Tag Archive | "Compliance"

TDC Launches Virtual Compliance Training For A Fraction Of The Cost


NEW YORK — Total Dealer Compliance (TDC), a car dealership compliance-auditing firm, today announced the launch of its Virtual Compliance Training platform. This online training solution will help car dealers mitigate risk faced by proactive regulators, creating a culture of compliance at a fraction of the cost. With TDC charging roughly 80% less than their competitors, these Virtual Compliance Training modules will provide affordable access to training, enabling car dealers to be fully compliant with Federal regulations across Sales, BDC, F&I, Fixed Ops, HR, and IT departments.

There are approximately 17,540 franchised automotive dealerships in the United States, while used car dealerships almost triple that number, increasing the need for compliance. TDC’s virtual compliance program comes at an impactful time for dealerships looking to strengthen their reputation and incorporate a culture of compliance without breaking the bank. Compliance is essential in today’s car dealership environment. TDC offers a unique, simple and comprehensive approach that generates fast results and stands above competitive offerings.

“With both the FTC and OSHA increasing fines for compliance violations, the cost for non-compliant car dealers average $792,000 loss per year in profit”, said Max Zanan, President of Total Dealer Compliance. “Car dealers should proactively seek a solution that provides peace of mind and promises defensible proof of compliance to both auditors and executives.”

TDC’s Virtual Compliance Training is readily available to all dealerships and includes the following:

  • Comprehensive Online Training modules for each department and employee of the dealership
  • Cloud-based e-learning platform with analytic reporting
  • End of Course Assessment and certification

TDC’s Virtual Compliance Training costs are based on user/employee headcount:

  • Up to 25 employees – $699 annually
  • Up to 50 employees – $1,299 annually
  • Up to 100 employees – $2,499 annually

“As the nation’s leader in auto dealer compliance solutions and services, we are so proud to finally be able to provide this robust compliance training online and at a much lower price point then our competitors,” said Zanan. “Compliance is essential to today’s dealership environment – with our courses updated throughout the year and both affordable and easily accessible, we are excited to help car dealers safeguard their business, mitigate risks, and increase their profits.”

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Compliance Auditing Firm TDC Forms Strategic Partnership With Accelerated Service International


NEW YORK — Total Dealer Compliance (TDC), a car dealership compliance-auditing firm with an E-Learning Platform, today announced it has entered into a strategic partnership with Accelerated Service International (ASI), the industry leader that provides innovative products and superior service to its customers, dealers and agents, to mitigate the risks a car dealer faces from regulators.

The strategic partnership will provide a comprehensive solution to ASI’s general agents and dealerships across North America to create a culture of compliance that will proactively reduce exposure from federal regulations within Sales, BDC, F&I, Fixed Ops, HR, and IT departments. Additionally, increased compliance results in transparency and improves customer experience. Total Dealer Compliance’s e-learning platform, which boasts over 20 online courses, will be available to ASI’s family for continual education and certification.

“Accelerated Service International has been focusing on automobile dealerships, financial institutions and the agents who serve them, for over 20 years. We’ve built our reputation on tailoring our expertise to fit the business needs of our clients which is why we are delighted to partner with TDC,” said Peter Masi, President and CEO of ASI. “We believe that our combined approach and complementary operations will showcase our commitment to service over 200 general agents and 2,000 dealerships across North America.”

“As the national leader in auto dealer compliance solutions and services, this partnership is a natural extension of our existing business relationship and we are delighted to form this strategic partnership,” said Max Zanan, President of Total Dealer Compliance. “By combining our strength and resources, we look forward to providing a comprehensive solution for car dealers to ensure compliance with Federal regulations, while bringing the best-quality services to our customers.”

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Randy Henrick Joins Mosaic Compliance Services


TAMPA, Fla. — Attorney and compliance expert William Randolph “Randy” Henrick has joined Mosaic Compliance Services LLC as vice president and compliance counsel, the company announced.

Mosaic’s cofounder and president, attorney James S. “Jim” Ganther, said he expects “great things” from Henrick, who joins the company with more than 20 years of experience in the consumer finance, compliance, bank regulatory and privacy and data security segments.

“Randy’s résumé speaks for itself, but it falls short of mentioning that he is, without question, one of the nation’s foremost compliance attorneys,” Ganther said. “We are extremely pleased to welcome him to the Mosaic family, and his presence has already begun to pay dividends for the company and our clients.”

Henrick most recently served as associate general counsel for Dealertrack Inc., where he authored 11 editions of the Dealertrack Compliance Guide. A prolific writer and speaker, Henrick has contributed to a number of industry publications and events, chaired the New York State Bar Association’s Consumer Financial Services Committee, and served as a panelist at an auto finance panel convened by the Federal Trade Commission, among other honors.

“I wanted to join Mosaic because they are an industry leader in making compliance training and compliant aftermarket product selling training available to dealers of all types,” Henrick said. “I look forward to working with dealers and providers to find and help them address the growing number of legal and regulatory issues they face and, by doing so, helping them be more successful in their businesses.”

Mosaic Compliance Services offers compliance and training tools to automobile, RV, motorcycle and marine dealerships. To learn more, visit Mosaic-Compliance.com.

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Zones of Compliance


Unlike love, compliance at a dealership is not a many-splendored thing, but it is certainly many-faceted. Discrete facets of compliance include sexual harassment, advertising, human resources, sales, F&I, environmental, health and safety (EH&S), data security, taxation, and the list goes on.

Sometimes it is helpful to organize all of these issues into what I call “zones of compliance.” Zones of compliance chop the massive tangle of issues into manageable bites. And viewing the overall issue of dealership compliance into specific zones of compliance helps identify another important issue: Who is responsible for each zone?

Ultimate responsibility, of course, will always attach to ownership. But functional, day-to-day responsibility may be delegated to an appropriate person lower on the food chain.

Your Zone, My Zone

Some compliance zones are self-evident. Deploying policy documents and ensuring sexual harassment and other core training is accomplished falls naturally under the job description of human resources. Because of the heightened risk of industrial accidents and the presence of chemicals in the shop, EH&S responsibility usually runs to the service manager.

That’s within a dealership. Are there zones of compliance that impact a dealership’s vendors? I believe so. OEMs, for example, have at least a moral obligation to provide dealerships with accurate product information so the dealership’s sales personnel can accurately represent the vehicle’s features to potential customers.

Product providers have a similar obligation. To illustrate, indulge a lawyer’s war story. (The details have been changed to protect, well, me.) Unethical Dealer packs payments to include a vehicle service contract on almost every car financed at his store. Unethical Dealer F&I personnel go the extra mile and overstate the scope of what the “included” VSC covers, liberally using the term “bumper-to-bumper.” (There’s no such thing, by the way.)

Enough customers complain about uncovered claims that a class action lawsuit is filed. Remarkably, the plaintiffs’ attorneys are so unfamiliar with automotive finance that they ignore the obvious payment packing issues and focus on the overpromise part — claims for failures that the F&I personnel said would be covered but were not, such as gaskets, wear items, wiper blades and brake pads.

The kicker? Instead of happily settling for the cost of some brake pads and wipers, Unethical Dealer threatened to bring the F&I product provider into the lawsuit for failing to train Unethical Dealer’s F&I personnel on the limitations of coverage in the VSCs Unethical Dealer sold.

All of this was baloney, of course, and Unethical Dealer backed down when the provider’s counsel explained how easy it would be to prove Unethical Dealer packed payments if the parties were suddenly to find themselves on opposite ends of the lawsuit. But it illustrates an important point: Product providers have a dog in the hunt when it comes to how their products are represented and sold in the F&I office. It is their zone of compliance.

The Product Provider’s Role

So how does a product provider fulfill its duties in the zone of compliance it touches? In at least three ways:

  1. Provide accurate product information. This is obvious, and is something all providers should be doing already anyway. But most providers and their agents see this as a sales and marketing effort, not a compliance duty. In fact, it is both.
  2. Provide effective training on both product knowledge and legally compliant presentation/disclosure techniques. Again, one would think this is obvious and universally followed. Not so. Even as I was drafting this article, I got a phone call from a channel partner employee who informed me one of its dealerships, as a regular sales tactic, presented an initial payment that included a VSC and GAP. Honestly! Unvarnished payment packing as a baseline practice — in 2016! The point for the product provider is to provide verifiable training content so that, when the class action lawsuit comes, Unethical Dealer can’t say “My provider made me do it.”
  3. Prove the F&I personnel who sell your products actually took and understood your training. There are multiple ways to de-fur this feline. You or your agents can conduct onsite training at the dealership, or at your home office, or it can be done online. Be sure there is a test at the end so you can prove the students paid attention and learned the material. That way, if a different (and illegal) practice is used, you can prove it didn’t originate with you. Best practice here would be to require successful completion of the training before an F&I manager was allowed to represent your products in front of a live customer. Annual refresher training is also important.
  4. Encourage the F&I personnel who sell your products to learn the law that covers their activities. Product providers and administrators aren’t law firms, and they generally avoid giving anything that resembles legal advice in their own name. But everybody wins when F&I personnel know the law that impacts their jobs. Providers and administrators are in a position to encourage that training and make opportunities for it available. Multiple certifications are available to demonstrate this level of training, but that’s a topic for the next issue.

Within your dealership clients, you have a zone of compliance. Be sure to keep your clients safe in that zone.

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RouteOne’s Econtracting Platform Now Features Remote Document Delivery


FARMINGTON HILLS, Mich. — RouteOne announced the launch of remote document delivery, a new technology that securely and compliantly gives consumers electronic access to their econtracted documents. The new feature also reduces printing costs and paper shuffling for dealers.

Econtracting was supposed to usher in the paperless deal, but paper has remained part of the process due, in part, to regulations that require that dealers provide consumers with copies of their contracts. With RouteOne’s remote document delivery technology, the need to print review and final copies of retail and lease contracts is alleviated.

Now with a click of a button and the consumer’s email address, dealers can send their customers a secure link to access their files. As an option, customers can review the documents in the dealership on their own smartphone or tablet. They can also log in at home to review, save or print them for later reference.

“We listened, we heard and we responded,” said RouteOne CEO Justin Oesterle. “Our dealers told us they love econtracting, but they wanted less paper. Remote document delivery came from listening to our customers. We often refer to RouteOne as the company that is ‘Designed by Dealers for Dealers,’ and this is a great example of how we strive to make that happen.”

The new technology, led by Toyota Financial Services and Ford Motor Credit, is now available on the RouteOne econtracting platform at no additional charge. According to officials, RouteOne will continue expanding the documents available in remote document delivery.

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Automotive Compliance Leaders gvo3 And DSGSS Collaborate To Deliver Industry’s First Comprehensive Front End Compliance Platform


Two of the industry’s compliance leaders, gvo3 & Associates (gvo3) and DealerSafeGuardSolutions (DSGSS), have collaborated to deliver the first comprehensive front end compliance platform. This effort provides the first end to end solution, incorporating education, certification, execution, inspection and remediation. As dealers continue to struggle balancing the regulatory demands of consistency and perfection with the market demands of speed from the consumer, manufacturers, and sales force, shortcuts and errors are a fact of life. These missteps can cripple a business. This platform mitigates these risks.

Doug Fusco, CEO of DSGSS says “Gil and gvo3 have been the gold standard for years. Their compliance consulting, auditing and training continue to be best in class. Now with this new platform, dealers will be able to leverage these benefits to enhance and most importantly, “maintain” their compliance standards. For years dealers have searched for the “glue” to hold their policies and procedures together in a consistent manner.

Even after best efforts to enforce their investments in strong training and education, there is no guarantee employees consistently behave as instructed, creating this ongoing liability for the dealer. This platform will eliminate these risks”.

Mike Brosin, Managing Partner for Crest Auto group and a client of both gvo3 and DSGSS, states “We take our gvo3 audits very seriously, as they provide us valuable insight and direction into how we can improve and protect our business and our clients. We hold the record for the highest gvo3 score in the group, and DSGSS is the driving force behind that success”.

Steve Goodman of RML Automotive Group says “After we installed DSGSS, our next gvo3 audit score increased by 38 points”.

“One of the frustrations our clients share is the challenge with their staff consistently behaving as instructed after training, or after our audit review and consultation. With turnover, today’s competitive market, and the typical chaotic environment we operate under, this continues to become a growing challenge and liability to the dealer. With DSGSS in place those frustrations are eliminated, and the training leads to more consistent results” says Gil Van Over, President of gvo3.

Gil is also the Executive Director of Automotive Compliance Education (ACE). This firm provides compliance training and industry certification for everyone who touches a deal, from the Sales Person to the Sales, F&I and Office Managers. Certification curricula are also available for Office Clerks and Compliance Officers. “A dealer needs to certify more than just the F&I Manager and the training must be topical. ACE provides that topical training and industry certification.” according to Van Over.

This collaborative partnership will be officially unveiled at this year’s NADA convention. Experts from both companies will be available daily at the DSGSS booth # 5839. Please stop by to learn more about this unique platform. Sign up at the show and DSGSS will have your Compliance Officer ACE certified for FREE!

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