Mopar Masters Guild Magazine July - August 2021

Leaders in the sale of quality FCA Mopar Parts.

July - August 2021

Also In This Issue From the Desk of MMG President Susan McDaniel: “Crossroads” ......................2 NADA Plans Big Kickoff for In-Person 2022 Show ................................... 4-5 The View From My Office with Kat Monteiro .....................................................6 Passages: Mike Cervantes .......................... 7-8 Stellantis Eyes Canada for Battery Plant ...............................................9-10 Hagan and His Dodge Charger SRT Hellcat Funny Car Conquer the Mountain at the Dodge/SRT Mile-High NHRA Nationals

Hagan and His Dodge Charger SRT® Hellcat Funny Car Conquer the Mountain at the Dodge/SRT Mile-High NHRA Na onals Presented by Pennzoil

Presented by Pennzoil .............................11-13 MMG Vendors ..........................................14-15 OEConnection ...........................................16-17 10 Missions Media - FenderBender ............18 CDK Global .....................................................19 Katzkin Leather ..............................................20 CDK Global .....................................................21 Wholesale Parts Pro/NiTS Solutions..22-23 Activator ..........................................................24 10 Mission Media - Ratchet+Wrench ........25 Wholesale Parts Pro/NiTS Solutions........26 Reynolds & Reynolds .....................................27 AER Manufacturing .................................28-29 OEConnection .................................................30 Reynolds & Reynolds .....................................31 Snap-On Business Solutions .........................32 Katzkin Leather ..............................................33 Service: How Much Do You Make When They Go Somewhere Else? .....................34-35 Alfa Romeo is Latest Stellantis Brand

NADA PlansBig Kickoff for In-Person 2022 Show

to Get All-Electric Future......................36-37 MMG Officers/Committees ........................38

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July - August 2021

From the Desk of MMG President Susan McDaniel

Crossroads There are moments where we find ourselves at a crossroad, without a road map.

The choices we make in those moments can define the rest of our days.

It seems that the whole world is at a crossroads right now. Everyone and everything have changed and the way we will proceed in life and business will change as well.

Many of our friends and colleagues are contempla ng re rement or pursuing other less stressful avenues and adventures. Long me employees are moving on to environments where they think they may not need to work as hard. Many employees are simply not engaged and making bad decisions. We seem to be overworking the good ones and contribu ng to the “viscous circle”. Where does it end?

Many of us are at a crossroads as well. We are trying to navigate through unknown waters and uncharted territory making up a new set of guidelines as we go. The way that we once conducted our business has changed. The way we manage our people and a empt to hire new people has changed. We will need to find new ways to make this business seem appealing to the new workforce.

We all know what a challenge it has been to find and keep good people in our stores. That challenge has worsened over the past several months. People of all ages seem to have a different outlook on working in general. Many s ll don’t “need” to work due to assistance and the ones that are considering employment are seeking wages that do not calculate into our budgets. Unfortunately, this will drive higher prices and in the end we will ALL be affected. Even the innocent bystanders.

We, as managers are being held to much higher standards than ever while people, supply, support and morality seem to have taken a back seat.

STAY POSITIVE! Your President,

Susan McDaniel Susan McDaniel susan@billluke.com 602.336.1557

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Mark Your Calendars!

It’s not too early to start thinking about NADA 2022 Plans for our 30th Anniversary of the Mopar Masters Guild Mee ng at NADA 2022 in Las Vegas, Nevada are underway! With all the changes and not being able to see each other in over a year, we’re all looking forward to mee ng “LIVE” once again.

Our Hotel of Choice will be the Aria Resort & Casino

1992 - 2022 The exchange of information by like sized dealers in a non-competitive environment.

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July - August 2021

NADA Plans Big Kickoff for In-Person 2022 Show The Na onal Automobile Dealers Associa on is planning to fire up its annual show with a big kickoff recep on March 10 at Allegiant Stadium.

WASHINGTON — With plans for an in-person 2021 event intercepted by the coronavirus pandemic, the Na onal Automobile Dealers Associa on says it is preparing for a “safe and responsible” return to Las Vegas in 2022.

The associa on is planning to kick off its annual show with a recep on March 10 at Allegiant Stadium, the brand-new NFL venue, where a endees will be welcomed with a performance by rock band Train. The main show runs March 11-13 at the Las Vegas Conven on Center.

NADA Show Commi ee Chairman Sco Dube described the opening night party as a “can’t miss” event for the industry and the largest celebra on the associa on has hosted since its 100-year anniversary in 2017. “There’s no other way to describe it,” Dube told Automo ve News last week during a recording of the «Daily Drive» podcast. «The level of excitement, the number of people that will be there, the venue itself — it›s just going to be an epic event.»

Last year, NADA quickly pivoted its 2021 show from an in-person gathering at the Ernest N. Morial Conven on Center in New Orleans to its first all-virtual show amid uncertainty surrounding the COVID-19 pandemic.

The organiza on had been tenta vely moving ahead with plans to host the in-person event in January, but a series of state and local government orders to limit the spread of the virus proved to be a showstopper. NADA ul mately opted for a virtual-only show, pushing the event to February to allow more me to adjust.

Face-to-face While the 2022 NADA Show is being planned for in-person a endance, the associa on said it’s reviewing the possibility of presen ng some of its workshops online.

“It’s a very heavy li to do an expo virtually,” said Dube, who is also a secondgenera on dealer and president of Bill Dube Hyundai in Wilmington, Mass. “I think what we’ve learned is that our dealers appreciate, our vendors appreciate, and our OEMs appreciate, an in-person show.”

Continued on Page 5

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Continued from Page 4 The dis nct and palpable energy of face-to-face gatherings is one reason why NADA CEO Mike Stanton says the associa on wanted to create a “wow” experience that revitalizes and celebrates the industry while bringing people back together. “Mee ng face-to-face is certainly where we want to be, and we think it’s the most effecve,” said Stanton, the trade group’s former COO who became its chief execu ve Jan. 1 “We’re in the car business, but we’re also in the people business, and the successes that we’ve had collec vely moving the industry forward are built on trus ng rela onships between our car companies and dealers and vendors,” Stanton said. “It really takes all of us working together to focus on the customer and to get be er.”

S ll, Stanton said he realizes the coronavirus is unpredictable, making it impossible to know what the number of COVID-19 cases, safety protocols or restric ons will be like in seven months — or even seven weeks. In the mean me, he said, the associa on will do everything it can to plan for an event that is “safe and responsible.”

“As of now, we are 100 percent planning on being able to host the show in Las Vegas in person,” Stanton said.

“But like always, we’ll monitor events leading up to the show ... and we’re just going to do the right thing, at the right me, based on the informa on that we have.”

NADA’s prepara ons for an in-person event come as COVID-19 cases are on the rise. A newer strain of the coronavirus — the more transmissible delta variant — now makes up the majority of cases in the U.S., according to es mates from the Centers for Disease Control and Preven on.

Virus watch Last week, the CDC recommended vaccinated people return to wearing masks in public indoor se ngs in parts of the country with high COVID-19 transmission rates. Nevada adopted the CDC’s updated guidance on masks, ci ng areas such as Clark County — home of the Las Vegas Strip — as having “substan al or high transmission” of the virus. NADA will keep an eye on federal, state and local guidelines and default to whichever is safest, Stanton said. The associa on has no plans to require a endees to be fully vaccinated or to show vaccina on cards. “We’re going to let the data drive those decisions — the data and the exper se of the CDC,” Stanton said of mask mandates and other COVID-19 protocols. “I’m not a doctor, and we’re not scien sts, so we’re going to rely on their exper se to inform our decisions.”

NADA’s last in-person show was in February 2020 — not long before the coronavirus began to spread drama cally throughout the U.S. The show drew a crowd in the “mid-20,000s,” according to the associa on. Despite the unknowns and uncertain es amid the ongoing pandemic, Stanton said he hopes the 2022 event will be “bigger” than the 2020 show and expects total a endance around 25,000.

NADA did not disclose registra on totals from the all-virtual show. Stanton said the associa on now has a virtual show playbook in hand, if needed, and is more prepared for any coronavirus-related hiccups.

“You learn with every opportunity, and we certainly learned a lot,” Stanton said.

“Our team, I thought, did an amazing job with what they had to work with last year, and I’m confident that they’ll do an amazing job regardless of the circumstances that present themselves.”

Source: www.autonews.com - Ar cle by Audrey LaForest

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

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July - August 2021

The View From My Office

With Kat Monteiro

Here we are heading towards the end of summer. Like all people around the world, I was hoping that this dreadful Covid-19 pandemic would be over by now. But no, it keeps going on like the energizer bunny.

I listen to the news telling us of new outbreaks, hotspots, variants, vaccines, boosters, and so many more deaths. It really makes me feel so worried and sad. I feel mostly for the children who are growing up with all of this commo on and confusion, missing school and all their friends.

My hope is that everyone will remember that we are all in this together. Many of us have different views and opinions on vaccines and mask wearing, but please be kind to others regardless. Have pa ence when you are at a restaurant, the store, post-office, fast-food establishments, the parts or service departments of your local dealership - we are all shorthanded and cannot find people to hire.

The government says we have high unemployment, but there is nowhere you can go without seeing help wanted signs posted. So this I do not understand. All I really want is for people to support each other and to be kind. We will get to the other side of this, it’s just taking longer than expected, so hang in there!

All that being said I wanted to use my space here in the MMG Magazine to pay tribute to our dear friend Mike Cervantes who lost his life to Covid-19 this past April. My heart goes out to his wife, my friend, Leslie. Mike le us way too soon.

Rick, Mike, Leslie and I became fast friends. From the moment we met I just wanted to be in their company. Leslie reminded me of a me when we were si ng out in some mee ng room hallway waiting for the guys to break for lunch, (which they never did by the way). I had the girls with me and they were so li le. We bonded that day and it turned into a life me friendship, even though we didn’t get to see each other much a er Mike le for Sonic. We s ll stayed friends thanks to social media! It was always a pleasure to be around Mike. He was always so kind, and his laugh would make a gloomy day shine. It was contagious. He would have a whole room wrapped around him laughing and happy. He was a true gi to this world.

He will be missed by every person who ever had the pleasure of mee ng him.

Please be safe. We are looking forward to seeing many of you in Florida in October!

Kat Mopar Masters Guild Magazine

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Passages: Mike Cervantes Echo Park/Sonic Automotive Countless lives have been lost to COVID. Many of us read the ar cles online and are astounded as to how a virus could affect so many. And then it affects someone we know.

On Monday April 19,2021 Mike Cervantes, 56 passed away unexpectedly from Covid. He was the husband of Leslie Cervantes. Mike was born in Sacramento California on September 22nd, 1964 to Fred and Sheri Cervantes. Mike and Leslie were married on 10/16/2004 Mike loved to travel and enjoy a cra beer with friends. He had an infec ous laugh and loved to make people laugh. He was very kind and generous. At all the restaurants he frequented, he considered all the people family. He was very social, he loved talking to people. Mike was employed at EchoPark/Sonic Automo ve for 30+Years. His work was his passion, he loved to mentor and loved to problem solve. He was very proud to be part of EchoPark from the ground up.

Mike has been a member of the Mopar Masters Guild since the 90’s when he was elected Vice-President of the MMG. He was always ready to welcome a new member to the group, always looking to share ideas and knowledge, as was the guild’s mo o.

He and Leslie became a part of the Mopar Masters Guild family, and they will always be.

A few of the Mopar Masters Members sent in their thoughts: “Mike was one of the first Mopar Masters that I met. This was back in the late 90’s at the first Performance Group meeting with Mopar. Mike made me feel welcome, even though my store was one of the smallest Masters at that me. He always had a smile on his face and loved to joke around with everyone.”

Ole Olson – Parts Director (Ret) - Buffalo, MN “Though I didn’t get to know Mike well, I always remember his constant smile and infec ous laugh. He was one of the first to welcome me to the guild and made everyone feel welcomed and appreciated. His advice and comments were always spot on, and it was obvious he had a deep understanding of our business. From a self-standpoint I was sad to see him leave the guild, but I know it was an advancement for him. He is missed.”

Marvin Windham – Parts Director (Ret) and Past President of the MMG Continued on Page 8

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July - August 2021

Continued from Page 8 “I met Mike in 1994 at the Second annual Mopar Masters mee ng in San Francisco. Being from the le coast we were called out by our eastern friends as “Surfer Dudes” since both of us hailed from California. Mike turned this into a lifelong friendly tug of war with our friends from the east coast calling them out using Y’all, Bubba, I Reckon among many other southernisms.

Mike became my Vice President during our 2 year term in office 2000-2001 and would have become the next MMG president if he hadn’t joined Sonic Automo ve as a Regional Fixed Opera ons Director. His talents for fixed opera ons were excep onal and he was rewarded @Sonic.

He could bring any room or venue to complete laughter with his wonderful sense of humor and dis nc ve laugh which made our me in office together one of the best mes in my life. Our officer partnership ended at the 10th anniversary of the Mopar Masters Guild in New Orleans in 2001. Not only did we lead a street parade to our farewell dinner down Bourbon Street with a marching Band, but we also had the honor of recognizing the founding fathers of the MMG at the annual farewell Dinner.

Over the years Kat and I became lifelong friends with Mike and Leslie and always looked forward to seeing them at NADA conven ons or when they would come to San Diego. As long as I have his memory he will never be gone. You always made me smile when you were here and I always smile when I think of you now that you are in heaven. Rest in peace my friend. As the mo o goes “Once a Mopar Master Always a Mopar Master”.”

Rick Monteiro – Parts Director – Jack Powell DCJR – Escondido, CA - Past President of the MMG Mike said it best in this quote from a Mopar Masters Guild Newsle er in 1995, “I’ve always been one to believe that you should not complain about something that you have made no effort to change for the be er.” And “I have no doubt that 1995 will prove to be a very produc ve year for members of this guild and for Chrysler Corp. as well.” Our strength is in our numbers.” (Quotes from Mike in same ar cle).

I believe this could have been Mike’s mo o for life itself. He was instrumental in many areas of the guild and always with a smile and posi ve a tude. May you rest in peace. Gone too soon. And as I’ve been known to say at the end of several Guild events. “I love you man.”

Gerry Oakes – Parts Director (Ret) and Past President of the MMG

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Stellantis eyes Canada for battery plant; forecaster says Brampton a possibility

‘Brampton would make a good place for a ba ery plant’ Stellan s CEO Carlos Tavares says the automaker is considering Canada as home to one of two ba ery plants the company plans to build in North America, and one forecaster says Brampton, Ont., might be the ideal locaon.

Tavares put Canada in the running Wednesday during a fireside chat at an Automo ve Press Associa on event in Detroit.

“At least from those two, at least one will be in the U.S., perhaps two, it’s not decided yet,” Tavares said. “But there is also the op on that one of the two will be in Canada.”

While the automaker has not decided on a loca on for either ba ery plant, he said Stellan s is in discussions with local North American authori es and technology partners.

“We are already very advanced in those discussions,” Tavares said. “We know exactly what we want to do in terms of technology, in terms of chemistry.”

Continued on Page 10

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July - August 2021

Continued from Page 9 Sam Fiorani, vice-president of global vehicle forecas ng at AutoForecast Solu ons LLC, says Stellan s’ Assembly Plant in Brampton, Ont., could become home to a ba ery plant.

Stellan s has plans to electrify the Dodge Challenger and Dodge Charger muscle cars currently assembled at the plant, Fiorani says electrified versions won’t be built in Ontario and those powered by internal-combus on engines are going to be axed.

“At the moment, we don’t have any product earmarked there,” he said of Brampton.

AutoForecast Solu ons says Brampton is likely to be without product by 2024.

“But we’re looking for Stellan s to make some sort of investment [there],” Fiorani said. “It could be electricrelated. Brampton would make a good place for a ba ery plant.”

Jerry Dias, na onal president of Unifor, which represents hourly workers at Brampton Assembly, said his expecta on is that the plant will con nue to build the Charger and Challenger.

FCA Canada, the division of Stellan s that operates the factory, said in a statement that it “won’t discuss future products or plans for the Brampton Assembly Plant.”

The company added: “However, as a reminder, the latest collec ve bargaining agreement [Oct. 2020] included plans to invest $50 million to introduce three new variants of the Dodge Charger and Challenger, and con nue produc on of the Chrysler 300.”

Stellan s also plans to build three ba ery plants in Europe.

“Europe is a li le bit ahead of North America in terms of electrifica on,” the CEO said.

Stellan s, which is a shareholder in French ba ery maker Automo ve Cells Company (ACC), says that company will build one plant in Germany and another in France.

Stellan s is also in discussions with the Italian government in effort to build a ba ery factory there.

Mopar Masters Guild Magazine

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Hagan and His Dodge Charger SRT® Hellcat Funny Car Conquer the Mountain at the Dodge/SRT Mile-High NHRA Nationals Presented by Pennzoil

A er more than a decade of a empts to conquer the mountain, Don Schumacher Racing (DSR) Funny Car pilot Ma Hagan finally hoisted the Wally trophy at his primary sponsor’s longtime title event, the Dodge SRT® Mile-High NHRA Nationals Presented by Pennzoil, at Bandimere Speedway near Denver. The No. 1 qualifier powered his Dodge Charger SRT Hellcat Redeye through eliminations to break through for his first coveted victory at the picturesque dragstrip nestled in the Rocky Mountains. The win was his first of the 2021 National Hot Rod Association (NHRA) Camping World Drag Racing Series season and the 37th of his career.

“Congratula ons to Ma Hagan for his first event tle win at the Dodge//SRT Mile High Na onals presented by Pennzoil,” said Tim Kuniskis, Dodge Brand Chief Execu ve Officer – Stellan s. “We’re proud of the defending Funny Car world champion and his Don Schumacher Racing team for bringing home the Wally trophy at an event that has meant so much to us for more than three decades.”

Continued on Page 12

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July - August 2021

Continued from Page 11

Hagan felt the importance and exhilara on of winning for Dodge//SRT and Mopar® brands at the Bandimere Speedway event at which they have held tle rights for more than 32 years, the longest consecu ve and ac ve sponsorship in all of motorsports.

“Man, I tell you, this mountain has chewed me up and spit me out several years in a row and I’m just so glad to pull that win down for Dodge and SRT, and to do it behind the wheel of the Dodge//SRT Hellcat Funny Car in front of so many passionate Dodge and Mopar fans is just something you definitely put extra pressure on yourself to do so when it happens it’s just that much more sa sfying,” said Hagan, whose last win also came at another of his sponsor’s tle events, the 2020 Dodge NHRA Finals Presented by Pennzoil at The Strip at Las Vegas Motor Speedway, where he secured his third Funny Car NHRA world championship.

Hagan’s triumph at “thunder mountain” was earned with an opening round win over Chris King, a second round Bye run and an exci ng side-by-side semifinal ba le won against his fellow DSR HEMI®-powered teammate Ron Capps to face No.2 qualifier Alexis DeJoria in the final showdown. Hagan’s quick 0.046-second reaction time gave him the starting line advantage and he never looked back on his 4.105 sec. 305.70 mph ride to victory.

“We finally got it done and I finally get to put this trophy up on the shelf,” added Hagan. “I’ve got to call out my guys and give them so much love. To watch them up here in the al tude wrenching and swea ng.

Continued on Page 13

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Continued from Page 12 Those guys love doing what they do and they bust their ass for me. My heart was bea ng out of my chest up there during the finals and it felt like I was running for a championship. I had to remind myself to calm down, take a deep breath and just do what I do. It’s so cool when you do a burnout and see all of these fans in the stands; it genuinely gives me chill bumps.

It feels amazing being back in the winner’s circle like we’re used to.”

With this win, Hagan will have his first career opportunity to a empt to sweep the “western swing” and now focuses his efforts to turning win lights on at the next two events in consecu ve weeks at Sonoma and Pomona dragstrips in California.

“I’m not even thinking about ‘sweeping the Swing’ at this point,” said Hagan. “I just want to take it one race at a me, qualify well and take it round by round.

Fuel Funny Cars are so unpredictable and that’s why this sport is so humbling. Every win light and every race win, you’re grateful for and we’re just going to keep moving forward.”

No. 4 qualifier Capps, who has personified consistency by qualifying his Dodge Charger SRT Hellcat in the top-five at every na onal event so far this season, began his day against Terry Haddock for a third consecu ve event. Capps defeated Haddock in the opening round for a second me in as many races to advance to a quarterfinals mee ng with No. 5 seed John Force. In that matchup, Capps turned on the win lights with a 4.039-second run at 312.42 mph over his opponent, who lost tracon early.

That set up the mountainside showdown between the two DSR HEMI-powered teammates who had a stellar side-by-side run with the slight advantage going to Hagan, who had an early lead that he maintained to the finish to narrowly beat Capps’ straight-down-the-groove pass.

The Cruz Pedregon Racing team came into the weekend with high hopes of following up their Norwalk win with a strong performance at the uniquely challenging mile-high venue. Cruz Pedregon’s No. 9 qualifying posion saw the Snap-on Tools Dodge Charger SRT Hellcat Funny Car line up against No. 6 seed Paul Lee and his HEMI-powered machine. While Pedregon was quicker off the start, he felt an issue begin to hamper his run and opted to click it off early to save efforts and equipment for the next two back-to-back events.

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July - August 2021

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Our Supporting Vendors: The exchange of information by like sized dealers in a non-competitive environment.

Support those who support you.

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July - August 2021

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Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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REACHING 91,000+ REPAIR SHOPS EVERY MONTH Print & Digital Options to Grow Your Mopar Wholesale Business

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An in-depth look at customer concerns and how top shops are setting a new experience standard PAGE 28

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July - August 2021

The Time Is Now! Let Wholesale Parts Pro help grow, analyze, and maintain your Wholesale business through ȱ Ȭ ǰȱ ȱę ǰȱ ȱ ǯ

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Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

27

GOMOTO KIOSKS

HAVE DOUBLED THE GROSS PROFIT IN OUR DEALERSHIP.

IT’S AMAZING. FRED HAYES

Service Manager, Temecula Valley Buick GMC

Visit gomoto.com or call 800-961-4151.

© 2021 GoMoto Inc. All rights reserved. Patent pending. 1019546 8/21

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July - August 2021

n Mopar Powertrain Customer Service Hotline (888)237Ͳ0001

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Leaders in the Sale of Quality Mopar Parts

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AER Powertrain EducaƟon and Professional Self Improvement Modules

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Mopar Powertrain Customer Service Hotline (888)237Ͳ0001

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July - August 2021

RepairLinkSM connects buyers with local dealers, so they can buy more OEM parts at competitive rates, ONLINE, backed by exclusive manufacturer promotional pricing.

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Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

31

SELF-SERVICE

IN SERVICE Boost Customer Satisfaction Offer a 24/7 self-led option for customers to check-in, pay, or drop-off and pick-up keys.

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Promote Trade-Ins Increase trade-in appraisals 11% by letting customers know if their vehicle is in demand.

Visit gomoto.com or call 800-961-4151.

V © 2021 GoMoto Inc. All rights reserved. Patent pending. 1089332 8/21

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July - August 2021

wiADVISOR and Snap-on EPC 5 Integration Now Available!

Snap-on’s Electronic Parts Catalog, EPC 5 is now integrated with wiADVISOR. Your dealership can improve cycle time and shop throughput, resulting in a parts and service department that is more efficient and profitable.

You’ll also benefit with: • Reduced steps to specify parts and add them to MPI System • Quicker cycle times when building and processing parts/service quotes • Faster confirmation of parts pricing and availability* • Increased accuracy due to reduced manual entry *Only available to users with Snap-on Integration Pro subscription. wiADVISER is a registered trademark.

Interested in Learning More?

Click HERE to learn how you can sign-up for EPC 5 to start improving productivity and efficiency in your Parts Department today!

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July - August 2021

Service: How Much Do You Make When They Go Somewhere Else?

Almost every day on my way to the office, I stop by a neighborhood convenience store, called Wawa, for a la e. ‘Wawa’ – kind of a weird name, but it’s a cool place. They make good la es there – be er in my opinion than Starbucks, and I don’t have to wait in a huge, slow moving line. If you know me at all, you know that I hate lines. That’s why I’ve always said that I hate cashiers in service departments, because they create lines and lines piss people off, so I hate lines; everybody hates lines.

Anyway, this ar cle isn’t about cashiers or long lines, it’s about something much more important. It’s about service adver sing and traffic and opportuni es and profits. Now, when I go to Wawa, I always get the same thing. A 16 oz hot la e, whole milk, no flavor and I like it “not s rred”. I’ve done this for a long me and the workers there kind of know me. They call me James Bond, because I like it, “shaken not s rred”, referring to the way he likes a cocktail, except I don’t like it shaken, I just like it “not s rred” but, they think it’s funny, so I laugh and go along with them. That’s right I tell them, “I’m 007, Bond, James Bond”.

So anyway, here is the deal. The la es at Wawa have always been $2.99, but the other day, I no ced that the price was now $2.00, not $2.99. While the guy was making my la e, (I call him “Goldfinger”) I told him that I no ced that the price had dropped and that it seemed like they were just giving money away. I mean I would have bought it anyway at $2.99 like I had always done, I told him. Now this is the good part and the part that really blew me away.

He told me (this is the guy that makes la es at a convenient store), that when the company decided to drop the price by 99 cents, it really hurt their margins, but at the same me it increased traffic and overall sales enough to make even more with the volume – plus, now get this, he said it also worked as a great way to say thank you to their loyal customers like me. The goal for that, he said, was to a ract more customers and keep people like me coming back over and over instead of going to the compe on. Wow! Margins, upsells, traffic, volume, reten on…this is from the guy that makes la es for a living and probably makes maybe $9-10 an hour! I was impressed!

So, if you were wondering where my story about la es is going, I will land the plane. My company, Car People Marke ng, does service adver sing for about 450 dealerships and what amazes me more than anything is how many service managers don’t understand what the “la e guy” at Wawa obviously gets. That being compe ve and driving traffic and boos ng reten on and crea ng opportuni es always equals sales and gross and profits, it just does. That isn’t rocket science, it is common sense.

But believe it or not, when we talk to lots of service managers about being really compe ve on just 2 services (oil changes and re rota ons), they get hung up on trying to make a profit, instead of looking at the opportuni es those basic “in-demand” services create. Those guys, (I hope you aren’t one of them) are literally stepping over dollars to pick up pennies. Think about it this way. Most dealers, depending on the carline, average anywhere from $150-$350 per repair order. You should know your average CP repair order sales number for parts and labor, if you don’t, find out, and find out now.

Continued on Page 33

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Leaders in the Sale of Quality Mopar Parts

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Continued from Page 32

Then a er you see how much it is, it will be obvious, that the more customers you can get in, the more money you will make.

And think about this. Customers know what an oil change is, they know when they need it and they know what a good deal is…they just do. So why not take advantage of those facts, be super compe ve on oil changes and re rota ons to get them in so your advisors and techs have a car and a customer in front of them to sell to. And here is something else to consider. I think you need a low priced conven onal or semi-synthe c oil & filter change offer to en ce customers with older cars in. The average age of a vehicle on the road is 11.7 years, so every car is not a “new car” like some guys want to believe. The dealers we do business with have an average age of 5 years old and 75,000 miles on them. They are not new cars! And besides, every car doesn’t need or use full synthe c oil, so if you only adver se full synthe c, even if it is a good deal, you are aliena ng a ton of vehicle owners out there, and those cars, the older ones are the most likely to need service and repairs or they maybe will need a new car! Those prime, poten al customers don’t visit you, they end up at Pep Boys, or Firestone or Goodyear and they spend a ton of money at those places.

So, here is the closer. It’s an old phrase, but it fits, “think outside the box.” Make sure you have oil change offers that en ce older and new cars in for service. Don’t worry about making a profit on oil changes and re rota ons…make the money on the upsells. Make sure you have a $10 re rota on or even free (70% of your gross comes from around the wheel) so all you want to do is get the wheels off.

Make sure you adver se, don’t be the best kept secret in town and make sure you answer the phone when it rings. 85% of service customers call first, they want to know how much, how long it will take, if you have the parts and if they need to make an appointment. You have to give customers real reasons to do business with you and you have to say thank you to your loyal service customers with “everyday low prices” on the services they need most so you can earn the other work.

And last, but not least, think like the Wawa guy. He gets it. He knows traffic is what makes the world go around and that price, whether you want to believe it or not, drives customers to your store. You may not be a coupon clipper and a few bucks might not get you to do business somewhere, but most of your customers are driven by coupons and great deals and saving a dollar. Come on, I know and you know that you are much smarter than the la e guy is. Just don’t overthink it, remember nothing happens un l you have a customer in front of you, right? Answer this ques on, “How much do you make when they go somewhere else?” You don’t need a calculator to figure that one out, right?

by Jared Thomas Car People Marke ng

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July - August 2021

Alfa Romeo is latest Stellantis brand to get all-electric future Sporty marque joins Fiat, Opel, Lancia, DS in switch to ba ery-only cars Five of Stellan s’ 12 core brands will become all-electric in the near future -- Alfa Romeo, Fiat, DS, Lancia and Opel -- as the group formed from the merger of Fiat Chrysler and PSA Group steps up its electrifica on efforts.

Alfa Romeo will only sell full-electric vehicles in Europe, North America and China star ng in 2027, according to Stellan s’ first-half results presenta on published last Wednesday (See chart below).

Stellan s’ upscale niche brands, DS Automobiles and Lancia, will gradually shi to becoming electriconly. DS will launch only full-electric cars star ng in 2024 while also con nuing to sell vehicles with internal combus on engineers. Lancia will launch only full-electric cars star ng in 2026.

The three brands join Opel and Fiat, which have already announced plans to become electric-only.

Opel said in June that it will be an all-electric brand in Europe by 2028. Also in June, Fiat CEO Olivier Francois said the brand’s product lineup will become electric-only between 2025 and 2030.

Automakers are jostling to posi on themselves at the forefront of the industry’s shi to electric ahead of the European Union’s plan to effec vely ban internal combus on engines by 2035 by requiring all new cars sold from then to produce zero emissions.

Continued on Page 35

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Continued from Page 34

Volkswagen Group brands that have commi ed to an EV-only future include Bentley (2030) and Audi (2033). Cupra, the sub-brand spun off from Seat, will be all-electric, VW Group CEO Herbert Diess said this year, without giving a date. The flagship VW brand has said it will phase out internal combuson engines from 2033 to 2035.

Outside of Stellan s and VW Group, Jaguar will become an all-electric brand star ng in 2025, Volvo has said it expects to be all-electric by 2030, and Ford has said the same about its European lineup.

‘Racing to deliver’ During Stellan s’ first-half results presenta on CEO Carlos Tavares said the group is on “a strong electrifica on journey.”

“Over the next 24 months you can expect no less than 11 pure EV launches. They will add to the exis ng 11 BEVs [ba ery-electric vehicles] on sale,” Tavares said. “We are now racing to deliver what I promised, which is 100 percent electrifica on by 2025,” meaning every new Stellan s model will have either a plug-in hybrid or full-electric op on by then.

Stellan s’ new full-electric models include three from Citroen; two each from Peugeot, Masera and Fiat’s vans unit; and one each from Jeep and Opel/Vauxhall.

There will also be 10 plug-in hybrid launches: three from Peugeot, two from Opel/Vauxhall, and one each from Alfa Romeo, Citroen, DS, Dodge and Jeep.

Before year-end, Tavares and other top Stellan s execu ves will roll out the group’s strategic plan, which is expected to give more clarity about several brands that had been starved of investment under FCA, including Fiat, Lancia and Alfa Romeo in Europe, and Dodge and Chrysler in the U.S. Lancia, Alfa Romeo and DS make up Stellan s’ premium cluster, and they are already working together on future models and industrial synergies.

DS offers the DS 3 Crossback E-Tense as its only full-electric vehicle. It already sells nearly 40 percent of vehicles as either full-electric cars or plug-in hybrids, the highest percentage in the group.

Lancia’s next models will include a small car with a ba ery-powered op on, and an electric-only compact crossover, company sources have said.

Source: www.autonews.com - Peter Sigal

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July - August 2021

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