MMG Magazine Nov-Dec 2012

Leaders in the sale of quality Mopar Parts.

MMG Annual MeeƟng NADA 2013 Orlando Updates & InformaƟon Page 4-7

Nov - Dec 2012 In This Issue President Steve Hofer............................... 2 Never Attended a MMG Meeting......... 3 MMG Welcomes New Supporting Vendor Autobody News .........................11 Our Supporting Vendors .................12-13 OEConnection ....................................14-15

MMG Meets with Snap-On Business SoluƟons Page 8

UPS .............................................................16 Autobody News........................................17 Reynolds & Reynolds..............................18 Fastenal ......................................................19 Magneti-Marelli ................................20-21 Elite Extra...........................................22-23 Corporate Billing LLC ...........................24 FenderBender/Ratchet+Wrench.........25

MMG Meets with ADP Dealer Services Page 9-10

Rousseau Automotive .............................26 Snap-On Business Solutions .................27 ADP ......................................................28-32 Promotion, Training and “Open House Ideas” , Suggestions ..........................33-35

Happy Holidays to everyone from The Mopar Masters Guild

Cars Damaged by Superstorm Sandy Flood onto Market ............................36-37 2012 MMG Committee..........................38

The exchange of information by like size dealers in a non-competitive environment.

Mopar Masters Guild

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Nov - Dec 2012

Letter from MMG President

As I write this I can’t help but to think of all the wonderful business and personal rela onships that have been formed through the guild over the years.

Most recently the Guild has formed a new rela onship with Auto Body News. I would like to welcome Auto Body News as a vendor and I look forward to mee ng their staff at our upcoming NADA mee ngs.

For our members, as you close out your year and look forward to 2013, I would like you to consider attending our annual mee ngs. The Mopar Master Guild NADA commi ee has been hard at work coordina ng the mee ngs and ac vi es. As in years past you will also be able extend your stay a few days and par cipate in Mopar Performance Group mee ngs. There is no be er me to meet other dealers and vendors as you lay out the roadmap for your 2013. Any informa on regarding this event can be found in this issue.

I would like to thank all of those that have given me over this year to help guide the Guild. Looking back at many successful vendor trips and mee ngs, we all made many new connec ons. It is through those connec ons that a founda on can be built for our industry’s future.

Steve Hofer

Mopar Masters Guild

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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Never Attended a Mopar Master’s Guild Meeting?

The annual mee ng is of great value to every MMG member.

Here are some of the benefits: PresentaƟons from top Mopar corporate managers These are no-bull two-way informa on exchanges that allow you to plan for what’s coming during the year. You will also likely get a chance to talk informally with these same top managers at the opening recep on or another of the guild’s social func ons.

PresentaƟons from the guild’s supporƟng vendors All of the most important vendors to your dealership will have their top brass and technical gurus here to tell you what’s in the pipeline, including new products and so ware modifica ons.

Learn what the top Mopar dealership parts managers are doing You’re one of the top, too, or you wouldn’t be a member! Come and share your experience.

Input to the annual Detroit meeƟng with Mopar ExecuƟves Want to put your two cents in? Members assemble a list of “Detroit issues” that the guild execu ve commi ee takes to Detroit for candid discussion. Mopar execs ask us our opinion of possible new programs and explain their business posi ons. These discussions have resulted in many posi ve changes for all dealers. They also give Mopar a be er understanding of our needs.

The NADA convenƟon floor alone is worth the trip! Mopar has a big exhibit with all the right people and info. Check out all the other vendor exhibits; maybe buy some new equipment for the store!

NADA’s educaƟonal seminars are presented by the top names in all dealership areas and cover a wide variety of useful topics. You also receive a binder with notes from all sessions, including those you could not a end.

The Super Performance group held in conjunc on with the Guild mee ng earns you training credits and lets you hear great ideas from managers not in your area. The Dealer Composite lets you compare your numbers to those of every dealer a ending. If you no ce another member’s number in a certain area (GP on re sales, stock order discount, etc.) is where you want your number to be, just make a note and ask him how he does it.

Wearables! Make room in your suitcase – you will receive stylish addi ons to your in-dealership wardrobe, each bearing the MMG logo.

Good food and friendship awaits. Most likely someone you already know will be a ending, and, with the wide variety of ac vi es available, it’s even more likely you will strike up a friendly rela onship with someone you meet.

The guild has made it possible for all Mopar Masters to enjoy these benefits, which actually amount to a compeƟƟve advantage for your business.

What do you need to bring with you? Just a willingness to par cipate and share your knowledge and perspec ve. If you are a Mopar Master, you have something to offer the guild. Some mes the simplest idea, the one you were even a li le embarrassed to men on, is just what another member needed to hear.

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Nov - Dec 2012

NADA 2013 - Orlando www.nada.org Mopar Masters Guild NADA 2013 TentaƟve Agenda All LocaƟons for meeƟngs TBA Thursday, February 7th Travel and arrive in Orlando

6:00pm – 10:00pm

Welcome RecepƟon for MMG Members & Spouses/Guests ExecuƟve CommiƩee Breakout LocaƟon TBA

Friday, February 8th 9:00am – 11:00am

Spouses Breakfast

Guild FuncƟons: 7:00am - 9:30am

Breakfast/Casual Welcome Guild Business/Commi ee Reports Opening address by Guild President Steve Hofer Welcome Comments from Vice President Rick Cutaia Treasurers Report from Mark Skinner Secretary’s reading of the minutes from Joe McBeth

9:30am - 9:45am

Break

9:00am - 12:00pm

Guild Business/Vendor Presenta ons

12:00pm – 1:00pm

Lunch

1:00pm – 2:50pm

Guild Business/Vendor Presenta ons

Mopar Masters Guild Magazine

Continued on Page 5

Leaders in the Sale of Quality Mopar Parts Continued from Page 4 2:50pm – 3:10pm

Break

3:10pm – 5:00pm

Guild Business/Vendor Presenta ons

5:00pm

Adjourn

7:00pm – 10:00pm Dress-Business Casual

Mopar Masters Recep on Ice Bar - Orlando TransportaƟon runs from 6:00pm – 10:00pm

Saturday, February 9th 7:00am - 8:50am

Breakfast/Guild Business - Open Discussion

8:50am – 9:10am

Break

9:10am – 11:00am

Guild Business/Vendor Presenta ons

11:00am – 1:00pm

Vendor Fair/Lunch

1:00pm – 2:20pm

Mopar

2:20pm – 2:40pm

Break

2:40pm – 5:00pm

Mopar

5:00pm

Adjourn

Evening

Open Night: Explore Orlando

Sunday, February 10th Open – Members can use this Ɵme to aƩend the NADA ConvenƟon or to explore Orlando

Monday, February 11th

Super Performance Group Session

Tuesday, February 12th

Time & Place TBA

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Nov - Dec 2012

NADA 2013 MMG Accomodations We are staying at The Hilton Orlando Lake Buena Vista h p://www3.hilton.com/en/hotels/florida/hilton-orlando-lake-buena-vista-ORLDWHH/  This beau ful Hotel is directly across the street from Downtown Disney. Easy walking distance to one of the most fun and popular shopping areas.  Easy access off I-4 to and from the Orange County Conference Center.  The Hilton has shu les every 30 minutes to all the Disney theme parks.  Nego ated room rates of $199 per night. We also nego ated free guest room internet for those in our block. ($9.95 per day - Can you believe they charge!!)

We are blocking 55 rooms ini ally, but it would be really helpful if our members and vendors could sign up early so we can see if we need addi onal rooms. Chrysler is opening up the training to 50 managers. I’d like to get these 55 booked and then add rooms as necessary. Our room block ends January 8th – so our members will have to book early this year!! It was a strange year because of NADA room blocks and other compe ng conven ons.

We are replacing Super Bowl Sunday (wrong Sunday), and execu ve mee ng with a MMG Members/Spouse Thursday Night Welcome recepƟon.

This might impact flights that our members will take.

The Friday night Recep on is booked at the Ice Bar Orlando - 8967 Interna onal Drive Orlando, FL 32819 www.

IcebarOrlando.com. We will have the Coolest Recep on ever – I promise, but we are not going to give any details other than you will not want to miss this one!!

If anyone is interested in booking golf on Sunday morning the Hilton sales manager we are working with just le a golf resort close by and promised to help us secure some tee- mes. The conven on should be open late on Sunday this year since there will be no Super Bowl.

Marvin Windham Parts Director

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

7

Orlando Entertainment Walt Disney World is not just for kids. It offers plenty of things to enjoy for adults outside of the theme parks too.

Close to Epcot, Disney’s Boardwalk offers several upscale shops, restaurants, and nightlife op ons. Jellyrolls, an adult-only nightspot, features dueling pianos and sing-alongs. And Big River Grille & Brewing Works at the Boardwalk is Disney’s only brewpub.

Downtown Disney, which is just across the street from the Hilton, has something for the en re family: a 24-screen movie theater; shops (including a Lego Imagina on Center), with some open un l 11:30 p.m.; and restaurants galore. Fuego by Sosa Cigars is an upscale cigar bar for adults, or if you love salsa music, try Bongos Cuban Cafe, owned by Gloria and Emilio Estefan. House of Blues serves Cajun food in its restaurant and live music in the adjacent concert hall; the blues bar at House of Blues also has live jazz every night and is one of the few late-night dining op ons at Downtown Disney. Raglan Road Irish Pub & Restaurant is another adultfriendly venue with live music.

Kids will love the Rainforest Cafe or the T-Rex restaurant with animated dinosaurs, both located at Downtown Disney. Cirque du Soleil’s La Nouba is a must-see, so book in advance. This show is a hit with all ages, even reluctant teenagers. It’s not a circus in the tradi onal sense; its exo c music, elaborate stage, and whimsical, humorous presenta on make it fun for the whole family.

DisneyQuest at Downtown Disney is ideal for a cold or rainy day or for people who don’t want to ride a real roller coaster; most of the rides here take place with mo on simulators. Young kids enjoy this indoor theme park with interac ve games and simulator technology. To avoid crowds, go late morning or early a ernoon. On the Virtual Jungle Cruise, paddle a mo on-simulator ra ; take a virtual-reality trip on Aladdin’s Magic Carpet Ride; or fight pirates in 3-D on a mo on-base pla orm (that is, the “ship” shudders when a “cannonball” hits it) in Pirates of the Caribbean—Ba le for Buccaneer Gold. In Mighty Ducks Pinball Slam, you are the pinball; you stand on top of a giant hockey puck and control movements through a virtual-reality pinball machine with a joys ck. At Cyberspace Mountain, you can create and ride your own roller coaster on a virtual-reality mo onsimulator; at Anima on Academy, students of any age can learn how to draw Disney characters.

CityWalk at Universal Studios is much smaller than Downtown Disney but also has the typical restaurants and shops. However, Universal has something Downtown Disney does not: the Blue Man Group. The show was updated in 2012 and, like La Nouba, is great for all ages. In this unique performance art, three bald, mute men (who are painted blue) play fast-paced percussion music on complex instruments made of PVC pipe and combine it with mul media effects. The tribal rhythms form a backdrop for the comedic theater that ensues.

Amber Kaye Henderson Editor, Unofficial Guides (Marvin Windham’s daughter)

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Nov - Dec 2012

MMG Snap-On Vendor Committee meets with our Hosts in Cleveland, OH September, (16th and 17th) Commi ee members, Paul Allred, Mike Mulkins, Steve Hofer, Dan Hu on and Mark Skinner met with David Foutz, John Johnson, and Jimmy Bagley from Snap-On, on a beau ful fall Sunday a ernoon to enjoy a late, regular season baseball game between the Cleveland Indians and the Detroit Tigers. Our hosts from Snap-On treated us to excellent seats at the Stadium and the Indians treated us to an exci ng game that ended up with the hometown team from Cleveland being victorious over the World Series bound Detroit Tigers, with a final score of 7 to 6. Following the game we had dinner together near our hotel and made plans to meet again early on Monday morning for our discussions at SBS headquarters in Richfield, OH. Our MMG members were greeted on Monday morning, by our hosts from Snap-on, David Foutz, Jimmy Bagley, John Johnson Kens Satz and Jim Sever.

Several topics were discussed with David Foutz presenting some exciting products that SBS has currently in development, in addition to ideas that were introduced to help improve some of SBS current product offerings.

Our major topics of discussion included, but were not limited to---- MagneƟ Marelli and the fact that our stores will need a good diagnos c tool to perform work on All Makes and Models in our Mopar stores.  Key Programming----we need a tool to program keys to vehicles that Service advisors and Parts advisors can use that is both affordable and portable.  Technicians----how do we keep our techs in the shop working on cars but s ll have a system internally that communicates with the Parts department and integrates easily with our DMS?  EPC/PAIS------Fiat Catalog some parts are hard to find and are missing illustra ons. Mobile devices will be needed for EPC as well as other applica ons. The EPC 5 was introduced to our group. Integra on with EPC to show parts availability locally as well as at PDC  Repair Link w/MORE----Need integra on with Elite Extra so that tracking and ETA’s are available to our customers who use the MORE product.  IntegraƟon with DMS PDC and locator.

The MMG Commi ee members, felt that our me spent with David Foutz and his team from SBS was extremely valuable to our Guild, and that we always come away with much more than what we walked in with, by working together to share ideas, advice, direc on and support from our long standing suppor ng vendor “SNAP-ON BUSINESS SYSTEMS” Submi ed by,

Mark Skinner

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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Mopar Masters meet with ADP Dealer Services Submi ed by Joe McBeth

On Monday October 22, 2012 the Mopar Master’s Guild ADP commi ee met in Bedford Texas at the offices of ADP Dealer Services.

The guild members present at the mee ng were Rick Monteiro, Andy Reed, Casey Brown, Michelle Vallee and Joe McBeth. ADP was represented by Ma Parsons, John Brimms, Ted Moore and Pat Braziel.

A er introduc ons of all that were present Ma Parsons, Senior Director Channel and OEM Development started the mee ng by giving us a brief history and overview of ADP Dealer Services. ADP Dealer Services was founded in 1972;they have nearly 26,000 clients and 8,000 associates worldwide. They have 2,500 associates dedicated to client services and support. If you are an ADP client you know the importance they place on client support.

Tradi onally dealer IT is only about 2% of the dealer spend. ADP has aligned themselves to assist with all aspects of dealer opera ons; Sales, Service, Parts and Accoun ng as well as other areas of the dealership such as adver sing, inventory, personnel, equipment, marke ng, etc.

Pat led a presenta on of Parts Delivery Management. This program is a tool used in the parts warehouse for picking orders and tracking efficiencies of your warehouse staff. Parts delivery management allows you to “zone” your warehouse for picking areas and assign routes or ship via’s to your invoices to insure they are staged to the correct area for delivery, ship out or will call. If you are an ADP client you should really look into this product for your opera on. It has helped us tremendously in our warehouse efficiency and picking accuracy.

A er Pat’s run through of Parts Delivery Management she gave us an overview of a new way they are developing ideas and tools for us to use. Drive Parts Road Map / Agile Development is allowing ADP a more efficient way to develop new ideas and make improvements to exis ng programs and get them to market much faster.

Some of the items they are currently working on are Quote Search func on, new Fast lane Stats, Missed Service Appointments with parts, Customer Reports, as well as many other items that will benefit our opera ons.

Not just the parts department but throughout the dealership.

Continued on Page 10

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Nov - Dec 2012

Continued from Page 10 Ted Moore provided us with a presenta on of ADP’s new Parts Scan / Parts Tracking. For those dealers that are already on parts Scan this enhancement will allow you to track parts and shipments as they move throughout your warehouse.

For instance, when you are receiving in stock orders you can “stage” them in different areas in your warehouse to know exactly where a part is at any given me. This will greatly increase picking efficiency for your warehouse.

Ted also went over ADP’s new “Service edge”. This is the coolest new product I have seen in a while. Service Edge is a complete write up and inspec on process for your service department. The en re process is done through the use of a tablet computer. It is 100% integrated with ADP and will allow your service advisors to do the en re write up and walk around at the vehicle with your customer and generate the repair order all in one process. A er the write up is complete your technicians will have access to this system for their inspec on and repair process allowing them to quote needed repairs as well as the very important needed maintenance items. This en re process is done electronically and is the most efficient I have seen demonstrated so far. The en re mee ng group, I feel, was very enthused about this program. In today’s compe ve environment we need to make sure we have every tool available to take care of our customers and make sure we communicate with them everything that is needed for their vehicles.

If you are an ADP dealership and have not updated to DRIVE you need to look very hard at this upgrade and all the tools that become available to you by doing so. Contact your ADP Sales Representa ve today.

ADP Dealer Services has been a suppor ng vendor of the Mopar Masters Guild for many years and the annual mee ngs we hold with them have proven to be invaluable to both ADP and the dealer body that uses their products. There have been many ideas and improvements made as a direct result of the open communica on we have with the ADP development teams.

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

11

Welcome Autobody News The Mopar Masters Guild would like to welcome our newest supporting vendor, Autobody News.

Located in Carlsbad, California, Autobody News has been in service for over 30 years and is a leader in the collision repair publication.

The guild would also like to recognize and thank Co-Owner/General Manager, Barbara Davies, for all of her efforts that have allowed Autobody News to become our newest supporting vendor.

With five specific region publications to over 35,000 body shops in circulation, this is a great way to reach out, free of charge, to all phases of the collision industry.

Advertising opportunities can be made by contacting Autobody News at advertising@autobodynews.com or 1-800-699-8251.

The exchange of information by like sized dealers in a non-competitive environment.

Our Supporting Vendors: Support those who support you.

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Nov - Dec 2012

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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Our Supporting Vendors: Support those who support you.

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Nov - Dec 2012

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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Nov - Dec 2012

Copyright © 2012 United Parcel Service of America, Inc.

3 WAYS LOGISTICS DRIVES DEALER PERFORMANCE Options are vital in the auto industry, especially when shipping.

Important papers, parts or pallets may be needed to seal a deal or a gasket. UPS delivers the high-performance package to do it all.

1) MATCH SPEED TO NEED Contracts

2) EXPAND YOUR DAY Business doesn’t

3) BE MORE EFFICIENT Using UPS to

need next-day delivery, while parts can

always keep business hours. UPS is

ship documents, packages, LTL or inter-

arrive in a day or two. Either way, our

ready when you are. Later pickups, on-

national freight simplifies what’s coming

options help you meet commitments

call service and more access points than

and going. You can help customers

as well as budgets. And your custom-

any other delivery company — including

better plan their days with proactive

ers can get an early start because we

customer centers, retail locations and

status updates, and streamline your

deliver by 8:00 and 10:30 a.m. to more

over 40,000 drop boxes — keep you

own operations with our end-to-end

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working on your own schedule, not ours.

online tracking systems.

For more information, contact UPS at 800-567-9989 or visit the Chrysler MarketCenter site within DealerConnect.

UP11040_Chrysler_Ad_111412.indd 1

Mopar Masters Guild Magazine

11/15/12 4:37 PM

Leaders in the Sale of Quality Mopar Parts

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Nov - Dec 2012

3 Ways Other Departments Can Help You Sell Parts Let’s be honest – every Parts Department’s greatest customer is right on the other side of the back counter. After all, Service consistently has a steady stream of sales, not to mention all the new vehicles rolling off the lot just begging to be personalized. Are you doing everything you can to maximize that opportunity?

Accessories

D

id you know dealerships only account for about 23% of all accessories sold?1 That means there’s plenty of opportunity to improve. For instance, a great time to introduce accessories is while the deal is being created.

It’s a good time to allow customers to personalize the car, creating a greater sense of ownership. Check in with your Sales and F&I departments to discuss ways they can help maximize your accessories sales.

Tires

D

o your customers even know you offer tires? One easy way to make sure they do is having a “Good, Better, Best” display in the service drive.

Team up with your Service Department and offer free rotations and alignments with any purchase of 4 tires.

Service will benefit because the free rotations will keep those customers coming back, giving them more opportunity to upsell.

Increased parts sales can easily be achieved with the right strategies. Use these tips to maximize every opportunity to snag additional parts sales.

or call 800.853.2617 for more information.

1 SEMA Industry Trends: How Accessories Influence New Car Sales 2 Reynolds Ourisman Auto Group Success Story © 2012 The Reynolds and Reynolds Company. All rights reserved. 1086189 3/12

Mopar Masters Guild Magazine

Multi-point Inspection

Y

our technicians are the gatekeepers of your increased parts sales. Suggest they implement an electronic multi-point inspection with a report card. A tool like this generates maintenance upsells and has been shown to increase parts sales per RO by more than 15%.2 It allows the customer to see the health of their car, and ultimately is a great customer satisfaction tool.

Leaders in the Sale of Quality Mopar Parts

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Looking to Electronically Control & Manage Your Shop Supplies?

FASTENAL HAS SOLUTIONS FOR YOUR SUPPLY CHAIN CHALLENGES Technicians spend too much time at the parts counter Employees can “self-serve” needed supplies 24/7without leaving the work area

Lack of accountability on shop supplies and expensive tools Use our web-based reporting site to track consumption by individual and easily identify the last person to check out a tool or piece of equipment

The Parts Department spends too much time sourcing, ordering, receiving and picking shop supplies Your local Fastenal store continually monitors and replenishes the machines – no paperwork or labor required

Excessive inventory is taking up cash and space We stock inventory locally, so you don’t have to.

Through our optional consignment plan, we own the product until it’s dispensed PROUDLY

To learn more, contact your local Fastenal store or visit fastenal.com.

To schedule a FREE on-site demo, call 877-265-8247.

The exchange of information by like sized dealers in a non-competitive environment.

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Nov - Dec 2012

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Leaders in the Sale of Quality Mopar Parts

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AUTHENTIC PERFORMANCE

www.magnetimarelli-aftermarket.us facebook.com/magnetimarelli.aftermarketnafta

Š 2012, Chrysler Group LLC. All rights reserved. Chrysler, Jeep, Dodge, Ram and Mopar are registered trademarks of Chrysler Group LLC. FIAT is registered trademark of Fiat Group Marketing & Corporate Communication S.p.A., used under license by Chrysler Group LLC. Magneti Marelli is registered trademark of Magneti Marelli S.p.A. Printed in U.S.A.

The exchange of information by like sized dealers in a non-competitive environment.

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Nov - Dec 2012

EXtreme Tracking and Routing Application for your Auto Parts Deliveries Optimized delivery routes are created on an online map.

ELITE EXTRA™ is an online, real-time tool that streamlines parts’ deliveries, while lowering your operational costs.

EXTRA (EXtreme Tracking and Routing Application) automatically creates optimal routes on a web-based interactive map and then dispatches them to a driver’s web-enabled cell phone.

Drivers are tracked through their cell phones, which allows the dispatcher to know where drivers are at all times, and gives customers an Estimated Time of Arrival (ETA) on their parts.

The EXTRA routing and tracking system transforms antiquated paper-based and phone call-dependent processes into automated HUK PU[LNYH[LK [YHMÄJ JVU[YVS JLU[LYZ PUJYLHZPUN WYVK\J[P]P[` MVY your dispatchers and drivers, while also reducing vehicle and fuel expenses.

Dispatchers can view drivers’ progress in realtime on the web; Android cell phones show drivers their routes.

5V[ VUS` KV `V\ PUJYLHZL `V\Y WYVÄ[ THYNPUZ `V\ OLSW `V\Y customers by providing a tool that shows them when their deliveries will arrive.

What can EXTRA do for you?

BENEFITS Increase revenue 0UJYLHZL WYVÄ[HIPSP[` Improve customer relationships Control driver and fuel costs Go green with less fuel and paper

FEATURES Customers can log onto a website to learn the ETA of their parts.

Optimal routes Easy communication through web-enabled cellphones Real-time ETAs available Less up-front costs; less per driver

EAU CLAIRE CHARLOTTESVILLE | DENVER | MILWAUKEE | MINNEAPOLIS/ST. PAUL | OMAHA | SAN FRANCISCO

2985 58th Street | Eau Claire, WI 54703 | 715.874.2985

1.888.484.8729

www.eliteextra.com

Mopar Masters Guild Magazine

Reporting tools Signature capture available as an add-on

Leaders in the Sale of Quality Mopar Parts

23

Elite EXTRA continues to evolve based on input from our clients. Hereâ&#x20AC;&#x2122;s some of the newest features that weâ&#x20AC;&#x2122;ll unveil at NADA in Orlando: Tracking Courtesy Shuttle Drivers *V\SK `V\Y ZO\[[SL KYP]LYZ IL \ZLK TVYL LMÃ&#x201E;JPLU[S`& :VTL VM V\Y KLHSLYZ OH]L Z\NNLZ[LK PUJVYWVYH[PUN JV\Y[LZ` ]LOPJSLZ PU[V [OLPY [YHJRPUN ,?;9( PZ [HRPUN H WOHZLK HWWYVHJO [V [OPZ LUOHUJLTLU[ HSSV^PUN H WPSV[ KLHSLY 7HYR *OY`ZSLY 1LLW +VKNL [V [YHJR P[Z JV\Y[LZ` KYP]LYZ PU H JLU[YHSPaLK ¸[YHJRPUN VUS`¹ LU]PYVUTLU[ [OH[ ^PSS HSSV^ \Z [V SLHYU [OL JVTT\UPJH[PVUZ ULLKZ IL[^LLU [OL ZLY]PJL HUK WHY[Z KLWHY[TLU[Z ;OL ZLJVUK WOHZL ^PSS IL H <ZLY 0U[LYMHJL <0 KL]LSVWLK MVY [OL ZLY]PJL PU VYKLY [V LU[LY YV\[L HUK [YHJR WLUKPUN ZLY]PJL VY JV\Y[LZ` HZZPNUTLU[Z

Dispatch Whiteboard: Easy Visibility 0THNPUL NSHUJPUN X\PJRS` \W H[ H SHYNL TVUP[VY HUK RUV^PUN [OL KLSP]LY` Z[H[\Z MVY H J\Z[VTLY PUZ[HU[HULV\ZS` ;OL +PZWH[JO >OP[LIVHYK ^PSS NP]L THUHNLYZ HUK J\Z[VTLY ZLY]PJL YLWYLZLU[H[P]LZ [OL HIPSP[` [V ]PL^ [OL KLSP]LY` KYP]LY HUK YV\[L Z[H[\Z VM L]LY`[OPUN [OH[ PZ OHWWLUPUN PU [OL Ã&#x201E;LSK H[ HU` NP]LU [PTL ,]LY` YV\[L THUPMLZ[ ^PSS IL KPZWSH`LK VU H ZPUNSL ZJYLLU ]PL^ MYVT [OL ,?;9( +HZOIVHYK ZOV^PUN KLSP]LY` Z[H[\Z VM LHJO VYKLY HUK ,;(Z PU YLHS [PTL

7YPVYP[` :[VW 6W[PTPaH[PVU 4H_PTPaLZ ,MÃ&#x201E;JPLUJPLZ <U[PS UV^ VUJL H YV\[L ZLX\LUJL PZ LKP[LK [OL THUPMLZ[ ^V\SK UV SVUNLY VW[PTPaL >L SPZ[LULK [V V\Y J\Z[VTLYZ HUK OH]L UV^ JYLH[LK [OL HIPSP[` [V WYVTV[L WYPVYP[` Z[VWZ VU H KLSP]LY` YV\[L ^OLYL HSS V[OLY Z[VWZ VU [OL YV\[L ^PSS VW[PTPaL VMM VM [OL SHZ[ WYVTV[LK Z[VW ;O\Z `V\ ^PSS OH]L HU VW[PTPaLK KLSP]LY` YV\[L MVY TH_PTPaLK KYP]LY LMÃ&#x201E;JPLUJ` HSVUN ^P[O `V\Y WYPVYP[` J\Z[VTLYZ YLJLP]PUN [OLPY KLSP]LYPLZ Ã&#x201E;YZ[

To streamline your business contact 1.888.484.8729 or visit www.eliteextra.com for more information!

Stop by Booth 3359 at NADA to see whatâ&#x20AC;&#x2122;s next!

EAU CLAIRE CHARLOTTESVILLE | DENVER | MILWAUKEE | MINNEAPOLIS/ST. PAUL | OMAHA | SAN FRANCISCO

2985 58th Street | Eau Claire, WI 54703 | 715.874.2985

1.888.484.8729

www.eliteextra.com The exchange of information by like sized dealers in a non-competitive environment.

24

Nov - Dec 2012

All these CHRYSLER DEALERS can’t be wrong.

In my 35 years as Parts Manager I feel like my decision to do business with Corporate Billing has been one of my best decisions. Their careful DQG HIÀFLHQW KDQGOLQJ RI P\ H[LVWLQJ customer base, along with their willingness to help me capture new business has been a tremendous help in a competitive market.

$W ÀUVW JODQFH LW VHHPHG FUD]\ WR SD\ DQ RXWVLGH ÀUP WR GR ZKDW RXU 3DUWV Managers and Outside Sales personnel could and should be more than capable of. As it turned out, Corporate Billing DQG WKHLU WHDP RI H[SHUW FOLHQW &UHGLW agents approved more new Wholesale 3DUWV FOLHQWV LQ WKH ÀUVW ZHHNV WKDQ RXU EXVLQHVV RIÀFH VWDII KDG DSSURYHG LQ WKH previous 6 months.

Corporate Billing has been great for us. It has allowed us more time to focus on customer service and to focus on potential new customers rather than worry about collecting receivables. Your staff is very helpful and prompt when we need something handled for a customer.

- Marvin Windham

- Bruce R Benson

- Casey Brown

Parts Manager

Corporate Director of Fixed Operations

Parts Manager

Allen Samuels Chrysler Dodge Jeep Ram Ennis, TX

Allen Samuels Dodge Chrysler Jeep Ram Tyler, TX

Allen Samuels Dodge Chrysler Jeep Ram Fort Worth, TX

Allen Samuels Dodge Chrysler Jeep Ram Waco, TX

Allen Samuels Chrysler Dodge Jeep Alliance Fort Worth, TX

Benchmark Chrysler Dodge Jeep Ram Birmingham, AL

Allen Samuels Chrysler Dodge Jeep Ram Port Arthur, TX

Buerge Chrysler Jeep Los Angeles, CA

Allen Samuels Dodge Chrysler Jeep Ram Houston, TX Allen Samuels Dodge Chrysler Jeep Ram Katy, TX

Contemporary C hrysler Dodge Jeep Milford, NH Earnhardt’s Gilbert hrysler Jeep Dodge Gilbert, AZ

Mopar Masters Guild Magazine

Hayes Chrysler Dodge Jeep Gainesville, GA

Blackwell Automotive Danville, VA

Hayes Chrysler Jeep Dodge Baldwin, GA 30511

Central Avenue Chrysler Jeep Dodge Ram

Hayes Dodge Chrysler Jeep Ram Lawrenceville, GA

Larry Roesch Chrysler Jeep Dodge Elmhurst, IL

Mark Dodge Mobile, AL

Reidman Motors Connersville, IN

Pollard Friendly Motor Company Boulder, CO

Jim Cogdill Dodge Chysler Jeep Knoxville, TN

Rairdon’s Dodge Chrysler Jeep Ram of Kirkland Kirkland, WA

Bald Hill Dodge Chysler Jeep Kia Warwick, RI

Stinnett Chrysler Dodge Jeep Newport, TN

Dutchess Dodge, Inc Poughkeepsie, NY

Leaders in the Sale of Quality Mopar Parts

25

GROW YOUR MOPAR WHOLESALE BUSINESS

Find out how we can personalize your marketing message to help grow your wholesale parts business:

Contact Chris Messer, Publisher e

651.224.6207 ext. 14 cmesser@10missions.com

Proud supporter of the Mopar Masters Guild. Š 2012. All Rights Reserved

The exchange of information by like sized dealers in a non-competitive environment.

26

Nov - Dec 2012

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

27

HERO STORIES WANTED. Getting your customers back on the road happy and safe makes you their hero, even if they donâ&#x20AC;&#x2122;t realize it.

Snap-on knows it. For NADA 2013, we want your customer hero stories. We have 20 Snap-on gift cards for our favorites, and an ultra-limited, customwrapped Snap-on Classic 78 Roll Cab 11-drawer tool box for one lucky hero.

sbs.snapon.com/BeTheirHero

Submit your customer hero story before NADA 2013 for the best chance to win!

The exchange of information by like sized dealers in a non-competitive environment.

28

Nov - Dec 2012

ADP Drive Parts Dealer Training Schedule

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Leaders in the Sale of Quality Mopar Parts

ADP Drive Parts Dealer Training Schedule

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30

Nov - Dec 2012

ADP Drive Parts Dealer Training Schedule

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Leaders in the Sale of Quality Mopar Parts

ADP Drive Parts Dealer Training Schedule

31

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The exchange of information by like sized dealers in a non-competitive environment.

32

Nov - Dec 2012

The wait is over.

ADP ServiceEdge is here.

SM

You no longer have to wait for one tool to make the job easier.

Appointment, lane write-up, and inspection have finally come together in a way that could help save you money every month.

Find out why one dealer called ADP ServiceEdge “Revolutionary”.

Go to ADPDealerServices.com/thewaitisover and sign up for a demo..

The ADP logo is a registered trademark of ADP, Inc. / ©2012 ADP Dealer Services, Inc. / 888.424.6342 / adpdealerservices.com

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

33

Sales promotion, training, and “open house” ideas and suggestions……or “Who says work can’t be fun!”

1. Offer to donate a dollar amount or percentage of every sale made to a fleet or installer to charity. Perhaps even offer half to the installer and half to charity, such as $25 to the charity and $25 to the wholesale customer.

2. If not a charity, perhaps if they have kids in school, you could donate to their kids’ school, or athle c program etc. This is not on behalf of the dealer (which they may already do, this is on behalf of the parts department!)

3. Why not look now at January 1st and establish 4 quarterly promo ons for next year. I like using the first quarter to earn a trip (trips can be purchased from Travel America on market center), the second quarter to earn gas cards or Airline Vouchers, third quarter to earn “Visa cards” for spending money and forth quarter is “choice” in case they need more travel money or whatever. This one es them into you long term, but keeps them interested with “short term” quarterly goals 4. Use promo onal incen ves such as the “Bass pro Shop” cards or $10 Gas cards!

5. What about a rela onship building “ou ng”? Perhaps take your best shop and all their employees to a bowling compe on against your parts guys? Or a Go Cart track 6. With fall in the air, why not consider offering “for every shop who purchases a set minimum level of parts”, a cket to go with us on a “Spor ng Clay” shoo ng trip?

7. OR, why not offer either a “chance” at a Shot Gun or Cross Bow with each purchase *(in the form of a gi card from Cabela’s, Bass Pro Shop, or local spor ng goods store) or maybe a Guaranteed win with a set purchase level.

8. Offer “Fortune cookies” or “Plas c Eggs if at Easter ”, free with every purchase that offer everything from future discounts on next purchase, to freebies, such as Hat’s, T-Shirts, Etc. with 1 Grand Prize 9. Whenever a shop or fleet makes a purchase, deliver them a “jar of candy” with your dealership logo and “direct phone line” printed on it. Then every me your outside salesman stops in, they can “refill” it. No outside salesman? How about your drivers or YOU the parts manager? Candy is inexpensive and it keeps you in their mind. BUT you have to be consistent. KEEP THE JARS FULL! 10. What about a nice Keurig Coffer Maker? Same thing, take them their favorite coffee every month they a ain a purchase goal.

11. Every me a shop or fleet makes a purchase, give them a “ cket” and then once per week, have a drawing for free lunch for the lucky shop. Set a minimum “guaranteed win level”, meaning if you even purchase 1 filter, you could win lunch, but purchase “X $Dollar amount” and you are guaranteed to win lunch 12. Those who now stock Magne

Marelli may like this. Every me a shop simply calls for a “quote” on anything, Continued on Page 34

The exchange of information by like sized dealers in a non-competitive environment.

34

Nov - Dec 2012

Continued from Page 33 give them a cket. Tickets can be accumulated to win/earn something. (establish a value for the ckets) but no purchase required, just give you a chance to quote 13. Then, give YOUR employees some li le incen ve for whoever converts the most quotes to sales! This encourages follow up phone calls!

14. Host an “open house”. Invite your fleets, shops, etc., to come to you! Face it, if YOU go see them, you might see an average of 20 shops in one day, but you could have hundreds come to you! New car departments do this, why not parts? All it would cost is some burgers, hot dogs, etc., or maybe you would prefer to have it catered? Either way, it is a great way to develop be er, deeper rela onships with your customers and PEOPLE STILL BUY FROM PEOPLE, especially people they like! You can get manufactures to donate door prizes, etc. Again, if you just invested in Magne Marelli, THIS IS FOR YOU! 15. Schedule technical training clinics at least twice per year. Quarterly if possible. Helps in so many ways, less warranty, more sales, more customer loyalty, etc.

16. Whenever it is cold outside, have your drivers take “hot chocolate” to your customers or if it’s hot, Ice cold bo led water 17. Why not consider ren ng the “Ice Cream Truck” for a day and have it go around giving out free Ice Cream to your local accounts.

18. Establish a minimum goal and when/if the IRF hits their goal they earn whatever you decide/they want.

You can easily factor in a set dollar amount or percentage into each sale and/or perhaps use Mopar funds and come up with incen ves, especially with the holidays coming up! Gi cards are always well received and it will work to overcome the NAPA rebates programs!

19. Incen ve to countermen for “add on” sales. Such as adding gaskets, fluids, etc. Cash works good, see above) 20. Offer Service Advisor incen ve for customer pay sales and addi onal “bounty” for Service contract or A ermarket warranty conquest sales. We KNOW we are losing sales to a ermarket and extended warranty companies. Perhaps a small “carrot” might persuade your service advisors to work to conquest those sales.

21. Create a “council or group” of independent, non-compe ng shop owners and get together once per month for breakfast to discuss business, business ideas, etc. This is sort of like a guild, but for shops 22. Offer to co-op some local ads for Oil Changes, transmission services, brakes, etc for Mopar vehicles using Genuine Mopar parts (that must be purchased from you). This will show the shop you are looking to partner with/help them!

23. Divide your shops/fleets into groups (1 group per counterman or driver etc.) then have a contest to see which group purchases the most. Group who wins gets free lunch for their shop and the counterman gets $50 or whatever, or some “fun compe on” element.

24. Set a team goal and a “stretch goal” for your parts department. Hit goal 1, free lunch of set dollar amount. Hit stretch goal, earn Steak dinner at Outback or Red Lobster Continued on Page 35

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Continued from Page 34 25. As we approach the end of the year, why not create a list of “old inventory” and let’s create a flyer to “blow it out” either at cost or near cost or perhaps offer “double” incen ves for purchasing old or overstock items! All you get if you return is full credit (or worse for some of you), so why not “sell it versus return it?”

26. Finally, here is a recap of some of the ideas (some men oned above, some maybe not) that you could run to have a li le fun and grow your business.

Put together monthly or quarterly “wholesale” incen ves such as  Spor ng Clay ou ngs  Charter fishing trips  Spirit Cruise for two (Bal more, Norfolk, NYC, Boston) several towns have them!  Casino night  Golf ou ng  “Let your hair down” events such as day at the go-cart track  Family event such as “Horseback riding”  Sponsor a “Pic-Nic “at a theme park like Busch Gardens, Kings Dominion, Six Flags, etc.  Weekend Get-Away to NYC with spouse/date for some Holiday shopping or Dinner and a show Submi ed by Marvin Windham Wri en by Bill Taylor - Tracy Industries

The exchange of information by like sized dealers in a non-competitive environment.

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Nov - Dec 2012

Cars damaged by Superstorm Sandy flood onto market Used car deals that sound way too good to be true usually are.

Although the chances of Canadians ge ng soaked with flood-damaged vehicles are slim, there are always sharks in the water fishing for easy marks.

With 100,000 to 250,000 new and used cars damaged in the wake of Superstorm Sandy from the Carolinas to Maine, Canadian automo ve consumer protec on organiza ons warn there’s bound to be some sweet-sounding but foul-smelling private deals on the Internet and in print ads.

“A er Hurricane Katrina, we did see some flood-damaged cars coming into Canada. We don’t know exactly how many, but there’s absolutely no reason to think it won’t happen again with Sandy,” said Terry O’Keefe, manager of communica ons and educa on for the Ontario Motor Vehicle Industry Council (OMVIC).

“It’s only a ma er of me before some of these vehicles find their way back into the marketplace and obviously most will be in the U.S. but dealers and consumers in Ontario are going to have to prepare for the possibility by making sure they educate themselves,” he added.

Unlike the U.S., Canada has strict mandatory vehicle “branding” requiring that the informa on and history of a car brought into one province from another is transferred to the other jurisdic on’s vehicle registry system. A car’s vehicle iden fica on number (V.I.N.) is a serial number used to track its history and determine how it has been branded.

Because some American states have no mandatory “branding” laws, it is easy to “ tle wash” a vehicle’s history, O’Keefe said.

“If a vehicle is flooded in New Jersey, it’s reported to the insurance company and the insurer writes it off, pays the owner and brands the car as flood damaged. It’s possible to take the vehicle to a state that doesn’t have mandatory branding, register it there, and the flood branding disappears from the tle,” O’Keefe explains.

That car can then be moved around and sold with a clean tle.

Cars that are uninsured or have minimal coverage won’t get branded if there’s no claim and the owner can dry it out, clean it up and sell it privately or trade it in for another car with no one knowing its past history.

According to Ontario’s Motor Vehicle Dealer’s Act, car dealers must provide all disclosure to customers. This includes branding, collision history, any damage over $3,000 that has occurred, whether the vehicle was registered in another jurisdic on and where and if the auto was immersed in a liquid that penetrated the interior floorboards.

Continued on Page 37

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Continued from Page 36

“There are curbsiders (illegal vendors posing as private sellers or small business owners) and private sellers who get vehicles from salvage auc ons. What’s going to stop them from going to the U.S. and buying them there? It may be a new source of inventory and that’s a concern we have,” O’Keefe said.

In Ontario, flood-damaged vehicles are deemed un-repairable and are by law not allowed on the road at all. Water, especially salt water, can slowly corrode vital parts and electronics and pose a variety of hazards.

“It could show up in a collision when airbags don’t deploy. It could show up when you’re doing 120 on the 401 between three tractor-trailers and your engine shuts off, or when the steering fails. It’s insidious and that is why the Ministry of Transporta on says these vehicles are not allowed on our roads,” said O’Keefe.

Because of the fairly intense scru ny of vehicles imported from across the border, strict Canadian branding laws and guarantees of up to a $45,000 refund from dealers who don’t disclose a car’s true history, the numbers of flood-damaged vehicles coming into the country are expected to be low.

“The number of those vehicles that will make it across the border will be miniscule because there is a far bigger market in the U.S., so why would you have to deal with the border crossing if you didn’t have to?” asks Bob Pierce, director of member services with the Used Car Dealers Associa on, adding: “There’s too many hoops to go through.”

Pierce said imported autos must be processed by the province’s registrar of motor vehicles, with a vehicle’s paperwork submi ed 72 hours before it arrives at the border, inspected at the border and then inspected by a mechanic a er crossing the border and finally inspected by the dealer to ensure compliance with UCDA’s regula ons.

“The only way you’re going to run into a problem is if you latch on to an email scam or you go through a paper and believe ads that say ‘Buy your car in the U.S. 2009 Audi A5 for $4,000.’

If you buy into that nonsense then you’re going to get stung,” Pierce added.

Aaron Schulenburg Execu ve Director | Society of Collision Repair Specialists (SCRS) 302.423.3537 877.435.6028 Fax aaron@scrs.com

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Nov - Dec 2012

2012 M MMG MG C Com o m m itte i t t ees es President Vice President Treasurer Secretary

Steve Hofer Rick Cutaia Mark Skinner Joe McBeth

Park CJ – Burnsville, MN Rick Hendrick Dodge – Charleston, SC Power CJD – Phoenix, AZ Dallas DCJ – Dallas, TX

Gerry Oakes Marvin Windham Dan Hutton Paul Allred

Baxter CJD – Omaha, NE Benchmark CJD – Birmingham, AL Tom O’Brien CJD – Greenwood, IN Stateline CJD – Fort Mill, SC

Vendor Chairman

Dan Hutton

Tom O’Brien CJD – Greenwood, IN

Newsletter

Dan Murphy Don Cushing

Chapman CJD – Scottsdale, AZ Bald Hill DCJ – Warwick, RI

Nada 2013 Planning

Marvin Windham Andy Reed

Benchmark CJD – Birmingham, AL Allen Samuels DCJ – North Richland Hills, TX

Membership

Open

Executive Committee All of the above as well as:

Committees:

Vendor Committees ADP

Gerry Oaks Paul Allred Andy Reed Rick Monteiro Mike Mulkins

Baxter CJD – Omaha, NE Stateline CJD – Fort Mill, SC Allen Samuels DCJ – North Richland Hills, TX Jack Powell CJD – Escondido, CA Go Chrysler Jeep West – Golden, CO

R&R

Rick Cutaia Ken Kokoszka Rich Schott

Rick Hendrick Dodge – Charleston, SC Pollard Friendly Motors – Boulder, CO Moore CJ – Peoria, AZ

Dan Hutton Paul Allred Brent Hoge

Tom O’Brien CJD – Greenwood, IN Stateline CJD – Fort Mill, SC Larry H. Miller CJD – Sandy, UT

Dealer Tire

Paul Allred Susan McDaniel Joe McBeth

Stateline CJD – Fort Mill, SC Bill Luke CJD – Phoenix, AZ Dallas DCJ – Dallas, TX

Elite Extra

Rick Monteiro Larry Morris Ken Kokoszka J.D. Ipsen Steve Hofer

Jack Powell CJD – Escondido, CA Fred Beans DCJ – Doylestown, PA Pollard Friendly Motors – Boulder, CO Ken Garff West Valley CJD – West Valley, UT Park CJ – Burnsville, MN

UPS

Marvin Windham Brent Hoge Casey Brown Glen Hojnacki Ken Kokoszka

Benchmark CJD – Birmingham, AL Larry H. Miller CJD – Sandy, UT Allen Samuels DCJ – Katy, TX Milosch’s Palace CJD – Lake Orion, MI Pollard Friendly Motors – Boulder, CO

OEConnection Snap-On

Mopar Masters Guild Magazine