Bass Sox Mercer Report
Transcription
Bass Sox Mercer Report
volume 15 | 1st quarter 2011 The BSM Inside Report Leveling the playing field between motor vehicle dealers and manufacturers for over 20 years. Welcome a newsletter for motor vehicle dealers and associations News Briefs Dealer Associations Continue to be Active in Passing New Franchise Law Protections For more, see page 2 BSM Closes Eight Year Fight With Nissan North America, Infiniti Division For more, see page 3 Compliance New Model Privacy Notice Requirements–It’s Not Too Late To Act! For more, see page 3 Technology Legal Marketing Issues for Today’s Modern Dealership Welcome to the fifteenth edition of the BSM Newsletter. We intend for our newsletter to be published quarterly for use by motor vehicle dealers, dealer associations and their advisors in keeping abreast of challenges facing dealers across the United States. In this edition, we are pleased to introduce two members of our “of counsel” team, Michael (Mike) Frazier and Mark Ishman. Mark W. Ishman has over ten years of experience in providing advice and counsel in the protection and management of online reputations, and the development, protection and exploitation of intellectual property. Throughout his legal career, Mark has been involved in business evaluations, corporate structuring and financing, online commercial and sales transactions, as well as intellectual property prosecution and litigation matters. Michael Lee Frazier (Mike) brings to BSM nearly 30 years of corporate and private practice experience. His general areas of practice have included corporate transactional work, commercial and residential real estate, criminal trials and defense as well as general civil litigation. He has also been a NC DRC Certified Mediator. For more, see page 4 Franchise Litigation Battle for Mahindra Distribution Rights Continues For more, see page 6 Get Smart? For more, see page 7 F&I Corner Back End on the Front End For more, see page 7 News Briefs BSM Favorably Settles Dealer’s Claim for Termination Rental Assistance BSM partner, Richard Sox, has recently settled a claim brought by a dealer client seeking payment of rental assistance resulting from the termination of the dealer’s franchise. Under our client’s state franchise law, the manufacturer was to pay the equivalent of 12 month’s rent to the dealer in the case of a termination of the franchise. Expecting its manufacturer to honor the various termination benefit requirements under the law, the dealer chose not to protest the termination of their franchise for various business reasons. After the deadline to protest the termination had passed, the manufacturer informed the dealer that it would not pay the requested rental assistance in that the reason for termination was one CONTACT US: 2822 Remington Green Circle Tallahassee, Florida 32308 Tel 850.878.6404 | Fax 850.942.4869 Richard N. Sox, Jr. [email protected] 9104 Falls of Neuse Road, Suite 200 Raleigh, North Carolina 27615 Tel 919.847.8632 | Fax 919.847.8633 Shawn D. Mercer [email protected] included in the list of exceptions under the franchise law alleviating the manufacturer’s obligation to pay rental assistance. BSM filed a protest arguing that the manufacturer was restricted to the express reasons stated in the termination notice and could not later argue that it intended one of the reasons which relieved it of its obligation to pay rental assistance. After several months of prehearing deliberations and discovery, the case was settled favorably for our dealer client just days before the scheduled final hearing. The BSM Report | 1st Quarter 2011 | 1 News Briefs Dealer Associations Continue to be Active in Passing New Franchise Law Protections BSM has again this year been retained by a number of Dealer Associations to assist with implementing new franchise law protections for motor vehicle dealers. BSM is assisting dealers in Colorado, Florida, Hawaii, New York and North Carolina to negotiate and pass into law new franchise protections. The new franchise provisions include the following: •C larification that franchise laws apply to dealer agreements entered into prior to effective date of new franchise provision; •R estriction on forcing dealers to upgrade dealership facilities that have been significantly upgraded within past several years; • Additional clarification on formula and procedure to be used by dealers and manufacturers in paying retail reimbursement for warranty work; • Right of dealers to protest modification of dealer agreement including change in area of responsibility; and • Enhanced notice and protest protections in the case of a proposed termination of the franchise by the manufacturer. As manufacturers begin to recover from the economic downturn of the last couple of years, they have wasted little time in creating new, coercive incentive and facility programs as well as increasing the pressure on dealers to sell more cars no matter the profit margin or inventory availability. Dealer Associations across the country are working hard to protect against the manufacturers’ latest threats to dealers’ investment in their franchise. It is more critical than ever that dealers support their Associations with their time and financial resources. Dealers must be actively involved in communicating with their state legislators if they are to overcome the lobbyists hired by the manufacturers. n Bass Sox Mercer Dealership Seminar Opportunities contact us today to schedule or modify one of these seminars for your organization Dealership Mergers & Acquisitions/ Succession Issues___ Dealership Mergers and Acquisitions/Succession Duration: 1.5 to 2.5 hours Content: Discussion of issues surrounding Letters of Intent, Asset & Stock Purchase Agreements, manufacturer franchise application process, and proper succession planning. A Walk Through the Manufacturer Franchise Application Process Duration: 1 hour Content:Detailed, step-by-step, walk through of the manufacturer application process involved in buying and selling a dealership. Includes examples of various manufacturer applications and the particular items certain manufacturers look for. Franchise Law Issues________________ Major Topic Review Duration: 2 to 3 hours Content:Review major issues impacting franchises including points of sale, terminations, ownership transfers, management changes, incentive programs, audits, dealership succession, mergers and acquisitions. The BSM Report | 1st Quarter 2011 | 2 Franchise by Franchise Review Duration: 1 to 2 hours Content:Covers latest franchise trends as well as issues covered in MAJOR TOPICS REVIEW as they apply to particular line makes. Audience:Most commonly presented to 20 Group meetings. Legislative Review Duration: 1 to 2 hours Content: Reviews a specific State’s motor vehicle franchise law provisions. Covers both the important provisions which should be taken advantage of by the motor vehicle dealers within the State as well as areas in which the franchise laws could be updated. Audience:Motor Vehicle Dealer Association directors and board members. State of the Industry Duration: 1.5 to 2.5 hours Content:Covers the latest trends in the industry – topic by topic. Focuses on the latest trends in sales incentive programs, facility/image programs and dealer body consolidation programs, etc. Includes recommendations to avoid participation in unreasonable programs and protect the dealer’s investment in the franchise. Finance and Insurance Issues_ _____ Intro to Key F&I Concepts Duration: 1 to 2 hours Content:Overview of current industry developments and legal compliance requirements facing dealership F&I departments. Question and answer is an integral part of this presentation. Continuing Education for F&I (Intermediate/Advanced Level) Duration: 2 to 3 hours Content:Overview of key elements of dealership forms as well as a detailed discussion of state and federal laws covering F&I dealership operations. Includes suggestions on improving F&I performance while reducing liability. comprehensive on-site F&I review Duration: 7 to 8 hours Content:On-site comprehensive review of dealership policies and procedures. Sampling review of dealership deal files. Update forms and training for management and staff. Conduct exit meeting with Dealer/Principal to discuss results of review. News Briefs BSM Closes Eight Year Fight With Nissan North America, Infiniti Division An eight year saga between Nissan North America’s Infiniti Greenwich market. Eighteen months later, Infiniti placed Division and a Fairfield County Connecticut dealer has come a new dealership in Greenwich, with a candidate preselected to a close. Eight years after purchasing an Infiniti dealership, in 2002, and took away customers Devan purchased from six years after filing a lawsuit and three years after a jury New Country. The new Greenwich dealership substantially found that Infiniti committed an unfair trade practice, Devan impacted Devan’s sales performance and profits. Faced Infiniti has settled with Nissan and foreclosed an appeal. with the loss of a significant portion of the benefit of the purchase of the dealership, Devan sued Infiniti. In 2002 Devan Motors of Fairfield bought the Greenwich Infiniti Franchise and, with Infiniti’s approval, moved The lawsuit initially sought damages for the misrepresentations the dealership to Fairfield. Infiniti told Devan that Devan and deceit under the Connecticut Unfair Trade Practice Act replaced the Greenwich dealership, that the Greenwich and an injunction under the Connecticut Franchise Act. In dealership was no more, it was closed, and that as Devan 2005, in an effort to resolve the matter, Devan proposed to was moving the Greenwich dealership to Fairfield, Devan relocate from Fairfield to Wilton. Infiniti declined to approve was responsible for Southern Fairfield county, except the move and Devan revised the claims in the lawsuit. for the town of Greenwich itself, which they temporarily assigned to the nearby White Plains Infiniti dealer. Infiniti Two years ago Bass Sox & Mercer’s Robert Byerts led a also told the Connecticut DMV that Devan replaced the team during a two week trial that substantiated Devan’s Greenwich dealership. Infiniti misrepresented to Devan that Unfair Trade Practice Act claim against Infiniti and provided Greenwich would not be maintained for a future dealer. almost $1 million in damages, attorneys fees and costs. Although Infiniti appealed the verdict, the parties thereafter Even as Infiniti was evaluating Devan’s relocation request, reached a settlement to put the matter to rest. Infiniti’s people were out soliciting a new dealer for the Compliance New Model Privacy Requirements - It’s Not too Late to Act! By Shawn D. Mercer, Esq. All dealerships were required to create and begin using new privacy notices in order to enjoy a safe harbor and to meet the form requirements set out by federal law. You should have begun using a new privacy notice on January 1. It is imperative that your dealership immediately begins using the new privacy notice if it has not already done so. The Federal Trade Commission and Federal Reserve Board regulations set forth very specific page layout, content, format, style, pagination and shading requirements. Each notice must be customized to the information collection and sharing practices of an individual dealership. The new form, which is now two pages long, is intended to replace the generic privacy notice your dealership has likely been using for a number of years. BSM has prepared new privacy notices for a large number of dealerships and is available to prepare your notice(s) for only $150 per rooftop. You will receive the notice in electronic format. Send an email to [email protected] if you wish to complete a Privacy Notice Information Sheet and have BSM prepare your privacy notice. The BSM Report | 1st Quarter 2011 | 3 Technology Legal Marketing Issues for Today’s Modern Dealership It is safe to say that most, if not all, vehicle buyers utilize the Internet during their shopping process. This includes locating dealerships, their vehicle inventory and customer reviews on the Internet after watching, hearing or viewing dealerships’ targeted advertisements. In targeting vehicle buyers, today’s modern dealerships have invested heavily in their individual websites and virtual billboard advertisements such as pay-per-click and banner advertisements. Today’s dealerships have also used Internet-based communications such as e-mails, instant messaging and Tweets™ to advertise their vehicles and services, and have paid particular attention to the way Internet users locate the vehicles in which they are interested. With today’s new marketing opportunities come new risks as the changing law adapts to the evolving use of technology for commercial transactions. This article is intended as an overview of the many legal marketing issues the Internet raises for the modern dealerships, and identifies new areas of law where Bass Sox Mercer can provide advice and counseling. Advertisement in the New and Evolving Media As a modern dealership, you are spending hundreds of thousands of dollars in your print, radio, television and online advertisements. Additionally, your investment in advertising naturally has developed your “branded” identity. As a result, all forms of your advertisements, website content and brands are your intellectual property, and they can be protected by obtaining federal copyright and trademark registrations. Not only do such Intellectual Property registrations add value to your dealership’s net worth, but they also can prevent, or quickly resolve, unfair and deceptive practices by a competing dealership that utilizes your copyrighted ad content or trademarks to compete against you. If you are spending hundreds of thousands of dollars in television, radio, Internet or print advertisements, Bass Sox Mercer can assist you in securing your intellectual property rights in order to add value to your dealership’s net worth and deter your competitors from unlawfully using it to compete against you. The BSM Report | 1st Quarter 2011 | 4 By Mark Ishman Keyword Advertisements As a modern dealership, you are also targeting your vehicle buyers by using the same search engines those buyers use to find information about their desired vehicles and your dealership on the Internet. Internet search engines, such as Google®, bing™ and Yahoo!®, assist vehicle buyers in locating specific websites that have information about their desired vehicles and dealerships by displaying a list of sites that contain search terms or “keywords” entered by the vehicle buyer. The order in which the listed websites appear takes on particular importance in light of the view that only the top few sites on the first page of the search results will be visited by a vehicle buyer. As a result, today’s modern dealerships are utilizing online search marketing techniques that focus on increasing the likelihood that their specific websites will appear near the top of generated search results. Used properly, online search marketing techniques can directly increase the number of visitors to, and sales by, your dealership. However, when these techniques are used improperly, they can cause your dealership to lose sales or impose liability upon it. This occurs when a dealership, or competing dealerships, utilizes another trademark, slogan or “catch phrase” as a keyword in its online search marketing techniques. Such unclean online search marketing techniques can result in liability for trademark and copyright infringement, unfair and deceptive business practices, fraudulent misrepresentation and intentional interference with contractual and business relations. This unlawful activity typically happens in pay-per-click advertisements where one of your competitors pays Google® a fee each time their ad is displayed as a search result when the potential vehicle buyer was searching for your dealership. If you believe that you are a victim of this type of activity, or similar unfair and deceptive practice, Bass Sox Mercer can assist you in stopping it and address the damages that you suffered as a result of such unlawful activity. continued next page Technology continued E-Mail Marketing Today’s modern dealership is also sending emails to their existing and potential vehicle buyers. Both federal and state law prohibit dealerships from sending “unsolicited” advertisement emails that have deceptive header information, or sending such emails to recipients who have “opted out” of receiving such communications from the dealership. Such laws also require dealerships’ ad emails to disclose certain information to their recipients. If your dealership fails to comply with both federal and state email laws, then it may face both criminal and civil liability. Before sending your next email marketing campaign, contact Bass Sox Mercer for a CAN SPAM compliance audit. Reputation Management After spending hundreds of thousands of dollars in marketing and advertising, some dealerships lose sales as a result of negative online reviews. These online reviews about your dealership are usually posted by a past unhappy customer or disgruntled former employee, and sometimes these reviews are posted by an anonymous author. When vehicle buyers discover such negative online reviews about your dealership, they often will look elsewhere. If this occurs to your dealership, Bass Sox Mercer can assist you in analyzing negative online comments about your automobile dealership as well as explore various options in how you can effectively address negative online comments including (i) quietly and quickly removing negative online comments from the website; (ii) post a proactive reply that discloses how you addressed the situation and prevented it from reoccurring; (iii) reveal the identity of an anonymous poster(s) of the comments; and (iv) recover damages suffered as a result of negative online comments. If you are interested in receiving a free article on what to do if you need assistance with your online reputation management, please contact Bass Sox Mercer. Security of Data Collected Online Today’s modern dealerships must also establish and maintain reasonable procedures to protect the confidentiality, security, and integrity of personal and financial information they collect and maintain from their clients and prospects. This begins with adopting and implementing a privacy policy, as well as an internal security policy with supporting procedures. Without such policies and procedures, dealerships may be violating both federal and state law, risking criminal and civil liability that can easily be prevented with sound analysis and planning. To ensure that your dealership is complying with both federal and state privacy and financial protection laws, or if your dealership needs assistance as a result of a security breach, please contact Bass Sox Mercer to assist you through these legal landmines that your dealership must avoid. IF YOUR DEALERSHIP IS FACING ANY OF THE ABOVE IDENTIFIED LEGAL ISSUES, OR IF YOUR DEALERSHIP DESIRES TO BE PROACTIVE AND IMPLEMENT STEPS TO AVOID AND/OR MINIMIZE FUTURE RISKS, PLEASE CONTACT BASS SOX MERCER. summary • Trademark and copyright registrations of your advertisements add value to your dealership’s net worth • When you obtain copyright and trademark registrations, they can prevent, or quickly resolve, unfair and deceptive practices by a competitor that utilizes your copyrighted ad content or trademarks to compete against you • It is unlawful for a competitor dealership to use your content, copyrights or trademarks in its advertisements to compete against you • Your e-mail marketing practices must comply with both federal and state spamming laws • You need to develop a means in which you are actively monitoring your online reputation, and acting quickly to address negative comments about your dealership • Dealerships must comply with both federal and state privacy and financial protection laws in securing the personal and financial information they collect and maintain from their clients and prospects The BSM Report | 1st Quarter 2011 | 5 Franchise Litigation Battle For Mahindra Distribution Rights Continues The dispute between Global Vehicles and Mahindra & Mahindra continues to drag on. Global Vehicles and Mahindra were apparently in active negotiations for Mahindra to purchase Global Vehicles last year, but the transaction was never consummated. Mahindra claims it terminated Global Vehicle’s distributor agreement and there have since been three separate litigation actions initiated. It appears the matter will be decided in the arbitration proceeding which is pending in London, England. Global Vehicles just filed a revised statement of claim in the arbitration proceeding on January 31, 2011 and the final hearing is currently scheduled to commence on August 18, 2011. In its latest arbitration filings, Global Vehicles claims that Mahindra breached the distributor agreement by refusing to honor orders for vehicles and by purporting to cancel the agreement. The amended arbitration demand also includes claims under the Georgia Motor Vehicle Franchise Practices Act and also alleges the purported termination of the distributorship agreement in bad faith, in violation of federal law. We have also learned that Global Vehicles is in need of financial assistance from dealers in order to fully prosecute its claim through final arbitration hearing in August. An informal “dealer advisory board” has sent letters to all dealers requesting financial assistance for Global Vehicle’s defense. The request for financial assistance is an attempt to raise one million dollars to offset Global Vehicles’ litigation expenses. The likelihood of Global Vehicles succeeding on the merits of the arbitration proceeding is unclear as we do not represent Global Vehicles and the arbitration proceedings are designed to remain confidential. However, it appears that based upon the information we have received to date, both Global Vehicles and Mahindra are in agreement that Mahindra products will come to the United States in the future. Mahindra has acquired an electric car company and is expected to acquire South Korean automaker Ssangyong Motor Co. An expanded product offering for the U.S. market is thus anticipated. The ultimate question that may be decided by the arbitration panel in London late this summer is which entity will ultimately be allowed to distribute Mahindra vehicles in the United States. We have been told that Mahindra would The BSM Report | 1st Quarter 2011 | 6 By Shawn D. Mercer expect many, but not necessarily all, Global Vehicles’ dealers to be retained by Mahindra, if it is ultimately allowed to directly distribute its products. Global Vehicles has vowed to keep its dealer network in place in the event it prevails in arbitration. If Global Vehicles loses the arbitration, it appears it lacks the funds to refund the franchise fees it charged to dealers. Finally, we have confirmed that Mahindra has in fact secured required EPA approvals, though with worse than expected fuel efficiency. Safety testing is ongoing. A representative of Mahindra has assured us that Mahindra is actively seeking to clear this last major hurdle before being prepared to enter the U.S. market, subject also to resolution of the arbitration dispute with Global Vehicles. We will continue to update our Mahindra dealer clients as more information becomes available. summary • Mahindra vehicles still expected to be imported to U.S. • Global Vehicles has revised its claims against Mahindra • Final hearing is scheduled to begin August 18, 2011 • Global Vehicles lacks the resources to refund franchise fees if it loses arbitration F & I Corner Back End on the Front End By Jason T. Allen As you well know, the dealership’s back end business is often more profitable than the front end. However, one area where back end profitability can take a hit is warranty work, which is often reimbursed by the manufacturer at rates that can be a little as one-half to one-third of the dealer’s retail customer rate. Many state dealer associations have made a successful case to their respective legislatures as to the need for increased compensation for warranty work. In response, several states have passed provisions requiring manufacturers to compensate dealers at a rate no less than the rate that the dealer charges to its retail customers. Bass Sox Mercer has performed numerous requests for dealers around the country and obtained rate increases that, in many instances, more than double the dealer’s previous reimbursement rate. Taking the time to submit a parts and/or labor markup request and obtain the rate increase on the front end can significantly improve the dealership’s performance on the back end. Declaring and obtaining the increased parts markup and labor rates often requires the submission of certain documentation to the manufacturer to verify the retail rate. • Warranty parts/labor rate increases can significantly increase a dealer’s profitability summary • Many states require manufacturer’s to reimburse dealer’s at retail for warranty parts and labor Franchise Litigation Get Smart? By Jason T. Allen Would you believe that another line-make shake up is pending? Smart USA recently announced that Mercedes-Benz would take over the Smart USA distribution network from Penske Automotive Group. It is uncertain when the transition will officially take place, but the decision has been made. The decision has also been made to retain the Smart dealers that are also Mercedes-Benz dealers, but to not go forward with Smart dealers that lack a Mercedes-Benz franchise. The mechanics of the transition are largely unknown currently. However, discontinued Smart dealers have varying options depending on the dealer’s location and the dealer’s desire to maintain its franchise, receive simple re-purchase payments, or seek fair market value for the franchise. For example, several states have franchise law provisions that provide a franchise is ongoing despite the change in distributor. Other states require that the dealer be paid the fair market value of its franchise if it is cancelled due to the change in a distributor. Finally, almost all states provide dealers with basic repurchase rights and some sort of facility assistance. It is important for a Smart dealer in this circumstance to evaluate its options, its Smart operation, and what it desires to seek in return for the Smart franchise cancellation. The termination of a franchise is subject to state franchise law, and in most states the requirement is on the manufacturer to possess “good cause” in order to terminate a franchise. A terminated dealer, in most states, is entitled to seek appropriate compensation as a result of the termination. A Smart dealer desiring to seek any of the options stated above should consult experienced dealer franchise counsel regarding what options are available and the timing requirements to seek them. summary • Many states require manufacturer’s to reimburse dealer’s at retail for warranty parts and labor • Warranty parts/labor rate increases can significantly increase a dealer’s profitability The BSM Report | 1st Quarter 2011 | 7 PRSRT STD US POSTAGE PAID TALLAHASSEE FL PERMIT NO. 8 2822 Remington Green Circle Tallahassee, Florida 32308 www.dealerlawyer.com Nothing contained is this newsletter is to be considered as the rendering of legal advice. Readers are responsible for obtaining such advice from their own legal counsel. The content of this newsletter is intended for educational and informational purposes only. “Leveling the playing field between automobile dealers and manufacturers for over 20 years.” Jason T. Allen* Robert A. Bass* Robert C. Byerts* - Automobile/Truck/Motorcycle Franchise Law - Dealership Successions - Dealership Mergers & Acquisitions - Terminations Shawn D. Mercer**^ - Transfer of Ownership/ - Franchise and Consumer Related Litigation Change of Management Richard N. Sox, Jr.* - Finance and Insurance Compliance - Add Points - Warranty and Incentive Audits/Chargebacks Of Counsel: Michael L. Frazier ** Mark W. Ishman ** Frank P. Rainer * * Admitted in Florida ** Admitted in North Carolina ^ Certified Mediator 2822 Remington Green Circle | Tallahassee, Florida 32308 | Tel 850.878.6404 | Fax 850.942.4869 9104 Falls of Neuse Road, Suite 200 | Raleigh, North Carolina 27615 | Tel 919.847.8632 | Fax 919.847.8633 The Hiring of a Lawyer is an important decision that should not be based solely upon advertisements. Before you decide, ask us to send you free written information about our qualifications and experience.