance Corporation (AFC) 203

200 Solutions

by Text

202 204 206 Goldberg, Lobel Arcana Insurance Shilson, Cheung & Financial Services Associates, LLP

SSW Dealer Supply 101

MicroBilt Corporation 103

100

102 104 106 Wayne Reaves Software & eBay Motors Makes Media Websites

Spartan Insurance Financial Auto Auctions Partners 205 207

PassTime

208

214 DealerSocket

216 Copart Auto Auction

Texas Direct Floorplan Dealer Services Xpress LLC 109 111

Alpha Warranty Services 117 115

108

114 Cadence Insurance

TrueCar

116

Kelley Blue Book

321

Autotrader 323

320

322

United Acceptance Inc.

RouteOne

Dealer Alert Frazer Network Computing, Inc. 221 223

217

Stage

Buckeye Auto One Acceptance, LLC Dealership Consulting 107 105

318

Dealer Success

422

v-Auto

316 Woodlands Financial Services

522

Metro Auto Auction

AutoRevo 317

SiriusXM Radio 523

STARS GPS

417

NextGear Capital

302 304 300 CP Insurance Sigma Payment DealerLane.com - Powered Processing

By Texas Direct Auto Associates

CARFAX

619

Podium

516 Kevin Smith Insurance

Ituran USA Inc.

305

ADESA, Inc.

617

Small Dealers Ally SmartAuction Assistance, Inc.

OnStar 301

700Credit

Stage

MAP of EXHIBIT HALL

218 AutoAction

220 222 Omnique Shop Cars.com Management Software

119

121

PFS Auto Finance 123

118

120

122

SilverRock, Inc.

TradeRev

Grande Oaks Ballroom J-S JW Marriott San Antonio Hill Country Resort and Spa www.TiadaAnnualConference.com July/Special 2016

T e x a s

D e a l e r

Platinum Sponsor

Gold Sponsor

Silver Sponsor

Specialty Sponsor

33

July 24–26,

Dealer Registration

2016

2016 TIADA Annual Conference & Expo July 24-26, 2016 JW Marriott Hill Country Resort – San Antonio, 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 go to www.TiadaAnnualConference.com to register online.

CONFERENCE OPTIONS

REGISTRATION

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

$595 $495 $395

One Day Pass

$300

(Monday 7/25 or Tuesday 7/26) (includes Monday or Tuesday Education and Expo Hall on your selected day)

TIADA Wristbands (10 Years and Older) (includes Welcome Reception, Expo Hall & Awards Dinner; education not included)

$75

TIADA Child Wristband (9 and under)

Free

(includes Welcome Reception, Expo Hall & Awards Dinner with child’s plate; education not included)

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

$895 Full $400 Day (except as noted)

Special Membership Ticket ~ Win $10,000 Each $100 membership donation enters you in the $10,000 drawing to be held at the Conference.

For every $500 you donate you are entered in a drawing to win a Harley Davidson!

$100/each

You need not be present to win!

*Registrants must be from same dealership to receive discounted rate

Hotel Accommodations

Please contact the hotel directly to book your room.

JW Marriott Hill Country Resort 23808 Resort Parkway, San Antonio, TX 78261 Room Reservations: 210.276.2500

34

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July/Special 2016

July 24–26,

2016

Registrant Information Dealership: ________________________________________________ Phone:__________________ Address: ______________________________________ City/ST/Zip: _________________________ ❑ 1st REGISTRANT

❑ FIRST TIME ATTENDEE

❑ Primarily BHPH Dealer

❑ Primarily Retail Dealer

Name: ____________________________________Name for Badge: ________________________Title: _____________________ __ Email: ____________________________________ ______________ Spouse/Guest: ________________________________________ ❑ ❑ ❑ ❑

FULL CONFERENCE ( $595) ONE DAY PASS- Monday ($300) ❑ ONE DAY PASS- Tuesday ($300) TIADA Wristbands GUEST/SPOUSE/CHILD 10&over ($75 x ___ ) TIADA CHILD Wristbands 9&under (free) ____ TIADA Special Membership Tickets ($100 x ___)

RSVP total # tickets: Awards Dinner (Adult/Child10+) ____ (Child 9&under) ____

❑ 2nd REGISTRANT

$___________ $___________ $___________ $___________

1st Registrant Subtotal $__________

❑ FIRST TIME ATTENDEE

Name: ____________________________________Name for Badge: ________________________Title: _____________________ Email: _______________________________________________ Spouse/Guest: _______________________________________ ❑ ❑ ❑ ❑

FULL CONFERENCE ( $495) ONE DAY PASS- Monday ($300) ❑ ONE DAY PASS - Tuesday ($300) TIADA Wristbands GUEST/SPOUSE/CHILD 10&over ($75 x ____) TIADA CHILD Wristbands 9&under (free) ____ TIADA Special Membership Tickets ($100 x ____)

RSVP total # tickets: Awards Dinner (Adult/Child10+) ____ (Child 9&under) ____

❑ 3rd REGISTRANT

$___________ $___________ $___________ $___________

2nd Registrant Subtotal $__________

❑ FIRST TIME ATTENDEE

Name: ____________________________________Name for Badge: ________________________Title: _____________________ Email: _______________________________________________ Spouse/Guest: _______________________________________ ❑ ❑ ❑ ❑

FULL CONFERENCE ($395) ONE DAY PASS- Monday ($300) ❑ ONE DAY PASS - Tuesday ($300) TIADA Wristbands GUEST/SPOUSE/CHILD 10&over ($75 x ____) TIADA CHILD Wristbands 9&under (free) ____ TIADA Special Membership Tickets ($100 x ____)

RSVP total # tickets: Awards Dinner (Adult/Child10+) ____ (Child 9&under) ____

$___________ $___________ $___________ $___________

3rd Registrant Subtotal $__________

Payment Information

Total Amount Due $ ____________

❑ Make check payable to TIADA.

❑ AMEX

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

❑ Visa

❑ MC

❑ Discover

Credit Card Number __________________________________ _______________ Exp . Date __________ SVC _________ Name on Card ____________________ ___________________ Authorized Signature _______________________________________ For more information or to register online: www.TiadaAnnualConference.com TIADA | 9951 Anderson Mill Rd, Suite 101; Austin, TX 78750 | Phone 512.244.6060 | FAX 512.244.6218 | conference@txiada.org July/Special 2016

T e x a s

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35

oF Tip THE Month

DEAL STRuCTuRE FoR SuCCESS BHPH is both a finance business and a car business. You need to do both well to be successful.

The finance side requires you to make good underwriting decisions followed by fair and effective collections. Good underwriting decisions involve setting your customer up for success, by keeping monthly payment amounts no higher than one week’s take home pay on a vehicle that will last the term of the contract.

AMAC offers financing to qualified BHPH dealers looking to expand their business.

What’s included:

Funding for Receivables You Collect or We Collect Floorplan Lines Simplifies Insurance Tracking Reports Package Training Bulk Roll in for Existing Contracts Cash Flow from Payments

Ace Motor Acceptance Corp. (AMAC) specializes in supplying capital to BHPH dealers. Our BHPH in a Box™ program provides capital to fund contracts and floorplan lines of credit to purchase inventory. By offering both, AMAC improves your cash flow by allowing you to pay off your floorplan when the deal is funded. We understand what it takes to grow your business. AMAC allows you to maintain your customer relationship, leading to increased repeat and referral business. Instead of selling off your portfolio or doing an expensive payment stream, AMAC has a superior program that allows you to retain strong monthly cash flow from customer payments. We approve you, not your customer. The BHPH in a Box™ program is the most complete program in the industry. To learn more call AMAC today at 704-882-7100 ext. 7509.

Acemotoracceptance.com

704-882-7100 ext. 7509

feature

Bury The Bones!

Stop Doing What Isn’t Working

by Jim Mathis

Speaker & Author, J&L Mathis Group, Inc.

“Doing something unimportant well does not make it important.”

–Timothy Ferris

I

led a Time Management Workshop for several years.

People always want more “time management.” But it wore me out and it occurred to me that it was a grand waste of my own personal time. Why? I realized that you can’t manage time. Time goes on whether you manage it or not. You manage your priorities. I learned that priorities are the key to managing yourself. If something isn’t bringing you results, it needs to be off your schedule, priority list and budget.

This concept was made famous by the Italian economist Vilfredo Pareto. His work on what has become known as the 80/20 Rule changed my life. It will change yours too.

Paretto’s Law says that 80% of your outputs (results) come from 20% of your inputs (efforts and time).

Everything else is just spinning your wheels.

FEATURED PRESENTER

Ideas: What are you doing that you did two (or ten) years ago that isn’t bringing you results like it did when you started?

If it is an old practice that no one is doing there is a good reason for that fact. It is obsolete. I believe in doing things different, but not something that has been replaced by history or modern technology. I get my news like most people – off the internet or mobile phone.

I don’t use a typewriter. I eliminated most of my file cabinets. I don’t go into a bank to withdraw cash, make deposits and transfer funds. I don’t wear pleated pants.

The list goes on…

Here are some applications of this principle that I have observed: 20% of your customers and products produce 80% of

your profits.

20% of your sales people are bringing in 80% of the

income.

20% of your donors are giving 80% of the budget.

20% of your attendees are buying 80% of your

materials.

20% of your volunteers are performing 80% of the

work.

20% of your time is driving 80% of your productivity.

(That one is what changed my mind and made me quit leading the Time Management Workshop) So I decided to quit calling the elephant in the room an “elephant.” It was dead and becoming extinct. I needed to bury it. I wasn’t called to be a curator of a museum polishing the artifacts. I wanted to run a living, growing business. So I called it a dinosaur, let it die and I buried it.

You too have dinosaurs that need to be hauled out and buried. They fall into several key categories: July/Special 2016

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37

Actions: What motions are you going through in

your daily sales routine just to do them?

I met with a marketing specialist a few years ago who said some shocking things to me about my business practices. He said, “If they don’t have the money, don’t have the need, or don’t have a plan to buy, DON’T waste time on them.” What a novel approach! Now I only call on clients that WILL hire me and leave the rest alone. It is so much easier when you know who already likes you and can find more people like that.

I know what you are saying: “But Jim, it takes a certain number of turn-downs to get one acceptance.”

You are right. I wholeheartedly agree. But don’t you think that if you spend more time concentrating on people like the one who just bought from you, your numbers would increase... dramatically? They did for us.

Which actions in your daily routine reduce your income (no results = no income)? The motions you are going through are extinct. Bury them and move on.

Programs: What plans or programs are you using that have run their course?

Now understand that if the program is working for you, then by all means work it until it’s dead. Whether it’s Six Sigma, Sales Force, FISH!, CWT, Good to Great, DiSC, Sandler Sales or the “flavor of the month,” I don’t care what it is called. If it has run its course, let it go.

The program no longer produces results. You are still hanging on to it convinced it will resurrect your sloppy team. Maybe it worked in the past. But the past is history... and needs to be buried. Move on!

Customers: Are there customers who are just wearing you out and not buying from you? Are there people who are demeaning and abusing your gracious efforts? Set them free!

I worked with a large national corporation several years ago. It was a great income producer to work with them. They invited me to their annual trade show and gave me a booth with “free range” to advertise my services. We engaged people who stopped by with fun music, a prize drawing and refreshments. It was one of the most popular booths at the show.

But then some of their lazy managers became jealous that I was drawing more attention to my booth than theirs. My host approached me and threatened me. I toned it down and people actually missed the excitement. The next day she wrote a scathing email to me about how it embarrassed her regional managers who weren’t getting the good attendance I was. She said she had to make them look good no matter what.

Three months later I received a note about meeting with me to move forward with them under her “new rules.” I copied the earlier email she had sent and replied, “Thank you, but I don’t need business this bad to be treated this 38

way. I hope this is a good year for you. However, I won’t be meeting with you.” The next week I got four new clients to fill the void created by her absence.

You have some abusive customers who are wearing you and your people out. They think they own you. They don’t. You own you.

If you keep bad customers, you will only attract more of them. Draw a line in the sand and say “No more. I appreciate your business but not your attitude.” And bury the dinosaur.

People: Okay this one is touchy and not to be con-

strued as instructions to go out and fire people. This is not legal advice. But there are people in your organization who are costing more to have them on your payroll than they are justifying the cost. They are either: chasing business away; crippling the business you have; or not attracting enough business to cover their salary.

I had a contract worker who was hired to turn prospects into clients. He only did that once in the year he worked for me (for a reduced fee, I found out later). I was paying for supplies and overhead to retain his services, in addition to constantly training him. It was costing me much more than his production was bringing into the business. I was finding out he wasn’t working for me as much as he was trying to get more people like me on his list. It just couldn’t go on.

I had to make a decision and I did. I called him and called it off in a nice, professional manner. He was very understanding and felt it wasn’t working out, either. I secured more business within weeks by freeing myself up to do other work that had been neglected. It also worked better for him to set him free.

There are people in your organization who are costing you more than their salaries, space or support. They are a dinosaur that is waiting to leave the museum. They need to be set free to pursue what they were intended to do.

Look on it as a favor you are doing for them.

Someone let me go years ago and to this day I am thankful he made the decision. It forced me to move from being the curator of a museum to the manager of a living, growing self and business. It will for you too. William of Occam said, “It is vain to do with more what can be done with less.”

Where do you need to bury the dinosaur and move on?

Jim Mathis, IPCS, CSP, MDiv is The Reinvention PRO™, an international Certified Speaking Professional and author of Reinvent Yourself; The Simple Steps to Dominate Your Market. To subscribe to his free personal and professional development newsletter, please send an email to: subscribe@jimmathis.com with the word SUBSCRIBE in the subject. An electronic copy will be sent out to you every month. For more information on how Jim and his programs can benefit your organization or group, please call 888-688-0220, or visit his web site: www.jimmathis.com. ©2016 J&L Mathis Group, Inc. T e x a s

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July/Special 2016

Offer More Payment Options ACH, Credit and Debit Cards

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Please Welcome Our Newest TIADA Members Auto Web Expo, Inc – Farmers Branch Hassan Rahmanian 4630 Alpha Rd Farmers Branch, TX 75244

DEALER MEMBERS 281 Motors Lucia Polanco 23211 US Hwy 281 North, #4 San Antonio, TX 78258

Auto Web Expo – Plano Hassan Rahmanian 4472 W Plano Pkwy Plano, TX 75093

A & M Auto Finance Arman Fanaian 2102 N Shepard Drive Houston, TX 77008

B Motors David Lermi 11027 Southwest Frwy Houston, TX 77054

A-Plaza Auto Sales Eryka Matias 8219 Airline Houston, TX 77037

Bedouin Auto Sales Keith Shaath 3925 Galveston Road, #C Houston, TX 77017

AA Auto Sales, LLC Ahmed Maarouf 2501 S. Garland Avenue Garland, TX 75041 Accelerate Motorsports Abdul Mateen Modi 11311 Harry Hines Blvd, Ste 511 Dallas, TX 75229 All American Autohaus, Inc Camille Yamouni 401 E. SH Business 121 Lewisville, TX 75057

Big City Auto Sales Cody Johnson 2727 FM 36 Caddo Mills, TX 75135 Bud Johnson Motor Co. Bud Johnson 3701 San Pedro San Antonio, TX 78212

All-Ways Auto Sale James Ogbunne 9450 Skillman Dallas, TX 75243

C J Auto Sales LLC Carlos Jiminez 1301 S. General McMullen San Antonio, TX 78237

American Auto Brokers Joseph Mallette 10750 Iota Drive San Antonio, TX 78217 Antonio de Jesus Chavez Antonio de Jesus Chavez Gutierrez 1112 Tomas F de la Garza Nuevo Laredo, Mexico 88000 Area 5 Auto Sales Sam Said 15222 McKaskle Road Sugar Land, TX 77498

Best Price Auto Sales Abdullah Hussien 434 Park Bend Drive Richardson, TX 75081

California Connection Auto Leasing Shakil Ibrahim 1915 Peters Rd. 106 Irving, TX 75061 Cameron Car and Truck Ahmad Poursoltan 15025 S Main Houston, TX 77035

Central Texas Auto Group Samuel Mejorada 615 N Casa Grande Circle Duncanville, TX 75116

Freedom Auto Group David Silver 2809 Royal Lane Dallas, TX 75229

Certified Auto Direct Matt Green 111 S Hwy 157 Euless, TX 76040

G & C Auto Sales Naun Giron 2110 N. Main Street Ft Worth, TX 76164

Corpus Christi AutoPlex DeeAnna Heavilin 6422 S Padre Island Drive Corpus Christi, TX 78418

Garfias & Sons Auto Sales Luis Garfias 3801 South Freeway Fort Worth, TX 76110

Cross Road Motors, Inc Katelyn Hall 1940 N 1st St Abilene, TX 79603

Global Vehicles Inc Muhammad Zubair 1820 E. Irving Blvd #121 Irving, TX 75060

Curtis & Company Curtis Whittaker 7415 Airport Blvd.

Houston, TX 77061

Goodfella Auto Sales Lamont Good 4836 Trail Hollow Drive Fort Worth, TX 76244

David Stanley Used Cars Robert Lloyd 1412 W. Erwin Tyler, TX 75702

Hami Motors Inc Hami Khorrami 1731 Bingle Road Houston, TX 77055

Diabco Auto Sales Mohammad Diab 1777 E. Balm Canyon Palm Springs, CA 92264

Hiline Motors Sami Shawwa 14809 Venture Drive Dallas, TX 75234

Don Max Auto Sales Blanca Solares 2308 North Hwy 175 Seagoville, TX 75159

Houston Auto Emporium Davoud Mohebpour 14222 Gulf Freeway Houston, TX 77034

E & E Motors El Paisano 1 Reyna Antunez 5410 Airport Blvd Austin, TX 78751

International Motor Prop John Carlsen 3225 Keller Springs Road Carrollton, TX 75006

E & E Motors El Paisano 2 Reyna Antunez 10301 N. IH-35 Austin, TX 78753

Javy Auto Sales Inc Felix Valdez 10026 N Freeway Houston, TX 77037

E Auto Group John Hailu 11601 Plano Road, Ste 106 Dallas, TX 78243

JayKar Group Khalid Abu-Anbar 519 W. Division St. Arlington, TX 76011

Arevalos Auto Motors Gerardo Coronado 517 W. Gulf Bank Rd. Houston, TX 77037

Campos Trucks & SUVs Inc Adrian Campos 8033 Howard Dr Houston, TX 77017

ASA Auto Sales Hani Saadalla 4242 NE 28th Fort Worth, TX 76117

Car Stop Inc. Abbas Mirzadeh 6021 S. Cooper Arlington, TX 76001

Exotto Auto Center Omid Moshirianfard 3400 14th Street Plano, TX 75074

Johnston Motor Co. Jeffrey Johnston 919 N. County Rd. West Odessa, TX 79763

Auto Access Mohsen Razaghi 711 E. Irving Blvd.

Irving, TX 75060

Carmex Motors LLC Anselmo Trevino 316 Est Frontage Road Alamo, TX 78516

Fidelity Ventures Ramin Nia 11444 N. Stemmons Frwy Dallas, TX 75229

Jr’s Auto Ranch Luis Garfias 7485 Rendon Bloodworth Mansfield, TX 76063

Auto Care Today Dorel Bancos 20502 Nanette Ln Spring, TX 77388

Carrrs Sam Musia 796 Winding Oaks Dr Waco, TX 76705

First Choice Auto Center Jeff Salehi 5718 Babcock Road San Antonio, TX 78240

JW Auto Sales Branch Mario Clemente 3215 NE 28th St Fort Worth, TX 76111

Auto Locators of Texas Richard Walsh 4460 Tradition Trail Plano, TX 75093

Carz of Texas Auto Sales Hani Hammad 2314 Fountain Way San Antonio, TX 78248

First Choice Auto Center- branch Jeff Salehi 5718 Babcock San Antonio, TX 78240

JW Auto Sales LLC Mario Clemente 5924 E. Belknap St Haltom City, TX 76117

July/Special 2016

T e x a s

D e a l e r

41

Please Welcome Our Newest TIADA Members Karz LLC Bob Gruner 12002 Garland Road Dallas, TX 75218

Nazca Auto Sales Jesus Ugarte 5950 Langham Creek Houston, TX 77084

Keys Motorsports Michael Keys 102 e main Tomball, TX 77375

No Limit Motorsports Carmine Bianco 7900 Rodeo Trail, Ste 100 Mansfield, TX 76063

KL Barker Enterprises Barker Leeman 408 S Indian Avenue Cherokee, TX 76832

Ormeno Enterprises LLC dba Quick Auto Pedro Ormeno 1924 N Galloway Ave Mesquite, TX 75149

L.A. Henderson Len Henderson 4760 Preston Road Frisco, TX 75034 Luxury Motors Sammy Salem 1311 Harry Hines, 404B Dallas, TX 75048 M & M Wholesale Inc Ronald Meyers 187 Ferguson Road Nauroo, AL 35578 McCullough Motors Chris McCullough 1929 Lawnview Drive McKinney, TX 75070 Meso Auto Ahmed Al-Daffaie 3745 Rufe Snow Drive North Richland Hills, TX 76180 Moda Cars 2 Ayman Alshami 5427 Lincolnshire Dr Richardson, TX 75082 Moda Cars Inc Said Al Chami 3702 Calstone Ct Richardson, TX 75082 Motor World USA Mir Ali 10021 Long Point Road Houston, TX 77055 Mr. King and Mrs. Queen Auto Finance Mohammad Hameji 13001 Emmett Road Houston, TX 77047

42

Oryx Motors Ahmad Khatib 210 S. Bagdad Road Grand Prairie, TX 75050 Payless Auto Source Eddie Jamadi 2033 W. McDermott, Ste 320 #149 Allen, TX 75013 Pennington Motor Co, LLC Michael Pennington 560 10th Street Floresville, TX 78114 Pittman’s Sports & Imports, Inc Bill Pittman 1220 North 11th Beaumont, TX 77702 Platinum Auto Group Moses Saldana 1629 E. Main Street #B Grand Prairie, TX 75050 Preferable Auto LLC G. Rodney Turner 7207 Evergreen Way Street Everett, WA 98203 R.A.S. Auto Group Yousef Obaid 725 S. Cherry Lane Fort Worth, TX 76108 RC Auto Sales Lluliana Rangel 4901 E Belknap Street Fort Worth, TX 76117 Ride N Drive Kareem Alhasan 4106 Obanion Road Garland, TX 75043

Samuel Brown Auto Sales International Samuel Brown 801 Forest Ridge Drive Bedford, TX 76022 SBC Auto Sales Bhaskar Chunduri 10021 Long Point Road Houston, TX 77055 Schneck Motor Company Al Schneck 4373 W Northwest Fwy Dallas, TX 75022

Texas Motorsports Mohammed El-Ghou 105 W University Drive McKinney, TX 75069 Tompkins Motor Co Joe Dale Tompkins 1551 W Grant (Hwy 19) Paul Valley, OK 73075 U-Ride Autos, LLC Gabriel Tolden 2532 N IH 35 E Lancaster, TX 75134

Seven Motors Inc JC Bilbo 1333 Almeda Genoa Houston, TX 77047

United Auto Group Victor Ramirez 1111 S. Zapata Hwy Laredo, TX 78043

SL Auto Sohrab Ahmadi 5010 Pinemont Houston, TX 77092

US Direct Auto Inc Asghar Mohebpour 11527 Jones Rd Houston, TX 77076

SMB Autoplex Michael Crockett 13111 Westheimer Road Suite 101A Houston, TX 77077-5546

Williamson Motor Cars, LLC Rodney Williamson 1425 Justin Rd, Suite 950 Lewisville, TX 75077

Southlake Car Sales LLC Gianluca Fausti 11038 Grissom Ln Dallas, TX 75229

ZAKS Auto Mart Jawdat Obaid 2713 Mansfield Hwy Fort Worth, TX 76119

Sport Auto, Inc Al Kianous 4603 Thousand Oaks San Antonio, TX 78233

Zurka Auto Sales George Gomez 12730 Wallisville Road Houston, TX 77013

Storm MotorSports Inc. Brennan Fellows 2801 E Main Street Grand Prairie, TX 75050

ASSOCIATE MEMBERS

Talisman Motor City Charlie Talisman 9727 Southwest Freeway Houston, TX 77074 TBS Auto Group Jose Hernandez 3060 Arbor Park Brownsville, TX 78512 TCS Group LLC Brian Harris 9701 Dessau Road, Ste901 Austin, TX 78754

My Car Store Jason Ripple 3812 NE 28th Street Haltom City, TX 76111

RMB Auto Ahmad Darkazalli 1029 W. Division St Arlington, TX 76012

Testarossa Motors Deborah Salazar 201 Hwy 3 South League City, TX 77573

N.S. Auto Sales Rocky Malhotra 8502 Hammerly Road Houston, TX 77055

S & R Motors Sport, Inc. Seuame Sisongkham 5626 Brandemere Dr. San Antonio, TX 78218

Texas Auto Finance Asghar Varaei 2102 Gessner Road Houston, TX 79080

Nationwide Auto Source Bobby Piazi 251 W. 28th Street Houston, TX 77008

Safeen Motors Moss Yousif 2405 S. Garland Ave Garland, TX 75041

Texas Auto Web, LLC Javier Hernandez 2631 S. Garland Ave Garland, TX 75041 T e x a s

700Credit Ann Carson 27777 Franklin Road, Suite 1850 Southfield, MI 48034 Alamo Financial Eric Batchelor 31000 Interstate 10 West Boerne, TX 78006 Ignite Consulting Partners Steve Levine 301 Commerce Street Suite 2360 Fort Worth, TX 76102 TVO – TVii Accounting Services Douglas Popino 1511 Westmont Dr Allen, TX 75013

D e a l e r

July/Special 2016

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regulation matters

Doc Fee Increases to $150, Notification Required

G

ood news! As you may have heard, the Texas Finance Commission has approved an administrative rule change which will allow dealers to charge up to $150 for the documentary fee as of June 1, 2016. Prior to that date, dealers were able to charge the “safe harbor” amount of $125, provided appropriate notifications were made to the Office of Consumer Credit Commissioner (OCCC); much more on that in a moment.

First, a quick look at the process for increasing your doc fee: Prior to charging this amount, a notification filing

must be made with the OCCC. At the time of this writing, the online portal known as ALECS, found at https://alecs.occc.texas.gov, was not yet able to process these notifications, and dealers were required to use the form found at http://occc.texas.gov/news/20160519/ new-documentary-fee-advisory-bulletin.

We are told that, if you use the form to increase your

doc fee, you will then need to “complete” the filing in the ALECS system once it becomes available.

If you have not done so already, you will need to create

an account within ALECS prior to completing your filing.

You must file notice for EACH OF YOUR

LOCATIONS that will be charging the new amount.

I can’t stress this enough: the four bullet points above MUST be followed if you intend to increase your doc fee.

Several years ago, when the OCCC established a “safe harbor” amount of $125, many dealers failed to notify the OCCC of the increase altogether, or failed to provide notification for each location. These failures resulted in significant administrative fines and / or restitution payments to the affected customers. Why do I belabor the point?

Because, in spite of our best (and ongoing) efforts at communicating the requirements, this happened a LOT. Reasonable people could certainly be excused for raising an obvious question: If the Finance Commission has officially approved $150 for the doc fee amount, and a dealer is charging that amount, why must a dealer provide notification to the OCCC? The short answer is simple: under Chapter 348 of the Texas Finance Code, such notification is currently required. However, TIADA’s Legislative Committee is studying this issue with an eye toward asking the Legislature to remove the notification requirement if a dealer charges the July/Special 2016

T e x a s

D e a l e r

by Danny

Langfield

TIADA DEPUTY DIRECTOR

“safe harbor” amount (or less). As the 2017 legislative session gets closer, we will provide you with more information on this potential initiative as well as TIADA’s other legislative priorities, as always.

What if a dealer wants to charge more than $150?

TIADA takes the position that if a dealer wishes to charge a doc fee in any amount exceeding the $150 safe harbor and contend that is a “reasonable amount,” s/he is certainly welcome to do so. However, it is clearly within the OCCC’s jurisdiction to establish rules and notification procedures for reviewing such an amount and determining its reasonableness. Such rules are in place, and many dealers (primarily franchised) have elected to undertake the onerous process of trying to justify a higher doc fee amount under these guidelines. But if a dealer will be charging the established “safe harbor” amount or less, as stated above, we do not believe a notification filing should be necessary.

Let me close with a recap of general doc fee requirements: A dealer may charge a doc fee up to $50 without

providing any notification to the OCCC. A dealer who charges a doc fee in excess of $50 but not

greater than $150 must notify the OCCC of the amount s/he intends to charge.

• Notification must be made for each retail sales location.

If a doc fee is charged in ANY amount…

The retail seller must charge the documentary fee to

cash buyers and credit buyers.

The following notice must be included in the Buyer’s

Order and Retail Installment Contract, as well as posted on the wall of any area where sales are closed: “A DOCUMENTARY FEE IS NOT AN OFFICIAL FEE. A DOCUMENTARY FEE IS NOT REQUIRED

BY LAW, BUT MAY BE CHARGED TO BUYERS FOR HANDLING DOCUMENTS RELATING TO THE SALE. A DOCUMENTARY FEE MAY NOT EXCEED A REASONABLE AMOUNT AGREED TO BY THE PARTIES. THIS NOTICE IS REQUIRED BY LAW.” 45

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316 bpc #24-4

2016 TIADA Vendor Directory A Complete Listing of TIADA’s Associate Members compiled by Texas Dealer staff The following is a complete list of the current associate members of TIADA as of June 1, 2016. A listing with an asterisk (*) indicates the member advertises in this magazine and a highlighted listing indicates the member is an Annual Conference sponsor at the specialty, silver, gold or platinum level. Entries are alphabetical by category. Categories are: Auction; Auto Valuations; Consulting/ Education; CPA/Accounting; Credit Services; CRM; Dealer Management Software; Dealer Supplies & Services; Digital Marketing/ SEO; Finance/Banking; Floorplan; Forms/Printing; GPS Payment Protection/Recovery; Human Resource Solutions; Insurance; Legal Services; Other; Payment Processing; Service Contracts; Software; Vehicle History Reports, Vehicle Listing.

Alliance Auto Auction of Dallas

AUCTION 2108 Ferguson Lane Austin, TX 78754 Contact: Kimberly Hollinger Phone: 512.873.4000 • Fax: 512.873.4022 Email: kimberly.hollinger@adesa.com Website: www.adesa.com

9426 Lakefield Blvd Dallas, TX 75220 Contact: Christopher Dean Phone: 214.646.3136 • Fax: 469.828.8225 Email: christopher.dean@allianceautoauction.com Website: www.allianceautoauction.com NAAA Member with Simulcast, OVE, Recon Services, Pre & Post Sale Inspections

*ADESA Dallas (Inside Front Cover)

Alliance Auto Auction of Longview

*ADESA Austin, Inc.

3501 Lancaster Hutchins Rd. Hutchins, TX 75141 Contact: Bob Bannister Phone: 972.225.6000 • Fax: 972.216.4670 Email: bob.bannister@adesa.com

*ADESA San Antonio

200 S. Callaghan Road San Antonio, TX 78227 Contact: Clif Sprenger Phone: 210.434.4999 • Fax: 210.431.0645 Email: clifton.sprenger@adesa.com

Alliance Auto Auction of Abilene

6657 US Hwy 80 W Abilene, TX 79605 Contact: Tim Bartley Phone: 325.698.4391 • Fax: 325.691.0263 Email: tim.bartley@allianceautoauction.com Website: www.allianceautoauction.com Dealer Only Auto Auction

6000 SE Loop 281 Longview, TX 75602 Contact: Ben Stock Phone: 903.212.2955 • Fax: 903.212.2956 Email: ben.stock@allianceautoauction.com Website: allianceautoauction.com Dealer Only Auction Auction

Alliance Auto Auction of Waco

15735 North Interstate 35 Elm Mott, TX 76640 Contact: James Barron Phone: 254.829.0123 • Fax: 254.829.1298 Email: james.barron@allianceautoauction.com Website: allianceautoauction.com Dealer Only Auto Auction

Ally SmartAuction

900 N. Squirrel Rd., Suite 300 Auburn Hills, MI 78326 Contact: Jennifer Friday Phone: 281.210.7645 Email: jennifer.friday@ally.com Website: www.ally.com/dealer/smartauction/ Industry-leading online auction. Franchise and independent dealers have purchased nearly 5 million vehicles since 2000.

America Can! Cars for Kids

7100 Marvin D. Love Fwy. Dallas, TX 75237 Contact: Jennifer Kitchens Phone: 972.274.5437 • Fax: 972.572.1243 Email: jkitchens@carsforkids.org Website: www.carsforkids.org Texans Can! Cars is a charity auction with proceeds benefiting the Can Academy Schools.

*America’s Auto Auction – Austin (Pg. 31)

16611 IH-35, Buda, TX 78610 Contact: John Swofford Phone: 512.268.6600 • Fax: 512.268.6607 Email: john.swofford@americasautoauction.com Website: www.AmericasAutoAuction.com We are a Wholesale Automobile Auction specializing in selling New Car Trades.

Specializing in Software for the “BHPH” Dealer!

Visit us at

www.wincarsdms.com or call

817-927-5994 July/Special 2016

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*America’s Auto Auction – Dallas (Pg. 31)

2190N Loop 12 Irving, TX 75061 Contact: Robert Hammonds Phone: 972.445.1004 • Fax: 972.591.2742 Email: robert.hammonds@americasautoauction.com Website: www.AmericasAutoAuction.com We are a Wholesale Automobile Auction specializing in selling New Car Trades.

*America’s Auto Auction – Houston (Pg. 31)

1826 Almeda Genoa Rd. Houston, TX 77047 Contact: Rob Frazier Phone: 281.819.3600 • Fax: 281.819.3601 Email: rob.frazier@americasautoauction.com Website: www.americasautoauction.com Wholesale Auto Auction with full service Recon Center

*America’s Auto Auction – North Houston (Pg. 31)

1440 FM 3083 Conroe, TX 77301 Contact: Buddy Cheney Phone: 936.788.2881 • Fax: 936.788.2842 Email: buddy.cheney@americasautoauction.com Website: www.americasautoauction.com We are a Wholesale Automobile Auction specializing in selling New Car Trades.

*Big Valley Auto Auction – Donna (Pg. 51)

4315 Hutto Road Donna, TX 78537 Contact: Maria Acuna Phone: 956.461.9000 • Fax: 956.461.9005 Email: mariaacuna1011@bigvalleyaa.com

C.M. Company Auctions

2258 S. Treadaway Abilene, TX 79602 Contact: Gregory Chittum Phone: 325.677.3555 • Fax: 325.677.2209 Email: sales@cmauctions.com Website: www.cmauctions.com

Copart Auto Auction

14185 Dallas Parkway, Suite 400 Dallas, TX 75254 Contact: Brett Adair Phone: 817.231.4500 Email: brett.adair@copart.com Website: www.copart.com Auto Auction

Corpus Christi Auto Auction

13510 Toepperwein San Antonio, TX 78233 Contact: Wade Walker Phone: 361.767.4100 • Fax: 361.767.9840 Email: wwalker@saaatx.com Website: www.CorpusChristiAutoAuction.com

*DealerLane.com – Powered by Texas Direct Auto (Pgs. 22-23)

12057 Southwest Freeway Stafford, TX 77477 Contact: Ernest Lawson Phone: 281.410.6086 • Fax: 281.410.6088 Email: ernest@dealerlane.com Website: www.dealerlane.com The future of retail ready inventory. We stock over $50 million in available inventory with 2000+ superior quality and value priced vehicles — each one ready for your delership’s FRONT LINE.

*EPI El Paso (Pg. 56)

7930 Artcraft Road El Paso, TX 79932 Contact: Luke Pidgeon Phone: 915.496.6052 • Fax: 915.587.6701 Email: luke@epiaa.com Website: www.epiaa.com Full service, in-lane & online wholesale auto auction

Greater Tyler Auto Auction

11654 Hwy. 64 W Tyler, TX 75704 Contact: Wayne Cook Phone: 903.597.2800 • Fax: 903.597.3848 Email: officemanager@greatertyleraa.com Website: www.greatertylerautoauction.com

Heart of Texas Auto Auction

2508 Old Marlin Hwy. 6 Waco, TX 76705 Contact: Allan Wichkoski Phone: 254.755.7713 • Fax: 254.755.7746 Email: hotaa1@aol.com Website: www.heartoftexasautoauction.com We are Waco’s oldest and most reliable auto auction serving central Texas dealers for 24 years.

*Houston Auto Auction (Pg. 55)

6767 North Freeway Houston, TX 77076 Contact: Tim Bowers Phone: 713.644.5566 • Fax: 713.644.0889 Email: timbowers@houstonaa.com Website: www.houstonautoauction.com Dealer-Only Auction every Tuesday at 1 p.m.

Variety of sellers includes Local Dealers; Bank/ Credit Unions; Government Entities; Oil/Gas/ Utility, Fleet/Lease companies.

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Insurance Auto Auctions – Houston 2535 W. Mt Houston Rd. Houston, TX 77038 Contact: TC Lozano Phone: 281.847.4700 • Fax: 281.847.4799 Email: tlozano@iaai.com Website: www.iaai.com

Lone Star Auto Auction

2706 Slaton Hwy Lubbock, TX 79404 Contact: Jim McNulty Phone: 806.745.6606 • Fax: 806.745.9280 Email: cory@lsaalubbock.com Website: www.lsaalubbock.com

Lufkin Dealers Auto Auction

2109 N. John Redditt Drive Lufkin, TX 75904 Contact: Wayne Cook Phone: 936.632.4290 • Fax: 936.632.4218 Email: lufkinauction@yahoo.com

*Manheim Dallas (Back Cover)

5333 W. Kiest Blvd.

Dallas, TX 75236 Contact: Rich Curtis Phone: 214.467.6242 • Fax: 214.467.5674 Email: rich.curtis@manheim.com Manheim Dallas 5,500 plus vehicles every week!

*Manheim Dallas Fort Worth (Back Cover)

*Manheim San Antonio

*Manheim El Paso

*Manheim Texas Hobby

*Manheim Houston

Metro Auto Auction – Austin

12101 Trinity Blvd.

Fort Worth, TX 76040 Contact: Nicole Graham-Ponce Phone: 817.399.4000 • Fax: 817.399.4251 Email: nicole.graham@manheim.com Website: www.manheim.com/locations/DFWA ‚ÄòDealer only‚Äô automobile auction in the DFW metroplex offering Highline, RV/Boat, Mobile, and Weekly sales.

485 Coates Drive El Paso, TX 79932 Contact: Marcos Martinez Phone: 915.833.9333 • Fax: 915.581.9645 Email: marcos.martinez@manheim.com Website: Manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

14450 West Road Houston, TX 77041 Contact: Eddie Pope Phone: 281.955.4667 • Fax: 281.955.4649 Email: eddie.pope@manheim.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

2042 Ackerman Road San Antonio, TX 78219 Contact: Mike Browning Phone: 210.661.4200 • Fax: 210.662.3197 Email: mike.browning@manheim.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

8215 Kopman Road Houston, TX 77061 Contact: Darren Slack Phone: 713.649.8233 • Fax: 713.640.6381 Email: darren.slack@manheim.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

8605 Cullen Ln Austin, TX 78748 Contact: Brent Rhodes Phone: 512.282.7900 • Fax: 512.282.8165 Email: brent@metroautoauction.com Website: www.metroautoauction.com

Metro Auto Auction – Dallas 1836 Midway Road Lewisville, TX 75056 Contact: Darin Clarke Phone: 972.492.0900 Email: dclarke@metroaa.com Website: www.metroaa.com

GARAGE LIABILITY WAYMER & ASSOCIATES

TIADA texas independent automobile dealers association

(Black & White with gray gradient)

TIADA texas independent automobile dealers association

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Rockwall Auto Auction

Victoria Auto Auction

1810 East I-30 Rockwall, TX 75087 Contact: Frank Post Phone: 972.771.9919 Email: frankp@rfjauto.com Auto Auction

San Antonio Auto Auction

13510 Toepperwein Road San Antonio, TX 78233 Contact: Brandon Walston Phone: 210.298.5477 • Fax: 210.298.5484 Email: bwalston@saaatx.com Website: www.SanAntonioAutoAuction.com

Texas Lone Star Auto Auction

2205 Country Club Drive Carrollton, TX 75006 Contact: Jeffrey Dunning Phone: 214.483.3597 • Fax: 214.483.3814 Email: jeffjr@tlsaa.com Website: www.tlsaa.com

USA Auto Auction, Inc.

CONSULTING/EDUCATION

835 Industrial Park Dr Victoria, TX 77905 Contact: Shelly Griffin Phone: 361.576.0058 • Fax: 361.578.2262 Email: shelly@victoriaautoauction.com Website: www.victoriaautoauction.com

3208 E. 10th Street Amarillo, TX 79104 Contact: Bobby D. Clark Phone: 806.374.8982 • Fax: 806.374.8984 Email: usaautoauction@yahoo.com Website: www.usaautoauction.biz

Ignite Consulting Partners

301 Commerce Street, Suite 2360 Fort Worth, TX 76102 Contact: Steve Levine Phone: 817.875.0621 Email: steve.levine@igniteconsultingpartners.com Website: http://www.IgniteConsultingPartners.com Ignite provides compliance, technology and implementation consulting services to the consumer finance industry.

AUTO VALUATIONS Black Book

2620 Barrett Road Gainesville, GA 30507 Contact: Holly Collins Phone: 800.554.1026 • Fax: 770.287.0607 Email: hcollins@blackbook.com Website: www.blackbookusa.com Black Book provides timely, independent, and accurate vehicle pricing information to industryqualified users.

CPA/ACCOUNTING Amy L Taylor & Company

8700 Manchaca, Ste 403 Austin, TX 78748 Contact: Amy Taylor Phone: 512.249.8342 • Fax: 512.249.8871 Email: altaylor@amyltaylorcpa.com Website: www.amyltaylorcpa.com Full service accounting firm, focused on delivering full back office support systems to the automotive industry.

Kelley Blue Book

195 Technology Drive Irvine, CA 92618 Contact: William Luczo Phone: 949.267.4695 • Fax: 949.837.1904 Email: bill.luczo@kbb.com Website: b2b.kbb.com Kelley Blue Book provides a suite of valuation and marketing solutions for automobile dealers.

CliftonLarsonAllen LLP

5001 Spring Valley, Suite 600W Dallas, TX 75244 Contact: Kevin Roy Phone: 972.383.5700 • Fax: 972.383.5750 Email: kevin.roy@claconnect.com Website: www.CLAconnect.com/dealerships CPAs and consultants with deep industry experience to help drive dealerships and owners to financial success.

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Cornwell Jackson

Xavier Reyna, CPA

Lane Gorman Trubitt, PLLC

CREDIT SERVICES

6865 Wind Crest Dr; Suite #100 Plano, TX 75024 Contact: Banks Woodward Phone: 972.202.8000 • Fax: 972.202.8010 Email: banks.woodward@cornwelljackson.com Website: tristatedealerservices.com 2626 Howell Street, Suite 700 Dallas, TX 75204 Contact: Collin Kanelakos Phone: 214.461.1492 • Fax: 214.871.0011 Email: ckanelakos@lgt-cpa.com Website: www.lgt-cpa.com With a dedicated automotive team, LGT has the industry experience to serve your accounting needs.

Shilson, Goldberg, Cheung & Associates, LLP

2180 N. Loop W., Ste 260 Houston, TX 77018 Contact: Jason Cheung Phone: 713.290.8171 • Fax: 713.290.8183 Email: jasonc@sgcaccounting.com CPA firm serving BHPH dealers and related finance companies across the country

Tax Refund Services Tax Max

7815 Temple Terrace Hwy Tampa, FL 33637 Contact: Bill Neylan Phone: 813.987.2199 • Fax: 813.983.0187 Email: trs2@taxrefundservices.com Website: www.taxmax.com Dealer Customer Tax Refund Specialists

TVO – Tvii Accounting Services

1511 Westmont Dr. Allen, TX 75013 Contact: Douglas Popino Phone: 214.220.9315 • Fax: 972.396.4937 Email: dougpopinotvii@yahoo.com

8433 Katy Freeway, Ste 250 Houston, TX 77024 Contact: Xavier Reyna Phone: 713.952.1712 • Fax: 281.605.4537 Email: xreyna@wt.net Website: www.xavierpc.com

700Credit

MicroBilt Corporation

1640 Airport Road, Suite 115 Kennesaw, GA 30144 Contact: Randy Mosteller Phone: 800.884.4747 x 4153 • Fax: 813.289.5557 Email: randy_mosteller@MicroBilt.com Website: www.microbilt.com MicroBilt the leader in providing access to credit reports, PRBC, collections and skip tracing tools.

27777 Franklin Road, Suite 1850 Southfield, MI 48034 Contact: Ann Carson Phone: 202.422.2351 Email: acarson@700credit.com Website: http://www.700credit.com The leader in credit reporting and compliance solutions designed for the automotive industry. Offering quick and easy access to the information you need about your customers.

RouteOne

AutoZoom

CRM

7001 Boulevard 26, Suite 342 North Richland Hills, TX 76180 Contact: Scott Carlson Phone: 888.493.6891 ext 12 • Fax: 817.605.8773 Email: scottcarlson@autozoom.com Website: www.autozoomyp.com We build Custom-Fit Scoring models for used-car financing dealerships.

Dealer Alert Network

2005 N Bell Blvd Cedar Park, TX 78613 Contact: Robert Doggett Phone: 844.893.8368 • Fax: 877.947.3304 Email: kelly@dealeralertnetwork.com Website: http://www.dealeralertnetwork.com

Equifax Automotive

1525 Windward Concourse Alpharetta, GA 30005 Contact: Andrew Skillen Phone: 404.548.1643 Email: andrew.skillen@equifax.com Website: http://www.equifax.com/automotive/ Data, solutions and technology company

31500 Northwestern Hwy, Ste 200 Farmington Hills, MI 48334 Contact: Glenn Burrow Phone: 214.771.6445 • Fax: 248.862.7544 Email: gburrow@routeone.com Website: www.routeone.com credit application management system, compliance, online credit apps, eContracting, vehicle values, desking, etc...

AutoRaptor CRM

144 Westminster Street, Suite 200 Providence, RI 2903 Contact: Howard Leavitt Phone: 401.421.6533 • Fax: 401.331.5636 Email: howard@autoraptor.com Website: www.AutoRaptor.com CRM, ILM and Desking tool with unlimited support & training, personalized service, and user-friendly features.

Selly Automotive

1405 Huntington Ave #305 South San Francisco, CA 94080 Contact: Zach Klempf Phone: 888.246.1372 Email: zklempf@sellyautomotive.com Website: http://sellyautomotive.com A full CRM/ILM platform that allows dealers to manage internet leads and customer follow-ups.

Selly integrates with DMS system and many of the solutions you already use.

SALE every THURSDAY @ 10am Early bird Sale @ 9:30am

Simulcast Auto IMS Auction Pipeline 4 Lanes Weekly Over 500 Vehicles Air Conditioned Bays Registration BUY & Online SELL ONLINE with US 956.461.9000 www.bigvalleyaa.com

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DEALER MANAGEMENT SOFTWARE Auto Master Systems, Inc.

9819 Whithorn Drive.

Houston, TX 77095 Contact: Mike Downey Phone: 713.979.3410 • Fax: 765.384.4378 Email: mike@auto-master.com

AutoAction

10810 Katy Freeway, Suite 103 Houston, TX 77043 Contact: Ramzi Sabra Phone: 713.827.0777 • Fax: 713.827.0771 Email: rsabra@wiseit.com Website: www.autoactiondms.com Dealership Management Software for Independent Dealers

*CPS – Computer Programming Services, Inc. (Pg. 47)

1616 West Berry Street Fort Worth, TX 76110 Contact: Debra Flanagan Phone: 817.927.5994 • Fax: 817.927.0040 Email: debra@cpscars.com Website: wincarsdms.com Designed for the BHPH dealer... strong collection module... manage vehicle cost... print/track Third Party deals.

DealerCenter

Radiant Concepts, Inc.

*DealerSocket (Pg. 7)

V12 Software Inc., an EveryCarOnline Company

4751 Wilshire Blvd., Suite 115 Los Angeles, CA 90010 Contact: Susan Owen Phone: 323.900.3453 • Fax: 323.692.4092 Email: sowen@dealercenter.com Website: www.dealercenter.com Leading provider of web-based dealer management solutions supporting the independent auto dealer.

100 Avenida La Pata San Clemente, CA 92673 Contact: Steven Egg Phone: 949.900.0300 Email: segg@dealersocket.com A Customer Relationship Management tool designed to help dealer keep track of their customers and prospects.

*Frazer Computing, Inc. (Pg. 48)

6196 Us Hwy 11 Canton, NY 13617 Contact: Michael Frazer Phone: 888.963.5369 • Fax: 888.963.3366 Email: ucd@Frazer.biz Website: www.frazer.com Providers of Dealer Management Software to over 2,600 Texas dealers.

4917 Fall Creek Hwy Granbury, TX 76049 Contact: Lou Roman Phone: 817.326.1270 • Fax: 817.326.1290 Email: lou@radiantconceptsinc.com Website: www.carsplusdms.com Comprehensive BHPH Software Solutions and Support. Servicing Independent Auto Dealers Since 1993.

4040 Moorpark Ave., Suite 128 San Jose, CA 95117 Contact: Staci van Wyk Phone: 650.284.0496 • Fax: 650.268.9660 Email: staci@v12software.com Website: www.v12software.com V12Software will increase your online exposure overnight, getting you daily traffic to your website, by advertising your dealership and your inventory all over the web.

Wayne Reaves Software & Websites

6211 Thomaston Road Macon, GA 31220 Contact: Bob Higgins Phone: 800.701.8082 • Fax: 478.477.5062 Email: bob@waynereaves.com One Stop For Dealer Management Software, Custom Dealer Websites, Internet Marketing & Repair Shop Software

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DEALER SUPPLIES & SERVICES Auto Data Direct, Inc.

1379 Cross Creek Circle Tallahassee, FL 32301 Contact: Michael Samaan Phone: 850.877.8804 • Fax: 850.877.5910 Email: info@add123.com Website: www.add123.com ADD provides point-of-sale products, real-time vehicle data, and web-based tools for dealers.

SSW Dealer Supply

12955 Enterprise Way St. Louis, MO 63044 Contact: Tom Smith Phone: 800.269.7904 • Fax: 800.823.0004 Email: tsmith@sswdealersupply.com Website: www.sswdealersupply.com Dealership Supplies – NATIONAL DISCOUNT PROGRAM FOR ALL NIADA MEMBERS

Texas Auto Dealers Resources

123 S. Front Street Memphis, TN 38103 Contact: Nate Norris Phone: 325.518.8157 • Fax: 866.354.2922 Email: nate.norris@autozone.com Quality automotive parts and accessories

PO Box 100971 Ft. Worth, TX 76185 Contact: James Peacock Phone: 817.480.8412 • Fax: 866.815.7901 Email: james@texasautodealersresources.com Website: www.texasautodealersresources.com Providing Products & Services for Independent Dealers, BHPH Dealers & Lenders.

Carphoria Dealer Services

Verifacto

*AutoZone (Pg. 52)

2915 S Sam Houston Pkwy East, Ste 100 Houston, TX 77047 Contact: Tracey Trachta Phone: 281.888.9139 Email: traceyt@carphoria.com Website: www.CarphoriaDealerServices.com A leading technology innovator in the auto industry.

3851 Holcomb Bridge Rd, Ste 400 Norcross, GA 30092 Contact: Enrique Castiblanco Phone: 678.916.8311 • Fax: 770.651.1050 Email: enrique.castiblanco@verifacto.com Website: www.verifacto.com

Great American Automotive Products 6701 Concord Park Drive Houston, TX 77040 Contact: Julie Byer Phone: 713.744.7823 • Fax: 713.744.7877 Email: julieb@gabp.com Website: www.gabpauto.com

DIGITAL MARKETING/SEO *AutoRevo (Pg. 57)

3820 American Dr, Suite 110 Plano, TX 75075 Contact: Bryant Goodalll Phone: 972.715.8612 • Fax: 972.715.8699 Email: info@autorevo.com Website: www.autorevo.com Provider of websites, software, and services for dealerships buying, marketing, and selling cars online.

Makes Media

9007 Rockcrest Dr Austin, TX 78759 Contact: Jayson Keener Phone: 210.606.6583 Email: jayson@makesmedia.com Website: www.makesmedia.com Makes Media is a full service advertising agency that specializes in the automotive vertical.

The Automotive Advertising Agency

706 W. Ben White Blvd. Suite 202B Austin, TX 78704 Contact: Marco Camacho Phone: 512.900.0740 • Fax: 720.368.3445 Email: marco@theautoadagency.com Website: www.TheAutoAdAgency.com Automotive Focused Full Service Multi-Cultural Advertising Agency Specializing in Digital Marketing.

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Contact Mike Pool, John Mahaffey, Bret Jones or Travis Williams for a competitive quote. m.pool@teiinsurance.com • j.mahaffey@teiinsurance.com • bret@teiinsurance.com • t.williams@teiinsurance.com P.O. Box 850746 • Mesquite, TX 75185 • (972) 288-3266 • Fax (972) 288-2608

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AFS Acceptance, LLC

FINANCE/BANKING

1475 W. Cypress Creek Rd, Suite 300 Fort Lauderdale, FL 33309 Contact: Allicyn Hughes Phone: 954.475.5921 • Fax: 786.752.4942 Email: allicyn.hughes@afsacceptance.com Website: www.autobank.net

AccessBank Texas

PO Box 1429 Denton, TX 76202 Contact: Sissy Runions Phone: 940.382.3962 • Fax: 940.392.3942 Email: srunions@accessbanktx.com

Alamo Financial

*Ace Motor Acceptance Corporation (Pg. 36)

111 Cupped Oak Dr, Suite F Matthews, NC 28104 Contact: David Algood Phone: 704.882.7100 Email: david.algood@acemotoracceptance.com Website: www.acemotoracceptance.com

31000 IH10 West Boerne, TX 78006 Contact: Eric Batchelor Phone: 210.530.0500 • Fax: 830.755.2434 Email: eric@alamofinancialcorp.com Purchase Finance Contracts.

American Auto Financing, Inc

1530 E Warner Ave, Suite A Santa Ana, CA 92705 Contact: Betty Valencia Phone: 714.953.3129 • Fax: 714.619.5528 Email: betty@aaf-inc.com

*American Credit Acceptance (Pg. 20)

961 East Main St Spartanburg, SC 29302 Contact: Rachel Swain Phone: 866.202.6912 Email: Rachel.Swain@acacceptance.com Website: http://www.americancreditacceptance.com/ American Credit Acceptance specializes in providing capital solutions for BUY HERE PAY HERE dealers and Independent Auto Finance companies.

American Motor Credit, LLC

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585 Molly Lane Woodstock, GA 30189 Contact: James Torchia Phone: 678.213.5626 • Fax: 678.213.5627 Email: nvimgr@aol.com Website: www.americanmotorcredit.com Subprime Auto Financing

Auto One Acceptance, LLC.

2351 W. Northwest Hwy, Suite 1315 Dallas, TX 75220 Contact: Jesse Hernandez Phone: 972.581.0185 • Fax: 972.827.3713 Email: jhernandez@autooneacceptance.com Portfolio purchasing for BHPH dealers (Compras de Portafolios).

Car Financial Services, Inc.

1000 South Main Street, Suite 100 Grapevine, TX 76051 Contact: Perry Allen Phone: 972.538.2030 • Fax: 972.393.4285 Email: perry.allen@carfinancial.com Website: www.carfinancial.com

Dealer Funding

PO Box 888759 Atlanta, GA 30356 Contact: Curt Massey Phone: 770.883.3883 • Fax: 866.699.3917 Email: cwm@dealerfunding.com Website: www.dealerfunding.com Dealer Funding LLC is a indirect auto lender based out of Georgia.

Frost Bank

777 Main St. Ste 500 Fort Worth, TX 76102 Contact: Clint Cockerell Phone: 817.420.5407 Email: clint.cockerell@frostbank.com Traditional Banking, Investments and Insurance services.

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6707 Brentwood Stair Rd Ste 610 Ft. Worth, TX 76112 Contact: David Knightly Phone: 877.635.2021 • Fax: 817.886.8639 Email: david.knightly@innovateauto.com Website: www.innovateauto.com Loan purchasings and capital for dealers and finance companies

For special offers contact dennis@5milesapp.com

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Innovative Funding Services

14205 Burnet Road, Suite #400 Austin, TX 78728 Contact: Tracy Armstrong Phone: 512.336.8700 • Fax: 512.336.8704 Email: tarmstrong@ifs4u.com

LHPH, LLC

3111 Camino Del Rio N. #203 San Diego, CA 92108 Contact: George Klinke Phone: 619.516.3903 • Fax: 619.516.3910 Email: gklinke@lhph.com Website: www.lhph.com Help BHPH and LHPH dealers secure lines of credit. Also help them do leasing.

LMB Financial

3102 West Ave. San Antonio, TX 78213 Contact: J.D. Castrejana Phone: 210.308.9833 • Fax: 210.308.9849 Email: lmbfinancial@sbcglobal.net

*Lobel Financial (Pg. 5)

85 NE Loop 410, Suite 130 San Antonio, TX 78216 Contact: Alfred Garcia Phone: 210.541.9500 • Fax: 210.541.9501 Email: acgarcia@lobelfinancial.com Website: www.lobelfinancial.net Acquisition and servicing of sub-prime to nonprime motor vehicle retail installment sales contracts.

PrimaLend Capital Partners

10300 N. Central Expressway, Suite 410 Dallas, TX 75231 Contact: Matthew Nibarger Phone: 972.239.6668 • Fax: 972.239.6010 Email: mnibarger@primalend.com Website: www.primalend.com Provides NO HASSLE receivables and inventory interest only loans to auto dealers and finance companies.

Quality Acceptance, LLC

4414 Centerview Drive, Suite 169 San Antonio, TX 78228 Contact: Ernest Franco Phone: 210.519.8358 • Fax: 210.731.9531 Email: ernest@qualityfin.com Specialized in the purchase and servicing of automobile installment sale contracts from numerous dealers in Southern California, Nevada and Texas.

SDA, Inc.

2060 Mount Paran Road NW, Suite 101 Atlanta, GA 30327 Contact: Michael Diaz Phone: 404.352.9936 • Fax: 404.352.9937 Email: cash@sdainc.net Website: www.sdainc.net Providing capital to Buy-Here, Pay-Here Dealers Nationwide for over two decades!

SecureClose

540 West Iron Ave; Suite 204 Mesa, TX 85210 Contact: Ace Christian Phone: 770.856.0893 Email: ace.christian@secureclose.net

*Spartan Financial Partners (Pg. 20) 961 East Main St Spartanburg, SC 29302 Contact: Rachel Swain Phone: 855.233.3605 Email: Rachel.Swain@acacceptance.com Website: www.spartan-partners.com Spartan Financial Partners specializes in providing capital for BUY HERE PAY HERE dealers and Independent Auto Finance companies.

*Strategic Dealer Services (Pg. 3)

5605 N. MacArthur Blvd. Ste. 560 Irving, TX 75038 Contact: Mike Kolb Phone: 214.838.1212 • Fax: 214.838.1217 Email: mike.kolb@sdealers.com Capital Lines of Credit, Bulk Purchasing, BHPH Receivable Servicing, Warranty and Marketing Services.

Mid-Atlantic Finance Company

515 N. Sam Houston Pkwy #180 Houston, TX 77060 Contact: Kip Cochran Phone: 866.707.6131x276 • Fax: 727.324.1388 Email: kip@midfinance.com

Motor Finance Co

1011 Camden San Antonio, TX 78215 Contact: Kim Stehle Phone: 210.227.9191 • Fax: 210.227.1451 Email: kim@motorfinanceco.com

National Auto Lenders, Inc

14645 NW 77 Avenue Ste 203 Miami Lakes, FL 33014 Contact: Ozzie Ramos Phone: 305.828.8820 • Fax: 305.722.3646 Email: accounting@nalenders.com Website: nalenders.com

*Peritus Portfolio Services LLC (Pg. 17)

433 East Las Colinas Blvd., Suite 475 Irving, TX 75039 Contact: Gary Perdue Phone: 866.831.5954 ext. 40 • Fax: 817.796.2743 Email: gperdue@peritusservices.com Website: www.peritusservices.com Peritus purchases BHPH accounts and open bankruptcy accounts from dealers, finance companies, credit unions in Texas.

PFS Auto Finance of Texas LLC

PO Box 811 Spartanburg, SC 29304 Contact: David Evans Phone: 469.263.4265 • Fax: 864.237.6096 Email: david.evans@pfs-corp.net Website: www.pfs-corp.net sub-prime lender not beacon score driven. “common sense loans at uncommon speed” July/Special 2016

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Texas Capital Bank

Westlake Financial Services

2350 Lakeside Blvd., Suite 800 Richardson, TX 75082 Contact: Brad Fisher Phone: 972.656.6698 • Fax: 972.656.6664 Email: bradley.fisher@texascapitalbank.com Website: www.texascapitalbank.com We offer revolving lines of credit secured by the accounts receivable portfolio.

TexCap Financial, LLC

14875 Landmark Blvd. #215 Dallas, TX 75254 Contact: Jessia Ybarra Phone: 214.396.4103 Email: jessia.ybarra@texcapfinancial.com Website: www.texcapfinancial.com Looking for dependable dealer solutions? TexCap has quick, easy approvals and fast access to cash.

*United Acceptance Inc (Pg. 60) 2400 Lake Park Dr., Suite 100 Smyrna, GA 30080 Contact: Billy Peskin Phone: 770.799.1800 Email: bpeskin@unitedacceptance.com

4751 Wilshire Blvd, Suite 100 Los Angeles, CA 90010 Contact: Dora Gonzalez Phone: 210.563.4362 • Fax: 866.759.4446 Email: dgonzalez4@westlakefinancial.com Website: www.westlakefinancial.com Westlake Financial Services offers full-spectrum auto financing for franchise and independent dealers across 44 states. Visit our website today to learn more.

Woodlands Financial Services, Inc

10655 Six Pines Dr., Suite #140 The Woodlands, TX 77380 Contact: Somir Paul Phone: 281.367.2040 x 1014 • Fax: 281.367.3380 Email: spaul@woodfininc.com Website: www.woodfininc.com Woodlands Financial Services Inc., is a Texas based regional auto finance company, that has been serving independent automobile dealers since 1993 by providing underwriting, financing and collection services.

FLOORPLAN Automotive Finance Corporation (AFC)

200 S. Callaghan Road San Antonio, TX 78227 Contact: Stefani Stout Phone: 317.249.4521 • Fax: 877.335.0010 Email: stefani.stout@autofinance.com Website: afcdealer.com Automotive Finance Corporation (AFC) is the premier capital funding source for the used car industry.

Dealers Credit Express

PO Box 7030 Texarkana, TX 75504 Contact: Lucas Ponder Phone: 903.793.5925 • Fax: 903.793.7385 Email: laura@dealerscreditexpress.com Automotive Floor Plan Financing

Floorplan Xpress, LLC – Austin

8101 Cameron Rd; Suite #301 Austin, TX 78754 Contact: Charles Sutton Phone: 254.289.0116 Email: chad.sutton@fpxus.com Website: www.fpxus.com Inventory financing for independent used car dealers. Floorplanning made easy.

NextGear Capital

11799 North College Avenue Carmel, IN 46032 Contact: Lori Kahre Phone: 317.975.2657 • Fax: 877.874.0714 Email: lori.kahre@nextgearcapital.com Website: nextgearcapital.com NextGear Capital provides inventory financing to floor plan vehicles for Retail, Wholesale, Salvage or Specialty purchases.

FORMS/PRINTING Binary Printing Solutions 1812 Cindy Ln. Bedford, TX 76021 Contact: Eric Maerker Phone: 817.604.5501 Email: emaerker@hotmail.com

ACURA REMARKETING | ALLY AUTO REMARKETING | ARI | CHRYSLER CAPITAL | CONSUMER PORTFOLIO SERVICES | FISERV | GM FINANCIAL | GSA FLEET VEHICLE SALES GTB REMARKETING | HONDA REMARKETING | PAR NORTH AMERICA | REMARKETING OF AMERICA | SANTANDER CONSUMER USA & MORE

Come for the cars, stay for the Upcoming Promotional Sales at EPI JULY 20 AUGUST 17 Lone Star Back To State Day School Sale Go to epiaa.com to view our full 2016 promotional sale schedule

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D e a l e r

July/Special 2016

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For dealers, by dealers.

*Burrell Printing Co., Inc. (Pg. 46)

*PassTime (Pg. 15)

901 Hwy. 685 Pflugerville, TX 78660 Contact: Mark Bolles Phone: 800.252.9154 • Fax: 512.990.3001 Email: mbolles@burrellprinting.com Website: www.BurrellPrinting.com

317 Sidney Baker South Kerrville, TX 78028 Contact: Gary Clymans Phone: 800.901.6001 Email: gclymans@aol.com Website: www.passtimegps.com Passtime provides technology designed to protect your assets.

GPS PAYMENT PROTECTION/ RECOVERY

Skypatrol

American Recovery Association

5525 North McArthur Blvd, Suite 135 Irving, TX 75038 Contact: Les McCook Phone: 972.755.4755 • Fax: 972.870.5755 Email: les@americanrecoveryassn.org Website: repo.org The American Recovery Association, Inc. is the world’s largest organization of professional finance adjusters and certified asset recovery specialists.

*Ituran USA Inc. (Pg. 50)

1700 NW 64th Street, Suite 100 Ft Lauderdale, FL 33309 Contact: Efrat Bogoslavsky Phone: 866.543.5433 • Fax: 877.488.7261 Email: ebogoslavsky@ituranusa.com Website: www.ituranusa.com Global Leader in GPS Services for the BHPH industry providing DMS integrated tracking & Payment solutions.

3055 NW 84th Ave Doral, FL 33122 Contact: Mark Peters Phone: 786.331.3373 • Fax: 786.331.3333 Email: cc-charges@toppcompanies.com GPS Tracking and Monitoring Solutions

*Spireon Inc. (Pg. 40)

16802 Aston St. Irvine, CA 92606 Contact: Brandi Pickett Phone: 1.800.557.1449 x6040 Email: bpickett@spireon.com Website: www.spireon.com Protect your business while reducing your risk and liability with GoldStar GPS.

*STARS GPS (Pg. 28)

P.O.Box 10 Thomasville, NC 27361 Contact: R. Allen Douglas Phone: 336.476.7828 • Fax: 336.476.3365 Email: adouglas@stars-gps.com Website: www.stars-gps.com Guaranteed Recovery Warranty that pays up to $10,000 if vehicle cannot be located. Inquire about program details.

Track Your Truck

21754 S. Center Ave. New Lenox, IL 60451 Contact: Robert Hall Phone: 815.717.8482 Email: trackyourtruck@straightnorth.com Website: http://www.trackyourtruck.com/ GPS Fleet Management

HUMAN RESOURCE SOLUTIONS TriNet

14185 Dallas Parkway, Suite 650 Dallas, TX 75254 Contact: Greg Gaunt Phone: 972.789.3941 • Fax: 972.692.7644 Email: greg.gaunt@trinet.com Website: www.trinet.com TriNet is a strategic partner to small and medium-sized businesses for HR, payroll, employee benefits, employment law compliance and risk mitigation.

Garage Liability Kevin Smith Insurance is now Tri-State Dealer Services. With expansion and coverages being available outside of Texas, we’ve changed our name to better suit the areas of our growing agency.

1-800-687-3236 Tri-State Dealer Services is one of the largest writers of Garage Liability in the state. We work with several A+ rated companies which offer exceptional rates to car dealers and repair shops. Call today for a “quick” 10-minute quote!

8240 Mid Cities Blvd N. Richland Hills, TX 76180 800-687-3236 / Fax (817) 581-1921

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WE ALSO OFFER THESE COVERAGES:

F&I • Vehicle Service Contracts • GAP Insurance • Tire & Wheel Vehicle Protection Products • Property • Wreckers 2 Car Haulers • Cargo • Dealer Bonds • Personal Lines T e x a s

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July/Special 2016

QuoteWizard

INSURANCE Arcana Insurance Services

5310 Harvest Hill Road, Suite 200 Dallas, TX 75230 Contact: Susan Gropp Phone: 972.855.3566 • Fax: 877.841.4977 Email: sgropp@arcanainsurance.com Website: www.arcanainsurance.com P-O-S Collateral Protection, Dealer Open Lot, Garage Liability, Tow Truck, Bond, General Liability, Building & Contents

*AVP – Assured Vehicle Protection, Inc. (Inside Back Cover)

6300 Glenwood; Ste 200 Mission, KS 66202 Contact: Shorty McKenny Phone: 816.756.5430 • Fax: 816.389.6363 Email: shorty@avpadmin.com

Berkshire Risk Services

12920 Metcalf Ave., Suite 220 Overland Park, KS 66213 Contact: Christopher Kirwan Phone: 913.433.7001 • Fax: 913.433.7101 Email: ckirwan@berkshirerisk.com Berkshire Risk offers Collateral Protection Insurance for BHPH dealers and special finance lenders

Cadence Insurance

10260 Westheimer Rd., Ste. 180 Houston, TX 77042 Contact: Dennis Webber Phone: 855.977.0909 • Fax: 817.877.0910 Email: dwebber@cadenceinsurance.com Website: www.cadenceinsurance.com Garage Liability, Dealers Open Lot, Building & Contents,Workers Compensation, Collateral Protection & Cyber/Data Liability.

*CP Insurance Associates (Pg. 14)

PO Box 568 Huntsville, TX 77342 Contact: Bill Murphy Phone: 800.366.0036 • Fax: 936.291.1195 Email: murphy.wjm@gmail.com Website: www.cpiai.com Bill Murphy and CP Insurance Associates have been providing asset protection to the Best Dealers in Texas for over 20 years.

*Mullen Insurance Agency Inc. (Pg. 43)

337 Oaks Trail Garland, TX 75047 Contact: Ann Mullen Phone: 800.783.6297 • Fax: 972.681.7601 Email: amullen@mulleninsurance.com Website: www.mulleninsurance.com Spotlight on Insurance Solutions for Texas Independent Auto Dealers. Let us work for you!

Protective Asset Protection

14755 N. Outer Forty, Suite 400 Chesterfield, MO 63017 Contact: Fredrik Ullholm Phone: 866.927.2910 Email: marketingteam@protective.com Website: www.protectiveassetprotections.com Protective Asset Protection provides F&I products and solutions focused on enhancing independent automobile dealers’ profitability and customer satisfaction.

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157 Yesler way Seattle, WA 98104 Contact: Adam Johnson Phone: 206.753.2766 Email: ajohnson@qw-corp.com Website: quotewizard.com/auto-insurance Compare car insurance quotes to find the best rates

*Southwest Commercial Insurance Agency LLC (Pg. 19)

10601 FM 2222, R-121 Austin, TX 78730 Contact: Matt Gerhardt Phone: 512.771.6091 • Fax: 512.276.6755 Email: matt@swcitx.com Website: http://www.swcitx.com/ Commercial Insurance Broker that specializes in insuring and bonding non-franchised used car dealers

Statewide Insurance and Title Agency 1946 Pech Rd., Suite 108 Houston, TX 77055 Contact: Camilo Guerrero Phone: 713.984.2372 • Fax: 713.984.9114 Email: state_wide@sbcglobal.net

*TEI Insurance Agency, Inc. (Pg. 53) P.O. Box 850746 Mesquite, TX 75185 Contact: Mike Pool Phone: 800.727.7124 • Fax: 972.288.2608 Email: m.pool@teiinsurance.com garage, open lot, property & workers comp insurance for dealers

Texas Direct Dealer Services

8617 Mid Cities Blvd., Suite 300 North Richland Hills, TX 76182 Contact: William Palmer Phone: 817.503.2366 Email: rl@texasdirectdealerservices.com offering dealership insurance for non franchised dealerships

*Tri-State Dealer Services Inc (Pg. 58)

8240 Mid-Cities Blvd North Richland Hills, TX 76180 Contact: Kevin Smith Phone: 800.687.3236 • Fax: 817.581.1921 Email: kevinsmithinsurance@gmail.com Website: Tristatedealerservices.com Garage Liability, Dealers Open Lot, Dealer Bonds.

*Waymer & Associates – New Braunfels (Pg. 49)

445 N Seguin Ave New Braunfels, TX 78130 Contact: John Waymer Phone: 800.447.5152 • Fax: 830.620.6023 Email: johnw@waymerins.com Website: www.waymerins.com Since 1990, Waymer & Associates has serviced the insurance needs of businesses in the automobile industry.

Zurich Insurance

15303 Dallas Parkway, Suite 800 Addison, TX 75001 Contact: Winston Tripp Phone: 214.866.1288 • Fax: 913.664.3627 Email: winn.tripp@zurichna.com

LEGAL SERVICES CounselorLibrary/Hudson Cook, LLP 8524 South Western Avenue, Suite 114 Oklahoma City, OK 73139 Contact: Eric Johnson Phone: 405.602.3812 • Fax: 405.602.3853 Email: ejohnson@hudco.com Website: www.counselorlibrary.com online complementary consumer credit compliance and privacy products, created, maintained and supported by attorneys

Jameson & Dunagan, P.C.

5429 LBJ Freeway, Suite 700 Dallas, TX 75240 Contact: Michael Dunagan Phone: 214.369.6422 • Fax: 214.369.9175 Website: www.jamesondunagan.com

Johnson Deluca Kurisky Gould, P.C. 1221 Lamar Houston, TX 77010 Contact: George A. Kurisky, Jr. Phone: 713.652.2525 • Fax: 713.652.5130 Email: gkurisky@jdkglaw.com

Patrick Hargadon

400 W. 15th Street Austin, TX 78701 Contact: Patrick Hargadon Phone: 512.264.1033 • Fax: 512.264.0947 Email: pharglaw@aol.com

OTHER CTEX Dealer Solutions, LLC

1203B E. Grand Ave #332 Marshall, TX 75670 Contact: Bill Redmon Phone: 903.934.0497 • Fax: 877.799.2437 Email: ctexdealer@gmail.com

SiriusXM Radio

1290 Avenue of the Americas New York, NY 10104 Contact: Karin Barrett Phone: 248.675.2337 • Fax: 317.882.0610 Email: karin.barrett@siriusxm.com Website: www.siriusxmdealertrial.com SiriusXM delivers commercial-free music, sports and entertainment to pre-owned vehicles from every major automaker. Independent dealers can give customers free three-month subscriptions at no cost!

Solutions by Text

15110 N Dallas Pkwy #500 Dallas, TX 75248 Contact: Danny Cantrell Phone: 972.484.1600 x 201 Email: dcantrell@solutionsbytext.com

PAYMENT PROCESSING *Paymaxx Pro (Pg. 39)

2601 Cattleman Rd., Suite 200 Sarasota, FL 34232 Contact: Lisa Leedom Phone: 800.966.8733 • Fax: 941.371.2874 Email: lisa@leedomgroup.com Website: www.paymaxxpro.com We provide payment processing tools that allow dealers to collect payment 24/7 – pay by web, text, or phone.

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*REPAY: Realtime Electronic Payments (Pg. 26)

3 West Paces Ferry Rd, Suite 200, Atlanta, GA 30305 Contact: Reg Buzzell Phone: 404.825.6272 Email: rbuzzell@repayonline.com Website: www.repayonline.com Card and ACH Payment Processing, IVR, Text to pay, Kiosk and Convenience Fee Model Pricing.

Sigma Payment Solutions

1300 Summit Ave, Suite 800, Ft Worth, TX 76102 Contact: Susan Perlmutter Phone: 800.383.1662 Email: susan.perlmutter@sigmapayments.net

SERVICE CONTRACTS AUL Corp

1250 Main Street Suite 300, Napa, CA 94558 Contact: Jacqueline Swank Phone: 800.826.3207 ext 242 Fax: 707.259.1867 Email: jswank@aulcorp.com AUL founded the Original Any-Year Any-Mileage service contract two decades ago.

CARS PROTECTION PLUS, INC.

4431 William Penn Hwy., Murrysville, PA 15668 Contact: Al Blevins Phone: 888.335.6838 x 240 Fax: 724.387.2330 Email: al.blevins@carspp.com Website: www.carsprotectionplus.com Extended service contract provider. 18 years in business. Fully insured. Contracts available on vehicles up to 200,000 miles.

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Diamond Warranty Corp.

PO Box 970, Pittston, PA 18643 Contact: Jim Limongelli Phone: 570.237.2077 • Fax: 800.384.5041 Email: jlimongelli@diamondwarrantycorp.com Website: www.diamondwarrantycorp.com

EFG Companies

122 W. John Carpenter Fwy, Ste 600 Irving, TX 75039 Contact: Steve Klees Phone: 972.445.8300 Email: sklees@efgusa.com Website: www.efgcompanies.com EFG Companies has over 36 years experieince as a consumer protection product provider, serving dealerships and financial institutions.

GWC Warranty

407 Mcalpine Avoca, PA 18641 Contact: Mike Silverman Phone: 800.482.7357 ext767 Fax: 888.840.7883 Email: msilverman@gwcwarranty.com Website: www.gwcwarranty.com

Innovative F&I Services

PO Box 2729 Cypress, TX 77429 Contact: Marty Lisk Phone: 855.897.2331 • Fax: 713.513.5360 Email: marty@innovativefi.com Website: www.innovativefiservices.com ONE VENDOR – Service Contracts, GAP, Tire and Wheel, Etch, Windshield, Collateral Protection, Spot Delivery Insurance.

Preferred Dealer Solutions

26 N. Main Rockford, MI 49341 Contact: Kevin Stoll Phone: 616.238.9220 • Fax: 866.289.0979 Email: kevin@preferreddealersolutions.com Website: Preferreddealersolutions.com Reinsurance setup and Management

Preferred Warranties, Inc.

200 Pinebrook Place Orwigsburg, PA 17961 Contact: Sharon Coleman Phone: 800.548.1121 • Fax: 800.309.8334 Email: sharon@warrantys.com Website: www.warrantys.com Learn why more than 740 dealers switched to PWI this year. Fully insured. A+ rated by BBB.

Proguard Warranty Inc

PO Box 1337 Pittston, PA 18640 Contact: Sharlene Neyman Phone: 570.414.0431 • Fax: 570.414.0439 Email: sharlenen@proguardwarranty.com Website: www.proguardwarranty.com Leader in automotive consumer coverages providing a comprehensive menu of fully insured vehicle service contracts, G.A.P insurance and other ancillary products.

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SilverRock Inc.

1720 W. Rio Salado parkway Tempe, AZ 85281 Contact: Robert St. Clair Phone: 480.707.3604 Email: Robert.St.Clair@silverrockinc.com Website: www.silverrockinc.com GO provides subprime, non-recourse financing with real-time decisions through our interactive GO Portal.

The Penn Warranty Corp.

1081 Hanover Street Wilkes Barre, PA 18706 Contact: Kirk Arnold Phone: 570.270.3804 • Fax: 570.270.3365 Email: operations@pennwarrantycorp.com Website: www.pennwarrantycorp.com SCM provides a line of service contracts designed to meet the needs of every dealer.

SOFTWARE Dealerplatform LLC

2300 Marshpoint Rd. #301 Neptune Beach, FL 32266 Contact: Jean Bakkes Phone: 407.217.3255 Email: patrick@dealerplatform.com Website: www.dealerplatform.com We offer fully integrated car listing websites for car dealers

Dealertrack

1111 Marcus Avenue, Suite MO4 Lake Success, NY 11042 Contact: Ernest Lattimer Phone: 516.547.2242 • Fax: 516.734.3807 Email: ernest.lattimer@dealertrack.com Website: www.dealertrack.com Automotive Retail Software Solutions

*Micro 21 (Pg. 27)

13700 State Rd., #10 Cleveland, OH 44133 Contact: Patrick Voigt Phone: 800.647.1121 • Fax: 440.582.2402 Email: voigt@m21.com Website: www.m21.com Finance, Lease, Buy Here Pay Here, Inventory, Credit Bureau, Websites, Credit Application Portals, Forms Processing

Omnique Shop Management Software 4800 Van Gordon St Wheat Ridge, CO 80033 Contact: Erik DeBoer Phone: 866.435.2100 • Fax: 720.266.6953 Email: Erik.DeBoer@omnique.com Website: http://www.Omnique.com Premier Shop Management Software

vAuto

1901 S Meyers Rd, Suite 700 Oakbrook Terrace, IL 60181 Contact: Siobhan Gallagher Phone: 630.590.2042 • Fax: 630.590.2051 Email: sales@vauto.com Website: www.vauto.com vAuto tools help independent dealers apply market insights to increase used vehicle sales and profitability.

July/Special 2016

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VEHICLE HISTORY REPORTS CARFAX

5860 Trinity Parkway, Suite 600 Centreville, VA 20120 Contact: Kathy Collins Phone: 404.323.8584 • Fax: 703.218.2853 Email: kathycollins@carfax.com Website: www.carfaxfordealers.com CARFAX provides trusted information to help millions of people buy and sell used cars with confidence every year.

VEHICLE LISTING *5miles LLC (Pg. 54)

8150 N Central Expy Ste M2020 Dallas, TX 75206 Contact: Rick Cantu Email: rick@5milesapp.com Website: http://www.5milesapp.com 5miles is the free mobile marketplace app where people buy, sell, and explore within their city.

With over 1 million daily views, we’re selling upwards of 600 vehicles per day, in Texas alone!

Autotrader

122 West John Carpenter Freeway, Ste.410 Irving, TX 75039 Contact: James Adams Phone: 469.995.3400 • Fax: 469.995.3433 Email: james.adams@autotrader.com Website: www.autotrader.com AutoTrader.com is the ultimate online automotive advertising solution for car dealers.

Cars.com

175 West Jackson Blvd., #800 Chicago, IL 60604 Contact: Heidi Allen Phone: 800.298.1460 • Fax: 312.601.6445 Email: hallen@cars.com Website: www.dealers.cars.com Cars.com delivers serious, ready-to-buy car shoppers to your dealership through our media affiliates, partnership network, and extensive advertising campaign.

EAN Holdings, LLC.

3737A South 26th Avenue Dallas, TX 75261 Contact: Laura Lively Phone: 817.880.3657 • Fax: 844.892.7436 Email: Laura.J.Lively@ehi.com Website: enterpriseholdings.com Supply Dealer partners with inventory.

TrueCar

13412 Galleria Circle, Building H Austin, TX 78738 Contact: Jason Gonzalez Phone: 512.735.5442 • Fax: 866.409.7329 Email: jgonzalez@truecar.com Website: www.truecar.com/dealers TrueCar helps dealers sell more cars profitably and efficiently.

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, Legal 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 www.txdmv.gov Office of Consumer Credit Commissioner 800.538.1579 www.occc.state.tx.us

Texas Comptroller 800.252.1382 www.window.state.tx.us NIADA 800.682.3837 www.niada.com

REPOSSESSIONS

American Recovery Association 972.755.4755 www.repo.org or contact TIADA state office

FORMS

Burrell Printing 800.252.9154 www.burrellprinting.com

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behind the wheel

Martin

Who Needs Who

A

t our last board meeting one of the officers started telling one of his “remember when” stories.

Halfway through the story he realized most of the officers on the board hadn’t served five years ago when he was a new board member and they weren’t walking down memory lane with him. His story was more of a history lesson than reminiscing about the good old days.

Most associations struggle to find good new leaders to serve on boards and committees. We have been fortunate over the last ten years to not only have had great leaders in the past, but to also have new leaders step up to carry the torch forward and continue to advance the interests of the industry.

Most of our past board members continue to serve on committees and help guide and shape the association in a less high-profile position. Their knowledge of the industry and experience with the association make them invaluable leaders to us. Others have used the association as a springboard and have moved on to have even more influence on the industry by serving on the NIADA BHPH Commission, the NIADA board, as the NIADA President, the Texas Department of Motor Vehicles Board or even serving as a Texas State Representative.

One of the items of business during last month’s board meeting was to walk through a new five-year strategic plan for the association. I think everyone found it interesting that only five out of our current thirteen officers were on the board when we developed the last strategic plan. The new leaders brought their unique experiences and talents

by Jeff

TIADA EXECUTIVE DIRECTOR

to help foster new ideas. The combination of the experienced leader and the new leader creates a lot of energy and much-needed continuity. The end result is a well-defined roadmap for the association’s future. The new five-year strategic plan will be presented in a future issue.

So who will fill the leadership role for next year, or the next, or the next five years? Is there a bottomless well of talented leaders in the industry? The answer to that question is yes! Does that mean you have to serve on the board of directors? No, you simply have to be engaged. You can serve on a committee, help recruit new members at our TIADA Day at the Auction membership drives, give money to INDEPAC, get to know your legislator and become a legislative liaison and/or attend the annual conference. There is a plethora of opportunities for you to use your talents to help the association as we all work to improve our industry.

Teddy Roosevelt once said, “Every man owes a part of his time and money to the business or industry in which he is engaged. No man has a moral right to withhold his support from an organization that is striving to improve conditions within his sphere.”

Over the last couple of years we have seen a wave of new dealers become more involved with the association and there is no doubt the industry has been the beneficiary.

Find the right place for your talents and join so many of your fellow dealers who understand the importance of being involved. If you are not sure how to become more active or where the association can use your talents, please give me a call. We have an industry that needs you.

There is a plethora of opportunities for you to use your talents to help the association as we all work to improve our industry.

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T e x a s

D e a l e r

July/Special 2016

NOT ALL PROGRAMS ARE CREATED EQUAL Debt Cancellation Coverage Voluntary Debt Cancellation Coverage (DCC) is an alternative to requiring Comprehensive and Collision Insurance.

Benefits NEW PROFIT CENTER REDUCES EXPENSES

DCC provides debt forgiveness in the event of a Total Loss and is offered at the point of sale.

COLLATERAL PROTECTED

See what our clients are saying:

INCREASED CASH IN DEAL

“Our Debt Cancellation Program, serviced through AVP, was one of the best financial decisions our company has ever made in its 21 year history.”

Michael Brill, President B&B Automotive Inc.

INCREASED CSI FINANCED WITH CONTRACT FORMS REVIEWED BY OCCC

AVP DEALERS MAKE MORE MONEY PERIOD! www.avpadmin.com

913.396.5480

*Substantial Discounts for TIADA Members

TEXAS INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750

PRSRT STD

U.S. POSTAGE

PA I D

JEFFERSON CITY, MO

PERMIT NO. 210