Pub. 18 2019-2020 Issue 1

N E W J E R S E Y C O A L I T I O N O F A U T O M O T I V E R E T A I L E R S I S S U E N O . 2 , 2 0 1 9 4 new jersey auto retailer PUBLISHED BY THE NEWSLINK GROUP, LLC 855.747.4003 CONTENTS MEMBERS OF THE NJ CAR BOARD OF TRUSTEES 2018-2019 NJ CAR BOARD OF TRUSTEES BY REGION Leonard R. Datello.......................................................................................................Chairman Rob Sickel............................................................................................................ Vice Chairman Judith A. Schumacher-Tilton........................................................................................Secretary Michael G. DiFeo..........................................................................................................Treasurer Vacant................................................................ Regional Vice President (Northern Region I) Eric Nielsen.......................................................Regional Vice President (Northern Region II) James Curley, III......................................................Regional Vice President (Central Region) Ronald E. Baus, Jr................................................Regional Vice President (Southern Region) Robert J. Larson ............................................................................................ Budget Chairman Michael McGuire...........................................................NJ CAR Insurance Co. Ltd. Chairman Richard A. DeSilva, Sr.............................................................NJ CAR Services, Inc. President Frank M. Pezzolla..........................................................................Truck Committee Chairman Raymond M. Burke, III..................................................................................CAR-PAC President Richard A. DeSilva, Sr................................................................ NADA Director for New Jersey James B. Appleton........................................................................................................President NORTHERN REGION I (Bergen, Essex, Hudson, Passaic, Sussex) Timothy Allocca Carmine DeMaio Michael P. DeSilva Norman Dorf (Alt.) Guy Johnson (Alt.) Paul Korzinski Jr. Brian Lam Renee P. McGuire Engle Oostdyk (Alt.) James Russomano Richard Selman Todd Van Duren NORTHERN REGION II (Hunterdon, Morris, Somerset, Union, Warren) Scott Barna (Alt.) David Ferraez David Galembo Chris Gilbert Mark Montenero Michael Salerno Andy Shapiro Thomas Stark (Alt.) William L. Strauss, III CENTRAL REGION (Middlesex, Monmouth, Ocean) Robert Ciasulli Sam F. DiFeo (Alt.) Elizabeth Giglio George Liang Melissa Longo Richard Malouf, Jr. James Reydel Shari Sandidge Steven Schmelz (Alt.) Anton Semprivivo (Alt.) Jordan Wright SOUTHERN REGION (Atlantic, Burlington, Camden, Cape May, Cumberland, Gloucester, Mercer, Salem) Allan C. Eastlack, Sr. Scott T. Harvey William Kassner Judith Krupnick John R. Lilliston Marcy Maguire (Alt.) Jim McCormick Robert D. McCormick (Alt.) Paul Muller, Jr. Tina C. Wright 6 Chairman’s Message LENNY DATELLO 7 President’s Message JAMES B. APPLETON 8 NADA Director’s Message RICHARD A. DESILVA, SR. 10 Eliminating Objections KEN CARLSON 12 NJ CAR Tackles The Skilled Technician Shortage Head-On: Launches Automotive Technician Apprenticeship Program BREANNA DATALLO-ESQUILIN 14 How Federal and New Jersey Tax Changes Affect Auto Dealers ROCHELLE KIMMINS 16 NJ CAR Zero Injury Program Produces Incredible Savings For Participating Dealers CHARLES RUSSO 20 Compliance & Sales: How To Win With The Hand You’re Dealt DOUG FUSCO 22 An Analysis of Second Quarter 2019 Auto Sales PATRICK MANZI 24 The PlugStar Program Prepares Dealers to Sell More EVs ERIC CAHILL 28 NJ CAR Recognizes Dealerships That Have Contributed To CAR-PAC and NADA PAC ©2019 New Jersey Coalition of Automotive Retailers | The newsLINK Group, LLC. All rights reserved. The New Jersey Auto Retailer is published four times each year by The newsLINK Group, LLC for the New Jersey Coalition of Automotive Retailers (NJCAR) and is the official publication for this association. The information contained in this publication is intended to provide general information for review, consideration and dealer education. The contents do not constitute legal advice and should not be relied on as such. If you need legal advice or assistance, it is strongly recommended that you contact an attorney as to your circumstances. The statements and opinions expressed in this publication are those of the individual authors and do not necessarily represent the views of the New Jersey Coalition of Automotive Retailers (NJCAR), its board of directors, or the publisher. Likewise, the appearance of advertisements within this publication does not constitute an endorsement or recommendation of any product or service advertised. NJCAR is a collective work and as such some articles are submitted by authors that are independent of the New Jersey Coalition of Automotive Retailers (NJCAR). 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