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auto dealer
INDEPENDENT
Georgia Independent Automobile Dealers Association MAR/APR 2021
Save the
Date
Conventi
on 2021
July 15-17
STONE MT
N, GA
Dealership Essentials
for Engaging Customers in
a Digital Environment
Choosing the Trustee
for Your Estate Plan
Survey:
The Pandemic Accelerated
the Adoption of Digital Retailing
PLUS:
21 Digital Marketing
Resolutions for 2021
2 | GIADA Independent Auto Dealer MAR/APR 2021
GEORGIA INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION
INDEPENDENT
auto dealer MARCH/APRIL 2021
2 | Message from the President: 5 | Dealership Essentials for 13 | Service Provider Directory
Welcome to Spring! Engaging Customers in a 26 | Survey: The Pandemic
2 | Advertiser Index Digital Environment Accelerated the Adoption of
3 | State Mandated Continuing 6 | Choosing the Trustee for Digital Retailing
Ed at Convention 2021 Your Estate Plan 28 | Pre-licensing Calendar
4 | Message from the Executive 7 | Mask-less Socializing: 30 | The CARLAWYER©
Director: It’s Time to Bring What This Means For Your 32 | Auction Directory
Georgia Dealers Together Dealership 34 | New & Renewed Members
Again! 8 | 21 Digital Marketing 37 | GIADA Staff
Resolutions for 2021
SLATE OF OFFICERS
Chairman of the Board Sr. Vice President-at-Large
David Mosley • Cherokee Auto Group Dennis Pope • Peoples Financial Hiram
® Canton, GA • 770-345-0282 Hiram, GA • 770-948-6110
President Sr. Vice President-at-Large
David Johnson • Cherokee Auto Group Jason Reaves • Wayne Reaves Software
Canton, GA • 770-345-0282 Macon, GA • 478-474-8779
The magazine of the
GEORGIA INDEPENDENT President Elect First Vice President-at-Large
Hudson Biondo • MasterCars Auto Sales Randy Mosteller, Microbilt
AUTOMOBILE Doraville, GA • 770-450-5000 Kennesaw, GA • 803-309-0909
DEALERS ASSOCIATION
GIADA.ORG First Vice President Second Vice President-at-Large
6903-A Oak Ridge Commerce Way Jack Carter • Turn & Burn Motors Glen Reeves • Reeves Insurance Agency
Austell, Georgia 30168 Conyers, GA • 404-297-7756 Douglasville, GA • 770-949-0025
T | 800-472-8101 or 770-745-9650
F | 770-745-9655 Second Vice President Third Vice President-at-Large
John Weir • Autostar Finance, Inc. Julie Dermer Colgate • WoodmenLife
Scottsdale, GA • 404-297-7756 Ellijay, GA • 678-447-1161
Third Vice President Fourth Vice President-at-Large
EXECUTIVE DIRECTOR | EDITOR Neill Waters • USAuto Sales Melanie McKinney, The Golden
Amy J. Bennett Duluth, GA • 770-280-3907 Rooster LLC
Lagrange, GA • 678-218-6618
Treasurer
For more information about the GIADA, Donnie Bazemore • Southeastern Auto Auxiliary Officers
topics addressed in this issue, or for additional Auction of Savannah President: Lisa Johnson
copies please contact GIADA, (800) 472-8101. Savannah, GA • 912-965-9901 Vice President: Laurie Higgins
Treasurer: Kate Christianson
Copyright 2021 Secretary Secretary: Wendy Brunn
Neill Rawls • Georgia Certified Motors
Conyers, GA • 678-906-3793
GIADA Independent Auto Dealer MAR/APR 2021 | 1
ON THE MARK
ADVERTISER
Welcome to Spring!
Happy Spring Everyone,
INDEX
BC Frazer Computing Inc.
As I sit here writing you on this beautiful sunny morning at
the first of March, the birds are singing and the flowers are 29 GIADA Legal
blooming. This beautiful day reminds me of our risen Savior
9 Oakwood's Arrow Auto
Jesus Christ and all he did for us. I am reminded of the hope
of a new day and of the hope we have in Him. Auction
6 Peachtree Planning
I also have hope for a busy car season. I always say during
tax season, “It’s the most wonderful time of the year!” Like 27 People's Financial Corp
retailers during the Christmas season, for people in the car
4 Rawls Auto Auction
business, tax season is our busy time of year. As usual, car
prices are still high and margins remain low, but if we keep 25 Ron Widener
GIADA PRESIDENT ourselves in the game we will find deals. We must make and
33 RunBuggy
David Johnson maintain good customer relationships! With this hope and
Cherokee Auto Group positive attitude, we will live to see another day in the business 11 Southeastern Auto Auction
Jasper Easy Car Credit we all love!
28 Turn Automotive
I would like to remind you to keep your records clean and in 24 UPS
good order. The used car board inspectors are out and about making sure honest dealers
IFC Wayne Reaves Computer
stay good and help us do things the right way. Also remember to keep those buyers guides
posted in the windows of the vehicles offered for sale. It will save you time and money Systems
if you were to get inspected. Staying compliant is one of the most important issues that
dealers face. If you have any questions about compliancy, please reach out to the GIADA To advertise in GIADA's monthly
office. Answering compliancy questions is just one of the great member benefits! magazine, please contact
GIADA, 770-745-9650.
I hope everyone has a wonderful Easter season and remember the reason we are here:
to glorify our Savior and to help those less fortunate! Please take the time to enjoy your
family, your businesses and have a balanced life.
God Bless and take care. MAXIMIZE YOUR
David ADVERTISING
EXPOSURE!
GIADA also offers options
A POWERFUL ARRAY OF for advertising on our
NEW ADVERTISING OPPORTUNITIES website and in our
digital publications!
Visit www.giada.org or call for details!
You may also download the
2021 Media Kit online at giada.org
Questions? 770-745-9650
or publications@giada.org
2 | GIADA Independent Auto Dealer MAR/APR 2021
FIRST STATE MANDATED
CONTINUING
EDUCATION CLASS
GIADA
2021 Annual Convention & Expo
Stone Mountain, GA • July 15-17
Atlanta Evergreen Marriott Conference Resort
OFFICIAL CE TRAINING
Friday, July 16 • 9:00am to 5:00pm
Get your CE Certificate out of the way as early as possible!
Discount on entry is reserved for members. Includes 3 free meals!
REGISTER ONLINE AT
giadaconvention.org
GIADA Independent Auto Dealer MAR/APR 2021 | 3
THE PULSE OF GIADA
It’s Time to Bring Georgia Dealers
Together Again!
Please join us at the 2021 “LIVE” Convention, July 15-17, 2021, at the Marriott Evergreen Resort in Stone
Mountain Park! Our first state mandated continuing education class will take place Friday, July 16th. We
will be practicing social distancing with all the events. Due to current COVID protocol guidelines, we
had to make several changes to this year’s convention and class procedures. Although the CE class will be
held in 2 rooms, there will be a limited number of dealers that can attend. As many of you know, the first
CE class draws a record number of attendees, so it is more important than ever to register EARLY! After
class, we invite you to stay for dinner and visit all the vendors at the trade show. We are looking forward
to a good time and some great networking opportunities with dealers and vendors.
As the seasons change and you are doing some much needed spring cleaning, please keep the GIADA
Auxiliary in mind for the silent auction at the convention. All proceeds from the auction go to local
charities. Please donate any pictures or objects of value that you think would bring bids and help raise
GIADA EXECUTIVE funds for several great causes. Your participation in the silent auction is definitely appreciated!
DIRECTOR,
Amy Bennett Through all the changes and uncertainty of the past 12 months, membership at GIADA has remained
at over 2500 dealers and businesses. I would like to thank each and every one of you for your support.
Because of dedicated members like you, the Association has thrived and remained strong. If you haven’t
joined GIADA, please consider membership and join thousands of other hard-working, like minded individuals like yourself. Together
we have a strong voice! As always, we are here to assist you and help you succeed. n
We’ve set the
auto auction
standard for over
eight decades.
COME SEE WHAT MAKES US UNIQUE
4 | GIADA Independent Auto Dealer MAR/APR 2021
Dealership Essentials for Engaging
Customers in a Digital Environment
By Steve Roessler, Chief Evangelist Officer, DriveCentric
Digital experiences are no longer just a If you can’t rely on your CRM to aggregate value quick responses and the ability to
part of our business; How your dealership your customer data, activities, and work deals from anywhere, then mobile
engages customers in digital environments conversations in one place so that your CRM cannot be an afterthought.
is equally, if not more important, than team can engage in real-time, then it’s time • Strengthen your social reputation – As
showroom experiences in 2021. for a change. word-of-mouth referrals move to digital
spaces, don’t let social conversations and
The future path to increased profits starts To turn a conversation into an engaging online reviews overshadow your brand.
with a solid foundation of technology. experience, here is an easy checklist Look for technology that fully-integrates
But it’s the buying experience you provide that you can use: social media to expand your reach and
that makes all the difference with today’s meet customers where they spend the
shoppers. • Highly-personalized to the customer most time online.
journey – Use your customer data • Seamless experiences win – Providing
So, how do we deliver the engaging to gather key insights that help you first-class, omnichannel retail is just as
experiences consumers want? engage shoppers with tailor-made critical as brick-and-mortar experience.
conversations and messages that answer If you’re not offering shoppers a seamless
Embrace the Power of Hyper-Personalized their questions. experience from online to onsite visits –
Conversations • Communicate like a trusted friend your competitors will.
– If you want to build relationships,
Auto shoppers have more choices than ever empower your sales team to Shift to an Engagement Mindset
before. According to McKinsey, 70% of the communicate with engaging text
customer buying experience is determined messages and personalized videos that To enhance customer communication,
by how they feel they have been treated. result in meaningful conversations. employees must shift to a task-driven
Using a customer’s preferred method of mindset of consistently engaging customers
Hyper-personalized conversations are communication is key. with informative, genuine responses to
critical to remaining competitive in • Lean into AI for real-time interactions build relationships. Doing so will result in
today’s shopping environment. Engaging – Buyers want information delivered better customer experiences and increases
customers along their car buying journey according to their schedule. Don’t be in gross profits. n
requires tracking and understanding fooled by buzzwords. Lean on artificial
shopper behavior. intelligence tools with conversational Steve Roessler serves as Chief Evangelist
response capabilities. This way, if a Officer of DriveCentric, a leading provider
The average dealership collects thousands of consumer interacts with the dealership of dealership software solutions. With over
customer data points, but 60% still struggle to online when the sales team is currently 25 years of expertise servicing customers,
execute an effective personalization strategy. serving other customers, you can still Steve’s passion is helping dealers embrace new
quickly and effectively respond via AI technology and long-term strategies that drive
One of the reasons for this is because, tools. sales and market share growth while providing
without the right dealership CRM, it’s often • Mobile is mandatory – Mobile tools an exceptional customer experience. Steve is
challenging to find the hottest leads. And that make it easy to engage from recognized as one of the most prominent voices
this makes it tough to reply with customized anywhere are essential to giving your in automotive advocating for dealerships,
messages that fit your buyer’s preferences. sales team the competitive edge. If you customers and the community.
GIADA Independent Auto Dealer MAR/APR 2021 | 5
FINANCIAL FEATURE
Choosing the Trustee for Your Estate Plan
By Peachtree Planning
You probably already know a trust is an
essential document in estate planning.
Properly configured and funded, a
trust protects the privacy of your estate,
ensures that its assets avoid probate, and
provides the grantors with a legally binding
framework for distributing assets according
to their wishes. But a well-designed trust still
requires human management to ensure its
execution.
While the grantors (i.e., the creators) of the
trust are alive, they usually also serve as its
trustees, managing the assets placed in it.
When the grantors die, a successor trustee
steps in to continue these administrative
responsibilities. The successor trustee is the • Communicate regularly with to losses, decreasing the amounts intended
critical human factor in an estate plan. beneficiaries, addressing questions and for beneficiaries. If family members are
concerns. beneficiaries, prickly personal relationships
Responsibilities of a Trustee may become full-fledged conflicts once
Trustee Options money is involved.
A competent successor trustee must:
• Confirm their authority as trustee, and Typical candidates for successor trustees are These potential pitfalls may prompt grantors
act as the liaison between both financial family members, financial professionals, or to name a financial professional as a third-
institutions and beneficiaries. This often institutions. The most common reasons party trustee. These trustees usually charge
requires documentation or registration for designating a family member (an adult fees for their services. In some cases, the
with appropriate entities. child, a sibling, or other family relative) grantors may choose a business, such as a
• Manage and preserve trust assets to fulfill are cost and trust. Family member trustees bank or trust company, to be the successor
the objectives of the trust. often serve as volunteers, and typically have trustee. These institutional trustees provide
• Administer distributions according to a strong familial interest in ensuring the management services for many trusts;
the terms of the trust. wishes of the grantors are honored. different members of the trust company
• Maintain financial records so that may fulfill the trustee’s duties; an investment
tax returns are filed promptly, and Appointing a relative – even a trusted one manager for the assets, a tax preparer for
beneficiaries have accurate and timely – has risks. The trustee might not have returns, etc.
information regarding trust assets and the knowledge or expertise to properly
anticipated distributions. manage the trust assets, which could lead In theory, institutional trustees have the
advantage of expertise and impartiality.
In estate plans where a family member
We Help Independent Auto Dealers is the trustee and also a beneficiary, this
Protect, Grow, and Pass on Their Business duality might create conflicts of interest.
Institutional trustees are not beneficiaries;
they earn their fees by following the dictates
of the trust.
On the other hand, beneficiaries may believe
the fees charged by the institutional trustee
Matt Justice, Vice President David Gibson, MBA eat away trust assets that should rightly
O:404.260-1649 | M:404.384.4140 O:770.897.4913 | M:770.584.6258 be distributed. One option to resolve this
matt_justice@peachtreeplanning.com david.gibson@peachtreeplanning.com tension: naming co-trustees, such as a family
www.peachtreeplanning.com/automobile-dealer-services member and a trust company, to be checks
2021-117225 exp. 2.23 and balances for each other.
6 | GIADA Independent Auto Dealer MAR/APR 2021
Qualifications of Your Trustee Mask-less Socializing: What This
As mentioned earlier, the decision regarding
a successor trustee is critical to the trust
Means For Your Dealership
performing as intended by the grantors. By Ilana Shabtay, Director of Marketing at AutoLeadStar
While each estate plan is different, grantors
should consider some of the following There will come a time, sooner than we Shortening in-person visits
factors when deciding on a trustee. think at this point, where we’ll be living Even if there is no rampant pandemic,
in a post-COVID era. We’ll be back at our no one will want to spend their entire
Availability of the trustee. It might not be a favorite crowded bars, our kids will be in Saturday inside your dealership. This was
full-time job, but a trustee’s responsibilities school — real school— and we’ll be on the true pre-pandemic and even more true
are numerous, and may have deadlines. road: business trips, family vacations, and post-pandemic. Dealerships that kept up
A family member or individual financial holidays. excellent customer service during COVID
professional might be well-suited for the were able to shorten the time in-store and
task, but not have the time. But while we may be able to share the air do as much as possible before the customer
with others again, the remnants of COVID visits. As the average in-market shopper
Size of the estate, and the types of assets. If will still linger. Predictions are that many only visits 1-2 dealerships, you need to
there’s a lot to manage, you may need a lot retail habits- like curbside pickup- will make sure your dealership accommodates
of managers. Real estate, business interests, be ingrained in our society forever. And for the new normal that will never go back:
or investments may require expert guidance. considering the amount of new proud less time indoors, less contamination,
If the trustee isn’t competent in these areas, Peloton owners (seriously, check their more efficiency, everywhere. Dealerships
it is imperative that he/she can delegate stock), I’m assuming at-home and on- need to set up the closest thing to curbside
these management responsibilities to other demand workouts won’t be going anywhere pickup— or curbside test drive, if you
professionals. either. will— to keep customers in-line with their
new shopping habits. Less friction and
The number and makeup of the beneficiaries. So what does this mean for your dealership? more efficient appointment setting will be
Trust beneficiaries could be a surviving Just because we’ll hit a post-COVID era does key.
spouse, children, siblings, charitable not mean dealerships should do away with
organizations, private foundations, or some of the accelerated technology adoption Facilitate the sale
other special entities. A trustee should be and customer service accommodations While facilitating the sale was always
someone who can interact effectively with derived from the pandemic. Quite the the number one priority for dealerships,
the beneficiaries and manage tensions that opposite: dealers should expect a shift in consumers have a new level of expectations
may arise among competing interests. retail behavior forever. that we need to take into account. We’ve
seen the world go upside down, and with
An important note: Each state has different Full funnel digital commerce that, business models adapt to continue
rules and each situation is unique, so you COVID introduced new emerging markets to reach consumers in any circumstance.
should always consult with an attorney or to automotive that helped the industry’s Curbside pickup, drive-though testing sites,
tax advisor when establishing a trust and fast economic rebound starting in 2020 cocktails on-the-go. Dealers should gear
naming a trustee. Q3. Millennials, one-car families, New up to continue to provide virtual trade-in
Yorkers. It was therefore imperative for evaluations, solo test drives, service pick-
Who would you name as trustee? dealers to have the technology in place to up/drop-off at home, and more because
Estate planning may not be on your horizon reach those buyers; efficient, hyper-targeted shoppers now know this is an option
right now. Even if it’s a long way off, it can campaigns to attract new customers during and may very well prefer it. Consumers
be helpful to consider what you might hope a time of financial stress and uncertainty. have become “spoiled” by the flexibility
to accomplish with an estate plan, including The dealerships that were able to switch of the new normal and it’s predicted this
the people, institutions or causes you’d want on and off messaging instantly, leverage will dictate many new retail habits in the
as beneficiaries, and who you would appoint streamlined data, and automate marketing future. Make it easy for your shoppers
to act on your behalf. n campaigns were investing in full-funnel and facilitate the sale to accommodate all
digital commerce that makes 1:1 matches funnel shoppers.
Contacts: between the shoppers and inventory.
Matt Justice Reaching your customers with technology- So yes. There will be a time where we’ll
Mobile: (404) 384-4140 driven marketing will stay relevant as buyers all be back at our favorite pubs, hugging
Office: (404) 260-1649 shift even more focus to online and pre family members, and going into work.
matt_justice@peachtreeplanning.com showroom visits. Your dealership should However, COVID has changed the face of
have the infrastructure in place to target business and customer service and dealers
David Gibson, MBA and engage all funnel shoppers, anywhere, should prepare to stay competitive in this
Mobile: 770.584.6258 including a top-notch browsing experience environment. It’s about continuing the best
Office: 770.897.4913 on your website, even if you see an uptick in practices that kept automotive strong in
david.gibson@peachtreeplanning.com showroom walk-ins. 2020 and beyond. n
GIADA Independent Auto Dealer MAR/APR 2021 | 7
21 Digital Marketing
Resolutions for 2021
By Krys VanSlyke, Vice President of Operations at Digital Air Strike
Consumers have become accustomed to the conveniences technology provides, so here are the
digital marketing resolutions every dealership and dealer-partner needs to keep in mind in 2021.
The past year may have been an unusual one by more people. In fact, about 500 million 6. RESOLVE TO IMPROVE SOCIAL
filled with unpredictable situations around people view Instagram stories every day. POSTING.
every corner, but there have been many Your social media shouldn’t always be
positives as the auto industry embraced 3. RESOLVE TO HAVE MORE FUN. a sales pitch. It’s great to include offers
technology to continue selling and servicing Social media platforms like TikTok tap and incentives, but always use this tool to
amid shutdowns and social distancing. into the desire for people to be playful and showcase how you support the community,
Consumers aren’t ready to give up the showcase their creativity. Dealers who aren’t celebrate happy customers, and highlight
conveniences technology provided, so here afraid to have a little fun online can use this your rock star team members. Keep copy
are the digital marketing resolutions every platform to reach a new generation of car short and to the point, and use videos to grab
dealer needs to keep in mind in the new year. buyers and service customers. TikTok is the attention and stop the scroll.
fastest growing social network of all time.
There have been many positives as the auto In June, TikTok was downloaded 87 million 7. RESOLVE TO CREATE A SOCIAL
industry embraced technology to continue times worldwide, with 7.5 million of those CALENDAR AND POST FREQUENTLY.
selling and servicing amid shutdowns and downloads coming from the U.S. Get organized and plan ahead by using
social distancing. a social media calendar so you can be
4. RESOLVE TO ANSWER THE strategic about each post. A calendar also
1. RESOLVE TO BE WHERE YOUR QUESTIONS CONSUMERS ARE allows you to plan with needed graphics
CUSTOMERS ARE. ASKING. and photos and reminds your business of
More consumers are getting rid of cable and Almost all vehicle research will intersect important upcoming events you want to
using streaming services to watch live sports, with YouTube at some point. Use this post about.
top shows, and hit movies. In fact, streaming popular site to your advantage by making
services have increased their viewership by videos about consumer hot topics. Consider 8. RESOLVE TO MONITOR YOUR
60% over the past year. Amazon OTT (Over- posting videos that compare and contrast SOCIAL MEDIA AND RESPOND IN A
the-Top) ads on streaming platforms allow two similar vehicles and explain any new TIMELY MANNER.
dealers to advertise to their consumers on features. According to the provider, YouTube The cost of ignoring social media can turn
Hulu, Amazon Prime, HBO Max, and more is the top destination for auto purchasers to prospects away without you even knowing.
than 60 other services. Amazon OTT ads are experience vehicles with video. Watch for users commenting on your posts
unique in that they are highly targeted based and make sure you’re replying quickly in a
on geography, shopping behaviors, viewing 5. RESOLVE TO INCLUDE “PINNERS” personalized manner. People will appreciate
habits, and more. The ads also can’t be IN YOUR MARKETING PLAN. personal, rapid responses and keep you in
skipped by consumers and play full screen Pinterest is for planners, and with automotive mind for future purchases.
with sound. playing a bigger role on the popular image
sharing site, there’s never been a better time 9. RESOLVE TO ADVERTISE ON
2. RESOLVE TO STAY AT THE TOP OF to advertise on this unique social media SOCIAL MEDIA.
SOCIAL MEDIA FEEDS. platform. About 29 million auto service Use highly targeted ads on social media to
Facebook and Instagram stories have been customers and 58% of U.S. adult Internet reach new customers, engage current ones,
around for more than three years now, but users with incomes of more than $100,000 and sell more. Create unique audiences
many dealers still don’t take advantage of visit Pinterest every month. With unique and retarget website visitors to increase
this prime digital real estate. These posts data points, Pinterest is a great place to reach conversions. Remember to monitor your ads
show up at the top of newsfeeds and are seen people researching future vehicle purchases. Continued on page 10
8 | GIADA Independent Auto Dealer MAR/APR 2021Continued from page 8 feedback on top review sites by providing messaged on your website, Google My
for comments. You’re paying for that content links in your survey. Business page, ads, and more. Make sure
to be seen and you don’t want a negative you are using technology to manage this
comment on your ad to drive traffic away 14. RESOLVE TO SHOWCASE YOUR so you can track leads, and so your team
from your dealership and ruin your ROI. BUSINESS FREE IN GOOGLE SEARCH members aren’t sending messages from
RESULTS. their personal devices.
10. RESOLVE TO RECRUIT TOP More than 80% of all online searches are
TALENT THROUGH SOCIAL. conducted on Google and 60% of customers 18. RESOLVE TO BE READ.
Your next rock star team member could check Google My Business for reviews. It’s Almost 98% of text messages are read
be on social media. Be sure to post open imperative that your Google My Business within three minutes, compared to
positions and the benefits of working for page makes a great first impression. only 20% of emails. Use bulk text/SMS
your dealership not only on job sites, but Highlight great services, inventory, special messaging to communicate timely updates,
on Facebook, LinkedIn, and more. Social offers, job openings, customer testimonials, dealership specials, new hours, and more to
media is a great place to connect with tech- and more in your listing. Use photos, your customers.
savvy talent. Improve your star ratings as motion graphics, and video to capture
an employer by asking your team to write attention and make the most of “zero-click 19. RESOLVE TO RESPOND
reviews about their experiences at your search” traffic. TO ALL LEADS QUICKLY AND
dealership. PROFESSIONALLY.
15. RESOLVE TO USE VIDEO TO According to 61% of car buyers, how
11. RESOLVE TO RESPOND ENGAGE CONSUMERS. quickly a dealer responds to their vehicle
PROFESSIONALLY. In all, 74% of consumers say they’d prefer inquiry directly impacts their dealership
Engaging in online arguments makes your to learn about a product or service through selection. Be sure to respond quickly,
dealership look bad. Make sure you calmly video, and according to Google, there’s been include multiple vehicle options, your
address any customer issues and show that a 40% increase in car video views this year. dealership “why buys,” current specials, and
you really care about resolving it. Also, Grab your mobile phone or use a webcam more. Also, be sure to answer any specific
take the conversation offline and provide to record simple videos that showcase questions car buyers have.
direct contact information of a higher-level vehicle features, dealership safety measures,
employee to assist in fixing the situation. service orders, and DIY service tips. Send 20. RESOLVE TO IMPROVE LEAD
the videos to customers via email or text to FOLLOW-UP.
12. RESOLVE TO BOOST YOUR engage them and allow them to do more of Digital Air Strike’s 8th annual Automotive
REPUTATION SCORES. their research from home. Social Media & Online Trends study
Approximately 85% of consumers trust reports that 78% of people spend weeks to
online reviews as much as personal 16. RESOLVE TO LEVERAGE AI months researching vehicles before buying,
recommendations. Nearly three out of four ASSISTANTS TO QUALIFY AND so make sure you’re following up with
consumers trust a company more if it has CAPTURE LEADS. car buyers well beyond their first inquiry.
positive reviews, and 49% of consumers People shop on their schedule, not yours. Many dealerships only have the bandwidth
need at least a four-star rating before they Lean on virtual chat assistants to field to handle customers right in front of
choose to use a business. If you’re not questions, capture leads, and schedule them, so make sure you have a process or
monitoring your reputation and protecting appointments on your website or Facebook technology to engage with consumers that
your brand in 2021, you are making a 24/7. You can even use a chatbot as a didn’t purchase.
huge mistake. Make sure you are actively digital receptionist to handle common
requesting reviews from happy customers, questions and route shoppers to the right 21. RESOLVE TO SPEND MONEY
including by text message immediately after team members for that personal touch that WISELY.
their purchase or service. doesn’t flood your inbox. More advanced When is the last time you audited your
AI chat programs provide integrations to budget? Are all vendors delivering ROI? Are
13. RESOLVE TO SURVEY empower car buyers to get pre-qualified for you paying for duplicate services? Dig into
CUSTOMERS TO GET MORE credit and estimate their vehicle trade-in the numbers and identify vendors that are
POSITIVE REVIEWS. value, ultimately doing more online so your true partners and are delivering results. n
Get your team trained and involved in team can focus on hot leads first.
communicating the survey process to Krys VanSlyke serves the bright people
your customers. The feedback you receive 17. RESOLVE TO COMMUNICATE who help clients win through five-star
can be used to uncover opportunities for WITH CONSUMERS IN THEIR implementation, fulfillment, and support of
improvement and can be addressed before PREFERRED METHOD. DAS products. Krys has been leading creative
the customer posts something negative Many consumers prefer messaging through teams for 20 years and working in social
online. Even five-star survey responses can text and chat platforms. Make it easy for media for business since he told his then-boss
include valuable feedback. Make it easy them to connect with your dealership by “our company should be on Twitter” back in
for happy customers to post their positive providing phone numbers that can be text 2008.
10 | GIADA Independent Auto Dealer MAR/APR 2021GIADA
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GIADA Independent Auto Dealer AUGUST 2018 | 12
12 | GIADA Independent Auto Dealer MAR/APR 2021 LIMITED TIME OFFER. EXPIRES DECEMBER 31, 2021raising
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__________________________________ maximize tax season such as a 1st quarter, NAAA - National Auto Auction Association
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423-756-7771 new all year round program. naaa.com
hhmcpas.com 10% OFF using coupon code GIADA NAAA represents the interests of the
A team of CPAs and dealership advisors __________________________________ auto auction industry delivering training,
that provide accounting, tax and setting standards and offering networking
consulting services to automotive opportunities to the remarketing
dealerships across the nation. community. The success of the association
__________________________________ is its membership and the ability to come
Peachtree Planning Auto Dealers together as a unified voice.
Services TJS Deemer Dana LLP
404-384-4140 CERTIFICATION/ CPO PROGRAM
912-238-1001
ihelpindependentautodealers.com tjsdd.com
We help independent dealers protect Accounting Services
their assets from litigation & creditors. Do
you know if your family and business are ADVERTISING Trusted Sale Inc
protected? What happens if something 201-320-5079
happens to you? trusted.sale
Mention GIADA for exclusive discounts Trusted Sale Pros is a platform that
__________________________________ helps independent dealers attract more
Robert L Burt CPA buyers, sell faster, and earn higher
Butler Productions profits. Platform features a turn-key CPO
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Accounting program, extended service contracts,
butlerproductionsmultimedia.com special lease & finance options and
__________________________________ Advertising, creative services, and vehicle promotion services.
business solutions for dealerships. Butler GIADA members receive a $50 voucher
Productions serves all of your marketing, towards any Trusted Service Contract sold,
advertising, and creative needs on a with NO sales limit.
silver platter--turnkey solutions or a la
Stifel carte.
912-234-5400
stifel.com
Stifel is a diversified global wealth
management company focused
on building relationships that help
individuals, families, and organizations
pursue their financial goals.
GIADA Independent Auto Dealer MAR/APR 2021 | 13COMPUTERS/NETWORKING DEALER GROUPS,
ASSOCIATIONS, & RESOURCES
SureSale
770-530-4543
suresale.com
SureSale helps your dealership promote Alltek Holdings Inc.
quality pre-owned vehicles. 90% of car 770-949-9468
buyers say they'd be more likely to buy alltekholdings.com
pre-owned if an independent company Independent Business Suites
Our technology solutions and support can
verifies the quality. The SureSale Factfile™ 678-612-6933
help your network run smoothly. You can
vehicle report lists the results of an Need properly zoned auto broker office
rest easy knowing that you’re getting fast
independent inspection and history space? We have affordable professional
help when you need it. We worry about
check, so they can be sure. office space located in several location
your technology, so you don’t have to!
around Atlanta to serve your needs. Lithonia
COLLECTIONS CONSULTING FIRM - Marietta - Monroe - Gainesville- Riverdale
__________________________________
Branham & Lloyd, LLC SA Recycling
901-626-5826 706-681-1118
branhamlloyd.com sarecycling.com
Jefferson Capital Group, LLC SA Recycling is a full-service ferrous
CREDIT CARD PROCESSING and non-ferrous metal recycler and
888-833-2444 SERVICE
jeffersoncapitalgroup.com processor. Recognized as an industry
Jefferson Capital Group specializes leader in metal recycling, we operate
in collecting for BHPH Dealerships and over 70 recycling facilities conveniently
Finance Companies. Our three main goals in located throughout California, Texas,
Chosen Payments
servicing loans for our clients are to improve Arizona, Nevada, Georgia, Alabama and
470-344-0144
the dealer's profitability, overall customer Tennessee
chosenpayments.com
experience and operating cash flow. One free contactless payment terminal
DEALER LEADS PROVIDER
for GIADA members. Contact us today.
COMPLIANCE SOLUTIONS & Free contactless payment terminal offer
CREDIT REPORTS for GIADA members in 2020. *Terms and
conditions apply. TrueCar
__________________________________ 512-735-5347
700Credit Repay truecar.com
866-273-3848 470-582-9696 Dealer Leads
700credit.com repay.com
Focuses on delivering the most robust, __________________________________
bureau-inclusive credit, compliance, DEALER MGMT SYSTEMS /
prescreen and consumer pre-qualification WEBSITE PROVIDERS
solutions on the market today
__________________________________
Vector Payments ABCOA/Deal Pack
802-999-7110 800-526-5832
FNI Incorporated vectorpayments.com dealpack.com
888-973-9776 We offer credit card processing that Deal Pack, a turn-key software product
myfni.com specializes in the automotive industry. of ABCoA, contains features vital to the
Business Management Consultant. successful operation of a dealership,
Vector Payments provides an all in one
Product and compliance solutions for related finance company, finance company
merchant services offering to ensure
financial institutions and select dealers. or service and parts operation, handling
each one of you not only have the lowest
__________________________________ buy here pay here, retail, external and
overall cost commitment, but also the
internal leasing, floor planning, and
latest software offerings to simplify your
wholesale deals in real-time accounting
day to day while assisting your customers
20% discount off our one-time fee to
even more.
GIADA members
Microbilt Corp
866-538-9815 CREDIT SOLUTIONS
microbilt.com ScoreNavigator Inc.
Credit Reports 866-944-8845
scorenavigator.com
14 | GIADA Independent Auto Dealer MAR/APR 2021DealerCenter
888-669-2669
dealercenter.net
Auction123.com Web-based Dealer Management Software Wayne Reaves Computer Systems, Inc.
888-514-0123 __________________________________ 800-701-8082 or 478-474-8779
auction123.com waynereaves.com
We deliver award-winning inventory Computer Software / Dealer
management & dealer website solutions. Management Systems and Dealer
We provide fully automated tools for DealerTrack-RTS Website Provider
marketing inventory on Craigslist, Facebook, 860-448-3177
& over 400 online marketplaces. As an eBay us.dealertrack.com DMS & DEALER INVENTORY
preferred service provider, Auction123 offers Dealertrack is the leading provider of
digital solutions to the automotive retail MANAGEMENT
the best tools for generating leads on eBay.
industry – making workflows more AutoQuotor
GIADA members receive $100 off the monthly
efficient, transparent, and profitable 800-630-8045
subscription of our complete website and
inventory marketing tools package. through products like dealer management quoteprosolutions.com
__________________________________ system (DMS), fixed operations, CRM, sales QuotePro offers a robust platform
and F&I, and registration and titling. It’s the for auto dealerships that are looking
only company helping enable the to automate their sales and increase
transformation of auto retailing. their performance. QuotePro offers
__________________________________ a combination of solutions that can
Car-Ware, Inc.
855-504-5949 be used as stand-alone services for
car-ware.com your customers or as a comprehensive
Take your dealership to the next level. Our platform that will take your dealership to
Dealer Management System includes: the next step.
Built-In CRM, Quickbooks Integration, Frazer Computing Inc.
Inventory Management, Buy Here Pay
888-963-5369 EMISSIONS
frazer.biz Georgia’s Clean Air Force
Here and more. Starting at $49 a month!
Computer Software 800-449-2471
Call for a free test drive.
__________________________________ cleanairforce.com
__________________________________
Your resource for Georgia’s Vehicle
Emissions Inspection & Maintenance
Program
Comsoft
Innovative Dealer Solutions
800-849-3838 FINANCE COMPANIES
770-642-8400
comsoft.com
innovativedealer.website
Comsoft specializes in Dealership
For over two decades, IDS has
Management & Marketing Software represented top tier companies with
Solutions. We offer Deal Paperwork ideal products, training, and wealth plans
Processing, Inventory Control, Prospect designed to maximize your F&I income. Automobile Acceptance Corporation
Management, BHPH, LHPH Management IDS has sales representatives across the 678-284-5326
Reports, in addition to third party Southeast that will provide personalized autoacceptance.com
Integrations including Quick Books and service to your dealership and be there Financing needs for your customers
others. Integrated websites available with when you need them. __________________________________
data feeds to multiple online advertisers. __________________________________ APCO Holdings
Call for a free test drive! Octadyne Systems 800-458-7071
__________________________________ 515-232-2024 apcoholdings.com
AutoJini.com __________________________________
__________________________________
Crypton Mobile
478-447-4120 RouteOne, LLC
cryptonmobile.com 248-229-5170 Car Financial Services
Crypton Mobile focuses on software routeone.com 877-570-8857
needs for the independent automobile Dealer Management Systems / carfinancial.com
dealer. Marketing programs through Compliance & Red Flag Tools / Web-Based Bulk Purchase, Payment Streams, Account
texting, emailing and our cryptosign Credit Applications / Servicing for BHPH / Floor planning for
program gives you a paperless Automated Vehicle Value Tools BHPH dealers with NO audit fees
transaction. For a free personal demo
showing your store as an example,
contact Trae Phillips.
GIADA Independent Auto Dealer MAR/APR 2021 | 15Peach State Federal Credit Union
678-889-4328
peachstatefcu.org
CarGirl, Inc. Auto Loans / Auto, Home, Long-term
904-472-7930 Care, Accidental Death Insurance SDA
cargirlcapital.com __________________________________ 800-467-5172
We are a network of seasoned sdainc.net
professionals from the banking and SDA, located in Georgia, has been a
finance arena, specializing in – but not nationwide provider of capital to the
limited to – automotive. BHPH industry for over 25 years. We
__________________________________ purchase accounts and let the dealer
Cash Plus, Inc. Peoples Financial Corp. continue to collect. Raise the capital you
877-227-4758 770-422-2735 need…without giving up control of your
cashplusinc.com peoplesfinancial.net accounts.
Car Title Loans, Payday Loans, Installment Auto Loans, Direct or Indirect, Secondary __________________________________
Loans and Post-Dated Check Loans
__________________________________
__________________________________
Peoples Financial Hiram
770-948-6110
peoplesfinancial.net
Dealers Finance, Inc. Auto Loans, Direct or Indirect, Secondary
678-739-2059 __________________________________
dealersfinance.com Peoples Financial Valdosta Spartan Financial Partners
Dealers Finance provides financial 229-242-6620 855-233-3605
support to hundreds of independent peoplesfinancial.net spartan-partners.com
used car dealers in the southeast US. We Auto Loans, Direct or Indirect, Secondary BHPH Line of Credit
provide flexible credit lines from $50,000 __________________________________ Free portfolio analysis! Call 855-233-3605
to $1,000,000 and offer a variety of today!
floorplan financing programs specifically __________________________________
geared to the needs of the independent
used car dealer.
__________________________________
Glenview Finance
877-413-5929
glenviewfinance.com Professional Financial Services
__________________________________ (470) 345-6715
Independent Bank pfs-corp.net Sterling Credit
423-883-1503 Learn how Professional Financial Services 706-830-3045
i-bankonline.com (PFS) can provide your customers sterlingcreditcorporation.com
Auto Loans; Direct Finance Common Sense Loans At Uncommon Buy Bulk Receivables
__________________________________ Speed®. We have local branches, local __________________________________
Independent Dealers Advantage, LLC buyers, and provide fast funding. Our Style Financial Acceptance
678-720-0555 team is on hand to walk through the 770-949-8598
idallc.com PFS program and how we’re the perfect stylefin.co
Providing Sub-prime Financing when partner for your dealership and more Account Purchase Program, Point of Sale,
others cannot importantly … your next customer! Bulk
__________________________________ Ready to talk finance? Call Brandon at __________________________________
470-345-6715 or visit us online at www. TexCap Financial, LLC
pfs-corp.net. 214-396-4104
__________________________________ texcapfinancial.com
Road Auto Finance
912-667-4628
roadautofinance.com
Quality & Professional lending. We
International Credit, Inc.
provide automotive financing to
678-325-5154
consumers through our trusted dealer
internationalcreditinc.com
partners.
Working with Car Dealers for their
Customer’s Financing Needs
16 | GIADA Independent Auto Dealer MAR/APR 2021NextGear Capital, Inc.
Automotive Finance Corp. 888-969-3721
770-805-4155 nextgearcapital.com
TRG Auto Finance, LLC afcdealer.com NextGear Capital is the industry’s leading
904-476-1374 Floor Planning comprehensive provider of lending
trgautofinance.com __________________________________ products, providing flexible lines of
TRG Auto Finance, LLC offers several Carbucks credit for dealers to purchase new and
receivable purchase programs including 864-234-9696 used inventory at over 1,000 auto and
Payment Share and Payment Interval cbfloorplan.com specialty auctions and other inventory
Advance programs with and without __________________________________ sources throughout the United States,
servicing options. No aging required! Canada, United Kingdom and Ireland.
All programs are available day 1 of the
contract. We are able to service both GPS TRACKING - PAYMENT
English and Spanish speaking customers City Auto Finance, LLC PROTECTION DEVICES
and we offer servicing as a standalone 615-224-2005
product to assist you in growing your cityautofinance.com
business by outsourcing your collections. City Auto Finance is a dedicated
In addition to purchasing your automotive finance provider
receivables, we offer floor plan options headquartered in Franklin, TN Advantage GPS by Procon
for well qualified dealers. with offices in Memphis, TN; Mobile, Analytics
__________________________________ AL; Huntsville, AL; Murfreesboro, TN; 949-422-7103
Chattanooga, TN; and Atlanta, GA. Each advantagegps.com
branch is staffed with experienced Advantage GPS is a GPS automotive
professionals who truly understand analytics company on a mission to replace
their local market and the automotive outdated technology. The company’s
industry. artificial-intelligence driven analytical
__________________________________ dashboard along with its wire-free
REVOlutionary family of three, GPS devices
United Acceptance Inc. with flexible tracking modes provides auto
877-281-2360 lenders with a progressive, next generation
unitedacceptance.com Floor Plan Xpress LLC set of risk mitigation tools.
Account Purchase, Bulk Receivables 317-708-4111 __________________________________
fpxus.com
FLOOR PLAN COMPANIES Independent Floor Planning
__________________________________
Kinetic Advantage LLC ARA GPS
Auction Credit
317-428-7037 ARA GPS Systems
770-336-7880
kineticadvantage.com 770-871-0051
auctioncredit.com
Kinetic Advantage is a dynamic aragps.com
Increase Inventory using Flexible Credit Lines
independent floorplan company led All trackers locate, but ours is the ONLY
__________________________________
by trusted industry veterans. Our GPS SYSTEM available that can help
core focus is helping our Independent you find your collateral even if your
Dealer partners and team members customer has tampered with the device!
succeed while providing them with Compatible with any internet enabled
an exceptional and engaging user device and VOTED BEST SMARTPHONE
AutoBank Floorplan LLC
experience. APP! Find out how much more SVR
864-269-3322
Tracking can do for you beyond basic
autobankfp.com
locate. Call or text Larry Carter at 770-
NO Additional Fees. NO Audit Fees. 180
871-0051. Email aragps@mailga.net or
Days Financing.
visit us at www.aragps.com
Buy one GPS device, Get one Free!
Eligible for first time GIADA Members &
new ARA GPS Customers.
GIADA Independent Auto Dealer MAR/APR 2021 | 17Passtime D. Ward Insurance
877-727-7846 770-974-0670
passtimegps.com dwardinsurance.com
Vehicle Tracking We offer Bonds, Garage Liability,
Dealers Open Lot, Rental Program Griffin Agency
__________________________________
Insurance, Property Insurance, Tow Truck 912-384-1003
Sarekon GPS
Insurance, Car Hauler Insurance, Workers griffinagency.com
888-726-3511
Compensation and more. Since 1988 - All Auto Dealers; Garage Insurance; and
sarekon.com
Types - Business & Personal Dealer Bonds
INSURANCE/SURETY BONDS __________________________________ __________________________________
All American Bonds & Insurance Dealer Agency Services LLC
844-321-2663 904-657-9087
quickerbonds.com __________________________________
All American Bonds and Insurance is a
family owned insurance agency, focusing
primarily on the insurance and bond
needs of used car dealers. We pride Georgia Insurance Associates, Inc.
ourselves on having the best rates and FSB America 678-985-0944
top notch customer service. Don't waste 888-786-2663 georgiains.com
your time shopping around. Let us do fsbamerica.com Bonds, Garage Liability, Dealers Open
that for you! We have been successful in contract, bid, Lot, Workers Compensation, Property,
10% off bond price for GIADA members performance, payment, maintenance, license, Home, Auto
__________________________________ permit and many other bonds by listening __________________________________
to each client, providing fast service and Hardegree Insurance Agency
competitive rates and negotiating the largest 770-390-0888
possible bond programs. hardegreeinsurance.com
__________________________________ Garage Liability, Auto Inventory, & Bonds
Georgia Insurance Associates __________________________________
678-985-0944
American Risk Services georgiains.com
678-366-7279 Bonds, garage Liability, Dealers Open
americanriskservices.com Lot, Workers Comp, Property, Life, Health, Ph: 800-588-1249 / Email: LST@LSTINS.COM
Customized Collateral Insurance for Retirement, Home, Auto LST Insurance Agency
BHPH Dealers & Finance __________________________________ 706-277-0971
__________________________________ lstins.com
Berkshire Risk Services In 1998, we established LST Insurance
800-624-1669 Agency to serve the needs of Truckers,
berkshirerisk.com Loggers and Saw Millers. Since then, we
__________________________________ have expanded to other areas such as
Compton Global Enterprises Garage, Personal, Auto and Homes. We
Insurance have several A+ rated companies to
770-912-7413 approach for your garage related insurance
__________________________________ The Golden Rooster LLC - El Gallo De Oro needs. Some of the coverages we offer are
(678) 450-8003 Liability, Dealer Bonds, DOL, Title Bonds,
elgalloins.com and Dealer’s Errors & Omissions. Please call
The Golden Rooster is an insurance our main number 706-277-0971 to discuss
Cornerstone Insurance Group agency focusing on the insurance and your coverage needs.
800-257-9999 bonds needs of Used Vehicle Dealers
dealergarageinsurance.com and Rebuilders. We pride ourselves with
Attention: Used Auto Dealers! We offer Professional and Courteous Service. Let
liability and bond coverages for start-up us save your precious time and do the
used auto dealers and brokers, as well shopping for you!! Habla Espanol.
as those who have been in business for
many years. We offer competitive pricing
and have an in-depth understanding of
State requirements to ensure you have
the coverages you need
18 | GIADA Independent Auto Dealer MAR/APR 2021WoodmenLife
678-447-1161
Pacific Surety Insurance Agency, Inc. woodmenlife.org/reps/JulieDermer
925-932-1866 Surety Bond Girls WoodmenLife offers Life Insurance,
pacificsurety.com 678-694-1967 Investments, Employee Benefits, Buy
Surety Bonds for Auto Dealers suretybondgirls.com Sell Insurance, Key Person Insurance,
Pacific Surety Insurance Agency, Inc. Surety Bond Girls , LLC is a full service Health, Dental, Vision, 401Ks, Roths
(Pacific Surety) has been serving surety licensed, P&C Agency specializing in and Annuities. We are a Not-for-Profit
bond market since 1997. Known for all aspects of compliance. We offer a Fraternal Insurance company with
its exceptional customer service and streamlined approach to surety bonding, a mission to provide members with
competitive rates, Pacific Surety offers a permit expediting and licensing. With financial security while making a
wide range of surety bonds to meet the over 21 years in the surety bond and difference in your community.
needs of small and large business owners compliance industry, we have seen
including motor vehicle dealers across the the need for our unique specialized LEGAL
United States. services offered in a convenient mobile Dunlap Gardiner, LLP
__________________________________ atmosphere. We like to think of ourselves 770-489-5199 x104
Pearl Insurance as your one-stop mobile shop for all your dunlapgardiner.com
866-679-0891 professional license needs. Our firm represents many auto dealers
pearlinsurance.com/GIADA Free NMVTIS report with a Title Bond and auto finance companies throughout
Your days of juggling multiple policies __________________________________ the state of Georgia. We have over
are over. Cover your auto inventory, a decade of experience in the auto
property, and liability under one policy! industry and handle a wide rang of
Start benefiting from our industry matters including collections, bankruptcy
expertise. Contact us today! Surety Bonds Direct, LLC
representation, and insurance claims
__________________________________ 843-410-5625
and disputes. We have filed hundred of
Primeco Insurance suretybondsdirect.com
writs of possession on behalf of clients
770-971-8452 Surety Bonds Direct is a leading dealer
and defend clients against claims filed
primecoinsurance.com bond agency committed to saving
against them. We also often advise
Bonds, Garage Liabilities, Dealers Open customers money by going direct. We
clients on compliance issues, including
Lot, Workers Compensation, Property have simplified the process, offering fast
contracting issues and interactions with
__________________________________ and friendly service at the lowest costs
customers.
in the industry. We are fully licensed and
__________________________________
authorized in Georgia.
10% off bond price is available to qualified
GIADA members.
Reeves Insurance Agency __________________________________
770-949-0025
reeves-ins.com Gregory Law, LLC
Reeves Insurance Associates has been a 770-217-5524
member of the GIADA since 2000. We have cardealerattorneys.com
in-depth knowledge and understanding of Williams and Stazzone Insurance A practicing attorney who knows the car
the used car dealer industry and are able Agency, Inc. business from the inside out and has the
to provide the proper insurance coverage 800-868-1235 ability to look at client’s dealerships from
to meet the used car dealers’ needs. We wsins.com an attorney’s perspective with a dealer
quote coverage with multiple insurance We are garage liability specialists and principal’s experience
companies to ensure our dealers have the are proud members of the GIADA. In Discounts available through GIADA Legal
most competitive coverage and premium business for nearly 30 years, our programs Resources
available. Whether you’re a new or existing represent stability for your dealership. We
dealer, auto broker, retail lot, wholesaler, have exclusive garage liability markets. We
large or small, we have a carrier for you. are also daily rental and leasing specialists.
__________________________________ Our start up daily rental program has
been helping dealers add daily rentals
for decades. Find out what a specialized
agency can do for you.
Ron E. Widener & Associates
770-941-0293
ronwidener.com
Bonds, Garage Liability, DOL, WC,
Property & Rental Car Insurance
GIADA Independent Auto Dealer MAR/APR 2021 | 19You can also read
