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CONGRATULATIONS TO ERIC FREEMAN & MARSHALL ZOERNER FROM FREEMAN MOTOR COMPANY, 2017 OREGON QUALITY DEALERS OF THE YEAR!

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www.oiada.com January 2017 / OIADA 3

SALES MATTERSBY JOHN CHAPIN

ONE KEY FACTOR IN SALES SUCCESS OR FAILURETips for Success

While one could argue there are many factors determining sales success or failure, I find that 99 percent of the time, success or failure really comes down to one item. If you have this one item in place, success is virtually guaranteed. If you don’t, failure is virtually guaranteed.THE KEY SUCCESS FACTOR AND HOW TO ENSURE IT EXISTS AND THRIVES IN YOUR SALES PLAN

We all know you need the basics: product knowledge, the ability to get in the door of qualified prospects, get attention, solve problems, get agreements, answer objections, present, close, and follow through, among other things. We also know your primary job is to produce… to sell. Other equally relevant truths that relate more closely to the key success factor are:

• Sales is a numbers game. The more people you talk to the more business you’ll do.

• The harder you work, the luckier you get.• The more calls you make, the faster you

figure it out. • And, production cures all that ails you,

or, as my dad used to say, “You could be in the middle of your worst sales slump ever… down, depressed, and hopeless and yet, if you simply found an order on the ground, one you had absolutely nothing to do with closing, but it was a good order that counted toward your quota, you’d instantly be back on top of the world.”

That said, the one item that determines success or failure more than anything else is your activity level. Specifically, making the calls necessary to make the contacts, get the qualified prospects, and make sales necessary to exceed your quota.

Every time I’ve seen someone fail in sales, it’s because they didn’t make enough calls to talk to enough qualified prospects. Every time. While I suppose there could be some other factor for failure, it would be the miniscule exception. One hundred percent of the time in my experience, I’ve been able to tie failure back to a lack of activity. Here are some tips to ensure you have the proper amount of activity in your sales day.

Know your numbers.You have to have annual, monthly, and

weekly goals and break those down to the daily activity necessary to make them happen. If you’re going to make $250,000, and each sale is worth $5,000, you need to make 50 sales, or roughly one per week.

Based upon 50 sales, how many proposals do you need to get out, how many people do you need to talk to, and how many calls do you have to make every day?

You have to exceed your numbers.Once you know your numbers, you need

to exceed them. We tend to underestimate the amount of time, effort, energy, money and, in this case, number of calls it will take to achieve a goal. As a result, increase your daily number by at least 20 percent. So if the number you came up with above is 50 calls a day, increase that to 60.

You have to hit your numbers every day no matter what.

Your most important task every day is to hit your numbers. Period. It is always more important than anything else you do.

I’ve seen top salespeople make calls from airplanes, hospitals, police stations, and almost anywhere else you can imagine. I’ve also seen them make calls at night, on weekends, during holidays, and at all other times imaginable.

Be consistent. Consistency keeps you sharp, builds the

habit of making the calls, and keeps you in a good frame of mind. If your goal is 300 calls for the week, Monday through Friday, and you try to squeeze those calls into two or three days, you’ll become overwhelmed and you’ll have difficulty building the self-discipline that comes with daily, consistent action.

Also, if you aren’t making calls every work day, your calls will have some rust on them. In other words, when you are doing anything other than making calls, your brain slowly starts to forget what to say and how to react to situations that arise during calls. So if you only make calls on two days during the week, there is a lot of time for your brain to start to “forget,” making you far less sharp and effective.

One of the best ways to be consistent is to time block the same hours every day to prospect.

Have someone hold you accountable.While you ultimately have to hold

yourself accountable, it’s a good idea to also have someone else hold you accountable to your daily numbers. Preferably it’s your boss or manager, but it can really be anyone who you’ll feel enough pressure reporting to.

Keep getting better.Read, watch, and listen to information

and use that information to make your calls more efficient and effective.

Use the phone and in-person calls to reach out to prospects.

If you think email or social media is just as effective as a phone call or in-person visit for reaching out to prospects, you’re delusional. When you are attempting to do business with people, you have to call or visit in-person first. You can send an email, physical mail, LinkedIn request, or something else afterwards, but never as an initial contact to determine if they may be a qualified prospect.

First, you can’t even be sure they got the

email or social media message, and second, it’s weak and says you don’t have the confidence in yourself or your product to have a live interaction.

If you’re looking for a way to avoid the hard work of making live calls, stop it! Pick up the phone and/or get in the car and go talk to people. Lots of people. If you make the calls necessary to fill your pipeline with tons of qualified prospects, everything else will take care of itself.

John Chapin is a sales and motivational speaker and trainer. He has over 27 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. For more information, visit www.completeselling.com or email [email protected].

While you ultimately have to hold yourself accountable, it’s a good idea to also have someone else hold you accountable to your daily numbers.

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4 OIADA / January 2017 www.oiada.com

PRESIDENTTommy Wilson, Jr.

EXECUTIVE VICE PRESIDENT Siamak Lotfi

BOARD OF DIRECTORS1ST VICE PRESIDENTJim Weaver

SECRETARYGary Brooks

TREASURERSalvador Alvarez Herrera

CHAIRMAN OF THE BOARDGary Sargent

ACCOUNTING SERVICES Delap, CPAAdam PuckettLake Oswego, OR 97035503-697-4118ADVERTISINGAffiliated Media LLCAaron Jarvis503-683-2574Carsforsale.comAaron Oestretch605-306-3302AutoTrader.comEd Merrick 503-747-9162Cars.comJames Lynch312-601-5052UsedCars.com by DealixTamara Garris847-397-1700AUTO SERVICES & ACCESSORIESAuto Marketing SpecialistGary Palaniuk503-519-7725AUTO DETAILERShow Room NewMike BartheP O Box 822073Vancouver, WA 98682360-882-8162Northwest Auto AccessoriesCraig Lessard503-288-5700SHOWROOM/ BUSINESS JANITORIALShow Room NewMike Barthe 360-882-8162COMMERCIAL CLEANINGJaniKingMorgan Thomas541-868-8080

ASSOCIATE MEMBERSPRIVATE AUCTIONSBrasher’s Northwest Auto AuctionMark Melton541-689-3901Brasher’s Portland Auto AuctionJerry Hinton503-492-9200Crosspoint NW Dealer AuctionBrian Hardy503-594-2800Manheim Portland Auto AuctionRay Priest503-286-3000OUT-OF-STATE AUCTIONSADESA Seattle Auto AuctionJason Arcaro253-735-1600 x 213DAA NorthwestMitzi Vanvoorhis509-244-4500DAA SeattleDave BlakeAuburn, WA 98002253-737-2200 Manheim Seattle Auto AuctionRay Priest206-762-1600

PUBLIC AUCTIONS & AUCTIONEERSCommercial Industrial AuctioneersRay Beal503-760-0499Insurance Auto Auctions, Inc.Ryan Hall503-253-1500Petersen Auction Group of OregonCurt Davis541-689-6824Rick Leathers AuctioneersRick Leathers503-668-5326

Woodburn Auto AuctionSteve Morin503-981-8185DEALER SOFTWAREFrazer ComputingMichael Frazer888-963-5369FINANCINGCredit AcceptanceJohn Bragg360-980-2214Credit ConceptsJason Moon541-342-8545JP Morgan Chase Auto FinanceJeff DeGarmo503-201-4370Lobel FinancialTom McConkey503-653-8000Nationwide InsuranceMark Tischer503-339-4165Oregon Auto FinanceGary Veum541-868-0472Oregon Community Credit UnionRich Black541-681-6311PacWest LLCJohn Keifer341-868-2595Reliable Credit AssociationDavid Marx503-462-3022Smartway Auto AdvisorsSheldon Harris503-795-7700The Equitable Finance Co.Brandon Fox 503-808-7939United FinanceTodd May503-238-6488

FLOORPLAN FINANCINGLobel FinancialTom McConkey503-653-8000Floorplan XpressJosh Chandler503-621-9260NextGear CapitalRobert Torbet503-358-3911INSURANCE & BONDINGHecht & Hecht Insurance AgencyEvelyn Hecht503-542-1131KMI Agency, Inc.Kelly Martin503-625-2615Shepard & Shepard Business SolutionsTodd Shepard509-396-0488The Summit Group of OregonJohn Petrie503-581-2825LEASINGOregon Roads, Inc.Joseph McKinney541-683-2277SERVICE CONTRACTSA.U.L./D.P.C.Jim Bangert 360-834-3333Automotive Business DevelopersShannon Meany541-944-9186Auto Services CompanySusan Williams800-442-7116DPC, Inc.Jacob Bangert360-834-3333Protective Life InsuranceDylan Doran818-836-1455TRAININGOIADA/NIADA CertifiedPauline Sill503-362-6839

INSIDE 03 ...................................................... One Key Factor in Sales05 ........4 Inventory Sources You May Not Be Profiting From 06 ...........................................Eliminate Waste in Advertising08 ...................................... Hiring Most Important Sales Role10 ................................................ NIADA Government Report14 ..........................................Tips for a Profitable Tax Season

WHAT’S NEWCMD Dates AnnouncedClass dates for NIADA’s industry leading Certified Master Dealer program have been announced for the upcoming year! Look for a class coming to your area! Dates include Feb. 9-11 in Portland, Ore.; May 15-17 in Atlanta; Sept. 12-14 in Dallas; and Dec. 11-13 in Tampa, Fla. Visit www.niada.com or contact Diann Flanders at 888-906-8283 or [email protected] for more information.

ADVERTISER’S INDEX ADESA ................................................................................... 9AutoZone ............................................................................... 5DAA Northwest/Seattle .....................................................IFCManheim ..........................................................................10,11Manheim Portland .............................................................. BCNextGear Capital ................................................................... 7VAuto ................................................................................. IBC

OFFICEOregon Independent Auto Dealers Association Diane Sparks 9150 SW Pioneer Ct Ste. H Wilsonville, OR 97070800-447-0302

NIADA HEADQUARTERSNATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATIONWWW.NIADA.COM • WWW.NIADA.TV2521 BROWN BLVD. • ARLINGTON, TX 76006-5203 PHONE (817) 640-3838OIADA Dealer News is published monthly by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203. Periodicals postage paid at Dallas, TX and at additional offices. POSTMASTER: Send address changes to NIADA State Publications, 2521 Brown Blvd., Arlington, TX 6006-5203. The statements and opinions expressed herein are those of the authors and do not necessarily represent the views of OIADA Insider or NIADA. Likewise, the appearance of advertisers, or their identification as members of NIADA , does not constitute an endorsement of the products or services featured. Copyright © 2017 by NIADA Services, Inc.STATE MAGAZINE MGR./SALES Troy Graff • [email protected] Jacinda Timmerman • [email protected] Friedlander • [email protected] LAYOUT & GRAPHIC ARTISTChristopher Hanley • [email protected] SENIOR ART DIRECTOR / PRODUCTION MANAGER Christy Haynes • [email protected] Nieman Printing

SAFETY WATCH

MITSUBISHI RECALLS OUTLANDERSPossible Wiper Failure

Mitsubishi Motors North America Inc. is recalling 94,534 model year 2011-15 Outlander Sport vehicles manufactured Aug. 26, 2010, to Jan. 5, 2015.

In the affected vehicles, water may drop between the hood and the windshield and leak into the wiper motor breathing hole. The water may cause internal corrosion of the windshield wiper motor and the possible failure of the motor. Failure of the wiper motor can cause a loss of visibility, increasing the risk of a crash.

MMNA will notify owners, and dealers will replace the wiper motor, free of charge. The manufacturer has not yet provided a notification schedule. MMNA’s number for this recall is SR-16-010.

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www.oiada.com January 2017 / OIADA 5 4 OIADA / January 2017 www.oiada.com

ACCELERATEBY GWC WARRANTY

4 INVENTORY SOURCES YOU MAY NOT BE PROFITING FROM

All the talk about gross profits, reconditioning costs and turn times is dependent on the inventory you acquire. You attend auctions. But so does every other dealer you’re competing against. To step out from the rest and inject new profitability into your dealership, you could explore new inventory sources you haven’t tried before. It may be difficult at first and there may be some growing pains, but the payoff could be worth your while.

Trade-InsMost buyers will have them, but do you

have a strategy for trades? By knowing what inventory brings you the highest gross and turns the fastest, you can build a simple game plan.

Look to wholesale cars that might sit on your lot, and only hang on to the ones you know will move quickly and for a higher cost. But first, you have to go back and do

your homework to see what has worked for you in the past.

New Online SourcesYes, this may be scary if you’ve never

tried it, but it won’t be long before one of your competitors takes the plunge into the online market. Some dealers are starting to stray from the traditional auction by experimenting with services for consumers and manufacturers to post cars for sale online. Once you get a feel for the services and sellers you can trust, this new inventory source could be a major advantage in your market.

Network with Other DealersThis can be effective with dealers both

in your market and elsewhere. Different cars sell better for different dealers. It

could be a matter of financing options or VSC coverage or simply geography and demographics.

Know what sells for you and what sells for your friends in the business. You can potentially offload trades that won’t perform to your liking and acquire inventory you can sell more quickly and for a higher premium than the dealer who currently has it.

Factory Off-Lease ProgramsLooking for low-mileage, well-

maintained, popular vehicles? Checking into factory off-lease programs could be just the business boost you need. Investigating this inventory source could change the way your inventory looks, attract new clientele and create new channels of business for your dealership.

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MARKETING MATTERSBY KENNY ATCHESON

ELIMINATE WASTE IN ADVERTISINGData-Driven Decisions

When consulting with a dealer, I usually find waste in their advertising. A multi-location dealer tends to have a bigger budget and may have more waste. That’s not always the case, but a multi-location dealer with a larger advertising budget sees media salespeople who are after his full budget. It’s how they get paid.

I prefer to see dealerships with larger budgets spend their budget only if it’s working. This is why tracking and measuring as much as possible helps define what the budget actually is or should be. It may be fluid throughout the year, not just during tax time.

The marketing director for the current winning presidential candidate said, “We used digital data to decide where to spend the budget offline.”

Data-driven decisions remove human bias from budget decisions.

Recently, we launched a new message with media to help dealers who are already using a program to generate new business before tax returns arrive. A dealer called me to ask about it, and I said, “I expect it to work, but we are testing it. The data will answer that question.”

At my recommendation, several of our larger clients have saved money on advertising by moving a portion of their budget to media and delivery that is more effective… and it’s trackable.

For example, $20,000 per month may be reallocated to a different strategy, but I want to track effectiveness. We may find the last $5,000 of that spend is not working out because it is used to reach a potential customer base that is geographically too far away. So that portion of the budget is cut and the same or more cars are sold with less investment.

Dealers with smaller budgets have their share of waste in advertising. The culprit is often the geographical area in which they advertise. Much of the time their radius is too large. There is a slight chance someone who lives 100 miles away will buy from them if given the chance, but they shouldn’t spend money trying to lure them in. That’s like management in a steakhouse spending good money on advertising targeting vegetarians just in case there is a chance they may come in for a fancy salad.

Whatever you do, track and measure so you can tweak or cut it.

Kenny Atcheson is the president of Dealer Profit Pros and author of Marketing Battleground: How to Deploy an Army to Battle for Your Business. Kenny teaches workshops, speaks at conventions and 20 Groups, and his company offers several

marketing and advertising programs. His website is www.DealerProfitPros.com.

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MANAGEMENT MATTERSBY ADAM ROBINSON

HIRING THE MOST IMPORTANT SALES ROLEService Advisors

There is no question a successful dealership has both skilled technicians and knowledgeable salespeople to maintain profit margins. But an oft-overlooked – and equally (or arguably even more) important – component is the service advisor.

When people take their cars to a dealership, the service advisor is the first face they see. The service advisor quarterbacks the entire service experience and serves as the critical link between the customer and the work. This dynamic means service advisors have a heavy influence on customer experience, which can either keep them coming back or drive them away.

While a basic understanding of how cars work is essential to helping the customer navigate their needs, communication skills are even more crucial in ensuring the customer has a positive experience and feels confident about the work and service your dealership provides. Critical conversations between the advisor and customer include such topics as explaining invoices, deciphering warranty coverage, explaining necessary or suggested additional repairs and providing the customer with updates on the progress of the work. All these conversations require someone with good people skills as well as excellent car skills.

Here are key elements I recommend to identify quality service advisor candidates and how to hire them.

Recognize the Traits of a Solid Service Advisor

As mentioned above, a service advisor is the first face your customer sees and the person with whom they communicate the most, if not exclusively, throughout their service experience. A good service advisor should possess the following traits:

• Mechanical knowledge and ability to articulate. Because the service advisor is the one to communicate with the customer from start to finish, it is important they understand the industry enough to be able to answer questions, suggest options and explain the process to a customer who may otherwise be unfamiliar with the work needed. Additionally, the service advisor should be able to relay the information without overusing technical jargon, making it simple for every customer to follow and understand.

• People skills. The service advisor should have the ability to read and adapt

to different customers’ communication preferences: some like a plethora of details while others prefer to be in and out. The service advisor must also possess good listening skills to clearly understand what the customer needs or wants and be able to relay that information correctly to the technicians doing the work.

• Integrity. In addition to communicating information between customers and technicians, service advisors have a responsibility to provide the client with accurate information that is in their best interest, instead of using every interaction as an opportunity to upsell extra work. A service advisor with honesty and integrity will quickly earn the confidence of your customers, ensuring they look to your dealership as a trusted place of business, returning for additional needs and sending friends and family your way. Also, a good service advisor will provide updates or call customers back in a timely fashion, keeping them looped in every step of the way.

Things to Consider When Hiring a Solid Service Advisor

Now that you know what to look for in a service advisor, there are some factors to keep in mind when you’re considering hiring one. For starters, consider how your dealership and employment brand will appeal to women candidates. Half of your customers are women, so having at least one female service advisor on staff will help you better connect with that demographic.

Consider advertising the job with a title

other than “service advisor,” so as to appeal to a larger number of applicants. Alternate titles can include customer service representative, service secretary or customer service associate.

While technical knowledge is beneficial, you might consider advertising the position with “no experience required” to welcome applicants who have all the other necessary skills without potential bad habits that will require much more aggressive retraining to break. Lastly, consider the number of service advisors your dealership needs to meet demand and give your customers the full attention and service required.

Benefits of a Solid Service AdvisorHiring the right individual for a service

advisor position will yield lasting benefits, including an increase in repair order count, CSI and owner retention. It will also increase your technicians’ productivity, resulting in a boost of customer loyalty.

A service advisor typically touches a customer five times more than a sales person, making proper candidates for this position a crucial component for your dealership’s success. Preparing for 2017 means staffing up with skilled service advisors who can create a lasting, positive impact.

Adam Robinson is the co-founder and CEO of Hireology a noted recruiting industry expert, speaker, and author with over 20 years of experience in the field of hiring and selection management. This article originally appeared on NCM’s Up to Speed blog (blog.ncminstitute.com) and is reprinted with permission.

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LEGISLATIVE REPORT By Sante Esposito

ELECTION IMPACTAt press time, the full impact of the

November elections on the legislative process was still unclear, as Congress deals with a unique situation in which the traditional model of government seems to have changed.

On the positive side, everyone seems committed to working together, and when it comes to issues like reining in the CFPB, fending off efforts to ground recalled vehicles, supporting small business, etc., a Republican administration coupled with a Republican Congress is the best political scenario for NIADA.

WASHINGTON UPDATE

NIADA GOVERNMENT REPORTLatest Governmental Issues and Activity

Here’s a rundown of some of the latest governmental issues and activity affecting the used car industry from NIADA lobbyist Sante Esposito of Key Advocates and NIADA senior vice president of legal and government affairs Shaun Petersen.

President-elect Donald Trump campaigned on repealing the Dodd-Frank Act, thereby dismantling the Consumer Financial Protection Bureau. If that is pursued a likely outcome is that the Democrats will push back and accept many of the CFPB reforms proposed in Rep. Jeb Hensarling’s (R-Texas) Financial CHOICE Act, making the bureau subject to the annual appropriations process, replacing the single director with a five-member commission versus an executive director, revoking the 2013 auto finance guidance and more.

With a coming change of party in the White House, Congress is expected to punt on the major legislative items, including S.2663, the Reforming CFPB Indirect Auto Financing Guidance Act, which would rescind the aforementioned 2013 guidance, during the lame duck session. The only must-pass bill is the continuing resolution to fund the government, likely until early next year.

SALES OF RECALLED VEHICLESWhile Senate action on motor vehicle

recalls is unlikely before the new Congress begins, NIADA continues to work with NADA, NAAA and other stakeholders and interested parties to ensure the issue is not raised in legislation during the lame duck session.

REGULATORY REPORT By Shaun Petersen

DEPARTMENT OF LABORA federal judge in Texas issued a

nationwide injunction that stops the Labor Department’s rule to extend mandatory overtime pay to more than 4 million salaried workers from taking effect.

The rule, which was scheduled to take effect Dec. 1, would have doubled the maximum salary a worker can earn and still be eligible for mandatory overtime pay to $47,500.

U.S. District Judge Amos Mazzant’s ruling agreed with a lawsuit filed by 21 states and a coalition of business groups that includes the U.S. Chamber of Commerce, which contended the rule is unlawful and arbitrary.

Mazzant ruled the federal law governing overtime does not allow the Labor Department to decide which workers are eligible based on salary levels alone. The Fair Labor Standards Act says employees can be exempt from overtime if they perform executive, administrative or professional duties, but the rule “creates essentially a de facto salary-only test,” Mazzant wrote.

CONSUMER FINANCIAL PROTECTION BUREAU

Sales and production incentives guidance: In the wake of the recent Wells Fargo scandal, the CFPB issued a guidance

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text messages are made for emergency purposes; free to the end user and have been exempted by the FCC, subject to conditions prescribed to protect consumer privacy rights; or made solely to collect debts “owed to or guaranteed by the United States.”

The FCC reminded businesses that contact consumers with an automated text message and claim they have prior express consent that they will need to prove they have consent.

The advisory specifically states, “The fact that a consumer’s wireless number is in the contact list of another person’s wireless phone does not, by

itself, demonstrate consent to receive robotexts.”

The advisory said callers who inadvertently dial a reassigned number are not liable for the first call or message to a consumer who did not provide consent. But the FCC has noted businesses will be liable for any further calls or text messages to a reassigned number, regardless of whether or when the business learns of the reassignment.

The guidance is available at http://transition.fcc.gov/Daily_Releases/Daily_Business/2016/db1118/DA-16-1299A1.pdf.

document warning financial institutions that creating incentives for employees and service providers to meet sales and other business goals can lead to consumer harm if not properly managed.

The guidance document offers examples of unfair, deceptive or abusive practices that could result from unchecked incentives, such as opening accounts without consent, misrepresenting benefits of products and steering consumers towards less favorable products or terms.

The document is available at www.consumerfinance.gov/documents/1537/201611_cfpb_Production_Incentives_Bulletin.pdf

Debt collection lawsuit: The CFPB and New York attorney general filed a lawsuit in federal court against several companies and individuals the regulators allege were engaged in a debt collection scheme.

The lawsuit alleges the individuals operate a network of companies that harass, threaten and deceive millions of consumers across the nation into paying inflated debts or amounts they might not owe, falsely threatened legal action against consumers and falsely impersonated law-enforcement officials, government agencies, and court officers.

CFPB seeks rehearing: The CFPB has formally requested the entire Court of Appeals for the D.C. Circuit rehear the decision in PHH Corp case, in which the court ruled the structure of the CFPB was unconstitutional.

In addition, 21 current and former members of Congress, including Sen. Elizabeth Warren (D-Mass.), Rep. Nancy Pelosi (D-Calif.) and former Rep. Barney Frank (D-Mass.) also filed a petition asking the entire court to rehear the case.

PHH Corp has the opportunity to respond to the request before the court makes a determination on whether it will grant the CFPB’s request.

FEDERAL COMMUNICATIONS COMMISSION

Robotext enforcement: The FCC released an enforcement advisory reaffirming that text messages are regulated as telephone calls under the federal Telephone Consumer Protection Act. The TCPA requires “prior express written consent” for text messages used for advertising/soliciting and “prior express consent” for other types of text messages.

Under the TCPA, “the term automatic telephone dialing system” or “autodialer” covers any equipment that has the capacity to store or produce numbers to be dialed and dial them without human intervention – but it does not need to have the present ability to do so.

Under that provision, the FCC reiterated its position that the TCPA prohibits autodialed calls or text messages, as well as prerecorded calls, unless made with the prior express consent of the called party, to any telephone number assigned to a cellphone or other mobile device, unless the calls or

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AUCTION NEWSBY AUTO REMARKETING STAFF CHASE AUTO FINANCE HONORS 7 AUCTIONSManheim Seattle Honored

Seven auto auctions from across the U.S. received awards during the National Remarketing Conference/National Auto Auction Association Convention from Chase Auto Finance as the consignor announced its 2015-2016 Chase Cup for Auction Excellence winners.

Officials recapped that the 18th annual Chase Cup award recognizes auctions across the country for their exceptional performance in retention, operational efficiency, expense control, accuracy, sales and service delivery. The consignor reviewed the performance of 30 of the nation’s best auctions with which Chase does business. The review examined data measuring how well the auctions handled preparation, sales, invoice processing, transport requests, title processing and other capabilities.

“Each year, the Chase Cup aims to honor high-performing auto auctions across the country that display operational excellence, outstanding customer service, and strong financial performance,” said Chase Auto Finance head of operations Sandra Broderick. “These auctions are the best of the best.”

Manheim Phoenix was named the winner of the Best National Auction Performance. Chase highlighted that Manheim Phoenix distinguished itself among other top competitors throughout the evaluation period with a balanced performance showcasing strengths in vehicle reconditioning, number of buyers, condition report accuracy, and monetary results.

Manheim Phoenix was also honored for Best Regional Performance, Western.

ADESA Kansas City was the Douglas F. Wininger Memorial Award for Best National Performance Service Delivery, an award that recognizes outstanding service in measurable areas such as transportation management, sales, invoicing and other operational measures. ADESA Kansas City also earned Best Regional Performance, Central.

Chase also recognized other auctions’ top performance: • Best National Jaguar Sales: Manheim Atlanta • Best National Land Rover Sales: Manheim Pennsylvania • Best National Mazda Sales: Manheim Seattle • Best National Subaru Sales: Manheim Seattle • Best Regional Performance, Midwestern: Manheim Minneapolis • Best Regional Performance, Northeastern: Manheim Pennsylvania • Best Regional Performance, Southeastern: Manheim Orlando

OIADA ~ Oregon Independent Auto Dealers Association

Your only nationally recognized association since 1948. OIADA, here to help, support, educate and promote quality dealers in Oregon.

Here are the great benefits of OIADA membership: • Oregon Dealer News is delivered to our dealers monthly, filled with quality up to date

business articles.• Included in each Dealer News Magazine is 30 minutes towards continued education,

free to OIADA members, which now means returning eight answer sheets a year. This is a savings of $75 annually.

• OIADA Auction Punch Card: Our valued auction houses in Oregon, Washington and California are offering $50 savings on your buy and sell fees, a value of $1,100.

• OIADA offers members discounts on all meetings, educational programs and conventions, with an annual savings of over $200.

• OIADA members receive a discount on most forms, a savings of up to $100 or more annually.

• Quarterly regional dinner meetings, an outreach to bring programs, education and conversation to all areas within Oregon.

• Annual convention will host a variety of programs including eight or more hours of continued education. Quality Dealer of the Year Awards and Banquet. At a savings of $100 for OIADA members.

• Opportunities for OIADA members to be awarded Oregon’s Quality Dealer of the Year and to compete for the National Quality Dealer of the Year at our national convention.

• National education opportunities, becoming a Certified Master Dealer and more. • National access to Dealers 20 Groups .• OIADA has on contract a lobbyist to bring forth interests and to protect our dealers at

the state level. • OIADA hosts a required certified 8-hour Pre-License Class. Upon completion dealers

will receive the DMV required 8-hour certificate. • Title and registration classes, savings of $35 for OIADA members.• Help and support with your issues is just a phone call away. • Automatic membership with NIADA and the NIADA Used Car Dealer Magazine.• Access to NIADA’s annual convention.• Opportunities for scholarships, both state and national.• NIADA offers OIADA members a wide variety of discounts to members, from education

to everyday business expenses.

Contact OIADA at 503-362-6839 to start your enrollment for all these great opportunities as a member of OIADA.

Annual Savings$1100 Auction Punch Card$ 100 Forms$ 75 Education$ 100 OIADA Convention$ 50 Driven to Learn & Regional Meetings $ 1425 Bottom Line Savings

$325 Cost of Membership ~ OIADA helping you succeed.

OREGON INDEPENDENT AUTO DEALERS ASSOCIATION

ASSOCIATION NEWS / /

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My Name ____________________________________________________________

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Dealership Name ______________________________________________________

Dealership # __________________________________________________________

Dealer License Expiration Date: (Month)_____________________________________

(Year)________________ Signed: _________________________________________

Date _________________________________________________________________

FAX TO: 503-364-7331 MAIL TO OIADA, 1475 Capitol St NE, Salem, Oregon 97301

I certify to OIADA that I have personally read these articles in The Oregon Dealer News Magazine for January 2017. STOP!! Before you sign and send this form, make sure you have answered and completed all the quiz questions to receive Continued Education Credits.

OI A DA C O N T INU IN G E DUC AT IO N P RO G R A M

READ & RESPOND AND CERTIFY BELOW

COMPLE TE THIS TEST AND CERT IF Y BELOW THAT YOU HAVE RE AD THE ART ICLES FOR JANUARY 2017.

“ONE KEY FACTOR IN SALES SUCCESS OR FAILURE”True/False: Beyond the basics, the one item that determines success or failure more than anything else is your activity level.True/False: Email or social media is just as effective as a phone call or in-person visit for reaching out to prospects.

“4 INVENTORY SOURCES YOU MAY NOT BE PROFITING FROM”Which of the following inventory sources could be worth your while?a) Trade-Insb) New Online Sourcesc) Factory Off-Lease Programsd) Network with Other Dealerse) All of the above.

“ELIMINATE WASTE IN ADVERTISING”True/False: Data-driven decisions remove human bias from budget decisions.

“HIRING THE MOST IMPORTANT SALES ROLE”What is an often-overlooked but equally important component in maintain your profit margins?a) Knowledgeable salespeople.b) Service advisor.c) Skilled technicians.

True/False: Communication skills are crucial in ensuring the customer has a positive experience and feels confident about the work and service your dealership provides.

True/False: If your service advisor has excellent people skills, it doesn’t matter whether they have mechanical knowledge.

OIADA CONT INUING EDUCAT ION PROGR AM

Don’t let yourself run out of the forms you need to do business every day. OIADA has four ways for you to get forms:

Don’t be caught without a Secure Odometer Form or Secure Power of Attorney. These forms are DMV forms and each has a registered number assigned to the dealer who purchased them, so don’t lend yours out and do not borrow from your neighboring dealer.

When you purchase these forms, it’s a good idea to pull them out of the packet and slip a reminder near the bottom to call OIADA and order more. You can even add the phone number (503-362-6839) on the note.

Did you know that our members get a discount on most state forms? OIADA members save an average of $100 or more every year.

OIADA FORMS STOREYOU CAN EASILY ATTAIN FORMS NEEDED FOR EVERYDAY BUSINESS

You can order forms any time of the day online at OIADA.com. All you need is an email address.1.You can stop by one of three locations within the Oregon auction houses during auction day.2.You can pick up forms at the OIADA office, located at 1475 Capitol Street NE in Salem.3.OIADA members receive a discount on most forms, a savings of up to $100 or more annually. You can order forms any time online at OIADA.com. All you need is an email address.

4.

sponsored by

onstar.com/trialon

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PRODUCTS & SERVICESBY DAVE MEYER, EXECUTIVE PRESIDENT, SPIREON GOLDSTAR GPS

TIPS FOR A PROFITABLE TAX SEASONHow to Make the Most of It

As more consumers find stronger financial standing, their purchasing power increases. However, their credit scores don’t always reflect the same progress. The end result is a massive pool of subprime and deep subprime consumers ready to buy cars this tax season.

Even large lenders are relaxing their credit score requirements to attract the subprime market. It’s a pretty big indicator that there’s opportunity to go around, whether you’re a BHPH dealer or own a small franchise. It also shows that there’s a lot of competition out there.

So, with more car loan options available to subprime buyers, how do you increase sales and make the most of tax season?

If you’re smart and proactive you can bring in up to 50 percent of your annual sales in just 8-12 weeks. That’s money in the bank or money you can reinvest in your business by adding to your inventory.

Tips for a Profitable Tax Season1. You need to be able to say “yes” to

subprime and deep subprime buyers. With technology like GPS vehicle tracking protecting your assets, the inherent risk of serving this type of buyer is drastically reduced. Without it, you lose a large pool of tax season buyers.

2. Have a plan in place to secure every deal. Competition is on the rise and every customer who walks onto your lot is a golden opportunity. If your sales process is long and cumbersome, they’ll walk off the lot and you’ll be out of the sale. To make your sales process run smoothly, have GPS preinstalled on all of your vehicles to eliminate wait time for your customers.

3. Don’t let things slip just because sales are on a roll. While a buyer may have money for the down payment, it’s important they can also afford the payments. You want airtight underwriting guidelines from your applications to your follow-through on STIPs verifications. GoldStar’s Reference Genie can

save you time by verifying work and home addresses without picking up the phone.

4. Remember that the sale is only the beginning and profits are only profits after they’ve been collected. Have policies in place regarding partial payments, at what point recovery becomes an option and if a GPS vehicle tracking solution should be used to support your collection efforts.

5. Think out of the box. If you hadn’t heard, the PATH Act is now a federal law. That means tax refunds won’t be sent out prior to February 15. Instead of letting the new rules delay your tax season surge, start now. Yes, now! You can get way ahead of the rule and your competition by partnering with a tax and technology professional who can estimate refunds for your buyers. Once you’ve determined the refund schedule, you can set up irregular or later payments based on when the refund will come in. Layer that with an

industry trusted GPS solution provider, and you’ll have peace of mind when it comes to your bottom line.

At the end of the day, it’s all about maximizing your revenue while maintaining the peace of mind that your business and investments are safe. During tax season more than ever, the opportunity is there and the time is right. Don’t let the downside of selling to subprime buyers stop you from reaping the profits!

A solution like GoldStar GPS can help minimize your risk with automated reference checks up front, and on the back end it has the ability to keep buyers current using in-vehicle payment reminders. Of course, you’ll also be able to find and recover assets when necessary.

Say “yes” to more buyers with confidence this tax season and maximize your potential profit.

As more consumers find stronger financial standing, their purchasing power increases. However, their credit scores don’t always reflect the same progress.

PAID ADVERTORIAL

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