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Join us in West Palm Beach for the 2021 FIADAAnnual Convention. Details on PAGE 18— John Giasullo,Classic Cars of Palm BeachMARCH 2021"Make the time to investin your business. Youinvest in advertising,you invest in people,you invest in real estate,you’ve got to invest inthe tools that are outthere to help grow yourbusiness."M A R C H 2 0 2 1 I N D E P E N D E N T D Ewww.FIADA.comALER 1
F I ADA I NV I T E S Y O U TO AT T EN D ATOWN HALLMEETINGT H U R S DAY A PRI L 22, 20219 : 0 0 a m - 1:00pmO R L A N D O AU TO AU C T I O NJoin us in Orlando to learn what's happening in the industry, meet up with fellow dealers, enjoycomplimentary lunch sponsored by Auto Data Direct and the chance to win a giveaway itemvalued at 300 courtesy of Dealers Insurance Services, LLC.TOPICS OF DISCUSSIONLegal & Regulatory Updatepresented by FIADA General Counsel Rob SicklesWhat's Happening at the DMVpresented by Division of Motor VehiclesVendor ExpoVisit with used car industry vendors and service providers.LOCATION ADDRESS:Orlando Auto Auction4636 W Colonial DrOrlando, Florida 32808-8140ALL DEALERS WELCOME:Town Hall Meetings are FREEto attend for all dealers andbreakfast and lunch will beprovided.EVENT SPONSORS:Thank you to Advantage GPS,Auto Data Direct, Inc., DealersInsurance Services, LLC, GoldenEagle Management Services,Manheim Orlando and WayneReaves Software for sponsoringthis event.R E G I S T E R ON L IN E AT F I A DA .C O MOR CAL L 8 0 0 . 2 3 7 .0 4 4 8 F O R M O R E DETA I L S2 INDEPENDENT DEALER MARCH 2021
MARCH 2021 CONTENTSFor members of the Florida Independent Automobile Dealers AssociationMAILING ADDRESS 1840 Fiddler CourtTallahassee, FL 32308TELEPHONE(850) 385-2712(800) 237-0448FAX(850) 385-3251WEBSITEwww.FIADA.comEXECUTIVE COMMITTEEJason MarchPresidentChris EllisSenior Vice PresidentJim Winterick, SrChairman of the BoardDexter BeardLuis GiraldoEjola CookJohn GiasulloBrad JoelSecretaryTreasurerRegional Vice PresidentRegional Vice PresidentRegional Vice President18Terry MyersDirector of Development& EducationJulia RooneyMembership ManagerSavannah Calhoun Administrative AssistantChristy TaylorEditorial/AdvertisingPOSTMASTER:Send address changes toFIADA 1840 Fiddler CourtTallahassee, FL 32308(850) 385-2712 Call/Text: (800) 237-0448Fax (850) 385-3251 www.FIADA.comThe Independent Dealer is a publication of:Florida Independent AutomobileDealers Association1840 Fiddler CourtTallahassee, FL 32308The magazine is published every month inTallahassee and distributed to Florida new,used, wholesale and lease/retail car dealers.Advertising rates are available upon request.The statements and opinions expressedherein are those of the individual authorsand do not necessarily represent the viewsof Independent Dealer or the Association.Likewise, the appearance of advertisers, ortheir identification as members of FIADA,does not constitute an endorsement of theproducts or services featured.The Hilton West Palm Beach will host the 2021 AnnualConvention. Register today to join us there!FEATU RES10FIADA STAFFLisette Mariner, CAE Executive DirectorWelcoming West Palm Beach What You Need to Know About FloorplanFinanceAre you considering a floorplan for your dealership? Makesure you understand the risks and the benefits before you do.14 In It TogetherFIADA Regional VP John Giasullo has a heart for helpingdealers and wants FIADA to be the reason why you succeed.22 The Road to Electrifying the Auto Industry26 TikTok for Auto DealersThe wheels are in motion to make renewable energy the normbefore the end of the decade. Are you ready to convert?Is the latest social media platform a must for dealers, or just ajust a passing fad?DEPA RT MEN T S4678President’s MessageJason MarchExecutive Director’sMessageLisette Mariner, CAE12 Reader SurveyPAC ContributorsBack to BasicsTerry Myers30 Industry News17 HR Advisor21 Membership News28 A Look at Current Legal IssuesMARCH 2021 INDEPENDENT DEALER 3
PRESIDENT’S MESSAGEBale Hay While the Sun Is ShiningTime management is essential to success. BY JASON MARCHI try to take off early on Thursdayafternoons. A Monday through Saturday workschedule can make it difficult to take care of thingslike our health, our family and spending time awayfrom the dealership. As dealers, we can easily put in60 hours a week and still feel as if there is 20 hoursof work left to do.In an attempt to understand what my hours of theday actually look like, for the last 10 months I havebeen writing down my daily activities in a log. Thisexercise is teaching me not only about how I spendmy time, but also how effective I am throughoutthe week. Monday, Tuesday and Wednesday aresome of my most productive hours - meeting withemployees, going over potential auction vehicles topurchase, reviewing the numbers, working with mydigital ad campaigns and reviewing email. Mondays,Tuesdays and Wednesdays my activity log is full.Thursday arrives and my log begins to thin. I amstill following a schedule, but it’s never as full orfulfilling as the first three days of the work week. Mynotes are less detailed and my activity countdrops. Friday is normally a day left for curbappeal, straightening the lot and preparingfor Friday afternoon and Saturday.Using this Daily Activity Log to trackactivities was a suggestion from a bookby James Clear, Atomic Habits. I decidedJASON MARCH I would give it a trial run and assess myFIADA PRESIDENT progress. An example of entries in the logare as follows: Sort email for 30 minutes;write that down. Have a 30 minute conversationwith an employee; write it down. Eat lunch for 30minutes; write it down. Review auction run list 45minutes; write that down.At the end of a month, we may not really knowwhat we accomplished. It has been insightful torun back through my weeks and see what I haveaccomplished.4 INDEPENDENT DEALER MARCH 2021Here is an example of what my weeks have beentrending like: 8 hours sorting email (20-30 minute sessions) 2 hours reviewing Quickbooks and banking 7 hours planning for, preparing and holdingdepartment meetings. 3 hours eating lunch. 8 hours reviewing auction cars 2 hours working with Salesmen to organize the lot 1 hour in the Detail department 1 hour in the Service department 3 hours in the Collections department 5 hours working deals in the Sales department 2 hours with outside vendors 4 hours talking with employees, customers andcolleagues 4 hours on digital ad campaignsThis exercise has taught me that where I spend mytime versus where I think I spent my time is vastlydifferent. Checking email each day, two to threetimes for 20 to 30 minutes is really an eye opener.Employee development is something our leadershipteam talks about often. In reality, I am not spendingthe time to mentor or train with my people. Asyou can see above, my week is always full but notnecessarily with the things I would like my week tobe full of.My High School football coach had a saying, “Yougotta bale hay while the sun is shining”. This oldphrase has many meanings in our business. Withtax refunds hitting and a large stimulus looming,this is hardly the time to discuss taking time off.These are the days that we realize the fruits ofour labor. As we see tax return season get shortereach year, it is of utmost importance that we areprepared with staff, with inventory and with a plan.Tax season is when many of us will double what wenormally sell in a month. This is when we bale ourhay. This is when the sun is shining brightest on ourindustry.
HARNESS THE POWER OF OUR DMS PLATFORMPromptACH FundingFull sFlexibleTermsLocalBranch OfficesTraining& SupportMANAGE YOUR DEALERSHIPTHE PROGRAMS ARE OURSTHE BENEFITS ARE YOURSwww.lobelfinancial.com 800.871.8051 ds@lobelfinancial.com263087-Lobel Harness the Power7.367x4.811.indd 1PAID ADVERTISING 2021 Lobel Financial. All rights reserved. Member NIADA.Monitor Inventory Instant Approvals& Sales Process24/711/5/2020 10:26:46 AMIS IT TIME TO EARN YOUR CE CREDIT?DMV requires that all Florida dealers renew their Continuing Education credit every 2 years. If youlast took a course in 2019, you must submit your new certificate by April 30, 2021. The FloridaIndependent Automobile Dealers Association (FIADA) is here to help. We know dealers are busy sowe’ve created three different options to suit everyone’s schedule. Read on to find the course thatworks for you. Our live and zoom classes will fill up fast, sign up today!ON-DEMAND ONLINEIN-PERSONLIVE OVER ZOOMFree for FIADA Members 79 for FIADA Members 10 for FIADA Members 39.95 Non-Members 99 for non-members 59.95 for non-membersRegister for CE Courses, print out certificates and view the class schedule atwww.FIADA.com/ContinuingEducation. Or, call FIADA at (800) 237-0448.MARCH 2021 INDEPENDENT DEALER 5
EXECUTIVE DIRECTOR’S MESSAGEWhat We're Fighting ForLegislative priorities emerge as the 2021 Session starts. As our lobbyist Sandra Morthammentioned in last month’s edition of theIndependent Dealer, this legislative session is set tobe like none other. With limited access to legislatorsat the Capitol it is more important than ever for youto be engaged on the local level.BY LISETTE MARINER, CAEfor transferring those funds to the Departmentof Education. If it passes it would take effect July1. Session ends April 30, providing for a quickturnaround for implementation. Watch for updatesafter session ends.We are one year from the enormous shutdownswe experienced last year. During the summer, theFIADA was part of a COVID Liability ReformCoalition. Through the coalition, legislation wasdrafted and presented early in the session. ThroughGovernor Desantis’ order dealers were deemedessential and as such would be covered in theCOVID Liability bill.COVID-19 Liability Shield - SB 72 (Brandes)and HB 7 (McClure) would provide protectionsfor employers from opportunistic, predatory,and expensive litigation resulting from allegedexposure to the virus when they are taking properprecautions. These bills are on the fast-track. HB7 has been approved by the full House. SB 72passed its second committee--Senate Commerce &Tourism--on Day 1 of session.COVID liability is one of the bills we aremonitoring. With only 2,962 bills filed thisyear, this could be the year that we see thefewest number of bills passed in a session.Remember the Hope Scholarship fundthat was established in 2018?LISETTE MARINER, CAE Well SB 48 would consolidateEXECUTIVE DIRECTORand streamline Florida’s schoolchoice scholarship programsand significantly increase the number ofavailable scholarships. This 158-page bill has oneitem that dealers should support. It moves thedistribution of funds for the HOPE scholarshipto the Department of Revenue, instead of dealershaving to submit funds to a separate entity, alltaxes would be submitted on one form with theappropriate amounts to be designated to each andthe Department of Revenue would be responsible6 INDEPENDENT DEALER MARCH 2021The Governor's tweet about the importance of the 2021Legislative Session.The FIADA legislative committee recently met andwill provide recommendations for the next boardmeeting to seek legislation regarding recalls and asis warranties. Be sure to attend the legal session atthe convention to learn more about the actions weneed the legislature to take in the upcoming 2022Legislative Session that begins in January.In 2020, all 120 House seats were up for reelection.The FIADA PAC supported 31 seats in this electioncycle, and all won but two. Many were very tightraces, resulting in freshman legislators for manyparts of Florida. It is important for dealers toget to know their local representative. With somany freshman legislators learning the ropes, itis a good time for you to help educate your localrepresentative from the ground up. Invite them toyour lot, visit them in their district office, or callthem and introduce yourself. Let me know if youneed help contacting your legislator. As always, letme know if you have any feedback or suggestionsyou’d like to bring before the board of directors.
thank you pac donors!The FIADA PAC has a year-end goal of 30,000. Current donations total 4,345.00, which is only 14% of the goal. Join the list of other dealers who have alreadycontributed, and help move the needle forward!Absolute System dbaAbsolute MotorsAlliance Motors, LLCASI 3 LLC dba Auto SalesInternationalAtlantic Motors LLCAuction 123Auto Add-Ons, Inc.Auto Mobility Sales dbaMobility WorksAuto TrakkAutoline PreownedBaseline Auto Sales, Inc.Big Truck Rental LLCBishop's Motorsports IncBonita Auto Sales Inc.Bubba Hill Auto Plaza, Inc.Butler Auto RecyclingCelebrity Auto GroupCitrus Auto TraderCoast to Coast WholesaleSales & Leasing IncCredit CarsDick Moye Auto Sales IncDonny Mills Auto Sales, Inc.Fanning Springs Auto, Inc.Fleet Street RemarketingTwo LLCFlorida Auto Dealer SchoolGiant Motor CarsGolden Eagle ManagementServices, LLCGulfstream Motor Credit Co.I10 Truck CenterJohnson's Wrecker Service, Inc.Lanlie Auto Sales andAuctionsLINE 5Manheim Daytona BeachManheim Fort LauderdaleManheim Fort MyersManheim JacksonvilleManheim LakelandManheim OrlandoManheim Orlando-CentralManheim Palm BeachManheim PensacolaManheim St. PeteManheim TampaMiami Auto BrokerMilton B PriceMobility Freedom, Inc.REPAYRoney Auto SalesSoutheast Fleet Auto Sales, Inc.Splish Splash Auto Sales, Inc.Sunshine Used Car SalesThe Connection Motors, Inc.The Garage IncTwo Story Auto SalesWestlake Financial ServicePAC CONTRIBUTION INFORMATION Mail this form with payment to 1840 Fiddler Court Tallahassee, FL 32308Contributor’s Name: Dealership/Company:Street Address, City, State, Zip:qCheck (payable to FIADA-PAC)q 500qCredit Card (one time contribution) 250q 100q 50Credit Card Information:qVisaqMasterCardqq 25qqqMonthly Credit Card Contribution (until cancel) American ExpressqDiscoverName on Card: Card Number:Exp. Date:Sec Code:Billing Address:Billing Phone:Authorized Signature:you can also make a PAC CONTRIBUTION online at www.fiada.com/pacMARCH 2021 INDEPENDENT DEALER 7
BACK TO BASICSIndicia: Trade-in with outstanding lienKnow the requirements and the paperwork involved. Taking a vehicle in trade that has anoutstanding lien activates a couple elements thatdemand the dealer’s attention.One requirement is the dealer notify the statewithin 30-days that the vehicle was taken in trade.Obviously, there had to have been a sale.The statute requires the dealer title and register thesold vehicle within 30-days. This is accomplished onstate form HSMV 82040, Application for Certificateof Title With/Without Registration, (https://www.flhsmv.gov/pdf/forms/82040.pdf). The trade-ininformation is inserted into Section 7 of the form,satisfying the requirement to report within themandatory time frame.Since there is an outstanding lien on the trade,the dealer is also required by F.S. 319.24 (5)(b)to arrange to satisfy the outstanding lien within10-business days.1. Put a Not-For-Sale sign on the vehicle.a. Until the lien is satisfied, and the state isnotified and acknowledges the title is freeand clear, andb. The dealer has proper indicia in his/herpossession in the form of a Duly AssignedCertificate of Title2. If the vehicle is less than 10-calendar yearsTERRY MYERSold, the 3-part form HSMV 82995, SecureEDUCATIONALPower of Attorney may be used to establishINSTRUCTORthe legal authority at the dealership levelto transfer the odometer reading, date andstatus at the time of execution of Part A on thetitle. Power of Attorney is given by the ownerof record to the dealership. Not to a specificindividual. At the proper time, the dealershipwill use it to establish a ‘Duly Assigned’certificate of title. Once properly executed, thedealership may then offer the vehicle for sale.8 INDEPENDENT DEALER MARCH 2021BY TERRY MYERS3. Contact the lien holder and arrange (within10-business days) for the lien to be satisfied.a. If the lien is paper, direct the lien holderto send the paper title to your dealership.Ask if they need some additionalsupporting documentation from thecustomer.b. If the lien is electronic watch the state’s sitefor release of the lien.4. Once the title is freed up and the dealer receivesthe paper title, for example, the dealership’sagent will transfer exactly the odometerreading, date and status directly from Part A ofthe HSMV 82995 onto the front of the title.a. The Purchaser is the dealership.b. The agent will print and sign their name inthe Purchaser area.c. The agent will print their name/POA in thePrinted name of seller area.d. The agent will sign their name/POA in theSignature of seller area.e. The agent will also Print and Sign theirname in Section C of the HSMV 82995.The date will be the date they completedthese actions.5. Should the title be electronic, the actions willtake place on an HSMV 82994.6. Once the ‘Duly Assigned’ certificate of titlehas been created, the vehicle may be placed up‘FOR SALE’.The properly executed original HSMV 82995 withPart A and Part C become one with the title andwill travel to the tag office along with HSMV 82040,Application for Title and Registration for the nextcustomer.There is a Part B on the HSMV 82995. It allowsthe dealership to offer the vehicle for sale prior to
the arrival of the title, if the dealership has proof the lienholder has accepted payment (F.S. 320.27 (7): a copy of acanceled check or other documentation evidencing that anoutstanding lien on a vehicle taken in trade by a licenseddealer has been satisfied and that the certificate of titlewill be, but has not yet been, received by the dealer) assatisfaction of the lien.more about this topic. It is even approved for ContinuingEducation credits!Caution: Part B use involves additional, multiple elementsthe dealer needs to familiarize themselves with beforeattempting to activate the Part B section. To use this, thedealership is making a legal promise (delivery of titlewithin 30-days) based upon a promise by the lien holder(I will get the title to you within 10-business days. f.s.319.24 (5)(b).)Need experienced eyes to help you see into today’s future?Call the association at (800) 237-0448 and ask for Lisette.Connect with someone who has expertise in the area(s)you would like to learn more about. She can help connectyou with me, an FIADA dealer member or a relevantvendor. FIADA members also have access to an industryattorney for answers and/or directions the dealer mayneed to pursue.Contact your Compliance Officer or the association foradditional clarification, before you attempt Part B.If you look up the statute at 7 in section (7) CERTIFICATE OFTITLE REQUIRED, you will find: Reasonable indicia ofownership shall include .Use the FIADA link at https://www.fiada.com/page/OnlineTitleReg for Title and Registration training to learnJoin us for a future monthly DEALER-MONEY HOURwith current topics and information you may be glad youhear now to help make you money or keep someone fromtaking money from you. Include your officers and staff.If you are not yet a FIADA member, what are you waitingfor? Go to www.fiada.com.Articles are the opinion of the author and are not intended to be legalor accounting advice. The intent is to share thoughts and conceptsthat help the business owner(s) find new and perhaps revisit, ways tobe as successful as they are capable of being. Terry can be reached at(727) 804-7375. Email: TMyers@FIADA.com. Feedback is appreciatedand encouraged. Terry L Myers, FIADA Director of Education andDevelopment.Join host Terry Myers for a new, live,monthly education series!Attendance is FREE to FIADA members ( 10 to non-members)Seating is first come, first serve so go to FIADA.com to registeryour seat now:Wednesday, March 17, 2021 1pmWednesday, April 21, 2021 1pmCause MarketingGuest: William Ussery, Step Up For StudentsGenerate Trade-In le
Manheim Orlando and Wayne Reaves Software for sponsoring this event. REGISTER ONLINE AT FIADA.COM . OR CALL 800.237.0448 FOR MORE DETAILS. Orlando Auto Auction. 4636 W Colonial Dr. Orlando, Florida 32808-8140. Join us in Orlando to learn what's happen
