auto dealer INDEPENDENT Georgia Independent Automobile Dealers Association January | February 2014 Prepare for a New Era in Marketing Your Dealership Set Your Goals to GROW YOUR DEALERSHIP with New Marketing Solutions SAVE MONEY with Member Affiliations USE NEW TECHNOLOGY to Sell More LEARN MORE with Continuing Education ENHANCE YOUR BUSINESS with your GIADA Membership GIADA Independent Auto Dealer Jan/Feb 2014 | 1 INDEPENDENT auto dealer JANUARY | FEBRUARY 2014 2 | Don’t be “That Guy” President’s Message 16 | Digital Ads Exert Extra Influence 4 | Staying Ahead this Year Executive Director’s Message 17 | Bankruptcy, Trustee Trouble 6 | Compliance Tip The Car Lawyer 18 | 2.8 Million Reasons to Take Your Dealership Mobile 10 | From Atlanta to Roatan with Love 20 | Creating a Social Media Plan for a Car Dealership 14 | Growing GIADA into a Powerhouse GIADA Pays Tribute to Dennis Pope and Glen Reeves 22 | 8 Advertising Potholes Auto Dealers Should Avoid 25 | The Dealership Experience Can Make Or Break A Sale 28 | 10 Tips for Closing a Sale 30 | Reviewing Your Retail Installment Sales Contract, 10 Things You Need to Know 34 | Equifax Reports Strongest Auto Origination Volume in Eight Years 42 | Auction Directory 44 | GIADA New & Renewed Members 47 | 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, llc PRODUCTION EDITOR | COPY WRITING Professional Mojo, llc 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 Jan/Feb 2014 | 1 ON THE MARK Don’t be “that guy.” I want to write about a subject that has been in the news and on my mind: odometer fraud. Odometer fraud affects our business and has wide-ranging implications. I have spoken to many dealers who are not aware of the laws even though they are discussed at both our prelicense and continuing education classes. Here is the reality: Even though a vehicle 10 model years and older is considered “exempt” by law, if it is known that the mileage isn’t correct it is still considered TMU! Any dealer who is altering the mileage on older cars and is selling them with the mileage as actual is committing odometer fraud. News outlets recently reported that Georgia was the 4th worst in the country for odometer fraud. I can only hope that disgusted you as much as it did me! Any incidence of odometer fraud gives our business a black eye in the media and in the minds of the consumer even though the majority of our dealers follow the law. If you are not proactive, you are part of the problem. Help us stop this from occurring in our state! Odometer fraud lures customers away from legitimate dealers and then when the customer has a problem or dispute all dealers are lumped into the same negative category. We all want to sell our product on an even playing field and that starts with improving our relationship/reputation with consumers. We don’t need unscrupulous dealers in our state. If you want to make a difference, don’t be the one who is complaining but is not involved. You have heard this challenge from me before but I will challenge you again: The GIADA is your association. Get involved! Any current member in good standing is welcome to join us! Contact the GIADA office for information regarding our next Board meeting in May at the beautiful Cuscawilla resort on Lake Oconee. I look forward to seeing a few new faces there. In the meantime, sell sell sell! Billy Graham GIADA PRESIDENT Billy Graham Graham Auto Sales, Inc. 2 | GIADA Independent Auto Dealer Jan/Feb 2014 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. THE PULSE OF GIADA Staying Ahead this Year As always, the GIADA has been busy providing required education, following important legislation in the capitol and proactively looking out for the best interests of our industry. Take a moment and review this quick summary. CE Classes We are wrapping up our final CE classes, with only two more in March. We have one scheduled in Macon on March 14, and one in Marietta at the Galleria on March 17. The state licensing division requires completion of the CE class for all used car dealers in order to renew the license for 2014-2016. Any dealer who fails to complete the CE class will not be able to continue to operate legally after March 31, 2014. I’m pleased to report that many dealers have sought me out to tell me how much they enjoyed the CE class this session. I know we cannot make everyone happy and some people don’t care about the class at all, but the attendees agree: the speakers were very good and the training content this year was relevant and robust. Legislative Session Week 5 of the 2014 legislative session was cut short by the second wave of ice and snow that shut down the metro Atlanta area and most of Georgia. Barring any additional delays, Day 30 - aka Crossover Day - is currently scheduled for March 3, and Sine Die/Final Adjournment is scheduled for March 20. Since this is a primary year, many of the law makes are anxious to get the session completed so they can continue their campaigns. HB 729 has language in it that corrects the trade-in over-inflating problem, and we expect this to be resolved. There are also provisions in this bill that would allow a dealer to apply for a refund of TAVT fees when a deal backs out after the tax has been paid. A uniform bill of sale is also proposed in this bill. We will keep our members updated as to any new legislative developments as they occur. Additionally, GIADA and our team are looking into how to properly address those licensed dealers who are making money by charging others to use their license for auction access. There are Craigslist ads running right now offering the uninhibited use of someone’s license for a fee. This type of activity hurts everyone in the car business and it needs to stop. We will keep you updated on this matter. It is always a pleasure to serve our members and we look forward to seeing you when you register for your CE class if you haven’t already taken it. Remember, do NOT jump online to renew your license until after you complete your CE class. There are only two more CE classes, so you better mark your calendars now. Paul John GIADA EXECUTIVE DIRECTOR Paul John 4 | GIADA Independent Auto Dealer Jan/Feb 2014 Take the Guesswork out of Tax Season. GoldStar GPS’ Award-Winning Platform Goes Beyond Typical GPS Tracking GoldStar GPS has long been the choice for dealers trying to lower their risks in subprime lending. More than a GPS tracking system, GoldStar GPS is a complete collateral management solution. And now, just in time for tax season, we’re introducing flexible new GoldStar GPS packages designed to fit your needs including: • Basic, Affordable Vehicle Locator package or our Feature-Rich, Comprehensive package • The industry’s highest performing Talon GPS tracking device — ready to ship now • Gold Standard Service you’ve come to depend on and more Take advantage of tax season risk-free with GoldStar GPS. Schedule a FREE demo today: GoldStarGPS.com/affordable-gps-tracking or call: 1-866-655-8825 Spireon captures the Automotive – Buy Here Pay Here Finance and Specialty Solution A-list in M2M award! – 2014 Compass Intelligence Mobility Awards ©2014 Spireon, Inc. All Rights Reserved. GIADA Independent Auto Dealer Jan/Feb 2014 | 5 THE CAR LAWYER Compliance Tip By Thomas B. Hudson and Nicole Frush Munro Happy New Year! After all of the holiday celebrations, we’re back with our collection of selected legislative and regulatory highlights. We also recap 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 also 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 6 | GIADA Independent Auto Dealer Jan/Feb 2014 M ake a note to schedule a review of your dealership’s fair lending policy this month. Don’t have a fair lending policy? Take a peek at the next item and get to work developing one. FEDERAL LAW Discrimination On December 20, the Consumer Financial Protection Bureau and Department of Justice ordered Ally Financial Inc. and Ally Bank to pay $80 million in damages to minority borrowers and $18 million in penalties. The CFPB and DOJ alleged that more than 235,000 minority borrowers paid higher interest rates for auto financing between April 2011 and December 2013. The agencies claimed that the alleged discrimination was a result of Ally's discretionary pricing system, which allows dealers to mark up Ally's wholesale buy rate up to 250 basis points. Ally is also required to implement a compliance program to prevent future discrimination that may result from dealer markups. Alterna- THE CAR LAWYER connection with her car purchase, the buyer signed a buyer's order and a retail installment contract. The buyer's order contained an arbitration clause on the reverse side. The RIC did not contain an arbitration provision, but contained an integration clause that stated: "This Contract contains the entire agreement between you and us relating to this contract." When the buyer sued the dealership and the assignee of her RIC, the court sent the matter to binding arbitration. tively, it may eliminate such markups altogether and move to a non-discretionary dealer compensation structure. This is the federal government's largest auto finance discrimination settlement ever. Think the CFPB isn’t deadly serious about discrimination? Think again. Risk-Based Pricing On December 19, the Federal Trade Commission reached a $1.9 million settlement with Time Warner Cable, Inc., resolving allegations that TWC failed to give risk-based pricing notices under the FTC's Risk-Based Pricing Rule. TWC obtained customers' credit reports to determine whether they qualified for service. If their credit reports contained negative information, TWC would require the customer to pay a deposit or pre-pay the first month's bill. This is the first case the FTC has brought since finalizing its amended RBP Rule in 2011. Is your dealership in compliance with the RBP Rule? Arbitration Many dealers employ mandatory, pre-dispute arbitration provisions as a first line of defense against class actions. On December 12, the CFPB released preliminary research on arbitration clauses used with credit cards, checking accounts, payday loans, and prepaid cards. The research indicates that such clauses are commonly used by large banks in credit card and checking account agreements and that roughly 9 out of 10 clauses allow banks to prevent consumers from participating in class actions. The CFPB also found that while millions of consumers are subject to arbitration clauses in the markets studied, few consumers file arbitration cases. In the second phase of its study, the Bureau will look at whether consumers are aware of the terms of arbitration clauses and whether such clauses influence consumers' buying decisions. The CFPB held a hearing on arbitration in Dallas, Texas on December 12. Director Richard Cordray spoke and consumer groups, industry representatives, and members of the public testified. The study and the hearing may be the first steps in prohibiting the use of arbitration provisions. If you’d like to stay up on the CFPB’s arbitration initiatives, a recording of the event is available on the CFPB's website. Social Media On December 11, the Federal Financial Institutions Examination Council released final guidance on the applicability of consumer protection and compliance laws, regulations, and policies to social media activities by banks, savings associations, credit unions, and nonbank entities supervised by the CFPB. The guidance, effective immediately, does not impose new requirements, but is intended to help the institutions understand potential consumer compliance and legal risks, and reputation and operational risks, associated with using social media, along with expectations for managing those risks. LITIGATION Retail Installment Sales Contract's Integration Clause Negated Arbitration Agreement in Buyer's Order: In After the arbitrator entered an award for the buyer, she moved to vacate the award. The trial court denied the motion. The appellate court reversed. Noting that the buyer's order contained an arbitration agreement, but the RIC did not, the appellate court concluded there was no enforceable arbitration agreement between the buyer and the dealership. See Knight v. Springfield Hyundai, 2013 Pa. Super. LEXIS 3185 (Pa. Super. December 2, 2013). State Court Lacked Jurisdiction over Out-of-State Dealership that Sold Car Online to State Resident: A Missouri resident bought a car on eBay from a Texas dealership. The car failed shortly afterward, and the buyer sued the dealership in Missouri. The trial court dismissed the claims for lack of personal jurisdiction over the dealership. The Court of Appeals of Missouri affirmed. A dealership executive testified that approximately 30 to 35% of the dealership's auto sales involved the use of eBay, and .86% of total sales over the past five years had been to Missouri residents. The dealership did not maintain offices, have employees or advertise in Missouri. The buyer filed an affidavit listing the conduct occurring in Missouri related to the car and its purchase. These inContinued on page 9 GIADA Independent Auto Dealer Jan/Feb 2014 | 7 Leslie Allan BLACK BOOK SURVEYOR 25 + years of experience in finance, remarketing, and sales Physically grades over 15,000 vehicles per year DEDICATED TO THE DETAILS We are automotive experts using proprietary technology to gather, authenticate and add insight to data sourced from across the industry. This allows Black Book to provide you with the most accurate values available. We deliver the information you need when you need it – down to the finest detail. See for yourself. Try our subscription services RISK FREE. Call 800.554.1026 to learn more, or visit www.GoBlackBookMobile.com/Daily S U B S C R I P T I O N S E RV I C E S Black Book® is a registered trademark of Hearst Business Media Corporation. SCAN NOW TO DOWNLOAD THE CAR LAWYER Continued from page 7 cluded the bid submission, review of information about the car, execution of the retail installment contract, acceptance of delivery of the car, and repairs to the car. The appellate court noted, however, that the buyer performed these actions, not the dealership, and that there was no evidence that the dealership engaged in conduct intentionally designed to solicit business from Missouri consumers. See Andra v. Left Gate Property Holding, Inc., 2013 Mo. App. LEXIS 1403 (Mo. App. November 26, 2013). Seller of Car at Auction Liable for Damages from Accident that Occurred Before Title Had Transferred to Buyer: A dealership delivered a car to an auction. The winning bidder thought there was a problem with the car that required repairs. An auction company employee had an accident while driving the car to a mechanic. The driver of the other car in the accident sued the auction company. The auction company then sued the dealership’s insurer, arguing that the dealership was the title owner of the car when the accident occurred, and, that the dealership's insurer was required to indemnify the auction company. The trial court granted summary judgment for the auction company. The court determined that the dealership was the vehicle’s owner at the time of the accident because it neither signed an application for transfer of title nor actually transferred title, following Michigan's strict title transfer law. Therefore, the dealership's insurer was required to provide primary liability coverage up to the limit of its garage policy and indemnify the auction company for its defense costs. See Flint Auto Auc- tion, Inc. v. Universal Underwriters Insurance Co., 2013 U.S. Dist. LEXIS 172555 (E.D. Mich. December 9, 2013). Representations About Reliability and Condition of Car May Support Breach of Warranty Claim: Car buyers sued the dealership where they bought a used car that suffered engine failure six days after the purchase. The dealership moved to dismiss certain claims. The court denied the motion with respect to a breach of warranty claim based on the dealership's representations that the car was a "'good, reliable car'" and was "'in good road-worthy condition.'" The court found, however, that the buyers alleged a plausible claim for breach of express warranty. See Lester v. Wow Car Company, Ltd., 2013 U.S. Dist. LEXIS 162622 (S.D. Ohio November 14, 2013). Warranty Claims Failed Where Manufacturer Not Given Chance to Cure First Defect and Timely Repaired Second Defect: After a buyer bought a new Ford, the rear liftgate window shattered. She had the window repaired at her expense after determining that the warranty would not cover the repair. Later, the window shattered again. She asked the dealership to replace it at no cost. The dealership refused because the original repair had not been made by an authorized dealer, but Ford Motor Company eventually agreed to cover the cost. The buyer later learned that Ford had issued Technical Service Bulletins about the defect and authorized dealerships to replace the glass at Ford's cost if there was no evidence of impact or external damage. The buyer sued Ford for violating the Magnuson-Moss Warranty Act and for breach of express and implied warranties. The trial court granted summary judgment for Ford. The appellate court affirmed, finding that her claim regarding the first incident failed because she did not give Ford the opportunity to cure the defect, as required by the MMWA and Ohio law. As to the second incident, the appellate court found that Ford's 3-day delay in agreeing to repair the window and its repair within a week of the breakage did not constitute a failure to cure the defect within a reasonable time under the MMWA and Ohio law, especially where the broken window was not a Ford part. See Kuns v. Ford Motor Company, 2013 U.S. App. LEXIS 23366 (6th Cir. (N.D. Ohio) November 19, 2013). 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 the law firm of Hudson Cook, LLC. Tom has written several books, available at www. counselorlibrary.com. Tom is also the publisher of Spot Delivery®, a monthly legal newsletter for auto dealers, and the Editor in Chief of CARLAW®, a monthly report of legal developments for the auto finance and leasing industry. Nikki is a contributing author to the F&I Legal Desk Book and frequently writes for Spot Delivery®. Spot Delivery®, CARLAW® and the books are produced by CounselorLibrary.com LLC. For information, visit www. counselorlibrary.com. Copyright CounselorLibrary.com 2014, all rights reserved. Single publication rights only, to the Association. (1/14) HC# 4823-0825-1159. GIADA Independent Auto Dealer Jan/Feb 2014 | 9 FEATURE OUTREACH From Atlanta to Roatan with Love A by Michelle Groover, Members AutoChoice re we lucky to be able to own and operate used car dealerships for a living? That is a question I often ask myself after a stressful day or series of stressful days. Then I begin to reflect on how well I am able to meet the basic needs of my family each day and how fortunate we are. I cannot imagine my children going to bed hungry or even attending school without access to the basic necessities that so many of us take for granted. It was this thought process that gave me the idea to help children in Honduras who are not as fortunate to have their basic needs met. It seems that in today’s world, many parents feel the overwhelming need to compensate for everything they did not have growing up. As a result, they may give their kids too much and unknowingly create in their kids a false sense of entitlement and lack of empathy for the less fortunate all over the world. I say that because I have actually seen people and companies helping the less fortunate outside of the United States and have overheard people say “why would those people donate money or help those outside the U.S. when we need help here with the current state of our economy”. My answer to those critics: empathy. We should all have empathy, not just for the families in the U.S., 10 | GIADA Independent Auto Dealer Jan/Feb 2014 Michelle Groover (pictured above in blue), President and CEO of Members AutoChoice and Carla John, wife of the GIADA Executive Director Paul John, deliver hundreds backpacks full of school supplies to children in need in Roatan, Honduras. but kids everywhere who may never see a Christmas present, a new toothbrush or new school bag in their life. After giving this many months of thought, I decided to reach out to a lovely place I once was fortunate enough to travel to in Roatan, Honduras. The place is Paya Bay. Paya Bay is filled with a beautiful family and staff who opened their business to me and Carla John, wife of the GIADA Execu- tive Director Paul John. Carla is a close personal friend with similar philanthropy interests, and we traveled to Paya Bay between November 30 and December 7, 2013. Not only did Paya Bay donate beautiful accommodations so we could serve the children, they even assisted us in reaching out to the local children who had the most needs. With financial donations from one of Members AutoChoices’ business partners, Peach State Federal Credit Union, FEATURE | OUTREACH “Although we are involved in many charitable organizations and projects, I have personally never felt as proud as I did on the day we distributed those items to all those smiling faces.” and the GIADA, we were able to make this a mission trip that won’t be forgotten anytime soon. The mission was to fly over 1200 miles to Roatan, Honduras, to deliver hundreds of backpacks filled with basic school supplies. All were items that most of these children had never been afforded the privilege of owning. We were able to pack and travel with almost one hundred backpacks and supplies. Then, once we arrived in Honduras, we scoured all the local stores and cleaned out each one for additional supplies needed. After hitting every store on the island, we were finally ready to assemble all the bags we would distribute. The end result was exciting to see as hundreds of school-aged kids beamed with pride, ready and excited for the next school year to begin. Although we are involved in many charitable organizations and projects, I have personally never felt as proud as I did on the day we distributed those items to all of those smiling faces. As a successful independent dealer, I truly believe that if you take from so- With financial aid through the GIADA, Members AutoChoice and Peach State Federal Credit Union, Michelle and Carla visited Paya Bay where they met local families with children and provided basic necessities for their classroom activities. At the end of the day, hundreds of school-aged kids beamed with pride ready and excited for their next school year. ciety and enjoy success as a result, it is necessary to give back! If you would like to keep this mission alive and join in the giving of school supplies, supplies can be shipped to Roatan Express Customer ID#D00510025 N.W. 116th Way Suite #2 Medley, FL 33178. n Michelle Groover is president and CEO of Members AutoChoice, an auto-buying service that assists members and nonmembers of partner credit unions in locating and purchasing vehicles, all across Georgia. Visit www.membersautochoice.com. GIADA Independent Auto Dealer Jan/Feb 2014 | 11 THE NEWS IN BRIEF ADVERTISER INDEX Delinquencies, Debt Levels Ready to Rise TRANSUNION’S ANNUAL AUTO LOAN FORECAST calls for increases in both delinquency and debt levels during 2014. The national auto loan delinquency rate (the ratio of borrowers 60 or more days past due) is projected to rise to 1.19 percent by the end of 2014 from an estimated 1.10 percent at the conclusion of 2013. Auto loan debt per borrower is also expected to jump more than $1,000 to $17,966 in the fourth quarter of 2014 from a projected $16,942 in the fourth quarter of 2013. Since 2007, the auto loan delinquency rate has been as low as 0.86 percent in the second quarter of 2012 and as high as 1.59 percent in the fourth quarter of 2008. On average, the delinquency rate during the fourth quarter between 2007 and 2012 was 1.32 percent. Subprime Buyers Less Loyal to Brands A NEW BRAND LOYALTY REPORT FROM CARFINANCE.COM shows that below-prime car buyers are less loyal than the average car buyer, are making practical choices as they re-enter the market, and are trading in slightly younger vehicles this year than last. The report lists the top five brands for loyalty and purchase, as well as the most traded-in model years for below-prime car buyers. Based on an analysis of trade-in data from January to September, the report offers a unique snapshot of the large population of car-buyers who are below prime. Below-prime car buyers, according to the report, are most loyal to Kia over12 | GIADA Independent Auto Dealer Jan/Feb 2014 all, although Nissan came in a strong second. When looking at the brands consumers are buying most when trading in, Chevrolet came in at number one, followed by Ford. So, while import brands score highest for loyalty, it is the domestics that these buyers are opting for more than any other brand. While the average age of a vehicle on the road today is 11.4 years, the average age of a vehicle traded in by these below-prime car buyers is 8.8 years, a 6 percent decrease from the previous year’s 9.4. The most traded-in model year is 2006 and the top five years traded-in all pre-date the recession. Experian Offers Autocount to NIADA Members EXPERIAN AUTOMOTIVE HAS TEAMED WITH THE NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION to provide its members with access to AutoCount Market Reports. AutoCount Market Reports are designed to provide dealers with a 360-degree view of the vehicle landscape, including the competition, dealership performance and vehicle sales. The reports will provide NIADA members with data within a 20-mile radius around their county or regional market and give them insight into vehicle sales by make and model, topselling vehicles by volume and local dealership market share. Additionally, dealers can view a lender summary that provides lender market share in the dealer’s specified target radius. NIADA members can access AutoCount Market Reports for $125 a month. n 13 ARA GPS Systems 27 Adesa Atlanta 23 Auction 123 51 AutoStar Solutions 40 AutoUse 8 Black Book 15 Charleston Auto Auction 24 Dealer Funding 41 DealerCenter with RouteOne BC Frazer Computing, Inc. 29 Georgia Insurance Associates 5 Goldstar-Spireon GPS 23 Hamilton State Bank 48 Insurance Auto Auction IBC Manheim Inside Back Cover 37 NIADA (Certified Program) 52 Oakwood’s Arrow Auto Auction 39 Peoples Financial 49 Preferred Warranties, Inc. 19 Rawls Auto Auction 54 Reeves Insurance Agency 35 Ron Widener & Associates 24 Select Automotive Management 32 Simmons Nameplate 26 Spot Delivery 33 Sterling Credit Corporation 45 TitleTec 16 United Acceptance 3 Used Cars.com by Dealix IFC Wayne Reaves TO ADVERTISE WITH US IN PRINT AND ONLINE! Please see page 58 for advertising rates and contact information. GIADA Independent Auto Dealer Jan/Feb 2014 | 13 FEATURE GROWING GIADA Growing GIADA into a Powerhouse GIADA Pays Tribute to Dennis Pope and Glen Reeves Winston Churchill once said “We make a living by what we get. We make a life by what we give.” G iving is built into the DNA of Dennis Pope and Glen Reeves, the first two subjects of an ongoing column highlighting many who have built the GIADA into one of the largest and most robust associations of its kind in the United States. Dennis Pope, manager of People’s Financial in Mableton, GA, has automobiles in his blood. For almost 30 years, Dennis has worked with the GIADA, winning virtually every award available from its membership. It makes sense that Pope has been showered with these accolades, because, as he puts it, “I’ve served on most committees and boards over the last 28 years. I was a part of the GIADA back when it was small. There is not much I haven’t done.” It’s exactly that kind of “do what is needed” attitude that Pope has harnessed to help the GIADA grow. But, 14 | GIADA Independent Auto Dealer Jan/Feb 2014 Dennis Pope, Manager People’s Financial Glen Reeves, President Reeves Insurance more importantly, Pope sees real value in the organization and how it helps its members. “I can’t believe a dealer would not want to join the GIADA,” Pope says. “You know, they don’t know what they don’t know. When you are starting a dealership or even if you are experienced, this industry is changing all the time. You can call and always get all of your questions answered.” and leadership firsthand. “It has helped my business. I’ve learned from dealers and I’ve seen how what we do can make a real difference in their business. This is a touchy economy. There is a new normal. Not everyone is cut out to be a successful dealer. It’s hard and GIADA is the way to be successful.” Pope’s business, too, has experienced the benefits of GIADA membership Sometimes, the way into an organization is a little more circuitous. About 15 years ago Glen Reeves, of Reeves Insurance, was recruited to join FEATURE | GROWING GIADA the GIADA. “Folks like Rainwater and Lewallen were in the organization and said that the GIADA would be a great value. They were right.” He found the first meeting interesting and a gateway to learning more about the industry. “Once I started attended, I saw that the people around the GIADA, including the members, office staff, leadership, were all committed to growth and innovation.” Reeves, whose company was founded in 1988 and offers custom solutions to meet dealers’ needs, saw that his customers were in the association, too. “You meet a lot of good people and my customers were involved, so it was a natural choice.” Once a member, Reeves became involved in membership and a variety of other committees. “The GIADA has made a lot of changes – has really grown. It’s doing a lot of good thing and these are things that dealers take for granted. That’s why membership is so important.” Both Pope and Reeves draw attention to the representation GIADA has in Atlanta and DC. “The GIADA has two lobbyists who are working for our good,” Pope says. Reeves adds, “People are making decisions about your livelihood in Atlanta and in DC. If you are not a member, you aren’t part of that discussion – aren’t represented. The GIADA is there protecting your rights and ensuring the laws are fair for the industry.” The GIADA is only as a good as its membership and leadership. Stay tuned for additional articles highlighting those who are making a difference in the industry. n www.CharlestonAutoAuction.com GIADA Independent Auto Dealer Jan/Feb 2014 | 15 Digital Ads Exert Extra Influence Digital advertising continues to grow its influence among car shoppers. A new report, “Digital Influence on Auto Intenders,” from Interactive Advertising Bureau (IAB) and Prosper Insights finds that consumers are almost twice as likely to be swayed by auto-focused digital marketing than the general population (21 percent vs. 12 percent). Moreover, automotive shoppers are 71 percent more likely to be influenced by digital advertising across multiple retail categories than the average consumer. Other key findings highlight digital lifestyle differences between auto buyers and the typical adult. Automotive intenders are: • More prone to own smart phones 16 | GIADA Independent Auto Dealer Jan/Feb 2014 (75 percent vs. 54 percent), as well as tablets (42 percent vs. 33 percent) • Heavier digital video streamers, both online (69 percent vs. 56 percent) and on mobile devices (52 percent vs. 35 percent) • More likely to regularly watch digital video commercials before streaming video programming (66 percent vs. 53 percent) • More likely to regularly research all kinds of products online before buying (58 percent vs. 42 percent) Combined, these distinctions bring them regularly online where they can “...vehicle buyers regularly embark upon online searches for automobiles and are twice as likely to be influenced by sponsored search ads (20 percent vs. 10 percent).” encounter automotive ads when they are actively considering an auto purchase. The study also shows that a majority of vehicle buyers regularly embark upon online searches for automobiles (86 percent) and they are twice as likely to be influenced by sponsored search ads (20 percent vs. 10 percent). In addition to digital, all forms of media influence the automotive path to purchase, emphasizing the importance of a solid media mix in order to effectively reach prospective vehicle buyers. n FEATURE YOUR MONEY Bankruptcy, Trustee Trouble by Shelley B. Fowler Y our customer files a Chapter 13 bankruptcy petition. You file a secured proof of claim. Your customer files a plan reflecting the secured status of your claim and provides for payment to you. The bankruptcy court confirms the plan. You're home free, even if you think that the perfection of your lien on the customer's car might have been avoidable in the bankruptcy case, right? Not necessarily. Ricky Fluellen bought a car that was financed by Acorn Financial, Inc. A month later, on July 21, 2010, Fluellen filed a Chapter 13 bankruptcy petition. Acorn did not perfect its security interest until six days later, on July 27. Acorn filed a secured proof of claim on August 12. Thereafter, Fluellen obtained confirmation of a plan that provided for monthly payments of $146 to Acorn on account of its secured claim. all the information she needed to challenge Acorn's claim prior to confirmation, yet she affirmatively recommended to the bankruptcy court that Fluellen's plan be confirmed. The appellate court noted that its holding was limited to the facts of this case and would not necessarily apply to a case where the trustee is unaware of the defects in the creditor's security interest at the time the plan is confirmed. A week after the plan was confirmed, Camille Hope, the Chapter 13 trustee, filed an adversary proceeding against Acorn to avoid its lien on Fluellen's car as a preferential transfer. Acorn moved for summary judgment, arguing that Hope was bound by the terms of the confirmed plan. The bankruptcy court granted the motion, and the district court affirmed, as did the U.S. Court of Appeals for the Eleventh Circuit recently. This case is a good one to have in your back pocket if your lien is challenged post-confirmation, but it will only be persuasive if you can prove that the trustee knew about the potential problems with the perfection of your lien before the plan was confirmed. n The appellate court concluded that Hope was bound by the terms of Fluellen's confirmed plan because she had Reference: Hope v. Acorn Financial, Inc., 2013 U.S. App. LEXIS 19661 (11th Cir. (M.D. Ga.) September 26, 2013). MARKETING YOUR DEALERSHIP 2.8 Million Reasons to Take Your Dealership Mobile by Mike McFall, President, Black Book Online Division It is estimated that about 2.8 million new car sales this year will come from customers utilizing mobile technology during the car-shopping process. What’s even more astounding—consider that just a few short years ago this number was less than half that total. According to Forrester Research in The Wall Street Journal, between 2008 and 2011, the percentage of U.S. adults who accessed the Internet on a daily basis from PCs grew from 54 to 62 percent. During that same time, mobile Internet users shot up from four percent to 26 percent. Looking ahead, the number of mobile connected devices will exceed the number of people on Earth. According to Cisco’s Global Mobile Data Traffic Forecast Update, it is expected that there will be over 10 billion mobile 18 | GIADA Independent Auto Dealer Jan/Feb 2014 devices by 2016, exceeding the world’s population of 7.3 billion. nities to engage customers on mobile devices.” Mobile technology is changing the way customers shop, just as the Internet enabled more engagement and greater transparency years ago. There’s a good chance that as many as 50 percent of you are reading this article on a mobile device. Simply put, if you can’t live without your smart phone, why would you force your customers to live without one? But, the movement to mobile must be done the right way; otherwise dealers will simply be left with a smart phone version of their existing website. The problem that dealers face when they try to integrate an effective mobile strategy is that they view mobile as an extension of their website. Customers expect a different experience on their mobile device compared to a traditional website. Most notably, they want simplicity and ease of use with mobile. Customers also want more transparency during the shopping process, and the right mobile strategy helps accomplish increased transparency. “Compared to our website traffic, mobile was just about 10 percent two years ago. Today I would put that number at about 30 percent and growing fast.” Said Rick Trinkl, Vice President of Training at the Larry H. Miller Company. “Because of this growth, it’s been a priority to push our web providers to build more functionality and opportu- It is important for dealers to ask themselves what they want to accomplish with their mobile strategy. If the strate- MARKETING YOUR DEALERSHIP gy is all about engagement, then it’s important to implement applications that are focused toward inventory, price quote/trade appraisals, “click to call,” and service. Dealers should conduct an audit of what their current mobile experience looks like. Start by asking if the mobile experience simply mirrors the online website. Does it feel like a one-size-fitsall approach? How does it tie into your branding and marketing efforts? How does it set you apart? And, are you using the special phone technologies effectively? Functions like use of location services, live “clickable” phone numbers, interactive mapping and home screen bookmarking of your site are ways to leverage common phone functions. Live links to your Facebook and Twitter can build engagement and repeat use. “We started by asking our web provider for their recommendations on best practices. Then we began adding the features we thought customers would appreciate,” added Trinkl. To follow are several applications that every dealer should have when launching a mobile offering for customers: Inventory Availability Enables customers to quickly find vehicles immediately available at the dealership. Price Quotes Easily check the price on vehicles customers have in mind as possibilities. year of the uction a 2 1 0 2 westl ancial a GM fin auct ke financ ion o ia f the l 2012 year BB&T § sale every tuesday 8:30 aM § on-line sales every week § I-20 & Rd. 34 (exit 44) Leesville, SC 29070 803.657.5111 www.RawlsAutoAuction.com Trade Appraisals: Give customers a way to find how much their vehicle is worth, giving them a sense of how much money they can put toward a new purchase. Contact/Directions Virtually everyone uses their mobile device to find destinations. This allows local customers to easily find your dealership. Click to Call Use the phone function to make the number on screen live and clickable, and be sure to track inbound activity. Make it your goal to capture the customer name as a lead for the CRM system. Service Use mobile not only to schedule service but make it easy to check the status of repairs via their mobile device. These mobile applications should be seamlessly integrated into all back-end operations, including customer relationship management and BDC operations, with tractable metrics accessed by management from anywhere. It wasn’t that long ago when websites were the next big thing. Today, history is quickly repeating itself, and with the world turning mobile it’s extremely critical for dealers to have the right mobile presence that will lead them into the future. n ____________________________ Mike McFall is President, of Black Book’s Online Division. Black Book is a division of the Hearst Business Media Corporation. Their innovative products and services include new and used vehicle value services, custom data licensing solutions, as well as lender origination and risk analysis. See more at www.blackbookauto.com. GIADA Independent Auto Dealer Jan/Feb 2014 | 19 MARKETING YOUR DEALERSHIP Creating a Social Media Plan for a Car Dealership by Courtney Gordner F or car dealerships, competition is imminent. At the end of 2011, there were nearly 18,000 car dealerships in the United States. Although car dealerships vary in the types of vehicles they sell, they all target a similar audience: people who want to buy a car . Due to this rampant competition and continuous demand, an effective marketing and social media plan is even more essential for car dealerships than many other types of businesses. As a result, car dealerships should employ the strategies below to get started on a stellar and properly targeted social media campaign. Tailor Content Stylistically Based on the Social Media Platform Having an established presence on Facebook and Twitter is common sense when the term “social media campaign” comes to mind, but perhaps it’s just as important for car dealerships to develop a presence on lesser-known, but still thriving, social media alternatives like Google +, Pinterest, Vine, and Instagram. Registering and setting up an account on all of these networks is easy and free, but it’s important to discern their differences and build content based on these. For example, the only content permissible on Vine are videos up to six seconds long, so a different strategy must be employed on this network 20 | GIADA Independent Auto Dealer Jan/Feb 2014 MARKETING YOUR DEALERSHIP as opposed to a different social media platform like Instagram, which either emphasizes photos or lengthier videos. Mobile video content is one of the most emerging social media trends of the past year, so a car dealership that already has a following on platforms like Vine and Instagram are already one step ahead of their competitors. flexible posting of content, from videos to photos, so any variation on the content above would work. Re-posting Instagram and Vine content to Twitter, Facebook and Google + is recommended as well. chosen, a contest can be a great way to obtain social media followers by requiring entrants to follow the dealership on a social network or two to enter. Either requiring a follow or response on social media Host Contests and Other Calls-to-Action on Social Media One of the most effective ways of obtaining social media followers, and consequentially leads, is to utilize calls-to-action on social media. This is possible no matter the social media platform. Contests, and specifically the prospect of earning free prizes by simply commenting or clicking �Like’, are desirable to the masses. For car dealerships, it’s up to the individual dealership to choose between two types of contests to host: 1. A contest with a very substantial prize (a car, vacation, etc.), but only one winner. 2. A contest with smaller prizes (a car discount, restaurant gift certificate, local business coupon such as 50% off Web Design Company, etc.) and several winners. Deciding between these two types of contests is relative to the individual dealership. Regardless of the option ensures visitors will remain connected to the dealership, even after the contest is complete. You can promote this on social media and web sites by mentioning “Win a free ___ now! All you have to do to enter is follow us on Facebook and Twitter!” Be Yourself, Not a Robot, When Posting or Tweeting One of the biggest no-no’s for a car dealership on social media is to incessantly list inventory. Blindly providing a listing like this is likely to overwhelm potential leads, as well as suggest to them you would prefer customers to take the lead rather than take charge yourself. This may imply insecurities regarding inventory, which is something dealerships do not want to convey. Alternatively, personalize social media content as much as possible. For example, if a car dealership wants to promote a sleek new convertible on social media, there are several different approaches to take. Some ideas include: • Facebook—A photo or video of the convertible in action, with call-toaction text asking followers if they have any nostalgic memories of being in a convertible. • Twitter—A short tweet along the lines of, “Check out how this convertible is different from anything you’ve ever driven before,” with a link to the dealership’s site. • Vine—A humorous six-second video that shows some dealership staff members riding suavely with sunglasses on in the convertible. This video should be intended to go viral. • Instagram—A series of photos from the Vine video shoot, or an extended version of the Vine video. • Google+—Google+ allows for If a car dealership has a widespread presence across various social media platforms, comes across as personable and interesting on these platforms, and encourages user engagement via calls to action, their social media plan is already leaps ahead of most car dealerships. By staying true and consistent to these methods, a car dealership’s number of leads should increase exponentially. n ____________________________ Courtney Gordner is a passionate blogger with a love for Internet marketing and social media. Read more on her blog, www.talkviral.com. GIADA Independent Auto Dealer Jan/Feb 2014 | 21 FEATURE ADVERTISING TIPS 8 Advertising Potholes Auto Dealers Should Avoid By Lesley Fair I n a drive to encourage truth in auto advertising, the FTC has announced Operation Steer Clear – a coast-to-coast law enforcement sweep focusing on deceptive TV, newspaper, and online claims about sales, financing, and leasing. If you have clients in the auto industry, the lessons of Operation Steer Clear can help keep them on the right track. ing to trial before an Administrative Law Judge. The companies named in the 10 lawsuits include four California dealers: Casino Auto Sales in La Puente, Rainbow Auto Sales in South Gate, Honda of Hollywood in Los Angeles, and Norm Reeves Honda in Cerritos. Also the subject of law enforcement action are Fowlerville Ford in Fowlerville, Michigan; Nissan of South Atlanta in Morrow, Georgia; Infiniti of Clarendon Hills in Clarendon Hills, Illinois; and Paramount Kia in Hickory, North Carolina. In addition, the FTC took action against Texas-based Southwest Kia companies, including New World Auto Imports in Dallas, New World Auto Imports in Rockwall, and Hampton Two Auto Corporations in Mesquite. A lawsuit against Courtesy Auto Group in Attleboro, Massachusetts is head- Deceptive pricing Some dealers lured prospective buyers onto the lot by advertising vehicles at a specific low price. But the real price was $5,000 more. (The complaint mentions that some of these ads involved a mix of English and Spanish.) 22 | GIADA Independent Auto Dealer Jan/Feb 2014 You’ll want to review the complaints to see the allegations in each particular case, but busy dealers can supplement their TO DO lists with these TO DON’TS, ad-related practices the FTC challenged as illegal in one of more of the cases: Deceptive teaser payments In some cases, dealers advertised attention-grabbing low monthly payments. What they didn’t explain up front was that those were temporary teaser payments that would get jacked up after a short period. The FTC says dealers didn’t state the number of payments and how much they would be after those first few low monthly payments. Undisclosed balloon payments Another dealer advertised low monthly payments without clearly disclosing that buyers would owe a final balloon payment. What’s more, the FTC says the dealer didn’t disclose the amount of that balloon – in this case, over $10,000. False $0 up-front leasing claims Some companies advertised that consumers wouldn’t have to pay anything up front to lease a car. Not true, says the FTC. In fact, lurking behind those goose eggs were hefty fees and other amounts due up front. Undisclosed lease terms The FTC says some companies touted low up-front amounts and low monthly payments in their ads without clearly explaining that the transaction was actually a lease and involved substantial hidden fees. Hidden rates In one case, the FTC charged that the dealer claimed to offer 0% for 60 months. But FEATURE | ADVERTISING TIPS as it turned out, the rate applied only if people bought a new car for up to a certain dollar amount – in one instance $12,000. If the car of a consumer’s dreams was, say, $18,000, the buyer would have to pay a higher rate, and that rate wasn’t clearly stated. Bogus prize promotions One dealership used a mailer to get folks in the door, falsely claiming the consumer had won a sweepstakes prize. key credit- or lease-related terms in ads. To settle the FTC lawsuits, the companies have signed proposed orders that will change how they do business in the future. Notable terms in these legally binding settlements: a ban on ads that misrepresent the cost to buy, lease, or finance a vehicle and a prohibition on other deceptive claims about pricing, sale, leasing, or financing. When charged in the complaint, the orders mandate that dealers abide by TILA and the Consumer Leasing Act. Also forbidden: bogus claims about sweepstakes, prizes, or other incentives. n Credit and leasing violations In many of the cases, the FTC charged that companies violated the Truth in Lending Act (TILA), Reg Z, the Consumer Leasing Act, and Reg M – long-standing laws that any dealer should be familiar with. One common thread: the failure to disclose 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 GIADA Independent Auto Dealer Jan/Feb 2014 | 23 24 | GIADA Independent Auto Dealer Jan/Feb 2014 Car buyers indicate that they will walk away from a deal when the experience is not meeting their expectations. The Dealership Experience Can Make or Break a Sale, According to AutoTrader.com INDUSTRY EVENTS CALENDAR March 10 Automobile Dealer Pre-License Seminar Lithia Springs, GA March 14 Automobile Dealer Continuing Education Class Macon, GA March 17 Automobile Dealer Continuing Education Class Marietta, GA The auto industry should put a greater focus on the experience consumers are having in dealerships, according to AutoTrader.com. A recent study by AutoTrader.com identified the “Dealership Experience,” and particularly “Customer Handling,” as one of the leading factors that determines where consumers make their purchases. dealership to be untrustworthy, and 74 percent indicated that they would walk away from a dealership that had the exact car they wanted if they found the dealership to be untrustworthy. Central to superior customer handling is meeting shoppers where they are in the shopping process and allowing them to shop the way they want to. Car buyers indicate that they will walk away from a deal when the experience is not meeting their expectations. In fact, AutoTrader.com research has shown that one of the top reasons new and used car buyers are dissatisfied with the dealership experience is a pushy and/or dishonest sales person. Conversely, a good consumer experience can help dealers seal the deal. Of the top 10 reasons why car buyers select the dealership where they ultimately purchased from, six were influenced by positive customer handling: past experience with the dealer (21 percent), dealer’s reputation (10 percent), referral from someone else (seven percent), dealer’s service department (six percent), always buy from my salesperson (five percent), liked salesperson/treated us well (three percent).n ____________________________ Additionally, that research shows that a majority of shoppers would not buy from a dealership they found to be untrustworthy, even if that dealership had the best price or the exact car they were looking for. In that study, 70 percent of respondents said they would walk away from a dealership that offered the best price on a vehicle if they found the AutoTrader.com is a leading resource for car shoppers and sellers. AutoTrader.com aggregates millions of new, used and certified pre-owned cars from thousands of dealers and private sellers and provides expert articles and reviews. Visit www.press.autotrader.com. March 21 Deadline to Register for 2014 “Best Dealerships To Work For” www.bestdealershipstoworkfor.com March 22 Automobile Dealer Pre-License Seminar Marietta, GA March 26-30 Atlanta International Auto Show Georgia World Congress Center Atlanta, GA April 7 Automobile Dealer Pre-License Seminar Lithia Springs, GA April 14 Automobile Dealer Pre-License Seminar Lithia Springs, GA April 14-16 BHPH World Convention Las Vegas, Nevada July 24-27 GIADA State Convention Savannah, Georgia | Hyatt Regency 26 | GIADA Independent Auto Dealer Jan/Feb 2014 NEED FRESH OFF-LEASE INVENTORY? Find more than 10,000 cars weekly on ADESA.com Honda Remarketing • Acura Remarketing • GM Financial Toyota Financial Services • Lexus Financial Services • Ford Motor Credit Volkswagen Credit • Audi Financial Services • Porsche Financial Services Hyundai Motor Finance • Kia Motors Finance Southeast Toyota Finance/CenterOne • and more LOG IN TO ADESA.COM TO BUY TODAY © 2013 ADESA, INC. Call 888-526-7326 to register or get help GIADA Independent Auto Dealer Jan/Feb 2014 | 27 SALES MANAGEMENT 10 Tips for Closing a Sale by Thomas Phelps, PWS, Inc. I f you asked a hundred sales professionals for their best tips on closing a sale, you would get a hundred different responses. You would hear the old school crowd preaching the benefits of the assumptive and Colombo closes. The newer breed would claim that a sale is simply the result of the relationship and rapport that you have built with the customer. While closing techniques are as varied as the sales professionals employing them, there are some tried and true tips to effectively close a sale. Earn the Right Before you can expect to close a sale, you must first earn the right to ask for the sale. You earn the right by delivering on your promises and by following up on customer questions. You earn the right by showing up for appointments on time, prepared and eager to serve the customer. Focus each call on how you can help the customer instead of what you can get from the customer, and you will eventually earn the right to ask for the sale. Ask for Next Steps After any customer call or completed action item, ask the customer what he 28 | GIADA Independent Auto Dealer Jan/Feb 2014 or she thinks should be the next steps. If they are unsure, make suggestions of next steps that move you closer to a close. Remember that the next step could be to close the sale. Often times, inexperienced sales professionals add too many steps before trying to close a sale. Each step you take in a sales cycle should be leading you towards partnering with your customer. With each customer interaction, remind yourself of where you want to go and focus your efforts on moving in that direction. Without knowing where you are going, you may find yourself taking steps that lead you away from closing the sale. Keep focused on your purpose during each step in the sales process. Give and Receive In most sales cycles, your customers will ask for something. Whether they ask for information, a lower price, product demonstrations or customer referrals, expect that you will be giving a lot during the sales cycle. A good rule to remember is that you should always ask for something after you give something. For example, if the customer asks for a demonstration, ask for their commitment to move forward to the next steps if the demonstration proves that your product or service will fulfill their need. While it may be better to give than to receive, in the sales world, giving and receiving are both equal players with equal amounts of importance. Sell More Value In a price-sensitive market, the winner is the one who is able to show more value than the asked for price. Value is determined not by the market but by your customer. Show them that your product or service has more intrinsic value than the price, and the sale is yours. Under Promise A mistake that many rookie sales professionals make is to promise something that they cannot deliver. For example, if you are selling a product that requires the item be shipped, tell the customer when to expect the item and never suggest that you can get it to them sooner than what is realistic. It is better to tell them that delivery will take longer than what it probably will. Over Deliver If you followed tip No. 6, you will have ample opportunity to over deliver. De- SALES MANAGEMENT The golden rule in sales is simple: "After a closing question is asked, the first person who talks, loses." livering an item earlier than expected will be seen by most customers as you going above and beyond for them. However, if you've over promised, you've probably set yourself up to under deliver. This creates a diminished sense of value in the customer's mind, making it more challenging to close the sale. You will have competition in every sale. Competition can come in the form of another company or from the potential of your customer making no decision. If you put down your com- Georgia Insurance Associates petition, you immediately put the customer on the defensive. Doing so may cost you the sale. Instead, praise the competition where they are strong and point out where your company outshines everyone else. Prepare and Plan If you’ve done your work and have built more perceived value than the price you are asking, it’s time for you to prepare and to plan for the close. Preparing includes gathering all the information, paperwork, forms, etc that the customer will need to move forward. Planning means to anticipate any last minute objections and how you will respond to them. Close Your Mouth The golden rule in sales is simple: "After a closing question is asked, the first person who talks, loses." In other words, if you've earned the right to ask for a sale, ask for the sale then say noth- ing. Rookie sales professionals often talk themselves into and out of a sale. Their excitement and nervousness put their mouths on auto-drive and they often end up either missing a buying signal or, worse yet, keep talking and end up bringing up something that the customer hadn't thought about yet. New thoughts in a closing situation usually result in sales delays. The temptation to talk is great but once you learn how to resist the temptation and how to close your mouth, your sales closing percentages will increase. n ____________________________ Thomas Phelps is the president and owner of PWS, Inc; a service-based business that focuses on delivering professional writing, sales coaching and consultative services to sales professionals and sales businesses around the world. Serving the Auto Industry since 1974 Special rates for Independent Auto Dealers 4 Garage Liability 4 Dealer Open Lot 4 Dealer Bonds 4 Worker’s Compensation Martha Fullwood@ 678.985.0944, ext 1418 or toll free 866.985.0944 E-mail: martha@georgiains.com 1746 Lawrenceville Highway • Lawrenceville, GA 30044 • www.georgiains.com GIADA Independent Auto Dealer Jan/Feb 2014 | 29 LEGALLY SPEAKING Reviewing Your Retail Installment Sales Contract 10 Things You Need to Know by Debra Dawn, Leedom Group’s General Counsel & Compliance Director A s we start a new year, now is the time to re-read and bring up to date old operating documents that you likely have not reviewed in several years. DMS providers do not do this for you. Accordingly, it is highly likely that versions you currently use may not have been modified in several years. One of the most important documents to review is the Retail Installment Sales Contract which is utilized in virtually all your sales and forms the basis for the agreement between the dealership and the customer. Here are 10 things you should review in regards to your Retail Installment Sales Contract. 1 Have you drafted the appropriate corporate documents to substantiate the transaction? If your dealership does not have a Related Finance Company, this is not an issue for you and you can proceed to the next point. However, if you do have an RFC there must be a Purchase Agreement in place between the dealership and the RFC. That document must be approved by the Board of Directors of both companies. It must state how each contract is being purchased. You must also have a Repurchase Agreement or a provision in the Purchase Agreement delineating in detail the circumstances under which the dealership is required to re- 30 | GIADA Independent Auto Dealer Jan/Feb 2014 purchase the Retail Installment Sales Contract, when the repurchase is to take place and for how much. If you do not have such a Repurchase Agreement, you cannot apply for a sales tax credit upon repossession. 2 Have you decided whether to mandate arbitration? The decision as to whether or not to require a customer to arbitrate grievances depends upon the level of concern regarding class actions. If you do embrace arbitration, the dealership should be willing to front the cost of case management and filing fees for your customer in order to ensure enforceability of the provision. In many cases, arbitration may be more costly than small claims actions. Furthermore, the rules in arbitration are far more lax than the rules of evidence in court. Arbitrators also have a tendency to “split the baby” no matter what the set of facts. If you do elect to arbitrate, the method of arbitration must be carefully spelled out in the contract. 3 Does your state have a “cooling off” period? If it does, the timeframe within which a customer can cancel the contract must be identified. If your state is one of those that does not provide for cancellation due to a customer’s change of mind, I would recommend a provision called “No Cooling Off Period” which tells the customer that state law does not provide a cancellation period for the contract and informing them that their signature is final and binding. 4 Do you have risk of loss language? It is important to tell the customer that they will be bound by the contract even if the vehicle is lost, stolen, damaged or destroyed. 5 Are the events of default complete? A good provision provides for default under a variety of circumstances. All contracts have language which protects the seller in the events of payment stoppage, bankruptcy, property lien or violation of contract terms and conditions. However, a higher level of protection is achieved when language is incorporated which includes more general provisions such as, “We reasonably believe that you are unable to perform your obligations under the contract” and “We discover that you have made a false or misleading statement in an attempt to obtain credit.” 6 Are your rights in the event of default clearly spelled out? Although it is common to state that, in the event of default, all payments are due and owing and the vehicle may be repossessed without notice, a less common provision requires the buyer LEGALLY SPEAKING to deliver the property to you. I also recommend language stating that the dealership may attach or garnish a buyer’s disposable earnings, whether or not you are or become a head of family consistent with state and federal law. 7 Do you have the right to run continuing credit reports? Although you have likely obtained the initial right to obtain a credit report by means of the credit application, in the event of nonpayment the dealership or finance company may wish to run additional reports to locate buyers and/or co-buyers. This provision should be in the contract. 8 If you offer optional service contracts, have you stated that they are not required in order to obtain financing? This language is likely in the optional service contract, but only infrequently have I seen it in the Retail Installment Sales Contract. 9 If you require full coverage insurance, is the buyer required to name the dealer as an additional insured? Although it is acceptable to use a separate Power of Attorney form to obtain authorization from the customer to negotiate with an insurance company in the event of loss, all the insurance provisions you are requiring of the buyer (including maximum deductibles) should be spelled out in the contract. 10 If you use a GPS to locate AND for starter interrupt, are those possibilities both spelled out in the contract? In virtually all my compliance audits, there is a separate document signed at the time of the sale indicating that the customer agrees that a GPS device may be installed. However, the Retail Installment Sales contract does not indicate that the dealership is entitled to use starter interrupt capabilities. The Retail Installment Sales Contract is an integrated document. This means that no additional provisions may be introduced that have not been covered in the contract (although ancillary documents may be used for further explanation). All rights and responsibilities must appear in the actual Retail Installment Sales Contract, or in an addendum to that document clearly marked as such, attached to the contract, and signed by the parties. Best practices are to incorporate any and all material provisions into your base agreement to avoid enforceability issues in the future. n ____________________________ Debra Dawn formed AUTOLAW Group to assist dealers in all facets of dealership compliance including sales and collections forms, human resources, collections, bankruptcies and litigation. She has more than 25 years experience in contract law, mergers and acquisitions and corporate finance. See more at www. leedomgroup.com or contact Debra atdebra@leedomgroup.com or 800966-8733. GIADA Independent Auto Dealer Jan/Feb 2014 | 31 32 | GIADA Independent Auto Dealer Jan/Feb 2014 GIADA Independent Auto Dealer Jan/Feb 2014 | 33 INDUSTRY PRESS Equifax Reports Strongest Auto Origination Volume in Eight Years The latest Equifax National Consumer Credit Trends Report indicates that the automobile lending sector continues to thrive. From January-October 2013, the total number of new auto loans originated was 20.2 million, totaling $405.2 billion and representing the highest origination total for that time in eight years. “Auto delinquencies have declined to levels last seen in mid-2006, and the strength in the performance of loans booked in the last few years is helping to make credit more widely available to those with higher-risk credit profiles, namely subprime borrowers,” said Equifax Chief Economist Amy Crews Cutts. “The choices consumers are making with the types of cars they are buying have changed in the aftermath of the Great Recession, with a heavy emphasis on value for the dollar. Demand for new cars is rising, but the mix is now shifted towards economically and environmentally friendly features.” Additional metrics for new credit include: • Year-over-year, the total balance of new loans January-October 2013 increased 14.7%, while the total number of new loans increased 11.6%; • Subprime auto lending now accounts for 31 percent of all auto 34 | GIADA Independent Auto Dealer Jan/Feb 2014 loans originated today; • October 2013 auto loan amount totals also hit an eight year high for the month at $39 billion; and • The total balance of new credit for auto loans January-October 2013 represents 49% of all new non-mortgage consumer credit. “It’s clear as we analyze the auto finance segment that auto lenders are doing a great job in accessing risk, managing their portfolios, and making credit available to customers who need transportation to get to work or simply want to enjoy some of the great new models that manufacturers are producing,” said Lou Loquasto, Equifax Auto Finance Vertical Leader. “The industry’s ever-growing sophistication in using credit and non-credit data to aid decision-making is one of the key reasons for the health of this segment. The biggest challenge that Equifax is hearing in the market today is shrinking yields, as more lenders look to auto finance as a source of quality receivables.” n ____________________________ Equifax is a global leader in consumer, commercial and workforce information solutions that provide businesses and consumers with insight and information they can trust. Headquartered in Atlanta, Equifax operates or has investments in 18 countries and is a member of Standard & Poor's (S&P) 500® Index. Visit www.equifax.com. OTHER HIGHLIGHTS from the most recent Equifax data include: Balances on outstanding auto loans ($859.6 billion) and the total number of existing loans (62.3 million) in December 2013 are the highest in more than five years; By source, loans funded by banks, savings and loans and credit unions are at $417.2 billion, while the total number of loans is 30.9 million – a five year high for both; Similarly, the total outstanding balance for loans funded by auto finance companies is $442.5 billion, a five-year high, while the total number of existing loans is more than 32 million, a 59-month high; Serious delinquencies on auto loans funded by finance companies in December 2013 represent 1.88% of outstanding balances, a year-over-year decrease of 13.5%; In that same time, serious delinquencies on auto loans funded by banks or other depositories are 0.41% of outstanding balances, identical to December 2012. GIADA Independent Auto Dealer Jan/Feb 2014 | 35 INDUSTRY PRESS Meet NextGear Capital – Your Next Inventory Financing Partner In February 2013, NextGear Capital was unveiled as the new name for an inventory finance company created through the merger of industry leaders Manheim Automotive Financial Services (MAFS) and Dealer Services Corporation (DSC). More than a year later, a lot has changed for the Carmel, Ind.-headquartered company, but the core values still remain the same. “We continuously strive to provide our customers with the latest technology and best customer service,” said NextGear Capital President Brian Geitner, who was the former president of DSC. “When we merged with MAFS it provided us the opportunity to bring two customer-focused companies together under a new technology platform with a consistent business model.” NextGear Capital offers its dealers flexible lines of credit for their inventory purchases, including Retail, Wholesale, Salvage or Diversified Products (Recreational Vehicles, Trailers, Marine, Powersports (Used), Heavy Trucks (Used), Auto – Salvage and Auto – Daily Rental). The company also partners with auctions to provide fast and reliable funding for auction purchases. 36 | GIADA Independent Auto Dealer Jan/Feb 2014 However, what separates NextGear Capital from the competition is its technology solutions, which it provides to more than 17,000 dealers and more than 1,000 auctions across North America. NextGear Capital’s secure shipping hub handles more than 1.6 million transactions annually and its records vault has the capacity to hold more than 1 million documents while protecting them from fire, theft and misfiling. “I always say that we are a tech company that loans money,” said Geitner. “We made the decision from the very beginning to be tech-oriented because we could foresee that was the direction the industry was heading. Over the years, we have continually gone to our customers and asked �What is important to you?’ What we have found is that there has been an increased demand for faster, better technology.” One way NextGear Capital has stepped up in this area is through the launch of its new mobile app and online account management solution in 2013. These applications provide a simplified experience to improve dealer interaction, storing all important information for them in one convenient location. According to Geitner, this is just another step towards the company’s goal of merging tomorrow’s technology today. Ten years ago, the thought of conducting business on one’s phone seemed far-fetched. Not so much anymore. According to NextGear Capital, approximately 30 percent of their customers routinely use the NextGear Capital mobile app to manage their accounts. “In today’s high-tech world, it is our belief that inventory financing has to not only help a dealer acquire more inventory but also has to be able to provide them with data,” said Geitner. “If you are going to finance the inventory, you should be in a place where you can help the dealer make the best decision possible on that soon to-be collateral.” Another unique characteristic of the company is its on-site records and title management. NextGear Capital’s secure shipping hub handles more Continued on page 38 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 Jan/Feb 2014 | 37 INDUSTRY PRESS Looking ahead to 2014, NextGear Capital sees a market very much in favor of the dealer and consumer today. Continued from page 36 than 1.6 million transactions annually and its records vault has the capacity to hold more than 1 million documents while protecting them from fire, theft and misfiling. According to Geitner, NextGear Capital’s success can be attributed to the company’s entrepreneurial leadership. “Our executive team has always maintained a start-up like mindset when it comes to exploring new ideas,” said Geitner. “That spirit of entrepreneurialism has allowed us to stay on top in 38 | GIADA Independent Auto Dealer Jan/Feb 2014 technology because it is recognition that in order to compete for tomorrow, we have to prepare for it today.” NextGear Capital has celebrated some big milestones in the last year. Along with the launch of its new mobile app, the company announced plans to expand its reach into Canada and UK. Additionally, NextGear Capital expanded its corporate campus in Carmel, adding a second building to bring its total square footage of office space to more than 80,000 feet. For NextGear Capital, the biggest challenge is staying ahead of ever changing trends so as to not get caught. Dealers are looking for a consistent partner in terms of their financing needs, and the company spends a great deal of time going through the setup process explaining what they can expect from NextGear Capital, the services the company has to offer them and how NextGear Capital tailors their relationships to meet their dealers’ needs. Centurion Automotive Products named Marketing Group for the NIADACPO for Georgia Based out of Syracuse, NY, with offices in Atlanta, GA, Centurion Automotive Products, Inc. has been named the official marketing group for the NIADA-Certified Program for Georgia. Mark Fiorini, President of Centurion Automotive Products, has been serving the needs of auto dealers since 1980. The Centurion team has over 200 years of combined auto business experience and value over 400 auto dealer relationships. This is a main reason Warrantech has appointed Centurion to be the marketing arm of Georgia and the NIADA-Certified Program. Looking ahead to 2014, NextGear Capital sees a market very much in favor of the dealer and consumer today. Market corrections will likely begin in 2014 and into 2015 if not sooner. Lease inventory is entering the space, which in turn is putting downward pressure on the vehicle values. Some analysts see an 18 percent growth in lease volume next year, which creates a cycle in which the dealer has an abundance of inventory, giving the consumer more choices. Centurion Automotive is also a full line consulting firm with a very diverse portfolio of products and services to offer your dealership. Services include extended service contracts, complete startup reinsurance companies, Ancillary Products, such as GAP, tire and wheel, theft, chemical products, and full array line of training programs to include F&I, sales, BDC, and complete dealer development programs to help your dealership maximize sales and profits. “We’re very excited about a variety of offerings in 2014,” said Geitner. “We have several key initiatives surrounding our partnerships with a variety of retail finance companies, which will allow our customer to leverage their floor plan relationship and the use of data, products and services – all to make doing business faster, easier and more profitable.” n President Mark Fiorini named Danny Delich the Area Representative for Georgia. With over 25 years in dealer services, Danny has the know-how to provide solutions to all your dealership needs whether they are finance products, training solutions, or general dealer development information. Contact Danny at (913)403-6042 or ddelich@gmail.com. n GIADA Independent Auto Dealer Jan/Feb 2014 | 39 SAVE THE DATE July 24 to 27, 2014 Savannah, Ga | Hyatt Regency 2014 GIADA CONVENTION We want to be your Sub-Prime Retail Lender! Floorplan Company! Featuring: ▼ ▼ ▼ ▼ Easy Self Approval Strong Retail Advances Quick and Reliable Funding All Retail Advances are Non-Recourse floorplansales@autouse.com 800-873-2907 40 | GIADA Independent Auto Dealer Jan/Feb 2014 ▼ ▼ ▼ ▼ ▼ Featuring: 100% Auction Advance 120 Day Extendable Term Lien Payoff Programs Checkbook Program for Non-Auction Purchases On-line Auction Purchases with i n t e g r a t i o n $ Connecting you to 1,000+ finance sources DealerCenter DMS subscribers now have more financing options then ever! With our RouteOne integration, dealers can connect to over 1,000 finance sources across the country making it quick and $ • Enter customer data only once • Choose your desired finance sources from RouteOne’s extensive network of options • Single click submission of the credit application to your selected finance sources • Receive and compare finance source credit decisions side by side in DealerCenter • Approve finance offers in DealerCenter and complete the deal $ $ $ easy to get deals done. Features of DealerCenter DMS’ Integration with the RouteOne Credit Application Platform $ $ $ $ $ Start your FREE DMS trial: www.dealercenter.com/freetrialDMS More Info: www.dealercenter.com/GIADAR1 Questions? 888-669-2669 GIADA Independent Auto Dealer Jan/Feb 2014 | 41 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 42 | GIADA Independent Auto Dealer Jan/Feb 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 Jan/Feb 2014 | 43 NEW & RENEWED MEMBERS 2nd Chance Auto Sales 44182 Motorsports 5 Star Auto Sales A & J Used Cars A.T.L. Auto Sales Inc AAA Motorsport Inc Aaron Auto Sales Aaron Edge ABR Used Cars & Trucks Action Auto Sales Adonis Automotive Advance Cars LLC Advanced Automotive Group Advanced Business Computers Affordable Ambulance All In Motors LP Als Discount Auto Another Level Auto Sales LLC ARA GPS Systems Arc Auto Brokers Army Jay's Auto LLC Atkinson Used Cars Atlanta Auto Distributors Atlanta Best Used Cars LLC Atlanta Custom Coach Atlanta Fine Cars Atlanta Motor Company Atlanta Motor Sales LLC A-Towne Auto Inc. ATV Sales Inc. Auto Credit of Atlanta LLC Auto Depot Auto Emporium Auto Fiesta Auto Finance Auto Maniacs Auto Mart Auto Mart USA LLC Auto Quest Nvestment Cars Auto Star Solutions Inc. Auto Trade Alliance Auto Trader.com Auto World Automania Inc. Automotive Dealers Finance Automotive Expressions Auto-Pro Sales & Service Autos for Less Autosmith of Georgia Autovest Inc. AX Auto Azar Brothers Auto B & B Auto Sales B & B Auto Salvage & Sales Billy Allrich Bo Bowlin Automotive Bowyer Motors Inc. Bremdi Motors Inc. Brian's Auto Sales Inc. Brock Auto Brooks Auto Sales Butler Auto Salvage & Sales C & N Auto Sales LLC Cagle Auto Inc Cain Auto Sales Car Nation of Georgia Car Plus Automotive Car Point CarMax Corp. Carn Auto Sales Inc. Carpet Capitol Auto Sales Carter Cars Inc. Carter's Used Cars Carvana Cary's Superior Cars Inc. Cash City Inc. Cavender Auto Champion Imports Chaney Motors Charles Roberts Charles Williamson Auto Sales Inc. Chatham County Tax Commissioners Choice Automotive Group 44 | GIADA Independent Auto Dealer Jan/Feb 2014 NOVEMBER / DECEMBER 2013 Chosewood Auto Sales Chris Knight Auto Sales Classic Cars of Rome Colony Auto Sales Convenant Auto Corley's Used Cars & Auto Service Curtis Lewis Motor Company Cutting Edge Body Shop D J's Auto Sales D-1 Motors Inc. Dane's Auto Sales LLC Dan's Auto & Truck Sales David Smith Auto Sales Dealer Funding LLC Dealership Capital Partners LLC Dear Elite Eight Auto Sales LLC Debra's Used Cars Dekalb Import Specialist & Collision Demott Auto Sales Dexter's Auto Lab & Sales Di Jam Auto Dick Barbour Performance Dionte Smith Dixie Auto Sales DJ's Truck Sales Inc. Dnk Auto Sales Dolphin Auto Transportation Double G Trucks Dragonfly Auto Sales & Title Services Drive Nation Auto Sales Dsi Auto Sales Dukes Affordable Auto LLC Durvaish Auto LLC Dv Auto Sales E Auto Butler East Ridgemotors Eastern Motor Cars Elrod Auction Company Enterprise Leasing Co. Southeast Everybody's Auto Sales Inc. Exclusive Automotive Group Inc. E-z Auto Finance Inc. Finnicum Motor Co First Peachtree Finance First Union Automotive LLC Ford Avenue Auto Sales Freedom Used Auto Sales Funes Auto Sales G and S Auto Brokers LLC Garner Auto Sales Georgia Motor Truck Inc. Gladden Pawn & Auto Inc. Go Auto Exchange Atlanta Gordon's Automotive Graham Motor Company Gta Auto Sales Guatemela Auto Sales Gwinnett Motor Co. H & J Auto Sales H & S Auto Sales H & W Auto and Services LLC Hammers Autohaus Hardegree Insurance Agency Harmon's Harvey's Southend Autos Harwell Used Cars & Parts Hawkins Auto Sales Highland Auto Sales Hi-line Auto Sales Independent Dealers Advantage Innovation Auto Sales Inc. Insurance Auto Auctions International Credit Inc. J & J Auto Sales Jay 3 Auto LLC JBS Finance Incorporated Continued on page 46 NEW & RENEWED MEMBERS Continued from page 48 JD Auto Sales JDK Auto Brokers JG Auto Sales Johnnie Robinson Auto Sales Johnston Auto Enterprise K & A Auto Brokers K & C Auto Sales Inc. Karz 4 U King of the Road L & J Auto Sales & Leasing L & L Motors Lairsey's Auto Sales Inc. Larkin Used Cars Lloyd's Motor Co. Low Country Customs M L Gibby Inc. Mack Flannigan Used Cars Major Auto Deals Mark Levy Auto Center Marks Auto Sales Martel EVS Mathews Used Cars Meeting Street Graphics Mero Auto Search Metro Atlanta Auto Center Midas Touch Auto Brokers Midway Motors Mixon Used Cars & Auto Shop Mkq Auto Sales MKS Autos Moss Curtain Motors Motorcity Muncy's Truck Factory Nathaniel Auto Sales Nds Auto & Body LLC New Ride Auto Sale Oakwood's Arrow Auto Auction Inc. Peoples Financial Mableton Peoples Loan And Finance Corp. Premier Auto Works Premier Value Auto Sales Inc. Present Autos PT Auto Sales Quintanilla Auto Sales Raines Autos LLC Rawls Auto Auction Rays Cars Inc. Repay Realtime Electronic Payments Ride Rite Automobiles Ride Rite Transportation Ring Auto LLC Robert L Burt Roberts Motor Co. Robins Body and Paint Shop Ron Widener & Associates Inc. RouteOne LLC Royal Crown Motors S & J Auto Sales NOVEMBER / DECEMBER 2013 Salvage Hunter Auto Parts Sam & Sam Auto LLC Select Automotive Management Sharp Auto Brokers Shelton Motor Co. South County Capital Management Southeast Enterprise Southeastern Auto Auction of Savannah Southern Auto Finance Southern Auto Sales & Repair Southern Auto Title Pawn Southern Classic Sales Southern Cross Motor Co. LLC Speedy's U Pull A Part Sports & Imports Autos of Gwinnett LLC Sports and Imports Autos Inc. SRK Auto Service Sterling Motors Tallahassee Auto Auction The Car Store The Wright Import Service Center LLC Tom Carter Classic Cars Tom Jones Inc. Tomahawk Auto Traders Top Car Motors LLC Independent Dealers Toucan Automotive & Powersports Trend Pre-Owned Auto Sales Tru Wholesales Truck & Jeep Auto Sales Truckcenter.com Trucks, Campers, & Boats Trust Motors Inc. Twine Auto Brokers LLC Ultimate Auto Sales Ultimate Motors Unike Auto Sales United Motor Cars Inc. USA Auto Sales Uwanna Ride Used Cars Vezzs Auto Sales LLC Wade's Used Vans Walker Motorsports Watson Motor Company Williams Auto Sales & Leasing Windom Josey Motors World Finance LLC Wren Motor Co. Ww Kustomz Auto Sales Yes Guaranteed Your Way Auto Sales & Trade LLC Z Car Atlanta Zim Auto unite! Consider a PAC contribution to help spread awareness and gain support of issues affecting independent dealers in the state’s capitol. u www.giada.org/legislative-initiatives/pac 46 | GIADA Independent Auto Dealer Jan/Feb 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 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 Atlanta Thrifty Nickel 770-971-8333 Weekly Advertising Newspaper atlantathriftynickel.com AutoTrader.com 800-353-9350 Automotive Classifieds autotrader.com Best Response Media LLC 770-318-3401 Automotive Classifieds Publication autofocusatlanta.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 Cars.com 800-298-1460 Automotive Classifieds cars.com Dealer Speed Leads 303-908-5006 Full Service Classified Posting with Lead Generator dealerspeedleads.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 DealerRater 781-697-3661 Car Dealer Review Website dealerrater.com America’s Auto Auction – Jacksonville 904-764-7653 Tuesday 6:00 pm INOP Sale & 6:30 pm Dealer Only Sale americasautoauction.com EBay Motors ebay.com Radio One Atlanta Advertising radio-one.com Usedcars.com By Dealix 877-791-2074 Advertising and Online Marketing usedcars.com AUCTIONS see our ad on page 3 411 Auto Auction 770-336-5581 Wednesday 12:00 pm 411autoauction.com Adesa Atlanta 770-357-2277 Wednesday 10:00 am adesa.com see our ad on page 27 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 CarMax Auctions 888-804-6604 Dealers Only Auctions; Visit carmaxauctions.com for Locations, Dates and Times Carolina Auto Auction 864-231-7000 Wednesday 10:00 am Salvage Sale every other Wed 9am carolinaautoauction.com Charleston Auto Auction 843-719-1900 Friday 10am Dealer Sale charlestonautoauction.com see our ad on page 15 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 Dealers Choice Auto Auction – Marietta 770-499-9119 Thursday 4:00 pm Dealer Sale dealerschoiceaa.com Georgia-Carolina Auto Auction 706-335-5300 Wed. 6:30 pm Dealer/ Public Sale Fri. 6:30 pm Dealer/ Public Sale gcautoauction.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 Jan/Feb 2014 | 47 serviceproviderdirectory Hudson & Marshall, Inc. 478-743-1511 Auction/Liquidator hudsonandmarshall@bellsouth.net Manheim Darlington 843-245-5615 Thursday 9:30 am manheim.com Hwy 515 Auto Auction 706-635-1500 Tues 6:00 pm Dealer & Public Sale hwy515autoauction.com see our ad Manheim Georgia on page inside back cover 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 Insurance Auto Auctions – see our ad Atlanta South on page 48 678-920-4800 1st Wednesday 9:00 am Specialty Sales (RV,Box Truck, Trailers) Dealer & Fleet Sale iaai.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 see our ad Auction on page 52 770-532-4624 Thursday 6:00 pm oakwoodsarrowautoauction.com Online Public Auction.com 800-963-1672 6728 Hwy 85 STE C-2 Riverdale, GA 30274 onlinepublicauction.com 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 – Rincon 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 404-762-9211 Every Thursday 9:30 am Highline Sale 4th Wed. 9:30 am Every Tuesday 12:30 pm manheim.com 48 | GIADA Independent Auto Dealer Jan/Feb 2014 We Sell Fleets of Vehicles With more than 30 years of experience, IAA’s targeted marketing attracts buyers in more than 110 countries and promotes healthy competition through our live and live-online auction. Sell more vehicles, including those that have clear titles, are repossessed, have high mileage or are damaged. At IAA, we showcase every vehicle. Our analysis. Insight for your industry. Subscribe to our Remarketing Quarterly Reports at IAA-Auctions.com IAA-Auctions.com © 2013 Insurance Auto Auctions, Inc. All rights reserved. IAA is a registered trademark of Insurance Auto Auctions, Inc. 104993-06_May2013_GIADA_Ad_20130410_FINAL.indd 1 4/10/13 1:13 PM GIADA Independent Auto Dealer Jan/Feb 2014 | 49 serviceproviderdirectory 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 Peach State Federal Credit Union - Lawrenceville 678-889-4328 peachstatefcu.org see our ad on page 19 Rebel Auction Company 912-375-3491 / 800-533-0673 Second Thursday of Each Month 9:00 am rebelauction.net Ritchie Brothers Auctioneers 770-304-3355 Industrial Equipment Auction rbauction.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 678-719-4572 Lines of Credit hamiltonstatebank.com Independent Bank 423-883-1503 i-bankonline.com see our ad on page 23 US Trust 404-264-2817 Private Banking ustrust.com CAR BUYING SERVICE Autonation Direct 954-769-7000 autonation.com DealerMatch 1-800-457-4404 Network to provide dealer to dealer buying & selling dealermatch.com TraderLive! 404-304-3361 Sreamlining Wholesale Transactions – Publish Inventory - Mobile App traderlive.com CERTIFIED PREOWNED 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 700 Credit 770-330-0285 Compliance and Red Flag Solutions 700credit.com see our ad RouteOne, LLC on page 41 248-229-5170 Compliance and Red Flag Tools routeone.com 50 | GIADA Independent Auto Dealer Jan/Feb 2014 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 Suntrust/ First Data 404-281-8641 Merchant Services firstdata.com CREDIT REPORTS 700 Credit 770-330-0285 Credit Reporting and Compliance Solutions 700credit.com Crednology, Inc 706-484-0646 Credit Reporting and Management crednology.com Equifax 770-522-5650 Credit Reports equifax.xom Microbilt Corp. 866-834-2975 Credit Reports microbilt.com see our ad on page RouteOne, LLC 41 248-229-5170 Web-Based Credit Applications routeone.com DEALER CONSULTING Centurion 315-454-0788 “Providing Solutions to dealers needs for over 30 years” Centurionmfiorini@yahoo.com Global Training Solutions, Inc 904-755-7666 “We know the secrets of a successful business” globaltrainingsolutionsinc.com Leedom & Associates, LLC 941-371-7999 Dealer Consulting twentygroups.com DEALER INVENTORY MANAGMENT see our ad Auction123.com on page 23 954-558-5337 Online Inventory Management & Data Distribution auction123.com DEALER MANAGEMENT SYSTEMS ABCoA/ Deal Pack 800-526-5832 Sales, Finance, Acct, S&P and Leasing Software www.dealpack.com Autoraptor CRM 401-743-5225 Web-based Lead Management with Inventory and Sales Integration – Mobile Versions autoraptor.com see our ad Autostar Solutions, Inc on page 51 800-682-2215 Dealer Management Systems, Software, Svc., & Repair autostarsolutions.com Car Dealer Software by Wayne Reaves 800-701-8082 Computer Software waynereaves.com Comsoft 800-849-3838 “Monymaker” Software Emphasizes Compliance, Reporting, Profitability, etc. comsoft.com see our ad on page inside front cover GIADA Independent Auto Dealer Jan/Feb 2014 | 51 serviceproviderdirectory Rent to Own Software by Wayne Reaves 800-701-8082 Dealer Management Systems and Dealer Website Provider waynereaves.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 Frazer Computing 888-963-5369 Computer Software frazer.biz see our ad on the back cover Leedom & Associates, LLC 941-371-7999 Dealer 20 Groups twentygroups.com Mosaic Corporation 800-387-7859 Paperless Document Mgmt. Specialty Deal Jackets & R/O mosaiccorp.com/pages/ automotive Nowcom Corp/ DealerCenter 888-669-2999 Dealer Mgmt Software Solutions dealercenter.net see our ad RouteOne, LLC on page 41 248-229-5170 Dealer Management Systems routeone.com Systems 2000, Inc 407-358-2000 Sales Prospecting, F& I, Payroll, Credit, Parts, & Website Provider sys2.com see our ad on page TitleTec 45 866-689-0578 Business, Title & Registration Software titletec.com Wayne Reaves Computer seeonourthead inside front cover Systems ’800-701-8082 Dealer Management Systems and Dealer Website Provider waynereaves.com 52 | GIADA Independent Auto Dealer Jan/Feb 2014 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 see our ad Systems on page 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 serviceproviderdirectory ADS of Georgia 404-316-3299 – Tom Sanvido Financing mnania@msn.com Automotive Finance Corporation 888-610-2323 afcdealer.com All-American Capital Group, LLC 404-949-0002 Financing Buy-Here Dealers allamericancap.com Barnett Finance Company 912-692-0008 Providing Sub-prime Financing with Quick Callbacks, Fast Funding, and Flexible Terms barnettfinance.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 Brand Automotive Financial Services 770-277-8101 Indirect Auto Financing thebrandbank.com Car Financial Services 877-570-8857 Account Purchasing carfinancial.com Auto Credit of Atlanta 770-492-1477 Secondary Finance scottmcraegroup.com Centurion 315-454-0788 Financial Services Agency centurionmfiorini@yahoo.com Auto Credit of Macon 478-785-9195 Secondary Finance scottmcraegroup.com Coastal Credit, LLC 770-541-4063 Secondary Financing/ Account Purchasing coastalcreditllc.com Auto Funding Group 770-587-2347 Point of Sale and Sub-prime Financing autofundinggroup.com see our ad on page 40 Dealer Funding, LLC 877-538-5492 Secondary Financing dealerfundingllc.com Go Financial 888-463-4626 Subprime Financing gofinancial.com Independent Dealers Advantage 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 Mark One Financial 904-219-7471 Account Purchasing mark-one.com National Auto Lenders 305-822-2886 Non-Prime Auto Financing To Help Dealer Partners nalenders.com Credit Acceptance 706-231-2028 Quick Subprime Financing creditacceptance.com Auto Use 678-480-5012 Subprime Retail Financing autouseautoloan.com Automobile Acceptance Corporation 678-284-5326 Financing needs for your customers autoacceptance.com First Peachtree Finance Co. 404-255-0496 Acct. Purchase Program see our ad on page 24 Dealership Capital Partners Inc 478-254-2477 Financing for Buy-Here-Pay-Here Dealers dcp3535.com Automotive Credit Corporation 770-403-5808 Subprime Lender automotivecredit.com Ellyson Financial Inc 678-489-6064 Specialize in Sub-Prime Financing ellysonfinancial.com Automotive Dealers Finance, Inc 678-739-2059 dealersfinance.com Federal Financial Services 678-519-3615 Financing ffsnc.com Automotive Finance Corporation 770-805-4155 afcdealer.com FI Solutions Group 414-236-1850 Finance & Insurance Products fisolutions.biz Nationwide Acceptance Corp 770-935-5626 Secondary Finance nac-loans.com Onpoint Financial Corporation 781-871-4220 Sub-prime Auto Financing firstbhph.com Peach State Federal Credit Union – Lawrenceville 678-889-4328 Auto Loans peachstatefcu.org see our ad Peoples Financial Corp on page 39 770-422-2735 Auto Loans, Direct or Indirect, Secondary peoplesfinancial.net 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 Resurgent Auto Finance 864-248-8770 Indirect Financing for your Customers resurgentautofinance.com see our ad on page RouteOne LLC 41 248-229-5170 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 see our ad Sterling Credit Corp. on page 33 706-830-3045 Buy Bulk Receivables sterlingcreditcorporation.com Style Financial Acceptance 770-949-8598 Acct. Purchase Program, Point of Sale, Bulk Summit Of Georgia 404-806-0217 Secondary Finance summitofgeorgia.com Tag Financial Services Inc 678-324-1454 Acct. Purchase; Sub-prime Auto Financing tagautoloan.com TJ Lending 636-724-9201 1378 S 5th St St. Charles, MO 63301 tj-lending.com GIADA Independent Auto Dealer Jan/Feb 2014 | 53 serviceproviderdirectory ad United Acceptance, Inc. seeon our page 16 877-281-2360 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 see our ad on page 40 Automotive Dealers Finance Inc 678-739-2059 BHPH Note Purchasing, Floor Planning dealersfinance.com Automotive Finance Corporation 770-805-4155 Floor Planning afcdealer.com 54 | GIADA Independent Auto Dealer Jan/Feb 2014 Carbucks 864-527-7147 Floor Planning cbfloorplan.com BL & A 404-995-6881 Tracking Solutions bobbylarimoreandassociates.com Floor Plan Xpress 404-548-5041 Independent Floor Planning Fpxus.com INILEX INC. 480-889-5676 GPS Systems inilex.com ITURAN USA INC. 954-484-3806 GPS Tracking goldstargps.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 770-871-0051 aragps.com see our ad on page 13 Passtime 877-PASSTIME Vehicle Tracking passtimeusa.com Spireon 866-655-8825 Vehicle Tracking goldstargps.com INSURANCE Absolute Surety, LLC 407-674-7940 Surety Bonds absolutesurety.com see our ad on page 5 serviceproviderdirectory ADD-ON BENNEFITS 678-472-9511 Health Insurance addonbenefits.com Pearl Insurance 1-866-679-0891 Dealership Insurance PearlInsurance.com ADS of Georgia 404-316-3299 – Tom Sanvido Insurance Services mnania@msn.com ad Reeves Insurance Agency seeon our page 54 770-949-0025 Bonds, Gar. Liability, Dlrs Open Lot, Wkrs Comp, Property, Life, Health, Retirement, Tow Trks reeves-ins.com American Risk Services 678-366-7279 Customized Collateral Insurance for BHPH Dealers & Finance Companies americanriskservices.com Bankers Fidelity 404-266-5563 Life and 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 Debbie Ward 770-974-0670 Since 1988 All Types Business & Personal dwardinsurance.com Georgia Insurance see our ad Associates on page 29 678-985-0944 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 Ron E. Widener & see our ad Associates on page 35 770-941-0293 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 see our ad Car Law on page 26 877-464-8326 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 Usedcars.com by Dealix 877-791-2074 Advertising and Online Marketing usedcars.com see our ad on page 3 PAINT & BODY Amerifleet Transportation 404-432-4611 Auto Detailing & Body Work on Vehicles In Route or in Temporary Storage amerifleet.com Macey, Wilwnsky, Kessler & Hennings 404-584-1200 230 Peachtree Street NW Suite 2700 Atlanta, GA 30303 Maceywilensky.com Courson’s Paint & Body Shop 912-367-4226 Body Shop Scott King/ Jacobs & King LLC 404-920-4492 Legal Counsel Scott@jkwlawfirm.com Peachstate Paint & Collision 770-949-9244 Paint & Collision Specialist Sicay-Perrow & Knighten, PC 404-589-1832 Creditor’s Rights, Bankruptcy, Foreclosures, Loan Closings, and Collections sicay-perrow.com ON-LINE MARKETING AutoTrader.com 800-353-9350 Automotive Classifieds autotrader.com PARTS & SERVICE Amerifleet Transportation 404-432-4611 Repair & Maintenance on Vehicles In Route or Temporary Storage amerifleet.com AutoTune Inc 678-284-5311 Automotive Repair mjohnston@autoacceptance.com Kauffman Tire 404-762-4944 Tires, Wheels, & Vehicle Services kauffmantire.com Cars.com 800-298-1460 Automotive Classifieds cars.com PRINTING Carsforsale.com 1-866-388-9778 Online Advertising carsforsale.com Dealer Speed Leads 303-908-5006 Full Service Classified Posting with Lead Generator dealerspeedleads.com Nowcom Corp/ DealerCenter 888-669-2999 Dealer Mgmt Software Solutions dealercenter.net Professional Mojo 866-611-2715 professionalmojo.com Hwy 78 Body Shop, Inc 770-948-8605 Body Shop 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 GIADA Independent Auto Dealer Jan/Feb 2014 | 55 serviceproviderdirectory Simmons Nameplate see our ad Design on page 23 205-497-0520 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 CARS 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 Allied Adjustments Service Inc. 770-516-2755 Automobile Repossessions alliedadjustments.com 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 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 AUL Corp 404-995-6881 Service Contracts aulcorp.com GWC Warranty 800-482-7357 Service Contracts gwcwarranty.com Tags & Titles, Inc. 770-552-8227 Tag & Title Service Louise@tagstitles.com Penn Warranty Corp 1-570-899-5251 Service Contract Provider pennwarrantycorp.com Preferred Warranties 800-548-1121 Warranties warrantys.com see our ad on page 49 Wells Fargo Dealer Services 770-250-2405 Services Through Warranty Solutions wellsfargodealerservices.com SOCIAL MEDIA & REPUTATION MONITORING DealerRater 781-697-3661 Car Dealer Review Website dealerrater.com Professional Mojo 866-611-2715 professionalmojo.com TELECOM & PHONE SYSTEMS Proficient Solutions, Inc. 770-942-8867 Make sure your calls get answered proficient-solutions.com TITLE SERVICES Avanco Tag & Title Service 404-768-7162 Title and Registration Services avancotagtitle.com GA Title Runners 404-553-6111 Title Processing to all Georgia Counties gatitlerunners.com Centurion 315-454-0788 Financial Services Agency centurionmfiorini@yahoo.com Ron E. Widener & Associates 770-941-0293 Title Processing, Dealer Tags, Title Bonds, & Training ronwidener.com Diamond Warranty Corp 800-384-5023 Extended Warranties diamondwarrantycorp.com Southern ELT 888-675-7477 Electronic Lien & Title southernelt.com 56 | GIADA Independent Auto Dealer Jan/Feb 2014 see our ad TitleTec on page 45 866-689-0578 Business, Title & Registration Software titletec.com Tri Vin Inc/ DealerTrack 860-448-3177 Paper & Electronic Vehicle Title Administration – Liens and Title Management 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 see our ad on page 8 see our ad on page RouteOne, LLC 41 248-229-5170 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 Jan/Feb 2014 | 57 Georgia Independent Automobile Dealers Association 6903 Oak Ridge Commerce Way SW Austell, GA 30168 Address Service Requested PRSRT STD U.S. Postage PAID Marietta, GA Permit No. 871
© Copyright 2024 Paperzz
