VIRGINIA Q1 2021 INDEPENDENT NEWS - Virginia Independent Auto ...
←
→
Page content transcription
If your browser does not render page correctly, please read the page content below
VIRGINIA the Q1 2021 INDEPENDENT NEWS ANDREW WILEY, CMD 2021 PRESIDENT, VIADA CONSUMERS AUTO WAREHOUSE, INC.
YOUR LOCAL
TEAM IS HERE
TO HELP
DRIVE YOUR
PROFITS.
Your Manheim partners in Virgina are going big to bring
you more cars. Let us show you the selection of inventory
inside our lanes plus dealer lot inventory outside our lanes.
It’s all designed to meet you right where you are -Virginia.
MARKETPLACE | ASSURANCE | RECONDITIONING | FLOOR PLANNING
LOGISTICS | DECISIONING
VIRGINIA
» Manheim Fredericksburg
» Manheim Harrisonburg
» Waldorf Ford
» Roanoke Valley Mobile Sale
manheim.com
1-866-MANHEIM (626-4346)
© 2019 Manheim, Inc. All rights reserved. Manheim M logo is a trademark of Manheim, Inc.
CONTENTS Q1 2021
20 Dealer Operator Course Calendar
2PRESIDENT’S MESSAGE:
ENDLESS MEMBERSHIP
The Virginia Independent News BENEFITS!
Virginia Independent Automobile In my personal life, I subscribe
Dealers Association to the belief that it is usually
1525 Huguenot Road, Suite 102 better to give than to
Midlothian, VA 23113 receive, and I’m guessing
(757) 464-3460 | (800) 394-1960 there are many dealers
Fax: (757) 299-6331 out there that share this
VIADA.org | info@viada.org philosophy.
VADealerRecertification.com 6 A COMPLIANCE QUIZ FOR
facebook.com/infoviada 2021
— This quiz tests your knowledge
Alvin Melendez, CMD on the status of some critical
Executive Director compliance issues for your
alvin@viada.org
dealership.
Tommie Melendez
Dir of Education and 8 THE CARLAWYER©
Dealer Development
tommie@viada.org 3 CONSUMER SATISFACTION
HIGH ON DIGITAL
Chris Maher
VIADA Instructor
With buyers spending less
chris@viada.org time at dealerships and
benefiting from more
Jackie Tuzzo efficient, digital retailing
Membership Development processes, those who were
jackie@viada.org “highly satisfied” with the
overall shopping experience 9 LADIES AUXILIARY
Blake Jackson reached 72 percent, up from “HELPING HANDS”
Education & Inventory Coordinator The VIADA Ladies Auxiliary is
60 percent in 2019.
blake@viada.org a non-profit organization that
seeks to do charitable work
Leslie Shuker
Bookkeeper for children, young people,
leslie@viada.org and other worthwhile causes.
Tatiana Melendez 10 8 BENEFITS OF
Media & Office Assistant COLLABORATION
tatiana@viada.org “Competition makes us
faster. Collaboration makes
Tina Allman
Fredericksburg Auto Auction us better.”
Representative
tinaallman1@gmail.com 12 AN INTERVIEW WITH VICKIE
4EXECUTIVE DIRECTOR’S LONDON
Magazine Production MESSAGE: TOGETHER WE Over a decade of service
ProfessionalMojo.com
info@professionalmojo.com
RISE
As our industry continues to 16 NEW & RENEWED MEMBERS
A VIADA Publication ©2021 shift, we have been forced
The statements and opinions expressed herein to learn about survival, 19 SURVEY: CARS REMAIN
are those of the individual authors and do not modification, adaptation, VITAL TO CONSUMERS
necessarily represent the view of the Virginia
Independent Automobile Dealers Association. and implementation. Every
Likewise, the appearance of advertisers, or year brings new challenges, 20 BECOME A MEMBER OF VIADA
their identification as members of VIADA, but together we will rise to
does not constitute an endorsement of the
meet them. 21 MEMBERSHIP APPLICATION
products or services featured.
THE VIRGINIA INDEPENDENT NEWS | Q1 2021 | 1
ENDLESS
BENEFITS
on purchases for parts and supplies. You to assist with licensing issues or concerns.
also get increased rebates unavailable to With our relationships with the top folks at
other shops, which can add up to thousands DMV, you can also often find solutions to
of dollars back each quarter based on your problems that your local DMV or Auction
volume. We also have partnerships with DMV contacts can’t offer.
dozens of auctions in our area, which re-
fund your buy fees or offer free services Finally, you get a voice. The VIADA works
just because you are a VIADA member. hard to monitor and advocate for the
Just a couple buy fees, and you have al- independent dealers both in Richmond and
ready paid for your membership. We have Washington. Our Association works with
more than one vendor that will credit your a lobbying firm to track and speak about
membership fee if you do business with issues relevant to our industry. Ever wonder
ANDREW WILEY, CMD them. Add in savings on forms and sup- why you can charge whatever processing
PRESIDENT, VIADA plies straight from the VIADA, including fee that suits you? Or why your spouse can
CONSUMERS AUTO member-only pricing for dozens of dealer drive on a dealer tag even though they don’t
WAREHOUSE, INC. forms, and you can clearly see you GET work in your store? The VIADA worked
more than you give. hard on these issues and many others to
In my personal life, I subscribe to the be- make doing business in Virginia more
lief that it is usually better to give than to You also get world class education and
dealer-friendly.
receive, and I’m guessing there are many training through the VIADA. Our dealer
dealers out there that share this philoso- education summits, F&I Training, Title
That’s not to say we don’t want you to give,
phy. That’s why we support local charities, workshops, and other educational oppor-
too. Aside from your small annual member-
volunteer our time, and generally give back tunities offer you a chance to improve your
ship fee, we’d love to have you involved in our
to the communities in which we live and bottom line at no or low cost. We also of-
Association as we continue to grow, seek new
work. But when it comes to the VIADA, fer dealer recertification online for free to
providers, and advocate for our industry. Get
you will find that you definitely GET more members of the VIADA (you only pay the
involved at the local level, and learn from
than you GIVE when it comes to being a state required registration fee). Plus as a
member of the VIADA, you are automati- some of the best dealers around. Dive into
member. Consider all you get when you
cally a member of the NIADA and get ac- our benefits and make sure you’re getting the
join the Association:
cess to hours of online training videos and most bang for your membership buck.
Since we’re all business owners, the most classes - for free.
obvious benefits of belonging to the VIA- In the end though, regardless of how much
DA are the financial benefits of being a As a member, you also get access to advice you choose to give back to the VIADA, you
member. And they are significant. Start and people who can help solve issues will always GET more than you GIVE. And
with our partnerships with Advance Auto with DMV or the MVDB. Currently, five we’re pretty proud of that.
Parts and Fisher Auto Parts: As a member, members of the VIADA Board of Directors
you are entitled to premiere pricing from also serve on the Motor Vehicle Dealer Good selling,
these vendors, which can save you big time Board. These individuals are available to you Andrew
2 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021
CONSUMER SATISFACTION
HIGH ON DIGITAL
BY USED CAR NEWS STAFF
Consumer satisfaction hit an all-time line, that’s exactly what they are getting. Sixty-one percent of franchised dealers
high, according to the new Digitization And it is not just consumers who are ben- note that digital retailing efforts are al-
of End-to-End Retailing (DoEER) study efiting. Dealers, too, are seeing the ad- lowing them to spend less time on a sale;
by Cox Automotive. vantages of a more efficient, streamlined more than half believe it helps them im-
purchasing process.” prove the customer experience. Impor-
With buyers spending less time at dealer- tantly, 75 percent of dealers agree that
ships and benefiting from more efficient, The Cox DoEER study was undertaken digital retailing provides shoppers a more
digital retailing processes, those who to measure and understand the shifts in customized experience, a key to higher
were “highly satisfied” with the overall consumer preference toward a more on- satisfaction with the shopping process.
shopping experience reached 72 percent, line purchase process. Beginning in Au-
up from 60 percent in 2019. The average gust 2020, a total of 1,859 purchase in- In 2017, research by Cox Automotive
vehicle buyer now visits only two dealer- tenders were interviewed, along with 462 showed that 25 percent of buyers want-
ships in the vehicle buying process, down franchised auto dealers that offer digital ed to finalize the vehicle price online. By
from 2.7 in 2016. retailing tools. 2020, that number had jumped to near
40 percent. Dealers are taking notice: 80
“According to our data, car buyers have According to the study, 64 percent of percent of franchised dealers surveyed
never been happier,” notes Cox Automo- shoppers want more of the purchase pro- in the DoEER study indicated they plan
tive vice president of research & market cess to happen online, compared to the to offer even more parts of the purchase
intelligence Isabelle Helms. “Consumers last time they bought a vehicle. But con- process online in the next 1-2 years. n
have long asked for a process that is more sumers are not the only ones that see the
efficient and requires less time at the appeal – and the benefit – of the shift to
dealership. With more steps moving on- digital retailing.
THE VIRGINIA INDEPENDENT NEWS | Q1 2021 | 3
TOGETHER WE RISE
As our industry continues to shift, we have been forced to learn about survival, modification,
adaptation, and implementation. Every year brings new challenges, but together we
will rise to meet them. VIADA has moved to Richmond to be closer to MVDB, DMV
Headquarters, General Assembly, and best of all, to be at a more centralized location to all
our members. We have constructed a learning center big enough to host 50 people with
big screen TVs for classes and meetings. We are so excited; we are only in the beginning
stages, but hopefully soon we can start planning some classes for later in the year, such as
accounting for dealers, finance training, how to buy cars at auctions on-line or in person,
etc. Our goal is to educate and mentor dealers and their employees for years to come. I
want to thank all of you for your patience as we had to close the office for a week to make
the move. We lost some valuable employees due to the move, but we are currently training
the new staff, and I promise that they are working very hard to exceed all expectations, and
I am very confident in their abilities to succeed at VIADA.
ALVIN MELENDEZ
EXECUTIVE DIRECTOR, VIADA Back in October, we hired Jackie Tuzzo to be our Member Benefits Liaison for our
ALVIN@VIADA.ORG vendors, and to take on the task of growing our membership. I am here to report that
Jackie managed to sign nearly 100 new members in a three-month period, and renew over
two hundred memberships. If you have a question about a benefit provider, please email
Jackie at: jackie@viada.org. As we grow, we will have more power in lobbying as we try to
“THE SECRET TO CHANGE overcome bills that affect our industry. Please do not forget that as a member of VIADA,
you also become a member of NIADA, and you can go to NIADA.com to see everything
IS TO FOCUS ALL OF YOUR that is available to you. There are many training videos for just about everything you can
ENERGY NOT ON FIGHTING think of. I was very pleased this past year as our Governor kept us as essential businesses,
and even though it was challenging, it was not as bad as some States that were completely
THE OLD, BUT ON BUILDNG shut down.
THE NEW.” We also want to offer our most sincere condolences for all of you who have lost friends
-SOCRATES and family members throughout this pandemic, and you and your families are in our
continuous thoughts and prayers. n
On Friday, March 5, the Board of Directors participated in the ribbon cutting ceremony to kick off the first meeting at our new Midlothian
location. Thank you to everyone who helped make this move possible! We could not have done it without you!
4 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021
THE VIRGINIA INDEPENDENT NEWS | Q1 2021 | 5
A COMPLIANCE QUIZ FOR 2021
BY CHARAPP & WEISS, LLP
4 9
This quiz tests your knowledge on the sta- True or False? Under the Truth in True or False? We want to run credit
tus of some critical compliance issues for Lending Act, if we advertise a low bureau reports on employment can-
your dealership. APR, we must also disclose the didates to make sure they don’t have
1
amount or percentage of the down pay- credit problems. Our employment appli-
True or False? Arbitration agreements ment, and the terms of repayment. cation contains an authorization to run a
5
are regularly challenged by plaintiffs’ credit report on an employment applicant,
attorneys. But there are substantial True or False? We have some especial- but we cannot do so based simply on the
benefits to arbitration – reduced time to ly low lease rates. Even though those signature on an employment application.
10
a decision, removal of the possibility of a are like the annual percentage rate, we
runaway jury, limited discovery, to name a cannot advertise those as low APR leases. Choose the Correct Answer.
6
few. We can still use arbitration agreements What should be covered in a
for transactions with customers and for True or False? We spot delivered a ve- salesperson’s pay plan?
employees. hicle to a difficult customer for whom A. The length of the salesperson’s employ-
2
we cannot find a finance source to ap- ment
True or False? We stopped using the prove assignment of the RISC. The custom- B. The specific definition of vehicle cost
NADA Fair Lending program when er is finally agreeing to return the vehicle. C. All pay calculations are final
Congress stopped the CFPB assault on Because of the extra work we had to do, we D. None of the above
dealer reserve. We still train our sales and wish to keep the downpayment. We may do E. All of the above
11
F&I employees that finance rates should be so if we can justify our expenses.
7
provided to customers on a nondiscrimina- True or False? An employee filed
tory basis. Our fair lending training should True or False? We spot delivered a car, a claim of harassment. We didn’t
protect us from lawsuits. and we cannot find a finance source to violate federal law by harassing
3
accept the RISC. We also cannot find the employee in the first place, so we can’t
True or False? When we advertise an the customer or the car to repossess it de- be found liable for taking action against the
attractive APR, we must disclose any spite diligent efforts to locate them. We can employee for filing a complaint.
12
qualifiers such as the limit on the report the vehicle as stolen.
8
duration of the financing, and we must True or False? Salespeople are
disclose the amount or percentage of the True or False? An employee handbook paid on commission. They don’t
downpayment and the terms of repayment. is dangerous because it lets employees have to punch the time clock.
know what their rights are. Continued on next page
6 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021
THE ANSWERS pricing levels, with deviations for nondis-
criminatory reasons, and with results you
5. TRUE. Often dealers seek to equate lease
rates to APR and advertise low rates in
can review and for which you can take connection with leases and nothing more.
1. TRUE. Judicial decisions have strength- corrective action for non-compliance, you The Consumer Leasing Act prohibits that.
ened the ability of businesses to use arbi- are not adequately protecting your deal- In advertising a lease rate, you may not use
tration provisions and reap the benefits. ership. The Fair Lending Program and the the term “Annual Percentage Rate”, “Annu-
Several Supreme Court decisions have sup- Program for Sale of Voluntary Protection al Lease Rate” or other equivalent term. In
ported predispute arbitration. Products published by the National Auto- addition, if you do advertise a lease rate, the
mobile Dealers’ Association are compre- following statement must appear near the
Unfortunately, limiting or ending predis- hensive programs your dealership should rate with no intervening language or sym-
pute arbitration is at the top of the agenda implement and follow. bols: “This percentage may not measure the
for every consumer and employee advocacy overall cost of financing the lease.”
group. For example, a subcommittee of the 3. TRUE. Advertising enforcement will
U.S. House of Representatives just held a continue to be a cornerstone of actions 6. FALSE. Another matter high on the
hearing on predispute arbitration. We don’t against car dealers by the FTC. agenda of regulators, particularly Federal
want to suggest bias of the organizers, but Trade Commissioners who will soon con-
the title for it was “Justice Restored: Ending trol the agency under the new administra-
Forced Arbitration and Protecting Funda-
Compliance with the
tion, is spot delivery. Carefully observe cus-
mental Rights”. There is nothing “forced” Truth in Lending Act and tomer rights in spot deliveries. If you must
about predispute arbitration, since forced the Consumer Leasing Act take back the vehicle you delivered, you are
arbitration would be ruled unenforceable rescinding the contract. In other words, you
by a judge or an arbitrator. A consumer or
are critical because both are returning the dealership and the buyer
an employee voluntarily enters an arbitra- laws are clear. to the beginning as if the transaction had
tion agreement. Whether it will survive a not even occurred, to the extent possible.
challenge depends upon its terms and how If an APR is only available for loans of limit- That means that not only must the custom-
it is implemented. The agreement must be ed duration, that must be disclosed to meet er give back the car you delivered, you must
fair and balanced. It must be supported by the general requirements of the FTC Act give back the trade and any downpayment.
consideration. When these requirements that terms and conditions of offers must be If you do not do that, or you cannot do that,
are observed, an arbitration agreement is fully disclosed. If the limitation is a trigger then you cannot “rescind” the transaction.
likely to survive a challenge. term (for example, “up to 36 months”), the
duration disclosure then requires the fol- 7. FALSE. Having decided that you can re-
Predispute arbitration agreements have not low-on disclosures. In advertising credit in scind, the recovery service could not locate
yet been outlawed by federal action. A dealer connection with a motor vehicle, any of the the vehicle. Now what do you do? Often,
in a state that allows predispute arbitration following is a trigger term: the decision is made out of frustration. The
who wishes to enjoy the protections of pre- customer was not candid when he bought
dispute arbitration in consumer matters and (1) The amount of the downpayment the car, or he has not been cooperative in
employment matters is still free to do so. (expressed as either a percentage or dollar working with the dealership, or he appears
amount); to be hiding the vehicle. The first reaction is
2. FALSE. With the rise of the social justice (2) The amount of any payment (expressed likely to be “Let’s show him! Let’s report the
movement under the Biden administration, as either a percentage or dollar amount); car as stolen.” That is the wrong reaction.
dealer finance reserve is likely to come un- (3) The number of payments or the period
der heavy scrutiny again. While Congres- of repayment; or The car was not stolen. You gave the cus-
sional prohibition of CFPB action will pre- (4) The amount of any finance charge. tomer possession of the vehicle under the
vent the Bureau from taking action in this transaction documents. Even a misde-
area, private litigants, state attorneys general, If you use a trigger term, you then must meanor charge of wrongful use may lead
the U.S. Department of Justice, and the Fed- disclose: to a malicious prosecution lawsuit since the
eral Trade Commission can all enforce equal • The amount or percentage of the down- customer is operating on legally issued doc-
credit laws. And it is not only finance re- payment; umentation, even if overdue. Even if you
serve that will be at issue. Practices in selling • The terms of repayment; and win the suit, the publicity about the events
voluntary protection products are not only • The "annual percentage rate," using that will likely damage the dealership.
potential subjects of legal action by these term or the abbreviation "APR." If the
enforcers, the CFPB is not prohibited from annual percentage rate may be increased The answer is a civil suit to recover the ve-
investigating VPP practices. It was doing so after consummation of the credit transac- hicle. The dealership then can quickly ob-
before the change in administrator of the tion, that fact also must be stated. tain a judgment it can use as the basis for
Bureau during the Trump administration. discovery from the customer to find the ve-
4. FALSE. Under the Truth in Lending Act, hicle and to potentially recover damages if
If your dealership is not using a fair lending the annual percentage rate is not a trigger the car can never be found or to recover the
program and a program for sale of volun- term. You must make further disclosures dealership’s losses for the period the vehicle
tary protection products that requires of- under TILA only if an advertisement em- was withheld.
fering finance rates and VPPs at uniform ploys a trigger term. Continued on next page
THE VIRGINIA INDEPENDENT NEWS | Q1 2021 | 7
Continued from previous page 10. D. It is more critical than at any other iation is against company policy and can
8. FALSE. An employee handbook is criti- time to use pay plans that protect the deal- lead to discipline, including termination.
cal to let employees know what is expected ership. The pay plan simply describes the Retaliation is the most prevalent category
of them and to convey information required method for calculating pay due a salesper- of complaints to the EEOC, according to
by law. A properly designed handbook ben- son. No length of time should be specified, the agency. Protect the dealership against
efits a dealership. The challenge today will or the plan could be construed as an agree- retaliation claims.
be to keep up with changes in policy by the ment for employment for a specified time.
new administration in Washington. Your 12. FALSE. The Fair Labor Standards Act
handbook is likely to require revisions due There should not be a specific definition will be a law under the microscope for the
to changes in regulations or differing legal of vehicle cost. In any pay plan in which Biden administration, with frequent and sig-
interpretations in the next four years. calculation of commissions is based upon nificant changes in interpretation. Enforce-
sale price over cost, the cost should be de- ment of the FLSA will also be high on the
9. TRUE. Don’t assume that policies for termined in the sole discretion of the deal- agenda of the Department of Labor. Time-
running credit reports on customers apply ership, and the plan should specifically state cards have always been the best method to
to employment situations. The rules are dif- that. A pay plan should never indicate that know hours worked by employees. For those
ferent. A dealership can only run a credit pay calculations are final. They should al- exempt from premium overtime, like new
bureau on an applicant for employment if ways be subject to revision. car dealer salespeople, this will give your
the authorization is based on a signed doc- office the ability to track earnings to ensure
ument that authorizes a consumer report 11. FALSE. Under the Biden administra- those personnel are paid minimum wage for
and an investigative background report and tion, #MeToo and related movements will hours worked. For nonexempt personnel,
nothing else. That is why if you are using an have increased influence over enforcement this will give your office the opportunity to
employment application that contains an of laws against harassment and discrimina- calculate premium overtime properly. n
authorization to run a credit bureau report, tion. Retaliation can be a separate violation
the application is hopelessly out of date. Use of the law even if there is no underlying To contact:
an updated employment application and a offense. Managers and employees must be CHARAPP & WEISS, LLP
separate form to authorize a credit report. well trained in the company’s policy and 8180 Greensboro Drive, Suite 1000
Credit reports contain critical personal process against discrimination and harass- McLean, VA 22102
data, and personal data protection will be ment. Every complaint must be taken se- 703.564.0220 | cwattorneys.com
an even higher priority under the Biden ad- riously. When investigating, always warn Contents © 2021 Charapp & Weiss, LLP.
ministration. those with whom you discuss the circum- Articles are for information only and do not
stances leading to the complaint that retal- constitute legal advice.
THE CARLAWYER
©
CASE OF THE MONTH
Dealership’s Ads Violated TILA and the court denied summary judgment on these fine-print disclaimer in a nondescript hyper-
CLA by Failing to Include Legally Re- counts. The court found that there was insuf- link. The court found that it could not, as a
quired Credit Information: The Federal ficient evidence to show that the defendants’ matter of law, determine that these ads were
Trade Commission sued several car dealer- practice was likely to mislead customers, deceptive and, therefore, denied summary
ships and their co-owners for violating the given evidence that some customers were judgment on these counts. Counts V and
Federal Trade Commission Act, the Truth in aware that their information was inaccu- VI alleged that the defendants’ advertising
Lending Act, the Consumer Leasing Act, and rately reported to finance companies and, violated TILA and the CLA by failing to
corresponding regulations. Since then, the in some cases, complicit. Counts III and include legally required credit information.
dealerships settled their claims with the FTC IV alleged that the defendants’ advertising The court granted the FTC summary judg-
and filed for bankruptcy protection. The FTC misrepresented or failed to disclose material ment on these counts, finding that some of
moved for summary judgment on its claims information, in violation of the FTC Act. the defendants’ ads stated down payments
against the co-owners, and the U.S. District but failed to include other required infor-
Court for the District of Arizona granted the In particular, the FTC alleged that one ad- mation such as the terms of repayment
motion in part and denied it in part. Counts vertisement with a $169 monthly payment or the annual percentage rate. See Federal
I and II alleged that the defendants violated was false, another group of advertisements Trade Commission v. Tate’s Auto Center of
the FTC Act by telling customers that they promoting a “Tires for Life” program did not Winslow Inc., 2021 U.S. Dist. LEXIS 23088
would submit accurate financial information disclose material limitations and exclusions, (D. Ariz. February 5, 2021). n
to finance companies but instead inflated and a third advertisement offering a $5,250
income and down payment information. The discount hid material information behind a
8 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021Ladies Auxiliary
“Helping Hands”
The VIADA Ladies Auxiliary is a non-profit organization that seeks to do
charitable work for children, young people, and other worthwhile causes.
We do this in the form of monetary donations for special needs and
scholarships. It is important to us that we fulfill the purpose for which our
organization was formed: to be “Helping Hands,” whether that be reaching out
to help an ill or disabled child, contributing to an organization such as the American
Cancer Society, or a student who would benefit from additional money to help with
college expenses. We also seek to be “Helping Hands” for VIADA. Through these
efforts, we feel that we are truly exemplifying the purpose the ladies who sought to
start this organization in 1982 had in mind. We have established the Fill-A-Wish
program for special needs children 18 years old or younger, and we also have a
Shirlie Slack Scholarship Fund to award $2,000 to a family member of VIADA.
Membership in this organization does not require you to attend any of the meetings,
although you would be welcomed to join us and we would like to encourage you to
attend. All that is necessary to retain your membership in this worthwhile organization
is payment of your annual dues of $10. Your membership will be valid for one year
from the time you send in your form and check.
To become a member, please complete the application below and send it with your dues
to the Auxiliary’s Treasurer. If you would like more information or for a Membership
Application, please visit viada.org/ladies-auxiliary.
Please mail membership application and dues to: LexaLynn Hooper,
1910 Leo Lane, Alexandria, Virginia 22308 (Lhooper119@gmail.com / 703-380-1342)
Please send all scholarship applications to: Carla Boucher, 309 Cawdor Crossing,
Chesapeake, VA 23322 (carla2585@yahoo.com / 757-560-2839)
VIADA Ladies Auxiliary Membership Application
Name:_____________________________________________________ Date: _____________________
Mailing Address:_______________________________________________________________________
City/Town, State, & Zip Code: ___________________________________________________________
Phone: ______________________________ Email: _________________________________________
Dealership’s Name: ____________________________________________________________________
Month/Day of Birth: ______________________________________ District # _____________________
THE VIRGINIA INDEPENDENT NEWS | Q1 2021 | 98 BENEFITS OF COLLABORATION
“COMPETITION MAKES US FASTER.
COLLABORATION MAKES US BETTER.”
BY BRANDIN WILKINSON, GENERAL MANAGER AT ACURA CENTRE OF SASKATOON
I always assumed that collaboration and a major shift that I had in my life because boss had treated you as an equal when you
teamwork were the same thing. What I I was one who easily looked up to oth- first started your career? Would your level
came to realize is that while they are com- ers without realizing I was putting myself of commitment be enhanced? What would
mon in the fact that they both involve a down. I no longer believe that those who this have meant to your performance? If
group of people working together to com- we deem “successful” were born with in- you’re striving to have an empowering en-
plete a shared goal, they differ in one key nate talent, but rather put in the deliberate vironment that’s fueled by respect, it starts
way; teamwork typically requires a level of practice, effort, and developed the mental here. There are many other benefits to col-
authority, i.e. a manager, whereas collabo- strength that it took for them to get where laboration, let’s dive into what they are.
ration is when the team works collectively they are. This truth was incredibly liber-
on equal levels to come up with ideas or ating, exciting and a bit scary at the same
make decisions together to complete a goal. time because it meant that any one of us has 8 BENEFITS OF
While studying NLP (Neurolinguistic Pro-
the ability to achieve what we truly desire
in life.
COLLABORATION:
gramming), one of the realizations was that
when we look up to people, we put our- When, as leaders, we look at everyone as 1. PEER TO PEER
selves down and when we look down on equal, we become more approachable and ACCOUNTABILITY
others, we mistakenly put ourselves above create a feeling of safety amongst our peers. Perhaps one of the most essential but dif-
them. The goal then should be to look at Imagine how much better we can serve ficult components of successful collabora-
everyone as equal regardless of their title, by removing ego and treating everyone as tion is peer to peer accountability. In my ex-
background, or accomplishments. This was equal. How would you have felt if your perience, I’ve found that the key here is for
10 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021us to let our guards down, practice being same page, have a safe environment, and is within our organization. From here, we
open-minded, see situations from the other are communicating effectively on a con- can help road map their career which is also
person’s perspective, have extreme candor, sistent basis, the need for more meetings a major contributor to a deeper level of en-
and assume there is positive intent. Patrick diminishes and when it does come time to gagement.
Lencioni’s 5 Dysfunctions of a Team talks have a meeting, they are far more produc-
about having Trust as the foundation, then tive and meaningful. What would it mean 8. TRANSPARENCY & TRUST
moving on to Healthy Conflict, which leads to you to have fewer but more productive
to decisive Commitment, then Peer to Peer and less time-consuming meetings? With an open line of communication and
Accountability, which all build up to the peer to peer accountability, this leaves little
best Results not just for a specific depart- 5. ATTRACTS THE RIGHT PEOPLE room for any kind of lack of transparency
ment, but the entire organization. Peer to and transparency leads to trust. Trust is the
Peer Accountability comes with a warning What do you believe is the type of culture foundation of any successful organization.
however; get ready to be comfortable being that an “A-Player” wants to be a part of? With the right environment and collabora-
uncomfortable because it’s not easy but it is An A-Player to me is someone that values tion, we trust each other to make the best
a game-changer. humility, has a strong desire to grow, gets decisions together. We trust that if one
excited to see their colleague succeed, is person is falling behind for any reason,
2. ACCOUNTABILITY FOSTERS open-minded, and leads by example. I be- someone will be there to pick them up. We
INDEPENDENCE lieve that in order to have true synergy and trust that we will be open and honest with
collaboration in our businesses that it’s less each other because we know that by doing
When we ingrain accountability into our about attracting top talent, and more about so it will lead to the best results for every-
culture, we foster independence because attracting the right people that have the one. We trust that we will hold each other
we are incentivized to take responsibility right characteristics for your environment. accountable knowing that that’s how we get
for our own actions, effort, development The skill can be developed. Character can the most out of each other.
and attitude. How we show up matters not be developed as well, but it’s far more chal-
only for ourselves but for our team mem- lenging and time consuming. Focus on Focus on collaboration to make yourself,
bers. If we’re wanting to contribute to new setting up your organization in a way that your team, and your organization better! n
ideas and effective decisions, then bringing your reputation attracts the right people.
our best selves to work is critical. Collabo-
ration encourages us to learn and develop
our own skills so that we can contribute to
6. HIGHER RETENTION RATES PLACE YOUR AD IN
the conversations, brainstorming sessions,
and inspire others to follow our lead.
Once we establish a culture of collaboration
into our organization, we set ourselves up OUR NEXT ISSUE
to reduce turnover. What is your current
3. ENGAGEMENT DEEPENS turnover and what does that cost you per
year? What would it mean to you not only
By recognizing that everyone contributes financially, but in terms of stress reduction
to the success of our organization, we find and increased performance, having your
ways to involve everyone in decisions, no turnover cut in half or even more? Because
matter how big or small. Just because we every team member feels involved in the
carry a certain title doesn’t mean we have direction of the company, they feel like they
the answers or should be expected to know are a part of something bigger and contrib-
all the answers. When everyone feels like uting to the vision. How many other com-
their voice has been heard, engagement panies do you believe operate at this level?
increases, regardless if we went with their Not many. But you can be one of the few.
idea or not. The key is to actively listen, Stay in front of
brainstorm on what is being discussed, and 7. SMOOTHER ONBOARDING DECISION MAKERS
use that process to make a well informed PROCESS across Virginia
decision. When engagement increases,
turnover decreases. Collaboration sets the stage for a smooth REACH YOUR TARGET
transition for our newest team member. AUDIENCE with great rates.
4. FEWER BUT MORE When they get started, there is less wast-
PRODUCTIVE MEETINGS ed time, more structure, and we find out It’s advertising to
quickly how well they are going to fit in GROW YOUR BUSINESS.
Collaboration supports effective communi- with the team. A smooth onboarding pro-
cation. When we’re holding ourselves ac-
countable, fostering independence, and are
cess allows for the new team member to
adapt quicker to processes, environment,
DEADLINE:
deeply engaged in what we’re doing, having
1 hour daily meetings become less valuable
culture, expectations, and their team. The
quicker we can have them adapt, the soon-
MAY 15!
and counter-productive. If we’re on the er we discover what their unrealized ability Email alvin@viada.org
THE VIRGINIA INDEPENDENT NEWS | Q1 2021 | 11After 35 years with Wit h Karl’s an - Craig joined the corporate staff in 2009 as
Manheim, Karl nouncement, we’ve Director of Best Practices where he helped
Kiracofe, General made the strategic lead Manheim’s efforts toward standardizing
Manager of Man- decision to create processes and procedures throughout the
heim Harrisonburg, a new Market Cen- country. In 2011, he was promoted to the
has announced he ter with Manheim role of Senior Director of Operations Sup-
will be retiring in Baltimore-Wash- port where he was responsible for managing
Q2 2021. Karl be- ington, Manheim the company’s support and training efforts
gan his career with Fredericksburg, and all the functional departments within field
Manheim in 1986 Manheim Harrison- operations at all Manheim’s U.S. locations.
in Harrisonburg as the Human Resources burg, which will be
Coordinator and served in various sales led by General Manager Craig Amelung, In June 2013, Craig moved back into field
and operations roles before being promoted effective today. operations assuming the role of Assistant
to General Manager in 2005. Under Karl’s General Manager and shortly thereafter was
leadership, Manheim Harrisonburg has been This move includes the realignment of promoted to General Manager at Manheim
recognized with many client awards. Manheim Harrisonburg from the National Fredericksburg. In his current role, he has
East Region led by Tim Janego to the Pro- been instrumental in helping the auction
Karl served on the NAAA Board of Directors duction East Region led by Matt Trapp. Karl achieve new levels of operating efficiency,
in 2011. He also has been the Treasurer of will help transition Manheim Harrisonburg customer and employee engagement.
the local district Virginia Independent Auto to the new Market Center and combined
Dealers Association for over 10 years and is leadership team. The search for an Auction Manager for Man-
currently a member of the Virginia Inde- heim Baltimore-Washington is now active.
pendent Auto Dealers Association (VIADA) Craig began his career in 1993 at Manheim
Board of Directors. Baltimore-Washington where he held vari- Please join us in thanking Karl for his
ous positions and in 2004, Craig was named exceptional leadership during his time at
In retirement, Karl is looking forward to General Manager for Manheim Virginia. For Manheim and wishing him the very best in
spending time with his wife Tina and their the next five years, he focused on increasing retirement, as well as congratulating Craig
twins Kaley and Tucker. Karl is also looking the company’s penetration into the industry on his expanded leadership role.
forward to spending more time on his Angus with dealer business, especially targeting the Matt Trapp, RVP, Production East Region
cattle farm. independent dealer segment. Tim Janego, RVP, National East Region
A DECADE OF SERVICE: THANK YOU, VICKIE!
What has been What has been the most of it if that is what is meant to be. I hope
your favorite memorable time working here? to stay in touch with dealers and those
part about There are so many memories. I traveled associated with the business, such as the
working for the around the state doing auctions and MVDB.
Association? planned and attended our annual
The people - from conventions. Do you have any advice for members
Lois Keenan and all of the Association?
the Board members What are your plans now? Take advantage of all we have to offer.
who took me under My future is still in the works. I will There is no one better to help and assist
their wings, to the probably apply to begin receiving social with all your needs. The Association is
dealers for teaching security, but I will also continue to your number one friend.
me about the industry. I have made too work. The right job is out there and I am
many friends to even mention. looking forward to a new adventure. Everyone at VIADA would like to
sincerely thank Vickie for her expertise
Are you going to miss the used car and dedication to the Association and the
business? industry. We will miss you and wish you
Most certainly. But I hope to stay part all the best in your new endeavors!
12 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021AUTO LOAN REFERRAL PROGRAM
We’ll pay YOU up to
$200.00 per
referral closed*
• NO mileage restrictions
• Automobiles up to 20 years old
• Up to 125% of NADA Retail Value
• Fast, local, friendly service
Please Contact
Northern Virginia Area - Debbie Rice - drice@lendmarkfinancial.com
Richmond and Central Virginia Area - Chris Price - cprice@lendmarkfinancial.com
Western Virginia Area - Betty Swortzel - bswortzel@lendmarkfinancial.com
Southwestern Virginia Area - Maurice Peerman - mpeerman@lendmarkfinancial.com
Tidewater Virginia and The Peninsula - Christie Hall - chall@lendmarkfinancial.com
www.lendmarkfinancial.com
All loans are subject to credit approval, income verification, tier determination and normal underwriting standards. Lendmark is not able to pay merchant
referral fees in California, Maryland or Kentucky for loans of $15,000 or less. Licensed by the Virginia State Corporation Commission, License Number CFI-10414 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021
WE HAVE MOVED FROM PHYSICAL
VIADA HAS GONE Digital
AUCTION CARDS TO THE SMART
DEALER AUCTION SAVINGS DIGITAL
PLATFORM. VIADA members
will have access to 17 auction
locations and $1,700 in savings!
This change will assist in faster
check-outs and better reporting.
Participating auctions include:
Abingdon
ADESA East TN
ADESA Knoxville
ADESA Wash. D.C.
America’s
BSC Bel Air
Bryan Buchanan
Capital City
Dealers of E. TN
Greensboro
Greenville
Manheim Fredericksburg
Manheim Harrisonburg
Manheim NC
Mountain State
Radford
Richmond
THE VIRGINIA INDEPENDENT NEWS | Q1 2021 | 15NEW AND RENEWED MEMBERS • OCT 2020 - FEB 2021
Thank you for your support!
NEW MEMBERS King George • District 4 D&M Auto Sales LLC Gander RV Sales
13Leads Facebook Marketing Capitol Motors of Winchester • District 4 Roanoke • District 3
Clinton • District 2 Richmond LLC Deck N Yard Garrett Motors Inc
321 Ignition Henrico • District 2 Lynchburg • District 6 Hampton • District 1
Fairfield • District 4 Capitol Motors of Stafford DMV Auto Express Company Gasoline Alley Auto Sales LLC
518 Auto Sales Stafford • District 4 Woodbridge • District 4 Winchester • District 4
Norfolk • District 1 Car Barn Drive Now Auto Sales LLC General Auto Sales LLC
A & L RV Sales LLC Abingdon • District 8 Norfolk • District 1 Richmond • District 2
Richmond • District 1 Car Credit Nation Drive Time Genita Threet
A & Z Motors LLC White Post • District 4 Chesapeake • District 1 TBA • District 1
Fredericksburg • District 4 Carafello’s Auto Sales LLC Drive Time Goads Body Shop & Used
ACE RV Rentals Norfolk • District 1 Newport News • District 1 Cars
Herndon • District 4 CarLines Auto Group Drive Time Lexington • District 6
Action Auto Specialist Fredericksburg • District 4 Richmond • District 2 Harding’s Auto Sales LLC
Norfolk • District 1 CarMax Drive Time Charlottesville • District 7
Affordable and Dependable Hartford • District 4 Richmond • District 2 Harrisonburg Motors
Auto Services CarMax Drive Time Harrisonburg • District 7
TBA • District 3 Laurel • District 4 Salem • District 3 Hilltop Cycle Inc
Al-Omran Motors Inc CarMax Drive Time Wytheville • District 8
TBA • District 4 Woodbridge • District 4 Woodbridge • District 4 Hilton Motors Inc
Amherst Auto and Tire CarMax - Brandywine, MD Dublin Car Sales LLC Newport News • District 1
Brandywine • District 4 Dublin • District 3 Hoover Auto Sales LLC
Monroe • District 6
CarMax - King of Prussia E.D.H Auto and Sales LLC Elkton • District 7
Ashraf Darwish
King of Prussia • District 4 Richmond • District 2 Icon Automotive Sales
TBA • District 4
CarMax - NJ East Side Automotive LLC Chesapeake • District 1
Auto House LLC
Maple Shade • District Sandston • District 2 Iideal Motors
Virginia Beach • District 1
CarMax The Auto Superstore Edinburg Motors Inc Henrico • District 2
Auto Network Motor Group
White Marsh • District 4 Edinburg • District 7 Imperial Auto & Tire
LLC
CarOfMine Edinburg Used Truck Sales Inc Springfield • District 4
Chantilly • District 4
Manassas • District 4 Edinburg • District 7 Import 4 Less
Auto Repair Specialists Inc
Carplug Elevate Auto Marketing Group Portsmouth • District 1
Blacksburg • District 3
Roanoke • District 3 Richmond • District 2 Innovative Automotive
Autobahn Sales Inc
Carplug Automotives Inc Elite Motorhub Solutions
Hampton • District 1
Christiansburg • District 3 Fredericksburg • District 4 Rustburg • District 6
AutoHub of Virginia LLC
Cars R Us Auto LLC Elite Motorhub James Wells III
Richmond • District 2
Winchester • District 4 Fredericksburg • District 4 Stafford • District 4
Autoplex of Virginia Beach
Champion Body Works Emperial Motorsports Corp Jeff Murray
Virginia Beach • District 1
Lorton • District 4 Richmond • District 2 TBA • District 2
AutoPro Virginia LLC
Chantilly Auto Group Evans Corporate Services Jim Price Chevrolet Hyundai
Virginia Beach • District 1
Chantilly • District 4 Lorton • District 4 Charlottesville • District 7
Autosled
Choice Auto Exquizit Auto Sales
Rockville • District 4
Henrico • District 2 Stony Creek • District 2 Johnston’s Auto Sales
B & R Auto Sales LLC
Chosen Payments Fastlane Auto Sales Danville • District 5
Pamplin • District 6
Atlanta • District 1 Highland Springs • District 2 Jones Car Company
B&K Auto Sales
Chris Dimitris Feild’s Auto Sales Inc Salem • District 3
Richmond • District 2
TBA • District 2 Ashland • District 2 Karina Williamson
Beach Auto
Commonwealth Motorsports LLC FHI TBA • District 4
Virginia Beach • District 1
Hayes • District 1 Prince George • District 2 Kevin Hodapp
Beb Automotive
Complete Auto Repair & Five Star Motors TBA • District 1
Norfolk • District 1
Service Fredericksburg • District 4 Kinetic Advantage
Broadview Motors Carmel • District 4
Portsmouth • District 1 Flint Auto
Warrenton • District 4 Chesapeake • District 1 Kingdom Kars Auto Sales LLC
Connect Auto Sales
Calvin Yates Portsmouth • District 1 GAC Automotive Center Chesterfield • District 2
TBA • District 7 Creedle Auto Inc. Portsmouth • District 1 Long Island Motor Sales LLC
Can’t Be Beat Auto Sales South Hill • District 5 Long Island • District 6
16 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021WANT INFO
Loudoun RoVa LLC Portsmouth • District 1
ON-THE-GO?
TBA • District 4
Lux Auto Sales LLC
Screening One Inc
Tampa • District 1
Download the
Newport News • District 1
Magnum Auto Group, Inc.T/A Magnum RV
Select Imports LLC
Ashland • District 2 MemberPlus App!
Montross • District 2 Shayer Automotive
Mega Auto Outlet LLC Virginia Beach • District 1
Stafford • District 4 SLB Motors LLC
Michelle Vasu Forest • District 6
TBA • District 7 Southern Auto Sales Inc
Midtown Motors Inc Hopewell • District 2
Newport News • District 1 Star Auto Sales
Milestone Dealer Services LLC Richmond • District 2
Walpole • District 4 Steals on Wheels LLC
Monte Motors LLC Richmond • District 2
Portsmouth • District 1 Stellar Automotive LLC
Motomember/Automember Richmond • District 2
Purcellville • District 4 Street Cars Inc
MZ Auto LLC Fredericksburg • District 4
Winchester • District 4 Sunrise Auto & Cycle Sales Inc
Naked Bear RV Service and Repair LLC Norfolk • District 1
Woodstock • District 7 Super Auto Sales & Services
Nephew Auto’s Fredericksburg • District 4
Virginia Beach • District 1 Sweetie Boy Home Delivery LLC
Off The Hook Automotive N Chesterfield • District 2
Chesapeake • District 1 The Car Exchange
Old Point National Bank Virginia Beach • District 1
Hampton • District 1 The Starting Line, LLC
Pacific Auto Sales LLC Alton • District 5
Richmond • District 2 Today’s Price Auto
Paragon Defenders Inc. Max Meadows • District 8
Sandston • District 2 Today’s Price Auto
Parkview Auto Sales Max Meadows • District 8
Newport News • District 1 TradePending
Patriot Auto Group LLC Carrboro • District 4
Stafford • District 4 United Auto Sales LLC
Peninsula Auto Gallery Providence Forge • District 2
Hampton • District 1 Valley Motors LLC
People’s Auto Harrisonburg • District 7
Nickelsville • District 8 Virginia Direct Auto Inc
Pete’s Custom Cycle and Auto LLC Virginia Beach • District 1
Chesapeake • District 1 VMark Cars
Phantom Auto Group LLC Glen Allen • District 2
Fredericksburg • District 4 VPI Services (Vehicle Purchase
PK Auto Sales Inspections)
Stafford • District 4 Virginia Beach • District 1
Pride Auto Sales LLC White’s Auto Sales LLC
Fredericksburg • District 4 Portsmouth • District 1
Richmond Auto Exchange Yes Auto Sales
Richmond • District 2 Richmond • District 2
Richmond Automotive Sales and Repair Zbest Auto Center LLC
Henrico • District 2 Chesterfield • District 2
Royal Pike Motors
Front Royal • District 4
Royalty Motors LLC
THE VIRGINIA INDEPENDENT NEWS | Q1 2021 | 17REMINDER SAVE THE
ONLINE RECERTIFICATION COURSE
Take this course at your own pace at your home or work
computer, iPad or even on your mobile phone. A Q&A review
DATES
at the end of each chapter will make sure you are aware
of key requirements. You will receive a completion certificate UPCOMING VIADA
once you have finished the entire course. BOARD MEETINGS
After completion of your recertification, you may revisit
your account to refresh your memory of any course material. APRIL 15-16
You still have access to the instructor who can answer Kingsmill Resort
questions about the course content. Williamsburg
NEW REGISTRATION FEES & WEBSITE JULY 8-9
VIADA Members: FREE plus $25 fee for the MVDB
The Homestead
Non-Members: $25 plus $25 fee for the MVDB Hot Springs
NEW WEBSITE TO REGISTER for Online Course
www.VADealerRecertification.com OCTOBER 8-10
Lansdowne Resort & Spa
QUESTIONS? Leesburg
Call 800-394-1960 or Email info@viada.org
18 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021THANK YOU
Survey:
Cars Remain
Vital to
VIRGINIA INDEPENDENT
AUTO DEALERS PAC was
established to solicit funds
from independent dealers for
contribution to candidates for
statewide elections – Governor,
Consumers
Lt. Governor, Attorney General, By Used Car News
and candidates for the General
Assembly. All contributions are
voluntary and reported to the State A new survey from Ally finds that cars and personal transportation are more essential to
Board of Elections. people's lives than prior to the COVID-19 pandemic.
The purpose of the Virginia Seventy-two percent of car owners say that going for a drive
Independent Auto Dealers alone allows them to clear their head, according to a survey
PAC is to promote the licensed of 2,000 American adults conducted by OnePoll on behalf
independent automobile sales of Ally Financial. Nearly three-quarters of men (73 percent)
industry in Virginia and raise funds
for the same purpose. From such and more than half of women (53 percent) consider their
funds we can make campaign car to be their personal “fortress of solitude.”
contributions to those seeking
election or re-election for state In addition, the pandemic has caused Americans to rethink their desired mode of
transportation. Nearly three out of four Americans, 72 percent, are wary of using
political offices, without regard to
public transportation because of COVID-19. This isn't just a short-term trend—69
party affiliation. We make these percent of car owners say they plan on driving more after the pandemic ends rather
contributions on the basis of who than use public transportation.
we believe to be deserving of such
support. “Even though many of us are using our vehicles differently, cars are more vital than
ever, serving as a source of solitude and providing a safe means of travel for us and our
This year we have raised close families,” said Mark Manzo, president of Ally Insurance.
to $30,000, and because of this
contribution we know we will be When it comes to work-related driving, 45 percent are spending less time driving—or
able to support many that are not driving at all—to and from work. Meanwhile, 26 percent of gig-job drivers, such
as DoorDash or Instacart, have increased their time behind the wheel.
seeking election or re-election. We
want to take this time to thank all Ally's survey also finds that many car owners are dealing with stress concerning auto
the members for your support. In expenses. Dealers can market vehicle service contracts in the midst of these challenges.
previous years we were able to list More than half of drivers (57 percent) are worried about unexpected repair costs, and
all of you, but this year hundreds 58 percent may hold on to their current vehicle longer than originally planned. The
contributed and that is an amazing survey results also highlighted the tough choices many car owners have made due to
accomplishment that can’t go the pandemic: More than one in three (36 percent) have had to choose between a car
unnoticed. Thank you again payment or car repair. n
for your participation in Virginia
Independent Auto Dealers PAC.
THE VIRGINIA INDEPENDENT NEWS | Q1 2021 | 19BECOME A MEMBER OF VIADA
12 BENEFITS OF hicles and the Motor Vehicle Dealer
Board. 9.
member discount.
Eight districts that hold dinner meet-
MEMBERSHIP 2. A “Member Hotline” to get answers to
complex questions.
ings mostly on a quarterly basis to
share information, learn something
3. Online recertification course – FREE new, and network with other success-
VIADA provides benefits and services to with members only paying the $25 ful dealers.
members they are not always able to find MVDB fee. 10. Plus, there are many Associate Mem-
on their own. With VIADA, the dealer has 4. An “Auction App” where members bers who have services, programs ben-
educational and networking opportunities save up to $2,200 worth of Buy/Sell/ eficial to your business – several offer
through our schools, workshops, town hall/ Provider fees at auctions! discounts.
district meetings, and annual convention 5. Member rebates are also available from 11. Five members who serve on the Mo-
and trade show. Advance Auto Parts and Fisher Auto tor Vehicle Dealer Board representing
Parts – which more than cover the cost your interests when regulations are
Whether it’s creating an environment for of membership! Andrew Wiley with created or revised.
sharing ideas, or serving as a place to come Consumers Auto Warehouse received 12. And lastly, your membership in VIA-
to for solutions to problems that arise, VIA- $854 just in one quarter! DA ALSO includes NIADA member-
DA is the only organization in Virginia 6. Members also receive a 20% discount ship and access to national benefits
whose primary purpose is the welfare and when purchasing forms. and services!
success of the independent dealer. 7. Educational and training workshops to
insure you have the latest information Cost of VIADA/NIADA membership is
1. The only trade association in Virginia to remain compliant and learn about only $325 a year which is about $27 per
that represents the interests of inde- best practices in the industry. month. An investment in your business, for
pendent dealers before the Virginia 8. Need one-on-one consultation? We you and your family. n
Legislature, Department of Motor Ve- have two industry experts that offer a
DEALER-OPERATOR VIADA.ORG
2020-2021 BOARD OF DIRECTORS
District 7 Shenandoah
Eddie Haley, Route 11 Valley Auto Sales
PRELICENSING STATE OFFICERS
Chairman of the Board
District 8 Southwestern
Ricky McReynolds, Country Auto Sales, Inc.
COURSE SCHEDULE Don Sullivan, Sr., Sullivan Auto Trading
President PAST PRESIDENTS
Andrew Wiley, Consumers Auto Warehouse Don Sullivan Sr., Sullivan Auto Trading
March 23-24, Danville Vice Presidents Chris Maher, Car Credit Nation
Rob Fisher, Northside Auto Sales
April 6-7, Charlottesville Craig Amelung, Manheim Fredericksburg
Wanda Lewark, Auto Buying Service
Matt McMurray, CMD, Campus Automotive
April 20-21, Hampton Joe Ramon, Commonwealth Auto Group
COMMITTEE CHAIRS
May 11-12, Fredericksburg Secretary
Steering & Budget
Eddie Haley, Route 11 Valley Auto Sales
May 25-26, Richmond Treasurer
Donald Sullivan Jr, Sullivan Auto Trading
Member Benefits
June 8-9, Roanoke Don Sullivan, Jr., Sullivan Auto Trading Eddie Haley, Route 11 Valley Auto Sales
July 13-14, Hampton Professional Development
DISTRICT & PAST PRESIDENT Matt McMurray, CMD, Campus Automotive
July 27-28, Fredericksburg REPRESENTATIVES Publications and Events
District 1 / Tidewater Joe Ramon, Commonwealth Auto Group
August 10-11, Danville Joe Ramon, Commonwealth Auto Group Membership Development
August 17-18, Richmond Craig Amelung, Maheim Auctions
District 2 Central Government Relations
September 7-8, Charlottesville Omar White, City To City Auto Sales LLC Donald Sullivan Sr, Sullivan Auto Trading
September 21-22, Fredericksburg District 3 Roanoke Volunteers Needed!
October 7-8, Leesburg Brad White, Mike Witt Motor Sales, LLC. Want to take on a leadership role? Do you
October 26-27, Richmond District 4 Northern
want to help the Association fight against
unnecessary and burdensome regulations?
November 9-10, Hampton Christopher Maher, Sr., Car Credit Nation And help educate dealers about activities
November 16-17, Richmond District 5 Southern
impacting their ability to operate a dealership?
Contact Alvin Melendez, Executive Director,
Brent Toone, Lakeview Motors
TO REGISTER, (757) 464-3460 or
District 6 Western alvin@viada.org
VISIT VIADA.ORG/EVENTS Bobby Steele, Steele’s Auto Sales
20 | THE VIRGINIA INDEPENDENT NEWS | Q1 2021You can also read
