Hey, Let Me IACFA Something: Are You in Control of All Your Risks?
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1 Hey, Let Me IACFA Something: Are You in Control of All Your Risks? Nate TallarinoIII CIC,CRM National Director Auto Dealer Insurance Group at adig1.com Anthony Grace Risk Management Services #NADA2016
2 2 The views and opinions presented in this educational program and any accompanying handout material are those of the speakers, and do not necessarily represent the views or opinions of NADA. The speakers are not NADA representatives, and their presence on the program is not a NADA endorsement or sponsorship of the speaker or the speaker s company, product, or services. Nothing that is presented during this educational program is intended as legal advice, and this program may not address all federal, state, or local regulatory or other legal issues raised by the subject matter it addresses. The purpose of the program is to help dealers improve the effectiveness of their business practices. The information presented is also not intended to urge or suggest that dealers adopt any specific practices or policies for their dealerships, nor is it intended to encourage concerted action among competitors or any other action on the part of dealers that would in any manner fix or stabilize the price or any element of the price of any good or service.
3 3 Many Meanings of Risk Management Risks are considered in a multitude of ways. Financial institutions credit risk operational risk Speculative Gambling Stock Markets Pure Risk all Perils
4 4 Many Meanings of Risk Management Risks are handled in a multitude of ways. Proactive evaluations your Floor Plan company does this regularly Avoidance ex. not having a collision repair center avoids the risk associated with auto body work. Purchasing Insurance to protect against financial loss
5 5 Steps in risk Management 5
6 6 Todays Dealership Risks #4 Inventory loss 14% - by loss / claims #6 All others 6% #5 Employee Theft 12% #1 Employee Injury 29% #3 Auto Injury Lawsuits 18% #2 Fraud 21% * Source : Automotive news RIMS seminar 4/19/2015. All other claims include non-inventory property claims including catastrophic storm losses
7 7 Questions
8 8 Risk Management in todays dealerships Individual approach Dealer Principal single points or smaller groups may have a principal steering the management of risk. General Manager much of the GM s time is concentrated on revenue and the bottom line HR manager usually focused on the narrow aspect of employee related risk Office manager again focus is usually aimed at the paperwork flow from an efficiency standpoint.
9 9 Risk Management in todays dealerships Departmental approach Human resources department can be an important aspect of an overall approach due to the amount of risks employees can bring to the organization. Auto dealership employee arrested on theft and other charges Gainsville Times 3/31/2015 Accounting department May be the contact point between insurance provider, F & I compliance and/or accounting professionals. Often the first to recognize a risk.
10 10 Questions
11 11 Identify How can you plan to handle a risk if you don t see it coming? There is the obvious and the obvious Learn from others mistakes PWC ID model Druml Group Quadrant
12 12 Identify Ten Methods commonly used Checklists Flowcharts Method Insurance Policy analysis Physical Inspections Financial Analysis Compliance review Contract reviews Policy / Procedure review Loss history / Claims review Experts
13 13 Identify
14 14 Questions
15 15 Identify
16 16 Identify Left Field losses Service loaner damage denials Retaliation claims Dealer Fee class actions Prior damage issues Attorney General office inquiry versus lawsuit example
17 17 Questions
18 18 Analyze Ask peers and pros don t lone wolf it Review internal procedures for handling the newly discovered risks The past speaks volumes about the future loss history reports
19 19 Analyze Estimation and evaluation take place here Prioritize utilizing severity and probability models are available
20 20 Questions
21 21 Control Accept the Risk Avoid the Risk Transfer the Risk
22 22 Control Accepting the Risk Petty theft Exposure segregation Separation Duplication Risk deemed highly improbable Risk deemed low severity Accepting = Retaining Retention of risk Active retention Passive retention
23 23 Control Examples of Accepting exposure in dealerships Multiple storage lots (duplication) Multiple repair facilities (separation) Claims example: Collision repair after storm loss Higher deductible for cat losses (passive retention) EQ deductible increase for premium savings Property coverage NOT purchased for low values (passive retention)
24 24 Questions
25 25 Control Avoiding the Risk Change of business procedures: Not repairing total loss vehicles (salvage/branded titles) Weather risks Moving inventory indoors or away from a storm Driver screening Age limits both too young and too old MVR guidelines Proactive loss control Clean service bays Anti slip surfaces, etc.
26 26 Control Transferring the Risk Incidental Transfer 3 rd party delivery auction haulers Uber Contractual Transfer Insurance contracts Non insurance contracts Hold Harmless agreements
27 27 Questions
28 28 Finance Premiums for Insurance contracts There should not be unforeseen premium spikes Work Comp modifier green year example Proactive monitoring of insurance program Reserving for retained risks Active retention low level theft, deductibles Passive retention Failure to identify or act on a risk
29 29 Finance Cost benefit analysis Overall mitigation costs should not outweigh the underlying risk Wind coverage on old buildings The asteroid strike example of favorable cost-to-benefit ratios
30 30 Questions
31 31 Administer Risk Handling Axiom Effective risk management programs utilize at least one risk control technique and one risk financing technique for each identified exposure Share your plan Having a risk management team allows for delegation to those best equipped to help manage in each area
32 32 Administer Resources for administrators Consultants Pros - Well versed in risk management Cons can be expensive Resident Partners Dealer software vendors IT venders and contractors» Vulnerability auditors Insurance agents 3 rd party Compliance venders / auditors
33 33 Administer Monitoring The Plan Key Risk indicator metrics Set review schedule MVR report dates, inventories, etc. Delegate responsibility for audits Dashboard approach
34 34 Administer Fixed Operations Variable operations Drivers screening Job performance review frequency Desking tools Cost benefit reviews Loss prevention inspections BDC / Call center hit ratio reviews Data analytics
35 35 Questions
36 36 Administer
37 Hey, Let Me IACFA Something: Are You in Control of All Your Risks? Nate TallarinoIII CIC,CRM National Director Auto Dealer Insurance Group at adig1.com Anthony Grace Risk Management Services Please visit the NADA pavilion in the Expo Hall for information on accessing electronic versions of this presentation and the accompanying handout materials, and to order the workshop video #NADA2016
Hey, Let Me IACFA Something: Are You in Control of All Your Risks?
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