Pub. 19 2020-2021 Issue 2

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 2 | 2 0 2 0 4 new jersey auto retailer PUBLISHED BY THE NEWSLINK GROUP, LLC 855.747.4003 CONTENTS MEMBERS OF THE NJ CAR BOARD OF TRUSTEES 2019-2020 NJ CAR BOARD OF TRUSTEES BY REGION Robert Sickel................................................................................................................Chairman Judith A. Schumacher-Tilton......................................................................... Vice Chairwoman Michael F. DiFeo...........................................................................................................Secretary James Curley, III............................................................................................................Treasurer Michael P. DeSilva............................................ Regional Vice President (Northern Region I) Eric Nielsen.......................................................Regional Vice President (Northern Region II) Richard Malouf, Jr...................................................Regional Vice President (Central Region) Ronald E. Baus, Jr................................................Regional Vice President (Southern Region) Leonard R. Datello......................................................................................... Budget Chairman Michael McGuire...........................................................NJ CAR Insurance Co. Ltd. Chairman Richard A. DeSilva, Sr.............................................................NJ CAR Services, Inc. President NADA Director for New Jersey Frank M. Pezzolla..........................................................................Truck Committee Chairman Raymond M. Burke, III..................................................................................CAR-PAC President James B. Appleton........................................................................................................President NORTHERN REGION I (Bergen, Essex, Hudson, Passaic, Sussex) Timothy Allocca Steve Barna John Fette Tom Hlavenka (Alt.) Guy Johnson Brian Lam Renee P. McGuire James Russomano Richard Selman (Alt) Peter A. Spina, Sr. Todd Van Duren NORTHERN REGION II (Hunterdon, Morris, Somerset, Union, Warren) Scott Barna (Alt.) David Ferraez John Johnson Trent Miller (Alt.) Mark Montenero Andy Shapiro Thomas Stark (Alt.) William L. Strauss, III CENTRAL REGION (Middlesex, Monmouth, Ocean) Robert Ciasulli Elizabeth Giglio Adam Kraushaar George Liang Melissa Longo Shari Sandidge Steven Schmelz Anton Semprivivo Jordan Wright SOUTHERN REGION (Atlantic, Burlington, Camden, Cape May, Cumberland, Gloucester, Mercer, Salem) Jason Elkins Scott T. Harvey Steven Kindle Judith Krupnick Peter Lanzavecchia Marcy Maguire Jim McCormick Robert D. McCormick Paul Muller, Jr. ©2020 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 NJ CAR, 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. The New Jersey Auto Retailer is a collective work, and as such, some articles are submitted by authors who are independent of NJ CAR. While NJ CAR encourages a first-print policy, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at 855.747.4003. 6 Chairman’s Message ROBERT SICKEL 8 President’s Message JAMES B. APPLETON 10 NADA Director’s Message RICHARD A. DESILVA, SR. 12 In Uncertain Times, You Have More Control Than You Realize DANIEL BURRUS 18 Cash Flow Optimization in a Post Covid-19 World CHRISTINE ANDREWS 20 5 Ways Mobility Will Look Different in a Post Coronavirus World JOE GEORGE 22 Why Prioritizing Vehicle Safety, Hygiene and Protection Matters DR. RIKIN PATEL 24 Accelerating Digital Sales GABE GARRONI 26 A Look at COVID’s Impact on the New Vehicle Market Going Forward JEFF FOLTZ 28 Maintaining the Basics: Preventing Complacency as We Head Into Flu Season CHARLES RUSSO 32 Q&A With Ian Grace of automotiveMastermind