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					Volume 7 Issue 3
                                                                                               Volume 7 Issue 3




                                                                                                                             1

In This Issue:
2   Mission Statement              20 Using Video to Improve          On The MOve STaff:
    Board of Directors                F&I Performance
                                       By Bob Elbrader, Intravision   Dave Tribble, Editor-in-Chief
                                                                      dtribble@maada.com
4   Drive On
    Shayne Wilson, President       22 Think You Know A Lot            Dawn Palzewicz, Art Director
                                      About Cars?                     dpalz@earthlink.net
5   Advertiser’s Guide                 By Tom Tortorici
                                                                      DiSTribuTiOn:
6   Sports “Big Wheels”            24 Wishing, Hoping and             Pam Schrodel
    Talk About Their                  Praying?                        COnTribuTing WriTerS:
    Favorite Cars!                     By Scott Dreisbach,
                                                                      Carlos Alvarez, Brian P. Bentz,
                                       Valuinsight, Inc.
                                                                      Scott Dreisbach, Bob Elbrader,
10 Difference Makers                                                  Tom Tortorici, and Tom Webb
    By Carlos Alvarez,             26 Automotive Industry
    American Financial &              On The Move                     PhOTOgraPhy:
    Automotive Services, Inc.                                         David Pano
                                   30 New Payment                     COnTaCT:
12 As Inventories Shrink in           Processing Agreement            MAADA
   One Market, Vehicle                Can Mean Better Rates,          400 Interstate North Parkway
   Values Rise in Another             Growth Opportunities            Atlanta, GA 30339
    By Tom Webb,
    Manheim Consulting                                                770-916-1741
                                   32 Academy Schedule                www.maada.com
14 AutoTrader.com Trade-In
   Marketplace                                                        On The Move is published four times annually by the
                                                                      Metro Atlanta Automobile Dealers Association.
18 Fraud in the Dealership
                                                                      Any reproduction in whole or in part of the contents
   Part III - Hitting the
                                                                      of this publication is prohibited without prior
   Brakes                                                             consent of the Metro Atlanta Automobile Dealers
    By Brian P. Bentz, CPA, CIA,                                      Association.
    Dixon Hughes
                                                                      The appearance of advertisers does not constitute
                                                                      an endorsement of the products or services by the
                                                                      Metro Atlanta Automobile Dealers Association.

                                                                                                On The Move 2010
                                       Board of Directors
                                       MIssIon sTaTeMenT:
                                       The Metro atlanta automobile Dealers association is made up of over 160 franchised
                                       new car and truck dealers from the 18 county Metro atlanta area. The association
                                       and its members strive to uphold the highest standards of honesty and integrity and
                                       continuously work together to improve the car buying experience for Metro atlanta
        Bo Scott,                      consumers.
        Chairman




                                            Walter Bridges                      Jim Ellis                  Ernest Hodge   Don Jackson



      Clay Nalley
     Vice-Chairman




                                          Richard Pugmire                   Steve Rayman                    Allan Vigil    Bill Voyles




Well, look no further than the Metro Atlanta Automobile Dealers
Association’s 40,000 square foot office and training facility.

MAADA offers complimentary meeting space to Ad Groups.
Our three large classrooms and one board room can accommodate meetings from 12 to 50 people. Each has
high-speed internet connection, ceiling-mounted equipment with DVD, video and surround sound capability.

    Call us at 770-916-1741 about availability, or send an email to dtribble@maada.com.


2      www.maada.com
                                                         3




www.manheimatlanta.com




                          Weekly
                         Newsletter




                                      On The Move 2010
President’s Message




             Welcome to the third edition of ON THE MOVE magazine for 2010. Here is some of the latest news from the Metro
             Atlanta Automobile Dealers Association.

             NADA’S EDUCATION & TRAINING MEETING
             TO BE HOSTED BY THE MAADA
             MAADA will be the official host of the NADA’s Education & Training Focus Group Meeting for Automotive Trade Association Execu-
             tives (ATAE) on August 4-6, 2010. This is an annual event to evaluate and schedule education programs for both state and metro
             associations across the U.S. Progressive associations with education and training departments attend these meetings to evalu-
             ate products and services that they want to recommend to their dealer members.

             The MAADA is recognized nationally as one of the top associations for training. That’s why Atlanta was chosen as the host city
             for this meeting.

             We’re expecting over 25 dealer associations to make the trip here. At press time, the following have committed: Alabama, Alba-
                    ny (NY), Central Florida, Colorado, Georgia, Los Angeles, Maryland, Minnesota, New England, Pennsylvania, Philadelphia,
                     South Carolina and Washington D.C.
 Shayne
 Wilson,              We are very fortunate to have so many friends of this Association who have come forth as sponsors for this important
President               industry event. The following companies have currently signed up: American Financial & Automotive Services, Au-
                               toTrader.com, Black Book and BlackBook.com, Bulldog Marketing, DealerTrack, First Data, M5 Management
                                Services, Inc., Manheim, and Tommy Gibbs & Associates.


                                  29th ANNUAL ATLANTA INTERNATIONAL AUTO SHOW
                                  The official dates for the next Atlanta International Auto Show are Wednesday, March 23 through Sunday,
                                  March 27, 2011.

                                   Due to scheduling conflicts at the Georgia World Congress Center, the show will return to five days in 2011
                                   and 2012. We’re planning a strong media blitz that will attract large crowds during all five days of the
                                   event.

                                  For the first time ever, MAADA will be producing the annual Auto Show Guide. It will be packed with plenty
                                  of exciting features on the different manufacturers, vehicles and show attractions. MAADA dealer mem-
                                 bers will also be able to advertise in this guide at a more reasonable price than in
                                the past. Our association representatives will be making contact with you during
                               the coming weeks about this great opportunity.


                            GOOD LUCK, JANET!
                            We all miss Janet Brown, our former Administrative Assistant, who departed the com-
                           pany in late May after over 16 years of service.

                          Janet plans to take a year long break from full time employment so that she can spend
                         time with her parents, both in their nineties. She will also escape that long daily com-
                        mute to and from Lawrenceville, which, as we all know, can mean over three hours              Janet Brown
                        behind the wheel on bad traffic days.

                       Thanks for your loyalty and for doing a great job for this Association, Janet.
                       We wish you the best in all of your future endeavors.
  4     www.maada.com
On The Move
      advertiser’s Guide
advertiser                                        Page #
Telephone                                           URL
American Financial                                      11
800.967.3633                             www.afasinc.com
Auto Show Guide                                         21
770.916.1741                       www.goautoshow.com
AutoTrader                              Inside Front Cover
                                     www.AutoTrader.com
CBRE                                                    13
404.923.1212                 www.cbre.com/dealershipsATL
Comcast                                                 29
www.cableadvertisingworks.com
                                                                                5
First Data                                              15
770-916-1741                           www.firstdata.com
GADA                                                    31
770.432.1658                               www.gada.com
Guardian Products                                        5
800.727.7222                            www.gpcorp.com
Manheim Auctions                                         3
800.856.6107                  www.atlantaautoauction.com
WSB-TV                                          Back Cover
404.897.7000                              www.wsbtv.com
The Virtual Academy                      Inside Back Cover
1.877.4.Academy                          www.maada.com




                                                             On The Move 2010
                    With football season right
                    around the corner, ON
                    THE MOVE takes time out
                    for some “Car Talk” with
                    Georgia’s “BIG 3” College
                    Football Coaches.

                       We thank the following for their valuable assistance:
                       WSB-TV’s Chuck Dowdle; Allison George, Associate AD for
                       Communications, Georgia State University; and Dean
                       Buchan, Assistant Athletic Director/Media Relations,
                       Georgia Tech.

6   www.maada.com
                                                                                                                                                              1966 Oldsmobile 98




                                                                                                                                                                                             7
Georgia State Coach                                                                                                                                         1951 Ford

Bill Curry Bought an
OLDSMOBILE 98 with                                                                                                          Colts, winning again in 1971 in a nail biter against the Dal-

His NFL Signing Bonus                                                                                                       las Cowboys.

                                                                                                                            Curry drove the 1966 Oldsmobile for five years. Dodge then
                                                                                                                            began supplying him loaners every year, and his vehicle of
                                                                                                                            choice was the Charger.

                                                                                                                            After 10 years of playing in the NFL, Curry moved into
                                                            Coach Curry recently gave us some of his valuable time to       coaching as a career. His first job was as an assistant at his
                                                            talk about something other than football. The topic was         alma mater Georgia Tech in 1976. He returned to Green
                                                            cars.                                                           Bay as an assistant in 1977-79.




W
                    hen compiling a list of native          “The first car I ever owned was a ’51 Ford, dark green,” said   Curry returned to the college ranks in 1980 when he was
                                                            Curry. “It already had lots of miles on it when I got it. It    named head coach of Georgia Tech. He left the Jackets
                    Georgians who are all-time
                                                            had overdrive, which meant if I got a running start on the      after seven seasons to take the head coaching job
                    football greats, Bill Curry has         freeway I could go 100 miles an hour, which I’m ashamed         at the University of Alabama in 1987, replac-
                                                            of now. I really enjoyed that car.”                             ing Ray Perkins. Bill’s team won the SEC
to be recognized as one of the most success-                                                                                Championship during his final season
ful. How many individuals have lettered for                 Bill purchased his first new car in 1965 after he was drafted   with the Tide in 1989. The following
                                                            by the Green Bay Packers. He used his signing bonus of          season, he became the head coach at
Georgia Tech, played in three Super Bowls                   $12,500.00 to buy a gun metal blue Oldsmobile 98 that           the University of Kentucky, where he
(winning two), played in two NFL Pro Bowls,                 cost $5,000.00. It was a happy event for Bill and his wife.     remained for seven years.
                                                            Curry said, “Carolyn and I thought that we had died and
coached at four different universities, won an              gone to heaven. We loved that car!”                             Bill remained active in the college foot-
SEC Championship, and has been honored as a                                                                                 ball spotlight after leaving coaching at
                                                            “I just thought that the Oldsmobiles were beautiful, and at     Kentucky. He was a television analyst
member of the State of Georgia Sports Hall of               that time, I thought that anybody who could buy anything        and contributing writer for ESPN from
Fame? And that’s just scratching the surface                other than a Ford or a Chevy was really moving in high cot-     1997 – 2007.
                                                            ton. It was a very big deal to us,” added Curry.
of an illustrious career.                                                                                                   The Georgia State University
                                                            While with Green Bay, Curry had the chance to play for          coach currently drives a 2005
Coach Curry may have his greatest challenge ahead as the    legendary Coach Vince Lombardi. He was a member of              Lexus 430 SEL, purchased
first head football coach of the Georgia State University   the Packer squad that won Super Bowl I in 1967 against          from Chattanooga Lexus.
Panthers. The Panthers will play their first game against   the Kansas City Chiefs. He returned to the Super Bowl two
Shorter University on September 2nd at the Georgia          more times during the next four years with the Baltimore
Dome.


                                                                                                                                                            On The Move 2010
                                                              2010 Chevrolet Tahoe



                                                                                                                         1980 Ch
                                                                                 ang                                              evrolet M
                                                                         rd Must                                                           onte Carlo
                                                                 1969 Fo

                                                                                                                                                               1




T
       he number one should be Paul                In 2002, Johnson took command of the football          2009, finishing first in the ACC after a victory
       Johnson’s lucky number, since               program at the U.S. Naval Academy, where his           over Clemson. This sent the Jackets to their first
                                                   team bested Army for six straight seasons, and         ever BCS berth in the Orange Bowl. With a final
       the Georgia Tech head football
                                                   the Midshipmen led the nation in rushing for           record of 11-3, Johnson was again named ACC
coach has experienced so many firsts               three consecutive seasons. One of the great-           Coach of the Year.
during his successful career.                      est memories in Navy football history is their
                                                   46-44 triple overtime victory over Notre Dame          Coach Johnson now has two favorite vehicles
Coach Johnson also experienced an impor-           in 2004. This marked the Middies first victory         here in Atlanta. His 2010 Tahoe from Jim Ellis
tant first in 1980, one year before he started     over the Irish since 1963. This epic victory dur-      Chevrolet is his favorite when it comes to daily
his college coaching career as an assistant at     ing a 10-2 season helped Johnson win the 2004          travel, while on seven Saturdays each year it’s
Lees-McRae Junior College in Banner Elk, North     Bobby Dodd National Coach of the Year award.           the legendary “Ramblin’ Wreck” that
Carolina. That’s when he purchased his first new                                                          leads the Jackets into battle at
car – a Chevrolet Monte Carlo. When asked why      Paul returned to the state of Georgia in Decem-        Bobby Dodd Stadium at Grant
he decided upon this vehicle, Johnson said, “I     ber 2007 as the 12th Head Coach of the Geor-           Field.
liked the style.”                                  gia Tech Yellow Jackets. Little was expected of
                                                   his squad during his first season in 2008, but
Prior to making this first new car purchase, the   the Jackets responded with a 9-4 record and a
Western Carolina University graduate was driv-     share of the Coastal Division title in the Atlan-
ing a 1969 Ford Mustang.                           tic Coast Conference (ACC). Their final regular
                                                   season game was a thrilling come from behind
Coach Johnson won two I-AA National Titles         victory over state rival Georgia. It was their first
while head coach at Georgia Southern Univer-       win over the Bulldogs in seven seasons. Shortly
sity from 1997 - 2001 . He also received 12 dif-   afterwards, Coach Johnson was named ACC
ferent Coach of the Year awards during these       Coach of the Year.
five seasons in Statesboro.
                                                   The Yellow Jacket proved to be even better in

  8     www.maada.com
                                                                                                                                                                 9



                                                               2010 Ford F-150




           Civic
1988 Honda

                                                              Dodge Dart
                                                                            Swinger




      Y
            ou could say that the University               The legend of “The Scamp” continued to live          The Univer-
            of Georgia’s Mark Richt started                on after Mark graduated from Miami in 1982.          sity of Georgia
                                                           That’s because it was his farewell gift to the re-   knocked at Mark’s door
            his own “Cash for a Clunker”
                                                           maining Hurricane players.                           in 2001, offering him the head
      program in South Florida over 30 years                                                                    coaching job. He accepted and has
      ago.                                                 In 1985, Richt joined the football coaching staff    since responded with 90 victories. He has also
                                                           of Bobby Bowden at Florida State University          won two Southeastern Conference Champi-
      The Nebraska born Richt purchased his first ve-      (FSU) in Tallahassee. It was at FSU that he met      onships, four Eastern Division Titles, two SEC
      hicle in 1980 while attending the University of      the former Katharyn Francis, who he married in       Coach of the Year Awards and finished in the
      Miami on a football scholarship. He pooled his       1987.                                                top 10 five times during his nine seasons with
      money with a football teammate to purchase                                                                the Dawgs. Above all of these accomplish-
      a used Dodge Dart Swinger for the incredible         Finding a vehicle with good gas mileage was          ments, Coach Richt is
      low price of $150.00. Richt said that buying         the goal when the newly weds purchased their         recognized as a great
      this car, affectionately known as “The Scamp.”       first new car in 1988. They selected a four-door     humanitarian.
      proved to be a smart investment for the co-          Honda Civic from Proctor Honda in Tallahassee.
      owners. That’s because they quickly made             This charcoal colored vehicle fit the bill for the   Mark and Katharyn
      their investment back by leasing it to fellow        Richts, with over 10 years and 100,000 miles of      live in Athens and
      Hurricane teammates for $5.00 per day.               service.                                             are the proud par-
                                                                                                                ents of four children.
      The Coach laughed when he recalled how the           Mark left FSU in 1989 to become the offen-           The Coach currently
      Dart Swinger was damaged by a mischievous            sive coordinator of East Carolina University         drives a Ford F-150 Lari-
      teammate. This player was a bit too overzeal-        in Greenville, N.C. He returned to Tallahassee       at truck from Akins Ford.
      ous about team spirit when he dumped an en-          the following year to take the same position
      tire can of orange paint on the car (the Hurri-      with Bobby Bowden’s staff. While at FSU, Richt
      cane team colors are green and orange). Mark         coached two Heisman Trophy winners (Quar-
      said that it was also quite a task sanding the car   terbacks Charlie Ward and Chris Weinke) and
      afterwards and repainting it white with a paint      was part to two national championships (1993
      brush. Even an Earl Scheib paint job was too         and 1999).
      costly for these college kids.

                                                                                                                                        On The Move 2010
Difference
Makers
                                                                                                                                By Carlos Alvarez
                                                                                                                              Carlos Alvarez is a Deal-
                                                                                                                              ership      Development
                                                                                                                              Manager with American
                                                                                                                              Financial & Automo-




E
                                                                                                                              tive Services, Inc. Car-
                                                                                                                              los can be reached at
         very day, there are new challenges faced                                                                             800.967.3633 or by e-
         in the business office. Some of these                                                                                mail at CAlvarez@AFAS-
                                                                                                                              inc.com.
         challenges are controllable and some
of them are not. As dealerships throughout the
automotive industry continue to move in a posi-                    has a large repair bill. The ser-    which customers to contact first. It is impor-
                                                                   vice advisor tells the customer      tant to do this in order to be consistent with
tive direction, the need for the business office to                that he/she should look into         the follow-up process.
recover becomes greater. It is time to make a                      purchasing a service contract
                                                                   to protect against future or fur-    4. Write a variety of follow-up letters that
difference.                                                        ther unexpected repair costs.        cover specific products such as service con-
The big question is, “How?” Without being                          At this point, the customer is       tracts, scheduled maintenance programs, and
able to give one simple answer, there are sev-      then turned over to the business manager.           one that focuses on ancillary products. The
eral great solutions that can make a difference.                                                        best way is to have enough letters prepared to
To begin, business managers need to focus on        The problem lies from within the follow-up          cover most situations. Be creative and create
growing the income level in the business of-        process itself. There is little to no consistency   need in the letters.
fice. Aside from the traditional methods, now       with the effort being placed on capitalizing
more than ever, a business manager has to           these opportunities. It is a one-shot deal, just    5. Determine the most effective way to deliv-
think outside the box. One thing that comes         as if the customer was sitting in the business      er the message to the customer. In today’s so-
to mind is finding more customers to buy the        office during the delivery of the vehicle. Here     ciety, most customers communicate via e-mail.
products and services offered. But where do         is where preparation and organization will pay      As a cost-cutting measure and time-saving op-
you find these customers?                           off in the end. To make a difference, consider      portunity, send an e-mail to the customer. Be
                                                    these options:                                      sure to include the message in the body of the
Have you considered your own customers?                                                                 e-mail rather than as an attachment. Make it
That’s right, your own customers! Even the          1. Obtain a report that lists all of the deal-      a point to enter the customer’s e-mail address
top producers in the business do not run 100%       ership’s unsold customers. This list should         into the DMS system so that this information
penetration on the sale of any product, unless      include customers that did not buy all the          can be accessed in an easy-to-read report. If
it is a complete give-away product. Even then,      products that were presented to him/her dur-        the customer does not have an e-mail address,
it may be a give-away to the customer, but not      ing the delivery of the vehicle. It also includes   mail him/her a copy of the letter.
the dealership. Someone must incur the cost.        customers that have purchased a vehicle from
Think about it. There is not a better opportu-      the dealership within the last 24 months. It is     The key to this entire follow-up process is for
nity than contacting current customers. These       surprising how many opportunities are avail-        the business manager not to sell himself/her-
customers have a good relationship with the         able.                                               self short by only focusing on service contracts
dealership and are more likely to be receptive                                                          or one particular product. Include everything.
to receiving product information.                   2. Upon reviewing the list, consult with the        You do not know what may have changed
                                                    service manager and find out when the last          since the customer took delivery of his/her ve-
Next comes the phase where preparation and          time the customer brought his/her vehicle into      hicle. The customer may have shown no inter-
organization are key. In many dealerships, busi-    the service department for any type of repair       est at the time of delivery because it may not
ness managers attempt to send out letters to        or maintenance. Remember, the business              have been in the budget. The customer may
customers whose manufacturers limited war-          manager is controlling how this part of the         not have been sold because he/she did not
ranties are about to expire in an attempt to try    business will succeed. A good place to start is     see the need or value in the products offered.
to sell them a service contract. Very rarely will   with customers who are still utilizing the deal-    The business manager has the opportunity to
a customer walk into the dealership and ask to      ership’s service department.                        change that now. Make a difference with your
purchase a service contract. Most often, there                                                          customers today!
is the customer in the service department that      3.   Put together a written game plan that lists

10     www.maada.com
Trusted Partners. Proven Results.                           11




        F&I Development Programs
            Panoptic Insurance
                     ®




       Automotive Training Academy
     Revenue - Generating F&I Products

        800.967.3633 | www.AFASinc.com   On The Move 2010
                                                                                By Tom Webb
                                                                                Tom Webb is the chief economist for Manheim Consulting. Contact him at
                                                                                Thomas.webb@manheim.com, follow him via Twitter at www.twitter.com/
                                                                                TomWebb_Manheim, and read his blog at www.manheimconsulting.type-
                                                                                pad.com.




I
       ’m reminded of Newton’s Third Law of Motion when I look at what’s happening in the new and
       used vehicle markets these days.

For every action, there is an equal and opposite reaction.
                                                                                  Wholesale used vehicle prices (on a mix-, mileage- and seasonally
In the case of the current car markets, it translates like this: Historically     adjusted basis) rose again in May, with the Manheim Used Vehicle
low new vehicle inventories equal historically high used vehicle values.          Value Index reaching an all-time high of 121.0 (January 1995 = 100),
                                                                                  representing a 10.9 percent increase from a year ago.
As recently as May 1, the new vehicle inventory unit count slipped to
2.1 million units, or a 56-day supply. On a 12-month rolling basis, the           May’s strength was driven, in large part, by vehicles in the lower and
inventory count fell below 2 million units – the lowest level in more             middle price tiers; but prices for late-model vehicles also remained
than 35 years of record-keeping.                                                  strong, thanks to low new vehicle inventory. It’s a situation that
                                                                                  should remain fairly consistent for the foreseeable future -- continued
Clearly, a historic change has occurred now that manufacturer restruc-            restricted levels of wholesale inventory will provide support to future
turings have allowed a movement away from pushing inventory onto                  wholesale values.
dealers.
                                                                                  Not surprisingly, earnings reports from the seven publicly traded
As members of the Metro Atlanta Automobile Dealers Association no                 dealership groups showed strong used vehicle operations in the first
doubt can attest, the positive impact on used vehicle values is hard to           quarter of 2010. On a sales-weighted basis, same-store used unit retail
overstate, as dealers are able to:                                                volumes rose more than 12 percent, the biggest percentage gain ever
                                                                                  recorded.
•	 secure	higher	new	vehicle	transaction	prices,
•	 keep	their	focus	on	selling	used	as	well	as	new	vehicles,	and                  For all the challenges and industry turmoil dealers have endured in
•	 free	up	working	capital	that	otherwise	would	have	been	allocated	              recent years, this is all welcome news: There’s no time like the present
to new vehicle inventory.                                                         to be in the used car business.




12     www.maada.com
                   13




On The Move 2010
                          Launching a New Way for Consumers to Dispose of Vehicles
                   and for Auto Dealers to Attract Customers and Used-Car Inventory.


M
          any car buyers go into the trade-       options, other upgrades and maintenance            for new ways to connect car buyers and car
          in process with a lot of questions.     information and details about the condition,       sellers,” said Brian Skutta, the TIM General
          How much will I get for my trade in?    including any major repairs or accident dam-       Manager. “The Trade-In Marketplace does just
How does the dealer determine the value of        age.                                               that by taking the mystery out of the trade-in
my trade in? Why are the values I see online      l The tool will calculate a price based on         process. For car shoppers coming to our site,
frequently different than what the car dealer     historical transaction data for hundreds-of-       it provides a convenient way of disposing of
has offered me?                                   thousands of vehicles and up-to-the-minute         a vehicle. For our dealers working with the
                                                  supply and demand information and produce          program, it helps attract customers by provid-
Dealers also have questions. How can I            a printable purchase offer. The system will        ing a transparent and hassle free trade-in or
source quality used-car inventory? How can I      also provide consumers accessing the system        selling experience and provides a no-risk way
prove to customers the realistic value of their   at home a list of participating dealerships.       of sourcing used-car inventory.”
trade in? How can I help my customers afford      l The seller can take that purchase offer to
the cars I’m trying to sell?                      a participating dealer in the area or, if the      More than 700 dealers are currently signed on
                                                  seller is using TIM at a dealership, to a dealer   to the TIM program in the markets AutoTrad-
AutoTrader.com’s Trade-In Marketplace (TIM)       representative right there.                        er.com has already opened. By the end of the
aims to take the mystery out of the trade-in      l The dealer will inspect the car to confirm       year, AutoTrader.com will have rolled TIM out
process by giving consumers a guaranteed          that it matches the description provided by        to most areas in the United States.
price for their vehicle redeemable at auto        the seller and then write the seller a check for
dealerships participating in the program. It      that amount.                                       Auto dealers seeking more information on
also works to help dealers solve some of the      l The seller can use the funds towards the         the TIM program can visit http://tradein.
challenges they face every day in car buying      purchase of their next vehicle or simply walk      autotrader.com for more information or speak
and selling.                                      away with a check.                                 with their AutoTrader.com representative.

For consumers, the program offers a no-           For the car dealer, participating in the TIM
haggle way to get a value on their car, which     program is no risk. On the sales end, once
they can turn into guaranteed cash or toward      the TIM transaction is completed, a
down payment on a newer car at a participat-      dealer has a customer on the lot
ing TIM dealer. For dealers, the marketplace      who has a check and needs a
offers another avenue for attracting potential    car. Now there’s a hot pros-
customers to their lots, a new way of getting     pect! Then the dealer has
quality used-car inventory and it positions the   the option of keeping the
dealership as a customer advocate offering        just-traded-in car and
one more solution with which a buyer can          selling it. If the dealer
dispose of their current vehicle.                 doesn’t want to keep
                                                  the car in inventory
Here’s how it works:                              for sale, AutoTrader.
l An auto seller accesses TIM at http://          com will buy the
tradein.autotrader.com or directly in the par-    car for the exact
ticipating dealership via a stand-alone kiosk     amount the
or desktop icon. The seller or the salesperson    dealer paid for it.
working with the seller inputs information
about the vehicle, including the make and         “AutoTrader.com
model, the model year, major factory-installed    is always looking

                Pictured in the photo: (L) Mark Welch, GM Hiley
                Mazda Volkswagen of Arlington; (R) Richard Padd-
                ack, AutoTrader.com Advertising Consultant.
14     www.maada.com
                   15




On The Move 2010
                     RIDE THE “BIG WAVE”
                      OF ONLINE TRAINING!

                     s
                           urfing on the internet for the right online automotive training service can be a bit confusing.
                           In surfing terms, it’s easy to “Wipe Out” if you make the wrong decision.

                     The Virtual Academy of Automotive Professionals is, unquestionably, your best choice to ride the
                     “Big Wave” of online training services. That’s because its curriculum is the only online training avail-
                       able that has been developed by dealers for dealers. It will also give your crew the opportunity
                         to learn from over 300 different workshops in Sales, Management, F&I, Collision, Service, Legal
                           and Remarketing. These presentations include on-demand streaming videos, downloadable
                              programs, PowerPoint slides, interactive email contact and testing.

                                Many dealers and associations have signed up for The Virtual Academy since it was
                                 launched over three years ago. They have found its broad curriculum to be invaluable.

                                    “It has always been our goal to offer a multitude of training programs for employees
                                     in all areas of the dealership,” states Randy Nelson, Director of The Virtual Academy.
                                       “In fact we have also produced a number of different Sales Meetings that can be
                                         used during those regular rituals within the dealership.”

                                         Andy Jones, Dealer Principal of the Gerald Jones Dealer Group in Augusta, finds
                                         this online service perfect for his sales staff, adding. “It’s very convenient and
                                          timely. All four of our dealerships make The Virtual Academy an important part
                                          of our daily sales meetings.”

                                           Subscribers to The Virtual Academy are also amazed that a service of this qual-
                                           ity is available at such an incredibly low price.

                                            Shayne Wilson, President of the Metro Atlanta Automobile Dealers Associa-
                                            tion, remarks, “The Virtual Academy has given dealerships a much welcomed
                                            alternative to overpriced online training. It’s commonplace for some online
                                             training companies to ask for as much as $12,000.00 a year for their services.
                                             We have responded with a service for $2,400.00 annually. We only require
                                              that dealerships agree to a one year contract for this special pricing.”

                                              Dealers have also found many additional savings beyond the low subscrip-
                                              tion price of The Virtual Academy.

                                               “Times have certainly changed since a dealership had to spend thousands
                                               of dollars for just one day of onsite training,” says Nelson. “The dealership
                                               also had to cover the trainer’s travel, per diem and lunch for the whole
                                                class. It’s quite ironic that just one day of onsite training could cost as
                                                much as one year of The Virtual Academy for the entire dealership.”

                                                David Bourne, Owner of Clay County Chrysler, Dodge and Jeep in Lin-
                                               eville, Alabama, feels that there is a big advantage using online training.
                                               He said, “This is a much better way to train than live classes because the
                                               employees can learn at their own pace. Also, we can work in small groups
                                               to review the class info and exchange ideas we have learned.”

                                               There will soon be many new employees added to the dealership work
                                               force and these new hires will have an advantage over those of the past
                                               thanks to the broad curriculum of online training workshops available.

                                              Start developing your team today. Please call 1-877-422-2236, or contact
                                              us via email at sales@8774academy.com to set up your personal demon-
                                              stration.



16   www.maada.com
THE VIRTUAL ACADEMY PROGRAMS & WORKSHOPS
SALES                                                 SALES MEETINGS                                     SERVICE
 Professional Selling Skills:                           Talking Risk and Maintaining Focus                Service Advisor “Selling Service”
   Salesperson’s Job Description                        Love Your Job                                        Fundamentals of the Sales Process
   Understanding the Customer:                          Achieving Greatness                                  Understanding The Customer
       - Buying Motives                                 Handling Anger Positively                            Customer Retention
          Need Buyer                                    Building Self Image                                  Appointments & Appointment Systems
          Status Buyer                                  Visualization                                        Handling Incoming Phone Calls 3 Part Series
          Excitement Buyer                              Can You Predict Your Future                          The Selling Process
          Secondary Buyer                               Self Confidence                                      Selling Service on the Drive
       - Behavioral Profiles                            High Energy                                          Listening Skills & The Walk Around
          Dominant Profile                              Negative Thinking                                    The Service Walk Around
          Amiable Profile                               Fear of Success                                      Responding to Resistance
          Expressive Profile                            Focus on the Positives                               The Close
          Analytical Profile                            Failing Successfully                                 Finish The Job
       - Activating Events                              Rumination                                        The Domino Effect
       - Hot Buttons                                    The Managers Role                                 The Service Menu Features & Presentation
   Today’s Market                                       When You Talk to Yourself                         Building Value in OE Parts, There is a Difference
   Overview of the Sales Process                        Personal Success                                  Preventing Common Brake Problems
   Reception Procedure                                  Effective vs Efficient                            Diagnostics, A Logical Approach 4 Part Series       17
   Reception Overview                                   Selling Yourself                                  Selling Service in Difficult Times
   Reception Tips                                       Making Choices                                    3M Non Lead Weights
   Reception Handling Resistance                        Buying Motives                                    Tire Wear, Common Cause And Corrections
   Consultation Procedure                               Behavioral Profiles                               Selling Tires
   Consultation Key Information                         Daily Plan                                        Alignment Tips & Tricks
   Consultation Tips                                    Orphan Owners
   Product Selection                                    Salespersons Daily Checklist                     COLLISION
   Product Presentation Procedure                       Salesperson Delivery Checklist
   Product Presentation Techniques                      Working The Service Drive                         Damage Analysis & Estimating
   Product Walk Around                                  Vehicle Condition Report                            Types of Vehicle Construction
       1. Window Sticker                                Walking The Trade                                   Types of Damage
       2. Engine Compartment                            Closes For Every Day Objections:                    Collision Energy Management
       3. Front of the Vehicle                             “Saw One In The Paper”                           Gathering Vehicle Information
       4. Trunk of the Vehicle                             “Not Enough For My Trade”                        Labor Operation
       5. Passenger Side Exterior                          “I Want To Think It Over”                        Automotive Part Types
       6. Passenger Side Interior                          “Monthly Repairs”                                Taking Proper Photo’s
   Product Demonstration Procedure                         “Gas Savings and Payment Justification”          Procedures For Writing An Estimate
   Trial Close                                             “Asking For Cash Down”                           Supplemental Procedures
   Product Demonstration Tips                                                                             Respirator Fit Test and Maintenance
   Write up Terminology                               MANAGEMENT
   Completing a Buyers Order/Worksheet                                                                   REMARKETING
   Preparing For The Write-up                           Sales Management Development
   Walking The Trade                                      Characteristics of Successful Managers         AutoTrader.com:
   Evidence Manual                                        Coaching For Peak Performance                       Presented by AutoTrader.com
   Review With Management                                 Key Characteristics                               Online Advertising in the 21st Century
   Write-up Responsibilities                              Making Sales Meetings Work                        Creating An Internet Savvy Culture
   Presenting The Numbers                                 Managing The Sales Team                              at Your Dealership
   Listening to the Customers Response                    Common Mistakes Managers Make                     Online Merchandising Best Practices
   Processing Objections                                     2 Part Series                                  Merchandising Certified Programs
   Negotiating Guidelines                                 Why Salespeople Fail 2 Part Series                Making Video Part of Your Online Presents
   WITSTU                                                                                                   Certified Pre-Owned Messaging &
   Saw One In The Paper Price Justification             Used Vehicle Management                                Merchandising
   Negotiating Role-Play                                  Maximizing Profit in the Used Car Department      The Truth About E-Mail Leads
   I Want to Think it Over Close                             2 Part Series                                  Effectively Advertising New Vehicles Online
   Not Enough For My Trade Justification                  Mastering Inventory Turn
   I’ve Got Your Deal Beat Justification                  Inventory Turn & Profitability 2 Part Series   OVE.com: Presented by OVE.com
   You’ll Have to do Better Than That Justification       Merchandising & Marketing                         Shift Happens
   Proper Management Referral (T/O)                     Recruiting & Hiring The Best                        Online Remarketing Basics
   Introduction to F&I                                  Negotiating For Gross 4 Part Series                 Applying InLane Best Practices
   The Delivery                                         Managing The Deal 5 Part Series                     Little Know Online Wholesale Tips
   Owner Follow-up                                      Conversion Optimization
 Selling Used Vehicles:                                 Search Engine Optimization                       Manheim: Presented by Manheim
   Selling New vs Used                                  Search Engine Marketing                             Vehicle Remarking 101
   Keys to Selling Used                                                                                     Selling Vehicles at Wholesale Auction
   Product Presentation For Used Vehicles             F & I: Presented by American Financial                Wholesale Vehicle Buying
   Used Vehicle Presentation                                 & Automotive Services
   Used Vehicle Demo & Trial Close                        The 3 C’s of Financing                         Legal: Presented by Schulten Ward
 Negotiating For Gross 4 Part Series                      Identifying The True Objection                        & Turner
 Handling Incoming Sales Calls 3 Part Series              Service Contract Objections                       Fair Labor Standards Act
 Today’s Market                                           Service Contract Cost Too Much                    8300 Form IRS Cash Reporting Rule
 Buying Motives                                           Disability Coverage Objection                     Red Flags Rule
 Behavioral Profiles                                      Credit Life Insurance Coverage Objection          Address Discrepancy Rule
 Activating Events                                        Red Flags Rule                                    Interviewing Prospective Employees
 Hot Buttons                                              Reduce it to the Ridiculous
 Reception                                                How to Overcome Trade Allowance                Automotive News
 Consultation 3 Part Series                                 Objections                                      Automotive News “First Shift”
 Product Selection Presentation                           How to Work Out The Money                         Automotive News “Daily Updates”
 Demonstration
 Return On Effort
 Salespersons Job Description


                                                                                                                              On The Move 2010
FRAUD IN THE
A Three Part Series – Part I I I –

I
     n parts I and II of the series, we discussed                  So where do you start? This final part will address ways to identify
                                                                   where you have the greatest risk in your dealership by ranking the fol-
     what a typical fraud perpetrator profile                      lowing three statements in the order of which you would be most likely
                                                                   to say (1=most likely, 2=second most likely, 3=third most likely):
     included and gave some strong fraud
                                                                   Statement                          Ranking (choose each number only once)
indicators in specific departments. An em-                         “Everyone makes mistakes.”                        1         2          3
                                                                   “My controller and auditors look at that.”        1         2          3
ployee usually steals when there is an oppor-                      “I trust my people.”                              1         2          3

tunity to steal and usually is someone that                        After you have ranked the statements, look for your corresponding risk
                                                                   areas below. Included in each section are some examples of some poli-
has been with company for at least five years                      cies and procedures to implement, or in some cases, enforce, in your
                                                                   dealership. The statement you ranked number one (most likely) is typi-
and is in a position of trust. Many times ad-                      cally the highest risk area for you, but all may be applicable.

ditional duties and responsibilities were giv-                     TONE AT THE TOP
                                                                   “Everyone makes mistakes.”
en to that person because of that trust that                       As you may have been able to discern, controlling fraud begins “at
                                                                   home.” Take a hard look at the individuals responsible for running your
had built up over the years. Pressures such as                     dealership (including yourself ) with the understanding that everyone
                                                                   else in the dealership is looking at that those people too. Would you be
money or addictions can drive someone to                           comfortable if anyone in the dealership did the same things you did,
                                                                   even if you are the owner? You may have heard the saying, “As long as
perpetrate a fraud especially when it is easy                      he makes me more than he steals, I’m OK with it” or something similar.
                                                                   This practice will only end one way: with fraud in your dealership.
to justify the action. It is clear that even the
                                                                   Defining what the dealership determines to be unacceptable is the
most trusted employees will steal.                                 beginning of proper governance. Without specific, documented, and
                                                                   enforced guidelines for employees to work and live by, lines will be
                                                                   tested, especially the gray areas.

                                                                   Here are some great examples of policies to implement to help with
                                                                   your Tone at the Top:
              By Brian P. Bentz, CPA, CIA
                                                                   1. Code of Conduct – These are the rules for conducting business for
              Brian Bentz is the lead member for the Dealer
              Services Risk Services Group and is located in       individuals and the dealership as a whole and may include the values
              our Dallas, Texas office. Since joining Dixon        and expected behaviors the dealership follows. Without these guide-
              Hughes over twenty years ago, Brian has fo-          lines, it is much more difficult to enforce noncompliance and build a
              cused exclusively on dealerships in providing        strong anti-fraud culture.
              them industry thought leadership consulting          2. No Tolerance – Successful dealerships simply do not allow em-
              services related to internal audit, regulatory and   ployees to commit fraud and still stay employed, even if it is the top
              compliance services, due diligence and buy /         salesperson or an owner. Making one exception will forever make your
              sells and agreed upon procedures.                    “Tone” tarnished and essentially continue to invite fraud.



18   www.maada.com
DEALERSHIP
Hitting The Brakes
3. Good Hiring Practices – Consistently using background, drug, and         and effort and hope you don’t get caught?
reference checks let all of your employees know that you are only going     3. Results and Reality – Honestly assess your risks and where there may
to hire the best people. Performing these checks every time is the key to   be risks you don’t know about or even understand. Is your CFO strong
                                                                                                                                                             19
success. Good employees also can help recruit other good employees          enough to notice financial fraud committed by one of your controllers?
so start with your existing staff and determine if you would hire them      Are your personnel actually doing what they say they are (reviewing,
today.                                                                      approving, etc.)?

RISK ASSESSMENT                                                             INSPECT AND MONITOR
“My controller and auditors look at that.”                                  “I trust my people.”
Some frauds are masterful deceits that require years of planning. Most      There is no doubt about it: some people will not steal even if you give
frauds include routine transactions that have break-downs in estab-         them a chance. It is also true that some will try to steal even if there is no
lished controls and procedures. In other words, most frauds happen          way to do it. Opportunity is the only thing you can control (that is, if you
because:                                                                    know about it) and if you choose to just “trust” that employees will
                                                                            do the right thing, it doesn’t matter if there is opportunity or not.
•   Someone stopped doing what was supposed to be done
•   Someone started doing something that someone else should do             You put a lot of trust in employees today. You trust that they protect the
                                                                            assets of the company, take care of customers, clock in on time, and in
Dealerships, unlike certain manufacturers, do not have what seems like      general, do the thousands of other things they are supposed to do each
limitless funding to be able to have each single transaction type per-      day. This should not be a problem as long as all of your employees know
formed by a single employee. As a result, multiple transactions are per-    what they are supposed to do, are properly trained and educated, and
formed by individuals every day. Fraud increases tremendously when          are motivated to perform at their highest level for the company.
opportunity arises because an employee is performing duties that
would allow for fraud to go undetected. By separating duties properly,      The only sure way to make sure you can trust your employees is by
fraud risk can be reduced assuming those functions are actually be-         checking them. “Expect what you inspect”, “check the checkers” are all
ing performed as developed. Just because someone is supposed to do          very true. Over time, for many reasons, employees will stop doing what
something does not mean they are actually doing it.                         they are supposed to do unless they are reminded.

There may be times when certain duties cannot be fully segregated due       Here are some examples of both inspect and monitor procedures you
to lack of personnel, expertise or experience levels, logistics or other    can perform for accounts payable and the related disbursements:
circumstances. In these situations many dealerships assign these duties
to the most trusted employee. Of course, these are the same employees       Inspect                                   Monitor
that fit the typical profile for committing fraud!                          Get back-up for A/P check                 Sign A/P checks with clerk
                                                                            Check invoices for signatures             Ask managers what they approved
To help determine where you may have “holes” in your dealership that
can lead to fraud, you need to perform an assessment of where your          Compare invoices to G/L posting           Observe clerk posting invoices
risks may be. Use these steps as a starting point for your Risk Assess-
ment:                                                                       Simple inspection tests for any process include comparing the support-
                                                                            ing documentation to the actual posting. Monitoring can include in-
1. “Role” Call – Interview and document what each of your employees         quiry or observation of the process performer.
do for the dealership, both as a normal job duty and as a back-up (when
someone is on vacation, sick, etc.) Begin first with employees that can     Trust your employees enough to check them.
record transactions, handle money, or purchase items for the dealer-
ship.                                                                       For more information on how to detect fraud in your dealership, contact
2. Risk Ranking – Determine the greatest risk to your organization. Are     Brian Bentz, CPA, CIA directly at (817) 276-4106 or via email at bbentz@
you more concerned with the loss of income or reputation? Is the loss       dixon-hughes.com.
of cash more important than the loss of assets? Is it more important for
your dealership to comply with new regulations or save the expense
                                                                                                                                  On The Move 2010
Using                Video
                      to Improve

F&I                                     Performance
                                                                                                                                By Bob Elbrader
                                                                                                                           Bob Elbrader is Director of
                                                                                                                        Operations for Intravision, an
                                                                                                                              F&I Solutions company
                                                                                                                                He can be reached at:




I
                                                                                                                       belbrader@intravisiontech.com
                                                                                                                                     (913) 707-7377
    f you have ever considered recording F&I transactions and
    decided not to make this move, you may want to recon-
    sider. In recent years, when dealers have thought about                                            provided The Suburban Collection, Allgeier ad-
                                                                                                       mits that there was some nervousness among
recording F&I transactions, many have believed this type of                                            the F&I staff when video solutions were first
technology was used solely for compliance purposes and                                                 implemented. “We initially focused on positive
                                                                                                       presentation reviews, to demonstrate that we
many dealers believed recording F&I transactions could pose                                            weren’t out ‘to catch’ people doing something
as a potential liability threat to their organization.                                                 wrong and that this is a valuable training tool
                                                                                                       for our department. After a few weeks, we
New video based offerings have changed the          into a 15% improvement in product penetra-         found that managers were asking for more
way dealers feel about this type of technol-        tions across the board.” According to Barrows,     reviews, more feedback so they could make
ogy by incorporating new state of the art DMS       the dealerships have also seen an increase in      better and more profitable customer presenta-
integrated technology. Instead of focusing on       Income per Retail. “We’ve increased our dollar     tions.”
compliance, these new video offerings focus         per copy by $300,” he says.
on helping dealers increase F&I performance                                                            Allgeier comments that video solutions have
and production through training. Increased          THE SUBURBAN COLLECTION                            eliminated any uncertainty about what hap-
performance translates into increased produc-       Another group having success with Video tools      pens during the presentations, and has even
tion; increased production leads to higher          is The Suburban Collection, who operates 26        helped the dealerships from a compliance
income per retail for dealerships.                  dealerships representing 45 franchises across      standpoint. “I’ve been in the business for 20
                                                    Michigan and South Florida. The Suburban           years, and this is a revolutionary tool that puts
VIDEO TOOLS IN ACTION                               Collection has also witnessed marked im-           the facts right on the table.” he says. “Video
One dealer group using video solutions is the       provement in their F&I profits since installing    has driven production and compliance and
Greg Orr Automotive Group. Pat Barrows,             video offerings.                                   has yielded an impressive ROI.”
Director of Finance for Greg Orr Automotive,
who operates 17 dealerships throughout Texas        Gary Allgeier, Director of Finance for the group   For these two groups, and many more that
and Louisiana, says, “Using a video system in       says, “We immediately saw a tremendous             utilize video offerings, the increased F&I
F&I is a tremendous training offering – the         impact on our sales training. We are in a much     revenue has helped the bottom line. In today’s
best you can get. To be able to see a custom-       better position to train our F&I Mangers with      competitive landscape, dealers across the
er’s reaction to what our managers are saying,      video solutions. We review the presentation        country are always looking for the proverbial
then train our staff to be better prepared in the   videos and then specifically target training       ‘goose that lays the golden egg’. F&I is one of
future, is a really valuable tool.”                 based upon what we see. Since we installed         those departments that can have a dramatic
                                                    video solutions, our production has dramati-       impact on the bottom line. Because of the
Barrows notes that the video based training         cally improved.”                                   expense structure in F&I, a high percentage of
translates into a more productive, profitable                                                          these additional ‘found’ dollar’s fall directly to
F&I staff. “We review the videos with our           In the stores that have Video solutions in-        the bottom line.
employees, helping them understand what             stalled, Allgeier notes that The Suburban Col-
they’re not doing, and how to get better. For       lection has seen a $200 increase in Income per     By incorporating video solutions training
us, it’s not a matter of catching someone doing     Retail. “Individual producer’s numbers have        into your operating plan, dealers now have
something wrong—it’s about helping our staff        increased as much as $300 per vehicle” he          the ability train F&I Managers using real life
get better at their jobs.” Thanks to the impact     says. Product penetrations are also on the rise    examples instead of textbook theory. By
of these offerings on training, the Orr Auto-       according to Allgeier, by approximately 25% in     incorporating this new technology into your
motive dealerships have seen improvements           the stores where video solutions are installed.    dealership, maybe, just maybe you will finally
in profitability since its implementation. “It’s                                                       find that golden goose you have always been
helping our staff get better, which has turned      With the overall benefits video solutions have     looking for.

20     www.maada.com
                                                                                                                                                         21




The MAADA will be publishing the 2011 Atlanta International Auto         12 months, with the majority stating that the show helped them make
Show Guide, and we are offering the most reasonable rates ever to our    buying decisions.
Dealer Members.
                                                                         The Atlanta International Auto Show Guide will publish features on new
There’s no question that your insertion in the guide will reach a very   introductions, concept vehicles, auto industry trends and special show
strong market of affluent consumers and prospective car buyers. Sur-     events and attractions. It will also include a large floor plan, plus a list-
veys show that over 60% of attendees plan to buy new vehicles within     ing of all dealer members of the MAADA.




       For more information, please call 770-916-1741, or contact us by email at autoshow@maada.com.
                                                                                          On The Move 2010
Here are some highlights (and lowlights) of early automobile




                                                                                                    By Tom Tortorici
                                                                                                    Tom Tortorici develops strategic marketing
                                                                                                    communications for today’s world. For a free
                                                                                                    copy of “Selling to Stingy Buyers in a Stinky
                                                                                                    Economy” email him at tom@tortoriciinc.com.



 DRIVE BACK WHERE YOU CAME FROM.                                            a-vis’ or face-to-face arrangement. Finally realizing that the driver’s
                                                                            ability to see the road trumped conversational courtesy, passengers
 A horse-drawn world in 1900 surely must have welcomed the zippy            soon got moved back to the back, but at least now they could see
 new age of the automobile, right? Apparently not everyone was              where they were going instead of where they’d been.
 quite so enthusiastic. Well-to-do families in the early years would set
 out on weekend car trips into the countryside, only to find rocks and      TRAVELING TO ExCITING NEW COUNTIES.
 bricks hurled at them by the locals! Cars in those days were loud, oily-
 smelling beasts that kicked up clouds of dust from the dry dirt roads.     Once back-country Americans got past their early, somewhat violent
 Apparently these intrusions of progress jarred the traditional sen-        resentment, and as they noticed car prices dropping, they started to
 sibilities of rural folk. Worst of all, the odd, jerking machines scared   pick up on the possibilities. Now, with one of these newfangled con-
 the horses, who would sometimes careen off the road, carrying their        traptions, carrying their crops to market every week took half an hour
 carts and riders on an unexpectedly wild ride.                             instead of half a day. They could visit relatives in other towns who
                                                                            they otherwise might never see again. And, significantly, they had
 LOOK AT ME WHILE YOU’RE DRIVING.                                           access for the first time to big-town medical care, education, libraries,
                                                                            media, sports and culture, as well as retailers hawking the latest con-
 The front seat/back seat arrangement seems to make perfect sense           sumer conveniences. In this way, the automobile probably had more
 for cars, but in the early days, it appears to have taken a while to       overall impact on the lives of farm people than anyone else. Plus
 arrive at that configuration. The French 1890 Panhard-Levassor had a       Henry Ford made sure that his Model T’s engine could be disengaged
 back seat all right, but it faced backward. In a presumable response to    from the drive mechanism and used to run farm machinery. Not a big
 the difficulties of group conversation, cars like the 1896 Peugeot had     selling point today, but it certainly was at the time.
 its back passenger seat placed in front of the driver’s seat, in a ‘vis-

22    www.maada.com
history that may surprise you.

 BUT WHERE’S THE ENGINE?                                                    in styling, car bodies stopped evolving. Sedans of the mid-fifties have
                                                                            the same essential structure and proportions as sedans today.               23
 In the earliest cars, the motor was generally mounted under and be-
 hind the driver’s seat, near the real wheels that it powered. During the   WOMEN’S RIGHT OF WAY.
 first decade of the 1900s, some car makers experimented with engines
 in the front, under a metal hood, a stylish modification that soon won     In the earliest days of the twentieth century, motoring was a man’s
 popularity. Problem was, other manufacturers still hadn’t figured out      world. Throughout the late teens and the twenties, though, the lady
 how to drive the rear wheels from a front-mounted engine. For exam-        of the house increasingly found that ‘a woman’s place’ was behind a
 ple, the 1905 Yale Model E still kept its engine hidden low in the back,   steering wheel. Three developments helped move this trend along.
 but to attract fashion-conscious buyers, it featured a fake hood in the    First, the option of an electric ignition freed the fairer sex from hav-
 front that held...nothing (except for maybe the water and oil tanks).      ing to crank up the car from the handle in the front, a difficult and
 Eventually, all automobile companies employed the engine-forward           often dangerous procedure even for men. Second, cars became more
 configuration, which allowed the entire car to sit lower to the ground.    reliable, which made it less likely for a young wife to be stranded on
 After all, unlike the carriages they had evolved from, cars no longer      the road. And third, hardtop models began to outsell convertibles,
 had to be built to allow the driver to see over the tops of horses.        protecting ladies and their children from questionable neighborhoods
                                                                            and unpredictable weather. The sense of freedom and empowerment
 TWO DOLLARS REGULAR, PLEASE.                                               that females gained by their new mobility surely was a factor in the
                                                                            growing women’s rights movement at the time.
 The first gasoline providers for early cars were existing establishments
 like hardware stores. However since the pumps were simply placed           AND WE HAVE A WINNER.
 in front of the store at the curb, cars that were gassing up tended to
 block the road. In busy areas, that lead to continual traffic back-ups,    At the turn of the twentieth century, electric cars, steam-driven cars,
 driver rage, and more than a few accidents. When pumps were finally        and gasoline-powered cars all competed for market share, and it was
 set back as part of proper ‘service stations,’ the accompanying struc-     far from certain at that point which would prevail. Electric cars, like
 tures initially tended to be cheap wood or corrugated metal sheds,         even today’s models, were limited in range, and apparently that was a
 creating dilapidated eyesores all along the road. This soon became         deal-killer for new owners who might want to jump in and drive to the
 a serious social, political and aesthetic issue. Then things swung the     horizon. Steam cars were powerful enough to cover longer distances,
 other way, with stations trying to outdo each other to gain architec-      but waiting up to a half hour to get enough steam up was ultimately
 tural respectability. One gasoline company built their service stations    too tiresome for on-the-go drivers. Early internal combustion engines
 to look like quaint English cottages, and another offered buildings that   may have made for a smoky, noisy, vibrating ride, but ultimately they
 looked like Greek monuments, complete with classical columns.              won the newly-mobile hearts of car buyers by default. The fact that
                                                                            they start right up and ride forever made gasoline-fueled cars the
 NOW I KNOW WHY THEY CALL IT A TRUNK.                                       driver’s exclusive choice for the next hundred years.

 Park a modern car next to a hundred-year-old antique, and it’s hard to     OBSTACLES TO PROGRESS.
 see how one evolved into the other. But if you look at the process step
 by step, you’ll see how exterior body features were gradually absorbed     Beginning in the 1880s, France and Germany made great, rapid strides
 into a unified whole. Before about 1910, the seats were perched on         in developing and popularizing the self-propelled vehicle. England?
 top of the body; after that point, they were eventually lowered and        Not so much. Steam carriages were actually quite successful as public
 encased inside the body. Sometime during the twenties, the hood            buses in the later part of the nineteenth century. But their competitors,
 area was widened to match the passenger compartment, resulting in          the railroad and horse-carriage industries, had better lobbyists; Parlia-
 smooth front-to-back lines then known as the ‘torpedo’ look. In the        ment was persuaded to levy a tax on the steamers so burdensome
 early thirties, many cars had an ordinary traveling trunk mounted on       it put them out of business. A few years later, British officials were
 the back for cargo; by the end of the decade, the ‘trunk’ was thorough-    so fearful of the response to personal gas-driven vehicles on public
 ly integrated in to the body itself. Finally, fenders gradually merged     streets, they ruled that every automobile must be preceded by a man
 with the hood between the ’30s and the ’50s, at which point an inter-      on foot, waving a red flag to warn villagers of the 4-wheeled monster
 esting thing happened. Other than further streamlining and variations      coming down the road.
                                                                                                                             On The Move 2010
	 Wishing,	
Hoping	and		
	 	 			Praying?
                                                                                                              By Scott Dreisbach,
                                                                                                              Vice President, Valuinsight, Inc.
                                                                                                              561 404 8540
                                                                                                              sdrize@valuinsight.com
                                                                                                              www.valuinsight.com




                                               H
                                                         aving been directly involved in the retail automobile
                                                         business for nearly 40 years, I have come across a myr-
                                                         iad of “better mousetraps” and so called “magic pills.” If
                                               I had a dollar for every time a vendor told me that “all you have
                                               to do is sell one more car to pay for it,” well, let’s just say that we
                                               have all heard that before. The truth is, that as it relates to the
                                               new and used vehicle sales game, it’s all about retail turnover.
                                               It always has been and it always will be.


The question then becomes, how do we increase vehicle retail turn-          know that the “quicker turners” gross more. That goes for both the
over? We can spend more money advertising. We can pay extra com-            new vehicle department as well as the used. This is no secret.
missions. We can price our inventory on the internet to be the most
attractive in terms of a price search. We can lower our grosses. We can     I recently completed an exhaustive study of all of the ramifications
try to reach out to a broader base of prospects. We can also wish, hope     inventory decisions can, and do, have to the dealership’s bottom line.
and pray. These are not the solutions I advocate.                           Many things were clearly revealed and confirmed by the data as a
                                                                            result of the study and the following list is not intended to be a revela-
Have you ever wondered how one of your competitors always seems             tion, nor is it, all inclusive.
to be able to deliver more vehicles than you? Or how someone in your
“20 group” was continuously selling 1 to 1 (or more) used to new? Or        •	   Quicker	turning	vehicles	gross	more	per	unit	on	both	the	front	
how they grossed more per unit than you? Or how they were able to                end and back end
experience little or no “wholesale pain?” It’s all about the turn. We all   •	   There	is	a	direct	correlation	between	age	and	gross

24     www.maada.com
•	   Gross	almost	always	goes	up	as	availability	goes	down	and	the	            It will soon become evident that there are some sales categories and
     opposite is also true                                                    model years that just do not make sense to participate in with an
•	   Sales	compensation	in	real	dollars	and	as	a	%	of	gross,	goes	up	in	      inventory investment. You will also find that by maintaining 37 days
     direct proportion to vehicle age                                         worth of units and dollars, there will be categories and model years
•	   Many	Specific	Years,	Makes	and	Models,		sell	faster	than	others          that sales grow rapidly in. And finally, you will also be able to find the
•	   More	inventory	does	not	mean	more	deliveries                             point of diminishing returns in each sales category where more, does
•	   Salespeople	tend	to	lead	prospects	to	the	“freshest”	inventory           not necessarily mean better. (the point of diminishing returns)
•	   Dealers	advertising	dollars	are	largely	spent	on	the	slowest	
     moving inventory                                                         I have developed a simple Excel spreadsheet “stocking guide” tool that
•	   Seasonality,	special	events	and	incentive	programs	are	here	to	stay      you can use to accomplish this (no charge or obligation) and I will be
•	   Forecasting	sales	is	very	unpredictable	and	is	usually	optimistic	       happy to send it to you upon request. Simply send me an e mail asking
     and inaccurate                                                           for the used vehicle stocking guide. The “feedback” that this type of
                                                                              simplified inventory management system will provide you will become
Back to the original question then, How do we in-                             invaluable.
crease retail vehicle turnover?
                                                                               Part of the reason Wal-Mart has become the retailing Giant that it is, is
One of the best (and this one is free) methods to increase retail vehicle      due to strict adherence to the basic principles of inventory manage-
                                                                                                                                                             25
turnover is by installing and following a stocking                                                     ment. Monitor demand, measure movement.
guide. One of the many functions of this stocking              “Part of the reason                     Make decisions. You will rarely find any of their
guide is simply measuring the cost of sales of                                                         shelves empty or overstocked. If it is a good
the units we are delivering versus the remaining          Wal-Mart has become the producing, quick turner, they gradually increase
inventory by sales segment and individual model            retailing Giant that it is, is their stock until they find that point of diminish-
years within each segment. I like to use the fol-                                                      ing return. (where more does not equal better) If
                                                             due to strict adherence
lowing eleven sales categories and the 8 most                                                          they have tried it and it doesn’t work, they forget
recent model years within each category. The               to the basic principles of it and move on and try something else.
categories are: Small Car, Sporty Car, Mid Size             inventory management.
Car, Full Size Car, Small Truck, Small Sport Utility,
Large Truck, Large Sport Utility, Mini van and Van.
                                                                                                        If you will
                                                          Monitor demand, measure system, (ortake the time to implement this type of
                                                                                                                    any of the available vehicle inventory
When you clearly know how many and what the                  movement. Make deci-                      management systems, mine included) you will in-
cost of sales of the vehicles are that are “burning        sions. You will rarely find crease your total Used Vehicle Department’s gross
gas” is and then compare that to your “ground
stock,” you will have an exact idea of whether you
                                                                                                                     than you might
                                                          any of their shelves empty profit morewhen customers imagine. The bottom
                                                                                                       line is that                  leave our individual
are long or short in that model year and seg-                    or overstocked.”                      Used Vehicle car lots without purchasing, it is
ment in either units, ready money or both. Your                                                        almost always because they did not see what they
sales pace earns you a stocking guide number in both unit count and            truly were looking for. (Sometimes they will not even get out of their
average cost of sales. It then is simply looking at your actual inventory      vehicle and just do a “drive by.”) Remember, you cannot be all things to
versus your guide. The action required to “get into balance” is clearly        all people and it is impossible to stock everything. When your Used Car
apparent.                                                                      lot has more on the ground, of what your customers are looking for,
                                                                               what do you think will happen?
As an example, if your number one gross revenue producing sales seg-
ment is mid size cars and your best performing model year and quick-           Today’s technology gives us all the opportunity to make more intel-
est turner is 2006 within that segment and the average cost of sales is        ligent decisions, more accurately and faster than ever before. Literally,
$8,200, then it stands to reason that your inventory of vehicles in that       with a few clicks of your mouse in the right program, you can get all of
segment and model year needs to be as close to $8,200 (lot ready) per          the information you would need to make a better inventory decision.
unit as possible. The sales pace and number of units sold in that seg-         While it is impossible to predict economic swings, natural disasters, ter-
ment determines your “stocking guide.” The closer your inventory is            rorist activities or wild fuel price fluctuations, you can phase in a “more
to the cost of sales of the vehicles that you are selling, the more active     active” inventory. Ask yourself this question. Am I confident that my
that inventory becomes. Conversely, the further away from the $8,200           managers are using all of the tools and data available to them to make
target your inventory is, the less active it becomes. Another use of the       the very best possible inventory decisions?
stocking guide is when it come to appraisal time. If, for example, you
happen to be offered a trade that is a 2006 mid size car but is worth          It has been said by many different professionals that the first step to
around $14,000, get a buy figure on the unit that is good for at least 10 recovery is to admit you have a problem. This step is often the most
days, trade for the vehicle, try it out on the lot for those 10 days and if it difficult one to take as it involves an admission to oneself that some-
isn’t gone in those 10 days, cash it. This will allow you the opportunity      how, someway, we have failed. As car people, we always want to do
to try other vehicles without the risk of wholesale pain. Ultimately,          better and being of the optimistic breed, we all believe we will do
you will find the ideal inventory in both the number of units you need,        better, even when repeated results keep staring us directly in the face,
as well as the cost, for each sales category and model year. I strongly        month after month. Is your inventory the problem or the solution?
suggest aiming for a target of a 37 days supply of units and a 37 days         Do your managers really use an inventory management system? If not,
supply of dollars in each sales category and model year. (The unit days        why not?
and dollar days calculations were covered in a prior article and I will be
happy to send it to you upon request.).

                                                                                                                                 On The Move 2010
FORD START WINS AUTOWEEK’S BEST CONCEPT
                                                  The stunning red Ford Start pulled ahead of 65 concept vehicles to be named Best Concept
                                                  by the AutoWeek editorial staff at the Beijing auto show this year.

                                                  Small, green, smart and fun, the Ford Start won admirers for its decidedly playful take on
                                                  kinetic design. More than a design exploration into the feasibility of a future small car, it
                                                  previews the smallest engine yet in the growing Ford EcoBoost engine family. Ford has
                                                  confirmed that the 1.0-litre turbocharged I3 EcoBoost engine powering the Start is going into
                                                  production, destined for use in future Ford small cars, where it is expected to deliver the same
                                                  power as a larger petrol I4.

                                                  Describing the Ford Start as “the kind of concept we can wholeheartedly embrace”, AutoWeek
                                                  journalists gave the nifty package a ready thumbs up. (Source: Ford News)




Muscle-car Meet-up: Camaro5Fest 2010
How popular is the all-new 2010 Chevrolet Camaro? More than 500            have all the fun, the Camaro’s chief engineer, Al Oppenheiser, traveled
of them—including some special models brought along by Chevy’s             to the event, as did team members including Peter Kosak, the car’s ve-
Team Camaro—descended on Valdosta, Ga., recently for Camaro5Fest           hicle line director; John Fitzpatrick, Camaro’s marketing manager; and
2010. Attracting more than 1,000 Camaro-craving enthusiasts, the           Cheryl Pilcher, its product manager. And you can be sure they didn’t fly
celebration was believed to be the largest yet for the fifth generation    to the event; well, you can be sure they didn’t take an airplane anyway.
of Chevy’s hallmark muscle car.
                                                                           Said Fitzpatrick: “It was an incredible opportunity to see the passion
Sponsored by fan site Camaro5.com, the event was a clear indication        and enthusiasm owners have for the new Camaro. This was such an
of how passionate people are about the new car, a trait obviously          exciting event that I wouldn’t be surprised to see more than 1,000 cars
shared by the men and women at GM. Not about to let customers              at next year’s Camaro5Fest.” (Source: Chevrolet in the News)

                                                  Nissan Vietnam Co. Ltd. (NVL) recently an-       represents the company’s continuing priority
                                                  nounced the launch of the Nissan Grand           focus on business expansion into emerging
                                                  Livina MPV, which will lead the Nissan brand     markets,” said Toshiyuki Shiga, chief operat-
                                                  expansion in Vietnam. The first locally assem-   ing officer of Nissan Motor Co., Ltd. (NML),
                                                  bled Nissan vehicle offered in the country,      who attended the launch ceremony today
                                                  the stylish MPV that seats seven will be sold    at Thao Dien Village in Ho Chi Minh City.
                                                  at one newly opened Nissan flagship dealer       “Vietnam is one of the key global automotive
                                                  in Ho Chi Minh City and one in Hanoi.            markets, and we are glad to mark the impor-
Nissan Launches Grand                                                                              tant milestone in the market today.” (Source:

   Livina in Vietnam                              “The opening of two flagship dealers in
                                                  Vietnam with a locally assembled product
                                                                                                   Nissan News)



26     www.maada.com
                                                                                                                                                            27
THE AUDI A9 CONCEPT THAT CAN                                             All-New 2011 Scion
CHANGE COLORS AND REPAIR ITSELF!                                         tC Receives
                                                                         Five Axis Makeover
                                   This is Audi A9 concept from the
                                   reputed Spanish designer Daniel       Scion recently unveiled a Five Axis
                                   Garcia who has Ducati 6098 R          customized edition of the all-new
                                   concept and may other to his          2011 Scion tC. The special Five           The interior complements the
                                   credit. The awesome A9 concept        Axis Scion demonstrates one of the        exterior performance and look with
                                   will be lighter than Audi’s current   many ways in which the all-new tC         unique Five Axis trim and color ap-
flagship model, A8. Inspiration for the styling of A9 comes from         can be customized with internal and       pointments and material specifi-
the stunning architectural style of Santiago Calatrava’s buildings       aftermarket accessories.                  cations by Zing Design. Comfort
in “La Ciudad de las Artes y de las Ciencias in Valencia. Daniel’s                                                 is provided with custom leather-
A9 concept is a low emission hybrid vehicle for the future. A9           The Five Axis tC carries a high–          trimmed seats with Ultrasuede®
concept features a single-piece windscreen and its roof is formed        performance, racing theme with the        EcoDesign™ inserts. Additional
from nanotechnology material (which is yet to be discovered)             installation of a four-inch wide-body     interior enhancements include Chil-
that has a unique automatic-system that repairs damage and can           conversion and a unique House of          ewich floor mats, and upholstery by
also be adjusted for colors and opacity. Also, the vehicle flaunts       Color custom formulated exterior          Little John’s Interior Concepts.
the unique ‘electronic painting’ system that allows the owner            paint that is appropriately named,
to change the color with the touch of a button. The concept is           Bloodshot. Performance was                Founded in 1995 by Troy Sumitomo,
proposed to be powered by an advanced hybrid setup which uses            enhanced with the installation of         Five Axis is most noted for their con-
an internal combustion engine working in conjunction with four           a Tein adjustable coil-over suspen-       cept cars and high-end showcars
in-wheel electric motors. (Source: Audi News)                            sion, a TRD custom Big Brake kit, and     often seen at major international
                                                                         20-inch Yokahama Advan Sport tires        auto shows and trade shows like
                                                                         mounted onto five AD R5:F wheels.         SEMA. (Source: Pressroom Toyota)



Operation “Diaper Drop-off” Completed in Rural Minnesota
Ebro, Minn. – When Chevrolet heard the amazing            ing her newborn, who all require child seats, Safe
tale of Amanda McBride, the mother who gave birth         Kids technicians spent an hour with the family,
while driving her 2005 Cobalt to the hospital, the        showing them the proper way to install new car
company made Amanda an offer any mother would             seats (donated by Graco) in the Cobalt.
love – a year’s supply of free diapers and other baby
supplies.                                                 After all three kids were safely buckled in; Chevro-
                                                          let presented the family with a host of other gifts,
Chevrolet delivered on its promise, arriving in rural     including a year’s supply of diapers.
Minnesota in a Chevrolet Tahoe packed with baby
supplies.                                                 “I never thought a big company like Chevrolet
                                                          would ever pay attention to small town folks like us,”
Joining Chevrolet for operation “Diaper Drop-off”         Joseph Phillips, the baby’s father. “Thank you so
was Safe Kids USA, Chevrolet’s partner in child           much!” (Source: Chevrolet in the News)
safety. Because Amanda has three children, includ-

                                                                                                                                 On The Move 2010
                                                                  Kia Soul’s “Hamster”
                                                          commercial wins the “Automotive
                                                                  TV Ad of the Year” award!
The awesome Kia Soul TV commercial was recently named “Automo-               The creative commercial creator, David&Goliath, depicts the Soul as
tive TV Ad of the Year” at the Nielsen Automotive Advertising Awards.        a lounge on wheels as the hamsters bob their head to four different
                                                                             music tracks coming from the Kia’s audio system with speaker lights
The cute and creative Kia Soul commercial shows a city that is in-           pulsing to the beat of the music.
habited by hamsters in suburban streets who go about doing what
hamsters do best – mindlessly running on their exercise wheels but           As viewers look closely, on the cool hamsters’ iPod are information on
never moving to another spot.                                                the song tracks and artists. This was an intentional placement because
                                                                             each track is downloadable from kiasoul.com website.
They are not getting anywhere. But their world suddenly changes as a
flashing red Kia Soul crossover pulls up to a stoplight. The windows roll    The Nielsen Automotive Advertising Awards chooses the best adver-
down and inside are tree hamsters tapping their paws to cool music.          tisements based on the votes of an online panel of TV viewers who
These cool hamsters running on the 2010 Kia Soul discovered “A New           watch TV programs not as a clinical research but an actual natural TV
Way to Roll.”                                                                viewing experience. (Source: www.kia-world.net)


MOTORISTS KEEN ON ELECTRIC VEHICLES AFTER SMART FOR TWO TEST IN THE UK
A six-month trial involving four smart fortwo       would be happy to use an electric vehicle as      gional Development Agency One North East.
vehicles in the United Kingdom has been             a regular car after sampling the smart fortwo,
deemed a major success, with many individu-         with the model exceeding expectations in all      Robert Evans, CEO at Cenex, said: “The Smart
als keen to use electric models in the future.      performance areas.                                Move trial has done a great deal to change
                                                                                                      perceptions of electric vehicles among the
The iconic two-seater vehicles were test            Furthermore, charging the vehicle was             fleet managers and drivers who took part.
driven by 264 different people after being          deemed to be safe, easy and reliable.
given to ten vehicle fleets and being present                                                         The smart fortwo electric drive can reach a
at three public events.                             The vehicles were handed out by Cenex, the        limited top speed of 62 miles per hour.
                                                    UK’s Centre of Excellence for low carbon and      (Source: Mercedes-Benz News UK)
In total, 72 per cent of drivers said that they     fuel cell technologies, in conjunction with Re-




Lexus Invites Consumers to Co-star in New ‘Dark Ride’
Interactive Film to Launch New CT 200h Hybrid
“Get in, buckle up and start talking.” Lexus        the driver and the CT through a series of ad-
customers will be calling the shots in a high-      ventures, customers will be exposed to ‘The
definition interactive film entitled “Dark Ride.”   Darker Side of Green,’ which is completely
The film features Lexus’ newest hybrid, the CT      different than the way hybrids are usually
200h premium compact car, piloted by actor          portrayed.”
Norman Reedus (Boondock Saints franchise).
Reedus is behind the wheel in this 12:30 ac-         The film is available online at www.lexusdark-
tion film, but he is following the directions of    ride.com along with the trailer for the film,
the person riding shotgun…the consumer.             which will appear in select movie theaters
                                                    across the country. Visitors to the www.lexus-
“With ‘Dark Ride’ we are creating a unique vir-     darkride.com site will get to insert themselves   Consumers will use an array of interactive
tual test drive opportunity so consumers can        into the film, sitting beside “Tony” (Reedus),    features in the film—allowing them to insert
experience this hybrid, that is like no other,      and navigating while he drives the CT 200h        their own likeness (via a Webcam or profile
months before it is available at dealerships in     from the Nevada desert to a Los Angeles           pic), record their own dialogue lines, control
early 2011,” said Dave Nordstrom, Lexus vice        safehouse and protects it from a variety of       the camera movement and POV, and make
president of marketing. “In it, consumers play      enemies who wish to get their hands on the        decisions that alter the path of the film so
a co-starring role as the fun-to-drive Lexus        new prototype.                                    new situations arise each time.
CT 200h is put through its paces. By guiding                                                          (Source: Toyota Pressroom)

28     www.maada.com
UNLOCK YOUR DEALERSHIP’S
SELLING POTENTIAL.
                                                                   29




Demographic Targeting-68 niche cable
networks

Geographic Targeting-46 selling areas

Sports–92% of all sports are on cable
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Innovation-Online and On Demand advertising
solutions

Affordability-No more advertising waste

Accountability-We deliver what we promise

It Works–Learn more by visiting us online at:
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                                                On The Move 2010
                  I
                      n today’s unpredictable economy, everybody’s looking to save
                      money. Cut here, cut there, and cut everywhere. So, how
                      would you like to stop the cuts and instead save money while
                  you’re making it? The Metro Atlanta Automobile Dealers Associa-
                  tion (MAADA) would like to help you make this as simple as making
                  a debit or credit card transaction.


On behalf of its franchised new car and truck     a winner for all MAADA members.                  million merchant locations to securely accept
dealer members, the Metro Atlanta Automo-                                                          electronic payments, processing more than
bile Dealers Association (MAADA) has recently     According to First Data, the implementation      34 billion transactions annually. With more
negotiated an excellent arrangement with          for this service is easy and they will provide   than 27,000 employees worldwide, First Data
First Data as a preferred supplier of payment     training for your staff.                         serves 39 countries, more than 70 nationali-
processing services. This program offers a                                                         ties speaking over 75 languages.
money-saving price structure for all credit and   For those who are unfamiliar with First Data,
debit card transactions. It also allows MAADA     they are well known as an industry leader in     To take advantage of this exceptional offer,
members to accept a full range of credit and      electronic payment solutions. They give a        please contact Randy Nelson, MAADA Vice
debit cards, meaning more payment conve-          competitive edge to associations, offering a     President, at 770-916-1741 or via email at
nience for their customers at a lower cost of     complete portfolio of products and services      rnelson@maada.com.
doing business for the dealership.                to meet the expanding needs of their busi-
                                                  ness clients.                                    For more information on First Data, contact
For easier cost management, First Data pro-                                                        Marcus Clark at 404-8-8-7250 or via email at
vides a single monthly statement, including       First Data is a $7.2 billion revenue company     marcus.clark@firstdata.com.
all Visa®, MasterCard®, Discover®, American       consisting of Commercial Ser-
Express® and debit card transactions. Plus,       vices, Financial Institutional Ser-
with online reporting and toll-free customer      vices and International Services.
support 24/7, this new relationship should be     It enables approximately 5.4




30     www.maada.com
        Insurance Services for
         Dealers, By Dealers.

                                                                             27




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    compensation, property & casualty or employee benefits
    insurance from your own state auto dealers association.
    Work with staff members who know the insurance needs
    of automobile dealerships!
                Contact us for more information.
  Georgia Automobile
  Dealers Association
  Group Self Insurance
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      (866) 646-8516         (770) 432-1658 x240   (770) 432-1658 x240




                                                          On The Move 2010
sCHeDULe oF CLasses:
JULY 6-9                 BODY         PAINTLESS DENT REMOVAL
JULY 8                   SALES        HANDLING INCOMING SALES CALLS
JULY 8                   SALES        PERSONAL BUSINESS DEVELOPMENT
JULY 9                   SALES        HANDLING INCOMING SALES CALLS
JULY 9                   SALES        PERSONAL BUSINESS DEVELOPMENT
JULY 12-16               SALES        PROFESSIONAL SELLING SKILLS
JULY 12-23               SERVICE      PROFESSIONAL LUBE/SAFETY INSPECTION & HEAT & A/C TECHNICIAN
AUGUST 10                SALES        PROFIT BUILDING PRESENTATIONS
AUGUST 11                BODY         PROFESSIONAL DETAILING
AUGUST 12                SALES        NEGOTIATING FOR GROSS
AUGUST 16-20             SALES        PROFESSIONAL SELLING SKILLS
AUGUST 16-27             SERVICE      PROFESSIONAL LUBE/SAFETY INSPECTION & HEAT & A/C TECHNICIAN
SEPTEMBER 9              SALES        LEASING
SEPTEMBER 13-17          SALES        PROFESSIONAL SELLING SKILLS
SEPTEMBER 14-15          SERVICE      SERVICE ADVISOR TRAINING
SEPT. 20 – OCT. 1        SERVICE      PROFESSIONAL LUBE/SAFETY INSPECTION & BRAKES TECHNICIAN
SEPTEMBER 20             SALES        USED VEHICLE MANAGEMENT
SEPTEMBER 21             SALES        SELLING USED VEHICLES



     All Atlanta classes will take place at 440 Interstate North Parkway. Classes are subject to change.
                       For registration or more information, please call 770-916-1741.
Why Blow
                       Our Own                                                     Horn
                                  when our customers
                                  say it best?
 “My managers like it because of the great selection of sales topics, and because the sessions are
 short and to the point. The salespeople now feel more confident having strengthened the
 various areas of the sale process. The bottom line is that we’re seeing improved response in sales.
 The pricing is certainly attractive, and we’re able to fit it into our budget when things are really
 tight.”
       ~ David M. Walters, Sr., President,
           Jones Ford, Inc., North Charleston, S.C.

 “I am very impressed with the high quality and informative Sales and Management
 online workshops that are now available through The Virtual Academy. We’ve needed
 a great service like this for a long time.”
       ~ Keith Campbell, Dealer Principal,
           Honda Carland, Roswell

 “It’s very convenient and timely.  All four of our dealerships make The Virtual
 Academy an important part of our daily sales meetings. It also allows us to use
 it during slow periods.  I appreciate that I can train sales professionals in large or 
 small groups when it works for us. It is ready when we are.  The same goes for our
 service advisors. We all appreciate that you offer training on different experience levels.” 
        ~ Andy Jones, Dealer Principal,
            Gerald Jones Dealer Group, Augusta

 “The Virtual Academy could not have come at a better time. With most Automotive
 Dealerships operating with fewer managers today, for obvious reasons, The Virtual
 Academy helps provide ‘Peace of Mind’ that your team members are receiving good solid
 training. It’s like having a Sales Trainer on staff.”
       ~ Ross Long, General Sales Manager,
          Capital Buick GMC, Atlanta

 “This is a much better way to train than live classes, because the employees can learn
 at their own pace. It also allows us in the car business to stay sharp and keep learning
 with timely, focused, and specialized training for our employees. Keep up the good work.”
        ~ David Bourne, Owner, Clay County Chrysler-Dodge-Jeep,
            Lineville, AL




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