3rd Quarter 2019, Volume 66, Issue 3THE OFFICIAL PUBLICATION OF THE ORANGE COUNTY AUTOMOBILE DEALERS ASSOCIATIONorange countywww.ocada.org81% OF ATTENDEES PLAN TO PURCHASE A NEW VEHICLE IN THE NEXT 12 MONTHSA Limited Liability Partnership, including Professional Corporations 949.608.6900 | ferruzzo.com ATTORNEYS AT LAW | Our Practice Is Rooted In Strong RelationshipsBUSINESS LAW | LITIGATION | ESTATE PLANNING | REAL ESTATE | TAX | EMPLOYMENT PRACTICESServing the Dealer Industry for Over 38 YearsWe are pleased to announce that Sean Morrissey joined our Firm. Sean will be a key asset for the services we provide to all our auto clients. Sean arrived at Ferruzzo with extensive and exceptional litigation experi-ence representing General Motors LLC and Ford Motor Company in hundreds of Song-Beverly Consumer Warranty Act, Magnuson-Moss Warranty Act, Consumer Legal Remedies Act, Unfair Competition Laws, and fraud matters. Attorneys at Ferruzzo & Ferruzzo, LLP have represented new vehicle dealerships, collectively for over 180 years - auto dealership related! Buy-Sell Agreements: Tom Ferruzzo - 38 years, Jim Barone - 34 years, Litigation: Jim Ferruzzo - 38 years, Greg Ferruzzo - 26 years, Succession Planning: Jim Leese - 25 years auto, 40 years total, Real Estate Transactions: Gordon Scholte - 19 years auto, 39 years total.Transactions for Dealerships Negotiating and Drafting Buy-Sell Agreements Estate Planning for Dealers Negotiation of Computer Software, & Hardware agreements Negotiating Capital Loan and Lender Agreements Real Estate Acquisitions and Financing Relocations Negotiation of Executive Compensation Negotiating Government Loans and Incentive Agreements Agreements and Buy-Ins Dealings with ManufacturersOC DEALER is a Publication of the Orange County Automobile Dealers Association3737 Birch Street, Suite 220 • Newport Beach, CA 92660www.ocada.orgPhone: 949-428-5050CONTENTSorange county5 SAVE THE DATE: Annual Meeting at the OC Auto Show with George Foreman6 President’s Message8 Capitalize on Your OC Auto Show10 Commercial Vehicle Buyers at the SoCal Work Truck Show12 Get to Know Your Legislator: Senator Bob Archuleta14 2019 OCADA-PAC Honor Roll16 3 Best Practices to Ease the Current New Car Pickle18 Data Privacy Compliance CCPA20 OCADA Scholarship Spotlight21 New Auto Tech Training Program Provides Military Discipline & Second Chances22 Ask Alison: Attracting & Retaining Good Employees24 OC Auto Show Fundraiser - Spread the Word!25 3 Fundamental Skills to Improve Your F&I Departments27 Welcome to Our New Associate MembersCALENDAROF EVENTSorange countyBOARD OF DIRECTORS PRESIDENT David SimpsonSimpson Buick GMC Cadillac of Buena ParkSimpson Chevrolet Garden GroveSimpson Chevrolet IrvineVICE PRESIDENTScott WadeDavid Wilson’s Villa FordFord & Mazda of OrangeTREASURERJared HardinHardin Automotive GroupAUTO SHOW CHAIRMANBen BonfoeyThe CAR GroupDIRECTORSMiles BrandonCapistrano VolkswagenCapistrano MazdaJames GrahamSanta Margarita FordSanta Margarita ToyotaK.C. HeidlerTom’s Truck CenterJohn OhLexus of WestminsterEXECUTIVEDIRECTOR/SECRETARYJohn SackrisonINTERESTING OC AUTO FACT4OCADA Annual Meeting at the OC Auto Show October 4, 2019 Anaheim Convention CenterOC Auto Show October 3-6, 2019 Anaheim Convention CenterCNCDA Annual Convention October 13-16, 2019 Silverado Resort Napa Valley©2019 Orange County Automobile Dealers Association. All rights reserved. OC Dealer is published four times each year by OCADA and is the official publication for the association. The information contained in this publication is intended to provide general information for review and consideration. The contents do not constitute legal advice and should not be relied on as such. If you need legal advice or assistance, it is strongly recommended that you contact an attorney as to your specific circumstances. The statements and opinions expressed in this publication are those of the individual authors and do not necessarily represent the views of the OCADA, its board of directors, or employees. Likewise, the appearance of advertisements within this publication does not constitute an endorsement or recommendation of any product or service advertised. OC Dealer is a collective work and as such, some articles are submitted by authors that are independent of OCADA. While OC Dealer encourages a first print policy, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission from OCADA. For further information, please contact OCADA.4.5 HOURS = AVERAGE TIME CONSUMERS SPEND AT THE OC AUTO SHOW!FEATURED SPEAKER: GEORGE FOREMANHe’s a world heavyweight champion. He’s one of the most recognizable faces in the world. He’s the force behind one of the biggest and most successful brands. He’s a transformative personality who has been knocked down, but not out, only to rise again in his life. He’s George Foreman. There are few people who have re-invented themselves more effectively than him. Rising up from a hardscrabble youth to become a champion, only to lose it all, has taught him a lot about getting a second and even third chance in life. He went from broke and disheartened to fight again, becoming the oldest heavyweight champion in the history of boxing. He ventured on to become the wildly successful businessman behind the George Foreman Grill, a preacher, best-selling author, and motivator.With his universal appeal and charisma, Foreman shares amusing anecdotes of his empowering personal life journey. He empowers everyone and anyone who has ever been knocked down by life to fight back for a chance to enjoy life. Both inspiring and humorous, he says, “Make every day of your life your best one. Take on the challenges and go from low on the totem pole to the top. If I can do it, then anyone can.”SAVE THE DATE!FRIDAY, OCTOBER 4, 2019ANNUAL MEETING AT THE AUTO SHOWWORLD BOXING CHAMPION &ENTREPRENEURFor more information contact OCADA at (949) 428-505056President’sMessageDavidSimpsonSimpson Buick GMC Cadillac of Buena ParkSimpson Chevrolet Garden GroveSimpson Chevrolet Irvine“On just legislative, union education and assistance, and technician recruitment, OCADA has spent $1,145,000 in the last five years, which would not be possible without the revenue from the Auto Show”Though we all have ownership in the OC Auto Show, it is not top of mind as we are busy running our own businesses. I want to take this moment to point out two primary benefits the OC Auto Show provides our dealerships (that you may have not thought about before).First, the primary purpose of the Auto Show is to ignite excitement for our new vehicles. At the show, consumers get to see the best and newest cars and trucks, getting them excited to make their purchase sooner – it stimulates demand! After attending the auto show, 81% of attendees plan to purchase a new vehicle in the next 12 months. The level of influence that auto shows have on consumers is equal to digital – beating all other forms of marketing! Both mediums are rich with information, but seeing, touching, sitting in, and the opportunity to test drive over 100 models - motivates consumers to buy sooner! Second, the OC Auto Show financially supports our association. On just legislative, union education and assistance, and technician recruitment, OCADA has spent $1,145,000 in the last five years, which would not be possible without the revenue from the auto show. This just scratches the surface of all the services that OCADA provides for members, but provides some perspective on how important the auto show is to achieving our goals. OCADA membership dues revenue is only $42,000 annually and at that level we could not even pay for an office lease, let alone effective representation and programs. It’s easy for dealers to increase their benefits from the show – simply call your manufacturer to be sure your brand’s best new vehicles are displayed, or better yet, available for consumers to test drive and sign up with OCADA to offer your customers free tickets to see those vehicles! The OC Auto Show benefits all dealers, not only during the show, but after – so make sure your manufacturer is fully engaged in our show.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 8CAPITALIZE ONDon’t miss this opportunity to thank your customers and invite them to see your latest products at this year’s show! Last year, dealer customers downloaded more than $200,000 worth of tickets. SEND YOUR CUSTOMERS E-TICKETS FOR FREE!GET YOUR CUSTOMERS EXCITED ABOUT YOUR 2020 MODELSTHANK YOUR CUSTOMERS AND9Your dealership employees are invited to bring their families to the Auto Show for FREE. This is a great way to thank your team for their hard work and keep them excited about being a part of this great industry.FREE TICKETS FOR YOUR EMPLOYEES!EMPLOYEE TICKETS ARE A $6,000 VALUE TO YOUR DEALERSHIPYOUREMPLOYEES!OCTOBER 3-6, 2019ANAHEIM CONVENTION CENTERNext >