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INSIDE: Doc’s Harley Davidson, Bonduel
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A publication of the
Wisconsin Automobile & Truck Dealers
Association focusing on the human side
of the membership and trade.
Our Mission: Official Publication of the Wisconsin Automobile & Truck Dealers Association | 1928-2019 | Volume 53 Spring 2019
The Wisconsin Automobile & Truck
Dealers Association, an organization
of licensed dealers of new and used motor
feature
vehicles, is dedicated to advancing the
common good of its members, consumers
and their communities by promoting
professionalism and prosperity through
Willy Wonka Rides a Harley?
education, advocacy, information
and service.
2019 WATDA Officers Doc's Harley Davidson . . . . . . . . . . . . . . . . . 4
William A. Sepic
President
Michael W. Darrow
Chairman
James Moeller
departments
Chairman-Elect
Center Stage: Awards, Honors, Milestones. . . . . . . . . . . . . . . . . . . . . . . 10
Mary Ann Scaffidi
Secretary/Treasurer
NADA Director’s Report. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
Editor
Julie Farmer Legal and Legislative Update. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
jfarmer@watda.org
Contributing Writers New Vehicle Sales Trends . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Julie Farmer
Josh Johnson Rawhide. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17
Dan Klecker
Chryste Madsen From Around the State . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Kara Nania
Bill Sepic
Chris Snyder
WISCO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19
Art Director
Kristin Mitchell Design, Inc.
M3 Insurance: It's Not If, But When—
Advertising Sales
Julie Farmer • 608.251.8062 Is Your Dealership Prepared for a Cyber Attack?. . . . . . . . . . . . . . . . . . . . 20
jfarmer@watda.org
Dealer Point is a publication of
Holiday Automotive's Safety Campaign. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22
the Wisconsin Auto & Truck Dealers
Association, 150 East Gilman Street, Tribute. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26
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contact Julie Farmer at the WATDA.
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Address corrections should be sent to
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© Copyright 2019 by the Wisconsin
The
Auto & Truck Dealers Association. Index to Advertisers. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Permission to reprint must be secured O F T H E W I S CO N S I N AU TO M O B I L E & T R U C K D E A L E R S A S S O C I AT I O N
in advance of publication and credit
given to author and WATDA. On the cover: Doc Hopkins with his daughter Kersten (l) and fiancé Lyn (r).
www.watda.org » S P R I N G 2 0 1 9 » DEALER POINT 3
H
ead west from Green Bay on Highway 29 and about 18 miles out you cannot miss Doc’s Harley-
Davidson dealership on the South side of the road. Your first visual might be Roscoe P. Coltrane’s police
cruiser giving chase to the General Lee, both poised high above the many buildings on Doc’s campus.
Doc’s has a driveway that simply should not be missed. While the Harley retail store is a destination by itself, you
don’t even have to ride a cycle to enjoy this stop. Be prepared to spend some time and be amazed by an incredible,
eclectic collection.
Shannon, Kersten, Doc and Lyn holding Aidan; (f) Ethan and Aksel.
4 DEALER POINT » S P R I N G 2 0 1 9 » www.watda.org
You enter a beautiful award-winning Harley-Davidson
dealership with all the normal accoutrements. The employees,
almost all long-term, are helpful and are quite happy to serve
you. Casey has been Motorclothes Manager since 2002. Jeff
has been in Parts since 2005. Marc’s been a technician since
2001. You get the idea about longevity; 40% of employees
have been employed for ten years or more. Unsurprisingly, the
customers are quite long-term, too. Passing through the large
and busy service facility and back to another workshop we
found Stephen “Doc” Hopkins, Proprietor. He pushed his white
mane of hair back from his face as he extended his hand in
greeting. Two incredibly friendly dogs were close by and, as we
soon learned, always at his side. Bailey, the German Shepard,
lives for a game of fetch and Ariel, the basset hound, knows
just how to position herself in the way to get a bit of extra
attention. Later in our visit we heard an employee tell Doc that
a customer had run into the store, worried, because there was
a “lost” dog “lying” in the parking lot. Doc looked up, laughed
and asked, “Ariel?” to which the employee grinned a positive
Bottom left: Replica of Doc’s first Harley.
reply.
Above: Early Doc and Kersten bonding.
Steve Hopkins (Doc) grew up in Algoma as a doctor’s son.
His father was quite adamant that Steve should follow in
his stethoscope, but Steve knew from a very early age that While still in high school, he got his first taste of a Harley when
his predisposition was already set in “conceptualizing and an adult saw fit to sell Steve a trunk load of Harley parts for
building things.” At 15 years old he realized that, with his the tiny sum of $2.00, much to Steve’s delight! Steve’s mom
temporary license, he could ride a motorcycle all over town. contributed the use of the car; he loaded up the parts, then
But his only income was ten-cents a week allowance. Buying built a chopper (popular in the 60’s) and had his mother, a
the conveyance was out of the question. Being determined stellar artist, paint yellow dragons on the fuel tank. While he
even then he found the parts and, literally, built his first sold this first bike, he lovingly restored another bike he still
motorcycle from scratch. has, and in his mother’s memory and with his talent, has
recreated the painting of the dragons on the bike. A picture of
this bike accompanies this article.
As Steve was growing up, he was referred to as “Little Doc”
because of his father’s profession. The divide between he and
his father concerning his future continued to grow as Steve’s
path, creativity and independence became clearer. Following
high school, he bought his own home in Red Banks, went to
school and ran his own repair shop. He resented being called
“Little Doc” until he sat, with 367 others, for his Doctors of
Motors Exam and placed first. At that point, his friends began
to call him “Doc”, and it stuck, now sounding pleasant to his
ear as he asserted his own individuality.
From Doc’s own repair shop he was offered a job at Roy’s
Harley-Davidson in Shawano. Roy had a background in
Harley racing which was certainly in Doc’s area of interest
and Roy became like a second father to Doc. Unfortunately,
Roy ended up returning the franchise to Harley-Davidson some
five years later. But Doc’s time here helped to solidify his love
of Harley and his expertise in repair.
www.watda.org » S P R I N G 2 0 1 9 » DEALER POINT 5
Doc opened his own Harley-Davidson repair shop on April
1st, 1979, and work flooded in. He bought land and put up a
new building and all was going well. Doc began doing work
for Connie’s Harley-Davidson in Manawa and, in passing,
mentioned he’d be interested in the business should it become
available to buy. It did. He bought it in April of 1983 and was
a full-fledged Harley-Dealer.
In 1998, Doc’s moved to the highway and purchased 58 acres
and Doc’s dreams got bigger, too. Doc’s zoo has been on the
property since the beginning, growing from having a few
pets at the old shop into what you see today. He wanted his
customers to be able to share his love of animals and to have
a place to entertain their children. Because this is Doc’s, we’re
not talking your average roadside zoo. No, Doc’s residents are
comprised of tortoises, snakes, parrots, Shorty, the miniature
mule, buffalo, the kangaroos (including one baby born this Doc & his fiancé Lyn Jevicky with the Timeline Motorcycle.
year), and Zephra, the dromedary camel. Ralphie, the African
Crested Porcupine was a particular favorite of ours. We’re again, no charge, of course. As we approached the museum,
certainly forgetting some of the family. Did we mention the we noted the 1938 remnants of a Standard gas station, whose
congregation of alligators, some up to ten feet long? Stop in on repurposed doors led us into the museum itself. Wait, was that
a Saturday to see Doc feed them their chicken dinners. Doc’s a signed Aerosmith guitar hanging outside the museum? Did
knowledge of each of these creatures is encyclopedic. He makes I really see it? Right next to the Harry Houdini autographed
it a point to know everything about his animal family. picture? It’s impossible to absorb everything in sight! All of
that was lost as we crossed the threshold of the museum,
On the day we visited, Doc was kind enough to share his
reverently lit, and the first thing that caught our eye, of course,
drawings of another great idea coming soon to the Hopkins
was - an 88-pound wooly mammoth tusk? Yes, just one of the
campus. While we’re not at liberty to give away the details,
oddities that Doc has been captivated by. The tusk is just a
we can tell you that if you’re partial to beer and donkeys,
warm up for the muscle cars to come! Drool bibs should have
you’ll be pleased. Doc’s visions and drawings are intricate
been supplied while we checked out the 1969 Plymouth GTX
and complete. How he can conceptualize an idea in his
Hemi convertible, or the ’69 ½ Plymouth Roadrunner with a
head, transfer it to paper and see it through to completion
440, sporting the expected “meep, meep” horn. Then there’s
is quite amazing. Seeing things through is something people
the first of the front wheel drive cars, the ’66 Olds Toronado
mentioned over and over in their description of Doc, as did Doc
right near an original General Lee, built and signed by George
himself. He’s incredibly consistent and persistent.
Barris himself. There are so many more. And, of course, the
Next, we made our way to the Classic Car and Cycle Museum,
museum wouldn’t be complete without Doc’s restored antique
6 DEALER POINT » S P R I N G 2 0 1 9 » www.watda.org
Ruby and baby joey. Ralphie, the African Crested porcupine.
motorcycles. The walls and shelves are filled with antique motorcycle shop. You’ll get a chance to see a gorgeous old
signage and other memorabilia. It would take a few trips restored tin ceiling along with workbenches that belonged to
through to see it all. each of Doc’s grandfathers and some of Doc’s original tools
from the repair shop he opened in 1979.
You would think this would be enough to keep anyone busy,
but Doc, who also loves to cook, decided the property needed a We asked Doc if he had a favorite among his many projects
restaurant so the Timeline Restaurant and BBQ was born with and if he could take only one with him at a moment’s notice,
Doc’s homemade recipes leading the charge. As you enter the what would it be? After a short moment of thought he named
restaurant, heavenly smells come wafting from the kitchen. It the Timeline Motorcycle. This machine, on display in the
could be a burger cooking on the Kingsford charcoal grill or dining room of the aptly named Timeline Restaurant & BBQ,
Doc’s incredible ribs, marinated for forty-eight hours and slow is not only incredible to view, it’s difficult to fathom how
cooked for eight. Yes, Doc created his own smokehouse. The Doc conceived of the idea originally! As Doc advertises, The
operation is all under the watchful eye of family with Doc’s Timeline Motorcycle is a “Rolling History of Harley-Davidson”.
daughter-in-law, Tammy, as manager. It has seven Harley motors ranging from 1909 to the present;
it’s 24 ½ feet long and seats ten people. It has two front wheels
While you await your food, you’ve got plenty to feast your
and two rear wheels. All the engines run and contribute power
eyes on. Above the bar is a ceiling fan 40 feet long. Just a
to the motorcycle. And if you think it was built just to be looked
little something Doc created completely from Harley parts.
at, think again. While not making the entire trip, the bike was
“Nothing goes to waste around here,” Doc accurately stated.
driven on several legs of the Sturgis trip where it was displayed
The fan is run by a Harley engine and features lots of fake
with much fanfare. What a tribute to Harley-Davidson!
food items to whet your appetite along with the awe inspired
by Doc’s creativity. Who would’ve thought Harley windshields By this time, we assumed Doc had thought of almost everything;
would make such good fans? zoo, museum, restaurant, retail store, repair facilities and
gift shop. Of course, we were wrong. Should an out of town
Along with additional memorabilia, adjoining the restaurant
customer break down at Doc’s and repairs be held up a bit,
is an antique mall and gift shop fashioned to look like a 1926
www.watda.org » S P R I N G 2 0 1 9 » DEALER POINT 7
they not only have food and entertainment at hand, but Doc endurance. And no GPS! Doc’s entry of a sidecar was a first
created the Lighthouse, a lodging, near his own home, for for the race and imagine the elation that he felt crossing the
those that needed overnight accommodations. The Lighthouse finish line with a perfect score. Once again, Doc’s hard work
exterior is covered in ocean paintings; whales, dolphins and and planning paid off.
blue sky; situated on a private pond. The knotty pine interior is
Occasionally, we are fortunate to have someone enter our lives
decorated in a beautiful nautical theme with all the amenities
who appreciates and shares our imagination and dreams.
of home. If you must break down, at least let it be here!
Someone who completes us as a team. By the time the 2018
Every other year, the business throws a customer appreciation Motorcycle Cannonball Run from Portland, ME to Portland,
event. When Doc first began to talk about it, it sounded fairly OR, was set to go, Doc was fortunate to have just such
routine. Then he added, “…for 4,000 to 6,000 people” and
a supportive partner (and sidecar passenger), Lyn Jevicky, at
suddenly you realize this is much more than an “event”. A
his side. This race would prove to be a milestone for Doc in
theme for the party is chosen and Doc begins to sketch out
other ways. His daughter, Kersten Heling, who also serves,
ideas. In 2007, for example, a pirate ship was created. It still
along with husband Shannon, as the General Manager of
sits on the property for the enjoyment of visitors. The ship is
Doc’s Harley-Davidson back home, was astride her own 1922
50 feet long and 50 feet high. Six cannons were handmade
Harley. They would be the first Father/Daughter team to enter
to mount on the ship. Doc, being a stickler for authenticity,
the Cannonball. Kersten not only finished, she was one of the
enclosed the Captain’s quarters containing oil lamps, chairs
first women to ever finish with a perfect score and was the
and a table. The “crowning jewel” is an authentic 125-pound
first woman ever to be awarded as a class winner. Doc’s 1916
wooden ships wheel. The parking lot was painted blue to depict
“Stewball” managed a second perfect score for him and Lyn,
the sea, of course. Plans are already underway for the next
who, by the way, are now happily engaged!
party and Doc has begun to sketch out his ideas to bring to
fruition. We won’t reveal his secret, but Doc is really aiming Steve “Doc” Hopkins has two wonderful children. His son,
high with this one. Don’t bother trying to sneak in…we were Steve, is a guru in the service area. Doc is proud of his son’s
told an invitation is required and checked. accomplishments as he follows in his footsteps. When asked
to describe his father and working in the business with him,
In 2009, a man named Lonnie Isam, Jr. decided a great
way to see our fine country would be from the seat of an
antique motorcycle. He felt motorcycles, especially those pre-
1929, should be driven versus being dusted in a museum.
Thus, the Motorcycle Cannonball Run was established. The
name, of course, came from his wish to pay respect to Erwin
“Cannonball” Baker, who, along with others, paved their way
across the nation in the early 1900’s. How does this involve
Doc? Significantly!
Between years involving those elaborate Customer Appreciation
events, Doc can be found preparing diligently for this cross-
country race. In 2016 he decided simply racing an antique
Harley-Davidson wasn’t quite enough of a challenge for him.
We shouldn’t be surprised. As is his style, he upped the ante
and decided it would be better to compete with a sidecar and
passenger. Doc overcame the problem of too little power in
his 1916 Harley-Davidson, “Stewball”, to accommodate the
increased load of the sidecar and when the green flag was
set to drop on the race, set for Atlantic City, NJ, to Carlsbad,
CA, Doc was on the way! Rules of the race state that the race
participants, riding almost exclusively on two lane roads, must
cover between 250 and 300 miles per day, meeting certain
criteria regarding timing of check-ins and stops. Riders must
carry tools, luggage and all they think they will need with
them each day – no support teams are allowed on this test of The next two generations.
8 DEALER POINT » S P R I N G 2 0 1 9 » www.watda.org
Doc and his Harley-powered bar stool. I’ve dedicated my life to the family business, to what I feel is
the greatest dealership in the world. I need to do something
that fulfills me, something that nourishes my soul and working
here and working with my family does that.” Kersten went
on to explain that she’s extremely proud to have worked her
way through every facet of the dealership so she can relate to
her co-workers every day challenges. When both she and her
brother were asked about continuing their father’s legacy there
is no doubt of their commitment, making Doc exceptionally
proud and happy.
In addition to her job as General Manager we asked about
the racing pictures in the office. “My Mother tells me I was
born with a grease rag in my hand.” Kersten smiles, “I’ve
been testing the limitations of various vehicles ever since.
Following Dad’s lead, I developed a fond love of drag racing
Nitro Harleys.” Doc started racing Nitro Harleys in 1975 and
was a five-time National Champion. He set a World Record in
1994 that held for three years. Kersten continued, “In 1995, at
the age of 16, I was licensed as the youngest Nitro Harley pilot
in history. To the present, there are very few women to have
ridden a Nitro Harley and I’m still racing. For over 23 years I’ve
indulged my passion at various drag strips across the country.
I acquired a personal best mile of 7.55 seconds @ 178 MPH.
She adds, “Shannon, my husband, has been instrumental to
many of my accomplishments. He began working for my Dad
he had this to say, “My dad, Steve C R Hopkins, is more of in 1989, when he was 15 years old. We’re a great team whether
someone who builds outside the box. He is a connoisseur we’re at home, here at work or at the drag strip!”
of anything strange or awesome. People come from far and Doc says his collection is the “culmination of everything I
wide to show, sell or give him things from beyond the norm. love and enjoy, and I want to share it.” With his generosity,
What he hasn’t built, he’s purchased to make us become a he has brought a great deal of pleasure to many people and
destination for more than just motorcyclists. Dad has always certainly many families. No doubt he’s created many Harley
treated people the same, no matter who they are. He is a very enthusiasts in the process. When we began this project one of
giving, trusting, compassionate hard-working person. We the first things Doc said to us was that he has a new idea every
wouldn’t be here and have the coolest jobs in the world if it day. After seeing lamps and fans and Harley powered pontoon
wasn’t for his solid drive, determination, hard work and some boats, Harley powered picnic tables and Harley powered bar
luck. I’ve been blessed with some of his creativity and good stools, we do not doubt his veracity and cannot wait to see
nature, but it is a lot to live up to…sometimes overwhelming. what tomorrow brings. You can’t spend the day with Doc and
Occasionally it’s hard for me to see because I grew up around not be inspired by his talent and uniqueness. Most of all, while
all of this and it’s who I am. When I go to other places, some observing him with his staff, family, customers and fans (Yes,
may be similar, but there’s only one Doc’s Harley-Davidson.” fans; we were stopped for innumerable requests for selfies with
When visiting with Kersten in the office she shares with her Doc.) you can’t come away without being impressed by his
husband, Shannon, she is surrounded by pictures of their humility, generosity and kindness. His heart is as big as his
three adorable boys, Aidan, Aksel and Ethan. When first imagination.
visiting with her you get an image of a rather shy, reserved A little girl once said it best, directly to Doc; “Gee,” she said,
young woman. That doesn’t last long. Her response to the “big “you’re like the Willy Wonka of Harley-Davidson!” That pretty
picture” question concerning how she feels about working in much says it all. l
the family business and with her Dad is met unequivocally
and without pause. “My life is deeply rooted in motorcycles.
www.watda.org » S P R I N G 2 0 1 9 » DEALER POINT 9
CenterStage
AWARDS, HONORS, MILESTONES
u Kriete Groups is Mack Truck u Honda Presidents Awards in WIsconsin
Dealer of the Year Honda Motor Company named two Wisconsin dealers
Mack Trucks has named Kriete Truck Center of Milwaukee as recipients of their prestigious 2018 Presidents’ Award;
2018 North American Dealer of the Year. Kriete finished the Schlossmann’s Honda City in Greenfield and Wilde East
year 17% ahead of its sales plan and 29% about its leasing Town Honda in Madison. The award recognizes dealerships
plan. David Kriete, President and CEO as well as third- for excellence in sales performance, sales experience, service
generation dealer, accepted the award on behalf of the entire performance and business operations. This is the third
Kriete consecutive award for Schlossmann’s and the sixth for Wilde,
who has been so honored since opening in 2013.
Group, which was founded in 1951 with a single dealership,
operates eight locations across Wisconsin. David was recently
u Toyota Announces President’s Awards
elected to the WATDA Board of Directors.
Toyota President’s Award winners for 2018 are Andrew Toyota
of Glendale, for the 25th time and Wilde Toyota of West Allis,
for the 17th time. The highest honor a dealership can receive
Please submit your awards, from Toyota is given for dealerships who excel in a series of
honors and milestones to: categories including Customer Sales and Service Satisfaction.
Wilde Toyota has also obtained its sixth Customer First
jfarmer@watda.org Advisory Board Award for the Service and Part Departments,
one of 50 across the nation.
PLANNERS | ARCHITECTS | BUILDERS
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10 DEALER POINT » S P R I N G 2 0 1 9 » www.watda.orgu 70 Years for Kruse Motors u Wilde East Towne Honda Recognized
Kruse Motor Sales of Baraboo, a longtime WATDA member, by Honda Council of Parts & Service
recently passed the milestone of 70 years in business. Fred Professionals
Kruse, Sr. founded Kruse Oldsmobile in 1949 after serving
as a regional manager for the company. In 1960, when he, American Honda Motor Co., Inc. is pleased to announce that
sadly, died from cancer, young Fred, Jr., fresh out of college Wilde East Towne Honda has maintained its status as an
and the US Army, took the helm. Eventually, his sons, David esteemed member of the prestigious 2018 Council of Parts &
and Karll joined him in the business. In 2005 the unfortunate Service Professionals for the second consecutive year.
discontinuation of the Oldsmobile line ended the franchise The Honda Council of Parts & Service Professionals, introduced
portion of their business. The family, ever optimistic, redirected in 2016, honors the best Parts and Service departments in
their efforts toward used car sales and service and continues to Honda dealerships across the country. Only 150 Honda
maintain their well-deserved reputation as a professional and dealerships, out of more than 1,000 nationwide, receive
ethical place of business. this annual honor for excellence in their Parts and Service
operations.
“This honor says a lot about the quality of customer service
one can expect from Wilde East Towne Honda,” said Bruce
Smith, Senior Vice President of Parts, Service and Technical
Operations for Honda. “Their Parts and Service teams proved
to be among the best in the country, and we are proud to
acknowledge their achievement.”
Honda has identified key measurements and behaviors that,
when achieved in the aggregate, drive optimal levels of
customer satisfaction, repeat
business and long-term loyalty.
Wilde East Towne Honda has not
Ben Bromley, News Republic only excelled in all aspects of
Honda’s established criteria, but
has also surpassed the minimum
u eliable Automobile Sales, Inc Changes
R requirements for membership
Owners After 37 Years! qualification in the Council of
Reliable Auto Sales of Sturgeon Bay has been in business and Parts & Service Professionals.
withheld the test of time; started by Mike and Sue Shortall
in January 1981. It will continue to prosper and grow at the
hands of their son Mike Shortall Jr who officially became the
President of the corporation November 30th. Mike Jr has been
the General Manager since January 2001 after graduating
from Northwood University in Midland, MI with a Bachelors
Degree in Automotive Marketing/Accounting.
Mike Shortall Jr, his wife Erin, and daughter Madeline along
with long standing devoted employee Nick Walker are all very
excited to see what the next 37 years will bring to a company
so very grateful to the people of Door County, WI.
u an Horn Group WI ESOP
V
Company of the Year
Van Horn Automotive Group was named 2019 Company
of the Year by the Wisconsin Chapter of Employee Stock
Ownership Plan (ESOP) Association. Of the 185 employee-
owned companies in Wisconsin, the association considered five
finalists and awarded one winner. Van Horn is now qualified
for the National ESOP Company of the Year Award, to be
announced in Washington D.C. in May. The Van Horn family
dealerships began in Wisconsin in 1966 and currently own
sixteen dealerships in WI and IA. l
www.watda.org » S P R I N G 2 0 1 9 » DEALER POINT 11Titles for Vehicles
Taken on Trade
Titles for Vehicles
Delivered In-State
Titles for Vehicles
Delivered
Cross-Border
THE
GREATEST THING SINCE.
Dealertrack is the only one in the industry who can help your back office process for
vehicle titles whether they are taken on trade or are being sold and delivered to in-state or
out-of-state customers. Let us help you deliver upon your customers expectations and
provide you the total title expertise you need.
Get the expertise today: dealertrack.com/TitleSolutionsNADA Report
J O S H U A J O H N S O N • jjohnson@donjohnsonmotors.com
M aximizing our success as dealers
requires a firm understanding of
our individual strengths and weaknesses.
demands resulting from retiring workers and emerging new
vehicle technologies, our industry needs close to 76,000
additional technicians per year from now through 2026.
To help accomplish that, I am urging
The auto industry is a people business and the long-term health
everyone to participate in NADA’s 2019
of our dealerships starts with understanding the employment
Dealership Workforce Study (DWS). NADA’s
pool, taking steps to reduce turnover, and working to retain the
DWS continues to be the industry’s most
best team possible. Individual stores or dealership groups can
comprehensive analysis of our workforce.
enroll for the 2019 NADA Dealership Workforce Study online
It’s currently free and open to all NADA members. The DWS is
at: https://www.nadaworkforcestudy.com/
a great tool for helping us make informed recruiting and hiring
decisions, something that has never been more important than Participation for the DWS closes on May 15, so please take the
it is today, especially considering the critical shortage of service time to invest in your future and make this a priority today. l
technicians.
To meet future demands resulting from retiring workers and emerging new vehicle
technologies, our industry needs close to 76,000 additional technicians per year from
now through 2026.
For enrolling in DWS, dealerships will receive a complimentary
custom report comparing their individual store’s status to
the aggregated data of other participating dealerships, both
regionally and nationally. The report includes important
measures such as compensation for 60 different job positions,
employee benefits programs, hours of operation, and retention
vs. turnover data. Every dealer will also receive a complimentary
Trends Report with an analysis of workforce data across the
nation, and also by region. This report reveals broad trends
across our industry, including hiring and retention, as well CLA assembles the team you need for
as identifying the generational and demographic makeup of high performance.
today’s dealership workforce. Also provided is an economic
overview and a forecast for the future of our industry. Lastly,
every participating dealer will receive free access to the DWS
Bryan Laabs, CPA, Principal | 414-721-7575
database and search tools for future use.
bryan.laabs@CLAconnect.com
In my previous update, I introduced NADA’s latest Workforce
Initiative—and discussed how dealerships nationwide face
a crisis in the shortage of experienced automotive service Jason Kiehnau, CPA, Principal | 920-455-4103
technicians. If you haven’t done so yet, I urge you to jason.kiehnau@CLAconnect.com
visit the Workforce Initiative website: NADAFoundation.org.
Evaluate your service department’s employment needs and CLAconnect.com
implement ongoing strategies for attracting and recruiting
skilled technicians at your dealership.
WEALTH ADVISORY | OUTSOURCING
The U.S. Bureau of Labor Statistics estimates that 750,000
AUDIT, TAX, AND CONSULTING
auto technicians and mechanics are currently employed in
the automotive industry. New-car dealerships alone employ
Investment advisory services are offered through CliftonLarsonAllen Wealth Advisors,
around 317,000 individuals, plus an estimated 250,000 diesel LLC,an SEC-registered investment advisor. ©2019 CliftonLarsonAllen LLP | 26-0627
technicians work in the trucking industry. To meet future
www.watda.org » S P R I N G 2 0 1 9 » DEALER POINT 13Legal & Legislative Update
BY CHRIS SNYDER
2019-20 Budget
G
overnor Evers has submitted his biennial budget. The To that end, many states and the federal government are
State of Wisconsin's budget covers a two-year period looking at alternative funding sources like, tolling, vehicle
from July 1 of one odd-numbered year through June miles traveled tax and substantial increases in annual vehicle
30 of the next odd-numbered year. It does not appear that registration fees based on vehicle age and value. While none of
the priorities set by the governor in his budget are aligning these ideas are present in the proposed budget, each has some
with those of the legislature. Time will tell if there is room for administrative and/or social stigma attached but are being
compromise. discussed and evaluated at length to determine their viability
in the future.
Given the uncertainty of final passage, we’ll take the 30,000
ft. view of proposed Transportation Funding for 2019-20. Keep
in mind that currently the majority of Wisconsin highway Tesla
funding comes from motor vehicle registrations, titling fees On February 8, 2019 Tesla filed a petition for a hearing before
and fuel taxes. All major Interstate projects will continue as the Wisconsin Division of Hearings and Appeals (DHAA)
scheduled, without delays or reductions in funding. seeking a motor vehicle retail license. Under Wisconsin
law, manufacturers are prohibited from retailing direct to
However, in an effort to establish funding formulas that
consumers. However, the law provides for an exception
keep up with the costs of highway and road construction
allowing manufacturers to sell at retail if the DHAA determines,
going forward, taking into consideration that as vehicle fuel
after a hearing on the matter at the request of any party, that
economy increases and alternate power sources for vehicles
there is no prospective independent dealer available to own
develop more mainstream appeal; the governor has proposed
and operate the dealership in a manner consistent with the
an $0.08 (8 cents) per gallon fuel tax increase. To somewhat
public interest and that meets the reasonable standard and
offset that increase, he is proposing to eliminate the minimum
uniformly applied qualifications of the factory. At the time of
markup law for motor fuels (theory here: some vendors will
writing this article, WATDA is seeking the right to be a party
undercut their competitors creating robust pricing competition
to the hearing proceedings.
at the pumps). The governor is also proposing to bring back
fuel price indexing, which automatically adjusts fuel tax rates In February (and about the same time as Tesla filed their
to compensate for lost revenues due to inflation. petition with the state), the Milwaukee Business Journal
reported that Tesla had plans to open a sales and service facility
There is a proposed titling fee increase of $10. Current title fees
in Wauwatosa. However, on February 28, Tesla announced
are $62, with a supplemental fee of $7.50 for a total of $69.50,
that they were closing most of their retail outlet stores, leaving
under the governor’s proposed budget, that fee increases to a
only a few in densely populated areas and plan to sell vehicles
total of $79.50.
globally via the Internet.
Registration fees are proposed to increase by approximately
WATDA has had discussions with Tesla representatives and
27% for each weight category respectively (for vehicles under
they have indicated that as a result of their late February
4,500 lbs, $21 increase for a new total of $96). In the 2017-
announcement, they now would like to open a display gallery
18 budget, Governor Walker increased registration fees for
and service center in the Milwaukee area. The Wisconsin DOT
hybrid vehicles by $75, and plug-in electric vehicles by $100,
informed Tesla that they would need a dealer license to operate
to make up for lost fuel tax receipts from those vehicles. But,
a gallery and service facility and therefore the petition process
the Department of Transportation claimed they were unable
to obtain a license under the exception above is moving
to adequately determine the hybrid vehicles that the increased
forward. Hopefully WATDA will be admitted to the hearings
annual registration applied to, because the definition provided
as an interested party, so that we can continue to represent the
was unclear. Therefore, Governor Evers’ team included a
Wisconsin dealers’ interests throughout the hearings.
modified definition of a hybrid vehicle to help facilitate the
collection of the proper fee. If the DHAA rules in favor of Tesla, they will be allowed to sell
and service Tesla vehicles without the necessity of changing
As stated earlier, the running theory for transportation funding
the franchise law. However, if they rule that there are
is the current primary funding mechanism (state and federal
independent dealers or individuals qualified and capable of
fuel taxes) are beginning to show diminishing returns due to
operating a Tesla dealership, Tesla will reject that notion and
increased fuel efficiencies and alternative power sources like
more than likely seek to amend the Wisconsin Motor Vehicle
electricity, compressed natural gas, propane and hydrogen.
Franchise Law.
14 DEALER POINT » S P R I N G 2 0 1 9 » www.watda.orgIn the 2017-18 legislative session, Tesla proponents will be a legal battle that will take time to conclude through
unsuccessfully offered a bill that would have opened the door the court.
for established manufacturers to bypass their existing dealer
bodies and sell direct to the public by reclassifying certain Dealer Licensing Bill
models into a new make (franchise) simply because they are A bill (AB 3 & SB 3) recently passed both houses of the
powered by electricity. Wisconsin legislature. The bill and ensuing law change are the
As of now this issue is a moving target. The DHAA process result of alleged nefarious activity perpetrated by Standard Pro-
should conclude sometime around end of June into July. The owned, who operated two facilities specializing in consignment
2019-20 legislative session will conclude roughly one year from sales in northeast Wisconsin. If signed by the Governor, the bill
now. will make it easier and faster for DMV to suspend or revoke
a dealer license. The bill states that a license suspension
Infiniti or revocation takes effect immediately if the department
of transportation determines that immediate suspension or
Late in 2018, a Wisconsin Infiniti dealer requested an increase
revocation is appropriate and alleges any of the following:
in their warranty reimbursement rate in accordance with
the Wisconsin Motor Vehicle Law, section 218.0125. Infiniti 1) A violation of the Wisconsin Franchise law in the course of
denied the dealer’s requested rate and the dealer in turn, filed a consignment sale;
an action in the Federal District Court for the Eastern District
2) Engaging in dealer activity without a license (kind of crazy
of Wisconsin (Milwaukee). Nissan North America (NNA)
- suspending or taking away something that didn’t exist in the
responded by filing a counter-claim, seeking the court to rule
first place – but it is designed to go after curb-stoners); or
that section 218.0125 violates the Contracts Clause of the U.S.
Constitution. 3) Intentionally fraudulent conduct related to certificates
of title, mileage disclosure, or use of personal identifying
The law firm representing the dealer in this case, recently
information.
argued and won a very similar case in Connecticut against the
Alliance of Automobile Manufacturers. The alliance appealed Under the new procedure, if the department alleges one of
and Connecticut won; that decision was appealed to the U.S. these violations, they have the authority to suspend or revoke
Supreme Court, who refused to hear the case, basically settling a dealer license immediately, and the dealer must be afforded
the ruling of law on that issue in favor of the dealers. While a hearing on the matter within 30 days of the suspension or
we are fairly confident that Nissan’s claim will be denied, this revocation. l
C O MING SOON
WISCONSIN KENWORTH - ONALASKA
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Sullivan designBUILD - Specializing in automotive facility design and construction since 1969.
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www.watda.org » S P R I N G 2 0 1 9 » DEALER POINT 15New Vehicle Sales Trends
Wisconsin New Vehicle Trends: March 2019
Previous Two Months Year to Date Year to Date Market Share
2/ 18 2/19
-3/ 18 -3/19 % change ‘18 YTD ‘19 YTD % change ‘18 YTD ‘19 YTD change
Industry Total 33,184 30,020 9.5% 51,609 47,646 7.7% 100.0% 100.0% 0.0%
Car 7,550 5,850 22.5% 11,675 9,137 21.7% 22.6% 19.2% 3.4%
Truck 25,634 24,170 5.7% 39,934 38,509 3.6% 77.4% 80.8% 3.4%
Japanese 11,183 10,271 8.2% 17,281 16,214 6.2% 33.4% 34.1% 0.7%
Honda 3,129 3,104 0.8% 4,754 4,770 0.3% 9.2% 10.0% 0.8%
Toyota 3,539 2,939 17.0% 5,572 4,842 13.1% 10.8% 10.2% 0.6%
Nissan 1,440 1,165 19.1% 2,344 1,945 17.0% 4.5% 4.1% 0.4%
Other 3,075 3,063 0.4% 4,611 4,657 1.0% 8.9% 9.8% 0.9%
Domestic 18,308 16,388 10.5% 28,598 26,054 8.9% 55.3% 54.7% 0.6%
General Motors 8,125 7,100 12.6% 12,910 11,483 11.1% 25.0% 24.1% 0.9%
Ford 5,209 4,649 10.8% 8,076 7,540 6.6% 15.6% 15.8% 0.2%
Chrysler 4,974 4,639 6.7% 7,612 7,031 7.6% 14.7% 14.8% 0.1%
European 1,715 1,642 4.3% 2,768 2,647 4.4% 5.4% 5.5% 0.1%
Volkswagen 930 885 4.8% 1,423 1,420 0.2% 2.8% 3.0% 0.2%
BMW 279 277 0.7% 502 444 11.6% 1.0% 0.9% 0.1%
Mercedes 173 174 0.6% 322 268 16.8% 0.6% 0.6% 0.0%
Alfa Romeo 23 14 39.1% 40 22 45.0% 0.1% 0.0% 0.1%
Other 310 292 5.8% 481 493 2.5% 0.9% 1.0% 0.1%
Korean 1,978 1,719 13.1% 2,962 2,731 7.8% 5.7% 5.7% 0.0%
Other 1,978 1,719 13.1% 2,962 2,731 7.8% 5.7% 5.7% 0.0%
3 Month % Change – YTD Registrations
and view annual trend. by Vehicle Type.
Compares most recent 90 days vs. Toyota
same 90-day period from last year. Nissan
Honda
0% 0% 0% 0%
0% Other
Japanese
- 1% General
Motors
- 1%
Ford
- 2%
- 2% Chrysler
-2% -2%
- 3% Volkswagen
- 3%
-3% -3% -3% -3% -3% Mercedes
- 4% Car Truck
BMW
- 4%
-4%
- 5% Alfa Romeo
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Other
'18 '18 '18 '18 '18 '18 '18 '18 '18 '18 '18 '18 European
Korean
©2019 Reg-Trak, Inc. | (877) 335-2525 | scott@reg-trak.com
0 2,000 4,000 6,000 8,000 10,000 12,000
March Trend Report from Scott Quimby
16 DEALER POINT » S P R I N G 2 0 1 9 » www.watda.orgp er ien c e
Ex
B s
the l i s
Ju s t D o n
of t h at
e e l in g . a ted
f
From something as simple as a pair of jeans to life - changing therapy, your vehicle
donation is critical in funding the success of every youth we serve across the state.
To Donate Call
1-800-RAWHIDE
or visit us online at rawhide.org/donate
www.watda.org » S P R I N G 2 0 1 9 » DEALER POINT 17From Around the State
Please send your news From Around the State to jfarmer@watda.org
KUNES COUNTRY family of sixteen dealerships in WI and IL ALL WORLD FORD has relocated to their new 50,000 square
has added an RV dealership in Elkhorn, WI. Kunes purchased foot dealership in Greenville. It features a seventeen-bay
DeHaan RV Center from David and Kim DeHaan who wanted service department, a ten-bay body shop, detail center, 8,000
to retire and enjoy life. square foot parts department and a ten-car indoor showroom.
Currently with 30 employees, when they are up and running at
CHILSON INC. recently open a fully renovated RV center in
capacity, they expect around 60 full time employees.
Lake Hallie. The Chilson family operates three auto dealerships
in Eau Claire, Cadott and Chippewa Falls. WISCONSIN KENWORTH—LA CROSSE, a CSM Group
dealership, is expanding to nearly double its current size.
ARLINGTON’S BELL FORD is expanding their service area
The expansion is expected to create about 25 new jobs. The
with up to five new stalls; the second expansion in five years,
dealership will have easy access to Interstate 90, with the latest
to meet increasing demands for service. The expansion will
technology and facility enhancements, and is expected to open
provide wider stalls to allow for repair of medium- and heavy-
the fall of 2019.
duty vehicles such as fire trucks, ambulances, flatbeds and
municipal utility vehicles. DAHL AUTOMOTIVE has acquired Honda Motorwerks from
Chris Schneider and family, in downtown La Crosse and
BADGER TRUCK CENTER, a second-generation, family-
will operate as Dahl Honda. They will remain in the current
owned commercial truck dealer owned by John and Paul
location until they build a larger, state-of-the-art building
Schlagenhauf, is changing their name to more accurately
in Onalaska, sometime in the next few years. Honda is the
reflect the company’s diversified business; Badger Truck and
tenth franchise for Dahl, which has operations in La Crosse,
Automotive Group, Inc. New Glarus Motors will be renamed
Onalaska, West Salem and Winona including Ford, Lincoln,
Badger Chrysler Dodge Jeep Ram LLC and the Lake Mills
Subaru, Hyundai, Mazda, Toyota, Chevrolet, Buick and GMC
location will be Badger Chevrolet.
brands. l
With a strong commitment to serving more than 540
dealerships, we know first-hand that knowledge of the
industry can mean the difference between accelerating a
dealership’s profitability and maintaining the status quo.
From streamlining operations and improving
productivity, to putting preventative fraud measures in
Accelerate your results. place, our specialists utilize their understanding of the
dealership industry to help you innovate, compete and
grow in an ever-changing marketplace.
Mike Mader, Partner
+1 (800) 866 2272
dealercpas@bakertilly.com
Connect with us: bakertilly.com/dealerships
Baker Tilly Virchow Krause, LLP trading as Baker Tilly is a member of the global network of Baker Tilly International
Ltd., the members of which are separate and independent legal entities. © 2019 Baker Tilly Virchow Krause, LLP.
18 DEALER POINT » S P R I N G 2 0 1 9 » www.watda.orgWISCO IS THERE FOR YOU
BY JOHN HACKMAN
WISCO is owned by and
operated for
customers. WISCO’s members receive the
its
WISCO’S mission is to save you money on the items you are going
to purchase for your dealership. We are in a unique position in
that our customers are also our owners and bosses. I can’t think
benefits of WISCO and its buying power. They of another company where this is the case. You have of course
are who we answer to and are the reason we heard the phrase “Customer is King.” Well with WISCO you
open our doors every morning. They receive are not only our customer treated like a king, but the owner of
all the profits and proceeds from WISCO’s our company. The staff’s only allegiance is to our membership.
operations. This year approximately half a Everything we do is geared towards our membership. Who else
million dollars will go out to WISCO members with their year- do you buy from that is only in business to add to your bottom
end rebate in direct proportion to how much they bought from line? No one I am aware of.
WISCO. WISCO members can expect to see their rebate checks
One of our biggest challenges is educating our members on the
in June. The great thing is the $500,000 is just the gravy. The
many items WISCO offers. When you call in to our office our
true savings is what you save on the original invoice and then
experienced staff tries to help you find the items you are in need
you get the rebate amount on top of that. The WISCO Board of
of. WISCO, with a few exceptions, carries everything a dealership
Directors has also approved redeeming the equity from 2011
uses except the vehicles. We have some customers who buy just
to our members. Dealerships who were members in 2011 will
a busload of a certain line, and that is great. We appreciate it,
receive two checks in June. We can keep this great thing going
but what about the rest of their needs? What about accessories,
for WISCO members, and we can grow, if you use us and we have
supplies, equipment, batteries, parts, reconditioning, uniforms,
your loyalty.
first aid and safety products, rest room supplies? The list goes
WISCO for 47 years has stated we are only in business to save on. Look at the various products you use and think of WISCO.
you money on your purchases. Since we are a cooperative owned You have to use us for us to help you and the more you use us
completely by its members we are here to serve you, not profit the stronger we become for you! Let us help you improve your
from you. To further prove that any profits we do earn are paid bottom line.
back to our members anyway. This is done in direct proportion
For WISCO members our annual meeting and golf outing will be
to how much they bought from us. In 2018 the amount of
held on Tuesday June 25th at the Lake Arrowhead Country Club.
rebates paid to our membership in our history hit $20,637,442.
Information will be sent out as it gets closer but keep the date
As I stated before those millions of dollars are just the gravy. The
open and plan to attend. l
main savings is on the invoice when you purchase from WISCO.
In 2018 the amount of rebates paid to our membership in our history hit $20,637,442. As I stated
before those millions of dollars are just the gravy. The main savings is on the invoice when you
purchase from WISCO.
WISCO’S mission is to save you money on the items you are going to purchase for your dealership.
Delta Dental is the perfect
WHAT’S partner to keep your employees’
A BETTER smiles healthy. Learn more at
www.deltadentalwi.com
RETURN
THAN A
SMILE?
www.watda.org » S P R I N G 2 0 1 9 » DEALER POINT 19IT’S NOT IF, BUT WHEN—
IS YOUR DEALERSHIP PREPARED FOR A CYBER ATTACK?
A uto dealerships are not immune to cyber risk. Any
organization can be hit by a cyber-attack at any time.
M3's Director of Cyber Practice provides an annual update
What to Watch for in 2019:
1. R
ansomware continues to be the leading cause of data breaches
in 2019. This year will see an estimated $11.5B in ransomware
to keep you informed about the ever-changing cyber
costs alone. However, the average cost of each attack is projected
market. This update includes key cyber events of 2018 as
to decrease as criminals target volume in lieu of larger dollar
well as insight on what to watch for in 2019. The numbers
amounts. Regulators and data breach professionals continue
below are big, but even a small cyber-attack can take your
to struggle with determining if information encrypted in a
dealership down. Your computers run so many functions
ransomware attack constitutes an actual breach.
every day. Imagine if you couldn’t use your system because
a hacker is holding it ransom: no selling cars, no booking 2. C
ryptojacking is emerging as one of the top cyber threats of
deals, no fixing vehicles, no scheduling for customers... 2019. Criminals aim to monetize data breaches by taking over
what would you do? computing power in order to mine valuable cryptocurrency like
bitcoins. New IT detection tools will be necessary to monitor
Dealerships don’t have the expertise – or resources – to
decreases in computing performance across multiple devices
react appropriately when a cyber event happens. Consider
and platforms.
talking to M3 about how to insure for your cyber risks,
including: hiring the best professionals in the industry to get 3. M
alware threats evolve as cyber criminals exploit vulnerabilities
you back up and running, covering related expenses, and across various software platforms. As organizations diversify
reimbursing you for lost revenue. the software they use to conduct business, their vulnerability
to malware increases. Malware puts steadily swelling pressure
2019 CYBER LIABILITY LANDSCAPE on the budgets and staffing of internal and external IT security
2018 picked up where 2017 left off in terms of data breaches. teams.
Despite the number of reported data breaches decreasing 4. Increased regulatory scrutiny surrounding data breaches
(1,232 from 1,597), the number of overall records exposed continues throughout 2019. The Office of Civil Rights
increased 133% in 2018. (predominately under HIPAA Law) and the Federal Trade
Commission are demonstrating federal authority in their
2018 Facts & Figures: respective divisions. Meanwhile, states are taking up the task
of rewriting data breach laws to be more in line with the
European Union General Data Protection Regulation (GDPR)
$3.86 million average cost of a data breach and 2020 California Consumer Privacy Act (CCPA) legislation.
Better armed with authority granted by their state laws, state
attorney generals will be diligent in investigations and in
Average time to identify a breach: 197 days exercising fines.
5. T
he cyber liability market is responding to discord on whether
a breach should be covered as peril or through a standalone
insurance policy. Modifications to policy forms are under
27% Average increase in cost of cyber crime in 2018 ongoing consideration to tackle gray areas like terrorism and
physical hardware loss.
6. T
he cyber liability market remains competitive with capacity
$4 billion current cost of the Equifax data breach increasing in excess of $600M. Renewal pricing is stable (between
-5% and +3%) with an added underwriting emphasis on IT
security controls and incident response. Low hazard industries
7 out of 10 organizations say their risk (i.e., construction, manufacturing, etc.) are experiencing a very
increased significantly in 2018 competitive market with below average pricing.
7. Insurers and security professionals place ongoing emphasis
on the need to create and maintain an IRP plan. An active
Three largest data breaches of 2018: Incident Response Plan (IRP) can reduce cyber losses by up to
• Marriot International - $500M 20%, but 77% of organizations indicate that they do not have
• Exactis - $340M one in place. Timely incident response is critical in data breach
• Under Armour - $150M remediation. l
20 DEALER POINT » S P R I N G 2 0 1 9 » www.watda.orgEARN UP TO 20%*
MORE MONEY
WITH A DEALER
OWNED WARRANTY
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ITS INVENTOR.
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When you choose the Protective DOWC™ program, they have the
potential to earn more money.
That’s because a Protective DOWC program is specifically structured to
generate the greatest amount of income for dealers. You get to design
F&I solutions that provide the most value to your customers, while we
handle the demands of daily administration.
Visit protectivedowc.com
Or call Protective’s Wisconsin representative,
James Mercer at 866 477 1434 to learn more
* Projections based on consistent, eligible product sales over a ten year period compared against traditional reinsurance programs. Earnings vary based on company performance. Protective and its associated
companies do not provide tax advice. Please consult your financial and tax advisor.Holiday Automotive’s Safety Campaign
H oliday Automotive of Fond du Lac has launched a multi-faceted
awareness campaign promoting safe driving, especially aimed at teens.
The campaign highlights statistics from the National Highway Traffic Safety
Administration (NHTSA), and the National Foundation for Teen Safe Driving
(NFTSD). The data show that car crashes are the #1 cause of death among
teenagers. What may surprise some is the fact that teens crash most often
because they are inexperienced; not because they take more risks behind the
wheel. In the United States, the fatal crash rate per mile driven for those 16
to 19 years-old is nearly 3 times the rate for drivers age 20 and above. Risk is
highest at ages 16 and 17. Add in the risks associated with underage drinking,
speeding, lack of seat belt use and overcrowding in a vehicle and the likelihood
of an accident with tragic consequences escalates quickly.
“Our vehicles get us to life’s events,” added Gilbertson.
“We want all drivers and their passengers to enjoy
their travels and get to their destinations safely. It’s as
simple as that!”
22 DEALER POINT » S P R I N G 2 0 1 9 » www.watda.orgYou can also read
