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BULLETIN NO. 15 SEPTEMBER 1, 2017
Please Help Our Colleagues In Texas Impacted By Hurricane Harvey & Historic Flooding
NJ CAR Charitable Foundation Pledges $10,000—Urges New Jersey Dealers To
Donate To The NADA Foundation Emergency Relief Fund
he National Automobile Dealers Association (NADA) Foundation has mobilized its Emergency Relief Fund to assist dealership employees in Texas who have been impacted by personal property damage caused by Hurricane Harvey and the historic flooding. The
NJ CAR Charitable Foundation has responded with a $10,000 contribution on behalf of New Jersey new car dealers.
NADA estimates 30,000-35,000 dealership employees in the Houston area alone may be affected by
the storm and its aftermath. Hundreds of dealerships were forced to close and it remains unclear how long some of them will be shuttered. Reports say anywhere from 300,000 to 500,000 homes have been flooded throughout southeastern Texas as the week-long storm inundated the area with unprecedented amounts of rain. Widespread damage and flooding extends from the coastal cities up to Houston.
NJ CAR encourages all New Jersey dealers to join with their colleagues across the country
to assist the tens of thousands of dealership employees that will need help recovering from the devastation.
TABLE OF CONTENTS
Donate To The NADA Foundation Emergency Relief Fund 1 Be Aware Of Potential Electrical Scams 9
Hurricane Harvey’s Impact On The Auto Industry 2 Dealer Victimized By Check Scam With Tire Purchase 10
Beware Of Flood Damaged Vehicles 2 Dealer Reports Receiving Two Fraudulent Checks Within Days Of Each Other 10
New Jersey New Car Dealers Raise Nearly $50,000 For Local USO 3 AFIP Workshop Registration Form Att.
CAR-PAC Has Raised Approximately $350,000 This Election Cycle 4 BDC Sales Workshop Registration Form Att.
Follow NJ CAR On Social Media 5 Title Clerk Certification Program Registration Form Att.
North Jersey Dealership Settles Consumer Fraud Investigation For $136,000 5 South Jersey Controller Roundtable – September 12, 2017 Att.
Upcoming NJ CAR Academy Classes 6 Calendar of Key Dates & Deadlines – September 2017 Att.
Dealers Are Responding To The Needs Of The Online Shopper 8 New Jersey Auto Outlook – July 2017 Att.
Used Vehicle Prices Are Declining Faster And Faster 8
PLEASE VISIT NJ CAR ONLINE AT WWW.NJCAR.ORG
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BULLETIN NO. 15 -2- SEPTEMBER 1, 2017
Checks can be made payable to Emergency Relief Fund, c/o NADA Foundation (8400 Westpark Drive, MS 7, Tysons, VA 22102) or you can make your donation online at https://www.nada.org/emergencyrelief/. For more information, call the NADA Foundation at 703.821.7102.
Hurricane Harvey’s Impact On The Auto Industry
exas, the auto industry’s second-largest market in the United States, was dealt a major blow with the devastation wrought by Hurricane Harvey and the ongoing flooding. It is estimated that as many as 500,000 vehicles were destroyed by the storm.
The most immediate impact will be felt by dealers, as hundreds of dealerships in southeastern Texas
closed their doors. Some, in the areas worst hit by flooding, may have to wait weeks to know how badly their properties and inventory were damaged.
While it is secondary to the loss of life and devastation to tens of thousands of families, near-term
auto sales in Texas will take a hit, with Cox Automotive estimating up to 40,000 new-vehicle sales could be delayed, as a result of the storm. That could deal a significant blow to total U.S. auto sales in August, since Texas represents about 9% of all vehicles sold in the U.S., as well as 14% of pickup truck sales. However, a rebound is expected in the final months of 2017, as damaged or totaled cars and trucks are replaced.
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Beware Of Flood Damaged Vehicles
urricane/Tropical Storm Harvey, which stalled over southeastern Texas for nearly an entire week, is expected to drop a total of 40-50 inches of rain in some areas. Beyond the catastrophic property damage, including thousands of light vehicles on dealership lots in
the affected area, the historic flooding will have an impact on automotive shipping and parts supply chains in the short term.
In the long term, it is important for dealers to be on the look-out for flood-damaged vehicles that
may eventually show up in New Jersey. There are estimates that as many as half of all vehicles damaged by flooding eventually return to market. It’s important that dealerships take precautions to make sure these vehicles don’t, unknowingly, end up on their lots. Here are some ways to spot flood damage in vehicles:
♦ The best protection against purchasing a flood-damaged vehicle is to check the vehicle’s history. ♦ Examine the interior and the engine compartment for evidence of water and grit from suspected
submersion in water. ♦ Check under the dashboard for dried mud and residue, and note any evidence of mold or a
musty odor in the upholstery, carpet or trunk. ♦ Check for mud or grit in alternator crevices, behind wiring harnesses and around the small
recesses of starter motors, power steering pumps and relays. ♦ Inspect the undercarriage or other components for evidence of rust and flaking metal.
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BULLETIN NO. 15 -3- SEPTEMBER 1, 2017
Restoration of a flood-damaged vehicle is a complex, time-consuming and costly endeavor, so it is important that all key personnel be alert and aware of the possibility that flood-damaged vehicles may be coming to your dealership.
Also, keep in mind that New Jersey has a title brand for flood-damaged vehicles. The administrative
regulation on that subject places the responsibility for branding the title on the registrant. You can also limit your chances of accepting a flood-damaged vehicle by checking the vehicle identification number (VIN) on the National Insurance Crime Bureau (NJCB) website (https://www.nicb.org/).
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New Jersey New Car Dealers Raise Nearly $50,000 For Local USO
hank you to the nearly seventy (70) dealerships throughout New Jersey who participated in New Jersey’s 2017 USO Barbecue for the Troops event held last month. Dozens of events were held in all four corners of the State and, when all contributions are totaled, dealers will
have raised nearly $50,000 for the USO, and the military families they support. USO offices that serve both North Jersey and South Jersey will receive a portion of the donations, ensuring local service personnel are the beneficiaries of the dealers’ fundraising efforts.
Below is a list of the New Jersey dealers that supported the USO Barbecue For The Troops event:
Acme Nissan Acura of Denville All American Ford Audi Bridgewater Autosport Chevrolet Autosport Honda Barlow Buick GMC Burlington Automotive Group Burns Honda Chrysler Dodge Jeep of Paramus Circle BMW Circle Chevrolet Crystal Auto Mall Dover Dodge Elkins Chevrolet Franklin Sussex Auto Mall Franklin Sussex Hyundai George Wall Ford Lincoln Haldeman Ford & Subaru Haldeman Ford of East Windsor Haldeman Lexus of Princeton Hudson Chrysler Jeep Dodge Hudson Honda Jim Curley Buick GMC Jim Curley Kia Jim Salerno Buick GMC Kerbeck Chevrolet Buick GMC Larson Ford
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BULLETIN NO. 15 -4- SEPTEMBER 1, 2017
Liberty Subaru Lucas Chevrolet Lucas Chrysler Jeep Dodge Ram Lynnes Nissan City Manahawkin Chrysler Dodge Jeep Ram Manahawkin Kia McGuire Chevrolet Cadillac Medford Ford Miller Ford Lincoln Subaru Nielsen Chevrolet Nielsen Dodge Chyrsler Jeep Ram Parkway Toyota Paul Miller Audi Paul Miller BMW Paul Miller Honda Paul Miller Toyota Pellegrino Buick GMC Pellegrino Chevrolet Pellegrino Chrysler Jeep Pine Belt Chevrolet Pine Belt Nissan of Keyport Pine Belt Nissan of Toms River Prestige VW Subaru Ramsey Chrysler Jeep Dodge Rossi Chevrolet Buick GMC Route 22 Honda Route 22 Nissan Route 22 Toyota Salerno Duane Chrysler Jeep Dodge Ram Schumacher Chevrolet of Clifton Schumacher Chevrolet of Denville Schumacher Chevrolet of Little Falls Schumacher Chevrolet of Livingston Towne Hyundai Towne Toyota Toyota of Hackensack Toyota World of Lakewood Toyota World of Newton Windsor Nissan
NJ CAR would also like to thank Comcast Spotlight for recording, producing and running a
30-second Public Service Announcement that promoted the event on nearly two dozen cable channels. The USO Barbecue for the Troops event was just the latest example of how dealerships throughout
New Jersey support dozens of local charities, sports teams, arts programs, and much more in every city and town in which they operate.
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CAR-PAC Has Raised
Approximately $350,000 This Election Cycle
ll 120 seats of the New Jersey Senate and General Assembly, as well as the Governor’s office, are up for grabs this November and auto retailers have a HUGE stake in the outcome. It is critical that CAR-PAC, NJ CAR’s Political Action Committee, has the
necessary financial resources to support candidates (on both sides of the aisle) who support auto retailers and ensure the dealers’ voice is heard in Trenton on a wide variety of important public policy issues.
CAR-PAC has raised approximately $350,000 from January 1, 2016 through August 25, 2017. This total is impressive, but it’s short of the Committee’s $500,000 fundraising goal for the current election cycle. If you haven’t yet made a one-time, supplemental contribution, please consider doing so as we enter the home-stretch leading to Election Day on November 7th.
Checks should be made payable to “CAR-PAC” and forwarded to NJ CAR Headquarters
(P.O. Box 7510, West Trenton, NJ 08628).
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BULLETIN NO. 15 -5- SEPTEMBER 1, 2017
The New Jersey Election Law Enforcement Commission (ELEC) rules allow contributions to a political action committee of up to $7,200 per business or jointly-controlled business. And, don’t forget, contributions can be made with corporate funds.
If you have any questions regarding how much your dealership or dealership group can still contribute this election cycle, please contact Jim Appleton at 609.883.5056, Ext. 330, or by email at [email protected].
Follow NJ CAR On Social Media
or those who are active in social media, particularly Facebook and Twitter, NJ CAR encourages dealer members, employees, colleagues, and other contacts to connect with the Coalition in order to receive information and communicate in as many ways as possible.
We invite anyone with a Facebook account to “LIKE” NJ CAR on Facebook
(https://www.facebook.com/NJCAR/timeline/) and, if you utilize Twitter, please follow NJ CAR on Twitter (https://twitter.com/NJCAR1918). Both pages can also be reached by clicking on the links at the top of the NJ CAR homepage (www.njcar.org).
If you have any questions or suggestions for information you would like to see NJ CAR post, please
email Brian Hughes, NJ CAR Director of Communications, at [email protected].
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North Jersey Dealer Settles Consumer Fraud Investigation for $136,000
arlier this month, the New Jersey Attorney General’s Office and the Division of Consumer Affairs announced that a North Jersey new car dealership had agreed to pay $136,000, to resolve charges that it failed to disclose the total price of certain advertised vehicles and
charged consumers for F&I products listed as “no charge” on certain leases and sales agreements. According to State officials, in addition to the monetary settlement, the dealership has also agreed to change its advertising, sales, and leasing practices to disclose all costs and fees associated with the purchase or lease of a vehicle before a consumer signs the sales or lease agreement. According to the terms of a consent order entered into with the Division of Consumer Affairs, the dealership and its directors agreed not to add and charge for aftermarket products without the consumer’s knowledge and/or authorization, and not to represent to consumers that certain dealer-installed options are mandatory. The dealership also agreed not to sell consumers aftermarket products that overlap or provide similar benefits the consumer has already purchased through a lease or sales transaction; to provide consumers with an opportunity to review all leases and/or sales documents and/or aftermarket contracts prior to signing; and not to identify the advertised prices of vehicles by reference to the “MSRP sticker,” when the vehicle includes a dealer-added addendum to the MSRP sticker that reflects a higher total price. Dealers must ensure they are compliant with all consumer fraud and advertising regulations to minimize the chance of fraud claims and settlements that can total in the hundreds of thousands of dollars.
See the story below for another example (this one in New York) of the potential consequences for violating consumer fraud regulations.
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BULLETIN NO. 15 -6- SEPTEMBER 1, 2017
New York Dealership Agrees To Pay Nearly $300,000 To Resolve Consumer Fraud Investigation
A New York new car dealership recently agreed to a settlement with the New York Attorney
General’s office to pay almost 300 customers more than $298,000, after deceptively charging them for a VIN window-etch product. The settlement came after an 18-month investigation, which alleged that hundreds of consumers had been sold the window-etch product and were charged amounts ranging from $215 to more than $5,000. In many cases the fee was added to the final sales price without the consent or knowledge of the customer.
According to investigators, customers were led to believe they would receive a guaranteed credit of
$3,000 or $5,000 toward the purchase of a new vehicle, in the event their vehicle was stolen. However, the conditions and limitations placed on the etch product sold to consumers made it virtually impossible for anyone to utilize it when a vehicle was stolen.
The investigation also alleged that the dealership failed to clearly disclose the nature of the etch
product to customers. The product was advertised as a “permanent etch or engraving of the vehicle’s VIN, or a registered serial number, on the windows of the vehicle,” but the dealership did not etch the VIN onto the vehicle’s windows.
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UPCOMING NJ CAR ACADEMY CLASSES
September 14th & 22nd In West Trenton, NJ
AFIP Workshop & Exam Classes
J CAR’s AFIP Certification Workshop and Exam provides the necessary tools and education required to achieve the designation of a Certified Professional in Financial Services (CPFS). All attendees will be trained in federal and State compliance, and will be
required to pass an exam to become certified by the Association of F&I Professionals (AFIP). This certification is highly recommended by NADA and most automobile manufacturers. THURSDAY, SEPTEMBER 14, 2017
This live AFIP Prep for Exam Workshop will cover all the information needed to pass the AFIP Certification Exam. It is the “SAT Prep” for the AFIP Exam. The Workshop begins at 9:30 AM and ends at 3:30 PM on Thursday, September 14, 2017 at NJ CAR Headquarters (856 River Road, Trenton, NJ 08628).
FRIDAY, SEPTEMBER 22, 2017
The AFIP Certification Exam will be proctored and will include a two-hour review session prior to the Exam. The review begins at 9:30 AM and ends at 3:30 PM on Friday, September 22, 2017 at NJ CAR Headquarters (856 River Road, Trenton, NJ 08628).
The cost of the two classes (both required) is $399 per person for NJ CAR Dealer Members,
plus the cost of the AFIP study materials.
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BULLETIN NO. 15 -7- SEPTEMBER 1, 2017
September 15, 2017 BDC Sales Workshop With Mark Rodriguez
J CAR will be hosting a BDC Sales Workshop on Friday, September 15, 2017, at the DoubleTree Hilton in Eatontown, NJ (700 Hope Road, Eatontown, NJ 07724 Exit 105 off the Garden State Parkway). The Workshop will run from 9:30 AM until 3:30 PM and costs
only $229 per person for NJ CAR Dealer Members. This Workshop explains the phone strategies that will get better results from your BDC. This
Workshop will turn your BDC around, invigorating your people, engaging your teams, and doubling their production. Learn what to say, how to say it, why to say it that way, and most importantly, what the client hears. This technique training is also coupled with LIVE phone calls. Topics Covered:
♦ Handle inbound calls for both new and preowned cars; ♦ Navigate around sales call rebuttals and objections; ♦ Convert Internet leads into appointments that show; ♦ Control the direction of a call; ♦ Leave effective voicemail messages that get responses; ♦ Connect with millennial shoppers; and ♦ Deal with customer’s intent on over-the-phone pricing.
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October 16-18, 2017 In Ewing
NJ CAR Motor Vehicle Title Clerk Training
ndividuals who successfully complete the NJ CAR Motor Vehicle Title Clerk Certification Program will have a working knowledge of New Jersey Motor Vehicle documents and procedures. Although the course has been designed for New Jersey Title Clerks, the Program is
extremely valuable to Office Managers, Controllers, and anyone else who provides support to the Title Clerk position. The course curriculum is based on NJ CAR’s Motor Vehicle Training & Reference Manual. Individuals who attend the entire Program and complete testing receive NJ CAR’s Certification. Topics covered include:
♦ New Jersey Identification Information; ♦ General Title Procedures; ♦ Lien Information and Select Title Transactions; ♦ Corrections and Centrally-Processed Transactions; ♦ Power of Attorney Forms; ♦ Odometer Disclosure; ♦ Registrations; ♦ Special Plates; ♦ Dealer Temporary Tags; ♦ Preparation of Documents; ♦ New Jersey Sales & Use Tax; and
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BULLETIN NO. 15 -8- SEPTEMBER 1, 2017
♦ Business License Services and New Jersey Motor Vehicle Fees. The Motor Vehicle Title Clerk Certification Program will be held each day from 8:30 AM
until 4 PM (breakfast, lunch and refreshments will be provided). The course will be held October 16-18, 2017 at NJ CAR Headquarters (856 River Road, Ewing, NJ 08638). The three-day Program costs only $449 per person and includes all required materials (including a copy of the most recent NJ CAR Motor Vehicle Training & Reference Manual).
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REGISTERING FOR NJ CAR ACADEMY TRAINING IS EASY
o register for any NJ CAR ACADEMY class, please visit the NJ CAR ACADEMY page under the Education drop-down menu on the NJ CAR website (http://www.njcar.org). For your convenience, Registration Forms for all advertised classes have also been attached to this
NewsLetter. If you have any questions, please contact NJ CAR Director of Communications, Brian Hughes, (609.883.5056, Ext. 315; [email protected]).
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Dealers Are Responding To The Needs Of The Online Shopper
ore and more dealerships are streamlining the digital shopping process, as consumers become more comfortable making purchases online, including a new car or truck. Many consumers conduct their research at home so they can enter the dealership showroom
armed with a lot of information. Their expectation is to have an improved and less time-consuming buying experience.
Advanced digital shopping tools provide customers with the ability to initiate and negotiate the
vehicle sale online, get information on financing options, complete a credit application, get an estimate of their monthly payment, figure out the value of their trade-in, and get everything approved. In many cases, the customer simply visits the store, takes a test drive, signs the paperwork, and drives home in their new purchase.
Face-to-face interactions won’t go away entirely, but dealers who can minimize the amount of time a
customer is waiting to complete a transaction, will dramatically improve customer satisfaction.
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Used Vehicle Prices Are Declining Faster And Faster
ew car sales have seen seven consecutive years of growth, culminating in record-setting sales of nearly 17.54 million vehicles in 2016. Analysts universally agree that sales will fall this year, although there is disparity in the estimates of just how far those sales will drop.
The devastation caused by Hurricane Harvey will also have an impact on used vehicle sales. (See story on page one.)
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BULLETIN NO. 15 -9- SEPTEMBER 1, 2017
One unavoidable result of so many years of growing vehicle sales and leases is that those vehicles are returning to dealer lots at an alarming rate as lease terms expire and consumers look to upgrade their existing car or truck.
Used vehicles are hitting the secondary market in such great numbers that it is accelerating the
decrease in their value as supply begins to greatly outpace demand. According to media reports, the average used car lost 17% of its value in the past 12 months,
dropping from $18,400 to $15,300, according to Black Book, an auto analytics company. The average used car in 2017 is declining in value nearly twice as fast as it did in 2014, when the annual rate was just 9%.
The drop-in value impacts the prices at which dealers can sell their used vehicle inventory, but it also
means that the trade-ins they are receiving from consumers aren’t worth as much either. In fact, according to Federal Reserve data, about 14% of the estimated 108 million vehicle loans currently outstanding are “upside down,” where the consumer owes MORE than the vehicle’s current value.
New car dealers will figure out how they can best navigate the drop in used vehicle prices. They will
also continue assisting their customers looking for a used vehicle at a good value, as well as their new car customers trading in a vehicle that might not be worth as much as they hoped. Eventually supply will dwindle, demand will increase and the whole cycle will start again.
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Be Aware Of Potential Electric Scams
Do Not Deal With Individuals Asking About Your Dealership’s Energy Bills Or Claiming Your Electric Service Will Be Shut Off
Unless A Cash Payment Is Made!
J CAR recently heard from a Morris County dealership regarding a very aggressive electric scam. (NJ CAR has previously reported on similar scams elsewhere in the State.) The dealership reported that an individual called, claiming to be from its utility company (JCPL).
The individual told the dealership employee that the building’s electric would be shut off in the next
hour or two due to non-payment. The dealer was current on its electric bills, but the caller said they were unable to verify that the payment had been received. Most concerning is that the individual calling was aware of the amount the dealership had last paid.
The caller insisted that the dealership’s electric service was in jeopardy and, until the problem could
be resolved, the dealer needed to deliver a specified amount of “cash” to a specified location—in this case a CVS parking lot. Once the request for a cash payment was made, the dealership employee realized the call was a scam. The dealership reported the incident to the police and contacted JCP&L, who verified that the dealership was current on its utility bill. The individual at JCP&L also confirmed that several commercial accounts had reported being contacted with a similar scam.
In the past, NJ CAR also received several complaints from dealer members regarding phone calls or
individuals stopping by their dealerships claiming to represent the public utility or the dealership’s current third party electric supplier. The individuals were very persistent and told dealership employees they needed to “reclassify” their usage and could save the dealership money. They requested to see the dealership’s
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BULLETIN NO. 15 -10- SEPTEMBER 1, 2017 electric bills and, subsequently, switched the dealership to another energy provider. Once a dealership’s account has been “slammed,” it is almost IMPOSSIBLE for the dealer to get out of the agreement with the new provider.
If someone contacts your dealership, for any reason, and claims to be from your utility company or
third-party electric supplier. GET A PHONE NUMBER, HANG UP AND CALL THE UTILITY OR YOUR ELECTRIC SUPPLIER YOURSELF. DO NOT DIVULGE ANY AMOUNTS PAID/OWED OR PROVIDE ANY ACCOUNT INFORMATION. Also, remember that a utility will never threaten to terminate your electric service, if “cash” is not delivered to some remote location.
If you have any questions regarding these types of scams, or to find out more information about
NJ CAR’s electric program through Sprague Energy, please contact NJ CAR’s Energy Manager, Gail Caputi, at 609.760.2043.
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Dealer Victimized By Check Scam With Tire Purchase
South Jersey dealer recently contacted NJ CAR regarding an individual who visited the dealership and purchased four tires. The individual paid the dealership with a business check for $1,028.61. The check was drawn on a Bank of America account, allegedly under
the name “Ultimate Glass Art, Inc./A-K Glass,” based in Chicago, Illinois. The check was returned to the dealership for “non-sufficient funds.” The dealership called the
phone number on the check to notify the customer, and the legitimate owner of the business stated that his checkbook had been stolen and he had closed the account. He also informed the dealership that they were the seventh New Jersey business that had contacted him concerning checks being written from his stolen checkbook.
NJ CAR encourages dealers to verify the identity of anyone paying with a check.
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Dealer Reports Receiving
Two Fraudulent Checks Within Days Of Each Other
luxury car dealership recently contacted NJ CAR to report they had received two (2) fraudulent checks within three days of each other. The first check, received by Federal Express Priority Overnight (FedEx), appeared to be from a company in Ohio. The second
check, a cashier’s check received by United States Postal Service (USPS) Priority, appeared to be from a company in Georgia.
There was no indication, in either mailing, regarding a transaction to which the payment should be
applied. Before depositing the checks, the dealership reached out to the company whose name was on each check and, ultimately, determined both checks were fraudulently created.
Days after receiving the checks, the dealership received a phone call from a male individual, asking if
the dealership had received his check, via FedEx, because he wanted to send a shipper to pick up the car he
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BULLETIN NO. 15 -11- SEPTEMBER 1, 2017 “purchased.” The FedEx tracking number the individual provided matched the mailing containing one of the fraudulent checks.
It appears that the individuals perpetrating this scam were attempting to obtain the dealership’s
routing and account information after the checks were deposited by the dealership into its bank account. Please let your employees know that if the dealership receives a check that has no
connection to a transaction, DO NOT deposit the check until its legitimacy can be determined.
♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦ ♦
NJ CAR-RECOMMENDED . . . AFIP-PRODUCED . . . JV SOLUTIONS-DELIVERED
AFIP-CERTIFIED F&I PROFESSIONALS ARE INDUSTRY LEADERS!
This workshop will provide the necessary tools and education required to achieve the designation of a Certified Professional in Financial Services (CPFS). All attendees will be trained in federal and State compliance, and will be required to pass an exam to become certified by The Association of F&I Professionals (AFIP). This certification is recommended by the NADA and most automobile manufacturers.
BECOME CERTIFIED TODAY!
SEPTEMBER 14, 2017 – THURSDAY – NJ CAR, WEST TRENTON, NJ
This live AFIP Certification WORKSHOP will cover all the information needed to pass the AFIP Certification Exam. It is the SAT Prep of the AFIP Exam. Starts promptly at 9:30 AM and ends at 3:30 PM. SEPTEMBER 22, 2017 – FRIDAY – NJ CAR, WEST TRENTON, NJ The AFIP Certification EXAM will be proctored and will include a two-hour review session prior to Exam. Starts promptly at 9:30 AM and ends at 3:30 PM. NOTE: F&I PRACTITIONERS THAT WERE CERTIFIED TWO (2) OR MORE YEARS AGO MUST BECOME SENIOR CERTIFIED OR THEY WILL LOSE THEIR AFIP CERTIFICATION STATUS. THIS CLASS WILL ALSO COVER RE-CERTIFICATION FOR SENIOR STATUS (SPFS).
USE THE REGISTRATION FORM ON THE BACK OF THIS FLYER TO REGISTER.
DON’T DELAY – SEATING IS LIMITED!
SP:856:NJCARACADEMY:2017 FALL:AFIP PREP REVIEW EXAM-NJ CAR 17SEP14 & 22 EVENTS 17JUL28
PLEASE DELIVER TO ALL F & I AND SALES MANAGEMENT PERSONNEL
AFIP PREP, EXAM AND CERTIFICATION
NJ CAR ACADEMY AFIP PREP WORKSHOP, REVIEW, EXAM & CERTIFICATION
FAX BACK REGISTRATION FORM
DATE: SEPTEMBER 14 & 22, 2017 – THURSDAY & FRIDAY –AFIP PREP WORKSHOP & EXAM
COST: $399 PER PERSON $499 PER PERSON $599 PER PERSON (DEALER MEMBER) (ASSOCIATE MEMBER) (NON-MEMBER)
AFIP $795 PER PERSON CERTIFICATION REQUIRED BY THE ASSOCIATION OF F&I PROFESSIONALS TO RECEIVE CFPS CERTIFICATION & STUDY MATERIALS
TIME: EACH SESSION BEGINS AT 9:30 AM AND ENDS AT 3:30 PM
LOCATION: NJ CAR HEADQUARTERS 856 RIVER ROAD
WEST TRENTON, NJ 08628
CANCELLATIONS MUST BE RECEIVED FIVE (5) DAYS PRIOR TO THE COURSE OFFERING TO RECEIVE A REFUND.
DEALERSHIP NAME & ADDRESS: ___
ATTENDEE NAME: TITLE:
EMAIL (REQUIRED): PHONE:
ATTENDEE NAME: TITLE:
EMAIL (REQUIRED): PHONE: (ATTACH A SEPARATE LIST OF ATTENDEES WITH TITLES AND E-MAIL ADDRESSES FOR ANY ADDITIONAL ATTENDEES.)
PAYMENT INFORMATION
□ PAYMENT ENCLOSED IN THE AMOUNT OF $ (PAYABLE TO “NJ CAR”)
□ CHARGE $ TO THE FOLLOWING CREDIT CARD: □ CORPORATE □ PERSONAL
□ AMEX □ VISA □ MASTERCARD □ DISCOVER
CREDIT CARD NO.: EXP. DATE (MONTH/YEAR) /
CARDHOLDER NAME:
CREDIT CARD BILLING ADDRESS: □ SAME AS CORPORATE ADDRESS
I AM AN AUTHORIZED USER OF THE ABOVE-MENTIONED CREDIT CARD AND NJ CAR IS AUTHORIZED TO CHARGE THIS CARD THE TOTAL AMOUNT DUE.
CARDHOLDER SIGNATURE:
FORWARD COMPLETED REGISTRATION TO:
NJ CAR, ATTN: MELINDA DE GRAW 856 RIVER ROAD, WEST TRENTON, NJ 08628 – FAX: 609.883.1093 – EMAIL: [email protected]
LOCATION: DOUBLETREE HILTON 700 HOPE ROAD
EATONTOWN, NJ 07724 (EXIT 105 GSP)
DATE/TIME: FRIDAY, SEPTEMBER 15, 2017 9:30 AM – 3:30 PM (Lunch & Refreshments Included)
COST: $229 (MEMBER) $279 (ASSOCIATE MEMBER) $329 (NON‐MEMBER)
This seminar explains the phone strategies that will get better results from your BDC. Our Workshop will turn your BDC around, invigorating your people, engaging your teams, and doubling their production. Learn what to say, how to say it, why to say it that way, and most importantly, what the client hears. This technique training is also coupled with LIVE phone calls.
TOPICS COVERED: ♦ Handle inbound calls for both new and preowned cars; ♦ Navigate around sales call rebuttals and objections; ♦ Convert Internet leads into appointments that show; ♦ Control the direction of a call; ♦ Leave effective voicemail messages that get responses; ♦ Connect with millennial shoppers; and ♦ Deal with customer’s intent on over-the-phone pricing.
WHO SHOULD ATTEND: Sales Associates & BDC Staff
LUNCH, REFRESHMENTS AND ALL COURSE MATERIALS ARE INCLUDED.
DEALERSHIP NAME & ADDRESS: ___
ATTENDEE NAME: TITLE:
EMAIL (REQUIRED): PHONE:
ATTENDEE NAME: TITLE:
EMAIL (REQUIRED): PHONE:
(ATTACH A SEPARATE LIST OF ATTENDEES WITH TITLES AND E‐MAIL ADDRESSES FOR ANY ADDITIONAL ATTENDEES.)
PAYMENT INFORMATION
□ PAYMENT ENCLOSED IN THE AMOUNT OF $ (PAYABLE TO “NJ CAR”)
□ CHARGE $ TO THE FOLLOWING CREDIT CARD: □ CORPORATE □ PERSONAL □ AMEX □ VISA □ MASTERCARD □ DISCOVER
CREDIT CARD NO.: EXP. DATE (MONTH/YEAR) /
CARDHOLDER NAME:
CREDIT CARD BILLING ADDRESS: □ SAME AS CORPORATE ADDRESS
I AM AN AUTHORIZED USER OF THE ABOVE‐MENTIONED CREDIT CARD AND NJ CAR IS AUTHORIZED TO CHARGE THIS CARD THE TOTAL AMOUNT DUE.
CARDHOLDER SIGNATURE:
FORWARD COMPLETED REGISTRATION TO: NJ CAR, ATTN: MELINDA DE GRAW
856 RIVER ROAD, WEST TRENTON, NJ 08628 – FAX: 609.883.1093 – EMAIL: [email protected]
CANCELLATIONS MUST BE RECEIVED FIVE (5) DAYS PRIOR TO THE COURSE OFFERING TO RECEIVE A REFUND.
BDC SALES WORKSHOP WITH MARK RODRIGUEZ, AUTO CLIENT CARE, INC.
FRIDAY, SEPTEMBER 15, 2017
SP:856:Training:2017 Fall Seminar Manager‐BDC Workshop 17SEP15 Event 17AUG11
WHO SHOULD ATTEND Entry-Level Title Clerks, Office Managers & Controllers and others who provide support to the Title Clerk position.
DURATION Three (3) Consecutive Days – 8:30 AM to 4 PM each day. DATE
♦ MONDAY, TUESDAY, WEDNESDAY – OCTOBER 16, 17, & 18, 2017 – EWING, NJ INVESTMENT
$449 per Person – Participants who enroll in the Motor Vehicle Title Clerk Certification Program will receive a copy of the latest edition of the NJ CAR Motor Vehicle Training & Reference Manual, a $99 value.
COURSE DESCRIPTION
Individuals who successfully complete this Program will have a working knowledge of New Jersey Motor Vehicle documents and procedures. Although the course has been designed for New Jersey Title Clerks, the Program is extremely valuable to Office Managers, Controllers and anyone else who provides support to the Title Clerk position. The course curriculum is based on NJ CAR’s Motor Vehicle Training & Reference Manual. Individuals who attend the entire Program and complete testing receive NJ CAR’s Certification.
TOPICS COVERED INCLUDE
♦ New Jersey Identification Information ♦ General Title Procedures ♦ Lien Information and Select Title Transactions ♦ Corrections and Centrally Processed Transactions ♦ Power of Attorney Forms ♦ Odometer Disclosure ♦ Registrations ♦ Special Plates ♦ Dealer Temporary Tags ♦ Preparation of Documents ♦ New Jersey Sales & Use Tax ♦ Business License Services ♦ New Jersey Motor Vehicle Fees
SP:856:TRAINING:DOCS:NJCARACADEMYFLDR:MotorVehicleSemFldr:2017:2017 Title Clerk Seminars 17OCT16-18 HQ Event 17AUG18
2017 MOTOR VEHICLE TITLE CLERK
CERTIFICATION PROGRAM
2017 NJ CAR MOTOR VEHICLE TITLE CLERK CERTIFICATION PROGRAM
DOES YOUR TITLE CLERK HAVE THE NECESSARY SKILLS TO WORK WITH NEW JERSEY MOTOR VEHICLE DOCUMENTS?
MARK YOUR CALENDARS! NJ CAR is offering an opportunity to train your Title Clerk. This Program is designed for individuals with little or no Motor Vehicle experience. Attendees will receive extensive training on how to process New Jersey Motor Vehicle transactions for their dealership.
LOCATION: □ NJ CAR HEADQUARTERS 856 River Road Ewing, NJ 08628
DATES: OCTOBER 16, 17 & 18, 2017 MONDAY, TUESDAY, WEDNESDAY TIME: Classes begin each day at 8:30 AM and end at 4 PM; each session includes a
Continental Breakfast, Lunch and Refreshments.
COST: $449 (Per Person) – Includes a copy of the MOST RECENT NJ CAR Motor Vehicle Training & Reference Manual.
Cancellations must be received five (5) days prior to the course offering to receive a refund.
Dealership Name:
Attendee Name: Title:
Email: Cell: (Required)
Attendee Name: Title:
Email: Cell: (Required) (Attach a Separate List for Additional Attendees including Titles, Cell Numbers and Email Addresses.)
Address:
City: State: Zip Code:
Phone: Fax: Email:
PAYMENT INFORMATION □ Payment enclosed in the amount of $ (Payable to “NJ CAR”)
□ Charge $ to the following Credit Card: □ CORPORATE □ PERSONAL
□ AMEX □ VISA □ MASTERCARD □ DISCOVER
Credit Card No.: Exp. Date (Month/Year): ________/_________
Cardholder Name:
Credit Card Billing Address: □ SAME as Corporate Address
I am an authorized user of the above-mentioned credit card and NJ CAR is authorized to charge this card the total amount due.
Cardholder Signature:
FORWARD COMPLETED REGISTRATION TO:
NJ CAR, ATTN: MELINDA DE GRAW 856 RIVER ROAD, EWING, NJ 08628 PHONE: 609.883.5056, EXT. 305 FAX: 609.883.1093
EMAIL: [email protected]
SP:856:TRAINING:DOCS:NJCARACADEMYFLDR:MotorVehicleSemFldr:2017:2017 Title Clerk Seminars 17OCT16-18 HQ Event 17AUG18
BE IN A POSITION OF STRENGTH SM
WithumSmith+Brown, PC is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.NASBAregistry.org. This program is being presented free of charge so no refunds will be given. For information regarding complaint and program cancellation policies, please contact our CPE Coordinator, Casey Gaynor, [email protected].
Program Level: Basic Prerequisites: None Advanced Preparation: None Delivery Method: Group-Live
September 12, 2017 | 8:30 AM-12 PM | CORPORATE SYNERGIES 500 Dearborn Circle, Suite 100 | Mount Laurel, NJ 08504
Three CPE Credits in Specialized Knowledge
RSVP + QUESTIONS Email Louis Young at [email protected]
Join Adam Gersh from Flastner Greenberg, for the South Jersey meeting to discuss labor law developments that are changing the shape of the automotive industry.
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New Jersey New Retail Car and Light Truck RegistrationsMost Recent Two Months Year to date thru July* YTD Market Share
6/16 & 7/16 6/17 & 7/17* % change YTD '16 YTD '17 % change YTD '16 YTD '17 changeIndustry Total 87,183 85,641 -1.8% 300,990 291,205 -3.3%
Cars 37,275 33,750 -9.5% 128,729 113,427 -11.9% 42.8 39.0 -3.8Light Trucks 49,908 51,891 4.0% 172,261 177,778 3.2% 57.2 61.0 3.8
Japanese Brands 40,186 41,332 2.9% 138,607 135,702 -2.1% 46.1 46.6 0.5Honda 14,138 14,288 1.1% 46,596 45,551 -2.2% 15.5 15.6 0.1Nissan 8,500 8,551 0.6% 30,994 29,873 -3.6% 10.3 10.3 0.0Toyota 11,498 12,091 5.2% 39,967 38,483 -3.7% 13.3 13.2 -0.1Other 6,050 6,402 5.8% 21,050 21,795 3.5% 7.0 7.5 0.5
Domestic Brands 26,545 25,056 -5.6% 94,134 91,717 -2.6% 31.3 31.5 0.2FCA (excl. FIAT) 8,486 8,150 -4.0% 29,985 29,654 -1.1% 10.0 10.2 0.2Ford 7,715 7,333 -5.0% 29,046 27,499 -5.3% 9.7 9.4 -0.3General Motors 10,047 9,258 -7.9% 34,534 33,689 -2.4% 11.5 11.6 0.1Other 297 315 6.1% 569 875 53.8% 0.2 0.3 0.1
European Brands 13,161 12,525 -4.8% 44,255 40,390 -8.7% 14.7 13.9 -0.8BMW 3,520 3,295 -6.4% 12,838 10,432 -18.7% 4.3 3.6 -0.7Mercedes 3,133 2,876 -8.2% 10,358 9,239 -10.8% 3.4 3.2 -0.2Volkswagen 4,768 4,772 0.1% 15,407 15,318 -0.6% 5.1 5.3 0.2Other 1,740 1,582 -9.1% 5,652 5,401 -4.4% 1.9 1.9 0.0
Korean Brands 7,291 6,728 -7.7% 23,994 23,396 -2.5% 8.0 8.0 0.0
5.0%
3.2%
-11.3%
-11.9%
-30.0% -10.0% 10.0% 30.0%
U.S.
State
Cars
TrucksJan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
2017 33448 40435 42795 40148 48738 43010 42631
2016 35061 41970 46002 41822 48952 43681 43502 51782 44137 42012 42519 49107
2015 31966 35456 46229 42840 46654 45545 47885 49205 44601 41060 42322 44713
25000
30000
35000
40000
45000
50000
55000
New
vehi
cle
regi
stra
tions
2017
2016
2015
New Jersey Auto OutlookCovering the New Jersey automotive market Data thru July 2017
Data InformationAll data represents new vehicle retail registrations in New Jersey and excludes fleet and wholesale transactions. Please keep in mind that monthly registration figures can occasionally be subject to fluctuations, resulting in over or under estimation of actual results. This usually occurs due to processing delays by governmental agencies. For this reason, the year-to-date figures will typically be more reflective of market results. Data Source: IHS Markit.
Released by:NJ CAR
Monthly New Retail Light Vehicle Registrations
The graph above shows monthly new retail light vehicle registrations in the state for all of 2015, 2016, and thru July of this year. *Figures for July 2017 were estimated by Auto Outlook.
Percent Change in State and U.S. New Retail Light Vehicle Markets
YTD ‘17 thru July* vs. YTD ‘16
Data source: IHS Markit.
Brands included above: Domestic Brands: GM (Buick, Cadillac, Chevrolet, and GMC), Ford (Ford and Lincoln), Chrysler (Chrysler, Dodge, Jeep, and Ram). Japanese: Toyota (Toyota, Lexus, and Scion), Honda (Honda and Acura), Nissan (Nissan and Infiniti), Other (Mazda, Mitsubishi, and Subaru). European: VW (Audi, Bentley, Porsche, and Volkswagen), BMW (BMW, Rolls Royce, and MINI), MB (Mercedes Benz and smart), Other (Alfa Romeo, Aston Martin, Ferrari, Fiat, Jaguar, Land Rover, Lotus, Maserati, and Volvo). Korean: Hyundai and Kia.*Figures for July 2017 were estimated by Auto Outlook. Data Source: IHS Markit.
The graph above compares the change in new retail car and light truck registrations in both the state and U.S. markets. *Figures for July, 2017 were estimated by Auto Outlook.Data Source: IHS Markit.
New JerseyNew Retail Light Vehicle Registrations
Registrations Market share
YTD '16
thru July
YTD '17
thru July* % change
YTD '16
thru July
YTD '17
thru July*
TOTAL 300,990 291,205 -3%
Acura 6,285 6,102 -3% 2.1% 2.1%
Alfa Romeo 15 226 1407% 0.0% 0.1%
Audi 7,121 6,701 -6% 2.4% 2.3%
BMW 11,671 9,346 -20% 3.9% 3.2%
Buick 4,227 4,041 -4% 1.4% 1.4%
Cadillac 3,059 2,971 -3% 1.0% 1.0%
Chevrolet 19,017 19,363 2% 6.3% 6.6%
Chrysler 2,320 2,035 -12% 0.8% 0.7%
Dodge 4,477 4,557 2% 1.5% 1.6%
FIAT 393 405 3% 0.1% 0.1%
Ford 26,636 24,738 -7% 8.8% 8.5%
Genesis 0 460 0.0% 0.2%
GMC 8,231 7,314 -11% 2.7% 2.5%
Honda 40,311 39,449 -2% 13.4% 13.5%
Hyundai 14,368 13,884 -3% 4.8% 4.8%
Infiniti 4,471 4,576 2% 1.5% 1.6%
Jaguar 505 761 51% 0.2% 0.3%
Jeep 18,659 18,216 -2% 6.2% 6.3%
Kia 9,626 9,052 -6% 3.2% 3.1%
Land Rover 1,928 1,700 -12% 0.6% 0.6%
Lexus 8,844 8,161 -8% 2.9% 2.8%
Lincoln 2,410 2,761 15% 0.8% 0.9%
Maserati 389 474 22% 0.1% 0.2%
Mazda 6,860 6,883 0% 2.3% 2.4%
Mercedes 10,275 9,173 -11% 3.4% 3.2%
MINI 1,154 1,081 -6% 0.4% 0.4%
Mitsubishi 1,442 1,349 -6% 0.5% 0.5%
Nissan 26,523 25,297 -5% 8.8% 8.7%
Other 310 255 -18% 0.1% 0.1%
Porsche 1,290 1,402 9% 0.4% 0.5%
Ram 4,529 4,846 7% 1.5% 1.7%
Subaru 12,730 13,547 6% 4.2% 4.7%
Tesla 519 852 64% 0.2% 0.3%
Toyota 31,123 30,322 -3% 10.3% 10.4%
Volkswagen 6,996 7,215 3% 2.3% 2.5%
Volvo 2,276 1,690 -26% 0.8% 0.6%
0.0 2.0 4.0 6.0 8.0 10.0 12.0 14.0
Mazda
GMC
Volkswagen
Lexus
Kia
BMW
Mercedes
Subaru
Hyundai
Jeep
Chevrolet
Ford
Nissan
Toyota
Honda
2.3
2.7
2.3
2.9
3.2
3.9
3.4
4.2
4.8
6.2
6.3
8.8
8.8
10.3
13.4
2.4
2.5
2.5
2.8
3.1
3.2
3.2
4.7
4.8
6.3
6.6
8.5
8.7
10.4
13.5
Market Share
YTD '17thru July*
YTD '16thru July
This report is sponsored by NJ CAR (609-883-5056) and produced by Auto Out-look (800-206-0102). Auto Outlook, Inc. is not responsible for management deci-sions based on the content of New Jersey Auto Outlook. Copyright Auto Outlook, August 2017.
Reproduction, including photocopying of this publication in whole or in part, is pro-hibited without the express permission of Auto Outlook, Inc. Any material quoted must be attributed to New Jersey Auto Outlook, published by Auto Outlook, Inc. on behalf of NJCar and must also include the statement: “Data Source: IHS Markit.”
New Jersey Auto Outlook Data thru July 2017
State Market Share for Top 15 Selling Brands YTD ‘17 thru July* vs. YTD ‘16
Top ten ranked brands in each percent change category are shaded green.*Figures for July 2017 were estimated by Auto Outlook.
Data Source: IHS Markit.
*Figures for July 2017 were estimated by Auto Outlook.
Data Source: IHS Markit.
