Friday, November 20, 2015

November 2015 SDADA Column

Are you my friend? Or are you family? Do you want to buy the tag vehicle? Or does that one have a "super" tag? Is it "Black Friday" yet? It's Thursday but we can give you the "Black Friday" deal! But I'm not sure that you can buy on "Black Friday" if you're in the military! That's not confusing!

When the salespeople are confused, it's a pretty good bet that the customer is confused. Are the incentives designed to confuse? That seems like a rhetorical question. But is it?

Most dealers want to offer the customer all the incentives available. They typically are not an additional cost to the dealer. Dealers, however, may not offer all the incentives available to the customer because there are so many, they are so confusing and they are poorly communicated to the dealership personnel.

Customers are NOT confused about one thing - they do remember the biggest number they hear on the television ad. They may not be certain what vehicle it applies to, how to qualify or when it ends. But they DO remember the number!

Who gets to clarify the incentives for Mr. Customer? The dealer does. How does that work when the dealer is buried in the 60 page bulletin that explains the incentives. Hey manufacturers, maybe you should consider simplifying the incentives!!!

Perhaps the dealership compliance officer can help us with the incentives!

CFPB Bill Passes by Wide Margin House in Bipartisan Vote

Congress rejected the Consumer Finance Protection Bureau's attempt to eliminate dealer discounts in the showroom. Eighty-eight Democrats joined all the Republicans in passing the "Reforming CFPB Indirect Auto Financing Guidance Act" by a 332-96 vote.

The bill requires the CFPB to withdraw the flawed guidance that attempts to eliminate a dealer's ability to discount auto financing for consumers. The bill also requires the minimal safeguards the agency failed to follow, such as public participation and transparency. Nothing in the bill would restrict the CFPB's ability to enforce fair credit laws in auto financing.

Before the vote, the Wall Street Journal weighed in on how some Democrats are fed up with the Administration's unending parade of regulations.

NADA Convention Registration Now Open 

Online registration for the 2016 NADA Convention & Expo in Las Vegas is off to a fast start. Nearly 2,200 dealers and their managers registered to attend the convention during the first five days of registration, up 12 percent compared to the same time a year ago. And as one of the most popular destinations in the country for meetings and conventions, four hotels in NADA’s convention block have already sold out. They are Encore at Wynn, Marriott Convention Center, Renaissance Hotel and Wynn Las Vegas.

Sixteen hotels are still available in NADA’s block. Other top hotels include the Cosmopolitan of Las Vegas, Aria Resort & Casino and Vdara Hotel & Spa. Aria and Vdara are located in CityCenter, which is considered a city within a city spread out over 67 acres on the Las Vegas strip and includes hundreds of restaurants and shops, spas, shows, nightclubs and other unique attractions.

The NADA convention—which runs from Thursday, March 31, through Sunday, April 3, 2016—will be held at the Las Vegas Convention Center.For more information or to register, visit

ICYMI (In Case You Missed It…)

Why are there no Malibus in Malibu? Are there Tacomas in Tacoma?

But the factory guys are the industry's smartest people...just ask them!

Your car got hacked; not jacked - HACKED...who's problem is it?

Driving a new Corvette through the showroom windows is a very expensive way to learn how to drive a manual transmission!

Ford wants more friends and a bigger family.

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