IN AN AGE OF RAPID CHANGE, FOCUS ON THE BASICSStart by Evaluating Your Value Proposition BY CHET HEUGHAN

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PAIDDALLAS, TEXASPermit No. 2079

COLLECTION & PAYMENT PROCESSING TRENDS

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Dealer NewsR E P R E S E N T I N G A L L A U T O , T R U C K , T R A I L E R , R V A N D P O W E R S P O R T D E A L E R S O F O R E G O N

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FEATURE STORY

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More States Offer EV Charging

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Additional Weather Stations, Cameras Planned for Douglas County Highways

Motorists traveling along Interstate 5 in Douglas County and on other Southern Oregon roads will soon be able to plan out their routes more thoroughly with the upcoming installation of new weather stations and road cameras.

The weather stations and cameras are hooked up to the Oregon Department of Transportation’s TripCheck website, which features updated information about road and travel conditions.

People can go online to see images of the road, with time, direction, elevation and milepost, as well as road closures and weather, accident or construction warnings. The weather stations provide information such as temperature and wind speed. The site relies on hundreds of weather stations and roadside cameras to gather information.

“That’s one of the most popular services that we provide the

public. A lot of people get on TripCheck when they’re planning a trip, check out the cameras and check out the weather conditions,” Douglas County ODOT spokesman Dan Latham said.

Construction crews have already begun installing full-data sites, including cameras and pavement-temperature sensors along I-5 at Canyon Mountain near Milepost 90, just south of Canyonville, and at Rice Hill near Milepost 147.

Four other sites in Douglas, Coos and Jackson counties will include a camera and pole-mounted atmospheric-data collection system: Wells Creek Road on Highway 38 near Milepost 18; Bullards Bridge on Highway 101 near Milepost 259 at Bandon; Central Point on I-5 near Milepost 33; and Union Creek on Highway 62 near Milepost 52.

Currently, there are about 50 cameras and an additional 20 weather stations in Southern

Oregon hooked up to the TripCheck system.

Latham said there are about a dozen weather stations in Douglas County and most have cameras. There are cameras situated near Elkton at the junction of Highway 38 West and Highway 138; I-5 Exit 162; Marvin Hill on Highway 138; two on Garden Valley Boulevard in Roseburg; the junction of Highway 42 and I-5 at Milepost 120; in Reedsport, Diamond Lake, Myrtle Creek and north of Glendale.

“Most of these areas are areas where we have had trouble with weather,” he said.

Most mountain passes have weather stations and cameras because they’re more treacherous to travel through and prone to vehicle accidents, Latham said. The pavement sensors help give drivers an idea of how icy the roads are or if there’s snow, allowing drivers to plan ahead.

The cameras and weather stations also allow ODOT maintenance crews to monitor road conditions and respond quickly as issues arise.

“We can get the plows out there or take some other action to make it a little safer,” Latham said.

ODOT has used TripCheck since May 2000. Cameras have been gradually added through the years as funding has become available.

This most recent project began in December and will likely run through March. The cameras may take a month or two after they’re installed to get online. Most of the construction will take place in the medians, though motorists can expect lane and shoulder closures from time to time.

Construction will bounce between the different locations for the duration of the project. The total cost of the project is about $680,000.

WEBSITE PROVIDES ROAD AND TRAVEL CONDITIONS BY JESSICA PROKOP, NRTODAYDOT NE WS

More States Offer EV ChargingDuring the past few years,

several models of plug-in electric vehicles (PEVs), including battery electric vehicles (EVs) and plug-in hybrid electric vehicles (PHEVs), have been introduced in the light-duty vehicle market.

PEVs are limited by driving range, which is related to battery capacity, and can usually travel between 60 and 200 miles before recharging. Therefore, charging infrastructure is crucial to the success of these kinds of vehicles. To address this issue, states have established plans to promote the development of infrastructure through financial incentives for the building of new public and private recharging facilities.

In 2008, Washington and Oregon established plans to facilitate PEV travel by installing recharging stations at convenient intervals on major travel corridors, including along Interstate 5, the main north-south highway that runs from Canada to Mexico. Each station contains one 480-volt direct current

(DC) fast charger and one 240-volt Level 2 charger. Fast chargers take 15 to 30 minutes to charge a vehicle’s battery, while Level 2 chargers take about 4 hours.

Fast chargers are now located every 25 to 50 miles along the 585 miles of I-5 running through Washington and Oregon, as well as along other major routes in these states. Oregon also offers a tax credit for the installation of charging stations, valued at 25 percent of the cost for residences and 35 percent for businesses.

Washington and Oregon now have about 5 percent and 4 percent, respectively, of the nation’s total public charging stations, despite having only about 2 percent and 1 percent of the nation’s total light-duty vehicles. From March 2012 through April 2014, PEV drivers recharged 17,917 times in Washington and 18,522 times in Oregon, mostly using fast chargers. Total kilowatt hours consumed was also similar: 154,881 in Washington and 153,256 in Oregon.

California also plans to add charging stations along its length of I-5, extending what state governments have called the “West Coast Electric Highway” all the way to Mexico. At this point, California has focused its efforts on building charging infrastructure around its major cities. The state currently has more than one-fifth of the U.S. public charging stations.

WEST COAST LEADING WAY IN BUILDING RECHARGING FACULTIES

INDUSTRY WATCH

FAST CHARGERS ARE NOW LOCATED EVERY 25 TO 50 MILES ALONG THE 585 MILES OF I-5 RUNNING THROUGH WASHINGTON AND OREGON, AS WELL AS ALONG OTHER MAJOR ROUTES IN THESE STATES.

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EQUIFAX PLATFORM

AIDS 3RD PARTY VERIFICATIONS

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WHAT’S NEWNIADA Announces 2015 CMD ScheduleCLASSES ACROSS THE COUNTRY

The Certified Master Dealer program is one of the industry’s most respected training programs. NIADA recently announced its schedule for CMD classes in 2015. Class locations include Harrisburg, North Carolina; Reynoldsburg, Ohio; Lakewood, Colorado and Dallas, Texas.

For more information visit www.niadaeducation.com or contact Georgia Brown at georgia@niada.com or 800-682-3837.

ADVERTISERS INDEXBRASHER’S NORTHWEST AA ......IBCBRASHER’S PORTLAND AA....BACK COVERDAA NORTHWEST/SEATTLE........ IFCMANHEIM.COM .....................5NEXTGEAR CAPITAL ............... 11TRUECAR ............................7VAUTO...............................9

OFFICEOregon Independent Auto Dealers Association 1475 Capitol St. NE Salem, OR 97301800-447-0302

NIADA HEADQUARTERSNATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATIONWWW.NIADA.COMWWW.NIADA.TV2521 BROWN BLVD.ARLINGTON, TX 76006-5203 PHONE (817) 640-3838FOR ADVERTISING INFORMATION CONTACT: TROY GRAFF (800) 682-3837 OR TROY@NIADA.COM.OIADA Dealer News is published 12 times per year by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203; phone 817-640-3838. Periodicals postage paid at Dallas, TX and at additional offices. POSTMASTER: Send address changes to NIADA State Publications, 2521 Brown Blvd., Arlington, TX 6006-5203. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of OIADA Insider or the National Independent Automobile Dealers Association. Likewise, the appearance of advertisers, or their identification as members of NIADA , does not constitute an endorsement of the products or services featured. Copyright © 2015 by NIADA Services, Inc.

STATE MAGAZINE MGR./SALES Troy Graff • troy@niada.comEDITORS Jacinda Timmerman • jacinda@niada.comAndy Friedlander • andy@niada.comMAGAZINE LAYOUT & GRAPHIC ARTISTChantae Arrington • chantae@niada.com ART DIRECTOR Christy Haynes • christy@niada.comPRINTING Nieman Printing

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Inside

PRESIDENT Gary SargentSargent’s Motor Sport

EXECUTIVE VICE PRESIDENTTommy Wilson JrTommy Wilson Motors

1ST VICE PRESIDENTSiamak LoftiSiamak’s Car Company

TREASURERGary BrooksBrooks Motors

SECRETARY Jim WeaverCredit Union Auto Broker

OIADA 2015 Board of Directors

COLLECTION & PAYMENT

PROCESSING TRENDS

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Community Service Award Nominations Open

Once again this year NIADA and Manheim are teaming up to honor independent vehicle dealers who have dedicated themselves to helping their communities.

Nominations are being accepted through April 1 for the 2015 NIADA/Manheim National Community Service Award. The winning dealership, which will be announced in June at the NIADA Convention and Expo in Las Vegas, will receive $5,000 from Manheim for the dealership’s chosen charity.

In 2014, the award was presented to Members Auto Choice of Lawrenceville, Ga., and $5,000 was donated to Concerns of Police Survivors (C.O.P.S.), the dealership’s charity of choice.

Members Auto Choice, owned by Michelle Groover and Dan Stryzinski, has raised thousands of dollars by cooking and selling barbecue at events around North Georgia. The money raised is donated to a wide variety of area charities, including the Athens Community Council on Aging, Children’s Miracle Network, C.O.P.S., Gwinnett County Public Schools, Meals on Wheels, Relay for Life, Ronald McDonald House Charities, The Salvation Army, Shriners Hospitals for Children, Toys for Tots and The Will to Live Foundation.

If you know of a dealership that makes an extra effort to give back to its community, let us know. Nominations will be accepted from individuals, community organizations, agencies, vendors or dealerships. The nomination form and additional information are available at www.niada.com/community_award.php.

For more information, contact Georgia Brown at 800-682-3837 or georgia@niada.com.

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Equifax Launches Platform to Aid 3rd Party VerificationsEquifax unveiled its newest

technology platform during the recent National Automobile Dealers Association convention. Equifax said AutoConnect can enable partners to deliver credit, marketing, risk and verification solutions seamlessly to their clients.

“AutoConnect will help partners pursue opportunities across all segments of the automotive ecosystem,” said Kathi Mehall, vice president of technology for automotive services at Equifax.

“It uses auto-specific APIs (application programing interfaces) based on the Standards for Technology in Automotive Retail (STAR) to help streamline partners’ implementation and deployment of Equifax data and services,” Mehall continued.

With the automotive industry experiencing significant growth and evolution in the consumer online shopping experience the last several years, Equifax explained that it’s making this crucial investment to deliver a platform as well as capabilities that allow partners to

quickly deliver the next generation of solutions to their customers.

Recent partner CreditMiner, a consumer qualification solution provider, announced it will be leveraging Equifax real-time technology platforms and data to empower delivery of their products.

“CreditMiner is committed to providing automotive retailers with transparent and financial-driven solutions that allow dealers to increase profitability and decrease exposure to compliance burdens and potential violations,” said Don O’Neill, vice president of sales and marketing at CreditMiner.

“Equifax is a trusted brand and is renowned for innovation,” O’Neill continued. “We are excited to partner with their automotive team and look forward to delivering on our commitment to our customers.”

Equifax also mentioned AutoConnect can provide third parties access to unique data from the company, such as verification of income and employment, which is accessible through an API designed for the auto industry. Equifax

vice president of marketing for automotive services Scott McMahon stressed this availability can open up new opportunities for partners who deliver solutions to dealers, lenders and OEMs and help to propel their business forward.

“Innovative and secure, the AutoConnect platform will be a cornerstone of all our auto marketing solutions – including the ones we have launched and those that we are developing for future deployment,” McMahon said.

“Our ongoing investment in AutoConnect will enable growth for our partners’ business, with particular focus in the upfront marketing, online and consumer qualification space.”

Equifax Expands Automotive Team

In other company news, Equifax recently expanded its automotive services team. Industry professionals Angelica Jeffreys and John Giamalvo joined Equifax to add decades of real-world automotive

expertise to an already seasoned team of industry veterans. Jeffreys came on board as vice president and automotive dealer leader and Giamalvo is now vice president of dealer services.

“Expanding our team is a direct reflection of both our successes in 2014 and our continued commitment to support the automotive industry, and we plan to stay in lock-step with the market’s upward trajectory,” said Gary Hughes, general manager of automotive services at Equifax.

“Automotive Services at Equifax is dedicated to finding innovative ways to solve for real-world pain points – because our auto solutions are built by auto people who have spent their careers working directly in the business,” Hughes continued. “We expect 2015 to be an even stronger year for auto and we’re confident that with Angelica and John’s extensive backgrounds, our auto business will have the best tools and consumer insights needed to succeed in a highly competitive market.”

QUICKLY DELIVERS THE NEXT GENERATION OF SOLUTIONS BY SUBPRIME AUTO FINANCE NEWS STAFF

PRODUCTS & SERV ICES

4 Collection & Payment Processing Trends to WatchBillingTree offered four trends

the payment processing solutions provider thinks will impact the industry in the coming year.

The projections cover a wide array of elements auto finance executives might or might not already see on their radar, as well.

Payments really are going mobile.

BillingTree indicated that in North America, the number of mobile transactions has almost doubled since 2013 to 17 percent of all transactions. The company mentioned 1 million people signed up for Apple Pay in the first 72 hours after its October launch.

BillingTree mentioned Google Wallet, which has been in the marketplace since 2012, has also come to the forefront of consumer thinking.

“Payment processors and collectors must incorporate mobile payment options for an increasingly mobile customer base in 2015,” the company said.

EMV is coming.

In October, officials noted the liability shift of Europay, MasterCard and Visa (EMV) will take place in the U.S. They explained this mandate means any company that processes card payments is required to offer a chip-and-PIN payment system – or risks being liable for counterfeit fraud.

Europe rolled out EMV in 2004, switching liability to merchants in January 2005. Now 10 years later the U.S. is using the same approach to convince merchants to leave magnetic swipe behind.

“Compliance remains a strict requirement for merchants switching to EMV and PCI DSS will continue to be an important consideration after making the move to the new payment method,” BillingTree said.

Tokenization.In explaining what BillingTree

described as “the combat fraud king,” Visa chief executive officer Charles Scharf recently told attendees at the Bank of America Merrill Lynch 2014 Banking & Financial Services Conference

that tokenization is “the single biggest change that’s been made in payment networks easily over the past 15 or 20 years.”

With the emergence of new payment options such as EMV and mobile, BillingTree contends there will be fresh concerns about fraud prevention.

“But tokenization is the combat fraud king, covering a range of payment channels targeted by fraudsters – card present, card not present and mobile,” BillingTree said. “2015 will see big players like Visa and MasterCard pushing their tokenization services to payment processors of all sizes – incorporating a range of emerging payment methods.”

Goodbye passwords. Hello biometrics?

BillingTree acknowledged iris scanners and fingerprint readers might seem more suited to espionage movies than the payment processing industry. But if Visa and MasterCard have their way, BillingTree said both could soon

BILLINGTREE PROJECTS UPCOMING TRENDS BY SUBPRIME AUTO FINANCE NEWS STAFF

F& I MAT TERS

become commonplace.“These innovative technologies

are known as biometrics. Plans are in place for current online authentication systems such as MasterCard SecureCode and Verified by Visa to possibly be phased out in the near future,” BillingTree said.

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Equifax Launches Platform to Aid 3rd Party Verifications

4 Collection & Payment Processing Trends to Watch

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We are surrounded by distractions on a daily basis. If we are to believe the media, one day the economy is tanking, the next the economy is thriving. Everything is shifting to mobile and we are all way behind the curve in adjusting dealer practices to accommodate new trends.

You get the idea. The net result is that these extreme examples take our focus away from where it should be. In reality, the key to long-term success in any business is to maintain a focus on the basic question around the value you are delivering to the customer.

This is certainly true for independent auto dealers. With this central question guiding your actions, you may constantly reevaluate your basic value proposition to ensure you are delivering the products and services your customer needs in a way that is still relevant.

What does this mean?

Let’s start with the automobiles themselves. Do you have the right mix of cars versus trucks, full size versus

compacts, and are you carrying inventory that runs across

different price points? Just because historically you sold more trucks than cars doesn’t mean that same mix will produce the same result in the future. Keeping up to date on the demographics of your area and the traffic surrounding your dealership can help you make decisions on which vehicles you

should keep on the lot. Another treasure trove

of information can be found in your dead deal

files. Many deals die because you simply did not have the

right vehicle on the lot to fit the customers’ needs, or the client couldn’t meet the requirements of the lender, such as a max payment amount. Consider factors such as fuel prices. We all know that when fuel prices are high compact vehicles with better gas mileage tend to sell faster and with better margins.

Another play you will want to strongly evaluate is your online presence. Facebook and Twitter can give you great feedback, but what about your website? Do you check it regularly to make sure it’s operating correctly? Can customers find the information they’re looking for and is it readily available? Do you have checks in place to make sure all the links within your website work correctly on a weekly basis?

Making sure customers can shop for vehicles and financing 24/7 is a must. One of the best ways to increase sales is to make sure you are accessible to the customer around the clock. The only way to do that is with a working website that offers customers the opportunity to browse your inventory, ask

questions and apply for credit any time, day or night.

So once you establish that you have the right vehicles and a great sales and distribution model, what’s missing? The right people can make or often break your business. Hiring top performers is not a luxury anymore. It’s a critical necessity in a small dealership. Having someone who can not only deal with problems but can identify opportunities to grow your business is a must.

It all starts with hiring the right people. Not only should you be checking past employer references and personal references, but also checking with some of your lenders and vendors. This will help you identify top performers or potential problems. Being comfortable with technology is a must.

Having an employee that has great relationships with your vendors and lenders is just as important as having an employee that can post great sales results each month. We all know that the right relationships can make or break your business.

Create the right compensation plan. Making sure that your compensation plan supports the behavior and actions that drive your business goals is essential. It’s important not to create plans that inadvertently put your employee or your business at a disadvantage.

If you do not properly evaluate the plan, your sales team will subsequently exploit every hole in the plan to their benefit. Remember the sales plan you lay out for your employees drives their behavior, not what you tell them in a sales meeting.

Customer feedback is a great tool. If you are not completing post sale surveys with your customers you are passing up a great opportunity to learn more about your business and how to make it better. Many large dealerships pay thousands of dollars to consultants for information that could otherwise

START BY EVALUATING YOUR VALUE PROPOSITION BY CHET HEUGHAN

In an Age of Rapid Change, Focus on the Basics

be obtained through a simple five-minute survey from each customer.

Online services like Survey Monkey make creating and distributing surveys simple and seamless. Interpreting the data from your surveys can help you determine if you have the right employees with the right attitude for long-term success or if you’ve hired people who just want to exploit each customer for the maximum dollar amount benefit and move on to the next dealership.

Living in the age of the Internet and smartphones, the rate of change is growing exponentially. The need to constantly re-evaluate your business has also grown. Understanding the most basic elements of your value proposition – the very points at which your sales and distribution methods impact your customer – is a great place to start.

CHET HEUGHAN IS DIRECTOR OF APP ONE RISK MITIGATION SERVICES, INDIRECT LENDING FOR WOLTERS KLUWER FINANCIAL SERVICES. FOR MORE INFORMATION, VISIT WWW.WOLTERSKLUWERFS.COM.

DE ALER BEST PRACT ICES

LIVING IN THE AGE OF THE INTERNET AND SMARTPHONES, THE RATE OF CHANGE IS GROWING EXPONENTIALLY. THE NEED TO CONSTANTLY RE-EVALUATE YOUR BUSINESS HAS ALSO GROWN. UNDERSTANDING THE MOST BASIC ELEMENTS OF YOUR VALUE PROPOSITION – THE VERY POINTS AT WHICH YOUR SALES AND DISTRIBUTION METHODS IMPACT YOUR CUSTOMER – IS A GREAT PLACE TO START.

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The past year has been extremely active on the regulatory compliance front in the automobile sales and financing industry. In addition to actions by the Consumer Financial Protection Bureau, the Federal Trade Commission continues to take enforcement actions against dealers. The FTC’s activities in 2014 were likely just an indicator of what will continue throughout the coming year.

The mission of the Federal Trade Commission is to work on behalf of consumers to recognize and stop fraudulent, deceptive and unfair business practices. Given the increased focus on auto dealer practices, it is a good time to review internal processes to ensure compliance with relevant rules and laws that exist to ensure dealers represent financing and leasing terms accurately and clearly through any advertising efforts, from television and print to social media.

Here are five key tips you will want to consider to avoid fraudulent, deceptive and unfair advertising practices.

Promotional Half-Truths“Nothing down!” “Everyone qualifies for credit!” “Get out of your lease for $1!” All of these promotions and, of

course, many more have been criticized by regulators in the last few years for not being truthful. In the last example, which is one of the most recent, an auto dealer settled with the FTC after facing an enforcement action that charged it used deceptive ads to promote the sale and lease of vehicles. This specific case cited violations of Consumer Leasing Act, Regulation M, Truth in Lending Act and Regulation Z provisions of misrepresenting material costs.

In other words, presenting “just part of the story” in an advertisement won’t fly with regulators. Your dealerships should confidently advertise the special credit and incentive offers you are able to extend to customers, as long as you can demonstrate that claims like these are completely true, and true in

every case.Details in Fine PrintWhen considering the

requirement you include the “full story” in any ad, remember if there are any exceptions to your promotions to make them prominent. Any advertising that offers enticing prices, lease or finance terms, and promotions, and then uses small text to add caveats or limit the headline offer should be avoided.

In another real example from late last year, FTC action against several dealerships and their advertising company noted violations for frequently focusing on only a few attractive terms in the ads while including details and exceptions in fine print, through distracting visuals or with rapid-fire audio delivery. Ads were called out for promoting low monthly payments or attractive annual percentage rates and finance periods while concealing other material items, such as the fact that the low payments were actually for leases, not sales; major limits existed on who could qualify for discounts; and offers included significant added costs. The qualifications and limitations should be prominent so your target audience clearly understands the terms.

Truth-in-Lending Advertising Requirements

The Truth-in-Lending Act and Regulation Z (12 CFR 1026.24) require specific disclosures be given certain levels of prominence when triggering terms, such as “finance charge,” are used. One of the highest fines recorded last year was for an advertisement failing to display credit disclosures “clearly and conspicuously,” as required by the TILA.

All promotions should be reviewed for these advertising disclosure requirements by your compliance department. Responsibility ultimately falls with your dealership. Don’t assume that your marketing firm or advertising agency knows the specifics of these requirements. Penalties for enforcement actions have not been lessened in any

recent cases due to claims of lack of awareness of the rules or by shifting responsibility to the advertising agency.

All Forms of MediaConsider all the forms of media

distribution you are using for your promotions. In addition to print and TV advertisements, ads on websites, Facebook, Twitter and other social media outlets are subject to scrutiny. In many cases ads are being communicated in English and in other languages in local and regional media. Make sure all promotions in all languages and forms of media are following the same guidelines.

It’s important to understand what constitutes examples of misleading ads and acceptable ads for various forms of media. What might make sense in a print ad for a newspaper likely won’t work in a Twitter campaign without significant adjustment. Your compliance department

DON’T RISK YOUR DEALERSHIP’S REPUTATION BY CHIP ZYVOLOSKI

Five Tips for Avoiding Fraudulent, Deceptive and Unfair Advertising Practices

should be well-versed in how to apply state and federal advertising rules to various media, including how to properly make discount claims, specific rules for email advertising, claims related to “green marketing,” Internet advertising, satisfaction guarantees and the list of various disclosure “trigger” terms.

Reputational RiskAdvertising is subject to

regulatory-compliance review and risk, but the bigger risk may be to your business’s reputation. Nothing is more important to the long term success of your business than your reputation with the public. Beyond any potential enforcement actions, your dealership may suffer an even greater loss if you develop a bad reputation when potential customers are disappointed or feel deceived upon finding out that advertised deals are less than expected.

Fines and citations can be paid for and resolved, but it is difficult, even impossible sometimes, to restore public trust that has been damaged.

SummaryWe have seen over 20

enforcement actions in the indirect auto lending industry in recent years by the FTC in an effort to protect consumers.

Advertising requirements exist at the federal as well as the state or local level, and these rules can vary significantly. Any legal review of your advertising should consider the full scope and breadth of rules that may apply. Making sure advertisements are in compliance with the full spectrum of rules and laws to which your dealership is beholden is part of the relationship you should have with your legal counsel.

Beyond the steep cost of any penalties, perhaps the most important consideration is that the reputation of your dealership is ultimately at stake. And that’s not something you want to put at risk. CHIP ZYVOLOSKI IS A SENIOR ATTORNEY FOR INDIRECT LENDING AT WOLTERS KLUWER FINANCIAL SERVICES. FOR MORE INFORMATION, VISIT WWW.WOLTERSKLUWERFS.COM/INDIRECT.

COMPL IANCE OVERDRIVE

ADVERTISING REQUIREMENTS EXIST AT THE FEDERAL AS WELL AS THE STATE OR LOCAL LEVEL, AND THESE RULES CAN VARY SIGNIFICANTLY. ANY LEGAL REVIEW OF YOUR ADVERTISING SHOULD CONSIDER THE FULL SCOPE AND BREADTH OF RULES THAT MAY APPLY.

1-800-888-8888

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Oregon Independent Auto Dealers AssociationOIADA ~ Oregon Independent Auto Dealers Association

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

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

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

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

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

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

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

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

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

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

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

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

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

to everyday business expenses.

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

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

$325 Cost of Membership ~ OIADA helping you succeed.

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

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

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

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

OIADA Forms StoreYOU CAN EASILY ATTAIN FORMS NEEDED FOR EVERYDAY BUSINESS

A S S O C I A T I O N N E W S

You can order forms any time of the day online at OIADA.com. All you need is an email address.1.You can stop by one of three locations within the Oregon auction houses during auction day.2.You can pick up forms at the OIADA office, located at 1475 Capitol Street NE in Salem.

3.You can call the OIADA Office Monday-Friday. We will ship your order that day. In most cases, it will be delivered to you overnight by UPS.

4.

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NextGearRobert Torbet503-358-3911

INSURANCE & BONDINGHecht & Hecht Insurance AgencyEvelyn Hecht503-542-1131

Shepard & Shepard Business SolutionsTodd Shepard509-396-0488 The Summit Group of OregonJohn Petrie503-581-2825 LEASINGOregon Roads, Inc.Joseph McKinney541-683-2277 SERVICE CONTRACTSA.U.L./D.P.C.Jim Bangert 360-834-3333

Automotive Business DevelopersShannon Meany541-944-9186

Auto Services CompanySusan Williams800-442-7116 Protective Life InsuranceDylan Doran818-836-1455 TRAININGOIADA/NIADA CertifiedPauline Sill503-362-6839

ACCOUNTING SERVICES Delap, CPAAdam PuckettLake Oswego, OR 97035503-697-4118

ADVERTISINGAffiliated Media LLCAaron Jarvis503-683-2574

Carsforsale.comAaron Oestretch605-306-3302 AutoTrader.comEd Merrick 503-747-9162

Carjohnny.comThomas Garza888-435-3000 Cars.comJames Lynch312-601-5052 The OregonianRich Fryback503-221-8486 UsedCars.com by DealixTamara Garris847-397-1700 AUTO SERVICES & ACCESSORIESAuto Marketing SpecialistGary Palaniuk503-519-7725

AUTO DETAILERShow Room NewMike BartheP O Box 822073Vancouver, WA 98682360-882-8162

ASSOCIATE MEMBERSNorthwest Auto AccessoriesCraig Lessard503-288-5700

SHOWROOM/BUSINESS JANITORIALJaniKingMorgan Thomas1500 Valley River Dr., STE # 205Eugene, OR 97401503-535-9758

Show Room NewMike Barthe 360-882-8162

COMMERCIAL CLEANINGJaniKingMorgan Thomas541-868-8080

PRIVATE AUCTIONSBrasher’s Northwest Auto AuctionMark Melton541-689-3901

Brasher’s Portland Auto AuctionJerry Hinton503-492-9200 Crosspoint NW Dealer AuctionBrian Hardy503-594-2800 Manheim Portland Auto AuctionRay Priest503-286-3000 OUT-OF-STATE AUCTIONSADESA Seattle Auto AuctionJason Arcaro253-735-1600 x 213

DAA NorthwestMitzi Vanvoorhis509-244-4500

DAA SeattleDave BlakeAuburn, WA 98002253-737-2200

Manheim Seattle Auto AuctionRay Priest206-762-1600 PUBLIC AUCTIONS & AUCTIONEERSCommercial Industrial AuctioneersRay Beal503-760-0499

Insurance Auto Auctions, Inc.Ryan Hall503-253-1500 Petersen Auction Group of OregonCurt Davis541-689-6824

Rick Leathers AuctioneersRick Leathers503-668-5326

Woodburn Auto AuctionSteve Morin503-981-8185 DEALER SOFTWAREFrazer ComputingMichael Frazer888-963-5369 FINANCINGCredit AcceptanceJohn Bragg360-980-2214

Credit ConceptsJason Moon541-342-8545 JP Morgan Chase Auto FinanceJeff DeGarmo503-201-4370

LOBEL FINANCIALTom McConkey503-201-4370 Nationwide InsuranceMark Tischer503-339-4165

Oregon Auto FinanceGary Veum541-868-0472 Oregon Community Credit UnionRich Black541-681-6311 Reliable Credit AssociationDavid Marx503-462-3022

Smartway Auto AdvisorsSheldon Harris503-795-7700

The Equitable Finance Co.Brandon Fox 503-808-7939 United FinanceTodd May503-238-6488 FLOORPLAN FINANCINGFloorplan XpressJosh Chandler503-621-9260

There is not another association that works harder than we do to provide its vendors with exposure, leads and other lucrative opportunities. Please review some of the following programs and areas that we help promote those businesses that support OIADA.

Marketing: Opportunity to give coupons to dealer members, included in all dealer packets. Ad space on inside pages all presentation folders sent throughout the year. Meal sponsorships available for Pre-License classes, Title & Registration classes.

Databases: Access to all OIADA membership databases for mailings. We require a review of the info that you will be sending to our members. Associates may have a list quarterly or 4 times a year. Each time you get a list you may use it only once for a mailing. Just send us an e-mail request for current database and we’ll be glad to send to you once we review your marketing page.

OIADA Magazine & Service Provider Listing: Your company and contact information will be listed in OIADA’s Dealer Service Provider Directory in our magazine that is distributed to around 2000 dealers every month of the year. We also have great rates for those companies interested in additional exposure in OIADA’s popular and well read “Oregon Dealer News”

Website Listing and Link: If your company has a website, we will add your company link to our company website as well as listed in Oregon Dealer News.

Regional Meetings (7) and Membership Drives: Many of OIADA’s Associate Members like to get involved in helping with OIADA’s regional meetings. Also our auction hosted membership drives. Those vendors who agree to participate get the benefit of meeting larger groups of dealers in one location while being able to establish a relaxed relationship with future potential prospects.

Special Speaking and Sponsorship Opportunities: OIADA is always having events going on where the environment is ideal for sponsors to participate. Some examples of this are regional meetings, golf tournaments, auction membership drives and of course our annual convention and trade show.

Developing Strategic Relationships: Network with other companies who associate themselves with our association. Either during our regional meetings, membership drives or board meetings.

Annual Convention and Trade Show: Participate in our once a year convention and trade show for maximum exposure and opportunities. Call for information on Reception, Tradeshow, Meal and Golf Tournament sponsor levels.

MEMBER BENEFITS

CERTIFIED MASTER DEALER PROGRAMA S S O C I A T I O N N E W S

The CERTIFIED MASTER DEALER® program was developed in 2001, in collaboration with Northwood University, to help dealers

manage and grow their businesses. Since then, it has grown into one of the industry’s most respected training programs.

Dealers who attend this training are committed to the industry, support ethical business standards and practices, and are

leaders in their communities. They bring a wide range of experience to each class, and leave with new strategies for analyzing their business practices and increasing their bottom line.

Instruction is provided by Joe Lescota, NIADA Director of Dealer Development and former retail automotive executive with more than 25 years of frontline dealership, selling management and training experience. For more information, please contact Georgia Brown at (800) 472-8101.

HELPING DEALERS MANAGE AND GROW BUSINESSES

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“IN AN AGE OF RAPID CHANGE, FOCUS ON THE BASICS”True/False: Keeping up to date on the demographics of your area and the traffic surrounding your dealership can help you make decisions on which vehicles you should keep on the lot.

True/False: Having the right people is a luxury and not essential to the success of your business.

“FIVE TIPS FOR AVOIDING FRAUDULENT, DECEPTIVE AND UNFAIR ADVERTISING PRACTICES”Which of the following is NOT an area of concern listed to avoid fraudulent, deceptive and unfair advertising practices?a) Promotional half-truths.b) All forms of media.c) Marketing agencies.d) Details in fine print.e) Reputational risk.

True/False: If you use a marketing firm or advertising agency, the responsibility for compliance falls on them.

“4 COLLECTION & PAYMENT PROCESSING TRENDS TO WATCH”Which of the following collection and payment processing trends should you watch?a) Payments really are going mobile.b) EMV is coming.c) Tokenization.d) Goodbye passwords. Hello biometrics? e) All of the above.

True/False: In North America, the number of mobile transactions has almost doubled since 2013 to 17 percent of all transactions.

O I A D A C O N T I N U I N G E D U C A T I O N P R O G R A M

COMPLETE THIS TEST AND CERTIFY BELOW THAT YOU HAVE READ THE ARTICLES FOR MARCH 2015.

Read & Respond and Certify Below

My Name _______________________________________________________________(printed)

Dealership Name _________________________________________ Dealership # ___________

Dealer License Expiration Date: (Month)_________________________ (Year)______________

Signed: _________________________________________________Date ___________________

I certify to OIADA that I have personally read these articles in The Oregon Dealer News Magazine for March 2015. STOP!! Before you sign and send this form, make sure you have answered and completed all the quiz questions to receive Continued Education Credits.

FA X TO : 503 -364 -7331 OR M AI L TO O IADA , 1475 CAP I TOL ST NE , SALEM, OREGON 97301

Protecting Your DataThe list of companies and

corporations that have fallen prey to data hacks in the last year is lengthy – Target, JP Morgan Chase, Home Depot and eBay, just to name a few. These companies, along with millions of people throughout the world, find themselves dealing with the most sophisticated criminal in today’s society: the digital hacker.

Ten years ago, no one understood the financial profits one could achieve through hacking. As a result, digital hackers often hacked into computer networks for the simple pleasure of proving they could. Times, like technology, have changed, as today’s hackers hack for the same reason thieves steal: to take your money.

The last thing you want as an auto dealer is to be a victim of a cyber-attack. Not only could the hackers gain access to your bank account, but you could also face legal penalties for failure to protect sensitive client information.

As a result, it’s more imperative than ever that dealers take

necessary steps to ensure that their data, as well as their customers’, remains safe in the digital sphere. Here are some simple tips that may help protect your data.

Don’t open/click suspicious looking file attachments.

One of the newest trends in the hacking world is spear phishing, which is an email spoofing fraud attempt in which the hacker seeks access to confidential information. In some cases, the hacker will do extensive research on an individual to discover known acquaintances.

With this information, the hacker will then send an email that looks like it’s from someone you know with an attachment or a request to click a link, which results in the hacker gaining access to your computer. Once the hacker has access, they can install a key logger to monitor your keystrokes in hopes of discovering passwords and other confidential information.

Therefore, if you receive an email from someone you know that looks even remotely suspicious,

do not open it. Instead, contact the person directly to inquire whether they actually sent you an email.

Make sure your software is up-to-date.

We have all received those annoying little pop-ups on our computer screen stating it’s time to update software. Don’t ignore this message! One of the functions of these updates is to patch security vulnerabilities that could compromise your system.

Don’t use the same password for every website.

Say you had just one key that unlocked the doors to your house, car and office – and it was stolen. My guess would be you’d feel pretty vulnerable, right?

Using the same password on every website is along those same lines. If hackers gain access to that one password, they now have the keys to everything you do online.

There are tools out there to assist in password creation. One free tool is LastPass, which generates complex passwords and remembers them for you in

the future.Unfortunately, there’s no way

to completely eliminate the risk of cyber-crime. However, by following the simple safeguards above, you can help boost the protection around your data and keep it from falling into the wrong hands.

GUARD YOUR MONEY AND CUSTOMERS FROM DIGITAL HACKERS BY NEXTGEAR CAPITAL NEWS STAFF

MANAGEMENT MAT TERS

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Protecting Your Data

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