Page 1

Volume 31 Number 4 • Fall 2010

Best Practices For Getting Your Customers Financed

page 18

8 Reasons Why Your Dealership Should Be On Facebook Regulations...and More Regulations It’s All About the Numbers

page 27

page 23

page 19


The Virginia Family of Manheim Auctions invites you to visit us weekly at our two convenient locations:

Sale Every Wednesday S l E W d d 9 AM I-81 Exit 243 3560 Early Rd Harrisonburg, VA 22801 Tel 540-434-5991 Fax 540-434-6813 Sale Every Thursday 9 AM S 120 Auction Dr Fredericksburg, VA 22406 Tel 888-883-FRED Fax 540-373-5021


The Virginia Independent News A VIADA Publication Virginia Independent Automobile Dealers Association 4700 Thoroughgood Square Virginia Beach, VA 23455-4043

757.464.3460 l 800.394.1960 FAX 757.460.1346 e-mail: info@viada.org www.viada.org Lois Keenan Executive Director lois@viada.org David Boling Government Relations Director david@viada.org Peter V. Iaricci Trainer/Consultant pete@viada.org

Cover 8

Volume 31 Number 4 • Fall 2010

VIADA State President - John Porter

Columns 5

From the President

6

Executive Director’s Notes

6

VIADA Ladies Auxiliary

7

2010 Convention Honor Roll

John Joh n Port P Porter, orter, ort er, Po Porte Porter’s rter’s rte r’s Au Autom Automotive, tomoti tom otive, oti ve, In Inc. c. 2010-2011 2010-201 2010 -2011 -201 1 State State Pres Presiden President identt iden Best Practices For Getting Your Customers Financed

page 18

8 Reasons Why Your Dealership Should Be On Facebook

10

VIADA 2010 Quality Dealer -Donnie Keene

11

VIADA Ladies Auxiliary 2010 Quality Lady

12

Around the Commonwealth

14

Member Bulletin Board

14

VIADA and NIADA Scholarships

Amanda Duley Accounting/Marketing amanda@viada.org

20

Upcoming Events

22

Letters to the Editor

VIADA OFFICERS 2010-2011

23

Select Partners

Chairman of the Board - Donnie Keene

24

Renewals

Tina H. Allman Membership Development Madison Ellis Membership/Publications madison@viada.org Evelyn Ellis Office Assistant

Regulations...and More Regulations It’s All About the Numbers

President - John Porter

25

New Members

President Elect - Gail Davis

28

Virginia Independent Auto Dealers PAC Contributors

Vice Presidents - Howard Kershaw Larry Crigger LexaLynn Hooper

29

VUCD Participants

30

The Internet Corner

page 19

page 23

page 27

Secretary - Alvin Melendez Treasurer - Rodney Williams dŚĞsŝƌŐŝŶŝĂ/ŶĚĞƉĞŶĚĞŶĚĞŶƚEĞǁƐ WƵďůŝƐŚĞĚĨŽƌsŝƌŐŝŶŝĂΖƐhƐĞĚĂƌ/ŶĚƵƐƚƌLJ WƵďůŝƐŚĞĚYƵĂƌƚĞƌůLJZĂƚĞƐĨĨĞĐƚŝǀĞ:ĂŶƵĂƌLJϭ͕ϮϬϭϬ ůĂĐŬͬtŚŝƚĞĚƐ ϰͲŽůŽƌĚƐ ŝƐƉůĂLJhŶŝƚƐ ϭy Ϯy ϰy ϭy Ϯy ϰy /ŶƐŝĚĞ&ƌŽŶƚŽǀĞƌ Eͬ Eͬ Eͬ Eͬ Eͬ Ψϭ͕ϭϬϬ /ŶƐŝĚĞĂĐŬŽǀĞƌ Eͬ Eͬ Eͬ Eͬ Eͬ Ψϭ͕ϭϬϬ ĂĐŬŽǀĞƌ Eͬ Eͬ Eͬ Eͬ Eͬ Ψϭ͕ϮϱϬ ĞŶƚĞƌĨŽůĚ Eͬ Eͬ Eͬ Eͬ Eͬ Ψϭ͕ϴϬϬ &ƵůůWĂŐĞ ΨϲϬϱ ΨϱϱϬ ΨϱϬϬ ΨϵϰϬ ΨϴϴϬ ΨϴϮϱ ,ĂůĨWĂŐĞ ΨϱϬϬ ΨϰϰϬ Ψϯϴϱ ΨϴϮϬ Ψϳϲϱ ΨϳϭϬ dŚŝƌĚWĂŐĞ Ψϰϭϱ Ψϯϴϱ ΨϯϮϱ ΨϳϬϬ ΨϲϱϬ ΨϱϵϬ YƵĂƌƚĞƌWĂŐĞ ΨϰϬϬ ΨϯϱϬ ΨϯϬϬ Eͬ Eͬ Eͬ ƵƐŝŶĞƐƐĂƌĚ ΨϮϳϱ ΨϮϮϬ ΨϮϬϬ Eͬ Eͬ Eͬ Ăůůs/^ƚĂƚĞKĨĨŝĐĞǁŝƚŚYƵĞƐƚŝŽŶƐƌĞŐĂƌĚŝŶŐĚǀĞƌƚŝƐŝŶŐ ŽƐƚƐŽƌWůĂĐĞŵĞŶƚ;ϴϬϬͿϯϵϰͲϭϵϲϬ

The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the view of the Virginia Independent Automobile Dealers Association. Likewise, the appearance of advertisers, or their identification as members of VIADA, does not Virginia constitute an endorsement ofNews The Independent the products or services featured. The Virginia Independent News

Features 11

Coming January 1, 2011!

18

Best Practices For Getting Your Customers Financed

19

8 Reasons Why Your Dealership Should Be On Facebook

20

A Look At Employee Dishonesty Protection

20

DMV Cuts Cost of Registration Cards

23

Regulations...and More Regulations

27

It’s All About the Numbers

CELEBRATING VIADA’S 51st ANNIVERSARY Fall 2010 • Page 3


STABILITY? YOU CAN COUNT ON IT. If you are looking to partner with a company that offers security and stability, then look no further than GWC. Founded by auto dealers and industry professionals, we understand what you need. Our products are insured by a company that has earned an A- (Excellent) rating from A.M. Best and our claims facility is recognized as an industry leader. Put that together with straightforward and simple to understand products and a focus on your profitability and you’ve got the GWC Advantage.

To become a GWC participating dealer, call (800) 482-7357 ext.767. Page 4 • Fall 2010

www.guardian-warranty.com ©2010 GWC Guardian Warranty Corporation

The Virginia Independent News


FROMTHEPRESIDENT By John Porter, Porter’s Automotive

Get the Most from What We Have It has been an unusual business year, some dealers complain that sales are down, others cannot write the deals fast enough, and some of us tread water, work harder, but get nowhere. We want to work smarter with what we already have, and get the most out of our people. My mother-in-law says, “If you watch your pennies, the dollars take care of themselves.” The VIADA provides so much value and many of us leave most of it on the table. As we enter our 50th year, more than ever we need to appreciate the hard work and dedication of those who have worked tirelessly in years past to build this organization to what it is today, and take advantage of all of the resources we have available to us. The VIADA has made me a better businessman in many ways and I struggle to understand when a dealer cannot see the value in a volunteer organization like the VIADA. Where else can you get the resources and benefits available to you via the VIADA for less than a dollar a day? I pay many times that amount for basic services like having my bathrooms cleaned. This organization has so many benefits and advantages that even as a member it is easy to lose sight of them. I want to take a look at what we can do to make the VIADA an organization that dealers want to join with less recruitment effort, for example the auction card. I would like to look at things we’ve done in the past, see what worked, bring them out of the closet, polish them and put them on the front row along with new innovative ideas that we will come up with to promote the mission of the VIADA. Another one of my goals is to bring back the fun in our work, making the meetings enjoyable and something we all look forward to. Last year was a success despite the economic downturn and the loss of dealers. This is due to the hard work of our organization’s elected leaders and office staff. I am very fortunate to be coming into office with such a fine group of state officers. That said, I would like to see more of our members active in the association’s business. With less than 5% of The Virginia Independent News

the organization’s membership active, think what we could do if we gained the input and ideas of just another one or two active members in each district. When I was president of District 3 ten years ago, I attended the District 8 Christmas party in an effort to assist our then current president, Ted Bowman, to increase member participation. I met Don Keene and asked him to become more active in the organization, sharing with him the value I was receiving from active participation. He surpassed my expectations and even became president ahead of me, having a very successful year traveling the state to visit with every district. I want to thank Don and his family for their time and dedication to this organization and a job well done. I cannot promise to do a better job than Don, but I promise to work hard, make it fun, and get the most out of what we have. X

2010-2011 State Officers VICE PRESIDENTS CHAIRMAN OF THE BOARD Donnie Keene Don’s Auto Exchange Cedar Bluff

PRESIDENT John Porter Porter’s Automotive Roanoke

PRESIDENT ELECT Gail Davis Davis Auto Sales II Richmond

Howard Kershaw K’s Auto Center Hampton Larry Crigger Candu Auto Sales Rural Retreat LexaLynn Hooper Hooper’s Quality Cars Stafford

SECRETARY Alvin Melendez Melendez Motors Fredericksburg

TREASURER Rodney Williams Williams Auto Mart, Inc. Bristol

Fall 2010 • Page 5


E

XECUTIVE

DIRECTOR’S NOTES

By: Lois Keenan, Executive Director, VIADA

Perhaps one of the greatest qualities of successful people is a sense of urgency. You know, the kind of people who just seem to be able to get things done at just the right time -- and it's usually sooner rather than later. Dr. David Jeremiah

Our incoming state officers met with VIADA's new president John Porter of Porter's Automotive the morning we departed The Homestead, at close of convention, to look ahead for the new association year. "Getting our members more actively involved" is a headliner for John. This next year we are hoping to become even more "proactive" by establishing "CALLS TO ACTION" to involve all active members. To accomplish this, we need to build a reliable member database of contact information. CALL TO ACTION - HELP US HELP YOU • •

Be certain we have your correct email address If you do not have a smart phone, such as a Blackberry or iPhone, to access your email when away from the office, assign a reliable employee to check emails/faxes on a regular basis and report to you immediately - some of the information will be time sensitive Get all employees involved by keeping them informed. Let your employees help “make it happen” for your dealership

Special thanks to each of our many sponsors and exhibitors who, once again, rallied to support VIADA’s annual convention. Thanks for believing in Virginia’s Dealers and their Association. Thanks also to our 2009-2010 State and District Officers, Membership Recruiters, and to Past President Donnie Keene. JOB WELL DONE!! X

VIADA Ladies Auxiliary

by Carla Ann Keene, Ladies Auxiliary President This is going to be a record setting year for the Ladies Auxiliary. At this year’s convention they were able to raise a record setting amount of over $15,000 which goes to help support several charities and scholarships along with a record setting year for their Fill-A-Wish Program. Thanks to all who contributed to the auction; because of you, the Auxiliary has been able to help children who are suffering from cancer, debilitating handicaps and surgical needs. Donations for many other charities have also been given such as American Cancer Society, Smile Train, National Kidney Foundation and many more. The Ladies Auxiliary is totally committed to helping those in need and backing the VIADA to make this association one that is not to be surpassed. Officers for this year’s Auxiliary are Chairman of the Board, Jan Tate; President, Carla Ann Keene; Vice President, Sandra Farmer; Secretary, Bertie Arrington; Corresponding Secretary, Pam Kershaw; Treasurer, Helen Crigger and Board of Directors are Emogene Bowman, Chrystal Franklin and Diane Gossett. Carla Ann Keene, wife of Donnie Keene of Don’s Auto Exchange Inc. in Cedar Bluff, VA, will be heading Page 6 • Fall 2010

the Auxiliary as president. Carla has been owner and director of a children’s dance studio for 23 years, she also taught school before she and Donnie were married. Now, along with running her own business, she helps her husband at their dealership with whatever tasks are needed. Her most important job is taking care of their 5-year-old daughter, Caroline. Our 2010 Ladies Auxiliary Quality Lady winner is Sandra Farmer from Steve Farmer Auto Sales in Alta Vista, VA. This is her 2nd time winning this award, previously in 2005. Sandra is completely dedicated to her family, church, business, and her charity work. She, along with her husband Steve, spearheads the Campbell County American Cancer Society Relay for Life. Sandra totally commits herself to the Ladies Auxiliary; she has chaired several committees and has held practically every office. She has such a caring and loving spirit, wonderful leadership qualities, and always brings great ideas to the table. Sandra and Steve are so fully dedicated that the Auxiliary has made Steve an honorary member.X

The Virginia Independent News


50th Anniversary Convention Honor Roll Exhibitors

Sponsors 1st Choice MBC Abingdon Auto Auction ADS Management AutoTrader.com AutoZone Barg-N-Finders Inc. Blackbook Booher Auction Company Capital Auto Auction Carfax Commercial Software (ComSoft) ESG Insurance & Financial Services Federal Financial Services Frazer Computing, Inc. Goldstar GPS Greensboro Auto Auction Guardian Warranty Corp (GWC) Independent Lifestyles JTZ Enterprise Manheim Fredericksburg Manheim Harrisonburg Manheim North Carolina Manheim Statesville Mendenhall Auto Auction Preferred Warranties Inc. Radford Auto Auction Roanoke Auto Auction Steve Farmer Auto Sales Tidewater Auto Auction triVIN VIADA Districts VIADA Ladies Auxiliary Wayne Reaves Websites & Software

Ace Motor Acceptance Corp American Recovery Association AUL Corp Auto Services Company AutoTrader.com Auto Use AutoZone Buy Here Pay Here Plus Capital City Auto Auction Carfax Cars.com Classic Insurance Services Commercial Software (ComSoft) ESG Insurance & Financial Services Federal Financial Services, Inc. First National Merchant Solutions GoldStar GPS Guardian Warranty Corporation (GWC) JTZ Enterprise Keystone Insurers Group Maneheim Microbilt Corporation Motorcade Dealer Services LLC NIADA CPO PASSTIME Payment Solutions/Frazer Preferred Warranties, Inc. Tim Byrd & Associates, Inc. triVIN, Inc. United Acceptance VIADA VIADA Ladies Auxiliary Virginia.gov Wayne Reaves Software

Golf Tournament Sponsors Auto Services Company Classic Insurance Services Districts 1, 2, 6, 8 Hooper’s Quality Car’s Manheim Fredericksburg Manheim Harrisonburg The Virginia Independent News

Fall 2010 • Page 7


VIADA 2010-2011 State President John Porter, Porter’s Automotive Virginia Independent Automobile Dealers Association is pleased to introduce you to John Porter of Porter’s Automotive in Roanoke. John is our 2010-2011 State President. He has provided us with a brief article to introduce you to his business history and philosophy. Business History I have been in business since 1976, that’s when I signed my first franchise agreement as a Sunoco dealer. Over the years we have had 4 location changes as well as changes in our business focus. We stopped selling gasoline and became a full service automotive repair center 17 years ago in 1993. This was at our present location on Williamson Road where Porter’s Automotive has been for the last 20 years. I always had the desire to fix up and sell cars, but found it challenging from a zoning and licensing perspective. When the building across the street became vacant, it gave us the opportunity to expand our operation to include used car sales. In the spring of 1995 we opened our car dealership, Select Auto Sales. I wore my shoe leather out running back and forth between the two businesses with 12 employees. In 2001, realizing my children may not be interested in taking over my business, I decided to consolidate the car business into the service center, making it a car dealership. By doing this, we reduced the amount of automotive repair business we were doing, the number of employees we had, and our corporate name changed back to Porter’s Automotive, Inc. My first two months as a full time automobile dealer were very, very good. July and August sales were unbelievable and I thought I had Page 8 • Fall 2010

the world by the tail. However, the events of September 11, 2001, were devastating to our industry and led to huge changes in the way we do business. Still being fresh in automotive sales, I was unable to adapt quickly enough to keep sales at the level I expected. Our service department was reopened to full capacity a year later. In the long run, this is really what I wanted: to have sales and service in the same location. So as often happens, a tragic event resulted in positive outcomes. Today I have 8 employees: a service and operations manager, an office manager, 5 technicians and a receptionist. My Business Philosophy Our sales team consists of my office manager and myself. Sometimes we boast that we are the best dealership on paper because some months we will sell 75-100% of our inventory; of course, that means 4 of the 5 cars we have on display. Ours is a consultative sales approach; we first take the time to understand a customer’s needs and budget rather than just showing them what we have on the lot. If we do not have a car that meets their needs and budget, we take them to a dealer that we trust with our customers, introducing them and what they are looking for. To ensure that our customers get the best fit to their requirements, we have sold dozens of cars for other dealerships. We have reduced our inventory and we try to buy mechanically challenged vehicles that are in good body and interior condition. Most of our cars are bought from my existing customer base, so our inventory is limited and not always as diverse as I would like. Sometimes we may have 4 sedans and at other times 4 pickup trucks.

I keep a list of what my customers are looking for, calling them when I find what I think they will like. We try to maintain vehicles in the lower price range (under $5,000) that are dependable. When we offer a vehicle to a customer, it is a very solid, well-refurbished automobile and we stand behind them with very few problems. Any problems that do arise are taken care of promptly. In our 35 years of doing business with the public and our 16 years in the car sales, I have never had a complaint with the BBB and have never been inside a court room. In addition to excellent customer service I believe you must have excellent technical skills. I have been an ASE Master Certified Technician for 20 years and have encouraged my staff to reach the same level of certification. In our shop, 3 of the 4 technicians are ASE Master Certified and our apprentice technician is a recent graduate of the NASCAR Technical Institute in Charlotte, NC. As I mature as a businessman, I have realized that you only get one chance to make a first impression on a customer. Over the last couple of years we have aligned ourselves as an AC Delco TSS Service Center. The Virginia Independent News


We have done an extensive facial overhaul of our building with remodeling of our front office, adding a reception area so you are greeted professionally when you come in the door. This contributes to the customer’s level of confidence that they have selected a professional and competent dealership to do business with. Marketing and Customer Loyalty Our most important and valuable marketing has come from word of mouth of loyal customers, including customers who bring a friend or family member in to buy a dependable car. On several occasions a customer has shown up with a check for the amount of the total deal without ever seeing the automobile. The most memorable example is the gentleman who jumped up from the desk after signing the contract, looked out on the lot and said, “Now which one is it?” Aside from word of mouth, we had past success using local car magazines; however, our needs have changed, most recently with the addition of our transmission rebuilding business. We believe that TV and Internet are powerful advertising media today. We have therefore posted a new interactive website and engaged with a local TV station to run commercials. Trade Organization Memberships I was a 17-year member of the Virginia Gasoline Retailers Association (VGRA). Four of those years I served as a vice president and six years as a district president. Understanding the importance of being an active member of a trade organization, I became a member of the VIADA before we even applied for our licensing when I decided to expand my business to sell used cars. The biggest value I receive from the VIADA membership is the friendship and association with the finest business people in the state. By keeping me up to date with the legal requirements and procedures, The Virginia Independent News

the VIADA has helped me become a better businessman and keep my business running trouble free. New dealers coming into the industry need to understand that it has become a heavily regulated business and that education about the processes that govern us is mandatory along with good business practices and a dedication to hard work. VIADA membership provides the education for those new in business to avoid costly mistakes in addition to giving you reliable relationships. These relationships I have with the other dealers are the most important thing to me because we help each other openly and honestly. An organization is only as good as the quality of its members and leadership, and I believe we have the best. My Economic Forecast There have been many changes in our industry and likewise have made many changes over the years to grow our business and remain successful. Doing business through two gasoline shortages and the aftermath of 9/11 taught me that when an industry is in crisis, a trade organization pulls together and provides the leadership required to get through that crisis. During these difficult times people flocked to these organizations, yet ironically, during this economic downturn we have lost members as dealerships have closed. I predict we will see more dealers opening their doors to additional sources of revenue, i.e., repair shops, rentals, detailing, and other services. As I travel and meet other dealers, some say business is terrible, yet others are having record numbers. An economic forecast is what we make of it, not what is laid in front of us. Therefore it is imperative to get the most out of what we have. We need to step back, park the car across the street, and ask ourselves what is it that makes a customer want to step inside and spend their money.

Take a look at your business, take inventory of what you are doing, and ask yourself what you can do to improve. On a Personal Note The most influential person in my life is my father. He was a Master Sergeant and Crew Chief in the United States Air Force and the Air National Guard. Early on he taught me; you cannot fix anything until you understand how it works. He also taught me at an early age the importance of being a good man and the values that make you a good man, which I believe are the same values that make you a good businessman. These include setting goals you can achieve and working hard with integrity. This advice has contributed to both my business and personal success. My business is open 5 days a week, 8 am – 6 pm. I open and close every day, working 10-11 hours a day. When I’m not working I enjoy starting the day watching the birds from our patio as I drink a cup of coffee, then it’s off to work on our small ranch, which a friend of ours named the “Porterosa”. I am kept very busy with the horses, 3 dogs, a cat, and a very productive garden. Running a small ranch and caring for livestock and animals demands the rest of our time, so either my wife or I must always be there; therefore, family vacations are very limited and brief. I gain enjoyment and relaxation from working the farm and entertaining friends and family at our home with laughter and good food. I also enjoy taking the Dachshunds for a ride in my “cowboy Cadillac”- a restored 1985 El Camino SS. My work philosophy is the same on my farm as it is in my business: If the sun is up and you’re not working, you’re burning daylight. I enjoy working hard and love what I do. I believe that if you don’t enjoy your work, you should do something else. I will always enjoy working to serve the VIADA.X Fall 2010 • Page 9


Donnie Keene VIADA 2010 Quality Dealer

Donnie Keene, owner and operator of Don’s Auto Exchange Inc. located in Cedar Bluff, VA, is a third-generation dealer. His business was started by his grandfather 48 years ago and when his grandmother received her dealer’s license, she became the first female independent automobile dealer in Tazewell County. Donnie began helping at the dealership from the age of 10 doing odd jobs like sweeping and cleaning the lot. During high school he would work on the lot after school, between football and baseball practices, and on weekends continuing to learn more about the business. After graduation, he worked as a salesman while attending college and his father opened a second location of which Donnie became manager. Donnie purchased the business from his father in 1991 and added a rental service a year later.

Page 10 • Fall 2010

As business progressed and regulations increased, he saw a need to become more educated about the industry and joined the VIADA in 1992. During that time he served in many offices on the district and state level and became a Certified Master Dealer in 2008. Donnie was elected State President in 2009, his platform as president was making communication key with the association and the states’ dealers. He was able to sign 26 new dealers to the association, attend 14 district meetings statewide, attend the Dealer Board meetings in Richmond, and helped work 5 auction drives at various auto auctions throughout three states while overseeing the meetings and issues of the State Board to accomplish the needs of the association such as increasing membership, associate memberships, and higher attendances at the state convention. The Board of Directors voted to move the dates for future conventions from September to July in order to make it more accessible to young families. Donnie won the Quality

Dealer of the Year Award during the association’s 50th Anniversary convention and considers it his greatest accomplishment. In addition to his accomplishments with VIADA, Donnie has also served two elected terms on his town council and one term as ViceMayor. He served on the board of the Cumberland Plateau Planning Commission, and as deacon, Treasurer, and other various projects at Calvary Baptist Church of which he has been a member his entire life. He involves himself with several charitable organizations such as the American Cancer Society, Glimmer of Hope Benefit, Ronald McDonald Foundation, Shop-With-A-Cop Program, Project Graduation, The COPE House, Toys for Tots, and the VIADA Ladies Auxiliary. X

Congratulations Donnie!

The Virginia Independent News


VIADA Quality Lady 2010 2005 VIADA Ladies Auxiliary Quality Lady, Sandra Farmer, received recognition again when members elected her 2010 VIADA Ladies Auxiliary Quality Lady.

Sandra uses are “At your service,� and “I serve at your pleasure�.

Sandra’s VIADA experience began in January 1987 when Steve announced he wanted to open an independent automobile business.

When presenting 2010 Quality Lady Award, 2009 Quality Lady recipient, Bertie Arrington described Sandra as dedicated to God, her family, both close and extended, and to VIADA, always willing to help, and generous with her time. Other words used to describe Sandra Farmer are friendly, outgoing, enthusiastic, energetic, dependable, good leader, and special friend.

To support Steve’s plan, Sandra began searching for resources and information. She openly admits to breathing easier as she began to get information and direction from VIADA.

Sandra describes herself as a person who tears easily, but would rather laugh than eat, and prays to be a blessing as well as receive a blessing.

Steve and Sandra quickly became proud members, workers, and supporters of VIADA and VIADA Ladies Auxiliary, and they remain strong advocates and workers today.

Sandra is a honor graduate of Lynchburg College School of Business and works full time at Steve Farmer Auto Sales. Sandra gives personal time, energy, and resources to projects involving children, schools, and community. A cause close to her heart is American Cancer Society’s “Relay for Life�.

In addition to serving VIADA Ladies Auxiliary two terms as president, Sandra has served and supported other auxiliary offices and committees, and worked closely with fill-a-wish and scholarship recipients.

Sandra and Steve have two children well known to VIADA. Andrea and Steven, Jr. became licensed sales people as teenagers. Andrea was VIADA Ladies Auxiliary’s first scholarship winner in 1988. Steven, Jr. was District 6 scholarship winner in 1992, and is now primary buyer for Steve Farmer Auto Sales. Sandra and Steve are the very proud grandparents of six, Jack, Luke, Steven III, Coleman, Anna, and Rosser. X

Sandra is quick to note that the purpose of VIADA Ladies Auxiliary is to be “Helping Hands�. Like many others in the Ladies Auxiliary, Sandra has chosen to help and support others while personally staying out of the spotlight. Two phrases

Coming January 1, 2011! 













































































A



































































































































































!

















!































































&

'











8













!

































!











!

"









#



$

%

#

#

&

'



















































































&

'















&

'















8





!









































































































&



































!



B

















<











&













!































<



(

)

*

+

,





-

*

8



.

/



0



1



)



2

)

3

4



5

6

7

2

>

























































!

















:



























$





%

%





9









1

























"









#



$

%

#

#







!















!









&

.

0















!

































8

)

C

-

2





D



5

6



7



2



.

*





8











E













F







!





8



























8



















8









!



































&





<















8





























!























































;





























































































!



















!



























































&

































8































&

















&

<







!











!









!











!

























































!

























!







!































=















!











!













































8







!



















8















&







!

8





























8















8















&



<





























!



















&

<











<















!

!













































































!













!







<































=































&



"









"











$

%

#

%



























=



















!











>







#



$

%

#

#



































































8

















8





&



















































































!

































































?

























@





















!

















&









!



"



























#









$

%



#

!

#

























8











8

















































8



































!



8









G

















































&











































8









!





























!

'































:

















&

H







!





























8





!





=

































&



















!











<

















&



















































































































!



8



I







































!









<



















&













8





























!

J









































;



































K





















































































!































!























































!









&

























8





























































































&

L

M

N

O

P

Q

R

S

O

P

Q

T

Q

U

X

U

P

Q

T

Q

U

U

V

W

R

N

X

X

Y

S

S

U









[

\

]

^

_

`

a

b

^

]

c

d

e

f

g

h

g

i

\

j

j

k

l

m

c

n

^

_

o

a

l

m

l

\

j

l

p

j

c

a

^

^

q

r

s

l

]

t

k

u

^

v

_

c

o

l

\

j

l

q

[

n

l

w

<

n



Z



8



O











^

_

o

^

_

c

\

q

n

^

_

o

l

]

\

^

q

r

&

The Virginia Independent News

Fall 2010 â&#x20AC;˘ Page 11


AROUND THE COMMONWEALTH District 1 - Tidewater Virginia VIADA just celebrated its Fiftieth Anniversary at The Homestead Resort, located in Hot Springs, Virginia. Wow, what a great time and amazing tax deduction! Thanks to Lois, David, Amanda, Madison, Pete, & Evelyn of our VIADA staff for all their hard work so we could have such a great time. My wife, Carla, and son, Justin, who is active in our family business, accompanied me on this trip.

Donnie Keene of Don’s Auto Exchange was elected Quality Dealer of the Year for the State of Virginia. John Porter of Porter’s Automotive is now our State President. The convention had a number of classes dealers could attend. Each class targeted a specific area which will help Dealers improve their business. Joe Lescota, of Northwood University who has trained tens of thousands of both New and Used Car Dealers and who is the Certified Master Dealer instructor for National, gave seminars on how we can improve our bottom lines. Thanks to all of our sponsors who made this convention possible. The MAPP program is alive! David Boling, representatives from the BBB and Yours truly met with the ARMED SERVICES DISCIPLINARY BOARD. Dwain Alexander, who is the Jag officer that has worked closely to promote this program, introduced us to the board. We were told we had 20 minutes only. They must have liked what they heard! We spoke for almost an hour. Our message to them was to help us educate military members before the purchase of a vehicle. They have instructed us to produce an educational video that will be shown to all commands and bigger and better signage will be allowed on base. This will help advertise the MAPP Website and give MAPP dealers more military traffic. Thanks to all my board members for all you have done this past year for the TIADA! My goal for this year is to educate and sign up as many new members as possible. I need your help to do this. For what little you pay to be a member of the VIADA, it Page 12 • Fall 2010

on problems heard by the board and reminded dealers of how to avoid some of the practices that can lead to adverse board action.

is a NO BRAINER to a person who is making The group was notified of a new privacy their living in the used car industry today! notice effective January 1, 2011, and a new Don Boucher Risk Based Pricing form also effective District 1 President January, 2011. District 2 - Richmond Virginia We further discussed HR3590 and the What a great time we had importance of notifying their Congressmen at our 50th Anniversary and Senators requesting they repeal the Convention at The Homestead provision requiring Form 1099s be given, in Hot Springs! Buddy and by businesses, to other businesses, of all I took walks, had tea each purchases exceeding $600 in a 12-month afternoon on the grand porch, period. viewed a beautiful outdoor wedding, and We discussed Print on Demand, the even laid back in the Jefferson Hot Springs importance of reading the fine print in Pools! your insurance policy, and other topics of Most of all, we enjoyed the fellowship of interest to those in attendance. Independent Dealers coming together for a common cause--helping each other. The We encourage all District 3 members to seminars were educational, the vendors gave join the lively discussions at our next out great information (goodies, too!), the grand meeting. dinner with the 50’s music was so much fun, Sonny Arrington the fellowship on Sunday morning was so District 3 President touching, and the Ladies Auxiliary Auction District 4 - Northern Virginia was just awesome! District 4 is looking forward to a great year And, we must thank the great job our home with lots of goals. With the office does for all of us here in the state of strong team that we currently Virginia. We could not have thanked them have, we are working toward enough at our convention. They even gave us those goals! We are planning gifts at the convention. to build membership as well as reaching out to our Last, but not least, VIADA, we have fun dealers – members and nonmembers. We together and we look forward to working hope to forge a bond of unity in an effort together in the future! to create an even stronger association than Jeanette Bishop we already have. District 2 President Just as you cannot build a building without District 3 - Roanoke Virginia a strong foundation, we look back to During our last meeting those that have done so much to bring District 3 welcomed Bluegrass us to where we are. So we want to say Auto Sales, Brookeview thank you to our officers from last year – Motors, and Cannadays Auto Tommie Melendez, Bill Allen, LexaLynn Sales into the Association. Hooper and John Summer. We also want Certificates of appreciation to thank those that are serving this year. were presented to Joseph Lohkamp, Sonny We welcome Donnie Sullivan and Charles Arrington, and Joe Tate for sponsoring these Bayliss as new officers. new members. Our ‘member appreciation day’, was Associate members in attendance introduced hosted by Manheim Fredericksburg Auto themselves and gave a brief overview of Auction October 7th. Thanks to MFAA their product/service including Motorcade, for their gracious generosity! Without The Roanoke Times, Radford Auto Auction, our strong supporters, accomplishing the and Keystone Insurers Group. task of protecting the independent dealer Joe Tate of Peaks Motors in Bedford, industry would be nearly impossible. We independent representative to the Motor so appreciate those that stand with us. Vehicle Dealer Board, updated the dealers The Virginia Independent News


AROUND THE COMMONWEALTH Watch for the announcement for our Christmas party – to be held December 14th at Maggiano’s in Tysons II. Invite a fellow dealer (member or nonmember) to attend with you. It is a great way to get someone involved with VIADA and a great opportunity to network with other dealers. Also, watch for the invitations to our future dinner meetings. \We plan to bring several new products to you – as well as keeping you up to date on what is happening. Just as we need VIADA to protect our rights as dealers, VIADA needs you! Make this the year that you jump in and get involved. You won’t regret it!

Wanda Lewark District 4 President District 5-Southern Virginia Well I’m back. I look forward to a great year for our District as well as our Association Statewide. We’re starting out with our next meeting being at the Golden Corral Restaurant in Danville where we have met the last few times or so, although I do plan to spread our meetings throughout the District as the year goes by. Our meeting will be November 16th. We can start gathering at 6:00 and I plan to start the meeting at 6:30. Mark your calendars; this is the third Tuesday in November. Our speaker for the evening will be William Childress with DMV. William is the Supervisor over Titling, Salvage Titles (vehicle branding), and License Plate Stamping as well as other departments, I understand. With all that William has going on, he is still willing to take time to meet with us. That is definitely appreciated. William has told me he will do his best to answer questions or get the answers we need. It is still up in the air who will sponsor our meeting, but we do have several possibilities. I hope we will have attendance from other Districts as well because this will be an informative night for sure. Wishing Everyone a Great Year! Sammy Wright District 5 President The Virginia Independent News

District 6 - Western Virginia District 6 welcomed speaker/sponsor John Summer of JTZ Enterprise during our last breakfast meeting who explained www. virginiausedcardealers.com and how it is benefiting the over 100 VIADA members currently using the program. He gave statistics of the website visits and how the information is fed to other websites at no additional cost. It is truly a VIADA member-only website designed to provide extremely affordable marketing/advertising opportunities. Special thanks were extended to JTZ for hosting the meal and for having his staff contact each member to issue a special invitation to the meeting.

The group welcomed new members Mannies Auto Center LLC, Steele’s Auto Sales, and Silverline Automotive into the Association. Certificates of appreciation were presented to John Taylor and Bobby Steele for sponsoring these new dealers. Members were encouraged to contact their representatives in Washington asking them to repeal the provision in the Health Care Bill that would require businesses to send a Form 1099 to anyone, including other businesses, with whom they do more than $600 in business within a year. A copy would also have to be filed with the IRS. We discussed a new view of keeping a log of the use of dealer tags in order to know who is using the tag at any given time. We were relieved to hear that VIADA was successful in getting this repealed. District 6 members are invited to come out to our next breakfast meeting and see how you like it. Bring your questions, we will have a good discussion, and you will still get to your dealership in time to open.

staff and directors of VIADA deserve a big thank you for a wonderful 50th Anniversary Convention at The Homestead. As we look forward to the holiday season, lets remember that we have a lot to be thankful for. Linford Berry District 7 President District 8 - Southwestern Virginia August 12, 2010, we held our District Meeting at the Piccadilly Cafeteria in Bristol, Virginia. Bruce Nigh, representing Guardian Warranty Corp., sponsored our meeting, shared with us many of the great benefits GWC has for us as Dealers and for our customers.

We were honored to have Lois Keenan, VIADA Executive Director, and Donnie Keene, VIADA State President, at our meeting, They reminded us of new things that would be coming our way this new year. We are happy to report that all those who served our District so capably last year have agreed to serve another year. As I begin to reflect back a year ago, I remember the feeling of being overwhelmed at the responsibility and challenge that lay ahead of me, and the desire to make a positive impact in our District and our State. We began to share our vision, goals, and challenges; you accepted them, ran with them, and achieved them. We have just returned from the VIADA Convention at The Homestead Resort, in Hot Springs, Virginia. WOW! What a convention. I was honored to receive the Orell Dalton President Cup that you, District 8, worked so hard to achieve. You made it happen!

But, great as last year was, I also know it is now history. That chapter has been written and a new chapter is beginning to unfold. We will face new challenges, but I am confident, we together, will look at them head on, as a Bobby Steele team, and will conquer them. Remember, District 6 President you can do things I cannot do, I can do things District 7 - Central Virginia you cannot do, but together WE WILL DO District 7 had wonderful weather and a good GREAT THINGS! time at our annual picnic on Rodney Williams August 28th. Special thanks District 8 President to Bennie and Cathy Cupp for hosting it again. Thanks, also, to Donnie Keene and family and Lois Keenan for making the trip to be with us. Also, the office Fall 2010 • Page 13


Member Bulletin Board Thinking of You

In Memoriam

Barry Riddleberger Brookeview Motors, Inc. in Roanoke

Vernon Toone Lakeview Motors Used Cars Clarksville

Welcome to Our World

Emma Jean O’Dell born October Sandra Moss 10, 2010 weighing in at 9 lbs and Carl Talley Moss Motor Company, Inc. in Dillwyn 6 oz. The proud grandparents Annex Auto Sales, Inc. are Ted and Emogene Bowman of Staunton Superior Motors. Mark Halseth Jeff Murphy East Tennessee Auto Auction Action Auto Painting of Virginia, Inc. Roanoke

Letter to the Editor

I attended the VIADA dealer convention at The Homestead and came away with a great experience. Being someone who is still relatively new to the car business, it was nice networking with other dealers and listening to their experiences in the car world. In additon, the numerous classes held during convention offered something for everyone, no matter what you specialize in. The nationally recognized speakers helped give me new ideas, which I believe will help me stay current with the times. I believe, with the car business constantly changing, going to the convention is a must every year just to stay current with the times.

VIADA IS THANKFUL FOR ALL OF OUR MEMBERS AND SUPPORTERS

Justin Boucher Courtesy Auto Sales 3rd generation delear

The members of District 3 pay tribute to Jeff Murphy, an associate member, who served as their Vice President for eight years signing members, planning meetings, and being an ambassador in behalf of the Association. Jeff died in an automobile accident at the age of 41. During his short life, he touched many dealers and worked continually to help them stay competitive in the marketplace. In addition, Jeff provided a listening ear, a word of encouragement, and always a smile. We miss him. VIADA’s District 3

Page 14 • Fall 2010

The Virginia Independent News


“PWI helped me increase my profit per vehicle by $600. This is the easiest money you can make!” – Guy Alfieri, Owner, Car Smart

Go with Preferred Warranties & watch the rewards stack up. 5R?PRGLEUGRF?8GQ?)GDR%?PB In 2009, our Preferred dealers stacked up rewards totaling over

CAISQMSRRMB?W

$1.5 MILLION through our Money-Back Program, increasing their profit per vehicle by in $6 and more. $600 We’re We out to top that total in 2010. Call Ca us today, and we’ll pay you just for letting us prepare a Customized Earnings Profile. Ea

Se for yourself how much money you See ca earn with Preferred Warranties! can

%FCAISQMSRRMB?W %F Call 1(800)-548-1121 now Mention PROMO CODE VA01 Ask how you can get up to a $100 VISA GIFT CARD.

www.warrantys.com Warranties and service that go the extra mile.


Best Practices For Getting Your Customers Financed George Hartman In this economy, itâ&#x20AC;&#x2122;s imperative that your dealership take advantage of every opportunity to get your customers financed. Each deal is unique, but your best chance to fund each and every deal is to pay attention to the basics. Letâ&#x20AC;&#x2122;s focus on a key tenet: your finance selection and partnership. Know the finance source policies. Knowing and following your finance sourcesâ&#x20AC;&#x2122; guidelines for receiving applications can make or break your approval success rate. Additionally, understanding how to package your final deal will also speed your funding. Find out your finance sourcesâ&#x20AC;&#x2122; policies regarding cash down, credit scores and scoring models, model year/mileage restrictions, Payment to Income (PTI), and Loan to Value (LTV). What about the lenderâ&#x20AC;&#x2122;s book value (which book do they advance on?) Is your value accurate? Verify contract accuracy. Verify the accuracy of your contract prior to submission to the finance source. Are you sending the customer application to the finance source most likely to fund that candidate? Check customer quality, vehicle selection, and advance sought. Create a complete funding package. Know the stipulations prior to delivery! Always create a checklist, whether packaging the deal on your own or providing to a clerk. Make sure you include all relevant data. Verify all stipulations prior to sending, and verify that all standard documents

are included, complete, and accurate. For example, a promissory note for $500 down could cost you time and effort to track down, maybe even a $500 write off. The missing stipulations for Proof of Income (POI) could cost your dealership $25,000 in funding, or worse, loss of an approval due to expiration â&#x20AC;&#x201C; not to mention the frustration if the bank decides not to re-approve! Ensure your customer meets program guidelines. In times past, â&#x20AC;&#x2DC;cash was kingâ&#x20AC;&#x2122;. This is not necessarily true anymore. Itâ&#x20AC;&#x2122;s possible that your customer could meet 99 percent of minimum program guidelines â&#x20AC;&#x201C; but missing that one percent could cost you the deal! So make it easy on yourself. Donâ&#x20AC;&#x2122;t submit a deal with $250 cash down knowing the program minimum is $500. You may not receive a counter offer for an additional $250 down â&#x20AC;&#x201C; you may just receive an â&#x20AC;&#x153;automated turn downâ&#x20AC;?. (Did you know some finance sources have policies which prevent them from rehashing a turndown?) Avoid â&#x20AC;&#x153;shot gunningâ&#x20AC;? deals. Shot gunning does not work to your advantage or speed your process. Actually, it does just the opposite. These days, finance sources are very tightly managing risk and cost. As a result, look to book and risk portfolio management are more critical than ever. Build relationships. Itâ&#x20AC;&#x2122;s more important for you, the dealer, to build a solid relationship with your lenders. Get to know them and

request that they provide you or your staff the training, education, or feedback needed to have a successful partnership. Be accurate. Avoid vehicle value errors or â&#x20AC;&#x2DC;power bookingâ&#x20AC;&#x2122;, â&#x20AC;&#x2DC;grossing upâ&#x20AC;&#x2122;, or otherwise enhancing the truth. It may seem harmless to round up an applicantâ&#x20AC;&#x2122;s income to the nearest â&#x20AC;&#x153;xâ&#x20AC;?, or even provide a luxury vehicle with all of the bells and whistles, but it is not in either your, or the finance sourcesâ&#x20AC;&#x2122;, best interest. Your customer could have provided an application for credit using a different income at a different location, thus creating a discrepancy. This could delay your approval, create additional stipulations or worse, cause a decline. Additionally, many finance sources are now completing their own customer interviews, either at random or generated based on the finance sourceâ&#x20AC;&#x2122;s risk assessment of your dealershipâ&#x20AC;&#x2122;s performance or repossession rate. The â&#x20AC;&#x2DC;power bookedâ&#x20AC;&#x2122; car may have provided a nice advance and appearance of profit to your dealership, but if a discrepancy is found, you could be charged back, or even lose a finance source. Most importantly, communicate with your lenders at every turn. Itâ&#x20AC;&#x2122;s never too late to be a great partner. Good selling! X George Hartman is the Director of National Business Development at RouteOne LLC, a free, online credit application management service for franchised and independent dealers nationawide

AMAC Turns Bad Credit into GOOD PROFIT! NEW - BHPH

Money Available

For information Call Wayne Garland (704) 882-7170

5&Drive Program - www.amacexpress.com tSelf Approval Program for customer with as little as lll$500 dollars to put down. tSimple, easy to follow underwriting criteria. tOnline AMAC Form Generator - contract the customer lllbefore they leave the lot.

AMAC Page 18 â&#x20AC;˘ Fall 2010

Ace Motor Acceptance Corporation 2

1

0

3

rpm x 1000

4

5

6

AMAC Express - www.amacexpress.com tInstant online approvals available 24/7. tNo minimum beacon. tClearly see the profit for each car. tContract your customer immediately. t6OEFSXSJUFST.BSLFUJOH3FQTUPIFMQXPSLZPVS llldeals. tLower Discounts and/or Lower APR for stronger lllcredit customersXJUICFBDPOTDPSFTBOEIJHIFS

Call TODAY! (704) 882-7100 x7349 111 Cupped Oak Drive, Suite F Matthews, NC 28104 www.acemotoracceptance.com The Virginia Independent News


8 Reasons Why Your Dealership Should Be On Facebook By: Syed Azam Dealing with the growing set of social media outlets can be daunting for auto dealers. However, ignoring these trends could mean passing up a great marketing opportunity. To put this latest trend into perspective, consider where you and your business were twenty years ago when the internet was relatively new. Not many dealerships had a website to promote their business. Over time, dealerships realized the potential of having a website. Today, most dealerships have at least a basic presence on the web. Marketing tools are evolving with the times, and the ways dealerships promote themselves must evolve accordingly. While Facebook may have started as a social site, it has become a marketing tool that dealerships should not ignore. There is much to be gained from this latest marketing phenomenon, and nothing to be lost. Here are 8 good reasons why your dealership should be on Facebook: 1.) You’ll get to know potential customers. Remember, Facebook is first and foremost a social site. Regardless of how many cars you have on the lot, sometimes it’s who you know that closes the sale. Welcoming potential customers to your Facebook page develops friendships and creates opportunities for getting to know one another. 2.) You can invite satisfied customers to become your “fans.” Nothing boosts a dealership’s reputation like a customer endorsement or referral. Customers like to share their experiences. Happy customers share happy experiences. Invite your customers to become “fans” on your Facebook page. Collect great testimonials by asking your satisfied customers to upload pictures of their purchased vehicles, along with a nice comment. These testimonials are probably worth ten times more than any ad you create or buy.

dealers can provide invaluable tips, contacts, and insights into your business. Facebook provides the ultimate networking opportunity with people around the globe. 5.) You’ll enjoy more exposure at no extra cost. It’s been said that if Facebook achieves national status, it would be the third largest nation in the world with its ever-growing user base. Facebook offers dealerships more opportunities to connect with potential customers than your business would ever attain through more traditional advertising methods (i.e. newspapers, magazines, billboards, television commercials). And having a presence on Facebook doesn’t cost you a dime. 6.) You’ll stay ahead of the competition. If not already, then sooner or later, your competition will be on Facebook. Today, lagging behind the social technology bandwagon can be fatal to your business. Create a first-mover advantage and join the growing community of Facebook. Now is the time to distinguish your dealership from dealers who are still thinking about joining Facebook. The earlier you start, the farther ahead you’ll be when more of your competitors decide to join. 7.) You can enjoy search engine optimization (SEO). Search engines like Google rank websites by the quality of links attached to that website. All dealers want to see their websites show up on the first page of Google search. One of the most important criteria Google uses in ranking websites is the quality of incoming links to a website. Because Facebook has millions of users, it is a highly ranked site. Creating a page on Facebook and linking that page to your dealership website provides an instant boost to your optimizing efforts. Google also indexes your Facebook page, giving your dealership yet another avenue for showing up in Google’s results.

3.) You’ll reach new target audiences. Millions of people already belong to Facebook, with hundreds, even thousands more joining every day. Did you know that the largest and fastest growing demographic segment on Facebook is women and many earn annual salaries exceeding $60,000? And don’t forget that fifty percent of car buying decisions are made by women! Can you afford to ignore these opportunities?

8.) You’ll reduce the chance of your promotions being ignored or “spammed.” When you post a special event sale, or promotion on your Facebook page, your message gets delivered…without fail. There is no threat of your promotion being flagged as “spam” mail or getting caught in email filters. Advertising cannot get better than this. X

4.) You can connect with other dealers. In addition to making connections with prospective customers and new “fans” on Facebook, you can meet other dealers and vendors. As peers and business associates, other

ABOUT THE AUTHOR: SYED AZAM IS THE PRESIDENT OF AUTOJINI.COM, A LEADING PROVIDER OF WEBSITE SOLUTIONS FOR AUTO DEALERS. HE CAN BE REACHED AT SYED@AUTOJINI.COM OR 515-770-6395.

The Virginia Independent News

Fall 2010 • Page 19


A Look At Employee DishonestY Protection During difficult economic times, the auto dealer will experience an increased In many cases, the owner and the investigators will have a very strong feeling that something is wrong but may, unfortunately, come up short risk of loss due to employee theft. In most cases, the level of theft or pilferage will be small, involving only on legitimate evidence. Many times the paper trail fails to support either one employee and relatively small sums of money. However, in more severe a criminal indictment or the necessary proof of loss for the insurance cases these losses can involve hundreds of thousands of dollars and many company. The “proof of loss” is a fundamental requirement for any different entities both inside and outside your organization. Disturbingly, business owner who expects to recover some or all of a fidelity loss in recent years, there has been a sharp increase of dealer fidelity losses in under their insurance program. The evidence of loss must be real and verifiable. the six- and seven-digit range. For various reasons – policy limit, technical, legal, and otherwise very Under many insurance contracts the insured must prove that the allegedly few of these major losses have been adequately recovered by restitution dishonest employee acted with “manifest intent” to cause the business owner a loss and to obtain a benefit for the culprit or others. or insurance. So what are the problems and why doesn’t employee dishonesty coverage Basic inventory shortages lack the clear identification and other earmarks automatically solve these issues? Those are pretty simple questions with of employee dishonesty and are generally not covered. To that end, some pretty alarming answers. This article may help the business owner circumstantial evidence is generally inadequate in fidelity losses – a overcome some of the pitfalls and frustrations inherent to this type of general “belief” of someone’s guilt will fail to support either a criminal indictment or a payment under fidelity coverage. loss. First, employee dishonesty coverage, or “fidelity” insurance as it’s called in the industry, is a very complex form of protection with many conditions and limitations. It is an unpopular coverage for insurance companies due to the inherent problems and difficulties of confirming and proving an insured’s loss. Unlike a “black and white” car theft loss, the fidelity loss can be very complex – often requiring skilled accountants to sort out. There are very few picture perfect cases in which the loss, the reporting of loss, the submission of the “proof of loss”, and the actual settlement take place without incident of aggravation or upset. Next, most fidelity “thieves” do not leave a clear trail of how they perpetrate their acts of embezzlement. Their tendencies are to carefully cover their trails and attempt to destroy any and all evidence that could later be used against them. You can easily imagine the degree of difficulty facing the accountant or business manager attempting to sort one of these puzzles and convert the matter into an acceptable proof of loss.

Another real danger when faced with an employee dishonesty situation is to delay reporting the loss. Most, if not all, insurance policies require that you immediately report any evidence of fidelity loss occurrence. Late reporting, in certain cases, could preclude recovery or compromise the company’s opportunity for a thorough investigation and efforts at recovery. Never delay submitting the matter to your carrier until the matter fully develops – that margin of delay could defeat or impair your protection. In summary, be thorough, be prompt and be patient when you begin the process of pursuing an employee dishonesty claim. These are never quick, never painless and never easy! X JOSEPH COULTER JR. IS A RETIRED VICE PRESIDENT AND GENERAL MANAGER OF UNIVERSAL UNERWRITERS I N S U R A N C E C O M PA N Y. H E C A N B E M A I L E D AT JOECOULTER.KC.RR.COM.

Upcoming VIADA Events November 2010 8 Motor Vehicle Dealer Board Meeting 9-10 Dealer-Operator Course - Charlottesville 15 District 7 Meeting 16 District 5 Meeting 16-17 Dealer-Operator Course - Norfolk 17 Greensboro Auto Auction Membership Drive 18 District 3 Meeting 23 District 2 Meeting 25-26 Thanksgiving – State Office Closed December 2010 4 District 3 Christmas Meeting 7 District 6 Christmas Meeting 7-8 Dealer-Operator Course – Warrenton 11 District 8 Christmas Meeting 14 District 4 Christmas Meeting 16 District 3 Christmas Meeting 24 & 27 Christmas – State Office Closed 31 New Year’s – State Office Closed

DMV Cuts Cost of Registration Cards As a cost saving measure, the Department of Motor Vehicles (DMV) will significantly reduce the amount of 3 x 8 ½ card stock it uses and begin printing most vehicle registration cards, overload permits, operating authority clip cards, salesperson licenses and nonrepairable certificates on standard 8 ½ x 11 paper. On December 9, dealers should begin printing vehicle registrations on standard paper. The new format will contain all of the same information that is on the smaller cards. This new format is expected to save DMV more than $57,000 per year.

January 2011

Through DMV’s EZ Fleet program, participating businesses with large numbers of vehicles can register and renew their own fleets. EZ Fleet customers already print their vehicle registration cards on standard 8 ½ x 11 paper. Because they print numerous registrations at one time, the decal number prints at the bottom of the corresponding vehicle’s registration card to assist them in ensuring the decals are placed on the appropriate plates.

10 Motor Vehicle Dealer Board Meeting 20 District 3 Meeting 21 VIADA Board Meeting

Registrations renewed online, through the mail or via telephone will still be printed on the smaller registration cards. X

Schedule of Events is tentative and subject to change

Page 20 • Fall 2010

The Virginia Independent News


Letters to the Editor Dear Lois, LexaLynn and I always enjoy the Convention and Expo and 2010 was, in our view, one of the best we have attended. The hotel accommodations and food were most enjoyable. The workshops were directed to what we do as automobile dealers and were right on target. The Bunker Tour was a lot of fun and LexaLynn said it was a great day for golf. We both have experience in planning and conducting large events. You, the VIADA staff, Robbie White and her sister, and the State Officers are to be commended for all the hours you dedicated to planning and conducting this successful 50th Annual Convention and Expo. Thanks again for a great three days. Lynn C. Hooper President, Hooper’s Quality Cars, Ltd. Dear Lois, The 50th Anniversary Convention was a grand and special event in the history of VIADA. The setting at The Homestead was just perfect for our celebration! From the opening reception on Thursday evening for the Past Presidents, to the final moments on Sunday with the 2011 officers. We could sense the time and effort that all of you at VIADA put into making this “a convention to remember”. I could only wish that all VIADA’s members had experienced what we, the attendees, did. Education by Joe Lescota was spectacular; the food top notch; entertainment from our own membership was the best ever, Sandra & Bill’s cousin and Larry Crigger’s choice of music was just awesome - as the kids say. And, the fellowship and sharing with those in our industry made lifetime memories. “Our walk down memory lane” memorabilia brought tears of remembrance and smiles to many. What a privilege to have been a part of all that makes VIADA a very personal and unique organization. Thanks to all of you and warmest regards to all, Shirlie Slack Shirlie Slack Mitsubishi

Page 22 • Fall 2010

The Virginia Independent News


Regulations..and More Regulations When Congress passes a bill and the president signs it into law, that is just part of the story, and the devil is almost always in the details. The details come in the rules and regulations that federal agencies are required to develop to implement the laws. In other words, the federal agencies take the legislation, interpret it, and write rules designed to blend the requirements of the new law into existing rules and to advise the affected entities of the actions they are to take to comply with the new law. In some instances, they have a good deal of latitude in interpreting a law, so required implementation action may not always agree with an entity’s early understanding of the law and what is to be expected of them. Be that as it may, the rules are written and the affected entities attempt to comply.

into questions on the left-hand side of the page followed by answers on the righthand side, and use supposedly consumerfriendly terminology. These changes reflect a conscious decision on the part of the financial services regulatory agencies to adopt a disclosure style intended to simplify consumer disclosures.

There is always a time lapse between when a law is written and when the rules become effective. Attempts are generally made to develop the rules and make them available for public input in a timely fashion. Given a time frame for public input and consideration of the comments received and possible rules revisions based upon those comments, it sometimes takes months or even years after a bill becomes law before compliance is required. Generally, the more complicated the law, the longer the time before compliance is required.

The use of this new form style will also involve the risk-based pricing disclosure that comes from the Fair and Accurate Credit Transactions (FACT) Act and is also effective Jan. 1, 2011. This disclosure must be given when lenders use consumer reports in connection with extensions of credit where the interest rate is materially less favorable.

For instance, compliance with the rules written for the “Financial Services Regulatory Relief Act of 2006” has been set as Jan. 1, 2011. That’s when several new forms, including the privacy notice (from the Gramm-Leach-Bliley Act) and the risk-based pricing disclosure notices (from the Fair and Accurate Credit Transaction Act) are set to become mandatory. Model forms have been developed and adopted by the agencies, the use of which is not mandatory, but when used in their businesses, provide a “safe harbor” for dealerships. These new forms are in a tabular format (rather than paragraphs of text) divided The Virginia Independent News

Unfortunately for dealerships, this simplification means the disclosures are being made for the benefit of the consumer receiving them, not the dealership that has to use and explain them to customers. Dealerships will face significant operational challenges in implementing the new forms. These challenges include adapting to the new style of disclosures, customizing them to their needs, timing the switchover to the new forms, and maintaining their regulatory safe harbor.

see what comes out of the FTC offices. Financial transactions falling under the agency’s jurisdiction would include mortgages, credit cards, student loans, auto loans, payday loans, and more. The devil will be in the details on this law; too, as the various agencies attempt to write the thousands of pages of rules required before the law can be implemented. Although Congress established specific time frames for implementation, and authorized an additional 800 employees to get the job done, it’s difficult to believe rules and regulations will be developed to require compliance in less than three years; it’s likely to take much longer. We shall see. X Odell Morgan Automobile Dealer Resources

VIADA HONORS SELECT PARTNERS Platinum Level ESG Insurance & Financial Services GWC - Guardian Warranty Corp. Manheim Auctions of Virginia Tidewater Auto Auction

Associations are working to develop Gold Level the model privacy form for use by 1st Choice MBC dealerships that will preserve the safe Manheim Auctions of North Carolina harbor format. We will keep you posted Preferred Warranties, Inc. on our progress. C o n s u m e r F i n a n c e P ro t e c t i o n Bureau Now comes the recently enacted 2,000-plus-page law to further regulate financial institutions and, although most dealerships are excluded from regulation by the new Consumer Finance Protection Bureau (Buy Here-Pay Here dealers are not excluded), the Federal Trade Commission (FTC) which writes rules for all dealers has been given extended powers under this law. Bearing in mind the president specifically identified dealerships as significant contributors to consumer misery in the financing of motor vehicles; it will be interesting to

Bronze Level Classic Insurance Services

For More Information Call 800.394.1960

Fall 2010 • Page 23


VIADA RENEWALS - June 1 - September 30, 2010 Over 40 Years Dixie Motors Co., Inc. Ÿ William M. Cones Ÿ Suffolk Ÿ 50 Lawrence Motors, Inc. Ÿ Thomas E. Lawrence Ÿ Virginia Beach Ÿ 50 Starr Motors, Inc. Ÿ Charles E. White Ÿ Suffolk Ÿ 50 30-39 Years Holiday Motors Ÿ David Henry Ÿ Portsmouth Ÿ 38 Naff Auto Sales Ÿ Gayle E. Naff Ÿ Roanoke Ÿ 38 Plaza Auto Sales Ÿ William L. Hite Ÿ Roanoke Ÿ 36 H. L. McGeorge Auto Sales, Inc. Ÿ Howard McGeorge, Jr. Ÿ Tappahannock Ÿ 35 Radford Auto Auction, Inc. Ÿ David Sale Ÿ Radford Ÿ 33 Payne Motors, Inc. Ÿ Mack R. Payne Ÿ Tazewell Ÿ 32 University Motors LLC Ÿ David B. Kiser Ÿ Harrisonburg Ÿ 31 Valley Motor Co., Inc. of Roanoke Ÿ Calvin W. Thomas Ÿ Roanoke Ÿ 31 Woodbridge Auto Sales Ÿ Gary Oliver Ÿ Woodbridge Ÿ 30 25-29 Years B & M & King George Auto Parts, Inc. Ÿ William G. Moore Ÿ King George Ÿ 29 Cunningham Brothers Used Auto Parts, Inc.ŸBenny CunninghamŸRustburgŸ29 Dick Keller Automobiles, Inc. Ÿ Richard H. Keller Ÿ King George Ÿ 27 Eanes & Wyatt Auto Sales, Inc. Ÿ Jerry L. Wyatt Ÿ Danville Ÿ 25 S & B Motor Company, Inc. Ÿ James S. Burton Ÿ Danville Ÿ 25 20-24 Years Candu Auto Sales Ÿ Larry F. Crigger Ÿ Rural Retreat Ÿ 24 Superior Motors, Inc. Ÿ Ted L. Bowman Ÿ Bristol Ÿ 24 Jarman’s Auto Sales Ÿ Glenn E. Jarman Ÿ Petersburg Ÿ 24 Bird’s Auto Sales Ÿ Darrell N. Bird Ÿ Dublin Ÿ 24 Auto World of Chester Ÿ Lyndon V. Harrison Ÿ Chester Ÿ 23 Lester Auto Sales & Parts, Inc. Ÿ Carson F. Lester, Sr. Ÿ Blairs Ÿ 23 Motion Motorcars, Inc. Ÿ Lundy H. Breeding Ÿ Dumfries Ÿ 23 Dinwiddie Auto Sales, Inc. Ÿ Samuel E. Bishop, III Ÿ Dinwiddie Ÿ 23 Damascus Motor Sales Ÿ Walter Tim Brown Ÿ Damascus Ÿ 23 Morgan Motor Sales Ÿ William E. Morgan, III Ÿ Petersburg Ÿ 23 Southside Virginia Auto Auction Ÿ Edie Hess Ÿ Chester Ÿ 23 Hermans Motor Sales, Inc. Ÿ Darrell O. Shelton Ÿ Hurt Ÿ 23 Hamilton Classic Cars Ÿ Tommy Hamilton Ÿ Chester Ÿ 23 Johnson’s Mustang & Truck Parts Ÿ Beth Johnson Ÿ Chesapeake Ÿ 23 Swope Enterprises, Inc. Ÿ Nelson Swope Ÿ Timberville Ÿ 22 D & M Automotive, Inc. Ÿ David W. Knupp Ÿ Harrisonburg Ÿ 22 Weston’s Auto Sales, Inc. Ÿ John E. Weston, III Ÿ Crewe Ÿ 22 Cumberland Auto Service, Inc. Ÿ Gregory T. Atkinson Ÿ Cumberland Ÿ 21 Randy’s Auto Works, Inc. Ÿ Randy H. Vest Ÿ Roanoke Ÿ 21 Southern Car Sales, Inc. Ÿ Norman H Register Ÿ Petersburg Ÿ 20 W W Motor Cars & Parts, Inc. Ÿ Jack P. Wenger Ÿ Broadway Ÿ 20 Cole Auto Outlet, Inc. Ÿ Michael K. Johnston Ÿ Bluefield Ÿ 20 Roger Fowler’s Sales & Service, Inc. Ÿ Roger F. Fowler Ÿ Suffolk Ÿ 20 15-19 Years Bruce Auto Parts, Inc. Ÿ Valecia M. Bruce Ÿ Mechanicsville Ÿ 19 J & W Auto Ÿ C. Jerry Hargrove Ÿ Midlothian Ÿ 19 Auto Market, Inc. Ÿ Stephen D. Gowens, Sr. Ÿ Newport News Ÿ 18 Hawthorne’s Servicenter Ÿ William B. Hawthorne Ÿ Alberta Ÿ 18 Free Bridge Auto Sales Ÿ Charles F.M. Fadeley, II Ÿ Charlottesville Ÿ 18 Spencer Motor Sales, Inc. Ÿ Rex P. Spencer Ÿ Vansant Ÿ 18 Hawkins Used Cars Ÿ Ronald N. Hawkins Ÿ Madison Ÿ 17 Trade-N-Post Auto Sales, Inc. Ÿ Walter B. McKay Ÿ Farmville Ÿ 17 Mid-State Equipment Company, Inc. Ÿ Robert A. Bankert Ÿ Buchanan Ÿ 16 Dominion Motors Ÿ John P. Good, Jr. Ÿ Winchester Ÿ 16 Long Mountain Motor Sales, Inc. Ÿ James M. Jennings Ÿ Rustburg Ÿ 16 Town Auto Sales Ÿ George Winter Ÿ Roanoke Ÿ 15 Atlantic Motor Sports, Inc. Ÿ Donald W. Howard, Sr. Ÿ Virginia Beach Ÿ 15 Patriot Auto Sales Ÿ Michael Miller Ÿ Norfolk Ÿ 15 Preferred Warranties, Inc. Ÿ Helen Sluzis Ÿ Orwigsburg Ÿ 15 First Stop Auto Sales, Inc. Ÿ Paul M. Robinson Ÿ Dublin Ÿ 15 10-14 Years Sharp Cars Ltd. Ÿ Paul Ozaluk Ÿ Salem Ÿ 14 The Car Guys Ÿ Doug Hill Ÿ Providence Forge Ÿ 14

Page 24 • Fall 2010

G & H Sales Associates, Inc. Ÿ O. H. Garrison, Jr. Ÿ Norfolk Ÿ 14 Spicer Automotive, Inc. Ÿ George T. Spicer Ÿ Ashland Ÿ 14 Wheels of Tomorrow Ÿ Hesham F. Fayyad Ÿ Fredericksburg Ÿ 14 C L Hyman Auto Wholesale Ÿ Christian Hyman Ÿ Ashland Ÿ 14 Rod Shop, Inc. Ÿ Donna T. Smith Ÿ Salem Ÿ 14 Virginia Truck & Trailer Sales LLC Ÿ Ronald Gibbs Ÿ Oilville Ÿ 13 Winchester Wheels, Inc. Ÿ Donald L. Stump, Sr. Ÿ Winchester Ÿ 13 A to Z Auto & Sports Center Ÿ Charles H. Kennedy, Jr. Ÿ Sandston Ÿ 13 GWC Warranty Ÿ Courtney Savage Ÿ Avoca Ÿ 13 City Motors Co. LLC Ÿ Kyle Lemish Ÿ Harrisonburg Ÿ 13 Horn’s Auto Sales Ÿ Oliver Henson Horn, Jr. Ÿ Suffolk Ÿ 13 Auto Credit Line, Inc. Ÿ Kara K. Majewski Ÿ Richmond Ÿ 13 50 West Auto Sales Ÿ Charles Victor Bayliss Ÿ Winchester Ÿ 12 Tom’s Truck Sales LLC Ÿ Thomas B. Hugill Ÿ Manassas Ÿ 12 East Tennessee Auto Auction Ÿ Mark Halseth Ÿ Fall Branch Ÿ 12 Ocean Auto Brokers Ÿ John Muldoon Ÿ Virginia Beach Ÿ 12 Stevens Auto Sales, Inc. Ÿ Kitty Stevens Ÿ Danville Ÿ 12 Select Motorcars, Inc. Ÿ Daryll Hovey Ÿ Fredericksburg Ÿ 12 Tidewater Auto Brokers Ÿ Mario Gregoriou Ÿ Virginia Beach Ÿ 12 Vans of Great Bridge Ÿ Todd M. Carey Ÿ Chesapeake Ÿ 12 Handpicked Western Trucks, LLC Ÿ Mark Grehlinger Ÿ Leon Ÿ 12 Forestry Equipment of VA, Inc. Ÿ Sharon Maddox Ÿ Forest Ÿ 11 Bi-Rite Auto Sales, Inc. Ÿ Charles Newman Ÿ Ruckersville Ÿ 11 The Salvation Army Ÿ Joselyn Rene Owens Ÿ Virginia Beach Ÿ 11 Henrys Auto Sales Ÿ Larry Wayne Welch Ÿ Roanoke Ÿ 11 Union First Market Bank Ÿ Charles Muncy Ÿ Richmond Ÿ 11 The Import Car Store Ÿ George Andrew Seymour Ÿ Charlottesville Ÿ 10 Crown Auto Sales, Inc. Ÿ David J. Watson Ÿ Orange Ÿ 10 Just Trucks Ÿ Don Campbell Ÿ Bristol Ÿ 10 Sullivan Auto Trading, Inc. Ÿ Donald J. Sullivan Ÿ Fredericksburg Ÿ 10 A VolvoStore Ÿ Terry Tichy, Sr. Ÿ Virginia Beach Ÿ 10 Select Automotive, Inc. Ÿ Michael J. Woodward Ÿ Hopewell Ÿ 10 Church Street Auto Ÿ Sammy G. Wright Ÿ Martinsville Ÿ 10 Robertson’s Auto, Inc. Ÿ John Wayne Robertson Ÿ Dillwyn Ÿ 10 Fredericksburg Kia Ÿ Richard C. Kreisner Ÿ Fredericksburg Ÿ 10 triVIN Ÿ Mike Audette Ÿ Groton Ÿ 10 5-9 Years Regional Auto Sales Ÿ John E. Taylor Ÿ Madison Heights Ÿ 9 Commercial Software, Inc. (ComSoft) Ÿ Barry Cooper, Jr. Ÿ Raleigh Ÿ 9 Gasoline Alley Auto Sales LLC Ÿ Daniel H. Sullivan Ÿ Winchester Ÿ 9 Virginia Auto, Inc. Ÿ Gary Daniel Ÿ Roanoke Ÿ 9 Landmark Motor Co., Inc. Ÿ John C. Petree, Jr. Ÿ Richmond Ÿ 9 Manheim Fredericksburg Ÿ Eddie Windsor Ÿ Fredericksburg Ÿ 9 Car Shop, Inc. Ÿ Parker Lee Tingler Ÿ Covington Ÿ 9 G W Enterprises Ÿ Mark Myers Ÿ Port Republic Ÿ 9 Automotive Concepts LLC Ÿ Randy Martin Ÿ Rustburg Ÿ 8 America Auto, Inc. Ÿ Deborah Crawford Ÿ Roanoke Ÿ 8 Independent Lifestyles, Inc. Ÿ Carrie Weeks Ÿ Madison Heights Ÿ 8 Susie’s Auto Center, Inc. Ÿ Rita Holt Ÿ Danville Ÿ 8 Basic Auto Sales Ÿ Kory Hummer Ÿ Ashland Ÿ 8 A & M Finance Ÿ Matt Marscheider Ÿ Virginia Beach Ÿ 7 United Import Co., Ltd. Ÿ Samad R. Jafari Ÿ Richmond Ÿ 7 Pearce Motorsports LLC Ÿ Richard J. Pearce Ÿ Hayes Ÿ 7 C & C Auto Sales Ÿ Stephen S. Craghead Ÿ Wirtz Ÿ 7 Charlie’s Auto Sales, Inc. Ÿ Christopher W. Janke Ÿ Woodbridge Ÿ 7 Best Auto Sales Ÿ Abdul Khair Ÿ Arlington Ÿ 7 Waynes Auto Sales Ÿ M. Wayne Lester Ÿ Pounding Mill Ÿ 6 Dollar Bills of Farmville, Inc. Ÿ Ralph D. Brightwell Ÿ Farmville Ÿ 6 Broadway Auto Outlet, Inc. Ÿ Allan C. Long Ÿ Broadway Ÿ 6 W E L, Inc. Ÿ William Edwin Litchford Ÿ Concord Ÿ 6 Brad’s Auto Sales, Inc. Ÿ Victor B. Mullins Ÿ Haysi Ÿ 6 Cherry Auto, Inc. Ÿ Scott Ehrenfried Ÿ Suffolk Ÿ 6 Classic Insurance Services Ÿ James D. Creasy Ÿ Glen Allen Ÿ 6 Frazer Computing, Inc. Ÿ Michael Frazer Ÿ Canton Ÿ 6 Kenny’s Auto Brokers, Inc. Ÿ William K. Cox, Sr. Ÿ Fredericksburg Ÿ 5 AutoTrader.Com Ÿ Nate Maudlin Ÿ Chesapeake Ÿ 5

The Virginia Independent News


VIADA RENEWALS - June 1 - September 30, 2010 Meadows Auto Center, Inc. Ÿ Tony L. Meadows Ÿ Gretna Ÿ 5 Barg-N-Finders, Inc. Ÿ George Cole Ÿ Tazewell Ÿ 5 Stacey’s Auto Advantage Ÿ Stacey Doyle Ÿ Big Stone Gap Ÿ 5 Super Auto Center Ÿ Larry V. Keith Ÿ Weber City Ÿ 5 Mountain Valley Motors LLC Ÿ Linford Berry Ÿ Dayton Ÿ 5 Middlesex Metals, Inc. Ÿ Judith G. Aldridge Ÿ Urbanna Ÿ 5 Cars ‘R’ Us LLC Ÿ Cleatis Mullins Ÿ Pound Ÿ 5 Custom Seat Cover Shop, Inc. Ÿ Michael L. Whitlock Ÿ Salem Ÿ 5 1-4 Years Transportation Plus, Inc. Ÿ Norman Jennings Ÿ Wise Ÿ 4 National Auto Sales Ÿ Art Johnson Ÿ Danville Ÿ 4 Ronnie J. Neel Co., Inc. Ÿ Ronnie J. Neel Ÿ Tazewell Ÿ 4 American Auto Auction LLC Ÿ Gary Benton Ÿ Chesapeake Ÿ 4 Jo’s Pre-owned Auto Ÿ Christina Bush Ÿ Rocky Gap Ÿ 4 T M Auto Wholesalers Ÿ Michael T. Love Ÿ Chesapeake Ÿ 4 Burks Motor Company Ÿ David Eugene Burks Ÿ Fredericksburg Ÿ 4 Johnsons Auto Sales Ÿ Alvin B. Johnson Ÿ Ruther Glen Ÿ 4 Southworth Auto Ÿ James Southworth Ÿ Cumberland Ÿ 4 BJ Motors LLC Ÿ Bernard Fredric Katz Ÿ Goochland Ÿ 4 S M G Imports LLC Ÿ Yama Stwodah Ÿ Powhatan Ÿ 4 ADESA Washington D.C. Ÿ Jonathan Perhach Ÿ Dulles Ÿ 4 Big Al’s A-1 Autos Ÿ Donald Long Ÿ Harrisonburg Ÿ 4 Ride-Away Handicap Equipment Corp. Ÿ Kristina Saba Ÿ Norfolk Ÿ 4 Microbilt Corporation Ÿ Randy Mosteller Ÿ Kennesaw Ÿ 3 Liberty Auto Sales, LLC Ÿ Edwin O. Paz Ÿ Fredericksburg Ÿ 3 M. W. Auto Sales LLC Ÿ Matthew Williams Ÿ Glen Allen Ÿ 3 Johnson Automotive LLC Ÿ Jeffrey Todd Johnson Ÿ Hillsville Ÿ 3 Strasburg Auto Sales Ÿ Earl M. Cutlip Ÿ Strasburg Ÿ 3 Cardinal Auto Sales Ÿ Larry E. Church Ÿ Bristol Ÿ 3 Thunder Road Auto Sales LLC Ÿ Calvin Bachrach Ÿ Dillwyn Ÿ 3 Atlantic Auto Aid, Inc. Ÿ Robert K. Phelan Ÿ Chesapeake Ÿ 3 Passtime/Marlboro Auto Group, LLC Ÿ Josette M. Furjanic Ÿ Suffolk Ÿ 3 Koons Automotive Ÿ John Koons, III Ÿ Fredericksburg Ÿ 3 The Roanoke Times Ÿ Barry Light Ÿ Roanoke Ÿ 2 South Loudoun Auto Sales LLC Ÿ Edward Spence Ÿ Winchester Ÿ 2 Auto Outlet of Manassas, Inc. Ÿ Bradley R. Mowry Ÿ Woodbridge Ÿ 2 B & B Motors of Grundy, Lot 2 Ÿ Dusty S. Mullins Ÿ Grundy Ÿ 2 Victory Lane Auto Sales & Access. Ÿ Shawn Mongeur Ÿ Colonial Heights Ÿ 2 Hager Auto Sales Ÿ Jack Hager Ÿ Collinsville Ÿ 2 Dew Motorcars Corporation Ÿ Charles J. Wray Ÿ Sterling Ÿ 2 Jennings Auto Center Ÿ Bobby Jennings Ÿ Newport News Ÿ 2

Purcellville Motors, Inc. Ÿ Russell T. Weaver Ÿ Purcellville Ÿ 2 Mike Witt Motor Sales LLC Ÿ Michael N. Witt, Sr. Ÿ Salem Ÿ 2 Mid-Atlantic Motor Cars, Inc. Ÿ Clarence Rush, Jr. Ÿ Harrisonburg Ÿ 2 ChesBay Auto Sales LLC Ÿ Robert Upton Ÿ Portsmouth Ÿ 2 Lou Purvis Used Cars Ÿ Louis A. Purvis Ÿ Richmond Ÿ 2 Prestige Auto Brokers, Inc. Ÿ Ben Mahgerefteh Ÿ Portsmouth Ÿ 2 Gene Gorman Auto Sales Ÿ Gene Gorman Ÿ Virginia Beach Ÿ 2 Hi-End Auto LLC Ÿ Robert C. Hubbard Ÿ Appomattox Ÿ 2 ADS Management Group Ÿ Carl Farris Ÿ Suffolk Ÿ 1 VA Beach Auto Showcase, Inc. Ÿ Angela Anderson Ÿ Virginia Beach Ÿ 1 Wease Auto Exchange Ÿ Robert E. Wease Ÿ Harrisonburg Ÿ 1 Compact Auto Works, Inc. Ÿ Lonnie Johnson Ÿ Ettrick Ÿ 1 Funderburk Auto Wholesalers Ÿ Christopher J. Funderburk Ÿ Chesapeake Ÿ 1 Cosmo’s Autos Ÿ Jennifer Cook Ÿ Bristol Ÿ 1 Mason Motor Company Ÿ Matt Mason Ÿ Midlothian Ÿ 1 Avon Motors Ÿ Gregory A. Love Ÿ Charlottesville Ÿ 1 AFS Acceptance LLC Ÿ Dov Szapiro Ÿ Fort Lauderdale Ÿ 1 Sellers Brothers Ÿ Hubert C. Sellers, Jr. Ÿ Danville Ÿ 1 East To West Automotive, LLC Ÿ Mark Lee Jenkins Ÿ Front Royal Ÿ 1 Jennings Automotive LLC Ÿ Jeffrey S. Jennings Ÿ Staunton Ÿ 1 Paul’s Auto Service Ÿ Kimberly Vakos Ÿ Virginia Beach Ÿ 1 Wayne Reaves Software Ÿ Wayne Reaves Ÿ Macon Ÿ 1 Auto Specialists Ÿ William Outland Ÿ Hampton Ÿ 1 Old Dominion Auto Sales LLC Ÿ Bill Houtz Ÿ Mechanicsville Ÿ 1 R & W Automotive Sales, Inc. Ÿ Ronald Womble Ÿ Newport News Ÿ 1 W & W Auto Search Ÿ Larry E . Wilson Ÿ Suffolk Ÿ 1 Dudley’s Auto Repair, Inc. Ÿ Susan Dudleson Ÿ Fredericksburg Ÿ 1 John T. Sutton Ÿ David E. Sutton Ÿ St. Stephens Church Ÿ 1 Prestige Auto Sales, LLC Ÿ Paul W. Bates Ÿ Culpeper Ÿ 1 J & C Auto Sales Ÿ Merced Diggs-Jesolva Ÿ Yorktown Ÿ 1 Ray’s Used Cars & Trailer Sales Ÿ Louis Ray Ÿ Pounding Mill Ÿ 1 ATM Motors, Inc. Ÿ Anthony T. Martin Ÿ Martinsville Ÿ 1 Carlton Wright Insurance Agency Ÿ Harvey Mays Ÿ Roanoke Ÿ 1 Shell Motors, Inc. Ÿ Bineamin Tokhi Ÿ Chantilly Ÿ 1 220 Auto Sales Ÿ Billie Hubbard Ÿ Rocky Mount Ÿ 1 National Motorcar Sales, Inc. Ÿ David Lee Hunter Ÿ Roanoke Ÿ 1 Cville Classic Cars Inc Ÿ Bill Hall Ÿ Charlottesville Ÿ 1 Quality Auto Sales Ÿ Joe C. Lane Ÿ Richlands Ÿ 1 Stamper And Stamper Ÿ John Stamper Ÿ Lebanon Ÿ 1 Brian Jones Motorsports, Inc. Ÿ Brian T. Jones Ÿ Danville Ÿ 1 MasterTech Automotive Ÿ Bryan Lamond Ÿ Staunton Ÿ 1

VIADA NEW MEMBERS - June 1 - September 30, 2010 ABC Auto Sales, Inc. ª Wayne Mills, Jr. ª Stephens City ª T. Melendez/ T. Allman Action Automotive Pre-Owned Cars ª Muhammal Faroaq ª Alexandria ª T. Allman/T. Melendez AFLAC ª Sandra Craff ª Suffolk ª T.Allman/D.Boucher Alexandria Motors ª Sam Azizi ª Alexandria ª T. Melendez/T. Allman Altech Cars, Ltd. ª Ali Ekbatani ª Chantilly ª T.Allman/W.Lewark Amelia Sales, L.C. ª Elizabeth Pope ª Amelia ª P. Iaricci/T. Woodson Appalachian Trading ª Ira Keen, Jr. ª Grundy ª Rodney Williams Apperson Automotive Inc. ª James Hosey ª Salem ª Harvey Mays Atlantic Financial Services ª Burnie Staples ª Chesapeake ª Don Boucher Auto Advantage Auto Sales ª Marilyn Sager ª Richmond ª Tommy Woodson Auto Express ª Rodney Mann ª Narrows ª Don Keene Auto Master Auto Sales ª John Bachorik ª Blacksburg ª Sonny Arrington Auto Point Inc. ª Harold Blalock ª Norfolk ª Don Boucher Automotive Sales Group ª Maurice Jennings ª Woodbridge ª T.Allman/T.Melendez Autos Direct, Inc. ª Sarah Brown ª Stafford ª Wanda Lewark Barefoot Motor Company ª Dusty Mullins ª Jarvisburg ª Billy Mullins Best Price Auto Sales ª Daniel Poston ª Virginia Beach ª Don Boucher Blaine’s Auto Sales ª Blaine Wilson ª Winchester ª Wanda Lewark Boris Auto Sales & Repairs ª Boris Caballero ª Harrisonburg ª Tom Parsons Brookeview Motors, Inc. ª Barry Riddleberger ª Roanoke ª J. Tate/J. Lohkamp Brothers Automotive Sales & Serv. ª Nikia Kidd ª Richmond ª G. Davis/T. Allman Cannady’s Auto ª Dean Cannady ª Boones Mill ª Sonny Arrington Car Star ª Rashid Afshari ª Stafford ª T.Allman/W. Lewark

The Virginia Independent News

Chase Custom Finance ª Glenn Hendricks ª Richmond ª Tommy Woodson Chase Motors Corporation ª Thomas Raleigh Campbell ª Richmond ª Tommy Woodson Checkered Flag of Virginia, Inc. ª Mathew Renna ª Woodbridge ª A.Melendez/T. Allman Chesapeake Motorsports ª Danny Coley ª Chesapeake ª Don Boucher Chesapeake RV Solutions ª Timothy Loen ª Chesapeake ª Don Boucher Chris’ Cars ª Chris Trapani ª Hayes ª T.Allman/D.Boucher Clear Choice Auto Brokers ª Nathan Nuckol ª Midlothian ª Tommy Woodson Continental Imports Ltd. ª Bill Phillips ª Chesapeake ª Ken Strauss Dave Liston’s Auto Outlet LLC ª David Liston ª Norfolk ª Don Boucher Dinwiddie Auto Sales ª Jeanette Bishop ª Dinwiddie ª Buddy Bishop Dixon’s Auto Auction ª Jeff Griffin ª Powhatan ª Tommy Woodson Doug’s Auto Sales ª Doug Fleenol ª Bristol ª Ted Bowman Eastern Gate Motors ª Mark A. Baber ª Waynesboro ª Linford Berry Elite Cars VA ª Danny Mezher ª Chantilly ª Wanda Lewark Empire Auto Sales ª Debbie Blevins ª Abingdon ª Rodney Williams Executive Motors, Inc. ª Jim Brown ª Richlands ª Don Keene Ferrell Wholesale ª Steve Ferrell ª Richmond ª Tommy Woodson Freedom Ford Lincoln of Claypool Hill ª David Coleman ª Pounding Mill ª Don Keene G & W Motorwerkes, Ltd. ª Weldon Scrogham ª Waynesboro ª Linford Berry G R’s Cars, Inc. ª Charles Whisenant ª Chesapeake ª Ken Strauss Geico ª Ben Willis ª Norfolk ª Tony Cerza Grundy National Bank ª Brandon Ratliff ª Grundy ª Don Keene

Fall 2010 • Page 25


Over 27 Successful Years in the Warranty Business Same Reliable Staff – New Improved Programs ADMINISTERED BY: N.C. & VA. WARRANTY, INC. P.O. BOX 58 ~ ROXBORO, NC 27573-0058

PHONE: 336/597-3333~ 800/545-9966 ~ FAX: 336/597-2040


5

2

8

It’s All About the Numbers By: Gail Davis, Davis Auto Sales II

A generation ago, the used car business could be run from “a gut feeling”. Not only did you know what inventory to buy, you were able to keep a good amount of vehicles in stock to meet the demand. But that was a generation ago. Today’s technology is pushing us harder down the information highway. If a dealer wants to succeed in this business they must use this information and technology to their benefit. We all know the buying public today is savvier towards car buying. They are using the Internet to do their research before they purchase and before they even visit your dealership. Don’t we do the same thing before we make a large purchase? Buyers are coming to our dealerships armed with their research and comparison-shopping. They are using sites on the Internet to determine the value of their trade-in prior to coming to our dealerships. From insurance to availability, finance to warranties, there is nothing they cannot find on their own via the web. Having taken the Certified Master Dealer course, I understand that it’s all about the numbers. In class I learned instead of looking at the inventory on your lot as cars, you should be looking at them as stacks of cash, because that is what they are. You used your hard earned cash to purchase the vehicle and everyday the vehicle sits on the lot your stack of

cash is becoming smaller. Acquiring inventory is getting harder; knowing the right inventory to stock is becoming even more important. How do we use numbers to help us succeed? If you are advertising with www.VirginiaUsedCarDealers.com (VUCD), you may not realize that we have a wealth of information right at our fingertips. VUCD is a website for VIADA members ONLY to list their entire inventory and up to 12 photos per listing. These listings are then displayed in search results to car buyers all around Virginia. Postings to Craigslist, data feeds to Autotrader.com, Cars.com and dozens of other online advertisers, and access to post and shop wholesale listings with other participating VIADA members are all available for $40 a month or $200 for six months. When you are a participating dealer you have access to statistics on not only your vehicles, (i.e. how many times your cars are viewed, clicked, printed, etc.), you also have a wealth of information regarding all listings on VUCD. You can use this information to know which vehicles are being researched the most. These might be vehicles you want to stock. For your own inventory advertised, the statistics will show you each month: •How many times your vehicles have been clicked on

4 1

7

•How many customers printed the window sticker •How many customers clicked over to your website •…Sent you a message •…Emailed a listing to a Friend •…Asked for the dealership phone number or address. And the statistics have a drill down feature. If you want to know which vehicles are being clicked on, you can find that, in addition to which ones have been printed, or which ones you have received an email about. One thing I did not know is that when my listings are on VUCD they automatically get fed to other sites that advertise car listings for FREE! Sites like google.com, oodle. com, lemonfree.com are just a few. For some of these sites I can even determine how many times our vehicles got clicked on from those other free sites! Remember the buying public is becoming smarter every day because of the Internet. We need to harness that same information research mentality to help us run our business more successfully. If you are already advertising with www. VirginiaUsedCarDealers.com, spend some time researching and understanding your statistics. If you are not advertising with VUCD today, maybe now is the time to get on board with JTZ Enterprise. Remember it’s all about the numbers! X

Nem Members from page 25 Holland Road Auto Sales, Inc. ª Gary Sklar ª Virginia Beach ª Don Boucher J R Cundiff, Jr. Auto Sales ª Jessie Cundiff ª Fieldale ª Tom Elliott JBC Auto Inc. ª Bill Parker ª Portsmouth ª D. Boucher K & K Battery ª Kyle Grimsley ª Meadowview ª Don Keene Mannies Auto Center LLC ª Tip Killingsworth ª Lynchburg ª Bobby Steele Martin Riley Auto Outlet ª Christopher Holmes ª Fredericksburg ª T. Allman/T. Melendez McPhillips, Roberts & Deans, PLC ª Michael Furchtenicht ª Norfolk ª Joe Falk Minnick Fredericksburg Motorcars ª Gregory Minnick ª Fredericksburg ª Wanda Lewark More Enterprise ª Lloyd Westbrook ª Richmond ª Tommy Woodson Mostly Vans, LLC ª Nelson Carter, Jr. ª Fishersville ª Tim Talley Plaza Motors of VA LLC ª Gregory Adkins ª Richmond ª T. Allman/J. Bishop Professional Auto Sales ª Marc Sisino ª Portsmouth ª Ken Strauss R & M Motors, Inc. ª Richard Boardwine II ª Glade Spring ª Rodney Williams Ramey Automotive, Inc. ª James Ramey ª Richlands ª Don Keene Ramey Chevrolet -Tazewell ª James Ramey, Sr. ª Tazewell ª Don Keene Ray’s & Cee’s Auto Sales & Rentals ª Rodney Jones ª Ringgold ª Sammy Wright Ride-Away ª Kristina Saba ª Richmond ª Gail Davis Route One ª Lin Hairfield ª Farmington Hills ª Bobby Steele

RV Outlet USA, Inc. ª Larry Merricks ª Ringgold ª T. Elliott/C. Cooper S & J Auto Sales, Inc. ª Chauki Aboul-Hosn ª Richmond ª P. Iaricci/T. Woodson S & S Motors, Inc. ª Jimmie Stewart ª Booneville ª Don Keene S & S Towing ª David Smith ª Chesapeake ª Don Keene Silverline Automotive LLC ª Mark Maslow ª Lynchburg ª Bobby Steele Smithfield Family Automotive ª Tommy Lightfoot ª Zuni ª D.Boucher/P.Iaricci Star Cars, Inc. ª Susie Kielsgard ª Fredericksburg ª Shirlie Slack Steele’s Auto Sales ª Bobby Steele ª Lynchburg ª John Taylor Tidewater Trading Post ª Carolyn Sforza ª Chesapeake ª Cindy Perkins Title Tec ª Alan Matthews ª Dallas ª Don Boucher Ultimate Car Corporation ª Jan Kopacz ª Woodbridge ª W.Lewark Undisputed Auto Sales & Repair, Inc. ª Harnee Gladimir Villalobos ª Chantilly ª T.Allman/W. Lewark Utt’s Auto Sales ª Ivan Utt ª Mt. Airy ª Don Keene Va Beach Auto Sports ª Chris Reece ª VA Beach ª Don Boucher Virginia Car Center, Inc. ª Stuart A. Zwibel ª Chantilly ª Tommie Melendez Vuhvanagon LLC ª Kevin H Lindamood ª Pulaski ª Sonny Arrington Whatever Automotive & Sales, Inc. ª Paul Robinson ª Bowling Green ª T.Allman/ T.Woodson


VIRGINIA INDEPENDENT AUTO DEALERS PAC CONTRIBUTORS The independent dealers political action committee was established in 1987 as “INDEPAC”. In 2010, to better identify the PAC contributions to Legislators, the name was changed to “Virginia Independent Auto Dealers”. Virginia Independent Auto Dealers, a political action committee, is licensed in the Commonwealth of Virginia to solicit funds from independent dealers for contribution to candidates for statewide elections. These include the offices of Governor, Lt. Governor, Attorney General, and candidates for the General Assembly. All contributions are voluntary. (Report includes contributions made Oct. 1, 2009 - Sept. 30, 2010.)

Platinum ($1,000 and up) Hooper’s Quality Cars

District 2 - Central

Peaks Motors

Gold ($500 to $999 annually) Booher Auto Auction District 8 - Southwestern Dominion Motors

Mike Duman Auto Sales Paul Wallace, Inc. T.K. Hughes Auto Sales

Don’s Auto Exchange Manheim Harrisonburg

Silver($250 to $499 annually) Auto Center/Smoots Davis Auto Sales II

District 1 - Tidewater John Talley Motors Porter’s Automotive

Steve’s Auto Sales Steve Farmer Auto Sales

Bronze ($100 to $249 annually) 7 Cities Autobrokers Auto City B & B Auto Sales Campbell’s Used Cars Chesbay Auto Sales CL Hyman Auto Wholesale Country Auto Sales

Courtesy Auto Sales Dealers Lot Richmond Dick Keller Automobiles Easy Ride Auto Sales Gary McCann Auto Sales H.R.F.T. Finance

Melendez Motors Naff Auto Sales Price Is Right Auto Sales Ride Away Select Auto Imports Superior Motors Woodson Auto Sales

Basic ($45 to $99 annually) Airline Auto Sales Auto Advantage Auto Sales Auto Master Auto Sales Auto Trading Center Autocare Sales & Service Blaine’s Auto Sales Cherry Auto, Inc. Collier Motors, Inc. Continental Imports, LTD.

Culpeper Recycling LLC Cville Classic Cars, Inc. Dinwiddie Auto Sales First Car Fredericksburg Motorcars Gary’s Wholesaling LTD Handpicked Western Trucks, LLC Holland Road Auto Sales

Joel’s Auto Wholesale Lonnie Ellis Auto Sales Moss Motor Company Mostly Vans, LLC Nick’s Auto Supermart S & S Auto Sales, LTD Tillage Automotive TM Auto Wholesalers Virginia Truck & Trailer


Current VirginiaUsedCarDealers.com Participants Contact JTZ Enterprise 540.286.0801 for more information about this Member Only benefit!


The Internet Corner So many things to cover, only one page to do it in… By: John Summer, JTZ Enterprise Wow! What an exciting couple of months it has been for us at JTZ Enterprise. In September we were proud to moderate a Panel Discussion at VIADA’s 50th Convention and Expo. The Panel we assembled included experts from various Automobile Industry related companies: Cars.com, ComSoft, Inc., Motorcade Magazine, AdzZoo, and DealerAutoDirect.com. Each of them gave details on how their company utilizes the Internet to help you do what you do best, SELL CARS! The night before, we attended the Expo as an exhibitor. It was fun to see everyone there. A dealer in today’s market will have a hard time succeeding with a “I know it all” attitude, and this expo is a wonderful way for dealers to stay on top of all the new products and services available. I thank all of you who stopped by our booth and said hello. Before the convention, our developers were working hard to roll out a new section of www.VAUsedCarDealers. com. The new section expanded one statistics page into three separate areas. The original stats page is still there and is labeled Your VUCD Listing Stats. This page tells you how well your listings are doing on this website. More details were added and a complete breakdown of each vehicle listing results is available. The second page is marked Your Website Listing Stats. This is for those members who also have a website hosted by JTZ Enterprise. These pages tell you not only how often each of your listings is clicked on from your website, they also tally all the Calls To Action (CTA) that were followed from your site. A CTA is defined as an action your prospect takes when they follow your advice or direction to move closer to purchasing something from you. A CTA example is when an interested shopper visiting your inventory page requests the Carfax report, or searches for a specific Page 30 • Fall 2010

Make or Model, or moves from page one to two in order to see the next 25 listings on your site. The third area is marked All VUCD Listing Stats and it will give you the top ten most clicked on and viewed Years, Makes, and Models. This information is designed to help you see what is hot and what is not, both on your lot and around the Commonwealth. These stats will be the topic of a later article and we will attempt to chart Return On Investment (ROI) when it comes to Internet Advertising. For now, we encourage everyone to check this new area out and give us your feedback. At about the same time we were developing this area, we were also trying to help clean up some things at Craigslist.org. Craigslist is free and effective but, unfortunately, this has led to some taking advantage of a good thing. JTZ Enterprise contacted VIADA about some listings that indicated the group posting it belonged to www. MAPPVA.com when they did not. We also forwarded several urls to Bruce Gould of the MVDB we thought were good examples of misleading ads from licensed car dealers. Most of them violated various advertising laws and we are happy to report both organizations responded quickly. VIADA contacted those who were displaying the VIADA or MAPP logo incorrectly and got them removed. The MVDB sent warning letters and emails out to those in violation of advertising laws. Congress passed sweeping Finance Reform Laws and it was a question as to whether or not car dealers were going to fall under these new laws. It was lobbied by some that you would be included because of the increasing number of complaints from military personnel. These misleading Craigslist ads are mainly targeted towards the military and this should remain a concern for all reputable dealers. It

only takes one bad deal to have a bad reputation cast on your entire industry. If you see someone stretching the rules, say something. If you know them personally, start with them. If that is not possible, feel free to go to VIADA or the MVDB. I did and I found they both have an open door. They want you to know everyone must play by the same rules. When it comes to advertising online, in the newspaper, or over the air, all the same rules apply. After we returned from the convention, our developers began working feverishly on yet another new feature. Beginning mid-October JTZ Enterprise began sending Carfax a list of all VINs in our system that we know to belong to dealers signed up for Carfax services. In return, Carfax will send us back a list of those VINs telling us which ones have free online reports available and which ones are considered to be a One Owner. This information is then used to display the appropriate Carfax/ One Owner logo and link to the report. Reports run on vehicles with title branding or negative report information will not be displayed. The last step we take each day is provide Carfax with information on those vehicles a report has been run on so they can display and link to those listings from Carfax.com. This will get your inventory additional exposure to shoppers who have put an emphasis on this information by starting their search at this other website. There is no additional cost for these two Carfax services. This is just one more way you are able to get more from your advertising dollar. Already we are looking forward to 2011! We want to take this opportunity to thank you for once again stopping in at The Internet Corner. X JTZEnterprise.com 540-286-0801 The Virginia Independent News


Sale Every Wednesday at 9:45 a.m. Featuring Many Fleet and Lease Companies Up to 1,500 Trades Weekly With Excellent Independent Dealer Participation New Car Dealers featured include Hall Auto World, Checkered Flag, AutoNation, Greenbrier Olds & Chrysler, Priority Chevrolet & Toyota, RK Chevrolet & Toyota, Cavalier Ford, 1st Team Auto Group, Casey Automotive Group, Charles Barker Automotive. Located only 20 minutes from Norfolk International and 35 minutes from Newport News International. Floorplans available from AFC (on-site). 24/7 Security, 24/7 Pickup & Delivery, Restaurant on-site. Member of AASC, VIADA, CIADA, NIADA and NADA. Our website is FREE. You can get market reports, sales previews, and travel forecasts! We’re the state’s second largest sale and number one with our dealers. Exactly what you’d expect from a quality full service auction. Have you seen YOUR AUCTION lately?

Dean Vassar, General Manager Dody Nolan, Fleet/Lease Manager n Ken Strauss, Sales Manager


VIADA 4700 Thoroughgood Square Virginia Beach, VA 23455

51st Anniversary Convention & Expo

July 14 - 17, 2011 Westfields Marriott Washington Dulles Chantilly, VA

Fall 2010 Magazine  

VIADA Magazine

Read more
Read more
Similar to
Popular now
Just for you