Latest News

Upcoming NJ CAR Academy Training

Oct 20, 2016

November 11, 2016Creating & Maintaining a Harassment-Free,Culturally-Diverse Workplace

With renewed focus on sexual harassment in the workplace, it is very timely for NJ CAR to offer a Seminar focused on maintaining and fostering a harassment-free, culturally-diverse workplace. Many insurance companies require harassment training, both to avoid situations in the workplace AND to properly handle harassment complaints. This Seminar will instruct participants on what groups and/or categories of individuals are protected under federal and State laws, what types of harassment exist, who can be responsible for engaging in harassing conduct, and how to avoid risky behavior. Topics covered in this Seminar will include:

? Best practices for reporting harassment or discrimination, and how to respond to inappropriate behavior to protect your dealership and avoid costly litigation. ? An opportunity to “test” the information provided with a number of real-life hypotheticals, scenarios, true and false questions that will be reviewed as a group. ? Address issues of cultural diversity and sensitivity, which focus on workplace conduct and have a drastic effect on workplace morale and employee productivity.

The Seminar costs $199 per person (NJ CAR Dealer Members) and will be held from 9:30 AM until 12:30 PM on Friday, November 11, 2016 at the offices of Genova Burns (494 Broad Street, Newark, NJ 07102). Refreshments and all course materials are included in the registration fee.


November 15, 2016Sales Manager Workshop

This management course is designed to share techniques on working with your sales team. Topics covered will include:

?Gain a firm commitment and maximize gross profit.?Proven strategies for serving up the first pencil.?ECOA – NADA Finance Policy & Sales Compliance.?Set the stage for an effective negotiation process that results in overall higher Total Customer Yield.?Train the Trainer – effective Sales Meetings.

The Workshop costs $229 per person (NJ CAR Dealer Members) and will be held from 9:30 AM until 3:30 PM on Tuesday, November 15, 2016 at the DoubleTree Hilton (700 Hope Road, Eatontown, NJ 07724). Lunch, refreshments and all course materials are included in the registration fee.


November 17, 2016First Annual Controller & Office Manager WorkshopPresented by Sprague Operating Resources &NJ CAR Services, Inc.

NJ CAR is pleased to announce that its first annual Controller & Office Manger Workshop will be presented by Sprague Operating Resources and NJ CAR Services, Inc. Sprague and NJ CAR have teamed up to offer dealerships a successful and cost-effective energy program, and NJ CAR Services is a subsidiary of NJ CAR that offers a variety of business forms, advertising specialty items and logo wear to New Jersey dealers. The event will be held on Thursday, November 17, 2016 at the Holiday Inn, Clark, NJ (Exit 135 of the Garden State Parkway.)

Sponsors of the Workshop also include AmTrust North America and Arthur J. Gallagher & Company. Also participating at the event will be and WithumSmith+Brown, PC.

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 attendees with important information, it will also provide them with additional resources they can use in the future. Seminar topics and presenters include:

Top “10” Sales & Use Tax Questions; How to Survive a Dealership Sales Tax AuditPresenters: Patrick Cox, Esq. – Director of Legal & Regulator Affairs, NJ CAR Louis Young – Director of Client Services, WithimSmith+Brown, PC

This presentation includes a review of the 10 most frequently asked Sales & Use Tax questions, and also spotlights the areas targeted by the New Jersey Division of Taxation when auditing dealerships so you are prepared for an audit.

NJ CAR’s Zero Injury Program (ZIP)/Workers’ Comp/Timely Property & Casualty Insurance TopicsPresenters: Greg Moore, CPCU, ARM – Area Senior VP, Arthur J. Gallagher & Co. Charles Russo – Risk Manager & Safety Specialist, NJ CAR Lynn Jurena – Human Resources Director, Nielsen Automotive Group

Did you know that you really can control the cost of your dealership’s Workers’ Comp insurance premium? Hear firsthand from a dealership that has been able to reduce the number of workplace injuries to almost “0” using NJ CAR’s Zero Injury Program (ZIP). Attendees will also learn about other property and casualty topics and insurance coverages your dealership should have in place—all presented in easy to understand terms.

Hiring & Firing Bests PracticesPresenter: Dina Mastellone, Esq., Genova Burns

This presentation will discuss the “Dos and Don’ts” of hiring and firing including pre-employment testing, employment applications, social media searches, criminal background checks and the job interview process. Tips will also be provided for performance documentation, employee reprimands/termination and practical advice on how to minimize litigation risk.

Five Elements of a Compliance Management SystemPresenter: Judy Vann Karstadt, President, JV Solutions, Inc.

This presentation will address the five elements of a compliance management system including applicable federal laws, training program requirements, best practices and corrective action. There will be a discussion that addresses the policies and procedures that can be implemented in your dealership to keep you in compliance.

The Workshop costs $159 per person (NJ CAR Dealer Members). It begins at 9:30 AM. (registration and Continental breakfast at 9 AM) and concludes at 3:30 PM. The event will be held at the Holiday Inn, Clark, NJ (Exit 135 of the Garden State Parkway). Breakfast, Lunch and all handout materials are included in the registration fee. Attendees can also register for drawings for valuable prizes.


December 8-9, 2016AFIP Certified Sales Executive 2-Day Boot Camp

The AFIP Certified Sales Executive Program is a new Program draws on the CARLAW® F&I Legal Desk Book, CounselorLibrary® material, as well as AFIP online lectures and quizzes. The Program differs from the F&I-oriented material by giving added emphasis to those elements of the purchase process impacted by “desk” and sales managers.

The comprehensive rule and best-practice presentations conducted the first day of the 2-Day Boot Camp apply, regardless of the AFIP certification diploma to be issued. Sales executives attend an instructional module addressing the State and federal regulations and best-practices germane to quoting payments and other position-specific practices on the first day of training.

The State and federal law exam prep sessions conducted the second day of the 2-Day Boot Camp will include the core instructional material and the specialized sales executive material. Attendees will complete a special 150-question final exam that, in addition to the core curriculum material, addresses the position-specific information. Those who pass the exam and become certified will receive a special framed diploma.

David Robertson, long time Executive Director of the Association of Finance & Insurance Professions (AFIP), will be conducting the training for those attending the 2 Day Boot Camp on December 8-9, at NJ CAR Headquarters.

The 2-Day Boot Camp costs $399 per person (NJ CAR Dealer Members), and will be held from 9:30 AM until 3:30 PM on Thursday, December 8 and Friday, December 9 at NJ CAR Headquarters (856 River Road, Ewing, NJ 08628).

AFIP Certification (including study materials) are also required for the Boot Camp and can be purchased through NJ CAR. Lunch and refreshments are included in the registration fee. Those who register for the AFIP 2-Day Boot Camp will need to identify whether they are F&I personnel or sales/desk managers.


December 15-16, 2016(Rescheduled From November 17-18, 2016)2-Day F&I Manager Boot Camp

This 2-Day Boot Camp is structured for both seasoned F&I professional and new hires. The Boot Camp will address integrity and profitability of F&I as well as how compliance impacts F&I Sales. It will also focus on Menu Selling including: proper menu presentation, upsell of products and handling objections. Your manager will return to your dealership with result-orientated ideas to maximize F&I income for your dealership.

The Boot Camp costs $399 per person (NJ CAR Dealer Members) and will be held from 9:30 AM until 3:30 PM on Thursday, December 15 and Friday, December 16, 2016 at NJ CAR Headquarters (856 River Road, West Trenton, New Jersey 08628). A Continental breakfast, lunch, refreshments and all course materials are included in the registration fee.


Registering For NJ CAR ACADEMY Classes Is Easy

To register for any NJ CAR ACADEMY classes, please visit the NJ CAR ACADEMY page under the Education drop-down menu on the NJ CAR Website ( For your convenience, Registration Forms have also been attached to this NewsLetter.

NOTE: If the subject matter interests you, but the date and/or location are not convenient, please send a quick email to Brian Hughes, NJ CAR Director of Communications, at [email protected]. If we find there is interest in a topic in a particular part of the State, we will look at scheduling additional sessions.