2010 Jan-Feb

MAGAZINE LEADERS IN THE SALE OF QUALITY

February 11-14, 2010

Updated NADA 2010 Information Pages 2-3

Also In This Issue

PARTS

Jan-Feb 2010

A Message from MMG President Brent Hoge Page 5 Cadet Madison Smith Civil Air Patrol Page 11

Scheduled NADA 2010 Attendees So Begins 2010‌ Excuse me, are you too profitable?

Phone Script Tough Times Reveal Character Election of Officers at NADA 2010 Points to Ponder MMG Supporting Vendors GEICO drops use of Aftermarket Safety Parts Four Families Presented Free Vehicles UPS Tracy Industries ADP Rousseau Reynolds & Reynolds OEConnection Snap-On Business Solutions Are Your MMG Dues up-to-date?

Recipe of the Month Minnesota Fines GEICO Insurance Guild Motto MMG Guild Committees

Page Page Page Page Page Page Page Pages Page Page Page Page Pages Page Page Pages Pages Page Page Page Page Page

4 6 7 8 9 9 10 12-13 14 15 16 17 18-19 20 21 22-23 24-25 26 26 27 28 28

Mopar Masters Guild Magazine

Jan-Feb 2010

NADA 2010 www.nada.org

February 11‐14 February 11-14, 2010

Mopar Masters Guild NADA 2010 Itinerary Tentative as of 2/1/2010

Thursday, February 11th Travel and arrive in Orlando 6:00 PM

Executive Committee Meeting & Dinner - Fisheye Grill

Friday, February 12th 7:00am - 9:00am

Mopar Masters Guild Business/Committee Reports Opening address by Guild President Brent Hoge Treasurers Report from Steve Hofer Secretary’s reading of the minutes from Mike Mulkins Mopar Masters Guild Business & Discussion

9:00am - 10:00am 10:00am - 11:00am 11:00am - 12:00pm

Vendor Presentation - Reynolds & Reynolds Vendor Presentation - Dealer Tire Vendor Presentation - Tracy Industries

12:00pm - 1:00pm

Lunch - TBA

1:00pm - 2:00pm 2:00pm - 3:00pm 3:00pm - 4:00pm 4:00pm - 5:00pm

Vendor Presentation - ADP Vendor Presentation - UPS Vendor Presentation - OEConnection Vendor Presentation - Snap-On Business Solutions

5:00 pm

Adjourn

7:00pm - ????

MMG Cocktail Reception Hawaiian luau and casino night!

Don’t forget to pack your Hawaiian shirt!

Page 2

Mopar Masters Guild Magazine

Jan-Feb 2010

Page 3

Saturday, February 13th 8:00am - 11:00am

MMG Discussion Topics & Guild Business

11:00 - 1:00pm

Vendor Fair Rousseau/Storage Consultants Corporate Billing Full Circle Solutions DealerMine

12:00 - 1:00pm

Lunch

1:00pm - 3:00pm 3:30pm 5:00pm

Mopar Executives & Portfolio Managers Guild Business/Wrap Up Adjourn

Evening

Open Night: Explore Orlando

Sunday, February 14th

NADA Convention being held at The Orange County Convention Center and is open from 9:00am to 5:00pm Information on Convention Transportation will be provided when you arrive There will be no Super Performance Group Meeting If you wish to stay on Sunday night you must make your own accommodations!

Our Hotel for NADA 2010 in Orlando is Embassy Suites Orlando International Drive South/Convention

This premier event of the year is for Mopar Masters to share and exchange valuable information in helping to grow their businesses and most of all their bottom line profits!

Mopar Masters Guild Magazine

Jan-Feb 2010

Page 4

NADA 2010 ‐ February 11‐14 Scheduled Attendees PARTS MANAGER

DEALERSHIP

EMAIL

BRENT HOGE

LARRY H MILLER CJD

bhoge@lhm.com

RICH SCHOTT

MOORE CJ

rich@mooreauto.com

GUILLERMO NAVA

BUERGE CJ

gnave@nuerge.com

PHIL KRUEGER

BUERGE CJ

pk@buerge.com

OLE OLSON

ELK RIVER CHRYSLER

oolson@elkriverforddodgejeep.com

TOM WATSON

twatson@pdodge.com

STEVE CORRELL

CHRISTOPHERS DODGE WORLD

stevecorre@aol.com

MIKE GERBER

RAIRDON'S CJD OF KIRKLAND

mgerber@rairdon.com

MARVIN WINDHAM

BENCHMARK CJD

mwindham@withyoudowntheroad.com

ALAN YANCEY

HAYES CDJ

ayancey@hayeschrysler.com

STEVE HOFER

PARK CJ

shofer@parkjeep.com

DON CUSHING

BALD HILL DCJ (GUILD PUBLISHER)

dcpub@cox.net

RICK CUTAIA

RICK HENDRICK DODGE

rick.cutaia@hendrickauto.com

DAN HUTTON

TOM O'BRIEN CJD GREENWOOD

dhutton@obrienauto.com

CASEY BROWN

ALLEN SAMUELS KATY DODGE

caseybrown@asag.net

GERRY OAKES

BAXTER CJD

goakes@performanceauto.com

PAUL ALLRED

STATELINE CJD

pallred@millsautogroup.com

RICK MONTEIRO

JACK POWELL CD

rmonteiro@jackpowell.com

MARK SKINNER

POWER CHRYSLER JEEP DODGE

skinnerm@autonation.com

JAMES BRINKLEY

JIM HAYES INC

james12661@mygalaxyexpress.com

JEFF BROWN

NAPLETON'S NORTH PALM AUTO PARK jbrown@napleton.com

DOUG PRICE

SECURITY DODGE

secdodge@aol.com

ANDY REED

ALLEN SAMUELS DODGE

areed@asag.net

JUDY HALL

??

?????

MANUEL REYES

CARL BURGER DODGE

manuel@carlburger.com

BRENT CHRISTENSEN

KEN GARFF WEST VALLEY CJD

brentc@kangarff.com

MIKE MULKINS

GO CHRYSLER JEEP WEST

mulkinsm@autonation.com

ROBBIE JACKSON

SALSBURY'S DODGE CITY

robbie.jackson@salsburydodge.com

Mopar Masters Guild Magazine

Jan-Feb 2010

Page 5

A Message from the desk of Brent Hoge Mopar Masters Guild President I would like to say that I am looking forward to seeing each and every one of you in Orlando at NADA. As you may or may not know the meetings that take place are very informative to all of us as managers. The contacts that you make will be lifelong and extremely beneficial to you and your business. Our fantastic supporting vendors give in depth and informative presentations. The upper management of Mopar will meet with us and be able to give us insight as to what to expect over the coming months. The information and ideas that are shared in these meetings are extremely valuable.

The new “Dealer Rewards� will be a hot topic of conversation and will need everyone’s input to ensure the success of this program.

This is an exciting time to be in our industry and it keeps us all on our toes being ready for anything.

Over that past year our country has faced some of the most challenging economic changes. I am sure that we were all asked to look at our operations and make sizable adjustments to survive. I am confident that the worst has passed and I am looking forward to better times. I am optimistic that the business climate in 2010 will be stronger.

We have three new supporting vendors that are on board for 2010. They are UPS, Rousseau, and Dealer Mine. I thank them for their support of the Guild and am excited to tap into their expertise as they become more involved with our Guild.

As my term of presidency winds down I would like to thank the many people that have made my tenure much easier.

Please remember that in Orlando you will be electing new Officers and volunteering for Committees for the Guild. This is the time to step up and be a part of a great group of people and help the Guild move forward and achieve the goals set forth by the members. It is your Guild, be a part of it and reap the benefits!

Thank you,

Brent

Mopar Masters Guild Magazine

Jan-Feb 2010

Page 6

So begins 2010….

Submitted by Mike Mulkins Mopar Masters Guild Secretary

As another year begins, as well as a brand new decade, it is easy for one to take a look introspectively back at what was, and forward to endless possibilities.

2009 a look back…

Every one of us in this business was likely directly affected by the change in the dealership landscape, or knows someone who was directly affected. These lessons and experiences can and should serve us all well. It is important to remember and separate from the mindless trap of belief that we are entitled to hold our current positions.

For those who were spared the letters that nearly 800 not so fortunate dealerships received last May, much is to be grateful. The cumulative losses of so many dealership jobs and associated hardships of our respected and capable peers shall serve to humble us, and collectively strengthen our resolve.

Nearly two years has passed since I was elected in San Francisco as an officer of the Mopar Master Guild. As I look forward, it is impossible not to once again look back. Much of what was overcome in a turbulent 2009, and many of the successes that were accomplished was deeply rooted with my personal experience the MMG provides. With much to learn from all those who share, every encounter, every meeting presented the greatest of learning experiences. For all those who have given so much of their time to my own personal development, I am sincerely thankful! And if you have been informed, or merely entertained by any of my contributions I am humbled!

Looking Ahead…Is your everyday focus, your vision, your resources, your people rooted in activity or achievement? Much as there is a fine line between Saturday night and Sunday morning, the line exists. How memorable is your parts operation? What is your dealership’s perception within your own market? Are you competing solely on price marketing? More importantly, are you memorable for the right reasons? If not, the time is now to develop and discover a true game changer! Every market is competitive, some more then others, and many challenges will ultimately prove too costly or difficult for your competitors. The timing is right to ask the questions, who are we, how do our products, and or services positively place our dealership before the competitors.

In reviewing your operational strategies, carefully review each of the following:

 Employee Development- Are you investing your time, and experiences to create a team of game    

changers.

Logistics-Many current advancements have been launched recently that will provide your dealership with a first class delivery system with unprecedented visibility.

Brand Placement-Is your operation supporting and fully leveraging the Mopar brand and built in equities.

Uniqueness-Are you offering unique services that neither a dealer nor aftermarket can, or will service?

Mobile Programming, Internal Technical Support, a robust online ordering system?

Community outreach programs. Perhaps no greater opportunity in 2010 for many dealerships to align and support local charities. Creating and or participating in select fund raisers, donating parts, and or simply donating your time will serve to better position your dealerships perception. More importantly the fulfillment of helping others in need provides lasting impressions.

With any new year, comes a new beginning, an opportunity for improvement. The time is now to invest in last years lessons and to apply new and creative solutions to today’s issues. I am thankful that we are here to grow together, to learn from each other, to support one another! Here’s to a 2010 to remember….for all the right reasons!

Mike Mulkins - Mulkinsm@Autonation.com

Mopar Masters Guild Magazine

Jan-Feb 2010

Page 7

Excuse me, are you too profitable?

By Tiffany Edgar, Imperial Marketing representing Mopar Accessories

MOPAR Accessories…

When this topic is brought up in dealerships there are usually two opposing views I experience. One view is that selling MOPAR accessories will increase sales and build customer retention making each department in the dealership more profitable in the long run. The second view is that accessories are always “thrown in” and a waste of everyone’s time and a headache to boot. Every day that a dealer is not in the accessory business is another day that they are leaving money on the table. In 2008 consumers spent $31 billion on performance and cosmetic accessories for their vehicles at the dealership, down from $38 billion in 2007, according to SEMA (2009 figures still to be determined). A large part of the downturn is lack of presenting the product to the consumer. A few years back when times were a little different and dealers had a separate Accessory Manager and generally some form of sales process the customer might get presented accessories.

In today’s market dealers are constantly stating that they cannot justify an accessory department. In times where everyone’s job description is continually changing, why not open up the opportunity to the sales team? Why not provide an accessory menu with installed pricing to the sales department? Give them a run at increasing accessory sales. In turn providing more hours in service for install and allowing sales the opportunity at a little extra pay, all the while bringing more profit to the parts department. There are many ways to find a way to compensate those who sell the accessory and still have Parts and Service make their share.

How and when do you offer accessories in today’s market?

The best time to offer Mopar accessories is after the deal is agreed upon and preferably the deal jacket is already in the Finance department. This will signify that the accessories are not negotiable. There is a downtime the customer experiences before entering finance that if accessories are presented correctly they will bring a value-added service. The best process I have found is a menu based selling system that includes installed pricing. Nowhere else can a customer finance their accessories into their monthly payment and have Chrysler Certified Technicians install the accessories of their choice. People still have wants and needs when it comes to their vehicle purchase and individualizing their ride. Why not capture their business at your dealership?

How to stay competitive with Mopar accessories…

Remember that a little profit on a lot of units will be more profitable to the bottom line than a lot of profit on a few units. Consistency in pricing and presentation of Mopar accessories is the key to being successful.

Every customer should be presented the opportunity to accessorize their vehicle. By default the accessory sales will increase. The accessories should always be sold at MSRP to the consumer, as they can check online to see the MSRP of the parts. The install rate should be a reduced flat hourly rate and times should not be doubled. By doubling the install time the dealership will no longer be competitive to others in your local market.

The key point to understand from each department is accessories are not a get rich quick scheme but more of big picture profitability. The interdepartmental communication can help or hinder the success of accessory sales. A well-defined, consistent, well compensated accessory process can make all the difference!!!

Are you prepared to become more profitable?

Mopar Masters Guild Magazine

Jan-Feb 2010

Page 8

PHONE SCRIPT Submitted by Marvin Windham—Benchmark CJD

It is very important that we make all our customers feel special when they call in to Benchmark CJD. The customers we talk to every day are used to our style and it probably won’t matter to them if we answer one way or another, however, those customers calling in for the first time, or when it is the first time “you’ve” talked to a particular customer, it does make a difference as to how you sound and the impression you make. Since we don’t know who is on the other end when we answer, I require that the following elements be adhered to 100% of the time. I realize you’re going to have to change some habits, but this is an important thing we can do that will have a positive impact on our business and on our image to the customer.

Elements of answering the phone:

 Try to relax and smile as you answer. Don’t get into such a hurry that you sound like they are intruding on your day.  Always give your name and department when answering, i.e., “Parts Department, this is Marvin- ”  Always ask for and wait for permission before putting a caller on hold. “Can you hold please? (They answer) then thank you!”  Listen carefully to the caller. They can tell if you’re not really listening.  Use their name if possible, if they don’t volunteer, ask for it!! It is important you know. Also get call back information.  Treat the first time retail call with all the same courteousness you would treat your best customer.  Ask for the business. If you’ve looked up a part for a customer, after giving the price ask if we should get it ready for them to pick up. Close the deal!!  Also, if it is a retail customer ask if they would like to speak to the service department about installation.  As with all our business, make sure you do what you promise, when you promise and for the promised price!  Avoid words or phrases that come off as rude:  That’s not our policy  That’s not my job  That’s a different department  Could you call back, I’m real busy now

I realize this is all common sense stuff, but it is sometimes the little things that matter. If a mystery shopper shops us again, I would expect that we score points for hitting every important element!!

Plan for phone follow –up:

 Go to this link – sign up for weekly newsletter and click on the link to archived tips of the week. Learn     

your trade!! http://www.businessbyphone.com/telemarketing-tips.htm Buy books, tapes and other training aids on how to be effective on the phone.

Write out a script and practice it until you can go through it naturally.

Be flexible in your script and allow for variations depending on how the conversations go.

Always listen carefully to what the customer has to say and take cues from what they say.

The first objective of a cold-call is to get to know the potential caller and let them get to know you. You should not try to close a deal on the first call.

Marvin Windham - mwindham@withyoudowntheroad.com

Mopar Masters Guild Magazine

Jan-Feb 2010

Page 9

Tough Times Reveal Character There is no doubt that times are tough right now. Any news report or even a glance at your checkbook will tell you that. But it is times like these that reveal the character of an individual and of a company. Many companies right now are looking at ways to cut costs, and one of the quickest things to go in many places will be excellent customer service. Individually, when times are tough, we tend to quit giving to charity or tithing at church. In both cases, when times are tough, we need to be more aware of our customers and their needs as well as those less fortunate than ourselves. Kindness that we show to our customers when money is tight and times are tough will be long remembered, and will foster a loyalty to us and to you that we can’t buy at any price.

NADA REMINDER! Mopar Masters Guild to hold Election of Officers at NADA 2010 Every two years there is an Election of Officers for the guild. Any Mopar Masters Guild member can run for office. If you wish to nominate any member for office please make sure that the person which you are nominating is willing to run and accept that position if elected. After the election, there is a transition period in which the newly elected President is brought up to speed on current affairs. Typically the outgoing President will announce the transition of power.

It is always nice to see different members run for office. The Mopar Masters Guild is based on “the sharing of information and the power of knowledge”. So, MAKE A DIFFERENCE and get involved in YOUR Mopar Masters Guild!

Mopar Masters Guild Past Presidents          

1992-1994 Chuck Hartle’ Founder and 1st President 1994-1996 Ernie Wennerstrom 1996-1998 Gerry Oakes 1998-2000 Paul Allred 2000-2002 Rick Monteiro 2002-2004 Alan Yancey 2004-2006 Marvin Windham 2006-2008 Gerry Oakes 2008-2010 Mike Gerber/Brent Hoge 2010-2012 ???????????

Mopar Masters Guild Magazine

Jan-Feb 2010

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Points to Ponder Submitted by Ernie Wennerstrom - Bald Hill DCJ

When asked if I could submit an article for this issue of the MMG Magazine I said to myself, “oh no, what did I do? I’m afraid I would offer a generic “vanilla flavored” article. But then I thought of our local newspaper and what types of columns interested me. You will now get a taste of what our local columnist Mark Patinkin of the Providence Journal offers in his columns. I hope this offering of daily life situations make you think and bring a smile to your day!”

If the State of Rhode Island’s politicians ran a car company they would have beat Chrysler to the bankruptcy court.

Breaking News – Republican Scott Brown wins Senate seat held by Democrats for nearly 50 years in Massachusetts, the bluest of states. Talk about change. Oh, wait a minute…Pietro Gorlier, new President and CEO of Mopar Parts & Service…yes there IS change in the air!

Footnote on employees…they never forget when you promise them time off, a free lunch or any special amenity. But they always seem to forget to set their clock for 8AM on a Monday morning!

Quiz of the week: (The early days of the Mopar Masters Guild) What great sage, when posed with a lot of frustration from his compatriots about the difficulties and complexities of doing business with Chrysler, said, “He who figures it out first, WINS!”?

(Answer near the bottom of this column)

Isn’t it funny how you go through 18‐22 years teaching your child how to grow up and do the right thing, remain focused and pay attention to detail hoping that they follow your example throughout the rest of their lives. So why is it with new hires (and we all have them) we are on a constant continuing journey of education no matter how many times we try?

Do you ever notice when you look at your employees and measure performance how many times those who make the least, give the most? And those that make the most give the least and are soured if even asked to come close to standards.

Has anyone ever looked up the definition of the word “business”? Based on the fact that I’ve had customers threaten me when asked to pay their account that they “just may have to take our business elsewhere!” the definition is business is the ex‐ change of money for services and product rendered. Until that contract is fulfilled (paying an invoice) and money has been PAID “business” has not been conducted! Let’s all remember that when dealing with some of your “customers”.

At our recently held manager’s meeting, it was pointed out to all of us that we spent in excess of 100K to power our deal‐ ership in 2009. There is a god. While babysitting my granddaughter that same evening, her mommy, my daughter, presented me with something from her new job. An automated on/off motion sensor switch for lighting. I guess they’re trying to tell me some‐ thing from above on how to save money and make me look good in front of ownership!

Revisiting the back order situation from 12 months ago… In reflecting back one must say that yes, things have gotten better but it’s like watching your newborn learn to talk, you get all excited when you get one or two more words a day then you were before. (Aren’t we grateful for little improvements?)

New Term & Conditions in Dealer Rewards…Let’s hope the promise of a bright, bright future will come out better than President Obama’s pledges vs. realities. (Words from a true conservative!)

If you like modern day western fantasy movies and you’re a cult movie fan, sit back, grab your popcorn and a cold one and check out one of these 3 titles, Devil’s Rejects, House of a Thousand Corpses and Hell Ride for you “shoot ‘em up Sergio Leone, Quentin Tarantino” fans.

Does your parts delivery fleet have a mind of its own? Why does it seem that the trucks always break down at their farthest point in a route? Or, when they need to be serviced your service department suddenly is jammed with business and can’t fit you in?

Quiz answer: Cy Yates – Great words of wisdom!

Old School Role Call: What do these people have in common…Corky Mayo, Cy Yates, Ray Cordoza, John Gilbert, Mike Doyle, Chuck Hartle’, Mike Trinkle and myself? They were on the “maiden voyage” in San Francisco in 1993 for the FIRST Mopar Masters Guild meeting. (If you were there and we left your name off this list, please email ernie02825@yahoo.com and we will make sure we recognize that fact in out next MMG Magazine. Or call this author Ernie Wennerstrom @ 401‐265‐6044…

I’d be happy to hear from you pilgrim!

Mopar Masters Guild Magazine

Jan-Feb 2010

Page 11

Cadet Madison Smith, Civil Air Patrol Birmingham, Alabama Wreaths Across America Ceremony 2009 The day of December 12th, 2009 is one that I will never forget. My Civil Air Patrol squadron had been given the privilege to lay holiday wreaths on fallen soldiers graves at Alabama National Veterans Cemetery in Montevallo. That morning as I was getting ready to leave, so many things were going through my mind; things like the following: I really hope I don’t mess up, but mostly how the ceremony needs to go quickly and smoothly because it is freezing outside. Yes, it was cold, but if I could go back I wouldn’t change anything about that day.

While arriving at he cemetery I already knew it was going to be an emotional ceremony. What I didn’t expect is that when we got down to where the actual grave sites were, even though I didn’t know any of the fallen soldiers, or their families, I felt a loss. The feeling was like I had lost someone close to me. I had to put that feeling aside for the moment, now was the time to honor our brave men and women who fought day and night with excruciating hardships to defend our country.

As we progressed through the ceremony, I began to realize that I was not the only person feeling that same “loss”. I also realized that, like many around me, I was crying, and from the dried tears I felt on my face, I had been for quite some time. As my crying began to decrease the remaining tears were freezing as they rolled down my cheek. The time had come for us to start laying the wreaths on the graves. When Elise Mikell called out the command of “Left Face”, I seemed to have been frozen in my spot. I didn’t complete the command until three seconds after everyone else turned to face the wreaths.

When everyone was facing the way they were suppose to, we retrieved our wreaths, and then marched down to a line of graves; once we placed the wreaths, we were to salute the grave, and then wait to return to our original spot by where we retrieved the wreaths. We all made multiple trips back and forth with a wreath, or even two, each time going through the laying procedure of placing and saluting.

When the ceremony concluded, I was still awestruck about what had just occurred. It was the most amazing feeling in the world to have experienced and been a part of the ceremony. I have never been so proud of something in my life. In closing, all I have left to say is this: thank a soldier; this is the land of the free because of the brave.

“But in a larger sense we cannot dedicate, we cannot consecrate, we cannot hallow this ground. The brave men, living and dead, who struggled here, have consecrated it far above our poor power to add or detract.”

-Abraham LincolnMadison Smith is the 14 year old daughter of our Service Manager, Cliff Smith here at Benchmark Chrysler Jeep Dodge. I thought this was a very touching tribute to our armed forces from a 14 year old teenager!!

Marvin Windham Publisher’s Note: Marvin, I couldn’t agree more!

Mopar Masters Guild Magazine

Jan-Feb 2010

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Our Supporting Vendors Support those who support you

Mopar Masters Guild Magazine

Jan-Feb 2010

Our Supporting Vendors Support those who support you

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Mopar Masters Guild Magazine

Jan-Feb 2010

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GEICO Drops Use of Aftermarket Safety Parts Effective immediately GEICO policy is OEM-only for bumper reinforcements and related safety parts.

When it comes to safety items such as bumper reinforcements, brackets and energy absorbers that can play an important role in the crash management characteristics of vehicles, GEICO insurance has taken the proactive step of no longer specifying aftermarket replacement parts for these components when repairing their customers' vehicles.

GEICO informed its staff of the companywide policy change this week citing the recent industry dialog surrounding the quality of aftermarket bumper reinforcements.

The company communication states: "As of today, and until further notice, companywide procedure will be to specify only new OEM or recycled OEM bumper reinforcements, absorbers and brackets. It is important that this message be clearly communicated to everyone on your staff."

As an added measure, to avoid even inadvertent use of these parts on GEICO estimates, the company has modified its claims management software to raise an electronic flag informing the adjuster of the new policy.

According to the GEICO notice, if an adjuster inappropriately selects an aftermarket replacement for a safety related part, the adjuster will see a prompt that states "Company Policy is OEM or Recycled."

The company communication offered the following explanation, "While we are not aware of any issues relative to reinforcements, absorbers or brackets that appear in the CCC database, we are suspending our current policy on aftermarket bumper reinforcements, absorbers and brackets effective immediately until we can gather additional information."

GEICO also noted that, "Our company continues to support the use of aftermarket parts as competitive, safe part choices in collision damage estimating and repair."

Mounting Industry Concern The consumer safety implications of using untested aftermarket parts has taken center stage in industry dialog recently after shocking live demonstrations before industry leaders attending recent meetings of the Collision Industry Conference (CIC) focused a spotlight on the issue.

Leaders saw the stark differences between the collision performance of untested aftermarket parts and their OEM equivalents during live demonstrations given in November 2009 and January 2010 by recognized industry repair expert Toby Chess.

Chess gave presentations including video and live demonstrations that clearly illustrated the inferior construction techniques and materials in some aftermarket crash parts that could seriously compromise the crash management characteristics of a vehicle repaired with these parts.

The Auto Body Parts Association (ABPA), who represents more than 150 manufacturers, distributors and suppliers of aftermarket crash parts, was quick to respond. Earlier this week, the ABPA took the unprecedented step of recommending to its members that they discontinue the production and sale of aftermarket safety related parts unless they have sufficient test evidence indicating that the parts will perform equal to the original OEM part in a subsequent vehicle collision. Specifically, the ABPA suggested a review of five categories of parts including bumper reinforcements, bumper brackets, energy absorbers, radiator supports and steel bumpers.

Source: www.collisionweek.com

Mopar Masters Guild Magazine

Jan-Feb 2010

Page 15

Four Local Families Presented Free Vehicles Through Recycled Rides Submitted by Vincent Burks, Senior Vice President, Amica Mutual Insurance Co.

Amica Mutual Insurance Co. is proud to have worked with the Connecticut Collision Repair Specialists to provide four rehabilitated vehicles to deserving working families Monday, Nov. 23 through the Recycled Ride program.

The vehicles were presented to four families from the Hartford and New Haven areas during a ceremony at the State House. They were among more than 70 families who were to be presented with rehabilitated vehicles during similar presentations nationwide.

"We're happy to help with such a worthwhile project," said Scott Wendel, a manager in Amica's claims division who initiated the company's involvement in the program. "The families were thrilled to receive the cars and we hope we were able to make their holiday season a little brighter."

The Recycled Ride program was launched by the National Auto Body Council about three years ago as a way to repair and donate vehicles to needy families nationwide. Lisa Siembab, executive director of the Connecticut Collision Repair Specialists, said her group "put forth the challenge" of rehabilitating a single vehicle as part of the national program. However its members were able to solicit enough donations to rehabilitate the four vehicles donated Nov. 23.

Amica Mutual Insurance Co., Enterprise Rent-a-Car, Esurance and Progressive Insurance each donated a vehicle that had been in an accident or was in need of repair, Siembab said. About 15 other vendors donated the parts, paint and manpower needed to restore the vehicles to good working condition. Hands on Hartford and New Haven Home Recovery selected deserving families to receive the cars.

Siembab said her organization was happy to be able to help give these families something that many of us take for granted - a vehicle to get to work, drive their children to school and deal with everyday life.

"Our goal is to help people in our local community," she said.

Sean Welch, a senior assistant vice president with Amica, said it's gratifying to know that we were able to recycle the vehicle for such a worthwhile purpose. "We hope this vehicle makes their lives a little easier," he said.

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Freeing the Frozen Capital on your Parts Department Shelves Sell at a loss to make more money?

How selling at a loss can make you more money Industry experts estimate there is over $2 billion of idle parts inventory sitting on shelves in dealerships across the county. ADP’s CA$H Discovery Program can help.

If you’re like most other dealers, you have inventory on your parts shelves that isn’t turning and hasn’t in months—idle inventory. Not only does this affect your working capital, but your service department as well. Technicians can only be productive when they have the right parts for the repair and a parts department bogged down with slow moving parts doesn’t have the capital to stock the fast turners technicians need.

Add to this the changes in manufacturer return programs, the taxes, insurance and inventory cost of holding idle parts, and the value of lost sales from not having more quick-turning parts, and we’re talking real money.

So you know you have an idle parts inventory problem, but what do you do about it?

Selling parts at a loss can actually make you more money than it costs. Here’s how:  A dealer sells $25,000 of idle parts at 50 cents on the dollar  He gets a check for $12,500 and writes off the remaining $12,500 of inventory value  He reinvests the $12,500 in fast-moving parts to generate profit, making 30% average parts department gross, or $5,358  With five inventory turns a year, that’s $26,790  So after taking a $12,500 loss on the sale of the idle inventory, the dealer nets $14,290 in gross profit at the end of one year

Let the CA$H Discovery Program Powered by ADP help you sell your idle parts inventory. CA$H Discovery Program is an online marketplace bringing together buyers and sellers. Sell your idle inventory and buy the parts you need at a discount. There’s no long-term contract to sign, no monthly fee, and no charge unless we sell your parts.

Mopar Masters Guild Magazine

Jan-Feb 2010

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Jan-Feb 2010

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Are your MMG Membership dues up to date?

With NADA 2010 Orlando rapidly approaching, the MMG would like to make sure that your membership dues are paid and that your information is up to date.

At each NADA event we issue a very nice Mopar Masters Guild wearable to attending members. This year if your dues are paid up to date you will receive one of these terrific wearables even if you are not attending! If your dues are paid, no problem...we will ship your wearable to the address that you provided us or you will receive it at NADA 2010.

For those of you attending NADA 2010, you will be receiving an invoice via email so that you can bring the invoice and your check to NADA. Everyone else will receive an invoice shortly so that you can submit your check for $100 to the Mopar Masters Guild. (If you are past due from last year that amount will also appear on your invoice)

Recipe of the Month Submitted by Marvin Windham Benchmark CJD

Pepper-Bacon Burgers You get a double dose of peppers in your sandwich. Jalapenos are mixed in with ground beef and cooked mild chili peppers top the burger.

Ingredients: 1 large beaten egg 1/4 cup fine dry bread crumbs 6 slices crisp-cooked bacon, crumbled 4 - 6 fresh Serrano or 2 to 3 jalapeno peppers, seeded and finely chopped (3 tablespoons)* 2 tablespoon milk 1 pound lean ground beef 1 fresh Anaheim or mild green chili pepper, seeded and cut into rings 1 small onion, thinly sliced and separated into rings 2 tablespoon margarine or butter 4 lettuce leaves 4 Kaiser rolls or hamburger buns, split and toasted

Directions: 1. In a large mixing bowl stir together egg, bread crumbs, bacon, Serrano or jalapeno peppers, and milk. Add ground beef and mix well. Shape meat into four 3/4-inch-thick patties.

2. Grill patties, on an uncovered grill, directly over medium coals for 15 to 18 minutes or until an instant-read thermometer inserted in side of patty registers 160 degrees F, turning once.

3. Meanwhile, in a small saucepan or skillet cook the Anaheim or mild green chili pepper and onion in margarine or butter about 10 minutes or until onion is tender. Serve burgers on lettuce-lined buns. Top burgers with pepper-onion mixture. Makes 4 servings. * Note: Because hot chili peppers contain volatile oils that can burn your eyes, lips, and skin, avoid direct contact with them as much as possible. When working with chili peppers and cover your hands with plastic bags (or wear plastic or rubber gloves). Be sure to wash your hands well with soap and water before touching your eyes or face.

Mopar Masters Guild Magazine

Jan-Feb 2010

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Minnesota Fines GEICO Over Collision Repair Claims Payments The Alliance of Automotive Service Providers, Minnesota (AASP-MN) announced that the Minnesota Commissioner of Commerce, Glenn Wilson, has issued a Consent Order to GEICO Insurance Company alleging that the company violated Minnesota law when it paid an alleged "prevailing rate" to Minnesota body shops that was less than the total charged by the body shops resulting in consumers paying claim amounts out-of-pocket that should have been paid by the insurer.

The Order cited Minn. Stat. 72A.201, subdivision 6(2)(a) (2008), which requires insurers to "pay all costs for the satisfactory repair to the insured's or claimant's vehicles." For the violation, GEICO was ordered to pay a civil penalty of $30,000 and to cease and desist from any further violations of the Statute. In addition, the Commissioner also ordered GEICO to contact insureds or claimants referenced in the Order and provide reimbursement for the amount they were required to pay out-of-pocket to body shops.

GEICO agreed to informal disposition of the matter without a hearing and accepted the terms of the Consent Order.

The Department took similar action against AIG in December of 2007. In both cases, the investigations were advanced by unfair claims practice reports submitted by the Alliance of Automotive Service Providers, Minnesota (AASP-MN). The Association encourages its members to document cases of improper insurance company practices on an ongoing basis and, in the case of short pays, urges its members to stop absorbing these costs and to inform their customers that they will be responsible for their insurance company's failure to pay reasonable costs.

"We are very pleased by the Department's action," said Judell Anderson, AASP-MN Executive Director. "This sends a strong message to all insurers that they must play by the rules or be held accountable. It should also motivate repairers to be more proactive in their reporting and documentation of unfair insurer practices. It's not enough to just complain, shops have to take action," Anderson added.

Source: www.collisionweek.com

Mopar Masters Guild Magazine

Jan-Feb 2010

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2009 Mopar Masters Guild Committees President Vice President Treasurer Secretary

Brent Hoge Dan Hutton Steve Hofer Mike Mulkins

Larry Miller Chrysler Jeep Dodge Tom O’Brien Chrysler Park Chrysler Jeep Go Chrysler Jeep West

Executive Committee

All of the above and: Gerry Oakes Paul Allred Rick Monteiro Marvin Windham Alan Yancey

Baxter Chrysler Jeep Stateline Chrysler Jeep Dodge Jack Powell Chrysler Dodge Benchmark Chrysler Jeep Dodge Hayes Chrylser Dodge Jeep

Membership Committee

Brent Christensen (West) Ole Olson (North) Doug Price (East) Robbie Jackson (South)

Ken Garff West Valley CJD Elk River Chrysler Security Dodge Chrysler Salsbury’s Dodge City

Vendor Chairmen

Paul Allred Gerry Oakes

Stateline Chrysler Jeep Dodge Baxter Chrysler Jeep

Newsletter Chairs

Don Cushing Mike Mulkins

Bald Hill Dodge Chrysler Go Chrysler Jeep West

Performance Group

Ole Olson

Elk River Chrysler

Finance Committee

Brent Hoge

Larry Miller Chrysler Jeep Dodge

Reynolds & Reynolds

Paul Allred Tom Watson John Gilbert Rick Cutaia

Stateline Chrysler Jeep Dodge Performance Chrysler Jeep Dodge Preston Chrysler Jeep Rick Hendrick Dodge

ADP

Steve Hofer Mike Mulkins Casey Brown

Park Chrysler Jeep Go Chrysler Jeep West Allen Samuels Dodge Katy

Snap-On

Dan Hutton

Tom O’Brien Chrysler

OEConnection

Brent Hoge

Larry Miller Chrysler Jeep Dodge

Dealer Tire

Mike Mulkins Go Chrysler Jeep West Steve Hofer Park Chrysler Jeep (Dan, Brent, Mike and Steve are the Chairs for Snap-On, OEConnection and Dealer Tire)

Tracy Industries

Mike Mulkins Steve Hofer Brent Hoge

Go Chrysler Jeep West Park Chrysler Jeep Larry Miller Chrysler Jeep Dodge

NADA 2010 Planning

Rick Cutaia

Rick Hendrick Dodge

Website Chairmen

Marvin Windham Don Cushing

Benchmark Chrysler Jeep Dodge Bald Hill Dodge Chrysler

THE GUILD MOTTO “THE EXCHANGE OF INFORMATION BY LIKE SIZE DEALERS IN A NON COMPETITIVE ENVIRONMENT” This is the reason the Guild exists. The strength of our existence relies not on the voices of a select few, but on the combined knowledge of all. With this in mind, everyone should remember to become as proactive as possible. The Guild is YOURS, be proud of it and be part of it!