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

TR E

SPRING 2022 ISSUE

Leading the Charge: Can BC lead the way to a cleaner future? FEATURE STORY:

Supply Chain Disruptions “Like nothing we’ve seen before.” - Everett Einarson, Family Ford

ALSO INSIDE › Looking Ahead With the VSA › Car Buzz: Powering Into the Future › ”Ridiculous increases:” EV Interest Surges › Cyberbreaches: Steps to Mitigate Risk › Member Benefits: Help is on the way! NEW CARS SOLD IN BC

2022

JAN 11,613 MAR 14,776 FEB 12,139 YTD 38,528

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CONTENTS

INSIDE THIS ISSUE

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 over 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

COLUMNS

Read more about the presentation here.

I recently had the opportunity to address a meeting of dealer association executives from across North America about the roadmap to success that has positioned British Columbia as a leader in electric EV sales. Speaking to delegates attending the Automotive Trade Association Executives EV Summit at the annual National Automobile Dealers Association (NADA) Convention in Las Vegas, I shared the story of BC’s electric vehicle evolution, revealing how the notion of EVs making a dent in BC’s new car market was unthinkable a dozen years ago, and how today, the province leads the way with the highest per-capita sales of electric vehicles in North America (reaching 13 per cent of all new light-duty vehicle sales in BC for 2021). What is now known as the Clean BC Go Electric Vehicle Rebate Program has enjoyed significant success. Mild interest and 500 vehicle purchase rebate transactions occurred in 2013 compared to more than 18,000 transactions in 2021, despite challenges associated with the pandemic and supply chain issues. The success has been the result of focusing on three pillars: point-of-purchase rebates; access to charging stations; and ongoing education and awareness about the benefits of EV ownership. Another key element has been the partnership and collaboration with industry, government and utility companies, including charging station suppliers and energy producers.

2030 federal emissions reduction plan: targets without clear pathways In March, Canada’s environment minister tabled a plan to reduce greenhouse gas emissions by 40 to 45 per cent below 2005 levels by 2030. In response, industry reiterated that it is fully committed to decarbonizing its products, but noted the announcement lacked clarity around already-announced commitments for ZEV purchase incentives and charging stations or new funding required to encourage Canadians to purchase EVs. At a national level, industry has worked to form the “Road to 2035: Destination Zero Emissions” (roadto2035.ca) where the key factors required for consumers to adopt EVs are outlined.

Federal luxury tax The federal government recently released the draft text of its proposed Federal Luxury Tax, inviting input from various stakeholders. Our national association, CADA, has communicated to the government that inflationary pressures make this the worst time to enact a new tax. We have questioned the logic of a tax of vehicles that by most consumer standards would not be considered luxury—and the inclusion of trucks and SUVs, which is not in keeping with the original Liberal campaign focus that was specific to “luxury cars.”

NCDA economic impact study One of the most important tools the NCDA

has to reinforce the value for its 400 new car dealer members is the Economic Impact Study prepared by MNP. The NCDA has reached out to members to participate in the study—thanks to all those who responded.

Auction for Athletes The 2022 Auction for Athletes launched with a new look and brand, running March 31 to April 5. My thanks to all the auction sponsors and donors, and to everyone who bid on the hundreds of items, making a difference to empower Special Olympics athletes with intellectual disabilities, and help the New Car Dealers Foundation of BC award automotive industry grants and scholarships.

NCDA annual meeting goes on the road to Victoria We are pleased to announce that the NCDA will hold its annual meeting of members (in person and virtually) in Victoria on June 1. The AGM will be held in the morning before the NCDA’s Legislative Day with government, including a show of EVs parked out in front of the Legislative buildings. Stay tuned for details of the in-person and virtual meetings. Sincerely,

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

2022 New Car Dealers Foundation of BC Board of Directors

John Wynia Acting Chair

Heather Headley Past Chair

Marnie Carter Founding Chair

Anthony Lunelli Treasurer

Blair Qualey President & CEO

HARBOURVIEW VW NANAIMO

PACIFIC HONDA N. VANCOUVER

CARTER AUTO FAMILY

KELOWNA SUBARU

NCDA

Ryan Jones

David Jukes

Moray Keith

John MacDonald

MARV JONES HONDA MAPLE RIDGE

FIRST CANADIAN FINANCIAL GROUP

DUECK AUTO GROUP VANCOUVER/RICHMOND

ADESA RICHMOND

James Carter

Amanda Chrinko

CARTER GM N. SHORE

WESTWOOD HONDA COQUITLAM

Joey Prevost

Sharon Rupal

Peter Sia

MACCARTHY MOTORS TERRACE

OPENROAD LEXUS PORT MOODY

NORTHLAND NISSAN PRINCE GEORGE

newcardealers.ca

NEW MEMBERS

Welcome to Our New Members BC Dealers

Associate Members

ISLAND HONDA

CANADIAN WESTERN BANK

Island Honda is a Honda dealer serving the Courtenay area and offering a wide selection of new, pre-owned and certified Honda vehicles. Island Honda services all makes and models of vehicles and offers all warranty approved regular service. islandhonda.ca

The CWB Auto team specializes in automotive commercial lending and is uniquely positioned to meet the needs of clients across Canada. The bank aims to build relationships by asking the right questions and understanding the industry. Its financial experts offer comprehensive business and personal banking services and products for any situation. For more information visit cwbank.com or contact: Gus Masi, CPA, CMA, AVP & Group Lead, Automotive Finance Group, Canadian Western Bank at Gus.Masi@cwbank.com or 403.570.3200.

JACK CARTER GROUP: JACK CARTER NORTHSTAR KIMBERLEY The dealership is a full-service GM dealership serving the Kimberley, BC area. The store is part of the Jack Carter Northstar group of dealerships serving the Creston, Fernie, Kimberley and Cranbrook area. kimberleygm.com

NCDA members provide vital products and services to dealer members, resulting in greater cost effectiveness, environmental responsibility and general efficiency.

PASSTIME GPS CANADA Based in Burnaby, BC, PassTime GPS Canada is a leading provider of awardwinning GPS solutions. For more than 25 years, it has served the automotive industry—from in-house finance dealers to finance companies, credit unions and banks to franchise and independent dealerships to fleet managers—helping customers connect their vehicles, protect their assets and grow their businesses. For more information, contact: Sophie Callander, Director of Operations at scallander@passtimegps.com or 604.437.3023, ext 234.

FC Drive

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Signals Magazine April–June 2022

Regional Manager - BC / YT • 1-250-217-5955

MEMBER BENEFITS

Membership has its Benefits Help is here for new car dealers!

New

Legal Action Fund for NCDA Dealer Members

The Legal Action Fund was established to provide financial and/or legal assistance to dealers or dealer groups in proceedings before courts and tribunals, where the outcome of the proceeding would have a substantial impact on the dealer body as a whole. The case must involve significant legal principles that are of interest to most, if not all, dealers. The fund is financed by contributions from NCDA member associations and dealers. The fund provides resources for the NCDA and its members to pursue cases that may significantly affect dealer interests. For more information and how to apply, contact the NCDA office (by phone: 604.214.9964 or by email: bqualey@newcardealers.ca).

Bill of Sale Forms with Michael Mason The NCDA, in partnership with its official supplier Michael Mason, has developed exclusive legal and copyrighted protected bill of sale documents (electronic formats are available now) for use by members. Using these forms provides peace of mind to dealerships and their customers. Examples of forms include: • Bills of sale: Temporary use agreements (loaner and courtesy vehicles) • Buy-ins and demonstrator vehicles: These forms are available to member dealers only. For any questions related to Michael Mason, please contact the NCDA office ((email us: info@newcardealers.ca) or contact Michael Mason directly via phone at 1.250.384.7304/1.888.882.6688 or email at office@michaelmason.ca. For more information, visit michaelmason.ca.

Save On Payment Processing The NCDA has a preferred pricing program available only for member dealers through Moneris Canada. The rate reductions are significant on processing fees. Realize your savings today on transaction fee rates. Contact a Moneris rep and get your account updated—if you are not currently working with Moneris, we can help too (contact our office for further information by email: info@newcardealers.ca or phone: 604.214.9964). Moneris is Canada’s largest provider of innovative solutions for mobile, online and in-store payments, processing more than one in three transactions. Serving businesses of every size and industry, Moneris offers hardware, software and solutions to help transform the way businesses grow and operate, in payments and beyond. Jointly owned by BMO and RBC, Moneris provides a wide range of services to BC’s new car dealers. For more information, visit moneris.com.

NCDA and WorkBC Collaboration: Hiring Tool The NCDA, in collaboration with WorkBC Employment Services, continues to offer an employment tool for members to assist with hiring needs. Dealers are being connected with their local WorkBC Centre for support with recruitment. To get support with your hiring solutions, NCDA has created a template to gather important details about member job openings in a quick and effective way. This information will be shared with the local WorkBC Centres. The WorkBC Centre staff understand the local labour market and can help members find qualified job seekers. If you have job openings you are looking to fill, please contact the NCDA office (by email: info@newcardealers.ca or by phone: 604.214.9964). newcardealers.ca

GOVERNMENT ADVOCACY

BC LEGISLATURE WIRE

Spring with the BC Government The latest from the Legislative Assembly in Victoria The BC legislature’s spring session is under way, and it is turning out to be another busy year on the government relations front for the NCDA. To start the spring session, Premier John Horgan’s government presented its Throne Speech, outlining the government’s agenda for the coming year, including its response to the COVID-19 pandemic and outlining longterm economic recovery programs. BC Minister of Finance Selina Robinson introduced the 2022 provincial budget in February.

One of the goals of the new legislation is to pave the way for greater employment opportunities with higher wages, and attract more people to consider a career in the trades.

The budget has nearly closed the gap on the forecasted deficit, now projecting a deficit of $483 million, significantly less than the $9.7 billion projected in 2021. Spending is up significantly over the next three years. Nearly $5 billion is set aside in contingency funds. The budget provides additional funding for pandemic recovery, health care, mental health and addictions, childcare, and climate change and related disasters, such as future emergencies, emphasized by last year’s floods and wildfires. Important for the NCDA, the 2022 budget includes renewed funding of $79 million for the CleanBC Go-Electric rebate program and zero-emission vehicle incentives. As well, funding for charging stations, a PST exemption extended to used ZEVs and an increase to the luxury tax threshold on passenger ZEVs (from $55,000 to $75,000) were included. The province also addressed the sustainability of the funding of the CleanBC Go Electric rebate program by transitioning the source of funding of Go Electric light-duty vehicle rebates to BC Hydro. Rebates will be funded by revenues BC Hydro generates from selling low-carbon fuel standard credits. Funding available each year may differ as credit prices are determined within the market, but are estimated at $249 million over three years. In other news, Premier Horgan appointed Josie Osborne as the minister for the newly formed Ministry of Land, Water and Resource Stewardship. Nathan Cullen takes over Osborn’s vacated spot as Minister of Municipal Affairs.

Government programs and consultations

Photo by Nick Kenrick

Signals Magazine April–June 2022

Minister of Advanced Education and Skills Training Anne Kang and Parliamentary Secretary for Skills Training Andrew Mercier have tabled new legislation to modernize the crown agency responsible for trades training. The new legislation will transform the Industry Training Authority (ITA) into SkilledTradesBC and expand the apprentice

to certified journeyperson programs to an initial 10 programs, including mechanical, electrical and automotive trades. This will increase the standards and lift the reputation of the trades by recognizing trades workers’ in-demand skills and experience. One of the goals of the new legislation is to pave the way for greater employment opportunities with higher wages, and attract more people to consider a career in the trades. On the vehicle insurance side, ICBC has reached out to the NCDA and others to be part of a consultation around potential changes to the lessor/lessee framework. Currently, BC is the only province that does not allow a lessee to purchase a vehicle licence and insurance for a leased vehicle without authorization from the lessor. Generally, the lessee arranges and pays for the vehicle licence and insurance for a leased vehicle, while the lessor must provide written authorization for the lessee to conduct these transactions on the lessor’s behalf. Making the lessee the licence holder and insurance policyholder reduces administrative burdens for both lessees and lessors. ICBC is consulting on ways to make it easier for lessees to conduct transactions involving the licensing and insurance of their leased vehicles, and to enable ICBC’s online services for lessees.

Legislature news In other business, the recent changes to COVID-19 restrictions mean in-person meetings, activities and events are slowly returning to Victoria. As a result, the NCDA is planning to host its annual Ride & Drive Electric Vehicle event at the front of the Legislative buildings on Wednesday, June 1. The NCDA’s government outreach continues to build relationships with government and opposition MLAs, and it will be highlighting the economic impact and employment that NCDA members are providing in all 87 ridings across BC. With restrictions easing and a hope for a return to normal, there will be more and more opportunities to meet in person. Stay tuned.

VSA INSIGHTS

Looking Ahead with the VSA

Q&A A Q&A with VSA President Ian Christman BY BLAIR QUALEY

Signals sat down with Ian Christman, appointed as the president of the VSA in December 2021. We talked with Ian about his transition from registrar to president and what is in store for the VSA in the coming year.

Signals: Ian, thank you for agreeing to be interviewed for this edition of Signals. Ian Christman: Thanks Blair. I appreciate the opportunity to speak with your members. S: So, when exactly did you become the president at the VSA? IC: My first day was December 9 and my first board meeting was December 16. I hit the ground running. S: Why did you decide to apply for the role? IC: I felt I made great contributions as the registrar, and it was time to use my other skills and abilities in leading the VSA. I had observed various other organizations evolving to meet changing expectations from consumers, industry and government, and changing best practices in overseeing industry regulation. With my skills and experience, as well as history and established relationships, I will be able to lead the VSA into its next chapter, while also providing a sense of continuity for the organization. S: Are you enjoying the role so far? IC: Very much so. I am focussing on getting the staff the tools and resources they need to deliver on the mandate, while ensuring a good customer experience. We are already making some great strides in adding value to stakeholders in what we do. S: Can you explain some of the things that are happening in the next year to add that value you speak of? IC: Absolutely. We updated our database system in the fall of 2020.

We will next start working on enhancements to improve our online functionality—such as fully automating online applications. Another project is our online alternate dispute resolution process. The first part of that process is implementing an online guided pathway for consumer information. Consumers will answer some key questions and then be provided information that allows them to try and resolve their concerns with the dealer first. If that fails, there will be an opportunity to use an online dispute resolution process. Due to feedback from the industry and consumers, our website will be revamped to be more intuitive and user-friendly. Next, we asked the BC Ombudsperson to review VSA processes and make recommendations to enhance the fairness of those processes. By the time this article is published, 95 per cent of those recommendations will be implemented, with the remainder to be completed shortly. We are always looking for ways to improve. We are starting work to enhance our metrics and data analysis and publicly reporting on the work we do through our dashboard metrics project. We will be starting annual surveys of the industry and consumers of the services the VSA delivers. S: It sounds like you have a lot going on next year. Any final words for our members? IC: We welcome the opportunity to hear from your members about concerns they have. We recently established the email address feedback@mvsabc.com to hear from those we serve. We may not be able to action all feedback, but we appreciate and welcome it, and we will provide a response. newcardealers.ca

INDUSTRY ROUND-UP

Canada’s Automotive Associations Launch Road to 2035 Coalition Plan for Canada to hit target of 100 per cent zero-emission vehicles in 2035 Canada’s leading automotive industry associations—the Canadian Automobile Dealers Association, the Canadian Vehicle Manufacturers’ Association and Global Automakers of Canada—are launching a new initiative aimed at helping Canadians understand what it will take for Canada to achieve its zero-emission vehicle (ZEV) sales targets. The Road to 2035 outlines the investments and policies required for Canada to achieve 50 per cent ZEV sales by 2030 en route to reaching 100 per cent ZEV sales in 2035. The initiative brings together stakeholders in the transition to electrification to develop a comprehensive plan for governments at all levels. The Road to 2035 website can be viewed at www.roadto2035.ca A central message of the new campaign is to make clear that for Canada to achieve the target for all new light-duty cars and passenger trucks sales to be zero-emission by

2035, more ambitious government action is required to enhance consumer incentives, invest in charging infrastructure, build consumer education, and create an electric vehicle battery supply chain. “The transition to 100 percent ZEV sales will be a massive societal transition that will require government leadership and programs as well as a shift in societal barriers. It will require federal/provincial cooperation to avoid competing and potentially counterproductive approaches,” said Tim Reuss, president and CEO of the Canadian Automobile Dealers Association. The Canadian Automobile Dealers Association (CADA) is the national association representing new car and truck dealers. Its 3,200 members are represented in nearly every community and collectively employ 160,000 people across the country. The Canadian Vehicle Manufacturers’ As-

sociation is the industry association that has represented Canada’s leading manufacturers of light- and heavy-duty motor vehicles for more than 90 years. Collectively its members operate five vehicle assembly plants as well as engine and components plants, and have over 1,300 dealerships. Some 136,000 jobs are directly tied to vehicle assembly in Canada. Direct and indirect jobs associated with vehicle manufacturing are estimated at over 792,000 across Canada. Global Automakers of Canada (GAC) is the national industry association representing the Canadian interests of 15 leading international automakers. The members are committed to meeting the mobility needs of Canadians by providing greater consumer choice, offering leading-edge safety and environmental technologies, while eliminating unnecessary regulatory and trade barriers. Continued on page 13

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Powering Into the Future

From high-end to iconic, these new vehicles are driving into tomorrow 2022 Mercedes EQS 580 The 2022 Mercedes-Benz EQS is the first model in the Mercedes-EQ family based on the company’s all-new modular EV architecture—and it’s likely a first look at the future of new Mercedes. In its top-of-the-range model, the dual-motor EQS 580 4MATIC, there are over 40 new inventions and 20 new design applications. As the most aerodynamic production car in the world, the EQS is the all-electric member in the iconic S-class range, full of luxury features and finishes, and an impressive amount of technology. One major highlight is the MBUX Hyperscreen, a massive 56-inch OLED infotainment/ instrument screen. With over 516 hp and 631 lb-ft of torque (combined), it blasts from zero to 100 km/hr in 4.3 seconds, while offering one of two futuristic soundscapes, which add pantomime to the otherwise silent electric car experience. This cutting-edge luxury and technology doesn’t come cheap, though, and the EQS starts at $146,500.

2022 Jeep Grand Wagoneer Limited Jeep fans will be happy with the return of the Wagoneer nameplate, this one with a full-sized three-row luxury flagship model. Loosely based on the award-winning Ram pick-up truck, the “Grand” Wagoneer is the higher-end model, competing against the Cadillac Escalade. The less-expensive Wagoneer aims to compete with the Chevrolet Tahoe and Ford Expedition. With abundant luxury fittings and technological features filling a generous interior, the Grand Wagoneer can seat the whole family in comfort, and keep everyone entertained with its high-tech features. Four-wheel independent air suspension keeps the ride comfortable, and the handling is impressive for the Jeep’s size. With 471 hp from a 6.4-litre V8, it can also tow all the toys, up to a best-in-class 9,850 pounds, although drivers pay for the power at the pumps. The Grand Wagoneer starts at $101,995.

2022 Hyundai IONIQ 5 Hyundai’s futuristic-looking IONIQ 5 model is an electric crossover that’s all new from the ground up and an intended sub-brand. While the IONIQ name will apply to more upcoming EVs, the 2022 “5” is the first to arrive. Think of it as a tall hatchback with a very roomy cabin and a quiet ride. Based on the E-GMP platform like Kia’s EV6, the styling is inspired by the original Hyundai Pony, with a unique parametric pixel design—a jewel-like pattern being applied to the headlights, taillights and wheels—that will brand the IONIQ into the future. Despite the futuristic appearance, the eco-friendly, tech-abundant interior is user friendly. Acceleration is quick and handling is agile, especially with the dual motor version producing 320 combined horsepower (239 kW) powered by a 77.4 kWh lithium-ion-polymer battery. The top-of-the-line preferred AWD long-range version of the IONIQ, with the ultimate package (pictured), tops out at $57,725 before tax/ rebates. The base model RWD (58 kWh battery) starts at $46,951. newcardealers.ca

TRENDS

Leading the Charge: Can BC Lead the Way to a Cleaner Future? Yes, but not necessarily with higher EV adoption BY BRUCE CAMERON, BLACK PRESS WRITER British Columbia boasts about its green record for good reason. In 2008, BC was the first North American jurisdiction to introduce an economy-wide carbon tax. Two decades later, BC continues its environmental leadership, with the highest adoption of electric vehicles on the continent (13 per cent). “Many climate experts say this is the leading climate plan in North America. I’m going to do my best to ensure we remain world-leading, Canada-leading,” said George Heyman, BC’s minister for environment and climate change in 2022. A combination of factors makes BC one of the greenest places on the continent. Most crucially, we have an abundance of clean hydroelectric power. We also have a large population of energy-conscious consumers willing to invest in green technology. And underpinning it all, successive Liberal and NDP governments have established ambitious targets and

mandates to reduce emissions. Some of the notable milestones include Harbour Air, which, supported by the CleanBC Go Electric Advanced Research and Commercialization program, launched the world’s first commercial all-electric seaplane. Victoria-based Gregory C. Marshall Naval Architects continued the environmental trend-setting in 2022, building the world’s first large commercial all-electric catamaran. “BC is sailing ahead toward a low-carbon technological revolution,” said Bruce Ralston, minister of energy, mines and low carbon innovation, when he announced nearly $1 million support for the all-electric catamaran. But the transition to zero-emission transportation will require more than innovations in electric seaplanes and catamarans. Massive investments in vehicle charging infrastructure are needed from both the government and private sector. In March, the BC government said it will spend $8.5 million on 650 stations over the next five years. That’s on top of a federal

government announcement of $400 million to extend charging stations across Canada. But critics argue that even these welcome investments fall short. If the aggressive targets set by BC’s ZEV Act are to be met (10 per cent light-duty EVs by 2025, rising to 30 per cent by 2030 and 100 per cent by 2040), the industry insists that millions of charging stations must be built, or about one for every 10 EVs on the road. And they are urging the federal government to not simply keep the $5,000 per vehicle consumer rebates in place (which Prime Minister Trudeau confirmed recently in Victoria), but to extend those rebates to more expensive electric SUVs and trucks, and increase the rebates substantially per vehicle. With all the talk of ZEVs being the wave of the future, it is easy to ignore small but growing concerns about the rush to build electric vehicles. Media coverage of the environmental toll from building and using EVs is growing. The New York Times recently noted, “As electric cars and trucks go mainstream,

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they have faced a persistent question: Are they really as green as advertised?” Mining for rare materials (the essential building blocks for EVs) is taking a heavy toll on the earth, especially in places like central Africa. And depending on where you plug in your new EV, the GHG reductions—compared to an internal combustion engine—may be small. In some places where coal powers electric generation (Virginia and Pennsylvania in the US, Alberta in Canada), the environmental benefits of an EV are reduced substantially. It may not be fashionable to say, but it’s conceivable that the demise of the internal combustion engine has been overstated. In a June 2021 article in in Motortrend called “How Gasoline Engines Can Survive in an Electric Car Future," writer Ryan Lugo pointed out that continued improvements to gas-powered engines could extend their life indefinitely, by increasing octane levels to 98 and deploying what the industry calls smart cylinders. And then there is one of BC’s most famous environmental innovations, the Ballard Fuel Cell, the brainchild of Geoffrey Ballard. Established in 1979, Ballard Power Systems still operates in Burnaby as well as China, the US and Europe. A privately held spin-off company

focuses on hydrogen fuel cells, a promising form of transportation propulsion because the emissions are simply water vapour. So why are we not all rushing out to buy a hydrogen fuel cell vehicle? Hydrogen can be highly unstable, making it potentially dangerous. Technical solutions have been developed to handle and ship it more safely, but the challenge remains of how to extract it from natural gas or water without using too much energy. Fortunately, BC has a lot of relatively clean hydro power. Mark Kirby, president and CEO of the Canadian Hydrogen and Fuel Cell Association, thinks hydrogen is a perfect solution for BC, saying, “Canada is fortunate in that we not only have a leading fuel-cell sector centred in BC, but also leading hydrogen technology and production companies.” In a “back to the future” moment, Paul Ronney, an engineering professor at the University of Southern California, explains that “while many scientists are exploring ways to make cheaper fuel cells, my research takes a different approach: improving the feasibility of internal combustion engines that use hydrogen.” The future may lie in realizing the potential of past discoveries, like hydrogen as a fuel source, an innovation introduced right here in BC.

Industry Round-up Continued from page 13

Looking ahead: a new podcast A new podcast focused on the future of the automotive industry in Canada and the future of the automobile in our society has launched, put on by the Global Automakers of Canada. The podcast is available at the GAC website, at the From Here to Where webpage (www.fromheretowhere.ca) or on Apple or Google podcasts. From climate change and the emission reduction imperative to better ways of moving people and goods around, the industry is rapidly evolving with a future that is not entirely clear. Part educational, part advocacy, “From Here to Where” will interview those in the industry and outside of the industry that can provide insight on the many changes impacting the industry. If you have any thoughts, comments or topics that you’d like to have explored on future episodes, contact dadams@globalautomakers.ca. If you are interested in being a guest on the podcast or sponsoring the podcast, contact auto@globalautomakers.ca.

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Supply Chain

DISRUPTION: “Like Nothing We’ve Seen Before” BC dealers forced to adapt to keep new car customers happy

Empty showroom at Family Ford.

BY JOHN ATKINSON, BLACK PRESS WRITER Dealerships across BC have been forced to adapt like never before to the pandemic-led supply chain disruption, taking many extra steps to keep customers happy. Factors such as lower production output, a major shortage of microchips, BC floods and even the truckers’ protests in Ottawa have all played a part in creating a new normal for companies selling new cars across the province. Anthony Lunelli, dealer principal at Kelowna Subaru, says the collective challenge facing his dealership has been unprecedented. “We’ve never seen a situation like this before,” said Lunelli. “I’ve spoken to dealers

“Right now 60 per cent are pre-sold, whereas previously it was 10 per cent.” Everett Einarson from Family Ford.

Signals Magazine April–June 2022

who have been in business 30-plus years and they’ve never experienced this. We’ve had recessions and uncertain economies in the past, but nothing quite like this pandemic.” More specifically, Lunelli added, the supply chain issues have put a strain on wait times for new cars. Whereas customers would normally have minimal to no wait times for vehicles, some are now experiencing up to five-month delays. And the semiconductor microchip shortage, exacerbated by a major fire at the Naka, Japan production plant just over a year ago, has been most prominent. “The microchip shortage has put the great-

est strain on the supply chain as it’s reduced the number of vehicles that can be produced,” said Lunelli. “COVID-19 slowed sales to a virtual stop at the start of the pandemic, while the BC floods also caused a delay in transport for a few months.” To keep customers happy during this trying time, Lunelli said, open communication has been crucial. “We notify customers right away if there is a further delay on their vehicle. We’re always up front about the situation and do our best to relay information and updates.” How long does Lunelli think it will take for normal service to resume? “Most of us thought this spring we’d see a more normal flow of vehicles coming in with our inventories getting replenished this fall/winter. However, with the microchip shortage ongoing, it’s hard to say when things will return to normal. We hope sometime next year.” Lunelli also said the lessons Kelowna Subaru has been forced to learn have been invaluable. “We’ve learned that you can’t take things for granted,” he noted. “You have to be able

“After 36 years in the business, I can tell you the learning process never ends. But you must adapt to changes as they come—even more so with the electrification of vehicles already happening. Be prepared for change and adapt as necessary.” Brian Musgrave from Rainbow Chrysler.

to change your direction at short notice. In the past, we’ve always planned ahead for sales, events and many other things. Now we can make a plan but constantly have to change and adapt like never before. You just have to accept that things are rapidly changing.” In northern BC, Brian Musgrave, owner and general manager of Prince Rupert’s Rainbow Chrysler, said the supply chain disruption had “drastically affected their sales operation.” “The pandemic was the first challenge, but with a combination of a great team of employees, understanding customers and some government support we weathered the storm,” he said.

“We then had the microchip shortage, which is by far the biggest challenge the automotive industry has seen—more so than the impacts of the 2007/2008 bankruptcies— and it continues on with no end in sight.” Strategies implemented by the Rainbow Chrysler team included limiting sales orders to what was possible to build, and living the motto “sell what you can see and buy what you can see.” He added, “On the parts side, we’ve also increased stocking levels so we’re more prepared for shortages.” Musgrave believes there will be a new normal—and that adapting to change going forward is key. He also says “plan for the worst

and hope for the best.” “The automotive industry has personally treated me well,” he said, “but after 36 years in the business, I can tell you the learning process never ends. But you must adapt to changes as they come—even more so with the electrification of vehicles already happening. Be prepared for change and adapt as necessary.” On Vancouver Island, Everett Einarson, operations leader at Family Ford in Parksville, said supply chain disruption had mainly affected the firm in three ways: an increase in factory orders; a decrease in F150-F450 truck stock; and a significant rise in the value of used cars. Continued on page 16

WE’VE GOT YOU COVERED Protect your dealership with trusted legal counsel We can assist you with: • Employment Contracts

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Supply Chain Disruption Continued from page 15

“Our factory orders have been way up, people coming in and ordering cars. Right now 60 per cent are pre-sold, whereas previously it was 10 per cent. For the F-series trucks, we normally have 30 on the property and, as of today, I only have one new truck in stock. It’s been this bad for about six months.” He added: “And because of a limited supply of new vehicles, used values have gone up. In some cases used vehicles are selling for new prices of two years ago.” Einarson said the supply chain disruptions were caused by the BC floods, a pandemic-led reduction in factory output, the semiconductor microchip shortage and even the truckers protesting in Ottawa. “The fire at the factory in Japan was huge, eliminating all those chips. While, globally, people spent more time at home so personal computing microchip requirements soared and absorbed those available.” Einarson agreed the recent situation has been a first for the industry: “I’ve been doing

Microchip

this for 26 years and have never gone through this before.” Uniquely, to help keep its customers happy and on-board during these disruptive times, Family Ford Parksville has employed a consumer experience coach. “It’s part of a global Ford initiative and helps to ensure we provide the maximum guest experience. We realize how valuable our customers are right now.” Family Ford has also trained its salespeople to become vehicle acquisition specialists and take advantage of the surge in used-car demand.

What’s keeping your dealership compliant?

“We task them with also sourcing and buying cars: going out to the community to purchase used vehicles so we can resell them.” Einarson believes the “new normal” will evolve for every dealership and says his crews will retain some of the services they incorporated during the pandemic, including remote loan signing and having “rock-solid processes for factory orders on new vehicles.” He signed off by saying the number one lesson learned was: don’t panic. “When you have good people looking after good people, it always seems to work out.”

Your system, if you have CADA 360 HR Automation. CADA 360 HR Automation automates manual, repetitive tasks such as onboarding, health and safety training, and time and attendance management. It also reduces paperwork and human error, and saves time. CADA 360 also funds CADA advocacy. No other products provide this protection for your business. Call 1-800-463-5289, or visit cada.ca.

Signals Magazine April–June 2022

”Ridiculous increases”

Greater Victoria car dealerships see surge in EV interest

BY JANE SKRYPNEK, BLACK PRESS MEDIA Electric and hybrid vehicle sales have been on the rise for years, but a spring spike in gas prices has driven interest in them to unprecedented levels, dealerships say. Ben Jillings, finance manager at Victoria Hyundai, said the dealership has been taking EV/hybrid orders at about double the rate they normally would since the end of February. This included 85 in the four days leading up to March 15 alone. “We’ve seen some ridiculous increases,” he said. The jump coincided with record-breaking gas prices, driven skyward by Russia’s war on Ukraine and subsequent bans on the purchasing of Russia’s oil. On March 2, gas prices leapt 15 cents from 179.9 to 194.9 cents per litre in Greater Victoria. Less than a week later, prices hit 208.9

cents per litre at most stations. The effect on car sales was almost instantaneous. Representatives at local Hyundai, Toyota, Nissan and Kia dealerships told Black Press Media that people are calling them and coming into their showrooms like never before, and the first words out of most of their mouths are “fuel prices.” Brad Ostermann, general manager at Kia Victoria, said approximately 35 to 40 per cent of their sales are typically on EV/hybrid vehicles. That has risen to about 75 per cent. He said Kia’s latest electric vehicle is so popular they have to schedule appointments for people to test drive it several days out. “It’s mind boggling to us,” he said. In general, new car dealerships don’t actually have many EV/hybrids in stock. It’s normal for them to factory-order vehicles for individual buyers, but a combination of pandemic-induced global supply chain issues, recent

trucker protests that blocked the Canada-US border, chip shortages, November’s floods, and now increased demand, means the wait time can be long. Much of this applies to gas/ diesel vehicles as well. Dealership representatives said EV/hybrid buyers are waiting anywhere between one and 18 months for delivery, depending on the model. Toyota’s product advisor and Nissan’s sales manager both said they’ve stopped taking orders on their new hybrid and electric SUVs for the year because they’re so popular. None of them are concerned that long wait times could deter buyers—EV/hybrid sales have been on the rise for years. “I think Victoria has always been a hotbed for electrification,” Ostermann said. Rising gas prices are simply giving hesitant buyers the final push over the fence. —This story first appeared in the Peninsula News Review

We’re so happy to see you! Our Dealer Relationship Managers are on the road again! We’re excited to visit your dealership and find even more ways to help you grow your business. Our dedicated credit and sales teams are also here to support you remotely at any time, to find the right solution for almost every circumstance. Contact us today. 1-855-TDAUTO1 (1-855-832-8861)

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LEGAL LINE

Cyberbreaches: Victims Get a Win

A cybersecurity incident or a data breach typically has significant financial, operational and reputational repercussions on victim organizations. Given their increasing sophistication and skyrocketing numbers, these incidents are also increasingly more costly. For businesses with high public visibility, such as car dealerships, where much of the customer experience resides online, and customers’ personal information is retained by the dealership, any system breach or website downtime risks expose dealerships to extensive losses, whether in customer relations, cyber ransom payments, insurance premiums or foregone sales opportunities. In addition, the increasing complexity of multi-stage attacks carried out across multiple jurisdictions can create serious difficulties. Even when identified with confidence, offending parties responsible for the attacks can be operating outside of our borders, sometimes in permissive environments. To date, they have rarely been brought to justice. However, a recent decision gives cause for optimism. In this case, authorities were able to identify the offending party and seize his assets in order to make restitution to his victims. This provides dealerships with a powerful incentive, not only to ensure they have proper systems in place to deal with cyberbreaches, but also to report incidents to their insurers, and the authorities, as soon as a breach is detected. On February 1, 2022, in one of the first judgments of its kind, the Court ordered a Canadian citizen residing in the National Capital Region to make restitution to his victims. The defendant was a prolific affiliate of the NetWalker ransomware cybercrime group. Ransomware is a form of malware designed

Signals Magazine April–June 2022

Matthew Wansink

Ayse Gauthier

Dealerships can take a number of steps to mitigate cyber risk

BY AYSE GAUTHIER, SENIOR LAWYER, MONTREAL, AND MATTHEW WANSINK, SENIOR ASSOCIATE, VANCOUVER

to encrypt files on a victim’s device, allowing attackers to demand a ransom payment, typically in virtual currency, in exchange for decryption.

This provides dealerships with a powerful incentive, not only to ensure they have proper systems in place to deal with cyberbreaches, but also to report incidents to their insurers, and the authorities, as soon as a breach is detected. Organized cybercrime groups such as NetWalker, which operate with a “ransomware as a service” model, franchise their capabilities to interested attackers who become their affiliates. Furthermore, using data theft in addition to encryption is a method of “double extortion.” Even where an organization has viable backups to recover its data, it also faces the threat of having its information leaked or sold online. The defendant was arrested in January 2021 as a result of the joint efforts of the RCMP and the FBI. Following his arrest, the defendant cooperated with the RCMP and gave a statement detailing his criminal activities involving Canadian victims. He admitted that he was involved in ransomware attacks that caused millions in damages in Canada, even without taking into account the unquantifiable commercial, competitive, and reputational losses to the victims. Importantly for his victims, authorities were able to seize over $1 million of the

defendant’s cash, in addition to 720 bitcoins (worth over $34.5 million at the time of sentencing). The defendant pleaded guilty to five counts of offences, including mischief and theft of computer data, extortion, the payment of cryptocurrency ransoms and participating in the activities of a criminal organization. He was sentenced to seven years in prison. In addition, the Court ordered that the amounts seized from the defendant be used as restitution payments made out to the organizations that were victims of his actions. While only a few of the thousands of ransomware victims in Canada are receiving restitution, this case nevertheless represents good news for organizations, as authorities have proven their ability to identify offending parties, making it possible to obtain a criminal conviction and restitution. Until recent years, law enforcement was typically less involved in cyber incidents. This case illustrates progress in this area and how vital law enforcement’s efforts are for victims. Dealerships can take a number of steps to mitigate their cyber risk such as ensuring that their employees are educated as to best practices and threat identification, conducting a risk assessment to determine vulnerabilities and building an incident response plan. In addition, in the event of a cyberbreach, working with experienced breach counsel can help dealerships mitigate losses, risk of regulatory investigations and lawsuits. Finally, it is important to note that the Canadian Centre for Cyber Security has recently warned the Canadian cybersecurity community to bolster its awareness of and protection against Russian state-sponsored cyber threats. Given the fast-evolving situation with respect to global sanction measures on Russia, visible and high value organizations, such as new car dealerships, facing a potential ransom payment to a threat actor must be all the more vigilant in their due diligence and sanction checks.

For more information on cyber incidents, or if you have suffered a cyberbreach, please contact Clyde & Co Canada LLP’s Cyber Risk Team. Email: Ayse.Gauthier@clydeco.ca

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Attracting and Retaining Dealership Talent How benefits can shape your recruiting and retention efforts In today’s highly competitive labour market, differentiating your organization and being an employer of choice is critical to success. Among the tools dealerships can leverage is an employee benefits solution that showcases your commitment to employee wellbeing. When an organization is known for focusing on employee wellbeing, taking into consideration mental and physical health, financial wellbeing and career pathing, employees are more willing to stay, refer others and strive to do their best every day. As a proud CADA 360 program partner, let HUB show you how a personalized benefit plan can support you and your business.

ees need most in terms of financial wellbeing—from financial literacy education, such as basic budgeting, to programs to support savings efforts beyond retirement savings, including paying down debt or saving for a large purchase. HUB benefits consultants can pave the way toward greater understanding of your employee base and how to deliver financial wellness.

Diversity, equity and inclusion (DEI)

Financial wellbeing

Promoting DEI helps an organization become more well-rounded and drive positive outcomes. While many employers say they support DEI, few have a plan to achieve these goals. DEI requires an in-depth evaluation of how benefits are encouraging or hampering your organization’s goals. Understand the effectiveness of your current benefits solution and how HUB can help you better attract and retain talent. Our benefits consultants perform in-depth workforce data analysis, identifying groups beyond age parametres and applying insights to deliver benefits that increase engagement. With health and wellbeing of employees a top priority, having expert guidance and decision support in this area is critical to protect and nurture your organization’s most important asset—your people.

Workers face tremendous pressure in managing finances and debt, and that pressure represents a tangible hit to productivity and engagement. To increase engagement, you’ll want to figure out what your employ-

To learn more, contact Wayne LeGear: 604.269.1944, E: wayne.legear@hubinternational.com, hubinternational.com

Personalize your benefits Personalized benefits aren’t just about more options, they’re about providing the most relevant options for specific employee segments, and improving how they engage, access and experience benefits. HUB’s expertise can help determine what benefits will make a difference, digging deep into the numbers beyond typical employee demographics. This is where HR data analytics and workforce persona analysis come into play.

newcardealers.ca

CLEANBC GO ELECTRIC

PROGRAM UPDATES

ZEV Uptake Booming British Columbians are embracing zero-emission vehicles (ZEVs) faster than any other jurisdiction in North America, with ZEVs representing 13 per cent of all new light-duty vehicle sales in BC last year, according to the province’s 2021 Zero-Emission Vehicle Update.

January - March* 2022 Top 5 Applicant Ci8es of Paid Out

Top 5 Applicant Cities Paid Out Claims Claims - Lower Mainland 700

700 525

Top 10 Paid Out Vehicles January-March* 2022 Tucson PHEV 104 Outlander 129

Wrangler 99

January - March* 2022 Top 5 Applicant Ci8es of Paid Out 610 Claims - Lower Mainland 484 610

Niro BEV 87

525 350

484

240 350 175

182

175 0

Prius 144

ID.4 197 220

Model 3 1549

Mach-e 217

Surrey

Vancouver

Surrey

Vancouver

108

54 54

55 0

Prius Niro BEV

Burnaby

Coquitlam

108

110 55

ID.4 Wrangler

Richmond

Burnaby

213

165 110

Mach-e Tucson PHEV

Richmond

January - March* 2022 Top 5 Applicant Ci8es of Paid Out Claims - Outside Lower Mainland 213 - March* 2022 Top 5 Applicant Ci8es of Paid Out January Claims - Outside Lower Mainland

220 165

IONIQ 5 288

IONIQ 5 Outlander

182

313 240

Kona 143

Model 3 Kona

313

Nanaimo

Kelowna

Victoria

Abbotsford

Chilliwack

Victoria

*March 2022 is subject toKelowna reconcilationChilliwack adjustments. Abbotsford Nanaimo

Top tips for accurate dealership submissions Follow the tips below to ensure an efficient payment process. • Are you using the latest forms? Check the NCDA program website regularly to ensure you are using the latest forms by clicking on the links below (bookmark them): Dealer Application Checklist Letter of Received Rebate • One-rebate limit: Individuals can only receive one rebate during the life of the program. If you are unsure about your customer’s availability, please contact us to verify it. If a ZEV is being considered for a trade-in on the purchase of a new ZEV, it is a best practice before completing the deal to determine if the customer has met the 12-month ownership requirement. For more information, please check our policies here. • Fifteen-day cut off: CleanBC applications must be submitted within 15 days of the date of sale/lease, in order to be eligible for funding. In order to avoid late submissions, we suggest appointing a main CleanBC contact staff person in your dealership (this person should also train someone else as a backup) in charge of submissions, following up and tracking of payments, etc.

Signals Magazine April–June 2022

• MSRP limit: If the price of the vehicle, as it appears on the binding contract, is greater than $55,000, please provide the OEM invoice/ window sticker to confirm that the trim’s base MSRP of the vehicle is equal to or less than $55,000. For the program purposes, optional accessories and other fees (such as destination, documentation, etc.) do not affect the vehicle’s eligibility for the rebate. As long as the vehicle model and trim level are included in the list of eligible vehicles, and the trim level’s MSRP is equal to or lower than $55,000, the vehicle is eligible.

New

New eligible vehicles added to the program for the first time: • 2022 Polestar 2 (1 trim) • 2022 Kia EV6 (3 trims) • 2022 Toyota Mirai FCEV (1 trim)

Continued and updated year and trims: • • • •

2022 Toyota RAV4 Prime PHEV (2 trims) 2022 Ford Mustang Mach-e Select (2 trims) 2023 Mini Countryman 2023 Mini Cooper SE BEV (3 trims)

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Canadian Automotive Outlook Step aside, COVID-19, there’s a new risk in town BY THOMAS FELTMATE, SENIOR ECONOMIST, TD ECONOMICS As the pandemic seems to be moving toward our rearview mirrors, the question on the automotive industry’s mind is how all this will affect production and sales in the coming year. Canadian vehicle sales started the year on a relatively somber note, with monthly sales averaging 132,000 units per month through February. This is 12 per cent lower than 2021 levels and 21 per cent below the pre-pandemic cadence in 2019. Semiconductor shortages, the spike in the Omicron variant, tight dealership inventory and even the border blockades are all to blame for the recent weakness. So where does this leave us for the year? The answer will depend on the outlook of North American auto production, which was severely restrained over the last year due to the global semiconductor shortage. Industry experts and semiconductor manufacturers predicted supply pressures could start to ease mid-year, which would help auto production normalize to pre-pandemic levels. In fact, we already started to see pressures ease toward the end of last year, when auto

production was just eight per cent below year-ago levels—an improvement from prior months, where it was over 30 per cent below previous year levels! Of course, this was before the Omicron wave, border blockades and Russia-Ukraine developments. Omicron is likely to have a less dire impact on supply chains than the Delta variant, due to increased vaccination rates across Southeast Asia, a key player in the semiconductor supply chain. With respect to the border blockades, the impact on North American production was sharp but brief, lasting roughly a week. As automakers aim to make up for lost output over the coming months, the overall hit to quarterly production is likely to be negligible. This leaves the conflict between Russia and Ukraine, which quickly became the single biggest risk threatening the semiconductor recovery. Ukraine is a global supplier of neon gas and krypton, while Russia is a major producer of palladium—all key inputs used in the manufacturing of semiconductors. Removing these supplies from the global market for an extended period will certainly dash any hopes of auto production—and by extension, sales— normalizing to pre-pandemic levels in 2022.

Considerable uncertainty remains, without a straightforward road ahead. However, once production normalizes, Canadian vehicle sales should return to an annual level of at least two million units. Currently, sales are expected to come in at 1.7 million in 2022, which, while consistent with last year, is still below the pace required to meet replacement demand and a growing population. If the forecast is realized, this will be the third year in a row sales come in below trend, creating considerable pent-up demand in the market. The expectation is that a significant portion of these delayed purchases will be pulled through once production normalizes. When that occurs, it remains heavily dependent on the evolution of the pandemic as well as a simmering in current geopolitical tensions. As the auto industry deals with recent challenges, TD Auto Finance has evolved to continue to meet the needs of its business partners and helped dealers structure financial solutions for almost every circumstance.

For more information, contact: tdafsales@ td.com.

Over 53,000 Vehicles Scrapped in BC!

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DRIVING INSIGHTS | Do Customers Care About Dealership Groups?

Here’s How to Make Them Care BY THE RESEARCH & INSIGHTS TEAM AT CARFAX CANADA Dealership groups suggest that by pooling the resources of many dealerships, they can offer their customers benefits beyond the capabilities of a single store. We wanted to know: how appealing are these potential benefits to vehicle buyers? Do car buyers even recognize a dealership group when they see one? After reviewing the websites of many large dealership groups, we found 15 common benefits that groups used to entice potential car buyers to visit one of their stores. Then, we put these benefits to the test, asking over 2,000 recent new and used car buyers to tell us: “Which of the following characteristics of a dealership group would make you think one of their dealerships is a good place to buy your next vehicle?”

What’s a dealership group anyways? While most people working in the car business could quickly name a few dealership groups, do vehicle buyers know what they are? After reading a description of what a dealership group is, we found that only 63 per cent of new car buyers and 56 per cent of used car buyers were familiar with the concept. While groups may have additional benefits for customers, these all

come with the slight issue that customers may still need someone to explain what a group is for them to fully understand it.

What vehicle buyers love about groups Regardless of whether they know what a dealership group is, vehicle buyers love to hear they can save money, so it’s no surprise that a dealership group being able to lower costs tops the list of preferred Continued on next page

Keep customers for a lifetime Leverage CARFAX Canada’s trusted brand to drive customers back to your dealership throughout their lifetime of vehicle ownership. With CARFAX for Life, service reminders and exclusive email offers bring customers back to YOU, helping to increase service revenue and build customer loyalty.

To learn more, visit go.carfax.ca/service. 22

Signals Magazine April–June 2022

Province Turns Attention to Hydrogen Projects BC Hydrogen Strategy includes 63 actions British Columbia is establishing an office to rapidly expand hydrogen deployment and to streamline projects from proposal to construction. And the timing is great for Toyota’s release of its new hydrogen vehicle, the Mirai XLE FCEV, which was recently added to the CleanBC Go Electric Vehicle Rebate Program. The Toyota Mirai XLE FCEV has an electric range of 647 kilometres, starts at $54,990 and qualifies for the full $3,000 BC rebate. The BC Hydrogen Office will work with federal and local governments to help attract investments and simplify the multi-jurisdictional review and permitting processes. This investment is a key pillar of the StrongerBC Economic Plan, which the government says will help BC compete and thrive in an ever-changing global economy. There are already 40 hydrogen projects proposed or under construction in BC with more on the way. These projects represent $4.8 billion in proposed investment in the province. Many are small or medium-sized

projects to provide local hydrogen supply or solutions, but some are major investments, including some of the largest proposed green hydrogen-production projects in the world. Like all major energy projects, hydrogen projects are complex and require engagement and co-ordination across multiple levels of government, agencies, regulators, First Nations and stakeholders. Hydrogen projects also do not fit into existing federal or provincial regulatory frameworks. Developing a domestic market and retail delivery infrastructure will encourage hydrogen deployment in BC. A 2019 provincial hydrogen study showed that by 2050, BC could expect hydrogen to provide a positive, $2.5-billion impact to the province’s annual gross domestic product, in-

cluding economic activity from the domestic use and export of hydrogen and 3,750 new jobs in the province. Given BC’s proximity to export markets, it could capture a significant portion of the global hydrogen market, estimated to be worth more than $305 billion by 2050. In 2021, British Columbia became the first province in Canada to release a comprehensive hydrogen strategy. Part of CleanBC, the B.C. Hydrogen Strategy includes 63 actions for government, industry and innovators; the strategy’s immediate priorities include scaling up production of renewable hydrogen, establishing regional hydrogen hubs and deploying medium and heavy-duty fuel-cell vehicles.

Driving Insights Continued from previous page

qualities. After that, buyers like having access to more inventory or the ability to compare different brands that catch their attention. Another popular item occurs around groups suggesting their staff have training and follow processes, so customers know they’ll be working with a team of professionals. Finally, familiarity is important; although many people don’t know what a group is, there is still benefit in having a familiar name that’s been around for a long time.

After reading a description of what a dealership group is, we found that only 63 per cent of new car buyers and 56 per cent of used car buyers were familiar with the concept. How to promote your dealership group While all of these are great benefits, customers aren’t likely ready to hear about them all at once. We’d recommend that you combine two to three of these statements together, depending on what a customer is trying to do:

If they’re on your homepage, help them know you’ll have the right car because of your large inventory and multiple brands. If they’re looking at a specific vehicle, remind them how being part of a group means you can offer the best price and they can confidently buy because of how well your group trains all their sales staff. Perhaps most importantly, this research shows that being in a dealership group could really make a difference for a new store. With customers saying your group being in business for a long time and having a recognizable name will make your stores more appealing, any new store under a group banner is going to immediately have more credibility. This would normally take decades to build independently. Customers do care about your dealership group, and that group’s reputation can make a big difference to your bottom line. If you want to see how all 15 benefits ranked, check out the full list from our Automotive Remarketing Canada conference presentation.

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 you won’t find anywhere else. Get more insights at carfax.ca/ insights. newcardealers.ca

SPONSORED CONTENT

Overtime and the Salaried Employee A closer look at what the Employment Standards Act says

BY JESSE DUNNING AND CHRIS DRINOVZ, KSW LAWYERS EMPLOYMENT & LABOUR GROUP

Employment Standards Branch investigations Over the last couple of months, we have been assisting our clients with an increased number of audits and investigations done by the BC Employment Standards Branch (the “ESB”). Some of the audits started off as a single complaint but then turned into an audit of the company’s entire workforce for general compliance with the Employment Standards Act. In conducting these audits, the ESB has the power to compel any record from the employer, speak to witnesses, including other employees, and even physically attend the workplace to inspect records and investigate.

Some of the main focus areas of the audits are: • overtime pay (especially around workplaces with informal agreements around hours, banked time and salaried employees), • vacation pay, and • statutory holiday pay.

Overtime and salaried employees Overtime for salaried employees can be an area of confusion for workers in BC. Many assume that because an employment contract sets out a fixed salary for the year, the employer is not required to pay the employee for overtime worked. This assumption is incorrect and can lead to significant problems in the employment relationship. Unless an employee is in one of the select categories of employees that are excluded from hours of work and overtime requirements under s. 34 of the Employment Standards Regulation, or is working under a valid averaging agreement or a variance, a salaried employee is entitled to overtime under the Employment Standards Act if they have worked more than eight hours in a day, or more than 40 hours in a week. An employee is also entitled to time-and-a-half pay if they have not provided with at least 32 hours in a row free from work each week.

Signals Magazine April–June 2022

As the Employment Standards Act sets out minimum standards for employment contracts in British Columbia, employees and employers cannot contract out of these obligations. This means that even if a salaried employee has agreed that overtime cannot be paid, they are not not bound by this agreement, and can seek to recover unpaid overtime through the Employment Standards Branch. With salaried employees, the amount of overtime is determined by calculating a nominal hourly rate, based on how many hours they would have to work at full-time employment to achieve their salary. Because both employees and employers are often unaware of the requirement to pay overtime for salaried workers, it is possible for significant unpaid overtime to accrue without anyone realizing it, for up to a year.

Enforcement through investigations The scariest thing is that if the breach is company-wide (or departmentwide), during an investigation the Employment Standards Branch can order compensation to be paid for the entire affected workforce even if only one person complained and nobody else has issues. If you are contacted by the Employment Standards Branch regarding an investigation, it is important that you obtain legal advice from experienced employment lawyers right away. Our group has been successful in assisting clients reach settlements to reduce the financial impact of these audits, and we are here to help. In addition, as always, we recommend being proactive about protecting your business. If you are an employer concerned that you have salaried employees (or dependent contractors) who have been working significant amounts of unpaid overtime, it is important that you speak with a qualified workplace lawyer regarding your situation— get in touch with Chris Drinovz at cdrinovz@kswlawyers.ca with any questions.

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SPECIAL OLYMPICS BC SNAPSHOT

2023 Special Olympics BC Winter Games Coming to Kamloops Athletes in eight different winter sports gearing up for well-loved competition The 2023 Special Olympics BC Winter Games will be hosted in Kamloops from February 2 to 4 next year, marking the fifth time Canada’s “Tournament Capital” has played host to provincial games for BC and Yukon athletes with intellectual disabilities. The 2023 SOBC Winter Games will star approximately 800 athletes with intellectual disabilities competing with pride in the eight SOBC winter sports: five-pin bowling, alpine skiing, cross country skiing, curling, figure skating, floor hockey, snowshoeing and speed skating. The participating athletes will be supported by approximately 250 volunteer coaches and mission staff. “Special Olympics BC athletes and volunteers cannot wait to come back together for the provincial games,” says Lois McNary, SOBC’s vice president of sport. “The joy surrounding these Games will be off the charts.” For many athletes, these Games offer the first opportunity to have the joy of travelling and being part of a team. SOBC Games give athletes the chance to be seen and celebrated for their abilities, which matters now, more so than ever, coming out of the isolation deepened by the pandemic. “I am excited that the 2023 Special Olympics BC Winter Games are coming to Kamloops,” SOBC–Kamloops athlete Joshua Trudell says. “It was an honour and fun to compete in the 2019 provincial winter games in Vernon. I made new friends, challenged myself with my skills, and made fun memories. I hope that I get a chance to compete in the 2023 SOBC Winter Games when they are in my own hometown, so friends and family can come and cheer me on.” There are many ways for new car dealers to get directly involved with the 2023 SOBC Games; they can become sponsors or take on a rewarding volunteer opportunity. The Games will need more than 1,000 people to help bring the event to life. Dealers and staff are invited to volunteer with the Games and feel the impact of their ongoing support in action. The 2023 SOBC Games competitors will pursue personal-best performances as well as chase the opportunity to advance to national and international levels of competition. Top performers in the 2023 SOBC Games will qualify to compete in the 2024 Special Olympics Canada Winter Games, which will be the qualifier for the 2025 Special Olympics World Winter Games. In winter 2022, Special Olympics BC athletes around the province participated in steadily reopening year-round programs, which are running with SOBC’s strong safety protocols in place. Athletes also gave their all in 2022 winter-sport regional qualifiers, where they competed to qualify for the 2023 SOBC Winter Games. Returning to competitions has been a joyful experience for Special

Signals Magazine April–June 2022

The Games will need more than 1,000 people to help bring the event to life. Dealers and staff are invited to volunteer with the Games and feel the impact of their ongoing support in action. Olympics BC athletes. They have had opportunities to challenge themselves, show their skills and develop meaningful friendships. They will have another chance to experience the thrill of competition with the SOBC Super Summer Series. In spring and summer 2022, the Super Summer Series will feature competitions in every single SOBC summer sport. “I enjoy competing in sports like track and field because I am doing the competition against athletes from another team in my division and knowing what my personal best time will be after the race,” says SOBC–Nanaimo athlete Miranda Orth. Learn more about the 2023 Special Olympics BC Winter Games at sobcgameskamloops.ca Dealers who would like to get involved in the Games are invited to contact Heather Maciver, SOBC’s vice president of fund development and communications, at hmaciver@specialolympics.bc.ca

PUT YOUR ONLINE SALES IN GEAR

Digital Retailing on Kijiji Autos puts your inventory in front of over 6 million shoppers every month. With the combined power of Cox Automotive, Dealertrack and Kelly Blue Book, this fully integrated solution is built to help you sell more, faster, with a streamlined online process that virtually drives itself.

STEP

Shop at Kijiji Autos

Customize payment

Evaluate trade-in

Apply for financing

Schedule a dealership appointment

Digital Retailing – Dealer Deep Dive STEP

Shop at Kijiji Autos

Shoppers can browse your inventory anytime on their phone, computer or tablet. Our Find Your Next Car process lets customers personalize their search according to their preferred vehicle make, model, maximum mileage and price. When your customer finds their new ride, they build their entire deal online.

Want to learn more or have any questions about Kijiji Autos Digital Retailing? Visit: Business.kijiji.ca/en/Kijiji-autos Email: kijijiautos@kijiji.ca

In the next issue we shift our focus to Step 2 of the Kijiji Autos digital customer experience: Customizing payment.

SPONSORED CONTENT

Proceed With Caution Factors to consider when paying an individual as a contractor Employers today are struggling to hire and retain top talent, and automotive industry is no exception. As a result, dealers are offering creative pay packages and structures. More dealership employees are requesting to be paid as independent contractors, either as an individual or via their own company, instead of being paid as an employee. These requests can come from a variety of positions like the finance and insurance office or sales. The idea is that this may allow employees to access more tax advantages such as deductions or deferrals. However, in many cases, this structure carries significant risk to both the dealer and the potential contractor. Dealers should be aware of the considerable risks they’re assuming if they pay an individual as an independent contractor. If the Canada Revenue Agency (CRA) later determines that this individual ought to have been classified as an employee, it can assess the employer for all unreported payroll remittances (CPP and EI), along with potentially significant interest and penalties. Other risks include possible liability for employee benefits, vacation pay, statutory pay and severance costs. Another structure that dealers may see is the request to pay an individual as a contractor via that individual’s company. While this may seem a convenient work-around to the risks mentioned above, it opens the dealer and the individual to risks that may be equally unattractive. The risk shifts more towards the individual, but

legal risks remain for the dealer: court assessments for unpaid employee benefits, pensions, severance and other costs. For the individual, if the CRA determines their business to be an incorporated employee arrangement, it’s considered a personal services business (PSB). This can lead to a tax treatment for the individual and the corporation that’s far more punitive than if they had simply been compensated as an employee. A PSB pays the highest corporate federal tax rate of 33 per cent plus the applicable BC provincial tax rate of 12 per cent. PSBs are also limited in the type of expenses that they can deduct—a limited list including meals, travel expenses and wages paid to the “incorporated employee” is allowable. A corporation would not be considered a PSB if it employs more than five full-time employees—a difficult test to meet in this circumstance. In any other situation, the shareholder would need to argue it has full control over their role at work, carry a risk of profit and loss (i.e.—can they lose money?), own their own tools, supplies, computers, etc., and aren’t integrated into the dealer’s operations. The above tests could be difficult to meet in the context of an individual working in a typical dealership operation. To learn more, contact Chris Schaufele, BC Provincial Dealerships Leader, at Chris.Schaufele@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

WITH SPECIAL THANKS The New Car Dealers Association of BC would like to acknowledge these fine companies for their support of the 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 industry-leading 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

CARFAX Canada, a unit of IHS Markit, is Canada’s definitive source of automotive information, delivering vehicle history, appraisal and valua-tion. 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 industry-leading 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. Learn more at scrapit.ca

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

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

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 Kijiji Autos has over 6M Unique visitors to its platform each month, making it Canada’s most visited online automotive marketplace. Our strategy of putting the consumer first has resulted in us building a robust and purposeful destination where Canadian’s feel safe to interact. Kijiji Autos makes sure your inventory is being noticed. No matter the size of your dealership, there is a package to help unlock its full potential. Learn more at kijijiautos.ca

BRONZE LEVEL 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 April–June 2022

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. Welcome to our new members! ACCOUNTING

Canadian Western Bank

Harv Craven Design

Baker Tilly WM LLP

Gus Masi // 403.570.3200 // cwbank.com

Harv Craven // 604-476-0435 // harvcravendesign.com

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

CIBC Commercial Banking

MNP LLP Accounting

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

Chris Schaufele // 604-542-6768 // mnp.ca

First Canadian Financial Group

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

EBlock

PROPERTY SECURITY Radius Security

Darren Johnson // 250.217.5955 // firstcanadian.ca

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

General Bank of Canada

REAL ESTATE SERVICES

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

iA Auto Finance Denise Buott // 905-815-9510 // iaautofinance.ca

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

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

AUTOMOTIVE SCHOOLS

RESEARCH AND SHOPPING WEBSITES

John Eadie // 604-882-8220 // salgroup.com

Canadian Western Bank

LGM Financial

Gus Masi // 403.570.3200 // cwbank.com

Stephanie Day // 604-806-5300 // lgm.ca

CARFAX Canada ULC

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

Catalina Baciu // 778-231-8383 // nbc.ca

Georgian College (Automotive Business School of Canada)

RBC Automotive Finance Group

Joe Lauzon // 705-728-1968 x1234 // georgiancollege.ca

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

CarGurus

Aaron Young // 604-656-2965 // rbc.com/canada.html

Scotiabank Western Dealer Finance Centre

CO-OPS

Karen Stetz // 800-268-0762 // scotiabank.com

Consolidated Dealers Co-Op Janette Tooley Andrade // 905-264-7022 // consolidateddealers.com

Leader Auto Resources LAR Inc.

Scotia Dealer Advantage John Hiscock // 416-288-7800 // scotiabank.com/scotiadealeradvantage

TD Auto Finance

Bob Grewal // 778-773-1727 // larnet.com

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

Western Dealers Co-Auto

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

Industrial Alliance Insurance and Financial Services Inc.

National Bank

BCIT - School of Transportation

Frontline Real Estate Services

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

Kijiji Autos Kristin Macintosh // 647-962-1510 // Kijiji.ca

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

TOOL SUPPLIER Snap-on

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

HEALTH BENEFITS

Ray Lavender // 416-662-9951 // snapon.com

DEALER 20 GROUPS

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

VEHICLE ALIGNMENT SYSTEMS

NCM

Hunter Engineering Dan Martin // 780-340-3456 // hunter.com

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

INSURANCE SERVICES

DMS PLATFORMS

Renee Nielly // 604-733-7383 // allwestins.com

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

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

Serti Information Solutions

AllWest Insurance Services HUB International Insurance Brokers

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

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

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

Optiom

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

Canadian Black Book

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

Consultant Auto 360 Kim Normandin // 514-394-1955 x508 // solutionsmedias360.com

Cox Automotive Canada Shannon Newman // 905-290-6414 // coxautoinc.ca

DealerTrack

ENTERTAINMENT SOLUTIONS

LEGAL SERVICES

Jack Sulymka // 905-875-3522 // us.dealertrack.com

Sirius XM Canada

Clyde & Co Canada LLP

Dealer Solutions North America

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

Matthew Wansink // 604.408.2022 // clydeco.ca

Rick Kingdon // 778-245-1041 // dealersolutionsna.com

KSW Lawyers

NextGear Capital (Cox Automotive Canada)

ENVIRONMENTAL PROGRAMS

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

SCRAP-IT

OFFICIAL NCDA BILL OF SALE PROVIDER

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

Michael Mason & Co.

EV CHARGING SERVICES

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

FLO

PAYMENT PROCESSING, MERCHANT SERVICES

Matthew Watkiss // (604) 340-6244

Moneris

FINANCIAL SERVICES

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

BMO - Bank of Montreal

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

Passtime GPS Canada Sophie Callander // 604-437-3023 x234 // passtimegps.com

Smart Program Inc. Jerrod Lucas // 780-975-3412 // thesmartprogram.ca

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

VinSolutions (Cox Automotive Canada)

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

PRINT AND DESIGN SOLUTIONS

Jack Sulymka // 905-875-3522 // vinsolutions.com

Calla Financial Services

One Persuasion

Xtime (Cox Automotive Canada)

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

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

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

New Car Dealers Association of BC

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.