OK_1011_O

DEALERS’ RESOURCEOklahoma Independent Automobile Dealers Association

In This Issue

Visit Us Online At www.e-oiada.com

Dealing With The Fox.

October 2011

• Does Your Dealership Rely on Carfax?• CAFE Standards for HD Trucks• KBB Used Value Forecast• Document and Computer Disposal

OIADA, P.O. Box 6905, Moore, OK 73153

PRSRT StandardU.S. Postage

PAIDDALLAS, TEXASPermit No. 2079

Change Service Requested

OIADA, P.O. Box 6905, Moore, OK 73153

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OCTOBER 2011 D E A L E R S ’ R E S O U R C E

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w w w . e - o i a d a . c o m

INSIDE

OIADAOFFICE813 NORTHWEST 34TH MOORE, OK 73160EMAIL: [email protected]

ROSE & ODELL MORGAN, Executive DirectorsJACKIE GARNER, Office Manager

AMBER SNOOK, Administrative AssistantJARED MORGAN, Electronics/Software Technician

LYNNA KAY, ProgrammerSTEVE MORGAN, ConsultantMIKE MORGAN,Technical Aide

NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATIONWWW.NIADA.COM • WWW.NIADA.TVNIADA HEADQUARTERS: 2521 BROWN BLVD. • ARLINGTON, TX 76006-5203 PHONE (817) 640-3838FOR ADVERTISING INFORMATION CONTACT: TROY GRAFF (800) 682-3837 OR [email protected]’ RESOURCE IS A PUBLICATION OF AUTOMOTIVE DEAL-ERS RESOURCE OF OKLAHOMA (ADR) PRODUCED ON BEHALF OF THE OKLAHOMA INDEPENDENT AUTOMOBILE DEALERS AS-SOCIATION (OIADA), P.O. BOX 6905, MOORE, OK 73153. THE DEALERS’ RESOURCE IS PUBLISHED MONTHLY BY THE NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION SERVICES CORPORATION. PERIODICAL POSTAGE PAID AT ARLINGTON, TX, AND AT ADDITIONAL OFFICES. POSTMASTER: SEND ADDRESS CHANGES TO OIADA, P.O. BOX 6905, MOORE, OK 73153. THE STATEMENTS AND OPINIONS EXPRESSED HEREIN ARE THOSE OF THE INDIVIDUAL AUTHORS AND DO NOT NECESSARILY REP-RESENT THE VIEWS OF ADR OF OKLAHOMA, THE OKLAHOMA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION OR THE NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIA-TION. LIKEWISE, THE APPEARANCE OF ADVERTISERS, OR THEIR IDENTIFICATION AS MEMBERS OF OIADA OR NIADA DOES NOT CONSTITUTE AN ENDORSEMENT OF THE PRODUCTS OR SERVIC-ES FEATURED. COPYRIGHT © 2011 BY O&R MORGAN, INC. DBA OIADA. ALL RIGHTS RESERVED. DEALERS’ RESOURCE IS A PUBLI-CATION OF AUTOMOTIVE DEALERS RESOURCE OF OKLAHOMA ON BEHALF OF THE OKLAHOMA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION (OIADA), BUT IS MAILED TO ALL DEAL-ERS IN THE STATE IN AN EFFORT TO EDUCATE AND ENCOUR-AGE NON-MEMBERS TO JOIN THE ASSOCIATION AND SUPPORT OUR EFFORTS TO IMPROVE THE IMAGE AND PROFIT POTENTIAL OF THE INDUSTRY. FOR 55 YEARS, WE HAVE WORKED TO REP-RESENT THE INDEPENDENT MOTOR VEHICLE DEALER IN OKLA-HOMA. WE NEED YOUR SUPPORT.FRONT COVER BY Mike MorganSTATE MAGAZINE MGR./SALES Troy Graff • [email protected] Mike Harbour • [email protected]/PRODUCTION MGR. Christy Haynes • [email protected] Nieman Printing

MAGAZINECONTENTS

ADVERTISERSINDEX71B Auto Auction ............................................13ADESA......................................Inside Back CoverAlbright Insurance .............................................. 7AutoTrader.com .................................................. 5Dealer’s Auto Auction of OKC ........... Back CoverGM Cluster Repair............................................11Jordan Insurance ................................................ 9Loftis & Wetzel Insurance .................................21Manheim.com ...................................................18Manheim North Texas ............. Inside Front CoverProtective ..........................................................15SmartAuction ....................................................17United Acceptance ...........................................19

6 Does Your Dealership Rely on Carfax? 8 CAFE Standards for HD Trucks 9 KBB Used Value Forecast10 Document and Computer Disposal

FOR INFORMATION ON HOW TO BECOME A MEMBER OF OIADA PLEASE CONTACT ROSE OR ODELL MORGAN AT 405-232-2947.

PRESIDENTChris GoadRegal Motors3515 N. MayOklahoma City, OK [email protected]

CHAIRMAN OF THE BOARDJohn EasttomAuto Mart of Elk CityP.O. Box 981Elk City, OK [email protected]

SECRETARY/ TREASURERBruce BeamDealers Auto Auction of OKC1028 S. PortlandOklahoma City, OK 73147405-947-2886www.daaokc.com

VICE PRESIDENTSJohn T. Longacre, IVTaft Motors, Inc.722 S. Linden St.Sapulpa, [email protected] Julian CoddingReliable Motors, Inc.9201 S. ShieldsOklahoma City, [email protected]

Monte ShockleyShockley Auto Sales2605 N. BroadwayPoteau, OK [email protected]

Glenn McDanielI-35 Credit Auto1113 SE 51st St.Oklahoma City, OK [email protected]

David McQuerryMcQuerry Motors, Inc.1302 N. Harrison St.Shawnee, OK [email protected]

OIADA BOARD OF DIRECTORS

Primary Number (OKC): 405-232-2947Toll Free: 800-346-4232

BUSY SIGNAL? The 405-232-2947 number is designed to roll over to any of four other lines in our office, but has recently not been working correctly. If you encounter a busy signal at the 232 number, please call the 800 number or any of the following:

405-799-7116

405-799-1113 405-799-8115 405-799-3759

For your convenience, we have recently added a toll free fax number: 877-804-3449.

OIADA CONTACT INFO

At its Aug. 9 meeting, in accordance with staff recommendations, the Used Motor Vehicle and Parts Commission approved the levying of fines against two dealers for violations of UMV&PC law and rules. Following investigation by commission staff, Larry Case of Wholesale Auto Brokers agreed to pay the sum of $2,000 as payment of $500 for each of the four years he failed to notify the Commission of his correct business address. As result of another investigation, the Commission approved the levying of a $1,000 fine against Sean Childress of Main Street Autos LLC for failure to license two salespersons that had been employed since March 2011.

Commission Fines Dealer

B Y A D R S TA F F

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D E A L E R S ’ R E S O U R C E OCTOBER 2011

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AutoTrader.com’s Dealer Learning Center Gives Dealers Free Online Access To Educational Resources

In an effort to help dealers leverage the Internet to effectively advertise online, AutoTrader.com has launched its Dealer Learning Center (DLC). This online educational portal brings on-demand video tutorials, topical articles, proprietary and independent research, best practices and marketing handbooks to the dealer community at no charge. Dealers and their staffs can anonymously access these resources at www.dealerlearningcenter.com.

As the go-to place for educational content on a variety of online marketing and research topics, the DLC includes information on online merchandising best practices, industry insights, video, social, mobile, chat and more. Dealers can also find important research studies such as the 2011 Polk Automotive Buyer Influence Study and the Northwood Dealer Walk-In Study.

“This is yet another way that AutoTrader.com is fulfilling our promise to the dealer community: We Work for You,” said Chip Perry, president and CEO at AutoTrader.com. “We only win if our customers win, so we have been continually focused on ensuring that they have all the tools and resources necessary to be successful. From transforming our sales team into true advertising consultants a few years ago to creating more robust educational programs and resources, AutoTrader.com is bringing the latest information on effective online marketing and merchandising to the dealer community.”

The Dealer Learning Center is an extension of the already robust programs AutoTrader.com offers through its Dealer Learning team, which supports the educational needs of dealers through hands-on learning. Comprised of automotive experts with extensive dealership experience, the Dealer Learning Team aims to help dealers use the Internet as a tool to drive shoppers to their showrooms as well as integrate online best practices with in-store processes that maximize operational efficiency.

In addition to directly serving the dealer body with an array of educational materials, the Dealer Learning Center will also enable AutoTrader.com advertising consultants to enhance their interactions with their customers by providing facilitated learning that aligns with their customers’ objectives.

Visitors can also see a schedule of upcoming events with information about the local market educational workshops being conducted throughout the country. These workshops are open to AutoTrader.com dealer customers, and in many cases, non-customers. Visitors can also learn about the AutoTrader.com Dealer Learning team and read workshops descriptions.

The Dealer Learning Center was designed

for ease of use and to provide visitors learning flexibility on the topics important to them. For example, they can watch a 10-15-minute video tutorial on a topic of their choice or read an article on the same topic. It also lets dealers rate the educational resources on a five-star rating scale to help other users determine which assets contain the most valuable content to serve their educational needs.

Furthermore, the DLC features full-site search capabilities to help users immediately locate the information they seek. Finally, the DLC offers a variety of ways for dealers to keep up to date with the most recent resources and events added to the site. Dealers can opt in to a monthly email update, which gives a rundown of all new content that has been uploaded to the site during the previous month, they can subscribe to an RSS feed, or they can visit the site’s overview page to stay informed.

“We were very thoughtful with the development of this site, taking into consideration how different visitors may prefer to learn as well as browse the content. Our priority is to accommodate and facilitate dealer learning, not only in person but also online,” said Eddie Cawley, director of dealer learning. “Our educators have retail automotive backgrounds, and they are interacting with dealers and their staffs every day. They understand the pain points of dealerships and have insight into what educational information they are hungry for. The content on the DLC speaks directly to the feedback we’re hearing from the field, and it will continue to evolve and grow.”

Allyson Estes, Director of Industry Relation & Dealer Learning, explained further.

“As an industry, we face new challenges all the time. AutoTrader.com has tremendous access to resources, research, and best practices about effective online marketing. It is our responsibility to share that information with the dealer community so that the industry as a whole is successful.”

“We rely on dealers for learning just as much as they rely on us. It’s two-way sharing. This learning center is a new way to foster that communication,” she said.

Two of the most popular workshops the team is asked to conduct are OnLot2Online and Customer Connections.

According to the workshop description for OnLot2Online, three out of four consumers are shopping online for cars, and they expect the same level of customer service online and offline – from reception to selling and financing. As a result, today’s dealerships require an integrated approach in order to convert prospects into customers and create ongoing customer loyalty.

OnLot2Online was designed around this

concept and focuses on how to take in-store best practices and move them into the online space. This program covers creating an “Internet Culture” at the dealership among all employees, aligning the online and offline retail shopping experience for shoppers, effective online merchandising tactics, new platforms to engage and influence car shoppers, and methods for tracking and sourcing dealership traffic.

Customer Connections offers insight into how dealerships can engage and respond to online shoppers when they call, email, or walk in to the dealership. Additionally, it covers the dealership’s role and the dos and don’ts of new consumer engagement platforms such as live chat and social media-dealer rating sites. It also identifies various channels in which today’s shoppers contact the dealership and explains what shoppers are looking for from the dealership experience. Workshop participants also have an opportunity to practice effective methods for addressing and engaging shoppers.

“Our workshops are very interactive. It creates an environment where dealers can also learn from each other. It’s an excellent way to reinforce learning and discover new ways that dealers make the Internet work for them. We are able to share many of the best practices that are working for dealers in other markets as well as the findings from performance metrics on AutoTrader.com,” said Eddie Cawley.

The Dealer Learning team also conducts workshops on other topics like business transparency and inventory acquisition. The workshops are customized so that the information is relevant to the audience.

“Different dealerships have different needs based on a variety of factors, so we take that into consideration when coming to a market or dealership to conduct a workshop. We want the content to be meaningful to the dealers in the room,” Cawley said.

The Dealer Learning Center offers a new, effective format for extending the lessons from interactive workshops the Dealer Learning team conducts around the country. This online platform offers an immediate way for dealers to access these helpful insights about effective online marketing. Dealers can learn more at www.DealerLearningCenter.com.

We were very thoughtful with the development of this site, taking into consideration how different visitors may prefer to learn as well as browse the content.

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going to tell the consumers, so it’s up to the dealer to make the consumer aware the information they receive in their so-called free Carfax report may contain errors or inaccuracies (or, for that matter, errors may exist in any vehicle history report where data cannot be verified as accurate) and that the dealer is not responsible to the consumer for those errors. That information may be posted on signs in the dealer’s office or showroom, but to be effective, that disclaimer must be noted in the retail purchase agreement signed by the consumer.

To add insult to injury, Carfax has also taken on the responsibility of pricing a dealer’s vehicles for their customers, using data from various entities and an algorithm which produces numbers that Carfax represents as adjusted retail book value for vehicles that its personnel has never seen.

So, with this additional service which is provided to the consumer as opposed to the dealer, how is it that Carfax can make material representations about the condition of a vehicle, suggest an adjusted retail book value without ever having inspected the vehicle and not be subject to the same unfair and deceptive acts and practices law applied to dealers?

How can you deal with this intrusion on your business? At the 2011 NIADA Convention, where Carfax was called up on the mat for these practices, Scott Fredrick, vice president, provided what he said was his cell phone number (703-217-2666) so dealers could call him directly if you need to resolve issues with Carfax reports. You can also call Carfax President Dick Raines at 703-934-2664 or VP of Data Gerry Bayer at the same number with the extension of 4452.

You deserve answers because it’s your business that they are impacting. After all, dealers breathed life into Carfax in its early days and with an estimated 50 percent of the Carfax business still coming from dealers, it may be time to let Carfax feel the effects of its policies and practices by declining to use its vehicle history reports.

Among the many laws and rules dealers must follow or suffer the consequences if caught are federal and state laws known as Unfair and Deceptive Acts and Practices (UDAP). Penalties for conviction of such practices are severe and dealers need to take every precaution to avoid such penalties. Nevertheless, Carfax, a tool that consumers are cajoled through various means of advertising to use when it comes to purchasing a vehicle, is currently promoted in a way that may force dealers to unintentionally violate the UDAP laws.

To reap extra revenues, Carfax has devised a scheme to force dealers into buying Carfax history reports or risk losing reputations and customers. In a nationwide television campaign targeted at car buyers, consumers are being conditioned to say “Just show me the Carfax” when they walk into your dealership. In the same commercials, consumers are also being led to believe a dealer may not be reputable if he doesn’t offer the consumer a free Carfax vehicle history report when asked to do so. Of course, Carfax expects the dealer to pay for that free report to satisfy the consumer’s request.

Carfax receives its data from many different sources, including motor vehicle agencies in the U.S. and Canada, auto auctions, service facilities, dismantlers, insurance companies, etc. Carfax is dependent upon the accuracy of the data supplied to them by such entities. Although the data is not verified by Carfax, it is offered with the implication that it is accurate and factual (and much of the data is accurate and factual).

But Carfax puts disclaimers on its reports disclaiming any liability for the data, thus relieving Carfax of the liability for any inaccurate data a dealer may receive. However, that fact is not highlighted in its ads. Consequently, Carfax has a history of producing inaccurate reports that are very difficult or often impossible to get corrected. This poses problems for dealers because they are ultimately responsible to their customers and subject to prosecution for violation of the UDAP laws, while Carfax, the entity that cajoled the dealer into using its report, comes out without penalties.

The consumer needs to be made aware of the potential for these reports to contain some inaccuracies. Carfax is not

HotTopics

Does Your Dealership Rely On Carfax History Reports?

Carfax is dependent upon the accuracy of the data supplied

to them by such entities. Although the data is not

verified by Carfax, it is offered with the implication that it

is accurate and factual (and much of the data is accurate

and factual).

“NOTE: After this publication went to press, NIADA reported that CARFAX had removed the references to “Free” CARFAX Reports from its advertising.”

B Y A D R S TA F F

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* FOR ACCOUNTS THAT QUALIFY / ACCEPTABLE WITH UNDERWRITING

The Federal Trade Commission (FTC) recently restated its position dealers cannot void warranties simply because routine maintenance or repairs were performed by someone else, such as an independent mechanic, a retail chain shop, or the vehicle owner. The Magnuson-Moss Warranty Act, which is enforced by the FTC, makes it illegal for manufacturers or dealers to claim a warranty is void or to deny coverage under the warranty simply because someone other than the dealer did the work.

That said, there may be certain situations where a repair may not be covered. For example, if a non-dealer replaced a belt improperly and the vehicle engine is damaged as a result, the manufacturer or dealer may deny responsibility for fixing the engine under the warranty. However, according to the FTC, the manufacturer or dealer must be able to demonstrate it was the improper belt replacement – rather than some other defect – that caused the damage to the engine. The warranty would still be in effect for other parts of the car.

In addition, the FTC stated using aftermarket or recycled parts are not a sufficient basis for a dealer or manufacturer to void the warranty. An aftermarket part is a part made by a company other than the vehicle manufacturer or the original equipment manufacturer. A recycled part is a part that was made for and installed in a new vehicle by the manufacturer or the original equipment manufacturer, and later removed from the vehicle and made available for resale or reuse.

The Magnuson-Moss Warranty Act makes it illegal for companies to void your warranty or deny coverage under the warranty simply because an aftermarket or recycled part was used. Still, if it turns out the aftermarket or recycled part was itself defective or wasn’t installed correctly, and it causes damage to another part that is covered under the warranty, the manufacturer or dealer has the right to deny coverage for that part and charge for any repairs. The FTC says the manufacturer or dealer must show that the aftermarket or recycled part caused the need for repair before denying warranty coverage.

Auto Warranties, Routine Maintenance and Repairs:Is Using the Dealer a Must?

B Y A D R S TA F F

HotTopics

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Under new rules announced by the Obama administration in August, the nation’s fleet of medium- and heavy-duty trucks will be required to meet fuel efficiency and greenhouse gas emission standards for the first time ever beginning in 2014. The standards were developed jointly by the U.S. Department of Transportation (DOT) and the Environmental Protection Agency (EPA), with input from the trucking industry, the State of California, and leaders from the environmental community.

The new program sets fuel efficiency and greenhouse gas emission standards for three categories of medium-and heavy-duty trucks beginning in model year 2014:

1. Certain combination tractors – commonly known as big rigs or semi trucks – will be required to achieve up to about 20 percent reduction in fuel consumption and greenhouse gas emissions by model year 2018, saving up to 4 gallons of fuel for every 100 miles traveled.

2. For heavy-duty pickup trucks and vans, separate standards are required for gasoline-powered and diesel trucks. These vehicles will be required to achieve up to about 15 percent reduction in fuel consumption and greenhouse gas emissions by model year 2018. Under the finalized standards a typical

gasoline or diesel powered heavy-duty pickup truck or van could save one gallon of fuel for every 100 miles traveled.

3. Vocational vehicles – including delivery trucks, buses, and garbage trucks – will be required to reduce fuel consumption and greenhouse gas emissions by about 10 percent by model year 2018. These trucks could save an average of one gallon of fuel for every 100 miles traveled.

According to the EPA’s regulatory announcement, the new standards will save a projected 530 million barrels of oil over the lifetime of vehicles built for model years 2014 through 2018. They further estimate the increased fuel efficiencies will result in a $50-billion savings for owners and operators and a $49-billion benefit to society.

These announced standards affect model years 2014 through 2018. The agencies are considering a next phase of rules for this sector, as they believe there are more opportunities to reduce greenhouse gas emissions and fuel use from the heavy-duty fleet for model years beyond 2018. The agencies’ stated goals include spurring innovation as well as updating the assessment of actual emissions and fuel use from this sector. Such future regulation would also be designed to align with similar programs developed outside the U.S.

CAFE Standards For Heavy Duty Trucks

HotTopics

B Y A D R S TA F F

It cannot get any simpler than this. Congress sets a federal budget every year in the trillions of dollars. Few people know how much money that is so we created a breakdown of federal spending in simple terms. Let’s put the 2011 federal budget into perspective:

• U.S.income: $2,170,000,000,000• Federalbudget: $3,820,000,000,000• Newdebt: $1,650,000,000,000• Nationaldebt: $14,271,000,000,000• Recentcut: $38,500,000,000(about1percentofthebudget)Ithelpstothinkaboutthesenumbersintermswecanrelateto,solet’sremoveeightzerosfromthesenumbersandpretendthisisthehousehold

budget for the fictitious Jones family.• TotalannualincomefortheJonesfamily: $21,700• AmountofmoneytheJonesfamilyspent: $38,200• Amountofnewdebtaddedtothecreditcard: $16,500• Outstandingbalanceonthecreditcard: $142,710• Amountcutfromthebudget: $385

So,ineffect,lastmonth,Congressor,inthisexample,theJonesfamilysatdownatthekitchentableandagreedtocut$385fromitsannualbudget.Whatfamilywouldcut$385ofspendingtosolve$16,500indeficitspending?Itisastart,althoughhardlyasolution.

Nowafteryearsofthis,theJonesfamilyhas$142,710ofdebtonitscreditcard(whichistheequivalentofthenationaldebt).YouwouldthinktheJonesfamilywouldrecognizeandaddressthissituation,butitdoesnot.NeitherdoesCongress.

TherootofthedebtproblemisthatthevoterstypicallydonotsendpeopletoCongresstosavemoney.Theyaresenttheretobringhomethebacontotheirownhomestate.Toeffectbudgetchange,weneedtochangethejobdescriptionandgiveCongressnewmarchingorders.Itisawfullyhard(butnotimpossible)toreversecourseandtellthegovernmenttostopborrowingmoneyfromourchildrenandspendingitnow.

Ineffect,whatwehaveisareversemortgageonthecountry.Theproblemisthatthevotershavebecomeaddictedtothemoney.Moreover,theAmericanvotersarestillinthedenialstage,anddonotwanttofacethepossibilityofgoingintorehab.

USA Budget BY DAVID THOMAS, CHIEF EXECUTIVE OFFICER, EQUITAS CAPITAL ADVISORS LLC

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HotTopics

BY DAVID THOMAS, CHIEF EXECUTIVE OFFICER, EQUITAS CAPITAL ADVISORS LLC

New Vehicle Sales, Leasing Slumps to Impact Used Values for Years to Come

Kelley Blue Book, the leading provider of new and used vehicle information, in August predicted the new vehicle sales and leasing slumps of recent years will impact used values for years to come. Current supply reductions, caused by the decline in new vehicle sales since 2008 and the drop in leasing throughout 2008, will play a very prominent role in the wholesale used market for years into the future, as covered in the company’s recently released Blue Book Market Report for August 2011.

In response to supply reductions, the average value of a 1-3-year-old used vehicle has increased from $15,000 in 2008 to more than $23,000 in 2011, an average increase of nearly 16 percent each year. It will take several years of strong new sales to replenish the shortage of used vehicles driving values up today.

“While the pace of used-car appreciation is likely to subside as supply, and ultimately sales, improve, we expect used-vehicle values to remain strong for the next two to three years,” said Alec Gutierrez, manager of vehicle valuation for Kelley Blue Book. “While depreciation typically affects a vehicle’s value most in the first two years of ownership, it will not be as pronounced as it would have been a few years ago when the used-car supply was still very high. Consumers who plan to sell or trade-in a used car soon will likely see their vehicle hold its value well. Alternatively, shoppers in the market for a used car will continue to pay more, making it difficult to buy at a discount.”

Kelley Blue Book updates its vehicle values weekly to reflect the latest in changing market conditions. Consumers can visit www.kbb.com

to get up-to-date new and used vehicle values information and much more, always free of charge.

The monthly Blue Book Market Report explores the state of the automotive industry by analyzing Kelley Blue Book® Wholesale Lending Values. The report also discusses developments in residual values and trends in monthly used-car shopper activity on kbb.com. To subscribe to the monthly Blue Book Market Report, please e-mail [email protected]

For more information and news from Kelley Blue Book’s kbb.com, visit www.kbb.com/media/, follow us on Twitter at www.twitter.com/kelleybluebook (or @kelleybluebook), or like our page on Facebook at www.facebook.com/kbb.

Founded in 1926, Kelley Blue Book, The Trusted Resource®, is the only vehicle valuation and information source trusted and relied upon by both consumers and the industry. Each week the company provides the most market-reflective values in the industry on its top-rated website www.kbb.com, including its famous Blue Book Trade-In and Retail Values, and Fair Purchase Price, which reports what others are paying for new vehicles this week. The company also provides vehicle pricing and values through various products and services available to dealers, auto manufacturers, finance and insurance companies, as well as governmental agencies. Kbb.com is a leading provider of new vehicle prices, used vehicle values, reviews, new and used vehicles for sale and dealer locations. Kelley Blue Book Co., Inc., is a wholly owned subsidiary of AutoTrader.Com.

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January 2012 will be here in a very few short months. It will soon be time to close out books for this year and make preparations for the next. For many of you, that will include disposing of customer and employee records that have exceeded their retention dates. It may also mean replacing older computer equipment with new. As with most things in the used auto business, however, the federal government has rules. Two rules, in fact, governing disposition of personal records, whether stored on paper or in a digital format. The rules say you can’t just throw certain records in the trash.

All institutions under the jurisdiction of the Federal Trade Commission that hold consumer report information are subject to the Disposal Rule. In addition, all financial institutions under FTC’s jurisdiction are subject to the Safeguards Rule with regards to nonpublic personal information. If your dealership is involved in the consumer credit process, then you are considered a financial institution. Accepting credit applications and referring applicants to specific third-party lenders are activities considered to be involvement in the credit process.

For purposes of these two rules, sensitive

Disposing of Consumer Informationconsumer information is much more than just an individual’s Social Security number. The Disposal Rule (derived from the Fair and Accurate Credit Transactions Act of 2003) dictates any information, or compiled listing of information, based upon or drawn from consumer reports must be disposed of in a specified manner. The information may be relevant to employees or to customers.

The Safeguards Rule (derived from the Gramm-Leach-Bliley Privacy Act) is concerned with personally identifiable financial information, whether presented individually or in a compiled list. Personally identifiable financial information includes any information a consumer provided to you in order to obtain credit, as well as any information regarding or referencing that credit.

Examples of sensitive consumer information covered by the two rules include:a. Consumer report information for

employees or customers.b. Information a consumer provides to you

on an application to obtain credit.c. Customer account balance information.d. Customer payment history.

B Y A D R S TA F F

e. Any information about your customer if it is disclosed in a manner that indicates that the individual is or has been your customer in a credit transaction. For example, a monthly sales report for your dealership showing names and addresses of customers and indicating that particular customers were credit customers would be considered nonpublic personal information. In accordance with the Disposal

Rule, paper (or other hardcopy) records containing sensitive consumer information should be burned, pulverized, or shredded so that the information cannot practicably be read or reconstructed. Digital records should be erased or the media physically destroyed. Be aware that deleting a computer file is not the same as erasing it. Deleting the file is not adequate destruction. A separate article in this publication, titled “Computer Disposal,” includes guidance for proper disposal of computers and digital records.

So, this year when you are ready to clean out files, remember – you can’t just throw certain records in the trash. The federal government has rules.

H 312: The Federal Unemployment Tax Act (FUTA) surcharge has expired and the tax percentage is reduced.

IR 11-77: Truckers and other owners of heavy highway vehicles have until Nov. 30 to file their next federal highway use tax return, which is usually due Aug. 31.

Disaster areas in North Dakota, Montana, Oklahoma, Illinois and several other states have been declared for individual assistance. To find specific counties in affected states, visit www.fema.gov, scroll down to the map, and click on the state in question. When you click on a listed disaster, you will see a tab for designated counties.

Recordings of the following webinars are now available on the IRS Video Portal at www.irsvideos.gov:

• Reporting Foreign Financial Accounts on the FBAR

• The Examination Process for Employment Tax Returns

IRS customers can place orders for the 2012 IRS Tax Calendar for Small Business and Self Employed, Publication 1518. The

IRS News for Business, September 2011calendars will ship in late-November. To order, visit the IRS Small Business Products Ordering page at www.irs.gov/businesses/small.

Interim guidance SBSE-05-0711-044 states the trust fund recovery penalty may be assessed against third-party payroll service providers, as well as the employer. While the employer is ultimately responsible for the payment of the entire tax, a trust fund recovery penalty, depending on the circumstances, can be assessed against any responsible party including the third-party payroll service provider.

IR 11-73: Taxpayers are encouraged to be on their guard against those who would encourage them to file tax returns with false claims to get refunds to which they are not entitled.

TRAVEL REIMBURSEMENTSAnnouncement 11-42 advises taxpayers

the IRS intends to discontinue authorizing the high-low per diem method for substantiating lodging, meal, and incidental

expenses incurred in traveling away from home. Beginning this year, the IRS plans to publish a revenue procedure providing the general rules and procedures for substantiating these expenses (omitting the high-low substantiation method) and a notice providing the special transportation rate. The IRS plans to discontinue publishing the per diem revenue procedure annually but will publish modifications as required.

Form 14157 can be used to make a complaint about a tax preparer.

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ComputerDisposalIf you want to get rid of your old

computer, options include recycling, reselling and donating. But before you log off for the last time, there are important things to do to prepare it for disposal.

Computers often hold personal and financial information, including passwords, account numbers, license keys or registration numbers for software programs, addresses and phone numbers, medical and prescription information, tax returns and other personal documents. Before getting rid of your old computer, it’s a good idea to use software to wipe the hard drive clean. If you don’t, consider your old hard drive a 21st century treasure chest for identity thieves and information pirates.

The Federal Trade Commission (FTC), the nation’s consumer protection agency, says you can deter identity theft and information privacy by taking a few preventive steps.

Understanding Hard Drives: A computer’s hard drive stores data, and maintains an index of files. When you save a file, especially a large one, it is scattered around the hard drive in bits and pieces. Files also are automatically created by Internet browsers and operating systems. When you open a file, the hard drive checks the index, then gathers the bits and pieces and reconstructs them.

When you delete a file, the links between the index and the file disappear, signaling to your system that the file isn’t needed any longer and that hard drive space can be overwritten. But the bits and pieces of the deleted file stay on your computer until they’re overwritten, and they can be retrieved with a data recovery program. To remove data from your hard drive permanently, it needs to be wiped clean.

Cleaning Hard Drives: Before you clean your hard drive, save the files that are important to you on an external storage device – for example, a USB drive, a CD, or an external hard drive – or transfer them to a new computer. Check your owner’s manual, the manufacturer’s website or its customer support line for information on how to save data and transfer it to a new computer.

Utility programs to wipe your hard drive are available both online and in stores where computers are sold. They’re generally inexpensive; some are available on the Internet for free. Wipe utility programs vary in their capabilities; some erase the entire disk, while others allow you to select files or folders to erase. They also vary in their effectiveness; programs that overwrite or wipe the hard drive many times are very effective; those that overwrite or wipe the drive only once may

not prevent information being wiped from being recovered later. If your old computer contains sensitive information that would be valuable to an identity thief, consider using a program that overwrites or wipe the hard drive many times. Or, remove the hard drive and physically destroy it.

One more thing to keep in mind: If you use your home or personal computer for business purposes, check with your employer about how to manage information on your computer that’s business-related. The law requires businesses to follow data security and disposal requirements for certain information that’s related to customers.

Disposal Options: Once you have a clean computer, here’s how to dispose of it:• Recycle it. Many computer manufacturers

have programs to recycle computers and components. Check their websites or call their toll-free numbers for more information. The Environmental Protection Agency (EPA) has information on electronic product recycling programs at www.epa.

gov/epaoswer/hazwaste/recycle/ecycling/donate.htm. Your local community may have a recycling program. Check with your county or local government, including the local landfill office for regulations.

• Donate it. Many organizations collect old computers and donate them to charities.

• Resell it. Some people and organizations buy old computers. Check online.Keep the environment in mind when

disposing of your computer. Most computer equipment contains hazardous materials that don’t belong in a landfill. For example, many computers have heavy metals that can contaminate the earth. The EPA recommends you check with your local health and sanitation agencies for ways to dispose of electronics safely.

Note: OnGuardOnline (www.OnGuardOnline.gov) provides practical tips from the federal government and the technology industry to help you be on guard against internet fraud, secure your computer, and protect your personal information.

IF YOU USE YOUR HOME OR PERSONAL COMPUTER FOR BUSINESS PURPOSES, CHECK WITH YOUR EMPLOYER ABOUT HOW TO MANAGE INFORMATION ON YOUR COMPUTER THAT’S BUSINESS-RELATED. www.OnGuardOnline.gov

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The hottest topic right now in the Buy Here-Pay Here world has to be inventory. Not only where, but what and how to find and purchase it.

Like most other areas of the BHPH business, the most successful dealers are focusing on the basics in this area, too. They are firm believers in the KISS (keep it simple, stupid) philosophy. No need to overthink and, thus, overcomplicate things.

The first basic they are focusing on regarding inventory acquisition is repeat business. For the more successful dealers, between 30 and 40 percent of their monthly sales are from repeat customers. These will be either low-balance customers traded into a new vehicle or previously paid-out customers that have returned to purchase again. So 30 to 40 percent of their monthly inventory need is satisfied with vehicles they have a history of and with; that’s pretty valuable information to have when it comes to the vehicles we deal with.

Recycling of repossessions is the next basic to focus on. With these, you have the ability and time to completely check the vehicle out to determine its reconditioning need. You also have some historical information for the vehicle. The dealers I have the privilege of working with are recycling on average 60 percent of their repossessions each month to put back out on the lot for sale. The only negative seems to be that the recycled vehicles tend to have a higher reconditioning cost. They seem to need a little more love to get them lot ready but overall are more cost effective than purchasing at auction.

Speaking of auctions, they are a basic that should not be overlooked. It is true that there are not as many vehicles going across the block these days, but it is still an effective source. The positive to vehicle volumes at auction being down is that they are becoming very competitive with one another for dealer business. Some auctions are even waiving buy or post sale inspection fees. There is no better time to expand your horizons and check out as many auctions as travel and expense will allow.

When shopping for a new or additional auction sources, do not limit yourself to just the large national auctions. Independent auctions are becoming very aggressive in going after dealer business as well. I may be a little old fashioned, but have always preferred the independent auction as they seem to provide better service and an overall buying and selling experience.

I also recommend utilizing the World Wide Web in aiding in the search for an auction honey hole. Most auctions, national and independent, are posting most, if not all, of their upcoming sale vehicles, but post-sale information as well. Most are utilizing Smart Auction, Open Lane, and or OVE for the posting. These are also great resources for the dealer to not only purchase vehicles from the comfort of their office but also to research what auctions have available to know where your next auction visit needs to be. You might just stumble on an auction you weren’t even aware existed.

A final basic in the kissing of inventory acquisition would be dealer trades. New car sales are down so this is not the source it once was, but still should not be overlooked. It won’t fill the overall need, but still could fill a partial need. I think the key here is personal contact with the dealer. I’m seeing too many buyers just calling the dealer asking what they have instead of taking the time to actually visit the dealers.

Not necessarily a basic, but a stone that should not go unturned would be the private seller. Craigslist, eBay, newspapers and auto magazines are all sources to find vehicles. I, too, used to turn my nose up at this stone feeling it wasn’t worth the time and effort, but with today’s economic challenges, there are sellers out there who simply need the money to get by and are far more reasonable in their expectations. Will it fill the lot? No, but it could fill part of it and that is what counts.

As for how to KISS the what and how to acquire inventory, I think it comes down to two very simple questions. How much do you have in the bank account? And how much of that are you willing to spend? There still is enough inventory available as long as you are willing to pay for it. Values are a little out of control right now but have seemed to have leveled off a little in the last month.

Finding the right inventory for the right price is still possible. The key will be not to overthink and, thus, overcomplicate it. If you focus on the basics and keep it simple, you will be working smarter and not harder.

Brent Carmichael Executive Conference Moderator NCM Associates [email protected]

Inventory Acquisition 101

BY BRENT CARMICHAEL

When shopping for a new or additional auction sources,

do not limit it to just the large national auctions. Independent

auctions are becoming very aggressive in going after

dealer business as well. I may be a little old fashioned, but

have always preferred the independent auction as they

seem to provide better service and an overall buying and

selling experience.

No need to overthink and thus overcomplicate things.

IndustryNews

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Independent dealers are always looking to improve the services they offer their customers and that often means looking for and getting new sources of indirect lending, yet getting new sources of credit isn’t always easy. Fortunately for dealers and their customers, local credit unions can serve as a nearby source that wants to work with responsible businesses.

Dealers who use credit unions as indirect lending sources have found lots of advantages to having them in their corner. One advantage is credit unions are often well-known in the community the dealer operates in and have their own customer base.

Chris Maynard, vice president of lending for Michigan First Credit Union of Lathrup Village, Mich., said his organization has about 85,000 members who bank at nine branches spread out through the state’s three most populous counties. Headquarters isn’t 2,000 miles away in another state.

“We’ve been doing indirect lending through car dealers associated with us for about five years,” Maynard said. “Our program gives us a chance to grow our membership, increase our loan volume and forge relationships with dealers. Our loan program is very important in creating valued relationships with successful businesses.”

Credit unions benefit from being associated with dealers through making loans, he said. If customers don’t belong to the credit union, they join as part of getting the loan. Now those people might not do anything else with the credit union except pay off the loan, but that gives the credit union an opportunity to offer them other services, such as checking, credit cards and home loans.

Dealers benefit from being associated with a credit union because they get to work with a local lender who has a consistent underwriting approach, Maynard said.

Another benefit: the credit union will steer customers to dealers who use their lending services. It’s the perfect time for members inquiring about taking out an auto loan to learn more about dealers who partner with the institution.

Credit unions also are about customer service, and now dealers are their customers.

“The credit unions work with us,” said Bill Perkins, president of the Bill Perkins Automotive Group in Eastpointe, Mich. “I’ve been working with Michigan First for about three-and-a-half years. What I like is that they work with us. We can call in a potential deal. If they turn down the deal, we can work with them, and maybe change some of the conditions of the deal – bigger down payment or a shorter term. We can work with them to a deal work to the advantage of everyone involved.”

Craig Underwood, president of New Haven Auto Sales in Shelby, Ohio, has been working with the Ohio-based Directions Credit Union

for about 14 years. He has a great appreciation of how their relationship has been nurtured over the years.

“We work with banks and other lending institutions, but I’ve got to say that Directions is the best in terms of ease of use,” Underwood said. “We really value the relationship we have with them and they make it very easy to work together to serve our customers’ needs.”

Jan Davis, sales manager for the Nice Car Co. dealership in Ottawa Lake, Mich., near the Ohio border and 30 minutes south of Ann Arbor, Mich., has also been working with Directions for the past several years.

“We have a face-to-face relationship with Directions,” Davis said. “That’s important.”

Having someone to call and speak with really helps maintain a strong relationship between dealer and credit union. Personal interaction is preferable to many dealers than dealing with a company via the Internet and lending computer programs.

While credit unions will work with dealers, they are still careful about lending practices.

Trina Larson, director of sales and marketing for CRIF Select (a division of Denver-based CRIF Lending Solutions), said her company specializes in facilitating indirect loan programs for credit unions and her specific business is the auto and motorcycle department. CRIF helps set up loan programs for credit unions that are aimed at vehicle buyers.

“We have been around for about 20 years,” Larson said. “We used to be known as Aimbridge. We’ve seen an increase over the past three years in credit unions seeking to get into the car loan business. They have money to lend and want to diversity their portfolios. “

Larson said credit unions are member owned, and therefore fairly conservative by nature. One thing they don’t want to do is lend money, sell the portfolio and leave delinquent customers hanging if they’re unable to repay the loan. That strategy, in part, led to the economic meltdown whose effects are still being felt.

“Credit unions don’t like defaults,” Larson said. “But they do like working with customers to make loans that benefit everyone. After the bank problems of 2008, many credit unions saw that there was a niche to fill, in terms of auto loans, and many wanted to fill that niche. If a credit union doesn’t have the resources for marketing, that’s where we come in.”

Larson said a smart credit union doesn’t do business with just anyone. They want to do business with dealerships that are stable, have been in business a while and maintain a certain volume of business. Credit unions are in it for the long run and want to work with dealerships that feel the same way.

Customers come back to dealerships that take care of them, so an accommodating lender is an important part of the process.

BY JIM STICKFORD

Taking the Local: Riding Your Credit Union to Profits

LocalLending

What I like is that they work with us. We can call in a potential deal. If they

turn down the deal, we can work with them, and maybe change some of

the conditions of the deal – bigger down payment or

a shorter term.

CONTINUED ON PAGE 16

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CONTINUED ON PAGE 16

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“Let’s face it, the paperwork involved in buying a car is intimidating,” said Underwood. “We all know that there is a lot of federal and state paperwork that a customer is supposed to read before a deal can be completed. Any help a dealer can get in guiding the customer through the paperwork maze is greatly appreciated. And credit unions help with that. There’s no sense of funny business from credit unions when it comes to paperwork and that lends credibility to us.”

That credibility, he said, pays off in terms of repeat business. Buyers feel well treated by the credit union and by the dealership. The sense of fair treatment makes it much easier to get that customer back when it’s time for customers to buy another vehicle. It also helps promote word of mouth, which always is valued by the smart dealer.

Credit unions understand the retail auto business, too.

Obviously, there is a difference between franchise dealerships that sell both new and used vehicles and independents. Dealers who are afraid a credit union doesn’t understand that difference may worry they’ll be judged by the same criteria as franchise dealers don’t need to do so.

Tim Crosby, vice president of loan development for Directions, said the lender has 18 branches spread across central Ohio and the Toledo area. Directions, which caters to franchise and independent dealers, likes working with dealers who meet its criteria.

“We have a program aimed at large franchise dealer operations,” Crosby said. “This program is technology based. Dealers submit information using a special app via the Internet. This app provides what I like to call instant decisioning. It’s all run by computers.”

Franchise operations tend to be more heavily invested in technology, have several other resources to call upon and often deal with larger volumes of money and vehicle sales.

Independent dealerships, on the other hand, can vary greatly in terms of size, sales, money and technology. Some independent dealerships are every bit as sophisticated as a franchise operation, but for others, a fax machine is the height of sophisticated technology, Crosby said.

Thankfully for those dealers, the program aimed at independents recognizes this fact, and Crosby understands there are mom-and-pop dealerships that still prefer to do things via fax. Directions’ special car loan department accepts apps via fax, and approval or denial is returned to the dealer the same way.

Speed counts when completing a sale, and credit unions can make a decision quickly.

Buying a vehicle is a very emotional business, said Underwood. Even if customers have done all their research on the Internet, compared

prices, compared options and evaluated dealer reputations, that decision is an expensive one they’ll have to live with for some time.

So when it comes time for customers to sign a contract, they can be very nervous. Every dealer has a story about a buyer who talked himself out of buying a sound vehicle that was sold at a reasonable price. Credit unions often are able to quickly answer whether or not a loan will be made, giving the customer less time to get nervous about the deal.

Underwood said he can get an answer in 30 minutes; if a customer has to come back in three days to work out the terms of the deal, that’s three days of worry and doubt that have to be overcome.

Credit unions also offer another benefit: competitive loan rates.

Perkins said he likes working with credit unions because they offer good rates. The best service in the world is nice, but if that service pushes the loan out of most customers’ price range, it really doesn’t help the dealer.

He noted the lending landscape has changed over the past decade. There are still a lot of banks out there, but the number of local banks that know the community and are willing to work with local businesses one-on-one has declined as local banks have been merged with large national outfits. It’s possible for a bank customer who belonged to an institution with one or two branches to now be part of a bank with 3,000 branches thanks to mergers.

Another reason to consider credit unions is marketing: they’ll literally drive customers into dealers’ arms.

Most credit unions hold some sort of vehicle sale promotion during the year. Many do it several times a year. These promotions allow dealers to bring good vehicles to the credit union locations. The credit unions and the dealers typically split the cost of the promotion. It’s a real benefit to all: the credit unions get to expand their loan portfolios and dealers get to make additional sales.

Oftentimes, good credit union customers are told they have been pre-approved for a loan and are invited to visit the credit union on a particular day when there will be vehicles for sale provided by participating dealerships.

Perkins said when he’s been involved in a promotion such as these, he’s never sold less than 20 vehicles. Do that four times a year and that’s 80 extra sales a year. Even if you sell 500 vehicles a year, that’s still an extra 15 percent a year, and what dealer doesn’t want to see a 15-percent sales boost with minimal marketing effort on his part?

“We’re happy to be on board with Directions Credit Union,” Underwood said. “We know that our customers are being taken care by the indirect lender, and the customers know that they’re getting a good loan at competitive rates. That’s a win-win in my book.”

CONTINUED FROM PAGE 14

LocalLending

ProconGPS Acquires Repo PatentsProconGPS, Inc., a global leader

in mobile resource management solutions, has announced the

acquisition of the patents governingthe repossession of automobiles in the vehiclefinance industry fromCalAmpCorp.ofOxnard,Calif.Theintellectualproperty relates to methods and systems that apply GPS technology,cellular networks and information systems to monitor loan status for a default condition on a vehicle and enable tracking to aid the confiscation and repossession process for dealers and finance companies.

“ProconGPS, Inc. is continuing toinvest in its portfolio of intellectual properties and solutions for vehicle finance, fleet management, newauto dealers and overall asset tracking,” said Brian Boling, CEO ofProconGPSInc.“Astheworld’slargestsubprime vehicle finance asset tracking company, we recognizedthe need to add these patents to our existing intellectual propertyspecific to financial services and the repossession process our customers use on a daily basis. The methodpatents involved are all about our core deliverable; risk mitigation. Aswe continue to witness the significant costs and efficiency advantages our customers gain using our services,ProconGPS, Inc. is committed tocontinuingthegrowthof thisexcitingVehicle Finance GPS Trackingindustry.”

Industryfacts

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A recent study on vehicle accessorization by the automotive marketing research and consultancy firm AutoPacific confirmed accessories influence more than one million vehicle sales each year. Andwhilemanynew and used vehicle dealers understand the powerofaccessorization,othershavequestionsabout how to incorporate accessory sales effectively,providingnotonlyanaddedimpetusforvehicleshopperstomakepurchases,butalsoadding to the dealership’s bottom line through a supporting profit channel. Dealer Day at this year’sSEMAShowwillanswerthosequestions.

SponsoredbyNIADAandSEMA’sProfessional

SEMA Dealer Day Offers Value, Benefits for DealershipsBY STEVE CAMPBELL, SPECIALTY EQUIPMENT MARKET ASSOCIATION

Restylers Organization (PRO), the 2011 SEMAShow Dealer Day will take place in the LasVegas Convention Center, Nov. 2, from 8 a.m.to 1 p.m. The program is an exclusive eventfor dealership principals and top managers. Its sole purpose is to teach dealerships how to tap into the $28.6 billion automotive accessoriesmarket. It will provide attendees with proven strategies showing how to identify pitfalls and maximize opportunities, utilizing clearly definedapproachesthatintegratethedealership’sfixedoperations with vehicle sales.

Theprogramprovidesthelatesttrends,toolsand resources to sell more cars and increase the dealership’s bottom line. Dealer principals who have attended previous Dealer Day programs were pleased and enthused about the information they received.

“Dealer Day was a great value and benefit forourdealership,”said representativesof theMartinAutomotiveGroup,locatedinLosAngeles,Calif.“Thediscussionsprovidedusgreatinsightinto the different approaches and strategies for accessoryintegration.Theabilitytointeractwithsomanyotherdealerswas invaluable,and therangeofknowledgewas impressive, tosay theleast.”

PhilTucker,whoattendedonbehalfofCerritosInfiniti in Cerritos, Calif., was equally pleased.“Personally, I feel the foundation of SEMA isthe exchange of ideas,” he said. “Dealer Day

wasabletotakemostofthebenefitsSEMAhasto offer dealers and concentrate it for a more effectiveuseoftimeawayfromthestore.”

The Dealer Day program for 2011 will kickoff with an introductory address at 7:30 a.m.,followedbyasessionat8:10a.m.on“HowtoPartnerwiththeRightAccessoriesInstaller.”BillNorthofClassicDesignConceptswillmoderatethe session, whichwill focus on concepts thatgobeyondsalesalone,includingfashion,trendsand technology. The session will also discusshow to find qualified professionals who havetheskills,trainingandresourcestocreatefast-moving, high-value accessory packages, withpanelists Joey Johnston of Tops & Trends andRonLeslieofKatzkin.

A consumer focus-group session will takeplace at 9:20 a.m., centered on the conceptof “Understanding Buying Decisions: AutoEnthusiasts Speak.” Enthusiasts are frequentlylookeduponasexpertconsultantsbytheirpeersandcanbecomeevangelistsforadealership.Adiverse group of auto enthusiasts will discuss thefactorsthatgointotheircar-buyingdecisionsand what keeps them loyal.

Thenextsession,scheduled for10:45a.m.,will detail the“SevenSimpleSteps toRunninga Successful Accessory Business.” Dealer andindustry professionals will offer tried-and-truepractices that can boost any dealership’s bottom line,frompickingtherightpartnerstocreatinga

OK_1011.indd 18 9/23/11 11:39 AM


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Learn Morewww.semashow.com

multi-level buy-in. Thepanel for this discussionwill be moderated by SEMA Council DirectorZaneClarkandfeatureDavidBoutwellofCODAAutomotive,ChrisFerrenofBewleyAllenCadillacandJonTitmanofAutomotiveEssentials.

Following lunch,which isprovidedaspartofthe program,DianaBraschler ofDealerSourceLtd.andJoshElliottofAutoTrimofDenverInc.will conduct a vehicle walk-and-talk session.The presentation will showcase the featuresand benefits of accessorization and strategiesofindustry-leadingrestylersaswellaseffectivestrategies to consider when showcasing accessory-equippedvehicles.

Dealer Day will conclude with a networking mixer,whereattendeeswillhavetheopportunityto confer with fellow dealers as well as with SEMA-member restyling experts and the eventorganizers.Makeplanstoattendtoday,and letyour dealership colleagues know that this is a can’t-misseventforSEMAShowattendees.

The 2011 SEMA Dealer Day program isavailable to both SEMA members and non-membersforthesamelowprices.ThroughOct.17,ticketsare$99.Afterthatdate,ticketsare$149. Onsite pricing starting Oct. 27 in LasVegasis$149.

OnStar FMV (For My Vehicle), the first out-of-the-box application of OnStar’s “blue button” automotive safety and security services that can work on 90 million older vehicles, went on sale July 24 and can be preordered at Best Buy stores nationwide.

Packing OnStar’s industry leading technology into a rearview mirror, OnStar FMV sells for $299.99, plus $75 for installation. Service plans for OnStar FMV start at $18.95 a month, or $199 a year.

“Since we announced OnStar FMV at the Consumer Electronics Show in January, thousands of people have signed up to be notified when this innovative product is ready to buy,” said OnStar President Linda Marshall. “Now, through Best Buy, they can enhance their Fords, Toyotas, Chryslers and other brands with the power of OnStar.”

As OnStar’s strategic retail partner for OnStar FMV, Best Buy offers on-site installation through its network of more than 1,000 auto bays nationwide staffed by more than 1,400 Mobile Electronics Certified Professionals at Best Buy, including nearly half of the 194 MECP Master installers in the world. More than 90 percent of surveyed Best Buy customers said their auto installation was “done right the first time.”

OnStar FMV provides the same core features as the OnStar service built into new Chevrolet, Buick, GMC and Cadillac vehicles from General Motors: Automatic Crash Response, Turn-by-Turn Navigation, Hands-Free Calling, Stolen Vehicle Location Assistance, Emergency Services, and Roadside Assistance.

Other retailers now offering or soon to offer OnStar FMV include Car Toys, Crutchfield, Fry’s Electronics, Al & Ed’s Autosound and P.C. Richard & Son. Customers can find out if OnStar FMV is compatible with their vehicle through an online Vehicle Selector. More information is available through Best Buy or OnStar.com.

OnStar Now Available for Non-GM AutosHotTopics

OK_1011.indd 19 9/23/11 11:39 AM

w w w . e - o i a d a . c o m D E A L E R S ’ R E S O U R C E AUGUST 2011

20

Following convening of the August 2011 meeting and approval of the minutes of the previous meeting, Chairman John Longacre called on Director John Maile for the Director’s report. Maile be-gan his report by stating a copy of the expenditures for June was attached and the May and June finance reports had been emailed to the Commissioners.

Last month, Maile told the Commissioners that staff would like to create a fund for the purchase of parts they could use when doing a salvage investigation or audit. They do not have any funds for that now. Maile reported Commissioners Jim Davis and Norman Latham had interceded on behalf of the Commission by getting the Automotive Dismantlers and Recyclers Association (ADRA) to agree to fund the parts purchases for the Commission audits. When the Commission is finished with the parts, they will be returned to ADRA.

Director Maile advised the Commissioners he is working on the Rules review and looking at modifications that are needed. Once his review is completed, he will have John Crittenden, At-torney General liaison, review the changes. The changes will be emailed to the Commissioners and can be discussed in a sub-sequent meeting. Maile hoped to have the review completed by the next meeting.

Following Maile’s presentation, the Commission voted to ac-cept the June Expenditure Report and to acknowledge the May and June Finance Reports.

Whitehead’s Deputy Director’s report indicated Commission staff had not held any informal hearings during the month and therefore, no fines had been issued in that category of activ-ity. However staff had completed 18 inspections for the period, handled 28 written complaints, seven of which were title issues, seven had to do with contract violations, ten were related to me-chanical issues and there were four complaints of a miscella-neous nature.

The Commission education program had 16 in attendance. Applicants for a new license and dealers involved in significant rule violations are required to attend the Commission’s education program as a part of acquiring or maintaining a state license. These education sessions are being held at 2401 NW 23, Okla-homa City. Classes are held on Monday prior to the Commission meeting on the second Tuesday of each month. The sessions run from 9 a.m. to about noon or 1 p.m. You are asked to make reservations so staff can be prepared to accommodate you. Call the Commission at 405-521-3600 to make your reservations.

Maile advised the Commissioners Sherry Killian, who had once worked for the Commission, came back to fill the vacancy cre-ated by Jennifer Bate’s departure. Killian is currently attending nursing school. When she completes school, her plans are to stay with the Commission for the next year and then decide whether she will go back to the nursing profession. Killian is a welcome addition to the Commission staff.

ENTITY TYPE VIOLATION CITY DATE ISSUEDBenjaminBortey InsurancePool OklahomaCity 07/08/2011JavierFlores InsurancePool Yukon 07/08/2011KeithMairero UsedDealer OklahomaCity 07/08/2011RandyTaylor UsedDealer Ardmore 07/07/2011RobertTreat UsedDealer Seminole 07/21/2011

ENTITY CITY COMPLAINT RESOLVEDA&HAutoSales OklahomaCity Mechanical 07/18/2011AdaNissan,Inc. Ada Mechanical 07/25/2011AdvantageAutoSalesInc. Enid Mechanical 07/29/2011A-N-BUsedCars Anadarko Mechanical 07/19/2011BeeLineUsedCars&Salvage Okmulgee Contract 07/25/2011BillHodgeChrysler,Jeep,dodgeVinita Title 07/05/2011Birdsell’sUsedCars Miami Title 07/25/2011BradFentonMtrofPoteauInc.Poteau Contract 07/01/2011CarSearchAutoSalesInc. Norman Mechanical 07/21/2011CarSource OklahomaCity Mechanical 07/29/2011ChisholmHomes Ada Contract 07/20/2011CreditMaxAutoSalesInc. Tulsa Title 07/18/2011DavidStanleyChevroletInc. OklahomaCity Title 07/06/2011DickRyanMotorsLLC Tulsa Miscellaneous 07/06/2011FoxAutoSales Wagoner contract 07/25/2011GreenCountryFord,Inc. Vinita Contract 07/25/2011HomesToGo! OklahomaCity Miscellaneous 07/22/2011HotWheelsofOklahomaMotorsNorman Title 07/15/2011I-35CreditAuto OklahomaCity Mechanical 07/14/2011JoeCooperExplorerMotors MidwestCity Miscellaneous 07/29/2011LeakeAuctionCompanyInc. Tulsa Miscellaneous 07/18/2011LexusofOklahomaCityInc. OklahomaCity Contract 07/27/2011MarcHeitzChevroletInc. Norman Mechanical 07/11/2011Nick&Paul’sQualityCarCorner Tulsa Contract 07/05/2011NormanChrysler-JeepDodge Norman Mechanical 07/29/2011Pruitt’sAutoCenterInc. Tulsa Title 07/18/2011UnitedAutoFinanceCo. Norman Mechanical 07/22/2011UnitedTrucks&Autos Muskogee Title 07/05/2011

REPORT OF CEASE & DESIST LETTERS ISSUED(These letters direct the individual or business to cease violations of laws or rules)

CLOSED COMPLAINT REPORTThese are complaints that have been resolved one way or another.They do not necessarily reflect any wrongdoing on the part of dealers.

LICENSES SUSPENDED OR ABANDONEDIn other action, the following licenses were suspended or abandoned:CarsXtra,OklahomaCity:Outofbusiness;perownerEsmaieelChamhidray.CrestviewEstatesMHCommunity,Stillwater:Outofbusiness;perJodiAndrus.EasternVillaMfg.HomeCommunity,Stillwater:Outofbusiness;perJodiAndrus.EldoradoMotorsLLC#6,OklahomaCity:Outofbusiness;perShannonHutton.I-35Sports&Imports,OklahomaCity:Outofbusiness;perInvestigator’sreport.PrimoAutoSales,OklahomaCity:Outofbusiness;perInvestigator’sreport.SolitaireHomesofStillwater,Stillwater:Outofbusiness;changeofownership.ValueMotors,OklahomaCity:Outofbusiness;perInvestigator’sreport.

USED MOTOR VEHICLE AND PARTS

COMMISSION REPORT

Aug. 9, 2011

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REPORT OF CEASE & DESIST LETTERS ISSUED(These letters direct the individual or business to cease violations of laws or rules)

LICENSES SUSPENDED OR ABANDONEDIn other action, the following licenses were suspended or abandoned:CarsXtra,OklahomaCity:Outofbusiness;perownerEsmaieelChamhidray.CrestviewEstatesMHCommunity,Stillwater:Outofbusiness;perJodiAndrus.EasternVillaMfg.HomeCommunity,Stillwater:Outofbusiness;perJodiAndrus.EldoradoMotorsLLC#6,OklahomaCity:Outofbusiness;perShannonHutton.I-35Sports&Imports,OklahomaCity:Outofbusiness;perInvestigator’sreport.PrimoAutoSales,OklahomaCity:Outofbusiness;perInvestigator’sreport.SolitaireHomesofStillwater,Stillwater:Outofbusiness;changeofownership.ValueMotors,OklahomaCity:Outofbusiness;perInvestigator’sreport.

At NIADA, we’re always looking for ways to help you get more out of your membership. That’s why we’ve teamed up with OfficeMax to introduce the OfficeMax Partner Advantage program.

OfficeMax is a leader in both business-to-business office productsolutionsandretailofficeproducts.OfficeMaxprovidesofficesuppliesandpaper, in-store print and document services through OfficeMax ImPresstechnologyproductsandsolutions,andfurnituretoconsumersandtolarge,mediumandsmallbusinesses.OfficeMaxcustomersareservedby35,000associatesthroughdirectsales,catalogs,e-commerceandretailstores.

OfficeMax has more than 40 years of experience in the business-to-businessmarketplaceand is recognizedasoneof themostexperiencednationalbusinessproductssupplier.CorporateUnited,thenation’slargestgrouppurchasingorganization,selectedOfficeMaxasthe2010recipientoftheCorporateUnitedSupplieroftheYearAward.

Through the OfficeMax Partner Advantage Program, NIADA members receive:

- Exclusive member-only pricing- Superior personalized service- Innovative programs that deliver value to companies and individuals- Highly skilled technology team- More than 25,000 office essential products- Award-winning house brands- Large recycled product offering- Multiple ordering channels

Online ordering is easy; just visit www.officemaxsolutions.com and type in the following:Username:0722739wPassword:omaxadvantage1

To order via phone, call 877-969-6629. Members with 20 or more employees may call 800-248-6343 to request more information on setting up your business account.

Partners

OfficeMax Offers New Partnership

NIADA Mobile now provides instant auto transport quotes as part of its innovative mobile app. With the addition of ShipCarsNow to the NIADAmobile app, NIADA members will have shipping costsat their fingertips, giving dealers theabilitymakequick,informed purchase decisions whenever and wherever they buy wholesale inventory.

NIADA Mobile currently provides vehicle values fromBlack Book, Kelley Blue Book and NADA; CARFAX andAutoCheck reports; as well as pre-auction run lists,continuously updated vehicle data, and VIN bar codescanners. “ShipCarsNow is one of our NIADA NationalMember Benefit Partners andwe are excited to includenationwide auto transport as another service within of our mobile app platform,” said Scott Lilja, NIADA vicepresident of member services.

ShipCarsNowrecentlyintroducedShipCarsNowMobile,a mobile app that gives auto dealers and remarketers a fastandeasywaytogetmultimodalautotransportquotesfrom any smartphone. One of the few auto transportcompaniestoofferflexibleoptionsoftruckandrailservice,ShipCarsNow’smobileappcomplementstheironlineautotransport service and offers auto dealers mobile access to instantautoshippingquoteswhile they’rebiddingoncars at auction. In addition to instant price quotes, theShipCarsNowmobileappprovidesusersalinktoregisterwith ShipCarsNow.com for lower, preferred customerprices. NIADA members can use the app to login toShipCarsNow.com to get quotes, track shipments, andquicklyaccessShipCarsNowsalesrepresentatives.

To learn more about the NIADA Mobile app withShipCarsNow auto transport quotes, visit http://niada.gigglepop.com

NIADA Mobile Adds ShipCarsNow Auto Transport Quotes to App

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Honda Accord, MY 2005-2010Honda CR-V, MY 2007-2010Honda Element, MY 2005-2008NHTSA ID Number: 11V395000Powertrain: Automatic TransmissionUnits Affected: 1,512,107Hondaisrecallingcertainmodelyear2005-2010Accord,2007-2010CR-V,and2005-2008Elementpassenger vehicles manufactured from July 1,2004, throughSept.3,2010. Theouter raceofthe secondary shaft bearing may be broken during certain driving styles. A broken outer race maycauseabnormal noise, themalfunction indicatorlight to turn on, and allow contact between thetransmission idle gear and an electronic sensor housingwithinthetransmission.Thiscouldresultin a short circuit causing the engine to stall. Additionally,brokenpiecesoftheouterraceorballbearing from the secondary shaft may become lodged in the parking pawl resulting in the vehicle rolling after the driver has placed the gear selector intheparkposition.Enginestallandunexpectedvehicle movement increases the risk of a crash or personal injury to persons within the path ofa rolling vehicle. Honda will notify owners and

dealers will update the automatic transmission controlmodulesoftwarefreeofcharge.Thesafetyrecall isexpected tobeginonoraboutAug.31.OwnersmaycontactHondaAutomobileCustomerServiceat800-999-1009.

Chrysler Town and Country, MY 2008Chrysler Voyager, MY 2008Dodge Grand Caravan, MY 2008NHTSA ID Number: 11V394000Air Bags, Frontal: Sensor/Control ModuleUnits Affected: 299,718Chrysler is recalling certain model year 2008Chrysler Grand Voyager, Town and Country andDodge Grand Caravan vehicles manufacturedfrom June 24, 2007, through July 30, 2008.Thesevehiclesmayexperienceaheatingandairconditioner(HVAC)condensateleakfromtheHVACdrain grommet onto the occupant restraint control (ORC)module,whichcanleadtotheilluminationof the airbag warning light and a potential inadvertent airbag deployment without warning. An inadvertentairbagdeploymentcould result ininjurytotheseatoccupantinfrontofthedeploying

airbagand/oravehiclecrash.Dealerswillreplacethe affected air bagmodule free of charge. Thesafety recall is expected to begin during August2011.OwnersmaycontactChryslerat800-853-1403.Chrysler’ssafetyrecallnumberisL01.

Ford F-150, MY 1997-2004Ford F-250, MY 1997-1999Lincoln Blackwood, MY 2002-2003NHTSA ID Number: 11V385000Fuel System, Gasoline Storage: Tank Assembly: MountingUnits Affected: 1,100,000Fordisrecallingcertain1997through2003modelyear Ford F-150, 2004 model year Ford F-150Heritage, 1997 through 1999model year F-250(lessthan8,500lbs.GVWR),and2002and2003Lincoln Blackwood vehicles manufactured fromJune20,1995, throughAug. 4, 2004, originallysold or presently registered in Connecticut,Delaware,Illinois,Indiana,Iowa,Kentucky,Maine,Maryland,Massachusetts,Michigan,Minnesota,Missouri,NewHampshire,NewJersey,NewYork,Ohio,Pennsylvania,RhodeIsland,Vermont,WestVirginia,Wisconsinand theDistrictofColumbia.

NHTSA Recalls For more information, visit www.NHTSA.gov.

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Prolonged exposure to road deicing chemicalsmay cause severe corrosion of the fuel tank straps which secure the tank to the vehicle. Asa result of the corrosion, one or both strapsmay fail allowing the fuel lines to separate from the tank,or insomecases, causing the tank tocontacttheground.Eitherscenariomayresultinafuelleakpresentingafirehazard.Fordwillnotifyowners and instruct them to take their vehicles to a Ford or Lincoln dealer to have the fuel tank straps replaced with straps that have increased corrosion protection. Early in this campaign, ifreplacement straps are not available, dealersmay install a cable support under the strap as an interim repair or a steel reinforcement over the existingstrapasapermanentrepair.Anyrepairswillbeperformedfreeofcharge.ThesafetyrecallisexpectedtobeginonoraboutSept.12.Ownersmay contact the Ford Customer RelationshipCenterat866-436-7332.Ford’s recallcampaignnumberis11S21.

Formoreinformation,visitwww.NHTSA.gov.

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USED DEALER LICENSES COMPANY NAME CITY A-Affordable Pre-Owned Cars Kevin Wright OiltonBob Moore Dodge, Chry, Jeep Tulsa Bob Moore Auto Group,LLC Tulsa P. Mark Moore Curtis Hayes Shannon Hutton Karen CoppByford’s Auto Sales Mike Byford ArdmoreElite Auto Wholesale Konstantin Khandros Edmond Michelle JacobsEZ Buy Auto Lohrasb Karimi Tulsa Fatemeh Salari ManoojanE-Z Finance Auto Sales Shahrzad Azarnoush Oklahoma City Abdul Majid Pakzad Integrity Custom Automotive LLC Kevin McAnally Tulsa William HairJ & S Motorsports Jennifer Higgs Ardmore Jeret HiggsJakes Tire & Auto Sales Inc. Jacob Mitchell NormanJ’s Used Cars Jerry Littlepage EufaulaLobos Auto Sales Abed Elkour TulsaMcGee’s Used Cars & Trucks Alvin McGee ChecotahOne Percent Motorsports Sale Andy Nelson EdmondPremier Car Center Wasim Hussein Majed Tulsa Majd Habib Riverside Autoplex/Holdenville Phyllis Anderson Holdenville Randy AndersonSickwhips Auto Tracy Witt Tulsa Mike HooverTexoma Motor Sales LLC Michelle Breeden Durant George Breeden III

WHOLESALE DEALER LICENSES COMPANY NAME CITYMotorwerx LLC Eric Paysnoe Oklahoma CityPremium Wholesale Auto Erik Gowland Oklahoma City

LICENSE APPLICANTS APPROVEDThe following applicants, as listed in the agenda for the Used Motor Vehicle and Parts Commission Regular Meeting of August 9, 2011 were considered for issuance of used motor vehicle dealer li-censes and wholesale vehicle dealer licenses. The applications were approved pending compliance with the state licensing laws and rules, and subject to final approval by Commission staff.

COMPANY NAME JOINED CITYR Danny’s Car Sales Inc. Danny C. Nakvinda 1995 EnidR Bud’s Salvage Rocky Anthony 1991 AlineN Patriot Ford Sam Wampler 2011 PurcellR Edwards Auto Sales E.D. Edwards, Sr. 2010 RolandR Cars & Tires Inc. Stuart Harlin 1992 DurantR Clearcut Auto LLC Chad Pratt 2007 Broken BowR Town & Country Auto Inc. Roy G. Sisco 1991 WewokaR Fishers Auto Mall Inc. Floyd Fisher, II 1995 Oklahoma CityR All Star Vehicle Sales LLC Jimmy Sweat 2007 TishomingoR L & A Wrecker Service Professional Towers Inc. 1991 NormanR Power Auto Sales LLC Richard L. Power 2007 Broken ArrowR Cars Etc. David W. Blalock, Jr. 2007 AnadarkoR A-Z Auto Parts & Auto Sales Danny West 1997 Oklahoma CityR Auto Mart of Elk City Inc. John Easttom 1998 Elk CityR OK Auto Remarketing Bruce Atteberry 1999 NormanR Sooner Credit Corp. Steve Harlin 2003 DurantR Roy Burch Auto Sales Inc. Roy Neil Burch 1991 Duncan

The following list includes members who joined or renewed their OIADA/NIADA membership during July. We express our sincere appreciation for all the members of OIADA and we extend our invitation to dealers who are not members. A membership application can be found elsewhere in this newsletter. We urge you to be an ac-tive part of maintaining a strong and effective used car industry voice in the legislative and regulatory environ-ment. With the current Congress, we need that voice more than ever! -- John Easttom, Chairman of the Board.

OIADA NEW AND RENEWAL MEMBERS

J U L Y 2 0 11

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Join OIADA And See

More Profit In Your Pocket!

Join OIADA and trade with these vendors, and they will more than cover the cost of

your membership.That leaves

More Profit In Your Pocket!When When you join or renew your membership in

OIADA, you receive a full set of Dealer Discount VIP Cards.

These cards are available ONLY to OIADA MEMBERS and are DEALER EXCLUSIVE.

Call (405) 232-2947 or visithttp://www.e-oiada.com/join

to to Join OIADA Today!

Join OIADA and Receive Your 2011 VIP Discount Cards!Your Dealer Discount VIP Cards are just one of the many benefits of OIADA membership. Their

value alone is over four times greater than the $295 annual membership fee. Join OIADA today to get started saving with your own Member-Exclusive Dealer Discount VIP Cards.

I-40 Auto Auction, Muldrow Thursday @ 7:00pm: One Buy Fee.

165 Auto Auction, MuskogeeWednesday @ 7:00pm: One Buy Fee.

Dealers Auto Auction of OKC TThursday @ 8:30am: One Sell Fee up to $50. One Buy Fee up to $50.

ADESA Tulsa Friday @ 9:00 am: One Sell Fee up to $50. One Buy Fee up to $50.

CarMax Auctions, Oklahoma City location. One Buy Fee up to $50.

AmericaAmerica’s Auto Auction, Inc. of TulsaWednesday @ 2:00pm: Dealers only or Saturday @ 11:00 am: Dealers & Public. One Buy Fee up to $50.

I-35 Auto Auction, Pauls Valley Tuesday @ 7:00 pm: One Buy or Sell Fee up to $75.

I-40 Auto Auction, Inc., Del City Tuesday @ 6:30pm: One Buy Fee up to $50. One Sell Fee up to $50.

Central Auto Auction - Hwy 37, Tuttle 1st Saturd1st Saturday of each month 10 am: One Free Sell Fee

Manheim Missouri - Springfield Thursday @ 9:00am One Sell Fee up to $100. One Buy Fee up to $70.

Manheim Dallas/Ft. Worth Thursday @ 9:30 am: (Trinity Blvd location) Free Buy Fee. Only available at Thursday sale.

Manheim Metro DallasManheim Metro Dallas Tuesday @ 9:00 pm: Free Buy Fee.

Manheim Dallas Wednesday @ 9:00 am or Friday @ 10:00 amFree Buy Fee

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1

OIADA/ADR ORDER FORM

Date of Order:___________________ Residential Delivery? yes_____ no_____

Requested By: ____________________________________________________

Visa Master Card Discover Amex 3 or 4 digit code # ________________

Credit Card Billing Address:_______________________________________________________________

Expiration Date:________/_________ Signature:______________________________________________

Ship To: ___________________________________________________________________________________ _____Ph.__________________________ Name ________________________________________________________________________ _______________ Fax:_________________________ Physical Address (no P.O. Boxes) _____________________________________________________________________________________________________________________ City, State, Zip Code

Item # Item Description Price No. Total All Items in packs of 100 unless otherwise noted $ $

F01 Dealer Warranty Disclaimer 10.00 F02 Odometer Disclosure Statements (3 part) 11.00 F03 30 Day Notice (Title Receipt – (1 part perforated)) 7.00

F04 Buyers Guides – FTC AS IS (2part) 15.00 F04 A Buyers Guides – FTC AS IS 4 seal (2 part) 50.00

F 04 B Buyers Guides – FTC AS IS Spanish (2 part) 18.00 F04.1 Vehicle Inventory Record (bound book per each) 14.00 F05 Retail Purchase Agreement (3 part) 25.00

A 127 Wholesale Buyers Order (50) 13.00 F05.0 Vehicle Inspection Form (2 part) 17.00

F05.1 Privacy Notice – Special Order Required – email [email protected] F05.3 Repo Notice of Sale (2 part) 17.00

F05.4 Repo Calculation of Return (2 part) 17.00 F06 Multiform (Retail Buyers Order – Bill of Sale – 3 part) (short form) 25.00

F06.1 Multiform (Retail Buyers Order – Bill of Sale – 2 part) (short form) 18.00 F06.2 Retail Purchase Agreement – Multiform – 3 part (long form) 60.00

F07.1 Poly Stock Window Stickers (per 250) 30.00 F08 Retail Installment Contract (4 part) 50.00 F08.3 Simple Interest Contract – Legal size (5 part) 65.00

F09 Lien Entry Form MVD-21-A (pad of 100) 10.00 F09.0 Agreement to Provide Insurance 40.00

F10.3 We Owe Forms (2 part) 17.00 F11 Used Car Sales Envelope – Deal Jacket (9”X12” Tan – Printed on both sides) 25.00 F11.1 Used Car Sales Envelope – Deal Jacket (9”X12” Green) 25.00

F13 Credit Application 23.00 F13.2 Personal Loan Applications 23.00

F13.1 Spot Delivery Form 18.00 F14.6 Consignment Forms 15.00 F14.4 Certificate of Ownership 25.00

F14.5 Dismantler’s Forms 25.00

F07 B Stock Window Stickers – Blue___; Blue Blank___; Green___; Red___; Red Blank___ 11.00 F10 Rigidene Key Tags – (Bag 125) White or Yellow 11.00

F10.0 Rigidene Key Tags – (Box 500) White or Yellow 40.00 F10.1 Top Stripe Key Tags – (Box 250) Black, Green, Orange, Red Blue, or Pink 20.00 F10.2 Protek Key Tags (Box 250) Blue, Red, White, or Yellow 23.00

F10.3B EIT (Service Department) Key Tags (Pack of 1,000) 23.00

F14 Plastic Folders for FTC AS IS (Pack of 25) 21.00 F14.1 Plastic Folder Kits for FTC AS IS (Box of 100) 58.00

S15 Dealer Tag Magnets (per each) 7.00

S15.1 Pan Head Tag Screws (Box of 100) 10.00 S15.2 Hex Head Tag Screws ( Box of 100) 10.00

(Continued next page)

Order on line at www.buyadr.com

Prices subject to change without notice

Rev 04/26/11

Phone 800-346-4232 Fax 405-799-3367

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2

Item # Item Description $ Price No. $Total S15.3 Hex Head Tag Screws (Metric – Box of 100) 10.00

S15.4 Nylon Tag Screw Inserts (Box of 100) 7.00 S15.5 Tag Thumb Screws (Box of 50) 10.00

S15.7 Rubber Tag Holder with Magnet (per each) 16.00 S16 Rubber Dealer Tag Holder (per each) 12.00

S17 Uni Posca Marker (Small – each) White__, Pink__, Yellow__, Red__, Blue__, or Green__ 4.00 S17.1 Uni Posca Marker (Medium – each) Green__, Orange__, Red__, Pink__, or Yellow___ 5.00

S17.2 Uni Posca Marker (Jumbo - each) Pink___, Red___, White___, or Yellow___ 7.00 S17.6 Uni Posca Marker ( Wide – each) Wht.___; Yel.___; Red___; Or.___; Gr.___; Pink___ 9.50

S17.3 Lettering Paint Pot w/brush (each) Green__,Blue__, White__, Yel__, Pink__, Red__, Or__ 9.95 S17.4 Solid Marker Paint Stick – Solidified Paint (each) Red___, Yellow___, White___, Blue___ 4.00 S18 Key Board – 32 peg (per each) 45.00

S18.1 Key Board – 55 peg (per each) 65.00 S18.2 Key Board – 105 peg (per each) 105.00

S18.3 Key Board – 38 peg (per each) 50.00 S18.4 Key Board – 75 peg (per each) 88.00

S20 Floor Mats – Plastic/paper (Box of 500) 69.00 S21 Rear View Mirror Signs – Various imprints (Packs of 50) 14.00

S21.1 Windshield Signs – Various model years (Packs of 12) 6.95 S21.2 Windshield Message Signs – Various 3 ½ X14” (Packs of 12) 3.50

S21.4 Windshield Number Signs – 7 ½” (Packs of 12) 3.50 S21.5 Windshield Number Signs – 9 ½” (Packs of 12) 3.50 S21.6 Windshield “Bubble” Number Signs – 3”X4” (Packs of 12) 2.00

S21.7 Arched Slogan Signs (Mates with year signs) (Packs of 12) 4.50 (list desired imprints here)

FEX (formely DOX

TM – DealerCap

TM ) Forms (Dealership protection):

A 100 Customer Proposal 23.00

A 101 Trade-in Vehicle Appraisal 23.00 A 102 Test Drive Agreement 23.00

A 116 Used Vehicle Limited Warranty 23.00 A 119 Authorization to Release Payoff Information 23.00 A 120 Notice to Co-Signer 23.00

A 121 Insurance Coverage Acknowledgement 23.00 A 123 Delivery Confirmation and Acknowledgement (also covers “We Owe” Items) 23.00

A 123 S Delivery Confirmation (Spanish) 23.00 A 123 F Delivery Confirmation (for sales in language other than English or Spanish) 23.00

A 124 Customer Delivery Checklist 23.00 A 125 Acknowledgement of AS IS Sale 23.00 A 126 Good Will Repair Acknowledgement 23.00

A 130 Retail Purchase Agreement 32.00 A 140 Interpreter’s Acknowledgement of Confirmation 23.00

A 141 Service Loaner Agreement 23.00 A 144 Agreement to Arbitrate 23.00 A 145 Retail Lease Agreement 32.00

A 214 Carbonless Receipt Books (meets federal requirements) (200 numbered receipts) 24.00

B 50.1 NADA Used Car Guide (Annual Subscription $90.00) (per each) 8.00 B 50.2 NADA Older Car Guide (Annual Subscription $72.00) (per each) 27.00 B 52 Black Book Weekly Guide (Annual Sub. $121.00) (per each) 8.00

B 54 Black Book Truck & Van (Annual Sub. $101.00) (per each) 10.00 B 55 Black Book Old Car Monthly Guide (Annual Sub. $86.00) (per each) 10.00

B 53 Black Book CPI Collectible Vehicle Value Guide (per each) 10.00 Weatherproof Temporary Tags – To help you to comply with the new law on Temporary

Tags, OIADA now supplies weatherproof tags that comply with the UMV&PC Rules.

See temporary tag order form elsewhere in this document OTHER

Notes: Member Discount is 10% Order on line at www.buyadr.com Shipping is by UPS Ground - Place your order by 2:00 pm and it will be shipped that day to arrive at your door the next business day. Make checks payable to OIADA. Payment due upon receipt - Net 10 days - 2% per month late payment OIADA managed by ADR of Oklahoma

ORDER TOTAL

MBR DISCOUNT 10%

SUB-TOTAL

SALES TAX

SHIPPING

C.O.D. CHARGE

TOTAL DUE OIADA

Shipping & Handling Chart Order Value Amount $ 1.00 $ 30.00 $ 9.50 $ 30.01 $ 50.00 $ 10.50 $ 50.01 $100.00 $ 12.50 $100.01 $130.00 $14.50 $130.01 $150.00 $15.50 $150.01 $200.00 $16.50

Add $6.00 for residential addr.

CASH CHARGE Check #_________

Visit our Web Page: www.buyadr.com

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In Oklahoma, all used dealer bonds and licenses expire Dec. 31 of each year. This includes used dealer licenses, salesman licenses, dealership bonds and salesman bonds. Your dealer plates (issued by

the Oklahoma Tax Commission) also expire on Dec. 31. And, unlike public vehicle license plates, there is no grace period for dealer plates. You cannot do business without proper bonding and licensing, so it’s to your benefit to submit your completed renewal applications in a timely manner and then follow-up on the status of each until you receive ap-proval. The following is a schedule of steps that will help guide you through the bond and license renewal process.

September• You may contact Rose Morgan at 405-232-2947 or 800-346-4232 to

start the bond renewal process. This is a critical first step to getting your license(s) renewed, as dealer bonds and insurance MUST ac-company your license renewal applications.

• Ensure you don’t have any outstanding tax liabilities with the Okla-homa Tax Commission. Outstanding tax liabilities may prevent re-newal of your license.

October• First week: If you have not already contacted Rose Morgan at 405-

232-2947 or 800-346-4232 or some other supplier to start the bond renewal process, please do so now. The bond renewal process takes time and you cannot submit your license renewal application(s) without bonding and insurance documents.

• Dealer and Salesman License Renewal Applications will be sent out by the Used Motor Vehicle & Parts Commission during October. Watch for them. As soon as you receive them, inspect them and be sure the information is correct.

• You should have received your license renewal application(s) before the end of October. If not, contact the commission at 405-521-3600 immediately.

• Mail your license renewal application(s) to the commission by the end of October. Before mailing, review the application(s); be sure all information requested has been provided and is complete and accurate. Incomplete and inaccurate applications will delay renew-al. We suggest you include a letter asking them to contact you in the event your application is not complete. Include an email address and/or fax number where you can be reached.

November• All applications for license renewal should be submitted by Nov. 1

of each year, and licenses shall be issued by Jan. 10. If application has not been made for renewal of license, such license shall expire on Dec. 31, and it shall be illegal for any person to represent himself and act as a dealer thereafter.

December• Renewal licenses for the coming year will be issued during the

month of December. • Upon receipt of your 2012 dealer license, promptly submit applica-

tion to the Oklahoma Tax Commission for your dealer plates and decals for the coming year. Applications are available online at the commission website. Applications (with payment) must be received by the commission not later than Dec. 31. Be aware that the Tax Commission will not issue plates and decals until after the Used Motor Vehicle & Parts Commission has issued your renewal license.

• Your current year licenses, bonding, insurance, and dealer plates all expire at midnight on Dec. 31.

For more information on bonds, contact Rose Morgan at 405-232-2947 or 800-346-4232. For li-cense renewals, contact the Used Motor Vehicle & Parts Commission at 405-521-3600. For dealer plates and decals, contact the Oklahoma Tax Commission at 800-522-8165 or www.tax.ok.gov.

Bond and License Renewal Schedule

B Y A D R S TA F FFREEDEALER EDUCATION ONLY ON NIADA.TV24/7

Watch where you

want......when you want

Sales • Operations • F&I • Remarketing •

Compliance • Legal/Regulatory

• Special Features • Industry Events

PLUS: Automotive Industry News &

Special Monthly Programs

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Documents

OK_1011_O