NAMAD 2011 Conference Book by AJM Marketing Group LLC

July 21-23, 2011 Thehotel at Manadalay Bay

Haven’t you been searching for the total package?

The New Nissan Altima

Starting at $19,900.1 The new Nissan Altima offers you redesigned stylishness and

powerful, responsive performance with reliability, spaciousness and a 5 star safety rating for frontal impact.2 It’s everything you want, combined with everything you need, in a very attractive package. And that’s quality you can love. NissanUSA.com 1Altima 3.5 SR w/ Sport package $26,890. Starting at price for Altima 2.5 Sedan. Prices are MSRP excluding tax, title, license and destination charge. Dealer sets actual price. 2 Government star ratings are part of the National Highway Trafﬁc Safety Administration’s (NHTSA) New Car Assessment Program (www.safecar.gov). Model tested with standard side air bags. © 2010 Nissan North America, Inc.

Letter from the Chairman Dear NAMAD Members, Friends and Supporters: Thank you for taking the time, effort and energy away from your businesses and for some of you, your families to attend the 2011 Annual Membership Meeting at THEhotel at Mandalay Bay in Las Vegas, Nevada. As your Chairman, I want each of you to know that this Association has been working hard to continue the fight for parity and inclusion for all ethnic minority dealers through these tough times that the automobile industry is facing. This past year, myself, President Damon Lester and representatives from the NAMAD board have had discussions with the manufacturers regarding many of the concerns raised by our members regarding opportunities that are available through not only open points but through acquisitions as well. As a result of our discussions, I have made the commitment of transparency in our dialogue and so have the manufacturers. This year, Iâ&#x20AC;&#x2122;ve requested each manufacturer to tell us about the challenges they face as it relates to increasing their minority dealer network, as well as reaffirming their commitment to diversity and their minority dealer network. It is my hope that we can gain a better understanding and come up with mutual solutions on how we can not only save as many minority dealers as we can but also come up with win/win solutions on how to increase the minority dealer network. We all must continue to work together to achieve the same goal of parity and fair representation. Enjoy yourself, make sure that you attend our workshops and listen to our dynamic speakers. Sincerely,

Jose Pozos, Incoming Chairman

Letter from the President Dear NAMAD Members, Supporters and Friends: Welcome to the National Association of Minority Automobile Dealers (NAMAD) 2011 Annual Membership Meeting, here at THEhotel at Mandalay Bay in Las Vegas, Nevada. On behalf of the NAMAD Board of Directors it is my wish that you will take advantage of the tremendous networking opportunities that this exciting and engaging Annual Membership Meeting will afford you, as you will have the opportunity to learn best practices on increasing profitability in your dealership(s). This yearâ&#x20AC;&#x2122;s convention is one of the best opportunities for you to network, enjoy your family, and learn. All successful associations owe much of their success to their members. NAMAD is particularly privileged to have some of the most generous and engaged members in the industry. As we enjoy and grow through another Annual Membership Meeting, I am especially appreciative of the support that NAMAD members have shown us. Furthermore, I truly appreciate the support that our sponsors and vendors have shown us this year.

Sincerely,

Damon Lester, President

2011 NAMAD CONFERENCE

Agenda Thursday, July 21, 2011

Location

Time

Registration

Jasmine Registration(Level 3 Convention Center)

11:00am - 6:00pm

FIAT North America -Franchise Information Session Facilitator: Justin Byrd, Head of Operations, FIAT North America

South Seas- E

2:00pm – 3:15pm

General Session- “Industry Overview- Manufacturer Franchise Presentation”

South Seas- F (Level 3 Convention Center)

Chairman’s Reception Sponsor: Nissan North America Attire: Business Casual

Mix Lounge- THEhotel7:00pm – 9:00pm 64th Floor (Wristbands must be worn)

Friday, July 22, 2011

Location

Time

Registration

Jasmine Registration (Level 3 Convention Center)

7:30am – 5:00pm

Breakfast Sponsor: eDealership

South Seas- D Foyer

7:30am – 8:00am

Workshop-“Helping Your Dealership Navigate Federal and State Franchise Laws and Regulatory Mandates” Facilitator: Randy Henrick Sponsor: DealerTrack

South Seas- D (Level 3 Convention Center)

8:00am – 9:15am

Workshop- “Maximizing CSI through Competitive Service Maintenance Agreements” Facilitator: Dennis Gregg Sponsor: NCM Associates, Inc.

South Seas- D (Level 3 Convention Center)

9:30am – 10:45am

Workshop- “How to Use a Financial Composite- the key to Increasing Profitability”

11:00am – 12noon

Facilitator: Sheila York Sponsor: Performance Incorporated, a ADP Company

South Seas- D (Level 3 Convention Center)

Speaker Luncheon Guest Speaker: Edward James Olmos Sponsor: American Honda

South Seas- F (Level 3 Convention Center)

12:15pm – 2:00pm

Workshop- “The NEW BASICS of Selling New Rules for Selling to Today’s Buyer” Facilitator: Joe Verde Sponsor: Joe Verde Sales & Management Training, Inc.

South Seas- D (Level 3 Convention Center)

2:00pm – 3:30pm

Workshop- “Real World Skills to Drive Real Results” Facilitator: Bob Kostkan Sponsor: National Automobile Dealers Association (NADA)

South Seas- D (Level 3 Convention Center)

3:45pm – 4:45pm

Awards Reception Sponsor: Toyota Motor Sales Attire: Business Casual

South Seas- F (Level 3 Convention Center)

6:00pm – 8:00pm

Saturday, July 23, 2011

Location

Time

Dealer One on One Meetings Sponsor: Toyota Motor Sales

TBA

(Level 3 Convention Center) 3:30pm – 6:30pm

8:00am – 3:00pm

2011 NAMAD CONFERENCE

Conference Workshops

How you will benefit: Whether you are looking to improve profitability on current sales or “take it to the next level”, these seminars are designed to provide you with both information and best practices to improve your operations in your dealership. Friday, July 22, 2011

Location

“FIAT North America Information Session”

South Seas- E 2:00pm – 3:15pm (Level 3 Convention Center)

Time

Facilitator: Justin Byrd, Head of Operations, FIAT North America Objectives: This session will provide you with information on the vision of the FIAT brand, its philosophy regarding its dealer body, and opportunities available with FIAT. “Helping Your Dealership Navigate Federal and State Franchise Laws and Regulatory Mandates”

South Seas- D 8:00am – 9:15am (Level 3 Convention Center)

Facilitator: Randy Henrick, DealerTrack Objectives: DealerTrack Compliance Counsel Randy Henrick will discuss the steps your dealership should follow to maintain compliance in 2011. Topics will include: • Initial steps when beginning a customer transaction • What to do with cash and credit deals • Steps to follow if you can’t get the customer financed • Spot delivery Do’s and Don’ts • Creating a culture of Compliance The seminar will conclude with an “Ask the Expert” segment, which gives Randy the opportunity to field compliance questions submitted by attendees. “Maximizing CSI through Competitive Service Maintenance Agreements”

South Seas- D 9:30am – 10:45am (Level 3 Convention Center)

Facilitator: Dennis Gregg, NCM & Associates Objectives: Service Maintenance Agreements are proven to improve CSI and increase customer retention. Learn how, by using a new SMA pricing model, you can expand your base of loyal service customers and drive untapped revenue into your dealership. “How to Use a Financial Composite- the key to Increasing Profitability”

South Seas- D 11:00am – 12 noon (Level 3 Convention Center)

Facilitator: Sheila York, Performance Inc. Objectives: The Performance Group ® financial composite is a tool thousands of dealers use to identify opportunities in: Volume, Gross Profit, Expense Control, and Asset Management. The composite is structured from a broad overall view of departmental sales, gross, expenses and operating results along with personnel productivity then drilling down to individual departmental profit centers. Critical to discussion is understanding if the dealers are sales effective with their factory objectives. From that information, many other discussions will ensue. The Moderator knows every line in each month’s composite and will use that information to prod dealers with questions such as: Volume: Are your CSI scores reflective of your results? Are you selling an appropriate amount of used vehicles for your location? Are you retaining customers in your fixed operations? Gross Profit: What tools do you use to make sure you are competitive in your market? Are you stocking appropriate vehicles to what you are selling? Are the vehicles reconditioned and front line ready? Are the people I have generating the proper amount of gross profit? Expense: Are pay plans generating proper results? Are my Sales Managers managing inventory levels? How are advertising levels affecting sales levels? Are my personnel expenses eating away at profitability? Asset Management: How should I review my Assets? Is my working capital working? What areas need better management? Is the Return on Inventory sufficient? 8

2011 NAMAD CONFERENCE

Conference Workshops

Location

Time

“The NEW BASICS of Selling New Rules for Selling to Today’s Buyer”

South Seas- D (Level 3 Convention Center)

2:00p – 3:30pm

Facilitator: Joe Verde, Joe Verde Sales and Management Training, Inc. Objectives: Old School” is out the door. Today’s customers have changed how they buy, and that means we have to change how we sell. They have evolved over the last several years into more intelligent consumers, armed with more information, demanding a new level of professionalism and skills from our salespeople and management staff. “Old School” skills and methods don’t work today- you already know that. The problem is, the term “Old School” now refers to how dealerships were selling and managing just 3 and 4 years ago, not 10 or 20 years ago. Attend Joe’s workshop and learn about the NEW BASICS of selling that you, your management team and your salespeople have to follow to turn today’s shoppers into more deliveries today, and loyal repeat customers tomorrow. Workshop Outline 1. How have our customers changed in the last 3 years? What has become more important to them than ever before? One hint: It isn’t price 2. Because our customers have changed their priorities when they buy- we have to change how we sell. Why these changes are not optional in today’s new market. 3. What are the NEW Basics of selling and why do we need them? 4. Your NEW 8-STEPS to more sales and higher gross profit with today’s new buyer “Real World Skills to Drive Real Results”

South Seas- D (Level 3 Convention Center)

3:45pm – 4:45pm

Facilitator: Bob Kostkan, NADA Objectives: This workshop will showcase the resources within NADA University, many of which are complimentary, that dealers can utilize to make money, save money, and stay out of trouble on compliance requirements. Employees need the skills and confidence to perform well. Managers need the ability to easily inspect what they expect. NADA University’s learning management system, curriculum, best practices, and performance reports deliver on both counts. Learn how the four automotive centers of excellence in NADA U provide a comprehensive “real world” education experience that is proven to drive real results in the dealership.

2011 NAMAD CONFERENCE

General Session Keynote Speaker Edward James Olmos Actor, Producer, Director, and Hollywood Activist Known as the “Olivier of the Latino world,” Edward James Olmos is an individual flowing with talent and creativity. The multitalented actor, producer, director, and community activist was born and raised in East Los Angeles, and spent many years in theatrical roles until his mesmerizing performance in the musical play Zoot Suit, which led to a Tony Award nomination. He later recreated the role for film, and went on to star in such films as Wolfen and Blade Runner. He then scored a personal success with his role as a Mexican cowboy in The Ballad of Gregorio Cortez, directed by Robert M. Young, who also directed Olmos in Saving Grace, Triumph of the Spirit, Talent for the Game, and Caught. Olmos also starred Commander Adama on the critically acclaimed series Battlestar Galactica. In April 1999, Olmos launched a nationwide multimedia project called Americanos: Latino Life in the United States, a celebration of Latino culture through photography, film, music, and the printed word. The project was co-sponsored by Time Warner Inc., and designed to inspire Latino pride, and to build bridges among Latinos and others. Americanos included a five-year traveling photography exhibition organized by the Smithsonian Institution; a music CD featuring Latino artists; a documentary that aired on HBO; and a book co-edited by Olmos of essays, photos, and commentary by today’s most notable figures in the Hispanic community. In 1997, Olmos starred as Abraham Quintanilla in the muchanticipated Warner Bros. feature film release of Selena. He also starred in the acclaimed film,12 Angry Men, for Showtime television, directed by William Friedkin.

Sony Pictures Classic thriller, Caught.

In 1996, he starred in the ABC miniseries, Dead Man’s Walk, which was the prequel to Lonesome Dove. He also completed the movie The Limbic Region, and starred in the critically acclaimed

Olmos was honored with a Golden Globe Award and an Emmy nomination for his work in HBO’s The Burning Season, the story of the Brazilian political activist Chico Mendes. As a producer, he currently has a development deal with ABC. Olmos completed four feature films in 1995: My Family/Mi Familia, directed by Gregory Nava; Mirage; Slave of Dreams, a Showtime Production; and Roosters, an American Playhouse Production. In 1994, Olmos played Jose Menendez in the CBS mini-series, Menendez: A Murder in Beverly Hills. He was also the executive producer of the award-winning NBC documentary, Lives In Hazard, which premiered that year. In 1992, he marked his directorial debut and starred in the powerful feature film, American Me, for his production company, Olmos Productions. In 1988, he received an Oscar nomination for his portrayal of Jaime Escalante, the eccentric but dedicated math teacher, in Stand and Deliver, which he also produced. Olmos also won an Emmy Award and a Golden Globe Award for his portrayal of Lt. Castillo on the popular television series Miami Vice. While busy producing, directing and acting, Olmos also makes time to participate in many humanitarian efforts. He is a US Goodwill Ambassador for UNICEF, and a national spokesperson for organizations such as the Juvenile Diabetes Foundation. He has worked with David Rockefeller of the Rockefeller Foundation, and serves on the boards of many groups and organizations. He is also the executive director of the Lives In Hazard Educational Project, a national gang prevention program funded by the US Dept. of Justice. He speaks at an average of 150 institutions each year. He also played an instrumental role in the cleanup efforts after the LA riots, the 1993 Los Angeles earthquake, and Hurricane Andrew in Florida. 11

Sometimes the pursuit of greatness starts with the ones who come before us. So to our legendary history we’ve added a bit of opulence. Ingenuity meets craftsmanship to create new American style. Introducing luxury for all terrain, the 2011 Jeep Grand Cherokee. ®

Greatness isn’t just built, it’s earned.

jeep.com/grandcherokee

Jeep is a registered trademark of Chrysler Group LLC.

s. n o i amp

Ch d n ma

s mance r o f r e pp e ionshi p D m a h U ands c ” m e d y livers. a e d d o t U an ing ADA hairm C N , . e d m “Winn a ea .W ntire t hen W e p r e t u S o ~ from y

As the economy rebounds, let NADA U rev up your dealership. Make more money. Avoid legal headaches.

Why NADA U?

real-world, road-tested solutions

practical applications and proven best-practices

interactive online, expert-led, and customized courses

Add it up and NADA U’s game-changing advantage is clear. Sign in, and start your championship season today.

NADA U. We Build Champions. www.NADAuniversity.com • 800.557.6232

Higher profits. What a concept.

For more than 60 years, NCM has helped dealerships improve profitability through our industry-leading 20 Groups. Today we’re expanding our vision of performance excellence with these innovative solutions. H Reach your peak with our newest concept in peer collaboration: the NCM Pinnacle Program.

H Shift into overdrive when you turn your managers into profit enthusiasts with NCM® Institute Education.

H Gauge your performance H Accelerate your operating against the best with dynamic efficiencies with NCM Retail Operations Consulting services. NCM Benchmarking® tools.

A S S O C I A T E S

877.803.3631 14

20 Groups H Education H Consulting H Benchmarking ® H ncm20.com

Passion is a powerful fuel for the soul.

2012 Veloster

It takes great passion and commitment to achieve success. At Hyundai, we are proud of our continued strategic partnership with NAMAD. Through their dedicated commitment and efforts to promote equal opportunity and access, our company has been successful in maintaining a high percentage of minority owned dealerships in our dealer network.

HyundaiUSA.com/Diversity

IF EXPONENTIAL GROWTH AND IMPRESSIVE CARS ARE YOUR THING, WE SHOULD TALK. KIA U.S. MARKET SHARE1

KIA IS STILL EXPANDING IN MARKETS ALL ACROSS THE COUNTRY

3.5%

3.0%

Because of our commitment to design, quality and performance, Kia Motors

2.5%

has grown exponentially for over 17 years. And 2010 was no exception. We’ve 2.0%

sold 3 million vehicles since we entered the US market—including over 356,000 sold last year. We also launched three all-new vehicles—the Sorento, Sportage

1.5%

and Optima—and our new state-of-the-art manufacturing plant in West Point, Georgia†, produced its 100,000th vehicle. Plus, Kia received 2010 and 2011 IIHS

1.0%

Top Safety Picks for all five of our most recently produced vehicles: Sorento, Optima, Sportage, Soul and Forte Sedan. Today, Kia is attracting a wider

0.5%

audience than ever by offering vehicles loaded with impressive features, the latest technology and our 10-year/100,000-mile warranty program*. So come

0.0% 94

and talk to us about applying to be a Kia dealer, and let’s grow together.

2011 SORENTO

2011 OPTIMA

A departure from the expected.

Not your average midsize sedan.

2011 SPORTAGE

2011 SOUL

Designed for the next level.

A new way to roll.

2011 FORTE KOUP ®

One hot ride.

kia.com

COME SEE US AT THE NAMAD ANNUAL MEMBERSHIP MEETING JULY 21ST – 23RD, 2011 AT THEhotel AT MANDALAY BAY IN LAS VEGAS, NV

†Assembled in the United States from U.S. and globally sourced parts. *For limited powertrain warranty details, see retailer or go to kia.com. 1Based on R.L. Polk Kia registrations compared to light-vehicle industry through October 2010.

Retain customers for life by transforming the way your vehicles areâ&#x20AC;Ś

Marketed

Serviced

Sold

ADP is proud to support the National Association of Minority Automobile Dealers. Congratulations NAMAD for serving the minority dealer community for 31 years!

ADP, Inc. Dealer Services Group / 1950 Hassell Road / Hoffman Estates, IL 60169-6308 / adpdealerservices.com / 888.424.6342 ÂŠ 2011 ADP, Inc. -Dealer Services Group /ADP is a registered trademark of ADP, Inc.

WHY SHOULD YOU CARRY PENNZOIL ULTRA™? FOR THE SAME REASON ROGER PENSKE PUTS IT IN HIS INDYCARS.

Learn more at Pennzoil.com

NOTHING KEEPS YOUR ENGINE CLOSER TO FACTORY CLEAN.* Some customers wonder if oil change places have oil that’s good enough for their engines. You most definitely do. Tell them you have an Current Standard** Pennzoil Ultra™ oil that’s so good, it’s used in Team Penske’s IZOD IndyCar Series cars†. The exact same Pennzoil Ultra™ motor oil Roger’s team uses. Not just oil, Pennzoil. ®

*Based on Sequence VG sludge test using SAE 5W-30.**Pistons from standard V6 engine in ASTM Sequence IIIG test. †Penske IZOD IndyCar® Series cars use Pennzoil Ultra™ Euro 5W-40. Penske Racing, Inc. 2011. All trademarks used with permission of their respective owners. ©2011 SOPUS Products. All rights reserved.

2011 SPONSORS Annual Sponsor Nissan North America, Inc. Gold Sponsors Toyota Motor Sales, U.S.A., Inc. Volkswagen of America, Inc. Silver Sponsors Chrysler Hyundai Motor America Kia Motors America, Inc Shell Oil Subaru of America, Inc. Bronze Sponsors ADP American Financial Automotive Services, Inc American Honda Motor Company BMW of North America LLC Enterprise Holdings Ford Motor Company General Motors Mazda North American Operations Mercedes-Benz USA LLC Mitsubishi Motors North America Affiliate Sponsors Autobytel Dealer Track eDealership JPMorgan Chase Bank, N.A. Harley Davidson HigherGear Joe Verde NADA NCM & Associates Performance Inc. RL POLK Rockyâ&#x20AC;&#x2122;s Custom Clothes 21

With Terrain Management™* the all-new EXPLORER can get you through snow, mud and sand. Surviving a road trip with your CRAZY FAMILY? That’s still on you.

—

Kevin Hart

Introducing the all-new

2011 EXPLORER Scan this QR code with your mobile phone QR reader. Or text CRAZY to 55678 to get

Why did we include Terrain Management™ on the all-new EXPLORER? Because we know the last thing you want is to be stuck in the snow, mud or sand with those crazy people you call “loved ones.” You’re welcome.

exclusive wallpapers and video. Experience the EXPLORER & Kevin at fordurban.com.

Intelligence about the marketplace. Insight into ethnic markets. Impact on your bottom line.

Gain powerful insight into multicultural markets: • Measure the new and used actual vehicle volumes • Analyze loyalty, conquest and defection by ethnicity • Communicate to the African American, Asian and Hispanic markets with targeted marketing lists

Call Polk at 1.800.Go.4.Polk, ext. 8394 and begin accessing industry-leading ethnic metrics and insight.

Proud supporter of NAMAD and all minority dealers.

HD-DealerAd Revise-Frev:Layout 1

5/16/08

7:32 AM

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Opportunity doesn’t always knock. Sometimes it blows the doors off. Harley-Davidson Dealership Opportunities ®

Few experiences rival the rush of roaring down the open road. It, in fact, is a staple for those who crave adventure and feed off the journey it provides. And now, with the opportunity to own a Harley-Davidson dealership, there isn’t a more nourishing investment you can make to satisfy your entrepreneurial spirit. “ Harley-Davidson had been in business for a long time–close to 100 years–by the time

Our dealerships are independently owned and operated. Applicants

I got into the business. I felt that there was

must meet our minimum financial requirements, which include having

a tremendous demand for the product…

a $2 million net worth, $1 million in liquid assets, and the ability to

the risk factor was pretty minimal.”

adequately capitalize the dealership with a debt-to-equity ratio of 2:1.

Asa Murray - Dealership Owner Harley-Davidson Ocean County Lakewood, New Jersey

To receive an informational package about this challenging and rewarding opportunity visit our website at harley-davidson.com for complete details. Written inquiries can be mailed to:

Harley-Davidson Motor Company - Attn: Dealer Development P.O. Box 653, Milwaukee, WI 53201

“The car business was good to me, but this is truly profitable to me. When I look at that, I have to consider the experience not only monetarily, because it’s more than dollars and cents...it is also for my family as well. ” Maurice Slaughter - Dealership Owner Outer Banks Harley-Davidson - Elizabeth City, North Carolina Bayside Harley-Davidson - Portsmouth, Virginia

is your dealership puMpiNG proFiTs doWN The draiN?

The Gasoline Approval System, GAS™, brings dealer gasoline accounting into the 21st century by automating management controls. It has a proven track record of finding and fixing expensive leaks in dealership processes. Now you can take control of your supply with detailed Gas Purchase Orders. They enable you to produce comprehensive gas tickets with all necessary data to easily monitor your process.

“...expense control continues to be a primary focal point of discussions involving dealership operations. One such initiative presented to us recently was an expense control product through eDealership.”

– Thomas J. Loveless KIA MOTORS AMERICA Vice President – Sales

“It is a simple to use expense control solution that is easy to implement, and something that will generate a surprisingly positive return for your investment.”

–

David L Zuchowski HYUNDAI MOTOR AMERICA Executive Vice President National Sales

You can easily verify GAS™ Tickets with Gas Station Receipts. Detailed purchase orders and office control copies organize records of each transaction and eliminate end of month receipt reconciliation confusion. Manage your gasoline expenses and track the details of every transaction in real time. With searchable options you can quickly generate a variety of reports. You can also detail information by category for each purchase,

“We have been using edealership’s Gasoline Approval System (GAS) for over two years. We saw an immediate noticeable decrease in our monthly gasoline expenditures… The fact that our employees knew there was a monitoring system in place definitely was a factor in decreased usage. The secondary benefit is the amount of hours our accounting department has saved using the GAS tool. As you can see, I am a big fan of eDealership.”

–

Tom Croxton General Manager Circle Audi, Circle Porsche Long Beach, CA

including stock number, department, employee, customer, reason, vehicle, amount, and authorized manager. It’s time to protect your bottom line by eliminating fraud, theft, error, and waste. Close the loop on open-ended expenses and save an average of twenty percent or more on your gasoline expenditures. And for a limited time, ask us about NAMAD 31st Anniversary Special Pricing on GAS™, the product created by dealers for dealers.

4800 Hampden Lane Suite 200 Bethesda, MD 20814 866.434.1540 www.eDealership.com 27

We Celebrate Every Star

congratulations to

National Association of Minority Automobile Dealers on its 2011 Annual Membership Meeting

28 ÂŠ2011 Mercedes-Benz USA, LLC

the next level is here

are you

ready?

track more bring back more close more with

The Higher Gear Group’s showroom, customer relationship & lead management system

No Contracts— FREE TRAINING FOR 12 MONTHS FOR NAMAD DEALERS! Call us about our special NAMAD pricing.

Our system drives a superior level of control and accountability right to the very core of your dealership’s sales, prospecting and trade-cycle management process. And the best news: your employees will almost immediately see how it can help them become even more successful—what are you waiting for? Call for a FREE consultation and demonstration

The Higher Gear Group Schaumburg, IL 60195 tel 847.843.6800 sales@highergear.com www.highergear.com Showroom Customer Relationship Lead Management System

29 11xxx_HGG_Dealer Eye ad.indd 1

6/9/11 5:50 PM

A Rockford Fosgate® 710-watt sound system so you can lose yourself. A 40-gig navigation system so you can find your way back.

THE ALL-NEW OUTLANDER SPORT Get an Outlander Sport starting at $18,495* MSRP. Learn more at OutlanderSport.com *Manufacturer’s Suggested Retail Price. As shown MSRP, with Rockford Fosgate® sound system and navigation system, is $26,795. Excludes destination/handling, tax, title, license etc. Retailer price, terms and vehicle availability may vary. See your Mitsubishi retailer for details.

2011 NAMAD CONFERENCE

Jessie Jones Visionary Award Award Recipient- Yvonne Hovell

Yvonne Hovell is the owner and President of Dodge Chrysler Jeep of Tulsa, Oklahoma. Yvonne has been the owner and operator of the dealership since 2001. From 1998-2000, Yvonne was the owner and President of Bay City Chrysler Plymouth in Green Bay, WI Yvonne graduated from Howard University with a Bachelor of Science degree in Pharmacy. Yvonne also received her Masters Degree in Public Health from University of Illinois. Yvonne is a graduate of the National Automobile Dealers Association (NADA) dealer academy. Yvonne’s professional accolades include Foundation Tulsa Public School, Board of Directors Secretary, Tulsa Habitat for Humanity, Council of Advocates, Chrysler Minority Dealers Association, Board of Directors. She is a member of Alpha Kappa Alpha, Tulsa Alumni Chapter. Yvonne has two sons and two grandchildren.

Distinguished Service Award Award Recipient- Larry T. Brown

Larry T. Brown, president and owner of Ottawa Auto Spa, in Ottawa, Il. Larry is the former President and owner of Ottawa Ford-Lincoln-Mercury and Kia of Ottawa, in Ottawa, Il. Larry is the past at-large member of the National Automobile Dealers Association’s board of directors. A new-car dealer and a member of NADA since 1985, Brown currently serves on the association’s Convention Committee as the Kia chairman on the Industry Relations Committee. Previously, Brown served as region III vice chairman and on the ATAE/ NADA Member Outreach and Government Relations committees, as well as a trustee on the National Automobile Dealers Charitable Foundation Board. He is also a member of the Automatic Data Processing (ADP) Advisory Board and the National Association of Minority Automobile Dealers (NAMAD) board. Brown has held positions on the Ford-Lincoln-Mercury Minority Dealers Association in many capacities, including president (twice), chairman, vice president of the Ford Division, vice president of the Customer Service Division and treasurer. He is also a past president and chairman of NAMAD. Active in his community, Brown is past member of Park Row Homeowners Board and the Niles Leaning Tower YMCA board. A former U.S. Air Force sergeant, Brown has received numerous awards and honors, including Operation Push Crystal Spirit Award, NAMAD’s Jesse Jones Vision Award, Dollars and Sense Magazine’s America’s Best and Brightest Award, and America’s Outstanding Dealer Award. In 1994, he was inducted into Western High School’s Hall of Fame, Detroit, Mi. A graduate of Wayne State University, Detroit, Mi., Brown earned a master of arts degree in management and supervision from Central Michigan University, Mt. Pleasant, Mi., and is a graduate of the Ford Motor Co. Dealer Training Program.

2011 NAMAD CONFERENCE

Woman of the Year Ms. Pamela E. Rodgers In February of 1993, Ms. Rodgers took over a Chevrolet franchise that was struggling in Flat Rock, MI. She managed to become marginally profitable and was able to turn the reputation and the customer satisfaction of the dealership around. In 1996, General Motors merged the Flat Rock store and the Chevrolet store in Woodhaven, MI and the dealership was named Rodgers Chevrolet. Since that time, Rodgers Chevrolet has grown from 40 units per month to 210 units with a strong focus on customer service. In 1996 her dealership generated revenues of $37 million. By the year 2001, sales were over $74 million and sales continue to average in excess of $75 million. Since 1996, Ms Rodgers has grown her staff from 36 to 85 employees. A good attitude, attention to the client’s needs, and a strong work ethic are the keys to Ms. Rodgers success. “The client is the reason we come to work everyday’” she says. “In order for your client to be happy, you have to have satisfied employees. You can have the ability but if you don’t have the willingness, you are not going to build a winning team. You can teach ability; there’s no substitute for attitude.” Automotive History After receiving her M.B.A. in 1983 from Duke University in Durham, North Carolina, Ms. Rodgers returned to her hometown of Detroit, where she joined Ford Motor Company as a financial analyst in its car product development division. She had been there approximately two years when she learned that domestic automotive manufacturers had committed to developing comprehensive diversity initiatives. The initial focus of the initiatives would be an effort to increase the diversity of their suppliers and dealers. Recognizing that she would need hands-on automotive retail experience, Rodgers left Ford and launched her career in automotive sales. She landed a position with a local Buick dealer. After six months, she was let go due to a lack of sales. Networking, Ms. Rodgers secured an introduction to a General Motors dealer, Charles Harrell, who at the time owned a General Motors dealership in Flat Rock, a Detroit suburb. “I shared my goals and my ambitions with him, and he took me under his wing,” says Ms. Rodgers. Under his tutelage, I rotated through each of the five departments of the dealership, and gained invaluable experience in all aspects of dealership operations. Armed with this experience, Rodgers applied to Ford and General Motor’s minority dealer development programs several times. Recognizing her potential, Ford admitted her to its program in 1988. Ms. Rodgers was one of only a handful of women being provided with such a training opportunity. Although there weren’t many role models around her, Ms. Rodgers was undaunted and pressed onward. After completing the two year-long training program, she and a partner, who had been a general manager at her training Ford dealership, brought into their first operation. Shortly after opening their doors, her partner, who was 56, died suddenly from a massive heart attack. The loss was a blow. The economy, which was spiraling into a recession, added to the dealership’s survival challenges. The dealership floundered, and 18 months later, Ford decided to close the dealership’s doors. At the same time, Ms. Rodgers’ sponsoring mentor, Mr. Harrell, was buying a second dealership in Detroit. He decided to sell his Flat Rock dealership. “Although the decision was General Motor’s to make, I had little problem convincing GM that I was the best person for the job. And because she was a “ready now” candidate, having been through Ford’s training program, GM gave Rodgers the nod. In early 1993 she took over the dealership. Rodgers managed to increase sales at the Flat Rock facility to $18 million and in 1995 GM named it number one in “service satisfaction” for the Detroit area. Yet as GM pushed to reduce the number of dealerships, GM closed the Flat Rock facility and moved Rodgers to the larger Woodhaven dealership. Ms. Rodgers bought and has been operating the Woodhaven dealership since 1996. Industry Involvement Ms. Rodgers has a long history of substantial local and national active community involvement. Personally, she invested heavily in each and every community she has joined. Ms. Rodgers steadfastly believes that it is impossible to maximize your personal and professional potential without a strong, reciprocal partnership with your community. Ms. Rodgers is unique in that she brings a wide and diverse array of long-standing relationships to the Rodgers Chevrolet enterprise. The methodology behind building these relationships will allow Ms. Rodgers to easily integrate into almost any community, providing an effective springboard for community involvement.

Community Involvement Ms. Rodgers believes that it is important to invest in your community and be a responsible corporate citizen. She has invested heavily in creating strong partnerships that help the community to know more about Rodgers Chevrolet. In turn, she is able to hear the many perspectives and concerns of her client base. Ms. Rodgers is active in a number of civic and professional organizations, including the Community Foundation of Southeast Michigan, New Detroit, Inc., and the General Motors Dealer Advisory Panel. Ms. Rodgers was past Treasurer of the National Association of Minority Automobile Dealers and past Secretary of the General Motors Minority Dealer Association. Below is a summary of Ms. Rodgers professional and community service activities. SUMMARY OF PAMELA E. RODGERS’ PROFESSIONAL AND COMMUNITY INVOLVEMENT ACTIVITIES INDUSTRY INVOLVEMENT

BUSINESS INVOLVEMENT

PERSONAL INVOLVEMENT

COMMUNITY INVOLVEMENT

General Motors Dealer Advisory Panel

New Detroit, Inc. Board of Trustees

University of Michigan, Alumni Leadership Council

Board Member:

Past Board Member:

Past Board Member

Member, Links, Inc.

General Motors Fixed Operations Advisory Board

Board of Directors, Intermet Corporation

Member, Hope United Methodist Church

Community Foundation of Southeastern Michigan

General Motors Women Dealer Advisory Board

Director, Bloomfield Hills Private Bank

Past Chairperson, Ed Davis Scholarship Fund

Treasurer, NAMAD Political Action Committee

Detroit Riverfront Conservancy

Cranbrook School of the Arts Past Board Member: Alternative for Girls

Advisory Board of Detroit Automotive Office, Rainbow/PUSH Coalition Treasurer, National Association of Minority Automobile Dealers (NAMAD) Secretary, General Motors Minority Dealers Association

Ms. Rodgers earned a Masters Degree (MBA) from the Fuqua School of Business at Duke University in 1983. She attended the University of Michigan (Ann Arbor, MI) as an undergraduate receiving a Bachelor of Arts in Economics in 1980. Awards and Recognitions The hard work exhibited by Ms. Rodgers, both in professional and community service endeavors has not gone unnoticed. Ms. Rodgers has received numerous recognitions and awards. Below is a summary of her achievements. SUMMARY OF PAMELA E. RODGERS’ AWARDS AND RECOGNITIONS •

Crain Magazine – Top Influential List 2005, 2006, 2007

•

General Motors Jack Smith Leadership Award 2003 and 2004

•

General Motors Mark of Excellence Award 2001-2004

•

Michigan Business and Professional Association Women’s Business Award 2004

•

DTE Energy: 2002 Entrepreneurial Sprit of the Year Award

•

Time Magazine: Quality Dealer Award – Feb. 2001

•

Black Women in Sisterhood for Action (BISA): Distinguished Black Woman Award – April 2000

•

Congressional Black Caucus: Black Woman’s Agenda – Economic Empowerment Award – Sept. 2000

•

Alternatives for Girls: Role Model of the Year Award – April 2000

•

Co-Ette Club, Inc.: John Fitzgerald Kennedy Award – Dec. 1999

•

Essence Magazine: 10 Top Black Female Entrepreneurs – Oct. 1999

•

University of Michigan Black Alumnae: Leonard Sain Award – Oct. 1999

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Automotive Women Association: Best Business Practices – Sept. 1999

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Black Enterprise Magazine: 100 Black Automotive Dealerships – June 1999-2005

•

African American on Wheels: Woman of the Year –– Jan. 1999

•

GM: Commercial Sponsorship 1997/98

•

Museum of Automotive History 33

2011 NAMAD CONFERENCE

Diversity Advocacy Award Mark Alan Rainey Mark Alan Rainey, Senior Manager Dealer Network Strategy at Nissan North America, has led ethnic minority dealer initiatives for Nissan and Infiniti divisions since July 2008. At Nissan, he serves as President of the Multicultural Business Synergy Team, devoted to promoting diversity awareness through event sponsorship, community outreach, and employee development. Mr. Rainey is also a member of Nissan Americas Cross-Functional Diversity Work Group. In 2010, Mr. Rainey used his experiences to lead Nissan and Infiniti to 11 ethnic minority dealer appointments, the highest single year total on record. In addition, he earned Nissanâ&#x20AC;&#x2122;s Chairmanâ&#x20AC;&#x2122;s Award for his work as part of the Americas-wide Dealer Network Re-engineering Team, developing best practices for evaluating and improving the dealer network. Mr. Rainey has been in the automotive industry for more than 20 years, starting with his first summer job as an automotive detailer at a Nissan dealership in suburban Philadelphia. He joined Nissan North America in June 1994 and has progressed through various corporate positions including Market Representation, Sales Operations, Dealer Operations, Consumer Affairs, Remarketing and Assurance Products. Mr. Rainey left Nissan in February 2004 to accept a General Manager position at a Nissan dealership in suburban Philadelphia. After 15 months, Nissan offered Mr. Rainey a position to rejoin the corporate team in Southern California. As a dealership General Manager, he gained a greater appreciation of the challenges all dealers face to develop and grow their businesses, and carried those experiences back to the corporate environment to help make a difference. Prior to joining Nissan, Mr. Rainey worked at Chrysler Corporation in the Philadelphia and Washington, DC offices in areas of District Sales Management, Business Management and Distribution. In his career, Mr. Rainey has worked directly with hundreds of dealers in markets across the U.S. Mr. Rainey has a competitive drive initially demonstrated in athletics where he excelled as a Virginia State high school track and field champion, Penn Relays Champion, and Track & Field All-American. His efforts earned a four-year athletic scholarship to prestigious Villanova University where he excelled both academically and athletically. Mr. Rainey completed his double major in English and Communications, while winning multiple sprint and long jump championships, including IC4A Conference Champion, two-time Big East Conference MVP honors and being named a Finalist for Big East Athlete of the Decade. Born in Newport News, VA, Mr. Rainey now resides in Brentwood, TN with his wife Monica, and two sons Matthew and Mitchell. He keeps active coaching YMCA Youth basketball, running marathons, and supporting non-profits including the Urban League of Middle TN and Youth About Business.

2011 NAMAD CONFERENCE

Lifetime Achievement Award Rene Isip If only Rene Isip knew how far he would come since he started in the auto industry in 1984. Rene began his automotive career as a business manager with Bill McDavid Pontiac, Honda, GMC, Inc. With some encouraging mentors, he knew that with hard work and making customers happy he could aspire to be an owner of his own dealership. So with that goal in mind, he began his climb. Rene would learn many facets of the auto industry by holding various positions with different organizations, but his end goal was to own his own dealership. That goal was acquired in April 2004 when he opened the doors to Rene Isip Toyota of Lewisville. He would later be able to accomplish that goal once more with the opening of Honda Cars of Katy in November 2007. As Rene continues to reach new heights in the auto industry, he has made it his ambition to mentor others within his organization so that they can one day they become future leaders. He wants to be able to watch others prosper and conquer their dreams as he did. Therefore, Rene strives daily to provide them with support from state of the art technology, facilities, training, etc. to get them closer to the top. Since opening the doors to his Toyota and Honda stores, the growth in business has allowed Rene the opportunity to leave his footprint in the community in many different ways (i.e. Toyota of Lewisville Railroad Park, local scholarships, the arts, and various local nonprofit organizations). He understands the importance of the support of the local community and enjoys seeing the impact of giving back. While being an owner of two dealerships, Rene is also the COO of the John Eagle Corporation, where he is a partner with John R. Eagle. Rene knows that he has been able to accomplish his goals because of the support shown by his family. Rene has been married to his wife, Deborah for 24 years and has a son, Ryan that is 25 years old. Rene hopes to one day pass on the business to his son so that he can continue to offer his customers great customer service.

Today's Foundation for Tomorrow's Future.

GM and its Minority Dealer Advisory Council are dedicated to helping grow and strengthen the minority dealer network...not only for today but for tomorrowâ&#x20AC;&#x2122;s minority entrepreneurs! 37

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NO COST AUTO GLASS REPAIR is… A Win, Win, Win, Win, for EVERYONE!

NO COST AUTO GLASS REPAIR provides a completely turn‐key system that allows your dealership to perform and profit from windshield repair. This program ALONE can increase your service department’s revenue from 25 to 100 percent, at NO COST to up to 90% of Your Customers. NCAGR Saves Your Customers Money, It Saves the Insurance Companies Money, It helps protect the Environment and Most Importantly it INCREASES Your Bottom Line!

How can NCAGR Increase My Profits, at No Cost to My Customers?

NCAGR is a company that provides Auto Dealers and Service Centers with everything they need to increase their profits, without increasing their expenses.

Who is NCAGR?

Do Y You G Get P Paid to: R REPAIR Y Your C Customer’s W WINDSHIELDS? If not? Then… Stop Throwing Money Out The Window!

Environmental Benefits & Facts

You get it ALL, at No Cost To YOU!

Revenue Increase from 25 to 100 percent. Up‐Sell Product that over 85% of your customers will never have to pay for! Simple Process – 15 Second Pitch, a minute of Data Entry and 2‐7 min. repair. 3‐year follow‐up system encouraging your customers to revisit your Service Department every 90 Days for a Check Up. Increase Referrals and Possible Servicing of your customer’s other vehicles! We do all of the Collecting, Billing and Verification with the insurance companies! You Get Paid on the 10th of every month, for Every Deal approved invoice.. NCAGR handles all training, supplies and support.

1) It takes about 250,000 BTU’s to manufacture a 30‐ pound windshield. To put that into perspective, the average U.S. home consumes that amount of energy per day! 2) Windshields are typically not recycled and they end up in our landfills for well over 4000 years before they desenagrate.

5) 6) 7) 8)

1) 2) 3) 4)

Service Department Benefits

Insurance Company Benefits

FREE Service for over 85% or your Customers! Improves the Safety of their vehicle! Avoids damage caused by replacement! Only $60 for Non‐Coverage Customers! Saves Your Non‐Coverage Customers hundreds and even thousands of dollars on costly Deductibles or Replacement Expenses!

1) Reduces Costly Windshield Replacement Claims. 2) Cuts down on Windshield Replacement Fraud. 3) Reduces secondary claims for damage caused by replacement. 4) Restores the structural integrity of the Glass making the vehicle safer. In turn reducing the damage caused to the customer or the vehicle during an accident.

1) 2) 3) 4) 5)

Customer Benefits

1) Over 80% of all Vehicles that pull through your Service Drive NEED Windshield Repair. 2) Over 85% of the customers that pull into a Dealership Service Drive have Comprehensive/Full Coverage Insurance. 3) Four States have Laws prohibiting a deductible from being charged for windshield repair: (KY, SC, MA, FL) and over 90% of all Insurance companies nationwide will cover the cost to repair a customer’s windshield, with no deductible and no increase to the customer’s premium. 4) Windshield Repair vs. Replacement can save Insurance Companies Millions of Dollars. Reducing the 22 Million Replaced Every Year! 5) Windshield Replacement Fraud is being cracked down on by insurance companies nationwide and Repair is being promoted. 6) Windshield Repair is better for the environment and Esurance is even planting a tree for every windshield repaired, instead of replaced. 7) Windshield Repair restores the structural integrity of the glass and is Safer than replacement for your customers. 8) If you’re not performing your own windshield repairs, your Service Department is Losing Money!!!

The Facts:

NO COST AUTO GLASS REPAIR BENEFITS!

Learn more at suppliers.enterpriseholdings.com 42 Enterprise Holdings, Inc. is a socially responsible corporation. For more information please visit enterpriseholdings.com. ÂŠ2010 Enterprise Holdings, Inc. A07081 05/10 MM

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National Association of Minority Automobile Dealers 8201 Corporate Drive, Suite #550 Lanham, MD 20785 Tel. (301) 306-1614 â&#x20AC;˘ Fax (301) 306-1493 www.namad.org