august 2010 independent dealer magazine issue

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FIADA Independent Dealer Magazine


  • August 2010 Independent Dealer

    August 2010 Information and Insight for Florida Used Car Dealers

    since 1940

    A Publication of the Florida Independent Automobile Dealers Association

    Finding the right used car inventory is harder these days. Weve talked to dealers, auctions and rental car companies to get the real story.

    Page 14.



    P A I D


    PERMIT NO. 801


    Get your motor running, FIADAs

    Fast Cars & Freedom Annual Convention is on the way.

    See the program preview on page 20.

  • Independent Dealer August 2010











  • August 2010 Independent Dealer

    MAiLinG ADDRess 1840 Fiddler court Tallahassee, FL 32308

    TeLePHOne (850) 385-2712 (800) 237-0448

    FAX (850) 385-3251


    eXecUTiVe cOMMiTTee Greg edwards President

    Jim Kagiliery Chairman of the Board

    Jeff Gann Senior Vice President

    Jeff Zupec Secretary

    Dino Mercurio Treasurer

    Mario Allmond Regional Vice President

    Brandi noegel Regional Vice President

    George Hickey Regional Vice President

    steve Marbais, cMD Regional Vice President

    John cousins Regional Vice President

    FiADA sTAFF steve Jordan Executive Director

    Ginger White Director of Membership Recruitment & Retention

    Terry Myers Educational Instructor sarah Langley Membership Coordinator

    Alex Romans Education Coordinator

    christy Taylor Editorial/Advertising

    POSTMASTER:Send address changes to:FiADA 1840 Fiddler court

    Tallahassee, FL 32308(850) 385-2712 Toll Free: (800) 237-0448

    Fax: (850) 385-3251

    The IndependentDealeris a publication of: Florida independent Automobile

    Dealers Association, 1840 Fiddler court, Tallahassee, FL 32308.

    The magazine is published every month in Tallahassee and distributed to Florida new, used, wholesale and lease/retail car dealers. Advertising rates are available upon request.

    The statements and opinions expressed herein are those of the individual authors

    and do not necessarily represent the views of IndependentDealer or the Association.

    Likewise, the appearance of advertisers, or their identification as members of FiADA, does

    not constitute an endorsement of the products or services featured.

    ContentsAugust 00

    For members of the Florida Independent Automobile Dealers Association

    C O L U M N S & F E A T U R E S

    4 Presidents Message Greg Edwards

    6 Executive Directors Message Steve Jordan

    8 NIADA Advocates for Dealers in Washington An update on the Consumer Financial Protection Bureau.

    10 The 5 Ps to Boosting Sales Team Results Trainer George Dans gets down to business on how to increase your sales.

    12 Where Have All the Good Cars Gone? It seems that inventory is getting scarce. Were asking around to find out why.

    16 Legislative Update John Grant, FIADA Lobbyist

    19 Fast Cars and Freedom: FIADAs Annual Convention & Expo

    16 When You Need Help Call the FIADA Executive Committeealways there, happy to help and ready to

    lend a hand.

    U P C O M I N G E V E N T SOctober 15-16, 2010FIADA Annual Convention & ExpoTradeWinds Island ResortSt. Pete Beach, FL

    Reserve your hotel room today. Space is limited. Call TradeWinds today at (800) 808-98.

    Register for the convention at or call (800) 7-0448.











  • 4 Independent Dealer August 2010

    There is a fairly new sit-com on ABC called The Middle. Its about an average, middle-class family raising three kids and trying to make ends meet while the dad is out of a job and the mom works as a salesman at a used car dealership.

    The mom is played by Patricia Heaton of Everybody Loves Raymond. Her character, Frankie Heck, is tired and unappreciated, and works full time selling cars at Ehlert Motors, the last surviving used car dealership in their town of Orson, Indiana.

    In a recent episode Frankie is faced with the dilemma of selling a car to a lady who is intoxicated. After mulling it over with her fellow salesmen, she returns to her desk and tells the tipsy customer that she cannot sell her a car when shes not fully aware of what she is doing. Surprise! The woman was not drunk. She passes over a business card and explains she is a sales trainer that Mr. Ehlert hired to jumpstart his sales staff.

    Drunk customer; the easiest sale in the book, Mr. Ehlert says, shaking his head in disappointment.

    Granted, it was a little funny but at the same time very disturbing. Is that how people really see car dealers? I hope not, and for the dealers who are members of the Florida Independent Automobile Dealers Association, I know its not.

    We work in a tough business. Between tight market conditions, the threat of unfair rules and legislation, fees and taxes and imposing regulations the logistics behind selling cars can be brutal. If you add on to that

    Dont Get Stuck In the MiddleBY GREG EDWARDS

    F R O M T H E P R E S I D E N T

    a hint of negative public perception, it might seem like an uphill battle even before you unlock the front door.

    The good news is, for those of us who are FIADA members; it does not have to be that way. Staying compliant is as easy as reading the magazine or checking your email. The FIADA Member sticker you have on your window, or the logo on your letterhead, vouches for your professionalism and separates you from the crowd. With over 8,000 licensed dealers in the state of Florida you are bound to find some that do not play by the rules. FIADA membership makes it easy for your customers, your financiers, your vendors and leaders in your community to see you are different. As a member of your trades professional organization you have prestige, you have support and you have power.

    Your membership also lets you laugh at outrageous characters like Mr. Ehlert because you know in reality you are an ethical, but still profitable businessman with an elite staff who takes care of your customers, instead of taking advantage of them. Why else would they keep coming back? We know you are working hard and doing a great job, and your customers know it too.

    If you are interested in taking your membership one step further, and moving your dealership ahead, then make sure you attend the FIADA Annual Convention and Trade Show in St. Pete. Beach on October 15-16. Well have experts on sales and marketing, legal, financeyou name the topic and Im sure well have someone speaking on it. Take a look at our program preview on page 19 then use the registration form on page 20 to save your spot.

  • August 2010 Independent Dealer






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  • Independent Dealer August 2010

    The car business, like school, is relational. You enjoy it partly because of the people that you learned from, work with everyday, and those whom you have met along the way.

    Crayola Crayons, paper, sharpened pencils, colorful foldersits August, and the main memory we have of this season is going back to school. Many of us even have children of our own that we are driving across the country to go to college, or down the block to new elementary schools. In the process, we buy new suppliesbooks, clothes, computersand many other tools necessary for academic success. As we prepare our own children for the year ahead, I believe its useful to revisit some of these back-to-school ideas that can still apply, even as adults.

    For example, many of us can think of a teacher or coach who really left an impression on us or whose class we enjoyed. Some of our mentors were just skilled at helping us learn. They knew how to convey life lessons or book knowledge in a way that made sense and helped us apply it to our own lives. These

    good teachers thought outside the box; they helped us see things in a new way; they made a subject that could be boring into an interesting and useful experience.

    My advice? Find a teacher and become a teacher in your own right. Who are your mentors? No one can make it alone. The car business, like school, is relational. You enjoy it partly because of the people that you learned from, work with everyday, and those whom you have met along the way. In the car

    business, its easy to reconnect with those who taught you the business. Think back on their lessons to you. Who taught you how to buy cars at the auction? Who taught you how to desk a deal? Who was it that helped you along when you were struggling to meet your sales or collections goals? Are you incorporating all that you learned or has time and busyness distracted you from doing business the way that you were taught? Times have changed but there are life-long lessons that you can incorporate into the twenty-first century.

    I challenge you to ask yourselfAm I a good teacher to those that I have the opportunity to mentor and bring up alongside me on my journey? Are there employees or associates who seem to need a hand? When you give, you will receive in return. Dont be stingy with your time, energy, and knowledge. Instead, try to help those around you. Be a teacher.

    As we age, we begin to realize that education isnt the passive act of being in a classroom. Its the process of growth that occurs when you o