the Front Row - WSIADA - November / December 2020

The official publication of the Washington State Independent Auto Dealers Association

November|December 2020

Protect Your Dealership from Cyber Losses

Active Threat Preparedness Plan PLUS...

Handle Cash Transactions With Care!

magauctions.com

AUBURN, WA

SPOKANE, WA

Anniversary Sale and Fundraiser

Ford Closed Factory Sale November 12th – 9:00 AM

November 12th – 9:00 AM

RV Sale

Weekly Sales

November 5th – 11:00 AM

November 5th - 9:00 AM November 19th - 9:00 AM

Heavy Metal Sales

Thanksgiving Week Sale Wednesday November 25th – 9:00 AM

Holiday Sale

December 17th – 9:00 AM

Christmas Week

Ford Closed Factory Sale December 17th – 9:00 AM

RV Sale

No Sale

Weekly Sales

November 5th – 8:30 AM November 19th – 8:30 AM November 25th - 8:30 AM

December 3rd – 11:00 AM

December 3rd – 9:00 AM December 10th – 9:00 AM December 31st – 9:00 AM

Heavy Metal Sales

December 10th – 8:30 AM December 31st – 8:30 AM

Hawkfest Sale

Ford Closed Factory Sale

Weekly Sales

MAG Motorsports Sale

November 6th – 9:00 AM November 13th – 9:00 AM November 20th – 9:00 AM

Black Friday Sale

November 27th – 9:00 AM

November 4th – 12:30 PM

November 18th – 10:30 AM

GSA Sale

November 20th – 11:00 AM

Heavy Metal Sales

November 13th – 8:30 AM November 27th – 8:30 AM

Holiday Sale

New Year’s Week

Christmas Week Sale

MAG Motorsports Sale

Weekly Sales

GSA Sale

December 4th – 9:00 AM December 23rd – 11:00 AM December 11th – 9:00 AM December 18th – 9:00 AM

Ford Closed Factory Sale

December 2nd – 12:30 PM

No Sale

December 16th – 10:30 AM December 18th – 11:00 AM

Heavy Metal Sales

December 11th – 8:30 AM December 23rd – 8:30 AM

LAS VEGAS, NV

What Happens in Vegas...

Happens at DAA! Visit us online or in the lanes Wednesdays at 10:00 AM (PT)

Wednesdays at 1:00 PM (PT) Fresh inventory every week!

Download the EBlock app, or visit EBlock.com and login with your Edge Pipeline credentials.

253.737.2345

infonow@magauctions.com

NOVEMBER 4th, 11th, 18th, and 25th DECEMBER 2nd, 9th, 16th, and 23rd

Please check out magauctions.com for up-to-date sale information.

All information subject to change without notice.

November|December 2020

The official magazine of the

WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION 707 Auburn Way South | Auburn, WA 98002 T: 253-735-0267 | F: 253-804-0844 staff@wsiada.com | WSIADA.COM EXECUTIVE BOARD:

AJ Hamedian, Board President

Excellent Choice Auto Sales | ahamedian@yahoo.com

Wasim Azzam, Board Vice-President

All Right Auto Sales | joe@allrightautosales.com Vacancy – Board Secretary

Emil Scarsella, Board Treasurer

Town & Country Auto Sales | e.scarsella@hotmail.com CHAPTER PRESIDENTS:

George Henson – North Cascade Walker Motor Works | harvestvisions21@msn.com

Badie Darwazeh – North Sound Seattle Auto Haus | bd@seattleautohaus.com

Wasim Azzam – South Sound All Right Auto Sales | joe@allrightautosales.com

John (Buck) Tinsley – Vancouver Buck’s Family Auto Brokers | takeonpayment@gmail.com

Vacancy – Yakima Vacancy – Tri-Cities Vacancy – Spokane AT-LARGE BOARD:

J.T. Curry, Board President (Emeritus)

Motors Northwest | jtcurry@motorsnorthwest.com

Randy Fletcher, Board President (Emeritus) In-N-Out Auto Sales | inanoutwa@gmail.com

Ken Williamson, Board President (Emeritus)

John’s Auto Mart, LLC | johnsautomart@msn.com

Contents 2 | Events Calendar 5 | Executive Director’s Message 6 | Service Provider Directory 7 | Auction Listings 9 | Handle Cash Transactions With Care!

11 | Membership Updates 12 | WSIADA Membership Form

John Biddle, Board Member

13 | Insurance Corner: Cyber Losses

Andrew Drager, Board Member

16 | Auction Discount Cards Return!

Brooks Biddle | finance@brooksbiddle.com Drager’s International, Inc | andew_drager.mac.com WSIADA STAFF:

Todd C. Elliott, Executive Director Colette Eilers, Receivables/Payables Rick Olson, Education Manager Mila Froman, Membership Manager Vacant, Seattle Auction Store Manager Vacant, Spokane Store Manager PUBLISHER

17 | Special Resource: Active Threat Preparedness Plan 23 | Read & Respond: Continuing Ed Quiz 24 | Just For Fun

MEMBER:

Sygnifi Networks | SmartDealer@sygnifi.com ©Copyright 2020 WSIADA

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Title Workshop NOV 12 - Virtual Class DEC 10 - Virtual Class Chapter Meetings Spring 2021 TBD

Events Calendar

Education Fair (Tentative) East | JUL 2021 | Spokane West | AUG 2021 | Seattle

Holiday Closures NOV 26-27 - Thanksgiving DEC 24-25 - Christmas DEC 30 - Inventory JAN 01 - New Years

PROVEN TOUGH FOR THE PROFESSIONAL WE’VE BUILT OUR BRAND TO PROTECT YOURS Duralast auto parts are produced to the strictest standards by trusted manufacturers who utilize the highest quality materials, state-of-the-art processes, and well-designed, durable components. You can depend on Duralast

©2017 AutoZone, Inc. All rights reserved. AutoZone, AutoZone & Design and Duralast are registered marks of AutoZone IP LLC or one of its affiliates.

2 | the Front Row | wsiada.com | November/December 2020

Miranda knows...

We get it.

If you want to buy a car ask an automotive professional.

If you want to properly protect your dealership ask an insurance professional who understands your business.

We are car people.

We insure car people.

Its all we do.

Insurance & Bonds for: • Auto Dealers • Auto Service • Body Shops • Daily Auto Rental

To get started visit www.ShepQuote.com

It’s so easy • Ask Miranda • She knows

#askMiranda

Shepard & Shepard Insurance 855-396-0488 MEMBER - NIADA, OIADA, WSIADA, ISIADA, ASA Home office: Tri-Cities, WA the Front Row | wsiada.com | November/December 2020 |

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Instant Approvals 24/7 Availability Easy To Use

© 2018 Lobel Financial. All rights reserved.

Access Industry Leading Service Providers All On One Site!

253-839-2600 | www.lobelfinancial.com | Training ~ Support: 800-871-8051 4 | the Front Row | wsiada.com | November/December 2020

EXECUTIVE DIRECTOR’S MESSAGE

W

e are about to close out a very challenging year, to say the least. I am not sure that anyone will miss 2020!

When I review the content in this issue, it looks like we are paranoid or something. It just turned out that way.

We have three articles in this issue that will help you prepare against known and unwanted threats: Cyber-crime, money laundering and Active Threat Preparedness.

Many of you will be happy to learn that, for 2021 I killed the Auction App. We are going back to punch cards. We have some 2021 casualties as Copart and IAA will not be participating in the program. As I write this column, we are still awaiting word from several auctions. Cards will go out as early in 2021 as I can get them printed. Please be patient, you have until December 31, 2021 to use all the discounts.

We are working on a number of other program enhancements that I will be able to announce in the next magazine, a Special Edition we are planning for December.

As the Holiday Season approach, we at WSIADA wish you and your family a safe a Happy Thanksgiving. I will have another column out before Christmas, but I will wish you all a Merry Christmas twice this year, you deserve it for surviving COVID-19 restrictions.

Happy selling!

Todd C. Elliott, WSIADA

The Association is in a good position financially and I am happy to report that we will have our building paid off by the end of the year. It is a good building in a strategically decent location. Close to DAA Seattle, Manheim Seattle and ADESA Seattle.

Always nice to be debt free!

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The last two years, the WSIADA has had the auction discounts available in digital format (Smart Dealer/WSIADA app).

Based on feedback from our membership and the auctions, the program is going back on the drawing board for some re-works, allowing us to improve it so that both auctions and our members can utilize it better in the future.

The Auction Discount cards will be distributed beginning January 2021 To sign up today and become a member of the association*, go to our website www.wsiada.com/memberships/dealer-member or call today (253) 735-0267 *Disclaimer: This agreement is for one-year membership with WSIADA and may not be cancelled if dealership has used any of the membership benefits. If an outstanding balance by usage of Invoice/Billing benefit is accrued during the year and exceeds $500 or past due 90 days in total, all access to WSIADA services, including education related products, will be suspended until balance is paid in full.

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AUCTION LISTINGS

ASSOCIATE MEMBER UPDATES

For a current calendar view, visit WSIADA.com and select “Calendar” from the top navigation menu.

Adesa | adesa.com/seattle

Tuesday: Consignment 9:30AM Alternate Tuesday: Specialty 8:30AM Thursday Night: InOp Sale 4:45PM

Adesa | Portland adesa.com/portland

Nationwide Northwest LLC has a new Dealer Rep in Washington!

Tagen Jury (206) 259-0203 tjury@nationwideloans.com www.nac-loans.com

Thursday: Consult website

Copart | copart.com

Times vary: Consult website

CTM Unlimited

See website for auction dates and times: www. ctmunlimitedauction.com

DAA | Seattle | daanw.com

Nationwide is a sub-prime lending specialist, in business since 1954. Some of our competitive advantages are:

Friday: Dealer and Fleet/Lease 9:00AM Alternate Friday: Heavy Metal*

9:00AM (Lane 8) Monthly GSA Public Auctions:

1:00pm as scheduled” *Mechanically-challenged/cosmetically damaged/nonrunning inventory

• No limitations on year, make or model

DAA | Northwest | daanw.com

• Mileage up to 200,000, terms to 72 months • ITIN, Matricula and Mexican driver’s licenses accepted • Available through DealerTrack, RouteOne and Nationwide dealer portal

Weekly auctions: Thursdays at 9:00am; Monthly promotional event auctions:

Wednesday at 2pm &

Thursday at 9:00am Monthly MotorSports auctions:

Thursdays at 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 dates can be found at daanwmotorsports.com

Ehli Auto Auctions | ehliauctions.com

Welcome Our Newest Associate Member: EnviroStars

E

Last weekend of every month.

IAA - Insurance Auto Auctions Seattle iaai.com

nviroStars is a FREE Washington program that helps businesses go green and gives them a badge of recognition for their commitment to the environment. Dealerships like yours can access free tools, rebates, and direct assistance to reduce operating costs, attract customers, and improve workplace safety.

Many auto businesses even qualify for vouchers that save them hundreds or even thousands of dollars.

See website for dates and times

IAA - Insurance Auto Auctions Spokane

(509) 891-2388 See website for dates and times

Kaman | kamanauctions.com Thursday: Noon

Kaman | kamanauctions.com Thursday: Noon

Manheim | Seattle manheim.com/locations/SSAA/events

Monday: OVE Event Sales Tuesday: Alternate weeks Ford Factory

(Closed sale) - 10:00am;

Crossborder Mobile Sale - 1:00pm Wednesday: General Sale Weekly 9:00am All sale dates and times are subject to change.

Please verify with the Auction or manheim.com.

Manheim | Portland manheim.com/locations/PAA/events Tuesday: Open Sale: 9:00AM

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NIADA Selects Bob Voltmann as CEO New Leader Brings Extensive Trade Association Experience to Independent Dealers Group

Arlington, Texas (Oct. 28, 2020) Longtime trade association executive Robert Voltmann, CAE, has been named chief executive officer of the National Independent Automobile Dealers Association, effective immediately.

Voltmann was selected by the NIADA board of directors after a monthlong nationwide search to replace former NIADA CEO Steve Jordan, who resigned in August to pursue other opportunities.

“I am excited to become part of the NIADA family,” Voltmann said. “I look forward to working with the board, state associations and staff to make NIADA even more effective in helping members as they grow, manage and protect their businesses.”

Most recently, Voltmann served for 23 years as president and CEO of the Transportation Intermediaries Association, which represents the thirdparty logistics industry.

Under his leadership, TIA more than tripled its membership – it now represents nearly 80 percent of the market by value.

Financially, it grew from an association struggling with debt and a $721,000 annual budget to a thriving operation with a $7.3 million budget and substantial reserves.

Voltmann strengthened TIA’s presence in government affairs, helping establish the TIA Political Action Committee to improve its advocacy and lobbying efforts. He was also involved in creating the TIA Foundation, which provides association members with educational resources, and TIA Services, which provides insurance-like products for members.

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Before his tenure with TIA, Voltmann was director of policy for the National Industrial Transportation League. He also served in President George H.W. Bush’s administration at the Interstate Commerce Commission.

In all, Voltmann comes to NIADA with 30 years of Washington experience.

NIADA president Louis Tedeschi said the board decided to go with a candidate outside the used vehicle industry “because of his experience in developing a large trade organization.”

“Our association has grown immensely in the past several years, and the board felt we needed a fresh viewpoint to help us adapt to our growth,” Tedeschi said. “Bob will be focused on helping the board achieve our goals, such as improving our Dealer 20 Groups program, education and member benefits. I personally am excited to work with him on those projects.”

Voltmann expressed his goals in a message to NIADA’s membership of independent dealers.

“Together we will traverse the rapidly changing technology landscape, strengthen our state associations, expand education and build on NIADA’s successful advocacy program at both the federal and state levels,” he said.

“The great Wayne Gretzky said, ‘You have to skate to where the puck is going to be,’ and that’s what we will help NIADA members do to remain successful. I look forward to seeing you at meetings and at your stores.” #####

Cash Transactions: Handle With Care!

Failure to Report Cash Transactions Can Lead to Money-Laundering Charges

By Michael W. Dunagan, TIADA General Counsel Reprinted with permission from the Texas Independent Automobile Dealers Association.

•

In 2011 a Texas car dealer was convicted and sentenced to 188 months in federal prison for his role in a money-laundering scheme involving the sale and purchase of vehicles with large amounts of cash from alleged drug dealers and other criminals.

level, is that some customers don’t have bank accounts. Instead of receiving payment for vehicles through traditional banking instruments, many dealers receive payment in cash or cash equivalents (more on that later).

•

In 2017 a South Texas bank is assessed a $2 million civil money penalty for not adequately assessing potential money laundering violations.

Monitoring Money Laundering

•

•

In 2012 a Texas car lot is shut down by a task force involving federal, state, and local police making allegations of money laundering involving the sale of vehicles to a purported drug dealer for cash.

In 2014 two car dealers in Phoenix are charged by federal prosecutors of being involved in a moneylaundering scheme when they sold vehicles to undercover agents posing as drug dealers.

One of the realities of the car business, especially at the sub-prime

The legitimate use of cash by those who for whatever reason don’t have bank accounts has run into conflict with the federal government’s efforts to monitor criminal and terrorist activities by following money trails.

But unlike regular checks written on a bank account, cash or cash equivalents don’t leave paper trails that make it possible to trace the source of funds.

As a result of a government finding that drug dealers and smugglers used cash in their transactions and needed to “launder” the large amounts of cash through seemingly

legal activities, Congress enacted the Financial Crimes Enforcement Network (FinCEN). Included in the legislation is a requirement that anyone in a trade or business who receives certain large amounts of cash must report the fact to the Internal Revenue Service.

After the terrorist attacks of September 2001, Congress enacted the USA Patriot Act of 2001 that increased the scope of the cash reporting rules to help trace funds used to finance terrorism.

For one Dallas independent dealer, the seriousness of this law became a reality when local police, and state and federal agents “raided” his business, closed off access to the lot, and confiscated his computers and records, effectively shutting down his office and damaging his business for several days. The officers carrying out the raid, who were armed with a search warrant, refused to tell

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CONTINUED FROM PAGE 9

him why he was the subject of such drastic tactics.

Later, the dealer found out that a prior “sale” had been to an undercover officer who paid for a vehicle with over $10,000 cash. The police assumed that the dealer did not report the cash payment as required by FinCEN and would thus be liable for civil and criminal penalties. Thankfully, the dealer had in fact filed an IRS Form 8300.

The dealer’s property was returned without an apology by the obviously disappointed officers.

FinCEN provides that any person (person is defined as an individual, company, corporation, partnership or other business entity) in a trade or business who receives more than $10,000 in cash in a single transaction, or a series of related transactions, must fill out an IRS form 8300, reporting the identity of the person paying with cash, and send the form to the IRS. The form must be filed within 15 days of the receipt of the cash.

With regard to the acceptance of payments in coin or currency, reporting is required if: 1. the cash payment is a lump sum exceeding $10,000; or 2. installments or other payments of cash received within one year of the initial payment total $10,000.

Cash Equivalents In addition to currency, the rules also include in the definition of cash certain cash equivalents such as cashier’s checks, bank drafts, traveler’s checks, or money orders. These instruments often can’t be traced to the source of the funds they were purchased with.

The acceptance of one of these instruments in full or partial payment for a vehicle (other than as a regular payment on an installment contract) is reportable if: 1. the face amount of the instrument is $10,000 or less (if the face amount is more than $10,000 and was paid for by currency, the issuing institution was required to report that transaction); and

use personal property) purchased had a sales price of more than $10,000.

An exception to the reporting rules on cashier’s checks, bank drafts, traveler’s checks and money orders applies if the instrument is the obvious proceeds of a bank loan, or if one is given as a regular installment payment on a retail installment agreement or lease.

“Structuring” Transactions A report should also be filed if it appears that a purchaser is trying to avoid the reporting of a cash transaction by structuring payments that fall short of the $10,000 threshold. Banks are required to report to the IRS any transactions that involve an amount less than $10,000, if it appears the bank customer is intentionally keeping the deposit under $10,000 to avoid reporting.

Such transactions are referred to as “structuring.”

A former Speaker of the U.S. House of Representatives spent 13 months in federal prison after being found guilty of “structuring” bank transactions to circumvent federal cash reporting laws, even though none of the individual transactions exceeded the $10,000 threshold. The money was used to pay blackmail to keep certain criminal allegations quiet. It was found that withdrawals and deposits were purposely kept under the $10,000 triggering amount to avoid reporting requirements.

Form 8300s are to be mailed to the IRS at the address that appears on 2. a vehicle (or boat or other consumerthe form. Copies should be kept

10 | the Front Row | wsiada.com | November/December 2020

for five years. The rules require that written or electronic notices be sent to buyers informing them that the Form 8300 was filed. These notices should be sent before January 31 of the year following the year in which the Form 8300 was filed.

Dealers should be aware that banks are also reporting cash deposits to the IRS. This means that when a dealer deposits large amounts of cash, the IRS will probably be informed. One dealer in South Texas recently found that he had drawn the attention of the IRS because several of his deposits contained large amounts of cash, although each was under $10,000.

Congress obviously intended the law to be taken seriously. The simple inadvertent failure to file might lead to an audit and an assessment of penalties. But a finding of intentionally failing to file a form 8300 can include a fine of $250,000 ($500,000 for corporations) and/or five years in prison. Under no circumstances should an agreement be made with a buyer to not report applicable cash transactions.

Some dealer management software packages offer cumulative cash payment monitoring and Form 8300 printing. While the rules governing filing Form 8300 are complicated and confusing (like the IRS Code, FinCEN contains rules, exceptions to the rules, and exceptions to the exceptions), a good faith effort to comply should be made.

Form 8300 can be obtained from banks or can be downloaded, along with detailed instructions, from the IRS website. IRS Publication 1544, which provides a detailed explanation of the reporting requirements, including some specific references to car transactions, is available at the IRS site (www.irs.gov).

Michael W. Dunagan is General Counsel for our sister association, TIADA (Tennessee).

Membership Updates Here are your latest colleagues to renew their WSIADA membership ...and we welcome to our newest members, highlighted below in bold text.

A & A Auto Wreckers A-Jacks Auto Services & Towing All Pro Auto Sales All Right Auto Sales Archibald’S Armadillo Auto Sales AT Sales Attwood Auto Wholesale Aurora Classic Coaches Auto Destination Auto Outlet of Tacoma Home of The Car Guys Auto Shoppers Autoplex Motors Avila’S Auto Sales Basin Auto Sales Bidadoo Auctions Big Toe Auto Salvage Binford Metals Brigade Auto & Diesel Repair Bruce Kirkham’S Auto World Bryant Motors Buck’S Family Auto Brokers Burkett’S Auto Sales Calligan Transportation Services Car Chasers Carr Cars R Us Cats Exotics Cedardale Truck & Trailer Sales Chad Chambers Auto Sales Checkered Flag Motors Classic Imports Cliff’S Cycle Center Crosspointe Autoplex Curbside Motors.Com Dave Barcelon’S Truck Town Diesel Alliance Trucks Drive A Car

Excellent Choice Auto Sales Expo Auto Export Auto Sales, EZ Deals Auto Sales

Phil’S Auto Sales Premier Motorsports Pro Truck & Equipment

First National Fleet and Lease Friesen Motorsports Gene Pankey Motor Company Gray Motors Heaverlo NW High Mountain Horsepower Hopkins Automotive Ideal Auto Sales In-N-Out Auto Sales J & R Auto John’S Auto Mart Legend Auto Sales LKQ KC Truck Parts - Inland Empire Low Auto Sales Lux Auto Sales

R & R Body and Paint Randall’S Randy’S Auto Sales & Motorsports Reid & Johnson Motors Ron’S Auto Sales Shoreline Family Auto Care & Sales Simple Car Company South Tacoma Auto Sales Sport Motive Auto Sales Stingray Auto Brokers Sundance RV Center Tacoma Autos LLC The Other Guy’S Auto & Truck Center Town & Country Auto Sales Transition Auto True’S Auto Plaza Used LLC V.I.P. Traders Valley Truck and Equipment Vancouver Car Company Vaqueros Auto Sales

Maple Leaf Motors Maple Valley Auto Sales Memory Lane Motors Mission Motors Motors Northwest Mountain Loop Motorcars Northend Truck Equipment Northwest Recreational Liquidators Northwest Sales & Service

WA Auto Body Repair & Sale Washington Cars Washington State Motorcycle Sales West Coast Auto Dealers Western Auto Sales Wholesale Motors

Pacific City Auto Sales Pacific Coast Auto Center Paisanos Chevrolane Auto Sales Pasco Auto Wrecking Pascual Performance Autos Paul Christensen Motor Co.

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Service Provider Directory WSIADA Service Providers know our industry and understand what you need as a dealer. When you’re hiring professionals, support the ones that support your Washington Independent Auto Dealers Association (let them know you saw them listed as a WSIADA Service Provider).

Accounting & Tax Services

Benefits & Health Insurance

Finance and Insurance

RH2 | Rekdal Hopkins Howard

Washington Retail Association

Drive Dealer Solutions

Auctions

Bonds and Commercial Insurance

ACV Auctions

Farmers - Karen Dunn Insurance Agency

(425) 658-1400 rh2cpas.com Learn more on page 15

(800) 553-4070 acvauctions.com

Adesa Seattle

(253) 735-1600 adesa.com/Seattle

Adesa Portland

(503) 492-9200 adesa.com/Portland

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

CTM Unlimited Auctions (877) 396-5808 ctmunlimitedauction.com

MAG Auctions Spokane

(509) 244-4500 magauctions.com/daanw Learn more on the inside front cover

MAG Auctions Seattle

(253) 737-2200 magauctions.com/daasea Learn more on the inside front cover

Ehli Auctions

(253) 572-0990 ehliauctions.com

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

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

Kaman Auctions

(425) 640-5111 kamanauctions.com

(360) 943-9198 waretailservices.com

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

Shepard & Shepard Business Solutions (855) 396-0488 shepquote.com Learn more on page3

Custom Signs Sign Dog

(253) 445-6424 signdogs.com

Dealer Management Systems Carousel Software Dennis Demattia demattia@alcm.org (509) 926-8848 carouselsw.com

Northwest Dealer Financial Services (206) 718-7234 (Western WA) (509) 705-7597 (Eastern WA) nwdfs.com

The F&I Group

(360) 710-9545 info@thefandigroup.com

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

Lending Lobel Financial Corp.

(253) 839-2600 lobelfinancial.com Learn more on page 4

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

Frazer Computing

Reliable Credit Association

Skywerks

Parts & Service

(888) 963-5369 frazer.com info@frazer.com (206) 999-6699 skywerks.com

Digital Marketing

(253) 240-1818 ReliableCredit.com

AutoZone

(866) 727-5317 sc53@autozone.com Learn more on page 2

FusionZone Automotive (888) 863-5707 fzautomotive.com

Sygnifi Networks (833) 794-6434 sygnifi.com

321 Ignition

(888) 725-7637 321ignition.com

Manheim Seattle

(206) 762-1600 manheim.com Learn more on the inside back cover

Environmental Services

Yarbro Auctioneers

(877) 220-7827 envirostars.org

(509) 765-6869 yarbro.com

(425) 321-2825 drivedealersolutions.com

EnviroStars

12 | the Front Row | wsiada.com | November/December 2020

Dealers!

If you have suggestions or ideas for new Associate Memberships.

Contact Membership@ wsiada.com and we will follow up.

INSURANCE CORNER

Protecting Your Dealership from Cyber Losses Welcome to the 21st century crime wave

By Todd Shepard, Owner Shepard & Shephard Insurance

the global issues facing all of us.

Our dependence on this technology exposes all businesses to what is called a Cyber Attack.

Electronic theft of your assets

A cyber criminal simply transfers your funds using social engineering scams. A common scenario is ybercrime is one of the when the bank calls to let you know More than ever we send things most talked about subjects there has been suspicious activity, electronically rather than by mail. facing businesses today. most commonly a questionable Unfortunately, it is also one of the We bank online rather than in person. wire transfer, on your account. most misunderstood and avoided Data, including our customer’s The bank ‘rep’ (who is actually subjects. Lengthy articles full of personal data, is scanned and stored a cybercriminal) requires you to jargon and buzz words and hard electronically potentially making provide your log in and password to understand information can be these records available to anyone, so they can investigate the matter. confusing for many of us. Besides, anywhere, anytime.

The business owner or bookkeeper we are in the business of selling provides this information hoping Incidents of cybercrimes have cars and we don’t typically have to stop the problem immediately. sophisticated computer systems, how doubled in the last five years and, Once this information is provided the does this really impact our business? given our continued developments cybercriminal will initiate transfers and dependence on technology, it is When we talk about Cyber Risks, we from the account. When we hear not going away. are really talking about protecting of such a scam it is easy to judge the scenario and say “that wouldn’t yourself and your business from a Fortunately, insurance companies happen to me” however the surprise type of ‘Crime’. have created what is called a of hearing the account has been ‘Cyber Insurance Policy’ that Technology has increased hacked combined with the skills of provides insurance coverage for tremendously over the last couple the cybercriminal often catches us these types of attacks. decades, changing the way off guard. we shop, bank, or make travel Before we discuss cyber insurance From the bank’s point of view, if it arrangements. Things are simply let us look at a few cyber incident is determined negligence on part different now, especially considering scenarios. of the business allowed the criminal

C

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activity the bank is not obligated to cover your loss. To prevent such losses, you need to be aware of the changing techniques these cyber criminals are using. This is difficult enough for people who understand the changing technology, but what about the rest of us? Where do we even begin to look?

Extortion Extortion is the fastest growing area of cybercrime. The cybercriminal takes control of your digital assets, holding them for ransom. These criminals use what is called ransomware to take control of your files. You will not be able to access files, or worse, if you do access them the ransomware begins to destroy those files. Business owners have a choice, succumb to the extortion, and pay the ransom or see their business grind to a complete halt with systems and data destroyed requiring costly repairs, if that’s even possible!.

Theft of your data data is key to a cyber criminal’s success. Identity theft rings need as much data as they can get and are willing to pay handsomely for it. A cybercriminal will steal this data from your files with the intent to sell it. A simple list of names and addresses will sell for more than you may think.

Imagine the value attached to a dealer’s data which often includes social security numbers, driver’s license, copies of checks, credit applications, and auto registration information. Once this data has been breached your customers are now at risk and they are looking to you for reimbursement.

Business Reputation If an incident or breach occurs involving your customers you will need to inform them. Such an incident damages the reputation of the dealership, shaking confidence, and reduces the likelihood of a repeat customer. We all know it cost much less to prospect a repeat customer than to find a new one.

A cyber insurance policy can pick up the costs involved in responding to a cyber crime including IT security,

forensic specialist support, the cost of notifying individuals that have had their data stolen and providing legal support. Most importantly it can provide access to the right specialists and cover the costs related to these services.

Protecting data in todays world is difficult. Even if you are using a thirdparty cloud service or if you have invested in strong IT security controls, with changing technology you can never be 100% certain you will not be exposed.

A cyber policy can also cover the costs to repair and rebuild lost data and damages causes to computer systems in the event of a cyber incident and cover the costs to rebuild your reputation online.

Cyber Insurance is not typically part of your dealership garage policy and not all policies are available to dealer operations. A stand-alone cyber insurance policy will cover the gaps and exposures alongside your garage policy and some policies provide access to expert cyber claims handlers and a wide range of technical specialists.

Other valuable coverages include business interruption coverage caused by a cyber incident. Like business interruption coverage often found in a property policy, cyber insurance business interruption will help cover the costs necessary to rebuild your data and systems and additional labor needed as you work through the process.

Think your business is too small to suffer a cyber-attack? Think again.

A recent Verizon Data Breach Investigation report showed that 58% of all cyber-attacks involved small business. In fact, cybercrime is now so common it is no longer newsworthy when a small business is attacked, we only hear about the big ones!

With most bank lobbies closed due to current restrictions we are all forced to bank differently, using electronic transfers and ‘trusting the system’.

This exposure is greater than ever.

14 | the Front Row | wsiada.com | November/December 2020

As with any policy there is a cost associated to purchase cyber insurance although it is often quite affordable and certainly better than exposing your business to a loss of thousands if not hundreds of thousands in uncovered losses.

Contact your insurance agent and ask if he or she has access to a stand-alone Cyber Insurance Policy suitable for auto dealerships.

A regular contributor to the Front Row, Todd has worked hands-on in and with the automotive & RV industry for over three decades. visit shepquote.com or call (855) 396-0488.

Washington State Independent Auto Dealers Association

Dealer Membership Benefits Protect the interests of your dealership AND support the auto industry in Washington State!

ADVOCACY ❏

Dealer Advocate Line*

❏

Legal Support through WSIADA partner law firm

❏

Industry protection by WSIADA’s lobbyist

❏

Exclusive Legislative updates

EDUCATION ❏

Continuing Education & Sales Training

❏

Compliance Training

❏

Dealer Productivity Training

❏

Discounted attendance at annual WSIADA Education Fair East or West

SPECIAL FEATURES ❏

NIADA membership included

❏

Subscription to the Front Row magazine included

❏

Membership may be billed montlhy or annually**

❏

10% off Products available through WSIADA stores and wsiada.com

❏

One-stop shopping for everything you need to manage and promote your dealership, including marketing materials, signage, forms, stationery and much more.

❏

Custom Orders on marketing products you need at prices you can afford!

❏

$5000 in Auction Discounts at: DAA (NW and Seattle), Manheim (Seattle and Portland), Copart, Adesa (Seattle and Portland), IAA, CTM Unlimited, Copart, Kaman, and Ehli***

❏

Leadership opportunities

ADDITONAL BENEFITS ❏

Mac Ruddell Scholarship (Exclusive to dealer families!)

*Recent dealer advice resulted in $5000 saves on one dealer transaction. **Education related products not eligible for billing option. ***Auction cards have no actual cash value. Lost cards will not be replaced. Cards may be picked up during normal business hours from WSIADA main office, ADESA Seattle, DAA Seattle, DAA Northwest or Manheim Seattle.

20180813

Email membership@wsiada.com | Fax 253.804.0844 | Phone 253.735.0267 the Front Row | wsiada.com | November/December 2020 |

15

Washington State Independent Auto Dealers Association

Dealer Member Enrollment

YES! YES!

I know that it is important to be recognized as a professional in the automotive industry!

Enclosed are my annual dues to ensure that my business has all the advantages WSIADA/NIADA provides to put me at the forefront of my profession. By completing this form, I am consenting to and giving WSIADA/NIADA, their affiliates and/or subsidiaries, my permission to contact me at the methods I have provided on this form until/unless I revoke that permission in writing.

I hereby certify that (I am/we are) eligible for membership in WSIADA.

ENROLL: Member Name Business Name

Dealer No.

MEMBERSHIP CATEGORY:: Dealer Membership is [a] limited to any sole proprietorship, partnership or corporation which is engaged in buying and selling motor vehicles as a principal part of its business; and [b] member must hold a vehicle dealer’s license issued by the Washington State Department of Licensing.

$450 Annual Charge (payable by debit/credit card or company check)ß

Billing Address City

State

Business Phone

Mobile

Zip

County Fax

Email

See reverse side of form for some of the many benefits of WSIADA membership!

PAYMENT METHOD:

CHECK No._______________ (Checks are not accepted for monthly membership payments) VISA

MC

Discover

CARD NUMBER

NAME ON CARD

AMEX

EXPIRATION DATE

CARDHOLDER SIGNATURE

CCV

BILLING ZIP CODE

Disclaimer: This agreement is for one-year membership with WSIADA and may not be cancelled if dealership has used any of the membership benefits. If an outstanding balance by usage of Invoice/Billing benefit is accrued during the year and exceeds $500 or past due 90 days in total, all access to WSIADA services, including education related products, will be suspended until balance is paid in full.

DELIVER TO:

WSIADA 707 Auburn Way South Auburn, WA 98002

FAX 253-804-0844

16 | the Front Row | wsiada.com | November/December 2020

EMAIL(as an attachment) membership@wsiada.com

ENROLL ONLINE www.wsiada.com

SAFETY FIRST

Active Threat Preparedness Plan Helping you make your auction a safe place to work and conduct business by reducing the risk of accidents and, most recently, infectious disease, has been a top priority for the National Auto Auction Association.

Now we want to expand on those efforts and take safety to the next level: education and training for the “unthinkable” — workplace violence.

NAAA is providing this Active Threat Preparedness Guide to serve as a resource for developing a proactive plan that can assist your auction staff in recognizing and reacting to the potential of a violent situation. We encourage you to use this to instruct your employees on the recommended procedures for protecting themselves and others in the case of an active threat. We will be hosting and recording a webinar on the subject that will be available to aid our members in creating a secure environment at their auctions.

Purpose and Objectives

DISCLAIMER

A priority of the National Auto Auction Association is to assist member auctions in providing a safe workplace for employees, customers, and guests. The Active Threat Preparedness Plan will assist auction members with a training guide to educate staff in preparing for potential risks in the workplace.

Active Threat training is to provide staff education and planning for: • The events leading up to and during an active threat (what to look for) • How to react during an active threat/shooting • Communication of any suspicious or unusual activity The goal is to Be Alert, Not Alarmed Reprinted from the Sept. 2020 issue of NAAA On the Block Magazine.

6 | NAAA ON THE BLOCK | SEPTEMBER 2020

This Active Threat Preparedness Plan (the Plan) is a collaborative effort of the members of the National Auto Auction Association (NAAA). The NAAA thanks them for their extensive work on the Plan and for their willingness to share it with all of NAAA’s members.

The Plan is to assist you and your employees plan for, recognize and react to events leading up to and during an active threat. The information provided in these materials may help save lives if an active threat occurs in the workspace. Appropriate education of your workforce and planning (including actual practice role-playing) can help you and your staff comprehend what they should look for and the alternative options for response in an active threat event.

The Plan is provided to you for general information purposes and not intended to be taken as legal advice on any particular matter. Any opinions and legal positions asserted in the Plan are those of the authors and do not necessarily reflect the opinions of NAAA or its counsel. Because unique circumstances may prompt an active threat, do not act or refrain from acting solely on the contents of this Plan, but consult with professionals and law enforcement in your area to enhance you and your employees’ readiness to respond to such emergency circumstances.

For additional information, please consult the Department of Homeland Security active shooter preparedness page https://www.cisa.gov/ active-shooter-preparedness. Local law enforcement in your area also may provide readiness training on location.

(Continued on page 7) www.naaa.com

the Front Row | wsiada.com | November/December 2020 |

17

SAFETY FIRST

Active Threat Preparedness Plan

(Continued)

What is an Active Threat?

The Department of Homeland Security (DHS) defines an Active Threat or Shooter as an individual actively engaged in killing or attempting to kill people in a confined space or other populated areas. Active shooter incidents are often unpredictable and evolve quickly. In the midst of the chaos, anyone can play an integral role in mitigating the impacts of an active shooter incident.

• In most cases, offenders use firearms, and there is no pattern or method to their selection of victims • An active threat/shooter could be anyone, from a stranger to a current or former employee • If you see something peculiar or out of the ordinary, SAY SOMETHING • Being aware of behavioral or attitude changes could prevent an attack

Active Threat Prevention — SEE SOMETHING, SAY SOMETHING Increase your situational awareness • Alert your Human Resources or Security Department if you see something alarming or out of the ordinary for your work environment.

• Report a person without proper identification on your business premise.

• Be alert for someone on-premises that looks out of place: – A person who is not wearing a required safety vest – Someone who is acting suspiciously and/or wandering around the premises – An unauthorized person or someone you don’t recognize www.naaa.com

18 | the Front Row | wsiada.com | November/December 2020

• Take notice of unattended or dropped-off packages or bags in common areas (e.g., lobby, bathrooms, elevators, etc.)

• Be aware of the presence of a firearm or other weapon on an individual

Remember to trust your instincts– if it doesn’t feel right, report it!

(Continued on page 8) SEPTEMBER 2020 | NAAA ON THE BLOCK |

7

SAFETY FIRST

Active Threat Preparedness Plan

(Continued)

Active Threat Prevention

Recognizing Potential Workplace Violence An active threat could be a current or former employee or an acquaintance of a current or former employee. It’s important to stay vigilant and report characteristics of potentially violent behavior to Human Resources or your Security Department.

Potentially violent behaviors may include one or more of the following: (this list is not comprehensive, nor is it intended as a mechanism for diagnosing violent tendencies) • Increased use of alcohol and/or illegal drugs • Unexplained increase in absenteeism; vague physical complaints • Noticeable decrease in attention to appearance and hygiene • Depression and/or withdrawal • Resistance and overreaction to changes in policy and procedures • Repeated violations or resistance of company policies • Increased severe mood swings • Noticeably unstable, emotional responses

Awareness RUN HIDE FIGHT In any active threat consider all options: Run, Hide, or Fight Awareness is the key component in making that decision and preparing yourself for an incident.

8

| NAAA ON THE BLOCK | SEPTEMBER 2020

• Explosive outbursts of anger or rage without provocation • Suicidal; comments about “putting things in order.”

• Behavior that is suspect of paranoia, (“everybody is against me”) • Increasingly talks of problems at home • Escalation of domestic issues into the workplace; discussion of severe financial problems • Talk of previous incidents of violence • Empathy with individuals committing violence • Increase in unsolicited comments about firearms, other dangerous weapons, and violent crimes

Knowledge points and questions to prepare you: • • • • •

Be knowledgeable of your nearest exits and where they lead Can you get out of the building or lot from where you’re located?

Do you know more than one exit and their locations?

Are you near a safe hiding place that is out of harm’s way?

Can you hear in your surroundings?

– Keep headphones at a low volume so you can hear unusual noises around you • What’s going on around you?

– Use your senses to stay alert and aware of your area • You must quickly determine the most reasonable way to protect your own life (Continued on page 9) www.naaa.com the Front Row | wsiada.com | November/December 2020 |

19

SAFETY FIRST

Active Threat Preparedness Plan

RUN

(Continued)

HIDE FIGHT

RUN should always be your first option if the opportunity exists. If there is

an accessible escape path, attempt to evacuate the premises.

Be sure to: • Have an escape route and plan in mind—know the fastest way out • Leave your belongings behind • Evacuate the area regardless of whether others agree to follow • Get as far away as possible • Help others escape, if possible—but don’t stop to convince them • Prevent individuals from entering an area where the active shooter may be

RUN

HIDE

• Keep your hands visible, arms raised and fingers spread • Follow the instructions of any police officers • Do not attempt to move wounded people • Don’t stop running until you feel safe—THEN call 911 • Scatter apart from others, rather than congregate • Don’t be an easy target

FIGHT

HIDE if evacuation is not possible. Find a place to hide where the active shooter is less likely to find you and barricade entry points. Hiding should only be temporary until it is safe to run. Always be prepared to evacuate when safe to do so. (Traditional lockdown taught in schools was not meant for active shootings and should NOT be the first choice during a drill or an actual event.)

Your hiding place should: – Be out of the active shooter’s view – Provide protection if shots are fired in your direction (e.g., an office with a closed and locked door) – Not trap you or restrict your options for movement

If the active shooter is nearby: – Lock the door – Silence your cell phone and or pager – Turn off any source of noise (e.g., radios, TVs) – Remain quiet

To prevent an active shooter from entering your hiding place: – Lock the door or put a wedge under the door (you can use an open stapler and slide it under the door) – Blockade the door with heavy furniture – Secure the door handle with rope or a cable from a computer, mouse or charger

If evacuation and hiding are not possible: – Remain calm – Dial 911 if possible to alert police to active shooter’s location – If you cannot speak, leave the line open and allow the dispatcher to listen

www.naaa.com

20

| the Front Row | wsiada.com | May/June 2019

(Continued on page 10) SEPTEMBER 2020 | NAAA ON THE BLOCK |

9

SAFETY FIRST

Active Threat Preparedness Plan

RUN HIDE

(Continued)

FIGHT FIGHT as a LAST RESORT and only when your life is in imminent danger, attempt to disarm or injure the attacker.

Vulnerable Points of Contact

• Act as aggressively as possible against him/her • Commit to your actions—use whatever means necessary to save your life • Yell at the attacker to startle him/her • Throw objects to distract or knock the attacker unconscious • Common items that can be used on the attacker: – Chair, stapler, water bottle, fire extinguisher, tape dispenser, tools, etc.

• The image on the right shows the most effective body parts to hit • If you can run, run as fast and as far as you can • Once you are safe, call 911

How to Respond When Law Enforcement Arrives Law enforcement’s purpose is to stop the active shooter as soon as possible. Officers will proceed directly to the area where shots were last heard.

• Officers usually arrive in teams of four (4) • Officers may wear regular patrol uniforms or external bulletproof vests, Kevlar helmets, and other tactical equipment • Officers may come armed with rifles, shotguns, and handguns • Officers may use pepper spray or tear gas to control the situation • Officers may shout commands and may push individuals to the ground for their safety (Continued on page 11)

10

| NAAA ON THE BLOCK | SEPTEMBER 2020

www.naaa.com the Front Row | wsiada.com | November/December 2020 |

21

SAFETY FIRST

Active Threat Preparedness Plan

(Continued)

How to React When Law Enforcement Arrives • Remain calm, and follow officers’ instructions • Put down any items in your hands (e.g., bags, jackets, etc.)

• Immediately raise hands and spread fingers • Keep hands visible at all times • Avoid making quick movements toward officers such as holding on to them for safety • Avoid pointing, screaming and or yelling • Do not stop to ask officers for help or direction when evacuating, proceed in the direction from which officers are entering the premises

Information to Provide to Law Enforcement or 911 Operator Once you can call 911 or emergency services, dispatch will ask you to provide them with more details regarding the attack and perpetrator.

• Location of the active shooter(s) • Number of shooters, if more than one • Physical description of shooter(s) • Number of and type of weapons held by the shooter(s) • Number of potential victims at the location The first officers to arrive at the scene will not stop to help injured persons.

Expect rescue teams comprised of additional officers and emergency medical personnel to follow the initial officers. These rescue teams will treat and remove any injured persons. They may also call upon non-disabled individuals to assist in removing the wounded from the premises.

Once you have reached a safe location or an assembly point, you will likely be held in that area by law enforcement until the situation is under control, and all witnesses have been identified and questioned.

Do not leave until law enforcement authorities have instructed you to do so. www.naaa.com

22 | the Front Row | wsiada.com | November/December 2020

Active shooter situations are unpredictable and evolve quickly. Typically, the immediate deployment of law enforcement is required to stop the shooting and mitigate harm to victims.

Because active shooter situations are often over within 10 to 15 minutes, before law enforcement arrives on the scene, individuals must prepare both mentally and physically to deal with an active shooter situation.

RESOURCES Contact your local law enforcement agency to assist with training exercises specific to your location.

Department of Homeland Security Active Shooter Preparedness – cisa.gov/active-shooterpreparedness Run, Hide, Fight – Surviving an Active Shooter Event – youtube.com/watch?v= 5VcSwejU2D0 Questions: Contact NAAA Headquarters at 301-696-0400 or naaa@naaa.com

SEPTEMBER 2020 | NAAA ON THE BLOCK |

11

READ AND RESPOND | November/December 2020 T

he WSIADA Read and Respond quiz allows the reader to earn 1 hour of continuing education credit toward the dealership’s required annual renewal. Payment options are available for members of the association and nonmembers 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.

DEALERSHIP NAME CHECK:

DEALER#

I HAVE READ AND UNDERSTAND THE DISCLAIMER ABOVE.

Send your completed quiz to WSIADA...

MAIL: 707 Auburn Way South; Auburn, WA 98002 FAX: 253-804-0844 EMAIL: education@wsiada.com

QUIZ TAKER’S NAME

POSITION

EMAIL

SIGNATURE

DATE

BUSINESS PHONE

CIRCLE THE CORRECT ANSWER. 1. In September 2001, Congress enacted this to increase the scope of cash reporting rules to help trace funds used to finance terrorism a. Victims of Terrorism Tax Relief Act b. Small Business Liability Relief Act c. USA Patriot Act of 2001 d. Homeland Security Act 2. Some dealer Management software packages offer cumulative cash payment monitoring and Form 8300 printing. a. TRUE b. FALSE 3. When a cybercriminal takes control of your digital assets, holding them for ransom. This is called? a. Robbery b. Extortion c. Ransomware d. Business

4. FINCEN states that these are exemptions to reporting rules. a. Money Orders b. Traveler’s Checks c. Bank Drafts d. Cashier Checks e. All of the above f. None of the above 5. Of the options in responding to an active threat situation. Which is of these are considered the “Last Resort”? a. Run b. Hide c. Fight d. Engage 6. Banks report large cash deposits to the IRS in addition to Dealerships a. TRUE b. FALSE 7. When law enforcement arrives during an active threat situation, it is always best to remain calm and what else? a. Put down any items in your hand b. Keep hands visible at all times c. Avoid pointing, screaming or yelling d. Do not stop officers for help e. All of the above f. None of the above

FAX

8. This insurance policy can pick up the costs involved in responding to a cyber crime including IT security, forensic specialist support, the cost of notifying individuals that have had their data stolen and providing legal support a. Garagekeeper Liability Insurance b. Surety Bond c. Business Insurance d. Cyber Liability Insurance 9. Having an Active Threat Preparedness Plan in the workplace can ensure the safety of staff and customers. a. TRUE b. FALSE 10. When a bank calls to let you know about suspicious activity or questionable wire transfer and requests your security passwords, this is considered what type of cyber crime? a. Unusual b. Common c. Impractical d. All of the above e. None of the above

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. the Front Row | wsiada.com | November/December 2020 |

23

(425) 658-1400 www.RH2Cpas.com

WSIADA Retail Store Is Open!

The WSIADA retail store in Auburn reopened to the public on June 15, 2020 following the mandatory requirements for King County in the phase plan.

Our auction booth locations will remain closed until the auctions are able to reopen their facilities to live auctions.

24 | the Front Row | wsiada.com | November/December 2020

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

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For More Information Contact: WASHINGTON STATE INDEPENDENT AUTO DEALERS ASSOCIATION 707 Auburn Way South | Auburn, WA 98002 Phone 253-735-0267 | Fax 253-804-0844 staff@wsiada.com | WSIADA.COM

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