< PreviousDIAMOND SPONSORSPORTS BAR & $10K HOLE-IN-ONEGOLDEN TEE SPONSORSautomotiveMastermindAVRSBBVA CompassEnterprise Dynatron SoftwareRecall MastersZurich$50,000 HOLE-IN-ONE SPONSORMOC Products Co., Inc.$25,000 HOLE-IN-ONE SPONSORWells Fargo AutoDRIVING RANGE SPONSORPandoraSUNSCREEN SPONSORMLG Attorneys at LawREGISTRATION GIFT SPONSORCU DirectHOT SHOT GOLF CANNON SPONSORJM&A GroupLONGEST DRIVE SPONSORDealer Protection GroupSTRAIGHTEST DRIVE SPONSORUnited ContractorsCLOSEST TO THE PIN SPONSORFEP, LLCTEE SPONSORKolar & AssociatesGREEN SPONSORSAmerican Guardian Warranty Serv.Cars.comCelly Services, Inc.Reynolds & ReynoldsAnd many other sponsors…PLATINUM SPONSORCARFAXGOLD SPONSORSBank of AmericaFerruzzo & Ferruzzo, LLPGlassRatner Advisory & Capital GroupKPASauers Lopez ConstructionSILVER SPONSORSAutomotoHRComerica BankFisher & Phillips, LLPMotorTrend GroupScali RasmussenSpectrumTIKI BAR SPONSORLUNCHEON ON THE GREEN SPONSORBREAKFAST SPONSORDINNER SPONSORCOCKTAIL RECEPTION & LAWN BOWLING SPONSORMANY THANKS TO OUR55TH ANNUAL OCADA GOLF TOURNAMENT SPONSORSGOLF CART & GOODIE BAGS SPONSORMICRO-BREWBAR SPONSORMARGARITA BAR SPONSORHELICOPTER DROP SPONSORMANY THANKS TO OUR SPONSORSDIAMOND SPONSORSPORTS BAR & $10K HOLE-IN-ONEGOLDEN TEE SPONSORSautomotiveMastermindAVRSBBVA CompassEnterprise Dynatron SoftwareRecall MastersZurich$50,000 HOLE-IN-ONE SPONSORMOC Products Co., Inc.$25,000 HOLE-IN-ONE SPONSORWells Fargo AutoDRIVING RANGE SPONSORPandoraSUNSCREEN SPONSORMLG Attorneys at LawREGISTRATION GIFT SPONSORCU DirectHOT SHOT GOLF CANNON SPONSORJM&A GroupLONGEST DRIVE SPONSORDealer Protection GroupSTRAIGHTEST DRIVE SPONSORUnited ContractorsCLOSEST TO THE PIN SPONSORFEP, LLCTEE SPONSORKolar & AssociatesGREEN SPONSORSAmerican Guardian Warranty Serv.Cars.comCelly Services, Inc.Reynolds & ReynoldsAnd many other sponsors…PLATINUM SPONSORCARFAXGOLD SPONSORSBank of AmericaFerruzzo & Ferruzzo, LLPGlassRatner Advisory & Capital GroupKPASauers Lopez ConstructionSILVER SPONSORSAutomotoHRComerica BankFisher & Phillips, LLPMotorTrend GroupScali RasmussenSpectrumTIKI BAR SPONSORLUNCHEON ON THE GREEN SPONSORBREAKFAST SPONSORDINNER SPONSORCOCKTAIL RECEPTION & LAWN BOWLING SPONSORMANY THANKS TO OUR55TH ANNUAL OCADA GOLF TOURNAMENT SPONSORSGOLF CART & GOODIE BAGS SPONSORMICRO-BREWBAR SPONSORMARGARITA BAR SPONSORHELICOPTER DROP SPONSOR22Processing Compliance in the F&I Department (Part II)By Corey E. Corbin, Zurich Insurance GroupFrom sales to F&I, and even the service drive, a well-structured and executed sales process can lead to big improvements in performance and overall profitability. In part II of this series, we’ll discuss the compliance and performance benefits of a menu and waiver presentation. The fundamentals of an effective menu presentation are the same, regardless of the F&I sales process you’re using (though Zurich utilizes our Streamlined Selling System “Worry Free Driving” presentation that requires a review of the purchased vehicle’s existing warranties, and items not covered, before moving to available products and their benefits). We fully understand that product penetrations and profits increase in the F&I office when a menu and waiver are utilized. What we will discuss, however, is how a menu and waiver can impact your liability and potentially save you from nuisance lawsuits and judgments.Imagine the following scenario:A late customer makes a buying decision on a pre-owned vehicle and it’s an hour past closing time. The customer indicates they are going to pay cash, and the Sales Manager and F&I Manager decide to just complete all the necessary legal paper work, receipt the check, skip the menu and waiver presentation and get everyone out of the store and headed home.Ten months later that same customer comes back with a check engine light on. The service technician and advisor inform the customer that it’s a serious repair and will cost around $2,500. The customer says they shouldn’t have to pay for a repair to a vehicle they’ve only owned ten months, and the service advisor asks if they purchased the available vehicle service contract that would have covered the cost?Now imagine the next words out of the customer’s mouth are “what vehicle service contract”? That’s a no-win situation! Had the F&I Manager engaged in your sales process, and made an effective menu and waiver presentation, at the very least the dealership would have evidence that the customer was offered the opportunity to purchase a vehicle service contract, but declined to do so – complete with the customer’s own signature on the waiver of products!In addition to aiding in the compliance space there are obvious performance benefits to be derived from an effective menu and waiver presentation.You’ll note that I keep using the term “effective” in combination with “menu and waiver presentation”. That’s because not all are created equally!Using a menu and waiver, just for the sake of it, can be a literal waste of time in the F&I office. Sure, you get the benefit of avoiding a potential legal claim, but is your F&I team giving their BEST effort, or just making AN effort?The menu, in and of itself, has never (and never will) sold a single product in any F&I office. The menu only becomes an effective sales tool when it is used in conjunction with a process that gives the information contained on the menu some value and worth to the person receiving the menu presentation.In part one of this series we discussed the importance of a customer interview in helping to maintain compliance. That interview is also the key that unlocks the full potential and effectiveness of any menu and waiver presentation; and for one very simple reason: the interview facilitates the gathering of information about the customer’s driving habits and vehicle use. And that information, in the hands of a trained and skilled F&I manager, becomes the foundation for a menu and waiver presentation (and the topic for the next article) that can now incorporate the three most powerful words in sales: “you told me”. Corey E. Corbin is the Southern California Regional Finance Executive for Zurich Insurance Group, a leading provider of income development, F&I products, and consultative training services for franchise automotive dealerships in the United States. dealershipsWe leverage our knowledge of and relationships within the industry to help identify solutions surrounding dealership trends and hot issues, which include:Mergers & AcquisitionsSuccession PlanningFacilities & Factory MattersRisk & RegulatoryPerformancePeople & Talent AcquisitionDRIVING RELATIONSHIPS FORWARD877.DLR.CPAS | dealerships@dhg.com Assurance | Tax | Advisory | dhgdealerships.comDEALERSHIP CLIENTS IN 50 STATES160+Dedicated Dealerships Professionals3,000+Dealership Clients Served50States with Dealership Clients 24OCADA Celebrated Orange County Officers Who Brought Auto Thefts Down In 2018Law Enforcement Officers throughout Orange County continue to support dealer businesses by fighting vehicle theft crimes – and they are winning. In 2018, vehicle thefts were down 12.4 percent versus 2017, thanks to Orange County’s Auto Theft TaskForce (OCATT) of detectives, patrol officers, and District Attorney’s office. On April 17th OCADA proudly sponsored the 29th Annual Orange County Auto Theft Advisory Committee (ATAC) Vehicle Theft Recovery Officer of the Year Awards ceremony to honor 31 police officers, who in 2018, recovered more than 250 vehicles valued in excess of $4 million. In addition to sponsoring the event, OCADA presented charitable contributions to the Boys & Girls Club of America on behalf of the top five officers.In 2019, the TaskForce will continue efforts to decrease vehicle theft crimes by offering more training to Orange County patrol officers, working with media to locate criminals, and working with dealers to help protect your businesses from fraud purchases via the Identity Theft Prevention Alert System (iPAS). If you have not done so yet, OCADA recommends that you opt-in to the iPAS program so you and your management team will receive alerts when law enforcement has identified a criminal who is targeting dealerships for fraud. The alerts contain photos of the criminal, possible names and scams being used by the identity thieves, along with contact information for the investigating officer. To opt in to iPAS contact OCATT Lieutenant Commander Gil Campa at 714-532-9636 or Gilbert.campa@da.ocgov.com.District Attorney Todd Spitzer (L) with the top five officers receiving awards at the Auto Theft Advisory Committee (ATAC) Vehicle Theft Recovery Officer of the Year ceremony, and Lieutenant Commander Gil Campa (R).1424Experienced and Trusted Automotive Legal CounselLOS ANGELES | ONTARIO | SAN DIEGO | SACRAMENTO | OAKLAND | scalirasmussen.comFor more information:(213) 239-5622cscali@scalilaw.comAvoiding litigation when it’s possible. Protecting you when it isn’t.CONCERNED WITH THE COST, COMPLIANCE AND SERVICING OF YOUR DEALERSHIPS’ INSURANCE?EPIC CAN HELP WITH YOUR BENEFIT AND BUSINESS INSURANCE NEEDS• CNCDA's only licensed broker for Health and Business insurance• The largest insurer of auto dealers in the state• The only broker with proprietary products specific to dealerships • 15TH largest brokerage firm in the nationWe know dealerships have specific needs and issues, we are here to help. Please contact us for a free evaluation of your insurance and HR/compliance packages.EPIC IS© EDGEWOOD PARTNERS INSURANCE CENTER | CA LICENSE 0B29370EPICBROKERS.COMAlison McCallum 949.417.9136alison.mccallum@epicbrokers.comEric Kitei 949.417.9145eric.kitei@epicbrokers.com25Some dealerships choose to take on employee benefits administration with paper forms and spreadsheets, but ever-changing regulation complications, paperwork, and human error can end up costing your dealership fines and penalties. Here are five ways an Employee Benefits Administration System can save your dealership time and money.ASKALISONEMPLOYEE ONLINE BENEFITS ADMINISTRATION SYSTEM The Top 5 Benefits to Your Dealership261. Increased Efficiency for Both Employer and EmployeeAn Employee Benefits Administration System increases efficiency for your dealership, HR and your employees. Many dealerships still have employees fill out paper forms, one for each benefit plan offered. HR then has to manually track the enrollment information and enter it into multiple systems. Using a Benefits Administration System eliminates the paper applications and consolidates the employee’s benefit elections in one place. Having a streamlined process in place is a time saver for HR and the employees.2. Improved AccuracyIf employees are manually entering information into multiple systems, you are increasing the chances of human error, not to mention the possibility of interpreting instructions and government policy incorrectly, or missing a reporting detail. All of these problems could cost your dealership thousands in penalties and fines and hours of employee time.When an Employee Benefits Administration System is implemented, you reduce the risk of human error, but also make sure your reporting requirements are fulfilled. It is all built into most systems and necessary reports are generated for you. 3. Meeting Compliance RequirementsThe Affordable Care Act (ACA) requires a lot of documentation. Every business, regardless of size, has to be up-to-date on changing regulations and reporting requirements. If you have more than 50 Full Time employees and you offer health insurance, you need to prove you offer it to every eligible employee and the coverage meets the standards set by the ACA. An Employee Benefits Administration System will handle all of these potential issues for you.4. Better Decision-MakingAn Employee Benefits Administration System helps your employees make better, more informed healthcare and benefit decisions. Dealerships offer multiple benefit options. Confused employees trying to decide which plans are right for them can now see side-by-side benefit and cost comparisons and become better educated regarding their benefit package.5. Greater Employee SatisfactionAnything that makes your employees’ jobs easier will increase their satisfaction levels. 24/7 access to Employee Benefits Administration software allows your employees to make changes when they have time, not just when HR is available.EPIC can provide a benefit administration system to OCADA members at no cost. EPIC ranks among the top 15 retail insurance brokers in the United States and is the largest insurer of auto dealers in the state.Alison McCallum has been in the employee benefits industry for over 20 years. She is a Principal with EPIC insurance Brokers and Consultants, the CNCDA-licensed broker. With this partnership EPIC offers unique services available to OCADA dealer members at no cost. Contact Alison at (949)417-9136 or alison.mccallum@epicbrokers.com.The Law Offices of Kolar & Associates The Law Offices of Kolar & Associates has represented dealerships exclusively for over 18 years. The firm focuses on litigation matters involving lemon law, fraud, violation of the CLRA/ASFA/VLA, 17200, advertising, class actions, employment/wage and hour issues, wrongful termination/discrimination, premises and products liability. Service to its clients is the cornerstone upon which the firm’s philosophy is based. Because of its experience, the firm achieves results which optimizes outcomes and minimizes costs of defending a case. Ms. Kolar, founder of the firm has tried over 65 jury trials to verdict in addition to court trials and binding arbitrations.Please contact Elizabeth Kolar at 714.544.0041 or elizabeth@kolarandassociates.comWelcome To Our New Associate MembersUnited Contractors, Inc.United Contractors, Inc. has built over 70 automobile facilities of all scopes and sizes, including tenant improvements, additions, remodels, as well as new dealerships. We understand the requirements of vehicle manufacturers, as well as the unique design features our clients desire. We have extensive experience constructing auto facilities in this community and look forward to our next opportunity.Recent projects in Orange County include Huntington Beach Jeep, Stadium Nissan, Surf City Nissan and Theodore Robins Ford.Please contact Matthew Menlove at 949.945.0905 or mattmenlove@buildwithunited.com Our Customers Say It Best…“When Corey Corbin and Jon Layne, from Zurich, asked us tojust hear them out about what impact they believed they couldmake on our F&I department, we were hesitant. We werealready doing a good job with PVR and product penetration, andfigured ‘if it ‘aint broke, don’t fix it.’We eventually decided that it couldn’t hurt to listen. I’m soincredibly glad we did!”“In just two months of doing business with Zurich, Corey and Jon have increased our PVRby over $400, and increased our overall VSC penetration by 13%. They conductthemselves more like consultants than vendors, and are working with me to impact everydepartment in the dealership.If you’ve never considered even listening to another F&I company, do yourself a favor andgive Corey and Jon 30-minutes of your time. It might be the best decision you make allyear!” –Jessy Ochoa, General Manager, Perris Valley Auto GroupTo schedule your 30-minutes, contact Corey Corbin at 603-892-0971orange county3737 Birch St., Suite 220 Newport Beach, CA 92660Vitu Point-of-Sale Insurance lets your finance department quickly secure your collateral and deliver the vehicle. What once could take hours, now only takes a few minutes — all with an incredibly easy-to-use workflow built into DMVdesk. Powerful, fast and simple.CA License #0L38051IT DOESN’T GET ANY EASIER THAN THIS.SO MUCH BETTER THAN A BINDER.Your customer needs proof of insurance, but doesn’t have it. What do you do? Wait? Point them to the Internet? Make calls?Request a demo at dealers.vituinsurance.com or call 844-874-8488.7$100BalanceBuilt right intoNext >