Texas Dealer July 2022 by Texas Independent Auto Dealers Association

Daniel Avitia Appointed as

TxDMV Executive Director

Also In this issue:

– Michael W. Dunagan: Airbag Safety and Recall Issues Raise Liability Concerns for Dealers – A Game Plan for Sales Professionals – Texas Dealer Scott Allen Elected NIADA President – INDEPAC to Create Competition and Auction Items at the Conference – It Is Time to Review Your Employment Arbitration Agreements

DRIVE YOUR DEALERSHIP TO

THE NEXT LEVEL

PITSTOP PARTY DON’T MISS ACV AT THE CONVENTION!

TUESDAY, JULY 26, 2022 To learn more, visit ACVAUCTIONS.COM/OHIOADA Immediately following the Presidential Awards Banquet

VINOTECA WINE LOUNGE

Located inside of Sortino’s Italian Kitchen *Dealer only event

CAPITAL

TIADA Board of Directors PRESIDENT Mark Jones/MCMC Corporate 264 Exchange Burleson, TX 76028 PRESIDENT ELECT Ryan Winkelmann/BJ’s Autohaus 5005 Telephone Road Houston, TX 77087 CHAIRMAN OF THE BOARD Robert Beck/Stop N’ Drive Motors 711 N. General McMullen San Antonio, TX 78228 SECRETARY Eddie Hale/Neighborhood Autos PO Box 1719 Decatur TX 76234 TREASURER Vicki Davis/A-OK Auto Sales 23980 FM 1314 Porter, TX 77365 ICE PRESIDENT, WEST TEXAS V (REGION 1) Cesar Stark/S&S Motors 7699 Alameda Ave. El Paso, TX 77915 ICE PRESIDENT, FORT WORTH V (REGION 2) Chad Lancaster/Chacon Autos 11800 E. Northwest Hwy Dallas TX 75218 ICE PRESIDENT, DALLAS V (REGION 3) Greg Reine/Auto Liquidators 39670 LBJ Freeway Dallas TX 75237 ICE PRESIDENT, HOUSTON V (REGION 4) Russell Moore/Top Notch Used Cars 900 East Davis Conroe, TX 77301 ICE PRESIDENT, CENTRAL TEXAS V (REGION 5) Robert Blankenship/Texas Auto Center 6809 Suite B S IH35 Austin, TX 78744 ICE PRESIDENT, SOUTH TEXAS V (REGION 6) Armando Villarreal/McAllen Auto Sales, LLC 4215 S. 23rd St McAllen, TX 78503 ICE PRESIDENT AT LARGE V Brad Kalivoda/Fiesta Motors 2599 74th Street Lubbock, TX 79423 ICE PRESIDENT AT LARGE V Greg Phea/Austin Rising Fast 8024 IH 35 North Austin TX 78753 TIADA EXECUTIVE DIRECTOR Jeff Martin 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750 Office Hours M-F 8:30am – 4:30pm 512.244.6060 • Fax 512.244.6218 jeff.martin@txiada.org

Vo l u m e X X I I / I s s u e 7 / J u l y 2 0 2 2

TexasDealer contents

4 Officers’ Message

by Mark Jones, TIADA President

6 Upcoming Events 8 TIADA Committee Sign-up Form 9 TIADA Membership Application 10 On The Cover: Daniel Avitia Appointed as TxDMV Executive Director by Stephen Pallas

15 Regulation Matters: Attorney General Files DTPA for Untimely Transfer of Titles by Earl Cooke

17 TIADA Vendor Directory 35 Texas Dealer Scott Allen Elected NIADA President by TIADA Staff

37 It Is Time to Review Your Employment Arbitration Agreements by Michael G. Charapp

40 2022 TIADA Conference & Expo 47 A Game Plan for Sales Professionals by Marshall Zoerner

49 Six Things That Will Guarantee Better Results at Your Dealership by Ed Curry

53 Legal Corner: Airbag Safety and Recall Issues Raise Liability Concerns for Dealers by Michael W. Dunagan

58 TIADA Auction Directory 63 INDEPAC to Create Competition and Auction Items at the Conference by April Hanson

71 Legislative Program and Proposed Bylaws Changes 74 Local Chapters 74 New Members 75 2023 State Officer Nominees 77 Behind the Wheel by Jeff Martin

Notice to all members concerning services and products: TIADA was established in 1944 to develop professional standards of service and conduct for the independent auto industry. Opinions expressed herein are not necessarily those of the TIADA management, the Board of Directors or the membership. Likewise, the appearance of advertisers or their indemnifications of TIADA does not constitute endorsement of the products or services featured.

Editor: Stephen Pallas

Magazine Ad Sales: Patty Huber, 512-310-9795

officers’ message by

Get Ready — It’s time to TIADA!

am not exactly sure who coined the phrase “Christmas in July,” but I must admit that I get excited each year as late July approaches because I know that our TIADA Conference & Expo is just around the corner. Some of the most respected voices in the automotive industry will tell you that TIADA puts on the best dealer conference in the entire country — and I must agree. Even more exciting is that this year’s event will likely be the largest in the history of our association. Thank you! I am often asked by dealers from other states, “Why is the TIADA Conference so great?” That’s a hard question to answer because it is like a recipe that takes a combination of just the right ingredients! I can’t possibly list them all, but here are just a few to start the recipe.

Ingredient 1 — TIADA Staff

First, it takes the right people to make it happen. We are truly blessed with the awesome staff we have in

Mark Jones

MCMC Corporate (Burleson) TIADA PRESIDENT

Austin. Every TIADA employee is focused on delivering a top-notch performance at the conference. They are well-trained, professional, educated, and prepared for each session, each day. The hours of planning and organizing is apparent to anyone that has ever attended our conference. Their preparation and leadership are huge factors in our success.

Ingredient 2 — Educational Opportunities

TIADA has always focused on using the Conference to provide educational opportunities to our Dealers and associate members while providing them with the resources and services we all need to survive and thrive in our industry. This year there will be over 30 hours of this quality education in breakout sessions, as well as our popular Dealer-Driven Roundtable Discussions that give every dealer the opportunity to learn from their peers. Whether you are a “savvy veteran” with years in the industry or someone who is just

I get excited each year as late July approaches because I know that our TIADA Conference & Expo is just around the corner. 4

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REV UP

YOUR SALES Full spectrum financing

Instant approvals 24/7

Competitive rates

Prompt ACH funding

Aggressive advances

Local branch offices

Flexible terms

Training and Support

Financing is the engine that helps our dealers continue to generate more car sales. We’re prepared to meet your needs with an integrated solution simply designed to drive your business forward.

HARNESS THE POWER OF OUR DMS PLATFORM

getting your business started, the TIADA conference will fill you up with new ideas and information that will help improve both your daily business practices and your bottom line.

Upcoming Events 2022 TIADA EVENTS July 24 Board of Directors Meeting Kalahari Resort Round Rock, TX

24–26 TIADA Conference and Expo Kalahari Resort Round Rock, TX

TIADA DEALER ACADEMY Online registration available. www.txiada.org

October 3 Collect the Cash, Not the Car Dallas, TX

December 12 Keeping Your BHPH Dealership Legal and Compliant Houston, TX

Ingredient 3 — Legislative Impact

I have had the opportunity to attend several other states’ conferences over the years, and without a doubt, the TIADA Conference is unique when it comes to having our House Members, State Senators, and other important lawmakers present at our conference. TIADA’s influence at the Capitol has continued to grow each year, and by having these individuals attend our conference, we are able to visit and speak to them directly about what is important to us in our industry. They do not always know — this gives us a chance to tell them.

Ingredient 4 — Quality Dealers & Quality Associate Members

Of course, I am biased — but without a doubt Texas has the best dealers & vendors in the country! Our association is comprised of the most successful and progressive used car dealers and associate members to be found. TIADA members live by a code of ethics that include integrity, honor, and fair dealing with the general public. We are blessed that our fellow members are willing to share ideas and information with each other rather than not wanting to help anyone but themselves. It truly is a main factor in what makes our conference great.

Ingredient 5 — Networking & Expo Hall

One of the best benefits of attending our conference is getting the opportunity to meet other dealers from across Texas (and

even the whole country). Some of the best friendships that I have and the best business solutions that I use began at the TIADA Conference. I have often been told that the best ideas were discovered at the “meeting after the meeting,” and I cannot disagree. Attending the Conference and Expo will open your eyes to new technology, equipment, and/or strategies that you may not have known existed, and at this year’s event we will have over 100 unique vendors in a sold out Expo Hall for you to visit!

Ingredient 6 — Dealers Recognizing Dealers

If you have never attended the Awards Banquet on Tuesday evening, you are missing out. Another reason that the TIADA conference is so different from others is the style in which TIADA recognizes its members. Each year there are several awards presented to those dealers and/or individuals that have had an impact on protecting our industry to ensure that it continues to be successful. We all have many people that we need to say thank you to — and this Awards Banquet gives TIADA the chance to do just that. I hope you can feel how passionate I am about our Conference and Expo! I cannot express to you how much I would love to see you attend. If you have never been to our conference, I can 100% assure you that you will not be disappointed. For those of you that are attending — I look forward to meeting you and hope that I get a chance to shake your hand and say thank you. Please take the time to not only learn how to improve your business, but also to enjoy the wonderful resort with your friends and family. LEARN, NETWORK, RELAX, and ENJOY the 2022 TIADA Conference & Expo!

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YES! I would like to serve on TIADA Committees Check the committee(s) you wish to join. All Dealer Members are welcome to participate. We need your input! Please complete form and return to info@txiada.org or fax to 512.244.6218.

Committee members will be appointed at the October 2022 board meeting Standing Committees: Awards Committee Budget and Finance Committee Legislative Committee Political Action Committee (INDEPAC) Bylaws Committee Ad hoc Committees: Ad hoc committees will be appointed by the president to focus on specific issues and given a specific timeframe. Issues may include but are not limited to: education, conference, compliance, member services, membership recruitment, website, magazine and surveys. Committee members will be notified prior to a committee being appointed to determine interest. Name___________________________________________________________ Dealership_______________________________________________________ Title __ __________________________________________________________ Email ___________________________________________________________ Phone________________________ Mobile_____________________________ 8

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texas independent automobile dealers association

Become a TIADA Member

TIADA texas independent automobile dealers association

Business Name: ____________________________________________ Select one:

Dealer Member

Associate Member

Contact Person: ____________________________________________

Membership Dues:

Address: __________________________________________________ City: __________________________________ State: _____ Zip: ______ County: ______________ Cell Phone: __________________________

$499* Renewing Member

Office Phone: __________________________ Fax: ________________________

Email: _______________________________________________

$250* New Member (*Membership is thru 12/31/2022. Dues include NIADA and local chapter membership where applicable.)

Dealer P Number: ___________________________________________ Who referred you to TIADA? __________________________________ Mailing Address (if different from above): __________________________________________________________ City: ____________________________State: _______ Zip: ______________

PLEASE INDICATE PAYMENT METHOD: Check or Money Order payable to TIADA Check # __________ Credit Card Card Number: __________________________________________________ Sec.Code: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Expiration Date: ____________ Monthly Payments - $41.58 per month Via Credit Card (Please enter card information above) Via Bank Draft (Authorization Agreement required - contact state office)

Mail or Fax Application To: TIADA Membership Services, 9951 Anderson Mill Rd., Suite 101, Austin, TX 78750 FAX 512.244.6218

www.txiada.org

512.244.6060

Dues are not deductible as charitable contributions for income tax purposes but may be deductible as miscellaneous itemized deductions, subject to IRS restrictions. It is estimated that 20 percent of your dues dollars is used for lobbying activities and is therefore not deductible.

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on the cover

Daniel Avitia

Appointed as TxDMV Executive Director by Stephen Pallas

TIADA Director of Marketing and Communications

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he Board of Directors at the Texas Department of Motor Vehicles (TxDMV) appointed Daniel Avitia to the role of Executive Director on May 19, 2022. Mr. Avitia brings extensive experience and leadership to the position, having served as the Director of the TxDMV Motor Vehicle Division since 2014. Prior to his time at the TxDMV, Mr. Avitia worked as an executive at other state agencies, including The University of Texas at El Paso, the Department of Assistive & Rehabilitative Services, Department of Health and Human Services, and Department of Agriculture. TIADA had an opportunity to meet with Mr. Avitia to discuss the direction of TxDMV under his leadership. “On a personal level, I’m married to an amazing woman named Patricia, and I have five children,” he said. “So, I’m busy in my professional life as well as my personal life with five kids. My kids’ ages are from two and a half to 21, so two in college and one in daycare.” Mr. Avitia cares deeply about the agency, including its relationship with independent automobile dealers. He spoke with TIADA recently about the state of the agency and his plans to improve it moving forward. One of the central focuses of Mr. Avitia’s philosophy is his commitment to independent dealers throughout Texas. “TxDMV staff, the Board, and I have all been working very hard to rebuild the department’s relationships with all of our partners and stakeholders and, more importantly, to make sure the Department is as responsive as well as customerfocused as possible,” Mr. Avitia said. “I can’t lead the organization to be responsive to TIADA’s needs or independent car dealers’ needs if I don’t know what those needs are. And that’s why I think it’s that relationship in talking with TIADA, the representatives attending conferences, and hearing from dealers, that I feel ensures I have the knowledge and the understanding

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necessary to guide the TxDMV in a customer-centric direction. Over the years, I just had such a positive experience being able to support independent car dealers, and, to this day, many of them still hold my personal cell number and call me directly if they need support, and I’m always happy to help them.”

“I want the independent car dealers and the association to know that I’m here to support them in any way I can. And I’m always going to be available and supportive of the organization.” Mr. Avitia also indicated that he plans to attend the 2022 TIADA Conference and Expo. TIADA Executive Director Jeff Martin looks forward to working with the new Executive Director on the issues related to the independent automobile industry. “Mr. Avitia will be a great Executive Director,” Jeff Martin said. “Since he has been with the agency, he has shown exceptional leadership and communication skills. We are looking forward to working with him and his team. I absolutely could not think of a better choice for the position.” When thinking about how TxDMV can best support independent dealers, Mr. Avitia understands that this is a group with a diversity of experiences. “The variety and range of individual

needs of independent dealers and the importance of TxDMV providing appropriate services, education, and support to each of them at the level required to help them succeed is what is important to me,” he said. It’s certainly no secret that TxDMV has been under intense scrutiny over the issues related to fraudulent temporary tags throughout the state. As the new Executive Director and in his previous role, Mr. Avitia has worked diligently to help mitigate the temporary tag problem in a way that is equitable and efficient for dealers. “The board and agency staff have done a lot over the last few months to address the temporary tag issue, and we absolutely have more plans for the future,” Mr. Avitia said. “We fully implemented House Bill 3927 which allowed the agency to implement tag limits for dealers, which has been very helpful. And it also allowed for the agency to take faster enforcement actions when we’ve identified that there is fraud with regard to the issuance of temp tags. My hope is that at the end of this month, our board will be able to approve our fingerprinting rules and get those implemented as quickly as possible.” Mr. Avitia also believes that resolving the temporary tag issue requires efficient communication and action between TxDMV and law enforcement. “We’re also working directly with law enforcement at the local, state, and federal levels to help support enforcement actions.” TxDMV recently proposed new rules that will require currently licensed dealers to be fingerprinted prior to renewing their license. If approved, the new rules will go into effect later this year. While dealers may be concerned about the fingerprinting plan TxDMV will be implementing, Mr. Avitia is confident the processes will be efficient. “The only concern is making sure that the process is easy, that it doesn’t over delay the processing of either a new application or renewal,” he said. “The 11

Department is going to absolutely make sure that we try to make this as streamlined as possible and not burdensome to anybody.” As far as Mr. Avitia is concerned, there are two other major issues facing TxDMV today: the modernization of their computer systems (especially the Registration and Title Services, or RTS); and workforce recruitment and retention at the agency. “One of the biggest things that we have—and I know other state agencies face the same challenge—is the modernization of our computer systems. Our largest computer system is the Registration and Title Services system, which is over 30 years old.” Mr. Avitia describes a two-phase process he hopes to complete to

modernize the RTS, which promised to be a challenging and expensive task, but one that should help make the system efficient for all users. “The first phase includes hiring a contractor to help us determine the current system limitations, future needs, and requirements, and to help us scope out an invitation for bid,” he said. “For the second phase, we’d be asking the Legislature for funding, or allow us to spend our funding to replace the system. I understand that replacing this system will cost upwards of $60 million at this point.” Like many businesses, organizations, and agencies, TxDMV also faces a tremendous challenge in recruiting and retaining quality talent, especially within Information

“The board and agency staff have done a lot over the last few months to address the temporary tag issue, and we absolutely have more plans for the future.” Technology. “We’re finding it extremely challenging to recruit and pay appropriately experienced and knowledgeable IT professionals,” Mr. Avitia said. “The biggest workforce challenge that we have specifically for the Texas Department of Motor Vehicles is salary. We have to keep in mind that we are also vying for the same workforce that private industry is trying to recruit and private industry as we know, can pay far more than a state agency.” When asked if he remembers his first vehicle, Mr. Avitia laughed and said, “I sure do. That was over three and a half decades ago, and my first vehicle was a Volkswagen Corrado. back then that was a stylish, fast, and great-on-gas car for me. And back then, gas was under a dollar a gallon. Go figure. When I got my first car, it was my first taste of ultimate freedom and my gateway to fun.” The biggest takeaway Mr. Avitia had for Texas independent dealers and TIADA was this: “I want the independent car dealers and the association to know that I’m here to support them in any way I can. And I’m always going to be available and supportive of the organization.”

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Avoid expensive fines and penalties

The Texas License Renewal Education Course provides the ins and outs of being a dealer in

Texas in a self-guided online course, available 24/7. This is the same course required by the TxDMV to renew a GDN license, so it covers all the important subjects including: • Staying compliant with TxDMV regarding premises requirements • Acquiring Inventory • Temp Tags and Metal Dealer Plates • Buyer’s Guide • Deal Jacket Documents

• Transferring Titles • Record Keeping • Special Inventory Tax (VIT) • Federal Requirements • The OCCC • Enforcement and Investigation • Advertising Rules

Register your staff today! Just $99 This course is perfect for managers that need an overall refresher or for the new employee that needs to be brought up to speed on all aspects of this industry in a fast, convenient and reliable way. In addition to TxDMV’s approval, this course has been reviewed by the Tax-Assessor Collectors Association of Texas for accuracy so you’ll never have your title transfer paperwork rejected again. To register visit TexasDealerEducation .com and select the Texas License Renewal Education Course. July/Special 2022

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What People Are Saying: “Great ref resher course, helped me remember a lot of items that I need to be intoned with.” “The course provides all the necessary information, links, and rules where I can f ind useful tools for my business.” “If you want to learn more about a specif ic topic this course includes a direct link to the source you are trying to f ind out more information on.” “Overall, this program was great and I am happy that eLICENSING implemented this to ensure we know the basic stuff of running our dealers and running a clean ship without having to face violations or risk your license, this is awesome!” “This is a good training course for all new dealers. It can also be recommended for old dealers as a ref resher training course.”

Ignorance is no defense. Know the law. Repo and financing issues are among the most common violations found by the OCCC.

If you own a previous edition of these books from 2015 or earlier, it is recommended that you upgrade to the current editions.

Texas Automobile Repossession: A Lien Holder’s Legal Guide

TIADA Member Price: $125 non-members $175

Everything you need to know about repossessions is addressed in this book, including Notification Requirements, Post-Repo Procedures, Private Sale vs. Strict Foreclosure, Bankruptcy, PostDisposition Accounting, Tracking and Shut-off Devices, the 60% Rule and more. PLUS – includes all required forms.

Dealer Financing of Used Car Sales

TIADA Member Price: $125 non-members $175

This comprehensive book covers all aspects of the complicated world of seller-financing in Texas, including Maximum Finance Rates; Retail Installment Contracts; Contract Amendments; VIT; Repair Charges; Federal Disclosures and more.

TIADA texas independent automobile dealers association

Attorney Michael W. Dunagan is the author of the two must-have books for every Buy-Here, Pay-Here dealer in Texas. Mr. Dunagan has been General Counsel to TIADA for over 45 years. His law firm specializes in the representation of independent Texas car dealers.

TIADA texas independent automobile dealers association

Available for purchase online at www.txiada.org under “Resources, Legal and Compliance” or call 512.244.6060 to order by phone. When ordering online, login with your TIADA username and password to receive the discounted rate. All prices include shipping. Orders are shipped in 3-5 business days.

regulation matters

AG Files DTPA for Untimely Transfer of Titles

ere at TIADA, we constantly monitor enforcement actions by the OCCC and TxDMV. In addition to watching state agencies’ enforcement actions, we also review any Attorney General filings against dealers. However, the Attorney General rarely files suit against a dealer. Yet, recently, Texas Attorney General Ken Paxton filed a deceptive trade practices lawsuit against a large used vehicle dealer. The lawsuit alleges the dealer has misrepresented and failed to disclose significant delays in transferring clear title and obtaining vehicle registrations, burdening thousands of consumers and that this act by the dealer constitutes a Texas Deceptive Trade Practices — Consumer Protection Act, Texas Business and Commerce Code § 17.41 et seq. (“DTPA”). Specifically, according to AG Paxton’s complaint, DTPAs have resulted from the dealer “reportedly mislead[ing] consumers about their current ability to comply with the State’s legal requirements for timely transfer of the title and registration” and “defendants have forced out-of-state consumers to seek new insurance policies or change their insurance coverage, often with increased premiums, so Defendants can provide temporary tags.” Please know that we are not the only one following this lawsuit; plaintiff lawyers are also monitoring this suit as a DTPA violation provides for attorney’s fees. Therefore, now is a good time to review your titling procedures and look for ways to improve timely transferring vehicles. It may save you thousands of dollars by preventing unwanted lawsuits, loss of collateral, and bad press.

When Is a Dealer Required to Register a Vehicle?

Texas law requires dealers to file for the transfer of a vehicle within 30 days of a retail sale but allows the dealer to do so within 45 days on a seller-financed sale that includes deferred sales tax. Some confusion occurs for dealers as the transfer responsibility differs from what the comptroller allows for a dealer wanting to take advantage of deferred sales tax. Specifically, the comptroller provides that the right to defer sales tax on a vehicle is waived if the title wasn’t transferred within 60 days of the date of sale. Ultimately, TIADA recommends filing as quickly as possible, and there is good reason for every dealer to file within 30 days. July/Special 2022

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Dealer Panel Moderator

Earl Cooke

TIADA DIRECTOR OF COMPLIANCE AND BUSINESS DEVELOPMENT

...the comptroller provides that the right to defer sales tax on a vehicle is waived if the title wasn’t transferred within 60 days of the date of sale. Ultimately, TIADA recommends filing as quickly as possible, and there is good reason for every dealer to file within 30 days. The reason for this guidance is twofold. First, a dealer without a recorded lien has not provided notice to the public of their lien. This can be an issue in numerous ways, but the most common issue is when a vehicle is impounded. Under Texas law, the operator of a vehicle storage facility who receives a vehicle that is registered in Texas and that is towed to their facility for storage must send “a written notice to the registered owner and the primary lienholder of the vehicle not later than the fifth day after the date but not earlier than 24 hours after the date the operator receives the vehicle.” As such, in the event a vehicle is not registered by the dealer, the notice will go 15

to the prior registered owner and lienholder if there is one. In other words, you will not get a notice from the vehicle storage facility, but the vehicle storage facility will have the right to sell your collateral. This is also true of any mechanics liens, regardless of whether a reasonable person could tell you owned the vehicle based on the information found on the temporary tag. Another reason is to avoid unfavorable treatment in a bankruptcy proceeding. Typically, a creditor who has provided purchase money financing for a motor vehicle is protected if the debt was incurred within the 910-day period preceding the date of the filing of the petition. This same protection is not available for a refinance or title loan. In the event a vehicle is not registered within 30 days under federal law, the protection for the creditor may disappear.

So Why Are Some Dealers Not Transferring Titles Promptly?

The most common excuse is that the dealer has not yet received the title from the auction. Remember,

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don’t sell a vehicle without the title in hand! A promise to deliver a paper title is just hopeful optimism. Selling a car without the title in your possession is the easiest way to become the subject of an enforcement action with the Texas Department of Motor Vehicles, attorney general, or a consumer lawsuit. Such penalties “may” reach up to $10,000, but not always. Another common scenario is that the dealer is waiting to see if their BHPH customer misses the first payment. The dealer is betting the customer will miss the payment, and the dealership can save a few bucks in tax, title, and license fees submitted to the local tax assessorcollector. Hedging bets may work in Vegas “some” of the time, but the house always wins. Plus, if a dealer is using deferred sales tax, the cost of registration is much less than the cost of the risk associated with not timely transferring a vehicle. The dealer sold a car without a valid inspection and cannot register. Dealers often believe they can just call their customer to come in for a quick inspection, and everyone

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will be on their way. Time and time again, we hear the common issue of a customer not responding to calls or texts but not yet late on their second payment. Talk about a prompt change of bargaining; the dealer REALLY needs that customer to help them, not the other way around. Again, this presents another potential TxDMV enforcement action, as you should not be issuing a plate for a vehicle without a valid inspection.

What If It Takes More than 60 Days to Complete the Paperwork?

The only way to be sure you are not in violation of the law is to ensure customers have their plates within 60 days. This suit by the attorney general has created even more questions about the use of 30-day permits. This is especially concerning because Texas does not allow for the issuance of a second set of temporary tags, and under no circumstances should you do so because it could result in you losing your access to the temporary tag system and an enforcement action by TxDMV. According to the AG’s complaint, using a 30-day permit for an out-of-state customer may still result in the customer having a car they cannot drive because the other state may not recognize them. Finally, if you must use a 30-day permit (and the insurance requirements are lesser in the customer’s home state when compared to Texas), you may be responsible for any increase in the premium during that period. TIADA recommends that you do everything to avoid these situations but understands that may not always be possible. TIADA will keep a close eye on this final AG’s opinion and keep members abreast of any changes. Earl will be moderating a dealer panel on compliance at the TIADA Conference & Expo on Monday, July 25, 2022. To register for this year’s conference, visit www.tiadaannualconference.com. T e x a s

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2022 TIADA Vendor Directory A Complete Listing of TIADA’s Associate Members compiled by Texas Dealer Staff The following is a complete list of the current associate members of TIADA as of June 15, 2022. A listing with an asterisk (*) indicates the member advertises in this magazine and a highlighted listing indicates the member is an Annual Conference sponsor at the specialty, silver, gold or platinum level. Entries are alphabetical by category. Categories are: Auction; Consulting/Education; CPA/Accounting; Credit Services; CRM; Dealer Management Software; Dealer Supplies & Services; Digital Marketing/SEO; Finance/ Banking; Floorplan; Forms/Printing; GPS Payment Protection/Recovery; Insurance; Legal Services; Other; Payment Processing; Service Contracts; Software; Vehicle History Reports; Vehicle Listing.

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AUCTION

*ACV Auctions (Inside Front Cover) 640 Ellicott Street Buffalo, NY 14203 Contact: Jesse Ball Phone: 800.553.4070

Email: jesse@acvauctions.com Website: www.acvauto.com Bid, Finance, Transport, Done. ACV’s suite of services is your trusted partner to instantly value, buy, sell, finance and transport vehicles with confidence and efficiency. Learn more at acvauctions.com.

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ADESA Austin, Inc. 2108 Ferguson Lane Austin, TX 78754 Contact: Michele Arguijo Phone: 512.873.4015

Email: michele.arguijo@adesa.com Website: www.adesa.com ADESA is a leader in the wholesale auto auction industry, serving customers both online and at its 56 locations across the U.S. Learn more here.

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ADESA Dallas 3501 Lancaster Hutchins Road Hutchins, TX 75141 Contact: Eric Jenkins Phone: 972.225.6000

Email: eric.jenkins@adesa.com Website: www.adesa.com ADESA is a leader in the wholesale auto auction industry, serving customers both online and at its 56 locations across the U.S. Learn more here.

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ADESA Houston 4526 N Sam Houston Pkwy West Houston, TX 77086 Contact: Keyvan Nayeri Phone: 281.580.1800

Email: Keyvan.nayeri@adesa.com Website: www.adesa.com/Houston ADESA is a leader in the wholesale auto auction industry, serving customers both online and at its 56 locations across the U.S. Learn more here.

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ADESA San Antonio 200 S. Callaghan Road San Antonio, TX 78227 Contact: Clint Sprenger Phone: 210.434.4999

Email: clifton.sprenger@adesa.com Website: www.adesa.com ADESA is a leader in the wholesale auto auction industry, serving customers both online and at its 56 locations across the U.S. Learn more here.

_________________________________ *Alliance Auto Auction of Abilene 6657 US Hwy 80 W Abilene, TX 79605 Contact: Brandon Denison Phone: 325.698.4391 Email: bdenison@myalliance.com Website: www.allianceautoauction.com Dealer Only Auto Auction

_________________________________ *Alliance Auto Auction of Austin 1550 CR 107 Hutto, TX 78634 Contact: Brad Wilson Phone: 737.300.6300

_________________________________ *Alliance Auto Auction of Dallas 9426 Lakefield Blvd Dallas, TX 75220 Contact: Robert Kersh Phone: 214.646.3136

(Pg. 12)

Email: rkersh@myalliance.com Website: www.allianceautoauction.com Dealer Only Auto Auction

_________________________________ *Alliance Auto Auction of Longview 6000 SE Loop 281 Longview, TX 75602 Contact: Billy Fitzgerald Phone: 903.212.2955

Email: bfitzgerald@myalliance.com Website: www.allianceautoauction.com Dealer Only Auto Auction

_________________________________ *Alliance Auto Auction of Waco 15735 North Interstate 35 Elm Mott, TX 76640 Contact: Christina Thomas Phone: 254.829.0123 Email: cthomas@myalliance.com Website: www.allianceautoauction.com Dealer Only Auto Auction

_________________________________ Ally SmartAuction 500 Woodward Avenue, 16th Floor Detroit, MI 48226 Contact: Austin Dreyer Phone: 877.273.5572

Email: Austin.Dreyer@Ally.com Website: www.ally.com Industry-leading daily online auction. Franchise and independent dealers have purchased nearly 7 million vehicles since 2000.

Email: bwilson@myalliance.com Website: www.allianceautoauction.com/auctions/ austin-tx Dealer Only Auto Auction

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*America’s Auto Auction - Austin 16611 IH-35 Buda, TX 78610 Contact: Jamie McCollum Phone: 512.268.6600

(Pg. 67)

Email: jamie.mccollum@americasautoauction.com Website: www.AmericasAutoAuction.com Serving 39 metropolitan areas across the country, America’s Auto Auction is a premiere dealer only auction that offers a full range of remarketing services.

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*America’s Auto Auction - Dallas 219 N Loop 12 Irving, TX 75061 Contact: Ruben Figueroa Phone: 972.445.1044 ext. 8018

(Pg. 67)

Email: ruben.figueroa@americasautoauction.com Website: www.AmericasAutoAuction.com Serving 39 metropolitan areas across the country, America’s Auto Auction is a premiere dealer only auction that offers a full range of remarketing services. EPI-TIADAhalf JULY2022.pdf

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*America’s Auto Auction Houston (Pg. 67) 1826 Almeda Genoa Road Houston, TX 77047 Contact: Ben Nash Phone: 281.819.3600

Email: rob.frazier@americasautoauction.com Website: www.americasautoauction.com Serving 39 metropolitan areas across the country, America’s Auto Auction is a premiere dealer only auction that offers a full range of remarketing services.

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*America’s Auto Auction North Houston (Pg. 67) 1440 FM 3083 Conroe, TX 77301 Contact: Buddy Cheney Phone: 936.788.2881

_________________________________ AutoNation Auto Auction Houston 608 W. Mitchell Road Houston, TX 77037 Contact: Juan Gallo Phone: 281.506.3220

Email: galloj@autonation.com Website: www.autonationautoauction.com AutoNation Auto Auction provides a trusted place to buy and sell quality used vehicle inventory. After all, it’s the only place where you can bid exclusively on inventory from AutoNation, America’s Largest Automotive Retailer.

_________________________________ BacklotCars 1100 Main Street, #1500 Kansas City, MO 64105 Contact: David Haug Phone: 855.925.2252

Email: david.haug@backlotcars.com Website: www.backlotcars.com BacklotCars is an always-on digital wholesale marketplace where dealers can buy 24/7 from a nationwide network of new car stores.

Email: buddy.cheney@americasautoauction.com Website: www.americasautoauction.com Serving 39 metropolitan areas across the country, America’s Auto Auction is a premiere dealer only auction that offers a full range of remarketing 10:53 AM services.

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Big Valley Auto Auction 4315 Hutto Road Donna, TX 78537 Contact: Mere Rangel Phone: 956.461.9000

IAA Two Westbrook Corporate Center, 10th Floor Westchester, IL 60154 Contact: Barry Mitchell Phone: 708.492.7200

Email: Mere@BigValleyAA.com Website: www.bigvalleyaa.com The leading auto auction in the RGV, with more than 3000 registered dealers, we offer the premier auction experience!

_________________________________ Corpus Christi Auto Auction 2149 IH69 Access Road Robstown, TX 78380 Contact: Hunter Dunn Phone: 361.767.4100

Email: hdunn@ccaatx.com Website: www.CorpusChristiAutoAuction.com Family-owned and operated, W. Walker Auction Group has been serving the South Texas area for over 25 years. Connecting buyers and sellers, we strive to treat everyone like family.

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Email: bxmitchell@iaai.com Website: www.iaai.com IAA works with dealerships, fleet and finance companies, and government agencies to sell thousands of high mileage, lightly damanged repossessed and abandoned vehicles every year.

_________________________________ Lake Charles Auto Auction 2435 Broad Street Lake Charles, LA 70601 Contact: Matt Pedersen Phone: 337.433.8664

Email: matt@lcaa.com Website: www.lcaa.com LCAA has been family-owned and operated since 1991. We have 6 lanes running vehicles from 35+ New Car Stores, Independents, Fleet, Lease, Repo, and more.

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*EPI El Paso (Pg. 18) 7930 Artcraft Road El Paso, TX 79932 Contact: Luke Pidgeon Phone: 915.496.6052

Email: luke@epiaa.com Website: www.epiaa.com Full service, in-lane & online wholesale auto auction

_________________________________ Greater Tyler Auto Auction 11654 Hwy. 64 W Tyler, TX 75704 Contact: Wayne Cook Phone: 903.597.2800

Email: officemanager@greatertyleraa.com Website: www.greatertylerautoauction.com Sale Tuesday’s 5 PM, Edge Pipeline Simulcast - 4 Lanes, Member: NAAA, TIADA, Founders Group

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Lufkin Dealers Auto Auction 2109 N. John Redditt Drive Lufkin, TX 75904 Contact: Wayne Cook Phone: 936.632.4290 Email: lufkinauction@yahoo.com Website: www.lufkindealers.com

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*Manheim Dallas (Back Cover) 5333 W. Kiest Blvd. Dallas, TX 75236 Contact: Rich Curtis Phone: 214.467.6242

Email: rich.curtis@coxautoinc.com Website: www.manheim.com Manheim Dallas 7,000 plus vehicles every week! Auctions every Tuesday/Wednesday/Friday!

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Houston Auto Auction 2000 Cavalcade Houston, TX 77009 Contact: Tim Bowers Phone: 713.644.5566

Email: timbowers@houstonaa.com Website: www.houstonautoauction.com Powersports, RV, Heavy Duty Truck, Equipment and Dealer-Only Auction every Wednesday starting 11 a.m. Sellers include Local Dealers; Bank/Credit Unions; Government Entities; Oil/Gas/Utility, Fleet/Lease companies.

*Manheim Dallas-Fort Worth (Back Cover) 12101 Trinity Blvd. Euless, TX 76040 Contact: Nicole Graham-Ponce Phone: 817.399.4000 Email: nicole.graham@coxautoinc.com Website: www.manheim.com Dealer-only automobile auction in the DFW metroplex offering Ford Factory, RV/Boat, Mobile, Heavy Trucks, and Weekly sales.

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*Manheim El Paso (Back Cover) 485 Coates Drive El Paso, TX 79932 Contact: Maria Fierro Phone: 915.833.9333

Email: marcos.martinez@manheim.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

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*Manheim Houston (Back Cover) 14450 West Road Houston, TX 77041 Contact: Brian Walker Phone: 281.955.4667

Email: brian.walker@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

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*Manheim San Antonio (Back Cover) 2042 Ackerman Road San Antonio, TX 78219 Contact: Mike Browning Phone: 210.661.4200

Email: mike.browning@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

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*Manheim Texas Hobby 8215 Kopman Road Houston, TX 77061 Contact: Darren Slack Phone: 713.649.8233

(Back Cover)

Email: Darren.Slack@coxautoinc.com Website: www.manheim.com Leading provider of vehicle remarketing services, connecting qualified buyers and motivated sellers to achieve results.

_________________________________ *Metro Auto Auction – Dallas 1836 Midway Road Lewisville, TX 75056 Contact: Treva McElhaney Phone: 972.492.0900

(Pg. 70)

Email: tmcelhaney@metroaa.com Website: www.metroaa.com We are a used car auto auction that provides outstanding inventory and service to our used car dealers. July/Special 2022

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_________________________________ San Antonio Auto Auction 13510 Toepperwein Road San Antonio, TX 78233 Contact: Brandon Walston Phone: 210.298.5477

Email: adietze@saaatx.com Website: www.SanAntonioAutoAuction.com Family-owned and operated, W. Walker Auction Group has been serving the South Texas area for over 25 years. Connecting buyers and sellers, we strive to treat everyone like family.

_________________________________ Texas Lone Star Auto Auction 14951 Dallas Parkway, Suite 200 Dallas, TX 75254 Contact: Sara Edgington Phone: 214.483.3597

Email: sara@tlsaa.com Website: www.tlsaa.com Auctions are held in Austin every Friday at 11 am and every other Thursday at 11 am. View the website for run lists & locations.

_________________________________ *Texas Lone Star Auto Auction Lubbock (Pg. 21) 2706 E. Slaton Road Lubbock, TX 79404 Contact: Dale Martin Phone: 806.745.6606

Email: dale@lsaalubbock.com Website: www.lsaalubbock.com We are an 8-lane, 36-acre auction running 800+ weekly. The largest selection from Dallas to Phoenix. Big city inventory with small-town charm.

_________________________________ Victoria Auto Auction 835 Industrial Park Drive Victoria, TX 77905 Contact: Shelly Griffin Phone: 361.576.0058

Email: shelly@victoriaautoauction.com Website: www.victoriaautoauction.com

AUTO VALUATIONS Carbly 222 W Merchandise Mart Plaza #102 Chicago, IL 60654 Contact: Rory MacGregor Phone: 800.996.4028

Email: hello@getcarbly.com Website: www.getcarbly.com Carbly is a modern vehicle appraisal and VIN Scanner tool, providing the runlists, market data, and vehicle history you need to source cars more efficiently.

CONSULTING/EDUCATION American Auto Protection 860 W Airport Fwy, Suite 205 Hurst, TX 76054 Contact: Jack Estes Phone: 817.479.8583

Email: aapsupport@aaprotect.com Website: www.aaprotect.com Our goal is to help Franchise dealerships and Independent dealerships grow their bottom line. We offer high quality coverage products that help auto dealers increase customer satisfaction and build loyalty for repeat business.

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AutoZoom 9001 Airport Freeway, Suite 760 North Richland Hills, TX 76180 Contact: Scott Carlson Phone: 888.493.6891 x712

Email: scottcarlson@autozoom.com Website: www.autozoom.com We build Custom-Fit Scoring models for usedcar financing dealerships. Check out the short explainer video on our home page.

_________________________________ C&M Coaching P.O. Box 173 Elkhorn, WI 53121 Contact: Maggie Pugesek Phone: 877.900.9461

Email: Maggie@candmcoaching.com Website: www.candmcoaching.com C&M Coaching provides expert call training for Sales Teams, BDC departments, Collectors, Receptionists, and Service Advisors. We also offer hosted chat and internet mystery shops!

_________________________________ Ignite Consulting Partners 301 Commerce Street, Suite 2360 Fort Worth, TX 76102 Contact: Steve Levine Phone: 817.875.0621

Email: steve.levine@igniteconsultingpartners.com Website: www.IgniteConsultingPartners.com Ignite provides compliance, technology and implementation consulting services to the consumer finance industry.

_________________________________ NFP Auto Services 115 West 7th Street, Suite 1510 Fort Worth, TX 76102 Contact: Raleigh Page Phone: 817.929.8186

Email: raleigh.page@nfp.com Website: www.nfp.com Your strategic dealer partner dedicated to rolling out the best F&I products to increase profitability and customer satisfaction for your diverse inventory.

_________________________________ Profilocity LLC 2626 Cole Avenue, Suite 300 Dallas, TX 75204 Contact: Mark Peters Phone: 833.764.4897

Email: mark@profilocity.com Website: www.profilocity.com Profilocity is a nationwide company based out of Dallas, Texas. We specialize in helping dealers solve their unique problems. From Cash to coverage and Technology, we are here for you.

_________________________________ The Octane Group 100 Pierce Street Clearwater, FL 33756 Contact: Jim Rhoads Phone: 903.816.0216

Email: jrhoads@octane.group Website: www.octane.group 20+ years of BHPH experience in coaching, mentoring, implementation, and launching dealers. Online education: BHPH Institute(.com). Podcasts: “Tote the Note” & “The BHPH Morning Show.”

_________________________________ Total Dealer Training 10917 Upland Park Houston, TX 77043 Contact: Jay Rose Phone: 994.955.7666

Email: Jay@totaldealertraining.com Website: www.Totaldealertraining.com Customized Dealership Coaching & Training in the Automotive Industry.

_________________________________ Automotive Aftermarket Services 10514 FM 1764 Santa Fe, TX 77510 Contact: Nancy Vanderbilt Phone: 281.538.2468

Email: nvanderbilt@automotiveaftermarketservices. com Website: www.automotiveaftermarketservices.com Automotive Aftermarket Services is a “One Stop Shop” providing a full suite of F&I products, services, training, GPS and HR solutions for Independent and BHPH dealerships.

CPA/ACCOUNTING Butler & Sanchez LLC 1849 Kingwood Drive, Suite 101 Kingwood, TX 77339 Contact: Amanda Sanchez Phone: 832.742.1300

Email: amanda@butler-sanchez.com Website: www.butler-sanchez.com CPA firm offering personalized bookkeeping, financial statement, and tax services to independent dealerships

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CLA 5001 Spring Valley, Suite 600W Dallas, TX 75244 Contact: Mitch Seward Phone: 972.383.5700

Email: Mitch.Seward@claconnect.com Website: www.CLAconnect.com/dealerships CPAs and consultants with deep industry experience to help drive dealerships and owners to financial success.

_________________________________ CMOR Solutions, LLC 15814 Champion Forest Dr #1104 Spring, TX 77379 Contact: Corey Morrissey Phone: 832.944.4228

_________________________________ TVO Tax Services, LLC 1630 Sweetwater Lane Prosper, TX 75078 Contact: Douglas Popino Phone: 214.679.2829

Email: dougpopinotvii@yahoo.com

_________________________________ Xavier Reyna, CPA 333 West Loop North, Ste 232 Houston, TX 77024 Contact: Xavier Reyna Phone: 713.952.1712

Email: xavier@xrpccpa.com Website: www.xavierpc.com Accounting, Tax, and Consulting Services for Small Businesses and 2021Individuals. TLSAA Lubbock_TIADA

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CREDIT SERVICES MicroBilt Corporation 1640 Airport Road, Suite 115 Kennesaw, GA 30144 Contact: Randy Mosteller Phone: 770-218-4400 Ext. 4894

Email: Randy_Mosteller@microbilt.com Website: www.microbilt.com MicroBilt is the leading data provider for Auto Dealerships. MicroBilt delivers data products for the entire motor vehicle sales process, from loan origination and background checks to fraud detection and collections.

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Email: corey@cmorsolutions.com Website: www.cmorsolutions.com Integration Experts who specialize in multiple DMS integrations with a variety of software. We also develop custom tools for iDMS to set up automations and imports.

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HHM CPAs 1200 Market Street Chattanooga, TN 37402 Contact: Travis Horton Phone: 423.756.7771 ext. 116

Email: thorton@hhmcpas.com Website: www.hhmcpas.com HHM CPAs is a certified public accounting firm that specializes in traditional and non-traditional accounting and tax services for dealerships. We serve over 500 rooftops across the nation.

_________________________________ Lane Gorman Trubitt, LLC 2626 Howell Street, Suite 700 Dallas, TX 75204 Contact: Collin Kanelakos Phone: 214.461.1492

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Email: ckanelakos@lgt-cpa.com Website: www.lgt-cpa.com With a dedicated automotive team, LGT has the industry experience to serve your accounting needs.

_________________________________ Shilson, Goldberg, Cheung & Associates, LLP 1318 W 23rd Street HOUSTON, TX 77008 Contact: Jason Cheung Phone: 713.290.8171

Email: jasonc@sgcaccounting.com Website: www.sgcaccounting.com CPA firm serving BHPH dealers and related finance companies across the country

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ScoreNavigatorauto.com 199 E Clinton Road Gray, GA 31032 Contact: Hoss Williamson Phone: 866.933.1656

AFS Dealers LLC 15124 Hidden Oaks Run Huntertown, IN 46748 Contact: Bill Elizondo Phone: 972.322.0730

Dealerslink 11001 West 120th Avenue, Suite 400 Broomfield, CO 80021 Contact: Ryan Smith Phone: 844.340.2522

Email: rbresse@scorenavigator.com Website: www.scorenavigatorauto.com As a leading online credit report provider, ScoreNavigator’s goal is to enhance the quality of its customers’ lives by maximizing their financial and credit worthiness. T

CRM *AutoRaptor CRM (Pg. 52) 144 Westminster Street, Suite 200 Providence, RI 02903 Contact: Amy Garofalo Phone: 401.421.6533

Email: sales@autoraptor.com Website: www.AutoRaptor.com Our powerful and intuitive CRM software helps dealers get organized, communicate effectively, automate the sales process, hold their team accountable, and earn more customers.

_________________________________ CarDog, Inc. 45 W Jefferson, Suite 201 Phoenix, AZ 85131 Contact: Rick McLey Phone: 480.582.0224

Email: rick@cardog.com Website: www.cardog.com CarDog is a mobile first automotive car dealership CRM software solution. It helps the independently owned car dealership and hard working sales professional better utilize time, so they can focus on driving sales.

_________________________________ MagiLoop 237 S. Terrace Wichita, KS 67218 Contact: Jason Wiley Phone: 316.393.0463

Email: Jason@MagiLoop.com Website: www.MagiLoop.com MagiLoop is a process driven digital and paperless ecosystem designed for Buy Here Pay Here Dealers by Buy Here Pay Here Dealers. The MagiLoop ecosystem handles all front-end elements of the digital shopping experience.

DEALER MANAGEMENT SOFTWARE ABCoA / Deal Pack PO Box 54221 Jacksonville, FL 32245 Contact: Evelyn Hedy Phone: 800.526.5832

Email: ehedy@abcoa.com Website: www.dealpack.com All-in-one software for BHPH used car dealerships and subprime finance companies. Sales, leasing, finance, rentals, and service/parts modules with built-in accounting and collections. 22

Email: billie@afsdealers.com Website: www.afsdealers.com Buy Here Pay Here / Lease Here Pay Here Software, Training, Consulting -Successful business processes, consulting services and dealership management software for BHPH and LHPH dealers.

_________________________________ Auto Master Systems, Inc. 9772 Whithorn Drive Houston, TX 77095 Contact: Mike Downey Phone: 855.992.9913

Email: mike@auto-master.com Website: www.automaster.com Auto Master Systems, Inc. is the top BHPH/ LHPH/indirect lending customizable solution in the industry for the last 31 years for self-financing dealers.

_________________________________ AutoAction 10810 Katy Freeway, Suite 103 Houston, TX 77043 Contact: Ramzi Sabra Phone: 713.827.0777 Email: rsabra@wiseit.com Website: www.autoactiondms.com Dealership Management Software for Independent Dealers

_________________________________ CPS - Computer Programming Services, Inc. 1616 West Berry Street Fort Worth, TX 76110 Contact: Debra Flanagan Phone: 817.927.5994

Email: debra@cpscars.com Website: www.wincarsdms.com Designed for the BHPH dealer strong collection module manage vehicle cost print/track Third Party deals.

_________________________________ *DealerCenter (Pg. 76) 4751 Wilshire Blvd., Suite 205 Los Angeles, CA 90010 Contact: Barry Lane Phone: 888.669.2669

Email: blane@dealercenter.com Website: www.dealercenter.com DealerCenter is an all-in-one, cloud-based dealer management solution that gives the independent dealer full control over their sales, inventory & customer management, financing, and more.

Email: santos@dealerslink.com Website: www.public.dealerslink.com

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*Frazer Computing, LLC 6196 Us Hwy 11 Canton, NY 13617 Contact: Dona Colbert Phone: 888.963.5369

(Pg. 7)

Email: info@frazer.com Website: www.frazer.com Providers of Dealer Management Software to over 4,300 Texas dealers.

_________________________________ ION DMS 4522 Schlipf Road Katy, TX 77493 Contact: Himanshu Patel Phone: 844.443.7367

Email: patel@iondms.com Website: www.iondms.com Dealership management system and Document management system.

_________________________________ LeftLane Software 3312 Gilbert Street Austin, TX 78703 Contact: Khaled Bitar Phone: 650.228.4448

Email: khaled@leftlanesoftware.com Website: www.leftlanesoftware.com The only DMS / CRM that improves the productivity of your employees. Simple enough for everyone in the dealership to learn and use. Built in Austin.

_________________________________ Solera - DealerSocket 7301 N State Hwy 161, Suite 400 Irving, TX 75039 Contact: Trish Smith Phone: 949.900.0300

Email: trsmith@dealersocket.com Website: www.dealersocket.com DealerSocket provides software for the automotive industry that helps dealers while improving customer experience.

_________________________________ TrueSpot 611 S Main Street, Suite 300 Grapevine, TX 76051 Contact: Bryan Bock Phone: 866.756.6656 Email: bryan@truespot.com Website: www.truespot.com

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*Wayne Reaves Software & Websites (Pg. 39) 3370 Vineville Avenue, Suite 100 Macon, GA 31204 Contact: Bob Higgins Phone: 800.701.8082 ext. 113

Email: bob@waynereaves.com Website: www.waynereaves.com Trusted by thousands of independent dealers since 1987. Wayne Reaves Software provides independent dealers with DMS and website solutions that are easy to use and affordably priced.

DEALER SUPPLIES & SERVICES Advance Auto Parts 11810 N Gessner Houston, TX 77064 Contact: David Lara Phone: 505.452.6798

Email: david.lara@advance-auto.com Website: www.my.advancepro.com MyAdvance is your one-stop portal to all the products, training, and solutions Advance Professional has to offer. Learn about virtual training through CTI+WTI Technical Training.

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*AutoZone (Pg. 68) 123 S. Front Street Memphis, TN 38103 Contact: Mike Hagar Phone: 402.682.2761

Email: michael.hagar@autozone.com Website: www.autozonepro.com Quality automotive parts and accessories

_________________________________ Car Guys Agency 601 W Baker Road, #7101 Baytown, TX 77522 Contact: Tom Hampton Phone: 281.424.9315

Email: cga-office@carguysagency.com Website: www.carguysagency.com We provide specialized dealer services and tools. Top quality services and tools designed to increase your success – Success fuel for your business.

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Dealer Key Solutions 633 Hickory Hill Drive Vernon Hills, IL 60061 Contact: Joe Vraneza Phone: 949.547.3301

Legacy Dealer Services 212 Highland Terrace Norman, OK 73069 Contact: Billy Moss Phone: 405.834.1235

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Email: jvraneza@dealerkeysolutions.com Website: www.dealerkeysolutions.com Dealer Key Solutions offers you a better way to take complete control of your key replacement needs and cut your costs in half

eBay Motors 583 West eBay Way Draper, UT 84020 Contact: Colton Webb Phone: 801.624.8774

Email: jerbaker@ebay.com Website: www.ebay.com eBay Motors is the global eCommerce marketplace for your dealership. eBay Motors is a major part of this digital world where buyers and sellers connect 24 hour a day, 7 day a week with zero traditional geographic borders.

_________________________________ Get Spiffy, Inc. 2290 Springlake Road, Suite 102 Farmers Branch, TX 75234 Contact: Laura Ryan Phone: 844.438.7743

Email: lryan@getspiffy.com Website: www.getspiffy.com Providing dealers with turn-key solutions that bring mobile car care directly to their customers – advanced detailing, oil change, tire install and more, driving customer retention and increased profits.

_________________________________ Great American Automotive Products 6701 Concord Park Drive Houston, TX 77040 Contact: Julie Byer Phone: 713.744.7823

Email: julieb@gabp.com Website: www.gabpauto.com Deal Jackets, Key Tags, Dispatch Numbers, Key Drop Products, Stock Stickers, Time Tickets, Oil Change Stickers, Promotional Products, License Plate Products, Flags, Balloons and more!

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Email: james@coverlaymfg.com Website: www.coverlaymfg.com Texas-based manufacturing business that designs and produces automotive interior auto parts. Dash covers that look like the original dash and full replacement door panels.

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O’Reilly Auto Parts Integrated Parts Operations 233 S Patterson Avenue Springfield, MO 65802 Contact: Heath Johnson Phone: 417.873.2068

Email: integration@oreillyauto.com Website: www.firstcallonline.com/FirstCallOnline/ marketingLinks.html?page=integrated-partsoperations O’Reilly Auto Parts provides industry-leading services to developing businesses across the country. Gain access to our vast network of inventory distribution, industry knowledge, and proprietary systems.

_________________________________ Pep Boys 3111 West Allegheny Avenue Philadelphia, PA 19132 Contact: Reginald Phillips Phone: 800.553.5338

Email: reginald_phillips@pepboys.com Website: www.fleetservice@pepboys.com Complete Automotive Repairs and Maintenance. Over 1000+ Company Owned Stores Over 9000+ Service Bays Your One-Stop Shop!

_________________________________ Radius Security 2211 East Continental Blvd., Suite 160 Southlake, TX 76092 Contact: Sam Alderson Phone: 877.632.2407

Email: sdawe@radiussecurity.ca Website: www.radiussecurity.com Protect your livelihood, your people, and your property from crime, vandalism, and losses 24/7 with a potent combination of CCTV, Live RemoteMonitoring, and Real-time Crime Verification & Reporting.

_________________________________ Innovation Financial Services 2001 Timberloch Place, Suite 500 The Woodlands, TX 77380 Contact: Steven Whitlock Phone: 832.521.1861

Coverlay Manufacturing 4017 Hwy 67 North San Angelo, TX 76905 Contact: James Bird Phone: 800.633.7090

Email: bcmossjr@aol.com Website: www.legacydealerservices.com Our company specializes in the management and income development of dealer finance and service departments.

Email: stevenw@innovationfinancials.com Website: www.innovationfinancials.com Innovation Financial Services partners with automotive dealerships nationwide to increase income by evaluating businesses and offering solutions through superior products, innovative technology, hands-on consistent training as well as the implementation of processes.

SpectrumVoIP 7600 Windrose Avenue, Suite 350 Plano, TX 75024 Contact: David Stephenson Phone: 972.312.0388

Email: dstephenson@spectrumvoip.com Website: www.spectrumvoip.com Award-winning global service provider of cloud unified communications. Our flagship product is our cloud-based, e-hosted phone system which delivers the most extensive and feature-rich telecommunication platform available.

_________________________________ Verifacto, Inc. 6 Concourse Parkway, Suite 725 Atlanta, GA 30328 Contact: Hezi Moore Phone: 678.916.8311

WHO MAKES MORE MONEY YOU OR YOUR LENDERS? Accelerating Success Agora Data empowers independent auto dealers and ﬁnance companies with access to aﬀordable capital and technology resources that fuel growth and help to build wealth.

With Agora you can unlock: - Data to sell more cars - A reducing rate line of credit - Bulk loan purchasing

DIGITAL MARKETING/SEO 321 Ignition 63 Unquowa Road Fairfield, CT 06824 Contact: Lyamen Savy Phone: 877.633.8394

Email: lyamen@321ignition.com Website: www.321ignition.com Get an exclusive mobile-first website that generates the most leads. 321 Ignition offers the next-generation digital retailing customer experience on the most popular device.

_________________________________ AutoSweet 2260 W. Henderson Road, Suite 200 Columbus, OH 43220 Contact: Ed Braunbeck Phone: 614.745.0631

Email: ed@autosweet.com Website: www.autosweet.com AutoSweet helps dealerships generate quality traffic and leads with Google and Facebook advertising. Our software also measures offline sales and attributes them to online campaigns.

_________________________________ Cars.com 300 S. Riverside Plaza, Suite 1000 Chicago, IL 60606 Contact: Katie Nordness Phone: 800.298.1460

Email: knordness@cars.com Website: www.dealers.cars.com Cars.com is a leading digital automotive marketplace that improves car decision making by connecting buyers and sellers more intelligently and efficiently.

877.592.4672 AgoraData.com Visit us to learn more at the TIADA Convention & Expo

Email: hezi@verifacto.com Website: www.verifacto.com Verifacto provides automotive professionals the industry’s premier online tool to efficiently and effectively manage their insurance tracking processes while reducing overhead and improving the bottom line.

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Dealer OMG - Dealer Online Marketing Group PO Box 26368 Austin, TX 78755 Contact: Andrew Street Phone: 512.588.3687

Email: andrew@dealeromg.com Website: www.dealeromg.com Former Facebook Employees Helping Dealers Sell & Buy Cars Through Facebook & Instagram

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_________________________________ Digital Downforce, Inc. 13809 Research Blvd., Suite 500 Austin, TX 78729 Contact: Drew Lind Phone: 855.436.9636

Email: drew@digitaldownforce.com Website: www.digitaldownforce.com Digital Downforce is a data-driven marketing agency with deep automotive experience. Everything we do is designed to drive quality traffic to our clients’ websites and more sales for their business.

_________________________________ Heider Marketing and Advertising LLC 4663 Haygood Road, Suite #212 Virginia Beach, VA 23455 Contact: Ronald Heider Phone: 757.447.4987

FINANCE/BANKING *AGORA Data, Inc. (Pg. 24) 700 West Arkansas Lane. Suite 150 Arlington, TX 76013 Contact: Shelly Vandeven Phone: 682.777.2003

Email: shelly.vandeven@agoradata.com Website: www.agoradata.com Agora Data is a leading auto fintech firm with a robust platform that delivers a suite of tools to empower independent dealers to finance their nonprime customers.

_________________________________ Alamo Financial 1580 S. Main Street, Suite 102 Boerne, TX 78006 Contact: Eric Batchelor Phone: 210.530.0500

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Email: Jason.Perry@ACAcceptance.com Website: www.americancreditacceptance.com American Credit Acceptance is a sub-prime auto finance company providing point-of-sale financial solutions from coast-to-coast.

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Arrow Acceptance LLC 1337 Canton Road, Suite D Marietta, GA 30066 Contact: Susan Lang Phone: 678.799.7123

Email: adam.dennis@surgemetrix.com Website: www.surgemetrix.com SurgeMetrix provides bilingual Google optimized websites (read as â€œfast websitesâ€

_________________________________ Tax Refund Services Tax Max 7815 Temple Terrace Hwy Tampa, FL 33637 Contact: Bill Neylan Phone: 813.987.2199

Email: trs@taxrefundservices.com Website: www.taxmax.com We route customers’ tax refunds directly to the dealership to use for Down Payments, year round Irregular Payments, Collections, Repair Notes, and more…

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American Credit Acceptance 961 East Main Street Spartanburg, SC 29302 Contact: Jason Perry Phone: 864.504.3758

Send Me A Friend LLC 14812 Avery Ranch Blvd, #4 Austin, TX 78717 Contact: Sid Bautista Phone: 512.298.0339

SurgeMetrix 4613 North University Drive #125 Coral Springs, FL 33067 Contact: Adam Dennis Phone: 954.507.6454

Email: dealersupport@autotrakk.com Website: www.autotrakk.com For 20+ years, Auto Trakk has provided Used Vehicle Leasing for customers with credit challenges. Visit AutoTrakk.com or call 570-3299520 for more information.

Website: www.alamofinancialcorp.com Loan Servicing / Purchase Finance Contracts

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Email: sid@sendmeafriend.com Website: www.sendmeafriend.com Sendmeafriend.com is a powerful referral machine for Auto, Motorsport or RV dealerships with automation and marketing to simplify, legitimize and validate your referral sales.

Auto Trakk 1500 Sycamore Road, Suite 200 Montoursville, PA 17754 Contact: Jennifer Winters Phone: 570.329.1000

Automotive Aftermarket Services 10514 FM 1764 Santa Fe, TX 77510 Contact: Nancy Vanderbilt Phone: 281.538.2468

Email: rheider@hmaads.com Website: www.hmaads.com HMA is a marketing firm serving automotive advertisers. We know cars, consumers, and how to drive traffic in today’s hyper-competitive and media-saturated environment.

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Email: slang@arrowacceptance.com Website: www.arrowacceptance.com Arrow Acceptance is a buyer that purchases bulk auto portfolios and is located in Marietta, GA. Our purchase programs are specially designed for Buy Here Pay Here businesses and smaller independent auto finance companies.

_________________________________ Auto One Acceptance, LLC. 11311 Reeder Road, Suite B Dallas, TX 75229 Contact: Jesse Hernandez Phone: 972.581.0185

Email: jhernandez@autooneacceptance.com Website: www.backlotcars.com Portfolio purchasing for BHPH dealers (Compras de Portafolios).

Email: nvanderbilt@ automotiveaftermarketservices.com Website: www.automotiveaftermarketservices.com Automotive Aftermarket Services is a “One Stop Shop” providing a full suite of F&I products, services, training, GPS and HR solutions for Independent and BHPH dealerships.

Car Capital 1301 Municipal Way, Suite 230 Grapevine, TX 76051 Contact: Guy Cesario Phone: 214.432.2867

Email: guy.cesario@carcapitalcorp.com Website: www.carcapitalcorp.com Car Capital Corp is here to assist the Dealer and Consumer find just the right vehicle. Our unique process allows us to dial-in what the Dealer has on their lot and make the vehicle purchase process easy for the Consumer.

_________________________________ *CAR Financial Services, Inc. (Pg. 60) 1000 South Main Street, Suite 100 Grapevine, TX 76051 Contact: Perry Allen Phone: 972.538.2030

Email: perry.allen@carfinancial.com Website: www.carfinancial.com CAR Financial has a proven track record of over 25 years in the Auto Finance industry. CAR specializes in purchase/service/floor plan programs.

_________________________________ *CAR Financial Services, Inc. San Antonio (Pg. 60) 8503 Broadway, Suite 112 San Antonio, TX 78217 Contact: Alfred Reveles Phone: 210.544.5709

Email: jose.riveles@carfinancial.com Website: www.carfinancial.com Account Bulk Purchase Program (BULK), Floor Plan, Payment Interval Purchase Program (PIPP) and Portfolio Servicing.

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Credihogar, LLC PO Box 2802, Frisco, TX 75034 Contact: Mauricio Galvan Phone: 888.503.3298

*LOBEL FINANCIAL (Pg. 5) 1020 NE Loop 410, Suite 360 San Antonio, TX 78209-1226 Contact: David Lobel Phone: 210.541.9500

Email: mauricio.galvan@credihogar.com Website: www.credihogar.com Finance company specializing in non-prime auto loans. Credihogar buys individual loans and portfolios of existing loans from dealerships and independent auto lots.

_________________________________ Dac Lending Group 6968 Clarkridge Drive #2201 Dallas, TX 75236 Contact: Bobby Turner Phone: 214.586.3986 Email: Bobby@Daclendinggroup.com Website: www.daclendinggroup.com

_________________________________ Equity Auto Finance Inc. 2700 W Cypress Creek Road, Suite A-101 FT. Lauderdale, FL 33309 Contact: Henry Silvia Phone: 754.222.6101

Email: henry@equityaf.net Website: www.equityautofinance.com Equity Auto Finance Inc, is a Subprime Automobile loan provider. We specialize in the hard to fund deals!

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First Texas Auto Credit 635 Fritz Drive, Suite 210 Coppell, TX 75019 Contact: Kevin Lawson Phone: 469.637.0101

Email: klawson@ftautocredit.com Website: www.firsttexasautocredit.com Deep sub-prime Auto finance company specializing in caring for your customers so they come back to your dealership.

_________________________________ Frost Bank 777 Main Street, Suite 500 Fort Worth, TX 76102 Contact: Clint Cockerell Phone: 817.420.5407

Email: clint.cockerell@frostbank.com Website: www.frostbank.com Traditional Banking, Investments and Insurance services.

Email: ds@lobelfinancial.com Website: www.lobelfinancial.com/dealers Lobel Financial is a technology-based, privately held consumer finance company that specializes in the acquisition and servicing of prime to sub-prime motor vehicle retail installment sales contracts.

_________________________________ Mobility Credit Union 8384 N Belt Line Road Irving, TX 75063 Contact: Charles Thomas Phone: 214.574.2000

Email: cthomas@mobilitycu.com Website: www.mobilitycu.com MCU is a proud ally to our Texas independent dealers for over 50 years! Our competitive indirect program specializes in low-rate deals and competitive dealer compensation.

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National Auto Lenders, Inc 15150 NW 79th Court, Suite 101 Miami Lakes, FL 33016 Contact: Nereida Burgos Phone: 305.828.8888

*PrimaLend Capital Partners (Pg. 48) 10300 N. Central Expressway, Suite 410 Dallas, TX 75231 Contact: Todd Yates Phone: 972.239.6668 Email: tyates@primalend.com Website: www.primalend.com PrimaLend provides tailored lending solutions to help Buy-Here Pay-Here dealerships grow their businesses. These lending solutions are designed to help BHPH dealers from across the country become more profitable.

_________________________________ Pronto Finance 1900 East Golf Road Schaumburg, IL 60173 Contact: Steven Engmann Phone: 847.695.4900 ext. 2236

Email: Sengmann@ProntoFinance.com Website: www.prontofinance.com At Pronto Finance we offer Sub-Prime lending specializing in ITINs and Passports. We also accept many cash income customers. Call us, we’d love to help!

_________________________________ Quality Acceptance, LLC 4414 Centerview Drive, Suite 168 San Antonio, TX 78228 Contact: Ernest Franco Phone: 210.731.9410

Email: DealerSupport@nalenders.com Website: www.nalenders.com NAL is a subprime lender with 25 years of experience providing lending solutions for nicer vehicles and hard to place contracts.

Email: ernest@qualityfin.com Website: www.qualityacceptance.com Specialized in the purchase and servicing of automobile installment sale contracts from numerous dealers in Southern California, Nevada and Texas.

Nicholas Financial Inc 2454 McMullen Booth Road, Bldg. C, Suite 501 Clearwater, FL 33759 Contact: Timothy Long Phone: 727.726.0763

*Spartan Financial Partners 961 East Main Street Spartanburg, SC 29302 Contact: Shane Cropper Phone: 855.233.3605

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Email: tim.long@nicfn.com Website: www.nicholasfinancial.com Nicholas Financial, Inc., established in 1985, is a consumer finance company, that specializes in purchasing and servicing auto loans made by franchised and independent auto dealers, via a network of company owned and operated branch offices.

_________________________________ (Pg. 36)

Email: Shane.Cropper@ACAcceptance.com Website: www.spartan-partners.com Spartan Financial Partners specializes in providing capital solutions for BUY HERE PAY HERE dealers and Independent Auto Finance companies.

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_________________________________ PFS Auto Finance of Texas LLC PO Box 811 Spartanburg, SC 29304 Contact: Trey Muir Phone: 469.263.4265

Email: trey.muir@pfs-corp.net Website: www.pfs-corp.net Sub-prime lender, not FICO driven. PFS enables customers with challenged credit to access auto loan funds they might not have access to from other lenders.

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*Sterling Credit Corporation (Pg. 46) 222 S Westmonte Drive, Suite 301 Altamonte Springs, FL 32714 Contact: Jason Ward Phone: 407.240.2345 ext. 104

Email: jasonward@sterlingcreditcorporation.com Website: www.sterlingcreditcorporation.com Cash is King! Sterling Credit is your key to turning in-house contracts into fast cash flow!

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Texas Capital Bank 2350 Lakeside Blvd., Suite 800 Richardson, TX 75082 Contact: Brad Fisher Phone: 972.656.6696

Woodlands Financial Services, Inc 10655 Six Pines Drive, Suite 140 The Woodlands, TX 77380 Contact: Somir Paul Phone: 281.367.2040

NextGear Capital 11799 North College Avenue Carmel, IN 46032 Phone: 888.969.3721

Email: bradley.fisher@texascapitalbank.com Website: www.texascapitalbank.com We offer revolving lines of credit secured by the accounts receivable portfolio.

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*Texas Dealer Solutions (Pg. 51) 4210 South Industrial Drive, Suite 100 Austin, TX 78744 Contact: Kip Cochran Phone: 844.804.2260 Email: kcochran@texasdealersolutions.com Website: www.texasdealersolutions.com Texas Dealer Solutions specializes in developing short and long-term cash flow solutions to help you meet your growth and profit objectives.

_________________________________ Texas Equipment Finance 313 Harwood Road, Suite 206 Bedford, TX 76021 Contact: Jay Johnson Phone: 817.751.0578

Email: contact@texasequipmentfinance.com Website: www.texasequipmentfinance.com We are a Third Party Origination Company that primarily finances Commercial Trucks ( Semi Trucks, Trailers, Dump Trucks, Tow Trucks, Box Trucks, Water Trucks, Heavy Duty Pickup Trucks).

_________________________________ TexCap Financial, LLC 14875 Landmark Blvd. #215 Dallas, TX 75254 Contact: Alex Maciel Phone: 817.919.0271

Email: alex.maciel@texcapfinancial.com Website: www.texcapfinancial.com Problem Solved!

_________________________________ U.S. Auto Credit 8120 Nations Way, Suite 208 Jacksonville, FL 32259 Contact: Sean Dall Phone: 904.380.4269

Email: sean.dall@usautocreditcorp.com Website: www.usautocreditcorp.com U.S. Auto Credit’s goal is to provide dealers with a financing source that better equips them to say yes to their credit-challenged customers.

Email: spaul@woodfininc.com Website: www.woodfininc.com Woodlands Financial Services Inc., is a Texas based regional auto finance company, that has been serving independent automobile dealers since 1993 by providing underwriting, financing and collection services.

FLOORPLAN AFC (Automotive Finance Corporation) 11299 N. Illinois Street Carmel, IN 46032 Contact: Loura Cox Phone: 888.335.6675

Email: contactus@autofinance.com Website: www.autofinance.com AFC is the premier capital funding source for the used car industry. With a variety of flexible floorplans, we service more than 15,000 independent dealers.

_________________________________ Auction Credit 16611 S Interstate Highway 35 Buda, TX 78610 Contact: Greg Cunningham Phone: 512.910.7877

Email: Gregory.Cunningham@AuctionCredit.com Website: www.auctioncredit.com Auction Credit partners with independent dealers to provide financing solutions for their inventory needs.

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Floorplan Xpress, LLC 2900 South Telephone Road, Suite 220 Moore, OK 73160 Contact: Craig Owen Phone: 855.605.6991

Email: Marketing@fpxus.com Website: www.fpxus.com Since 1974 Floorplan Xpress has been serving independent dealers. With 5 locations in Texas and plans that fit your business, FX is here to serve Texas.

_________________________________ Kinetic Advantage 10333 N. Meridian Street, Suite #400 Carmel, IN 46290 Contact: Lori Kahre Phone: 833.310.1610

Email: lori.kahre@kineticadvantage.com Website: www.kineticadvantage.com Kinetic Advantage is a floorplan company led by industry veterans. Our focus is helping independent dealers by forging strong partnerships through transparent communication and innovative solutions.

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Email: ngc.sales@coxautoinc.com Website: www.nextgearcapital.com NextGear Capital, the industry’s largest independent finance company, provides flexible credit lines for independent dealers to purchase vehicle inventory at 1,000+ wholesale auctions and other sources.

_________________________________ Used Cars, Inc 314 E. Rio Grande Pearsall, TX 78061 Contact: Jeff Brymer Phone: 830.334.4501

Email: dmayer@ucarsinc.com Website: www.ucarsinc.com Dealer Floorplan Company

FORMS/PRINTING

*Burrell Printing Co., Inc. 901 Hwy. 685 Pflugerville, TX 78660 Contact: Garrett Bolles Phone: 800.252.9154

(Pg. 28, 55)

Email: gbolles@burrellprinting.com Website: www.BurrellPrinting.com The #1 source for all of your business forms, printing, and promotional items.

GPS PAYMENT PROTECTION/ RECOVERY

Advantage Automotive Analytics 17361 Armstrong Avenue Irvine, CA 92614 Contact: Hector Varela & Brandon Horn Phone: 800.553.7031 Email: Info@AdvantageGPS.com Website: www.advantagegps.com Advantage Automotive Analytics has a modern data analytics solution that provides vehicle finance professionals the intelligence and toolset to monitor and assess risks in real time.

_________________________________ American Recovery Association 7750 N. MacArthur Blvd., Suite 120 -#321 Irving, TX 75063 Contact: Les McCook Phone: 972.755.4755

Email: les@americanrecoveryassn.org Website: www.repo.org The American Recovery Association, Inc. is the world’s largest organization of professional finance adjusters and certified asset recovery specialists.

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Automotive Aftermarket Services 10514 FM 1764 Santa Fe, TX 77510 Contact: Nancy Vanderbilt Phone: 281.538.2468

GPS Solutions of America 9011 Deerwick Court Tomball, TX 77375 Contact: Rick Wood Phone: 281.255.0521

Ikon Technologies 1161 W. Corporate Drive, Suite 120 Arlington, TX 76006 Contact: Charles Stilwill Phone: 888.816.8050

_________________________________ Goldstar by Spireon 18881 Von Karman Ave., Suite 1500 Irvine, CA 92612 Contact: Rene’ Garcia Phone: 800.557.1449

Email: rsgarcia@spireon.com Website: www.spireon.com The #1 GPS telematics solution enables you to protect your inventory, collect more payments, and recover vehicles quickly and compliantly.

Email: info@gpssolutionsofamerica.com Website: www.gpssolutionsofamerica.com Texas based, Local customer service, Free delivery/shipping available. Very Accurate and Reliable 4/5G GPS.

_________________________________ Harris County Recovery Agency 22618 Diane Drive, Lot B Spring, TX 77373 Contact: Estelia Dominguez Phone: 832.316.2822

Email: harriscountyra@yahoo.com Harris County Recovery Agency (HCRA.is a specialized repossession and towing company servicing Houston, TX and its surrounding areas. Fully bonded and insured.

Email: sales@ikongps.com Website: www.ikongps.com Our customized software solutions, combined with our innovative hardware/software platform, provides our customers with state-of-the-art telematics to monitor, protect and optimize mobile assets throughout the US.

_________________________________ *Ituran USA Inc. (Pg. 56) 1700 NW 64th Street, Suite 100 Fort Lauderdale, FL 33309 Contact: Efrat Bogoslavsky Phone: 866.543.5433

Email: info@ituranusa.com Website: www.ituranusa.com Ituran provides a superior GPS tracking solution with top-quality wired & wireless devices. 24/7 live customer service and tech support. Full DMS integrations, a unique set of reports & powerful collection tools.

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All American Bonds and Insurance 7457 Aloma Avenue, Suite 301 Winter Park, FL 32792 Contact: Eric Link Phone: 844.321.2663

PassTime GPS 861 Southpark Drive #200 Littleton, CO 80120 Contact: Jeff Karg Phone: 800.828.1564

Email: jkarg@passtimegps.com Website: www.passtimegps.com PassTime provides GPS Solutions to connect vehicles and protect assets in the BHPH, auto finance, franchise dealer and fleet industries. PassTime stands behind reliable products matched with 24/7 Live Customer Service.

_________________________________ Patriot Automotive Consulting 440 Action Drive N.W. Concord, NC 28027 Contact: Ched Hargett Phone: 800.722.0767

Email: ched@patriotautomotiveconsulting.com Website: www.patriotautomotiveconsulting.com Patriot Automotive Consulting provides a full line of products for Independent and BHPH dealerships. PAC offers: Vehicle Service Contracts, GAP and CPI Superior Management of your reinsurance company.

_________________________________ SareKon GPS 610 Terminal Way Costa Mesa, CA 80038 Contact: Sean Graham Phone: 888.726.3511

Email: sales@sarekon.com Website: www.sarekon.com Leading provider and Manufacturer of GPS telematics, with more than 3 million devices collectively deployed.

_________________________________ STARS GPS P.O. Box 10 Thomasville, NC 27361 Contact: R. Allen Douglas Phone: 336.476.7828

Email: info@stars-gps.com Website: www.stars-gps.com Wireless Rechargeable Battery, Tamper Alerts, Embedded Installation Magnet … Crash Alerts … National TowLot Notification … $10,000 Recovery Warranty… Real-Time Data Collection… Largest Historical Database.

_________________________________ SVR Tracking 7071 Convoy Court, 3rd Floor San Diego, CA 92111 Contact: Michael Langlois Phone: 512.574.7554

Email: michael.langlois@svrtracking.com Website: www.svrtracking.com Manufacturer of GPS tracking solutions providing location and recovery of assets with live real-time recovery.

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Email: ericmlink@quickerbonds.com Website: www.quickerbonds.com Used Car Dealer Insurance and Bonds Experts. Lowest Rates and Fastest Service!

_________________________________ Car Dealers Insurance Group 18601 LBJ Fwy, Suite 722 Mesquite, TX 75150 Contact: Alex Jaimes Phone: 972.441.2701 Email: alexj@cdigagency.com Website: www.cdigagency.com

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_________________________________ Allstate Insurance 2814 Brookline Drive Missouri City, TX 77459 Contact: John Alexander Phone: 713.456.9534

Email: jalexander8@allstate.com Website: www.allstate.com

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American Risk Services 1130 Congress Avenue Cincinnati, OH 45246 Contact: Kirk Saunders Phone: 770.378.3067

Email: ksaunders@americanriskservices.com Website: www.AmericanRiskServices.com American Risk Services is the leading full-service provider of Collateral Protection Insurance, enabling dealers to manage risk and generate revenue with complete DMS system integration.

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*AVP - Assured Vehicle Protection, Inc. (Inside Back Cover) 6300 Glenwood, Suite 200 Mission, KS 66202 Contact: Shorty McKenny Phone: 913.396.5480

Email: shorty@avpadmin.com Website: www.avpadmin.com AVP provides IRS compliant reinsurance formation & administration. Services include accounting, State compliant forms, claims processing, record archiving on a web-based platform to manage your company & contracts.

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*Berkshire Risk Services (Pg. 45) 7400 West 132nd Street, Suite 200 Overland Park, KS 66213 Contact: Christopher Kirwan Phone: 913.433.7001

*CP Insurance Associates (Pg. 52) 2013 Veterans Memorial Parkway Huntsville, TX 77340 Contact: Andy Harvey Phone: 800.366.0036

Email: aharvey@cpiai.com Website: www.cpiai.com CP Insurance Associates has been “THE SOLUTION” for Collateral Protection Insurance “CPI” for over 20 years! The absolute best dealers in Texas have teamed up with CPIA for the best results! Call us and join our Team!

_________________________________ GPW and Associates, Inc. 3101 N Central Avenue. Suite 400 Phoenix, AZ 85012 Contact: Amy Burnett Phone: 602.200.6900 ext. 4221

Email: medwards@gpwa.com Website: www.gpwa.com GPW is a captive insurance management and actuarial services firm providing innovative and comprehensive risk management solutions in many areas including property and casualty, health insurance, and warranty-related products. The GPW team of expert advisors includes Actuaries, CPAs, and Associates in Captive Insurance.

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*Mullen Insurance Agency Inc. 337 Oaks Trail, Suite 200 GARLAND, TX 75043 Contact: Ann MullenMartin Phone: 972.681.6297

(Pg. 62)

Email: amullen@mulleninsurance.com Website: www.mulleninsurance.com Spotlight on Insurance Solutions for Texas Independent Auto Dealers. Let us work WITH and for you in providing the most appropriate insurance protection for your operation and insurance budget.

Email: accountspayable@berkshirerisk.com Website: www.berkshirerisk.com Berkshire Risk offers Collateral Protection Insurance for BHPH dealers and special finance lenders

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*National Lenders General Agency LLC (Pg. 64) 17047 El Camino Real, Suite 211 Houston, TX 77058 Contact: Eric Hurst Phone: 817.767.9200

Email: ehurst@nationallenders.com Website: www.nationallenders.com National Lenders General Agency, LLC offers CPI (Contractual Protection Insurance), Limited Warranty, VSI (Vendor Single Interest), and other insurance solutions to auto dealers and lenders.

_________________________________ Patterson & Associates Insurance 2435 N. Central Expressway, Suite 1600 Richardson, TX 75080 Contact: Audrey Lawson Phone: 972.329.0202

Email: Audrey@piainsure.com Website: www.piainsure.com We specialize in providing insurance solutions for independent auto dealers. Coverage(s) we can assist with include Dealers Open Lot, Garage Keepers Liability, Commercial Property, etc.

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Statewide Insurance and Title Agency 1946 Pech Road, Suite 108 Houston, TX 77055 Contact: Camilo Guerrero Phone: 713.984.2372

*Williams and Stazzone Insurance Agency, Inc. (Pg. 30) 6549 N. Wickham Road, Unit 101 Melbourne, FL 32940 Contact: Vincent Stazzone Phone: 800.868.1235

Email: state_wide@sbcglobal.net Website: www.statewide-insurance-title-agency. business.site

_________________________________ TEI Insurance Agency, Inc. P.O. Box 850746 Mesquite, TX 75185 Contact: Bret Jones Phone: 800.727.7124

Email: bret@teiinsurance.com Website: www.teiinsurance.com Garage, open lot, property & workers comp insurance for dealers

_________________________________ Waymer & Associates Insurance New Braunfels 445 N Seguin Avenue New Braunfels, TX 78130 Contact: John Waymer Phone: 830.620.5152

Email: vstazzone@wsins.com Website: www.wsins.com Garage Liability, Dealers Open Lot, Building & Contents, Workers Compensation, Employee Benefits, Collateral Protection, and Cyber Liability.

LEGAL SERVICES CounselorLibrary/Hudson Cook, LLP 918 S.W. 107th Street, Suite 200 Oklahoma City, OK 73170 Contact: Eric Johnson Phone: 405.602.3812 Email: ejohnson@hudco.com Website: www.counselorlibrary.com Online complimentary consumer credit compliance and privacy products, created, maintained and supported by attorneys.

Email: johnw@waymerins.com Website: www.waymerinsurance.com Waymer & Associates Specializes in Garage Liability, Dealers Physical Damage & Motor Vehicle Dealer Bonds.

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Gomez Law PLLC 11511 Katy Freeway, Suite 610 Houston, TX 77079 Contact: Sandra Gomez Phone: 713.980.9012

PULSE, The Profit Builder 5415 Maple Avenue, Suite 351 Dallas, TX 75235 Contact: Richard Tucker Phone: 972.854.8057

Email: sgomez@glawteam.com Website: www.sandragomezlaw.com Full-service law firm trusted by dealerships across the market, handling compliance, financing, collections, employment, litigation, asset protection, and other matters.

_________________________________ Jameson & Dunagan, P.C. 5409 LBJ Freeway, Suite 700 Dallas, TX 75240 Contact: Michael Dunagan Phone: 214-369-6422

Website: www.jdlawtx.com A Dallas-based boutique law firm bringing over 40 years of experience to clients worldwide.

_________________________________ Johnson Deluca Kurisky Gould, P.C. 1221 Lamar, Suite 1000 Houston, TX 77010 Contact: George Kurisky Phone: 713.652.2525 Email: gkurisky@jdkglaw.com Website: www.gkurisky@jdkglaw.com

_________________________________ Naman, Howell, Smith & Lee 400 Austin Avenue, Suite 800 Waco, TX 76703 Contact: Jordan Mayfield Phone: 254.755.4207

Email: mayfield@namanhowell.com Website: www.namanhowell.com Serving dealerships legal needs across Texas with offices in: Austin, Fort Worth, San Antonio, and Waco.

OTHER North Texas Tollway Authority 5900 W. Plano Parkway, Suite 100 Plano, TX 75093 Contact: Laura Molina Phone: 214.224.2322

Email: lmolina@ntta.org Website: www.ntta.org The NTTA is an organization sanctioned by the State of Texas to develop and maintain highquality roadways in North Texas. NTTA tollways are designed to relieve traffic congestion and get North Texans around the region quickly, easily and safely.

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Email: richard@customizeddfs.info Website: www.customizeddfs.info Multiple profit-enhancing services for BHPH and retail dealerships at low cost: underwriting predictive modeling; monthly analytics; strategic advice; and maximum proceeds from dealership sales.

_________________________________ SiriusXM Radio 1290 Avenue of the Americas, 11th Floor New York, NY 10104 Contact: Tammy Toppi Phone: 313.510.4814 Email: Tammy.Toppi@siriusxm.com Website: www.siriusxmdealerprograms.com Independent Dealers can join our FREE PreOwned Program to extend 3-months of SiriusXM to their customers. No credit card required.

_________________________________ Sooner Fleet Sales, LLC AVIS Dealer Direct 7924 E 15th Street Tulsa, OK 74112 Contact: Mike Allred Phone: 918.512.8844

Email: mike.allred@tulsacoxmail.com Website: www.avisdirect.com Buy direct from Avis! NO FEES!

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Teks Solutions 5609 SW Green Oaks Blvd., Suite 105 Arlington, TX 76017 Contact: Patricia Cerda Phone: 682.206.3656 Email: Pcerda@tekssolutions.com Website: www.Tekssolutions.com Outsourcing Customer service, Collections, Verifications Insurance, and BHPH specialists

PAYMENT PROCESSING 100Group 900 Circle 75 Pkwy, Suite 540 Atlanta, GA 30339 Contact: Keith Sweeney Phone: 470.632.4181

Email: keiths@100groupatl.com Website: www.100group.com The Auto Industry’s Payment Processor, TIADA members benefit from exclusive cost savings & luxury experience

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BlytzPay, LLC 13937 South Sprague Lane, Suite 150 Draper, UT 84020 Contact: Robyn Burkinshaw Phone: 801.658.2212

Email: robyn@blytzpay.com Website: www.blytzpay.com BlytzPay is a payments & communications platform that gives merchants the ability to invoice, collect from, and communicate with their customers in real-time; all through text.

_________________________________ CarPay, Inc. 1000 Primera Blvd. #3130 Lake Mary, FL 32746 Contact: Sales Phone: 800.503.0410

Email: sales@carpay.com Website: www.carpay.com Carpay’s loan management software helps BHPH dealers reduce delinquencies and easily collect payments. Customers can pay online or via Carpay’s mobile app.

_________________________________ Celero Commerce 100 Westwood Place, Suite 200 Brentwood, TN 37027 Contact: Lea Telonis Phone: 972.533.5655

Email: leat@celerocommerce.com Website: www.celerocommerce.com Celero Commerce is a FinTech company that delivers payment processing services, business management software, and data intelligence to small and medium-sized businesses across the US.

_________________________________ PayNearMe 5201 Great America Parkway, Suite 510 Santa Clara, CA 95054 Contact: Dawn Fretwell Phone: 650.930.1020 Email: info@paynearme.com Website: www.paynearme.com PayNearMe is the modern and reliable payments platform that lets your customers pay how, when and where they want.

_________________________________ QuotePro Kiosk 820 N. Orleans, Suite 400 Chicago, IL 60610 Contact: Lucas Alvarez Phone: 312.654.8045

Email: lucas@quotepro.com Website: www.quoteprokiosk.com The best BHPH Kiosk available accepts cash, makes change, posts to your DMS, sends daily ACH of your cash payments so that nobody touches cash in your dealership.

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*REPAY: Realtime Electronic Payments (Pg. 54) 3 West Paces Ferry Road, Suite 200 Atlanta, GA 30305 Contact: Kyle Harbuck Phone: 866.573.3960

Email: info@repay.com Website: www.repay.com Card/ACH Payment Processing, Online Payments, IVR/Phone Payments, Text Pay, Mobile App, Convenience Fee Model Pricing.

SERVICE CONTRACTS AUL Corp 1250 Main Street Suite 300 Napa, CA 94558 Contact: Jacqueline Swank Phone: 800.826. 3207 ext. 242

Email: jswank@aulcorp.com Website: www.weareaul.com Founded Any Year, Any Mileage vehicle service contract in 1990. Now offering a full suite of industry-leading F&I products.

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Automotive Aftermarket Services 10514 FM 1764 Santa Fe, TX 77510 Contact: Nancy Vanderbilt Phone: 281.538.2468

Car Care Promotions MyCarCarePlan.com 4100 Spring Valley Drive, Suite 154 Dallas, TX 75244 Contact: Joe Gast Phone: 214.801.2195

Email: nvanderbilt@automotiveaftermarketservices.com Website: www.automotiveaftermarketservices.com Automotive Aftermarket Services is a “One Stop Shop” providing a full suite of F&I products, services, training, GPS and HR solutions for Independent and BHPH dealerships.

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*Buckeye Dealership Consulting 1170 E. Western Reserve Poland, OH 44514 Contact: Shaun Petersen Phone: 330.726.9030

(Pg. 32)

Email: info@buckeyereinsurance.com Website: www.buckeyereinsurance.com Buckeye Dealership Consulting can help your dealership customize a reinsurance program with products warranties, service contracts, debt cancellation, CPI and more.

Email: joe.gast@carcarepromotions.com Website: www.mycarcareplan.com CARCARE Promotions created the “5 Year Maintenance Plan” to give Independent Dealers an opportunity to Close more Sales, Increase Gross, and Stand out over the Competition!

_________________________________ CARS Protection Plus, Inc. 4431 William Penn Hwy. Murrysville, PA 15668 Contact: Rick Tudor Phone: 888.335.6838 ext. 1233

Email: al.blevins@carspp.com Website: www.carsprotectionplus.com Extended service contract provider. Quality service since 1998. Fully insured. Contracts available on vehicles up to 200,000 miles.

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Brown & Brown Dealer Services 2425 W Pioneer Pkwy #100 Arlington, TX 76013 Contact: Zane Gober Phone: 817.832.8358

Integrity Warranty LLC 8822 Production Lane, Suite 106 Ooltewah, TN 37363 Contact: Rosie Dahl Phone: 877.483.6659

Email: zane.gober@bbrown.com Website: www.bbdealerservices.com BBDS provides customized products and services that maximize independent dealer and dealership profits. We train and grow your team while enhancing customer retention. We work for you, not the provider.

_________________________________ DealerAdmin.io 8940 Fourwinds Drive, Suite 610 Windcrest, TX 78239 Contact: Bart Carpenter Phone: 210.728.6464

Email: bart@dealeradmin.io Website: www.dealeradmin.io DealerAdmin.io uses technology to lower your cost, easier to use and better analytics to help you grow your profits and customer retention.

_________________________________ Fortress Certified Agency, LLC 5340 New Jesup Highway Brunswick, GA 31523 Contact: Randy Pretzer Phone: 912.242.3448

Email: randy@fortresswarranty.com Website: www.fortresswarranty.com Fortress Certified Preowned Warranty- Certify ALL of your Pre-owned inventory and build a Fortress around your Future!

_________________________________ GSFSGroup 1345 Enclave Parkway Houston, TX 77077-2026 Contact: Kashif Faridi Phone: 713.580.3017

Email: ahsu@gsfsgroup.com Website: www.gsfsgroup.com GSFSGroup offers a full suite of F&I products, including several popular CPO programs, and provides fully integrated solutions from claims administration and partner training and development to dealer profit participation structures.

_________________________________ GWC Warranty 6010 Atlantic Blvd. Norcross, GA 30071 Contact: Sally Pantlin Phone: 470.955.5115

Email: marketing@apcoholdings.com Website: www.gwcwarranty.com GWC Warranty provides the right F&I solutions, training, profit-building programs, and lender network for independent dealers.

Email: info@integritywarranty.com Website: www.integritywarranty.com Leading service contract options, for a leading selection of vehicles. Providing value to every buyer. Offer them an Integrity Warranty – give them peace of mind.

_________________________________ LodeStar Re PO Box 92647 Albuquerque, NM 87199 Contact: Paul Griego Phone: 877.674.6123

Proguard Warranty Inc 407 McAlpine Street Avoca, PA 18641 Contact: Paul Kozak Phone: 214.998.0706

Email: pkozak@proguardwarranty.com Website: www.proguardwarranty.com Comprehensive menu of new and pre-owned vehicle protection plans provide dealers value, revenue and protection.

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Email: paul@lodestarreinsurance.com Website: www.lodestarreinsurance.com LodeStar Re’s level of service is sky high compared to other reinsurance practitioners. Our focus is on integrity and value. In navigation, a lodestar is used to guide the course of a ship. In reinsurance, look to LodeStar Re to be your beacon.

_________________________________ NVP Warranty 5755 Granger Road, Suite 205 Independence, OH 44131 Contact: Chanel Moore Phone: 888.270.5835

Email: sales@nvpwarranty.com Website: www.nvpwarranty.com We offer a full range of vehicle service contracts to offer coverage to meet every need and budget.

_________________________________ Peak Performance Team 351 Highway 17 North Surfside Beach, SC 29575 Contact: Joe Suttera Phone: 585.257.5016

Vehicle Protection Services 2650 W. Bunkum Road Rensselaer, IN 47978 Contact: Lou Dienhart Phone: 800.549.0120

Email: lou@vpswarranty.net Website: www.vpswarranty.net Vehicle Protection Services is a product agency offering unique and customized finance and insurance products for franchise and independent dealers.

SOFTWARE ALLDATA 9650 W Taron Drive Elk Grove, CA 95757 Contact: Daniel Brickle Phone: 916.478.3111

Email: daniel.brickle@alldata.com Website: www.alldata.com We’re the industry’s #1 choice for OEM-accurate mechanical and collision repair information, shop management software and support services, trusted by more than 400,000 technicians in over 115,000 shops worldwide.

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Email: Joe.Suttera@peakperformanceteam.com Website: www.peakperformanceteam.com Provider of service contracts, My Certified Vehicle (CPO) warranties, and finance products (including profit sharing programs such as retro, reinsurance and DOWCs.

_________________________________ *Preferred Dealer Solutions 26 N. Main Street Rockford, MI 49341 Contact: Kevin Stoll Phone: 616.238.9220

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(Pg. 50)

Email: Kevin@preferreddealersolutions.com Website: www.Preferreddealersolutions.com Preferred Dealer Solutions specializes in the formation and management of Reinsurance Companies, Custom F&I programs and wealth development opportunities for dealers of all sizes.

Approve Owl, a ThirtySixteen brand 530 E. Corporate Drive, Suite 300 Lewisville, TX 75057 Contact: Cassie Struck Phone: 972.526.0610

Email: cassie@thirtysixteen.com Website: www.approveowl.com Approve Owl is an industry-leading SaaS platform that simplifies and enhances lender’s loan documentation process to enable informed loan decisions, cost reduction, and increased sales.

_________________________________ DRN Data 4150 International Plaza, Suite 800 Fort Worth, TX 76109 Contact: Noel Pena Phone: 817.877.0077

Email: npena@drndata.com Website: www.drndata.com DRN’s proprietary data platform - DRNsights - uniquely combines billions of license plate recognition (LPR) records with powerful, patented analytics to build full vehicles stories.

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Dealer Sign USA LLC 2330 Edgewater Drive Palm Beach Gardens, FL 33410 Contact: John Cohn Phone: 561.631.9177

Email: sales@dealersign.net Website: https://www.dealersign.net eSignatures for Dealerships. Out of the box, automatic templating.

_________________________________ Iceberg Cyber 37 Kodiak Cres, Unit 11 Toronto, ON M3J3E5 Contact: Michael Bakaic Phone: 888.207.9754

Email: info+tiada@icebergcyber.com Website: www.icebergcyber.com Iceberg Cyber empowers dealers with 360° cyber visibility through their monthly cyber health reports. Cost-effective protection from account takeovers, website hijacking, and data privacy lawsuits.

_________________________________ MagiLoop 237 S. Terrace Wichita, KS 67218 Contact: Jason Wiley Phone: 316.393.0463

_________________________________ Micro 21 13700 State Road, #10 Cleveland, OH 44133 Contact: Patrick Voigt Phone: 800.647.1121

Email: voigt@m21.com Website: www.m21.com Finance, Lease, Buy Here Pay Here, Inventory, Credit Bureau, Websites, Credit Application Portals, Forms Processing

_________________________________ Neo Verify 700 Villa Centre Way San Jose, CA 95128 Contact: Navin Bathija Phone: 408.406.5174

Email: navin@neoverify.com Website: www.neoverify.com Neo provides a SaaS-based loan origination and underwriting system along with a CRM to BHPH dealers.

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Podium 1650 W. Digital Drive Lehi, UT 84043 Contact: Lynda Nguyen Phone: 801.758.0580

Email: lynda.nguyen@podium.com Website: www.podium.com Podium helps businesses drive user-generated content in the form of online reviews to increase visibility, improve business operations, and drive purchase decisions.

_________________________________ SecureClose 540 West Iron Avenue, Suite 204 Mesa, AZ 85210 Contact: Ace Christian Phone: 770.856.0893

Email: ace.christian@secureclose.net Website: www.secureclose.net SecureClose-Next and SecureClose Ink combined provide AI presentations of legal compliant disclosures, document and presentation storage, E-Signature, and E-vaulting.

_________________________________ vAuto 1901 S Meyers Road, Suite 700 Oakbrook Terrace, IL 60181 Contact: Siobhan Gallagher Phone: 630.590.2000

Email: sales@vAuto.com Website: www.vauto.com Discover how vAuto helps independent dealers get the inventory they need and sell their vehicles faster. Set the stage for your next-level success… today.

_________________________________ VINCUE 912 Broadway Blvd Kansas City, MO 64105 Contact: Zak Khalemsky Phone: 844.484.6283

Email: zak@dealercue.com Website: www.vincue.com VINCUE is an innovative all-in-one Inventory Lifecycle Management and Market Pricing solution that gives dealers access to real-time data and tools in a single system to stock smarter, increase turn, beat your competition, and above all else - maximize profits.

TRANSPORT PORT DriveAway 10935 Estate Lane #433 Dallas, TX 75238 Contact: Jamal Dean Phone: 972.777.5979 ext. 101

Email: admin@texaspowertransport.com Website: www.youcontrolthewheel.com PORT, Driveaway A Door to Door Transportation service to get your vehicles to and from the Auction Houses, Dealer Trades, and customer Deliveries.

VEHICLE HISTORY REPORTS Auto Data Direct, Inc. 1830 East Park Avenue, Suite #1 Tallahassee, FL 32301 Contact: Matt Harvey Phone: 850.877.8804

Email: info@add123.com Website: www.add123.com ADD provides point-of-sale products, real-time vehicle data, and web-based tools for dealers.

_________________________________ CARFAX 5860 Trinity Parkway, Suite 600 Centreville, VA 20120 Contact: Kathy Collins Phone: 703.934.2853

Email: kathycollins@carfax.com Website: www.carfaxfordealers.com CARFAX provides trusted information to help millions of people buy, service, and sell used cars with confidence every year.

_________________________________ Cross-Sell 2265 Harrodsburg Road, Suite 401 Lexington, KY 40504 Contact: Danielle Scovanner Phone: 800.369.5870

Email: sales@cross-sell.com Website: www.cross-sell.com Cross-Sell tracks monthly vehicle title/ registration data and provides VIN level detail reports by seller, make, model, and zip code.

VEHICLE LISTING Auction123 26600 Southwest Parkway Avenue, Suite 400 Wilsonville, OR 97070 Contact: Ronnie Coulam Phone: 888.514-0123

Email: sales@auction123.com Website: www.auction123.com Offering fully automated Craigslist and eBay distribution, feeds to Facebook Marketplace, cost-effective dealer websites, and online inventory marketing solutions.

_________________________________ AutoTrader 3003 Summit Blvd. Atlanta, GA 30319 Phone: 855.467.0732

Website: www.b2b.autotrader.com For over 20 years, Autotrader has led the way in online car shopping, helping U.S. consumers decide what car to buy, where to buy and what deals are available.

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Texas Dealer Scott Allen Elected NIADA President by TIADA Staff

cott Allen, owner of Auto Land in Haltom City, began his term as president of the National Independent Automobile Dealers Association for 2022-23 by receiving the President’s Ring Tuesday during the 76th annual NIADA Convention and Expo at the MGM Grand in Las Vegas. In addition to Allen taking the helm at the national association, Greg Zak, President of Dixon Motors in Houston, was elected as the Region 3 Vice President. “We congratulate each elected officer for the new term,” said TIADA Executive Director Jeff Martin. “And we could not be prouder of Scott and Greg for representing the best

of what Texas dealers have to offer. They are both firmly committed to the industry’s success.” Joining Mr. Allen and Mr. Zak, The 2022-2023 Board of Directors includes Chairman Joe McCloskey (Colorado), President-Elect Gordon Tormohlen (Illinois), Senior Vice President Michael Darrow (North Carolina), Secretary Brenna Stansberry (California), Treasurer Don Griffin (Minnesota); and regional Vice Presidents Dan Johnson (New York), Darla Booher (South Carolina), Jared Halsted (Arizona), July/Special 2022

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Bentley Nolan (Mississippi), and Chris Maher (Virginia). Greg Zak plans to focus his term as regional Vice President by continuing to serve the dealer community across Region 3. “From the moment I joined the TIADA board over 10 years ago, my desire was to do whatever I could to help my fellow dealer,” said Mr. Zak. “My desire is that we have a strong dealer community from the state association and down to the individual dealers in each state.” In his inaugural address, Allen, who succeeds 2021-22, President Joe

McCloskey, summed up his goal for his term in one word: “Execution.” “Execution of our strategic plan and the important initiatives we’ve started,” he said. “With the help of three boards, 11 committees, a commission, and two councils, I believe we are poised to reach the goals we’ve set this year. There will be input from 53 at-large dealers on those committees. “We as the NIADA board are focused on members first and our state associations next – their growth and success – all while maintaining the viability and sustainability of your national association. And while maintaining the best member benefits, the best advocacy in D.C. and the states, and the best education, conventions, and training we can possibly give you.” Growing up in Fort Worth, Texas, Allen’s focus wasn’t on cars but on cattle. His father, Gary, was a thirdgeneration livestock broker for the Foley-Allen cattle company in what 35

was then known as “the Wall Street of the West” — the Fort Worth Stockyards. “From the time I was 13 years old, my summers were going to work with my dad at 5 a.m. every morning,” he recalled. “The cattle auction was my stomping grounds. Since I was young and had fresh legs, my job was to chase the cattle, after being sorted by weight, to the auction barn.” At those auctions, Allen became fascinated by the commodities brokers, the speed at which money

changed hands, and the frantic pace of the traders. So after graduating from Texas Tech with a degree in business, he pursued his dream and went to work as a stockbroker and Nasdaq trader. That dream was shaken by the stock market crash of 1987. At about the same time, the Fort Worth Livestock Exchange closed its doors, leaving Gary Allen to look for his next venture. “My dad noticed all the auctioneers who used to work in the cattle business were shifting to auto auctions,” Allen said. “He began talking to his accountant, who was also the bookkeeper for several tote-the-note lots in the area, and he pulled me into those conversations.” Intrigued by the possibilities, Allen and his father met with several local Buy Here-Pay Here dealers to learn about the business and how to make it a success. “My dad and I had quite a few laughs years later as we figured out they all lied to us,” he said. With their dubious advice in hand, the Allens opened Auto Land on Jan. 2, 1991, in a 700-square foot cinderblock building in nearby Haltom City. In the 30 years since, the operation has financed more than 10,000 vehicles with revenues totaling more than $60 million. For over 10 years, Spartan Financial Partners has been the When his father passed away in 2003, partner clients turn to when it comes to accessing cash for their Allen, who had long been a member business. Now, more than ever, we remain dedicated to providing of NIADA, decided to become more the cash you need for both your short and long-term needs. involved. “I’d lost that sounding board for all my crazy ideas,” he said. “So, I thought the Bulk Purchase and state and national associations would be Line of Credit Programs a great place to get more connected to everything independent auto dealer.” SpartanDealerPartners.com Allen became president of the local Fort Worth IADA and Texas IADA before joining the NIADA board of directors in 2015, serving as Region III Client Testimonial Vice President, Treasurer, Senior Vice President, and President-Elect. Spartan Financial is a great company to do business with. They are very competitive Allen is a Certified Master Dealer and, when acquiring vehicle bulk paper portfolios. Their team is very professional and the whole process from pricing to post sales is quick and smooth. They have improved our in 2011, was awarded NIADA’s highbusiness model to perform at a higher level. Spartan’s expertise gave us a clearer est dealer honor, the National Quality understanding of the auto finance industry and we have established a long-term business relationship with the Spartan team. - L.J.G., Spartan Client Dealer award.

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It Is Time to Review Your Employment Arbitration Agreements by Michael Charapp Charapp & Weiss LLP

Make sure that your predispute employment arbitration agreement provides for arbitration “except as prohibited by law” so the whole agreement is not ruled illegal by a judge. July/Special 2022

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hether to use a pre-dispute arbitration agreement for employment issues is a choice for each dealer to make. If you have chosen to use such an agreement, it is time to review it. In October 2018, we wrote an article titled The #MeToo Movement and Workplace Arbitration, in which we explained that a U.S. Supreme Court opinion that validated the use of mandatory, pre-dispute arbitration agreements in employment disputes caused states to attack arbitration of employment disputes involving sexual harassment claims. Since most employers choose to have their arbitration agreements subject to the Federal Arbitration Act, state action was ineffective. As a result, the U.S. Congress passed The Ending Forced Arbitration of Sexual Assault and Sexual Harassment Act of 2021, which President Biden signed into law on March 3, 2022. The Act amends the Federal Arbitration Act so that “at the election of the person alleging conduct constituting a sexual harassment dispute or sexual assault dispute, or the 37

...provisions mandating arbitration and class-action waivers for sexual assault or sexual harassment disputes are no longer enforceable.

Maximize Your Sales Potential with the TIADA CPO Program.

Participating in the certified pre-owned program means your dealership and the CPO vehicles you offer are held to a higher standard.

For more info, visit Txiada.org/TiadaCPOprogram or call 512.244.6060. 38

named representation of a class or in a collective action alleging such conduct, no predispute arbitration agreement or pre-dispute joint-action waiver shall be valid or enforceable with respect to a case which is filed under Federal, Tribal or State law and relates to the sexual assault dispute or the sexual harassment dispute.” What does this mean for your dealership? Should any sexual harassment or sexual assault claims be brought against your dealership by an employee after March 3, 2022, any pre-dispute employment arbitration agreement you entered with your employees can no longer govern determination. An employee may bring a lawsuit, or even a class action case, against the dealership in federal or state court alleging sexual assault or sexual harassment. It is time to review your pre-dispute employment arbitration agreements if you have chosen to use them. Does your arbitration agreement have mandatory arbitration provisions and class-action waivers that could cover sexual harassment and sexual assault disputes? If so, there are some steps you need to take. R ecognize that the provisions mandating arbitration and class-action waivers for sexual assault or sexual harassment disputes are no longer enforceable. A mend your agreement so it complies with the FAA as amended by this Act to specifically exclude sexual assault and sexual harassment claims. A lthough this Act only affects sexual assault and sexual harassment claims, make sure that your predispute employment arbitration agreement provides for arbitration “except as prohibited by law” so the whole agreement is not ruled illegal by a judge. Like any new law, this legislation leaves several questions unanswered. If the sexual assault or sexual harassment claims are mixed in with others, can the others be arbitrated? Will courts be able to quickly act on specious sexual assault or sexual harassment claims brought to defeat application of an arbitration provision? In cases of sexual assault or sexual harassment that must go to court, will jury waivers be effective? These are all issues that must be decided, and under the new law, they are to be decided by courts, not by arbitrators. T e x a s

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Auto Dealer Solutions

DEALER SOFTWARE , WEBSITES & MARKETING

Agenda Monday 9:30

Monday 10:30

How to Modernize Our Dealerships for Us and the Customer

How to Buy 100+ Cars a Month from the Public MasterClass

Greg Chaney – CEO and Chad Lancaster – CFO,

Danny Zaslavsky –

Chacon Autos, LTD

No Cost Marketing Strategies Ronald Heider – President, Heider Marketing & Advertising, LLC

3 Ways to Merge Your Website and In-Store Experiences

General Manager, Country Hill Motors (Merriam, Kansas)

Dealer Panel Discussion Panelists: Greg Bissonnette (Coast to Coast Motors, Houston), Amber Guerra (Midtown Motor Co, San Antonio), Armando Villarreal (McAllen Auto Sales, LLC, McAllen)

Bill Metzinger – Owner, Red, White, and Blue Autos Inc. (Ashland, PA)

TxDMV: Advertising Dos and Don’ts

Minimize Risks and Improve Profits with a Financial PostMortem

Do Try This at Home: A Compliance Panel with Real Live Dealers

We Are Always Open & Happy to Deliver Your Vehicle to You

Partners, The Octane Group

Underwriting Victory – A Team Approach to your Underwriting Success Moderator, Trainer, and Consultant, NIADA

Susan Gaytan – Director of Dealer Engagement & Training, Alan Ram’s Proactive Training Solutions

Jim & Michelle Rhoads –

Marketing Officer, AutoFi

Bill Elizondo – Senior 20 Group

Creating Your Dealership’s Latin Fan Base

A BHPH Business Plan – Know Where You Want to Go

Corrie Thompson – Director of Enforcement Division, Texas Department of Motor Vehicles

Kerri Wise – Chief

Monday 11:30

Real Talk with Three National Rock Stars of Special Finance & Retail National Dealer Panel Discussion Panelists: Brenna Stansberry (Park Marina Motors, CA), Dana Bress (Galaxy Auto Place, NY), John Lindberg (Auto Warehouse Inc., CO)

Harlene Doane – Chief

Sales Calls: Making the Grade

Operations Manager, DealerStrong

Maggie Pugesek – Partner and

Family Business Succession Planning: Driving Your Dealership into the Future

Lead Trainer, C&M Coaching

OCCC Deal Jacket Review

Dealer Panel Discussion Panelists: Kathrine Tolsch (CICO Auto Sales, Dallas), Greg Zak (Dixon Motors, Houston), Paul Scott (Fiesta Motors, Lubbock), Moderator: Jeremy Lurey – Consultant, The Family Business Consulting Group

Huffman Lewis – Director of Consumer Protection and

Eric Fancher – Senior Financial Examiner – Auto Finance Projects, Office of Consumer Credit Commission

Call 877.525.2427 to book your room today

July 24-26, 2022

Tuesday 9:00

Tuesday 10:00

Collectors on Collecting: Time to Get Paid

Frontline Ready – Making Money Before the Sale

Dealer Panel Discussion

Panelists: Nelsen Simonsen (Stop N’ Drive Motors, San Antonio), Cesar Torres (Lofi Motors, Corpus Christi), Shawn Ramon (Superior Auto Sales, Beeville)

Protecting Your Collateral: Liens and Insurance Michael W. Dunagan – TIADA Counsel, Jameson & Dunagan, P.C.

Secrets of Digital Marketing Success: What 12 Years at Google Taught Me & How You Can Apply to Your Dealership Ashley Lepczyk – Chief Operating Officer, Foundation Direct

How to Attract and Retain Technicians Jay Goninen – Co-Founder and President, WrenchWay

Building a High Performing Sales and Management Team Marshall Zoerner – Vice President, Freeman Motor Company (Portland, OR)

Panelists: Mark Gallas (Drive Casa, Dallas); Zach Smith (VP Auto Sales, Garland); Jason Gregory (Abilene Used Car Sales, Abilene)

Don’t Sell Yourself Out of Business – Know Your Numbers & Thrive! Eddie Hale – President/CEO, Neighborhood Autos (Decatur, TX) and Greg Reine – Owner, Auto Liquidators (Dallas, TX)

Keeping the BHPH Momentum Going Ken Shilson – President, Subprime Analytics, LLC

YouTube is the Second Largest Search Engine, Take Advantage of It! Mark Ferguson – Director of Performance, Dealer World

Leadership: Focus on the Culture and the Sales Will Follow Glenn Lundy – President, 800% Elite Automotive Club

A Dealer Driven Event.

Tuesday 11:00

BHPH Unplugged National Dealer Panel Discussion Panelists: Darla Booher (Deal Depot, SC); Govinda Romero (Motory Group, FL); Lawrence Meade (Easton Motors, WI)

Best Practices: Spotting Document Fraud & Dealership Security Sergeant Darren Schlosser, Houston Police Department, Auto Theft Division – Vehicle Fraud Unit

What’s New at TxDMV – Fingerprinting, 30-Day Tags and More… Monique Johnston – Director of Motor Vehicles Division and Roland Luna – Director of Vehicle Titles and Registration, Texas Department of Motor Vehicles

Making Your Inventory Turn Work for You… Not Against You Ed Curry – Senior Moderator, NIADA

Social Media – Adapt or Get Behind (Redes Sociales – o te adaptas o te quedas atrás) Daniel Delgadillo – Owner, (Dueño) Bacliff Auto (Bacliff, TX) Spanish Session

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PULSE, The Profit Builder

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Metro Auto Auction – Dallas Profilocity

American Auto Protection

CARCARE Promotions

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Digital Downforce, Inc.

America’s 365

North Texas Tollway Authority Radius Security

Spectrum VoIP Westlake Financial

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PFS Auto Finance

Send Me A Friend, LLC

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Dealer Registration Options 2022 TIADA Conference & Expo July 24–26, 2022 Kalahari Resorts & Conventions – Round Rock, TX Customize your conference experience by selecting from the options below. To register, please scan the QR code below or go to www.TiadaAnnualConference.com. Questions? Call us at 512.244.6060.

CONFERENCE OPTIONS

RATE

Full Conference Pass—Dealers Only (includes Welcome Reception, Monday & Tuesday Education/Sessions, Expo Hall, Lunch on Monday & Tuesday and Awards Reception & Dinner)

1st Registrant 2nd Registrant* 3rd + additional Registrant*

$595 $495 $395

One Day Dealer Pass

$300 $400 non-members

(Monday 7/25 or Tuesday 7/26) (includes Monday or Tuesday Education, Expo Hall and lunch on your selected day)

Non-Member (Dealers only)

$895

TADA and out-of-state IADA members are eligible for TIADA member rate *Registrants must be from same dealership to receive discounted rate

Hotel Accommodations

Please contact the hotel directly to book your room. Room reservations that are canceled 72 hours, or more, prior to arrival will receive full refund less $30.00 processing fee. Less than 72 hours prior to scheduled arrival forfeits entire deposit. No-shows will also be charged one-night’s room & tax.

Kalahari Resorts / 3001 Kalahari Drive/ Round Rock, TX 78665 Call 512.651.1000 or book online TiadaAnnualConference.com/Accommodations 44

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feature

A Game Plan for Sales Professionals

n order to be a professional in any field, you must remember the basics. Like professional athletes, those in the automotive business must work continually to develop skills, improve performance, and never stop practicing the basics. As owners and managers of sales teams, we need to stop and consider what comprises the “basics” in each of our dealerships. Then we must ensure the successful implementation of those basics. Professional football players practice their craft every week. If we want our dealership teams to be professional, we must start practicing like professionals. As a layup or a free throw is a basic fundamental in basketball, each step of our sales process must be established as fundamentals. For example, the “greeting” (on the phone or in person) is a fundamental step in a sales process, and like a basketball layup, it shouldn’t be missed.

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Featured Speaker Marshall Zoerner

Vice President, Freeman Motor Company

As managers and owners, we are the head coaches of our dealership teams. We set the practice schedule. We determine our individual game plans and how they will be implemented in our dealerships. Most automotive dealers and owners have a game plan, a sales process, or at least a way they want things to be done. However, the problem is that many don’t put their plan into an organized and tangible document. If we want our team to be professionals in the industry, we must lay out a specific plan for them to get there. Owners and managers would be best served to take their ideas and sales processes and organize them into a winning game plan. Once a sales process has been written down, it can then be put into practice. Having a concrete and specific plan that can be easily accessed will help make your team feel like professionals. A routine should be implemented to train and practice with your sales team each week. Without 47

regular training helpful habits cannot know that simply reaching our bottom line isn’t good CO NT INUED F ROM and PA GE practice, 44 be built. book, Dohis proactive enough. Our goal, “It’s beenSteven growing.Pressfield, It’s been anauthor issue of theexplained approach We to are not non-profit “WyoTechentities. is hyper-focused on ninethea long Work, said, difference an amateurand sharedas dealerships, is to sell cars and make for time. But “The right now, in the between recruitment anautomotive incentive month programs to prepare tradesmen competitive market that’s there,habits. it is works for him. andtowomen for necessary entry-level positions and a professional is out in their An strategy amateurthat has money. It is important take the time to at really challenging and everybody is kind of “I’m a big fan of signing bonuses,” Mole minimum,” Mathis said. “Our programs amateur habits. A point.” professional has professional habits. setwho’s youringoals, your action plan, and then feeling the pain at this said. “If you’ve got a tech a good put together are structured with a full-time, eight-hourWe can never free ourselves from habit. spot But but wewants can to make execute the jump,the thatbasics. a-day curriculum model supporting the signing industry with talent faster than a two-year Creplace R E A T Ibad V E habits S O L Uwith T I Ogood N S ones.” Without a bonus well- can be the nudge that makes it worth it for him.” or four-year school can offer. Solutions run the gamut for dealers, from established plan, the definition of “professional” is Marshall will be a featured speaker at the TIADA Conference Mole typically offers a signing bonus “Our education has a focused approach training their own mechanics to using matchleft toplatforms our teams to determine. If we want our dealer& Expo on Tuesday, 2022. mechanics To register to forbethis year’s in of $3,000 to $5,000, which he said is well Julyin26, training job-ready making to attract existing talent. worth the investment and is much better nine months with the skills they need For his part, Goninen created the ships to improve and maintain success, a thoughtful conference, visit www.tiadaannualconference.com. than being short-staffed. for entry-level work. That allows our WrenchWay platform and app as a game plan must be put into place, good habits must He makes half of the signing bonus graduates an opportunity to enter the LinkedIn of sorts for auto dealers and be established, and we must practice these habits payable immediately. The tech receives the workforce three years faster than a fourqualified technicians to find each other. regularly. vehicles and monthly goals30 days. other half after year education.” It’s a modern,Selling social-infused twist onreaching the “But then they sign a contract,” Mole Atkinson’s Automotive Apprenticeship traditional job board. are passions that we strive for as owners and managsaid. “That entire bonus is prorated over 12 Group offers what it calls a “modern “So many shops get themselves into ers inbecause the carthey business. Each month we aim to outsell months. So if they leave before 12 months, apprenticeship program” which, he said, trouble wait until they’re the previous We strive to exceed ourowe annual they me the remainder of that back or operates “like a two-year job interview.” desperate to findmonth. somebody and it results in I can “We offer a turnkey solution that takes maybe don’t prioritize it,” there sales poor eachhires. year.They At every dealership, arewithhold many a paycheck. And I’ve never, never had that happen.” care of the recruitment, employment, he said. goals to reach, whether articulated to the company or The math works out for Mole, who said salary, training and education, and “The ones doing a really good job right simply expressed in our own As owners he knows thatand even with the signing bonus, he’ll mentored career support for the duration now are the ones that are getting outthoughts. in far more of the program,” Atkinson said. “On front of it. They’re recruiting whenof salesmake managers, we know the even number we must hitfrom their labor than he’s paying the 12 months of the contract. completion of the program, the dealer they don’t need somebody. They’re working each month to reach our bottom line —out theduring company “We’re in an arms race for technicians,” directly hires the apprentice with a full on their hiring process or their strategies “nut.” However, often we are missing a crucial he said. compo“So my philosophy is, it’s expensive understanding of his or her skill level and when they’re not desperate.” nent — aMole, plan. A goalofwithout plan is simply a wish. to have really good techs, but it’s even more personality. Michael a partner IntegrityaAuto expensive “Competition for skilled technicians Sales Financing, operates two sales a month. not to have them.” We & cannot wishwhich our way to 100 We TexasDealerEducation.com is fiercely competitive, and forwardlocations in Savannah, Ga., actively recruits To help alleviate that “arms race,” Mathis’ require a specific andauto attainable plan. However, all thinking dealerships that find a different on Facebook for “the best technicians operation we is working to reduce the time it

Time to renew your dealer’s license? visit

in Savannah.” During a recent episode of The Independent Dealer podcast, Mole

takes to train qualified technicians in order to get more new candidates into the job market faster.

solution to successfully address the issue will gain a competitive advantage in their marketplace.” CON TIN U E D O N PA G E 4 8

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U C D M A G A Z I N E . CO M • W W W. N I A DA . CO M

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feature

Six Things That Will Guarantee Better Results at Your Dealership

Featured Speaker Ed Curry

Senior Moderator NIADA

number of years ago, I had the good fortune to work with a talented group of Training Consultants that specialized in used car training only. We did not try to create the impression that we were good at anything else in the car business but used cars. However, we held a few core values about management in general that were then, and still are today, very powerful when they are applied to the running of a used car store or the training of its managers and salespeople. Because of my tenure with those guys, and my experiences in multi-store management, I truly began to understand the powerful leverage that what you are about to read really possesses. One of our core beliefs was that “you can’t manage it if you don’t measure it.” And at that time, there were no inventory management tools like there are today. In fact, almost everything that we used then was handwritten, paper logs. But if the information was recorded accurately, these ancient control logs were truly very effective management tools. One just needed to know what to measure and how to interpret the information. So, that’s where the training came in. We created ways to measure the performance of standard operating procedures in virtually every aspect of running a successful used car operation. And they still work today, with or without software applications. “You must inspect what you expect,” was a mantra we used very effectively and repeatedly. You see, at the very core of managing people and processes is the need to inspect what is expected. Once a group of people had been trained on a particular process, we became “Bull Dogs” at the confirming and reconfirming of each and every step in that process. This was done relentlessly. And because of that, the things that we trained others on were for the most part, permanently embedded into the day-to-day life of the employees involved. That’s how to get things done in a dealership: make them a part of the daily routine and inspect what you expect. Another mantra that was driven into the daily routines

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of the employees of our client dealers was that “performance that is rewarded will be repeated.” This management principle cannot be taken for granted and can be a very effective tool to motivate others. And by rewarded, I do not necessarily mean they should be given something every time an employee completes a task or an assignment. There are two ways to reward an employee. The first is positive reinforcement, which may take the form of a financial incentive or bonus, or something more subtle, like a sincere thank you, a genuine pat on the back, or maybe even a lunch with the boss for a job well done. At the same time, and just as important as a positive motivator, if you ignore a situation where an employee didn’t complete a work assignment or live up to the expectations of the management staff, then that becomes a form of reward. By ignoring the bad or negative behavior, with no discussion about the shortcoming, that negative behavior will be repeated assuredly as the behavior that is rewarded in a positive way will be repeated. And the last of those core beliefs that we held close to our heart was that “different people within the same systemic structure will produce similar results.” Systemic structure refers to the culture and dynamics that cause people in the system to make the decisions that they make. Simply put, different people will perform similarly in the same culture. So, when things are not going as planned in the store, simply replacing people alone will 49

not make all the difference most of the time. Another way of saying this is that just replacing a person or persons will probably not be the correct solution without some other modifications to the culture of that department. Even if there is some short-term improvement, the improvement will most likely be short-lived over time. So, the best advice is to aim twice and fire once. We also believed that clear and concise communications were essential to a used car store’s long-term and effective running. Communication is probably the single biggest culprit when it comes to things going wrong in any business. The basic problem with communications is that we speak at about 140-150 words per minute, we can process up to 800-1000 words per minute, but we think at the speed of up to 1,400 words per minute. What this really means is that while you are talking to an employee at 140 words per minute, he or she is processing at 8001000 words per minute and thinking at 1,400 words per minute. So, in effect, that employee is participating in your conversation but may have another one going on inside their head while you are talking. We all do that, and the truth is that listening can be difficult for some employees. So, make sure that what you have told them is what they received. There’s an old saying that goes like this: “I don’t know what I said until you tell me what you heard.” Have you ever crafted an email or a text and

sent it, then realized that what you sent could be taken in more than one way? This happens all the time in spoken communications as well as written ones. So, please slow down and make sure that what a person hears from you is what really was intended for them to hear. As a supervisor, it is your responsibility to make sure the message received is the same one that was sent. Lastly, accountability is the essence of the behavior that we would all like for our employees to exhibit. It is accountability that causes much of the success that we see day to day. Or conversely, a lack of accountability causes most of the failures that we experience. In closing, by applying the four management core values mentioned here and practicing the two overarching principles of basic business management, clear communications, and your employee’s accountability, you can perform at whatever level you desire and overcome almost any speed bumps you may experience along your way. And reflecting back on how powerful these management practices really are, I realize now that back in the day, we were actually capable of training anything in a business environment, not just used cars. Ed will be a featured speaker at the TIADA Conference & Expo on Tuesday, July 26, 2022. To register for this year’s conference, visit www.tiadaannualconference.com.

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legal corner

Airbag Safety and Recall Issues Raise Liability Concerns for Dealer I n 2017 a Texas woman died in a one-car crash when her vehicle’s airbag didn’t deploy. Investigators found a fake airbag cover over an assembly filled with silicon putty and a shop rag, covered with black tape. I n 2015, a Texas man was killed after being struck in the neck by shrapnel from an exploding Takata airbag. I n 2013, three members of a family, including a 90-year-old woman, were killed in a accident involving a wrong-way driver. The airbags in the vehicle they were in did not deploy. A lawsuit was brought against the used car dealership that sold the vehicle and a franchised dealership that had serviced the vehicle for airbag issues.

Dealer Question: Am I obligated to replace defective or deployed airbags on a used car before selling the car, and do I have any liability if an airbag on a used car I sell fails to properly deploy in an accident? Answer: While there is no requirement that used vehicles have working airbags when sold, a dealer would be a likely target of plaintiff ’s attorney if the absence of a working airbag contributed to an injury in a subsequent accident. Also, there are state and federal laws that create offenses for selling or installing counterfeit airbags (defined as airbags that don’t meet federal standards) or representing that airbag are not counterfeit if in fact they are.

ederal law requires all new cars to have airbags, but once a vehicle is subject to its first retail sale, the federal mandate no longer applies. Some states, such as New York, have enacted laws that require replacement of deployed airbags, but Texas has no such law. Thus, there is no direct obligation for a dealer to check the condition or presence of the airbags, or to replace missing or defective airbags before selling a used car. There is a provision in the Texas Transportation Code that makes it a crime to (among other things) knowingly install a counterfeit airbag in a vehicle or represent to someone that a counterfeit airbag is authentic. An amendment passed in

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the 2013 legislative session increased the penalty for violation to a state jail felony. The penalty is enhanced to a felony of the third degree if a prior conviction exists; a felony of the second degree if someone suffers bodily injury as a result of the violation; and a felony of the first degree if a death results. The sponsors of the bill had during the legislative process proposed making the standard for violation either “knowingly” or “recklessly.” TIADA and other industry groups expressed the concern that the “recklessly” standard could result in potential liability for vehicle sellers who didn’t know of an airbag issue, but might be found to have been “reckless” on the basis that they

Featured Speaker

Michael W. Dunagan TIADA COUNSEL

should have known of the defect. Fortunately, the sponsors agreed to drop the “recklessly” language from the final version of the bill, so that the standard for liability would be actual knowledge. The Texas legislation and recent federal prosecutions recognize the fact that a thriving industry has developed in the manufacture and sale of look-alike covers to restore the original look after a bag has deployed, minus the airbag. The cost savings of such a cover over replacing an actual airbag are significant. Additionally, the National Highway Traffic Safety Administration (NHTSA) has issued a consumer safety advisory that warned both vehicle owners and repair professionals about the proliferation of counterfeit airbags being marketed primarily on the internet. The advisory warned that samples of counterfeit airbags had been tested and the results often demonstrated a greater potential of injury to a vehicle driver or passenger than there would have been without any airbag at all. In 2013 a Washington state man was sentenced to a term in federal prison for selling counterfeit airbags from China, Hong Kong and Taiwan via eBay and Craigslist. The airbags were represented as being authentic, even though the price was typically in the range of $110, while actual 53

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original equipment manufacturer replacements go for much more. Of concern to dealers is that a vehicle bought for resale that appears to have working airbags, could in fact contain counterfeit airbags, non-working airbags, or no airbags at all. The dealer won’t usually have actual knowledge of the condition of the airbags. The risk in this situation is that the vehicle would be involved in an accident in which someone is injured or killed. The failure of the airbags to deploy will almost certainly be raised as an issue contributing to the injury, thus placing the dealer in the line of fire for having failed to advise the buyer of the inoperable airbags. To minimize exposure, dealers should either undertake to confirm the condition of the airbags before sale (a costly option) or disclaim any knowledge of the operability of the airbags. Certainly, when the

dealer has knowledge that the airbags are inoperable, that fact should be disclosed in writing with signed acknowledgment from the buyer. But even when the dealer has no such actual knowledge, unless the dealer can affirm that the airbags are intact and in working condition, a disclaimer should be used (a simple airbag disclosure form is available from Burrell Printing Company and in many dealer management software packages). Some of the companies that manufacture steering wheel and dash covers offer stickers that can be placed on the driver’s side door warning that the airbags are inoperable. The placement of such a warning would be advisable to inform subsequent purchasers (assuming the sticker is not removed) of the condition of the airbags. Obviously, the selling dealer has no control over whether his buyer passes on

the information to any subsequent buyer of the vehicle. It is possible that a dealer, even if he disclaims the airbag condition to his buyer, could be dragged into a suit over an injury that occurs somewhere down the line. Any evidence that the dealer did his best to make the facts known, not only to his buyer, but every downstream owner, would certainly enhance the dealer’s chances in court. The discovery of the defective Takata airbags and the subsequent history of deaths and injuries from them, and the recall of approximately 34 million vehicles in the United States, raised another issue that dealers need to consider. The massive recall resulted in a backlog of replacement parts and delays in getting them installed. Additionally, many owners of vehicles subject to the recall have failed to have the remedial work performed.

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Dealer Question: Can I

sell a vehicle that is subject to an open safety recall? Answer: While there is no federal or Texas state law that prohibits the sale of a vehicle that is subject to an open safety recall, there are potential risks, especially if the recall involves an item that comes into play in a subsequent accident. In addition to the possibility of being drawn into a personal injury or wrongful death lawsuit, there could be civil claims of misrepresentation under the Texas Deceptive Trade Practices Act. The National Highway Traffic and Safety Administration has established a VIN-specific lookup tool that allows anyone to check on the status of safety recalls for any vehicle. The site is nhtsa.gov/recalls. By entering a

VIN the user can find the government’s most recent information about the vehicle’s safety recall record. The recommended course of action is to perform the check on all inventory vehicles, and have any open recalls properly addressed. Should it be impossible or impracticable to have the work done prior to sale, the buyer should be given a copy of the printout and informed of the issue. A signed copy of the printout should be kept in the deal jacket.

Conclusion: While a dealer

has no duty to replace missing or defective airbags in a used car, or to obtain verification that the airbags in the vehicle are authentic original equipment and fully operable, the dealer should have his purchaser sign a disclaimer acknowledging that the dealer either

disclosed that the airbags were not functioning, or that the dealer has no knowledge and makes no representations as to the condition of the airbags. Prospective buyers should be given the opportunity to have airbags checked out by franchised dealers or other qualified professionals. Any open recalls should be addressed prior to sale or disclosed in writing (preferably a printout from the federal government’s website) with proof of disclosure retained. Michael W. Dunagan is an attorney in Dallas, Texas who has represented the Texas Independent Automobile Dealers Association for over 45 years. Michael will be a featured speaker at the TIADA Conference & Expo on Tuesday, July 26, 2022. To register for this year’s conference, visit www.tiadaannualconference.com.

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Amarillo IAA AMARILLO*

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METRO AUTO AUCTION AUSTIN www.metroautoauction.com 8605 Cullen Ln., Austin, TX 78748 512.282.7900, Fax 512.282.8165 GM: Brent Rhodes 3rd Saturday, monthly

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Corpus Christi CORPUS CHRISTI AUTO AUCTION

www.corpuschristiautoauction.com 2149 IH-69 Access Road, Corpus Christi, TX 78380 361.767.4100, Fax 361.767.9840 GM: Hunter Dunn Friday, 10:00 a.m.

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IAA CORPUS CHRISTI*

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Dallas-Ft. Worth Metroplex ADESA DALLAS

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$AVE : $200

ALLIANCE AUTO AUCTION DALLAS

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www.allianceautoauction.com 9426 Lakefield Blvd., Dallas, TX 75220 214.646.3136, Fax 469.828.8225 GM: Robert Kersh Wednesday, 1:30 p.m.

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IAA AUSTIN*

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www.americasautoauction.com 219 N. Loop 12, Irving, TX 75061 972.445.1044, Fax 972.591.2742 GM: Ruben Figueroa Tuesday, 1:00 p.m. / Thursday, 1:00 p.m.

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IAA DALLAS*

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IAA FORT WORTH NORTH*

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MANHEIM DALLAS**

www.manheim.com 5333 W. Kiest Blvd., Dallas, TX 75236 214.330.1800, Fax 214.339.6347 GM: Rich Curtis Wednesday, 9:00 a.m.

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MANHEIM DALLAS FORT WORTH**

www.manheim.com 12101 Trinity Blvd., Fort Worth, TX 76040 817.399.4000, Fax 817.399.4251 GM: Nicole Graham-Ponce Thursday, 9:30 a.m.

$AVE : $100

METRO AUTO AUCTION DALLAS**

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$AVE : $200

El Paso EL PASO INDEPENDENT AUTO AUCTION www.epiaa.com 7930 Artcraft Rd., El Paso, TX 79932 915.587.6700, Fax 915.587.6700 GM: Luke Pidgeon Wednesday, 10:00 a.m.

$AVE : $200

IAA EL PASO*

www.iaai.com 14651 Gateway Blvd. W, El Paso, TX 79927 915.852.2489, Fax 915.852.2235 GM: Jorge Resendez Friday, 10:30 a.m.

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MANHEIM EL PASO

www.manheim.com 485 Coates Drive, El Paso, TX 79932 915.833.9333, Fax 915.581.9645 GM: JD Guerrero Thursday, 10:00 a.m.

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IAA MCALLEN*

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Houston ADESA HOUSTON

www.adesa.com 4526 N. Sam Houston, Houston, TX 77086 281.580.1800, Fax 281.580.8030 GM: Brian Wetzel Wednesday, 9:00 a.m.

$AVE : $200

AMERICA’S AA HOUSTON

www.americasautoauction.com 1826 Almeda Genoa Rd., Houston, TX 77047 281.819.3600, Fax 281.819.3601 GM: Ben Nash Thursday, 2:00 p.m.

$AVE : $200

AMERICA’S AA NORTH HOUSTON www.americasautoauction.com 1440 FM 3083, Conroe, TX 77301 936.441.2882, Fax 936.788.2842 GM: Buddy Cheney Tuesday, 1:00 p.m.

$AVE : up to $200 Sell Fee

www.autonationautoauction.com 608 W. Mitchell Road, Houston, TX 77037 822.905.2622, Fax 281.506.3866 GM: Juan Gallo Friday, 9:30 a.m.

$AVE : $200

HOUSTON AUTO AUCTION

www.houstonautoauction.com 2000 Cavalcade, Houston, TX 77009 713.644.5566, Fax 713.644.0889 President/GM: Tim Bowers Wednesday, 11:00 a.m.

$AVE : $200

IAA HOUSTON*

www.iaai.com 2535 West. Mt. Houston, Houston, TX 77038 281.847.4700, Fax 281.847.4799 GM: Alvin Banks Wednesday, 9:00 a.m.

$AVE : up to $200 Sell Fee

D e a l e r

IAA PERMIAN BASIN*

www.iaai.com 701 W. 81st Street, Odessa, TX 79764 432.550.7277, Fax 432.366.8725 Thursday, 11:00 a.m.

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$AVE : $100

MANHEIM TEXAS HOBBY

www.manheim.com 8215 Kopman Road, Houston, TX 77061 713.649.8233, Fax 713.640.6330 GM: Darren Slack Thursday, 9:00 a.m.

$AVE : $100

Longview ALLIANCE AUTO AUCTION LONGVIEW www.allianceautoauction.com 6000 East Loop 281, Longview, TX 75602 903.212.2955, Fax 903.212.2556 GM: Chris Barille Friday, 10:00 a.m.

$AVE : $200

IAA LONGVIEW*

www.iaai.com 5577 Highway 80 East, Longview, TX 75605 903.553.9248, Fax 903.553.0210 GM: Edgar Chavez Thursday, 9:00 a.m.

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IAA HOUSTON NORTH*

IAA LUBBOCK*

www.iaai.com 5311 N. CR 2000, Lubbock, TX 79415 806.747.5458, Fax 806.747.5472 GM: Chris Foster Tuesday, 9:00 a.m.

$AVE : up to $200 Sell Fee

TEXAS LONE STAR AUTO AUCTION** www.lsaalubbock.com 2706 E. Slaton Road., Lubbock, TX 79404 806.745.6606 GM: Dale Martin Wednesday, 9:30 a.m

ACV AUCTIONS**

www.acvauctions.com 800.553.4070

$AVE : $250

www.e-dealerdirect.com chris@edealerdirect.com

$AVE : Up to $500/month

San Antonio ADESA SAN ANTONIO

www.adesa.com 200 S. Callaghan Rd., San Antonio, TX 78227 210.434.4999, Fax 210.431.0645 GM: Clifton Sprenger Thursday, 10:00 a.m.

$AVE : $200

IAA SAN ANTONIO*

www.iaai.com 11275 S. Zarzamora, San Antonio, TX 78224 210.628.6770, Fax 210.628.6778 GM: Paula Booker Monday, 9:00 a.m.

$AVE : up to $200 Sell Fee

MANHEIM SAN ANTONIO**

www.manheim.com 2042 Ackerman Road San Antonio, TX 78219 210.661.4200, Fax 210.662.3113 GM: Mike Browning Wednesday, 9:00 a.m.

$AVE : $100

SAN ANTONIO AUTO AUCTION**

www.sanantonioautoauction.com 13510 Toepperwein Rd. San Antonio, TX 78233 210.298.5477 GM: Brandon Walston Tuesday, 10:00 a.m. / Thursday, 1:30 p.m.

$AVE : $200

Tyler GREATER TYLER AUTO AUCTION www.greatertyleraa.com 11654 Hwy 64W, Tyler, TX 75704 903.597.2800, Fax 903.597.3848 GM: Wayne Cook Tuesday, 5:00 p.m.

$AVE : $200

$AVE : $75/Quarterly

Waco

Lufkin

ALLIANCE AUTO AUCTION WACO

LUFKIN DEALERS AUTO AUCTION

www.lufkindealers.com 2109 N. John Reddit Dr., Lufkin, TX 75904 936.632.4299, Fax 936.632.4218 GM: Wayne Cook Thursday, 6:00 p.m.

$AVE : $200

www.allianceautoauction.com 15735 I-35 Frontage Road Elm Mott, TX 76640 254.829.0123, Fax 254.829.1298 GM: Christina Thomas Friday, 10:00 a.m.

$AVE : $200

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Education Offerings for Fall 2022

Dealer Academy No one knows the industry like TIADA. We offer in-person seminars throughout the year meant to keep you up to date on the latest compliance issues, regulatory changes and best practices. The association’s professional development program is called the TIADA Dealer Academy, and our current offerings can be found below.

Instructor-Led Courses Collect The Cash, Not The Car

Brent Carmichael, Executive Conference Moderator, 20 Groups. NCM Associates, Inc. It has been a challenging year in the Buy Here, Pay Here industry, aided by another odd tax season and increased apathy by our customers in regards to their payments. Dealers are finding that every collection opportunity needs to be capitalized on and that’s where this seminar can help.

•

MONDAY, OCTOBER 3, 2022 DALLAS 9:00AM - 4:00PM $249 TIADA Members, Each Additional $199 (must be from same dealership), $498 Non-members

Keeping Your BHPH Dealership Legal & Compliant Michael W. Dunagan, TIADA General Counsel and author of the standard-setting books, “Dealer Financing of Used Car Sales” and “Texas Automobile Repossession: A Lien Holder’s Legal Guide.”

This seminar is the final answer in BHPH compliance. Mike speaks dealer, and with 45 years of experience representing hundreds of BHPH dealers, he knows your business inside and out. He will focus on the practical side of compliance that understands you have a business to run — and you want to run it right.

•

MONDAY, DECEMBER 12, 2022 HOUSTON 9:00AM – 4:00PM $249 TIADA Members, Each Additional $199 (must be from same dealership), $498 Non-members

To register, visit

Txiada.org/in-person

Call us at 512.244.6060 or email us if you need assistance. Stay tuned for more education offerings on our website.

Contact

patty.huber@txiada.org for educational seminar sponsorship opportunities

Texas Independent Automobile Dealers Association

To register for a Free 42" Flat Screen TV

Visit us in Booth # 504 • 40 Years Serving Texas Dealers • 4.9 Star Avg. Customer Rating • Independently Owned

..................... ...................... ...... . ........ .................. ....................................................................................... ............................. . .... .. .................. ....... ......... .......................... .. ........ ......... ... ... ............................. ................................. ...... ................... ................ . ..... ....... ..................................... ............................................................ ............. .. ......... .. . . ..... . .. .. .

�

MULLEN 11'.S

ANCE AGENCY. INC.

feature

INDEPAC to Create Competition and Auction Items at the Conference by April Hanson

Market Director, Coast to Coast Motors

NDEPAC is the political action committee for TIADA. INDEPAC helps TIADA’s advocacy efforts in ensuring that the voice of independent dealers is heard at the Capitol. Our strength is derived from our members’ participation in INDEPAC and the association. Participation includes, but is not limited to, donating to INDEPAC, attending TIADA legislative events, and sharing your dealership’s story with members of the legislature. Dealers have been instrumental in achieving these legislative victories: R aising the documentary fee we charge from $50-$150; A llowing dealers to defer sales tax owed to the state comptroller passed until paid by the customer; E liminating the annual renewal for all related finance companies it is now just a one-time registration and fee; E liminating the VTR-136. To raise money for INDEPAC this year at the 2022 TIADA Conference & Expo, the INDEPAC Committee will be spearheading a competition among dealers to create camaraderie and raise funds for INDEPAC. In addition to the competition, the committee will be auctioning off a few fun items: G olf with TIADA Secretary Eddie Hale (Neighborhood Autos) and TIADA President Mark Jones (MCMC Autos) at the Cowboys Golf Club Dallas Golf Course | Cowboys Golf Club | Grapevine, TX F ishing trip with NIADA Board Member Greg Zak (Dixon Motors) T exas Tech Red Raiders Basketball game with Paul Scott (Fiesta Motors, and TxDMV Board Member) F ishing trip with G. R. Moore (The Car Shack and Corpus Christi IADA President) D ay at Capitol with TIADA Executive Director Jeff Martin and TIADA Legislative Consultant Mario Martinez The INDEPAC Committee looks forward to seeing everyone at this year’s conference. Please visit the committee outside of the exhibit hall to learn more about our efforts in protecting the industry. We encourage all Independent Dealers to support INDEPAC. Together we have the power to overcome all the issues our industry faces. If you would like to donate to INDEPAC, please see the form on page 66.

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PROUD MEMBER OF

Please fill out the form on the next page to help our efforts out at the Capitol!

Thank you to all those who have contrubuted to INDEPAC in 2022!

A List of Our Contributors through May Davis, Brad Gregory, Tommy * Allen, Scott Lathrop, Phillip Trevino, Miguel (Mike) Zak, Gregory * Brown, Mark Davis, Vicki Donnelly, Chris * Hagler, Keith * Hanson, April * Jones, Mark *

5,000 1,500 1,000 1,000 1,000 625 500 500 500 500 500 500

Rhodes, Brent Winkelmann, Ryan * Edenfield, Robert * Moore, Russell * Ruckel, Matt Cochran, Kip Barragan, Cesar Hobson, James Rose, Jay Sabra, Ramzi Wilson, Erik Goodman, Jason *

500 500 250 250 250 200 100 100 100 100 100 45

*Monthly Donor

Total Contributions in 2022 July/Special 2022

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$15,620 65

Yes, I would like to help with TIADA’s grassroots effort! ______________________________________________________________________________________

Please list me as a sustaining donor. I would like to support my industry by making a monthly credit card donation of $______________ Add me to the KEY-PERSON list! I know (Name of Legislator) _______________________________________________ as a ____ Acquaintance

____ Personal Friend

____ Professional Contact

I would like to attend political fundraisers in my area I would like to support my industry by pledging a one-time donation of ___$1,000

___$500

___$250

___$100

Other $________

______________________________________________________________________________________

____ Personal Check Payable to INDEPAC

_____Personal Credit Card

Name_______________________________________________________________________________ Company ____________________________________________________________________________ Home Address________________________________________________________________________ Email _______________________________________________________________________________

** Personal Check or Personal Credit Card only. Corporate contributions are prohibited by state law. Contributions are not tax deductible as charitable contributions for federal income tax purposes. ** Charge my Credit Card V MC D AM __________________________________________________ Exp: _____/_____ CVV: _____ Name on Card: ____________________________________________________________________________ Card Billing Address (if different):

______________________________________________________

______________________________________________________________________________________

Or donate online at www.txiada.org >> Resources >> Advocacy >> Political Action Committee

______________________________________________________________________________________

Referred by:

c/o TIADA 9951 Anderson Mill Rd Suite 101, Austin Texas 78750

PHONE 512.244.6060 FAX 512.244.6218 EMAIL accounting@txiada.org

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“We want quality service and quality-parts, and that’s what we get from AutoZone.” Dave Andrews, Principal Founder and CEO, City Enterprises, LLC Former NIADA President

Find the quality that takes your dealership further at AutoZone Parts that meet or exceed OE performance with OE-matched fit, form and function, exclusively from AutoZone

The industry’s #1 choice for automotive repair software, delivering faster diagnostics, OEM-accurate repairs, and time-saving shop management tools

Industry leading coverage, stocking programs, and a dedicated sales staff

Hot shot delivery from over 5,000 company-owned locations to maximize your profit potential with less waiting

Exclusive NIADA pricing designed to drive your success and protect your margins at an aftermarket price

Come see us at booth 417 & 419 For information on the NIADA member partnership offerings visit AutoZonePro.com ©2022 AutoZone, Inc. All rights reserved. AutoZone, Duralast are registered marks of AutoZone IP, LLC or ones of It’s affiliates. ALLDATA is a registered trademarks of ALLDATA LLC. All other marks are property of their respective owners. All photographic, clerical, typographical, and printing errors are subject to correction.

On-Demand Offerings

TIADA designed and implemented some important on-demand courses to give dealers quality educational programs they can access throughout the year. These programs are essential for dealers to stay compliant. They offer flexibility, so you can complete them according to your schedule. These courses are designed for any dealers with questions related to various regulations that affect their businesses.

Complying with the Safeguards Rule TIADA has designed an easy, quick, and affordable program that fulfills the FTC’s training requirements for the Safeguards and Privacy Rules of the Gramm-Leach-Bliley Act for all your employees and includes model Safeguards Policies and Agreements for your dealership at no additional charge.

$75 for the Qualified Individual, 60-min. course $49 for All Other Employees, 30-min. course Volume Pricing Options Available at $40 per user

Repossession 101: What You Need to Know In this two-part video course TIADA counsel Michael Dunagan answers repossession related questions for both the dealer starting out and those dealers who want a refresher. Dunagan goes through the basics of self-help repossession, repossession when a client has filed bankruptcy, and using the courts to regain collateral through sequestration. The course also covers all the repossession letters and includes a downloadable deck of slides to follow along with the course.

$98 for two 1-hour videos

The Basics of Transferring Titles Want to avoid having your title transfer paperwork rejected at the tax office? This online course is designed to walk you through the title transfer process and is best suited for people new to transferring titles or those who want to brush up on the basics. This course has been reviewed for accuracy by the Tax Assessor-Collectors Association of Texas.

$48 for the course

To register visit Txiada.org/on-demand Call us at 512.244.6060 or email us if you need assistance.

Texas Independent Automobile Dealers Association

legislative program

he TIADA Legislative Program can be found on the TIADA website at www.txiada.org. Simply look under the At the Capitol tab and click on Legislative Program. Each year the Legislative Committee reviews the current program and makes recommended changes during the House of Delegates. This year, the legislative committee met and proposed no changes to the Legislative Program. The House of Delegates will meet on Sunday, July 24, at 12:00 PM in Round Rock, TX at the Kalahari Resort during the 2022 TIADA Conference & Expo. The meeting is open to anyone who would like to attend, but only delegates will be allowed to vote during the session. If you would like to serve as a delegate, please contact TIADA.

bylaws proposed changes

s a member-owned, member-governed association, the bylaws set by the House of Delegates during our annual conference guide your association. Below you will find the recommended changes proposed by the Bylaws Committee for 2023.

• Clarify objectives: ARTICLE II. OBJECTIVES The objectives of this Association shall be: *** 3. To develop and present educational programs which will further enhance the knowledge and competence compliance of automobile dealers, their agents and employees.

Rationale: T he proposed change will better reflect TIADA’s education offerings and services to independent automobile dealers. • Remove outdated language distinguishing truck dealers from automobile dealers: ARTICLE III. MEMBERSHIP *** Section 3. Voting Members: Active Membership shall be limited to individuals, companies or corporations engaged in the business of buying and selling any and all types of motor vehicles as a licensed, independent automobile or truck dealer at an established place of business in Texas. Each company or corporation member shall designate a representative who shall be an employee, partner or stockholder of the company or corporation, to cast votes for the company or corporation. The voting rights accorded to the active membership of TIADA shall be to participate in the election of officers at the annual convention. Active members can also serve as delegates through their respective local chapters, as at-large delegates and may participate in any called membership meeting outlined by these bylaws. No proxy voting shall be recognized.

Rationale: The proposed change will better reflect the TxDMV licensing categories. July/Special 2022

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ARTICLE III. MEMBERSHIP *** Section 4. Non-Voting Members: The following membership categories shall have no vote nor be eligible to hold office in this Association: *** D) Special Membership: A Special Membership shall be available to individuals, partners, a collection of individuals, companies or corporations who wish to become affiliated with this Association, such as elected officials and associations of automobile related industries prior to and during the annual convention or other major Association event upon payment of Special Membership fees as determined by the Board of Directors.

Rationale: TIADA has stopped the Special Membership drawing during conference, which this section allowed. Instead of eliminating the category, the proposed change would allow a more suitable category of membership for locally elected officials like TACs and industry related associations like the auto auction association. Currently those groups are considered Honorary members. Switching these members to Special members will reserve Honorary membership to those who provided “exemplary service to this Association.” Examples of those bestowed honorary membership by the Association includes Mike Dunagan who has provided legal guidance for association for over 40 years and Keith Hagler who served as both TIADA and NIADA President. • Delete Article III, Section 7 Section 7. Admission of Members: Admission of applicants for membership shall be subject to approval or rejection by a majority vote of the Executive Committee.

• Renumber Section 8 Rationale: T he proposed change would eliminate the necessity of a committee to approve every member of the association. The bylaws clearly state who is eligible for membership and has a process to remove members. • Allow for immediate suspension of benefits for nonpayment: ARTICLE IV. DUES *** Section 2. Delinquency and Cancellation: Any member of this Association who becomes shall be delinquent in dues for a period of 30 days shall be notified of such delinquency and be suspended from receiving further services. If payment of dues is not made within the succeeding 30 days, the delinquent member shall be dropped from the rolls and thereupon forfeit all rights and privileges of membership, unless the Executive Committee waives such termination, at the request of the member.

Rationale: T he proposed change would allow TIADA to stop providing benefits at the time of delinquency. When this section was originally written dealers had to pay an initiation fee and that is no longer the case. • Set Term Limits: ARTICLE V. OFFICERS *** 72

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Section 4. Terms of Office: Each elected officer shall serve for a term of one year starting September 1. All officers may be re-elected, however, their terms shall not exceed two consecutive terms in any one position unless no other nominee is available.

Rationale: Term limits would ensure the Board continues to obtain new and fresh perspectives. • Change the appointment power from the President to Regional-Vice Presidents: ARTICLE VIII. HOUSE OF DELEGATES *** Section 3. Term of Office and Manner of Selection: All delegates shall serve a term of one year. Delegates of the affiliated local organizations shall be selected by the affiliated local organizations, one delegate for the first five members and an additional delegate for each 20 additional members or part thereof. *** The Regional Vice-President may appoint one at-large designated delegate per Region that does not reside in an area represented by a local chapter.

Rationale: By switching the appointment power from the President to Regional VicePresidents TIADA would have less centralized power. Also, the Regional Vice-Presidents have a better knowledge of the local dealer population and can make more informed decisions. • Increase ballot access: ARTICLE IX. STANDING AND SPECIAL COMMITTEES *** Section 1. Standing Committees: The President shall appoint the chairman and members of the following standing committees: Awards, Budget and Finance, Bylaws, and Legislative. The Nominations and Special Membership committees shall consist of the past presidents of the association and shall be chaired by the Chairman of the Board. Whenever possible, each Standing Committee shall have no less than two and nor more than ten members, except the Nominations and Special Membership committees. The term of appointment will be for one year. In order to ensure continuity of committee operations, the incoming President shall have the responsibility to reappoint at least one member of the incumbent committee to serve on the new committee. No individual shall chair more than three Standing Committees at any one time. The Board of Directors may remove any committee member for cause. *** E) The Nominations Committee shall nominate candidates for each elected position and notify the membership of its nominations for election at least 10 days prior to the Annual Membership Meeting. A ballot shall indicate those nominations recommended by the Nominations Committee and The ballot shall include nominations recommended by the Nominations Committee, any nominations received at the principal office of the Association at least 60 days prior to the election and should also allow for write-in candidates based on any additional nominations made from the floor.

Rationale: T here is no legitimate fear of ballot overcrowding or voter confusion caused by increasing access to the ballot at this time. This change would ensure that anyone who wants to run for office has a way to be on the printed ballots prior to the Annual Membership Meeting without a significant impact to the election process. A complete copy of the TIADA bylaws is available at www.txiada.org. July/Special 2022

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Local Chapters CORPUS CHRISTI G.R. Moore The Car Shack (dates announced at

www.txiada.org)

Please Welcome Our Newest TIADA Members DEALER MEMBERS Family First Automotive Jofree Fincher . . . . . . . . . . . . . . . . . . 300 N Stemmons, Sanger, TX 76266 Garcia’s Motors LLC Francisco Garcia . . . . . . . . . . . . . . . . . . . . . 2029 N. 23rd St, Mcallen, TX 78501 Gray Beard Auto Group, LLC Albert Martinez . . . . . . 602 South Dallas Avenue, Lamesa, TX 79331 Ikenna Auto Sales Angel Arellano . . . . . . . . . . . . . . . . . . 5505 San Pedro Ave, San Antonio, TX 78212 Jara’s Auto Sales Alejandro Jaramillo . . . . . . . . . . . . . . . . . . 12310 Old Foltin Rd, Houston, TX 77086

EL PASO Cesar Stark S & S Motors

Landa Auto Sales Estela Hernandez . . . . . . . . . . . . . 267 Landa St, Suite B, New Braunfels, TX 78130 Morgan City Toyota Ford Randy Pretzer . . . . . . . . . . 1107 Brashear Avenue, Morgan City, LA 71380 NDI Inc Neariroth Kong . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4250 Forest Lane Suite B, Garland, TX 75042 Rehoboth Enterprise Taiwo Otuya . . . . . . . . . . . . . . . . . . . . . . 1719 11th Street, Huntsville, TX 77340

Meeting – 3rd Friday

ASSOCIATE MEMBERS

(Monthly)

Celero Commerce Lea Telonis . . . . . . . . . . . . . . . . 100 Westwood Pl, Ste 200, Brentwood, TN 37027 DRN Data Noel Pena . . . . . . . . . . . . . . . . . . 4150 International Plaza, Suite 800, Fort Worth, TX 76109

FORT WORTH Jerry Smith H J Smith Automobiles (dates announced at

www.txiada.org)

Fortress Certified Agency, LLC Randy Pretzer . . 5340 New Jesup Highway, Brunswick, GA 31523 Iceberg Cyber Michael Bakaic . . . . . . . . . . . . . . . . . . . . . 37 Kodiak Cres, Unit 11, Toronto, ON M3J3E5 Teks Solutions Patricia Cerda . . . . . . . . . . . 5609 SW Green oaks Blvd suite 105, Arlington, TX 76017

resource guide The TIADA Website:

HOUSTON April Hanson Coast to Coast Motors Meeting – 2nd Tuesday (Monthly)

SAN ANTONIO Jose Engler Irving Motors Corp (dates announced at

www.txiada.org)

www.txiada.org

Members can log in with their username/password and access our Dealer Member Directory, Legislative Action Center, Compliance Consultation Service and much more. Register for all upcoming TIADA events online through the Calendar of Events, access our online membership application, find contact information for all our Local Chapters, and access many additional resources through our Knowledge Base.

License Renewal Certificate

TexasDealerEducation.com

Texas Department of Motor Vehicles 888.368.4689 www.txdmv.gov

Office of Consumer Credit Commissioner 800.538.1579 occc.texas.gov

Texas Comptroller

800.252.1382 comptroller.texas.gov

NIADA

800.682.3837 www.niada.com

REPOSSESSIONS American Recovery Association

972.755.4755 www.repo.org or contact TIADA state office

FORMS

Burrell Printing

800.252.9154 www.burrellprinting.com T e x a s

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2023 State Officer Nominees

Compiled by Texas Dealer staff

lections for the TIADA Board of Directors will be held at the House of Delegates meeting during the 2022 TIADA Conference & Expo in Round Rock, Texas.

President Ryan Winkelmann BJ’s Autohaus

5005 Telephone Road Houston, TX 77087

Vice President, West Texas (Region 1) Brad Kalivoda

Fiesta Motors – Lubbock 2599 74th Street Lubbock, TX 79423

Vice President, Fort Worth (Region 2) Greg Reine

Auto Liquidators 39670 LBJ Freeway Dallas TX 75237

President Elect Eddie Hale

Neighborhood Autos PO Box 1719 Decatur TX 76234

Vice President, Dallas (Region 3) Chad Lancaster Chacon Autos

11800 E. Northwest Hwy Dallas TX 75218

Vice President, Houston (Region 4) Russell Moore Chairman of the Board Mark Jones MCMC Corporate

264 Exchange Burleson, TX 76028

Top Notch Used Cars 900 East Davis Conroe, TX 77301

Vice President, Central Texas (Region 5) Robert Blankenship Texas Auto Center

6809 Suite B S IH35 Austin, TX 78744

Secretary Vicki Davis

A-OK Auto Sales PO Box 256 23980 FM 1314 Porter, TX 77365

Vice President, South Texas (Region 6) Armando Villarreal McAllen Auto Sales, LLC 4215 S. 23rd St McAllen, TX 78503

Vice President At Large Lowell Rogers 11th Street Motors

Treasurer Greg Phea

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1355 N 11th St. Beaumont, TX 77702

Austin Rising Fast

Vice President At Large

8024 IH 35 North Austin TX 78753

S&S Motors

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Cesar Stark

7699 Alameda Ave. El Paso, TX 77915

See us in

BOOTH #405 at the TIADA Conference!

behind the wheel Really — Behind the Wheel

his month I am taking a break from laying out the five-year strategic plan. What brings on this break in riveting strategic plan talk, you ask? I will tell you, for over 16 years, I have contributed some update in this article called, Behind the Wheel – and man, do I spend a lot of time behind the wheel. Attending one event after another, visiting with dealers, vendors, legislators, and others at various places around the state and country. From time to time, I like to just go visit dealers at their dealership and hear directly from them; it’s where I learn the most. When I see you in action taking care of your business and customers, it 1

Jeff Martin by

TIADA EXECUTIVE DIRECTOR

helps me better understand what is actually happening in our industry and better represent you. In our effort to always try and improve your association, I ask each dealer the same question: is the association meeting your expectations, and what can we do to better serve you? Last month my truck took me from Austin to Amarillo and a bunch of places in between. Below you will see some photos from my trip behind the wheel. Thank you to each dealer who allowed me to stop by and for the education. Don’t worry, all you strategic plan nerds; we will wrap up the strategic plan talk in the next issue.

1 Jeff Stevens (XTRA Auto Center, Pampa); 2 Pepper Procter (Procter Motor Company, Lampasas) 3 Walt’s Auto Sales, San Angelo 4 San Angelo Motor Company, San Angelo

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10 9

5 Wofford’s Used Cars, DeLeon; 6 Albert Martinez (Gray Beard Auto Group, Lamesa); 7 Nathan Maresh (Centex Auto, Temple); 8 Don and Stephanie Bostick (Bostick’s Auto Sales, Brownwood); 9 Cal Sumrall (Cal’s Auto Sales, Abilene); 10 Dean Sather (Cross Pointe Auto, Amarillo); 11 Johnnie Daniels (Excel Autos, Amarillo)

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Assured Vehicle Protec on, Inc., 6300 Glenwood St., Ste 200, Mission, KS 66202 www.avpadmin.com

TEXAS INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION 9951 Anderson Mill Rd., Suite 101 Austin, TX 78750

PRSRT STD

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PA I D

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