Signals Magazine, Winter 2024 Issue by NCDA

A PUBLICATION FOR MEMBERS AND FRIENDS OF THE NEW CAR DEALERS ASSOCIATION OF BC

WINTER 2024 ISSUE

FEATURE STORY

Revved Up & ELEVATED The Vancouver International Auto Show returns! PAGE 16

INSIDE › Does Gender Still Matter When Selling New Vehicles? › How Do EVs Perform in Sub-Zero Weather? › Car Buzz: Driving Into 2024

The Vancouver International Auto Show returns March 20-24, 2024 NEW CARS SOLD IN BC

2023

OCT 15,627 DEC 13,367 NOV 15,345 YTD 182,972

IT’S YOUR JOB TO TAKE CARE OF OUR NATION’S AUTOMOTIVE NEEDS. IT’S OUR JOB TO MAKE SURE OUR NATION TAKES CARE OF YOURS. The Canadian Automobile Dealers Association is working with your regional and provincial associations to represent your interests at the highest levels. To learn more about how CADA is working for you, visit CADA.ca

CONTENTS

16 We’d love to hear from you! Our vision is for member dealers and the dealer franchise system to be seen by the public as the best choice to fulfill all their automotive needs. We are a small but dedicated and hardworking team of individuals serving all members of the New Car Dealers Association of BC. Should you have any questions, concerns or issues, or if you have any ideas for our organization to pursue, our staff is available to listen and help. Get in touch with us by phone or email at our Langley office. Signals is THE flagship publication for the NCDA, the industry association that represents over 400 new car and truck franchised auto retailers in BC. #380–8029 199 Street, Langley, BC V2Y 0E2 Tel: 604-214-9964 // Fax: 604-214-9965 newcardealers.ca // info@newcardealers.ca

NCDA Staff Blair Qualey President & CEO bqualey@newcardealers.ca 604-214-9964 Ext. 228 Shakira Maqbool Manager, Finance & Administration smaqbool@newcardealers.ca Joshua Peters Manager, Member Services jpeters@newcardealers.ca

NCDA office info@newcardealers.ca

Roni Sapoznikov CleanBC Go Electric Vehicle Rebate Program Administrator goelectric@newcardealers.ca Duy Le CleanBC Go Electric Vehicle Rebate Coordinator goelectric@newcardealers.ca

Vancouver International Auto Show Eric Nicholl Executive Director enicholl@vanautoshow.ca 778-968-0440 Have a topic or story suggestion? Email us! And for article and ad submissions and rate card details, please contact: Blair Qualey | 604-214-9964 Ext. 228 bqualey@newcardealers.ca For subscriber inquiries, please contact: info@newcardealers.ca

Janet Gairdner, Associate Group Publisher 818 Broughton Street, Victoria, BC V8W 1E4 jgairdner@blackpress.ca Published in Canada The contents of Signals, such as text, articles, opinions, views, graphics, images, and the selection and arrangement of information (the “Content”), are protected by copyright and other intellectual property laws under both Canadian and foreign laws. Unauthorized use of the Content may violate copyright, trademark, patent, and other laws. You must retain all copyright and other proprietary notices contained in the original Content on any copy you make of it. Disclaimer: Information contained within Signals is for general information purposes only and may not be entirely complete or accurate. Use of Signals’ content is done so at your own risk. Canadian Publications Mail Product Sales Agreement No. 40030593.

COLUMNS

FEATURED ARTICLES

President’s Message

Legislature Wire Looking to a Cleaner, Greener Future

Trends: Does Gender Still Matter When Selling New Vehicles? Yes, absolutely

Industry News The BMW of the future

Distractions Are...Distracting ICBC campaign launched

Legal Line Shareholders Agreements: What and Why?

Revved up and ELEVATED Anticipation grows as reimagined Vancouver International Auto Show nears its return

Car Buzz Driving into the future in 2024: Combining fuel efficiency, functionality

How Do EVs Perform in Sub-Zero Weather? EV critic becomes one of the converted

Special Olympics BC BC’s new car dealers helped enable a successful 2022-23 sports season

Demystifying PST and ZEV Incentives A quick guide for BC dealerships

On the Cover: Photo contributed.

newcardealers.ca

PRESIDENT’S MESSAGE

News From the Front Seat

BLAIR QUALEY PRESIDENT & CEO, NCDA

Despite ongoing challenges associated with postpandemic recovery, our members continue to rise to the challenge and demonstrate their resiliency, providing thousands of family-supporting jobs in the more than 55 communities they call home.

Vancouver auto show returns

BC new car dealers drive economy

As we kick off the New Year, we’re incredibly excited to share this Vancouver International Auto Show (VIAS) preview issue. The VIAS will make its much-anticipated return March 20 to 24, following a four-year hiatus—and it will be a fresh and re-imagined event, featuring an amazing lineup of what’s new, what’s next and what’s fun in the automotive industry. On Tuesday, March 19, all guests will have exclusive pre-show access to the show floor before the event opens to the public the following day. This reception-style gala is a charitable event with partial proceeds going to the New Car Dealers Foundation of BC, which provides education grants and supports the great work of Special Olympics BC. A silent auction will be part of the foundation’s fundraising efforts as we throw the best kickoff event in show history. The gala festivities will kick off with the return of our Awards ceremony, featuring the highly prized Salespeople of the Year awards, so make sure you confirm your sponsorship or order your early bird tickets today. Early bird member ticket pricing is available until February 28 and can be purchased by emailing info@newcardealers.ca. I encourage you to read our cover story on the show in this edition of Signals.

In December, the Canadian Auto Dealers Association (CADA), along with the NCDA, released a new MNP study underlining the significant impact of BC’s new car dealers on the economic and social fabric of British Columbia. The results reflect 2022 data, during which the industry faced significant post-pandemic challenges, including a micro-chip shortage, supply chain issues and the subsequent lack of new vehicle inventory. Key findings include: • New car dealers generate $17 billion in retail activity; • The industry generates $286 million in direct tax revenue and $775 million in total tax revenue for all three levels of government (along with an estimated $489 million of indirect or induced revenues, meaning those occurring within BC and in other parts of Canada because of supply-chain linkages); and • The sector is responsible for almost 30,000 FTEs, including 19,000 directly. The study compared the economic impact of new car dealers in BC with other key provincial industries and found employment generated by the industry is equivalent to: • Employment associated with the construction of 8,940 new homes in BC; • Fifty-seven per cent of the total employment generated by the film industry in BC in 2021; and

.Meet your 2023-2024 New Car Dealers Association Board of Directors

Ann Marie Clark Acting Chair

Kai Hensler Acting Vice Chair

Jared Williams Treasurer

Anthony Lunelli Past Chair

Blair Qualey President & CEO

STEVE MARSHALL FORD LINCOLN / FAMILY FORD VANCOUVER ISLAND

WEISSACH GROUP VANCOUVER

JACK CARTER NORTH STAR CHEV BUICK GMC

KELOWNA SUBARU

NCDA

Mike Hacquard

Peter Heppner Past Chair

Peter Sia

Peter Trzewik

Erik Jensen

Darren Johnson

NORTHLAND NISSAN PRINCE GEORGE

GAIN GROUP VANCOUVER ISLAND

ROYAL BANK OF CANADA

FIRST CANADIAN FINANCIAL GROUP

Member at Large

WOLFE AUTO GROUP SURREY LANGLEY

PRESTON GM LANGLEY

Signals Magazine Winter 2024

James Carter

Deryl Griffith

CARTER GM N. SHORE

SIGNATURE MAZDA RICHMOND

• Total employment generated through the handling of 40 million containers (29 per cent of container volume in 2021) at the Port of Vancouver, Canada’s largest port. NCDA members regularly undertake construction and renovation projects at their dealerships throughout the province. It is estimated that new car dealers in BC invested approximately $142 million annually in new and existing facilities between 2018 and 2022. This generated almost $38 million in total revenue for all three levels of government. These construction and renovation projects are estimated to have generated 1,260 total FTEs consisting of 590 direct FTEs and 670 indirect and induced FTEs. The 2023 economic impact study highlights the extraordinary role and contribution of new car and truck dealers on the economy, as an employer, and as a part of the social fabric in communities across the province. Despite ongoing challenges associated with post-pandemic recovery, our members continue to rise to the challenge and demonstrate their resiliency, providing thousands of family-supporting jobs in the more than 55 communities they call home.

Record year for CleanBC program 2023 was a record year for the CleanBC Go Electric Vehicle Rebate program. As of December 31, 2023, processed applications for zero-emission vehicle (ZEV) rebates increased to $33,093,341 for the fourth quarter (compared to $20,776,168 for the previous quarter). During the last quarter, the number

of units paid out for vehicle applications increased to 9,631 vehicles (compared to 6,039 in Q3 2023). The total number of units paid out for 2023 was 22,593, totaling $76,036,343 for the year. Over the life of the program (April 2015 to December 2023), the total number of processed applications is 84,267 units, representing a dollar value of $274,414,698, resulting in an average of $3,256 per unit of rebate paid out. The CleanBC Go Electric Passenger Vehicle Program continues to see record applications and processed rebates. The average monthly submissions during 2023 (2,254) more than doubled, compared to the same period in 2022 (1,006). December 2023 was the third busiest month in the program’s history. BC continues to hold its leadership position in Canada ZEV sales on a per capita basis with over 22 per cent of new vehicle sales being ZEVs for 2023. For the month of December, over 28 per cent of all new light-duty vehicle sales in BC were ZEVs.

NDCA member delegation meets with CleanBC Go Electric minister On December 6, NCDA chair Ann Marie Clark and I were joined by some of our dealer members to meet with Hon. Josie Osborne, the minister responsible for the CleanBC Go Electric Vehicle Rebate Program and legislated ZEV mandate targets. The NDCA strongly supports the transition to zero-emission vehicles, and our partnership with the provincial government to advance

ZEV adoption is one that has produced positive results. However, NCDA dealer members are concerned about the long-term outlook and the results of a recent public opinion survey suggest those concerns are warranted. Of great concern to our members is the fact that the federal government followed suit with a similar ZEV mandated target regime. BC’s ZEV Act amendments require automakers to meet an escalating annual percentage of new light-duty ZEV sales and leases, reaching 26 per cent of light-duty vehicle sales by 2026, 90 per cent by 2030, and 100 per cent by 2035—five years ahead of the original target. Minister Osborne has been a terrific partner with the NCDA and has indicated a willingness to explore flexible pathways in achieving the mandated ZEV targets. We look forward to continuing those discussions. Please read more about this important meeting in the Legislature Wire section of Signals. Thanks for reading Signals and we hope you enjoy all the articles and content. I very much look forward to seeing you and celebrating the return of the Vancouver auto show. If you haven’t already, mark March 20 to 24 on your calendar. Sincerely,

Blair Qualey, President and CEO New Car Dealers Association of BC bqualey@newcardealers.ca

Meet your 2023-2024 New Car Dealers Foundation Board of Directors

Anthony Lunelli Chair & Treasurer

John Wynia Vice Chair

Heather Headley Past Chair

Blair Qualey President & CEO

KELOWNA SUBARU

HARBOURVIEW VW VANCOUVER ISLAND

PACIFIC HONDA N. VANCOUVER

NCDA

David Jukes

John MacDonald

Sharon Rupal

Peter Sia

FIRST CANADIAN FINANCIAL GROUP

ADESA RICHMOND

OPENROAD LEXUS PORT MOODY

NORTHLAND NISSAN PRINCE GEORGE

Dave Bare

James Carter

Ryan Jones

HARRIS AUTO GROUP

CARTER GM N. SHORE

MARV JONES HONDA MAPLE RIDGE

newcardealers.ca

Driving Progress Updates from the Vehicle Sales Authority of British Columbia BY IAN CHRISTMAN, JD, MBA, PRESIDENT, VEHICLE SALES AUTHORITY OF BRITISH COLUMBIA This past November, the Vehicle Sales Authority (VSA) conducted its annual survey of industry personnel for insight and feedback on the services our organization provides. This has once again proved to be an invaluable initiative for us, as we received a strong response rate coupled with great learnings. 2023 marked the introduction of two new services—My Self-Help and Connector—to help facilitate the resolution process between consumers and dealers. In this year’s survey, 80 per cent of respondents expressed a net satisfaction with services offered by the VSA. In addition, respondents’ “willingness to contact the VSA for information and guidance” saw a significant increase to 86 per cent, a 16 per cent jump from 2022. We appreciate all those who participated in this exercise, as it will help us drive positive change as we motor through this year. I wanted to share some exciting news regarding the VSA’s Motor

Dealer Customer Compensation Fund (MDCCF). Ken Affleck, KC, registrar for the VSA, has determined the $300 contribution to the fund has been waived for the coming fiscal year. This waiver does not apply to new dealers who have not yet paid their legally required $300 contribution for each of their first three years of their operations. For those unfamiliar, the MDCCF, under the leadership of the newly appointed chair, Mary Childs, provides compensation to consumers who have suffered financial loss from a motor dealer going out of business or failing to meet certain legal obligations. As of November 30, 2023, the fund balance stands at $1,126,472. We are particularly thrilled to share this news with our licensees. Finally, I wanted to highlight the efforts put into our social media. Last year saw the launch and revitalization of the VSA’s social media channels across Instagram, Facebook and LinkedIn. Since this relaunch, daily posts covering various engaging, educational and seasonal topics have resulted in increased engagement, interaction and outreach to our consumer base in BC. If you haven’t already, I encourage you to like and follow us through these channels!

We provide protection to Canadian families for when “what if?” becomes “what now?” • Creditor Life, Disability & Critical Illness Insurance • Mechanical Breakdown Plans • Appearance Protection Products Darren Johnson

Regional Manager 250-217-5955 djohnson@firstcanadian.ca

Financial Group

320 Sioux Rd, Sherwood Park, AB T8A 3X6 Toll Free: 1-800.561.3242

Signals Magazine Winter 2024

LEGISLATURE WIRE

Looking to a Cleaner, Greener Future NCDA delegation meets with CleanBC Go Electric minister, Hon. Josie Osborne Seen here, from left to right: Bill Mitchell, Carter Auto Group; Hon. Josie Osborne, Minister of Energy, Mines and Low Carbon Innovation of British Columbia; Ann Marie Clark, NCDA chair and Family Ford dealer principal; Mike Hacquard, NCDA director and Wolfe Mazda dealer principal; Bill Harbottle, president, Jim Pattison Auto Group, and NCDA president and CEO, Blair Qualey.

On December 6, NCDA chair Ann Marie Clark and president and CEO Blair Qualey were joined by some of our dealer members to meet with Hon. Josie Osborne, the minister responsible for the CleanBC Go Electric Vehicle Rebate Program and the recently legislated zero-emission vehicle (ZEV) mandate targets. The NCDA strongly supports the transition to zero-emission vehicles, and our partnership with the provincial government to advance ZEV adoption is one that has produced positive results. Since 2011, we have administered the CleanBC Go Electric Rebate Program on behalf of the province, helping British Columbia assume a leadership position in ZEV sales. However, we are concerned about the long-term outlook and the results of a recent public opinion survey suggest those concerns are warranted. In BC, electric vehicles made up over 22 per cent of all new light-duty passenger vehicles sold in 2023, the highest percentage for any province or territory in Canada on a per-capita basis.

Last December, the province accelerated mandated targets for ZEVs, and in the final weeks of 2023 the federal government followed suit. BC’s ZEV Act amendments require automakers to meet an escalating annual percentage of new light-duty ZEV sales and leases, reaching 26 per cent of light-duty vehicle sales by 2026, 90 per cent by 2030 and 100 per cent by 2035—five years ahead of the original target. While the initial target is within striking distance, the longer-term implications are of great concern. Early adopters didn’t require a great deal of convincing, whereas the broader consumer population will, for reasons including price, range anxiety and charging considerations, especially if they live in remote areas where charging infrastructure is limited. A recent poll by Research Co. highlights some of the evolving perceptions around ZEV adoption among British Columbians, with respondents sharing their concerns about whether mandated targets are achievable. The results show that most British Columbians (57 per cent) agree with the provincial government’s decision to ensure that

by the year 2035 all light-duty cars and trucks sold in the province will be “zero emission.” However, it’s telling that only 37 per cent of British Columbians think the goal is attainable, down 16 points from a similar Research Co. poll conducted in April 2022. The survey results show a number of factors are influencing public opinion, including cost, with more than half of respondents saying they would be less likely to purchase an electric vehicle because it is too expensive compared to non-electric options. At the same time, other deterrents include the fear of being stranded due to a lack of available charging stations (47 per cent), and a lack of charging options in their current residential setting (40 per cent). The provincial government has taken steps to support ZEV adoption through rebates and policies advancing charging infrastructure, but as our delegation told the minister, much more work is needed to overcome the challenges that lie ahead. Building flexibility into the regulation process ensures we collectively achieve success, fostering a cleaner, greener future while continuing to increase sales and boosting our economy.

newcardealers.ca

LEGAL LINE

Shareholders’ Agreements: What and Why Exploring the many benefits of having one in place BY MATTHEW WANSINK, SENIOR COUNSEL, MEP BUSINESS COUNSEL

Companies can fail for any number of reasons, many of which are outside of the business owners’ control. However, the risks of business failure arising from conflicts and disputes among the shareholders (one of the key reasons that otherwise well-planned businesses are not successful) can be minimized by ensuring a well-drafted and comprehensive shareholders’ agreement is in place. While it is preferable to have these agreements ready at a business’s start up, companies and shareholders can benefit from shareholders’ agreements at any point in a business’s lifecycle.

Shareholders’ Agreement says what? At its most basic, a shareholders’ agreement is a binding document that governs the relationship and expectations among a company’s shareholders. A properly drafted shareholders’ agreement will, in part, describe how a company should be operated and detail the shareholders’ rights and obligations. In the context of new car dealerships—where there have been an increasing number of instances in which majority and minority investors pool their knowledge and capital to acquire and operate dealerships—these agreements are an important means of ensuring that shareholders are treated fairly and their expectations are managed. In particular, shareholders’ agreements can achieve the dual goal of protecting minority positions, while still ensuring that majority and/or controlling shareholders (for example, dealer principals) have certainty as to a dealership’s key operational and capital-raising activities. Because new car dealerships operate under franchise agreements (dealer agreements or OEM agreements) with their relevant manufacturers, shareholders’ agreements need to be very carefully crafted, so as not to breach any terms of the underlying franchise agreement.

Shareholders’ Agreement: tell me why? Having established what a shareholders’ agreement is, and their general benefits, let’s turn to some of their more specific benefits. Clarity as to decision making: Shareholders’ agreements contain provisions as to how a company is to be operated and define shareholders’ rights, entitlements and obligations, whether by class of shares, number of shares held, or otherwise. As a general legal rule, the shareholder(s) holding a simple majority (for example, 50.1 per cent) of a company’s voting shares control the decision-making process, subject to certain decisions that require a special majority (66 per cent) of shareholders. Shareholders’ agreements allow shareholders to disturb the general legal rule, either by changing the percentage of votes needed for a decision to pass, or by giving certain shareholders special voting rights in respect of various types of decisions. For instance, a dealer principal may be given sole voting authority on matters that are fundamental to the performance of the dealer agreement, while matters pertaining to

Signals Magazine Winter 2024

less important matters may, as a means of protecting minority shareholders’ interests, require a unanimous vote of shareholders. Dispute resolution and exit mechanisms: The absence of a mechanism to resolve disputes among shareholders can be very damaging to even the most well-planned business. A well-drafted shareholders’ agreement will not only contain a robust dispute resolution provision, but will also contemplate different kinds of disputes and methods of resolution. For instance, the shareholders’ agreement may obligate shareholders to engage in good faith negotiations, or submit to mediation before any litigation rights are triggered. Alternatively, where it becomes clear that shareholders will not be able to work together without damaging the long-term viability of the business, more forceful options, such as shotgun clauses, can be engaged. In a shotgun clause (also called a buy/sell clause), the “triggering” shareholder makes an offer to purchase the remaining shareholders’ shares at a certain price per share, but with the requirement that those remaining shareholders first get the right to buy the triggering shareholder’s shares at the same price. In this way, the triggering shareholder is incentivized to make a fair offer for the shares, and not undervalue the offer for fear of the remaining shareholders buying his shares at something less than their fair value. In short, dispute resolution and exit mechanisms not only encourage shareholders to act fairly and reasonably, but they can also add certainty and reduce expensive litigation costs and brand damage, when disputes arise. Regulating share transfers: When individuals go into business together, it is often because each person brings a unique skill or benefit to the table. A shareholders’ agreement that imposes restrictions and rules on how and when a shareholder can sell their shares is an important means of maintaining that cohesiveness. Moreover, share transfer restrictions and rules can also be employed to minimize the risk of a third-party takeover, or to deal with the unfortunate situation of a deceased or incapacitated shareholder. Often, a shareholders’ agreement will also contain rules and mechanisms by which shares are to be valued under different circumstances. For instance, a shareholder who has breached a fundamental term of the shareholders’ agreement may be forced to sell their shares at a discount to their fair value, whereas a third party that wants to buy out a majority shareholder may be obligated to offer the minority shareholders a price that is at least as fair as, or at a premium to, the price being offered to the majority shareholder. The key point here is that by defining the rules and regulations by which shares can be traded, a shareholders’ agreement streamlines the share sale and transfer process, thereby reducing costs and increasing transparency and certainty. For more information on how a shareholders’ agreement may work for your organization, please contact one of the business lawyers at MEP Business Counsel, meplaw.ca.

INDUSTRY NEWS

The Digital Experience in the BMW of the Future Revealed at the 2024 Consumer Electronics Show At the 2024 Consumer Electronics Show (CES), BMW unveiled its future for in-car digital experiences, showcasing new infotainment products for existing models. On display was a teleoperated BMW iX, fitted with augmented reality glasses supporting the driving experience. BMW’s Intelligent Personal Assistant (IPA) introduces a new generative AI capability powered by Alexa for quick responses to everyday questions. This “expert in the car” knows every detail of your BMW. From servicing requirements through to fuel levels and functions of your features—whatever you need to know about your BMW and whenever you need assistance, the IPA is ready to help. The company also showcased the BMW Operating System 9, with

added gaming experiences through the ConnectedDrive app store, transforming the car into a gaming hub. The optionally available BMW Digital Premium package offers even more expanded app access, making the car a comprehensive entertainment centre, controlled by proper Bluetooth gaming controllers. Available for models with BMW Operating System 9, Digital Premium covers data usage, offering additional navigation and customization options. BMW’s CES 2024 presence reaffirms the company’s commitment to redefining the automotive digital experience, seamlessly blending innovation and entertainment for drivers and passengers alike.

newcardealers.ca

CAR BUZZ

Driving Into the Future in 2024 New releases combine fuel efficiency and functionality 2023 Acura Integra Type S

2023 Toyota Crown Hybrid The 2023 Toyota Crown Hybrid Sedan is an interesting car targeted at younger professionals. It will be followed up by the Crown Signia SUV, coming later. Designed to be a premium product, the Crown feels and looks futuristic despite its long-running nameplate. Its sophisticated design blends traditional Japanese aesthetics with modern flair, creating a distinctive presence on the road, particularly when fitted with the two-tone paint scheme and with 21-inch wheels. Two hybrid powertrains are available, with the top-spec 340 hp 2.4-litre Turbo Hybrid Max engine also shared with the Grand Highlander. In this tested configuration, the Crown delivers both spirited performance and impressive fuel efficiency, Inside, the Crown Hybrid upholds the premium legacy of the Crown line, enveloping occupants in premium materials and the latest in Toyota tech. While not the most engaging to drive, the Crown Hybrid quietly impresses with its quiet disposition, balanced dynamics and commitment to eco-conscious driving. Pricing starts at $54,965.

It’s back! The all-new Integra Type S revives the iconic nameplate with a refreshing blend of performance and contemporary design. From the first turn of the key, the 2-litre 320 hp 4-cyl turbocharged engine delivers an exhilarating surge, complemented by a precise six-speed manual transmission that enthusiasts will appreciate. Though it rides on the firm side, the Integra’s handling strikes a reasonable balance between agility and comfort, making every corner a joy. The exterior hatchback design is a nod to Acura’s sporty heritage, with sleek lines and a hint of aggression from its three exhaust tips. Inside, the cockpit (largely borrowed from the Civic) exudes a driver-centric focus, boasting comfortable-yet-supportive seats and intuitive controls. Acura’s latest tech features shine, including a responsive infotainment system and advanced driver-assistance aids. The 2023 Integra Type S confidently re-enters the market, marrying driving thrills with modern sophistication. Pricing starts at $55,600.

2024 Ford Maverick Hybrid The 2024 Ford Maverick Hybrid is a game-changer in the world of compact trucks. Combining practicality and efficiency, this truck is an attractive choice for modern drivers who don’t need a full-sized truck. For the fuel-conscious consumer, the Maverick hybrid is a standout with its eco-conscious ethos and innovative design. The combination of a 2.5-litre, 4-cyl engine, an electric motor and AWD results in an impressive blend of power and efficiency. The Maverick’s unassuming size conceals a surprisingly spacious interior, accommodating both passengers and cargo with ease. The hybrid system not only enhances fuel economy but also contributes to a quiet and smooth driving experience. Overall, the Maverick Hybrid offers a refreshing, eco-friendly take on the compact truck segment. Pricing starts at $35,295.

Signals Magazine Winter 2024

2023 Nissan Ariya Platinum+ e-4ORCE

2024 Mercedes-Benz GLC 300 The 2024 Mercedes-Benz GLC 300 epitomizes technology, luxury and comfort in the compact SUV segment. The refined exterior showcases the marque’s latest design language, although you’d be forgiven if you mistake it for its predecessor. The interior, though, has received a significant update. You’ll find the latest MBUX infotainment system, ambient lighting and improved materials alongside better-than-average cargo space. The GLC 300’s handling is surprisingly sharp, though you’ll need to upgrade to the AMG model for true performance. Its smooth turbocharged 2-litre, 4-cyl enhanced by a 48-volt mild hybrid system, delivers a solid 255 hp and 295 lb-ft of torque, favouring a refined and eco-friendly driving experience over a heart-pumping one. Pricing starts at $58,900.

Nissan embraces its electric future with the Ariya mid-sized electric SUV, following the success of their Leaf. Available in single- or dual-motor setups and with up to 490 kilometres of range (depending on battery size—63 to 87 kWh), the Ariya impresses inside and out. Its exterior exhibits a blend of futuristic design and practicality, while the five-person cabin offers a minimalist-yet-refined space with Japanese flair. The Ariya’s technological prowess, including the semi-autonomous ProPILOT Assist system, underscores Nissan’s commitment to innovation. While not a sports car, the Ariya shines as a versatile electric family SUV, marking Nissan’s second foray into the electric realm. It’s a commendable step forward, delivering a harmonious blend of eco-conscious driving, advanced tech and Nissan’s electric legacy. Pricing starts at $55,837 (single-motor) and $72,037 (dual-motor)

Content and images provided courtesy of Andrew Ling. Learn more at techdriven.ca/car-reviews

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TRENDS

Does Gender Still Matter When Selling New Vehicles? Yes, absolutely. BY BRUCE CAMERON, SIGNALS COLUMNIST Over the past year, there have been many public conversations about gender identity and fluidity. According to the Angus Reid Institute, one third of Canadians believe that the traditional male/female categorization is too limiting, and two thirds believe that increasing acceptance of transgender people is a sign of social progress. So, does gender still matter when it comes to selling cars to women? Absolutely. There are dramatic differences in how men and women approach buying a car, and the entire industry needs to pay attention to those differences, considering how vehicles are designed and promoted and how they are purchased. Despite the stakes, our understanding of gender differences in car buying is surprisingly sparse. One of the few recent examples of research to examine gender differences was commissioned by the Kelley Blue Book (a Californiabased vehicle valuation and automotive research company) and featured by Cars.com and CBS News in 2023. It showed that women were twice as likely to know the exact make and model of vehicle they wanted to buy compared to men;

yet conversely, women had a lot less confidence in approaching the buying process than men did. It also concluded that the buying process was substantially longer for women, who took on average 75 days to make a purchase, compared with a buying process that was almost two weeks shorter for men. But it’s not just the buying process that differs among women. What they seek in a vehicle also differs dramatically. Women prioritize safety and fuel efficiency more than men, and they want smaller, more maneuverable cars that hold their resale value. And keep in mind there are 1.4 million more women drivers than men in the US, and women decide the purchase of 62 per cent of new vehicles, according to Cars.com. Which raises an important question that Nicole Gull McElroy articulated in her WIRED magazine article aptly titled “Women Buy More Cars, So Why Are the Designs So Macho?” The history of new vehicle design has been largely written by and for men, but there are some notable exceptions. Female pioneers in vehicle design include Mimi Vandermolen (born in the Netherlands but raised in Toronto), who designed the Ford Probe, with its curved lines and reimagined interior spaces.

Signals Magazine Winter 2024

Diane Allen was the creative force behind the Nissan 350Z, and more recently there are Juliane Blasi (BMW Z4) and Michelle Christensen, who designed Honda’s Acura NSX and is now the head of design at Karma Automotive. Christensen’s latest design for the upscale EV market is the beautiful Karma GS-6. With the continued rise of EVs and the extra drivetrain space which that affords down the middle of vehicles, the future of vehicle design is about to become much less macho. Think practicality (dogs and children entering and exiting) and a host of other considerations, many of which were highlighted by an innovative advisory panel struck by GM, the Women’s Retail Network (WRN). “The majority of the OEMs now have a minority dealer organization, but GM takes it a step further with their ‘Women’s Retail Network,’” says Marc Bland, chief diversity officer for S&P Global Mobility, in an S&P blog post. “Members of GM’s WRN include all female dealer principals and department managers. The group holds annual meetings with briefings about best practices, ensuring strong and equitable representation across GM’s entire dealership network. The WRN also launched a scholarship for women entering automotive-related fields of study more than a decade ago.” That may explain why S&P Global Mobility showed GM’s Buick brand share ranked highest among women (55 per cent). Other female-forward brands include Mitsubishi, MINI and Lexus, while Toyota and Honda have a slightly higher share of female buyers compared to other major OEMs.

Cheryl Woodworth, associate director of consulting for S&P Global Mobility, also emphasizes that “how consumers are treated at the dealership is important.” With “the evolution of the car-buying process, entailing less negotiation and with potentially more of the buying process online, it’s very appealing to women.” Molly Peck, Buick’s global chief marketing officer, insists that what women want most in an EV is safety, comfort and the convenience of at-home charging. (That is a long way from what many consider the first electric vehicle designed for women—the 1912 Waverly—with its promise of silence and cleanliness. “Delicate gowns not marred in this roomy electric,” notes advertising material.) Says Nicole Gull McElroy in her WIRED magazine article: “For the first time in a century, there is a great opportunity to completely upend [the masculine design standard]…and reconsider the way we think about, build and design cars.” For all that promise of new design horizons, there are some industry leaders who maintain that the future lies in thinking beyond male and female parameters. Derek Jenkins, the senior vice president of design and brand at Lucid Motors, an American manufacturer of electric luxury sports cars, suggests looking at the aircraft business for inspiration: “Think aircraft design; effortlessly sleek.” Whether it’s macho or more female-forward designs, we are about to see changes on all levels of the business, from design to promotion and purchasing. And gender could play a large role.

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CLEANBC GO ELECTRIC

CleanBC: Year-End Program Summary BC continues leadership role as new vehicles added to the program EV6

IONIQ 5 BC continues its leadership position in Canada zero-emis524 bZ4X 693 sion vehicle (ZEV) sales on a per capita basis; over 22 per 873 Kona cent of new vehicle sales were ZEVs, as of November 2023. Model Y EV6 1000 IONIQ 5 5927 During the last quarter of 2023, the number of units paid 524 RAV4 bZ4X 693 1008 out for vehicle applications increased to 9,631 vehicles (com873 Kona Outlander pared to 6,039 in the third quarter of 2023). The total number Model Y EV61000 1039 IONIQ 5 of units paid out for 2023 was 22,593—an all-time record. 5927 524 bZ4X 693 RAV4 Tesla Model Y ID.4 The average monthly submissions during 2023 (2,254) Model 3 1111 1008 873 Kona more than doubled, compared to the same period in 2022 Bolt 4024 Tesla Model 3 Model Y 1000 2023 was the third busiest month in the 1334 (1,006). December Outlander 5927 RAV4history. Chevrolet Bolt 1039 program’s 1008 ID.4 Volkswagen ID.4 New eligible vehicles added since previous Model 3 1111 Outlander quarter: Bolt 4024 Mitsubishi Outlander 1039 EV6 IONIQ Latest5model years of: Toyota bZ4X, Toyota Mirai, Toyota 1334 524 Toyota RAV4 693 PrimeID.4 bZ4X RAV4 Tesla Model Y PHEV, Toyota Prius Prime PHEV, Kia EV9, Kia Model 3 1111 873 Sportage PHEV, Hyundai Kona EV, Lexus RZ, Vinfast VF8, Bolt 4024 Kona1000 Tesla Model 3 Model Y Fiat 500e, Lincoln Corsair Grand Touring, Tesla Model 3, 1334 5927 Tesla Model Y. Toyota bZ4X Chevrolet Bolt For more information on the latest eligible vehicles, Hyundai IONIQ 5 Volkswagen ID.4 visit newcardealersgoelectric.ca.

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Distractions Are…Distracting ICBC plans educational campaigns at auto show and in the community SUBMITTED BY ICBC It’s easy to get distracted by a favourite song or a buzz from your phone. And while this message doesn’t need your full attention (don’t worry, our feelings aren’t hurt), driving does. Distracted driving is one of the leading causes of crashes in BC, and you’re 3.6 times more likely to crash if you’re using your phone while driving. Statistics reveal the alarming impact of distracted driving in the province. On average, distraction contributes to 5,788 police-reported injuries and 78 deaths annually. It accounts for 38 per cent of all police-reported crashes in BC. Every year, an average of 21 people are killed and 3,018 injured in the Lower Mainland due to distracted driving-related crashes. If everyone avoided distractions, up to 27 per cent of fatalities, amounting to 78 lives each year, could be saved. That’s why this year at the upcoming Vancouver International Auto Show (VIAS), ICBC

will be educating and encouraging drivers to focus on the road and avoid distractions like cell phones. Think you are distraction-proof? Take the ICBC quiz at the VIAS and find out. ICBC will have a roaming activation with a giant foam phone to engage with show-goers. ICBC is also the official sponsor of the Test Drive Registration Lounge, where we’ll share road safety tips for drivers to use before they get behind the wheel. This March, in collaboration with government and police, we’ll also be raising awareness across

the province about the importance of staying focused on the road. During this period, police will increase enforcement on distracted driving, and Cell Watch volunteers will remind drivers to leave their phones alone. ICBC road safety and community coordinators will also host educational initiatives in communities across the province. Creating a distraction-free environment before driving is critical. You can do your part by turning off your phone or notifications and putting your phone in the glove box or centre console to help you avoid the temptation to use it while driving. It’s also important to program your GPS before you start driving and pull over if you need to update directions while en route. Remember, driving always requires your full attention. Even a second of distraction can lead to a crash. Let’s all work together to help make our roads safer.

Thank you As our customers bound toward exciting new driving technology, you’re there to meet them with the latest in convenience, luxury – and safety. Thank you for your partnership in driving British Columbians forward by keeping your eyes on the road ahead.

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COVER STORY

Revved Up and ELEVATED Anticipation grows as re-imagined Vancouver auto show nears its return

The Vancouver International Auto Show (VIAS) will mark its much-anticipated return following a four-year hiatus this March—and it will be fresh and re-imagined with an “elevated” consumer experience at the forefront, featuring an amazing lineup of what’s new, what’s next and what’s fun in the automotive industry. Called ELEVATE: Vancouver’s Automotive Experience, the VIAS returns March 20-24. As western Canada’s best-attended consumer show and one of North America’s premiere automotive exhibition events, more than 200 vehicles will be on display in 200,000-plus square feet of space at the Vancouver Convention Centre. The event will include a mix of elements that will appeal to traditional showgoers and those looking to experience the latest technology in a whole new way. Auto buffs

Signals Magazine Winter 2024

will want to indulge in a showcase of luxury supercars and exotics, high-powered classics, over-landers, and everything in between. Showgoers will find the latest technology, including environmentally focused EVs, coupled with lifestyle features and commercial vendors reflecting all that is the automotive culture. The showcase will highlight the latest in automotive developments, and include zero-emission vehicles (ZEVs), full-battery electric, plug-in hybrids, hydrogen and fuel-efficient gas vehicles, along with advanced vehicle safety systems and charging capabilities. There will be a strong focus on education and new ways for fans and exhibitors to participate and celebrate some of the best the automotive industry has to offer.

The 2024 event will also unfold as more than a vehicle “show and tell.” Attendees will have the opportunity to test drive a wide variety of zero-emission vehicles, helping British Columbians find an option that works for their lifestyle and unique driving needs. One “can’t miss” of this year’s show will be Supercar Eleganza: A Symphony of Luxury Performance. Featuring an unparalleled showcase of supercars from legacy high-performance auto manufacturers and rare, personal collections, Supercar Eleganza will offer attendees the chance to step into a realm of sheer automotive opulence and be mesmerized by the breathtaking amalgamation of power and prestige. These are masterpieces of high-performance automotive engineering that redefine speed and sophistication. From the roaring engines to the sleek lines that exude sophistication, the vehicles

“The event will include a mix of elements that will appeal to traditional showgoers and those looking to experience the latest technology in a whole new way. Auto buffs will want to indulge in a showcase of luxury supercars and exotics, high-powered classics, over-landers, and everything in between.”

presented at Supercar Eleganza embody the pinnacle of automotive artistry. Horsepower Heaven will be another showstopper, with over 5,000 square feet dedicated to the allure of modified and custom classic cars synthesized with modern engine and powertrain technology. Prepare to be transported through time as you witness the seamless fusion of tradition with cutting-edge technology, and embark on a sensory journey that’s as electrifying as it is timeless. The VIAS team is building an event you don’t want to miss! From the largest EV test-drive experience in show history to supercars, classics and new-technology models, there is some thing for every auto enthusiast!

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ELEVATING the VIP Experience Celebrate the return of the Vancouver International Auto Show with the VIP Preview Industry Gala, right on the show floor! After a four-year absence, the Vancouver International Auto Show (VIAS) is returning as an all-new “elevated” experience. And the event will kick off with BC’s largest automotive celebration, where dealer members, associate members, manufacturers, government, media and friends of the New Car Dealers Association of BC (NCDA) come together to celebrate our sector. On Tuesday, March 19, the Vancouver International Auto Show, called ELEVATE: Vancouver’s Automotive Experience, “elevates” into an immersive experiential event, and for the first time in over a decade, all guests will have exclusive pre-show access the night before the show opens. The reception-style gala is a charitable event with partial proceeds going to the New Car Dealers Foundation of BC, which provides education grants, and supports the great work of Special Olympics BC. A silent auction will be part of the foundation’s fundraising efforts as the best kick-off event in show history gets underway. So, plan to bid high and bid often! The evening will rev up with the return of the show’s awards ceremony, featuring the highly prized Salespeople of the Year awards. Thanks go out to all the sponsors—and anyone who would like to join them

in supporting the return of the auto show and gala are encouraged to reach out to NCDA president and CEO Blair Qualey at bqualey@newcardealers.ca. Early bird ticket pricing is available until February 28 and can be purchased by emailing info@newcardealers.ca.

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Signals Magazine Winter 2024

For sponsorship opportunities email BQualey@NewCarDealers.ca For VIP Preview information please email Info@NewCarDealers.ca

How Do EVs Perform in Sub-Zero Temperatures? Once a critic, EV driver Mark Vejvoda is one of the converted BY DON DESCOTEAU, SIGNALS CONTRIBUTOR

BC drivers have plenty of good reasons to purchase an electric vehicle, and with steady advancements being made in battery technology, today’s challenges with cold-weather EV performance could soon melt away. This tends to be the time of year when EV critics rise up, pointing to such things as reduced range in sub-zero temperatures and, in more rural areas such as the Cariboo and Northern BC, the fact charging stations are fewer and further between. Often lost in such discussions is the fact EV drivers are not the only people whose vehicles experience reductions in cold-weather performance. “Fuel economy also suffers in cold weather for ICE (internal combustion engine) vehicles because you need more energy to heat the cabin,” explains Brian Kingston, president/CEO of the Canadian Vehicle Manufacturers’ Association, whose members include GM, Ford and Stellantis (Chrysler). “You’re looking at 15 to 25 per cent lower for fuel economy in winter conditions.” Mark Vejvoda, vice-president of the Prince George Electric Vehicle Association and an avid real-world tester of the technology, says winter driving experiences for EV owners, especially at longer distances, can be improved through better trip preparation. He suggests warming up the cabin ahead of time while plugged in—a practice known as pre-conditioning—mapping out charging stations along your route, bringing along adapters to allow use of more charger types and setting progress waypoints to compare whether the vehicle’s state of charge is where you expect at pre-determined distances. Vejvoda, who was admittedly “anti-EV in 2019” and still owns a Ford F-150 pickup truck for situations when his EV isn’t appropriate, says it took hearing a presentation from the local EV club to convince him the technology might just work for him. “Range and price were and are the two biggest factors,” he says: drivers want to know “how far can I get with this vehicle and how much will it cost me?” An analytical person who digs deep into the numbers, Vejvoda did extensive research before buying a new 2020 Tesla Model 3, and he found many of the comments he read from EV critics to be more politically driven than fact-based. “Don’t just read the headlines to make your choices. If you’re really interested, look at real people driving real products, and find out by looking at other people’s experiences what the real information is,” he says. Now a staunch supporter of the EV movement, he enjoys helping drivers get the most out of their vehicles, posting best-practice operating tips on social media, working to dispel the myths—some of which he once believed—and giving informative talks to community groups. Drawing on his own extensive winter driving record with his Tesla, his recent presentation, entitled Cold Weather Long Distance EV Driving in Northern BC, included 16 tips to benefit anyone driving an EV in winter.

Signals Magazine Winter 2024

“With technology improving and billions being put into research and development, in a year’s time the problems we see now won’t be there. We’re going to see all the arguments disappear.”

It also included links to discussions on the importance of battery pre-conditioning and the need for EV owners to share their own cold-weather EV experiences, plus a video Vejvoda made during an extreme-cold test, in which he drove his Tesla to McBride and back, a round trip of roughly 440 kilometres in temperatures that dipped to -27 C. While BC leads the country in EV take-up, the majority of drivers and households have yet to make the switch. Reliable industry data isn’t available on how many households bought EVs as a second vehicle, as Vejvoda did. BC’s Zero Emissions Act requires 26 per cent of new vehicle sales to be zero-emission by 2026, 90 per cent by 2030 and 100 per cent by 2035. To achieve those targets, much work remains to not only convince drivers that going electric makes sense for them, but to build out the required charging infrastructure to support an influx of new EVs. Those who represent automakers, both domestic and import, agree the pace of charging infrastructure installation in Canada is not projected to meet demand given the EV sales mandates. Kingston notes industry projections estimate Canada needs 17 times as many public chargers as it currently has to meet the mandated need. The situation is a bit chicken-and-egg, he adds, given the relative lack of public chargers outside urban areas is putting pause to some potential buyers’ EV aspirations. “I would argue we have to overbuild infrastructure in the early years, because we have to win over Canadians to this type of technology,” he says. “We have made this point to both the federal and provincial governments…mandating what people can purchase does not work, you have to achieve buy-in first.” In BC, more than 90 per cent of EV sales are in urban centres. The charging infrastructure challenge remains a major barrier to ensuring there is a pathway for rural residents to make the shift, Kingston says. Another factor is that an increasing number of people in both urban and rural locales are living in multi-family housing that may not be equipped for home charging. David Adams, president/CEO of the non-domestic Global Automakers of Canada, notes that some car companies are building their own charging networks, either solo or in tandem with others. Volkswagen’s Electrify Canada program, a subsidiary of its Electrify America initiative, is working to create more reliable public infrastructure in much the same way as Tesla with its Supercharger network.

The more common route to building public EV infrastructure in BC and the rest of Canada, however, is empowering communities to create their own charging networks, which eventually become strung together into larger ones. “The challenge with anybody putting in infrastructure… currently there’s no money to be made. The volumes are still fairly low, and the cost of installation is still high,” Adams says. “Frankly, that’s why we’ve seen federal and provincial governments putting subsidies in place to help communities put infrastructure in place, to share in that cost.” With mandates in place, it will take commitment at all levels of government and industry to successfully build enough charging infrastructure to meet the future demand from EV drivers. Kingston suggests governments can help reduce harsh weather charging reliability concerns by more closely regulating equipment installation and maintenance. Between better education of the public on EVs, dedication to creating public infrastructure and corporate commitments to improving battery performance, the future looks bright, Vejvoda says. “With technology improving and billions being put into research and development, in a year’s time the problems we see now won’t be there,” Vejvoda says optimistically. “We’re going to see all the arguments disappear.”

Mark Vejvoda, vice-president of the Prince George Electric Vehicle Association, is an avid real-world tester of the EV technology—and he gives it a thumbs up. Photo courtesy Mark Vejvoda

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Demystifying PST and ZEV Incentives A quick guide for BC dealerships A number of our dealership clients have recently reached out to us at MNP regarding PST for lease buyouts. Specifically, do dealers have to charge PST on a lease buyout? The BC Ministry of Finance’s PST 116 bulletin from December 2022 sheds light on how PST applies to dealers, as well as the incentives surrounding zero-emission vehicles (ZEVs).

Qualifying used ZEVs exemption: As of February 23, 2022, PST does not apply to leases of ZEVs or sales of used ZEVs, and the rates for sales of new ZEVs are effectively lowered. New PST rates for ZEVs are effective for sales and deliveries on or after February 23, 2022 until February 22, 2027. After this period, the PST rates revert back to the old structure. For ZEVs pre-ordered before the new rates, new rates apply if the bill of sale is after Feb 23, 2022. If the bill of sale is before this date, the old rates apply, even for deliveries after February 23, 2022. For example, for a $50,000 electric vehicle with a $3,000 rebate, seven per cent PST is calculated on the full $50,000, resulting in $3,500 in PST.

Unlock your auto dealership’s full potential You deserve maximum performance from your business. For more than 20 years, MNP has been helping auto dealerships of all sizes provide for the present and plan for the future. The right advisor can help you navigate the challenges of a competitive industry and drive consistent results.

Chris Schaufele, CPA, CA National Dealership Services Leader 604.536.7614 | chris.schaufele@mnp.ca MNP.ca

Signals Magazine Winter 2024

A few other important points to consider: PST on vehicles:

Staying informed about these regulations ensures accurate compliance and allows you to provide clear information to your customers.

PST is applicable to sales and leases of new and used vehicles by GST-registered dealers, with rates ranging from seven to 20 per cent. Notably, the 12 per cent rate is exclusive to private sales in BC, gifts, and vehicles received from within Canada but outside BC.

CleanBC Go Electric Program and iZEV incentives: Under the CleanBC Go Electric Program and iZEV Program, buyers and lessees of eligible electric vehicles receive provincial and federal rebates. However, for PST calculations, these rebates do not reduce the PST otherwise payable. The rebate value is factored into the purchase or lease price when determining PST.

more details, please refer to the complete bulletin PST 116 from the BC Ministry of Finance. For the full bulletin and additional details, please visit the BC Ministry of Finance website or contact your accountant for more information.

Manufacturers’ rebates or coupons:

How we can help

Manufacturer’s rebates or coupons are excluded from the purchase price for PST calculation if provided as consideration for the vehicle purchase. However, third-party rebates, excluding government incentives, are included in the purchase price.

As business advisors to hundreds of dealerships across Canada, MNP’s team members work with single-store operators and multi-store groups in every sector of the industry. We recognize no two dealerships are alike and that a personalized approach is the only way to maximize the value in your business.

What does all this mean to you? Staying informed about these regulations ensures accurate compliance and allows you to provide clear information to your customers. For

To learn more, contact Ryan Calder, MNP’s BC Dealerships Leader, at Ryan.Calder@mnp.ca or 604-870-7404.

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Dishonesty Is Just Cause for Dismissal $250 false business expense costs president his $1-million-a-year job BY MICHAEL WEILER, KSW LAWYERS EMPLOYMENT & LABOUR GROUP Up until 2001, our Court of Appeal held that dishonesty would always be just cause to dismiss an employee summarily. Unfortunately for employers, the Supreme Court of Canada modified the law of just cause to say that dishonesty won’t always be cause for dismissal; rather the court must embark on a “contextual” approach to see if the misconduct is sufficiently egregious to constitute cause (McKinley v. BC Tel, 2001 SCC 38). A recent case of the BC Court of Appeal provides an example of where dishonesty in fraudulent business expenses can in and of itself constitute cause. The employee, TM, was employed as president of operations of a large used-car and RV dealership in the Lower Mainland and on Vancouver Island. While on a business trip to Parksville, the Plaintiff and his wife had dinner. TM wrote the names of two employees on the receipt and submitted for payment by the company. The next morning, he and his wife had breakfast and—as per employer policy—he wrote the name of another employee on the receipt and submitted for payment. The total amount for which the Plaintiff was reimbursed was $250 (“Parksville expenses”). A week later TM was having dinner with the owner and TM picked up the tab. He then submitted the bill for payment claiming the owner had agreed it was a “team-building event” and was justified as a business expense. The owner denied that she agreed it was a business expense. The owner then did a spot audit and learned of the Parksville expenses. She confronted TM and instead of admitting the fraudulent expense claims, he said could not recall any discussion of the Parksville expenses in that meeting. He also claimed that he was told by the CFO controller to put the names of the employees on the receipts “to keep it simple.” The CFO who approved expenses testified that he was unaware that the Parksville expenses were for dinner and breakfast with TM’s wife. The trial judge found that the Plaintiff’s conduct with respect to the Parksville

Signals Magazine Winter 2024

expenses constituted just cause. The Plaintiff appealed. The Court of Appeal described the trial judge’s findings as follows: [19] The judge then turned to the issues of dishonesty and just cause. He found on the evidence that [TM] submitted the Parksville restaurant receipts as business expenses when he knew they were personal in nature, and tried to deceive [the dealership] into thinking they were for a business purpose. He was also dishonest about the expenses when he was confronted…during the July 11, 2022 meeting. [20] The judge observed that [the dealership] bore the onus to establish just cause, and concluded it had done so. He noted that dishonesty does not automatically comprise just cause for dismissal, but in these circumstances where [TM] was in the most senior management position at the company, that position commanded authority, responsibility and trust, and he breached that trust. Accordingly, “his conduct was such that the defendant’s loss of faith and trust in him was justified.” The employer had relied on a pattern of conduct broader than the Parksville expenses but only proved the events regarding those expenses. The Court of Appeal held that the Parksville expense evidence was sufficient in and of itself to prove just cause. In dismissing the appeal, the court held that the trial judge did not err when he found: [65] I agree with the submissions of counsel for the defendant that the facts in Roe are analogous to those before me in this case. Although the total amount of the Parksville restaurant dinner and breakfast receipts (approximately $250) was relatively small, the misconduct went to the very root of the Plaintiff’s employment relationship with the defendant. He was in the most senior management position…[which] commanded a high level of authority, responsibility, and trust. He breached that trust by submitting false expense receipts and thereafter being untruthful about them when given an opportunity to explain…. Moreover, he failed to

Employers are wise to do their due diligence following termination with or without cause. That includes ensuring all IT information and any business records are retained, reviewed and preserved. “come clean” when he had a second opportunity to do so during [a second meeting]. His conduct was such that the defendant’s loss of faith and trust in him was justified. The Court of Appeal concluded, “The judge correctly applied the contextual analysis which was required in considering [TM’s] position and level of responsibility.” The lesson to be learned for senior employees and owners is obvious. Cheating on expense accounts and then lying about it is not the same thing as telling a little white lie. There are consequences for dishonesty regardless of the amount involved. Here, the Plaintiff’s income in the year in which his termination occurred “was between $750,000 and $1,000,000.” For the value of $250 it cost TM up to a $1-million-a-year income plus the legal fees in pursuing his claim, as well serious mental stress and significant reputational damage. Employers are wise to do their due diligence following termination with or without cause. That includes ensuring all IT information and any business records are retained, reviewed and preserved. Note to Readers: This is not legal advice. If you have any questions about a labour or employment matter or require assistance with workplace investigations, revising your employment contracts, or legal disputes, please reach out to Chris Drinovz at cdrinovz@ kswlawyers.ca or Mike Weiler at mweiler@ kswlawyers.ca.

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Is Your Personal Cyber Risk the New House Fire? Consider personal cyber insurance a necessity In our interconnected world, the digital age has brought convenience but also increased risks. Personal cyber threats are on the rise and, in the same way we protect ourselves from the possibility of a house fire, it’s crucial to safeguard against cybercrimes. Surprisingly, the likelihood of falling victim to cybercrime is seven times higher than that of experiencing a house fire, a revelation from a recent article by the Insurance Institute of Canada. To put things in perspective, consider Canada in 2022. While there were 10,819 residential fires, a staggering 77,829 individuals became victims of cybercrimes, such as ID fraud, extortion, ID theft and phishing fraud. The numbers are concerning, and they continue to grow as cybercriminals refine their tactics.

Beyond phishing emails: Contrary to popular belief, cyber threats go beyond the realm of phishing emails and text messages. Cybercriminals have evolved, now impersonating popular brands online, masquerading as tech support agents to trick individuals into granting access to their computers. They create deceptive vacation rentals, coaxing people into making deposits, and exploit leaked personal information to manipulate cellphone providers and banks.

Social media: share wisely: Heavy social media users may unwittingly expose themselves to cyber threats by sharing personal

details online. Information such as a new home address, a pet’s name, or a child’s birthday becomes fodder for scammers. With the rise of artificial intelligence (AI), cybercriminals can even use AI-generated voices to impersonate victims or family members over the phone.

Overcoming the stigma: Falling prey to a personal scam can evoke feelings of guilt and embarrassment. It’s important to remember that you’re dealing with professional criminals, and it’s not your fault. Personal cyber insurance: your digital shield: Given the escalating cases of phishing and ID fraud, the insurance industry is actively working to make personal cyber coverage more accessible. Much like we keep a fire extinguisher at home and invest in home insurance, taking steps to secure our digital lives with personal cyber insurance is becoming increasingly critical. As the cyber landscape evolves, being proactive and protected is better than risking falling victim to the growing wave of cyber threats. For practical guidance on cybersecurity, HUB International, in collaboration with the NCDA, has developed a set of guidelines for BC dealers. Reach out to the NCDA for your copy or contact Wayne LeGear at 604-269-1944, email wayne.legear@hubinternational.com, or visit hubinternational.com.

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A SPECIAL OLYMPICS BC SNAPSHOT

The Power of Special Olympics BC BC’s New Car Dealers enabled successful 2022-23 sports season BC’s New Car Dealers are among Special Olympics BC’s longest-standing champions. It’s our privilege to share stories showing the difference you make by supporting Special Olympics. You help create experiences of joy, friendship, empowerment, skill development, and health improvements for thousands of athletes with intellectual disabilities in 55 BC communities. It’s been said that the COVID-19 pandemic reminded many of us of what is genuinely important in our lives. That was deeply true for the Special Olympics BC community, as proven during the 2022-23 sports season by the joy and passion that greeted the return of more of our year-round programs and our major Special Olympics Games. When Special Olympics programs were paused due to COVID-19, thousands of athletes with intellectual disabilities across the province lost the place that makes them feel important, where they belong and where they challenge themselves to pursue personal bests. Where they earn the recognition and admiration of their community. Where they have fun while making vital improvements to their health and skills that serve them throughout their lives. From podiums to playing fields across the province, we saw throughout the season how

Alpine skiing athletes celebrating their medal victories at the 2023 SOBC Winter Games.

very much it mattered to our athletes to be back in the game. In every corner of our province, Special Olympics BC athletes rejoiced to be back in their sports. In 55 communities across the province, Special Olympics BC athletes found belonging, health and fun in their year-round sport programs. And from Kamloops to Berlin, Special Olympics BC athletes competed with pride in major games where they

Floor hockey athletes showing excellent teamwork at the 2023 SOBC Winter Games.

Signals Magazine Winter 2024

put their abilities in the spotlight, and worked with their dedicated coaches to realize their personal bests, goals and dreams. SOBC–Surrey athlete Susan Wang spoke to the Vancouver Sun this season about the difference that Special Olympics programs and volunteers have made in her life. She suffered from depression in her preteen years and faced barriers and bullying. “I felt really confused. I didn’t even know if I would graduate high school,” she said. Then her parents suggested she get involved with Special Olympics BC. Encouraged by her coaches and welcomed by the community, she says, “I not only developed my love of sports, I gained leadership skills.” Today, Susan is a university graduate, a Special Olympics World Games medallist in alpine skiing and a leader of the Special Olympics movement as a member of the SOBC Athlete Input Council, the Special Olympics Canada Board of Directors, and the Canadian Athlete Leadership Council. “Volunteers and coaches are the backbone of SOBC. They gave me hope and inspired me to succeed. My goal is to inspire others, just like they inspired me.” Special Olympics BC’s life-changing year-round programs and empowering

competitive opportunities would not be possible without the inspiring passion and dedication of our athletes, and the generous support of our vital volunteers, sponsors, donors and supporters throughout the province. We are deeply grateful to BC’s New Car Dealers for their heartfelt support, which has made a profound difference in communities across British Columbia. With Special Olympics BC’s empowering programs underway during the 2023-24 sports season, there are many rewarding volunteer opportunities available across the province. SOBC volunteers build friendships, develop skills, and experience the joy of making a difference in their communities. To learn more, go to specialolympics.bc.ca. Members of the BC automotive community can also make an impact by supporting the 2024 Auction for Athletes. To get involved, please contact Heather Maciver, SOBC vice president, fund development and communications, at hmaciver@specialolympics.bc.ca.

SOBC-Prince George athlete Malachy Stewart competing in basketball at the 2023 Special Olympics World Games in Berlin.

newcardealers.ca

SPONSORED CONTENT

DRIVING INSIGHTS

The New Landscape of Customer Reviews BY THE RESEARCH & INSIGHTS TEAM AT CARFAX CANADA Online reviews have become a compass, guiding consumers on where to spend their money wisely. This holds true, especially when it comes to the car-buying journey. A whopping 69 per cent of Canadian used-vehicle buyers said they looked at reviews as part of their research process. Normally, Google has been the go-to for reviews, with 70 per cent of buyers relying on it in 2018. However, times have changed. Our recent study reveals a significant shift, and now, only 49 per cent of used-car buyers turn to Google for reviews. The landscape has expanded, and consumers are exploring multiple sources to shape their opinions, and to look for guidance.

So where else are your customers looking? This shift opens up various avenues to attract new customers through your channels, be it YouTube, your website or social media platforms. Notably, YouTube, with its 2.7 billion active users, stands out; more consumers express their opinions through video reviews, making up 68 per cent of YouTube users, who rely on clips to make decisions about their purchases—which also includes their next vehicle.

How to get reviews We know reviews across different channels are important, but how can you get more positive reviews in the first place?

It’s as simple as asking. Seventy per cent of customers that use reviews in their search will provide a review if they’re asked. So, the next time a customer tells you they had a great experience, ask them to tell the Internet as well. Bonus: If you already run a satisfaction survey, you can ask satisfied customers to share their stories online after they take the survey.

What are customers looking for in reviews? Not all of your reviews will be 5 stars, and that’s okay because the number one thing customers are looking for in reviews is balanced content. Here’s what customers want to see, according to our research: » Balanced content; » Fresh or recent reviews; » Responses to negative reviews; and » Examples or stories of going above and beyond. The key to winning new customers is by talking to your current ones. Ask them to leave a review, whether it’s on Google, YouTube, or by posting on their personal social media account. Having a varying collection of reviews, including negative ones, allows for potential customers to see what your dealership is really like and makes it more likely for them to pay you a visit. Driving Insights takes your questions about Canadian car buyers, and turns them into answers! Get more insights at carfax.ca/insights.

TD Auto Finance is proud to be the only truly full-spectrum lender in Canada. No matter what your customer’s circumstances, our specialized sales, credit and funding teams are here to help find solutions for nearly every circumstance! Contact us today. 1-855-TDAUTO1 (1-855-832-8861)

® The TD logo and other trade-marks are the property of The Toronto-Dominion Bank.

Signals Magazine Winter 2024

SPONSORED CONTENT

Bringing You Closer to What You Love Discover the new SiriusXM app Starting off the new year right! SiriusXM recently unveiled its new SiriusXM app, embracing the stars and embodying the promise of bringing fans closer to the content they love. The new SiriusXM app offers you and your customers a more personalized, easy-to-use streaming experience at home, on the go and everywhere in between. With new key features to welcome all listeners, it brings fans closer to entertainment they love, putting personalization and discoverability at the forefront of their experience. With over 425 channels, as well as tens of thousands of hours of on-demand programming, the app allows fans to go deeper into their passions and get closer to their favourite music, artists, personalities and sports. A few highlights include: Personalization and curation: Listeners are now welcomed into four curated sections:

Music, Talk & Podcasts, Sports and For You, with a customized landing page for each listener. The more you listen, the deeper we dive! Build your library: A revamped library allows fans to save the content they love in one centralized location, with new download and offline listening capabilities. Greater content discovery: New pages dedicated to sports teams, shows, channels and artists allow listeners to go deeper into what they love most. Revamped playback: The new and improved media player allows listeners to jump to key moments while listening to their favourites. Mood-enhancing channels: Listeners can indulge in the app-exclusive channels featuring perfect music mixes, hand-selected to tailor every experience from backyard

barbeques to electric dance parties! Enhanced search: Upgraded search capabilities make it easier for users to quickly find who or what they are looking for. Improved podcast listening: Podcasts are dear to the new app, with an expanded library and new features such as key moment markers—to never miss a beat! Download or redownload the SiriusXM app and immerse yourself in the best listening experience to date—wherever and whenever! Complete your SiriusXM dealer training and score 90 days of free streaming with the app for every training module you watch. Reach out to your SiriusXM district manager with any questions. The new SiriusXM app is available in the App Store, Google Play, on Amazon Fire devices and on the web: can.siriusxm.com/player/welcome.

newcardealers.ca

WITH SPECIAL THANKS

OFFICIAL SUPPLIERS AND PARTNERS

The New Car Dealers Association of BC would like to acknowledge these fine companies for their support of the association’s activities. Premier Partners

OFFICIAL SUPPLIERS

SILVER LEVEL

CADA 360 programs are unique. Each program is designed under the guidance of a dealer committee, and participating dealers become stakeholders in the programs. “It all comes back to you” is more than a tag line: it’s a guarantee to association members. The end result is a powerful combination of industryleading business solutions for health and wellness benefits and exceptional dealer representation. CADA also supports the development of automotive leadership through its partnership with the Automotive Business School of Canada. cada.ca/web/cada/insurance/cada

First Canadian Financial Group is a national, privately chartered life insurance company that offers life and disability insurance coverage on consumer loans through automotive dealership financial service offices. Since September 1988, the First Canadian Financial Group has been marketing its insurance, mechanical breakdown protection, and protection product programs through automotive, RV, and marine dealers across Canada with tremendous success. firstcanadian.ca

Michael Mason & Co. has been manufacturing and supplying for the automotive industry since 1967. It has products for every department within your dealership. Michael Mason & Co. fabricate products at factories in British Columbia, Canada. michaelmason.ca

ADESA Vancouver’s auctions provide registered dealers, brokers, automobile manufacturers and rental agencies as well as corporate and government fleets with a complete vehicle marketing solution in British Columbia. adesa.ca/vancouver CARFAX Canada, a unit of IHS Markit, is Canada’s definitive source of automotive information, delivering vehicle history, appraisal and valuation. Drawing on billions of data records from thousands of unique sources, its products enable used vehicle buyers and sellers to make in-formed decisions. Formerly known as CARPROOF Corporation, CAR-FAX Canada is dedicated to transparency, and is trusted to provide im-partial and comprehensive information to dealerships, vehicle manufac-turers, consumers, major auctions, governments, insurance providers and police agencies. carfax.ca J.D. Power’s Power Information Network (PIN) is the largest source for retail transaction data. PIN has the broadest electronic point-of-sale data from dealerships describing the sale, the vehicle, the buyer and the deal. JD Power PIN has 16,000+ participating franchises, covering 42% of all U.S. and 25% of Canadian retail transactions. jdpower.com Kijiji Autos has over 6 million unique visitors to its platform each month, making it Canada’s most visited online automotive marketplace. Our strategy of putting the consumer first has resulted in us building a robust and purposeful destination where Canadian’s feel safe to interact. Kijiji Autos makes sure your inventory is being noticed. No matter the size of your dealership, there is a package to help unlock its full potential. kijijiautos.ca

BRONZE LEVEL SiriusXM is the country’s leading entertainment company. SiriusXM creates and offers commercial-free music, premier sports talk and live events, comedy, news and exclusive talk and entertainment. SiriusXM is available in vehicles from every major car company, smart phones and other connected devices as well as online. siriusxm.ca

The New Car Dealers Association of BC is a proud member of the Canadian Automobile Dealers Association (CADA). The CADA is the national association representing new car and truck dealers. Acting as the voice of the dealers at the national level, CADA serves as an advocate to government, industry and the public.

Signals Magazine Winter 2024

Associate members of the New Car Dealers Association of BC provide vital products and services to dealer members, allowing them to do business with greater cost effectiveness, environmental responsibility and general efficiency. Welcome to our new members! ACCOUNTING

CIBC Commercial Banking

Dealer Solutions North America

MNP LLP Accounting

Phil Lehn // 604-665-1318 // cibc.com

Rick Kingdon // 778-245-1041 // dealersolutionsna.com

Chris Schaufele // 604-542-6768 // mnp.ca

First Canadian Financial Group

National Business Brokers

AUCTION SERVICES ADESA Auctions Canada

Darren Johnson // 250-217-5955 // firstcanadian.ca

Amy Burgess // 1-800-576-9875 // nationalbusinessbrokers.com

General Bank of Canada

OFFICIAL NCDA BILL OF SALE PROVIDER

Marley Begg // 780-974-2829 // generalbank.ca

John Macdonald // 604-232-4403 // adesa.com

Michael Mason & Co.

iA Auto Finance

EBlock

Steve Batchelor // 250-384-7304 // michaelmason.ca

Denise Buott // 905-815-9510 // iaautofinance.ca

Nicole Sergio // 416-853-5626 // edealer.ca

PAYMENT PROCESSING, MERCHANT SERVICES

iA Dealer Services

AUTOMOTIVE SCHOOLS

Moneris

Vicki Yan // 604-882-8220 // iasal.ca

BCIT - School of Transportation Mubasher Faruki // 604-454-2234 // bcit.ca/transportation

Georgian College (Automotive Business School of Canada) Joe Lauzon // 705-728-1968 x1234 // georgiancollege.ca

LGM Financial

Brittney Page // 1-866-836-3375 // moneris.com

Amanda Tracey // 604-806-5300 // lgm.ca

PRINT AND DESIGN SOLUTIONS

National Bank

Harv Craven Design

Darren Kiley // 604-209-8957 // nbc.ca

Harv Craven // 604-308-2812 // harvcravendesign.com

RBC Automotive Finance Group

CO-OPS Consolidated Dealers Co-Op

Eric Jensen // 604-656-2963 // rbc.com/canada.html

PROPERTY SECURITY

Janette Tooley Andrade // 905-264-7022 // consolidateddealers.com

Scotiabank Western Dealer Finance Centre

Radius Security

Leader Auto Resources LAR Inc.

Bramin Karsanji // 604-644-1782 // scotiabank.com

Mike Baxter // 604-232-2405 // radiussecurity.ca

Bob Grewal // 778-773-1727 // larnet.com

Scotia Dealer Advantage

MDA Auto Solution

John Hiscock // 416-288-7800 // scotiabank.com/scotiadealeradvantage

RESEARCH AND SHOPPING WEBSITES

Mike Reid // 780-468-9552 // wdcoauto.com

TD Auto Finance

Shawn Vording // 866-835-8612 x2966 // carfax.ca

Richard (Rick) Bessex // 778-628-7458 // TDFS.com

DMS PLATFORMS Tekion

Kijiji Autos

ZLC Financial

CDK Global

Kristin Macintosh // 647-962-1510 // Kijiji.ca

Fab Biagini // 604-688-7208 // zlc.net

Greg Wallin // 778-838-0639 // cdkglobal.com

Trader Corporation

INSURANCE SERVICES

Reynolds and Reynolds John Caulfield // 519-319-2264 // reyrey.com

Waypoint Insurance Services

Keyloop Canada

Renee Nielly // 604-733-7383 // allwestins.com

Pascal Lafleche // 514-493-1909 // serti.com

CapriCMW Insurance Services Ltd

Randy Shepherd // 403-999-8854 // autotrader.ca

TELECOM Bell Mobility Cameron Gerrie // 289-442-3701 // Bell.ca/EPP

Mike Sanderson //(250) 869-3921 // capricmw.ca

ENTERTAINMENT SOLUTIONS

HUB International Insurance Brokers

Sirius XM Canada

Wayne LeGear // 604-269-1944 // hubinternational.com

Mario DeGrace // 403-629-2953 // sxmdealer.ca

Neal O’Donoghue // 866-603-8666 // insuranceinsight.ca

FLO

Optiom

Matthew Watkiss // 604-340-6244 // flo.com Julien Gagnon // 1-866-233-0247 // foreseeson-evse.com

BMO - Bank of Montreal Bradley Warren // 604-417-0229 // bmo.com

Canadian Black Book

Matthew Wansink // 604-408-2022 // clydeco.ca

Dwain Samuels // 416-817-8444 // canadianblackbook.com

KSW Lawyers

Consultant Auto 360 Kim Normandin // 514-394-1955 x508 // solutionsmedias360.com

Michael J. Weiler // 604-336-7423 // ksw.bc.ca

Calla Financial Services

VEHICLE ALIGNMENT SYSTEMS Dan Martin // 780-340-3456 // hunter.com

LEGAL SERVICES Clyde & Co Canada LLP

FINANCIAL SERVICES

Snap-on

Hunter Engineering

Michelle Wong // 800-613-3705 // optiombc.com

Foreseeon

TOOL SUPPLIER Ray Lavender // 416-662-9951 // snapon.com

Insurance Insight

EV CHARGING SERVICES

JD Power Robert Karwel // 416-294-2790 // jdpower.com

HEALTH BENEFITS

Connor McCardle // 1-833-935-4662

CARFAX Canada ULC

NCM Associates Inc.

Nick Calla // 604-921-4048 // callafinancial.ca

MERGERS AND ACQUISITIONS

Canadian Western Bank

Baker Tilly Dealer Acquisitions

Smart Program Inc.

Gus Masi // 403-570-3200 // cwbank.com

Peter Heasty // 416-368-7990 // bakertilly.com

Jerrod Lucas // 780-975-3412 // thesmartprogram.ca

New Car Dealers Association of BC

NCDA_BC

Kory Suppes // (913) 649-7830 // ncmassociates.com

NewCarDealersAssoc

NCDA_BC

newcardealers.ca

CADA 360 IS DESIGNED TO HELP DEALERS IN EVERY WAY. CADA 360 products not only help with real dealer needs – proceeds from these products are used to fund lobbying and advocacy for our entire industry at both the provincial and federal level. When you buy CADA 360 it’s good for all of us. CADA 360 Products include: • Employee Benefits • HR Automation • Garage Insurance • Group Home and Auto Insurance • Retirement Savings To find out more call 1-800-463-5289 or visit CADA.ca