january 2013 independent dealer magazine

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FIADA's January 2013 issue of Independent Dealer Magazine


  • January 2013 Independent Dealer 1 www.fiada.com

    Information and Insight for Florida Used Car Dealers

    SINCE 1940

    A Publication of theFlorida IndependentAutomobile DealersAssociation

    January 2013





    PERMIT NO. 38


    16 A QUIET QUALITYBrandi noegel is Fiadas Quality dealer oF the year.

    26 PARTNER SELLING8 Ways to serVe your CustoMer and reaP the reWards

    page 6

    Youre In the DrIvers seAtWere Here to Keep You On Course

  • 2 Independent Dealer January 2013 www.fiada.com

    Dealer Membership Application \

    Applicant Information Please select the type of membership: New Membership Renewal Membership Rejoin Membership

    Company Name: _______________________________________________________Sole Proprietorship Partnership LLC Corporation Dealer License Number: _______________Contact Name: __________________________________________ Title: __________________________

    Store Address: __________________________________________City: ______________________________ State: _____ Zip Code: ___________ Mailing Address (if different than above): ________________________________ City: _______________________ State: _____ Zip Code: ________ Telephone:______________________________ Fax: ___________________________Secondary Phone # or Cell #: __________________________ County: ______________________ Email Address: __________________________________ Web Site: ___________________________________

    Dealership Information 1. How many years have you been in business? ______ Or If you are not yet licensed, please check the following box Not Yet Licensed

    2. How many lots do you (will you) own and operate? ________ 3. How many full-time persons do you (do you plan to) employ? ________

    4. How many part-time persons do you (do you plan to) employ? ________

    5. How do your (will your) customers obtain financing? yyoouurr bbuuyy hheerree//ppaayy hheerree ffiinnaannccee ccoommppaannyy bbaannkkss ccrreeddiitt uunniioonnss ootthheerr________________________________________________ 6. How old are the majority of the vehicles you sell (you will sell)? 1-2 years old 3-5 6-9 10+ 7. What price range do your (will your) vehicles sell for at retail? 0-5,000 5,001-10,000 10,001-15,000 15,001-20,000 20,000+ 8. What is your (anticipated) avg. inventory (# of vehicles) per store? 1-10 11-20 21-30 31-50 51-75 76-100 101-200 201+ FCC Communications Consent (FCC)

    I understand that by providing my mailing address, e-mail address, telephone number and fax number, I consent to receive valuable and timely communications via mail, parcel, e-mail, telephone and/or fax from or on behalf of the Florida Independent Automobile Dealers Association (FIADA). This consent shall remain in effect until FIADA receives a written revocation signed by an authorized representative. Signature: Date: Code of Ethics Agreement This signature certifies that I am eligible for membership in FIADA, and that this application, if accepted, binds me to uphold the Bylaws of the FIADA, its Code of Ethics, and all local, state, and federal laws pertaining to the motor vehicle industry. Signature: Date:

    Method of PaymentPlease select your preferred method of payment.

    Check (Made Payable to FIADA) Credit Card

    Membership Dues

    $325 Annual Membership Fee $350 Annual Membership Fee + PAC Contribution** **Do your part in supporting the legislators who have helped our industry. Contribute $25 to the FIADA Political Action Committee. Contributions are voluntary and are not tax deductible.

    Credit Card Information


    Credit Card Number:___________________________________________________ Exp Date:__________ Name on Card: ____________________________________ Billing Address: ______________________________________________________ City: __________________________________ State: _____ Zip Code:__________ Signature:__________________________________________ Amount:__________ As an additional service to you, your annual membership will automatically renew each year on your renewal date by charging the same credit card used in this membership transaction. Unless this box is checked, you agree to the annual charge to your credit card for your membership.

    1840 Fiddler Court Tallahassee, FL 32308 Phone: (800) 237-0448 (850) 385-2712 Fax: (850) 385-3251 www.fiada.com

    Florida Independent Automobile Dealers Association

  • January 2013 Independent Dealer 3 www.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 Christopher Leedom President

    Dino Mercurio Senior Vice President

    Brandi Noegel Chairman of the Board

    David Cox, CMD Secretary

    Paul Matton Treasurer

    Frank Fuzy Regional Vice President

    George Hickey Regional Vice President

    Steve Marbais, CMD Regional Vice President

    Jim Winterick, Sr. Regional Vice President

    Jim Winterick, Jr. Regional Vice President

    FIADA STAFF Lisette Mariner Executive Director Terry Myers Educational Instructor Sarah Langley Administrative Director Nicole Lee Development Administrator Amelia Tillman Administrative Assistant Christy Taylor Editorial/Advertising

    POSTMASTER:Send address changes to

    FIADA 1840 Fiddler CourtTallahassee, FL 32308

    (850) 385-2712 Toll Free: (800) 237-0448Fax (850) 385-3251 www.FIADA.com

    The Independent Dealer is a publication of:Florida Independent Automobile

    Dealers Association,1840 Fiddler Court, Tallahassee, FL 32308

    The magazine is published every month inTallahassee and distributed to Florida new, used,

    wholesale and lease/retail car dealers.Advertising rates are available upon request.

    The statements and opinions expressedherein are those of the individual authors and do

    not necessarily represent the views of Independent Dealer 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.

    ContentsJanuary 2013

    For members of the Florida Independent Automobile Dealers Association

    C O LU M N S & F E AT U R E S

    4 Presidents Message Christopher Leedom

    6 Executive Directors Message Lisette Mariner

    10 Membership News New, Renewing and Rejoining Members

    12 Logged On Post a job, submit your resume or look for employment in the official www.FIADA.com Career Center.

    14 NIADA Certified Gives Dealers a Competitive Advantage The NIADA Certified Pre-Owned program is designed to give independent dealers a way to compete with franchise dealer CPOs.

    16 A Quiet Quality FIADA Past President Brandi Noegel has the honor of being FIADAs Quality Dealer of the Year.

    20 Legislative Update Sandra Mortham

    22 E15 Fuel Making Its Way to a Pump Near You If you have not yet heard about E15 fuel, you might soon will. How the com position of gasoline is changing and what you should know.

    26 8 Steps to Serve Your Customers and be Rewarded The concept of partner selling can bring value to your customers and rewards to your business.

    get your continuing education complete before the april 30 deadline. Fiadas options include online courses or in person at one of our title and registration Courses held around the state. go to www.Fiada.com to register or find out more.

  • 4 Independent Dealer January 2013 www.fiada.com

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


    With a new year always come new challenges and opportunities. Hopefully you are gearing up for what could be your best year in business yet.

    Last month I encouraged each of you to take stock of your business and set some aggressive goals for 2013. All of us have the opportunity to participate as small business owners in the economic fabric of our state. And from my perspective, we are very fortunate here in the sunshine state. We generally have a better economy than much of the country due to our economic drivers. We have ample opportunity, and we have a market for our product that is clearly on the rise.

    Both used vehicle and new vehicle sales were up in 2012 over 2011. I think this is a good thing all around. More new car sales means more used inventory pipeline in the future. It is nice to see volume back

    above 14 million units versus the 11 million range of a few years ago. I believe we will see some very strong demand in 2013 for traditional retail, special finance and buy here-pay here financing. This means virtually every dealer is likely to have opportunity for sales growth and sales usually translates to profit.

    I would suggest you stop and think about how you are

    going to capitalize on the market that exists. You may want to obtain the sales data for your county or market, analyze it and see where you stand relative to other dealers, and then set a goal to increase your market share in 2013. When sales opportunities increase it does not always disperse equally across all participants, in fact it never does the dealers with the better