Serving the needs of Auto, Truck, Motorhome, and Motor Sport

WINTER ISN’T
OVER YET
February 2010
Tips to Protect Yourself From
Financial Liability Inside This Issue
1475 Capitol St. NE
Salem, OR 97301
●503.362.6839
●800.447.0302
Toll Free Fax: 877.227.3676
Fax: 503.364.7331
www.oiadanet.ning.com
Oregon’s Largest Dealer
Association
(OIADA) is owned by
its Member Dealers an
Oregon 501-C6
Non-Profit Corporation
Serving the needs of Auto, Truck, Motorhome,
and Motor Sport Dealers of Oregon
Presenting
The All New
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Call Us, You Won’t Believe the Details!
3000 N Hayden Island Drive, Portland, OR 97217
www.manheim.com
503.286.3000
SIDE
Political Action Committee ................................................................................3
THIS ISSUE
OIADA Calendar/Class Schedule .....................................................................5
President’s Message ........................................................................................6
Brasher’s Northwest Dealer Visits Heartland Ranch and Bags Trophy ............6
Experian Webinar Takes in Depth Look into Auto Finance Market Trends.......7
Do We Still Have TARP? ................................................................................10
From the Road................................................................................................13
New Study Reveals Advertising Impact on Consumer Walk-in Traffic ...........14
NIADA Convention & Expo .............................................................................15
Winter Isn’t Over Yet .......................................................................................16
New & Renewing Members ............................................................................18
Social Media and Dealership Marketing .........................................................19
Read & Respond ............................................................................................21
Membership Survey........................................................................................22
Associate Member List ...................................................................................23
POLITIC
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AL AC
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COM
OIADA must be a constant presence in monitoring current legislation within our state. We need to interpret legislative
activity that may impact our industry. It is the association’s responsibility to maintain an ongoing relationship with
governmental officials and regulatory agencies. Your voluntary PAC contribution helps our legislative representatives
work for you, the independent auto dealer. OIADA has worked on many issues affecting dealers such as stopping the 3
day right of rescission, getting temporary motorcycle permits that actually fit on the rear plate area, extension of DEQ
slips from 90 days to 180 days, all new broker disclosure forms, new silver dealer plate that makes us really look like a
dealer, opposing no sales on Sunday, saying no to a big increase in DMV fees, as well as ongoing dealings with regulatory
agencies, just to mention a few. An added benefit to making a political contribution is the Oregon Tax Credit. You can
take this directly off your state tax liability. The credit is $50 for an individual and $100 on a joint return.
We thank you for understanding the importance of a strong presence within our Legislature. Please remember the next
time you renew your membership to consider your PAC contribution.
February 2010
3
2010 OIADA Executive Committee
Wally Gray, President
Cars & Trucks 4 U
PO Box 1496
Redmond, OR 97756
541-419-8088
wallyg101@yahoo.com
Dan Nicholson,
2nd Vice President
Central Oregon Motors
1123 N 6th Street
Redmond, OR 97756
541-923-3961
Fax 541-923-3964
com@bendbroadband.com
OIADA Staff
Ladena Borchers
Director of Operations
Ladena@oiada.com
José Pinomesa,
Chairman of the Board
José Mesa Auto Wholesale, LLC
1947 NE Alameda Street
Portland, OR 97212
503-789-0438,
Fax 503-284-2292
jose@josemesa.com
LeRoy Hedberg
Membership Representative
LeRoy@oiada.com
Oregon Dealer News is a publication
of the Oregon Independent Auto
Dealers Association, 1475 Capitol St.
NE, Salem, OR 97301 and is published
every month. The association was
established in 1948, chartered
as a non-profit organization in
Oregon and is affiliated with the
National Independent Auto Dealers
Association. Advertising rates may
be furnished upon request.
4
Al Hutchinson, 1st Vice President
Al Hutchinson, Inc.
1800 NW 9th Street
Corvallis, OR 97330
541-753-5944 Fax 541-753-4911
alhutchinson32@yahoo.com
Gary Sargent, Exec Vice President
Sargent’s Motorsports
10207 SE Foster Road
Portland, OR 97266
503-775-9445 Fax 503-777-9886
Cell 503-969-5228
sargiii@sargentsmotorsports.com
Bryan Steward,
Secretary
Cornerstone Automotive Group
1005 SE Washington St.
Portland, OR 97214
503-230-1300
Fax 503-235-7025
bsteward@cornerstoneauto.com
Doug Blizzard,
Treasurer
Quality Dealer of the Year
Blizzard Motors, Inc.
1604 E. Burnside
Portland, OR 97214
503-238-5510
Fax 503-238-3838
doug@blizzardmotors.com
Melissa Durnell
Accounting Consultant
Melissa@oiada.com
Oregon Independent Auto
Dealers Association
1475 Capital St. NE
Salem, OR 97301
●1.800.447.0302 ●503.362.6839
Fax: 503.364.7331
Insurance Agent of Record
Hecht & Hecht Insurance
425 NE Hancock
Portland, OR 97212
1.800.609.0979
Shawn Miller
OIADA Lobbyist
The statements and opinions expressed
herein are those of the authors and do
not necessarily represent the views of
the Oregon Independent Auto Dealers
Association. Likewise, the appearance
of advertisements or the identification as
members of OIADA does not constitute
endorsement of the products or services
featured.
*For advertising information please contact
OIADA at 800.477.0302
February 2010
OIADA Calendar
Feb. 4th, Thursday 6:00pm
Southern Region Rally
Heritage Motors
439 N. Central, Medford
Call OIADA if you plan to attend
Mar. 10th, 6:00pm
Metro Region Rally
Brasher’s Portland Auto Auction
(Previously Cascade AA)
May 11-13, 2010
12th Annual National Buy Here – Pay Here Conference
Venetian – Palazzo Resort Hotel – Las Vegas
*For more information call 713-290-8171
June 13-17, 2010
NIADA Convention
Ceasar’s Palace – Las Vegas NV
*For more information call 800-682-3837
OIADA Class Schedule
February 2010
12 - Brasher’s Northwest Auto Auction
22 - Title & Registration Class - Sponsored by
Sentry Insurance
9:00am - 12:00pm OIADA Salem Office, 3 Hrs
Continuing ED Members $50 Non-Members $75
●Hands on class on how to complete your
DMV paperwork properly
26 - Manheim Portland Auto Auction
March 2010
12 - OIADA - Salem Office
26 - Brasher’s Portland Auto Auction (Previously
Cascade)
Eugene: Brasher’s NW Auto Auction- 90485
Auction Way Eugene
Portland: Manheim Portland Auto Auction3000 N Hayden Island Drive
Portland: Brasher’s Portland Auto Auction23585 NE Sandy, Wood Village Exit #16 off I-84
(previously Cascade AA)
Salem: OIADA- 1475 Capitol St NE
Medford: Southern Oregon Subaru- 3103
Biddle Rd
TO REGISTER FOR A CLASS
Call 503-362-6839 or 1-800-447-0302
(All times, dates, locations subject to change)
February 2010
OIADA Wants You!
If you’ve ever had an interest in learning more about
the ins and outs of your industry, volunteer to serve
on and OIADA committee. Showing your dedication to
your industry will help
boost the positive and
professional
image
you have built for your
dealership. Sign up
today by calling
503-362-6839.
R e a s o n s t o b e l o ng
t o O IA D A :
●Continuing Education is at no cost to members.
●Discount on dealer forms.
●Legal referral program.
●Monthly publication from both OIADA & NIADA
on up to date industry news Nationwide.
●Healthcare & Benefit programs at discount rates
and so much more.
●$600 to $1000 + discounts on auction buy/sell fees.
●Protecting your business through NIADA legislative
program that monitors and protects used vehicle
dealers with Congress, IRS, NHTSA, FTC and
others.
●Be heard with a strong voice in the only national
organization which speaks for the used vehicle
industry.
●Join a nationwide network of thousands of used
vehicle dealers who want to see your business
succeed.
●Your information headquarters.
●Ownership in the association (owned by dealers) ●You
have a voice.
●Nationwide Skip tracing.
●Become a better dealer through OIADA & NIADA
conventions and conferences
●Communicate prestige and professionalism to
customers by placing your plaque from OIADA
and your Member sticker from NIADA at your
dealership.
●NIADA special benefits and services that provide
business and personal discounts.
●Alert yourself to laws that may be headed your way.
●A valuable resource for advise, financing, marketing,
taxes, legal matters, and so much more.
5
President’s Message
W
e are now well into the year 2010. I hope that your 2009 was successful and that 2010 will be more productive and profitable
than ever.
The planning for the 2010 convention is in full swing. If you have any ideas or suggestions please let Ladena know ASAP. It
promises to be a fun filled time this year, along with some work also. We want to stress the fun part, by having a car rally and BBQ.
We all work hard in our businesses all year, so let’s take time for a breather and enjoy each others company.
------If you think you’re too small to make a difference, you haven’t been in bed with a mosquito.----- Anita Roddick
We still need more members for committees. Please see if you could take an hour or so each month and help the organization grow
in the direction you would like to see. Do we need education ????? Is there legislation that would help our industry ?????? Are
there more ways that we can improve the image of our dealer members ????? The executive board and the full Board of Directors
cannot read minds. Please make your wants and needs known so that action can be taken in the right avenue.
Tax refunds should already be trickling in, so maybe we will get a traditional bump in sales for the next few months.
Please let the office know about issues with dealer bonds. We don’t know where the premiums are going to level out or if they will.
Do we need legislation to help in this area ?????
---------------Raising teenagers is like trying to nail Jell-O to a tree-------------How many of you would like to have an OIADA golf tournament in your region ?????? Is there enough interest for us to have more
than one this year ??????
If you have an idea for an article about one of your fellow dealers who is doing something out of the ordinary, please let LeRoy
Hedberg know so that he can look into it. We need to be able to know when a dealer is going above and beyond so that it can be
shared around the whole state.
Until next month,
Here is to good friends, good health, great happiness, and prosperity.
Wally Gray, OIADA President 2010
Brasher’s Northwest Dealer Visits Heartland Ranch and Bags Trophy!
Brasher’s Northwest Dealer, Bob Roessel
of Portland RV Wholesale had the
opportunity to visit The Heartland Ranch
in Missouri this year to do some serious
hunting. The trip, which was won by a
friend during Brasher’s Northwest’s
Anniversary Sale in June, was the trip of a
lifetime for Bob, a serious sportsman.
During the three day trip to the Ranch,
Bob stayed in the Ranch’s 26 room guest
lodge with first class amenities and
amazing views. On the second day, Bob
got what he came for: An 800 lb. bull elk!
The elk had a green score of 512. The ranch cut and wrapped the meat. Bob took home 80 lbs. of meat
to share with the family, and donated the rest (400 lbs.) to a local charity.
After an exhausting day on the hunt, Bob was able to spend his final day relaxing and enjoying the views
of the ranch. “I very much enjoyed myself and would recommend this trip to anyone who doesn’t often
get to hunt.”
6
February 2010
Experian Webinar Takes In-Depth Look into Auto Finance Market Trends
By Jennifer Reed, Auto Group Editor
December 10, 2009
S
CHAUMBURG, Ill. — On Wednesday, Experian Automotive
reported that rising average credit scores on both new and
used loans, a downswing in delinquency rate growth and lower
at-risk loan values have been pointing toward stabilization in the
market.
Basically, 30-day delinquencies jumped by 21.7
percent for banks, but only grew by 8.7 percent
for captives and 4.5 percent for credit unions.
Meanwhile, finance companies saw a decline of 0.1
percent in 30-day delinquencies.
More specifically, Melinda Zabritski, director of automotive credit
for Experian Automotive, explained that average credit scores
for both new- and used-vehicle loan originations climbed in the
third quarter of 2009.
“While higher-than-average delinquency rates are
still with us and may be for some time, the fact that
the rate of increase is slowing is definitely some
positive news for an industry that hasn’t had much
as of late,” Zabritski said.
In fact, the average credit score for a new-vehicle loan reached
775 in the third quarter, up from 762 in the third quarter of 2008, “These slowing delinquency rates, along with several
while the average credit score for a used-vehicle loan was 684 other trends we are now seeing, should provide
in the third quarter, up from 670 in the third quarter of 2008.
some cautious optimism for the market,” she added.
“Lenders are making fewer risky loans today than they did 60-Day Delinquencies
just two years ago,” Zabritski indicated. “The prime and superprime segments of the market accounted for 66 percent of new Sixty-day delinquencies are another story. Zabritski
originations in the third quarter of 2009, up from 56.6 percent said these are continuing to show large increases.
in 2007. The deep-subprime and subprime segments of the
market accounted for 28.92 percent of the market in the third
quarter of 2007 and dropped to 21.84 percent of the market in
the third quarter of 2009.”
She went on to say, “Much of today’s rising delinquency rate
relates to loan practices from 2007. Many more risky loans were
made during this time and are now delinquent. By moving more
of their loan portfolios into lower-risk tiers, lending institutions
are doing a better job of mitigating risk, which may lead to lower
delinquency rates in the future.”
30-Day Delinquency Rates
Looking specifically at 30- and 60-day delinquency rates,
Zabritski said they are still on the rise, but the rate of growth for
30-day delinquencies “appears to be slowing.”
According to Experian data, 30-day delinquencies grew to 3.32
percent in the third quarter, compared with 3.14 percent in the
same period of 2008.
“This is only a 5.8-percent increase, compared with a 9.5-percent
increase from the third quarter of 2007 to the third quarter of
2008,” Zabritski noted.
February 2010
SALEM COLLECTOR
CAR AUCTION
Saturday February 6, 2010
Oregon State Fairgrounds
consigning 150 vehicles
DEALERS
Special Discount Fees
call to consign 541-689-6824
Doors opens at
8am for viewing
Auction starts
at 10am
Petersen Auction Group
Curt and Susan Davis
541-689-6824
www.petersencollectorcars.com
7
The 60-day delinquency rate rose from 0.84 percent to 0.95
percent, a 13.4-percent increase from the third quarter of
2008 to the same time frame of 2009.
Additionally, these delinquencies rose by 14.5 percent for
banks, 29.2 percent for captive finance companies, 16.7
percent for credit unions and 15.5 percent for finance
companies and other lenders.
Lender Market Share
Reviewing lender market share, Zabritski found that
loan originations for new vehicles are becoming more
concentrated among fewer lenders.
“The top 20 lenders accounted for 72 percent of all newvehicle loan originations in the third quarter of 2009,
compared with 64 percent in the third quarter of 2008,” she
highlighted.
In fact, Toyota Financial Services had the strongest market
share at 11.2 percent, followed by Chase Auto Finance at
11.1 percent, GMAC at 9.1 percent and Ford Motor Credit
at 7.1 percent.
Furthermore, several banks showed triple-digit gains in
market share growth, including Chase Auto Finance at
129.5 percent, U.S. Bank at 113 percent, Wachovia Dealer
Services (a part of Wells Fargo) at 103.1 percent and
Hyundai at 103 percent, Experian discovered.
On the used-vehicle side, Zabritski said lending remains
“far more fragmented.” She went on to report that the top
20 lenders have 31 percent market share. This includes
Wachovia Dealer Services at 5.7 percent, Chase Auto
Finance at 4.5 percent, Toyota Financial Services at 3
percent and Capital One Auto Finance at 1.8 percent.
“The top share gainers by percentage growth include
U.S. Bank (67.6 percent), Fifth Third Bank (64.3 percent),
Chase Auto Finance (50.7 percent) and TD BankNorth
(42.6 percent),” she explained.
Loan Values
Continuing on, Zabritski explained that the average loan
value during the third quarter declined significantly.
For new vehicles, the average loan value was $22,712
8
in the third quarter, compared with $24,060 in the third
quarter of 2008.
“This is due in part to Cash for Clunkers, which provided
significant incentives during the third quarter of 2009
and helped drive down loan values,” Zabritski indicated.
Used-vehicle loan values, meanwhile, dropped only a bit
from $15,983 in the third quarter of 2008 to $15,720 in
the same period of 2009.
Open Loan Balance
So how are open loans faring? According to Experian,
the decline in auto loans had a big impact of total loan
balance. In the third quarter of 2008, the balance was
$701.5 billion, dropping 4 percent to $673.4 billion in the
third quarter of 2009.
“The drop in loan value was sharpest among finance
companies that do the majority of their loans to subprime
and deep-subprime customers. Their total loan balance
dropped 23 percent from $100 billion in the third quarter
of 2008 to $77.3 billion in the third quarter of 2009,”
Zabritski said. “Captive finance companies also saw
a drop in loan values, falling 5.4 percent from $214.2
billion in the third quarter to $202.7 billion in the third
quarter of 2009.”
Who were the biggest gainers? That would be credit
unions, Experian found. These financial institutions grew
loan balance by 3.4 percent from $147.1 billion in the
third quarter of 2008 to $152.1 billion in the same time
frame of 2009.
“Banks also showed a slight gain, going from $240 billion
in the third quarter of 2008 to $241.1 billion in the third
quarter of 2009,” Zabritski noted.
In conclusion, Scott Waldron, president of Experian
Automotive, pointed out, “We are seeing signs of
stabilization in the automotive lending market that could
spell good overall health for the auto industry in the long
run.
“Lending institutions are making less risky loans right
now. As some of the higher-risk loans from a few years
ago come off the books, lenders will be in a much better
position to serve the automotive market,” he said.
February 2010
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Buy Sell Ride Magazine
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Continuing
Your Education
©2009 Zurich
Zurich delivers for you when it matters.
You can access a
complete magazine
each month on
our website to do
your continuing
education at
www.oiada.com/
education/online.
Specialized insurance, F&I and service you
can count on – for more than 85 years.
Call Chris Booker at 503-872-7326.
Dealers, Advertise Here:
9-3894 OIADA BC AD.indd 1
11/24/09 10:39:12 AM
Dealer Trades, services,
business opportunities, job
search, vacation rentals,
etc.
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Advertise on OIADA Van
Call today for a rate sheet to 503-362-6839.
Advertise
Here!
Residents of Oregon are represented in Congress by 2 Senators and 5 Representatives.
Member Name
DC Phone
DC FAX
Electronic Correspondence
Senator Ron Wyden (D- OR)
202-224-5244
202-228-2717
http://wyden.senate.gov/contact/
Senator Jeff Merkley (D- OR)
202-224-3753
202-228-3997
http://merkley.senate.gov/contact/
Representative David Wu (D - 01)
202-225-0855
202-225-9497
http://www.house.gov/wu/email.shtml
Representative Greg Walden (R - 02)
202-225-6730
202-225-5774
http://walden.house.gov/ContactGreg.Home.shtml
Representative Earl Blumenauer (D - 03)
202-225-4811
202-225-8941
http://blumenauer.house.gov/index.php?option=com_email_form&Itemid=206
Representative Peter DeFazio (D - 04)
202-225-6416
202-225-0032
http://www.house.gov/formdefazio/contact.html
Representative Kurt Schrader (D - 05)
202-225-5711
202-225-5699
http://schrader.house.gov/?sectionid=7§iontree=47
February 2010
9
Do We Still Have TARP?
Y
ou bet we do! For those who have not heard or were not at the 2009 NIADA Convention and Expo in
Orlando, let me bring you up to speed. As you know during fall 2008, the Troubled Asset Relief Program
– TARP, a federal government program, was established in an attempt to curb the ongoing financial crisis.
No one had felt this crisis more than those of us in the automotive industry. Credit availability came to a
crashing halt and financing anything appeared to be a fleeting memory. It looked pretty scary until the idea
of bringing these two groups - lenders and dealers - together. Keith Whann, General Counsel for the National
Independent Automobile Dealers Association, witnessed the frustration of both of these groups and created
the industry’s own TARP ... Together Automotive Retailing Prospers.
It became the highlight for many attending the 2009 NIADA Convention in Orlando. Now we are taking this
event on the road to strategic regional locations across the country, all leading to a big event at the 2010
NIADA Convention in Las Vegas.
Upcoming Regional TARPS
● January 15, 2010
-- Manheim Central Florida
-- Orlando, FL
● March 12, 2010
-- Manheim DFW
-- Fort Worth, TX
● May 7, 2010
-- Manheim Fredericksburg
-- Fredericksburg, VA
FINANCE TOPICS
● How to develop new lender relationships
● Insuring the deal being financed is solid
● What today’s lenders require
● F&I product approvals that make sense
● Developing your dealership’s lender
package
● Minimizing lender risk means dealer
profit
● The Lender - Dealer agreement
ONLINE ADVERTISING TOPICS
● The evolution of automotive advertising · Your
virtual showroom
● Stimulating dealership “walk-in” traffic · Reputation
management
● Merchandising for success · Engaging prospects
10
● Handling repossessions properly
● Is it: get a customer financed or a deal
bought?
● The successful Lender - Dealer
relationship
February 2010
Continued from Page 10
F & I PROCESS AND VEHICLE
CERTIFICATION TOPICS
● Introducing NIADA’S NEW CPO
Program
● Properly selling a CPO Vehicle
● What is a Certified Vehicle?
● Recent F & I developments impacting
dealers
● Warranty or service contract; What’s
the difference?
● Keys to dealership paperwork in the
F & I process
● The appropriate structure for a CPO or
service contract program
● F & I products & practices that work
Keith will be available to answer
questions and talk one on one
about individual issues as time
permits.
REGISTRATION IS FREE!
LENDERS CONTACT:
L.J. Marhefka, TARP Program Coordinator
740-338-0488
February 2010
DEALERS AND LENDERS
This schedule allows for informal discussions and
private conferences.
8:00am - 9:00am
Coffee, Lender Registration & Setup
1:00 pm - 2:30pm
F & I Process & Certified Vehicles
9:00 am - 11:00am
Tarp Lending and Financing Session
11:00 am - 1:00pm
Lunch (provided)
1:00 pm - 3:00pm
Keys To Online Advertising Success
Session
3:00 pm - 4:00pm
Additional Lender - Dealer Meeting Time
DEALERS REGISTER ONLINE OR COME TO
THE AUCTION MORNING OF THE PROGRAM:
http://www.whanntarp.com/
If you are interested
in solving your credit
and/or finance issues,
make plans to attend
the regional TARP
event nearest you. We
look forward to seeing
you! For additional
information, contact
Georgia Brown at
georgia@niada.com
or 800-682-3837
11
FEBRUARY
Remember:
It’s Tax Time!
Make sure your lot
has the right inventory for
Tax Rebate Buyers.
Stock up at Brasher’s
Northwest in February!
Sweethear
t Sale
February 9
th & 10th
NORTHWEST
AUTO AUCTION
12
3
450 Units featuring Kendall
Auto Group, Northwest
Community Credit Union,
ARI, RSA, Reliable Credit and
More!
9&10
World
Fa m o u s
Specialty
Auction with 600+ RV, Marine &
PowerSport Units plus 350+ Cars,
Trucks & SUV’’s. Highline, Marine
& PowerSport Auction Tuesday
Night at 5PM. RV’s and Vehicles
9AM Wednesday!
17
Credit Union and
Kendall Sale with
550+ Units! Featuring
Oregon Community Credit Union,
Northwest Community CU, OSU
Federal CU, Central Willamette
CU and More!
24
End of the Month
Blowout with Capital
One Auto Finance,
Wachovia Dealer Services, Hertz
Car Sales and More!
February 2010
90485 Auction Way, Eugene, OR 97402 | www.brashersnorthwest.com | 800-905-3901
FROM
THE ROAD
By
LeRoy Hedberg
T
he new year is upon us. We are in hopes of an upturn in the economy and a more optimistic public as we
hope for more sales. As I look back on the last year, we had many ups and downs. One of the ups was
our Convention at the Running Y Ranch. It was a time for us to look at where we are going as a profession.
I think most of us came away feeling that getting back to basics and knuckling down to business is the best
approach, and hope for the best for 2010.
One of the highlights of the convention for me is the election of the Quality Dealer of the Year. This years
winner was Doug Blizzard of Blizzard Motors, Inc. I had the pleasure
of interviewing Doug so all of you could get better acquainted with
him. Here is my attempt at the interview.
I asked Doug how he got involved in our industry. He said “I have
always had a real love for cars, since I can remember.” In the third
grade his class had an assignment to create a city out of shoe boxes.
Each child would contribute to the city with their own building made
out of the shoe box. Doug said he did not hesitate to know what
building to bring. He got out some of his toy cars and created a car
dealership! His first car in High School was a 1967 black Camaro
convertible. After his second year in college, he decided to switch
his studies from pre-med to business. He then got a job selling cars
in a high end dealership. After college he tried other types of sales
but finally decided to stay with his love – cars. He got his dealers
license and hooked up with a partner who became his mentor, Glen
Rardin. “We grew slowly and Glen mentored me in how to do things
right; treat clients as human beings and make your clients happy. He
taught me what it is to be a professional.”
In 1993 Doug started Blizzard Motors. He stays with the high end vehicles…”That is what I love! It is a
challenge to find cars that are unique.”
Doug and his wife Kristy have been married for 17 years. He met her working for a dealership, where she
worked in the office and her dad was the sales manager. They have two daughters, 15 yr old Nicole and 13
yr old Stephanie who keep them very busy. They are both very involved in their girls’ lives.
Doug received the highest votes to become this years Quality Dealer of the Year. He said this was the
highest honor he could receive. It was always a goal, but one he did not know if he could achieve. “I have
always wanted to leave a mark in this industry” I think you did it, Doug! Congratulations from all of us!
Remember…United We Stand!
February 2010
13
14
February 2010
NIADA Convention & Expo
June 14-17, 2010
Make Your Plans Now and SAVE!
●Want to SAVE $69 Per Night on Your Hotel Stay??
●How about SAVING up to $150 on Convention Registration??
HURRY!!
These Rates Expire December 31st!
Are you planning on joining us in Las Vegas next year? If so, how does a $120 per night
room rate sound? NIADA has negotiated with Caesars Palace, a discounted room rate
of $120 per night for a limited time. This room rate offer expires on December 31, 2009
and after this deadline, the room rate could go as high as $189 depending on current
economic conditions.
Make your room reservations NOW to lock in the low rate of $120 per night...Go to http://www.niada.com/
to make your hotel reservations or call Caesars Palace directly at 866-227-5944 and give the group code
SCNADO to receive the reduced $120 room rate.
MORE SAVINGS...
If you REGISTER for the Convention by December 31, 2009, you will save an additional $50 for a full
registration package (over the existing $100 in savings for registering by 6/11/10).
Register Online TODAY at http://www.niada.com/ or download the registration form and fax to us.
February 2010
15
WINTER ISN’T OVER YET
M
any people don’t realize that lack of
preparation for winter could mean
unwelcome home damage and
unexpected repair expenses. To help families
and businesses protect themselves against
winter risks here are some tips to help families
prepare for risks and hazards that may come
during the winter months.
Evelyn and Larry Hecht,
Hecht & Hecht
Insurance Agency Inc.
Winter often brings unforeseen risks for
homeowners. Taking some time to make
sure your home is readied for winter can
● “Watch out for that tree!” - Trees and branches
prevent thousands of dollars in damage and
weakened by snow, ice and wind can snap and seriously
unnecessary
hurt a person on your property, as
headaches.
well as cause serious damage to
your home or car or car inventory.
Snow or ice is the
Trimming trees and removing
fifth leading cause
dead branches can help prevent
of homeowners’
serious damage and injuries.
insurance claims.
Also, according
● Roof care and repair
to the Insurance
- High winds, snow and ice
Information
can damage a roof. Check the
Institute (III), the
structural ability of the roof to
average homeowners’ claim for water damage
sustain unusually heavy weight from the accumulation of
and freezing is a whopping $5,531.
snow and ice. After a heavy storm, check for water stains
Follow these tips to protect you and your in attics and on any overhangs. Repair or replace split or
loose shingles and fix any leaks.
home from serious financial liability.
Snow or ice is the
fifth leading cause of
homeowners’ insurance
claims.
● Prevent ice dams - An ice dam is a ● Pipe dreams…and nightmares - First, the bad
build-up of ice that blocks water drainage
from the roof and the gutters. Ice dams can
cause leaks from ceilings and walls that can
ultimately lead to mold and other problems.
To prevent ice dams, remove leaves, sticks
and other debris from gutters or install gutter
guards (available in most hardware home
stores) that will prevent debris from getting in
the gutter and interfering with drainage. Icicles
can also be harmful. They can fall and injure
someone or damage something when they fall
from overhangs.
16
news: Frozen or broken water pipes disrupt hundreds of
thousands of American lives every winter. The good news:
You can prevent frozen pipes by following these tips.
● Keep the inside temperature of your home at 65 degrees
or warmer.
● Wrap heating tape and/or standard insulation around
pipes wherever possible.
● Look for pipes with cracks or leaks —they freeze first.
-Continued on Page 17 February 2010
-Continued from Page 16 -
● Keep cabinet doors open during cold spells to allow Keep kitty litter, sand or rock salt on hand to sprinkle
warm air to circulate around pipes (particularly in the over frozen driveways, walkways or sidewalks.
Additionally, ensure that your outdoor steps and
kitchen and bathroom).
guardrails are in good repair to prevent injuries from
● If you’re leaving your home for several days, turn falls on ice. Be careful with some rock salt products
as they often
off
the
water
cause
serious
completely
and
damage
to
drain the pipes,
concrete causing
or keep water
it to discolor and
dripping through
chip away.
one or two faucets,
as
moving
water
helps
● Chimneys
prevent freezing.
and Heaters
However, if you
– When it is cold
are leaving your
outside and we
home
for
an
warm up inside
extended period
danger
lurks.
of time, plan to
Make sure your
turn the water off.
chimney
flues
Also, remember
are clean and
to turn off the
ready for your
electric or gas
winter fires.
If
to the hot water
you bring out the
heaters. It also helps to have someone check your
portable electric heaters make sure they are away
home every day while you are gone.
from furniture and draperies. If children are near,
make sure that they will not get burned. Never leave
● If your pipes do freeze, quickly shut off the water
a portable electric heater unattended overnight.
and immediately call a plumber. A leading cause
of water damage in a home is damage caused by a
broken line to the icemaker. Turn off the water line
to the icemaker when leaving for extended periods of
Hecht & Hecht Insurance
time. The shut off is usually located near or under the
is here to assist with all of
sink closest to the refrigerator.
● Flood and Mudslide – Business and
homeowners can suffer flood and mudslide losses
as the freezing waters and earth begin to thaw. All
across the Northwest we are hearing of new floods
and mudslides occurring in areas where that has
never been a problem before. This requires special
insurance and losses are most often not covered by
traditional insurance.
● Prevent personal injuries - Homeowners
your insurance needs in
2010.
When we can be of assistance, we
can be reached at
info@hechtinsur.com
Evelyn Hecht ●503-542-113
Larry Hecht ●503-860-3224 (cell).
are liable for any injuries that occur on their property.
February 2010
17
New and Renewing Members
Auto Solution Inc.
Portland
4 Season’s Auto’s
Freeman Motor Co.
Portland
Farwest Auto Sales
Medford
Redmond
The Summit Group of Oregon
Salem
National Auto Wholesale
Keizer
Coop’s Car Connection
Salem
Premier Auto Sales
Albany
Swede One Autoworks
Portland
Cars & Trucks R’ Us Outlet
Eugene
Steve Pound Wholesale
Portland
Dale’s Auto Services Inc
Southern Oregon Subaru
Medford
Five-Star Auto Sales
Henry’s Foreign Auto Sales
Phoeniz
Carriage Motors
Rexius Forest By-Products
Eugene
Clarissa Auto
Beaverton Auto Wholesale
Aloha
The Dalles
Zurich - Portland
Reliable Credit Association
Milwaukie
Slick Auto Sales
Hashem Auto Sales
Clackamas
Canon Investments Inc.
Albany
Salem
Madras Marine, Inc.
Hank’s Auto Sales
Eugene
Hermiston
Cross Point NW Dealer Auctions LLC Milwaukie
Bob & Carol’s Family Auto Center Klamath Falls
German Auto Sales
Oregon City
Madras
Portland
Crawfordville
Starling Auto LLC
Mike’s RV Service Mgt LLC
Clackamas
Central Point
Salem
The Summit Group of Oregon, LLC
Independent Insurance Agency
Workers Compensation & Custom Health Insurance
Programs for the OIADA and its Members
Contact John Petrie or Aaron Smith, Agency Owners
Office: 888-656-7646 Website: www.sgopro.com
18
February 2010
Social Media and Dealership Marketing
Appeared December 2009 - volume 6 - issue 12 - page 26
Dealer Business Journal
Mark’s Auto Sales
the first page of a Google, Yahoo! or other search.
When was your last “Tweet”? How many “fans” If it does pull up on the first page, is the information
do you have? Do you have enough “followers?” A found on your Web site enough to help a consumer
couple years ago you may have found my questions make a car-buying decision?
cryptic. Many of you have heard these terms before.
Some of you may use these social networking sites Social media affects consumer decisions. In the
already. But if you’ve been too busy with the day-to- book Socialnomics, by Erik Qualman, surveys said
day operations to give these sites a try and create 78 percent of consumers trust peer recommendation
while only 14 percent trust advertisements. There
business profiles you are missing out.
are thousands of social media Web sites. Some are
Social sites include Facebook, MySpace, YouTube, mainstream with millions of members, and others
are niche, designed around
as well as blogs. On these
certain interests. While it
sites, known as “Web 2.0,”
would be impossible to profile
users can customize and
all of them, the sites with
generate content. This has
the largest membership and
transformed communication
traffic are described below,
for consumers young and old.
and ways to use them for your
dealership.
In fact this year, social
media is the No. 1 activity
people spend their online
time doing. No longer are
these sites just for kids and
students; membership has
grown across demographics,
and
businesses
across
industries have found great rewards by maintaining
their profiles to reach their customers. Social media
has become a new form of communication for the
hundreds of millions of Americans. If your dealership
has customers between 18-30 years old, these sites
may be their preferred communication and research
tools on the Web.
We know your customers are online and they use
search engines. In fact, multiple surveys have found
that more than 70 percent of consumers started their
car search online. If you have social media pages,
such as a Facebook Fan Page, a YouTube Channel
or a Blog, this gives an opportunity for your business
to be seen in their search results.
● Your “tweet” in Twitter is
the length of a text message
to share what you are doing
right now. Twitter is growing
fast with businesses and
individuals joining in the
conversation. Share links with link shortening
services like tinyurl.com and http://bit.ly that allow
your long link to fit in the 140 characters. Build your
follower base by updating frequently.
● Upload video of inventory, advertisements, about
the dealership, or testimonials on YouTube. When
you register and start uploading your videos,
a channel is created, www.youtube.com/user/
yourmembershipnamehere. As streaming video is
growing online with more consumers connected to
high-speed Internet, a 45-second to two-minute
video can make a stronger impression than a photo.
Video editing skills are not required, simply use your
digital camera video function, and upload the file from
camera to computer and then to YouTube.
Your dealership’s Web site may or may not be on
February 2010
19
Continued from Page 19
to write about.” Remember, these are not classified
pages, they’re a communication tool. Share about
your business, your specialties, your business’ story.
You can use it to share “news” about recently acquired
inventory or an upcoming sale, but don’t make it a
habit to only share about sales. But rather use it as
a soft sale. Great information worth sharing to your
followers, fans, connections, is your insight as a dealer
into an issue affecting the automotive industry, such
● You may have heard that many muscians have as the recent federal “Cash for Clunkers” program.
Do
you
ever
gotten their big
have a customer
break on MySpace,
appreciation event?
and have gone
Use social media to
on
to
become
gain exposure to the
very
popular.
event. If you have
Unfortunately
a referral program,
MySpace has not
you can tell them
been
business
how they can make
friendly, and a
money when their
personal
profile
family of friend buys
used for a business
a vehicle from you.
are
removed
A lot of business
from time to time.
owners
are
However, a solution
hesitant
about
their
around this is for
involvement
on
individual
sales
social media with
staff to have their
concerns that it will
own pages that they
connect with their customers who prefer MySpace. create a new and very visible channel for customer
Then use the comments and album sections, like complaints. Even if you’re not on these sites, an
unhappy customer is likely still complaining, whether
Facebook to keep in touch with customers.
it is to their friends face to face or their online friends.
● The maintenance of a blog for your dealership can
be your voice to provide info and insight online. If your I too, have been using social media to build our
dealership is already mailing out a customer an online buy here-pay here dealership, Mark’s Auto Sales in
newsletter, make that content available on the blog Lakewood, Colo. This year amongst our customers,
too. Consumers trust blogs for information. Write with I’ve seen an increased involvement and adoption of
your customer in mind. What would interest them? these sites, as well as the use of the Internet. Since
What questions might they have about car buying in building our social media marketing efforts, traffic
general, or your inventory specifically, that you can from these referring links has increased. While closing
answer? This is a trusted medium you can use to customer loan documents, we make certain we know
the exact lead source. If they said, “your Web site”
share with your clients and web searchers.
we ask “how did you find our site?” Recently one new
A common frustration for the business owner is that customer told me that she “had such a warm feeling”
“I’ve set up the site, but now I don’t know what I want after seeing our YouTube customer testimonials.
● Find Fans for your business by creating a business
fan page on Facebook. Your fan page is linked to a
personal account, but multiple administrators can be
appointed to update the fan page when signed in, in
their own accounts. Keep in touch with your network
and provide information about the happenings of
your dealership with the events, albums, wall and
notes functions.
20
February 2010
Read & Respond
or
Certify Below
OIADA CONTINUING EDUCATION PROGRAM
Complete this test or Certify below that you have read the articles for Feb. 2010
ARTICLE:
QUESTION
Social Media & Dealership Marketing Social media affects consumer decisions. In the book Socialnomics, by Erik Qualman, surveys said 78 percent of consumers trust peer recommendation while only 14 percent trust advertisements. (1)
True _____ False ______
TARP
NIADA created the industry’s own TARP Program, called “Together Automotive Retailing Prospers.”
(2)
Impact on Consumer Walk in Traffic
80% of car shoppers – four out of five – who walk through a dealership’s doors do not establish contact with the dealer prior to their initial visit.
(3)
True _____ False _____
True _____ False _____
Auto Finance
Market Trends
Experian Automotive reported that rising average credit scores on both new and used loans, a downswing in delinquency rate growth and lower at-risk loan values have been pointing toward stabilization in the market.
(4) True _____ False ______
Social Media &
Dealership Marketing
If you have social media pages, such as a Facebook Fan Page, a YouTube Channel or a Blog, this gives an opportunity for your business to be seen in the consumers search results.
(5)
True ____ False _____
TARP
The Troubled Asset Relief Program was designed to put consumers into new vehicles.
(6)
True ____ False _____
I certify to OIADA that I have personally read these articles in The Oregon Dealer News Magazine for # 2-2010
My Name __________________________________________________ ____________(printed)
Dealership Name _________________________________________ Dealership # ___________
Dealer License Expiration Date:(Month)_________________________ Year)________________ Signed: _____________
____________________________________Date __________________
FAX TO: 503-364-7331 or mail to OIADA, 1475 Capitol St NE, Salem, Oregon 97301
Membership Survey
Please fill out a fax or send back to OIADA
Fax: 503-364-7331
Do you have a membership with OIADA?
YES
NO
Reason:
Do you attend the annual convention?
YES
NO
Reason:
Do you have any suggestions for the convention?
Which products or services offered by OIADA do you use?
Where/how do you purchase your forms? Phone
In office
Website
Where/how do you obtain your continuing education? OIADA
What method do you prefer? Live
Class
Do you belong to a 20 group?
Other
Online
YES
NO
Auction
Other___ .
.
Mail
Convention
.
Not Happy
.
If so, whose?
What dealer software do you use? ____________________Love It
OK
What is the average number of units in inventory for your business?
Average monthly unit sales?
Do you advertise on the internet?
If so, how? Craigslist
Personal
YES
Website
EBay
NO
Autotrader.com
Cars.com
Cars 24/7
What % of your business is sub-prime?
What lenders do you use?
Are you ‘Buy Here / Pay Here’?
Do you have a service department?
What auctions do you use if any? PAA
How often?
YES
YES
CAA
NWAA
NO
NO
Crosspoint
Who do you use to transport your vehicles?
Do you sell Service Contracts?
Do you sell Product Warranties?
Average number sold per month?
Which company/ies do you use?
What vendors do you use for the following:
Advertising Insurance Price Guides Training Detail Supplies Tires Other -
YES
YES
NO
NO
Others
23
.
Other
.
ASSOCIATE MEMBER LIST: Your Dealer Products and Service
ADVERTISING
FINANCING
LEGALSERVICES
Autotrader.com
Katrina Sonley, 425-748-0670
Credit Concepts
Jason Moon, 541-342-8545
Simms & Simms
Ted Simms, 503-228-8583
Cars.com
312-601-6134
Mid Oregon Credit Union – Bend
Kyle Frick, 541-382-1795
Craig Nichols & Associates
Craig Nichols, 503-224-3018
The Oregonian
Jeff Fishback, 800-452-1420 x 8479
Nationwide Northwest, LLC
Kevin Sullivan, 916-997-2181
Buy Sell Ride Magazine
Nathan Samson, 503-516-6550
Reliable Credit Association
David Marx, 503-462-3022
LEASING
Oregon Roads, Inc.
New & Used Vehicle & Commercial Leasing
Joseph McKinney, 541-683-2277
SERVICE CONTRACTS
ACCESSORIES – AUTO
Auto Marketing Associates NW
Gary Palaniuk, 503-519-7725
Reliant Financial/ Oregon Auto Finance
1700 Valley River Dr. #B
Eugene, OR 97401
Gary Veum, 541-868-0472
A.U.L. Corporation
Gina Eagerton, 800-826-3207
United Finance:
Burnside, 503-232-5153
Gateway, 503-238-6466
Gladstone, 503-238-6495
Eugene, 503-342-7671
McMinnville, 503-472-3121
Salem, 503-585-6411
Tigard, 503-639-3115
Beaverton, 503-644-1153
Hillsboro, 503-648-4141
Gresham, 503-661-5626
Seaside, 503-738-6371
Woodburn, 503-982-1111
Pendleton, 541-276-1111
Grants Pass, 541-476-6801
Roseburg, 541-673-5581
Medford, 541-779-7391
Klamath Falls, 541-882-3333
La Grande, 541-963-6600
Auto Services Company
Dick Proudfoot, 503-705-7597
Northwest Auto Accessories
Craig Lessard, 503-288-5700
AUCTIONS – PRIVATE
Brasher’s Portland Auto Auction
Jerry Hinton, 800-300-3200
Brasher’s Northwest Auto Auction
Lisa Larkin, 800-905-3901
Cross Point NW dealer Auctions
Brian Hardy, 503-457-4000
Manheim Portland Auto Auction
503-286-3000
AUCTIONS OUT-OF-STATE
Adesa Seattle Auto Auction
Greg Beck, 253-735-1600
Dealer’s Auto Auction Northwest
Steve Doyle, 509-244-4500
South Seattle Auto Auction
Julie Picard, 206-762-1600
AUCTIONS – PUBLIC
Insurance Auto Auctions, Inc.
Ryan Hall, 503-253-1500
Tower’s Auto Auction
Micky Henson, 503-981-7777
Western Funding, Inc.
Brian Moore, 916-484-7770
FLOORPLAN FINANCING
Dealer Services Corporation
Garrett Jorewicz, 866-230-0820
FORMS & MEMBERSHIP
OIADA 800-447-0302
HEALTH CARE & BENEFITS
Woodburn Auction
Steve Morin, 503-981-8185
CAR RENTALS
Canon Investments, Inc.
Joe Canon (Salem), 503-580-0473
DEALER SOFTWARE
Frazer Computing, Inc.
Micheal Frazer, 888-963-5369
USA Travel/Wares
Sandra Carlson, 503-252-9375
OpenMetrics
AJ Weinzettel, 503-710-1829
The Summit Group of Oregon, LLC
John Petrie, 503-581-2825
INSURANCE & BONDING
Hecht & Hecht Insurance
Larry & Evelyn Hecht – OIADA
Agent of Record – Portland
800-609-0979
Jost, Stidd & Schrader Insurance
Ryan McKay, 503-305-6916
Sentry Insurance
Randy Dombrowski
800-624-8369 x 7272
Zurich
Chris Booker, 800-648-2144
Auto Care
Tim Letsom, 541-688-9290
A.U.L. Corp/ D.P.C. Inc.
Jim Bangert, 360-834-3333
NW Dealer Direct
Kevin Buck, 503-888-6034
Payment Insured Plan
Amber Gorham, 541-736-3512
The Guardian Warranty Corp.
Courtney Savage, 800-482-7357
TELEVISION/RADIO
Ronald Massey, 503-705-9497
TRAINING
OIADA: Continuing Education, Title &
Registration, & Pre-licensing
Ladena Borchers, 800-447-0302
Leedom & Associates
Twenty Groups-Consulting-Training for dealers
Chris Leedom, 941-371-7999
1475 Capitol St. NE
Salem, OR 97301
●503.362.6839 ●800.447.0302
Toll Free Fax: 877.227.3676
Fax: 503.364.7331
www.oiadanet.ning.com
Feb. 4th
& 18th
503-492-9200 | www.BrashersPortland.com
Feb. 25th
Feb. 11th & 25th • Up to 75 units
Feb. 25th
GSA SALE Feb. 18th
1:00 pm sale • Up to 100 units
Feb. 11th
& 25th
Feb. 18th • 100+ units
Feb. 11th
& 25th
Represented by Peter Craig
Feb. 25th
Feb. 4th, 11th and 25th
every
week
Reliable Credit
F E B R U A R Y
4
C R E D I T
DEALER SALE UP TO
1000 UNITS
U N I O N
BANK REPOSSESSION SALE
with up to 300 bank repos and fleet
vehicles. Featured consignment from
US Bank and Wachovia Financial
Services.
Non-op at 8:30
2 0 1 0
11
with up to 80 repo units
each week with Todd Olson
T H U R S D AY S AT 9 A M
DEALER SALE UP TO
18
Credit Union Sale
SMOKIN’ RIB
SHOOTOUT III
1000 UNITS
HONDA FINANCIAL SERVICES
ACURA FINANCIAL SERVICES
Up to 75+ Honda Honda Financial and
Acura Financial Services units.
Non-op at 8:30
DEALER SALE UP TO
1300 UNITS
VOLKSWAGEN CREDIT
AUDI FINANCIAL
GSA SALE
Non-op at 8:30
STARTS AT 1 PM
25
DEALER SALE UP TO
1100 UNITS
Credit Union Sale
NEW CAR FEATURE SALE
Up to 150 New Car Store Trades offered
with $100 28-day floats. Over 350 total
repo & fleet vehicles today!
HONDA FINANCIAL SERVICES
ACURA FINANCIAL SERVICES
Non-op at 8:30