President's Update

The automobile market obviously didn’t get the memo that we’re headed into the end of the year and things are supposed to slow down.  According to DesRosiers, the market in Canada just posted its 13^th month of year over year growth and we’ve already surpassed the volume we delivered in the 2022 calendar year.  To temper our excitement just a little, we’re still quite back to the volumes we saw pre-pandemic but inventories seem to have recovered and consumers are still spending, a dynamic that is encouraging for the future.  The seasonally adjusted tempo of the market has Canada running just over 1.8 million units – strong momentum!

The highlight for November for us at MDA was the Western Canadian Dealer Summit, held at the Fairmont Chateau Lake Louise.  With a new venue and a substantially busier agenda, we kicked off the event holding our breath.  On Sunday morning, it truly felt like we had wrapped up our most successful event ever.  The buzz in the room on Thursday’s Welcome Reception was amazing but it continued with the attendance and engagement in the room all day Friday.  The Western Barn Party started as a crazy idea around giving folks something to do on Friday night in a town with limited options - It turned into a great party in a great venue.  Saturday carried the momentum with more great speakers and concluded with a chat with retired NHL hockey player, Jeremy Roenick.  JR was honest and inspiring but his contributions to our Education Foundations were completely unexpected.  He took the jerseys we had sourced for a quick auction and paired them with some great trips that he agreed to host on his own time.  We owe a huge thanks to JR and to Matt Tulle from Action Car & Truck Accessories for hosting the evening.

You will see a link to the CADA Dealer Satisfaction Index Survey in this newsletter.  If your dealership hasn’t completed this survey, the deadline is December 6^th, and it is very important that your voice is heard.  CADA reviews the results of this survey with virtually every manufacturer, and it has become the barometer of how things are going in the OEM-Dealer relationship.  If you need assistance locating your code for the survey, give us a call at the MDA Office and we’ll get you in contact with the proper people to provide access.

We’ll have one more newsletter before the end of the year but I hope this edition finds everyone well and you all have a great holiday season.

Gerald

CADA Dealer Satisfaction Index Survey

Survey closes Wednesday, December 6th at 10:00PM MST

Dealers have a number of ways to communicate with their OEMs, but one of the most effective ways to get their attention is by filling out the comprehensive Dealer Satisfaction Index (DSI) survey. The deadline to fill it out is December 6, 2023.

The annual survey is an important barometer for Canada’s auto dealers and gives them the opportunity to provide anonymous feedback to their OEMs. “Last year, more than 70 per cent of CADA dealer members responded to the survey and this year we’d like to see that response number even higher,” said Tim Reuss, CADA President and CEO. “A high response rate shows the OEMs that our dealers take the DSI survey seriously — and so should they.”

More Information

AMVIC Quick Hits

Vehicle History Disclosure Requirements

The law in Alberta requires that certain historical events relating to a vehicle must be disclosed at the time of sale.  The Automotive Business Regulation (ABR) details these events and there is a requirement that they be provided to the consumer before any agreement is finalized.

The required disclosures are as follows:

• If the vehicle has previously been bought back by the manufacturer under CAMVAP.
• Whether the vehicle has sustained damage as the result of fire or immersion in any liquid.
• Whether the vehicle has previously been used as an emergency vehicle, taxi/limousine, or rental car.
• If the vehicle has been declared salvage, non-repairable or unsafe under the Vehicle Inspection Regulation or its equivalent in other jurisdictions.
• Whether the vehicle has sustained damage exceeding $3,000 in repairs, due to a collision or accident.
• Whether the vehicle has been registered in another jurisdiction, prior to current ownership.

Most dealerships in Alberta use the CARFAX Report to comply with this requirement.  It is critical that this document be provided to the consumer prior to completing any sales agreement.

ALERT:  Bill of Sale Provision for Vehicle History Disclosures

It has recently come to our attention that some members have made changes to the MDA’s Bill of Sale (MDA-6), removing the clause relating to the vehicle history disclosure from the document.  Recent inspections identified this change and for those dealers, there will be a requirement to provide a vehicle history on both used and new vehicle sales, when this clause is absent.

If you are using the MDA-6 document, you should continue to be compliant (assuming the document is completed correctly) and this additional disclosure for new vehicles will not be required.

To confirm whether your document includes the required clause, you will find it on the bottom left of the Bill of Sale, just above the dealership’s signature space and the clause should read as follows:  “To the best of my knowledge, I declare that all vehicle history information as per government regulation has been disclosed to the consumer.”

If you have questions about this topic or any other AMVIC question, please call the MDA Office.

Radius Security Crime Corner

Securing Success: Mastering Crime Prevention Through Lot Design (CPTED) for Dealerships

The goal is to prevent crime by designing a physical environment that positively influences human behavior. The main components include surveillance, image and maintenance, activity support and target hardening.

1.) Car Placement

Position your cars strategically. Surround particularly valuable cars with parked cars of lesser value. Park vehicles leaving a laneway on the perimeter for the cameras to have a clear view of people entering the lot or yard. Putting on the emergency break and turning the front wheels to the side of vehicles will make wheel removal and towing more difficult.

2.) Restrict Dealership Entry Points.

It's a lot easier to monitor dealership traffic with limited points of entry. Use barriers or park inventory strategically or gates to control the flow of traffic, so the lot is easier to watch.

3.) Lot Protection

Protect all of your lots with lighting and fences including rear service and overflow lots. A well-lit area will discourage thieves as they can be easily seen, especially if your property is monitored through security cameras.

4.) Inventory System

Enforce a strict inventory system; keys, plates, vehicles and parts should all be accounted for regularly. Limit access to these items and establish an in/out log to track movement.

5.) Secure the Service Department

Keep keys and key fobs protected - Always store keys in a secure location when the vehicle isn't being driven or delivered. Never keep keys in the ignition, or spares in the glove box, even if they're parked in the showroom.

MDA Dealer of Excellence Winners Receive Plaques

Todd Richardson and Gary Moe Honored

It was a great day on November 13th, when MDA Chair, Glenn Smaha was able to visit Lexus of Royal Oak and Gary Moe Hyundai to present the 2023 MDA Dealer of Excellence Award plaques to Todd Richardson and Gary Moe.  Both recipients lauded their teams for the support in accomplishing such an honor.

Membership Update

Please join us in welcoming the following new members:

Associate Members:

GAM Tech

Solera (Dealersocket CRM)

MDA Education Foundation Update

Scholarships Awarded

On behalf of Ken Zender, Chairman of the MDA Education Foundation, we would like to congratulate the following people from member dealerships on their recent receipt of scholarships from the MDA Education Foundation.

Trevor Kooyman, Windsor Ford	Benjamine Zacharias, Campbell Chrysler
Dustin Turcotte, Peace River Ford	Jordon Ellis-Kincaid, Hunter Motors
Erasmus Katjikura, Terrabain Motors	Robert Evola, Gary Moe Lethbridge Chrysler
Tim Rosendal, McDonald Nissan	Aaron Cockill, Straightline Kia Medicine Hat
Emeiya Leighton, Medicine Hat Nissan	Darian Klimchuk, Big M Ford Lincoln
Alex Dominguez, Wolfe GMC Buick	Bennett Packard, Leduc Hyundai
Joseph Chengo, Big West Ford	Jason Neal, Go Nissan South
Jose Litao & Megan Mullins, LA Nissan	Colton Pennington & Chris Johnson, Sher. Nissan
Franco Balmes, Sherwood Park Chevrolet	Evan Pillipow & Wyatt Jamieson, Zender Ford

CADA National Workforce Study

Enrollment for the Workforce Study is Now Open

The Canadian Automobile Dealers Association (CADA) is pleased to be conducting the national Workforce Study for all CADA members in 2024! Participating dealers will receive a wealth of valuable data and specific comparison reports on various components related to employment at your dealership.

Enrollment for the study has opened today! Please visit cadaworkforcestudy.com to enroll your dealership and to be able to participate in January. By completing the survey between January and April, CADA members will receive access to specific comparison reports to other dealers in their province. These reports will include data on various workforce metrics such as hours of operation and work schedules, compensation, paid time off, retention & turnover and employee benefits. You can review a sample report on the website.

Data collection for this study is conducted through a streamlined process with a brief online survey and the ability to upload data from your dealership’s payroll system. The study will be administered by third party provider Quantum⁵ which will ensure that your data remains protected and strictly confidential.

Make sure to enroll now to confirm your dealership's participation! Your participation in the study and access to the report is free of cost.

CADA is pleased to welcome MNP as the exclusive sponsor of our 2024 CADA Workforce Study. Their invaluable support will help us gather and analyze key employment and labour force data from dealerships across Canada. MNP is one of Canada’s leading professional services firms — proudly serving individuals, businesses, and organizations in the areas of accounting, consulting, tax and digital services.

Visit cadaworkforcestudy.com for more information.

Questions? Contact CADA@esiq.ai for help.

Winter Property Safety Tips

How to Keep Your Business, Vehicles and Drivers Safe this Winter

 Canadian winters are some of the harshest around with extreme cold, blizzards, accumulated snow, and ice.

While removing snow from your premises can help reduce the potential for injuries and damage, it’s not without its own risks. And knowing winter driving tips and what to pack in a car emergency kit can help keep you, your staff, and others safe on the road.

To help you protect your business and prevent potential losses this season, Federated Insurance has created these risk management resources on elements of a well-documented winter maintenance protocol:

• Winter Maintenance
• Snow Removal Log
• Winter Driving Safety

Electrical Source Vehicle Fires

Did you know that vehicles experiencing electrical malfunctions while parked overnight in the repair shop—when no one is around—is becoming a more common source of building fires? During the winter, you may be more likely to keep vehicles undergoing repairs parked indoors. Check out this resource on vehicle battery safety best practices to help avoid a potentially devastating property loss and business interruption:

• Electrical Source Vehicle Fires

CADA Summit - Registration Open

February 14, 2024

Registration is now open for CADA member dealers to sign up for the 2024 CADA Summit. Known as Canada’s Auto Summit, it has become Canada’s premier conference for auto dealers and the in-person event has historically sold out. It’s being held Feb. 14, 2024 at the Metro Toronto Convention Centre to coincide with the opening of the Canadian International AutoShow. “This year’s speaker lineup is really going to get dealers talking, and thinking,” said Tim Reuss, CADA President and CEO. “We are going to provide the economic updates and forecasts they need for business planning, but our mix of futurists, OEM leaders, all-star political analysts from Canada and U.S. and some as-yet-unnamed keynotes will truly make this a can’t miss event.” Dealers can book their hotels and CADA Summit registration by following the CADA Summit link on www.cada.ca

WCDS 2023 Hits a Home Run

Record Participation and Memorable Gala are Key Memories

The 2023 version of the Western Canadian Dealer Summit was our best yet, setting a new bar for participation by dealers and sponsors and hosting some amazing events, not the least of which was the closing Gala.

The Fairmont Chateau Lake Louise was the venue and it delivered in every way.  Our speakers knocked it out of the park with discussions on everything from digital media and artificial intelligence to a Dealer Panel, discussing the evolution of the car deal and how our stores are adjusting to the new expectations of customers and staff.

A special thank you to all of our industry sponsors for their unwavering support and investment in this event.  The buzz throughout the event was invigorating and makes us look forward to the next Summit. 

The Western Barn Party saw the main course delivered to the venue on pitchforks - only in Alberta...

The closing Gala was another night to go down in history as we heard from retired NHL hockey player, Jeremy Roenick.  Whether it was his contributions to the charity auction to deliver a huge boost to the BC, Saskatchewan and Alberta Education Foundations, or his rendition of "Funky Cold Medina" by Ton Loc (complete with mic drop), it was a memorable night for everyone. 

If you missed out, be sure to circle November 14-17, 2024 on the calendar as we make a return to the Fairmont Banff Springs Hotel for the next iteration of the Summit.

CADA360 - HR Automation

Influencers and Leaders

We often talk about Leadership in a organization and the first people who come to mind are our Senior Management and Ownership teams.

However, there are many kinds of leadership in an organization and dealerships are no exception.

Senior Management is expected to both manage and lead their departments and teams, and yes, there is a significant difference between leading and managing. Differentiating between managing and leading is a conversation for another day.

What about the influencers?

These are the people in your dealership who may be part of the “hidden leadership”. These are the people who hold influence and who’s opinions are valued but may not be in Senior roles. Do you know who they are?

Just like having to pay attention to who the influencers are on your family’s social platforms, we should also be aware of who the influencers are across our organizations.

Why does this matter?

In our current climate of fast -paced change, search for greater efficiency and streamlining of everything from processes to pay plans, knowing who can sway the opinions of others is critical and having someone who can speak to the objections and share concerns with you that others may not bring forward makes you a better decision maker and communicator.

If you are looking at adopting anything new for 2024, these are the people that your staff are going to turn to when questions or issues arise.

While we try our best to minimize dealership gossip and do not condone it, we also know that our employees talk and often do not make decisions in isolation.

If you want to know what common objections, you will face? Ask an influencer.

If you want to make sure that your true intentions and the benefits you see for everyone are shared by a trusted person? Engage an influencer.

Ever “wish” you could get your message across to staff in a way that they understand, and reassure them that you are not making decisions lightly and just in your own best interest? These are the people that are trusted and valued by those around them and can help spread your message- and tell you what others think too.

This does not mean that they need to start to speak for the company, but knowing who your influencers are can be a strong business asset because these are the people that your staff are turning to for opinion, input and influence over their own decision making.

So now as we reflect on the year, ask yourself this:

As you look back on the changes, decisions and challenges that your staff were engaged in, who were the biggest influencers in your dealership and how can they be a bigger asset to the organization?