Oregon Dealer News March 2011 www.oiada.com - 1-800-447-0302 August 2012 www.oiada.com 800-447-0302 Oregon Independent Automobile Dealers Association Representing all Auto, Truck, Trailer, RV, and Power Sport Dealers of Oregon “The Power of Your Membership” A Tip from Hecht & Hecht [p5] What Your Customers Really Want [p6] A Special Read & Respond [p20] EXPECT MORE WITH MANHEIM Tuesdays starting at 8:30 am HONDA ▪ INFINITI ▪ KIA ▪ DODGE ▪ CHRYSLER ▪ JEEP ▪ YAMAHA ▪ f irst tech c r e d i t u n i o n Airfare and Hotel Assistance Available. Ask for Details. 3000 N Hayden Island Drive Portland, OR 97217 503.286.3000 www.manheim.com Sales every Tuesday starting at 8:30 a.m. SIDE Political Action Committee.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 THIS ISSUE Shifting Gears with the President... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 A tip from Hecht & Hecht... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 What Your Customers Really want.... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 The Payoff Value of Service Contracts... .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. 10 Ask Val.... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14 Member Benefits.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14 You’re Invited... .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. 18 PolitiCal Read and Respond... .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. .. 20 Action Committee OIADA must be a constant presence in monitoring current legislation within our state. We need to interpret legislative activity that may impact our industry. It is the association’s responsibility to maintain an ongoing relationship with governmental officials and regulatory agencies. Your voluntary PAC contribution helps our legislative representatives work for you, the independent auto dealer. OIADA has worked on many issues affecting dealers such as stopping the 3 day right of rescission, getting temporary motorcycle permits that actually fit on the rear plate area, extension of DEQ slips from 90 days to 180 days, all new broker disclosure forms, new silver dealer plate that makes us really look like a dealer, opposing no sales on Sunday, saying no to a big increase in DMV fees, as well as ongoing dealings with regulatory agencies, just to mention a few. An added benefit to making a political contribution is the Oregon Tax Credit. You can take this directly off your state tax liability. The credit is $50 for an individual and $100 on a joint return. We thank you for understanding the importance of a strong presence within our Legislature. Please remember the next time you renew your membership to consider your PAC contribution. 2012 OIADA Executive Committee Gary Sargent, President Sargent’s Motorsports 10207 SE Foster Road Portland, OR 97266 503-775-9445 Fax 503-777-9886 Cell 503-969-5228 [email protected] Dan Nicholson (CMD), Executive Vice President Central Oregon Motors 1123 N 6th Street Redmond, OR 97756 541-923-3961 Fax 541-923-3964 [email protected] OIADA Staff Wendy Riggi, Office Manager [email protected] Valerie Dominici Dealer Relations [email protected] Bryan Steward, 1st Vice President AAA Oregon AutoSource 6 SW Centerpointe Dr. #100 Lake Oswego, OR 97035 503-973-6570 Cell 503-709-3835 [email protected] Doug Blizzard 2nd Vice President Blizzard Motors, Inc. 1604 E. Burnside Portland, OR 97214 503-238-5510 Fax 503-238-3838 [email protected] Tommy Wilson Secretary Tommy Wilson Motor Company, LLC/ 9215 SW Canyon Rd. Portland, OR 97225 503-629-6000 [email protected] Committee Chairs Legislative: Lisa Larkin Education: Vince Powell Image: Tom Collier Membership: Brian Hardy Past Presidents: Glen Rardin Oregon Dealer News is a publication of the Oregon Independent Auto Dealers Association, 1475 Capitol St. NE, Salem, OR 97301 and is published every month. The association was established in 1948, chartered as a non-profit organization in Oregon and is affiliated with the National Independent Auto Dealers Association. Advertising rates may be furnished upon request. ~ The statements and opinions expressed herein are those of the authors and do not necessarily represent the views of the Oregon Independent Auto Dealers Association. Likewise, the appearance of advertisements or the identification as members of OIADA does not constitute endorsement of the products or services featured. *For advertising information please contact OIADA at 800.447.0302 2 | OIADA August 2012 “Shifting GEARS” With the President Time for Reminders Gary Sargent Sargent’s Motorsports 503-969-5228 Recently, I cruised the auction parking lot looking for a parking spot and spotted several old designed yellow dealer plates. For years we have had to display dealer plates that had us dealers being mistaken for either “Disabled” or District Attorney. 1959 OIADA listened and lobbied DMV to change the dealer plate design and they listened. Those of you who have already traded in your old yellow dealer plates for the new design, I’m sure will agree the reflective satin silver plate with raised black letters is a definite improvement as they are reminiscent of the dealer plate in use when Oregon turned 100 years old. Communicate prestige and professionalism to your customers by replacing those old yellow plates with the new reminiscent design. I have been asked if you have to wait until you renew your dealer’s license to trade up to the new plate design? The answer is no, you can do it at anytime for a nominal fee per plate. Many motorcycle dealers have chosen to obtain a DA license, so they can do things like take cars in trade and sell trailers. In the past motorcycle dealers only could get a Dealer plate in car plate size. OIADA listened to the dilemma they were faced with of using a full size DA plate on a motorcycle and lobbied DMV to issue DA plates in the motorcycle size plate. DMV listened and the small DA plate is available. The smaller DA plate is designed to only be used on motorcycles. 2012 OIADA welcomes any questions you may have and will help you find a resolve to any industry problem you encounter. OIADA Staff recently launched a feature called “Ask Val” to give you fast answers to your industry questions. Please take her up on her offer. Sincerely, Gary W. Sargent OIADA President NIADA Vice President Region 4 OIADA August 2012 | 3 False Pretense – Trick and Device Dealers beware! False pretense is not theft. If you carry physical damage insurance for your inventory, you may think you have coverage for everything that could happen to your vehicles, but this is not the case. Physical damage is divided into two sections of coverage: • Collision insurance provides coverage in the event of colliding with another vehicle or object. • Comprehensive is coverage for “any” other peril that causes damage to your vehicle. o False pretense and certain other types of losses are excluded Some dealers purchase a more restricted form of “other than collision” coverage called “Specified Perils”. This coverage limits your insurance to only perils listed in the policy such as fire, theft, vandalism, and whatever else may be named. In other words, if it isn’t listed, it isn’t covered. In both cases, whether you have Comprehensive coverage or Specified Perils coverage, “False Pretense” is always excluded. The good news is that it can easily be added to your policy. But what exactly is “False Pretense”? False Pretense is when a person obtains property (vehicles, for the purpose of this discussion) by falsifying or slanting past or existing fact. Simply speaking, intent to deceive is present. It appears that False Pretense claims occur more often when the economy is off and car sales are down; dealers seem to let their guard down. They want to acquire vehicles at less than a fair price or they want to “take a chance” and relax their standards for taking payment and verifying documentation. False Pretense is a preventable event if dealers always take precautionary measures: 1. If the deal seems too good to be true, it probably is! 2. Make sure you require accompanied test drives. If an unaccompanied test drive is unavoidable, the dealer must take possession of the customer’s keys, make a photo copy of the driver’s license, registration and current insurance identification card and have the customer sign a loaner car agreement. 3. Unlicensed persons should never be allowed to test drive a vehicle. 4. Never allow a customer to take possession of the keys to a vehicle without a salesman present. 5. When purchasing a vehicle, make continued on p. 9 OIADA August 2012 | 5 hecht_autoins_ad_final_out.indd 1 2/3/11 10:23:10 AM What Your Customers Really Want How many times do you hear, “Customers only care about the price”? Most dealers say they hear it all the time. But price is only an issue when it’s presented as the only primary benefit. Regardless of the industry, product or economy, a company does not need professional salespeople to sell price. For that, all it needs is a website or catalog and a payment processor. going on a job interview and telling the interviewer he should be hired because he is a self-starter, a team player, a people person, motivated and loyal. Those answers are generic and do not differentiate you from the next person. more candy, play all day and not do homework. Value is determined by the prospect. “What value do you add?” is a trick question because it can only be answered after the sales professional understands what the prospect defines as value. Here are three easy steps to make sure you’re able to sell on true value and not price. To determine what the customer perceives as value, a sales professional must ask the prospective customer purposeful questions and ask a lot of them. If a company wants to increase sales and margin, it needs to teach the sales team how to establish real value. Once that happens, they need to practice doing it over and over. The difference between an amateur and a professional is a professional practices his skills – he doesn’t just play the game or go on sales calls assuming the sales call is practice. The key to overcoming price is not a scripted catchphrase. Rather, it is learning how to create a real value partnership. In order to do that, one must practice. Selling value is more than making statements like, “We offer great customer service,” or, “We have experience and expertise,” or, “Our people make the difference.” When salespeople are asked about the value offered those are the most common answers given. That’s no different than a person 6 | OIADA August 2012 The more the sales professional learns and understands, the more likely he will be able to establish value according to the prospect. Though many salespeople know that, very few truly implement it. Too many salespeople flood a prospect with information about what they have to offer without knowing whether what they are saying will be of value to a prospect. It cannot be stressed enough – ask questions first before explaining the value you bring. Asking purposeful questions allows the sales professional to truly understand a prospect, not just his service needs so he can “sell” him. Write down your questions and take them with you: This does not make a salesperson less of a professional or less of an expert. In fact, this will allow you to show a client or prospect how important it is to fully understand his needs and desires. The order of your questions is important as well. Start your questions wide – industry-companyperson-current vendor, then finally about the product or service. Help the prospect understand what makes you and your company successful: A partnership is a two-way street – remember the sales professional is responsible for both ways. That means a sales professional shares with the prospect what makes him successful without making it difficult or inconvenient and shows the why and value for both sides. “The difference between an amateur and a professional is a professional practices his skills – he doesn’t just play the game.” Asking questions is more than just asking open-ended or leading questions. Most salespeople ask questions like, “Would it be a benefit to you if we could give you more or less of this money?” In most cases it is a rhetorical question – the customer has no choice but to respond, “Yes.” That is like asking a child if he’d like to have Practice, practice, practice: Practice your sales every day beforehand rather than talking it out afterward and calling it practice. That goes for all sales managers, too. If the sales leader does not mandate continued on p. 9 BUYERS: Gain exclusive access to some of the region’s most exceptional new car dealer aged inventory via our virtual marketplace. 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Get your inventory and dealership valuable exposure on one of the fastest growing and easy-to-use auto shopping sites on the Internet today and let us help you do the work: • UsedCars.com and its affiliate network of websites are visited by nearly 40% of all shoppers looking for pre-owned vehicles on the largest Internet automotive sites.1 • With the UsedCars.com Network, you will get exposure to over 20 million used car shoppers (on a nationwide basis) each month and preferred placement on top automotive sites. 2 • For nearly 15 years, our pay for performance business model has helped thousands of car dealers do a better job of attracting consumers to their dealerships. 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If the prospect cannot afford the product being offered, don’t lower the price and the perceived value – find a new prospect. By admitting your product is not a fit, you will gain more buyers long-term than you will by force- False Pretense... continued from p. 6 feeding a product or service and losing the value along the way. Every customer wants the most for the lowest price. That’s not a bad thing once a sales professional learns how to help the prospect understand he really wants success for the best price. Success cannot be provided by a vendor. It can only be provided by a true partner. Sales professionals need to prepare and practice so the next time a prospect says, “I want the cheapest price,” the salesperson is confident, ready to take control of the situation and will never sell (or lose) on price again. Nathan Jamail, best selling author of The Playbook Series, former executive for Fortune 500 companies and owner of several small businesses, is a motivational speaker, entrepreneur and corporate coach. For more information visit www.nathanjamail. com or call (972) 377-0030. continued from p. 5 sure to have the legal title to the vehicle. Check Carfax or appropriate state records for stolen vehicles if you are in doubt. 6. Make sure credit cards are valid and funds are sufficient. Make sure that checks are written from valid accounts and funds are sufficient. False pretense does not apply to loss when a bank or credit card “fails to pay”. 7. Remember rule #1 – if the deal seems too good to be true, it probably is!! Investigate further!! Preventing a loss from False Pretense is entirely in your control. We have many examples of instances of false pretense. All of the following instances could have been avoided: • Unaccompanied test drive - the guy just never came back. A dealer allowed someone to test drive a vehicle by himself and he never came back to the lot. The vehicle was finally recovered much later in Northern California. • Stolen vehicles - an individual brought in a car to sell with a title already signed, asserting that the car belonged to an elderly relative. The price was “too good to be true. The dealer did no further investigation into the car’s history and later had no way to trace the seller. Needless to say, the car was stolen. • Title altering - i.e., salvage vehicles “washed” (re-registered in another state) to clear titles and/or stolen vehicles retitled with salvage title identification. • Stolen/Forged payment methods - recently, we have seen several claims where a stolen credit card was used, or checks were written from closed accounts and stolen checks. We’ve also seen instances where stolen identification and forged licenses were used to purchase vehicles. • Vehicle purchased under false pretense- - some years ago we had a dealer forced out of his car at gunpoint and the thief left with the car. This claim was considered robbery (or theft), not false pretense and the car was ultimately recovered on a Washington dealer car lot. However, because the dealer in Washington took possession of the vehicle without checking its history, this led to a False Pretense loss for the Washington dealer. As touched on previously, periods of high unemployment and a lagging economy lead people to go to all sorts of extremes to get what they think they need. As dealers we need to always be on guard. In fact, in times like these we must be more cautious. If a loss does occur, make every effort to recover your lost vehicle; Notify the state and local police immediately; Notify our Department of Motor Vehicles. If your policy carries coverage for False Pretense losses, notify your insurance agent. Most insurance companies take False Pretense claims very seriously. Unlike other physical damage claims that are “sudden and accidental”, a False Pretense loss is preventable. Having this sort of claim indicates to an insurer that the dealer may be less than cautious in one or more ways. A claim for False Pretense may result in the removal of False Pretense coverage from the dealer policy. Further, it may result in higher premiums in future policies and may even result in the cancellation or nonrenewal of current insurance. Each insurance company is unique and each defines and handles False Pretense differently. What is true with all insurance is that False Pretense is not theft and must be guarded against. Hecht & Hecht Insurance Agency, Inc. is a full service insurance agency insuring Dealerships in the Northwest since the 1980’s. We insure Building and contents; Garage Insurance; Dealer Bonds – preferred and those difficult to place; Dealers Open Lot; Workers Compensation; Home Insurance; Recreational Vehicles and many other of your insurance needs. We can be reached at www. Hechtins.com. Email at: [email protected] or call Evelyn Hecht at 503-542-1131. OIADA August 2012 | 9 The Pay Off Value of Service Contracts Knowing - and Selling - the Value of Service Contracts Can Pay Off for Both Dealers and Customers If you offer a variety of back-end products, having a menu of products is more time-efficient and customerfriendly. The menu also saves a significant amount of time, which is good for both the customer and the dealership. The finance and insurance department is one of the most profitable areas of most automobile dealerships. It typically has the ability to generate a large amount of profit with every little expense as compared to other departments. Within F&I, extended service agreements, or service contracts, usually have the most potential to generate revenue. For that reason, most dealers seek to maximize the sale of service contracts. How can a used car dealer do that? There are several steps they can take to make the most of a profitable product. Set up the service contract prior to finance: If your store has an F&I 10 | OIADA August 2012 department, you might be able to work with your sales staff to instantly improve your service contract sales. Many salespeople don’t see the value in back-end products and aren’t motivated to promote them unless they are adequately compensated. Yet salespeople have the ability to make or break a service contract sale before the product is even offered to a customer. Some salespeople fear the F&I turnover, assuming the finance manager is going to “mess up” the deal they’ve worked so hard to close. Other salespeople try to build rapport by “protecting” the customer from spending “unnecessary money” on ‘worthless” finance products. of finance products are less likely to see those products as unnecessary. Also, if they are paid on the back end of a deal, salespeople will be much more likely to emphasize a service contract’s value with their customers and reinforce the customer’s good decision to purchase one. That’s why it is important to educate your sales staff on the value of F&I products and explain how they benefit the dealership overall. Frankly, it just makes sense to pay salespeople a percentage or spiff on the back end of a deal. Know your product: In today’s information-laden world, strong product knowledge is essential. Customers today want to know everything about a product before they are willing to make a purchase. Most automotive customers have not only done their research on manufacturer and dealership websites, they have usually read articles and reviews on third-party or consumer advocacy sites as well. “It is important to educate your sales staff on the value of F&I products and explain how they benefit the dealership overall.” Those sales tactics create doubt in customers’ minds and make it very difficult for finance managers to accomplish their goal of selling products. However, salespeople who understand the value and importance If a customer in your store has a specific question about your service contracts, will the F&I person be able to answer it? Your finance manager needs to read the entire contract and know the features and benefits inside and out. He or she needs to understand the difference continued on p. 12 Save the Date • Save the Date • Save the Date August 21 & 22 Brasher’s NW - Eugene, OR st nd Service Contracts... continued from p. 10 between exclusionary and inclusionary coverage, and know how to explain it to the customer. An informed salesperson is no longer a luxury in today’s market. Customers demand knowledgeable salespeople before they are willing to buy intangible products. Remember, customers come in to buy a car. They rarely arrive with the sole intension of purchasing back-end products. Taking the mystery out of what is and what is not covered by a service contract might pleasantly surprise and possibly turn around a doubting Thomas. Follow up with every customer: Many companies successfully sell service contracts to customers who don’t initial buy one at the dealership. Those companies are profitable because they capitalize on the sales opportunities that exist with customers who initially weren’t interested in the product. Successful automobile salespeople follow up with customers who didn’t buy a car during an initial dealership visit. Those salespeople know if they do not follow up, it is likely their customers will buy elsewhere. Shouldn’t your F&I managers follow the same practice? After all, if they never ask the customer to buy again, it is almost certain the customer will either not buy a service contract at all or will purchase one elsewhere. The reality is some customers might be more likely to buy a service contract after they leave the dealership. Since customers spend several hours at the store selecting the vehicle they ultimately purchase, by the time they have finished with the vehicle sale they are anxious to take delivery and leave. They might not want to listen to yet another sales pitch or spend any more money that day. Even the best F&I mangers might not be able to close those customers that same day. But one the customer 12 | OIADA August 2012 has had a few days to relax and enjoy his new vehicle, he might be more willing to consider a service contract purchase. A friendly thank you note with a reminder about the extended service agreement could be all he needs to make a purchase decision. A follow-up phone call during which you ask how he is enjoying his vehicle and reiterate the benefits of a service contract Offering a service contract tailed to the customer’s driving habits increased the likelihood he will purchase one. IF the customer has a trade-in, ask if there are any service contracts you can cancel him. That will let you know if he purchased a service contract the last time he bought a car. He might not have thought about canceling the service contract on his trade, but the money recovered can help pay for part or all of the new contract. And the customer will appreciate that you offered to assist him with something others might have overlooked. Present using a menu: In used car dealerships across the nation, far too many F&I managers are still step selling their products one at a time. This is a lengthy, laborious process customers have grown to dislike. might be enough to spark another buying opportunity. Remember, customers are more likely to buy again from your dealership, a company they now trust, rather than an aftermarket company they are less familiar with. Conduct a short interview: Conducting a short interview allows the F&I manager to build rapport with the customer before presenting products. Moreover, it allows the F&I manager to gather some importance information. When discussing the customer’s purchase, find out how long the customer usually keeps his car. How many miles is he likely to put on the car? The answers to those questions will allow the F&I manager to customize his product presentation to the current customer. For example, the term and mileage offered should match the customer’s driving habits. If you offer a variety of back-end products, having a menu of products is more time-efficient and customerfriendly. Instead of “selling” each product individually and explaining all the features and benefits, the products are offered in a short, low-pressure, non-confrontational presentation. The presentation method operates on the theory that many people will buy if a product is simply “offered” rather than “sold.” The truth is that while we all like to buy products, no one really likes to be sold. The old saying “he really got sold” exemplifies the negative connotation of that point. When properly used, the menu also saves a significant amount of time, which is good for both the customer and the dealership. Most important, consistent menu use, combined with proper product presentation, yields more service contract sales because customers are less defensive when the are simply given options. There are a variety of service contract companies that provide training to help used car dealers find the most effective ways to present a menu and generate more product sales. The 100 percent rule: The Number one reason customers to not buy service contracts is that they were never offered to them. Some F&I managers like to pick and choose whom they present their products to. They base their decision on whether or not they thin the customer will buy. In reality, there is no way of knowing for sure if the customer will buy a service contract until it is offered to them. Prejudging and not offering the contract to every customer not only can leave you open to claims of customer discrimination, it also guarantees fewer service contract sales. The best practice is for the F&I manger to offer 100 percent of the products 100 percent of the time. Remember, you can’t sell something to a customer if you never offer it to begin with. Conversely, offering a product to every customer provides the opportunity to sell a service contract every time. Often “consumer advocates” publish articles or post information on websites that belittle the value of service contracts. As a result, customers who can potentially benefit from the product opt not to purchase one. Later, those same customers might find themselves facing catastrophic repair expenses that create a financial burden. Many of those repairs might have been covered by a good service contract, and some of those customers will blame the dealer for selling them a car that is not reliable. Others might fight themselves wishing they had purchased a service contract. Either way, having a service contract would have changed the customer’s mindset in that situation, and probably their impression of your store as well. Service contract sales have the potential to greatly enhance a used car dealership’s profitability, and it is our responsibility to make sure customers understand what they are giving up if they choose not to purchase one. As discussed, there are some things a dealership can do to help increase service contract sales. Properly train your sales force about the value of the product and how to set the customer up for F&I Make sure F&I managers follow up with every customer, conduct a short interview to learn about the customer’s specific needs, and use a menu to present the products and offer a service contract to every customer who purchases a vehicle. With your consistent processes and training, your service contract sales can improve. JM&A Group (www.jmagroup.com) is one of the largest independent providers of finance and insurance products in the automotive industry as well as providing consulting services and F&I training for used car sales, operations and service departments. OIADA August 2012 | 13 Surviving an Hey There Dealers and Associates! I hope all of you are enjoying the summer weather! Below is the answer to one of our most frequently asked questions, “How long am I supposed to keep my old files for?” We had a dealer call in with this question that still had records from 15 years back! Better safe than sorry though. The entire OAR 735 Division 150 (Regulation of Vehicle-Related Business) can be found at: http://arcweb.sos.state.or.us/pages/rules/oars_700/oar_735/735_150.html Please Note: I only listed the verbiage that provides the immediate answer to the above question. For the full OAR 735-150-0035 section requirements please visit the web address found above. OAR 735-150-0035 Dealer Records (1) The original records required to be maintained by dealers pursuant to all applicable provisions of ORS Chapter 822 and OAR chapter 735, division 150 or documenting compliance with any of these provisions, must be maintained for a period of two (2) years on the premises of the main business location. Where a dealer has an additional (or supplemental) location pursuant to a valid supplemental certificate, all original records required to be maintained for that particular location must be maintained for two (2) years either at the main business location or at the additional (or supplemental) location, at the option of the dealer. For good cause shown or upon a showing of a business necessity, DMV, in its sole discretion, may authorize a dealer to maintain its dealer records at a location within the State of Oregon other than that required by this section. (2) In addition to the requirements described in section (1) of this rule, dealer records must be maintained for an additional three-year period in any location within the State of Oregon that is convenient for the dealer. During this three-year period the dealer may, at the dealer’s option, maintain the original dealer records or an exact copy of the original records in hard copy, on film, or electronically.” NIADA Members Get $100 Discount from CARFAX CARFAX has an exclusive offer for NIADA member dealers – become a CARFAX Advantage Dealers and receive $100 off the first two months’ subscription on top of other promotional offers. CARFAX Advantage Dealers have access to unlimited CARFAX Vehicle History Reports, Consumer Info Packs and CARFAX Auction Quick Checks at a flat rate, plus unique point-of-sale materials available only to CARFAX Advantage Dealers. More than 14,000 dealerships nationwide build trust with potential customers before they step on the 14 | OIADA August 2012 lot by getting the word out they are CARFAX Advantage Dealers. The discount is available to new CARFAX subscribers and customers upgrading from standard accounts. CARFAX provides NIADA members with exclusive offers and solutions to help sell more cars and make more money. One of the newest – CARFAX Service Network – works to increase revenue from service operations with access to a suite of maintenance-related products and services. Among them: Free advertising on CARFAX Vehicle History Reports that helps keep more cars in the service cycle, even after the car changes hands. CARFAX Service History Checks that give independent dealers with service bays access to maintenance and repair information reported to CARFAX for specific vehicles. Dealers will have more opportunities to engage customers and recommend the service their vehicle needs. As an NIADA National Corporate Partner for more than four years, CARFAX has provided NIADA members with easy-to-use solutions that increase the success of their business. For more information, call 888-788-7715 and say you’re an NIADA member. NIADA Member Benefits Guide Auction Technology Services Member Resources Auction Genius is software for auto dealers buying vehicles at auction. With a simple combined screen view dealers can quickly evaluate more vehicles in less time and participate in more auctions. The software synchronizes both local auction and vehicle specific information to help dealers make smarter buying decisions. The program integrates with industry partners CARFAX, AutoCheck, NADA Guide Book, Black Book, Kelley Blue Book, and Galves. Auction integration includes Manheim Simulcast, OVE.com, Manheim PowerSearch, ADESA LiveBlock and ADESA DealerBlock, with more in development. NIADA members receive 10% discount by using coupon code NIADA when registering. Website: www.auctiongenius.net/go/ niada. Phone: 888-526-9346 Business Management Services BizFilings is the online incorporation provider of choice for more than 500,000 small businesses across the United States. BizFilings’ expert staff, step-by-step processes, and no hidden fees policy allow small business owners to form a corporation, limited liability company (LLC) or other business structure with confidence. BizFilings also offers a full range of business filing and compliance products, including Registered Agent services in all 50 states equipped with knowledgeable staff and tools to help businesses remain in compliance with state regulations. NIADA members receive a 20% discount on Biz Filings services. Just mention or use the code “NIADA” to receive your discount. Visit BizFilings at http://www. bizfilings.com/landing-pages/niada. aspx or contact their Customer Care team at 800-981-7183. CARCO Group, the prime choice of Fortune 1000 companies for all of their background screening needs, is excited to offer a 15% discount to NIADA members on its CheckToHireSM product. Visit www.niada. checktohire.com to start securing your workforce and limiting your company’s exposure to liability. To obtain the member discount, use Affinity Code NIAD22 when registering. CARCO Group, Inc. is a HR workflow solution and background screening company that performs comprehensive background investigations on potential and current employees, vendors, customers, and business partners, as well as fingerprinting and drug testing. CompuPay, Inc. (www.compupay. com) was founded in 1980 and today is the fourth largest payroll company in the United States. CompuPay offers a wide variety of payroll services for businesses with one to 10,000 employees. The company provides convenient online payroll processing; full national, state and local tax filing and compliance; and employerrelated services such as workers’ compensation insurance, retirement plans and section 125 plans. As the preferred payroll provider for NIADA, CompuPay is offering its members a 10% discount off of PowerPayroll processing fees. To learn more about CompuPay and this special offer, contact 877-729-6299 or visit www.compupay.com/l/niada Business Supply Services With FedEx Office NIADA members save up to 20% on printing/ business services. These cost saving services include Copying and Printing, Direct Mail, Signs and Graphics, as well as FedEx OfficeSM Print Online. FedEx Office has more than 1,800 locations, many open 24/7. FedEx Office makes it simpler and more convenient to manage all of your document and production needs. Contact us at 1-800-MEMBERS to learn more. NIADA members can enjoy special pricing and great discounts on a wide range of HP business products you use every day, including printers, notebooks, PCs, servers, and so much more! Plus, NIADA members receive free US ground shipping*, flexible financing and leasing options, a specially trained sales team, and awardwinning service and support. For questions or to order by phone, call 1-888-202-4465 and mention code NIADA. To shop online, visit www. hp.com/go/niada. *All orders must be billed and shipped to a US address. Some weight restrictions apply. NIADA has teamed up with OfficeMax to introduce the OfficeMax Partner AdvantageSM program. As a member of the NIADA, you will enjoy substantial savings from 31% to 88% off more than 12,000 in-stock products and 3,700 environmentally preferable products. Start saving today on office supplies, furniture, technology and printing services. To start saving now, visit: www. officemaxsolutions. com and enter username: 0722739w and password: omaxadvantage1. To order via phone, call 1-800.248.6343 to speak with an OfficeMax representative. Business Utilities Savings Reduce and manage your energy expenses with Affiliated Power Purchasers Int’l (APPI). APPI’s Powerful Solutions Program navigates the maze of energy deregulation by negotiating favorable “real-time” continued on p. 16 OIADA August 2012 | 15 pricing and contract terms and conditions with competitive energy suppliers across the country. APPI provides energy procurement with minimal time commitment and no upfront cost. To see if your state is deregulated, visit us online at www. appienergy.com/map or call us at 800520-6685. trial on all pre-owned vehicles with factoryequipped satellite radio. In addition to selling your customers a quality vehicle, you’ll be giving them the opportunity to enjoy satellite radio. And why not, there’s no cost to your customer. Visit www.siriusxm. com/ niadaprogram to enroll your dealership today! Car Rental Discounts Credit Report Savings Renting a car just became easier and economical with the new Thrifty Car Rental Discount Program for NIADA members. Thrifty’s already low rates anywhere or any size vehicle in the U.S. A 24 Hour advance reservation is required and reservations can only be made through this URL or via the link on the NIADA web page. Offer is valid until 12/31/11. Visit http://www.thrifty. com/?iata=00227148&PromotionCod e=NIADA to receive a 5% discount. ProCredit Express is a leading direct access provider of all three credit reports, (Trans Union, Experian and Equifax) plus a leader in compliance solutions for the automotive industry. Our partnership with NIADA includes discount pricing on credit reports with no setup or monthly access fees. Whether you pull credit reports through our free ProCredit Express online link, Dealer Track or Route One we can save you money on your credit reports and compliance plus send you one easy to read bill each month. For a savings quote, call 800-836-4019 - ask for Colleen Satragni. or visit www. procreditexpress.com/quote Consumer Products & Service Offerings PayNearMe is the cash transaction network that enables consumers to transfer money, repay loans, buy tickets, make online purchases and much more with cash. Consumers can conveniently make payments 24/7 in their own neighborhood in less than 60 seconds at any one of the 6,600 participating 7-Eleven® stores across the United States.Member discount: 15 months for the price of 12 with a 12-month subscription. Sales Contact: Caroline Crawford [email protected] or at 650.469.1321. Sirius XM Satellite Radio is America’s satellite radio company. SiriusXM broadcasts more than 130 channels, including commercial-free music, premier sports, live news, talk, comedy, entertainment, traffic and weather to more than 21 million subscribers. Only SiriusXM brings you more of what you love, all in one place. Independent Dealerships can now offer a free SiriusXM 3-month 16 | OIADA August 2012 Dealership Accounting Tools NIADA’s Accounting Manuals are an essential tool for a dealer to manage their business. Developed for independent dealers by Robert Page, CPA, of Page Publications. Contact Georgia Brown at 800-682-3837 to order the 3 volume series today! Financing Solutions AFC is one of the largest providers of independent dealer floorplan financing in North America. AFC’s inventory financing is available for dealer trades and is also accepted at nearly 1000 auctions. AFC, as part of KAR Auction Services, Inc., provides floorplan financing programs for retail and wholesale automobile dealers, RV dealers, motorcycle dealers, salvage and daily rental operators. For more information about AFC, please phone toll free 1-888- 345-0600 or visit us online at AFCDealer.com. Auto Portfolio Services, LLC offers a full range of loan servicing solutions exclusively for the automotive sector accommodating any size of portfolio across all credit spectrums & repayment plans. APS offers clients full service, “cradle to grave” loan servicing solutions, including welcome calls, payment processing, collections, repossession, remarketing, and title administration; all with the ability to choose our services on an a la carte basis. APS can also customize programs to fit their individual needs. For more information on our services & NIADA membership incentives, please contact Michelle Jackson at 720.241.7608 or Mjackson@ AutoPortfolioServices.com Make Every other credit card in your wallet seem pointless and support the National Independent Automobile Dealers Association with every purchase with the new NIADA Visa® Platinum Rewards. All NIADA Members can enjoy these benefits of this new credit card: No Annual Fee; Low Introductory APR on Purchases and no balance transfer fees for 6 months; Earn bonus points for FREE airline tickets, merchandise, cash-back and more at participating merchants; Enhanced Visa Platinum benefits, including 24/7 Emergency Customer Service and 100% Fraud Protection, Auto Rental and Travel Accident Insurance and much more. Apply for and choose your official NIADA Visa® card at http://www. cardpartner. com/pro/app/niada RouteOne’s free webbased credit application management system provides solutions of choice for dealer and finance source customers in the automotive industry. RouteOne offers a single portal for processing credit applications to participating finance sources, including prime, sub-prime, and credit unions, allowing dealers to streamline their existing F&I processes. Call RouteOne today at 866.933.0663 to activate your dealership! Or visit www.routeone. com. Vehicle Acceptance Corporation offers Cash and Service Solutions for the Buy-Here-Pay-Here dealer. VAC is a sub-prime automobile finance industry leader that has helped dealers create profitable portfolios since 1989. Headquartered in Dallas, Texas, VAC has 6 offices offering Note Servicing and Cash Advances to used car dealers nationwide. Contact National Sales Director Allan Couch at 214-828-4725 or via e-mail at [email protected], for more information about our products and services. Services is a leading worldwide provider of comprehensive regulatory compliance and risk management solutions for the financial services industry. It’s Indirect Lending business unit offers auto lenders and dealers compliance documents such as Bankers Systems® retail installment contracts, document preparation through its DocOne® printing engine and compliance validation tool, and online credit application submission and processing through its AppOne® platform, which connects independent auto dealers with lenders. For more information, call 1-877-277-6631 or visit www. WoltersKluwerFS.com/ Indirect Get the Most out of Your OIADA Membership Visit www.oiada.com to connect with other members, get news updates and more! Wolters Kluwer Financial OIADA EDUCATION CLASS SCHEDULE Pre-License - Continuing Education – Title & Registration August 2012 3 – Manheim Portland Auto Auction – Pre-licensing 17 – O IADA Salem Office – Title & Registration/ Compliance Class 31 – Brasher’s Portland Auto Auction – Pre-licensing September 2012 7 – Manheim Portland Auto Auction – Pre-licensing 21 – OIADA Salem Office – Pre-licensing Brasher’s NW Auto Auction: 90485 Auction Way, Eugene, OR 97402 Manheim Portland Auto Auction: 3000 N Hayden Island Drive, Portland, OR 97218 Brasher’s Portland Auto Auction: 23585 NE Sandy Blvd, Portland, OR 97238 OIADA: 1475 Capitol St NE, Salem, OR 97301 PRE-LICENSING IS AVAILABLE IN A “LIVE CLASSROOM FORMAT” OR “HOME STUDY” COURSE • Pre-licensing classes begin at 8:30 a.m. unless otherwise noted • Title & Registration classes begin at 9:00 a.m. unless otherwise noted • All dealers must complete 5-hours of Continuing Education per year • All persons who desire to be licensed as a motor vehicle dealer must complete an • 8-hour pre-licensing seminar before DMV will issue a dealer’s license. ********** TO REGISTER FOR A CLASS Call 503-362-6839 or 1-800-447-0302 (All times, dates, locations subject to change) Driver’s license or other positive ID required BEFORE class begins WWW.OIADA.COM OIADA August 2012 | 17 continued from p. 5 Oregon Dealers News Corner Giving back is what we are all about! In recognition of this OIADA cordially invites you to our summer barbeque, cruise-in, and part-time sales meeting! Come bask in camaraderie while enjoying a free chicken barbecue hosted by the Executive Committee of OIADA Any OIADA member and/or nonmember. Members: meet your OIADA Executive Committee, bring a nonmember to join us. If you have something cool to drive be sure to arrive in it! Show off points count and are in this instance…encouraged!! Barbecued chicken, salad, sides and refreshments served at no cost to members. Nonmembers get charged the same! Blizzard MOTORS, 1604 E Burnside, Portland Or 97214 Friday, August 31st, 6pm-8pm 18 | OIADA August 2012 ASSOCIATE MEMBER LIST: Your Dealer Products and Service ADVERTISING CAR RENTALS Affiliated Media LLC Ronald Massey, 503-705-9497 Canon Investments, Inc. Joe Canon (Salem), 503-580-0473 AutoTrader.com Amelia Goldman, 360-303-8407 [email protected] DEALER SOFTWARE Carsforsale.com Aaron Oestretch, 605-306-3302 Cars.com 312-601-6134 The Oregonian Rich Fryback, 503-221-8486 UCMLink www.ucmlink.com Allison Pittman, 601-812-5876 UsedCars.com by Dealix Tamara Garris, 704-243-6652 AUTO ACCESSORIES Northwest Auto Accessories Craig Lessard, 503-288-5700 Auto Marketing Associates Northwest Gary Palaniuk, 503-519-7725 PRIVATE AUCTIONS Brasher’s Portland Auto Auction Jerry Hinton, 800-300-3200 Brasher’s Northwest Auto Auction Lisa Larkin, 800-905-3901 CrosspointNW Dealer Auction Brian Hardy, 503-457-4000 Skywerks Martyn Olliver, 425-738-0234 Frazer Computing Michael Frazer, 888-963-5369 FEE-BASED INCOME PRODUCTS Mile High Consulting Inc. Mike Cintron 720-838-7400 Cell FINANCING Credit Acceptance John Bragg, 253-279-3230 Credit Concepts Jason Moon, 541-342-8545 JP Morgan–Chase Auto Finance Jeff DeGarmo, 503-201-4370 Nationwide Northwest, LLC Mark Tischer, 503-339-4165 Reliable Credit Association David Marx, 503-462-3022 Gold Acceptance/ Oregon Auto Finance 1700 Valley River Dr. #300 Eugene, OR 97401 Gary Veum, 541-868-0472 OUT-OF-STATE AUCTIONS United Finance: Burnside, 503-232-5153 Eugene, 503-342-7671 Salem, 503-585-6411 Medford, 541-779-7391 Adesa Seattle Auto Auction Jason Arcaro, 253-735-1600 x 213 SmartwayAdvisors Sheldon Harris, 503-795-7700 Dealer’s Auto Auction Northwest Steve Doyle, 509-244-4500 FLOORPLAN FINANCING Manheim Portland Auto Auction 503-286-3000 Manheim Seattle Auto Auction Julie Picard, 206-762-1600 Dealer Services Corporation Garrett Jorewicz, 866-230-0820 PUBLIC AUCTIONS HEALTH CARE & BENEFITS Insurance Auto Auctions, Inc. Ryan Hall, 503-253-1500 The Summit Group of Oregon, LLC John Petrie, 503-581-2825 INSURANCE & BONDING Consumer Insurance USA Robert Wells, 877-431-0970 Hecht & Hecht Insurance Evelyn Hecht [email protected], 800-609-0979 Kelly Martin Insurance Agency, Inc. Kelly Martin, 503-625-2615 LEASING Oregon Roads, Inc. New & Used Vehicle & Commercial Leasing Joseph McKinney, 541-683-2277 RECONDITIONING E & N, Inc. Marco Segura, 503-850-4730 SERVICE CONTRACTS A.U.L. Corporation Gina Eagerton, 800-826-3207 Automotive Business Developers Shannon Meany, 541-944-9186 Auto Marketing Associates Northwest Gary Palaniuk, 503-519-7725 Auto Services Company Dick Proudfoot, 503-705-7597 A.U.L. Corp/ D.P.C. Inc. Jim Bangert, 360-834-3333 Protective - Asset Protection Division Dylan Doran, 818-836-1455 GWC Warranty 800-482-7357 ext. 767 TRAINING OIADA: Continuing Education, Title & Registration, & Pre-licensing Wendy Riggi, 800-447-0302 Automotive Business Developers Shannon Meany, 541-944-9186 Petersen Auction Group of Oregon Curt & Susan Davis, 541-689-6824 Woodburn Auction Steve Morin, 503-981-8185 OIADA August 2012 | 19 Read & Respond and Certify Below OIADA CONTINUING EDUCATION PROGRAM Complete this test and Certify below that you have read the articles for August 2012 OIADA Members: Once again it is that time of year for OIADA members to nominate a fellow dealer for consideration as The Oregon Quality Dealer of the Year! Do you know a dealer who is involved in their community or charities? Who is a well-rounded, upstanding citizen? Who is a genuinely good person? Who is someone you’re proud to call a fellow Oregonian? Please return the favor to them and nominate them for 2013 Oregon Quality Dealer of the Year! The 2013 Oregon Quality Dealer winner will go to the NIADA Convention in June 2013 as candidate for National Quality Dealer of the Year! Quality Dealer Award Process Any member of OIADA may submit a nomination for Quality Dealer. From the nominations, the Image Committee shall select the State Quality Dealer. Qualifications: • • • • At least 5 years as a successful independent dealer Recommendation from any OIADA member dealer Attractive appearance of lot and inventory Involvement in civic and community affairs • Ability to attend the OIADA and NIADA Conventions Thank you for your participation in this honored event. Name of Nominee:___________________________________________________ Dealership:__________________________________________________________ If you have any questions please contact Lisa Larkin at 541-689-3901, Tom Collier at 541-317-3403 or OIADA at the Salem office at 1-800-447-0302. Deadline is September 15th, 2012 for nominations. I certify to OIADA that I have personally read these articles in The Oregon Dealer News Magazine for #8-2012 My Name __________________________________________________ ____________(printed) Dealership Name ____________________________________________________ ___________ Dealer License Expiration Date:_________________________ Dealership #_______________ Signed: _______________________________________________Date _____________________ FAX TO: 503-364-7331 or mail to OIADA, 1475 Capitol St. NE, Salem, Oregon 97301 20 | OIADA August 2012 Now Running Weekly! High-quality Dealer Consigned Vehicles Running in the Lanes and Online Call the Brasher’s Northwest Sales Hotline for more information on this program at 541-463-7150 or email us at [email protected] Brasher’s Northwest is an AuctionPipeline Auction. Visit us at www.BrashersNorthwest.com NORTHWEST AUTO AUCTION 90485 Auction Way, Eugene, OR 97402 • www.brashersnorthwest.com • 800-905-3901 PRSRT STD U.S. POSTAGE PAID Albany, OR PERMIT NO. 188 1475 Capitol St. NE Salem, OR 97301 503.362.6839 ●800.447.0302 Fax: 503.364.7331
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