february 2010 independent dealer magazine

February 2010- — Independent Dealer — �www.fiada.com

PRST STDU.S. POSTAGE

P A I DTALLAHASSEE, FL

PERMIT NO. 801

February 2010 www.FIADA.com Information and Insight for Florida Used Car Dealers

A Publication of the Florida Independent Automobile Dealers Association

FIADA helps you get proper training, business skills and essential contacts that will help you reach your goals.

� — Independent Dealer — February 2010 www.fiada.com

When you’ve got cars to sell, we’ve got the marketplace to deliver results. With dedicated, experienced staff and a full menu of services, we’re proud to be your trusted business partner.

Take a drive down Dealer Avenue.

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February 2010- — Independent Dealer — �www.fiada.com

M E M B E R N E W S & N O T E S

What’s Up?Send us your news, photos, accomplishments—whatever you would like to share with FIADA. E-mail to [email protected] or mail to FIADA, �840 Fiddler Court, Tallahassee, FL ��08.

HELPING HAITI

Following January’s devastating earthquake in Haiti, the world has come together to provide financial donations and support. There are several organizations currently accepting donations for Haitian-bound teams, and here is a list of agencies you can support that will provide help:

AmericAn red cross The American Red Cross is sending money, supplies and staff to Haiti to support earthquake relief efforts. The Red Cross is contributing an initial $1 million from the International Response Fund to support the relief operation, and has opened its warehouse in Panama to provide tarps, mosquito nets and cooking sets for approximately 5,000 families. To help, you can make an unrestricted donation to the International Response Fund at www.redcross.org , or by calling 1-800-REDCROSS. Texting “Haiti” to 90999 will also send a $10 donation to the Red Cross, through an effort backed by the U.S. State Department.

UniceF Thanks to a generous, private donor UNICEF’s U.S. Fund is able to absorb all administrative costs so that 100% of your donation will support their work for children in Haiti. To make a donation, call 1-800-FOR-KIDS or log-on to www.unicefusa.org.

oPerATion UsALos Angeles-based International relief agency Operation USA is assisting the Haiti disaster relief efforts with air shipments of essential medical aid to post-earthquake Haiti. Donate online at www.opusa.org or by phone at 1-800-678-7255. You can also text “AID” to 50555 and donate $10 to OpUSA’s Haiti relief efforts.

docTors WiTHoUT BordersDoctors Without Borders has been working in Haiti for 19 years, and was operating three emergency hospitals in Port-au-Prince prior to the earthquake. By donating to the Emergency Relief Fund, medical teams can react to the Haiti emergency. Your gift via www.doctorswithoutborders.org will be earmarked for their Emergency Relief Fund.

FUNDING OPTIONS FOr ALL

FIADA was proud to co-host Keith Whann’s The Car Counselor’s T.A.R.P. Regional Seminar Series in conjunction with the January Board of Directors meeting in Orlando. The event was well attended and considered a success. For the seminar wrap-up, turn to page 12. Here are some photos from the event.

4 — Independent Dealer — February 2010 www.fiada.com

Mar. 4-5 Orlando/Winter Garden

Mar. 6-7 Tampa

Mar. 8-9 Ocala

Mar. 10-11 Lakeland

Mar. 10-11 Pensacola

Mar. 13-14 Ft. Lauderdale

Mar. 18-19 Clearwater

Mar. 20-21 Orlando

Mar. 23-24 Panama City

Mar. 24-25 Miami/Opa Locka

Mar. 29-30 Jacksonville

MArCH 2010

Apr. 7-8 Pensacola

Apr. 8-9 Orlando/Winter Garden

Apr. 10-11 Tampa

Apr. 12-13 Ocala

Apr. 14-15 Lakeland

Apr. 17-18 Ft. Lauderdale

Apr. 20-21 Tallahassee

Apr. 24-25 Orlando

Apr. 26-27 Jacksonville

Apr. 26-27 Clearwater

Apr. 28-29 Miami/Opa Locka

APrIL 2010

May 5-6 Pensacola

May 6-7 Orlando/Winter Garden

May 8-9 Tampa

May 10-11 Ocala

May 12-13 Lakeland

May 15-16 Ft. Lauderdale

May 18-19 Panama City

May 22-23 Orlando

May 24-25 Jacksonville

May 24-25 Clearwater

May 26-27 Miami/Opa Locka

MAY 2010

NORTHEAST FLORIDAAdesa JacksonvilleAuto Auction��700 New Kings Rd.Jacksonville, ��9

WEST COASTInsurance A/A of Clearwater5�5� ��6th Ave N.Clearwater, ��760

Ramada Inn Tampa��7�4 Morris Bridge Rd. �-75 Exit �65Tampa

CENTRAL FLORIDAManheim’s ImperialAuto Auction��00 County Line Rd.Lakeland, ��8��

Ocala Driver’s License Office��0 SE �5th AvenueOcala, �447�

Manheim Central Florida Auto Auction9800 Bachman Rd.Orlando, ��8�4

Manheim Remarketing Site Orlando/Ocoee��75 E. Story RoadWinter Garden, �4787

SOUTH FLORIDAManheim Ft. Lauderdale5�5� State Road 7Davie, ��4

Adesa Miami/Insurance Auto Auction of Miami��700 NW 4�nd AveOpa Locka, ��054

PANHANDLEComfort Inn�0�� East ��rd St.Panama City, ��405

FIADA Office�840 Fiddler CourtTallahassee

View Course Descriptions and Register at www.FIADA.com

Gulf States Auto Auction66�5 Mobile HighwayPensacola, FL ��5�6

February 2010- — Independent Dealer — 5www.fiada.com

MAILING ADDRESS 1840 Fiddler Court Tallahassee, FL 32308

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

FAX (850) 385-3251

WEBSITE www.FIADA.com

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

Larry Peters S. Allen Monello, D.P.A. Terry Myers Instructors

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 • www.FIADA.com

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.

ContentsFebruary �0�0

For members of the Florida Independent Automobile Dealers Association

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

6 President’s Message Greg Edwards

8 Executive Director’s Message Steve Jordan

10 Technically Speaking Larry Peters and S. Allen Monello, D.P.A.

12 Go for the Gold FIADA helps you get proper training to reach your goals.

14 Apps and the Mobile Web The latest trend in marketing is reaching the mobile customer.

16 I T Cars FIADA Senior Vice President Jeff Gann followed his passion for automobiles to

build a growing Ocala business.

18 Legislative Update John Grant

20 Q & A with rep. rachel Burgin Rep. Rachel Burgin is assisting dealers by sponsoring HB 6��. Find out who she is and what she thinks about the relationship between government and small business.

D E PA R T M E N T S

3 Member News & Notes 15 Internet Extras

U P C O M I N G E V E N T S

April 23-24, 2010FIADA Board of Directors Meeting The ShoresDaytona Beach, FL

July 16-17, 2010FIADA Board of Directors Meeting PGA National Resort & SpaPalm Beach Gardens, FL


When Super Bowl XLIV aired on CBS, February 7 it was surrounded by controversy. No, there were no allegations of dirty refs

or steroid-enhanced players. This time the buzz was all about the advertising.

College football star Tim Tebow teamed up with the Focus on the Family organization to produce an ad designed to promote families. It may have been an odd choice of platforms to push such a message, but they accomplished their goal of getting people to take notice.

Advertisers spent $2.4 million dollars for every 30 seconds of commercial time during this year’s Super Bowl because it is a very effective way of reaching a lot of people at the same time. There are not many television events where the entire country (or at least a majority of it) sits down at one time to watch the same thing. A captive audience is a goldmine in the eyes of an advertiser and brands like Doritos and Coca-Cola feel it is a wise decision to use a hefty chunk of their marketing budget to produce a commercial, buy premium prime-time space and broadcast it.

These kinds of companies justify the cost because they know they will receive a measurable return on their investment. They’re banking that people will go to the store and buy a bag of chips or switch their car insurance because of what they saw on TV. Though it is an extreme expense, they are spending money to make money.

So, why would an organization like Focus on the Family, that doesn’t have a product to sell make a multi-million

Supersizing Our MessageBY GREG EDWARDS

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

dollar investment that they know they will not see financial gain from? Because they believe in a cause they feel will make the world a better place. Being heard was more important than making money. From a business point-of-view it makes no sense, but for an organization looking to call people to action, it was a brilliant idea.

It made me think about our own Association and the passion we have for our industry. We may not have the resources to buy advertising space during the country’s most prized piece of programming, but we do have the ability to spread the word about our beliefs and mission all the same. We know there are dealers out there who are not members of our Association. Telling them about FIADA is as simple as picking up the phone or starting a conversation at the auction. I’m confident if we would all make a personal commitment to sharing our message with other dealers in our community we would make our world of buying and selling used cars a better place.

Think of all the good that would come from a membership push. Professionalism among dealers would go up. As legislative advocates we would have more power. Our access to and availability of new member benefits would increase. Even our camaraderie and brotherhood would be enhanced.

Get in the mindset that we need to tell every dealer on our street, and every vendor in our rolodex about FIADA membership and what it has done for us personally. If we do, I guarantee we’ll reach everyone in our target market and we won’t have to spend a dime to do it.


“GoldStarGPS– aneasydecision”

VISIT US

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All Politics is Local BY STE VE JORDAN

When former U.S. Congressman and Speaker of the House, Tip O’Neill, ran for a City Council seat in Cambridge, MA he learned

the hard way that “all politics is local.” After the election, his father pulled him aside and said he did a good job of campaigning in the outlying areas where he won a lot of votes, but because he neglected his own neighborhood, he lost the election by a slim margin.

The “all politics is local” lesson Tip O’Neill learned was you cannot overlook those closest to you for support. In the world of campaigns and elections, most people will vote for someone or something if they like it, agree with most of it and most importantly are “asked” to vote for it. Tip O’Neill learned this lesson the hard way, rebounded from this, his only political election loss, and went on to go on to become one of the most accomplished legislators in history as the second longest tenured Speaker of the U.S. House of Representatives holding the post from 1977 - 1987.

The members of the FIADA have a chance to embrace the “all politics is local” strategy during Florida’s 2010 legislative session. The FIADA’s House Bill 631 and Senate Bill 1182 are working their way through the committee process and we need your help now more than ever to get them passed into law.

HB 631 and SB 1182 represent the culmination of discussions between major stakeholders in Florida’s automobile industry over the past two years. The FIADA along with the Department of Highway Safety & Motor Vehicles (DHSMV), the Automobile Dealers Industry Advisory Board, the Florida Auto Dealers Association, local county tax collectors, representatives from the National Auto Auction Association, and many

others have discussed the key points of this legislation, and all agree it will make life easier for Florida’s driving public, licensed dealers operating in the auto industry and those who regulate it.

Aside from being revenue neutral, these bills will make it harder to sell cars illegally without a dealer’s license by giving local code enforcement the ability to fine and tow cars illegally parked for sale. Additionally, it will recognize lost revenue from those who are side-stepping the legal sales tax, titling and registration process. It will eliminate loopholes for persons who fail to pay motor vehicle dealers for their license plates and it allows for the storage of electronic information for audit purposes.

Simply put, at a time when auto dealers have smaller margins and are working hard to make every dollar count, this legislation will help eliminate illegal competition, save dealers money on license plate fees and streamline the paperwork process.

As HB 631 and SB 1182 continue forward in the legislature, FIADA needs you to act now by doing 3 things.

1. Read the “Talking Points” on page 11 or go to the FIADA website at www.fiada.com to get up to speed on what this legislation does for auto dealers.

2. Find out who your elected officials are. The ones who represent your home district are the ones closest to you that you can ask for support. If you don’t know them already, you can follow the “Contact Your Elected

E X E C U T I V E D I R E C T O R ’ S M E S S A G E

Steve with his wife, Tatia on date night.

Continued on page 11.


WHAT DEALERS NEED TO KNOW

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�0 — Independent Dealer — February 2010 www.fiada.com

Consignment Sales by DealersBY LARRY PE TERS AND S . ALLEN MONELLO, D.P.A .

dealers often look for ways to increase inventory, especially during times when “good” vehicles are hard to locate and dealers

are competing for them at auctions. Consigning vehicles from private owners is one way to acquire additional inventory with practically no investment. Of course, the dealer does not own the vehicle. The seller does, and there may also be a lien on the vehicle. So here are some things a dealer must know before entering into consignment agreements with vehicle owners to protect themselves and their customers.

First, a dealer must have a well worded consignment agreement. This agreement must spell out the duties of each party so there is no confusion as to what the dealer will do and what the seller can expect during and after the sale. We can remember when we were with DMV and received complaints from sellers, those complaints often dealt with confusion over how much money the seller was going to receive from the sale proceeds, problems if the vehicle was damaged on the lot or a test drive and how the title was to be processed. We also received calls from dealers who could not secure a title for their retail customer after the sale because the seller was upset and refused to provide the title. A well worded consignment agreement goes a long way to prevent these problems.

Next, the dealer must make sure that they have proper proof of ownership for the vehicle. The dealer must check the title and lien status of the vehicle with DMV to make sure who legally owns the vehicle and whether or not there are any liens on the vehicle. If there is a lien or liens on the vehicle, the dealer must know that so that the dealer can secure written payoffs from the

T E C H N I C A L L Y S P E A K I N G

lienholder(s). Because Florida law requires a dealer to “have in his or her possession or control a duly assigned certificate of title” or “indicia of ownership” the dealer must have either a properly assigned title certificate or in the case of a consignment sale, the dealer must have “a consignment contract between the owner and the dealer along with a secure power of attorney from the owner to the dealer authorizing the dealer to apply for a duplicate certificate of title and assign the title on behalf of the owner” (per Section 320.27(7) Florida Statutes). These documents will allow the dealer to be able to complete a title transfer to their retail customer once the consigned vehicle is sold.

Finally, the seller needs to make sure that their vehicle is adequately insured and properly registered while the vehicle is on the dealer’s lot. Remember, the dealer does not own the vehicle, the seller still does. Dealers should make sure they have a copy of the vehicle registration and current insurance card. We spoke with Vincent Stazzone of Williams & Stazzone Insurance Agency, Inc. who is the FIADA insurance agent of record and asked the following questions regarding insurance coverage:

1. Are Florida auto insurance companies required to extend comprehensive/collision coverage on vehicles that are parked at the licensed dealer’s lot as part of the consignment sale?

Answer: Generally speaking, an individual’s comprehensive coverage extends to any place the vehicle is parked, subject to the terms of the policy. Dealers should utilize properly worded consignment

February 2010- — Independent Dealer — ��www.fiada.com

agreements, including language that specifies the owner of the vehicle must maintain his/her insurance coverage while the vehicle is in the dealership’s care, custody and control. It is important to understand that even with this agreement, the dealer is still responsible for negligent damage to the customer’s vehicle.

2. Does a dealer’s garage liability insurance cover vehicles on a dealer’s lot that are consigned to the dealer by a selling customer? Is this automatic or is a rider on the GL policy necessary?

Answer: The consignment vehicle itself is not covered automatically on a dealer’s garage liability policy. Some insurance policies cover consignment vehicles along with the dealer owned inventory on the Dealer’s Open Lot coverage. However, many insurance policies pick up this exposure by

adding the Garage Keepers coverage. Garage Keepers insurance covers non-owned autos left in the dealer’s care, custody and control. This coverage can be written on a direct basis or a legal liability basis.

3. When a consigned vehicle is taken for a test drive, does it matter whether the vehicle is being driven with the customer’s personal license plate or whether the dealer uses a dealer plate on the vehicle with regard to which insurance coverage (owner’s policy or dealer’s garage liability policy) applies?

Answer: License plates are really about state licensing. Liability for negligence and insurance response has to do with legal ownership of the vehicle. In the question posed, legal ownership of the vehicle would place liability on the customer (vehicle owner). In Florida, the

rule of thumb is that the insurance follows the vehicle, not the driver. However, many dealers’ policies are very broad, so it is possible that both policies apply. Given that insurance follows the vehicle and not the driver, the customer’s insurance should be primary and the dealer’s should be excess.

This information should assist dealers in properly handling consignment sales between a private owner and dealer’s retail customers only. Consigning vehicle inventory between dealers’ for retail sales is prohibited.

Larry Peters and Allen Monello are managing partners in the Automotive Industry Center for Excellence, LLC (AICE) and consultants to FIADA. If you have questions related to compliance issues or of a technical nature, you can reacth them at (800) 237-0448.

Officials” link at www.fiada.com, type in your address and you will know exactly who your elected officials are and how you can contact them.

3. Contact your elected officials in the Florida House and Senate. Call your Representatives and ask them to support HB 631 and SB 1182 by signing on as a Co-Sponsor in their respective chambers. E-mail and stop by to meet them in person, if you can.

The more contact we have with our locally elected officials – by not overlooking those closest to us for support – the more impact Florida’s independent dealer body will have in getting this critical legislation passed into law and the stronger your relationships will become with those that govern and can impact our industry.

ALL POLITICS IS LOCAL Continued from Page 8.

The HB 631 & SB 1182 legislation is important because:• Itisrevenueneutral,meaningitwon’tcostthestateanyadditionalmoneytomakethesechanges.

Inabudgetconsciousyearlike2010,thatisimportant.• Itwillhelpeliminateillegalcompetitionfromcurbstoners–thosewhosellcarsillegallywithouta

dealer’slicense–andreducethenumberoftitleandregistrationissuescreatedbysellingacarwithan“opentitle.”

• Itwillempowerlocalcodeenforcementtotow-awayacarillegallyparkedforsaleandissuea$100citationtotheregisteredowner.Thiswilladdrevenuetolocalcityandcountycoffersandcutdownoncurbstoning.

• Itwillpreventdealersfromlosingmoneyonunpaidtagfeesbyclosingloopholesforcustomerswhofailtopayforanewlicenseplate.Inotherwords,itwillpreventthecustomerfromgoingtothetagofficeandstatingtheylosttheir“newtag”onlytobeissuedanotheroneforthemuchsmaller“replacementtag”fee.

• Itwillallowforthestorageofelectronicinformationforcomplianceandauditpurposes.Thismeansyoucanscanyourrecords,ifyouchoose,anddestroythepaper.Thiswillsavetimeandeliminatetheneedformorefilingcabinetsorstorage.

• ItgivestheDMVandDealerTrainingSchoolslegitimateremediestohandledealerswhoutterworthlesschecksforlicensingorDMVdealercertificationtraining.

• ItstreamlinesthetitleandregistrationpaperworkprocessbyallowingsimpleperjurylanguagetobeaddedtotheTitleApplicationandthePowerofAttorneyforms.

• Itallowsforoneoff-sitepremisesalepermitpermonth,perdealer.Thiswillreduceoutsidecompetitionforbrickandmortardealersandcutdownonthenumberoftentsalesneedingtoberegulatedacrossthestate.

�� — Independent Dealer — February 2010 www.fiada.com

Keith Whann, NIADA General Counsel, is known by many dealers in the industry as “The Car Counselor.” His latest seminar series, Car Counselor’s TARP (Together Automotive Retailing Prospers) brought him to Orlando on Jan. 15, 2010 to join FIADA, Manheim Auctions and AutoTrader.com in hosting a full-day program designed to focus on the lending relationship between dealers and finance companies.

With 150 people in attendance at the Manheim Central Florida Auto Auction facility where it was held was bustling. Dealers were treated to a breakfast and full-buffet lunch by the auction’s General Manager Butch Herdegen. The first part of the morning focused on a lecture from Whann emphasizing the importance of proper procedure.

“He told us that if you don’t do your deal right lenders won’t buy it,” Steve Marbais, CMD, said. “He said being a Certified Master Dealer (CMD) might make you look better as a dealer, but if you’re not completing your paperwork properly a finance company won’t by the paper from you.”

Sandy Crawford of 1st Commercial Sales and Leasing in Orlando says she too was impressed with Whann’s information. She says the “nuggets of knowledge” she was able to get at the seminar were very helpful for her business.

“His explanation of the difference between a warranty and a service contract is very integral in my day-to-day business,” Crawford said. “Also, to know they donated their time and goodwill to provide a seminar like this for free was overwhelming to me. Nobody does anything for free these days, and the fact that this seminar was available to dealers at no charge really shows dedication to the auto industry.”

After the morning of information and questions about compliance issues and proper procedures, the attendees were able to take the afternoon to meet one-on-one with 25 lenders who were in attendance in an expo-style event. The networking opportunity gave dealers the chance to talk with these companies, and in some cases shore up new sources of funding—a critical component to the success of many businesses in today’s economy.

The Car Counselor’s TARP event was held in conjunction with the FIADA Board of Director’s meeting in Orlando on Jan. 16. After discussing the positive reactions from the seminar, and the amount of interest it generated, the Board decided to offer more mini-training opportunities during the quarterly meetings. Stay tuned next month for more information about the event planed during April’s Board Meeting, April 23-24, 2010 at The Shores in Daytona Beach.

At the 2010 Winter olympics in Vancouver, canada, the world’s best athletes are vying for gold medals and record-breaking moments. They have trained for the past four years, some maybe even their whole lives, for this one career-defining event.

With the world watching, it is a lot of pressure and without the right support their gold-medal moment might not happen. coaches, family and fans have stood on the sidelines offering advice and encouragement to help these olympians follow their dreams.

in much the same way the Florida independent Automobile dealers Association offers the same level of support for dealers. By providing world-class training in a variety of areas, FiAdA gives dealers the opportunity to go above and beyond what is expected. While some dealers are happy to just get by, FiAdA dealers are equipped with the skills and tools to aim higher.

Log on to www.fiada.com to begin your training. choose from a course at one of the dealer Training school’s 11 locations, online continuing education or an upcoming Title and registration seminar. You’ll also want to make sure you attend the next FiAdA Board meeting in April and the Annual convention coming this october for further programs and educational opportunities.

WORLD-CLASS TRAINING FOR FIADA MEMBERS

FIADA helps you get proper training, business skills and essential contacts that will help you reach your goals.

�� — Independent Dealer — February 2010


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Today all the cool kids are venturing into new ways of marketing vehicles, like using social media, online chats and even mobile applications and websites.

The popularity of “smartphones,” like the Blackberry, iPhone, Android and others, has been growing steadily over the past few years. A study conducted during october and november 2009 by Forrester research (a technology and market research company) reports that 17% of all consumers surveyed have a smartphone. That number is up from 11% in 2008 and 7% in 2007. As phone carriers drop prices and expand features to capture market share, it’s a good bet the trend will continue.

one of the unique features of a smartphone is its ability to run mobile applications, software programs developed specifically for mobile phones. From tip calculators to wait times at disney World there really is an app for everything. For car-buyers there are several mobile tools that can assist in the search providing vehicle history information, sales negotiation tips, trade-in valuations and more. in reality, before leaving their car to step onto your lot your customer could have searched your inventory, as well as your competitors, reviewed the carFax on the car they want to buy and calculated their monthly payment. As the marketplace expands, there are also some apps available for dealers that can streamline productivity and make inventory comparison easier.

The other thing to consider when talking about cell phone trends, is the idea of mobile marketing. chances are, if your customer is using an app to find your inventory from their phone then they will eventually land at your website. For that fact, you might want to consider the idea of a mobile webpage.

There are many phones capable of surfing the internet, but not all of them are created equal. While the iPhone can handle internet graphics and interfaces as well as a computer, viewing web pages on phones like the Blackberry can be more cumbersome. it is also difficult to view traditional webpages on “dumb phones,” the nickname given to web-enabled phones with QWerTY keyboards, which are owned by the majority of cell phone users. With a world wide web of knowledge literally at their fingertips customers will have access to your website, but without a mobile website they will not be able to view it.

cars.com trainer ralph ebersole says there are clear internet traffic trends among customers using their phones to assist with car shopping. on the

Smartphones and mobile web are all the rage. Do you need to change your marketing strategy to dial in?

VIN HUNTER PROFESSIONALThis free app offers a suite of services to car dealers including CarFax integration and Black Book and NADA pricing info all from your phone. A CarFax account and subscription to Black Book and NADA are required for this app. Read more at www.vinhunterpro.com.

SLINgSHOTAutoxloo’s SlingShot allows dealers to upload a vehicle’s stats, photos even video to their online inventory from their Windows Mobile phone from the auction, or anywhere, in less than five minutes. The SlingShot works by scanning the vehicle’s VIN, taking a few pictures (and/or video if you are able), and navigating point-and-click menu that records the car’s condition including mileage, specs and unique characteristics. See a product demo at www.autoxloo.com.

DEALEr APPS

BY CHrISTY TAYLOr


February 2010- — Independent Dealer — �5www.fiada.com

CARSALAEntering a VIN and the price of the car on your lot puts Carsala to work doing price comparisons and availability assessments of nearby competitor’s inventory for the customer. For an added fee, customers can ask to use a Carsala professional negotiator who will contact an average of 20 other dealers in your area to get a better price. For another fee, Carsala will have a mechanic inspect the vehicle. Check it out at www.carsla.com.

CAR BUyINg HANDBOOk Billed as “the app that the car dealers don’t want you to know about” the Car Buying Handbook claims to put negotiating in the power of the customer’s hands. Providing step-by-step advice on how to buy a car without getting swindled includes features like the in’s and out’s of talking down the sticker price and tips about buying F&I products.

CARTOPIANationwide Insurance offers this free app that lets customers receive up to six free vehicle history scores (through Experian Automotive), review expected trade-in and retail pricing information, vehicle safety scores from the Insurance Institute of Highway Safety, vehicle specs and payment calculators. It also provides one-touch access to the network of Nationwide Insurance agents and Nationwide Banks for loans.

VEHICLE VIN SEARCHA free app from CarFax, customers can enter a VIN number and run an instant “lemon check” on the vehicle for a green or red light of the car’s record. If the mini-report shows a problem, the complete CarFax can be purchased for $29.

I N T E R N E T E X T R A S

TOYOTA TEMPOrArILY SUSPENDS SALES OF SELECTED vEHICLES/rECALL

Eight models of the Toyota Motor Division are involved in the recall/sales suspension. Those models are listed below. There are reports of sticking accelerator pedal mechanisms.

Toyota’s accelerator pedal recall and suspension of sales is confined to the following Toyota Division vehicles:

2009-2010 RAV4 2009-2010 Corolla 2009-2010 Matrix 2005-2010 Avalon Certain 2007-2010 Camry 2010 Highlander 2007-2010 Tundra 2008-2010 Sequoia

You cannot sell an UNSAFE vehicle without assuming liability!! Examine your own insurance policies, but I think you will find that in most cases you are not covered under this type of circumstance. You may even modify your purchase agreement referencing the recall with a separate document attached with full disclosure, however you are still selling a vehicle deemed unsafe by its manufacturer.

On the wholesale level, if you purchase one of the listed vehicles, be prepared to hold it in inventory until the solution has been identified and the problem corrected. The manufacturer, as of this afternoon, has not announced a date when a solution to the problem may be identified!

Check out the entire letter from NIADA’s Mike Linn at www.fiada.com.

FOLLOW US ONLINE!

traditional cars.com website, the highest amount of activity happens on mondays from 10am to 3pm. For cars.com’s mobile site, recent numbers show saturday’s have the highest traffic rate with 10 million clicks a month. What does that mean? during the week customers are doing their research from their desktops and laptops, but when they are out shopping on saturday and using their phones to guide the search.

The cost to build a mobile site is more affordable than you would think. ebersole says the cost is minimal, compared to the construction of a traditional website, and is usually billed monthly. The site is optimized for internet-enabled mobile phones, including quickly-loading graphics and smaller screen sizes. in some cases, it also allows customers to call your toll-free number right from the mobile website.

CAr SHOPPING APPS


How do you go from serving citizens as a County Commissioner to serving

customers at a used car lot? Jeff Gann of Lakeshore Motors says you follow your heart and take a chance on pursuing a passion for what you really love.

Five years ago Gann, the past chairman of the Marion County Board of County Commissioners, left a high-paying, fast-paced corporate career to live the dream of operating a used car dealership. He took his experiences with customer service, a life-long love of cars and a noticeable pay cut to build a business providing people with reliable transportation. Along with wife Rowie, Gann has secured Lakeshore Motors as a respected, well-received dealership in the Ocala area that serves a community of hard-working people who remain loyal to his brand. His philosophy is to take care of the people who take care of him.

“I put my focus on customer satisfaction and building relationships,” Gann said. “We get to know each and every one of our customers and invest in them. They are our source of income. They help us feed our kids and pay our bills so it is important that they are cared for.”

Gann’s approach has helped to insulate his Buy-Here, Pay-Here business from the slow economy sales slump. He says last year’s fourth quarter new business was off by 40% but his solid base of repeat and referral customers has kept him going. With 63% of the sales at Lakeshore Motors coming from existing customers who are buying again or have referred a new customer to the dealership, there continues to be a steady source for sales. By providing affordable inventory, flexible financing

and mechanical care when needed Gann’s customers trust his intentions.

“We serve working-class folks who don’t have a lot of extra money to part with. For them, it’s hard coming up with an extra $3,000-$6,000 when you’re just trying to keep up,” Gann said. “I try my best to find them the best cars at the lowest price point.”

It took some real on-the-job training to get to the point of knowing which cars his customers needed. In the

FIADA Senior Vice President Jeff Gann admits he’s a car nut, but his passion for all things auto has turned into a successful business.

Jeff Gann is a self-proclaimed car nut who believes listening to your customers is the key to success.

By Christy Taylor


beginning, Gann admits he bought the wrong inventory. When it was not working, he had to go back and really find out what his market wanted.

“When I first opened I bought a lot of the wrong cars. Every lot has its own personality and in that regard, it’s important to figure out who you are,” Gann said. “When you go into any field, you have a plan but that plan is always subject to change. You have to be able to adapt; but you can’t adapt if you don’t know what needs to be adapted.”

With his membership in the Florida Independent Automobile Dealers Association Gann began to figure it out. He listened to the advice of veteran members he connected with at Association meetings and started tuning in to his own rhythm. The FIADA has provided him the right support and assistance to be successful.

“I’m not a sage when it comes to this business, and that is why for me there is a tremendous value in FIADA, to have access to people who have been doing it better and longer than I have and learn from them. That’s the beauty of FIADA. Whether it is in a hospitality suite or standing around a hotel lobby talking to people before a meeting, you learn from them,” Gann said.

With that kind of testimony you might think Gann knew all along he wanted to be a part of FIADA’s leadership. As the next in line for the FIADA President position, Gann’s initial introduction to the Executive Committee was really by accident. When fellow Ocala native Don Scott invited him to a board meeting, Gann went. Turns out the Executive Committee did not have enough members present for a quorum so Gann was tapped into the group right there on the spot.

Gann could not be happier with the way it turned out. He has gained valuable experience as FIADA Senior Vice President and is already excited about next year’s term as

President. He feels that with the help of the dealers who volunteer their time to the Board, and Executive Director Steve Jordan, FIADA is going to continue to do great things.

“It inspires me to be a part of a team like that,” Gann said. “It’s inspiring, but it’s also intimidating. These folks have been at this a lot longer than I have and there have been a lot of smarter guys who held this job before me. I’m up to

the task and with these talented folks to lean on and ask for help and assistance, I think we will do well.”

Gann said he hopes to focus on membership benefits when it comes his turn to sit in the top seat. Providing tools and resources for dealers to be more efficient and profitable is vital to their success. He also hopes his former political experience will help pursue its legislative vision. He will work closely with Lobbyist John Grant to advocate for dealers, and customers, in Tallahassee. Gann says FIADA’s pursuit of issues that protect the consumer is something that makes sense for dealers and customers, and would help make the industry stronger.

“The value of the Association should be felt by our customers, not just dealers,” Gann said.

“I’m not a sage when it comes to this business, and that is why for me there is a tremendous value in FIADA, to have access to people who have been doing it better and longer than I have and learn from them. That’s the beauty of FIADA.”

—Jeff Gann, Lakeshore Motors

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All Eyes on TallahasseeBY JOHN GRANT, F IADA LOBBYIST

in just a few days, the curtain goes up on the 2010 annual session of the Florida Legislature. From all indications, it promises to be a session of historic significance.

Last month, I reported to you that the anticipated deficit that would have to be met was $2.6 billion. With recent revenue estimates, that figure is now in excess of $3 billion and we need to be on guard against fees imposed to cover the revenue gap. We have had encouraging news from the chairman of the Senate budget committee, Senator JD Alexander, who says that he is “open” to at least a partial roll back of the fee increases imposed in the waning days of last year’s session.

L E G I S L A T I V E U P D A T E

Getting this roll back is a priority of the FIADA legislative agenda this year. In addition we have filed legislation in both the Senate and the House to deal with a number of administrative and other matters that affect our industry. The House and Senate bills are identical. House Bill 631 has been filed by Rep. Rachel Burgin and Senate Bill 1182 has been filed by Senator Victor D. Crist. We have worked closely with the Department of Highway Safety and Motor Vehicles and they are in support of this legislation. The following is a summary of the provisions of the legislation:

• Subsection 316.1951 is amended to authorize a traffic citation to be written for any motor vehicles unlawfully displayed for sale; grants authority to local government code enforcement officers to have unlawfully displayed vehicles towed; provides a fine for any person who illegally displays vehicles for purposes of sale.

• Subsection 318.18 is amended to authorize a fine in the amount of $100.00 for vehicles unlawfully displayed for sale.

• Subsection 320.131 is amended to require the Department of Highway Safety and Motor Vehicles to include lienholder information in the electronic temporary registration database.Find contact info for your legislators at www.FIADA.com.

The2010sessionoftheFloridaLegislaturehasstartedandFIADAisleadingthewaywithourHouseBill631andthesamebillintheSenate,SB1182.Asthebillsmaketheirwaythroughthelegislativeprocess,weneedyourhelp.CalltheseCommitteeChairmenandencouragethem,iftheyhaven’talready,toputthebillontheiragendaanddoalltheycantogetitthroughtheircommittee.Forhelpfultalkingpoints,checkoutpage11orlogontowww.fiada.com.

Step

1 Roads, Bridges and Ports Policy CommitteeTheHon.GaryAubuchon,ChairPhone:(850)488-7433

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2

Transportation & Economic Development Appropriates CommitteeTheHon.RichardGlorioso,ChairPhone:(850)488-0807

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3

Economic Development & Community Affairs Policy CouncilTheHon.DaveMurzin,ChairPhone:(850)488-8278

House Bill 631

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1 Transporation CommitteeTheHon.AndyGardiner,ChairPhone:(850)487-5047

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2 Community Affairs CommitteeTheHon.MichaelS.Bennett,ChairPhone:(850)487-5078

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Transportation and Economic Development Appropriations TheHon.MikeFasano,ChairPhone:(850)487-5062

Senate Bill 1182

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• Subsection 320.27 is amended to remove obsolete language establishing continuing education as a pilot project; clarifies exemption for attending pre-licensing school if the dealer is in good standing for a previous two-year period; limits the number of off-premises sales by any dealer to one per calendar month; authorizes dealers to maintain either paper or electronic records and allows for the destruction of paper records; authorizes the department to deny, suspend or revoke a dealer license if a check issued by applicant is worthless or if applicant stops payment on the check; requires private dealer schools to notify DMV of any receipt of worthless checks, stop payment notices or charged back credit card charges for attendance at pre-licensing or continuing education courses at which time DMV shall cancel the training certificate issued to the applicant.

• Subsection 320.02 is amended to eliminate loopholes for persons who fail to pay motor vehicle dealers for their license plates. This amendment prevents such persons from purchasing or renewing existing license plates until such fees are paid.

• Subsection 319.225 is amended to remove the requirement for notarization of a power of attorney form. Instead, perjury language is used to eliminate the need for a notary public to be present during all motor vehicle sales transactions.

• Subsection 319.23 is amended to clarify that motor vehicle dealers are not required to apply for title and registration on behalf of buyers who will have their vehicles titled and registered in a state other than Florida or in a foreign country.

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GAs your legislative advocate, I will be representing you and all FIADA members during the session, but our success in passing this legislation depends on each of you, as your voice needs to be heard by your local legislators. Please call them and ask them to vote for this legislation and tell them how important it is for your industry and your local business.

We need for every member to call, write and visit their local legislators to deliver the message and we also encourage you to spend a day or two to come to Tallahassee and deliver the message in person.

As the bills progress through the committee process, our Tallahassee office will be sending e-mails to the membership to give you specific legislators to call. We appreciate each and all of our members for being a part of our legislative team.


ID: HowdoyouthinkHouseBill631,whichyouaresponsoring,willhelpstreamlinegovernmentforconsumers,andhelpallFloridians?

RB: It really helps us clean up some of the legislative language that needed to be tightened up, but that didn’t get through the legislative process least year. It also reduces the number of tent sale permits that are required and gives DMV officials the ability to cite and ticket people for curbstoning, which is a rising problem in Florida. It further helps streamline government for consumers by clarifying form processing in relation to the average car-buying experience.

ID: Whatareyourviewsabouttherelationshipbetweengovernmentandsmallbusiness?

RB: Government should create an environment in which small businesses can prosper and not impose onerous regulations on them. Small businesses are the backbone of our economy, so government should recognize this and be willing to work together to foster a positive climate for businesses to operate.

ID: Howareyoucommittedtohelpingusedcardealers,andsmallbusinessoperators?

RB: I am committed to lowering taxes in any way possible for both. During the 2010 Legislative Session, the Legislature will consider viable options to encourage growth in the economy and job growth. Knowing that small business owners create 2 of every 3 new jobs across the nation, we have the interest of small business owners in mind!

ID: Whatistheimageofusedcardealers,andtheFIADA,intheeyesoflegislatorsinTallahassee?Howcanweimprove,orbuildupon,that?

RB: I can’t speak for other Legislators, however, I would venture to say they are both viewed as responsible organizations which operate efficiently while continuously expanding and trying to improve. To build upon that, I would say to continue doing what you’re doing and remain accessible.

ID: Onapersonalnote,whydidyourunforthisoffice?Howdidyoudecideonacareerinpolitics?

RB: As a third generation resident of Hillsborough County, I am wholeheartedly dedicated to my community, not just from the standpoint of a resident, but also with the thought of one day raising my own family in the area, and I wanted to make a significant impact for the future of our county. I had served the community in the capacity of Legislative Assistant for the former State Representative. I was personally invested in several projects and initiatives on which I wanted to continue working; I wanted to see through what I had assisted in starting.

My desire to serve in the political area began when I worked on my first grass-roots campaign. As I met with many residents of Hillsborough County, I realized that there was a significant disconnect between the needs of the residents and the political leaders representing them. I became keenly aware at that time that the voters needed someone who would diligently focus on the issues that they were concerned about. I never anticipated at that time that I would be the one to run for office, but when the opportunity to serve came, I knew that I wanted to give the residents of the area my full commitment to them.

ID: Whatinfluenceshaveshapedyourpoliticalphilosophy?

RB: The biggest influencers of my political philosophy would definitely be my father, Thomas Burgin, and my grandfather, Fletcher Burgin. My grandfather started our family business over 30 years ago in Hillsborough County, and I spent many of my formative years listening to my father and grandfather discuss topics of politics and how they related to our small business, our family, faith and my education.

RachelBurginREPRESENTATIVEQuestions&Answerswith

FIADA has worked closely with Represenstative Rachel Burgin to sponsor legislation for HB 631. Independent Dealer had the opportunity to ask Rep. Burgin about her views on government’s relationship to small business and the image of used car dealers. Rep. Rachel Burgin, R-56

FIADA appreciates Rep. Burgin’s help in getting House Bill 631 to the floor, and we wish her success in her career and future endeavors.


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�� — Independent Dealer — February 2010 www.fiada.com

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Ph. 1-800-868-1235 • Fax 1-800-635-0704Florida Office Locations:

Orlando, FL • Boca Raton, FLCocoa Beach, FL • Pensacola, FL

www.wsins.com

Williams & Stazzone has been insuring Floridadealers since 1989 with the same insurance carrier.

We are very proud to be the Insurance Agent ofRecord for the FIADA.

For More Information Regarding Your

Specialized Insurance Needs...

Fax This Form Today!

1-800-635-0704

Yes! I want to talk with the “AUTO DEALER SPECIALISTS”

Stable Market:We have several “A” rated carriers that can provide insurance coverage for the auto dealer professional.

Competitive RatesFast, Easy QuotesA-Rated CompaniesDealer’s One Stop ShopEndorsed by the FIADA

Our Garage Liability Program Represents STABILITY

for your DealershipThe Dealers One Stop Shop:

• Garage Liability Package Policy• Dealer Bonds• Dealers Open Lot Coverage• Property & Crime Coverage• Workers Compensation• Group Health & Employee Benefits• Car Rental Association Program• Personal Lines Insurance

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february 2010 independent dealer magazine

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