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MAY—AUGUST 2019

CEV for BC Visits Victoria 10+ Clean Energy Vehicles on Display ALSO INSIDE

Western Dealers Head to Banff Countdown to 2020 Auto Show Lien Act Updates New Look and Feel of Signals

2019 CADA Laureate Winner for Business Innovation

Aziz Ahamed

Destination Auto Group, Burnaby SEE PAGE 16

A PUBLICATION FOR MEMBERS AND FRIENDS OF THE NEW CAR DEALERS ASSOCIATION OF BC PM40030593

NEW CARS SOLD IN BC

MAY 2019: 20,780 JUNE 2019: 19,730 YEAR TO DATE: 106,844


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CONTENTS

12 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.

Photo courtesy of BC Government

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 via phone, email, fax, or in person at our office in Langley, British Columbia. #380–8029 199 Street, Langley, BC V2Y 0E2 Tel: 604-214-9964 // Fax: 604-214-9965 newcardealers.ca // info@newcardealers.ca

New Car Dealers Association of British Columbia Blair Qualey President & CEO bqualey@newcardealers.ca Shakira Maqbool Senior Accountant & Office Manager smaqbool@newcardealers.ca

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Joshua Peters Manager, Member Services jpeters@newcardealers.ca Ofir Sapoznikov Membership and Operations Coordinator info@newcardealers.ca Roni Sapoznikov CEVforBC™ Program Administrator cev@newcardealers.ca

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Beatrice Francu Accounting Assistant accounting@newcardealers.ca

Vancouver International Auto Show Jason Heard Executive Director jheard@vanautoshow.ca Direct: 604-220-2725

New Car Dealers Foundation of British Columbia Christie Morning-Smith Community Relations foundation@newcardealers.ca Graphic Design Harv Craven Design harvcravendesign.com

818 Broughton Street, Victoria BC V8W 1E4 Tel: 250-381-3484 // 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. Canadian Publications Mail Product Sales Agreement No.40030593.

COLUMNS

FEATURED ARTICLES

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President’s Message

6

New Members

7

Industry News VSA Update

11 New Look and Feel — Signals Our quarterly publication receives some body work!

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Industry News BC IMPACT

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Industry News Property Assessments

10 Cars and Jobs 11 Member Benefits 14 Government Advocacy 17 Legal Line 22 Special Olympics BC 24 Community Driver Award 26 Partner Features 30 With Special Thanks

12 CEVforBC Visits Victoria NCDA was invited to display clean energy vehicles at the BC Legislature 15 UBCM Conference The NCDA to attend the 2019 Annual Union of British Columbia Municipalities Conference in Vancouver 16 Dealer Spotlight Aziz Ahamed of Destination Auto Group among the 2019 CADA Laureate Winners 19 Vancouver International Auto Show 2020 marks the 100th Anniversary and we have loads in store to celebrate 29 Remembering an Auto Icon Lee Iacocca was one of a kind

31 Associate Member Listing

newcardealers.ca

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PRESIDENT’S MESSAGE

News From the Front Seat BLAIR QUALEY PRESIDENT & CEO, NCDA

“We are continually faced by great opportunities brilliantly disguised as insoluble problems.” –LEE IACOCCA (OCT. 15, 1924 – JULY 2, 2019)

A short while ago, our national association, the Canadian Automobile Dealers Association (CADA), released its much-anticipated report, Driving the Road Ahead: A View into The Future of Canadian Automobile Retailing, authored by Chuck Seguin. The report, which looks out to 2030, was provided to the dealer members’ provincial associations across Canada to help dealers understand the trends and direction of the retail industry, which in turn will assist with their long-term planning. Fortunately, the report notes “this is a future where franchised new car and truck dealers continue to play an important, if albeit a different, role in the automotive retailing ecosystem than they do today.” As the report recognizes, dealers have enjoyed an increasingly active business environment over the last 10 years led by historically low interest rates. By 2030, the author anticipates, we will see at least one, if not two economic corrections. Political and economic uncertainty, trade challenges and global muscle flexing are wild cards no one can predict. “The road ahead will be very different from the road that got us here today,” states the report. “Driving that road will present dealers with new and different challenges, more than ever before, as the road twists and turns through parts unknown. There are headwinds on the horizon, coming from multiple directions that will chal-

lenge dealers as they navigate their future direction.” Disruptive forces will touch all dealerships regardless of size or location. It’s not a question of “if”—it’s a matter of “when.” So our Association is there for our members, to walk with them and to help them prepare as these inevitable changes and transitions unfold. According to the report, there will be a gradual and steady evolution in the way things are bought, sold and maintained throughout society, and auto retailing will not escape those trends. As we’ve seen in BC, a shift away from internal combustion engines is under way and the velocity of that shift will accelerate as we get closer to 2030. Since 2011, our Association has been at the forefront of the shift to EVs, administering the BC Government’s signature CEVforBC™ incentive program, operating the incredibly popular Green Ride ‘n’ Drives at the Vancouver International Auto Show, and publishing countless columns and articles on the exciting story of new technology in our industry, including EVs. The report points out that traditional automakers will remain in an extended period of reinvention and the fight of their lives for most of the next decade. Inconsistent government climate change regulation and the impact of global technology initiatives will have automakers caught in a “perpetual spin cycle” that will interfere with entrepreneurial instincts and decision making. Ad-

2019 New Car Dealers Association of BC Board of Directors

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Jeff Hall Chairman

Ryan Jones Vice-Chairman

James Carter Treasurer

Blair Qualey President & CEO

HALLMARK FORD

MARV JONES HONDA

CARTER GM N. SHORE

NCDA

Peter Heppner

Ben Lovie

Anthony Lunelli

PRESTON GM LANGLEY

OPENROAD AUTO GROUP

ANTHONY’S SUBARU KELOWNA

Signals Magazine May–August 2019

Jim Inskter Past Chairman

Mark Edmonds

Justin Gebara

FERRARI MASERATI OF VANCOUVER

COLUMBIA CHRYSLER RICHMOND

Peter Sia

John Wynia

Adam Hill

Erik Jensen

NORTHLAND HYUNDAI

HARBOURVIEW VOLKSWAGEN

LGM FINANCIAL SERVICES INC.

ROYAL BANK OF CANADA


ditionally, there will be new automaker entrants from Europe, China and India, as well as new entrants from outside traditional global automakers, and each will impact the auto retail landscape. For several years, and long before many other associations, the BC dealers group was reaching out, attending international meetings and events, building relationships with dealer associations and industry leaders from across North America, Asia and Europe. The goal has been to develop and nurture a network of contacts and sources of information, and support members as global changes wash up on BC’s shores. Our efforts in BC have not gone unnoticed. For several years, we’ve been invited by the Chinese Automobile Dealers Association to speak at its annual conference. I was honoured to attend their national convention with some of our board members in 2016 and 2017, and to share the great partnership we had forged with the BC government to lead the country in EV adoption. And in June this year, I was invited to speak on the same topic at the conference of the Auto Dealers Association of Newfoundland and Labrador. We’ve also been visiting our members around the province. Recently, we met with dealers in the Kootenays and discussed the challenges they face, especially given their proximity to the Alberta border and the fallout of several acid spills on local roads, which led to the biggest insurance claim faced by ICBC in its history. We also just toured dealers in the Comox Valley, learning about the concept for a new auto mall in Courtenay. In June, we provided testimony to the BC Legislature’s Finance and Government Service Committee in Abbotsford as it gathered input for the 2020 Provincial Budget. Our presentation focused on the burden that layers of taxation inflict on BC’s new car dealers; the need for continued funding for both the CEVforBC™ vehicle incentive program and strategic charging infrastructure; and continued investment in skilled trades training for automotive technicians, who are needed desperately across BC. The Association was pleased to sponsor the recent BC Chamber

of Commerce Conference, which gave us a platform to provide thank-you remarks to BC’s Finance Minister Carole James. Further conversations with Minister James discussed dealers’ challenges around the luxury and other taxes, PST issues related to offshore vehicles as outlined in the Peter German report on money laundering, and sustainable funding for EV incentives. Before I wrap up this SIGNALS message, I am delighted to share some exciting news about the upcoming 100th Anniversary of the Vancouver International Auto Show. We are incredibly honoured and excited that industry icon and global powerhouse Jim Pattison has agreed to be the Honorary Chairman of the show! Jimmy, along with other industry leaders, will hold a special, sixmonths-out, pre-show event on September 25 in Vancouver. Stay tuned for all the exciting developments in the coming months. And speaking of iconic dealers, we were thrilled to see that Aziz Ahamed of the Destination Auto Group was named a CADA Laureate Winner. And don’t miss our Dealer Spotlight in this issue, recognizing one of our Community Driver Award recipients—the Wolfe Auto Group. And finally, I want to invite all our dealer members to join the BC, Alberta and Saskatchewan associations for the Western Dealer Summit this September in Banff. Details can be found in this issue of SIGNALS or online at our website. As we prepare to send SIGNALS to the printer (and hope you enjoy the new look and feel of Signals thanks to our friends at Harv Craven Design and Black Press Media), I can’t help but reflect on the many issues outlined in the CADA report and what the future holds for our sector. But as I do so, I am reminded of the wise words of an industry icon we recently lost, Mr. Lee Iacocca, who once said, “We are continually faced by great opportunities brilliantly disguised as insoluble problems.” We look forward traveling down the road together with our members, uncovering the many great opportunities ahead. n bqualey@newcardealers.ca

2019 New Car Dealers Foundation of BC Board of Directors

Heather Headley Chair

John Wynia Vice-Chairman

Marnie Carter Founding Chair

John Chesman Treasurer

Ryan Jones

Moray Keith

Anthony Lunelli

MARV JONES HONDA

DUECK AUTO GROUP

PACIFIC HONDA

HARBOURVIEW VW

CARTER AUTO FAMILY

MCL MOTOR CARS

ANTHONY’S SUBARU KELOWNA

John MacDonald

Blair Qualey

Larry Ranger

Sharon Rupal

Zack Spencer

ADESA

PRESIDENT & CEO, NCDA

MSA FORD SALES TD.

OPENROAD AUTO GROUP

JOURNALIST

newcardealers.ca

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NEW MEMBERS 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 member! Reynolds Document Services provides documents and other products used in all areas of a dealership—from marketing services products used to attract and retain customers, to compliance-based products, which assist dealers in safeguarding their businesses, and thousands of products traditionally used within the dealership to support its daily activities. Reynolds is the one-stop shop for all of your automotive business needs. Contact John Caulfield, Regional Sales Director (Western Canada / Ontario) Tel: 519-317-3400 Email: john_caulfield@reyrey.com

Over 30,000

Family supporting BC jobs are supported by the NCDA.* That’s up 22% since 2010. *Economic BC Dealership Impact Study by MNP, 2018

BC’S NEW CAR DEALERS. DRIVING LOCAL ECONOMIES. OFFICIAL SUPPLIER TO THE

Financial Group

TRAINING & DEVELOPMENT Offering the most current and comprehensive program to support your F&I goals

John Romfo National Sales Manager • 1.250.308.1112 Darren Johnson Regional Manager • 1.250.217.5955 6

Signals Magazine May–August 2019

Get your Finance Department firing on all cylinders. Call us today!


INDUSTRY NEWS

VSA UPDATE that in addition to the newly created Director role, we also recruited for a new Director of Operations.

Introducing Our New Leaders

Introducing Our People LOREE GRAY PRESIDENT, VEHICLE SALES AUTHORITY Earlier in the year, I shared thoughts of my first six months as President and CEO of the VSA as well as our updated strategic focus for 2019. The focus areas for us included adding a Director of Compliance & Consumer Services to support the Licensing, Compliance and Consumer Services teams; developing a more transparent regulatory framework; evaluating and exceeding service quality standards; and establishing greater in-house IT resources. I’m pleased to share that we have been making great progress on these initiatives. In the past six months, we have completed consumer confidence and customer service surveys to generate insights into how we are perceived by the general public, as well as the licensees that we support within the industry. We’ve also identified a strategic technology partner to support our plans for digital transformation, beginning with an upgrade to our core platform, and re-framed our regulatory philosophy and enforcement guidelines to a “shareable” version. In addition to those outcomes, we successfully recruited a Director of Compliance and Consumer Services. In the meantime, long-time team member (and source of so much corporate memory) Doug Longhurst made the decision to retire to the beautiful Okanagan. This meant

I’m pleased to share that we have had two fantastic leaders join the VSA, each bringing a depth of experience and support to our team: Loraine Lee and Michelle Harrison. As our new Director of Compliance and Consumer Services, Loraine joins the VSA after holding several executive management positions in government. She has extensive experience in administrative law and strategic leadership of major legislative, regulatory and public policy projects. Throughout her career, Loraine has worked collaboratively with staff and external stakeholders to lead the development of new legislation and policy. While at ICBC, Loraine and her team implemented a wide range of road safety initiatives and designed a new appeal process following the transfer of driver licensing to the corporation. While working with the Liquor Distribution Branch, Loraine developed new legislation to streamline liquor licensing in BC and ensured licensing and enforcement was conducted in compliance with principles of natural justice and administrative fairness.   Loraine joined our team on April 29 to lead our Compliance, Licensing, and Consumer Services teams. She has already visited dealerships, participated in hearings and met with her diverse team to understand their needs. Loraine’s focus moving forward will be to build a framework and strategy to enable earlier resolution of minor consumer complaints, plus empower Licensing Officers with the tools and knowledge to make more informed decisions about the suitability of salesperson and dealer applications, all while maintaining service level standards for processing of applications. Lorraine is working to develop the facilitation, negotiation and mediation skills within the Consumer Services Team in order to reduce the responsibility of Compliance officers to resolve minor complaints between consumers and dealers. Exploring ways in which the responsibilities of the Compliance Officers can be adjusted to enable them to focus more on building effective relationships with dealers could include strategies such as the use of tech-

nology to automate inspection reports or the allocation of staff to specific issues, such as curbers and social media issues. In addition to Loraine, I’m please to share that Michelle Harrison joins the VSA as the new Director of Operations, bringing with her over 20 years of experience in the financial services and telecommunications sectors. Michelle’s experience includes a depth of experience in digital and technology transformation, as well as driving process simplification and improved customer experience. In addition, Michelle has been recognized by her peers and her direct reports as a supportive coach and mentor. Michelle started with the VSA on May 6 and has been diving in to create focus around process improvement and digital transformation. Key areas of focus for Michelle will be executing on the planned update to our core operating system, including the execution of a variety of process simplification activities that will benefit both our team and the industry. Michelle and her team are developing and executing on a digital transformation strategy to enhance our web experience and enable greater self-serve options for consumers and industry. Enhancing industry and consumer communications to drive greater consumer awareness and education is one of her priorities, while ensuring that our dealer partners have access to the information and resources they require to operate their businesses as effectively as possible. I want to acknowledge the enormous contribution that Doug Longhurst has made to the VSA over the past 14 years. Doug’s last day with the VSA was on May 10, 2019 and we certainly recognize the impact he made to the VSA and the vehicle sales marketplace over his tenure. Doug is known by many for his easy going, collegial style and for his passionate support of the industry as well as the VSA mandate. The VSA will miss him tremendously.

What’s Next? In addition to advancing these priorities, we continue to look at how best to support our staff with additional resources, new training and improved tools. At the same time, we remain committed to ensuring we support a healthy automotive sales marketplace for consumers and dealers. n loree@mvsabc.com newcardealers.ca

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INDUSTRY NEWS

BC IMPACT

There’s a New Thief in Town Car dealers have always been concerned about vehicles being stolen from their lots in the dead of night. Vehicles have traditionally been strategically placed at exit points to minimize theft. Key security was another concern that by now we hope has been addressed. We would like to introduce you to the newest thieves. They may meet your staff during the day. They appear to be a good customer. They may have reached out to you online to make arrangements for a purchase. Their credit appears to be in order. They will send someone to pick up their car on their behalf. They may arrange delivery through a third party such as a legitimate towing company. Typically the first lease or loan payment for the vehicle will be made. Then ... nothing. The vehicle disappears and the loan or lease defaults. The vehicle is in a container bound for Asia or Africa by boat. IMPACT and CBSA have stepped up surveillance of vehicle exports. IMPACT has contacted lease companies and car dealers to advise them that their vehicles are in a container bound for overseas. We have been able to recover these vehicles before a fraud has been committed. However, these instances are rare. The sheer volume of containers leaving BC ports makes it very difficult to trace these type of shipments, although we are working hard at locating them. Here are some of the trends: vehicle purchased online with no

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Signals Magazine May–August 2019

personal contact with the buyer; vehicle delivered to a third party; large number of after-market add-ons; out-of-province purchaser or identification; and vehicles that are high-end luxury cars, pick-ups or SUVs. What can you do if you are suspicious? First, make a call to the person named as the buyer. Do not use the contact numbers provided by the buyer—identity theft is common in these cases and the thief provides a phone number that is actually a “burner phone.” This is also the case for references that the buyer may provide. Second, conduct a credit check. If you are still suspicious, cancel the deal. In many cases these deals range between $100,000 and $250,000. Would you give these people the cash equivalent?

IMPACT is BC’s Auto Crime Police. Contact Insp. Rob Vermeulen, Officer in Charge by email at rob.vermeulen@rcmp-grc.gc.ca 208–14200 Green Timbers Way, Surrey, BC V3T 6P3


INDUSTRY NEWS

PROPERTY ASSESSMENTS

BC Property Tax and You: Avoid Costly, Inaccurate Assessments INDER NIJJAR, B.COMM, PGCV, RI

For most auto dealerships, property tax can represent a significant overhead expense. Are you paying more than your share? That depends on whether your property is accurately assessed. Last year, the British Columbia Assessment Authority (BC Assessment) assessed over two million properties. With this volume of properties, an individual analysis of each property is not possible. Instead, BC Assessment relies on mass appraisal methods to determine annual assessed values. Auto dealerships are valued using the cost approach. In this approach, the assessor estimates the value of the land by comparing the market price of other similar parcels. Estimated replacement cost of the improvements less depreciation is added to the land value. What this means for property owners is the assessed value may not reflect the specific characteristics of each property. This can lead to inaccurate assessments—and you paying more than your fair share of property taxes. The best way to prevent this is by beginning a review early and resolving issues before you receive your tax bill.

Physical Condition & Permitted Use The BC Assessment Act requires that both physical condition and permitted use of a property are determined as of October 31. Property owners need to verify the property is only being assessed for what is on it, and is classified according to the use of the property as of October 31. The assessed value of auto dealerships is primarily driven by the value of the land they occupy. With recent changes to many of the community plans in the Lower Mainland, a review of the permitted highest and best use of the land as of October 31 is critical. The improvement costs and depreciation applied by the assessor must also be reviewed for accurate valuation.

Market Value Reviewing the market value of the property is another key step to ensuring the assessed value reflects the market value of comparable properties in similar areas. BC Assessment assesses property values as of a July 1 valuation date. The assessment notice you will receive in January 2020 will be based on sales of similar properties that occurred around July 1, 2019. Work with your advisor to review market transactions throughout the year and determine when a property is assessed above market value. In these cases, a property tax specialist can present market evidence to the assessor and negotiate a reduction in value.

Equity The primary purpose of an assessed value is to determine a property owner’s fair share of taxes. An independent equity review is used to ensure you are assessed fairly. Similar properties with similar characteristics should be assessed similarly. For property owners, this means they could see an assessment value that reflects the market value of their property but still be paying more than their fair share of taxes. By reviewing the assessed value of a property and conducting an analysis of the assessed value of other comparable properties, you can ensure your property is equitably assessed, and that you are not paying more taxes than other comparable properties.

What’s Ahead Property tax assessment reviews can be quite complex. To ensure you get the most accurate assessment, confer with a property tax specialist. He or she will conduct an in-depth review for each property at multiple times throughout the year to ensure you are being assessed fairly.

Inder Nijjar is a Manager, Property Tax Services with MNP, a leading Canadian accounting, consulting and tax firm. He can be reached at 604-536-7614 or inder.nijjar@mnp.ca newcardealers.ca

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CARS AND JOBS

One Stop Job Site Jobseekers, students and employers in the car dealership industry have a one-stop place to connect with last year’s website launch. Part of the Canadian Automobile

Dealers Association (CADA) Initiative, Auto Career Start, the online platform carsandjobs.com matches job hunters with various opportunities at franchised auto retailers around the province. Job searchers simply select what they are looking for, and where, and opportunities are presented. Employers in BC face many challenges hiring workers, as a recent Business Development Bank survey of entrepreneurs indicated. Almost half of entrepreneurs surveyed in the fall of 2018 in BC (45 per cent) said they had trouble hiring workers, well above the national average. That is where the Cars and Jobs website comes in. It provides an easy-to-use platform for employers to present a range of career opportunities. In addition to allowing potential job seekers to look for where opportunities have arisen, the site also categorizes them according to positions in sales, office, service and parts jobs. For dealerships, there are also helpful articles on topics such as mentoring, recruiting and preparing for the interview process. For potential employees looking to up-

grade skills, links can be found to the Auto Career Start site where automotive training programs are listed, including 15 educational partners in BC alone. The options for training vary widely, from traditional partners in larger centres like BCIT and the VSA, to other locations in the North (such as North Island College and Thomson Rivers University) and the Interior (Okanagan College and College of the Rockies). Once registered on the cars and jobs site, employers and job seekers log in to access the system, with helpful tutorials about how to use the site effectively. Traffic to the site has been steady since its launch last year. “CarsandJobs.com is achieving its goal of connecting dealerships with job seekers in a seamless way that simplifies things for employers and employees alike,” said Blair Qualey, President and CEO of the NCDA. “As more members take advantage of the platform, more job seekers will be attracted to it. At the same time, it addresses a key concern of our members—making it easier to find and hire good staff.”

Future Proof Careers

WE NEED PEOPLE WITH HEART For now and well into the future.

Future Proof Careers available at CarsAndJobs.com carsandjobs_CA 10

Signals Magazine May–August 2019

CarsandJobsCA


MEMBER BENEFITS

Thanks For Being an NCDA Member! Your membership in the NCDA allows our national organization, the Canadian Automobile Dealers Association (CADA), to do the important work on trade, tariffs and other key national and international issues, and it allows your local BC Association to work with the BC provincial and municipal governments around the layering of taxes, environment and EV policies. At the same time, it allows the Association to share with everyone the story of how BC’s new car dealers are the engines driving local economies; the incredible career opportunities available with our members; and the need for more training and education funding. This important work is not possible without your support. Without you, the Association would not have been able to: n Keep the Private Vehicle Sales Tax (PST) in place following the removal of the HST; n Keep the Vehicle Sales Authority (VSA) accountable in its mission to enhance good business practices;

n Deliver more than $110 million in CEVforBC™ incentives for our members’ customers since the program began in 2011; n Deliver $60 million in Scrap-It EV incentives for our members’ customers; n Deliver the strongest balance sheet in the history of the NCDA, including an appreciating new strata office in the Lower Mainland; n Deliver the Vancouver International Auto Show, soon to celebrate the its 100th Anniversary in 2020. For NCDA membership questions or issues, email Joshua Peters at jpeters@newcardealers.ca

Introducing a New Look & Feel to NCDA Communications MAY—AUGUST 2019

CEV for BC Visits Victoria

How we communicate is among the most important and value added benefits we provide as your Association. Thanks to direction from the new 2019 NCDA Board of Directors, and at the advice and input from the Communications Committee, the Association is updating the look and feel of its communications, including an all-new redesigned Signals magazine and weekly e-newsletters. Look for more editorial features highlighting dealership activities, latest industry news, and popular columns such as Legal Line and news flashes from our partners at CEVforBC™ and RCMP’s IMPACT BC Programs. Updated e-newsletter formats will also be implemented. We’re pleased to welcome our new creative, editorial and print production partners Harv Craven Design and Black Press Media.

10+ Clean Energy Vehicles on Display ALSO INSIDE

Western Dealers Head to Banff Countdown to 2020 Auto Show Lien Act Updates New Look and Feel of Signals

2019 CADA Laureate Winner for Business Innovation

Aziz Ahamed

Destination Auto Group, Burnaby SEE PAGE 16

Harv Craven Design specialises in graphic design for businesses both large and small, with vast experience in logo development, corporate branding, marketing communications, web design, project coordination, and post-design production. Based in Maple Ridge, British Columbia and with more than 25 years of relevant experience, HCD is positioned as a full service graphic design studio. harvcravendesign.com

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

NEW CARS SOLD IN BC

MAY 2019: 20,780 JUNE 2019: 19,730 YEAR TO DATE: 106,844

PM40030593

Harv Craven Design redeveloped Signals magazine with a new logo and updated layout, which extends to our revised e-newsletter supporting graphic elements for comprehensive and consistent branding throughout our communications.

Black Press Media is a BC company owned by David Black and headquartered in Victoria. The company started in Williams Lake and has grown to be Canada’s largest, private, independent newspaper and digital media company, with more than 175 community, daily and urban newspapers located in BC, Alberta, Washington State, Alaska, California, Hawaii. Online operations include over 250 websites and extensive digital services, including Impress Branded Content, Programmatic and full Video Marketing and Production. blackpress.ca newcardealers.ca

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Photos courtesy of BC Government

CEV FOR BC

CEV Day in Victoria! This May, NCDA was invited to display clean energy vehicles at the BC Legislature

During the Clean Energy Vehicle Day event, MLAs, reporters and the public had the opportunity to look at and—in some cases— test-drive new clean energy vehicles (CEVs), including plug-in hybrid, battery-electric, and hydrogen fuel-cell electric vehicles.

A recent BC Hydro study found that one-third of British Columbians are interested in switching to an electric vehicle.

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Signals Magazine May–August 2019


Changes to the CEVforBC Program

Frequently Asked Questions Effective June 22, 2019, the BC Government made a number of Program changes to CEVforBC.™ The maximum MSRP vehicle price for access to the program is now $55,000, and incentives for battery electric, fuel cell electric, and plug-in hybrid electric vehicles with a battery range of 85 kilometers or higher is $3,000, and incentives for plug-in hybrids with a battery range of less than 85 kilometers is $1,500. Individuals can only receive one incentive during the life of the program. Buyers who purchased before June 22, 2019 will be covered by the former incentives and rules. Buyers who reserved their vehicles before June 22, 2019 will also be covered by the former incentives and rules, including the 90-day limit for reservations. The CEVforBC forms have been updated to reflect these changes. Visit www.cevforbc.ca/dealers to download. Did you know that more than 20 clean energy vehicles are eligible for purchase by BC residents in the CEVforBC™ Program? More than 14,000 incentives have been paid out since the start of the program in 2011. Year-to-date program totals (January to May 2019) are (paid out and reserved): n 6,142 vehicles receiving incentives n Incentives paid: $27,440,673

Consolidated. Coast to Coast. Ca Canada’s 1st N National ational Auto Dealer aler Buying gG Group Edmonton t

Ottawa O Ottawa Ott

Toron oronto Toronto

Since 1979, we have been serving dealers reliably and effectively as an automotive cooperative buying group. We are Consolidated Dealers, Canada’s first national auto dealer buying group with warehouses in Toronto, Ottawa and now Edmonton. Now all dealers across Canada can buy, save and profit as cooperative members. Same great service and same low pricing anywhere in Canada. Simply visit consolidateddealers.com for more information. ™

 1-888-794-7009

For more information please contact Greg Fenzl, VP of Sales at:  gfenzl@consolidateddealers.com  ConsolidatedDealers.com newcardealers.ca

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GOVERNMENT ADVOCACY

BC Budget Consultations Each year, the Select Standing Committee on Finance and Government Services conducts public consultations to inform the provincial budget preparation process. This annual opportunity provides an effective platform for individuals, advocacy groups and associations to address taxation and finance-related matters with our provincially elected MLAs. BC’s New Car Dealers Association considers this an important process to ensure government understands and hears first-hand about the impact and implications of its policy decisions for members and consumers in this province. The layers of taxation under which small businesses operate is certainly an issue of concern for our members. All businesses need financial predictability and certainty to operate well, plus some level of flexibility to absorb the ebbs and flows of the economy. That margin is small for many of our members because of the increasing and various levels of taxation, levies and other associated costs by all three levels of government. In dealing with consumers on a day-to-day basis, our members hear a number of concerns and suggestions, and it was through that lens that we approached this year’s presentation to MLAs. We also addressed the issue of what constitutes a luxury vehicle

Blair Qualey ‘popped in’ to present to the BC Government’s Committee on Finance and Government Services, bringing balloons representing green house gases, then celebrated the success of CEVforBC™ Program incentives by popping some.

and requested to raise the tax applied above the $55,000 pricepoint. Other issues raised included the need to support further incentives for the adoption of electric vehicles (EV) in this province and support for a broader, fast-charging network. In addition, the issue of how best to address the workforce needs of the future is one facing many sectors, including the automotive industry. To that end, our presentation also encouraged government to continue its investments in job and apprenticeship training around the province. We thank the Standing Committee for inviting our participation in the conversation.

Unlock Your Auto Dealership’s Full Potential Today’s auto dealers continue to face their share of challenges, from narrow margins and management struggles to dealing with manufacturers’ expectations and a constantly shifting marketplace. As business advisors to more than 140 auto dealerships in B.C., MNP understands the specific demands and opportunities of the automotive industry — and is uniquely positioned to address the needs of dealer principals, whether you’re a single-store operator or a multi-store dealer. To learn how we can help you unlock your opportunities and drive more success, contact MNP today.

Chris Schaufele, CPA, CA Partner, Automotive & Assurance Services T: 604.536.7614 E: chris.schaufele@mnp.ca

Dan Lock, CPA, CA Partner, Automotive & Assurance Services T: 604.949.2088 E: dan.lock@mnp.ca

MNP.ca

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Signals Magazine May–August 2019

Ryan Gorder, CPA, CA Partner, Automotive & Assurance Services T. 604.949.2088 E. ryan.gorder@mnp.ca


UBCM CONFERENCE

The place to be in BC

The UBCM Conference is an important advocacy platform for the NCDA on behalf of its member dealers. Where might you find all of British Columbia’s elected officials mingling and talking together in one room? Try the upcoming Union of BC Municipalities (UBCM) convention, set to run this year from September 23 to 27 at the Vancouver Convention Centre. You’ll also find the New Car Dealers Association there—as sponsors and trade show participants. The UBCM Conference provides NCDA staff and president the opportunity to meet with numerous city councillors, mayors, First Nations and provincially elected representatives on a range of issues, including the layering of taxes, funding for jobs and training, additional funding for charging stations and incentive funds, and more. The convention is a gathering of over 2,000 local officials, provincial counterparts and trade show attendees. It offers a jampacked schedule of speeches, policy debates, receptions and special guests, like Premier John Horgan, who will address the convention on the last day, as well as Leader of the Opposition Andrew Wilkinson, who will speak to delegates the day before. This year’s theme centres around resiliency and change, pointing out that—given all the issues facing local governments in BC,

from climate change to increasing economic pressures—a new approach is required to plan and thrive in the future. And the automotive sector of BC has a key role to play in that future, from fleet-leasing opportunities with municipalities, to adjusting standards for road safety, reviewing emissions targets and investing in electric vehicle charging stations. The UBCM gathering is an important event for those in the automobile industry as evidenced by last year’s convention, where seven specific policy resolutions relating to NCDA member issues were tabled. These ranged from the province’s commitment to road safety, to development of an active transportation strategy in BC, and clarification of the zero emission vehicle mandate. The NCDA will have a visible presence at the September convention, sponsoring the delegate services desk, through which all attendees will pass, as well as staffing a booth at the accompanying trade show, which runs only every second year of the UBCM gatherings. Whether your business is with City Managers, Corporate Administrative Officers or Purchasing Managers, the UBCM convention is the place to be in 2019.

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DEALER SPOTLIGHT

2019 CADA Laureate Winners Revealed CADA has officially revealed the names of the 2019 CADA Laureate winners: Jamie Massie of Georgian Chevrolet Buick GMC in Barrie, Ontario, is the Ambassador Laureate; Aziz Ahamed of Destination Auto Group, Burnaby, BC, is the Business Innovator Laureate; and Charles Saillant of Ste-Foy Toyota, Québec, rounds out the group as Retail Operations Laureate. The announcement follows the unveiling of the 15 finalists of the CADA Laureate recognition program, which was delivered by CADA in conjunction with the program’s exclusive sponsor iA Dealer Services on June 10. “This is always a special time of year,” said John White, CADA CEO. “We are always proud to announce the winners of the CADA Laureate recognition program. These individuals have made their mark—they have distinguished themselves with their exceptional work in the dealer environment and their service to their community.” The winners were selected by the Ivey Business School of Western University in London, Ontario. Ahamed was selected for initiatives that significantly enhance performance or broaden the scope of business for new car and truck dealers. The judges said the extent of what his organization calls “professionalism” is outstanding. “There are very professional finance and HR functions, with some of the interesting innovations including the ‘Under the Hood’ initiative, the Predictive Index (for talent acquisition, on-boarding, and on-going coaching), and the employee-led 80s Tracker.” This is among other innovations that have contributed to the company’s success. CADA Chairman Perry Itzcovitch, who contacted the dealers to inform them of their new Laureate status, said they were deeply honoured to receive the recognition. “All three gentlemen were extremely honoured and proud—proud to be part of CADA, and proud to be recognized for their accomplishments and what they give

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The New Car Dealers Association of BC congratulates Aziz Ahamed of Destination Auto Group in Burnaby, winner of the 2019 CADA Laureate Award for Business Innovation.

back to their store, their customers, and their community,” said Itzcovitch. “Call it a lifetime achievement award for a car dealer, because at the end of the day we are measured through our performance—monthly with the factory, or annually with the dealer award programs. Within our industry this is really the pinnacle award as far as recognizing us for outstanding performance in the field that we are in.”

The Canadian Auto Dealers Association Laureate award is the most exclusive recognition dealers can receive over the course of their career. Only three individuals are recognized annually among more than 3,200 new car and truck dealers across Canada. The winners, along with exclusive interviews with the 2019 CADA Laureates, will be featured in the Canadian auto dealer magazine.

Congratulations to Aziz from all of us at the NCDA!


LEGAL LINE

REPAIRERS LIEN ACT

Call Before You Dig MATTHEW WANSINK, ASSOCIATE JACOB FOSTER, TEMPORARY ARTICLED STUDENT SHK LAW CORPORATION

who later returns for subsequent repairs but has still not paid the previous bill, there is no right to assert a lien over the vehicle for the previous bill unless the lien was properly registered in the time provided. As such, best practices may require that customers pay their repair bills in full prior to returning their vehicles. This avoids the costs required to register a lien and hire a bailiff to repossess the vehicle or, alternatively, the costs involved in suing for the debt, in the event a customer’s account remains unpaid.

The Act

Collecting on a Lien

When a vehicle is brought in for repairs or maintenance, garages most often complete the work, incurring costs for time and materials in the process, before any money is collected from the customer. But what recourse is available to a business when a customer does not pay the bill? The Repairers Lien Act (the “Act”) provides for the ability of a mechanic, garage keeper or any other business involved in the sale of motor accessories or storage of vehicles to claim a lien against the vehicle and, if the bill remains unpaid, to sell the vehicle to recover the debt. Given the wide-ranging definition of “motor vehicle” (the Act considers a vehicle to be a motor vehicle, trailer, boat, aircraft or outboard motor), the Act also extends to things such as commercial buses, tractor trailers and ride-on farm equipment.

A properly registered lien continues in force for a period of 180 days. If a customer does not make payment when the debt comes due, and the lien holder repossesses the vehicle during that time, the lien remains in force indefinitely, as long as possession is maintained. A holder of a registered lien can hire a bailiff or sheriff to repossess the vehicle. If the lien holder is unable to repossess the vehicle within 180 days, he/she may apply to the court to extend the lien for a further 180 days. Once a vehicle has been successfully seized, the Act allows the lien holder to sell the vehicle if the bill remains unpaid for more that 90 days after it becomes due. Before selling the vehicle, the lien holder must give two weeks notice in a newspaper published in the municipality where the work was done. The notice must include the name of the customer, the amount of the debt, a description of the vehicle, and the time and place when the vehicle will be put up for sale. While this process is often handled by a bailiff, it is important to ensure the notice requirements of the Act are followed. Failure to ensure the proper procedures could result in a claim for damages, by the customer, against lien holder. If the vehicle is sold, the lien holder is entitled to apply the proceeds to the payment of the debt, including the bailiff costs and any associated costs of notice in the newspaper, advertising and sale. The remainder, if any, must be held for the customer and provided on request. The lien holder must also leave written notice that the sale took place at the customer’s last known address, which can be done by mail.

Claiming a Lien Prior to the Act coming into force, an implied lien existed at law, however, it only existed so long as the repairer retained possession of the vehicle. Under the Act, a lien can continue to exist after the vehicle is returned to the customer, but expires 21 days later unless the lien is first registered in the Personal Property Registry. In addition to registration of the lien, it is absolutely necessary that the customer sign an invoice or other accounting statement, acknowledging the debt, prior to the vehicle being returned. If such acknowledgment is not obtained, the lien ceases to exist at the moment the vehicle is returned to the customer, and it cannot be revived. Acknowledgments made by text, fax or by email are not sufficient, unless they are signed by the customer. In situations where there is a contractual or other agreement permitting a customer to pay their invoice at a time after the vehicle is returned to them (i.e. 30 day payment terms), so as long as the customer signs an invoice or statement of account acknowledging the debt, prior to the vehicle being returned, the lien is not extinguished upon the return of the vehicle. It is important to note that the 21-day lien extension provided by the Act begins on the date the vehicle is returned to the customer. If the lien is not registered within that 21-day period, the lien is extinguished and the only recourse is to sue for the debt. It is important to note that a business seeking to rely on the Act, and keep possession of a customer’s vehicle until payment is made, must make sure its repair contract does not contain terms allowing the customer to take possession of his/her vehicle and make payment at a later date, as this contractual right may override the Act. Also note that even if a vehicle is returned to a customer,

Wrapping Up Proper use of the Repairers Lien Act can be a very helpful tool in making sure that customer accounts are paid and you are not left out-of-pocket for unpaid bills. However, given the very specific requirements that must be followed when registering and enforcing a lien, plus the risks associated with an invalid lien claim, it is recommended that you obtain professional legal assistance before seeking to enforce your rights under the Act.

For more information on how best to proceed with a repairer’s lien matter, please contact one of our lawyers at SHK Law Corporation. www.shk.ca/

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Signals Magazine May–August 2019

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The history of the automobile in British Columbia provides a road map for the development of communities throughout the province, from north to south and east to west. Just as the arrival of train travel allowed cities to establish and flourish, products to be moved and people to develop independence, the personal automobile has helped British Columbia to become far more than a port gateway. BC is also one of the best places to live in the world. BC’s love affair with the automobile can be seen throughout every corner of this amazing province with longstanding dealer retail outlets selling a variety of brands and vehicles.

PHOTOS ARE COURTESY OF THE CITY OF VANCOUVER ARCHIVES

TOP Cars for hire on the concourse, 1918.

LEFT Automobile show on Vancouver

Exhibition grounds, 1919.

CENTRE A newly assembled automobile at the Auto Assembly & Unloading Co., Vancouver, 1919.

RIGHT Finished vehicles in storage automobile at the Auto Assembly & Unloading Co., Vancouver, 1919.


As the Vancouver International Auto Show’s Centennial celebration approaches, we plan on highlighting ways in which BC New Car Retailers have engaged and entertained people over the last 10 decades.

From humble beginnings at the Vancouver Exhibition Grounds (now called the Pacific National Exhibition), and with stops at the Seaforth Armoury and BC Place, the Vancouver International Auto Show (VIAS) has found a perfect home at one of the best convention centres in North America—the Vancouver Convention Centre West. In our new home, we are one of only two annual events to utilize the entire West Building (the other being TED Talks). For 2020, we plan on using all corners of the building to find opportunities to explore the space in unique ways, both inside and outside the building. At the Auto Show, be prepared for an all new set-up in the ballrooms and throughout all of Level 1. The ballrooms will still play host to a range of sponsor displays, but the remainder of the space, which can house roughly 100 vehicles, will be set up as a specially vetted, invitation-only, “concourse-style” event, showcasing some of the best classic and modern vehicles on the planet, selected from private and museum collections. This is where car culture meets Canadiana and Pebble Beach with a unique twist. The exhibit halls on the lower level will once again host the multimillion-dollar displays from major global manufacturers. We are encouraging all of our manufacturer partners to look to both their pasts and their futures to help us celebrate this historic event. Dealers with special collections will be featured, and ideas for manufacturer partners to bring their best to the 100th Auto Show are being vetted. Outside, we will be using as much space as permitted and set-

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Signals Magazine May–August 2019

ting up entertainment and interactive displays that will be fun for the whole family. Kicking off the start of the 2020 Auto Show will be a procession of vehicles from the past 100 years, with a minimum of one from each decade driving through Vancouver streets, arriving at the Convention Centre with our special Grand Marshal leading the way (no, we can’t tell you who it is yet, but it will be fantastic!). The historic vehicles from the procession will be on display throughout the show. Inside, outside, up and down, we plan on working with all our stakeholders to put on a show unlike anything anyone has seen before. You only turn 100 once, so we plan on having some fun with it! Want to have some fun with us? Let us know what you would like to see and if you have something special we can feature.

Your Help Is Needed Our goal is to celebrate our amazing manufacturers and dealers, but we can’t do it alone. As we reach out to our manufacturers to ask them to bring special displays and exhibits, we encourage all dealers to connect with show management and share ideas and possible highlights or connections that could benefit the attendees, who will number over 100,000! As plans start to present themselves, we will be looking for specialty vehicles that fit certain themes, so reach out if you think you can help the industry put its best foot forward. Send suggestions to planning@vanautoshow.ca.  We are also inviting residents of British Columbia to get involved in the celebration. Over the coming months we will be asking people to submit several themed suggestions that we will compile into “top 100” lists that we will publish and celebrate at the show. From “BC’s Best Drives” to “BC’s 100 Coolest Cars” (in pictures), we will be compiling exhibit material, all themed for the Centennial celebration. We are asking people to submit their favourite automotive


HERE ARE SOME OF THE MANY THINGS YOUR AUTO SHOW PROVIDES ANNUALLY. XXVIAS is the single largest showcase for all

things featuring new vehicles and vehicle lifestyles in British Columbia XXVIAS is the best attended consumer show in

Western Canada, and also the entire Pacific Northwest XXAttendance has surpassed 115,000

consistently for the past three auto shows, and has experienced growth of over 35% since 2015 XXAmazing editorial coverage occurs on new

vehicles coming to the show and entering the market; 140 media professionals attended the press event/tour and throughout the show in March 2019

events, moments, or experiences from across the Province of BC by sharing information using the hashtag #VanAutoShowTop100. Follow along on social media and contribute as we compile the lists. Your Vancouver Auto Show has gone through significant changes over the last five years, and the audience has responded—but we aren’t even close to finished. Each year, members of the Auto Show team challenge one another to develop new strategies and ideas to deliver a more well-rounded experience for all attendees, and explore how automobiles are an essential part of our lifestyles. The organizers are particularly focused on providing value for attendees, dealer members and exhibitors. Research (from independent Foresight Research on behalf of Auto Shows of North America ASNA) proves that auto shows are instrumental in the purchase process for those in attendance.

Supporting Your Auto Show As auto shows around the world struggle to adjust to changing market conditions, the VIAS continues to carve out a unique place in the automotive industry, with a strong attendance pull per capita, and setting examples of the ways in which shows can be be progressive to stay relevant. Auto shows around the world face challenges as brands look at quantity versus quality participation. While some brands are choosing to go it alone in their marketing, we know that the VIAS is a quality auto show that supports dealers by attracting more than 115,000 participants each year. For Dealer members, we want to ensure that you keep getting your piece of that big pie!

XXVIAS’s opt-in database surpasses 50,000

subscribers and its Facebook page has over 30,000 followers—the largest of any auto show in Canada—all obtained organically XXVIAS is an important platform for provincial

and federal agencies to exhibit and showcase programs XXAmong the highest volume of hybrid, battery

electric, plug-in hybrid and hydrogen test drives in Canada, totalling more than 2,800 at the show in 2019

XXOften referred to as the green leader in

Canada for shows, Vancouver International Auto Show plays host to the AJAC Green Car and Utility of the Year Award Presentation, showcasing a wide range of public and private charging options throughout the province, including information on CEVforBC, the BC Scrap-It Program and the new Federal EV incentive XXThe Unveiled VIP event on opening night

consistently sells out, welcoming over 800 industry professionals

XXVIAS provides an opportunity to reach out to

the greater community for programs such as the Car Career Grant Programs and the New Car Dealers Foundation of BC

The VIAS is far more than simply an event for Metro Vancouver dealers. The importance of the VIAS to the membership of the NCDA and to vehicle sales throughout the entire province cannot be underestimated; independent research proves that auto shows are instrumental in the purchase process for attendees. We plan for the show to continue to develop, grow and deliver even more results for many years to come, with strong and sustained OEM support.

A Strong Auto Show Means a Strong Association Your auto show delivers more than just great marketing and sales for your dealership; it also fuels your association. Revenue the NCDA generates through the VIAS helps keep annual fees to members low, and those revenues ensure that the NCDA provides key services such as government advocacy, industry relations and legal services, to name a few. The NCDA meets with more than 160 municipalities, 85 provincially elected MLAs and MPs to ensure that decisions are not made without YOU in mind. Your association ensures that you benefit from the CEVforBC program, and helps sustain an effective industry regulator that improves customer buying experiences. A strong auto show means the NCDA can continue to make government aware of the economic impact you have on your local communities and the province—over $16 billion in retail sales and more than 30,000 people employed. Help us continue to make your voice heard by reaching out to your OEM to support the auto show. A strong show means a strong association. n jheard@vanautoshow.ca newcardealers.ca

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SPECIAL OLYMPICS BC

MEET SPECIAL OLYMPICS BC ATHLETE

Robert Tarko BC’s New Car Dealers are among Special Olympics BC’s longest-standing champions. It’s our privilege to introduce you to SOBC athletes and coaches from around the province. Their stories show the difference you make by supporting Special Olympics, and helping create experiences of joy, friendship, empowerment, skill development and health improvements for more than 4,800 athletes with intellectual disabilities in 55 BC communities. Longtime Special Olympics BC–Trail athlete Robert Tarko loves how Special Olympics gives athletes like him opportunities to make new friends, be part of a supportive community and live an active lifestyle. Tarko participates in 5-pin bowling and golf with SOBC–Trail. He says 5-pin bowling is his favourite sport because it is very inclusive to people with a wide variety of abilities. “It’s a lot of fun to go out there and bowl and meet new people,” he says. Tarko says participating in a Special Olympics sport is an exciting experience, and he loves the fun and supportive atmosphere at practices and competitions. “Every sport Special Olympics has is a good sport—always, always!” Tarko says he is extremely grateful to all the volunteers in his community who provide athletes with life-changing opportunities. “The coaches here are all dynamite—you will never get nicer coaches! They bend over backwards to help you in all kinds of different ways.” Tarko has earned many medals in a variety of sports over his time with Special Olympics. He says they mean a lot to him because they show what he is capable of when he works hard to achieve his goals. “I cherish them so much,” he says.

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Along with helping him build confidence and become a better athlete, Tarko says SOBC has helped him develop social skills and learn to be a good teammate. He says he really appreciates how athletes can participate in Special Olympics programs no matter how old they are. “I am 55 and I am active and I will always be active,” Tarko says. Some of the things Tarko likes most about being an SOBC athlete include travelling and being part of a team. His favourite Special Olympics experience was competing in curling at the 2000 Special Olympics Canada Winter Games in Ottawa. He says he got to meet many athletes from across the country and talk to them about Special Olympics. “I met a lot of new friends at those National Games and it was a blast!” More recently, Tarko competed in 5-pin bowling at the 2017 SOBC Summer Games in Kamloops and says it was an incredible experience. “To see all the athletes in one spot and having fun, especially during the Opening Ceremony. I burst into tears because it was such a wonderful thing to see!” Tarko says he loves Special Olympics and being an athlete is an important part of his identity. He is very happy that SOBC offers youth programs for children and youth with intellectual disabilities because he has received many wonderful opportunities through Special Olympics and it makes him feel good to know the next generation of athletes will get these opportunities too.

Please visit specialolympics.bc.ca to meet more SOBC athletes and learn more about the Special Olympics programs in your community.


Generous Donors Geared Up for 2019 New Car Dealers Foundation Special Olympics BC Auction Thanks to the generosity of New Car Dealers Association and supporters throughout the province, the 2019 New Car Dealers Foundation/Special Olympics BC Auction raised significant funds to benefit the empowering work of the two beneficiary charities. With more than 280 items and a record number of bidders, the 2019 auction raised more than $178,000 for Special Olympics BC and the New Car Dealers Foundation of BC. Over its three decades of inspiration, this important event has raised nearly $5.1 million to support Special Olympics BC’s life-changing, year-round sports programs for individuals with intellectual disabilities and the empowering work of the New Car Dealers Foundation. Our heartfelt thanks go out to the many dealers and supporters who contributed to the success of this year’s auction by making a cash pledge, donating auction items, soliciting donations and/or bidding on items. Sincere thanks to the BC Honda Dealers Association, Chevrolet Buick GMC Dealers of BC and Pacific Toyota Dealers for leading the way in giving back by each donating a sought-after vehicle to the auction. We are so grateful for the dedicated members of the auction organizing committee. Every year, they volunteer countless hours of thoughtful and compassionate work in order to make this event a success, always looking for the best ways to help Special Olympics athletes and the important programs of the New Car Dealers Foundation. Thanks to Manse Binkley, Harmony Honda and Harmony Acura; Doug Bower, Vancouver Sun and The Province; Marnie Carter, Carter Auto Family; John Chesman; Heather Headley, Pacific Honda; Pamela Keith, Dueck Auto Group; Joe Mitchell, Carter Auto Family; Blair Qualey, New Car Dealers Association; and John Wynia, Harbourview Volkswagen Having seen SOBC athletes speak at events and impress significant crowds, John Chesman says he has been impressed by their courage, and he notes the confidence and pride they gain with Special Olympics. “It’s huge. You give (the athletes) an opportunity, number one, and through sports, they can get an awful lot of confidence and camaraderie, and start to feel good about themselves,” he says. “I think Special Olympics is an unbelievably good organization.” Special Olympics BC and the New Car Dealers Foundation extend sincere thanks to everyone who supported the 2019 auction and look forward to further growth in 2020.

To get involved, please contact Christina Hadley, SOBC Vice President, Fund Development & Communications 604-737-3073 / 1-888-854-2276 / chadley@specialolympics.bc.ca BELOW: BC Athletes recently competed at the National Games.

Thank you! Special thanks to the following dealers for making a cash pledge and/or donating an auction item: Applewood Auto Group Auto West BMW Bannister Cadillac Buick GMC Kelowna Bannister Chevrolet Buick GMC Vernon Bannister Ford Dawson Creek Bannister Honda Brian Jessel BMW Brian McLean Chevrolet Buick GMC Browns Chevrolet Buick GMC Cam Clark Ford Lincoln Capilano Volkswagen Carter Auto Family Champion Chevrolet Cowell Auto Group Dueck Downtown Dueck on Marine Dueck Richmond Freeway Mazda GAIN Group, Vancouver Island Hallmark Ford Sales Harmony Acura Harmony Honda Huber Bannister Chevrolet Jenner Chevrolet Corvette Buick GMC Jim Pattison Auto Group Jim Pattison Chrysler Jeep Dodge Jim Pattison Hyundai Jim Pattison Lexus Jim Pattison Subaru Jim Pattison Toyota Jim Pattison Volkswagen Jim Pattison Volvo Laird Wheaton Chevrolet Buick GMC Cadillac MacCarthy GM Metrotown Mazda Mini Richmond North Vancouver Nissan Pacific Honda Park Shore BMW Preston Chevrolet Buick GMC Cadillac Salmon Arm GM Smith Chevrolet Cadillac West Coast Auto Group Wheaton Chevrolet Buick Cadillac GMC

Special Olympics BC is so grateful for the ongoing support of the New Car Dealers who make the auction happen and who bid for the betterment of the charities.

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Congratulations to this year’s award recipients!

Community Driver Awards are presented on an annual basis to recognize the superb achievements of hard working and dedicated new car dealers throughout BC Dealerships considered for these awards are strongly involved in their community and exemplify business camaraderie. Each year a winner is selected from one of six provincial regions. This year, the honour for the Fraser Valley was presented to Wolfe Auto Group. This is the second time Wolfe Auto Group has won in this category, first receiving this award in 2016. Michael Hacquard, Wolfe Auto Group’s Dealer Principal, says he’s proud to be a two-time winner. “To be recognized for a second time is truly an honour. We have always placed a priority on supporting various charities and non-profits.” Taking the initiative to connect with consumers in a different way has been Wolfe Auto Group’s main objective. Hacquard says getting involved in the community provides an opportunity to give back, connect with people from all walks of life and hopefully make a positive difference. Whether it’s helping distribute food at the local food bank, donating

funds to the community’s youth Ball Hockey Association, or working with the CITYPAK Foundation, Wolfe Auto Group generously gives back to its community on a regular basis. CITYPAK was instrumental in Wolfe Auto Group being recognized as an auto group that gives back to charity. Originally an initiative of the Selma Breskin Kaplan Foundation, CITYPAK was founded by Chicago businessman and philanthropist Ron Kaplan. CITYPAK provides a safe, convenient and versatile backpack that is uniquely designed to meet the constantly changing needs of the homeless. Hacquard first met Kaplan a few years ago, riding his bike in Hawaii and never thought then that a phone call sometime later would lead to his involvement in bringing CITYPAK to the Lower Mainland. Wolfe Auto Group is a huge reason why CITYPAKs are now available to the homeless here in BC. According to Hacquard, getting in-

Metro Vancouver

BPL Auto Group: Richmond Acura, Richmond Honda, Surrey Honda

Northern BC

MacCarthy Motors

Kootenays

AM Ford

Okanagan/Interior

KOT Auto Group

Vancouver Island

Campus Auto Group

Fraser Valley

Wolfe Auto Group

volved and giving back to the community is something staff eagerly take on. He says there is never a shortage of staff willing to step up for a good cause. “We take a very grassroots approach and it’s made a huge difference”, says Hacquard. “I don’t think it’s a coincidence that ever since we started getting more involved with community initiatives that we started experiencing our most successful years in the auto business.” They’ve never worked harder, but Hacquard says it’s been a phenomenal run, one that has really helped them evolve as a business. The accolades that have followed—while rewarding—are secondary, he adds. Wolfe Auto Group is committed to continuing the charitable work it is doing and is always looking for new and different non-profits and charities that it can help to support.

BELOW: The Wolfe Auto Group receives the Community Driver Award at the 2019 Vancouver International Auto Show’s

Unveiled Awards evening. Seen here (L-R): Oliver Sommer (Black Press Media), Marc Livingstone (Wolfe Group General Manager), Patrick Curtis (Director of Sales and Marketing), Kherry Friesen (Marketing Coordinator), Kathryn Miles, CFO.

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Western Canada’s Auto Dealers are making their way to Banff. Join us September 21–23, 2019 at Fairmont Banff Springs, Alberta

The Alberta, BC and Saskatchewan Associations are joining together for this must-attend industry event! Expect top-rated speaker sessions, networking and social functions, and sponsorship opportunities. WHO SHOULD ATTEND? Dealer principals/owners, general managers, senior dealership managers and directors, sales leadership, internet sales managers, business development managers, F&I directors, fixed-op directors, key dealership leaders, advertising and marketing consultants, controllers, and other key decision makers.

More information and registration is available now at westerndealersummit.com


PARTNER FEATURES

The Latest From ADESA ADESA Simulcast Replaces LiveBlock Platform Earlier in June, ADESA Simulcast fully replaced its LiveBlock platform at all ADESA locations across North America. Powered by Auction Frontier’s cloud-based auction, simulcast solution Velocicast launched on ADESA.com, ADESA.ca and the auction company’s mobile app. “At ADESA, we are investing in a more seamless, efficient customer experience by accelerating the modernization of our simulcast marketplace and ADESA.com,” said John Hammer, president of ADESA. “Our customers want more functionality and more intuitive features when participating in our online auctions. Working with Auction Frontier is not only helping us improve our customers’ online experiences, but also that of customers in-lane, with enhanced displays showing con-

dition reports and bidding activity of all lanes throughout the sale. This initiative is also providing other process efficiencies and helping enable our new VirtuaLane™ and multi-site sales.” Key changes to the interface include unlimited number of lanes that buyers can watch and bid on, better communication between the bidders and the auction block, simplified clerking experiences that will reduce human error, and a responsive browser window that will easily work with monitors of all resolutions. With the transition to ADESA Simulcast, all auction tools and functionalities are now integrated into the ADESA Marketplace App, eliminating the need to switch between ADESA Marketplace and ADESA LiveBlock apps.

“At Auction Frontier, we have made a real effort to understand this industry and the evolving needs of consignors, auctions and buyers, and how they interact,” said Scott Suchomel, president of Auction Frontier. “Making the customer’s business priorities core to our technology offerings helped us to quickly become the leading auction simulcast provider.” “Our partnership with ADESA is going to extend and accelerate our innovation in the simulcast space. With this partnership, we have totally revamped the in-lane experience for on-site buyers. The next few years will be exciting as we continue to partner with ADESA to push the boundaries of the online buying experience.”

Liquidity Weekly Auction Times:

Wednesday 7:00PM Thursday 9:30AM Saturday 10:00AM

604.232.4403 ADESA.ca/Vancouver Join the marketplace where Demand Meets Supply 26

Signals Magazine May–August 2019

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GIVE YOUR CUSTOMERS THE BEST IN AUDIO ENTERTAINMENT. With over 140 channels of unparalleled entertainment, the SiriusXM All Access package has something for everyone. By giving your customers an All Access trial, they’ll receive coast-to-coast coverage of unlimited entertainment, PLUS they can listen online, on the App, or on their Smart TV. SiriusXM has a sound for every moment that will amplify life in the car and beyond.

© 2019 Sirius XM Canada Inc. “SiriusXM”, “SiriusXM Satellite Radio”, “XM”, “Sirius”, the SiriusXM logo, channel names and logos are trademarks of Sirius XM Radio Inc. and are used under license. All rights reserved. The Beatles logo is a registered trademark of © Apple Corps 2019 and is used under license. © NHL 2019. All rights reserved.

Training Our People Thanks to Grant Cardone Canada for leading two sales training workshops at the NCDA office for new sales hires, and to NCDA Board of Directors member Justin Gebara for leading the project. Per person workshop attendance was valued at $1,000, complimentary to NCDA Member Dealers. Thanks to dealer members for sending your staff!

FREE LIVE 10X SALES TRAINING HOSTED BY GRANT CARDONE AND NCDA WEDNESDAY, JUNE 26 • LANGLEY, BC

28

Signals Magazine May–August 2019

OFFER A

F REE ALL ACCESS

TRIAL


IN MEMORY

Remembering an Auto Icon Lido (Lee) Anthony Iacocca died on Tuesday, July 2 at age 94. Heavily involved in creating the Ford Mustang and Chrysler minivan, he was more than an automotive icon. Iacocca was one of a kind. Lee Iacocca was the star of Chrysler television commercials, famously hawking, “If you can find a better car, buy it.” He was the lead fundraiser for the renovation of the Statue of Liberty, a potential candidate for President of the USA, the author of bestselling books and, in his later days, the co-star of a Chrysler commercial with Snoop Dogg. “Saddened to see Lee Iacocca, Mustang mastermind and Chrysler saviour, has died at 94. I was fortunate to spend a couple of hours touring him around the Canada Pavilion at Expo 86. His legacy in the auto sector will endure.” – NCDA PRESIDENT AND CEO, BLAIR QUALEY

Fiat Chrysler Automobiles, in a statement, paid tribute to Iacocca as one of the “great leaders of our company and the auto industry... [He] played a profound role on the national stage as a business statesman and philanthropist. “Lee gave us a mindset that still drives us today—one that is characterized by hard work, dedication and grit ... [He[ could sell you anything and back it up with his sales talk, logic and facts,” the late William Clay Ford Sr., grandson of Ford founder Henry Ford and a longtime Ford executive and director, once said of Iacocca. “He is an extraordinary salesman, an extraordinary talent.” Bill Ford, executive chairman of Ford Motor Co. and William

TOP Lee Iacocca, introducing the Plymouth Voyager in 1984, recognized the

American family’s need for fuel economy, roominess, comfort and function at a modest price, and long-believed the minivan would be a success. ABOVE The Ford Mustang became an instant smash when it was introduced in 1964 and remains one of America’s most revered automotive nameplates.

Clay Ford Sr.’s son, praised Iacocca for leaving an “indelible mark on Ford, the auto industry and our country. I will always appreciate how encouraging he was to me at the beginning of my career. He was one of a kind.” The Carroll Shelby International Board of Directors issued the following statement the day after Iacocca’s death: “We were sad to learn that Lee Iacocca has passed. America has lost one of its greatest patriots, and the car industry, one of its greatest leaders… Lee’s indomitable spirit will be missed by everyone who enjoys fast, fun cars and trucks. We all owe him a great deal of gratitude.” newcardealers.ca

29


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 industry-leading business solutions for health and wellness benefits and exceptional dealer representation. Learn more at www.cada.ca/web/cada/insurance/cada

Cox Automotive is transforming the way the world buys, sells and owns 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 www.coxautoinc.ca

First Canadian Insurance Corporation 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 1998. Since that time, the First Canadian Group of Companies 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 www.firstcanadian.ca

TradeRev is a revolutionary vehicle appraisal and auctioning system designed to be as mobile as businesses need. It give sellers the power to launch live, one hour, real-time auctions from the palms of their hands. Buyers can also enjoy full, end-to-end service from anywhere. With Mobile Checkout, instant bids and more, TradeRev helps dealerships sell more new cars by getting their customer the trade value they want. Learn more at www.traderev.com

SILVER LEVEL

CARFAX Canada is the definitive source of automotive information, delivering vehicle history, appraisal and evaluation. Drawing on billions of data records from thousands of unique sources, its products enable used vehicle buyers and sellers to make informed decisions. Including CARFAX Canada reports with your used vehicle inventory could be that edge over the competition that you’ve been looking for. Let CARFAX Canada show you the difference, and help you sell more cars and make more money! Learn more at www.carfax.ca

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 www.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 www.michaelmason.ca

30

Signals Magazine May–August 2019

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 www.siriusxm.ca


ASSOCIATE MEMBER LISTING

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. Accu-Trade

Drive Marketing Group

Radius Security

Logan Keirstead // 506-859-6190 // accu-trade.com

Josh Chow // 604-837-3536 // drivemarketinggroup.ca

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

ADESA Auctions Canada

EBlock

RBC Automotive Finance Group

John Macdonald // 604-232-4403 // adesa.com

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

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

AllWest Insurance Services

First Canadian Insurance Corporation

Reynolds and Reynolds

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

John Romfo // 250-308-1112 // firstcanadian.ca

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

Audatex Canada

First West Leasing

RSR Global

Darcy Gorchynski // 416-498-3777 // audatex.ca/autopoint

Jay Brar // 604-539-5872 // firstwestleasing.ca

Karey Davidson // 905-631-5865 // rsr-global.com

Baker Tilly WM LLP

FLO-EV Charging Services

SCI MarketView

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

Simon Toung // 855-543-8356 x252 // flo.com

Ted Davis // 905-415-6258 // scimarketview.com

BCIT - School of Transportation

General Bank of Canada

Scotia Dealer Advantage

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

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

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

BDO

Georgian College (Automotive Business School of Canada)

Scotiabank Western Dealer Finance Centre

Kristen Mundy // 403-205-5760 // bdo.ca

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

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

BMO - Bank of Montreal

Harv Craven Design

Serti Information Solutions

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

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

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

Calla Financial Services

Hireology

SHK Law Corporation

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

Mike Crothers // 312-253-7808 // hireology.com

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

Canadian Black Book

HUB International Insurance Brokers

Sirius XM Canada

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

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

Mike Mazgay // 416-408-6875 // sxmdealer.ca

Canadian Linen & Uniform Service

iA Auto Finance

Solera Autopoint

Craig Sherlock // 778-331-6243 // canadianlinen.com

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

Greg Laviolette // 250-896-5480 // autopoint.com

CARFAX Canada ULC

Industrial Alliance Insurance and Financial Services Inc.

Spire Development Corporation

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

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

Lawrence Green // 604-432-6650 // spiredevelopment.ca

CarGurus

Insurance Insight

Strathcom Media

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

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

Bill Warren // 780-433-8844 x302 // strathcom.com

CDK Global

Iron Mountain

TD Auto Finance

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

Brett Spector // 407-274-8390 // ironmountain.com

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

CIBC Commercial Banking

Kimoby

Titan Certified Canada (TOA)

Esther Mak // 604-665-1318 // cibc.com

Alex Wojcik // 877-248-0204 // kimoby.com

Dale Finch // 604-341-4933 // titancertified.com

Commander Warehouse Equipment

LGM Financial

Total Graphics Inc.

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

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

Jeff Mesina // 604-294-0223 // totalgraphics.com

Consolidated Dealers Co-Op

Manheim Auto Auction Company (Cox Automotive Canada)

Trader Corporation

Pamela Phillip // 250-351-5697 // consolidateddealers.com

Jack Sulymka // 905-875-3522 x5441 // manheim.com

Tyler Gibson // 604-836-5204 // autotrader.ca

Consultant Auto 360

MarkVII Carwash Equipment

TradeRev

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

Bardia Lali // 587-227-4914 // markvii.net

Caroline Galdamez // 888-260-4604 // traderev.com

Cox Automotive Canada

Michael Mason & Co.

Unisync Group Limited

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

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

Barry Good // 800-668-3243 x505 // unisyncgroup.com

Crystal Clear Blades Inc.

MNP LLP Accounting

VAuto

Cindy Wilson // 905-761-7957 x203 // crystalclearblades.com

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

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

Dante Group

National Bank

VinSolutions

Likky Lavji // 604-671-4343 // dantegroup.ca

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

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

Dealer Solutions North America

NextGear Capital (Cox Automotive Canada)

Western Dealers Co-Auto

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

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

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

DealerSocket

One Persuasion

Xtime

Jonathan Ord // 206-730-2055 // dealersocket.com

Michael Miller // 778-628-3949 // onepersuades.com

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

DMI Disability Management Institute

Optiom

ZLC Financial

Matt Hendrick // 604-542-3649 // disabilityinstitute.com

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

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

New Car Dealers Association of BC

NCDA_BC VanAutoShow CEVforBC

NewCarDealersAssoc VIAS CEVforBC

NCDA_BC VanAutoShow CEVforBC

newcardealers.ca

31


E W O D T A WH R U O N I D NEE EMPLOYEE ? S T I F E N E B Great service

Afford able, predict able

Respon

sive

Lon g-t stab erm ility

Trustworthy

Fast payments

Solid advisors, support

e ectiv

-eff Cost

Retiree plans - dealers es - employe

Know our business

ns, o i t Op ility b i x fle

en Prov

Risk t emen g a n ma

Online admin

NEXT

ST

EP: Call Ka ren at CADA 1 800463-52 89 ext. 23 6

When you look closely, there really is only one option for your dealership – CADA 360 Employee Benefits Only CADA 360 Employee Benefits has been created by dealers for dealers, to help you and your people prosper. And only CADA 360 includes dealer and employee retiree options. Most importantly, only CADA 360 programs support CADA and provincial association advocacy. No other benefits plan supports this protection for your business.

For more information on CADA 360 Employee Benefits and CADA and provincial association advocacy, visit cada.ca.

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