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How to ensure your dealership’s financial prosperity through Mastery of Finance for Auto Dealers workshop. Details below...
Are you prepared to explain to your customers why they’ll pay an extra $2,110 or more on the vehicles you sell?
Your loyal customers will have to pay an average of $2,110 extra per new vehicle for model years 2021-25 if Colorado adopts the California Low-Emissions Vehicle (Cal-LEV) mandate — and even more if they need larger pickup trucks, minivans and SUVs.
 
If the Colorado Air Quality Control Commission approves this plan, this new “California tax” will become an unfortunate reality for Colorado dealers and your customers. Will that keep people in older vehicles longer? Absolutely. Will it put a greater burden on Colorado families? Sadly, yes.
 
If this concerns you, please join us for public comments Thursday morning before the Colorado Air Quality Control Commission. If you or a member of your team can comment, contact Michelle O’Connor ASAP. She’ll help with any questions you may have and even offer suggestions about what to say. Please plan to join us at 9:45, so you’re all set when public comments begin at 10 a.m.
Education & Training
Mastery of Finance for Auto Dealers
& Key Leaders


You go into work every day, and you know that you’re contributing to the bottom line. Whether you’re managing Sales, Service, F&I, Parts or any other part of a dealership’s business, do you actually know how what you do affects the bottom line? Do you know your gross and net profit? Do you know how to manage your cash flow, and the three different balance sheets — or what they even are?
 
Many leaders know their own department margins, but not what they mean to the dealership’s bottom line — or why their margins are so important for driving revenue at your dealership.
 
While many leaders with financial responsibilities don’t quite understand how all the parts add up to a dealership’s bottom line, they will after attending the day-long workshop, Mastery of Finance for Auto Dealers & Key Leaders.
 
This very interactive workshop was offered first in June. Of the top three things some folks learned that day, comments include: Management of cash flow, business cycle. Management of three different balance sheets. KPI on cash flow statement. And Transactional accuracy, executive to metrics/measurements. And one of the attendee’s most-valuable part of the workshop was the breakdown of accounting for departments, which was valuable, “since DMS does so much in the background.”
 
If some of these phrases don’t make sense now, they will by the end of the workshop.
Register now!
CADA has partnered with MetaMark Learning to provide Mastery of Finance for Auto Dealers & Key Leaders. This program is designed for non-financial professionals in every functional area of an auto dealer’s operations who are responsible for:
  • Driving financial performance 
  • Analyzing strategic opportunities 
  • Assessing risk 
  • Communicating financial priorities and results 
About the presenter: Owner of MetaMark Learning, Darrell Mullis is the author of The Accounting GameTM, one of Amazon.com’s top two recommended finance books over the past 10 years. With more than 30 years’ experience, Darrell is a leading expert in teaching finance to non-financial professionals, including CEOs and key team leaders of multinational corporations and family owned businesses throughout the world. MetaMark Learning has customized the program for the auto industry. Darrell’s objective is to help people understand how money is made in the industry and how each person can improve profit and cash flow in day-to-day decisions and actions.
The details
Thursday, November 29
Denver
7:30 a.m.
8:00 a.m. - 5:00 p.m.



Breakfast and networking
Workshop

Lunch is provided
Where
CADA Headquarters
290 E. Speer Blvd.

Price
$400 All registrations

Register
Online

Questions?
Call 303.831.1722
Get the details!
Register now!
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
Tuesday, November 27
Denver


7:30 a.m.
8:00 - 9:30 a.m.



Loveland


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


CADA Headquarters
290 E. Speer Blvd.

Breakfast
Seminar

Register now!

Embassy Suites
4750 Clydesdale Pkwy.

Lunch
Seminar

Register now!
Monday, December 3
Grand Junction


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



Glenwood Springs


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

Double Tree by Hilton
743 Horizon Dr.

Breakfast
Seminar

Register now!

La Quinta Inn
124 W. 6th St.

Lunch
Seminar

Register now!
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!
Marijuana, Opioids and Your Workforce

A webinar designed for everyone in a dealership who supervises or manages employees

More Americans died last year of drug overdoses than in the entire Vietnam War. According to the U.S. Surgeon General, nearly 21 million Americans are living with substance abuse disorder — and three-fourths of those struggling with addiction are employed.
 
Employees with substance abuse disorders miss up to six weeks of work every year. Yet just 24 percent of employers reported in a National Safety Council survey that prescription drug use is a problem, even though seven in 10 companies reported issues ranging from absenteeism to overdose.
 
With more states legalizing marijuana, along with the opioid epidemic (In Colorado, 63.7 of 100 prescriptions written were for opioids in 2015.), chances are that you have employees with a substance abuse problem — and are missing work.
 
As an employer, you need to have parameters in place to train, supervise and provide the necessary tools to ensure a drug-free workplace.
Register Now!
The details
Tuesday, December 4
10:00 a.m.


Webinar
Price
$149 All registrations. As a webinar, several people can attend for one price.

Register
Online

Questions?
Call 303.831.1722
Get the details!
Register now!
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!

 

 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.
 
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 details
Wednesday, December 12
Denver
7:30 a.m.
8:00 - 9:30 a.m.


OR

Thursday, December 13
Denver
7:30 a.m.
8:00 - 9:30 a.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
Get the details!
Register for Wednesday!
Register for Thursday!
Just added! 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!

Thank you for your donations!!!

Last week, the Foundation received 12 donations; these donations mean at least one more scholarship will be available for a student who really could use it. THANK YOU to the following dealerships for changing a life:
 
Pueblo Dodge Chrysler Jeep ram 6
Ed Carroll Motor Company 2
Bighorn Toyota 2
Freeway Ford 1
Emich Chevrolet 1
 
CTAF will award $50,000 in scholarships in 2018
By leveraging these funds with school foundations that match funds — along with tool companies such as Snap-on Tools and Matco Tools, which have student discount programs — we can essentially double the value of the initial scholarship.

Through Friday, November 2, we have awarded $37,000 in scholarships. Yet by leveraging some funds, the total impact has already exceeded $69,000. This IS life changing!

If you have a junker on your lot, please send an email to Mark Zeigler with the:
VIN:
Year:
Make:
Model:
Location:
 
He will have someone come out and pick it up at no cost to you.
 
Sign over and mail the title to:
Clear the Air Foundation
c/o Mark Zeigler
290 East Speer Blvd
Denver, CO 80203
 
That's it! After the vehicle is recycled and crushed, funds go to the scholarship account for auto techs in Colorado.
Regulatory & Legal

DR 2174 – Power of Attorney Form Changing


The Department of Revenue has published the following in relation to the update of the DR 2174:
  • “The DR 2174-Power of Attorney for A Motor Vehicle has been revised. The revision date on the new form is 9/21/18. This form will be a soft roll out, meaning the previous version of the form will be accepted until supplies of the form are depleted.  This message has been sent to motor vehicle dealers and sellers of the form.
The soft roll-out will replace the normal grace period offered by the Department of Motor Vehicles for the depletion of inventoried forms.

As it pertains to the new forms, CADA is one of three re-sellers of the DR 2174s.  These forms are published exclusively at CCI (a state-run institute in Colorado Springs). As CCI is only beginning to produce these forms, the limited inventories available are being shipped to the three re-sellers as they come off the press.  As such, we have a limited inventory of these forms until full rate production can be achieved.

CADA is working through this by partially filling larger orders, to ensure that all dealers in need of new forms have at least some to work with.  When we begin receiving full orders from CCI, we will go back and fill all back-orders in the order that they came in. However, with exclusivity in the printing of these secured forms, there are no other vendors to whom we may reach out to fill orders more quickly. 

We believe that CCI will achieve full-rate production and fill orders completely within 1 month. Even at this time, DMV will still be accepting the older 2174s that dealers have in their inventories.

 

Temporary Registration Permits

Colorado Correctional Institute is also the exclusive printer of the Temp Tag Holders, required for all temp tags by Division of Motor Vehicles, under rule 34.  CCI has just noticed the three re-sellers that they will begin charging a “per palate fee” on delivery of the Holders.  As such, CADA will be adjusting the prices on a package of temp tag holders, as follows:

  • $174.00 per pack of 100 motor vehicle
  • $174.00 per pack of 100 motorcycle frames
  • $87.00 per pack of 50 motorcycle frames
This adjustment ensures that CADA will remain the lower cost re-seller in the state, regardless of what actions the other re-sellers take to cover the per palate fee.


DR 2115 – Colorado Auto Industry Salesperson Application

You may not have noticed that the Salesperson Application has been updated.  The new form carries a date of 09/07/18.  However, since this is a form that is accessed on-line, and not purchased from a re-seller, access to the new version was immediate.  The form can be accessed at https://www.colorado.gov/pacific/sites/default/files/DR%202115_e_0.pdf.


Many Police/Sheriffs’ Departments Halt Fingerprinting for Salesperson Licenses

CADA has become aware that many law enforcement divisions have discontinued the process of fingerprinting for non-criminal activities.  This decision is not being driven by the local departments, rather by the Colorado Bureau of Investigations (CBI) who conducts the state’s background investigation based on those fingerprints.

CBI has contracted with industry vendors to provided electronic fingerprinting services, so that the paper cards are no longer necessary.  This should have the effect of reducing the time required for the investigation. While we expect the list of approved vendors to grow, it is currently only one. Until other vendors are established, CBI will continue to accept cards from law enforcement agencies.

The approved vendor (Idemia) does business as IdentoGo in Colorado. You can schedule an appointment with them at https://uenroll.identogo.com/ or by calling 844-539-5539.  If your local law enforcement office still provides these services, you may continue to use them – for now. 

We are expecting updated information from the Auto Industry Division and will relay it as soon as it is received.

Upcoming Events
Colorado Air Quality Control Commission Public Comments
Thursday, November 15
9:45 a.m.
Colorado Department of Public Health & Environment
4300 Cherry Creek Dr. South

Mastery of Finance for Auto Dealers & Key leaders
Denver
Tuesday, November 27 •  7:30 a.m. to 5:00 p.m.
CADA Headquarters, 290 E. Speer Blvd. Denver

Colorado Dealer Compliance Guide, Newly Revised 3rd Edition
Denver
Thursday, November 29 •  7:30 a.m. to 9:30 a.m.
CADA Headquarters, 290 E. Speer Blvd. Denver

Loveland
Thursday, November 29 •  12:00 p.m. to 2:00 p.m.
Embassy Suites, 4750 Clydesdale Pkwy.

Grand Junction
Monday, December 3 •  8:00 a.m. to 10:00 a.m.
Double Tree by Hilton, 743 Horizon Dr.

Glenwood Springs
Monday, December 3 •  12:00 p.m. to 2:00 p.m.
La Quinta Inn124 W. 6th St.

Marijuana, Opioids and Your Workforce
Denver
Tuesday, December 4 • 10 a.m.

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 •  12:00 p.m. 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
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Automotive News
Around Colorado
Fiat Chrysler revving up its technician training program in Denver
On the national front
Auction industry boosts effort to recruit technicians
Connected-car sales set to cross 6 million this quarter (chart)
Plan for your future, or plan to cash out, dealers told
Manufacturer News
Chevrolet adds hydrogen-powered Silverado concept to the mix
Lentz wields the axe as Toyota aims to cut costs
General Motors offering buyouts to 18,000 salaried employees
Germany’s auto rebound may be stung by trade tensions, China’s slowdown
Chevrolet adds hydrogen-powered Silverado concept to the mix
Toyota takes ‘hard look’ at trimming U.S. lineup as profits rise
Alternative vehicles
GM is jumping into micromobility with a crowdsourced e-bike brand
Why Ford Motor Company is scooting into micromobility
Ford buys electric scooter company Spin
Autonomous vehicles
Ford open to working with foreign rivals on driverless cars
VW considers investing in Ford-backed autonomous unit Argo
Illinois establishes autonomous vehicle initiative
This robot truck startup may have an edge over Waymo in bad-weather driving
People are going to sell sex in driverless cars, researchers say
Jostling for the driver’s seat
Autonomous cars face big hurdles. They will succeed, but when?
- -  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

Seminars

Fleet Risk Management  -  Best Practices

November 15, 2018 - 9:00 am to 10:30 am

Colorado Safety Association is pleased to present this Fleet Risk Management – Best Practices session. Please join us to hear advice from a panel of subject matter experts on the best practices for understanding and managing risk in your organization’s fleet operations. Whether you have a large fleet of commercial vehicles, or a couple of employees who occasionally drive for business, you will walk away from this session with increased awareness of the risks and will gain information about how to mitigate or manage those risks. 

Panel Experts:

Andy Giza, Lockton Companies
Andy will discuss the need for policies and procedures, training, evaluation and management of fleet operations. He will introduce the audience to the various kinds of fleets that exist, including the grey fleet – those who drive for business but will not be in company vehicles.

Rich Lacey, SambaSafey
Rich will introduce tools and products that can be used for evaluation and management of fleet operations. He will talk about the benefits of monitoring, continuous monitoring, and how to use the data collected to reduce operational risk. 

Mark Ashby, Lead Impairment Training
Mark will discuss the importance of understanding the impact that impairment has on driver performance, and the risk to the organization. He will discuss best practices for testing, training, and driver management based on his experience and work as both a training professional and law enforcement officer.

This session is Pinnacol Safety Group approved.

Location: 
Pinnacol Assurance
7501 E. Lowry Blvd.
Denver, CO 80202

Cost:
CSA Members: 
Free
Alliance Members: Free
Non-Members: $20

- - -

Silica Awareness and the OSHA Standard
November 16 (8:00 am to 5:00 pm)
Silica is a component of sand, stone, rock, concrete, brick, block, and mortar and therefore materials containing silica are found in a wide variety of workplaces. This session will review the standard and discuss the work practices employers should follow to evaluate to keep employees safe, comply with the law, and implement common sense practices that will protect employee’s health. 

What we will cover:
• Overview of silica and the health hazard it poses 
• Discuss the materials and tasks that create silica hazards
• Review dust generating work tasks and operations
• Silica dust control methods – proper tools, scheduling, PPE and hygiene practices
• The employer competent person 
• The medical surveillance program and employee exposure monitoring 
• The silica control plan
Member: $60     Alliance Member: $60      Non-member: $75
This session is approved for the Pinnacol Safety Group

- - -
 
Observation Skills for a Safer Workplace
November 27 (8:00 am to 10:30 am)
Providing a safe workplace is an OSHA requirement, but as employers know, providing training and enforcing rules sometimes does not seem to be enough and employees still have injuries. This leads to the question, “what more can we do?”. Many employers will implement observation programs to proactively prevent incidents and injuries by establishing a program of observations, and then providing feedback to employees. These behavior-based safety programs are common place, but the skills needed to provide effective observations and feedback to employees and management are less common.

In this program we will cover some basic considerations of how to improve workplace performance by using people-focused interventions that incorporate observations of employees performing routine work tasks and giving timely feedback on safety-related behaviors. This encourages individuals and work groups to consider the potential for accidents and to assess their own behaviors.

What we will cover:
• The importance of understanding correct work practices (and safety rules)
• The differences between lack of knowledge, lack of motivation and the reward system in place
• Basic concepts to keep in mind to when conducting observations and the importance of providing feedback to employees
• Fundamental human performance considerations and causes of complacency
• Sample observation cards and tracking methods
Member: $60     Alliance Member: $60      Non-member: $75
This session is approved for the Pinnacol Safety Group

- - -

How to Develop Your Safety Program

November 28 (8:00 am to 12:00 pm)
CSA has developed this half-day training with easy to follow, step-by-step instruction for developing a safety program. This course is beneficial for small companies that need help with developing a safety program or for companies that have a program, but are not sure that it meets the industry standard. The following safety management elements will be included: 
• Management commitment and written plan 
• Employee orientation and involvement 
• Hazard identification, evaluation and control
• Hazard communication (inventory, SDS, labeling)
• OSHA Recordkeeping (OSHA 300 Logs and Form 301)
• Emergency Preparedness 
Member: $105      Alliance Member: $105      Non-member: $135
This course is approved for the Pinnacol Safety Group
HR Regulatory Updates — November 2018

 

FEDERAL Updates

Register Now!
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