Mopar Masters Guild Magazine November - December 2018 Edition by Don Cushing

Leaders in the sale of quality Mopar Parts.

November - December 2018

Also In This Issue From the Desk of MMG President Susan McDaniel ................................ 2-3 MMG Annual Meeting at NADA Tentative Itinerary ........................... 4-5 MMG Meets with Snap-On Business Solutions ............................................ 6-7 MMG Meets with Reynolds & Reynolds ...........................................8-10 MMG Meets with OEConnection ...............................11-13 MMG Supporting Vendors .........14-15 The Good, the Bad, and the Opportunity ...................................16-19 Reynolds & Reynolds .........................20 Snap-On Business Solutions .............21 AER Manufacturing .....................22-23 10 Missions Media .............................24 UPS .................................................25-27 Autobody News ...................................28 Parts Sales Xcellerator/PSX .....29-31 Elite Extra ...........................................32 Rousseau Storage ...............................33 CDK Global ...................................34-35

Mopar Masters Parts & Service Managers Guild to Hold 27th Annual Meeting in San Francisco at NADA 2019

MMG Endorses CollisionLink ..36-37 OEConnection ...............................38-40 Reynolds & Reynolds .........................41 Katzkin Leather ..................................42 The View from My Office...........43-44 2,200 Years After Hannibal ........45-46 FCA Leadership Announced ......47-48 Muscle Cars Do Heavy Lifting ..48-49 2018 MMG Officers/Committees ..50

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

Mopar Masters Guild

November - December 2018

From the Desk of MMG President Susan McDaniel The Marine’s Memorial Club Welcomes the Mopar Masters Guild Let’s start the year off right! The Mopar Masters Guild is proud to announce that our 27th annual mee ng will be held at The Marines Memorial in San Francisco, California. For more than seventy years San Francisco’s Marines’ Memorial Club has stood in honor of the memory of the men and women who served in defense of our na on. Since 1946, Marines’ Memorial Club has honored the legacy of military service through a living memorial, hotel and theatre that both serve and commemorate the Veterans of all eras. The flagship Marines’ Memorial Club is located in the heart of downtown San Francisco, just off Union Square and the cable cars. This handsome California Spanish Revival hotel offers an invi ng club atmosphere that is rich with history, honor and pride. Marines’ Memorial Club is the first ever “Living Memorial” in the United States, offering historic exhibits featuring American military history from all eras, and a library and museum with ar facts and books donated by grateful members, Veterans and their families. If you have not already made your plans to join us, please book today! We will be arriving Tuesday, January 22nd with a wonderful recep on at The Rambler. Our mee ngs will begin on Wednesday, Thursday, and Friday mornings at 7:00 a.m. at the Marines Memorial. Every year, I cannot stress enough, the importance that our vendors hold for this guild and its future, without them, we would not be able to con nue to meet and grow together with our peers. A huge por on of our mee ngs will be centered around our vendors and talking about what is new along with ques ons and concerns we have about various products. We are ALL very eager to listen and learn new ways to improve our businesses and ul mately make more money! We will also have plenty of me to discuss current issues and concerns amongst ourselves. A er all, this guild was formed and built around the mo o of “The exchange of informa on by like size dealers in a non-compe ve environment.” This pre y much says it all. We can ALL a est that there has not been one single mee ng that we did not bring back an idea or two to our stores. Our partners from FCA will be joining us again this year. It is always a pleasure to have them at our mee ngs. John Fox, Ryan Maguire, and Skip Olson are a great team. They always take the me to listen and do everything in their power to improve the areas that we have concerns with. It is our voice as The Mopar Masters Guild that helps them to realize when current programs and decisions are not working in our stores. It is also our voice that helps them to realize what programs ARE succeeding for us. We are very excited that they are taking the me out of their busy schedules to come out and spend Thursday a ernoon with our guild.

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Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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Together, as a team, we can con nue to move forward to the next level. It is very important for all of our members to a end and meet our partners at FCA. The most basic and powerful way to connect to another person is to listen. Just listen. It’s me to connect! We have the opportunity to start this year oﬀ right and make it the BEST one yet! All of the tools are right here at our finger ps.  The top 150 Parts Managers in the country exchanging informa on in a non-compe ronment!

ve envi-

 A group of the strongest Service Managers in the country with GREAT INPUT!  Vendors that we use or could poten ally use to help grow our business!  FCA face to face to converse and connect with us and help us with our concerns! Marines Memorial link for Mopar Masters - Book ASAP - Rooms are limited! h ps://be.synxis.com/?adult=1&arrive=2019-01-20&chain=17448&child=0&currency=USD&dep art=2019-01-29&group=MOPAR2019&hotel=15825&level=hotel&locale=en-US&rooms=1&sbe_ ri=0&sbe_sid=YFC-bk9se6DnWF7quCu9EPTY

The complete Tenta ve I nerary is on Pages 4-5 THIS IS A NO-BRAINER! SIGN UP TODAY! “The Devil whispered in my ear, “you’re not strong enough to withstand the storm.” Today I whispered in the devil’s ear, “I am the storm.” - Oorah! Your President,

Susan McDaniel Susan McDaniel - susan@billluke.com - 602.336.1557

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

November - December 2018 Mopar Masters Guild I nerary – NADA 2019 (Tenta ve)

27th Annual Mopar Masters Mee ng Marines Memorial Hotel 609 Su er Street, San Francisco, CA 94102 Tuesday, January 22nd 2019 Arrive in San Francisco 5:30pm - 6:15pm

Meet in lobby at 5:30-6:15 Bus will be provided

6:30pm - 9:30pm

Welcome recep on for our members and guests at: The Mezzanine and Zinc Bar at The Rambler 545 Post St. San Francisco, CA

All MMG Mee ngs will be held at The Marines Memorial Hotel Wednesday, January 23rd 2019 7:00am – 7:45am 7:45am – 8:45am

Breakfast MMG Discussions Opening Comments of the 27th Mopar Masters Guild Mee ng - Susan McDaniel Secretary’s Presenta on of Minutes - Mike Opperman Treasurers’ Report - Don Cushing Commi ee Reports Guild Business Old/New 8:45am – 9:00am Break 9:00am – 10:00am MMG Discussions 10:00am – 10:15am Break 10:15am – 12:00pm Tier 2 Vendor Fair Featuring: *Corporate Billing, LLC

*Rousseau Metal/Storage

*Autobody News

*Katzkin Leather

*10 Missions Media

*Dealer Tire

*Elite Extra 12:00 - 12:45pm 12:45pm – 1:45pm 1:45pm – 2:00pm 2:00pm - 2:45pm 2:45pm - 3:00pm 3:00pm - 3:45pm 3:45pm - 4:00pm 4:00pm - 4:45pm 5:00pm

Lunch - Tier 2 Vendors Invited Guest Speaker – OEConnec on Break Guest Speaker – CDK Global Break Guest Speaker – AER Manufacturing Break Guest Speaker – UPS Adjourn Day 1 Mee ng

Mopar Masters Guild Magazine

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Leaders in the Sale of Quality Mopar Parts Continued from Page 4

Thursday, January 24th 2019 Spouses Brunch 10:00am – 12:00pm Ladies Brunch – The Boudin Bakery (I heard that there is a tour as well!) Jamie Hu on will be contac ng all of the wives with details…..exci ng!

Thursday, January 24th 2019 7:00am – 8:00am 8:00am - 8:45am 8:45am – 9:00am 9:00am – 9:45am 9:45am - 10:00am 10:00am - 12:00pm 12:00pm - 12:45pm 12:45pm - 1:45pm 1:45pm - 2:00pm 2:00pm - 3:30pm 3:30pm - 3:45pm 3:45pm – 5:00pm 5:00pm

Breakfast Guest Speaker – Reynolds & Reynolds Break Guest Speaker – Summit Consul ng Int’l - PSX Break MMG Discussions - Prepara on for FCA/Mopar Lunch Guest Speaker – FCA/Mopar Break Guest Speaker – FCA/Mopar Con nues Break Guest Speaker – FCA/Mopar Con nues Adjourn Day 2 Mee ng

Thursday Evening, January 24th 2019 - Annual MMG Cocktail Recep on 6:40pm 7:10pm 7:30pm - 9:30pm

First bus leaves the lobby Second bus leaves the lobby The Water Bar - 399 Embarcadero, San Francisco

Friday, January 25th 2019 7:00am – 8:00am 8:00am – 8:45am 8:45am – 9:00am 9:00am – 10:45am

Breakfast Guest Speaker – Snap-On Business Solu ons Break MMG Panel Discussions - Each Panel Will Consist of 5 Members and will be Led by Moderators: Paul Allred - Accessories Presenta on Marvin Windham - MSO Presenta on Cody Eckhardt - Service Presenta on 10:45am – 11:00am Break 11:00am - 12:00pm MMG Panel Discussions Con nue 12:00pm – 12:45pm Lunch 12:45pm – 1:30pm MMG Panel Discussions Con nue 1:30pm – 1:45pm Break MMG Panel Discussions Con nue 1:45pm – 3:15pm 3:15pm – 3:30pm Break MMG Panel Discussions Con nue 3:30pm – 5:00pm 5:00pm Adjourn – End of Mopar Masters Guild’s 2019 NADA Mee ng

Saturday, January 26th 2019 - NADA Conven on/Leave for Home The exchange of information by like sized dealers in a non-competitive environment.

November - December 2018

Mopar Masters Guild Meets with Snap-On Business Solutions The MMG’s Vendor Commi ee met with representa ves from Snap-On Business Solu ons recently in Cleveland, Ohio. Represen ng the guild were Dan Hu on from Tom O’Brien DCJR of Indiana, Cody Eckhardt from Larry Miller DCJR in Utah and Don Cushing from Tasca Automo ve Group in Rhode Island. We met on Monday evening for dinner with several members of the Snap-On Team. We knew right away that these gentlemen would get us thinking when Nick Sposet, Senior Product Manager (and obvious Star Trek aficionado) proposed a ques on. “If you had your choice, which would you choose – Warp Drive, The Hollow Deck or the Food Replicator?” What a great conversa on starter! Keith Pople, Global Accounts, entertained us with his stories as a band member and his many gigs from his 20+ years as a musician. If you see him at NADA 2019, ask him. He will make you smile! Of course, we got serious and had some discussions about our ideas on the industry and those discussions would be a great lead in to the following day of our mee ng. Bright and early on Tuesday we met with the Snap-On Team:  Keith Pople – Global Accounts  Ken Satz – Senior Director, OEM Sales, Program Management  Nick Sposet – Senior Product Manager  Milton Revmatas – Senior Product Manager A er the welcome remarks and introduc ons, we got right down to business. First oﬀ, we were presented with Snap-On’s Service Updates by Keith:  Service Readiness Assessment  Service Equipment  Uniform Program  Loan Tool Availability  Tool Organiza on On the Service Department side of the dealerships, we discussed the challenges of finding qualified help, or at the very least, individuals who are interested in the automo ve field, CAP Programs, Tech Schools, Business Conferences, etc. It’s suggested that you have one entry-level technician for every two qualified techs. We covered customer surveys and the eﬀects of Social Media on service departments. Continued on Page 7

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Continued from Page 6 Moving on to the Parts Department we covered EPC 5 Updates:  Accessories Deployment Complete  Filtering Enhancements Complete  PAIS 4 End of Life progressing (less than 40 dealers le ) o Target comple on in Q1 2019  2019 Roadmap o EPC 5 Technology upli (HTML 5 technology) Safe and secure EPC usage o Part Photo implementa on At the side-by-side – full size display o Search in SS data Find P#’s no ma er where they’re at At this juncture we were joined by John Wolf – President of Snap-On OEM Solu ons. John gave us updates on the short- and long-term outlook on the economy and how it may aﬀect the automo ve industry as well as the poten al side eﬀect to Snap-On. We enjoyed some great conversa on with Mr. Wolf and it was a pleasure to have him join us, not only for the updates, but also for his interac on with the Mopar Masters group. We finished up our day discussing Service Write up, Express Lane, Wi-Advisor 3.0, Snap-On’s Vehicle Health Check solu on and e-commerce programs. The Mopar Masters Guild would like to thank Snap-On for their sharing of ideas and new products and for their hospitality during our visit. We would especially like to thank them for their many years of support that they have given the Mopar Masters Guild. SubmiƩed by Don Cushing

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

November - December 2018

Mopar Masters Guild Meets with Reynolds & Reynolds October was a me of transi on. The weather was changing from the warm summer into the cool fall as we prepared for winter. Students and families se led into the new school year. Even the clocks prepared for change as they were set back for daylight savings. This set the stage for the annual MMG mee ng with our friends and partners from Reynolds and Reynolds. They are one of the original MMG sponsors and have never wavered in their support of our Guild. In addi on to the business mee ngs outlined below, we spent leisure me together on the golf course and at many meals, and like the auto geeks we are, most of our discussions were work related. I was slightly disappointed to see Brent “sand bag” on his golf game and on hole 18, when it was needed for his team to win, he hit his drive on the par three green and sunk a 20-foot pu to edge out his boss and one of his best customers!! We had a great me and obviously the teams were evenly matched. I was lucky enough to be on the team with Jason Sideris, Mike Singleton and Jeff Nest. We might have been the loser’s and the team without a lot of talent, but I can’t imagine the other team having as much fun as we did. I did discover that Mike Singleton can be coached – given the right mo va on he can play some golf! One of the highlights of this trip was being invited to Jason’s home for dinner and to watch some Thursday night football. Jason’s family is so special and have made us feel like part of their family. We were also very honored to be invited to the Reynolds and Reynolds Employee Apprecia on dinner Friday night, where we were treated like royalty. We had a great night of food and drink as Jason and his team recognized outstanding achievements of the top folks in the Tampa office. The cumula ve experience in that office is unbelievable, and we were so impressed with the a tude of the complete team - obviously results of great management! We were privileged to speak with Jon Strawsburg a couple of mes throughout the week. Jon was unable to make this mee ng due to a health scare (He’s OK now), but it was good to hear him and know that he was already back to work, just under a two-week travel restric on. Alan Yancey from Hayes Chrysler was also scheduled to be on the trip and had to cancel due to a health issue, that has also since been resolved. See you both next year Jon and Alan!! Change is inevitable but good changes are the result of making constant refinement to a strong core. The key to these successful changes and others relies on a stable founda on. Continued on Page 9

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Continued from Page 8 Reynolds and Reynolds’ commitment to a stable core was made evident to us in October while we met with representa ves in their Tampa oﬃce. They understood our core business in the parts department and focused their a en on on providing enhancements to our business. We were able to sit down with Jason Sideris, newly promoted Vice President of Fixed Opera ons in Product Planning, and members of his team, Brent McDorman, Adam Kirdzik and Cory Coler. Present in the meetings from the MMG were Rick Cutaia, Kent Cogswell and Marvin Windham. They were eager to talk to us and get our feedback on how we use Reynolds’ solu ons. They showed us areas of the system to take advantage of and gave us a glimpse into their mindset for future development. An example of the refinement they are working towards involves the ERA-IGNITE system. Many of us have used the ERA® “blue screen” for years and are hesitant to embrace the change to IGNITE. The Reynolds team devotes me to study the use of ERA-IGNITE to make sure the system con nuously fits the needs of dealers in a way that ERA blue screen can’t. Their knowledge of the parts department is evident in how they approach this. Each common task in the parts department is evaluated and broken down into individual keystrokes. Then they repeat that task over and over, assessing each step, and look for areas of improvement. The purpose of this ongoing study is to con nue to refine the system and find ways to make ERA-IGNITE easier for the end user. They shared this a en on to detail with us and showed how each task performed in ERA-IGNITE is designed to use fewer keystrokes than ERA “blue screen”. They understand how important eﬃciency is to the daily operaon of a parts department. I can tell you this was met with enthusiasm by the Guild members as we studied the numbers presented to us. By using keyboard shortcuts and customiza on op ons na ve to ERA-IGNITE, they were able to show an average keystroke reduc on of 42%. Brent McDorman and Adam Kirdzik took note of areas of keystroke inconsistencies on different screens and vowed to look at resolving those when possible. We talked at length about how much power users rely on muscle memory for speed. One of the best features they shared with us was making use of the Create Credit Memo op on only found in ERAIGNITE. Using this feature can turn the daun ng task of manually entering all the customer and part informa on on a credit memo into a few simple clicks to complete. We also discussed the Retail Markup Op on, and how a small automa c price change can add up to big dollars. Each of us represen ng the Guild at the mee ng are currently u lizing this tool. On average a parts department selling 10,000 parts a month can see an addi onal $12,000 in profit over the course of a year. What this tool does is takes the ending amount of your calculated parts prices and will either round up or add an incremental amount to the selling price. Continued on Page 10

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

November - December 2018

Continued from Page 9 For example, a part with a calculated selling price of $12.76 may be rounded to $12.99 based on the se ngs used. Once set up, the Retail Markup Op on performs all the calcula ons in the background and is seamless to implement. The retail consumer expects to see pricing like this from all of their daily shopping. Walk into any retailer and you’ll rarely see any pricing that doesn’t end in a common number. In a round of friendly compe on we compared notes to see who was achieving the highest dollar return. It is amazing to see how such a li le change when used across the board can contribute thousands of dollars to your monthly bo om line without selling addi onal merchandise. We all agreed this works really great for the retail consumer. We would suggest this not be used for insurance and wholesale customers that calculate pricing using es ma ng systems. Another area of improvement is in the Online Transac on Journal, or OTJ. Transac ons that affect inventory in the department are recorded, mestamped, and displayed in the OTJ. Several addi onal transac on types were recently added to the system including:  Order Adjustments  Physical Inventory  Supersession Addi onal search criteria has also been added to search by PO# and results will now display Shipper# informa on when available. One of the most common uses for the OTJ is finding missing or misplaced parts by tracing the part from original shipment, through receip ng, shelving, and inventory checks. One of the Guild members shared a personal success story of using the OTJ to dig into ques onable transac ons and caught an employee stealing from the department. The Reynolds team believes strongly in this product and has a roadmap in place for con nued refinement. They plan to add more search criteria and addi onal informa on to give us a single point to trace all part transac ons. To make sure the changes are what the dealerships need, Reynolds pays a en on to feedback everyone on a Reynolds system provides, not just the Guild. Many of the new addi ons to the Online Transac on Journal are direct results of what parts departments across the na on have asked for. During a discussion about the need to stay connected with your department while away from the dealership, the Reynolds team introduced us to the RMI Snapshot system. It is part of the Retail Management Intelligence applica on in ERA-IGNITE. This is an automated system that will send you an email showing you the stats that you have chosen as the most important to be aware of. In the past, each day I was away I would have to personally call back to the shop and ask for an update on the sales. Now I receive an email showing me the daily totals at the mes I specify. Since the October mee ng I have used this every day. The name “Snapshot” is an appropriate one as it gives users a condensed status check of your department. I read the status check from my phone and can constantly stay informed. At a quick glance I know if everything is okay or if my a en on is needed in a specific area. All sorts of different informa on is available. For even more detailed informa on, including real- me data, Reynolds offers an app for your phone called MyRMI that gives users access to customized RMI dashboards, and the ability to drill down to specific details. All while on a phone or tablet, from anywhere and any me. The fact that Reynolds views us as partners and not customers was reinforced by mee ng with Reynolds and their Fixed Opera ons team. Although it’s a large company, Reynolds takes the me to truly listen to their customers and is there to help improve our businesses now and moving forward. During the mee ng they ac vely asked for our input and sugges ons and took copious notes. They gave us a forum to discuss our most pressing issues. Because of Reynolds & Reynolds, our parts departments are more profitable now than ever and we are working closer with Reynolds to truly get the best use of the solu ons. Reynolds is invested in making changes that benefit our core business. SubmiƩed by Marvin Windham and Brent McDorman

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Mopar Masters Guild Meets with OEConnection The MMG’s Vendor Commi ee met with representa ves from OEConnec on recently in Cleveland, Ohio. Represen ng the Mopar Masters were Dan Hu on from Tom O’Brien DCJR of Indiana, Cody Eckhardt from Larry Miller DCJR in Utah and Don Cushing from Tasca Automo ve Group in Rhode Island. We met on Tuesday evening for dinner with several members of the OEConnec on Team. It was certainly a spirited night discussing business, families, sports and more. At one point I was kidding with Dan Hu on when he was discussing the Indianapolis Colts and I reminded him of their less than stellar games against the New England Patriots. Dan then announced that since it was my first mee ng as a Vendor Commi ee person, it would probably be my last! Touché Dan. I deserved that. The team from OEC made us feel right at home and there was plenty of interac on that would lead us into our mee ng being held the next day. Mee ng at OEConnec on’s Headquarters on Wednesday morning, we were presented with the agenda for the day. Represen ng OEC were:

 Ron Coill – President & COO  Gary Coveyou – Director – Na onal Accounts (FCA)  Jon Palazzo – VP - Mechanical  Bonnie Coleman – Mgr. Mechanical Product  Bill Lopez – VP – Collision Product  Pat Blech – Mgr. Collision Product/MPL  Sara Wojtowicz – Associate Mgr. Collision Product  John Haluch – Director – Customer Success  Carrie Watson – Mgr. Customer Success  Shane Murphy – Mgr. Field Services  Kyle McChesney – VP – Supply Chain and EPC

Continued on Page 12

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

November - December 2018

Continued from Page 11  Amy Hammond – Mgr. Supply Chain Product  Andrea Harrington – Customer Success Specialist  Antonio Avila – OEM Customer Success Specialist Following our welcome remark and introduc ons we were then given a Mechanical Product update by Jon Palazzo. We began with Market and RepairLink Overview  4,200 Dealers  28,000 Ac ve Shops  100,000+ enrolled shop accounts  All Makes/Models – One Stop Shop  24/7 Price & Availability  OEM Pricing & Illustra ons o 6 OEM Programs o Parts Marke ng for Online Orders o EPC Illustra ons  Produc vity Tool o Reduces price, availability and illustra on calls to dealers  Shop Management Integra on with: o Mitchell1 & R.O. Writer Jon also covered FCA’s Special Pricing through RepairLink launching in early 2019. Program Parts sales qualify for discounts and reimbursement funds back to the dealer for selling at a reduced price. Addi onal topics discussed included Part Category Focus within the RepairLink Parts Program, RepairLink Dealer Best Prac ces, Poten al On-Demand Delivery Service through 3rd par es in conjunc on with OEM’s and Dealers, and more! Following a short break, Bill Lopez gave us OEC’s Collision Update. We covered the Collision Industry Market Dynamics, Insurer Domina on, MSO’s, Complex Vehicle Designs, the challenges that the Independent Repair Community faces, Diﬀerent Repair Methods and how OEM’s must respond to the Market Forces and the problems that OEM’s face today. In summary, parts sales are eroding and doing nothing is NOT an op on. Overall, OEC con nues to be focused on delivering a comprehensive CollisionLink strategy to the OEMs to ba le companies in the collision market that con nue to disadvantage dealers and OEMs from pu ng their parts first in the procurement process. We were then presented with OEC’s new products and the addi ons that we may poten ally see in the near future including an enhanced Conquest workflow, catalog images in CollisionLink Shop and a fully automated quote to order workflow. Continued on Page 13

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Continued from Page 12 These products look to expand on the CollisionLink Solu on and oﬀer us more op ons as we move forward. A er a quick lunch break, John Haluch and Carrie Watson covered OEC Customer Success:  In-App Self Service  Inbound Customer Support  Outbound Customer Success  Account and Program Management  Customer Success Toolkit OEC’s goal con nues to be giving dealers access to tools to help them grow usage of CollisionLink and RepairLink to help sell more parts! Shane Murphy covered Business Intelligence and General Updates, Con nued Investment in the Product, OEM Authoriza on w/ co-op support. Shane also covered Performance Coaching, a Product Solu on oﬀered to help increase parts sales for your dealership. Kyle McChesney led the discussion for EPC/Parts Broker Direct which many dealers around the country par cipate in already. Another great mee ng with one of our long me Mopar Masters Guild Suppor ng Vendors. The Mopar Masters Guild appreciates the me and the hospitality of the OEConnec on Team and we hope that our input and a endance has helped as the industry moves forward into the future. Thank you OEConnec on! SubmiƩed by Don Cushing

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

November - December 2018

Our Supporting Vendors:

Support those who support you.

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Our Supporting Vendors: Support those who support you. The exchange of information by like sized dealers in a non-competitive environment.

November - December 2018

The Good, the Bad, and the Opportunity: EVs in Your Service Drive In 2013, industry analyst Anton Wahlman wrote in a piece for financial news website The Street: “For the next 50 years, one business I don’t want to be in is the car service business … With the conversion to electric cars, there will be very li le to service.”1 Fast-forward to 2018, and every few weeks seemed to bring news of a major global automaker announcing plans to boost produc on of electric vehicles (EVs). While the full-scale shi to EVs among consumers hasn’t started in earnest yet – most projec ons are between 2025 and 20302 – we have s ll seen enough to make some grounded assessments regarding the eﬀects of EVs on dealership service departments. The quick take: Like any sweeping and seemingly permanent industry change, there’s some good, some not so good, and a lot of opportunity for the prepared to thrive and the unprepared to struggle. While the doom and gloom prophesying of a few years ago seems increasingly overblown, the challenges EVs can create for service drives are very real. They demand both a though ul, strategic response as well as the dealership’s willingness to invest in EV opportuni es – at the ownership, management, and even associate levels.

The Bad Let’s get the bad out of the way first. Consider these two facts:  Not coun ng the two to five years of experience it takes most individuals to safely work free of supervision on a vehicle, the electrical systems and drivetrains of EVs demand addi onal special skills and knowledge.3  While a conven onal vehicle’s electrical system is almost en rely driven by voltages of 12 to 14 volts, EV drivetrains may produce circuit voltages of as much as several hundred volts.4 Individuals have been electrocuted by appliances using ordinary household currents of 110 volts and by electrical apparatus in industry using as li le as 42 volts direct current,5 meaning a simple technician error (like not disabling an EV’s high-voltage systems before beginning work) is much riskier with EVs than tradi onal internalcombus on engines. Because of these factors, EVs will have some nega ve effects on the service drive. No one wants their technicians to be in danger on the job, not to men on that ge ng to the point of being able to work safely and comfortably with EVs requires the ini al investment in training, special service tools, and educa on for your technicians. Whether that falls to the dealership, the associate, or some combina on of the two, someone’s going to have to foot that bill (obviously, those dealerships who offer more backing as an employment benefit are going to draw more quality talent). Finally, the overall market for service revenue – no ma er how big or small anyone’s slice of the pie may be – looks unstable in the near future: it could shrink as some of the old standbys of tradi onal service work disappear with the shi to EVs, or it could grow as the complexity of new parts affords new revenue opportuni es in service. We just aren’t posi ve yet how it will shake out. Continued on Page 17

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Leaders in the Sale of Quality Mopar Parts

Continued from Page 16 These are long-term challenges that we don’t have ironclad solu ons for yet, although it’s worth no ng that the smart dealer is already proac vely looking at the whole dealership to ferret out as many new profit centers as possible and mi gate any coming blows to the bo om line.

The Good It’s understandable, then, that the mood around EVs right now suggests you have to squint to see any posi ves when it comes to their impact on the dealership service department. Generally speaking, EVs don’t require many of the regular service oﬀerings that have been a staple of the industry since me immemorial. Because they have electric motors instead of a combus on engine, they do not need spark plugs, ming belts, fuel filters, or motor oil.6 All hope is not lost, however – far from it, in fact. First, even once EVs have oﬃcially gone mainstream, there will s ll be a huge number of non-EV vehicles that need repairs and maintenance for the foreseeable future. The ability to prepare a used car for resale represents a great opportunity for service departments to execute a full inspec on and detail process. Second, EVs are ul mately s ll automobiles with parts that inevitably wear out or break. They s ll need suspension work and rou ne replacements for wear-and-tear items like res and wiper blades. Bu ons, knobs, and switches on the vehicle interior will s ll break or malfunc on, HVAC systems will s ll go haywire, and everything from power seats to power windows could s ll fail. All that is to say, when EVs do come in for service, make sure there is an inspec on done on each one. When the total amount of work possible is limited from the outset, iden fying those opportuni es that are present with each and every customer is cri cal. Having a standardized, modern process in place to help you iden fy all poten al opportuni es is helpful in this regard. It’s also worth considering a higher labor rate for EVs simply because of the higher-level skills needed to do the work and the addi onal tools required to work on them. Unfortunately, it goes without saying that people will s ll get into car accidents and need collision work done, as well. This may not sound like that good of news, but it points directly to the second, more cri cal opportunity EVs have created for dealership service departments: compe ve separa on from independent and a ermarket repair shops.

The Opportunity The key to that compe ve separa on lies in dealerships’ typically having access to greater resources and, in turn, a stronger chance at retaining EV owners. Why is that the case? Nate Chenenko, head of the mobility prac ce at Carlisle & Co., a consul ng firm in Concord, Mass., argues that dealers will have a unique opportunity to posi on the dealership as being be er suited to working on EVs than independent compe on because of the newness of the technology involved. Continued on Page 18

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November - December 2018

Continued from Page 17 “We es mate a two-to-four-year me horizon where dealers can capitalize on their exper se with these vehicles,” Chenenko said, adding: “Customers are not as trus ng of the a ermarket with new technology for full electric vehicles.”7 Similarly, Wally Burchfield, vice president of U.S. a er sales for Nissan North America, compared servicing an EV to a consumer’s a tude toward having repair work done on their smartphone or other cherished digital device. “Much like an Apple product, you are going to take it to an Apple store,” Burchfield said. “You are not going to go to the local guy who’s good with a computer.”8 What does all this mean? It means there’s a window of opportunity, at least for the next couple of years, that dealers must take advantage of in service. We’ve established that EVs will s ll be coming in for service on everything from wear-and-tear replacement to collision repair, but what’s cri cal is the unique opportunity for increased reten on dealers have once those customers are inside the four walls. By demonstra ng that your service opera on has the proficiency and knowledge to work competently and comfortably with EVs, you earn a greater level of trust from consumers who don’t want to entrust this new technology to just any speedy oil change mechanic down the street. This bears out in a few key ways:  Dealers have access to tools provided directly from EV manufacturers which, combined with the training made possible by greater financial resources, lends increased credibility to your service technicians.  Dealers are be er-posi oned to partner with a vendor who can help service departments leverage the arrival of EVs. One example: Consider a unique inspec on process for EVs that simultaneously builds an es mate – one that allows for granular pricing not just at the vehicle level, but the component level. This single solu on eliminates misquo ng, saves me, and increases profitability. Nailing the EV customer experience requires equal parts investment, presenta on, and percep on. First, you have to invest in your technicians to ensure your dealership really does have the capability to work on EVs. Then, you present that fact to your service customers in a way that ins lls confidence and, ul mately, shapes their percep ons of both your opera on and the compe on’s. I say this is a somewhat limited window of opportunity, because it’s inevitable that the a ermarket shops will eventually catch up on proficiency with this technology, as eventually happened when hybrids went mainstream back in the mid-2000s. But, it’s undeniable that dealerships have a head start. You have greater access to the knowledge and resources needed to empower your technicians and build consumer confidence in your ability to work on EVs. That can translate to a dispropor onately greater share of the EV service revenue pie, even if that pie no longer includes the tradi onal work of changing oil and spark plugs. One last thing: I briefly men oned finding (or crea ng) new profit centers in the dealership to help mi gate any lost revenue in the service department. It’s important not to underes mate the boost a dealership can experience from new revenue coming in from unexpected places. Continued on Page 19

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Leaders in the Sale of Quality Mopar Parts

Continued from Page 18 Whether that boost happens in the service department thanks to technology that provides a personalized welcome message to customers while aler ng employees of customer arrival (enhancing your appearance as both a welcoming and professional service des na on) or on the sales floor with an in-store, interac ve auto accessories selling system that helps you add value to each and every EV sale, taking a holis c approach to genera ng revenue will help so en the blow of The Bad while keeping you focused on The Opportunity.

Conclusion So, when considering the mixed bag of looming industry change that is EVs in the service drive, what are dealers’ takeaways in terms of revenue opportuni es? Simply put, how good or how bad your service department performs as EVs begin to permeate the market depends en rely on your willingness to prepare and invest ahead of me. Any opportunity to take market share away from independent and a ermarket repair shops is no small ma er for dealership service departments, but doing so will require educa on and training for your technicians to ensure true proficiency and safety in the service drive, as well as the know-how to communicate that transforma on to your EV customers in a way that ins lls confidence and loyalty. Does that represent a limited opportunity in the grand scheme of things? Maybe. There’s no denying that maintaining service revenue is going to pose a greater challenge as EVs go from expensive rarity to mainstream commodity. But, limited or not, this approach is s ll a cri cal way for dealers to leverage the growth of EVs to their advantage now. The window of opportunity is open, and none of us can be sure just how long it will last. Don’t miss it. The Street Automotive News 3 Bureau of Labor Statistics 4 Technician Academy 5 Ohio State University 6 Environmental and Energy Study Institute 7, 8 See citation 2 1 2

About the Author Jason Sideris is the Vice President of Product Planning for Fixed OperaƟons at Reynolds and Reynolds. Through more than 20 years’ experience working in the automoƟve industry, Sideris has gained a deep understanding of how innovaƟve technology and solid processes come together to enable operaƟonal excellence for dealers and improve the customer experience with the dealership.

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E X PER IENCE PERS ON A L I ZED C OMMUNICAT ION

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We booking an additional Weâ&#x20AC;&#x2122;re 87 appointments per month thanks to Reynolds Integrated Telephone System. Katie Carter | Service Manager Andrews Cadillac | Brentwood, TN

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MOPAR O G CO COMPLETE 6 6.7L C CUMMINS S REMAN ENGINES. G S ® RUNNING With the running complete remanufactured engines from Mopar®, yyou ou have the ability to get ssss downtime dow d do o ntime than tha han ha n ever ever before. your customers’ vehicles back on the road quicker with less unning complete reman an an Reborn from Mopar O.E. Cummins diesel engines, thesee rrunning n put put their eir ei iirr trust trust in. tr engines are proven power plants your customers can

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Full u y dyno dyno no n o tested tteeste teed aand nd in iinspected ins n pected ` Fully

` Exhaust manifold and turbocharger included

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` No skid charge

In Inven nve ventory ready ven ready ady ` Inventory

For drop-ship delivery, contact con ntac ct your you our o ur AER AE ER Sales Sale a es Representative Reprreese ess ntaativ tive ive o orr ca c call all 800-3 800-348-3673. 0-3 34848 36 3 3 367 3.. 8 80% 0% of tth the he c he coun country ountry oun un ntryy ge gets ets ts same-day sam ame-d day delivery* delive del iveery* y** *within a 50-mile radius of facingg warehouse wareh arehouse are o ous ou

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©2018 FCA US LLC. All Rights Reserved. Chrysler, Dodge, Jeep, Ram, Mopar and SRT are registered trademarks of FCA US LLC. FIAT is a registered trademark of FCA Group Marketing S.p.A., used under license by FCA US LLC. Magneti Marelli is a registered trademark of Magneti Marelli S.p.A.

54_WPG_CumminsRemanEngine6_7_R4_v1r1.indd 1

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Leaders in the Sale of Quality Mopar Parts

Chrysler Dealer Principal 2019 PROMOTIONAL AGREEMENT AER / FJE Promotional Programs: AER / FJE, Chryslerâ&#x20AC;&#x2122;s powertrain sales and distribution partner, offers promotions that are designed to provide your service and parts departments with the ability to earn awards that can be used to stimulate and support additional sales of Mopar remanufactured powertrain. These promotional awards could also be used as incentives for your service and parts staff to increase powertrain sales. Our goal is to assist you with growing your powertrain business! I understand that my service and parts department may participate in all AER / FJE Promotions and Incentives that may include but are not limited to: Purchase discounts, Incentives (i.e. gift cards, trips) Promotional aids and marketing material (NO ENROLLMENT FEES) All awards / incentives over $600.00 are subject to 1099 I understand this agreement can be cancelled by either party at any time by giving notice in writing. The designated individual(s) to receive Incentives are: Dealership Discount Only Parts Manager Service Manager_

Other

Dealer Code_ Dealership Firm Name City, State_ Individual on Chryslerâ&#x20AC;&#x2122;s Agreement/paragraph 2(Management) or 3 (Ownership) or individual authorized to sign: Print

Signature

Date FAX OR EMAIL THIS COMPLETED FORM TO Attention: Maya Terrones at Mayaterrones@aermfg.com or FAX: 469-208-4795

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WE ARE A PROUD SUPPORTER OF THE MOPAR MASTERS GUILD.

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UPS Dealer Services Drive Better Performance Receive exclusive MarketCenter dealer discounted pricing on: •

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This is the second in an installment based on Routes to the Future.

www.ups.com/future

Looking Ahead to the Future of Transportation By Kelly Brock, Director of Marketing, Industrial Products & Automotive at UPS

At UPS, we keep abreast of the best tools for deliveries today – while staying ahead of the curve on what will be going on tomorrow. That’s why we commissioned the “Routes to the Future,” a whitepaper series that examines key trends affecting businesses. The first one explored the dramatic changes transportation will see in the coming decade – poised to be the most revolutionary in more than a century.

Mopar Masters Guild Magazine

We’ve always looked ahead: UPS operates one of the largest alternative-fuel and alternative-technology ﬂeets in the world – a “rolling laboratory” of vehicles running on everything from electricity to renewable natural gas made from chicken waste. But what is striking about the future is that density – not distance – is the new challenge. Getting around in a world of density will be more about intelligence.

Leaders in the Sale of Quality Mopar Parts

Here’s what anyone who relies on supply chains should be thinking about:

Mix and Match Car

Domestic/Commercial Blur

In dense urban districts, the multi-car family may become as common as laundry drying in the breeze. Families, as well as businesses who operate ﬂeets of service vehicles, may determine that one vehicle may serve many purposes – and modules will make it easy for one vehicle system to meet a multitude of changing mobility needs.

In the U.S. and most industrialized economies, a growing “maker movement,” combined with small-scale fabrication technologies like 3D printing, is bringing production back into garages and home workshops. Home offices are now standard features of many homes as the freelance workforce grows.

Think about every car system being entirely conﬁgurable – you will be able to choose the number and size of passenger modules and container modules, the appropriate energy system, the chassis and the transformer gear for snapping modules together. You become your own automotive engineer, designing the system that meets your needs – and ordering the components from multiple distributors to get the exact set of modules you want. Maybe you even mix and match brands for different components, plugging a Tesla battery module into a GM system or swapping a Toyota onboard computer for an Apple model.

Sharing exchanges like Etsy and eBay support a robust economy of home marketers, while the new “maker studios” give garage inventors access to 3D printers and other tools that enable them to build new products in a collaborative environment. The result is a growing blur between domestic and commercial activities, which in turn creates demand for new kinds of pick-up and delivery for everything from artisan foods and furniture to 3D-printing supplies.

Mobility by the Minute

New Automobile Materials Driven by demands for fuel efficiency, automobile manufacturers are aggressively seeking more lightweight and ﬂexible materials for vehicles. High-end luxury vehicles increasingly include lightweight materials such as aluminum and carbon ﬁber in their mix. The National Center for Manufacturing Sciences has launched a Lightweight Automotive Materials Program to develop tools for modeling and digitally testing new materials and designs. Such efforts will be critical to make modular concept cars and trucks commercially viable.

In the future, denizens of the city may invest less in owning individual cars and more in the services they provide. The smart vehicle of the future quite literally becomes a “service” in this scenario, showing up as a refrigerated van one day and a limousine the next. Service providers manage entire fleets, and mix-and-match modules give them the flexibility to optimize those fleets for the logistics of the day. Meanwhile, as a customer, you pay a monthly fee only for the services used.

Image courtesy of: Fritsch Durisotti © 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark and the color brown are trademarks of United Parcel Service of America, Inc. All rights reserved. 9/17

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Wishing you a Festive Holiday and a Prosperous New Year! from from all all of of us us at at

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Mopar Masters Guild Magazine

Autobody News P.O. Box 1516 Carlsbad, CA 92018 Contact: Barbara Davies, GM 800.699.8251 bdavies@autobodynews.com

Leaders in the Sale of Quality Mopar Parts

ACHIEVE BEST-IN-CLASS SERVICE PROCESSES VIA

CUSTOMIZABLE AUTOMOTIVE SOFTWARE SOLUTIONS For over 20 years, SCI has worked with leading OEMs and dealer groups, bringing efficiency, optimization, and improved performance to their parts, service and collision repair operations. Headquartered in Dallas, Texas, we specialize in technology-driven solutions that deliver accurate and actionable reporting that drives results in parts wholesaling. SCI counts among its clients some of the leading companies in the automotive industry, both wholesale and retail, including FCA, GM, Ford, Mercedes-Benz, Subaru, Toyota, Porsche, and AutoNation. Based on the companyâ&#x20AC;&#x2122;s experience and expertise in fixed operations, SCI created Parts Sales Xcellerator (PSX) to address a specific, but significant issue for dealers â&#x20AC;&#x201C; how to better track their wholesale parts sales business. Now in use for over seven years, PSX tracks billions of dollars of annual wholesale parts sales at over 1,000 dealerships across the US.

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LEARN MORE ABOUT PSX >

303-683-6105 ext.1 | sales@sciusa.com | sciusa.com

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Advanced Dispatch Software. Powering the Future. Elite EXTRA is a robust advanced routing, tracking and dispatching solution that was built by leaders in software/GIS logistics technology. EXTRA drives ROI by streamlining the dispatch and delivery management process by making it easy to create manifests, optimally sequenced routes, dispatch drivers, track in real-time with GPS, and capture signatures at the point of delivery, all while maintaining operational control. EXTRA also provides you and your customers with real-time ETAs, a digital proof of delivery, and a robust suite of reporting and business intelligence.

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Mopar Masters Guild Magazine

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IN THE DEALERSHIP WORLD, THERE ARE A LOT OF

MOVING PARTS. BUT HOW CAN YOU KEEP TRACK OF ALL THOSE PARTS?

The average dealership has a total parts inventory of about

$332,703

The total parts inventory of all dealerships has a value of

$5.5B

Improve your parts management through scanning — at three critical stages:

Receipting Parts

• Quickly and easily add parts into inventory from the OEM • Track them through the Parts department to make sure that they end up in the proper location. No more wasting time searching for parts!

Selling/ Picking Parts

• Scan all the parts on an invoice to ensure you’ve picked all of the parts for the order • Scan parts as you put them on the truck to be delivered Additionally, there are solutions available that allow you to track the order as it’s being delivered. At any time, customers can log in to a site and check the status of a delivery.

Returned Parts from Customers

• Scan the part that’s returned into inventory (if it’s not damaged) — and generate a credit memo for your customer • Track the part through the Parts department until it’s returned to the right place

Using a part scanning solution saves time, increases the accuracy of your parts inventory and improves overall Parts department management.

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Leaders in the Sale of Quality Mopar Parts

THE

TOP 10 WAYS

TO MARKET YOUR PARTS IN A DIGITAL WORLD Todayâ&#x20AC;&#x2122;s consumers rely on the digital world more than ever, with more online car shopping and more customers VFKHGXOLQJ VHUYLFH DSSRLQWPHQWV RQOLQH HYHU\ \HDU +RZHYHU WRR PDQ\ WLPHV Ě§[HG RSHUDWLRQV LV DQ DIWHUWKRXJKW Ë´ DQG WKH 3DUWV GHSDUWPHQW LV QR H[FHSWLRQ 7KDWË¸V ZK\ ZHË¸YH SXW WRJHWKHU WKLV OLVW RI WKLQJV \RX FDQ JHW VWDUWHG RQ QRZ

Get engaged online

Find automotive blogs and forums and post a comment or an article. These sites and communities appreciate helpful information. Share your message via social media channels by posting articles and tweeting messages about your Parts department offerings 2

Consider a paid search campaign (like Google AdWords) When customers are searching for parts online (and they most certainly are!), youâ&#x20AC;&#x2122;ll be on the page.

Make sure your website is fully responsive, so it looks great (and works great!) on all devices. 9

Read trade publications, stay current on trending technologies, and take hints and advice from your online community â&#x20AC;&#x201D; you could be missing out on great opportunities to increase your sales.

Use digital solutions to expand your sales

Consider selling on eBay or other online marketplaces. Use email marketing to remind your customer base about your Parts department.

Upload and showcase videos of your dealership, your people and your â&#x20AC;&#x153;Why Buyâ&#x20AC;? messaging.

Sell obsolete parts online Give your stale parts their own page on your website. Include pictures and have a pricing strategy to move them off your shelves.

Use video Create and post videos on YouTube demonstrating why OEM parts are preferred.

Be on the home page 0DNH FHUWDLQ WKDW Í¤[HG operations, including the Parts department, is well represented.

Dive into digital

Mobile matters

Never stop learning Work with your digital SDUWQHUV WR Í¤QG someone that is willing to help you learn.

Get smart about shipping Work with your website partner to offer real-time shipping integration with trusted companies, such DV 836 )HG([ RU 8636 Consider free shipping for promotions or special offers.

Get more information on CDK Parts & Service Solutions LEARN MORE

ÂŠ 2018 CDK Global, LLC / CDK Global is a registered trademark of CDK Global, LLC. 18-5503

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FOR IMMEDIATE RELEASE

CONTACT:

Kathy Jambor 888-776-5792, x1649

MOPAR MASTERS GUILD CHOOSES OEC COLLISIONLINK AS PREFERRED PARTS PROCUREMENT SOLUTION OE COLLISION PLATFORM REMAINS KEY COMPONENT OF THE GUILD’S STRATEGIC GROWTH PLANS CLEVELAND, OH, October xx, 2018 – At their annual meeting in Cleveland, Ohio, the Mopar Masters Guild (MMG), comprised of the country’s leading parts professionals from Fiat Chrysler dealerships, endorsed the CollisionLink solution by OEConnection LLC (OEC), the leading automotive technology provider for original equipment manufacturers’ (OEM) distribution networks. The Guild met with OEC last week to learn about upcoming product enhancements, and to discuss how the continued relationship between the Guild and OEC can benefit both parties. OEC and the Mopar Masters Guild have a long-standing relationship, spanning the majority of the 18 years OEC has been in operation. “I’ve been using CollisionLink for over ten years,” said Don Cushing, Mopar Masters Guild Treasurer and Wholesale Sales Manager at Tasca Automotive Group in Rhode Island. “It’s the best tool out there. It enables me to see the entire estimate sent over from a shop. It gives me the opportunity to convert parts over to OE and win some business. Other solutions can leave me out of the sales process.” “What I appreciate most about CollisionLink is that I know OEC has the dealer’s best interests in mind, and we know they have our backs. We would prefer all parts platforms integrate with CollisionLink. It really makes our lives easier and it helps with reducing all the costs that come with all the different solutions out 4205 Highlander Parkway • Richfield, Ohio 44286 • www.OEConnection.com • 888-776-5792 ©2017 OEConnection. All rights reserved.

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there,” said Dan Hutton, Mopar Masters Guild Vendor Committee Chairperson for OEC and Fixed Ops Director at Tom O’Brien CDJR in Indiana. “And shops want to use it. It’s the best-in-class of the solutions available today.” According to the recent Who Pays for What? survey in CRASH Network and Collision Advice, over three quarters of shops surveyed use CollisionLink. In addition, CollisionLink was selected as the preferred solution by over 40% of shops, which is over three times more than any other parts procurement solution. “We’ve learned a lot from the Mopar Masters Guild over the years,” said Bill Lopez, General Manager, Collision for OEC. “We value their relationship and loyalty. We can show true incremental sales while others can’t. Having their support is a validation of the value CollisionLink brings to dealers.” ###

About OEC OEConnection (OEC) is the leading automotive technology provider for OEM distribution networks, enabling automakers and dealerships around the world to deliver parts and service information quickly and accurately into the hands of repairers in collision, fleet, mechanical and retail segments, as well as their own service lanes, through a suite of parts cataloging, supply chain, pricing, ecommerce, service and business intelligence solutions. OEC serves nearly 50 international auto brands and fleet companies, and more than 150,000 dealership and repair customers worldwide. OEC is headquartered in the greater Cleveland area at 4205 Highlander Parkway, Richfield, Ohio, USA, 44286. Additional information is available at www.oeconnection.com or by emailing Kathy Jambor at Kathy.Jambor@OEConnection.com. About the Mopar Masters Guild Headquartered in East Greenwich, Rhode Island, the Mopar Masters Guild offers dealers an unrivaled lateral support system to help them identify business trends, changes, and opportunities — and to better position themselves for success. Members benefit from access to a network of top Mopar dealerships and industry vendors. For more information about the Mopar Masters Guild, please contact info@moparmastersguild.com.

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IT’S ALWAYS RUSH HOUR ONLINE – Let us direct traffic your way with ConsumerLink® Pro.

ConsumerLink Pro makes it easy for you to sell OE parts to online shoppers. Take advantage of our inhouse marketing specialists that drive buyers to your storefront 24 hours a day, 7 days a week. Give us a call 234.400.1552 or visit Go.OEConnection.com/mmg2018

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Do you really know what you’re getting with other parts procurement systems?

With CollisionLink, what you see is what you get. • 29 part programs for 23 automakers • Unfiltered access to the entire parts estimate • We work to help you compete against the competition, not each other • Automakers and franchise dealers are our only priority Give us a call 234.400.1552 Visit: OEConnection.com/MMG

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CONNECTING BUYERS AND SELLERS OF OE PARTS INVENTORY We can expand your network

Dealers that use PartsBrokerDirectÂŽ save time by allowing us to the make the connection for them. We simply use our extensive network of dealers to match buyers with sellers, all business decisions to stay in your hands. We exist to help you keep your inventory moving. Give us a call 234.400.1552 or visit Go.OEConnection.com/mmg2018

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

November - December 2018

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

The View From My Oﬃce

With Kat Monteiro

It’s the most wonderful time of the year …. It really is the most wonderful me of the year! Most everyone is in a good, cheerful mood. Strangers are wishing each other a Merry Christmas or Happy Holidays. It’s a great me at work with everyone bringing in baked goodies to share and everyone just seems to get along a li le be er and there are more smiles and laughter throughout the building. I love bringing our customers goodies and new calendars, sending out holiday cards to let them know that we care and wish them well. It’s a li le bi ersweet knowing we are soon going to be saying goodbye to another year. For a lot of us it was a great year, for some it was a year of tragedy - personal or mother nature related for those I want to send out a wish for hope. I want to take this moment and send out a wish for everyone to have a Happy Holiday or a Very Merry Christmas and a Happy and Prosperous New Year! November was a very busy, busy month! It all started on October 30 when we drove to Las Vegas for the 2018 SEMA Show. We were very fortunate to be able to a end the Katzkin party at the Westgate Hotel where we got to have food and drink in Elvis Presley’s penthouse at the top of the hotel. It was great to see many friends and acquaintances. I want to give a big shout out to Doug Johnson from Katzkin, one of our MMG vendors, for setng us up with ckets to their great event! So much fun was had. I have to tell this story. I was watching this guy si ng on the floor at a big coﬀee table in the middle of the room, he had a book of sketch paper and he was sketching out pictures of cars, mostly one of this race inspired looking car. I walked over to him and asked if he was taking requests? He said sure, what would you like? I told him I would like a picture of a 1970 Cuda, he said he would give it a try. He then told me how he used to have one and how much he loved that car. Continued on Page 44

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November - December 2018

Continued from Page 43 We had a great conversa on. He drew the picture, signed it, and handed it to me. I was so happy and thanked him. Li le did I know at the me, but this guy si ng there sketching out cars was the one and only Camilo Pardo! The head designer of the Ford GT. Crazy right! I feel very fortunate because I think I was the only one who asked him to draw me something other than what he was drawing, probably because I was the only one at that moment who didn’t know who he was, and because of not knowing who he was I wasn’t in midated or shy and we had a great moment I will never forget. It was so cool! The next day was a busy day at the SEMA show then a WD mee ng with Mopar. It was a good mee ng. The best part was I got to sit with Anne e Wolford and we had a great conversa on. She is so good at what she does and has so many ideas, wish I would have had a tape recorder! The SEMA show was great! Mopar had a great display! I even got to race my daughter Terra in the Demons they had set up! It was so fun! Of course she beat me 3 out of 3 races! And we got to see the new Hellaphant crate engine!! And I got a shirt with the Hellaphant on the front! So cool! One display I really enjoyed was the Hot Wheels exhibit. Hot Wheels have a year long compe on for car builders to build their car like a Hot Wheel, then at SEMA they announce the winner. The winner this year gets to have their car made into a 50th Anniversary Hot Wheel! So many amazingly cool cars! Life size Hot Wheels - what is not to like about that! Then 2 weeks later we went back to Vegas for the Western Business Conference mee ng. I sat in on the first day of the mee ng with Rick and listened to all the speakers. I really enjoyed this. If you don’t come out of there feeling more mo vated and hopful than you must have been asleep! They had a great vendor fair this year with many more vendors than before. It was a lot of fun to walk around and see some familiar faces and meet some new ones. We got home Wednesday from the conference, Rick went to work on Thursday then we le for Mazatlan, Mexico for 6 days! We got back home the day before thanksgiving. It was a great get away. Now we have me to sit back and enjoy the holidays and family. Next month is NADA and another chance to visit with all our friends again. I always look forward to this. It is one thing that makes the start of the New Year so great.

Kat

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

FCA, 2,200 years after Hannibal, brandishes 1,000-hp war elephant

Some 2,200 years a er Hannibal crossed the Alps to invade Italy using an army of African war elephants, Fiat Chrysler Automobiles’ Mopar brand is unleashing the Hellephant -- a giant, supercharged 1,000-hp crate engine it intends to sell next year and is capable of genera ng 950 pound-feet of torque. The anniversary may be accidental, but the power is not. The Hellephant represents a 41 percent power boost over the 707-hp Hellcrate 6.2-liter supercharged V-8 crate engine Mopar introduced just a year ago. The brand’s latest behemoth-in-a-box harks back to Mopar’s 426 Hemi engine, which debuted in 1964 and was known as the Elephant engine because of its size and power. The Elephant racing engine boasted about half the power and torque ra ngs of the crate engine Mopar revealed Tuesday at the 2018 SEMA show in Las Vegas. Mopar says the supercharged Hellephant and related installa on kits are intended for enthusiasts for use in pre-1976 vehicles and showed a concept 1968 Dodge Charger upfi ed with the Hellephant and other accessories that it called the Super Charger. “Our enthusiasts crave power and performance and our new ‘Hellephant’ Mopar Crate HEMI engine and kit deliver huge horsepower and torque in a plug-and-play package that is unique in the industry,” Steve Beahm, head of Mopar and passenger car brands for FCA US, said in a statement. “The 1968 Dodge Charger is one of the ho est classic cars, which is why we decided to use it as a star ng point for the ‘Super Charger’ Concept. It’s an amazing vehicle and a great showcase for our ‘Hellephant’ engine.” Continued on Page 46

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November - December 2018

Continued from Page 45 The Hellephant engine uses enhanced displacement to achieve its four-figure power levels, with 4.0 inches of stroke and bore specs at 4.125 inches. Mopar says an improved supercharger with a high-eﬃciency rotor is mounted to the lighter weight, all-aluminum block. The block was also used in the Mopar Dodge Challenger Drag Pak race vehicles that achieved drag racing success this year. The Hellephant’s demonic pachyderm logo is a callout to both the Muscle Car-era Elephant 426 HEMI and FCA’s more recent success with the Hellcat and Demon performance cars. The complete engine assembly, which Mopar says is rela vely plug-and-play for experienced installers, includes a water pump, flywheel, front sump oil pan, supercharger with thro le body, fuel injectors and coil packs. The available engine kit includes a powertrain control module, power distribu on center, engine wiring harness, chassis harness, accelerator pedal, ground jumper, oxygen sensors, charge air temperature sensors, fuel pump control module and cam bus interface device. The powertrain control module is unlocked and tuned to pump out 1,000 hp and 950 pound-feet of torque. FCA’s parts and service brand will also oﬀer what it calls an essen al Front-End Accessory Drive Kit, including an alternator, power-steering pump, belts, pulleys and other items to ease installa on. Pricing was not released. FCA said the Hellephant 426 HEMI crate engine and kit is expected to be available in the first quarter of 2019. Automo ve News

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Fiat Chrysler’s Manley announces new leadership for Jeep, Ram Mike Manley, the man who replaced Sergio Marchionne this summer as head of Fiat Chrysler Automobiles, has solidified his senior management team, shi ing company veterans into new roles at key brands. The new management plan, announced in a le er to employees Monday, puts Tim Kuniskis, who will con nue to head Alfa Romeo, in charge of Jeep in North America, Reid Bigland over Ram and Pietro Gorlier as lead for European opera ons. Kuniskis was elevated to head of Alfa a er overseeing the launch of the Dodge Demon last year. Unclear from the le er was who will be responsible for Jeep globally, although Manley had been head of both Jeep and Ram prior to his eleva on to CEO. Michelle Krebs, Autotrader execu ve analyst, noted the significance of the Kuniskis and Bigland appointments. “The appointment of Kuniskis to Jeep and Bigland to Ram are logical, solid choices. Both brands, par cularly Jeep, are cri cal to FCA’s future success,” she said. Manley struck a tone of consistency in his le er, highligh ng the connec on of the management team to the company’s five-year plan unveiled in June in Italy. “Having been deeply involved in the development of the plan, I can tell you that it was created with the sure knowledge that we have the depth and breadth of talent and skills we need to meet our objec ve of becoming one of the world’s most profitable automakers,” Manley said in the le er. “One key element in the plan is to ensure that our leadership team is best aligned to our objec ves going forward.” But Manley, who was elevated to the CEO post in the wake of Marchionne’s sudden illness and later passing, also acknowledged that the company will face challenges. “The next five years will con nue to be extremely challenging for our industry, with tougher regula ons, intense compe on and probably slower industry growth around the world. Nevertheless, with a laser focus on execu on and a con nued flexibility that allows us to adjust as circumstances change — something that has become one of our most unique characteris cs and strengths — we have a clear line of sight to achieving our five-year ambi ons,” according to the le er. Here’s the full list of appointments: Pietro Gorlier, who will con nue to lead Mopar globally, was named chief opera ng officer of the Europe, Middle East and Africa region. Gorlier, “whose father worked for Fiat in Italy, … brings a deep respect and knowledge of our opera ons in Europe,” according to the le er. Steve Beahm, who heads passenger car brands in North America, will be responsible for Mopar in North America. Ermanno Ferrari was picked CEO of Magne Marelli, where he most recently led the ligh ng division. Ferrari will be part of the Group Execu ve Council, a company leadership organiza on. Harald Wester was tapped as chief opera ng officer of Masera and will keep his posi on as chief technology officer. “He has a deep understanding of the premium brand market place, and this appointment will also enable him to apply the most advanced of our technologies to our premium brand, Masera ,” the le er said. Continued on Page 48

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November - December 2018

Continued from Page 47 Tim Kuniskis, as head of the Jeep Brand North America, will “maintain his responsibili es as global head of Alfa Romeo and will apply his proven skills in product and marke ng to two of the industry’s most cherished brands, both of which have significant growth ambi ons in our five-year plan,” according to the le er. Reid Bigland keeps his management of Canadian opera ons and U.S. sales but will add head of Ram to his responsibili es. When he led Ram in 2013 through 2014, the Ram brand “experienced sales growth of nearly 50 percent. With the new Ram Light Duty Truck nearing full produc on and the new Ram Heavy Duty planned to come to market in mid-2019, Reid has the right products and the skills to take Ram to the next level,” the le er said. Sco Garberding, formerly global head of quality, was picked as global chief manufacturing oﬃcer. “Sco has nearly 30 years of industrial experience at FCA, including leading North American manufacturing, our global purchasing organiza on when he was based in Italy, and most recently global Quality. Sco has an in-depth knowledge and understanding of our worldwide manufacturing system and of the people that work in our plants,” the le er said. Garberding, who will also oversee both Comau and Teksid, replaces Stefan Ke er who had planned to re re. Richard Schwarzwald was tapped as the new global head of quality a er leading FCA’s Quality group in La n America. He will also be on the Group Execu ve Council. Mark Champine takes over Quality for North America and Geraldo Barra does so for La n America.

Muscle cars do the heavy lifting Muscle cars and winter coats may seem like an unlikely pairing for a dealership promo onal event, but at the annual All Mopar Show held by Lansdale Auto Group in Montgomeryville, Pa., they fit together as cozily as a 426 Hemi V-8 nestled inside a ‘68 Plymouth Road Runner. The event, held annually for the last three years on a Sunday in June, rekindles the heyday of the legendary 1960s and ‘70s Mopar street cars while raising money for winter coats for kids. Lansdale Auto Group’s All Mopar Show relives the glory days. This year, 500 people aƩended, and $3,500 was raised.

The one-day event also raises something else: the profile of Lansdale’s two dealerships, which sell Chrysler, Dodge, Jeep and Ram vehicles under one roo op and Fiats in an adjoining store.

“It’s tough to put a number on” the financial impact, said Geoﬀ Haenn, partner in the dealership group. “But it’s more about people coming in for service and bodywork throughout the year who wouldn’t come otherwise. We also open the doors to the showroom all day, and there are people in there constantly. Boots on the ground is worth a lot to us.” Revving up The event helps vehicle sales, though Lansdale doesn’t have an es mate of by how much. The stores, about 30 miles north of Philadelphia, sold 892 new and 539 used vehicles in 2017. Continued on Page 49

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Continued from Page 48 “It absolutely impacts our bo om line,” said Michaela Brass, a sales rep who also manages social media for both stores and directs produc on of the Mopar show. “I recently sold a Jeep to someone who was referred to us by someone who’s a ended all three car shows. The event really drives awareness to surrounding areas. ... It brings people into our dealerships in between shows, not just during them.” This year, the show raised $3,500, which was donated to Driving Away the Cold, an organiza on that provides winter coats for children in need. The program is run by the Auto Dealers CARing for Kids Founda on, a nonprofit arm of the Auto Dealers Associa on of Greater Philadelphia, which includes more than 180 dealerships. The money is raised through registra on fees from Mopar car owners, sale of raffle ckets for donated items, T-shirt sales and dona ons from par cipants, which are collected at a food stand with Mopar-themed offerings such as Road Runner roast pork sandwiches. Lansdale hosted the first show in 2016 at the request of a local Mopar club looking for a new loca on to hold its annual car meet. That year, 80 owners showed up to show off Plymouth, Dodge and Chrysler classics. This year, 202 owners par cipated, and more than 500 people attended, Brass told Automo ve News. “We’ve had people from New York, Maryland, New Jersey, Delaware and Virginia — even Australia,” she said. Showstoppers included a rare 1970 Chrysler Valiant from Australia, a 1970 Plymouth AAR ‘Cuda purchased new at Lansdale and a 1969 Plymouth GTX that won the best of show award. Brass, known locally as Miss Mopar, has restored a 1972 Dodge Charger and owns a 1964 Dodge Power Wagon panel truck and a 1971 Road Runner. She’s a fourth-genera on employee at Lansdale, and her Miss Mopar Facebook page has more than 22,500 followers. Her father, an engine machinist by trade, s ll works at the dealership, she said. “I grew up working on engines,” Brass said. “Mopar is a way of life for me and my family.” ‘Amazing return’ Lansdale spends about $4,000 on the event, and most of that goes toward food expenses, followed by the cost of rental tables, chairs and tents, a DJ and signage. But it’s money well-spent, Haenn said. “I could chew that up running an ad in the newspaper,” he noted. “A rac ng that many people to an event for that low of a cost provides an amazing return on investment.”

“The event really drives awareness to surrounding areas. ... It brings people into our dealerships in between shows, not just during them.” Michaela Brass Lansdale Auto Group

Pu ng on the show means moving more than 400 vehicles off the dealerships’ lots the night before the event to property the retailer owns across the street. Volunteers and a handful of Lansdale employees provide most of the staffing needed to stage the event. Brass promotes the show primarily via Facebook, and the dealerships’ loca on along busy State Route 309 also a racts passers-by, she said. Event turnout — and the service visits and vehicle sales associated with showgoers in the months that follow — makes the effort worthwhile. “There’s something magical about having a bunch of Mopar cars idling in the lot, wai ng to get registered,” Brass said. “Nothing else quite puts a smile on my face like that.” Source: www.Automo veNews.com

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

November - December 2018

2 01 8 -2 20182019 0 1 9 M opar M ast asters er s Gu uiild ld Of O ffi fi cer c e r s & Com Committe m i t t ees es Vendor CommiƩees

Oﬃcers: President - Susan McDaniel - Bill Luke CJD – Phoenix, AZ Vice President - Joe McBeth - Dallas DCJ – Dallas, TX Secretary - Mike Opperman - Baxter CJD - Omaha, NE Treasurer - Don Cushing - Tasca Automo ve Group - Johnston, RI

Execu ve Commi ee - All Oﬃcers Including: Dan Hu on - Tom O’Brien DCJR - Greenwood, IN Marvin Windham - Benchmark CJD – Birmingham, AL Alan Yancey - Hayes CDJ - Alto, GA Rick Monteiro - Jack Powell CJD – Escondido, CA Rick Cutaia - Rick Hendrick DCJR – Charleston, SC Paul Allred - Stateline CJD – Fort Mill, SC Gerry Oakes - Baxter CJD - Omaha, NE Glenn Hojnacki - Milosch’s Palace CJDR – Lake Orion, MI Cody Eckhardt - Larry Miller DCJR - Sandy, UT

Guild Commi ees:

CDK Global Mike Opperman - Baxter CJD - Omaha, NE - (Chair) Dan Hu on - Tom O’Brien DCJR - Greenwood, IN Paul Allred - Stateline CJD – Fort Mill, SC Joe McBeth - Dallas DCJ – Dallas, TX

Reynolds & Reynolds Rick Cutaia - Rick Hendrick DCJR – Charleston, SC (Chair) Randy Rogers - Huﬃnes CJDR - Plano, TX Kent Cogswell - Jack Phelan CDJR - Countryside. IL Alan Yancey - Hayes CDJ - Alto, GA Marvin Windham - Benchmark CJD – Birmingham, AL (Alt)

OEConnec on & Snap On Business Solu ons

Finance Commi ee

Dan Hu on - Tom O’Brien CJD – Greenwood, IN (Chair) Paul Allred - Stateline CJD – Fort Mill, SC Susan McDaniel - Bill Luke CJD – Phoenix, AZ Cody Eckhardt - Larry Miller DCJR - Sandy, UT Don Cushing - Tasca Automo ve Group - Johnston, RI

Susan McDaniel - Bill Luke CJD – Phoenix, AZ Don Cushing - Tasca Automo ve Group - Johnston, RI Rick Cutaia - Rick Hendrick DCJR – Charleston, SC

UPS

Nada 2019 Planning Jill Vance - Avenue Event Group, LLC

Newsle er/Website/Social Media Don Cushing - Tasca Automo ve Group - Johnston, RI

Paul Allred - Stateline CJD – Fort Mill, SC (Chair) Rick Cutaia - Rick Hendrick DCJR – Charleston, SC Rick Stewart - Commonwealth DR - Louisville, KY

AER Robert Chatwin - Larry Miller DCJR - Sandy, UT (Chair) Glenn Hojnacki - Milosch’s Palace CJD – Lake Orion, MI Josh Gouldsmith - Gladstone DCJ - Gladstone, MO Shane Birdyshaw - Benchmark CDJR - Birmingham, AL Jim Jaeger - Bosak Motors - Merrillville, IN (ALT)

Vendor Chairmen Paul Allred - Stateline CJD - Fort Mill, SC Mike Opperman - Baxter CJD - Omaha, NE

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Mopar Masters Guild Magazine