1. automotive and vehicles
2. buying and selling cars

auto dealer
INDEPENDENT
Georgia Independent Automobile Dealers Association
January | February 2014
Prepare for a New Era in
Marketing Your Dealership
Set Your Goals to
GROW YOUR DEALERSHIP
with New Marketing Solutions
SAVE MONEY
with Member Affiliations
USE NEW TECHNOLOGY
to Sell More
LEARN MORE
with Continuing Education
ENHANCE YOUR BUSINESS
with your GIADA Membership
GIADA Independent Auto Dealer Jan/Feb 2014 | 1
INDEPENDENT
auto dealer
JANUARY | FEBRUARY 2014
2 | Don’t be “That Guy”
President’s Message
16 | Digital Ads Exert Extra
Influence
4 | Staying Ahead this Year
Executive Director’s Message
17 | Bankruptcy, Trustee
Trouble
6 | Compliance Tip
The Car Lawyer
18 | 2.8 Million Reasons to Take
Your Dealership Mobile
10 | From Atlanta to Roatan
with Love
20 | Creating a Social Media
Plan for a Car Dealership
14 | Growing GIADA into a
Powerhouse
GIADA Pays Tribute to Dennis
Pope and Glen Reeves
22 | 8 Advertising Potholes
Auto Dealers Should Avoid
25 | The Dealership Experience
Can Make Or Break A Sale
28 | 10 Tips for Closing a Sale
30 | Reviewing Your Retail
Installment Sales Contract,
10 Things You Need to Know
34 | Equifax Reports Strongest
Auto Origination Volume in
Eight Years
42 | Auction Directory
44 | GIADA New & Renewed
Members
47 | Service Provider Directory
BOARD OF DIRECTORS
The magazine of the
GEORGIA INDEPENDENT
AUTOMOBILE
DEALERS ASSOCIATION
WWW.GIADA.ORG
6903-A Oak Ridge Commerce Way
Austell, Georgia 30168
T | 800-472-8101 or 770-745-9650
F | 770-745-9655
EXECUTIVE DIRECTOR | EDITOR
Paul R. John
MAGAZINE COORDINATOR & AD SALES
Professional Mojo, llc
PRODUCTION EDITOR | COPY WRITING
Professional Mojo, llc
DEALER SERVICES AND VENDOR RELATIONS
Amy Bennett
OFFICE MANAGER
Susan Strickland
For more information about the GIADA,
topics addressed in this issue, or for additional
copies please contact GIADA, (800) 472-8101.
Copyright 2014
Chairman of the Board
Sean Lodhi • City Auto Brokers
Marietta, GA • 770-739-8790
Second Vice President-at-Large
Glen Reeves • Reeves Insurance Associates
Douglasville, GA • 770-949-0025
President
Billy Graham • Graham Auto Sales, Inc.
Loganville, GA • 770-554-0300
Third Vice President-at-Large
Sandra Gesham • Auto Finance
Forest Park, GA • 404-366-7550
President Elect
Larry Lewallen • Rainwater Motor Company
Douglasville, GA • 770–942-8275
Fourth Vice President-at-Large
Guy Padgett • Sterling Credit
Aiken, SC • 706-830-3045
First Vice President
Robert Culver • AutoSmith of Georgia, Inc.
Riverdale, GA • 678-284-5338
Treasurer
Lee Cavender • Cavender Auto Sales
Gainesville, GA • 770–297-8700
Second Vice President
Jennifer Knights • M&M Motors
Hinesville, GA • 912-877-7462
Secretary
Dan Stryzinski • Members Auto Choice
Buford, GA • 678-765-8203
Third Vice President
Bart Barton • Barton Used Cars
Newnan, GA • 770-527-5804
Auxiliary
President
Sharon Padgett • 706–339-9320
Vice President
Venetia Lewallen • 770–377-1398
Secretary
Renae Barton • 770-527-1571
Treasurer
Jill Mosley • 770–345-1399
Sr. Vice President-at-Large
Joe Addison • Joe Addison Motors, Inc.
Savannah, GA • 912-234-5306
First Vice President-at-Large
Dennis Pope • Peoples Financial Mableton
Austell, GA • 770-948-6110
GIADA Independent Auto Dealer Jan/Feb 2014 | 1
ON THE MARK
Don’t be “that guy.”
I want to write about a subject that has been in the news and on my mind:
odometer fraud. Odometer fraud affects our business and has wide-ranging
implications. I have spoken to many dealers who are not aware of the laws even
though they are discussed at both our prelicense and continuing education classes.
Here is the reality: Even though a vehicle 10
model years and older is considered “exempt” by law, if it is known that the mileage
isn’t correct it is still considered TMU! Any
dealer who is altering the mileage on older
cars and is selling them with the mileage as
actual is committing odometer fraud.
News outlets recently reported that Georgia
was the 4th worst in the country for odometer fraud. I can only hope that disgusted
you as much as it did me! Any incidence of
odometer fraud gives our business a black
eye in the media and in the minds of the
consumer even though the majority of our dealers follow the law. If you are not
proactive, you are part of the problem. Help us stop this from occurring in our
state! Odometer fraud lures customers away from legitimate dealers and then
when the customer has a problem or dispute all dealers are lumped into the
same negative category.
We all want to sell our product on an even playing field and that starts with
improving our relationship/reputation with consumers. We don’t need unscrupulous dealers in our state. If you want to make a difference, don’t be the one
who is complaining but is not involved. You have heard this challenge from
me before but I will challenge you again: The GIADA is your association. Get
involved! Any current member in good standing is welcome to join us! Contact
the GIADA office for information regarding our next Board meeting in May at
the beautiful Cuscawilla resort on Lake Oconee. I look forward to seeing a few
new faces there. In the meantime, sell sell sell!
Billy Graham
GIADA PRESIDENT
Billy Graham
Graham Auto Sales, Inc.
2 | GIADA Independent Auto Dealer Jan/Feb 2014
GEORGIA INDEPENDENT
AUTOMOBILE
DEALERS ASSOCIATION
800-472-8101
www.giada.org
GIADA is a not-for-profit industry
trade association that has been the
voice of Georgia’s independent auto
dealers since 1955. GIADA is committed to representing, educating,
and informing Georgia’s most
successful independent motor vehicle dealers. Dealers turn to GIADA
to provide them solutions and answers to business related questions
and consumer related questions.
At present, there are approximately
2,375 GIADA members, 2,150
licensed auto dealers and 225
companies who offer products and
services to Georgia Auto Dealers.
Our primary purpose is to identify
and address the legal and legislative
issues that confront the used car
industry in Georgia. But we do
much more.
Through GIADA’s impressive
network of a wide variety of companies who support our industry,
our members enjoy pre-negotiated
discounts on products and services
they need to be successful in the
car business. We encourage you to
check out the GIADA Dealer Service
Provider Directory. These services
include, but are not limited to auto
auctions, insurance companies,
legal advice, and advertising. All
members receive two coupon books
containing about $38,000 in real
discounts. GIADA also maintains a
large inventory of legal forms dealers
need to conduct business. Members
receive a 30% discount on all forms.
Members also enjoy discounted rates
on all GIADA training programs, or
sometimes can attend for free.
THE PULSE OF GIADA
Staying Ahead this Year
As always, the GIADA has been busy providing required education, following important legislation in the capitol and
proactively looking out for the best interests of our industry. Take a moment and review this quick summary.
CE Classes
We are wrapping up our final CE classes, with only two more in March. We have one
scheduled in Macon on March 14, and one in Marietta at the Galleria on March 17.
The state licensing division requires completion of the CE class for all used car dealers
in order to renew the license for 2014-2016. Any dealer who fails to complete the CE
class will not be able to continue to operate legally after March 31, 2014.
I’m pleased to report that many dealers have sought me out to tell me how much they
enjoyed the CE class this session. I know we cannot make everyone happy and some
people don’t care about the class at all, but the attendees agree: the speakers were very
good and the training content this year was relevant and robust.
Legislative Session
Week 5 of the 2014 legislative session was cut short by the second wave of ice and
snow that shut down the metro Atlanta area and most of Georgia. Barring any
additional delays, Day 30 - aka Crossover Day - is currently scheduled for March 3, and Sine Die/Final Adjournment is
scheduled for March 20. Since this is a primary year, many of the law makes are anxious to get the session completed so
they can continue their campaigns.
HB 729 has language in it that corrects the trade-in over-inflating problem, and we expect this to be resolved. There are
also provisions in this bill that would allow a dealer to apply for a refund of TAVT fees when a deal backs out after the tax
has been paid. A uniform bill of sale is also proposed in this bill. We will keep our members updated as to any new legislative developments as they occur.
Additionally, GIADA and our team are looking into how to properly address those licensed dealers who are making
money by charging others to use their license for auction access. There are Craigslist ads running right now offering the
uninhibited use of someone’s license for a fee. This type of activity hurts everyone in the car business and it needs to stop.
We will keep you updated on this matter.
It is always a pleasure to serve our members and we look forward to seeing you when you register for your CE class if you
haven’t already taken it. Remember, do NOT jump online to renew your license until after you complete your CE class.
There are only two more CE classes, so you better mark your calendars now.
Paul John
GIADA EXECUTIVE
DIRECTOR
Paul John
4 | GIADA Independent Auto Dealer Jan/Feb 2014
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GIADA Independent Auto Dealer Jan/Feb 2014 | 5
THE CAR LAWYER
Compliance Tip
By Thomas B. Hudson and Nicole Frush Munro
Happy New Year!
After all of the holiday celebrations,
we’re back with our collection of selected legislative and regulatory highlights. We also recap some of the many
auto sale and financing lawsuits we
follow each month. Remember - what
we report here does not capture every
recent development. We select those we
think might be particularly important or
interesting to dealers.
We also include items from other states.
Why? We want you to be able to see new
legal developments and trends. Also,
another state’s laws might be a lot like
your state’s laws. If Attorneys General
or plaintiffs’ lawyers are pursuing particular types of claims in other states, those
claims might soon appear in your state.
Note that this column does not offer
legal advice. Always check with your
own lawyer to learn how what we report
might apply to you, or if you have any
questions.
Thomas B. Hudson
Partner, Hudson
Cook, LLC
[email protected]
Nicole Frush
Munro
Partner, Hudson
Cook, LLC
[email protected]
6 | GIADA Independent Auto Dealer Jan/Feb 2014
M
ake a note to schedule a review of your dealership’s fair
lending policy this month.
Don’t have a fair lending policy? Take
a peek at the next item and get to work
developing one.
FEDERAL LAW
Discrimination
On December 20, the Consumer Financial Protection Bureau and Department of Justice ordered Ally Financial
Inc. and Ally Bank to pay $80 million
in damages to minority borrowers and
$18 million in penalties. The CFPB and
DOJ alleged that more than 235,000
minority borrowers paid higher interest
rates for auto financing between April
2011 and December 2013. The agencies
claimed that the alleged discrimination was a result of Ally's discretionary
pricing system, which allows dealers to
mark up Ally's wholesale buy rate up to
250 basis points. Ally is also required
to implement a compliance program to
prevent future discrimination that may
result from dealer markups. Alterna-
THE CAR LAWYER
connection with her car purchase, the
buyer signed a buyer's order and a retail
installment contract. The buyer's order
contained an arbitration clause on the
reverse side. The RIC did not contain
an arbitration provision, but contained
an integration clause that stated: "This
Contract contains the entire agreement
between you and us relating to this
contract." When the buyer sued the
dealership and the assignee of her RIC,
the court sent the matter to binding arbitration.
tively, it may eliminate such markups
altogether and move to a non-discretionary dealer compensation structure.
This is the federal government's largest
auto finance discrimination settlement
ever. Think the CFPB isn’t deadly serious about discrimination? Think
again.
Risk-Based Pricing
On December 19, the Federal Trade
Commission reached a $1.9 million settlement with Time Warner Cable, Inc.,
resolving allegations that TWC failed
to give risk-based pricing notices under the FTC's Risk-Based Pricing Rule.
TWC obtained customers' credit reports to determine whether they qualified for service. If their credit reports
contained negative information, TWC
would require the customer to pay a
deposit or pre-pay the first month's
bill. This is the first case the FTC has
brought since finalizing its amended
RBP Rule in 2011. Is your dealership in
compliance with the RBP Rule?
Arbitration
Many dealers employ mandatory,
pre-dispute arbitration provisions as
a first line of defense against class actions. On December 12, the CFPB released preliminary research on arbitration clauses used with credit cards,
checking accounts, payday loans, and
prepaid cards. The research indicates that
such clauses are commonly used by large
banks in credit card and checking account
agreements and that roughly 9 out of 10
clauses allow banks to prevent consumers
from participating in class actions.
The CFPB also found that while millions of consumers are subject to arbitration clauses in the markets studied,
few consumers file arbitration cases. In
the second phase of its study, the Bureau will look at whether consumers
are aware of the terms of arbitration
clauses and whether such clauses influence consumers' buying decisions.
The CFPB held a hearing on arbitration
in Dallas, Texas on December 12. Director Richard Cordray spoke and consumer groups, industry representatives,
and members of the public testified.
The study and the hearing may be the
first steps in prohibiting the use of arbitration provisions. If you’d like to stay
up on the CFPB’s arbitration initiatives,
a recording of the event is available on
the CFPB's website.
Social Media
On December 11, the Federal Financial Institutions Examination Council
released final guidance on the applicability of consumer protection and
compliance laws, regulations, and policies to social media activities by banks,
savings associations, credit unions,
and nonbank entities supervised by the
CFPB. The guidance, effective immediately, does not impose new requirements, but is intended to help the institutions understand potential consumer
compliance and legal risks, and reputation and operational risks, associated
with using social media, along with
expectations for managing those risks.
LITIGATION
Retail Installment Sales Contract's
Integration Clause Negated Arbitration Agreement in Buyer's Order: In
After the arbitrator entered an award
for the buyer, she moved to vacate the
award. The trial court denied the motion. The appellate court reversed.
Noting that the buyer's order contained
an arbitration agreement, but the RIC
did not, the appellate court concluded
there was no enforceable arbitration
agreement between the buyer and the
dealership. See Knight v. Springfield
Hyundai, 2013 Pa. Super. LEXIS 3185
(Pa. Super. December 2, 2013).
State Court Lacked Jurisdiction over
Out-of-State Dealership that Sold Car
Online to State Resident: A Missouri
resident bought a car on eBay from a
Texas dealership. The car failed shortly
afterward, and the buyer sued the dealership in Missouri. The trial court dismissed the claims for lack of personal
jurisdiction over the dealership. The
Court of Appeals of Missouri affirmed.
A dealership executive testified that
approximately 30 to 35% of the dealership's auto sales involved the use of
eBay, and .86% of total sales over the
past five years had been to Missouri
residents. The dealership did not maintain offices, have employees or advertise in Missouri.
The buyer filed an affidavit listing the
conduct occurring in Missouri related
to the car and its purchase. These inContinued on page 9
GIADA Independent Auto Dealer Jan/Feb 2014 | 7
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THE CAR LAWYER
Continued from page 7
cluded the bid submission, review of
information about the car, execution of
the retail installment contract, acceptance of delivery of the car, and repairs
to the car. The appellate court noted,
however, that the buyer performed
these actions, not the dealership, and
that there was no evidence that the
dealership engaged in conduct intentionally designed to solicit business
from Missouri consumers. See Andra
v. Left Gate Property Holding, Inc.,
2013 Mo. App. LEXIS 1403 (Mo. App.
November 26, 2013).
Seller of Car at Auction Liable for
Damages from Accident that Occurred Before Title Had Transferred
to Buyer: A dealership delivered a car
to an auction. The winning bidder
thought there was a problem with the
car that required repairs. An auction
company employee had an accident
while driving the car to a mechanic.
The driver of the other car in the
accident sued the auction company. The auction company then sued
the dealership’s insurer, arguing that
the dealership was the title owner of
the car when the accident occurred,
and, that the dealership's insurer was
required to indemnify the auction
company.
The trial court granted summary
judgment for the auction company.
The court determined that the dealership was the vehicle’s owner at the
time of the accident because it neither signed an application for transfer of title nor actually transferred
title, following Michigan's strict title
transfer law. Therefore, the dealership's insurer was required to provide primary liability coverage up
to the limit of its garage policy and
indemnify the auction company for
its defense costs. See Flint Auto Auc-
tion, Inc. v. Universal Underwriters
Insurance Co., 2013 U.S. Dist. LEXIS 172555 (E.D. Mich. December 9,
2013).
Representations About Reliability
and Condition of Car May Support
Breach of Warranty Claim: Car buyers sued the dealership where they
bought a used car that suffered engine failure six days after the purchase. The dealership moved to dismiss certain claims. The court denied
the motion with respect to a breach of
warranty claim based on the dealership's representations that the car was
a "'good, reliable car'" and was "'in
good road-worthy condition.'" The
court found, however, that the buyers
alleged a plausible claim for breach of
express warranty. See Lester v. Wow
Car Company, Ltd., 2013 U.S. Dist.
LEXIS 162622 (S.D. Ohio November
14, 2013).
Warranty Claims Failed Where Manufacturer Not Given Chance to Cure
First Defect and Timely Repaired
Second Defect: After a buyer bought
a new Ford, the rear liftgate window shattered. She had the window
repaired at her expense after determining that the warranty would not
cover the repair. Later, the window
shattered again.
She asked the dealership to replace it
at no cost. The dealership refused because the original repair had not been
made by an authorized dealer, but Ford
Motor Company eventually agreed to
cover the cost. The buyer later learned
that Ford had issued Technical Service
Bulletins about the defect and authorized dealerships to replace the glass
at Ford's cost if there was no evidence
of impact or external damage.
The buyer sued Ford for violating the
Magnuson-Moss Warranty Act and
for breach of express and implied
warranties. The trial court granted
summary judgment for Ford.
The appellate court affirmed, finding that her claim regarding the
first incident failed because she
did not give Ford the opportunity
to cure the defect, as required by
the MMWA and Ohio law. As to
the second incident, the appellate
court found that Ford's 3-day delay in agreeing to repair the window and its repair within a week
of the breakage did not constitute a
failure to cure the defect within a
reasonable time under the MMWA
and Ohio law, especially where the
broken window was not a Ford part.
See Kuns v. Ford Motor Company,
2013 U.S. App. LEXIS 23366 (6th Cir.
(N.D. Ohio) November 19, 2013).
So there’s this month’s roundup! Stay
legal, and we’ll see you next month. n
___________________________
Tom ([email protected]) and
Nikki ([email protected]) are
partners in the law firm of Hudson
Cook, LLC. Tom has written
several books, available at www.
counselorlibrary.com. Tom is also
the publisher of Spot Delivery®, a
monthly legal newsletter for auto
dealers, and the Editor in Chief of
CARLAW®, a monthly report of legal
developments for the auto finance
and leasing industry. Nikki is a
contributing author to the F&I Legal
Desk Book and frequently writes
for Spot Delivery®. Spot Delivery®,
CARLAW® and the books are
produced by CounselorLibrary.com
LLC. For information, visit www.
counselorlibrary.com. Copyright
CounselorLibrary.com 2014, all rights
reserved. Single publication rights
only, to the Association. (1/14) HC#
4823-0825-1159.
GIADA Independent Auto Dealer Jan/Feb 2014 | 9
FEATURE
OUTREACH
From Atlanta to Roatan
with Love
A
by Michelle Groover, Members AutoChoice
re we lucky to be able to own
and operate used car dealerships for a living? That is
a question I often ask myself after a
stressful day or series of stressful days.
Then I begin to reflect on how well I
am able to meet the basic needs of my
family each day and how fortunate
we are. I cannot imagine my children
going to bed hungry or even attending school without access to the basic
necessities that so many of us take for
granted. It was this thought process
that gave me the idea to help children
in Honduras who are not as fortunate
to have their basic needs met. It seems
that in today’s world, many parents feel
the overwhelming need to compensate
for everything they did not have growing up. As a result, they may give their
kids too much and unknowingly create
in their kids a false sense of entitlement
and lack of empathy for the less fortunate all over the world.
I say that because I have actually seen
people and companies helping the less
fortunate outside of the United States
and have overheard people say “why
would those people donate money or
help those outside the U.S. when we
need help here with the current state of
our economy”. My answer to those critics: empathy. We should all have empathy, not just for the families in the U.S.,
10 | GIADA Independent Auto Dealer Jan/Feb 2014
Michelle Groover (pictured above in blue), President and CEO of Members
AutoChoice and Carla John, wife of the GIADA Executive Director Paul John,
deliver hundreds backpacks full of school supplies to children in need in Roatan,
Honduras.
but kids everywhere who may never see
a Christmas present, a new toothbrush
or new school bag in their life.
After giving this many months of
thought, I decided to reach out to
a lovely place I once was fortunate
enough to travel to in Roatan, Honduras. The place is Paya Bay. Paya Bay is
filled with a beautiful family and staff
who opened their business to me and
Carla John, wife of the GIADA Execu-
tive Director Paul John. Carla is a close
personal friend with similar philanthropy interests, and we traveled to
Paya Bay between November 30 and
December 7, 2013. Not only did Paya
Bay donate beautiful accommodations
so we could serve the children, they
even assisted us in reaching out to the
local children who had the most needs.
With financial donations from one of
Members AutoChoices’ business partners, Peach State Federal Credit Union,
FEATURE | OUTREACH
“Although we are
involved in many
charitable organizations and projects, I
have personally never
felt as proud as I did on
the day we distributed
those items to all those
smiling faces.”
and the GIADA, we were able to make
this a mission trip that won’t be forgotten anytime soon.
The mission was to fly over 1200 miles
to Roatan, Honduras, to deliver hundreds of backpacks filled with basic
school supplies. All were items that
most of these children had never
been afforded the privilege of owning. We were able to pack and travel
with almost one hundred backpacks
and supplies. Then, once we arrived
in Honduras, we scoured all the local stores and cleaned out each one
for additional supplies needed. After
hitting every store on the island, we
were finally ready to assemble all the
bags we would distribute.
The end result was exciting to see as
hundreds of school-aged kids beamed
with pride, ready and excited for the
next school year to begin. Although we
are involved in many charitable organizations and projects, I have personally never felt as proud as I did on the
day we distributed those items to all of
those smiling faces.
As a successful independent dealer, I
truly believe that if you take from so-
With financial aid through the GIADA, Members AutoChoice and Peach
State Federal Credit Union, Michelle and Carla visited Paya Bay where they
met local families with children and provided basic necessities for their
classroom activities.
At the end of the day, hundreds of school-aged kids beamed with pride ready and
excited for their next school year.
ciety and enjoy success as a result, it is
necessary to give back! If you would
like to keep this mission alive and
join in the giving of school supplies,
supplies can be shipped to Roatan
Express Customer ID#D00510025
N.W. 116th Way Suite #2 Medley, FL
33178. n
Michelle Groover is president and
CEO of Members AutoChoice, an
auto-buying service that assists
members and nonmembers of partner
credit unions in locating and purchasing vehicles, all across Georgia. Visit
www.membersautochoice.com.
GIADA Independent Auto Dealer Jan/Feb 2014 | 11
THE NEWS IN BRIEF
ADVERTISER INDEX
Delinquencies, Debt Levels
Ready to Rise
TRANSUNION’S ANNUAL AUTO
LOAN FORECAST calls for increases in both delinquency and debt levels
during 2014.
The national auto loan delinquency
rate (the ratio of borrowers 60 or more
days past due) is projected to rise to
1.19 percent by the end of 2014 from an
estimated 1.10 percent at the conclusion of 2013.
Auto loan debt per borrower is also
expected to jump more than $1,000 to
$17,966 in the fourth quarter of 2014
from a projected $16,942 in the fourth
quarter of 2013.
Since 2007, the auto loan delinquency
rate has been as low as 0.86 percent in
the second quarter of 2012 and as high
as 1.59 percent in the fourth quarter
of 2008. On average, the delinquency
rate during the fourth quarter between
2007 and 2012 was 1.32 percent.
Subprime Buyers Less
Loyal to Brands
A NEW BRAND LOYALTY REPORT FROM CARFINANCE.COM
shows that below-prime car buyers are
less loyal than the average car buyer, are
making practical choices as they re-enter the market, and are trading in slightly younger vehicles this year than last.
The report lists the top five brands for
loyalty and purchase, as well as the most
traded-in model years for below-prime
car buyers. Based on an analysis of
trade-in data from January to September, the report offers a unique snapshot
of the large population of car-buyers
who are below prime.
Below-prime car buyers, according to
the report, are most loyal to Kia over12 | GIADA Independent Auto Dealer Jan/Feb 2014
all, although Nissan came in a strong
second. When looking at the brands
consumers are buying most when trading in, Chevrolet came in at number
one, followed by Ford. So, while import brands score highest for loyalty, it
is the domestics that these buyers are
opting for more than any other brand.
While the average age of a vehicle on
the road today is 11.4 years, the average age of a vehicle traded in by these
below-prime car buyers is 8.8 years, a
6 percent decrease from the previous
year’s 9.4. The most traded-in model
year is 2006 and the top five years traded-in all pre-date the recession.
Experian Offers
Autocount to NIADA
Members
EXPERIAN AUTOMOTIVE HAS
TEAMED WITH THE NATIONAL
INDEPENDENT
AUTOMOBILE
DEALERS ASSOCIATION to provide
its members with access to AutoCount
Market Reports.
AutoCount Market Reports are
designed to provide dealers with
a 360-degree view of the vehicle
landscape, including the competition,
dealership performance and vehicle
sales. The reports will provide NIADA
members with data within a 20-mile
radius around their county or regional
market and give them insight into
vehicle sales by make and model, topselling vehicles by volume and local
dealership market share.
Additionally, dealers can view a lender
summary that provides lender market
share in the dealer’s specified target radius.
NIADA members can access AutoCount Market Reports for $125 a
month. n
13 ARA GPS Systems
27 Adesa Atlanta
23 Auction 123
51 AutoStar Solutions
40 AutoUse
8 Black Book
15 Charleston Auto Auction
24 Dealer Funding
41 DealerCenter with RouteOne
BC Frazer Computing, Inc.
29 Georgia Insurance Associates
5 Goldstar-Spireon GPS
23 Hamilton State Bank
48 Insurance Auto Auction
IBC Manheim Inside Back Cover
37 NIADA (Certified Program)
52 Oakwood’s Arrow Auto Auction
39 Peoples Financial
49 Preferred Warranties, Inc.
19 Rawls Auto Auction
54 Reeves Insurance Agency
35 Ron Widener & Associates
24 Select Automotive
Management
32 Simmons Nameplate
26 Spot Delivery
33 Sterling Credit Corporation
45 TitleTec
16 United Acceptance
3 Used Cars.com by Dealix
IFC Wayne Reaves
TO ADVERTISE WITH US
IN PRINT AND ONLINE!
Please see page 58 for advertising
rates and contact information.
GIADA Independent Auto Dealer Jan/Feb 2014 | 13
FEATURE
GROWING GIADA
Growing GIADA into a
Powerhouse
GIADA Pays Tribute to Dennis Pope and Glen Reeves
Winston Churchill
once said “We make
a living by what we
get. We make a life
by what we give.”
G
iving is built into the DNA of
Dennis Pope and Glen Reeves,
the first two subjects of an ongoing column highlighting many who
have built the GIADA into one of the
largest and most robust associations of
its kind in the United States.
Dennis Pope, manager of People’s Financial in Mableton, GA, has automobiles in his blood. For almost 30 years,
Dennis has worked with the GIADA,
winning virtually every award available from its membership. It makes
sense that Pope has been showered
with these accolades, because, as he
puts it, “I’ve served on most committees and boards over the last 28 years. I
was a part of the GIADA back when it
was small. There is not much I haven’t
done.”
It’s exactly that kind of “do what is
needed” attitude that Pope has harnessed to help the GIADA grow. But,
14 | GIADA Independent Auto Dealer Jan/Feb 2014
Dennis Pope, Manager
People’s Financial
Glen Reeves, President
Reeves Insurance
more importantly, Pope sees real value
in the organization and how it helps
its members. “I can’t believe a dealer
would not want to join the GIADA,”
Pope says. “You know, they don’t know
what they don’t know. When you are
starting a dealership or even if you are
experienced, this industry is changing
all the time. You can call and always
get all of your questions answered.”
and leadership firsthand. “It has helped
my business. I’ve learned from dealers
and I’ve seen how what we do can make
a real difference in their business. This
is a touchy economy. There is a new
normal. Not everyone is cut out to be a
successful dealer. It’s hard and GIADA
is the way to be successful.”
Pope’s business, too, has experienced
the benefits of GIADA membership
Sometimes, the way into an
organization is a little more circuitous.
About 15 years ago Glen Reeves, of
Reeves Insurance, was recruited to join
FEATURE | GROWING GIADA
the GIADA. “Folks like Rainwater and
Lewallen were in the organization and
said that the GIADA would be a great
value. They were right.”
He found the first meeting interesting
and a gateway to learning more about
the industry. “Once I started attended, I saw that the people around the
GIADA, including the members, office
staff, leadership, were all committed to
growth and innovation.”
Reeves, whose company was founded
in 1988 and offers custom solutions to
meet dealers’ needs, saw that his customers were in the association, too.
“You meet a lot of good people and my
customers were involved, so it was a
natural choice.”
Once a member, Reeves became involved in membership and a variety
of other committees. “The GIADA
has made a lot of changes – has really grown. It’s doing a lot of good thing
and these are things that dealers take
for granted. That’s why membership is
so important.”
Both Pope and Reeves draw attention to the representation GIADA has
in Atlanta and DC. “The GIADA has
two lobbyists who are working for our
good,” Pope says. Reeves adds, “People
are making decisions about your livelihood in Atlanta and in DC. If you are
not a member, you aren’t part of that
discussion – aren’t represented. The
GIADA is there protecting your rights
and ensuring the laws are fair for the
industry.”
The GIADA is only as a good as its
membership and leadership. Stay
tuned for additional articles highlighting those who are making a difference
in the industry. n
www.CharlestonAutoAuction.com
GIADA Independent Auto Dealer Jan/Feb 2014 | 15
Digital Ads Exert Extra Influence
Digital advertising continues to grow its influence
among car shoppers.
A new report, “Digital Influence on
Auto Intenders,” from Interactive Advertising Bureau (IAB) and Prosper Insights finds that consumers are almost
twice as likely to be swayed by auto-focused digital marketing than the general population (21 percent vs. 12 percent).
Moreover, automotive shoppers are 71
percent more likely to be influenced by
digital advertising across multiple retail
categories than the average consumer.
Other key findings highlight digital
lifestyle differences between auto buyers and the typical adult. Automotive
intenders are:
• More prone to own smart phones
16 | GIADA Independent Auto Dealer Jan/Feb 2014
(75 percent vs. 54 percent), as
well as tablets (42 percent vs. 33
percent)
• Heavier digital video streamers,
both online (69 percent vs. 56 percent) and on mobile devices
(52 percent vs. 35 percent)
• More likely to regularly watch
digital video commercials before
streaming video programming
(66 percent vs. 53 percent)
• More likely to regularly research
all kinds of products online before
buying (58 percent vs. 42 percent)
Combined, these distinctions bring
them regularly online where they can
“...vehicle buyers regularly
embark upon online searches
for automobiles and are twice
as likely to be influenced by
sponsored search ads (20
percent vs. 10 percent).”
encounter automotive ads when they
are actively considering an auto purchase.
The study also shows that a majority of
vehicle buyers regularly embark upon
online searches for automobiles (86
percent) and they are twice as likely to
be influenced by sponsored search ads
(20 percent vs. 10 percent).
In addition to digital, all forms of
media influence the automotive path
to purchase, emphasizing the importance of a solid media mix in order to
effectively reach prospective vehicle
buyers. n
FEATURE
YOUR MONEY
Bankruptcy, Trustee Trouble
by Shelley B. Fowler
Y
our customer files a Chapter 13
bankruptcy petition. You file
a secured proof of claim. Your
customer files a plan reflecting the secured status of your claim and provides
for payment to you. The bankruptcy
court confirms the plan. You're home
free, even if you think that the perfection of your lien on the customer's car
might have been avoidable in the bankruptcy case, right? Not necessarily.
Ricky Fluellen bought a car that was
financed by Acorn Financial, Inc. A
month later, on July 21, 2010, Fluellen
filed a Chapter 13 bankruptcy petition.
Acorn did not perfect its security interest until six days later, on July 27. Acorn
filed a secured proof of claim on August 12. Thereafter, Fluellen obtained
confirmation of a plan that provided
for monthly payments of $146 to Acorn
on account of its secured claim.
all the information she needed to
challenge Acorn's claim prior to
confirmation, yet she affirmatively recommended to
the bankruptcy court
that Fluellen's plan be
confirmed. The appellate court noted
that its holding
was limited to
the facts of this
case and would
not necessarily
apply to a case
where the trustee is unaware of
the defects in
the creditor's
security interest at the time
the plan is confirmed.
A week after the plan was confirmed,
Camille Hope, the Chapter 13 trustee,
filed an adversary proceeding against
Acorn to avoid its lien on Fluellen's car as
a preferential transfer. Acorn moved for
summary judgment, arguing that Hope
was bound by the terms of the confirmed
plan. The bankruptcy court granted the
motion, and the district court affirmed,
as did the U.S. Court of Appeals for the
Eleventh Circuit recently.
This case is
a good one
to have in
your back
pocket if your
lien is
challenged post-confirmation, but it
will only be persuasive if you can prove
that the trustee knew about the potential problems with the perfection
of your lien before the plan was confirmed. n
The appellate court concluded that
Hope was bound by the terms of Fluellen's confirmed plan because she had
Reference: Hope v. Acorn Financial,
Inc., 2013 U.S. App. LEXIS 19661 (11th
Cir. (M.D. Ga.) September 26, 2013).
MARKETING YOUR DEALERSHIP
2.8 Million Reasons to Take
Your Dealership Mobile
by Mike McFall, President, Black Book Online Division
It is estimated that about 2.8 million
new car sales this year will come from
customers utilizing mobile technology during the car-shopping process.
What’s even more astounding—consider that just a few short years ago this
number was less than half that total.
According to Forrester Research in The
Wall Street Journal, between 2008 and
2011, the percentage of U.S. adults who
accessed the Internet on a daily basis
from PCs grew from 54 to 62 percent.
During that same time, mobile Internet users shot up from four percent to
26 percent.
Looking ahead, the number of mobile connected devices will exceed the
number of people on Earth. According
to Cisco’s Global Mobile Data Traffic
Forecast Update, it is expected that
there will be over 10 billion mobile
18 | GIADA Independent Auto Dealer Jan/Feb 2014
devices by 2016, exceeding the world’s
population of 7.3 billion.
nities to engage customers on mobile
devices.”
Mobile technology is changing the way
customers shop, just as the Internet
enabled more engagement and greater
transparency years ago. There’s a good
chance that as many as 50 percent of
you are reading this article on a mobile device. Simply put, if you can’t live
without your smart phone, why would
you force your customers to live without one?
But, the movement to mobile must be
done the right way; otherwise dealers
will simply be left with a smart phone
version of their existing website. The
problem that dealers face when they try
to integrate an effective mobile strategy is that they view mobile as an extension of their website. Customers expect
a different experience on their mobile
device compared to a traditional website. Most notably, they want simplicity and ease of use with mobile. Customers also want more transparency
during the shopping process, and the
right mobile strategy helps accomplish
increased transparency.
“Compared to our website traffic, mobile was just about 10 percent two years
ago. Today I would put that number
at about 30 percent and growing fast.”
Said Rick Trinkl, Vice President of
Training at the Larry H. Miller Company. “Because of this growth, it’s been
a priority to push our web providers to
build more functionality and opportu-
It is important for dealers to ask themselves what they want to accomplish
with their mobile strategy. If the strate-
MARKETING YOUR DEALERSHIP
gy is all about engagement, then it’s important to implement applications that
are focused toward inventory, price
quote/trade appraisals, “click to call,”
and service.
Dealers should conduct an audit of
what their current mobile experience
looks like. Start by asking if the mobile
experience simply mirrors the online
website. Does it feel like a one-size-fitsall approach?
How does it tie into your branding and
marketing efforts? How does it set you
apart? And, are you using the special phone technologies effectively?
Functions like use of location services, live “clickable” phone numbers, interactive mapping and home
screen bookmarking of your site are
ways to leverage common phone
functions. Live links to your Facebook and Twitter can build engagement and repeat use.
“We started by asking our web provider for their recommendations on best
practices. Then we began adding the
features we thought customers would
appreciate,” added Trinkl.
To follow are several applications that
every dealer should have when launching a mobile offering for customers:
Inventory Availability
Enables customers to quickly find vehicles immediately available at the dealership.
Price Quotes
Easily check the price on vehicles customers have in mind as possibilities.
year
of the
uction
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ancial
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GM fin
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BB&T
§ sale every tuesday 8:30 aM § on-line sales every week §
I-20 & Rd. 34 (exit 44) Leesville, SC 29070
803.657.5111 www.RawlsAutoAuction.com
Trade Appraisals: Give customers a
way to find how much their vehicle
is worth, giving them a sense of how
much money they can put toward a
new purchase.
Contact/Directions
Virtually everyone uses their mobile
device to find destinations. This allows local customers to easily find your
dealership.
Click to Call
Use the phone function to make the
number on screen live and clickable,
and be sure to track inbound activity.
Make it your goal to capture the customer name as a lead for the CRM system.
Service
Use mobile not only to schedule service
but make it easy to check the status of
repairs via their mobile device.
These mobile applications should be
seamlessly integrated into all back-end
operations, including customer relationship management and BDC operations, with tractable metrics accessed
by management from anywhere. It
wasn’t that long ago when websites
were the next big thing. Today, history is quickly repeating itself, and with
the world turning mobile it’s extremely
critical for dealers to have the right mobile presence that will lead them into
the future. n
____________________________
Mike McFall is President, of Black
Book’s Online Division. Black Book
is a division of the Hearst Business
Media Corporation. Their innovative
products and services include new
and used vehicle value services, custom data licensing solutions, as well as
lender origination and risk analysis.
See more at www.blackbookauto.com.
GIADA Independent Auto Dealer Jan/Feb 2014 | 19
MARKETING YOUR DEALERSHIP
Creating a Social Media
Plan for a Car Dealership
by Courtney Gordner
F
or car dealerships, competition
is imminent. At the end of 2011,
there were nearly 18,000 car dealerships in the United States. Although
car dealerships vary in the types of vehicles they sell, they all target a similar
audience: people who want to buy a car
. Due to this rampant competition and
continuous demand, an effective marketing and social media plan is even
more essential for car dealerships than
many other types of businesses. As a
result, car dealerships should employ
the strategies below to get started on a
stellar and properly targeted social media campaign.
Tailor Content Stylistically
Based on the Social Media
Platform
Having an established presence on
Facebook and Twitter is common sense
when the term “social media campaign” comes to mind, but perhaps it’s
just as important for car dealerships to
develop a presence on lesser-known,
but still thriving, social media alternatives like Google +, Pinterest, Vine, and
Instagram.
Registering and setting up an account
on all of these networks is easy and
free, but it’s important to discern their
differences and build content based on
these. For example, the only content
permissible on Vine are videos up to
six seconds long, so a different strategy must be employed on this network
20 | GIADA Independent Auto Dealer Jan/Feb 2014
MARKETING YOUR DEALERSHIP
as opposed to a different social media
platform like Instagram, which either
emphasizes photos or lengthier videos.
Mobile video content is one of the most
emerging social media trends of the
past year, so a car dealership that already has a following on platforms like
Vine and Instagram are already one
step ahead of their competitors.
flexible posting of content, from
videos to photos, so any variation
on the content above would work.
Re-posting Instagram and Vine
content to Twitter, Facebook and
Google + is recommended as well.
chosen, a contest can be a great
way to obtain social media followers by requiring entrants to follow
the dealership on a social network
or two to enter. Either requiring a
follow or response on social media
Host Contests and Other
Calls-to-Action on Social Media
One of the most effective ways of obtaining social media followers, and
consequentially leads, is to utilize
calls-to-action on social media. This
is possible no matter the social media
platform. Contests, and specifically the
prospect of earning free prizes by simply commenting or clicking ‘Like’, are
desirable to the masses. For car dealerships, it’s up to the individual dealership to choose between two types of
contests to host:
1. A contest with a very substantial
prize (a car, vacation, etc.), but only
one winner.
2. A contest with smaller prizes (a
car discount, restaurant gift certificate, local business coupon such
as 50% off Web Design Company,
etc.) and several winners. Deciding
between these two types of contests
is relative to the individual dealership. Regardless of the option
ensures visitors will remain connected to the dealership, even after
the contest is complete. You can
promote this on social media and
web sites by mentioning “Win a
free ___ now! All you have to do to
enter is follow us on Facebook and
Twitter!”
Be Yourself, Not a Robot,
When Posting or Tweeting
One of the biggest no-no’s for a car dealership on social media is to incessantly
list inventory. Blindly providing a listing like this is likely to overwhelm potential leads, as well as suggest to them
you would prefer customers to take the
lead rather than take charge yourself.
This may imply insecurities regarding
inventory, which is something dealerships do not want to convey.
Alternatively, personalize social media content as much as possible. For
example, if a car dealership wants to
promote a sleek new convertible on social media, there are several different
approaches to take. Some ideas include:
• Facebook—A photo or video of the
convertible in action, with call-toaction text asking followers if they
have any nostalgic memories of
being in a convertible.
• Twitter—A short tweet along the
lines of, “Check out how this convertible is different from anything
you’ve ever driven before,” with a
link to the dealership’s site.
• Vine—A humorous six-second
video that shows some dealership
staff members riding suavely with
sunglasses on in the convertible.
This video should be intended to
go viral.
• Instagram—A series of photos
from the Vine video shoot, or an
extended version of the Vine video.
• Google+—Google+ allows for
If a car dealership has a widespread
presence across various social media
platforms, comes across as personable
and interesting on these platforms,
and encourages user engagement via
calls to action, their social media plan
is already leaps ahead of most car
dealerships. By staying true and consistent to these methods, a car dealership’s number of leads should increase
exponentially. n
____________________________
Courtney Gordner is a passionate
blogger with a love for Internet marketing and social media. Read more on
her blog, www.talkviral.com.
GIADA Independent Auto Dealer Jan/Feb 2014 | 21
FEATURE
ADVERTISING TIPS
8 Advertising Potholes
Auto Dealers Should Avoid
By Lesley Fair
I
n a drive to encourage truth in
auto advertising, the FTC has announced Operation Steer Clear – a
coast-to-coast law enforcement sweep
focusing on deceptive TV, newspaper,
and online claims about sales, financing, and leasing. If you have clients in
the auto industry, the lessons of Operation Steer Clear can help keep them on
the right track.
ing to trial before an Administrative
Law Judge.
The companies named in the 10 lawsuits include four California dealers: Casino Auto Sales in La Puente,
Rainbow Auto Sales in South Gate,
Honda of Hollywood in Los Angeles,
and Norm Reeves Honda in Cerritos.
Also the subject of law enforcement
action are Fowlerville Ford in Fowlerville, Michigan; Nissan of South
Atlanta in Morrow, Georgia; Infiniti of Clarendon Hills in Clarendon
Hills, Illinois; and Paramount Kia
in Hickory, North Carolina. In addition, the FTC took action against
Texas-based Southwest Kia companies, including New World Auto Imports in Dallas, New World Auto Imports in Rockwall, and Hampton Two
Auto Corporations in Mesquite. A
lawsuit against Courtesy Auto Group
in Attleboro, Massachusetts is head-
Deceptive pricing
Some dealers lured prospective buyers onto the lot by advertising vehicles at a specific
low price. But the real price was $5,000
more. (The complaint mentions that
some of these ads involved a mix of English and Spanish.)
22 | GIADA Independent Auto Dealer Jan/Feb 2014
You’ll want to review the complaints
to see the allegations in each particular case, but busy dealers can supplement their TO DO lists with these TO
DON’TS, ad-related practices the FTC
challenged as illegal in one of more of
the cases:
Deceptive teaser
payments
In some cases, dealers advertised attention-grabbing low
monthly payments. What they didn’t
explain up front was that those were
temporary teaser payments that would
get jacked up after a short period.
The FTC says dealers didn’t state the
number of payments and how much
they would be after those first few low
monthly payments.
Undisclosed balloon
payments
Another dealer advertised
low monthly payments without clearly disclosing that buyers would
owe a final balloon payment. What’s
more, the FTC says the dealer didn’t
disclose the amount of that balloon –
in this case, over $10,000.
False $0 up-front
leasing claims
Some companies advertised
that consumers wouldn’t have
to pay anything up front to lease a car.
Not true, says the FTC. In fact, lurking
behind those goose eggs were hefty fees
and other amounts due up front.
Undisclosed lease terms
The FTC says some companies touted low up-front
amounts and low monthly
payments in their ads without clearly
explaining that the transaction was actually a lease and involved substantial
hidden fees.
Hidden rates
In one case, the FTC charged
that the dealer claimed to
offer 0% for 60 months. But
FEATURE | ADVERTISING TIPS
as it turned out, the rate applied only
if people bought a new car for up to
a certain dollar amount – in one instance $12,000. If the car of a consumer’s dreams was, say, $18,000, the buyer
would have to pay a higher rate, and
that rate wasn’t clearly stated.
Bogus prize promotions
One dealership used a mailer
to get folks in the door, falsely claiming the consumer had
won a sweepstakes prize.
key credit- or lease-related terms in ads.
To settle the FTC lawsuits, the companies have signed proposed orders that
will change how they do business in
the future. Notable terms in these legally binding settlements: a ban on ads
that misrepresent the cost to buy, lease,
or finance a vehicle and a prohibition
on other deceptive claims about pricing, sale, leasing, or financing. When
charged in the complaint, the orders
mandate that dealers abide by TILA
and the Consumer Leasing Act. Also
forbidden: bogus claims about sweepstakes, prizes, or other incentives. n
Credit and leasing
violations
In many of the cases, the FTC
charged that companies violated the Truth in Lending Act (TILA),
Reg Z, the Consumer Leasing Act, and
Reg M – long-standing laws that any
dealer should be familiar with. One
common thread: the failure to disclose
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GIADA Independent Auto Dealer Jan/Feb 2014 | 23
24 | GIADA Independent Auto Dealer Jan/Feb 2014
Car buyers indicate that
they will walk away
from a deal when the
experience is not meeting
their expectations.
The Dealership Experience
Can Make or Break a Sale,
According to AutoTrader.com
INDUSTRY EVENTS
CALENDAR
March 10
Automobile Dealer
Pre-License Seminar
Lithia Springs, GA
March 14
Automobile Dealer Continuing
Education Class
Macon, GA
March 17
Automobile Dealer Continuing
Education Class
Marietta, GA
The auto industry should put a greater focus on the
experience consumers are having in dealerships,
according to AutoTrader.com.
A recent study by AutoTrader.com identified the “Dealership Experience,” and
particularly “Customer Handling,” as
one of the leading factors that determines
where consumers make their purchases.
dealership to be untrustworthy, and
74 percent indicated that they would
walk away from a dealership that had
the exact car they wanted if they found
the dealership to be untrustworthy.
Central to superior customer handling
is meeting shoppers where they are
in the shopping process and allowing them to shop the way they want
to. Car buyers indicate that they will
walk away from a deal when the experience is not meeting their expectations. In fact, AutoTrader.com research
has shown that one of the top reasons
new and used car buyers are dissatisfied with the dealership experience is
a pushy and/or dishonest sales person.
Conversely, a good consumer experience can help dealers seal the deal. Of
the top 10 reasons why car buyers select
the dealership where they ultimately purchased from, six were influenced
by positive customer handling: past experience with the dealer (21 percent),
dealer’s reputation (10 percent), referral from someone else (seven percent),
dealer’s service department (six percent), always buy from my salesperson
(five percent), liked salesperson/treated
us well (three percent).n
____________________________
Additionally, that research shows that
a majority of shoppers would not buy
from a dealership they found to be untrustworthy, even if that dealership had
the best price or the exact car they were
looking for. In that study, 70 percent
of respondents said they would walk
away from a dealership that offered the
best price on a vehicle if they found the
AutoTrader.com is a leading resource
for car shoppers and sellers. AutoTrader.com aggregates millions of new, used
and certified pre-owned cars from
thousands of dealers and private sellers
and provides expert articles and reviews. Visit www.press.autotrader.com.
March 21
Deadline to Register for 2014
“Best Dealerships To Work For”
www.bestdealershipstoworkfor.com
March 22
Automobile Dealer
Pre-License Seminar
Marietta, GA
March 26-30
Atlanta International Auto Show
Georgia World Congress Center
Atlanta, GA
April 7
Automobile Dealer
Pre-License Seminar
Lithia Springs, GA
April 14
Automobile Dealer
Pre-License Seminar
Lithia Springs, GA
April 14-16
BHPH World Convention
Las Vegas, Nevada
July 24-27
GIADA State Convention
Savannah, Georgia | Hyatt Regency
26 | GIADA Independent Auto Dealer Jan/Feb 2014
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GIADA Independent Auto Dealer Jan/Feb 2014 | 27
SALES MANAGEMENT
10 Tips for Closing a Sale
by Thomas Phelps, PWS, Inc.
I
f
you
asked a
hundred
sales professionals for their
best tips on closing
a sale, you would get a hundred different responses. You would
hear the old school crowd preaching
the benefits of the assumptive and Colombo closes. The newer breed would
claim that a sale is simply the result of
the relationship and rapport that you
have built with the customer. While
closing techniques are as varied as the
sales professionals employing them,
there are some tried and true tips to effectively close a sale.
Earn the Right
Before you can expect to close a sale,
you must first earn the right to ask for
the sale. You earn the right by delivering on your promises and by following
up on customer questions. You earn
the right by showing up for appointments on time, prepared and eager to
serve the customer. Focus each call on
how you can help the customer instead
of what you can get from the customer,
and you will eventually earn the right
to ask for the sale.
Ask for Next Steps
After any customer call or completed
action item, ask the customer what he
28 | GIADA Independent Auto Dealer Jan/Feb 2014
or she thinks should be the next steps.
If they are unsure, make suggestions of
next steps that move you closer to a close.
Remember that the next step could be to
close the sale. Often times, inexperienced
sales professionals add too many steps
before trying to close a sale.
Each step you take in a sales cycle
should be leading you towards partnering with your customer. With each
customer interaction, remind yourself
of where you want to go and focus your
efforts on moving in that direction.
Without knowing where you are going,
you may find yourself taking steps that
lead you away from closing the sale.
Keep focused on your purpose during
each step in the sales process.
Give and Receive
In most sales cycles, your customers
will ask for something. Whether they
ask for information, a lower price,
product demonstrations or customer
referrals, expect that you will be giving a lot during the sales cycle. A good
rule to remember is that you should
always ask for something after you
give something. For example, if the
customer asks for a demonstration,
ask for their commitment to move forward to the next steps if the demonstration proves that your product or
service will fulfill their need. While it
may be better to give than to receive,
in the sales world, giving and receiving are both equal players with equal
amounts of importance.
Sell More Value
In a price-sensitive market, the winner
is the one who is able to show more value than the asked for price. Value is determined not by the market but by your
customer. Show them that your product
or service has more intrinsic value than
the price, and the sale is yours.
Under Promise
A mistake that many rookie sales professionals make is to promise something
that they cannot deliver. For example, if
you are selling a product that requires
the item be shipped, tell the customer
when to expect the item and never suggest that you can get it to them sooner
than what is realistic. It is better to tell
them that delivery will take longer than
what it probably will.
Over Deliver
If you followed tip No. 6, you will have
ample opportunity to over deliver. De-
SALES MANAGEMENT
The golden rule in sales
is simple: "After a
closing question is
asked, the first person
who talks, loses."
livering an item earlier than expected
will be seen by most customers as you
going above and beyond for them.
However, if you've over promised,
you've probably set yourself up to under deliver. This creates a diminished
sense of value in the customer's mind,
making it more challenging to close
the sale.
You will have competition in every
sale. Competition can come in the
form of another company or from the
potential of your customer making no
decision. If you put down your com-
Georgia
Insurance
Associates
petition, you immediately put the customer on the defensive. Doing so may
cost you the sale. Instead, praise the
competition where they are strong and
point out where your company outshines everyone else.
Prepare and Plan
If you’ve done your work and have
built more perceived value than the
price you are asking, it’s time for you to
prepare and to plan for the close. Preparing includes gathering all the information, paperwork, forms, etc that the
customer will need to move forward.
Planning means to anticipate any last
minute objections and how you will respond to them.
Close Your Mouth
The golden rule in sales is simple:
"After a closing question is asked, the
first person who talks, loses." In other
words, if you've earned the right to ask
for a sale, ask for the sale then say noth-
ing. Rookie sales professionals often
talk themselves into and out of a sale.
Their excitement and nervousness put
their mouths on auto-drive and they
often end up either missing a buying
signal or, worse yet, keep talking and
end up bringing up something that
the customer hadn't thought about yet.
New thoughts in a closing situation
usually result in sales delays.
The temptation to talk is great but once
you learn how to resist the temptation
and how to close your mouth, your
sales closing percentages will increase. n
____________________________
Thomas Phelps is the president and
owner of PWS, Inc; a service-based
business that focuses on delivering
professional writing, sales coaching
and consultative services to sales professionals and sales businesses around
the world.
Serving the Auto Industry
since 1974
Special rates for Independent Auto Dealers
4 Garage Liability
4 Dealer Open Lot
4 Dealer Bonds
4 Worker’s Compensation
Martha Fullwood@ 678.985.0944, ext 1418
or toll free 866.985.0944
E-mail: [email protected]
1746 Lawrenceville Highway • Lawrenceville, GA 30044 • www.georgiains.com
GIADA Independent Auto Dealer Jan/Feb 2014 | 29
LEGALLY SPEAKING
Reviewing Your Retail
Installment Sales Contract
10 Things You Need to Know
by Debra Dawn, Leedom Group’s General Counsel & Compliance Director
A
s we start a new year, now is
the time to re-read and bring
up to date old operating documents that you likely have not reviewed
in several years. DMS providers do not
do this for you. Accordingly, it is highly likely that versions you currently use
may not have been modified in several
years. One of the most important documents to review is the Retail Installment Sales Contract which is utilized
in virtually all your sales and forms the
basis for the agreement between the
dealership and the customer.
Here are 10 things you should review in
regards to your Retail Installment Sales
Contract.
1
Have you drafted the appropriate
corporate documents to substantiate the transaction? If your dealership does not have a Related Finance
Company, this is not an issue for you
and you can proceed to the next point.
However, if you do have an RFC there
must be a Purchase Agreement in place
between the dealership and the RFC.
That document must be approved by
the Board of Directors of both companies. It must state how each contract is
being purchased. You must also have a
Repurchase Agreement or a provision
in the Purchase Agreement delineating in detail the circumstances under
which the dealership is required to re-
30 | GIADA Independent Auto Dealer Jan/Feb 2014
purchase the Retail Installment Sales
Contract, when the repurchase is to
take place and for how much. If you
do not have such a Repurchase Agreement, you cannot apply for a sales tax
credit upon repossession.
2
Have you decided whether to
mandate arbitration? The decision as to whether or not to require a
customer to arbitrate grievances depends upon the level of concern regarding class actions. If you do embrace arbitration, the dealership should
be willing to front the cost of case management and filing fees for your customer in order to ensure enforceability
of the provision. In many cases, arbitration may be more costly than small
claims actions. Furthermore, the rules
in arbitration are far more lax than the
rules of evidence in court. Arbitrators
also have a tendency to “split the baby”
no matter what the set of facts. If you
do elect to arbitrate, the method of arbitration must be carefully spelled out
in the contract.
3
Does your state have a “cooling
off” period? If it does, the timeframe within which a customer can
cancel the contract must be identified.
If your state is one of those that does
not provide for cancellation due to a
customer’s change of mind, I would
recommend a provision called “No
Cooling Off Period” which tells the
customer that state law does not provide a cancellation period for the contract and informing them that their
signature is final and binding.
4
Do you have risk of loss language?
It is important to tell the customer
that they will be bound by the contract
even if the vehicle is lost, stolen, damaged or destroyed.
5
Are the events of default complete? A good provision provides
for default under a variety of circumstances. All contracts have language
which protects the seller in the events of
payment stoppage, bankruptcy, property lien or violation of contract terms
and conditions. However, a higher level of protection is achieved when language is incorporated which includes
more general provisions such as, “We
reasonably believe that you are unable
to perform your obligations under the
contract” and “We discover that you
have made a false or misleading statement in an attempt to obtain credit.”
6
Are your rights in the event of
default clearly spelled out? Although it is common to state that, in
the event of default, all payments are
due and owing and the vehicle may
be repossessed without notice, a less
common provision requires the buyer
LEGALLY SPEAKING
to deliver the property to you. I also
recommend language stating that the
dealership may attach or garnish a
buyer’s disposable earnings, whether or
not you are or become a head of family
consistent with state and federal law.
7
Do you have the right to run continuing credit reports? Although
you have likely obtained the initial
right to obtain a credit report by means
of the credit application, in the event of
nonpayment the dealership or finance
company may wish to run additional reports to locate buyers and/or co-buyers.
This provision should be in the contract.
8
If you offer optional service contracts, have you stated that they
are not required in order to obtain
financing? This language is likely in
the optional service contract, but only
infrequently have I seen it in the Retail
Installment Sales Contract.
9
If you require full coverage insurance, is the buyer required to
name the dealer as an additional insured? Although it is acceptable to use
a separate Power of Attorney form to
obtain authorization from the customer to negotiate with an insurance
company in the event of loss, all the
insurance provisions you are requiring of the buyer (including maximum
deductibles) should be spelled out in
the contract.
10
If you use a GPS to locate AND
for starter interrupt, are those
possibilities both spelled out in the
contract? In virtually all my compliance audits, there is a separate document signed at the time of the sale
indicating that the customer agrees
that a GPS device may be installed.
However, the Retail Installment Sales
contract does not indicate that the
dealership is entitled to use starter
interrupt capabilities.
The Retail Installment Sales Contract is an integrated document. This
means that no additional provisions
may be introduced that have not been
covered in the contract (although ancillary documents may be used for
further explanation). All rights and
responsibilities must appear in the
actual Retail Installment Sales Contract, or in an addendum to that document clearly marked as such, attached
to the contract, and signed by the parties. Best practices are to incorporate
any and all material provisions into
your base agreement to avoid enforceability issues in the future. n
____________________________
Debra Dawn formed AUTOLAW
Group to assist dealers in all facets
of dealership compliance including
sales and collections forms, human
resources, collections, bankruptcies
and litigation. She has more than
25 years experience in contract law,
mergers and acquisitions and corporate finance. See more at www.
leedomgroup.com or contact Debra
[email protected] or 800966-8733.
GIADA Independent Auto Dealer Jan/Feb 2014 | 31
32 | GIADA Independent Auto Dealer Jan/Feb 2014
GIADA Independent Auto Dealer Jan/Feb 2014 | 33
INDUSTRY
PRESS
Equifax Reports Strongest
Auto Origination Volume in
Eight Years
The latest Equifax National Consumer
Credit Trends Report indicates that the
automobile lending sector continues
to thrive. From January-October 2013,
the total number of new auto loans
originated was 20.2 million, totaling
$405.2 billion and representing the
highest origination total for that time
in eight years.
“Auto delinquencies have declined to
levels last seen in mid-2006, and the
strength in the performance of loans
booked in the last few years is helping
to make credit more widely available
to those with higher-risk credit profiles, namely subprime borrowers,”
said Equifax Chief Economist Amy
Crews Cutts. “The choices consumers
are making with the types of cars they
are buying have changed in the aftermath of the Great Recession, with a
heavy emphasis on value for the dollar.
Demand for new cars is rising, but the
mix is now shifted towards economically and environmentally friendly features.”
Additional metrics for new credit include:
• Year-over-year, the total balance of
new loans January-October 2013
increased 14.7%, while the total
number of new loans increased
11.6%;
• Subprime auto lending now
accounts for 31 percent of all auto
34 | GIADA Independent Auto Dealer Jan/Feb 2014
loans originated today;
• October 2013 auto loan amount
totals also hit an eight year high
for the month at $39 billion; and
• The total balance of new credit
for auto loans January-October
2013 represents 49% of all new
non-mortgage consumer credit.
“It’s clear as we analyze the auto finance
segment that auto lenders are doing a
great job in accessing risk, managing
their portfolios, and making credit
available to customers who need transportation to get to work or simply want
to enjoy some of the great new models
that manufacturers are producing,”
said Lou Loquasto, Equifax Auto Finance Vertical Leader. “The industry’s
ever-growing sophistication in using
credit and non-credit data to aid decision-making is one of the key reasons
for the health of this segment. The biggest challenge that Equifax is hearing
in the market today is shrinking yields,
as more lenders look to auto finance as
a source of quality receivables.” n
____________________________
Equifax is a global leader in consumer,
commercial and workforce information solutions that provide businesses
and consumers with insight and information they can trust. Headquartered
in Atlanta, Equifax operates or has
investments in 18 countries and is a
member of Standard & Poor's (S&P)
500® Index. Visit www.equifax.com.
OTHER HIGHLIGHTS
from the most recent
Equifax data include:
Balances on outstanding auto
loans ($859.6 billion) and the
total number of existing loans
(62.3 million) in December 2013
are the highest in more than five
years;
By source, loans funded by
banks, savings and loans
and credit unions are at $417.2
billion, while the total number of
loans is 30.9 million – a five year
high for both;
Similarly, the total outstanding balance for loans funded
by auto finance companies is
$442.5 billion, a five-year high,
while the total number of existing
loans is more than 32 million, a
59-month high;
Serious delinquencies on
auto loans funded by finance
companies in December 2013
represent 1.88% of outstanding
balances, a year-over-year
decrease of 13.5%;
In that same time, serious
delinquencies on auto loans
funded by banks or other
depositories are 0.41% of outstanding balances, identical to
December 2012.
GIADA Independent Auto Dealer Jan/Feb 2014 | 35
INDUSTRY
PRESS
Meet NextGear Capital – Your Next
Inventory Financing Partner
In February 2013, NextGear Capital
was unveiled as the new name for an
inventory finance company created
through the merger of industry leaders
Manheim Automotive Financial Services (MAFS) and Dealer Services Corporation (DSC).
More than a year later, a lot has changed
for the Carmel, Ind.-headquartered
company, but the core values still remain the same.
“We continuously strive to provide
our customers with the latest technology and best customer service,”
said NextGear Capital President Brian Geitner, who was the former president of DSC. “When we merged with
MAFS it provided us the opportunity
to bring two customer-focused companies together under a new technology platform with a consistent business model.”
NextGear Capital offers its dealers
flexible lines of credit for their inventory purchases, including Retail,
Wholesale, Salvage or Diversified
Products (Recreational Vehicles,
Trailers, Marine, Powersports (Used),
Heavy Trucks (Used), Auto – Salvage
and Auto – Daily Rental). The company also partners with auctions to
provide fast and reliable funding for
auction purchases.
36 | GIADA Independent Auto Dealer Jan/Feb 2014
However, what separates NextGear
Capital from the competition is its
technology solutions, which it provides to more than 17,000 dealers
and more than 1,000 auctions across
North America.
NextGear Capital’s secure
shipping hub handles
more than 1.6 million
transactions annually and
its records vault has the
capacity to hold more than
1 million documents while
protecting them from fire,
theft and misfiling.
“I always say that we are a tech company that loans money,” said Geitner.
“We made the decision from the very
beginning to be tech-oriented because we could foresee that was the
direction the industry was heading.
Over the years, we have continually gone to our customers and asked
‘What is important to you?’ What we
have found is that there has been an
increased demand for faster, better
technology.”
One way NextGear Capital has
stepped up in this area is through
the launch of its new mobile app and
online account management solution
in 2013. These applications provide
a simplified experience to improve
dealer interaction, storing all important information for them in one
convenient location. According to
Geitner, this is just another step towards the company’s goal of merging
tomorrow’s technology today.
Ten years ago, the thought of conducting business on one’s phone seemed
far-fetched. Not so much anymore.
According to NextGear Capital, approximately 30 percent of their customers routinely use the NextGear
Capital mobile app to manage their
accounts.
“In today’s high-tech world, it is our
belief that inventory financing has to
not only help a dealer acquire more
inventory but also has to be able to
provide them with data,” said Geitner. “If you are going to finance the
inventory, you should be in a place
where you can help the dealer make
the best decision possible on that
soon to-be collateral.”
Another unique characteristic of the
company is its on-site records and title management. NextGear Capital’s
secure shipping hub handles more
Continued on page 38
Building Your Business
with
The NIADA Certified
Pre-Owned Program
•
•
•
•
•
•
•
•
•
•
Increase Sales
Increase Customer Confidence
Raise CSI
Reach New Customers
Increase Gross Profits
Alignment with a National Partner
Multiple Programs to Choose From
Day 1 Coverage
Simple and Fast Claim Process
Financial Strength in AmTrust
CPO, Places Your Dealership Above the Competition
Contact - Centurion Automotive Products, the GIADA Official
Marketing Arm for the NIADA CPO Program
Danny Delich, State Contact
(913)403-6042
www.centurionauto.net
GIADA Independent Auto Dealer Jan/Feb 2014 | 37
INDUSTRY PRESS
Looking ahead to 2014,
NextGear Capital sees a
market very much in favor
of the dealer and
consumer today.
Continued from page 36
than 1.6 million transactions annually and
its records vault has the capacity to hold
more than 1 million documents while protecting them from fire, theft and misfiling.
According to Geitner, NextGear Capital’s success can be attributed to the
company’s entrepreneurial leadership.
“Our executive team has always maintained a start-up like mindset when it
comes to exploring new ideas,” said
Geitner. “That spirit of entrepreneurialism has allowed us to stay on top in
38 | GIADA Independent Auto Dealer Jan/Feb 2014
technology because it is recognition
that in order to compete for tomorrow,
we have to prepare for it today.”
NextGear Capital has celebrated some
big milestones in the last year. Along
with the launch of its new mobile app,
the company announced plans to expand its reach into Canada and UK.
Additionally, NextGear Capital expanded its corporate campus in Carmel, adding a second building to bring its
total square footage of office space to
more than 80,000 feet.
For NextGear Capital, the biggest challenge is staying ahead of ever changing
trends so as to not get caught. Dealers
are looking for a consistent partner in
terms of their financing needs, and the
company spends a great deal of time going through the setup process explaining what they can expect from NextGear
Capital, the services the company has to
offer them and how NextGear Capital
tailors their relationships to meet their
dealers’ needs.
Centurion
Automotive
Products named
Marketing Group
for the NIADACPO for Georgia
Based out of Syracuse, NY, with offices
in Atlanta, GA, Centurion Automotive Products, Inc. has been named the
official marketing group for the NIADA-Certified Program for Georgia.
Mark Fiorini, President of Centurion
Automotive Products, has been serving
the needs of auto dealers since 1980.
The Centurion team has over 200 years
of combined auto business experience
and value over 400 auto dealer relationships. This is a main reason Warrantech has appointed Centurion to be
the marketing arm of Georgia and the
NIADA-Certified Program.
Looking ahead to 2014, NextGear Capital sees a market very much in favor of
the dealer and consumer today. Market
corrections will likely begin in 2014 and
into 2015 if not sooner. Lease inventory
is entering the space, which in turn is
putting downward pressure on the vehicle values. Some analysts see an 18 percent growth in lease volume next year,
which creates a cycle in which the dealer
has an abundance of inventory, giving
the consumer more choices.
Centurion Automotive is also a full
line consulting firm with a very diverse
portfolio of products and services to offer
your dealership. Services include extended service contracts, complete startup
reinsurance companies, Ancillary Products, such as GAP, tire and wheel, theft,
chemical products, and full array line of
training programs to include F&I, sales,
BDC, and complete dealer development
programs to help your dealership maximize sales and profits.
“We’re very excited about a variety of
offerings in 2014,” said Geitner. “We
have several key initiatives surrounding our partnerships with a variety of
retail finance companies, which will
allow our customer to leverage their
floor plan relationship and the use of
data, products and services – all to
make doing business faster, easier and
more profitable.” n
President Mark Fiorini named Danny Delich the Area Representative for
Georgia. With over 25 years in dealer
services, Danny has the know-how to
provide solutions to all your dealership needs whether they are finance
products, training solutions, or general
dealer development information. Contact Danny at (913)403-6042 or
[email protected]. n
GIADA Independent Auto Dealer Jan/Feb 2014 | 39
SAVE THE
DATE
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40 | GIADA Independent Auto Dealer Jan/Feb 2014
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GIADA Independent Auto Dealer Jan/Feb 2014 | 41
AUCTION
DIRECTORY
MONDAY
Copart Auto Auction
6089 Hwy 20
Loganville, GA 30052
770-554-6366
12:00 pm Dealer & Public Sale
copart.com
Insurance Auto Auction Macon
2200 Trade Dr.
Macon, GA 31217
478-314-0031
9:30 am One Monday
per Month
iaai.com
Insurance Auto Auction Tifton
368 Oak Ridge Church Road
Tifton, GA 31794
229-386-2640
9:30 am Biweekly
iaai.com
Manheim Georgia
7205 Campbellton Rd
Atlanta, GA 30331
404-349-5555 / 888-766-7144
Ford Factory Sale Every Other
Monday
10:00 am
Call for Toyota & Nissan sale
manheim.com
TUESDAY
America’s Auto Auction -Atlanta
444 Joe Frank Harris Pkwy
Cartersville, GA 30120
770-382-1010
6:00 pm Dealer & Public Sale
auctionbroadcasting.com
America’s Auto Auction –
Greenville
2415 Hwy 101 S
Greer, SC 29651
864-801-1199
800-859-3393
3rd Tuesday of Every Month
2:00 pm Marine Sale
americasautoauction.com
America’s Auto Auction –
Jacksonville
11982 New Kings Rd
Jacksonville, FL 32219
904-764-7653
6:00 pm INOP Sale
6:30 pm Dealer Only Sale
americasautoauction.com
Athens Auto Auction
5050 Atlanta Hwy
Bogart, GA 30622
770-725-7676
6:30 pm Dealer & Public Sale
athensautoauctionga.com
Chattanooga Auto Auction
2120 Stein Dr.
Chattanooga, TN 37421
423-499-0015
9:00 am Dealer Sale
chattaa.com
Columbus Auto Auction
2473 Blanchard Blvd
Columbus, GA 31901
706-320-2200
5:45 pm Dealer Sale
Columbusgeorgiaautoauction.com
Hwy 515 Auto Auction
107 Whitepath Rd
Ellijay, GA 30540
706-635-1500
6:00 pm Dealer & Public Sale
hwy515autoauction.com
Insurance Auto Auction Atlanta North
6242 Blackacre Trail NW
Acworth, GA 30101
770-975-1107
9:00 am
iaai.com
Manheim Georgia
7205 Campbellton Rd
Atlanta, GA 30331
404-349-5555 / 888-766-7144
9:00 am Dealer Sale
1st, 3rd, & 5th Tuesday
8:30 am Disable Sale
manheim.com
WEDNESDAY
411 Auto Auction
3824 Hwy 411
Kingston, GA 30145
770-336-5581
12:00 pm
411autoauction.com
Adesa Atlanta
5055 Oakley Industrial Blvd
Fairburn, GA 30213
770-357-2277
10:00 am Dealer Sale
adesa.com
America’s Auto Auction Greenville
2415 Hwy 101
Greer, SC 29651
864-801-1199
3rd Wed RV Sale 9:00am
americasautoauction.com
Augusta Auto Auction
1200 E. Buena Vista Ave
N. Augusta, SC 29841
800-536-3234
10:00 am Dealer Sale
9:30 am Last Wed of Month INOP
augustaautoauction.com
Carolina Auto Auction
140 Webb Rd
Williamston, SC 29697
864-231-7000
10:00 am Dealer Sale
1st & 3rd Wednesday
9:00 am Salvage Sale
carolinaautoauction.com
Dealers Choice Auto
Auction – Griffin
2425 North Expressway
Griffin, GA 30223
770-227-1791
3:00 pm Dealer Sale
dealerschoiceaa.com
Insurance Auto Auction –
Atlanta South
1930 Rex Rd
Lake City, GA 30260
678-920-4800
9:00 am
Rental & Fleet Sale
iaai.com
Manheim Atlanta
4900 Buffington Rd
College Park, GA 30349
404-762-9211 / 800-856-6107
Exotic Highline Event
4th Wednesday at 9:30 am
manheim.com
New Calhoun Auto Auction
2236 Rome Rd SW
Calhoun, GA 30701
706-624-1944
7:00 pm Dealer & Public Sale
newcalhounautoauction.com
Southeastern Auto Auction of
Savannah
1712 Dean Forest Rd
Savannah, GA 31408
912-965-9901
In-Op 10:00 am, Repos 10:30 am
11:00 am Regular Sale
southeasternaa.com
Truckcenter.com
1952 Moreland Ave
Atlanta, GA 30316
404-627-5346
Visit Website for Dates/Times
truckcenter.com
THURSDAY
Albany Auto Auction
1421 Liberty Expressway SE
Albany, GA 31705
229-435-7708
6:30 pm Dealer Sale
albanyautoauction.net
Manheim Statesville
145 Auction Lane
Statesville, NC 28625
800-868-1220
8:30 am TRA Sale
9:30 am
manheim.com
Georgia-Carolina
Auto Auction
884 East Ridgeway Rd
Commerce, GA 30529
706-335-5300
5:00 pm Dealer & Public Sale
gcautoauction.com
Dealers Choice Auto
Auction - Marietta
810 Cobb Pkwy S
Marietta, GA 30060
770-499-9119
4:00 pm Dealer Sale
dealerschoiceaa.com
Rawls Auto Auction
2818 Pond Branch Rd
Leesville, SC 29070
803-657-5111
10:00 am Dealer Sale
GSA Sale Public & Dealers
Call for Details
8:30 am Salvage Sale
rawlsautoauction.com
Houston Auto Auction
4599 Pio Nono Ave
Macon, GA 31206
478-788-6947
11:00 am & 7:30 pm
Dealer & Public Sale
Insurance Auto Auction
Atlanta East
1045 Atlanta Hwy SE
Winder, GA 30680
770-868-5663
9:00 am
Motorcycle sale 1st Mon. 9 am
iaai.com
42 | GIADA Independent Auto Dealer Jan/Feb 2014
Manheim Atlanta
4900 Buffington Rd
College Park, GA 30349
404-762-9211 / 800-856-6107
9:30 am Dealer Sale
Every Other Thursday
9:30 am Salvage Sale
manheim.com
Manheim Darlington
1111 Harry Byrd Hwy
Darlington, SC 29532
843-245-5615
9:30 am Dealers Only
12 Lanes -2500 veh-whly
manheim.com
Oakwood’s Arrow Auto Auction
4712 Flat Creek Rd
Oakwood, GA 30566
770-532-4624
6:00 pm Dealer & Public Sale
oakwoodsarrowautoauction.com
Perry’s Auto Auction
628 South Main St
Swainsboro, GA 30401
478-237-8270
11:00 am
perrysautoauction.com
Rebel Auction Company
1175 Bell Telephone Rd
Hazelhurst, GA 31539
912-375-3491 / 800-533-0673
2nd Thursday of Each Month 9:00
am Dealer & Public Sale
rebelauction.net
FRIDAY
America’s Auto Auction - Atlanta
444 Joe Frank Harris Pkwy
Cartersville, GA 30120
770-382-1010
11:00 am Dealer Sale
INOP 2nd & Last Fridays
at 9:30 am
auctionbroadcasting.com
America’s Auto Auction Greenville
2415 Hwy 101 South
Greer, SC 29651
864-801-1199 / 800-859-3393
10:00 am Car Sale
americasautoauction.com
Charleston Auto Auction
651 Precast Lane
Moncks Corner, SC 29461
843-719-1900
10:00 am Dealer Sale
charlestonautoauction.com
Copart Auto Auction
2568 Old Alabama Rd
Austell, GA 30168
770-941-9775
12:00 pm Dealer & Public Sale
copart.com
Georgia-Carolina Auto Auction
884 East Ridgeway Rd
Commerce, GA 30529
706-335-5300
6:30 pm Dealer & Public Sale
gcautoauction.com
South Georgia Auto Auction
1407 Silica Rd
Albany, GA 31705
229-439-0005
11:00 am Dealer Sale
southgeorgiaautoauction.com
Insurance Auto Auction
125 Old Hwy 138
Loganville, GA 30052
770-784-5767
9:00 am
iaai.com
Southeastern Auto Auction of
Savannah
1712 Dean Forest Rd
Savannah, GA 31408
912-965-9901
7:00 pm Public Sale
southeasternaa.com
Insurance Auto Auction
Savannah (Rincon)
348 Commerce Drive
Savannah, GA 31326
912-826-1219
9:30 A.M. Every Other Friday
iaai.com
Tallahassee Auto Auction
5249 Capital Circle SW
Tallahassee, FL 32305
850-878-6200
10:00 am Dealer Sale
bscamerica.com
SATURDAY
Houston Auto Auction
4599 Pionono Ave
Macon, GA 31206
478-788-6947
7:30 pm Dealer & Public
Copart Auto Auction
2568 Old Alabama Rd
Austell, GA 30168
770-941-9775
12:00 pm Dealer & Public Sale
copart.com
Georgia-Carolina Auto
Auction
884 East Ridgeway Rd
Commerce, GA 30529
706-335-5300
6:30 pm Dealer & Public Sale
gcautoauction.com
Insurance Auto Auction
125 Old Hwy 138
Loganville, GA 30052
770-784-5767
9:00 am
iaai.com
Insurance Auto Auction
Savannah (Rincon)
348 Commerce Drive
Savannah, GA 31326
912-826-1219
9:30 am Every Other Friday
iaai.com
Tallahassee Auto Auction
5249 Capital Circle SW
Tallahassee, FL 32305
850-878-6200
10:00 am Dealer Sale
bscamerica.com
OTHER AUCTIONS
ACACIA Augusta Auto Auction
1200 East Buena Vista Ave
North Augusta, SC 29841
800-536-3234
Last Day of the Month
9:30 am INOP Salvage Sale
augustaautoauction.com
CarMax Auctions
888-804-6604
Dealers Only Auctions –
For Locations, Dates & Times
carmaxauctions.com
Hudson & Marshall, Inc.
478-743-1511
Auction/Liquidators
[email protected]
JJ Kane Auctioneers, Inc.
678-840-4914
See web for sale dates
jjkane.com
Online Public Auction.com
800-963-1672
6728 Hwy 85 STE C-2
Riverdale, GA 30274
onlinepublicauction.com
Ritchie Bros Auctioneers
4170 Hwy 54
Newnan, GA 30265
770-304-3355
Industrial Equipment Auction
rbauction.com
V.I.P. Auctions
Metro Atlanta New Car Trades
6:00 pm Dealer & Public Sale
678-889-7776
Check Website for Dates, Times &
Mobile Locations
myvipauctions.com
A POWERFUL ARRAY OF NEW
ADVERTISING OPPORTUNITIES
Visit www.giada.org
GIADA Independent Auto Dealer Jan/Feb 2014 | 43
NEW & RENEWED
MEMBERS
2nd Chance Auto Sales
44182 Motorsports
5 Star Auto Sales
A & J Used Cars
A.T.L. Auto Sales Inc
AAA Motorsport Inc
Aaron Auto Sales
Aaron Edge
ABR Used Cars & Trucks
Action Auto Sales
Adonis Automotive
Advance Cars LLC
Advanced Automotive Group
Advanced Business
Computers
Affordable Ambulance
All In Motors LP
Als Discount Auto
Another Level Auto Sales LLC
ARA GPS Systems
Arc Auto Brokers
Army Jay's Auto LLC
Atkinson Used Cars
Atlanta Auto Distributors
Atlanta Best Used Cars LLC
Atlanta Custom Coach
Atlanta Fine Cars
Atlanta Motor Company
Atlanta Motor Sales LLC
A-Towne Auto Inc.
ATV Sales Inc.
Auto Credit of Atlanta LLC
Auto Depot
Auto Emporium
Auto Fiesta
Auto Finance
Auto Maniacs
Auto Mart
Auto Mart USA LLC
Auto Quest Nvestment Cars
Auto Star Solutions Inc.
Auto Trade Alliance
Auto Trader.com
Auto World
Automania Inc.
Automotive Dealers Finance
Automotive Expressions
Auto-Pro Sales & Service
Autos for Less
Autosmith of Georgia
Autovest Inc.
AX Auto
Azar Brothers Auto
B & B Auto Sales
B & B Auto Salvage & Sales
Billy Allrich
Bo Bowlin Automotive
Bowyer Motors Inc.
Bremdi Motors Inc.
Brian's Auto Sales Inc.
Brock Auto
Brooks Auto Sales
Butler Auto Salvage & Sales
C & N Auto Sales LLC
Cagle Auto Inc
Cain Auto Sales
Car Nation of Georgia
Car Plus Automotive
Car Point
CarMax Corp.
Carn Auto Sales Inc.
Carpet Capitol Auto Sales
Carter Cars Inc.
Carter's Used Cars
Carvana
Cary's Superior Cars Inc.
Cash City Inc.
Cavender Auto
Champion Imports
Chaney Motors
Charles Roberts
Charles Williamson Auto
Sales Inc.
Chatham County Tax
Commissioners
Choice Automotive Group
44 | GIADA Independent Auto Dealer Jan/Feb 2014
NOVEMBER / DECEMBER 2013
Chosewood Auto Sales
Chris Knight Auto Sales
Classic Cars of Rome
Colony Auto Sales
Convenant Auto
Corley's Used Cars & Auto
Service
Curtis Lewis Motor
Company
Cutting Edge Body Shop
D J's Auto Sales
D-1 Motors Inc.
Dane's Auto Sales LLC
Dan's Auto & Truck Sales
David Smith Auto Sales
Dealer Funding LLC
Dealership Capital
Partners LLC
Dear Elite Eight Auto
Sales LLC
Debra's Used Cars
Dekalb Import Specialist &
Collision
Demott Auto Sales
Dexter's Auto Lab & Sales
Di Jam Auto
Dick Barbour Performance
Dionte Smith
Dixie Auto Sales
DJ's Truck Sales Inc.
Dnk Auto Sales
Dolphin Auto Transportation
Double G Trucks
Dragonfly Auto Sales & Title
Services
Drive Nation Auto Sales
Dsi Auto Sales
Dukes Affordable Auto LLC
Durvaish Auto LLC
Dv Auto Sales
E Auto Butler
East Ridgemotors
Eastern Motor Cars
Elrod Auction Company
Enterprise Leasing Co.
Southeast
Everybody's Auto Sales Inc.
Exclusive Automotive
Group Inc.
E-z Auto Finance Inc.
Finnicum Motor Co
First Peachtree Finance
First Union Automotive LLC
Ford Avenue Auto Sales
Freedom Used Auto Sales
Funes Auto Sales
G and S Auto Brokers LLC
Garner Auto Sales
Georgia Motor Truck Inc.
Gladden Pawn & Auto Inc.
Go Auto Exchange Atlanta
Gordon's Automotive
Graham Motor Company
Gta Auto Sales
Guatemela Auto Sales
Gwinnett Motor Co.
H & J Auto Sales
H & S Auto Sales
H & W Auto and Services LLC
Hammers Autohaus
Hardegree Insurance Agency
Harmon's
Harvey's Southend Autos
Harwell Used Cars & Parts
Hawkins Auto Sales
Highland Auto Sales
Hi-line Auto Sales
Independent Dealers
Advantage
Innovation Auto Sales Inc.
Insurance Auto Auctions
International Credit Inc.
J & J Auto Sales
Jay 3 Auto LLC
JBS Finance Incorporated
Continued on page 46
NEW & RENEWED
MEMBERS
Continued from page 48
JD Auto Sales
JDK Auto Brokers
JG Auto Sales
Johnnie Robinson Auto Sales
Johnston Auto Enterprise
K & A Auto Brokers
K & C Auto Sales Inc.
Karz 4 U
King of the Road
L & J Auto Sales & Leasing
L & L Motors
Lairsey's Auto Sales Inc.
Larkin Used Cars
Lloyd's Motor Co.
Low Country Customs
M L Gibby Inc.
Mack Flannigan Used Cars
Major Auto Deals
Mark Levy Auto Center
Marks Auto Sales
Martel EVS
Mathews Used Cars
Meeting Street Graphics
Mero Auto Search
Metro Atlanta Auto Center
Midas Touch Auto Brokers
Midway Motors
Mixon Used Cars & Auto
Shop
Mkq Auto Sales
MKS Autos
Moss Curtain Motors
Motorcity
Muncy's Truck Factory
Nathaniel Auto Sales
Nds Auto & Body LLC
New Ride Auto Sale
Oakwood's Arrow Auto
Auction Inc.
Peoples Financial Mableton
Peoples Loan And Finance
Corp.
Premier Auto Works
Premier Value Auto Sales Inc.
Present Autos
PT Auto Sales
Quintanilla Auto Sales
Raines Autos LLC
Rawls Auto Auction
Rays Cars Inc.
Repay Realtime Electronic
Payments
Ride Rite Automobiles
Ride Rite Transportation
Ring Auto LLC
Robert L Burt
Roberts Motor Co.
Robins Body and Paint Shop
Ron Widener & Associates
Inc.
RouteOne LLC
Royal Crown Motors
S & J Auto Sales
NOVEMBER / DECEMBER 2013
Salvage Hunter Auto Parts
Sam & Sam Auto LLC
Select Automotive
Management
Sharp Auto Brokers
Shelton Motor Co.
South County Capital
Management
Southeast Enterprise
Southeastern Auto Auction of
Savannah
Southern Auto Finance
Southern Auto Sales & Repair
Southern Auto Title Pawn
Southern Classic Sales
Southern Cross Motor Co.
LLC
Speedy's U Pull A Part
Sports & Imports Autos of
Gwinnett LLC
Sports and Imports
Autos Inc.
SRK Auto Service
Sterling Motors
Tallahassee Auto Auction
The Car Store
The Wright Import Service
Center LLC
Tom Carter Classic Cars
Tom Jones Inc.
Tomahawk Auto Traders
Top Car Motors LLC
Independent Dealers
Toucan Automotive &
Powersports
Trend Pre-Owned Auto Sales
Tru Wholesales
Truck & Jeep Auto Sales
Truckcenter.com
Trucks, Campers, & Boats
Trust Motors Inc.
Twine Auto Brokers LLC
Ultimate Auto Sales
Ultimate Motors
Unike Auto Sales
United Motor Cars Inc.
USA Auto Sales
Uwanna Ride Used Cars
Vezzs Auto Sales LLC
Wade's Used Vans
Walker Motorsports
Watson Motor Company
Williams Auto Sales &
Leasing
Windom Josey Motors
World Finance LLC
Wren Motor Co.
Ww Kustomz Auto Sales
Yes Guaranteed
Your Way Auto Sales &
Trade LLC
Z Car Atlanta
Zim Auto
unite!
Consider a PAC contribution to help spread awareness
and gain support of issues affecting independent dealers
in the state’s capitol.
u www.giada.org/legislative-initiatives/pac
46 | GIADA Independent Auto Dealer Jan/Feb 2014
raising
the
BAR
A SERVICE PROVIDER DIRECTORY
GIADA service providers are best in class. We invite you to explore their services and please mention
that you saw their listing in the magazine.
ACCOUNTING & TAX
PREPARATION
Galanti & Company, P.C.
770-393-0399
Accounting Services, Tax
Preparation, Litigation Support
galanticpa.com
Robert L. Burt, CPA
205-752-3001
Accounting
Tax Refund Svcs Tax Max
866-642-4107
Tax Preparations & Electronic
Tax Filer for the Retail Industry
taxrefundservices.com
TJS & Company, LLC
Cristi Jones
478-272-2030
Accounting Services
[email protected]
US Trust
404-264-2817
Tax Advisory
ustrust.com
ADVERTISING
American Hole ‘N One
800-822-2257
Advertising, Promotional &
Marketing
ahno.net
Atlanta Thrifty Nickel
770-971-8333
Weekly Advertising Newspaper
atlantathriftynickel.com
AutoTrader.com
800-353-9350
Automotive Classifieds
autotrader.com
Best Response Media LLC
770-318-3401
Automotive Classifieds
Publication
autofocusatlanta.com
Albany Auto Auction
229-435-7708
Thursday 6:30 pm
albanyautoauction.net
America’s Auto Auction Atlanta
770-382-1010
Tues. 6:00 pm Dealer/ Public Sale
Friday 11:00 am Dealers Only
auctionbroadcasting.com
Cars.com
800-298-1460
Automotive Classifieds
cars.com
Dealer Speed Leads
303-908-5006
Full Service Classified Posting
with Lead Generator
dealerspeedleads.com
America’s Auto Auction –
Greenville
864-801-1199 / 800-859-3393
Friday 10:00 am Car Sale
3rd Tuesday 2:00 pm Marine Sale
3rd Wednesday 9:00 am RV Sale
americasautoauction.com
DealerRater
781-697-3661
Car Dealer Review Website
dealerrater.com
America’s Auto Auction –
Jacksonville
904-764-7653
Tuesday 6:00 pm INOP Sale &
6:30 pm Dealer Only Sale
americasautoauction.com
EBay Motors
ebay.com
Radio One Atlanta
Advertising
radio-one.com
Usedcars.com By Dealix
877-791-2074
Advertising and Online
Marketing
usedcars.com
AUCTIONS
see our ad
on page
3
411 Auto Auction
770-336-5581
Wednesday 12:00 pm
411autoauction.com
Adesa Atlanta
770-357-2277
Wednesday 10:00 am
adesa.com
see our ad
on page
27
Athens Auto Auction
770-725-7676
Tues. 6:30 pm Dealer/ Public Sale
athensautoauctionga.com
Augusta Auto Auction
800-536-3234
Wed. 10:00 am Dealer Sale
Last Wednesday of Month
9:30 am INOP Sale
augustaautoauction.com
CarMax Auctions
888-804-6604
Dealers Only Auctions; Visit
carmaxauctions.com for
Locations, Dates and Times
Carolina Auto Auction
864-231-7000
Wednesday 10:00 am
Salvage Sale every other Wed 9am
carolinaautoauction.com
Charleston Auto
Auction
843-719-1900
Friday 10am Dealer Sale
charlestonautoauction.com
see our ad
on page
15
Chattanooga Auto Auction
423-499-0015
Tuesday 9:00 am
chattaa.com
Columbus Auto Auction
706-320-2200
Tuesday 5:45 pm Dealer Sale
columbusgeorgiaautoauction.com
Copart Auto Auction – Austell
770-941-9775
Fri. 12:00 pm Dealer/ Public Sale
copart.com
Copart Auto Auction – Loganville
770-554-6366
Mon. 12:00 pm Dealer/ Public Sale
copart.com
Dealers Choice Auto Auction Griffin
770-227-1791
Wednesday 3:00 pm Dealer Sale
dealerschoiceaa.com
Dealers Choice Auto Auction –
Marietta
770-499-9119
Thursday 4:00 pm Dealer Sale
dealerschoiceaa.com
Georgia-Carolina Auto Auction
706-335-5300
Wed. 6:30 pm Dealer/ Public Sale
Fri. 6:30 pm Dealer/ Public Sale
gcautoauction.com
Houston Auto Auction
478-788-6947
Wednesday 11:00 am & 7:30 pm
Sat. 7:30 pm Dealer & Public Sale
GIADA Independent Auto Dealer Jan/Feb 2014 | 47
serviceproviderdirectory
Hudson & Marshall, Inc.
478-743-1511
Auction/Liquidator
[email protected]
Manheim Darlington
843-245-5615
Thursday 9:30 am
manheim.com
Hwy 515 Auto Auction
706-635-1500
Tues 6:00 pm Dealer & Public Sale
hwy515autoauction.com
see our ad
Manheim Georgia
on page
inside back
cover
404-349-5555
1st, 3rd, & 5th Monday
10:00 am
Tuesday 9:00 am – Dealer
Every Other Tuesday 8:30 am
Disable Sale
manheim.com
Insurance Auto Auctions –
see our ad
Atlanta South
on page
48
678-920-4800
1st Wednesday 9:00 am
Specialty Sales (RV,Box Truck,
Trailers)
Dealer & Fleet Sale
iaai.com
Manheim Statesville
800-868-1220
Tuesday 9:30 am
Tuesday TRA Sale
8:30 am
manheim.com
New Calhoun Auto Auction
706-624-1944
Wednesday 7:00 pm
newcalhounautoauction.com
Oakwood’s Arrow Auto
see our ad
Auction
on page
52
770-532-4624
Thursday 6:00 pm
oakwoodsarrowautoauction.com
Online Public Auction.com
800-963-1672
6728 Hwy 85 STE C-2
Riverdale, GA 30274
onlinepublicauction.com
Insurance Auto Auction
Atlanta/Loganville
770-784-5767
Fridays 9:00 am
iaai.com
Insurance Auto Auction
Atlanta East – Winder
770-868-5663
Thursdays 9 am
Motorcycle Sales 1st Mon. 9 am
iaai.com
Insurance Auto Auction
Atlanta North - Acworth
770-975-1107
Tuesdays 9 am
iaai.com
Insurance Auto Auction - Macon
478-314-0031
One Monday per Month at 9:30 am
iaai.com
Insurance Auto Auction - Tifton
229-386-2640
Monday Bi-Weekly 9 am
iaai.com
Insurance Auto Auction
Savannah – Rincon
912-826-1219
Every other Friday 9:30 am
iaai.com
JJ Kane Auctioneers, Inc
678-840-4914
Call for Sale Times
jjkane.com
Manheim Atlanta
404-762-9211
Every Thursday 9:30 am
Highline Sale 4th Wed. 9:30 am
Every Tuesday 12:30 pm
manheim.com
48 | GIADA Independent Auto Dealer Jan/Feb 2014
We Sell
Fleets of Vehicles
With more than 30 years of experience, IAA’s targeted
marketing attracts buyers in more than 110 countries
and promotes healthy competition through our live and
live-online auction. Sell more vehicles, including those
that have clear titles, are repossessed, have high mileage
or are damaged. At IAA, we showcase every vehicle.
Our analysis. Insight for your industry.
Subscribe to our Remarketing Quarterly
Reports at IAA-Auctions.com
IAA-Auctions.com
© 2013 Insurance Auto Auctions, Inc. All rights reserved.
IAA is a registered trademark of Insurance Auto Auctions, Inc.
104993-06_May2013_GIADA_Ad_20130410_FINAL.indd 1
4/10/13 1:13 PM
GIADA Independent Auto Dealer Jan/Feb 2014 | 49
serviceproviderdirectory
Perry’s Auto Auction
478-237-8270
Thurs 11:00 am
perrysautoauction.com
Rawls Auto Auction
803-657-5111
Tuesday 10:00 am
rawlsautoauction.com
Peach State Federal Credit
Union - Lawrenceville
678-889-4328
peachstatefcu.org
see our ad
on page
19
Rebel Auction Company
912-375-3491 / 800-533-0673
Second Thursday of Each Month
9:00 am
rebelauction.net
Ritchie Brothers Auctioneers
770-304-3355
Industrial Equipment Auction
rbauction.com
SmartAuction
770-686-4735
Online Auto Auction / Mobile App
smartauction.biz
South Georgia Auto Auction
229-439-0005
Thursday 11:00 am
southgeorgiaautoauction.com
Southeastern Auto Auction of
Savannah
912-965-9901
Wednesday – In Ops 10:00 am
Repos 10:30 am & 11:00 am
southeasternaa.com
Tallahassee Auto Auction
850-878-6200
Friday 10:00 am Dealer Sale
bscamerica.com
Truckcenter.com
404-627-5346
See Website For Dates & Times
truckcenter.com
V.I.P. Auctions
678-889-7776
myvipauctions.com
Metro Atlanta New Car Trades
BANKING
Hamilton State Bank
678-719-4572
Lines of Credit
hamiltonstatebank.com
Independent Bank
423-883-1503
i-bankonline.com
see our ad
on page
23
US Trust
404-264-2817
Private Banking
ustrust.com
CAR BUYING
SERVICE
Autonation Direct
954-769-7000
autonation.com
DealerMatch
1-800-457-4404
Network to provide dealer to
dealer buying & selling
dealermatch.com
TraderLive!
404-304-3361
Sreamlining Wholesale
Transactions – Publish Inventory
- Mobile App
traderlive.com
CERTIFIED PREOWNED PROGRAM
Centurion
315-454-0788
“Providing Solutions to dealers
needs for over 30 years”
[email protected]
CHARITABLE
ORGANIZATIONS
Tommy Nobis Center Fund
770-427-9000
Vehicle Donation Program
Supporting Job Training
tommynobiscenter.com
COMPLIANCE
SOLUTIONS
700 Credit
770-330-0285
Compliance and Red Flag
Solutions
700credit.com
see our ad
RouteOne, LLC
on page
41
248-229-5170
Compliance and Red Flag Tools
routeone.com
50 | GIADA Independent Auto Dealer Jan/Feb 2014
COMPUTERS/
NETWORKING
Fusion Network Solutions Atlanta
404-300-9260
IT Services & Support for Small to
Medium Sized Businesses
fusionNetworking.net
Proficient Solutions, Inc
770-942-8867
IT Support for any size Network,
Upgrade, Virus Removal, &
Troubleshooting
proficient-solutions.com
CREDIT CARD
PROCESSING
SERVICE
Flat Rate Processing
1-888-592-1110
5825 Glenridge Drive Ste-226
Atlanta, GA 30328
flatrateprocessing.com
Suntrust/ First Data
404-281-8641
Merchant Services
firstdata.com
CREDIT REPORTS
700 Credit
770-330-0285
Credit Reporting and Compliance
Solutions
700credit.com
Crednology, Inc
706-484-0646
Credit Reporting and
Management
crednology.com
Equifax
770-522-5650
Credit Reports
equifax.xom
Microbilt Corp.
866-834-2975
Credit Reports
microbilt.com
see our ad
on page
RouteOne, LLC
41
248-229-5170
Web-Based Credit Applications
routeone.com
DEALER CONSULTING
Centurion
315-454-0788
“Providing Solutions to dealers
needs for over 30 years”
[email protected]
Global Training Solutions, Inc
904-755-7666
“We know the secrets of a
successful business”
globaltrainingsolutionsinc.com
Leedom & Associates, LLC
941-371-7999
Dealer Consulting
twentygroups.com
DEALER INVENTORY
MANAGMENT
see our ad
Auction123.com
on page
23
954-558-5337
Online Inventory Management &
Data Distribution
auction123.com
DEALER
MANAGEMENT
SYSTEMS
ABCoA/ Deal Pack
800-526-5832
Sales, Finance, Acct, S&P and
Leasing Software
www.dealpack.com
Autoraptor CRM
401-743-5225
Web-based Lead Management
with Inventory and Sales
Integration – Mobile Versions
autoraptor.com
see our ad
Autostar Solutions, Inc
on page
51
800-682-2215
Dealer Management Systems,
Software, Svc., & Repair
autostarsolutions.com
Car Dealer Software by
Wayne Reaves
800-701-8082
Computer Software
waynereaves.com
Comsoft
800-849-3838
“Monymaker” Software
Emphasizes Compliance,
Reporting, Profitability, etc.
comsoft.com
see our ad
on page
inside front
cover
GIADA Independent Auto Dealer Jan/Feb 2014 | 51
serviceproviderdirectory
Rent to Own Software by
Wayne Reaves
800-701-8082
Dealer Management Systems and
Dealer Website Provider
waynereaves.com
Dealer Lead Track
800-385-3584
Lead Management Systems
dealerleadtrack.com
Dealer Platform.COM
866-433-2643
Dealer Websites – 3 Steps, 5
Minutes
dealerplatform.com
Frazer Computing
888-963-5369
Computer Software
frazer.biz
see our ad
on the
back cover
Leedom & Associates, LLC
941-371-7999
Dealer 20 Groups
twentygroups.com
Mosaic Corporation
800-387-7859
Paperless Document Mgmt.
Specialty Deal Jackets & R/O
mosaiccorp.com/pages/
automotive
Nowcom Corp/ DealerCenter
888-669-2999
Dealer Mgmt Software Solutions
dealercenter.net
see our ad
RouteOne, LLC
on page
41
248-229-5170
Dealer Management Systems
routeone.com
Systems 2000, Inc
407-358-2000
Sales Prospecting, F& I, Payroll,
Credit, Parts, & Website Provider
sys2.com
see our ad
on page
TitleTec
45
866-689-0578
Business, Title & Registration
Software
titletec.com
Wayne Reaves Computer seeonourthead
inside front
cover
Systems
’800-701-8082
Dealer Management Systems and
Dealer Website Provider
waynereaves.com
52 | GIADA Independent Auto Dealer Jan/Feb 2014
DEALER TRAINING
BL & A
404-995-6881
Sales, F & I, Service, and
Management Training
bobbylarimoreandassociates.com
Global Training Solutions, Inc
904-755-7666
We know the secrets of a
successful business.
globaltrainingsolutionsinc.com
Leedom & Associates, LLC
941-371-7999
DealerConsulting & Training
twentygroups.com
NABD BHPH Academy
713-290-8171
Collection Academy
bhphinfo.com
DEALER WEBSITE
PROVIDER
Nowcom Corp/ DealerCenter
888-669-2999
Dealer Mgmt Software Solutions
dealercenter.net
Professional Mojo
866-611-2715
professionalmojo.com
Wayne Reaves Computer
see our ad
Systems
on page
inside front
cover
800-701-8082
Dealer Management Systems and
Dealer Website Provider
waynereaves.com
EMISSIONS
Georgia’s Clean Air Force
800-449-2471
cleanairforce.com
FINANCE COMPANIES
AC AUTOPAY
720-961-4074
Bulk Note Purchase/Payment
Stream Loans/POS Financing
autopay.com/dealer-about-us.html
Ace Motor Acceptance Corp.
704-882-7100 Ext 7509
BHPH Lending / Funding for
Contracts
acemotoracceptance.com
serviceproviderdirectory
ADS of Georgia
404-316-3299 – Tom Sanvido
Financing
[email protected]
Automotive Finance
Corporation
888-610-2323
afcdealer.com
All-American
Capital Group, LLC
404-949-0002
Financing Buy-Here Dealers
allamericancap.com
Barnett Finance Company
912-692-0008
Providing Sub-prime Financing
with Quick Callbacks, Fast
Funding, and Flexible Terms
barnettfinance.com
Allcredit Acceptance
866-803-5128
Financing needs for Independent
Used Auto Dealers & Customers
allcreditacceptance.com
Alliance Finance Inc.
770-435-6669
Personal & Automobile Loans
From $50 to $10,000
Brand Automotive Financial
Services
770-277-8101
Indirect Auto Financing
thebrandbank.com
Car Financial Services
877-570-8857
Account Purchasing
carfinancial.com
Auto Credit of Atlanta
770-492-1477
Secondary Finance
scottmcraegroup.com
Centurion
315-454-0788
Financial Services Agency
[email protected]
Auto Credit of Macon
478-785-9195
Secondary Finance
scottmcraegroup.com
Coastal Credit, LLC
770-541-4063
Secondary Financing/
Account Purchasing
coastalcreditllc.com
Auto Funding Group
770-587-2347
Point of Sale and Sub-prime
Financing
autofundinggroup.com
see our ad
on page
40
Dealer Funding, LLC
877-538-5492
Secondary Financing
dealerfundingllc.com
Go Financial
888-463-4626
Subprime Financing
gofinancial.com
Independent Dealers
Advantage
678-720-0555
Providing Sub-Prime Financing
when others cannot
International Credit, Inc
678-325-5154
Working with Car Dealers for
their Customer’s Financing Needs
internationalcreditinc.com
JBS Finance Inc
678-889-7782
Indirect Auto Loan Specialists
jbsfinance.com
Mark One Financial
904-219-7471
Account Purchasing
mark-one.com
National Auto Lenders
305-822-2886
Non-Prime Auto Financing To
Help Dealer Partners
nalenders.com
Credit Acceptance
706-231-2028
Quick Subprime Financing
creditacceptance.com
Auto Use
678-480-5012
Subprime Retail Financing
autouseautoloan.com
Automobile Acceptance
Corporation
678-284-5326
Financing needs for your
customers
autoacceptance.com
First Peachtree Finance Co.
404-255-0496
Acct. Purchase Program
see our ad
on page
24
Dealership Capital Partners Inc
478-254-2477
Financing for Buy-Here-Pay-Here
Dealers
dcp3535.com
Automotive Credit
Corporation
770-403-5808
Subprime Lender
automotivecredit.com
Ellyson Financial Inc
678-489-6064
Specialize in Sub-Prime
Financing
ellysonfinancial.com
Automotive Dealers
Finance, Inc
678-739-2059
dealersfinance.com
Federal Financial Services
678-519-3615
Financing
ffsnc.com
Automotive Finance
Corporation
770-805-4155
afcdealer.com
FI Solutions Group
414-236-1850
Finance & Insurance Products
fisolutions.biz
Nationwide Acceptance Corp
770-935-5626
Secondary Finance
nac-loans.com
Onpoint Financial Corporation
781-871-4220
Sub-prime Auto Financing
firstbhph.com
Peach State Federal Credit
Union – Lawrenceville
678-889-4328
Auto Loans
peachstatefcu.org
see our ad
Peoples Financial Corp
on page
39
770-422-2735
Auto Loans, Direct or Indirect,
Secondary
peoplesfinancial.net
Peoples Financial Corp –
Mableton
770-948-6110
Auto Loans, Direct or Indirect,
Secondary
peoplesfinancial.net
Peoples Financial Corp –
Valdosta
229-242-6620
Auto Loans, Direct or Indirect,
Secondary
peoplesfinancial.net
Perfect Financial Solutions
404-969-3092
[email protected]
Peritus Portfolio Services
866-831-5954
Financial Services
peritusservices.net
Resurgent Auto Finance
864-248-8770
Indirect Financing for your
Customers
resurgentautofinance.com
see our ad
on page
RouteOne LLC
41
248-229-5170
Access to Finance Sources &
Web-Based Credit Application
routeone.com
Small Dealers Assistance
404-352-9936
Acct Purchase Program
sdainc.net
Spartan Financial Partners
855-233-3605
BHPH Line of Credit
Spartan-Partners.com
see our ad
Sterling Credit Corp.
on page
33
706-830-3045
Buy Bulk Receivables
sterlingcreditcorporation.com
Style Financial Acceptance
770-949-8598
Acct. Purchase Program,
Point of Sale, Bulk
Summit Of Georgia
404-806-0217
Secondary Finance
summitofgeorgia.com
Tag Financial Services Inc
678-324-1454
Acct. Purchase; Sub-prime Auto
Financing
tagautoloan.com
TJ Lending
636-724-9201
1378 S 5th St
St. Charles, MO 63301
tj-lending.com
GIADA Independent Auto Dealer Jan/Feb 2014 | 53
serviceproviderdirectory
ad
United Acceptance, Inc. seeon our
page
16
877-281-2360
Acct. Purchase, Bulk Receivables
unitedacceptance.com
United Consumer Finance, Inc.
508-923-0289
Non-recourse sub-prime
[email protected]
Vehicle Acceptance Corp.
770-537-3434
Acct. Purchasing
vacorp.com
Wells Fargo Dealer Services
770-250-2405
Auto, Commercial & Real Estate
Financing – Floor Planning –
F & I – Banking Services
wellsfargodealerservices.com
FINANCIAL PLANNING
UBS Century Wealth
Consulting Group
404-848-2601
Investments
[email protected]
US Trust
404-264-2817
Investments
ustrust.com
FLOOR PLAN
COMPANIES
Ace Motor Acceptance Corp.
704-882-7100 Ext 7509
Funding for Contracts/ Floor
Planning for Inventory
acemotoracceptance.com
Auto Use
678-480-5012
Floor Planning
autouseautoloan.com
see our ad
on page
40
Automotive Dealers Finance Inc
678-739-2059
BHPH Note Purchasing, Floor
Planning
dealersfinance.com
Automotive Finance
Corporation
770-805-4155
Floor Planning
afcdealer.com
54 | GIADA Independent Auto Dealer Jan/Feb 2014
Carbucks
864-527-7147
Floor Planning
cbfloorplan.com
BL & A
404-995-6881
Tracking Solutions
bobbylarimoreandassociates.com
Floor Plan Xpress
404-548-5041
Independent Floor Planning
Fpxus.com
INILEX INC.
480-889-5676
GPS Systems
inilex.com
ITURAN USA INC.
954-484-3806
GPS Tracking
goldstargps.com
Manheim Automotive
Financial (MAFS)
877-USE-MAFS
Floor Planning, UC Rental
Financing
usemafs.com
Wells Fargo Dealer Services
770-250-2405
Auto, Commercial & Real Estate –
Floor Planning – F & I – Banking
wellsfargodealerservices.com
GPS TRACKING/
PAYMENT
PROTECTION DEVICES
ARA GPS Systems
770-871-0051
aragps.com
see our ad
on page
13
Passtime
877-PASSTIME
Vehicle Tracking
passtimeusa.com
Spireon
866-655-8825
Vehicle Tracking
goldstargps.com
INSURANCE
Absolute Surety, LLC
407-674-7940
Surety Bonds
absolutesurety.com
see our ad
on page
5
serviceproviderdirectory
ADD-ON BENNEFITS
678-472-9511
Health Insurance
addonbenefits.com
Pearl Insurance
1-866-679-0891
Dealership Insurance
PearlInsurance.com
ADS of Georgia
404-316-3299 – Tom Sanvido
Insurance Services
[email protected]
ad
Reeves Insurance Agency seeon our
page
54
770-949-0025
Bonds, Gar. Liability, Dlrs Open
Lot, Wkrs Comp, Property, Life,
Health, Retirement, Tow Trks
reeves-ins.com
American Risk Services
678-366-7279
Customized Collateral Insurance
for BHPH Dealers & Finance
Companies
americanriskservices.com
Bankers Fidelity
404-266-5563
Life and Supplemental Health
Products
bflic.com
Christopher Eells
770-971-8452
Bonds, Gar Liabilities, Dlrs Open
Lot, Wkrs Comp, Property
[email protected]
myinsurancedealer.com
Cornerstone Insurance Group
800-257-9999
Bonds, Gar. Liability, Dlrs Open
Lot, Prop, Tow Trks, Business Auto
dealergarageinsurance.com
D. Ward Insurance
Debbie Ward 770-974-0670
Since 1988 All Types
Business & Personal
dwardinsurance.com
Georgia Insurance
see our ad
Associates
on page
29
678-985-0944
Bonds, Gar. Liability, Dlrs. Open
Lot, Wkrs Comp, Prop, Life,
Health, Retire, Home, Auto
georgiains.com
Hardegree Insurance Agency
770-390-0888
Garage Liability, Auto
Inventory, and Bonds
hardegreeinsurance.com
Lincolnway Insurance Services
219-865-2227
Dealer Insurance
[email protected]
Peach State Federal Credit
Union – Lawrenceville
678-889-4328
Auto, Home, Long-term Care,
Accidental Death
peachstatefcu.org
Ron E. Widener &
see our ad
Associates
on page
35
770-941-0293
Bonds, Gar. Liability, DOL, WC,
Prop & Rental Car Insurance
ronwidener.com
Summit Of Georgia
404-806-0217
Garage Liability, Auto Inventory,
and Bonds
summitofgeorgia.com
Surety Bond Girls, LLC
678-694-1967
Surety Bonds, Title Bond Delivery
In Atlanta Area
[email protected]
suretybondgirls.com
Williams and Stazzone
Insurance Agency Inc.
800-868-1235 x114
Liability, Dealers Ins, Rental,
Workers Comp, Health, etc.
wsins.com
Zurich Insurance
678-516-6864
Bonds, Rental, RV, Gar. Liability,
Open Lot, Property
zurichna.com
INSURANCE
MONITORING
Verifacto
678-640-1004
Online Insurance Management,
Tracking, Communication, and
Verification System
verifacto.com
LEGAL
see our ad
Car Law
on page
26
877-464-8326
Monthly Legal Update Newsletter
counselorlibrary.com
Casey Gilson, P.C.
Jennifer W. Debaun
770-512-0300
caseygilson.com
Franzen & Salzano, PC
770-248-2882
General Counsel
franzen-salzano.com
Jacobs Legal LLC
404-826-8660
Litigation and Bankruptcy
mikejacobslegal.com
Lefkoff, Rubin & Gleason, PC
404-869-6900
Creditors’ Rights, Bankruptcy,
Foreclosures and Collections
lrglaw.com
Usedcars.com by Dealix
877-791-2074
Advertising and Online
Marketing
usedcars.com
see our ad
on page
3
PAINT & BODY
Amerifleet Transportation
404-432-4611
Auto Detailing & Body Work on
Vehicles In Route or in Temporary
Storage
amerifleet.com
Macey, Wilwnsky, Kessler
& Hennings
404-584-1200
230 Peachtree Street NW
Suite 2700
Atlanta, GA 30303
Maceywilensky.com
Courson’s Paint & Body Shop
912-367-4226
Body Shop
Scott King/ Jacobs & King LLC
404-920-4492
Legal Counsel
[email protected]
Peachstate Paint & Collision
770-949-9244
Paint & Collision Specialist
Sicay-Perrow & Knighten, PC
404-589-1832
Creditor’s Rights, Bankruptcy,
Foreclosures, Loan Closings, and
Collections
sicay-perrow.com
ON-LINE MARKETING
AutoTrader.com
800-353-9350
Automotive Classifieds
autotrader.com
PARTS & SERVICE
Amerifleet Transportation
404-432-4611
Repair & Maintenance on
Vehicles In Route or Temporary
Storage
amerifleet.com
AutoTune Inc
678-284-5311
Automotive Repair
[email protected]
Kauffman Tire
404-762-4944
Tires, Wheels, & Vehicle Services
kauffmantire.com
Cars.com
800-298-1460
Automotive Classifieds
cars.com
PRINTING
Carsforsale.com
1-866-388-9778
Online Advertising
carsforsale.com
Dealer Speed Leads
303-908-5006
Full Service Classified Posting
with Lead Generator
dealerspeedleads.com
Nowcom Corp/ DealerCenter
888-669-2999
Dealer Mgmt Software Solutions
dealercenter.net
Professional Mojo
866-611-2715
professionalmojo.com
Hwy 78 Body Shop, Inc
770-948-8605
Body Shop
DSI
770-434-8221
Full Service Printing Company,
Stationary, Brochures, Postcards,
Direct Mail and Forms
datasuppliesinc.com
PROMOTIONAL &
MARKETING
Accessory Distributing
770-745-8446
Key Tags, Chemicals, Pin
stripping, Magnets
yeagersadc.com
GIADA Independent Auto Dealer Jan/Feb 2014 | 55
serviceproviderdirectory
Simmons Nameplate
see our ad
Design
on page
23
205-497-0520
Personalized Drive-Out Tags
cartags4less.com
Usedcarsupplies.com
800-727-7222
usedcarsupplies.com
RECONDITIONING &
ACCESSORIES
Accessory Distributing
770-745-8446
Key Tags, Chemicals, Pin
stripping, Magnets
yeagersadc.com
Advance Chemical Products
404-361-5333
Detail Supplies
ARDEX of ATLANTA, Inc
770-279-6161
Detail Supplies and Chemicals
ardexofatlanta.com
RENTAL CARS
Enterprise Leasing Co
Southeast
803-749-6153
Vehicle Rentals
enterprise.com
Rent-A-Wreck/
Priceless Rent A Car
770-321-4409
Used Car Rental Company
rentawreck.com
RENTAL CAR BUSINESS
Assoc Car Rental Sys (ACR)
770-948-1731
Rent-A-Car Training & Insurance
ronwidener.com
Independent Car Rental (ICR)
800-348-3624
Rental Software & Insurance
independentcar.com
REPOSSESSION &
SKIP TRACING
Allied Adjustments Service Inc.
770-516-2755
Automobile Repossessions
alliedadjustments.com
Hill & Associates
770-499-1801
Automobile Repossessions
Sellars Recovery Specialists Inc
678-342-3113
Automobile Repossessions
[email protected]
Speedy Recovery Services, Inc.
770-484-6700
Automobile Repossession Agency
speedyrecoveryinc.com
The American Recovery
Association, Inc.
972-755-4755
Repossessions, Collateral
Transportation & Liquidation,
Skip Tracing, Collections & More
repo.org
Titan Recovery and Collection
Services LLC
770-745-5940
Skip Tracing & Asset Recovery
titan-recovery.net
SATELLITE RADIO
Sirius XM
770-942-8867
siriusxm.com
SECURITY
Proficient Solutions, Inc.
770-942-8867
High Resolution Security
Cameras
proficient-solutions.com
SERVICE CONTRACT
PROVIDERS WARRANTY
ADS of Georgia
404-316-3299 – Tom Sanvido
Extended Warranty
[email protected]
ASC Warranty, Inc
800-442-7116
Service Contracts
ascwarranty.com
AUL Corp
404-995-6881
Service Contracts
aulcorp.com
GWC Warranty
800-482-7357
Service Contracts
gwcwarranty.com
Tags & Titles, Inc.
770-552-8227
Tag & Title Service
[email protected]
Penn Warranty Corp
1-570-899-5251
Service Contract Provider
pennwarrantycorp.com
Preferred Warranties
800-548-1121
Warranties
warrantys.com
see our ad
on page
49
Wells Fargo Dealer Services
770-250-2405
Services Through Warranty
Solutions
wellsfargodealerservices.com
SOCIAL MEDIA
& REPUTATION
MONITORING
DealerRater
781-697-3661
Car Dealer Review Website
dealerrater.com
Professional Mojo
866-611-2715
professionalmojo.com
TELECOM & PHONE
SYSTEMS
Proficient Solutions, Inc.
770-942-8867
Make sure your calls get answered
proficient-solutions.com
TITLE SERVICES
Avanco Tag & Title Service
404-768-7162
Title and Registration Services
avancotagtitle.com
GA Title Runners
404-553-6111
Title Processing to all Georgia
Counties
gatitlerunners.com
Centurion
315-454-0788
Financial Services Agency
[email protected]
Ron E. Widener & Associates
770-941-0293
Title Processing, Dealer Tags,
Title Bonds, & Training
ronwidener.com
Diamond Warranty Corp
800-384-5023
Extended Warranties
diamondwarrantycorp.com
Southern ELT
888-675-7477
Electronic Lien & Title
southernelt.com
56 | GIADA Independent Auto Dealer Jan/Feb 2014
see our ad
TitleTec
on page
45
866-689-0578
Business, Title & Registration
Software
titletec.com
Tri Vin Inc/ DealerTrack
860-448-3177
Paper & Electronic Vehicle Title
Administration – Liens and Title
Management
trivininc.com
TOWING & VEHICLE
TRANSPORTATION
Amerifleet Transportation
404-432-4611
Vehicle Transportation and
Temporary Storage of Vehicles
amerifleet.com
USED CAR VALUATION
Black Book
800-554-1026
Wholesale Vehicle Guide
blackbookusa.com
see our ad
on page
8
see our ad
on page
RouteOne, LLC
41
248-229-5170
Automated Vehicle Values Tool
routeone.com
VEHICLE HISTORY
REPORTS
Auto Data Direct Inc.
850-877-8804
Vehicle Database Searches
add123.com
Carfax
404-323-8584
Vehicle History
carfax.com
VEHICLE
MODIFICATIONS
AMS Vans, Inc.
770-729-9400
Van Conversions
amsvans.com
Custom Mobility Van & Lift
Sales & Service
877-800-0194
Conversions, Hand Controls, and
Wheelchair Lifts
custommobility.net
GIADA Independent Auto Dealer Jan/Feb 2014 | 57
Georgia Independent
Automobile Dealers Association
6903 Oak Ridge Commerce Way SW
Austell, GA 30168
Address Service Requested
PRSRT STD
U.S. Postage
PAID
Marietta, GA
Permit No. 871