TXD_APRIL2026_p4

Keith Hagler and the Tradition of Giving Back

Also In this issue: – Back to Basics for BHPH Dealers – I ntentional Operations: Turning Complexity into Control – Legal Corner: Handling the Debtor Who is “Fixin’ to” File Bankruptcy – This Business Doesn’t Have to Be Hard

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TIADA Board of Directors PRESIDENT Greg Phea/Austin Rising Fast 8024 IH 35 North Austin, TX 78753 PRESIDENT ELECT Russell Moore/Top Notch Used Cars 900 East Davis Conroe, TX 77301 CHAIRMAN OF THE BOARD Greg Reine/Auto Liquidators 39670 LBJ Freeway Dallas, TX 75237 SECRETARY Cesar Stark/S&S Motors 7699 Alameda Ave. El Paso, TX 79915 TREASURER Lowell Rogers/11th Street Motors 1355 N. 11th St. Beaumont, TX 77702 ICE PRESIDENT, WEST TEXAS V (REGION 1) Jose “Pepe” Muñoz/Gael Auto Sales 7661 Alameda Ave. El Paso, TX 79915 ICE PRESIDENT, FORT WORTH V (REGION 2) Matt King/Matt King Motor Company.

2715 W. Pioneer Pkwy.

Arlington, TX 76013 ICE PRESIDENT, DALLAS V (REGION 3) Lucas Ponder/Auto Smart 4545 N. Stateline Ave. Texarkana, TX 75503 ICE PRESIDENT, HOUSTON V (REGION 4) Christina Sabillón/Mi Tierra Auto Sales 4545 Spencer Hwy. Pasadena, TX 77504 ICE PRESIDENT, CENTRAL TEXAS V (REGION 5) Harry Buchelly/Discovery Auto Sales 8140 North Lamar Blvd.

Austin, TX 78753 ICE PRESIDENT, SOUTH TEXAS V (REGION 6) Chad Lancaster/Chacon Autos 1400 SE. Military Dr. San Antonio, TX 78214 ICE PRESIDENT AT LARGE V Cesar Torres/Lofi Motors 4634 Ayers St. Corpus Christi, TX 78415 ICE PRESIDENT AT LARGE V Tyler Simmons/Abilene Used Car Sales, Inc. 2150 N. 1st Street Abilene, TX 79603

TIADA EXECUTIVE DIRECTOR Trevor Jennings 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am – 4:30pm 512.244.6060 • Fax 512.244.6218

inside

TexasDealer

April 2026 Volume XXVI No. 4

Features 05

Officers’ Message — By Lowell Rogers, TIADA Treasurer

06 Local Chapters 08 TIADA Membership Application 09 Dealer Spotlight:

09

Cesar Stark

13 Legal Corner — Handling the Debtor Who is “Fixin’ to” File Bankruptcy

— By Michael W. Dunagan

15 From the Stage, Not the Pedestal — By Russell Moore

17 INDEPAC 19 On The Cover: Keith Hagler and the

15

Tradition of Giving Back — By TIADA Staff

20 Upcoming Events 22 2026 TIADA Annual Conference 29 T his Business Doesn’t

33

Have to Be Hard

— By Jeff Owings

33 I ntentional Operations:

Turning Complexity into Control — By Kaleb Bryan

35 New Members 40 TIADA Auction Directory 42 Behind the Wheel — By Trevor Jennings

Did You Know...?

Oliver Evans received the very first U.S. patent for an “automobile.” The car that Evans proposed was amphibious and could travel on land with wheels or water with a paddle wheel.

Notice to all members concerning services and products: TIADA was established in 1944 to develop professional standards of service and conduct for the independent auto industry. Opinions expressed herein are not necessarily those of the TIADA management, the Board of Directors or the membership.

Likewise, the appearance of advertisers or their indemnifications of TIADA does not constitute endorsement of the products or services featured.

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

SEE US AT BOOTH #803

officers’ message

by Lowell

Back to Basics for BHPH Dealers

T

he first quarter felt strong for many dealers.

Traffic was steady, applicants were solid, and payments stayed on track. Then the second quarter told a different story. Fewer customers showed up.

The quality of applications slipped. Payments started coming in late. For a single-point Buy Here Pay Here operation, those changes hit fast. The good news is this business has always moved in cycles. The dealers who come out ahead are the ones who return to the basics that worked before and apply them with discipline.

The first step is to rethink repossession. It should not be your first move when an account goes bad.

Repossession is expensive, it disrupts your operation, and it cuts off any chance of long-term value from that customer. When someone falls behind, the goal should be to keep them in the car and paying. That starts with early contact, clear communication, and a willingness to work through short-term problems. Many customers want to pay but hit a temporary setback. If you act early, you can often save the deal.

Lead follow-up becomes even more important when traffic slows. Every missed call or delayed response is a lost opportunity. Make it a rule that every lead gets a quick response, ideally within minutes. Follow up more than once and use different methods like phone, text, and email. Focus your time on the best prospects

Rogers

11th Street Motors (Beaumont) TIADA TREASURER

by looking at stability factors like job history and residence. Train your sales team to explain the value of what you offer. Reliable transportation and a simple in-house financing process matter to your customers. Get small commitments early, such as setting an appointment or asking them to bring documents. That helps move deals forward.

Underwriting needs to stay tight, but not so strict that you turn away good business. In BHPH, the most important factors are steady income, proof of residence, and a payment the customer can afford. A credit score only tells part of the story. Offer deal structures that match the risk. Some customers can handle a shorter term with a higher payment. Others need a longer term to keep the payment manageable. Before closing a deal, walk through their budget with them so both sides understand what is realistic.

Collections is where many deals are saved or lost. The first few days after a missed payment are critical. Reach out quickly and keep the tone respectful. Most customers respond better when they feel they are being helped rather than pushed. Be open to solutions like partial payments or short extensions if it gets the account back on track. Make it easy for customers to pay by offering simple options and reminders. Keep clear records of every conversation and agreement so there is no confusion later.

The dealers who come out ahead are the ones who return to the basics that worked before and apply them with discipline.

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Local Chapters TIADA has active local chapters in the following areas: https://www. txiada.org/local_chapters

CORPUS CHRISTI G.R. Moore The Car Shack (dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)

EL PASO Cesar Stark S & S Motors Meetings are held every third Tuesday of each month at 8:00 am at Palenque Grill, Cielo Vista Mall, 8401 Gateway Blvd W. Suite C-118, El Paso, TX 79925. Contact Cesar Stark at (915) 857-5777 for more information.

FORT WORTH Jerry Smith H J Smith Automobiles (dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)

HOUSTON Chris Donnelly Your Car Store Meeting – 2nd Tuesday (Monthly)

SAN ANTONIO Nory Pakravan 210 Auto Credit (dates and times can be found at txiada.org/Calendar_List.asp, when scheduled)

Technology can support all of this without a large investment. A basic CRM can track leads, payments, and customer contact. Use it to set reminders and flag accounts that need attention. Offer multiple ways to pay so customers can choose what works best for them.

At the same time, track your numbers. Watch how quickly accounts go delinquent, how often they recover, and how much repossessions are costing you. Those numbers will show you where to adjust.

Your team plays a big role in all of this. Train them to handle difficult conversations in a calm and respectful way. Make sure everyone understands when and how accounts should be escalated. When sales and collections understand each other’s roles, deals are structured better from the start and handled better when problems come up.

It is also worth reviewing pricing and deal structure. Small changes

resource guide The TIADA Website: www.txiada.org

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

License Renewal Certificate www.TexasDealerEducation.com

Texas Department of Motor Vehicles

Office of Consumer Credit Commissioner 800.538.1579 occc.texas.gov

Texas Comptroller of Public Accounts 800.252.1382 comptroller.texas.gov

NIADA 817.640.3838 niada.com

REPOSSESSIONS

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

888.368.4689 txdmv.gov

FORMS

Dealer Compliance Services

512.990.1188 burrellprinting.com

www.TexasDealerEducation.com 6

can make a difference. A slightly higher payment with a shorter term may improve performance. In some cases, offering a lower payment option can help prevent early defaults.

The key is to stay balanced and realistic about risk.

Finally, stay connected to your local market. Strong relationships with employers and community groups can bring in more stable customers. Referrals from current customers often lead to better deals. When traffic slows, focus your marketing on the types of buyers who have performed well for you in the past.

Every repossession should be a learning opportunity. Look back at the deal and ask what could have been done differently. Use that information to improve your process going forward. This business rewards consistency and attention to detail. If you stay focused on the basics, you can stabilize your portfolio and rebuild momentum.

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April 2026

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Dues are not deductible as charitable contributions for income tax purposes but may be deductible as miscellaneous itemized deductions, subject to IRS restrictions. It is estimated that 20 percent of your dues dollars is used for lobbying activities and therefore not deductible.

dealer spotlight Cesar Stark S&S Motors, El Paso, TX

A Path Built on Faith, Grit, and Service

When Cesar Stark opened the doors to S&S Motors in El Paso in 2000, he wasn’t stepping into the car business with deep capital or a long family legacy behind him.

He had one car. What he did have was a clear sense of purpose, a willingness to work, and a commitment to doing things the right way.

That foundation has carried him more than two decades forward, earning him the title of 2025 Texas Quality Dealer of the Year and placing him among the most respected independent dealers in the state.

Stark’s entry into the industry was anything but conventional. At the time, he was working as an insurance agent, regularly visiting dealerships to sell his services. Those visits turned into something more. He saw opportunity in the business and, more importantly, believed he could build something meaningful within it. With limited resources, but a strong work ethic, he purchased his first vehicle to resell. One car became two. Two became several. Before long, he realized he had become a dealer.

That origin story still defines how Stark approaches his business today.

S&S Motors has grown into a stable, high-performing operation, with approximately 90 percent of its sales coming from retail and annual retail sales reaching into the millions. But growth, in Stark’s view, has never been the sole objective. Instead, he has built the dealership around principles that are increasingly rare in a competitive marketplace.

“Our business philosophy is rooted in integrity, transparency, and long-term relationships over shortterm profit,” Stark notes in his award application.

That philosophy shows up in how he acquires inventory, how he structures deals, and how he interacts with customers after the sale. Testimonials included in his

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nomination consistently point to a dealer who prioritizes quality and stands behind his vehicles. One longtime customer emphasized Stark’s hands-on approach, noting that he personally researches inventory and ensures vehicles meet a high standard before ever reaching the lot.

It also shows up in how he treats people inside his business. S&S Motors employs a tight-knit team, with long-term retention that reflects both stability and culture. Stark attributes that to a workplace built on accountability, ongoing training, and a shared commitment to ethical business practices.

That consistency has helped position Stark not just as a successful dealer, but as a leader within the industry.

His involvement with the Texas Independent Automobile Dealers Association spans more than 15 years. Over that time, he has served in multiple leadership roles, including Vice President, Treasurer, and Secretary, while also contributing to key committees focused on education, finance, and legislative issues.

Colleagues point to his steady presence and willingness to engage as defining traits. In a letter of recommendation, TIADA Executive Director Trevor Jennings described Stark as a “natural leader” who has consistently worked to strengthen both his local chapter 9

and the broader association.

That leadership extends beyond meetings and titles.

Stark has been active in advocating for dealers at the state level, helping ensure the independent voice is represented in legislative conversations. He also invests heavily in peer development, regularly mentoring new operators and sharing best practices around compliance, underwriting, and customer service.

“He not only constantly looks to learn more and improve his dealership,” Jennings wrote, “but seeks out opportunities to help his fellow dealer.”

Just as significant is Stark’s commitment to his community.

In El Paso, his impact is visible across multiple fronts.

He has served on the city’s Building and Standards Commission, contributing to efforts that support property maintenance and community safety. He has spent years coaching youth sports, mentoring young people on and off the field. And he has been deeply involved in charitable work, including organizing fundraising events such as an annual golf tournament that benefits local children’s hospitals and cancer foundations.

His faith also plays a central role in his life and service.

Through his church, Stark participates in outreach efforts that extend beyond his local community, supporting initiatives in Mexico and Central America.

For Stark, service is not a separate category from business. It is an extension of it.

“I believe service is not defined by titles, but by consistent actions that positively impact families, employees, and the broader community,” he wrote.

That perspective helps explain why his recognition as Texas Quality Dealer of the Year resonates beyond sales numbers or operational success.

The award reflects a holistic view of what it means to be a dealer: someone who builds a sustainable business, contributes to the profession, and invests in the people around them.

It also reflects the journey behind it.

From a single vehicle and a willingness to take a chance, Cesar Stark built a dealership that now stands as a model within the independent auto industry. More importantly, he built it in a way that aligns with the values many dealers talk about, but fewer consistently demonstrate.

In doing so, he has earned not just an award, but the respect of his peers, his customers, and his community.

Share your story with us for consideration to publish in an upcoming issue of Texas Dealer!

marketing@txiada.org

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legal corner

Handling the Debtor Who is “Fixin’ to” File Bankruptcy

E

very motor vehicle lien holder knows by now (I hope) that repossession and any other collection activity outside the bankruptcy court is prohibited if the debtor has filed bankruptcy.

Bankruptcy law makes it clear that creditors can not take action against after the bankruptcy has been filed without facing severe sanctions.

But what should the car creditor do when a debtor, who is in default, threatens that he is “fixin’ to” file bankruptcy? (For the benefit of those readers who don’t have a proper knowledge and understanding of the Texas language, suffice it to say that “fixin’ to” is simply a form of the future tense of a verb that means “I am planning to .” Common examples are: “I am fixin’ to cook supper,” or “I am fixin’ to watch ‘Hee Haw.’” Unsecured creditors (those who have no rights to any type of collateral) and their debtors generally know that the threat of bankruptcy can be the kiss of death to the creditor’s hope of collecting his money.

Most bankruptcy actions, whether Chapter 7 liquidations or Chapter 13 wage-earner plans, provide for little, if any, payment to unsecured creditors. Thus, the threat of filing bankruptcy can have an extremely chilling effect on an unsecured creditor who is looking at his chance of recovery wither away. Some such creditors may choose to back off collection efforts in an effort to keep the debtor out of bankruptcy.

The secured creditor, on the other hand, can be damaged by a bankruptcy, but can’t be totally ignored.

In a Chapter 7, the debtor must

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by Michael W.

choose between reaffirming the contract and staying current on his obligations, abandoning the collateral, or redeeming the collateral by paying the creditor in a lump sum. In a Chapter 13, the debtor can extend the pay-back period up to sixty months, and can reduce the finance charge rate, but must submit a plan that would provide payment of the balance owed, or give up the collateral.

Dunagan TIADA COUNSEL

Our recommendation is that a creditor under these circumstances first exercise some due diligence to verify whether the debtor has actually filed. This can be done by calling the bankruptcy court or the debtor’s attorney. The debtor or his attorney will usually be quick to provide a case number as they are anxious to invoke the automatic stay against repossession. If, on the other

Our recommendation is that a creditor under these circumstances first exercise some due diligence to verify whether the debtor has actually filed. This can be done by calling the bankruptcy court or the debtor’s attorney.

How, then, should a secured car creditor react to the threat of a debtor that he or she is “fixin’ to” file bankruptcy? A client recently posed the question after receiving the bad news from a debtor who was two months behind on payments.

The cautious creditor called the debtor’s bankruptcy attorney and was advised only that the firm “had been retained.” The creditor feared that repossessing the vehicle on the eve of a bankruptcy filing could result in some sort of sanction by the bankruptcy court.

hand, no petition has been filed, the debtor and his attorney will likely be evasive and give a general answer such as “we’ve been retained.”

There may be several reasons why a debtor might retain an attorney, but hold off on actually filing a petition. It may be simply a matter of drawing up the papers and getting them to the courthouse. Or, there may be delay while the debtor acquires the down payment on the attorney’s charges and the filing fee necessary to file. One other possibility is that the debtor intends to 13

surrender the vehicle but wants to drive for free for as long as possible.

Once it has been determined that a petition has been filed, the creditor, of course, can’t repossess. If, however, it’s clear that there has been no filing, we recommend that the car creditor ignore the “fixin’ to” threat and handle the case as any other would be handled, including taking possession of the vehicle.

It’s true that repossession may be the event that triggers the actual filing. It’s also true that if a bankruptcy petition is filed after the repossession, but before the vehicle is legally resold, then the creditor will likely face an attempt by the debtor to have the bankruptcy court force the return of the vehicle. However, there will likely be no sanctions applied to the creditor, and the creditor will have an opportunity to verify that there is property damage insurance in place before returning the vehicle.

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If the bankruptcy is not filed, or is filed after the collateral has been legally resold, the secured creditor is not impacted by the bankruptcy.

It is therefore important to send repossession notice immediately upon taking possession, and to sell the collateral as soon as the required holding period expires.

In the actual case of the creditor who received the “fixin’ to” threat, he immediately repossessed the vehicle and had the repossession notice hand-delivered to the debtor.

After the waiting period expired, he arranged for an immediate sale. He later found out that the debtor had no intention of keeping the vehicle after he filed bankruptcy. However, he had no intention of voluntarily giving it back either since the creditor’s hesitation only served to extend his free ride.

Once it’s determined that a defaulting debtor has not yet filed

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

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

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bankruptcy, there is very little downside to going forward with repossessing the collateral. The worst case in such a situation is that the debtor will obtain insurance and get the vehicle back. The creditor will then need to take steps in the bankruptcy court to seek to have the bankruptcy stay lifted so the vehicle can be legally repossessed. But regardless of what happens, the debtor and his attorney will know that the creditor means business and will not be intimidated by the threat of “fixin’ to” file.

nationallenders.com

817-767-9200

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feature

From the Stage, Not the Pedestal

Featured Presenter Russell Moore

Top Notch Used Cars (Conroe) TIADA President-Elect

Why I’m Fired Up for the 2026 TIADA Conference

T

here’s something interesting about being asked to speak at a conference, especially one like ours.

People tend to assume that if you’re on stage, you’ve got everything figured out. That you’ve solved the problems, avoided the mistakes, and are there to hand out answers.

That’s not me.

I’m not any smarter this year than I was last year.

The only difference is that I’ve been given the opportunity to stand in front of a room full of dealers I respect,

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share a few things I’ve learned along the way, and hopefully offer something useful they can take back to their stores. This year, that opportunity carries a little more weight because I will also have the honor of serving as President of TIADA. If I’m being honest, the title doesn’t make me feel smarter. It makes me feel responsible. Responsible to show up prepared, to add value, and to represent this industry the right way. More than anything, though, it makes me excited. Excited to be part of something bigger than my own dealership. Excited to be surrounded by operators who are working through challenges,

15

adjusting on the fly, and finding ways to improve every day. And excited to be in a room with people who understand this business without needing much explanation.

That’s what this conference has always meant to me.

If you’ve been in this business for any length of time, you already know it doesn’t get easier. Markets shift, customers change, costs rise, and margins tighten. A lot of the time, it feels like you’re making decisions in real time, hoping you’re getting more right than wrong.

That’s exactly why events like the TIADA Conference matter.

For a few days, you get to step away from the day-today and spend time with people facing the same challenges, often from different perspectives. You hear ideas that make you stop and think: maybe we need to rethink that process, try a different approach, or revisit something we’ve been doing for years. Those moments are where real progress starts.

There’s also something about being there in person that you just can’t replicate. The value isn’t limited to what happens on stage. It shows up in the conversations between sessions, the quick exchanges in the hallway, and the discussions over dinner. It’s in those moments when someone leans over and asks, “How are you handling this right now?” That’s where the most practical ideas come from.

It’s not scripted. It’s not polished. It’s dealers talking to dealers about what’s working, what isn’t, and what they’re seeing in their markets. Those conversations have influenced more of my decisions over the years than any single presentation ever could.

The 2026 TIADA Conference is shaping up to be one of our strongest yet. There’s a clear focus on dealer education that directly applies to what we do. Not generic advice, but practical strategies that can be implemented back at the store. At the same time, there’s a noticeable energy in the industry. Yes, there are challenges, but there’s also opportunity. When you bring the right group of people together, sharing ideas and pushing each other forward, good things tend to happen.

Personally, I’m looking forward to seeing familiar faces, reconnecting with dealers I’ve learned from over the years, and meeting new operators who bring fresh perspectives. I’m also looking forward to sitting in sessions where I can learn something new myself. That’s what keeps this conference valuable year after year.

As for my session, “Common Pitfalls and How to Avoid Them,” I won’t give too much away, but I will say this: it won’t be a lecture, and it won’t be theoretical.

This session is about real situations. The kind that show up in everyday operations. The kind that don’t look like problems at first. The kind that most of us have 16

experienced at one point or another.

If you’ve ever said, “We’ll fix that later,” or “This one should be fine,” or “It’s just one exception,” you’ll probably recognize a few of the scenarios we discuss. The goal isn’t to tell anyone how to run their business. It’s to share perspective and maybe help you spot an issue a little earlier, understand it a little more clearly, or approach it from a different angle.

At the end of the day, no one comes to a conference just to sit and listen. You come for what you can take back with you.

If you’re in the room this year, I believe you’ll leave with ideas you can actually use, conversations that stay with you, and connections you can rely on long after the event. Sometimes it’s one small adjustment that makes the biggest difference. Sometimes it’s just hearing that someone else is dealing with the same issue. Either way, it matters.

One of the things I’ve always appreciated about this industry is the willingness to share. Not everything, but enough to help each other improve. Because we all understand how challenging this business can be. We’ve all had deals that didn’t go as planned, months where the numbers didn’t add up, and situations that forced us to adjust quickly.

And we’ve all learned something from those experiences.

That’s what makes a room full of dealers so valuable.

You’re not just hearing ideas, you’re hearing experience.

If you’ve attended before, you already know what this conference offers. If you haven’t, this is a good year to start. Not because everything is perfect, but because it isn’t. This is when staying connected, informed, and engaged with others in the industry matters most.

This is where you sharpen your thinking, refine your approach, and get a better sense of where things are headed. And maybe most importantly, it’s where you realize you’re not doing this alone.

I’m genuinely looking forward to this year’s conference. Not just to present, but to listen, learn, and connect. To be part of conversations that challenge us to improve and to walk away with ideas that make a real difference.

If you’re planning to attend, I’ll see you there. If you’re still on the fence, make the trip. Get in the room, be part of it, and help make the 2026 TIADA Conference one of our best yet.

The TIADA Conference & Expo is recognized as one of the premier dealer conferences in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org.

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Thank you for your continued support of the independent dealer community in the Lone Star State.

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on the cover

by TIADA Staff

Keith Hagler

and the Tradition of Giving Back

F

or decades, independent automobile dealers have played a visible role in the towns and cities they serve. They sponsor Little League teams, support local schools, contribute to fundraisers and sit on nonprofit boards. But for some dealers, community involvement goes beyond sponsorships or occasional appearances. It becomes part of their identity.

Few exemplify that idea more fully than Keith Hagler of Taylor, Texas.

A past president of TIADA and longtime fixture in the Taylor community, Hagler has spent years building a reputation not only as a dealer, but as a civic leader. Whether

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through nonprofit organizations, hospital boards, scholarship programs, church involvement or volunteer service, Hagler has made community engagement a central part of his life and business philosophy.

“We’ve always felt like we can’t give enough back to Taylor,” Hagler said. “Taylor kind of made us.”

That gratitude has shaped decades of involvement.

Hagler and his wife, Marcia, became deeply rooted in Taylor after arriving there years ago as business owners. At the time, Hagler said, they were one of the only dealerships in town, and the local community embraced them quickly.

“Bankers and everybody just put their arms around us,” he said. “It’s been amazing.”

Since then, Hagler has become involved in a broad range of civic and charitable organizations across Central Texas. Among them is the Greater Taylor Community Foundation, an organization formed in recent years to strengthen charitable giving and nonprofit support in the area.

The foundation serves as a central hub for charitable organizations and community initiatives in Taylor, helping local groups establish funding mechanisms, manage donations and support long-term community 19

Upcoming Events TIADA DEALER ACADEMY For online registration and information, see www.txiada.org

ON-DEMAND OFFERINGS For a complete list of available on-demand education offerings, go to www.txiada.org/on_demand

C omplying with the Safeguards Rule

Offered in English and Spanish

R epossession 101: What You Need to Know Video Course

T he Basics of Transferring Titles Offered in English and Spanish

T he Deal Jacket

Offered in English and Spanish

L egal Reference Books

Attorney Mike Dunagan’s must-have repossession and financing books for BHPH dealers.

save the date!

July 2 0 2 6

19–21 2 026 TIADA

Conference & Expo

JW Marriott San Antonio Hill Country Resort and Spa San Antonio, TX

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DMV REQUIRED COURSES Texas Pre-licensing Education Course

TxDMV approved course to satisfy all training requirements for completing your application to obtain an independent dealer license or General Distinguishing Number (GDN).* * For more information see Frequently Asked Questions.

Access Dealer Education Course Resources.

C urso de Educacion Pre-Licencia de Texas

Curso aprobado por el Departamento de Vehículos de Motor de Texas (TxDMV) y que cumple con todos los requisitos para completar la aplicación para obtener una licencia de dealer independiente, también conocida como el GDN (General Distinguishing Number).** ** Para mas información ver la sección de Preguntas Frecuentes.

Acceso a los Recursos del curso educativo para los dealers.

T exas License Renewal Education Course

TxDMV approved license renewal education course (For renewal applicants licensed on or after September 1, 2009 whose ownership and management structure of the dealership has changed since the last renewal and the person who previously took the course is no longer with the dealership).

projects. Community foundations like the Greater Taylor Community Foundation often play a critical role in smaller cities by connecting donors, businesses and volunteers with causes that directly impact residents.

Hagler was among the group of local leaders who helped establish the foundation.

“We really started a great deal in Taylor,” Hagler said. “A few of us started the Greater Taylor Community Foundation. That’s been amazing as far as getting the charities under one roof.”

He also serves on boards connected to Baylor Scott & White Health, including the local Taylor hospital board and the broader Central Texas regional board. Baylor Scott & White is one of the largest nonprofit healthcare systems in Texas, operating hospitals, clinics, and community health initiatives throughout the state.

Healthcare access and community wellness have become increasingly important topics in growing communities like Taylor, particularly as the region experiences economic expansion connected to manufacturing and technology development in Central Texas. Leaders from the private sector often play an important role in helping healthcare institutions maintain strong local connections and community support.

Hagler’s involvement also extends to organizations that preserve local traditions and invest directly in future generations.

He remains active with the Taylor Rodeo Association, which hosts an annual rodeo and fundraiser that supports scholarships for local students. According to Hagler, the organization distributes approximately $50,000 in scholarships each year.

For many Texas communities, rodeos are more than entertainment events. They function as civic gatherings that help sustain local culture while generating support for educational programs and charitable causes. Scholarship initiatives tied T e x a s

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to rodeo organizations often help students pursue college or vocational education who otherwise may not have access to those opportunities.

Hagler says supporting young people has always been one of the most important parts of community involvement. Whether through youth sports, local school activities or scholarship fundraising, he believes dealers should make an effort to invest in the next generation.

“Always support the youth of the community,” Hagler said. “Little League, football games, soccer and any event. And anything that involves scholarships for students.”

That philosophy reflects a broader reality in many Texas communities, where local businesses often provide the support that helps youth programs continue to operate and grow.

From sponsoring team uniforms and booster clubs to attending games and contributing to scholarship funds, dealers frequently help create opportunities for young people both on and off the field.

Those efforts are about more than visibility or sponsorship recognition for Hagler. They are about showing up consistently for the families and students who make up the fabric of the community. Supporting youth organizations, he says, creates a stronger connection between local businesses and the people they serve while helping ensure future generations have opportunities to succeed.

Hagler has also long been active in the Lions Club through his local chapter. Lions Clubs International, founded in 1917, is one of the world’s largest service organizations, known for community volunteerism, disaster relief efforts, vision programs and local charitable work. In many smaller communities, Lions Clubs remain essential civic institutions that organize fundraisers, provide April 2026

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scholarships and support local needs.

For Hagler, organizations like these provide more than networking opportunities. They create ways for people to invest directly in the places where they live and work.

“If somebody in their community wants to get involved, it’s there,” Hagler said. “Everybody’s looking for volunteers.”

That emphasis on volunteerism is something Hagler returns to often.

While financial support matters, he believes time and presence matter more.

From sponsoring team uniforms and booster clubs to attending games and contributing to scholarship funds, dealers frequently help create opportunities for young people both on and off the field.

“Most people just want to write a check,” he said. “That’s the easiest way to get out. But nobody wants to give their time.”

He believes that visible involvement in community service has lasting value both personally and professionally.

“When people come to fundraisers and they see you there and you’re working, they know you could be doing other things,” Hagler said. “It buys you into your community to be a major part.”

That perspective reflects a long-

standing tradition among independent dealers in Texas. In many small and mid-sized communities, dealers are among the most recognizable local business owners. Their businesses employ residents, support economic activity and often become deeply intertwined with the civic life of the community.

For Hagler, community service is also tied to leadership inside the dealership itself.

He believes employees notice when owners actively participate in volunteer work and community events.

“They see me out there,” Hagler said. “They see me serving plates and washing dishes.

It goes a long way. It’s not like I just make money and go home.”

That example, he says, helps create stronger relationships not only with customers and local organizations, but with employees as well.

Hagler credits much of his own outlook on service to his father, who served as mayor pro tem in his hometown and spent years on the local school board.

“He was always serving,” Hagler said. “I guess I just got that in my blood from him.”

Today, even after stepping away from day-to-day retail operations, Hagler remains deeply engaged in his community through real estate ventures, nonprofit leadership and volunteer service. He continues to hold a dealer license and says he may eventually return to the dealership business in some form.

In many ways, Hagler’s story illustrates something larger about the independent dealer community in Texas. Dealers are often uniquely positioned to shape the communities around them because they operate local businesses, maintain longterm relationships and understand the needs of the people they serve.

The formula itself is simple.

“We all got time,” he said. “You just got to make the time.”

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featured speaker s O P E N I N G G E N E RA L S E SS I O N

John Clay Wolfe GIVE ME THE VIN™

John Clay Wolfe revolutionized consumer vehicle selling with a 60-second valuation process as President and Founder of GIVE ME THE VIN™ (GMTV). Established in 1994 and based in Fort Worth, Texas, GMTV is one of the largest, most powerful wholesale trading platforms in the U.S. automotive market with nearly $2 billion in annual revenues. It boasts an A+ rating with the Better Business Bureau. To date, Wolfe has bought and sold nearly a million cars, making him an automotive market expert with keen insight into the economics and value of any given vehicle. Given the success and longevity of GMTV, Wolfe expanded operations to include GMTV Classic & Collector and GMTV LUX Exotic & Luxury.

Always on the hunt for rare car collections to purchase, Wolfe has earned the reputation for finding the most desirable cars in surprising locations. He captures the behind-the-scenes negotiations and adventures of these pursuits to share weekly with fellow automotive enthusiasts on his YouTube channel. He then sells the cars from his GMTV Manheim Dallas auction block to dealers worldwide.

With the intensity of the car business, Wolfe blows off steam with his national radio and YouTube audience, of which the most loyal fans are affectionately known as “the wolfe pack.” With his quick wit and bawdy sense of humor, he revs them up, likening the show to Saturday morning cartoons for adults. As a life-long car enthusiast, he talks about anything car related, buys cars sight-unseen from listeners, and laughs with his co-hosts about their daily musings. Heard by more than a million weekly listeners on 55 stations nationwide and live on his YouTube channel from 8 a.m. to noon CT, The John Clay Wolfe Show is one of the most listened-to Saturday morning shows in the country.

Anything Wolfe puts his mind to, he achieves. He defies adversity with his keen intellect, positive outlook and unparalleled work ethic. This is how he overcame a tragic motocross accident that nearly severed his spinal cord in 2004.

He was just 32 years old and was told he would never walk again. Only 18 months after his accident, he was walking.

Despite a slight limp, he still has his swagger and an indomitable spirit.

B R E A KO U T S E SS I O N

Selcuk Kaya

Kayalar Motors, Houston, TX Selcuk Kaya is the owner of Kayalar Motors, a multi-location independent dealership based in Houston, Texas, and the co-founder of Nemroot, an AI-driven Sales Performance Operating System built for automotive retailers.

With an international background in automotive operations and dealership scaling, Selcuk has built and operated high-volume dealerships across multiple markets before expanding into the U.S. Today, he focuses on solving one of the industry’s most critical problems: converting leads into appointments and sales through disciplined processes and AI-driven execution.

His work centers on improving dealership profitability by optimizing response speed, follow-up consistency, and in-store performance.

Selcuk is actively involved with industry associations including TIADA and NIADA, and regularly collaborates with dealers on operational strategy and performance improvement.

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July 19-21, 2026

san antonio

C LO S I N G G E N E RA L S E SS I O N

Devin Liles

Chief AI Officer and Chief Consulting Officer, Improving

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Devlin Liles is a business leader with a deep technical background. His passion and expertise are around leveraging technology to solve the problems facing business. Devlin has an entrepreneurial mindset and has been a core contributor to growth and success of Improving since 2010. Since 2007, he has been presenting and teaching classes on business practices, building company culture, software development, and deep technical topics for large and small audiences around the world, including user groups, conferences, and community events. Devlin’s technical career gained him recognition from some of the top technology companies in the world and was awarded the prestigious Microsoft MVP Award for 6 consecutive years. The MVP award is only awarded to 3,000 technologists annually. In addition, he is the co-author, along with his good friend and fellow Improver Tim Rayburn of Entity Framework 4.1 Experts Cookbook. After shifting to a business-centric focus, Devlin has been awarded multiple awards, including the Vistage Leadership Award, finalist for the CEO Impact award, and one of the Most Admired CEOs in Houston in 2019. His organization has won over 100 best places to work awards across North America and been number one in Houston 4 years consecutively. When he is not in front of a crowd, at his company, or behind a computer Devlin is an avid soccer player and hobbyist gamer.

ABOUT THE SESSION AI is everywhere in the headlines — but what does it actually means for an independent auto dealer running a real business with real margins? In this closing general session, Devlin Liles cuts through the noise and delivers a practical, ROI-focused framework for putting AI to work in your dealership today. Drawing on experience leading over $250M in AI implementations across industries that has generated $4.4B in returns, Devlin shares what’s working, what’s wasting money, and what you can start doing Monday morning with the tools you already own.

This isn’t a technology talk. It’s a business talk — about the economics of attention, the compounding value of automating the right tasks, and the trust required to let software handle work you’ve always done yourself. You’ll leave with a clear maturity model for your operation, a method for identifying your highest-value automation targets, and the confidence to move forward without betting the business on a science experiment.

save your spot. register now.

April 2026

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in appreciation of P L AT I N U M

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CONTACT PAT TY HUBER AT PAT TY.HUBER@TXIADA.ORG / 512.310.9795 April 2026

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July 19–21, 2026 JW Marriott Hill Country Resort San Antonio, Texas

Dealer Registration Options Customize your conference experience by selecting from the options below. To register, please scan the QR code below or go to conference.txiada.org. Questions? Call us at 512.244.6060.

2026 CONFERENCE & EXPO PRICING FOR DEALERSHIPS

EARLY BIRD

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Register by June 19th save $150 per person

June 20th to July 18th

Starting July 19th

1st* Registrant 2nd* Registrant* 3rd + additional Registrant*

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(includes Welcome Reception, Monday & Tuesday Education/Sessions, Expo Hall, Lunch on Monday & Tuesday, and Awards Reception & Dinner)

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*Registrants must be from the same dealership to receive the discounted rate.

Hotel Accommodations Discounted guestrooms at the JW Marriott Hill Country Resort are available for TIADA Conference attendees: $280/night, includes $30 daily resort fee for TIADA Conference attendees.

Room must be reserved on or before June 19th to receive the discounted rate.

If you need to cancel after the June 19th deadline, please reach out to conference@txiada.org — as we might be able to redistribute the room.

Any room reservation that is cancelled after June 19th will be subject to a late cancellation fee of one night’s room and tax. No-shows will also be charged one night’s room and tax.

JW Marriott Hill Country Resort / 23808 Resort Pkwy / San Antonio, TX 78261 Call 877.622.3140 or book online conference.txiada.org/accommodations 26

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Get ready for an exciting opportunity to be rewarded for growing our TIADA community!

Stay tuned for details on how you can take part in the 2026 recruitment challenge! Win cash, prizes, and recognition along the way.

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feature

This Business Doesn’t Have to Be Hard

T

he 2026 TIADA Conference will be here before we know it, and I’m really looking forward to it. This year’s event is built a little differently. There’s a real emphasis on energy, fresh ideas, and keeping things practical. It’s not just another dealer meeting where you sit through presentations and head home with a notebook full of ideas you may never use. From the first session Monday morning, when John Clay Wolfe kicks things off, the goal is to carry that momentum throughout the entire conference and keep the focus on things that actually help dealers run better businesses.

I’m honored to be part of it. I’ve spent more than 40 years in BHPH, and along the way I’ve had the benefit of learning from some outstanding mentors. I’ve also been part of a 20 Group for more than 30 years, and I wouldn’t trade those meetings for anything. There’s something powerful about sitting in a room with other dealers who are willing to be honest about what’s working and what isn’t. Over the years, I’ve been fortunate to sit across from some of the best operators in this business. Those

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Featured Presenter Jeff Owings

Owings Auto (Arlington)

conversations have shaped how I think, how I evaluate decisions, and how I approach challenges.

For a long time, though, I mostly kept what I learned to myself or within a small circle. I shared ideas inside my 20 Group and with a few close dealer friends, but that was about it. If I’m being honest, I used to think we were all competing against each other and that holding onto information gave me an advantage. That mindset probably isn’t unique, especially in a business as competitive as ours.

Over time, that perspective started to shift. Part of that comes with experience. Part of it comes from realizing that no one has this business completely figured out.

I’ve made plenty of mistakes over the years. Some were small, some were costly, and all of them taught me something. When you’ve been in the business long enough, you start to see patterns. You recognize what tends to work and what tends to fail, regardless of market conditions or location. That’s where the real value is, and it doesn’t make much sense to keep it to yourself.

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I don’t see myself as anyone’s guru, and I’m not trying to be. But I do think there’s value in sharing real-world experience, especially when it comes from someone who’s still in the business every day. That’s one of the things I appreciate most about TIADA and this conference in particular. It brings together people who are actually doing the work, not just talking about it.

I’ve never been a big fan of buzzwords or complicated strategies. This business can get overcomplicated in a hurry if you let it. I believe in simple principles that work in the real world. The simpler, the better. That’s why I’ve always preferred learning from other dealers rather than consultants. Dealers are the ones out there taking the risk, wearing all the hats, and dealing with the day-to-day realities of running a store. In my view, BHPH dealers are a different breed.

One of the sessions I’ll be part of is a breakout panel called “This Business Doesn’t Have to Be Hard.” I didn’t come up with the title, but I like it. It captures what we’re trying to do. There’s a tendency in this business to make things more complicated than they need to be.

Processes get layered on top of processes, and before long, you’re spending more time managing the system than actually running the business.

There’s a lot we can unpack in that room. Take

forecasting as an example. For some reason, it’s an area where dealers often feel like they need complex models and spreadsheets. In reality, forecasting doesn’t have to be that difficult. If you understand your numbers and you’re consistent in how you track them, you can build a clear picture of where your business is headed without overthinking it.

We’ll also talk about one of the more common benchmarks you hear in BHPH, the idea that you need 200 notes to run a healthy operation. I’ve heard that number thrown around for years, and I’ve always wondered why it’s 200. Not 150 or 250, but 200. The truth is, there isn’t a one-size-fits-all number. What matters more is understanding the quality of those notes, how they perform, and how they contribute to your overall portfolio.

That conversation naturally leads into a bigger question: what should you actually be focusing on if your goal is to build something sustainable? It’s easy to get caught up in volume, but volume alone doesn’t guarantee success. If anything, it can create more problems if the underlying structure isn’t sound.

The other dealer on the panel and I both have decades of hands-on BHPH experience, and we’re still actively running stores. We’re not removed from the day-to-day challenges. We’re dealing with the same issues everyone

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else is dealing with, whether it’s underwriting decisions, collections strategies, staffing, or inventory management. That perspective matters because the business is always moving, and what worked five or ten years ago doesn’t always translate directly to today.

I’m also moderating a roundtable session called “Ask an Expert.” Between us, I probably would have called it something else, but the format is what makes it valuable. This is the session I’m most excited about because it’s completely open. There’s no script, no set agenda, just real questions from dealers in the room.

One area I’m hoping we spend some time on is building a stable and attractive portfolio. Once you have the right people and processes in place, the next step is figuring out how to strengthen what you’ve built.

That means understanding how your portfolio looks to others, whether that’s lenders, investors, or potential buyers.

There are real ways to improve the quality of your portfolio over time. Some of it comes down to discipline in underwriting. Some of it comes from knowing which deals to avoid entirely. Every store has patterns, certain makes, models, mileage ranges, or deal structures that consistently underperform. The key is identifying those patterns and making adjustments before they become costly.

We’ll likely touch on a few core areas that every dealer should be thinking about: The first is the three pillars of a sustainable BHPH operation: cash flow, profit, and CRR. Each one matters, but the real question is which one drives your business and how you protect it. Once you identify your primary driver, everything else should support it.

Another topic is scoring systems. They can be helpful, but they can also give a false sense of confidence.

At some point, you have to step back and ask whether your system is actually telling you the truth about your performance. I took a hard look at mine a while back and didn’t like what I saw. That was on me. Nobody else was going to fix it.

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We’ll also talk about portfolio management in a more practical sense. Are you actively measuring performance? Are you identifying problem deals early?

Have you thought about how much better your portfolio would look if you simply stopped taking on certain types of deals that consistently lose money?

Collections is another area where every dealer has to make tough decisions. We all have our own “battle lines,” the point at which we decide to act. Is it one day past due? Ten days? Thirty days? There’s no perfect answer, but there is a right answer for your business. The important thing is to be intentional about it. A fight is coming either way, so you might as well choose the timing and approach that gives you the best chance to win.

We’ll also discuss how charge-offs and interest income should relate to each other. Those two numbers should move together. When they do, it’s a sign that your portfolio is functioning the way it should. When they don’t, it’s usually an indication that something needs attention. That’s one of the metrics I pay close attention to, and it’s something every dealer can benefit from understanding.

At the end of the day, what I’m looking forward to most are the conversations. The back-and-forth. The questions that come from real situations dealers are facing right now. That’s where the value of a conference like this really shows up.

If you’re coming to TIADA in 2026, I hope you’ll make time to attend one or both of these sessions. Whether you’ve been in the business for decades or you’re still building your operation, there should be something useful you can take away. I’m just glad to be there sharing what I’ve learned, often the hard way, over a lot of years.

See you in San Antonio.

The TIADA Conference & Expo is recognized as one of the premier dealer conferences in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org.

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The Power of Membership.

Since 1944, TIADA has been and continues to be the only statewide organization for independent automobile dealers. You are connected with more than one thousand independent automobile dealers across Texas, who are all committed to creating a better image for the industry, while protecting our rights as business owners and increasing our bottom line. Individually, you are strong, but together, as an association, we are powerful.

Get involved with the association’s advocacy efforts, find out what policies may be affecting used car dealers. Have a say, make a difference.

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

YOUR

Join other successful dealers.

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

Education offerings designed with you in mind, your personal copy of the Texas Dealer magazine, twice monthly industry updates, exclusive access to industry articles—a wealth of knowledge at your fingertips.

VOICE

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The perks are many, starting with over $10,000 in auction and vendor savings through TIADA’s mobile app. Redeem just a few auction discounts and you’ve basically covered the cost of membership for the year.

KNOWLEDGE IS POWER DISCOUNTS

Get quick answers on industry, regulatory or compliance issues.

QUESTIONS? What?

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CREDIBILITY www.txiada.org/dealer_benefits

Share the power.

Recruit your fellow dealers.

Grow your association.

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feature

Intentional Operations: Turning Complexity into Control

O

ver the past eleven years in the Buy Here Pay Here space, I’ve learned something I wish someone had told me early on: this business doesn’t have to be as hard as we often make it. But it does require intention. Without it, the difficulty compounds quickly.

When you don’t have a firm grasp on your numbers, your processes, and your people, the business becomes reactive, unpredictable, and unnecessarily stressful.

That’s a big reason I’m excited to be part of this year’s TIADA Conference in San Antonio. I’ll be joining Jeff Owings and Cesar Torres on a dealer panel moderated by Russell Moore, and I’ll also participate in a roundtable focused on “Know Your Numbers.” Both conversations get to the heart of what separates operators who maintain stability from those who build something scalable and sustainable. Just as important, I’m looking forward to listening and learning from the dealers in the room.

Some of the most valuable insights I’ve gained over the years have come from those kinds of conversations.

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Featured Presenter Kaleb Bryan

Founder and CEO Auto Cave

The Early Misconception

Most of us enter this business because we recognize the opportunity. We see strong demand, we understand the margins, and we believe we can build something meaningful. What’s less obvious at the beginning is the operational complexity that comes with it.

Collections. Inventory. Reconditioning. Cash flow.

Compliance. Staffing.

At first, the natural response to that complexity is effort. We work longer hours. We stay closer to every decision. We push harder, believing that more effort will solve the problem. And for a while, it does. Early growth can mask inefficiencies. But eventually, the cracks show.

The business becomes difficult when you’re unsure how much capital is tied up in each deal. It becomes difficult when reconditioning decisions are inconsistent, when collections are reactive instead of structured, when inventory either sits too long or turns too 33

quickly without generating enough margin. In short, the business becomes hard when you’re operating without clarity.

And clarity doesn’t come from instinct. It comes from data, discipline, and structure.

The Turning Point: Moving from Instinct to Insight

The single biggest shift in my own approach came when I stopped relying on intuition and started relying on numbers. Not just high-level metrics like sales volume or cash on hand, but the underlying data that actually drives performance.

Cost in deal.

Break-even point.

Months on book.

Charge-off timing.

Collection efficiency.

Inventory cost trends.

When you begin to understand these metrics at a granular level, something changes. The business becomes more predictable. And predictability is what allows you to manage risk, plan for growth, and operate with confidence.

In today’s environment, this level of precision is not optional. Margins are tighter. Capital costs are higher.

Errors are more expensive. Every deal carries weight.

You need to know how quickly you recover your capital, how much exposure you’re carrying, and where inefficiencies are eroding your returns.

Every dollar you don’t track is a dollar you don’t control. And over time, a lack of control shows up in your results.

Simplifying the Business Through Intentional Design

When I say the business can be easier, I’m not suggesting it becomes easy. What I’m saying is that it can be simplified with the right structure in place. In my experience, a few core adjustments can significantly reduce complexity.

• Reduce operational variability.

Many operators unintentionally make their businesses harder by introducing too many exceptions.

Too many vehicle types. Too many deal structures. Too many one-off decisions. Simplifying inventory and standardizing processes creates consistency. And consistency reduces friction.

• Lower risk at the deal level.

One of the most impactful changes we made was reducing our cost per vehicle by roughly $2,000 without changing the type of vehicles we sold. That meant less capital at risk in every deal. The result was a lower break-even point and a more resilient portfolio. When

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risk per deal decreases, volatility decreases with it.

• Prioritize break-even over headline profit.

Profit matters, but break-even determines survivability. The faster you recover your capital, the more flexibility you have. In BHPH, flexibility is critical.

It allows you to absorb variability, make adjustments, and continue operating effectively even when conditions shift.

• Build a structured collections function.

Collections is not just another department. It is central to the health of the business. Without clear expectations, consistent follow-up, and accountability, collections become reactive. When collections are disciplined and process-driven, everything downstream improves.

• Invest in people with the same intention you apply to numbers.

Systems and data are only as effective as the people executing them. Alignment matters. Leadership matters. Culture matters. A team that understands expectations and operates with consistency reduces the burden on the business as a whole. Without that alignment, even the best-designed systems will struggle.

Where Many Operators Get Stuck

One of the patterns I see most often is that operators reach a certain level of success and then plateau. The business grows to a point where the owner is deeply involved in every decision, and that involvement becomes the bottleneck.

At that stage, the issue is rarely effort. It’s structure.

If your operation depends on constant oversight, it’s not scalable. If decisions aren’t guided by consistent data, they become inconsistent. And inconsistency leads to volatility.

Intentional businesses are built differently. They are designed to function with clarity. Decisions are guided by defined metrics. Processes are repeatable. Roles are understood. That doesn’t eliminate challenges, but it does make them manageable.

Why This Conversation Matters Now

The current environment has made these concepts more urgent. Cost pressures, shifting customer behavior, and tighter capital conditions have reduced the margin for error. In that context, discipline becomes a competitive advantage.

Dealers who understand their numbers can adjust more quickly. They can refine underwriting, manage inventory more effectively, and maintain healthier portfolios. Dealers who lack that clarity often find themselves reacting after problems have already developed.

That’s why conversations like the ones happening at TIADA are so important. They create space for T e x a s

D e a l e r

April 2026

operators to step back, evaluate their approach, and consider where adjustments are needed.

What Makes the TIADA Conference Valuable

What stands out about this conference is the quality of the dialogue. It brings together people who are actively operating in the business. These are not theoretical discussions. They are grounded in real-world experience.

The most valuable moments often happen outside the formal sessions. In conversations between panels. In discussions over meals. In quick exchanges where someone shares how they’re handling a specific challenge.

Those interactions provide perspective that’s difficult to find elsewhere. They offer practical insights that can be applied immediately. And they reinforce the idea that while every market is different, many of the underlying challenges are shared.

Personally, I’m approaching this conference with two priorities. First, to contribute by sharing what has worked and what hasn’t. Second, to listen carefully and learn from others. Some of the most effective changes I’ve made in my own operation came directly from conversations with other dealers.

A Practical Framework for Moving Forward

If there’s a takeaway I would emphasize, it’s this: intentionality should guide every part of your operation.

That starts with your numbers. Know them in detail. Review them consistently. Use them to inform decisions rather than confirm assumptions.

It extends to your processes. Document them.

Simplify them. Remove unnecessary variation.

Build systems that can operate without constant intervention.

And it includes your people. Set clear expectations. Provide structure. Hold teams accountable while giving them the tools to succeed.

When those three areas are aligned, the business becomes more stable. Less reactive. More controlled.

Welcome to TIADA Members who Joined February 2026

DEALER MEMBERS Aces Autos

Orlando Huc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5828 I-10, San Antonio, TX 78201

Arroyos Xclusive Cars LLC

Jesus Arroyo. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3438 SW Military Dr, San Antonio, TX 78211

Austin Fine Cars LLC

Mark Raza . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16405 Terrace Dr, Austin, TX 78728

Blanco Auto Sales

Luz Maria Cerra Blanco. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4802 Blanco Rd, San Antonio, TX 78212

Blue Line Motors Co LLC

Alejandro Rico. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11055 Gateway Blvd W, El Paso, TX 79935

Car One San Antonio LLC

Javier Camarillo. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1543 SE Military Dr, San Antonio, TX 78214

K1 Motors LLC

Karim Gaona-Abraham. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1203 Basse Rd, San Antonio, TX 78212

M Auto Center

Mohammad Ms Massoudi . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1115 Ellenwood, Dallas, TX 75217

M&L Auto Sales

Martin Farias . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 501 W Gibbs St, Del Rio, TX 78840

Phoenix Motors

Jesus G. Garza. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4414 S Panam Expy, San Antonio, TX 78225

Reyna’s Auto Sales, LLC

Ramon Flores Reyna. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3405 S Alamo Rd, Edinburg, TX 78542 Kyle Roller. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2526 Missile Road Ste 8, Wichita Falls, TX 76306

This business will always require effort. There’s no version of BHPH that runs on autopilot. But there is a version that runs with clarity.

Business doesn’t have to feel chaotic. It doesn’t have to rely on constant problem-solving. It doesn’t have to depend on instinct alone.

But it does require intention.

You have to choose to understand your numbers.

You have to choose to build systems.

You have to choose to lead your team with clarity and consistency.

T e x a s

Kaleb Bryan is a seasoned entrepreneur and operator in the automotive, real estate finance, and specialty lending space, with over 12 years of experience building, scaling, and managing lending platforms, dealerships, and real estate investments. As the founder and CEO of Auto Cave, Kaleb oversees operations on $13 million of deleveraged auto receivables and has advised on distressed portfolios for commercial lenders and banks. He is an active voice in the automotive finance community, an investor technology that advances the BHPH industry, and advocates for innovation, ethical lending practices, and operational transparency. Outside of business, Kaleb enjoys traveling with his family, ultra endurance running, and spending time in the sauna with friends and loved ones.

Roller Nguyen Enterprises, LLC dba R.N. Motors

Final Thought

April 2026

When those choices become habits, the business begins to change. The noise starts to fade. The stress becomes more manageable. And the operation starts to work with you, not against you.

I’m looking forward to continuing that conversation in San Antonio.

D e a l e r

Roy’s Auto Plaza

Roy Murguia. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1204 South Grand Street, Amarillo, TX 79104

San Pedro Motors LLC

Luis Buitron. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4000 San Pedro Ave., San Antonio, TX 78212

Southside Auto Center

Adil Auto Khan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2711 Goliad Rd, San Antonio, TX 78223

Steeple Auto

Stephen Marshall. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11419 FM 1960, Huffman, TX 77336

YourTrash-MyTreasure, LLC dba Moto-Vated

Irwin Glenn Adams . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 230 W Davis St, Luling, TX 78648

ASSOCIATE MEMBERS Chris Collins Inc

Jean Giurguis. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1701 South Figueroa #1097, Los Angeles, CA 90015

35

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$98 for two 1-hour videos

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$48 for the course

*Also available in Spanish

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

This course is FREE

To register visit Txiada.org/on _ demand Call us at 512.244.6060 or email us if you need assistance.

Texas Independent Automobile Dealers Association

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Participating in the certified pre-owned program Visit with the approved below to learn value vehicles of offering a CPO. means your providers dealership andabout thetheCPO offerproviders are held higher Visit withyou the approved belowtoto alearn about thestandard. value of offering a CPO. KIRK LAURITSEN

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Visit withinfo, thevisit approved providers below to learn about the or value offering a CPO. Txiada.org/TiadaCPOprogram For more info, visit Txiada.org/TiadaCPOprogram or call 512.244.6060.or call 512.244.6060.

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38

T e x a s

D e a l e r

April 2026

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IAA DFW*

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IAA FORT WORTH NORTH*

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AMERICA’S AUTO AUCTION CORPUS CHRISTI**

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IAA CORPUS CHRISTI*

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IAA AMARILLO*

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Austin ALLIANCE AUTO AUCTION AUSTIN**

ADESA DALLAS**

www.adesa.com 3501 Lancaster-Hutchins Rd., Hutchins, TX 75141 972.225.6000 GM: Mike Ciccarello Thursday, 9:30 a.m. $AVE : $200

AMERICA’S AA DALLAS**

www.allianceautoauction.com 1550 CR 107, Hutto, TX 78634 737.300.6300 GM: Hunter Dunn Thursday, 9:15 a.m. $AVE : $200

www.americasaa.com 219 N. Loop 12, Irving, TX 75061 972.445.1044 GM: Ruben Figueroa Tuesday, 12:00 p.m. / Thursday, 12:30 p.m. $AVE : $200

AMERICA’S AA AUSTIN**

DAX of ROCKWALL**

www.americasaa.com 16611 S. IH-35, Buda, TX 78610 512.268.6600 GM: Jamie McCollum Tuesday, 1:00 p.m. / Thursday, 1:00 p.m. $AVE : $200

www.daxofrockwall.com 1810 E I-30, Rockwall, TX 75087 972.771.9919 GM: Tim Clement Tuesday, 6:00 p.m. / Thursday, 2:00 p.m. $AVE : $200

IAA AUSTIN*

IAA DALLAS*

www.iaai.com 2191 Highway 21 West, Dale, TX 78616 512.385.3126 GM: Rick Hahn Tuesday, 9:30 a.m. $AVE : up to $200 Sell Fee 40

METRO AUTO AUCTION AUSTIN**

www.iaai.com 204 Mars Rd., Wilmer, TX 75172 972.525.6401 GM: Donnie Avant Wednesday, 9:30 a.m. $AVE : up to $200 Sell Fee

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MANHEIM DALLAS**

www.manheim.com 5333 W. Kiest Blvd., Dallas, TX 75236 214.330.1800 GM: Rich Curtis Tuesday, 9:00 a.m./Wednesday 9:00 a.m./ Friday 10:00 a.m. $AVE : $100

MANHEIM DALLAS FORT WORTH**

www.manheim.com 12101 Trinity Blvd., Fort Worth, TX 76040 817.399.4000 GM: Glenna Bishop Thursday, 9:30 a.m. $AVE : $100

METRO AUTO AUCTION DALLAS**

www.metroaa.com 1836 Midway Road, Lewisville, TX 75056 972.492.0900 GM: Scott Stalder Tuesday, 9:30 a.m./ Friday 10:00 a.m. $AVE : $200

El Paso AMERICA’S AUTO AUCTION EL PASO www.americasaa.com 7930 Artcraft Rd., El Paso, TX 79932 915.587.6700 GM: Judith Ayub Wednesday, 9:30 a.m. MST $AVE : $200

IAA EL PASO*

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MANHEIM EL PASO**

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D e a l e r

April 2026

IAA HOUSTON SOUTH*

Harlingen/McAllen IAA McALLEN*

www.iaai.com 900 N. Hutto Road, Donna, TX 78537 956.464.8393 GM: Ydalia Sandoval Tuesday, 9:30 a.m. $AVE : up to $200 Sell Fee

BIG VALLEY AUTO AUCTION**

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

Houston ADESA HOUSTON**

www.adesa.com 4526 N. Sam Houston, Houston, TX 77086 281.580.1800 GM: Keyvan Nayeri Wednesday, 9:30 a.m. $AVE : $200

AMERICA’S AUTO AUCTION CENTRAL HOUSTON**

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AMERICA’S AA HOUSTON**

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AMERICA’S AA NORTH HOUSTON** www.americasaa.com 1440 FM 3083, Conroe, TX 77301 936.441.2882 GM: Buddy Cheney Tuesday, 1:00 p.m. $AVE : $200

AUTONATION AUTO AUCTION - HOUSTON** www.autonationautoauction.com 608 W. Mitchell Road, Houston, TX 77037 218.506.3220 GM: Davis Cosmi Friday, 9:15 a.m. $AVE : $200

IAA HOUSTON*

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T e x a s

D e a l e r

www.iaai.com 2839 E. FM 1462, Rosharon, TX 77583 281.369.1010 GM: Patricia Rich Friday, 9:30 a.m. $AVE : up to $200 Sell Fee

MANHEIM HOUSTON**

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MANHEIM TEXAS HOBBY**

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Longview ALLIANCE AUTO AUCTION LONGVIEW** www.allianceautoauction.com 6000 SE Loop 281, Longview, TX 75602 903.212.2955 GM: Rocky Campbell Friday, 9:30 a.m. $AVE : $200

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Lubbock AMERICAS AA LONE STAR LUBBOCK** www.americasaa.com 2706 E. Slaton Road., Lubbock, TX 79404 806.745.6606 GM: Dale Martin Wednesday, 9:00 a.m $AVE : $75/Quarterly

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Lufkin GREATER LUFKIN AUTO AUCTION

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San Antonio AMERICA’S AUTO AUCTION SAN ANTONIO**

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ADESA SAN ANTONIO**

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IAA SAN ANTONIO SOUTH*

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MANHEIM SAN ANTONIO**

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Tyler GREATER TYLER AUTO AUCTION** www.greatertyleraa.com 11654 Hwy 64W, Tyler, TX 75704 903.597.2800 GM: Daylon Waynick Thursday, 2:30 p.m. $AVE : $200

Victoria VICTORIA AUTO AUCTION**

www.victoriaautoauction.com 835 Industrial Park Drive, Victoria, TX 77905 361.576.0058 GM: Shelly Griffin Thursday, 11:30 a.m. $AVE : $100

Waco ALLIANCE AUTO AUCTION WACO**

www.allianceautoauction.com 15735 I-35 Frontage Road, Elm Mott, TX 76640 254.829.0123 GM: Christina Thomas Friday, 9:45 a.m. $AVE : $200

Wichita Falls DAX of WICHITA FALLS**

www.daxofwichitafalls.com 2206 Sheppard Access Rd., Wichita Falls, TX 76306 940.720.0435 GM: Lisa Shelton Every Other Wednesday, 5:00 p.m. $AVE : $200 41

behind the wheel

by Trevor

Jennings

In the Room Where It Happens

O

ver the past few weeks, TIADA has had the opportunity to spend time in person with dealers across the state — through education sessions, town hall conversations, and events like our recent Legislative Day. Each setting looked a little different, but one thing was consistent — the most valuable parts of those events weren’t always on the agenda.

They happened in the conversations around them.

Dealers comparing how they’re handling changes in the market. Sharing what’s working — and what isn’t. A question about one issue quickly turns into a broader conversation that ends up being just as valuable as anything on the agenda.

In many cases, those conversations don’t lead to a single answer — they lead to better questions, new perspectives, and a clearer understanding of how others are navigating the same challenges.

That kind of exchange is hard to replicate anywhere else.

It’s easy to focus on the scheduled content — the

TIADA EXECUTIVE DIRECTOR

presentation, the topic, the takeaway. And those things matter. But what stood out over the past few weeks is how much value comes from simply being in the room with others who are navigating the same challenges.

That’s something we’ll continue to build on.

Our Annual Conference this summer is an extension of that same idea — creating space for both structured education and the conversations that happen alongside it. The agenda matters, but just as important is the opportunity to step outside of your day-to-day and connect with others who are working through the same environment.

Because as that environment continues to shift — whether it’s technology, market conditions, or regulations — staying connected to what others are seeing and experiencing becomes more important. Not just to react, but to stay ahead.

We appreciate everyone who has taken the time to engage with TIADA in person recently, and we look forward to continuing those conversations in the months ahead — wherever they happen.

“...agenda matters, but just as important is the opportunity to step outside of your day-to-day and connect with others who are working through the same environment.”

42

T e x a s

D e a l e r

April 2026

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