More than 12 tech launches expected for NABD 2017

Service and technology providers are coming to this year’s annual gathering hosted by the National Alliance of Buy-Here, Pay-Here Dealers armed with products that Ken Shilson insisted are brand new and can help operators of all sizes immediately.

Shilson highlighted more than a dozen different companies are ready to launch a new solution during the 19th annual National Conference. The NABD president explained why these technology companies are coming to the Wynn/Encore in Las Vegas on May 23 to 25 with new tools ready for deployment.

“The profitability in the auto business in general is being squeezed, not just in buy-here, pay-here but in all segments,” Shilson said. “They’re having to pay more to get a better vehicle because of the competition. The cost of funds is going up. The cost of compliance is going up. Those cost increases can’t be passed on to the consumer. The consumer can’t absorb them.

“Their overhead is going up and the only way to control it is to become more efficient and implement more technology,” he continued. “Technology is the only way that they can control their operating costs going forward without having to add more operating expense.”

Shilson acknowledged that BHPH dealers are primed and ready to take back market share this year. But he added that will take additional sales volume to make that happen.

“You don’t want to increase your overhead to do it,” Shilson said. “Technology is absolutely critical going forward if they want to be successful and make money.”

During the conference’s general session, NABD is orchestrating what it’s dubbed a Technology Showcase, featuring three different participants.

First, Manheim will be presenting one of its mobile auction units to show its capability.

“They can bring the auction to you and make it more accessible and convenient to the end customer. I think it will really be something where people will have a wow factor,” Shilson said.

Next, Magnum Contact will explain the capabilities of its online chat feature; a tool NABD already leveraged for its website.

“We were getting a lot of hits but we didn’t know what people were looking for. We put in the chat feature, and I would say it’s been singularly the best thing we’ve done,” Shilson said. “The chat function has singularly accounted for more leads and business than any other marketing idea we’ve ever had. And it will do the same thing for the buy-here, pay-here industry if they get it implemented on their websites.”

Furthermore, Podium will be describing its online reputation management offerings and showing how operators can enhance their standing and reduce the impact of negative reviews as potential buyers travel the Internet.

“You want to turn negative feedback around as quickly as you possibly can. If you just have negative feedback out there, people tend to gravitate to it and then they shut you off,” Shilson said. “Podium changes the dynamics. They are able to increase the feedback, which makes the number of negative comments much smaller and less relevant.

Besides the three firms included in the Technology Showcase, Shilson mentioned 10 other companies set to deploy new technology during NABD 2017, including:

—Auto Master Systems
—Deal Pack

Also, Shilson mentioned special individual social media training is set to be offered by Auto Search Technologies. He indicated attendees can sit down with company experts and ask questions specific about their dealership and its social media endeavors.

Shilson emphasized that there has never been more technology discussion and offerings on tap for the National Conference than there is this year.

“It’s not the same old technology. It’s not the same stuff you’ve seen before and it’s repackaged,” Shilson said. “There’s some really cutting edge things that we’re going to show for the first time ever in the history of buy-here, pay-here.

“It’s important that dealers understand this is not just the same old song and dance. They’re really going to see some new things that will help them,” he went on to say.

And as an added bonus, operators who haven’t already finalized their plans for NABD 2017 can do so through what Shilson said is the “Suite Deal Program.” By calling NABD, attendees can secure accommodations at the Encore for a $200 discount off of the regular price without resort fees while stilling getting conference registration at the same price as previous early bird discounts.

“This is your way to attend and stay in luxury at the same time,” Shilson said.

NABD can be reached by calling (832) 767-4759.

Reviewing 2017 tax season

With the deadline to file federal income tax forms passing on April 18, Cox Automotive chief economist Tom Webb reflected back on what’s known as tax season but likely isn’t the resounding retail period for buy-here, pay-here dealers it once was.

Perhaps impacting this year’s season most was the change in federal rules requiring tax refunds involving the Earned Income Tax Credit or the Additional Child Tax Credit to be held until Feb. 15. Webb mentioned that when that date arrived, “the flood gates opened,” and a record $74 billion in tax refunds was distributed during the single week ending Feb. 17.

According to the latest data from the Internal Revenue Service that Webb cited, total refunds still surpassed $200 billion by the close of March. They remained off year-over-year by only about 0.8 percent or $1.8 billion.

During his last conference call for the company, Webb said the refund activity eventually sort of shook itself out by the time the first quarter closed.

“It really had less of an impact than I would have expected. It was not delayed all that much,” Webb said about the new federal mandates. “That flow of funds over $70 billion in the one week ending Feb. 17 pretty much got us back up to where we should have been. You’re talking a delay of two weeks, maybe in terms of flows of actually funds.

“In speaking with dealers, it was a relatively modest setback,” he continued.

“Speaking to lenders, people used that money to get themselves right,” Webb went on to say. “It probably made their delinquencies look a little worse than they normally do in the first part of February. Then people get caught back up.

"I think it had more of an impact on those delinquency measures than the actual used-vehicle retail deliveries,” he added.

And speaking of those deliveries, as many BHPH operators are doing, they’re leveraging solutions from companies such as TaxMax to turn metal as the holidays arrive.

“(Tax season) certainly has been less of a boost than what we’ve seen in the past. Some of that is due to the fact that dealers have been able to smooth it out a little bit,” Webb said. “Many of them use those down-payment deferral programs and are actually buying vehicles at auction in October and selling them in November and December through those programs.

“The down payment deferral program is basically the same thing without the regulatory problems,” he continued. “It’s good for dealers to smooth out that process.”

Larry Dixon, executive analyst at J.D. Power Valuation Services, elaborated about the impact of tax season in a video available here as well as at the top of this page.

BHPH benchmark sneak peek: income insights

In another preview of the annual industry benchmarks compiled by the National Alliance of Buy-Here, Pay-Here Dealers, Ken Shilson touched on three more highlights from the “most comprehensive report we have ever published on subprime auto finance,” covering activity through the end of 2016 as well as forward-looking commentary and comparisons with prior years.

Shilson, the NABD president and founder, explained not only how the comprehensive report, now in its 19th consecutive year, contains 20 group operating information from both NCM Associates and the National Independent Automobile Dealers Association, but also how the timing is crucial, too.

“Our benchmarks report comes at an important time when competition for the best subprime customers from independent finance companies, franchise operators, credit unions and others who are seeking higher yields in the low-yielding environment of today has been significant,” Shilson said about the information that also includes financial results and ratios from SGC Certified Public Accountants and loss metrics prepared by Subprime Analytics.

“Although BHPH industry profitability for independent operators was depressed in 2016 by this competition, better days are ahead for independent operators who embrace the changes necessary to succeed today,” Shilson continued.

Some important highlights about the 2016 benchmarks include:

1. Bad debts increased from higher amounts financed (severity), from competitive pressures which depressed down payments and repayments, and increases in the allowance for bad debts in anticipation of a new credit loss measurement standard passed by the American Institute of CPAs last June.

2. Operations income was reduced by higher operating expenses, which were impacted by additional compliance costs and inflation, bad debts and an increased cost of vehicles.

3. Recovery income was reduced by lower yields from the liquidation of repos.

Shilson pointed out that many independent operators chose not to match aggressive underwriting competition, which included longer terms and higher cost, newer model vehicles sold and financing to deep subprime customers.

“Better days are ahead for operators who are positioned to capitalize on opportunities created by underwriting mistakes made by others,” Shilson said.

“However, operators must be proactive in order to regain their lost market share. This requires them to learn and implement new operating practices, technology and to learn from the mistakes made by competitors and not repeat them,” he continued.

All of the benchmarks will be revealed during NABD’s 19th annual conference at Wynn/Encore in Las Vegas on May 23 to 25. The conference theme is “The Changing World of BHPH,” which features more than 65 speakers/experts during this three-day event.

Shilson will discuss the entire benchmark report with NIADA 20 group director Chuck Bonanno.

“The old ways are not working like they have in the past so the BHPH industry must adjust to the new challenges caused by the increased competition,” Shilson said. “The adjustments start by understanding the market changes and by comparing your own performance with your peers.

“This benchmark report will facilitate doing both,” he added.

This year’s conference also includes 12 interactive workshops that will be covering:

—An accounting/tax update


—Compliance hot topics

—A current developments update

—Getting your best customers back

—Reconditioning best practices

—Keeping customers paying and increasing recoveries

—Sourcing and financing the right inventory

—Technology solutions for GPS

All of the educational sessions will be at Encore this year, which was recently renovated and won the Travelers Magazine award as the finest hotel in Las Vegas. All the Encore rooms are suites and NABD secured $209 discounted room rates with no resort fees while supplies last.

Shilson emphasized the prices for accommodations “make this fabulous facility affordable to everyone.”

Attendees may register online at or by calling (832) 767-4759.

“Copies of the benchmarks report will be distributed to attendees of the conference and advanced copies will be made available only to those who register for this important event,” Shilson said. “Operators can’t continue to do the same things and expect better results. It’s time to adopt some new operating practices.”

Westlake ALPS swiftly moves to acquire $14.7M bulk portfolio

Advanced Lending & Portfolio Services (ALPS), a division of Westlake Financial Services, tried to make it a simple process for a buy-here, pay-here operator to cash in on his way to departing the space.

Earlier this week, Westlake ALPS announced the acquisition of a $14.7 million bulk auto-loam portfolio, which consisted of more than 2,230 BHPH vehicle installment contracts from a company located in Savannah, Ga.

“The owner wanted to exit the buy-here, pay-here market, so we assessed his needs and quickly developed a strategy for him to accomplish this goal,” said Todd Laruffa, assistant vice president and division head of ALPS. “Our entire closing process was completed on-site within one week.”

Westlake ALPS explained it was able to close by acting fast and flying the team to Savannah to work the deal on-site in order to meet the seller’s needs.

“The purchase price on this deal generated a full pay-off for the senior lender, which proves Westlake ALPS to be a viable option for senior lenders to liquidate account receivables without the burden of a runoff scenario,” said Ian Anderson, group president of Westlake Financial Services.

Dealerships, brokers and finance companies interested in learning more about Westlake ALPS are invited to contact ALPS directly at (888) 937-2577.

NIADA survey shows ‘unprecedented’ positivity

Cox Automotive’s Tom Webb said earlier this year that buy-here, pay-here dealers were in a “better position.” Then a few weeks later, Ken Shilson with the National Alliance of Buy-Here, Pay-Here Dealers highlighted how “bad news could be good news for BHPH.”

More upbeat assessments arrived on Monday as the latest installment of the National Independent Automobile Dealers Association's quarterly Business Confidence Survey reflected immense optimism from independent used-vehicle dealers regarding retail sales, consumer traffic, profitability and economic conditions.

The survey, conducted in partnership with Equifax during the first quarter of this year, showed confidence in all of those areas was up substantially from the previous quarter and year-over-year.

Nearly two-thirds of respondents (63 percent) indicated they believe the economy will improve in the next quarter, a significant increase from the previous survey, in which only 34 percent expected economic improvement, and the 36 percent of Q1 2016 — that year’s highest percentage.

Just 2 percent said they expect the economy to decline, down from 22 percent in the Q4 survey.

It’s the first time since Q3 2015 that a majority of survey respondents have expressed a positive outlook on economic conditions.

That optimism is reflected throughout the survey. More than half (53 percent) of the respondents plan to invest in more retail inventory, up from 41 percent in the previous survey, and 54 percent expect to hire new sales staff (up from 32 percent), as 70 percent anticipate retail sales to grow (up from 46 percent) and 71 percent expect customer traffic to increase (up from 36 percent).

On the financial side, the percentage of dealers expecting cash flow to improve (57 percent, up from 34 percent) and credit availability to expand (32 percent, up from 23 percent) over the next quarter was also sharply higher.

“A degree of optimism is always expected with a new year,” Equifax vice president of dealer services John Giamalvo said, “but this level of widespread positivity is unprecedented for this survey as dealers seem primed to ramp up their businesses and position themselves to capitalize on expected opportunities in the year ahead.”

NIADA senior vice president Scott Lilja said it’s no coincidence that the rise in dealer optimism came in the first survey taken since Donald Trump took office as president.

“Certainly the ‘Trump Effect’ has helped drive this newfound enthusiasm in the market,” Lilja said. “The proposed regulatory and tax overhauls promised by the new administration have helped improve the mood of dealers who have long been inundated with federal and state regulatory measures and overly complex tax policy.

“Should some of that burden be lifted by the new administration, the cost of doing business could be substantially reduced,” Lilja added.

Lilja and Giamalvo said other factors driving anticipated retail sales and customer traffic growth include an increase in used vehicle inventory available to meet consumers' ever-shifting needs and the average price differential between new- and used-vehicle average transactions, which hit an all-time high of $11,000 in Q4 of 2016, both of which are expected to bring former new car buyers to independent used car stores to find more affordable transportation.

NIADA adds 2 organizations to National Member Benefit program

NIADA recently welcomed two more members of the National Independent Automobile Dealers Association's National Member Benefit program. The pair includes the Coordinating Committee for Automotive Repair and American Solutions for Business.

The Coordinating Committee for Automotive Repair (CCAR) is a nonprofit organization dedicated to providing best practice information and training resources to the automotive industry.

CCAR, whose suite of auto industry training courses have been accessed by tens of thousands of users, has been recognized as an Occupational Safety and Health Administration (OSHA) Alliance Partner within the automotive industry since 2004.

CCAR’s line of hazardous materials handling courses — known as HazmatU — was specifically created at the request of automotive OEMs.

“NIADA and its members are a perfect fit for the training resources we have to offer,” CCAR president Charles Ayers said. “We welcome the opportunity to broaden our reach and work proactively with the members of the association.”

CCAR's learning management system, autoEHS, includes courses in English and in Spanish.

“We are thrilled to have CCAR bring its renowned automotive safety-related training programs to our independent auto dealer members as an invaluable resource to ensure employee safety, meet state and federal workplace safety guidelines, improve employee productivity and much more,” NIADA senior vice president of member services Scott Lilja said.

 NIADA members can sign up for courses at

Meanwhile, American Solutions for Business has joined the National Independent Automobile Dealers Association's National Member Benefit program to provide NIADA members a one-stop shop for a wide variety of dealership needs.

ASB offers automotive forms and supplies, custom print and promotional products, branded apparel, technology solutions, retail displays, office supplies, tools, warehousing solutions and more.

“We're pleased to partner with NIADA to provide solutions that will streamline processes for automotive dealerships,” ASB automotive director Jason Gange said. “We are proud to be customer-driven, a philosophy that means we find solutions and solve problems for clients every day.”

Association members can take advantage of immediate cost savings by visiting ASB’s exclusive NIADA National Member Benefit eCommerce portal, where they’ll find stock automotive forms and supplies, toner and office supplies at some of the lowest prices in the industry.

The portal is accessible through NIADA's Member Benefits Hub or by visiting

In addition, American Solutions for Business offers a knowledgeable national account management team to assess unique business needs and recommend the best solutions available in the areas of customer retention and growth, marketing, document management, technology, retail merchandising and more.

“ASB brings more than 30 years of small business service solutions and expertise to our independent dealer members,” Lilja said. “It has an extensive local field force to bring best-in-class service and support to our member dealers who use ASB for their numerous office, banking, retail lot and service bay supply needs.”

How 2 major players navigated tax-refund delay

Think your buy-here, pay-here operation has been the only one impacted by the delayed release of tax funds to certain consumers? One of the largest BHPH players as well as a finance company that books plenty of non-prime originations discussed the situation recently.

First, a little information background from Cox Automotive chief economist Tom Webb. Because of the new federal mandate requiring tax refunds involving the Earned Income Tax Credit or the Additional Child Tax Credit to be held until Feb. 15, Webb noted that year-to-date tax refunds though Feb. 10 were down 69 percent, or $65 billion, from a year ago.  “But then the flood gates opened,” according to Webb, and a record $74 billion in tax refunds was distributed during the single week ending Feb. 17.

As of Feb. 24, Webb indicated year-to-date tax refunds were down 10 percent or $15 billion.

“The unusual flow of tax refund monies this year appears to have had less of an effect on dealers than one might expect, especially since other retailers (most notably, TV and appliance stores) did notice a significant impact,” Webb said in his commentary that accompanied the release of the February Manheim Used Vehicle Value Index.

Meanwhile, the leadership at both America’s Car-Mart and Santander Consumer USA (SCUSA) discussed the impact that tax-refund delay has had on their respective businesses. Car-Mart president and chief financial officer Jeff Williams responded to questions about the topic when the company that has a network of 140 BHPH dealerships throughout the Southeast released results from the third quarter of its fiscal year on Feb. 21.

“It’s a little hard to tell,” Williams responded when asked about the percentage of customers in Q3 who typically used their tax refund to purchase a vehicle. Car-Mart reported that its Q3 retail sales softened by 1.3 percent to 10,866 units, down from 11,013 units a year earlier.

“Last year, the tax money was out basically for the last week of January. So we feel like, looking back, that we had maybe 300 sales last year that didn’t happen this year because of the timing of tax refunds. And yes, theoretically that should all roll into the fourth,” Williams said.

“But the money has been delayed a full month. We’re just now receiving it,” he continued. “So there is some risk that it may be a little lower this year, but our expectations at this point are that the initial fall in the third quarter, if we execute the way we’re planning to, should roll into the fourth quarter with the volumes.”

Over at SCUSA, the tax refund topic came up when the finance company hosted its 2017 Analyst and Investor Day in New York. An attendee asked SCUSA about the subject in light of Car-Mart discussing it, too.

“What we did see up until frankly about a week ago was what we normally expect as we get into February, to start to see application volumes start growing due to tax season impact. We had not seen that early in the month.

“We did start seeing at least what appeared to be the initial signs of some higher app volumes about a week ago. So we'll see,” SCUSA chief operating officer Rich Morrin said during the event on Feb. 23. “Obviously we'll have to see if that trend kind of continues, but it seems like, given the delays, it's definitely slowed down how quickly people have been going at least into car dealerships to spend that money.

“We have not seen anything significant in terms of modification differences as a result of the delays. So what we would expect to see if the trend continues over the last week is that maybe the backlog is starting to unwind and people are starting to receive their refunds and we’ll see if they continue to go buy cars with them,” Morrin continued.

SCUSA president and chief executive officer Jason Kulas immediately added, “The key word there is delay. The refunds are coming. They just have been delayed. So I think that's a really important factor to remember.”

Interstate Title Solutions partners with NIADA

This week, Interstate Title Solutions (ITS) joined with the National Independent Automobile Dealers Association as its newest National Member Benefit partner, offering NIADA members discounted access to its out-of-state tax, title and registration tool.

DMV Nationwide, a web-based tool paired with managed service, was designed specifically in response to the challenges dealers experience while making out-of-state deals, especially since some buy-here, pay-here operations have locations in multiple states or sit near a border.

Because the additional time and money spent on those unfamiliar transactions use up so much of dealers' already strained resources, ITS created a simple, point of sale solution that can present a concise summary of the rules and regulations for the customer’s state.

DMV Nationwide also can incorporates the dealer’s sales tax responsibilities, allowing the dealership to successfully convert and manage out-of-state customers while maintaining its own compliance.

“Our top priority with DMV Nationwide was to design a tool that helped dealers manage the out-of-state customer with greater confidence, without having to worry about whether they collected the correct amount of sales tax,” ITS president Marlon Carias said.

“Our innovative solutions have been helping dealers across the U.S. with these complex transactions for more than 14 years and we are proud to support our nation's independent dealers by partnering with NIADA,” Carias continued.

ITS is providing free account activation, maintenance and negotiating tools for NIADA members, waiving the annual maintenance fee for the first year — a $399 value.

“ITS brings state of the art technology to our members' vehicle registration and titling process, enhancing their ability to expand their retail market's geographic footprint and digital marketplace," NIADA senior vice president of member services Scott Lilja said. “We see tremendous value to our members through this just-launched member benefit program offering.”

For more information, visit, call (866) 725-4491 or email

Webb sees BHPH dealers ‘in better position’

Cox Automotive chief economist Tom Webb acknowledged the past few years probably constituted the most difficult span ever encountered by buy-here, pay-here dealers. Finance companies specializing in the subprime space took on contracts deeper down the credit spectrum, leaving operators wondering where their customers went.

But Webb thinks this year could be much better for BHPH operators who have managed to keep their business intact.

“It’s certainly been a very challenging period for them,” Webb said during a recent phone conversation with BHPH Report. “And in this particular cycle as you well know, it was primarily caused by the subprime lenders buying deep subprime and a lot of new lenders using alternative data sources were buying down into the buy-here, pay-here dealers’ traditional customer base.

“There’s been other cycles where they went through a period where they had a hard time acquiring inventory at the price they wanted,” he continued. “But this past couple of years have really been challenging in terms of the subprime lenders buying down into their space. That cycle appears to have run out. So I’m thinking they’re looking to be in a better position this year because those deep subprime lenders have started to pull back a little bit.”

An example of that pullback is the activity by Consumer Portfolio Services, which booked less paper during the fourth quarter.

“Dealers are pushing bad deals towards us. They know we won’t buy it. I mean they’re desperate to get more cars sold,” CPS chairman and chief executive officer Brad Bradley said during the company’s quarterly conference call.

“You hear that from origination folks. Either they’ll tell you that it's really slow at the dealerships or that they’re seeing these bad loans getting pushed to see if we’d buy them. And of course we won't but still it’s the continuing struggle because we also would like to always buy something,” Bradley went on to say.

Webb and his team also addressed the BHPH market in this year’s Manheim Used Car Market Report, which was released in late January. Along with reiterating the competition BHPH dealers encounter with finance companies, the report also detailed how no longer is there what might be considered a “traditional BHPH model.”

The report explained some operators significantly increased the price point of the vehicles they offer while other dealers kept their price point and built in more goodwill policy work as a reserve.

Furthermore, the report showed other operators delved into the lease-here, pay-here model and while perhaps traditionalists simply worked diligently to capture more upfront money in the deal.

“It really is a market that is best served by the buy-here, pay-here dealers that have been serving that market quite well for many years,” Webb said during the phone conversation.

BHPH inventory analysis

The Manheim report pointed out that rising wholesale prices have often caused headaches for BHPH dealers as they need to find vehicles their customers can afford, but that will also be capable of running the term of the note with minimal repairs.

To give a sense of just how much wholesale prices have gone up over time in the lower price tiers, analysts looked at the average mileage on auction vehicles that sold between $4,000 and $6,000 over the past 16 years. If an operator spent $5,000 on average for a vehicle at auction in 2000, on average they acquired a unit with 84,541 miles.

“Average mileage slipped over the following three years as wholesale supplies grew and the overall pricing environment weakened,” the report said.

But between 2003 and 2014, average mileage for the typical $5,000 auction purchase rose every year, except for the recession of 2008 and 2009. In 2015 and 2016, the report noted BHPH dealers got a little reprieve when the average mileage on a $5,000 auction purchase fell below 120,000 miles for the first time since 2012.

“The ideal inventory in terms of a buy-here, pay-here dealer is dealer consignment vehicles that are relatively aged but they’re still in a condition they’re comfortable with and can run the term of the note,” Webb reiterated.

Given the fact that vehicles today, the quality and durability and their ability to run for a long time if they’re properly maintained, it does open an access for the buy-here, pay-here dealer to buy a vehicle regardless of what their preferred price point is. They can probably find good units out there,” he continued.

The fact that the dealer consignment lanes apparently have the inventory BHPH dealers seek also means fewer operators are scouring salvage auctions in hopes of finding units that can be repaired and retailed with a branded title.

“I think it’s fallen off because the other types of inventory is available,” Webb said. “When it was really a tight situation, certainly everyone was looking at all avenues. To a certain extent from a consignor standpoint they even found some of their vehicles might sell better in a salvage sale as opposed to a traditional sale even though the vehicle might not technically be salvage.

“As you know, many buy-here, pay-here dealers do not have any service shop at all,” he continued. “They don’t want to do a lot of reconditioning. They don’t want to rebuild units. That’s more of a game for the wholesalers to play. Basically they are looking for a clean vehicle in relatively good condition.”

5th J.D. Byrider store in Missouri opens

Buy-here, pay-here franchise chain J.D. Byrider recently opened its fifth location in Missouri; the second one in the Show-Me State to join the network so far this year.

The new location is in Rolla at 2603 N. Bishop Ave. This store is the first J.D. Byrider store for local franchise owner Lawrence West.

This facility will be part of the West Family Motors family, which has a 60-year history of community involvement and has recently supported organizations such as the Rolla Cancer Gala Fundraiser, St. James Veterans Home, Phelps County School Parent Teacher Organization, and countless other local causes.

“For more than 27 years, J.D. Byrider has built its reputation on providing quality vehicles for those who have less than perfect credit,” West said. “We are excited to serve Rolla and the surrounding communities partnering with this great company.”

The new facility will offer four service bays for on-site maintenance and $9.99 oil changes. The dealership will initially employ 10 people with room to grow.

“Lawrence West is an exceptional operator and will serve our customers well in the Rolla, Mo., market,” said Tom Welter, vice president of franchising for J.D. Byrider. “He understands the value proposition as it relates to our business model and the customers he will serve.

“This is our second opening in Missouri this year for J.D. Byrider, previously opening Joplin in January,” Welter continued. “Our customers know and trust our brand and the West family is ready to serve their automotive needs in Rolla. We are thrilled to have Lawrence and his team on board.”

Along with Joplin and Rolla, J.D. Byrider also has Missouri franchise locations in Columbia, North Kansas City and Springfield.