< Previous10In 2016 OCADA successfully launched the SoCal Work Truck Show in conjunction with the Orange County International Auto Show. The show has grown to be the largest truck show on the west coast. Through a substantial and highly focused marketing budget targeting small business owners the event drew over 3,500 verified commercial buyers in 2018! The SoCal Work Truck Show provides commercial vehicle buyers the information and hands-on experience to help them more quickly determine which vehicle suits their business needs. By giving them the ability to explore commercial vehicles and bodies all in one place they move further down the sales funnel faster. The level of engagement at the show stimulates demand and ultimately commercial vehicle purchases.If your dealership sells commercial vehicles make sure your sales representatives don’t miss this opportunity to engage the commercial buyers at the show! OCTOBER 3-6, 2019CAPITALIZE ON THE COMMERCIAL VEHICLE BUYERS AT THE SO CAL WORK TRUCK SHOWSOCALWORKTRUCKSHOW.COM11Powerful. Friendly. Complete.AVRS is your partner for experienced DMV processing, including your EROS and Temp Tag needs. Let’s partner to improve customer experience and grow your business.Part of theLARGEST U.S. TITLE & REGISTRATIONPROVIDERand growing.Temp Tag experts in SIX STATES with4+ MILLIONTEMP TAGS ISSUED.3+ BILLION securely transferred to State DMVs annually.© 2019 AVRS. All Rights Reserved. 19-0750LEARN MORELEARN MORE ATAVRS.COM12GET TO KNOW YOUR LEGISLATORSENATOR BOB ARCHULETARepresenting the 32nd Senate District including Buena Park and many Los Angeles County cities.Committee Membership: Chairman, Senate Committee on Veterans Affairs; Business, Professions and Economic Development; Governmental Organizations; and Insurance.Biography: Senator Bob J. Archuleta, a former Presidential Appointee and Pico Rivera city mayor, has dedicated his life to serving his community and his country proudly. He was elected in November 2018 to the California State Senate to represent the 32nd Senate District, which includes portions of Los Angeles County and Orange County. Senator Archuleta served as a Presidential Appointee under the 44th President of the United States, Barack Obama as a member on the Board of Visitors to the United States Military Academy at West Point. The senator was the first Mexican American to be appointed by any President as a member of the Board, and was immediately elected as co-chair.He also served on the Los Angeles County Military Veteran Affairs Commission, the United States Army Advisory Board for Military Recruitment, and the Los Angeles County Library Commission. He is a combat veteran and paratrooper with the 82nd Airborne Division and served with the Montebello Police Department. The Committee on Veterans Affairs is responsible for considering legislative measures pertaining to military and veterans’ issues. It also has legislative oversight of existing executive branch agencies and programs that implement ongoing military and veteran programs previously enacted into law by the Legislature. This includes holding oversight and information hearings on issue areas that fall within the committee’s assigned jurisdiction.Personal: Senator Archuleta grew up in the neighborhood of Lincoln Heights in Los Angeles, and started working on his future, representing not only his community but possibly his country. He graduated from Salesian High School and later enlisted in the United States Army serving in the 82nd Airborne Division as a paratrooper. He passed on the tradition of public service to his five children.Senator Archuleta went on to Rio Hondo College Police Academy, where he was president of his academy class, and later joined the Montebello Police Department as a reserve police officer. He is married to his wife Rose and has five children, with two sons who have graduated from West Point and are currently serving in the military. One is in the Pentagon and the other on the East Coast. District Office Contact Information:(562) 406-1001 | sd32.senate.ca.gov 12501 Imperial Hwy. Suite 110Norwalk, CA 906501213$2.75DESIGNATEDAREASHIGHER©2018SFVlatimes.comWEDNESDAY,AAMARCH28,2018WASHINGTON—TheTrumpadministration’splantoaskeveryoneinAmericaAmericawhethertheyarU.S.citizensaspartofthe2020censuscouldcostCali-forniabillionsofdollarsandaseatinCongress,stateoffi-cialswarn.WhetherCaliforniaandotherstateswithbigurbanrrareasthatfacesimilaref-fectscandoanythingaboutthechangeremainstobeseen.Theyarerushingtocourttochallengethead-ministration’sauthorityttackontothesurveyaques-tionthathasn’tbeentestedindecades.CaliforniaAtty.Gen.Xa-viervierBecerrawarnedthattheadditionofthequestion“couldtranslateintoseveralmillionpeoplenotgbeingcounted.”LegalgscholarsysayCaliforniaanditsalliesfaceatoughfight.Thedecisiontoaddasin-glequestiononthecensuswhwhichtheadministrationannouncedlateMondayynight,mayseemanobscurmatter,butitcouldgivetheTrumpadministrationan-otherlevertoshiftpowrerandfederalresourcesawyayfrombluestatestowardredones,muchashappenedwithwiththerecenttaxlawwachangesgthatdisproportion-atelyfavoaredvotersinRe-publicanregions.ThemovewasmetwithStatttsetoblblockcnuschangTrumpadministrationadditionofcitizenshipquestionwillleadtoundeundercountandhurtCaliforniaf,riticssy.aByEvanHalper[[SeeeCensusCensus,A10A10AnaheimremovedbusbenchesnearDisneylandinresponsetocomplaintsabouthomelesspeoplsleepingonthemandloiter-ingnearbyrryThenOrangeCountyypushedhundredsoutofanencampmentalongtheSantaAnaRivertrail.Offi-cialshavealsovowedtore-movethetentcitythathastakenrootattheSantaaAnaCivicCenter.Butasthecountyandsomeofitscitiestakestepstopushouthomelesspeo-ple,theproblemofwheretheyshouldgoremainsun-solved.Anditbecameabun-dantlyclearTuesdaythatfindingplaceswillingtohostnewhomelesssheltersisgoingtobeahugepoliticalchallenge.ggMorethan1,000peopleconvergedontheOrangCountyBoardofSupervi-sorsmeetingtoprotestaaplantorelocatethoseremovedfromtheriveren-campmenttotemporaryysheltersinIrvine,Hunting-tonBeachandLagunaNiguel.Thelargeprotestcon-cludedwitha4-0votetoscrapwhathadbeenthecenterofanambitiousplan,leavingaatheaffluentcounytyatSquareOneasitfacesaRESIDENTSofIrvine,HuntinHuntingtontonBeachBeachandandLLagugunnaNiguguelelprotestprotestououtsidsideananOranOrangeeCounountyByBoardoardofofSupervisoSupervisorssmeeetitingngTuesdaTuesday.y.aaaIrfanKhanLosAngelesTimesPLANFORSHELTERDROPPEDRAFAFTERPROTRESTByAnhDo,CindyCarcamoandJosephSerna[[SeeeHomelHomelessess,A1A111]1111Foryears,DemocratshaveadreamedofturningOrangeCounty,thebirthplaceofRichardNixon,blue.Oratleastsomeshadeofpurple.Thecounty—oncesuchaGOPstrongholdthatRonaldReagandubbedittheplacewhere“allthegoodRepublicansgotodie”—ichangingdemographicallyand,therefore,politicallyyGrowingLatinoandAsianpopu-lationshaveaplacedwhitesinthemi-nority.HillaryClintonin2016becamethefirstDemocraticpresidentialcan-didatetowintheresincetheGreatDepression.AndthepartyishopingtoflipseveralRepublican-heldcon-gressionaldistrictsthatvotedforClinton.Still,OrangeCgountyprovedagainoverthelastfewweeksthatitscon-servativesideisaliveandwell,espe-ciallywhenitcomestoillegalimmi-gration.OnTuesday,tyheBoardofSu-pervisorsaddedapowerfulvoicetoagrowingbacklashagainstgCalifornia’pro-immigrantpolicieswhenitvotedtofightthestate’sso-calledsanctuarylrraws.Indoingso,thecountyhasbecomeanepicenteroftheresistancetotheanti-Trumpmovementthathasdominatedleft-leaningCaliforaniapoliticssincethepresidenttookoffice.Thestanceagainsteffortstopro-tectpeopleinthiscountryillegalylycomesagenerationafterOrangCountybecamethebirthplaceofPro-position187,thedivisive1994ballotO.C’sconevatiavsideisalivandwellCountyiscnterf‘sanctuarystatea’defianceFOEFOESSOFSSB554cheecheerafafteterOranOrangeeCounountysysupervisorupervisorssvototetotofighghtththestastate’ste’sso-so-calledalledsanctuarysanctuaryllawwsaaaaIrfanKhanLosAngelesTimes[SeeSanctuary,A11]1ByCindyCarcamo,HaileyBranson-PottsandAleneTchekmedyianWASHINGTON—TheU.S.andSouthKoreahavreachedanagreementinprincipletoamendadec-ade-oldfree-tradepactthatPresidentTrumpusedtocall“horrible”anda“disas-ter”—hisfirstsuchdealandavictory,albeitamodestone,forhistoughenedap-proachtoAmerica’seconomicpartners.Underthedeal,SouthKoreaagreedtolimititssteelexportstotheU.S.andmadeconcessionsonautimports.Inreturn,theU.S.agreedtoexemptSouthKo-reafromthe25%tariffonsteelthatTrumpan-nouncedthismonth.Thedealremovesamajrorpointoffrictionbetweenthetwoalliesatamomentwhenthey’repreparingfornego-tiationswithNorthKoraeaaboutitsnuclearprogram.RelationsbetweentheU.S.andSouthKoreahaveaabeenstrainedatseveralpointsinthelastyearasTrumphasrailedagainstan$18-billiontradedeficitanddenouncedtheU.S.-KoreaFreeTradeAgAgreement,knownasKorus.TrumphascalledKorua“horrible”agreementthat“destroyed”U.S.industry.Ayeyearago,hethreatenedtoterminatethewholeagreeModest?HisfirsttradedealisByChristiParsons[[SeeeTraTradede,A8]A8]StatestepsintoinvestigatepolicekillingAsprotestsmountinSacramento,California’sffDepart-mentofJusticewilloverseethecity’spoliceinquiryintotheshootingofStephonClark.CALIFORNIA,B1FacebookCEmaytaaestifyThreecongressionalcommitteeshaveaainvitednnMarkZucker-bergtospeakaboutthesocialnetwork’shandlingofuserdata.BUSINESS,C1Weather:Sunny.L.A.Basin:78/56.B6YIWU,China—You’llfindEasteronefloorupfromthefidgetspinners,aroundthecornerfromthesax-playingSantas,pastthe“IloveCroatia”shotglassesandiPhone-shapedash-trays,andacrossfromthestatuettesofJamaicanmensmokingmarijuana.There,YangWei,30maintainsachild’sbed-room-sizedworldofEasterwowonders.Shesitsamidshelvesoverflowingwithstuffedrabbits,plasticeggswithwithglued-onbunnyears,andcountlessfuzzychicks,likenonediblemarshmallowPPeepseps.MoMosstofofititisisboundboundfortheU.S.,deliveredbythecrate-load.“WehWWavetoydesignerswhogototheU.S.orEuropetodoresearch,”saidYangmanageroftheJiangsuTaizhouCityWenhaoHand-icraftProductFactory.“Thentheycomebackandcomeupwithtoysthatwillsuitthemarkerrt.”Chancesare,ifyou’veexperiencedEasterinanyform—agiftbasket,astorefrontdisplay—you’veseenaproductthat,atsomepoint,passedthroughtheInternationalTradeCityinYiwu,aacityof1.5millionpeopleabout160milessouthfofShanghai.It’sthelargestwholesalemarketintheEastebunnytranslateaastooneyYiwu,China,isthebirthplacofmaypringholidaytaarinketsByJonathanKaiman“ITHINKEasterisforJesus,likehowChristmasisfoforrSanta,anta,”sasaysysYaYangngWeWeiiattheerstallstallininYiYiwuwu,ChinaChina.MatjazTancicForTheTimes[[SeeeChinChinaa,A4]A4]AnaheimremovedbusbenchesrnearDisneylandninresponsetocomplaintsabouthomelesspeoplsleepingonthemandndloieter-ingnearbyryThenOrangeCountyypushedhdhundredsoutofanencampmentgalongtheSantaAnaRivertrail.Offi-cialcialshavealsovowedtore-movethetentcitythathastaknenrootattheSantaaAnaCivicCenter.Butasthecountyandsomeofitscitiestakestepstotopushshououtouthomelhomelessesspeo-PLANFORSHELTERDROPPEDRAFAFTERPROTRESTByAnhDo,CindyCarcamoandJosephSernForyears,DemocratshavedreamedofturningOrangeCounty,thebirthplaceofRichardNixon,blue.Oratleastleastsomsomeshadshadeofofpurple.Thecounty—oncesucuchaGOPstrongholdthatRonaldReagandubbedittheplacewhere“allthegoodRepublicansgotodie”—ichanggingdemographicallyand,therefore,politicallyyGrowgingLatinoandAsianpopu-lationshaveveveplacedwhitesinthemi-nority.HillaryClintonin2016becamethefirstDemocraticpresidentialcan-didatetowintheresincetheGreatDepression.AndthepartyishopingtoflipseveralRepublican-heldcon-gressionalrdistrictsthatvotedforClintntnton.Still,OrangeCountyprovedagainovrerthelastfewweeksthatitscon-servvativesideisaliveandwell,espe-ciallywhenitcomestoillegalimmi-gration.OnTuesday,tyheBoardofSu-pervisorsaddedapowerfulvoicetoaagrowingbacklashpro-immigrantpoliciestofightthestat’rarylraws.Indoingso,theanepicenteroftheanti-Trumpmodominatedleft-leaninpoliticssincethethefice.ThestanceatectpeopleinthiscomesageneratiCountybecametheposition1n187,theO.C’sconevatiasideisalivandweCountyiscnterf‘sanctuarystate’d[SByCindyCarcamo,HaileyBranson-PottsandAleneTchekmedyianOrange County,we’ve got you covered.Reach Orange County auto buyers where they live with theLos Angeles Times and Times OC in print and online.Advertise now! Call Wendy Hultgren at 626-364-5459AJ D’Amato Robert Longpre Mike Russell AJ D’Amato Jr. Pat Lustig Damon Shelly Tony D’Amato Allen Moznett David Simpson Jay Francis John Oh Derrick Van Nieulande Matt Gunderson Al Parajeckas Scott Wade Bruce Hamlin Chad Roberts David Wilson Jared Hardin RJ Romero Cliff Allen James Graham Paul Lui Trey Selman Dave Anton Jim Graham Peter Maldonado Pete Shaver Mike Aziz Jon Gray Dave Mello Frank Shaygan Gen Balouev Roberta Hardin Preston Minor Ahmad Soleman Miles Brandon KC Heidler Young Park Jim Speck Steve Brown Roger Hogan Mark Parkinson Penny Spellens David Bunnell Jake Kahen Jim Parsons Gary Stone Paul Conant David Kim John Patterson Vincent Torrente David DeLillo Richard Landfield Bill Piercey Gary Willenborg Al Dimont Mark LeCompte Jim Robins Omar Z Moe Golshani Dennis Lin George Saad 143 Best Practices to Ease the Current New Car PickleBy Dale Pollak, Founder of vAuto – a Cox Automotive Solution Franchised dealers are in a bit of pickle these days with new vehicle inventories near all-time highs.The inventory levels are tied to declining demand for new vehicles, a softening that owes, at least in part, to ever-higher new vehicle purchase prices. I’ve heard more than one dealer marvel at the number of 84-month new vehicle loans they’re now writing in their F&I offices.This supply/demand imbalance has also lit up a floorplan problem. Not so long ago, when sales were growing, dealers were making money from their floorplan programs. Now, most dealers are writing four-, five-, and sometimes six-figure checks every month to cover floorplan interest expenses.I spend the bulk of my time every day working with dealers to improve their used vehicle performance.But lately, these conversations have included discussions about new vehicles, and how dealers might work their way out of the current pickle, or at least make it less problematic.Here are three best practices I’ve gleaned from top-performing dealers who are proactively attacking the performance and profit slow-down in new vehicles:1. Identify and address your aged inventory. Age management has been a growing discipline for top-performing dealers for some time. Many set performance benchmarks, such as no more than 15 percent or 20 percent of new vehicle inventory older than 90 days. I’m told that when dealers don’t pay close attention to new vehicle inventory age, as much as 40 percent of their vehicles qualify as “aged” or distressed units.A key principle in new vehicle inventory age management aligns exactly with the way dealers manage age in used vehicles—once vehicles cross a specific time threshold, say 30, 45, 60, 75, 90 days or more, they tweak the vehicle’s price, positioning and promotion to speed its retail sale.The absence of an age management strategy in new vehicles is at least one reason why, as the Automotive News article indicates, many dealers don’t know they’ve got an inventory and floorplan problem until they run into trouble finding parking spaces for their cars.2. Stop making your situation worse. Once dealers begin managing their aged inventory, they can start asking why it’s there in the first place. Several dealers noted that force of habit and personal preferences, when ordering cars, approving vehicle allocations and making dealer trades, are primary root causes of aged inventory problems.A general sales manager at a California Toyota dealership shared that he started paying close attention to his aged inventory, he’d find multiple copies of the exact vehicle, often in striking colors like salsa red, that suggested someone played a hunch about a hot color/equipment combination that proved to be incorrect. “There’s a lot of ego in ordering that we’ve had to unwind,” the manager says.Similarly, the vice president of operations at a 13-store group says he found had a “mind-boggling” number of vehicles that were nearly a year old and older when he focused on reducing aged inventory. He traced the problem to managers repeatedly ordering, and trading for, the wrong cars.16“There was no attention to it,” he says. “The managers knew they were cars that were ordered wrong and would never sell. So they’d just park them out back and let them get dusty and that was it. Some of them didn’t even have photos and weren’t online.”Both of these dealers now take a much more circumspect approach to new vehicle stocking decisions. They’re using data to inform and configure their factory orders and dealer trades to bring in a larger share of vehicles the market deems desirable. And, when they’re forced to take inventory the data reveals as less than desirable, they more immediate steps to retail or trade away the vehicles before they become aged and costly to carry.3. Push back with proof. When you’re using market data to optimize your new vehicle inventory, you know the cars that sell quickly and those that won’t. Dealers say this data is becoming more valuable when factory reps press them to add less-desirable vehicles to their inventories.I liked how the 13-store group vice president puts it: “Documentation is negotiation on the OEM side, just like it is in retail sales,” he says. “If I want to keep my great relationships, I can’t just say, ‘no, I won’t take those cars.’ All my conversations are data-driven so I can say no, or not so many, and they can love me when they leave the room.”If you take a step back, and view these best practices from a broader lens, they all amount to the same thing—dealers working harder and smarter to control what they can in their new car departments, and getting past the current new car pickle. Originally published at Dalepollak.com 1718TData Privacy Compliance CCPABy Tom Tollerton CISSP, CISA, PCI QSA itadvisory@dhg.com Senior Manager, DHG IT Advisory California’s recently passed data privacy law called the California Consumer Privacy Act, or CCPA will require policy changes to most dealer businesses by next year. CCPA was modeled closely after the European Union’s General Data Protection Regulation, or GDPR, which took effect in May 2018. Like GDPR, California’s law is considered very expansive, potentially adding significant burden on businesses that maintain operations in California or businesses operating in other states that may handle California consumer data.Organizations that handle consumer information as part of business operations need to consider the applicability of CCPA. There are three key thresholds that determine whether an organization is subject to CCPA data privacy requirements. An organization that handles California consumer data must meet at least one of the following thresholds:1. Annual gross revenue exceeding $25 million.2. Handling of 50,000 records annually of personal information of California residents, households or devices.3. Annual revenue of 50 percent or more, derived from the sale of California residents’ personal information.If your dealership is subject to the requirements of CCPA, it is important to begin performing diligence efforts to achieve compliance by Jan 1, 2020, the date the law goes into effect.1. First, an assessment should be performed to understand the nature and use of data within your organization, documenting key classifications of data, associated business processes and systems, as well as key users and third parties that may have access to the data.2. Second, a gap analysis should be performed against key requirements of CCPA or other data privacy laws, to clearly outline the organization’s preparedness for complying with key privacy obligations.3. Establish formalized plans for remediation of compliance gaps and assign responsibility for maintaining the data privacy program as new laws and regulations emerge.The data privacy professionals within DHG IT Advisory team are experienced with advising leaders of complex organizations on achieving compliance with security and privacy laws, including CCPA, GDPR and the HIPAA Security and Privacy Rules. Leveraging broad industry experience, our team offers tailored and cost-effective recommendations to help achieve compliance.managing technology riskAssurance | Tax | Advisory | dhg.com/itadvisoryDHG IT Advisory works with companies to manage technology risk while maintaining data integrity, protecting privacy and complying with regulations. From project management and regulatory compliance assistance to digital forensics and incident response, DHG is equipped to meet your IT advisory needs that drive your business. For more information, visit dhg.com/itadvisory19For over 40 years, BBVA Compass has provided auto dealers with the exible and aordable commercial nancial solutions they need to operate asuccessful dealership: For your dealership Floorplan & real estate nancingEquipment financing & leasing optionsInventory & parts receivablesmanagement solutionsFor your customers Competitive retail nancing optionsQuick credit decisions & reliable fundingTerrance DempseyEugene Gonzalez Relationship Manager, Orange County Market 949-214-0017 Our experienced professionals are committed to helping you make your business more ecient and more protable — all with the added support of top-level customer service. 1-800-COMPASS • bbvacompass.comAll credit and accounts are subject to approval, including credit approval. BBVA Compass is a trade name of Compass Bank, a member of the BBVA Group. Compass Bank, Member FDIC. Give us a call today. Your business is built on service. So is ours. Follow us on:Dealer Relationship Manager949-212-0405Next >