Sales Power Boost workshop Thursday. For strong end-of-year closeouts, check out the details below…

Thank you for your donations!

Thanks to the following dealers for donating 16 vehicles last week:
Spradley Barr Ford 6
Spradley Kia 3
Pueblo Dodge Chrysler Jeep Ram 3
Freeway Ford 1
Glenwood Springs Subaru 1
AutoNation Buick GMC West 1
AutoNation Subaru West 1
          Total 16


This brings us to 514 vehicles for the year. With three weeks to go, we need 40 a week. Give me a call - I'll take them all!

Scholarship update

Last week was a great week for scholarships, with a $2,500 scholarship awarded to Jesus Samario Lopez. He is currently pursuing an Auto Tech degree at Arapahoe Community College, while working at Ed Bozarth #1 Park Meadows Chevrolet.
Also, the Foundation awarded $5,000 to the Arapahoe Community College Foundation to establish a scholarship fund. These funds will be matched dollar for dollar and used for tool scholarships. Combined with the Snap-on Student Excellence program, this will provide $20,000 worth of tools to be split among four qualifying students next year.

To donate a vehicle, gather the information below, send it to Mark Zeigler and he’ll have someone pick it up:
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.
Automotive Career Fair kicks into gear

If you’re looking for talent to fill those vacancies at your dealership — and in particular, auto techs — CADA is hosting an Automotive Career Fair at the Denver Auto Show on Friday, March 29 from 2-7 p.m. and Saturday, March 30, from 10 a.m. – 3 p.m.
And we’re dialing up the volume by partnering with the Collision Repair Education Foundation. CREF has strong and deep relationships with tech schools, including Colorado, and hosts industry career fairs throughout the country. That means hundreds of tech students attend each fair. And because the 2019 Automotive Career Fair will take place on the Denver Auto Show room floor in March, CREF estimates a minimum of 400 students will attend.
What’s new
Registration process. Students will register online, which includes a résumé, before they receive an entry ticket. This registration is then shared with all the businesses that participate in the career fair.
Passport for giveaways. When a student visits a booth for a stamp, it’s a great opportunity for a dealership to find out more about the student and see whether you’re a fit for one another. Students eagerly get their passports stamped so they can be entered in a drawing for some pretty spectacular gifts.
Students wear tech shirts. When they wear tech shirts, they feel they’re already working in their career for a dealership. And they feel more professional.
Dealers’ logos on those tech shirts. The shirts have five opportunities for dealers to gain prime access to students, through the dealership logo on the front or shirt sleeve. 
Three partner levels
Table Partner: $1,500. Includes:
  • 10’ x 10’ draped booth
  • Draped 8-foot table and two chairs
  • Electrical and wifi.
  • Dealership receives the student résumé registration list
  • Dealership name on passport
Supporting Partner: $3,000 (4 available). Includes:
  • All Table Partner benefits, PLUS
  • Dealership logo on the tech shirt sleeve
  • Dealership logo on the passport
Lead Partner: $7,500 (1 available). Includes:
  • All Table Partner benefits, PLUS
  • Dealership logo on the front of the tech shirt
  • Dealership logo on the passport
There are 20 booths available to dealerships for this two-day event, including the five premium booths. CREF also will bring 20 partners from the collision repair industry.
Grab your booth now!
For more information, visit CADA’s website.
Or contact Kim Jackson at CADA or 303.457.5115.
Education & Training
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

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

Workshop, Q&A

Register today!
CADA Headquarters
290 E. Speer Blvd.
Denver, CO


First registration
Each additional registration. Send three people and  your sales manager attends FREE!
Call 303.831.1722
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


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

CADA Headquarters
290 E. Speer Blvd.
Denver, CO

$159       First registration
$139       Subsequent registrations


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.

Call 303.831.1722
Regulatory & Legal

Colorado Department of Revenue (“DOR”) Delay in Nexus Tax Regulation

By Matthew Groves, VP Legal & Regulatory

The purpose of this memorandum is to highlight recent revelations announced by the Department of Revenue (“DOR”) regarding the “Nexus” rule for retail purchases. The DOR has generated at least three memorandums to dealers in recent weeks, leaving many in a state of confusion over the current implementation and enforcement status of the new rules.

Procedural background of Nexus regulation  
On September 11, 2018, Colorado dealers received an e-mail notification from the Colorado Department of Revenue regarding a new tax regulation.  The regulation (“nexus” regulation) was issued under the department’s emergency authority and modified the way that electronic sales and leases would be taxed in Colorado.  The emergency regulation went into effect on December 1, 2018.
Since the emergency regulation is only good for 60 days, the DOR held a public hearing on November 30, 2018, with the intent of making the nexus rule permanent. 
Prior to the rulemaking, CADA submitted written comments in conjunction with the National Federation of Independent Businesses (NFIB), the Coalition to Simplify Colorado Sales Tax (CADA is a founding board member), and the Colorado Chamber of Commerce (formerly CACI).  Each of these comments brought forward concerns of respective industries and requested that DOR delay enforcement of the regulation until such a time the legislature could weigh in and shape the direction of the Colorado’s future sales and use tax system.
While the rule was made permanent at the hearing, DOR released a second memorandum on December 3, 2018.  The purpose of the second memorandum was to issue a ‘compliance grace period’ until May 31, 2019.  This provides the dealer body time to update internal processes and software to comply with new deadlines and provides a five-month time period in which the Colorado General Assembly can enact a law reflecting their intent for the future of Colorado’s simplified sales and use tax system.
It is important to note, that DOR extended the “compliance grace period.”  This is different from ‘delaying implementation’ of the rule.  The difference is that under the current organization, the new regulation remains in effect!  It is merely that dealers will not be penalized for non-compliance until May 31, 2019.

What can dealers do to prepare today?
Many dealers are looking down the road to May 2019, already, and wondering how they can be ready.  Some are receiving notices from their manufacturers and/or captive lenders that internal protocols are changing in compliance with the new regulation’s requirements.  With this in mind, CADA makes the following recommendations:
  1. While DOR will not step in and enforce compliance until May 2019, nothing stops a finance company from changing internal procedures today, provided that the new procedures are in compliance with existing statutes and regulations. Since the most common changes are in the arena of leased vehicles, we encourage dealers to review C.R.S. 39-26-102(23) and C.R.S. 39-26-713 regarding tax collection on leases and the 36-month rule. CADA also has a memorandum on this issue which is available upon request. 
  2. If there is no legislative action and this regulation is enforced, the biggest impact to dealers will be tracking and reporting those taxes collected during the month. The state recommends a number of contractors who can access to a dealer’s existing sales software to amalgamate collected tax dollars and generate reports for each jurisdiction in which they are required. State certified vendors can also offer a safe harbor against a future state audit. Click here for a list of these certified vendors. 
  3. The impact on tax collection is that whereas taxes were typically collected in the jurisdictions that a consumer and a dealer had in common, now the state will be collecting taxes on all relevant jurisdictions where a consumer lives. Click here for the state video tutorial.  
  4. All special rules regarding motor vehicle taxation (denoted SR1, SR2, etc.) have been rescinded with this regulation.
  5. The regulation, when implemented, will not affect Colorado’s 72 home rule cities.  Dealers are required to check with each local home rule independently. While the majority will continue to tax a motor vehicle sales transaction, some jurisdictions do not collect a tax on motor vehicle leases. Click here for form DR 1002, to determine whether your city or town is state-collected or self-collected home rule.
  6. Further, dealers will be tasked with keeping updated on local sales and use tax rate changes. Click here for the most-recent list. 
As always, if you have any questions about compliance, potential legislation for 2019 in this area, or the Coalition to Simplify Colorado Sales Tax, please contact me or call 303.282.1449.
Contact Matthew
Upcoming Events
Sales Power Boost
Thursday, December 13 •  7:30 a.m. to 5:00 p.m.
CADA Headquarters, 290 E. Speer Blvd. Denver

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

Final Regional Meeting of the year!
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: Hickenlooper
33 new electric-vehicle charging stations coming to Colorado
Colorado sales tax changes: Small-business owners oppose new rules
Hickenlooper staffs up for possible 2020 Presidential bid
HBR: What GM’s layoffs reveal about the digitalization of the auto industry
Self-driving vehicles
Uber’s self-driving cars are set to return in a downsized test
Tesla in the news
Tesla CEO Elon Musk: The 60 Minutes interview
Even Elon Musk abuses Tesla’s autopilot
Huge, Tesla-style tax breaks cost cash-strapped Nevada schools $108 million over two years
Tesla plans $837 million auto lease bond
Manufacturer News
Ford Ranger pickup rated at 23 mpg combined, best among gasoline powered rivals
Daimler to buy $23 billion of battery cells in EV push
Volvo’s new pitch: ‘Don’t buy this car’
Former Amazon exec to lead Fiat Chrysler operations in North America
Volkswagen to stop developing gas-powered cars after 2026
Jeep revives the pickup and more this week in the future of cars
‘Lifestyle’ pickups might be the next big thing in trucks
Electric Vehicles
GM fights government to retain electric car tax credit
Beyond Tesla: Here’s what’s coming in electric vehicles
Audi’s E-Tron GT brings battery power to a speedy, svelte sedan
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

For information about any of the Endorsed Provider’s products or services, contact
Polly Penna
303.457.5119 office  |  303.945.6426  mobile

Colorado Safety Association - December 2018 Schedule of Events
Register now!
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
Copyright © 2018 CADA, All rights reserved.

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