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]
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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
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8 | OIADA August 2012
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What Customers Really Want...
ongoing practice and get involved
himself, it will never happen. Just like a
sports team won’t practice if the coach
doesn’t require it and get on the field to
work with the team.
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.
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Hechtins.com. Email at: [email protected] or call
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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