Dealer Spotlight: How a Floor Plan Grew a Family Dealership

If you’ve ever needed to purchase a vehicle near Covington, Virginia, you’ve probably heard of Chris Tingler and Car Shop Inc. Tingler’s family has owned and operated the independent dealership since 1995. “My father always owned a car lot and I started helping him at a very young age,” says Tingler. “I started out by washing cars and by the time I was about 12 or 13, I was going to the auctions with him. I’ve always loved going to the auctions and being around people so I can hear their stories. I’ve even helped out as a driver before.”

After observing the way his father ran their family’s business, Tingler learned the importance of honesty and its integral role in building a good reputation throughout a community. “We treat our customers fair because without them we wouldn’t be here. They’ve got faith that if they buy a car from us, there will be no hidden costs. They know they’ll be taken care of because if you don’t take care of your customers, they won’t take care of you.”

After years of working under his father, it’s no surprise that Chris was more than prepared to take over the family business after his father’s passing.  Tingler was focused on continuing the legacy his father had created, but also wanted to make some changes. It seems fortuitous that at this time Tingler received a visit from Bruce Paxton who explained how financing with NextGear Capital could help him take his business to the next level. “My dad was old school and always used his own money, I was looking to try something different and that’s when I started floor planning with NextGear Capital.”

Tingler was still a little skeptical at first but that quickly changed when he saw how big of a difference having the extra cash made. “Other than the financing, I didn’t do anything different than what I’ve done for the past 25 years. You always hear negative things about fees and the requirements needed for floor planning and none of it was true. I’ve never had to pay a curtailment because our turn times are so good, and cash sales are up 20% on the month because we have more inventory options for our customers. We can buy whatever we need, when we need it, and we’ve been able to buy nicer vehicles that are newer and have less miles on them.”

Having a good support system behind him also helped him succeed when he started out, “I have all the trust in the world in my NextGear reps Mike Nemeth and Bruce Paxton. They help me anytime I need it, 365 days a year.”

His reps also encouraged him to use tools like vAuto to help run his business, even though technology was something he’d shied away from using in the past. “Tools like vAuto lets us see what the market is doing in our area and what type of inventory is selling and not selling. Having access to this type of information has been a game changer.”Chris Tingler

Chris has become a big fan of Account Portal since it provides him with easy access to view account information, manage his inventory and quickly track down titles for pending sales. “Getting a title from NextGear Capital is so easy and convenient, even if the title is for a vehicle that’s already been taken to an auction. We used to keep titles at our lot but it’s nice knowing that they’re secure in the NextGear vault.”

Car Shop Inc.’s showroom features a small automotive themed museum with collectables, making it a popular spot with Covington locals. So, having a good-looking dealership is also important. “Since NextGear has allowed us to free up more money without negatively affecting our cash flow or impacting the amount of inventory we’re able to carry, we’ve been able to polish our business. Several improvements have been made like resurfacing the lot, purchasing new equipment, making renovations to the dealership and updating our technology. I probably could’ve done these things down the road, but it would’ve taken another 5 to 10 years.”

Despite all these changes, some things never change, including Tingler’s love for buying his vehicles at the auctions, “I very seldom buy my inventory online because I feel more comfortable seeing the vehicles in person. I usually go to the auction every other week, but honestly I would go every week if it didn’t take me away from my home and the office too much.”

Tingler’s experience at the auction has changed though since he started using NextGear. “The checkout process is so much simpler now. When I take the paperwork up to the desk, I tell them to just put it on NextGear. I don’t have to sign anything, and I just hand them the paperwork and leave. I’m also getting more attention at the auctions because even though we’re still a small fish in a big sea, both the auctioneers and sellers know I’m there to buy several vehicles and that’s helped me to build and grow my relationships.”

Now that Tingler’s success is so well known throughout the dealer community, he’s started having other cash only buyers reach out to him for advice. “About a month ago, I had a friend ask me how I liked working with NextGear and having a floor plan. They’re just like us and have been in business for years. I told them to start small and see how much they can handle. The horror stories are all people who don’t know how to manage their money. What works for one dealer, might not work for another and that’s where NextGear Capital can help you figure out what will work best for your business.”

Even when pressed, Tingler can’t think of one negative thing he’s experienced since he started floor planning, “Since I’ve been using NextGear the only regret I have is that we didn’t start using them sooner. We’ve seen a lot of other independent dealerships pop up in our area and within 6 months to a year, they’re gone. We’ve also seen a lot of franchise dealers come and go. We’re still a mom and pop dealership, we don’t have high pressure tactics and we’re still here, outselling everyone else in the area.”

Despite all his success the most important thing for Tingler is to keep his dealership in the family. “I wish years down the road my kids will be able to take over, or at least have the opportunity to do so and it won’t be as hard on them, as it was on my dad and me.” Tingler adds, “The table is set, we’ve done the hard part and the opportunity will be here if they want it.”

How to Partner With Us: Application Process

Dealer starting an applicationWhether you are just starting out, or looking to grow your business, NextGear Capital is here to help. With a dealership floor plan, it is likely you will be able to find the capital needed to stock your dealership and keep cash on hand. In this article, we will guide you through the first steps in beginning a partnership with NextGear Capital.   

Before you fill out a NextGear Capital application, it’s imperative that you have some credit. Specifically, you should have a history of utilizing and repaying debt. Bad credit and hiccups on credit history aren’t always deal-breakers, but they will likely reduce the amount for which you qualify. Additionally, there is a good chance that credit issues will have a negative impact on the pricing structure for your first dealership floor plan. The good news is that over time, with good performance and the adherence to the terms and conditions, it is possible to eventually overcome these setbacks. 

So, you’ve decided to start a dealership floor plan with NextGear Capital. The next step? You’ll get started by filling out an online application. To view the credit application for NextGear Capital, click here.  

Once you click the link, you’ll be redirected to the application. The first screen prompts you to choose your Country and preferred language. Once you’ve made those selections, the application will appear in your preferred language. The first set of fields require your contact information. This includes first/last name, Email, phone number and preferred method of communication. Please enter your cell phone or direct line, not your business number. You will be asked for your business number later in the application. It’s important to note that we strive to accommodate your preferred method of communication as best we can, but some phone calls and emails may be necessary. 

The next section that needs to be completed is your business information. In this section, the first question is asking if you have a Dealer License. If you have a Dealer License, great! If you do not, you will not be able to move forward in the application process. To obtain a Dealer License, you will need to contact your local BMV. In the meantime, you can contact our sales team with any questions or a time frame on when you might be getting your Dealer License.   

Now it’s time to enter the name of your business and phone number. After you’ve filled in that information, take a look at your Auction Access card and enter your Auction Access number in the appropriate box. If you don’t have the number available at this time, you may continue with the application as it is not a required field. After that, all that’s left is filling in your business address! 

Once you hit continue, you’re a step closer to having a dealership floor plan! A NextGear Capital representative will contact you within two business days regarding your application and will guide you for the next steps. During this call you should be prepared to answer more questions to fully complete the application. 

Dealer Spotlight: How Buying a Car Turned into a Career

Monique Belgrave, Dealer Principal at Consumer 1st Auto Group in Hasbrouck Heights, New Jersey didn’t realize when she went searching for her first car, it was going to lead to a career opportunity. “I got my first car, a 2004 Nissan Maxima, it’s actually the exact car as over there,” Belgrave points across her dealership. “Except it was an olive color.” A few weeks after her purchase, the dealer she bought that Maxima from called her and asked if she would be interested in working for him. Monique accepted and started out answering phones. However, she quickly realized that the way business was being conducted just wasn’t efficient and decided that she could run a dealership better on her own. “I said I can do this! We started out with just two cars and it has grown from there.”

Belgrave attributes a lot of her early success to the guidance she received from her Performance Manager, Jon Santiago. “When you’re in this business as a young female, you don’t know who to trust.” But since Santiago’s been there since the beginning and has always been just a phone call away, Belgrave felt confident taking his advice. “I know Jon isn’t going to steer me in the wrong direction. From the beginning he was there, he had all the answers and just blew me out of the water.”

At one point Belgrave said things weren’t going as well as they could and it was Santiago who helped her get back on track. He strongly encouraged her to use tools like vAuto which provided access to market analytics and helped her know what inventory to buy. Santiago also encouraged her to utilize more of her floor plan so she could increase the inventory options at her dealership. “Having NextGear Capital as a floor plan has allowed for us to be able to expand our inventory: from a Ford all the way to a Porsche.”

It was after this change when things really started to turn around. Belgrave started doing so well with her floor plan  in fact, that without even asking, NextGear Capital extended her additional credit. “It made me feel like I was doing good, I made sure I did everything I needed to do. I made my payments on time and I made sure I did the audits the way they needed to be done.” Belgrave added with a giggle, “I can’t wait to see what I get approved for next!”

Belgrave was also an early adapter of the Account Portal system and found it useful in helping her keep track of everything. From how much money she has available in her floor plan, to where a title is located and what it looks like, “it’s just a point and a click” away in the Account Portal system.

Another feature in Account Portal that helped Belgrave was Rapid Pay. “Having access to Rapid Pay has significantly benefited us. If a customer wants to trade in a car, we have their title and can cut them a check instead of waiting for the car to sell. There’s so much more we can do because of Rapid Pay.”

She went on to explain how her transactions with local wholesalers have improved since she started using Rapid Pay. The wholesalers see reliability in a line of credit with Cox Automotive, and appreciate that Monique uses a reputable floor plan provider. Wholesalers will now provide her with copies of tiles so she can get the cars on the lot before they’re paid off. Allowing her to have more inventory to offer her customers. “When we’re buying inventory from wholesalers and using NextGear Capital, it gives us creditability because they knew that we have NextGear behind us.”

Monique Belgrave with a customer

Being a single mom to three boys also helps keep Belgrave motivated. “I like to provide for my boys and my family.” Her oldest son is 15 and is so proud of his mom that when he goes to school, he makes sure that his teachers know that his mom runs a dealership and that they should be buying their cars from her. While her 6-year-old has become quite proficient in identifying the make of all cars on the lot having spent so much time at the dealership and can point at any car and identify who the manufacturer is.

They’re both interested in getting involved in the business as well, whether it’s taking over for her at the dealership someday, or getting involved in insurance or being a mechanic, she encourages them to follow their passion. “I always tell them the possibilities are limitless and to just follow their heart.”

Even though Belgrave wants to run a successful business that she can pass down to her sons in the future, at the end of the day it isn’t just about how many cars she sells, it’s about the way her customers are treated. “The name of the business is Consumer 1st, and we want to make sure the customer leaves here knowing it wasn’t just about a sale, it’s about making sure your family is safe in a vehicle.”

With a growing team behind her she says that it’s only a matter of time before they dominate their area. “I don’t want to be mediocre; I can’t be regular and there’s no telling where this will go.”

The Benefits of Auto Financing for Wholesale Dealers

Two men discussing auto financingWhile there are significant differences between retail and wholesale business models, both can benefit from inventory financing. However, wholesale dealers need to use caution when selecting a wholesale auto financing provider because of these differences. 

Wholesalers are looking to buy inventory at auction for the best prices possible that way they can sell those vehicles to dealerships and make a profit. In addition to finding good deals at auction, selling inventory quickly is key to generating revenue for wholesale dealers. Any funding sources used must be able to keep up with the speed that wholesalers turn inventory. Beyond just keeping up with the speed of business, wholesalers also look for lenders with competitive term plans, and an exceptional team committed to client success. 

Account Transparency 

Wholesaling dealers need to be able to quickly and simply see information about the vehicles on their floor plan. To do so, they will need to find a partner with a highly intuitive account management platform. Wholesalers that floor with NextGear Capital have the ability to see crucial data about their lots and inventory on their floor plan at a glance.  

Within Account Portal dealers can make payments, manage audits, easily identify vital information for their units and more.  

 The power of Cox Automotive 

When you partner with NextGear Capital, you get access to the powerful brands of Cox Automotive. With businesses like Kelley Blue Book, Dealertrack, and Manheim just to name a few, you’ll have access to industry-leading dealer solutions.  

For example, wholesalers can take advantage of Manheim Express, a product from Manheim that allows dealers to buy or sell vehicles from a mobile device. This is the perfect tool for a dealer looking to buy and sell inventory fast and effectively. If you prefer buying from physical auctions, you can look for locations using our Auction Finder tool.  

In addition to innovative tools and technology, the staff are dedicated to dealer success. Every NextGear Capital dealer floor plan is serviced and supported by a dedicated account executive. Our local representatives are graduates of the NIADA’s certified master dealer program, and are the best trained in the industry. We provide on-site, online and over the phone assistance with your dealer floor plan.  

Title Management 

Since wholesaling dealers sell at a high pace, managing titles can get complex. With wholesale auto financing, title management is a breeze. With NextGear Capital, wholesaling dealers don’t often have to deal with a physical title and can pay an additional fee to get title work done on their behalf. However, if a title is ever needed they can be quickly sent and are almost always available to view through a dealer’s account. Check out this article to learn more about title management in Account Portal. 

In addition to saving you time, a floor plan company can keep titles secure. A vehicle cannot be sold without a title, so it is imperative titles are kept in a safe, secure location to ensure they are never lost or stolen. At NextGear Capital, all titles are held in a secure, fire-resistant vault with cameras running 24/7. Additionally, NextGear Capital implemented an innovative solution that tracks the location of every title in their possession.  

Streamlined Purchases 

Waiting on checks to clear could be a thing of the past with wholesale auto financing from NextGear Capital. As one of the largest floor planning companies for independent dealers, chances are many of a wholesaler’s dealer customers floor plan with NextGear Capital. Two dealers that both have a NextGear Capital floor plan can simply request to move a particular unit from one line of credit to the other, and the difference will be deposited into the seller’s account. 

 Want to learn more about wholesale auto financing with NextGear Capital? Contact us! 

Tips to Minimize Dealer Floor Plan Costs

Learning about dealer floor plan ratesOne of the biggest concerns dealers have when deciding to floor plan is the costs and interest rates. Dealer floor plan interest rates may seem daunting, but when managed properly, can benefit your business.  

Using a car dealership floor plan ensures that a dealer can have extra capital on hand when it is needed. If a dealer only uses cash to purchase inventory, a dealer can only get that cash back if they sell the vehicle, either to a consumer or through other channels such as an auction. Selling a vehicle for extra cash can take time, and sometimes dealership expenses can’t wait.

Choose the right floor plan provider 
When looking at floor plan providers, it’s important to find one that offers dealership floor plan options. No two dealerships are exactly alike, and their floor plans shouldn’t be either. Unfortunately, some floor plan finance companies do not offer a variety of plans, causing some dealers to get stuck with fees and services they do not need.  

An example of floor plan customization would be NextGear Capital’s Tiered Pricing.  This is a unique feature that bases floor plan fees on purchase price, not fixed or promotional terms. For example, a dealer who floors a $2,000 unit does not have the same flooring costs as a dealer who floors a $12,000 unit. This keeps cash on hand versus tied up in inventory, creating a more profitable way to manage a dealership.  

Just because there are fees associated with floor plans, does not mean with dealers aren’t seeing savings. In fact, our dealers are seeing savings up to 65% on their flooring costs since they started using Tiered Pricing.  

Make payments on time 
Submitting payments on time is the easiest way to avoid extra fees and an increase in dealer floor plan interest rates. One way to ensure you never miss a payment is by enrolling in Auto-Pay. Available via Account Portal, AutoPay allows dealers to focus on daily operations without the worries of a potential missed payment. Enrolling in AutoPay is a quick and easy process, and free for all NextGear Capital dealers.  

Take advantage of promotions 
Most floor plan providers offer special promotions from time to time! NextGear Capital tends to run promotions seasonally, for more information on these promotions, be sure to follow us on social media. Promotions can offer great terms, making it even more affordable to floor plan. 

To stay up to date on promotion information, follow us on Twitter and Facebook. 

Want more information on dealer floor plan interest rates? Contact us today!