Claims Administrators’ Latest (and Greatest) Challenge

Claims administrators face a variety of challenges, including new and evolving regulations, staffing needs and catastrophic events. But at the moment, our greatest challenge may be keeping abreast of rapidly evolving expectations.

Technology plays a pivotal role. A successful administrator must be keenly aware of what our agents, dealers and customers want and need and how to provide solutions that solve their problems.

Those at the forefront of claims administration have transitioned to app-based or mobile-friendly platforms to account for advances in technology and have created a model more akin to a self-service portal. Such platforms allow dealership personnel and customers to access information and file claims beyond typical service hours.

But consumers are increasingly demanding a phone-based experience — and not to make calls. They want to communicate and transact via text. Savvy claims administrators must embrace these challenges, embark on digital transformation initiatives and accommodate changing needs to stay one step ahead.

Originally posted by Portfolio https://www.linkedin.com/pulse/claims-administrators-latest-greatest-challenge%3FtrackingId=BjI%252BQUUhyCK%252FnpZgttAsAw%253D%253D/?trackingId=BjI%2BQUUhyCK%2FnpZgttAsAw%3D%3D

September Newsletter

Labor Day can be a bittersweet time of the year; kiddos going back to school, long summer nights quickly disappearing, and end of the summer selling season can be tough to deal with. Conversely, we are on the doorstep of football season, the Ryder Cup, and for many people, fall weather and leaves changing is their favorite season.
 
Labor Day unofficially bookends the Summer and to some extent, draws most Summer activities to a close. As this Labor Day comes and goes, it certainly brings to mind the current strife the automotive industry and its primary labor force is facing. We are all hoping for a best possible outcome so the wheels (pun intended) of industry can keep churning.
 
Speaking of labor, if you are like most dealers, you have increased your labor rate several times in the last couple years, as well as having your parts cost increase by well over 20% (see article below). For most dealers, their reinsurance representation is not helping them navigate these changes to maintain the desired level of profitability. We have seen dealers, especially with vertically integrated companies, and OEM’s take big hits to their profitability because they are not working for the dealer.
 
Reinsurance is a huge wealth building opportunity, and unfortunately most of the industry is not well versed in how to manage all facets of what goes into a successful, and profitable reinsurance company. Dealers may go months, or even years without seeing a statement, and when they get it, there is a good chance they don’t know everything that goes into it (which by the way is not their fault), that is what they hire a product provider to do.
 
For those reasons, and many more, we are hosting our 2nd Annual Reinsurance Lunch and Learn with Jeremy Elsberry from GPW&A, the leading provider of reinsurance accounting and management for dealers. Please be sure to click the link below to register for the incredibly valuable session.
 
Some shareworthy news items…
 
Soaring Auto Repair Costs Prices Take Significant Jump In A Year
Motor Vehicle Thefts are Up 34% Over Same Period Last Year
Union Alleges GM, Stellantis Not Bargaining in Good Faith 
BMW, Mercedes launch biggest EV push yet to catch Tesla with new models
Voluntary Protection Product Policy Information

Events we will be attending:
 
Live2Lead – https://www.eventbrite.com/e/live2lead-cleveland-tickets-630417905927
RVDA – http://www.rvda.org/convention
F&I Product Conference – http://www.fandi-conference.com
 
Good luck and Good Selling!
Sincerely, 
Bob and Ryan

Full Newsletter

New-Vehicle Incentives Make a Comeback in July

J.D. Power reports incentives rose to 3.9% of the vehicle’s sticker price in July.

New-vehicle incentives have made a comeback, with a noticeable spike in July.

According to J.D. Power data, incentives rose to 3.9% of the vehicle’s sticker price, up from 2% in July 2022.

Automakers offered incentives of about $2,151 per vehicle, up from $1,174 in July 2022, according to Motor Intelligence data. J.D. Power put incentives at $1,830 per vehicle in July, a significant year-over-year increase from $908.

J.D. Power analysts note that the increase in incentives is driven by:

  • Electric vehicle offers
  • Luxury car lease deals
  • Growing inventory levels

The higher days’ supply of EVs compared to combustion vehicles has increased the industry’s spending on incentives. In fact, EV incentives average $3,986, Tyson Jominy, vice president of data and analytics at J.D. Power, told Automotive News.

J.D. Power and Motor Intelligence data also noted that the return of leasing, which decreased significantly when vehicles were in short supply, also boosted incentive spending, particularly in the luxury segment. Overall lease spending increased to more than $6,000 per vehicle from $3,500 in July 2022, according to Jominy. For premium brands, lease spending reached $8,815 in July.

Greater inventories also drive the incentives increase as automakers strive to move more cars. As of August, GlobalData reported inventories of light-duty vehicles totaled 1.9 million, up 14% year-over-year. Although days’ supply of vehicles remains low at 36 days, it has increased from 28 days in 2022.

Originally published by Auto Dealer Today. https://www.autodealertodaymagazine.com/371600/new-vehicle-incentives-make-a-comeback-in-july?utm_source=newsletter&utm_medium=email&utm_campaign=20230807_1690:64d13f60fe84667ba809eed3:ot_NL-ADT-Enews-Monday-20230807&omid=1141009562&cid=6351a3105ab698cb750194d1

August Newsletter

It is hard to believe that summer is heading into its final weeks! It feels like yesterday when we announced our Summer Tune-Up Series for F&I, Sales, and Fixed Ops Training Classes in conjunction with The Greater Cleveland Auto Dealers Association and the Great Lakes RV Association.

To date we have hosted eight classes which all received incredibly high praise from the attendees and have even heard of some record setting performances taking place upon returning to their stores. We are looking forward to hosting more classes for the dealer community, and going more in depth on our sales and training philosophies. Make sure you follow our LinkedIn page to see updates and testimonials from attendees.

Now that we have surpassed the halfway point of the year and all signs are pointing to a strong finish to the year (2023 U.S. Light Vehicle Forecast raised to 15.4 million from 15.1 million) we want to make sure dealers can take advantage of every opportunity presented to them. Whether it’s reviewing your digital marketing strategy and comparing it to the awesome power of Client Command or looking to establish a Why Buy Here to compete in your market, or if you are looking to maximize your in-store F&I results and reinsurance performance, we at ADS are ready to help you and your teams get to the next level! Reach out to us at [email protected] to learn more about how we are helping dealers exceed their goals.

Some shareworthy news items…

Ford loses billions on EV’s, shifts focus to hybrids

Car repair costs are up almost 20% over the past year. Here are 6 reasons why

Proposed IRS Rules on Microcaptives Defy Precedent and Logic

Used car prices expected to stabilize following major decline in June

New Car Market: Prices Are About To Plummet Due to Oversupply

RV industry steers through post-pandemic US slump Events we will be attending:

Live2Lead – https://www.eventbrite.com/e/live2lead-cleveland-tickets-630417905927
RVDA – http://www.rvda.org/convention
F&I Product Conference – http://www.fandi-conference.com

Sincerely, 
Bob and Ryan

Full Newsletter

July Newsletter

And poof, there goes the first half of the year! Not sure about anyone else, but we are amazed at how fast the calendar continues to turn.

There are so many different metrics to track in our industry (check out the comprehensive report from Colonnade Advisors below), both on the micro and macro levels, and certainly no shortage of prognosticators willing to opine on a wide variety of items.

In the last 3-years, we have heard about a ‘digital transformation’, industry ‘electrification’, and the thought of ‘brick and mortar’ dealerships going by the wayside. Having read countless blogs, watched numerous videos, and participated in several conversations about these topics, we can assure you of two things; our industry is evolving, and the more things change, the more they stay the same.

Yes, our industry is evolving, what industries aren’t? At the end of the day the retail transaction so many of us are fortunate to participate in remains largely unchanged. Sure, there is a digital component to it these days. ‘Fresh ups’ on the lot don’t happen as often as they once did, but the process of qualifying, selecting, demonstrating, negotiating, and delivering are largely still intact, and that makes us happy.

At ADS we have a saying, ‘the process is the shortcut’. Over the last several years, many in retail have forgotten to follow the process while presenting and selling a vehicle, offering protection products in the business office, or recommending maintenance in the service drive.

In collaboration with the Greater Cleveland Auto Dealers Association, we are putting on a Summer Tune-Up Series for F&I, Sales, and Service. A ‘back to the basics’ if you will. We hope to see many of you, as you look to sharpen your skills, as we head into prime selling season. Registration for the classes are below.

Some shareworthy news items…

Colonnade Auto Dealerships Industry Report Spring 2023

ERC Tops The IRS’ Dirty Dozen List

New Vehicle Sales up 11% YoY

Events we will be attending:

Live2Lead – https://www.eventbrite.com/e/live2lead-cleveland-tickets-630417905927
RVDA – http://www.rvda.org/convention
F&I Product Conference – http://www.fandi-conference.com

Hope You All Had A Happy Independence Day

Sincerely, 
Bob and Ryan

Full Newsletter

F&I Training Tune Up

With demand outpacing supply, many sales professionals acted as clerks. In an ever-changing market, this is a perfect time to focus on the basics and Fully commit to treating our craft as an art. The Summer Tune Up Series will consist of three one-day classes focused on getting back to the basics of sales, F&I, and service.

Finance and Insurance (F&I):” Frustration and Indigestion” or “Fun and Income”
Understanding the role of a Finance Manager, today’s customer, and having a non-confrontational process will provide a better performance in the Finance Department. This course will provide immediate measurable results using the tips, techniques, and processes taught. Taking the “Frustration and Indigestion” out of F&I and turning it into ” Fun and Income”.

Learn from a 30-year industry veteran who has trained thousands of high performers. Our Director of Training and Development Eddie Rains will be facilitating the course in our Corporate Training Center in Richfield, OH. This course will be free to GCADA and ADS members/clients.

Follow the link to sign up! https://advanceddealersolutions.com/about-us/class-registration/

June Newsletter

We hope everyone had a tremendous Memorial Day weekend and was able to take some time to thank a soldier or veteran for their sacrifice to this great country!

Now that we have cruised past the ‘Unofficial Start to Summer’, we are nearing, or already in the prime selling season. This is the time of year in our industries when we should be at our best. Websites are being clicked, texts inquiries are being sent, and deals are getting closed. Based upon some recent data (see article below), we should see a fairly strong summer selling season; let’s make sure we are in a position to make the most of our opportunities.

As we travel across the country working with dealers, we have been hearing a common theme; ‘business was great the last couple years, but it seems like we got lazy.’ This has been in reference to lackadaisical sales processes, poor F&I presentations, and a clerk mentality in the service drive. In order to assist dealers with helping their teams ‘get back to the basics’, we teamed up with the Greater Cleveland Auto Dealers Association to provide a Summer Tune Up Series. These one-day sessions will cover the basics of F&I, sales and service. There is no charge if you are a GCADA member, or an ADS customer. Please click the link below to register for these value packed sessions.  

Here’s to making hay while the sun is shining!

Some shareworthy news items…

High Demand Creates High Sales Volume

Ditching the EV???

$5.5 Billion Invested to Handle EV Sales and Service

Good luck and Good Selling!

Sincerely, 
Bob and Ryan

Link to our full newsletter

May Newsletter

April showers bring May Flowers, and for us at ADS, some exciting growth news!

ADS is excited to share the news of our first agency acquisition, Sharp Consulting, LLC.  We were introduced to the agency principal, Tony Federico a few months ago and quickly found out our goal of growth through acquisition and his desire to focus on projects outside of the agent space were a great match. Sharp Consulting provides F&I products, as well as Training & Development to dealers in the Midwest. As part of the acquisition, ADS is picking up a fantastic associate, Carlos Sanford. Carlos will join the ADS team and continue to service dealerships as well as add new dealer relationships.

We are equally as excited to announce the addition of Bruce Osborne to the ADS team! Bruce has a tremendous background in our industry and understands how to navigate some of the looming challenges we face. With the addition of Bruce to our team, we know our associates and dealers will continue to get great support and leadership as we continue to grow. Whether you’re are a current dealer partner, vendor, or future client, you will most likely meet Bruce along the way, and we are sure you will be as impressed with him as we are.

These are both significant to ADS and will equally contribute to accomplishing our long-term vision of continued growth by exceeding dealer’s goals and objectives.

Stay tuned for more exciting news in our next newsletter…

In case you missed it, NADA releases their 2022 Full Year Data Report. There is some great information on this publicly available report. Whether you are a dealer or service provider, this is something that is worthy of a review. Link to report

Events ADS will be attending:

Agent Summit – https://www.agentsummit.com/

May the 4th Be With You…

Full Newsletter: https://mailchi.mp/advdealer.com/may-newsletter-c153xtxox1

ADS Welcomes Bruce Osborne

Advanced Dealer Solutions is proud to welcome Bruce Osborne as General Manager.

Bruce has three decades of experience serving the F&I industry in a variety of roles since making his start in automotive retail.

“Bruce’s roles as Chief Revenue Officer and National Sales Manager at the product administration level make him an ideal fit to help take the ADS team to the next level.”– says Bob Mancuso – President of Advanced Dealer Solutions.

“Advanced Dealer Solutions has a well-earned reputation for overall dealership development. I am excited to be joining such a professional organization. Working together we will help our dealers achieve new heights.” – Bruce Osborne

“We are excited to have Bruce and his vast industry knowledge available to our team. I am confident he will add immediate value to our dealers and associates.” – says Ryan Nelson – EVP of Advanced Dealer Solutions.

Bruce will be based in Springfield, OH and will be focused on current and future dealer relationships alongside the team of ADS F&I training representatives.

Advanced Dealer Solutions is a full service, dealer development agency focused on automotive, RV, and powersports dealers across the United States. Please contact 844-320-3722 or [email protected] for any inquiries.

IRS has issued confusing guidelines on Captive Insurance; some taxpayers now in limbo

When members of Congress travel to Oklahoma this week, we hope they hear one message loud and clear: The IRS needs to stop targeting honest small-business owners and farmers who use the 831(b) tax code, also known as Captive Insurance.

Small businesses around the country successfully protect themselves through this tax code, helping them through events and financial losses that traditional insurance does not cover. But now, those small businesses are being forced to hire lawyers to defend themselves from the IRS, which has unfairly singled them out.

This issue directly affects the Modoc Nation, where some providers of 831(b) captives are domiciled. Fees paid to those plans help benefit the Modoc Nation’s wide range of social assistance for our members, such as child care assistance, scholarships for higher education, and improved housing. With our commitment to conservation, we’ve also reintroduced a herd of 200 bison to the Modoc range.

We’re proud to help facilitate 831(b) captives and know organizations need to mitigate unforeseen risks. This was no more apparent than during the COVID-19 pandemic when organizations faced unprecedented financial challenges.

Unfortunately for many, traditional insurance plans did not cover the wide range of business disruptions and expenses the pandemic brought.

This is where the 831(b) tax code comes in. Congress showed foresight nearly four decades ago when it created 831(b), a special section of the tax code that allows individuals and small businesses to set aside tax-deferred funds for unforeseen or catastrophic events.

This tax code can provide risk coverage not normally available in the traditional insurance market. For instance, an 831(b) captive can help when unpredictable events hit — such as the avian flu, which recently devastated the poultry and egg industries, or prolonged downturns in the oil and gas markets.

Similar to 401K individual retirement accounts, an 831(b) captive allows business owners to put aside pre-tax dollars that can be used to cover unforeseen business disruptions in the future.

This form of self-insurance enables small- to mid-sized businesses to sustain cash flow, generate investment income, and alleviate the burden from losses. During the COVID-19 pandemic, 831(b) captives helped small businesses navigate widespread business and supply chain interruptions.

Unfortunately, the IRS has recently taken a different view of 831(b) captives. This has been especially true since 2016 when the agency began a systematic campaign of audits relating to the 831(b) tax code.

Since then, the IRS issued confusing guidance on how 831(b) is treated for tax purposes, leaving some honest taxpayers in limbo or facing unreasonable audits and penalties. Alternatively, many small businesses are afraid to participate and use this great risk mitigation tool because of the IRS’s confusion on guidance.

Aside from its wide-ranging audit program, the IRS also imposed burdensome new reporting requirements.

The IRS has not been fair to small businesses with 831(b) captives and has made it impossible for us to follow the rules when they won’t even explain the rules they’re expected to follow.

We hope the committee will urge the IRS to end its un-American campaign against small businesses and farmers.

Original posting by The Oklahoman. https://www.oklahoman.com/story/opinion/columns/2023/03/06/guest-irss-guidelines-on-captive-insurance-leave-some-in-limbo/69971204007/