October 2017 Newsletter

Virginia Automotive Report E Newsletter for October/November 2017

Do You Understand the New Changes to Virginia Sales Tax? By Steve Akridge In recent discussions with VAA members, it is clear not everyone is clear about the changes in the sales tax code that took effect July 1. Last June I emailed members details of the changes, that we had been working on with the Virginia Department of Taxation since the passing of legislation which addressed the changes. We also included the details in our June VAA newsletter. The changes are with items that are considered “shop supplies”. One of our first conversations with the tax department was, what exactly is a shop supply? We submitted items we felt would be considered shop supplies, and the ruling on these items from the department is included in Tax Bulletin 17-7, and can be found on page 3. Here is the list:

Items That Constitute “Shop Supplies” “The types of items that are considered shop supplies shall be limited to items that are either transferred to the vehicle as a result of the service being performed or those items that are consumed by the repairing serviceman in direct preparation for, during the course of, or immediately following the repair service performed on vehicles. For instance, shop supplies would include items such as grease, lubricants, sealants, solvents, starting fluid, paper or plastic protecting materials, gasket/weatherproofing materials, solder, drill bits, tape, sanding/grinding/cutting discs and blades, welding rods, oxygen/acetylene for welding, glass cleaner, parts cleaner, fabric cleaner, air tool oil, wheel weights, disposable gloves, single-use garbage bags, shop rags/towels, and degreasing/cleansing soap”. Note: the department has confirmed tire repair supplies have been added to this list.

Here are a few takeaways: 1. Effective July 1, you no longer pay sales tax on the above items when you purchase them (assuming you have tax exemption status). In the past, you should have been paying tax on these items. 2. When you use any of these items to complete a repair, you must list a separate line item called Shop Supplies on your customer’s invoice. The charge can be your determination; most make it a percentage of the sale. This line item is taxable to the customer. 3. Environmental Fees and Waste Tire Disposal Fees are not impacted by this change– they have always been taxable. Note: they are referring to a waste tire fee you charge, not the state’s tire recycling fee, formerly known as tire tax. 4. Go to our website, www.vaauto.org and in the bottom right corner is a link for this Tax Bulletin. Print out a copy and keep it close to your front counter. If a customer questions why you are charging a shop supplies fee, and it is taxable, pull out the bulletin and explain this is a new change to the tax code, effective July 1. 5. Check your invoices to make sure you are not paying sales tax on these items when you purchase them. 6. Pull you invoices for one month, total up how much you spent on these items, multiply by your sales tax rate, take this total X12, and this is how much you are now saving in a year. You may be very surprised at how much you are now saving on just one item: wheel weights. Final Note: VAA was heavily involved in the details of this regulation, and we hit a home run for everyone in our industry.

Mark Your Calendar- VAA 2018 Returns to The Homestead April 13-15 By Steve Akridge

This April will mark the 4th time we have taken our Convention and Trade Expo to The Homestead, and it consistently has been one of our favorite destinations for both dealers and suppliers. I have had vendors tell me, “ I go to Trade shows all over the country, but none are like yours at The Homestead”. This is the one trade show where many vendors bring their spouse and stay for the entire weekend. Our first show there was in 2013, and many of our dealers told me they had heard of The Homestead, but had never been. Now, they make it a point to return for every VAA show there, and also bring their key employees, so they too can experience this Virginia treasure. The 2018 Convention Committee has met, and we are in the process of finalizing our speakers and topics. We will continue to offer separate educational sessions for both Owner’s/Key Managers and Counter Sales/ Service managers. This will also include separate Peer to Peer Roundtables for both groups. We have received very positive feedback from the Counter Sales/Service manager group to continue their own roundtable separate from the owner’s. Speakers booked to date include: Richard Flint, international speaker, author and business coach who will lead a closed session for our Owner’s, and will be our closing keynote speaker on Sunday morning. It’s been four years since he has spoken to our group, and Richard is one of the most dynamic speakers we have ever had– it is great to have him back with us. Bryan Stasch, VP at ATI, and another favorite, will lead a closed session for Counter Sales/Service Managers. He and Dave Crawford will co-moderate the Counter Sales/ Service managers Peer to Peer Roundtable. And Dave Zielasko, VP/Publisher of Tire Business magazine will share his views including industry trends with us. Dave will moderate the owner’s Peer to Peer round table discussion. The Homestead’s Old Course, with some of the most scenic views in the state, will host our always popular VAA Open Golf Tournament on Friday morning. Our Trade Expo will again be combined with our Reception, and held on Saturday evening after our Banquet. This allows us to build in “Free Time” Saturday afternoon to enjoy the many amenities of this incredible resort. Later this year, and in January, watch for our emails and check our website where you can register for everything, including your sleeping room, all in one convenient place. Mark your calendar now, and plan on joining us for the big event of the year, and our return to The Homestead.

PLEASE THANK AND SUPPORT OUR VAA ADVERTISERS

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www.tirecenters.com

www.federatedinsurance.com

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www.forparts.com

www.carrolltire.com

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www.morrisdist.com

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VAA Board of Directors President: Scott Brown Cardinal Plaza Shell, Springfield Northern Virginia Region President-Elect: John Kline Old Dominion Tire, Midlothian Richmond Region Secretary-Treasurer:Jerry Tatum Leete Tire & Auto, Petersburg Richmond Region Vice President: Mark Anderton First Landing Auto Care, Virginia Beach Coastal Virginia Region Executive Board Member: Chris Barnett Tire Tread Service, Fredericksburg Northern Virginia Region Executive Director: Steve Akridge VAA, Richmond Richmond Region Directors: Richmond Region: Clint Farrar, American Tire Distributors, Richmond Scott Derouaux, Napa Auto Parts, Richmond Mike Fortune, Cloverleaf Tire & Auto, Richmond Coastal Virginia Region: Mike Scaglione, Arrowhead Auto & Align, Virginia Beach Bobby Cutchins, Bobby’s Tire & Auto Care, Franklin Lynchburg Region: Eric Hughes, Harris Tire, Lynchburg Brenda Carpenter, Carpenter Tire, Lynchburg Southwest Virginia Region: Travis Leath, Twin County Tire & Auto, Galax Bill Hoal, Carroll Tire Co., Roanoke Shenandoah Valley Region: Steve Crawford, Hepner Tire, Woodstock Terry Westhafer, Central Tire, Verona Tom Jones, Fisher Auto Parts, Staunton Larry Williams, University Tire & Auto, Charlottesville Next Generation Advisory Council: Wes Tatum, Leete Tire & Auto, Petersburg Andrea Ellett, Winding Brook Tire Pros, Milford Kim Taylor, Titan Auto & Tire, S.Chesterfield Gary Eavers, Jr., Eavers Tire Pros, Stuarts Draft Robby Cutchins, Bobby’s Tire & Auto, Franklin

VAA Contacts: Steve Akridge, Executive Director Email: [email protected] Web: www.vaauto.org Phone: 804-739-1400 Accounting Office: 8814 Fargo Road, Ste. 225 Richmond, VA 23229

President’s Corner By Scott Brown Friends, I have questions, I think we all do. What is it about my business that makes me feel so alive? How do I relate to my team, my clients and most of all, my family? Am I truly making any lasting difference at all? I don’t know, it’s hard to say. I visited my dad last weekend. It’s been over a month since I’ve made that drive. Driving down I-95S and I-64E. I hate that drive. It isn’t easy to visit my dad. To see the man who raised me, my partner for decades, the best man at my wedding, a legend in the gasoline industry, with such diminished capacity. To see my dad; who leads my family as an amazing example of strength, hard-work, love & charity reduced to just marking time between visits that he may not even remember. Now simply staying awake is a victory. The problem is, dad has Alzheimer’s. If you’ve been through this, and way too many of us have, you know where I’m coming from. At this point it seems to be harder on us than on him. We’re fortunate; he’s at a great place with a high level of care. He’s in his own apartment and best of all he seems happy. At least until we tell him we have to leave. To get back home, to our lives. His life has been reduced to waiting. Waiting for me or one of my siblings to visit. Waiting for his next appointment. Waiting for the most important meal of the day. That’s right, it’s the next one.

Article Continued on Page 7

Welcome New VAA Members Meineke Car Care, John Nowacek, Va. Beach, VA Sponsored by Mark Anderton Masters Auto Body, Jeffrey Cotton, Charlottesville, VA Sponsored by Heather Roach Autologic, Jim DiCiaccio, Raleigh, NC Sponsored by Steve Akridge Bridgewater Garage, Ed Whitfield, Bridgewater, VA Sponsored by Steve Akridge Snap-On Tools, Matt Dadey, Mechanicsville, VA Sponsored by Andrea Ellett Tax & Business Services of VA, Floyd Steele, Richmond, VA Sponsored by Steve Akridge Support the organization that supports You, and help VAA grow it’s membership– recommend a shop or a supplier you know and sign them up online at www.vaauto.org. Click on the Join VAA tab

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“My Turn” By Gary Eavers, Jr. High-Tech Bay Shortage "The closing of approximately 50,000 Dealer bays since 2008 has created an unprecedented opportunity for Independent (non-Dealer) repair outlets to fill this hightech vehicle repair gap." "The technical complexity of vehicles is increasing exponentially with each model year. Combined with the loss of Dealer bays, this has created a high-tech repair gap. The ability of Independent (non-Dealer) outlets to fill this growing repair market need will depend on their receiving technical training and acquiring sophisticated diagnostic and repair tools and equipment." High-Tech Dealer Bay Loss As the complexity of vehicles on U.S. roads increases at an exponential pace, high-tech Dealer bays have disappeared in unprecedented numbers. In the four years following the Great Recession of 2008, approximately 3,000 Dealers closed or were converted into other types of repair outlets. As a result, approximately 50,000 Dealer bays were shuttered between 2008 and 2012. While the Dealer population has modestly recovered in outlet count over the past several years, the number of Dealer bays at mid-year 2017 was down more than 56,000 from their pre-recession peak level. High-Tech Repair Market Opportunity Despite the growing need for sophisticated vehicle diagnostics and repair, Dealer outlets that are capable of performing this DIFM work have plunged in number. The gap between high-tech vehicle diagnostic and repair volume and the shrinking number of bays (primarily Dealer) capable of performing this high-tech work has created an unprecedented opportunity for Independent (non-Dealer) outlets to satisfy this growing multi-billion dollar repair market need. Dealer High-Tech Repair Less Convenient With fewer than 17,900 Dealers across the country at mid-year 2017 (down from over 20,900 in 2007), the drive time for the average consumer to the closest Dealer (that sells their vehicle nameplate) has increased over the past few years. 12 Times More Independent Outlets With Independent (non-OE) repair outlets numbering 12 times greater than the Dealer population nationwide, the opportunity is immense for Independent repair shops to fill the growing need for technical vehicle diagnostics and repair services. High-Tech Repair Independent service outlets will require technical training along with sophisticated tools and equipment to fill the growing need for high-tech automotive repair. In addition to increasing their technical repair capacity, Independent outlets must attract and retain customers, convincing them that Independent outlets can deliver Dealer-level technical services. This goes far beyond providing a comfortable consumer area with “ designer” coffee. Continued on Page 6

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I grew up around my family's shop, but never worked there until I was 31 years old. I recall being a teenager and asking my dad if I could start working in the shop some. He looked at me and, with protective instinct, said no. He was already beginning to feel the effects of working years on that concrete floor 70+ hours per week. My dad did not want me to "get stuck" in the life of a shop owner. Years later, I understand why...this is not an easy industry. Over the last 4 years, I have grown to respect the work my grandpa, father, and all of you do more than ever. My parents and sister have been attending the VAA Conventions for the last 10 years. When Steve Akridge approached my dad about me joining the Next Generation Advisory Council, I wasn’t interested. I am on a council for Tire Pros and between that, overseeing our 2 shops, and managing The Cheese Shop – I had more than enough on my plate. Dad insisted that I call Steve, and between that conversation and the persuasive powers of Andrea Ellett (those of you who know her can attest to her persistence) I decided to join the council. This last ¾ year, including my first ever VAA Convention, has shown me just how important the Virginia Automotive Association is. The Board is filled with passionate, brilliant members. I've attended 3 board meetings and have gained so much respect for these men and women. The great news is, there are so many more like them out there – those of you who are reading this right now. As independent shop owners, we are facing growing challenges: Competition from chain stores and online retailers; Constantly changing regulations on the State and Federal level; and a decreasing pool of skilled mechanics and techs to work in our shops are just a few of these challenges. The VAA is committed to helping you face these challenges. The educational seminars at the convention and networking events where we can talk to, and learn from, our peers are one example. Lobbying efforts at the State level, exploring alliances with technical schools, resources like SESCO, and alliances with Vendor partners are some other examples of the VAA's important efforts to help us. Continued on Page 6

With Fall Comes Hunting Season Challenges for Employers Hunting is an extremely popular pastime for most Americans. This means that employees are requesting time off for hunting and with this comes transporting firearms in their personal vehicles. These realities often create challenges for employers. Please consider the following SESCO recommendations: 1. Absenteeism and productivity issues - It’s incumbent upon employers to clearly articulate rules and policies, especially as relates to hours of work, tardiness and absenteeism. One of SESCO’s recommendations in addition to a well-written employee handbook policy is to post your vacation or paid time off schedule in January of each year. Subsequently, employees can schedule their time off (as approved) on a first come, first served basis. If there is more than one employee requesting the same time off, normally position and/or seniority takes precedent. Your attendance policy also needs to articulate any restrictions on scheduling vacation and paid time off to include: All paid time off must have the approval of management If seasonal, when an employee cannot take vacation or paid time off If an employee misses work without prior approval, what are the disciplinary actions and/or consequences? Again, well written and communicated policy is critical in managing time off and absenteeism, especially when it comes to the hunting season. 2. Potential liability for employers based on employees’ use of firearms in the workplace - Generally, employers are not held liable for crimes committed by their employees. However, if the employer knew or should have known of an employee’s violent tendencies and that the employee possessed a firearm, it could be liable for injuries caused by the employee on the theory that the employer was negligent. 3. Federal law does not regulate guns in the workplace - Although federal law does not regulate guns, most states limit or restrict an employee’s possession of firearms during working time or on the employer’s property. 4. Parking lot laws - More than 20 states have enacted “parking lot laws,” which provide that an employee may have a lawfully possessed firearm in his or her car in a company lot, garage, etc. However, most of these laws allow an employer to prohibit an employee from carrying a firearm on his or her person while working, having a firearm in company offices or having a firearm in a company vehicle. Many state laws address where a firearm can be maintained in the employee’s vehicle such as in a locked trunk. 5. Discrimination laws - There are a few states that prohibit employers from refusing to hire or terminate employees because they own guns or have concealed carry permits. 6. Posting - Many states require employers to post notices if they are going to prohibit employees from possessing firearms in the workplace. Article Continued on Page 7

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Lang I Report continued from Page 4 Unprecedented Opportunities Along with the repair opportunities this high-tech bay gap offers to Independent repair outlets, manufacturers and distributors of tools and equipment have extraordinary opportunities to provide Independent repair outlets with the diagnostic and repair tools and equipment they need. There are corresponding opportunities for companies that provide technical repair training as well as for those that can help Independent repair service outlets to attract and maintain customers who have hightech vehicle repair needs. Opportunities and Challenges How well Independent repair outlets meet this growing need for high-tech light vehicle service will determine not only their competitive viability in the rapidly changing aftermarket but also that of the manufacturers and distributors who supply them. Six Major Takeaways • Approximately 3,000 Dealers closed or were converted to other types of repair outlets following the Great Recession of 2008, shuttering approximately 50,000 Dealer bays. The Dealer bay population at midyear 2017 was more than 56,000 below the peak Dealer bay count prior to the 2008 Recession. • There is a growing opportunity for Independent (non-Dealer) bay to satisfy the high-tech vehicle diagnostic and repair demands unmet by the shrinking number of Dealer bays. • With fewer than 17,900 Dealers nationwide at mid-year 2017, drive time for the average consumer to the closest Dealer (that sells his nameplate) has increased over the past few years. • Independent outlets will require technical training and sophisticated tools and equipment to fill the growing need for high-tech vehicle diagnostics and repair. • Manufacturers and distributors of tools and equipment have a great opportunity to provide Independent repair outlets with the diagnostic and repair tools and equipment they need.  Companies that provide technical training and those that enable Independent service outlets to attract and maintain customers will benefit from the Independent aftermarket’s efforts to fill the need for high-tech repair.

My Turn Article continued from Page 4

I'm excited about the opportunity I have to work with Wes, Andrea, Robby, and Kim on the Next Generation Advisory Council. Engaging the next generation of shop owners, key managers, and staff is incredibly important. A healthy association like the VAA is vital to keeping our industry strong, and this association will get healthier as we continue to bring men and women, young and old, from across the state together. I encourage you to all reach out to your younger associates and get them involved with the VAA. If they are like I was a year ago, they probably don't know just how important and effective this organization is. Our industry is facing challenges, but the VAA has been, currently is, and will continue to equip us with the tools we need to succeed. Gary Eavers Jr. is Director of Operations at Eavers Tire Pros, with locations in Stuarts Draft and Fishersville.

The Next Generation Advisory Council met October 19 to plan some upcoming events in January and February. From L-R: Wes Tatum, Kim Taylor, Robby Cutchins, Andrea Ellett, Gary Eavers, Jr.

The Next Generation Automotive Professionals, is a networking group comprised of any VAA member from our industry, both dealers and suppliers, who is under 40. We are again planning an after hours reception after the Trade Expo on Saturday, April 14 at The Homestead. Make your plans to attend the VAA Convention and join us for this exciting opportunity to network with one another.

Lang Marketing, Jim Lang, Publisher, 260-399-1699

Here’s a new way to stay up to DateJoin the VAA Texting Network To join, text VAA to 559-205-0218

The Next Generation Automotive Professionals Networking Reception held last April during the Williamsburg Convention drew over 50 dealers and suppliers

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Sesco column continued from Page 5

President’s Corner continued from Page 4

7. Employer immunity - Some state laws provide immunity for employers for crimes committed by employees who possess firearms in compliance with workplace gun laws.

The fact that his situation is about as good as possible isn’t any consolation. The fact is, when I have a problem I have a need to “fix things”, so visiting him is emotionally trying. It’s enough just to be there for him, it has to be.

8. Employers challenging parking lot and similar laws have gained little traction - Cases involving employers attempting to prohibit employees from possessing guns on their properties have failed. Courts are upholding state laws such as parking lot laws.

On the way home I thought about what dad has left behind and wondered if he would have spent his life differently if only he knew then… and I remembered a quote I learned in high school. I thought maybe there are some answers there.

9. Employers servicing the public need to understand their state law regarding customers and carry permits - If you are an employer that serves the public such as a retail service establishment, you need to understand your state laws regarding what you, as an employer, can address and prevent in terms of a customer carrying a firearm into your store or place of business. The state laws vary greatly and as you have questions, you should contact SESCO so that you can properly post your restrictions if legal to do so. Conclusion While policies restricting an employee’s ability to possess a firearm at the place of employment or during work time help to protect other employees and the employer from liability, employers must be careful not to run afoul of state laws protecting an employee’s right to possess firearms. Further, employer’s must not run afoul of state laws that allow customers to carry firearms legally within their place of business. Currently, prohibiting employees from carrying a firearm on his or her person while working or having guns in the employer’s office is permissible in every state. However, prohibiting employees from having firearms in their personal vehicles - even in a company parking lot - and discriminating against gun owners in hiring or in the terms and conditions of employment can result in significant liability in most states. Note: Through our contract retainer with Sesco, as a VAA member, you get unlimited phone consultation at no cost as part of your membership. Contact Sesco at: P.O. Box 1848

Bristol, Tennessee 37621

423-764-4127 (Phone) 423-764-5869 (Fax) web site: www.sescomgt.com e-mail: [email protected]

To strive, to seek, to find, and not to yield. Alfred Lord Tennyson I don’t believe he would have changed a thing. When I look dispassionately at my brothers and sister, I am one of five, I know he is proud. Each of us are doing our part to the best of our ability, and we all get along (mostly). It’s not perfect but the work ethic and love came right from my parents. Not a day goes by in the shop that I’m not reminded of my dad. He is everywhere. We were partners for decades. Past customers stop by and check on him daily, he touched a lot of lives. But I do notice that the people who remember my dad are aging and I know there will come a day when they stop asking. There is not much left from the business my dad retired from. In his day, they used hand written tickets and bubble balancers but his most important lessons survive. It’s in the culture of service in our shop, in the love of my team for our customers and for each other. The competition of being a shop owner, the many hats we all wear, all the while putting others before ourselves, it’s probably why I love to be around shop owners so much. I see my dad in each of you. Do we make a lasting difference? It’s hard to say. I hope my wife and I have made an equivalent impression on our own children as my dad & mom did for theirs. After all it’s raising the next generation to be productive, loving, quality people that’s really our most important job. There is one time though, when I know I make a difference. When I walk into my dad’s apartment and see him light up, just as I used to when he came home from the shop. Happy Thanksgiving! Enjoy. Until next time, Scott

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Dealer Alert

Editor’s Note: Thanks to Kim Taylor, owner of Titan Auto & Tire with locations in S. Chesterfield and Moseley. She is sharing her story, and has included the solicitation letter her customer received.

Hi VAA Members! Beware of Sirius XM radio. I had a horrible ordeal in July and wanted to share my experience so you can be aware of their unethical practices. Sirius XM has third party field reps who are pushing an auto shop program. See link http://www.siriusxmforshops.com/. The local rep in the Richmond area, Amy Tsou (who works for a third party sales company, Affinity Partnerships) came to both our shops in March and convinced our employees, who were unauthorized to make any decisions on behalf of the stores, to allow her to install this program on our server computers giving Sirius XM full access to our customer records in Mitchell1. She gave the employees two free months of Sirius XM radio. Other Mitchell1 customers in the Richmond area have been told that Sirius XM is an official partner with Mitchell1 and this was an authorized program which is completely false. In July I received an angry email from a customer accusing us of selling his information to a third party because he received this junk mail letter. It is the typical junk mail everyone receives from Sirius except that the two free months was courtesy of us, Titan Auto & Tire. My customers had been receiving junk mail for four months without my knowledge. I have no idea how many of my customers were upset by this but thank goodness this customer brought it to my attention. Fortunately I was able to salvage the customer relationship because he greatly appreciated me investigating and showing genuine concern for his feelings. Mitchell1 took this very seriously and took the lead on getting the software removed from our computers. Below is the manager’s name and contact information. The manager name is: Eva Buchman Manager, Affinity Partnerships SiriusXM Radio O: 646.344.3689/E: [email protected]

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Cybersecurity and Small Business It’s nearly impossible these days for businesses to operate without the help of Internet-connected devices, which exposes them to cybercrime. It’s the small- to medium-sized businesses, however, that are especially vulnerable: half are victims of cybercrime and nearly two-thirds of those victims go out of business.1 Hackers increasingly target small businesses because there is a low risk they will be caught and a high probability they will be successful. Maintaining personally identifying information (PII) on a computer connected to the Internet creates a nearly unavoidable risk. More than likely, names, addresses, and employees’ employment information are stored. If PII is acquired by someone without the authority to do so, in most states that is a security breach (data breach). Banking, credit, and vendor account information is also vulnerable. Even if that valuable information is not stored on an Internet-connected computer, employees who have access to it can be duped into handing it over to criminal actors. Best Practices and Security Tips Tip 1: Train Employees in Information Technology Security. Training should be offered especially to those who are responsible for accounts payable, human resources records, and wire transfers. Training for all employees should be reinforced periodically. Employees should be instructed to refrain from clicking links or attachments in e-mails, and not to pay an invoice until it’s confirmed that the sender actually sent it. Even if the e-mail appears to be from a trusted source, employees should learn to always copy and paste links or type URLs into a browser to see if the address is valid. Tip 2: Funds Transfers. Put a policy in place to have an in-person or telephone conversation to confirm e-mail requests for funds or personal information. It can greatly reduce the likelihood of fraudulent transfers or information sharing. Tip 3: E-mail Authentication. Phishing can be substantially reduced by verifying that the e-mail originated from the domain it is associated with. If your domain is hosted, it’s worth taking some time to look at how your email is set up to ensure proper authentication schemes are used. 2 Tip 4: Change default passwords on your router and other Internet-connected devices. Tip 5: Use a trusted VPN service when using WiFi. Tip 6: Back up your data regularly both to the Cloud and to a removable device. Tip 7: Update firmware and software regularly. Security professionals used to strive for perfect security, but today they accept that goal is unachievable. Instead, they strive for optimal security by combining best practices with a risk management program that considers purchasing data compromise and cyber coverage through a knowledgeable insurance provider. Cyber ShieldSM from Federated Insurance is a two-part coverage program designed to help provide essential protection against many of the critical cyber and privacy exposures businesses face. Data Compromise Coverage and Cyber Coverage can help your company recover from intentional or accidental breaches. Visit federatedinsurance.com for more information or to find your local Federated representative. 1“The Impact of Cybercrime on Small Business,” Course 10, Tutorial 1, Quoting Dr. Jane LeClair, Chief Operating Officer National Cybersecurity Institute. Online at https://www.sbir.gov/sites/all/themes/sbir/dawnbreaker/img/documents/Course10-Tutorial1.pdf . 2The leading e-mail authentication protocols are SPF (Sender Policy Framework), DKIM (Domain Keys Identified Mail) and DMARC (Domain-based Message Authentication, Reporting & Conformance); best practice is to utilize the three protocols together.

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