A publication for members and friends of the New Car Dealers Association of B.C. November-December 2015

NCDA President & CEO Blair Qualey joins Premier Christy Clark in Beijing, China Page 4

Left to Right: Shen Jinjun, Chairman, China Automobile Dealers Association; Ben Stewart, BC Special Representative in Asia; BC Premier Christy Clark; Blair Qualey, President & CEO, NCDA CADA 360 Isn't it time you made the switch?

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CADA2 SIGNALS 360 Garage NOVEMBER Insurance - DECEMBER is a product 2015 of CADA Services Ltd., provided through HUB International. Contents

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In This Issue

8 16 PRESIDENT’S MESSAGE AUTO SHOW GALA AUTOMOTIVE WORKSHOPS Save the Date! BCIT and NCDA Bring You 6 Valuable Workshops VANCOUVER INTERNATIONAL 10 AUTO SHOW Q&A 18 Be Part of It! We Chat with the Honourable VSA UPDATE Suzanne Anton, Minister of Justice Quick Action Shuts 8 & Attorney General Down UnLicensed Dealer SCRAP-IT Big Incentives, 12 20 Big Environmental Impacts COMPUTER CENTS LEGALINE Cybercrime - Is Your The Duty of Fair Dealing Dealership Data at Risk? It's the Law

SIGNALS NOVEMBER - DECEMBER 2015 3 Chief Car Washer’s Message S gnals As 2015 will soon pass into our rear-view mirror, I thought I should touch on some highlights from what has been a very busy and successful year for BC's New Car Dealers Offi cers and Directors and their Association, the NCDA.

Jim Inkster Chairman The business climate has been very good the past year for Aspol Motors Ltd. our New Car Dealers members around BC and we have seen the construction of many spectacular new dealerships. John Chesman Vice-Chairman The complexity of the business continues to grow and is MCL Motor Cars not without its challenges, from fi nding well-trained service technicians and apprentices to satisfying the continually Blair Qualey President & CEO evolving demands of customers, whether on-line or in dealerships. New Car Dealers Throughout 2015, the Association has been focused on various provincial government re- Association of BC lated issues, from clarifi cation around the valuation of demo vehicles under the new PST to working with our regulator, the MVSA, on improvements to legislation impacting our sector. Our national association, CADA, has been very active this year, working on numerous fi les Directors including a very important GST policy issue while preparing for the Federal Election. Since early 2013, the Canadian Automobile Dealers Association (CADA), in partnership with the Trillium Automobile Dealers Association (TADA), has led a sustained and coordi- Paul Batchelor Pacifi c Newspaper Group nated campaign to help dealers being audited and assessed by CRA for unpaid HST/GST on fi nance income. Since that time, this has been the number one advocacy priority set by Mark Edmonds Ferrari Maserati of CADA’s Board of Directors. Vancouver In early February 2015, CADA sent a memo to all dealers announcing that our collective ef- Darren Graham Applewood Auto Group forts were successful. The CRA’s Appeals Division confi rmed that both conditional sales and fi nancing contracts are deemed HST/GST exempt. The Appeals Division also confi rmed that Jeff Hall Hallmark Ford Sales they would be vacating all assessments on both conditional sales and fi nancing contracts. This is a signifi cant victory for all dealers, even those not under audit, as a loss on this issue Ryan Jones Marv Jones Honda would have led to nationwide assessments and penalties for every dealership in the country. We should note that CRA has advised that it is reviewing its view that income derived from Moray Keith Dueck Auto Group the sale of insurance products remains taxable under the Excise Tax Act. Stay tuned. In October, Canadians elected a new Liberal government. Our national association has Derral Moriyama Bank Of Montreal worked closely with many key government members and is well positioned to continue to advance the New Car Dealer agenda in Ottawa. John Wynia Harbourview Volkswagen October was also Small Business month and NCDA was in Victoria meeting with cabinet ministers and touring dealerships for the Association’s ‘Legislative Day’. NCDA hosted the government caucus at a reception and the Association was recognized in the Legislature for its valuable contributions to the community fabric in the 55 communities they do business in across the province. The visit also provided an opportunity to update government on the high uptake of CEVforBC incentives that have continued unabated since the program’s launch in April. On the international level, early in November, I had the privilege of joining Premier Christy Clark in Beijing, China for a portion of her Trade Mission before travelling on to speak at the Chinese Automotive Dealers Association (CADA) annual Convention in Xiamen. I was Unit 70 – 10551 Shellbridge Way thrilled to be joined on the trip by one of our Association Board Members, Ryan Jones, who Richmond, BC V6X 2W9 also chairs our “Automotive Leaders of Tomorrow” program. Tel: 604-214-9964 Fax: 604-214-9965 In Beijing, under the watchful eye of Premier Christy Clark, the Chairman of the Chinese [email protected] Dealers Association (CADA), Mr. Shen, and I signed a Memorandum of Understanding www.newcardealers.ca (MOU) as part of the Trade Mission program. Under the MOU, our two associations committed to share industry expertise and work collaboratively to strengthen the knowl- Copyright: The contents of Signals, such as text, articles, opinions, views, graphics, images, and the selection and arrangement of information (the “Content”), are protect- edge and capabilities of both organizations for the ultimate benefi t of our respective ed by copyright and other intellectual property laws under both Canadian and foreign laws. Unauthorized use of the Content may violate copyright, trademark, patent and members. This agreement is an important step towards strengthening our relationship 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 working with China to create stronger environmental and economic initiatives in both of 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. our respective jurisdictions.

4 SIGNALS NOVEMBER - DECEMBER 2015 If you are wondering how big the Chinese market is, CADA has over 6300 members who have sold some 24 million new vehicles and 8 million used vehicles last year. Their members employ over 2 million people. While in China, we had the opportunity to visit some dealerships and to kick the tires on some Chinese manufactured vehicles from Great Wall Motors, among others. When these Chinese OEMs make the decision to come to North America, they will present solid competition to some of the brands sold in Canada. As Jimmy Pattison told me, when he encouraged me to accept the invitation for the China trip, the Chinese OEMs are making sure they get the product quality right. When they do come here, we want them to know BC's New Car Dealers and their Association will be a key to their brands’ success! I was truly honored to be invited to speak, along with industry leaders from the USA, UK, Italy, and Russia, to the 2000 delegates at the opening ceremony of the CADA convention and later during the CADA Convention's international forum. I spoke of BC and Canadian auto- motive industry issues and invited their Board of Directors and their member dealers to join us for an Asia Pacifi c Automotive Summit at the Vancouver International Auto Show. Speaking of the Auto Show, we’re just a few short months away from the 2016 edition and our Auto Show team is hard at work fi nalizing all the plans for another record breaking event, including the opening night gala celebrations. There are many exciting opportunities for member dealers to engage in at the Auto Show. You’ll fi nd it’s the gift that keeps on giving! As I conclude this edition’s message, I encourage you to read SIGNALs from cover to cover as we have many important articles and tips for you inside. On behalf of our Board of Directors and our staff team at the NCDA, I wish you and yours a very Happy and Healthy Holiday Season and warm wishes for a Happy and Prosperous New Year. Gung Hay Fay Choy. Yours truly,

Blair Qualey - President & CEO Happ y Holi days! from the New Car Dealers Association of BC Staff and Directors

In lieu of holiday cards, a donation has been made to the Salvation Army.

SIGNALS NOVEMBER - DECEMBER 2015 5 VancouverInternationalAutoShow.com

YOUR Vancouver International Auto Show Rolls Into Town March 23rd to 27th, 2016!

uckle up and get ready for the ride of the year. If all the changes that took place in 2015 are any indication, 2016 is going to B blow the green roof off the Convention Centre. Did you know that your show grew 25% last year, seeing a return of exotic OEM's and providing opportunities for dealers and commercial vendors? Or that we increased attendance 17% to 98,600 consumers? How about the fact media impressions were up 489%? Your show is carving out a name for itself and we want to ensure you know how your dealership can benefi t.

Any NCDA dealership and associate member is welcome to partici- pate: modifi ed vehicles, accessories, specialty branding initiatives are all fantastic ways for over 100,000 consumers to see your products. Every person entering the show in the beautiful ballroom space will pass by your booth in the commercial marketplace. Entrances and pathways are designed to drive traffi c. This is your single best oppor- tunity of the year to build your contact/client list. But space is quickly disappearing and we will sell out in 2016.

The cost: $8 per square foot. That is only $1,600 for a 10x20, or $3,200 for a 20x20 that could hold two vehicles and more. Perhaps you have a contesting idea, or a prize giveaway on social media? Allow this year’s Auto Show to help take your marketing to a whole new level.

Don’t delay, contact us today to learn how we can help you put the pedal to the fl oor! Please contact: Joshua Peters, 778-231-1982, or [email protected].

6 SIGNALS NOVEMBER - DECEMBER 2015 SIGNALS NOVEMBER - DECEMBER 2015 7 BC SCRAP-IT: Big Incentives, Big Environmental Impacts As you may have heard, SCRAP-IT is offering a $3,250 electric vehicle incentive… and the best part is, it can be combined with CEVfor BC incentives. In some cases, customers will receive up to $8,250 off the purchase of a new electric vehicle. Why promote electric vehicle sales? Celebrate Your Industry Scrapping 1 vehicle and replacing it with an electric vehicle will result in a 67 tonne carbon and the Launch of Your Show reduction. To give that some perspective, 67 at the Auto Show Gala metric tonnes of CO2 has the same volume as the air it would take to fi ll 13.4 hot air balloons. WEDNESDAY, MARCH 23, 2016 – That is a signifi cant difference and customers VANCOUVER CONVENTION CENTRE EAST who take advantage of these valuable incentives know they are making a positive contribution to the environment. he Auto Show Gala serves as the industry launch event for the Vancouver Why send an older polluting vehicle to International Auto Show. This highly anticipated gala evening gives dealer and associate members, manufacturers, government and media guests an opportunity SCRAP-IT? to network and mingle over cocktails and canapés all while catching a peek of the All scrapped vehicles are permanently and vehicles and displays. properly recycled in accordance with the The Auto Show Gala continues to offer an enjoyable sit-down dinner format. provincial acts and regulations. No used parts Utilizing the ballrooms and eye opening manufacturer displays, the Gala continues are sold back into the market, thereby keeping to be a unique guest experience. other older, polluting vehicles on the road. SCRAP-IT customers have been encouraged The prestigious BC Salespeople of the Year Awards and Community Driver Awards to choose alternate forms of less polluting will be presented. The Gala is the only one of its kind in Canada, incorporating a transportation, including new replacement sit-down dinner and networking opportunities with the public launch and Show vehicles from participating new car dealers debut on the Show fl oor. throughout the province since 1996. This is a charity event, with funds going to the New Car Dealers Foundation of BC. What does SCRAP-IT have to do with EVENT INFORMATION climate change? Date: Wednesday, March 23, 2016 Since inception this program has promoted Venue: Vancouver Convention Centre East (999 Canada Place) the migration of it’s customers into clean/ Dress Code: Semi-formal attire cleaner energy vehicles and other forms of Timing: transportation. It has scrapped over 38,000 5:30pm – 6:15pm – Pre-Dinner Reception vehicles, taking 747,500 tonnes of carbon 6:15pm – 8:00pm – Dinner Gala and Awards Presentation out of the air we breathe. It also supports 8:00pm – 10:00pm – Show Debut and Public Party healthy communities by making sure 152,364 tires, 609,456 litres of fl uid, 38,091 mercury TICKET INFORMATION switches, and 53,708 tonnes of steel were all Single Tickets: properly recycled. $199 (Early Bird until February 28) $249 (After February 28) SCRAP-IT is the “little program that could.” Reserved Table of 10: Through it’s partnerships with over 403 $1,800 (Early Bird until February 28) BC-based private-sector businesses it has $2,300 (After February 28) delivered great results. Through it’s continued partnership with new car dealers provincially, All ticket sales are fi nal. Ticket sales close March 9 or when sold-out! it will continue to make big environmental impacts. Tickets may be purchased online at www.newcardealers.ca or www.vancouverinternationalautoshow.com or by calling 604-214-9964. For details about the electric vehicle incentive, replacement vehicle incentive or the 8 other SPONSORSHIP options available, please visit their website at: Marketing opportunities are available. www.scrapit.ca Contact Christie at [email protected] to discuss how your organization may become involved as an event partner. 8 SIGNALS NOVEMBER - DECEMBER 2015 CarProof is the best source of information on B.C. vehicles. Period.

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SIGNALS NOVEMBER - DECEMBER 2015 9 BLAIR QUALEY'S Q&A with the Hon. Suzanne Anton, BC Minister of Justice and Attorney General & MLA for Vancouver-Fraserview ecently I had the pleasure of sitting down R with the Hon. Suzanne Anton, BC Minister of Justice and Attorney General, and MLA for Vancouver-Fraserview. I have known the Minister for many years, back to my days with The Vancouver Board of Trade and she continues to be one of the smartest and hardest working politicians I have ever met and we’re fortunate to have her in this very key role in Government. As the Attorney General and Minister of Justice, Suzanne is responsible for justice and public safety issues for the government of British Columbia. Her role includes criminal and civil justice, access to justice, justice reform, policing, corrections, road safety, violence-free BC initiatives, and services to victims of crime. Suzanne also served two years as Minister responsible for liquor, which included a review of provincial liquor policy; and as Minister responsible for Emergency Management BC, focusing on earthquake and disaster preparedness in British Columbia. She currently serves as Vice-Chair of the Legislative Review Commit- tee, and is part of the Cabinet Committee for Secure Tomorrow. Before politics, Suzanne was a Crown counsel and a math teacher. She received a degree in Mathematics from the University of Victoria and a Bachelor of Laws at the University of British Columbia. Here are the highlights of our conversation from Monday, August 10, 2015 The New Car Dealers of BC pride themselves on the role their dealerships play in communities across BC but lately we have seen – often on a daily basis - many communities across this province interrupted by violence and gunfi re. How are you and the Government tackling this growing challenge? As you know I am in charge of Public Safety, and that’s something the Premier wants me to focus on over the next two years – which is something we’ve been doing, but even more prominently. Surrey has had some challenges and we’ve been working closely with them. There are two facets to it: One is community safety, which is a local responsibility (the Mayor). Gangs and guns fall under a Provincial special enforcement unit – the anti-gang unit. And they work very closely together. So there’s the local role; the Mayor is responsible for community safety, but is working toget her with the province, working together with the police and the anti-gang unit, and working together with me and addressing some of the issues that we can help prevent the violence. There’s been a very concerted effort by the police and the anti-gang unit; disruption techniques to reduce the level of violence. Fortunately there’s only been one death out of this, a very sad death. It hasn’t escalated in that way, but it’s an enormous community concern – having citizens injured and gunshots around them – it’s very disruptive to a community. Surrey has turned its mind to the problem big time, and they’re getting more police offi cers. The mayor of course is extremely engaged, the police chief is engaged, we’re engaged, and it will get better. Traffi c Safety also seems to be a top priority for you and our members. How has the Immediate Roadside Prohibition and the new Keep Right law worked so far to improve traffi c and road safety in communities? We have implemented the Road Safety Initiative. The goal of this program is for BC to have the safest highways in North America by 2020. So we are tackling this issue from a number of directions. First off is the roadside prohibitions – drinking and driving laws. If you are over the limit while driving, you immediately lose your license or your vehicle or both. It will cost you your license, your vehicle and a lot of money. This is the toughest program in Canada and people need to understand that these are very stiff penalties and these penalties have been effective. It’s been effective - we have saved over 250 lives over the last three years. Drinking and driving is still a serious cause of death on our highways but the problem seems to be decreasing. The trend is in the right direction. BC leads the country in this Roadside prohibition. Everybody else is watching what we’re doing. It’s still being tested in the courts but if it’s successful there I’m sure the rest of the country will follow. These cases don’t go to court – it’s immediate. (Note – a toll free number and expedited system developed by the NCDA with the kind assistance of the Minister and the Superintendent of Motor Vehicles continues to be available to dealers who have a vehicle impounded while under the care of a customer on a test drive. Note this expedited system does not apply when the vehicle is driven by an employee or an employee is in the vehicle with a customer who is driving).

10 SIGNALS NOVEMBER - DECEMBER 2015 How has your consultation gone with the issue of distracted driving? Until the Cabinet shuffle, your Ministry was responsible for the wide- Distracted driving is now the second leading cause of death on BC highways. ranging modernization of the liquor laws in our province. What changes We are tackling this a number of different ways. Broadly, there are a lot of are you most proud of introducing: Wine in Grocery stores, longer store things that cause distracted driving: from applying make-up to tending to hours at LDB stores? your dog. Where we are tackling it in terms of penalties is electronic devices. I will tell you the change I’m most proud of, which is probably the least vis- So that’s a specific offence – if you’re talking on your cellphone, playing with ible: The separation from wholesale to retail. That was a massive change for your navigation system, pushing buttons and not paying attention – all of liquor distribution in BC. What it did is create a single wholesale price from these things fall under penalties that are action- all retailers, whether government or private or other able in the motor vehicle act. I’ve just done a con- purchasers. Between March 31 and April 1, every sultation on that – a very successful and robust liquor store in BC changed everything. Leading up consultation. People hate it when the person in My goal now to that, every single person was re-trained, analy- the car next to them is playing on their phone be- sis was done on every product sold, new software cause they know they’re not paying attention. Not came in - it was a massive change. Tell me – did you only is it annoying and irritating for other drivers, is to look at hear anything about it? Smooth as butter – that’s it also kills people. So there is quite a desire to in- how well they did their job. crease our penalties. We’re assembling the results the big picture The second thing I’m most proud of is the fact that of the consultation right now, doing an analysis people can enjoy liquor in different ways now. If you and we’ll come forward soon with recommenda- go to a festival you can take your drink around the tions. I would expect that over the next 6 months. for public safety grounds. You can buy a local manufacturer in farm- What other steps are you prepared to take ers markets. If you’re a bar you can change your price to improve traffic and road safety in our in BC of liquor throughout the day, which allows Happy communities? Hours. At the same time we set minimum pricing so There’s no question that speeding is still a factor you can’t give it away – we put safeguards in place. in many accidents – but it’s not likely to be relat- They’re very significant changes to liquor policy in ed to the speed limit changes because those are established very carefully BC and I felt very proud of all the work we did. I love the politics of it. It was by the ministry of transportation. So we now need to do more analysis on challenging. We have very good relationships with our stakeholders. speeding – is it speeding through intersections, is it speeding on dangerous You have been Minister of Justice for just over 2 years now. How have highways that need more construction, you know those kinds of things that you been able to change the Ministry? we’re having a look at. I think that’s a look at our next frontier. But I want to be I think the liquor portfolio is the most visible change. Justice – the access very careful not to tie it to the changes in speed limits. Having a speed limit to Justice and the transformation through innovation. BC is a real leader in change – the drivers haven’t changed their speeds. that and will continue to be a leader in that. On the public safety side, the We want our roads to be safe – there are still too many deaths on BC implementation of the missing Women’s commission, the missing person’s highways – there were 290 deaths last year – that’s a lot of people. And I legislation, police act changes, settlement with the families. We really took want that to change and our road safety BC team is working hard on that. the report and went through and dealt with every piece of it. Is Access to Justice a top priority for you and your government? What What are you expecting to accomplish before the next election? changes might you make in the next couple of years? My goal now is to look at the big picture for public safety in BC – the different Constraint leads to innovation – you and I spoke prior to this interview about facets of prevention and enforcement and looking at what that looks like for our public funds. And when you don’t have a lot of money you think about BC. So we will be putting that package together over the next few months. smarter ways to do things. So, Immediate Roadside Prohibitions has taken How can the New Car Dealers of British Columbia help you in your work a lot of the burden off courtrooms; there are 6000 fewer cases a year go- on Public Safety including your distracted driving initiatives? ing into provincial court because of it. We are now doing an online dispute resolution tribunal. There are a lot of small claims cases going into small That’s an interesting question – you could meet with mayors, with police, claims court – ICBC, accidents, etc. We are building an online dispute with schools, and offer support to anti-gang programs for kids. The fed- resolution system – it’s starting out with Strata disputes in a Beta version eral and provincial government recently put money into a WRAP program this fall. And then we will start putting civil disputes into the system. which is an anti-gang initiative in schools and certainly New Car Dealers Association support would be very welcome on something like that. It’s fairly So there’s a couple of things it will do – if you have a claim it will help you universally agreed you want kids going in a positive direction, not negative, understand your own claim. It will, through a facilitator, help you to resolve and lots of time if kids are on the edge people know that and if they can be your claim. If you can’t resolve it, there will be adjudication, but we want steered in the right direction that’s very helpful. everything to go through a rather large funnel and have adjudication as a last resort. We think most claims will be resolved through this process – the My thanks to Minister Anton for her time and the conversation. We look end result will be to not go to court at all – and the court will be reserved for forward to working closely with her on Road Safety and of course upgrad- more serious matters. ing the Legislation including the Motor Dealer Act. More on that in a future So cars and small claims go together often, and this will really change the issue of SIGNALS. landscape for how people make claims against each other.

SIGNALS NOVEMBER - DECEMBER 2015 11 Computer Cents

Cybercriminals Have Easy Pickings With Small Business… Is Your Dealership’s Data At Risk?

Security, security, security – I never tire talking about it. As I write this small businesses is going to get worse in the middle of September, cyber crook stories just keep coming. New before it gets better… postings every day confi rm that cybercriminals now have a bull’s-eye So what can you do to beat the bad on small business. You may be your very own IT department or you guys? may have an IT support group at your disposal, but you probably don’t have much time to invest the strategies needed to protect your busi- Here are four common ploys used by ness and data. hackers – and how you can fend them off: I’ve said it before and I will say it again… no business is immune to data theft and loss, regardless of geography, size or industry sector. However, PHISHING – A really legitimate-looking e-mail urges you to click a link if you force the crooks to jump through multiple hoops to get into your or open a fi le that triggers a malware installation on your computer. network ... then they have to get through every hoop, whereas you only Best Defense: Don’t let anyone in your company open fi les or click links need to block them at one, which turns the balance in your favour. in an e-mail unless they’re certain who it came from. Did you know that in a December 2014 survey by the National Small PATCHING – failure to patch your systems makes it easy for hackers to Business Association, 61% of small businesses reported being break in. The advantage goes to cyber crooks on unpatched systems victims of a cybercrime within the past 12 months, and that the since they have had the time to fi ne tune their attack code for old ex- average the average cost to recover from a cyber-attack skyrocketed ploits. from $8,699 per attack in 2013 to $20,752 per attack in 2014. And, of Best Defense: Patch early and Patch often. the businesses targeted, 68% said they’d been hacked more than once. CRACKING YOUR PASSWORD – Hackers can run programs 24/7 test- Here are some things to consider when you are planning your ing password combinations. The easier your password is to guess, the defense strategy; more likely it is they'll crack it. Best Defense: Consider using a password manager that generates and • Do you keep databases with information about other people? stores tough-to-crack passwords. For extra security, use unique pass- • Do you allow teleworkers, road warriors, suppliers, contractors and phrases for fi nancial accounts in case the manager gets hacked. You so on to connect in remotely? may also want to consider the use of two factor-authentication. • Do you accept payments, for example from credit cards or NFC (near fi eld communication) devices? Do you make online payments? DRIVE-BY DOWNLOAD – You visit what appears to be an innocent site; • Do you keep important business or personal data - tax returns, bills, yet when you click, your device gets hacked – and you may never know receipts, pay slips and so on - on your computer? it, until it’s too late. • Do you have an email account, or a website, or a blog, or a social me Best Defense: Make sure your browser is up-to-date, or use one that dia presence where you promote your business or simply hang out updates automatically, such as Firefox or Chrome. Internet Explorer with friends? users have been found to be most vulnerable to these attacks. AND • Do you use FREE malware security systems? always be sure that site you are visiting is the one you actually want. It doesn’t matter who you are or what your business is, chances are Unfortunately, these four examples are just a small sampling of the that you can identify with one or more these strategic pitfalls. Experts dozens of ever more ingenious ways cybercriminals are breaking down agree, as cyber crooks become ever more sophisticated, the threat to the doors and destroying unprepared businesses. Let us help! If you are concerned that you are easy pickings for cyber criminals, call our offi ce and schedule a FREE 15-Point Cyber-Secu- rity Audit to uncover gaps in your company’s online security. To take advantage of this limited-time offer, call now at 604-270-1730 and ask for Bob, go to bit.ly/stopbadguys, or connect with us via email at [email protected], and schedule your security audit today. Your comments are appreciated – [email protected]

Bob Milliken is the President of Cascadia Systems Group. We take care of your IT so you can take care of your business. You can reach Bob directly at 604.270.1730, or by email at [email protected]

12 SIGNALS NOVEMBER - DECEMBER 2015 “The right benefi ts plan for Dealer Groups”

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Call us today at 1-800-463-5289 or email us at [email protected] SIGNALS NOVEMBER - DECEMBER 2015 13

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Media Partners: Glacier Media & Black Press

2016 Nominations now being accepted! Criteria & Application: Community Driver Award recipients will exemplify business strength and community The Community Driver excellence – with a signifi cant focus on making a tangible contribution to the growth and livability of their community or region. Awards are awarded on an annual basis to one New Car Awards will be presented to dealer principals who will be judged on a simple nomination Dealer in each of six (6) BC form detailing their community involvement and the benefi t to the local community. regions who have shown Nominations may come from individual dealerships nominating themselves, or from tremendous community third-party individuals or organizations nominating the dealership. excellence over the past year, The award will be for the dealership as a whole, recognizing contributions of the entire or over many years. team, presented to the dealer principal(s). Application Process: These awards recognize • Nominations Now Open! the outstanding community • Applications are submitted through mail, fax, or email. involvement and achievement Applications are collected by NCDA. of member New Car Dealers • Application Deadline: January 15, 2016 throughout British Columbia. • Winners notifi ed by: February 1, 2016 • Awards presented: March 23, 2016 at the Auto Show Gala Each year there are six total Submit a Nomination! awards – one per region of the • Download a nomination form online at www.newcardealers.ca, or contact province: Christie Morning-Smith at [email protected] • Northern BC Awards Presentation: • Okanagan / Interior Award recipients will be notifi ed in advance of the award presentation in an effort to • Kootenays allow them time to schedule travel to Vancouver for the Auto Show Gala. • Vancouver Island Questions: • Fraser Valley Contact Christie Morning-Smith at [email protected] • Metro Vancouver Past Recipients: 2015 Award Winners 2014 Award Winners • Metro Vancouver: Brian Jessel BMW • Metro Vancouver: Morrey Auto Group • Northern BC: Brown’s Chevrolet Buick • Northern BC: Murray Chevrolet Buick GMC Ltd. GMC Fort St. John • Kootenays: Cranbrook Dodge • Kootenays: Alpine Toyota • Okanagan/Interior: Harmony Auto Group • Okanagan/Interior: Zimmer Wheaton Buick GMC • Vancouver Island: Laird Wheaton GM • Vancouver Island: Saunders Subaru • Fraser Valley: Mertin Auto Group • Fraser Valley: West Coast Auto Group

14 SIGNALS NOVEMBER - DECEMBER 2015 Your connection to what’s ahead in the automotive industry starts here.

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Pricing: $450 + tax per one-day workshop $900 + tax per two-day workshop Individuals who pre-register for 8+ workshops will receive a 10% discount.

Registration: Go online to www.newcardealers.ca, click on events or contact Christie Morning-Smith at [email protected] or 604-214-9964 local 226.

WORKSHOP HIGHLIGHTS (Additional information available oline at www.newcardealers.ca):

BUDGETS AND FINANCIAL REPORTS Money matters can be intimidating for even the smartest people. However, having a solid understanding of basic fi nancial terms and methods is crucial to your career. When terms like ROI, EBIT, GAAP, and extrapolation join the conversation, you’ll want to know what people are talking about, and you’ll want to be able to participate in the discussion. The Budgets and Financial Reports workshop will give you a solid foundation in fi nance. We’ll cover topics like commonly used terms, fi nancial statements, budgets, and forecasting.

16 SIGNALS NOVEMBER - DECEMBER 2015 ADVERTISING AND MARKETING The modern car buyer is researching, choosing and buying cars very differently today. Digital interactions increasingly influence consumer decision journeys when it comes to shopping for and buying a car. Throughout their journey, customers increasingly rely on digital channels, for example, check- ing brands’ Web sites, reading reviews, and visiting social networks and community forums in the consideration phase. Recent insights have revealed that more than 50 percent of customers make their decision online, emphasizing the importance of managing the online content and advertising for car makers. This course will look at effective techniques and best practices in marketing and advertising to inform and attract today’s car buyer.

LEADERSHIP Leading Self and Others This leadership workshop is designed to enable participants to develop their self-awareness including an awareness of our, perceptions, assumptions and biases. Based on the assumption that leadership is not a position but who you are, participants will begin to explore what it means to lead in their specific context and their specific strengths and challenges in doing so. Participants will have an opportunity to explore emotional intelligence and its relationship to leadership effectiveness. This workshop also covers the important factors in building teams including leadership communications skills needed in a team setting and continues to build on the personal leadership skills. This interactive, applied workshop uses a combination of group interaction, practice sessions, lecturettes, and experiential activities.

SUPERVISORY SKILLS This workshop is designed for new supervisors or people interested in leadership responsibility. Participants increase their self-confidence and leadership abilities and establish a foundation for further training in supervision and management. In this workshop the role of the supervisor will be explored and participants will learn the relationship between planning and controlling in organizations. Through a series of group interaction and experiential activities, participants will engage in problem solving and decisions making exercises, as well as delegation exercises.

RECRUITMENT AND INTERVIEWING The one-day workshop is intended for individuals involved in the hiring process. Making the right hiring decisions is critical to business success. Making the wrong decisions can be costly. In this workshop, you will learn the steps to take before you say “you’re hired”, such as creating an effective job descrip- tion, attracting qualified candidates, recruiting techniques, pre-screening interviews, the interview process and questions, evaluating candidates, conduct- ing reference checks, and making a job offer.”

GOAL SETTING AND PERFORMANCE MANAGEMENT The Performance Management process ensures that the employee and the organization are focused on the same priorities, while developing each individ- ual to their fullest potential. The workshop will address setting performance expectations and providing developmental guidance and feedback to enable employees to meet those expectations. Defining employee expectations through the use of competencies will be covered as well as employee performance goal setting, developmental planning (e.g. training and development plans), tips for improving employee productivity, pay for performance structures and career management.

CHANGE MANAGEMENT Change is a constant in many of our lives. All around us, technologies, processes, people, ideas, and methods often change, affecting the way we perform daily tasks and live our lives. This workshop will give any leader tools to implement changes more smoothly and to have those changes better accepted. It will also give all participants an understanding of how change is implemented and tools for managing their reactions to change.

COACHING FOR PERFORMANCE Coaching is rapidly becoming the quickest and most effective method of developing excellence in workers as they are more than ever expected to be multi-skilled, trained to embrace changes and adapt to the ever-changing marketplace. Good coaching leads to self-motivation and an attitude that is oriented towards solutions and continual improvement rather than problems and avoidance.

PUBLIC SPEAKING This two-day introduction to presentation skills will help you to design and deliver great presentations. Whether you present often or have never presented before, this workshop will provide you with the foundations for planning and delivering presentations in both your work and personal life. Presentations are an opportunity to educate, engage and motivate your audience. We’ll break down the elements of a good presentation and provide you with a fun environ- ment to practice your presentation skills. You will have an opportunity to present to others in small groups and as part of a small group you’ll be presenting to the larger group. You’ll receive practi- cal tips and tricks to make your next presentation the most successful one yet!

EMPLOYEE MOTIVATION Employee Motivation is becoming ever more important in the workplace as time goes on, everyone agrees that a motivated workforce is far more likely to be a successful workforce. The happier and more professional an employee is, the better the results they will deliver. This workshop is designed to show participants techniques for getting best out of your employees.

SIGNALS NOVEMBER - DECEMBER 2015 17 Motor Vehicle Sales Authority (VSA) Update

Quick Action Shuts Down Unlicensed Dealer

S wift action by the Vehicle Sales Authority (VSA), including highly The Kamloops This Week also visible local publicity, caused an unlicensed motor dealer to cease published a front page story on the operations before they began. The recent demise of Kamloops Auto planned auction and its owner. Ac- Auction resulted after public warnings were issued by the VSA and a cording to the Kamloops This Week, front page news story broke in Kamloops This Week. the owner was “a notorious convict- ed fraudster… [who was] ordered The VSA compliance team fi rst learned of Kamloops Auto Auction to pay $158,000 in restitution after after reviewing fl yers sent in by concerned registered motor dealers scamming [others] out of thousands and others, for an upcoming auction advertised to include consumer of dollars.” Consumers were pro- consignments. Research revealed that Kamloops Auto Auction was vided more information, including that the VSA was investigating not a VSA licensed motor dealer nor a registered business in Kam- the “company” for non-compliance. Not only did it increase aware- loops. While the VSA staff fi rst attempted to get the business into ness of the situation, it helped increase the visibility of the VSA in the compliance, required applications and information were not provided. Kamloops area and brought many new visitors to the VSA website. As result, a different approach was taken. First was a Dealer Alert The VSA sent compliance staff to visit the auction on the day of the to the dealer community about the unlicensed status of the auction. sale. Likely due to the warnings and the article, the auction did not Information was also provided to the city of Kamloops business li- go ahead as advertised. Instead, the VSA found that the auction loca- cence offi ce. Finally, the VSA used the local newspaper to caution tion was abandoned, with all inventory and paperwork removed. In the consumers that the business was not a licensed dealer and was not end, the scheduled sale was cancelled and the business was closed. authorized to sell on consignment and none of the protections of buy- ing from a licensed dealer would apply. This effort included a special This proactive approach was successful due to the support and quick Public Notice in the paper and a persistent banner on the website of action of concerned dealers, the VSA staff and the story by Kamloops the Kamloops This Week. This Week.

Ian Christman, Registrar, Motor Vehicle Sales Authority (VSA)

WelcomeTO OUR NEW ASSOCIATE MEMBER SPEED SHIFT MEDIA

Speed Shift Media Inc. (SSM) helps automotive dealerships by consistently driving the leads they need to sell more cars and to grow their dealerships by using its proprietary Auto AudienceTM Network which profi les, targets, and pushes qualifi ed auto intenders directly to dealer’s Vehicle Detail Pages (VDP). For enterprise clients, the top retail automotive websites in the world, SSM enables them to provide dealers with quality leads by building and managing custom and native display ad solutions which drive qualifi ed auto intenders directly to their own websites VDP, all while maintaining Original Equipment Manufacturer (OEM) cooperative compliance.

Contact: Ian Cruickshank, VP of Sales and Marketing [email protected] tel 604.520.9177 ext. 225 / cel 778.997.9474

18 SIGNALS NOVEMBER - DECEMBER 2015 Liquidity Transparency Weekly Auction Times: Trusted Wednesday 7:00PM Thursday 9:30AM Since 1971 Saturday 10:00AM Buyers Around the World 604.232.4403 ADESA.ca/Vancouver The strongest market on record - the time to sell is now!

SIGNALS NOVEMBER - DECEMBER 2015 19 LegaLine

The Duty of Fair Dealing: It’s the Law Over the last several years, there has been a trend in Canada toward dai”), a 2009 increased regulation of franchises. As a result of this trend, on Octo- decision of the ber 5, 2015, the British Columbia government introduced Bill 38, en- Ontario Supe- acting a Franchises Act (the “Act”). Bill 38 was preceded by lengthy rior Court, the research and consultations conducted by the British Columbia Law plaintiff was Institute, which issued a consultation paper in early 2013 and its operating a Report on a Franchise Act for British Columbia in early 2014. After dealership in the second reading, the BC government will continue to work with premises that interested parties to make any amendments to the Act. If approved did not com- this fall, the Act is expected to be in force by late 2016 or early 2017. ply with Hyundai’s Image Program and had not re-located in accor- dance with Hyundai’s wishes. Hyundai gave the dealer notice that it The proposed legislation closely follows the format of the Uniform was not renewing its Dealer Agreement, which had been in place for Law Conference of Canada’s Franchises Act and is substantially sim- six years and alleged that it “has and will continue to suffer a sub- ilar to the other legislation that is already in force in Alberta, Ontario, stantial loss of sales, and an erosion of its goodwill until a dealership New Brunswick, Prince Edward Island and Manitoba. with adequate facilities has been established in your market area.” The BC Act would apply to franchise agreements relating to fran- The dealer disputed the Notice and the dispute was remitted to chises that are operated wholly or partly in British Columbia and is NADAP. In the course of the arbitration, the parties entered into Min- designed to strike a balance between protecting vulnerable franchi- utes of Settlement and agreed on a Temporary Dealer Agreement sees and upholding franchisors’ rights to freely contract to allow for while the dealer renewed its efforts to relocate to new a premises. the success of the franchise chain. It will provide franchisees with the However, Hyundai did not disclose that it was actively engaged in same legal protections as those in the five other Canadian provinces discussions to lease premises which the dealer had already pro- with franchise legislation. posed as an alternative site to Hyundai and which Hyundai had re- More specifically, the BC Act will: jected. Two months later, Hyundai terminated the dealer pursuant to • Apply a substantial compliance standard to disclosure documents; the Minutes and entered into a Conditional Dealer Agreement with • Confirm a franchisee’s right of association; and another dealer for the premises it had deemed unacceptable. The • Require franchisors to disclose certain information to franchisees dealer brought an injunction prohibiting Hyundai from implementing prior to the franchisee entering into the franchise agreement. its Notice of Termination on the basis that Hyundai induced it to en- ter into the Minutes of Settlement by actively representing that the As in the other Canadian jurisdictions with franchise legislation, un- site which the plaintiff had suggested for relocation was not suitable der the BC Act franchisees will have rights of rescission for a franchi- when it was. sor’s failure to provide a franchise disclosure document and a right of action for damages for a misrepresentation by the franchisor. The court interpreted the Minutes of Settlement in accordance with franchise law principles. It held that the Minutes constituted a fran- However, unlike the Ontario Act, the BC Act makes explicitly clear chise relationship and that: that the duty of fair dealing applies not only to the performance and enforcement of the franchise agreement, but also to the exercise of “a duty of good faith exists at common law in the context of a fran- a right under the franchise agreement. The BC Act also contains ad- chisor/franchisee relationship. The standard of good faith permits a ditional “due diligence” defences in respect of an action for damages party to act self-interestedly, but qualifies this by positively requiring for misrepresentation against a non-franchisor. that party, in his decisions and actions, to have regard to the legiti- mate interests of the other Motor vehicle dealerships are considered franchises in British Co- lumbia, and as a consequence, dealers are entitled to the benefits … it must give consideration to the other’s interests, as well as its own, offered by the Act. However, the automotive industry is unique and before exercising its power. This requires dealing honestly and rea- disputes between manufacturers and dealers often involve ongo- sonably with the other. Whether or not a party under a duty of good ing business relationships. To address these concerns, the industry faith has breached that duty will depend on all the circumstances of has developed the National Automobile Dealer Arbitration Program the case, including whether the party, subject to the duty, conducted (“NADAP”). NADAP is an alternative dispute resolution process itself fairly throughout the process… Courts of this Province repeat- specifically available to and designed to resolve disputes between edly have characterized Franchise Agreements as one giving rise to a dealers and manufacturers. After the Act comes into force, Arbitra- duty of utmost good faith.” tor’s rulings made in disputes submitted to NADAP for resolution The court agreed that termination of the Minutes of Settlement and will have regard to the rights and obligations set out in the Act. In consequent loss of the Dealer Agreement resulted in the loss of sta- fact, many of the principles to be codified in the legislation are al- tus as an authorized Hyundai dealer, loss of reputation, the ability to ready principles at common law and apply in the context of NADAP earn a profit and termination of employees all of which constituted proceedings. irreparable harm. In 1323257 Ontario Limited v. Hyundai Auto Canada Corp. (“Hyun-

20 SIGNALS NOVEMBER - DECEMBER 2015 One of the most signifi cant features of the Act is the legislative codi- that would have levied for those activities. fi cation of the common law duty of good faith, which precludes con- In the 14 months that CASL has regulated the transmission of “com- tracting parties from acting in bad faith when exercising discretion- mercial electronic messages” (“CEMs”), the CRTC has issued three ary contractual powers. major regulatory decisions. While these decisions to not relate to Generally, the duty of good faith requires the parties to a franchise the operations of new car dealers, they do provide some insight into agreement to: the enforcement and severity of the administrative monetary penal- • exercise powers with due regard to the interests of the other ties that might be faced by those who fail to comply with CASL. party, but they are not required to prefer the interests of the In March 2015, Plentyoffi sh Media Inc., operator of the popular other party over their own; online dating site “Plenty of Fish”, was fi ned $48,000. After an • observe standards of honesty, fairness and reasonableness; and investigation by the CRTC’s Chief Compliance and Enforcement • act with proper motives and not arbitrarily, capriciously or in a Offi cer, it was concluded that Plentyoffi sh Media had allegedly sent manner that is inconsistent with the reasonable expectations of commercial emails to registered users of the Plenty of Fish online the parties. dating service with an unsubscribe mechanism that was not clearly However, Franchise cases in Ontario confi rm that neither the com- and prominently set out, and which could not be readily performed, mon law duty of good faith nor the statutory duty of fair dealing are as required by the legislation. intended to replace or amend express contractual provisions. Simi- Of note in this case is the fact that once made aware of the inves- larly, we anticipate that the duty of fairness provisions in the BC Act tigation, Plentyoffi sh Media updated its unsubscribe mechanism to will not be applied to create new, unbargained for, rights and obliga- comply with the legislation. This may have reduced the severity of tions or alter the express terms of a franchise agreement. Rather, the the fi ne. Plentyoffi sh Media also undertook to develop and imple- duty will likely be applied, as it has been at common law, to ensure ment a compliance program to ensure that its activities are com- that parties do not act in a way that changes or defeats the objec- pliant with Canada’s anti-spam legislation, including training and tives of the agreement. In Ontario, the test that has generally been education for staff and corporate policies and procedures. At the applied to determine if a party has contravened the duty is whether conclusion of the decision, Manon Bombardier, Chief Compliance a franchisor's conduct, taken as a whole in light of the provisions of and Enforcement Offi cer, wrote: the franchise agreement, nullifi ed the bargain made by the parties. “This case is an important reminder to businesses that they need to Therefore, the scope and effect of the duty of fair dealing will depend review their unsubscribe mechanisms to ensure they are clearly and on the terms of the particular franchise agreement at issue, and ul- prominently set out and can be readily performed. We appreciate timately will not override clear and express terms. The duty of fair that Plentyoffi sh Media changed its practices once it became aware dealing is only one aspect of the Act that will impact dealers. We of the problem. The CRTC encourages Canadians to continue to re- will report further in future issues of LegaLine. If you would like assis- port suspected violations to the Spam Reporting Centre.” tance with a franchise agreement, or if you have questions or would like further information about Bill 38, please contact the authors. Also in March 2015, the CRTC issued a penalty of $1.1 million to UPDATE: Non-Compliance with Anti-Spam Legislation Compu-Finder for violations of CASL. The CRTC concluded that Compu-Finder had “fl agrantly” violated CASL. It had sent CEMs We reported with an update on CASL in the April 2015 issue of Lega- without the recipient’s consent as well as emails in which the unsub- line, but there appear to be dealers who are sending out commercial scribe mechanism did not function. In fact, an analysis of the com- electronic messages (“CEMs”) without prior consent of the plaints made to the Spam Reporting Centre of its industry recipients. As a result, we thought an update would be sector showed that Compu-Finder accounted for 26% of in order. As most readers will be aware, the Canadian all complaints submitted. The Chief Compliance and Anti-Spam Legislation (“CASL”) came into force on Enforcement Offi cer concluded that: July 1, 2014. CASL applies to any CEM sent to an “…Compu-Finder fl agrantly violated the basic electronic address (email or text message) without principles of the law by continuing to send unso- the recipient’s prior consent, where the purpose licited commercial electronic messages after the of the message is to encourage participation in a law came into force to email addresses it found commercial activity. This includes not only emails by scouring websites. Complaints submitted to the but other forms of electronic communications as Spam Reporting Centre clearly indicate that con- well, including text messaging and all social media. In sumers didn’t fi nd Compu-Finder’s offerings relevant short, the new legislation will apply to virtually all mar- to them. By issuing this Notice of Violation, my goal is to keting and advertising campaigns that depend on electronic encourage a change of behaviour on the part of Compu-Finder messages. such that it adapts its business practices to the modern reality of On reading the legislation, it was evident that CASL provides the electronic commerce and the requirements of the anti-spam law. Canadian Radio-Television and Telecommunications Commission We take violations to the law very seriously and expect businesses (“CRTC”), the Competition Bureau and the Offi ce of the Privacy to be in compliance.” Commissioner with a great deal of authority to regulate the use of commercial electronic messaging by creating an opt-in, consent Most recently, in June 2015, the CRTC issued a $150,000 fi ne to To- based system. What remained to be seen was how that discretion ronto-based Porter Airlines for sending emails without an unsubscribe would be exercised, both in terms of the types of activities that would be considered non-compliant and the severity of the penalties continued on page 22

SIGNALS NOVEMBER - DECEMBER 2015 21 continued from page 21 button or without one that was clearly identifi able to the recipient. As part of the investigation, Porter agreed to improve its OUR VISION: For member dealers and the dealer franchise system to be seen by the internal compliance training. Porter was also public as the best choice to fulfi ll all their automotive needs. unable to provide proof of consent for each We are a small, but dedicated and hardworking team of four individuals working email address that received a CEM. In this to serve all Members of the New Car Dealers Association of BC. Should any respect, the Chief Compliance and Enforce- questions, concerns, issues or ideas arise, the Association staff will be available to ment Offi cer said: listen and help. “This case is an important reminder that Get in touch via phone, email, fax or in person at the Richmond offi ce! to be fully compliant with the law, proof of consent is required for each electronic address. Some businesses are under the mistaken impression that they are compliant with the law by relying on general business practices or policies as proof of consent. This Shakira Maqbool is simply not the case.” Blair Qualey Senior Accountant & President & CEO Offi ce Manager These comments provide little guidance on [email protected] [email protected] what “proof” of consent would have been satisfactory in the circumstances. In light of the Porter decision, the most cautious approach to consent is to obtain express consent from each consumer at the time of in-person interactions or at the time of sale. Jason Heard Executive Director, Christie Morning-Smith Many suspected that the CRTC might issue Vancouver International Auto Show Event Manager warnings or graduated penalties to offenders. [email protected] [email protected] It may be that by issuing a substantial penal- ty, the CRTC intended to send a message that violations will be taken seriously. Furthermore, Compu-Finder appears to be a particularly egregious case of non-compliance, choosing Joshua Peters to ignore the CRTC’s requests to follow the Communications, Exhibitor Sales rules and having made no efforts to adapt its and Member Relations practices to comply with CASL despite the [email protected] CRTC’s efforts to provide information ses- sions and guidance materials. While the risk of severe penalties remains, legitimate busi- #70-10551 Shellbridge Way, Richmond, BC V6X 2W9 | Phone: 604-214-9964 | Fax: 604-214-9965 nesses that make good faith efforts to com- ply with CASL likely will not face heavy fi nes. We recommend that dealers keep a record CORPORATE PARTNERS AND SUPPLIERS of their compliance with CASL, review their The New Car Dealers Association of B.C. would like to acknowledge these fi ne CEM policies annually and regularly check companies for their support of your association’s activities: that unsubscribe mechanisms function properly. Failure to comply could result in expensive penalties!

Vanessa S. Werden, Associate, Roderick H. McCloy, Associate Counsel Shapiro Hankinson & Knutson Law Corporation

Signals, the offi cial publication of the New Car Dealers Association of B.C, is published six times a year. It is designed and printed at Total Graphics Inc. and distributed to dealer members, select government agencies and the Association’s corporate partners. Please direct all inquiries about Signals to the Editor, Christie Morning-Smith.

22 SIGNALS NOVEMBER - DECEMBER 2015 Associate Member Listing

The New Car Dealers Association of BC is a member driven organization. In addition to dealer Members, a strong and valuable group of Associate Members belong and contribute to the success. Many Associate Members have direct ties with the automotive industry, oftentimes specializing in areas and issues specific to the industry. Preferred rates are often offered by Associates to Dealer Members.

6279490 Canada Inc. dba e-Dealer Shane Hambly (416) 853-5626 [email protected] www.edealer.ca ADESA Auctions Canada Corp John Macdonald (604) 232-4403 [email protected] www.adesa.com AllWest Insurance Services Ltd. Dana Voynovich (604) 731-6696 [email protected] www.allwestins.com Audatex Canada Anthony Giagnacovo & (416) 498-2905 [email protected] www.audatex.ca/autopoint Darcy Gorchynsk Auto123.com - Xprima.com Corporation Inc Gisele Goguen (888) 474-2886 [email protected] www.xprima.com/en/ AutoAlert Inc. John O'Brien (949) 398-7000 [email protected] www.autoalert.com Automotivaters Warren Cederberg (250) 920-7775 [email protected] www.automotivaters.com BCIT - School of Transportation Guy Ellis (604) 432-8543 [email protected] www.bcit.ca/transportation BMO - Bank of Montreal - Dealership Finance Bradley Warren (604) 665-7064 [email protected] www.bmo.com Calla Financial Services Ltd. Nick Calla (604) 921-4048 [email protected] www.callafinancial.ca Canadian Automobile Dealers Association Lucille Laframboise (800) 463-5289 [email protected] www.cada.ca Canadian Black Book Kathy Ward (905) 477-0343 [email protected] www.canadianblackbook.com CARFAX Canada Ltd. Jon Arnett (416) 997-1839 [email protected] www.carfaxonline.ca CarProof Scott Osinchuk (780) 901-1612 [email protected] www.carproof.com CDK Global Greg Wallin (778) 838-0639 [email protected] www.cdkglobal.com Christy Insurance Agencies Ltd. Carrie Storjeoff (604) 913-2474 [email protected] christyinsurance.com/ CIBC Commercial Banking Phil Lehn (604) 665-1318 [email protected] www.cibc.com CTL Corp Denise Buott 1-855-378-5626 [email protected] ww.ctlcorp.ca DealerSocket Shellie Pierce (206) 730-2055 [email protected] www.dealersocket.com Dealertrack Technologies Debbie Brewer (905) 281-6229 [email protected] www.dealertrack.ca Evolio - Xprima .com Corporation Inc Kyell Vyncke (888) 474-2886 [email protected] www.xprima.com/en/ First Access Funding Corp. Paul Stephanson (888) 816-5574 [email protected] www.fafcorp.ca First Canadian Insurance Corporation John Romfo (250) 308-1112 [email protected] www.firstcanadian.ca General Bank of Canada Marley Begg (780) 974-2829 [email protected] https://www.generalbank.ca/ Hi-Cube Storage Products Ltd Jo-Ann Horsting (604) 835-5077 [email protected] www.hicube.com/industry/automotive.asp Hireology Mike Crothers (312) 253-7808 [email protected] www.hireology.com/ HUB International Insurance Brokers Wayne LeGear (604) 269-1944 [email protected] www.hubinternational.com Industrial Alliance Insurance &Financial Services Inc. Michel Poirier (604) 882-8220 [email protected] www.salgroup.com Josephson Litigation Counsel Ronald Josephson (604) 628-4007 [email protected] www.josephsonlitigation.ca Kent-Macpherson Appraisals Ltd. Adrian Rizzo (250) 763-2236 [email protected] www.kent-macpherson.com Kijiji Canada Bobbi Barnes (416) 969-2256 [email protected] www.kijiji.ca/autos Laser Valley Technologies Corp. Perry Niehaus (604) 888-7085 [email protected] laservalley.com Manheim Auto Auction Company (Cox Automotive Canada) Maria Soklis (905) 875-3522 [email protected] Meritage Financial Group Shane Edmison (250) 475-6050 [email protected] www.meritagefinancialgroup.ca Michael Mason & Co. Ltd. Steve Batchelor (250) 384-7304 [email protected] www.michaelmason.ca MNP Darrell Endresen (604) 949-2088 [email protected] www.mnp.ca MyAutoNews.ca Morgan van Holst (519) 932-1149 [email protected] www.myautonews.ca NXGEN Canada Don Andrews (604) 946-8884 [email protected] www.paylogec.com Pacific Newspaper Group, A division of Postmedia Network Inc. Paul Batchelor (604) 605-2546 [email protected] www.sunprovince.com Profit Building Solutions Debbie Sykes (604) 506-2842 [email protected] www.pbsmanagedservices.com/ Radius Security Jonnie Graham (604) 232-2405 [email protected] www.radiussecurity.ca RBC Automotive Finance Group Erik Jensen (604) 468-4590 [email protected] www.rbc.com/canada.html Roy Speed & Ross Ltd. (Operating as RSR Global) Karey Davidson (905) 631-5865 [email protected] www.royspeedross.com Scotia Dealer Advantage Gina Guercio (778) 373-4248 [email protected] www.scotiabank.com/scotiadealeradvantage Scotiabank Western Dealer Finance Centre Warren Sandbeck (800) 268-0762 [email protected] www.scotiabank.com Serti Information Solutions Pascal Lafleche (514) 493-1909 [email protected] www.serti.com Shapiro Hankinson & Knutson Law Corporation Roderick H. McCloy (604) 684-0727 [email protected] www.shk.ca - Rod McCloy Law Corp. Strathcom Media Inc. Duncan Cochrane (780) 433-8844 [email protected] www.strathcom.com TD Auto Finance Danny Long (403) 819-1244 [email protected] www.TDFS.com Torch Maor Frankel (778) 835-3715 [email protected] torch.agency Total Graphics inc. Jeff Mesina (604) 294-0223 [email protected] www.totalgraphics.com Western Dealers Co-Auto Mike Reid (780) 468-9552 [email protected] www.wdcoauto.com Wolrige Mahon Chartered Professional Accountants Masato Oki, C.A. (604) 684-6212 [email protected] www.wm.ca

SIGNALS NOVEMBER - DECEMBER 2015 23 CADA 360 Isn't it time you made the switch?

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24 SIGNALS NOVEMBER - DECEMBER 2015