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Official Publication Of The Tennessee Independent Automobile Dealers Association
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TENNESSEE DEALERnews in this issue
HOW TO CAPTURE MORE SUBPRIME CUSTOMERS RIGHT NOW plus
HOUSTON, WE HAVE A PROBLEM
CHECK OUT OUR NEW WEBSITE:
WWW.TNIADA.COM –
FULL OF USEFUL INFORMATION AND RSOURCES” (site designed and hosted by Swank Auto Sites 931-537-2127).
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FORT WORTH, TX FORT WORTH, TX Permit No. DALLAS, TEXAS Permit No. 1122No. Permit 1122 2079
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TENNESSEE DEALER NEWS
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Executive Director’s Letter
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hat does it mean to be a car dealer these days? It means you have to watch every penny that goes in and out of your store. Times are tough and we are very aware of that. That is why it is more important than ever to be a member of the state association. We have dealers every week tell us how much money they save with the coupon book, and most were skeptics when they joined. Guys, it is time to belong to an association that supports what you are doing and believes in you! In our state there are approximately 700 dealers that go out of business every year. That tells us one thing; they don’t get enough information before they go into business. Because of this, they stay in business a few months and are either forced to quit or they run out of money or both (and sometimes the situation is really bad). The people who are most affected by this cycle are the consumers. So how can the association help this process? We are preparing to offer Dealer Education classes (not mandatory) throughout the state. We hope to have a class ready by September. In these classes, we will be able to answer questions, clarify the laws and provide you with relevant and timely information for this business. This will be a tough year for all of us, but a little more information might be just what you need to give you an advantage. Not only have the times changed, but the laws have changed as well and if you plan on doing “business as usual” you might want to reconsider. One change that will be effective July 1 is the bond increase. The new bond amount is $50,000. We will keep you posted on any other changes coming your way. We had our first Dealer Expo of 2008 in May at Manheim Nashville and it was a huge success. We had over 25 vendors attend which was the most we’ve ever had. If you missed that one, please plan to attend the others throughout the summer, there is something for everyone. Whether you are looking for financing, website development, insurance – it doesn’t matter – it will be there. We hope to see you somewhere this summer and if you’re not a member…..WHAT ARE YOU WAITING FOR??
MEMBERSHIP AS OF 5/20/08: 436 (GOAL OF 500 FOR 08)
Tennessee Motor Vehicle Commission State of Tennessee Motor Vehicle Commission Meetings July 14, 2008 9:30 AM October 13, 2008 9:30 AM 500 James Robertson Parkway Davy Crockett Tower, Room 160 Nashville, TN 37243
David Andrews – President City Auto Sales 4932 Elmore Road Memphis, TN 38128 Phone: (901) 377-9502 Phone: (901) 333-0103 dsa@cityauto.com Danny England – Vice President Danny England Motors P.O. Box 1620 New Tazwell, TN 37825 Phone: (423) 626-9500 Fax: (423) 626-9543 Cell: (423) 526-7190 dannyenglandmtors88@hotmail.com John Niven, Jr. – Secretary Auto Agency, Inc P.O. Box 382664 Germantown, TN 38183 Phone: (800) 325-5440 Phone: (901) 756-8557 niven@bellsouth.net
Sam Chaple Manheim’s Nashville Auto Auction 8400 Eastgate Blvd. Mt. Juliet, TN 37122 Phone: (615) 773-3808 Cell: (615) 533-2298 Fax: (615) 773-3803 sam.chaple@cox.com Mickey Dorsey Friendly Auto Group P.O. Box 6056 Cleveland, TN 37320 Phone: (423) 892-1770 Fax: (423) 892-1771 mdorsey@blallc.net Don Flanders Guardian Warranty 1800 Colonial Shores Dr. Hixson, TN 37343 Phone: (423) 596-7601 Fax: (423) 842-3906 donflan@comcast.net J.T. Livezey West Tennessee Motor Co. 413 East Court St. Dyersburg, TN 38024 Cell: (901) 484-4840 Office: (731) 286-0006 Fax: (731) 285-3611 jtlivezey@yahoo.com
Bottom Line
Find out about laws and initiatives that can affect your company. LEONARD A. BELLAVIA
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How To Capture More Subprime Customers Right Now Learn how to get more subprime customers and make more sells in day. GEORGE DANS
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Houston, We Have A Problem
Make sure your team knows how to leap into action when something goes wrong. MICHAEL YORK
TNIADA HIGHLIGHTS 4 28 29 30
Letter From The Executive Director Auction Directory Auction Calendar Membership Application
TNIADA BOARD MEETINGS September 23, 2008, 3:30 p.m. Manheim’s Nashville Auto Auction October 10-11 Music Road Convention Center – Pigeon Forge TN
2008 BOARD OF DIRECTORS Darryl Noble Executive Director P.O. Box 2219 Lebanon, TN 37088 Cell: (615) 506-4968 Office: (866) 5-TNIADA Fax: (615) 443-7486 dnoble@tniada.com lnoble@tniada.com
CONTENTS 14 Legal Initiatives That Can Directly Affect Your
Tony Moorby 141 Woodward Hills Place Brentwood, TN 37027 Cell: (615) 714-7991 Fax: (615) 866-5511 tonymoorby@aol.com Moss Miller Miller Automotive 1006 S. Highland Jackson, TN 38301 Phone: (731) 427-9797 Fax: (731) 427-4445 mossmiller@bellsouth.net David Wilson Wilson’s Auto Sales 6500 Maynardville Pike Knoxville, TN 37918 Phone: (865) 688-2781 Fax: (865) 688-8188 dwilsonauto@bellsouth.net Allen Hodge Allen Hodge Motors 425 Bluff City Hwy Bristol, TN 37620 423-764-6595 423-764-6596 HodgeMotors@embarqmail.com Skip Gronauer Regal Motors, Inc. 2496 Mt Moriah Rd. Memphis, TN 38115 901-565-8550 901-565-8332 sgronauer@regalmotors.net
ON THE COVER 2006 Limited-Edition Ford GT 'Heritage'
TNIADA WEBSITE Check out our new website www.tniada.com – full of useful information and resources” (site designed and hosted by Swank Auto Sites 931-537-2127).
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TENNESSEE DEALER NEWS
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ABOUT NIADA
AuctionACCESS Refunds BELOW IS A LINK OF THE FORMS TO BE USED FOR OBTAINING THE AUCTIONACCESS REFUND: http://www.auctionaccess.com/auctionaccess/pages/support/forms/Rebate.pdf
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uctionACCESS rebates will be available for dealers who have renewed as Manheim, ADESA and participating independent auctions have decided to offer the membership at their inlane locations and online at no fee to dealers. AuctionACCESS, a program created by AutoTec of Birmingham, Alabama began charging dealers to use its clearing and monitoring system for sales and purchases at more than 185 auction locations in North America. The program also allows dealers a chance to monitor their accounts for existing issues prior to visiting an auction site. Michael Linn, executive vice president and CEO of the National Independent Automobile Dealers Association, praised AuctionACCESS and the wholesale auctions' decision to cover the membership fees for dealers even though it negated an agreement between NIADA and the
company. NIADA had negotiated 25% discounts for all NIADA members nationwide with AutoTec President Chuck Redden, who heads the AuctionACCESS program. "All dealers should take advantage of the benefits that AuctionACCESS offers," said Linn. "The improved security system protects personal information and helps auctions identify dealerships and reps who are no longer in the wholesale business, thereby keeping retail buyers out of the wholesale auction environment." The new decision by the auctions was revealed after many dealers had already renewed their participation in the program. Redden indicated that AuctionACCESS will be handling the rebates, not the auctions, although forms and necessary materials will be available at each participating wholesale auction site. Rebate forms and additional information can also be obtained online at www.auctionaccess.com.
The National Independent Automobile Dealers Association (NIADA) www.niada.com, founded in 1946, has represented quality independent automobile dealers for more than 62 years. NIADA assists its members in becoming more successful within the used motor vehicle industry. Through membership in NIADA, members join with over 20,000 other professional automobile dealers who share the dream of financial prosperity for their business. NIADA is the industry's legislative representative -- working hard every day to protect dealer and consumer interests. The association consistently brings forward industry education, valuable industry information along with services and benefits designed to prepare members for an ever-changing marketplace. As a consumer friendly association, automotive consumer information can be found on www.autoconsumer.tv.
Manheim Nashville Hosts Collector Car Auction
LOCAL AUCTION HOSTS THE 7th ANNUAL MUSCLE CAR MAYHEM
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anheim Nashville teamed up with Highline Enterprises to host the 7th annual Muscle Car Mayhem, a collector car auction, on Saturday, April 26, 2008. The auction featured almost 200 vintage muscle cars and street rods and was open to dealers and the general public. Only vehicles dating from 1983 and older were available at the auction. Over 450 people were in attendance in the lane and online. “The annual muscle car sale is a great way for Manheim Nashville to involve the local communities in the auction process,” said Sam Chaple, Manheim Nashville general manager. “This was great event for car enthusiasts and families to participate in an auction and bid on the vintage vehicles, or to just attend as spectators.” The next classic car auction is the 28th Semi-Annual Music City Classic in September and will be held at Manheim Nashville, located at 8400 Eastgate Blvd. in Mt. Juliet, Tenn. For more information please call (615) 773-3800. Admission to the auction is $10 and can be purchased at the gate.
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TENNESSEE DEALER NEWS
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Regional Boards are beginning to set up all over the state and we have been very pleased with the turnout. Below you will see the names of individuals who have agreed to represent your communities. If you have any questions or problems and need some help, feel free to contact any of these members. If you are interested in becoming a part of one of these boards, please let us know. As always, we appreciate the help of our Board Members as they are dedicating their time and energy to help make this industry better for all of us.
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TENNESSEE DEALER NEWS
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TNIADA would like to sincerely thank the following Vendors for their participation in the state of Tennessee. BUSINESS PARTNERS
ABC Nashville Auto Agency, Inc. Auto Services Company, Inc. Chattanooga Auto Auction Dealer Funding Guardian Warranty ASSOCIATE MEMBERS:
1-800 Radiator Aircept American Recovery Assoc., Inc. App One Assurant Solutions Auto Credit of Knoxville Auto Credit of Nashville Auto Save/Charter Warranty Auto Services Company, Inc. Auto Trader Auto Use Automotive Credit Corp. CAR Financial Services Car Solutions Carbucks Cars.com CARS/Capital Automotive Recon
Services City Auto Finance Class Custom Carriers Computerized Vehicle Registration Dealer Services Corporation Finance Express Financial Solutions Frazer Computing Global Debt Network Automotive Great Lakes Warranty Independent Dealer.com Lydia Cladek Inc. Manheim Transport Memphis AutoMart Nationwide Southeast New South Federal Savings Bank NICUSA TN Information Division Paytek Solutions Preferred Warranties, Inc. Print for Professionals Remarketing Solutions Southern Pioneer Ins. Co. Spann Insurance Stone, Higgs & Drexler Trader Wheels & Deals Wayne Reaves Computer Systems Zurich
SURVEY
It Pays To Belong
Terry Bailey of TNT Auto Sales in Maynardville, TN brought us his coupon book from the past 12 months and we calculated that he had saved $1,550. “I don’t know why every dealer out there isn’t doing this,” Terry said. “It’s too hard to make money these days to pass up a deal like this.” We at TNIADA are behind the dealers 100 percent and that is why our coupon book is worth more than ever this year, over $22,000 total savings in auction fees. Just more proof that it pays to belong!! Why haven’t you joined?
Most Consumers Won't Use Stimulus Checks for Vehicle Purchases THE RESULTS OF THIS SURVEY GIVE AN INDICATION OF JUST HOW MUCH THE CURRENT ECONOMY HAS AFFECTED THE AVERAGE AMERICAN CONSUMER SERGIO STIBERMAN,
chief executive officer and founder of LeaseTrader.com.
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n overwhelming majority of consumers won't be using their government tax rebates to purchase a vehicle, as many shoppers instead, turn to taking over other people's leases as an alternative in a market slowed by a slew of economic factors, suggested a recent survey. According to www.leasetrader.com, one-week online survey 81 percent of respondents indicated
they don't plan on using their rebates to make a vehicle purchase, essentially because the checks won't be big enough. "The results of this survey give an indication of just how much the current economy has affected the average American consumer," commented Sergio Stiberman, chief executive officer and founder of LeaseTrader.com. "Although the government is hoping to provide incentive for people to spend money and increase economic activity, this survey
shows that a good majority of Americans won't be using the money towards a car purchase," Stiberman continued. As most know, vehicle sales have slowed significantly as of late, thanks to economic circumstances involving gas prices, rising mortgages and foreclosures, inflation and credit debt. Hence, as such economic uncertainty swirls, most shoppers on LeaseTrader.com said they prefer lease takeovers to avoid large down payments and long lease terms, officials stated. "Most people can't project their finances over a long period of time," explained Stiberman. "They are instead choosing to shop for a 12 or 18 month lease since they can project their finances better compared to a 60 month loan, for example." According to the company, it is free to browse LeaseTrader.com, $39 for a credit verification and $149 for an ownership transfer.
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TENNESSEE DEALER NEWS
Legal Initiatives That Can Directly Affect Your Bottom Line REMEMBER, GOOD NEWS TRAVELS FAST, BUT BAD NEWS TRAVELS FASTER.
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lance at any headline or open any consumer or trade publication and the theme is the same. These are challenging economic times. Significant increases in fuel prices, coupled with wavering consumer confidence, is certainly affecting consumer spending. On your operational side, fixed costs continue to rise and competition grows. While all this may sound ominous, it might actually be a banner time for independent car dealers. Sales of used car vehicles have been trending upward as a growing number of consumers are shopping based on price and a monthly payment. In your efforts to maximize your profit from these sales, it is important that you evaluate your operations to ensure you are protected from court judgments, regulatory fines and dissatisfied customers. Today’s independent dealers face a seemingly never-ending stream of complex laws and regulations from federal, state and local authorities. Laws and regulations change frequently and vary from state to state. However, the following business practices should be enforced. Non-compliance, or even ignorance, could have serious repercussions to your bottom line.
ADVERTISING
False advertising and deceptive business practices are deemed prohibited in all states. The most common violations facing pre-owned retailers include: • Offers of free merchandise; • Incomplete disclosure of credit terms; • Improper use of footnotes; and • Overvaluation on trade-ins. Everyone who participates in the creation of an advertisement, as well as your advertising agency, should be familiar with the federal, state and local advertising guidelines. Deceptive or misleading ads can cost your dealership tens of thousands of dollars in fines and penalties.
DO NOT CALL REGISTRY
Federal law requires businesses who solicit business by phone to register with the national Do-Not-Call Registry
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and to check the registry before calling consumers. The Telemarketing Sales Rule (TSR) prohibits sellers and telemarketers from calling a non-exempt person whose name is on the national Do-Not-Call Registry or from calling a non-registered person after he or she has instructed the solicitor not to call back. In either case the FTC and the Federal Communications Commission are authorized to impose a civil penalty of up to $11,000 per violation. In order to avoid potential fines follow these simple rules: 1. Register the dealership and create a business profile on the Do-Not-Call Registry website: https://telemarketing.donotcall.gov. 2. Download the Do-Not-Call Registry. Businesses can download up to five area code lists for free. You can also use the website to look up phone numbers individually and avoid frequent downloads. 3. Refresh or reprint a new list every 31 days. 4. Advise all employees about the Do-Not-Call rules. Enact a dealership policy requiring all employees follow the Do-Not-Call rules.
E-MAIL ADVERTISEMENTS
In 2004 the FTC and the Department of Justice began to enforce the Controlling the Assault of Non-Solicited Pornography and Marketing Act of 2003 (CAN-SPAM Act). Here is a run-down of the law’s main provisions: • It bans false or misleading header information; • It prohibits deceptive subject lines; • It requires that your e-mail give recipients an opt-out method; and • It requires that commercial e-mail be identified as an advertisement and include the sender’s valid physical postal address. Fines for non-compliance can reach as high as $11,000 per violation.
FTC BUYER’S GUIDE
The FTC Used Car Rule requires sellers of used vehicles to post a “Buyer’s Guide” on every used vehicle before it is offered for sale. If a dealer conducts a transaction in Spanish, the FTC also requires that the dealer post a Spanish Language Buyer’s Guide. A few years ago, the FTC investigated several New York City dealerships for compliance and found nearly 25% (mostly independent used car dealers) were “substantially in violation.” Dealers who violate the Used Car Rules are subject to penalties up to $11,000 per violation.
RED FLAG RULE:
BY LEONARD A. BELLAVIA, ESQ.
Federal ID Theft PreventionThe Red Flag Rule requires dealers to develop a
Founding partner of the law firm of Bellavia Gentile & Associates, LLP, Leonard A. Bellavia, Esq. is a nationally recognized authority in the field of automotive and marine franchise law. Mr. Bellavia serves as Chairperson of the Litigation Section of the National Association of Dealer Counsel “NADC” and is a member of its Board of Directors. He can be reached at LBellavia@DealerLaw.com.
written identify theft protection program with procedures to identify, detect and respond to “Red Flags” signaling possible ID theft. The rule went into effect on January 1, 2008; but full compliance is not required until November 1, 2008. Dealers who fail to abide by the new rules face potential fines of up to $11,000 per violation.
PRIVACY ACT/SAFEGUARDS RULE
The Privacy Act requires all dealerships to provide notices to consumers that explain how non-public information (such as social security numbers, bank account numbers, etc) is collected, stored and
protected. Dealers must give a copy of their privacy notice to every customer who completes a credit application or opens a line of credit. The best time to distribute the notice is when you give the customer a credit application. If you wait until the time of delivery to distribute the notice, some customers will fall through the crack, opening up your dealership to liability. The Safeguards Rule covers the protection and confidentiality of non-public information obtained from customers. This means that dealers must keep all documents with non-public information (such as credit applications, credit reports, etc.) out of sight and stored in a manner which eliminates any possibility of theft. Dealers are also required to properly dispose of any old documents containing non-public information. Violations of the Privacy Act or Safeguards Rule are imposed by the FTC, who is authorized to assess fines of up to $11,000 per violation, per day.
CREDIT CARD TRUNCATION
Dealers must truncate all but the last five (5) digits and the expiration date on electronically printed receipts provided to customers at the point of sale. Dealers are easy targets for litigation. Violations are subject to an $11,000 fine per incident.
OFAC LISTS
Independent dealerships must comply with the Office of Foreign Assets Control (OFAC) screening requirements by screening all customers against the U.S. Treasury Department’s Specially Designated Nationals and Blocked Persons list. Dealers can check the list on-line for free at the U.S. Treasury Department’s website www.treas.gov/offices/eotffc/ofac/sdn/t11sdn.pdf. Alternatively, dealers may use a third-party service to cross-reference all customers against the OFAC list.
ADVERSE ACTION NOTICES
Under federal law, whenever a customer is denied credit he or she must be given an “Adverse Action Notice.” Most dealers mistakenly believe that only lenders must provide this Notice. In fact there are several circumstances where a dealer must provide a Notice. The following are just some examples of when a dealer would provide a Notice: 1. Customer signs a retail installment contract but dealer cannot find a bank to fund the deal. 2. Customer applies for credit on certain terms (such as a certain APR) and dealer subsequently offers the deal with different terms and the customer rejects the counteroffer. 3. F&I Manager reviews credit application and makes an independent decision that the customer cannot obtain financing. Adverse Action Notices must be sent to a customer within thirty (30) days after receiving a completed credit application. If the customer rejects a counteroffer then the Notice must be sent within ninety (90) days after notifying the customer of the counteroffer. The key to navigating through this minefield of laws and regulations is knowledge and training. Informed employees make proper decisions and this will make customers feel comfortable in choosing your dealership to purchase, service or maintain their vehicles. Satisfied customers are repeat customers and promoters of your business. Remember, good news travels fast, but bad news travels faster.
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TENNESSEE DEALER NEWS
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How To Capture More Subprime Customers By: George Dans
RIGHT NOW
There are a few ways you can make more sales today. In this article we will review the best way, the costliest way and the hard way. I can tell you this, and after doing so many in houses last year; it always seems to come down to the same thing at almost every dealership. There isn’t enough traffic, weather is horrible, the Up bus is broke down on the local highway, customers aren’t loyal anymore, too many salespeople, can’t find enough good inventories, life is horrible and so are my sales or my dealerships. Nice. Well if you want to move your sales needle, make your salespeople work all hours of the day on their allotted time. Wouldn’t you sell more cars just because of that? I often wonder why we can’t get people to work. In any other profession, people that don’t work get fired, but in the car business, we seem to develop safe houses for under achievers don’t we? Call me and let me know why. Ok I know why, we don’t have clear expectations, goals or accountability systems in place do we? Recently I was doing an in house and the managers said we can’t get our people to work. Why not? They might quit, see you later, adios amigo, later gator, in a while crocodile. Why can’t we get them to work? Why can’t we get them to follow our systems? Why won’t they follow the basics to the sale with all the customers instead of only the ones they want to follow the system with? Automotive sales are getting so fierce aren’t they? Everybody wants to borrow or rent your customers don’t they? When sales are down, isn’t that when most dealerships go into panic mode and we call the ad guy to come in and bail us out? Now ad guys are nice guys or gals, they work long and hard hours and can help you with your business. When sales are down the ad guy comes in and he has most dealerships hooked on a drug like morphine which is called advertising. Advertising has the same thing in common as band aids, they fall off. If you spent the same money on training, developing process’s and advertising, biz would get better and there would be long term success, instead of a 24 hour high, which is really an increase of traffic. My question is this, if you advertise to bring them in, shouldn’t you train them on what to do when they come in? I know what you hear, “oh if we train them they will leave anyway.” Not necessarily, the whole idea is to build a sales team of champions. If you don’t have systems in place today to sell to the unbankable customer, then you will have a bunch of chumps. With the emerging growth or explosion of subprime selling and unbankable selling, selling process’s are in more demand today then ever before. The days of
the wing boys or the selling from the hip shooters is over guys. Forget about it. Over, dead, buried, see you, next, later, by, out of here. If you want to sell more cars right now, place a subprime selling system in place. I wrote the best selling process in the auto industry, easy to use, easy to follow, easy to understand, easy to write more up, easier to get more down payment, easier to overcome objections and easier to get to your goal. You can go two ways here, call the ad guy or place a selling system in your dealership that is rigid in principle but flexible to the approach. The hardest part here is getting dealerships to buy into systems. I was just at another dealership and they had like 10 systems. They had a system for each salesperson. What up there? Of course you heard the same excuses, “blah blah blah, ya da ya da ya da.” Ok, what about having one selling system, one way to sell cars and one way to make money. Unbankable selling system which can be used for subprime customers or Buy-Here, Pay-Here: 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15.
An impressive first impression. A positive greeting. Building genuine rapport. A specific investigation. A smooth transition. An interactive flip chart presentation. Application process. The pre-approval budget analysis. Selecting the right vehicle. Taking the service walk. The dynamic demonstration. The final approval. The final close. Asking for referrals. Follow up – beginning of next sale.
I can tell you this; if you followed these steps in proper sequence you would sell more cars right now. My question is this, how can you get lost on a track that leads you to more sales and profits? To sustain the drive to more profits though, you also need to do these as seen on TV strategies. 1. Have process’s written out. 2. Make them part of your standard operating processes. 3. Train your staff how to get the most out of each selling step. 4. Develop rewards, rules and consequences. 5. Don’t let up when the whiners complain about the new updated system.
Quick story here, in any other business’s there seems to be systems to maximize profits. McDonalds, Wal Mart, Norstroms, Police Department, Fire Department and the US Armed Services, car biz no. Why wouldn’t we just copy other successful business’s to maximize our business? If you did, would you sell more then you are selling right now? Yes. Then why don’t you do it? I know it takes commitment, but before that you have to decide to do it, and then commit to it. SUBPRIME CHOICES – My general feeling is that with customers having so many choices that at some point their might even be a new credit score program coming to the subprime industry. I don’t know if the scoring will ever be the same again, Imagine having a subprime customer with a 590 score, it could happen. Let’s rack this up; if you have your own selling systems, kudos to you, if not, you can use the above to help you sell more cars. I know the holidays are in the rearview mirror, but my kids, make Christmas cookies until July. There is a certain recipe to making them, if you follow it, they taste good. However to get that taste, you have to follow the recipe, if you want to double the batch you just double the recipe. If you want to sell more cars, use the above recipe and sales will go up. If not, and you want to add your own extras or not use my recipe, call the ad guy, he has a wonderful plan, pile them deep, sell them cheap, spend 15k a month with me and maybe you can you see a small return. Yet with systems and training, the rule is, spend a buck in training and your net return is about $25 $30 on your buck. Systems or chaos, turnover or build a team, more sales or lost sales, grow your business or go out of business. Subprime selling systems or sub sales. See you at the BOP, Bank Of Profits. George Dans consults with dealers and key decision makers on how to fulfill their dealership vision of sales success and profitability. george@georgedans.com
I F YO U D O N ’ T H AV E S YS T E M S I N P L AC E TO DAY TO S E L L TO T H E U N BA N KA B L E C U S TO M E R , T H E N YO U W I L L H AV E A B U N C H O F C H U M P S
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Industry Veteran Launches Used Vehicle Blog A blog discussing trends in the used-vehicle industry has been unveiled by former new-vehicle dealer and industry veteran and entrepreneur Dale Pollak, who is also an author. According to officials, the blog features daily insights and anecdotes about the used-vehicle business. The blog, www.dalepollak.com was developed from Pollak's book, "Velocity, From The Front Line To The Bottom Line," which discusses how the Web has affected the used-vehicle business. Pollak explained that dealers must be aware that today's consumers are Internet-savvy and utilize the web for research and price comparisons. According to Pollak, the industry must implement "a more sophisticated approach to inventory management." Moreover, franchised and independent dealers also face challenges presented by used-vehicle superstores, he added. Pollak noted that usedvehicle sales are crucial to a dealership's operation and prove vital to increasing newvehicles sales, as well. As such, used-vehicle departments must be run from a "financial and data-driven perspective. I hope my new blog will be helpful to dealers and their new- and used-vehicle sales departments as well," Pollak noted. "The blog is interactive and will be as informative as possible. We plan to have fun with it too." As is the chairman and chief executive office of vAuto, Pollak has more than 25 years of experience in dealership retail. For instance, he owned Pollak Cadillac GMC Truck in Elmhurst, Ill., for 13 years. Before he founded vAuto, Pollak was vice president of sales and business strategy at Digital Motorworks. For more information, visit www.vauto.com.
"THE BLOG IS INTERACTIVE AND WILL BE AS INFORMATIVE AS POSSIBLE. WE PLAN TO HAVE FUN WITH IT TOO."
Depreciation Rates Slowing Down Slightly
W
hile the latest Black Book analysis indicated that the depreciation rate of three-year-old vehicles has fallen in the last month, the same market segments continue to show the biggest declines, perhaps reflecting a shift in buyers' interest. According to Black Book, May's three-month deprecation rate for the vehicle age group was 5.8 percent, down from 6.2 percent for the three-month period ending April 1, 2008. However, premium sports cars, prestige cars, luxury cars, luxury SUVs and full-size pickup trucks experienced the steepest depreciation once again. Officials indicated that the average depreciation for this group was $2,058. Meanwhile, segments such as compact cars, entry midsize cars, upper midsize cars, midsize pickups and entry-level cars had the smallest depreciation rates, with an average of just $257. "While I don't want to say that America's love affair with large vehicles is over, we have observed that the smaller, more fuel-efficient vehicles have been much more sought after by consumers, and therefore, dealers," commented Ricky Beggs, Black Book vice president and managing editor. "The larger vehicles, such as pickups and SUVs, held their values amazingly well even when gasoline rose to $3 a gallon, but as it marches up to $4, we're seeing that consumers are really having to justify owning one, and it seems that the casual drivers who like them, but don't really need them, are moving into smaller vehicles," he continued. For more information, visit www.blackbookusa.com
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TENNESSEE DEALER NEWS
RED FRIDAY I
f the red shirt thing is new to you, read below how it went for one particular individual. Last week, while traveling to Chicago on business, I noticed a Marine sergeant traveling with a folded flag, but did not put two and two together. After we boarded our flight, I turned to the Marine sergeant, who'd been invited to sit in first class (across from me), and inquired if he was heading home. No, he responded. Heading out I asked? No. I'm escorting a soldier home. Going to pick him up? No. He is with me right now. He was killed in Iraq; I'm taking him home to his family. The realization of what he had been asked to do hit me like a punch to the gut. It was an honor for him. He told me that, although he didn't even know the soldier, he had delivered the news of his passing to the soldier's family and felt as if he knew them
J U LY / A U G U S T 2 0 0 8
after many conversations in so few days. I turned back to him, extended my hand, and said, “thank you.” Thank you for doing what you do so my family and I can do what we do. Upon landing in Chicago, the pilot stopped short of the gate and made the following announcement over the intercom. "Ladies and gentlemen, I would like to note that we have had the honor of having Sergeant Steeley of the United States Marine Corps join us on this flight. He is escorting a fallen comrade back home to his family. I ask that you please remain in your seats when we open the forward door to allow Sergeant Steeley to deplane and receive his fellow soldier. We will then turn off the seat belt sign." Without a sound, all went as requested. I noticed the sergeant saluting the casket as it was brought off the plane, and his action made me realize that I am proud to be an American. So here's a public “thank you” to our military men & women for what you do so we can live the way we do.
RED FRIDAYS
V
ery soon you will see a great many people wearing red every Friday. The reason? Americans who support our troops used to be called the "silent majority." We are no longer silent, and we are voicing our love for God, country and home in record
breaking numbers. We are not organized, boisterous or overbearing. Many Americans, like you, me and all our friends, simply want to recognize that the vast majority of American's support our troops. Our idea of showing solidarity and support for our troops with dignity and respect starts this Friday and continues each and every Friday until the troops all come home, sending a deafening message that every red-blooded American who supports our men and women afar will wear something red. By word of mouth, press, TV, and even email, let's make the United States on every Friday a sea of red much like a homecoming football game in the bleachers. If every one of us who loves this country will share this with acquaintances, coworkers, friends, and family, it will not be long before the USA is covered in red and it will let our troops know the once "silent majority" is on their side more than ever, certainly more than the media lets on. The first thing a soldier says when asked "What can we do to make things better for you?" is "We need your support and your prayers."
Let's get the word out and lead with class and dignity, by example, and wear something red every Friday.
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Lic. #2637
1011 Adesa Parkway Lenoir City, TN 3771 865/988-8000 865/988-5674 Fax
S A L E D AT E S Tuesday Night 5:30 PM & Friday Morning 8:45 AM •
6 Lane Auction
•
Buy Online at ADESA.com
•
Pick up and delivery Service Provided
F E AT U R E A C C O U N TS Capital One, PAR North America, RSA, Regions Bank, Independent Bank, C & F Finance, Tennessee Valley Federal Credit Union, Auto Credit of Knoxville, National Kidney Foundation, Automotive Remarketing, GCB Acceptance, National City Bank, Sunrise Acceptance, Enterprise Rent A Car, Citifinancial, Insurance Auto
STAFF
Auction, Budget Sales and Leasing and First Tennessee Bank.
General Manager – Greg Koepfer Controller – Alan Duff Fleet Lease/Marketing Manager – Paula Willocks General Sales Manager – Tim Dalton Office Manager – Debbie Angle Transportation Manager – Jason Oody
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TENNESSEE DEALER NEWS
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BY CECILY HOLLAND NIADA State Publications Editor
U.S. ethanol production hit almost 4 billion gallons last year according to the U.S. Energy Information Administration.
Federal tax credits on hybrids are avail-
azine makes it easier for dealers to show their
able until 2010. The amount of the tax cut de-
inventory to buyers looking for fuel-efficient
More than half of the gasoline we put in
pends on your hybrid’s level of fuel efficiency.
cars. The magazine only features vehicles
our cars comes from oil imported from other
Ford Motor Company recently announced that
which average more than 30 miles per gallon.
countries. Petroleum imports cost us over $5.2
it plans to produce up to 250,000 hybrid ve-
AutoTrader Green can be found at local con-
billion per week, which is money that could be
hicles annually by 2010 and expand the pro-
venience stores.
used to fuel our own economy. Almost all cars
utility vehicles and vans.
duction of flexible fuel vehicles (FFVs) which
Soaring gas prices and environmental
and trucks we drive operate from oil. Oil is in
can use blends of up to 85 percent ethanol
concerns have generated unprecedented de-
short supply and eventually we will have to
(E85). Ford will also support the expansion of
mand for fuel-efficient vehicles. Personal vehi-
find a new way to power vehicles. Until other
the E85 infrastructure and promote the advan-
cles account for almost 20 percent of CO2
alternatives are developed, it is best that we
tages of FFVs to consumers.
emissions and they are the second largest
use the oil wisely until new energy sources
Other companies have also jumped on
source of greenhouse gas emissions in the
come along. In the United States alone, cars
the bandwagon by going “green”. Enterprise
United States. During 1990 to 2006, GHG
are responsible for about 25 percent of green-
Rent-A-Car has created “Green Branch.”
emissions increased by 28 percent because of
house gases produced. Cars and other vehi-
The “Green Branch” concept is currently on-
increased travel. Most individuals see diesel
cles are a major source of pollutants that can
going at four locations across the country. Hy-
engine technology as a key focus to help
create smog and acid rain. Companies are
brids and fuel efficient vehicles will compose
achieve the 2020 efficiency regulations. The
continuing to look for new alternatives to “go
almost 60 percent of the fleet at these
new regulations will require the auto industry
green” and save energy.
branches. AutoTrader Publishing recently de-
to meet a fleet-wide average of 35 miles per
Flexible fuel vehicles and gas electric hy-
cided to expand AutoTrader Green. This mag-
gallon for passenger cars, pickup trucks, sport
continued on page 24
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T
TENNESSEE DEALER NEWS
23
NADA Reaches Out A Helping Hand To New Orleans
he National Automobile Dealers Charitable Foundation is giving back to the New Orleans community with a $400,000 donation to help the Brees Dream Foundation renovate the athletic fields at Lusher Charter High School in the city's uptown area. Annette Sykora, president of the National Automobile Dealers Association, was scheduled to present the check to Drew Brees, quarterback of the New Orleans Saints and the charitable organization's namesake. Brees and Kathy Riedlinger, principal and chief executive officer of the school, spoke at the ceremony. "This contribution demonstrates NADA's commitment to the recovery of New Orleans. Our commitment is long term," Sykora indicated. "New Orleans has been one of NADA's convention cities for more than 30 years. And we are pleased to return here next January for our 92nd annual convention." According to officials, Lusher's athletic fields have been in rough condition since the school moved following the aftermath of Hurricane Katrina. NADA's donation will help to re-sod the fields and add bleachers, a scoreboard and lights. The fields will be used for football, soccer, baseball, softball and the school's physical education classes. Additionally, other area schools and recreational programs plan on utilizing the fields as well. For more information, visit www.nada.org.
FAST & FLEXIBLE FINANCING FOR INDEPENDENT DEALERS Specializing In Non Prime Customers Non Recourse / Fast Funding Contact Lisa Bearden At (615) 202-1700 Or Visit Us Online At www.ffgrp.net
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TENNESSEE DEALER NEWS
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continued from page 22
brids are one of the targets for the govern-
product call E85. The problem is E85 doesn’t
other solution to help achieve fuel efficiency.
ment’s policy of increasing conservation and
burn as efficiently nor produce as much energy
As you can imagine, we do constant research
alternative fuels. U.S. ethanol production hit al-
when it burns.” Whann also pointed out, “Of
to try to understand needs and preferences
most 4 billion gallons last year according to
all the gas stations in the country, only 1,100
and there is an increased awareness of
the U.S. Energy Information Administration. Ex-
carry E85. There isn’t one clear cut
environmental issues and thus coincides with
perts all agree that 50 to 100 years from now
alternative for ‘going green’. We’re going to
gas prices. A high percentage of consumers
the world will probably have no choice but to
have to have one clear cut alternative in the
told us they were going to consider fuel
switch to an all electric society. Patrick Olsen, Editor in Chief of Cars.com said that Cars.com is getting on the environmental friendly band wagon too. “One of the things we are going to do by May 1st is launch a green buying guide. This guide will allow users to search for hybrids and other cars that are ‘green’ and automobiles that average more than 35 miles per gallon. We definitely have seen an interest in environmental friendly vehicles by dealers and
“There are other sets of laws on how much pollution certain vehicles generate. The other issue we’re dealing with right now is which of these issues should the federal government handle and which ones should the states have a say in” -- Keith Whann, NIADA General Counsel
efficiency when they purchased a used or new car and there became a greater number of used cars that were fuel efficient on the market. There wasn’t a product that helped consumers locate fuel efficient cars”, stated Rothenberg. “Dealers use AutoTrader Green to list cars they have for sale that are fuel efficient to meet the increased demand for fuel efficient cars”. Rothenberg continued, “In light of the continued awareness of environment, employment
consumers over the years. Whenever there is
forefront. Electric cars? E85? How are you
change and continued increase in the price of
a spike in gasoline prices we see an interest in
going to get trained? There are also laws that
gas, this is a product that will definitely see
hybrid cars and high mileage cars as well.”
are in place when it comes to fuel efficiency.”
increased interest. As manufactures continue to
Olsen continued, “We know there are a lot of
Whann continued, “One called CAFÉ (Corpo-
introduce more cars that are fuel efficient we’ll
vendors out there. We just hope this will help
rate Average Fuel Economy) where cars have
certainly see more fuel efficient used cars
dealers get more information than before. You
to produce so many miles per gallon. We also
come onto the market.” Auto Trader Green is
can tell that people are more interested in
have the Greenhouse Gas Emissions law. This
currently in Dallas, Seattle, Los Angeles,
‘green’ cars. We were looking for a way to
law deals with what actually comes out the
Charlotte, Atlanta, Minneapolis and Washing-
offer them information and let them know that
back of a car. There are other sets of laws on
ton D.C. The publication should be national by
there are more than just hybrid cars out there.
how much pollution certain vehicles generate.
the end of the year.
Hybrids get a lot of buzz and they are good,
The other issue we’re dealing with right now is
but they are not the only ‘green’ alternative.
which of these issues should the federal gov-
Hybrids are expensive. I would suggest that
ernment handle and which ones should the
one look into high mileage cars too,” said
states have a say in”, said Whann.
Olsen.
Source: U.S. Energy Information Administration www.fueleconomy.gov
Mark Rothenberg, senior director of mar-
Keith Whann, NIADA General Counsel
keting for Cox Enterprises said, “I think we see
commented, “Going green isn’t necessarily
that while hybrids are one solution, people are
easy. I think everyone would agree as dealers
searching for fuel efficient cars. If you look at
we try to be environmentally friendly but some-
Auto Trader Green magazine it’s not a hybrid
times the choices aren’t as easy or as clear cut
magazine, but a magazine that features cars
as they seem. Instead of gasoline, some peo-
that get more than 30 miles per gallon. Hybrids
ple say we can use ethanol. There is a new
are part of the solution but smaller cars are an-
Cecily Holland State Publications Editor
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TENNESSEE DEALER NEWS
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HOUSTON,WE HAVE A PROBLEM…
BY MICHAEL YORK
It’s an attitude, a way of doing business. Promoting an expectation to the customer in an uncommon fashion.
Michael York wrote the book on Becoming Uncommon... He is a professional speaker and business consultant who speaks to over 50 audiences each year as well as leading the Dealer MASTERMIND and monthly coaching for dealers through his WINNERS CIRCLE program. His columns appear regularly in national publications and online. Get more on Michael at www.BetterDealers.com
S
omething has just gone wrong… And a customer is not happy because of it. It’s a mixup, a malfunction, or a blunder, and it doesn’t matter whose fault it is…Your reputation is on the line to make it right. What do you say? How do you say it? What do you do? How do you make sparkling lemon water from the lemons you’ve just been handed? How do you provide what’s known as, “Immediate Service Recovery?” I know how Disney does it. I know how Ritz Carlton does it. I know how the best of the best in this marketplace do it. How do YOU do it? Because most individuals and organizations… DON’T! The common response to something gone wrong…“I’m sorry” or even worse, “So what?” Sometimes things get in a knot. Can’t be avoided. Knowing how you’ll recover in those instances must be rehearsed and ready to be played like a trump card in a winning hand. What usually happens? “Sorry man, that’s how it goes sometimes.” “Could’ve been worse though, right?”When you’re the customer, what do you want? An apology? Apathy? Indifference? A babbling, rambling, bumbling dissertation on how we got here? How about “Get me outta’ here!” And saying “I’m sorry” doesn’t make it happen. Sorry about that, sorry we let you down, sorry, sorry, sorry…yep, that’s us, we’re sorry! Excuses, indifference, and apologies. What’s wrong with this picture? It’s OK to give an apology when you’ve wronged a friend, but that’s not what a customer wants when something goes wrong, unless you want to be with all the common and ordinary companies that play it by ear and hope for the best in “service blunder” situations. In Asheville, North Carolina when you open the menu at McGuffey’s restaurant, you’ll see their service mentality printed right on the front cover… “The answer is YES, what’s the question!” COOL. It’s an attitude, a way of doing business. Promoting an expectation to the customer in an uncommon fashion. A statement of commitment to amazing service, even when things go wrong. And if things didn’t go wrong, but you still want to improve your service to the customer, how about this question on their way out the door… “Was there any one thing we could have done tonight, to make your (dining, shopping, buying, etc.) experience more MEMORABLE?” When was the last time anyone asked you that question? Give it a try and you’ll stand out in improving and impressing the customer.
THE RITZ CARLTON WAY
Even the housekeepers at Ritz Carlton are allowed a $2000 budget to make an “amazing” service recovery so the guest leaves feeling “wow’ed” every time. It’s not just a blank check to give away the farm; it’s a responsibility they’ve been taught as a process of “How to Wow!” And it works. A recent
survey revealed that Ritz has an 8% “defect” rating. That means for 8 out of 100 guests, something goes wrong. A meal, a bill, a room, whatever. But the chances are excellent that those 8 will tell more people about their stay at the “amazing” Ritz than the other 92, because of how the hotel and its team RECOVERED from the service glitch!
THE DISNEY WAY
There are hundreds of roles at the Walt Disney World Resort, but there is only ONE purpose for all of them and that is... to make sure that every guest who comes to their “show” has the most fabulous time of his or her life. And when something goes wrong…they don’t just say “I’m sorry,” they strive to DO SOMETHING AMAZING for the guest (customer)! The cast members at Disney are like a well-schooled, service recovery S.W.A.T. team just waiting for the next opportunity to strike. How do you provide AMAZING service recovery? And waiting until the customer crisis arrives is too late to be ready for it.
FOR STARTERS:
1. LISTEN…let them talk and really listen. 2. Acknowledge without apology. (“I can assure you that’s not how we...”) 3. Don’t find fault, find a solution. 4. Communicate the process. (“Here’s what I’m going to do…”) 5. Make an AMAZING service recovery proposal. (“What about this?”) 6. Promote the recovery to the troops. (“Here’s how we did it...”) And the last step has to be the first one…make sure the team knows how we’ll leap into action when something goes wrong. When the opportunity “blunder” happens, it’s too late for preparation. How will you respond? If you’re serious about amazing service recovery, get a book called “Knock Your Socks Off Service Recovery,” by Chip Bell & Ron Zemke. Or if you’d like a list of 10 things you can say during a service recovery encounter, send an email to leader@MichaelYork.com Do something remarkable for the customer. Lemons can really be quite tasty, in the right recipe. To Your Uncommon Success, Michael
EDITORS NOTE: Join Author, Consultant, and AutoSuccess Magazine columnist Michael York for his upcoming FREE TELESEMINAR: “BIG LIFE and BETTER WORK: How to become an UNCOMMON SELLING PROFESSIONAL that managers and children love!” Phone lines are limited. Register now at www.MichaelYork.com
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TNIADA AUTO AUCTION
Page 28
TENNESSEE DEALER NEWS
DIRECTORY
28
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*All of the auctions listed below are members of the TNIADA and very strong supporters of our association. Please take a moment to thank them for their support the next time you visit their site and patronize them with your business as often as possible.
ABC Murfreesboro Auto Auction
Chattanooga Auto Auction
ABC Nashville
247 Needmore Road Clarksville, TN 37040 Tuesdays @ 12:00 (931) 647-5700
ADESA Knoxville
1851 S. Jefferson Ave. Cookeville, TN 38506 Thursdays @ 6:00 (931)528-6507
ADESA Lexington
26125 Hwy 72 Athens, AL 35613 Tuesdays @ 9:30 (256) 232-0201
1815 Old Fort Pkwy Murfreesboro, TN 37129 Sale every Wed 3:00 Phone: (615) 217-2848 631 Burnett Road Old Hickory, TN 37138 Thursdays @ 10:00 (615) 847-7400
1011 Adesa Pkwy Lenoir City, TN 37771 Tues. @ 5:30 and Fridays @ 9:00 Phone: (865) 988-8000 672 Blue Sky Pkwy Lexington, KY 40509 Thurs @ 9:00 and 2nd Tues. @ 6:00 (800) 296-7103
ADESA Memphis
5400 Getwell Road Memphis, TN 38118 Tuesdays @ 9:00 (901) 365-6300
Airport Auto Auction Airbase Road Alcoa, TN 37701 Thursdays @ 5:30 (865) 970-9600
Alabama Auto Auction 2514 Moody Pkwy Moody, AL 35004 (205) 640-4040
Bristol Auto Auction 3192 W. State Street Bristol, TN 37620 Fridays @ 10:00 (423) 764-1148
2120 Stein Drive Chattanooga, TN 37421 (423) 499-0015
Clarksville Auto Auction
Cookeville Auto Auction
Dealers Auto Auction of Huntsville
Dealers Auto Auction of the South
6723 Hwy 51 North Horn Lake, MS 38637 Thursdays @ 9:30 (662) 393-0500
East TN Auto Auction 195 Joe McCrary Road Fall Branch, TN 37656 Thursdays @ 10:00 (423) 348-8419
Georgia-Carolina Auto Auction 884 E. Ridgeway Road Commerce, GA 30529 (706) 335-5300
HADA Auto Auction
3125 Leeman Ferry Huntsville, AL 3rd Friday of the Month 10:00 (205) 966-6777
Jackson Madison Co. Auto Auction
38 Graves Loop Road Medina, TN 38355 Fridays @ 10:00 (731) 783-4500
Kelley Auto Auction
3485 Hwy 431 Attalla, AL 35954 Tuesdays @ 6:30 (256) 538-9095
Manheim’s Nashville Auto Auction 8400 Eastgate Blvd. Mt. Juliet, TN 37122 Wednesdays @ 9:00 (615) 773-3800
Manheim’s Tennessee Auto Auction
1450 Lebanon Pike Nashville, TN 37210 Mondays @ 4:00, Tuesdays @ 10:30 (615) 244-2140
Marcka Auto Auction 150 Cox Avenue Crossville, TN 38555 Mondays @ 6:00 (931) 456-7555
Memphis Auto Auction 3719 Old Getwell Road Memphis, TN 38118 Wednesdays @ 9:30 (901) 795-7634
Nashville Power Sport Auction
8037 Eastgate Blvd. Mt. Juliet, TN 37122 2nd Saturday of each month (615) 466-4000
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AUCTION CALENDAR
TENNESSEE DEALER NEWS
MONDAY
TUESDAY
Tennessee Auto Auction
Manheim’s 4:00
ADESA Memphis 9:00
Nashville Auto Auction
9:00
ABC Nashville 10:00
ADESA Knoxville 9:30
Marcka Auto Auction Crossville, TN 6:00
Chattanooga Auto Auction 9:30
Memphis Auto Auction 9:30
East TN Auto Auction 10:00
Jackson Area Auto Auction 10:00
Manheim’s
ABC Murfreesboro 3:00
Airport Auto Auction 5:30
Bristol Auto Auction 10:30
Georgia-Carolina 3:00
Cookeville Auto Auction 6:00
Georgia-Carolina 6:00
Tennessee Auto Auction
10:30
1-866-5TNIADA (586-4232)
Clarksville Auto Auction 12:00
Fax 615-443-7486 P.O. Box 2219 Lebanon, TN 37088
WEDNESDAY THURSDAY
29
Manheim’s
FRIDAY
Jackson Area Auto Auction 4:00 ADESA Knoxville 5.30
Out of State Sales (Members of TNIADA)
VISIT OUR WEB SITE FOR
updates, Association highlights and information, legislative news, and much more!
Tallahassee Auto Auction Tallahassee, FL 6:00
Dealer's Auto Auction Huntsville, AL 9:30
ADESA Atlanta 10:00
Dealer’s Auto Auction Horn Lake, MS 9:30
Manheim’s Bishop Brothers Alabama Auto Auction Manheim’s Moody, AL Atlanta, GA Atlanta Auto Auction 10:00 1:00 9:30 Kelly Auto Auction Gadsden, AL 6:30
ADESA Lexington 10:00
HADA Auto Auction Huntsville, AL 10:00 3rd Friday Only ADESA Atlanta 6:30
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TENNESSEE DEALER NEWS
AppOne, Payless Car Sales Team Up "WE ARE CONTINUALLY LOOKING FOR TOOLS THAT HELP OUR DEALER FRANCHISES STAY AHEAD OF THEIR COMPETITORS,"
A
ppOne, a part of Wolters Kluwer Financial Services, along with Payless Car Sales, recently announced a partnership to provide Payless Car Sales dealers access to the AppOne platform. The AppOne platform provides Payless dealers with access to prime and subprime lenders, in addition to the ability to price and print documentation for aftermarket products, along with documentation required for each loan and access to AppOne's MenuOne. MenuOne is characterized as a user-friendly online sales tool offering financing alternatives that dealers can customize for presentation to car buyers. AppOne went on to indicate that its dealer services will support Payless franchises, assisting in the completion of financing transactions, along with ensuring compliance with all state and federal lending regulations. "We are continually looking for tools that help our dealer franchises stay ahead of their competitors," explained Mike Harley, Payless president and chief
operating officer. "With its cutting-edge technology, compliance expertise and financing assistance, the AppOne platform does this on a number of different levels." Lee Domingue, chief executive officer of AppOne, added, "With the intense competition in the auto industry right now, our goal is to help independent dealers build the financial and technological resources they need to sustain their business. "AppOne not only helps them compete with the larger franchise dealers, but it also allows them to devote as much time as possible to what they do best, marketing and selling vehicles," he concluded. For more information, visit www.PaylessFranchise.com, www.PaylessCarSales.com and www.appone.net.
FOR MORE INFORMATION, VISIT
www.PaylessFranchise.com, www.PaylessCarSales.com and www.appone.net.
KainAutomotive.com To Showcase Best Online Practices
K
ainAutomotive.com recently announced it is hosting an internet boot camp to help industry professionals boost online sales and best utilize the web. The boot camp has one seminar scheduled for June 10-12 in Las Vegas and another from August 1214 in Fort Lauderdale, Fla., includes an eight-step program to maximize online sales results. "Not only will we teach each attendee the foundational ‘8 Steps to Internet Success,' we will also provide the tools for them to take back to their dealership and cascade it throughout the organization," commented David Kain, founder of the company. "When recommending who in your operation should attend this type of training we suggest you select committed individuals that you want to make an investment in because they have shown a high desire for career growth and are focused on what it takes to improve your dealership's overall operating results," he added. "Attendees will walk away with the knowledge, skills and confidence to build and maintain a successful Internet operation," Kain continued. To register call (800) 867-2160, or e-mail NCM's Amy Smith at asmith@ncm20.com.
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I N D E X T O A D V E RT I S E R S ABC Nashville . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .17 ADESA Atlanta . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .18 ADESA Knoxville . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .21 Aircept / Cal Amp . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .28 AUTOSAVE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .23 AutoTrader.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Back Cover CAR Financial Services, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .27 Cars.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Inside Front Cover Credit Acceptance Corporation . . . . . . . . . . . . . . . . . . .Inside Back Cover Dealer Funding, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .5 Frazer Computing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .20 Freedom Financial . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .23 Friendly Finance Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .29 Guardian Warranty Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3 Manheim Nashville . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13 Manheim Tennessee . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .9 McNutt Auto Transport Service . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .31 Preferred Warranties, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .7 The Penn Warranty Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .19 United Acceptance Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .15
cars.com ACQUIRES pickuptrucks.com "PICKUPTRUCKS.COM ALLOWS CARS.COM TO ACT UPON A STRATEGY TO GROW OUR PRESENCE IN THE TRUCK MARKET AND QUICKLY EXPAND OUR CURRENT TRUCK OFFERING TO DRIVE EVEN MORE VALUE FOR CONSUMERS AND OUR ADVERTISING PARTNERS,"
C
ars.com recently announced that it is expanding its reach into the truck market with the purchase of PickupTrucks.com, a move that can give automakers and dealers another avenue to connect with potential buyers. According to officials, PickupTrucks.com was started in 1995 and features shopping tools as well as news and information for those in the market to buy a truck. As data indicates that pickup truck sales account for 17 percent and 14 of the new and used vehicle markets, respectively, the sector has become increasinglyimportant to the industry. With the acquisition, Cars.com can now assist its advertisers in reaching this growing segment of shoppers. "PickupTrucks.com allows Cars.com to act upon a strategy to grow our presence in the truck market and quickly expand our current truck offering to drive even more value for consumers and our advertising partners," commented Cars.com president Mitch Golub."With this acquisition, we will be able to deliver a highly engaged audience to automotive manufacturers and dealer advertisers seeking to reach in-market truck buyers," he added. As part of the deal, PickupTrucks.com continues as a stand-alone site dedicated to the pickup truck sector.
Westlake Financial Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11
National Independent Automobile DealersAssociation www.niada.com • www.niada.tv NIADA Headquarters: 2521 Brown Blvd. • Arlington, TX 76006-5203 (817) 640-3838 TN Dealer News is published bi-monthly by theNational Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 760065203; phone (817) 640-3838. Periodicals postage paid at Dallas, TX and at additional offices. POSTMASTER: Send address changes to NIADA State Publications, 2521 Brown Blvd., Arlington, TX 76006-5203. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of the Tennessee Independent Automobile Dealers Association or the National Independent Automobile Dealers Association. Likewise, the appearance of advertisers, or their identification as members of TNIADA or NIADA, does not constitute an endorsement of the products or services featured. Copyright 2008 by NIADA Services, Inc. All rights reserved. Visit the TNIADA Web site at www.tniada.com. For advertising information contact: Troy Graff (800) 682-3837 or troy@niada.com. For information on how to become a member of TNIADA, please contact: Darryl Noble at (615) 506-4968 or dnoble@tniada.com. State Publications Manager/Sales: Troy Graff • troy@niada.com State Publications Editor: Cecily Holland • cecily@niada.com State Publications Production Manager: Christy Haynes • christy@niada.com Graphic Artist: David Sommer • david@niada.com Printing: Nieman Printing
Moreover, founder and editor Mike Levine will continue as the site's leader. Additionally, the site will now feature thousands of pickup truck listings from Cars.com. "We're thrilled to have someone of Mike Levine's character, quality and integrity join the Cars.com family," Golub continued. "Levine is considered one the country's foremost experts on pickup trucks, recognized by leading automotive blogs and news outlets, truck manufacturers and the pickup community for his insight and expertise in this segment. We look forward to working with him as he continues to grow PickupTrucks.com with even more of the unbiased content that established him as the pickup truck authority." Levine added: "The affiliation with Cars.com, one of the most popular destinations in online vehicle shopping, will bring a wider audience and additional resources so we can continue growth of the PickupTrucks.com site. Our site users and fans can expect more specialized truck content and functionality to help them make the right truck-buying decision," he concluded.
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