Comments Off on Great Leadership is Based on a Foundation of Respect and Not Intimidation
By Phil Villegas
It may be a byproduct of getting older, or perhaps having less disposable time, which in turn may be the root cause of getting grumpier, but I am finding that I am having less patience with people who simply are not professionals or carry themselves as such. I’m particularly more frustrated by the lack of professionalism and general courtesy at the highest ranks of many dealership groups with such as their general managers, controllers and at times, even the owners.
I’ve witnessed these types of disrespectful and unprofessional individuals throughout my entire career, I always chalked this up to a “different management style” or “cultural differences” within the dealership. Over the years I never spent too much time reflecting on the individual merits of these individuals or their behavior in their stores; at least not until [...]
Comments Off on It’s parts physical inventory season – steps to take now for great results.
By Marilou Vroman, CPA, CFE
As the year comes to an end, many dealers start preparation for the annual tasks that go along with turkey with all the trimmings and holiday greetings. One of those tasks is preparing for the annual parts physical inventory. While not all dealers are required to, or even opt to, perform parts physical inventories, we strongly encourage the process since it provides an extra layer of internal control and helps validate the integrity of the inventory amounts on the dealership financial statement.
The parts physical compares the physical parts on hand on a given date to the perpetual inventory in the DMS and adjusts the quantities on hand accordingly. The resulting inventory value will also be compared to the inventory balance in the general ledger and adjusted for common differences such as outstanding [...]
Comments Off on Cooling Off – Time To Build Reserves
By Phil Villegas
After many years of the stability and brand performance parity, I sense we are going into a very interesting era for automotive dealers. While in my opinion there is a lot of fuss over “Mobility” and the virtual doom it has in store for a large percentage of the dealer network, I feel there is a more traditional and imminent threat to dealers before autonomous, subscription or ride-sharing services put a dent in the industry.
My primary concern relates to what appears to be a likely recession to come within the next few years. While there are varying schools of thought of whether a recession is likely, the reality is we currently find ourselves not too far from being in longest economic recovery in US history, close to 10 years. Despite this extended economic [...]
Buying and selling dealership’s is no small task, nor is it something to be taken lightly. With transactions that can take months to complete and involve tens to hundreds of millions of dollars, both the financial risk and reward can be overwhelming. Here are some items buyers and sellers should keep in mind as negotiations heat up.
Employee compensation plans – Have there been any recent increases in pay or management?
Payroll considerations – Most closings will not occur conveniently at the end of a pay period.
Employee Vacations – How are employee vacations and time off accrued and paid?
“Sacred Cows” – The Dealer’s daughter or son, the Service Manager’s nephew, etc. Gain an understanding of employee relationships and their roles in the dealership.
Comments Off on Future Dealership Leaders are Everywhere, it’s just a matter of letting them know
By Phil Villegas
In the mid-’90s, I drifted among a few self-indulgent jobs (valet, bartender and cabana boy) that were perfect for a young single guy who had just gotten out of the Marine Corps. After a few years of this life and someone very dear seeing some potential in me, I enrolled in St. Petersburg College and started looking for jobs that presented more career opportunities.
While at the time I would have never considered my first dealership job as a file clerk one that I could make a career out of, I now find myself nearly 25 years later feeling grateful for that initial dealership opportunity.
I was reading the Cox Automotive 2019 Dealership Staffing Study earlier this week. Aside from the retrospective thoughts that the study elicited about my career, it also helped highlight what [...]
Comments Off on Third-Party Funds Authorization Forms Help Protect Dealers
By Phil Villegas
We can all agree there is already more than enough paperwork in current vehicle deal files, with the average vehicle retail sale having between 50 and 100 documents with the deal jacket. While the last thing any of us would want to do is add another document to the deal file, there is a one document that we routinely find missing that can help protect the dealership; the Third-Party Funds Authorization Form.
It is almost a daily occurrence at many dealerships where the funds being used for a down payment or the purchase of parts and/or service come from an individual other than the person named on the deal, parts ticket or repair order. While 99% of these payments may be innocent and well-intended in nature, it’s the one’s that are remitted maliciously that can [...]
Comments Off on Dealership Embezzlement in the Headlines – Is your store next?
By Marilou Vroman, CPA, CFE
You may be aware there are ways to monitor the web for content such as “Google Alerts.” This service is an easy way to have relevant news delivered to your in-box. As a forensic accountant and a passion for dealership internal controls, one of my alerts is set up to provide articles about dealership fraud or embezzlement. It seems almost every other day I receive an article about another dealership that has been taken advantage of by an employee. After reading many of these articles, I find myself thinking, this could have completely been prevented with the simplest of internal controls.
Just yesterday I read an article about a Toyota dealership in which a General Manager perpetrated a fraud scheme where checks were diverted for personal use. According to the article, the General Manager told his dealership employees to make checks in the thousands of dollars payable to a fictitious [...]
Comments Off on Does your Dealership have a One-Way Policy with Deferring Losses?
By Phil Villegas
When was the last time your General Manager wanted to spread a large gain over a few months or to pick it up during the 13th month entries? Chances are you have never heard these words spoken and likely never will. However, most of us have encountered the situation of a General Manager or Departmental Manager wanting to spread or defer a loss over several months.
Whether the loss is a large shortage in a parts inventory, a legal settlement, an uncollectible wholesale receivable, a warranty audit chargeback, there are multiple reasons which are often presented with an attempt to justify spreading or deferring a loss. Reasons like wanting to avoid showing a large dip in profitability or to “smooth” the financials, and in some cases wanting to label the item as truly extraordinary and run it through as a 13th month item to essentially completely avoid the financial statement. In the [...]
Comments Off on Occupational Fraud Insight from the ACFE Report to Nations
By Marilou C. Vroman, CPA, CFE
The quantity of dealers who have annual financial statement audits has been decreasing over the years, and yet we still find dealers who believe their year-end review or audit of the financial statement is sufficient and designed to detect fraud in the dealership. While fraud may be detected in the review or audit process, it is not likely. Thresholds for materiality tend to limit visibility to the details, and the scope of work is focused on whether the financials are fairly presented and free of material misstatement, not whether occupational fraud exists.
As a Certified Fraud Examiner, I review the Association of Certified Fraud Examiners semi-annual “Report to the Nations” (“Report”) which shows statistics on global occupational fraud stemming from thousands of fraud cases. Some key findings disclosed in the 2018 report from 2690 occupational fraud cases are quite eye-opening:
Internal control weaknesses were responsible for over 50% [...]
I am a collector of vintage watches. For anyone who doesn’t know too much about vintage watch collecting, this might seem like a nice, innocent and stress-free pastime. For anyone who does know about vintage watch collecting, they will know that it is anything but stress-free and innocent. Vintage watch collecting is ripe with fraud, deceit, and embellishment to name just a few factors. Original, unpolished, unaltered and as true to the condition of how that watch was first produced means everything in the watch collector’s world. For vintage watch buyers who don’t have the level of expertise or resources to evaluate a watch, there is one golden rule when considering the purchase of a vintage watch: “You buy the dealer, not the watch.” In other words, you invest in an individual with the knowledge, experience and reputation necessary to qualify them to properly represent and sell that watch.