auto dealer art car buyer of listening
auto dealer INDEPENDENT Georgia Independent Automobile Dealers Association May | June 2014 artof listening to the car buyer the 1 in 5 Americans Would Let Computers do the Driving, p. 21 Customers Becoming Less Interested in Test Drives, p. 31 4 Ways to Effectively Listen to Your Customers p. 36 You are What the Internet Says You Are Your customers make their decisions based on what they read, p. 19 ‘Wholetailing’ Emerges in Changing Used Market, Direct-to-retail-customer sales from the auction lanes, p. 22 REGISTER TODAY CONVENTION & TRADE EXPO SAVANNAH, HYATT REGENCY JULY 24-27, 2014 It’s work and play at its best! Thursday, July 24: VIP GOLF TOURNAMENT Savannah Harbor Course Friday, July 25: TOP NOTCH INDUSTRY TRAINING Nationally Known Speakers Thursday, July 24: RIVER BOAT CRUISE WITH DINNER Aboard the Savannah River Queen Friday, July 25: DYNAMIC TRADE EXPO Over 60 exhibitors SE GE A EP 7 & 6 GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION INDEPENDENT auto dealer MAY | JUNE 2014 2 | Join Us in Savannah for an Amazing Event President’s Message 13 | Online Versus Offline Auctions: It’s Not an Either-Or Question 22 | ‘Wholetailing’ Emerges in Changing Used Market 4 | HB-729 Vetoed by Governor Executive Director’s Message 15 | Guess what? Customers Care About Maintenance 25 | Internet Threatens Art of Selling 6-7 | 2014 Convention Highlights 16 | 2014 NIADA Convention 31 | Customers Becoming Less Interested in Test Drives 8 | 5 Reasons Women Buy from Their Car Sales Advisor 17 | Claude Rainwater, A Douglas County Icon 32 | Manage Your Inventory Efficiently in the Summer 10 | Compliance Tip: CFPB Civil Investigative Demands 19 | You are What the Internet Says you Are 36 | 4 Ways to Effectively Listen to Your Customers 12 | Most Popular Used Cars, Brands with Strongest Growth 21 | Driverless Cars Study: 1 in 5 Americans Would Let Computers do the Driving 43 | Service Provider Directory BOARD OF DIRECTORS The magazine of the GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION WWW.GIADA.ORG 6903-A Oak Ridge Commerce Way Austell, Georgia 30168 T | 800-472-8101 or 770-745-9650 F | 770-745-9655 EXECUTIVE DIRECTOR | EDITOR Paul R. John MAGAZINE COORDINATOR & AD SALES Professional Mojo | info@professionalmojo.com PRODUCTION EDITOR | COPY WRITING Professional Mojo | info@professionalmojo.com DEALER SERVICES AND VENDOR RELATIONS Amy Bennett OFFICE MANAGER Susan Strickland For more information about the GIADA, topics addressed in this issue, or for additional copies please contact GIADA, (800) 472-8101. Copyright 2014 Chairman of the Board Sean Lodhi • City Auto Brokers Marietta, GA • 770-739-8790 Second Vice President-at-Large Glen Reeves • Reeves Insurance Associates Douglasville, GA • 770-949-0025 President Billy Graham • Graham Auto Sales, Inc. Loganville, GA • 770-554-0300 Third Vice President-at-Large Sandra Gesham • Auto Finance Forest Park, GA • 404-366-7550 President Elect Larry Lewallen • Rainwater Motor Company Douglasville, GA • 770–942-8275 Fourth Vice President-at-Large Guy Padgett • Sterling Credit Aiken, SC • 706-830-3045 First Vice President Robert Culver • AutoSmith of Georgia, Inc. Riverdale, GA • 678-284-5338 Treasurer Lee Cavender • Cavender Auto Sales Gainesville, GA • 770–297-8700 Second Vice President Jennifer Knights • M&M Motors Hinesville, GA • 912-877-7462 Secretary Dan Stryzinski • Members Auto Choice Buford, GA • 678-765-8203 Third Vice President Bart Barton • Barton Used Cars Newnan, GA • 770-527-5804 Auxiliary President Sharon Padgett • 706–339-9320 Vice President Venetia Lewallen • 770–377-1398 Secretary Renae Barton • 770-527-1571 Treasurer Jill Mosley • 770–345-1399 Sr. Vice President-at-Large Joe Addison • Joe Addison Motors, Inc. Savannah, GA • 912-234-5306 First Vice President-at-Large Dennis Pope • Peoples Financial Mableton Austell, GA • 770-948-6110 GIADA Independent Auto Dealer May/June 2014 | 1 ON THE MARK Join us in Savannah for an Amazing Event On behalf of the GIADA, I want to take this opportunity to invite every dealer, spouse/ significant other and family to join us at our annual convention, beginning July 24th, in beautiful historic Savannah. There will be a kids club from 5:30pm till 9:00pm daily and a VIP golf tournament on the 24th. Thursday evening all are invited to a riverboat cruise dinner (included in your convention registration)! There will also be a hospitality room open every evening, giving a great opportunity to meet with vendors and dealers to forge new partnerships. Plan on attending the wonderful workshops, as well, including advanced social media tactics, mobile marketing, buy here pay here workshops, and compliance issues among others. There is a huge trade expo on Friday evening, with over 60 vendors addressing every facet of our business! In addition, on Saturday afternoon, you will have free time to do as you please and enjoy the local attractions. Saturday evening concludes with a President’s cocktail reception and a grand banquet to present annual awards and swear in our new slate of officers. We need more dealers involved in our association, and the convention is a great time to get to know your fellow dealers, many of your service providers, and the officers that run YOUR Association - all in a relaxed environment. I know it is difficult to take time away from your business - we all have our own business to run - but Savannah is a great place to visit and the GIADA is a great association in which to become involved! See you there. Billy Graham GIADA PRESIDENT Billy Graham Graham Auto Sales, Inc. 2 | GIADA Independent Auto Dealer May/Jun 2014 Se e pa ge s 6 & 7! GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION 800-472-8101 www.giada.org GIADA is a not-for-profit industry trade association that has been the voice of Georgia’s independent auto dealers since 1955. GIADA is committed to representing, educating, and informing Georgia’s most successful independent motor vehicle dealers. Dealers turn to GIADA to provide them solutions and answers to business related questions and consumer related questions. At present, there are approximately 2,375 GIADA members, 2,150 licensed auto dealers and 225 companies who offer products and services to Georgia Auto Dealers. Our primary purpose is to identify and address the legal and legislative issues that confront the used car industry in Georgia. But we do much more. Through GIADA’s impressive network of a wide variety of companies who support our industry, our members enjoy pre-negotiated discounts on products and services they need to be successful in the car business. We encourage you to check out the GIADA Dealer Service Provider Directory. These services include, but are not limited to auto auctions, insurance companies, legal advice, and advertising. All members receive two coupon books containing about $38,000 in real discounts. GIADA also maintains a large inventory of legal forms dealers need to conduct business. Members receive a 30% discount on all forms. Members also enjoy discounted rates on all GIADA training programs, or sometimes can attend for free. OFF-LEASE CARS FIRST CHANCE IN OPEN SALE Every day from: Acura Remarketing Audi Financial Services Ford Credit GM Financial Honda Remarketing Hyundai Motor Finance Kia Motors Finance Southeast Toyota Finance Volkswagen Credit N E P O E SAL K LOC B R E L EA ON D COME WEL ALERS ALL DE ADESA offers more one-owner off-lease cars than anyone else. © 2014 ADESA, INC. Visit ADESA.com/off-lease/state to find inventory today. THE PULSE OF GIADA HB-729 Vetoed by Governor HB 729: Georgia’s existing Title Ad Valorem Tax law (“TAVT”), enacted March 1, 2013, eliminated the “birthday tax” and substituted it with a one-time payment upon the transfer of the vehicle title. I support the main effort of this bill, which sought to ensure there was no gaming of the vehicle trade-in valuations during the purchase and trade-in of a used car. However, the inclusion of the language regarding a lease finance company being eligible for a trade-in reduction at the end of a leased term significantly changes the trade-in definition. Current law states that local governments must receive a base amount and the first recalibration of the disbursements is Jan. 1, 2016. The first recalibration of the state target collection is July 1, 2015, which will determine if the tax rate requires a change. The negative effects of the lease provision on the state and local collections would be addressed in both recalibrations. I am vetoing this legislation because I believe it is too soon to implement a law that adversely affects revenue, thus, leaving the state of Georgia TAVT taxpayers in a more unstable position as the split between the state and local governments share of this revenue. Accordingly, I VETO HB 729. -Governor Deal I guess you just never know about politics, or how things will turn out in the end. We thought that HB-729 was a good Bill and frankly I am very surprised that Governor Deal vetoed it. But, that’s the way it works and he has the right to veto any bill. Hopefully, during the next legislative session the leadership at the Capital will re-visit the components of this Bill and get it passed, or some version of it. Check out the GIADA Convention – July 24-28, 2014. If you are reading this article and have yet to review the details of our convention dealer-training program on July 25th in Savannah you should really take a look at the line up of speakers we have arranged. You will not want to miss this training opportunity. Quality dealer training is hard to come by these days unless you can travel to Las Vegas to attend NABD, Leedom, or NIADA’s conference. Seriously, take a good look at our trainers and the content of the sessions on Friday, July 25 at the Hyatt Regency River Front and make plans to attend. It only costs $125 and this includes breakfast, lunch and dinner. Attend our Dealer Power Lunch with the Finance Companies and you will have the time to meet different finance sources all in one convenient location in a relaxed atmosphere. And on Friday night, you’ll have the chance to visit with 50+ exhibitors eager to show you their finest and newest products and services. GIADA membership hits a new high! For the first time in the 58 years, GIADA membership exceeds 2,600 members. GIADA has been the largest independent dealer association as far as membership participation for years. GIADA membership is popular with dealers for a reason. Dealers realized that the GIADA is there for them. Our phones never stop ringing. New dealers and seasoned dealers alike know that when they turn to GIADA for help, they always get answers, not “lip service.” GIADA has a large network of reputable service providers; many who offer discounted rates for their services to GIADA members. Have integrity in the way you conduct your business. We encourage all of our members to conduct their business with integrity. Don’t sell bad cars. Handle customer complaints immediately, and treat your customers just like you would want to be treated. Make darn sure that you handle all title applications and TAVT payments in a timely manor. Don’t charge high DOC fees, but if you do charge DOC fees make sure that your DOC fees are always included in your website pricing as well as any other advertising that you do. Don’t be deceptive or sneaky. Take pride in your reputation and build a solid book of business with all of your customers. Repeat and referral business is always part of a successful dealership or any business for that matter. Create relationships with your customers. Don’t be afraid to contact them to make sure they still love their newly acquired used vehicle. See you in Savannah in July! Paul John GIADA EXECUTIVE DIRECTOR Paul John 4 | GIADA Independent Auto Dealer May/Jun 2014 GIADA Independent Auto Dealer May/June 2014 | 5 2014 GIADA CONVENTION & TRADE EXPO ...the biggest, most successful, most talked about automobile trade expo in the south! CHOICE TRAINING We’ve designed this year’s dealer training with several goals in mind • Make you more money • To expand your market share • To outsell your goals • To get you thinking outside the box Education is the core of this convention with session topics covering compliance, management, collections, technology, sales and more. GOLF TOURNAMENT Thursday, July 24 • 8:00AM Bring your entire team out for our VIP golf tournament with lots of cash prizes for the winners, to be held at the incredible Club at Savannah Harbor Course. TRAINING HIGHLIGHTS 9a | Dealership Analysis Workshop Discover how you can realize more net profit by making simple adjustments in your daily operations. In this extraordinary session, you will spend three hours with an expert national dealer trainer in the automobile industry who will show you what you are missing from management techniques to sales and marketing. 11a | Maximizing Social Media Wondering what you should be doing to market your business or to figure out how much you should be investing in social media? Bring your plan with you, or the lack thereof, for a gritty lesson in social media basics and walk away with a strategy to turn technology into sales! 6 | GIADA Independent Auto Dealer May/Jun 2014 FREE RIVER BOAT DINNER CRUISE TASTE SAVANNAH TRADE EXPO BOOK FOR THE WHOLE FAMILY Thursday, July 24 • 6:00PM On Thursday night we have booked exclusive passage for everyone aboard the Savannah River Queen and includes dinner. Exhibitors, Sponsors, Vendors and Dealers are invited! Friday, July 25th The exhibit area will highlight nearly 60 exhibitors featuring novel opportunities with the latest products and technology you need to in order to chart a course for continued success. Savannah is the oldest city in the U.S. state of Georgia. Check out the fun: • Savannah Riverfront • Oglethorpe Trolley Tours • Ghosts of Savannah • Old Town Trolley • Savannah Tours on Foot • Telfair Museums It’s education and networking for you and a great family vacation for them. GIADA has arranged a discounted rate of $159/night at the Hyatt Regency. Visit www.giada.org/2014-convention to register or call 912-238-1234 for Wednesday through Sunday reservations. 12p | Lunch with Finance Cos. Meet in a relaxed environment with over 20 finance companies offering products including floor planning, credit lines, BHPH line of credit, subprime lenders, prime lenders, income streams, and direct and indirect lenders. 2:45p | Buy-Here, Pay-Here Workshop Come see what it takes to get in this lucrative business. Experienced BHPH dealers will learn how to analyze their business model, identify areas that need improvement and take home solid proven ideas that will improve your bottom line. 1:30p | National Legislative Review Discover innovative ways NIADA continues to represent independent automobile dealers in Washington DC. Steve will discuss facts about the FTC, CFPB and automobile advertising, and what NIADA is doing to help our dealers. 3:45p | Consumer Decision Journey By the time car shoppers show up at your dealership, they’ve traveled through a series of offline and online experiences, and even taken a few detours. Find out what that road trip looks like and what to become a destination. 2p | Navigating Mobile Marketing Consumers are relying on their mobile devices more than ever before to inform buying decisions and car purchases are no different. Learn to better understand new mobile shopping behaviors and what they mean for your digital marketing. 4:30p | Georgia Legislative Review Our GIADA Lobbyist will review legislative issues past, present and future and explain how the legislative process benefits us all. Leave with a completion certificate, an exclusive GIADA legislative pin and custom legislation hat. RE GIS Charting the course for Continued Success Exclusive Training • Family Fun • Critical Networking TE RT OD AY ! SCHEDULE OF EVENTS THURSDAY, JULY 24 9:00a - 7:00p GIADA Registration Open 8:00a - 9:00a VIP Golf Tournament Registration 9:00a VIP Golf Tournament Tee Time 6:00p - 7:00p VIP Golf Tournament Awards, presented on cruise 6:00p - 9:00p FREE! Riverboat Dinner Cruise | Dealers, exhibitors & sponsors 5:30p - 9:00p GIADA Kids Club 9:00p - 11:00p GIADA Hospitality Suite FRIDAY, JULY 25 9:00a - 7:00p Registration Open 8:00a - 9:00a Continental Breakfast for Dealers 9:00a - 11:00a Dealership Analysis Workshop with Joe Lascota, NIADA 10:00a - 2:00p Exhibitor Set-Up 11:00a - 12:00p Maximizing Social Media for Auto Dealers Workshop by Lee Brogden Culberson, Partner, Professional Mojo 12:00p - 1:30p Lunch with 20+ Finance Companies 2:00p - 9:00p Silent Auction 1:30p - 2:00p National—Be prepared for NEW federal compliance! by Steve Jordan, Executive VP NIADA 2:00p - 2:45p Navigating Mobile Marketing: A Dealer's Guide to Winning Mobile Shoppers by Jack Simmons, Dealer Training Manager, Cars.com 2:45p - 3:45p Buy-Here, Pay-Here Workshop by Chuck Bononno, Executive Vice President, Leedom and Associates, LLC 3:45p - 4:30p The Consumer Decision Journey: How to Put Your Dealership on the Map by Howard Polirer, Director of Industry Education, AutoTrader.com 4:30p - 5:00p Georgia Legislative Procedures, Reviews and Updates—What has GIADA done to help you? by Mo Thrash, GIADA Lobbyist 5:00p - 8:00p Trade Expo and Dinner Open To All 5:00p - 9:00p Kids Club 7:30p - 9:00p Exhibitor Breakdown 8:00p GIADA Hospitality Suite Opens SATURDAY, JULY 26 8:00a - 10:00a Buffet Breakfast 11:00a - 12:00p Auxiliary Meeting 9:00a - 10:30a Executive Committee Meeting 10:45a - 11:45a Board of Directors Meeting 12:00p Lunch on your own 12:00p - 6:30p Silent Auction 1:00p - 5:00p Family Time, Enjoy Savannah 5:30p - 6:00p President's Cocktail Reception 6:00p - 9:00p Grand Banquet: Leadership Awards, Swearing in of Officers, Auxiliary Silent Auction, Special Membership Drawing 5:30p - 9:00p Kids Club 9:00p - 11:00p GIADA Hospitality Suite Don’t miss this year’s event! It promises to be the best yet! REGISTER ONLINE AT WWW.GIADA.ORG/2014-CONVENTION GIADA Independent Auto Dealer May/June 2014 | 7 CAR BUYER INSIGHT 5 Reasons Women Buy from Their Car Sales Advisor by Anne Fleming W hen it comes to buying expensive commodities like cars, the “dissonance” factor is incredibly high. After all, it is a costly purchase, and nobody wants to go wrong when closing the deal. According to the recent 2014 US Women Car Buying Report, women are becoming the most powerful and largest segment of car buyers, presenting a plethora of opportunities for dealerships and salespersons to capture more sales. Savvy sales advisers know when selling a car to a woman that they are not simply selling to someone who is taking “inventory off the lot”, or is selling to another “up,” or a “number,” or “helping to make our month.” Dealers who “get it” know that the key distinction is having exceptional sales advisors who continually offer exceptional service. But what does that mean? From thousands of reviews on Women-Drivers.com, women customers are telling exactly what works for them when interacting with a sales agent. Here, we 8 | GIADA Independent Auto Dealer May/Jun 2014 share the top 5 reasons they buy from their sales advisers: Trust: 52.3 percent Respect: 52.1 percent Likeable: 47.8 percent Knowledgeable: 45.6 percent Understanding: 40.6 percent *These percentages add up to more than 100 percent because reviewers can submit multiple answers. NOTE: Coming in at 34 percent was the price of the vehicle. It is not the top consideration — it is important, but ranks sixth overall. Clearly, connection and relationship are pivotal. Let’s now take a look at each of these five reasons and how contrasting scenarios can play out at the dealership: REASON 1: Trusting Women buy from those they trust. Therefore, it’s very essential to build trust immediately — that rapport can take just a matter of minutes to create. The best way to build trust is to provide valuable and relevant information, quality guidance and advice to women buyers. Be honest and never try to make a forceful sale, because that is a complete turn off. If the woman likes the vehicle and does not trust the sales person, she most likely will walk out of the dealership without making a purchase. Conversely, if she likes the car and trusts the sales person, the buyer will purchase the vehicle. REASON 2: Being Respected Scenario 1: A woman walks into the store and is overlooked by two sales persons who are talking to each other. She walks the store for 10 minutes and is not approached by either sales person, one of whom is one the phone and the CAR BUYER INSIGHT other is using a tablet. After she asks a question, the one adviser responds to her. His reply is short and unenthusiastic. Outcome: The woman feels like no one had time for her and like she was an intrusion. So, she leaves and heads to another dealership down the road. Scenario 2: A woman walks into the store and the sales adviser greets her with a smile and welcomes her. The sales adviser is enthusiastic and friendly. He asks the woman if she would like cold water or carbonated soda. Next, he asks her what kind of car she is looking for and then accordingly guides her through the store, provides her quality information about different models in the store in a friendly manner, not forceful. The sales adviser answers all the questions and concerns and makes sure that she enjoys her visit even through today she is just shopping. He provides his business cards and reassures her that she can call or email with questions about anything at this store, or even competitive questions about other branded models. Out- ...women are becoming the most powerful and largest segment of car buyers, presenting a plethora of opportunities for dealerships and salespersons to capture more sales. come: The woman feels informed and respected. She enjoyed her experience. She believes once she concludes on buying versus leasing, she will return to this dealership to buy a car from this individual. How women are treated by their sales adviser really matters. In fact, it’s the only thing that matters, initially. Very often, without respect, nothing else gets too close to a purchase. The best way pathway to provide respect is to a) acknowledge her presence, b) ask questions, c) find out what she is looking for d) listen and e) repeat “d.” REASON 3: Knowledgeable Women buy from sales men or women who are knowledgeable and informative. Since they may not have purchased a vehicle in a number of years and the technology changed dramatically, they want to be provided with complete and comprehensive information including features, mileage, price and safety features. Scenario 1: A woman buyer walks in the dealership. It’s the first time that she has purchased a vehicle. The sales adviser briefly answers only those questions that she asks. She does not provide “above and beyond” valuable information that can assist the prospective client further in making an informed buying decision. Outcome: The woman buyer decides to leave the dealership and go to another nearby store. Scenario 2: A woman buyer walks in the dealership. It’s the first time that she has purchased a vehicle. . The sales adviser welcomes her, answers all her questions comprehensively and provides her valuable information about the new technology and latest features in the cars in store. She also provides the prospective client with information on buying versus leasing payments per month, including estimated warranty costs. Outcome: The women buyer feels informed and closes the deal successfully with full confidence. REASON 4: Likeable Likeability is definitely a trump card. Studies show that women buy from sales advisers who are likeable and friendly. It is easy to talk to a friendly sales adviser rather than a stern looking one, or one that is dismissive or doesn’t listen well. This just makes sense: women want to connect with someone who is pleasant and has good eye contact and makes her feel at ease. Maybe even helps her laugh during a stressful situation like buying a car. REASON 5. Understanding Understanding is vital to meeting a buyer’s expectations. Women buy from those who are concerned and empathetic rather than pushing their own opinions on them. Successful sales ambassadors listen to women needs and wants. Also be extremely cooperative and patient. As compared to men, women perform extensive research before they finalize their car buying decision. She feels heard and listened to. She acknowledges the sales person’s cooperative attitude and finalizes her car-buying decision. n _____________________________ Anne Fleming is president and car-buying advocate of Women-Drivers.com. She was also recognized as one of AR’s 2013 Women in Remarketing. GIADA Independent Auto Dealer May/June 2014 | 9 THE CAR LAWYER Happy spring. It’s about time. We hope your baseball team won on opening day and your football team picks a winner in the draft. Take a look below at what we’ve come up with this month with our collection of selected legislative and regulatory highlights. We also recap of some of the many auto sale and financing lawsuits we follow each month. Remember - what we report here does not capture every recent development. We select those we think might be particularly important or interesting to dealers. We include items from other states. Why? We want you to be able to see new legal developments and trends. Also, another state’s laws might be a lot like your state’s laws. If Attorneys General or plaintiffs’ lawyers are pursuing particular types of claims in other states, those claims might soon appear in your state. Note that this column does not offer legal advice. Always check with your own lawyer to learn how what we report might apply to you, or if you have any questions. Thomas B. Hudson Partner, Hudson Cook, LLC thudson@hudco.com Nicole Frush Munro Partner, Hudson Cook, LLC nmunro@hudco.com 10 | GIADA Independent Auto Dealer May/Jun 2014 Compliance Tip: CFPB Civil Investigative Demands by Thomas B. Hudson and Nicole Frush Munro T he Consumer Financial Protection Bureau is sending confidential Civil Investigative Demands to independent car dealers. If you get one of these CIDs, one of the things that the CFPB will want to see is your comprehensive written Compliance Management System. If you don’t have such a system, now’s the time to put one in place. If your general level of compliance is woefully deficient (if, for example, you don’t have a Safeguarding Policy in place or don’t send adverse action notices), now’s the time to consider selling the dealership and buying a Subway franchise. Federal Developments On April 9, the CFPB announced an enforcement action against Bank of America, N.A. and its subsidiary, FIA Card Services, N.A., for unfair billing practices related to their identity protection credit card add-on products, which promised to monitor customer credit and alert customers to potentially fraudulent activity, and for deceptive marketing related to two credit card payment protection products. Under the consent order obtained by the CFPB, (1) B of A will be prohibited from marketing any credit protection or credit monitoring product until it submits a compliance plan to the CFPB; (2) consumers will no longer be billed for these add-on products if they are not receiving the promised benefits; (3) the Bank must provide approximately $727 million in relief to consumers harmed by the practices related to the credit card add-on products; and (4) the Bank will pay $20 million to the CFPB’s Civil Penalty Fund. The Office of the Comptroller of the Currency has also been investigating the alleged unfair billing for identity theft protection products and separately ordered a $25 million penalty for these practices, in addition to those ordered by the CFPB. The action should be noted by dealers selling ancillary products in connection with car financing – the Bureau is especially interested in this area. On March 31, the CFPB released its 2013 Consumer Response Annual Report. According to the report, consumer complaint volume in 2013 increased 80% from 2012 - 163,700 complaints in 2013 compared to 91,000 in 2012. Mortgage-related complaints accounted for 37% of the 2013 complaint total, almost doubling the number of complaints about the next-closest industry (debt collection at 19%). Vehicle financing and leasing complaints fall into the category of consumer loans, which accounted for 3% of all complaints. State Enforcement On April 23, in the first legal action brought by a state regulator to enforce violations of the Dodd-Frank Act’s consumer protection requirements, the New York Department of Financial Services obtained a temporary restraining order against Condor Capital Corporation, a subprime sales finance company, and its owner for allegedly hiding the existence THE CAR LAWYER of refundable positive credit balances from its customers and maintaining a policy of refusing to refund positive credit balances except when expressly requested by a customer. Among other allegations, the state regulator also contended that Condor failed to secure the personally identifiable information of its customers. On April 1, New York Attorney General Eric T. Schneiderman shut down a dealer that allegedly failed to pay off liens on trade-in vehicles before reselling the cars. The dealership also failed to submit registration and title materials to the DMV for customers who paid it to handle this service and never bought warranty coverage for customers who wanted it and paid for it. The dealership and its owner must pay $289,000 to consumers and $50,000 in fines and other costs to the state. In addition, on April 1, the New York Attorney General announced agreements with 10 repossession companies under which the companies will no longer repossess vehicles for title loan companies after borrowers default on their title loans. The attorney general cited “predatory” practices by title loan companies that, in an attempt to avoid state laws imposing maximum interest rates on consumer loans, market their title loans on the Internet. On March 24, the New York Attorney General announced settlements with six dealers - and announced his intention to sue a seventh dealer on related charges - resolving allegations that the dealers’ advertising practices were deceptive and misleading because they advertised sale and lease prices that reflected discounts and/or rebates for which many consumers did not qualify. The settlements require the dealers to reform these practices, as well as other advertising problems revealed during the investigation, and pay fines of up to $15,000. On April 2, West Virginia Attorney General Patrick Morrisey announced that his office has reached a $1.2 million settlement with two title loan companies that allegedly harassed West Virginia consumers by calling them at home or work, wrongfully disclosed their debts to people listed as references, and coerced them into relinquishing their vehicles by false threats of arrest and criminal prosecution, in violation of the West Virginia Consumer Credit and Protection Act. The companies agreed to close all accounts and zero-balance any debt owed by West Virginia consumers, return any vehicles seized from West Virginia consumers that have not yet been sold, and remove all liens on vehicle titles. Litigation Title Loan Transactions Covered by Military Lending Act: Active duty military servicemembers brought a class action suit against several vehicle title loan companies based on the companies’ alleged violation of the Military Lending Act. The plaintiffs moved for class certification. After determining that the pre2013 MLA implicitly authorizes a private If your general level of compliance is woefully deficient, now’s the time to consider selling the dealership and buying a Subway franchise. right of action for damages, the federal trial court concluded that the plaintiffs’ title loan transactions were covered by the MLA. The defendants argued that they were not “creditors” who extend “consumer credit” within the meaning of the MLA, but instead were pawnbrokers operating under state pawnshop statutes. The court noted that the MLA does not define “consumer credit transaction” by deferring to state law definitions of those terms. The court also noted that the MLA preempts state law inconsistent with the MLA. It does not matter that the state law would categorize the transactions as “pawns” rather than “loans.” According to the court, what matters is that each of the plaintiffs deposited a vehicle title with a defendant as security for the payment of a debt. If the debt is not paid, then the plaintiff loses the title to the car and the car. Even though these transactions may not be considered “credit” transactions under state law, the court found that they are “consumer credit” transactions within the meaning of the MLA. The court concluded that the plaintiffs could pursue their claims as a class. See Cox v. Community Loans of America, Inc., 2014 U.S. Dist. LEXIS 38089 (M.D. Ga. March 24, 2014). Finance Company Satisfied Maryland Law’s Limitation of Liability by Notifying Customer of Interest Rate Error and Timely Adjusting Account: The assignee of a vehicle retail installment sales contract governed by the Maryland Credit Grantor Closed End Credit Provisions (“CEC”), realized, on July 27, 2010, that the interest rate charged to some of its customers exceeded the rate allowed by the CEC. It conducted an internal review and discovered, on August 10, 2010, that Continued on page 28 GIADA Independent Auto Dealer May/June 2014 | 11 ...domestic models recently made up the majority of the Top 10 most-researched used vehicles at NADAguides.com. Most Popular Used Cars, Brands with Strongest Growth While domestic models recently made up the majority of the Top 10 most-researched used vehicles at NADAguides.com, many of the brands boasting the greatest increases in consumer search activity were imports. 6. BMW 3-Series 7. Nissan Altima 8. Chevrolet Silverado 2500HD 9. Ford Mustang 10. Chevrolet Impala Meanwhile, 10 brands posted year-over-year consumer activity gains of at least 28 percent in February, according the latest issue of Guidelines from NADA Used Car Guide. However, only one badge in that group is associated with a domestic OEM. The rundown went as follows: — Kia: up 73 percent — Hyundai: up 59 percent — Porsche: up 54 percent — Audi: up 47 percent — Subaru: up 45 percent — Jaguar: up 37 percent — Mazda: up 36 percent — Mercedes-Benz: up 34 percent — Nissan: up 34 percent — GMC: up 28 percent — Suzuki: up 26 percent — Infiniti: up 26 percent — Mitsubishi: up 25 percent — BMW: up 25 percent — Scion: up 23 percent — Acura: up 23 percent — Volvo: up 21 percent — Chrysler: up 20 percent 12 | GIADA Independent Auto Dealer May/Jun 2014 GIADA also offers website banner advertising. Our website gets over 50,000 visitors and over 142,000 pageviews per quarter from decision-makers. Consider the exposure you could get with this type of marketing. _________________ ADVERTISER INDEX According to the latest issue of Guidelines from NADA Used Car Guide, the Top 10 most-researched used models in February included: 1. Ford F-150 2. Chevrolet Silverado 1500 3. Dodge Ram 1500 4. Honda Accord 5. Toyota Camry MAXIMIZE YOUR AD EXPOSURE! — Jeep: up 19 percent — Mini: up 19 percent — Cadillac: up 19 percent — Ford: up 19 percent — Buick: up 18 percent — Chevrolet: up 18 percent — Honda: up 18 percent — Lincoln: up 17 percent — Toyota: up 16 percent — Saab: up 15 percent — Volkswagen: up 15 percent — Dodge: up 15 percent — Lexus: up 12 percent — Mercury: up 7 percent — Hummer: up 6 percent — Saturn: up 6 percent — Pontiac: up 2 percent — Land Rover: down 4 percent n 35 A.R.A. GPS Systems 3 Adesa Atlanta 51 Charleston Auto Auction 20 Dealer Funding BC Frazer Computing, Inc. 16 Hamilton State Bank 18 Independent Dealers Advantage LLC IBC Manheim 33 NIADA 24 Oakwood’s Arrow Auto Auction 46 Peoples Financial Corporation 5 Preferred Warranties, Inc. 49 Professional Mojo LLC 15 Reeves Insurance Agency 27 Simmons Nameplate 29 Spireon’s GoldStar 14 Sterling Credit Corporation 37 TitleTec 42 TJS & Company, LLC 34 United Acceptance 30 Ward Insurance IFC Wayne Reaves TO ADVERTISE WITH US IN PRINT SEE PAGE 34 AND VISIT US ONLINE www.giada.org/store ...The ease of use and the sheer time and cost savings alone have prompted dealers nationwide to reassess their business practices Online Versus Offline Auctions: It’s Not an Either-Or Question by Andrew Iorgulescu When the economic recession hit, no one expected it would last this long or that it would have the kind of effect it’s had on the auto industry. Dealers have realized that they need to run their businesses much more efficiently than before to stay competitive and remain afloat. For used car dealers, the biggest boon to their business is the ability to facilitate quick sales to offload used car inventory and experience rapid turnover on the lot. Historically, physical auctions have dominated the landscape as the de facto method for dealers to buy and sell wholesale used vehicles. In the past decade, however, online auctions have taken hold of the industry and have become a widely adopted and embraced sales channel for dealers to buy and sell vehicles. The ease of use and the sheer time and cost savings alone have prompted dealers nationwide to reassess their business practices, with some dealers, abandoning physical auctions completely. The great thing about the remarketing industry is that there is ample room for multiple sales channels and it is not an either-or scenario. Consider the impact if dealers had the ability to use both online and independent physical auctions simultaneously to market their vehicles. It would certainly create a much more efficient sales process and expedite the way in which inventory leaves the lot. Luckily, premier online auctions now offer the ability for used car dealers to use online and physical sales channels simultaneously to ensure their vehicles get sold faster because they have a wider sales network, resulting in great- er profits and more efficient inventory management. In addition, dealers can also save on transportation costs and hassle of shuttling vehicles from auction to auction and instead work both sales channels while the vehicle remains on their retail lot. Using a “dual exposure” method for vehicles, dealers and consignors can mutually market their unsold vehicles online and also generate additional revenue through a number of value-added services offered through the online channel, such as marshaling, reconditioning and third-party inspection services, as well as other additional fees. Furthermore, by partnering with independent auctions and offering this service to dealers and consignors, key online auctions are helping to level the playing field and provide greater exposure for vehicles no matter where they’re sold, as well as provide additional inventory sources for their network of buyers. Today’s market is competitive. It is essential that everyone in the industry streamlines their business practices to ensure not only that they are working as efficiently as possible, but also remaining one step ahead of its competition and profitable. By taking advantage of the ability to market vehicles through a dual channel approach and use all the methods available for managing inventory, any dealer can be successful in this economy. n _____________________________ Andrew Iorgulescu is the vice president of business development for OPENLANE. For more information visit www. openlane.com. INDUSTRY EVENTS CALENDAR June 23-26 NIADA National Convention & Expo Caesar’s Palace, Las Vegas, NV June 24-25 Automotive Customer Centricity Summit 2014 Ritz-Carlton, Marina del Ray, CA July 7 Automobile Dealer Pre-License Seminar Lithia Springs, GA July 14 Automobile Dealer Pre-License Seminar Lithia Springs, GA July 19 Automobile Dealer Pre-License Seminar Marietta, GA July 24-27 GIADA State Convention Savannah, Georgia | Hyatt Regency August 4 Automobile Dealer Pre-License Seminar Lithia Springs, GA August 11 Automobile Dealer Pre-License Seminar Lithia Springs, GA August 23 Automobile Dealer Pre-License Seminar Marietta, GA September 8 Automobile Dealer Pre-License Seminar GIADA Independent Auto Dealer May/JuneGA 2014 Lithia Springs, | 13 14 | GIADA Independent Auto Dealer May/Jun 2014 Guess what? Customers Care About Maintenance Used-car buyers care about how well a car was maintained more than they do about price. A study by RepairPal shows respondents report the quality of previous maintenance (58 percent) considerably outweighs the importance of the selling price (16 percent). The survey also found car repairs cause stress and anxiety for consumers (especially when not anticipated). That said, most don’t account for car-related expenses in their budgets, signaling a need for car owners to incorporate these costs into their financial planning. Consumers care a lot about maintenance...even more than you might think. Sixteen percent spend more than 10 percent of their income on car repairs (planned or unplanned). Roughly half of respondents (49 percent) rank unexpected automotive costs as a top cause of financial anxiety, on par with fear of unemployment (52 percent) and emergency home repairs (50 percent). A whopping 64 percent admit they do not include costs associated with automotive maintenance and repairs when planning their budgets. The survey also shows that despite recent press stories, people want cars. Eightyfive percent of respondents said they would rather live without their smartphone than their car. n Did you know? It takes half an ounce of gasoline to start a car (that’s about a third of a shot glass.) GIADA Independent Auto Dealer May/June 2014 | 15 GIADA SPECIAL EVENT NOTIFICATION NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION CONVENTION & EXPO June 23-26, 2014 | Caesars Palace | Las Vegas COACH BOBBY BOWDEN: KEYNOTE SPEAKER Coach Bowden holds the NCAA record for most career wins and bowl wins by a Division I FBS coach. He coached the Florida State Seminoles football team from the 1976 to 2009 seasons. During his time at Florida State, Bowden led FSU to an Associated Press and Coaches Poll National Title in 1993 and a BCS National Championship in 1999, as well as twelve Atlantic Coast Conference championships. Bobby Bowden We Finance Auto Finance Receivables Depend on the Corporate Finance Group at Hamilton State Bank. We know and understand the Independent Auto Dealer and the lenders who serve them, and we specialize in working capital funding for both. Allow us to be your business partner and help you realize greater profits for your company. Corporate Finance Group HamiltonStateBank.com/CorporateFinance corporatefinance@hamiltonstatebank.com | 678.719.4570 16 | GIADA Independent Auto Dealer May/Jun 2014 FEATURE GIADA MEMBER Claude Rainwater, A Douglas County Icon “ From humble beginnings to a leading expert in the used car industry It had long since come to my attention that people of accomplishment rarely sat back and let things happen to them. They went out and happened to things.” -Leonardo da Vinci Leonardo da Vinci would probably say that Claude Rainwater has “happened to things”, creating a legacy of success and dedication to family and community. As many know, Claude is the owner of Rainwater Motor Company, which was founded in 1980. In fact, who hasn’t heard about or benefited from the expertise of the man who is widely known as one of the industry’s leading experts on the used car business? Without question, while many individuals and organizations have benefited from knowing and working with Claude, the GIADA, in particular, has grown with him as a leader and a proponent. There is not a leadership position Claude has not held in the GIADA, from Secre- tary to Chairman of the Board. In fact, he currently serves on the GIADA’s Executive Board of Directors and has not only witnessed its exponential growth, but has played a key role in making it what it is today: one of the nation’s largest independent automotive dealer associations. He has also served as co-chair of the President’s Committee for the NIADA. Claude’s contributions, though, aren’t limited to the GIADA. With over 40 years’ experience in the automobile industry, including expertise in the financial management industry and ownership of over five credit bureaus, collection agencies, and a new car dealership, he was tapped in 1990 by Georgia’s Governor Joe Frank Harris to serve on the State Board of Registration of Used Car Dealers. His commitment to the automotive industry was honored again in 1996 at the Georgia Independent Automobile Dealers Association Convention, where he was named “Quality Dealer of the State of Georgia”. And then, in 1998, Claude was inducted into the Georgia Hall of Fame, which was established in the 1950s. Only a hand full of dealers has had this prestigious honor bestowed upon them since GIADA was formed in 1955. But that’s not all there is to know about Claude Rainwater and his family. Rainwater Motor Company has a tradition of giving back to the community in a big way. The company hosts a semi-annual cook-out for the community with door prizes, food and entertainment. They have sponsored the local Gospel Radio Station and held concerts for the community. Rainwater Motor Company provides Thanksgiving turkeys to customers and gives fruit bags at Christmas. The Sheriffs’ Boys Ranch, local teams, schools and churches in Douglas County and the surrounding counties have been recipients of Claude’s dedication to community. And, the community and his peers have taken notice. Rainwater Motor Company has been awarded “Outstanding Education Patron” from The Atlanta Journal-Constitution, “Best of the Best” Pre-Owned Car Dealership of Douglas County 2007, “Best of the Best” Salesman of Year of Douglas County 2009, and “Best of the Best” Truck Dealer of Douglas County 2009. Claude Rainwater “happened to things” and “happened to the GIADA”. We are all are better off. n GIADA Independent Auto Dealer May/June 2014 | 17 INDUSTRY BRIEFS Consumers Most Current On Car Payments Consumers put a higher priority on making their car payments than any other type of credit. A new TransUnion study found that consumers have placed an emphasis on paying their auto loans before their mortgages and credit card payments by a wide margin - since at least 2003. The study also found that, as of September 2013, consumers were once again prioritizing their mortgage payments ahead of their credit card payments. This reverses a trend that began in September 2008, when the mortgage crisis drove consumer payment preferences toward paying credit cards ahead of mortgages. The study shows the auto loan 30-day delinquency rate at 0.87 percent in December, compared to 1.71 for mortgages and 1.83 percent for credit cards NIADA Offers Input to CFPB on Debt Collection The National Independent Automobile Dealers Association offered comments regarding possible changes to federal rules governing debt collection as the Consumer Financial Protection Bureau considers the regulations that enforce the Fair Debt Collection Practices Act. As part of its process, the CFPB asked key stakeholders who might be affected by any new rules to offer comments, data and information pertinent to a wide variety of collection. NIADA regulatory counsel Shaun Petersen expressed the association’s opposition to rules designed to regulate 18 | GIADA Independent Auto Dealer May/Jun 2014 creditors such as buy-here, pay-here dealers in the same way as third-party collectors. Peterson said when Congress passed the FDCPA in 1977, it deliberately excluded creditors from the law’s requirements. Petersen said Congress saw the threat to a creditor’s reputation as sufficient to prevent prohibited debt collection practices. “NIADA believed then and continues to believe that Congress’s logic is sound. Dealers collecting their own debt are deeply concerned about their reputation,” Petersen wrote. Petersen explained that buy-here, pay-here dealers will often go to great lengths to ensure a positive customer experience, including spending their own money to repair customers’ ve- hicles because “experience has shown that often, if a customer’s car breaks down at any point while a loan balance exists, the risk the customer ceases to make the required installment payments increases dramatically. Thus, dealers invest heavily in the post-sale customer relationship as an incentive to repayment.” In addition, Petersen said, the CFPB provided no evidence or statistics that showed first-party auto loans – or any auto loans – are a source of debt collection concerns, or even a significant source of debt collection activity. NIADA provided input on other issues as well, opposing proposed regulations such as a debt verification process for first-party auto lenders, who have a direct relationship with the customers they are collecting from. n MARKETING YOUR DEALERSHIP You are What the Internet Says you Are And your customers make their decisions based on what they read B by Lee Brogden Culberson ack when I was running political campaigns in Florida, I learned two valuable lessons: 1) Never argue with people who buy ink by the barrel (which has now changed into anyone who can effectively trash you on social media) and 2) People’s perception of you is their reality. add for those who are dubious about the value of this – just because you wouldn’t search in a certain way or would not give credibility to a certain outlet does not mean that others will not. Never make assumptions about what platforms others will use or what they will do with the information they find. Every year companies find it increasingly difficult to manage their brand and reputation online, even as prospects use this online information to make key buying decisions. In short - how you and your company are seen across the vast online universe is, indeed, the prospect’s real perception of you. The aggregated information about you, your dealership and your employees can either help you or hurt you. If you haven’t been influencing what’s out there – or at the minimum monitoring it – take steps now to get a clear-eyed view of how you look online, because it will be taken at face value by a lot of people. TWO: Update listings Now that you have a clearer view of where your dealership is listed and what is being said, what do you do with that information? Prioritize what you’ve found and then start methodically claiming and updating the listings. We often find that simple things such as locations, phone numbers or email addresses are wrong on listing across the web. This can hurt you, not only with prospective buyers who can’t reach you, but with search engines, too. Accuracy alone improves how you are perceived on the web. Don’t look fishy – look stable and reliable. ONE: Turn over every stone This step is the most crucial and yet most dealerships never take the time to execute it well. Look for everything that is online about your company. Please understand that this step requires some effort. When we complete portfolio audits for clients, we look in every crevice and corner of the online universe. So should you! Search on every engine (not just Google) and search on individual platforms (Facebook, Instagram, Twitter, etc.) to find every online mention of your company, managers, or services. You might be very surprised at what’s out there. Let me THREE: Create high quality content that is authentic and truthful I have some bad news here: you can’t really control your online portfolio. Distributed communication and the wild social universe have destroyed any illusions of completely controlling the message. But, you can and should be influencing what’s out there by creating and sharing high quality content that is authentic, relevant and truthful. You need to have better content online about your dealership, your service team, and your managers. The content should be strong and relevant. You could discuss your service process, educate on how to buy a car, highlight employees, or talk about your community involvement. Not only are your prospects looking for authentic content, so are the search engines. Don’t skimp on great content that is well-written and showcases your real value. In an industry with a sometimes sketchy rep, you can look golden. And, there are few dealerships who are truly setting themselves apart with great online content that gives prospective buyers a warm and fuzzy feeling. FOUR: Continue to monitor your company and your competitors The online landscape and your online portfolio is ever-changing! Continue to monitor your key terms, phrases and competitors to see what’s being said. Fortunately, there are a lot of tools to help you assess your online portfolio and make changes to online listings. Many of the more robust tools have some subscription fee associated with them and, to be clear, you do not have to use them. You can set up Google alerts and make changes to your listings manually to achieve similar results. However, most dealers are short on time, so consider some online tools to help: Single Platform: [www.singleplatform.com], Merchantcentric [www.merchantcentric. com] and Perch [www.perchapp.com]. n _____________________________ Lee Brogden Culberson is a partner at Professional Mojo LLC. Contact Lee at to enhance your company’s online and offline image. Lee@professionalmojo.com or ring her at (866) 611-2715. GIADA Independent Auto Dealer May/June 2014 | 19 GIADA SPECIAL EVENT NOTIFICATION 20 | GIADA Independent Auto Dealer May/Jun 2014 FEATURE AUTO TECHNOLOGY Driverless Cars Study: A 1 in 5 Americans Would Let Computers do the Driving as Sprint or Verizon: 1 percent new CarInsurance.com survey finds that one in five Americans would never take the wheel again if a self-driving, or autonomous, car were available. While 20 percent of the 2,000 licensed drivers surveyed said they would gladly turn over the keys, interest in autonomous vehicles soared when the prospect of dramatically reduced insurance costs was introduced. More than a third of those surveyed said an 80 percent discount on car insurance rates would make purchase of an autonomous vehicle “very likely,” and 90 percent of drivers said they would at least consider the idea. Cars that park themselves, navigate stop-and-go-traffic or avert an impending collision are already on U.S. roads today. Nissan has promised to deliver a fully autonomous vehicle -- one that allows a computer to assume control under the right conditions -- to showrooms by 2020. A fully automated vehicle that doesn’t need a human operator could someday follow. “Our survey shows cheaper insurance will greatly influence consumer acceptance,” said CarInsurance.com managing editor Des Toups. “Some of the liability of operating a car will doubtless be assumed by the manufacturer,” Toups said. “But a lot of the decrease in rates could come simply because there would be many fewer accidents.” • Consumer products company such as Apple or Samsung: 12 percent • Software company such as Google or Microsoft: 15 percent • Start-up automaker such as Tesla: 18 percent • Traditional automaker such as Honda, Ford or Toyota: 54 percent A new survey shows that insurance savings could propel acceptance of autonomous cars. Trust will be a big hurdle, the survey results show: • 64 percent said computers were not capable of the same quality of decision-making that human drivers exhibit. • 75 percent of respondents said they can drive a car better than a computer could. • 75 percent said they would not trust a driverless car to take their children to school. The survey also asked consumers which companies they would trust most to deliver driverless-car technology. • Communications company such Asked what they would do with their additional free time, drivers responded: • Text/talk with friends: 26 percent • Other: 21 percent • Read: 21 percent • Sleep: 10 percent • Watch movies: 8 percent • Play games: 7 percent • Work: 7 percent The “Other” category included two significant write-ins. More than 10 percent of respondents wrote in some variation of “enjoy the scenery” and 9 percent wrote in “watch the road,” “hold on for dear life” or something similar. CarInsurance.com commissioned an online-panel survey of 2,000 licensed drivers. The survey was fielded in September 2013. _____________________________ CarInsurance.com offers drivers expert advice about car insurance and how to shop for it. Using a combination of industry expertise and information, CarInsurance.com is a source for unbiased answers and data about what consumers should expect from an insurance policy. n GIADA Independent Auto Dealer May/June 2014 | 21 SALES MANAGEMENT ‘Wholetailing’ Emerges in Changing Used Market by Joe Overby, Editor, Auto Remarketing A mid a used-car market being impacted by stronger pre-owned supply and continued gains in new-car sales — plus rapidly advancing buying and selling technology in the wholesale space — Black Book has noticed a trend sprouting up, one which it aims to assist through its recently enhanced digital offering. The trend? Direct-to-retail-customer sales from the auction lanes. Consider these numbers Black Book shared, citing data from Fitch and Ward’s Auto: last year ended with used-car days’ supply at 63, compared to 59 days’ supply at the end of 2012. “I think you’re within the same growth rate this year,” Black Book’s Mike Williams told Auto Remarketing in a recent interview. “I think it’s going to get more expedited the following (year), because I think we’re in a transition time, and I think most people will say that now.” Williams, who is vice president of mobile and direct sales at Black Book, added: “It’s really a market of transition right now: the new platforms, a new way of selling. But again, some of those drivers, with that virtual inventory and things like that, they’re (dealers) going to be able to keep a much bigger supply for much less cost. I think that (supply) number is going to hold steady a little bit, but then it’s going to ramp up as the year goes on.” Not to mention, new-car sales are pinpointed at 16.1 million this year, Black Book noted, and off-lease volumes are expected to rise. In fact, a recent Ed- 22 | GIADA Independent Auto Dealer May/Jun 2014 munds.com analysis projected that there will likely be just a shade under 3 million lease terminations in 2014, and this would be a four-year high. Or, put a different way, “Car shoppers coming off lease will account for some additional 300,000 in new car sales over 2013, or about 40 percent of the expected 2014 auto sales growth,” Edmunds chief economist Lacey Plache said in the analysis posted to the company’s website. Given these supply changes, the mobile technology available for dealers makes it a ripe environment, Black Book says, for a concept it describes as “wholetailing” — or, selling directly to a retail customer from the auction lane. Once they have found a car at auction, the kind of technology that dealers have at their disposal lets them take information from the lanes — including things like pricing, pictures and history — and then share it with a retail buyer, Black Book noted. This also can lead lower days-to-turn on the wholesale side since the buyer at auction can already have a customer lined up on the retail side, the company added. “You’re already starting to see some of this. As the technology gets better and better and more tools are added, they’re able to make these decisions quicker but they’re also able to rely on the concept that they’re going to make these decisions quicker,” Williams said. “So, virtual inventory starts to pop up, and you’re already seeing some guys do that now, where they already have customers in mind. SALES MANAGEMENT “It’s really a market of transition right now: the new platforms, a new way of selling...” When asked about risks or challenges that dealers should perhaps keep in mind when applying the concept of wholetailing, Williams said that stronger new-car sales and significantly higher lease returns will likely “throw the whole depreciation curve for a little bit of a loop.” “They’re running the numbers and figuring out on the fly at the auction,” Williams said. “For us, one of the upcoming parts of the new mobile app is the Profit Calculator, which is designed just for that notion. So while they’re in the lane they can scan a car; they can do their homework; but they can also see — based on their costs and inherent processes — how much they’re going to make on that car. He added: “Margins are going to keep getting a little slimmer and slimmer, so that’s going to be a big part of it. Deprecation is expected to be 13.5 percent versus 12.5 or so last year.” “Now that allows them to make that decision much faster,” he continued. “So I think you’re going to see more and more of the virtual inventories, but you’re also going to see more and more of them merging virtual inventories with other people, and platforms are going to allow that.” Although franchised and independents would likely find this concept of wholetailing useful, Williams said it’s more likely that independents will gravitate toward it first. “I think it’s ideal for both, but I think you’re going to see independents jumping on it quicker. And they’re going to be, kind of, the proof of concept for everyone else,” he said. “The independents don’t have the option and the luxury of selling those new cars, so they’re much more aggressive when it comes to new ideas. They’re also less confined in what they can provide, whereas a franchised dealer is trying to stay within his general category, an independent can go across the board.” How GIADA is Effectively Serving Members There are some very compelling reasons to belong to the GIADA. Check out a few of the benefits members find most valuable: • Year after year, GIADA has suc- In the same vein, Williams honed in on the impact of “virtual supply.” “Once these dealer-to-dealer trade networks and (similar) things start to gain more and more traction, they’re going to be trading inventories virtually. They’re going to allow each other to start showing cars from each other’s inventories. And in that case, they have no holding cost or things like that,” he said. “Some of the platforms already allow for that concept, that it’s a retail view. So they’ll be able to show other cars. Some of the things we’re looking at with Black Book Digital product is just that: how can we aid in those places?” For example, Williams points out the profit calculator and tools for managing virtual inventory of Black Book Digital. He also mentioned the “cornerstones” of the app like the Quick List, history reports, vehicle specifications, video/ picture functionality, noting: “These are all tools that really give you the opportunity to A) build your virtual inventory in the app, but then also B) send it off from the field. So, in this case, they’re able to actually take all of these components into one and send it back to somebody who’s actually talking to a potential buyer.” n Did you know? It’s illegal to slam your car door in Switzerland. • • • • • • cessfully negotiated tens of thousands of dollars in discounts that only GIADA members can take advantage of. The most popular discounts are at the auctions. We have negotiated over $25,000 in buy/sell fees with over 40 auctions. And over $19,000 in discounts with dozens of other companies selling products and services to dealers. Members receive up to a 12% discount for their garage liability insurance through Auto Owners Insurance Company. Continuous and unlimited legal updates and critical bulletin services sent via email so members stay informed and educated while avoiding expensive fines and penalties. GIADA offers members a 30% discount on business forms that dealers use regularly, such as buyers guides and finance contracts. Included in membership, dealers automatically become National Independent Automobile Dealers Association members. NIADA Certified Pre-Owned Program (CPO) is an exclusive, member only program. GIADA has developed solid relationships with key government entities that are involved with the car business in one way or another. Since July 1st, 2007, after the Anti-Curbstoning Laws went into effect, GIADA has been proactive and engaged in the training of the law enforcement community. GIADA Independent Auto Dealer May/June 2014 | 23 From the desk of Billy Graham: Oakwood’s Arrow Auto Auction has been a member of GIADA for the past 30+ years. The independent auction is located 40 miles north of Atlanta & has been serving North Georgia, the Carolinas, Alabama, Florida and the Atlanta area for the past 40 years. Beginning May 1st 2014 OAAA will become a Dealer Only Sale! Consignors include- 45+ Franchise Dealers / Banks and Credits Unions They offer all major floor plan companies listed below They give away $2000 each week and have a Cookout at the end of the Month For every 8 units purchased you receive a $100 Rebate Check Check out OAAA! Thanks, Billy Graham 4712 Flat Creek Road, Oakwood, GA 30566 Phone: 770-532-4624 / Fax: 770-534-3578 DEALERSHIP NAME: 4712 Flat Creek Road AUTHORIZED BY: Oakwood, GA 30566 Website: www.oakwoodaaa.com DATE: 24 | GIADA Independent Auto Dealer May/Jun 2014 Expires 4/30/2015 FEATURE INTERNET MARKETING Internet Threatens Art of Selling S ome auto salespeople are losing the art of selling and closing the deal because the Internet has empowered so many car consumers. Showroom staffers increasingly face shoppers who have done their homework online and consequently are armed with everything from product information to local pricing when they walk into the dealership. It’s enough to make a salesperson think little is left for them to do other than write up an order. But that’s flawed logic, say participants of a panel discussion at the Automotive Resource Network’s second annual con- ference here. They address two hot topics: • What are modern consumer expectations? • Are salespeople handling customers correctly? The panel’s answer to the first question: high. The answer to the second: not always. “Because of the assumption the consumer has done all this research and has become so knowledgeable, it can take away from the ability to close the deal,” says Robert Grill, senior process-improvement manager for Carfax. That is a number one concern among dealers he has spoken with. “Some salespeople almost are waiting for the con- sumer to say, ‘OK, give me that car.’” But buying a vehicle remains a major purchase no matter how much the Internet has enabled customers. The salesperson still plays a vital role. “Customers still need the confidence to buy the car,” says Grill, a former dealership manager who began as a car salesman on New Year’s Day in 1986 at a Hamburg, NY, store. “Just because today’s knowledgeable customers don’t feel overwhelmed or overmatched at the dealership, they still need that confidence,” he says. “And it’s up to the dealership to provide it, to say: ‘It’s OK to buy the car. It’s time to buy the car. It’s a good deal for you.’” n GIADA Independent Auto Dealer May/June 2014 | 25 INDUSTRY PRESS PassTime Announces TRAX Auto Protection for Consumer Theft Recovery P assTime, an industry leader in GPS tracking and Automated Collection Technology products, has expanded its solution offering to include consumer theft recovery technology. TRAX Auto Protection utilizes advanced GPS tracking technology within a vehicle to assist law enforcement agencies locate the vehicle in the event of a theft. The unique program, offers benefits to both car dealer- as a way to monitor vehicle inventory on its lot until the vehicle is sold- and to the consumer as a GPS theft recovery system installed on their new or used vehicle. Unlike many theft recovery systems, TRAX Auto Protection’s value isn’t only in the event of a theft. With PassTime’s patented geo-fence technology, and speed and direction information which are standard with the TRAX Auto Protection solution, consumers are provided valuable information about their vehicles from day one. These powerful features are great for new teen drivers in establishing boundaries and safe driving behavior. Customers can take advantage of: • Low battery voltage monitoring •Up to 6 simultaneous geo-fence boundaries • Customizable Speed Alerts • Real time alerts via email or text message • Pin point GPS for vehicle recovery in the event of a theft. “We are really excited about the new TRAX Auto Protection program. Deal26 | GIADA Independent Auto Dealer May/Jun 2014 ers love that they can keep track of their lot inventory- test drives, parts vehicles, loaner cars. Consumers love the safety and security of the device, knowing they can find their vehicle when they need to and can utilize all its features from day one,” stated Jerry Morgan, executive VP of product development for PassTime. _____________________________ PassTime provides GPS based technology solutions serving the auto finance, fleet and vehicle anti-theft industries. Headquartered in Littleton, Colorado, PassTime was founded in 1992; PassTime revolutionized the automotive finance industry with the creation of its first Automated Collection Technology (ACT) product in 1997 designed to improve customer payment performance and reduce default and repossession risks. The PassTime suite of products has evolved to include GPS tracking, wireless ACT, theft recovery, and fleet solutions. PassTime prides itself on providing high quality, reliable products matched with a 24/7 Live Customer Support center. Today, PassTime’s innovative products are used by thousands of automotive lenders and dealers, fleets, and consumers. n Look who’s joining us as a Convention Exhibitor! Ace Motor Acceptance Corporation Adesa Atlanta Auction American Credit Acceptance America’s Auto Auction Atlanta Inc ARA GPS Systems ASC Warranty Automotive Finance Corporation Autotrader.Com BrandAuto Finance Car Financial Services CARMAX Auctions Dealer Funding DealerRater Dealersocket Farmers Insurance Group Floorplan Xpress, LLC GM Onstar Goldstar GPS Guided By Spireon Independent Dealers Advantage LLC Insurance Auto Auctions Ituran USA Inc Kelley Blue Book Manheim Atlanta/Manheim Georgia Microbilt Corp Nationwide Southeast LL Nextgear Capital Oakwood’s Arrow Auto Auction, Inc. Passtime Preferred Warranties Reeves Insurance Agency Rent-A-Wreck/Priceless Rent A Car Repay Realtime Electronic Payments Road Auto Finance RouteOne, LLC Sterling Credit Sun Trust Merchant Services TitleTec United Acceptance Inc. Wayne Reaves Computer Systems Inc. (Listing as of May 20, 2014) GIADA Independent Auto Dealer May/June 2014 | 27 THE CAR LAWYER Continued from page 11 one customer’s interest rate exceeded the maximum rate allowed under the CEC by 3%. On September 5, 2010, the assignee began charging the customer the new interest rate and credited his account in the amount of $845. It also sent a letter to the customer explaining the interest rate change and credit and noting that he could continue to make his scheduled monthly payments, which would result in him repaying the contract earlier than expected, or he could elect to have his monthly payments lowered so that the contract would be repaid on the date originally scheduled. The customer sued for damages under the CEC. The assignee moved for summary judgment, and the federal trial court granted the motion. The assignee argued that it satisfied the CEC’s limitation of liability, which provides that a credit grantor is not liable for failure to comply with a provision of the CEC if, within 60 days after discovering an error and prior to institution of an action or the receipt of written notice from the borrower, the credit grantor notifies the borrower of the error and makes whatever adjustments are necessary to correct the error. The court agreed with the assignee that it timely corrected the error within 60 days of discovering the error and adjusted the customer’s account accordingly. See Askew v. HRFC, LLC, 2014 U.S. Dist. LEXIS 40088 (D. Md. March 25, 2014). Dealer Liable under Ohio Consumer Sales Practices Act for Failing to Disclose Unibody Damage to Used Car Regardless of “As Is” Clause: Buyers sued the dealer who sold them a used car after they found out that the car had sustained unibody damage. The dealer bought the car at an auction and signed a sales receipt that disclosed the unibody damage, but claimed that he did not read the receipt before signing. The purchase agreement between the dealer and the buyers waived all warranties with a conspicuous “as is” clause on its face. The buyers sued for violations of Ohio’s Consumer Sales Practices Act, among other claims. The trial court found that the dealer commit28 | GIADA Independent Auto Dealer May/Jun 2014 ted a violation of the CSPA and awarded the buyers treble damages and attorneys’ fees. The appellate court affirmed, finding that the “as is” clause was only effective to waive warranty and contract claims, not statutory CSPA claims, and also finding that the dealer committed one violation of the CSPA by not disclosing the unibody damage. See Hamilton v. Ball, 2014 Ohio App. LEXIS 1054 (Ohio App. March 19, 2014). Evidence of Oral Statements Made by Lender’s Agent Inadmissible to Support Claim for Violation of TILA Insurance Disclosure Requirements: A lender made a loan to a couple secured by a lien on their car. The note and security agreement included a charge for “Limited Physical Damage Insurance,” which the borrower must pay unless the borrower obtained insurance from a provider acceptable to the lender. The borrowers claimed that they questioned this insurance charge and showed proof of their existing insurance to the lender’s agent, but the agent told them that the insurance charge was required, so they paid the charge. When the buyers filed a Chapter 13 bankruptcy petition, the lender filed a secured claim. In response, the borrowers argued that the note and security agreement violated the Truth in Lending Act. Regulation Z requires charges for insurance against loss or damage of property to be included in the finance charge unless specifically excluded. An exclusion exists for insurance premiums if certain conditions are met, including the condition that “the insurance coverage may be obtained from a person of the consumer’s choice, and this fact is disclosed.” The borrowers alleged that the oral representations made by the lender’s agent rendered the insurance disclosure unclear. They also argued that by taking the voluntary choice from them, the lender violated Reg. Z. The U.S. District Court for the Northern District of Alabama declined to consider the oral extraneous evidence to determine whether there was an ambiguity in the insurance disclosure required under TILA. The court explained that no ex- traneous oral evidence can be presented by a plaintiff to prove that the defendant gave the impression that insurance was required, except in the case of illiteracy, fraud, or duress. See White v. Superior Financial Services, LLC, 2014 U.S. Dist. LEXIS 31811 (N.D. Ala. March 12, 2014). Listing Each Payment, its Due Date, and Amount Due Satisfied Creditor’s Obligation to Disclose Number of Payments: A borrower filed an adversary proceeding in her bankruptcy case against her lender, claiming that the lender violated the Truth in Lending Act by failing to disclose the number of payments her loan required. The TILA disclosure statement set forth a payment list that identified every payment the loan required, its due date, and the amount due. Nowhere did the lender state that 24 payments were required. The bankruptcy court dismissed the complaint, and the U.S. District Court for the Northern District of Illinois affirmed. TILA requires a creditor to disclose the “number, amount, and due dates or period of payments scheduled to repay the total of payments.” The appellate court found that the Official Staff Commentary provides two methods for satisfying the number, amount, and timing requirements: (1) list each payment, when it is due, and how much each payment is for, or (2) state the payment interval or frequency, the calendar date the first payment is due, and the total number of payments. The appellate court found that listing the 24 payments satisfied the lender’s obligation to disclose the number of payments the borrower was required to make. See In re Davis (Davis v. The Payday Loan Store of Illinois, Inc.), 2014 U.S. Dist. LEXIS 45972 (N.D. Ill. April 3, 2014). Oral Representation that Used Car is “in Good Working Order” Not Deceptive in Light of Disclosures that Car Was Used and Sale Was “As Is”: A buyer bought a used car from a dealer who told her that the vehicle “was in good working order,” but also that “there is no such thing as a perfect used car” and “used means used.” Continued on page 30 Protect Yourself with the Right Technology. GoldStar GPS Nationwide CDMA Coverage Connect to the Power of CDMA with GoldStar GPS. Stay connected to your vehicles with the next generation of GPS tracking that’s more powerful than any other in the market. Our award-winning collateral management platform for the automotive finance industry now delivers CDMA technology for even greater performance and flexibility to meet your needs today. And in the future. • • • • Most reliable coverage and connections – even in rural and remote areas Better network access and faster data speeds Long term system performance – supports your service needs well into the future 11th Generation CDMA Talon enables more data and more insights – today and tomorrow Power Your Business with the Award-Winning Automotive Collateral Management System! Learn more at GoldStarGPS.com/giada-cdma or call: 1-866-655-8825 Automotive Tech Solution Providers CES 2014 Best Automotive Collateral Management Platform 20 Most Promising Automotive Tech Solution Providers ©2014 Spireon, Inc. All Rights Reserved. Coverage maps are high-level estimates when using your device outdoors under optimal conditions. There may be gaps in coverage within estimated coverage areas that, along with other factors (such as network problems, software, signal strength, your wireless device, structures, weather, geography, etc.) could impact the quality of services. Coverage is not available everywhere and is not guaranteed. Please call Spireon with any questions or comments about services. GIADA Independent Auto Dealer May/June 2014 | 29 GIADA Nominating Committee Announces Candidates for 2014-15 At the GIADA spring board meeting, the GIADA Nominating Committee certified the following candidates for officer appointments as per GIADA Bylaws Article 5, Section 2: Any additional Candidate(s) who choose to stand for office from the floor or otherwise must qualify per article Xll, Section 1, hereof. The newly elected officers will be installed and take office at the annual meeting in July and shall serve one year or until their successors are elected. GIADA Qualified Candidates for Office 2014-2015: Chairman of the Board, Charles Teel President, Larry Lewallen President Elect, Billy Graham First Vice President, Jennifer Knights Second Vice President, Bart Barton Third Vice President, Lee Cavender Sr. Vice President at Large, Dennis Pope Sr. Vice President at Large, Joe Addison First Vice President at Large, Glen Reeves Second Vice President at Large, Sandra Gresham Third Vice President at Large, Guy Padgett Fourth Vice President at Large, Troy McCalla Treasurer, Dan Stryzinski Secretary, David Mosley Proudly serving the needs of the Garage Industry since 1988 Call or Click Today 770-974-0670 DWardInsurance.com Debbie Ward, AAI Owner & President To give you more choices, we partner with many of the most highly respected insurance companies. 30 | GIADA Independent Auto Dealer May/Jun 2014 THE CAR LAWYER Continued from page 28 In addition, the Buyer’s Guide stated that the car was being purchased “as is - no warranty.” When the car stopped working properly eight months later, the buyer sued. The trial court found that the dealer’s statements regarding the car were not proven to be false, nor were the statements misleading as a deceptive act or practice under Hawaii law. In addition, the trial court found that the buyer failed to prove she incurred economic damage as a result of the dealer’s statements. An appellate court affirmed the trial court’s decision, explaining that undisputed evidence that the car was driven for 6,657 miles over eight months and required no service except for an oil change was sufficient for a finding that the dealer’s statement about the car being in “good working order” was not false. The appellate court also found that the statement was not deceptive because, under a “clearly erroneous” standard of review, whether the statement “was likely to mislead consumers acting reasonably under the circumstances” presents a mixed question of law and fact. In this case, the dealer explained the contract terms and made statements that a used car may have problems, making the trial court’s finding that a reasonable consumer would not be misled not clearly erroneous. In addition, the buyer did not suffer economic loss because not only did she not offer any evidence of economic damages, but the record showed that she received an insurance payment greater than the amount she paid for the car after it was stolen and damaged beyond repair. See Bailey v. Siracusa, 2014 Haw. App. LEXIS 109 (Haw. App. March 10, 2014). So there’s this month’s roundup! Stay legal, and we’ll see you next month. n _____________________________ Tom (thudson@hudco.com) and Nikki (nmunro@hudco.com) are partners in For information, visit www.counselorlibrary.com. Copyright CounselorLibrary.com 2014, all rights reserved. Single publication rights only, to the Association. (5/14) HC# 4851-47350043. FEATURE A CAR-BUYER BIO Customers Becoming Less Interested in Test Drives by Steve Finlay, Editor, WardsAuto C ar buyers apparently are taking fewer test drives, long considered one of the most important parts of the dealership selling process. A DMEautomotive survey of about 2,000 automotive consumers indicates 16% took no test drive. About one-third demo drove only one car. Traditional sales training urges salespeople to put customers behind the wheel of a vehicle for a spin as a way of enhancing the close of a deal. Not only are more people bypassing test drives, they’re making markedly fewer visits to dealerships, according to DME, a research and marketing firm. More than two-thirds of car shoppers visited two dealerships or fewer before buying, according to the survey. Forty percent say they visited only one. That contrasts to pre-Internet days when making the rounds of dealerships was how most people shopped for cars. Today, only 15% of buyers visit four or more stores. “This avoidance of physical dealerships is in stark contrast with how much online vehicle research is happening,” says Mary Sheridan, DME’s manager-research and analytics. “Four in five people now use the Internet for car buying, visiting 10 auto websites in the process.” Some aggressive Internet users take a tactical approach that resembles a form of warfare. “More people are stealthily comparison-shopping dealerships and inventory online, and then swooping in to buy when their minds are made up,” Sheridan says. Dealerships no longer can rely on walkins and “be-backs” to drive sales. “They need to have the most powerful online presence wherever dealer and vehicle selection is happening, and work far harder to keep customers close throughout the ownership cycle, using every retention marketing tool possible, like a constant-connection mobile app,” she says. The average new vehicle costs more than $30,000, but about half of surveyed newcar buyers test drove only one. Some of them skipped it altogether. On average, buyers test-drove 1.9 cars, with 26% trying out three or more, DME says. Surprisingly similar patterns are seen among used-car buyers, of all people. Conventional wisdom is they would take significantly more test drives to check on a pre-owned car’s condition. But the DME study says 30% of used-car buyers test drove only one vehicle compared with 35% of new-car buyers. And more used-car buyers (18%) than newcar purchasers (14%) took no test drives. The survey says test drives appeal more to consumers under age 35. DME speculates that’s because they’re more enthralled with the novelty of buying a car. Of the under-35 set, 57% test-drove more than one vehicle and 33% test drove more than three. That compares with 48% and 23%, respectively, for people over age 35. Women influence 85% of all car purchases, but 19% of them skipped test drives. Twelve percent of men did.The survey also measured how much consumers trust dealership salespeople. DME says the results are sobering: only 21% of people polled perceive showroom staffers as “trustworthy.” Lawyers and mortgage brokers rank higher. But politicians and telemarketers scored lower. n _____________________________ Steve Finlay is the editor of WardsAuto Dealer Business magazine. His journalism career started 40 years ago as a crime reporter. A Michigan native, he likes fast cars, big lakes and cold days. GIADA Independent Auto Dealer May/June 2014 | 31 INDUSTRY TIPS Manage Your Inventory Efficiently in the Summer S by NextGear Capital ummer can be a challenging time of the year for used car dealers. It is widely expected throughout the industry for volumes to become stagnant and retail sales to be passive between June and September. Car sales dwindle in the summer due to families’ spending money on vacations, kids’ summer camps and sprucing up their landscaping. After the highs of tax season, the summer blues can be a difficult transition. Remarketing institutions plan for a slowdown and dealers should too. It’s important for dealers to be flexible in their buying and selling so that they can be both competitive and profitable in the market. In the remarketing industry, there are three universal truths when it comes to efficiently managing inventory: use your working capital efficiently, buy smart and take advantage of resources that provide information on wholesale industry trends. By following these tips below, you will be better prepared to deal with the slowdown of summer. 1 Be more efficient with the use of your working capital Floor planning is a great way to balance credit and working capital to maximize your cash flow. This balancing act is oftentimes the lifeblood of a dealer’s business and the fuel for growth. However, ineffective use of working capital and under-capitalization, among other factors, can contribute to a dealer going out of business because they can’t keep up with their working capital. Simply put, the more cars you buy and sell, the greater the need to manage your cash flow. 32 | GIADA Independent Auto Dealer May/Jun 2014 For years, floor planning has been a resource to help loosen up working capital for dealers. What would you do with increased working capital? Would you advertise more? Hire a new sales person? Repave your lot? The list goes on, as the benefits of having working capital for any small business will only keep you from experiencing failure. Simply put, floor planning provides you the ability to keep your lot full…full of cars and customers. 2 Buy smart It might be tempting to buy that snazzy sports car because it looks nice, but is it a good price and does it make a potential profitable addition to your inventory? Going to auction with a plan of how much you are willing to spend can help save you from those “impulse buys” that may turn into buyer’s remorse down the road. Different cars sell better in different seasons. In the summer, you are going to get more business for convertibles, recreational vehicles and motorcycles than for trucks and SUVs. Make sure you’re buying vehicles that will sell well and won’t be sitting on your lot for months and months. 3 Watch wholesale industry trends There are some valuable resources available to dealers to stay current on the latest industry trends and happenings. The NIADA publishes a Used Car Industry Report every June that provides analysis and an overview of the used car dealer and used car marketplace. Additionally, Manheim publishes its own Used Car Market Report annually as well as a monthly Industry Brief. Both of these sources have a wealth of knowledge provided by the largest auction house in the world. Many trade publications and online resources, such as Automotive Digest’s monthly Used Car Market Report, also provide dealers with knowledgeable information to help them understand pricing and other developments in the industry. n Building Your Business with The NIADA Certified Pre-Owned Program • • • • • • • • • • Increase Sales Increase Customer Confidence Raise CSI Reach New Customers Increase Gross Profits Alignment with a National Partner Multiple Programs to Choose From Day 1 Coverage Simple and Fast Claim Process Financial Strength in AmTrust CPO, Places Your Dealership Above the Competition Contact - Centurion Automotive Products, the GIADA Official Marketing Arm for the NIADA CPO Program Danny Delich, State Contact (913)403-6042 www.centurionauto.net GIADA Independent Auto Dealer May/June 2014 | 33 TARGET YOUR ADVERTISING DOLLARS Why Advertise with Us? TARGETED DISTRIBUTION. The magazine is delivered directly to over 3,000 independent automobile dealers throughout the state of Georgia who are top decision makers. ADVERTISING WILL GROW YOUR BUSINESS. Magazine advertising sells and it delivers results consistently. Studies show that magazines are the strongest driver of purchase intent and actually boost the effectiveness of other media. AFFORDABILITY. Our magazine is committed to your success! We offer advertising packages for every budget, and our staff will create a marketing plan with you that works. Whether you are a new business or need to reestablish your business in the marketplace, be assured that no matter how small or large your business is, we have plans that are tailored to meet your needs. QUALITY. If you have a quality product, service, or practice, it makes sense that you should advertise in a quality environment. There’s no better publication for your target audience! VALUE-ADD CONTENT. Clear, crisp, and contemporary articles and ads gain trust and respect from auto dealer decision makers. Your advertisement will be well-positioned to help you grow. LONG SHELF LIFE. While a newspaper ad is here today, gone tomorrow, a magazine’s impact goes on and on. Research indicates that readers will return to it repeatedly during its initial two-month cycle and an astounding 47 percent save their issues. 34 | GIADA Independent Auto Dealer May/Jun 2014 It’s the best decision you’ll make all year! Independent Auto Dealer is distributed to over 3,000 independent automobile dealers, associate service providers and decision makers throughout the state of Georgia. Visit giada.org/store for rates, availability and contact information. Space is limited. Space is available on a first-come, first-serve basis. GIADA Independent Auto Dealer May/June 2014 | 35 FEATURE INTERNET MARKETING 4 Ways to Effectively Listen to Your Customers by Lee Brogden Culberson B efore you start listening, though, you must overcome your fear of what you might hear. Dick Cavett once said that “it’s a rare man who wants to hear what he doesn’t want to hear” and yet not hearing can cost a dealership a short-term sale and even cause longterm grief. Put aside the fear of what you might hear and start turning disgruntled customers into happy campers or one-purchase buyers into multi-purchasers (complete with referral names) using a combination of “tried and true” techniques and online “listening.” 1 Pay attention to what your employees are saying: Often the dealership employees, from sales to service to finance have the ears to the ground and have a good grasp on what both prospects and buyers are saying about your service, your dealership, your pricing and the quality of your vehicles. Gather your employees regularly - not for a gripe session - but to seek ideas for new ways to delight the customer. 36 | GIADA Independent Auto Dealer May/Jun 2014 “Most people do not listen with the intent to understand; they listen with the intent to reply.” -Stephen R. Covey 2 Ask the customer and then act on it: There are two things here: Ask, but then show them you are serious about listening. Use a free or super cheap online tool to send a survey to prospects and to those who have purchased. Skip the boring standard questions and ask questions designed for authentic, sincere feedback. Then, find something actionable and let your surveyed folks know that you listened - and acted. This level of goodwill builds wild loyalty, even among finicky car buyers. 3 Show your customer you are ready to listen: Let your prospects and buyers know where your dealership is online and that you are there to listen when they need to be heard. A great example of helping them engage is to have "Car Hour" on Twitter every Thursday at 6pm where prospects can ask questions and you can answer them. 4 Listen across social media and across dealerships: Set up key terms and alerts and track them across online outlets. Collect questions that your customers likely want answered. As buyers become more knowledgeable in their search, their questions and needs are changing. Be ready by listening, ahead of time, to them, your employees and your past buyers. You'll profit by hearing what you might not want to hear. n GIADA Independent Auto Dealer May/June 2014 | 37 NEW & RENEWED MEMBERS 129 Motor Sales & Repair 1st Auto Leasing Broker 21 South Auto Sales, Inc. 360 Automotive Group, Inc. 4-d Auto Brokers LLC 5 Starr Auto 7$ Autotruck Sales 88 Leasing, Inc. A & C Auto Sales LLC A G Automotive Group A1 Motors , LLC Aarons Auto Group Acceptance Auto Sales Adel Auto Sales Afogates Enterprises, Inc. Ahiwe Auto Sales Ahl’s Auto Sales Alade Auto Brokers Alfred A Hosley Alina Motorsports, LLC ALM South Alma Auto Sales Alvin Fouts Cars, Inc. Ambra Horton American Auctioneers, LLC American Car System Group Amin International Trading Co AMS Auto Sales Amyn Motors Inc. Aneeq Enterprises, LLC Ans Auto Sales Ap Auto Repair Shop Inc. Arc Auto Sales Asain One, Inc. Asap Auto Brokers Assurance Auto Group Atlanta Best Auto Collection Atlanta Dealer Trades Atlantic Ocean Auto Export Atlautos.Com Auctions Unlimited Austrian Motors, Ltd Auto 1 Madison Auto Access Auto Barn Auto Connection Of Georgia Auto Drive ,LLC Auto Outlet Auto Plus Of Georgia Auto Quest Corporation Auto Source Auto To Go ,LLC Auto Union, LLC Autoland USA, Inc. Automagic, LLC Automania Auto Sales, LLC Automotive Brokers Of Georgia Automotive Specialist Autos 2 Go Autosmart USA ,LLC Autostar Finance Autoworld USA B & D Used Cars, Inc. Bailey Auto Sales BB & L Auto Services Beckham’s Used Cars BeLLCom Autos, LLC Belsha Usa Corp Big Boys Toys Of Statesboro Big John’s Auto Sales Bigfox Auto,LLC Bill Hicks Motors Inc Black Book Blackwell’s Auto & Truck Sales, LLC Blue Ridge Auto Group BMVW, Inc. Bnb Auto Sales Bobcat Automotive Borno Auto Dealership Brandautofinance Brown & Brown Auto Broker Bryant Auto Sales Bryants Discount Buy & Drive Used Car Sales Calhoun Auto Sales, LLC California Car Company Canton Auto Sales Capital America, Inc. Car Corral Auto Sales Car Networker Carbasiks Auto Sales Carbras Auto Center, Inc. Carbucks Carforsale.com Cars & Trucks Unlimited Cars 4 U Now, LLC Carsmatic Auto Sales Cars-N-Stuf, Inc. Carter Auto Sales Casey Gilson P C Cash Cars Auto Brokers Cehl Imports, Inc. Charley-Hench Auto Dealers Chattanooga Valley Used Cars Cherclabre Auto Sales Christopher Eells CL Whighmam, Inc. C-Links Auto Sales, Inc. Coastal Auto Consumer’s Choice Corados Auto Sales Coral Auto Brokers, Inc. Corner Lot Used Cars Corporate Auto Brokers Country Time Automotive Court Of Cars Cousin’s Elite Automotive Credit Master, Inc. Credit Nations Auto Sales Cymill Motors, Inc. D & C Autobrokers & Transport 38 | GIADA Independent Auto Dealer Mar/Apr 2014 MARCH / APRIL 2014 D & D Autow’s D. C. Rushing Autos Dany Rego Auto Sales DBG Auto Dealer Remarketing, Inc. Dealersocket Deals On Cars, LLC Dees Used Cars Dehran Horton Destination Auto Brokers, Inc. Diamond Cars Dinkins Motor Discount Auto Sales Discount Automotive Used Cars Divine Autos, Inc. Dixie Auto Sales Dixie Rides Dollar Used Cars Double D Auto Sales Drake Auto Sales Dream Cars International Dream Fresh Automotive, LLC Drivetime Drummer Import Service & Sales Dubon Auto Sales E & J Auto Brokers, LLC E & J Auto Sales, Inc. E & W Cars, LLC E. G. Automotive, Inc. East Cobb Auto Rentals And Sales East West Motors Easy Auto Sales, Inc. Eazy Kars Auto Sale Eazy Ride Auto Sales Ebuyz Auto & Truck Sales, LLC Ed Murdock Trailers & Auto, Inc. Edwin Correa E-imports, LLC El Compadre Trucks, Inc. Elegant Auto Brokers, Inc. Elite Motors, Inc. Elite Rides Ellyson Financial, Inc. Emad Auto Sales Emerald Auto Mart Inc. ENJ, LLC Essimaging, Inc. European Automotive Group, LLC Express Auto Group Express Auto Sales Express Auto Sales EZ2 Afford Cars, LLC Fabulous Used Cars, Inc. Fairbanks Motors, Inc. Fairground Motors, LLC Famachi International, Inc. Fantasy Automotives Fenders Fifth Street Motors First Choice Motors Inc. First Class Motors, LLC Firstgate Auto Sales Fisk Auto Sales, Inc. Five Points Auto Sales & Stone Mtn, LLC Fletcher Auto Sales Foster’s Auto Sales And Service, Inc. Four-D, Inc. Frank Safo Franzen And Salzano, PC Freddie’s Cars FTPP Auto, LLC G & G Car Dealer G & S Auto Sales G & S Auto Sales G.E.A.R.S. Garcia’s Used Cars GBI Auto Solutions Sales Gene’s Machines Georgia Auto Gallery Georgia Car Finders, LLC Georgia Insurance Associates, Inc. Georgia Luxury Automotive Georgia National Auto Sales, LLC Georgia On Wheels Georgia-Carolina Auto Auction German Auto Sales & Service Geron L Moore, LLC Gibbs Auto Inc Gil’s Auto Sales Gold Coast Import Outlet Golden Goose Auto Sales Gombart Auto Group Grayson Motor Company Great South Motors Green Lite Auto Sales Greene Motor Co Greg Blanton Enterprises, Inc. Guaranteed Cars & Credit Guy’s Automotive Gwc Warranty H & H Auto Sales H & H Auto Sales H & S Auto Group Happiness Auto Sales, LLC Hard Body Auto Sales Hines Automart Home Town Auto Mart Horizon Automotive Group, LLC House Automotive Group Houston Auto Auction Howard Motors Hwy 92 Auto Sales I H S Auto I-75 Truck Sales, Inc. I-Deal Cars, Inc. Imperial Auto Sales, Inc. Import Auto Brokers, Inc. Import Auto Sports Sales, LLC NEW & RENEWED MEMBERS Import Plus Auto Sales International Auto Exports Interstate Auto Sales Interstate Equipment Co, Inc. Inventory Management Solutions Iq Motors J D Byrider J D Used Auto Sales, Inc. J J Kane Auctioneers, Inc. J T Motors Inc. J. W. Truck Sales, Inc. JABD Auto & General Merchandise Jafa Auto Sales, LLC Jamhemp Auto Solutions, LLC Javier Ruiz Jay’s Used Cars, LLC JB&L Auto Sales, Inc Jeffa Auto World, LLC Jenco Sales, Inc. Jerry Barker Motor, LLC Jerry Williams Jet Auto Sales, LLC JJ Auto Sales JMC Auto Brokers, Inc. JMC Auto Shop Joe Addison Motors John Law Johnny’s Auto Sales Johnson Automotive Group, Inc. Johnson’s Used Cars, Inc. Jolly Auto Sales Jordan Motor Company Juan Diego Auto Sales Just Pink Auto Brokers Just Right Auto Deals, LLC K & K Auto Sales, Inc. Kar Atlanta Kar Net, Inc. Keller’s Auto Sales, Inc. Key life Cars, Inc. Keys Motor Co, Inc. Keys Please Auto Sales King Quality Used Car Sales, LLC Kingsmode Auto Sales, LLC Kitchens Garage, Inc. Kmh Auto Group, LLC L & B Motors, Inc. L W Benton Company, Inc. Lake Carroll Auto Sales Lakeview Motors Used Cars Lakeview Automotive Group Lamar Auto Brokers Landmark Auto Sales, Inc. Lara’s Trucks, Inc. Lawson Auto Sales Lecroy Auto Sales Lee Auto Sales & Service, Inc. Lee’s Crossing Auto Sales, Inc. Leeward’s Autobody Repairs & Sales Legacy Motorsports Lewis Page Auto Brokers Lincoln Place Auto Sales, Inc. Lo Automotives Sales Lobga Auto Broker Love To Drive Motors, Inc. Lowery Brothers Motors, Inc. Lri Auto Group Lucken International Export Luxury Drive Auto Sales M & M Auto Sales M & S Auto Sales, Inc. Mac Co Motors Macon Auto Network Mac’s Used Cars, Inc. Majestic Auto Brokers Major Motors Makenzy Auto Sales Maluda Auto Sales, LLC MaMa’s Car City Manheim Atlanta / Manheim Ga Marietta Sportscar Company, Inc. Mark’s Cars Sales & Rentals, Inc. Martin’s Auto Sales Massey Automotive Mastercars Maxx Auto Sales MB Resources, LLC Mcconnell Auto Sales McDonough & Co., LLC DBA Proclaim Mckinna Auto Sales Mckool Cars McLeod Auto Company, LLC Mcreynolds Automotive Members Auto Choice Mercer Motors Metro Dynamic Motors, Inc. Mid Georgia Motorsport Middle Man, LLC Midway Motors Midwest Recreational Clearing House Mike Lance Jeeps, LLC Mike’s Corner, LLC Miller & Miller Sales, LLC Milton Tire & Auto Mitch Simpson Motors Mogul Motors, LLC Momentum Motorcars Moore Truck Sales, LLC Morrison Team Auto Brokers Motors In Motion, Inc. Mountain Motors Moxley Auto Sales Mullis Garage & Parts, LLC National Auto Lenders National Auto Sales Nationwide Natorius Bell Next Level Auto Repair & Sales Nicos Auto Broker, LLC MARCH / APRIL 2014 Nimo Peaches Auto Sales, Inc. North Georgia Imports, Inc. North Point Auto Brokers Obag Sales Corp One Source Automotive Solutions Oto Master Sales & Export, LLC Paradise Automotive, LLC Pathway Automotive Group Payne’s Auto Mart & Leasing Paystart Unlimited, LLC PDQ Auto Sales, LLC Peachy Auto Sales Perez’s Auto Sales Perfect Financial Solutions Performance Auto, Inc. Petra Auto Sales, Inc. Pett Auto Way, LLC Pigg Enterprises, Inc. Pinnacle Sales & Leasing Platinum Auto Imports Platinum Automotive Sales Of Augusta Porro Auto Sales, LLC Potors Auto Sales, LLC Power Play Auto Brokers PPK Automotive, Inc. Premier Auto Locators Premium Auto Group Presley Auto Sales Prime Time Auto Brokers Prince Motors, LLC Quality Auto Sales Quality Cars R Us, Inc. Quality Motors, LLC R & S Auto R Kids Auto Sales Raf Auto Sales Rallye Auto Sales & Financing Regis Auto Sales Regs Used Cars Ride Time Ridgeland Motors Rite-way Auto Sales Rivers Auto Sales RJ’s Auto Sales Robinson Automotive Group Rogers Used Cars Rommel And Ryle’s Automotive Royal Exotic, LLC Royale Bleu Auto Associate S & L Imports S & W Auto Sales Sala Used Auto, LLC Sammy’s Cruisers, Inc. Samples Truck Sales Sanders Auto Group Scenic Auto Sales Sea Truck Sales Selastar Select Cars & Trucks Select Luxury Cars Selectrpm Sherrell Denise Smith Smart Buy Auto Dealer, LLC Solex Auto, Inc. Sonnie’s Quality Cars, Inc. Sonshine Auto Sales Southern Auto Sales Southland Motors Spartan Automotive Speedway Motors Spencer-williams Auto Sales Sprint Auto Sales, LLC Stacey Auto Sales Stafford Cars Star Car Company Star Cars, LLC Station 12 Classics, LLC Sterling Auto Consultants Street Whipz Sublime Autos, LLC Sun Trust First Data Superior Auto Trader, Inc. Supreme Auto Inc. Symbolic Motor Sports T2 Sales, LLC Taylor Truck & Equipment, Inc. TCK Auto Exchange, LLC Team One Motorcars, LLC TG Autos The Auto Company The Car Store Of Gainesville The New Calhoun Auto Auction The Salvation Army Auto Sales The Sean Oliver Group, Inc. Thompson Tractor Co, Inc. TLC Auto Towing and Storage Tony’s Complete Automotive Top Line Auto Sales Torque Auto Sales, LLC Touba Auto Sales, LLC Town Square Motors Troy Hamby Automotive, LLC Trucks And Trails Tuffy’s Auto Sales Tystanic Auto Sales & Rentals Universal Motor Valdosta Auto Market, Inc. Value Auto Sales Velocity Auto, LLC Vision Motors, Inc. W.P.F. Car Sales, LLC Wayne Reaves Computer Systems, Inc. WB Diversified Auto Sales WCV Quick Auto, LLC West Auto Mart What Drives You Auto Brokers Worldwide Unlimited Auto Brokerage Xtreme Auto Motors, LLLC Young Harris Truck Sales GIADA Independent Auto Dealer Mar/Apr 2014 | 39 AUCTION DIRECTORY MONDAY Copart Auto Auction 6089 Hwy 20 Loganville, GA 30052 770-554-6366 12:00 pm Dealer & Public Sale copart.com Insurance Auto Auction Macon 2200 Trade Dr. Macon, GA 31217 478-314-0031 9:30 am One Monday per Month iaai.com Insurance Auto Auction Tifton 368 Oak Ridge Church Road Tifton, GA 31794 229-386-2640 9:30 am Biweekly iaai.com Manheim Georgia 7205 Campbellton Rd Atlanta, GA 30331 404-349-5555 / 888-766-7144 Ford Factory Sale Every Other Monday 10:00 am Call for Toyota & Nissan sale manheim.com TUESDAY America’s Auto Auction -Atlanta 444 Joe Frank Harris Pkwy Cartersville, GA 30120 770-382-1010 6:00 pm Dealer & Public Sale auctionbroadcasting.com America’s Auto Auction – Greenville 2415 Hwy 101 S Greer, SC 29651 864-801-1199 800-859-3393 3rd Tuesday of Every Month 2:00 pm Marine Sale americasautoauction.com America’s Auto Auction – Jacksonville 11982 New Kings Rd Jacksonville, FL 32219 904-764-7653 6:00 pm INOP Sale 6:30 pm Dealer Only Sale americasautoauction.com Athens Auto Auction 5050 Atlanta Hwy Bogart, GA 30622 770-725-7676 6:30 pm Dealer & Public Sale athensautoauctionga.com Chattanooga Auto Auction 2120 Stein Dr. Chattanooga, TN 37421 423-499-0015 9:00 am Dealer Sale chattaa.com Columbus Auto Auction 2473 Blanchard Blvd Columbus, GA 31901 706-320-2200 5:45 pm Dealer Sale Columbusgeorgiaautoauction.com Hwy 515 Auto Auction 107 Whitepath Rd Ellijay, GA 30540 706-635-1500 6:00 pm Dealer & Public Sale hwy515autoauction.com Insurance Auto Auction Atlanta North 6242 Blackacre Trail NW Acworth, GA 30101 770-975-1107 9:00 am iaai.com Manheim Georgia 7205 Campbellton Rd Atlanta, GA 30331 404-349-5555 / 888-766-7144 9:00 am Dealer Sale 1st, 3rd, & 5th Tuesday 8:30 am Disable Sale manheim.com WEDNESDAY 411 Auto Auction 3824 Hwy 411 Kingston, GA 30145 770-336-5581 12:00 pm 411autoauction.com Adesa Atlanta 5055 Oakley Industrial Blvd Fairburn, GA 30213 770-357-2277 10:00 am Dealer Sale adesa.com America’s Auto Auction Greenville 2415 Hwy 101 Greer, SC 29651 864-801-1199 3rd Wed RV Sale 9:00am americasautoauction.com Augusta Auto Auction 1200 E. Buena Vista Ave N. Augusta, SC 29841 800-536-3234 10:00 am Dealer Sale 9:30 am Last Wed of Month INOP augustaautoauction.com Carolina Auto Auction 140 Webb Rd Williamston, SC 29697 864-231-7000 10:00 am Dealer Sale 1st & 3rd Wednesday 9:00 am Salvage Sale carolinaautoauction.com Dealers Choice Auto Auction – Griffin 2425 North Expressway Griffin, GA 30223 770-227-1791 3:00 pm Dealer Sale dealerschoiceaa.com Insurance Auto Auction – Atlanta South 1930 Rex Rd Lake City, GA 30260 678-920-4800 9:00 am Rental & Fleet Sale iaai.com Manheim Atlanta 4900 Buffington Rd College Park, GA 30349 404-762-9211 / 800-856-6107 Exotic Highline Event 4th Wednesday at 9:30 am manheim.com New Calhoun Auto Auction 2236 Rome Rd SW Calhoun, GA 30701 706-624-1944 7:00 pm Dealer & Public Sale newcalhounautoauction.com Southeastern Auto Auction of Savannah 1712 Dean Forest Rd Savannah, GA 31408 912-965-9901 In-Op 10:00 am, Repos 10:30 am 11:00 am Regular Sale southeasternaa.com Truckcenter.com 1952 Moreland Ave Atlanta, GA 30316 404-627-5346 Visit Website for Dates/Times truckcenter.com THURSDAY Albany Auto Auction 1421 Liberty Expressway SE Albany, GA 31705 229-435-7708 6:30 pm Dealer Sale albanyautoauction.net Manheim Statesville 145 Auction Lane Statesville, NC 28625 800-868-1220 8:30 am TRA Sale 9:30 am manheim.com Georgia-Carolina Auto Auction 884 East Ridgeway Rd Commerce, GA 30529 706-335-5300 5:00 pm Dealer & Public Sale gcautoauction.com Dealers Choice Auto Auction - Marietta 810 Cobb Pkwy S Marietta, GA 30060 770-499-9119 4:00 pm Dealer Sale dealerschoiceaa.com Rawls Auto Auction 2818 Pond Branch Rd Leesville, SC 29070 803-657-5111 10:00 am Dealer Sale GSA Sale Public & Dealers Call for Details 8:30 am Salvage Sale rawlsautoauction.com Houston Auto Auction 4599 Pio Nono Ave Macon, GA 31206 478-788-6947 11:00 am & 7:30 pm Dealer & Public Sale Insurance Auto Auction Atlanta East 1045 Atlanta Hwy SE Winder, GA 30680 770-868-5663 9:00 am Motorcycle sale 1st Mon. 9 am iaai.com 40 | GIADA Independent Auto Dealer May/Jun 2014 Manheim Atlanta 4900 Buffington Rd College Park, GA 30349 404-762-9211 / 800-856-6107 9:30 am Dealer Sale Every Other Thursday 9:30 am Salvage Sale manheim.com Manheim Darlington 1111 Harry Byrd Hwy Darlington, SC 29532 843-245-5615 9:30 am Dealers Only 12 Lanes -2500 veh-whly manheim.com Oakwood’s Arrow Auto Auction 4712 Flat Creek Rd Oakwood, GA 30566 770-532-4624 6:00 pm Dealer & Public Sale oakwoodsarrowautoauction.com Perry’s Auto Auction 628 South Main St Swainsboro, GA 30401 478-237-8270 11:00 am perrysautoauction.com Rebel Auction Company 1175 Bell Telephone Rd Hazelhurst, GA 31539 912-375-3491 / 800-533-0673 2nd Thursday of Each Month 9:00 am Dealer & Public Sale rebelauction.net FRIDAY America’s Auto Auction - Atlanta 444 Joe Frank Harris Pkwy Cartersville, GA 30120 770-382-1010 11:00 am Dealer Sale INOP 2nd & Last Fridays at 9:30 am auctionbroadcasting.com America’s Auto Auction Greenville 2415 Hwy 101 South Greer, SC 29651 864-801-1199 / 800-859-3393 10:00 am Car Sale americasautoauction.com Charleston Auto Auction 651 Precast Lane Moncks Corner, SC 29461 843-719-1900 10:00 am Dealer Sale charlestonautoauction.com Copart Auto Auction 2568 Old Alabama Rd Austell, GA 30168 770-941-9775 12:00 pm Dealer & Public Sale copart.com Georgia-Carolina Auto Auction 884 East Ridgeway Rd Commerce, GA 30529 706-335-5300 6:30 pm Dealer & Public Sale gcautoauction.com South Georgia Auto Auction 1407 Silica Rd Albany, GA 31705 229-439-0005 11:00 am Dealer Sale southgeorgiaautoauction.com Insurance Auto Auction 125 Old Hwy 138 Loganville, GA 30052 770-784-5767 9:00 am iaai.com Southeastern Auto Auction of Savannah 1712 Dean Forest Rd Savannah, GA 31408 912-965-9901 7:00 pm Public Sale southeasternaa.com Insurance Auto Auction Savannah (Rincon) 348 Commerce Drive Savannah, GA 31326 912-826-1219 9:30 A.M. Every Other Friday iaai.com Tallahassee Auto Auction 5249 Capital Circle SW Tallahassee, FL 32305 850-878-6200 10:00 am Dealer Sale bscamerica.com SATURDAY Houston Auto Auction 4599 Pionono Ave Macon, GA 31206 478-788-6947 7:30 pm Dealer & Public Copart Auto Auction 2568 Old Alabama Rd Austell, GA 30168 770-941-9775 12:00 pm Dealer & Public Sale copart.com Georgia-Carolina Auto Auction 884 East Ridgeway Rd Commerce, GA 30529 706-335-5300 6:30 pm Dealer & Public Sale gcautoauction.com Insurance Auto Auction 125 Old Hwy 138 Loganville, GA 30052 770-784-5767 9:00 am iaai.com Insurance Auto Auction Savannah (Rincon) 348 Commerce Drive Savannah, GA 31326 912-826-1219 9:30 am Every Other Friday iaai.com Tallahassee Auto Auction 5249 Capital Circle SW Tallahassee, FL 32305 850-878-6200 10:00 am Dealer Sale bscamerica.com OTHER AUCTIONS ACACIA Augusta Auto Auction 1200 East Buena Vista Ave North Augusta, SC 29841 800-536-3234 Last Day of the Month 9:30 am INOP Salvage Sale augustaautoauction.com CarMax Auctions 888-804-6604 Dealers Only Auctions – For Locations, Dates & Times carmaxauctions.com Hudson & Marshall, Inc. 478-743-1511 Auction/Liquidators hudsonandmarshall@bellsouth.net JJ Kane Auctioneers, Inc. 678-840-4914 See web for sale dates jjkane.com Online Public Auction.com 800-963-1672 6728 Hwy 85 STE C-2 Riverdale, GA 30274 onlinepublicauction.com Ritchie Bros Auctioneers 4170 Hwy 54 Newnan, GA 30265 770-304-3355 Industrial Equipment Auction rbauction.com V.I.P. Auctions Metro Atlanta New Car Trades 6:00 pm Dealer & Public Sale 678-889-7776 Check Website for Dates, Times & Mobile Locations myvipauctions.com A POWERFUL ARRAY OF NEW ADVERTISING OPPORTUNITIES Visit www.giada.org GIADA Independent Auto Dealer May/June 2014 | 41 Georgia’s Auto Dealers Accounting Firm TJS Deemer Dana LLP is a full-service certified public accounting firm with offices in Atlanta, Dublin and Savannah, Georgia. Our firm offers traditional services in accounting, auditing and taxation as well as consulting services. We are committed to creating value in each relationship by providing personal attention and professional resources to each of our clients. Your dealership would be a valued part of our tax and consulting department. Contact Cristi Jones for a personalized quote for your dealership: cristi.jones@tjsddcom (478) 272-2030 A Few Services We Provide: Tax Consulting & Preparation Bookkeeping Services Payroll Processing Payroll Tax Compliance Audits & Reviews Monthly Finance Company Reporting Related Finance Company Consulting & Setup Outsourced CFO/Controller Functions ATLANTA: 2905 Premiere Parkway, Suite 100 Duluth, GA 30097 Phone: 800-852-6075 DUBLIN: 1004 Hillcrest Parkway Dublin, GA 31021 Phone: 478-272-2030 SAVANNAH: 118 Park of Commerce Drive, Suite 200 Savannah, GA 31405 Phone: 877-238-1008 www.tjsdd.com 42 | GIADA Independent Auto Dealer May/Jun 2014 raising the BAR A SERVICE PROVIDER DIRECTORY GIADA service providers are best in class. We invite you to explore their services and please mention that you saw their listing in the magazine. ACCOUNTING & TAX PREPARATION Galanti & Company, P.C. 770-393-0399 Accounting Services, Tax Preparation, Litigation Support galanticpa.com Robert L. Burt, CPA 205-752-3001 Accounting Tax Refund Svcs Tax Max 866-642-4107 Tax Preparations & Electronic Tax Filer for the Retail Industry taxrefundservices.com TJS & Company, LLC SEE OUR AD ON PAGE 42 Cristi Jones 478-272-2030 Accounting Services cjones@tjscpa.com US Trust 404-264-2817 Tax Advisory ustrust.com ADVERTISING American Hole ‘N One 800-822-2257 Advertising, Promotional & Marketing ahno.net AutoTrader.com 800-353-9350 Automotive Classifieds autotrader.com Best Response Media LLC 770-318-3401 Automotive Classifieds Publication autofocusatlanta.com Cars.com 800-298-1460 Automotive Classifieds cars.com DealerRater 781-697-3661 Car Dealer Review Website dealerrater.com EBay Motors ebay.com Usedcars.com By Dealix 877-791-2074 Advertising and Online Marketing usedcars.com AUCTIONS 411 Auto Auction 770-336-5581 Wednesday 12:00 pm 411autoauction.com Adesa Atlanta SEE OUR AD ON PAGE 3 770-357-2277 Wednesday 10:00 am adesa.com Albany Auto Auction 229-435-7708 Thursday 6:30 pm albanyautoauction.net America’s Auto Auction Atlanta 770-382-1010 Tues. 6:00 pm Dealer/ Public Sale Friday 11:00 am Dealers Only auctionbroadcasting.com America’s Auto Auction – Greenville 864-801-1199 / 800-859-3393 Friday 10:00 am Car Sale 3rd Tuesday 2:00 pm Marine Sale 3rd Wednesday 9:00 am RV Sale americasautoauction.com America’s Auto Auction – Jacksonville 904-764-7653 Tuesday 6:00 pm INOP Sale & 6:30 pm Dealer Only Sale americasautoauction.com Athens Auto Auction 770-725-7676 Tues. 6:30 pm Dealer/ Public Sale athensautoauctionga.com Augusta Auto Auction 800-536-3234 Wed. 10:00 am Dealer Sale Last Wednesday of Month 9:30 am INOP Sale augustaautoauction.com Chattanooga Auto Auction 423-499-0015 Tuesday 9:00 am chattaa.com Columbus Auto Auction 706-320-2200 Tuesday 5:45 pm Dealer Sale columbusgeorgiaautoauction.com Copart Auto Auction – Austell 770-941-9775 Fri. 12:00 pm Dealer/ Public Sale copart.com Copart Auto Auction – Loganville 770-554-6366 Mon. 12:00 pm Dealer/ Public Sale copart.com Dealers Choice Auto Auction Griffin 770-227-1791 Wednesday 3:00 pm Dealer Sale dealerschoiceaa.com CarMax Auctions 888-804-6604 Dealers Only Auctions; Visit carmaxauctions.com for Locations, Dates and Times Dealers Choice Auto Auction – Marietta 770-499-9119 Thursday 4:00 pm Dealer Sale dealerschoiceaa.com Carolina Auto Auction 864-231-7000 Wednesday 10:00 am Salvage Sale every other Wednesday 9:00 am carolinaautoauction.com Georgia-Carolina Auto Auction 706-335-5300 Wed. 6:30 pm Dealer/ Public Sale Fri. 6:30 pm Dealer/ Public Sale gcautoauction.com Charleston Auto Auction SEE OUR AD ON PAGE 51 843-719-1900 Friday 10:00 am Dealer Sale charlestonautoauction.com Houston Auto Auction 478-788-6947 Wednesday 11:00 am & 7:30 pm Sat. 7:30 pm Dealer & Public Sale GIADA Independent Auto Dealer May/June 2014 | 43 serviceproviderdirectory Hudson & Marshall, Inc. 478-743-1511 Auction/Liquidator hudsonandmarshall@bellsouth.net Hwy 515 Auto Auction 706-635-1500 Tues 6:00 pm Dealer & Public Sale hwy515autoauction.com Insurance Auto Auctions – Atlanta South 678-920-4800 1st Wednesday 9:00 am Specialty Sales (RV, ox Truck, Trailers) Dealer & Fleet Sale iaai.com Insurance Auto Auction Atlanta/Loganville 770-784-5767 Fridays 9:00 am iaai.com Insurance Auto Auction Atlanta East – Winder 770-868-5663 Thursdays 9 am Motorcycle Sales 1st Mon. 9 am iaai.com Insurance Auto Auction Atlanta North - Acworth 770-975-1107 Tuesdays 9 am iaai.com Insurance Auto Auction Macon 478-314-0031 One Monday per Month at 9:30 am iaai.com Insurance Auto Auction Tifton 229-386-2640 Monday Bi-Weekly 9 am iaai.com Insurance Auto Auction Savannah – RInc.on 912-826-1219 Every other Friday 9:30 am iaai.com JJ Kane Auctioneers, Inc. 678-840-4914 Call for Sale Times jjkane.com Manheim Atlanta SEE OUR AD ON THE INSIDE BACK COVER 404-762-9211 Every Thursday 9:30 am Highline Sale 4th Wed. 9:30 am Every Tuesday 12:30 pm manheim.com Manheim Darlington 843-245-5615 Thursday 9:30 am manheim.com Manheim Georgia 404-349-5555 1st, 3rd, & 5th Monday 10:00 am Tuesday 9:00 am – Dealer Every Other Tuesday 8:30 am Disable Sale manheim.com Manheim Statesville 800-868-1220 Tuesday 9:30 am Tuesday TRA Sale 8:30 am manheim.com New Calhoun Auto Auction 706-624-1944 Wednesday 7:00 pm newcalhounautoauction.com Oakwood’s Arrow Auto Auction SEE OUR AD ON PAGE 24 770-532-4624 Thursday 6:00 pm oakwoodsarrowautoauction.com Online Public Auction.com 800-963-1672 6728 Hwy 85 STE C-2 Riverdale, GA 30274 onlinepublicauction.com Perry’s Auto Auction 478-237-8270 Thurs 11:00 am perrysautoauction.com Rawls Auto Auction 803-657-5111 Tuesday 10:00 am rawlsautoauction.com SmartAuction 770-686-4735 Online Auto Auction / Mobile App smartauction.biz South Georgia Auto Auction 229-439-0005 Thursday 11:00 am southgeorgiaautoauction.com Southeastern Auto Auction of Savannah 912-965-9901 Wednesday – In Ops 10:00 am Repos 10:30 am & 11:00 am southeasternaa.com Tallahassee Auto Auction 850-878-6200 Friday 10:00 am Dealer Sale bscamerica.com Truckcenter.com 404-627-5346 See Website For Dates & Times truckcenter.com V.I.P. Auctions 678-889-7776 myvipauctions.com Metro Atlanta New Car Trades BANKING Hamilton State Bank SEE OUR AD ON PAGE 16 678-719-4572 Lines of Credit hamiltonstatebank.com Independent Bank 423-883-1503 i-bankonline.com Peach State Federal Credit Union - Lawrenceville 678-889-4328 peachstatefcu.org US Trust 404-264-2817 Private Banking ustrust.com CAR BUYING SERVICE Rebel Auction Company 912-375-3491 / 800-533-0673 Second Thursday of Month 9am rebelauction.net Autonation Direct 954-769-7000 autonation.com Ritchie Brothers Auctioneers 770-304-3355 Industrial Equipment Auction rbauction.com DealerMatch 1-800-457-4404 Network to provide dealer to dealer buying & selling dealermatch.com 44 | GIADA Independent Auto Dealer May/Jun 2014 TraderLive! 404-304-3361 Sreamlining Wholesale Transactions; Publish Inventory; Mobile App traderlive.com CERTIFIED PRE-OWNED (CPO PROGRAM) Centurion 315-454-0788 “Providing Solutions to dealers needs for over 30 years” Centurionmfiorini@yahoo.com CHARITABLE ORGANIZATIONS Tommy Nobis Center Fund 770-427-9000 Vehicle Donation Program Supporting Job Training tommynobiscenter.com COMPLIANCE SOLUTIONS RouteOne, LLC 248-229-5170 Compliance and Red Flag Tools routeone.com COMPUTERS / NETWORKING Fusion Network Solutions Atlanta 404-300-9260 IT Services & Support for Small to Medium Sized Businesses fusionNetworking.net Proficient Solutions, Inc. 770-942-8867 IT Support for any size Network, Upgrade, Virus Removal, & Troubleshooting proficient-solutions.com CREDIT CARD PROCESSING SERVICE Flat Rate Processing 1-888-592-1110 5825 Glenridge Drive Ste-226 Atlanta, GA 30328 flatrateprocessing.com serviceproviderdirectory Suntrust/ First Data 404-281-8641 Merchant Services firstdata.com CREDIT REPORTS Equifax 770-522-5650 Credit Reports equifax.xom Microbilt Corp. 866-834-2975 Credit Reports microbilt.com RouteOne, LLC 248-229-5170 Web-Based Credit Applications routeone.com DEALER CONSULTING Centurion 315-454-0788 “Providing Solutions to dealers needs for over 30 years” Centurionmfiorini@yahoo.com Autostar Solutions, Inc. 800-682-2215 Dealer Management Systems, Software, Svc., & Repair autostarsolutions.com Car Dealer Software by Wayne Reaves SEE OUR AD ON THE INSIDE FRONT COVER 800-701-8082 Computer Software waynereaves.com Comsoft 800-849-3838 “Monymaker” Software Emphasizes Compliance, Reporting, Profitability, etc. comsoft.com Dealer Lead Track 800-385-3584 Lead Management Systems dealerleadtrack.com Dealer Platform.COM 866-433-2643 Dealer Websites: 3 Steps, 5 Minutes dealerplatform.com Global Training Solutions, Inc. 904-755-7666 “We know the secrets of a successful business” globaltrainingsolutionsInc..com Frazer Computing SEE OUR AD ON THE BACK COVER 888-963-5369 Computer Software frazer.biz Leedom & Associates, LLC 941-371-7999 Dealer Consulting twentygroups.com Leedom & Associates, LLC 941-371-7999 Dealer 20 Groups twentygroups.com DEALER INVENTORY MANAGMENT Auction123.com 954-558-5337 Online Inventory Management & Data Distribution auction123.com DEALER MGMT SYSTEMS ABCoA/ Deal Pack 800-526-5832 Sales, Finance, Acct, S&P and Leasing Software dealpack.com Autoraptor CRM 401-743-5225 Web-based Lead Management with Inventory and Sales Integration – Mobile Versions autoraptor.com Nowcom Corp/ DealerCenter 888-669-2999 Dealer Mgmt Software Solutions dealercenter.net Rent to Own Software by Wayne Reaves SEE OUR AD ON THE INSIDE FRONT COVER 800-701-8082 Dealer Management Systems and Dealer Website Provider waynereaves.com RouteOne, LLC 248-229-5170 Dealer Management Systems routeone.com Sys2K 407-358-2000 Sales Prospecting, F& I, Payroll, Credit, Parts, & Website Provider sys2k.com TitleTec SEE OUR AD ON PAGE 37 866-689-0578 Business, Title & Registration Software titletec.com Wayne Reaves Computer Systems SEE OUR AD ON THE INSIDE FRONT COVER 800-701-8082 Dealer Management Systems and Dealer Website Provider waynereaves.com DEALER TRAINING BL & A 404-995-6881 Sales, F & I, Service, and Management Training bobbylarimoreandassociates.com Global Training Solutions, Inc. 904-755-7666 “We know the secrets of a successful business” globaltrainingsolutionsInc..com Leedom & Associates, LLC 941-371-7999 DealerConsulting & Training twentygroups.com NABD BHPH Academy 713-290-8171 Collection Academy bhphinfo.com DEALER WEBSITE PROVIDER Nowcom Corp/ DealerCenter 888-669-2999 Dealer Mgmt Software Solutions dealercenter.net Professional Mojo 866-611-2715 professionalmojo.com Wayne Reaves Computer Systems SEE OUR AD ON THE INSIDE FRONT COVER 800-701-8082 Dealer Management Systems and Dealer Website Provider waynereaves.com EMISSIONS Georgia’s Clean Air Force 800-449-2471 cleanairforce.com FINANCE COMPANIES AC AUTOPAY 720-961-4074 Bulk Note Purchase/Payment Stream Loans/POS Financing autopay.com/dealer-about-us.html Ace Motor Acceptance Corp. 704-882-7100 Ext 7509 BHPH Lending / Funding for Contracts acemotoracceptance.com ADS of Georgia 404-316-3299 – Tom Sanvido Financing mnania@msn.com All-American Capital Group, LLC 404-949-0002 Financing Buy-Here Dealers allamericancap.com Allcredit Acceptance 866-803-5128 Financing needs for Independent Used Auto Dealers & Customers allcreditacceptance.com Alliance Finance Inc. 770-435-6669 Personal & Automobile Loans From $50 to $10,000 Auto Credit of Atlanta 770-492-1477 Secondary Finance scottmcraegroup.com Auto Credit of Macon 478-785-9195 Secondary Finance scottmcraegroup.com Auto Funding Group 770-587-2347 Point of Sale and Sub-prime Financing autofundinggroup.com Auto Use 678-480-5012 Subprime Retail Financing autouseautoloan.com GIADA Independent Auto Dealer May/June 2014 | 45 46 | GIADA Independent Auto Dealer May/Jun 2014 serviceproviderdirectory Automobile Acceptance Corporation 678-284-5326 Financing needs for your customers autoacceptance.com Automotive Credit Corporation 770-403-5808 Subprime Lender automotivecredit.com Automotive Dealers Finance, Inc. 678-739-2059 dealersfinance.com Automotive Finance Corporation 770-805-4155 afcdealer.com Automotive Finance Corporation 888-610-2323 afcdealer.com Barnett Finance Company 912-692-0008 Providing Sub-prime Financing with Quick Callbacks, Fast Funding, and Flexible Terms barnettfinance.com Brand Automotive Financial Services 770-277-8101 Indirect Auto Financing thebrandbank.com Car Financial Services 877-570-8857 Account Purchasing carfinancial.com Dealership Capital Partners Inc. 478-254-2477 Financing for Buy-Here-Pay-Here Dealers dcp3535.com Ellyson Financial Inc. 678-489-6064 Specialize in Sub-Prime Financing ellysonfinancial.com Federal Financial Services 678-519-3615 Financing ffsnc.com First Peachtree Finance Co. 404-255-0496 Acct. Purchase Program Go Financial 888-463-4626 Subprime Financing gofinancial.com Independent Dealers Advantage SEE OUR AD ON PAGE 18 678-720-0555 Providing Sub-Prime Financing when others cannot International Credit, Inc. 678-325-5154 Working with Car Dealers for their Customer’s Financing Needs internationalcreditInc..com JBS Finance Inc. 678-889-7782 Indirect Auto Loan Specialists jbsfinance.com Peoples Financial Corp – Mableton 770-948-6110 Auto Loans, Direct or Indirect, Secondary peoplesfinancial.net Peoples Financial Corp – Valdosta 229-242-6620 Auto Loans, Direct or Indirect, Secondary peoplesfinancial.net Perfect Financial Solutions 404-969-3092 Bwhitfield16@gmail.com Peritus Portfolio Services 866-831-5954 Financial Services peritusservices.net RouteOne LLC 248-229-5170 Access to Finance Sources & Web-Based Credit Application routeone.com Small Dealers Assistance 404-352-9936 Acct Purchase Program sdaInc..net Spartan Financial Partners 855-233-3605 BHPH Line of Credit Spartan-Partners.com Sterling Credit Corp. SEE OUR AD ON PAGE 14 706-830-3045 Buy Bulk Receivables sterlingcreditcorporation.com Centurion 315-454-0788 Financial Services Agency centurionmfiorini@yahoo.com National Auto Lenders 305-822-2886 Non-Prime Auto Financing to Help Dealer Partners nalenders.com Coastal Credit, LLC 770-541-4063 Secondary Financing/ Account Purchasing coastalcreditllc.com Nationwide Acceptance Corp 770-935-5626 Secondary Finance nac-loans.com Summit Of Georgia 404-806-0217 Secondary Finance summitofgeorgia.com Peach State Federal Credit Union – Lawrenceville 678-889-4328 Auto Loans peachstatefcu.org Tag Financial Services Inc. 678-324-1454 Acct. Purchase; Sub-prime Auto Financing tagautoloan.com Peoples Financial Corp. SEE OUR AD ON PAGE 46 770-422-2735 Auto Loans, Direct or Indirect, Secondary peoplesfinancial.net TJ Lending 636-724-9201 1378 S 5th St St. Charles, MO 63301 tj-lending.com Credit Acceptance 706-231-2028 Quick Subprime Financing creditacceptance.com Dealer Funding, LLC SEE OUR AD ON PAGE 21 877-538-5492 Secondary Financing dealerfundingllc.com Style Financial Acceptance 770-949-8598 Acct. Purchase Program, Point of Sale, Bulk United Acceptance, Inc. SEE OUR AD ON PAGE 34 877-281-2360 Acct. Purchase, Bulk Receivables unitedacceptance.com United Consumer Finance, Inc. 508-923-0289 Non-recourse sub-prime scott@ucfinanceInc..com Vehicle Acceptance Corp. 770-537-3434 Acct. Purchasing vacorp.com Wells Fargo Dealer Services 770-250-2405 Auto, Commercial & Real Estate Financing – Floor Planning – F & I – Banking Services wellsfargodealerservices.com FINANCIAL PLANNING UBS Century Wealth Consulting Group 404-848-2601 Investments Richard.Grodzicki@ubs.com US Trust 404-264-2817 Investments ustrust.com FLOOR PLAN COMPANIES Ace Motor Acceptance Corp. 704-882-7100 Ext 7509 Funding for Contracts/ Floor Planning for Inventory acemotoracceptance.com Auto Use 678-480-5012 Floor Planning autouseautoloan.com Automotive Dealers Finance Inc. 678-739-2059 BHPH Note Purchasing, Floor Planning dealersfinance.com Automotive Finance Corporation 770-805-4155 Floor Planning afcdealer.com GIADA Independent Auto Dealer May/June 2014 | 47 serviceproviderdirectory Carbucks 864-527-7147 Floor Planning cbfloorplan.com ADS of Georgia 404-316-3299 – Tom Sanvido Insurance Services mnania@msn.com Floor Plan Xpress 404-548-5041 Independent Floor Planning Fpxus.com American Risk Services 678-366-7279 Customized Collateral Insurance for BHPH Dealers & Finance Companies americanriskservices.com Manheim Automotive Financial (MAFS) 877-USE-MAFS Floor Planning, UC Rental Financing usemafs.com Wells Fargo Dealer Services 770-250-2405 Auto, Commercial & Real Estate – Floor Planning – F & I – Banking wellsfargodealerservices.com GPS TRACKING PAYMENT PROTECTION DEVICES ARA GPS Systems SEE OUR AD ON PAGE 35 770-871-0051 aragps.com BL & A 404-995-6881 Tracking Solutions bobbylarimoreandassociates.com INILEX Inc. 480-889-5676 GPS Systems inilex.com ITURAN USA Inc. 954-484-3806 GPS Tracking goldstargps.com Passtime 877-PASSTIME Vehicle Tracking passtimeusa.com Spireon SEE OUR AD ON PAGE 29 866-655-8825 Vehicle Tracking goldstargps.com INSURANCE Absolute Surety, LLC 407-674-7940 Surety Bonds absolutesurety.com Bankers Fidelity 404-266-5563 Life & Supplemental Health Products bflic.com Christopher Eells 770-971-8452 Bonds, Gar Liabilities, Dlrs Open Lot, Wkrs Comp, Property Chris@primcoinsurance.com myinsurancedealer.com Cornerstone Insurance Group 800-257-9999 Bonds, Gar. Liability, Dlrs Open Lot, Prop, Tow Trks, Business Auto dealergarageinsurance.com D. Ward Insurance SEE OUR AD ON PAGE 30 Debbie Ward 770-974-0670 SInc.e 1988 All Types Business & Personal dwardinsurance.com Georgia Insurance Associates Martha Fullwood 678-985-0944 Bonds, Gar. Liability, Dlrs. Open Lot, Wkrs Comp, Prop, Life, Health, Retire, Home, Auto georgiains.com Hardegree Insurance Agency 770-390-0888 Garage Liability, Auto Inventory, and Bonds hardegreeinsurance.com Lincolnway Insurance Services 219-865-2227 Dealer Insurance Gregg@lincolnwayinsurance.com Peach State Federal Credit Union – Lawrenceville 678-889-4328 Auto, Home, Long-term Care, Accidental Death peachstatefcu.org Pearl Insurance 1-866-679-0891 Dealership Insurance PearlInsurance.com 48 | GIADA Independent Auto Dealer May/Jun 2014 Reeves Insurance Agency SEE OUR AD ON PAGE 15 770-949-0025 Bonds, Gar. Liability, Dlrs Open Lot, Wkrs Comp, Property, Life, Health, Retirement, Tow Trks reeves-ins.com Ron E. Widener & Associates 770-941-0293 Bonds, Gar. Liability, DOL, WC, Prop & Rental Car Insurance ronwidener.com Summit Of Georgia 404-806-0217 Garage Liability, Auto Inventory, and Bonds summitofgeorgia.com Surety Bond Girls, LLC 678-694-1967 Surety Bonds, Title Bond Delivery In Atlanta Area traci@suretybondgirls.com suretybondgirls.com Williams and Stazzone Insurance Agency Inc. 800-868-1235 x114 Liability, Dealers Ins, Rental, Workers Comp, Health, etc… wsins.com Zurich Insurance 678-516-6864 Bonds, Rental, RV, Gar. Liability, Open Lot, Property zurichna.com INSURANCE MONITORING Verifacto 678-640-1004 Online Insurance Management, Tracking, Communication, and Verification System verifacto.com LEGAL Car Law 877-464-8326 Monthly Legal Update Newsletter counselorlibrary.com Casey Gilson, P.C. Jennifer W. Debaun 770-512-0300 caseygilson.com Franzen & Salzano, PC 770-248-2882 General Counsel franzen-salzano.com Jacobs Legal LLC 404-826-8660 Litigation and Bankruptcy mikejacobslegal.com Lefkoff, Rubin & Gleason, PC 404-869-6900 Creditors’ Rights, Bankruptcy, Foreclosures and Collections lrglaw.com Macey, Wilwnsky, Kessler & Hennings 404-584-1200 230 Peachtree Street NW Suite 2700 Atlanta, GA 30303 Maceywilensky.com Scott King/ Jacobs & King LLC 404-920-4492 Legal Counsel Scott@jkwlawfirm.com Sicay-Perrow & Knighten, PC 404-589-1832 Creditor’s Rights, Bankruptcy, Foreclosures, Loan Closings, and Collections sicay-perrow.com ONLINE MARKETING AutoTrader.com 800-353-9350 Automotive Classifieds autotrader.com Cars.com 800-298-1460 Automotive Classifieds cars.com Carsforsale.com 1-866-388-9778 Online Advertising carsforsale.com Nowcom Corp/ DealerCenter 888-669-2999 Dealer Mgmt Software Solutions dealercenter.net Usedcars.com by Dealix 877-791-2074 Advertising and Online Marketing usedcars.com PAINT & BODY Amerifleet Transportation 404-432-4611 Auto Detailing & Body Work on Vehicles In Route or in Temporary Storage amerifleet.com Grow your auto industry business? Oh, yeah. Our Mojo Methodology leverages both the traditional and online landscape to reach your customers and prospects with the right message, monitor online reviews and create an online reputation that will grow your business. Listen up: You cannot afford to ignore the online conversation or mess it up. It will cost you money. Plain and simple. So, how can we help you minimize the risk? Social Media That Makes Sense: Strategy, Set Up, Execution, Community Management Websites That People Want to Use: Design, Development, Migration, Copywriting, SEO Content Generation That Makes a Real Difference: Copywriting, Sales Writing, Blogging, Online Press Fabulous Print Design: Brochures, Leave-Behinds, Tradeshow, Postcards, Sales Sheets Online Reputation Monitoring: Portfolio Development, Reporting, Reputation Campaigns Twitter.com/ProfessionlMojo Facebook.com/ProfessionalMojo BlogTalkRadio.com/ProfessionalMojo Your story. Irresistibly told. ProfessionalMojo.com info@professionalmojo.com GIADA Independent Auto Dealer May/June 2014 | 49 serviceproviderdirectory Courson’s Paint & Body Shop 912-367-4226 Body Shop Hwy 78 Body Shop, Inc. 770-948-8605 Body Shop Peachstate Paint & Collision 770-949-9244 Paint & Collision Specialist PARTS & SERVICE Amerifleet Transportation 404-432-4611 Repair & Maintenance on Vehicles In Route or Temp Storage amerifleet.com AutoTune Inc. 678-284-5311 Automotive Repair mjohnston@autoacceptance.com Kauffman Tire 404-762-4944 Tires, Wheels, & Vehicle Services kauffmantire.com PRINTING DSI 770-434-8221 Full Service Printing Company, Stationary, Brochures, Postcards, Direct Mail and Forms datasuppliesInc..com PROMOTIONAL & MARKETING Accessory Distributing 770-745-8446 Key Tags, Chemicals, Pin stripping, Magnets yeagersadc.com Meeting Street Graphics SEE OUR AD ON PAGE 27 205-497-0520 Personalized Drive-Out Tags cartags4less.com Usedcarsupplies.com 800-727-7222 usedcarsupplies.com RECONDITIONING & ACCESSORIES Accessory Distributing 770-745-8446 Key Tags, Chemicals, Pin stripping, Magnets yeagersadc.com Advance Chemical Products 404-361-5333 Detail Supplies ARDEX of ATLANTA, Inc. 770-279-6161 Detail Supplies and Chemicals ardexofatlanta.com RENTAL CAR COMPANIES Enterprise Leasing Co Southeast 803-749-6153 Vehicle Rentals enterprise.com Rent-A-Wreck/ Priceless Rent A Car 770-321-4409 Used Car Rental Company rentawreck.com RENTAL CAR BUSINESS Assoc Car Rental Sys (ACR) 770-948-1731 Rent-A-Car Training & Insurance ronwidener.com Independent Car Rental (ICR) 800-348-3624 Rental Software & Insurance independentcar.com REPOSSESSION & SKIP TRACING Hill & Associates 770-499-1801 Automobile Repossessions Sellars Recovery Specialists Inc. 678-342-3113 Automobile Repossessions sellarsrecovery@bellsouth.net Speedy Recovery Services, Inc. 770-484-6700 Automobile Repossession Agency speedyrecoveryInc.com 50 | GIADA Independent Auto Dealer May/Jun 2014 The American Recovery Association, Inc. 972-755-4755 Repossessions, Collateral Transportation & Liquidation, Skip Tracing, Collections & More repo.org Titan Recovery and Collection Services LLC 770-745-5940 Skip Tracing & Asset Recovery titan-recovery.net SATELLITE RADIO Sirius XM 770-942-8867 siriusxm.com SECURITY Proficient Solutions, Inc. 770-942-8867 High Resolution Security Cameras proficient-solutions.com SERVICE CONTRACT PROVIDERS, WARRANTY ADS of Georgia 404-316-3299 – Tom Sanvido Extended Warranty mnania@msn.com ASC Warranty, Inc. 800-442-7116 Service Contracts ascwarranty.com Preferred Warranties SEE OUR AD ON PAGE 5 800-548-1121 Warranties warrantys.com Wells Fargo Dealer Services 770-250-2405 Services, Warranty Solutions wellsfargodealerservices.com SOCIAL MEDIA &/or ONLINE REPUTATION MONITORING DealerRater 781-697-3661 Car Dealer Review Website dealerrater.com Professional Mojo 866-611-2715 Online marketing portfolio creation and management professionalmojo.com TELECOMMUNICATIONS & PHONE SYSTEMS Proficient Solutions, Inc. 770-942-8867 Make sure your calls get answered proficient-solutions.com TITLE SERVICES AUL Corp 404-995-6881 Service Contracts aulcorp.com Avanco Tag & Title Service 404-768-7162 Title and Registration Services avancotagtitle.com Centurion 315-454-0788 Financial Services Agency centurionmfiorini@yahoo.com GA Title Runners 404-553-6111 Title Processing to all Georgia Counties gatitlerunners.com Diamond Warranty Corp 800-384-5023 Extended Warranties diamondwarrantycorp.com GWC Warranty 800-482-7357 Service Contracts gwcwarranty.com Penn Warranty Corp 570-899-5251 Service Contract Provider pennwarrantycorp.com Ron E. Widener & Associates 770-941-0293 Title Processing, Dealer Tags, Title Bonds, & Training ronwidener.com Southern ELT 888-675-7477 Electronic Lien & Title southernelt.com Tags & Titles, Inc. 770-552-8227 Tag & Title Service Louise@tagstitles.com TitleTec SEE OUR AD ON PAGE 37 866-689-0578 Business, Title & Registration Software titletec.com Tri Vin Inc./ DealerTrack 860-448-3177 Paper & Electronic Vehicle Title Admin – Liens and Title Mgmt trivininc.com TOWING & VEHICLE TRANSPORTATION Amerifleet Transportation 404-432-4611 Vehicle Transportation and Temporary Storage of Vehicles amerifleet.com USED CAR VALUATION Black Book 800-554-1026 Wholesale Vehicle Guide blackbookusa.com RouteOne, LLC 248-229-5170 Automated Vehicle Values Tool routeone.com VEHICLE HISTORY REPORTS Auto Data Direct Inc. 850-877-8804 Vehicle Database Searches add123.com CARFAX 404-323-8584 Vehicle History carfax.com VEHICLE MODIFICATIONS AMS Vans, Inc. 770-729-9400 Van Conversions amsvans.com Custom Mobility Van & Lift Sales & Service 877-800-0194 Conversions, Hand Controls, and Wheelchair Lifts custommobility.net GIADA Independent Auto Dealer May/June 2014 | 51 AUTOMOBILE DEALER SUPPLY ORDER FORM CREDIT CARD # No. MEMBER Date ________________ SIGNATURE ACCOUNT NAME NON-MEMBER DEALER LICENSE NO. Price subject to change without notice -- Effective 4/1/11 QTY. GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION 6903 Oak Ridge Commerce Way, S. W. -- Austell, GA 30168-5886 1-800-472-8101 -- (770) 745-9650 -- FAX (770) 745-9655 EXP. DATE STREET ADDRESS CITY TELEPHONE FAX NO. FORM NO. A-1 F-3 T-16 T-11 F-21 F-11 T-226 F-6 F-34 F-11 F-1A F-16 F-16S F-19 ST-5 ST-8 ST-4 ST-6 F-10 GLB-1 GLB-2 F-42 F-21 B-4 B-5 F-25 DL DP F-20 F-41 F-40 DT F-39 F-35 B-1 T-8 F-7 F-13 F-26 F-36 T-53D F-15 F-5 F-32 F-37 F-43 F-33 RM F-12 F-22 F-38 F-4 F-4S F-24 S-1 S-2 F-14 MV18H MV-1 VP F-31 DESCRIPTION Account Record Cards Adverse Action Notice Affidavit of Repossession Affidavit of Title Correction Agmt. & Ackn of Goodwill Service Agreement to Provide Insurance Application to Extend Initial Registration As-Is Warrant Terms Automobile Repossession Agreement Bill of Sale (Multi-Part) Bill of Sale (Single Sheet) Buyers Guide (English) Buyers Guide (Spanish) Buyers Order Certificate of Exemption (GA Dealer) Certificate of Exempt (Non-Res In-State Delivery) Certificate of Exempt (Out of State Dealer) Certificate of Exempt (Out of State Delivery) Consignment Agreement Consumer Privacy Annual Notice Consumer Privacy Choice Customer Delivery Confirmation Credit Application Credit Score Disclosure Exception Notice Credit Score Not Available Notice Curbstoner Stickers Deal Folders Dealer Package Disclaimer of Prior Damage Disclaimer of Salvage History Disclosure of Discount & Buyer Representation Drive Out Tag Equal Credit Opportunity Act Disclosure Explanation of Calculation of Surplus or Deficiency Federal Risk Based Pricing Notice Limited Power of Attorney Limited Warranty Notice of Disposal Notice of Our Plan to Sell Property Notice of Right to Retrieve Personal Property Notice of Security Interest Notice to Co-Signer Odometer Disclosure Statement OFAC Compliance Statement Power of Attorney/Assignment Agreement Pre-Sale Mechanical Inspection Pre-Sale Credit Disclosure Repo Guidelines Manual Repo Notification Repo of Personal Items Inventories Rescheduling Agreement Retail Installment Contract (Precomputed) Retail Installment Contract (Simple Interest) Sales Bailment Agreement Secured Power of Attorney Secured Title reassignment Surrender of Vehicle in Full Satisfaction of Debt Temporary Verification of Insurance Title/Tag Application Valuable Papers Envelope We Owe STATE CONTACT MEMBER PRICE UNIT DESCRIPTION Pkg of 100 (Singles) Pads of 100 (Singles) Pads of 100 (Singles) Pads of 50 Pads of 100 Pads of 100 (Singles) Pads of 100 (Singles) Pkg of 100 / 3 PT NCR Pkg of 100 / 2 PT NCR Pkg of 100 / 3 PT NCR Pads of 100 (Singles) Package of 100 Package of 50 Pads of 100 Pads of 100 Pads of 100 (Singles) Pads of 100 (Singles) Pads of 100 (Singles) Pads of 100 (Singles) Package of 50 / Mailer Pkg of 50 / Double Sided Pkg of 100 / 2 PT NCR Pads of 100 (Singles) Pkg of 50 / 2 PT NCR Package of 50 (Singles) Package of 10 Package of 100 Package of 10 Pads of 100 Pads of 100 (Singles) Pads of 100 (Singles) Package of 10 Pads of 100 (Singles) Pads of 100 (Singles) Pkg of 50 / 2 PT NCR Pads of 100 Pkg of 100 / 3 PT NCR Pads of 50 Pkg of 100 / 2 PT NCR Pads of 100 (Singles) Pads of 100 (Singles) Pads of 100 (Singles) Pkg of 100 / 3 PT NCR Pads of 100 (Singles) Pads of 100 (Singles) Pads of 100 (Singles) Pkg of 100 / 2 PT NCR 1 Manual Pads of 100 (Singles) Pads of 100 Pads of 100 (Singles) Pkg of 100 / 3 PT NCR Pkg of 100 / 3 PT NCR Pads of 100 Package of 100 Package of 100 Pads of 100 (Singles) Pads of 50 Pads of 100 Package of 25 Package of 100 SHIPPING: 1 - 2 PADS - $7.50 3-5 PADS - $12.50 SALES TAX is 6.0% SHIPPING (see at right) (each additional pad $2.50) TOTAL Make checks payable to GIADA, Inc. FAX YOUR ORDER TODAY 770-745-9655 ZIP $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 23.31 11.12 19.36 7.35 11.12 10.13 11.12 18.74 36.00 33.46 19.70 18.30 9.19 11.12 11.12 11.12 11.12 11.12 11.12 10.00 19.89 36.00 19.70 19.36 11.12 CALL 32.95 50.00 11.12 11.12 11.12 6.60 9.40 11.12 19.36 11.12 47.96 7.35 37.70 11.12 14.50 11.12 16.21 11.12 11.12 11.12 36.00 10.00 11.12 11.12 11.12 33.46 33.46 28.84 25.82 10.38 11.12 7.34 11.12 14.74 25.87 TOTAL NON MEMBER PRICE $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 33.30 15.89 27.67 10.50 15.89 14.47 15.89 26.77 51.43 47.80 28.14 25.26 13.13 15.89 15.89 15.89 15.89 15.89 15.89 14.29 28.41 51.43 28.14 27.57 15.89 NA 47.07 68.00 15.89 15.89 15.89 9.44 13.42 15.89 27.57 15.89 68.51 10.60 53.86 15.89 20.71 15.89 23.16 15.89 15.89 15.89 51.43 25.00 15.89 15.89 15.89 47.80 47.80 41.20 36.89 14.83 15.89 10.49 15.89 21.06 36.96 THANK YOU! TOTAL Got Georgia On Your Mind? 10 LANES - TUESDAYS 12:30 PM 14 LANES - THURSDAYS 9:30 AM 3500+ Units Weekly All lanes live on Simulcast via Manheim.com Visit these Manheim locations in “The Peach State”. TUESDAYS 9:00 AM 2500+ Units Weekly All lanes live on Simulcast via Manheim.com Every 4th Wednesday Damaged & Disabled 1800+ Units featuring... • Audi Financial Services • BMW Financial Services • Chase • Florida Luxury Automotive Group • Germain • Jim Ellis Every Thursday | 1:30PM 300+ Units Weekly • Lexus Financial Services • Mercedes-Benz Financial Services • MINI Financial Services • Southeast Toyota Finance/CenterOne • Volkswagen Credit • Porsche Online Event Sales at Manheim.com Avis Budget Group BMW Financial Services Chase Honda Remarketing & Acura Remarketing Enterprise Holdings Lexus Financial Services Remarketing by GE Southeast Toyota Finance / CenterOne Toyota Financial Services Wells Fargo Volkswagen Credit & Audi Financial Services Mercedes-Benz Financial Services Daily 3AM - 3PM Friday 5PM - Mon 1PM Mondays 1PM - 2PM Friday 5PM - Mon 3PM Daily Friday 8PM - Monday 2PM Mondays 1PM - 3PM Mondays 12PM - 2PM Fridays 8PM - Mondays 2PM Closed online event sale Wed 8PM -5PM Fridays 4PM - Mondays 4PM Mondays 2PM - 4PM Every Tuesday 2PM - 4PM Boats, Motorcycles, RVs 1st Tuesday Monthly | 8:30AM Heavy Truck & Equipment 3rd Tuesday Monthly | 12:00PM FACTORY SALES ©2013 Manheim, Inc. All rights reserved. Manheim Buy. Sell. Win. is a trademark of Manheim, Inc. The M logo is a registered trademark of Manheim, Inc. Hyundai Motor America Please call for Dates Five Star Mobile Sale Monthly on Friday | 11AM 1090 Riverside Dr., Macon, GA 31204 Online Event Sales at Manheim.com Avis Budget Group GM Financial Hertz Hyundai Fastlane US Bank Manheim.com Ford Closed Sale Every other Monday | 10AM Buy-Now Sales: Wednesdays 2PM - Mondays 3PM Mondays 2:30PM - 3:30PM Anytime Sales: Wed, Thurs, Fri 1PM - 3PM Weekend Sales: Friday 5PM - Monday 3PM 3rd Weekend Monthly Saturdays 12PM - Mondays 3PM Fridays 3PM - Mondays 3PM Georgia Independent Automobile Dealers Association 6903 Oak Ridge Commerce Way SW Austell, GA 30168 PRSRT STD U.S. Postage PAID Marietta, GA Permit No. 871
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