dmv occupational licensing inspector for our fremont car dealer class

after you take our

fremont car dealer class

you will take your dmv car dealer examination


submit your car dealer license application

to the dmv licensing inspector in hayward

Hayward, 150 Jackson Street, 94544

    • (510) 728-1349

Directions to this office



car dealer flooring thru MAFS ( manheim financial services )


Manheim Financial Services (MAFS) provides floor plan inventory financing for independent car dealers and rental dealers in the U.S. and Canada. Manheim has over 90 locations across the U.S. and Canada, each of which includes a MAFS office and service-oriented staff to service our customer’s floor plan needs.

In addition, MAFS is also available in more than 125 independent non-Manheim auctions, Enterprise Rent-A-Car, Thrifty Car Sales and ATC-Open. Together with the Manheim Service Centers, MAFS is available at more than 200 locations with more to come in the future.


  • MAFS Inventory Financing
  • MAFS Rental Inventory Financing
  • MAFS Receivables Funding


MAFS Inventory Financing:

MAFS provides inventory financing (floor planning). Our flexible terms allow you to maximize

Dealer Benefits

  • Financing can increase your available working capital
  • Competitive rates make it affordable
  • Up to 90-day inventory financing for the Gold Card
  • Up to 100% financing
  • Easier to complete the buying process than paying cash
  • Provides purchasing power at over 200 auctions

MAFS Rental Inventory Financing:

MAFS also provides rental inventory financing. MAFS rental program provides all the advantages a dealer would expect from partnering with an industry leader. As complicated as the rental business can be, MAFS makes financing a rental dealer’s inventory easy.

Dealer Benefits

  • Industry leading customer service
  • Up to 24 months financing frees up capital
  • Up to 100% financing
  • Competitive rates
  • In many cases, no upfront cash on vehicle purchases
  • Convenient and flexible depreciation schedules


MAFS Receivables Funding:

MAFS offers receivables financing to selected MAFS dealers. Primarily point of sale funding, this is a full recourse program designed to complement the entire package of MAFS programs.

MAFS also has a 45 Special program. It has many of the same benefits of the Gold Card, but requires no insurance and no financials. With limited paperwork , dealers can take advantage of a MAFS floor plan quickly.

Dealer Benefits

  • MAFS receivables funding will free up your capital to increase your sales volume, and expand your portfolio
  • Provides up to 100% financing
  • Dealer retains control of contracts
  • Dealer continues to collect & service the retail account
  • Payoff of MAFS financed vehicles is easy and seamless

MAFS also offers the following programs for unique needs:

  • Recreational Vehicles – a special financing program tailored to fit the unique needs of dealers selling driveable RV’s, tow behind campers, trailers, 5th wheel trailers,ATV’s and motorcycles.
  • BIG Truck – a special financing program tailored to fit the unique needs of dealers selling Class 6, 7 and 8 type trucks and vehicles with a gross vehicle weight (GVW) of 19,501 lbs. and above.
  • Insurance Services – MAFS can offer dealers physical damage/open lot coverage at very competitive rates.
  • Dealers enjoy the savings associated with being part of a large group plan.

getting bonded is important to getting licensed

Low Cost Wholesale Dealer Bond

please call


or visit

copart salvage auto auction advertises no dealer license required…..not quite true

CoPart Salvage Auto Auction

allows anyone to acquire a vehicle from copart


resale of any vehicle for profit requires a dealer license

Ca DMV Car Dealer License Exclusions

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what language do they speak ???

Term Definition
ACV Actual Cash Value of a trade-in.
Back-End Profit generated from a car deal other than the amount between dealers cost and the selling price.  Usually from Financing.
Be-Back-Bus Describing an imaginary vehicle that will magically deliver all the customers that promised they would be back.
Be-Backs A customer that promises the salesperson that they will be back.
Bubble A purposely low price or payment given to a customer to prevent the customer from buying elsewhere.
Builder A vehicle in very poor condition.
Bump When a customer increases their offer during the negotiation.
Buried Describes a customer who owes far more than their trade-in vehicle is worth.
Butter-Nose The act of convincing a customer to keep his trade while still buying a new car.
Closer An experienced salesperson that is brought in to complete the negotiation.
Cream-Puff A vehicle in excellent condition.
CSI “Customer Satisfaction Index”. A dealership and salesperson rating system measuring the customers buying experience.
Curbing When a salesperson is selling cars outside of the dealership in which they are employed. Often by negotiating secretly with the customers they meet at the dealership.
Desk The sales manger.
Ether The customers excitement of a new car purchase.
F&I “Finance and Insurance” the department that arranges the financing and signs the paperwork.
Finance-Reserve Profit made by the car dealer when they charge the customer a higher rate or a leasing money-factor.
Front-End Profit made from the sale of a vehicle that is base on the vehicle cost.
Gold-Balls Describing a customer with excellent credit.
Green-Pea A new inexperienced salesperson.

Gypsy A wholesaler that buys used cars from a dealership.
Hanger-Queen Describes “burnt-out” salesperson that rarely talks to customers.
Hanging-Paper When the dealership (usually the F&I manager) convinces a bank to finance a customer with marginal credit.
Jick Describing a salesperson or customer that is untruthful.
Killing-Bugs Described a vehicle that is sold.
Kink Salesperson that steals deals from their colleagues.
LA&H Life, Accident and Health Insurance.
Lay-down An easy customer that pays full price.
Leg Amount of money in a monthly payment over the agreed upon purchase price that allows the “F&I” department to increase their profit.
Liner A Salesman,  “on the front lines”
Mini Minimum commission that is paid to the salesperson when there isn’t enough profit in the deal to pay a percentage.
Monroney The window sticker produced by the factory on a new car.  Named after Senator Mike  Monroney who sponsored legislation in 1958 requiring discloser of content, mileage and options on a new car’s price sticker.
Mooch A customer that makes unreasonable offers.
Mop-and-Glow Refers to a paint sealant that is sold as an accessory.
Mouse-House A secondary finance source usually at a high interest rate used to borrow additional money for a down payment.
Nickel Five Hundred Dollars.
Pack Amount a dealer adds to their invoice cost.
Pencil A written counter offer from the sales manager.
Phone-Pop An incoming sales phone call.
Play-House-90 When the salesman is acting. Like when a salesperson pretends to have a difficult time convincing the Sales Manager to discount a car.
Term Definition
Point Describes a good location at the dealership for salesmen to meet customers.
Pounder Represents a $1000 in profit. A “two-pounder” is $2000, Etc.
Rat Describes a vehicle in poor condition.
Roach A customer with bad credit.
Roasted-the-app The act of changing the customer’s information on their credit application to make it more favorable to the lender.  Also, can mean to critique the application with the customer to improve the “closing” environment.
Second-Baseman A person that helps a customer negotiate the deal.
Sideways Describes a customer reversing  their commitment to purchase a car.
Skate When a salesman steals another salesman’s customer.
Sled A vehicle in poor condition.
Slide-Rule A cautious customer that constantly double checks the pricing during the negotiation and does extensive research.
Sneakers Tires.
Spiff Extra bonus paid to a salesperson.
Spoon A free deal given to a salesperson from the sales manager
Stroke A customer that wastes time visiting a dealership with no plan of buying a car.
Strong Describes a skilled salesperson.
tripped Reported the vehicle as sold to the factory and DMV.
Trunk-money Describes factor to dealer incentives that are not advertised to the buyer.  Because they are not known to the customer, they are “hidden in the trunk”.
Turn When a salesman introduces the customer to another salesman. Usually occurs when original the salesman is unable to sell a car.
Under-Allowance When a dealer tells the customer their trade-in is worth less than it’s actual cash value.
Up A customer. Or to meet a customer
Uped To greet a customer.
Upped The act of meeting a customer for the first time.
Ups Customers.
Upside-Down Negative equity in a car.
Walk-Around The act of demonstrating the features of a vehicle as you “walk around” the car
Wash-Out-Check Commission check paid at the end of the month.
Weak Describes an ineffective salesperson.
Whiskers Describes a car that has been the the dealer’s inventory for a long time.
Wrench A Service technician or repairman.
Wrinkle Dent or body damage on a vehilce.
Write-Up The document and technique used to produce an offer from a customer.

learn the language of the car dealer

Be-back: A customer who leaves the car lot promising to return later, saying, “I’ll be back,” or some variation of that statement. “The guy was a be-back. But I think he meant it. I’ll see him again.”

Bumping: Raising the customer’s offer for a car. “If Mr. Customer says he only wants to pay $250 a month, just say, ‘Up to — ?’ He’ll probably bump himself up to $300 without you doing anything.”

“Buyers are liars”: Car salesmen know they have a reputation for dishonesty. But they counter with this claim of their own.

Salesman #1:After the test-drive, this guy tells me he has to leave ’cause he’s got a doctor’s appointment. Yeah, right.”

Salesman #2:“What can I tell you, man? Buyers are liars.”

Closer: An experienced salesman who is brought in to “close” the customer by making them agree to a deal. “If I worked with a better closer, I’d have more units on the board.”

Demo: This is the test-drive. “This guy comes in, demos the car, and I think he’s ready to buy, right? Then he tells me the car’s for his wife and he can’t make a decision without her. Same old line.”

F&I: This stands for the Finance and Insurance office where the documents are signed. The F&I salesperson usually will push products such as extended warranties, fabric protection and alarms. “The wait for F&I is two hours. Better stick with your customer so they don’t skip out the back door.”

“The feel of the wheel will seal the deal”: It is assumed that if you test-drive a car, you will buy it. “This prospect was on the fence, right? I get him in the car, he drives the thing, now he’s hot to buy. It’s like they always say, ‘The feel of the wheel will seal the deal.’”

First pencil: This is the opening offer from the sales manager, usually written onto the four-square worksheet, so-called because it is highly negotiable, i.e. written in pencil, not ink. “I show my customer the first pencil and it’s so high he nearly dies. I scrape him off the ceiling and make a deal.”

Four-square: As negotiations begin, the salesman pulls out a worksheet divided into four squares which represent the four elements of a car deal: selling price, trade-in value, monthly payment and down payment. “I started working the four-square and looked up at the prospect. It was great — they had no idea what the hell I was talking about.”

Full pop lease: This is when a vehicle is leased at 110 percent of the sticker price — the highest amount allowed by most banks. “I got them into a full pop lease. I’ll get a nice voucher for that.”

GM: The general manager. The GM is the head honcho at the dealership. He runs the business from day to day. “The guys were standing out on the curb drinking coffee so the GM called them into the tower and read them the riot act.”

Green pea: A new car salesperson. “The funny thing is, green peas can outsell the veterans. That’s because they don’t know how hard this job is.”

Grinder: A customer who negotiates for hours over a small amount of money. “We were only $100 apart, but the guy wouldn’t sign. Man, what a grinder.”

Home run: This applies when a salesman has taken advantage of every element of the deal: trade-in, sale price and financing. “I stole their trade and buried them in a full pop lease with 9.9 percent financing. Home runs like that don’t come along everyday.”

Lay down (Also “Lie down” depending on usage): A customer who takes whatever deal the salesperson offers. “I quoted him monthly payments of $575 and he took it! I wish all the customers were lay downs like that.”

Mini: The commission on a deal where the car was sold at close to invoice price. “Sure, the deal was only a mini. But I qualified for a weekend bonus and made a grand.”

Mooch: A customer who wants to buy a car at invoice. “People are spending too much time on the Internet reading invoice prices. It’s turning them into a bunch of mooches.”

Packing payments: Adding extra profit to the cost of a car. “This place I used to work got busted for packing payments. Bummer. But it was great while it lasted.”

The Point: The place on the car lot where the “up” man stands looking for customers. “The GM saw me standing on the point with my hands in my pockets. He went ballistic and sent me home for the day.”

Pounder: A deal with a $1,000 profit in it. “Doctor comes in and buys the top-of-the-line model, fully loaded — and he pays sticker! That’ll be a two-pounder for me.”

“Rip their heads off”: This describes taking a customer to the cleaners. “I sold them this fully loaded, top-of-the-line model at a grand over sticker — I mean, I just ripped their heads off.”

Roach: A customer with bad credit. Not to be confused with the “roach coach” (see entry below).“The guy looked good. But we ran his credit, and he turned out to be a roach. We’re talkin’ a 400 credit score, repos and bankruptcies out the wazoo.”

Roach coach: The food truck that comes around to the dealership everyday. “I shouldn’ta eaten that chili from the roach coach. My stomach’s killin’ me.”

Spiff: A tip, kickback or payment of any kind, usually cash which is handed between salespeople.“I spiffed the F&I guy $20 bucks, and he took my customers first.”

Strong: This has a special meaning on the car lot. It means holding firm on your price and being a tough negotiator. “When they ask for your price, you have to be strong. Hit ‘em with high payments, then scrape them off the ceiling and start negotiating.”(See also “weak.”)

Tower: The office where the sales managers work. This is usually a raised platform allowing the managers to see over the roofs of the cars so they can watch customers and their salespeople.“Attention: All new car salesmen report to the new car tower!”

Turn over: Also known as “turning,” this is the practice of passing a customer from one salesman to another. It is thought that this will prevent customers from leaving the car lot. The theory is that the customer might just have bad chemistry with the first salesman and he might like the next salesman. “I turned this guy to my partner and he wound up buying. I’ll get half of the commission on the deal.”

Up: A customer who walks onto the car lot. The term probably comes from the order in which customers are taken, as in: “Who’s up next?” “There are customers all over the lot — looks like the ups bus just arrived.”

Voucher: Car salespeople receive a voucher to let them know what their commission was for selling a car. They don’t know until the deal is finalized exactly how much they will receive. “Check out this voucher. I thought I had a pounder. Instead it’s a mini.”

Weak: This describes being a weak negotiator or coming down too quickly on price. “The guy was weak so he only lasted a few months. How are you going to make money in this business if you give away cars?”

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cheat the government…go to prison

TAXES: State DMV accepting A-One Auto Center customer complaints

Agents on Tuesday, Oct. 29, served a search warrant at one of the homes of the owners of A-One Auto Center in Riverside and San Bernardino. The business has been closed, as part of a state sales tax fraud investigation.

Customers who have unresolved issues over title work, registration and financing from vehicles they bought, traded in or had serviced at A-One Auto Center can file a report with the California Department of Motor Vehicles, an agency spokesman said.

“We placed the owners out of business, due to the enforcement action’’ by the state Board of Equalization and Franchise Tax Board, said DMV spokesman Artemio Armenta.

Although the Department of Motor Vehicles has not been involved in enforcement of the case, Armenta said the agency is involved from an administrative standpoint. He offered this reason: The A-One Auto centers in Riverside and San Bernardino are being treated as an abandoned location.

Nader Sami, 45, and Ahmad Sami, 38, both of Riverside, were arrested Oct. 29 during a raid by state agents investigating alleged sales tax evasion and fraud.

The two, each being held in Riverside county jail on $2.6 million bail, are accused to failure to pay $2.53 million in state taxes on sales of more than $124 million from Jan. 1, 2006 through June 30 of this year.

“Any customer with pending paperwork or other matters of concern can go to the DMV website and file an ‘INV 172’ complaint form,” Armenta said. “DMV investigators will look into these matters.’’

Alleged fraud cases the DMV investigation division look into include odometer fraud, overcharged DMV fees, non-transfer of registration to the buyer within 60 days and violations of the sales finance act.

The motor vehicle department declines to discuss specific cases.

Since the raid, A-One Auto customers have raised questions about the status of cars they traded in with unpaid balances, or the status of their registration and title work. One customer, who signed a purchase agreement, said he never drove the car off the lot.

Alan Horita, manager of a Chula Vista area finance company, said one of their customers may be affected. “He traded in his vehicle thinking the dealer would pay off the finance company,’’ Horita wrote, and asked: “Do you know who we can contact to find out how we can find out where is our vehicle?”

Armenta said the role of the Motor Vehicle unit that conducts criminal or administrative investigations does not obtain a financial judgment or award for the person who filed the complaint. However, it was pointed out that one avenue for monetary compensation would be through restitution ordered by a judge presiding over a criminal case.

One can also pursue a separate civil case to recover financial losses.

Since A-One Auto was out of business as of Nov. 4, Armenta wrote that a claim may also be filed with the company’s performance bond-holder of record, which is Great American Insurance Co., P.O. Box 2119, Cincinnati, Ohio, 45201. State law requires a licensed dealer to carry a bond in the amount of $50,000.

The Samis bail hearing is set for Nov. 26 in Riverside County Superior Court.

Follow Debra Gruszecki on Twitter @DebInPalmSprngs and check her blog on

To learn more, visit:

California Department of Motor Vehicles website,

Nearest DMV Investigations district office: 6292 Rivercrest Drive, Ste. A, Riverside