Ignorance is Not an Acceptable Excuse

Transcription

1 auto INDEPENDENT dealer Georgia Independent Automobile Dealers Association March April 2014 Ignorance is Not an Acceptable Excuse Make Compliance a Priority This Year PREVENT ODOMETER FRAUD with proactive solutions, p. 4 OFFER FULL DISCLOSURE to meet FTC regulations, p. 6 KNOW THE REGULATORY HOT SPOTS to eliminate legal action, p. 18 Achieve Technological Zen with apps to save you time and money, p. 10 How to Present Your Portfolio to get the most floor planning dollars, p. 36

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3 GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION INDEPENDENT auto dealer MARCH APRIL Are you a Good Steward for the Industry? President s Message 4 These Dealers are Sadly Mistaken Executive Director s Message 6 End of 2014 Legislative Session Report 8 Car Lawyer - Compliance Tip: Understanding Vehicle Finance 10 Technological Zen: Apps to Save Time & Money 12 5 Pointers to Improve Your Used Vehicle Reconditioning Processes 14 4 Tips to Improve the Trade-In Experience 18 Regulatory Hot Spots 22 Why Car Buyers Are Positively Influenced by Display Advertising 26 FTC s Privacy Rule & Auto Dealers 30 Dreams of a More Streamlined Car-Buying Process 32 6 Ways to Leverage Social Media to Benefit Your Dealership 34 Equifax Automotive Announces Expanded Suite of Online Solutions for Dealers 36 How to Present Your Portfolio to Get the Most Floor Planning Dollars 44 New and Renewed Members 48 Auction Directory 53 Service Provider Directory BOARD OF DIRECTORS The magazine of the GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION A Oak Ridge Commerce Way Austell, Georgia T or F 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) Copyright 2014 Chairman of the Board Sean Lodhi City Auto Brokers Marietta, GA President Billy Graham Graham Auto Sales, Inc. Loganville, GA President Elect Larry Lewallen Rainwater Motor Company Douglasville, GA First Vice President Robert Culver AutoSmith of Georgia, Inc. Riverdale, GA Second Vice President Jennifer Knights M&M Motors Hinesville, GA Third Vice President Bart Barton Barton Used Cars Newnan, GA Sr. Vice President-at-Large Joe Addison Joe Addison Motors, Inc. Savannah, GA First Vice President-at-Large Dennis Pope Peoples Financial Mableton Austell, GA Second Vice President-at-Large Glen Reeves Reeves Insurance Associates Douglasville, GA Third Vice President-at-Large Sandra Gesham Auto Finance Forest Park, GA Fourth Vice President-at-Large Guy Padgett Sterling Credit Aiken, SC Treasurer Lee Cavender Cavender Auto Sales Gainesville, GA Secretary Dan Stryzinski Members Auto Choice Buford, GA Auxiliary President Sharon Padgett Vice President Venetia Lewallen Secretary Renae Barton Treasurer Jill Mosley GIADA Independent Auto Dealer Mar/Apr

4 ON THE MARK Are you a good steward for the industry? I hope this month s message finds everyone in the middle of an awesome tax season. I want to address a subject that affects every one of us large or small, buy here pay here or traditional dealers equally: the image of the used car dealer. I had the pleasure of working for a dealer principal many years ago who had a very strict policy about image. It was his position that whether you were at work or not, you represented his dealership 24/7! I could not agree more! Every one of us represents the used car industry in Georgia everyday. Are you a good steward for the industry? Do you represent us in a positive manner? Any time you have interaction with the public you are the face of the industry to them. I hope you are as proud to be an independent car dealer as I am! I was fortunate to go to Washington to attend a leadership conference last fall and the one statement I kept hearing over and over from both our congressmen and senators was that we are the heartbeat of America. We are small businesses that are at the heart of the American dream. I hope everyday you will strive to represent us in a positive manner. I do! Happy selling. Billy Graham GIADA PRESIDENT Billy Graham Graham Auto Sales, Inc. GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION GIADA is a not-for-profit industry trade association that has been the voice of Georgia s independent auto dealers since 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. 2 GIADA Independent Auto Dealer Mar/Apr 2014

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6 THE PULSE OF GIADA These dealers are sadly mistaken. I realize that our president wrote about this same matter in our last magazine, but it is a very real problem in Georgia that deserves another look and immediate action. The GIADA is taking a close look at the growing problem of dealers illegally turning back odometers, as has been recently reported in the Atlanta media. As an association that represents quality automobile dealers, we do not want to be reactive with this issue but proactive. A new study from CARFAX shows Georgia has the fourth highest total of registered cars showing evidence of odometer fraud. Only California, Texas and New York were worse in the nation for odometer fraud. Forty-thousand cars now on the road in Georgia are affected, according to the study. The Department of Justice estimates the average victim loses $4,000 by paying too much and paying for added repairs. Dealers who are engaged in odometer fraud need to stop now. And if these crooked dealers think they are immune from prosecution by writing exempt where the miles go on a car they are selling that is ten years or older they are sadly mistaken. Clocking an odometer is a misdemeanor under Georgia law, with penalties including a fine of up to $1,000 and/or one year in jail. Tampering with or knowingly misrepresenting an odometer mileage reading is illegal under federal law, which classifies the crime as a felony, carrying penalties of up to three years in prison and/or a $50,000 fine per violation. Additionally, if you are the victim of odometer fraud, you have the right to file a civil suit for damages in either state or federal court for up to three times your actual damages or $1,500, whichever is greater (plus attorney s fees and court costs, under the federal statute). What the Law Prohibits Disconnecting, resetting or replacing the odometer with intent to change the mileage reading. Operating a vehicle with a nonfunctional odometer with intent to defraud. Advertising, selling, using or installing a device that causes an odometer to register incorrectly. Knowingly falsifying an odometer mileage disclosure statement. Failing to attach a written notice of odometer replacement to the left door frame of the vehicle, or removing or altering such a notice. Accepting or issuing a blank or incomplete odometer mileage disclosure statement. Conspiring with any other person to violate the odometer fraud statute or related disclosure regulations. Dealers, if you have evidence that another dealer is involved with odometer fraud, you need to do the right thing and file a complaint with the Governor s Office of Consumer Protection: Sometimes it takes an industry to step up and get things fixed themselves. Do not hesitate one bit about turning in dealers you know are involved in cutting miles. This problem is hurting every one of us in the car business. Paul John GIADA EXECUTIVE DIRECTOR Paul John...if these crooked dealers think that they are immune from prosecution because they are selling a vehicle that is ten years or older, and can write exempt where the miles go, they are sadly mistaken. 4 GIADA Independent Auto Dealer Mar/Apr 2014

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8 LEGISLATIVE ROUNDUP End of 2014 Legislative Session Report Drama and controversy abound by Paul John At midnight on Thursday, March 20, the 152nd Georgia General Assembly completed one of the fastest legislative sessions in over two decades. Although the second year of the biennial legislative term was an expedited affair due to the upcoming primary elections scheduled for May 20, drama and controversy were certainly abound in the final two weeks leading up to Sine Die. The last two days in particular were filled with late nights, political jockeying, and gamesmanship from members in both chambers, as legislators made a final push to secure favorable passage for their bills before the clock struck twelve. All car dealers in Georgia should be thankful and proud of what the GIADA is doing to protect their interests. Our lobbyists are vitally important and there is strength in numbers. GIADA, with 2500 members, is the largest state independent automobile dealer association in the entire country. As far as GIADA is concerned, HB 729, the bill making adjustments to the new Title and Ad Valorem Tax (TAVT) on vehicles, passed both chambers and awaits the Governor s signature. We communicated GIADA s position on HB 729 with all appropriate stakeholders and legislators. HB 729 addresses the Title and Ad Valorem Tax (title fee) that replaced the sales tax and ad valorem tax on vehicles. As we all know, the TAVT applies to all vehicle transactions (dealer and non-dealer transactions), which evens the playing field. Our government affairs team had to fight very hard in the House against the Georgia Automobile Dealers Association, the Tax Commissioners Association, the Association of County Commissioners of Georgia and some manufacturers that attempted to make the TAVT be based on the higher of book value or retail price when dealing with used cars. GIADA s position is that this is a tax increase to go to the higher of the two, and that we do not want a tax increase on our dealers, customers, finance companies and others. Book is typically 11%-12% lower than the retail price. This was a major fight last year, is again this year, and will be next year. The same coalition mentioned above has been attempting to do away with Buy Here Pay Here Dealers receiving a 2.5% fee reduction on the TAVT. HB 729, as passed, addresses many aspects of the TAVT. Makes it where the TAVT calculation on the trade in is based on the book value and not whatever the dealer says the trade in value is. This stops stakeholders from gaming the system on the tradein allowance. One of the reasons for using book value to calculate the TAVT for used cars is to avoid fraud and gaming the system. This last step of making the tradein TAVT calculation come from the book value is the last step in ensuring there will be no fraud or gaming the system. Plus, the Georgia Automobile Dealers Association, the Tax Commissioner Association, some manufacturers, and the Association of County Commissioners of Georgia have argued this year and last year, that the TAVT for used cars should be calculated by using the higher of book or retail. The reason being this would bring in more money 6 GIADA Independent Auto Dealer Mar/Apr 2014

9 LEGISLATIVE ROUNDUP to the counties and the state. The Georgia Independent Automobile Dealers Association s position is we do not support this, as it will be a tax increase on customers, dealers, finance companies, or anyone else that has to pay the increased TAVT due to this proposed change. The current numbers appear to be good for revenue coming into the state and counties from the TAVT. Addresses someone appealing the TAVT. This part is not in the bill, but the dealer can handle the appeal for the buyer if the buyer gives the dealer the power of attorney to do so. When leasing, a lessor receives a motor vehicle which was returned to the lessor (whoever is providing the lease) by a lessee and the lessor utilizes such vehicle as a trade-in in the purchase of another motor vehicle to be leased to the same or a different lessee, such lessor shall receive credit for such trade-in vehicle in determining the fair market value of the vehicle being purchased. Allows for the Department of Revenue to issue a standardized form for dealers to use with TAVT when turning in information to the local tag agent. Makes it easier for all to administer the TAVT process. Although Georgia law already says the dealer has to handle title paperwork for the customer under another code section, new language in HB 729 enforces it and says a used motor vehicle dealer must handle the TAVT process for the customer, and the used motor vehicle dealer cannot just let the customer handle the TAVT with the tag agent themselves. If the dealer breaks this law, they face a $500 fine and a potential loss of license from the Used Car Board under the Secretary of State. This is the way it has always been. Allows for the dealer to apply for a TAVT refund for a customer. Allows for the temporary dealer license plate to be valid for 45 days after the date of purchase instead of 30 days, but all penalties for submitting titles to the tag offices after 30 days remain. Allows for DOR to grant a 30 day extension to the county tag agent if there are problems in getting the title paperwork completed. Allows for the dealer to submit title paperwork to the property county s tag agent electronically in addition to doing it by mail or in person. This is great being that Georgia has 159 counties and is a huge state. This is setting ETR up for the near future. GIADA supports HB 729 s final language. One of the many areas we ve focused on is making sure the trade-in allowance is protected, that the TAVT on the trade-in is calculated by book, not to let the actual trade-in itself be calculated by book, that dealers can help customers with appeals, that dealers are protected if a uniform bill of sale or form is proposed, that the language was removed that took away buy here pay here dealers 2.5% TAVT fee reduction, which it was, and that dealers are handling the TAVT with local tag offices and not customers. There was an attempt by the group we re fighting to have a legislator and/or legislators introduce separate legislation changing how TAVT (the Title and Ad Valorem Tax) is calculated. It would say the TAVT is calculated by the retail price or invoice instead of by book, or it would say the higher of the two. As was mentioned, our research has shown that book is typically 11-12% below retail, so we are opposed to it for that reason. Additionally, retail presents many more opportunities for fraud and gamesmanship, where book takes this out of the picture. Additionally, GIADA and our team is looking into helping the Used Car Board under the Secretary of State better identify those who are selling or renting their dealer license to others for a fee. Dealers who allow others to use their dealer license credentials for a fee so others can gain access to the dealer-only auctions and buy and sell cars at will need to stop this practice. Not only is this against the law, this is undermining every legitimate car dealer trying to play by the rules. Dealers who do this are enabling inexperienced, unlicensed random people to operate as a dealer and consumers are getting the bad end of the deal. Currently, there is a $500 fine, but it is not being enforced. This is becoming a major problem. Due to a very tight budget with the licensing division of the Secretary of State, the thought from the Secretary of State s office is more active reporting and enforcement by dealers to the Used Car Board. The Used Car Board under the Secretary of State can then handle the accused violators appropriately. As is evidenced by the issues we ve discussed, there was legislation this past session affecting GIADA in many areas. We have the strongest Lobbying team money can buy in our camp. This is vitally important and every single car dealer in Georgia should make sure that they are GIADA members because there is strength in numbers, and GIADA is the largest state independent automobile dealer association in the entire country - and has been for years. Why? Because this association is doing what it is supposed to be doing. Educating our members, representing our dealers at the state Capital, negotiating with auctions and other companies for the lowest dealer fees saving dealers thousands and being a phone call away when the dealers need us. Members, please make sure your membership is current, and non-members need to support GIADA by joining now. You receive more in return from this progressive and strong organization than the cost of the $250 annual membership GIADA Independent Auto Dealer Mar/Apr

10 THE CAR LAWYER Compliance Tip: Understanding Vehicle Finance More Winter Ahead! On February 2, Punxsutawney Phil predicted six more weeks of winter, and it looks like he got it right. In your breaks between shoveling the walkway and watching the kids make snow angels, look at what we ve come up with for our collection of selected legislative and regulatory highlights. We also recap of some of the many auto sale and financing lawsuits we follow. Remember, what we report here does not capture every recent development. We select those that may be particularly 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. by Thomas B. Hudson and Nicole Frush Munro The National Automobile Dealers Association and the American Financial Services Association have just published an update of their consumer education booklet, Understanding Vehicle Finance. Although it is aimed at consumers, it makes an excellent training tool for dealers to use to introduce new employees to dealer financing, and to give experienced folks an opportunity to brush up on this important topic. We ve also recommended for years that dealers give a copy of the booklet to every customer, and send them in bulk to whoever teaches about financial matters at the local high school (with a business card attached, of course). The publication is free and available from the web sites of both organizations. It isn t copyrighted, so you can make copies to use for these purposes. dealership for a violation of the Kentucky Consumer Protection Act for representing that the car had a larger engine that it actually had. The trial court granted the dealership's motion to submit the claim to arbitration. The arbitrator ruled for the dealership, and the trial court confirmed the arbitrator's ruling. The Court of Appeals of Kentucky affirmed the trial court's ruling. The buyers argued that the arbitration agreement should not have been enforced because it was only contained in the buyer's order, which had not been signed by the dealership. The appellate court, however, determined that the buyer's order did not explicitly require the signature of the seller to be accepted by the seller. Because the buyers left the dealership with the car, the dealership took their 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] 8 GIADA Independent Auto Dealer Mar/Apr 2014 LITIGATION Arbitration Agreement in Buyer's Order Enforceable Despite Lack of Seller's Signature: When the dealer forgets to sign the arbitration agreement, you d think a court would side with the customer and refuse to enforce it, wouldn t you. Well, maybe not. When buyers bought a car, they signed a buyer's order containing an arbitration agreement, and they and the dealership signed a retail installment sales contract that did not contain an arbitration agreement. The buyers sued the

11 THE CAR LAWYER trade-in, the parties negotiated, and the dealership formalized the acceptance of the transaction with a signature on the RISC, the appellate court determined that the buyer's order and the arbitration agreement were enforceable. See Marrs v. Walters Automobiles, Inc., 2014 Ky. App. Unpub. LEXIS 76 (Ky. App. January 31, 2014). New York Dealership's Contacts with Florida Insufficient to Support Personal Jurisdiction: Can your car buyer sue you in another state? Sometimes yes, sometimes no. Here s a no. A buyer bought a car from a New York dealership. She later moved to Florida and was hurt in a car accident in Florida involving another Florida resident. She sued the dealership in Florida, claiming that her car was defective and was a cause of the accident. The dealership moved to dismiss the suit for lack of personal jurisdiction. The dealership was registered with a Florida auction company but did not buy vehicles from, nor sell vehicles to, that company. The dealership bought nine vehicles over the Internet from a Florida corporation over a 4-year period. The dealership also had five transactions over an 8-year period with customers that owned extended service warranties bought from Florida companies. In addition, the dealership assisted a company in obtaining financing for the company's vehicle buyers, and some of the financing involved vehicles sold in Florida, for which the dealership received $7,500. The trial court denied the dealership's motion to dismiss, but the Court of Appeal of Florida reversed, finding no specific jurisdiction, in which the alleged activities or actions of the defendant are directly connected to the forum state, and no general jurisdiction based on continuous and systematic business contacts with the state. See Marina Dodge, Inc. v. Quinn, 2014 Fla. App. LEXIS 1458 (Fla. App. February 5, 2014). Claims Against Dealership Arising from Sale of "Certified" Car Dismissed: Selling CPO vehicles? Read on. A used car buyer received a Certified Quality Inspection Certificate, a generic list of components that were inspected but not the results of the inspection. She experienced numerous problems with the car almost immediately after the purchase. She sued the dealership for wrongfully labeling her car as "certified" and for making false representations about the car s quality. The dealership moved to dismiss the complaint, and the U.S. District Court for the Southern District of California granted the motion. The buyer claimed that the dealership was required by state law to provide her with a completed inspection report indicating all the components inspected. The court found that the complaint failed to allege that the certificate the buyer received did not comply with the statute. The buyer also alleged that the dealership misrepresented its inspection of the car. The court found that the complaint failed to allege the misrepresentations with sufficient particularity. The court also found that the buyer failed to allege actual damages from any of the claimed violations of law. Finally, the court found that the buyer did not sufficiently allege breach of warranty under the Song-Beverly Consumer Warranty Act where the warranty she was provided was a 30-day/1,000-mile warranty, and the problems she alleged that related to usability of the vehicle did not arise until after the warranty period expired. See Zambrano v. CarMax Auto Superstores, LLC, 2014 U.S. Dist. LEXIS 7300 (S.D. Cal. January 21, 2014). Court Refused to Dismiss Buyer's Claims Stemming from Failure to Disclose Prior Short-Term Rental Use of Car: A buyer bought a car without being notified that the car previously had been used as a short-term rental. She filed a class action against the dealership and related companies. The defendants moved to dismiss, and the U.S. District Court for the District of Maryland granted the motion in part and denied it in part. After determining that the dealership, its parent, and its sister companies were not legally capable of conspiring with each other, the court addressed the claims against the dealership and its parent for breach of the implied warranty of merchantability, violations of the Maryland Consumer Protection Act, and violations of the Racketeer Influenced and Corrupt Organizations Act. The court refused to dismiss the breach of implied warranty of merchantability claims, even though it doubted that the buyer could ultimately prove that the car was not merchantable solely because it previously had been used as a rental vehicle. The court also refused to dismiss the CPA claim, finding that the buyer stated a valid claim that she suffered damage because she bought a car that was worth less than what she paid for it because of its prior use. However, the court dismissed the RICO claims without prejudice. See Bailey v. Atlantic Automotive Corp., 2014 U.S. Dist. LEXIS 6096 (D. Md. Jan. 17, 2014). So there s this month s roundup! Stay legal, and we ll see you next month. Tom ([email protected]) and Nikki ([email protected]) are partners in the law firm of Hudson Cook, LLC. Tom has written several books, available at Tom is also the publisher of Spot Delivery, a monthly legal newsletter for auto dealers, and the Editor in Chief of CARLAW, a monthly report of legal developments for the auto finance and leasing industry. Nikki is a contributing author to the F&I Legal Desk Book and frequently writes for Spot Delivery. Spot Delivery, CARLAW and the books are produced by CounselorLibrary.com LLC. For more, visit Copyright CounselorLibrary. com 2014, all rights reserved. Single publication rights only, to the Association. (3/14) HC# GIADA Independent Auto Dealer Mar/Apr

12 MARKETING YOUR DEALERSHIP Technological Zen: Apps to Save Time & Money by Lee Brogden Culberson, Professional Mojo enter, Tempo retrieves any related s and attachments like Word, Excel and PowerPoint files as well as who the meeting is with, some details about them, and where it s located. Sorry, Android peeps this is an ios app only for now. Business Calendar Pro (Android Store): This smooth calendar synchronizes all of your Google calendars, has very nice drag and drop functionality and offers a variety of views. It s color-coded, too, and has robust event features. I've never met a dealer who couldn't use more time: more time to sell, more time to plan, more time to educate, more time to market, more time to do what you do best. No dealer wants to waste valuable time, so making the most of every minute of every day is key. Believe it or not, that mobile device that's probably in your pocket or on your desk right now can save you time, save you money and even make life a little easier. With a little planning and setup time, you can reach a technological zen that helps you grow your business, not waste your time. Manage Your Mailbox (mailboxapp.com): This nifty app gives you the ability to quickly archive and trash your s or put a snooze on them, which removes them from your box until a later time of your choosing. 10 GIADA Independent Auto Dealer Mar/Apr 2014 Then, when you are ready, they appear in your box for disposition. Available for iphone/ipad only. AquaMail (Android Store): Aqua Mail may not give you the zero inbox you are hoping for, but it does have a very nice interface and easily integrates and organizes accounts from all of your sources, including Gmail, Yahoo, Hotmail, FastMail, Apple mail services (@me.com mac.com), GMX, AOL, and more. You can even save attachments to your memory card. Manage Your Calendar Tempo (Tempo.ai): I use Tempo personally and love that it supports a business networker gracefully and efficiently. It seamlessly combines online or telephone meeting info, so instead of displaying just what you Manage Your Tasks Wunderlist (Wunderlist.com): Looking for an elegant solution to your growing to-do lists? Wunderlist might be it. Available for both ios and Androids, Wunderlist allows you to add subtasks, delegate, collaborate and more. It s one of the best to-do apps out there. PocketLists (pocketlistsapp.com): If you have an ios device, and you are a hard-core list organizer, Pocket- List could be for you. It intuitively groups the lists for quick access and includes easy to identify colors and icons to save you time. It s a simpler approach than Wunderlist, but has all of the needed tools. Manage Your Business and Money Mint (Mint.com): If you have resolved to keep more money in your

13 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 successfully 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 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. MARKETING YOUR DEALERSHIP Yes, that mobile device or tablet really can do more than take photos, call your clients and weigh down paper... Go ahead, reach your technological zen! pocket, or at least figure out where it goes, Mint is a good choice. It shows how much you are spending in each category of your budget by monitoring all of your transactions. If you set up the notifications, you ll get alerted to low balances and other needed info. If you are a small business, Mint can function as a mini finance department. It s free and available for both Android and ios. Toshl (Toshl.com): It may have an unfortunate name (branding anyone?), but the Toshl Finance app is particularly good if you are a heavy traveler. This app makes it ridiculously easy to enter expenses on the go and even has some goofy visualizations to make you smile while you are on that cab ride. It s available for both ios and Android. Trello (Trello.com): With Trello, you can tell at a glance what's being worked on, who's working on what and what the progress is. It's available for all mobile devices and you can add people to tasks, track the progress of company tasks and attach files from Dropbox, Hightail or Google Drive. You can collaborate in real time and invite as many people as you want to a board. You can also attach business data, files and more in the business class version, which has a monthly fee. If you are out of the office a lot or truly manage your business on the go, this is a great resource. Silent Text (silentcircle.com): The name sounds a little ominous, but have you ever wished you could recall a text message you ve sent? With this subscription-based secure text messaging service, you can issue a burn notice and self-destruct any message, file, video, photo or voice recording. Nice! In essence, with data and business security concerns on everyone s minds, securely communicating with your team, securely transferring files and media, and keeping track of the communication should be paramount. The subscription costs for this interesting app could be worth the peace of mind. It s available for both ios and Android devices. Yes, that mobile device or tablet really can do more than take photos, call your clients and weigh down paper. With a few well-developed apps, you can manage time, money and more directly from those amazing devices. Go ahead, reach your technological zen! Lee Brogden Culberson is a partner at Professional Mojo LLC. Their team believes your automobile business deserves to get the most out of its inbound marketing, which could include nurture marketing, search engine marketing, search optimization, website enhancements, content marketing, social media marketing, print marketing, video marketing, pod casting and more. Professional Mojo specializes in a Mojo Methodology that minimizes your risk, maximizes your results and creates a positive, sustainable online presence. Contact Lee at Professional Mojo for more details to enhance your company s online and offline image. [email protected] or ring her at (866) GIADA Independent Auto Dealer Mar/Apr

14 FEATURE RECONDITIONING ADVICE 5 Pointers to Improve Your Used Vehicle Reconditioning Processes by Dale Pollack, Best-Selling Author on Used Car Sales You ll get a range of responses when you ask dealers how much time it takes to recondition used vehicles. The best-performing dealers these days consistently get the job done in 24 hours or less. Meanwhile, other dealers report their reconditioning turnaround times run seven days or more. The disparity is owed to two chief factors the degree to which the dealer recognizes that time spent in reconditioning translates to front-end profit potential, and the extent to which a dealer implements and monitors processes that reflect the time is money reality of retailing used vehicles. The following are five best practices I ve gleaned from dealers who have transformed their reconditioning processes to minimize delays and maximize the profitability potential of every used vehicle: 1 Steer clear of problem cars at acquisition. This seems an obvious point, but some dealers and their buyers lose their acquisition discipline when they re desperate to fill gaps in their used vehicle inventories. The result: They look past (or don t check) AutoCheck, CARFAX and other condition reports, bringing home vehicles that require significant reconditioning work. The dynamic amounts to throwing good money after bad as they pony up for costly repairs that could have been avoided. 2 Determine each car s exit strategy right away. This best practice goes hand-in-hand with the one noted above that is, dealers should not be acquiring vehicles at auctions that lack the condition or market appeal (e.g., Market Days Supply) that indicate positive potential as retail units. Of course, trade-ins are a trickier prospect, especially if the dealership stepped up to acquire a unit and complete a retail deal. In these instances, dealers and their managers should collectively and quickly determine if a unit has retail potential. A best practice: Gather the appraisers and decision-makers once a day to review trade-ins and make the retail/wholesale determination. 12 GIADA Independent Auto Dealer Jan/Feb 2014

15 FEATURE RECONDITIONING ADVICE 3 Establish an auto approval for reconditioning work. This best practice helps minimize delays caused when a used vehicle manager cannot (or doesn t) approve reconditioning work in a timely manner. Dealers who use this approach set up a baseline cost for reconditioning ($600 to $800 per car is common) and allow the service department to complete the work when estimates fall below the threshold. Some dealers resist this best practice out of a fear that their service department will stitch up the repair order to the maximum amount on every car. That hasn t been a problem at our dealership, but we monitor whether estimates match up with the final cost, a Northeast dealer says. At dealerships where buyers consistently check vehicle condition reports before purchasing a vehicle, about 10 percent of the incoming cars will require a manager s OK because estimates exceed the baseline. In those cases, dealers use or text alerts to managers and expect a yea-or-nay decision in less than two hours. 4 Make reconditioning speed a priority. For some dealers, this means giving up on the tug-ofwar with service directors and managers, who often regard customer pay work as a higher priority. In these stores, dealers will create a separate team (often a manager/writer, with up to five technicians, depending on volume) who focus solely on fast, yet thorough, reconditioning work. The manager s compensation package typically emphasizes the need for efficiency and speed, with bonuses tied to meeting the store s 24- to 72-hour reconditioning benchmark. Other stores give the responsibility for managing reconditioning to the used vehicle manager. The manager then works collaboratively with his/ her counterparts in service to craft and execute the processes that enable the dealership to recondition vehicles in an efficient and timely manner. 5 Look for ways to lower costs. Beyond profit-minded decisions that guide the scope of reconditioning work on individual vehicles, a growing number of dealers are examining their internal labor and parts costs to ease pressure on their front-end profit margins. These efforts often result in decisions to charge less-than-retail rates for labor, use lower-cost, non-oem parts (e.g., brake pads, tires, wiper blades, etc.) and tighten their oversight of outside vendors who handle small dent/body, upholstery and window repairs. These five best practices are solid steps dealers can take to help speed up the time it takes to get their vehicles to the front line. However, dealers should also recognize that, in today s market, there are really two front lines the physical and the virtual. The speed required to get vehicles to the physical front line should be measured in hours, and the virtual front line in minutes. Some dealers wait until reconditioning is complete before they address the description, photos, pricing and other elements each unit requires to stand tall on the virtual front line. This is an operational no-no in today s time-is-money environment. In addition to being a best-selling author on Used Car Sales in his book Velocity, Dale Pollak is the chairman and founder of vauto, Inc., a company that provides retail automotive dealerships with a better way to appraise, manage and price their pre-owned vehicle inventory. In addition to serving as vauto s spokesperson, Dale is responsible for strategic planning and development. GIADA Independent Auto Dealer Mar/Apr

16 SALES MANAGEMENT 4 Tips to Improve the Trade-In Experience Courtesy of Auto Remarketing Because hammering out an agreeable trade-in value creates negative feelings for potential buyers, AutoTrader.com offered four tips to help dealers ease the pain of the trade-in and increase customer satisfaction. Site officials wanted to create a strategy for stores because they contend satisfaction with the vehicle-buying process decreases significantly once consumers make the transition from online shopping to in-store purchasing. AutoTrader said negotiating the value for the trade-in is the activity with which purchasers are least satisfied. In fact, only 37 percent of consumers reported being satisfied with that step, according to research from the site. However, a tool like AutoTrader.com s Trade-In Marketplace can serve as a bridge between the online and offline aspects of the shopping experience, thereby helping dealers increase customer satisfaction notably. Car shoppers have access to more online resources than ever before, and they are using them to choose their buying and trade-in opportunities carefully, said Juan Flores, director of operations for Auto- Trader.com s Trade- In Marketplace. By addressing the most painful part of the transaction negotiating the trade-in dealers can increase customer satisfaction significantly, and they can also stand out from their competition. It s a win-win if they implement and merchandise the tool in the right way, Flores continued. The Trade-In Marketplace, accessible via AutoTrader.com, KBB.com from Kelley Blue Book, participating dealer websites and in select physical dealerships, can enable consumers to get an instant offer on their used vehicles, sight unseen. The offers are based on an extensive set of parameters, including VIN-specific information, details surrounding the condition of the unit and the impact of the specific vehicle s history and after-market equipment. The result is that consumers receive an offer on their vehicles that represents an amount that a dealer would be willing to pay for their vehicle immediately. Because Flores pointed out that it s important to implement online and offline strategies when using a tool like the Trade-In Marketplace, he offered the following tips for dealers using the Trade- In Marketplace: 1. Showcase Your Trade-In Process Online Prominently signal on your website and other marketing platforms that you have an online appraisal tool that will enable shoppers to get an instant cash offer on their vehicle. You can leverage the brand equity of AutoTrader.com and capture the attention of shoppers online. 14 GIADA Independent Auto Dealer Mar/Apr 2014

17 SALES MANAGEMENT 2. Reduce the Pressure Let the customer know that you are very interested in the vehicle, regardless of whether he/she wants to trade in the vehicle or simply sell it to the dealer. 3. Let the Customer Take the Lead If they haven t generated a Trade- In Marketplace offer by the time they walk in, take the customer to the Trade- In Marketplace kiosk or a workstation and allow them to answer the vehicle condition questions themselves. 4. Involve the Customer in the Walk Around Don t leave the customer sitting alone while you validate the condition of their vehicle. Invite them to do the walk around with you, and talk with them about the factors that affect the value of their vehicle, both positive and negative. By addressing the most painful part of the transaction... dealers can increase customer satisfaction and they can also stand out from their competition... Enabling consumers to be more involved in the trade-in process has proven to be a winning strategy that helps dealers increase customer satisfaction and stand out from the crowd, Flores said. Enhancing in-store processes is not always easy, but best-in-class dealers take that challenge head on and use it to separate themselves from the competition, he went on to say. According to a survey of more than 12,000 Trade-In Marketplace users, two out of three of those who redeemed their offers thought the tool was valuable in helping them negotiate with dealers and improved their interactions at the dealership. As a result, 77 percent of those surveyed were willing to recommend Trade-In Marketplace to others and to use it again in the future. Auto Remarketing News Magazine, a news media of the pre-owned industry, is a leading publication for the usedcar and remarketing industry bringing readers recent and relevant news. Visit autoremarketing.com for more information or to subscribe. We want to be your Sub-Prime Retail Lender! Floorplan Company! Featuring: Easy Self Approval Strong Retail Advances Quick and Reliable Funding All Retail Advances are Non-Recourse [email protected] Featuring: 100% Auction Advance 120 Day Extendable Term Lien Payoff Programs Checkbook Program for Non-Auction Purchases On-line Auction Purchases GIADA Independent Auto Dealer Mar/Apr

18 ON THE GEORGIA FRONT GIADA Breaks Record with Over 800 Members in Attendance at Marietta CE Class (Back row: left to right) Dennis Pope, Julie Colgate, (Front row: left to right) Billy and Kim New. Another huge class in March included over 800 members with 57 new dealers signing up. Thanks for all you do loyal GIADA volunteers! ADVERTISER INDEX 41 A.R.A. GPS Systems 35 Adesa Atlanta 17 Auction AutoStar Solutions 15 AutoUse 22 Charleston Auto Auction 25 Dealer Funding BC Frazer Computing, Inc. 24 Georgia Insurance Associates 56 Spireon s GoldStar 23 Hamilton State Bank 48 Insurance Auto Auction IBC Manheim 47 NABD 54 NABD 40 NIADA (Certified Program) 59 Oakwood s Arrow Auto Auction 39 Peoples Financial 5 Preferred Warranties, Inc. 33 Rawls Auto Auction 21 Reeves Insurance Agency 38 Ron Widener & Associates 25 Select Automotive Management 29 Simmons Nameplate 28 Spot Delivery 20 Sterling Credit Corporation 43 TitleTec 37 United Acceptance 58 Used Cars.com by Dealix IFC Wayne Reaves From all over the state of Georgia, independent automobile dealers gathered in Marietta for the February continuing education course. Over 720 dealers were present for this informative event. TO ADVERTISE WITH US IN PRINT SEE PAGE 37 AND VISIT US ONLINE 16 GIADA Independent Auto Dealer Mar/Apr 2014

19 Dealers are also getting more aggressive with mobile strategies, pushing ads and incentives on mobile devices to target in-market shoppers. Consumers Still Browsing Dealer Sites Despite Sales Dips by Dave Winslow, Chief Digital Strategist at Dealer.com After a record-breaking 2013, auto sales started weaker this year, with many analysts attributing the slow start to the unusually cold and snowy winter, keeping customers from frequenting dealer showrooms. While it may have had some impact on sales, the good news is that traffic to dealer websites remains strong. It was just the mid-1990s when weather could monumentally alter sales figures. Today, however, habits have dramatically changed, and shoppers get to the point-of-purchase by researching online. The industry s aggressive focus to drive website traffic through increased digital advertising is certainly keeping the page views flowing we saw a 25% increase in dealership traffic on President s Day and a 65% increase in dealer ad spend during this holiday period across the Dealer.com network. Dealers are also getting more aggressive with mobile strategies, pushing advertisements and incentives on mobile devices to target in-market shoppers. As warmer weather approaches, mobile advertising spend will remain a strong trigger point for dealers as it has the potential to compel consumers to action and change buying behavior quickly. INDUSTRY EVENTS CALENDAR April 14 Automobile Dealer Pre-License Seminar Lithia Springs, GA April BHPH World Convention Las Vegas, Nevada April 26 Automobile Dealer Pre-License Seminar Marietta, GA May 5 Automobile Dealer Pre-License Seminar Lithia Springs, GA May 6-8 Digital Dealer Conference & Exposition Atlantic City Convention Center Atlantic City, New Jersey May 12 Automobile Dealer Pre-License Seminar Lithia Springs, GA May NABD Conference The Wynn, Las Vegas, NV May 24 Automobile Dealer Pre-License Seminar Marietta, GA June NIADA National Convention & Expo Caesar s Palace, Las Vegas, NV July GIADA State Convention Savannah, Georgia Hyatt Regency GIADA Independent Auto Dealer Mar/Apr

20 FEATURE REGULATORY COMPLIANCE 10 Regulatory Hot Spots by George Angus, F&I and Showroom There s no doubt compliance will once again be a big topic in 2014, especially with the Federal Trade Commission, attorneys general, motor vehicle departments and state insurance commissioners targeting dealers at an unprecedented level. There s also the indirect effect of the Consumer Financial Protection Bureau (CFPB). It doesn t have authority over most dealers, but its regulatory activities can still impact how dealers operate. Keep in mind that the Dodd-Frank Wall Street Reform and Consumer Protection Act did more than create the CFPB. It also gave the FTC enforcement authority over the auto dealer business, as well as new rule making powers. So what s a dealer to do? Well, one thing my firm does to assist our clients is monitor media outlets to see which areas regulators are focused on. It s something your store should do as well. Well, from what we ve seen and read, many of the legal actions taken against dealers in 2013 could have been prevented by the F&I department. So, to help steer your compliance efforts in the right direction, we ve identified 10 regulatory hot spots your operation needs to be keyed in on this year. This list certainly doesn t cover every state and federal regulation governing your business, but it will point out areas targeted by regulators. This list, by the way, should not be taken as legal advice, so please address all legal questions to your attorney. 18 GIADA Independent Auto Dealer Mar/Apr 2014

21 FEATURE REGULATORY COMPLIANCE No. 1: Deceptive Practices The FTC kept a close eye on deceptive acts and practices last year, and I expect it to continue doing so in But this shouldn t just be an F&I concern, as the issues that put dealers on the radars of state regulators can arise before the customer enters the F&I office. What your store needs to pay attention to is how payments are quoted during sales negotiations. Not only is the FTC looking for deception, it s also keeping an eye on quotes that have payments for F&I products packed in. And both issues are easy for the FTC spot. No. 2: Payment Packing The FTC has determined that the Truth in Lending Act (TILA) requires that customers be given a written disclosure of certain terms of the agreement during negotiations and before they agree to the a final payment (consummation of the deal, as regulators refer to it). These disclosures include the customer s annual percentage rate, monthly payment amount and loan term. Car buyers must also be handed a full, written disclosure of any add-ons that were included in the payment calculation, as attorneys general have determined that not doing so equates to a deceptive practice. No. 3: Undisclosed Price Adjustments This involves changing the customer s agreed-to price without full disclosure. If the price or terms change for any reason, the change must be disclosed and agreed to in writing by the customer. Failing to do so will be considered fraud and subject your store to criminal prosecution. No. 4: Falsifying Customer Information This practice was criminally prosecuted several times in It involves falsifying credit applications by creating nonexistent income or reducing debt to make the borrower s debt-to-loan ratio more appealing to the finance source. Oftentimes, this type of bank fraud is done to get deals bought that had no chance of getting done otherwise. But no matter the intent, falsifying credit apps is considered a felony. No. 5: Fraudulent Auto Loan Modification If your store is in the practice of recommending firms to customers that promise to reduce their monthly car payment, you may want to rethink that practice or at least check up on the companies you re recommending. These firms typically pledge to reduce a consumer s payment by 25% to 40% for a fee that ranges between $350 and $799. But what happens in some cases is the customer is told to stop making payments on his or her auto loan, increasing the risk that their vehicle will be repossessed. Once the upfront fees are collected, the promised loan modifications are never done. Not only do customers not benefit from the services they paid for, their vehicle gets repossessed by the finance company. No. 6: Disparate Impact The Equal Credit Opportunity Act does not allow creditors to impose different terms or conditions on a loan based on a consumer s race, color, religion, national origin, sex, marital status, age, or because he or she receives public assistance. Disparate impact is a legal doctrine that says creditors can be sanctioned whether the discrimination was intended or not. So far, the CFPB s use of disparate impact has centered on rate markups, but the bureau could easily apply the legal theory to product pricing. If it ever does, you could face charges of discrimination if you charge an individual who falls in a group protected by the ECOA significantly more for an F&I product than someone who isn t protected by the law. No. 7: Full Disclosure Several dealers have recently run afoul of the law for not disclosing all the terms, rates and products included in the sales contract and price of the vehicle. Not only is it mandatory that all products and terms be disclosed to every customer, you also have to be able to prove that a complete disclosure was made. No. 8: Paperwork There are a slew of documents dealers must complete to comply with state and federal laws. Most dealers are aware of the list, but there are a couple areas dealers may want to pay particular attention to given recent enforcement actions. For this article, I d like to cover Form Anyone who receives $10,000 or more in cash in a single transaction or a series of related transactions while conducting their trade or business must file a Form 8300 with the IRS. And compliance is required if the payment is made in one lump sum, broken up into two payments that total $10,000 or more, or is part of a single transaction (or two or more related transactions) that causes the total cash received within a 12-month period to total more than $10,000. Helping a customer avoid the filing of a Form 8300 is a severe violation and should never be allowed. The penalty for intentionally failing to file a Form 8300 in a timely manner (within 15 days after receipt of the cash) is $25,000 or the amount of cash received and not reported, whichever is greater. Continued on page 27 No. 9: The Privacy Rule The Privacy Rule applies when you extend credit to someone in connection GIADA Independent Auto Dealer Mar/Apr

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23 Dealer's Guide to the Used Car Rule Courtesy of Dealers who violate the Used Car Rule may be subject to penalties of up to $16,000 per violation in FTC enforcement actions. Most car dealers who sell used vehicles must comply with the Federal Trade Commission's (FTC's) Used Car Rule. In fact, car dealers who sell more than five used vehicles in a 12-month period must comply with the Rule. Banks and financial institutions are exempt from the Rule, as are businesses that sell vehicles to their employees, and lessors who sell a leased vehicle to a lessee, an employee of the lessee, or a buyer found by the lessee. The Used Car Rule applies in all states except Maine and Wisconsin. These two states are exempt because they have similar regulations that require dealers to post disclosures on used vehicles. The Rule applies in the District of Columbia, Puerto Rico, Guam, the U.S. Virgin Islands, and American Samoa. This booklet defines the Rule's requirements, explains how to prepare and display the Buyers Guide, and offers a compliance checklist. You must post a Buyers Guide before you "offer" a used vehicle for sale. A vehicle is offered for sale when you display it for sale or let a customer inspect it for the purpose of buying it, even if the car is not fully prepared for delivery. This requirement also applies to used vehicles for sale on your lot through consignment, power of attorney, or other agreement. At public auctions, dealers and the auction company must comply. The Rule does not apply at auctions that are closed to consumers. Previously titled or not, any vehicle driven for purposes other than moving or test driving, is considered a used vehicle, including light-duty vans, light-duty trucks, demonstrators, and program cars that meet the following specifications: a gross vehicle weight rating (GVWR) of less than 8,500 pounds; a curb weight of less than 6,000 pounds; and a frontal area of less than 46 square feet. Exceptions to the Rule are: motorcycles; any vehicle sold for scrap or parts if the dealer submits title documents to the appropriate state authority and obtains a salvage certification; and agricultural equipment. GIADA Independent Auto Dealer Mar/Apr

24 ...car buyers are 71% more likely to be influenced by digital ads than other shoppers. Why Car Buyers Are Positively Influenced by Display Advertising by Dealer.com A report published by the Interactive Advertising Bureau in January, and highlighted by AdWeek last month, noted that car buyers are 71% more likely to be influenced by digital ads than other shoppers. This may seem like an unusually high percentage but when you consider the perspectives of car-buying consumers, this statistic is really not surprising at all. Purchasing a car is an expensive investment, so before potential buyers step onto the showroom floor, they want to be fully educated. Compared to consumers who aren t in the market for a car, in-market shoppers also: comparison shop online own smartphones (75% in-market shoppers vs. 54% shoppers not in-market) own tablets (42% vs. 33%) research all products online before buying at a higher rate (58% vs. 42%) While consumers continue to spend the majority of their browsing time online, car dealers are taking advantage of this reality and putting more of their dollars into digital channels. In 2013, dealers mobile sites accounted for 26% of visitor traffic, a 50% increase over Through Dealer.com s Unified Advertising Exchange, we ve seen cross-channel spending increase significantly, specifically on Google, Yahoo!, and Facebook. As Dealer.com s Chief Digital Strategist Dave Winslow shared with AdWeek, Search has been part of dealer budgets for a little while, but display is rapidly growing. As dealers continue to invest in cross-channel ad campaigns, Dealer.com is confident that targeted advertising will continue to result in increased dealer website traffic, and new sales opportunities GIADA Independent Auto Dealer Mar/Apr 2014

25 GIADA SPECIAL EVENT NOTIFICATION 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 GIADA Independent Auto Dealer Mar/Apr

26 GIADA SPECIAL EVENT NOTIFICATION NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION CONVENTION June 23-26, 2014 Caesars Palace Las Vegas Don t miss NIADA s Convention and Expo. In 2014, NIADA is focusing on what it means to be an independent dealer. Whether you re from a mom and pop, Buy Here-Pay Here, large retail store, multi-location or franchise, the organization has something for you. Mark your calendar today and make plans to attend. Visit for convention details. Georgia Insurance Associates Serving the Auto Industry since 1974 Special rates for Independent Auto Dealers 4 Garage Liability 4 Dealer Open Lot 4 Dealer Bonds 4 Worker s Compensation Martha Fullwood@ , ext 1418 or toll free [email protected] 1746 Lawrenceville Highway Lawrenceville, GA GIADA Independent Auto Dealer Mar/Apr 2014

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28 FEATURE FTC: PRIVACY COMPLIANCE FTC s Privacy Rule & Auto Dealers Top FAQs: Activities and Entities Covered by the Privacy Rule The Federal Trade Commission (FTC) has developed these additional FAQs to help auto dealers comply with the Gramm-Leach-Bliley Act and the FTC s Privacy Rule. The following questions and answers show how the Privacy Rule applies to specific situations that auto dealers may face. Before reading this, you may want to familiarize yourself with the FTC s small business guide, How To Comply with the Privacy of Consumer Financial Information Rule of the Gramm-Leach-Bliley Act, and the Frequently Asked Questions for the Privacy Regulation. Other business guidance is available on the FTC s website at ftc.gov/privacy/privacyinitiatives/ financial_rule_bus.html. Please note that this information does not address possible legal obligations you may have under the FTC Safeguards Rule, the Fair Credit Reporting Act, or other federal and state laws. Does the Privacy Rule apply to me? 26 GIADA Independent Auto Dealer Mar/Apr 2014 The Privacy Rule applies to car dealers who: Extend credit to someone (for example, through a retail installment contract) in connection with the purchase of a car for personal, family, or household use; Arrange for someone to finance or lease a car for personal, family, or household use; or Provide financial advice or counseling to individuals. If you engage in these activities, any personal information that you collect to provide these services is covered by the Privacy Rule. Examples of personal information include someone s name, address, phone number, or other information that could be used to identify them individually. The Privacy Rule applies if you collect personal information about someone in connection with the potential financing or leasing of a car, even if that person does not fill out a formal application. The Privacy Rule does not apply to you if a person buys a car with cash or arranges financing on their own through another lender. Do I need to give a privacy notice to everyone who walks into my showroom? You don t need to give a privacy notice to someone who simply expresses an interest in buying a car from you or asks general questions about financing or leasing. However, if a person gives you personal information in connection with a potential transaction, even without completing a formal application for example, if they give you personal information to get a quote on a financial package you may have other obligations. For more information, see Question 3. When do I have to give someone a privacy notice? The answer depends on whether the person is a consumer or a customer words that have their own meanings under the Privacy Rule. A person becomes a consumer when (s)he gives you personal information in the context of possibly financing or leasing a car from you. You only need to give them a privacy notice (and an opt-out notice) if you intend to disclose their personal information to nonaffiliated third parties. However, there are exceptions to this requirement which are set forth in sections and of the Privacy Rule. These exceptions include disclosures to process a transaction requested by the consumer, disclosures made with the consumer s consent, and disclosures for law enforcement purposes. If someone enters into a

29 FEATURE FTC: PRIVACY COMPLIANCE contract with you to buy a car and you extend them credit or arrange for someone else to extend them credit, they become your customer. In the leasing context, once someone enters into a lease agreement with you, they become your customer as well. Whether leasing or arranging credit, you must give them a privacy notice no later than at the time of signing of the retail installment contract or lease agreement even if you do not disclose their personal information to others. For more information about your general responsibilities to consumers and customers, see Section II of How To Comply with the Privacy of Consumer Financial Information Rule of the Gramm-Leach-Bliley Act; Section B of the Frequently Asked Questions for the Privacy Regulation; and 16 C.F.R (a) and (a). I lease cars to individuals. How does the Privacy Rule apply to me? If you lease cars on a non-operating basis where the initial term of the lease is at least 90 days, the Privacy Rule applies to you. Non-operating means that the lease agreement does not include maintenance or repair services, unlike, for example, car rental services. As for when you have to give a person a privacy notice, the same rules outlined in Question 3 apply to you. Is all the information that I obtain in connection with financing or leasing a car covered by the Privacy Rule? In general, the Privacy Rule covers personal information you obtain in the course of financing or leasing a car for personal, family, or household use. However, it doesn t cover: l personal information obtained in the course of a sale that you don t help to finance (e.g., where the individual secured his own financing or paid in cash); l sales figures that don t contain personal information; and l general retail sales data that isn t derived from information about how individuals financed or leased their cars. To illustrate how this works: A list of all the retail customers who bought cars from you falls outside the Rule assuming that the list doesn t reveal how they paid for the car and isn t derived from any information about how their purchases were financed. However, if the list specifies which customers financed or leased their cars, it would be covered by the Rule. A list of people who applied to you to finance or lease a car would also be covered. FEATURE REGULATORY COMPLIANCE Continued from page 19 with the purchase of a car for personal, family or household use, arrange for someone to finance or lease a car for personal, family or household use, or provide financial advice or counseling to individuals. If you engage in these activities, which all car dealers do, any personal information you collect to provide these services is covered by the Privacy Rule. Examples of personal information covered by this requirement include an individual s name, address, phone number or any other piece of personally identifiable information. In a typical vehicle transaction, the rule applies if you collect personal information about someone in connection with the potential financing or leasing of a car, even if that person does not fill out a formal application. The Privacy Rule does not apply if a person buys a car with cash or arranges financing on his or her own. No. 10: Conditional Rebates Offering to lower your customer s interest rate if he or she agrees to purchase F&I products is a clear violation of the TILA. There are many legally permissible reasons for adjusting your customer s interest rate, but doing so in exchange for your customer buying your products isn t one of them. Charge whatever rate you want, but don t tell or even imply that you re lowering the customer s interest because he or she agreed to purchase your products. These are just a few of the areas we ve seen regulators target, but there are others. A little common sense and honesty will eliminate most problems, but you also need to stay up to date with the laws governing automobile transactions something with which GIADA can help. Georgia Independent Automobile Dealers Association (800) GIADA Independent Auto Dealer Mar/Apr

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32 FEATURE AUTO TECHNOLOGY Dreams of a More Streamlined Car-Buying Process, With Technology as Facilitator by Jacklyn Trop For generations, the auto dealer has been the primary avenue for carmakers to sell vehicles to consumers. But technology is rapidly changing that equation. Consumers no longer depend on dealers to learn about cars, and automakers are trying to sell more directly to consumers despite the varying restrictions in most states on manufacturers owning or operating dealerships. The pace of that change is only accelerating. Last month, a dozen teams, including several car dealers, honed and presented their ideas for better ways to sell cars at a three-day competition called Hackomotive and sponsored by Edmunds.com, a car-buying site that provides industry research. We re seeing this massive shift in how people shop, looking for answers in real time, said Nick Gorton, co-founder of the Seattle-based Carcode.me, which won the contest s $20,000 grand prize at the event, held here at the Edmunds headquarters. The rise of the smartphone is particularly disruptive. The company won for a new service called Carcode SMS that allows car shoppers to communicate by text message with dealers through an app that 30 GIADA Independent Auto Dealer Mar/Apr 2014

33 FEATURE AUTO TECHNOLOGY dealerships can use to respond to inquiries. Mr. Gorton, who has worked at car dealerships, including his family s two Chrysler dealerships in Michigan, was one of several car sellers-turned-entrepreneurs at the event. An appetite exists for overhauling the traditional model, event organizers said, with 68 teams applying to compete. More than half the competitors traveled to Santa Monica from cities including New York, Atlanta and Houston. Changing the buying model is so overdue, said Holly Dudley, head of enterprise portfolio and project management at Prosum Technology Services, who was a judge at the competition. Several projects stretched the boundaries of the online sales process, allowing buyers and sellers to connect more easily and even scheduling test drives without the seller needing to be present. That business, called Carvoyant, lets shoppers subscribe to a monthly service and, after a background check, receive a lockbox code to obtain keys to any car they would like to drive. A device connected to the car s data port lets its owner monitor the location and speed remotely. There are elements of the process that are ripe for disruption, said Avi Steinlauf, chief executive at Edmunds. These include the availability of information on a vehicle s price and history, the way test drives are scheduled, and the automation of financing and registration, he said. Edmunds plans to help or team with some of the teams to develop their ideas after the competition, Mr. Steinlauf said. Tim Kelly, a third-generation car dealer from Chattanooga, Tenn., presented with his partner, Joe Alegre, a website called Carclips.com intended Several projects stretched the boundaries of the online sales process, allowing buyers and sellers to connect more easily and even scheduling test drives without the seller needing to be present. to alleviate some of the challenges he faces selling cars at his own dealership. Carclips adds urgency to the shopping process, Mr. Kelly said, by combining ebay s auction style with PayPal s reliability in verifying the vehicle title and funds. It addresses the lack of urgency in the business, where someone on the lot goes, I ll think about it, and the dealer either has to push or let it go, he said. But instead of creating a listing online, sellers would put a sticker in the car window. Potential buyers could scan the sticker using their smartphone for more information. Developers from Au.to, which took home the second-place prize of $10,000, described their business as Google for cars. Au.to s developers have built a search engine and database that allows users to search for vehicles with keywords like domestic truck, midlife crisis, or soccer mom. It is unclear whether any of the projects would encounter legal obstacles in disrupting the traditional dealer network. Tesla, for example, has been battling dealer associations in at least six states for the right to bypass dealer networks and sell directly to consumers from its stores. Last month, after a protest at the Capitol, legislators in Washington State amended a bill that would prevent Tesla from opening more stores, by excluding manufacturers who already have a license to do so. The approach varies by state, said Charles Cyrill, a spokesman for the National Automotive Dealers Association. He said that 48 states had varying restrictions on manufacturers owning or operating dealerships. It is, of course, up to the legislature of each state to make the determination of what regulations to adopt for its local marketplace, he wrote in an . It is easy to see the rationale for state laws that foster a well-capitalized, independent dealer network. But the message at the competition was clear: Visiting a dealership, browsing cars and then choosing one is a story of the past, said Hans-Werner Kaas, a senior partner in McKinsey s automotive and assembly practice. Jaclyn Trop currently writes about the automotive industry for The New York Times. As a Knight-Bagehot fellow at Columbia Business School, she studied tools of modern business such as Microsoft Excel and free cash flows. Jaclyn holds a master s degree in new media journalism from Columbia University s Graduate School of Journalism and a bachelor s degree in magazine journalism from Boston University. Visit Jaclyn at jacklyntrop.com. GIADA Independent Auto Dealer Mar/Apr

34 FEATURE INTERNET MARKETING 6 Ways to Leverage Social Media to Benefit Your Dealership by Frank Pipolo Marcus Lemonis entrepreneur and the host of The Profit on CNBC started off the first episode by writing out a $200,000 check to help out two brothers who run Car Cash, a family-business that buys and sells cars, based out of Manhattan. Jon CaraManica of The New York Times notes how Marcus rescues small businesses Of course, it s a successful turnaround story and Marcus, along with the two brothers, stand to gain a profit windfall. Now, not every automobile dealership will get Marcus s attention and most other small businesses are required to learn lessons and run on their own. Thankfully, it s not so hard if you only look around for lessons and tap into the powerful media that the Internet is. Start with a website, gain thought leadership with content marketing, and build profitable relationships using social media. Forget Marketing. Focus on People. The social web is huge and with billions (collectively, across networks) lounging, sharing, commenting, and talking on social, it s imperative that you find your gold there. It s not easy, though. Marketing is no longer about advertisements, copy, and just numbers ; it s about people. The longer it takes for a business to understand this, the more futile social marketing (and practically all marketing efforts) will turn out to be. Social media works if you let it work for you. You have the mindset change and the strategic deployment to take care of. In fact, you could use social media to your advantage and make your automobile dealership nudge into your customers mindshare. Build Your Social Presence Strategically. Your social presence won t do you justice until you have a website that works in tandem with your growing stronghold on the social web. Social media by itself, however, requires you to maintain a presence that s meaningful. It s called strategic presence for the sake of sounding business-like, but what it means is you ll really have to push through the noise to get heard. As an automobile dealership, you are looking to achieve a couple of things: Establish yourself as an expert on cars (new or used). So, you d share all things automobile giving your fans and follows plenty of dripping insights on automobiles, news, information, and tips. Leverage the power of hash tags and get into conversations. You could keep it general, local, national or global depending on your business. Here are a few hash tags you could start with: #auto, #motortrade, #dealers, #automotive. These conversations on social media (including your reach on Facebook, Google+, and LinkedIn) will have an amplification effect. You ll need that to get heard, seen, and for your customers to get to know you. If you are a local dealer, you ll be able to gain more traction and engagement out of your social accounts. Conversations will lead to familiarity. This in turn breeds trust making it easy for your customers to do business with you. Use Twitter for customer support. Follow and Follow Some More. You could be a local auto dealership or a growing franchise with multiple locations nationally. Either way, you could use the search functions on social networks and strategically find car users. Simple mentions, such as I hate my old car or My car broke down to I am looking for a new car or This new [Car Name]is tempting the heck out of me. Can I replace my good ol Betty? are opportunities for you to strike conversations that will all lead to the top of your sales funnel through social media. 32 GIADA Independent Auto Dealer Mar/Apr 2014

35 FEATURE INTERNET MARKETING Follow these users. Maintain those conversations. Think of these mentions and conversations as the new-age lead generation. The more you interact with these random users on social, the more people you are lining up at the top of your social sales funnel. It might not be as obvious as other methods of marketing, but if you can cut through the clutter it can be very effective. Use the right tools. Use a tool like Nimble CRM to track, maintain, and stay on top of these conversations that are likely to lead to sales. Nimble actually goads you to get in touch with prospects, track any deals that come off social media networks, and help you stay organized. Once you get past the resumes, you ll know tons about every job applicant. It s time for social recruiting. Go at it. Don t look back. Look for Social ROI. Look Hard. As an auto dealership, it could be hard for you to draw a straight line between social media management and ROI. Yet, it s possible and plenty of businesses gain from social media today. It s the new kind of marketing where you put value first and gain from engagement and traction later. It s the kind of marketing where you d stop relying on pitching and depend on relationships, social proof, and trust. How are you using social media for your benefit? What exactly do you do on social media? Is social working out for you? What are your most preferred networks? Tell us about it. We look forward to hear from you. Frank Pipolo is president of FP Internet Marketing a certified Internet marketing consultant, professional marketing advisor to law firms, legal marketers, administrators and lawyers, and writer for Vanguard Attorneys, a Tampa Florida law firm that has specialized Florida motorcycle accident attorneys. He has more than 20 years experience partnering with clients to build their business through development and implementation of track-proven Internet marketing strategies. Follow him on Google+. You can actually have multiple tools at your disposal each of which is meant to do its thing. For instance, use Hoot- Suite or Buffer for Business as your social updates and general social media management tools. Nimble CRM or your regular CRM solution aided with social plugins can help you with tracking conversations that have a likely of leading to sales. Hire Social. The days of looking to hire traditionally, newspapers, and even online job boards are slowly fading into oblivion. It s the social era and everything from conversation on cats to looking for bright candidates happens on social networks. If you are looking to build a great team, try going the social route. It s pure gold. Forget resumes and traditional applications. Tap into Facebook s Open Graph and have candidates come in through social networks (it gives your brand and your job listings a viral push). Use LinkedIn, Twitter and Facebook for sharing your job postings and take the We ll check your social profiles out approach before finalizing candidates for jobs. GM FINANCIAL NAMES RAWLS AUTO AUCTION 2013 AUCTION OF THE YEAR FORT WORTH, TEXAS February 25, 2014 GENERAL MOTORS FINANCIAL COMPANY, INC. ( GM Financial or the Company ), named Rawls Auto Auction, Leesville, S.C., 2013 Auction of the Year as part of the Company s annual nationwide Auction of Excellence program. GM Financial announced the Auction of Excellence winners at its annual Auction Summit in Dallas, Texas. After reviewing all 44 participating auctions performance in a variety of categories, including customer service, marketing promotions, pre-sale activities and overall auction success, GM Financial representatives selected Rawls Auto Auction. The road to auction of the year is a difficult one. Rawls makes it seem relatively simple, said Brad Bollman, vice president Remarketing Solutions. Throughout our relationship with Rawls, they are a consistent force in the rankings. They have shown excellence in marketing and brand awareness throughout the years. From the moment a unit is consigned, you can see the care Rawls takes with getting our vehicles through the auction process. This is Rawls fifth Auction of the Year award, receiving the recognition in 2006, 2009, 2010 and Rawls received Auction of Excellence awards for the Southeast region in each quarter for As the Southeast regional winner, Rawls Auto Auction competed with four other regional award recipients for the Auction of the Year honor. BB&T GIADA Independent Auto Dealer Mar/Apr MORE-

36 INDUSTRY PRESS Equifax Automotive Announces Expanded Suite of Online Solutions for Dealers Dealers drive increased sales and profitability with one source for bumper-to-bumper consumer insights Equifax, a global leader in information solutions with a strong heritage in innovation and leadership, recently unveiled a new, comprehensive solution for automotive dealerships that enables dealers to work seamlessly with lenders and close more deals. Available via the Equifax online portal (eport), this delivery solution will blend the company s suite of credit, fraud and verification tools in one simple and easy-to-use location. This new access will now offer three Equifax credit score versions on one credit report which can be instantly accessed by auto dealers while negotiating terms with lenders. The three displayed Equifax credit score versions represent the scores used by a vast majority of lenders when making their decision to offer dealers loan terms for their customers. More importantly, this all-inclusive report eliminates potential surprises from spot deliveries, and reduces the likelihood of having to bring customers back into the dealership due to unpredictable lender terms. By having access to a fresh, intuitive layout that groups negative information and alerts at the top of the report, dealers can quickly asses a customer s credit profile to anticipate and address the most common stipulations or questions lenders may have. This will help dealers move the vehicle delivery process along without having to send the customer away to retrieve additional lender stipulations. This solution also includes convenient tabs across the top of the report that bundles results into similar categories for easier review. The updated consumer report will provide dealers with information in seconds that will help determine which lenders they should send applications to and whether or not they should deliver a vehicle. Furthermore, this new single solution from Equifax Automotive facilitates one-click verification of income and employment; crucial in delivering vehicles and clearing lender stipulations. Identity theft, as well as more sophisticated application fraud, is prevalent in today s dealership world. Equifax Automotive fraud screening and verification solutions help to ensure the person who is obtaining the loan is the same person who is driving away. Also available is the Equifax OFAC Alert to facilitate compliance with OFAC requirements and various regulations. Providing finance managers with a total view of the customer allows them to deliver their vehicles faster and rehash their deals with lenders confidently, said Jenn Reid, Sr. Director of Product Marketing, Equifax Automotive Services. Equifax Automotive Services is excited about bringing all of our data assets together to better understand and surpass market needs. 9 U.S. Auto Industry Statistics by Brandon Gaille Automobile dealerships employ almost 1 million people in the United States. Although there are huge dealerships, the average one qualifies as a small business in most towns. About 50 people are employed at a dealership to the tune of about $3 million local dollars. Essential Facts About Today s US Auto Industry #1: Total sales for the entire U.S. auto industry increased by 8% in 2013 over the previous year. #2: 1.36 million vehicles were sold in December 2013 alone. #3: Chrysler saw the biggest year-toyear increase in overall sales with a 9% total increase. Ford saw the smallest increase in sales at just 3%. Takeaway: The automotive industry has recovered well since the economic downturn of 2008 and With sales coming back to spur the economy, more local dollars are in play for the GDP and that provides more opportunities for wealth to increase. If sales continue at the pace they did in 2013, it could be a very bright 2014 for the American automotive industry. Additional Facts to Consider About the US Auto Industry #4: The bestselling vehicle for the last 32 consecutive years has been the Ford F-Series pickup truck. #5: The last time the U.S. auto industry saw the same levels of growth was over four decades ago. #6: 1 out of every 17 private sector jobs is currently tied to the U.S. auto industry in some way. #7: The automotive industry last year in the U.S. cleared over $550 billion in total revenues. #8: For every $1 of manufacturing activity that occurs within this industry, $1.48 is returned to the economy in benefits. #9: Despite all of these record gains, however, employment within this industry has not yet reached pre-2008 levels. 34 GIADA Independent Auto Dealer Mar/Apr 2014

37 OFF-LEASE CARS FIRST CHANCE IN OPEN SALE Every day from: Acura Remarketing Audi Financial Services Ford Credit GM Financial Honda Remarketing Hyundai Motor Finance Kia Motors Finance Southeast Toyota Finance Volkswagen Credit N E P O E SAL K LOC B R E L EA ON D COME WEL ALERS ALL DE ADESA offers more one-owner off-lease cars than anyone else ADESA, INC. Visit ADESA.com/off-lease/state to find inventory today. GIADA Independent Auto Dealer Mar/Apr

38 INDUSTRY TIPS How to Present Your Portfolio to Get the Most Floor Planning Dollars by Garrett Jorewicz, Regional Director, NextGear Capital The automotive industry is unique in that it is one of the few where commercial loans are abundant and relatively easy to qualify for. Whether you are just starting out or looking to shift your business into the next gear, it is extremely likely that you will be able to find the capital you need to stock your dealership. Although there is a good chance that you will be able to acquire a floor plan line of credit, the size of that line of credit will vary depending on your business needs and your overall portfolio snapshot. Floor Plan 101: The Basics First and foremost, to qualify for a floor plan, you need to have established credit. Specifically, you should have a history of utilizing and repaying debt. Bad credit and hiccups on your credit report aren t always deal-breakers, but they will likely reduce the amount you qualify for. Additionally, there is a good chance that credit issues will have a negative impact on your pricing structure. The good news is that over time, with good performance coupled with adherence to the terms and conditions of any loan agreement, you can eventually overcome these setbacks. It is also important that you are not over-extended. If your credit cards are all maxed out, that is a potential red flag even if you have not paid late. Handling your available credit responsibly is essential, so 36 GIADA Independent Auto Dealer Mar/Apr 2014 be sure to maintain a substantial amount of available credit. Getting Started Thinking about opening a dealership? You will want to setup a free consultation with the floor plan company of your choosing right away. Even if you are well capitalized out of the gate, having a floor plan line of credit is an amazing asset that can help you seize opportunities as they arise. If you aren t well capitalized, you will probably be looking at starting with a smaller initial line of credit to get your business off the ground. As you turn inventory and build your reserves, submit a formal request for a credit line increase. Growing Your Business If you are looking to grow your business through the addition of a floor plan line of credit, there are several other items that will play into the lending decision above and beyond your personal credit history. Trade references, business credit, equity, cash and the overall health of your business all come into the picture and become increasingly more important in your effort to acquire more floor planning dollars. The same principals apply if you are looking to increase your existing floor plan credit limit. However, there is another component that could either be in your favor or held against you: performance. You can rest assured that commercial lenders have learned a lot about managing and mitigating risk, especially over the last several years. It is crucial that you closely adhere to your lender s terms and conditions. NSF s, late curtailments, slow payoffs and bad audits will inevitably prevent you from gaining the additional buying power you need to grow your business. Stay on top of managing your accounts and you will improve your chances of increasing credit limits. Also, those of you with substantial business equity should flaunt it. To a floor plan company, inventory that is owned outright is viewed similarly to cash, and is a good indicator of the viability of your operation. Business equity exhibits an enhanced capacity to repay debt. When applying for a floor plan, take the time to validate your equity position. The more equity you have, the lower the perceived risk.

39 TARGET YOUR ADVERTISING DOLLARS Why Advertise with Us? TARGETED DISTRIBUTION. The magazine is delivered directly to over 3,000 independent automobile dealers throughout the state of Georgia who are top decision makers. ADVERTISING WILL GROW YOUR BUSINESS. Magazine advertising sells and it delivers results consistently. Studies show that magazines are the strongest driver of purchase intent and actually boost the effectiveness of other media. AFFORDABILITY. Our magazine is committed to your success! We offer advertising packages for every budget, and our staff will create a marketing 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. 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 Mar/Apr

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42 Building Your Business with The NIADA Certified Pre-Owned Program Increase Sales Increase Customer Confidence Raise CSI Reach New Customers Increase Gross Profits Alignment with a National Partner Multiple Programs to Choose From Day 1 Coverage Simple and Fast Claim Process Financial Strength in AmTrust CPO, Places Your Dealership Above the Competition Contact - Centurion Automotive Products, the GIADA Official Marketing Arm for the NIADA CPO Program Danny Delich, State Contact (913) GIADA Independent Auto Dealer Mar/Apr 2014

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44 LEGALLY SPEAKING FTC Cracks Down on Deceptive Auto Dealer Ads Nine auto dealers agree to settlements over a range of advertised promotions by Chris Woodyard, USA Today Nine auto dealers around the country have agreed to settlements with the Federal Trade Commission as part of an agency crackdown on deceptive auto dealer advertising. The alleged misrepresentations varied from deceptive low-payment deals to a sweepstakes for prizes that didn't exist when customers came to the dealership to collect them. "We're always on the lookout for deception in the auto marketplace," said Jessica Rich, director of the FTC's Bureau of Consumer Protection, in prepared remarks for a press conference here to announce the crackdown. It's called "Operation Steer Clear." The dealers named as agreeing to settle with the FTC included four in California: Casino Auto Sales of La Puente, Rainbow Auto Sales of South Gate, Honda of Hollywood and Norm Reeves Honda of Cerritos. Also named were Nissan of South Atlanta in Morrow, Ga.; Infiniti of Clarendon Hills, Ill.; Paramount Kia of Hickory, N.C., and Fowlerville Ford of Fowlerville, Mich. Another was Southwest Kia, which operates in three locations: New World Auto STORY HIGHLIGHTS The Federal Trade Commission has agreed to settlements over allegedly deceptive ads The settlements are with nine auto dealerships The practices varied -- from false low interest rates to a phony sweepstakes Imports in Dallas and Rockwall, Texas, and Hampton Two Auto Corporations in Mesquite, Texas. Among the questionable practices were advertising zero-down finance deals when, in fact, there were substantial fees. The two California dealers were cited for allegedly advertising in English and Spanish that consumers could purchase vehicles at a low price when the price was actually $5,000 higher. Fowlerville Ford mailed out 30,000 fliers with a scratch-off number game that told people they had won a prize. When they came in to claim it, they found out they had not won, according to Rich. Not a single participant was able to claim a prize. Reached for comment, the National Automobile Dealers Association issued a statement: "While we have not reviewed the FTC's proposed order, these allegations, if true, highlight the need for diligence by all auto retailers on selecting advertising vendors and ensuring that their legal counsel review all advertising." And a lawyer who says he represents hundreds of auto dealers, though none of those named in the FTC case, says he thinks dealers could have steered clear of trouble if they had only made sure that the fine print at the bottom of their ads fully disclosed what was being advertised. Since at least one of the dealers had a state action pending against it, attorney Alex Kurkin says it makes him wonder if the FTC is going to get more deeply involved with auto dealer practices. "It suggests to me that federal government feels an obligation to dive into this industry," Kurkin says. 42 GIADA Independent Auto Dealer Mar/Apr 2014

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Jerry s Auto Sales Jesse s Auto Sales Jim Waters Motor Company Jimmy Sears Jimmy s Auto Sales Jodeco Auto Sales Joe and Son Auto Broker Joe Auto Concierge LLC Joe Hall Used Cars Inc. Joe Howell Motors John Bailey Autos Jordan Motors Inc. Jordan Truck Sales JW Auto Kam s Auto Sales Karking Auto Sales Karlee s Auto Inc. Karsmart Inc. KDM Auto Sales LLC Keder Auto Broker Keith Shelnut Auto Sales Kenny s Automotive Ken s Auto Sales Inc. Kight s Inc. Kings Auto Sales Kingsberg Auto Brokers KJ s Auto Sales Klassic Cars LLC Klassic Motors Inc. Knight s Auto Sales Inc. Koen Motors Kosova Auto Sales Kram Tire & Wheels Krandell Motors Kristal City Motors L & A Auto Sales L & J Auto Brokers L and H Family Auto Sales Lagrange Auto Sales Lagrange Motors Lagrange Truck & Auto Sales Lakeshore Auto Sales Landmark Auto, Inc. Lanier Auto Brokers Lauck Motor Auto Sales Inc. Ledford Motors LLC Leverett s Auto Sales Lewis Auto Sales Lewis Bus Sales Inc. Liberty Auction Inc. Liberty Auto Sales Linaeji Auto Broker LLC LMR Auto LMV Auto Lott Enterprises Lott s E-Z Own, Inc. M & A Motors M & J Auto, LLC M J Auto Broker Mack s Auto Sales & Leasing Macon Deals Macs Auto Brokers Mag International Inc. Maimoona Automotive LLC Make A Deal Autos Malvin s Used Auto Sales Manheim Inc. / Statesboro Manheim Inc. Atlanta Marie-Lito-Tavi, Inc. Marietta Truck Sales Maya Exports Inc. MBM Auto Sales Inc. MBS Motor Sales & Leasing Mcabby-US, LLC McCarty Auto Sales McCarty Used Cars McCorkle Sales McDonald Auto Sales & Leasing McGhee Auto Sales McKenzie Used Cars McKerson Auto Sales, LLC McRae Auto Mart, Inc. MDJ Auto Sales Mega Auto Finance Mega Cars LLC Mega Motors Mehndi Auto Group LLC Members Auto Choice LLC Merlin Auto Group Metro Auto Credit Metro Auto Mart Middle Ga Auto Investment Mike Hudson Motors Mike s Golf Carts Millers Used Cars Milton Auto Sales Inc. Milton Lee Motorsports Mint Car Sales, LLC MJ Motorsports Mk Cars Auto Brokers MLK Auto Sales MMB Auto MND Auto Brokers, LLC Monroe Auto Brokers Inc. Montgomery Motors Inc. Montgomery Sales, LLC Moon Rogers Motor Company Moore s Enterprises Moore s Enterprises More Cars To Go Morgan s Used Cars Morris Auto Sales, Inc. Motormax Automotive, Inc. Motorvation, LLC Mountain Country Auto Sales LLC Mr Credit Auto, Inc. Mundy s Collison Center Narcarato Truck Center National Title Pawn Nationwide Auto Sales NCR Auto Brokers Nerko Auto Brokers, Inc. New Horizons Outdoors Newington Auto Sales GIADA Independent Auto Dealer Mar/Apr

48 NEW & RENEWED MEMBERS JANUARY / FEBRUARY 2014 Newman s Used Motors & Transmissions, Inc. Nexus Auto Brokers, LLC Nip Green Motors, Inc. Noh Auto Imports Norcross Motorsports, LLC North Atlanta Auto Gallery North Atlanta Auto Superstore North Atlanta Motors North Auto Sales North Fulton Motors, Inc. Numero 1 Used Car, LLC Oak City Auto Sales Off Road Automoto of America Ok Carz Olympic Auto Sales Olympus Auto Broker On The Road Again, Inc. One Source Remarketing Services, LLC Online Auto Brokers Overflow Motors Owens Auto Sales Inc. P & R Auto Sales P C & Co Auto Sales Inc. Pace Cars Inc. Paniagua Auto Sales Paradise Auto Sales Patel Imports Patriot Motors Paul s So Easy Auto Sales Payless Luxury Cars Peach State Ambulance, Inc. Peach State Auto Auction Peach State Federal Credit Union Peach State Wrecker SLS & Truck Equipment Peachstate Paint & Collison Peachtree Auto Sales Peachtree Classic Cars, Inc. Peachtree Motorsports Sales & Leasing Performance Auto Sales Perimeter Auto Sales Pierce County Auto Poole s Auctioneering Used Car Sales Pops Auto Sales Posada s Trucks, Inc. Premier Auto Sales of Valdosta Premier Auto Trader Prestige Auto Exchange Prestige Auto Sales Prestige Motors Preston Diversified Automotive Prima Auto Finance Primo Auto Sales, Inc. Primo Power Sports Pro Auto Group, Inc. Pruitt s Truck Sales Purser Truck Sales Quality Auto & Equipment, Inc. Quality Auto Brokers Quality Connection Used Auto R & D Auto Truck Salvage, Inc. R & R Auto Broker R & R Latinas Auto Sales R.B. Kings Bay Auto Sales, Inc. Randle Smith Auto Sales Randy s Autos Ray Norton Tire & Auto Center Reedy Branch Equipment Co. Reeves Insurance Agency Rent A Wreck of Marietta Rental Karz LLC Rent-a-Wreck Priceless Rent a Car Rhode Auto Sales Richway Auto Sales Right Car Auto Sales & Associates Inc. Ritchie Bros Auctioneers Road Auto Finance Road King Automotive Group LLC Robins Import Inc. Rocco s Auto Mart Inc. Roeland Motors Rolling Motor Auto Sales Rollins Automotive Rome Motor Sales Rome Truck Sales Ron s Auto Sales Rory T. Osborne Ross Automotive Inc. Roswell Auto Brokers Royal Import Cars RPM Motorsports of Atlanta Russell s Military Rustom Custom RWT Auto Sales Inc. S & S Motors SAK Motorsports, Inc. Salex Auto Sales Salton Motor Cars Salvage Jeep Sales & Service Sam & Sam Auto LLC Satpro Company Savannah Auto Brokers Savannah International Motors Screven Auto Sales, Inc. Selective Imports Selectrucks Of Atlanta Sell Em All Motors Inc. Sellars Motors Inc. Sharick Inc. Shekinah Global Auto Sherold Salmon Motor Co., Inc. Sign & Drive Auto Sales Sign Here Pay Here Signal Point Systems Sinclair Luxury Auto Sales Slaton s Used Cars Smart Cars, Etc. Snappy Auto Sales Lagrange Southern Motor Vehicle South Central Truck Sales Of Douglas South Country Capital Management LLC South Wind Auto Southern Auto Brokers Southern Auto Exchange Southern Auto Source, LLC Southern Luxury Cars Southern Pointe Automotive Southern Star Automotive Southside Sales Speed Auto Sales Speedee Cash of Georgia Spires Auto Sales of Milledgeville Spivey Auto Sales, LLC Staley Auto Parts & Sales Stan s Auto & Truck Sales Stapleton Motor Cars Stephens Automotive Group Stephens Truck Center Inc. Sullivan Autos Of Atlanta Sunburst Motors Suncoast Auto Brokers Sunset Auto Sales & Classics Super Deals RV Inc. Super Lawn Trucks Superior Auto Sales, LLC Superior Motors LLC Superior Motorsports, LLC Supra Preowned.com Suwanee Auto Brokers SW Auto Broker Swann s Rental & Sales Sycamore Sales and Salvage LLC T & C Motors, Inc. Tap s Auto Sales, Inc. TBAR Enterprises, Inc. TDJ Auto Sales Team Auto Sales LLC Terran Mitchell Terri D. Woodward Terry Auto World Terry s Auto Sales Texano Auto Sales LLC The Car Store The Luxury Autohaus The Pre-owned Store The Preowned Truck Store, LLC The Prestwick Sales And Leasing Group, LLC The Surety Group The Truck & Trailer Connection Inc. The Viaduct Group Inc. Thigpen Auto Sales Inc. Thompson Auto Sales Thompson Financial Services Tigton Motor Company Tim Blanton Auto Sales Tiny City Autoplex, LLC T-O-G Auto Sales Tom Sawyer Motorsports Tom s Body Shop & Used Cars Top Gear Autobrokers, LLC Townsend Used Cars LLC Trader Bob Cars & Trucks Inc. Trax Trux Inc. Tri-crown Auto Triple A Auto Broker Truman Autos Inc. Tucker Auto Sales Tucker Automotive Turbo Truck & Auto Sales Twin City Motors, Inc. Ultimate Auto Sales Uncle Bud s Auto Brokers, LLC Union Credit Finance Unique Int l Auto LLC United Auto Brokers United Car Sales United Global Imports Universal Quality Motors US Automart Atlanta, Inc. US Motorsports, LLC USA Auto Sales & Rental Used Car Factory V And V Auto Center V M Foreign Car Sales & Service Varner Automotive Group Vehicle Sales & Leasing Vic s Auto Victory Lane Auto Victory Lap LLC Vinings Automotive Group Vintage Motor Cars Vondace Imports W J L Motors Wallace Motor Company, Inc. Warren s Auto Sales, Inc. Waters Van & Car Rentals Watkins Auto Sales Waycross Auto Sales Wayne s Karmart Wayne s Used Cars Webster Motor Co, Inc. Weeks Farm Machinery Wheelers Dealers Auto Sales White Hat Auto Inc. Whites Used Cars Whitley s Garage & Auto Sales Wiley Auto Solutions LLC Wilkinson Used Cars LLC William D. Auto Sales Willie s Classic Used Cars Williams Used Cars Willy Herold Automotive World Auto Credit World Auto Credit World Class Auto Mart World Class Auto Sales Worldwide Auto Sales X Port International Xtreme Automotive Group, Inc. Young Forever Autos Z Preowned Auto Sales Zoro Used Auto Sales 46 GIADA Independent Auto Dealer Mar/Apr 2014

49 GIADA Independent Auto Dealer Mar/Apr

50 AUCTION DIRECTORY MONDAY Copart Auto Auction 6089 Hwy 20 Loganville, GA :00 pm Dealer & Public Sale copart.com Insurance Auto Auction - Macon 2200 Trade Dr. Macon, GA :30 am One Monday per Month iaai.com Insurance Auto Auction - Tifton 368 Oak Ridge Church Road Tifton, GA :30 am Biweekly iaai.com Manheim Georgia 7205 Campbellton Rd Atlanta, GA / 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 :00 pm Dealer & Public Sale auctionbroadcasting.com America s Auto Auction Greenville 2415 Hwy 101 S Greer, SC rd Tuesday of Every Month 2:00 pm Marine Sale americasautoauction.com America s Auto Auction Jacksonville New Kings Rd Jacksonville, FL :00 pm INOP Sale 6:30 pm Dealer Only Sale americasautoauction.com 48 GIADA Independent Auto Dealer Mar/Apr 2014 Athens Auto Auction 5050 Atlanta Hwy Bogart, GA :30 pm Dealer & Public Sale athensautoauctionga.com Chattanooga Auto Auction 2120 Stein Dr. Chattanooga, TN :00 am Dealer Sale chattaa.com Columbus Auto Auction 2473 Blanchard Blvd Columbus, GA :45 pm Dealer Sale Columbusgeorgiaautoauction.com Hwy 515 Auto Auction 107 Whitepath Rd Ellijay, GA :00 pm Dealer & Public Sale hwy515autoauction.com Insurance Auto Auction - Atlanta North 6242 Blackacre Trail NW Acworth, GA :00 am iaai.com Manheim Georgia 7205 Campbellton Rd Atlanta, GA / :00 am Dealer Sale 1st, 3rd, & 5th Tuesday 8:30 am Disable Sale manheim.com Manheim Statesville 145 Auction Lane Statesville, NC :30 am TRA Sale 9:30 am manheim.com Rawls Auto Auction 2818 Pond Branch Rd Leesville, SC :00 am Dealer Sale GSA Sale Public & Dealers Call for Details 8:30 am Salvage Sale rawlsautoauction.com WEDNESDAY 411 Auto Auction 3824 Hwy 411 Kingston, GA :00 pm 411autoauction.com Adesa Atlanta 5055 Oakley Industrial Blvd Fairburn, GA :00 am Dealer Sale adesa.com America s Auto Auction - Greenville 2415 Hwy 101 Greer, SC rd Wed RV Sale 9:00am americasautoauction.com Augusta Auto Auction 1200 E. Buena Vista Ave N. Augusta, SC :00 am Dealer Sale 9:30 am Last Wed of Month INOP augustaautoauction.com Carolina Auto Auction 140 Webb Rd Williamston, SC :00 am Dealer Sale 1st & 3rd Wednesday 9:00 am Salvage Sale carolinaautoauction.com Dealers Choice Auto Auction Griffin 2425 North Expressway Griffin, GA :00 pm Dealer Sale dealerschoiceaa.com Georgia-Carolina Auto Auction 884 East Ridgeway Rd Commerce, GA :00 pm Dealer & Public Sale gcautoauction.com Houston Auto Auction 4599 Pio Nono Ave Macon, GA :00 am & 7:30 pm Dealer & Public Sale Insurance Auto Auction Atlanta South 1930 Rex Rd Lake City, GA :00 am Rental & Fleet Sale iaai.com Manheim Atlanta 4900 Buffington Rd College Park, GA / Exotic Highline Event 4th Wednesday at 9:30 am manheim.com New Calhoun Auto Auction 2236 Rome Rd SW Calhoun, GA :00 pm Dealer & Public Sale newcalhounautoauction.com Southeastern Auto Auction of Savannah 1712 Dean Forest Rd Savannah, GA In-Op 10:00 am, Repos 10:30 am 11:00 am Regular Sale southeasternaa.com Truckcenter.com 1952 Moreland Ave Atlanta, GA Visit Website for Dates/Times truckcenter.com THURSDAY Albany Auto Auction 1421 Liberty Expressway SE Albany, GA :30 pm Dealer Sale albanyautoauction.net Dealers Choice Auto Auction - Marietta 810 Cobb Pkwy S Marietta, GA :00 pm Dealer Sale dealerschoiceaa.com Insurance Auto Auction Atlanta East 1045 Atlanta Hwy SE Winder, GA :00 am Motorcycle sale 1st Mon. 9 am iaai.com

51 Manheim Atlanta 4900 Buffington Rd College Park, GA / :30 am Dealer Sale Every Other Thursday 9:30 am Salvage Sale manheim.com Manheim Darlington 1111 Harry Byrd Hwy Darlington, SC :30 am Dealers Only 12 Lanes veh-whly manheim.com Oakwood s Arrow Auto Auction 4712 Flat Creek Rd Oakwood, GA :00 pm Dealer & Public Sale oakwoodsarrowautoauction.com Perry s Auto Auction 628 South Main St Swainsboro, GA :00 am perrysautoauction.com Rebel Auction Company 1175 Bell Telephone Rd Hazelhurst, GA / nd Thursday of Each Month 9:00 am Dealer & Public Sale rebelauction.net South Georgia Auto Auction 1407 Silica Rd Albany, GA :00 am Dealer Sale southgeorgiaautoauction.com Southeastern Auto Auction of Savannah 1712 Dean Forest Rd Savannah, GA :00 pm Public Sale southeasternaa.com FRIDAY America s Auto Auction - Atlanta 444 Joe Frank Harris Pkwy Cartersville, GA :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 / :00 am Car Sale americasautoauction.com Charleston Auto Auction 651 Precast Lane Moncks Corner, SC :00 am Dealer Sale charlestonautoauction.com Copart Auto Auction 2568 Old Alabama Rd Austell, GA :00 pm Dealer & Public Sale copart.com Georgia-Carolina Auto Auction 884 East Ridgeway Rd Commerce, GA :30 pm Dealer & Public Sale gcautoauction.com Insurance Auto Auction 125 Old Hwy 138 Loganville, GA :00 am iaai.com Insurance Auto Auction Savannah (Rincon) 348 Commerce Drive Savannah, GA :30 A.M. Every Other Friday iaai.com Tallahassee Auto Auction 5249 Capital Circle SW Tallahassee, FL :00 am Dealer Sale bscamerica.com SATURDAY Houston Auto Auction 4599 Pionono Ave Macon, GA :30 pm Dealer & Public Copart Auto Auction 2568 Old Alabama Rd Austell, GA :00 pm Dealer & Public Sale copart.com Georgia-Carolina Auto Auction 884 East Ridgeway Rd Commerce, GA :30 pm Dealer & Public Sale gcautoauction.com Insurance Auto Auction 125 Old Hwy 138 Loganville, GA :00 am iaai.com Insurance Auto Auction Savannah (Rincon) 348 Commerce Drive Savannah, GA :30 am Every Other Friday iaai.com Tallahassee Auto Auction 5249 Capital Circle SW Tallahassee, FL :00 am Dealer Sale bscamerica.com OTHER AUCTIONS ACACIA Augusta Auto Auction 1200 East Buena Vista Ave North Augusta, SC Last Day of the Month 9:30 am INOP Salvage Sale augustaautoauction.com CarMax Auctions Dealers Only Auctions For Locations, Dates & Times carmaxauctions.com Hudson & Marshall, Inc Auction/Liquidators [email protected] JJ Kane Auctioneers, Inc See web for sale dates jjkane.com Online Public Auction.com Hwy 85 STE C-2 Riverdale, GA onlinepublicauction.com Ritchie Bros Auctioneers 4170 Hwy 54 Newnan, GA Industrial Equipment Auction rbauction.com V.I.P. Auctions Metro Atlanta New Car Trades 6:00 pm Dealer & Public Sale Check Website for Dates, Times & Mobile Locations myvipauctions.com A POWERFUL ARRAY OF NEW ADVERTISING OPPORTUNITIES Visit GIADA Independent Auto Dealer Mar/Apr

52 FEATURE GIADA MEMBER The Midas touch: Wayne Reaves develops several successful businesses Self-described dreamer finds success in Macon with several businesses By Linda S. Morris As originally published on Macon.com Every now and then dreams come true. Macon businessman Wayne Reaves grew up with nothing, but he made sure he wouldn t be poor forever. We were extremely poor, said the 72-year-old Reaves, who was a child of a single mother who worked in a textile plant. We never had an automobile. We never had a TV set. We never had indoor plumbing. We lived in a rental house.... I was a dreamer. I dreamed one day of owning a car because we walked everywhere we went. Reaves not only got a car, but at one point in his life, he had a whole lot full of them. Reaves founded Wayne s Auto Sales in 1973 and over the years opened related businesses before launching Wayne Reaves Software Inc., an interstate computer software business that leases and services software to other car dealers. The business also offers classes for used car startups, and designs and manages websites for car dealers. While two of Reaves sons now handle much of the day-to-day operation, Reaves still comes up with ideas to enhance the operation. In his younger life when he didn t have anything, he wanted other things in his Wayne Reaves, owner of Wayne Reaves Software in Macon, holds the head of the chicken costume he used in his used car sales advertising campaign. Photo by Woody Marshall [email protected] life, that gave him the desire to try so hard, said Norwood Wilder, former supervisor of vocational agriculture at Central High School. He wanted a better life for his family, and that s what he s done...he s a very outgoing guy, and he has a lot of leadership abilities, Wilder added. If there is something he wants he goes after it...he (also) has a heart for people who are down. Reaves began working at early age Reaves grew up in a rural community called Cove in Meriwether County. He said a lot of people helped him along the way, notably the principal of his school, who knew Reaves family was struggling. The principal offered Reaves a job when he was 13 delivering what is now the Atlanta Journal-Constitution for 50 cents a week. 50 GIADA Independent Auto Dealer Mar/Apr 2014

53 FEATURE GIADA MEMBER Reaves told the principal he didn t know how to drive and didn t have a vehicle. The principal gave Reaves the keys to the school truck and taught him how to drive. When Reaves was 17, the principal co-signed a loan for his first car, a 1937 Chevrolet, which cost him $100. By then his mother was disabled, and Reaves was working nights at a textile plant making 75 cents an hour while still going to school. Before graduating, he landed a job at a casket-making company. Then in 1960, he took a job selling Collier encyclopedias. He would convince a couple who lived in an apartment complex to invite other couples over, and he would give a sales presentation to the whole group at one time instead of going door to door. The company paid you $60 when you sold a set, and it thrilled me, Reaves said. I was making $600 to $700 a week. He saved his money and bought a 1959 red MG convertible, paying cash. After selling encyclopedias for about a year, he went to work for the former Beneficial Finance Corp. in Columbus, at first collecting past due accounts and later making loans. He was transferred to Macon as the assistant manager of a branch in early 1962 and became manager in It was a move that ultimately would change his life. Finance work leads to used car business Even though Reaves was scared to death to leave a good paying job to open a car lot, he took that chance in 1973 when he opened Wayne s Auto Sales on Broadway at Guy Paine Road. After three years, he moved the business to Pio Nono Avenue across from Westgate Mall when that area was really thriving. Reaves decided to go after the 40 percent of people who couldn t traditionally get credit to buy a car and make them his customers. I felt like, from my childhood having been given a chance, some people just need a hand, he said. He would tell customers he didn t want to know about their credit or if they had filed for bankruptcy. For years he didn t charge any interest. Our slogan back then was We don t charge finance charges because we don t know how to figure it, he said. Although his business was going quite well, a chicken costume caused it to soar. He made TV commercials jumping around in the chicken suit outside his business, which turned out to be marketing gold. His business cards featured a picture of the chicken, which he signed the real Wayne and handed them out. From then on, Reaves seemingly could spot a business opportunity and make it happen. While in Atlanta he heard about a rent-to-own business offering TVs and VCRs. I realized that the people I did business with probably didn t have a color TV set or VCR, and they didn t have a washer and dryer, he said. So I opened the first rent-to-own business in Macon for appliances. Wayne s Rent to Own was in the same building as his used car office. Although extremely successful, he sold it to a national company after about five years. Then he decided he wanted to loan money to people using their cars as collateral. He contacted Frank Horne, then a state representative, to get the law changed so certificates of title could be pawned. I wanted to give people an opportunity to borrow money where they wouldn t have to leave their TV at a pawn shop, he said. Reaves and Horne have remained friends. He is a driven man, said Horne, now an attorney. He s self-motivated, and he easily motivates others around him...he is one of the most impressive men I have met in my lifetime because I have seen where he was from and where he is now. Computers, software becomes part of business By the late 1970s, Reaves was charging interest on the cars he sold, and he got an Atlanta company to develop a computer program to help the company stay in compliance with numerous state and federal rules and regulations. The first program we did very little, but it was a start, he said. We developed that to run our car lot and to print our forms, and then we developed it for the pawn shop and for the rent-to-own business. In 1979, then Gov. George Busbee appointed Reaves to the Georgia State Board of Registration of Used Motor Vehicle Dealers. Reaves realized the state was fining car dealers for doing things wrong, but no one was teaching them how to do it right. He helped get a law passed that required dealers to get pre-licensing education and continuing education classes to stay in compliance. Busbee asked him to teach the classes. In 1988, his son Jason suggested he develop classes teaching other people how to open used car dealerships. For the first class, we hoped 20 to 25 people would show up, the elder Reaves said. We had 460 people show up at $300 each. He had taken his computer from the office and given everyone copies of the forms he had developed for his business as part of the class. During the lunch break, people were asking the costs of the computer and the program. Even though he hadn t planned to sell the program, he said it would cost $1,995 and that the computers came from Radio Shack. He ended up taking orders for the forms, too. Continued on page 52 GIADA Independent Auto Dealer Mar/Apr

54 FEATURE GIADA MEMBER Continued from page 51 The business grew outside Georgia so he bought an airplane and began selling computers, software and forms throughout Georgia, the Carolinas, Florida and Alabama. He also was teaching state-required classes as well as seminars about how to open used car dealerships. About 10 years ago, the business stopped selling software and started leasing it. Horne said he s not surprised by Reaves success. Wayne Reaves is truly the definition of a self-made man, Horne said. He sees an opportunity and he moves, and moves quickly. He doesn t let grass grow under his feet. Electronic business takes off Beginning in the 1990s, Reaves sold the rent-to-own, title pawn and auto businesses all within a decade. For a few years, he and his sons ran Wayne Reaves Software out of a renovated barn at his farm. Then the business moved to its current location nearly 10 years ago. The company has about 25 employees and other contract workers, such as programmers, in other states. The business now has two airplanes used mostly for training classes. His pilot, who has been with the company 18 years, also is a trainer. The company leases and services software for title pawn businesses and developed the software for issuing temporary tags for car dealerships in Florida and Georgia. It also developed the software to transfer titles electronically. We are the middle guy between the car dealer and the state, Reaves said. Now we do electronic titles for Florida and Georgia...we build car dealership websites and do Internet marketing for them...we have graphic artists that design it the way the car dealer wants it and we host them on our servers. Recently Reaves realized the websites were not made to fit the smaller screens on smart phones. So he tasked an employee to fix the company-managed websites to recognize when someone clicked on the site with a smart phone to automatically resize the image to fit. That s one of the largest things we ve done, he said. He s had offers for the software business, but Reaves isn t interested in selling. I want it for my grandchildren. Reaves came up with a lot of the ideas for many of his ventures but admits he s not the person who actually makes them work. You always hire people smarter than you are, and you learn from them, he said. All these people who work for me have degrees...you dream of things..i dream about business and how to make money. Everybody in life is not as fortunate. You ve got to be humble. 52 GIADA Independent Auto Dealer Mar/Apr 2014

55 the raising 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 Accounting Services, Tax Preparation, Litigation Support galanticpa.com Robert L. Burt, CPA Accounting Tax Refund Svcs Tax Max Tax Preparations & Electronic Tax Filer for the Retail Industry taxrefundservices.com TJS & Company, LLC Cristi Jones Accounting Services [email protected] US Trust Tax Advisory ustrust.com ADVERTISING American Hole N One Advertising, Promotional & Marketing ahno.net AutoTrader.com Automotive Classifieds autotrader.com Best Response Media LLC Automotive Classifieds Publication autofocusatlanta.com Cars.com Automotive Classifieds cars.com Dealer Speed Leads Full Service Classified Posting with Lead Generator dealerspeedleads.com DealerRater Car Dealer Review Website dealerrater.com EBay Motors ebay.com Usedcars.com By Dealix SEE OUR AD ON PAGE Advertising and Online Marketing usedcars.com AUCTIONS 411 Auto Auction Wednesday 12:00 pm 411autoauction.com Adesa Atlanta SEE OUR AD ON PAGE Wednesday 10:00 am adesa.com Albany Auto Auction Thursday 6:30 pm albanyautoauction.net America s Auto Auction - Atlanta Tues. 6:00 pm Dealer/ Public Sale Friday 11:00 am Dealers Only auctionbroadcasting.com America s Auto Auction Greenville / 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 Tuesday 6:00 pm INOP Sale & 6:30 pm Dealer Only Sale americasautoauction.com Athens Auto Auction Tues. 6:30 pm Dealer/ Public Sale athensautoauctionga.com Augusta Auto Auction Wed. 10:00 am Dealer Sale Last Wednesday of Month 9:30 am INOP Sale augustaautoauction.com CarMax Auctions Dealers Only Auctions; Visit carmaxauctions.com for Locations, Dates and Times Carolina Auto Auction Wednesday 10:00 am Salvage Sale every other Wednesday 9:00 am carolinaautoauction.com Charleston Auto Auction SEE OUR AD ON PAGE Friday 10:00 am Dealer Sale charlestonautoauction.com Chattanooga Auto Auction Tuesday 9:00 am chattaa.com Columbus Auto Auction Tuesday 5:45 pm Dealer Sale columbusgeorgiaautoauction.com Copart Auto Auction Austell Fri. 12:00 pm Dealer/ Public Sale copart.com Copart Auto Auction Loganville Mon. 12:00 pm Dealer/ Public Sale copart.com Dealers Choice Auto Auction - Griffin Wednesday 3:00 pm Dealer Sale dealerschoiceaa.com Dealers Choice Auto Auction Marietta Thursday 4:00 pm Dealer Sale dealerschoiceaa.com Georgia-Carolina Auto Auction Wed. 6:30 pm Dealer/ Public Sale Fri. 6:30 pm Dealer/ Public Sale gcautoauction.com GIADA Independent Auto Dealer Mar/Apr

56 54 GIADA Independent Auto Dealer Mar/Apr 2014

57 serviceproviderdirectory Houston Auto Auction Wednesday 11:00 am & 7:30 pm Sat. 7:30 pm Dealer & Public Sale Hudson & Marshall, Inc Auction/Liquidator Hwy 515 Auto Auction Tues 6:00 pm Dealer & Public Sale hwy515autoauction.com Manheim Atlanta SEE OUR AD ON THE INSIDE BACK COVER Every Thursday 9:30 am Highline Sale 4th Wed. 9:30 am Every Tuesday 12:30 pm manheim.com Manheim Darlington Thursday 9:30 am manheim.com Manheim Georgia st, 3rd, & 5th Monday 10:00 am Tuesday 9:00 am Dealer Every Other Tuesday 8:30 am Disable Sale manheim.com Manheim Statesville Tuesday 9:30 am Tuesday TRA Sale 8:30 am manheim.com New Calhoun Auto Auction Wednesday 7:00 pm newcalhounautoauction.com Oakwood s Arrow Auto Auction SEE OUR AD ON PAGE Thursday 6:00 pm oakwoodsarrowautoauction.com Insurance Auto Auctions Atlanta South SEE OUR AD ON THIS PAGE st Wednesday 9:00 am Specialty Sales (RV, ox Truck, Trailers) Dealer & Fleet Sale iaai.com Insurance Auto Auction Atlanta/Loganville Fridays 9:00 am iaai.com Insurance Auto Auction Atlanta East Winder Thursdays 9 am Motorcycle Sales 1st Mon. 9 am iaai.com Insurance Auto Auction Atlanta North - Acworth Tuesdays 9 am iaai.com Insurance Auto Auction Macon One Monday per Month at 9:30 am iaai.com Insurance Auto Auction Tifton Monday Bi-Weekly 9 am iaai.com Insurance Auto Auction Savannah RInc.on Every other Friday 9:30 am iaai.com JJ Kane Auctioneers, Inc Call for Sale Times jjkane.com We Sell Fleets of Vehicles With more than 30 years of experience, IAA s targeted marketing attracts buyers in more than 110 countries and promotes healthy competition through our live and live-online auction. Sell more vehicles, including those that have clear titles, are repossessed, have high mileage or are damaged. At IAA, we showcase every vehicle. Our analysis. Insight for your industry. Subscribe to our Remarketing Quarterly Reports at IAA-Auctions.com 2013 Insurance Auto Auctions, Inc. All rights reserved. IAA is a registered trademark of Insurance Auto Auctions, Inc. IAA-Auctions.com _May2013_GIADA_Ad_ _FINAL.indd 1 GIADA Independent Auto Dealer Mar/Apr /10/13 1:13 PM

58 Best Selling. Best Performing. BEST OPTION! The Talon by GoldStar GPS. Still the best-selling and best-performing GPS tracking device around. Let s get to the truth about The Talon GPS Tracking Device from GoldStar GPS. It s still by far the best-performing and best-selling device in our market. But don t take our word for it. Just take a look at the numbers. DEALER S CHOICE The Facts Don t Lie: 10th generation patented technology innovation Over 800,000 units sold in less than 1 year more than any other device in our market Next to non-existent failure rate of just 0.4% High quality, rugged, automotive-grade engineering and design Water-resistant, integrated sealed cable for enhanced durability Resettable fuse located in-device for greater protection Meets & exceeds all required carrier certifications for receiving and transmitting cellular data No wonder Talon is the dealers first choice for GPS tracking hardware. But we re not stopping there. Stay tuned for the next-generation Talon CDMA device with even faster speeds and bigger bandwidth. PUT TALON TO THE TEST. Call today and test The Talon performance for yourself l GoldStarGPS.com/GIADA-Talon-Test 56 GIADA Independent Auto Dealer Mar/Apr Spireon, Inc. All Rights Reserved.

59 serviceproviderdirectory Online Public Auction.com Hwy 85 STE C-2 Riverdale, GA onlinepublicauction.com Perry s Auto Auction Thurs 11:00 am perrysautoauction.com Rawls Auto Auction SEE OUR AD ON PAGE Tuesday 10:00 am rawlsautoauction.com Rebel Auction Company / Second Thursday of Month 9am rebelauction.net Ritchie Brothers Auctioneers Industrial Equipment Auction rbauction.com SmartAuction Online Auto Auction / Mobile App smartauction.biz South Georgia Auto Auction Thursday 11:00 am southgeorgiaautoauction.com Southeastern Auto Auction of Savannah Wednesday In Ops 10:00 am Repos 10:30 am & 11:00 am southeasternaa.com Tallahassee Auto Auction Friday 10:00 am Dealer Sale bscamerica.com Truckcenter.com See Website For Dates & Times truckcenter.com V.I.P. Auctions myvipauctions.com Metro Atlanta New Car Trades BANKING Hamilton State Bank SEE OUR AD ON PAGE Lines of Credit hamiltonstatebank.com Independent Bank i-bankonline.com Peach State Federal Credit Union - Lawrenceville peachstatefcu.org US Trust Private Banking ustrust.com CAR BUYING SERVICE Autonation Direct autonation.com DealerMatch Network to provide dealer to dealer buying & selling dealermatch.com TraderLive! Sreamlining Wholesale Transactions; Publish Inventory; Mobile App traderlive.com CERTIFIED PRE-OWNED (CPO PROGRAM) Centurion Providing Solutions to dealers needs for over 30 years [email protected] CHARITABLE ORGANIZATIONS Tommy Nobis Center Fund Vehicle Donation Program Supporting Job Training tommynobiscenter.com COMPLIANCE SOLUTIONS RouteOne, LLC Compliance and Red Flag Tools routeone.com COMPUTERS / NETWORKING Fusion Network Solutions - Atlanta IT Services & Support for Small to Medium Sized Businesses fusionnetworking.net Proficient Solutions, Inc IT Support for any size Network, Upgrade, Virus Removal, & Troubleshooting proficient-solutions.com CREDIT CARD PROCESSING SERVICE Flat Rate Processing Glenridge Drive Ste-226 Atlanta, GA flatrateprocessing.com Suntrust/ First Data Merchant Services firstdata.com CREDIT REPORTS 700 Credit Credit Reporting and Compliance Solutions 700credit.com Crednology, Inc Credit Reporting and Management crednology.com Equifax Credit Reports equifax.xom Microbilt Corp Credit Reports microbilt.com RouteOne, LLC Web-Based Credit Applications routeone.com DEALER CONSULTING Centurion Providing Solutions to dealers needs for over 30 years [email protected] Global Training Solutions, Inc We know the secrets of a successful business globaltrainingsolutionsinc..com Leedom & Associates, LLC Dealer Consulting twentygroups.com DEALER INVENTORY MANAGMENT Auction123.com SEE OUR AD ON PAGE Online Inventory Management & Data Distribution auction123.com DEALER MGMT SYSTEMS ABCoA/ Deal Pack Sales, Finance, Acct, S&P and Leasing Software dealpack.com Autoraptor CRM Web-based Lead Management with Inventory and Sales Integration Mobile Versions autoraptor.com Autostar Solutions, Inc. SEE OUR AD ON PAGE Dealer Management Systems, Software, Svc., & Repair autostarsolutions.com Car Dealer Software by Wayne Reaves SEE OUR AD ON THE INSIDE FRONT COVER Computer Software waynereaves.com Comsoft Monymaker Software Emphasizes Compliance, Reporting, Profitability, etc. comsoft.com GIADA Independent Auto Dealer Mar/Apr

60 58 GIADA Independent Auto Dealer Mar/Apr 2014

61 serviceproviderdirectory Dealer Lead Track Lead Management Systems dealerleadtrack.com Dealer Platform.COM Dealer Websites: 3 Steps, 5 Minutes dealerplatform.com Frazer Computing SEE OUR AD ON THE BACK COVER Computer Software frazer.biz Leedom & Associates, LLC Dealer 20 Groups twentygroups.com Nowcom Corp/ DealerCenter Dealer Mgmt Software Solutions dealercenter.net Rent to Own Software by Wayne Reaves SEE OUR AD ON THE INSIDE FRONT COVER Dealer Management Systems and Dealer Website Provider waynereaves.com RouteOne, LLC Dealer Management Systems routeone.com Systems 2000, Inc Sales Prospecting, F& I, Payroll, Credit, Parts, & Website Provider sys2.com TitleTec SEE OUR AD ON PAGE Business, Title & Registration Software titletec.com Wayne Reaves Computer Systems SEE OUR AD ON THE INSIDE FRONT COVER Dealer Management Systems and Dealer Website Provider waynereaves.com DEALER TRAINING BL & A Sales, F & I, Service, and Management Training bobbylarimoreandassociates.com Global Training Solutions, Inc We know the secrets of a successful business globaltrainingsolutionsinc..com Leedom & Associates, LLC DealerConsulting & Training twentygroups.com NABD BHPH Academy Collection Academy bhphinfo.com DEALER WEBSITE PROVIDER Nowcom Corp/ DealerCenter Dealer Mgmt Software Solutions dealercenter.net Professional Mojo professionalmojo.com Wayne Reaves Computer Systems SEE OUR AD ON THE INSIDE FRONT COVER Dealer Management Systems and Dealer Website Provider waynereaves.com GIADA Independent Auto Dealer Mar/Apr

62 serviceproviderdirectory EMISSIONS Georgia s Clean Air Force cleanairforce.com FINANCE COMPANIES AC AUTOPAY Bulk Note Purchase/Payment Stream Loans/POS Financing autopay.com/dealer-about-us.html Ace Motor Acceptance Corp Ext 7509 BHPH Lending / Funding for Contracts acemotoracceptance.com ADS of Georgia Tom Sanvido Financing [email protected] All-American Capital Group, LLC Financing Buy-Here Dealers allamericancap.com Allcredit Acceptance Financing needs for Independent Used Auto Dealers & Customers allcreditacceptance.com Alliance Finance Inc Personal & Automobile Loans From $50 to $10,000 Auto Credit of Atlanta Secondary Finance scottmcraegroup.com Auto Credit of Macon Secondary Finance scottmcraegroup.com Auto Funding Group Point of Sale and Sub-prime Financing autofundinggroup.com Auto Use SEE OUR AD ON PAGE Subprime Retail Financing autouseautoloan.com Automobile Acceptance Corporation Financing needs for your customers autoacceptance.com Automotive Credit Corporation Subprime Lender automotivecredit.com Automotive Dealers Finance, Inc dealersfinance.com Automotive Finance Corporation afcdealer.com Automotive Finance Corporation afcdealer.com Barnett Finance Company Providing Sub-prime Financing with Quick Callbacks, Fast Funding, and Flexible Terms barnettfinance.com Brand Automotive Financial Services Indirect Auto Financing thebrandbank.com Car Financial Services Account Purchasing carfinancial.com Centurion Financial Services Agency [email protected] Coastal Credit, LLC Secondary Financing/ Account Purchasing coastalcreditllc.com Credit Acceptance Quick Subprime Financing creditacceptance.com Dealer Funding, LLC SEE OUR AD ON PAGE Secondary Financing dealerfundingllc.com Dealership Capital Partners Inc Financing for Buy-Here-Pay-Here Dealers dcp3535.com Ellyson Financial Inc Specialize in Sub-Prime Financing ellysonfinancial.com Federal Financial Services Financing ffsnc.com FI Solutions Group Finance & Insurance Products fisolutions.biz First Peachtree Finance Co Acct. Purchase Program Go Financial Subprime Financing gofinancial.com Independent Dealers Advantage Providing Sub-Prime Financing when others cannot International Credit, Inc Working with Car Dealers for their Customer s Financing Needs internationalcreditinc..com JBS Finance Inc Indirect Auto Loan Specialists jbsfinance.com National Auto Lenders Non-Prime Auto Financing to Help Dealer Partners nalenders.com Nationwide Acceptance Corp Secondary Finance nac-loans.com Onpoint Financial Corporation Sub-prime Auto Financing firstbhph.com Peach State Federal Credit Union Lawrenceville Auto Loans peachstatefcu.org Peoples Financial Corp Auto Loans, Direct or Indirect, Secondary peoplesfinancial.net Peoples Financial Corp Mableton Auto Loans, Direct or Indirect, Secondary peoplesfinancial.net Peoples Financial Corp Valdosta Auto Loans, Direct or Indirect, Secondary peoplesfinancial.net Perfect Financial Solutions [email protected] Peritus Portfolio Services Financial Services peritusservices.net RouteOne LLC Access to Finance Sources & Web-Based Credit Application routeone.com Small Dealers Assistance Acct Purchase Program sdainc..net Spartan Financial Partners BHPH Line of Credit Spartan-Partners.com Sterling Credit Corp. SEE OUR AD ON PAGE Buy Bulk Receivables sterlingcreditcorporation.com Style Financial Acceptance Acct. Purchase Program, Point of Sale, Bulk Summit Of Georgia Secondary Finance summitofgeorgia.com 60 GIADA Independent Auto Dealer Mar/Apr 2014

63 serviceproviderdirectory Tag Financial Services Inc Acct. Purchase; Sub-prime Auto Financing tagautoloan.com TJ Lending S 5th St St. Charles, MO tj-lending.com United Acceptance, Inc Acct. Purchase, Bulk Receivables unitedacceptance.com United Consumer Finance, Inc Non-recourse sub-prime [email protected] Vehicle Acceptance Corp Acct. Purchasing vacorp.com Wells Fargo Dealer Services Auto, Commercial & Real Estate Financing Floor Planning F & I Banking Services wellsfargodealerservices.com FINANCIAL PLANNING UBS Century Wealth Consulting Group Investments [email protected] US Trust Investments ustrust.com FLOOR PLAN COMPANIES Ace Motor Acceptance Corp Ext 7509 Funding for Contracts/ Floor Planning for Inventory acemotoracceptance.com Auto Use SEE OUR AD ON PAGE Floor Planning autouseautoloan.com Automotive Dealers Finance Inc BHPH Note Purchasing, Floor Planning dealersfinance.com Automotive Finance Corporation Floor Planning afcdealer.com Carbucks Floor Planning cbfloorplan.com Floor Plan Xpress Independent Floor Planning Fpxus.com Manheim Automotive Financial (MAFS) 877-USE-MAFS Floor Planning, UC Rental Financing usemafs.com Wells Fargo Dealer Services Auto, Commercial & Real Estate Floor Planning F & I Banking wellsfargodealerservices.com GPS TRACKING - PAYMENT PROTECTION DEVICES ARA GPS Systems SEE OUR AD ON PAGE aragps.com BL & A Tracking Solutions bobbylarimoreandassociates.com INILEX Inc GPS Systems inilex.com ITURAN USA Inc GPS Tracking goldstargps.com Passtime 877-PASSTIME Vehicle Tracking passtimeusa.com Spireon SEE OUR AD ON PAGE Vehicle Tracking goldstargps.com INSURANCE Absolute Surety, LLC Surety Bonds absolutesurety.com ADS of Georgia Tom Sanvido Insurance Services [email protected] GIADA Independent Auto Dealer Mar/Apr

64 serviceproviderdirectory American Risk Services Customized Collateral Insurance for BHPH Dealers & Finance Companies americanriskservices.com Bankers Fidelity Life & Supplemental Health Products bflic.com Christopher Eells Bonds, Gar Liabilities, Dlrs Open Lot, Wkrs Comp, Property myinsurancedealer.com Cornerstone Insurance Group Bonds, Gar. Liability, Dlrs Open Lot, Prop, Tow Trks, Business Auto dealergarageinsurance.com D. Ward Insurance Debbie Ward SInc.e 1988 All Types Business & Personal dwardinsurance.com Georgia Insurance Associates SEE OUR AD ON PAGE Bonds, Gar. Liability, Dlrs. Open Lot, Wkrs Comp, Prop, Life, Health, Retire, Home, Auto georgiains.com Hardegree Insurance Agency Garage Liability, Auto Inventory, and Bonds hardegreeinsurance.com Lincolnway Insurance Services Dealer Insurance Peach State Federal Credit Union Lawrenceville Auto, Home, Long-term Care, Accidental Death peachstatefcu.org Pearl Insurance Dealership Insurance PearlInsurance.com Reeves Insurance Agency SEE OUR AD ON PAGE Bonds, Gar. Liability, Dlrs Open Lot, Wkrs Comp, Property, Life, Health, Retirement, Tow Trks reeves-ins.com Ron E. Widener & Associates SEE OUR AD ON PAGE Bonds, Gar. Liability, DOL, WC, Prop & Rental Car Insurance ronwidener.com Summit Of Georgia Garage Liability, Auto Inventory, and Bonds summitofgeorgia.com Surety Bond Girls, LLC Surety Bonds, Title Bond Delivery In Atlanta Area suretybondgirls.com Williams and Stazzone Insurance Agency Inc x114 Liability, Dealers Ins, Rental, Workers Comp, Health, etc wsins.com Zurich Insurance Bonds, Rental, RV, Gar. Liability, Open Lot, Property zurichna.com INSURANCE MONITORING Verifacto Online Insurance Management, Tracking, Communication, and Verification System verifacto.com LEGAL Car Law Monthly Legal Update Newsletter counselorlibrary.com Casey Gilson, P.C. Jennifer W. Debaun caseygilson.com Franzen & Salzano, PC General Counsel franzen-salzano.com Jacobs Legal LLC Litigation and Bankruptcy mikejacobslegal.com Lefkoff, Rubin & Gleason, PC Creditors Rights, Bankruptcy, Foreclosures and Collections lrglaw.com Macey, Wilwnsky, Kessler & Hennings Peachtree Street NW Suite 2700 Atlanta, GA Maceywilensky.com Scott King/ Jacobs & King LLC Legal Counsel Sicay-Perrow & Knighten, PC Creditor s Rights, Bankruptcy, Foreclosures, Loan Closings, and Collections sicay-perrow.com ONLINE MARKETING AutoTrader.com Automotive Classifieds autotrader.com Cars.com Automotive Classifieds cars.com Carsforsale.com Online Advertising carsforsale.com Dealer Speed Leads Full Service Classified Posting with Lead Generator dealerspeedleads.com Nowcom Corp/ DealerCenter Dealer Mgmt Software Solutions dealercenter.net Usedcars.com by Dealix SEE OUR AD ON PAGE Advertising and Online Marketing usedcars.com PAINT & BODY Amerifleet Transportation Auto Detailing & Body Work on Vehicles In Route or in Temporary Storage amerifleet.com Courson s Paint & Body Shop Body Shop Hwy 78 Body Shop, Inc Body Shop Peachstate Paint & Collision Paint & Collision Specialist PARTS & SERVICE Amerifleet Transportation Repair & Maintenance on Vehicles In Route or Temp Storage amerifleet.com AutoTune Inc Automotive Repair [email protected] Kauffman Tire Tires, Wheels, & Vehicle Services kauffmantire.com PRINTING DSI Full Service Printing Company, Stationary, Brochures, Postcards, Direct Mail and Forms datasuppliesinc..com PROMOTIONAL & MARKETING Accessory Distributing Key Tags, Chemicals, Pin stripping, Magnets yeagersadc.com 62 GIADA Independent Auto Dealer Mar/Apr 2014

65 serviceproviderdirectory Simmons Nameplate Design SEE OUR AD ON PAGE Personalized Drive-Out Tags cartags4less.com Usedcarsupplies.com usedcarsupplies.com RECONDITIONING & ACCESSORIES Accessory Distributing Key Tags, Chemicals, Pin stripping, Magnets yeagersadc.com Advance Chemical Products Detail Supplies ARDEX of ATLANTA, Inc Detail Supplies and Chemicals ardexofatlanta.com RENTAL CAR COMPANIES Enterprise Leasing Co Southeast Vehicle Rentals enterprise.com Rent-A-Wreck/ Priceless Rent A Car Used Car Rental Company rentawreck.com RENTAL CAR BUSINESS Assoc Car Rental Sys (ACR) Rent-A-Car Training & Insurance ronwidener.com Independent Car Rental (ICR) Rental Software & Insurance independentcar.com REPOSSESSION & SKIP TRACING Hill & Associates Automobile Repossessions Sellars Recovery Specialists Inc Automobile Repossessions [email protected] Speedy Recovery Services, Inc Automobile Repossession Agency speedyrecoveryinc.com The American Recovery Association, Inc Repossessions, Collateral Transportation & Liquidation, Skip Tracing, Collections & More repo.org Titan Recovery and Collection Services LLC Skip Tracing & Asset Recovery titan-recovery.net SATELLITE RADIO Sirius XM siriusxm.com SECURITY Proficient Solutions, Inc High Resolution Security Cameras proficient-solutions.com SERVICE CONTRACT PROVIDERS, WARRANTY ADS of Georgia Tom Sanvido Extended Warranty [email protected] ASC Warranty, Inc Service Contracts ascwarranty.com AUL Corp Service Contracts aulcorp.com Centurion Financial Services Agency [email protected] Diamond Warranty Corp Extended Warranties diamondwarrantycorp.com GWC Warranty Service Contracts gwcwarranty.com Penn Warranty Corp Service Contract Provider pennwarrantycorp.com Preferred Warranties SEE OUR AD ON PAGE Warranties warrantys.com Wells Fargo Dealer Services Services, Warranty Solutions wellsfargodealerservices.com SOCIAL MEDIA &/or ONLINE REPUTATION MONITORING DealerRater Car Dealer Review Website dealerrater.com Professional Mojo Online marketing portfolio creation and management professionalmojo.com TELECOMMUNICATIONS & PHONE SYSTEMS Proficient Solutions, Inc Make sure your calls get answered proficient-solutions.com TITLE SERVICES Avanco Tag & Title Service Title and Registration Services avancotagtitle.com GA Title Runners Title Processing to all Georgia Counties gatitlerunners.com Ron E. Widener & Associates SEE OUR AD ON PAGE Title Processing, Dealer Tags, Title Bonds, & Training ronwidener.com Southern ELT Electronic Lien & Title southernelt.com Tags & Titles, Inc Tag & Title Service [email protected] TitleTec SEE OUR AD ON PAGE Business, Title & Registration Software titletec.com Tri Vin Inc./ DealerTrack Paper & Electronic Vehicle Title Admin Liens and Title Mgmt trivininc.com TOWING & VEHICLE TRANSPORTATION Amerifleet Transportation Vehicle Transportation and Temporary Storage of Vehicles amerifleet.com USED CAR VALUATION Black Book Wholesale Vehicle Guide blackbookusa.com RouteOne, LLC Automated Vehicle Values Tool routeone.com VEHICLE HISTORY REPORTS Auto Data Direct Inc Vehicle Database Searches add123.com Carfax Vehicle History carfax.com VEHICLE MODIFICATIONS AMS Vans, Inc Van Conversions amsvans.com Custom Mobility Van & Lift Sales & Service Conversions, Hand Controls, and Wheelchair Lifts custommobility.net GIADA Independent Auto Dealer Mar/Apr

66 AUTOMOBILE DEALER SUPPLY ORDER FORM CREDIT CARD # EXP. DATE SIGNATURE Date No. ACCOUNT NAME MEMBER NON-MEMBER STREET ADDRESS CITY STATE ZIP DEALER LICENSE NO. TELEPHONE FAX NO. CONTACT GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION 6903 Oak Ridge Commerce Way, S. W. -- Austell, GA (770) FAX (770) Price subject to change without notice -- Effective 4/1/11 QTY. NON FORM MEMBER DESCRIPTION UNIT DESCRIPTION TOTAL MEMBER NO. PRICE PRICE A-1 Account Record Cards Pkg of 100 (Singles) $ $ F-3 Adverse Action Notice Pads of 100 (Singles) $ $ T-16 Affidavit of Repossession Pads of 100 (Singles) $ $ T-11 Affidavit of Title Correction Pads of 50 $ 7.35 $ F-21 Agmt. & Ackn of Goodwill Service Pads of 100 $ $ F-11 Agreement to Provide Insurance Pads of 100 (Singles) $ $ T-226 Application to Extend Initial Registration Pads of 100 (Singles) $ $ F-6 As-Is Warrant Terms Pkg of 100 / 3 PT NCR $ $ F-34 Automobile Repossession Agreement Pkg of 100 / 2 PT NCR $ $ F-11 Bill of Sale (Multi-Part) Pkg of 100 / 3 PT NCR $ $ F-1A Bill of Sale (Single Sheet) Pads of 100 (Singles) $ $ F-16 Buyers Guide (English) Package of 100 $ $ F-16S Buyers Guide (Spanish) Package of 50 $ 9.19 $ F-19 Buyers Order Pads of 100 $ $ ST-5 Certificate of Exemption (GA Dealer) Pads of 100 $ $ ST-8 Certificate of Exempt (Non-Res In-State Delivery) Pads of 100 (Singles) $ $ ST-4 Certificate of Exempt (Out of State Dealer) Pads of 100 (Singles) $ $ ST-6 Certificate of Exempt (Out of State Delivery) Pads of 100 (Singles) $ $ F-10 Consignment Agreement Pads of 100 (Singles) $ $ GLB-1 Consumer Privacy Annual Notice Package of 50 / Mailer $ $ GLB-2 Consumer Privacy Choice Pkg of 50 / Double Sided $ $ F-42 Customer Delivery Confirmation Pkg of 100 / 2 PT NCR $ $ F-21 Credit Application Pads of 100 (Singles) $ $ B-4 Credit Score Disclosure Exception Notice Pkg of 50 / 2 PT NCR $ $ B-5 Credit Score Not Available Notice Package of 50 (Singles) $ $ F-25 Curbstoner Stickers Package of 10 CALL NA DL Deal Folders Package of 100 $ $ DP Dealer Package Package of 10 $ $ F-20 Disclaimer of Prior Damage Pads of 100 $ $ F-41 Disclaimer of Salvage History Pads of 100 (Singles) $ $ F-40 Disclosure of Discount & Buyer Representation Pads of 100 (Singles) $ $ DT Drive Out Tag Package of 10 $ 6.60 $ 9.44 F-39 Equal Credit Opportunity Act Disclosure Pads of 100 (Singles) $ 9.40 $ F-35 Explanation of Calculation of Surplus or Deficiency Pads of 100 (Singles) $ $ B-1 Federal Risk Based Pricing Notice Pkg of 50 / 2 PT NCR $ $ T-8 Limited Power of Attorney Pads of 100 $ $ F-7 Limited Warranty Pkg of 100 / 3 PT NCR $ $ F-13 Notice of Disposal Pads of 50 $ 7.35 $ F-26 Notice of Our Plan to Sell Property Pkg of 100 / 2 PT NCR $ $ F-36 Notice of Right to Retrieve Personal Property Pads of 100 (Singles) $ $ T-53D Notice of Security Interest Pads of 100 (Singles) $ $ F-15 Notice to Co-Signer Pads of 100 (Singles) $ $ F-5 Odometer Disclosure Statement Pkg of 100 / 3 PT NCR $ $ F-32 OFAC Compliance Statement Pads of 100 (Singles) $ $ F-37 Power of Attorney/Assignment Agreement Pads of 100 (Singles) $ $ F-43 Pre-Sale Mechanical Inspection Pads of 100 (Singles) $ $ F-33 Pre-Sale Credit Disclosure Pkg of 100 / 2 PT NCR $ $ RM Repo Guidelines Manual 1 Manual $ $ F-12 Repo Notification Pads of 100 (Singles) $ $ F-22 Repo of Personal Items Inventories Pads of 100 $ $ F-38 Rescheduling Agreement Pads of 100 (Singles) $ $ F-4 Retail Installment Contract (Precomputed) Pkg of 100 / 3 PT NCR $ $ F-4S Retail Installment Contract (Simple Interest) Pkg of 100 / 3 PT NCR $ $ F-24 Sales Bailment Agreement Pads of 100 $ $ S-1 Secured Power of Attorney Package of 100 $ $ S-2 Secured Title reassignment Package of 100 $ $ F-14 Surrender of Vehicle in Full Satisfaction of Debt Pads of 100 (Singles) $ $ MV18H Temporary Verification of Insurance Pads of 50 $ 7.34 $ MV-1 Title/Tag Application Pads of 100 $ $ VP Valuable Papers Envelope Package of 25 $ $ F-31 We Owe Package of 100 $ $ SHIPPING: 1-2 PADS - $ PADS - $12.50 (each additional pad $2.50) Make checks payable to GIADA, Inc. SALES TAX is 6.0% SHIPPING (see at right) TOTAL FAX YOUR ORDER TODAY THANK YOU! TOTAL

67 GotGeorgia On Your Mind? Visit these Manheim locations in The Peach State. 10 LANES - TUESDAYS 12:30 PM 14 LANES - THURSDAYS 9:30 AM Units Weekly All lanes live on Simulcast via Manheim.com Audi Financial Services BMW Financial Services Chase Florida Luxury Automotive Group Germain Jim Ellis Every 4th Wednesday Units featuring... Lexus Financial Services Mercedes-Benz Financial Services MINI Financial Services Southeast Toyota Finance/CenterOne Volkswagen Credit Porsche TUESDAYS 9:00 AM Units Weekly All lanes live on Simulcast via Manheim.com TRA is moving to Manheim Georiga! Every Thursday 1:30PM Starting April 24th Boats, Motorcycles, RVs 1st Tuesday Monthly 8:30AM Heavy Truck & Equipment 3rd Tuesday Monthly 12:00PM 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 FACTORY SALES Online Event Sales at Manheim.com Avis Budget Group GM Financial Hertz Hyundai Fastlane US Bank Ford Closed Sale Every other Monday 10AM Hyundai Motor America Please call for Dates Five Star Mobile Sale Monthly on Friday 11AM 1090 Riverside Dr., Macon, GA 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 Manheim.com 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.

68 Georgia Independent Automobile Dealers Association 6903 Oak Ridge Commerce Way SW Austell, GA Address Service Requested PRSRT STD U.S. Postage PAID Marietta, GA Permit No. 871