Survey: the Pandemic Accelerated the Adoption of Digital Retailing

INDEPENDENT autoGeorgia Independent Automobile Dealers dealerAssociation MAR/APR 2021

Save the Date Convention 2021 July 15-17 STONE MTN, GA Dealership Essentials for Engaging Customers in a Digital Environment

Choosing the Trustee for Your Estate Plan Survey: The Pandemic Accelerated the Adoption of Digital Retailing

PLUS: 21 Digital Marketing Resolutions for 2021 2 | GIADA Independent Auto Dealer MAR/APR 2021 GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION INDEPENDENT

SLATE OF OFFICERS Chairman of the Board Sr. Vice President-at-Large David Mosley • Cherokee Auto Group Dennis Pope • Peoples Financial Hiram ® Canton, GA • 770-345-0282 Hiram, GA • 770-948-6110

President Sr. Vice President-at-Large David Johnson • Cherokee Auto Group Jason Reaves • Wayne Reaves Software Canton, GA • 770-345-0282 Macon, GA • 478-474-8779 The magazine of the GEORGIA INDEPENDENT President Elect First Vice President-at-Large Hudson Biondo • MasterCars Auto Sales Randy Mosteller, Microbilt AUTOMOBILE Doraville, GA • 770-450-5000 Kennesaw, GA • 803-309-0909 DEALERS ASSOCIATION GIADA.ORG First Vice President Second Vice President-at-Large 6903-A Oak Ridge Commerce Way Jack Carter • Turn & Burn Motors Glen Reeves • Reeves Insurance Agency Austell, Georgia 30168 Conyers, GA • 404-297-7756 Douglasville, GA • 770-949-0025 T | 800-472-8101 or 770-745-9650 F | 770-745-9655 Second Vice President Third Vice President-at-Large John Weir • Autostar Finance, Inc. Julie Dermer Colgate • WoodmenLife Scottsdale, GA • 404-297-7756 Ellijay, GA • 678-447-1161

Third Vice President Fourth Vice President-at-Large EXECUTIVE DIRECTOR | EDITOR Neill Waters • USAuto Sales Melanie McKinney, The Golden Amy J. Bennett Duluth, GA • 770-280-3907 Rooster LLC Lagrange, GA • 678-218-6618 Treasurer For more information about the GIADA, Donnie Bazemore • Southeastern Auto Auxiliary Officers topics addressed in this issue, or for additional Auction of Savannah President: Lisa Johnson copies please contact GIADA, (800) 472-8101. Savannah, GA • 912-965-9901 Vice President: Laurie Higgins Treasurer: Kate Christianson Copyright 2021 Secretary Secretary: Wendy Brunn Neill Rawls • Georgia Certified Motors Conyers, GA • 678-906-3793

GIADA Independent Auto Dealer MAR/APR 2021 | 1 ON THE MARK ADVERTISER Welcome to Spring! INDEX Happy Spring Everyone, BC Frazer Computing Inc. As I sit here writing you on this beautiful sunny morning at the first of March, the birds are singing and the flowers are 29 GIADA Legal blooming. This beautiful day reminds me of our risen Savior 9 Oakwood's Arrow Auto Jesus Christ and all he did for us. I am reminded of the hope of a new day and of the hope we have in Him. Auction 6 Peachtree Planning I also have hope for a busy car season. I always say during tax season, “It’s the most wonderful time of the year!” Like 27 People's Financial Corp retailers during the Christmas season, for people in the car 4 Rawls Auto Auction business, tax season is our busy time of year. As usual, car prices are still high and margins remain low, but if we keep 25 Ron Widener GIADA PRESIDENT ourselves in the game we will find deals. We must make and 33 RunBuggy David Johnson maintain good customer relationships! With this hope and Cherokee Auto Group positive attitude, we will live to see another day in the business 11 Southeastern Auto Auction Jasper Easy Car Credit we all love! 28 Turn Automotive I would like to remind you to keep your records clean and in 24 UPS good order. The used car board inspectors are out and about making sure honest dealers IFC Wayne Reaves Computer stay good and help us do things the right way. Also remember to keep those buyers guides posted in the windows of the vehicles offered for sale. It will save you time and money Systems if you were to get inspected. Staying compliant is one of the most important issues that dealers face. If you have any questions about compliancy, please reach out to the GIADA To advertise in GIADA's monthly office. Answering compliancy questions is just one of the great member benefits! magazine, please contact GIADA, 770-745-9650. I hope everyone has a wonderful Easter season and remember the reason we are here: to glorify our Savior and to help those less fortunate! Please take the time to enjoy your family, your businesses and have a balanced life.

God Bless and take care. MAXIMIZE YOUR David ADVERTISING EXPOSURE! GIADA also offers options A POWERFUL ARRAY OF for advertising on our NEW ADVERTISING OPPORTUNITIES website and in our digital publications! Visit www.giada.org or call for details!

You may also download the 2021 Media Kit online at giada.org

Questions? 770-745-9650 or [email protected]

2 | GIADA Independent Auto Dealer MAR/APR 2021 FIRST STATE MANDATED CONTINUING EDUCATION CLASS

GIADA 2021 Annual Convention & Expo Stone Mountain, GA • July 15-17 Atlanta Evergreen Marriott Conference Resort OFFICIAL CE TRAINING Friday, July 16 • 9:00am to 5:00pm Get your CE Certificate out of the way as early as possible! Discount on entry is reserved for members. Includes 3 free meals! REGISTER ONLINE AT giadaconvention.org

GIADA Independent Auto Dealer MAR/APR 2021 | 3 THE PULSE OF GIADA

It’s Time to Bring Georgia Dealers Together Again! Please join us at the 2021 “LIVE” Convention, July 15-17, 2021, at the Marriott Evergreen Resort in Stone Mountain Park! Our first state mandated continuing education class will take place Friday, July 16th. We will be practicing social distancing with all the events. Due to current COVID protocol guidelines, we had to make several changes to this year’s convention and class procedures. Although the CE class will be held in 2 rooms, there will be a limited number of dealers that can attend. As many of you know, the first CE class draws a record number of attendees, so it is more important than ever to register EARLY! After class, we invite you to stay for dinner and visit all the vendors at the trade show. We are looking forward to a good time and some great networking opportunities with dealers and vendors.

As the seasons change and you are doing some much needed spring cleaning, please keep the GIADA Auxiliary in mind for the silent auction at the convention. All proceeds from the auction go to local charities. Please donate any pictures or objects of value that you think would bring bids and help raise GIADA EXECUTIVE funds for several great causes. Your participation in the silent auction is definitely appreciated! DIRECTOR, Amy Bennett Through all the changes and uncertainty of the past 12 months, membership at GIADA has remained at over 2500 dealers and businesses. I would like to thank each and every one of you for your support. Because of dedicated members like you, the Association has thrived and remained strong. If you haven’t joined GIADA, please consider membership and join thousands of other hard-working, like minded individuals like yourself. Together we have a strong voice! As always, we are here to assist you and help you succeed. n

We’ve set the auto auction standard for over eight decades.

COME SEE WHAT MAKES US UNIQUE

4 | GIADA Independent Auto Dealer MAR/APR 2021 Dealership Essentials for Engaging Customers in a Digital Environment By Steve Roessler, Chief Evangelist Officer, DriveCentric

Digital experiences are no longer just a If you can’t rely on your CRM to aggregate value quick responses and the ability to part of our business; How your dealership your customer data, activities, and work deals from anywhere, then mobile engages customers in digital environments conversations in one place so that your CRM cannot be an afterthought. is equally, if not more important, than team can engage in real-time, then it’s time • Strengthen your social reputation – As showroom experiences in 2021. for a change. word-of-mouth referrals move to digital spaces, don’t let social conversations and The future path to increased profits starts To turn a conversation into an engaging online reviews overshadow your brand. with a solid foundation of technology. experience, here is an easy checklist Look for technology that fully-integrates But it’s the buying experience you provide that you can use: social media to expand your reach and that makes all the difference with today’s meet customers where they spend the shoppers. • Highly-personalized to the customer most time online. journey – Use your customer data • Seamless experiences win – Providing So, how do we deliver the engaging to gather key insights that help you first-class, omnichannel retail is just as experiences consumers want? engage shoppers with tailor-made critical as brick-and-mortar experience. conversations and messages that answer If you’re not offering shoppers a seamless Embrace the Power of Hyper-Personalized their questions. experience from online to onsite visits – Conversations • Communicate like a trusted friend your competitors will. – If you want to build relationships, Auto shoppers have more choices than ever empower your sales team to Shift to an Engagement Mindset before. According to McKinsey, 70% of the communicate with engaging text customer buying experience is determined messages and personalized videos that To enhance customer communication, by how they feel they have been treated. result in meaningful conversations. employees must shift to a task-driven Using a customer’s preferred method of mindset of consistently engaging customers Hyper-personalized conversations are communication is key. with informative, genuine responses to critical to remaining competitive in • Lean into AI for real-time interactions build relationships. Doing so will result in today’s shopping environment. Engaging – Buyers want information delivered better customer experiences and increases customers along their car buying journey according to their schedule. Don’t be in gross profits. n requires tracking and understanding fooled by buzzwords. Lean on artificial shopper behavior. intelligence tools with conversational Steve Roessler serves as Chief Evangelist response capabilities. This way, if a Officer of DriveCentric, a leading provider The average dealership collects thousands of consumer interacts with the dealership of dealership software solutions. With over customer data points, but 60% still struggle to online when the sales team is currently 25 years of expertise servicing customers, execute an effective personalization strategy. serving other customers, you can still Steve’s passion is helping dealers embrace new quickly and effectively respond via AI technology and long-term strategies that drive One of the reasons for this is because, tools. sales and market share growth while providing without the right dealership CRM, it’s often • Mobile is mandatory – Mobile tools an exceptional customer experience. Steve is challenging to find the hottest leads. And that make it easy to engage from recognized as one of the most prominent voices this makes it tough to reply with customized anywhere are essential to giving your in automotive advocating for dealerships, messages that fit your buyer’s preferences. sales team the competitive edge. If you customers and the community.

GIADA Independent Auto Dealer MAR/APR 2021 | 5 FINANCIAL FEATURE

Choosing the Trustee for Your Estate Plan By Peachtree Planning

You probably already know a trust is an essential document in estate planning. Properly configured and funded, a trust protects the privacy of your estate, ensures that its assets avoid probate, and provides the grantors with a legally binding framework for distributing assets according to their wishes. But a well-designed trust still requires human management to ensure its execution.

While the grantors (i.e., the creators) of the trust are alive, they usually also serve as its trustees, managing the assets placed in it. When the grantors die, a successor trustee steps in to continue these administrative responsibilities. The successor trustee is the • Communicate regularly with to losses, decreasing the amounts intended critical human factor in an estate plan. beneficiaries, addressing questions and for beneficiaries. If family members are concerns. beneficiaries, prickly personal relationships Responsibilities of a Trustee may become full-fledged conflicts once Trustee Options money is involved. A competent successor trustee must: • Confirm their authority as trustee, and Typical candidates for successor trustees are These potential pitfalls may prompt grantors act as the liaison between both financial family members, financial professionals, or to name a financial professional as a third- institutions and beneficiaries. This often institutions. The most common reasons party trustee. These trustees usually charge requires documentation or registration for designating a family member (an adult fees for their services. In some cases, the with appropriate entities. child, a sibling, or other family relative) grantors may choose a business, such as a • Manage and preserve trust assets to fulfill are cost and trust. Family member trustees bank or trust company, to be the successor the objectives of the trust. often serve as volunteers, and typically have trustee. These institutional trustees provide • Administer distributions according to a strong familial interest in ensuring the management services for many trusts; the terms of the trust. wishes of the grantors are honored. different members of the trust company • Maintain financial records so that may fulfill the trustee’s duties; an investment tax returns are filed promptly, and Appointing a relative – even a trusted one manager for the assets, a tax preparer for beneficiaries have accurate and timely – has risks. The trustee might not have returns, etc. information regarding trust assets and the knowledge or expertise to properly anticipated distributions. manage the trust assets, which could lead In theory, institutional trustees have the advantage of expertise and impartiality. We Help Independent Auto Dealers In estate plans where a family member is the trustee and also a beneficiary, this Protect, Grow, and Pass on Their Business duality might create conflicts of interest. Institutional trustees are not beneficiaries; they earn their fees by following the dictates of the trust.

On the other hand, beneficiaries may believe the fees charged by the institutional trustee Matt Justice, Vice President David Gibson, MBA eat away trust assets that should rightly O:404.2601649 | M:404.384.4140 O:770.897.4913 | M:770.584.6258 be distributed. One option to resolve this [email protected] [email protected] tension: naming co-trustees, such as a family www.peachtreeplanning.com/automobiledealerservices member and a trust company, to be checks 2021-117225 exp. 2.23 and balances for each other.

6 | GIADA Independent Auto Dealer MAR/APR 2021 Qualifications of Your Trustee Mask-less Socializing: What This As mentioned earlier, the decision regarding a successor trustee is critical to the trust Means For Your Dealership performing as intended by the grantors. By Ilana Shabtay, Director of Marketing at AutoLeadStar While each estate plan is different, grantors should consider some of the following There will come a time, sooner than we Shortening in-person visits factors when deciding on a trustee. think at this point, where we’ll be living Even if there is no rampant pandemic, in a post-COVID era. We’ll be back at our no one will want to spend their entire Availability of the trustee. It might not be a favorite crowded bars, our kids will be in Saturday inside your dealership. This was full-time job, but a trustee’s responsibilities school — real school— and we’ll be on the true pre-pandemic and even more true are numerous, and may have deadlines. road: business trips, family vacations, and post-pandemic. Dealerships that kept up A family member or individual financial holidays. excellent customer service during COVID professional might be well-suited for the were able to shorten the time in-store and task, but not have the time. But while we may be able to share the air do as much as possible before the customer with others again, the remnants of COVID visits. As the average in-market shopper Size of the estate, and the types of assets. If will still linger. Predictions are that many only visits 1-2 dealerships, you need to there’s a lot to manage, you may need a lot retail habits- like curbside pickup- will make sure your dealership accommodates of managers. Real estate, business interests, be ingrained in our society forever. And for the new normal that will never go back: or investments may require expert guidance. considering the amount of new proud less time indoors, less contamination, If the trustee isn’t competent in these areas, Peloton owners (seriously, check their more efficiency, everywhere. Dealerships it is imperative that he/she can delegate stock), I’m assuming at-home and on- need to set up the closest thing to curbside these management responsibilities to other demand workouts won’t be going anywhere pickup— or curbside test drive, if you professionals. either. will— to keep customers in-line with their new shopping habits. Less friction and The number and makeup of the beneficiaries. So what does this mean for your dealership? more efficient appointment setting will be Trust beneficiaries could be a surviving Just because we’ll hit a post-COVID era does key. spouse, children, siblings, charitable not mean dealerships should do away with organizations, private foundations, or some of the accelerated technology adoption Facilitate the sale other special entities. A trustee should be and customer service accommodations While facilitating the sale was always someone who can interact effectively with derived from the pandemic. Quite the the number one priority for dealerships, the beneficiaries and manage tensions that opposite: dealers should expect a shift in consumers have a new level of expectations may arise among competing interests. retail behavior forever. that we need to take into account. We’ve seen the world go upside down, and with An important note: Each state has different Full funnel digital commerce that, business models adapt to continue rules and each situation is unique, so you COVID introduced new emerging markets to reach consumers in any circumstance. should always consult with an attorney or to automotive that helped the industry’s Curbside pickup, drive-though testing sites, tax advisor when establishing a trust and fast economic rebound starting in 2020 cocktails on-the-go. Dealers should gear naming a trustee. Q3. Millennials, one-car families, New up to continue to provide virtual trade-in Yorkers. It was therefore imperative for evaluations, solo test drives, service pick- Who would you name as trustee? dealers to have the technology in place to up/drop-off at home, and more because Estate planning may not be on your horizon reach those buyers; efficient, hyper-targeted shoppers now know this is an option right now. Even if it’s a long way off, it can campaigns to attract new customers during and may very well prefer it. Consumers be helpful to consider what you might hope a time of financial stress and uncertainty. have become “spoiled” by the flexibility to accomplish with an estate plan, including The dealerships that were able to switch of the new normal and it’s predicted this the people, institutions or causes you’d want on and off messaging instantly, leverage will dictate many new retail habits in the as beneficiaries, and who you would appoint streamlined data, and automate marketing future. Make it easy for your shoppers to act on your behalf. n campaigns were investing in full-funnel and facilitate the sale to accommodate all digital commerce that makes 1:1 matches funnel shoppers. Contacts: between the shoppers and inventory. Matt Justice Reaching your customers with technology- So yes. There will be a time where we’ll Mobile: (404) 384-4140 driven marketing will stay relevant as buyers all be back at our favorite pubs, hugging Office: (404) 260-1649 shift even more focus to online and pre family members, and going into work. [email protected] showroom visits. Your dealership should However, COVID has changed the face of have the infrastructure in place to target business and customer service and dealers David Gibson, MBA and engage all funnel shoppers, anywhere, should prepare to stay competitive in this Mobile: 770.584.6258 including a top-notch browsing experience environment. It’s about continuing the best Office: 770.897.4913 on your website, even if you see an uptick in practices that kept automotive strong in [email protected] showroom walk-ins. 2020 and beyond. n

GIADA Independent Auto Dealer MAR/APR 2021 | 7 21 Digital Marketing Resolutions for 2021 By Krys VanSlyke, Vice President of Operations at Digital Air Strike

Consumers have become accustomed to the conveniences technology provides, so here are the digital marketing resolutions every dealership and dealer-partner needs to keep in mind in 2021.

The past year may have been an unusual one by more people. In fact, about 500 million 6. RESOLVE TO IMPROVE SOCIAL filled with unpredictable situations around people view Instagram stories every day. POSTING. every corner, but there have been many Your social media shouldn’t always be positives as the auto industry embraced 3. RESOLVE TO HAVE MORE FUN. a sales pitch. It’s great to include offers technology to continue selling and servicing Social media platforms like TikTok tap and incentives, but always use this tool to amid shutdowns and social distancing. into the desire for people to be playful and showcase how you support the community, Consumers aren’t ready to give up the showcase their creativity. Dealers who aren’t celebrate happy customers, and highlight conveniences technology provided, so here afraid to have a little fun online can use this your rock star team members. Keep copy are the digital marketing resolutions every platform to reach a new generation of car short and to the point, and use videos to grab dealer needs to keep in mind in the new year. buyers and service customers. TikTok is the attention and stop the scroll. fastest growing social network of all time. There have been many positives as the auto In June, TikTok was downloaded 87 million 7. RESOLVE TO CREATE A SOCIAL industry embraced technology to continue times worldwide, with 7.5 million of those CALENDAR AND POST FREQUENTLY. selling and servicing amid shutdowns and downloads coming from the U.S. Get organized and plan ahead by using social distancing. a social media calendar so you can be 4. RESOLVE TO ANSWER THE strategic about each post. A calendar also 1. RESOLVE TO BE WHERE YOUR QUESTIONS CONSUMERS ARE allows you to plan with needed graphics CUSTOMERS ARE. ASKING. and photos and reminds your business of More consumers are getting rid of cable and Almost all vehicle research will intersect important upcoming events you want to using streaming services to watch live sports, with YouTube at some point. Use this post about. top shows, and hit movies. In fact, streaming popular site to your advantage by making services have increased their viewership by videos about consumer hot topics. Consider 8. RESOLVE TO MONITOR YOUR 60% over the past year. Amazon OTT (Over- posting videos that compare and contrast SOCIAL MEDIA AND RESPOND IN A the-Top) ads on streaming platforms allow two similar vehicles and explain any new TIMELY MANNER. dealers to advertise to their consumers on features. According to the provider, YouTube The cost of ignoring social media can turn Hulu, Amazon Prime, HBO Max, and more is the top destination for auto purchasers to prospects away without you even knowing. than 60 other services. Amazon OTT ads are experience vehicles with video. Watch for users commenting on your posts unique in that they are highly targeted based and make sure you’re replying quickly in a on geography, shopping behaviors, viewing 5. RESOLVE TO INCLUDE “PINNERS” personalized manner. People will appreciate habits, and more. The ads also can’t be IN YOUR MARKETING PLAN. personal, rapid responses and keep you in skipped by consumers and play full screen Pinterest is for planners, and with automotive mind for future purchases. with sound. playing a bigger role on the popular image sharing site, there’s never been a better time 9. RESOLVE TO ADVERTISE ON 2. RESOLVE TO STAY AT THE TOP OF to advertise on this unique social media SOCIAL MEDIA. SOCIAL MEDIA FEEDS. platform. About 29 million auto service Use highly targeted ads on social media to Facebook and Instagram stories have been customers and 58% of U.S. adult Internet reach new customers, engage current ones, around for more than three years now, but users with incomes of more than $100,000 and sell more. Create unique audiences many dealers still don’t take advantage of visit Pinterest every month. With unique and retarget website visitors to increase this prime digital real estate. These posts data points, Pinterest is a great place to reach conversions. Remember to monitor your ads show up at the top of newsfeeds and are seen people researching future vehicle purchases. Continued on page 10

8 | GIADA Independent Auto Dealer MAR/APR 2021

Continued from page 8 feedback on top review sites by providing messaged on your website, Google My for comments. You’re paying for that content links in your survey. Business page, ads, and more. Make sure to be seen and you don’t want a negative you are using technology to manage this comment on your ad to drive traffic away 14. RESOLVE TO SHOWCASE YOUR so you can track leads, and so your team from your dealership and ruin your ROI. BUSINESS FREE IN GOOGLE SEARCH members aren’t sending messages from RESULTS. their personal devices. 10. RESOLVE TO RECRUIT TOP More than 80% of all online searches are TALENT THROUGH SOCIAL. conducted on Google and 60% of customers 18. RESOLVE TO BE READ. Your next rock star team member could check Google My Business for reviews. It’s Almost 98% of text messages are read be on social media. Be sure to post open imperative that your Google My Business within three minutes, compared to positions and the benefits of working for page makes a great first impression. only 20% of emails. Use bulk text/SMS your dealership not only on job sites, but Highlight great services, inventory, special messaging to communicate timely updates, on Facebook, LinkedIn, and more. Social offers, job openings, customer testimonials, dealership specials, new hours, and more to media is a great place to connect with tech- and more in your listing. Use photos, your customers. savvy talent. Improve your star ratings as motion graphics, and video to capture an employer by asking your team to write attention and make the most of “zero-click 19. RESOLVE TO RESPOND reviews about their experiences at your search” traffic. TO ALL LEADS QUICKLY AND dealership. PROFESSIONALLY. 15. RESOLVE TO USE VIDEO TO According to 61% of car buyers, how 11. RESOLVE TO RESPOND ENGAGE CONSUMERS. quickly a dealer responds to their vehicle PROFESSIONALLY. In all, 74% of consumers say they’d prefer inquiry directly impacts their dealership Engaging in online arguments makes your to learn about a product or service through selection. Be sure to respond quickly, dealership look bad. Make sure you calmly video, and according to Google, there’s been include multiple vehicle options, your address any customer issues and show that a 40% increase in car video views this year. dealership “why buys,” current specials, and you really care about resolving it. Also, Grab your mobile phone or use a webcam more. Also, be sure to answer any specific take the conversation offline and provide to record simple videos that showcase questions car buyers have. direct contact information of a higher-level vehicle features, dealership safety measures, employee to assist in fixing the situation. service orders, and DIY service tips. Send 20. RESOLVE TO IMPROVE LEAD the videos to customers via email or text to FOLLOW-UP. 12. RESOLVE TO BOOST YOUR engage them and allow them to do more of Digital Air Strike’s 8th annual Automotive REPUTATION SCORES. their research from home. Social Media & Online Trends study Approximately 85% of consumers trust reports that 78% of people spend weeks to online reviews as much as personal 16. RESOLVE TO LEVERAGE AI months researching vehicles before buying, recommendations. Nearly three out of four ASSISTANTS TO QUALIFY AND so make sure you’re following up with consumers trust a company more if it has CAPTURE LEADS. car buyers well beyond their first inquiry. positive reviews, and 49% of consumers People shop on their schedule, not yours. Many dealerships only have the bandwidth need at least a four-star rating before they Lean on virtual chat assistants to field to handle customers right in front of choose to use a business. If you’re not questions, capture leads, and schedule them, so make sure you have a process or monitoring your reputation and protecting appointments on your website or Facebook technology to engage with consumers that your brand in 2021, you are making a 24/7. You can even use a chatbot as a didn’t purchase. huge mistake. Make sure you are actively digital receptionist to handle common requesting reviews from happy customers, questions and route shoppers to the right 21. RESOLVE TO SPEND MONEY including by text message immediately after team members for that personal touch that WISELY. their purchase or service. doesn’t flood your inbox. More advanced When is the last time you audited your AI chat programs provide integrations to budget? Are all vendors delivering ROI? Are 13. RESOLVE TO SURVEY empower car buyers to get pre-qualified for you paying for duplicate services? Dig into CUSTOMERS TO GET MORE credit and estimate their vehicle trade-in the numbers and identify vendors that are POSITIVE REVIEWS. value, ultimately doing more online so your true partners and are delivering results. n Get your team trained and involved in team can focus on hot leads first. communicating the survey process to Krys VanSlyke serves the bright people your customers. The feedback you receive 17. RESOLVE TO COMMUNICATE who help clients win through five-star can be used to uncover opportunities for WITH CONSUMERS IN THEIR implementation, fulfillment, and support of improvement and can be addressed before PREFERRED METHOD. DAS products. Krys has been leading creative the customer posts something negative Many consumers prefer messaging through teams for 20 years and working in social online. Even five-star survey responses can text and chat platforms. Make it easy for media for business since he told his then-boss include valuable feedback. Make it easy them to connect with your dealership by “our company should be on Twitter” back in for happy customers to post their positive providing phone numbers that can be text 2008.

10 | GIADA Independent Auto Dealer MAR/APR 2021

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Vector Payments ABCOA/Deal Pack 802-999-7110 800-526-5832 FNI Incorporated vectorpayments.com dealpack.com 888-973-9776 We offer credit card processing that Deal Pack, a turn-key software product myfni.com specializes in the automotive industry. of ABCoA, contains features vital to the successful operation of a dealership, Business Management Consultant. Vector Payments provides an all in one related finance company, finance company Product and compliance solutions for merchant services offering to ensure or service and parts operation, handling financial institutions and select dealers. each one of you not only have the lowest buy here pay here, retail, external and ______overall cost commitment, but also the internal leasing, floor planning, and latest software offerings to simplify your wholesale deals in real-time accounting day to day while assisting your customers 20% discount off our one-time fee to even more. GIADA members Microbilt Corp 866-538-9815 CREDIT SOLUTIONS microbilt.com ScoreNavigator Inc. Credit Reports 866-944-8845 scorenavigator.com 14 | GIADA Independent Auto Dealer MAR/APR 2021 DealerCenter 888-669-2669 dealercenter.net Auction123.com Web-based Dealer Management Software Wayne Reaves Computer Systems, Inc. 888-514-0123 ______800-701-8082 or 478-474-8779 auction123.com waynereaves.com We deliver award-winning inventory Computer Software / Dealer management & dealer website solutions. Management Systems and Dealer We provide fully automated tools for DealerTrack-RTS Website Provider marketing inventory on Craigslist, Facebook, 860-448-3177 & over 400 online marketplaces. As an eBay us.dealertrack.com DMS & DEALER INVENTORY Dealertrack is the leading provider of preferred service provider, Auction123 offers MANAGEMENT the best tools for generating leads on eBay. digital solutions to the automotive retail AutoQuotor GIADA members receive $100 off the monthly industry – making workflows more 800-630-8045 subscription of our complete website and efficient, transparent, and profitable inventory marketing tools package. through products like dealer management quoteprosolutions.com ______system (DMS), fixed operations, CRM, sales QuotePro offers a robust platform and F&I, and registration and titling. It’s the for auto dealerships that are looking only company helping enable the to automate their sales and increase transformation of auto retailing. their performance. QuotePro offers ______Car-Ware, Inc. a combination of solutions that can 855-504-5949 be used as stand-alone services for car-ware.com your customers or as a comprehensive Take your dealership to the next level. Our platform that will take your dealership to Dealer Management System includes: the next step. Built-In CRM, Quickbooks Integration, Frazer Computing Inc. 888-963-5369 EMISSIONS Inventory Management, Buy Here Pay frazer.biz Here and more. Starting at $49 a month! Georgia’s Clean Air Force Computer Software Call for a free test drive. 800-449-2471 ______cleanairforce.com Your resource for Georgia’s Vehicle Emissions Inspection & Maintenance Program Comsoft Innovative Dealer Solutions 800-849-3838 770-642-8400 FINANCE COMPANIES comsoft.com innovativedealer.website Comsoft specializes in Dealership For over two decades, IDS has Management & Marketing Software represented top tier companies with Solutions. We offer Deal Paperwork ideal products, training, and wealth plans Processing, Inventory Control, Prospect designed to maximize your F&I income. Automobile Acceptance Corporation Management, BHPH, LHPH Management IDS has sales representatives across the 678-284-5326 Reports, in addition to third party Southeast that will provide personalized autoacceptance.com Integrations including Quick Books and service to your dealership and be there Financing needs for your customers others. Integrated websites available with when you need them. ______data feeds to multiple online advertisers. ______APCO Holdings Call for a free test drive! Octadyne Systems 800-458-7071 ______515-232-2024 apcoholdings.com AutoJini.com ______

Crypton Mobile 478-447-4120 RouteOne, LLC cryptonmobile.com 248-229-5170 Car Financial Services Crypton Mobile focuses on software routeone.com 877-570-8857 needs for the independent automobile Dealer Management Systems / carfinancial.com dealer. Marketing programs through Compliance & Red Flag Tools / Web-Based Bulk Purchase, Payment Streams, Account texting, emailing and our cryptosign Credit Applications / Servicing for BHPH / Floor planning for program gives you a paperless Automated Vehicle Value Tools BHPH dealers with NO audit fees transaction. For a free personal demo showing your store as an example, contact Trae Phillips. GIADA Independent Auto Dealer MAR/APR 2021 | 15 Peach State Federal Credit Union 678-889-4328 peachstatefcu.org CarGirl, Inc. Auto Loans / Auto, Home, Long-term 904-472-7930 Care, Accidental Death Insurance SDA cargirlcapital.com ______800-467-5172 We are a network of seasoned sdainc.net professionals from the banking and SDA, located in Georgia, has been a finance arena, specializing in – but not nationwide provider of capital to the limited to – automotive. BHPH industry for over 25 years. We ______purchase accounts and let the dealer Cash Plus, Inc. Peoples Financial Corp. continue to collect. Raise the capital you 877-227-4758 770-422-2735 need…without giving up control of your cashplusinc.com peoplesfinancial.net accounts. Car Title Loans, Payday Loans, Installment Auto Loans, Direct or Indirect, Secondary ______Loans and Post-Dated Check Loans ______Peoples Financial Hiram 770-948-6110 peoplesfinancial.net Dealers Finance, Inc. Auto Loans, Direct or Indirect, Secondary 678-739-2059 ______dealersfinance.com Peoples Financial Valdosta Spartan Financial Partners Dealers Finance provides financial 229-242-6620 855-233-3605 support to hundreds of independent peoplesfinancial.net spartan-partners.com used car dealers in the southeast US. We Auto Loans, Direct or Indirect, Secondary BHPH Line of Credit provide flexible credit lines from $50,000 ______Free portfolio analysis! Call 855-233-3605 to $1,000,000 and offer a variety of today! floorplan financing programs specifically ______geared to the needs of the independent used car dealer. ______Glenview Finance 877-413-5929 glenviewfinance.com Professional Financial Services ______(470) 345-6715 Independent Bank pfs-corp.net Sterling Credit 423-883-1503 Learn how Professional Financial Services 706-830-3045 i-bankonline.com (PFS) can provide your customers sterlingcreditcorporation.com Auto Loans; Direct Finance Common Sense Loans At Uncommon Buy Bulk Receivables ______Speed®. We have local branches, local ______Independent Dealers Advantage, LLC buyers, and provide fast funding. Our Style Financial Acceptance 678-720-0555 team is on hand to walk through the 770-949-8598 idallc.com PFS program and how we’re the perfect stylefin.co Providing Sub-prime Financing when partner for your dealership and more Account Purchase Program, Point of Sale, others cannot importantly … your next customer! Bulk ______Ready to talk finance? Call Brandon at ______470-345-6715 or visit us online at www. TexCap Financial, LLC pfs-corp.net. 214-396-4104 ______texcapfinancial.com Road Auto Finance 912-667-4628 roadautofinance.com Quality & Professional lending. We International Credit, Inc. provide automotive financing to 678-325-5154 consumers through our trusted dealer internationalcreditinc.com partners. Working with Car Dealers for their Customer’s Financing Needs

16 | GIADA Independent Auto Dealer MAR/APR 2021 NextGear Capital, Inc. Automotive Finance Corp. 888-969-3721 770-805-4155 nextgearcapital.com TRG Auto Finance, LLC afcdealer.com NextGear Capital is the industry’s leading 904-476-1374 Floor Planning comprehensive provider of lending trgautofinance.com ______products, providing flexible lines of TRG Auto Finance, LLC offers several Carbucks credit for dealers to purchase new and receivable purchase programs including 864-234-9696 used inventory at over 1,000 auto and Payment Share and Payment Interval cbfloorplan.com specialty auctions and other inventory Advance programs with and without ______sources throughout the United States, servicing options. No aging required! Canada, United Kingdom and Ireland. All programs are available day 1 of the contract. We are able to service both GPS TRACKING - PAYMENT English and Spanish speaking customers City Auto Finance, LLC PROTECTION DEVICES and we offer servicing as a standalone 615-224-2005 product to assist you in growing your cityautofinance.com business by outsourcing your collections. City Auto Finance is a dedicated In addition to purchasing your automotive finance provider receivables, we offer floor plan options headquartered in Franklin, TN Advantage GPS by Procon for well qualified dealers. with offices in Memphis, TN; Mobile, Analytics ______AL; Huntsville, AL; Murfreesboro, TN; 949-422-7103 Chattanooga, TN; and Atlanta, GA. Each advantagegps.com branch is staffed with experienced Advantage GPS is a GPS automotive professionals who truly understand analytics company on a mission to replace their local market and the automotive outdated technology. The company’s industry. artificial-intelligence driven analytical ______dashboard along with its wire-free REVOlutionary family of three, GPS devices United Acceptance Inc. with flexible tracking modes provides auto 877-281-2360 lenders with a progressive, next generation unitedacceptance.com Floor Plan Xpress LLC set of risk mitigation tools. Account Purchase, Bulk Receivables 317-708-4111 ______fpxus.com FLOOR PLAN COMPANIES Independent Floor Planning ______

Kinetic Advantage LLC ARA GPS Auction Credit 317-428-7037 ARA GPS Systems 770-336-7880 kineticadvantage.com 770-871-0051 auctioncredit.com Kinetic Advantage is a dynamic aragps.com Increase Inventory using Flexible Credit Lines independent floorplan company led All trackers locate, but ours is the ONLY ______by trusted industry veterans. Our GPS SYSTEM available that can help core focus is helping our Independent you find your collateral even if your Dealer partners and team members customer has tampered with the device! succeed while providing them with Compatible with any internet enabled an exceptional and engaging user device and VOTED BEST SMARTPHONE AutoBank Floorplan LLC experience. APP! Find out how much more SVR 864-269-3322 Tracking can do for you beyond basic autobankfp.com locate. Call or text Larry Carter at 770- NO Additional Fees. NO Audit Fees. 180 871-0051. Email [email protected] or Days Financing. visit us at www.aragps.com Buy one GPS device, Get one Free! Eligible for first time GIADA Members & new ARA GPS Customers.

GIADA Independent Auto Dealer MAR/APR 2021 | 17 Passtime D. Ward Insurance 877-727-7846 770-974-0670 passtimegps.com dwardinsurance.com Vehicle Tracking We offer Bonds, Garage Liability, Griffin Agency ______Dealers Open Lot, Rental Program 912-384-1003 Sarekon GPS Insurance, Property Insurance, Tow Truck griffinagency.com 888-726-3511 Insurance, Car Hauler Insurance, Workers Auto Dealers; Garage Insurance; and sarekon.com Compensation and more. Since 1988 - All Types - Business & Personal Dealer Bonds INSURANCE/SURETY BONDS ______All American Bonds & Insurance Dealer Agency Services LLC 844-321-2663 904-657-9087 quickerbonds.com ______All American Bonds and Insurance is a family owned insurance agency, focusing primarily on the insurance and bond needs of used car dealers. We pride Georgia Insurance Associates, Inc. ourselves on having the best rates and FSB America 678-985-0944 top notch customer service. Don't waste 888-786-2663 georgiains.com your time shopping around. Let us do fsbamerica.com Bonds, Garage Liability, Dealers Open that for you! We have been successful in contract, bid, Lot, Workers Compensation, Property, 10% off bond price for GIADA members performance, payment, maintenance, license, Home, Auto ______permit and many other bonds by listening ______to each client, providing fast service and Hardegree Insurance Agency competitive rates and negotiating the largest 770-390-0888 possible bond programs. hardegreeinsurance.com ______Garage Liability, Auto Inventory, & Bonds Georgia Insurance Associates ______678-985-0944 American Risk Services georgiains.com Bonds, garage Liability, Dealers Open 678-366-7279 americanriskservices.com Lot, Workers Comp, Property, Life, Health, Ph: 800-588-1249 / Email: [email protected] Customized Collateral Insurance for Retirement, Home, Auto LST Insurance Agency BHPH Dealers & Finance ______706-277-0971 ______lstins.com Berkshire Risk Services In 1998, we established LST Insurance 800-624-1669 Agency to serve the needs of Truckers, berkshirerisk.com Loggers and Saw Millers. Since then, we ______have expanded to other areas such as Compton Global Enterprises Garage, Personal, Auto and Homes. We Insurance have several A+ rated companies to 770-912-7413 approach for your garage related insurance ______The Golden Rooster LLC - El Gallo De Oro needs. Some of the coverages we offer are (678) 450-8003 Liability, Dealer Bonds, DOL, Title Bonds, elgalloins.com and Dealer’s Errors & Omissions. Please call The Golden Rooster is an insurance our main number 706-277-0971 to discuss Cornerstone Insurance Group agency focusing on the insurance and your coverage needs. 800-257-9999 bonds needs of Used Vehicle Dealers dealergarageinsurance.com and Rebuilders. We pride ourselves with Attention: Used Auto Dealers! We offer Professional and Courteous Service. Let liability and bond coverages for start-up us save your precious time and do the used auto dealers and brokers, as well shopping for you!! Habla Espanol. as those who have been in business for many years. We offer competitive pricing and have an in-depth understanding of State requirements to ensure you have the coverages you need

18 | GIADA Independent Auto Dealer MAR/APR 2021 WoodmenLife 678-447-1161 Pacific Surety Insurance Agency, Inc. woodmenlife.org/reps/JulieDermer 925-932-1866 Surety Bond Girls WoodmenLife offers Life Insurance, pacificsurety.com 678-694-1967 Investments, Employee Benefits, Buy Surety Bonds for Auto Dealers suretybondgirls.com Sell Insurance, Key Person Insurance, Pacific Surety Insurance Agency, Inc. Surety Bond Girls , LLC is a full service Health, Dental, Vision, 401Ks, Roths (Pacific Surety) has been serving surety licensed, P&C Agency specializing in and Annuities. We are a Not-for-Profit bond market since 1997. Known for all aspects of compliance. We offer a Fraternal Insurance company with its exceptional customer service and streamlined approach to surety bonding, a mission to provide members with competitive rates, Pacific Surety offers a permit expediting and licensing. With financial security while making a wide range of surety bonds to meet the over 21 years in the surety bond and difference in your community. needs of small and large business owners compliance industry, we have seen including motor vehicle dealers across the the need for our unique specialized LEGAL United States. services offered in a convenient mobile Dunlap Gardiner, LLP ______atmosphere. We like to think of ourselves 770-489-5199 x104 Pearl Insurance as your one-stop mobile shop for all your dunlapgardiner.com 866-679-0891 professional license needs. Our firm represents many auto dealers pearlinsurance.com/GIADA Free NMVTIS report with a Title Bond and auto finance companies throughout Your days of juggling multiple policies ______the state of Georgia. We have over are over. Cover your auto inventory, a decade of experience in the auto property, and liability under one policy! industry and handle a wide rang of Start benefiting from our industry matters including collections, bankruptcy Surety Bonds Direct, LLC expertise. Contact us today! representation, and insurance claims 843-410-5625 ______and disputes. We have filed hundred of suretybondsdirect.com Primeco Insurance writs of possession on behalf of clients Surety Bonds Direct is a leading dealer 770-971-8452 and defend clients against claims filed bond agency committed to saving primecoinsurance.com against them. We also often advise customers money by going direct. We Bonds, Garage Liabilities, Dealers Open clients on compliance issues, including have simplified the process, offering fast Lot, Workers Compensation, Property contracting issues and interactions with and friendly service at the lowest costs ______customers. in the industry. We are fully licensed and ______authorized in Georgia. 10% off bond price is available to qualified GIADA members. Reeves Insurance Agency ______770-949-0025 reeves-ins.com Gregory Law, LLC Reeves Insurance Associates has been a 770-217-5524 member of the GIADA since 2000. We have cardealerattorneys.com in-depth knowledge and understanding of Williams and Stazzone Insurance A practicing attorney who knows the car the used car dealer industry and are able Agency, Inc. business from the inside out and has the to provide the proper insurance coverage 800-868-1235 ability to look at client’s dealerships from to meet the used car dealers’ needs. We wsins.com an attorney’s perspective with a dealer quote coverage with multiple insurance We are garage liability specialists and principal’s experience companies to ensure our dealers have the are proud members of the GIADA. In Discounts available through GIADA Legal most competitive coverage and premium business for nearly 30 years, our programs Resources available. Whether you’re a new or existing represent stability for your dealership. We dealer, auto broker, retail lot, wholesaler, have exclusive garage liability markets. We large or small, we have a carrier for you. are also daily rental and leasing specialists. ______Our start up daily rental program has been helping dealers add daily rentals for decades. Find out what a specialized agency can do for you. Ron E. Widener & Associates 770-941-0293 ronwidener.com Bonds, Garage Liability, DOL, WC, Property & Rental Car Insurance

GIADA Independent Auto Dealer MAR/APR 2021 | 19 Metro Green Construction 404-900-5165 PARTS & SERVICE metrogreenconstruction.com Associated Fuel Systems Inc. Metro Green Construction is a licensed 404-361-1361 commercial general contractor associatedfuelsystems.com Lefkoff Law, LLC specializing in new construction and Full service truck repair shop. We can 404-482-2228 renovation projects. We deliver high- diagnose all your minor & major diesel lefkofflaw.com quality commercial construction projects repair needs down to the most difficult Lefkoff Law is a general practice law firm and work with clients in a variety troubleshooting issues. that specializes in the representation of of building sectors including retail, ______GIADA dealers and associated finance multi family, mixed use, industrial and AutoZone companies in fair business practices automotive. 866-727-5317 act litigation, insurance disputes, ______autozone.com government investigations, employment, OTR Leasing, LLC ______and much more. Lefkoff Law - Integrity. 888-338-9948 The Parts Farm Solutions. Results. otrleasing.com 912-526-3080 50% off initial consultation for GIADA We offer in-house semi truck financing stores.ebay.com/thepartsfarm members to truckers nationwide. When you lease Call us today about putting an engine ______a semi truck from OTR Leasing, our goal kit together for your street rod, retro Lefkoff, Rubin, & Gleason, PC is to put you in the driver seat of your conversion or kit car! 404-869-6900 success as an owner-operator. ______lrglaw.com Utility Trailer Sales Comp of GA, LLC Creditors’ Rights, Bankruptcy, ONLINE MARKETING 404-363-4383 Foreclosures and Collections Octadyne Systems utilityofgeorgia.com ______515-232-2024 South's finest full service Trailer Rountree & Leitman octadyne.com Dealership. Our Primary objective is 404-584-1229 to provide the transportation industry randllaw.com PAINT & BODY with quality trailers, excellent service and aftermarket parts from our leading Rountree Leitman & Klein, LLC is a full AP Auto Repair Shop manufacturers. service commercial law firm specializing 404-519-3560 ______in business and personal bankruptcy, Douglasville, GA Wheels Autoworks loan workouts and debt restructuring, ______912-756-4006 commercial litigation, collections, Auto Doctor, Inc. wheelsautoworks.com landlord/tenant, foreclosures, evictions, 770-479-9339 Our mission as a local family owned and lien law and business disputes. autodoctorstore.com operated business is to perform excellent Canton, GA - We are a collision center. We service on your car or truck for a fair price MISCELLANEOUS work on all makes & models. Restorations in a clean and professional environment Alder Energy Systems of cars & trucks. Free Estimates. and bring value to the community. 843-810-4191 ______alder-energy.com Auto Tech & Body Work Inc. PAYMENT PROCESSING Alder Energy Solar provides turnkey 404-363-1277 alternative energy solutions throughout auto-tech-body-work.hub.biz COMPANY the Southeast for both solar farm and Established in 1980, Auto Tech & Body Carpay commercial applications. Work is located at 3937 Jonesboro Rd in 877-388-4265 ______Forest Park, GA - Clayton County and is carpay.com JDH a business listed in the categories Auto PRINTING 901-626-5826 Maintenance & Repair Services, Auto branhamlloyd.com Body Repair, Auto Repair, Auto Body & Branham Lloyd is an engineering Fender Work, General Automotive Repair consulting firm with over 10 years Shops and Auto Body Repair & Service. of experience in services regarding ______Lewis Color, Inc. mechanical, plumbing or electrical needs Courson’s Paint & Body Shop, Inc. 800-346-0371 912-367-4226 lewiscolor.com Body Shop Printing, Promotional & Marketing Needs [email protected]

20 | GIADA Independent Auto Dealer MAR/APR 2021 Penske Truck Leasing PROMOTIONAL & MARKETING RECONDITIONING & 610-775-6099 CarDoozy ACCESSORIES pensketruckleasing.com 855-745-3669 Truck rental cardoozy.com ______RDR Car Truck & Van Rental Covideo 229-924-6330 719-229-8266 rdrrentals.com covideo.com Affordable and reliable rental services for Covideo is the easiest way to record, cars, trucks, vans, suv’s, and moving trucks. send, and track video emails. Cut through the noise with the simple solution built Accessory Distributing by KALLOREN REPOSSESSION & SKIP for smarter outreach. 770-745-8446 TRACING ______kallorenpro.com Hill & Associates of GA, Inc. Digitalmotors Built upon a foundation of delivering 770-499-1801 949-483-8483 extraordinary service to the Georgia hill-assoc.com digitalmotors.com auto dealers for over 50 years, Accessory Automobile Repossessions See how your company can leverage Distributing offers a variety of Yeager’s Digital Motors’ robust, and end-to- cleaning and reconditioning chemicals end platform to exceed customer along with other brands. Our products SATELLITE RADIO expectations and enhance your sales will have your inventory looking great process. and ready to move! ______GIADA members receive 10% off your DOWC first order. Call us today! SiriusXM Radio 201-777-1000 ______866-635-5027 dowc.com Advance Chemical Products siriusxm.com A solid F&I partnership is the best way 770-424-8300 Satellite Radio & Online Radio Service to ensure you’re setting yourself up for acpcarwash.com success. With F&I being the key source Detail Supplies SERVICE CONTRACT ______of revenue in building your wealth, PROVIDERS, WARRANTY your ability to leverage the process Luxury Wash and technology, with visibility and 404-587-8565 American Guardian Warranty transparency into reporting, is crucial. luxurywashusa.com Services Inc. DOWC provides a full suite of obligor and ______630-386-4257 administrator services, as well as top- Usedcarsupplies.com agws.com of-the-line products, technology, and 770-448-6982 American Guardian Warranty Services, training usedcarsupplies.com Inc. (AGWS) is the premier provider of administration services for Agents ______RENTAL CAR BUSINESS Meeting Street Graphics and Dealers, offering a full suite of Associated Car Rental Systems 205-497-0520 F&I products in the automotive, RV, 770-948-1731 cartags4less.com powersports, marine, and commercial ronwidener.com Personalized Drive-Out Tags trucking markets. We provide unrivaled Rent-A-Car Training & Insurance ______service to our customers and a trusted partnership with our Agents and Dealers. Win360 RENTAL CAR COMPANIES 647-532-0903 AGWS is part of the American Guardian Win360 is a digital merchandising Avis Rent A Car Systems, Inc. Group of Companies company that empowers dealerships 404-763-6331 ______to accelerate their businesses online avis.com by differentiating themselves from Avis Car Rental and its subsidiaries their competition. Our products were operate one of the world's best-known created to bridge the gap between the car rental brands with approximately offline to online experience, helping our 5,500 locations in more than 165 partners increase engagement and build countries. Avis has a long history of ASC Warranty solid relationships based on trust and innovation in the car rental industry 800-442-7116 transparency with their customers. and is one of the world's top brands ascwarranty.com for customer loyalty. Avis is owned by “Helping Dealers Sell More Cars for Over Avis Budget Group, Inc. (NASDAQ: CAR), 30 Years “ which operates and licenses the brand throughout the world.

GIADA Independent Auto Dealer MAR/APR 2021 | 21 The Dealer Solution 803-606-3464 thedealersolution.net/Index.html ______GWC Warranty 800-482-7357 Peak Performance Team gwcwarranty.com 817-821-8708 DealerRE GWC Warranty is the automotive peakperformanceteam.com 804-824-9533 industry’s best-in-class provider of used Dealers deserve the freedom to make dealerre.com vehicle service contracts. We help our their own decisions about products DealerRE is the expert at establishing dealers sell more cars by giving car offered, money invested, and claims and managing dealer owned reinsurance shoppers the confidence to become car handling. Our custom wealth-building companies which allow dealers to buyers. Since 1995, GWC has worked purchase/protection products are provide their own limited warranties, with our dealer partners to protect more available to all dealers, not just the service contracts, and ancillaries than 1.5 million customers. largest franchise groups. Experienced products. We also help BHPH dealers ______training/claims staff, in-house provide debt cancellation, collateral compliance/analytics teams, and protection insurance (CPI) and GAP. continuous technology-development With our 25 years of automotive F&I ensure dealers can easily customize and reinsurance company management contracts and dealer-support solutions experience, we can help you put the on the front end; and maintain loss perfect Integrity Warranty LLC mitigation controls on the back end. 423-910-9490 ______integritywarranty.com Industry-leading service contract options, for an industry-leading selection of vehicles. We help you provide value to Preferred Warranties Freedom Warranty every car buyer. 800-548-1121 860-392-9361 Backed by an A.M. Best A-rated insurance warrantys.com freedomwarranty.com company, our service contracts provide PWI offers a full range of vehicle Freedom Warranty of America is on a "Peace of Mind Nationwide." protection plans to fit all budgets and mission to revolutionize the Vehicle $50 off first service contract with a term needs, so your customers can drive away Service Contract Industry by introducing of 12 months or longer. Applicable to with confidence. innovative products that include: new dealers only. Limit one per contract. ______Freedom Classic, Freedom Complete, ______Freedom Drive, and Freedom Vital. Line 5 Our products are available exclusively 844-775-4635 through approved car dealerships, line5.com certified repair facilities, established lenders, and accredited insurance ______ProGuard Warranty Inc. agencies throughout the United States. 877-474-9462 ______proguardwarranty.com NVP Warranty ProGuard Warranty is a leading provider 888-270-5835 of new and pre-owned vehicle service nvpwarranty.com contracts sold exclusively through a NVP Dealer Benefits include: Increase nationwide network of dealer partners. We offer an expansive menu of Standard, Gold Standard Automotive Network transaction profitability; Provide Commercial, CPO and GAP vehicle 801-824-1799 customers with a quality service contract protection plans backed up by the best gsanonline.com program; Simple pricing matrix to share service in the industry. With Dividends, Gold Standard is the Industry Innovator with customers; Easy to Understand Commissions, Bonuses and Reward in VSC's, that includes prepaid Coverage Programs; Solid underwriting programs to increase your bottom line, maintenance with every contract offered. and insurance backing and much more! high-end marketing material to simplify Maintenance creates the easiest close your sales process and the most user- when offering a VSC on any make, model, friendly dealer portal, ProGuard is the mile & year vehicle. We also protect your complete package. dealer profits!

22 | GIADA Independent Auto Dealer MAR/APR 2021 SOCIAL MEDIA &/OR ONLINE Custom Mobility Van & Lift Sales & Services LLC REPUTATION MONITORING 706-353-1099 TitleTec custommobility.net 877-684-4958 Conversions, Hand Controls, and titletec.com Wheelchairs Professional Mojo LLC Business, Title & Registration Software ______866-611-2715 professionalmojo.com USED CAR VALUATION Online marketing portfolio creation and management TRANSPORTATION Black Book Reynolds-Warren Equipment 800-554-1026 Company, Inc blackbookusa.com R & R Van Lift Sales & Services 404-361-1595 Wholesale Vehicle Guide 770-483-0767 reynoldswarren.com GIADA members receive 1 month free rrvan.com ______with a paid subscription to a Black Book R&R Van Lift has the largest selection product of new and used wheelchair accessible vans, trucks and SUV's. We offer a VEHICLE HISTORY REPORTS full service department that installs Auto Data Direct, Inc. high-tech equipment, hand controls 850-877-8804 and vehicle modifications. As well as, RunBuggy wheelchair accessible van rentals. (888) 872-8449 add123.com runbuggy.com Vehicle Database Searches RunBuggy is an open marketplace that ______connnects car shippers and haulers. We make moving cars faster, easier & smarter. GIADA members get 15% off your first Carfax 5 orders. Visit RunBuggy.com/GIADA for 888-788-7715 details and use coupon code GIADA819 carfax.com TITLE SERVICES VEHICLE MODIFICATIONS Avanco Tag & Title Service Adaptive Driving Solutions Inc. 404-768-7162 706-364-2688 avancotagtitle.com augustamobility.com Title and Registration Services Quality new and used handicap vans and ______scooter lifts designed to accommodate your individual needs ______Adaptive Mobility Systems, Inc. 770-674-0776 Title Me Crazy Title Services maxvan.com 770-940-9642 Incorporated in Georgia in 1979, we have We specialize in ETR title processing, been building wheelchair accessible vans ETR and title training, replacement titles, since then. bonded titles, abandoned titles and ______notary services. AMS Vans, Inc. Discounts: 10% off services for members; 770-729-9400 Additional 5% off for first time customers; amsvans.com 20% discount on ETR processing for 25 or Van Conversions more titles per dealer (must sign contract of 3 months or more)

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24 | GIADA Independent Auto Dealer MAR/APR 2021 Ron E. Widener & Associates, Inc. An Insurance Agency 6887 Oak Ridge Commerce Way, Austell, Ga 30168 We are located next door to the GIADA office. We know the car business. Just ask our clients! 770-941-0293 or 800-793-5177 W: ronwidener.com E: [email protected] UPS Savings Program

Being a member of GIADA has many beneets here is just one more! Dealers Should Get it Right Save up to 36% on shipping ETR & other documents THE FIRST TIME! Open or link your GIADA UPS Savings account to receive discounts and call 1-800-MEMBERS to take advantage of UPS Smart Pickup service free for one year. Receive enhanced protection. New dealer start-ups are our specialty. Minimize nancial setback with insurance through UPS Capital Insurance Agency, Inc. by protecting shipments from the time Garage liability. Dealer’s open lot. License bonds. Car rental insurance & more. they leave your facility until your client receives them. Our Dealer Orientated Agency is a one-stop shop for your dealer insurance and bond as well as insurance to rent cars, too! Not only do we handle insurance, Ron is a licensed used car dealer! Print and produce marketing materials. Dealer to Dealer–let’s do business. Our experience is an added plus! To grow your business you need to promote your business. You • We handle your Dealer mandated Insurance can count on The UPS Store to help you look good. • We handle your Dealer License Bond • We handle Rental Car Coverage & Training through ACR systems • We are always available to discuss your start up insurance needs as well as we encourage you consider When you’re ready to ship, insure or print: all our other services! Call Now (770) 941-0293 Survey: The Pandemic Accelerated the Adoption of Digital Retailing By FI Staff

A new eLEND Solutions report shows widespread acceleration of Digital Retail adoption (80%) due to the pandemic, continued implementation (90%), a shift in perception from lead generation (47%) to deal generation (53%) and promising data on PVR.

A new report from digital financing Perhaps one of the most important findings eLEND’s MacInnis. “Dealers should view innovator eLEND Solutions reveals how in the report is how dealer perceptions have this as a signal that it’s time to rethink the the COVID-19 pandemic has impelled shifted as a result of the change to digital common belief that digital retailing has an dealers to embrace digital retailing as a low- retailing. According to the survey, 53% now adverse impact on PVR, and realize that – touch transaction alternative – and how see digital retailing as a deal generator – pandemic or not – consumers now think this adoption of technology has changed ‘the start of the deal’ – while 47% continue digital retailing is a normal and necessary traditional dealer process and perception. to view digital retailing as little more than part of their vehicle transaction.” Hiram enhanced lead generation. Loganville What this study reveals, however, is that As a result of the accelerated digital while dealers were forced into change by the “Old habits die hard in the auto industry, retail adoption, 90% of dealers surveyed pandemic, they quickly saw the value and so this shift in perception is pretty said that their websites are now more Andy Turner, Mgr. have embraced it as a blessing in disguise. extraordinary,” said MacInnis. “It’s transactional – meaning that shoppers can inspiring to see dealers evolve to, and get closer to a transactable deal online. Loganville Based on a survey fielded by eLEND embrace, technology that will expand the The report indicates that a silver lining of (770) 931-0846 Solutions among auto dealers in the fourth power and value of their business model. COVID-19 has been the industry’s rapid Melissa Johnson, Mgr. quarter of 2020, “The Pandemic Drove a “Getting to over 50% of auto dealerships adoption of digital buying experiences to Great Leap Forward in Digital Retailing viewing digital retailing as ‘deal’ versus meet consumers demands for a low-touch Hiram Adoption” explores the shift in dealer ‘lead’ generation is huge.” transaction. “The survey findings tell us that acceptance and application of digital the pandemic was key to digital adoption,” Eric Forrister, Mgr. retailing, while also investigating whether Dealer acceptance of digital retail as a “deal” continued MacInnis. “It’s entirely likely this forced innovation has been a blessing maker is supported by their opinions about that the same level of adoption, without – or curse – for dealers. the actual steps in the experience: Only a pandemic, could have taken up to five 14% of dealers see digital retailing ending y e ar s .” “Confronting change can be a painful at the first pencil, and almost 30% see its challenge for dealers, which is ‘relative finish’ as getting to a qualified Challenges Remain with In-Store Process, understandable given the risk inherent to deal structure – including trade and down CSI Results: implementing a new process, retraining payment. Twenty percent see the digital staff, and the application of technology retail process going as far as contracting Just 23% of dealers surveyed said that which can cause significant upheaval and and remote delivery. CSI scores had improved – with 66% anxiety in a store…so I can see it could be seeing no change at the time of the survey. viewed as a ‘curse,’ ” said Pete MacInnis, Digital Retailing Impact on Profit Per One possible explanation is that digital CEO of eLEND Solutions. “What this study Vehicle: retailing technology, and the required reveals, however, is that while dealers were process changes, had not yet been widely forced into change by the pandemic, they Over 30% of dealers (31%) surveyed said implemented. Indeed, although most quickly saw the value and have embraced that their digital retail-initiated transactions dealers ranked the transition to a digital- it as a blessing in disguise.” According to resulted in a higher profit-per-vehicle first sales process as ‘not extremely difficult,’ the report, among those digital retailing retailed (PVR). In total, 87% said that the 56% said that the hardest aspect was process blessings is a trend towards higher profit- PVR (front and back) of digital retail- change. If so, the customer experience could per-vehicle retailed (PVR) and reduced initiated transactions has been the same or well be hampered by online to in-store transaction times. higher compared to pre-COVID averages. redundancies. “Customers don’t want to do what they did online at the dealership,” said Digital Retailing and the Shift from Lead “The positive impact that digital retailing MacInnis. “They have expectations that Generation to Deal Generation: has on PVR is a clear myth-buster,” said Continued on page 28

26 | GIADA Independent Auto Dealer MAR/APR 2021 Hiram Loganville

Andy Turner, Mgr.

Loganville (770) 931-0846 Melissa Johnson, Mgr.

Hiram

Eric Forrister, Mgr.

GIADA Independent Auto Dealer MAR/APR 2021 | 27 Continued from page 26 starting the deal online means that they’ll save time at the dealership.”

Survey findings show that dealers are largely meeting those expectations – at least in terms of time saved. Sixty-four percent of dealerships reported reduced transaction times compared to the pre-COVID average, with 38% claiming that at least 30 minutes had been reduced. Key Highlights from the eLEND Solutions Digital Retailing Survey: PRE-LICENSE • 80% of auto dealers said the pandemic has accelerated their adoption of digital path-to- purchase experiences. CALENDAR • 90% say they expect to continue, or accelerate, digital retailing at their dealership Thursday, March 18, 2021 • 53% see digital retailing as deal generation – ‘the start of the deal’ 5:45 pm - 10:00 pm • 20% define digital retailing’s ‘relative finish’ as contracting and remote delivery Saturday, March 27, 2021 • 90% of say their websites are more transactional today than they were pre-pandemic. • 87% report that digital retail-initiated transactions have resulted in unchanged, or 9:45 am - 2:00 pm higher, PVR (profit-per-vehicle retailed) Monday, April 5, 2021 • 64% said they reduced total transaction times compared to the pre-COVID average 9:45 am - 2:00 pm • 38% reported a reduction of at least 30 minutes off the transaction time Monday, April 12, 2021 • 56% of dealers said that ‘process change’ was the most difficult aspect of transitioning 5:45 pm - 10:00 pm to a digital-first sales process • 23% said CSI scores improved with digital retail adoption Classes held at Sonesta Atlanta Northwest To download the full survey report "The Pandemic Drove a Great Leap Forward in Digital Galleria, Atlanta GA Retailing Adoption," visit elendsolutions.com/elend-2020-dealer-survey-report. To download the infographic, visit elendsolutions.com/infographic/great-leap-forward-in- FOR MORE DETAILS, VISIT: digital-retailing. n georgiacardealerlicense.com

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28 | GIADA Independent Auto Dealer MAR/APR 2021 welcome to GIADA Legal Resources Powered by Gregory Law, LLC Legal expertise from a business perspective.

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GIADA LEGAL RESOURCES

Here’s our monthly article on selected legal Corporation, National Credit Union Ad- the laws in our care.” Uejio added that it developments we think might interest the ministration, and state regulators issued an is now the official policy of the Bureau to auto sales, finance, and leasing world. This interagency statement on the steps they will supervise lenders with regard to the Mili- month, the action involves a whole host take to provide regulatory assistance and tary Lending Act. With respect to the Bu- of federal regulators: the Government Ac- countability Office, Office of the Comptrol- relief to financial institutions and their cus- reau’s focus on racial equity, Uejio stated ler of the Currency, Federal Reserve Board, tomers that have been impacted by the se- that he will ramp up investigations and Federal Deposit Insurance Corporation, vere winter storms in Texas. The interagen- exams addressing racial equity, noting that National Credit Union Administration, cy statement addresses issues concerning “fair lending enforcement is a top priority,” Federal Trade Commission and Consumer lending, operation of temporary facilities, and, “beyond fair lending, [the Bureau will] Financial Protection Bureau. compliance with publishing and reporting identify and root out unlawful conduct that As usual, our article features the “Case of requirements, Community Reinvestment disproportionately impacts communities of the Month” and our “Compliance Tip.” Act consideration, and investments. color and other vulnerable populations.” Note that this column does not offer legal advice. Always check with your lawyer to FTC Reports on 2020 ECOA Efforts. On On February 4, Uejio released a statement learn how what we report might apply to February 3, the FTC provided its annual he sent to staff in the Bureau’s Division you or if you have questions. letter to the CFPB summarizing its enforce- of Research, Markets, and Regulations ment actions, research and policy initia- (“RMR”) reiterating the policy priorities FEDERAL DEVELOPMENTS tives, and education efforts in 2020 related for the Bureau under his leadership and GAO Reports on Effect of Mandatory Ar- to the Equal Credit Opportunity Act. emphasizing a focus on the consumer experience. Uejio stated that he will rely on bitration Clauses on Servicemembers. On CFPB Acting Director Sets Forth His February 26, the GAO released a report on “RMR’s rigorous, routine internal reporting Priorities. On January 28, February 4, and on key market metrics like foreclosures, the effect of mandatory arbitration clauses February 10, the Acting Director of the in employment and consumer contracts on charge offs, auto loans, checking account CFPB, Dave Uejio, released a series of blog closures, and more. These metrics will help servicemembers’ ability to file claims and posts setting forth the new priorities for obtain relief for violations of the Uniformed [the Bureau] gauge the health of consum- the CFPB under his leadership, particularly er finance markets and guide [its] focus. Services Employment and Reemployment with regard to the Division of Supervision, Rights Act of 1994 and the Servicemembers [Uejio] will look to RMR for a robust re- Enforcement & Fair Lending, the Division search agenda that examines the impact of Civil Relief Act. The report also examines of Research, Markets, and Regulation, and the extent to which data are available to specific industry practices on consumers’ the Division of Consumer Education and daily budget and overall bottom line in or- determine the prevalence of mandatory ar- External Affairs. His two priorities include: bitration clauses and their effect on service- der to target effective policy interventions.” relief for consumers facing hardship due to Uejio also expects RMR to publish regular member claims. The GAO reviewed federal COVID-19 and racial equity. laws, court cases, and regulations, as well as research reports addressing COVID-19 agency documents, academic and industry Noting concern about the findings de- and racial equity and will assess prior reg- research, and articles on the claims process. scribed in the special edition of Supervi- ulatory actions to determine whether those The GAO interviewed officials from fed- sory Highlights on COVID-19 prioritized actions are in line with the current mission eral agencies, academic researchers, and a assessments, Uejio stated that an immedi- of the Bureau. In the near future, Uejio has range of stakeholders representing service- ate supervision and enforcement focus will asked RMR to take steps to: (1) prepare an members, businesses, attorneys, and arbi- be on “companies responsible for COVID analysis on housing insecurity, including tration firms. The GAO also identified and relief” and that, “[m]oving forward, the mortgage foreclosures, mobile home re- evaluated potential sources of data on ser- CFPB will take aggressive action to ensure possessions, and landlord-tenant evictions; vicemembers’ employment and consumer that regulated companies follow the law (2) prepare an analysis of the most press- claims collected by federal agencies and the and meet their obligations to assist con- ing consumer finance barriers to racial firms that administer arbitrations or main- sumers during the COVID-19 pandemic,” equity to inform research and rulemaking tained in court records. including imposing penalties if necessary. priorities; (3) explicitly include in policy proposals the racial equity impact of the State and Federal Regulators Issue In- Uejio stated that, during the next few weeks, policy intervention; and (4) resume data teragency Statement on Relief to Texas the Bureau “will also be reversing policies collections paused at the beginning of the Financial Institutions and Their Cus- of the last administration that weakened pandemic, including data collection under tomers. On February 22, the Office of the enforcement and supervision” and is “plan- the Home Mortgage Disclosure Act and the Comptroller of the Currency, Federal Re- ning to rescind public statements convey- Credit Card Accountability Responsibility serve Board, Federal Deposit Insurance ing a relaxed approach to enforcement of and Disclosure Act, as well as the previous-

30 | GIADA Independent Auto Dealer MAR/APR 2021 ly completed small business lending data CASE OF THE MONTH that it could not, as a matter of law, deter- collection and the ongoing PACE data col- mine that these ads were deceptive and, lection. Uejio has also asked RMR to: (1) Dealership’s Ads Violated TILA and the therefore, denied summary judgment on focus the mortgage servicing rulemaking CLA by Failing to Include Legally Re- these counts. Counts V and VI alleged on pandemic response to avert a foreclo- quired Credit Information: The Federal that the defendants’ advertising violated sure crisis when the COVID-19 forbear- Trade Commission sued several car deal- TILA and the CLA by failing to include ances end; and (2) to explore options for erships and their co-owners for violating legally required credit information. The preserving the status quo with respect to the Federal Trade Commission Act, the court granted the FTC summary judg- the qualified mortgage and debt collection Truth in Lending Act, the Consumer Leas- ment on these counts, finding that some ing Act, and corresponding regulations. rules. Finally, Uejio expressed his inten- of the defendants’ ads stated down pay- Since then, the dealerships settled their tion to protect small businesses’ access to ments but failed to include other required claims with the FTC and filed for bank- credit. information such as the terms of repay- ruptcy protection. The FTC moved for ment or the annual percentage rate. See On February 10, Uejio released a statement summary judgment on its claims against Federal Trade Commission v. Tate’s Auto he sent to staff in the Bureau’s Division of the co-owners, and the U.S. District Court Center of Winslow Inc., 2021 U.S. Dist. Consumer Education and External Affairs for the District of Arizona granted the mo- LEXIS 23088 (D. Ariz. February 5, 2021). (“CEEA”) again reiterating the policy pri- tion in part and denied it in part. Counts orities for the Bureau. Uejio expects CEEA I and II alleged that the defendants vio- COMPLIANCE TIP to double its efforts to ensure that the Bu- lated the FTC Act by telling customers reau engages with consumers who are suf- that they would submit accurate financial The Case of the Month deals with claims fering economically. He also emphasized information to finance companies but in- that the dealer didn’t disclose material the importance of consumer complaints stead inflated income and down payment limitations and exclusions in its adver- and the obligation of financial institutions information. The court denied summa- tisements and, that its advertisements vi- to provide substantive responses to such ry judgment on these counts. The court olated federal TILA and the CLA by not complaints. In an effort to address find- found that there was insufficient evidence including the required credit information ings by consumer advocates that dispari- to show that the defendants’ practice was in them. These topics raise a question or ties exist in some companies’ responses to likely to mislead customers, given evi- two. First, does your dealership have a complaints made by members of minority dence that some customers were aware policy regarding the preparation and re- communities, Uejio asked CEEA to pre- that their information was inaccurately review of your ads for compliance with fed- pare a report on such issues. Uejio also ported to finance companies and, in some eral and state law? Have your ads been asked CEEA to ramp up its efforts to pro- cases, complicit. Counts III and IV alleged reviewed by counsel to assure they comply vide information on housing protections that the defendants’ advertising misrepre- with the law? Perhaps, once again, it’s time to homeowners and renters financially sented or failed to disclose material infor- to call your lawyer? n impacted by the COVID-19 pandemic. In mation, in violation of the FTC Act. addition, Uejio directed CEEA to expand Eric ([email protected]) is a Partner in the Bureau’s social media presence and up- In particular, the FTC alleged that one ad- the law firm of Hudson Cook, LLP, Editor date the Bureau’s website so it is “more user vertisement with a $169 monthly payment in Chief of CounselorLibrary.com’s Spot De- friendly, focused on consumers’ rights, and was false, another group of advertisements livery®, a monthly legal newsletter for auto signals that in no uncertain terms, [the promoting a “Tires for Life” program did dealers and a contributing author to the Bureau is] on their side.” Finally, Uejio not disclose material limitations and ex- F&I Legal Desk Book. For information, directed CEEA to “[a]ggressively rebuild clusions, and a third advertisement offer- visit www.counselorlibrary.com. ©Coun- and repair [the Bureau’s] relationships with ing a $5,250 discount hid material infor- selorLibrary.com 2021, all rights reserved. consumer, civil rights, racial justice, and mation behind a fine-print disclaimer in Single publication rights only, to the Associa- tribal and indigenous rights groups.” a nondescript hyperlink. The court found tion. HC# 4812-0632-6750. It’s time to change your approach to F&I compliance WITH THIS SPECIAL OFFER... Subscribe to Spot Delivery and, at no additional charge, we will send you a copy of your choice of any of our legal compliance books, CARLAW, CARLAW II Street Legal or CARLAW III Reloaded.

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GIADA Independent Auto Dealer MAR/APR 2021 | 31 MONDAY Manheim Atlanta Houston Auto Auction Atlanta East Auto Auction 4900 Buffington Rd. 4599 Pio Nono Ave 2790 Hwy 78 College Park, GA 30349 Macon, GA 31206 Loganville, Ga 30052 404-761-9211 / 800-856-6107 478-788-6947 470-552-1032 Every Tuesday 12:30pm Wednesday 11:30am – Dealer [email protected] manheim.com Sale; Wednesday & Saturday aeautoauction.com 6:00pm – Dealer/Public Sale 6:00pm Dealer Sale Manheim Georgia haamacon.com 7205 Campbellton Rd IAA MACON Atlanta, GA 30331 IAA ATLANTA SOUTH 2200 Trade Dr. 404-349-5555 / 888-766-7144 1930 Rex Rd Macon, GA 31217 GM | GM Financial Closed Sale Lake City, GA 30260 478-314-0031 Tuesdays – Bi-Weekly at 12:30pm 404-366-2298 9:00am Mondays Open Sale, 9:30am 9:00am Wednesdays iaai.com manheim.com iaai.com

IAA TIFTON Rawls Auto Auction Manheim Atlanta 368 Oak Ridge Church Road 2818 Pond Branch Rd 4900 Buffington Rd Tifton, GA 31794 Leesville, SC 29070 College Park, GA 30349 229-386-2640 803-657-5111 404-762-9211 / 800-856-6107 9:30am Mondays 10:00am Dealer Sale Exotic Highline Event iaai.com GSA Sale Public & Dealers 4th Wednesday at 9:30am Call for Details; 8:30am Salvage Sale manheim.com rawlsautoauction.com TUESDAY Manheim Georgia America’s Auto Auction -Atlanta Vemo Auto Auctions, LLC 7205 Campbellton Rd 444 Joe Frank Harris Pkwy 441 Dunbar Rd. Atlanta, GA 30331 Cartersville, GA 30120 Warner Robbins, GA 31093 404-349-5555 / 888-766-7144 770-382-1010 478-449-3232 Fiat Chrysler Automobiles Closed 6:00pm Dealer Only Sale 4:00pm Sale Bi-Weekly 10:00am americasautoauction.com vemoauctions.com manheim.com

America’s Auto Auction – WEDNESDAY New Calhoun Auto Auction Jacksonville 417 Lovers Lane Rd. ADESA Atlanta 11982 New Kings Rd Calhoun, GA 30701 5055 Oakley Industrial Blvd Jacksonville, FL 32219 706-624-1944 Fairburn, GA 30213 904-764-7653 7:00pm Dealer & Public Sale 770-357-2277 5:00pm Dealer Only Sale newcalhounautoauction.com americasautoauction.com 10:00am Dealer Sale adesa.com Southeastern Auto Auction of Athens Auto Auction Savannah America’s Auto Auction - 5050 Atlanta Hwy 1712 Dean Forest Rd Greenville Bogart, GA 30622 Savannah, GA 31408 2415 Hwy 101 770-725-7676 912-965-9901 Greer, SC 29651 6:30pm Dealer & Public Sale 9:00amDealer Only 864-801-1199 athensautoauctionga.com southeasternaa.com 3rd Wed RV & Marine Sale, 9:00am Hwy 515 Auto Auction V.I.P. Auctions Unlimited americasautoauction.com 107 Whitepath Rd 4600 Browns Bridge Rd. Ellijay, GA 30540 Cumming, GA 30041 Augusta Auto Auction 706-635-1500 678-889-7776 1200 E. Buena Vista Ave 6:00pm Dealer Sale 2:00pm Dealer Sale N. Augusta, SC 29841 hwy515autoauction.com myvipauctions.com 800-536-3234 IAA ATLANTA NORTH 9:15am Dealer Sale 6242 Blackacre Trail NW 9:30am Last Wed of Month INOP THURSDAY Acworth, GA 30101 augustaautoauction.com Albany Auto Auction 770-975-1107 1421 Liberty Expressway SE 9:00am Tuesdays Carolina Auto Auction Albany, GA 31705 iaai.com 140 Webb Rd 229-435-7708 Williamston, SC 29697 5:00pm Dealer Sale 864-231-7000 albanyautoauction.net 10:00am Dealer Sale 9:00am Salvage Sale

AUCTION DIRECTORY AUCTION carolinaautoauction.com Augusta Auto Auction Oakwood’s Arrow Auto Auction Copart Auto Auction SATURDAY 1200 E. Buena Vista Ave. 4712 Flat Creek Rd 2568 Old Alabama Rd Houston Auto Auction N. Augusta, SC 29841 Oakwood, GA 30566 Austell, GA 30168 4599 Pio Nono Ave. 800-536-3234 770-532-4624 770-941-9775 Macon, GA 31206 Dealer & Public Sale, Thursday, 4:00pm Dealer 9:00am Dealer & Public Sale 478-788-6947 6:30PM oakwoodaaa.com copart.com Wednesday 11:30am – Dealer augustaautoauction.com Sale; Wednesday & Saturday Georgia-Carolina Auto Auction Rebel Auction Company 6:00pm – Dealer/Public Sale 884 East Ridgeway Rd AutoNation Auto Auction 1175 Bell Telephone Rd haamacon.com Commerce, GA 30529 Atlanta Hazelhurst, GA 31539 706-335-5300 2491 Old Anvil Block Road 912-375-3491 / 800-533-0673 Dealer only Wed, 3:30pm Ellenwood, GA 30294 2nd Thursday of Each Month OTHER AUCTIONS gcautoauction.com ACV Auctions 855-907-2622 9:00am Dealer & Public Sale Thurs. 2:00pm 800-553-4070 rebelauction.net IAA ATLANTA autonationautoauction.com 125 Old Hwy 138 CarMax Auctions South Georgia Auto Auction Loganville, GA 30052 Dealers Auto Auction of 888-804-6604 1407 Silica Rd 770-784-5767 Chattanooga Dealers Only Auctions – Albany, GA 31705 8:30am Fridays 2120 Stein Dr. For Locations, Dates & Times 229-439-0005 iaai.com Chattanooga, TN 37421 carmaxauctions.com 11:00am Dealer Sale 423-499-0015 IA A SAVAN NAH sgaauction.com Copart Auto Auction 9:00am Dealer Sale 348 Commerce Drive 6089 Hwy 20 dealersauto.com Savannah, GA 31326 Loganville, GA 30052 FRIDAY 912-826-1219 770-554-6366 IAA ATLANTA EAST America’s Auto Auction - Atlanta 9:30am Fridays copart.com 1045 Atlanta Hwy SE 444 Joe Frank Harris Pkwy iaai.com Winder, GA 30680 Cartersville, GA 30120 JJ Kane Auctioneers, Inc. 877-868-4544 770-382-1010 Manheim Georgia 678-840-4914 9:00am Thursdays 9:00am Dealer Sale, INOP 2nd & 7205 Campbellton Rd See web for sale dates iaai.com 4th Fri 8:00am Atlanta, GA 30331 jjkane.com americasautoauction.com 404-349-5555 / 888-766-7144 Manheim Atlanta Mobile Sales Online Public Auction.com 4900 Buffington Rd America’s Auto Auction - Call for Dates College Park, GA 30349 manheim.com 6728 Hwy 85 Ste C-2 Greenville Riverdale, GA 30274 404-762-9211 / 800-856-6107 2415 Hwy 101 South 9:30am Dealer Sale Rome Auto Auction 800-963-1672 Greer, SC 29651 onlinepublicauction.com Every Thursday 864-801-1199 / 800-859-3393 powered by Manheim 9:30am Salvage Sale 10:00am Car Sale 3824 Hwy 411 manheim.com Kingston, GA 30145 Ritchie Bros Auctioneers americasautoauction.com 2:00pm Fridays 4170 Highway 154 Manheim Georgia 470-339-2255 Newnan GA 30265 Charleston Auto Auction 7205 Campbellton Rd manheim.com 770-304-3355 651 Precast Lane Atlanta, GA 30331 Industrial Equipment Auction Moncks Corner, SC 29461 404-349-5555 / 888-766-7144 Tallahassee Auto Auction rbauction.com Closed Ford Factory Sale Every 843-719-1900 5249 Capital Circle SW Other Thursday, 10:00am 10:00am Dealer Sale Tallahassee, FL 32305 Turn Automotive Call for Toyota & Nissan sale charlestonautoauction.com 850-878-6200 866-887-6227 manheim.com 10:00am Dealer Sale turnautomotive.com bscamerica.com Weeks Auction Group, Inc. 2186 Sylvester Hwy. Moultrie, GA 31768 229-890-2437 Check website for dates and times weeksauctiongroup.com

GIADA Independent Auto Dealer MAR/APR 2021 | 33 NEW & RENEWED MEMBERS JANUARY/FEBRUARY 2021 Thank you for your support of the association! 1st Auto Leasing Brokers LLC Assurance Auto Group Big Red Car Co. Chris Brooks Motorsports Inc. 1st Classic Motors Inc. ATB & Associates Billy Poppell Inc. Christopher Constantin 1st Stop Auto Sale LLC Atco Auto Sales Bimmer Motor World LLC CIG Auto Brokers 247 Auto Sales Inc. ATL Motors LLC BJ Car Concept LLC Classic City Motorworks 4th Avenue Auto Sales, LLC Atlanta Auto Exchange Black Book Clean Car Auto Sales and 7th Day Auto Sales Atlanta Auto Max Inc. Blu Collar Auto Rentals LLC 85 South Motors LLC Atlanta Automotive Solutions Bonomi Inc. Clean Car Care A & L Auto Sales Atlanta AutoStar Boogie Brown Autos C-Links Auto Sales Inc. A to Z Motor World Inc. Atlanta Car Cruiser Boss Queen Auto Sales LLC Cobb Luxury Cars Inc. A Z Enterprises, Inc. Atlanta Carland Inc. Brantley Auto Sales LLC Coffey Automotive Group, Inc. A&D Auto Sales Inc. Atlanta Direct Auto Brarick Bridgers Coleman's Salvage & Used Car A&L Cars and Trucks LLC Atlanta Luxury Motors Broad Street Motors LLC Sales, Inc. A.K.T.N.T Help/Hand LLC Atlanta On Wheels LLC Brother's Auto & Truck Comfort Cars LLC A+ Prompt Tree Service Atlanta Prestige Motors Bulldog Truck and Equipment Community Auto Sales LLC A1 Car Brokers Inc. Atlanta REO Brokers Inc. Sales Community Cars Inc. Aaron Navarre Auto Sales Inc. Atlanta's Car Guy Butch's Auto Compass Auto Brokers LLC ABA Auto Sales LLC Auction Credit Buy Bye Motors LLC Competitive Price Auto Sales Abidek International Inc. Auctions Unlimited, Inc. Buy Here Pay Here USA Compton Global Enterprises Acceptance Auto Sales Inc. Augusta Motors Calhoun Auto Outlet Inc. Inc. Accessory Distributing by Auto Brothers LLC Caliber Automotive Group LLC Confesora Auto Sales LLC Kalloren Auto Connection of Georgia California Auto Sales Cook Automotive Group LLC Accurate Equipment Sales Inc. Auto Credit Sales & Rentals LLC Cannon's Auto Center LLC CorpAuto ACV Auctions Auto Data Direct, Inc. Canton Used Cars Inc. Cory's Classics, LLC AD Motors LLC Auto Deals, LLC Car Bliss LLC Courson's Paint & Body Shop Advantage Automotive Analytics Auto Fiesta Car Sales Plus Inc. Affordable Auto Brokers Auto Investment Group Inc. Car Solutions CPE America 1 LLC Affordable Cars Inc. Auto Sphere Car Stop, Inc. Creative OC Auto Sales AFM Motors Autobahn Service Center Inc. Carbucks Cristina Alston Ahl's Auto Sales Inc. Autoforte CarDoozy Crown Key Auto Brokers LLC Aleem Auto Sales Automotive Resource Carland Enterprise Inc. CSRX LLC Alex Automotive Connection LLC Carmex Auto Sales, LLC CU CarFinders, A Division of Alford Auto Sales AutoQuoter Carnections CURE, LLC Alfred Takyi Autos R Us LLC Cars Atlanta Curio Motorcars LLC Algarra Motors LLC Autothentic LLC Cars Cars Cars LLC D & R Auto Sales All Ride LLC Aveen Motors Carsmart Auto Sales D&J Walker Automotive Group Alliance Auto Sales & Finance Avis Car Sales LLC Cartersville Trucks LLC D3 Automotive Group LLC LLC Avis Rent A Car Systems LLC Carvana Daily Driver Network, LLC Alliance Group Auto Brokers AZ Motors Inc. CBJ Auto LLC Dan Smith Motor Co. Inc. Inc. Aztec Cars Inc. Centerpoint Auto Exchange LLC Davis Automotive Alliance Motors Inc. Ball Auto Sales Cesar Auto Brokers Dealers Auto Auction of Alpha & Omega Own, Inc. BAR Auto Sales LLC Champ Automobiles LLC Chattanooga, LLC Alto Auto LLC Barrow Motor Company Champion Auto Sales LLC Derrell Cooper Alvin Fouts Cars Inc. Bazile Auto Sales LLC Charles Williamson Auto Sales Dignity Star Auto Broker Inc. Amadou Jagne Beckham's Used Cars Inc. Charleston Auto Auction Discount Camper's RV's & Auto Antique Cars of Augusta Beelims Enterprise LLC Chase Automotive Wholesale Apex Motorsports LLC Bella Auto Sales Chattanooga Valley Used Cars Discovery Auto Sales LLC APS Motorsports Best Auto Sales Cherokee Truck Equipment LLC Dixie Rides LLC ASC Warranty Inc. Big Choice Auto Gallery LLC Chix Truck Sales LLC DNA Auto Sales LLC As-Is Motors LLC Big Dreams Auto LLC Choice One Automotive Inc. DNK Auto Sales LLC

34 | GIADA Independent Auto Dealer MAR/APR 2021 Doane Auto Sales Gold Stone Auto Sales, Inc. KamaKars LLC Downtown Motors Good Ride Auto Sales LLC Kar Go Dealers Doyles Quality Used Cars Goodwill Car Sales Karim Auto Sales Drew International Brokerage LLC Gordon Automotive Inc. KarKing Auto Sales Drive Rite Auto Sales GOV Auto Sales LLC Karsmart Duluth Auto Exchange Grana Resource Auto LLC Keener Auto Sales Easy Auto Credit Inc. Great Cars LLC Keepers USA LLC Econo Wheelz Great Cars of Georgia Kenneth Morgan Economy Auto Sales Inc. Greg Blanton Enterprises LLC Khemistry Auto Works & Sales Edwards Used Cars Inc. GT Auto Kiwi Auto Sales Efficiency Auto Buyers LLC H & P Auto-Salvage KNG Autos El Primo Auto Sales Inc. H & R Auto Broker Kosova Auto Sales Elanda Cordy Haris Auto Sales La Fleur Auto Group, LLC Elle's Miracle Motors LLC Harvey's South End Autos Lakay Transportation Elliott Rogers Heirlooms Inc. Lake Carroll Auto Sales Emad Auto Sales Henderson Auto World LLC Lakeshore Auto Sales Inc. Empress Autos, LLC HHM CPAs Leader Auto Sales LLC EquipX Highline Luxury Auto Sales LLC Leon Smith Erves-3 Enterprises LLC Holland Auto Group, LLC Los Paisanos Auto & Truck Sales, LLC Essex Auto Trader LLC Holmes Auto Sales LLC Lowery Brothers Motors Esso Motors Corp. Hon's Auto Inc. Lux Auto LLC ETR Truck Center, Inc. Horizon Rental Car.com Luxury Auto Innovations LLC Executive Level Auto Huntmyride.com M & K Auto Brokers Extreme Cars USA LLC HWY 80 Auto Sales M v M Autos LLC EZ Waze Auto Group LLC I-75 Auto Sales M3C Automotive Group Faris Auto Brokers Inc. IB Junior's Motors Malak Auto Sales LLC Farmview Motorsports Icon 360 Auto Sales LLC Malones Automotive Inc. Fayette Auto Sales I-Deal Autos LLC Malvin's Used Auto Sales Inc. Finesse Custom Auto & Sales Immortal Motor Inc. Mantz Auto Sales Fisk Auto Sales Inc. Import Auto Sports Sales Mark Levy Auto Center Inc. Fleming Auto, LLC Import Car Connection Marvelous Motorcars LLC Fletcher Auto Sales Inc. Infinity Auto MAS Auto Sales LLC Follyd Concept LLC Inga Auto Center Inc. Massive Auto Brokers Inc. Forbes Auto LLC Insignia Motorcars, LLC Mateen Auto Camp, LLC Four-D Inc. Integrity Used Cars Matthews Garage Inc. Frankbryan Auto & Logistics LLC Interstate Auto Brokers Inc. Maxx Consulting Firm LLC Friendly Auto Gallery Interstate Equipment Co. Inc. MB Auto Care Frontline Auto Brokers IPP Motors LLC MBM Auto Sales Inc. G&M Auto Sales Irum And Sons Auto McAbby-US LLC Garcia's Used Cars It's Time To Ride LLC McCarty Auto Sales Gary Motors J & J Auto Source LLC McDaniel Used Auto Sales LLC Gene Ross Auto Sales Inc. JASA Auto Sale McGhee Auto Sales Inc. Genuine Auto Sales LLC Jawaja Auto Sales Inc. McLeod Auto Company LLC Georgia Automotive Group Jay Perrin MGM Auto Georgia Car Shop Jefferson Capital Group, LLC MHC Truck Source, Inc. Georgia Certified Motors Jehovah Unique Cars Mi Carro Auto Sales Inc. Georgia Insurance Associates, Inc. Jenco Sales Inc. Michael Maroun Georgia-Carolina Auto Auction Jerusalem Autos & Logistics LLC Microbilt Corp. Gerardo Arteaga Jesse's Auto Sales Midtown Auto Brokers GG US Family Towing LLC Johnson Used Cars Inc. Midtown Motors Gibson Used Cars Jonathan Hernandez Mighty Motors Global Imports Auto Sales 2 LLC Joseph Polite MJA Auto and Dismantling Services LLC Glorious International Autos Judy's Southern Auto LLC MND Auto Brokers LLC GM Motors LLC Just For Fun Auto Sales Modern Image Customs LLC Go Auto Sales LLC K & L Auto Sales, Inc. Moise Auto Place LLC Goat Motors LLC Kahler Auto Sales, LLC Monroe Auto Service

GIADA Independent Auto Dealer MAR/APR 2021 | 35 Montaque Trading Ltd. Co. Ride Time Inc. TexCap Financial, LLC Moore Truck Sales LLC Right Choice Motors That Auto Sales Mountain Motors Rite Brokers Auto Sales LLC The Body Shop Move Something Autos Riverside Car & Truck Sales Inc. The Golden Rooster LLC MTZ Automotive LLC Robert Dunbar The MDB Motor Company Inc. My Auto Center Robert Hutson Imports, Inc. The Prestwick Sales and Leasing Group LLC My EZ Auto Sales, Inc. Rogel Automotive LLC The Wrangler Ranch LLC Nacarato Truck Center Roy Olaitan Thomas Phelan Nick J's Auto Repair Royal Auto Center LLC Tillman Motors LLC North Atlanta Auto Sales, LLC S & D Auto Sales LLC Tito's Auto Sale Olsen Motors LLC S & S Motors Top Notch Luxury Motors LLC Omar Molinar SA Recycling Top Shine Auto Sales, LLC Omni Grand Auto Sagon Trucks & Equipment Town & Country Auto Brokers & Collision OneDrive AutoBrokers LLC Salgado Auto Sales Center Inc. Optimum Motors Savannah Classic Cars Townsend Used Cars LLC Organization Name Savy Motors TR1 Auto Broker Osarenmwinhia Odiase ScoreNavigator Inc. Transport Equipment Co. Oscar Hernandez Secure One Auto Services LLC Travis Chester Owens Auto Sales Inc. Select Enterprise Auto Triple R Motorsports LLC P C & Company Sales Inc. Select Luxury Cars Truck Town, Inc. Paradise Automotive LLC Selective Imports Auto Sales Try Some Wheels Paragon Auto Group LLC Sell Em All Motors Inc. TSS Sales LLC Parkway Pre-Owned Motors LLC Sellars Motors Inc. Tucker Auto Broker LLC Paul's So Easy Auto Sales, Inc. Seventh Automobile Brokerage, LLC Uni Auto Sales LLC Payday Auto Sales LLC Shemeka Maddox Universal Auto Sales Group LLC Peachtree Planning Auto Dealer Services Sierra Value Cars Unlimited Car Cares LLC Group Simply Autos Unlimited Cars Sales Penske Truck Leasing Co./Penske Used Simpson & Simpson, LLC Unstoppable Auto Sales Trucks SKF Autos LLC Urban Auto Sales Peoples Financial Valdosta Skye Auto Broker LLC V & V Auto Center Inc. Phenomenal Auto Center LLC SLJ Auto Brokers Inc. Valdosta Used Cars Inc. Pierce County Auto Smart E Auto Brokers, LLC Valley Auto Sales Pinnacle Exotic Motors and Rentals, LLC Smart Truck and Auto Sales, LLC Vann's Auto Mart Plain View Logistics LLC Smartway Auto Sales & Rentals LLC Vector Payments P-N-P Auto Sales LLC Smith & Company Automotive Sales, LLC Vehicles Sales & Leasing Inc. Posada's Truck SMT Motors LLC VEMO Auto Auctions Power Play Auto Brokers Southeastern Automotive Remarketing Vintage Motor Cars LLC Precision Motor Sports, LLC Southern Auto Exchange Inc. VIP Auto Motors, LLC Preferred Auto Group Inc. Southern Pride Auto Sales Vroom Automotive Group, LLC Prestige Auto Exchange Speed Auto Sales W & J Autos LLC Prince Carter Automotive, LLC Spinnaz LLC White's Automotive Center Inc. Princeton Motorcars LLC Spivey Auto Sales LLC Whites Used Cars Pristine Cars & Trucks Inc. St Don Dammy LLC William Chao Quality Auto Sales Stephens Truck Center Inc. Williams Used Cars R & R Motorsports Studio Auto Sales LLC Winchester Paint and Body Inc. R.O.E.W Auto Brokers LLC Style Financial Acceptance Company LLC WM Automotive LLC Rachel Sylvia Superior Auto Sales Womack Auto Sales Ramirez Auto Sales Inc. Supreme Autos of Georgia Woodstock Auto Brokers Rapid Auto Sales SYL Auto Broker Woody Folsom Overflow Ray's Cars Inc. T.L. Automotive LLC XGA Auto Sales Reinaldo Jesus Reyes Serrano Tanzo Motors LLC Xtreme Auto Motors, LLC Reliable Ride Solutions Taylor Auction Young's Automotive REPAY TDJ Auto Sales Your Ideal Auto Sales, LLC Repo King LLC Terd Ferguson Auto Sales Inc. Zeb's Automotive Repair & Sales, LLC Rhode Auto Sales Terra Automotive LLC Zippy Freight Truck Sales LLC

36 | GIADA Independent Auto Dealer MAR/APR 2021 GIADA STAFF

Meet the GIADA Staff

Amy Bennett Alan Gniadek Susan Strickland Edgar Higuera Deborah Adams EXECUTIVE COMPTROLLER OFFICE MANAGER DEALER TOPS COORDINATOR DIRECTOR [email protected] [email protected] CONSULTANT [email protected] [email protected] [email protected]

Donny Carroll Amanda Evans Sherri O'Cane Kristi Felshaw Gia Short MEMBERSHIP DEALER TITLES & IMAGING ETR SUPERVISOR TITLE SPECIALIST COORDINATOR CONSULTANT CENTER SUPERVISOR [email protected] [email protected] [email protected] [email protected] [email protected]

Lauren Carter Stephanie McDonald Pam Parks Michelle McConnell Breonna Clemons TITLE SPECIALIST TITLE SPECIALIST TITLE SPECIALIST MARKETING & FRONT DESK [email protected] [email protected] [email protected] SOCIAL MEDIA RECEPTIONIST COORDINATOR [email protected] [email protected]

GIADA Independent Auto Dealer MAR/APR 2021 | 37 Georgia Independent Automobile Dealers Association 6903 Oak Ridge Commerce Way SW Austell, GA 30168 PAID PRSRT STD U.S. Postage U.S. Permit No. 333 No. Permit Statesboro, GA Statesboro, Return Service Requested