NIADA/NABD BHPH Master Dealer Certification Program Announced for September 2012

At the recent National Alliance of Buy Here, Pay Here Dealers (NABD) Dealer Academy in Las Vegas, the National Independent Automobile Dealers Association (NIADA) and NABD jointly announced the details of their inaugural BHPH Master Dealer Certification Training Program scheduled for Dallas, Texas in September 2012. Although NIADA has been conducting successful master dealer retail certification programs for several years, this is the first BHPH certification program ever held.

At a very important time where the BHPH industry now faces many challenging legal and regulatory issues, this certification program is designed to help establish new operating and financial standards for industry leaders. Participants in the inaugural training program must meet certain operational standards including, but not limited to:
- Five years of successful operating performance
- Membership (in good standing) in NIADA, NABD, or both
- Have a chief compliance officer
- Affirm that all their dealership operational documents and transactional forms have had a positive legal and compliance review from a qualified attorney
- Have their historical performance approximate the key industry benchmarks published annually by NABD and Subprime Analytics for the following metrics:

o Debt/equity ratio
o Allowance for bad debts
o Average cash in deal
o Average gross profit per vehicle sold
o Average portfolio delinquency
o Average net loss per charge off
o Average default rate

- Maintain financial statements prepared in accordance with generally accepted accounting principles

A complete copy of the most recent BHPH industry benchmarks can be downloaded free at www.subanalytics.com or by obtaining a copy of the NIADA Used Car Industry Report for 2012 which will be available at the NIADA Annual Convention on June 11-14 in Las Vegas, Nevada.

The eligibility criteria was established with an emphasis toward encouraging compliance with all industry laws and regulations, prudent financial management and successful operating performance, and sound systems and processes. These traits will distinguish graduates to both capital providers and their industry peers.

The inaugural session is planned for 2.5 days at a training site in Dallas, Texas expected to be announced in the near future. The program goal is designed to provide training for outstanding operators in the BHPH industry. As a result of this training and their commitment to ethical practices and high business standards, graduates should become even more successful. Receipt of the BHPH Master Dealer Certification is recognition of a dealer’s dedication to the industry, and his/her record of proven stability, reliability and ethical business practices.

 The instructors include several of the nation’s leading experts and most successful operators. The course curriculum provides interactive training and networking and will initially contain the following:
- Economic overview/benchmarks/trends
- Financial management/accounting/taxes/metrics
- Vehicle acquisition and reconditioning
- Keeping vehicles running and customers paying
- Sales and marketing strategies
- Underwriting best practices
- Collection best practices
- Maximizing recoveries
- Legal and compliance
- Systems/processes/technology
- Much, much more

It is contemplated that changes will be added to the curriculum in future training based upon input from the participants. The curriculum is designed for graduates to enhance their management skills, improve their advertising and financial management, build more positive consumer relationships, and stay compliant.

Graduates receive their BHPH Master Dealer Certification designation and use of the CMD seal for a term/period of 36 months. Each CMD graduate must subsequently obtain a minimum of 12 credit hours of NIADA/NABD approved continuing education during each 36 month period in order to retain this designation. At least 12 hours of continuing education opportunities will be offered throughout the year. It is contemplated that some of these hours may be earned by attending the NIADA Annual Convention and NABD training events. NABD will hold an East Coast National BHPH Conference in Atlanta, Georgia on October 21-23, 2012.

The BHPH business requires specialized training and this program will offer advanced sessions focused on achieving operating and financial excellence. Operators who strive to distinguish themselves from their industry peers are urged to participate.

Operators who are interested in participating can obtain an application by calling NIADA at (800) 682-3837 or via email at Georgia@niada.com or by contacting NABD at (832) 767-4759 or emailing Joe Kearse at joe@bhphinfo.com. Space is limited to the first twenty qualified applicants, which is designed for two participants per dealership.

Kenneth Shilson, CPA, is President of the National Alliance of Buy Here, Pay Here Dealers (NABD), which will host an East Coast BHPH Conference at the Georgia International Convention Center in Atlanta, Georgia on October 21-23, 2012. For registration or for more information, visit www.bhphinfo.com or call 832-767-4759. Mr. Shilson is also President of Subprime Analytics (www.subanalytics.com), which performs electronic portfolio analysis and due diligence services for financial institutions which provide capital to the subprime automotive industry. NABD will be in Booth # 507 at the NIADA convention in Las Vegas on June 11-14, 2012.

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