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the

FRONT ROW The official publication of the Washington State Independent Auto Dealers Association

March 2022

Is your dealership

READY FOR THE FUTURE? Tips to Stay Compliant During F&I Presentations

Taking a Multi-Tiered Approach to Fight the Growing Ways Fraudsters Operate

PLUS

5 Simple Steps to Prevent Cyber Losses Today THE FRONT ROW | WSIADA.COM MARCH 2022 | 1

MEETING YOU WHERE YOU ARE

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@mcconkeyauctiongroup

CONTENTS MARCH 2022

the

FRONT ROW

2 CALENDAR OF EVENTS

The official magazine of the

WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION WSIADA.COM

TAKING A MULTI-TIERED APPROACH TO FIGHT THE GROWING WAYS FRAUDSTERS OPERATE Fraudsters don’t rely on single 9

707 Auburn Way South | Auburn, WA 98002 T: 253-735-0267 | F: 253-804-0844 staff@wsiada.com | WSIADA.COM EXECUTIVE BOARD Wasim Azzam, Board President-Elect All Right Auto Sales | President@wsiada.com Position Available, Board Vice-President VPresident@wsiada.com

PRESIDENT-ELECT’S MESSAGE: WHAT IS GOING ON?

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 David Magarrell – South Sound (Elect) Auto Sales Consultants, LLC | SoSound@wsiada.com

Many people are wondering what is going on with the economy especially used car prices.

EXECUTIVE DIRECTOR’S MESSAGE: WHERE WE ARE NOW

We are nearly halfway through the legislative session as I write this article and with that, we have reached the “house of origin cutoff date.”

Open Position – Vancouver Vancouver@wsiada.com Open Position – Yakima Yakima@wsiada.com

Open Position – Spokane

AT-LARGE BOARD Randy Fletcher, Board President (Emeritus) In-N-Out Auto Sales

AJ Hamedian, Board President (Emeritus) Excellent Choice Auto Sales, LLC Ken Williamson, Board President (Emeritus) John’s Auto Mart, LLC WSIADA STAFF Brian Dansel, Executive Director Rick Olson, Education Manager Mila Froman, Membership Manager PRODUCTION EDITOR Professional Mojo Copyright 2022 WSIADA

TIPS TO STAY COMPLIANT DURING F&I PRESENTATIONS

WSIADA UPDATES

Today, more than ever, it’s critically important to train dealership staff to give consumers the right information in a compliant manner.

12 FREQUENTLY ASKED QUESTIONS

Rhonda Coffin – Tri-Cities USA Auto Sales, Inc | Tri-Cities@wsiada.com Spokane@wsiada.com

activities or single types of abuse. Today’s fraud network is comprised of various, interconnected relationships of different abuse tactics.

SIMPLE STEPS TO PREVENT CYBER LOSSES TODAY

Worldwide spending on cybersecurity is forecast to reach $133.7 billion in 2022. The average ransomware attack on a business now costs over $100,000! The statistics become more and more disturbing each year.

5 WAYS TO FILL OPEN POSITIONS FASTER

Many dealerships already had a problem recruiting and keeping quality employees, but the COVID-19 pandemic has only exacerbated the issue.

NIADA, WASHINGTON UPDATE

NIADA is your voice in Washington D.C., advocating for independent dealers, the used vehicle industry and small business. This is a look at the latest news and NIADA efforts regarding legislative, regulatory, PAC and grass roots activities.

SERVICE PROVIDER DIRECTORY

READ & RESPOND QUIZ

AUCTION DIRECTORY

THE FRONT ROW | WSIADA.COM MARCH 2022 | 1

u PRESIDENT’S MESSAGE

What is going on? BY WASIM AZZAM, WSIADA BOARD PRESIDENT-ELECT The global chip shortage, however, was prompted by the COVID-19 pandemic and the surge in demand for electronics. Consumers and businesses started buying new laptops and servers to cater to staff working remotely and children being home-schooled.

Many people are wondering what is going on with the economy, especially used car prices.

Of course, shortage means fewer items and when fewer items are available, consumers are willing to pay more to obtain them, so that is why everyone is paying high prices for used cars.

Without a doubt, economics affects our daily lives in many ways because it outlines the choices we must make every day about work, leisure, consumption, and savings. Our lives are also influenced by macro-economic trends, such as inflation, interest rates, and economic growth

According to a recent report from the Labor Department, consumer inflation soared 7% in 2021, the biggest increase in nearly 40 years. According to the Bureau of Labor Statistics’ Consumer Price Index, since March of 2020, used car prices are up a staggering 39.8%.

Some of the famous words in economics are inflation, supply and demand. While inflation occurs when prices of goods go up, decreasing the purchasing power of your dollar, supply and demand is the amount of a commodity, product, or service available and the desire of buyers for it.

Economist Guillaume Assogba from Yole Development shared his predictions on what consumers can expect soon. He said the shortage of chips that started in cars has spread to all industries using these components, which has led companies to reduce production. He said the shortage’s impact extends far past what many are paying attention to.

The year 2021 was not just a bad year for finding a new car at an affordable price. It was also a bad year for finding an affordable used car for both consumers and used car dealers. The reason for the high prices is the shortage in supplies of new cars that was caused by the shortage of computer chips, which are defined as tiny transistors made from silicon. These chips allow computers, smart phones, appliances, and many other electrical devices to function.

2 | THE FRONT ROW | WSIADA.COM MARCH 2022

As an example, Assogba pointed to the steel industry, which has seen reductions in sales as fewer cars are produced. This means that even when chips stabilize, the scaled-down steel industry may cause further delays as it takes time to get back in the swing of pre-shortage production volumes. Assogba predicts that consumer tech industry will recover first, by the end of 2022, thanks to tech manufacturers having kept up relations with chipmakers throughout the pandemic. The auto sector, meanwhile, will likely have to hope for 2023, as it did not sufficiently maintain relations. n

EVENTS CALENDAR TITLE WORKSHOP (Virtual Meetings) March 16 – 9:00am-12:00pm wsiada.com/title/March2022 April 20 – 9:00am-12:00pm wsiada.com/title/April2022

CHAPTER MEETINGS: March 22 – Vancouver 6:00pm – 9:00pm Hilton Vancouver 301 W 6th St., Vancouver 98660

March 29 – Tri-Cities 7:00pm-10:00pm Clover Island Inn 435 N Clover Island Dr., Kennewick 99336 March 30 – Yakima 7:30am – 10:00am Hilton Garden Inn 401 E Yakima Ave., Yakima 98901 April 5 – South Sound 7:30am – 10:00am Griot’s Garage 3333 S 38th St., Tacoma 98409 April 12 – North Sound 7:00pm – 10:00pm Courtyard Seattle-Kirkland 11215 NE 124th St., Kirkland 98034 April 13 – North Cascade 7:30am – 10:00am Drager’s International 1645 Walton Dr., Burlington 98223 April 19 – Spokane 6:00pm – 9:00pm Hilton Garden Inn 9015 W Highway 2, Spokane 99224

ANNUAL CONVENTION June 13 – 15th

Campbell’s Resort at Lake Chelan 104 W Woodin Avenue Chelan 98816

HARNESS THE POWER OF OUR DMS PLATFORM

Monitor Inventory Instant Approvals & Sales Process 24/7

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MANAGE YOUR DEALERSHIP THE PROGRAMS ARE OURS

THE BENEFITS ARE YOURS

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11/5/2020 10:26:46 AM

SAVE the DATE CHELAN, WA

June 13-16, 2022 CAMPBELL’S RESORT AT LAKE CHELAN

104 W Woodin Avenue, 98816

WSIADA 2022 Convention

Breakfast, lunch and dinner are included each day with registration. The last full day features events at local businesses for entertainment, which may include golf tournaments, horse riding, and more! Families will be welcome to join. Save the date and look for more details soon! THE FRONT ROW | WSIADA.COM MARCH 2022 | 3

u EXECUTIVE DIRECTOR’S MESSAGE

Where We are Now

We have reached the House of Origin Cutoff Date BY BRIAN DANSEL, EXECUTIVE DIRECTOR year before. A good example of this is the attention being generated regarding bills to fix some of the legislation that was enacted last year regarding pursuing criminals, and property thefts and crime in general.

We are nearly halfway through the legislative session as I write this article and, with that, we have reached the “house of origin cutoff date.” This term is exactly as it sounds---every year in each legislative session there is a set date for bills to make it out of the House or Senate (whichever body the bill originated in) to pass a floor vote in whichever body the bill was introduced in. You may ask—what happens to a bill that doesn’t pass in the appropriate amount of time? It depends----this year we are in the second year of what is referred to as a biennium (two-year legislative cycle) and so all bills that don’t pass muster this year will die, and there will be no further action. However, next year—2023—will be the first year in the biennium and that twoyear legislative cycle begins and so any bills introduced in 2023 that don’t pass will still have a chance in 2024. Also, worth noting is that the first year of a biennium is 105 days long. The second year (which we are currently in) is 60 days long. Why is this the case you might wonder? Because Washington State runs on a biennium legislative cycle, technically speaking the budget is supposed to be done in the 105-day session of the first year of the biennium. The 60-day session like we are in now, was originally intended for lawmakers to be able to apply any fixes to legislation from the longer session the 4 | THE FRONT ROW | WSIADA.COM MARCH 2022

Q13 had an excellent exposé on how the Attorney General has asked the legislature for clarity, which is causing law enforcement officers to not be able to pursue certain crimes and this has resulted in an explosion of crime. One such crime is the theft of catalytic converters- as you all know. The reason I mention this is because the bill we supported as an Association (SB 5495 Wilson-R) was aimed at stiffening catalytic converter theft sentencing and regulated who could sell them. The bill got a hearing, which is a step in the right direction, but it didn’t as of yet pass out of the Senate. My initial sense on this bill is that there were enough people opposed to it (the Tow Truck Drivers and Junkyard’s came out against the bill) that it just wasn’t prioritized by lawmakers as a stand-alone bill. However, and this is where I know the legislature gets frustrating and unclear, there is still a chance that the bill could pass. ‘But Brian--how is that possible if we saw the cutoff deadline come and go already?’ Two ways:

it could get thrown into the amended state budget, which is unlikely but possible, as part of a deal between Republicans and Democrats. Any bill that carries a Fiscal Note (a financial impact to the state) can be brought back as part of the budgeting process. The other and more realistic way to get this bill through the legislature is to attach the entire bill as an amendment to another bill (within the same general subject matter) during the reconciliation process between the House and Senate. I want to share a term with you that you may have heard but always wondered what it was. That term is Omnibus. You have likely heard of this as it pertains to government and wondered what it really meant. Omnibus bills are simply bills that contain many smaller bills as part of a larger and broader bill, like the crime bill fix I mentioned above. It is my belief that as an association we should employ this strategy. I believe this is an issue worth fighting for, and so we will continue to work this bill until the very end. Stay tuned as I cover more terms, processes, and timelines for how the legislature works. Understanding how the process works is as important as having the right idea. n Q13 exposé: https://www.q13fox.com/news/ wa-lawmakers-eye-tweaking-police-reformlaws-as-2022-legislative-session-opens

DID YOU KNOW? WSIADA has an online event calendar! From Title Workshops to new dealer education classes, stay up to date and register online.

Visit wsiada.com/calendar/events

5 Simple Steps to Prevent Cyber Losses Today BY TODD SHEPARD, FOUNDER OF SHEPARD & SHEPARD INSURANCE SOLUTIONS Worldwide spending on cybersecurity is forecast to reach $133.7 billion in 2022. The average ransomware attack on a business now costs over $100,000! The statistics become more and more disturbing each year. Fortunately, you can avoid most issues by following so very simple safety procedures. Don’t procrastinate- say ‘Yes’ to the Update! Installing updates promptly is one of the best ways to help protect your system and keep it more cybersecure. The next time you see and app that is asking to update click ‘Yes’ instead of ‘remind me later’. Take a short break and let the system updater. In the long run you’ll save time.

Strengthen your passwords. I have a slide I like to display when discussing passwords. It is a list of the most popular passwords (the word password is one of them) and combinations such as the name of your business, your pet, favorite sports team, child, or otherwise and year of birth, graduation, etc. If its been a while since you’ve updated your passwords consider doing it today. Oh, and get rid of the sticky note taped to your laptop or under your desk phone, it’s not fooling anyone any more than hiding your wallet in the toe of your shoe when you go swimming.

Stop clicking on stuff you don’t recognize. Scammers are masters of making you second guess or worry something has gone wrong. Let’s say you get an email that says your bank account authorized several hundred be paid out and to click the link if you did not authorize. STOP! Unless you have reason to believe that your account has been compromised this type of email is usually a scam. Nearly 100% of all malware is sent via email. Commit to take a deep breath before clicking anything moving forward. This holds doubly true if the email indicates you must take immediate action or uses the word ‘urgent’. Think about it, if something was truly ‘urgent’ would sending an email be the most effective path of communication?

Move it or lose it! Actually, a better way is ‘save it or lose it.’ Become a fierce data backer upper. If you save all of your data on a secure cloud or hard drive that you then store off-site you can prevent the majority of all cyber losses. I like to think what would happen if my computer were to fall into a lake or get burned up in a fire. If that happened, would my data be available easily and quickly to be uploaded to a new system? If the answer is ‘yes’ you are in good shape. If not, its an easy fix- just back it up!

Lock Down Secure your WI-FI account with a password and ensure each user has his or her own password to enter your server and log into their computer. Securing your WIFI with a password protects you from an unauthorized system introducing whatever virus or issue it has into your network. Requiring each user to have his or her own password makes it easier to identify the people involved in the event of a cyberattack. Sharing of passwords should be discouraged or outright forbidden.

Insure against cyber losses Despite doing our best, a cyber crime can still find its way into the business and wreak havoc. This is the time where having a Cyber-Liability insurance policy will come in helpful. Such a policy provides coverage for investigation, rebuilding, reputation repair, identity theft, and more. Visit with your insurance agent about the options available for a cyber-liability policy. n Todd Shepard is the founder of Shepard & Shepard Insurance Solutions and regular contributor to the Front Row. For a review of your garage policy and a competitive quote or more information on cybercrimes and cyber insurance call 855-396-0488 or visit www. shepquote.com THE FRONT ROW | WSIADA.COM MARCH 2022 | 5

q BOARD MEMBER MESSAGE

Is your dealership ready for the future? BY EMIL SCARSELLA, TOWN & COUNTRY AUTO SALES & WSIADA PAST PRESIDENT, CHAIRMAN OF THE BOARD, BOARD TRUSTEE, AND BOARD TREASURER even Facebook is a major platform for your customers. They can shop for hours without moving from where they are comfortable and can compare you with your competition quickly. They get told by an animated fox if it’s a poor deal, a good deal, or a great deal. Who knew they were so smart, like a real fox, I guess? Their self-interests, all the while, charging as much as the dealership is willing to pay for exposure. You may think so but let’s look a little closer. Your job is to find vehicles you want, buy them as economically as possible, detail them, advertise them and sell them to your customers. Then repeat the process over and over so you can continue your business model and provide a decent living for yourself, family, and employees. Mostly gone are the days where folks would hop into the old clunker and go out searching for a new or used car that would satisfy their needs. They would drive up and down ‘Auto Row’ to view the models available on the lots. They would find the model that would make their hearts race just at a glance. Great looking, great running, and reasonably priced that would usually make them the envy of their friends and family alike once they were behind the wheel running around town in their new ride. Well, that was then, and this is now. Yes, some folks still shop that way, but for most buyers in this day-and-age, they prefer digital shopping online or by mobile device: no salesperson pressure, no leaving the house. They simply shop on social media, dealer platforms, or whatever they are exposed to or told to look through by what they read or see online. Now, you can shop from your living room sitting in your pajamas staring at dozens of auto dealerships’ websites, and 6 | THE FRONT ROW | WSIADA.COM MARCH 2022

That’s what we had to look forward to before COVID and now it seems worse. Fast forward to supply and demand issues: fewer parts inventory in stock for you to do repairs, if needed, employees are harder to find, chips to manufacture new models or fix old ones, semi-bare lots with not-nearly-enough inventory for normal times, wholesale prices, etc.

Enter the insane world of what is known as “irrational exuberance.” That is when you are paying a premium that is way higher than what it is really worth just to say you have it. Seems reasonable enough, right? But it doesn’t make much business sense, does it? Hence the word “irrational”. The automobile business has changed so much that it is a mere image of the golden age of what dealerships once were. Dealers would build beautiful lots and shops with modern facilities to provide a better experience for the customer, offering great incentives to purchase from them. And if they were savvy dealers, they would even have a knowledgeable sales staff and office managers with service departments, making the experience worthwhile for the customer and more profits for themselves.

Now we have websites doing our job as sales professionals, demonstrating features and how options work on a screen for the consumer. With a straight face they can even tell you it was “hand made by a robot.” Most people will believe them, reducing the salesperson to being an order taker. The future holds more of the same it seems. The future dealerships will be owned, in one way or another, by other big corporations who will finance the inventory and structure the business as a machine to supply vehicles for buyers, rideshare programs, and short-time hybrid leases for the consumer.

Brick and mortar will be just a thing of the past. The future of the automobile industry may soon force some dealers into early retirement because of all the “crazy technology” they can’t understand or don’t want to, including “Electrification of Automobiles” with its own set of issues, limited supply of vehicles because the factories control how many vehicles get manufactured and they may only be available to the factory stores with direct to consumer selling, and rideshare options. The factories control the technology; therefore, they control the market with pre-installing of proprietary onboard technologies designed by manufacturers, so they are in control. Let’s not forget the advent of autonomous vehicles-that is a different animal all together, with interconnectivity through factory warranty stations who do the repairs, etc. The independent auto dealer will most likely be on the outside looking in with little they can really do besides control their own thoughts. It’s early in the “electric vehicle revolution” and way too early to tell if auto dealers will

go the way of the horse and buggy dealers of yesteryear. However, one thing is certainsurviving in the new transportation world will require investments of time and way more money, to say nothing of some vision and imagination. Those dealers who are still standing a decade from now will not be doing business the same way they’ve been doing it for the last century. Your ability to look around the corner and get prepared will determine your fate.

5 Ways to Fill Open Positions Faster By Christina Wofford, Senior Vice President of Marketing & Communications, Digital Air Strike Many dealerships already had a problem recruiting and keeping quality employees, but the COVID-19 pandemic has only exacerbated the issue.

The “Great Resignation” also resulted in 4.4 million people quitting their jobs in September alone, according to the U.S. Labor Department. Remote employment has grown exponentially, while candidates for customer-facing jobs have only decreased.

A car salesperson, wanting to earn some money, decided to hire himself out as a handyman service and started canvassing a wealthy neighborhood.

Competition for qualified candidates is fierce, while recruiting has become even more of an online affair. Here are five ways to use technology to fill open positions faster:

Good luck and happy selling in the new year! n

a little humor

He went to the front door of the first house and asked the owner if he had any jobs for him to do. “Well, you can paint my porch,” replied the homeowner, “How much will you charge?” The car salesperson said, “How about $50?” The homeowner agreed and told him that the paint and ladders were in the garage. The homeowner’s wife heard the conversation and asked her husband, “Does he realize that porch goes all around the house?” “He should,” Said the husband, “He was standing on the porch.” A short time later, “You’re finished already?” the homeowner asked. “Yes,” The car salesperson answer, “Since I had some paint leftover, I gave it two coats.” Impressed, the homeowner reached into his pocket for the $50. “By the way,” The car salesperson added, “It’s not a Porsche, it’s a Ferrari.”

Post Jobs on Your Google Business Profile (formerly known as Google My Business). The average person searches on Google 3-4 times a day. Since Google owns more than 90% of the worldwide search market, your dealership is missing out if you’re not promoting your open positions on your Google Business Profile, which shows up on the first page of Google when consumers and job seekers search for you. This is a great place to promote your open positions, great benefits, and even testimonials from happy employees.

Start Social Recruiting on Social Media. More than 55 million companies are listed on LinkedIn, with 14 million open jobs posted. Almost 2 billion users visit Facebook daily. Make sure your jobs are posted across social media – – including on Facebook’s feature just for recruiting, Facebook Jobs. Go a step further and don’t just post your open positions on social media but make sure your feeds include posts that would make someone WANT to work at your dealership. Highlight employees, your benefits, and why someone will enjoy a career in the automotive industry. Encourage your employees to comment on and share the posts to extend your reach and explain why others want to work for you.

Use Social Ads to Promote Competitive Positions. Advertise your open positions to active job seekers on social media and get creative with targeting. Use geo-targeting to reach candidates based on demographics, interests, and online behaviors. Include location targeting to promote your open positions to your competitors’ rock star employees and reach younger workers graduating from college or a trade school. Find an outstanding creative and marketing team to design an enticing ad and write eye-catching copy to ensure your ads attract more candidates.

Utilize an AI Chatbot on Your Website. Visitors to your website may also be looking for a job. Feature your open positions prominently and in an interactive way by including them in your website chat with links to your open positions and an explanation of all your great benefits. Make sure your chatbot is also linking to your current positions and benefits. With AI, your chatbot can ask/ answer qualifying questions and do some of the heavy lifting so your team can step in to reach out to serious contenders only.

Protect and Promote Your Reputation as an Employer. More than 70% of job seekers read reviews about companies, and 33% of candidates have rejected an offer because of bad reviews. Make sure your reputation correctly reflects your dealership. Monitor and manage sites like Glassdoor, 38 million employer reviews, and 50 million monthly site visitors. Respond to all reviews and use your responses to good and bad reviews as an opportunity to explain and showcase the benefits of working at your dealership. Take the work out of hiring by following these five easy steps. Expert marketing teams can get the job done right if your dealership doesn’t have time to monitor and post jobs. n

THE FRONT ROW | WSIADA.COM MARCH 2022 | 7

KeyBank: Your Electronic Payments Partner Electronic payments have become a necessity. Customers are looking for a more streamlined payments experience. Auto dealerships need innovative payment processing solutions and services to help manage all facets of the business. KeyBank offers customized solutions exclusively for dealerships to optimize, digitize and align their payments strategy to drive growth and profitability with best-in-class 24/7 support. KeyBank leads the way in helping independent auto dealers transform their business.

Technology that works for you

Our industry-leading solutions can enable you to accept electronic payments with speed and security. KeyBank Merchant Services has supported more than 30,000 businesses with payments processing, integrated payment solutions, cross-industry expertise, cost management and compliance support.

Your Payments Experience with Key Merchant Services More Value

Embedded Technology

Streamlined

Key Merchant Services can deliver significant value to your dealership. Historically, dealerships would not take credit cards as payment due to the high cost. KeyBank has made it a priority to reduce the cost of card acceptance, making it easier for you to do business.

Digital payments solutions are necessary to provide an elite customer experience. KeyBank has a robust suite of embedded technology solutions to help you digitize your payment experience.

KeyBank has the knowledge and expertise to help you drive and manage profitability expenses. With Key Merchant Services, you can streamline the process of Accounts Receivable and Accounts Payable.

T o learn m o re, co nt act Ryan A m es : 2 0 6 - 3 4 3 - 6 8 5 2 o r Ryan.M .A m es @k ey.co m o r vis it k ey.co m /WS I A D A

About KeyBank

Ke y B a n k in Wa sh in gton

KeyBank is the 11th largest U.S. commercial bank1, located across 31 states with 142 full-service branches in the state of Washington. We are committed to our communities with philanthropic contributions to 85 nonprofit organizations in Washington totaling $1.4 million. With our targeted expertise in the automotive industry and focus on community, Key can help you seize new opportunities and create a digital payments strategy to fit your unique business needs.

SNL as of 09/30/19 based on asset size. ©2022 KeyCorp® All Rights Reserved. Banking products and services are offered by KeyBank National Association. All credit, loan and leasing products subject to credit approval. Merchant services are subject to credit approval and terms of service. KeyBank is Member FDIC. 220202-1428778

8 | THE FRONT ROW | WSIADA.COM MARCH 2022

security feature

Taking a Multi-Tiered Approach to Fight the Growing Ways Fraudsters Operate BY ANGELICA JEFFREYS, AUTOMOTIVE FINANCIAL SERVICES EXECUTIVE, EQUIFAX Fraud. It’s a term that is often identified by the abuse types or tactics used by perpetrators: account takeover, payment fraud, malicious content, and synthetic ID. This siloed use of terminology has contributed to the belief that fraud activity is siloed. However, fraudsters don’t rely on single activities or single types of abuse. Today’s fraud network is comprised of various, interconnected relationships of different abuse tactics.

Sophisticated Fraud Alerts As organizations shift more of their operations to digital, fraudsters are focusing more of their activities on things like new account fraud and often creating new, fraudulent identities or synthetic identities. Synthetic identity fraud is built on the foundation of a fictitious identity, often created with a combination of real data and fabricated information. Fraudsters then attempt to gain credit with the fictitious identity to monetize it.

In the new digital-centric world, fraudsters are leveraging vast amounts of digital content for the purpose of false information, financial fraud, and phishing attacks. Using different web forums, marketplaces, and social media channels across the internet, fraudsters create spam and scam attacks to trick everyday consumers into sharing sensitive information — later sold or used to steal rewards, store credit, or even cash and identities.

These manufactured identities are used for short-term gain and then abandoned. When this is the case, there is no one for the lender to contact to collect funds. This poses a problem for organizations as these misclassified non-payment matters get sent to collections, further wasting resources. Lenders and dealers are now setting up sophisticated alert solutions that can help protect businesses from losses associated with synthetic identity fraud while minimizing false positives. Delivered in batch or real-time, the alerts use patentpending ML algorithms to detect synthetic identity behaviors and patterns at various entry points.

Seeing Fraud from a Holistic Viewpoint Whether it’s ransomware, loan stacking, loan fraud, payment fraud, or something else, fraudsters don't take a singular approach to attacking businesses. Therefore, there's no such thing as a single fraud solution. Addressing the various forms of fraud requires auto lenders and dealers to leverage the right tools at each stage of the customer journey. Intercepting fraud requires a multidimensional approach. Using multiple fraud point solutions is overly complex and difficult to manage. Lenders and dealers today are leveraging solutions that provide a holistic view of their fraud risk, correlated across a growing number of channels. These solutions use advanced analytics, artificial intelligence (AI), machine learning (ML), and intelligent data orchestration to provide risk managers with insights to help manage fraud decisions throughout the customer journey.

Advanced Identification & Payment Solutions Mobile devices are the new normal for today’s on-the-go consumers. The changes in technology and offerings to accommodate mobile consumers drive even higher expectations to transact with ease. If their experience aligns with their expectation, consumers are more likely to complete transactions and repeat them. Low friction experiences are expected. When consumers encounter friction in a transaction, they tend to abandon it. This leads to both lost revenue and the opportunity to gather valuable consumer insights. As such, lenders and dealers are using API-based payment enablement tools that streamline the way consumers make online payments. These businesses

can provide real-time payment options leveraging a suite of sophisticated data to the consumer while limiting risk of cardnot-present fraud. Aside from payment options themselves, lenders and dealers are now leveraging sophisticated data from partners and carriers to authenticate a consumer’s identity. This allows for pre-population of consumer data during online checkout or form completion, providing a simpler experience with less friction. Businesses then benefit from quicker and easier digital consumer verification and lower transaction abandonment. While this technology is important, dealers and lenders are going one step further. To fight fraud effectively without disrupting the consumer’s experience, organizations are changing how they approach identity authentication and fraud prevention in today’s digital era. Through layered authentication practices, dealers and lenders can vet consumers properly, accurately, and thoroughly at the first point of contact to develop a baseline for subsequent interactions with each consumer. This enables businesses to determine if consumer behavior is consistent or if there's an anomaly that might indicate fraud. The impetus to get digital authentication right the first time provides dual protection for the business and the consumer. Fraudsters know there is no singlesource tactic to steal a victim’s identity or perpetrate into the inner system of a business. Businesses involved in the automotive industry are also realizing that there is no single-source tactic to fraud prevention and are now taking important steps to cover all possible bases to thwart the rising threat of fraudulent activity. n THE FRONT ROW | WSIADA.COM MARCH 2022 | 9

Tips to Stay Compliant During F&I Presentations BY JEREMY BECK Today, more than ever, it's critically important to train dealership staff to give consumers the right information in a compliant manner. The best way to ensure that your staff maintains compliance is through proper training. In addition, take the time to sit and listen to sales and F&I presentations. The most common mistakes we see, and where staff need the most training, are as follows. USING THE TERM ‘WARRANTY’ INCORRECTLY Sometimes salespeople use the word “warranty” when referring to a vehicle service contract (VSC). This is a definite no-no. If the word “warranty” is in the product, the dealership is not legally allowed to sell the product to the consumer — warranties must be free of charge. This violates the Magnuson Moss Warranty Act to interchange the words “warranty” and “service contract.” Your dealership could be subject to state and federal enforcement action, potentially 10 | THE FRONT ROW | WSIADA.COM MARCH 2022

unfair and deceptive practice claims, and potentially be held liable to cover repair costs. Scare you? It shouldn't. It should help you ensure that you and your employees are using the correct verbiage and terminology when properly describing products to the customer. It's no different than telling a customer the car is red when it's yellow or that it's a premium trim model when it's a mid-range trim model. The difference is knowledge. Knowing what you don't know, but will be held liable for, is critical. It is becoming more common for independent dealerships to offer warranties with vehicles that have a certified preowned (CPO) status. Warranties are a great value add that gives your dealership a competitive advantage and provides customers with peace of mind and higher levels of customer satisfaction. However, sometimes staff will use the word “warranty” when referring to a VSC because it’s a commonly used word that the average consumer understands. Using the wrong word in this situation can lead

to big misunderstandings, especially if the consumer walks away believing that something on their vehicle is covered that isn't. Ultimately, this results in higher levels of customer dissatisfaction and bad reviews for both the dealership and their F&I product vendor, as well as the potential federal violations I mentioned above. During F&I presentations, it's important to clarify the difference between a warranty and a VSC so the consumer does not think they are getting a warranty when they purchase a VSC, or vice versa, when the customer believes that the warranty that came with their vehicle offers the same benefits as a VSC. USING THE TERM “BUMPER TO BUMPER” When explaining the benefits of a limited warranty that comes with a vehicle, F&I managers sometimes use the term “bumper to bumper.” This is very misleading. Not even the manufacturer warranty when a vehicle is brand new provides bumper-

to-bumper coverage, so saying that your limited warranty provides bumper-tobumper coverage is just wrong. To the average consumer, the term "bumper to bumper” implies that everything is covered. If you are selling a VSC that does cover literally everything, maybe the term can be used, but personally I recommend not using this term during an F&I presentation. Instead, I would have F&I managers take the time to clearly explain what is covered with a limited warranty and what is not — the same with VSCs. Sometimes, I ask dealers when do they make their best decision, when they have more information or less information? Inevitably, the answer is “more information.” Your customers are the same as you. The more information you give them, the better decision they will make, and the more likely that decision will be to purchase a product that gives them a level of coverage they feel comfortable with. SELLING PRODUCTS THE CUSTOMER DOESN’T NEED Many F&I managers are still not doing a thorough needs analysis with every customer. These days it's important to tailor F&I presentations to individual needs. For example, don't sell a customer a five-year, 100,000-mile contract when they only plan to keep the vehicle for two years. If your only goal is to sell products to make money, regardless of your customers' needs, at some point, your customer will realize they were taken advantage of. Not only will they resent you for selling them something they didn't need, but they will also leave you a bad review and tell their family and friends to never purchase from you. If you value your dealership's reputation, hold your F&I managers accountable for conducting a needs analysis and tailoring presentations to individual needs.

payments. It's a pretty common practice to give some wiggle room in the initial quote, so the F&I manager doesn't have to bump up the estimated payment ceiling when they factor in pricing for F&I products.

The good news is that more technology is becoming available that allows your customers to calculate their own estimated payments right down to the penny, factoring in state and local taxes and fees.

The best way to ensure that your staff maintains compliance is through proper training.

When quoting payments, the math has to work for your customer. When you tell them the price of the vehicle, what the payment is, what the terms are, and what the interest rate is, your customer should be able to "do the math" to get to the same payment as you're presenting.

This practice is not only unethical but also illegal. Yet many dealership staff have no idea that what they're doing is wrong. Let's face it, laws and regulations change all the time and vary from state to state, and even on the local level. It's difficult to keep up. Ideally, your F&I partner is keeping you updated and on the straight and narrow with this information. Additionally, they should be offering guidance on the right and wrong ways to advertise vehicle and product information, especially when payments are included in your advertising. When a car shopper arrives at the finance office, there should be no surprises. If you introduce F&I products early in the car-buying process, the consumer will be prepared for a higher payment because you've already explained the value to them.

If you're unsure of how to maintain compliance while implementing transparency in your F&I department, ask your F&I partner for guidance and training. Your partner should be able to help train your staff and provide materials to help educate your customers. n Jeremy brings over 20 years of experience in the automotive industry to the EasyCare and GWC University training teams. Before joining APCO, Jeremy spent four years as a national training manager, leading internal and external training and development programs in the F&I space, including developing a highly regarded dealer leadership academy. Before that, he spent over 14 years in the retail automotive franchise space.

Download the WSIADA App!

Online shopping, e-news, alerts and more! In a desire to be more accessible to dealers and maintain a footing in the ever expanding digital age, WSIADA has its own mobile app for dealerships to utilize features that the Association has available. The app is for members and nonmembers. It’s free and easily downloadable through your smartphone app store. Options that are available: • • • •

Dealer Alerts Events Calendar Online Store the Front Row Magazine

• • • •

Smart Dealer Auction Discounts Dealer Auction Schedules Sponsor Contact Information and much much more

IT’S FREE from these app stores:

QUOTING PAYMENTS Another common area where dealership staff makes mistakes is in quoting

For More Information Contact WSIADA: 253-735-0267 | staff@wsiada.com | WSIADA.COM THE FRONT ROW | WSIADA.COM MARCH 2022 | 11

WSIADA UPDATES Program”, will be in the registered email on file to create your account. If a dealer member does not see this email, please view your spam/junk folder.

2022 VENDOR SAVINGS S TA RT S AV I N G W I T H U S www.WSIADA.COM/Login

*Login Through Our Website To Receive Member Savings At Auctions and Preferred Vendors

Unlock Your

SAVINGS Take a look at our current auctions coupons for 2022. Washington State IADA members saves $3,500 in auction coupons and gain access to ŸŞåÏĜ±Ĭ ŅýåųŸ üųŅĵ Ņƚų ŞųåüåųųåÚ ƴåĹÚŅųŸţ

MEMBERS SAVE Buy Fees Sell Fees Transportation Assistance Vehicle Detailing On Frames or Inserts Buyer Protection (253) 735-0267 membership@wsiada.com

What has changed? The redesign will allow members to print out their coupons and present them to the auctions, utilize QR codes as well and navigate between the vendors quickly. Also, the previous version of the program only allowed for our partner auctions whereas the redesign will allow for all partner vendors of the Association to be available for the members.

707 Auburn Way So Auburn, WA 98002

AUCTION SAVINGS PROGRAM

In 2018, the WSIADA launched the Auctions Savings Program via our smartphone app’s for the active dealer members as part of the membership benefits. The program originally was to phase out the plastic auction discount cards that many of the members would overlook until the end of the year. The Auctions Savings Program was supposed to be easier and more efficient system to allow the dealer members to access through their smartphone devices as they were at the auctions. Unfortunately, it was not user friendly for either the dealer member or the auctions that we partner with. The feedback that we received was invaluable and the Association utilized that information to send the savings program to be redeveloped. During that time in 2020, we reverted temporarily to the plastic cards. We are pleased to say that the new Vendor’s Savings Program is now online and accessible for the dealer members. On February 2, 2022, the Association released an email to all current dealer members to create their user account for the Vendor’s savings program. This email, titled “New WSIADA Auction / Vendor Savings 12 | THE FRONT ROW | WSIADA.COM MARCH 2022

Very soon, we will relaunch the Association smartphone app on Google and Apple platforms to give additional access to the Vendor Savings Program for our members.

MONTHLY MEMBERSHIP

Several years ago, the Association attempted to provide a second option for dealerships who could not budget our annual membership. The Monthly Membership was an easier solution for those budgets by allowing dealerships to pay for the membership over a 12-month period instead of all at once. Regrettably, the system the Association utilizes did not adequately work for the program and we were forced to discontinue it and return to only the annual membership option. As we move into our new system shortly, it will allow us the opportunity to reactive the monthly membership program. More than a dozen dealership has signed up with the new plans. Since January 2022, the Front Row magazine has included an updated membership form for dealers to submit to the Association if they wish to sign up for the Monthly Membership. Sign up today! n

WSIADA FAQs HOW DO WE EARN EDUCATION CREDITS BY ATTENDING MEETINGS? Each dealership can earn 3 hours of Education credits toward their next renewal cycle. Association Membership will have the credits automatically applied. A $50 fee for non-members of the Association would be required to apply the credits to the dealership. Note: Multiple personnel attending from the same dealership will only recieve one issuing of the credit.

HOW LONG DOES IT TAKE TO OPEN A DEALERSHIP? It can take a minimum of 4 to 6 weeks to have a dealer license issued by Washington State. The longest on record is 15 weeks to get a license due to mistakes in the application process. Each mistake is nearly a week turnaround time to correct.

HOW LONG IS A MEMBERSHIP GOOD FOR? Each membership is always one calendar year (example January 2021 to January 2022) for each dealership.

HOW LONG IS THE NEW DEALER EDUCATION VALID? The certificate you receive at the end of class will be good for one year only. We recommend you update the certificate before it expires if you have not opened your business at that time. If your certificate has expired more than three months, you will be required to retake the course in its entirety. FOR MORE: wsiada.com/faqs

THE FRONT ROW | WSIADA.COM MARCH 2022 | 13

NIADA GOVERNMENT REPORT

NIADA, Washington Update BY BRETT SCOTT, NIADA VICE PRESIDENT OF GOVERNMENT AFFAIRS families while extending that credit for 10 years, as Manchin had previously proposed.

of government affairs. NIADAPAC will be C h r i s t i n a’s primary focus.

Reuters’ sources said the slimmed down bill would still likely cost more than $1 trillion.

NIADA is your voice in Washington D.C., advocating for independent dealers, the used vehicle industry and small business. Here’s a look at the latest news and NIADA efforts regarding legislative, regulatory, PAC and grass roots activities.

LEGISLATIVE

President Biden’s top legislative priority – the massive social spending package known as the Build Back Better act – was effectively sunk in December, when Sen. Joe Manchin (D-W.Va.) announced he would not vote for it because of concerns about inflation, deficit spending and what he called an attempt to “reshape our society.” But that doesn’t mean the White House has given up on salvaging at least parts of it. Reuters, citing unnamed sources, reported the Administration is looking for a “reset” of the $1.75 trillion bill with an eye toward keeping its climate change proposals while reducing or cutting other items in an attempt to win Manchin’s support. Manchin’s vote is crucial because the Senate is split 50-50 between Democrats and Republicans, and with the GOP solidly against the bill, every Democratic vote is needed to pass it using the budget reconciliation process. The White House is considering cutting back or cutting out measures such as paid family leave, universal pre-kindergarten and home healthcare, as well as placing an income cap on increases in the child tax credit to target the money to low-income 14 | THE FRONT ROW | WSIADA.COM MARCH 2022

NIADA joined more than 80 trade association and business groups in signing a letter to House and Senate leaders opposing the “multi-trillion-dollar tax increase included in the Build Back Better bill” and asking them to “focus instead on the challenges confronting American families and businesses today – rising prices, labor shortages, and ongoing supply chain constraints.”

She’ll work to get association m e m b e r s engaged in the PAC, as well as raising awareness of the PAC and educating NIADA member dealers about the importance of participating.

REGULATORY

The Federal Reserve Board and the Consumer Financial Protection Bureau announced the dollar thresholds used to determine whether certain consumer credit and lease transactions are exempt from Regulation Z (Truth in Lending Act) and Regulation M (Consumer Leasing Act) in 2022. By law, the agencies are required to adjust the thresholds annually based on the annual percentage increase in the consumer price index for urban wage earners and clerical workers, known as CPI-W. Transactions at or below the thresholds are subject to the protections of the regulations. Based on the annual percentage increase in the CPI-W as of June 1, 2021, the protections of Regulations Z and M generally will apply to consumer credit transactions and consumer leases of $61,000 or less in 2022. Private education loans and loans secured by real property (such as mortgages) are subject to Regulation Z regardless of the amount of the loan.

POLITICAL ACTION CMT

Last month, NIADA’s political action committee increased the reach and scope in Washington with the addition of Christina Perez as NIADA’s new director

Thank you for your donations to the Mac Ruddell Scholarship in 2021:

All American Motors (Tacoma) - $250 Bruce Kirkham’s Auto World, LLC (Yakima) - $25 Carson Cars Inc (Lynnwood) - $100 Checkered Flag Motors (Everett) - $100 Cliff’s Cycle Center (Bremerton) - $25 Gray Motors (Port Angeles) - $50 Jennifer’s Greenacres Auto Sales (Spokane) - $50 Mainly Muscle Cars, LLC (Granite Falls) - $50 Market Place Auto (Puyallup) - $50 Motors Northwest (Tacoma) - $1000 Ruddell Auto (Port Angeles)- $500 Signature Auto Sales (Bremerton) - $150 Tacoma Auto Exchange (Tacoma) - $50 Triple C Auto Brokers (Vancouver) - $100 Western AG Sales (Othello) - $25

$2,525 Total!

She’ll also be involved with lobbying on Capitol Hill to advocate for independent dealers, the used vehicle industry ad small business, and will represent NIADA in meetings with members of Congress and other government entities.

GRASS ROOTS

Florida: The state’s Department of Highway Safety and Motor Vehicles could suspend Carvana’s dealer license because of delays in transferring titles to vehicles sold by the online auto retail giant. Television station WFLA in Tampa reported the department sent an email to Carvana in December giving the company until Jan. 31 to resolve all title-related issues and submit title applications for vehicles sold before Dec. 21, 2021. Otherwise, FDHSMV said it “may commence administrative action to suspend Carvana’s dealer license in Florida.” The email said FDHSMV “remains concerned with Carvana’s apparent

inability to comply with the provisions of Florida law requiring a dealer to apply for title within 30 days of the sale and the impact that has on Florida consumers.” WFLA said the email exchange between the department and Carvana included a spreadsheet showing 300 vehicle sales nationwide dating to late 2019 in which the title has not yet been transferred – more than 100 of them in Florida. Carvana, America’s second-largest used vehicle retailer, reached a settlement with Florida regulators in 2021, according to WFLA, agreeing to pay $500 each to 12 customers who had waited three to eight months to receive their titles. It had previously had its license suspended for 180 days in Wake County, N.C., for violating the state’s dealer licensing laws – including failing to deliver title work in a timely manner. North Carolina: On Dec. 1, 2021 a state law went into effect making catalytic converter theft a Class I felony and

requiring businesses that buy used catalytic converters to get documentation and maintain detailed records on people who sell the devices to them. According to the National Insurance Crime Bureau, catalytic converter theft claims to insurance companies rose 326 percent – from 3,389 to 14,433 – between 2019 and 2020, as the prices for the metals inside them, including platinum, palladium and rhodium, have risen sharply. North Carolina is among 10 states that enacted new laws regulating catalytic converters and their theft or sales in 2021. Virginia State Sen. Frank Ruff Jr. said he plans to introduce a bill based on the North Carolina law that would make the theft of a catalytic converter a felony and would require anyone in possession of one that had been removed from a vehicle to be an authorized scrap seller or have a bill of sale, receipt or other documentation. n

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2022 Schedule Start time 9:30am January 12 February 9 March 9

April 6 May 4 June 1 & 29

16 | THE FRONT ROW | WSIADA.COM MARCH 2022

July 27 August 24 Sept. 21

October 19 November 16 December 14

SERVICE PROVIDER DIRECTORY WSIADA service providers are best in class.

We invite you to explore their services and please mention that you saw their listing in the Front Row magazine.

Accounting & Tax Services

RH2 | Rekdal Hopkins Howard (425) 658-1400 rh2cpas.com

Auctions

ACV Auctions (800) 553-4070 acvauctions.com

Adesa Portland

(503) 492-9200 www.adesa.com/portland

Adesa Seattle

(253) 735-1600 adesa.com/seattle

Bidbuy Dealer Auctions (844) 505-1555 bidbuydealer.com

Copart Auto Auction (253) 847-8300 copart.com

Insurance Auto Auction (IAA) Spokane (509) 891-2388 iaai.com

Kaman Auctions (425) 640-5111 kamanauctions.com

MAG Auctions Spokane (509) 244-4500 magauctions.com/daanw

MAG Auctions Seattle (253) 737-2200 magauctions.com/daasea

Manheim Portland (503) 286-3000 manheim.com

Manheim Seattle

(206) 762-1600 manheim.com Learn more on page 16

Yarbro Auctioneers

CTM Unlimited Auctions

(509) 765-6869 yarbro.com

Ehli Auctions

Benefits & Health Insurance

(877) 396-5808 ctmunlimitedauction.com (253) 572-0990 ehliauctions.com

Insurance Auto Auction (IAA) Seattle (206) 658-6900 iaai.com

Washington Retail Association (360) 943-9198 waretailservices.com

Bonds and Commercial Insurance

Kinetic Advantage

(253) 964-7070 business.farmers.com/karen-dunn

Legal Services

Farmers - Karen Dunn Insurance Agency

Shepard & Shepard Insurance Solutions (855) 396-0488 shepquote.com Learn more on page 13

(833) 310-1610 kineticadvantage.com Learn more on back cover

Davies Pearson, P.C. (253) 620-1500 dpearson.com

Lending

Lobel Financial Corp.

Dealer Mgmt Systems Carousel Software (509) 926-8848 carouselsw.com

(503) 653-8000 lobelfinancial.com Learn more on page 3

Nationwide Northwest (206) 259-0203 nac-loans.com

Digital Marketing 321 Ignition

(888) 725-7637 321ignition.com

Reliable Credit Association (253) 240-1818 reliablecredit.com

Merchant Services

Keybank Merchant Services

Selly Automotive

(800) 537-6571 key.com/small-business/services/ merchant-services

(650) 409-2526 sellyautomotive.com

& Service Finance and Insurance Parts AutoZone Dynamic Dealer Services, Inc (208) 818-6931 dynamicdealerservices.com

(866) 727-5317 sc53@autozone.com Learn more on page 15

Southwest Dealer Services

Vehicle Services

(206) 571-3068 swds.net

Floor Plan Companies

PRco

(800) 388-7726 prcousa.com

AFC

(253) 333-0300 afcdealer.com

THE FRONT ROW | WSIADA.COM MARCH 2022 | 17

READ & RESPOND MARCH 2022 The WSIADA READ AND RESPOND quiz allows the reader to earn one hour of continuing education credit toward the dealership’s required annual renewal. Payment options are available for members of the association and non-members also for notification to the Washington State Department of Licensing. A passing grade will be granted for scores of 80% or greater. If a passing grade is not granted, the reader may retake the quiz. SEND YOUR COMPLETED QUIZ TO WSIADA [Mail: 707 Auburn Way South, Auburn, WA 98002 or Fax: 253-804-0844 or Email: education@wsiada.com] Please be advised that the information contained in WSIADA’s the Front Row is, to the best of our knowledge, current and correct. However, we caution readers not to use the information provided to them as final authority. Its purpose is to be a guide. Any legal advice should be regarded as general information. It is strongly recommended that one contact an attorney for counsel regarding specific circumstances. Some articles may express opinions and/or suggestions for best practices. Likewise, the appearance of advertisers or their identification as members of WSIADA, does not constitute an endorsement of the products or services featured. q I have read and understand the disclaimer above. Dealership Name

Motor Vehicle Dealer No.

Date

Quiz Taker’s Name Signature Email Position Business Phone Fax CIRCLE THE CORRECT ANSWER.

1) Nearly 100% of this scam is sent via email: a) Malware b) Randsomware c) Phising d) Spoofing 2) A “warranty” and a Vehicle Service Contract mean the same thing? a) TRUE b) FALSE 3) According to a report by the Department of Labor, Consumer inflation has gone up what percentage in 2021? a) 3% b) 5% c) 7% d) 10% 4) The state of Florida could suspend an online auto retailer’s license for not properly completing what process in the proper time allotment? a) Out-Of-State Delivery b) Wholesale Order c) Title Transfer d) Record Retention 18 | THE FRONT ROW | WSIADA.COM MARCH 2022

5) Synthetic identities are just one technique when an individual is attempting commit what with an individual? a) Fraud b) Abandonment c) Collect Funds d) Dating

8) Which state has created a law which recently went into effect making Catalytic Converters a Class I felony? a) Washington State b) Texas c) New York d) North Carolina

6) Which local news agency provided an exposé on Catalytic Converter thefts recently? a) KOMO b) KING c) TMZ d) Q13

9) Utilizing this technology may help with hiring process on your website a) Phone number b) Zoom c) AI Chatbot d) Email

7) Responding to all online reviews, good and bad, is an opportunity to showcase the benefits of working with your dealership for potential hirings? a) TRUE b) FALSE

10) Installing updates promptly is one of the worse ways to protect your system to keep it cybersecure? a) TRUE b) FALSE

The Washington State Independent Auto Dealers Association was created by Independent auto dealers for Independent auto dealers in the state of Washington since 1953.

DEALER HOTLINE*

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PROTECTION BY WSIADA’S ADVOCATE IN OLYMPIA

EXCLUSIVE LEGISLATIVE UPDATES

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CONTINUING EDUCATION SPECIFIC TO WASHINGTON STATE L AW

COMPLIANCE TRAINING

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DISCOUNTED EDUCATION-RELATED SEMINARS

CHAPTER PRESIDENT

CHAPTER SECRETARY

STATE TREASURER

STATE VICE PRESIDENT(S)

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INVOICE OPTION AVAILABLE**

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*RECENT DEALER ADVICE RESULTED IN $5,000 SAVINGS ON ONE DEALER TRANSACTION **CONTINUING EDUCATION FEES ARE EXCLUDED FROM INVOICING OPTION

THE FRONT ROW | WSIADA.COM MARCH 2022 | 19

AUCTION LISTINGS n ADESA SEATTLE adesa.com/seattle Tuesday: Consignment, 9:30AM Alternate Tuesday: Specialty, 8:30AM Thursday Night: InOp Sale, 4:45PM n ADESA PORTLAND adesa.com/portland Thursday: Consult website n BIDBUY DEALER AUCTIONS (844) 505-1555 bidbuydealer.com Weekly Thursday Auctions 8:00AM to 3:00PM and previews Tuesday and Wednesdays 12:00PM to 3:00PM n COPART copart.com Times vary: Consult website n CTM UNLIMITED ctmunlimitedauction.com See website for auction dates and times. n DAA NORTHWEST magauctions.com/daanw Weekly auctions: Thursdays, 9:00AM Monthly promotional event auctions: Wednesday, 2:00PM & Thursday, 9:00AM

n DAA NORTHWEST (CONTINUED) Monthly MotorSports auctions: Thursdays, 11:00AM (Lane 8) Monthly RV auctions: 11:00AM (Lane 8) Heavy Metal auctions, 8:30AM as scheduled (Lane 8) NOTE: MotorSports, RV and Heavy Metal auction For dates, visit: daanwmotorsports.com

n IAA - INSURANCE AUTO AUCTIONS SPOKANE iaai.com (509) 891-2388 See website for dates and times.

n DAA SEATTLE magauctions.com/daasea Friday: Dealer and Fleet/Lease, 9:00AM Alternate Friday: Heavy Metal,* 9:00AM (Lane 8) Monthly GSA Public Auctions, 1:00PM *Mechanically-challenged/cosmetically damaged/non-running inventory

n MANHEIM PORTLAND manheim.com/locations/PAA/events Tuesday: Open Sale, 9:00AM

n EHLI AUTO AUCTIONS ehliauctions.com Last weekend of every month n IAA - INSURANCE AUTO AUCTIONS SEATTLE iaai.com See website for dates and times.

n KAMAN kamanauctions.com Thursday, Noon

n MANHEIM SEATTLE manheim.com/locations/SSAA/events Monday: OVE Event Sales; Foothills Toyota Mobile Sale, 1:00PM in Burlington, WA Wednesday: General Sale Weekly, 9:00AM All sale dates and times are subject to change. Please verify with the Auction or manheim.com.

WSIADA TITLE WORKSHOP $125 MEMBER // $175 NON-MEMBER

This Workshop is designed to give dealers an in-depth understanding of the business practices, state/federal requirements, and forms needed to complete a transaction. This course offers 3 hours toward Continuing Education requirements and allows attendees to ask the instructor individual and dealership-specific questions. Any employee of a dealership may take this course. Continuing Education hours are issued to the dealership, not to individuals attending. The curriculum for this workshop includes, but is not limited to: • How to transfer a title properly in Washington State • Avoiding common dealer errors including how to detect and avoid fraud. • How to use e-Permitting, Contracted Plate Search, and other state systems accurately. • Proper procedures on processing Consignments, Trade-In’s and Private purchases. • Tips on how to avoid costly penalties with efficiency and organization skills.

FREE TITLE CLERK STAMP WITH REGISTRATION! ($40 VALUE)

You may register and pay online. You’ll receive an email confirmation after your registration is complete. Registration is available until 2:00PM the day before the class. In-person registrations on the day of the class are not accepted.

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WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION WSIADA.com 707 Auburn Way South Auburn, WA 98002

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22 | THE FRONT ROW | WSIADA.COM MARCH 2022