auto dealer art car buyer of listening

auto dealer
INDEPENDENT
Georgia Independent Automobile Dealers Association
May | June 2014
artof listening
to the car buyer
the
1 in 5 Americans Would Let Computers do the Driving, p. 21
Customers Becoming Less Interested in Test Drives, p. 31
4 Ways to Effectively Listen to Your Customers p. 36
You are What the Internet
Says You Are
Your customers make their decisions based on what they read, p. 19
‘Wholetailing’ Emerges in Changing
Used Market,
Direct-to-retail-customer sales from the auction lanes, p. 22
REGISTER TODAY
CONVENTION & TRADE EXPO
SAVANNAH, HYATT REGENCY
JULY 24-27, 2014
It’s work and play at its best!
Thursday, July 24:
VIP GOLF TOURNAMENT
Savannah Harbor Course
Friday, July 25:
TOP NOTCH INDUSTRY TRAINING
Nationally Known Speakers
Thursday, July 24:
RIVER BOAT CRUISE WITH DINNER
Aboard the Savannah River Queen
Friday, July 25:
DYNAMIC TRADE EXPO
Over 60 exhibitors
SE
GE
A
EP
7
&
6
GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION
INDEPENDENT
auto dealer
MAY | JUNE 2014
2 |
Join Us in Savannah for an
Amazing Event
President’s Message
13 |
Online Versus Offline
Auctions: It’s Not an Either-Or Question
22 |
‘Wholetailing’ Emerges in
Changing Used Market
4 |
HB-729 Vetoed by Governor
Executive Director’s Message
15 | Guess what? Customers Care
About Maintenance
25 |
Internet Threatens Art of
Selling
6-7 |
2014 Convention Highlights
16 | 2014 NIADA Convention
31 |
Customers Becoming Less
Interested in Test Drives
8 |
5 Reasons Women Buy from
Their Car Sales Advisor
17 |
Claude Rainwater, A Douglas
County Icon
32 |
Manage Your Inventory
Efficiently in the Summer
10 |
Compliance Tip: CFPB Civil
Investigative Demands
19 |
You are What the Internet
Says you Are
36 |
4 Ways to Effectively Listen
to Your Customers
12 |
Most Popular Used Cars,
Brands with Strongest
Growth
21 |
Driverless Cars Study: 1 in 5
Americans Would Let
Computers do the Driving
43 |
Service Provider Directory
BOARD OF DIRECTORS
The magazine of the
GEORGIA INDEPENDENT
AUTOMOBILE
DEALERS ASSOCIATION
WWW.GIADA.ORG
6903-A Oak Ridge Commerce Way
Austell, Georgia 30168
T | 800-472-8101 or 770-745-9650
F | 770-745-9655
EXECUTIVE DIRECTOR | EDITOR
Paul R. John
MAGAZINE COORDINATOR & AD SALES
Professional Mojo | [email protected]
PRODUCTION EDITOR | COPY WRITING
Professional Mojo | [email protected]
DEALER SERVICES AND VENDOR RELATIONS
Amy Bennett
OFFICE MANAGER
Susan Strickland
For more information about the GIADA,
topics addressed in this issue, or for additional
copies please contact GIADA, (800) 472-8101.
Copyright 2014
Chairman of the Board
Sean Lodhi • City Auto Brokers
Marietta, GA • 770-739-8790
Second Vice President-at-Large
Glen Reeves • Reeves Insurance Associates
Douglasville, GA • 770-949-0025
President
Billy Graham • Graham Auto Sales, Inc.
Loganville, GA • 770-554-0300
Third Vice President-at-Large
Sandra Gesham • Auto Finance
Forest Park, GA • 404-366-7550
President Elect
Larry Lewallen • Rainwater Motor Company
Douglasville, GA • 770–942-8275
Fourth Vice President-at-Large
Guy Padgett • Sterling Credit
Aiken, SC • 706-830-3045
First Vice President
Robert Culver • AutoSmith of Georgia, Inc.
Riverdale, GA • 678-284-5338
Treasurer
Lee Cavender • Cavender Auto Sales
Gainesville, GA • 770–297-8700
Second Vice President
Jennifer Knights • M&M Motors
Hinesville, GA • 912-877-7462
Secretary
Dan Stryzinski • Members Auto Choice
Buford, GA • 678-765-8203
Third Vice President
Bart Barton • Barton Used Cars
Newnan, GA • 770-527-5804
Auxiliary
President
Sharon Padgett • 706–339-9320
Vice President
Venetia Lewallen • 770–377-1398
Secretary
Renae Barton • 770-527-1571
Treasurer
Jill Mosley • 770–345-1399
Sr. Vice President-at-Large
Joe Addison • Joe Addison Motors, Inc.
Savannah, GA • 912-234-5306
First Vice President-at-Large
Dennis Pope • Peoples Financial Mableton
Austell, GA • 770-948-6110
GIADA Independent Auto Dealer May/June 2014 | 1
ON THE MARK
Join us in Savannah
for an Amazing Event
On behalf of the GIADA, I want to take this
opportunity to invite every dealer, spouse/
significant other and family to join us at our
annual convention, beginning July 24th, in
beautiful historic Savannah. There will be a
kids club from 5:30pm till 9:00pm daily and
a VIP golf tournament on the 24th. Thursday
evening all are invited to a riverboat cruise
dinner (included in your convention registration)! There will also be a hospitality room
open every evening, giving a great opportunity to meet with vendors and dealers to forge
new partnerships.
Plan on attending the wonderful workshops,
as well, including advanced social media
tactics, mobile marketing, buy here pay here
workshops, and compliance issues among others. There is a huge trade expo on
Friday evening, with over 60 vendors addressing every facet of our business! In addition, on Saturday afternoon, you will have free time to do as you please and enjoy
the local attractions.
Saturday evening concludes with a President’s
cocktail reception and a grand banquet to
present annual awards and swear in our
new slate of officers. We need more dealers
involved in our association, and the convention is a great time to get to know your
fellow dealers, many of your service providers, and the officers that run YOUR Association - all in a relaxed environment. I know
it is difficult to take time away from your
business - we all have our own business to
run - but Savannah is a great place to visit
and the GIADA is a great association in
which to become involved! See you there.
Billy Graham
GIADA PRESIDENT
Billy Graham
Graham Auto Sales, Inc.
2 | GIADA Independent Auto Dealer May/Jun 2014
Se e pa ge s
6 & 7!
GEORGIA INDEPENDENT
AUTOMOBILE
DEALERS ASSOCIATION
800-472-8101
www.giada.org
GIADA is a not-for-profit industry
trade association that has been the
voice of Georgia’s independent auto
dealers since 1955. GIADA is committed to representing, educating, and
informing Georgia’s most
successful independent motor vehicle
dealers. Dealers turn to GIADA to
provide them solutions and answers
to business related questions and consumer related questions.
At present, there are approximately
2,375 GIADA members, 2,150 licensed auto dealers and 225 companies who offer products and services
to Georgia Auto Dealers. Our primary purpose is to identify and address
the legal and legislative issues that
confront the used car
industry in Georgia. But we do much
more.
Through GIADA’s impressive network
of a wide variety of companies who
support our industry, our members
enjoy pre-negotiated discounts on
products and services they need to be
successful in the car business. We encourage you to check out the GIADA
Dealer Service Provider Directory.
These services include, but are not
limited to auto auctions, insurance
companies, legal advice, and advertising. All members receive two coupon
books containing about $38,000 in
real discounts. GIADA also maintains
a large inventory of legal forms dealers
need to conduct business. Members
receive a 30% discount on all forms.
Members also enjoy discounted rates
on all GIADA training programs, or
sometimes can attend for free.
OFF-LEASE CARS
FIRST CHANCE
IN OPEN SALE
Every day from:
Acura Remarketing
 Audi Financial Services
 Ford Credit
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 Hyundai Motor Finance
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ALL DE
ADESA offers more one-owner off-lease cars than anyone else.
© 2014 ADESA, INC.
Visit ADESA.com/off-lease/state to find inventory today.
THE PULSE OF GIADA
HB-729 Vetoed by Governor
HB 729: Georgia’s existing Title Ad Valorem Tax law (“TAVT”), enacted March 1, 2013, eliminated the “birthday tax” and substituted it with a one-time payment upon the transfer of the vehicle title. I support the main effort of this bill, which sought to ensure there
was no gaming of the vehicle trade-in valuations during the purchase and trade-in of a used car. However, the inclusion of the language
regarding a lease finance company being eligible for a trade-in reduction at the end of a leased term significantly changes the trade-in
definition. Current law states that local governments must receive a base amount and the first
recalibration of the disbursements is Jan. 1, 2016. The first recalibration of the state target collection is July 1, 2015, which will determine if the tax rate requires a change. The negative effects of
the lease provision on the state and local collections would be addressed in both recalibrations.
I am vetoing this legislation because I believe it is too soon to implement a law that adversely
affects revenue, thus, leaving the state of Georgia TAVT taxpayers in a more unstable position as
the split between the state and local governments share of this revenue. Accordingly, I VETO HB
729. -Governor Deal
I guess you just never know about politics, or how things will turn out in the end. We thought
that HB-729 was a good Bill and frankly I am very surprised that Governor Deal vetoed it.
But, that’s the way it works and he has the right to veto any bill. Hopefully, during the next
legislative session the leadership at the Capital will re-visit the components of this Bill and get
it passed, or some version of it.
Check out the GIADA Convention – July 24-28, 2014. If you are reading this article
and have yet to review the details of our convention dealer-training program on July 25th in
Savannah you should really take a look at the line up of speakers we have arranged. You will not want to miss this training opportunity. Quality dealer training is hard to come by these days unless you can travel to Las Vegas to attend NABD, Leedom, or NIADA’s
conference. Seriously, take a good look at our trainers and the content of the sessions on Friday, July 25 at the Hyatt Regency River
Front and make plans to attend. It only costs $125 and this includes breakfast, lunch and dinner. Attend our Dealer Power Lunch with
the Finance Companies and you will have the time to meet different finance sources all in one convenient location in a relaxed atmosphere. And on Friday night, you’ll have the chance to visit with 50+ exhibitors eager to show you their finest and newest products
and services.
GIADA membership hits a new high! For the first time in the 58 years, GIADA membership exceeds 2,600 members. GIADA has
been the largest independent dealer association as far as membership participation for years. GIADA membership is popular with
dealers for a reason. Dealers realized that the GIADA is there for them. Our phones never stop ringing. New dealers and seasoned
dealers alike know that when they turn to GIADA for help, they always get answers, not “lip service.” GIADA has a large network of
reputable service providers; many who offer discounted rates for their services to GIADA members.
Have integrity in the way you conduct your business. We encourage all of our members to conduct their business with integrity. Don’t sell bad cars. Handle customer complaints immediately, and treat your customers just like you would want to be treated.
Make darn sure that you handle all title applications and TAVT payments in a timely manor. Don’t charge high DOC fees, but if you
do charge DOC fees make sure that your DOC fees are always included in your website pricing as well as any other advertising that
you do. Don’t be deceptive or sneaky. Take pride in your reputation and build a solid book of business with all of your customers.
Repeat and referral business is always part of a successful dealership or any business for that matter. Create relationships with your
customers. Don’t be afraid to contact them to make sure they still love their newly acquired used vehicle.
See you in Savannah in July!
Paul John
GIADA EXECUTIVE DIRECTOR
Paul John
4 | GIADA Independent Auto Dealer May/Jun 2014
GIADA Independent Auto Dealer May/June 2014 | 5
2014
GIADA CONVENTION & TRADE EXPO
...the biggest, most successful, most talked about
automobile trade expo in the south!
CHOICE TRAINING
We’ve designed this year’s dealer
training with several goals in mind
• Make you more money
• To expand your market share
• To outsell your goals
• To get you thinking outside the box
Education is the core of this convention
with session topics covering compliance,
management, collections, technology,
sales and more.
GOLF TOURNAMENT
Thursday, July 24 • 8:00AM
Bring your entire team out for our VIP
golf tournament with lots of cash prizes
for the winners, to be held at the incredible Club at Savannah Harbor Course.
TRAINING
HIGHLIGHTS
9a | Dealership Analysis Workshop
Discover how you can realize more net
profit by making simple adjustments in
your daily operations. In this extraordinary session, you will spend three hours
with an expert national dealer trainer in
the automobile industry who will show
you what you are missing from management techniques to sales and marketing.
11a | Maximizing Social Media
Wondering what you should be doing
to market your business or to figure out
how much you should be investing in
social media? Bring your plan with you,
or the lack thereof, for a gritty lesson in
social media basics and walk away with
a strategy to turn technology into sales!
6 | GIADA Independent Auto Dealer May/Jun 2014
FREE RIVER BOAT
DINNER CRUISE
TASTE SAVANNAH
TRADE EXPO
BOOK FOR THE
WHOLE FAMILY
Thursday, July 24 • 6:00PM
On Thursday night we have booked
exclusive passage for everyone aboard
the Savannah River Queen and includes
dinner. Exhibitors, Sponsors, Vendors
and Dealers are invited!
Friday, July 25th
The exhibit area will highlight nearly 60
exhibitors featuring novel opportunities
with the latest products and technology
you need to in order to chart a course
for continued success.
Savannah is the oldest city in the U.S.
state of Georgia. Check out the fun:
• Savannah Riverfront
• Oglethorpe Trolley Tours
• Ghosts of Savannah
• Old Town Trolley
• Savannah Tours on Foot
• Telfair Museums
It’s education and networking for you
and a great family vacation for them.
GIADA has arranged a discounted rate
of $159/night at the Hyatt Regency. Visit
www.giada.org/2014-convention to register or call 912-238-1234 for Wednesday
through Sunday reservations.
12p | Lunch with Finance Cos.
Meet in a relaxed environment with
over 20 finance companies offering
products including floor planning, credit lines, BHPH line of credit, subprime
lenders, prime lenders, income streams,
and direct and indirect lenders.
2:45p | Buy-Here, Pay-Here Workshop
Come see what it takes to get in this
lucrative business. Experienced BHPH
dealers will learn how to analyze their
business model, identify areas that need
improvement and take home solid proven
ideas that will improve your bottom line.
1:30p | National Legislative Review
Discover innovative ways NIADA continues to represent independent automobile dealers in Washington DC. Steve
will discuss facts about the FTC, CFPB
and automobile advertising, and what
NIADA is doing to help our dealers.
3:45p | Consumer Decision Journey
By the time car shoppers show up
at your dealership, they’ve traveled
through a series of offline and online
experiences, and even taken a few detours. Find out what that road trip looks
like and what to become a destination.
2p | Navigating Mobile Marketing
Consumers are relying on their mobile
devices more than ever before to inform
buying decisions and car purchases are
no different. Learn to better understand
new mobile shopping behaviors and what
they mean for your digital marketing.
4:30p | Georgia Legislative Review
Our GIADA Lobbyist will review legislative issues past, present and future
and explain how the legislative process
benefits us all. Leave with a completion
certificate, an exclusive GIADA legislative pin and custom legislation hat.
RE
GIS
Charting the course for Continued Success
Exclusive Training • Family Fun • Critical Networking
TE
RT
OD
AY
!
SCHEDULE OF EVENTS
THURSDAY, JULY 24
9:00a - 7:00p GIADA Registration Open
8:00a - 9:00a VIP Golf Tournament Registration
9:00a
VIP Golf Tournament Tee Time
6:00p - 7:00p VIP Golf Tournament Awards, presented on cruise
6:00p - 9:00p FREE! Riverboat Dinner Cruise | Dealers, exhibitors & sponsors
5:30p - 9:00p GIADA Kids Club
9:00p - 11:00p GIADA Hospitality Suite
FRIDAY, JULY 25
9:00a - 7:00p Registration Open
8:00a - 9:00a Continental Breakfast for Dealers
9:00a - 11:00a Dealership Analysis Workshop with Joe Lascota, NIADA
10:00a - 2:00p Exhibitor Set-Up
11:00a - 12:00p Maximizing Social Media for Auto Dealers Workshop by
Lee Brogden Culberson, Partner, Professional Mojo
12:00p - 1:30p Lunch with 20+ Finance Companies
2:00p - 9:00p Silent Auction
1:30p - 2:00p National—Be prepared for NEW federal compliance! by Steve
Jordan, Executive VP NIADA
2:00p - 2:45p Navigating Mobile Marketing: A Dealer's Guide to Winning Mobile Shoppers by Jack Simmons, Dealer Training Manager, Cars.com
2:45p - 3:45p Buy-Here, Pay-Here Workshop by Chuck Bononno, Executive Vice
President, Leedom and Associates, LLC
3:45p - 4:30p The Consumer Decision Journey: How to Put Your Dealership on
the Map by Howard Polirer, Director of Industry Education,
AutoTrader.com
4:30p - 5:00p Georgia Legislative Procedures, Reviews and Updates—What has
GIADA done to help you? by Mo Thrash, GIADA Lobbyist
5:00p - 8:00p Trade Expo and Dinner Open To All
5:00p - 9:00p Kids Club
7:30p - 9:00p Exhibitor Breakdown
8:00p GIADA Hospitality Suite Opens
SATURDAY, JULY 26
8:00a - 10:00a Buffet Breakfast
11:00a - 12:00p Auxiliary Meeting
9:00a - 10:30a Executive Committee Meeting
10:45a - 11:45a Board of Directors Meeting
12:00p Lunch on your own
12:00p - 6:30p Silent Auction
1:00p - 5:00p Family Time, Enjoy Savannah
5:30p - 6:00p President's Cocktail Reception
6:00p - 9:00p Grand Banquet: Leadership Awards, Swearing in of Officers, Auxiliary Silent Auction, Special Membership Drawing
5:30p - 9:00p Kids Club
9:00p - 11:00p GIADA Hospitality Suite
Don’t miss this year’s event! It promises to be the best yet!
REGISTER ONLINE AT WWW.GIADA.ORG/2014-CONVENTION
GIADA Independent Auto Dealer May/June 2014 | 7
CAR BUYER INSIGHT
5 Reasons
Women Buy
from Their
Car Sales
Advisor
by Anne Fleming
W
hen it comes to buying expensive commodities like
cars, the “dissonance” factor is incredibly high. After all, it is
a costly purchase, and nobody wants
to go wrong when closing the deal.
According to the recent 2014 US Women Car Buying Report, women are becoming the most powerful and largest
segment of car buyers, presenting a
plethora of opportunities for dealerships
and salespersons to capture more sales.
Savvy sales advisers know when selling a car to a woman that they are
not simply selling to someone who
is taking “inventory off the lot”, or is
selling to another “up,” or a “number,” or “helping to make our month.”
Dealers who “get it” know that the key
distinction is having exceptional sales
advisors who continually offer exceptional service. But what does that mean?
From thousands of reviews on Women-Drivers.com, women customers are
telling exactly what works for them when
interacting with a sales agent. Here, we
8 | GIADA Independent Auto Dealer May/Jun 2014
share the top
5 reasons they
buy from their
sales advisers:
Trust: 52.3 percent
Respect: 52.1 percent
Likeable: 47.8 percent
Knowledgeable: 45.6 percent
Understanding: 40.6 percent
*These percentages add up to more than
100 percent because reviewers can submit
multiple answers.
NOTE: Coming in at 34 percent was
the price of the vehicle. It is not the
top consideration — it is important,
but ranks sixth overall. Clearly, connection and relationship are pivotal.
Let’s now take a look at each of these
five reasons and how contrasting scenarios can play out at the dealership:
REASON 1: Trusting
Women buy from those they trust.
Therefore, it’s very essential to build trust
immediately — that rapport can take just
a matter of minutes to create. The best
way to build trust is to provide valuable
and relevant information, quality guidance and advice to women buyers. Be
honest and never try to make a forceful
sale, because that is a complete turn off.
If the woman likes the vehicle and does
not trust the sales person, she most likely
will walk out of the dealership without
making a purchase. Conversely, if she
likes the car and trusts the sales person, the buyer will purchase the vehicle.
REASON 2: Being Respected
Scenario 1: A woman walks into the
store and is overlooked by two sales persons who are talking to each other. She
walks the store for 10 minutes and is
not approached by either sales person,
one of whom is one the phone and the
CAR BUYER INSIGHT
other is using a tablet. After she asks a
question, the one adviser responds to
her. His reply is short and unenthusiastic. Outcome: The woman feels like no
one had time for her and like she was
an intrusion. So, she leaves and heads
to another dealership down the road.
Scenario 2: A woman walks into the
store and the sales adviser greets her
with a smile and welcomes her. The sales
adviser is enthusiastic and friendly. He
asks the woman if she would like cold
water or carbonated soda. Next, he asks
her what kind of car she is looking for
and then accordingly guides her through
the store, provides her quality information about different models in the store
in a friendly manner, not forceful. The
sales adviser answers all the questions
and concerns and makes sure that she
enjoys her visit even through today she is
just shopping. He provides his business
cards and reassures her that she can call
or email with questions about anything
at this store, or even competitive questions about other branded models. Out-
...women are becoming
the most powerful and
largest segment of car
buyers, presenting a
plethora of opportunities for dealerships and
salespersons to capture
more sales.
come: The woman feels informed and respected. She enjoyed her experience. She
believes once she concludes on buying
versus leasing, she will return to this dealership to buy a car from this individual.
How women are treated by their sales
adviser really matters. In fact, it’s the
only thing that matters, initially. Very
often, without respect, nothing else
gets too close to a purchase. The best
way pathway to provide respect is to
a) acknowledge her presence, b) ask
questions, c) find out what she is looking for d) listen and e) repeat “d.”
REASON 3: Knowledgeable
Women buy from sales men or women
who are knowledgeable and informative.
Since they may not have purchased a vehicle in a number of years and the technology changed dramatically, they want
to be provided with complete and comprehensive information including features, mileage, price and safety features.
Scenario 1: A woman buyer
walks in the dealership.
It’s the first time that
she has purchased
a vehicle. The sales
adviser briefly answers only those
questions that she
asks. She does
not
provide
“above and beyond” valuable
information
that can assist
the prospective client further in making
an informed buying decision. Outcome:
The woman buyer decides to leave the
dealership and go to another nearby store.
Scenario 2: A woman buyer walks in
the dealership. It’s the first time that
she has purchased a vehicle. . The sales
adviser welcomes her, answers all her
questions comprehensively and provides her valuable information about
the new technology and latest features
in the cars in store. She also provides
the prospective client with information on buying versus leasing payments per month, including estimated
warranty costs. Outcome: The women buyer feels informed and closes the
deal successfully with full confidence.
REASON 4: Likeable
Likeability is definitely a trump card.
Studies show that women buy from
sales advisers who are likeable and
friendly. It is easy to talk to a friendly
sales adviser rather than a stern looking one, or one that is dismissive or
doesn’t listen well. This just makes
sense: women want to connect with
someone who is pleasant and has good
eye contact and makes her feel at ease.
Maybe even helps her laugh during a
stressful situation like buying a car.
REASON 5. Understanding
Understanding is vital to meeting a
buyer’s expectations. Women buy from
those who are concerned and empathetic
rather than pushing their own opinions
on them. Successful sales ambassadors
listen to women needs and wants. Also
be extremely cooperative and patient.
As compared to men, women perform
extensive research before they finalize their car buying decision. She feels
heard and listened to. She acknowledges the sales person’s cooperative attitude
and finalizes her car-buying decision. n
_____________________________
Anne Fleming is president and car-buying advocate of Women-Drivers.com.
She was also recognized as one of
AR’s 2013 Women in Remarketing.
GIADA Independent Auto Dealer May/June 2014 | 9
THE CAR LAWYER
Happy spring. It’s about time.
We hope your baseball team won
on opening day and your football
team picks a winner in the draft.
Take a look below at what we’ve
come up with this month with our
collection of selected legislative
and regulatory highlights. We also
recap of some of the many auto sale
and financing lawsuits we follow
each month. Remember - what we
report here does not capture every
recent development. We select
those we think might be particularly important or interesting to
dealers.
We include items from other states.
Why? We want you to be able to see
new legal developments and trends.
Also, another state’s laws might be
a lot like your state’s laws. If Attorneys General or plaintiffs’ lawyers
are pursuing particular types of
claims in other states, those claims
might soon appear in your state.
Note that this column does not offer legal advice. Always check with
your own lawyer to learn how what
we report might apply to you, or if
you have any questions.
Thomas B. Hudson
Partner, Hudson
Cook, LLC
[email protected]
Nicole Frush
Munro
Partner, Hudson
Cook, LLC
[email protected]
10 | GIADA Independent Auto Dealer May/Jun 2014
Compliance Tip:
CFPB Civil Investigative
Demands by Thomas B. Hudson and Nicole Frush Munro
T
he Consumer Financial Protection Bureau is sending confidential Civil Investigative Demands
to independent car dealers. If you get
one of these CIDs, one of the things that
the CFPB will want to see is your comprehensive written Compliance Management System. If you don’t have such
a system, now’s the time to put one in
place. If your general level of compliance
is woefully deficient (if, for example, you
don’t have a Safeguarding Policy in place
or don’t send adverse action notices), now’s
the time to consider selling the dealership
and buying a Subway franchise.
Federal Developments
On April 9, the CFPB announced an enforcement action against Bank of America, N.A. and its subsidiary, FIA Card Services, N.A., for unfair billing practices
related to their identity protection credit
card add-on products, which promised
to monitor customer credit and alert customers to potentially fraudulent activity,
and for deceptive marketing related to
two credit card payment protection products. Under the consent order obtained
by the CFPB, (1) B of A will be prohibited from marketing any credit protection or credit monitoring product until it
submits a compliance plan to the CFPB;
(2) consumers will no longer be billed
for these add-on products if they are not
receiving the promised benefits; (3) the
Bank must provide approximately $727
million in relief to consumers harmed
by the practices related to the credit card
add-on products; and (4) the Bank will
pay $20 million to the CFPB’s Civil Penalty Fund. The Office of the Comptroller
of the Currency has also been investigating the alleged unfair billing for identity
theft protection products and separately
ordered a $25 million penalty for these
practices, in addition to those ordered by
the CFPB. The action should be noted by
dealers selling ancillary products in connection with car financing – the Bureau
is especially interested in this area.
On March 31, the CFPB released its
2013 Consumer Response Annual Report. According to the report, consumer complaint volume in 2013 increased
80% from 2012 - 163,700 complaints in
2013 compared to 91,000 in 2012. Mortgage-related complaints accounted for
37% of the 2013 complaint total, almost
doubling the number of complaints
about the next-closest industry (debt
collection at 19%). Vehicle financing and
leasing complaints fall into the category
of consumer loans, which accounted for
3% of all complaints.
State Enforcement
On April 23, in the first legal action
brought by a state regulator to enforce
violations of the Dodd-Frank Act’s consumer protection requirements, the New
York Department of Financial Services
obtained a temporary restraining order
against Condor Capital Corporation, a
subprime sales finance company, and its
owner for allegedly hiding the existence
THE CAR LAWYER
of refundable positive credit balances from its customers and maintaining
a policy of refusing to refund positive
credit balances except when expressly
requested by a customer. Among other
allegations, the state regulator also contended that Condor failed to secure the
personally identifiable information of its
customers.
On April 1, New York Attorney General
Eric T. Schneiderman shut down a dealer that allegedly failed to pay off liens on
trade-in vehicles before reselling the cars.
The dealership also failed to submit registration and title materials to the DMV
for customers who paid it to handle this
service and never bought warranty coverage for customers who wanted it and
paid for it. The dealership and its owner must pay $289,000 to consumers and
$50,000 in fines and other costs to the
state.
In addition, on April 1, the New York Attorney General announced agreements
with 10 repossession companies under
which the companies will no longer repossess vehicles for title loan companies
after borrowers default on their title
loans. The attorney general cited “predatory” practices by title loan companies
that, in an attempt to avoid state laws imposing maximum interest rates on consumer loans, market their title loans on
the Internet.
On March 24, the New York Attorney
General announced settlements with six
dealers - and announced his intention to
sue a seventh dealer on related charges
- resolving allegations that the dealers’
advertising practices were deceptive and
misleading because they advertised sale
and lease prices that reflected discounts
and/or rebates for which many consumers did not qualify. The settlements require the dealers to reform these practices, as well as other advertising problems
revealed during the investigation, and
pay fines of up to $15,000.
On April 2, West Virginia Attorney
General Patrick Morrisey announced
that his office has reached a $1.2 million
settlement with two title loan companies
that allegedly harassed West Virginia
consumers by calling them at home or
work, wrongfully disclosed their debts to
people listed as references, and coerced
them into relinquishing their vehicles by
false threats of arrest and criminal prosecution, in violation of the West Virginia Consumer Credit and Protection Act.
The companies agreed to close all accounts and zero-balance any debt owed
by West Virginia consumers, return any
vehicles seized from West Virginia consumers that have not yet been sold, and
remove all liens on vehicle titles.
Litigation
Title Loan Transactions Covered by
Military Lending Act: Active duty military servicemembers brought a class
action suit against several vehicle title
loan companies based on the companies’
alleged violation of the Military Lending
Act. The plaintiffs moved for class certification. After determining that the pre2013 MLA implicitly authorizes a private
If your general level of
compliance is woefully
deficient, now’s the time
to consider selling the
dealership and buying a
Subway franchise.
right of action for damages, the federal
trial court concluded that the plaintiffs’
title loan transactions were covered by
the MLA. The defendants argued that
they were not “creditors” who extend
“consumer credit” within the meaning of
the MLA, but instead were pawnbrokers
operating under state pawnshop statutes.
The court noted that the MLA does not
define “consumer credit transaction”
by deferring to state law definitions of
those terms. The court also noted that
the MLA preempts state law inconsistent
with the MLA. It does not matter that
the state law would categorize the transactions as “pawns” rather than “loans.”
According to the court, what matters
is that each of the plaintiffs deposited a
vehicle title with a defendant as security
for the payment of a debt. If the debt is
not paid, then the plaintiff loses the title to the car and the car. Even though
these transactions may not be considered
“credit” transactions under state law, the
court found that they are “consumer
credit” transactions within the meaning
of the MLA. The court concluded that
the plaintiffs could pursue their claims
as a class. See Cox v. Community Loans
of America, Inc., 2014 U.S. Dist. LEXIS
38089 (M.D. Ga. March 24, 2014).
Finance Company Satisfied Maryland
Law’s Limitation of Liability by Notifying Customer of Interest Rate Error and
Timely Adjusting Account: The assignee
of a vehicle retail installment sales contract governed by the Maryland Credit
Grantor Closed End Credit Provisions
(“CEC”), realized, on July 27, 2010, that
the interest rate charged to some of its
customers exceeded the rate allowed by
the CEC. It conducted an internal review
and discovered, on August 10, 2010, that
Continued on page 28
GIADA Independent Auto Dealer May/June 2014 | 11
...domestic models recently
made up the majority of
the Top 10 most-researched
used vehicles at
NADAguides.com.
Most Popular Used Cars,
Brands with Strongest
Growth
While domestic models recently
made up the majority of the Top
10 most-researched used vehicles at NADAguides.com, many
of the brands boasting the greatest
increases in consumer search activity
were imports.
6. BMW 3-Series
7. Nissan Altima
8. Chevrolet Silverado 2500HD
9. Ford Mustang
10. Chevrolet Impala
Meanwhile, 10 brands posted year-over-year consumer activity gains of at least 28
percent in February, according the latest issue of Guidelines from NADA Used Car
Guide. However, only one badge in that group is associated with a domestic OEM.
The rundown went as follows:
— Kia: up 73 percent
— Hyundai: up 59 percent
— Porsche: up 54 percent
— Audi: up 47 percent
— Subaru: up 45 percent
— Jaguar: up 37 percent
— Mazda: up 36 percent
— Mercedes-Benz: up 34 percent
— Nissan: up 34 percent
— GMC: up 28 percent
— Suzuki: up 26 percent
— Infiniti: up 26 percent
— Mitsubishi: up 25 percent
— BMW: up 25 percent
— Scion: up 23 percent
— Acura: up 23 percent
— Volvo: up 21 percent
— Chrysler: up 20 percent
12 | GIADA Independent Auto Dealer May/Jun 2014
GIADA also offers website
banner advertising.
Our website gets over 50,000
visitors and over 142,000
pageviews per quarter from decision-makers. Consider the exposure
you could get with this type of marketing.
_________________
ADVERTISER INDEX
According to the latest issue of Guidelines from
NADA Used Car Guide, the Top 10 most-researched used models in February
included:
1. Ford F-150
2. Chevrolet Silverado 1500
3. Dodge Ram 1500
4. Honda Accord
5. Toyota Camry
MAXIMIZE YOUR AD
EXPOSURE!
— Jeep: up 19 percent
— Mini: up 19 percent
— Cadillac: up 19 percent
— Ford: up 19 percent
— Buick: up 18 percent
— Chevrolet: up 18 percent
— Honda: up 18 percent
— Lincoln: up 17 percent
— Toyota: up 16 percent
— Saab: up 15 percent
— Volkswagen: up 15 percent
— Dodge: up 15 percent
— Lexus: up 12 percent
— Mercury: up 7 percent
— Hummer: up 6 percent
— Saturn: up 6 percent
— Pontiac: up 2 percent
— Land Rover: down 4 percent n
35 A.R.A. GPS Systems
3 Adesa Atlanta
51 Charleston Auto Auction
20 Dealer Funding
BC Frazer Computing, Inc.
16 Hamilton State Bank
18 Independent Dealers
Advantage LLC
IBC Manheim
33 NIADA
24 Oakwood’s Arrow Auto Auction
46 Peoples Financial Corporation
5 Preferred Warranties, Inc.
49 Professional Mojo LLC
15 Reeves Insurance Agency
27 Simmons Nameplate
29 Spireon’s GoldStar
14 Sterling Credit Corporation
37 TitleTec
42 TJS & Company, LLC
34 United Acceptance
30 Ward Insurance
IFC Wayne Reaves
TO ADVERTISE WITH US
IN PRINT SEE PAGE 34
AND VISIT US ONLINE
www.giada.org/store
...The ease of use and the
sheer time and cost savings
alone have prompted dealers
nationwide to reassess their
business practices
Online Versus Offline Auctions:
It’s Not an Either-Or Question
by Andrew Iorgulescu
When the economic recession hit, no
one expected it would last this long or
that it would have the kind of effect it’s
had on the auto industry. Dealers have
realized that they need to run their
businesses much more efficiently than
before to stay competitive and remain
afloat. For used car dealers, the biggest
boon to their business is the ability to
facilitate quick sales to offload used car
inventory and experience rapid turnover on the lot.
Historically, physical auctions have
dominated the landscape as the de facto
method for dealers to buy and sell wholesale used vehicles. In the past decade,
however, online auctions have taken
hold of the industry and have become
a widely adopted and embraced sales
channel for dealers to buy and sell vehicles. The ease of use and the sheer time
and cost savings alone have prompted
dealers nationwide to reassess their business practices, with some dealers, abandoning physical auctions completely.
The great thing about the remarketing
industry is that there is ample room for
multiple sales channels and it is not an
either-or scenario. Consider the impact
if dealers had the ability to use both online and independent physical auctions
simultaneously to market their vehicles.
It would certainly create a much more
efficient sales process and expedite the
way in which inventory leaves the lot.
Luckily, premier online auctions now
offer the ability for used car dealers to
use online and physical sales channels
simultaneously to ensure their vehicles get sold faster because they have a
wider sales network, resulting in great-
er profits and more efficient inventory
management. In addition, dealers can
also save on transportation costs and
hassle of shuttling vehicles from auction
to auction and instead work both sales
channels while the vehicle remains on
their retail lot.
Using a “dual exposure” method for vehicles, dealers and consignors can mutually market their unsold vehicles online
and also generate additional revenue
through a number of value-added services offered through the online channel,
such as marshaling, reconditioning and
third-party inspection services, as well
as other additional fees. Furthermore, by
partnering with independent auctions
and offering this service to dealers and
consignors, key online auctions are helping to level the playing field and provide
greater exposure for vehicles no matter
where they’re sold, as well as provide additional inventory sources for their network of buyers.
Today’s market is competitive. It is essential that everyone in the industry
streamlines their business practices to
ensure not only that they are working as
efficiently as possible, but also remaining one step ahead of its competition
and profitable. By taking advantage of
the ability to market vehicles through
a dual channel approach and use all the
methods available for managing inventory, any dealer can be successful in
this economy. n
_____________________________
Andrew Iorgulescu is the vice president
of business development for OPENLANE. For more information visit www.
openlane.com.
INDUSTRY EVENTS
CALENDAR
June 23-26
NIADA National
Convention & Expo
Caesar’s Palace, Las Vegas, NV
June 24-25
Automotive Customer Centricity
Summit 2014
Ritz-Carlton, Marina del Ray, CA
July 7
Automobile Dealer
Pre-License Seminar
Lithia Springs, GA
July 14
Automobile Dealer
Pre-License Seminar
Lithia Springs, GA
July 19
Automobile Dealer
Pre-License Seminar
Marietta, GA
July 24-27
GIADA State Convention
Savannah, Georgia | Hyatt Regency
August 4
Automobile Dealer
Pre-License Seminar
Lithia Springs, GA
August 11
Automobile Dealer
Pre-License Seminar
Lithia Springs, GA
August 23
Automobile Dealer
Pre-License Seminar
Marietta, GA
September 8
Automobile Dealer
Pre-License Seminar
GIADA Independent Auto
Dealer
May/JuneGA
2014
Lithia
Springs,
| 13
14 | GIADA Independent Auto Dealer May/Jun 2014
Guess what? Customers
Care About Maintenance
Used-car buyers care about how well a
car was maintained more than they do
about price.
A study by RepairPal shows respondents
report the quality of previous maintenance (58 percent) considerably outweighs the importance of the selling price
(16 percent). The survey also found car
repairs cause stress and anxiety for consumers (especially when not anticipated).
That said, most don’t account for car-related expenses in their budgets, signaling
a need for car owners to incorporate these
costs into their financial planning.
Consumers care a lot about
maintenance...even more
than you might think.
Sixteen percent spend
more than 10 percent of
their income on car repairs
(planned or unplanned).
Roughly half of respondents (49 percent)
rank unexpected automotive costs as
a top cause of financial anxiety, on par
with fear of unemployment (52 percent)
and emergency home repairs (50 percent). A whopping 64 percent admit they
do not include costs associated with automotive maintenance and repairs when
planning their budgets.
The survey also shows that despite recent
press stories, people want cars. Eightyfive percent of respondents said they
would rather live without their smartphone than their car. n
Did you know? It takes half an ounce of gasoline to start a car
(that’s about a third of a shot glass.)
GIADA Independent Auto Dealer May/June 2014 | 15
GIADA SPECIAL EVENT NOTIFICATION
NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION CONVENTION & EXPO
June 23-26, 2014 | Caesars Palace | Las Vegas
COACH BOBBY BOWDEN: KEYNOTE SPEAKER
Coach Bowden holds the NCAA record for most career wins and bowl wins by a
Division I FBS coach. He coached the Florida State Seminoles football team from
the 1976 to 2009 seasons. During his time at Florida State, Bowden led FSU to
an Associated Press and Coaches Poll National Title in 1993 and a BCS National
Championship in 1999, as well as twelve Atlantic Coast Conference championships.
Bobby Bowden
We Finance
Auto Finance
Receivables
Depend on the Corporate Finance Group at
Hamilton State Bank. We know and understand
the Independent Auto Dealer and the lenders who
serve them, and we specialize in working capital
funding for both. Allow us to be your business partner
and help you realize greater profits for your company.
Corporate Finance Group
HamiltonStateBank.com/CorporateFinance
[email protected] | 678.719.4570
16 | GIADA Independent Auto Dealer May/Jun 2014
FEATURE
GIADA MEMBER
Claude Rainwater, A Douglas
County Icon
“
From humble beginnings to a leading expert in the used car industry
It had long since come to my attention that people of accomplishment
rarely sat back and let things happen
to them. They went out and happened to
things.” -Leonardo da Vinci
Leonardo da Vinci would probably say
that Claude Rainwater has “happened
to things”, creating a legacy of success
and dedication to family and community. As many know, Claude is the owner of Rainwater Motor Company, which
was founded in 1980. In fact, who hasn’t
heard about or benefited from the expertise of the man who is widely known as
one of the industry’s leading experts on
the used car business?
Without question, while many individuals and organizations have benefited
from knowing and working with Claude,
the GIADA, in particular, has grown
with him as a leader and a proponent.
There is not a leadership position Claude
has not held in the GIADA, from Secre-
tary to Chairman of the Board. In fact,
he currently serves on the GIADA’s Executive Board of Directors and has not
only witnessed its exponential growth,
but has played a key role in making it what
it is today: one of the nation’s largest independent automotive dealer associations.
He has also served as co-chair of the President’s Committee for the NIADA.
Claude’s contributions, though, aren’t
limited to the GIADA. With over 40
years’ experience in the automobile industry, including expertise in the financial management industry and
ownership of over five credit bureaus,
collection agencies, and a new car dealership, he was tapped in 1990 by Georgia’s Governor Joe Frank Harris to serve
on the State Board of Registration of
Used Car Dealers.
His commitment to the automotive industry was honored again in 1996 at the
Georgia Independent Automobile Dealers Association Convention, where he
was named “Quality Dealer of the State of
Georgia”. And then, in 1998, Claude was
inducted into the Georgia Hall of Fame,
which was established in the 1950s. Only
a hand full of dealers has had this prestigious honor bestowed upon them since
GIADA was formed in 1955.
But that’s not all there is to know about
Claude Rainwater and his family. Rainwater Motor Company has a tradition of
giving back to the community in a big
way. The company hosts a semi-annual
cook-out for the community with door
prizes, food and entertainment. They
have sponsored the local Gospel Radio
Station and held concerts for the community. Rainwater Motor Company provides
Thanksgiving turkeys to customers and
gives fruit bags at Christmas. The Sheriffs’ Boys Ranch, local teams, schools and
churches in Douglas County and the surrounding counties have been recipients of
Claude’s dedication to community.
And, the community and his peers have
taken notice. Rainwater Motor Company has been awarded “Outstanding
Education Patron” from The Atlanta
Journal-Constitution, “Best of the Best”
Pre-Owned Car Dealership of Douglas
County 2007, “Best of the Best” Salesman of Year of Douglas County 2009,
and “Best of the Best” Truck Dealer of
Douglas County 2009.
Claude Rainwater “happened to things”
and “happened to the GIADA”. We are
all are better off. n
GIADA Independent Auto Dealer May/June 2014 | 17
INDUSTRY BRIEFS
Consumers Most
Current On Car
Payments
Consumers put a higher priority on
making their car payments than any
other type of credit.
A new TransUnion study found that
consumers have placed an emphasis
on paying their auto loans before their
mortgages and credit card payments by a wide margin - since at least 2003.
The study also found that, as of September 2013, consumers were once again
prioritizing their mortgage payments
ahead of their credit card payments.
This reverses a trend that began in September 2008, when the mortgage crisis
drove consumer payment preferences
toward paying credit cards ahead of
mortgages.
The study shows the auto loan 30-day
delinquency rate at 0.87 percent in December, compared to 1.71 for mortgages
and 1.83 percent for credit cards
NIADA Offers
Input to CFPB
on Debt
Collection
The National Independent Automobile
Dealers Association offered comments
regarding possible changes to federal rules governing debt collection as
the Consumer Financial Protection
Bureau considers the regulations that
enforce the Fair Debt Collection Practices Act.
As part of its process, the CFPB asked
key stakeholders who might be affected by any new rules to offer comments,
data and information pertinent to a
wide variety of collection.
NIADA regulatory counsel Shaun Petersen expressed the association’s opposition to rules designed to regulate
18 | GIADA Independent Auto Dealer May/Jun 2014
creditors such as buy-here, pay-here
dealers in the same way as third-party collectors. Peterson said when Congress passed the FDCPA in 1977, it deliberately excluded creditors from the
law’s requirements.
Petersen said Congress saw the threat
to a creditor’s reputation as sufficient
to prevent prohibited debt collection
practices.
“NIADA believed then and continues to believe that Congress’s logic is
sound. Dealers collecting their own
debt are deeply concerned about their
reputation,” Petersen wrote.
Petersen explained that buy-here,
pay-here dealers will often go to great
lengths to ensure a positive customer
experience, including spending their
own money to repair customers’ ve-
hicles because “experience has shown
that often, if a customer’s car breaks
down at any point while a loan balance
exists, the risk the customer ceases to
make the required installment payments increases dramatically. Thus,
dealers invest heavily in the post-sale
customer relationship as an incentive
to repayment.”
In addition, Petersen said, the CFPB
provided no evidence or statistics that
showed first-party auto loans – or any
auto loans – are a source of debt collection concerns, or even a significant
source of debt collection activity.
NIADA provided input on other issues
as well, opposing proposed regulations
such as a debt verification process for
first-party auto lenders, who have a
direct relationship with the customers
they are collecting from. n
MARKETING YOUR DEALERSHIP
You are What the
Internet Says you Are
And your customers make their decisions based on what they read
B
by Lee Brogden Culberson
ack when I was running political
campaigns in Florida, I learned
two valuable lessons: 1) Never argue with people who buy ink by the barrel (which has now changed into anyone
who can effectively trash you on social
media) and 2) People’s perception of you
is their reality.
add for those who are dubious about the
value of this – just because you wouldn’t
search in a certain way or would not give
credibility to a certain outlet does not
mean that others will not. Never make
assumptions about what platforms others will use or what they will do with the
information they find.
Every year companies find it increasingly difficult to manage their brand
and reputation online, even as prospects
use this online information to make key
buying decisions. In short - how you and
your company are seen across the vast
online universe is, indeed, the prospect’s
real perception of you. The aggregated
information about you, your dealership
and your employees can either help you
or hurt you. If you haven’t been influencing what’s out there – or at the minimum
monitoring it – take steps now to get a
clear-eyed view of how you look online,
because it will be taken at face value by a
lot of people.
TWO: Update listings
Now that you have a clearer view of where
your dealership is listed and what is being said, what do you do with that information? Prioritize what you’ve found and
then start methodically claiming and
updating the listings. We often find that
simple things such as locations, phone
numbers or email addresses are wrong
on listing across the web. This can hurt
you, not only with prospective buyers
who can’t reach you, but with search engines, too. Accuracy alone improves how
you are perceived on the web. Don’t look
fishy – look stable and reliable.
ONE: Turn over every stone
This step is the most crucial and yet most
dealerships never take the time to execute
it well. Look for everything that is online
about your company. Please understand
that this step requires some effort. When
we complete portfolio audits for clients,
we look in every crevice and corner of the
online universe. So should you! Search
on every engine (not just Google) and
search on individual platforms (Facebook, Instagram, Twitter, etc.) to find
every online mention of your company,
managers, or services. You might be very
surprised at what’s out there. Let me
THREE: Create high quality content
that is authentic and truthful
I have some bad news here: you can’t really control your online portfolio. Distributed communication and the wild
social universe have destroyed any illusions of completely controlling the message. But, you can and should be influencing what’s out there by creating and
sharing high quality content that is authentic, relevant and truthful. You need
to have better content online about your
dealership, your service team, and your
managers. The content should be strong
and relevant. You could discuss your
service process, educate on how to buy
a car, highlight employees, or talk about
your community involvement. Not only
are your prospects looking for authentic
content, so are the search engines. Don’t
skimp on great content that is well-written and showcases your real value. In an
industry with a sometimes sketchy rep,
you can look golden. And, there are few
dealerships who are truly setting themselves apart with great online content
that gives prospective buyers a warm and
fuzzy feeling.
FOUR: Continue to monitor your company and your competitors
The online landscape and your online
portfolio is ever-changing! Continue to
monitor your key terms, phrases and
competitors to see what’s being said.
Fortunately, there are a lot of tools to
help you assess your online portfolio
and make changes to online listings.
Many of the more robust tools have some
subscription fee associated with them
and, to be clear, you do not have to use
them. You can set up Google alerts and
make changes to your listings manually to achieve similar results. However,
most dealers are short on time, so consider some online tools to help: Single
Platform:
[www.singleplatform.com],
Merchantcentric [www.merchantcentric.
com] and Perch [www.perchapp.com]. n
_____________________________
Lee Brogden Culberson is a partner at
Professional Mojo LLC. Contact Lee at to
enhance your company’s online and offline image. [email protected]
or ring her at (866) 611-2715.
GIADA Independent Auto Dealer May/June 2014 | 19
GIADA SPECIAL EVENT NOTIFICATION
20 | GIADA Independent Auto Dealer May/Jun 2014
FEATURE
AUTO TECHNOLOGY
Driverless Cars Study:
A
1 in 5 Americans Would Let
Computers do the Driving
as Sprint or Verizon: 1 percent
new CarInsurance.com survey
finds that one in five Americans would never take the wheel
again if a self-driving, or autonomous,
car were available.
While 20 percent of the 2,000 licensed
drivers surveyed said they would gladly
turn over the keys, interest in autonomous vehicles soared when the prospect
of dramatically reduced insurance costs
was introduced. More than a third of
those surveyed said an 80 percent discount on car insurance rates would make
purchase of an autonomous vehicle “very
likely,” and 90 percent of drivers said
they would at least consider the idea.
Cars that park themselves, navigate
stop-and-go-traffic or avert an impending collision are already on U.S. roads
today. Nissan has promised to deliver
a fully autonomous vehicle -- one that
allows a computer to assume control
under the right conditions -- to showrooms by 2020. A fully automated vehicle that doesn’t need a human operator
could someday follow.
“Our survey shows cheaper insurance
will greatly influence consumer acceptance,” said CarInsurance.com managing editor Des Toups. “Some of the liability of operating a car will doubtless be
assumed by the manufacturer,” Toups
said. “But a lot of the decrease in rates
could come simply because there would
be many fewer accidents.”
• Consumer products company such
as Apple or Samsung: 12 percent
• Software company such as Google
or Microsoft: 15 percent
• Start-up automaker such as Tesla:
18 percent
• Traditional automaker such as
Honda, Ford or Toyota: 54 percent
A new survey shows that
insurance savings could
propel acceptance of
autonomous cars.
Trust will be a big hurdle, the survey
results show:
• 64 percent said computers were
not capable of the same quality
of decision-making that human
drivers exhibit.
• 75 percent of respondents said
they can drive a car better than a
computer could.
• 75 percent said they would not
trust a driverless car to take their
children to school.
The survey also asked consumers which
companies they would trust most to deliver driverless-car technology.
• Communications company such
Asked what they would do with their additional free time, drivers responded:
• Text/talk with friends: 26 percent
• Other: 21 percent
• Read: 21 percent
• Sleep: 10 percent
• Watch movies: 8 percent
• Play games: 7 percent
• Work: 7 percent
The “Other” category included two significant write-ins. More than 10 percent
of respondents wrote in some variation
of “enjoy the scenery” and 9 percent
wrote in “watch the road,” “hold on for
dear life” or something similar.
CarInsurance.com commissioned an online-panel survey of 2,000 licensed drivers.
The survey was fielded in September 2013.
_____________________________
CarInsurance.com offers drivers expert
advice about car insurance and how to
shop for it. Using a combination of industry expertise and information, CarInsurance.com is a source for unbiased answers
and data about what consumers should
expect from an insurance policy. n
GIADA Independent Auto Dealer May/June 2014 | 21
SALES MANAGEMENT
‘Wholetailing’ Emerges in
Changing Used Market
by Joe Overby, Editor, Auto Remarketing
A
mid a used-car market being impacted by stronger pre-owned
supply and continued gains in
new-car sales — plus rapidly advancing
buying and selling technology in the
wholesale space — Black Book has noticed a trend sprouting up, one which it
aims to assist through its recently enhanced digital offering. The trend? Direct-to-retail-customer sales from the
auction lanes.
Consider these numbers Black Book
shared, citing data from Fitch and Ward’s
Auto: last year ended with used-car days’
supply at 63, compared to 59 days’ supply
at the end of 2012.
“I think you’re within the same growth
rate this year,” Black Book’s Mike Williams told Auto Remarketing in a recent
interview. “I think it’s going to get more
expedited the following (year), because
I think we’re in a transition time, and I
think most people will say that now.”
Williams, who is vice president of mobile and direct sales at Black Book, added: “It’s really a market of transition right
now: the new platforms, a new way of
selling. But again, some of those drivers,
with that virtual inventory and things
like that, they’re (dealers) going to be able
to keep a much bigger supply for much
less cost. I think that (supply) number is
going to hold steady a little bit, but then
it’s going to ramp up as the year goes on.”
Not to mention, new-car sales are pinpointed at 16.1 million this year, Black
Book noted, and off-lease volumes are
expected to rise. In fact, a recent Ed-
22 | GIADA Independent Auto Dealer May/Jun 2014
munds.com analysis projected that there
will likely be just a shade under 3 million lease terminations in 2014, and this
would be a four-year high.
Or, put a different way, “Car shoppers
coming off lease will account for some
additional 300,000 in new car sales over
2013, or about 40 percent of the expected
2014 auto sales growth,” Edmunds chief
economist Lacey Plache said in the analysis posted to the company’s website.
Given these supply changes, the mobile
technology available for dealers makes it
a ripe environment, Black Book says, for
a concept it describes as “wholetailing”
— or, selling directly to a retail customer
from the auction lane.
Once they have found a car at auction,
the kind of technology that dealers have
at their disposal lets them take information from the lanes — including things
like pricing, pictures and history —
and then share it with a retail buyer,
Black Book noted. This also can lead
lower days-to-turn on the wholesale
side since the buyer at auction can already have a customer lined up on the
retail side, the company added.
“You’re already starting to see some of
this. As the technology gets better
and better and more tools are added,
they’re able to make these decisions
quicker but they’re also able to rely
on the concept that they’re going
to make these decisions quicker,”
Williams said. “So, virtual inventory starts to pop up, and you’re already seeing some guys do that now,
where they already have customers
in mind.
SALES MANAGEMENT
“It’s really a market of
transition right now:
the new platforms, a
new way of selling...”
When asked about risks or challenges that dealers should perhaps keep in
mind when applying the concept of
wholetailing, Williams said that stronger new-car sales and significantly
higher lease returns will likely “throw
the whole depreciation curve for a little
bit of a loop.”
“They’re running the numbers and
figuring out on the fly at the auction,”
Williams said. “For us, one of the upcoming parts of the new mobile app is
the Profit Calculator, which is designed
just for that notion. So while they’re in
the lane they can scan a car; they can
do their homework; but they can also
see — based on their costs and inherent
processes — how much they’re going to
make on that car.
He added: “Margins are going to keep
getting a little slimmer and slimmer, so
that’s going to be a big part of it. Deprecation is expected to be 13.5 percent
versus 12.5 or so last year.”
“Now that allows them to make that decision much faster,” he continued. “So I
think you’re going to see more and more
of the virtual inventories, but you’re
also going to see more and more of them
merging virtual inventories with other
people, and platforms are going to allow
that.”
Although franchised and independents
would likely find this concept of wholetailing useful, Williams said it’s more
likely that independents will gravitate
toward it first.
“I think it’s ideal for both, but I think
you’re going to see independents jumping on it quicker. And they’re going to
be, kind of, the proof of concept for
everyone else,” he said. “The independents don’t have the option and the luxury of selling those new cars, so they’re
much more aggressive when it comes to
new ideas. They’re also less confined in
what they can provide, whereas a franchised dealer is trying to stay within his
general category, an independent can go
across the board.”
How GIADA
is Effectively
Serving
Members
There are some very compelling
reasons to belong to the GIADA.
Check out a few of the benefits
members find most valuable:
• Year after year, GIADA has suc-
In the same vein, Williams honed in on
the impact of “virtual supply.”
“Once these dealer-to-dealer trade networks and (similar) things start to gain
more and more traction, they’re going to
be trading inventories virtually. They’re
going to allow each other to start showing cars from each other’s inventories.
And in that case, they have no holding
cost or things like that,” he said. “Some
of the platforms already allow for that
concept, that it’s a retail view. So they’ll
be able to show other cars. Some of the
things we’re looking at with Black Book
Digital product is just that: how can we
aid in those places?”
For example, Williams points out the
profit calculator and tools for managing
virtual inventory of Black Book Digital.
He also mentioned the “cornerstones”
of the app like the Quick List, history
reports, vehicle specifications, video/
picture functionality, noting: “These
are all tools that really give you the opportunity to A) build your virtual inventory in the app, but then also B) send
it off from the field. So, in this case,
they’re able to actually take all of these
components into one and send it back
to somebody who’s actually talking to a
potential buyer.” n
Did you know? It’s illegal to slam your car door in Switzerland.
•
•
•
•
•
•
cessfully negotiated tens of thousands of dollars in discounts that
only GIADA members can take
advantage of. The most popular
discounts are at the
auctions. We have negotiated over
$25,000 in buy/sell fees with over
40 auctions. And over $19,000 in
discounts with dozens of other
companies selling
products and services to dealers.
Members receive up to a 12%
discount for their garage liability
insurance through Auto Owners
Insurance Company.
Continuous and unlimited legal
updates and critical bulletin services sent via email so members
stay informed and educated while
avoiding expensive fines and
penalties.
GIADA offers members a 30%
discount on business forms that
dealers use regularly, such as buyers guides and finance contracts.
Included in membership, dealers
automatically become National
Independent Automobile Dealers
Association members.
NIADA Certified Pre-Owned
Program (CPO) is an exclusive,
member only program.
GIADA has developed solid relationships with key government
entities that are involved with the
car business in one way or another. Since July 1st, 2007, after the
Anti-Curbstoning Laws went into
effect, GIADA has been proactive
and engaged in the training of the
law enforcement community.
GIADA Independent Auto Dealer May/June 2014 | 23
From the desk of Billy Graham:
Oakwood’s Arrow Auto Auction has been a member of GIADA for the past
30+ years. The independent auction is located 40 miles north of Atlanta & has
been serving North Georgia, the Carolinas, Alabama, Florida and the Atlanta area
for the past 40 years.
Beginning May 1st 2014 OAAA will become a Dealer Only Sale!
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Consignors include- 45+ Franchise Dealers / Banks and Credits Unions
They offer all major floor plan companies listed below
They give away $2000 each week and have a Cookout at the end of the Month
For every 8 units purchased you receive a $100 Rebate Check
Check out OAAA!
Thanks,
Billy Graham
4712 Flat Creek Road, Oakwood, GA 30566
Phone: 770-532-4624 / Fax: 770-534-3578
DEALERSHIP NAME:
4712 Flat Creek Road
AUTHORIZED BY:
Oakwood, GA 30566
Website: www.oakwoodaaa.com
DATE:
24 | GIADA Independent Auto Dealer May/Jun 2014
Expires 4/30/2015
FEATURE
INTERNET MARKETING
Internet Threatens Art of
Selling
S
ome auto salespeople are losing the
art of selling and closing the deal
because the Internet has empowered so many car consumers.
Showroom staffers increasingly face
shoppers who have done their homework online and consequently are
armed with everything from product
information to local pricing when they
walk into the dealership. It’s enough to
make a salesperson think little is left
for them to do other than write up an
order.
But that’s flawed logic, say participants
of a panel discussion at the Automotive
Resource Network’s second annual con-
ference here. They address two hot topics:
• What are modern consumer expectations?
• Are salespeople handling customers
correctly?
The panel’s answer to the first question:
high. The answer to the second: not always.
“Because of the assumption the consumer has done all this research and has become so knowledgeable, it can take away
from the ability to close the deal,” says
Robert Grill, senior process-improvement manager for Carfax.
That is a number one concern among
dealers he has spoken with. “Some salespeople almost are waiting for the con-
sumer to say, ‘OK, give me that car.’”
But buying a vehicle remains a major
purchase no matter how much the Internet has enabled customers. The salesperson still plays a vital role.
“Customers still need the confidence to
buy the car,” says Grill, a former dealership manager who began as a car
salesman on New Year’s Day in 1986
at a Hamburg, NY, store. “Just because
today’s knowledgeable customers don’t
feel overwhelmed or overmatched at the
dealership, they still need that confidence,” he says. “And it’s up to the dealership to provide it, to say: ‘It’s OK to buy
the car. It’s time to buy the car. It’s a good
deal for you.’” n
GIADA Independent Auto Dealer May/June 2014 | 25
INDUSTRY
PRESS
PassTime Announces
TRAX Auto Protection for
Consumer Theft Recovery
P
assTime, an industry leader in GPS
tracking and Automated Collection Technology products, has expanded its solution offering to include
consumer theft recovery technology.
TRAX Auto Protection utilizes advanced GPS tracking technology within
a vehicle to assist law enforcement agencies locate the vehicle in the event of a
theft. The unique program, offers benefits to both car dealer- as a way to monitor vehicle inventory on its lot until the
vehicle is sold- and to the consumer as a
GPS theft recovery system installed on
their new or used vehicle.
Unlike many theft recovery systems,
TRAX Auto Protection’s value isn’t only
in the event of a theft. With PassTime’s
patented geo-fence technology, and
speed and direction information which
are standard with the TRAX Auto Protection solution, consumers are provided valuable information about their
vehicles from day one. These powerful
features are great for new teen drivers in
establishing boundaries and safe driving behavior. Customers can take advantage of:
• Low battery voltage monitoring
•Up to 6 simultaneous geo-fence
boundaries
• Customizable Speed Alerts
• Real time alerts via email or text
message
• Pin point GPS for vehicle recovery
in the event of a theft.
“We are really excited about the new
TRAX Auto Protection program. Deal26 | GIADA Independent Auto Dealer May/Jun 2014
ers love that they can keep track of their
lot inventory- test drives, parts vehicles,
loaner cars. Consumers love the safety and security of the device, knowing
they can find their vehicle when they
need to and can utilize all its features
from day one,” stated Jerry Morgan, executive VP of product development for
PassTime.
_____________________________
PassTime provides GPS based technology solutions serving the auto finance,
fleet and vehicle anti-theft industries.
Headquartered in Littleton, Colorado,
PassTime was founded in 1992; PassTime revolutionized the automotive finance industry with the creation of its
first Automated Collection Technology
(ACT) product in 1997 designed to improve customer payment performance
and reduce default and repossession
risks.
The PassTime suite of products has
evolved to include GPS tracking, wireless ACT, theft recovery, and fleet solutions. PassTime prides itself on providing high quality, reliable products
matched with a 24/7 Live Customer
Support center. Today, PassTime’s innovative products are used by thousands of automotive lenders and dealers, fleets, and consumers. n
Look who’s
joining us as
a Convention
Exhibitor!
Ace Motor Acceptance
Corporation
Adesa Atlanta Auction
American Credit Acceptance
America’s Auto Auction
Atlanta Inc
ARA GPS Systems
ASC Warranty
Automotive Finance
Corporation
Autotrader.Com
BrandAuto Finance
Car Financial Services
CARMAX Auctions
Dealer Funding
DealerRater
Dealersocket
Farmers Insurance Group
Floorplan Xpress, LLC
GM Onstar
Goldstar GPS Guided By
Spireon
Independent Dealers
Advantage LLC
Insurance Auto Auctions
Ituran USA Inc
Kelley Blue Book
Manheim Atlanta/Manheim
Georgia
Microbilt Corp
Nationwide Southeast LL
Nextgear Capital
Oakwood’s Arrow Auto
Auction, Inc.
Passtime
Preferred Warranties
Reeves Insurance Agency
Rent-A-Wreck/Priceless Rent
A Car
Repay Realtime Electronic
Payments
Road Auto Finance
RouteOne, LLC
Sterling Credit
Sun Trust Merchant Services
TitleTec
United Acceptance Inc.
Wayne Reaves Computer
Systems Inc.
(Listing as of May 20, 2014)
GIADA Independent Auto Dealer May/June 2014 | 27
THE CAR LAWYER
Continued from page 11
one customer’s interest rate exceeded the
maximum rate allowed under the CEC
by 3%. On September 5, 2010, the assignee began charging the customer the new
interest rate and credited his account in
the amount of $845. It also sent a letter
to the customer explaining the interest
rate change and credit and noting that
he could continue to make his scheduled monthly payments, which would
result in him repaying the contract earlier than expected, or he could elect to
have his monthly payments lowered so
that the contract would be repaid on
the date originally scheduled. The customer sued for damages under the CEC.
The assignee moved for summary judgment, and the federal trial court granted
the motion. The assignee argued that it
satisfied the CEC’s limitation of liability, which provides that a credit grantor
is not liable for failure to comply with a
provision of the CEC if, within 60 days
after discovering an error and prior to
institution of an action or the receipt of
written notice from the borrower, the
credit grantor notifies the borrower of
the error and makes whatever adjustments are necessary to correct the error.
The court agreed with the assignee that
it timely corrected the error within 60
days of discovering the error and adjusted the customer’s account accordingly.
See Askew v. HRFC, LLC, 2014 U.S. Dist.
LEXIS 40088 (D. Md. March 25, 2014).
Dealer Liable under Ohio Consumer
Sales Practices Act for Failing to Disclose Unibody Damage to Used Car Regardless of “As Is” Clause: Buyers sued
the dealer who sold them a used car after
they found out that the car had sustained
unibody damage. The dealer bought the
car at an auction and signed a sales receipt that disclosed the unibody damage,
but claimed that he did not read the receipt before signing. The purchase agreement between the dealer and the buyers
waived all warranties with a conspicuous
“as is” clause on its face. The buyers sued
for violations of Ohio’s Consumer Sales
Practices Act, among other claims. The
trial court found that the dealer commit28 | GIADA Independent Auto Dealer May/Jun 2014
ted a violation of the CSPA and awarded the buyers treble damages and attorneys’ fees. The appellate court affirmed,
finding that the “as is” clause was only
effective to waive warranty and contract
claims, not statutory CSPA claims, and
also finding that the dealer committed
one violation of the CSPA by not disclosing the unibody damage. See Hamilton v. Ball, 2014 Ohio App. LEXIS 1054
(Ohio App. March 19, 2014).
Evidence of Oral Statements Made by
Lender’s Agent Inadmissible to Support Claim for Violation of TILA Insurance Disclosure Requirements: A
lender made a loan to a couple secured
by a lien on their car. The note and security agreement included a charge for
“Limited Physical Damage Insurance,”
which the borrower must pay unless
the borrower obtained insurance from
a provider acceptable to the lender. The
borrowers claimed that they questioned
this insurance charge and showed proof
of their existing insurance to the lender’s agent, but the agent told them that
the insurance charge was required, so
they paid the charge. When the buyers
filed a Chapter 13 bankruptcy petition,
the lender filed a secured claim. In response, the borrowers argued that the
note and security agreement violated the
Truth in Lending Act. Regulation Z requires charges for insurance against loss
or damage of property to be included in
the finance charge unless specifically excluded. An exclusion exists for insurance
premiums if certain conditions are met,
including the condition that “the insurance coverage may be obtained from a
person of the consumer’s choice, and
this fact is disclosed.” The borrowers alleged that the oral representations made
by the lender’s agent rendered the insurance disclosure unclear. They also argued that by taking the voluntary choice
from them, the lender violated Reg. Z.
The U.S. District Court for the Northern
District of Alabama declined to consider
the oral extraneous evidence to determine whether there was an ambiguity in
the insurance disclosure required under
TILA. The court explained that no ex-
traneous oral evidence can be presented
by a plaintiff to prove that the defendant
gave the impression that insurance was
required, except in the case of illiteracy,
fraud, or duress. See White v. Superior
Financial Services, LLC, 2014 U.S. Dist.
LEXIS 31811 (N.D. Ala. March 12, 2014).
Listing Each Payment, its Due Date,
and Amount Due Satisfied Creditor’s
Obligation to Disclose Number of Payments: A borrower filed an adversary
proceeding in her bankruptcy case
against her lender, claiming that the
lender violated the Truth in Lending Act
by failing to disclose the number of payments her loan required. The TILA disclosure statement set forth a payment list
that identified every payment the loan
required, its due date, and the amount
due. Nowhere did the lender state that 24
payments were required. The bankruptcy court dismissed the complaint, and
the U.S. District Court for the Northern
District of Illinois affirmed. TILA requires a creditor to disclose the “number,
amount, and due dates or period of payments scheduled to repay the total of payments.” The appellate court found that
the Official Staff Commentary provides
two methods for satisfying the number,
amount, and timing requirements: (1)
list each payment, when it is due, and
how much each payment is for, or (2)
state the payment interval or frequency,
the calendar date the first payment is
due, and the total number of payments.
The appellate court found that listing the
24 payments satisfied the lender’s obligation to disclose the number of payments
the borrower was required to make. See
In re Davis (Davis v. The Payday Loan
Store of Illinois, Inc.), 2014 U.S. Dist.
LEXIS 45972 (N.D. Ill. April 3, 2014).
Oral Representation that Used Car is “in
Good Working Order” Not Deceptive in
Light of Disclosures that Car Was Used
and Sale Was “As Is”: A buyer bought a
used car from a dealer who told her that
the vehicle “was in good working order,”
but also that “there is no such thing as a
perfect used car” and “used means used.”
Continued on page 30
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as network problems, software, signal strength, your wireless device, structures, weather, geography, etc.) could impact the quality of services. Coverage is not available everywhere and is not guaranteed.
Please call Spireon with any questions or comments about services.
GIADA Independent Auto Dealer May/June 2014 | 29
GIADA Nominating Committee
Announces Candidates for 2014-15
At the GIADA spring board meeting, the GIADA Nominating Committee certified
the following candidates for officer appointments as per GIADA Bylaws Article 5,
Section 2: Any additional Candidate(s) who choose to stand for office from the floor or
otherwise must qualify per article Xll, Section 1, hereof. The newly elected officers will
be installed and take office at the annual meeting in July and shall serve one year or
until their successors are elected.
GIADA Qualified Candidates for Office 2014-2015:
Chairman of the Board, Charles Teel
President, Larry Lewallen
President Elect, Billy Graham
First Vice President, Jennifer Knights
Second Vice President, Bart Barton
Third Vice President, Lee Cavender
Sr. Vice President at Large, Dennis Pope
Sr. Vice President at Large, Joe Addison
First Vice President at Large, Glen Reeves
Second Vice President at Large, Sandra Gresham
Third Vice President at Large, Guy Padgett
Fourth Vice President at Large, Troy McCalla
Treasurer, Dan Stryzinski
Secretary, David Mosley
Proudly serving the
needs of the Garage
Industry since 1988
Call or Click Today
770-974-0670
DWardInsurance.com
Debbie Ward, AAI
Owner & President
To give you more choices, we partner with many of the most highly respected insurance companies.
30 | GIADA Independent Auto Dealer May/Jun 2014
THE CAR LAWYER
Continued from page 28
In addition, the Buyer’s Guide stated that
the car was being purchased “as is - no
warranty.” When the car stopped working properly eight months later, the buyer
sued. The trial court found that the dealer’s statements regarding the car were
not proven to be false, nor were the statements misleading as a deceptive act or
practice under Hawaii law. In addition,
the trial court found that the buyer failed
to prove she incurred economic damage
as a result of the dealer’s statements. An
appellate court affirmed the trial court’s
decision, explaining that undisputed evidence that the car was driven for 6,657
miles over eight months and required
no service except for an oil change was
sufficient for a finding that the dealer’s
statement about the car being in “good
working order” was not false. The appellate court also found that the statement was not deceptive because, under
a “clearly erroneous” standard of review,
whether the statement “was likely to mislead consumers acting reasonably under
the circumstances” presents a mixed
question of law and fact. In this case, the
dealer explained the contract terms and
made statements that a used car may have
problems, making the trial court’s finding
that a reasonable consumer would not be
misled not clearly erroneous. In addition,
the buyer did not suffer economic loss
because not only did she not offer any
evidence of economic damages, but the
record showed that she received an insurance payment greater than the amount
she paid for the car after it was stolen and
damaged beyond repair. See Bailey v. Siracusa, 2014 Haw. App. LEXIS 109 (Haw.
App. March 10, 2014).
So there’s this month’s roundup! Stay legal, and we’ll see you next month. n
_____________________________
Tom ([email protected]) and Nikki
([email protected]) are partners in
For information, visit www.counselorlibrary.com. Copyright CounselorLibrary.com 2014, all rights reserved.
Single publication rights only, to the
Association. (5/14) HC# 4851-47350043.
FEATURE
A CAR-BUYER BIO
Customers Becoming Less
Interested in Test Drives
by Steve Finlay, Editor, WardsAuto
C
ar buyers apparently are taking
fewer test drives, long considered
one of the most important parts
of the dealership selling process.
A DMEautomotive survey of about 2,000
automotive consumers indicates 16%
took no test drive. About one-third demo
drove only one car.
Traditional sales training urges salespeople to put customers behind the wheel of
a vehicle for a spin as a way of enhancing
the close of a deal.
Not only are more people bypassing test
drives, they’re making markedly fewer
visits to dealerships, according to DME,
a research and marketing firm.
More than two-thirds of car shoppers
visited two dealerships or fewer before
buying, according to the survey. Forty
percent say they visited only one.
That contrasts to pre-Internet days when
making the rounds of dealerships was how
most people shopped for cars. Today, only
15% of buyers visit four or more stores.
“This avoidance of physical dealerships
is in stark contrast with how much online vehicle research is happening,” says
Mary Sheridan, DME’s manager-research and analytics. “Four in five people now use the Internet for car buying,
visiting 10 auto websites in the process.”
Some aggressive Internet users take a
tactical approach that resembles a form
of warfare.
“More people are stealthily comparison-shopping dealerships and inventory online, and then swooping in to buy
when their minds are made up,” Sheridan says.
Dealerships no longer can rely on walkins and “be-backs” to drive sales.
“They need to have the most powerful online presence wherever dealer
and vehicle selection is happening, and
work far harder to keep customers close
throughout the ownership cycle, using
every retention marketing tool possible,
like a constant-connection mobile app,”
she says.
The average new vehicle costs more than
$30,000, but about half of surveyed newcar buyers test drove only one. Some of
them skipped it altogether. On average,
buyers test-drove 1.9 cars, with 26% trying out three or more, DME says.
Surprisingly similar patterns are seen
among used-car buyers, of all people.
Conventional wisdom is they would take
significantly more test drives to check on
a pre-owned car’s condition.
But the DME study says 30% of used-car
buyers test drove only one vehicle compared with 35% of new-car buyers. And
more used-car buyers (18%) than newcar purchasers (14%) took no test drives.
The survey says test drives appeal more
to consumers under age 35. DME speculates that’s because they’re more enthralled with the novelty of buying a car.
Of the under-35 set, 57% test-drove more
than one vehicle and 33% test drove more
than three. That compares with 48% and
23%, respectively, for people over age 35.
Women influence 85% of all car purchases, but 19% of them skipped test drives.
Twelve percent of men did.The survey
also measured how much consumers
trust dealership salespeople. DME says
the results are sobering: only 21% of people polled perceive showroom staffers as
“trustworthy.”
Lawyers and mortgage brokers rank
higher. But politicians and telemarketers
scored lower. n
_____________________________
Steve Finlay is the editor of WardsAuto
Dealer Business magazine. His journalism career started 40 years ago as a crime
reporter. A Michigan native, he likes fast
cars, big lakes and cold days.
GIADA Independent Auto Dealer May/June 2014 | 31
INDUSTRY TIPS
Manage Your Inventory
Efficiently in the Summer
S
by NextGear Capital
ummer can be a challenging time
of the year for used car dealers. It
is widely expected throughout the
industry for volumes to become stagnant
and retail sales to be passive between
June and September. Car sales dwindle
in the summer due to families’ spending money on vacations, kids’ summer
camps and sprucing up their landscaping.
After the highs of tax season, the summer blues can be a difficult transition.
Remarketing institutions plan for a slowdown and dealers should too. It’s important for dealers to be flexible in their
buying and selling so that they can be
both competitive and profitable in the
market. In the remarketing industry,
there are three universal truths when it
comes to efficiently managing inventory:
use your working capital efficiently, buy
smart and take advantage of resources
that provide information on wholesale
industry trends. By following these tips
below, you will be better prepared to deal
with the slowdown of summer.
1
Be more efficient with the use of
your working capital
Floor planning is a great way to balance
credit and working capital to maximize
your cash flow. This balancing act is oftentimes the lifeblood of a dealer’s business and the fuel for growth. However,
ineffective use of working capital and
under-capitalization, among other factors, can contribute to a dealer going out
of business because they can’t keep up
with their working capital. Simply put,
the more cars you buy and sell, the greater the need to manage your cash flow.
32 | GIADA Independent Auto Dealer May/Jun 2014
For
years,
floor planning has
been a resource to
help loosen up working capital for
dealers. What would
you do with increased
working capital? Would you advertise
more? Hire a new sales person? Repave
your lot? The list goes on, as the benefits of having working capital for any
small business will only keep you from
experiencing failure. Simply put, floor
planning provides you the ability to keep
your lot full…full of cars and customers.
2
Buy smart
It might be tempting to buy that snazzy sports car because it looks nice, but is
it a good price and does it make a potential profitable addition to your inventory? Going to auction with a plan of how
much you are willing to spend can help
save you from those “impulse buys” that
may turn into buyer’s remorse down the
road.
Different cars sell better in different seasons. In the summer, you are going to
get more business for convertibles, recreational vehicles and motorcycles than
for trucks and SUVs. Make sure you’re
buying vehicles that will sell well and
won’t be sitting on your lot for months
and months.
3
Watch wholesale industry trends
There are some valuable resources
available to dealers to stay current on the
latest industry trends and happenings.
The NIADA publishes a Used Car Industry Report every June that provides
analysis and an overview of the used car
dealer and used car marketplace.
Additionally, Manheim publishes its
own Used Car Market Report annually as well as a monthly Industry Brief.
Both of these sources have a wealth of
knowledge provided by the largest auction house in the world. Many trade publications and online resources, such as
Automotive Digest’s monthly Used Car
Market Report, also provide dealers with
knowledgeable information to help them
understand pricing and other developments in the industry. n
Building Your Business
with
The NIADA Certified
Pre-Owned Program
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•
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Increase Gross Profits
Alignment with a National Partner
Multiple Programs to Choose From
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Contact - Centurion Automotive Products, the GIADA Official
Marketing Arm for the NIADA CPO Program
Danny Delich, State Contact
(913)403-6042
www.centurionauto.net
GIADA Independent Auto Dealer May/June 2014 | 33
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plan with you that works. Whether you are a new business or need to reestablish your business in the marketplace, be assured that no matter how small or large
your business is, we have plans that are tailored to meet your needs.
QUALITY. If you have a quality product, service, or practice, it makes sense
that you should advertise in a quality environment. There’s no better publication for your target audience!
VALUE-ADD CONTENT. Clear, crisp, and contemporary articles and ads
gain trust and respect from auto dealer decision makers. Your advertisement
will be well-positioned to help you grow.
LONG SHELF LIFE. While a newspaper ad is here today, gone tomorrow, a
magazine’s impact goes on and on. Research indicates that readers will return
to it repeatedly during its initial two-month cycle and an astounding 47 percent save their issues.
34 | GIADA Independent Auto Dealer May/Jun 2014
It’s the best decision
you’ll make all year!
Independent Auto Dealer is distributed
to over 3,000 independent automobile
dealers, associate service providers and
decision makers throughout the state of
Georgia. Visit giada.org/store for rates,
availability and contact information.
Space is limited. Space is available on a
first-come, first-serve basis.
GIADA Independent Auto Dealer May/June 2014 | 35
FEATURE
INTERNET MARKETING
4 Ways to Effectively Listen
to Your Customers
by Lee Brogden Culberson
B
efore you start listening, though,
you must overcome your fear of
what you might hear.
Dick Cavett once said
that “it’s a rare man
who wants to hear
what he doesn’t want
to hear” and yet not
hearing can cost a dealership a short-term sale
and even cause longterm grief.
Put aside the fear of what you might hear
and start turning disgruntled customers into happy campers or one-purchase
buyers into multi-purchasers (complete
with referral names) using a combination of “tried and true” techniques and
online “listening.”
1
Pay attention to what your employees are saying: Often the dealership employees, from sales to
service to finance have the ears to the
ground and have a good grasp on what
both prospects and buyers are saying
about your service, your dealership,
your pricing and the quality of your
vehicles. Gather your employees regularly - not for a gripe session - but to
seek ideas for new ways to delight the
customer.
36 | GIADA Independent Auto Dealer May/Jun 2014
“Most people do not listen with the intent to understand; they listen with the intent to
reply.” -Stephen R. Covey
2
Ask the customer and then act on
it: There are two things here: Ask,
but then show them you are serious
about listening. Use a free or super cheap
online tool to send a survey to prospects
and to those who have purchased. Skip
the boring standard questions and ask
questions designed for authentic, sincere
feedback. Then, find something actionable and let your surveyed folks know
that you listened - and acted. This level of
goodwill builds wild loyalty, even among
finicky car buyers.
3
Show your customer you are ready
to listen: Let your prospects and
buyers know where your dealership
is online and that you are there to listen
when they need to be heard. A great example of helping them engage is to have
"Car Hour" on Twitter every Thursday at
6pm where prospects can ask questions
and you can answer them.
4
Listen across social media and
across dealerships: Set up key
terms and alerts and track them
across online outlets. Collect questions
that your customers likely want answered. As buyers become more knowledgeable in their search, their questions
and needs are changing. Be ready by
listening, ahead of time, to them, your
employees and your past buyers. You'll
profit by hearing what you might not
want to hear. n
GIADA Independent Auto Dealer May/June 2014 | 37
NEW & RENEWED
MEMBERS
129 Motor Sales & Repair
1st Auto Leasing Broker
21 South Auto Sales, Inc.
360 Automotive Group, Inc.
4-d Auto Brokers LLC
5 Starr Auto
7$ Autotruck Sales
88 Leasing, Inc.
A & C Auto Sales LLC
A G Automotive Group
A1 Motors , LLC
Aarons Auto Group
Acceptance Auto Sales
Adel Auto Sales
Afogates Enterprises, Inc.
Ahiwe Auto Sales
Ahl’s Auto Sales
Alade Auto Brokers
Alfred A Hosley
Alina Motorsports, LLC
ALM South
Alma Auto Sales
Alvin Fouts Cars, Inc.
Ambra Horton
American Auctioneers, LLC
American Car System Group
Amin International Trading Co
AMS Auto Sales
Amyn Motors Inc.
Aneeq Enterprises, LLC
Ans Auto Sales
Ap Auto Repair Shop Inc.
Arc Auto Sales
Asain One, Inc.
Asap Auto Brokers
Assurance Auto Group
Atlanta Best Auto Collection
Atlanta Dealer Trades
Atlantic Ocean Auto Export
Atlautos.Com
Auctions Unlimited
Austrian Motors, Ltd
Auto 1 Madison
Auto Access
Auto Barn
Auto Connection Of Georgia
Auto Drive ,LLC
Auto Outlet
Auto Plus Of Georgia
Auto Quest Corporation
Auto Source
Auto To Go ,LLC
Auto Union, LLC
Autoland USA, Inc.
Automagic, LLC
Automania Auto Sales, LLC
Automotive Brokers Of Georgia
Automotive Specialist
Autos 2 Go
Autosmart USA ,LLC
Autostar Finance
Autoworld USA
B & D Used Cars, Inc.
Bailey Auto Sales
BB & L Auto Services
Beckham’s Used Cars
BeLLCom Autos, LLC
Belsha Usa Corp
Big Boys Toys Of Statesboro
Big John’s Auto Sales
Bigfox Auto,LLC
Bill Hicks Motors Inc
Black Book
Blackwell’s Auto & Truck Sales,
LLC
Blue Ridge Auto Group
BMVW, Inc.
Bnb Auto Sales
Bobcat Automotive
Borno Auto Dealership
Brandautofinance
Brown & Brown Auto Broker
Bryant Auto Sales
Bryants Discount
Buy & Drive Used Car Sales
Calhoun Auto Sales, LLC
California Car Company
Canton Auto Sales
Capital America, Inc.
Car Corral Auto Sales
Car Networker
Carbasiks Auto Sales
Carbras Auto Center, Inc.
Carbucks
Carforsale.com
Cars & Trucks Unlimited
Cars 4 U Now, LLC
Carsmatic Auto Sales
Cars-N-Stuf, Inc.
Carter Auto Sales
Casey Gilson P C
Cash Cars Auto Brokers
Cehl Imports, Inc.
Charley-Hench Auto Dealers
Chattanooga Valley Used Cars
Cherclabre Auto Sales
Christopher Eells
CL Whighmam, Inc.
C-Links Auto Sales, Inc.
Coastal Auto
Consumer’s Choice
Corados Auto Sales
Coral Auto Brokers, Inc.
Corner Lot Used Cars
Corporate Auto Brokers
Country Time Automotive
Court Of Cars
Cousin’s Elite Automotive
Credit Master, Inc.
Credit Nations Auto Sales
Cymill Motors, Inc.
D & C Autobrokers & Transport
38 | GIADA Independent Auto Dealer Mar/Apr 2014
MARCH / APRIL 2014
D & D Autow’s
D. C. Rushing Autos
Dany Rego Auto Sales
DBG Auto
Dealer Remarketing, Inc.
Dealersocket
Deals On Cars, LLC
Dees Used Cars
Dehran Horton
Destination Auto Brokers, Inc.
Diamond Cars
Dinkins Motor
Discount Auto Sales
Discount Automotive Used Cars
Divine Autos, Inc.
Dixie Auto Sales
Dixie Rides
Dollar Used Cars
Double D Auto Sales
Drake Auto Sales
Dream Cars International
Dream Fresh Automotive, LLC
Drivetime
Drummer Import Service & Sales
Dubon Auto Sales
E & J Auto Brokers, LLC
E & J Auto Sales, Inc.
E & W Cars, LLC
E. G. Automotive, Inc.
East Cobb Auto Rentals And Sales
East West Motors
Easy Auto Sales, Inc.
Eazy Kars Auto Sale
Eazy Ride Auto Sales
Ebuyz Auto & Truck Sales, LLC
Ed Murdock Trailers & Auto, Inc.
Edwin Correa
E-imports, LLC
El Compadre Trucks, Inc.
Elegant Auto Brokers, Inc.
Elite Motors, Inc.
Elite Rides
Ellyson Financial, Inc.
Emad Auto Sales
Emerald Auto Mart Inc.
ENJ, LLC
Essimaging, Inc.
European Automotive Group,
LLC
Express Auto Group
Express Auto Sales
Express Auto Sales
EZ2 Afford Cars, LLC
Fabulous Used Cars, Inc.
Fairbanks Motors, Inc.
Fairground Motors, LLC
Famachi International, Inc.
Fantasy Automotives
Fenders
Fifth Street Motors
First Choice Motors Inc.
First Class Motors, LLC
Firstgate Auto Sales
Fisk Auto Sales, Inc.
Five Points Auto Sales & Stone
Mtn, LLC
Fletcher Auto Sales
Foster’s Auto Sales And Service,
Inc.
Four-D, Inc.
Frank Safo
Franzen And Salzano, PC
Freddie’s Cars
FTPP Auto, LLC
G & G Car Dealer
G & S Auto Sales
G & S Auto Sales
G.E.A.R.S.
Garcia’s Used Cars
GBI Auto Solutions Sales
Gene’s Machines
Georgia Auto Gallery
Georgia Car Finders, LLC
Georgia Insurance Associates,
Inc.
Georgia Luxury Automotive
Georgia National Auto Sales, LLC
Georgia On Wheels
Georgia-Carolina Auto Auction
German Auto Sales & Service
Geron L Moore, LLC
Gibbs Auto Inc
Gil’s Auto Sales
Gold Coast Import Outlet
Golden Goose Auto Sales
Gombart Auto Group
Grayson Motor Company
Great South Motors
Green Lite Auto Sales
Greene Motor Co
Greg Blanton Enterprises, Inc.
Guaranteed Cars & Credit
Guy’s Automotive
Gwc Warranty
H & H Auto Sales
H & H Auto Sales
H & S Auto Group
Happiness Auto Sales, LLC
Hard Body Auto Sales
Hines Automart
Home Town Auto Mart
Horizon Automotive Group, LLC
House Automotive Group
Houston Auto Auction
Howard Motors
Hwy 92 Auto Sales
I H S Auto
I-75 Truck Sales, Inc.
I-Deal Cars, Inc.
Imperial Auto Sales, Inc.
Import Auto Brokers, Inc.
Import Auto Sports Sales, LLC
NEW & RENEWED
MEMBERS
Import Plus Auto Sales
International Auto Exports
Interstate Auto Sales
Interstate Equipment Co, Inc.
Inventory Management Solutions
Iq Motors
J D Byrider
J D Used Auto Sales, Inc.
J J Kane Auctioneers, Inc.
J T Motors Inc.
J. W. Truck Sales, Inc.
JABD Auto & General Merchandise
Jafa Auto Sales, LLC
Jamhemp Auto Solutions, LLC
Javier Ruiz
Jay’s Used Cars, LLC
JB&L Auto Sales, Inc
Jeffa Auto World, LLC
Jenco Sales, Inc.
Jerry Barker Motor, LLC
Jerry Williams
Jet Auto Sales, LLC
JJ Auto Sales
JMC Auto Brokers, Inc.
JMC Auto Shop
Joe Addison Motors
John Law
Johnny’s Auto Sales
Johnson Automotive Group, Inc.
Johnson’s Used Cars, Inc.
Jolly Auto Sales
Jordan Motor Company
Juan Diego Auto Sales
Just Pink Auto Brokers
Just Right Auto Deals, LLC
K & K Auto Sales, Inc.
Kar Atlanta
Kar Net, Inc.
Keller’s Auto Sales, Inc.
Key life Cars, Inc.
Keys Motor Co, Inc.
Keys Please Auto Sales
King Quality Used Car Sales, LLC
Kingsmode Auto Sales, LLC
Kitchens Garage, Inc.
Kmh Auto Group, LLC
L & B Motors, Inc.
L W Benton Company, Inc.
Lake Carroll Auto Sales
Lakeview Motors Used Cars
Lakeview Automotive Group
Lamar Auto Brokers
Landmark Auto Sales, Inc.
Lara’s Trucks, Inc.
Lawson Auto Sales
Lecroy Auto Sales
Lee Auto Sales & Service, Inc.
Lee’s Crossing Auto Sales, Inc.
Leeward’s Autobody Repairs &
Sales
Legacy Motorsports
Lewis Page Auto Brokers
Lincoln Place Auto Sales, Inc.
Lo Automotives Sales
Lobga Auto Broker
Love To Drive Motors, Inc.
Lowery Brothers Motors, Inc.
Lri Auto Group
Lucken International Export
Luxury Drive Auto Sales
M & M Auto Sales
M & S Auto Sales, Inc.
Mac Co Motors
Macon Auto Network
Mac’s Used Cars, Inc.
Majestic Auto Brokers
Major Motors
Makenzy Auto Sales
Maluda Auto Sales, LLC
MaMa’s Car City
Manheim Atlanta / Manheim Ga
Marietta Sportscar Company, Inc.
Mark’s Cars Sales & Rentals, Inc.
Martin’s Auto Sales
Massey Automotive
Mastercars
Maxx Auto Sales
MB Resources, LLC
Mcconnell Auto Sales
McDonough & Co., LLC DBA
Proclaim
Mckinna Auto Sales
Mckool Cars
McLeod Auto Company, LLC
Mcreynolds Automotive
Members Auto Choice
Mercer Motors
Metro Dynamic Motors, Inc.
Mid Georgia Motorsport
Middle Man, LLC
Midway Motors
Midwest Recreational Clearing
House
Mike Lance Jeeps, LLC
Mike’s Corner, LLC
Miller & Miller Sales, LLC
Milton Tire & Auto
Mitch Simpson Motors
Mogul Motors, LLC
Momentum Motorcars
Moore Truck Sales, LLC
Morrison Team Auto Brokers
Motors In Motion, Inc.
Mountain Motors
Moxley Auto Sales
Mullis Garage & Parts, LLC
National Auto Lenders
National Auto Sales
Nationwide
Natorius Bell
Next Level Auto Repair & Sales
Nicos Auto Broker, LLC
MARCH / APRIL 2014
Nimo Peaches Auto Sales, Inc.
North Georgia Imports, Inc.
North Point Auto Brokers
Obag Sales Corp
One Source Automotive Solutions
Oto Master Sales & Export, LLC
Paradise Automotive, LLC
Pathway Automotive Group
Payne’s Auto Mart & Leasing
Paystart Unlimited, LLC
PDQ Auto Sales, LLC
Peachy Auto Sales
Perez’s Auto Sales
Perfect Financial Solutions
Performance Auto, Inc.
Petra Auto Sales, Inc.
Pett Auto Way, LLC
Pigg Enterprises, Inc.
Pinnacle Sales & Leasing
Platinum Auto Imports
Platinum Automotive Sales Of
Augusta
Porro Auto Sales, LLC
Potors Auto Sales, LLC
Power Play Auto Brokers
PPK Automotive, Inc.
Premier Auto Locators
Premium Auto Group
Presley Auto Sales
Prime Time Auto Brokers
Prince Motors, LLC
Quality Auto Sales
Quality Cars R Us, Inc.
Quality Motors, LLC
R & S Auto
R Kids Auto Sales
Raf Auto Sales
Rallye Auto Sales & Financing
Regis Auto Sales
Regs Used Cars
Ride Time
Ridgeland Motors
Rite-way Auto Sales
Rivers Auto Sales
RJ’s Auto Sales
Robinson Automotive Group
Rogers Used Cars
Rommel And Ryle’s Automotive
Royal Exotic, LLC
Royale Bleu Auto Associate
S & L Imports
S & W Auto Sales
Sala Used Auto, LLC
Sammy’s Cruisers, Inc.
Samples Truck Sales
Sanders Auto Group
Scenic Auto Sales
Sea Truck Sales
Selastar
Select Cars & Trucks
Select Luxury Cars
Selectrpm
Sherrell Denise Smith
Smart Buy Auto Dealer, LLC
Solex Auto, Inc.
Sonnie’s Quality Cars, Inc.
Sonshine Auto Sales
Southern Auto Sales
Southland Motors
Spartan Automotive
Speedway Motors
Spencer-williams Auto Sales
Sprint Auto Sales, LLC
Stacey Auto Sales
Stafford Cars
Star Car Company
Star Cars, LLC
Station 12 Classics, LLC
Sterling Auto Consultants
Street Whipz
Sublime Autos, LLC
Sun Trust First Data
Superior Auto Trader, Inc.
Supreme Auto Inc.
Symbolic Motor Sports
T2 Sales, LLC
Taylor Truck & Equipment, Inc.
TCK Auto Exchange, LLC
Team One Motorcars, LLC
TG Autos
The Auto Company
The Car Store Of Gainesville
The New Calhoun Auto Auction
The Salvation Army Auto Sales
The Sean Oliver Group, Inc.
Thompson Tractor Co, Inc.
TLC Auto Towing and Storage
Tony’s Complete Automotive
Top Line Auto Sales
Torque Auto Sales, LLC
Touba Auto Sales, LLC
Town Square Motors
Troy Hamby Automotive, LLC
Trucks And Trails
Tuffy’s Auto Sales
Tystanic Auto Sales & Rentals
Universal Motor
Valdosta Auto Market, Inc.
Value Auto Sales
Velocity Auto, LLC
Vision Motors, Inc.
W.P.F. Car Sales, LLC
Wayne Reaves Computer Systems,
Inc.
WB Diversified Auto Sales
WCV Quick Auto, LLC
West Auto Mart
What Drives You Auto Brokers
Worldwide Unlimited Auto
Brokerage
Xtreme Auto Motors, LLLC
Young Harris Truck Sales
GIADA Independent Auto Dealer Mar/Apr 2014 | 39
AUCTION
DIRECTORY
MONDAY
Copart Auto Auction
6089 Hwy 20
Loganville, GA 30052
770-554-6366
12:00 pm Dealer & Public Sale
copart.com
Insurance Auto Auction Macon
2200 Trade Dr.
Macon, GA 31217
478-314-0031
9:30 am One Monday
per Month
iaai.com
Insurance Auto Auction Tifton
368 Oak Ridge Church Road
Tifton, GA 31794
229-386-2640
9:30 am Biweekly
iaai.com
Manheim Georgia
7205 Campbellton Rd
Atlanta, GA 30331
404-349-5555 / 888-766-7144
Ford Factory Sale Every Other
Monday
10:00 am
Call for Toyota & Nissan sale
manheim.com
TUESDAY
America’s Auto Auction -Atlanta
444 Joe Frank Harris Pkwy
Cartersville, GA 30120
770-382-1010
6:00 pm Dealer & Public Sale
auctionbroadcasting.com
America’s Auto Auction –
Greenville
2415 Hwy 101 S
Greer, SC 29651
864-801-1199
800-859-3393
3rd Tuesday of Every Month
2:00 pm Marine Sale
americasautoauction.com
America’s Auto Auction –
Jacksonville
11982 New Kings Rd
Jacksonville, FL 32219
904-764-7653
6:00 pm INOP Sale
6:30 pm Dealer Only Sale
americasautoauction.com
Athens Auto Auction
5050 Atlanta Hwy
Bogart, GA 30622
770-725-7676
6:30 pm Dealer & Public Sale
athensautoauctionga.com
Chattanooga Auto Auction
2120 Stein Dr.
Chattanooga, TN 37421
423-499-0015
9:00 am Dealer Sale
chattaa.com
Columbus Auto Auction
2473 Blanchard Blvd
Columbus, GA 31901
706-320-2200
5:45 pm Dealer Sale
Columbusgeorgiaautoauction.com
Hwy 515 Auto Auction
107 Whitepath Rd
Ellijay, GA 30540
706-635-1500
6:00 pm Dealer & Public Sale
hwy515autoauction.com
Insurance Auto Auction Atlanta North
6242 Blackacre Trail NW
Acworth, GA 30101
770-975-1107
9:00 am
iaai.com
Manheim Georgia
7205 Campbellton Rd
Atlanta, GA 30331
404-349-5555 / 888-766-7144
9:00 am Dealer Sale
1st, 3rd, & 5th Tuesday
8:30 am Disable Sale
manheim.com
WEDNESDAY
411 Auto Auction
3824 Hwy 411
Kingston, GA 30145
770-336-5581
12:00 pm
411autoauction.com
Adesa Atlanta
5055 Oakley Industrial Blvd
Fairburn, GA 30213
770-357-2277
10:00 am Dealer Sale
adesa.com
America’s Auto Auction Greenville
2415 Hwy 101
Greer, SC 29651
864-801-1199
3rd Wed RV Sale 9:00am
americasautoauction.com
Augusta Auto Auction
1200 E. Buena Vista Ave
N. Augusta, SC 29841
800-536-3234
10:00 am Dealer Sale
9:30 am Last Wed of Month INOP
augustaautoauction.com
Carolina Auto Auction
140 Webb Rd
Williamston, SC 29697
864-231-7000
10:00 am Dealer Sale
1st & 3rd Wednesday
9:00 am Salvage Sale
carolinaautoauction.com
Dealers Choice Auto
Auction – Griffin
2425 North Expressway
Griffin, GA 30223
770-227-1791
3:00 pm Dealer Sale
dealerschoiceaa.com
Insurance Auto Auction –
Atlanta South
1930 Rex Rd
Lake City, GA 30260
678-920-4800
9:00 am
Rental & Fleet Sale
iaai.com
Manheim Atlanta
4900 Buffington Rd
College Park, GA 30349
404-762-9211 / 800-856-6107
Exotic Highline Event
4th Wednesday at 9:30 am
manheim.com
New Calhoun Auto Auction
2236 Rome Rd SW
Calhoun, GA 30701
706-624-1944
7:00 pm Dealer & Public Sale
newcalhounautoauction.com
Southeastern Auto Auction of
Savannah
1712 Dean Forest Rd
Savannah, GA 31408
912-965-9901
In-Op 10:00 am, Repos 10:30 am
11:00 am Regular Sale
southeasternaa.com
Truckcenter.com
1952 Moreland Ave
Atlanta, GA 30316
404-627-5346
Visit Website for Dates/Times
truckcenter.com
THURSDAY
Albany Auto Auction
1421 Liberty Expressway SE
Albany, GA 31705
229-435-7708
6:30 pm Dealer Sale
albanyautoauction.net
Manheim Statesville
145 Auction Lane
Statesville, NC 28625
800-868-1220
8:30 am TRA Sale
9:30 am
manheim.com
Georgia-Carolina
Auto Auction
884 East Ridgeway Rd
Commerce, GA 30529
706-335-5300
5:00 pm Dealer & Public Sale
gcautoauction.com
Dealers Choice Auto
Auction - Marietta
810 Cobb Pkwy S
Marietta, GA 30060
770-499-9119
4:00 pm Dealer Sale
dealerschoiceaa.com
Rawls Auto Auction
2818 Pond Branch Rd
Leesville, SC 29070
803-657-5111
10:00 am Dealer Sale
GSA Sale Public & Dealers
Call for Details
8:30 am Salvage Sale
rawlsautoauction.com
Houston Auto Auction
4599 Pio Nono Ave
Macon, GA 31206
478-788-6947
11:00 am & 7:30 pm
Dealer & Public Sale
Insurance Auto Auction
Atlanta East
1045 Atlanta Hwy SE
Winder, GA 30680
770-868-5663
9:00 am
Motorcycle sale 1st Mon. 9 am
iaai.com
40 | GIADA Independent Auto Dealer May/Jun 2014
Manheim Atlanta
4900 Buffington Rd
College Park, GA 30349
404-762-9211 / 800-856-6107
9:30 am Dealer Sale
Every Other Thursday
9:30 am Salvage Sale
manheim.com
Manheim Darlington
1111 Harry Byrd Hwy
Darlington, SC 29532
843-245-5615
9:30 am Dealers Only
12 Lanes -2500 veh-whly
manheim.com
Oakwood’s Arrow Auto Auction
4712 Flat Creek Rd
Oakwood, GA 30566
770-532-4624
6:00 pm Dealer & Public Sale
oakwoodsarrowautoauction.com
Perry’s Auto Auction
628 South Main St
Swainsboro, GA 30401
478-237-8270
11:00 am
perrysautoauction.com
Rebel Auction Company
1175 Bell Telephone Rd
Hazelhurst, GA 31539
912-375-3491 / 800-533-0673
2nd Thursday of Each Month 9:00
am Dealer & Public Sale
rebelauction.net
FRIDAY
America’s Auto Auction - Atlanta
444 Joe Frank Harris Pkwy
Cartersville, GA 30120
770-382-1010
11:00 am Dealer Sale
INOP 2nd & Last Fridays
at 9:30 am
auctionbroadcasting.com
America’s Auto Auction Greenville
2415 Hwy 101 South
Greer, SC 29651
864-801-1199 / 800-859-3393
10:00 am Car Sale
americasautoauction.com
Charleston Auto Auction
651 Precast Lane
Moncks Corner, SC 29461
843-719-1900
10:00 am Dealer Sale
charlestonautoauction.com
Copart Auto Auction
2568 Old Alabama Rd
Austell, GA 30168
770-941-9775
12:00 pm Dealer & Public Sale
copart.com
Georgia-Carolina Auto Auction
884 East Ridgeway Rd
Commerce, GA 30529
706-335-5300
6:30 pm Dealer & Public Sale
gcautoauction.com
South Georgia Auto Auction
1407 Silica Rd
Albany, GA 31705
229-439-0005
11:00 am Dealer Sale
southgeorgiaautoauction.com
Insurance Auto Auction
125 Old Hwy 138
Loganville, GA 30052
770-784-5767
9:00 am
iaai.com
Southeastern Auto Auction of
Savannah
1712 Dean Forest Rd
Savannah, GA 31408
912-965-9901
7:00 pm Public Sale
southeasternaa.com
Insurance Auto Auction
Savannah (Rincon)
348 Commerce Drive
Savannah, GA 31326
912-826-1219
9:30 A.M. Every Other Friday
iaai.com
Tallahassee Auto Auction
5249 Capital Circle SW
Tallahassee, FL 32305
850-878-6200
10:00 am Dealer Sale
bscamerica.com
SATURDAY
Houston Auto Auction
4599 Pionono Ave
Macon, GA 31206
478-788-6947
7:30 pm Dealer & Public
Copart Auto Auction
2568 Old Alabama Rd
Austell, GA 30168
770-941-9775
12:00 pm Dealer & Public Sale
copart.com
Georgia-Carolina Auto
Auction
884 East Ridgeway Rd
Commerce, GA 30529
706-335-5300
6:30 pm Dealer & Public Sale
gcautoauction.com
Insurance Auto Auction
125 Old Hwy 138
Loganville, GA 30052
770-784-5767
9:00 am
iaai.com
Insurance Auto Auction
Savannah (Rincon)
348 Commerce Drive
Savannah, GA 31326
912-826-1219
9:30 am Every Other Friday
iaai.com
Tallahassee Auto Auction
5249 Capital Circle SW
Tallahassee, FL 32305
850-878-6200
10:00 am Dealer Sale
bscamerica.com
OTHER AUCTIONS
ACACIA Augusta Auto Auction
1200 East Buena Vista Ave
North Augusta, SC 29841
800-536-3234
Last Day of the Month
9:30 am INOP Salvage Sale
augustaautoauction.com
CarMax Auctions
888-804-6604
Dealers Only Auctions –
For Locations, Dates & Times
carmaxauctions.com
Hudson & Marshall, Inc.
478-743-1511
Auction/Liquidators
[email protected]
JJ Kane Auctioneers, Inc.
678-840-4914
See web for sale dates
jjkane.com
Online Public Auction.com
800-963-1672
6728 Hwy 85 STE C-2
Riverdale, GA 30274
onlinepublicauction.com
Ritchie Bros Auctioneers
4170 Hwy 54
Newnan, GA 30265
770-304-3355
Industrial Equipment Auction
rbauction.com
V.I.P. Auctions
Metro Atlanta New Car Trades
6:00 pm Dealer & Public Sale
678-889-7776
Check Website for Dates, Times &
Mobile Locations
myvipauctions.com
A POWERFUL ARRAY OF NEW
ADVERTISING OPPORTUNITIES
Visit www.giada.org
GIADA Independent Auto Dealer May/June 2014 | 41
Georgia’s Auto Dealers Accounting Firm
TJS Deemer Dana LLP is a full-service certified public accounting firm with
offices in Atlanta, Dublin and Savannah, Georgia. Our firm offers traditional
services in accounting, auditing and taxation as well as consulting services.
We are committed to creating value in each relationship by providing personal
attention and professional resources to each of our clients.
Your dealership would be a valued part of our tax and consulting department.
Contact Cristi Jones for a personalized quote for your dealership:
[email protected] (478) 272-2030
A Few Services We Provide:
Tax Consulting & Preparation
Bookkeeping Services
Payroll Processing
Payroll Tax Compliance
Audits & Reviews
Monthly Finance Company Reporting
Related Finance Company Consulting & Setup
Outsourced CFO/Controller Functions
ATLANTA: 2905 Premiere Parkway, Suite 100 Duluth, GA 30097 Phone: 800-852-6075
DUBLIN: 1004 Hillcrest Parkway Dublin, GA 31021 Phone: 478-272-2030
SAVANNAH: 118 Park of Commerce Drive, Suite 200 Savannah, GA 31405 Phone: 877-238-1008
www.tjsdd.com
42 | GIADA Independent Auto Dealer May/Jun 2014
raising
the
BAR
A SERVICE PROVIDER DIRECTORY
GIADA service providers are best in class. We invite you to explore their services and please mention
that you saw their listing in the magazine.
ACCOUNTING & TAX
PREPARATION
Galanti & Company, P.C.
770-393-0399
Accounting Services, Tax
Preparation, Litigation Support
galanticpa.com
Robert L. Burt, CPA
205-752-3001
Accounting
Tax Refund Svcs Tax Max
866-642-4107
Tax Preparations & Electronic
Tax Filer for the Retail Industry
taxrefundservices.com
TJS & Company, LLC
SEE OUR AD ON PAGE 42
Cristi Jones
478-272-2030
Accounting Services
[email protected]
US Trust
404-264-2817
Tax Advisory
ustrust.com
ADVERTISING
American Hole ‘N One
800-822-2257
Advertising, Promotional &
Marketing
ahno.net
AutoTrader.com
800-353-9350
Automotive Classifieds
autotrader.com
Best Response Media LLC
770-318-3401
Automotive Classifieds
Publication
autofocusatlanta.com
Cars.com
800-298-1460
Automotive Classifieds
cars.com
DealerRater
781-697-3661
Car Dealer Review Website
dealerrater.com
EBay Motors
ebay.com
Usedcars.com By Dealix
877-791-2074
Advertising and Online Marketing
usedcars.com
AUCTIONS
411 Auto Auction
770-336-5581
Wednesday 12:00 pm
411autoauction.com
Adesa Atlanta
SEE OUR AD ON PAGE 3
770-357-2277
Wednesday 10:00 am
adesa.com
Albany Auto Auction
229-435-7708
Thursday 6:30 pm
albanyautoauction.net
America’s Auto Auction Atlanta
770-382-1010
Tues. 6:00 pm Dealer/ Public Sale
Friday 11:00 am Dealers Only
auctionbroadcasting.com
America’s Auto Auction –
Greenville
864-801-1199 / 800-859-3393
Friday 10:00 am Car Sale
3rd Tuesday 2:00 pm Marine Sale
3rd Wednesday 9:00 am RV Sale
americasautoauction.com
America’s Auto Auction –
Jacksonville
904-764-7653
Tuesday 6:00 pm INOP Sale &
6:30 pm Dealer Only Sale
americasautoauction.com
Athens Auto Auction
770-725-7676
Tues. 6:30 pm Dealer/ Public Sale
athensautoauctionga.com
Augusta Auto Auction
800-536-3234
Wed. 10:00 am Dealer Sale
Last Wednesday of Month
9:30 am INOP Sale
augustaautoauction.com
Chattanooga Auto Auction
423-499-0015
Tuesday 9:00 am
chattaa.com
Columbus Auto Auction
706-320-2200
Tuesday 5:45 pm Dealer Sale
columbusgeorgiaautoauction.com
Copart Auto Auction – Austell
770-941-9775
Fri. 12:00 pm Dealer/ Public Sale
copart.com
Copart Auto Auction –
Loganville
770-554-6366
Mon. 12:00 pm Dealer/ Public Sale
copart.com
Dealers Choice Auto Auction Griffin
770-227-1791
Wednesday 3:00 pm Dealer Sale
dealerschoiceaa.com
CarMax Auctions
888-804-6604
Dealers Only Auctions; Visit
carmaxauctions.com for
Locations, Dates and Times
Dealers Choice Auto Auction –
Marietta
770-499-9119
Thursday 4:00 pm Dealer Sale
dealerschoiceaa.com
Carolina Auto Auction
864-231-7000
Wednesday 10:00 am
Salvage Sale every other
Wednesday 9:00 am
carolinaautoauction.com
Georgia-Carolina Auto Auction
706-335-5300
Wed. 6:30 pm Dealer/ Public Sale
Fri. 6:30 pm Dealer/ Public Sale
gcautoauction.com
Charleston Auto Auction
SEE OUR AD ON PAGE 51
843-719-1900
Friday 10:00 am Dealer Sale
charlestonautoauction.com
Houston Auto Auction
478-788-6947
Wednesday 11:00 am & 7:30 pm
Sat. 7:30 pm Dealer & Public Sale
GIADA Independent Auto Dealer May/June 2014 | 43
serviceproviderdirectory
Hudson & Marshall, Inc.
478-743-1511
Auction/Liquidator
[email protected]
Hwy 515 Auto Auction
706-635-1500
Tues 6:00 pm Dealer & Public Sale
hwy515autoauction.com
Insurance Auto Auctions –
Atlanta South
678-920-4800
1st Wednesday 9:00 am
Specialty Sales (RV, ox Truck,
Trailers)
Dealer & Fleet Sale
iaai.com
Insurance Auto Auction
Atlanta/Loganville
770-784-5767
Fridays 9:00 am
iaai.com
Insurance Auto Auction
Atlanta East – Winder
770-868-5663
Thursdays 9 am
Motorcycle Sales 1st Mon. 9 am
iaai.com
Insurance Auto Auction
Atlanta North - Acworth
770-975-1107
Tuesdays 9 am
iaai.com
Insurance Auto Auction
Macon
478-314-0031
One Monday per Month at 9:30 am
iaai.com
Insurance Auto Auction
Tifton
229-386-2640
Monday Bi-Weekly 9 am
iaai.com
Insurance Auto Auction
Savannah – RInc.on
912-826-1219
Every other Friday 9:30 am
iaai.com
JJ Kane Auctioneers, Inc.
678-840-4914
Call for Sale Times
jjkane.com
Manheim Atlanta
SEE OUR AD ON THE INSIDE
BACK COVER
404-762-9211
Every Thursday 9:30 am
Highline Sale 4th Wed. 9:30 am
Every Tuesday 12:30 pm
manheim.com
Manheim Darlington
843-245-5615
Thursday 9:30 am
manheim.com
Manheim Georgia
404-349-5555
1st, 3rd, & 5th Monday 10:00 am
Tuesday 9:00 am – Dealer
Every Other Tuesday 8:30 am
Disable Sale
manheim.com
Manheim Statesville
800-868-1220
Tuesday 9:30 am
Tuesday TRA Sale 8:30 am
manheim.com
New Calhoun Auto Auction
706-624-1944
Wednesday 7:00 pm
newcalhounautoauction.com
Oakwood’s Arrow Auto
Auction
SEE OUR AD ON PAGE 24
770-532-4624
Thursday 6:00 pm
oakwoodsarrowautoauction.com
Online Public Auction.com
800-963-1672
6728 Hwy 85 STE C-2
Riverdale, GA 30274
onlinepublicauction.com
Perry’s Auto Auction
478-237-8270
Thurs 11:00 am
perrysautoauction.com
Rawls Auto Auction
803-657-5111
Tuesday 10:00 am
rawlsautoauction.com
SmartAuction
770-686-4735
Online Auto Auction / Mobile App
smartauction.biz
South Georgia Auto Auction
229-439-0005
Thursday 11:00 am
southgeorgiaautoauction.com
Southeastern Auto Auction of
Savannah
912-965-9901
Wednesday – In Ops 10:00 am
Repos 10:30 am & 11:00 am
southeasternaa.com
Tallahassee Auto Auction
850-878-6200
Friday 10:00 am Dealer Sale
bscamerica.com
Truckcenter.com
404-627-5346
See Website For Dates & Times
truckcenter.com
V.I.P. Auctions
678-889-7776
myvipauctions.com
Metro Atlanta New Car Trades
BANKING
Hamilton State Bank
SEE OUR AD ON PAGE 16
678-719-4572
Lines of Credit
hamiltonstatebank.com
Independent Bank
423-883-1503
i-bankonline.com
Peach State Federal Credit
Union - Lawrenceville
678-889-4328
peachstatefcu.org
US Trust
404-264-2817
Private Banking
ustrust.com
CAR BUYING SERVICE
Rebel Auction Company
912-375-3491 / 800-533-0673
Second Thursday of Month 9am
rebelauction.net
Autonation Direct
954-769-7000
autonation.com
Ritchie Brothers Auctioneers
770-304-3355
Industrial Equipment Auction
rbauction.com
DealerMatch
1-800-457-4404
Network to provide dealer to
dealer buying & selling
dealermatch.com
44 | GIADA Independent Auto Dealer May/Jun 2014
TraderLive!
404-304-3361
Sreamlining Wholesale
Transactions; Publish Inventory;
Mobile App
traderlive.com
CERTIFIED
PRE-OWNED
(CPO PROGRAM)
Centurion
315-454-0788
“Providing Solutions to dealers
needs for over 30 years”
[email protected]
CHARITABLE
ORGANIZATIONS
Tommy Nobis Center Fund
770-427-9000
Vehicle Donation Program
Supporting Job Training
tommynobiscenter.com
COMPLIANCE
SOLUTIONS
RouteOne, LLC
248-229-5170
Compliance and Red Flag Tools
routeone.com
COMPUTERS /
NETWORKING
Fusion Network Solutions Atlanta
404-300-9260
IT Services & Support for Small to
Medium Sized Businesses
fusionNetworking.net
Proficient Solutions, Inc.
770-942-8867
IT Support for any size Network,
Upgrade, Virus Removal, &
Troubleshooting
proficient-solutions.com
CREDIT CARD
PROCESSING SERVICE
Flat Rate Processing
1-888-592-1110
5825 Glenridge Drive Ste-226
Atlanta, GA 30328
flatrateprocessing.com
serviceproviderdirectory
Suntrust/ First Data
404-281-8641
Merchant Services
firstdata.com
CREDIT REPORTS
Equifax
770-522-5650
Credit Reports
equifax.xom
Microbilt Corp.
866-834-2975
Credit Reports
microbilt.com
RouteOne, LLC
248-229-5170
Web-Based Credit Applications
routeone.com
DEALER CONSULTING
Centurion
315-454-0788
“Providing Solutions to dealers
needs for over 30 years”
[email protected]
Autostar Solutions, Inc.
800-682-2215
Dealer Management Systems,
Software, Svc., & Repair
autostarsolutions.com
Car Dealer Software by Wayne
Reaves
SEE OUR AD ON THE INSIDE
FRONT COVER
800-701-8082
Computer Software
waynereaves.com
Comsoft
800-849-3838
“Monymaker” Software
Emphasizes Compliance,
Reporting, Profitability, etc.
comsoft.com
Dealer Lead Track
800-385-3584
Lead Management Systems
dealerleadtrack.com
Dealer Platform.COM
866-433-2643
Dealer Websites: 3 Steps, 5 Minutes
dealerplatform.com
Global Training Solutions, Inc.
904-755-7666
“We know the secrets of a
successful business”
globaltrainingsolutionsInc..com
Frazer Computing
SEE OUR AD ON THE
BACK COVER
888-963-5369
Computer Software
frazer.biz
Leedom & Associates, LLC
941-371-7999
Dealer Consulting
twentygroups.com
Leedom & Associates, LLC
941-371-7999
Dealer 20 Groups
twentygroups.com
DEALER INVENTORY
MANAGMENT
Auction123.com
954-558-5337
Online Inventory Management &
Data Distribution
auction123.com
DEALER MGMT
SYSTEMS
ABCoA/ Deal Pack
800-526-5832
Sales, Finance, Acct, S&P and
Leasing Software dealpack.com
Autoraptor CRM
401-743-5225
Web-based Lead Management
with Inventory and Sales
Integration – Mobile Versions
autoraptor.com
Nowcom Corp/ DealerCenter
888-669-2999
Dealer Mgmt Software Solutions
dealercenter.net
Rent to Own Software by
Wayne Reaves
SEE OUR AD ON THE INSIDE
FRONT COVER
800-701-8082
Dealer Management Systems and
Dealer Website Provider
waynereaves.com
RouteOne, LLC
248-229-5170
Dealer Management Systems
routeone.com
Sys2K
407-358-2000
Sales Prospecting, F& I, Payroll,
Credit, Parts, & Website Provider
sys2k.com
TitleTec
SEE OUR AD ON PAGE 37
866-689-0578
Business, Title & Registration
Software
titletec.com
Wayne Reaves Computer
Systems
SEE OUR AD ON THE INSIDE
FRONT COVER
800-701-8082
Dealer Management Systems and
Dealer Website Provider
waynereaves.com
DEALER TRAINING
BL & A
404-995-6881
Sales, F & I, Service, and
Management Training
bobbylarimoreandassociates.com
Global Training Solutions, Inc.
904-755-7666
“We know the secrets of a
successful business”
globaltrainingsolutionsInc..com
Leedom & Associates, LLC
941-371-7999
DealerConsulting & Training
twentygroups.com
NABD BHPH Academy
713-290-8171
Collection Academy
bhphinfo.com
DEALER WEBSITE
PROVIDER
Nowcom Corp/ DealerCenter
888-669-2999
Dealer Mgmt Software Solutions
dealercenter.net
Professional Mojo
866-611-2715
professionalmojo.com
Wayne Reaves Computer
Systems
SEE OUR AD ON THE INSIDE
FRONT COVER
800-701-8082
Dealer Management Systems and
Dealer Website Provider
waynereaves.com
EMISSIONS
Georgia’s Clean Air Force
800-449-2471
cleanairforce.com
FINANCE COMPANIES
AC AUTOPAY
720-961-4074
Bulk Note Purchase/Payment
Stream Loans/POS Financing
autopay.com/dealer-about-us.html
Ace Motor Acceptance Corp.
704-882-7100 Ext 7509
BHPH Lending / Funding for
Contracts
acemotoracceptance.com
ADS of Georgia
404-316-3299 – Tom Sanvido
Financing
[email protected]
All-American Capital Group, LLC
404-949-0002
Financing Buy-Here Dealers
allamericancap.com
Allcredit Acceptance
866-803-5128
Financing needs for Independent
Used Auto Dealers & Customers
allcreditacceptance.com
Alliance Finance Inc.
770-435-6669
Personal & Automobile Loans
From $50 to $10,000
Auto Credit of Atlanta
770-492-1477
Secondary Finance
scottmcraegroup.com
Auto Credit of Macon
478-785-9195
Secondary Finance
scottmcraegroup.com
Auto Funding Group
770-587-2347
Point of Sale and Sub-prime
Financing
autofundinggroup.com
Auto Use
678-480-5012
Subprime Retail Financing
autouseautoloan.com
GIADA Independent Auto Dealer May/June 2014 | 45
46 | GIADA Independent Auto Dealer May/Jun 2014
serviceproviderdirectory
Automobile Acceptance
Corporation
678-284-5326
Financing needs for your
customers
autoacceptance.com
Automotive Credit
Corporation
770-403-5808
Subprime Lender
automotivecredit.com
Automotive Dealers Finance, Inc.
678-739-2059
dealersfinance.com
Automotive Finance
Corporation
770-805-4155
afcdealer.com
Automotive Finance
Corporation
888-610-2323
afcdealer.com
Barnett Finance Company
912-692-0008
Providing Sub-prime Financing
with Quick Callbacks, Fast
Funding, and Flexible Terms
barnettfinance.com
Brand Automotive Financial
Services
770-277-8101
Indirect Auto Financing
thebrandbank.com
Car Financial Services
877-570-8857
Account Purchasing
carfinancial.com
Dealership Capital Partners Inc.
478-254-2477
Financing for Buy-Here-Pay-Here
Dealers
dcp3535.com
Ellyson Financial Inc.
678-489-6064
Specialize in Sub-Prime
Financing
ellysonfinancial.com
Federal Financial Services
678-519-3615
Financing
ffsnc.com
First Peachtree Finance Co.
404-255-0496
Acct. Purchase Program
Go Financial
888-463-4626
Subprime Financing
gofinancial.com
Independent Dealers
Advantage
SEE OUR AD ON PAGE 18
678-720-0555
Providing Sub-Prime Financing
when others cannot
International Credit, Inc.
678-325-5154
Working with Car Dealers for
their Customer’s Financing Needs
internationalcreditInc..com
JBS Finance Inc.
678-889-7782
Indirect Auto Loan Specialists
jbsfinance.com
Peoples Financial Corp –
Mableton
770-948-6110
Auto Loans, Direct or Indirect,
Secondary
peoplesfinancial.net
Peoples Financial Corp –
Valdosta
229-242-6620
Auto Loans, Direct or Indirect,
Secondary
peoplesfinancial.net
Perfect Financial Solutions
404-969-3092
[email protected]
Peritus Portfolio Services
866-831-5954
Financial Services
peritusservices.net
RouteOne LLC
248-229-5170
Access to Finance Sources &
Web-Based Credit Application
routeone.com
Small Dealers Assistance
404-352-9936
Acct Purchase Program
sdaInc..net
Spartan Financial Partners
855-233-3605
BHPH Line of Credit
Spartan-Partners.com
Sterling Credit Corp.
SEE OUR AD ON PAGE 14
706-830-3045
Buy Bulk Receivables
sterlingcreditcorporation.com
Centurion
315-454-0788
Financial Services Agency
[email protected]
National Auto Lenders
305-822-2886
Non-Prime Auto Financing to
Help Dealer Partners
nalenders.com
Coastal Credit, LLC
770-541-4063
Secondary Financing/
Account Purchasing
coastalcreditllc.com
Nationwide Acceptance Corp
770-935-5626
Secondary Finance
nac-loans.com
Summit Of Georgia
404-806-0217
Secondary Finance
summitofgeorgia.com
Peach State Federal Credit
Union – Lawrenceville
678-889-4328
Auto Loans
peachstatefcu.org
Tag Financial Services Inc.
678-324-1454
Acct. Purchase; Sub-prime Auto
Financing
tagautoloan.com
Peoples Financial Corp.
SEE OUR AD ON PAGE 46
770-422-2735
Auto Loans, Direct or Indirect,
Secondary
peoplesfinancial.net
TJ Lending
636-724-9201
1378 S 5th St
St. Charles, MO 63301
tj-lending.com
Credit Acceptance
706-231-2028
Quick Subprime Financing
creditacceptance.com
Dealer Funding, LLC
SEE OUR AD ON PAGE 21
877-538-5492
Secondary Financing
dealerfundingllc.com
Style Financial Acceptance
770-949-8598
Acct. Purchase Program, Point of
Sale, Bulk
United Acceptance, Inc.
SEE OUR AD ON PAGE 34
877-281-2360
Acct. Purchase, Bulk Receivables
unitedacceptance.com
United Consumer Finance, Inc.
508-923-0289
Non-recourse sub-prime
[email protected]
Vehicle Acceptance Corp.
770-537-3434
Acct. Purchasing
vacorp.com
Wells Fargo Dealer Services
770-250-2405
Auto, Commercial & Real Estate
Financing – Floor Planning –
F & I – Banking Services
wellsfargodealerservices.com
FINANCIAL PLANNING
UBS Century Wealth
Consulting Group
404-848-2601
Investments
[email protected]
US Trust
404-264-2817
Investments
ustrust.com
FLOOR PLAN
COMPANIES
Ace Motor Acceptance Corp.
704-882-7100 Ext 7509
Funding for Contracts/ Floor
Planning for Inventory
acemotoracceptance.com
Auto Use
678-480-5012
Floor Planning
autouseautoloan.com
Automotive Dealers
Finance Inc.
678-739-2059
BHPH Note Purchasing, Floor
Planning
dealersfinance.com
Automotive Finance
Corporation
770-805-4155
Floor Planning
afcdealer.com
GIADA Independent Auto Dealer May/June 2014 | 47
serviceproviderdirectory
Carbucks
864-527-7147
Floor Planning
cbfloorplan.com
ADS of Georgia
404-316-3299 – Tom Sanvido
Insurance Services
[email protected]
Floor Plan Xpress
404-548-5041
Independent Floor Planning
Fpxus.com
American Risk Services
678-366-7279
Customized Collateral Insurance
for BHPH Dealers & Finance
Companies
americanriskservices.com
Manheim Automotive
Financial (MAFS)
877-USE-MAFS
Floor Planning, UC Rental
Financing
usemafs.com
Wells Fargo Dealer Services
770-250-2405
Auto, Commercial & Real Estate –
Floor Planning – F & I – Banking
wellsfargodealerservices.com
GPS TRACKING PAYMENT
PROTECTION DEVICES
ARA GPS Systems
SEE OUR AD ON PAGE 35
770-871-0051
aragps.com
BL & A
404-995-6881
Tracking Solutions
bobbylarimoreandassociates.com
INILEX Inc.
480-889-5676
GPS Systems
inilex.com
ITURAN USA Inc.
954-484-3806
GPS Tracking
goldstargps.com
Passtime
877-PASSTIME
Vehicle Tracking
passtimeusa.com
Spireon
SEE OUR AD ON PAGE 29
866-655-8825
Vehicle Tracking
goldstargps.com
INSURANCE
Absolute Surety, LLC
407-674-7940
Surety Bonds
absolutesurety.com
Bankers Fidelity
404-266-5563
Life & Supplemental Health Products
bflic.com
Christopher Eells
770-971-8452
Bonds, Gar Liabilities, Dlrs Open
Lot, Wkrs Comp, Property
[email protected]
myinsurancedealer.com
Cornerstone Insurance Group
800-257-9999
Bonds, Gar. Liability, Dlrs Open
Lot, Prop, Tow Trks, Business Auto
dealergarageinsurance.com
D. Ward Insurance
SEE OUR AD ON PAGE 30
Debbie Ward 770-974-0670
SInc.e 1988 All Types
Business & Personal
dwardinsurance.com
Georgia Insurance Associates
Martha Fullwood
678-985-0944
Bonds, Gar. Liability, Dlrs. Open
Lot, Wkrs Comp, Prop, Life,
Health, Retire, Home, Auto
georgiains.com
Hardegree Insurance Agency
770-390-0888
Garage Liability, Auto Inventory,
and Bonds
hardegreeinsurance.com
Lincolnway Insurance Services
219-865-2227
Dealer Insurance
[email protected]
Peach State Federal Credit
Union – Lawrenceville
678-889-4328
Auto, Home, Long-term Care,
Accidental Death
peachstatefcu.org
Pearl Insurance
1-866-679-0891
Dealership Insurance
PearlInsurance.com
48 | GIADA Independent Auto Dealer May/Jun 2014
Reeves Insurance Agency
SEE OUR AD ON PAGE 15
770-949-0025
Bonds, Gar. Liability, Dlrs Open
Lot, Wkrs Comp, Property, Life,
Health, Retirement, Tow Trks
reeves-ins.com
Ron E. Widener & Associates
770-941-0293
Bonds, Gar. Liability, DOL, WC,
Prop & Rental Car Insurance
ronwidener.com
Summit Of Georgia
404-806-0217
Garage Liability, Auto Inventory,
and Bonds
summitofgeorgia.com
Surety Bond Girls, LLC
678-694-1967
Surety Bonds, Title Bond Delivery
In Atlanta Area
[email protected]
suretybondgirls.com
Williams and Stazzone
Insurance Agency Inc.
800-868-1235 x114
Liability, Dealers Ins, Rental,
Workers Comp, Health, etc…
wsins.com
Zurich Insurance
678-516-6864
Bonds, Rental, RV, Gar. Liability,
Open Lot, Property
zurichna.com
INSURANCE
MONITORING
Verifacto
678-640-1004
Online Insurance Management,
Tracking, Communication, and
Verification System
verifacto.com
LEGAL
Car Law
877-464-8326
Monthly Legal Update Newsletter
counselorlibrary.com
Casey Gilson, P.C.
Jennifer W. Debaun
770-512-0300
caseygilson.com
Franzen & Salzano, PC
770-248-2882
General Counsel
franzen-salzano.com
Jacobs Legal LLC
404-826-8660
Litigation and Bankruptcy
mikejacobslegal.com
Lefkoff, Rubin & Gleason, PC
404-869-6900
Creditors’ Rights, Bankruptcy,
Foreclosures and Collections
lrglaw.com
Macey, Wilwnsky, Kessler &
Hennings
404-584-1200
230 Peachtree Street NW
Suite 2700
Atlanta, GA 30303
Maceywilensky.com
Scott King/ Jacobs & King LLC
404-920-4492
Legal Counsel
[email protected]
Sicay-Perrow & Knighten, PC
404-589-1832
Creditor’s Rights, Bankruptcy,
Foreclosures, Loan Closings, and
Collections
sicay-perrow.com
ONLINE MARKETING
AutoTrader.com
800-353-9350
Automotive Classifieds
autotrader.com
Cars.com
800-298-1460
Automotive Classifieds
cars.com
Carsforsale.com
1-866-388-9778
Online Advertising
carsforsale.com
Nowcom Corp/ DealerCenter
888-669-2999
Dealer Mgmt Software Solutions
dealercenter.net
Usedcars.com by Dealix
877-791-2074
Advertising and Online
Marketing
usedcars.com
PAINT & BODY
Amerifleet Transportation
404-432-4611
Auto Detailing & Body Work
on Vehicles In Route or in
Temporary Storage
amerifleet.com
Grow your auto industry
business? Oh, yeah.
Our Mojo Methodology leverages both the traditional and
online landscape to reach your customers and prospects with
the right message, monitor online reviews and create an online
reputation that will grow your business.
Listen up: You cannot afford to ignore the online conversation or
mess it up. It will cost you money. Plain and simple. So, how can
we help you minimize the risk?
Social Media That Makes Sense:
Strategy, Set Up, Execution, Community Management
Websites That People Want to Use:
Design, Development, Migration, Copywriting, SEO
Content Generation That Makes a Real Difference:
Copywriting, Sales Writing, Blogging, Online Press
Fabulous Print Design:
Brochures, Leave-Behinds, Tradeshow, Postcards, Sales Sheets
Online Reputation Monitoring:
Portfolio Development, Reporting, Reputation Campaigns
Twitter.com/ProfessionlMojo
Facebook.com/ProfessionalMojo
BlogTalkRadio.com/ProfessionalMojo
Your story. Irresistibly told.
ProfessionalMojo.com
[email protected]
GIADA Independent Auto Dealer May/June 2014 | 49
serviceproviderdirectory
Courson’s Paint & Body Shop
912-367-4226
Body Shop
Hwy 78 Body Shop, Inc.
770-948-8605
Body Shop
Peachstate Paint & Collision
770-949-9244
Paint & Collision Specialist
PARTS & SERVICE
Amerifleet Transportation
404-432-4611
Repair & Maintenance on
Vehicles In Route or Temp Storage
amerifleet.com
AutoTune Inc.
678-284-5311
Automotive Repair
[email protected]
Kauffman Tire
404-762-4944
Tires, Wheels, & Vehicle Services
kauffmantire.com
PRINTING
DSI
770-434-8221
Full Service Printing Company,
Stationary, Brochures, Postcards,
Direct Mail and Forms
datasuppliesInc..com
PROMOTIONAL &
MARKETING
Accessory Distributing
770-745-8446
Key Tags, Chemicals, Pin
stripping, Magnets
yeagersadc.com
Meeting Street Graphics
SEE OUR AD ON PAGE 27
205-497-0520
Personalized Drive-Out Tags
cartags4less.com
Usedcarsupplies.com
800-727-7222
usedcarsupplies.com
RECONDITIONING &
ACCESSORIES
Accessory Distributing
770-745-8446
Key Tags, Chemicals, Pin
stripping, Magnets
yeagersadc.com
Advance Chemical Products
404-361-5333
Detail Supplies
ARDEX of ATLANTA, Inc.
770-279-6161
Detail Supplies and Chemicals
ardexofatlanta.com
RENTAL CAR
COMPANIES
Enterprise Leasing Co Southeast
803-749-6153
Vehicle Rentals
enterprise.com
Rent-A-Wreck/
Priceless Rent A Car
770-321-4409
Used Car Rental Company
rentawreck.com
RENTAL CAR
BUSINESS
Assoc Car Rental Sys (ACR)
770-948-1731
Rent-A-Car Training & Insurance
ronwidener.com
Independent Car Rental (ICR)
800-348-3624
Rental Software & Insurance
independentcar.com
REPOSSESSION &
SKIP TRACING
Hill & Associates
770-499-1801
Automobile Repossessions
Sellars Recovery Specialists Inc.
678-342-3113
Automobile Repossessions
[email protected]
Speedy Recovery Services, Inc.
770-484-6700
Automobile Repossession Agency
speedyrecoveryInc.com
50 | GIADA Independent Auto Dealer May/Jun 2014
The American Recovery
Association, Inc.
972-755-4755
Repossessions, Collateral
Transportation & Liquidation,
Skip Tracing, Collections & More
repo.org
Titan Recovery and Collection
Services LLC
770-745-5940
Skip Tracing & Asset Recovery
titan-recovery.net
SATELLITE RADIO
Sirius XM
770-942-8867
siriusxm.com
SECURITY
Proficient Solutions, Inc.
770-942-8867
High Resolution Security Cameras
proficient-solutions.com
SERVICE CONTRACT
PROVIDERS, WARRANTY
ADS of Georgia
404-316-3299 – Tom Sanvido
Extended Warranty
[email protected]
ASC Warranty, Inc.
800-442-7116
Service Contracts
ascwarranty.com
Preferred Warranties
SEE OUR AD ON PAGE 5
800-548-1121
Warranties
warrantys.com
Wells Fargo Dealer Services
770-250-2405
Services, Warranty Solutions
wellsfargodealerservices.com
SOCIAL MEDIA &/or
ONLINE REPUTATION
MONITORING
DealerRater
781-697-3661
Car Dealer Review Website
dealerrater.com
Professional Mojo
866-611-2715
Online marketing portfolio
creation and management
professionalmojo.com
TELECOMMUNICATIONS
& PHONE SYSTEMS
Proficient Solutions, Inc.
770-942-8867
Make sure your calls get answered
proficient-solutions.com
TITLE SERVICES
AUL Corp
404-995-6881
Service Contracts
aulcorp.com
Avanco Tag & Title Service
404-768-7162
Title and Registration Services
avancotagtitle.com
Centurion
315-454-0788
Financial Services Agency
[email protected]
GA Title Runners
404-553-6111
Title Processing to all Georgia
Counties
gatitlerunners.com
Diamond Warranty Corp
800-384-5023
Extended Warranties
diamondwarrantycorp.com
GWC Warranty
800-482-7357
Service Contracts
gwcwarranty.com
Penn Warranty Corp
570-899-5251
Service Contract Provider
pennwarrantycorp.com
Ron E. Widener & Associates
770-941-0293
Title Processing, Dealer Tags,
Title Bonds, & Training
ronwidener.com
Southern ELT
888-675-7477
Electronic Lien & Title
southernelt.com
Tags & Titles, Inc.
770-552-8227
Tag & Title Service
[email protected]
TitleTec
SEE OUR AD ON PAGE 37
866-689-0578
Business, Title & Registration Software
titletec.com
Tri Vin Inc./ DealerTrack
860-448-3177
Paper & Electronic Vehicle Title Admin –
Liens and Title Mgmt
trivininc.com
TOWING & VEHICLE
TRANSPORTATION
Amerifleet Transportation
404-432-4611
Vehicle Transportation and Temporary
Storage of Vehicles
amerifleet.com
USED CAR VALUATION
Black Book
800-554-1026
Wholesale Vehicle Guide
blackbookusa.com
RouteOne, LLC
248-229-5170
Automated Vehicle Values Tool
routeone.com
VEHICLE HISTORY
REPORTS
Auto Data Direct Inc.
850-877-8804
Vehicle Database Searches
add123.com
CARFAX
404-323-8584
Vehicle History
carfax.com
VEHICLE
MODIFICATIONS
AMS Vans, Inc.
770-729-9400
Van Conversions
amsvans.com
Custom Mobility Van & Lift
Sales & Service
877-800-0194
Conversions, Hand Controls, and Wheelchair
Lifts
custommobility.net
GIADA Independent Auto Dealer May/June 2014 | 51
AUTOMOBILE DEALER SUPPLY ORDER FORM
CREDIT CARD #
No.
MEMBER
Date ________________
SIGNATURE
ACCOUNT NAME
NON-MEMBER
DEALER LICENSE NO.
Price subject to change without notice -- Effective 4/1/11
QTY.
GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION
6903 Oak Ridge Commerce Way, S. W. -- Austell, GA 30168-5886
1-800-472-8101 -- (770) 745-9650 -- FAX (770) 745-9655
EXP. DATE
STREET ADDRESS
CITY
TELEPHONE
FAX NO.
FORM
NO.
A-1
F-3
T-16
T-11
F-21
F-11
T-226
F-6
F-34
F-11
F-1A
F-16
F-16S
F-19
ST-5
ST-8
ST-4
ST-6
F-10
GLB-1
GLB-2
F-42
F-21
B-4
B-5
F-25
DL
DP
F-20
F-41
F-40
DT
F-39
F-35
B-1
T-8
F-7
F-13
F-26
F-36
T-53D
F-15
F-5
F-32
F-37
F-43
F-33
RM
F-12
F-22
F-38
F-4
F-4S
F-24
S-1
S-2
F-14
MV18H
MV-1
VP
F-31
DESCRIPTION
Account Record Cards
Adverse Action Notice
Affidavit of Repossession
Affidavit of Title Correction
Agmt. & Ackn of Goodwill Service
Agreement to Provide Insurance
Application to Extend Initial Registration
As-Is Warrant Terms
Automobile Repossession Agreement
Bill of Sale (Multi-Part)
Bill of Sale (Single Sheet)
Buyers Guide (English)
Buyers Guide (Spanish)
Buyers Order
Certificate of Exemption (GA Dealer)
Certificate of Exempt (Non-Res In-State Delivery)
Certificate of Exempt (Out of State Dealer)
Certificate of Exempt (Out of State Delivery)
Consignment Agreement
Consumer Privacy Annual Notice
Consumer Privacy Choice
Customer Delivery Confirmation
Credit Application
Credit Score Disclosure Exception Notice
Credit Score Not Available Notice
Curbstoner Stickers
Deal Folders
Dealer Package
Disclaimer of Prior Damage
Disclaimer of Salvage History
Disclosure of Discount & Buyer Representation
Drive Out Tag
Equal Credit Opportunity Act Disclosure
Explanation of Calculation of Surplus or Deficiency
Federal Risk Based Pricing Notice
Limited Power of Attorney
Limited Warranty
Notice of Disposal
Notice of Our Plan to Sell Property
Notice of Right to Retrieve Personal Property
Notice of Security Interest
Notice to Co-Signer
Odometer Disclosure Statement
OFAC Compliance Statement
Power of Attorney/Assignment Agreement
Pre-Sale Mechanical Inspection
Pre-Sale Credit Disclosure
Repo Guidelines Manual
Repo Notification
Repo of Personal Items Inventories
Rescheduling Agreement
Retail Installment Contract (Precomputed)
Retail Installment Contract (Simple Interest)
Sales Bailment Agreement
Secured Power of Attorney
Secured Title reassignment
Surrender of Vehicle in Full Satisfaction of Debt
Temporary Verification of Insurance
Title/Tag Application
Valuable Papers Envelope
We Owe
STATE
CONTACT
MEMBER
PRICE
UNIT DESCRIPTION
Pkg of 100 (Singles)
Pads of 100 (Singles)
Pads of 100 (Singles)
Pads of 50
Pads of 100
Pads of 100 (Singles)
Pads of 100 (Singles)
Pkg of 100 / 3 PT NCR
Pkg of 100 / 2 PT NCR
Pkg of 100 / 3 PT NCR
Pads of 100 (Singles)
Package of 100
Package of 50
Pads of 100
Pads of 100
Pads of 100 (Singles)
Pads of 100 (Singles)
Pads of 100 (Singles)
Pads of 100 (Singles)
Package of 50 / Mailer
Pkg of 50 / Double Sided
Pkg of 100 / 2 PT NCR
Pads of 100 (Singles)
Pkg of 50 / 2 PT NCR
Package of 50 (Singles)
Package of 10
Package of 100
Package of 10
Pads of 100
Pads of 100 (Singles)
Pads of 100 (Singles)
Package of 10
Pads of 100 (Singles)
Pads of 100 (Singles)
Pkg of 50 / 2 PT NCR
Pads of 100
Pkg of 100 / 3 PT NCR
Pads of 50
Pkg of 100 / 2 PT NCR
Pads of 100 (Singles)
Pads of 100 (Singles)
Pads of 100 (Singles)
Pkg of 100 / 3 PT NCR
Pads of 100 (Singles)
Pads of 100 (Singles)
Pads of 100 (Singles)
Pkg of 100 / 2 PT NCR
1 Manual
Pads of 100 (Singles)
Pads of 100
Pads of 100 (Singles)
Pkg of 100 / 3 PT NCR
Pkg of 100 / 3 PT NCR
Pads of 100
Package of 100
Package of 100
Pads of 100 (Singles)
Pads of 50
Pads of 100
Package of 25
Package of 100
SHIPPING: 1 - 2 PADS - $7.50
3-5 PADS - $12.50
SALES TAX is 6.0%
SHIPPING (see at right)
(each additional pad $2.50)
TOTAL
Make checks payable to GIADA, Inc.
FAX YOUR ORDER TODAY 770-745-9655
ZIP
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
23.31
11.12
19.36
7.35
11.12
10.13
11.12
18.74
36.00
33.46
19.70
18.30
9.19
11.12
11.12
11.12
11.12
11.12
11.12
10.00
19.89
36.00
19.70
19.36
11.12
CALL
32.95
50.00
11.12
11.12
11.12
6.60
9.40
11.12
19.36
11.12
47.96
7.35
37.70
11.12
14.50
11.12
16.21
11.12
11.12
11.12
36.00
10.00
11.12
11.12
11.12
33.46
33.46
28.84
25.82
10.38
11.12
7.34
11.12
14.74
25.87
TOTAL
NON
MEMBER
PRICE
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
33.30
15.89
27.67
10.50
15.89
14.47
15.89
26.77
51.43
47.80
28.14
25.26
13.13
15.89
15.89
15.89
15.89
15.89
15.89
14.29
28.41
51.43
28.14
27.57
15.89
NA
47.07
68.00
15.89
15.89
15.89
9.44
13.42
15.89
27.57
15.89
68.51
10.60
53.86
15.89
20.71
15.89
23.16
15.89
15.89
15.89
51.43
25.00
15.89
15.89
15.89
47.80
47.80
41.20
36.89
14.83
15.89
10.49
15.89
21.06
36.96
THANK
YOU!
TOTAL
Got Georgia
On Your Mind?
10 LANES - TUESDAYS 12:30 PM
14 LANES - THURSDAYS 9:30 AM
3500+ Units Weekly
All lanes live on Simulcast via Manheim.com
Visit these Manheim locations
in “The Peach State”.
TUESDAYS 9:00 AM
2500+ Units Weekly
All lanes live on Simulcast via Manheim.com
Every 4th Wednesday
Damaged & Disabled
1800+ Units featuring...
• Audi Financial Services
• BMW Financial Services
• Chase
• Florida Luxury Automotive Group
• Germain
• Jim Ellis
Every Thursday | 1:30PM
300+ Units Weekly
• Lexus Financial Services
• Mercedes-Benz Financial Services
• MINI Financial Services
• Southeast Toyota Finance/CenterOne
• Volkswagen Credit
• Porsche
Online Event Sales at Manheim.com
Avis Budget Group
BMW Financial Services
Chase
Honda Remarketing & Acura Remarketing
Enterprise Holdings
Lexus Financial Services
Remarketing by GE
Southeast Toyota Finance / CenterOne
Toyota Financial Services
Wells Fargo
Volkswagen Credit & Audi Financial Services
Mercedes-Benz Financial Services
Daily 3AM - 3PM
Friday 5PM - Mon 1PM
Mondays 1PM - 2PM
Friday 5PM - Mon 3PM
Daily
Friday 8PM - Monday 2PM
Mondays 1PM - 3PM
Mondays 12PM - 2PM
Fridays 8PM - Mondays 2PM
Closed online event sale
Wed 8PM -5PM
Fridays 4PM - Mondays 4PM
Mondays 2PM - 4PM
Every Tuesday 2PM - 4PM
Boats, Motorcycles, RVs
1st Tuesday Monthly | 8:30AM
Heavy Truck & Equipment
3rd Tuesday Monthly | 12:00PM
FACTORY
SALES
©2013 Manheim, Inc. All rights reserved. Manheim Buy. Sell. Win. is a trademark of Manheim, Inc. The M logo is a registered trademark of Manheim, Inc.
Hyundai Motor America
Please call for Dates
Five Star Mobile Sale
Monthly on Friday | 11AM
1090 Riverside Dr., Macon, GA 31204
Online Event Sales at Manheim.com
Avis Budget Group
GM Financial
Hertz
Hyundai Fastlane
US Bank
Manheim.com
Ford Closed Sale
Every other Monday | 10AM
Buy-Now Sales: Wednesdays 2PM - Mondays 3PM
Mondays 2:30PM - 3:30PM
Anytime Sales: Wed, Thurs, Fri 1PM - 3PM
Weekend Sales: Friday 5PM - Monday 3PM
3rd Weekend Monthly
Saturdays 12PM - Mondays 3PM
Fridays 3PM - Mondays 3PM
Georgia Independent
Automobile Dealers Association
6903 Oak Ridge Commerce Way SW
Austell, GA 30168
PRSRT STD
U.S. Postage
PAID
Marietta, GA
Permit No. 871