FLOORPLAN FINANCING:
What You Need to Know Are Negative Reviews Discouraging Your Potential Customers?
6 Ways to Avoid Employment Liability Claims PLUS
5 Tips to Overcome Car Sales Objections
The official magazine of the WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION WSIADA.COM
707 Auburn Way South | Auburn, WA 98002 T: 253-735-0267 | F: 253-804-0844 staff@wsiada.com | WSIADA.COM
EXECUTIVE BOARD
Randy Fletcher, Board President In-N-Out Auto Sales | president@wsiada.com
Wasim Azzam, Board Vice-President All Right Auto Sales | vpresident@wsiada.com
J.T. Curry, Board Secretary Motors Northwest | secretary@wsiada.com
Emil Scarsella, Board Treasurer
Town & Country Auto Sales | treasurer@wsiada.com
CHAPTER PRESIDENTS
Blake Walker – North Cascade
Walker Motor Works | nocascade@wsiada.com
Badie Darwazeh – North Sound
Seattle Auto Haus | nosound@wsiada.com
Wasim Azzam – South Sound
All Right Auto Sales | sosound@wsiada.com
Open Position – Vancouver vancouver@wsiada.com
Open Position – Yakima yakima@wsiada.com
Rhonda Coffin – Tri-Cities
USA Auto Sales, Inc | tri-cities@wsiada.com
Open Position – Spokane spokane@wsiada.com
AT-LARGE BOARD
AJ Hamedian, Board President (Emeritus)
Excellent Choice Auto Sales, LLC
Ken Williamson, Board President (Emeritus)
John’s Auto Mart, LLC
David Magarrell, Auto Sales Consultants, LLC
WSIADA STAFF
Brian Dansel, Executive Director
Rick Olson, Education Manager
Mila Froman, Membership Manager
PRODUCTION EDITOR
Professional Mojo
Copyright 2022 WSIADA
2 SAVE THE DATE FOR THE 2022 CONVENTION
8 6 WAYS TO AVOID EMPLOYMENT LIABILITY CLAIMS
4
Understanding the basics of the legislature is incredibly important and will help us regain standing in this state.
10
Even when claims are meritless, defense costs can be substantial. The impact on morale and the reputation of your business can also be significant.
5 FLOORPLAN
In today’s marketplace, your dealership’s profit centers are being squeezed from multiple angles. Vehicle values are up, retail loan advances guidelines are trailing behind the market values, and customers are savvier about market values than ever before.
7
You can do everything possible to give your customers an excellent buying experience, but if the right customer leaves the wrong kind of review, it can—and probably will— negatively impact future sales opportunities.
12
COVID-19 REMAINS
The auto industry continues to reel from COVID-19 impacts but will eventually stabilize into a new normal, but when that will occur remains a guessing game.
5 TIPS TO OVERCOME CAR SALES OBJECTIONS
The majority of people visit fewer than two dealerships before buying. Chances are good that if you can overcome sales objections, you will turn that shopper into a buyer.
13 USED CAR RETENTION RATE RISES
14
5 TIPS TO OPTIMIZE YOUR AUTO DEALERSHIP WEBSITE TO GENERATE LEADS
17 SERVICE PROVIDER DIRECTORY
18 READ & RESPOND QUIZ
21 AUCTION DIRECTORY