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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
VICE PRESIDENT, WEST TEXAS (REGION 1)
Jose “Pepe” Muñoz/Gael Auto Sales 7661 Alameda Ave. El Paso, TX 79915
VICE PRESIDENT, FORT WORTH (REGION 2)
Matt King/Matt King Motor Company. 2715 W. Pioneer Pkwy. Arlington, TX 76013
VICE PRESIDENT, DALLAS (REGION 3)
Lucas Ponder/Auto Smart 4545 N. Stateline Ave. Texarkana, TX 75503
VICE PRESIDENT, HOUSTON (REGION 4)
Christina Sabillón/Mi Tierra Auto Sales 4545 Spencer Hwy. Pasadena, TX 77504
VICE PRESIDENT, CENTRAL TEXAS (REGION 5)
Harry Buchelly/Discovery Auto Sales 8140 North Lamar Blvd. Austin, TX 78753
VICE PRESIDENT, SOUTH TEXAS (REGION 6)
Chad Lancaster/Chacon Autos 1400 SE. Military Dr. San Antonio, TX 78214
VICE PRESIDENT AT LARGE
Cesar Torres/Lofi Motors 4634 Ayers St. Corpus Christi, TX 78415
VICE PRESIDENT AT LARGE
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
There is tremendous value in being an active member of your state dealer association. Looking back, I can honestly say it has been one of the most important decisions of my career.
I attended my first conference in 2011, and it completely opened my eyes to how important involvement in the association truly is. Before that, I saw the association from the outside. But once I attended, networked, and listened to the dealers and leaders around me, I quickly realized the impact these organizations have on our businesses, our industry, and our future.
I remember looking up to many of the well-known dealer members at the time. They were respected, knowledgeable, professional, and always setting the example for others. They were the dealers everyone listened to because they stayed informed, stayed involved, and genuinely cared about improving the industry. Seeing that inspired me to become more active myself.
Over the years, I made the commitment to get involved. I began attending the yearly conferences consistently, serving on different committees, participating in Day at the Capitol in Austin, and learning as much as I could from those around me. Today, I am proud to serve on the Board of Directors for my sixth year, and I can honestly say the experience has helped shape both my business and my personal growth as a dealer.
One of the greatest benefits of association involvement is the relationships you build. You make incredible connections with fellow dealers and industry partners who
by Cesar Stark S&S Motors (El Paso) TIADA SECRETARY
understand the challenges and opportunities we face every day. Some of those connections eventually become lifelong friendships, and many become mentors who are willing to share their experiences, guidance, and wisdom to help you succeed.
Another major benefit is education. Our industry is constantly changing, and staying informed is critical. The education provided through conferences, training sessions, legislative updates, and networking opportunities helps dealers continue learning every day. It allows us to grow our businesses responsibly, improve operations, stay compliant, and better serve our customers.
Involvement also gives dealers a voice. The decisions being made at the state level directly impact our businesses. Whether it involves regulations, licensing, compliance, or legislative changes, it is important for dealers to stay engaged and support the associations that advocate on our behalf.
My advice to any dealer, especially newer dealers, is simple: get involved. Attend the conferences. Participate in meetings. Volunteer for committees. Build relationships. Learn from those who came before you. The more involved you become, the more value you will receive in return.
Associations are only as strong as the members who participate in them. Together, we strengthen our industry, support one another, and help ensure a better future for independent dealers across our state.
Get involved. Attend the conferences... Build relationships... The more involved you become, the more value you will receive in return.
Join the list of those who have already contributed in 2026.
Barrett, Stephen
Brown, Mark Anonymous
Goodman, Jason
Gregory, Tommy
Hagler, Keith & Marcia
Ingram, Blake
Munoz, Jose
Ponder, Lucas
Rodriguez, Edgar
Simmons, Tyler
Zak, Gregory
2026 Contributions updated at time of publication.
Please fill out the form on the back of this page to help our efforts out at the Capitol!
feature
Navigating Today’s Retail Auto Market: Insights from the Front Line
The retail auto industry continues to shift, and independent dealers are seeing those changes play out in real time. From inventory challenges to more informed customers, today’s environment requires dealers to stay sharp, adaptable, and intentional in their approach.
What We’re Seeing in the Market
One of the biggest trends right now is increased price sensitivity. With higher interest rates impacting affordability, customers are taking more time to make decisions and are shopping multiple dealerships before committing. That means longer sales cycles and more competition for every deal.
Inventory has improved, but finding the right units especially in affordable price ranges remains a challenge. Demand is still strongest for reliable, budgetfriendly vehicles, which can be difficult to source consistently.
We’re also seeing a major shift toward digital behavior. Customers are doing their homework before ever stepping onto the lot. They’re comparing prices, checking vehicle history, and forming opinions early. By the time they reach out, they expect transparency, speed, and a straightforward process.
Best Practices for Today’s Dealer
Featured Presenter
Keep the Process Simple and Transparent
4.
Customers value a smooth, honest buying experience. Clear expectations and no surprises build trust and drive repeat business.
Leveraging the Right Resources
Independent dealers have strong support systems available, including organizations like the Texas Independent Automobile Dealers Association. These resources provide education, compliance support, and industry insights that
In this kind of market, strong fundamentals make the difference.
Price it Right from the Start
In addition, leveraging technology such as CRM tools, inventory management systems, and digital retailing platforms can improve efficiency and enhance the overall customer experience.
Final Thoughts
Vehicles priced to market generate more engagement and sell faster. Waiting too long to adjust pricing can lead to aged inventory and missed opportunities.
Speed Matters
Responding quickly to leads is critical. Today’s customer isn’t waiting hours for a response they’re moving on.
Focus on Turn
2. 1. 3.
Balancing gross with inventory turn is key. Moving vehicles efficiently helps maintain cash flow and reduces exposure in a changing market.
This market isn’t easy, but it’s full of opportunity for dealers who are willing to adapt. Staying disciplined with pricing, responsive with customers, and engaged with industry resources will continue to set successful dealers apart.
The dealers who evolve with the market, rather than reacting to it will be the ones who continue to grow. We are stronger together: use your resources, build real partnerships, and move as one. When dealers unite, everybody wins.
The TIADA Conference & Expo is recognized as one of the premier dealer conference s in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org
Nory Pakravan 210 Auto Credit
legal corner
Long-Time Observer Recalls Half-Century of Change
It was in December of 1976 that the newly licensed attorney and a group of dealer-association board members met each other for the first time in Corpus Christi. That the association — TIADA — needed an attorney was generally agreed upon. That the green attorney — me — needed a job was an absolute given. So it was decided after a brief courtship, with mutually suspicious glances, that the association would embrace the enemy as its own and the attorney would, for better or worse, take on this group as his first client.
The architect of this marriage was the late I.J. “Irv” Berrier, then executive vice president, who had guided the association to its then high watermark in membership (over 1500) and had managed to build a sizeable reserve in the bank with annual dues of just $150 per member. His plan was to provide legal consultations as a member benefit and to include informative articles in the monthly newsletter (later to become the Texas Dealer magazine).
Berrier was able to convince the reluctant attorney to agree to at least two years of service so the association could hopefully recapture its investment. Somehow that unlikely relationship would surpass the agreed-upon minimum by at least 48 years.
During that time I have witnessed the retirement (and, in some cases, the death) of many of the veteran leadership of the group; the transformation of the middle-aged central core of the membership
to senior citizen status; and the emergence of second- (third and fourth-) generation dealers as the new leadership.
I have also witnessed fortunes made and fortunes lost, and some individuals have even repeated the cycle several times.
I’ve watched the industry itself evolve. Fifty years ago the association was fairly evenly split between
by Michael W. Dunagan
TIADA COUNSEL
flourished. It has survived regulatory attacks, class-action suits, gas shortages, the collapse of oil and real estate prices, high interest rates, insurance-plan failures, and multiple recessions. Or, more likely, it is precisely because of these things that it survived.
TIADA has in recent years, under the leadership of a succession of effective presidents and other of-
TIADA has in recent years, under the leadership of a succession of effective presidents and other officers, and the guidance of a very professional staff, soared to a level of effectiveness for its members that couldn’t have been dreamed of five decades ago.
dealers who sold later-model merchandise with third-party financing, and those who sold older cars to people with less-than-perfect credit, carrying the paper in house. Today, the dealers from the first category have been replaced by “retail” dealers who rely primarily on sub-prime financing sources. There are now many more independent dealers that fit into the second category.
Yet, with all these changes, the association has survived and
ficers, and the guidance of a very professional staff, soared to a level of effectiveness for its members that couldn’t have been dreamed of five decades ago.
Here are some highlights of my first 50 years of representation of TIADA. Just recalling these victories for the state’s dealers has rekindled my pride in what TIADA has accomplished against incredible odds and my respect for the men and women who led the way. It is hoped that this list of highlights
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
Complying with the Safeguards Rule
Offered in English and Spanish
Repossession 101: What You Need to Know Video Course
The Basics of Transferring Titles
Offered in English and Spanish
The Deal Jacket
Offered in English and Spanish
Legal Reference Books
Attorney Mike Dunagan’s must-have repossession and financing books for BHPH dealers.
save the date!
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
Curso 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.
Texas 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)
will enlighten the new generation of dealers to the benefits they derive from the labors and sacrifices of prior generations, and inspire them to carry on the momentum.
The FTC Fight
On my first day on the job in 1976, I was given a file containing the FTC’s Proposed Trade Regulation on Used Cars. The proposal contained a mandatory 72-hour cooling off period and required dealers to post a list of component systems marked “OK” or “not OK.” The effect was that marking “OK” on anything created an express warranty. There was no organized opposition nationally, and only a few state associations (including Texas) had filed protests.
Furious at the government for such a ridiculous intrusion into his business, and vowing to stop the proposed rule, the late Marvin Ivy of San Antonio ran for president of the national IADA with the intention of changing things. He was elected and promptly oversaw the transformation of NIADA into a lean fighting machine that for the first time took on an active lobbying and industry-spokesperson role.
Ivy oversaw the hiring of the group’s first professional association executive, the retention of the services of an effective lobbyist, and began a fund-raising and membership campaign. The furious last-minute effort resulted in a much watered-down rule (the so-called “buyer’s guide” rule that we currently have) being passed, and NIADA was well on its way to becoming the association it is today. I’ve always felt that Ivy never got the credit he deserved for leading both developments. And, I’ve always marveled at the way that some modest, unassuming men emerge in a time of crisis to successfully take the mantle of leadership.
Every time a dealer posts a buyer’s guide, he or she should thank Marvin Ivy that he or she doesn’t have to grant a 72-hour-cooling-off period and doesn’t have to give a mandatory warranty on the vehicle.
Dealer Licensing and the Bond
In 1983, the dealer license was little more than a permit that authorized the holder to use metal dealer tags and to avoid sales tax on the purchase of inventory. There was no prohibition on anyone else buying and selling cars as a business or otherwise. Curbstoning was a legal way to do business. Working with TADA, the state’s franchised-dealer association, TIADA pushed for and passed legislation that set minimum premises requirements, and limits on unlicensed sales. Additionally, the requirement that independent dealers have a $25,000 bond was imposed for the first time. Now, it seems that no one questions the bond which has since been raised to $50,000.This anti-curbstoner legislation was attached in court, but survive the challenge.
Liability Insurance Protection
Prior to 1989, vehicle lien holders had no legal claim to insurance proceeds paid to their customers by liability insurance carriers. With damaged collateral and a debtor flush with insurance money to finance a new car, the lien holder was often left holding the bag. But in 1989 TIADA sponsored legislation that placed a statutory lien on liability insurance proceeds for recorded lien holders. In terms of benefit-to-cost, this bill surely ranks up there as dealers have collected untold amounts that would have been lost under prior law. Our law firm still regularly sends demand letters to unbelieving insurance companies, which often results in a check being sent to a dealer who had been excluded from the initial settlement. If it is necessary to file suit to enforce the lien-holder’s rights, more recent TIADA-sponsored legislation provides for the recovery of attorney-fee expenses for the successful claimant.
Sales Tax Reform Act of 1993
For years, Texas dealers faced an unpleasant dilemma: (1) advance 100 per cent of sales tax up front and lose profitability; or (2) don’t pay sales tax up front and risk being put out of business by an audit from the comptroller. Many dealers took their chances with the latter option and got caught, resulting in million-dollar assessments. Others covered up the problem with creative bookkeeping. Some lucky ones never got caught.
The late Jim Watson of Dallas
knew there had to be a better way. Watson organized the Fair Tax Committee and convinced Bill Plaster of Dallas to chair it. Facing impossible odds, Watson and Plaster, with the help of Roy Carlson of Fort Worth and Don Fincher of Houston, and too many others to name, raised the necessary money to begin a lobbying campaign, and undertook to achieve what has been described as an impossible task. Comptroller John Sharp signed off on the deferred-sales-tax approach for seller-finance dealers, which eliminated the last obstacle. After
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)
the tax reform bill passed, TIADA’s membership shot up to its highest level in many years.
Many, if not most, BHPH dealers probably don’t even know that there was a time when deferredsales-tax didn’t exist. Those dealers who led the charge deserve our heart-felt appreciation.
Elimination of Liability Insurance Proof at Transfer
One of the biggest headaches that dealers faced through much of the 90’s was the convergence of (1) the requirement that dealers handle all title transfers on vehicles they sold, and (2) the requirement that proof of liability insurance in a buyer’s name be presented with all title transfers. When buyers failed to bring in proof of insurance by the time title had to be transferred, dealers became sitting ducks for state enforcement officers who issued fines for failure to timely transfer title.
Again working with TADA, our association pushed for legislation that would exempt dealers from being the liability insurance police. While there might still be plenty of dealers who don’t timely transfer title, the honest, law-abiding dealer was, upon passage of this legislation, again able to timely transfer and record its lien, without waiting for the customer to bring proof of liability insurance.
Independent Dealer Appointed to MV Board
In 1997, the legislature restructured the Motor Vehicle Board to include two dealer positions. Then Gov. George W. Bush appointed Houston dealer Patricia Harless of Fred Fincher Motors as the first ever independent dealer to serve on the Board. The importance of having representation for independents on the board that sets dealer regulation policy can’t be overstated. Since that time, we’ve always
had an independent dealer serving on the board.
Attack of the $225 Import Fee
In search of new sources of painless revenue, the legislature, in a late-night session, passed a bill that would create a $225 fee on all vehicles imported into the state (including fleets and wholesale inventories). Out-of-state fleet sellers quickly began making plans to keep their vehicles out of Texas, fearing the fee would reduce their value. TIADA, working with Texas wholesale auctions and new car dealers, led a constitutional challenge to the new law. We were able to have the law declared unconstitutional, averting a major impediment to the free flow of inventory vehicles into the state.
Defeat of the Dealer Class-Action
It came out of the blue, leaving hundreds of Texas independent dealers nervous and fearful. Coordinated class-action law suits were filed in multiple Texas cities accusing BHPH dealers of cheating their customers out of hundreds of millions of dollars by charging sales tax that was allegedly never paid to the state. The fact that the suit would eventually be shown to be groundless didn’t change the fact that these dealer/defendants were facing significant liability. Thankfully, dealers Gary Sayre , Blake Ingram , Robert Milligan , Phil Lathrop, and Don Fincher (and, again, others too numerous to name) stepped up the plate and organized a big-time legal defense effort that would eventually shut the class action down.
The Election of a BHPH Dealer to the Legislature
The election of Patricia Harless of Houston to the Texas Legislature heralded a new era of government involvement and respect for our
industry. Harless, who had previously been appointed and reappointed to the Motor Vehicle Board by Governors George Bush and Rick Perry, has been a strong advocate for free enterprise and minimum government interference with small businesses. The election of one of our own to the Legislature was a major breakthrough for the industry and has set the tone for further involvement by our members in government service. Harless’s husband and co-owner, Sam Harless, was later elected to the same legislative seat for multiple terms.
Mechanic’s Lien Reform
TIADA-sponsored bills passed in 2009 and 2015 have helped car
While a valid mechanic’s lien is still superior to a prior recorded mortgage lien, the two bills have made it easier to challenge fraudulent or fictitious claims. Also, the bills made it harder for third-party repair-financing companies, set up to take assignment of mechanic’s liens, to claim a lien superior to a car-creditor’s lien.
Elimination of VTR 136
Prior to the 2021 legislative session, dealers were required to have each buyer sign at closing a Form VTR 136 in which the buyer could designate any of the 254 counties in the state as the place the dealer would have to file the transfer paperwork. The 2021 law authorized a dealer to file transfer papers in
paperwork. This change also eliminated the need to have a VTR 136 filled out, signed and placed with the dealer’s file.
There are many other persons and events that make up 50 years of TIADA memories and successes, but I don’t have the time or the space to list them all. My hope is that this list offers a guide to anyone who has asked the question: What has TIADA ever done for me, and why should I be a member?
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,
by TIADA Staff
LEADER OF THE PACK
How
John Clay Wolfe Built One of the Most Aggressive Vehicle Liquidity Engines in the U.S. Wholesale Market
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, GIVE ME THE VIN™ is one of the largest, most powerful wholesale trading platforms in the U.S. automotive market with annual revenues approaching $2 billion. 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 GIVE ME THE VIN™, Wolfe expanded operations to include GMTV Classic & Collector and GMTV LUX Exotic & Luxury.
Wolfe’s journey offers more than just inspiration; it provides a blueprint for surviving market shifts, mastering auction psychology, and preparing for an AI-driven future.
“It’s all about desirability. No bad car, just bad prices. Your job is to know what prices to score them at.”
~John Clay Wolfe, GIVEMETHEVIN.COM
His road to success was nothing shy of a great American tragedy. However, anything Wolfe puts his mind to, he achieves. He is a high-risk, high-speed operator with an instinct for market timing and an unparalleled work ethic that has allowed him to defy adversity over and over again.
The Making of a Mastermind
A highly driven and successful entrepreneur since his youth, Wolfe has owned and sold numerous businesses throughout the course of his career. As a die-hard car enthusiast, he has worked in the automotive industry since 1991. He made his first million at 27 years old. In 1996, he was an early pioneer in online vehicle acquisition with Inventory Management Specialist, LLC, (IMS) which would become GIVE ME THE VIN™. His key to success was having the foresight to create a commodity-driven market as a wholesaler, buying and selling cars through auctions. He also has the right mindset and personality to
thrive in the adrenaline pumping world of auto auctions that largely mimics traders on the floor of the New York Stock Exchange, which he learned from his step-father who had a seat on the NYSE.
In 2004, Wolfe had a tragic motocross accident that nearly severed his spinal cord. Only 32 years old, he was told he would never walk again. During his months-long hospital recovery, his wife of eight years and mother to their one-year-old daughter divorced him. He also learned his controller was embezzling Wolfe Ford, Dodge and Chevrolet, aka Vernon Auto Group, putting them at risk of bankruptcy. He was forced to liquidate his assets like his plane, his ranch, IMS, his Shreveport Auto Auction, and numerous real estate holdings.
Wolfe likens his mindset during this period to Lieutenant Dan in Forrest Gump, screaming at the storm. He has said about this moment in his life, “You are going to have to kill me. I have a mission to come back. I might as well be dead, so let’s see if we can pull this off.” He took his one remaining asset, a small dealership in Vernon, Texas, and used it as the laboratory for what would become the national industry standard in how cars are bought and sold.
Emerging from these depths, he turned to radio, something he began to explore prior to the accident, but was even more motivated to do so after. He knew he could efficiently and effectively reach the biggest audience possible to promote his business while confined in a wheelchair behind the mic. On air, he challenged listeners to call in with their cars for sale, their descriptions, and then he’d make on-air, sight-unseen offers. This was the genesis of GIVE ME THE VIN™ as Wolfe recognized a fundamental shift in consumer behavior — the desire for transparency and speed.
With his encyclopedic knowledge of cars and overall industry expertise laced with heavy comedic entertainment elements, his show experienced rapid growth as his business became more profitable. Over the last 20 years on air, The John Clay Wolfe Show has evolved into one of the most listened-to Saturday radio programs syndicated on nearly all FM rockers that matter in the U.S.
Fans, the most loyal of which are affectionately known as “the wolfe pack,” enjoy 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 65 stations nationwide and live on his YouTube channel from 8 a.m. to noon CT, The John Clay Wolfe Show was and still is a huge lead generator, allowing him to scale GIVE ME THE VIN™ to what it is today.
Consumer Buying: The Sight-Unseen Movement
Radio is such an intimate medium where listeners feel a one-on-one connection with their favorite hosts.
Wolfe easily made that connection with his audience, which evolved and allowed him to experience exponential growth as he consistently added radio stations across the country where he installed GIVE ME THE VIN™ offices. Buying cars from listeners, sight-unseen, set him apart from his competitors. By pricing for imperfection and building a model that could absorb risk at scale, he was able to demonstrate trust in the customers and their descriptions of the cars they were selling.
As technology and entertainment evolves, Wolfe has been employing social media initiatives alongside radio. 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 has been doing this throughout his 30-year career, only now, he puts it on camera to share. His social media/video efforts eclipse over 10 million monthly views.
By becoming a media personality, Wolfe has humanized the wholesale process. Building his personal brand has been the most effective hedge against the national big box competitors. Additionally, simplicity wins! GIVE ME THE VIN™’s best practices reduce friction in the consumer acquisition process, which is the primary driver of volume.
Auction Remarketing: Sell it Today Philosophy
After his recoil comeback at 40 years old, Wolfe sought mentorship from Northeasterner Robert Hollenshead, known as “The King” of wholesale worldwide. From Hollenshead and his own experience in his Manheim Dallas lanes, Wolfe developed a remarketing strategy that defies traditional dealer logic — the “sell it today” philosophy.
Hollenshead helped Wolfe develop his auction strategy while Wolfe helped Hollenshead with his user interface, deployment strategy, and fine tuning of the valuation tool known by many: Accu-Trade. Wolfe begged Hollenshead to keep Accu-Trade in house for their own use. However, Hollenshead insisted on selling it to a larger outfit with a sales force, ultimately resulting in the sale to Cars.com. Wolfe was developing a new product called PowerBuyer and wanted to do it with Hollenshead as their final opus, but due to non-competes, Wolfe had to venture on his own.
Ironically, during his time at SMU, Wolfe was awarded a patent in 1996 for his “ATC-Automated Telenet Computer” which he moved to Boise Idaho one week after graduation to develop under a joint venture with Micron Technologies. Wolfe was also a bar owner during college and a concert promoter in the early 90’s. Point being, marketing, tech, and the car commodity was the beginning of Wolfe’s career. It took decades to create the “over- night” success everyone hears about today.
Wolfe’s “sell it today” philosophy is a big part of that success. Most dealers avoid taking a loss. They protect their inventory with high floors, often letting a car sit for weeks rather than taking a haircut. Wolfe’s strategy is the opposite. He prioritizes inventory velocity over per-unit margin, understanding that capital turnover, not individual wins, drives long-term profitability. He states, “Get all you can for everything, but get them all gone.”
Wolfe has transformed his auction lanes into a high-stakes performance. He treats the auction like a stage where he jokes, yells, and cajoles. The take-away is clear: remarketing is an active, not passive, process. Whether it’s the selling of a commodity F-150, $150,000 1979 Chevelle, or a million-dollar Carrera GT, the presentation and energy of the seller dictates the room’s confidence.
Embracing AI
Wolfe realized early on that his encyclopedic brain for car values could be scaled through computer programming. Using proprietary data and AI systems modeled after his own pricing logic, the company can handle an exponential number of vehicles annually. The utilization of tools that analyze real-time market trends, local demand, and other data points are essential.
Whether it’s spotting a trend in classic Corvettes or predicting a spike in used EV demand, the dealers who lean into predictive analytics will stay ahead of the curve. It can also streamline back-office operations.
The Super Bowl is Every Day
It’s important to note that 18 months after his “never going to walk again” accident, he was indeed walking. Despite a slight limp, he still has his swagger and an indomitable spirit. For Wolfe, he didn’t just rebuild his life, he rebuilt the wholesale model.
Because the car market is cyclical and values are fluid, he treats every auction with the same level of preparation, intensity and commitment as if it were a championship game. He doesn’t believe in holding cars for a better day. He believes in selling to the current market immediately because, as he says, “We are selling today’s market...every day is the Super Bowl.”
The TIADA Conference & Expo is recognized as one of the premier dealer conference s in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org
Repossession 101: What You Need to Know
Dealer Academy
This is a video course with
Michael W. Dunagan
TIADA General Counsel, author of Dealer Financing of Used Car Sales and Texas Automobile Repossession: A Lien Holder’s Legal Guide.
In this two-part video course TIADA counsel Michael Dunagan answers repossession related questions for both the dealer starting out and those dealers who want a refresher. Dunagan goes through the basics of selfhelp repossession, repossession when a client has filed bankruptcy, and using the courts to regain collateral through sequestration. The course also covers all the repossession letters and includes a downloadable deck of slides to follow along with the course.
• Preliminary Considerations Before Repossession
• When is a Customer Considered in Default
• Avoiding Liability from Repossession
• Types of Disposition
• Required Notices to the Debtors
• Handling Personal Property
• Using the Courts to Get Your Car Back Registration $98 for two 1-hour videos
for more information.
TIADA Auction Directory
as of May 1, 2026
Save thousands on buy or sell fees at these participating auctions!
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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* www.iaai.com
14751 Marina Ave., El Paso, TX 79938
915.852.2489
GM: Hector Escobar Wednesday, 9:30 a.m. MST
$AVE : up to $200 Sell Fee
MANHEIM EL PASO** www.manheim.com
485 Coates Drive, El Paso, TX 79932
915.833.9333
GM: JD Guerrero
Thursday, 10:00 a.m. MST
$AVE : $100
Harlingen/McAllen
IAA M c ALLEN*
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**
www.americasaa.com
2000 Cavalcade Street, Houston, TX 77009
713.644.5566
GM: Joshua Gardner
Wednesday, 12:00 p.m.
$AVE : $200
AMERICA’S AA HOUSTON**
www.americasaa.com
1826 Almeda Genoa Rd., Houston, TX 77047
281.819.3600
GM: Kyle Drake
Thursday, 1:00 p.m.
$AVE : $200
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*
www.iaai.com
2535 West. Mt. Houston, Houston, TX 77038
281.847.4700
GM: Alvin Banks
Wednesday, 9:30 a.m.
$AVE : up to $200 Sell Fee
IAA HOUSTON NORTH*
www.iaai.com
16602 East Hardy Rd., Houston-North, TX 77032
281.443.1300
GM: Aracelia Palacios
Thursday, 9:30 a.m.
$AVE : up to $200 Sell Fee
IAA HOUSTON SOUTH*
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**
www.manheim.com
14450 West Road, Houston, TX 77041
281.890.4300
GM: Nick Hanson
Tuesday, 9:30 a.m.
$AVE : $100
MANHEIM TEXAS HOBBY**
www.manheim.com
8215 Kopman Road, Houston, TX 77061
713.649.8233
GM: Darren Slack
Thursday, 9:00 a.m.
$AVE : $100
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
IAA LONGVIEW*
www.iaai.com
5577 Highway 80 East, Longview, TX 75605
903.553.9248
GM: Ulysses Else Thursday, 9:30 a.m.
$AVE : up to $200 Sell Fee
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
IAA LUBBOCK*
www.iaai.com
5311 N. CR 2000, Lubbock, TX 79415
806.747.5458
GM: Chris Foster
Tuesday, 9:30 a.m.
$AVE : up to $200 Sell Fee Lufkin
GREATER LUFKIN AUTO AUCTION
www.greaterlufkinaa.com
2109 N. John Reddit Dr., Lufkin, TX 75904
936.632.4299
GM: Mitchell Connor Thursday, 5:30 p.m.
$AVE : $200
Midland Odessa
IAA PERMIAN BASIN*
www.iaai.com
701 W. 81st Street, Odessa, TX 79764
432.550.7277
GM: Luther Young Thursday, 9:30 a.m.
$AVE : up to $200 Sell Fee
San Antonio
AMERICA’S AUTO AUCTION
SAN ANTONIO**
www.americasaa.com
13510 Toepperwein Rd., San Antonio, TX 78233
210.298.5477
GM: Brandon Walston Tuesday, 9:00 a.m
$AVE : $200
ADESA SAN ANTONIO** www.adesa.com
200 S. Callaghan Rd., San Antonio, TX 78227
210.434.4999
GM: Tom Ausdenmoore Thursday, 9:00 a.m.
$AVE : $200
IAA SAN ANTONIO SOUTH* www.iaai.com
11275 S. Zarzamora, San Antonio, TX 78224
210.628.6770
GM: Dawn Threatt Monday, 9:30 a.m.
$AVE : up to $200 Sell Fee
MANHEIM SAN ANTONIO** www.manheim.com 2042 Ackerman Road, San Antonio, TX 78219 210.661.4200
GM: Sandra Santas Wednesday, 9:00 a.m.
$AVE : $100
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
Sunday July 19, 2026
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
Full Conference Member Registration (includes Welcome Reception, Monday & Tuesday Education/Sessions, Expo Hall, Lunch on Monday & Tuesday, and Awards Reception & Dinner)
1st* Registrant
2nd* Registrant *
3rd + additional Registrant *
Meet the Conference Recruitment Challenge Goal: Five (5) New Recruited Members Register by June 19th save $150 per person
Day Dealer Pass (Monday or Tuesday)
Conference Non Member Registration (Dealers Only)
*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
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The Reality of Ownership
La realidad de ser dueño de negocio
After 18 years in business, I’ve come to understand that the reality of ownership is far different from what I first envisioned. Like many entrepreneurs starting out, I believed owning a business would bring flexibility, smooth operations, and steady growth with minimal obstacles. In the early years, that didn’t feel far from the truth. Workflows were predictable, compliance was manageable, and the economic environment felt stable. I was confident in my direction and believed I had a solid grasp on how to grow and sustain the company.
Después de 18 años en el negocio, he llegado a entender que la realidad de ser dueño es muy diferente a
Over time, running a business becomes more than a job — it becomes a craft. And like any craft, it requires patience.
lo que imaginaba al principio. Como muchos emprendedores, pensé que tener un negocio significaría flexibilidad, operaciones fluidas y crecimiento constante con pocos obstáculos. En los primeros años, eso no parecía tan lejos de la realidad. El trabajo era predecible, las regulaciones eran manejables y el entorno económico era estable. Me sentía segura de mi dirección.
Back then, success seemed to follow a simple formula: understand your operations, stay consistent, and remain disciplined. Challenges came up, but they were manageable, and the solutions often felt straightforward. There was a sense of control that made ownership feel both
Maria Pericaz Owner Express Auto Financial LLC
Featured Presenter
rewarding and sustainable.
En ese momento, el éxito parecía sencillo: entender tu operación, ser constante y mantener disciplina. Los retos existían, pero eran manejables. Había una sensación de control que hacía que el negocio fuera gratificante.
Over time — especially in the last eight years — that predictability began to shift.
Pero con el tiempo — especialmente en los últimos años — todo empezó a cambiar.
The business landscape evolved quickly, and I had to adapt in ways I hadn’t anticipated. Technology became a major driver of change. Systems that once worked efficiently became outdated, and staying competitive meant constantly learning and implementing new tools. At the same time, customer expectations increased. Today’s customers are more informed, more connected, and expect faster, more flexible service. Meeting those expectations requires awareness, speed, and a willingness to evolve.
La industria evolucionó rápidamente. La tecnología se volvió una parte clave, obligándonos a aprender constantemente. Sistemas que antes funcionaban bien quedaron obsoletos, y mantenerse competitivo significó adaptarse. Al mismo tiempo, los clientes cambiaron. Hoy están más informados, más conectados y exigen rapidez y flexibilidad.
shows how much the workplace has evolved.
La cultura laboral también cambió. Antes pedía a mi equipo que no usara el celular en horas de trabajo. Hoy, esos dispositivos son herramientas esenciales. Se utilizan para comunicación, operaciones y atención al cliente en tiempo real. Ese cambio refleja lo mucho que ha evolucionado el entorno laboral.
With all these changes — technology, regulation, customer expectations, and workplace dynamics — it would be easy to question whether business ownership is still worth it. But through these challenges, I’ve discovered something more valuable. They shape you into a problem solver. They push you to think differently, act strategically, and continuously improve.
Con todos estos retos, cualquiera podría preguntarse si vale la pena seguir. Pero aquí es donde viene el verdadero aprendizaje: los desafíos te convierten en solucionador de problemas. Te obligan a pensar diferente, a mejorar y a adaptarte constantemente.
Con el tiempo, el negocio deja de ser solo un trabajo y se convierte en un oficio.
Y como todo oficio, requiere paciencia.
Regulations have also become more complex. Compliance is no longer straightforward. In many cases, aligning with one requirement can create challenges with another. This forces a more strategic approach — planning carefully and staying vigilant to ensure the business operates within guidelines while remaining efficient and profitable.
A esto se suma la complejidad de las regulaciones. Cumplir ya no es tan simple. Muchas veces, cumplir con una regla genera conflicto con otra. Esto obliga a ser más estratégico y cuidadoso, asegurando que el negocio funcione correctamente sin perder eficiencia.
Workplace culture has changed just as dramatically. I remember when I would tell employees to stay off their personal phones during work hours because it distracted from productivity. Today, those same devices are essential tools. They support communication, operations, and customer engagement in real time. That shift alone
Over time, running a business becomes more than a job — it becomes a craft. And like any craft, it requires patience. Not every problem has an immediate solution. It requires creativity, because the path forward is not always clear. Most importantly, it requires an open mind, because change will happen whether we are ready or not. Learning to embrace change instead of resisting it has been one of the most important lessons in my journey.
Con el tiempo, el negocio deja de ser solo un trabajo y se convierte en un oficio. Y como todo oficio, requiere paciencia. No todo se resuelve rápido. También requiere creatividad, porque no siempre hay un camino claro. Y sobre todo, requiere una mente abierta para aceptar el cambio.
As we move through 2026, I find myself focused not only on the present but on what lies ahead. Instead of feeling overwhelmed by change, I now see it as an opportunity. Every shift in the industry creates a chance to improve, innovate, and strengthen the business. That mindset has changed how I approach challenges — and it has improved the results.
Hoy, al avanzar en 2026, ya no veo el cambio como algo negativo. Lo veo como una oportunidad. Cada ajuste en la industria es una posibilidad para mejorar. Esa mentalidad
ha hecho una gran diferencia en cómo enfrento los retos.
Despite everything that has evolved, one principle has remained constant: understanding and serving the customer. From the beginning, I made it a priority to learn who our customers are — their challenges, their needs, and their goals. That understanding shaped everything we offered.
A pesar de todos los cambios, hay algo que no ha cambiado: la importancia del cliente. Desde el inicio, me enfoqué en entender quién es mi cliente, qué necesita y cómo ayudarlo. Esa base sigue siendo clave.
That foundation still holds true today. No matter how much technology advances or how the industry changes, success comes down to meeting customers where they are. Whether you sell 10 cars or 1,000, the principle is the same. If you don’t understand your customer, you can’t provide value. And without value, long-term success is difficult to sustain.
No importa cuánto avance la tecnología, el éxito siempre dependerá de tu capacidad de entender a tu cliente. Si no puedes ofrecer valor, será difícil mantener el crecimiento.
We’ve also learned to implement tools and programs that improve the customer experience. When done right, these tools don’t just make transactions easier — they create long-term benefits. They help customers succeed while also strengthening the business. Growth doesn’t
always come from doing more; often, it comes from doing things better.
También hemos aprendido a implementar herramientas que mejoran la experiencia del cliente. Cuando se usan bien, no solo facilitan el proceso, también generan beneficios a largo plazo. Crecer no siempre significa hacer más, muchas veces significa hacer mejor las cosas.
Looking at the industry as a whole, I believe the Buy Here Pay Here model will continue to grow stronger. In Texas, reliable transportation is essential. With limited public transportation in many areas, people depend on personal vehicles for work, family, and daily responsibilities. That need creates consistent opportunities for businesses that understand and serve their communities.
En nuestra industria, el modelo Buy Here Pay Here sigue teniendo un gran futuro, especialmente en Texas. Muchas personas dependen de un vehículo para trabajar y cumplir con sus responsabilidades. Esa necesidad crea oportunidades para quienes entienden su comunidad.
Success in this space requires awareness. Paying attention to your community — its needs, challenges, and growth — can reveal opportunities others might miss. Those who truly understand their environment are better positioned to adapt and succeed over time.
El éxito requiere observación. Entender tu entorno — sus
necesidades y retos — te permite identificar oportunidades que otros no ven.
At the same time, structure remains critical. Clear systems and defined goals create alignment within your team. When everyone understands the direction of the business, communication improves, confusion decreases, and operations run more efficiently.
Además, la estructura es clave. Tener procesos claros y metas definidas ayuda a que el equipo esté alineado. Cuando todos entienden el rumbo, el negocio fluye mejor.
Inventory also plays a key role. If your inventory doesn’t match your customer’s needs, it creates frustration on both sides. Having the right product at the right time is not just operational — it’s strategic. It reflects how well you understand your market and how effectively you respond to it.
El inventario también es fundamental. Si no está alineado con tu cliente, genera frustración. Tener el
producto correcto en el momento correcto es una decisión estratégica.
One of the most valuable lessons I’ve learned is that education doesn’t only come from formal training. Some of the best insights come from your team. Employees bring different perspectives, experiences, and ideas that can help shape the business. Open communication across all levels allows you to identify opportunities, solve problems faster, and make better decisions.
Una de las lecciones más valiosas que he aprendido es que la educación no proviene únicamente de la capacitación formal. Algunas de las mejores enseñanzas provienen de tu equipo.
Los empleados aportan diferentes perspectivas, experiencias e ideas que pueden ayudar a dar forma al negocio. La comunicación abierta en todos los niveles te permite identificar oportunidades, resolver problemas con mayor rapidez y tomar mejores decisiones.
Creating an environment where people feel heard is not just good for morale — it’s good for business. When communication flows, progress follows.
Crear un ambiente donde las personas se sientan escuchadas no solo mejora el ambiente laboral, también fortalece el negocio.
As I reflect on the journey, I also look ahead. Attending this year’s TIADA convention is something I genuinely look forward to — not just as an event, but as a chance to connect, learn, and contribute. It represents growth, collaboration, and the future of the industry.
Finalmente, una de las lecciones más importantes es que el aprendizaje no solo viene de uno mismo. Muchas veces viene del equipo. Escuchar diferentes perspectivas ayuda a mejorar decisiones y encontrar soluciones.
After 18 years, I no longer see business ownership as something that should be easy or predictable. It’s a continuous process of learning, adapting, and solving problems. The challenges are real — but so are the rewards. And for those willing to stay patient, open-minded, and committed to their customers, the future holds more opportunity than ever before.
Después de 18 años, ya no veo este camino como algo fácil o predecible. Lo veo como un proceso constante de crecimiento y adaptación. Los retos son reales, pero también lo son las oportunidades.
Y para quienes estén dispuestos a mantenerse enfocados, aprender y poner al cliente primero, el futuro sigue siendo prometedor.
The TIADA Conference & Expo is recognized as one of the premier dealer conference s in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference. txiada.org
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Annual Reporting for MVSF Licensees: What You Need to Know
Annual reporting is now open for Texas Motor Vehicle Sales Finance (MVSF) licensees. Each licensee is required to submit an annual report to the Office of Consumer Credit Commissioner (OCCC) by June 30, 2026. This report covers financing activity from calendar year 2025.
The requirement for annual reporting is established under 7 Texas Administrative Code §84.710 for dealers engaged in financing. The information collected will help the OCCC better understand the volume and structure of retail installment activity across the industry.
The annual report focuses on motor vehicle retail installment contracts in three categories:
Originated Contracts
Contracts originated by the dealer. This means the dealer was the retail seller and entered into the retail installment contract with the buyer at the time of sale. A contract is originated by the dealer whether the dealer keeps the contract in house, assigns it to a finance company, sells it to another party, or otherwise transfers it after the sale.
Acquired Contracts
Contracts the dealer purchased, received by assignment, or otherwise obtained from another party after the contract was originated.
Serviced Contracts
Contracts the dealer serviced during the reporting year. Servicing generally includes collecting payments,
Featured Presenter
maintaining account records, handling customer questions, sending account notices or statements, or otherwise administering the contract after origination or acquisition.
Important: A contract may fall into more than one category depending on the dealer’s activity during the reporting year. For example, a dealer that originates a contract and continues to collect payments on that contract may report activity in both the originated and serviced contract categories.
FAQs
Do cash sales need to be reported? No. Cash sales are not included.
Are wholesale transactions included? No. Wholesale transactions are excluded from reporting.
How should originated contracts be reported? Report the number of contracts originated and the total amount financed.
How should serviced accounts be reported? Report the number of accounts outstanding and the total payoff balance, as of 12/31/25.
What if no financing activity occurred in 2025? A report is still required, and the appropriate entry would be 0.
Do multi-location dealers report separately for each location? No. Reporting is completed at the Masterfile level, not by individual location.
Where do I find my Masterfile? You can use the ALECS Advanced Search ( https://alecs.occc.texas. gov/Generic/AdvanceSearch) to find your business information.
I have a related finance company, how should I report? For dealers with affiliated finance companies, reporting should reflect the structure of the transaction:
• The dealership reports contracts as originated under its Masterfile.
• The related finance company reports the same contracts as acquired.
Do you have any other resources available? Annual reports are submitted here: Online Reporting Portal
Additional guidance, resources, a video demonstration, and updates are available at https:// occc.texas.gov/.
The TIADA Conference & Expo is recognized as one of the premier dealer conference s in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org.
Michael C. France 508 Main St., Ste A, Evansville, IN 47708
Holman
Jim Jackson 4001 LendenHall Road, Mt Laurel, NJ 08054
Dealer Controlled Solutions
Alyssa Shultz 3401 Route 66, Neptune, NJ 07753
TurboPass
Patrick Jarman 12274 Bandera, Ste 218, Helotes, TX 78023
Expedited Freight LLC
Sean Llorente 12110 Silver Creek Dr, Houston, TX 77070
Nemroot Technologies LLC
Selcuk Kaya 44501 FM 529, Houston, TX 77095
Autoniq
Matt Robertson ............... 11299 N Illinois Street, Carmel, IN 46032
On-Demand Offerings
Complying with the Safeguards Rule *
TIADA has designed an easy, quick, and affordable program that fulfills the FTC’s training requirements for the Safeguards and Privacy Rules of the Gramm-Leach-Bliley Act for all your employees and includes model Safeguards Policies and Agreements for your dealership at no additional charge.
$ 75 for the Qualified Individual, 60-min. course
$ 49 for All Other Employees, 30-min. course
Volume Pricing Options Available at $ 40 per user
* Also available in Spanish
Repossession 101: What You Need to Know
In this two-part video course TIADA counsel Michael Dunagan answers repossession related questions for both the dealer starting out and those dealers who want a refresher. Dunagan goes through the basics of self-help repossession, repossession when a client has filed bankruptcy, and using the courts to regain collateral through sequestration. The course also covers all the repossession letters and includes a downloadable deck of slides to follow along with the course.
$ 98 for two 1-hour videos
The Basics of Transferring Titles
*
Want to avoid having your title transfer paperwork rejected at the tax office? This online course is designed to walk you through the title transfer process and is best suited for people new to transferring titles or those who want to brush up on the basics. This course has been reviewed for accuracy by the Tax Assessor-Collectors Association of Texas.
$ 48 for the course
The Deal Jacket
*
* Also available in Spanish
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
* Also available in Spanish
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Are Your Dealership Metrics Telling the Truth?
Featured Presenter
Selcuk Kaya Founder and CEO, Kayalar Motors
Most dealerships believe they understand their numbers. They track leads, monitor activity, and review reports regularly. On paper, everything looks structured and under control. But in reality, many of these metrics do not reflect what is actually happening inside the dealership. They create a sense of visibility without providing real clarity.
The issue is not the lack of data. The issue is what we choose to measure — and how we interpret it.
Most stores focus on activity: how many leads came in, how many calls were made, how many tasks were completed. These numbers may look strong, but they don’t answer the most important question: where are we actually losing deals?
A dealership is not a collection of activities. It is a pipeline. Every customer moves through a sequence: Lead → Appointment → Show → Sold . If you are not measuring each step of this clearly, then you are not truly measuring performance. You are observing volume, not movement.
For example, a dealership may generate hundreds of leads in a month. But what happens next is what defines the outcome. How quickly are those leads being answered? How consistently
Measurement without control is just observation. The real value comes when measurement leads to a system — a defined way of operating that does not depend on any one person to keep it running.
are they being followed up? How many are converted into real appointments? How many of those appointments actually show up? And ultimately, how many turn into a sale?
Most dealerships cannot answer these questions with precision. Instead, they rely on assumptions. They believe the problem is pricing, inventory, or market conditions. But more often than not, the breakdown happens much earlier — inside execution. Slow response times, inconsistent follow-up, lack
The deeper question is: “Am I running my business, or is my business running me?”
of appointment discipline, and weak accountability are the real reasons opportunities are lost.
Traditional CRM reports rarely expose this clearly. They show effort, not effectiveness. A salesperson can make fifty calls in a day and book zero appointments, and the report will still show high activity. The numbers reward motion, not results. This creates a gap between what dealers think is happening and what is actually happening.
But measurement is only the first step. Measurement without control is just observation. The real value comes when measurement leads to a system — a defined way of operating that does not depend on any one person to keep it running.
This is where most dealerships get stuck. They confuse working hard with winning. They believe that more effort, longer hours, and personal involvement from the owner are what drive results. In the short term, this can work. In the long term, it is the ceiling that prevents the business from growing. Winning is not about effort. Winning is about control. And control comes from systems.
A real system is something that produces consistent results regardless of who is on shift, who is on vacation, or who quit last week. It defines how a lead is handled, how an appointment is confirmed, how a customer is greeted, how a follow-up is made. It does not rely on memory, motivation, or mood. It is the same on a Tuesday afternoon as it is on a Saturday morning.
When the system is strong, the role of the owner changes. The owner stops being the engine and starts being the architect. And here is the part that surprises most dealers: the more you can step back from the day-to-day, the more value you actually create.
This is counterintuitive in our industry. We are taught that the best dealers are the ones who are
everywhere at once — on the floor, on the phone, in the closing office, fixing every problem. But the dealers who scale, who endure, and who eventually sell their business for real money are the ones who built something that runs without them.
The goal is not to make yourself essential. The goal is to make yourself optional.
When you are essential, the business cannot grow beyond your personal capacity. You become the bottleneck. Every decision waits for you. Every problem escalates to you. You are working harder every year and the business plateaus.
When you become optional, something different happens. You gain the one thing every dealer principal needs but rarely has: time to think. And in business, the quality of your thinking determines the quality of your decisions. The quality of your decisions determines the future of your dealership.
A dealer who is calm thinks clearly. A dealer who thinks clearly makes better decisions. A dealer who makes better decisions wins more often. This sounds simple, but it is rare. Most owners are reacting all day. They are putting out fires, answering questions their managers should answer, solving problems their systems should prevent. They never get the quiet space to ask the bigger questions: Where is the market going? Where am I losing money I don’t see? What is my next move?
This is also where the AI era changes everything. We are entering a period where the dealerships that win will not be the ones with the largest staff or the biggest ad budget. They will be the ones who use technology to remove themselves from low-value work — so they can focus on high-value work. Responding to leads in seconds, following up consistently, confirming every appointment, tracking every walkout: all of this can now be systematized in ways that were not possible five years ago.
The dealer who uses these tools well is not the one who works the hardest. It is the one who steps back, watches the system, and makes a few high-quality decisions per week instead of a hundred low-quality ones per day.
This is the shift the next generation of dealerships will go through. From hustle to system. From effort to leverage. From being indispensable to being intentional. The owners who get this right will not just sell more cars. They will build businesses that are calmer, more profitable, and more resilient.
None of this is possible without honest measurement. You cannot control what you do not see. You cannot build a system on a foundation of guesses. You cannot step back from a business you do not trust.
So it begins with the numbers. Not vanity numbers. Not activity reports. Real numbers that show where
deals are won and lost, where customers are gained and lost, where time is invested and where it is wasted.
From there, the path is clear: measure honestly, build systems that hold, remove yourself from the work that does not need you, and use the time you reclaim to think. Because the dealer who thinks calmly wins. And the dealer who wins, year after year, is the one who built something bigger than themselves.
The question every dealer should ask is not just “are my metrics telling the truth?” The deeper question is: “Am I running my business, or is my business running me?”
Because in the end, success in this industry is not measured in cars sold this month. It is measured in whether you built something that keeps winning when you finally decide to step away.
The TIADA Conference & Expo is recognized as one of the premier dealer conference s in the country delivering real-world industry education, meaningful networking, and measurable value. For more information visit conference.txiada.org
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 TexasDealerEducation.com
Texas Department of Motor Vehicles 888.368.4689 • txdmv.gov Dealer Compliance Services DealerCompliance@txdmv.gov
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.
Join other successful dealers. Membership dues include full membership to TIADA and the national association, NIADA.
Connect with industry leaders. Attend the annual TIADA Conference & Expo, access the member-only online directory.
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.
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.
Get quick answers on industry, regulatory or compliance issues.
www.txiada.org/dealer_benefits
behind the wheel Straight From the Source
Independent dealers operate in an environment where regulatory changes are not theoretical. They affect day-to-day business in very real ways.
Licensing, titling, registration, financing, and compliance expectations all matter, as does how those requirements are interpreted and implemented.
Recent months have been a reminder of just how important clarity can be. When guidance changes, implementation timelines shift, or questions emerge around how new requirements will work in practice, dealers are left doing what they always do: adapting while continuing to serve customers and run their businesses.
That’s one reason hearing directly from the source matters.
Member alerts, bulletins, and written updates all serve an important purpose. But there is real value in hearing directly from the agencies and experts that shape the environment dealers operate in. Not just reading a summary after the fact, but having the opportunity
by Trevor Jennings
TIADA EXECUTIVE DIRECTOR
to hear context, ask questions, and better understand expectations firsthand.
That’s part of what makes opportunities like our a nnual Conference and Expo valuable.
This year, dealers will hear directly from leadership at the Texas Department of Motor Vehicles and the Office of Consumer Credit Commissioner, two agencies whose work has a direct impact on independent dealers across Texas.
Those conversations matter because the details matter.
A written update can tell you what has changed. A live conversation gives you the opportunity to understand how those changes are being interpreted and implemented. It also allows you to hear questions and concerns your fellow dealers may have that you hadn’t considered.
For dealers, that kind of perspective is priceless. I hope many of you will take advantage of that opportunity in San Antonio this July
...there is real value in hearing directly from the agencies and experts that shape the environment dealers operate in.
