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Upcoming NJ CAR Academy Classes

May 19, 2017

May 22 & 23, 2017Don’t Miss NJ CAR’s Two-Day F&I Manager Boot Camp

NJ CAR will be hosting a two-day F&I Manager Boot Camp with Ken Carlson of Manage Rite, Inc. and Judy Vann Karstadt of JV Solutions, on May 22 and 23, 2017 at NJ CAR Headquarters (856 River Road, West Trenton, NJ 08628). The Boot Camp will run from 9:30 AM until 3:30 PM each day, and costs only $399 per person for Dealer Members.

This energetic two-day Boot Camp will bring back the basics of F&I selling. Learn how federal and State laws can help you build a relationship with your customers. This is not just a menu presentation or product up-selling seminar. You will be challenged to engage your customers with 100% disclosure and compliance sales techniques.

Topics Covered Include:

•Using the interview process to increase product sales and justify rates; •Building value versus needs selling; •Understanding the menu-compliant selling system and why it works; and •Overcoming objections to close the sale.

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June 5th & 6th In Eatontown, NJAFIP Workshop & Exam Classes

NJ CAR’s AFIP Certification Workshop and Exam, sponsored by Penske Automotive Group, provides the necessary tools and education required to achieve the designation of a Certified Professional in Financial Services (CPFS). All attendees will be trained in federal and State compliance, and will be required to pass an exam to become certified by The Association of F&I Professionals (AFIP). This certification is highly recommended by NADA and most automobile manufacturers.

MONDAY, JUNE 5, 2017

This live AFIP Prep for Exam Workshop will cover all the information needed to pass the AFIP Certification Exam. It is the “SAT Prep” for the AFIP Exam. Seminar begins at 9:30 AM and ends at 3 PM on Monday, June 5, 2017 at Audi of Eatontown (95 State Route 36, Eatontown, NJ 07724).


The AFIP Certification Exam will be proctored and will include a two-hour review session prior to the Exam. Seminar begins at 9:30 AM and ends at 3:30 PM on Tuesday, June 6, 2017 at Audi of Eatontown (95 State Route 36, Eatontown, NJ 07724).

The cost of the two seminars (both required) is $399 per person for NJ CAR dealer members, plus the cost of the AFIP study materials.

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June 8, 20171st Annual Used Vehicle Sales &Compliance Workshop Scheduled

Presented by ACV Auctions, Inc. & NJ CAR Services, Inc.

NJ CAR is pleased to announce that the first annual Used Vehicle Sales & Compliance Workshop has been scheduled for June 8, 2017, and will be presented by ACV Auctions, Inc. and NJ CAR Services, Inc. Earlier this year, the Coalition partnered with ACV Auctions to provide participating members with an Online, On Demand Live Auction Program (See 4/18/2017 Newsletter/Bulletin No. 7), which has been well-received by the membership. NJ CAR Services, an affiliate of NJ CAR, offers a variety of business forms, advertising specialty items and logo wear to New Jersey dealers.

This event will be held on Thursday, June 8, 2017, at the Holiday Inn Clark (Exit 135 of the Garden State Parkway).

The Workshop is designed for GMs, GSMs and Used Car Managers. This half-day event will provide attendees with both valuable information and additional resources to improve sales and make sure their Used Vehicle Department is compliant with: recent changes to the FTC Used Car Rule and the FTC Buyers Guide; New Jersey’s used vehicle price labeling requirements; and the State’s requirements for mandatory warranties for used vehicles; when they can be waived and when/how used vehicles can be sold “as-is.” Seminar topics and presenters include:

“USED CAR INVENTORY MANAGEMENT” – Mike Waterman, VP Sales for ACV Auctions, Inc. This presentation will review best practices from top-performing automotive groups in the United States. Learning objectives of this presentation include:

•How some of the top auto groups in the U.S. are increasing front end profit by 6 figures.•What other levers should be utilized beyond just price and velocity in your inventory economic strategy. •Effectively maximize profits by pulling purchase and trade acquisition, pricing, merchandising, aging and wholesale levers.•Discover which markets are performing well.•Use better decision making in deciding which vehicles to take in, amount of recon to invest and how to profitably retail them.•How to acquire and sell more at retail and limit wholesale exposure.

“USED VEHICLE DEPARTMENT COMPLIANCE CHECK-UP” – Patrick Cox, NJ CAR’s Director of Legal & Regulatory Affairs. This presentation will dive into the details of the federal and New Jersey regulations that govern some of the critical aspects of used vehicle sales. Specific topics to be addressed, include:•Changes in the FTC Used Car Rule & Buyers Guide.•Review of NJ law requiring price labeling of used vehicle inventory.•Required warranties; when they can be waived; and “as-is” sales.

Due to strong Sponsor support, the cost of this Workshop is only $99 per person (NJ CAR Dealer Members). It begins at 9:30 AM (registration and Continental Breakfast at 9 AM) and concludes at 12:15 PM. The event will be held at the Holiday Inn Clark (Exit 135 of the Garden State Parkway).

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June 13, 20172nd Annual Controller & Office Manager Workshop Scheduled

Presented by Sprague Operating Resources & NJ CAR Services, Inc.

Last November’s Controller & Office Manager Workshop was so well received (with attendees asking for “more”) that the Coalition is pleased to announce that the 2nd Annual Controller & Office Manager Workshop has been scheduled for Tuesday, June 13, 2017 at the Holiday Inn, Clark, NJ (Exit 135 of the Garden State Parkway). The Workshop is presented by Sprague Operating Resources and NJ CAR Services.

As members are aware, NJ CAR and Sprague offer a successful and cost-effective Energy Program for Coalition members, and NJ CAR Services is a subsidiary of NJ CAR that offers a variety of business forms and advertising specialty items and logo wear to New Jersey dealers.

Sponsors of the Workshop also include AmTrust North America, Arthur J. Gallagher & Company and Wholesale Auto Supply Company (WASCO). Also participating in the event are and WithumSmith+Brown, P.C.

Controllers and Office Managers have requested additional seminars and training in areas that impact their duties and responsibilities. This full-day Workshop will not only provide them with important information, it will provide them with additional resources they can use in the future. Seminar topics and presenters include:


Presentation will include the “old” and the “new”…the issues and questions that keep coming up over time, in addition to recent changes/developments to New Jersey’s Sales & Use Tax laws. Emphasis will be placed on issues that State auditors are currently focusing on, as well as the tax treatment of demos, loaners and courtesy vehicles, calculating New Jersey Sales Tax on motor vehicle leases, and the taxability of certain F&I products. In addition, the State’s new stance on the taxability of doc fees in connection with retail sales of motor vehicles will be reviewed. Also covered will be the Sales Tax exemptions and common Use Tax pitfalls. The presentation will also introduce the latest revised “NJ CAR Sales & Use Tax Compliance Guide.”


Dealers and managers today need more than simple bookkeeping from their Controllers and Office Managers—they need “profit accounting.” This session will help attendees become profit-focused and learn how to give managers the tools they need to increase the dealership’s profits. The presenter will also discuss metrics, breakeven analysis and how to spot “misbehaving” and abuse of internal controls. Attendees will also be given tips on how they can better organize their office to give them the time they need to become a “Profit Accountant.”


Presentation is designed to help your dealership ensure compliance with State and federal labor and employment laws by focusing on human resource management practices, policies, procedures and processes. There will also be a discussion about the importance of compliant and up-to-date Employee Handbooks to minimize/prevent costly litigation.

The Workshop costs $159 per person (NJ CAR Dealer Members). It begins at 9:30 AM (Registration and Continental Breakfast at 9AM) and concludes at 3:30 PM. The registration fee includes Breakfast, Lunch and all handout materials, and attendees can also register for drawings for valuable prizes. All registrants will also receive a $20 voucher toward the cost of NJ CAR’s revised Sales & Use Tax Compliance Guide.Based upon the attendance at the November 2016 event, NJ CAR expects this year’s Controller & Office Manager Workshop will be a sell-out. Those interested in attending should register promptly!


July 19-21, 2017 In EwingNJ CAR Motor Vehicle Title Clerk Training

Individuals who successfully complete the NJ CAR Motor Vehicle Title Clerk Certification Program will have a working knowledge of New Jersey Motor Vehicle documents and procedures. Although the course has been designed for New Jersey Title Clerks, the Program is extremely valuable to Office Managers, Controllers, and anyone else who provides support to the Title Clerk position. The course curriculum is based on NJ CAR’s Motor Vehicle Training & Reference Manual.

Individuals who attend the entire Program and complete testing receive NJ CAR’s Certification.

Topics covered include:

?New Jersey Identification Information;?General Title Procedures; ?Lien Information and Select Title Transactions; ?Corrections and Centrally-Processed Transactions; ?Power of Attorney Forms; ?Odometer Disclosure; ?Registrations; ?Special Plates; ?Dealer Temporary Tags; ?Preparation of Documents; ?New Jersey Sales & Use Tax and; ?Business License Services and New Jersey Motor Vehicle Fees.

The Motor Vehicle Title Clerk Certification Program will be held each day from 8:30 AM until 4 PM (breakfast, lunch and refreshments will be provided). The course will be held July 19-21 at NJ CAR Headquarters (856 River Road, Ewing, NJ 08638). The three-day Program costs only $449 per person and includes all required materials (including a copy of the most recent NJ CAR Motor Vehicle Training & Reference Manual).

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To register for any NJ CAR ACADEMY training, please visit the NJ CAR ACADEMY page under the Education drop-down menu on the NJ CAR Website ( For your convenience, Registration Forms for all advertised classes have also been attached to this NewsLetter. If you have any questions, please contact NJ CAR Director of Communications, Brian Hughes, (609.883.5056, Ext. 315; [email protected]).