winter 2018 • Volume 38 Number 1 A VIADA Publication
V I RGI N I A Featuring Our 2017-2018 State President Bobby Steele
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VIRGI NI A The Virginia Independent News A VIADA Publication ©2018 Virginia Independent Automobile Dealers Association 4700 Thoroughgood Sq. Virginia Beach, VA 23455 (757) 464-3460 (800) 394-1960 Fax: (757) 299-6331 *NEW E-mail: info@viada.org www.VIADA.org facebook.com/infoviada VADealerRecertification.com — leigh m. dicks, cae Executive Director & Editor leigh@viada.org Peter Iaricci Director of Education pete@viada.org Vickie London Manager / Recertification vickie@viada.org ashley dazzo Bookkeeper / Membership ashley@viada.org Stephanie Hand Publications stephanie@viada.org Tina Allman Auction Representative tinaallman1@gmail.com — 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 constitute an endorsement of the products or services featured.
columns 4 From the 2017-2018 President: Bobby Steele 6 From the Executive Director: Leigh M. Dicks, CAE 6 New Member Benefit - Online Recertification Course 8 2017-2018 Board of Directors 9 “Tech” Associate Members 16 2017 Convention & Expo Highlights 18 2017 Convention & Expo: Sponsors & Exhibitors 19 2017 State Quality Dealer: Tim Maguire 20 Congratulations –Award Winners 21 Ladies Auxiliary & 2017 Scholarship Winner 22 PAC Contributors: October 1, 2017 - October 31, 2017 26 VIADA Renewals: August 1, 2017 - October 31, 2017 28 VIADA New Members: August 1, 2017 - October 31, 2017 29 It Takes a Member to get a Member! 30 VIADA 2017-2018 Calendar
features 8 Dealership Management Software: Are You Using it to its Full Advantage? Chip Cooper, Owner, ComSoft 10 5 Facebook Tips Guaranteed To Generate More Leads For Your Dealership Right Now Rich Bolandi, Gravitational Marketing 12 The State of Small Business Cybersecurity Norm Miller, Communications Manager, BBB Serving Western VA 13 5 Steps to Better Business Cybersecurity Norm Miller, Communications Manager, BBB Serving Western VA 14 TCPA Violations – It Will Cost You! 15 Top 4 Practices – To Stay in Compliance with the TCPA 22 DMV News Karen Grimm, Virginia DMV, Deputy Commissioner for Operations 23 DMV Plate Fulfillment Changes Shouldn’t Lead to Business Disruptions Dealertrack 24 Worth Repeating: Compliance Topics From the MVDB… 25 Tax Planning for 2017 with an Eye on Tax Reform for 2018 David Wiggins, CliftonLarsonAllen WINTER 2018 | The Virginia Independent News | 3
From the 2017-2018 President It is an honor to have been elected to serve as president of your association. I am excited for the future of VIADA, and looking forward to another great year. We have a great group of leaders, dedicated men and women, who work hard to ensure success for the association. As I write this, majority control of the House and Senate are up for grabs. This question has a ripple effect through the General Assembly. With majority rule comes the ability to appoint committee leaders. Then will the committees be equal in representation? Hopefully we will have answered these questions. I have served as a state director for eight years. I have to say, that looking back, there has been an amazingly talented group representing VIADA. These being true “doers and thinkers” of our industry. As I look at the new directors coming in, I am convinced that the association will continue on the path of dedicated representation. Our district leaders deserve the same recognition. Participation on the district level is essential. I would like to personally thank each of you for your contribution. While attending a district meeting, a question pertaining to salvage/rebuilder issues came up. The state office looked into it the next day only to discover that there was more than one issue that needed to be addressed, and quick. It turned out that no law changed, just the interpretation of it. What was standard procedure one day is now not acceptable. VIADA members and directors, DMV representatives, insurance board members, and MVDB representatives were brought together, at the request of VIADA, to work out this problem that affected millions of dollars in inventory. These meetings brought positive results for the dealers involved. A true testiment to the fact that your involvement in your district is vital. The districts are the “eyes and ears” of the state. There are zoning issues being introduced in northern Virginia that would have unsavory implications for dealers in that area. VIADA is already engaged and standing with our dealers. The 57th annual convention turned out to be a very informative gathering. The convention has always been a great source of information consisting of sales and management, and regulatory and legislative issues. I always come back from convention with information I needed and a feeling of renewed motivation. Many thanks to the sponsors who make it all possible. These thanks are for all you do, not only at convention, but also include your support of our districts. I would ask our members to look at the list of sponsors, every name on that list can help your dealership. Looking forward to the 58th in Virginia Beach, and looking forward to seeing you there.
Bobby Steele
VIADA State President, Steele’s Auto Sales (434) 239-5587 | bsteele254@gmail.com 4 | The Virginia Independent News | WINTER 2018
WELCOME TO RICHMOND AND SAY HELLO TO YOUR VIRGINIA VITU TEAM.
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Local expert problem-solvers are here for you. Visit wearevitu.com to learn more about your hard-working team of problem-solvers: Don, Myrtle, Yvonne, Jenna, Linda and Taylor. WINTER 2018 | The Virginia Independent News | 5
From the Executive Director Technology CAN Be Good for You – New Benefit Saves Members $$ We’ve come a long way just in my lifetime! From having just one phone with a long cord on the kitchen wall to handheld phones that go everywhere with you. Notes were handwritten and letters were mailed by the post office. Now, they are emailed to you and you print it out or if you want to save a tree, you store it in the cloud! Having predominately self-taught myself with each new software program, I can certainly say that once I got through the learning curve, it has made my personal and professional life easier. Change can be challenging oftentimes when it pushes us outside our comfort zone. But when it does – like having running water IN the house along with a bathroom – you end up appreciating the changes. So too are the changes I was asked to make which have taken up much of my time since coming on board as your Executive Director. To make changes, I needed to first learn how things were being done and more importantly, why they were being done that way. And not just with my position but with each of my employees. Some things were done just because that was the process set up many years ago. Other times, it was an employee who thought things should be done a certain way without fully understanding how it impacted work done by other employees. With newer technology, staff time can be used far more efficiently. This in turn will allow us to improve the services provided to VIADA members which is of course the main reason the association was created—to help dealers. An example of newer technology being used can be seen with the new vendor and updated platform VIADA is now using for the online recertification course. And, because of the cost savings of changing how things had always been done, VIADA is now able to offer a NEW MEMBER BENEFIT for the online course at a cost savings TO THE MEMBER!! Members only need to pay the $25 fee that the MVDB collects--a savings of $74! There are other changes that will be made so stick with us while we travel together down this road and as always, if you have questions about anything, please contact me.
Leigh M. Dicks
(pronounced Lee) O: 757-464-3460 / C: 804-337-4601 / Leigh@viada.org
New Member Benefit! Online RECERTIFICATION Course Take at your own pace on your home/work computer, iPad or even on your mobile phone! A Q&A review at the end of each chapter to make sure you are aware of key requirements. Receive your completion certificate once you have gone through the entire course. And, after you have completed your recertification, you can now go back into your account and refresh your memory of the course material! You still have access to the instructor who can answer questions about the course content.
New Registration Fees & Link
VIADA Members: FREE plus $25 fee for the MVDB Non-Members: $25 plus $25 fee for the MVDB
NEW LINK TO REGISTER for Online Course – www.VADealerRecertification.com QUESTIONS? CALL: 800-394-1960 or Email: info@viada.org 6 | The Virginia Independent News | WINTER 2018
2017-2018 Board of Directors state officers Chairman of the Board Rob Fisher, Northside Auto Sales
Vice President Matt McMurray, CMD, Campus Automotive
President Bobby Steele, Steele’s Auto Sales
Vice President Al Abady, Ellas Auto Outlet
President-Elect Brad White, Bluegrass Auto Sales
Secretary Sajal Narayan, Best Bet Motor Sales Corp.
Vice President Don Sullivan, Sr., Sullivan Auto Trading
Treasurer Andrew Wiley, Consumers Auto Warehouse
District & Past President Representatives District 1 / Tidewater • President: Don Boucher, Courtesy Auto Sales • Rick Johnson, Earl’s Credit Auto Sales • Tim Maguire, Maguire & Sons Auto Brokers • Joe Ramon, The Car Exchange • Joel Tosh, Joel’s Auto Wholesale, Inc. District 2 / Central VA TBD District 3 / Roanoke Area • President: Brad White, Bluegrass Auto Sales • Sonny Arrington, Price Is Right Auto Sales • John Porter, Porter’s Automotive, Inc.
District 4 / Northern VA • President: Al Abady, Ellas Auto Outlet, Inc. • Jason Adams, ABC DieselZ • Craig Amelung, Manheim Fredericksburg District 5 /Southern VA • President: Richard Semones, Semones Automotive, Inc. • Brent Toone, Lakeview Motors • Sammy Wright, Church Street Auto District 6 / Western VA • President: Sajal Narayan, Best Bet Motor Sales, Corp. • Paul Lynn Martin, L & B Auto, Inc. • John Taylor, Regional Auto Sales
District 7 /Shenandoah Valley • President: Eddie Haley, Rt 11 Valley Auto Sales • Chris Crites, Bob Wade Autoworld • Tom Parsons, TriState Wholesale District 8 / Southwestern VA • President: Ricky McReynolds, Country Auto Sales, Inc. • J B McReynolds, Country Auto Sales, Inc. • Rodney Williams, Williams Auto Mart, Inc. Past PResidents • Gail Davis, Davis Auto Sales II • Sandra Moss, Moss Motor Company • Weldon Whitehurst, VA Beach Truck Center
Committee chairmen steering & budget Andrew Wiley, Consumers Auto Warehouse
publications & events Matt McMurray, CMD, Campus Automotive
member benefits Don Sullivan, Sr., Sullivan Auto Trading
membership development Al Abady, Ellas Auto Outlet
professional development Sajal Narayan, Best Bet Motor Sales Corp.
government relations Brad White, Bluegrass Auto Sales
Volunteers Needed! Want to take on a leadership role? Are you passionate about your profession and business? Do you want to help the association fight against unnecessary and burdensome regulations? And help educate dealers about activities impacting their ability to operate a dealership?
Protect your industry and become an active member! Contact Leigh Dicks, Executive Director, (757) 464-3460 or leigh@viada.org
WINTER 2018 | The Virginia Independent News | 7
Dealership Management Software: Are You Using It To Its Full Advantage? chip cooper
Owner, ComSoft (919) 851-2010 chip.cooper@comsoft.com In large measure, most independent dealerships take advantage of dealership management software (DMS) for basic needs, including: tracking inventory, managing their buy-here-pay-here portfolio, and printing their point of sale paperwork. While these basics are the linchpin of any DMS today, there is so much more that you should expect, and take advantage of, from your DMS provider. You’re paying for a service, and you might as well tap into every facet that your system has to offer. Ultimately, it will end up saving you valuable time and money. Here are a few suggestions that I generally see under utilized by independent dealers, which you should give serious consideration to taking advantage of: Customer Relationship Management (CRM) – This is the genesis of any good DMS software. Managing and analyzing customer interactions throughout the sales process is crucial. You should be able to import potential clients from your website, or on the lot traffic, into the CRM. Send prospects text messages, requesting that they opt in on notifications, updates on their credit application, scheduling appointments and special offers from your dealership, all within your CRM software. Personally, I have been amazed at the increased number of clients that will engage a dealership’s text message, but refuse to answer a call on their mobile phone from a number they do not recognize. You will need to
give your prospects the ability to both opt-in and opt-out of both text messages and emails if they so choose. Your CRM software should be able to transmit your prospect’s financial and desired vehicle information electronically to your lenders using an on-line portal such as Route One for credit decisions. Once a credit decision has been approved, you should be able to seamlessly transfer the prospect into a live deal without re-entering any information in order to process the deal paperwork. Understand that CRM is merely a tool that, when properly implemented, can help you attain and retain more customers. The ultimate success or failure of any CRM system weighs largely on you and your staff. It’s a top down approach. Management must be on board and expect and monitor its sales force to utilize a CRM system. Left unattended, CRM software quickly erodes into CRM “shelfware”. DMS website integration and advantages of using a mobile application – Does your DMS provider offer integrated
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websites, or are you doing double inventory entry within your software and on your website? Redundant entry is not only a waste of your valuable time; it also opens the door to keying errors resulting in inconsistent data. Some dealers spend an enormous amount of time manually entering vehicles into their DMS, onto their website, and then multiple marketing feeds. A mobile app offered by your DMS should allow you to easily scan the vehicle’s VIN barcode, decode it, allow you to take digital pictures, and upload the vehicle to both your website, multiple marketing feeds, and into your DMS software. Newer phone app technology will allow you to scan the PDF417 barcode on the back of a customer’s driver’s license and import the salient customer information into your DMS product for prospect tracking or billing out a sold customer. Many DMS phone apps will also allow you to pull CARFAX, AutoCheck, or USCarHistory.com reports. Does your DMS offer the option of Lease-Here-Pay-
Here (LHPH) in addition to Buy-Here-Pay-Here (BHPH)? There are several advantages that LHPH offers that conventional BHPH does not such as: the dealer owns the vehicle 100% – Your best defense against repossessions, bankruptcies, and delinquent payers. Your dealership pays income tax on revenue as it’s earned. Depreciation can be used to reduce taxes on your LHPH vehicles too. Payments can be structured to make 2030% more profit per vehicle over the duration of the lease. If a customer chooses to upgrade their vehicle (based on a good payment history with you) midway through the lease, or downgrade their vehicle due to a different job with lower pay, then vehicles are easily moved back into inventory and available to lease to another customer. Roll customers from vehicleto-vehicle and keep them as a customer for life.
Other integrations that you may be overlooking that, if activated, will streamline the sales process and get that vehicle delivered quicker are: Integrated lender portals such as RouteOne who broadcast your prospects’ information electronically to your lienholders for credit decisions. Credit inquiry integrations that can send prospect information to one (or all three) credit reporting repositories without re-keying into one, or all three bureaus, should be an integral part of any DMS. Integrations with approved Virginia tag providers such as DealerTrack, CVR, and TitleTec also speed up the delivery process. If your dealership is engaged in BHPH or LHPH, I cannot fathom why any dealership would not utilize the ability to process integrated on-line credit, debit, and ACH payments in addition to having a GPS starter interrupt system fully integrated within their DMS.
Finally, review your forms. If you’re still printing the Reynolds & Reynolds LAW 553 or Wolters Kluwer (Bankers Systems) multipart contracts on an Okidata (or dot matrix printer), then consider switching over to the laser edition of these same contracts. The advantages are: Perfect alignment every time. No form wastage due to improper alignment. Electronic contracts can be easily updated whenever a revision changes. Other forms, such as VIADA copyrighted forms can now be produced through our DMS software package without the necessity of a dot matrix printer. Consider donating your dot matrix printer to the Smithsonian Museum … I hear they may be looking for more historical relics. Meanwhile, if your DMS isn’t saving you valuable time, money and keystrokes, then please contact me. I’d be happy to discuss alternatives with you.
“Tech” Associate Members Atlantic Auto Aid/ Avalon GPS Bob Phelan 2704 Einstein Dr Virginia Beach, VA 23454 757-576-3010 bob@atlanticautoaid.com
Frazer Computing, Inc. Mike Frazer PO Box 569 Canton, NY 13617 888-963-5369 Fax: 888-963-3366 mike@frazer.biz
Commercial Software, Inc. (ComSoft) Chip Cooper 5214 Western Blvd Raleigh, NC 27606 919-851-2010 Fax: 919-851-3471 Chip.cooper@comsoft.com
Motor Vehicle Software Corporation Don McNamara 1108 E Main St, Ste 310 Richmond, VA 23219 804-461-3686 dmcnamara@dmvdesk.com
DealerTrack Kim Haddaway 115 Poheganut Dr, Ste 201 Groton, CT 06340 757-985-6940 Fax: 516-300-8053
kimberly.haddaway@dealertrack.com
Wayne Reaves Software Bob Higgins 6211 Thomaston Rd Macon GA 31216 800-701-8082 Fax: 888-297-4234 bob@waynereaves.com
Wisdom & Authority Title Solutions, LLC Shanel White 1512 Technology Drive, Ste 101 Chesapeake, VA 23320 757-494-1299 swhite@wisdomandauthority.com
VIADA is incredibly fortunate to have the support from these companies who can help you in your dealership! CALL THEM!
WINTER 2018 | The Virginia Independent News | 9
5 Facebook Tips Guaranteed To Generate More Leads For Your Dealership Right Now Rich bolandi
Gravitational Marketing Digital Department
(407) 275-8667
Today is the golden age of Facebook marketing. Depending on how long your dealership has been active in digital marketing, you might remember the days of nickel clicks in Google. Unfortunately, those days are way behind us, but now Facebook is emerging as a gold mine that dealerships can use to get more leads and sell more cars. The trick is to strike while the iron is hot. But because advertising in Facebook is a whole new world, it’s important that you get ahead of the game and learn the tips and tricks now that will make Facebook work for you and your dealership.
Know What You’re Trying To Accomplish Before you start advertising in Facebook, it’s imperative to know what your goals are and which of Facebook’s objectives are most likely to help you achieve those goals. Are you looking to generate leads? Are you looking to brand your dealership and get your name out there? The first step to any great advertising campaign is to make sure you have a solid goal and that you are measuring your results in terms of that goal. Otherwise you’re just throwing money
against the wall and hoping for results. Luckily, Facebook has a comprehensive list of objectives that you can choose from in order to get the desired outcomes you’re looking for. For instance, you can choose lead ads, offer ads or brand awareness ads, just to name a few. Aligning your goals with the correct objective is integral to the success of your Facebook campaigns.
then depending on your spend, you can expand the radius so the post will also reach the friends of people who liked your page or who demonstrate specific behaviors within a finite radius. But where boosted posts really fall short is that they are unlikely to get you real, actionable lead data. You might experience more social engagement with a boosted post, but if you start running a Facebook ad campaigns, you can generate leads on a large scale. Now these ads appear organically right in users’ Newsfeed, but instead of just getting a like, you can come away with a real lead.
Know The Difference Between Boosting Posts And Facebook Ads We advise a lot of dealers on various aspects of their marketing, but one of the most common questions that we get when we start to talk about advertising in Facebook is what’s the difference between boosting a post and running an ad in Facebook. It’s easy to see why there might be confusion here, especially since both activities require you to invest money with Facebook. But misunderstanding the two opportunities can have a major impact on the results you see from your Facebook efforts. A lot of dealers who are doing their own advertising in Facebook, mistakenly assume that boosting a post is the same thing as running an ad, but they are actually two different things. While both activities require some advertising spend, when you boost a post, it starts by going out to your social network,
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Know Your Target Audience One of the most powerful tools Facebook has to offer is the ability to build and target a specific audience. There are lots of different audience options within Facebook. One of the first questions we ask a dealer when we start working with them is about their geographic location. In other words, how far do you think a person would drive to buy a car from your dealership? Then, we use this information to target people who live in that area. After you set your geotargeting, you can also narrow your audience by age, gender and other distinguishing factors like interests and behaviors. But targeting in Facebook doesn’t stop there. If you have a list of past customers who have bought from your dealership, you can upload that into the back end of
Facebook and create a “Lookalike Audience” which is an audience that demonstrates the same kinds of behaviors and interests as those people who just bought from you. You can also use the list that you’ve just uploaded to create a “Custom Audience,” which can be really valuable if you have a in-house service department because then you can promote service specials to them now or buy-back specials later down the road.
Know How To Leverage Retargeting Retargeting is an excellent and usually low cost way to leverage Facebook’s platform to generate more leads or re-engage past leads. Retargeting uses cookies to track people who have visited your site but didn’t become a lead. Over time you build your list using these cookies. Then you can serve these people different offers through Facebook. These campaigns are usually low cost because it’s such a small audience, but they’re incredibly effective because they allow you to have multiple touch points with a prospect, meaning you can serve them different offers until one speaks to them and gets them to convert. Luckily, the ads are shown right in their Newsfeed, which feels more organic and less like they’re being marketed to. Retargeting is an extremely powerful tool and it’s something that every advertising campaign should have, whether you’re working in Facebook or Google. Regardless of the platform, you should have a separate campaign built out specifically for retargeting needs. Make sure this
is something you’re considering when setting up your own campaigns or a conversation you have with your provider if you’re signing up with an agency. Know Your Cost Per Car And Establish Your Budget A lot of dealers ask us how much they should budget for advertising in Facebook, and the answer is that you should base your budget on how many cars you want to sell; however, that requires you to know what your average cost per car is. If it’s costing you $500 in advertising to sell a car right now, then you can assume that if you spend $2000 in Facebook, you should sell at least 4 cars off of that spend. You might sell more than that, but that’s the drop-dead minimum. So test with that and see if it delivers the ROI you’re looking for. Really, it all comes down to how many cars you’re looking to sell and then work backwards from there, applying your cost per car. Ultimately, one of the biggest mistakes we see dealers make is approaching Facebook as a replacement for other forms of marketing. But here’s the truth, if what you’re doing is already working, then don’t stop doing it. Instead, look at Facebook as an additional source of opportunities. That means if you want to try Facebook, first determine how many additional cars you would like to sell and then use some additional ad spend on testing Facebook. The worst thing you can do is take money way from an advertising source that IS WORKING and apply it to a source that may or may not work for you. Regardless of what size dealership you have, advertising on Facebook can present a big opportunity for growth. If you don’t pay for ads, there are a lot of opportunities on the social side of Facebook. You might be able to get more likes, more post shares, more
of these engagement metrics, but ultimately, if you want to generate real leads that are likely to convert to sales, you’re going to want to participate in paid Facebook advertising. Even if you’re going to invest a small amount to get started, it’s a good idea to have a conversation with an expert because they’re at least going to point you in the right direction. If you’d like to sit down with one of our in-house experts for a free consultation, give us a call at (407) 275-8667 right now. Jimmy Vee and Travis Miller are the founders of Rich Dealers®, the nation’s leading experts on attracting customers, and the authors of Gravitational Marketing. Visit www. TrafficInstitute.com to download your FREE copy of the executive brief Top 10 Ways To Double Traffic, Leads and Sales. Bio Rich Bolandi consistently brings immediate and positive results to his dealership clients using the power of the Internet. His expertise includes PPC, SEM, social media, mobile, video and email marketing, creative messaging and data collection/ analysis. An entrepreneur himself, Rich understands that SALES is what matters (only) and approaches each campaign through a business owner’s lens. He’s a highly soughtafter expert in the digital marketing space leading a team hyper-focused on driving more traffic and lowering cost-per-lead. Most recently, Gravitational Marketing’s Digital department, which creates, launches and manages advertising campaigns across multiple platforms, has been recognized by Facebook for their outstanding success; a distinction they earned from incredible optimization techniques and resultsdriven lead conversion for clients across the U.S. and Canada. Rich not only created this department, leading the talented team into this unprecedented success, but also has been instrumental in the recruitment and professional development of his department.
WINTER 2018 | The Virginia Independent News | 11
The State of Small Business Cybersecurity BBB report shows half of all small businesses couldn’t stay profitable more than a month if they lost critical data.
norm miller
Communications Manager, BBB Serving Western VA (314) 925-4300 wiggins@CLAconnect.com Council of Better Business Bureaus (CBBB) State of Small Business Cybersecurity Report The article was adapted from a national press release sent out from The Council of Better Business Bureaus (CBBB).
Small business owners know they are at risk for cyberattacks, but they are somewhat at a loss as to what to do. That’s one of the findings of a new report from the Better Business Bureau, The State of Small Business Cybersecurity in North America, released today as part of National Cybersecurity Awareness Month. One of the more troubling findings is that half of small businesses reported they could remain profitable for only one month if they lost essential data. BBB surveyed approximately 1,100 businesses in North America (71.4% of the sample came from the United States, 28.5% from Canada and 0.1% from Mexico). Two-thirds of the participants were BBB Accredited Businesses, and they apparently fared marginally better in most measures, such as awareness of specific threats and adoption of cybersecurity measures. Cybercrime continues to grow rapidly around the world, with annual costs to the global economy estimated to reach over US$2 trillion by 2019. Small businesses are becoming more and more aware of cyberthreats, continue to be concerned about cyber risks, and are taking some proactive security steps. Yet, there is still much that can be done to educate, support, and
empower smaller businesses to be cyber secure, to dispel misconceptions, and to help make cybersecurity a priority for smaller organizations. This report provides insights to help increase awareness and advance cybersecurity efforts among smaller businesses. It is time to focus on comprehensive cybersecurity solutions that are customized for the needs and constraints of smaller businesses. This report aims to educate and bring awareness to the topic of cybersecurity for small businesses by exploring the real and perceived risks of cyberattacks, as well as best practices for protection against these types of security threats. We hope it serves as a step forward in advancing cybersecurity. We have made this report available to all of our Accredited Businesses, and we encourage you to download the report and share it with your employees. The full report can be viewed at: www.bbb.org/ stateofcybersecurity.
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Among the compelling findings you’ll read in our report: 1. Small Businesses have limited resources and expertise. They are addressing the problem in a piecemeal way and could benefit from help identifying and implementing a strategic solution. There are also significant misunderstandings that need to be addressed to take care of their cybersecurity needs in a effective way. 2. They key challenge is the right balance. Small Businesses have to find the right balance to address cybersecurity risks. Although they seem aware that they are at risk, it is less clear if they know what to do about it. 3. Cybersecurity advances need to be cost-effective. Small Businesses must aim to advance cybersecurity in their organization through cost-effective measures. Adopting best practices while on a path to Small Businesses
cybersecurity framework can be a cost-effective approach to address risk. Implementing a cost-benefit economic analysis, as this report suggests, can help Small Businesses target their limited
resources in the most effective way. 4. A cybersecurity threat can have devastating consequences. Half of Small Businesses reported they could remain profitable for
only one month if they lost essential data. Profitability is the ultimate test of risk. Continue reading below to learn about our 5 Steps to Better Business Cybersecurity, and how it can protect your busniess.
5 Steps to Better Business Cybersecurity “5 Steps for Better Business Cybersecurity” was created by the Council of Better Business Bureaus (CBBB) using a framework developed by the National Institute of Standards and Technology (NIST). “5 Steps” is based on an earlier program developed jointly by CBBB and the National Cyber Security Alliance. Cybersecurity for your business is not only about adding layers of security technology. It starts with understanding and managing your cybersecurity risks. The 5-Step Approach to Better Business Cybersecurity, based on the National Institute of Standards and Technology (NIST) Cybersecurity Framework, represents an approach that applies to the specifics of your business, helping you understand how best to identify and protect your business’s vital data and technology assets, and how to detect, respond to and recover from a cybersecurity incident. STEP 1: Identify Take inventory of key technologies you use and know what information you need to rebuild your infrastructure from scratch. Inventory the key data you use and store and keep track of likely threats. STEP 2: protect Assess what protective measures you need to have in place to be as prepared as possible for a cyber incident. Put protective policies in place for technologies, data and users, and ensure
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that your contracts with cloud and other technology service providers include the same protections. STEP 3: detect Put measures in place to alert you of current or imminent threats to system integrety, or loss or compromised data. Train your users to identify and speedily report incidents. STEP 4: respond Make and practice an Incident Response Plan to contain an attack or incident and maintain business operations in the short term. STEP 5: recover Know what to do to return to normal business operations after an incident. Protect sensitive data and your business reputation over the long term.
The 5-Step approach follows guidance from the “Framework for Improving Critical Infrastructure Cybersecurity” Version 1.0, National Institute of Standards and Technology, February 12, 2014. For additional resources see: www.stopthinkconnect.org. About The National Cyber Security Alliance The National Cyber Security Alliance (NCSA) is the nation’s leading nonprofit public-private partnership promoting the safe and secure use of the Internet and digital privacy. NCSA leads initiatives for STOP. THINK. CONNECT., Data Privacy Day, and National Cyber Security Awareness Month. For more information on NCSA, please visit www.staysafeonline.org.
WINTER 2018 | The Virginia Independent News | 13
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The The Telephone Telephone Consumer Consumer Protection Protection Act Act (TCPA) (TCPA) is is aa federal federal law law enacted enacted inin 1991 1991 that that governs governs thethe conduct conduct of telephone of telephone solicitations. solicitations. The The TCPA TCPA limits limits 1991 1991 that that the the conduct conduct ofof telephone telephone solicitations. solicitations. The The TCPA TCPA limits limits the the use use of governs automatic ofgoverns automatic dialing dialing systems, systems, artificial artificial or prerecorded or prerecorded voice voice the the use use of of automatic automatic dialing dialing systems, systems, artificial artificial or or prerecorded prerecorded voice voice messages, messages, SMS SMS texttext messages messages received received by by cellcell phones, phones, andand thethe useuse of fax of fax messages, messages, SMS SMS text text messages messages received received by by cell cell phones, phones, and and the the use use of of fax fax machines machines to send to send unsolicited unsolicited advertisements. advertisements. Additionally, Additionally, thethe ActAct includes includes machines machines to to send send unsolicited unsolicited advertisements. advertisements. Additionally, Additionally, the the Act Act includes includes several several technical technical requirements requirements forfor faxfax machines, machines, autodialers, autodialers, andand voice voice several several technical technical requirements requirements for for fax fax machines, machines, autodialers, autodialers, and and voice voice messaging messaging systems. systems. messaging messaging systems. systems. Source: Source: https://definitions.uslegal.com/t/telephone-consumer-protection-act/ https://definitions.uslegal.com/t/telephone-consumer-protection-act/ Source: Source: https://definitions.uslegal.com/t/telephone-consumer-protection-act/ https://definitions.uslegal.com/t/telephone-consumer-protection-act/
CONSUMER CONSUMER CONSUMER CONSUMER oooooooo oooooooo LITIGATION LITIGATION oooooooo oooooooo LITIGATION LITIGATION oooooooo oooooooo oooooooo oooooooo 2007–2016 2007–2016 2007–2016 2007–2016
TCPA TCPA LITIGANTS LITIGANTS TCPA TCPA LITIGANTS LITIGANTS ARE ARE ON ON THETHE RISE RISE ARE ARE ON ON THE THE RISE RISE
354354 354 14 14 16 16 44 44 354 1414 1616 4444
RECENT RECENT oooooooo oooooooo RECENT RECENT oooooooo oooooooo $ $ SETTLEMENTS SETTLEMENTS $ $ SETTLEMENTS SETTLEMENTS oooooooo oooooooo oooooooo oooooooo
4860 4860 4860 4860
3687 3687 3687 3687 3052 3052 3052 3052
2220 2220 2220 2220 1136 1136 831831 1136 1136 831 831
20072007200820082009200920102010201120112012201220132013201420142015201520162016 2007 2007 2008 2008 2009 2009 2010 2010 2011 2011 2012 2012 2013 2013 2014 2014 2015 2015 2016 2016
Source: Source: https://webrecon.com/201a6-year-in-review-fdcpa-down-fcra-tcpa-up/ https://webrecon.com/201a6-year-in-review-fdcpa-down-fcra-tcpa-up/ Source: Source: https://webrecon.com/201a6-year-in-review-fdcpa-down-fcra-tcpa-up/ https://webrecon.com/201a6-year-in-review-fdcpa-down-fcra-tcpa-up/
$8.3 $8.3 MILLION MILLION SETTLEMENT SETTLEMENT $8.3 $8.3MILLION MILLION SETTLEMENT SETTLEMENT FOR FOR FOR FOR
UNSOLICITED UNSOLICITED UNSOLICITED UNSOLICITED TEXT TEXT MESSAGES MESSAGES TEXT TEXTMESSAGES MESSAGES
IN VIOLATION IN VIOLATION OF OF A A ININ VIOLATION VIOLATION OF OF A A LAW FEDERAL FEDERAL TELEMARKETING TELEMARKETING LAW FEDERAL FEDERAL TELEMARKETING TELEMARKETING LAW LAW Source: Source: https://www.bna.com/citgo-spam-texts-n73014462989/ https://www.bna.com/citgo-spam-texts-n73014462989/ Source: Source: https://www.bna.com/citgo-spam-texts-n73014462989/ https://www.bna.com/citgo-spam-texts-n73014462989/
$88,000 $88,000 SETTLEMENT SETTLEMENT $88,000 $88,000SETTLEMENT SETTLEMENT FOR FOR
$2.88 $2.88 MILLION MILLION SETTLEMENT SETTLEMENT $2.88 $2.88MILLION MILLION SETTLEMENT SETTLEMENT FOR FOR
SENDING SENDING JUNK JUNK FAXES FAXES SENDING SENDING JUNK JUNK FAXES FAXES WITHOUT WITHOUT OPT OPT OUT OUT NOTICES NOTICES WITHOUT WITHOUTOPT OPTOUT OUTNOTICES NOTICES
FACILITATING FACILITATING FACILITATING FACILITATING UNLAWFUL UNLAWFUL ROBOCALLS ROBOCALLS UNLAWFUL UNLAWFULROBOCALLS ROBOCALLS
Source: Source: https://www.law360.com/articles/943197/ https://www.law360.com/articles/943197/ judge-oks-settlement-in-supplement-co-junk-fax-row judge-oks-settlement-in-supplement-co-junk-fax-row Source: Source: https://www.law360.com/articles/943197/ https://www.law360.com/articles/943197/ judge-oks-settlement-in-supplement-co-junk-fax-row judge-oks-settlement-in-supplement-co-junk-fax-row
Source: Source: http://transition.fcc.gov/Daily_Releases/Daily_ http://transition.fcc.gov/Daily_Releases/Daily_ Source: Source: Business/2017/db0713/DOC-345782A1.pdf http://transition.fcc.gov/Daily_Releases/Daily_ Business/2017/db0713/DOC-345782A1.pdf http://transition.fcc.gov/Daily_Releases/Daily_ Business/2017/db0713/DOC-345782A1.pdf Business/2017/db0713/DOC-345782A1.pdf
FOR FOR
IN VIOLATION IN VIOLATION OF OF TCPA TCPA ININ VIOLATION VIOLATION OF OF TCPA TCPA
www.compli.com www.compli.com | 800.481.8309 | 800.481.8309
www.compli.com www.compli.com | |800.481.8309 800.481.8309 14 | The Virginia Independent News | WINTER 2018
FOR FOR
IN VIOLATION IN VIOLATION OF OF TCPA TCPA ININ VIOLATION VIOLATION OF OF TCPA TCPA
www.kpsds.com www.kpsds.com | 407.425.1020 | 407.425.1020 www.kpsds.com www.kpsds.com| |407.425.1020 407.425.1020
o ooooo TOP TOP 4 4 PRACTICES PRACTICES PRACTICES
22 3 33 4 4 4
MICHAEL MICHAEL MICHAEL SEMANIE SEMANIE SEMANIE
Partner Killgore Pearlman Partner Partner atat at Killgore Killgore Pearlman Pearlman who focuses automotive who who focuses focuses onon on automotive automotive dealership and financing law dealership dealership and and financing financing law law
TO STAY IN COMPLIANCE TO TO STAY STAY IN IN COMPLIANCE COMPLIANCE WITH THE TCPA WITH WITH THE THE TCPA TCPA
11
Straight from the desk of
Straight Straight from from the the desk desk ofof
MARKETING MARKETINGCALLS CALLSVS VSNON-MARKETING NON-MARKETINGCALLS CALLS MARKETING CALLS VS NON-MARKETING CALLS Put Put procedures procedures ininin place place to to obtain obtain the the proper proper type type ofof of consent consent for for the the Put procedures place to obtain the proper type consent for the type type of of calls calls being being made made and and maintain maintain those those records. records. type of calls being made and maintain those records.
IS ISTHE THECONSENT CONSENTREVOCABLE REVOCABLE(“GRATUITOUS (“GRATUITOUSCONSENT”) CONSENT”) IS THE CONSENT REVOCABLE (“GRATUITOUS CONSENT”) OR ORIRREVOCABLE IRREVOCABLE(“CONTRACTUAL (“CONTRACTUALCONSENT”) CONSENT”)
OR IRREVOCABLE (“CONTRACTUAL CONSENT”)
Adopt Adopt procedures procedures toto comply comply with with a consumer’s a consumer’s revocation revocation ofof consent. consent. BeBe particularly particularly Adopt procedures to comply with a consumer’s revocation of consent. Be particularly aware aware ofof “partial “partial revocations” revocations” where where a consumer a consumer may may place place limits limits onon when when and and how how aware ofbe “partial revocations” where a consumer may place limits on when and how calls calls can can be made. made.
calls can be made.
ARBITRATION ARBITRATIONRULE RULE
ARBITRATION RULE Until Until the the CFPB’s CFPB’s Arbitration Arbitration Rule Rule goes goes into into effect effect (or(or if the if the rule rule is is voided) voided) Until theincluding CFPB’s Arbitration Ruleagreement goes into effect (or ifaction the rule is voided) consider consider including anan arbitration arbitration agreement and and class class action waiver waiver inin any any agreement agreement providing providing consumer consent consent toto receive receive calls calls inin order order toto reduce reduce consider including anconsumer arbitration agreement and class action waiver in any exposure exposure toto class class actions. actions. agreement providing consumer consent to receive calls in order to reduce exposure to class actions.
REMEMBER! REMEMBER! Simply Simply hiring hiring a separate a separate company company toto make make consumer consumer calls calls does does not not inin and and ofof itself itself REMEMBER! insulate insulate your your company company from from liability. liability. Companies Companies should should review review their their vendor vendor Simply hiring a separate company to make consumer calls does not in and of itself agreements agreements and and practices practices toto protect protect themselves themselves from from unintentionally unintentionally exposing exposing insulate your company from liability. Companies should review their vendor themselves themselves toto liability. liability.
agreements and practices to protect themselves from unintentionally exposing themselves to liability.
ooooo MICHAEL MICHAELSEMANIE SEMANIEdedicates dedicates hishis practice practice toto helping helping businesses businesses and and entrepreneurs entrepreneurs navigate navigate through through this this increasingly increasingly litigious litigious and and complex complex modern modern business business landscape. landscape. Michael Michael advises advises and and advocates advocates onon behalf behalf MICHAEL SEMANIE dedicates his practice to helping businesses and entrepreneurs navigate through ofof businesses businesses facing facing issues issues related related toto advertising advertising compliance, compliance, competition competition amongst amongst businesses, businesses, consumer consumer this increasingly litigious andgovernance complex modern business Michael advises and advocates on behalf protection protection claims, claims, corporate corporate governance matters, matters, and and a variety alandscape. variety ofof employment employment law law issues. issues. of businesses facing issues related to advertising compliance, competition amongst businesses, consumer protection claims, corporate governance matters, and a variety of employment law issues.
www.compli.com www.compli.com | | 800.481.8309 800.481.8309
www.kpsds.com | | 407.425.1020 www.kpsds.com 407.425.1020 WINTER 2018 | The Virginia Independent News | 15
2017 Convention & Expo Highlights
16 | The Virginia Independent News | WINTER 2018
For more pictures, visit www.VIADA.org!
WINTER 2018 | The Virginia Independent News | 17
2017 Convention & Expo Sponsors «« America’s Auto Auction «« CliftonLarsonAllen LLC «« Commercial Software, Inc. (ComSoft) «« DealerRE «« Diamond Warranty Corp. «« Manheim Fredericksburg
«« Manheim Harrisonburg «« Red Shield Protection Plans PATRONS «« Abingdon Auto Auction «« District 4 «« District 6
«« «« «« «« ««
District 8 Frazer Computing Ladies Auxiliary Roanoke Auto Auction Union Bank & Trust, Dealer Division
exhibitors «« «« «« «« «« «« «« «« ««
Advance Auto Parts America’s Auto Auction AUL Corp. Automotive Finance Corp. (AFC) Bel Air Auto Auction CarBucks CarMax Auctions Commercial Software (ComSoft) DealerRE
«« «« «« «« «« «« «« «« «« ««
Diamond Warranty Corp. Fisher Auto Parts Friedman Associates Gantt Insurance InterActiveFinancial Marketing Group Lendmark Financial Manheim Fredericksburg Manheim Harrisonburg MITS of VA Modern Auto Protection
«« Motor Vehicle Software Corp. (MVSC) «« Nationwide Cassel, LLC «« North State Acceptance «« Old Point National Bank «« Penn Warranty Corp. «« Red Shield Protection Plan «« Richmond Auto Auction «« STARS GPS «« Tidewater Finance Corp. «« Vehicle Acceptance Corp.
SAVE THE DATE 2018 Convention & Expo October 10-14, 2018 Hilton Virginia Beach Oceanfront 18 | The Virginia Independent News | WINTER 2018
District 1
Tim Maguire Maguire & Sons Auto Brokers Virginia Beach, VA Tim was born in New Jersey and after graduating from high school, served in the US Navy. While in the Navy, Tim earned many medals and ribbons and also coached the Navy Travel Softball Team. He started working for Winslow’s Auto Sales part-time while still in the Navy. He stayed with them for 12 years. When he retired from the Navy, he worked for Todd Hyman at Hyman Auto Sales Retail Center from 1995-1998. Tim opened Tim Maguire Auto Brokers in 1998 until 2004, when he then moved and changed the name to Maguire and Sons Auto Brokers; two years later he purchased the property. Tim is actively involved with civic and community activities, sponsoring programs like the Virginia Beach Police Bike Safety Program, Special Olympics, numerous local and surrounding city sports teams, and Booker T. Washington HS track team trips to the University of PA “Penn Relays” for four years. He has bought uniforms for school teams, donated vehicles for a Desert Storm vet and a women’s shelter, as well as donations to several college football and wrestling teams. Tim has also been collecting antique and special interest cars for over 39 years and belongs to numerous car clubs throughout Tidewater. Some of the many testimonials Tim has received included: His dealership is always clean, bright, and well organized, he and his staff are open to discussions, and there is no pressure or games. Tim is dedicated, ethical and an honest independent car dealer. Maguire’s customer service is outstanding! J. C. Aquilino, Vice Admiral, U.S. Navy: I have known Tim for almost 30 years starting when we served in the U.S. Navy together in FIGHTER SQUADRON FORTY THREE. I entrusted my life to Tim as he maintained the ejection seats I strapped into every day while flying as a Navy fighter pilot. I now entrust the safety of my wife and children to him every time I purchased the eight cars for my family over the years. What do Tim’s employees have to say? We are in the people business and it is a pleasure working for Tim. He makes employees feel welcome and everyone is part of the team, not only a boss but a friend. They all say they look forward to many years to come. Tim and his wife of 41 years, Susan, have three children and two grandchildren. Ryan and wife Emily have three year old Jack. Scott and wife Joanne have two year old Andrew. Shannon is engaged to Jared and planning a November 2017 wedding. WINTER 2018 | The Virginia Independent News | 19
Congratulations District 4 Quality Dealer Don Sullivan, Sullivan Auto Trading, Inc. Don was born in Alexandria, VA and at 15 became a lot attendant for a dealer in Woodbridge. He continued to work in the auto business in some capacity until 1990 when he opened his own dealership, Sullivan Auto Trading, Inc., which is a wholesale and retail marketing company. He also maintains a reconditioning enter and transport company. Don continues to receive 5-star ratings and praised for making deals painless. Customers say they will return, and have, and how they have gained a friend. Don currently serves as a Vice President on the VIADA Board of Directors, has served as a District 4 Chairman of the Board, President and Vice President. Congratulations Don!
Lois Keenan, VIADA Executive Director (Retired)
Quality lady of the year
Lois was raised on a farm in VA Beach, graduated from Princess Anne High School and Kees Business College. She married her husband David and lived in the Philippines for 1.5 years while David worked in the Navy and then in the San Francisco Bay area. They moved back to VA and eventually moved into her childhood home where she resides today. She became a homemaker for 15 years, raising three children, Lorri, Cheryl and Brian. She also has five grandchildren and four great grandchildren. Lois attended class at Tidewater Community College and began working part-time for VIADA in November 1974 for Executive Director Duke Wilcox. She worked part-time one day a week for 5 hours. In 1993, she became our Executive Director Lois has always been professional, straight-forward and made sure that the voice of VIADA was heard. She has navigated our association through many troubled waters and did an outstanding job. We wish her well in retirement and spending time with her family.
NIADA EAGLE AWARD WINNERS
20 | The Virginia Independent News | WINTER 2018
Free enterprise award
Left to Right: David Gripshover, Crown Motors, Inc. and Rob Fisher, Northside Auto Sales. Not pictured: Jamie Davis.
Ladies Auxiliary 2017-2018 Officers
President Carla Boucher
Vice President Susan Whitehurst
Board of Directors Bertie Arrington
secretary LexaLynn Hooper
Treasurer Dale Fisher
Board of Directors Sandra Farmer
Board of Directors Sharleen Mullins
VIADA Ladies Auxiliary - 2017 Scholarship Winner Olivia Hess, Southside Virginina Auto Auction Olivia has shown exemplary credentials, which include graduating with a 4.08 GPA, playing volleyball, basketball, soccer, violin, guitar and piano. She is the leader of The John Maloney Project (a service club working with Autistic children). She studied German, French and Spanish at Dartmouth College during the summer, was the editor of her school newspaper, is a graduate of a Bacteriology summer class at Brown University, and chosen to participate in West Point Ethics Conference. Olivia also travels to Texas to teach elementary school students how to speak Chinese in Spanish. She is attending Colgate University in New York. Congratulations Olivia!
Scholarship for VIADA Members VIADA Ladies Auxiliary annually offer college scholarships to the children and grandchildren of members. Applications available through the VIADA website – www.VIADA.org.
receive up to
$2,000 Scholarship applications must be postmarked no later than April 2, 2018! WINTER 2018 | The Virginia Independent News | 21
DMV News karen grim
Virginia DMV, Deputy Commissioner for Operations (804) 367-6659 Karen.Grim@dmv.virginia.gov Karen Grim, DMV deputy commissioner for operations, provided information regarding DMV’s position in complying with the REAL ID Act as well as DMV financial concerns. Effective October 1, 2020, anyone boarding an airplane or entering a federal facility will be required by the federal government to present a REAL ID compliant credential. In order for DMV to begin issuing compliant driver’s licenses and
identification cards, passage of legislation will be required. Contingent on successful legislation, DMV anticipates issuing compliant credentials October 2018. Other REAL ID compliant credentials include, but are not limited to, U.S. passport, U.S. passport card, DHS trusted traveler cards (Global Entry, NEXUS, SENTRI, FAST) and U.S. military ID (including active duty or retired military and their dependents, and DoD civilians). As a result of rising mandated expenses and DMV’s collection of fees that were set in the late 80s and early 90s, DMV is experiencing financial difficulties. It is important to understand
that DMV retains only 9% of all fees collected. The vast majority of monies collected are transferred to VDOT, while others go to Virginia State Police, Department of Health and Emergency Services, Department of Education, and Virginia Alcohol Safety Action Program. DMV is hopeful that resolution of its budget shortfall will be addressed during this session of the General Assembly. And, as always, I encourage members to participate in the on-line dealer program. A list of authorized vendors is available at dmvNOW.com (https://www. dmv.virginia.gov/commercial/ odealer/contacts.asp).
Virginia Independent Auto Dealers PAC Contributors Virginia Independent Auto Dealers PAC was established to solicit funds from independent dealers for contribution to candidates for statewide elections – Governor, Lt. Governor, Attorney General, and candidates for the General Assembly. All contributions are voluntary and reported to the State Board of Elections.
Contributions made: October 1 - November 30, 2017 Gold ($500 to $999 annually) • Auto Center • Enterprise Car Sales • Northside Auto Sales
SILVER ($250 to $499 annually) • All-in-One Auto • ComSoft
22 | The Virginia Independent News | WINTER 2018
Bronze ($100 to $249 annually) • Don’s Auto Exchange, Inc • Fairfax Motors, Inc • HRFT Finance, Inc
BASIC ($45 to $99 annually) • Martin’s Paint & Body Shop
DMV Plate Fulfillment Changes Shouldn’t Lead to Business Disruptions Dealertrack is committed to a “business-as-usual” approach for Virginia dealers.
Dealertrack The Virginia Department of Motor Vehicles (VA DMV) has recently communicated their intent to change the way they handle license plate/sticker inventory fulfillment for Virginia dealers. In conjunction with this change, the VA DMV has indicated that they will no longer absorb the cost of shipping license plate/sticker inventory to your dealership. But while this change could mean that dealers like you potentially face a change to the way you do business, one service provider is doing everything they can to minimize potential business impact. “Dealertrack, in partnership with the Virginia Independent Automobile Dealers Association, is committed to ensuring that it will be ‘business-as-usual’ for your dealership,” states Tracy Fred, Vice President and General Manager of Dealertrack Registration and Title Solutions, providers of the Dealertrack Virginia Reg & Title solution. “We’re also working to ensure that you have a choice of flexible license plate and/or sticker inventory fulfillment solutions that best fit the needs of your business – and your customers.” Beginning on February 1st, 2018, Dealertrack Virginia Reg & Title subscribers will be able to choose from two license plate and/ or sticker inventory fulfillment options: Point-of-Sale Dealers can choose to have bulk license plate shipments sent to the dealership, so that license plate inventory is on-hand and readily available. This offers dealers the opportunity to issue license plates to their customers
11/30/2017 ROI MOTORS (TEST ACCOUNT-DO NOT DISTRIBUTE) 123 MAIN STREET GROTON, CT 06340 Dear Valued Virginia Reg & Title Client, The Virginia Department of Motor Vehicles (VA DMV) has recently communicated their intent to change the way they handle license plate/sticker inventory fulfillment for Virginia dealers. In conjunction with this change, the VA DMV will no longer absorb the cost of shipping license plate/sticker inventory to your dealership. Dealertrack, in partnership with the Virginia Independent Automobile Dealers Association (VIADA), is committed to ensuring that it will be “business-as-usual” for your dealership, and that minimal action or changes will be required on your part. We’re also working to ensure that you have a choice of flexible license plate and/or sticker inventory fulfillment solutions that best fit the needs of your business – and your customers. With this in mind, Dealertrack will be offering two license plate and/or sticker inventory fulfillment options beginning February 1st, 2018: “Point-of-Sale” Choose to have bulk license plate shipments sent to your dealership, so that you have license plate inventory on-hand. Issue license plates to your customers at the point-of-sale, and create an additional touch-point that can help ensure an exceptional customer experience. This option would be seamless for your dealership, as you would continue to do business just as you do today. Additionally, utilizing “Point-ofSale” as your primary fulfillment option comes with the flexibility to select to have individual license plates sent “Direct-to-Consumer”, on an as-needed basis. “Direct-to-Consumer” Choose to have any license plates/stickers, regardless of whether they are specialty items, sent directly to the registrant upon issue. This option provides a direct-to-consumer solution managed by Dealertrack that will eliminate your need to manage inventory onsite at your dealership – and offers an opportunity to further improve process efficiency, free up dealership resources for other tasks, and reduce associated costs. Dealertrack is proud to have served our clients in the state of Virginia without any modification to our pricing for over 10 years. During this time, we continued to invest in our product and our operation, and this most recent change in shipping cost has created a need to revisit our pricing. With this is mind, we will be implementing a per-transaction price increase to continue to provide you with best in class support, a product that continues to make registration and title processing easier, and flexible shipping options. Effective February 1, 2018, Dealertrack will raise the Virginia Reg & Title transaction fee for Class A transactions to $17.00. Because this increase will impact transactional pricing only, this can continue to be included as part of the Filing Fee, which is typically passed through to the customer and is indicated on your buyer’s order. Please ensure the appropriate changes are made to any pre-printed forms, as well as any associated programming change to your DMS. If you have questions, please contact our Inside Sales team at 888.895.8910. Dealertrack is proud to be your Reg & Title partner – not just your “provider” – and we remain invested in the continued success and growth of your business, and to delivering solutions that exceed your expectations. Regards,
Tracy Noonan Fred Vice President and General Manager Dealertrack Registration and Title Solutions
at the point-of-sale, creating an additional touch-point that can help ensure an exceptional customer experience. This option would be seamless for most dealerships who subscribe to Virginia Reg & Title today and who already do business this way. “Additionally,” states Tracy, “utilizing ‘Point-of-Sale’ as your primary fulfillment option comes with the flexibility to select to have individual license plates sent ‘Direct-to-Consumer’, on an as-needed basis.” Direct-to-Consumer Or, dealers can choose to have any license plates/stickers,
Leigh M. Dicks, CAE Executive Director Virginia Independent Automobile Dealers Association
regardless of whether they are specialty items, sent directly to the registrant upon issue. This new direct-to-consumer solution will be managed by Dealertrack, and will eliminate the need for dealers to manage inventory onsite at the dealership – offering an opportunity to further improve process efficiency, free up dealership resources for other tasks, and reduce associated costs. Dealertrack has begun contacting their existing Virginia Reg & Title customers with details on how
Continued on page 24
WINTER 2018 | The Virginia Independent News | 23
Worth Repeating Compliance Topics From the MVDB…. Beginning, October 2017, the Motor Vehicle Dealer Board is introducing an improved email notification process when dealers fail to maintain their posted business hours (46.2-1533). This improved process will allow the field representative at the time of site visit to send an email directly to the dealer in violation of 46.2 -1533. Prior to this system upgrade, 46.21533 violation emails were sent from MVDB in Richmond to dealers which caused a delay in email notifications. Upon sending receipt, the dealer will have seven (7) days to take notice. Any future violations of 46.2-1533 could result in a civil penalty being assessed, not to exceed $1,000 per violation. We are confident this improved process will ensure dealers take prompt action to avoid any future violations and remain open during posted business hours for customers. A sample 46.2-1533 email is provided in this newsletter for review. The following are reminders to ensure MVDB can communicate promptly with Dealers: 1. An “official” email address registered with MVDB. This is a requirement (effective July 2013) for all dealers to have their email on record with the MVDB (46.2-1510.4). If
you need to submit or update your email address please send to dboardreply@mvdb. virginia.gov or FAX 804-3671053. Please include your Dealer Certificate number for processing. 2. Often review your dealership’s posted business hours to ensure what is posted “matches” MVDB records. If it is necessary to update your business hours, provided they meet the minimum requirements, the suggested methods are:
Email dboardreply@mvdb. virginia.gov, or FAX 804-3671153. 3. At the time of dealer license renewal, accurately indicate on the MVDB 10 - (Section 4) posted business hours MVDB staff makes every effort to promptly and accurately record dealer business hours including updates; therefore if there are any questions, please contact your local Field Representative or MVDB staff in Richmond at 804367-1100.
Continued from page 23 DMV Plate Fulfillment Changes Shouldn’t Lead to Business Disruptions they can choose the inventory fulfillment solution that best fits their needs. “We’re proud to be a true Reg & Title partner to Virginia dealers, not just a ‘provider’,” states Tracy, “and we remain invested in the continued success and
growth of your business, and to delivering solutions that exceed your expectations.” Dealers who are interested in learning more about Virginia Reg & Title, and about how they can take advantage of these inventory fulfillment solutions,
24 | The Virginia Independent News | WINTER 2018
are invited to contact the Dealertrack Inside Sales team at (888) 895-8910.
Tax Planning for 2017 with an Eye on Tax Reform for 2018 David wiggins Guest Blogger, CliftonLarsonAllen (314) 925-4300 wiggins@CLAconnect.com
While the United States Senate is still, as of this writing, debating changes to their bill to overhaul the tax code, there still are some tax planning ideas you can take advantage of currently for 2017. Since taxpayers may have lower rates in 2018 and a number of deductions may be limited for 2018, you may want to look for ways to defer income to 2018 and accelerate certain deductions to 2017. Below are some potential ideas a dealer might want to consider. 1. Purchase new and used nonreal estate assets this year that can be entirely deducted in the year of purchase. 2. Determine if a used vehicle write down at year-end makes sense. You must make the proper elections on your federal tax return to allow this method. 3. If you own an interest in a partnership or S corporation, consider whether you need to increase your income tax basis in the entity so you can deduct a potential loss from it for this year. 4. See if a grouping election on your personal tax return would benefit you to make rental real estate non-passive to help reduce your taxable income. 5. Consider making any state tax payments due for 2017 by December 31, 2017. This will allow them to be deducted in 2017; such payments may not be deductible in 2018. 6. Make sure you are not paying the 3.8% net investment income tax on self-paid interest or rents from your own companies. 7. Make sure you are recording all your accounts payable and accrued liabilities at year-end to maximize your deductions.
8. If you “pack” your vehicles in inventory, make sure your accountant knows how and when you are recording the pack so tax adjustments can be made accordingly, otherwise you may be paying taxes on income not earned yet. 9. “De minimis” election. Many businesses have accounting procedures for lower cost assets to be expensed instead of capitalized. For tax purposes, you can elect the same treatment for asset purchases that cost up to $2,500 per item ($5,000 if your business has an “applicable audited financial statement”). Items expensed using this election don’t count against the annual Section 179 expensing limit. 10. Treat Medical Insurance Premiums as Wages. Health and accident insurance premiums paid on behalf of a greater than 2-percent S corporation shareholderemployees are deductible by the S corporation and reportable as wages on the shareholder-employee’s Form W-2. 11. If you have spent considerable money on a new facility or remodeling your current one, check to see if completing a cost segregation study will save you money by accelerating the depreciation
deductions over five, seven and 15 years rather than 39.6 years. 12. Before year-end, prepay certain expenses. As long as the economic benefit from the prepayment does not extend beyond the earlier of: I. 12 months after the first date on which your business realizes the benefit or II. the end of the next tax year. For example, paying the premium for 2018 property insurance coverage in 2017. You should consult your tax advisor as soon as you have your October 2017 financial statements completed and discuss what tax planning you should accomplish before December 31, 2017. Starting now should leave you enough time to make whatever changes you need before the end of the year and also be ready for the anticipated tax law changes.
Bio Dave Wiggins, CPA is a principal with CliftonLarsonAllen’s dealership team. He has extensive knowledge of the inner workings of retail dealership operations, including new developments regarding regulatory compliance issues. Dave specializes in federal and state taxation with the unique perspective of those specific strategies that apply to dealerships and their owners.
WINTER 2018 | The Virginia Independent News | 25
VIADA Renewals - August 1 - november 30, 2017
Thank You for your continued Membership! 50+ Years «« Starr Motors, Inc ● Clay White ● Suffolk ● 57 «« Automobile Exchange, Inc ● Stuart Peck ● Roanoke ● 55
40 - 49 Years «« Holiday Motors ● Chad Henry ● Portsmouth ● 45 «« Naff Auto Sales ● Gayle Naff ● Roanoke ● 45 «« Little Joe’s Autos Isuzu Mitsubishi Suzuki ● Joseph Falk ● Chesapeake ● 42 «« T K Hughes Auto Sales, Inc ● T K Hughes ● Richmond ● 42
30 - 39 Years «« Cunningham Brothers Used Auto Parts ● Benny Cunningham ● Rustburg ● 36 «« Atlantic Auto & Truck Sales ● William Summs, Sr ● Norfolk ● 35 «« S & B Motor Co, Inc. ● James Burton ● Danville ● 32 «« Bird’s Auto Sales ● Darrell Bird ● Dublin ● 31 «« Auto World of Chester ● Lyndon Harrison ● Chester ● 30 «« Hermans Motor Sales, Inc ● Darrell Shelton ● Hurt ● 30 «« Johnson’s Mustang & Truck Parts ● Jimmy Johnson ● Chesapeake ● 30 «« S & S Sales ● Gordon Shelton ● Hartwood ● 30 «« Southside Virginia Auto Auction ● Edie Hess ● Chester ● 30
20 - 29 Years «« Alars, Inc ● Alvin Woods ● Vinton ● 29 «« Swope Enterprises, Inc ● Nelson Swope ● Timberville ● 29 «« H & H Used Cars, Inc ● Harold Hoeltzel ● Purcellville ● 28 «« M. C. Enterprises ● Ray Creekmore ● Sandston ● 28 «« Wagner’s Used Cars ● David Wagner ● Palmyra ● 28 «« Brambleton Imports, Inc ● Robert Woodward ● Roanoke ● 27 «« Long Mountain Motor Sales, Inc ● James Jennings ● Rustburg ● 27 «« Auto City ● Lewis Lester ● Portsmouth ● 26 «« Auto Link, Inc ● Joel Lyles ● Hamilton ● 26 «« The Salvation Army ● William Janes ● Alexandria ● 26 «« Don’s Auto Exchange, Inc ● Donald Keene ● Cedar Bluff ● 25 «« Free Bridge Auto Sales ● Charles Fadeley II ● Charlottesville ● 25 «« Madison Motors ● Paul Foster ● Madison ● 25 «« Spencer Motor Sales, Inc ● Mary Spencer ● Vansant ● 25 «« Bill’s Auto Sales ● Tim McGuire ● Roanoke ● 24 «« East Coast Auto Source, Inc ● George Aznavorian ● Moneta ● 23 «« Action Auto Parts ● Tracy Lewis ● Hopewell ● 22 «« Byerly’s Auto Mart ● Michael Byerly ● Powhatan ● 22 «« Linton Motorsport, Inc ● Scott Linton ● Manassas Park ● 22 «« Preferred Warranties, Inc ● Kim Krammes ● Orwigsburg ● 22 «« Snyder’s Auto Sales, Inc ● David Snyder ● Harrisonburg ● 22 «« Enterprise Car Sales ● Glen Pozin ● Williamsburg ● 21 «« Kiser Auto Sales, Inc ● Orvin Kiser Jr ● Stuarts Draft ● 21 «« Sharp Cars, Ltd ● Paul Ozaluk ● Salem ● 21 «« Auto Credit Line, Inc ● Karen Simpson ● Richmond ● 20 «« Callao Car Center ● John Newsome ● Callao ● 20 «« Car Credit Nation, Inc ● Chris Maher ● Winchester ● 20 «« GWC Warranty ● Kelli Vinciarelli ● Wilkes-Barre ● 20
26 | The Virginia Independent News | WINTER 2018
9 - 19 Years
«« Auto Villa ● Audrey Moss ● Danville ● 19 «« Cars USA ● Mario Gregoriou ● Virginia Beach ● 19 «« Stevens Auto Sales, Inc ● Kitty Stevens ● Danville ● 19 «« VA Beach Truck Center ● Weldon Whitehurst ● Virginia Beach ● 19 «« Vans of Great Bridge ● Todd Carey ● Chesapeake ● 19 «« Hayes Auto Sales ● Keith Rodgers ● Hayes ● 18 «« Henry’s Auto Sales, Inc ● Larry Welch ● Roanoke ● 18 «« The Salvation Army ● Jocelyn Owens ● Virginia Beach ● 18 «« Union Bank & Trust Dealer Division ● Charles Muncy ● Henrico ● 18 «« Airline Auto Sales, Inc T/A All-in-One Auto ● Larry Bailey, Sr ● Portsmouth ● 17 «« Church Street Auto «« ● Sammy Wright ● Martinsville ● 17 «« DealerTrack ● Kim Haddaway ● Groton ● 17 «« Kenco ● Kenny Reynolds ● Harrisonburg ● 17 «« Pay Here Used Cars ● Mona Bowen ● Hampton ● 17 «« Spencer’s Special Interest Cars ● Douglas Spencer ● Rocky Mount ● 17 «« Andy Simmons Auto Sales, Inc ● Andy Simmons ● Pounding Mill ● 16 «« Car Shop, Inc ● Parker Tingler ● Covington ● 16 «« Washington Blvd Motors, Inc ● Alisina Nezam ● Arlington ● 16 «« Auto Center, Inc ● Mark Smoot ● Front Royal ● 15 «« Basic Auto Sales ● Kory Hummer ● Ashland ● 15 «« County Auto Brokers, Inc ● Devan Hartsock ● Yorktown ● 15 «« HRFT Finance, Inc ● J Tom Mathews ● Portsmouth ● 15 «« Ike’s Auto Sales ● Jeffrey Ballard ● Pulaski ● 15 «« Independent Lifestyles, Inc ● Carrie Weeks ● Madison Heights ● 15 «« Susie’s Auto Center, Inc ● Rita Holt ● Danville ● 15 «« Auto Land Auto Sales, Inc ● Hamid Abdolahzadeh ● Virginia Beach ● 14 «« The Auto Connection ● Michael Hughes ● Norfolk ● 14 «« Cardinal Auto Sales, LLC ● James Blackburn ● Chester ● 13 «« Royal Imports, Inc ● Jacob Mahgenefteh ● Roanoke ● 13 «« Custom Seat Cover Shop, Inc ● Michael Whitlock ● Salem ● 12 «« Pittman Auto Group, LLC ● Jerry McCorkle ● Luray ● 12 «« Burton Creek Garage, Inc ● William Rowse ● Lynchburg ● 11 «« Hampton Insurance Agency, LLC ● Charles Ellis ● Hampton ● 11 «« T M Auto Wholesalers, LLC ● Michael Love ● Chesapeake ● 11 «« Transportation Plus, Inc ● Norman Jennings ● Wise ● 11 «« Ace Motor Acceptance Corp ● Russ Algood ● Matthews ● 10 «« DealerRE ● Tim Byrd ● Gloucester ● 10 «« Diamond Warranty Corporation ● Samuel McArthur ● Pittston ● 10 «« Koons Automotive, Inc ● John Koons ● Fredericksburg ● 10 «« MITS of Virginia ● Richard Baldwin ● Waynesboro ● 10 «« Hi-End Auto, LLC ● Robert Hubbard ● Appomattox ● 9
VIADA Renewals - August 1 - november 30, 2017 8 - 3 Years
2 - 1 Year(s)
«« Auto Scandia, Inc ● Mark Bredesen ● Herndon ● 8 «« Fairfax Motors, Inc ● Andy Gurowitz ● Fairfax ● 8 «« Quality Auto Sales ● Joe Lane ● Cedar Bluff ● 8 «« Stamper Auto Sales ● John Stamper ● Lebanon ● 8 «« Tillage Automotive ● Tim Tillage ● Gloucester Point ● 8 «« ADESA Knoxville ● Jay Smith ● Lenoir City ● 7 «« Atlantic Financial Services ● Burnie Staples ● Chesapeake ● 7 «« Bluegrass Auto Sales ● Brad White ● Vinton ● 7 «« Gravely Auto Sales & Recycling, Inc ● Donald Gravely ● Axton ● 7 «« Greenville Auto Auction, Inc ● Billy Willis ● Greenville ● 7 «« Liberty Auto, Inc ● Michael Bailey ● Roanoke ● 7 «« MobilityWorks ● Jeffrey Rodgers ● Richmond ● 7 «« Mostly Vans, LLC ● Nelson Carter Jr ● Fishersville ● 7 «« Plaza Motors of VA, LLC ● Gregory Adkins ● Richmond ● 7 «« Ray’s & Cee’s Auto Sales & Rentals ● Marco Richardson ● Ringgold ● 7 «« RV Outlet USA, Inc ● John Merricks ● Ringgold ● 7 «« Southside Harley Davidson ● Mary Hughes ● Virginia Beach ● 7 «« Steele’s Auto Sales ● Bobby Steele ● Lynchburg ● 7 «« BNH Auto ● Mac McManus ● Ashland ● 6 «« Car America ● Varaporn Martin ● Richmond ● 6 «« H & H Auto Sales ● William Hicks ● Galax ● 6 «« Holly Point Auto ● Phil Rowland ● Chesapeake ● 6 «« J. D. Byrider of Richmond ● Craig Baker ● Richmond ● 6 «« Larry’s Car Land, Inc T/A Green Automotive ● Lawrence Green ● Blackstone ● 6 «« State Line Auto Sales ● Mark Frostrom ● New Church ● 6 «« Surfside Auto Co ● David Glaus ● Norfolk ● 6 «« Wayne’s Used Cars ● Ricky Carter ● Blairs ● 6 «« Augusta Sign Co ● Mark Hackley ● Waynesboro ● 5 «« Driveway Motors ● Roman Palancica ● Virginia Beach ● 5 «« Express Motors ● Joe Habr ● Virginia Beach ● 5 «« Hilliard Automotive ● Omar Aboulhosn ● Richmond ● 5 «« London Auto Services, Ltd ● Nick Vadala ● Falls Church ● 5 «« Mechanicsville Auto Sales, LLC ● Michael Carter ● Mechanicsville ● 5 «« Van Sales by Woodfin, LLC ● Joseph Woodfin ● Richmond ● 5 «« A & F Auto Sales ● Abraham Maram ● Manassas ● 4 «« All Ride Motors ● Terry Ward ● Norfolk ● 4 «« Car Line ● Usman Nasim ● Stafford ● 4 «« Carz Unlimited, LLC ● Brian Hairston ● Richmond ● 4 «« Dave’s Auto, LLC ● David Furlong ● Farmville ● 4 «« Derrow Auto Sales, Inc ● Larry Derrow ● Locust Grove ● 4 «« Infinity Auto Sales, LLC ● Karen Devegnee ● Mechanicsville ● 4 «« Ron’s Auto Sales, LLC ● Ron Marshburn ● Providence Forge ● 4 «« Wayne Talley Auto Sales ● Wayne Talley ● Lancaster ● 4 «« Advantage Motors, Inc ● Hassan Elsayyad ● Newport News ● 3 «« Atkins Auto Deals, LLC ● Shannon Atkins ● Luray ● 3 «« Churchland Auto & Truck, LLC ● Bill Hinton ● Portsmouth ● 3 «« EZ Ride Auto Sales, LLC ● Richard Byrum ● Courtland ● 3 «« Hub Cap & Wheel of Virginia Beach ● Andy Anderson ● Virginia Beach ● 3 «« Import Autowerks, Inc ● Jonathan Mack ● Portsmouth ● 3 «« MTK Premier Auto Boutique ● Michael Wiggins Jr ● Richmond ● 3 «« My Car Outlet, LLC ● Edward Habavets ● Mt Crawford ● 3 «« The Car Man Company ● Victor Moes ● Henrico ● 3 «« Top Auto Sales ● Brenda Tharp ● Petersburg ● 3 «« Tri-Cities Auto Auction ● Allen Ramsey ● Piney Flats ● 3 «« VA Cars, Inc ● Brian Schrimpsher ● Richmond ● 3
«« Autolinc ● Jeffrey Seredni ● Richmond ● 2 «« Automotive Care Express, Inc ● Rodney Greeno ● Suffolk ● 2 «« Budget Auto Sales, Inc ● Lloyd Dalby JR ● Virginia Beach ● 2 «« Capital Auto Sales, Inc ● Gregory Pappas ● Chesapeake ● 2 «« Century 1 Motors, Inc ● Wade Nairn ● Tappahannock ● 2 «« Dream Auto Group, LLC ● Mansour Wassel ● Dumfries ● 2 «« Hilton Motors, Inc ● Ashraf Elmashad ● Newport News ● 2 «« MAACO Of Blacksburg ● Matt McMurray ● Blacksburg ● 2 «« Motor Vehicle Software Corp ● Don McNamara ● Richmond ● 2 «« Premier Auto Sales, Inc ● Brian Butler ● Newport News ● 2 «« Rideseekers.net ● Edgar Simmons ● Henrico ● 2 «« Springlake Auto, Inc ● Richard Wagner ● Moneta ● 2 «« Sullivan Auto Trading, Inc ● Donald Sullivan, Jr ● Fredericksburg ● 2 «« Woodbridge Auto Sales ● Chady Nasr ● Woodbridge ● 2 «« 1st Choice Auto Sales ● Zaber Hamed ● Fairfax ● 1 «« 460 Preowned ● Ben Bailey, III ● N Tazewell ● 1 «« AJ’s Auto Repair & Sales, Inc ● Laureen Askew ● Smithfield ● 1 «« Empire Ford Lincoln ● Harold Crabtree ● Abingdon ● 1 «« Excel Auto Sales II ● Roy Brockwell ● Carson ● 1 «« Helltown Motors ● David Welsh ● Front Royal ● 1 «« Interactive Financial Marketing Group ● Travis Weisleder ● Richmond ● 1 «« K B Motors, Inc ● Todd Buchanan ● Bristol ● 1 «« Overfinch North America, Inc ● Julie Allen ● Danville ● 1 «« Priority Buy Here Pay Here ● Robert Kelley ● Norfolk ● 1 «« Trimax Auto Group, Inc ● Tarik Gurel ● Norfolk ● 1 «« Truck World RVA, Inc ● Curtis Sandbek ● Henrico ● 1 «« Ultimate Cycle ● Peter Daniel ● Powhatan ● 1 «« Vehicle Acceptance Corp ● Lisa Evans ● Glen Allen ● 1
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Symbol of Quality
WINTER 2018 | The Virginia Independent News | 27
New Members - August 1 - November 30, 2017
Welcome New Members & Thank You for Your Support! 6 Euclid Auto, LLC Raymond Lafon Jr 6 Euclid Ave Bristol, VA 24201 District 8 - Ted Bowman
Enlisted Auctions, Inc Benjamin Yoder 1210 Cold Springs Rd, Ste A Stuarts Draft, VA 24477 District 7 - Eddie Haley
Maxkar Motors Moneer Sidiqi 2101 Jefferson Davis Hwy Fredericksburg, VA 22401 District 4 - T. Allman / A. Abady
Ashland Cycles William Thompson Jr 204 S Washington Hwy Ashland, VA 23005 District 2 - T. Allman / D. Gripshover
Fantom Works Daniel Short 2400 Hampton Blvd Norfolk, VA 23517 District 1 - P. Iaricci / D. Boucher
Neese Brothers Auto Sales James Neese 27323 Lee Hwy Abingdon, VA 24211 District 8 - Steve Wingo
ATM Sales, LLC Tom Williams 386 Noblin Farm Rd Clarksville, VA 23927 District 5 - P. Iaricci / S. Wright
Gateway Motors, LLC Shaun Crosby 9021 Richmond Hwy Lynchburg, VA 24504 District 6 - Sajal Narayan
NVP Warranty Art Mastyugin 5755 Granger Rd, Ste 777 Independence, OH 44131 District 7 - Eddie Haley
Auto House, LLC Sherzad Israilov 1737 Virginia Beach Blvd Virginia Beach, VA 23454 District 1 - Don Boucher
H & M Auto Group Mustafa Jawadi 10 Perchwood Dr Fredericksburg, VA 22405 District 4 - T. Allman / A. Abady
Phantom Auto Group, LLC Waqas Butt 4941 Commerce Dr Fredericksburg, VA 22408 District 4 - Lynn Hooper
CF Motorsports, Inc Leo Corum 9403 Onyx Ct Fredericksburg, VA 22408 District 4 - T. Allman / A. Abady
KMJ Investments, LLC Keith Jones 2600 Deep Creek Blvd Portsmouth, VA 23704 District 1 - Joe Ramon
Richmond Auto Sales, LLC Simon Kibrom 4199 Jefferson Davis Hwy Richmond, VA 23234 District 2 - T. Allman / D. Gripshover
Cheyenne Motors Sheri Martin 1209 Highway 58 Buffalo Junction, VA 24529 District 5 - P. Iaricci / S. Wright
L & L Shedz, Inc Justin Doss 1984 E Lee Hwy Wytheville, VA 24382 District 8 - P. Iaricci / R. McReynolds
SNS Cars, Inc Adel Tajdar 2097 John Marshall Hwy Front Royal, VA 22630 District 4 - A. Dazzo / A. Abady
Chubbys, LLC Bryan Southard 39 Surber Dr Moneta, VA 24121 District 6 - Bobby Steele
Let’s Get It Done Auto Sales, Inc Reginald Schofield, Jr. 3661 Lee Jackson Hwy Greenville, VA 24440 District 7 - P. Iaricci / E. Haley
Strategic Dealer Services Cliff Bickford 9553 Chipping Dr N Chesterfield, VA 23237 District 1 - Joe Ramon
Doug’s Auto Sales, LLC Randell Ritch 5000 Riverside Dr, Ste A Danville, VA 24541 District 5 - P. Iaricci / S. Wright
M.W.A. Motors, LLC Mina Azez 23585 Overland Dr, Ste 190 Sterling, VA 20166 District 4 - S. Hand / J. Adams
East Coast Truck & Trailer Sales, Inc Barry Rudiger 2906 Elmhurst Ln Portsmouth, VA 23701 District 1 - A. Dazzo / J. Ramon
Martin’s Paint & Body Shop Steve Martin 468 S Main St Amherst, VA 24521 District 6 - John Taylor
The Business Card Guy Nick Dillard PO Box 115 Hudgins, VA 23076 District 2 - V. London / D. Gripshover VINS DC Zackery Owens 9026-H Euclid Ave Manassas, VA 20110 District 4 - Chris Maher
Thank you to our members & staff who actively recruite new members! See italizied names above. 28 | The Virginia Independent News | WINTER 2018
It takes a Member to get a Member! As a VIADA member you know the benefits this association has to offer, why not share the success with your fellow dealers?
Symbol of Quality
Membership benefits include... education
save $$$
• Workshops: BHPH / Rental / Title & Registration • Dealer Day • The Virginia Independent News • Used Car Dealer Magazines • Monthly eNews Email • District Meetings • Annual Convention & Expo • VIADA Website / Facebook.com/infoviada • Certified Master Dealer (CMD) Program • www.VADealerRecertification.com
• Discounts on Dealership Forms • Auction Card Discounts • Access to Member Benefit / Associate Providers • NADA Guides • OFAC Reports • Advance Auto Parts & Fisher Auto Parts Discounts • Membership and Services Directory
insurance & protection
• VIADA represents you AND your interests • General Assembly Lobbyists • Congressional Lobbyists • DMV and MVDB Representation • Political Action Committee
• Dealer Bond • Garage & Lot Liability • Group Health / Life / Long Term Insurance • Rental Fleet Insurance • Privacy Policy Manual / Red Flag Rule • Information to help you stay compliant with Federal & State Laws • $3,000 Accidental Death and Dismemberment / Health Discount Card / Child Safety Kits
extra profit centers
help hotline & legal counsel
• Finance Programs/Manuals • Service Contracts/Warranties • Floorplans • Rental Program • Certified Program
• Member Hotline… Immediate Answers to Complex Questions • Access to Legal Consultation...VIADA retains an industry-knowledgeable Attorney • One-on-One Consultation Discount
advocacy / representation
VIADA... Large Enough to Serve, Small Enough to Care! Membership Application (Please Print) Date of Membership:
Dealer’s Business Name: Phone: Primary Dealer/Operator: qMr. qMs. Cell Phone: Address: Fax: City/State/Zip: Dealer’s License: Email: Date of Birth: Email 2: Web Address: q Annual Dues (includes National, State & Local) $325.00 q Voluntary VIAD Political Action Committee Contribution $ 25.00 (optional) Payment: q Check (payable to VIADA) q Cash Total: $350.00 q Visa q MasterCard q Discover q Amex Credit Card #: q Auto Renew Annual Dues Expiration Date: Sec. Code: Recommended By: Billing Street #: Billing Zip Code: (Current Member) Signature: Applicants subject to approval by local district and Board of Directors. Mail to: VIADA, 4700 Thoroughgood Square, Virginia Beach, VA 23455-4043 (757) 464-3460 • (800) 394-1960 • Fax: (757) 299-6331 – NEW # • website: www.viada.org By completing this application, I am consenting to and giving VIADA and its districts permission to contact me via mail and e-mail address(es), telephone (including text), and fax number(s) I have provided.
WINTER 2018 | The Virginia Independent News | 29
VIADA 2018 Calendar Please be advised that all dates are subject to change.
• QD = District Quality Dealer Selection • OE = District Officer Election • DOC = Dealer-Operator Course
JANUARY 2018
APRIL 2018
1 New Years – State Office Closed 8 MVDB Meeting 12 VIADA Board Meeting - Hilton Downtown Richmond 15 Monday – District 3 Meeting 16-17 DOC – Fredericksburg 30 Tuesday – District 1 Meeting 30-31 DOC – Martinsville
10-11 DOC – Middletown 11 Wednesday – District 4 Meeting – QD 17 In-Class Recertification at Manheim Fredericksburg 19 Thursday – District 7 Meeting 21 VIADA Board Meeting 24 Tuesday – District 2 Meeting 24 Tuesday – District 1 Meeting 24-25 DOC – Weyers Cave
FEBRUARY 2018 6 In-Class Recertification at Manheim Harrisonburg 13-14 DOC – Franklin 22 Thursday – District 7 Meeting – QD 27-28 DOC – Daleville 27 Tuesday – District 2 Meeting – QD 27 Tuesday – District 1 Meeting MARCH 2018 6 Tuesday – District 6 Meeting – QD 12 MVDB Meeting 12 Monday – District 8 Meeting – QD 13-14 DOC – Woodbridge 19 Monday – District 3 Meeting – QD 20 Tuesday – District 5 Meeting – QD 27 Tuesday – District 1 Meeting – QD 28-29 DOC – Hampton
MAY 2018 1 DEADLINE: District Quality Dealer Nominee to Vickie at VIADA 14 MVDB Meeting 8 Dealer Day – Double Tree Hilton, Charlottesville 14 Monday – District 3 Meeting 22 Tuesday – District 5 Meeting 22-23 DOC – Henrico 28 Memorial Day – State Office Closed 29 Tuesday – District 1 Meeting
For our full calendar, please visit www.VIADA.org/events District meeting notices are also sent to members via postcard, emails and posted on Facebook.
SAVE THE DATE!
Dealer Day – Tuesday, May 8, 2018
15 Table Tops !! & 12 Education Sessions !! All new day-of-education you won’t want to miss! DoubleTree by Hilton in Charlottesville 30 | The Virginia Independent News | WINTER 2018
OF Tip THE Month
Flood Damage BHPH dealers should stay clear of all flood damaged vehicles. These cars are much more likely to breakdown and turn into losses. One step to help identify flood damaged vehicles is to look for water stains, mud or mildew under the carpet, in the trunk or under the hood. Do a smell test to avoid units that stink of mildew or other fragrances which may have been used to cover up the smell. It is also beneficial to check the fluids for water contamination and electrical and mechanical systems for water damage. In addition all dealers should always run a vehicle history report.
AMAC offers financing to qualified BHPH dealers looking to expand their business. What’s included:
Funding for Receivables You Collect or We Collect Floorplan Lines Simplified Insurance Tracking Reports Package Training Bulk Roll in for Existing Contracts Cash Flow from Payments
Ace Motor Acceptance Corp. (AMAC) specializes in supplying capital to BHPH dealers. Our BHPH in a Box™ program provides capital to fund contracts and floorplan lines of credit to purchase inventory. By offering both, AMAC improves your cash flow by allowing you to pay off your floorplan when the deal is funded. We understand what it takes to grow your business. AMAC allows you to maintain your customer relationship, leading to increased repeat and referral business. Instead of selling off your portfolio or doing an expensive payment stream, AMAC has a superior program that allows you to retain strong monthly cash flow from customer payments. We approve you, not your customer. The BHPH in a Box™ program is the most complete program in the industry. To learn more call AMAC today at 704-882-7100 ext. 7509.
Acemotoracceptance.com
704-882-7100 ext. 7509 WINTER 2018 | The Virginia Independent News | 31
Virginia Independent Automobile Dealers Association 4700 Thoroughgood Square Virginia Beach, VA 23455 (800) 464-3460 | info@viada.org Symbol of Quality