Texas Dealer July 2019

Top Operators From Around the Country

at the

Also In This Issue: – Michael W. Dunagan on Repossessions – Dealers Fix Fixed Costs Giving Some Vendors Fits

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2019 TIADA Board of Directors PRESIDENT Juan Sabillón/Mi Tierra Auto Sales 7935 Gulf Freeway Houston, TX 77017 PRESIDENT ELECT Robert Beck/Stop N’Drive Motors 711 N. General McMullen Dr. San Antonio, TX 78228 CHAIRMAN OF THE BOARD Greg Zak/Dixon Motors 7902 North Freeway Houston, TX 77037 SECRETARY Mark Jones/Mike Carlson Motor Company 264 Exchange Burleson, TX 76028 TREASURER Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 ICE PRESIDENT, WEST TEXAS V (REGION 1) Brad Kalivoda/Fiesta Motors 2599 74th Street Lubbock, TX 79423 ICE PRESIDENT, FORT WORTH V (REGION 2) Eddie Hale/Neighborhood Autos 1717 US 287 Decatur, TX 76234 ICE PRESIDENT, DALLAS V (REGION 3) Greg Reine/Auto Liquidators 39670 LBJ Freeway Dallas, TX 75237 ICE PRESIDENT, HOUSTON V (REGION 4) Vicki Davis/A-OK Auto Sales 23980 FM 1314 Porter, TX 77365 ICE PRESIDENT, CENTRAL TEXAS V (REGION 5) Robert Blankenship/Texas Auto Center 6809 N IH-35 Austin, TX 78744 ICE PRESIDENT, SOUTH TEXAS V (REGION 6) Armando Villarreal/McAllen Auto Sales 4215 S. 23rd Street McAllen, TX 78503 VICE PRESIDENT AT LARGE Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753 VICE PRESIDENT AT LARGE Jose Engler/Irving Motor Corp 211 Braniff Dr. San Antonio, TX 78216 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

Vo l u m e X I X / I s s u e 7 / J u l y 2 019

TexasDealer contents

4 Officers’ Message

by Juan Sabillón, TIADA President

6 On The Cover: Top Operators From Around the Country Share Ideas with Texas Dealers

by Texas Dealer staff

13 Legal Corner: Answering Repossession Questions

by Michael W. Dunagan

16 Upcoming Events 18 TIADA Auction Directory 2019 21 Dealers Fix Fixed Costs Giving Some Vendors Fits

by Peter A. Salinas

29 In Memoriam: Roy Carlson 31 TIADA Membership Application 33 New Members 33 Local Chapters 34 TIADA Conference and Expo 43 TIADA Vendor Directory 63 Legislative Bulletin

by Jeff Martin

64 Legislative Program Amendments 65 2020 State Officer Nominees 66 Behind the Wheel

by Jeff Martin

2019 Conference Registration Open!

You can still register to attend the 2019 TIADA Conference & Expo! Turn to page 34 for information or register online at Tiadaannualconference.com.

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.

Editor: Christopher Bean

Magazine Ad Sales: Patty Huber, 512-310-9795

officers’ message

by Juan

Sabillón

Mi Familia

A

Mi Tierra Auto Sales (Houston) TIADA PRESIDENT

nyone who knows me knows my family has been a big part of Mi Tierra Auto Sales over the last 20 years. My kids, my brother and even my dad have had a hand in building the dealership at some point. We also have longtime employees and customers whom we consider part of the family and we are happy they call Mi Tierra home. But over the last year, it’s my association family that has really grown.

I have always valued the local, state and national associations and I have always been active at various levels trying to find ways to give back to the industry through the association. I have served as a board member for HIADA and made it a point to attend our Houston meetings as often as I can. Thanks to all those who keep our chapter active, it is

and humbled and again looking forward to being a part of something bigger. I never could have guessed what a great year it would be and how big my family could get.

This year I had the opportunity to go meet dealers in El Paso, Harlingen, and Corpus Christi. I visited with dealers from Dallas, Austin, Lubbock, Brownsville and areas in between. I heard from new dealers, and seasoned veterans; I talked to retail dealers, BHPH dealers and some interesting hybrids I had never considered. Along the way, I built new relationships and the family continued to grow. During each meeting I shared the same message — You have to come to the TIADA Conference! There is great education and we will have plenty of fun but the opportunity to meet with other

a true labor of love. I also value the work NIADA is doing and have attended meetings in Washington D.C., Orlando and Las Vegas. And the NIADA 20 Groups, I can’t tell you how valuable my 20 Group brothers have been to me; they truly are my “business family.” This year when I was elected to serve as your TIADA President, I was honored

dealers from around the state and spend time with the vendors in the expo is invaluable. Some call it networking, but I call it family time and it’s my favorite part of conference.

I want to see you at conference, I want to meet you and I want to personally thank you for allowing me to serve as your President this year.

I want to see you at conference, I want to meet you and I want to personally thank you for allowing me to serve as your President this year.

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on the cover

Top Operators From Around the Country Share Ideas with Texas Dealers

by Texas Dealer staff

I

t’s no secret that the TIADA Conference & Expo attracts some of the best automobile dealers from around the country, and this year is certainly no different. Dealers from Arkansas, Michigan, Montana, Ohio, Pennsylvania and Virginia will be in attendance; sharing ideas and thoughts on operations, marketing, customer acquisition and more.

Dealers from Texas who attend the conference have a unique opportunity to hear from some of the absolute top dealers like Dare Saul, a retail dealer in Arkansas. Saul started D3 Auto Sales in a town of 1,500 people seven years ago. With zero capital, D3 was able to turn a one-room storage shed and an $800 car into a multi-million dollar dealership with full service — and he did it without moving out of town.

Bill Metzinger from Red, White, and Blue Autos in Pennsylvania will also be attending. Metzinger is a self-proclaimed serial entrepreneur, but was not a “car guy.” He entered the BHPH business after many years in finance. Bill led Red, White and Blue to $20 million plus in accounts receivable and over 1,500 accounts since opening in 2014, with a focus on a superior customer experience and an obsession with social media marketing that has made his business a household name.

Texas Dealer caught up with these operators to ask them what attendees could expect during their upcoming panel discussion. Saul focused on advertising, “Obviously, social media plays a big role, and Gurus, Craigslist, Marketplace, etc., but we still see great results from traditional advertising like television. The goal has always been to get as many eyes on you as possible.” He also addressed capital and funding, saying it was his biggest challenge and took seven years to conquer. “Stay persistent and consistent and push finance volume, get a service department and the lenders will come!”

The BHPH panel discussions usually turn to collections pretty quick. Said Metzinger, “For us, it all starts well before the collections department gets involved. We receive many applications each month, so we are able to have very high underwriting requirements for approval, making the collections process easier later down the road. It’s about selling the best possible serviced vehicle that goes beyond ‘transportation’ for the customer to something they are proud to own and drive. It’s about standing behind the vehicles that are sold, so that the collections department does not have to deal

6

with ‘mechanical’ reasons for non-payment. Lastly, it’s about a collections department that works with customers when there are issues in the most professional and compassionate way possible. Those things helped us achieve a 5% delinquency rate over the last few years, with less than 1% over 30 days.”

When asked what advice he would give a new BHPH

at the

dealer, Metzinger responded, “Whatever you think you need in capital to get started, triple it. Also — don’t get sucked in to selling a very cheap car with high mileage in order to get a 60% margin. It’s better in the long run to sell a quality and low mileage vehicle to a better customer, even if that means selling fewer units. You will thank yourself five to ten years down the road for doing this.”

Andrew Wiley is a retail dealer who will be sitting on a panel during the conference. He started Consumers Auto Warehouse in Staunton, Va., almost 20 years ago by mortgaging his house and buying a few cars from the local auction.

Consumers Auto Warehouse has grown to over 20 employees with a service center and rental operation. When asked about being too aggressive or not aggressive enough in any specific area, Wiley said they were too aggressive when expanding their rent-a-car operation and they added U-Hauls, because they thought it would be easy. He also invested a decent amount of capital in vehicles without doing proper training and ended up doing very poorly in both areas.

“Focusing on what you do best is often a better choice than branching out too much,” said Wiley. As far as not being (cont’d on pg. 8) T e x a s

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aggressive enough, Wiley added they were very slow to focus on finance products, and even when they did start offering them they made too many assumptions about what the customer would pay or what their lenders would finance.

“We make more per car on the back-end than the frontend and I wish we’d started that a long time ago.”

Brandon Baker and Chad Randash are two young BHPH dealers who are certainly making their mark on the industry in a positive way. Baker grew up in the automotive business, working for his family LHPH dealership Car City in Wyoming, Michigan, right out of college. He has been a part of his family enterprise’s growth from three locations to seven locations over the last 12 years and has been involved in every aspect of the business. He is now the CFO for all locations and working to bring the family business into the future.

Randash quips that before opening up his Dealership in Bozeman, Montana in 2007, he had never sold a vehicle or worked in any type of dealership. From day one he began an unorthodox journey to ask the question of “Why?” on what seemed to be the universally accepted practices of the BHPH Industry. This relentless pursuit of questioning helped him get to less than 1.5% of Charge Off accounts and a 3% delinquency rate on 845 accounts over the last 9 years.

EPI-TIADAhalf July2019.pdf

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6/3/19

Baker shared the following thoughts, “More than ever we are focused on digital and we must adjust by mapping how a customer may come to us.” And as for his biggest challenge, “Increasing costs of charge-offs. We are using data and technology to reduce our costs and be smart about our business.” ”I pretty much watch what Bill Metzinger does and try to take what he comes up with and brand it as my own,” joked Randash. On a serious note Randash is focused on transparency and trying to make the buying process a seamless integration with technology. He wants to get a person preapproved from their home or smartphone. Once that happens they can look at what vehicles they are approved for and select one. The vehicle is ready for them when they show up to the lot, saving the customer considerable time and frustration.

For new dealers, Randash said, “Structuring a note that is affordable for a client if they miss a day of work to take care of their child is a key to success in the BHPH industry,” and it’s the principle on which Chad Randash has built Randash Auto Center.

Whether it’s an auction panel, retail or buy-here, pay-here, the collection of talent that will be on display during the TIADA Conference & Expo is a must-see and hear, both for the newest dealers and the most seasoned operators in Texas.

These dealers are coming prepared to share and discuss how they can help attendees succeed in this industry.

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legal corner

Answering Repossession Questions

by Michael

Dealer Question: I’m new

to the Buy Here, Pay Here business and I’ve gotten conflicting information about handling repossessions.

I have been told by some that I have to send a certain notice prior to repossession and others tell me I don’t. Also, I am confused about the so-called “10-day” repossession notice and the “20-day” notice and whether I should dispose of repossessed vehicles at a “public” or a “private” sale. Can you clear up those questions for me?

Answer and Discussion:

The questions you raise are a common source of confusion for secured creditors, including BHPH dealers. But a good understanding of repossession procedures and the various types of notice letters is critical to avoiding repossessionrelated compliance issues.

T

he Uniform Commercial Code or UCC (the Texas version is referred to as the Texas Business and Commerce Code or TBCC) is the main source of statutory authority regulating the repossession and disposition of collateral. There are also statutory references to repossession procedure in the Texas Finance Code.

The TBCC and the Finance Code do not require prior notice of repossession in Texas. Some states have pre-repossession notice requirements with corresponding mandatory wait periods to give the debtor an opportunity to pay up before repossession can take place, but Texas does not. In my Texas Automobile

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Repossession: A Lien Holder’s Legal Guide book, there is a pre-repossession form (referred to as a “cure letter”) that can be sent to offer the debtor an opportunity to bring the account current and to advise the debtor that late or partial payments will not be accepted going forward.

This notice is not mandated by law and is offered as an option for the creditor to avoid any appearance of unfairness in exercising the repossession remedy.

Most BHPH dealers use either Strict Foreclosure — Acceptance of Collateral In Satisfaction (we’ll refer to it simply as strict foreclosure) or private sale as these methods are more appropriate for the BHPH business model. We’ll discuss why public sale may not be appropriate for most dealers later. (Another option — obtaining a signed waiver of notice and relinquishment of ownership rights after repossession — is available and will be discussed in another article.) Let’s put strict foreclosure aside for the moment to address the dealer’s first question.

Public vs. Private

“Public sale” is defined in an official comment to the Uniform Commercial Code as a sale “at which the price is determined after the public has a meaningful opportunity for competitive bidding.”

This implies that the sale is advertised to bring in a large number of people bidding against each other and is open to the public. This type of sale might be more appropriate to the sale of large trucks or heavy equipment. It would be unusual for

Dunagan

W.

TIADA GENERAL COUNSEL

a BHPH dealer to want to bear the expense of placing advertisements or legal notices in a newspaper, and holding a competitive bid sale for one or two repossessed units.

“Private sale,” on the other hand, is not defined by the UCC, but is generally considered to be anything that is not a public sale. The sale of a repossessed vehicle by the secured party (in this case a BHPH dealer) at the dealer’s lot in the normal course of the dealer’s business is considered a private sale. The sale could be at retail or wholesale, as long as the sale is “commercially reasonable.” The sale can be for cash or can be financed. The sale of a vehicle at a wholesale auto auction is usually considered to be a private sale because the auction is only open to licensed dealers (as opposed to the public).

Thus, in choosing between a public sale and a private sale it would appear that a private sale would probably be the better method for most BHPH dealers. But as we discussed earlier, there is another option that many BHPH dealers prefer, and that is strict foreclosure.

Prior to the mid-1980s, almost all vehicle repossessions were handled as private sales. In a private sale, the collateral is held for a period of time after notice of private sale is sent to the debtor (usually 10 days; thus the private sale notice is often 13

referred to as the “10-day” letter), then the collateral is resold in a commercially reasonable manner, and the proceeds of sale are applied against the indebtedness. If the proceeds of resale fall short of the amount owed, there is a deficiency, and the creditor can pursue collection of that deficiency.

If, on the other hand, the resale is at a price higher than the amount owed by the debtor, then there is a surplus (or the debtor’s equity in the vehicle), and the creditor must remit this amount to the debtor.

Another way to describe this latter situation is that the debtor has a positive equity position in the collateral and is entitled by law to receive the surplus amount from the creditor. The creditor in a private sale does not automatically take ownership of the repossessed collateral, but instead has a property right in the collateral that enables the creditor to sell the property and apply the proceeds to the indebtedness owed. The creditor’s interest in the collateral in a private sale is thus limited to the indebtedness owed.

The “Paper Profit” Problem The use of a private sale by a BHPH dealer to resell a repossessed vehicle can create some problems.

For instance, if the vehicle is retailed with dealer financing, the dealer only receives the amount of the down payment (and value of any trade in) at the time of the transaction. However, the entire sale price, including the amount financed, must be applied against the balance that the prior debtor owes.

This could result in a surplus that would have to be paid to the prior debtor even though the amount financed on the resale won’t be received unless and until all future payments are made by the second debtor.

To avoid having to account to the prior debtor for a “paper” surplus, some car creditors have “booked” the repossessed unit into inventory July/Special 2019

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at the amount owed, then ignored the actual resale transaction.

Courts have consistently held that the actual resale is what counts, not an accounting entry make by the creditor.

Strict Foreclosure

Strict foreclosure started catching up with private sale as the method of choice in the BHPH industry in the late ‘80s, and by the early ‘90s, had actually overtaken the private sale as the preferred method by BHPH dealers.

Currently, strict foreclosure is by far the predominate method.

In a strict foreclosure, a notice of intention to accept the repossessed collateral in satisfaction of the indebtedness is sent to the debtor. If no written objection is received in 20 days (thus, strict foreclosure notice is often referred to as the “20-day letter”), ownership of the collateral reverts back to the creditor. Because the collateral is taken in satisfaction of the indebtedness, there can be no deficiency (and correspondingly, there is no surplus) upon resale. The 20-day holding period is statutory and can’t be shortened by the creditor. After the 20-day holding period expires, and absent a written objection by the debtor, ownership of the collateral reverts to the dealer who can dispose of it as he or she sees fit. No accounting has to be made to the debtor. Any balance remaining of the debtor’s account is forgiven and thus no deficiency can be reported to a credit bureau.

Car creditors can choose whichever method best meets their purposes, and can switch back and forth, if they want. However, care must be taken to follow the rules for whichever method is chosen and to use the appropriate notice letter. We recommend checking notice letters before they are mailed since the wrong key on the computer keyboard may 15

Upcoming Events TIADA EVENTS July 2019 2 1 – 2 3 TIADA Conference & Expo San Antonio, TX

2 1 Board of Directors Meeting San Antonio, TX

TIADA DEALER ACADEMY Online registration avilable. www.txiada.org

September 2019 09

BHPH Compliance: A Comprehensive Workshop Dallas, TX

October 2019 07

Better BHPH Financials: How to Get Organized for Growth Houston, TX

November 2019 04

Collect the Cash, Not the Car Austin, TX

have been punched producing the wrong form.

The following is a list of the main characteristics and differences between private sale and strict foreclosure. (A much more detailed explanation can be found in Texas Automobile Repossession: A Lien Holder’s Legal Guide, available from TIADA.)

Private Sale:

Holding period is at least 10

days.

Debtor has the right to redeem

vehicle at any time before disposition is completed (the redemption right doesn’t end at the expiration of the holding period, but rather when the vehicle is sold).

Disposition must be “commer cially reasonable.”

Disposition can be retail

sale, wholesale sale, or sale at wholesale auto auction.

Disposition can be for cash or dealer-financed, but credit for entire sales price must be given on a dealer-finance transaction.

Creditor must apply proceeds

of disposition to balance owed and calculate surplus or deficiency. If surplus occurs, payment of surplus amount must be made to repossessed debtor along with a post-disposition accounting that is sent to the debtor.

Creditor can sue for any defi ciency and/or report deficiency to credit bureau, if post-disposition accounting is given.

Strict Foreclosure (also known as “Acceptance of Collateral in Satisfaction”):

Balance owed is extinguished.

Deficiency no longer exists and can’t be reported to credit reporting agency.

Holding period is 20 days

from date that notice of intent

16

to accept collateral in satisfaction is sent. A debtor has the right to redeem the collateral upon payment of balance during 20-day holding period.

No accounting to debtor of

disposition is required.

Ownership of the collateral re verts to the creditor if 20 days expire without written objection to the strict foreclosure from debtor or guarantor.

If written objection is received

in the 20-day holding period, the creditor must send notice of private sale, use the private sale procedure and make a commercially-reasonable resale. Post- disposition accounting rules apply.

Strict foreclosure can’t be used

if more than 60 per cent of original cash price has been paid in (“60-per-cent rule”).

If the 60-per-cent rule applies, the creditor must send a private sale notice and use the private sale method to dispose of the collateral.

This brief discussion of the differences between public sale, private sale and strict foreclosure isn’t intended to cover all the technical legal requirements for post-repossession procedure. Car creditors should familiarize themselves with and strictly follow the rules.

Notice forms should be obtained only from trusted sources and care should be taken to ensure that the actual procedure used matches the type of disposition for which notice is given.

Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for over 40 years. He has written a number of books and hundreds of articles for trade journals and law reviews. His clientele includes dealers, banks, finance companies, auto auctions and credit unions.

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www.metroautoauction.com 8605 Cullen Ln., Austin, TX 78748 512.282.7900, Fax 512.282.8165 GM: Brent Rhodes 3rd Saturday, monthly $AVE : $200

ADESA DALLAS

www.adesa.com 3501 Lancaster-Hutchins Rd. Hutchins, TX 75141 972.225.6000, Fax 972.284.4799 GM: Allan Wilwayco Thursday, 9:30 a.m. $AVE : $200

ALLIANCE AUTO AUCTION DALLAS www.allianceautoauction.com 9426 Lakefield Blvd., Dallas, TX 7520 214.646.3136, Fax 469.828.8225 GM: Chris Dean Wednesday, 1:30 p.m. $AVE : $200

AMERICA’S AA DALLAS

www.americasautoauction.com 219 N. Loop 12, Irving, TX 75061 972.445.1044, Fax 972.591.2742 GM: Ruben Figueroa Tuesday, 1:00 p.m. / Thursday, 1:00 p.m. $AVE : $200

IAA DALLAS*

www.iaai.com 204 Mars Road, Wilmer, TX 75172 972.525.6401, Fax 972.525.6403 GM: Joshua Boyd Wednesday, 9:00 a.m. $AVE : up to $200 Sell Fee

www.iaai.com 4226 East Main Street Grand Prairie, TX 75050 972.522.5000, Fax 972.522.5090 GM: Robert Brown Tuesday, 9:00 a.m. $AVE : up to $200 Sell Fee www.iaai.com 3748 McPherson Dr. Justin, TX 76247 940.648.5541, Fax 940.648.5543 GM: Jack Panczyk Tuesday, 9:00 a.m. $AVE : up to $200 Sell Fee

NEW

MANHEIM DALLAS**

www.manheim.com 5333 W. Kiest Blvd., Dallas, TX 75236 214.330.1800, Fax 214.339.6347 GM: Rich Curtis Wednesday, 9:00 a.m. $AVE : $100

MANHEIM DALLAS FORT WORTH** www.manheim.com 12101 Trinity Blvd.

Fort Worth, TX 76040 817.399.4000, Fax 817.399.4251 GM: Nicole Graham-Ponce Thursday, 9:30 a.m. $AVE : $100

METRO AUTO AUCTION DALLAS www.metroaa.com 1836 Midway Road Lewisville, TX 75056 972.492.0900, Fax 972.492.0944 GM: Scott Stalder Tuesday, 9:00 a.m. $AVE : $200

TEXAS LONE STAR AUTO AUCTION www.tlsaa.com 2205 Country Club Drive Carrollton, TX 75006 214.483.3597, Fax 214.483.3814 GM: Patrick Stevens Tuesday, 1:00 p.m. / Thursday, 2:00 p.m. $AVE : $200

El Paso

EL PASO INDEPENDENT AUTO AUCTION www.epiaa.com 7930 Artcraft Rd, El Paso, TX 79932 915.587.6700, Fax 915.587.6700 GM: Luke Pidgeon Wednesday, 1:00 p.m. $AVE : $200 T e x a s

D e a l e r

July/Special 2019

IAA EL PASO*

www.iaai.com 14651 Gateway Blvd. W, El Paso, TX 79927 915.852.2489, Fax 915.852.2235 GM: Jorge Resendez Friday, 10:30 a.m. $AVE : up to $200 Sell Fee

MANHEIM EL PASO

www.manheim.com 485 Coates Drive, El Paso, TX 79932 915.833.9333, Fax 915.581.9645 GM: JD Guerrero Thursday, 10:00 a.m. $AVE : $100

IAA HOUSTON*

Midland Odessa

IAA HOUSTON NORTH*

www.iaai.com 701 W. 81st Street, Odessa, TX 79764 432.550.7277, Fax 432.366.8725 GM: Christopher Rogers Thursday, 11:00 a.m. $AVE : up to $200 Sell Fee

www.iaai.com 2535 West. Mt. Houston, Houston, TX 77038 281.847.4700, Fax 281.847.4799 GM: Alvin Banks Wednesday, 9:00 a.m. $AVE : up to $200 Sell Fee www.iaai.com 16602 East Hardy Rd., Houston-North, TX 77032 281.443.1300, Fax 281.443.4433 GM: Christina Nieves Thursday, 9:00 a.m. $AVE : up to $200 Sell Fee

MANHEIM HOUSTON

Harlingen/McAllen IAA MCALLEN*

www.iaai.com 900 N. Hutto Road, Donna, TX 78537 956.464.8393, Fax 956.464.8510 GM: Ydalia Sandoval Tuesday, 9:00 a.m. $AVE : up to $200 Sell Fee

BIG VALLEY AUTO AUCTION**

www.bigvalleyaa.com 4315 N. Hutto Road, Donna, TX 78537 956.461.9000, Fax 956.461.9005 GM: Lisa Franz Thursday, 9:30 a.m. $AVE : $200

www.manheim.com 14450 West Road, Houston, TX 77041 281.924.5833, Fax 281.890.7953 GM: Brian Walker Tuesday, 9:00 a.m. / Thursday 6:30 p.m. $AVE : $100

MANHEIM TEXAS HOBBY

www.manheim.com 8215 Kopman Road, Houston, TX 77061 713.649.8233, Fax 713.640.6330 GM: Darren Slack Thursday, 9:00 a.m. $AVE : $100

Longview

ALLIANCE AUTO AUCTION LONGVIEW

Houston

ADESA HOUSTON

www.adesa.com 4526 N. Sam Houston, Houston, TX 77086 281.580.1800, Fax 281.580.8030 GM: Michael Schenks Wednesday, 9:00 a.m. $AVE : $200

AMERICA’S AA HOUSTON

www.americasautoauction.com 1826 Almeda Genoa Rd, Houston, TX 77047 281.819.3600, Fax 281.819.3601 GM: John Swofford Thursday, 2:00 p.m. $AVE : $200

AMERICA’S AA NORTH HOUSTON www.americasautoauction.com 1440 FM 3083, Conroe, TX 77301 936.441.2882, Fax 936.788.2842 GM: Buddy Cheney Monday, 6:30 p.m. $AVE : $200

www.allianceautoauction.com 6000 East Loop 281, Longview, TX 75602 903.212.2955, Fax 903.212.2556 GM: Chris Barille Friday, 10:00 a.m. $AVE : $200

IAA LONGVIEW*

www.iaai.com 5577 Highway 80 East, Longview, TX 75605 903.553.9248, Fax 903.553.0210 GM: David Cooper Thursday, 9:00 a.m. $AVE : up to $200 Sell Fee

Lubbock

IAA LUBBOCK*

www.iaai.com 5311 N. CR 2000, Lubbock, TX 79415 806.747.5458, Fax 806.747.5472 GM: Lori Davee Tuesday, 9:00 a.m. $AVE : up to $200 Sell Fee

AUTONATION AUTO AUCTION - HOUSTON TEXAS LONE STAR AUTO AUCTION** www.autonationautoauction.com 608 W. Mitchell Road, Houston, TX 77037 822.905.2622, Fax 281.506.3866 GM: Mike Green Thursday, 6:00 p.m. $AVE : $200

HOUSTON AUTO AUCTION

www.houstonautoauction.com 2000 Cavalcade, Houston, TX 77009 713.644.5566, Fax 713.644.0889 GM: Tim Bowers Tuesday, 1:00 p.m. $AVE : $200 July/Special 2019

T e x a s

D e a l e r

www.lsaalubbock.com 2706 E. Slaton Road., Lubbock, TX 79404 806.745.6606 Wednesday, 9:30 a.m $AVE : $75/Quarterly

Lufkin

LUFKIN DEALERS AUTO AUCTION

www.lufkindealers.com 2109 N. John Reddit Dr., Lufkin, TX 75904 936.632.4299, Fax 936.632.4218 GM: Wayne Cook Thursday, 6:00 p.m. $AVE : $200

IAA PERMIAN BASIN*

ONLINE

ACV AUCTIONS**

www.acvauctions.com 800.553.4070 $AVE : $250

San Antonio

ADESA SAN ANTONIO

www.adesa.com 200 S. Callaghan Rd San Antonio, TX 78227 210.434.4999, Fax 210.431.0645 GM: Clifton Sprenger Thursday, 10:00 a.m. $AVE : $200

IAA SAN ANTONIO*

www.iaai.com 11275 S. Zarzamora San Antonio, TX 78224 210.628.6770, Fax 210.628.6778 GM: Brian Sell Monday, 9:00 a.m. $AVE : up to $200 Sell Fee

MANHEIM SAN ANTONIO**

www.manheim.com 2042 Ackerman Road San Antonio, TX 78219 210.661.4200, Fax 210.662.3113 GM: Mike Browning Wednesday, 9:00 a.m. $AVE : $100

SAN ANTONIO AUTO AUCTION**

www.sanantonioautoauction.com 13510 Toepperwein Rd. San Antonio, TX 78233 210.298.5477 GM: Brandon Walston Tuesday, 10:00 a.m. / Thursday, 1:30 p.m. $AVE : $200

Tyler

GREATER TYLER AUTO AUCTION www.greatertyleraa.com 11654 Hwy 64W, Tyler, TX 75704 903.597.2800, Fax 903.597.3848 GM: Wayne Cook Tuesday, 5:00 p.m. $AVE : $200

Waco

ALLIANCE AUTO AUCTION WACO

www.allianceautoauction.com 15735 I-35 Frontage Road Elm Mott, TX 76640 254.829.0123, Fax 254.829.1298 GM: Carmen Robinson (Sales Manager) Friday, 10:00 a.m. $AVE : $200

19

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20

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July/Special 2019

feature

Dealers Fix Fixed Costs Giving Some Vendors Fits

by Peter A. Salinas

F

ixed costs have a nasty habit of staying fixed, but dealers across Texas and beyond are doing their best to battle very costly aspects of their operations and have found hundreds of thousands of dollars in savings.

Dealers in one of NIADA’s BHPH Service 20 Groups have worked together for more than two years and have successfully driven down costs, especially for parts procurement.

David Brotherton, NIADA Dealer Development 20 Group Moderator, said buying parts is the third largest cash outlay behind inventory acquisition and payroll.

“What we did was assign the same parts list to each dealer who then returned home and went to find the cost of those parts,” Brotherton said.

Dealers are spread across the country, so there was a wide coverage area for the survey. Dealers were told to find the best parts, with the highest quality, lowest cost, and fastest turnaround time.

“While there are some price differences by state because of regulations, tires for instance, parts should cost no more in Texas than they do in California,” Brotherton said. “Rotors are rotors are rotors.”

While all dealers are well aware of what they spend on parts, they always need the parts yesterday and when time is critical, cost sometimes becomes a secondary issue. The other aspect of cost control, or lack thereof, is not taking the time to adequately shop and look for discounts and to negotiate with vendors.

Most of what has been learned by the Service Group in the past two and a half years has made huge differences in the dealers’ bottom lines, and Brotherton noted, these best practices can be applied to any type of dealership regardless of size or business model.

Casey Allison is the operations manager for Coast to Coast Motors, a chain of 12 BHPH dealerships with six locations in Texas and six in Oklahoma. Combined all locations sell 600 units a month and have 300 employees.

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“We’ve been a member of the Service 20 Groups for over a year,” Allison said. “We got onboard with the fixed operations savings program quickly, and the results have been amazing.”

Allison said the dealership created a position of parts manager whose specific job it is to order parts and find the best prices. The person locates the best prices from online hubs then when necessary negotiates with local vendors for price match.

“We may order 250 to 300 parts a week,” Allison said.

“These vendors are in competition for our business, and with a dedicated person we can get the best price at the lowest possible cost. When we saw the results from other dealers in our 20 Group, we came back and implemented the program immediately.”

Allison said it’s easy to become complacent, and that the process takes discipline. The parts managers at each of the chain’s hubs in Houston, Tulsa, and Oklahoma City do the ordering and are charged with finding the lowest possible cost.

He declined to say just how much the group has saved over the past year, but said the savings have been 21

BUY ONLINE AT www.AmericasAutoAuction.com

22

LOCATIONS

Atlanta, GA Austin, TX Baton Rouge, LA Birmingham, AL Boston, MA Bowling Green, KY

4

Chicago, IL Dallas, TX Detroit Toledo, OH Greenville, SC Harrisburg, PA Houston, TX

Interstate 94, MI Jacksonville, FL Lancaster, PA North Houston, TX Pensacola, FL Pittsburgh, PA

Austin

LOCATIONS IN TEXAS

Dallas

TUESDAYS & THURSDAYS AT 1PM 219 N. Loop 12 Irving, Texas 75601 Phone: 972.445.1044

St Louis, MO Tulsa, OK Virginia Beach, VA West Michigan, MI

TUESDAYS & THURSDAYS AT 1PM

16611 South IH 35, Buda, Texas 78610 Phone: 512.268.6600

Houston

THURSDAYS AT 1:30PM

1826 Almeda Genoa Rd, Houston, Texas 77047 Phone: 281.819.3600

AuctionCredit is located within each of our Texas facilities for all of your auction financing needs. www.auctioncredit.com

North Houston

MONDAYS AT 6:30PM

1440 FM 3083 Conroe, Texas 77301 Phone: 936.441.2882

“substantial” and are “eye-popping.”

Larger dealerships with greater sales volume typically secure the larger discounts from their vendors, Brotherton said.

“Large chains or single point operations may be able to get a 15 percent discount, but smaller dealers may be only able to negotiate 5 or 10 percent,” Brotherton said. “Still when added over the course of a year, the savings are significant and they go right to profit.”

Brotherton said there are times when speed is of the essence and a dealer may have to opt for the more expensive part from a local vendor.

“The dealership can be a wild place and dealers may feel they are trying to put out a forest fire with a squirt gun,” Brotherton said. “If you put these policies in place, however, the harried atmosphere doesn’t have to result in paying more for most parts.”

Nehad Dwikat, is the chief operating officer of the MEI Group, which is owned by Sam Mahrouq. MEI Group has 10 dealerships in the Dallas-Fort Worth area, including four Automax stores, one Truckmax outlet, two Mi Gente locations, two AutoOne stores, and one Automax Prime location.

Automax is in a BHPH Sales 20 Group, and Dwikat got wind of the fixed ops savings efforts from a fellow 20 Group member who is a member of both groups.

“We implemented systems to go to third parties to do a lot of our work for us,” Dwikat said. “We were afraid of going outside our shops, but the systems we’ve put in place work for us and we’ve saved money.”

Automax wanted to make sure they have contact with the customer, so its mechanics perform service for the customer. The third-party service centers handle all reconditioning and any mechanical work the vehicle needs when it’s added to inventory.

“It was scary at first because it felt like we were giving up control,” Dwikat said. “Sometimes when you go to outside shops, they end up trying to sell you everything. We added an adjuster who determines what is needed and July/Special 2019

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gives approvals. We also added internal controls, so we have insight and oversight into all the work performed.”

He said some of the shops they work with only have Automax as their client, and it is in their interest to make their only client happy.

The benefits are numerous, Dwikat said. They have fewer technicians on payroll, they don’t have to pay for uniforms, worry about schedules, vacations, time off and all the other items associated with having an employee.

“The best benefit for us is we’ve been able grow from selling 250 cars a month to 800 and haven’t had to hire another technician,” Dwikat said.

The third-party service centers buy the parts, but get Automax’ negotiated pricing. The new system has also reduced the amount of time it takes vehicles to go from auction to sales lot from 28 days down to two weeks.

Because of their reduced makeready and recondition costs, the company is more comfortable to purchase vehicles that might require more

.

23

reconditioning and mechanical work giving them flexibility at auction competitors may not have.

“We decide what to fix and what not to,” Dwikat said.

“Once the vehicle is sold, and the customer needs warranty work, or an oil change we do that work and maintain the relationship with the customer. They trust us, and that keeps a customer on the books.”

Internal mechanics also handle reconditioning of any repossessions. Another cost-saving measure occurs when a vehicle is rendered inoperable. The adjuster makes a determination as to whether to take a vehicle to a salvage auction or cannibalize it for parts.

“This has saved us a lot on buying parts,” he said. “If I take it to a salvage auction it costs $200 in fees, plus transportation costs. It may only net us a few hundred dollars, which is what we could get for scrap at a metal recycling center.”

Brotherton said success stories like Automax and Coast to Coast are being repeated by dealers across the country.

“All these programs and systems can be put into place at any dealership BHPH, Retail, and Subprime,” Brotherton said. “You also need a manager who is a good traffic cop and accountability from everyone.”

Brotherton said that you have to measure and track technician efficiency.

“If the job takes seven hours and your tech can do it in five, that’s a tech to reward,” Brotherton said. “It’s also a tech you want working. The manager should make sure that Job B is ready to start immediately after Job A is completed. Once again, this requires discipline and inspecting what you expect.”

Mark Jones, CEO of the Mike Carlson Motor Company (MCMC), a five-store chain in the greater Fort Worth area has been expecting and inspecting a lot.

“Over the past two years we’ve shaved more than $300

July/Special 2019

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“Over the past two years we’ve shaved more than $300 off our reconditioning costs from $1,200 to $900. It takes a daily commitment to monitor and maintain our savings.”

Mark Jones, Mike Carlson Motor Company (MCMC)

off our reconditioning costs from $1,200 to $900,” Jones said. “It takes a daily commitment to monitor and maintain our savings.”

In a most unique approach, five dealership groups in Texas have formed a co-op among dealers in the same region to purchase tires from American Tire Distributors. By agreeing to buy as a group, they have realized a 20 percent reduction in the cost of tires, realizing MCMC an annual savings of $190,000.

“We have tried to organize a co-op from dealers in our 20 Group to buy parts, but we haven’t been successful as yet,” Jones said. “We do think it may happen later this year or next. These ideas get generated by our 20 Group. Every time

25

e-Tag Supplies —

In Stock for Immediate Shipment!

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we come home from a meeting, we have a new way to save money.”

MCMC’s parts manager coordinates all parts purchases, and shops for the best deals and gets online price matches from local vendors.

“When we started to go online to get our parts, local stores contacted us when they noticed the volume drop from us,” Jones said. “We told them that we would buy from them when we got the same price on aftermarket parts the new car dealers get. Suddenly, they were our friends and we started paying $58 instead of $85, and that’s just one example.”

Over the course of two years, MCMC has generated more than $1 million in savings.

Brotherton said dealers always have to have a sharp pencil when it comes to cost reduction.

“There are a lot of fixed costs that can’t be lowered,” Brotherton added. “You have to have phones, lights, and water, and those are pretty non-negotiable. You could turn off the lot lights an hour sooner, and even that wouldn’t save much money.”

He said go to your outside vendors and meet with them once a year. Look at your bills regularly, and look for prices creeping upwards or added fees.

“Vendors sometimes raise prices and they do it gradually so you don’t notice as much,” Brotherton said. “A number of dealers in our groups have gone to VOIP for their telephone service. The quality is better, and costs are noticeably lower.”

Acquiring inventory has gotten easier, and some new players in the market have made buying online simpler and less costly.

“Online buying is a staple now,” Brotherton said. “It allows you to be at many auctions during the course of the week without having to leave your desk. Condition reports have gotten better as well. Buying trucks in Texas is tough, and you have to pay through the nose. The Internet allows you to shop in other states, and transport them back.”

One-cost saving measure not involving parts or any thirdparties, came to MCMC by way of a CFO who did some math.

“He came to me and asked why we opened at 9 a.m. and closed at 7 pm six days a week,” Jones said. “In true dealer fashion, I said, ‘That’s the way we’ve always done it.’ He showed me statistically that opening later and closing earlier would result in savings.’”

The CFO performed a study he devised that showed only 1.5% of sales occurred before 10 a.m. Jones said he knew that if a deal needed to close at 8 p.m., his people would stay.

MCMC changed its hours to 10 a.m. to 7 p.m. Because sales people are paid hourly plus commission and everyone else is hourly, the dealership realized nearly $150,000 in savings.

“We then moved our closing time to 6 p.m., because, again, someone will stay if they need to close a deal,” Jones said. “The good news is we haven’t missed our numbers at all. If anything, they’ve gone up.”

That’s $150,000 in savings for moving the little red clock arms on the sign in the window.

SPECIALIZING IN THE INSURANCE NEEDS OF THE TEXAS USED CAR DEALER FOR OVER 30 YEARS

(800) 727-7124 • Garage Liability • Dealers Open Lot • Dealer Bonds

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www.teiinsurance.com July/Special 2019

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upside down down.

SIGN UP NOW 1-800-553-4070 ACVAuctions.com

resource guide The TIADA Website: www.txiada.org Members can log in with their username/password and access our Dealer Member Director y, Legislative Action Center, Compliance Consultation Ser vice 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 access 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

July/Special 2019

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in memoriam Roy Carlson

by Texas Dealer staff

W

e are deeply saddened to announce that former TIADA President and great friend of the association, Roy Carlson, passed away Wednesday, June 5, 2019. Roy, who was an owner of Mike Carlson Motor Company (MCMC) in Burleson, TX also served as TIADA President in 2000 and 2001 and was named the Texas Independent Automobile Dealer of the Year in 1997.

Roy Karl Carlson, 66, was born on September 8, 1952 in Midland, Texas to Kent and Esther (Rice) Carlson.

Roy grew up in Haltom City, Texas. He graduated from Haltom High in Haltom City, Texas in 1971. After high school he went one year to McClendon Junior College when he was drafted to the Navy in 1973, where he served in the Vietnam War when he was honorably discharged in 1975. He then began working for Mike Carlson Motor Company. He started as a wash boy working his way up to President of the company in 1989. He was a member of TIADA, NIADA, and Dealer 20 Group (for car dealers).

Roy married the love of his life, Renee, in 1983 in Burleson, Texas. They were happily married for 33 years. He enjoyed family, friends, fishing, golfing, sports, and food.

Roy was preceded in death by his son Daniel Carlson; his mother Esther Carlson; his father Kent Carlson.

Roy is survived by his ex-wife Renee Carlson of Denton, Texas; his son Brett (Mel) Carlson of Burleson, Texas; his daughter Melissa Carlson (James Moller) of Burleson, Texas; brother Michael (Teeter) Carlson; Joel (Pam) Carlson; Lori (Michael) Thomasson; Scott (Carroll Ann) Carlson; grandchildren Jayden, Brooklyn, and Knox Carlson; many nieces and nephews.

A memorial service was held at Pathway Church 325 NW Renfro Street in Burleson, TX 76028 on Thursday, June 13, 2019 at 2:00 pm.

The family wishes to extend their gratitude to the entire MCMC family, Pathway church, and to the many family and friends who have reached out.

“Roy was a special person and a great friend,” said TIADA Executive Director Jeff Martin. “He was a giant in this association and in the industry who will be greatly missed.”

29

Become a TIADA Member

2019

Business Name: ____________________________________________ Select one:

Dealer Member

TIADA texas independent automobile dealers association

TIADA texas independent automobile dealers association

Associate Member

Contact Person: ____________________________________________ Address: __________________________________________________ City: __________________________________ State: _____ Zip: ______

2019 TIADA Membership Dues: $499* Renewing Member

County: ______________ Cell Phone: __________________________ Office Phone: __________________________ Fax: ________________________ Email: _______________________________________________

$250* New Member (*Membership is thru 12/31/19. Dues include NIADA and local chapter membership where applicable.)

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

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

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

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 2019

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Please Welcome Our Newest TIADA Members Hertz Car Sales – Richardson Hertz Licensing 8501 Williams Rd Estero, FL 33928

DEALER MEMBERS Champions Motor Sales Caprina Clay 1801 W Grande Ave Marshall, TX 75670

Hertz Car Sales – San Antonio Hertz Licensing 8501 Williams Rd Estero, FL 33928

Da Boyz Automotive Kim Kimly 11702 Zuinn St. Houston, TX 77086

La Casita Ronald Lowenfield 5815 Montana Ave El Paso, TX 79925

Duncanville Auto Sales Rick Chavez 922 S. Main ST Duncanville, TX 75137

Long Star Group David Rosario Castro 10411 Buffalo Bend Dr Houston, TX 77064

EA Used Auto Elena Alcala 11708 Dillon Rd Donna, TX 78537

Platinum Auto Sales John Gonzalez 11205 FM 2756 Princeton, TX 75407

Go Drive USA Arthur Alvarez 9006 Huebner Rd San Antonio, TX 78240

Pretty Rides LLC Damon Richardson P.O. Box 857 Tomball, TX 77377

Hertz Car Sales – Austin Hertz Licensing 8501 Williams Rd Estero, FL 33928

Princess Auto Sewenet Bekele P.O. Box 15672 Austin, TX 78681

Hertz Car Sales – Bedford Hertz Licensing 8501 Williams Rd Estero, FL 33928

Texas Auto Hunters Steven Westsell 1401 Boardwalk Street Arlington, TX 76011

Hertz Car Sales – Dallas Hertz Licensing 8501 Williams Rd Estero, FL 33928 Hertz Car Sales – Fort Worth Hertz Licensing 8501 Williams Rd Estero, FL 33928 Hertz Car Sales – Gulf Fwy Hertz Licensing 8501 Williams Rd Estero, FL 33928

GSFSGroup Kashif Faridi 1345 Enclave Parkway Houston, TX 77077

Hertz Car Sales – Killeen Hertz Licensing 8501 Williams Rd Estero, FL 33928

Mimic Steven Burns 7800 N. Stemmons Fwy., Suite 1100 Dallas, TX 75247

Hertz Car Sales – Live Oak Hertz Licensing 8501 Williams Rd Estero, FL 33928 Hertz Car Sales – Mesquite Hertz Licensing 8501 Williams Rd Estero, FL 33928

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ASSOCIATE MEMBERS Dr. Colorchip Corp.

Tony Pando 1369 North Killian Dr. Suite 1 Lake Park, FL 33403

Hertz Car Sales – Irving Hertz Licensing 8501 Williams Rd Estero, FL 33928

July/Special 2019

Turner Motor Company, LLC Chuck Turner 1307 Liberty Ave Beaumont, TX 77701

D e a l e r

Pep Boys Roger Lakey 355 Westlake Terrace Dr Conroe, TX 77304 SareKon GPS Sean Graham 280 E. 1st Ave. #60 Broomfield, CO 80038

Local Chapters CORPUS CHRISTI G.R. Moore The Car Shack (dates announced at www.txiada.org)

DALLAS COUNTY Graham Lathrop VP Auto Sales (dates announced at www.txiada.org)

EL PASO Ricardo Gardea Cars Plus Meeting – 3rd Friday (Monthly)

FORT WORTH David Byrd Byrd Autos Meeting – 4th Thursday of Jan–May and Sep–Oct

HOUSTON Rudy Roudbari Sarco Enterprise Meeting – 2nd Tuesday (Monthly)

SAN ANTONIO Jose Engler Irving Motors Corp (dates announced at www.txiada.org)

VICTORIA Dennis Schroller Victoria Autos Direct Meeting – 1st Monday (Monthly) 33

July 21–23, 2019

MORE

MORE

networking

34

learning

MORE

demonstrations

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D e a l e r

July/Special 2019

JW Marriott San Antonio Hill Country Resort & Spa

WHAT

ARE

dealers

SAYING

“Best conference in the nation!”

– JERRY SMITH, H J SMITH AUTOMOBILES HURST

MORE

legislators

MORE

Expo

“I learn so much every year, cannot imagine not going; love that I can get so much education in one place.”

– VICKI DAVIS, A-OK AUTO SALES PORTER

“TIADA is a must attend event – lots of education and networking with fellow dealers.”

– JOSE ENGLER, IRVING MOTORS SAN ANTONIO

July/Special 2019

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L E A R N I N G tracks SESSION 1 BHPH

Tracking and Improving BHPH Portfolio Performance Jim Rhoads Octane Group

COMPLIANCE

DMV Called: What Do I Do Next?

Corrie Thompson Texas Department of Motor Vehicles

TECHNOLOGY

SESSION 2

Underwriting Is the Key to the Success of Your BHPH Business. Make It a Team Effort Bill Elizondo AFS Dealers

Repossessions: It’s the #1 Compliance Question…

Every Year!

Michael W. Dunagan Jameson & Dunegan, P.C.

4 Strategies for a Full Funnel Dealership Marketing Approach on Facebook’s Family of Apps and Services

It’s Google’s World – We Just Live Here

Amanda Flippin

Kate Frost, Inc.

Kate Frost

Facebook

MANAGEMENT

The Lean Dealership. Startup Principles Your Dealership Can Leverage Zach Klempf Selly Automotive

SPECIAL FINANCE & RETAIL

Retail Inventory KPI’s, Best Practices and Time 2 Line Justin Osburn NIADA

Monday morning

Coach Digital Tech into Your Dealership’s DNA: How to Get Buy-in and the Full Potential Out of Your Tools Sean Kelley & Paul Sansone CarMotivators.com

Putting Intent Behind the Wheel Subi Ghosh

Stream Companies

TAILOR YOUR EDUCATION : SESSION 3

MIX AND MATCH FROM 5 TRACKS OVER 5 SESSIONS SESSION 4

Collectors on Collecting: Time to Get Paid

Finding the Right Financial Partner for BHPH

Collections Dealer Panel Discussion

Subprime Analytics

OCCC Essentials Huffman Lewis Office of Consumer Credit Commissioner

Best Practices & Strategies for Growing Your Dealership with Video Dustin Baumis Covideo

Winning with Hispanics: Your Sales Growth Opportunity Sara Hasson

Ken Shilson

Spotting Document Fraud Sgt. Darren Schlosser Houston Police Department — Auto Theft Division/ Vehicle Fraud Unit

SESSION 5

BHPH Unplugged National Panel Discussion

Reduce Your Risk on Credit Reporting Richard Hudson Ignite Consulting

Cut Your Runaway Digital Marketing Spending – Inspecting and Improving Your Paid Search, Social Media, and 3rd Party Classified Advertising George Nenni

Human-Centered Search Strategies: Explore How Consumers Search and Develop a Framework to Deliver Content That Resonates Jason Dodge

Generations Digital

BlackTruck Media & Marketing

Auction Today and in the Future: It’s Still About the Relationship

Univision

Auction Panel Discussion

The Way Car Buyers Choose Dealerships Has Changed, What Are You Doing to Be Competitive?

Real Talk with Three National Rock Stars of Special Finance & Retail

Ian Cruickshank

National Dealer Discussion

How Harvard Transformed My Approach to Dealership Profitability George Magda Enterprise Dealer Partnerships — Manheim

Nothing Works Without Money Acquiring Capital Dealer Panel Discussion

Leadbox, Inc.

Monday afternoon

Tuesday morning

Thank You

TO

OUR

P L A T I N U M

G O L D

W Walker Auction Group

L I M I T E D S P O N S O R S H I P & E X H I B I T I N G O P P O R T U N I T I E S AVA I L A B L E 38

T e x a s

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July/Special 2019

Sponsors

CURRENT MULLEN Insurance Agency, Inc.

S I L V E R

S P E C I A L T Y

ACV AuCtions – Happy Hour ADEsA – Hotel Key Cards BACklot CArs – Happy Hour AmEriCA’s Auto AuCtion – Special Membership EAsyPAy FinAnCE – Happy Hour iAA – Welcome Reception mimiC – Guest Room Mirror Cling PrimAlEnD CAPitAl – Meeting Digital Signage trADErEV – Dealer Networking Excursion V12 soFtwArE – Lanyards B R O N Z E 1st Adjusters

A N D

700Credit

Advantage GPS by ProCon Analytics

Alliance Auto Auction AUL Corporation Birdeye

C O P P E R

Auction123

AutoAction DMS

Auto Master Systems, Inc.

Calhoun Law Firm, PLLC

First Texas Auto Credit Lobel Financial

MagiLoop

Ominique Shop Management Preferred Warranties, Inc.

MicroBilt

SDA, Inc.-Small Dealers Assistance, Inc. Tax Refund Services-Tax Max Verifacto

Car Care Promotions Inc.

KBB

CarFax

Keymotive, Inc.

Pep Boys

AGORA Data Inc.

AutoRaptor

CAR Financial Services El Paso Independent Auto Auction

Kevin Smith’s Tri State Dealer Services NEO

PFS Auto Finance

Randi Long Insurance Services

Route One

Shilson Goldberg Cheung & Associates, LLP

NextGear Capital Podium

SareKon GPS SpinCar

OfferUp

Preferred Dealer Solutions Secure Close

Strategic Dealer Services

TexasARP

Tribute Capital Partners

TrueCar

United Acceptance, Inc.

VSC Auto Finance LLC

Wayne Reeves Software

Weave

Westlake Financial Services

Wheels Automotive Dealer Supplies Inc.

ALLDATA

Big Time Advertising and Marketing

Dr. Colorchip

NASA Searchlight Manufacturing

PayNearMe, MT, Inc. PTS Gap

AutoZoom

Dealerwebb Services

Ignite Consulting Partners

AFS Dealers

AutoNation Auto Auction – Houston

Avis Dealer Direct

Calldrip

DealerCenter Dealer Online Marketing Group

AFC

vAuto

Williams & Stazzone Insurance Agency, Inc.

C O N TA C T PAT T Y H U B E R AT PAT T Y. H U B E R @ T X I A D A . O R G / 5 1 2 . 3 1 0 . 9 7 9 5 July/Special 2019

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39

Dealer Registration Options 2019 2019 TIADA TIADA Annual Annual Conference Conference & Expo July 21-23, 2019

JW JW Marriott Marriott Hill Hill Country Country Resort Resort – San Antonio, TX Customize Customizeyour yourconference conferenceexperience experienceby byselecting selectingfrom fromthe theoptions optionsbelow. below.Please Pleasecomplete completethe theregistration registration form form and and return return itit with with payment payment ininfull fulltotothe theaddress addresslisted listedororfor foronline onlineregistration, registration,go gototowww.TiadaAnnualConference.com. www.TiadaAnnualConference.com.

CONFERENCE CONFERENCE OPTIONS OPTIONS

REGISTRATION

Full FullConference ConferencePass—Dealers Pass—DealersOnly Only (includes (includesWelcome WelcomeReception, Reception,Monday Monday&&Tuesday TuesdayEducation Education/Sessions, /Sessions,Expo ExpoHall, Hall,Legislative Legislative Luncheon Luncheon&&Awards AwardsDinner) Dinner)

$595 $495 $395

1st 1stRegistrant Registrant 2nd 2ndRegistrant* Registrant* 3rd 3rd++additional additionalRegistrant* Registrant*

OneDay DayDealer DealerPass Pass One

$300 $400 non-members $400

(Monday7/22 7/22ororTuesday Tuesday7/23) 7/23) (Monday (includesMonday MondayororTuesday TuesdayEducation Educationand andExpo ExpoHall Hallon onyour yourselected selectedday) day) (includes

Non-Member(Dealers (Dealersonly) only) Non-Member

$895

TADAand andout-of-state out-of-stateIADA IADAmembers membersare areeligible eligiblefor forTIADA TIADAmember memberrate rate TADA

SessionRecordings Recordings Session

$99 $399

WithConference ConferenceRegistration Registration With Regular(non-attendees) (non-attendees) Regular

SpecialMembership MembershipTicket—Win Ticket—Win$10,000 $10,000 Special Each$100 $100membership membershipdonation donationenters entersyou youininthe the$10,000 $10,000drawing drawingto tobe beheld held Each theConference.

Conference.You Youneed neednot notbe bepresent presentto towin! win! atatthe

$100/each $100/each

Sponsoredby byAmerica’s America’sAuto AutoAuction Auction Sponsored

*Registrantsmust mustbe befrom fromsame same dealership dealership to to receive receive discounted discounted rate rate *Registrants

Hotel Accommodations Pleasecontact contactthe thehotel hoteldirectly directlyto tobook bookyour yourroom. room.

Please RoomReservations: Reservations:210.276.2500 210.276.2500 Room

JWMarriott MarriottHill HillCountry CountryResort Resort // 23808 23808 Resort Resort Parkway Parkway // San San Antonio, Antonio, TX TX 78261 78261 JW 40

T e x a s

D e a l e r

July/Special 2019

Dealer Registration Dealership: ______________________________________________________ Phone: ____________________ Address: ________________________________________________City/ST/Zip: ______________________  BHPH Dealer

 Primarily Retail Dealer

REGISTRANT DETAILS

REGISTRANT DETAILS

1st Registrant 1st TIME ATTENDEE? Yes No

2nd Registrant 1st TIME ATTENDEE? Yes No

Name: __________________________________________________ Name for Badge: _________________________________________ Title: ___________________________________________________

Name: __________________________________________________ Name for Badge: _________________________________________ Title: ___________________________________________________

Email:__________________________________________________  FULL CONFERENCE ($595)  ONE DAY PASS ($300) Circle Preferred Day MONDAY TUESDAY  Expo Hall Guest Wristband (10 & older) ($99 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)  Tuesday Dealer Excursions* ($10 x ____)  River Boat Tour  Salsa/Guacamole Makin’  Painting with a Twist  Rebecca Creek Distillery

$____ $____ $____ $____ $____

Email:__________________________________________________  FULL CONFERENCE ($495)  ONE DAY PASS ($300) Circle Preferred Day MONDAY TUESDAY  Expo Hall Guest Wristband (10 & older) ($99 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)  Tuesday Dealer Excursions* ($10 x ____)  River Boat Tour  Salsa/Guacamole Makin’  Painting with a Twist  Rebecca Creek Distillery

$____ $____ $____ $____ $____

2nd Registrant Subtotal $_____

1st Registrant Subtotal $_____ 3rd Registrant 1st TIME ATTENDEE? Yes No Name: __________________________________________________ Name for Badge: _________________________________________ Title: ___________________________________________________ Email:__________________________________________________  FULL CONFERENCE ($395)  ONE DAY PASS ($300) Circle Preferred Day MONDAY TUESDAY  Expo Hall Guest Wristband (10 & older) ($99 x ____)  Addt’l. Awards Dinner Ticket (10 & older) ($50 x ____)  Tuesday Dealer Excursions* ($10 x ____)  River Boat Tour  Salsa/Guacamole Makin’  Painting with a Twist  Rebecca Creek Distillery

$____ $____ $____ $____ $____

3rd Registrant Subtotal $_____ Need to register more staff? Call us at 512.244.6060

Payment Information

A LA CARTE OPTIONS TUESDAY DEALER EXCURSIONS*

May select one (1) excursion per dealer registrant; may bring one (1) guest over the age of 21 years old. Some excursions may sell out! For offsite excursions, buses depart at 3p. *For more info, visit www.TiadaAnnualConference.com/dealer-networking.excursions/.

SESSION RECORDINGS+  $99 with Conference Registration  $399 Regular (Non-attendees) +Approximately

$____ $____

20 hours of recorded breakout sessions

SPECIAL MEMBERSHIP TICKETS $100 X _____

$____ A la Carte Subtotal $_____

Total Amount Due $ ____________

 Make check payable to TIADA.  TIADA is hereby authorized to execute payment to the following credit card:

 AMEX

 Visa

CC Number__________________________________________________________________Exp. Date ____________

 MC

 Discover

SVC _________

Name on Card_________________________________________________Authorized Signature_______________________________________ TIADA | 9951 Anderson Mill Rd, Suite 101; Austin, TX 78750 Phone 512.244.6060 | Fax 512.244.6218 | conference@txiada.org July/Special 2019

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2019 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 24, 2019. 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; 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; Insurance; Legal Services; Other; Payment Processing; Service Contracts; Software; Vehicle History Reports; Vehicle Listing.

Alliance Auto Auction of Longview

AUCTION ADESA Houston *ACV Auctions (Pg. 28)

640 Ellicott St Buffalo, NY 14203 Contact: Cailyn McLennan Phone: 716.982.6299 • Fax: 716.845.7531 Email: cmclennan@acvauctions.com Website: www.acvauctions.com ACV Auctions is the nation’s fastest growing dealer-to-dealer, online wholesale automotive marketplace. Sign up today.

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4526 N Sam Houston Pkwy West Houston, TX 77086 Contact: Michael Schenks Phone: 281.580.1800 • Fax: 281.580.8030 Email: michael.schenks@adesa.com Website: www.adesa.com ADESA offers a full range of physical and online auction, reconditioning, logistical and other vehiclerelated services to meet the remarketing needs of both its institutional and dealer customers.

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ADESA San Antonio

ADESA Austin, Inc.

2108 Ferguson Lane Austin, TX 78754 Contact: Rich Levene Phone: 512.873.4000 • Fax: 512.873.4022 Email: rich.levene@karauctionservices.com Website: www.adesa.com ADESA offers a full range of physical and online auction, reconditioning, logistical and other vehiclerelated services to meet the remarketing needs of both its institutional and dealer customers.

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ADESA Dallas

3501 Lancaster Hutchins Rd. Hutchins, TX 75141 Contact: Allan Wilwayco Phone: 972.284.6000 • Fax: 972.216.4670 Email: allan.wilwayco@adesa.com Website: www.adesa.com ADESA offers a full range of physical and online auction, reconditioning, logistical and other vehiclerelated services to meet the remarketing needs of both its institutional and dealer customers.

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200 S. Callaghan Road San Antonio, TX 78227 Contact: Clifton Sprenger Phone: 210.434.4999 • Fax: 210.431.0645 Email: clifton.sprenger@adesa.com Website: www.adesa.com ADESA offers a full range of physical and online auction, reconditioning, logistical and other vehiclerelated services to meet the remarketing needs of both its institutional and dealer customers.

________________________________ 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: ap.abilene@allianceautoauction.com Website: www.allianceautoauction.com Dealer Only Auto Auction

________________________________ Alliance Auto Auction of Dallas

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

6000 SE Loop 281 Longview, TX 75602 Contact: Chris Barile Phone: 903.212.2955 • Fax: 903.212.2956 Email: chris.barile@allianceautoauction.com Website: www.allianceautoauction.com Dealer Only Auto Auction

________________________________ Alliance Auto Auction of Waco

15735 North Interstate 35 Elm Mott, TX 76640 Contact: Carmen Klaus Phone: 254.829.0123 • Fax: 254.829.1298 Email: cklaus@myalliance.com Website: www.allianceautoauction.com Dealer Only Auto Auction

________________________________ Ally SmartAuction

500 Woodward Ave Detroit, MI 48226 Contact: Kimela Rich Phone: 469.203.2921 Email: kimela.rich@ally.com Website: www.ally.com/dealer/smartauction/ Industry-leading online auction. Franchise and independent dealers have purchased nearly 5 million vehicles since 2000.

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*America’s Auto Auction – Austin (Pg. 22)

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

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Big Valley Auto Auction – Donna

*America’s Auto Auction – Dallas (Pg. 22) 219 N Loop 12 Irving, TX 75061 Contact: Ruben Figueroa Phone: 972.445.1044 • Fax: 972.591.2742 Email: ruben.figueroa@americasautoauction.com Website: www.AmericasAutoAuction.com We are a Wholesale Automobile Auction specializing in selling New Car Trades.

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*America’s Auto Auction – Houston (Pg. 22)

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

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*America’s Auto Auction – North Houston (Pg. 22)

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.

________________________________ AutoNation Auto Auction Houston

608 W. Mitchell Rd Houston, TX 77037 Contact: Mike Green Phone: 281.506.3220 • Fax: 281.506.3866 Email: greenm5@autonation.com Website: http:// An auction built to purchase exclusive trade-ins from America’s largest automotive retailer. We offer friendly, knowledgeable staff in a nononsense, simple approach to business.

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*BacklotCars (Pg. 14)

1000 W. 25th Street, Suite E Kansas City, TX 64108 Contact: Nathan Sterner Phone: 612.751.2037 Email: nathan@backlotcars.com Website: www.backlotcars.com BacklotCars is an online platform for car dealers to buy and sell wholesale inventory.

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4315 Hutto Road Donna, TX 78537 Contact: Maria Acuna Phone: 956.461.9000 • Fax: 956.461.9005 Email: maria@bigvalleyaa.com Website: www.bigvalleyaa.com With our 50 franchise dealers in the Rio Grande Valley and more than 2000 registered dealers, we offer a Big Time Auction Experience.

________________________________ Copart Auto Auction

14185 Dallas Parkway, Suite 400 Dallas, TX 75254 Contact: Bill Tarleton Phone: 972.391.5089 Email: bill.tarleton@copart.com Website: www.copart.com DRIVE Auto Auctions sells clean titles, front line vehicles to dealers and other business buyers through online auctions. Visit DRIVEAutoAuctions. com or download the DRIVE Mobile App!

________________________________ Corpus Christi Auto Auction

13510 Toepperwein San Antonio, TX 78233 Contact: Hunter Dunn Phone: 361.767.4100 • Fax: 361.767.9840 Email: hdunn@saaatx.com Website: www.CorpusChristiAutoAuction.com Family owned and operated, W. Walker Auction Group has been serving the South Texas area for over 25 years. Connecting buyers and sellers, we strive to treat everyone like family.

________________________________ E DEALER DIRECT

Houston Auto Auction

2000 Cavalcade Houston, TX 77009 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.

________________________________ IAA

Two Westbrook Corporate Center, 10th Floor Westchester, IL 60154 Contact: Laura Marchiafava Phone: 224.500.1614 Email: LMarchia@IAAI.com Website: www.iaai.com IAA works with dealerships, fleet and finance companies, and government agencies to sell thousands of high mileage, lightly damaged, repossessed and abandoned vehicles every year.

________________________________ Lake Charles Auto Auction

2435 Broad Street Lake Charles, TX 70601 Contact: Matt Pedersen Phone: 337.433.8664 Email: matt@lcaa.com Website: www.lcautoauction.com LCAA has been family-owned and operated since 1991. We have 4 lanes running vehicles from 35+ New Car Stores, Independents, Fleet, Lease, Repo and more.

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1005 N Mesa St El Paso, TX 79902 Contact: Victor Valenzuela Phone: 972.900.1291 Email: victor@edealerdirect.com Website: www.edealerdirect.com On-line Auction to buy and sell vehicles.

Lufkin Dealers Auto Auction

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

*EPI El Paso (Pg. 8)

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 Sale Tuesdays 5 PM, Edge Pipeline Simulcast – 4 Lanes, Member: NAAA, TIADA, Founders Group

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*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 Website: www.manheim.com Manheim Dallas 5,500 plus vehicles every week!

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*Manheim Dallas Fort Worth

(Back Cover) 12101 Trinity Blvd.

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

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Metro Auto Auction – Dallas *Manheim El Paso (Back Cover)

485 Coates Drive El Paso, TX 79932 Contact: Maria Fierro Phone: 915.585.5206 • Fax: 915.581.9645 Email: maria.fierro@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

*Manheim San Antonio (Back Cover)

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.

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*Manheim Houston (Back Cover)

*Manheim Texas Hobby (Back Cover)

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

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

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1836 Midway Road Lewisville, TX 75056 Contact: Ashley Weston Phone: 972.492.0900 • Fax: 972.492.0944 Email: aweston@metroaa.com Website: www.metroaa.com We are an independent used car auction that provides outstanding inventory and service to our used car dealers.

________________________________ San Antonio Auto Auction

13510 Toepperwein Road San Antonio, TX 78233 Contact: Brandon Walston Phone: 210.298.5477 Email: bwalston@saatx.com Website: www.SanAntonioAutoAuction.com Family owned and operated, W. Walker Auction Group has been serving the South Texas area for over 25 years. Connecting buyers and sellers, we strive to treat everyone like family.

________________________________ Texas Lone Star Auto Auction

2205 Country Club Drive Carrollton, TX 75006 Contact: Patrick Stevens Phone: 214.483.3597 • Fax: 214.483.3814 Email: pstevens@xlerategroup.com Website: www.tlsaa.com Auction held every Tuesday and Thursday @ 2PM Selling Mainly Franchise Trades

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Texas Lone Star Auto Auction – Lubbock

CPA/ACCOUNTING

2706 E. Slaton Rd Lubbock, TX 79404 Contact: Dale Martin Phone: 806.745.6606 • Fax: 806.745.9280 Email: dale@lsaalubbock.com Website: www.lsaalubbock.com We are a seven lane, thirty six acre auction running 800+ weekly. The largest selection from Dallas to Phoenix. Big city inventory with small town charm!

________________________________ Victoria Auto Auction

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

________________________________ Wholesale Inc. Direct

8032 Eastgate Blvd.

Mt. Juliet, TN 37122 Contact: Ernest Lawson Phone: 615.549.5870 Email: Ernest.Lawson@Wholesaleinc.com Website: www.wholesaleincdirect.com/ Largest wholesaler in the country. We buy, sell, ship – anytime, anywhere, 24-7.

CONSULTING/EDUCATION

*AFS Dealers LLC (Pg. 62)

15124 Hidden Oaks Run Huntertown, IN 46748 Contact: Bill Elizondo Phone: 941.270.4377 Email: bill@afsdealers.com Website: www.afsdealers.com Buy Here Pay Here / Lease Here Pay Here, Software, Training, Consulting – Revolutionary business processes, consulting services and dealership management software to buy here pay here and lease here pay here dealers.

________________________________ Buckeye Dealership Consulting

100 Marwood Circle Boardman, OH 44512 Contact: AJ Johnson Phone: 330.726.9030 Email: ajohnson@corpbdc.com Website: www.corpbdc.com Buckeye Dealership Consulting is a leader in the Reinsurance Market for BHPH Dealers. We reinsure Warranties, VSC, CPI, and more.

________________________________ *Ignite Consulting Partners (Pg. 7) 301 Commerce Street, Suite 2360 Fort Worth, TX 76102 Contact: Steve Levine Phone: 817.875.0621 Email: steve.levine@ignitecp.com Website: www.IgniteConsultingPartners.com Ignite provides compliance, technology and implementation consulting services to the consumer finance industry.

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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.

________________________________ HHM CPAs

1200 Market Street Chattanooga, TN 37402 Contact: Brandon Wilson, CPA - Partner Phone: 423.756.7771 • Fax: 423.265.8125 Email: bwilson@hhmcpas.com Website: www.hhmcpas.com HHM CPAs is a certified public accounting firm that specializes in traditional and non-traditional accounting and tax services for dealerships. We serve over 300 rooftops across the nation.

________________________________ Lane Gorman Trubitt, LLC

2626 Howell Street, Suite 700 Dallas, TX 75204 Contact: Collin Kanelakos Phone: 214.418.1428 • Fax: 214.871.0011 Email: ckanelakos@lgt-cpa.com Website: www.lgt-cpa.com Full service BHPH CPA‚‘s providing audit, tax, structure, compliance and consulting services.

________________________________ 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 Website: www.sgcaccounting.com CPA firm serving BHPH dealers and related finance companies across the country

________________________________ TVO Tax Services, LLC

1630 Sweetwater Lane Prosper, TX 75078 Contact: Douglas Popino Phone: 214.220.9315 • Fax: 469.481.6674 Email: dougpopinotvii@yahoo.com

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Xavier Reyna, CPA

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

CREDIT SERVICES 700Credit

31440 Northwestern Hwy., Suite 250 Farmington Hills, MI 48334 Contact: Britney Fischer Phone: 313.749.0182 • Fax: 800.515.4870 Email: bfischer@700credit.com Website: www.700credit.com Leader in credit reports, compliance and soft-pull solutions for the automotive industry. Offering quick, easy access to information needed about your customers in the systems you use today.

________________________________ AutoZoom

9001 Airport Freeway, Suite 760 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 Find out how your underwriting methods and results compare to hundreds of other dealerships

________________________________ MicroBilt Corporation

1640 Airport Road, Suite 115 Kennesaw, GA 30144 Contact: Laura Anghel Phone: 800.884.4747 • Fax: 813.289.5557 Email: Laura_Anghel@microbilt.com Website: www.microbilt.com MicroBilt is the leading data provider for Auto Dealerships. Our suite of products and services provide timely and accurate information for better business decisions.

________________________________ RouteOne

31500 Northwestern Highway, Suite 200 Farmington Hills, MI 48334 Contact: Josephine (Josie) Tonneson Phone: 218.780.6724 • Fax: 248.862.7544 Email: jtonneson@routeone.com Website: www.routeone.com One Connection to All Your F&I

CRM

Tax Refund Services Tax Max

7815 Temple Terrace Hwy Tampa, FL 33637 Contact: Bill Neylan Phone: 813.987.2199 • Fax: 813.983.0187 Email: trs@taxrefundservices.com Website: www.taxmax.com We route customer‚‘s tax refunds directly to the dealership to use for down payments & collections.

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*AutoRaptor CRM (Pg. 58)

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 Powerful, user-friendly features like automation, texting, VIN & license scanning to help dealerships close deals and retain customers.

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DEALER MANAGEMENT SOFTWARE ABCoA / Deal Pack

PO Box 54221 Jacksonville, FL 32245 Contact: Evie Hedy Phone: 800.526.5832 • Fax: 904.354.6332 Email: ehedy@abcoa.com Website: www.dealpack.com ABCoA Deal Pack, a complete Dealer and Loan Management System; visit www.dealpack.com for more information!

CPS – Computer Programming Services, Inc.

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

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________________________________ Auto Master Systems, Inc.

9819 Whithorn Drive Houston, TX 77095 Contact: Mike Downey Phone: 855.992.9913 • Fax: 765.384.4378 Email: mike@auto-master.com Website: www.auto-master.com Auto Master Systems, Inc. is the top BHPH/LHPH/ indirect lending customizable solution in the industry for the lasts 31 years for self-financing dealers.

*DealerCenter (Pg. 24)

4751 Wilshire Blvd., Suite 200 Los Angeles, CA 90010 Contact: Barry Lane Phone: 602.341.9160 • Fax: 323.692.4092 Email: blane@dealercenter.com Website: www.dealercenter.com Leading provider of web-based dealer management solutions supporting the independent auto dealer.

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________________________________

AutoAction

*DealerSocket (Inside Front Cover)

10810 Katy Freeway 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 customdesigned by Texans for Texas dealers.

________________________________

7301 N. Sate Hwy. 161 Irving, TX 75059 Contact: Shelly Del Rosario Phone: 949.900.0300 • Fax: 949.535.1586 Email: sdelrosario@dealersocket.com Website: www.dealersocket.com DealerSocket provides software for the automotive industry that helps dealers while improving customer experience.

________________________________ AutoMatrix Dealer Software

*Frazer Computing, Inc. (Pg. 23)

21025 NW 2nd Ave Miami Gardens, FL 33169 Contact: Sia Anasseri Phone: 954.228.8595 Email: Sia@automatrix.com Website: www.automatrix.com Run your entire dealership with one DMS application, Inventory, Sales, CRM, Accounting, Service & BHPH.

6196 Us Hwy 11 Canton, NY 13617 Contact: Jake Morley Phone: 888.963.5369 • Fax: 888.963.3366 Email: jacob@frazer.biz Website: www.frazer.com Providers of Dealer Management Software to over 3,800 Texas dealers.

________________________________

Hammer Corp

AutoRevolution

2695 Villa Creek Drive, Suite B109 Dallas, TX 75234 Contact: Brian Metzger Phone: 888.263.5580 Email: sales@autorevolution.com Website: www.autodealerwebsites.com Provider of website services and data solutions for car dealers: strong customization with unparalleled service

________________________________ 9330 Scranton Rd., Suite 300 San Diego, CA 92121 Contact: John McIntyre Phone: 858.212.1219 Email: j.mcintyre@hammer-corp.com Website: www.talkinto.com Talkinto is a live chat provider that extends our live 24/7 BDC department to work for your Business.

________________________________

*Wayne Reaves Auto Dealer Solutions (Pg. 12)

6211 Thomaston Road Macon, GA 31220 Contact: Bob Higgins Phone: 800.701.8082 • Fax: 478.477.5062 Email: bob@waynereaves.com Website: www.waynereaves.com Wayne Reaves is a leading provider of dealer management software, dealer websites, and inventory marketing.

DEALER SUPPLIES & SERVICES *AutoZone (Pg. 9)

123 S. Front Street Memphis, TN 38103 Contact: Robert Doyle Phone: 817.244.0695 • Fax: 866.354.2922 Email: robert.doyle@autozone.com Website: www.autozonepro.com Quality automotive parts and accessories

________________________________ Auto Data Direct, Inc.

1830 East Park Avenue, Suite #1 Tallahassee, FL 32301 Contact: Michael Samaan Phone: 866.923.3123 • 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.

________________________________ *Car Care Promotions MyCarCarePlan.com (Pg. 54)

7730 Meadow Park Drive #103 Dallas, TX 75230 Contact: Joe Gast Phone: 214.801.2195 Email: joe.gast@carcarepromotions.com Website: www.mycarcareplan.com Car Care Promotions provides Independent Dealers 2 YEARS FREE MAINTENANCE for every customer who purchases a vehicle from your dealership. Mention the TIADA and we will give you preferred pricing!

________________________________ Dr. Colorchip Corp.

1369 North Killian Dr., Suite 1 Lake Park, FL 33403 Contact: Tony Pando Phone: 561.845.6122 • Fax: 561.845.6122 Email: tony@drcolorchip.com Website: www.drcolorchip.com Commercial Paint Chip repair systems for dealers to internalize outside paint chip repair expenses.

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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 Deal Jackets, Key Tags, Flags, Windshield Stickers, Balloons, License Plate Products, Buyers Guides and more!

________________________________ KEYMOTIVE INC.

1223 Corporate Dr E Suite G Arlington, TX 76006 Contact: Mark Maupin Phone: 833.288.5397 Email: mark@keymotive.com Website: www.keymotive.com Keymotive has been cutting and programming keys since 2004. We have a vast knowledge of new technology and the experience in cutting/ programming many cars daily. Our field tech’s are highly trained and very professional.

________________________________ Legacy Dealer Services

212 Highland Terrace Norman, OK 73069 Contact: Billy Moss Phone: 405.834.1235 Email: bcmossjr@aol.com Website: www.legacydealerservices.com

________________________________

NASA Searchlights

Verifacto

________________________________

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Pep Boys

Wheel’s Automotive Dealer Supplies Inc.

616 Isom Road San Antonio, TX 78216 Contact: Jerry Wayne Phone: 210.979.6272 Email: sales@nasasearchlights.com Website: www.nasasearchlights.com Factory Direct Pricing on Searchlights. Don’t Rent. Own and operate high-definition Electronic SearchLights for less than $1 per hour.

Celebrating our 35th anniversary!

3111 West Allegheny Avenue Philadelphia, PA 19132 Contact: Roger Lakey Phone: 800.555.FLEET Email: roger_lakey@pepboys.com Website: www.fleetservice@pepboys.com Complete Automotive Repairs and Maintenance.

Over 1000+ Company Owned Stores Over 9000+ Service Bays Your One-Stop Shop!

________________________________ Thoroughbred Dealer Services INC. 5968 Atlanta Hwy Flowery Branch, GA 30542 Contact: Bobby Whiten Phone: 888.577.9809 Email: rwhitenii@gmail.com Website: www.dealerprelicense.com

3850 Holcomb Bridge Rd., Suite 250 Norcross, GA 30092 Contact: Enrique Castiblanco Phone: 678.916.8311 • Fax: 800.878.4795 Website: www.verifacto.com Verifacto provides automotive professionals the industry‚‘s premier online tool to efficiently and effectively manage their insurance tracking processes while reducing overhead and improving the bottom line

1711 Maryland Ave. Niagara Falls, NY 14305 Contact: Renee Perri Phone: 800.753.6099 Email: rperri@wheelsauto.com Website: http://www.wheelsauto.com/ North America’s premier dealer supply company and manufacturer, custom flags, signage, point of sales materials, plate frames, key tags, balloons, inflatables and more!

________________________________

________________________________

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!

8739 Davis Blvd.

Keller, TX 76248

800-687-3236 / Fax (817) 581-1921

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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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eBay Motors

DIGITAL MARKETING/SEO AutoLoop

33 N Garden Ave, Lobby Clearwater, FL 33755 Contact: Graham Annett Phone: 877.850.2010 Email: graham@autoloop.com Website: www.autoloop.com Since 2005, AutoLoop has been helping automotive dealerships grow their businesses. Our dealercentric platform provides the only true end-to-end life cycle marketing solution. From initial sale to ongoing service to subsequent repurchase, our suite includes every product you need.

________________________________ Big Time Advertising & Marketing

732 Crown Industrial Ct., Suite N Chesterfield, MO 63005 Contact: Brad White Phone: 636.778.2045 Email: brad@gowithbigtime.com Website: www.gowithbigtime.com Advertising agency that drives leads to your location using the digital products you need. We specialize in BHPH!

________________________________ Credit Mail Experts, LLC

5320 Holiday Terrace, Suite1 Kalamazoo, MI 49009 Contact: Ben Misra Phone: 630.781.3192 • Fax: 269.762.5466 Email: ben@creditmailexperts.com Website: www.creditmailexperts.com Credit Mail Experts is a direct marketing company dedicated solely to the subprime and special finance world.

________________________________ Dealer OMG – Dealer Online Marketing Group

8830 Business Park Drive Ste 100 Austin, TX 78759 Contact: Andrew Street Phone: 512.588.3687 Email: andrew@dealeromg.com Website: www.dealeromg.com We are specialists in Facebook/Instagram marketing for car dealerships.

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Dealerwebb Services

7171 Highway 6 North, Suite 209 Houston, TX 77095 Contact: Scott Webb Phone: 832.688.8851 • Fax: 866.569.0697 Email: swebb@dealerwebb.com Website: www.dealerwebb.com With over 20 years of industry experience, Dealerwebb knows how to attract and convert your dealership website traffic into quality leads

________________________________

583 West eBay Way Draper, UT 84020 Contact: Shangari  Krishnamoorthy Phone: 801.473.5428 Email: jerbaker@ebay.com Website: www.ebay.com/motors

________________________________ InterActive Financial Marketing Group

1509 West Main St Richmond, VA 23220 Contact: Travis Weisleder Phone: 804.225.1880 Email: dealerinfo@interactivefmg.com Website: www.interactivefmg.com IFMG offers marketing solutions that are built for the independent dealer. From our complaint and easy to use text message solution TextFuel to our lead generation program, NoHassle.com; these were built for you in mind.

________________________________

LotLinx

Alamo Financial

1580 S. Main St., Suite 102 Boerne, TX 78006 Contact: Eric Batchelor Phone: 210.530.0500 • Fax: 830.331.2001 Email: eric@alamofinancialcorp.com Website: www.alamofinancialcorp.com Purchase Finance Contracts / Account Servicing for BHPH Dealers.

________________________________ American Credit Acceptance

961 East Main St Spartanburg, SC 29302 Contact: Hannah Brevik Phone: 864.504.3760 Email: Hannah.brevik@acaccepance.com Website: www.americancreditacceptance.com/ American Credit Acceptance is a sub-prime auto finance company providing point-of-sale financial solutions from coast-to-coast. Through our capital solutions division, Spartan Financial Partners, we also offer bulk purchase and lines of credit to BUY HERE PAY HERE dealers and independent auto finance companies.

________________________________

200 W Madison St, 13th Floor Chicago, IL 60606 Contact: Adam Slowinski Phone: 1.800.625.5469 Email: hello@lotlinx.com Website: www.lotlinx.com/TIADA LotLinx empowers dealers to activate inventory marketing strategies that proactively manage risk and improve profitability.

Auto One Acceptance, LLC.

________________________________

________________________________

OfferUp

Car Financial Services, Inc.

1715 114th Ave SE Bellevue, WA 98004 Contact: Cara Schmitz Email: autos_sales@offerup.com Website: www.offerup.com/autos OfferUp is the largest mobile marketplace for local buyers and sellers in the U.S. With more than 60+ million downloads It’s time to list on OfferUp.

________________________________ V12 Software Inc., an EveryCarOnline Company

1111 W Mockingbird Ln, Suite 260 Dallas, TX 75247 Contact: Jesse Hernandez Phone: 972.581.0185 • Fax: 972.827.3713 Email: jhernandez@autooneacceptance.com Website: www.autooneacceptance.com Portfolio purchasing for BHPH dealers (Compras de Portafolios).

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 CAR Financial has a proven track record of over 25 years in the Auto Finance industry and can customize a purchase/service program that meets your needs.

________________________________

2368 Walsh Ave Santa Clara, CA 95051 Contact: Staci van Wyk Phone: 650.284.0496 • Fax: 650.268.9660 Email: staci@v12software.com Website: www.v12software.com V12Software.com is everything you need to manage and market your dealership online. Increase your online exposure overnight, with our CraigsList Power Ads and increase daily traffic to your website.

Car Financial Services, Inc. – San Antonio

FINANCE/BANKING

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AccessBank Texas

320 W. Eagle Dr., Ste. 100 Denton, TX 76201 Contact: Sissy Runions Phone: 940.382.3962 • Fax: 940.392.3942 Email: srunions@accessbanktx.com Website: www.accessbanktx.com

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8503 Broadway, Ste. 112 San Antonio, TX 78217 Contact: Alfred Reveles Phone: 210.544.5709 • Fax: 210.930.3202 Email: jose.reveles@carfinancial.com Website: www.carfinancial.com Account Bulk Purchase Program (BULK), Floor Plan, Payment interval Purchae Program (PiPP) and Portfolio Servicing.

Credihogar, LLC

PO Box 2802 Frisco, TX 75034 Contact: Carlos Jauregui Phone: 888.503.3298 • Fax: 214.382.9445 Email: info@credihogar.com Website: www.credihogar.com Finance company specialized in non-prime loans.

Buys new and active loans in DFW area.

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EasyPay Finance

854 Richmond Circle Peachtree City, GA 30269 Contact: Chris Evans Phone: 678.823.1848 Email: chris.evans@easypayfinance.com Website: www.easypayfinance.com Have a service department? Increase your car count and your average repair order with EasyPay’s consumer financing program for auto repair.

________________________________

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”

________________________________ *PrimaLend Capital Partners (Pg. 54)

________________________________

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 revolving lines of credit and inventory floor plans to independent auto dealers and finance companies nationwide.

Frost Bank

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First Texas Auto Credit

635 Fritz Dr, Suite 210 Coppell, TX 75019 Contact: Kevin Lawson Phone: 469.637.0101 • Fax: 469.637.0110 Email: klawson@ftautocredit.com Website: www.firsttexasautocredit.com

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.

________________________________ Jett Vehicle Finance

17555 El Camino Real Suite 200 Houston, TX 77058 Contact: Mary Butler Phone: 877.486.5388 Email: loans@jettfinance.com Website: www.jettfinance.com Auto Finance Company

Pronto Finance

1900 East Golf Road Schaumburg, IL 60173 Contact: Steven Engmann Email: Sengmann@ProntoFinance.com Website: www.prontofinance.com Applying for a loan, and establishing credit can be a very frustrating, and overly complicated process. At Pronto, our friendly staff promises to make it as simple and quick as possible, what we call the “pronto” way...

________________________________ Quality Acceptance, LLC

________________________________ *LOBEL FINANCIAL (Pg. 5)

1020 NE Loop 410, Suite 360 San Antonio, TX 78209-1226 Contact: Alfred Garcia Phone: 210.541.9500 • Fax: 888.543.9742 Email: acgarcia@lobelfinancial.com Website: www.lobelfinancial.com/dealers Lobel Financial is a technology-based, privately held consumer finance company that specializes in the acquisition and servicing of prime to sub-prime motor vehicle retail installment sales contracts.

________________________________ Mid-Atlantic Finance Company

515 N. Sam Houston Pkwy #180 Houston, TX 77060 Contact: Frank Torres Phone: 866.707.6131x389 • Fax: 727.324.1388 Email: frankt@midfinance.com Website: www.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

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4414 Centerview Drive, Suite 169 San Antonio, TX 78228 Contact: Ernest Franco Phone: 210.519.8358 • Fax: 210.731.9531 Email: ernest@qualityfin.com Website: www.qualityacceptance.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!

________________________________

*Sterling Credit Corporation (Pg. 25)

222 S. Westmonte Street, , Suite 301 Altamonte Springs, FL 32716 Contact: Jason Ward Phone: 407.240.2345 • Fax: 866.314.3080 Email: jasonward@sterlingcreditcorporation.com Website: www.sterlingcreditcorporation.com Cash is King! Sterling Credit is your key to turning in-house contracts into fast cash!

________________________________ Strategic Dealer Services

1431 Greenway Drive, Ste. 143 Irving, TX 75038 Contact: Mike Kolb Phone: 214.838.1212 • Fax: 214.838.1217 Email: mike.kolb@sdealers.com Website: www.sdealers.com Capital Lines of Credit, Bulk Purchasing, BHPH Receivable Servicing, Warranty and Marketing Services.

________________________________ Texas Capital Bank

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 Offering revolving lines of credit secured by your loan portfolio.

________________________________ TexCap Financial, LLC

14875 Landmark Blvd. #215 Dallas, TX 75254 Contact: Jessia Ybarra Phone: 214.396.4103 • Fax: 972.829.8906 Email: jessia.ybarra@texcapfinancial.com Website: www.texcapfinancial.com Looking for dependable dealer solutions? TexCap has quick, easy approvals and fast access to cash.

________________________________ *Texas Dealer Solutions (Pg. 44)

104 E Stassney Lane, Suite B Austin, TX 78745 Contact: Kip Cochran Phone: 844.804.2260 • Fax: 512.729.0278 Email: kcochran@texasdealersolutions.com Website: www.texasdealersolutions.com At TDS, our goal is to provide BHPH Dealers a reliable and consistent source of origination capital and exceptional service. TDS specializes in developing short and long term cash flow solutions to help you meet your growth and profit objectives.

________________________________ *Spartan Financial Partners

961 East Main St • Spartanburg, SC 29302 Contact: Brian Hayes Phone: 855.233.3605 • Fax: 864.435.2129 Email: Brian.Hayes@ACAcceptance.com Website: www.Spartan-Partners.com We specialize in Line of Credit and Bulk Purchase Programs for BHPH Dealers and Independent Auto Finance Companies. Let us help you grow your business.

The Innovate Companies

4704 Mercantile Dr Ft Worth, TX 76017 Contact: Jacelyn Cortes Phone: 469.837.3061 Email: jacelyn.cortes@innovateauto.com Website: www.theinnovatecompanies.com/

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United Acceptance Inc

2400 Lake Park Dr., Suite 100 Smyrna, GA 30080 Contact: Tyson Lee Phone: 770.799.1859 • Fax: 770.799.1850 Email: tlee@unitedacceptance.com Website: www.unitedacceptance.com We buy accounts in Bulk and Payment Streams.

________________________________ Vehicle Solutions Corp.

104 Crandon Blvd., Suite 400 Key Biscayne, FL 33149 Contact: Alberto San Miguel Phone: 305.810.9898 Email: asanmiguel@vscorpfinance.com Website: www.vscorpfinance.com Sub-prime lender

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 Auction Credit

________________________________ Westlake Financial Services

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.

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16611 S Interstate Highway 35 Buda, TX 78610 Contact: Matt Hoenig Phone: 512.910.7877 • Fax: 512.233.5369 Email: matt.hoenig@auctioncredit.com Website: www.auctioncredit.com Auction Credit partners with independent dealers to provide financing solutions for their inventory needs.

________________________________ Automotive Finance Corporation (AFC)

13085 Hamilton Crossing Blvd., Suite 300 Carmel, IN 46032 Contact: Stephanie Freeman Phone: 888.335.6675 • Fax: 317.843.3178 Email: Stephanie.Freeman@autofinance.com Website: www.autofinance.com AFC provides inventory finance and business solutions for independent dealers to help businesses grow.

Floorplan Xpress, LLC

2900 South Telephone Road Moore, OK 73160 Contact: Tom Smith Phone: 855.605.6991 Email: tom.smith@fpxus.com Website: www.fpxus.com Inventory financing for independent used car deales. Floorplanning made easy.

________________________________ *NextGear Capital (Pg. 30)

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

________________________________ XLFunding LLC

10333 N Meridian, Ste. 200 Indianapolis, IN 46290 Contact: Garrett Weyrich Phone: 317.689.7933 • Fax: 317.689.7940 Email: gweyrich@xlfunding.com Website: www.xlfunding.com XLFunding LLC – Inventory Floorplan Lending that is Local, Familiar, and Convenient with titles held at your local Texas Auction.

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________________________________

DRIVING GROWTH KEEP YOUR CUSTOMERS. KEEP YOUR PROFITS.

Fast, No-Hassle Lending.

CALL NOW TO REACH YOUR FULL POTENTIAL!

972-239-6668

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Used Cars, Inc

314 E. Rio Grande Pearsall, TX 78061 Contact: Jeff Brymer Phone: 830.334.4501 Email: info@ucarsinc.com Dealer Floorplan Company

GPS Solutions of America

SareKon GPS

________________________________

________________________________

9011 Deerwick Court Tomball, TX 77375 Contact: Rick Wood Phone: 844.579.2948 Email: funmakerforlife@yahoo.com Website: www.gpssolutionsofamerica.com Texas based, Local customer Service, Free delivery/shipping available. Very accurate and reliable 4/5G GPS.

FORMS/PRINTING

*STARS GPS (Pg. 42)

*Burrell Printing Co., Inc. (Pg. 26)

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 The #1 source for all of your business forms, printing, and promotional items.

________________________________ Texas Premier Safeguard

600 Century Plaza Drive, Suite C105 Houston, TX 77073 Contact: Justin Wagner Phone: 281.866.0202 Email: justin@txpsg.com Website: www.txpsg.com

GPS PAYMENT PROTECTION/ RECOVERY

*Goldstar by Spireon (Pg. 20)

16802 Aston St. Irvine, CA 92606 Contact: Erika Garza Phone: 956.655.9447 Email: Egarza@spireon.com Website: www.spireon.com The easier, faster, more reliable GPS solution

________________________________ IkonGPS

1161 W. Corporate Dr., Suite 120 Arlington, TX 76006 Contact: Samuel Bohon Phone: 682.239.4225 Email: sales@ikongps.com Website: www.ikongps.com IkonGPS is a telematics supplier to the automotive industry. We currently offer our GPS products directly to automotive dealers, auto finance and insurance companies.

________________________________ *Advantage GPS

by Procon Analytics (Pg. 52)

17361 Armstrong Avenue Irvine, CA 92614 Contact: Corinna Tutor Phone: 800.553.7031 Email: ctutor@proconanalytics.com Website: www.advantagegps.com Advantage GPS is a GPS automotive analytics company on a mission to replace outdated technology.

________________________________

280 E. 1st Ave. #60 Broomfield, CO 80038 Contact: Sean Graham Phone: 888.726.3511 Email: sean.graham@sarekon.com Website: www.sarekon.com GPS provider and maufacturer, credited for deploying over 1.2 million active devices and counting. 99% retention rate.

*Ituran USA Inc. (Pg. 15, 17)

1700 NW 64th Street, Suite 100 Fort 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.

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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.

INSURANCE All American Bonds and Insurance

7457 Aloma Ave., Suite 301 Winter Park, FL 32792 Contact: Eric Link Phone: 844.321.2663 • Fax: 407.910.2378 Email: ericmlink@quickerbonds.com Website: www.quickerbonds.com Used Car Dealer Insurance and Bonds Experts.

Lowest Rates and Fastest Service!

________________________________

American Risk Services

1130 Congress Ave Cincinnati, OH 45246 Contact: Kirk Saunders Phone: 678.366.7279 • Fax: 678.302.0194 Email: ksaunders@americanriskservices.com Website: www.AmericanRiskServices.com Leading industry provider of Collateral Protection Insurance, Vendors Single Interest insurance, and Temporary Auto Protection.

________________________________ Assurance Specialists of Texas

American Recovery Association

1400 Corporate Drive, Suite 175 Irving, TX 75038 Contact: Les McCook Phone: 972.755.4755 • Fax: 972.870.5755 Email: les@americanrecoveryassn.org Website: www.repo.org The American Recovery Association, Inc. is the world’s largest organization of professional finance adjusters and certified asset recovery specialists.

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PassTime GPS

317 Sidney Baker South Kerrville, TX 78028 Contact: Jeff Karg Phone: 800.901.6001 Email: gclymans@passtimegps.com Website: www.passtimegps.com PassTime has been supporting and strengthening the specialized finance and auto dealership industries since 1992.

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726 N. Walnut Ave., Ste. 101 New Braunfels, TX 78130 Contact: Alan Schriewer Phone: 830.625.7508 • Fax: 830.625.3611 Email: alan@assurancespecialists.com Website: www.assurancespecialists.com Since 1980, Assurance Specialists of Texas has been writing Garage Liability Insurance Packages for independent car dealers in Texas including Liability Coverage, Dealers Open Lot, Garage Keepers, Building Coverage and Dealer Bonds.

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

6300 Glenwood, Ste 200 Mission, KS 66202 Contact: Shorty McKenny Phone: 913.396.5480 • Fax: 913.396.5642 Email: shorty@avpadmin.com Website: www.avpadmin.com Assured Vehicle Protection is the reinsurance company, formation, and administration specialists. AVP Products include Limited Warranties, Vehicle Service Contracts, TX GAP Waivers, Debt Cancellation Addendums and CPI.

________________________________

*Berkshire Risk Services (Pg. 11)

7400 West 132nd Street, Suite 200 Overland Park, KS 66213 Contact: Christopher Kirwan Phone: 913.433.7001 • Fax: 913.433.7101 Email: accountspayable@berkshirerisk.com Website: www.berkshirerisk.com Berkshire Risk offers Collateral Protection Insurance for BHPH dealers and special finance lenders

________________________________

*CP Insurance Associates (Pg. 12)

PO Box 122 • Hunt, TX 78024 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.

________________________________ Cordell & Company Insurance Agency

3513 South Freeway • Fort Worth, TX 76110 Contact: Lance Thompson Phone: 817.924.4236 • Fax: 817.921.0170 Email: lance@cordellinsurance.com

________________________________ *Mullen Insurance Agency Inc. (Pg. 48) 337 Oaks Trail • Garland, TX 75047 Contact: Ann Mullen-Martin 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!

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6750 Poplar Avenue, Suite 410 Memphis, TN 38138 Contact: Stephen Oseman Phone: 877.586.9660 • Fax: 901.762.8211 Email: sosemanjr@osemaninsurance.com Website: www.osemaninsurance.com Oseman Insurance provides comprehensive and competitive insurance for garage, DOL, property to all TIADA members.

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Waymer & Associates Insurance – New Braunfels

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.

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PTS Financial Services, Inc.

113 North Park Ave. • Calhoun, GA 30701 Contact: Krystal Black Phone: 706.602.0597 Email: krystalf@ptsfinancialservices.com Website: www.ptsgap.com We offer GAP, Guaranteed Asset Protection for the BHPH industry. Offer GAP with no money down and with convenient payment options: weekly, bi-weekly and monthly!

________________________________ Randi Long Insurance Services

4003 Dixie School Road •Nocona, TX 76255 Contact: Randi Long Phone: 682.561.7917 • Fax: 817.893.5560 Email: RandiLInsurance@gmail.com Website: www.RandiLongInsuranceServices.com Agency Specializing in programs to fit all car dealers insurance neede including garage liability, dealers open lot, dealer bonds and workers compensation.

*Williams and Stazzone Insurance Agency, Inc. (Pg. 46)

6549 N. Wickham Road, Unit 101 Melbourne, FL 32940 Contact: Vincent Stazzone Phone: 817.683.7313 • Fax: 800.635.0704 Email: vstazzone@wsins.com Website: www.wsins.com Garage Liability, Dealers Open Lot, Building & Contents, Workers Compensation, Collateral Protection & Cyber/Data Liability.

LEGAL SERVICES Calhoun Law Firm, PLLC

________________________________

1350 N. Loop 1604 E, Suite 104 San Antonio, TX 78232 Contact: Shelly Calhoun Phone: 210.863.5534 • Fax: 210.479.6790 Email: shelly@calhounattorney.com Website: www.calhounattorneys.com Calhoun Law Firm assists dealerships across Texas by protecting their most valuable asset: their vehicles. We help educate dealerships on how to better protect their vehicles while also fighting insurance companies who are not abiding by their insurance policies.

Statewide Insurance and Title Agency

________________________________

________________________________ S. Brown & Associates

150 River Rd, M3 •Montville, NJ 7045 Contact: Jeff Feldman Phone: 908.256.2894 • Fax: 973.270.2277 Email: jeff@sba4u.com

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. 27) P.O. Box 850746 •Mesquite, TX 75185 Contact: Mike Pool Phone: 800.727.7124 • Fax: 972.288.2608 Email: m.pool@teiinsurance.com Website: www.teiinsurance.com Garage, open lot, property & workers comp insurance for dealers

________________________________ *Tri-State Dealer Services Inc (Pg. 50) 8739 Davis Blvd. • Keller, TX 76248 Contact: Kevin Smith Phone: 800.687.3236 • Fax: 817.581.1921 Email: kevinsmithinsurance@gmail.com Website: www.Tristatedealerservices.com Garage Liability, Dealers Open Lot, Dealer Bonds.

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 complimentary consumer credit compliance and privacy products, created, maintained and supported by attorneys.

________________________________ Erik Wilson & Associates

2245 Texas Dr. Suite 300 Sugar Land, TX 77479 Contact: Erik Wilson Phone: 281.566.2535 • Fax: 281.566.2505 Email: erik@erikwilsonlaw.com Website: www.erikwilsonlaw.com Erik Wilson and Associates is a one-stop shop for local dealer‚‘s legal issues and compliance with state and federal regulations.

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Higier, Allen, and Lautin PC

2711 N. Haskell Ave • Dallas, TX 75204 Contact: Bobby Rodriguez Phone: 972.716.1873 Email: rrodriguez@higierallen.com Website: www.higierallen.com Law firm

________________________________ Jameson & Dunagan, P.C.

5409 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, Suite 1000 • Houston, TX 77010 Contact: George Kurisky Phone: 713.652.2525 • Fax: 713.652.5130 Email: gkurisky@jdkglaw.com Website: www.jdkglaw.com

________________________________ Naman, Howell, Smith & Lee

400 Austin Ave., Suite 800 • Waco, TX 76703 Contact: Jordan Mayfield Phone: 254.755.4207 • Fax: 254.754.6331 Email: mayfield@namanhowell.com Website: www.namanhowell.com Serving dealerships‚‘ legal needs across Texas with Austin, Fort Worth, San Antonio, and Waco offices.

CTEX Dealer Solutions, LLC

OTHER 1st Adjusters

9506 Brown Lane • Austin, TX 78754 Contact: James Waldron Phone: 512.969.7878 • Fax: 512.682.7811 Email: james@1adjusters.com Website: www.1Adjusters.com Repossession, Private Investigations

________________________________ AVIS Dealer Direct

7924 E. 15th St. • Tulsa, OK 74112 Contact: Mike Allred Phone: 918.289.9591 • Fax: 877.512.8879 Email: mike.allred@tulsacoxmail.com Website: www.avisdirect.com Buy direct from Avis! NO FEES! Call for details!

1203B E. Grand Ave #332 Marshall, TX 75670 Contact: Bill Redmon Phone: 903.934.0497 • Fax: 877.799.2437 Email: ctexdealer@gmail.com Website: www.ctexdealer.com F&I Products available from CTEX; Reinsurance products, Gap, Boat products and RV products.

High mileage VSC program that works.

________________________________ Rice-Christ, Inc.

________________________________

1504 109th St. • Grand Prairie, TX 75050 Contact: Terence Christ Phone: 972.660.6040 • Fax: 972.660.7344 Email: terryc@rice-christ.com Website: www.rice-christ.com Manufacturer Representative for Automotive and Petroleum Products

BirdEye

________________________________

250 Cambridge Ave., Suite 103 Palo Alto, CA 94063 Contact: Danielle Palamara Phone: 800.561.3357 Email: danielle.palamara@birdeye.com Website: www.birdeye.com BirdEye is the all-in-one customer experience platform that reimagines the way customer feedback is used. Serving over 40,000+ businesses.

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Tribute Capital Partners

P.O. Box 167762 • Irving, TX 75016 Contact: Steve Barna Phone: 214.526.1110 • Fax: 214.523.1116 Email: steve@tributecap.com Website: www.tributecap.com Bankruptcy Solutions Staff of Bankruptcy Experts Quick and Easy Process NO COST TO YOU Daily Contracting SAME DAY FUNDING!

________________________________

________________________________

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Powerful CRM Technology

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July/Special 2019

PAYMENT PROCESSING PayNearMe

5201 Great America Parkway, Suite 510 Santa Clara, CA 95054 Contact: Bruce Gaskill Phone: 650.930.1020 Email: bruce@paynearme.com Website: www.handlefinancial.com The Handle Financial family is led by a team of experts from the payments, mobile and retail IT worlds. We exist to build affordably-priced, innovative products for businesses and consumers

________________________________ QuotePro Kiosk

820 N. Orleans, Suite 400 • Chicago, IL 60610 Contact: Chris Albu Phone: 312.376.8179 Email: albu@quotepro.com Website: www.QuotePro.com Delivering Payment Kiosks so nobody in your office will ever touch cash again.

________________________________

*REPAY: Realtime Electronic Payments (Pg. 32)

3 West Paces Ferry Rd, Suite 200 Atlanta, GA 30305 Contact: Susan Perlmutter Phone: 817.439.6215 • Fax: 817.439.6215 Email: sperlmutter@repay.com Website: www.repayonline.com Card/ACH Payment Processing, Online Payments, IVR/Phone Payments, Text Pay, Mobile App, Convenience Fee Model Pricing.

________________________________ 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 Website: www.weareaul.com AUL founded the Original Any-Year Any-Mileage service contract nearly three decades ago.

________________________________

Dealer Resources 360

NVP Warranty

________________________________

________________________________

Freedom Warranty

Preferred Dealer Solutions

21011 Antonia Manor Ct. Richmond, TX 77406 Contact: Richard Baird Phone: 240.255.9877 Email: rbaird@DealerResources360.com Website: www.dealerresources360.com Consultants, Service Provider for VSCs, GAP, Back End Products and Promotional Products.

117 Lee Parkway Dr. • Chattanooga, TN 37421 Contact: Dan Acree Phone: 423.212.7445 • Fax: 423.661.7982 Email: chrismiller@freedomwarranty.com Website: www.freedomwarranty.com Freedom Warranty is administrator of VSC contracts offered in 23 states with in-house financing and US-based customer service.

________________________________ GSFSGroup

1345 Enclave Parkway Houston, TX 77077-2026 Contact: Kashif Faridi Phone: 713.580.5875 Email: kfaridi@gsfsgroup.com Website: www.gsfsgroup.com Founded in 1982, GSFSGroup specializes in a unique approach to dealer solutions. With 37 years of successful experience in all aspects of automotive operations, we are able to identify what is needed in the new era and transform your business.

________________________________ GWC Warranty

40 Coal St • Wilkes Barre, PA 18702 Contact: Rose Ann Kaynak Phone: 570.414.7777 • Fax: 888.840.7883 Email: rkraynak@gwcwarranty.com Website: www.gwcwarranty.com GWC Warranty is the automotive industry’s bestin-class provider of used vehicle service contracts.

________________________________ Infinite Dealer Solutions, LLC

28202 Sandy Meadow Court Fulshear, TX 77441 Contact: Dan Looney Phone: 925.667.7882 Email: danlooney@infinitedealersolutions.com NIADA Certified Pre-Owned Program, Tailored Assurance Products and Marketing, Sales and Finance Training, Reinsurance Options

________________________________ CARS PROTECTION PLUS, INC.

4431 William Penn Hwy. Murrysville, PA 15668 Contact: Rick Tudor Phone: 888.335.6838 x 233 • Fax: 724.387.2905 Email: rick.tudor@carspp.com Website: www.carsprotectionplus.com Vehicle Service Contract provider. Contracts available on vehicles up to 200,000 miles in 50 states.

Integrity Warranty LLC

9325 Apison Pike, Ste 101 Ooltewah, TN 37363 Contact: Scott Siperko Phone: 423.910.9490 Email: ssiperko@integritywarranty.com Website: www.integritywarranty.com Established in 2017 Integrity Warranty takes pride in giving first class service start to finish.

5755 Granger Rd, Suite 205 Independence, OH 44131 Contact: John Enlow Phone: 888.270.5835 • Fax: 888.862.9382 Email: sales@nvpwarranty.com Website: www.nvpwarranty.com We offer a full range of vehicle service contracts to offer coverage to meet every need and budget.

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: Dominic Limongelli Phone: 570.414.0431 • Fax: 570.414.0439 Email: dLimongelli@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.

________________________________ Vehicle Protection Services

3008 Pepper Grass Trail • Cedar Park, TX 78613 Contact: Lou Dienhart Phone: 512.585.5911 • Fax: 866.406.6642 Email: lou@vpswarranty.net Website: www.vpswarranty.net

SOFTWARE

AGORA Data, Inc.

700 West Arkansas Lane, Suite 150 Arlington, TX 76013 Contact: Chris Barry Phone: 469.480.6077 Email: chris.barry@agoradata.com Website: www.agoradata.com AGORA is the premier marketplace where you can buy and sell auto loan portfolios.

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________________________________

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ALLDATA

9650 W Taron Dr • Elk Grove, CA 95757 Contact: Debbie Flint Phone: 916.478.3111 • Fax: 800.829.3329 Email: debbie.flint@alldata.com Website: www.alldata.com ALLDATA LLC is an online source for automotive OEM information. ALLDATA provides vehicle manufacturers’ diagnostic and repair information.

ALLDATA was founded in 1986 to meet market demand for OE repair information.

Calldrip

1466 N Hwy 89 Suite 200 Farmington, UT 84025 Contact: Ashley Killam Phone: 801.877.1111 Email: akillam@calldrip.com Website: www.calldrip.com For more than 10 years Calldrip has been dedicated to helping businesses respond immediately to new inquiries. We’re able to increase conversations by as much as 900%.

________________________________

________________________________

Auction123, an ARI Company

Micro 21

2873 Executive Park Drive • Weston, FL 33331 Contact: Tracy Amato Phone: 888.514.0123 • Fax: 954.514.0114 Email: sales@auction123.com Website: www.auction123.com Responsive dealer websites and inventory management solutions with automated integration to Facebook Marketplace, Craigslist, and eBay.

________________________________ CalAmp

15635 Alton Parkway, Suite 250 Irvine, CA 92618 Contact: Bill Caan Phone: 949.600.5616 Email: bcaan@calamp.com Website: www.calamp.com CalAmp‚‘s LenderOutlook‚™ GPS solution helps subprime auto lenders protect their loan portfolio and increase profitability.

________________________________

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

________________________________ mimic

7800 N. Stemmons Fwy., Suite 1100 Dallas, TX 75247 Contact: Steven Burns Phone: 318.469.3386 Email: steven.burns@me.com Website: www.themimicapp.com Mimic the app. Created for automotive professionals to improve knowledge and increase sales!

________________________________

Neo

700 Villa Centre Way • San Jose, CA 95128 Contact: Navin Bathija Email: navin@neoverify.com Website: www.neoverify.com Neo provides a SaaS-based loan origination and underwriting system to BHPH dealers.

________________________________ Omnique Shop Management

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

________________________________ Podium

1650 W. Digital Dr • Lehi, UT 84043 Contact: Kaylie Smart Phone: 801.376.0677 Email: kaylie@podium.com Website: http://podium.com Podium helps businesses drive user-generated content in the form of online reviews to increase visibility, improve business operations, and drive purchase decisions.

________________________________ Radiant Concepts, Inc.

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.

________________________________ SecureClose

540 West Iron Ave, Suite 204 Mesa, AZ 85210 Contact: Ace Christian Phone: 770.856.0893 Email: ace.christian@secureclose.net Website: www.secureclose.net SecureClose-NEXT combines the presentation of compliant legal disclosues with electronic document presentation, E-Signature, and document and presentation storage.

________________________________ SpinCar

344 South Warren Street Syracuse, NY 13202 Contact: Catherine Alton Phone: 315.565.6447 Email: catherine@spincar.com Website: www.spincar.com SpinCar offers comprehensive automotive merchandising and marketing technology that is in use by thousands of dealers across 12 countries.

________________________________

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The NIADA CPO Program Just Keeps Getting Better with Our All-Star Team

More Partners. More Value. More ProďŹ ts.

Call 1.877.310.0288 to start today!

Administered by Warrantech, a proud member of the

NIADA Diamond National Corporate Partner Program

or e-mail us at NIADACPOSales@amtrustgroup.com.

TradeRev

12726 Hamilton Crossing Boulevard Carmel, IN 46032 Contact: Cara Gray Phone: 317.706.3774 Email: cara.gray@traderev.com Website: www.traderev.com TradeRev, a mobile app, is a Live Appraisal Auction the dealer can run fresh trade-ins while customers are still in the showroom.

Weave

2000 W. Ashton Blvd, Suite 100 Lehi, UT 84043 Contact: Gentry Thomson Phone: 888.545.8880 Email: gentry.thomson@getweave.com Website: www.getweave.com Weave is a communications tool that advances customer relationships while helping to grow your business.

________________________________ vAuto

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

________________________________

TIADA texas independent automobile dealers association

PROUD MEMBER OF

TIADA texas independent automobile dealers association

Software

VEHICLE LISTING 5miles LLC

14785 Preston Road #370 Dallas, TX 75254 Contact: Valerie Coleman Phone: 214.585.3625 Email: Valerie@5milesapp.com Website: www.5miles.com 5miles is the free mobile marketplace app where people buy, sell, and explore within their city.

VEHICLE HISTORY REPORTS

________________________________

CARFAX

TrueCar

________________________________

________________________________

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.carfax.com CARFAX provides trusted information to help millions of people buy and sell used cars with confidence every year.

13215 Bee Cave Parkway Building A, Suite 300 Austin, TX 78738 Contact: Sharon Majors Phone: 800.200.2000 • Fax: 512.692.3877 Email: smajors@truecar.com Website: www.truecar.com/dealers TrueCar helps dealers sell more cars profitably and efficiently.

BHPH/LHPH Dealership Services

941.270.4377

Consulting

Inventory Control

AFS Dealers is a resource for BHPH/LHPH dealership Owners and Managers. We bring over 200 years of combined experience to you and your business. We can teach dealerships to become profitable and reach their maximum potential. With our Software, Consulting & Inventory Control expertise, we implement a successful business model that is scalable to any size operation.

www.AFSDealers.com 62

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July/Special 2019

legislative bulletin

B

y the time you are reading this bulletin, the 86th regular legislative session will have ended and legislators will have returned to their home districts. We will not know the true outcome until 30 days after the session ends; the Governor has the option to veto bills during that time.

We will offer a complete update during the annual conference on July 23, 2019 in San Antonio, TX and we will start planning for the 87th session — we hope to see you there.

Below you will find an update on a few key bills we have been watching over the last six months.

HB 259 (Thompson, Ed) This bill will require

insurers who sell named-driver-only policies specifically name each excluded driver in such policies. TIADA

supported this bill.

STATUS: TIADA signed in favor of this bill during the

public hearing. It was voted out of the House Insurance Committee 8–0 on March 26. The bill picked up numerous authors and coauthors and was voted out of the House April 17, with 124 Yeas and 15 Nays. On May 9th Robert Beck from Stop N’ Drive Motors in San Antonio testified in favor of the bill before the Senate Business and Commerce Committee. Eleven days later the bill passed out of the Senate and was signed by the Governor on June 5, 2019 with an effective date of September 1, 2019.

SB 604 (Sen Buckingham/Rep Paddie)

This is the TXDMV Sunset bill that among other things will allow the TXDMV to continue operating for the next 12 years.

HB 1087 (Rep. Kuempel) SB 2240 (Sen. West) As proposed, these bills would allow a metal recycler, salvage vehicle dealer or used automotive parts recycler to purchase a vehicle without obtaining a title to the vehicle as long as the vehicle is at least 10 years old and is purchased solely for parts, dismantling or scrap. TIADA worked with the author of the bill to amend the language so that a metal recycler, salvage vehicle dealer or used automotive parts recycler could purchase a vehicle without obtaining a title to the vehicle as long as the vehicle is at least 12 years old, has not been subject to a lien in the last seven years and is purchased solely for parts, dismantling or scrap.

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Martin

STATUS: This bill did not receive a hearing in the House and did not pass.

HB 3059 (Rep. Holland) This bill would eliminate

the VTR-136 and allow dealers to make title application in any county in Texas. TIADA supported this bill.

STATUS: TIADA member Erika Blankenship from Austin testified in favor of this bill on March 26 before the House Transportation Committee. It was voted out of committee 8–2. This bill ran into significant opposition from the rural county legislators and the bill was postponed indefinitely and did not pass.

HB 3225 (Rep. Springer/Sen. Fallon) This

bill proposes to amend the Tax Code and reduce the penalty from $500 to $100 for failure to file the monthly vehicle inventory tax. It also strikes the word “shall forfeit” and replaces it with “may be required by the collector to pay” in an effort to give tax assessors more latitude.

TIADA supported this bill.

STATUS: TIADA testified in favor of this bill April 17 be-

fore the House Ways and Means Committee. The bill passed out of the House. On May 17 it was heard and passed out of the Senate Finance Committee. The bill was placed on the Senate Calendar on the last day Senate bill could be heard but time ran out and this bill did not pass.

HB 3420 (Rep. Lambert/Sen. Menendez)

This bill requires that an individual’s primary insurance coverage for physical damage carries forward to a temporary vehicle or “loaner” vehicle. TIADA supported this bill.

STATUS: The bill passed out of the House May 3 and out of the Senate May 21. The bill was signed by the Governor on June 15, 2019 with an effective date of June 15, 2019.

HB 3842 (Rep. King/Sen. Hinojosa) This

bill passed out of the House on April 30, it was amended on May 22 in the Senate with language that would require TXDMV to waive certain fees for a person who purchases a motor vehicle in specific situations related to a dealer who goes out of business. The amendment failed to increase the bond amount from $25,000 to $50,000 but will allow the department to recover against said bond.

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STATUS: The bill was signed by the Governor on June 14, 2019 with an effective date of June 14, 2019.

HB 4120 (Rep. Lucio III/Sen. Menendez) This bill will allow a motor vehicle dealer to be the provider of service contracts on vehicles sold by the dealer if the dealer has a security deposit not less than $25,000.

TIADA supported this bill.

STATUS: TIADA member Mark Jones from Burleson

testified in favor of this bill on April 9 before the House Licensing & Administrative Procedures Committee. The bill was voted out of Committee 10–0 and later out of the house. After some negotiation with TDLR to adjust

I

the security deposit amounts it was referred to the Senate Business and Commerce Committee where it was heard and voted out the third week on May. This bill passed the Senate on 5/23 and is headed to the Governor’s desk and was signed into law on June 14, 2019 with an effective date of September 1, 2019 .

Your best source of up-to-the-minute information on legislative issues that will affect your industry is the Legislative Action Center, found under Advocacy at the TIADA website, www.txiada.org. As always, we welcome the input of our members regarding legislative matters. TIADA’s legislative team will work diligently to keep you abreast of the issues and call on you to act when needed.

legislative program amendments n accordance with the TIADA bylaws Article VIII section 1 the following amendments to the Legislative Program will be proposed to the House of Delegates at its meeting on Sunday, July 21, 2019.

General Legislative Policies i. T IADA supports an automobile insurance environment that creates favorable protections for automobile dealers, lienholders and customers.

Rationale: Without a specific issue to address a more general policy is needed.

Current Legislative Policies 7. Insurance a. TIADA supports the revision of named driver only insurance policies in Texas to provide fair notice to customers and lienholders of excluded drivers.

Rationale: Passage of HB 259 addresses this issue 7. Surety Bond

a. T IADA supports a reasonable surety bond that is responsive to the needs of the industry and provides adequate protection.

Rationale: The industry needs to ensure there are responsible safeguards in place to protect dealers and the industry.

8. Credit Card Fees

a. T IADA supports the ability of dealers to charge a reasonable convenience fee on credit or debit card payments.

Rationale: Credit card usage and fees continue to climb and providing this convenience is costing dealers a significant amount each year.

A complete copy of the TIADA legislative program can be found at www.txiada.org.

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2020 State Officer Nominees

Compiled by Texas Dealer staff

E

lections for the TIADA Board of Directors will be held at the House of Delegates meeting during the 2019 TIADA Conference & Expo in San Antonio, Texas.

President

Robert Beck

Stop N’ Drive Motors 711 N. General McMullen San Antonio, TX 78228

Vice President, West Texas (Region 1) Brad Kalivoda

Fiesta Motors – Lubbock 2599 74th Street Lubbock, TX 79423

Vice President, Fort Worth (Region 2) Chad Lancaster Chacon Autos

11800 E. Northwest Hwy Dallas TX 75218

President Elect Mark Jones

MCMC Corporate 264 Exchange Burleson, TX 76028

Vice President, Dallas (Region 3) Greg Reine

Auto Liquidators 39670 LBJ Freeway Dallas TX 75237

Vice President, Houston (Region 4) Vicki Davis

A-OK Auto Sales

Chairman of the Board Juan Sabillón

P.O. Box 256 23980 FM 1314 Porter TX 77365

7935 Gulf Freeway Houston, TX 77017

Vice President, Central Texas (Region 5)

Mi Tierra Auto Sales, Inc.

Greg Phea

Austin Rising Fast 8024 IH 35 North Austin TX 78753

Secretary

Ryan Winkelmann BJ’s Autohaus

5005 Telephone Road Houston, TX 77087

Vice President, South Texas (Region 6) Jose Engler

Irving Motor Corp 211 Braniff Dr. San Antonio, TX 78216

Vice President At Large Robert Blankenship Texas Auto Center

6809 Suite B S IH35 Austin, TX 78744

Treasurer Eddie Hale

Neighborhood Autos PO Box 1719 Decatur TX 76234

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Vice President At Large Armando Villarreal McAllen Auto Sales, LLC 4215 S. 23rd St McAllen, TX 78503

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behind the wheel

by Jeff

Martin

Recommended Bylaws Changes

A

s a member-owned, member-governed association, the bylaws set by the House of Delegates during our annual conference guide your association.

It’s your voice in your association. Below you will find the recommended changes proposed by the bylaws committee

TIADA EXECUTIVE DIRECTOR

for 2020. I hope to you see you in July at the conference so that your association can hear your voice.

The Bylaws Committee met on May 9, 2019 and has the following recommendations to be considered by the House of Delegates.

• Add membership term Article III: Membership Section 2. Membership Term: The term of membership shall be annual and run from January 1 to December 31 of each year.

• Renumber Sections 2–7 Rationale: The proposed change will clarify the length of time for a membership and when a membership expires.

• Replace Board of Directors with House of Delegates Article IV: Dues Section 1. Dues: Dues for all categories of membership shall be established by the Board of Directors House of Delegates.

Rationale: The proposed changes create consistency with existing language in Article VIII.

• Clarify notice requirements for board meetings Article VII: Board of Directors Section 4. Notice: Notice of any meeting of the Board of Directors shall be given prior to each meeting.

• Renumber Sections 4–8 Rationale: The proposed change will clarify that notice must be given prior to a board meeting.

• Remove bonding requirement Article XII: Finance Section 2. Bonding: A trust or surety bond shall be provided for all employees of the Association. The amount of such bond shall be determined by the Board of Directors and the cost paid by the Association.

• Renumber Sections 2–4 Rationale: The association has not purchased a bond on employees in over 12 years.

A complete copy of the TIADA bylaws is available upon request.

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

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