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SUMMER 2021 ISSUE

Meet the New NCDA Chair

Oh Canada!

A Q&A Interview

The Auto Sector Ramps Up With $16 Billion in Investments

Car Buzz

NCDA AGM Welcomes New Directors

New concepts, new rides, and the hottest vehicles

Ann Marie Clark & Darren Johnson

Trends

The soaring twenties

A PUBLICATION FOR MEMBERS AND FRIENDS OF THE NEW CAR DEALERS ASSOCIATION OF BC

PAGE 16

NEW CARS SOLD IN BC

MAR 18,921 MAY 17,810 APR 18,060 YTD 81,437

INVENTORY FROM COAST TO COAST

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CONTENTS

INSIDE THIS ISSUE

10 We’d love to hear from you! Our vision is for member dealers and the dealer franchise system to be seen by the public as the best choice to fulfill all their automotive needs. We are a small but dedicated and hardworking team of individuals serving all members of the New Car Dealers Association of BC. Should you have any questions, concerns or issues, or if you have any ideas for our organization to pursue, our staff is available to listen and help. Get in touch with us by phone or email at our Langley office.

Signals is THE flagship publication for the NCDA, the industry association that represents close to 400 new car and truck franchised auto retailers in BC. #380–8029 199 Street, Langley, BC V2Y 0E2 Tel: 604-214-9964 // Fax: 604-214-9965 newcardealers.ca // info@newcardealers.ca

NCDA Staff Blair Qualey President & CEO bqualey@newcardealers.ca Shakira Maqbool Manager, Finance & Administration smaqbool@newcardealers.ca Joshua Peters Manager, Member Services jpeters@newcardealers.ca

Ofir Sapoznikov Membership and Operations Coordinator info@newcardealers.ca Roni Sapoznikov CleanBC Go Electric Vehicle Rebate Program Administrator goelectric@newcardealers.ca Duy Le CleanBC Go Electric Vehicle Rebate Coordinator goelectric@newcardealers.ca

Vancouver International Auto Show Blair Qualey President & CEO bqualey@newcardealers.ca 604-214-9964 Have a topic or story suggestion? Email us! And for article and ad submissions and rate card details, please contact: Joshua Peters | 604-214-9964 EXT 225 jpeters@newcardealers.ca For subscriber inquiries, please contact: info@newcardealers.ca

COLUMNS

FEATURED ARTICLES

President’s Message

New Members

12 Oh Canada! The Auto Sector is Ramping Up

Industry Roundup Milestones, Management and in Memorium

8 Penny Sakamoto, Group Publisher 818 Broughton Street, Victoria BC V8W 1E4 psakamoto@blackpress.ca Published in Canada The contents of Signals, such as text, articles, opinions, views, graphics, images, and the selection and arrangement of information (the “Content”), are protected by copyright and other intellectual property laws under both Canadian and foreign laws. Unauthorized use of the Content may violate copyright, trademark, patent, and other laws. You must retain all copyright and other proprietary notices contained in the original Content on any copy you make of it. Disclaimer: Information contained within Signals is for general information purposes only and may not be entirely complete or accurate. Use of Signals’ content is done so at your own risk.

Government Advocacy

10 Car Buzz New Concepts, New Rides 25 Legal Line by SHK Your Mistake is Not Their Gain 30 Special Olympics BC Donors Drive Home a Winner

14 Trends The Soaring Twenties! 16 Welcoming James Carter A Q&A With the New NCDA Chair 19 Learning with Lorri: The VSA’s focus on Education 22 CleanBC Go Electric Program Updates Latest News on BC’s Environmental Leadership 26 BC Trades Certification and Survey New Trades Certification proposed

On the Cover: Newly Elected NCDA Chair, James Carter selected at 2021 AGM. See story, page 16.

newcardealers.ca

PRESIDENT’S MESSAGE

News From the Front Seat

BLAIR QUALEY PRESIDENT & CEO, NCDA

“We congratulate all our new board members and thank our retiring directors so very much. We are better for your service.”

In our message to members in Signals a year ago, following the first four months of the COVID-19 pandemic in BC, we reported on our work with the BC government to keep our member dealers open as an essential service; provided the most current information to members around COVID-19 health protocols and government supports; and aimed to recover from the cancelled 2020 auto show, while re-imagining our association business model to align with changing sources of revenue in this new world. Fast-forward a year, and we seem to be turning a corner on the pandemic, with the provincial government announcing on July 1 that we would move to Step 3 of BC’s Restart Plan as case counts and COVID-19 hospitalizations declined. In Step 3, masks are recommended in public indoor settings for all people 12 and older who are not yet fully vaccinated, and businesses will no longer be required to maintain a COVID-19 safety plan. Instead, they will transition to using communicable disease prevention plans as detailed by WorkSafeBC. While we transition to a more open environment, we must be respectful of each other’s circumstances and move forward with patience as we all adjust, and as businesses develop their communicable disease plans to ensure the safety of employees and patrons. And while the state

of emergency has been lifted, we must not lose sight of the fact that we are still navigating the recovery, and we all need to do our part by getting vaccinated so that we reach Step 4 in September.

Changing of the Guard On June 17, the NCDA held its annual general meeting where directors reported on the work of the association during 2020, the association’s financial statements were received and considered, and special resolutions were passed to amend bylaws and elect directors. Members were provided with the Year in Review Report that outlined the important work of the NCDA along with financials that showed a significant hit to the association. Fortunately, previous boards had prudently put into place a rainy day reserve that helped cushion the significant impact of the late cancellation of the 2020 auto show. At the AGM, we thanked departing directors—including dealers Ryan Jones, who had served for six years, and outgoing past chairman Jeff Hall—for their service. Jeff played a critical role leading the board and the association as the pandemic hit BC, and all of us are very grateful to him for his wise counsel and support during this most challenging time. Also, we thanked member at large Adam Hill, who resigned in May, for his helpful in-

2021 New Car Dealers Association of BC Board of Directors

Blair Qualey President & CEO

James Carter Chair

Anthony Lunelli Vice Chair

Peter Heppner Past Chair

Ben Lovie Treasurer

NCDA

CARTER GM N. SHORE

KELOWNA SUBARU

PRESTON GM LANGLEY

OPENROAD AUTO GROUP

Joey Prevost

Peter Sia

Peter Trzewik

Jared Williams

Erik Jensen

Darren Johnson

MACCARTHY MOTORS TERRACE

NORTHLAND NISSAN PRINCE GEORGE

GAIN GROUP VANCOUVER ISLAND

JACK CARTER ELK VALLEY CHEVY BUICK GMC

ROYAL BANK OF CANADA

FIRST CANADIAN FINANCIAL GROUP

Member at Large

Signals Magazine July–September 2021

Ann Marie Clark

Justin Gebara

Mike Hacquard

STEVE MARSHALL FORD

COLUMBIA CHRYSLER RICHMOND

WOLFE AUTO GROUP SURREY LANGLEY

sights including, but not limited to, the work of the communication committee on the association’s branding and website refresh project. The members elected two new directors for terms of three years. Our newest dealer representative is Ann Marie Clark (from Family Ford, Parksville and Steve Marshall Ford Nanaimo). As the NCDA focuses on diversity and inclusivity around the board table, we are especially delighted to have Ann Marie join us. We also welcomed a long-time supporter of the NCDA, Darren Johnson, from First Canadian Financial Group, as a new member at large. Darren started his career working at a dealership and brings a wealth of experience and a passion for the industry, including eight years on the board of the Recreational Vehicle Dealers Association of BC. The NCDA bylaws provide for the orderly rotation through the board executive, and we welcomed our new chair, James Carter, from Carter GM Northshore. A Q&A with James is featured on page 16. At the AGM, we also thanked outgoing chair Peter Heppner from Preston GM Langley. At the AGM, I quoted Martin Luther King, Jr. who said, “The ultimate measure of a man is not where he stands in moments of comfort, but where he stands at times of challenge and controversy.” Peter was the man of the moment for the NCDA as we faced the impact of the COVID-19 pandemic, and he helped guide our difficult financial and other

conversations to resize the organization to survive and continue the important work on behalf of our member dealers. As past chair of the association, Peter will lead the board’s auto show committee as we look to bring the event back in 2022 on March 23-27. Mark your calendars now! We congratulate all our new board members and thank you so very much to those directors who are retiring from the board. We are better for your service.

Member Programs and Benefits Updates We are delighted to welcome back Cox Automotive Canada as it renewed its Premier Partner Agreement with the NCDA as the best choice for automobile auctions and automotive technology solutions. We are also pleased to share a preferred pricing program available only for member dealers through Moneris Canada. The rate reductions are significant on processing fees. And we thank all our members and sponsors for helping raise a record amount for the 2021 New Car Dealers Foundation/Special Olympics BC Auction—over $200,000 raised. Way to go! This year, the auction pivoted online, and you can read more about the results here.

we are making progress emerging from a global pandemic, governments at all levels now seem intent on pushing ahead issues that impact our dealer members. On the federal front, we are grateful to our national association, CADA, for its tremendous work on the proposed national luxury tax on cars, boats and planes over $100,000. In BC, this means a tax on a tax and would further negatively impact the sectors. As we found when the BC government headed down this road: • Total luxury auto sales in BC reversed gears, sharply decreasing by over five per cent in 2018 after the surtax was increased. The luxury segment priced above $150,000 decreased by 16 per cent; and • The surtax increase has had a significant impact on jobs, with 43 per cent of our members in the province reporting lower dealer staffing as a result of the surtax. At the provincial level, we were pleased to have a virtual meeting with BC’s finance minister, Selina Robinson, to thank her for the government’s efforts around pandemic supports for business, along with the ongoing funding for the CleanBC Go Electric Program. We took the opportunity to reinforce the important contribution BC dealers make to provincial and local economies. See story on page 8.

The Road Ahead

Skills Training

As we move down the road in 2021, our new board of directors will be meeting to update the key priorities for staff to achieve in the upcoming year. Although

On trades and skills training, Premier John Horgan directed the Minister of Advanced Education and Skills Training to restore Continued on next page

2021 New Car Dealers Foundation of BC Board of Directors

Amanda Chrinko

Ryan Jones

David Jukes

NCDA

WESTWOOD HONDA COQUITLAM

MARV JONES HONDA MAPLE RIDGE

FIRST CANADIAN FINANCIAL GROUP

Joey Prevost

Sharon Rupal

Peter Sia

Zack Spencer

MACCARTHY MOTORS TERRACE

OPENROAD LEXUS PORT MOODY

NORTHLAND NISSAN PRINCE GEORGE

AUTOMOTIVE JOURNALIST, DRIVING TELEVISION

Heather Headley Chair

John Wynia Past Chair

Marnie Carter Founding Chair

James Carter Treasurer

Blair Qualey President & CEO

PACIFIC HONDA N. VANCOUVER

HARBOURVIEW VW NANAIMO

CARTER AUTO FAMILY

CARTER GM N. SHORE

Moray Keith

Anthony Lunelli

John MacDonald ADESA RICHMOND

DUECK AUTO GROUP KELOWNA SUBARU VANCOUVER/RICHMOND

newcardealers.ca

NEW MEMBERS

Welcome to Our New Members KNIGHT GROUP: Welcome Rivershore Chrysler, Kamloops

DILAWRI GROUP: Welcome Docksteader Subaru, Vancouver

PIONEER AUTO GROUP: Welcome Ranchland Honda, Williams Lake

Offering eight new vehicle brands across 10 locations, the Knight Automotive Group can put you behind the wheel of a vast selection of compacts, sedans, crossovers, SUVs, trucks and minivans. With dealerships in Alberta, Saskatchewan and British Columbia, Knight has become the first-stop shop for every automotive need for drivers from Nanaimo all the way to Regina. In fact, we’ve been serving Canada for 45 years. With new vehicles from Jeep, Dodge, Chrysler, Toyota, Ram, Ford, Lincoln and Mercedes-Benz, there are very few automotive needs we won’t be able to meet. We even offer a wide range of used models, including many priced at under $10,000. Whichever one you lease or buy, you’ll be eligible for the Knight Lifetime Engine Warranty, plus a 30-day exchange program if you’re not 100 per cent satisfied.

Docksteader Subaru has been proudly offering top-value vehicles in safety, performance and customer satisfaction to Vancouver and surrounding communities since 1993. Our goal is simple. We want to be number one in customer satisfaction, and we aim to offer a level of service that separates us from our competitors. Docksteader Subaru is a full-service dealership with a dedicated showroom and service department. Our sales staff offer in-depth consultations on all of our new, used and certified pre-owned vehicles, while our expertly trained technicians utilize the latest tools, technologies and genuine parts required to maintain your vehicle. As a business, we welcome every opportunity to treat our customers like family and to give back to our community through various charitable initiatives. We are conveniently located next to Marine Drive Gateway Plaza and warmly welcome all new, returning and drop-in customers. docksteadersubaru.ca

Pioneer Auto Group has been in business for over 10 years with 16 dealerships throughout the Lower Mainland. We have over 800 vehicles in our network. At the Pioneer Auto Group, we are dedicated to helping drivers everywhere experience the freedom and fun that comes with getting behind the wheel of a quality vehicle. Welcome to a better way to explore your world! At Pioneer Auto Group, we proudly sell and service new and used Mitsubishi, Chrysler, Dodge, Jeep and Ram to customers from Mission, Abbotsford, Coquitlam, Maple Ridge, Vancouver, Langley, Port Coquitlam, Port Moody, Surrey, Chilliwack and surrounding areas. Pioneer Auto Group has several locations to serve you. Please contact us today and let us help you find your next vehicle!

knighthasit.com

pioneerautogroup.ca

Associate members of the New Car Dealers Association of BC provide vital products and services to dealer members, allowing them to do business with greater cost effectiveness, environmental responsibility and general efficiency. Welcome To New Associate Member Raxxos Technology Raxxos Technology Inc. provides IT management and technical support for car dealerships. This is a fixed, monthly fee service, where we manage, support and proactively maintain the dealership’s computers, printers, networks, servers and phones. We support or become the dealership’s IT department. Raxxos was started by Kelly Massey as a passion project after 20-plus years of working in new car dealerships in BC, and has turned it into a thriving organization. Contact Raxxos: Roman Massey, E: roman@raxxos.com, P: (604) 260-6869, raxxos.com

President’s message (continued) ... Continued from page 5

compulsory trades in BC. In early July, government announced the introduction of 10 initial trades to BC’s new skilled trades certification (STC), including automotive service technicians. Skilled trades certification in BC will require tradespeople to be either a certified journeyperson or a registered apprentice. Government recognizes this is a significant

Signals Magazine July–September 2021

and complex change that requires careful implementation. We will be in touch with members to join us for these discussions. Finally, a congratulations to Jimmy Pattison and the team at the Jim Pattison Auto Group on achieving 60 years in business. A significant milestone by a significant business helping shape the automotive sector in BC.

Stay calm, stay safe, stay cool and please be kind!

Blair Qualey, President and CEO New Car Dealers Association of BC bqualey@newcardealers.ca

INDUSTRY ROUND-UP

Milestones, Management Excellence and in Memoriam Six Decades of Achievements This year, Jim Pattison celebrates 60 years since he opened his first auto dealership in BC, a Pontiac dealership on Main Street in East Vancouver. That initial purchase is the stuff of business legend. Pattison persuaded a bank manager to lend him $40,000, he sold his house, cashed in his life insurance policy and took a loan from GM for $190,000 (a lot of money back in 1961) to buy shares in the company. Six decades later, Jim Pattison is one of Canada’s preeminent entrepreneurs, owning dealerships in dozens of locations that sell a wide variety of vehicle brands, including Toyota, Lexus, Hyundai, Subaru, Honda, Acura, Nissan, Infiniti, Volvo, Volkswagen, Audi, Chrysler, Jeep, Dodge, Ram and ProMaster. In addition to having the largest dealership network in Western Canada, Pattison is well known for his philanthropy and investments in media and food retailing. Now in his 90s, Pattison’s energy and business strategy have been consistent from his first venture—driven by the core values at the heart of Jim Pattison Auto Group: integrity, growth, customer satisfaction and quality products and services.

In Memoriam

What’s Old Is New Again Exciting news from the Comox Valley! In a trend we see throughout BC, another dealership is being rebuilt to make it more energy efficient and customer friendly. Comox Valley Dodge recently purchased the old Canadian Tire building on the corner of Ryan Road and North Island Highway, and renovations have begun to make this 50,000-square-foot space the largest dealership on Vancouver Island. The new building will have a new state-of-the-art service facility, charging stations, three customer lounges, and loads of parking. True to the dealership’s motto, “Comox Valley Dodge, where serving our community is our #1 priority,” the new space will have a common meeting area for use by other businesses, associations and organizations in the Comox Valley. When it opens sometime in the fall of 2021, it will have an automotive showroom able to house over 50 vehicles indoors.

Managing Excellence For the ninth straight year, OpenRoad Auto Group has been awarded the prestigious title of one of Canada’s best-managed companies. In its 28th year, Canada’s Best Managed Companies is one of the highest awards a Canadian-owned-and-managed company can receive for excellent business practices. OpenRoad owns and operates 32 retail locations in BC and Ontario, employing over 1,400 people and representing 20 quality automotive brands. “It’s a great honour to once again be recognized within this elite group of Canadian businesses for our continued efforts to successfully evolve and adapt in an ever-changing industry and world, especially during what was a very challenging year,” said Christian Chia, CEO, OpenRoad Auto Group. Illustrating the firm’s management excellence, OpenRoad has ventured outside the auto sector to launch a residential real estate project called E15 Just Off Main: “A vibrant new development that

The NCDA is sad to learn of the passing of Mr. Graeme Roberts at his home in Victoria on Saturday, June 12, 2021. Graeme was a larger-than-life character, with a lifetime spent in our sector, from apprentice mechanic to working for several OEMs and running dealerships in Nanaimo, becoming Mayor as well as the Chair of the Motor Vehicle Sales Authority (VSA). “Seems only a few of the originals are left. Graeme was a life well lived, and he left great impressions on those he met. He was a fabulous ambassador for our industry. A classy, wonderful man,” said Moray Keith, dealer principal, Dueck Auto Group, former VSA Board member and longtime friend of Graeme.

includes 49 townhomes located in Vancouver’s Mount Pleasant neighbourhood. This is an exciting new venture that will see several new and unique multi-family developments coming to the Vancouver area soon,” Chia said.

New Recycling Regulations Proposed The BC government has invited comments on British Columbia’s Recycling Regulations Policy Intentions Paper, which includes three materials of relevance for the automotive sector: electric vehicle batteries; automotive additives and touch-up paints; and paper products and packaging. The NCDA recognizes that Extended Producer Responsibility (EPR) programs are a valuable tool for governments designing more effective waste policies. Many materials may have a positive value at their end of life that place them in a naturally occurring circular economy without government programs or prescription. Stay tuned for further updates on this issue.

newcardealers.ca

GOVERNMENT ADVOCACY

BC LEGISLATURE WIRE

Where the NCDA and Government Meet Dealership Accolades, Luxury Tax, Finance and Fast Cars The spring session of the provincial legislature in Victoria has included a full agenda for the government and opposition MLAs. The session began back in February in the middle of the third wave of the pandemic, so the 2021 Throne Speech and Budget were delayed until April. As the session drew to a close on June 17, the government took satisfaction with its handling of the COVID-19 crisis as infection and hospitalization rates continued to drop and vaccination rates were on the rise. We saw the easing of travel measures, so people were able to shop, gather, eat and travel as the summer season began. Premier John Horgan did his first Signals article interview with NCDA President and CEO Blair Qualey, and spoke about his favourite TV show (a vehicle restoration program based out of Salmon Arm, BC) and also how important he sees the role of BC dealerships in their local committees and the province. During the interview, Premier Horgan commended car dealerships several times, saying:

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Signals Magazine July–September 2021

• “Dealerships are the foundation of our communities…The foundation of communities are car dealerships.” • “My connection to the industry comes through my relationship with the people, whether they be mechanics, salespeople or whether they be owners.” • “My heartfelt thanks for the work not just of the past 12 months, but constantly, and for the ongoing support of community by car dealers.“ • “Whether in a large or small community, car dealers are there for those in the community with whom they do business. Thank you very much!” Past NCDA Chair Peter Heppner and Blair met with finance minister Selina Robinson after she presented her first BC budget, and the discussion focused on taxation—specifically the stacking of taxes and especially the luxury tax. The NCDA asked Robinson to specifically request that the federal government pass on a luxury tax for BC (or provide a tax credit). Blair and Peter said it was terrific to hear that the minister loves to get out on the road and drive her car (it’s a Mini)!

Post-Election Plans As part of the NCDA’s post-election plan, we met with newly elected MLA Brenda Bailey (riding of Vancouver-False Creek). Brenda’s riding is home to several dealers and, in particular, a large number of luxury and premier automotive dealerships. Brenda was very familiar with the inconsistencies of the application of the BC luxury tax. She also has a passion for cars and fixing them, and we were amazed by the revelation that she has an extensive classic car collection!

BC Finance Committee Moving forward, the summer season will be just as busy as the spring. We will be presenting to the Select Standing Committee on Finance and Government Services Budget 2022 Consultation again this year. The committee’s process is the first step in the preparation of the 2022 provincial government budget. First and foremost, we will be speaking about the inconsistent application of the luxury tax and the stacking of taxes and regulations, particularly on the auto industry in BC, which is hurting business competitiveness and driving up costs for consumers. Also, the Ministry of Environment has released a consultation process on the Climate Preparedness and Adaption Strategy and an intention paper on expanding Extended Producer Responsibilities (EPR) by obligating more products like electric vehicle batteries to be captured by this government regulation. NCDA’s President and CEO, Blair Qualey, is in touch with the OEM associations to coordinate a cohesive response by industry. Finally, the NCDA is working on setting up a variety of additional meetings with government ministers, including Bruce Ralston, Minister of Energy, Mines and Low Carbon Innovation, to provide him on an update on the New Car Dealers CleanBC Go Electric rebate program and the NCDA’s successful stewardship of the program over the past decade.

SPONSORED CONTENT

COVID-19 and Wrongful Dismissal Claims BC Court Deducts CERB From Dismissal Award BY MICHAEL J. WEILER, KSW LAWYERS (mweiler@ksw.bc.ca) Many clients have wondered what the impact of COVID-19 would be on terminations and wrongful dismissal claims. It was inevitable that we would see decisions dealing with these issues as we come out of (hopefully) the worst of the pandemic. A recent case involving a car dealer touched on many important issues including those related to COVID-19. In Hogan v. 1187938 BC Ltd. (May 28, 2021 decision) the Plaintiff was employed by a car dealership since 1998. He began as a mechanic and had been promoted to assistant service manager at the time of his dismissal in 2020. He was, like many employees, issued a temporary layoff notice on March 24, 2020 with the expectation of being called back to work. The pandemic continued to impact the dealership and on August 28, 2020, the Plaintiff was formally dismissed and was paid $13,255 in severance pay. While on layoff, the Plaintiff received $14,000 in CERB benefits, plus EI benefits. The Plaintiff was offered work with a related car dealership in the lower position of service advisor effective April 1, 2021. The offer was conditional on the settlement of the claim and included a further payment from the Defendant of lost wages up to the date of rehire (April 1, 2021) plus any additional shortfall between wages from the previous job and the new job. The Plaintiff turned the offer down—a gutsy call but ultimately the Plaintiff was successful at trial. A number of issues were canvassed by the court. Time and space do not allow a full detailed analysis so I will simply highlight key points. If you want to learn more about the decision please give Mike or Chris a call, or visit our Employer Portal blog page to read a longer version of this article: ksw.bc.ca/employment-labour-blog/

Summary Trial The Rules of Court allow a Plaintiff to proceed by way of summary trial instead of a full trial. The procedure is based on affidavit evidence and examination for discovery transcripts only, versus live witness testimony in full trials. It is cost-effective and efficient and will be allowed so long as the evidence on critical points does not turn on credibility. The parties here agreed to the procedure. The court endorsed its use, pointing out that it was proportionate, timely and cost effective.

Constructive Dismissal The court held that the Plaintiff was constructively dismissed in March 2020. There was no evidence the contract of employment allowed the Defendant to unilaterally place employees on temporary layoff. The court accepted that the Defendant acted in good faith for legitimate business reasons but, at the end of the day, the layoff was a termination. It does not appear that the Defendant argued that the temporary layoff brought about by COVID-19 was a frustration of contract.

Notice Period The court considered the Plaintiff’s age (52), length of service (22 years), position (mid-manager) and availability of alternate positions. It accepted the Plaintiff’s argument and awarded 22 months’ notice. Here the Defendant argued that the automotive industry was depressed, but this actually worked in favour of the Plaintiff’s argument for a longer notice period as it was difficult to find similar employment.

Mitigation The offer of employment by a related company, coupled with the Defendant’s offer to make the Plaintiff whole up to the point of the new employment, on its face suggests a strong mitigation defence. However, the court rejected the mitigation argument. It was concerned that the job was a demotion, and the key reason appears

to be the requirement that the Plaintiff compromise his legal claim in order to get the job—something the court felt was unreasonable.

Damages and Deductibility of CERB Payments The Plaintiff claimed that damages should be based on his 2019 income, which included a bonus. The court rejected that argument because there were no bonuses paid in 2020 and none likely to be paid in the foreseeable future. The most important aspect of the decision is the fact the court agreed with the Defendant that the $14,000 in CERB payments should be deducted from the damage award. Unlike EI that has a clawback provision, there was no evidence that the Plaintiff would have to pay the CERB benefits back. Neither the employer nor the employee contributed to the benefits. This is an important win for employers. Interestingly, in Ontario, two different judges have issued opposing decisions on this CERB deductibility issue. It is also possible that the Plaintiff will appeal this BC decision—we will keep you posted on any developments!

Takeaways For over 35 years I have counselled employers to consider limiting their liability for wrongful dismissal claims by having enforceable written contracts. Such contracts should also include other provisions for clarity, such as a provision for temporary layoffs, suspensions and clear descriptions of bonuses and incentive payments. In this case, it could have been possible for the employer to limit its liability to two months severance pay as per the Employment Standards Act versus a 22-month damage claim. Why pay 20 months extra plus all the legal fees? As employers come out of COVID-19 it would be worthwhile to consider taking another look at their written employment contracts.

Note to our readers: This article is for information purposes only and is not legal advice. If you are looking for legal advice in relation to a particular matter, please contact Mike Weiler or Chris Drinovz at KSW Lawyers. newcardealers.ca

CAR BUZZ

New Concepts, New Rides and the Hottest Vehicles Coming Soon PRESENTED BY COX AUTOMOTIVE CANADA

Hotly Anticipated Arrival of the New Ford Bronco The new Ford Bronco off-road SUV has entered production and will reach reservation holders soon. Production was delayed due to coronavirus-related supplier issues, and SUVs—equipped with the off-road-focused Sasquatch package and seven-speed manual transmission—are delayed until next year. The Bronco is available in six trim levels starting at $29,995 for the two-door model. The two-door and four-door Broncos are coming off the assembly line at Ford’s Michigan assembly plant and will reach customers who have been eagerly awaiting its arrival. LEARN MORE

Subaru’s First EV, Solterra, Arrives in 2022

Facelift for the VW Tiguan

The 2022 Toyota Tundra Boasts More HP

Subaru’s first electric vehicle, the 2023 Solterra SUV, has been jointly developed with Toyota and shares its platform with the upcoming Toyota bZ4X. The Solterra will be closely aligned with the bZ4X, which should start in the high $30,000s. This all-electric C-segment-class SUV will be the first Subaru vehicle built on the battery electric vehicle (BEV)-dedicated e-Subaru Global Platform. Expect the Solterra to be about the same size as the Subaru Forester, albeit somewhat lower and sleeker. The Solterra is scheduled to go on sale in Japan, the US, Canada, Europe and China by the middle of 2022. LEARN MORE

The VW Tiguan is getting a facelift inside and out for 2022. While we will not get full specifications until nearer the launch date, Volkswagen notes the interior is going to see a refreshed version of the MIB3 infotainment system with voice-activated controls, as well as some new Level 2 semi-autonomous driving aids that will come standard even on base trims. Engine options should not change, which means Canadians will still see a 2.0-litre 184-hp four-cylinder backed by an eight-speed automatic under the hood. LEARN MORE

The time has finally come for an all-new Toyota Tundra, and the next generation is expected to be bigger and offer a much different powertrain. The 2022 Tundra TRD Pro, recently revealed by Toyota, has an exaggerated front-end design with distinct lighting elements. Toyota is expected to install a twin turbo V-6 in the 2022 Tundra TRD Pro, providing even more horsepower than the old V8 with 381 hp under the hood. To compete with the popular Ford F-150 Lightning, Toyota is also examining the possibility of an all-electric model. LEARN MORE

Mazda’s New EV Lineup Mazda has announced that it plans to have a fully electrified lineup by 2030. Ten hybrids and three fully electric models are all part of the plan, which Mazda has detailed as part of its Sustainable ZoomZoom 2030 vision. Some of the Hybrids will use technology sourced from partner Toyota, and the full lineup is expected to be in place by 2025. LEARN MORE

Signals Magazine July–September 2021

if you knew you could turn a dollar into more, wouldn’t you? If you’re not maximizing all opportunities to improve your organization, you’re leaving money on the table. A lot of it, in fact. The solution? Start investing in the partnership that gets you more. More insights that drive even more profits. More training for better employees. And more strategies that put you ahead of your competitors. All of which pay dividends. Reach out and see what you’re missing.

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together. you win.

COVER STORY

Canada! The Auto Sector Is Ramping Up

BY BRUCE CAMERON, BLACK PRESS COLUMNIST

The Lexus NX and NX Hybrid 2022 will be produced by Toyota’s Cambridge, Ontario plant.

Canada Day 2021 will mark the one-year anniversary of the United States-Mexico-Canada Agreement (USMCA) coming into effect. The Trump-induced update to NAFTA (the North American Free Trade Agreement) was widely feared in Canada, but after protracted negotiations, most economists and even devout economic nationalists conclude that the new agreement changed things only incrementally.

The impact of USMCA on the auto sector, which collectively contributes upwards of $16 billion to the Canadian economy each year, was negligible. It was not always so. In fact, were it not for the auto industry, Canada might never have benefited from free trade with the world’s largest economy over the past four decades. The original Free Trade Agreement was signed in 1989 by Prime Minister Mulroney and President Reagan, and the auto sector was one of the most contentious areas of negotiation. But to truly understand the importance of the Canadian auto sector, and the central role it has played in creating and sustaining prosperity here, you must go all the way back to 1965. Back when Lester Pearson was Prime Minister and the top song in Canada was “A Taste of Honey” by Herb Alpert and the Tijuana Brass, the foundation for a successful partnership between Canada and America was laid out with the signing of the Auto Pact. “Without a successful Auto Pact,” notes the Canadian Encyclopedia, “it is unlikely that Canada and the US would have decided to pursue a much broader free trade agreement.” Officially known as the Automotive Trade Agreement of 1965, the main structure of the deal, which established one market for parts and vehicles built in North America and tariffs for anything else from offshore, has remained in place since then, despite a World Trade Organization challenge in 2001, and the ups and downs of the global automotive sector.

Signals Magazine July–September 2021

Jobs, More Jobs and Opportunities And up is definitely the direction of the Canadian auto sector in 2021. The Canadian Vehicle Manufacturers Association (CVMA, representing three large manufacturers (Ford, GM and Stellantis or FCA—Chrysler, Jeep, Dodge, Fiat), recently touted new investments being made by their members totalling $5.7 billion. The CEO of the CVMA, Brian Kingston, points out that the investment by Ford, FCA and GM will create 3,700 direct jobs and tens of thousands of additional jobs throughout the supply chain. But it’s not just the direct and indirect impact on jobs that makes the auto sector such a big part of the Canadian economy. Kingston sees many opportunities arising from the current success of the Canadian auto industry. This, he points out, “includes ZEV business opportunities in battery manufacturing, second life battery re-use, and designing and constructing fast-charging infrastructure.” Other less obvious spin-offs include capitalizing on expertise and resources that are abundant in Canada, such as mining rare earth minerals for new electronic components. “Distributed charging is another area where new jobs and business opportunities will open up,” Kingston says, explaining that travellers may be enticed to stop at restaurants or businesses that offer fast re-charging when their customers are shopping. He adds that “innovation in the Canadian auto industry creates many additional businesses.”

Federal Funding Innovation comes naturally to the federal minister of innovation, science and industry, Francois Philippe Champagne, who was first elected in 2015. A businessman, lawyer and international trade specialist, Champagne has more than 20 years of experience in senior positions at large international companies in Europe, working in the fields of energy, engineering and innovation. Prior to Federal minister of innovation, science and industry, Francois taking over his current role, he was Philippe Champagne minister of international trade, overseeing negotiation of the Canada-EU Trade agreement (CETA)—so he is no stranger to the benefits Canada can realize through trade. “Zero-emission vehicles present an enormous opportunity for Canada, both by creating good jobs and reducing pollution. Our government is making Canada a great place to invest in zero-emission vehicle manufacturing,” says Champagne, referring to $7.2 billion directed toward the Strategic Innovation Fund to support projects like ZEV manufacturing, and a 50 per cent tax reduction for businesses that manufacture zero-emission technologies. Champagne goes on to say, “This is why we have seen billions of dollars of investments in Canada’s auto sector in the last year. This means thousands of well-paying jobs for Canadians, and an opportunity for the auto sector to full take advantage of the economic opportunity of zero-emission vehicles.”

An Industry On The Move Those opportunities for the auto sector include a raft of new electric vehicles that Ford, FCA and GM are launching in Canada, according to the CVMA’s Kingston. But they are not alone, as other manufacturers look at Canada as a good place to invest for the future. David Adams, president of Global Automakers of Canada, represents 15 international automakers, including the current leaders in Canadian production, Toyota and Honda. Adams was excited to point out that just prior to publication of Signals, Toyota Motor Manufacturing Canada announced that its Cambridge, Ontario plant will be producing the luxury compact crossovers Lexus NX and NX Hybrid in 2022, adding to the RX and RX Hybrid models that are currently being produced. Adams explains that part of the transition in the Canadian economy will involve “building vehicles that Canadians want to purchase and that provide a no-compromise solution as we transition to an electrified and decarbonized industry.” He marvels at the transformation that is occurring in the Canadian auto industry. “I have been involved in the Canadian automotive industry since 1987, and I have witnessed more change in the automotive industry in the last five years…than in the previous 30 years of my career. While the speed and revolutionary change to the…industry are disconcerting and challenging at times, it is also a very exciting time and a real opportunity for the industry to reinvent itself and to capitalize on unique Canadian strengths. That includes a highly educated and skilled workforce for the development of electrified, connected and automated vehicles, a trusted and welcoming jurisdiction for investment with access to the crucial

North American market, and the crucial natural resources to deliver the fuels of the future whether they be battery-powered or hydrogen-powered.”

Charting The Way Forward Everywhere you look, transformation and transition are recurring words in an industry that is poised to position Canada as a global economic leader well into the 21st century. To make that transition as smooth and prosperous as possible, the CVMA has been working hard on behalf of its members to chart the way. Kingston cuts right to the point: “Canada’s fleet is relatively old and that’s contributing to higher emissions. Take those older vehicles off the road.” He goes on to applaud programs like Scrap-It in British Columbia, which in his eyes, “has been a real leader.” To advance that agenda, the CVMA made a series of recommendations to the Canadian government in advance of Budget 2021, including: • introducing a federal stimulus program to boost new vehicle uptake (such as BC’s successful Scrap-It program); • investing in consumer supports and charging infrastructure to encourage EVs and, in particular, fast-charging infrastructure that will be a real game changer; and • attracting new manufacturing and R&D in Canada. The federal government is moving ahead with that agenda as it mobilizes its resources to tackle climate change challenges. As Champagne points out, “We’ve successfully connected the country from coast to coast with fast-charging stations, and we’re investing in tens of thousands of charging stations in the places that Canadians live, work and play. And we’re making it easier for Canadians to afford an electric vehicle by providing a $5,000 incentive through the iZEV program.” He goes on to say, “Any Canadian who wants to be a part of the climate change solution and reduce their daily driving costs by buying a ZEV should be able to do so. We’re delivering solutions along the entire value chain to make owning a zero-emissions vehicle more accessible and affordable than ever.” Based on the latest investment announcement from Canada’s auto manufacturers, it seems that Canada is pointed the right way on the road to the future. And that road increasingly looks like it’s paved with gold: $16 billion worth and still counting.

newcardealers.ca

TRENDS

The Soaring Twenties: Innovation will take centre stage in a post-pandemic world

BlackFly in flight.

BY BRUCE CAMERON, BLACK PRESS COLUMNIST

One hundred years ago, in late 1920 and early 1921, the world was slowly recovering from a global pandemic and a devastating war, but the breadth and pace of societal change about to be unleashed over the next decade were unimaginable. During the decade that became known as the Roaring Twenties, North America underwent a vast transformation. We are about to experience a similar wholesale change in how our economy works, how our culture is defined, how our industries operate and how we move about. The first “horseless carriage” made in Canada, propelled by steam, was introduced in 1867 in Quebec by Henry Seth Taylor, but it was viewed as a novelty, not a serious means of transportation. But from 1920 to 1929, the Canadian industry shifted from making horse carriages, as McLaughlin Carriages did, to making automobiles. By the end of that decade, one million autos were on the rough roads in the Dominion of Canada. That explosion of automobiles on Canadian roads drove innovation and jobs in many other sectors, from road construction crews and service stations to road-side restaurants and the first “rubber-tire” tourists. “The Roaring Twenties saw widespread adoption of the assem-

Signals Magazine July–September 2021

bly line, the automobile, radio, motion pictures, indoor plumbing and labour-saving electric appliances. Consumerism and mass culture took shape. It was the decade of art deco and jazz, Coco Chanel and Walt Disney, The Great Gatsby and the Harlem Renaissance,” notes Peter Coy in Bloomberg Businessweek. We are poised on the precipice of another massive transformation in the 2020s, driven once again by revolutionary changes in the way we get around. The zero emission vehicle trend has been well documented elsewhere, but the fact that electric and hydrogen-powered vehicles will overtake combustion engines is a certainty. The only question is when. Governments and major corporations all around the world have banked on going electric, including vehicle brands like Volvo, Cadillac, Lotus and Hyundai, which have all committed to making only electric vehicles by the end of the decade. Just as the pace of change in the 1920s would have been hard to foresee, the scope and speed of changes about to come in the 2020s will make people’s heads spin. Take flying cars for instance. At first, the idea of a flying car, popularized in the animated TV show The Jetsons, was nothing more than a curiosity. The same could have been said for the horseless carriage at the turn of the 20th century. Yet 2021 marks the first time that working prototypes of flying cars have been seen, photographed and flown. Not only that, wealthy innovators from around the world have sunk billions of dollars into this transportation mode, including Larry

Could a Toyota dealership in Canada sell a flying car any time soon?

Page (the Google founder who has invested in several different flying-car startups, including Opener, Kitty Hawk and Wisk Aero) and former GM executive Barry Engle (who has teamed up with German-based Lilium). Former NASA engineer Mark Moore, who joined Uber Elevate to pioneer “short-range aerial ride sharing,” summed up the state of the flying car sector today when he spoke with the New York Times earlier this year, saying, “It’s the wild west of aviation. It is a time of rapid change, big moves and big money.” The change is evident in the array of different models available with different purposes. These range from the Opener single-seater personal and recreational BlackFly model, for use in rural areas, to the much larger and more expensive Joby Aviation model being developed by Uber Elevate, which can take up to four passengers (with a pilot) as an air taxi. Opener was developed by a Canadian, Marcus Leng, with backing from Larry Page. Joby, on the other hand, is a complex partnership between Uber Elevate and Toyota. Could a Toyota dealership in Canada sell a flying car any time soon? While regulations differ somewhat between the US and Canada with respect to flying rules, Joby is planning to be in operation in Los Angeles and Miami by 2024.

Joby Aviation flying car.

Another competitor in this space is Wisk Aero, which is building a two-seater air taxi that is autonomous. Self-driving cars have met with huge challenges and regulatory hurdles, but some people in the auto aviation sector believe that computer-guided air taxis offer a safe solution. Another entrant into this suddenly sexy sector is United Airlines, with backing from California-based Archer, valued at $3.8 billion. It is tempting to dismiss the whole venture as a flight of fancy. But some of the latest deals in this sector value various companies from $3.8 billion to upwards of $6.6 billion. And that’s before they have flown a single paying passenger. Who knows, if the frenzy of engineering innovation continues, we may start calling this coming decade The Soaring Twenties!

With the economy picking up speed, we remain dedicated to ensuring our dealer’s success.”

KAR Global is committed to protecting the health and wellbeing of our customers, employees and communities in all we do during the COVID-19 pandemic. We continue to closely monitor public health and government directives to KAR Global is committed thethe health and wellbeing of economy our customers, ensure we’re operating safely. Asto weprotecting emerge from pandemic and with the picking up speed, we remain dedicated to ensuring our dealers’ success. employees and communities in all we do during the COVID-19 pandemic. We continue to

closely to monitor public health and directives toMarketplace ensure we’re operating We continue hold Simulcast auctions viagovernment ADESA.ca and the ADESA app. Our othersafely. digital As channels — we emerge from the pandemic and with the economy picking up speed, we remain dedicated including private label sites and upstream open (non-auction) vehicles on ADESA.ca and TradeRev also remain open to ensuring and active to keepour yourdealers’ businesssuccess. moving forward. That’s why KAR Global is extending and initiating relief programs and temporary price reductions as well as resuming We continue to hold Simulcast auctions via ADESA.ca and the ADESA Marketplace app. services to give dealers the confidence to buy and sell anytime, anywhere and emerge stronger than ever:

Our other digital channels — including private label sites and upstream open (non-auction)

• Waived Simulcast Fees: Noand Simulcast success for buyers. vehicles on ADESA.ca TradeRev alsofees remain open and active to keep your business

moving forward. • Buyer Vehicle Previews: Most ADESA locations are now offering in-person visits to preview and assess inventory. Contact your local ADESA auction to learn more. That’s why KAR Global is extending and initiating relief programs and temporary price reductions as well as resuming services to give dealers the confidence to buy and sell anytime, anywhere and emerge stronger than ever:

• Post Sale Inspections: All locations are now offering PSIs. Contact your local ADESA auction to learn more.

For additional information and all of the latest updates, visit ADESA.ca

• Waived Simulcast Fees: No Simulcast success fees for buyers through July 31, 2020. newcardealers.ca

• Buyer Vehicle Previews: Most ADESA locations are now offering in-person visits to

Q&A

With The NCDA’s Newest Board Chair

Blair Qualey: What was the first car you owned? James Carter: Being a third-generation car dealer, I never really owned a car until recently. About two years ago I bought a 1963 split-window Corvette. It’s sitting in the showroom outside my office. BQ: What motivated you to serve on the NCDA board and become the chairman? JC: This is actually my second time around on the NCDA board and I still believe in the power of unity of our dealers. We need to speak with a unified voice with government, manufacturers and our important community and industry partners to achieve what is best for dealers and our customers. Few people outside of the industry understand what a significant contributor BC’s new car dealers are to the economy and to our individual communities. I also believe that if we are all on the same page and work together, we can provide the best services and benefits for our dealers.

Welcoming James Carter to the Helm of the NCDA Board A bit of background: meet James

James Carter is currently Dealer Principal at Carter GM Northshore in North Vancouver. James has been extremely active in the industry for over 30 years. This has included serving on the board of directors of the New Car Dealers Association (currently serving) and the Motor Dealer Standards Association, as well as a previous term on the board of the Vehicle Sales Authority. He has also been active in several Chrysler, Chevrolet and General Motors industry marketing associations. A “big-picture” thinker with excellent strategic planning skills, James has also contributed to the community as a board member for many organizations: he is past chair of the North Vancouver Chamber of Commerce and currently a member of the Economic Partnership North Vancouver; he also served on the board of St. John Ambulance and is currently one of the NCDA’s representatives on the board of the VSA of BC. James’ artistic ability is well known as a past member of the Vancouver Chamber Choir, the Phoenix Chamber Choir and Chor Leoni Men’s Choir for 28 years.

Signals Magazine July–September 2021

BQ: Tell us one thing about the work and value of the association that most dealers aren’t aware of. JC: I think that most dealers aren’t really aware of the work that the association does in the area of government relations: as a BC association, this must remain a top priority. Whether it be taxes, especially the luxury tax on vehicles, employment law, the VSA, ICBC, WorkSafeBC or other matters, we all face the same concerns and issues. Our interests must be prominently and fairly represented. As one of the largest employers and economic drivers in the province, if we all work together on these issues we can achieve some meaningful change. BQ: What are your top priorities for the association over the next year of your term as chairman? JC: The board of directors and the finance committee have done a lot of work to right-size the organization and to make sure that we are prepared for any unexpected situations, like the COVID-19 pandemic, in the future. The Vancouver International Auto Show and the association now operate independently and the NCDA will be able to stand on its own even if the show does not happen for whatever reason. Now is the time to get back to the business of promoting our industry. We have a strong board but, going forward, we need to add some diversity and some new voices to take our dealer body into the future and ensure that we have a strong industry for many years to come. BQ: Any other work of note that you could comment on, James? JC: Here are a few: • With the postponement of the 2020 Vancouver International Auto Show, our financial wellbeing must be carefully planned for. Our budget has been thoroughly reviewed by our finance and audit committee. Each source of association revenue has been identified as a business unit capable of contributing to the overall operation. Related expenses have been right-sized to the business-unit revenue. The goal was to reach an operating plan

that, most importantly, allows our core member services to continue indefinitely without reaching further into cash reserves. We have achieved this goal. • Government relations: As a BC association, this must continue to remain a top priority. Our interests must be prominently and fairly represented. • Continued dialogue with manufacturers for future auto shows will continue to be a focus of the association in future planning for our events. BQ: How do you see the industry changing over the next few years? JC: There are several issues that are of concern in the future. Clearly, the prospect of EVs dominating the industry in the not-so-distant future will cause a necessary shift in the dealership business model. Less maintenance and repair, and fewer cars through our service departments will cause us to look to other profit centres for opportunities. Manufacturer relations will also need to be a focus as some brands are now attempting to circumvent the franchise-dealer model and this will need to be addressed. BQ: What are the greatest challenges you see ahead for BC new car dealers? And for the NCDA? JC: The greatest challenges I see to dealers and the NCDA are the increasing controls that the manufacturers are imposing on our businesses. The constant requirements for expensive changes to our facilities to meet their imposed standards, and the upgrades to our equipment are sometimes beyond the ability of dealers to meet within our financial boundaries.

There is also a movement by some manufacturers to circumvent the dealer model altogether and deal directly with consumers. While in this internet age this may be attractive to consumers, I feel that the model needs to be addressed as, in the long run, it will not be good for our customers. BQ: What are you most optimistic about in the auto industry? JC: I think that there is a new excitement in the industry due to the continuing trend of electrification. New electric models are starting to hit the market and I think there will be a huge sales opportunity with customers wanting to upgrade to electric vehicles. With the assistance of programs like CleanBC Go Electric and the SCRAP-IT program, this new technology will be within the reach of most buyers. This will also provide a good stream of quality used vehicles which we all need. BQ: You serve on the CADA board. What has this national experience shown you about the importance of the provincial and national associations? JC: Although many dealers aren’t really aware of how much CADA achieves, it is an integral part of our daily business. Here in BC, we were not as affected by the pandemic as dealers in some other provinces, but CADA was instrumental in ensuring that dealers qualified for federal programs like CEWS. The CADA government-relations team is crucial for matters of national significance when it impacts dealers across the country. Learn more about James and the Carter Family. Watch on Youtube – “For the Love of Cars: 100 Years of the Carter Auto Family in Canada”

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How Improper Reporting is Costing You Time and Revenue BY RONNIE MILLS, NCM Every dealer I have the pleasure of speaking with around the topic of reporting mentions its importance in their business. However, the tone of the conversation changes to frustration when the same dealers speak to the generation and availability of the reporting in their dealerships. These dealers typically have a store relying on manually created spreadsheets from their variable managers. These managers have to gather all the departmental data needed to run the business effectively, or in some cases, even multiple businesses. If your store is working with this system, I am sure you know the challenges.

Challenge #1: Time and Energy The first challenge you have to overcome is the enormous amount of time and energy it takes to create a report by hand. Typically, your manager must dedicate hours of time to gathering the most up-to-date data and plugging it into the cells. Next, they must take those numbers and analyze them for trends, opportunities, problem areas and any other specific KPIs. Finally, the report has to be easily understood by other areas of the business. In turn, there may be some reformatting, polishing and even meetings with other department managers to explain the report. The unfortunate part of this system is that all of these reporting hours pull a producer away from creating revenue for the store. Instead of closing deals, coaching their departments, taking care

of customers and conducting daily business, they are tucked away in front of a computer writing reports.

Challenge #2: Report Accuracy and Availability With all of this manual entry, these handmade spreadsheets are not always accurate. Sometimes it’s typos; sometimes it’s a number that was misread. I have personally seen managers who didn’t have the information and guessed on it (yes, it happens)! Often the accuracy of a report is questionable because the information that was gathered at 10 am on Monday has changed by Tuesday’s departmental meeting. This overlooked factor can mean your team is forced to work from numbers based on old metrics. Finally, I see many dealers who are failing to use the robust reporting platforms provided by your DMS. The truth is, dealers are not using them because they can’t figure them out, and nobody can agree on which metrics to use anyway. At the end of the day, there is one truth I have seen that works at every single dealership: if it’s not simple to understand, easy to use and fast enough to avoid inconvenience, your management team will not use it.

So How Do We Solve this Problem? Faced with all of this, what is a dealer to do? How can we get accurate, up-to-date information into your hands in a way that is Continued on next page

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Learning with Lorri: VSA’s Focus on Education It’s Time To Get Beyond “Survival Mode”

BY LORRI GUYOT, MANAGER OF LEARNING & DEVELOPMENT AT THE VSA During these pandemic times we at the Vehicle Sales Authority (VSA) have focussed on survival. We thought we had mastered leadership, change management and the customer experience, and then the pandemic threw us all a curveball. We have helped our families, friends and colleagues get through the worst of times and now it’s time to get beyond “survival mode” and move forward into a new and exciting reality. Hi, my name is Lorri Guyot and I am the Learning & Development Manager at the VSA. I believe that education for BC’s new car dealers is paramount in supporting your business success across the province. We have refined our ability to pivot through constant change and we have learned many new things while doing so. It’s time to take stock, identify gaps and wins and create a solid new roadmap for the future. At the VSA, we are doing exactly that. The importance of education is built directly into our purpose: “… by engaging and educating industry and consumers ensuring a safe and reliable motor vehicle buying experience.” Under the leadership of Stephen Simms, the CEO and president of VSA, we have developed a new Strategic Plan. In that

plan, there are several strategic initiatives that will provide better support through training and education to inform our industry and empower BC consumers. In my 25 years of training experience across both public and private sectors, I have trained businesses on how to reset and re-ignite their teams, as well as to thrive before, during and after challenging times. A customer experience training tip to help you right now is: pause and take stock. Really focus on what your customers and teams are saying. People have moved to online avenues to share their experiences. Check your online feedback to identify how your brand is being shared. We have all created gaps in our business models (maybe unintentionally) through constant pivoting, and now is the time to fill in those gaps. This will help protect your business and BC consumers. Here are a few places to look: • Are there gaps between online sales and in-person delivery? • Are there processes that were allowable during a pandemic but not sustainable in non-pandemic times? • Are there areas where the consumer is left hanging? These are the types of issues that can be prevented when you review your current processes and work on closing the gaps. Refocus your teams on providing a great customer experience now (while parts and products are scarce) to develop stronger long-term customer relationships in the future. People always remember how you made them feel. Take the time to retrain

your teams on the basics: customer experience, systems, processes. These areas may have changed substantially during the pandemic. My first few tasks when joining the VSA in February included reviewing our online learning courses and creating the Continuing Education Unit for this year. You will see a new look and feel in this year’s training course. I hope you like it—there has been some positive feedback so far. My vision is to create a new Learning Academy for the VSA that is more user-friendly and flexible for the learner— one that provides a wide variety of learning options and relevant content offered in new and interesting ways. This includes things like webcasts with industry experts; interactive courses that are fun and informative; and easily replicated best practices to add stability to your business and to protect consumers. We are looking at educational support in new and different ways at the VSA. We have strong leadership and a passion to support good business practices. I’d love to hear your thoughts and ideas on additional ways to fulfill your educational needs. Please reach out! Let’s create new and exciting roadmaps together!

Lorri Guyot is the Manager of Learning & Development at the VSA with 25 years of public and private sector experience in helping businesses grow and flourish through training and leadership.Email at Lorri.guyot@mvsabc.com.

A Revolutionary Reporting Process: axcessa Continued from page 18

simple, easy and available in a matter of seconds? Here at NCM, we continuously recommend axcessa to our clients. axcessa is a revolutionary reporting platform that provides a business with all the information it needs to run and manage all departments instantly and accurately. Plus, the software frees up your best employees to do what they do best: drive profits by helping their departments close more deals.

Most dealers I talk with are experiencing one or more of these frustrations and want to know the best practices for their data management. If you are interested in learning more about axcessa, I would love to answer any questions you may have or schedule a demo.

To learn more, call 866.756.2620 or email ncmi@ncmassociates.com.

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The Benefits of Partnering With a Leading Insurance Broker Service To Clients Doesn’t Stop at the Dealership BY HUB INTERNATIONAL INSURANCE BROKERS

The last 15 months have seen significant changes to the auto insurance industry and a continued evolution in how clients expect to be served. Insurance and dealership clients are looking for knowledgeable experts to provide advice, coverage options, convenience, competitive pricing and an outstanding service experience. Changes by ICBC, along with private insurers like Family and Stratford, have added to this changing landscape. HUB International has quickly adapted to these ever-evolving industry changes, with its insurance advisors immersing themselves in extensive training to ensure their knowledge and expertise on all the changes. HUB advisors are dedicated to meeting every client’s needs and to providing a helpful, professional and caring service experience that clients have come to expect. With over 50 years of experience partnering with dealerships, HUB is committed to excellence in service, advice and coverage options. Below are some of the key reasons why many dealerships choose HUB International as the insurance broker for their dealership and clients.

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Management Support HUB makes it easy for you to reach its auto and dealership management, who are available 24/7. These managers have developed strong connections with all insurers and can access resources and expertise in claims, vehicle registration and licensing and customer relations to resolve any issues quickly and confidently. HUB also has centralized billing processes and administration, and a proven track record resolving ICBC and private auto-related issues to save yours and your clients’ time. As the largest insurance broker in Canada, HUB also has garage and fleet specialists available to its clients and can meet all your commercial insurance and employee benefits needs. Have questions? Please feel free to reach out to us and we’ll be happy to answer any questions you may have. Our experts at HUB look forward to partnering with you, helping you reach your goals and supporting your clients.

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Signals Magazine July–September 2021

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Top 10 Paid Out Vehicles - January-June 2021 Kia Soul EV 159

A key deliverable for the CleanBC Go Electric Program was to update and refresh the old CEVforBC website. This was completed and launched on June 9 as approved by the ministry. The program name becomes New Car Dealers CleanBC Go Electric Rebate Program. Social media channels and program logos have been updated with the words “New Car Dealers” added.

Toyota RAV4 Prime 292 Chevrolet Bolt 329

Kia Niro BEV 152

Nissan Leaf 141

Toyota Prius Prime 350

Mitsubishi Outlander PHEV 364

Tesla Model 3 3,271

Hyundai Kona EV 485 Tesla Model Y 690

New Eligible Vehicle(s) Models (2022) Added to the Program Since April 2021 • • • •

Mitsubishi Outlander PHEV (4 trims) – PHEV BMW 330e (2 trims) – PHEV BMW X3 xDrive30e – PHEV Hyundai Kona EV (3 trims) – BEV, Santa Fe PHEV (2 trims) – PHEV • Toyota Prius Prime (2 trims) – PHEV • Kia Soul EV (2 trims) – BEV

Tesla Model 3, $9,812,001

Chevrolet Bolt, $987,000

Tesla Model Y, $2,069,001

Toyota RAV4 Prime, $438,000

Hyundai Kona EV, $1,455,000

Kia Soul EV, $477,000

Mitsubishi Outlander PHEV, $546,000

Kia Niro PHEV, $456,000

Toyota Prius Prime, $525,000

Nissan Leaf, $423,000

Latest News on BC’s Environmental Leadership From the BC Minister Responsible for the CleanBC Go Electric Program: “With the highest uptake rates of electric vehicles in North America, the work you [BC dealerships…] are doing positions BC as a leader in the industry and will help accelerate our transition into a clean energy future.” — MINISTER BRUCE RALSTON

British Columbia is charging ahead in expanding its electric vehicle (EV) charging network with more than 50 per cent of the public fast-charging sites required to meet the province’s 2040 demand already built or underway. “A record number of British Columbians are adopting electric vehicles for a quieter ride, cleaner air and lower fuel costs, and we’re making sure we have the public infrastructure needed to support this uptake,” said Bruce Ralston, Minister of Energy, Mines and Low Carbon Innovation. “We are on track to meet our goals for 2040 with more than half of the fast-charging sites needed already with one or more stations built.” Read the full story here.

Signals Magazine July–September 2021

RETAIL ANYWHERE WITHOUT SACRIFICING ANYTHING

To learn more about Retail Anywhere visit reyrey.ca/retailanywhere

ON ALERT: Prevent Cyber Attacks Four Steps To Protect Your Dealership BY CHRIS LAW, MNP TECHNOLOGY SOLUTIONS Cyber breaches are fast becoming a fixture in today’s media landscape, costing organizations millions of dollars and untold years of reputational damage. Automotive dealerships are particularly vulnerable to this growing threat, as they must secure their own environment, collect significant amounts of sensitive client data and maintain ready access to financial and insurance information. The challenge, of course, is how to balance your limited resources between delivering on core business priorities and protecting the business from threats lurking in the digital infrastructure. However, there are some straightforward and cost-effective steps you can start taking right away.

Protect Your Critical Assets It’s simply not practical or cost-effective to protect all business systems with the best technology and 24/7 monitoring. However,

you can still make significant inroads by focusing on where the business is most at risk.

Become Cyber Security Aware Everyone from your receptionist to your mechanics should be versed on basic security practices, like how to create and protect secure passwords and how to identify and report phishing emails. Creating a cyber awareness program, updating internal policies and procedures, and reviewing these often with staff can significantly reduce your risk of exposure.

Create and Practice a Response Plan Organizations that have comprehensive incident detection and response procedures are in a much better position to detect attacks early and mount a full recovery. This plan should involve everyone in the organization and have clear guidelines on: when to report suspicious

activity; when to contact third-party advisors; reporting responsibilities; how to communicate with employees, customers and regulators; and more.

Learn From Your own Experience and the Experiences of Others With cyber crime becoming increasingly commonplace, business owners can’t afford not to learn lessons from experience. Keep an eye on the media for stories about contemporary attacks, and actively question whether you have any of the vulnerabilities that made other breaches possible. Complacency is your greatest risk, and vigilance is your best tool.

Chris Law is a Partner with MNP’s Technology Solutions team in Vancouver. To learn more about steps to protect your business or how MNP can help, contact Chris at 604.817.4852 or chris.law@mnp.ca

Unlock Your Auto Dealership’s Full Potential You deserve maximum performance from your business. The right advisor can help you navigate the challenges of a competitive industry and drive consistent results.

Chris Schaufele, CPA, CA chris.schaufele@mnp.ca | 604.536.7614 MNP.ca

LEGAL LINE

Your Mistake Is Not Their Gain Correcting Mistakes in Sales Contracts

When a binding contract is finalized and signed, most people assume that the terms are ironclad and can’t be broken or taken back. But what happens when the terms of the written contract don’t match the terms of the original agreement? After all, everyone makes mistakes. Are parties bound by whatever terms are inserted into the contract, regardless of whether a written term may or may not be what one of the parties actually intended? Thankfully, when a genuine mistake in a contract occurs, legal remedies may be available. This article focuses on mistakes in the written vehicle sales contract, looking at when one type of mistake can be fixed versus when it can’t. Mistakes in contracts are either mutual, common or unilateral. Mutual mistakes occur when each party has a different idea of what they’re agreeing to, such as when both parties interpret a term in the contract to mean something entirely different. They are said to be “not on the same page.” Common mistakes occur when both parties make the same mistake on a fundamental term in the contract. For example, when a dealer agrees to sell a particular vehicle to a customer and, unbeknownst to both of them, the vehicle has been badly damaged or already sold. Unilateral mistakes occur when one party enters into a contract under a genuine misconception of a term in the contract. In these instances, the contract can be amended or unwound. Where an amendment happens, the Court will retroactively “fix” the contract by modifying whatever terms are necessary to reflect the original agreement between the parties. Whether the contract is enforced or corrected turns on the actions of both parties and what their objective understanding of the agreement must have been at the time. How this directly relates to the purchase and sale of vehicles is explained below. The landmark case on unilateral mistakes involved the purchase of a golf club property that went from a dream to a nightmare for the warring partners. The agreement was to purchase the property with the stipulation that one partner could develop a residential area around the golf course if he bought out the other partner’s interest at a set price. The mistake occurred when the lawyer drafting the agreement substituted “yards” with “feet” when describing the confines of the developable area. This reduced the development by two-thirds of the original agreement. The partner looking to develop the area insisted that he didn’t read the contract before signing it and missed the mistake. When he sought to enforce the original agreement, the other partner, despite knowing that the terms of the contract did not reflect their original oral agreement, insisted on the written terms being followed. Traditionally, courts were reluctant to allow a signed and

Matthew Wansink

BY PATRICK M.D. VINCENT, ARTICLED STUDENT, AND MATTHEW WANSINK, SENIOR ASSOCIATE, SHK LAW

binding contract to be altered or modified in any way. However, in this case, the Supreme Court of Canada laid out a test where if an existing agreement is inconsistent with the executed contract, the party wishing to rely on the executed contract knew or should have known about the mistake and the mistake could clearly be corrected, then a signed contract could be amended after the fact. The test was applied to a car dealership dispute in Alberta, where a mathematical error occurred when transcribing the terms of a worksheet to the sales contract. When computing the final sale price, the trade-in value of the buyer’s vehicle was accidentally deducted twice. The judge decided the matter in favour of the buyer on the basis that he did not sit idly by, waiting to take advantage of the discrepancy. He raised the issue of the price seeming “too low” on three occasions, while the sales contract was being finalized. Three representatives of the dealership confirmed that the price was, in fact, correct. The judge found that the actions of the dealership communicated a new deal had been reached. Thus, the contract was found to be enforceable. Had the buyer hidden the matter of the price discrepancy from the dealership, the Court’s logic strongly suggests that its decision would have been to correct the sales contract and reinstate the proper price, by allowing just one deduction for the customer’s trade-in vehicle. When buyers attend a car dealership to purchase a vehicle, they usually meet with a salesperson, discuss their needs and wants, test drive a few vehicles and then negotiate the terms of purchase for the vehicle they’ve chosen. At all times, the price of the vehicle is usually an important topic of discussion. Once an agreement on a worksheet is reached and a binding bill of sale is produced, the buyer has had many opportunities to turn their mind to the price. However, dealership employees may have never seen or heard of the deal up until the moment they are typing the terms of the sales contract. At that point, the terms can’t change without both parties recognizing it, regardless of who is more familiar with the deal and who made the typographical or mathematical errors. When one party stays silent and snaps up a better deal than the one agreed to, the Court will deem the behaviour to be a form of fraud and can retroactively fix the terms of the sales contract to match the original agreement between the parties. For more information on the subject of mistakes in contracts, and for your other business law and litigation needs, please contact one of SHK Law’s team of lawyers for assistance. SHK Law Corporation is also excited to announce that, effective July 1, 2021, it merged with Clyde & Co LLP, an international law firm with over 50 offices worldwide. The team of lawyers at SHK are all joining Clyde & Co, and look forward to providing our clients with the same high level of legal services that they have come to rely on us for.

For more information on how best to protect yourself and your business from misrepresentation, please contact one of our lawyers at SHK Law Corporation (shk.ca). newcardealers.ca

(L-R) Parliamentary Secretary for Skills Training, MLA Andrew Mercier, and BC’s Premier, John Horgan, announce the Skilled Trades Certification program

BC Trades Certification and Survey New Trades Certification Proposed, Including Automotive The province of BC recently announced the introduction of Skilled Trades Certification (STC) for 10 initial trades (automotive related include heavy-duty equipment technician, automotive service technician and auto body and collision technician). Introducing Skilled Trades Certification in BC will require tradespeople working in the 10 initial trades to be either a certified journeyperson or a registered apprentice. “Skilled trades certification will increase prestige for the trades, helping attract more people to trades careers,” notes a media release. “It will formally recognize the skills of current and future trades workers, helping them keep working as the economy and industry’s needs shift over time.” The province is planning engagement opportunities with the public and industry through a survey and series of public roundtables in July and early August.

Call To Action The NCDA is looking for your participation and input in this important process. It is critical that the voice of BC’s new car dealers, franchise partners with the OEMs who set the standards for vehicle repair and training, is heard.

Signals Magazine July–September 2021

BC’s Skilled Trades Certification Strategy: have your say Survey alert—please complete! In the province’s consultation process with industry, Andrew Mercier, the parliamentary secretary for skills training, has asked BC’s new car dealers to provide their feedback and input via a survey and to join a series of upcoming roundtables.

Take the Survey here

The survey will be open until August 31, 2021 at 4 pm (PDT). Please fill out the online survey to provide your perspective on what this program may bring to individuals and employers. The NCDA welcomes this opportunity to provide input to government on its proposed new Skilled Trades Certification program. We look forward to working with our 400 BC new car dealers and government on this important issue. Let’s make sure BC’s new car dealers have a voice on this important issue!

DRIVING INSIGHTS

Help Canadians Keep Up with Car Maintenance BY DREW HARDEN, MANAGER, CX RESEARCH & INSIGHTS AT CARFAX CANADA One in three Canadian vehicle owners admit to not keeping up on their maintenance. It’s not that they don’t want to maintain their vehicles, they simply don’t remember. People still forget their anniversary or family members’ birthdays, and those are once a year on the same day! So, it’s understandable that vehicle maintenance can sometimes fall through the cracks. The good news is, if you help car owners out and make vehicle maintenance a bit easier, they will reward you with their business.

What’s the Opportunity? Helping car owners keep up with their maintenance is a substantial revenue opportunity. We found that providing an easier service experience means more service revenue and improves the reputation of your dealership or shop.

Where Do Car Owners Need Help? Researching and buying a car has gone digital, yet maintenance still involves window stickers and recall notifications in the mail. We found that two out of three Cana-

dians still track their maintenance manually. While this could mean they keep an organized binder of service records, it’s more likely they have a pile of receipts somewhere or are trusting themselves to remember. It’s not surprising to think that customers aren’t keeping up with their maintenance when they’re still relying on paper invoices or their own memory to know what work has been done.

How Can I Make Maintenance Easier? Making maintenance easier means helping customers understand what they’ve

done, what they might need next and when they need to come and see you. Ensure your customers know you’re keeping comprehensive records of their maintenance or even share their complete maintenance history after a service visit. You can even be proactive with your customers on their maintenance needs by providing them service reminders and recall alerts before they contact you for an appointment. If a customer knows you’re actively helping them maintain their vehicle, you’ll make their maintenance easier, they’ll have a better maintenance experience and they’ll trust you more and bring you more business.

Driving Insights takes your questions about Canadian car buyers, and turns them into answers. Our proprietary research looks closely at the motives and behaviours of today’s car buyers and uncovers exclusive insights. We’ve surveyed over 5,000 new- and used-car buyers to identify their biggest pain points when buying, selling and servicing their vehicles. If there’s a question you’d like us to address, email insights@carfax.ca.

BC’s New Car Dealers Step Up Support on BC Wildfire Funds With approximately 300 wildfires burning in BC and 40 evacuation orders affecting some 5,700 people, as well as 69 evacuation alerts impacting over 32,000 people, the BC government declared a provincial state of emergency in late July. Extended weather forecasts call for continued hot and dry conditions, with heightened wind activity in the Interior and southeastern BC. So it is now all hands on deck to support communities, and the province has committed to using all available resources to protect people. In recognition of the support needed by residents affected by wildfires raging across the province and particularly the town of Lytton, the NCDA is contributing to the Canadian Red Cross BC Fires Appeal. Thanks to Kelowna new car dealers, who rallied in support of the Lytton community with a $5,000 donation, the NCDA is matching their donation, as will the Canadian Automobile Dealers Association, which has generously agreed to match the NCDA’s donation, for a total of $15,000.

To help people affected by the wildfires burning around BC, the province willmatch donations from individuals to the Canadian Red Cross, up to $20 million. The matching funds will be retroactive to donations received since July 3, 2021, when the Red Cross’s British Columbia Fires Appeal began. “The Community of Lytton has experienced a tremendous loss and the NCDA

is joining people across the province and Canada to support relief efforts,” said Blair Qualey, NCDA president and CEO. “By working together, we are proud to support our communities with donations toward relief efforts to the Canadian Red Cross BC Fires Appeal, which will help the community deal with the recovery from the fires.”

CHRIS DRINOVZ JOINS THE PARTNERSHIP AT KSW LAWYERS!

Get started with the KSW Employment & Labour Law Group Union Drives Prohibited Action Complaints Dismissal Planning & Advice Employment Standards Claims

Surrey. Abbotsford. Langley. White Rock. Vancouver Christopher Drinovz Michael Weiler cdd@ksw.bc.ca mweiler@ksw.bc.ca 604-507-6192 604-336-7423 KSW.BC.CA 28

Signals Magazine July–September 2021

Human Rights Business Disputes WorkSafeBC Claims

A HYUNDAI INFINITI JAGUAR JEEP KIA LAMBORGHINI LAND-ROVER LEXUS LINCOLN LOTUS MASERATI MAZDA MCLAREN MERCEDES MINI MITSUBISHI VO ACURA ALFA-ROMEO ASTON-MARTIN AUDI BENTLEY BMW BUGATTI BUICK CADILLAC CHEVROLET CHRYSLER DODGE FERRARI FIAT FORD FREIGH ND-ROVER LEXUS LINCOLN LOTUS MASERATI MAZDA MCLAREN MERCEDES MINI MITSUBISHI NISSAN PORSCHE RAM ROLLS-ROYCE SMART SUBARU T BMW BUGATTI BUICK CADILLAC CHEVROLET CHRYSLER DODGE FERRARI FIAT FORD FREIGHTLINER GENESIS GM GMC HONDA HYUNDAI INFINITI JAG MCLAREN MERCEDES MINI MITSUBISHI NISSAN PORSCHE RAM ROLLS-ROYCE SMART SUBARU TESLA TOYOTA VOLKSWAGEN VOLVO ACURA ALFA-RO SLER DODGE FERRARI FIAT FORD FREIGHTLINER GENESIS GM GMC HONDA HYUNDAI INFINITI JAGUAR JEEP KIA LAMBORGHINI LAND-ROVER LEXUS L E RAM ROLLS-ROYCE SMART SUBARU TESLA TOYOTA VOLKSWAGEN VOLVO ACURA ALFA-ROMEO ASTON-MARTIN AUDI BENTLEY BMW BUGATTI BUIC SIS GM GMC HONDA HYUNDAI INFINITI JAGUAR JEEP KIA LAMBORGHINI LAND-ROVER LEXUS LINCOLN LOTUS MASERATI MAZDA MCLAREN MERCEDES OTA VOLKSWAGEN VOLVO ACURA ALFA-ROMEO ASTON-MARTIN AUDI BENTLEY BMW BUGATTI BUICK CADILLAC CHEVROLET CHRYSLER DODGE FERRA JEEP KIA LAMBORGHINI LAND-ROVER LEXUS LINCOLN LOTUS MASERATI MAZDA MCLAREN MERCEDES MINI MITSUBISHI NISSAN PORSCHE RAM ROLLS ASTON-MARTIN AUDI BENTLEY BMW BUGATTI BUICK CADILLAC CHEVROLET CHRYSLER DODGE FERRARI FIAT FORD FREIGHTLINER GENESIS GM GMC LOTUS MASERATI MAZDA MCLAREN MERCEDES MINI MITSUBISHI NISSAN PORSCHE RAM ROLLS-ROYCE SMART SUBARU TESLA TOYOTA VOLKSWAGEN DILLAC CHEVROLET CHRYSLER DODGE FERRARI FIAT FORD FREIGHTLINER GENESIS GM GMC HONDA HYUNDAI INFINITI JAGUAR JEEP KIA LAMBORGH NI MITSUBISHI NISSAN PORSCHE RAM ROLLS-ROYCE SMART SUBARU TESLA TOYOTA VOLKSWAGEN VOLVO ACURA ALFA-ROMEO ASTON-MARTIN AUD I FIAT FORD FREIGHTLINER GENESIS GM GMC HONDA HYUNDAI INFINITI JAGUAR JEEP KIA LAMBORGHINI LAND-ROVER LEXUS LINCOLN LOTUS MASE OYCE SMART SUBARU TESLA TOYOTA VOLKSWAGEN VOLVO ACURA ALFA-ROMEO ASTON-MARTIN AUDI BENTLEY BMW BUGATTI BUICK CADILLAC CH A HYUNDAI INFINITI JAGUAR JEEP KIA LAMBORGHINI LAND ROVER LEXUS LINCOLN LOTUS MASERATI MAZDA MCLAREN MERCEDES MINI MITSUBISHI

Congratulations to the 2020 Salesperson of the Year award recipients! Awarded to dealer-member salespeople across all classes who have excelled in the front-line position of sales in British Columbia. ACURA

ASTON MARTIN

BENTLEY

BMW

BUGATTI

FERRARI

Chris Choi

Andy Tsai

Mark Cheema

Valentino Almeida

Patrick Kam

Mark Harrison

Lougheed Acura

Aston Martin Vancouver

Bentley Vancouver

Brian Jessel BMW

Weissach Limited Partnership

Ferrari Maserati of Vancouver

FORD

HONDA

HYUNDAI

INFINITI

JAGUAR

Jared Monds

Robert McLaren

Leo Chang

Asher Stephen

Gage Clough

Jane Zhang

Chilliwack Ford

Bannister Chevrolet Buick GMC

OpenRoad Honda

Langley Hyundai

Campus Infiniti

MCL Motorcars

KIA

LAND ROVER

LAMBORGHINI

LEXUS

LINCOLN

LOTUS

Zohereh Layegh

Jane Zhang

Ming Jie

Stacy Yang

Rob Willoughby

Stan Zuzic

Applewood Kia Surrey

MCL Motorcars

Lamborghini Vancouver

OpenRoad Lexus Richmond

Steve Marshall Ford Lincoln

Weissach Limited Partnership

MASERATI

MAZDA

MCLAREN

MERCEDES-BENZ

MINI

MITSUBISHI

Eric Chan

Leo Liu

Alex Huang

Patrick Ng

Graeme Johnston

Lance Torkos

Ferrari Maserati of Vancouver

Signature Mazda

McLaren Vancouver

Merecedes-Benz Richmond

MINI Langley

Wolfe Mitsubishi

NISSAN

PORSCHE

ROLLS ROYCE

STELLANTIS

SUBARU

TOYOTA

Khaled Hatabah

Brian Yeung

Steven Wu

Stacey Fabiano

Tom Yeung

Kalim Mohiuddin

Nissan of Nanaimo

Porsche Centre Vancouver

Rolls Royce Vancouver

Cranbrook Dodge

Don Docksteader Subaru

West Coast Toyota

VOLKSWAGEN

VOLVO

Nick Yan

Austyn MacKinnon

Cowell Motors

Volvo of North Vancouver

CONTRIBUTED CONTENT

SPECIAL OLYMPICS BC SNAPSHOT

Donors Drive Home Another Winner Auction for Special Olympics BC and New Car Dealers Foundation Changes Lives The pandemic has been especially hard for people with intellectual disabilities. As such, BC’s new car dealers and supporters have a huge impact, now more so than ever, with their ongoing generosity toward Special Olympics BC athletes and programs throughout the province. And the success of this year’s New Car Dealers Foundation / Special Olympics BC Auction is critical. We are so thrilled and grateful that the 2021 auction raised a record $215,000! New car dealers and supporters steered the event to success by donating more than 280 exciting auction items, making cash pledges, soliciting donations and bidding on items. Since its inception, the auction has raised more than $5.4 million to support SOBC’s life-changing year-round sport programs for people with intellectual disabilities, and the empowering work of the New Car Dealers Foundation of BC. Funds raised in this year’s auction will help SOBC reopen programs in 55 communities throughout this province. This support will play a critical role in renewing all of the friendships and opportunities that matter so much to our athletes, who are still too often forgotten and left behind by society. “For me, personally, Special Olympics really has made a huge impact in my life, and without you supporting us, I wouldn’t be who I am today!” said SOBC-Surrey athlete Susan Wang. Many SOBC athletes knew the pain of loneliness long before COVID-19. The pandemic cut them off from regular access to a Special Olympics community that is critical to their health and happiness, and many athletes are still missing the vital social connections created through in-person Special Olympics programs. “The pandemic has been really hard for a lot of us athletes. We’re not able to see our friends as much or able to play all the sports we love. We also can’t go and see our coaches. We’re limited. It’s been really hard,” said SOBC-Cowichan Valley athlete Julie Black. For many athletes with intellectual disabilities, Special Olympics is the only place

Signals Magazine July–September 2021

SOBC-Surrey athlete Susan Wang was all smiles after earning a bronze medal at the 2017 Special Olympics World Winter Games in Austria!

SOBC-Quesnel athlete Matthew Hender says Special Olympics has helped him develop confidence and improve his physical fitness.

where they have friends, where they are active and healthy, and where they are first and foremost seen for their abilities and talents. “Special Olympics is very important to me because it is what got me out of my shell. Without Special Olympics to build up my confidence, I think my life would be pretty different right now,” said SOBCQuesnel athlete Matthew Hender. We sincerely appreciate everyone who helped make the 2021 New Car Dealers Foundation / Special Olympics BC Auction a big success! “I’d like to give a big thank you to the supporters! Many of our other athletes, we say that your support makes a big difference in our lives. This makes us feel special, so you make us feel special. And that’s coming from the bottom of our hearts!” said SOBC-Creston athlete Frances Collison.

• $5,000 Cash Donors Bannister Automotive Group, Jim Pattison Auto Group, and W.P.J. McCarthy and Company Ltd.

Huge thanks to: • Silent Auction Sponsor First Canadian Insurance; • Vehicle Donors BC Honda Dealers Association, Chevrolet Buick GMC Dealers of BC, and Pacific Toyota Dealers; • Media Sponsors The Province and Vancouver Sun; and

Special Olympics BC and the New Car Dealers Foundation extend sincere thanks to everyone who supported the 2021 auction, and look forward to another exciting event in 2022. To get involved, please contact Heather Maciver, SOBC Vice President, Fund Development & Communications, by email at hmaciver@specialolympics.bc.ca or on cell at 778-689-9275.

Heartfelt thanks to the dedicated members of the auction organizing committee. Every year they give countless hours of thoughtful and compassionate work in order to make this event a success. Thanks to: • Manse Binkley, Harmony Honda and Harmony Acura • Marnie Carter, Carter Auto Family • Heather Headley, Pacific Honda • David Jukes, First Canadian Insurance • Pamela Keith, Dueck Auto Group • Bill Mitchell, Carter Auto Family • Blair Qualey, New Car Dealers Association

Thank you to our valued auction supporters! FROM SPECIAL OLYMPICS BC AND THE NEW CAR DEALERS FOUNDATION

Vehicle Donors

Media Sponsors

First Canadian Insurance

BC Honda Dealers Association Chevrolet Buick GMC Dealers of BC Pacific Toyota Dealers

The Province Vancouver Sun

$5,000 Cash Donors

$1,000 - $3,000 Cash Donors

Bannister Automotive Group Jim Pattison Auto Group W.P.J. McCarthy & Co Ltd

Applewood Auto Group Auto West Group Capilano Audi / Volkswagen CDK Global Color Compass Corporation Dueck Auto Group Go North Surrey Greg Gardner Motors Harmony Acura Harmony Honda Laird Wheaton GM Park Shore BMW Precision Carriers

Silent Auction Sponsor

$1,000+ Item Donors Allwest Insurance Services Ltd. Big White Ski Resort Carter Auto Family Dueck Marine Division MacCarthy GM Revelstoke Mountain Resort Signature Mazda Wheaton Precious Metals

$250 - $500 Cash Donors Baker Tilly WM LLP Barnes Wheaton GM South Surrey Brian McLean Chevrolet CarGurus Chris Collins Training ULC Doak Sherriff LLC Downtown Tyee Chevrolet Buick Jenner Chevrolet Landmark Management Ltd. MCL McGill Carriers Michael Mason and Co. Ltd. Murray GM Okanagan Computer Products Recycling Top Grade Tire Recycling Inc. Unifirst Wheaton GM

SCRAP-IT achieved a major milestone in 2020 OVER 50,000 VEHICLES SCRAPPED IN BC!

WATCH THE 50,000 MILESTONE PRESENTATION ONLINE HERE

newcardealers.ca

SPONSORED CONTENT

WD Co-Auto supports your dealership by allowing you to focus on what matters. As a member of WD Co-Auto, you gain access to personalized direct programs, competitive prices for the products and services you use every day, and routine equipment maintenance. All of your dealership needs in one convenient integrated service solution.

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WITH SPECIAL THANKS

The New Car Dealers Association of BC would like to acknowledge these fine companies for their support of your association’s activities. OFFICIAL SUPPLIERS

Premier Partners

GOLD LEVEL

CADA 360 programs are unique. Each program is designed under the guidance of a dealer committee, and participating dealers become stakeholders in the programs. “It all comes back to you” is more than a tag line: it’s a guarantee to association members. The end result is a powerful combination of industryleading business solutions for health and wellness benefits and exceptional dealer representation. CADA also supports the development of automotive leadership through its partnership with the Automotive Business School of Canada. Learn more at cada.ca/web/cada/insurance/cada

First Canadian Financial Group is a national, privately chartered life insurance company that has been offering life and disability insurance coverage on consumer loans through automotive dealership financial service offices since September 1988. Since that time, the First Canadian Financial Group has been marketing its insurance, mechanical breakdown protection and protection product programs through automotive, RV and marine dealers across Canada with tremendous success. Learn more at firstcanadian.ca

CARFAX Canada, a unit of IHS Markit, is Canada’s definitive source of automotive information, delivering vehicle history, appraisal and valuation. Drawing on billions of data records from thousands of unique sources, its products enable used vehicle buyers and sellers to make in-formed decisions. Formerly known as CARPROOF Corporation, CAR-FAX Canada is dedicated to transparency, and is trusted to provide im-partial and comprehensive information to dealerships, vehicle manufac-turers, consumers, major auctions, governments, insurance providers and police agencies. Learn more at carfax.ca Cox Automotive is transforming the way the world buys, sells and owns and uses cars with industryleading marketing, software, financial, wholesale and e-commerce solutions for consumers, dealers, manufacturers and the overall automotive ecosystem worldwide. The global company has 34,000 team members in more than 220 locations and is a partner to more than 50,000 auto dealers as well as most automobile manufacturers. Learn more at coxautoinc.ca SCRAP-IT is a not-for-profit society, operating in both BC and Alberta. With a goal of improving the quality of the environment by creating clean places to live, it has successfully delivered provincial, federal and privately funded incentive/rebate programs for over 20 years. Contact: Nicki Lewis, Program Manager SCRAP-IT, Direct Line: 604-2275956, Office: 604-273-8552, Toll Free: 1-855-377-7717. Nicki@scrapit.ca. Learn more at scrapit.ca

SILVER LEVEL ADESA Vancouver’s auctions provide registered dealers, brokers, automobile manufacturers and rental agencies as well as corporate and government fleets with a complete vehicle marketing solution in British Columbia. Learn more at adesa.ca/vancouver

BRONZE LEVEL Michael Mason & Co. has been manufacturing and supplying for the automotive industry since 1967. It has products for every department within your dealership. Michael Mason & Co. fabricate products at factories in British Columbia, Canada. Learn more at michaelmason.ca

SiriusXM is the country’s leading entertainment company. SiriusXM creates and offers commercial-free music, premier sports talk and live events, comedy, news and exclusive talk and entertainment. SiriusXM is available in vehicles from every major car company, smart phones and other connected devices as well as online. Learn more at siriusxm.ca

The New Car Dealers Association of BC is a proud member of the Canadian Automobile Dealers Association (CADA). The CADA is the national association representing new car and truck dealers. Acting as the voice of the dealers at the national level, CADA serves as an advocate to government, industry and the public.

Signals Magazine July–September 2021

ASSOCIATE MEMBER DIRECTORY Associate Members of the New Car Dealers Association of BC provide vital products and services to Dealer Members, allowing them to do business with greater cost effectiveness, environmental responsibility, and general efficiency. ACCOUNTING

PAYMENT PROCESSING, MERCHANT SERVICES

CIBC Commercial Banking

Baker Tilly WM LLP

Phil Lehn // 604-665-1318 // cibc.com

Masato Oki // 604-684-6212 // bakertilly.ca

First Canadian Financial Group

MNP LLP Accounting

Darren Johnson // 250.217.5955 // firstcanadian.ca

Darrell Endresen // 604-949-2088 // mnp.ca

General Bank of Canada

Moneris Michael Chung // 604-419-8202 // moneris.com

Marley Begg // 780-974-2829 // generalbank.ca

AUCTION SERVICES

iA Auto Finance

ADESA Auctions Canada John Macdonald // 604-232-4403 // adesa.com

EBlock

Denise Buott // 905-815-9510 // iaautofinance.ca

Industrial Alliance Insurance and Financial Services Inc. John Eadie // 604-882-8220 // salgroup.com

Nicole Sergio // 416-853-5626 // edealer.ca

Manheim Auto Auction Company (Cox Automotive Canada) Jack Sulymka // 905-875-3522 x5441 // manheim.com

Mubasher Faruki // 604-454-2234 // bcit.ca/transportation

Georgian College (Automotive Business School of Canada) Joe Lauzon // 705-728-1968 x1234 // georgiancollege.ca

RBC Automotive Finance Group Aaron Young // 604-656-2965 // rbc.com/canada.html

Scotiabank Western Dealer Finance Centre Karen Stetz // 800-268-0762 // scotiabank.com

TD Auto Finance

Leader Auto Resources LAR Inc.

Richard (Rick) Bessex // 778-628-7458 // TDFS.com

IDENTITY THEFT AND FRAUD SERVICES

NCM Kory Suppes // 913-401-2311 // ncmassociates.com

DMS PLATFORMS

Patronscan

Greg Wallin // 778-838-0639 // cdkglobal.com

Trader Corporation

TIRE STORAGE

TOOL SUPPLIER Snap-on Ray Lavender // 416-662-9951 // snapon.com

Chad Polski // 877-778-9798 x703 // patronscan.com

Canadian Black Book

INSURANCE SERVICES

CDK Global

CarGurus

Carolyn Gilmour // 877-216-2510 x141 // coasttirestorage.ca

Fab Biagini // 604-688-7208 // zlc.net

DEALER 20 GROUPS

Shawn Vording // 866-835-8612 x2966 // carfax.ca

Coast Tire Storage

ZLC Financial

Mike Reid // 780-468-9552 // wdcoauto.com

CARFAX Canada ULC

Randy Shepherd / 403-999-8854 // autotrader.ca

HEALTH BENEFITS

Western Dealers Co-Auto

RESEARCH AND SHOPPING WEBSITES

Lexi Lipton // 617-315-1137 // ca.cargurus.com

Janette Tooley Andrade // 905-264-7022 // consolidateddealers.com Bob Grewal // 778-773-1727 // larnet.com

Radius Security

Ande Kuric // 604-687-8300 // flre.ca

John Hiscock // 416-288-7800 // scotiabank.com/scotiadealeradvantage

Consolidated Dealers Co-Op

PROPERTY SECURITY

Frontline Real Estate Services

Scotia Dealer Advantage

CO-OPS

Hamish Marshall // 778-835-3715 // onepersuades.com

REAL ESTATE SERVICES

Stephanie Day // 604-806-5300 // lgm.ca Catalina Baciu // 778-231-8383 // nbc.ca

BCIT - School of Transportation

One Persuasion

Mike Baxter // 604-232-2405 // radiussecurity.ca

LGM Financial National Bank

AUTOMOTIVE SCHOOLS

PRINT AND DESIGN SOLUTIONS

Richard Phillips // 905-413-7601 // canadianblackbook.com

AllWest Insurance Services Renee Nielly // 604-733-7383 // allwestins.com

Commander Warehouse Equipment

George Schaeffer // 519-317-3400 // reyrey.com

HUB International Insurance Brokers

Brad Daws // 604-574-5797 // commander.ca

Serti Information Solutions

Wayne LeGear // 604-269-1944 // hubinternational.com

Reynolds and Reynolds

Insurance Insight

Nadine Harvey // 514-493-1909 // serti.com

E-CHAT AND ONLINE TEXT SERVICES Kimoby Alex Wojcik // 877-248-0204 // kimoby.com

ENTERTAINMENT SOLUTIONS

Neal O’Donoghue // 866-603-8666 // insuranceinsight.ca

Optiom

Mario DeGrace // 403-629-2953 // sxmdealer.ca

ENVIRONMENTAL PROGRAMS

Dealer Solutions North America NextGear Capital (Cox Automotive Canada)

SHK Law Corporation

Jack Sulymka // 905-875-3522 // canada.nextgearcapital.com

Smart Program Inc.

FINANCIAL SERVICES

Eric Kazenbroot // 604-445-4405 // peakapparel.com

Peak Apparel

OFFICIAL NCDA BILL OF SALE PROVIDER

Calla Financial Services

Leanne MacKinnon // 604-921-4048 x122 // callafinancial.ca

New Car Dealers Association of BC

Jack Sulymka // 905-875-3522 // us.dealertrack.com Rick Kingdon // 778-245-1041 // dealersolutionsna.com

Michael J. Weiler // 604.336.7423 // ksw.bc.ca

OCCUPATIONAL HEALTH AND SAFETY

Bradley Warren // 604-417-0229 // bmo.com

Shannon Newman // 905-290-6414 // coxautoinc.ca

LEGAL SERVICES

Nicki Lewis // 604-273-8552 // scrapit.ca

BMO - Bank of Montreal

Cox Automotive Canada DealerTrack

Roderick McCloy // 604-684-0727 // shk.ca

SCRAP-IT

Kim Normandin // 514-394-1955 x508 // solutionsmedias360.com

Michelle Wong // 800-613-3705 // optiombc.com

KSW Lawyers

Sirius XM Canada

Consultant Auto 360

Jerrod Lucas // 780-975-3412 // thesmartprogram.ca

VAuto (Cox Automotive Canada) Jack Sulymka // 905-875-3522 // vauto.com

VinSolutions (Cox Automotive Canada) Jack Sulymka // 905-875-3522 // vinsolutions.com

Michael Mason & Co.

Xtime (Cox Automotive Canada)

Steve Batchelor // 250-384-7304 // michaelmason.ca

Jack Sulymka // 905-875-3522 // xtime.ca

NCDA_BC

NewCarDealersAssoc

NCDA_BC

newcardealers.ca

Do your service providers protect your best interests? The answer is yes, if you’re with CADA 360.

CADA 360 products were created to protect your best interests. Each is a leader in its field, because the dealer committee members make sure it addresses dealer needs: • • • • •

Employee Benefits Garage Insurance Group Home and Auto Insurance Retirement Savings HR Automation

Most importantly, CADA 360 products fund CADA advocacy. Recent CADA advocacy includes COVID -19 support and protection, fighting auto tariffs,

improving recall legislation, and protecting dealers from tax on insurance commissions. CADA’s legal action committee supports members on precedent-setting issues. CADA research and reports help dealers make better decisions. CADA 360 has been helping Canadian dealers succeed for more than 70 years. And when you buy CADA 360, you fund CADA advocacy. No other products provide this protection for your business.