CO_0312_O

MARCH/APRIL 2012

CIADA INSIDERC O L O R A D O I N D E P E N D E N T A U T O M O B I L E D E A L E R S A S S O C I A T I O N

PRSRT StandardU.S. Postage

PAIDDALLAS, TEXASPermit No. 2079

W W W . C I A D A . O R G

CIADA is pleased to announce Herbies Auto Sales has been named its 2011 Quality Dealer of the Year. Congratulations to Lee Yoder and the entire 47member team that make Herbies a very special dealership.

2011 QUALITY DEALER OF THE YEAR.

HERBIES AUTO SALES

CO_0312.indd 1 2/15/12 11:49 AM

CO_0312.indd 2 2/15/12 11:49 AM

MARCH/APRIL 2012 C I A D A I N S I D E R

3

w w w . c i a d a . o r g

INSIDE

ADESA 7AST 14AutoTrader.com Inside Back CoverCars.com 5GoldStar GPS Inside Front CoverLobel Financial Corporation 11Loveland Auto Auction 19Manheim Colorado Back CoverManheim.com 17Protective 13Smart Auction 9United Acceptance 15

NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATIONWWW.NIADA.COM • WWW.NIADA.TVNIADA HEADQUARTERS: 2521 BROWN BLVD. • ARLINGTON, TX 76006-5203 PHONE (817) 640-3838FOR ADVERTISING INFORMATION CONTACT: TROY GRAFF (800) 682-3837 OR [email protected] INSIDER IS PUBLISHED 6 TIMES PER YEAR BY THE NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION SERVICES CORPORATION, 2521 BROWN BLVD., ARLINGTON, TX 76006-5203; PHONE 817-640-3838. PERIODICALS POST-AGE PAID AT DALLAS, TX AND AT ADDITIONAL OFFICES. POSTMASTER: SEND ADDRESS CHANGES TO NIADA STATE PUBLICATIONS, 2521 BROWN BLVD., AR-LINGTON, TX 6006-5203. THE STATEMENTS AND OPINIONS EXPRESSED HEREIN ARE THOSE OF THE INDIVIDUAL AUTHORS AND DO NOT NECESSARILY REPRE-SENT THE VIEWS OF CIADA INSIDER OR THE NATIONAL INDEPENDENT AUTO-MOBILE DEALERS ASSOCIATION. LIKEWISE, THE APPEARANCE OF ADVERTISERS, OR THEIR IDENTIFICATION AS MEMBERS OF NIADA , DOES NOT CONSTITUTE AN ENDORSEMENT OF THE PRODUCTS OR SERVICES FEATURED. COPYRIGHT © 2012 BY NIADA SERVICES, INC.

STATE MAGAZINE MGR./SALES Troy Graff • [email protected] Andy Friedlander • [email protected]/PRODUCTION MGR. Christy Haynes • [email protected] Nieman Printing

MAGAZINECONTENTS

ADVERTISERSINDEX

BOARD OF DIRECTORSPRESIDENTDean [email protected]

VICE PRESIDENTDave CardellaCardella’s Car [email protected]

SECRETARYLloyd DonnellyKing Credit Auto [email protected]

TREASURERStan MartinStan’s Auto Sales [email protected]

CHAIRMANPeppe DeMarcoHighline [email protected]

ADESA ...................................................................5AutoTrader.com........................... Inside Back CoverChase...................................................................14GoldStar GPS .............................Inside Front CoverLobel Financial Corporation ..................................7Loveland Auto Auction .........................................15Manheim.com ......................................................11Manheim Denver ...................................Back CoverProtective .............................................................9Smart Auction......................................................13United Acceptance .............................................16UsedCars.com by Dealix .................................... 17

WHAT’SNEWR A2Z EDUCATION SERIES - AutoZoneEducating the independent dealer to deliver the highest quality service levels to your customers, manage your shop efficiently, train your technicians and maximize profits.niada.tv

R Certified Master Dealer ProgramMarch 22-24, 2012Educates dealers on how to manage and grow a profitable business “Effective Management Practices”, “Business Planning”, “Human Resources”, “Merchandising”. “Financial Management” Call (800)756-4232 to sign up.

R World Automobile Auctioneers Championship Live online coverage of the event begins at 11 am ET on Friday, March 3O, 2012 and is free for all online viewers. visit www.niada.com and click on the “EVENTS” tab or call (303) 807-1108.

04 Going Green: Auto Recycling06 Is Technology Costing You?22 Compliance Overdrive

IRS ANNOUNCES 2012 STANDARD MILEAGE RATESThe Internal Revenue Service (IRS) has announced the 2012 optional standard

mileage rates used to calculate the deductible costs of using a vehicle for business, charitable, medical or moving purposes.

Beginning Jan. 1, the standard mileage rates will be 55.5 cents per mile for business use, 23 cents per mile for medical or moving purposes and 14 cents per mile in service of charities. The rate for business miles is unchanged from a mid-year adjustment that became effective July 1, 2011. The medical and moving rate has been reduced by 0.5 cents per mile.

The standard mileage rate for business is based on an annual study of the fixed and variable costs of operating a car. The IRS reminds taxpayers they always have the option of calculating the actual costs of using their vehicles rather than using the standard mileage rates.

NORTHWOOD HONORS DEALERS WITH DEALER EDUCATION AWARDS

Seven car dealers from the United States, Germany and the Netherlands were named winners of Northwood University’s annual Dealer Education Awards, which recognized the dealers for their contributions and efforts to improve education at

all levels.The winners were: Byron T. Brisby of Flemington Car & Truck Country in Flemington,

N.J.; Daniel G. DeVos of DP Fox Ventures LLC in Grand Rapids, Mich.; Charles T. (Chip) Lindsay III of Lindsay Cadillac in Alexandria, Va.; J. Douglas North of North Brothers Ford in Westland, Mich.; Collin M. Sewell of Sewell Family of Companies in Odessa, Texas; Susanne Bautz of Germany’s Autohaus Bautz & Klinkhammer GmbH & Co. ; and Eric Tak of Bovag Autodealers in the Netherlands.

The awards were presented at the NADA convention in Las Vegas. Northwood has been giving the awards since 1972.

“We have been recognizing outstanding dealers for 41 years and there has never been a time when their contributions have meant more to their communities than they do today,” Northwood president Keith A. Pretty said. “These leaders have made outstanding sacrifices of time and resources. We are proud of all the Dealer Education Award winners and commend them for their leadership.”

THE AWARDS WERE PRESENTED AT THE NADA CONVENTION IN LAS VEGAS. NORTHWOOD HAS BEEN GIVING THE AWARDS SINCE 1972.

Internet searches for full-size trucks are up and those for compact cars are down, and that could be good news for the economy, according to Autoshopper.com.

Searches on Autoshopper.com for pickup trucks, led by the Ford F-150, have risen sig-nificantly in January 2012, said Dani Lunsford, the web site’s national marketing executive. Meanwhile, searches for compacts, which had soared during the toughest economic times, declined slightly.

Lunsford said part of the reason for the change is that the construction industry is picking up, prompting more consumers to look for heavy duty work-related vehicles. Business Insider magazine recently reported that the construction industry is adding jobs after five years of shedding workers, and construction spending rose sharply in December. Construction jobs have historically been a key component of economic recovery.

“The renewed interest in full-size trucks and the decline in searches for compact cars show an uphill trend in workload related jobs, a positive economic indicator for all of us,” Lunsford said. “This continued economic recovery has the middle-class American looking for a larger, less fuel-efficient vehicle to carry out the workload requirements of newly created jobs in the construction field.”

A SIGN OF RECOVERY: MORE TRUCK SEARCHES

CO_0312.indd 3 2/15/12 3:34 PM

C I A D A I N S I D E R MARCH/APRIL 2012

4


As we come into the second month of the 2012, how are your business New Year’s resolutions evolving? I’m sure on the

!"#$%$&'('%)('%*+)!#%$+%",-(')#'%.(+/$)0"!"$1%),2%growth, and to improve customer service.What about going green and saving you and

your customers money at the same time?The auto recycling business is booming

and helping its customers do just that. There are about 8,400 auto recycling businesses in the United States generating about $23 billion each year.Auto recycling is the practice of removing

and reusing automotive parts from inoperable vehicles, then safely disposing of the portions of the car that cannot be salvaged. It is performed at auto salvage yards, also called auto recyclers. Auto recycling prevents the waste of usable parts and materials, and promotes environmental conservation by reusing vehicle components instead of disposing of them in )%!),2/!!3There is no product recycled more than the

automobile. More than 10 million vehicles reach the end of their lives each year, which equates $+%)-('#%),2%)-('#%+4%!),2/!!%#.)-'3The auto recycling industry saves that space

– 95 percent of vehicles retired from use are recycled. The process saves an estimated 85 million barrels of oil per year, which would have been used to make replacement parts. About 84 percent of each vehicle is recycled in one way or another. Some 40 percent of the ferrous metal for scrap processing comes from auto ('-1-!",*3%5"!#%),2%67"2#%('-1-!'2%01%$&'%)7$+%recycling industry are equivalent to eight Exxon Valdez oil disasters every year.“One of the meanings of recycle is to

reuse,” said Jason Hilsman, owner of Ace Auto Recyclers in Iowa City, Iowa. “Reusing auto parts helps the environment by saving on the energy and waste produced in making new parts. And, of course, the price is cheaper.”On average, purchasing a green, recycled

part from a recycling yard will save 50 to 75 percent of the original equipment

manufactured price. Because buying used parts from an auto recycler is cheaper than buying them new, repair shops can not only lower the cost of a repair for customers, but can also lower insurance rates if the repair is an insurance claim. Auto salvage yards also commonly offer

recycling of older vehicles for scrap. The yards ('-1-!'%0)$$'("'#8%$"('#8%67"2#%),2%$&+7#),2#%+4%tons of metal a year. And auto recyclers provide owners of rare, outofproduction vehicles a -&),-'%$+%+0$)",%&)(29$+9/,2%('.!)-':',$%.)($#3Recycled vehicles go through a thorough

teardown and inspection process on delivery to the recycler to ensure the highest quality parts for resale. When a vehicle comes into the recycler, it receives a stock number for tracking, and the VIN is checked to make sure it matches the title. Pictures are taken of all angles of the vehicle and the VIN number, allowing the auto recycler’s customers to see a part before it is delivered and be knowledgeable on the part’s condition prior to a sale.The vehicle is then inventoried. All parts are

checked, including checking whether the car starts, runs and drives, and a check of allpart of the transmission. If the auto recycler 2'-"2'#%,+%.)($#%&);'%),1%;)!7'8%67"2#%are drained and tires, battery and catalytic converter are removed to prepare the car for scrap and crushing. If the auto recycler will keep the car for its

inventory, the catalytic converter and battery are removed and the vehicle is placed in the 1)(23%<&'%67"2#%)('%,+$%2()",'2%7,$"!%$&'%-)(%"#%2"#:),$!'23%<&',%$&'%67"2#%)('%2()",'2%),2%$&'%usable parts are ready to sell. In 2008, a group of auto recycling

businesses from across Iowa banded together to improve the purchase process and quality of recycled parts.“When we started the group, the idea was to

get 20 of the most progressive auto recyclers in the state to sell a better product by improving the quality of the part, description of the part, the delivery time for less down time for the

repair shop, and to open communication to all repair shops,” said Mike Swift, president of QRP Central and owner of Trails End Auto & Truck in Des Moines.QRP Central is a group of 18 familyowned

professional automotive recyclers that function as trading partners to provide customers with quality recycled used auto parts. The group is committed to the highest quality of recycled and new aftermarket auto parts, delivered on time as described, usually within 2448 hours.The combined inventory of the 18

independent auto recyclers is massive: more than 11,000 vehicles purchased annually, more than 1 million parts in computerized inventories and nearly 26,000 parts vehicles stored on site. In addition, yard management technology has advanced to give auto recyclers access to more parts from around the nation.QRP holds its parts inspection process to

)%&"*&'(%#$),2)(23%5,'%+4%$&'%/(#$%$&",*#%"$%decided as a group was to make sure there are no surprises. Every step is taken to make sure a part is good. If it is not a good part but is still usable with repair, the recycler makes sure the customer knows and can make an informed decision.All parts that leave QRP auto recyclers go

through a threepoint inspection process. They )('%",#.'-$'2%/(#$%01%$&'%#)!'#.'(#+,8%$&',%$&'%parts puller, then the delivery driver. If a part is shipped, the last person to check the part is the shipping department.Another important aspect for QRP

customers is that the businesses are locally owned.“When a repair facility purchases a green

recycled part from QRP Central, it is not only saving the environment but helping keep jobs and revenue in the city, county and state,” Swift said.For more information on using recycled auto

parts for your business, visit www.qrpcentral.net.

GOING GREEN

AUTO RECYCLING IS BOOMING

BY QRP CENTRAL

CO_0312.indd 4 2/15/12 11:53 AM

AUTO RECYCLING IS BOOMING

CO_0312.indd 5 2/15/12 11:49 AM


6


Technology, or the lack thereof, could be costing you millions.OK, millions might be a bit much,

but thousands doesn’t sound much better. P,&"#*$='3H$8*04&$)0--'*%$702-)$#'%,-3$1#$leaving your pocket on a monthly basis at an alarming rate.Technology, or the lack thereof, is

costing dealers in every market and in every state in the country. The dealers in Y2#%&,0($'*#$#,&"#*$&#7"(0-0.,7'-$W2(U,#%$0*$technologically challenged. Neither scenario is conducive to success.In the current economic climate, having and

using what is necessary for the foreseeable future makes the best and only economic sense. Not too much, not too little.Technology touches many facets of the Buy

HerePay Here industry. Video surveillance, starter interrupt/GPS and software are the most popular areas for technological discussion in BHPH, and those areas seem to be the most under and overutilized as well.O/$&"#$&"*##H$AI<$%0/&='*#$,%$&"#$0(-3$

one that is necessary for current and future success. The others? Well, that’s up to the dealer.Video surveillance is probably more

overused than the other two – too many dealers have thousands of dollars tied up in hightech systems that are really not necessary. Those dealers have convinced themselves they are preventing not only outside theft, but internal theft as well. Surveillance systems have proven to aid in deterring both kinds of theft. The decision whether to use video

%2*6#,--'(7#$%"02-)$1#$1'%#)$0($%8#7,47$market conditions in regard to preventing

outside theft and providing additional security. A lot in a small rural market that displays 20 or so vehicles and employs a total of four people )0#%(T&$(#7#%%'*,-3$(##)$'$S[$#5&#*,0*$70-0*$camera system with realtime web access. !"'&$#5'+8-#$+'3$%##+$#5&*#+#H$12&$&"'&$)#'-#*$#5,%&%9For preventing internal theft, the money

might be better spent on developing the organization’s culture. Studies have shown 0/47#$%288-,#%$'*#$&"#$+0%&$70++0(-3$8,-/#*#)$items at a business, not money. This is a direct result of lack of pride and ownership in the business by the employee.A background investigation and personality

8*04-#$8*,0*$&0$",*,(.$'$(#=$#+8-03##H$and ongoing training and open lines of communication after hiring are ways to instill and improve an organization’s culture. There is a good possibility those steps will also reduce turnover and, in most cases, prevent if not halt employee theft – and will likely cost less than a surveillance system over time.Payment devices – starter interrupt, GPS,

and combo devices – are still a topic of great debate and ongoing discussion. This is an area that seems to be either black or white in most dealers’ eyes. Dealers seem to be 100 percent for them or 100 percent against them, with little in between.Data shows such devices can increase

collections dollars and, in some cases, reduce the amount of personnel needed to manage a portfolio. Data also shows they do not have '$%,.(,47'(&$,+8'7&$0($-0%%$*'&#%9$!"'&$)'&'$,%$what causes the “allin” or “allout” mentality. There are just as many highly successful dealers not using the devices as there are using them.

As with any technological advance, they are only effective if used as directed or intended. Too many dealers don’t. And by not doing so, they are wasting money. The decision to use payment devices, and

%8#7,47'--3$=",7"$U,()H$,%$'$%,.(,47'(&$0(#9$:&$,%$a decision that should be based solely on the dealer’s personal business philosophy. As with any business decision, it shouldn’t be made until all the homework is done. Also not to be overlooked in the decisionmaking process is preparing internally. Policies and procedures will have to be created and implemented.F'%&H$12&$)#4(,&#-3$(0&$-#'%&H$,%$AI<$

software. This is an area where dealers have a tendency to cut corners and cost themselves in the long run. Bigger is not necessarily better.Software packages have undergone

%,.(,47'(&$&#7"(0-0.,7'-$')6'(7#%$,($*#7#(&$years, and there are an increasing number of provider options. For better or worse, nowadays there seem to be more providers than actual dealers. That’s better in that more options 8*06,)#$'$+0*#$),6#*%,4#)$8*0)27&$0//#*,(.$and pricing structure. It’s worse in that when it comes time to choose a system, a dealer can be buried by information overload and the process can become overly timeconsuming when he’s trying to comparisonshop. Technology can take any business to

&"#$(#5&$-#6#-9$!#7"(0-0.3$7'($'-%0$%#&$'(3$business back. The key lies somewhere between being a junkie and being challenged.Which one are you?

BY BRENT CARMICHAELNCM ASSOCIATES INC.

IS TECHNOLOGY OR THE LACK OF IT COSTING YOU?

CO_0312.indd 6 2/15/12 11:49 AM

CO_0312.indd 7 2/15/12 11:49 AM


8


It was recently suggested to me that dealers might be viewing the education of their #+8-03##%$'%$'$\-252*39Z$N#$'--$2()#*%&'()$

that when a company’s belt is tightened, ')6#*&,%,(.$'()$#)27'&,0($'*#$'+0(.$&"#$4*%&$#58#(%#%$&0$1#$72&9But can education actually be viewed as a

-252*3$,&#+]$For years, most of us on every level have

been doing more with less. How is that possible? The answer is we used the education and technology we have invested in. We "'6#$+')#$%0+#$),/472-&$7"0,7#%$*#.'*),(.$employees in addition to changing our processes.Using technology for education has once

more been brought into the spotlight. While elearning has been around for many years, it "'%$(0&$1##($=,)#-3$2%#)9$I'(3$="0$%,&$0($&"#$sidelines continue to wonder why – after all, it %'6#%$0($&*'6#-$#58#(%#%9I'(3$)#'-#*%$"'6#$#58*#%%#)$&"#$08,(,0($

that elearning should be free. All I can say to &"'&$,%^$A0$302$%#--$2(,&%$'()$#58#7&$&0$#'*($V#*0$.*0%%$8*04&]$O/$702*%#H$302$.0$&0$=0*U$&0$.',($'$8*04&9$N#$'--$)0$&"'&9$<0$="3$=02-)$302$#58#7&$#)27'&0*%$&0$.,6#$'='3$="'&$&"#3$U(0=$for free?Of course, elearning saves on travel. If you

want to know how much, go to your favorite discount travel web site and check. With proper planning, you can secure a ticket to travel across the country for less than $500. Dealerships that use elearning also save the #58#(%#$0/$'$*00+$'()$+#'-%9But while they are saving on these

#58#(%#%H$="'&$'*#$&"#3$.,6,(.$28]Set the stage for success: When a

participant is in a learning environment, ="#&"#*$,($",%$0/47#$0*$'='3$,($'$%#+,('*$setting, it is critical that the student have dedicated time to focus on the lessons.N"#($8'*&,7,8'(&%$'*#$#58#7&#)$&0$*#%80()$

&0$&#5&$+#%%'.#%$/*0+$%#(,0*$+'('.#+#(&$0*$answer cellphones, they are not focused on what is happening in their environment. And when they are listening to a web seminar and are interrupted by sales consultants, sales managers, service personnel or customers, they are not focused on the message being )#-,6#*#)9$>0$/072%$#Y2'&#%$&0$(0$-#'*(,(.$'()$no value realized from the investment.

Do you save time using elearning? As an educator, I can attest that it takes two weeks of two hours a day online to cover most of the topics I can cover in a threeday seminar. I can verify reception and understanding of concepts in a facetoface environment more effectively &"'($:$7'($2%,(.$&"#$:(&#*(#&9$I0%&$8'*&,7,8'(&%$'*#$6#*3$Y2,#&$)2*,(.$'$=#1$%#+,('*H$#6#($="#($Y2#%&,0(%$'*#$1#,(.$%0-,7,&#)$/*0+$&"#+9Web seminars do have a great use in the

learning circle. Webbased education is best used as a followup to a traditional seminar setting due to the limited amount of time and focus we have with online participants. After 25 minutes, we lose the attention of part of the audience. Fifteen to 25 minutes is more effective in a web seminar environment.When a dealership chooses to use web

seminars in lieu of traditional seminars, what )0$&"#3$%'7*,47#]$!"#3$%'7*,47#$&,+#H$'()$they lose the value of group studies after the session. In every group environment, everyone has selective hearing. We retain what is important to us. The value in a group setting is gaining as many perspectives as we can after the meeting is over. What was important to whom, and why?Learning does not cease when the educator

gives the evening assignments. It only takes on a different coat.<0+#$)#'-#*%$)0$(0&$='(&$&0$#580%#$&"#,*$

personnel to another dealership’s processes. They also fear that when a group gets together, they chat about pay plans and duties. Well, in all the years I have been teaching, I have yet to walk up on such a conversation.How does a dealership get the most out of

the limited dollars it has allocated to education? The answer lies in planning. Advance planning for air fare and for elearning events, because all events have limited space available.If you have multiple participants, or cannot

send your personnel out of the dealership, an alternative is to bring the educator to your location, split the team and run double education shifts. Your team will have the opportunity to implement new ideas right away and provide an immediate report to the senior management.When managing a sales team, it is essential

that the entire team is using the same processes with customers. Consistency is

easy to manage. It is also easy to see when someone goes off track.The most important thing a dealer can do is

7"00%#$'($#)27'&,0($6#(2#9$I'U#$&"#$8-'(%H$,+8-#+#(&$&"#$8-'(%$'()$+'U#$,(Y2,*,#%$&0$&"#$participant in addition to the educator. What ideas were shared during the educational event that the participant thinks should be integrated and implemented into your current process?The second most important thing is

7"00%,(.$Y2'-,&3$6#()0*%$'()$Y2'-,&3$8*0)27&%$'()$%#*6,7#%$/0*$&"#$4('(7#$)#8'*&+#(&$&0$8*#%#(&$&0$&"#$72%&0+#*%9$:/$&"#$4('(7#$'()$sales teams do not believe in the products’ 6'-2#$0*$"'6#$"')$),/472-&3$=,&"$&"#$70+8'(3$in the past, they will not present the policy to the customers.I advocate that the dealership do proper vetting

of companies and vendors prior to signing up. Verify references and insurance policies. Ask the 6#()0*$/0*$'$7#*&,47'&#$0/$,(%2*'(7#$'()$+'U#$,&$a practice to do so every year. That is the only way to verify the policies being sold are actually backed by an insurance company.Begin to collect testimonials from customers.

Create a brag book to be shared with your customers. A brag book is a binder that includes positive feedback from your previous customers about the products and the )#'-#*%",89$_0=$='%$&"#,*$123,(.$#58#*,#(7#]$How did the policies serve them in a time of need? Would they purchase the policies again?Happy customers are a result of happy, well

educated and wellcompensated employees with a strong commitment to customer satisfaction. Happy customers bring their friends and family to purchase from you. Happy customers are essential in building customer retention and referrals.Education should be a critical part of every

business plan. Investing in your human capital brings the highest rate of return. When %277#%%/2-$)#'-#*%$'*#$Y2,VV#)$'102&$="3$&"#3$are successful, the answer is they surround &"#+%#-6#%$=,&"$Y2'-,&3$8#08-#$="0$"'6#$10&"$&"#$customer’s needs and the bottom line in focus.Education is the foundation for a strong

business model and essential for success!

BY JAN KELLY

EDUCATION: LUXURY OR CRITICAL PART OF YOUR SUCCESS?

BACK TO BASICS

CO_0312.indd 8 2/15/12 11:49 AM

CO_0312.indd 9 2/15/12 11:49 AM


10


Kelley Blue Book has released a list of its 10 best used cars for less than $8,000, pushing the consumer base

towards the option of preowned vehicles.!"02."$Y2'-,&3$2%#)$,(6#(&0*3$*#+',(%$

scarce, KBB contends there are still ways to get into a “good (and modern)” used vehicle without spending too much money. With wellknown models like the Ford Es

7'8#$'()$+0*#$01%72*#$2(,&%$-,U#$&"#$I'V)'$D*0&#.#`$+'U,(.$&"#$-,%&H$aMM$#58-',(#)$it has found the cars with the best “track record” from 2002 and later. The popular Honda Civic tops the list with

its 2004 model. \N#$4*%&$70+8,-#)$'--$&"#$2%#)$7'*%$QRRQ$

and newer with a Kelley Blue Book retail value of less than $8,000 as of December QRSSHZ$%',)$?'7U$>#*')H$#5#72&,6#$#),&0rial director for Kelley Blue Book’s kbb.com. “We then went through the list and handpicked the 10 used cars with the most '88#'-,(.$+,5#%$0/$*#-,'1,-,&3H$6#*%'&,-,&3$'()$desirability, with an emphasis on track record. The vehicles on our short list offer incredible value for today’s budgetconscious car shopper.”Here is KBB’s list of the 10 Best Used

Cars Under $8,000 with commentary from its staff:

10. 2008 Kia Rio “The 2008 Kia Rio is the newest car

on our list, and is still covered under its original factory warranty. A great value as a new car, the Rio not only provides reliable performance in the subcompact market, but can be found in a number of trim levels, potentially making the value for your used car dollar even greater.”Kelley Blue Book retail value as of De

cember 2011: $7,895.

9. 2004 Ford Crown Victoria “The Crown Victoria is big, proven and an

American classic. With the discontinuation of the Crown Vic in the U.S., the desirability 0/$.00)$2%#)$#5'+8-#%$,%$0(-3$.0,(.$&0$*,%#9$

While you can, snag one of these great sedans for great value.”Kelley Blue Book retail value as of De

cember 2011: $7,970.

8. 2003 Mazda Protege5 “The 2003 Protege5 gives you spirited

handling, good gas mileage, and in this `X)00*$='.0($70(4.2*'&,0(H$.*#'&$2&,-,&3$'%$well. If you’re looking for a practical daily driver with a decent fun streak in its roots, the Protege5 deserves a serious look.”Kelley Blue Book retail value as of Decem

ber 2011: $7,360.

7. 2002 Toyota Tundra Standard Cab “Those looking for a used fullsize pickup

truck should seriously consider the 2002 Tundra. A bit spartan but with surprising handling and legendary reliability on its side, &"#$!2()*'$0//#*%$'$2(,Y2#$+,5$0/$7'8'1,-,&3$and value. With its smooth and durable V8 engine, a used Tundra will return thousands of surefooted miles.”Kelley Blue Book retail value as of Decem

ber 2011: $5,925

6. 2003 Ford Escape “Easy to drive, convenient and reliable, the

Escape provides ample space for grocerygetting without being overwrought in weight or size. A comfortable ride helps solidify Ford’s popular compact SUV a spot on this list.”Kelley Blue Book retail value as of Decem

ber 2011: $7,560.

5. 2004 Scion xA\!"#$QRRb$5L$='%$)#%,.(#)$=,&"$6'-2#$,($

+,()H$'()$&"'&$6'-2#$,%$+'.(,4#)$="#($&"#$5L$,%$'$2%#)$7'*9$!"#$5L$,%$#5&*#+#-3$70+fortable and offers surprising handling for an #70(0+3$7'*9$O(#$Y2,11-#$+'(3$"')$=,&"$&"#$5L$="#($,&$='%$*#-#'%#)$='%$&"#$70%&$0/$&"#$08&,0(%@$%"08$=,%#-3$'()$302T--$4()$302*%#-/$'$truly great deal today.”Kelley Blue Book retail value as of Decem

ber 2011: $7,805.

KELLEY BLUE BOOK’S TOP USED CARS UNDER $8,000

4. 2004 Pontiac Vibe “Owners of the Pontiac Vibe always seem to

get around to praising two aspects of this small, tall wagon: its gas mileage and its comfort. If you need some passenger and cargo space '()$)0(T&$(##)$%0+#$U,()$0/$%&'&2%Xc'2(&,(.$accessory, the 2004 Vibe may just be the ticket for you.”Kelley Blue Book retail value as of December

2011: $7,630.

3. 2002 Toyota Corolla “You knew this one was coming. Purpose

built to deliver reliability, comfort and value, the Corolla is always worth considering when on a 12).#&9$:&$+'3$(0&$1#$&"#$+0%&$#57,&,(.$7'*$0($this list, but the Corolla’s value is unimpeachable.”Kelley Blue Book retail value as of December

2011: $6,125.

!"#!$$!#%&'&()(#*!$“When released, this upscale reworking of

the Sentra was considered too similar to its little brother from Nissan. These days, if you 7'($4()$0(#H$302$7'($.#&$'$8*#+,2+$1').#$and more features for less than you’d pay for a similarly sized but more pedestrian used car. Handling in the G20 is better than the Sentra, and it’s much better looking as well.”Kelley Blue Book retail value as of Decem

ber 2011: $5,965.

1. 2004 Honda Civic “What else could top this list? If you have

Qb$"02*%$'()$deHRRR$&0$'7Y2,*#$%0+#$(#=$wheels, just go buy the nearest used Civic and you’re likely to enjoy many years of troublefree &*'(%80*&'&,0(9$:($')),&,0($&0$/'+02%$Y2'-,&3$and reliability, the Civic is more fun and more comfortable than most of its compact sedan contemporaries. The same value and reliability that keep the Honda Civic near the top of the (#=$7'*$%'-#%$7"'*&%$#6#*3$3#'*$'-%0$Y2'-,/3$,&$as one of the alltime great used cars.”Kelley Blue Book retail value as of Decem

ber 2011: $7,970.

BY AUTO REMARKETING

CO_0312.indd 10 2/15/12 11:49 AM


11


CO_0312.indd 11 2/15/12 11:49 AM


12


Iany Buy HerePay Here car dealers, and others who offer to %#-/X4('(7#$6#",7-#%H$#()$28$=,&"$

a stack of customer accounts that owe the balance of their loan, but the customers '*#(T&$8'3,(.9$I'(3$)#'-#*%H$70(7#*(#)$=,&"$selling cars each day rather than collecting on deals gone bad, often do not continue in the collection process beyond repossession of their collateral. ;IM$<#*6,7#%H$:(79H$'$70--#7&,0($'.#(73$

located in Lakewood, Colo., and a preferred provider for CIADA, has learned many dealers are leaving money on the table by not 82*%2,(.$)#47,#(73$1'-'(7#%9$;IM$<#*6,7#%$can not only help collect money due you, but can also offer advice on how to improve your paperwork (including your credit application '()$&"#$*#Y2,*#)$-#&&#*%$302$+2%&$%#()$&0$customers in default of their loans) and *#706#*3$*#Y2,*#+#(&%9Please note that the following information

is general and you are encouraged to have an attorney review your letters to ensure their compliance with Colorado law.Customer application to buy your car:

To enhance your chances of ultimate recovery, your credit application should *#Y2,*#$/2--$),%7-0%2*#$0/$&"#$'88-,7'(&T%$%07,'-$security number, date of birth, job information, bank account information, “in case of emergency” contacts and three references. Then if a customer turns into a debtor, with the 8*08#*$,(/0*+'&,0($"#$7'($1#$#'%,-3$,)#(&,4#)$and located.Before collection efforts commence,

however, you must make sure you have complied with applicable laws or you might be subject to sanctions for violating the statutory notice procedures in Colorado. If payment *#%0-2&,0($0/$&"#$)#47,#(73$1'-'(7#$,%$(0&$amicable, you can resort to legal means, including garnishment of employment wages and seizure of funds in bank accounts once a judgment is obtained.First notice – Notice of Right to Cure

(Letter 1): Per Colorado’s Uniform Consumer Credit Code (UCCC), repossession is

permitted as long as it is a peaceful repossession, and after a Right to Cure letter has been sent from the dealer to the debtor and any cosigners. The dealer is allowed to send this letter after the account is 10 days past due, and the Right to Cure allows the debtor 20 days to bring his account current.The UCCC includes a “safe harbor”

#5'+8-#H$+#'(,(.$&"'&$,/$302$/0--0=$&"#$language recommended by the statute, your letter is presumed to comply with the UCCC and therefore it is considered “safe.” Don’t embellish the letter with additional information f$W2%&$%&,7U$=,&"$&"#$\%'/#$"'*10*Z$#5'+8-#9After 20 days and no cure, the dealer

is allowed to proceed with recovery of the collateral. Once recovered, the dealer then is obligated to send a second letter.Second Notice – Plan To Sell Collateral

(Letter 2): !"#$%#70()$(0&,7#$*#Y2,*#)$13$the UCCC must state that the dealer is in possession of the vehicle and the vehicle will be sold. The notice must be sent to the owner of the car and all cobuyers or cosigners. It must be provided in a timely manner, giving your debtor a reasonable time to redeem the car before its resale. The notice must also state the amount necessary to redeem the vehicle.The redemption amount can include all

fees reasonably incurred in repossessing, holding and preparing the car for disposal, and arranging for the sale of the car, along with any reasonable attorney’s fees and -#.'-$#58#(%#%$,(72**#)$,($&",%$8*07#%%9$!"#$notice must also give a contact number where &"#$70(%2+#*$+'3$7'--$/0*$&"#$#5'7&$70%&$&0$redeem the car. You must send this notice at least 10 days before the proposed sale. However, the right to redeem lasts until the car is resold. Also, the notice must provide details about when and where the sale will be and whether the sale will be public or private. The UCCC includes a “safe harbor”

#5'+8-#$0/$&"#$#5'7&$/0*+'&$/0*$&",%$%#70()$notice as well. Dealers are encouraged to review this format and compose their letters accordingly.

If the vehicle is not redeemed and is ultimately sold, another letter must be sent to your buyer(s).Third Notice – Explanation of Calculation

+,#-.'/(.&/012345637#89.)).4#:;< This notice must accurately state the amount that was owed at the time of the recovery of the vehicle, the proceeds of sale, the costs of the recovery and any costs associated with sale (including any legal costs or attorney fees), giving credit for any available credits '()$(0&,(.$&"#$*#%2-&,(.$)#47,#(73g%2*8-2%$balance.While the UCCC does not include a safe

"'*10*$#5'+8-#$/0*$&",%$-#&&#*H$,&$)0#%$%2..#%&$a format with the pertinent information. Dealers are encouraged to review this format and compose their letters accordingly.How do I collect on my loan

=.'/(.&/(.7>$;IM$<#*6,7#%H$:(79H$encourages all dealers to work closely with '$70--#7&,0($'.#(73$'()g0*$'$-'=$4*+$%0$&"#$'.#(73g4*+$7'($*#6,#=$&"#$-#&&#*%$302$%#()$&0$debtors. Once collection accounts roll over to the agency, the likelihood of recovering money owed to the dealer will be greater.In the fastpaced world of selling cars, it’s

easy to forget about the deals that have gone bad and just focus on selling more cars each day. But with a little work and some time in front of your word processor, you can have &"#$70(4)#(7#$&0$08#($&"'&$4-#$7'1,(#&$/2--$0/$70--#7&,0($'7702(&%$'()$'))$80%,&,6#$7'%"$c0=$to your dealership.For more information, visit rmbservicesinc.

com, or contact:;IM$<#*6,7#%H$:(796464 W 14th Ave. #150Lakewood, CO 80214(303) 233[email protected]

We are located in the CIADA building in F'U#=00)9$<&08$13$'()$%##$2%$&"#$(#5&$&,+#$you are visiting CIADA.

BY RMB SERVICES, INC.

ARE YOU LEAVING MONEY ON THE TABLE?

Please note that the following information is general and you are encouraged to have an attorney review your letters to ensure their compliance with Colorado law.

CO_0312.indd 12 2/15/12 11:49 AM


13


CO_0312.indd 13 2/15/12 11:49 AM


14


Which are you more likely to believe: a company representative telling you how great his product or service is or a

recommendation from another person about how it worked for them?If you’re like most people, the words from a

fellow consumer pull more weight than even the best written ad copy. That’s why no matter what product or service you’re selling, you need to use testimonials from satisfied customers in every ad and marketing piece you create. One of the main reasons people don’t buy

something is that they’re fearful of making the wrong decision. So when they see that a product or service is endorsed by someone else — someone in their same situation — that fear is minimized. Therefore, testimonials are a great way of influencing others to feel comfortable about buying your products or services.Unfortunately, few business professionals

actively seek out testimonials from their customers

and clients. They mistakenly wait for people to give them testimonials, and when they do get them, they don’t know how to use them effectively.Getting and using a list of strong testimonials is

easier than you think. The following tips will help you get testimonials to increase your profits.

How to Get ThemChoose satisfied customers who represent

your target demographic: The best testimonials are written by people who are similar to your ideal customer. Therefore, be specific about whom you solicit a testimonial from. Look over your customer /,-#%$'()$7"00%#$&"#$8#08-#$="0$#5#+8-,/3$&"#$1#%&$case scenario for your product or service. Say to &"#+H$\:T)$-06#$/0*$302$&0$%"'*#$302*$#58#*,#(7#$with Product A. Would you please write a short &#%&,+0(,'-]Z$I0%&$8#08-#$=,--$7"##*/2--3$%'3$3#%9$Since you want more happy customers just like these, let their words sell for you.Offer to write the testimonial for them:

O/&#(H$,/$%0+#0(#$)#7-,(#%$302*$*#Y2#%&$&0$=*,&#$a testimonial, it’s because they’re too busy or feel &"#3$)0(T&$"'6#$')#Y2'&#$=*,&,(.$%U,--%9$:($&"'&$7'%#H$offer to write the testimonial for them. Simply say, “I’ll be glad to write the testimonial for you. Just tell me what you’d like to say about the product. You can review what I write and we can use it as ,%$0*$302$7'($7"'(.#$,&9Z$I0%&$8#08-#$=,--$-#'6#$&"#$testimonial as is, happy they didn’t have to take the time to write it. Look through your past notes and

correspondence: Chances are you’re sitting on a pile of testimonials and don’t even know it. Go back through your past emails and correspondence from customers and clients. Are there a few nice sentences in some of those messages? If so, ask the person if you can use their words in your marketing materials. They’ll often agree.

How to Write ThemShow results: Whether you write the testimonial

HOW TO USE !P<!:IO>:LF<$TO GROW YOUR BUSINESS

CO_0312.indd 14 2/15/12 11:49 AM


15


HOW TO USE !P<!:IO>:LF<$TO GROW YOUR BUSINESS

or your customer does, it needs to specifically %"0=$="'&$*#%2-&%$&"#$8#*%0($#58#*,#(7#)$/*0+$the product or service. A testimonial that simply says what a wonderful company you have or how nice you are is not saying anything meaningful for the reader. A specific testimonial will speak &0$*#%2-&%9$E0*$#5'+8-#^$\A*9$<+,&"T%$&*#'&+#(&$ended my 20year battle with migraines.” “Joe’s contracting remodeled my kitchen for $2,000 less than other bidders.” “Jones and Johnson GDL$E,*+$*#)27#)$+3$&'5$-,'1,-,&3$13$hR$percent.” The more specific a testimonial is, the stronger it sells for you. Specific testimonials take away the fear of making the wrong decision and help people feel safe about making the purchase. Keep it short: Each word of the testimonial

should have value. Therefore, if someone writes you a pagelong testimonial, edit out any words that don’t directly address the end result he or she received from your service or product. This doesn’t mean you change the meaning of what someone writes; you simply edit out the parts that don’t contribute to the meaning. E0*$#5'+8-#H$,/$%0+#0(#$=*,&#%$'$8'.#$'102&$everything your company did to help them save 30 percent on their heating and cooling bills, you can condense it to one sentence, as in “As a result of ABC Company’s inspection of our home, we saved 30 percent on our monthly utility bill.” Often, the more words you take out, the stronger the testimonial becomes. Also, it’s easier to read and will stand out more.

Include a name and title when possible: Rather than attribute your testimonial to “John S., Nebraska,” use the person’s real name, company name, title, and/or location whenever possible, as in “John Sanders, salesperson at Acme Company,” or “John Sanders, Omaha, Nebraska.” This makes your testimonial more 1#-,#6'1-#9$I0%&$8#08-#$=,--$1#$"'883$&0$include their full name and other information, because the strongest human desire is to feel appreciated and recognized. Getting their name in print somewhere fulfills that need and is often perceived as fun.

How to Use ThemInclude a testimonial or two in your ads

and marketing pieces: Whether you’re doing a print, online, radio, or TV ad, be sure to include some testimonials. For print, it’s best to have &#%&,+0(,'-%$%&'()$'-0(#$/*0+$&"#$&#5&$*'&"#*$than try to weave them into the ad copy. For radio and TV, either the announcer or an actor can recite the testimonial, or if your customer is agreeable, have him or her appear in your radio or TV spot to give the testimonial personally. Other marketing pieces that should feature your testimonials include your web site, brochures, direct mail pieces, postcards, billboards, newsletters and even social media updates. Create a book of testimonials: Each time

you receive a kind letter from a customer or client, highlight the key parts (the parts that state benefits to the customer), put the letter

in a clear plastic sleeve and compile it in a big binder. Keep this book or binder of testimonials in your store or office for customers to browse through while they’re waiting. Or, if your business is online, create a page where you feature all your testimonials. There’s no limit to how many testimonials you can include in your book or on your page. Frame your best testimonials: If you

have a store or office, frame some of your best testimonial letters and post them on your walls. Again, highlight the best parts so your customers can easily see the benefits. If you don’t get foot traffic (or if you go to your customers), put the best testimonial letters in your “leave behind” kit — the package of information you leave behind for the prospect.

The Ultimate Sales Tool!"#$(#5&$&,+#$302T*#$=*,&,(.$7083$/0*$

an advertisement or marketing piece (and struggling with what information to include) simply go to your past testimonials. It’s always better when someone else sings your praises, so let your customers sell for you. The sooner you start using testimonials in every marketing message you create, the sooner you’ll realize that testimonials really are the ultimate sales tool.

BY PAM LONTOS

PAMLONTOS.COM.

CO_0312.indd 15 2/15/12 11:49 AM


16


Is Proud To Be In Colorado!Is Proud To Be In Colorado!

Hassle Free Lead ReturnTM

To !nd out how many leads we have available for the cars you’re

selling, visit www.dealix.com to get an immediate used car

leads estimate or call us today at (877) 894-5062.

1. ComScore MediaMetrix, November 2010. Potential, unduplicated reach of UsedCars.com a!liate network.2. ComScore MediaMetrix, September 2011.

UsedCars.com is backed by

The Dealix Quality PledgeTM

and Hassle Free Lead ReturnTM

which means you only pay us

when we deliver you serious, in

market buyers; or you can return

the lead and when it’s possible

we will, replace it with a new lead.

by nearly 40% of all shoppers looking for pre-owned vehicles on the largest Internet automotive sites.1

20 million used car shoppers (on a nationwide basis) each month and preferred placement on top automotive sites. 2

15 years, our pay for performance business model has helped thousands of car dealers do a better job of attract-ing consumers to their dealerships.

Leads to SalesDealix®

sites on the Internet today and let us help you do the work:

Special Programs & Discountsp Programs & DiscountsAvailable to all CIADA members!

C

M

Y

CM

MY

CY

CMY

K

UC.Colorado.Ad_Final.pdf 1 2/13/12 1:00 PM

>:LAL$>LIP<$O_:O$E:;I$AS NEW LEGISLATIVE COUNSELO",0X1'%#)$-'=$4*+$I'7$I2**'3H$D#&#*%#($i$

Shuster LLP has been named legislative/regulatory/compliance counsel for the National

Independent Automobile Dealers Association, NIADA 7",#/$#5#72&,6#$0/47#*$I,7"'#-$F,(($'((02(7#)9$!"#$4*+H$1'%#)$,($>#=$L-1'(3H$O",0$'()$-#)$13$

former Ohio attorney general and state senator Betty I0(&.0+#*3H$=,--$'))$')),&,0('-$#58#*&,%#$&0$>:LALT%$legislative and regulatory efforts in Washington D.C. to stay ahead of issues affecting the association and ,&%$'88*05,+'&#-3$SeHRRR$+#+1#*%9$$\L)),(.$I'7$I2**'3H$D#&#*%#($i$<"2%&#*$&0$&"#$

#//0*&%$0/$E#)#*'-$L)607'&#%H$>:LALT%$-011,(.$4*+$0($Capitol Hill, will round out our strategy to work more closely with key federal regulatory agencies,” Linn %',)9$\<&'3,(.$'"#')$0/$*'8,)-3$#58'(),(.$'.#(7,#%$like the CFPB (Consumer Finance Protection Bureau)

will be much easier as Betty and her team engage key relationships with their former colleagues at key federal agencies like the CFPB and the FTC.” :($')),&,0($&0$I0(&.0+#*3H$&"*##$/0*+#*$O",0$'%%,%

tant attorneys general will be advising NIADA on compliance updates and changes in government regulations to the automotive industry. Shaun Petersen, I,7"#-#$<"2%&#*$'()$_#-#($I'7$I2**'3$'--$%#*6#)$'%$chiefs of the Ohio AG’s Consumer Protection Section. !0.#&"#*$&"#3$"'6#$+0*#$&"'($&",*&3$3#'*%$0/$#58#*,ence managing consumer protection initiatives and helping businesses comply with those programs. $D#&#*%#(T%$#5&#(%,6#$=0*U$*#8*#%#(&,(.$'2&0$)#'-

ers in Ohio through the Ohio Independent Automobile Dealers Association gives him a deep understanding of dealer operations and concerns. He will act as >:LALT%$-#')$702(%#-$/*0+$&"#$4*+9$$

THREE FORMER OHIO ASSISTANT ATTORNEYS GENERAL WILL BE ADVISING NIADA ON COMPLIANCE UPDATES AND CHANGES IN

GOVERNMENT REGULATIONS TO THE AUTOMOTIVE INDUSTRY.

CO_0312.indd 16 2/15/12 11:49 AM

CO_0312.indd 17 2/15/12 1:15 PM


18


CIADA is pleased to announce Herbies Auto Sales has been named its 2011 Quality Dealer of the Year. Congratulations to Lee Yoder and the entire 47-member team that make Herbies a very special dealership.

Lee has been in the auto industry for most of his life. He began with a small gas station and service shop in the Denver area. In 1976, Lee moved north to Greeley for a GSM position at Garnsey Wheeler and after that, part ownership interest in a franchise store.

Lee’s next step was opening Herbies in December 2000. The inventory consisted of only a handful of vehicles but sales were brisk – five the first month, 16 the second and 20 vehicles sold in the third month. Since those days, Herbies has relocated twice because the business outgrew its space. Annual sales volume currently stands at more than 1,000 vehicles.

Herbies Auto Sales is very active in the Greeley community, from helping the Boy Scouts to participating in the Greeley Stampede Rodeo, as well as assisting numerous other causes and individuals. Lee’s employees are very loyal and dedicated, some with more than 30 years of service.

Herbies’ mission statement is very much part of the experience of visiting the dealership: “Herbies Auto Sales is committed to building relationships within our community that last a lifetime, and in doing so honor our LORD, our employees and our customers.”

CIADA is proud to have Lee and his outstanding team representing Colorado in the National Quality Dealer of the Year awards program at this year’s NIADA Convention & Expo in June. And special thanks to Regis University for its partnership and role in the selection process.

Congratulations to the fantastic group at Herbies Auto Sales and best wishes for continued success.

Sincerely,Todd O’ConnellExecutive Director, CIADA

HERBIES AUTO SALES NAMED CIADA QUALITY DEALER

CO_0312.indd 18 2/15/12 1:06 PM


19


Nowcom, a leading provider of dealer management solutions, announced it has renewed its partnership with

the National Independent Automobile Dealers Association for a second year as a Gold National Corporate Partner.

Nowcom has worked with NIADA since 2005. It became a Preferred Partner in 2009, a Bronze Corporate Partner in 2010 and began as Gold National Corporate Partner in 2011. NIADA Member Services partners with industry leaders that offer excellent services to help their members grow their business, protect their assets and enhance profitability.

The NIADA Member Services National Corporate Partner Program was formed in 2010 to provide NIADA members with an extensive, highly vetted roster of partners they can rely on to provide a broad portfolio of services they use on a daily basis. Through discounted affinity agreements, NIADA Member Services offers numerous member benefit services. For dealers with neither the time nor staff to conduct thorough supplier evaluations, NIADA members look to NIADA Member Services for outstanding partner recommendations and discounts.

Nowcom is the provider of DealerCenter.net, an all-in-one web-based dealer management software system that allows the dealer full control over sales, inventory, credit reports, insurance offering and financing.

For more information, visit www.nowcom.com.

NOWCOM RENEWS GOLD PARTNERSHIP WITH NIADA

WORL

D AUTOMOBILE

CHAMPIONSHIP

The World Automobile Auctioneers Championship will be webcast live this year for the first time, courtesy of NIADA.TV. The live webcast of the 2012 WAAC can be viewed in its entirety on the home pages of www.niada.tv, www.niada.com and www.waacnet.net . Coverage begins at 11 a.m. Eastern time on Mar. 30 and is free for all online viewers. Cheer on your hometown favorite auctioneers and ringmen, and catch all the fun and excitement of the 2012 World Automobile Auctioneers Championship at your leisure, exclusively on all three websites. For more detailed information please visit www.niada.com and click on the “Events” tab, or call (303) 807-1108.

WORLD AUTOMOBILE AUCTIONEERS CHAMPIONSHIP

CIADA is nothing new. It was established in 1941, to represent car dealers in Colorado. CIADA has a presence before the state legislature and becomes involved with the regulatory agencies whenever necessary.

CIADA is the only trade association in Colorado representing the Independent Used Car Dealer. The association is organized to assure that control of the policies and activities of the industry is in the hands of active dealer members.

CIADA is dedicated to combating legislation that is unfavorable to used motor vehicle dealers. Alone, a single dealer has little chance of successfully combating legislation and rules that will be harmful to his/her business. Dealers who are united under the CIADA banner have a voice that is commanding and powerful.

CIADA sends important news and information about the automobile industry to members through the CIADA Insider Magazine, the Used Car Dealer national magazine and email alerts. These publications will keep you informed on issues likely to affect your business.

CIADA is recognized throughout Colorado as the official voice of the used car dealer. The association has an established record of accomplishment and fair dealing. Representatives of CIADA are welcomed and respected by officials of every regulatory agency that deals with the used car industry.

CIADA proudly includes in its membership dealers of all sizes, from the smallest to the largest. Its strength is in the devotion of its individual members. So whether your business is large or small, you are urged to join the progressive association, an association dedicated to serving you, the Independent Used Car Dealer.

CIADA provides an up-to-date and user friendly website packed with information ranging from Business Partners to requirements for obtaining a dealer license and an online store for all your form and business needs.

CIADA has numerous educational opportunities including a weekly State approved Pre-Licensing class and regularly scheduled Title and Compliance seminars.

CIADA members have free access to NIADA.tv for additional business training and information.

CIADA is always looking for programs and services that are beneficial to the Independent Dealer.

RICH TRADITION

71 Years of Helping Independent Dealers Succeed !

Colorado Independent Automobile Dealers Association

Get Both CIADA and NIADA Memberships for only $225 Join Now And Receive All Of The Following Benefits Plus Many More. . .

Membership dues are $225 for 12 months from the date you join and your National IADA are included. Call CIADA 303-239-8000 with questions.

CIADA.org

Click t

o buy NOW!

PDF-XCHANGE

ww

w.tracker-software

.com Clic

k to buy N

OW!PDF-XCHANGE

ww

w.tracker-software

.com

CO_0312.indd 19 2/15/12 1:07 PM


20


AUCTIONSADESA Colorado SpringsCindy Kuhn10680 Charter Ranch RdFountain, CO 808177193916615www.adesa.com

G'*+'5$L27&,0(%4010 Tutt BlvdColorado Springs, CO 809228888046604===97'*+'5'27&,0(%970+

Copart Auto AuctionsTroy Callahan1281 CR #27Brighton, CO 806033036590066www.copart.com

Dealers Auto Auction of the RockiesI,7"#--#$>01-,&&7175 York StDenver, CO 802293032897716www.daarockies.com

Insurance Auto AuctionBryan Stonecipher409 W 66th Ave.Denver, CO 802213034283024www.iaai.com

Loveland Auto AuctionI'&&$;#')4660 Chapman RdLoveland, CO 805349706694994www.lovelandautoauction.com

I'("#,+$A#(6#*$$Jeff West17500 East 32nd Ave.Aurora, CO 800113033433443www.manheim.com

D'7,47$L27&,0($G0+8'(3O.J. Pratt5450 Dahlia St.Commerce City, CO. 800223032870691===98'7,47'27&,0(970+

Ritchie Bros AuctioneersDebbie Sutton4444 Ritchie DrLongmont, CO 805049705356700www.rbauction.com

SmartAuctionShaun Latham6056 Raleigh CircleCastle Rock, CO 801043035242741www.smartauction.biz

Total Resource AuctionsRick Dendorfer8300 Blakeland DrLittleton, CO 801253034705511www.traauctions.com

AUTOMOTIVE SERVICESAccurate Auto Title SpecialistCindy Vieyra3039190775www.cindytitles.com

AppOneKary Hooper18153 E Petroleum DrBaton Rouge, LA 70809ekkXQkkX[[hS$5&$SQQeSRkwww.appone.net

Auction GeniusBetty Gaylord1822 Skyway Drive Unit ALongmont, CO 805047203661943www.auctiongenius.net

Auto Portfolio Services LLCI,7"#--#$?'7U%0(5295 DTC Parkway #200Greenwood Village, CO 801117202417608www.autoportfolioservices.com

AutoStar SolutionsAllen Dobbins1612 Summit Ave, Ste 350Fort Worth, TX 761028006822215www.autostarsolutions.com

Denver Newspaper AgencyI,U#$I7a,#*('(SRS$N$G0-/'5$L6#Denver, CO 802023039542524www.denverpost.com

I,-#$_,."$G0(%2-&,(.H$:(79I,U#$G,(&*0(POB 740460Arvada, CO 800067208387400www.milehighconsultinginc.com

Nowcom CorporationI,.2#-$?2*')04751 Wilshire Blvd., Ste. #115Los Angeles, CA 900103236692669www.nowcom.com

Passport PublishingJulia Byrne9708708998

Passtime Security SystemsI#-,%%'$O1#*+0--#*861 Southpark Dr., Ste #200Littleton, CO 801203036235339www.passtimeusa.com

jGIF,(UAllison PittmanPOB 13768;,).#-'()H$I<$hlS`k6018125876www.ucmlink.com

Vargo & Janson, Pc.Jerry VargoPOB 280389Lakewood, CO 802143032388832www.vargojanson.com

Whipplewood CPA’sI0('$E##-#311852 Shaffer DrLittleton, CO 801273039897600www.whipplewood.com

CAR RENTALSEnterprise Rent a CarKerri Tiernan7201 S Fulton StCentennial, CO 801127208759916

DEALER WEBSITE & PRINT DESIGNAutoSearch TechnologiesI,7"'#-$A9$?'7U%0(Newport Beach, CA 9496080809www.autosearchtech.com

Passport PublishingJulia Byrne9708708998

IDENTITY THEFT SERVICESIdentity Theft and Red Flags Rules Specialist Howard Koziara3032578200

INSURANCE SERVICESDiamond Warranty CorporationTaylor Andersonl$>0*&"$I',($<&Pittston, PA 186405703943291

Farmers InsuranceLaura Winter7535 E Hampden Ave #200Denver, CO 802313033686571

HUB International InsuranceDon LearnedPOB 4316Pueblo, CO 810037195466834www.hubinternational.com

InsurJim Taylor7445 E Peakview AveCentennial, CO 801113037705157www.insurgroup.net

I00)3$:(%2*'(7#$L.#(73$:(79P6'($I00)38055 E Tufts AveDenver, CO 802373038246600www.moodyins.com

Protective Life – Asset Protection?0#$I'*72%Denver, CO3039189735

Secura Insurance CompaniesQbRS$<$I#+0*,'-$A*Appleton, WI 549159208304777www.secura.net

Security Financial InsuranceThomas Luberski11067 W Polk PlLittleton, CO 801273039332006

Sentry InsuranceRandy Dombrowski1800 North Point DrStevens Point, WI 544817153467272www.sentry.com

Wave Financial PartnersHoward Koziara3032578200

Welsh Insurance AgencyJeff Welsh1310 E Eisenhower BlvdLoveland, CO 805379706635404www.wiainsurance.com

INTERNET CAR SALESAuction GeniusBetty Gaylord1822 Skyway Drive Unit ALongmont, CO 805047203661943www.auctiongenius.net

Autotrader.comJennifer Stone7205601088www.autotrader.com

Cars.comSusan Tyson175 W Jackson Blvd., Ste 800Chicago, IL 606043039542983www.cars.com

LEGALG:LAL$I#+1#*%$L&&0*(#3I,7"'#-$I7a,((0(3037952526

PrePaid Legal ServicesHoward Koziara3032578200

<&#6#($N9$_,7U05Attorney & Counselor2120 S Birch StDenver, CO 802223037560277

Vargo & Janson, Pc.Jerry VargoPOB 280389Lakewood, CO 802143032388832www.vargojanson.com

LENDERS AND FINANCE COMPANIESAccess Capital Investment GroupJeff Hutcheson1058 Delaware StDenver, CO 802047209614074www.acinvest.com

Automotive Finance CorpI,7U,$N"'-#(1905 Sherman StDenver, CO 802033038324757www.afcdealer.com

Bank of DenverGeorge Dreman810 E 17th AveDenver, CO 802183035723600www.thebankofdenver.com

CIG FinancialKen Anderson[$P5#72&,6#$G*$mSRRIrvine, CA 926143038157509

Credit Acceptance Corp!"0+'%$I7G'*&"34230 S Alton PlGreenwood Village, CO 801117209341512www.creditacceptance.com

CU Direct Connect6377 S Revere Pkwy #200Centennial, CO 801117209741311www.cudirectconnect.com

Dealer Services CorporationPatty Turner1320 City Center Dr #100Carmel, IN 460328889693721www.discoverdsc.com

Floorplan XpressTom Smith608 Garrison StLakewood, CO 802157202595800===9c00*8-'(58*#%%970+

?$D$I0*.'($G"'%#$M'(UJerri Wunder5734 S Prince St, 2nd FlLittleton, CO 801203037344116www.jpmorganchase.com

Lobel FinancialKathy Haag6551 S Revere Pkwy #100Centennial, CO 801113037061400===9-01#-4('(7,'-970+

Reliant FinancialJennifer LoweryCoppock500 City Parkway West Ste #400Orange, CA 928683038870511

Security Capital FundingDana RomeroPOB 1257Englewood, CO 801503037617744

REPOSSESSION COMPANIESAsset Services Inc<2%'($I,--#*POB 17866Denver, CO 802173033330500www.assetservicescolorado.com

Pratt Adjustment BureauJeanne Lewis6800 Downing StDenver, CO 802293032897710www.corepo.com

Premier Recovery Service?#((,/#*$I7A'(,#-POB 211599Denver, CO 802213034268100www.premierrecovery.com

SERVICE AGREEMENTSAUL CorpJason GarnerSQ`R$I',($<&9H$<&#$mhRRNapa, CA 945598008263207www.aulcorp.com

Diamond Warranty CorporationTaylor Andersonl$>0*&"$I',($<&Pittston, PA 186405703943291

GWC Warranty Corp40 Coal StWilkesBarre, PA 187028004827357www.gwcwarranty.com


Protective Life – Asset Protection?0#$I'*72%Denver, CO 3039189735

TITLE SERVICESCindyTitlesCindy Vieyra303919—0775www.cindytitles.com

PROVIDERS

CO_0312.indd 20 2/15/12 11:50 AM


21


MEMBERSHIP APPLICATIONColorado Independent Automobile Dealers Association6464 West 14th Ave. Suite 100, Lakewood, CO. 80214

3032398000 / 18005691899 / fax 3032373305 / www.ciada.org

Date:__________________ Referred by :_____________________

Type of License And/or Membership (Circle One) Used Only Wholesale Franchised Associate Member

Entity Type (Circle One) Individual Partnership Corp Ltd Liability Co Other

Name of Business_____________________________________________________________________

Dealer # ____________ Street Address___________________________________________________

City____________________________ State_________ Zip_______ County_____________________

Mailing Address_____________________________________________Cell #____________________

Business Ph______________________ Fax #_______________________Home___________________

Email Address_______________________________Web Site Url_____________________________

Owner #1 ___________________________________Spouse__________________________________

Home Address (if different from above)__________________________________________________

City____________________________ State_________ Zip_______ County_____________________

Owner #2 ___________________________________Spouse__________________________________

Home Address (if different from above):_________________________________________________

City____________________________ State_________Zip________County_____________________

Membership Dues Are $225.00 Annually. Please Return Your Check with Completed Application.By completing this form, I am consenting to and giving CIADA, its affiliates and subsidiaries, my

permission to contact me and provide information to me at the mailing and email address, telephone and faxnumber(s) I have provided.

IF YOU WISH TO PAY YOUR ANNUAL MEMBERSHIP DUES OF $225.00 BY CREDIT CARD , PLEASECOMPLETE THE AREA BELOW AND RETURN TO CIADA BY FAX OR MAIL.

CREDIT CARD #_________________________________________________________________ EXPIRATION DATE ______________

SECURITY CODE ______________ NAME ON CARD ___________________________________________________________________

AUTHORIZED SIGNATURE ______________________________________________

Reliant FinancialJennifer LoweryCoppock500 City Parkway West Ste #400Orange, CA 928683038870511

Security Capital FundingDana RomeroPOB 1257Englewood, CO 801503037617744

REPOSSESSION COMPANIESAsset Services Inc<2%'($I,--#*POB 17866Denver, CO 802173033330500www.assetservicescolorado.com

Pratt Adjustment BureauJeanne Lewis6800 Downing StDenver, CO 802293032897710www.corepo.com

Premier Recovery Service?#((,/#*$I7A'(,#-POB 211599Denver, CO 802213034268100www.premierrecovery.com

SERVICE AGREEMENTSAUL CorpJason GarnerSQ`R$I',($<&9H$<&#$mhRRNapa, CA 945598008263207www.aulcorp.com

Diamond Warranty CorporationTaylor Andersonl$>0*&"$I',($<&Pittston, PA 186405703943291

GWC Warranty Corp40 Coal StWilkesBarre, PA 187028004827357www.gwcwarranty.com


Protective Life – Asset Protection?0#$I'*72%Denver, CO 3039189735

TITLE SERVICESCindyTitlesCindy Vieyra303919—0775www.cindytitles.com

CO_0312.indd 21 2/15/12 11:50 AM


22


The NIADA announced its 66th Annual Convention & Expo will be held June 11-14, 2012 – a

week earlier than previously scheduled – at Caesars Palace Hotel and Casino in Las Vegas.

NIADA’s showcase event will o!er an expanded dealer education program for 2012, including more sessions covering more topics than ever before, as well as an enhanced Expo featuring more companies representing all facets of the automotive industry. Expo exhibit dates are June 12, 13 and 14. "e Convention, to be held for the third consecutive year at spectacular Caesars Palace, will kick o! with activities beginning on Monday a#ernoon, June 11.

Online registration is now open at www.niada.com. Rooms at Caesars Palace will be available at the discounted rate of $154 per night.

NIADA’s Annual Convention & Expo provides its members with an opportunity to network with their peers, participate in quality education sessions and gather valuable information they can take back and apply toward their dealerships’ success. Educational offerings will cover topics for both retail and Buy Here-Pay Here dealers. The event is also a gateway for vendors to build and foster relationships with dealers through the Expo, an industry marketplace of top-notch vendors showcasing their products and services and the benefits they can provide to dealers.

NIADA has held its Annual Convention & Expo since 1947 and has continued to $ourish as the most sought-a#er and reputable used motor vehicle industry event for automobile dealers.

NIADA ANNUAL CONVENTION & EXPO SET FOR JUNE 1114, 2012 IL>n$<_P;:EE<$G;PL!P$

REGULATORY UNCERTAINTY

Remember when the DoddFrank bill was being debated in Congress and we all "08#)$+0&0*$6#",7-#$)#'-#*%$=02-)$1#$#5#+8&$/*0+$&"#$06#*%,."&$0/$&"#$(#=$sheriff – the Consumer Financial Protection Bureau (CFPB)?

Be careful what you wish for. You just might get it. L%$302$U(0=H$'$\)#'-#*$#57-2%,0(Z$='%$,(7-2)#)$,($&"#$A0))XE*'(U$N'--$<&*##&$

;#/0*+$'()$G0(%2+#*$D*0&#7&,0($L7&$JA0))XE*'(U$L7&K9$:*0(,7'--3H$&"#$)#'-#*$#57-2%,0($might only increase industry regulatory oversight and add compliance uncertainty. j()#*$<#7&,0($SRQl$0/$&"#$A0))XE*'(U$L7&H$&"#$GEDM$+'3$(0&$#5#*7,%#$*#.2-'&0*3$

supervision or enforcement authority over “a motor vehicle dealer that is predominantly engaged in the sale and servicing of motor vehicles, the leasing and servicing of motor vehicles, or both.” L($#57#8&,0($&0$&"#$#57-2%,0($,%$&"'&$&"#$GEDM$)0#%$"'6#$'2&"0*,&3$06#*$12%,(#%%#%$

&"'&$8*06,)#$\&"#$#5&#(%,0($0/$*#&',-$7*#),&$0*$-#'%#%$,(60-6,(.$+0&0*$6#",7-#%HZ$*#&',-$credit or retail leases “directly to consumers” and a contract covering the retail sale 0*$-#'%#$&"'&$,%$$0&$*02&,(#-3$'%%,.(#)$&0$'($2('/4-,'&#)$&",*)X8'*&3$4('(7#$0*$-#'%,(.$source.” !"#$#57-2%,0($'()$#57#8&,0(%$7'($1#$'$1,&$70(/2%,(.H$12&$&"#$(#&$*#%2-&$,%$&"'&$&"#$

CFPB has regulatory authority over Buy HerePay Here dealers. And even dealers who do not consider themselves to be Buy HerePay Here might be regulated by the CFPB ,/$&"#3$'*#$'%%,.(,(.$70(&*'7&%$&0$'($'/4-,'&#)$&",*)X8'*&3$4('(7#$0*$-#'%,(.$%02*7#H$0*$,/$&"#3$'*#$(0&$\*02&,(#-3Z$'%%,.(,(.$70(&*'7&%$&0$'($2('/4-,'&#)$&",*)$8'*&39$:/$302$'%%,.($some contracts and hold others, there might be some uncertainty about whether you are regulated by the CFPB. The CFPB authority leaves us with a framework in which some auto dealers are

regulated by the CFPB and the rest are regulated by the Federal Trade Commission JE!GK9$!"'&$+#'(%$&"'&$,($%8,&#$0/$&"#$$#'-#*$#57-2%,0(HZ$=#$"'6#$&=0$%"#*,//%$,($&0=(9The two federal regulators have promised to work together, but the regulatory

/*'+#=0*U$,&%#-/$702-)$7*#'&#$01%&'7-#%9$E0*$#5'+8-#H$&"#$GEDM$(0=$"'%$*2-#+'U,(.$'2&"0*,&3$/0*$'$(2+1#*$0/$70(%2+#*$4('(7,'-$8*0&#7&,0($-'=%$/0*+#*-3$.*'(&#)$&0$several federal agencies, including the Truth in Lending Regulation Z and Consumer F#'%,(.$;#.2-'&,0($I9$:($*#821-,%",(.$&"#%#$*#.2-'&,0(%H$&"#$GEDM$+')#$,&$7-#'*$&"'&$&"#3$'88-,#)$\#57#8&$=,&"$*#%8#7&$&0$8#*%0(%$#57-2)#)$/*0+$&"#$12*#'2T%$*2-#+'U,(.$authority by section 1029 of the DoddFrank Act.“ That is a clear reminder that CFPB #(/0*7#+#(&$'2&"0*,&3$0/$;#.2-'&,0(%$o$'()$I$'*#$&#7"(,7'--3$%#8'*'&#$/*0+$&"#$enforcement authority of the FTC. DoddFrank also authorized states to enforce certain federal consumer protection

laws. The concern is that might result in local differences in interpretation and #(/0*7#+#(&$0/$/#)#*'-$*#Y2,*#+#(&%9$<0$#%%#(&,'--3H$&"#*#$'*#$(0=$&"*##$%"#*,//%$ in town. Over time, rules, regulations and interpretations will be published providing

7-'*,47'&,0($0($&"#$%708#$'()$-,+,&%$0/$'2&"0*,&3$'%%,.(#)$&0$&"0%#$&"*##9$M2&$/0*$(0=H$we need to deal with the regulatory uncertainty as best we can.It is helpful to keep in mind that the various regulating authorities are trying to protect

consumers from unfair and unscrupulous consumer credit transactions. The best practices for these times apply in all situations – be clear, be transparent and be honest ,($302*$%'-#%$'()$4('(7,(.$&*'(%'7&,0(%9$!"'&$%"02-)$"#-8$302$%'&,%/3$&"#$%8,*,&$'()$intentions of all but the most technical standards of any regulator.

BY CHIP ZYVOLOSKIChip Zyvoloski is a senior attorney for indirect lending at Wolters Kluwer Financial Services.

For more information, visit www.wolterskluwerfs.com/indirect.

ComplianceOverdrive

CO_0312.indd 22 2/15/12 11:50 AM

CO_0312.indd 23 2/15/12 11:50 AM

CO_0312.indd 24 2/15/12 11:50 AM

CO_0312_O

Documents

Transcript of CO_0312_O