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Want strong end-of-year closeouts? Attend Sales Power Boost December 12 OR December 13. Details below…
 

Thank you for your donations in November!

 
Emich Volkswagen 5
Johnson Auto Plaza 5
Dellenbach Motors 3
Mile High Honda 3
The Faricy Boys 3
Bighorn Toyota 2
Spradley Chevrolet 2
Stevinson Toyota West 2
Emich Chevrolet 1
Freeway Ford 1
Private Donation 1
Vidmar Motor Company 1
          Total 29

 

Let’s Crush it in December!

Donate a car. Change a life.

This year, 75 different stores have donated vehicles. All of these donations let us award scholarships. So far this year, we have awarded $42,000 in scholarships, both tuition and tools. By leveraging donations with foundations and tool company discount programs, the net total is equal to $86,500!

Thank you for your help in reaching this milestone — all while changing students’ lives, who often become dealership techs!
 
At this point, just 139 vehicles will surpass last year’s record of 634. To get there, 35 vehicles each week in December will give the Foundation a way to award scholarships to students who may desperately need the funds — or the tools. 
 
That’s made possible through YOUR donations. Please dig deep and look for those $500 or less cars on your lot. Abandoned vehicles work too! Just check to make sure there isn't a lien. And if yours is the type of dealership that wouldn’t have those $500 vehicles on your lot, consider making a cash donation. (You know, all your donations may be tax deductible, too!)
 
Thanks for your help in setting a new record!

To donate a vehicle, gather the information below, send it to Mark Zeigler and he’ll have someone pick it up:
VIN
Year
Make
Model
Location
 
Sign over and mail the title to:
Mark Zeigler, Director
Clear the Air Foundation
290 E. Speer Blvd.
Denver, CO  80203
 
Please donate a vehicle. You’ll change a life (maybe even your own).
 
Do it today.
Education & Training
Colorado Dealer Compliance Guide,
Newly Revised 3rd Edition


The third edition of the Colorado Dealer Compliance Guide has been published!
Register for the seminar that walks you through updates to the guide that keeps you in compliance.
 
Laws and regulations change. And in the past two years, the franchise laws that were passed alone have changed how dealers do business in Colorado.
 
Add to that other acts by the state legislature and rulemaking processes by the Governor’s administrative agencies, and the results are a changed regulatory landscape for Colorado dealers.
 
Designed for all of a dealership’s key leaders, this seminar will walk you step by step through the 51 sections included in the Colorado Dealers Compliance Guide. Updates include:
  • 2017 Franchise law
  • 2018 Warranty Reimbursement at Retail
  • Off-premise permitting (Class 1 and 2 permits)
  • New versus Used regulations
  • Dealer Code renumbering
  • Titling and registration under the DRIVES system
  • The forthcoming electronic vehicle registration
Get the details!
The details

Thursday, December 6

Pueblo

8:00 a.m.
8:30 - 10:00 a.m.



Colorado Springs

12:00 p.m.
12:30 - 2:00 p.m.



Courtyard Marriott Pueblo Downtown
110 W. City Center Dr.
Breakfast
Seminar

Register now!

Double Tree by Hilton Colorado Springs
1775 E. Cheyenne Mountain Blvd.
Lunch
Seminar

Register now!
Price
$299       Registration includes the Guide
$179       Registration does not include the Guide

Register
Online

Questions?
Call 303.831.1722
Register now!
Final Regional Meeting of the year!

From legislative wins to scouting out auto techs, regulatory changes to insurance programs designed just for dealerships, F&I opportunities to compliance training and other education, the final 2018 CADA Regional Meeting is designed to update you on what CADA is doing on your behalf.

Please join us at the year-end Regional Meeting at 7:30 a.m., Thursday, December 20 . Invite your key team leaders — and register for them, too. For more info and to register, click here.
The details
Thursday, December 20
7:30 a.m.


CADA Headquarters
290 E. Speer Blvd.
Denver
Register
Online

Questions?
Call 303.831.1722
Sales Power Boost

A one-day workshop that bridges the gap between customer expectations and dealership experiences

Today’s internet-savvy customers are creating new challenges for dealerships and sales teams. They have higher expectations of service, pricing and the amount of time spent in your dealership. And it’s becoming a delicate balance between ensuring the customer experience, while maximizing sales and profitability.

How do you educate your customers when they seem to know as much as you do? And how do you meet their higher expectations — without sacrificing profitability?

Join us Wednesday, December 12 OR Thursday, December 13 to get answers to these and so many more questions at the one-day Sales Power Boost workshop, where you and your team will learn fresh techniques for working with today’s customer.

Presented by The Academy, this one-day workshop focuses on the science of the sale and the psychology behind customer decisions. After The Academy’s two-day sales training workshop, dealerships have seen an increase in front-end gross ranging from 64 to 146 percent, reduced turnover in sales teams and 18-30 percent increases in volume. What’s more, through a special arrangement with CADA, The Academy is coming to Colorado for these two, one-day training workshops. That beats you traveling to Atlanta for the workshop!

 
You’ll learn
  • The science of the sale
  • The basics of appointment setting
  • How to determine the customer’s stage in the buying process
  • Upfront objection handling to move forward
  • How to find emotion for the vehicle
  • Correct vehicle selection
  • Basics of vehicle presentation
  • How to ask the customer to buy
  • How to present the numbers
  • Navigating price, trade, cash, and payment objections
  • How to work with and engage the customer
  • At the end of each workshop, we will have 20 minutes of Q&A to dive deeper into specific situations you may face.
 
About our presenter
Tony Dupaquier is considered the industry’s most forward-thinking F&I and
sales trainer and consultant. With more than 25 years’ experience in the
automotive industry, he now leads the training and development team at
The Academy.

He has held nearly every position in variable operations — from salesperson
to general manager — and is a former Nissan National Walkaround Champion.
Tony has been a featured presenter at the NADA Convention for a number of
years, for international dealer groups on F&I techniques, and numerous 20
Groups and dealer associations.

As director of The Academy, Tony oversees all curriculum, marketing initiatives
and growth efforts.

The Sales Power Boost is designed for dealerships (and your entire sales teams) that want new ideas and direction for big end-of-the-year sales and strong closeouts. 

 
You’ll learn
  • The science of the sale
  • The basics of appointment setting
  • How to determine the customer’s stage in the buying process
  • Upfront objection handling to move forward
  • How to find emotion for the vehicle
  • Correct vehicle selection
  • Basics of vehicle presentation
  • How to ask the customer to buy
  • How to present the numbers
  • Navigating price, trade, cash, and payment objections
  • How to work with and engage the customer
  • At the end of each workshop, we will have 20 minutes of Q&A to dive deeper into specific situations you may face.
The details
Wednesday, December 12
Denver
7:30 a.m.
8:00 a.m. - 5 p.m.


OR

Thursday, December 13
Denver
7:30 a.m.
8:00 a.m. - 5 p.m.



Breakfast
Workshop, Q&A

Register online for Wednesday!




Breakfast
Workshop, Q&A

Register online for Thursday!
Where
CADA Headquarters
290 E. Speer Blvd.
Denver, CO


Register
Online
Price
$349
$249

First registration
Each additional registration. Send three people and  your sales manager attends FREE!
Questions?
Call 303.831.1722
Register for Wednesday!
Register for Thursday!
Final Title Processing Fundamentals on
December 19!


After receiving several requests, we’ve added a final Title Processing Fundamentals seminar for the year. If you want to ensure your title clerks are up to date on all the changes that have taken place this year — and missed the seminar closest to your dealership, please join us Wednesday, December 19 at CADA Headquarters for the last seminar of the year. (The next series will begin in May.)
 
This 2.5-hour seminar recaps DMV requirements and updates, including:
  • Electronic Lien Titling (ELT) — How it works and updates
  • Repossessions & ELT requirements
  • Latest rules on new temporary registration permits, and your ability to issue a second permit
  • Recent state law clarification for lien perfection requirements
  • Sales & use tax recap and reform efforts
  • Out-of-state sales and title transfers
  • Unusual titling situations
  • Secure Power of Attorney
  • Power of Attorney/trust documents, dates & lien releases
  • County rejects and reading a registration
  • Q&A — Bring examples or issues you want to cover. 
Register now!
You’ll learn
  • How to complete the required title documents
  • Unusual titling situations
  • DMV forms and requirements for new forms
  • How Electronic Lien Titling works
  • Sales & use tax recap and reform efforts
Get the details!
The details
Wednesday, December 19

Denver



7:30 a.m.
8:00 - 10:30 a.m.


CADA Headquarters
290 E. Speer Blvd.
Denver, CO


Breakfast
Seminar
Price
$159       First registration
$139       Subsequent registrations

Register
Online

Questions?
Call 303.831.1722
Register now!
Regulatory & Legal

Update on Department of Revenue’s Nexus (Tax) Regulation


By Matthew Groves, VP Legal & Regulatory


On Friday, November 30, 2018, the Colorado Department of Revenue held a formal rulemaking on its “nexus” regulations. This hearing, rescheduled from the October 30 date, was for the purpose of making the emergency nexus rule permanent. This is because rules promulgated under the Department’s emergency authority are only good for 60 days from enactment.

Since many dealers have reached out about the overwhelming amounts of uncertainty surrounding the changing requirements and the expectations of what compliance will mean to the state, I wanted to publish a brief update coming out of the rulemaking.

This rulemaking stemmed from a U.S. Supreme Court decision earlier this year in Wayfair v. South Dakota. The effect of the case was to redefine the nexus or physical presence provision for electronic sellers. The result is that if you do business in a state, you are required to collect taxes in that state – even if you do not have a physical presence there. This is a reversal of how this used to be. Amazon is a well-known example of this ‘electronic sales’ model, with a business model similar to Wayfair.

As a result of Wayfair, more than 30 states are in the process of updating their tax regulations. Colorado, regrettably, has gone beyond the requirements of the Wayfair decision. At the behest of many municipalities, the state will extend the federal/state dynamic of this case to apply to the local/state relationship. Further, what has previously been classified as a use tax (and not collected in all jurisdictions) will now be re-titled as a sales tax, so that those affected local jurisdictions may lay claim to those tax dollars. However, despite these changes, auto dealers are well positioned for the transition.

The biggest change will be what is called ‘destination-based’ sourcing. This will require electronic sales (or delivered items) to be taxed at the user’s location. For vehicles, the location of the user is the user’s registered address. Fortunately, for vehicle sales, this is how dealers have previously operated. Tax location services, like Pitney Bowes’ GeoTax, fulfills the destination-based requirements. However, leases and the sales of parts direct to consumers will now ALSO be taxed according to the destination of the user. Use of a GeoTax-type service should be implemented for those transactions, as well. Untouched by this regulation are wholesale parts and parts that are sold in-store, i.e., not delivered.

Regarding the sale of leases, leasing companies have an onus to acquire numerous new licenses to collect sales taxes in each of Colorado’s 700+ jurisdictions. However, this duty will be that of the leasing companies, not that of the dealer. In large part, leasing companies have already conquered this obstacle and should be providing you tax license numbers in conjunction with a 4-digit ‘situs code’ at the end. Substituting that 12-digit code for the 8-digit code is all a dealer will have to do.

Finally, when a dealer collects taxes in jurisdictions outside their home jurisdiction, they will continue to remit to those tax dollars to the appropriate Division of Motor Vehicles. This is still a prerequisite to titling and registration. However, new under this regulation, a dealer will now need to track taxes collected in each jurisdiction where they do not have a physical presence (brick and mortar store) and make a report at the end of the month to each of those jurisdictions in which the tax is collected.

In anticipation of the increased volume of paperwork, the state Department of Revenue has certified 10 contractors to assist businesses in tracking sales by jurisdiction. For example, CADA has chosen one of these contractors to track the sales of the Rocky Mountain Bank Note forms through our existing sales software. The service amalgamates sales dollars at the end of each month and generates reports to each jurisdiction where a sale was made. These services were envisioned by the state to mitigate the immense administrative headache of the new filing requirements.

A list of certified vendors may be found at: https://www.colorado.gov/pacific/tax/software-developers-sales-tax-xml. As a second attempt at mitigation, the Department has codified a compliance ‘grace period’ until March 31, 2019. This is designed to give dealers an opportunity to adjust to changes and determine whether to utilize a sales tracking service or attempt compliance on their own.

In Memoriam: John Dollar ‘Jack’ Nilsson 1926-2018
Father, Grandfather and Great Grandfather and a man who lived a life filled with love, joy and laughter, Jack Nilsson passed away peacefully at his home in Carbondale, Colorado on November 24, 2018.

Jack was born on May 26, 1926 in Houghton, Michigan. After graduating high school, he joined the Navy and loaded munitions for transport to Europe during World War II. Upon leaving the Navy, he attended Denver University where he earned a bachelor’s degree and joined Ford Motor Company in the early 50’s. He worked successfully for Ford until the mid 70’s when he decided to start his own Ford dealership in Glenwood Springs, Colorado in 1978. The dealership flourished over the years, out grew its original location, and he oversaw the move and expansion to a new and large location in West Glenwood Springs.

Jack believed in the value of community, was a longtime member of the Rotary Club and contributed to the Glenwood Springs community in countless ways. He understood the value of giving to others. In 1997, he was recognized for his efforts with the Glenwood Springs award for “Citizen of the Year.” Our Father, Grandfather and Great Grandfather lived with compassion, integrity, humility and love. In times of difficulty and challenge and pain, he instinctively knew the power of listening, and he provided for us all words of comfort and wisdom. Often, he would remind us that “with each day, when you look in the mirror, know that things will be a little bit better.” He helped light the pathway to recovery and redemption. His integrity was reflected in the consistency of his values: hard work and commitment to and love of family. He was dedicated to providing for us all the opportunity to have prosperous and fulfilling lives. Jack was able to do all of this quietly and with humility. He did not need recognition or fanfare. He only needed to see the light in the eyes of those he loved. That was more than enough for him.

In the presence of our Father, Grandfather and Great Grandfather, we know we were seen, we were the single most important thing in the world – we were valued for our being. Jack delighted in our being. We could see it in the joy of his eyes, we could hear it in the joy of his laughter, we could feel it in the warm hug of his arms, we could hear it in his voice and his laughter. We were all blessed to have you in our lives for all the many years we did. We will miss you very deeply, and we will always hold you close – your smile, your voice, the bright light of your soul. We are all profoundly grateful for all you gave to us and others and wish for you peace and serenity.

Jack is preceded in death by his parents, Martin and Emily, his brother Rich, his sisters Mary and Betty, his son, John Joseph and his wife Margie. He is survived by his children, Emily, Eric (Julie), Jane (Tim), Tom (Tina) and Steve (Christy), his step-sons, Doug (Barb) and Brad (Margee), 12 grandchildren and five great grandchildren A Celebration of Jack’s life will be held December 8, 2018 at 11:00 am, at Mountain View Church, Glenwood Springs, 2195 Co. Rd. 154, Glenwood Springs, CO 81601. Please join us for a reception at the church following the services.

In lieu of flowers, donations may be made to YouthZone, 803 School St., Glenwood Springs, CO 81601 or Lift-Up, 1004 Grand Ave., Glenwood Springs, CO 81601. Condolences may be shared with the family at www.farnumholtfuneralhome.com
Upcoming Events
Colorado Dealer Compliance Guide, Newly Revised 3rd Edition
Pueblo
Thursday, December 6 •  8:00 a.m. to 10:00 a.m.
Courtyard Marriott Pueblo Downtown, 110 W. City Center Dr.

Colorado Springs
Thursday, December 6 •  Noon  to 2:00 p.m.
Double Tree by Hilton Colorado Springs, 1775 E. Cheyenne Mountain Blvd.

Sales Power Boost
Denver
Wednesday, December 12 •  7:30 a.m. to 5:00 p.m.
CADA Headquarters, 290 E. Speer Blvd. Denver

Denver
Thursday, December 13 •  7:30 a.m. to 5:00 p.m.
CADA Headquarters, 290 E. Speer Blvd. Denver

Title Processing Fundamentals Seminar
Denver
Wednesday, December 19 •  7:30 a.m. – 10:30 a.m.
CADA Headquarters, 290 E. Speer Blvd. Denver

Final Regional Meeting of the year!
Denver
Thursday, December 20 • 7:30 a.m.
CADA Headquarters, 290 E. Speer Blvd. Denver
Subscribe to the Open Road weekly e-newsletter
Automotive News
Around Colorado
Viewpoint: Colorado shouldn’t enforce new sales tax until collection system is fixed
Colorado funding $10 million in new electric-vehicle charging stations
Polis comes to Colorado Springs, calls for creative transportation funding
National News
Americans continued ugly breakup with passenger cars in November as auto sales decline
U.S. lawmakers make final push to win approval of self-driving car bill
New EPA rule on the safe management of recalled airbags Supplement July 2018 memo
Trump, Xi agree to temporary truce in bid to contain trade war
Consumer beware: With less trade comes less choice
Manufacturer News
C-Suite Rides: Chevy’s all-important Silverado is all new for 2019
Ford Escape rolls out 2019 model
Ford cuts could eclipse GM’s, Morgan Stanley says
All-in truck bet pays as Fiat Chrysler bucks U.S. auto slowdown
Potential pitfalls of GM’s cost-cutting drive
GM plans more than 14,000 job cuts, seven factory closings
Trump threatens to yank EV tax credits from GM
Ford seeks to skirt tariffs by speeding China-built Lincoln plan
GM needs China more than it fears Trump
As Detroit dumps cars, Asian rivals go all in
- -  CLICK BELOW FOR MORE AUTOMOTIVE NEWS  - -
Bonds & Forms
CADA has a fillable bond request form for new sales people! This new, fillable PDF form makes it easier, faster and more accurate for us to turn around your salesperson bond request. Because there’s no handwriting to decipher with this form, bond turnaround can be faster than ever. Just download the form, electronically fill it out and return to Khorrie Luther. Questions? Call Khorrie: 303.457.5122.
Download the form
Contact Khorrie
ENDORSED PROVIDER / PROGRAMS

For information about any of the Endorsed Provider’s products or services, contact
Polly Penna polly.penna@colorado.auto
303.457.5119 office  |  303.945.6426  mobile

Colorado Safety Association - December 2018 Schedule of Events
Register now!
Seminars
NSC First Aid / CPR and AED
December 11 (8:00 am to 2:30 pm)
Do you have the confidence to respond in an emergency? CSA offers the National Safety Council First Aid /CPR & AED training. This nationally recognized training provides the life-saving skills you need to handle an emergency until a professional arrives!
Course content includes: Breathing and cardiac emergencies, identifying and caring for bleeding, sudden illness and injuries; preventing disease transmission; allergic reactions. This course meets the requirements of the OSHA First Aid Standard (29CFR 1910.151). First Aid Certificate is good for two years; CPR Certificate is good for two years.
All Participants: $65


Safety Builder Construction Orientation
December 12 (8:00 am to 12:30 pm)
This course is specifically designed for newly hired and temporary construction workers as an introduction to the basic elements of workplace safety. It will provide a common sense approach to construction safety to teach them to stay safe and productive in the field. This session applies to both commercial and residential companies. This class is also a good refresher for experienced workers. Topics of discussion include:
• Understanding OSHA
• Hazards in Construction
• Hazard Communication
• Confined Space
• Material Handling
• Personal Protective Equipment
• Scaffold Safety, Ladder Safety, Fall Protection

• Electrical Safety
• Trenching and Excavation
Member: $55    Alliance Member: $55   Non-member: $65
This session is approved for the Pinnacol Safety Group


Defensive Driving 6-hour (Saturday)
December 15 (8:00 am to 3:00 pm)
This course is highly interactive with the goal of providing drivers with practical knowledge and techniques to avoid collisions and violations. With a defensive driving self-assessment risk survey and vital content on distracted driving and other leading safety issues, this course helps drivers choose safe, responsible and lawful driving behaviors.
All Participants: $65
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