MMG Magazine May - June 2015

Leaders in the sale of quality Mopar Parts.

FCA Service & Parts 20 Group Meeting Held in Dallas Pages 3-5

May - June 2015 In This Issue President Rick Cutaia ............................... 2 The 10 Minute Service Manager....... 7-8 History Restored .....................................11 MMG Supporting Vendors .............12-13 FenderBender/Ratchet+Wrench.........14

MMG Meets with CDK Global Pages 5-6

Magneti-Marelli ......................................15 OEConnection ....................................16-17 Reynolds & Reynolds........................18-19 Autobody News........................................20 Rousseau Storage.....................................21 UPS Logistics .....................................22-23 CDK Global ........................................24-25

Vendor, Competitor React to PartsTrader Transaction Fees Pages 9-10

Elite Extra...........................................26-27 Katzkin .................................................28-29 Tracy Industries ................................30-32 MMG Membership Form .....................33 “The View from My Office� ............34-35 Consumer Federation: Car Insurance Companies not Discounting low-mileage Drivers .................................................36-27 2015 MMG Committee..........................38

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

Mopar Masters Guild

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From the Desk of MMG President Rick Cutaia

Communication The thing that is the most important aspect to have in a successful department, or in any type of organiza on or business, is communica on.

Webster’s dic onary defines communica on as, “the act or process of using words, sounds, signs, or behaviors to express or exchange informa on or to express your ideas, thoughts, feelings, etc., to someone else.” When we look at the mes we have failed, more o en than not, we can pinpoint the reason that we did not effec vely communicate to our customers and employees what our expecta ons were. How can we take care of our customers if we do not effec vely communicate? When we clearly define our goals and expectaons to our employees, we can be assured of the results we want. Most of which are a high CEI score, repeat business, and a profitable department.

It is my belief that if we communicate to our customers and keep them informed on the progress with the repairs/maintenance on their vehicles, they are more likely to be repeat customers for life, both in parts/service and purchasing a new vehicle in our dealerships. Taking the ini a ve of communica ng with them honestly, so they didn’t have to do it first, will take your business to another level.

Word of mouth is key in obtaining and maintaining a successful and profitable business. In order to make sure that it is posi ve feedback, we should always prac ce open and honest communica on.

Sincerely, Rick Cutaia MMG President Rick.cutaia@hendrickauto.com PS: Don’t forget to sign up for our Fall FCA Performance 20 Group MeeƟng in Chicago August 17/18.

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FCA Service & Parts 20 Group Meeting & 2015 Mopar Masters Guild Dallas 20 Group Meeting held April 19th-21st This was the first for this mee ng to be held in the spring. The MMG usually a end this class during NADA. With the ght schedule at NADA this year, it was decided to have the Performance class separate. The mee ng and class were held in beau ful (I might be a li le par al) Grapevine, Texas at the Gaylord Texan Resort!

Members, their spouses, and guests started arriving on Sunday, April 19th. There was a welcome recep on and dinner at Pappadeaux Restaurant in Grapevine, Texas. Then everyone shu led back to the Gaylord Texan for a recep on put on by Chrysler.

The a                         

endees for the 2015 MMG spring performance group were: Paul Allred Stateline CJD Gary Block Jack Powell CJD Robert Chatwin Larry H. Miller CJDR Kent Cogswell Jack Phelan CDJR Rick Cutaia Rick Hedrick DCJR Cody Eckhardt Larry H. Miller CJDR Sco Eichhorn Mac Haik DCJ JD Ipsen Ken Garff West Valley CJD Ma Jarvis Bald Hill DCJ Rod Krueger Yark Chrysler Jeep Dodge Ed Lueras Perkins Motor Company Joe McBeth Dallas CDJR Susan McDaniel Bill Luke CJD Rick Monterio Jack Powell CJD Larry Morris Fred Beans CDJR Mike Mulkins AutoNa on CJ West LeRoy Neu Griffin’s Hub CJD Gerry Oakes Baxter CJD Mike Opperman Baxter CJD Louis Osuna Huffines CJD-Lewisville Tony Pulsipher Ken Garff West Valley CJD Andy Reed Allen Samuels DCJ John Russo Dallas CDJR Thomas Schelonka Griffin’s Hub CJD Marvin Windham Benchmark CJD

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Continued from Page 3

Monday, April 20th, 2015 The mee ng was facilitated by:  Mark Beaton- FCA- MBA Dealer Services  Jen Short- FCA- MBA Dealer Services It was a great turn out with several of the na on’s best parts and service managers. We began with trainer Mark Beaton talking with us about the change in business. Mark had us go around the room with introduc ons and had us list two things we would like to work on within our work place. I thought this was a great approach to grow our business and a good way to hold ourselves accountable for success from these mee ngs. Here are several of those goals that were shared:  Expense Control  Grow retail customer business  Increase accessory sales  Magne Marelli sales  Hiring and training employees Mark followed up with FCA PI updates and 20 Group updates. Followed by the dates for SEMA.  2015 SEMA Show- Las Vegas Nov 3-6, 2015  Fall 2015 20 Group Mee ng Nov 5 & 6

Mopar Masters Guild Magazine

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Continued from Page 5 Then it was me for our Financial Review with Mark. During this financial overview it is a great me for all of us to compare and learn from like size dealers. Mark also challenged us to set individual objec ves.

A er lunch we had a guest speaker, John Holden with Chromedata (Mopar eStore). He shared some informa on about the future of Chromedata and its benefits for our accessory departments. It was a good insight to what Chromedata has to offer as a catalog tool, and accessory selling tool.

The second day’s agenda was just as informa ve and filled with lots of great ideas! Mark Beaton did an excellent presenta on on Advisor Pay Plans and another one on Employee Personnel File Checklist. Mark’s presenta on on the Advisor Pay Plans explained in depth on how to structure advisors pay plans not only on Service but Parts as well. So the advisors are incen vized to sell both labor and parts.

The last topic of the day was to set goals for our upcoming mee ng in the fall. I think that doing this is very important because it creates accountability for all of us. So if you didn’t commit to two areas during the mee ng, make sure to set some goals now! We can talk and share about our improvements at the Fall Mee ng in Chicago.

Mopar Masters Guild Meets with CDK April 22, 2015 A er our Performance Mee ng some of the MMG stayed an extra day to a end a training session with CDK (formerly ADP) organized by Paul Allred.The mee ng was held at the offices of Overall Parts Solu ons (OPS) in Grand Prairie, Texas. We would like to send a huge thank you to OPS for allowing the MMG and CDK to use their facility. OPS also provided breakfast, and a delicious lunch. Nick Bossinakis, CEO of OPS, did a quick presenta on at the beginning of the class. He talked about the history of OPS and what is to come from the revolu onary team at OPS.

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Continued from Page 5 The MMG has a new CDK contact. David Mitchell, CDK Director of Manufacture Solu ons, will be the new liaison for the MMG to CDK. MMG members in a endance at the mee ng were as follows:  Sco Eichhorn Mac Haik DCJ  Andy Reed Allen Samuels DCJ      

Paul Allred Mike Opperman Mike Mulkins Rick Monterio Roy Benner Joe McBeth

Stateline CJD Baxter CJD AutoNa on CJ West Jack Powell CJD Allen Samuels Auto Group Dallas CDJR

Mark Sproha, CDK trainer, joined the mee ng via conference call. Mark went through a couple of topics and ps on CDK Drive. Here are a couple of the topics that were touched on.  Smart Grid o Emailing from Smart Grid o U lizing the Help Func on o Customizing Reports  Report and Analyze o New Reports have been added o Prin ng Reports to DSDA  Enhanced Report Generator o Course#3857- for those that want to take eLearning class o Similar to RPG-It will walk you step by step  Parts Delivery Management o Beneficial for Large Parts Opera ons o Allows invoices to go into 3 Stages Picking, Verified, and Staged o Integrates with Elite Extra These were several of the topics that were covered. There was also me for everyone to talk, share ideas, and different shortcuts! Learning from each other always seems to provide more benefits and its more applicable.

ArƟcle submiƩed by Andy Reed - VP Mopar Masters Guild Allen Samuels DCJ – North Richland Hills, TX

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The 10-Minute Invisible Service Manager By: Randy Johnson

OK, no ma er what you are doing, I dare you to stop right now for 10 minutes. Seriously, take 10 minutes; walk out to your service drive and just look at what is going on. Just watch and observe. Don’t talk to anyone – just pretend you are invisible. I know it sounds silly, but I promise you this 10-minute exercise will be worth it if you force yourself to do it.

And don’t just look, really take note and do a li le self-analysis about the look and feel of your service drive. Watch the ac vi es, watch the employees and watch the customers. What do you see? Does your drive seem organized or chao c? Is it clean and flowing and does it look professional? Are your advisors clean and crisp? Are they a en ve? Is your phone ringing too many mes without ge ng answered? Is it not ringing enough? And what about the customers in your drive? Are they standing at their car wai ng to be greeted? Can you read their body language - do they look happy or aggravated?

Are they standing in line at your cashier window? What else do you see?

Well, if you really did this and if you answered those ques ons honestly, you probably have a good idea of what to do next. Remember this, you were most likely hired as the manager because someone believed in you enough to put you in charge. They figured you had a good feel for what to do when things go wrong. They probably liked the way you organized things or they liked your enthusiasm or they just felt comfortable with you running that department for them. And most service managers I have met have a pre y good handle on common sense solu ons to everyday problems – which makes them even more valuable.

But all too o en, I see these talented service managers (maybe you are one of them) end up disconnected from the real service business - oblivious to what is going on in their own store because they end up spending all of their me in their office shuffling paperwork and pu ng out the all too occasional 5 o’clock fires.

I hear mo va onal speakers, consultants and trainers constantly talk about complicated step by step instruc ons on how to fix dealerships when I think, for the most part, we all know how to fix things, that’s how we got the job to begin with - we just don’t pay a en on and we o en don’t know what we need to fix. Does that make sense?

Let me explain further. If during your li le observa on, you no ced a lot of people standing in line at the cashier window, you know you have a problem. People hate standing in line for anything, especially to pay a bill at a dealership. So if you saw this and if you recognized it as a problem, which I know you did - you know ins nc vely you need to either jump in and help your cashier, pull someone else in to help or put in a process that is be er (my favorite)– like having your service advisors do the cashiering instead of having a separate cashier.

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Continued from Page 7

In other words, you would use common sense correc ve ac ons that you already know to solve the problem, right? So the real problem here isn’t that you don’t know how to fix the problem, the problem is you may not know you have a problem – and that is a problem! And that is because you may not be paying a en on to what is going on in your service drive everyday – and that, guys, is where all the money is, where all of the opportuni es are and where all of your long term customer reten on can be won or lost.

Here’s another example. If you hear the phone ringing constantly you can draw from that several conclusions. You probably won’t because you are too busy being busy – but if you stopped for just a minute and really thought about what is going on you would see that the phone ringing is both a good and bad thing. Here’s what I mean, if it is ringing, people are trying to do business with you – and that obviously appears to be good. But it could also be that your advisors aren’t calling customers back to update them on the status of their vehicle – so the customers end up feeling ignored and eventually they call your store to check to see if their car is ready – and that is not good. Ques on is – do you know what types of calls you are ge ng?

Randy Johnson is the Founder and President of Car People Marketing

As a side note to the Mopar Masters Guild, let me know if any of you want to learn how our mulƟ-media markeƟng programs can recapture lost customers, aƩract brand new customers they could never reach before and keep them from ever going anywhere else. It only takes 15 minutes and we can do it on the phone or online!

Sincerely, Randy Johnson Rjohnson@carpeoplemarke ng.com 386.846.2430

Mopar Masters Guild Magazine

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Vendor, Competitor react to PartsTrader Transaction Fees May 15, 2015 | Business Prac ces | Repair Opera ons A parts director for a large Chrysler vendor this week cri cized PartsTrader’s new 1.75-3.5 percent fees on every transac on, saying that they would wipe out already low margins.

Marvin Windham of Benchmark Chrysler Dodge Jeep Ram gave the example of a wholesaler who’s selling parts to shops/insurers at a 30 percent discount from MSRP and clearing 5 percent of sales net a er expenses. A 3.5 percent fee on MSRP wipes out that profit.

If you take the average OEM repair parts cost, slickly compiled from Audatex/Property Casualty Insurers Associa on of America data in this 2014 WPRI interac ve, you can see his point. Taking an average OEM parts cost of $678 as the MSRP. The supplier sells parts at $474.60. His net profits end up being 5 percent of sales, or $23.73.

But if the shop “retailer” charges the insurer the MSRP, PartsTrader charges the supplier 3.5 percent of it — which is also $23.73. If he doesn’t raise prices to shops, he’s not profitable.

Now, that’d mean the shop marked up the product 43 percent to reach the $678 MSRP. What if the shop only marked it up 25 percent to $593.25? PartsTrader would take $20.76. The supplier is now ahead $2.97 — 1 percent of sales.

“They’re ge ng all the profit,” Windham said. Worse, according to Windham, PartsTrader said his sell-through rate was only 29 percent, which meant that “71 percent of the work we do, we don’t get paid anything.” And the me spent on those failed sales was even longer than ideal, Windham said, because his staff has to verify parts numbers in many cases. “PartsTrader’s just killing us on produc vity,” he said.

Well, win some, lose some, right? Isn’t that always the gamble when you bid for business?

“Before PartsTrader, we got orders,” Windham said. “We didn’t get quotes.”

Plus, Chrysler offered the op on — although it entailed a bit of a process for wholesalers — to match a ermarket prices in some cases. With PartsTrader, that wasn’t an op on, and the a ermarket and recycled parts are at an advantage if insurers base part decisions solely on price.

“That is definitely going to affect market share for the manufactuers,” Windham said, though he observed “that’s not an argument against PartsTrader.” This system would “force dealers to start ea ng other dealers,” Windham predicted. “That’s what people are already doing,” he said.

It also opened the door for businesses to troll quotes and offer a deal as a loss leader.

“It’s not a legi mate business model,” Windham said. “… What they’re driving is not good behavior.”

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Continued from Page 9 PartsTrader has said repairers must, under its Terms of Service, order any parts whose price they found on PartsTrader through that pla orm. “PartsTrader cannot solely be used as a sourcing tool,” business development Vice President Dale Sailer wrote in an email. That theore cally also prevents suppliers from using PartsTrader only for State Farm sales — which carry no fee — and bidding on other insurers’ prices on the side, according to Sailer.

PartsTrader also had a role in 12 percent of sales (State Farm’s market share was about 19 percent in 2013, in case you were wondering), which means a repairer who didn’t use the service might be leaving millions on the table, according to Sailer. “Since entering the parts procurement market in 2012, PartsTrader has made steady progress in delivering real value to dealers like yourself,” Cooper wrote.

PartsTrader 3.0 does upgrade some features for suppliers. New filters will allow them to ignore requests for parts they don’t sell — as well as see chances for growth with parts no one else is selling either — and track staff performance and employee bidding. Quo ng with one’s actual inventory integrated into PartsTrader will also eventually expand to integra ng the DMI pla orm of OEM suppliers.

Also, suppliers will now be able to track customers by returns percentage and amount, as well as net sales.

Compe

on

Windham argued that PartsTrader has interjected itself into an unnecessary role as a middleman without adding any value for OEM dealerships, whom the company will now charge 1.75 percent to sell to their own body shops.

OE Connec on at least verified parts numbers for its subscrip on fee, he said. Plus, even the more archaic “call-and-fax” system could be handled electronically — there’s eFax, a er all, he said.

Windham said he didn’t know of any other electronic parts procurement system that charged a transac on fee. However, Sailer said the system wasn’t priced out of the market with the new costs.

“The PartsTrader fee structure is extremely compe ve for the market solu on we deliver, which is both a sourcing tool and an ordering tool,” he wrote. “Other current offerings charge comparable fees, but generally deliver a more limited solu on (we are the only true dynamic parts sourcing pla orm in the market.)”

UParts CEO Alexander Adegan wrote in an email that his company by contrast doesn’t charge for the basic membership, “which does everything that PartsTrader does.”

“We only charge our suppliers when we integrate with them and provide addi onal value by elimina ng many of their manual processes such as quo ng, order placement, invoicing, shipment no fica on, etc.,” he con nued.

Source: www.repairerdrivennews.com

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History Restored Darrell Amberson combined his passion for the past and hands-on work while restoring a 1946 Dodge WC Pickup.

When Darrell Amberson thinks of the classic 1946 Dodge WC pickup that he restored, he thinks of a quainter me in history. Amberson—a collision industry consultant and former president of Lehman’s Garage in the Twin Ci es metro area of Minnesota—loves history and the hands-on work of vehicle restora on. But un l he found his dream pickup, he had only restored muscle cars.

The car buff and former professional drag racer discovered the truck through a friend who had a boat-moving business and owed him some money. It was 1995, and Amberson had been to some auto shows with his wife. He told her he thought it would be fun to get a truck to restore. As it turned out, his friend in southern California had two trucks.

“In exchange for what he owed me, he picked up the two trucks and brought them up to Minnesota,” Amberson says. One of them was a beat-up 1946 Dodge WC pickup. It would become a trophy winner; even though Amberson points out that his wife’s first reac on was that it looked like nothing more than an old truck.

The truck had spent its life in southern California, where the dry, warm weather kept it in be er condi on than if it had originated in Minnesota. S ll, it was rusty and missing components, Amberson says. He put on a par cle mask and old clothes when he started restoring it. The upholstery was dried and crusty, and plywood in the bed of the box was broken and dried up. But the sheet metal was intact, he says.

The pickup was built right a er World War II, Amberson says, when the country began rebuilding its economy.

Auto produc on had shut down during the war, and most models were similar to this one before the war started, he says. Amberson stripped the paint, took the truck’s body off the frame, then sandblasted it and painted it a period-looking deep blue. He built the engine himself—a flathead six cylinder that makes about 100 horsepower. A machine shop did the machining. He also replaced components such as U-joints, and painted them.

The tailgate had been overloaded and was bent, so he fixed it to factory, and the truck bed was lined with oak wood and nine coats of varnish. From there, Amberson completed the wiring and added turn signals, which were not built in the truck originally because they were made to be workhorses, not street drivers, Amberson says. He also installed a driver’s side arm rest, driver’s side visor, heater, gauges and horns.

He restored the truck before his me at Lehman’s. He was working at Town and Country Dodge in Hopkins, Minn., as the body shop manager, and the body techs there assisted him with straightening panels and painting components. They worked a li le at a me, mostly on weekends. He es mates he poured about $10,000 to $12,000 plus labor into the pickup.

Amberson says he and his wife talked about the truck a lot when he was restoring it, and she followed his progress. For years it was “my truck,” he says. But now they take it out to dinner and to local shows, where it has won top prizes. They’ve put about 5,000 miles on it. “Now it’s our truck,” he says.

Source: Bri Johnson - FenderBender - www.fenderbender.com

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

Our Supporting Vendors: Support those who support you.

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Our Supporting Vendors: Support those who support you.

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Your one-stop-shop for reaching current and prospective wholesale customers, FenderBender and Ratchet+Wrench provide you with turnkey ad programs and a better, more comprehensive reach in your market.

REACHING 136,000+ REPAIRERS EACH MONTH

SERVING 45,000+ COLLISION REPAIR PROFESSIONALS

SERVING 91,000+ AUTOMOTIVE SERVICE REPAIR PROFESSIONALS

WE ARE A PROUD SUPPORTER OF THE MOPAR MASTERS GUILD. ©2015. ALL RIGHTS RESERVED.

Mopar Masters Guild Magazine

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QUALITY A AUTO PARTS FOR ALL MAJOR MAKES AKES

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AUTOMATED

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ON MAGNETI MARELLI OFFERED BY MOPAR PARTS REBATE OFFER ENDS 6/30/2015 ®

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CALL YOUR LOCAL FCA US LLC DEALER TO ORDER Magneti Marelli delivers the best part for every vehicle in your shop. We offer er over 30 product lines and every part is available when you need it. With Magneti Marelli partss you’ll reduce comebacks, improve cycle times and increase customer satisfaction to new levels. s.

Visit MoparRepairConnection.com for details. *20% automated rebate on orders ends June 30, 2015 and is extended to Independent Repair Facilities, Warehousee Distributors, Fleets and non-FCA US LLC dealerships. Internet sales to consumers are not eligible for this rebate. Noo rebate form or invoice required. Offer excludes batteries. FCA US LLC reserves the right to audit dealer parts usage. e.

Total monthly purchases must reach $100 or more to receive automated rebate. Offer excludes Chrysler, Jeep , Dodge, e, Ram, SRT and FIAT vehicles. Available at participating dealers. Cannot be combined with any other offers. ®

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©2015 FCA US LLC. All Rights Reserved. Chrysler, Dodge, Jeep, Ram, Mopar and SRT are registered trademarks of FCA US LLC. FIAT is a registered trademark of Fiat Group Marketing & Corporate Communication S.p.A., used under license by FCA US LLC. Magneti Marelli is a registered trademark of Magneti Marelli S.p.A.

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Opportunity doesn’t have to knock just once...

OEC retail solutions give you more opportunities to sell parts online than ever before.

Mopar Masters Guild Magazine

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For more information or to sign up today please call 888.776.5792 ext 3 or visit www.OEConnection.com/Retail

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May - June2015

We average

$310,000 in

accessories sales per month.

Jonathan Murray Accessories Sales Manager Ken Garff West Valley Chrysler Jeep Dodge Salt Lake City, UT

Experience Accessories Part of Reynolds Retail Management System‌ transforming the way consumers experience your dealership. reyrey.com/AddOnAuto | 888.781.3020 Š 2015 The Reynolds and Reynolds Company. All rights reserved. 1007122 5/15

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Keep Your Parts Inventory Accurate Have you considered how to keep your parts inventory accurate throughout the year? Here are a few tips to help: CONDUCT PERPETUAL INVENTORIES Perpetual inventories give you a much better chance to identify discrepancies, correct them HZ `V\ Ä UK [OLT HUK TPUPTPaL variances during your next physical inventory. During idle time in the parts department, assign each counterperson a few bins to count weekly and update the inaccuracies immediately. Consider \[PSPaPUN 9L`UVSKZ 7HY[Z )HYJVKPUN Scanners to speed up the process and increase accuracy.

MONITOR PARTS IN YOUR SPECIAL ORDER BINS Identify special order parts that have not been picked up within 15 days of being received and notify the customer or service advisor once more. If the parts still aren’t picked up within 30 days, return them to the OEM, place them in stock, or get rid of them. This will keep your special order bins free VM \UULJLZZHY` WHY[Z HUK TPUPTPaL obsolescense.

EVALUATE DIRTY CORE INVENTORY Maintaining an accurate record of customer-returned cores and promptly returning them to the supplier is important. It ensures the inventory value is up-to-date for both Parts and Accounting. Plus, physically removing them allows you to make better use of vital space in your department.

Follow these guidelines consistently throughout the year to keep your inventory accurate and make your next annual physical inventory audit less stressful.

Work smarter, not harder.

To see how Reynolds and Reynolds can help, call 888.781.3020, visit www.reyrey.com/partsbarcoding, or email info@reyrey.com. © 2015 The Reynolds and Reynolds Company. All rights reserved. 5/15

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We’ve Got the Building Blocks to Help You Succeed.

New Responsive Design Website autobodynews.com m

Weekly We eekly e-Newsletter e-Newsletter

5 Regional Print Editions sent to over 41,000 body shops

Promote t your wholesale h l l parts t b business i iin th the lleading di regional news publication read by body shops across the country.

Ask us about our online Regional Banner Advertising opportunities.

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P.O. Box 1516 Carlsbad, CA 92018

Barbara Davies GM bdavies@autobodynews.com

Mopar Masters Guild Magazine

(800) 699-8251 autobodynews.com

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May - June2015

Double digit growth in e-commerce auto parts sales is changing the competitive landscape.

Are you prepared to change with it?

UPS® can help Chrysler dealers tap into this expanding channel for greater e-commerce growth and profits.

Provide a better customer experience with UPS delivery and returns options. Customers can reroute or reschedule their home parts deliveries with UPS My Choice® and experience faster and more convenient returns with preprinted return labels.

Keep efficiency up and costs down with UPS services. UPS delivers earlier to more businesses and ZIP Codes than any carrier and can match transport mode to delivery need to help save you money. One UPS driver for all deliveries and pickups also minimizes interruptions in your day.

Increase productivity with UPS technology solutions. Customize shipping labels to promote offers, build brand and reduce marketing spend. Process more parts shipments in less time with automated data input. And help manage customer expectations through end-to-end visibility and email alerts.

For more information To download the complete 2014 UPS What’s Driving the Automotive Parts Online Shopper TM study, visit ups.com/autostudy.

© 2015 United Parcel Service of America, Inc. UPS, the UPS brandmark and the color brown are trademarks of United Parcel Service of America, Inc. All rights reserved.

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DIY vs DIFM – Steering Online Growth Driving a Successful Aftermarket Online Sales Strategy By: Ioana Mazare, Automotive Marketing Manager, UPS

By now you know the stats. The average age of automobiles will climb beyond its current record of 11.4 years. Automotive aftermarket eͲtail revenue is projected to double within three years. There is significant revenue potential for your business. But your web presence will need more than a quick tuneͲup to capture your share of incremental sales.

Who is shopping online and what are they looking for? Let’s take a look at the dynamics around DIY (doͲ itͲyourself) consumers and their purchase trends.

According to the Auto Care Association’s EͲtailing in the Automotive Aftermarket study, which surveyed both installers and end consumers, 16% of replacement parts purchased within the last six months were installed by customers. This varies greatly from the results found in UPS’s What’s Driving the Automotive Parts Online Shopper study by comScore, which focused solely on the endͲconsumer. This study found that significantly more, 63% of replacement parts buyers and 51% of upgrade buyers, consumers install parts themselves.

An interesting pattern seems to be emerging. Online auto parts shoppers, while currently a relatively small portion of overall auto parts sales at 6% of total industry sales, appear to more likely be DIYers.

Source: What’s Driving the Automotive Parts Online Shopper

A look at the parts DIYers are buying online reveals the majority of purchases are simple parts such as filters, glass and lighting products, and electrical parts that are generally less technical and easier to install. Larger and more complex parts that range from computers and emissions components to exhaust systems tend to be DIFM purchases.

According to the Auto Care study, DIY customers are more than 5 times as likely as DIFM customers (11% to 2%, respectively) to perform their own maintenance or have maintenance performed on their vehicle at least once a month. SimpleͲtoͲinstall parts will therefore likely be your topͲsellers and should have prime placement on your website and apps for smart phones and tablets.

In today’s competitive marketplace, consumers are rewarding businesses that provide an exceptional online experience with repeat business and by promoting them to likeͲminded customers on social media. Whether it’s a DIY or DIFM customer, digital analytics and flexible shipping solutions will help you develop a road map that guides each type of customer back to you each time they make a purchase.

Ioana Mazare is the Automotive Marketing Manager at UPS, where she works with automotive OEM and aftermarket manufacturers, distributors and retailers.

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

May - June2015

LINDA MCCANN

24

Spend more time selling and less time creating paper trails. CDK ePayments makes life easier for you and your customers with more options for easy, convenient payments.

Change how your Service department looks – and works. cdkglobal.com/newrules

IT’S YOUR BUSINESS.

RULE IT. © 2015 CDK Global, LLC / CDK Global is a trademark of CDK Global, LLC.

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

CPD_AD_9.pdf

1

3/6/15

25

9:00 AM

THERE’S CASH IN THAT OLD INVENTORY. C

M

Y

CM

MY

CY

CMY

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LET US HELP YOU SELL IT! After 12 months, chances are, you won’t sell those parts for a profit.

And the longer those aging parts stay in your inventory, the less chance they will ever sell.

Since 2005, Cash Discovery Program has helped dealers buy and sell over $194M in parts.

We help dealers turn idle inventory into cash and increase their parts department revenue by finding them quick-turning inventory at a discount.

Put those parts to work today. Go to www.SellMyIdleStock.com or call 866-598-4077

CPD_AD.indd 1

8/20/14 3:56 PM

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

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May - June2015

INNOVATORS IN ADVANCED DISPATCH MANAGEMENT

ELITE EXTRA™ is an online, real-time software tool that drives ROI and lowers operational costs by streamlining your distribution and delivery processes.

Call 1.888.484.8729 to schedule a demo or visit www.EliteEXTRA.com for more information!

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

27

Elite EXTRA’s Enterprise Account Director Ross Kleiner and Account Manager/Support Specialist Jen DeVries stopped at Jack Powell Chrysler Jeep Dodge Ram and met with Rick Monteiro and the Parts Department in April.

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

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May - June2015

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

29

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

30

May - June2015

PRESENTS:

MOVE IT WITH MOPAR INSTALLER SWEEPSTAKES ÂŽ

From January 1, 2015â&#x20AC;&#x201C;December 31, 2015, repair shops and ďŹ&#x201A;eet customers have a chance to win a 2016 Ram 1500 or a 2016 Polaris RZR just by purchasing MoparÂŽ Remanufactured Powertrain parts through your local Chrysler, Dodge, JeepÂŽ or Ram dealerships. t UUĂ&#x160;Ă&#x160;,iÂŤ>Â&#x2C6;Ă&#x20AC;Ă&#x160;Ă&#x192;Â&#x2026;Â&#x153;ÂŤĂ&#x192;Ă&#x160;>Â&#x2DC;`Ă&#x160;yiiĂ&#x152;Ă&#x160;VĂ&#x2022;Ă&#x192;Ă&#x152;Â&#x153;Â&#x201C;iĂ&#x20AC;Ă&#x192;Ă&#x160;Â&#x153;Â&#x2DC;Â?Ă&#x17E; UUĂ&#x160;Ă&#x160; Ă&#x203A;iĂ&#x20AC;Ă&#x17E;Ă&#x160;ÂŤĂ&#x2022;Ă&#x20AC;VÂ&#x2026;>Ă&#x192;iĂ&#x160;Â&#x153;vĂ&#x160;>Ă&#x160; Â&#x153;ÂŤ>Ă&#x20AC;Ă&#x160;,iÂ&#x201C;>Â&#x2DC;Ă&#x2022;v>VĂ&#x152;Ă&#x2022;Ă&#x20AC;i`Ă&#x160;/Ă&#x20AC;>Â&#x2DC;Ă&#x192;Â&#x201C;Â&#x2C6;Ă&#x192;Ă&#x192;Â&#x2C6;Â&#x153;Â&#x2DC;Ă&#x160;Â&#x153;Ă&#x20AC;Ă&#x160; Â&#x2DC;}Â&#x2C6;Â&#x2DC;iĂ&#x160;}iĂ&#x152;Ă&#x192;Ă&#x160;Â&#x153;Â&#x2DC;iĂ&#x160;iÂ&#x2DC;Ă&#x152;Ă&#x20AC;Ă&#x17E;Ă&#x160; Â&#x2C6;Â&#x2DC;Ă&#x152;Â&#x153;Ă&#x160;Ă&#x152;Â&#x2026;iĂ&#x160;`Ă&#x20AC;>Ă&#x153;Â&#x2C6;Â&#x2DC;} UĂ&#x160;Ă&#x160; Â&#x153;Ă&#x160;Â?Â&#x2C6;Â&#x201C;Â&#x2C6;Ă&#x152;Ă&#x160;Â&#x153;Â&#x2DC;Ă&#x160;Ă&#x152;Â&#x2026;iĂ&#x160;Â&#x2DC;Ă&#x2022;Â&#x201C;LiĂ&#x20AC;Ă&#x160;Â&#x153;vĂ&#x160;iÂ&#x2DC;Ă&#x152;Ă&#x20AC;Â&#x2C6;iĂ&#x192; UĂ&#x160;Ă&#x160; Â?Â?Ă&#x160;Ă&#x20AC;>vyiĂ&#x160;iÂ&#x2DC;Ă&#x152;Ă&#x20AC;Ă&#x17E;Ă&#x160;vÂ&#x153;Ă&#x20AC;Â&#x201C;Ă&#x192;Ă&#x160;Â&#x201C;Ă&#x2022;Ă&#x192;Ă&#x152;Ă&#x160;LiĂ&#x160;Ă&#x192;Ă&#x2022;LÂ&#x201C;Â&#x2C6;Ă&#x152;Ă&#x152;i`Ă&#x160;Ă&#x153;Â&#x2C6;Ă&#x152;Â&#x2026;Ă&#x160;Ă&#x152;Â&#x2026;iĂ&#x160;`i>Â?iĂ&#x20AC;Ă&#x160;Â&#x2C6;Â&#x2DC;Ă&#x203A;Â&#x153;Â&#x2C6;ViĂ&#x160;LĂ&#x17E;Ă&#x160; iViÂ&#x201C;LiĂ&#x20AC;Ă&#x160;Ă&#x17D;ÂŁ]Ă&#x160;Ă&#x201C;ä£x UĂ&#x160;Ă&#x160; Ă&#x20AC;>Ă&#x153;Â&#x2C6;Â&#x2DC;}Ă&#x160;Ă&#x153;Â&#x2C6;Â?Â?Ă&#x160;LiĂ&#x160;Â&#x2026;iÂ?`Ă&#x160;Â&#x153;Â&#x2DC;Ă&#x160; >Â&#x2DC;Ă&#x2022;>Ă&#x20AC;Ă&#x17E;Ă&#x160;Ă&#x201C;Ă&#x2021;]Ă&#x160;Ă&#x201C;ä£Ă&#x2C6;Ă&#x160;­Â?Â&#x153;V>Ă&#x152;Â&#x2C6;Â&#x153;Â&#x2DC;Ă&#x160;Ă&#x152;Â&#x153;Ă&#x160;LiĂ&#x160;>Â&#x2DC;Â&#x2DC;Â&#x153;Ă&#x2022;Â&#x2DC;Vi`Ă&#x160;>Ă&#x152;Ă&#x160;>Ă&#x160;Â?>Ă&#x152;iĂ&#x20AC;Ă&#x160;`>Ă&#x152;iÂŽ UĂ&#x160;Ă&#x160; Ă&#x20AC;>Â&#x2DC;`Ă&#x160;ÂŤĂ&#x20AC;Â&#x2C6;âiĂ&#x160;Â&#x2C6;Ă&#x192;Ă&#x160;>Ă&#x160;Ă&#x201C;ä£Ă&#x2C6;Ă&#x160;,>Â&#x201C;Ă&#x160;ÂŁxää UĂ&#x160;Ă&#x160;-iVÂ&#x153;Â&#x2DC;`Ă&#x160;ÂŤĂ&#x20AC;Â&#x2C6;âiĂ&#x160;Â&#x2C6;Ă&#x192;Ă&#x160;>Ă&#x160;Ă&#x201C;ä£Ă&#x2C6;Ă&#x160;*Â&#x153;Â?>Ă&#x20AC;Â&#x2C6;Ă&#x192;Ă&#x160;,<,

TTo receive i your entry t form, f contact your local Chrysler, Dodge, Jeep or Ram dealer and purchase Mopar Remanufactured Transmissions and Engines.

This contest is in no way sponsored, endorsed or administered by FCA US LLC. ^Ă&#x201C;ä£xĂ&#x160;/Ă&#x20AC;>VĂ&#x17E;Ă&#x160; Â&#x2DC;`Ă&#x2022;Ă&#x192;Ă&#x152;Ă&#x20AC;Â&#x2C6;iĂ&#x192;]Ă&#x160; Â&#x2DC;V°

Â&#x2026;Ă&#x20AC;Ă&#x17E;Ă&#x192;Â?iĂ&#x20AC;]Ă&#x160; Â&#x153;`}i]Ă&#x160; iiÂŤ]Ă&#x160;,>Â&#x201C;Ă&#x160;>Â&#x2DC;`Ă&#x160; Â&#x153;ÂŤ>Ă&#x20AC;Ă&#x160;>Ă&#x20AC;iĂ&#x160;Ă&#x20AC;i}Â&#x2C6;Ă&#x192;Ă&#x152;iĂ&#x20AC;i`Ă&#x160;Ă&#x152;Ă&#x20AC;>`iÂ&#x201C;>Ă&#x20AC;Â&#x17D;Ă&#x192;Ă&#x160;Â&#x153;vĂ&#x160; Ă&#x160;1-Ă&#x160; °Ă&#x160; *Â&#x153;Â?>Ă&#x20AC;Â&#x2C6;Ă&#x192;Ă&#x160;>Â&#x2DC;`Ă&#x160;,<,Ă&#x160;>Ă&#x20AC;iĂ&#x160;Ă&#x20AC;i}Â&#x2C6;Ă&#x192;Ă&#x152;iĂ&#x20AC;i`Ă&#x160;Ă&#x152;Ă&#x20AC;>`iÂ&#x201C;>Ă&#x20AC;Â&#x17D;Ă&#x192;Ă&#x160;Â&#x153;vĂ&#x160;*Â&#x153;Â?>Ă&#x20AC;Â&#x2C6;Ă&#x192;Ă&#x160; Â&#x2DC;`Ă&#x2022;Ă&#x192;Ă&#x152;Ă&#x20AC;Â&#x2C6;iĂ&#x192;]Ă&#x160; Â&#x2DC;V°Ă&#x160;

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

31

Grow and Earn 2015 1-1-2015 through 12-31-2015 Incentivize your customers and your wholesale and retail sales teams!

Earn at each level. $40,000 = 15 X $10.00 gift cards $75,000 = $300.00 in gift cards $125,000 = Go Pro Hero - Silver $175,000 = $1500.00 credit or gift cards $225,000 = $2000.00 reimbursable marketing funds $275,000 = $2500.00 credit or gift cards $350,000 = Caribbean Cruise for two

Program Details: x Program Enrollment required x All incentives subject to 1099 x Only Tracy sourced parts count towards promo x Program runs from 1-1-2015 through 12-31-2015

Call your local Tracy representative for more information .

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

32

May - June2015

MOVE IT WITH MOPAR INSTALLER SWEEPSTAKES ÂŽ

ENTRY FORM Name: _______________________________________________________________________ Repair Shop / Fleet Name: _______________________________________________________ Address: _____________________________________________________________________ Phone: ______________________________________________________________________ Email: _______________________________________________________________________

RULES UĂ&#x160;Ă&#x160;*Ă&#x20AC;Â&#x153;}Ă&#x20AC;>Â&#x201C;Ă&#x160;Ă&#x20AC;Ă&#x2022;Â&#x2DC;Ă&#x192;Ă&#x160;vĂ&#x20AC;Â&#x153;Â&#x201C;Ă&#x160; >Â&#x2DC;Ă&#x2022;>Ă&#x20AC;Ă&#x17E;Ă&#x160;ÂŁ]Ă&#x160;Ă&#x201C;ä£xq iViÂ&#x201C;LiĂ&#x20AC;Ă&#x160;Ă&#x17D;ÂŁ]Ă&#x160;Ă&#x201C;ä£x UĂ&#x160;Ă&#x160;,iÂŤ>Â&#x2C6;Ă&#x20AC;Ă&#x160;Ă&#x192;Â&#x2026;Â&#x153;ÂŤĂ&#x192;Ă&#x160;>Â&#x2DC;`Ă&#x160;yiiĂ&#x152;Ă&#x160;VĂ&#x2022;Ă&#x192;Ă&#x152;Â&#x153;Â&#x201C;iĂ&#x20AC;Ă&#x192;Ă&#x160;Â&#x153;Â&#x2DC;Â?Ă&#x17E; UĂ&#x160;Ă&#x160;Ă&#x160; Ă&#x203A;iĂ&#x20AC;Ă&#x17E;Ă&#x160;ÂŤĂ&#x2022;Ă&#x20AC;VÂ&#x2026;>Ă&#x192;iĂ&#x160;Â&#x153;vĂ&#x160;>Ă&#x160; Â&#x153;ÂŤ>Ă&#x20AC;ÂŽĂ&#x160;,iÂ&#x201C;>Â&#x2DC;Ă&#x2022;v>VĂ&#x152;Ă&#x2022;Ă&#x20AC;i`Ă&#x160;/Ă&#x20AC;>Â&#x2DC;Ă&#x192;Â&#x201C;Â&#x2C6;Ă&#x192;Ă&#x192;Â&#x2C6;Â&#x153;Â&#x2DC;Ă&#x160;Â&#x153;Ă&#x20AC;Ă&#x160; Â&#x2DC;}Â&#x2C6;Â&#x2DC;iĂ&#x160;}iĂ&#x152;Ă&#x192;Ă&#x160;Â&#x153;Â&#x2DC;iĂ&#x160;iÂ&#x2DC;Ă&#x152;Ă&#x20AC;Ă&#x17E;Ă&#x160; into the drawing UĂ&#x160;Ă&#x160; Â&#x153;Ă&#x160;Â?Â&#x2C6;Â&#x201C;Â&#x2C6;Ă&#x152;Ă&#x160;Â&#x153;Â&#x2DC;Ă&#x160;Ă&#x152;Â&#x2026;iĂ&#x160;Â&#x2DC;Ă&#x2022;Â&#x201C;LiĂ&#x20AC;Ă&#x160;Â&#x153;vĂ&#x160;iÂ&#x2DC;Ă&#x152;Ă&#x20AC;Â&#x2C6;iĂ&#x192; UĂ&#x160;Ă&#x160; Â?Â?Ă&#x160;Ă&#x20AC;>vyiĂ&#x160;iÂ&#x2DC;Ă&#x152;Ă&#x20AC;Ă&#x17E;Ă&#x160;vÂ&#x153;Ă&#x20AC;Â&#x201C;Ă&#x192;Ă&#x160;Â&#x201C;Ă&#x2022;Ă&#x192;Ă&#x152;Ă&#x160;LiĂ&#x160;Ă&#x192;Ă&#x2022;LÂ&#x201C;Â&#x2C6;Ă&#x152;Ă&#x152;i`Ă&#x160;Ă&#x153;Â&#x2C6;Ă&#x152;Â&#x2026;Ă&#x160;Ă&#x152;Â&#x2026;iĂ&#x160;`i>Â?iĂ&#x20AC;Ă&#x160;Â&#x2C6;Â&#x2DC;Ă&#x203A;Â&#x153;Â&#x2C6;ViĂ&#x160;LĂ&#x17E;Ă&#x160; iViÂ&#x201C;LiĂ&#x20AC;Ă&#x160;Ă&#x17D;ÂŁ]Ă&#x160;Ă&#x201C;ä£x UĂ&#x160;Ă&#x160; Ă&#x20AC;>Ă&#x153;Â&#x2C6;Â&#x2DC;}Ă&#x160;Ă&#x153;Â&#x2C6;Â?Â?Ă&#x160;LiĂ&#x160;Â&#x2026;iÂ?`Ă&#x160;Â&#x153;Â&#x2DC;Ă&#x160; >Â&#x2DC;Ă&#x2022;>Ă&#x20AC;Ă&#x17E;Ă&#x160;Ă&#x201C;Ă&#x2021;]Ă&#x160;Ă&#x201C;ä£Ă&#x2C6;Ă&#x160;­Â?Â&#x153;V>Ă&#x152;Â&#x2C6;Â&#x153;Â&#x2DC;Ă&#x160;Ă&#x152;Â&#x153;Ă&#x160;LiĂ&#x160;>Â&#x2DC;Â&#x2DC;Â&#x153;Ă&#x2022;Â&#x2DC;Vi`Ă&#x160;>Ă&#x152;Ă&#x160;>Ă&#x160;Â?>Ă&#x152;iĂ&#x20AC;Ă&#x160;`>Ă&#x152;iÂŽ UĂ&#x160;Ă&#x160; Ă&#x20AC;>Â&#x2DC;`Ă&#x160;ÂŤĂ&#x20AC;Â&#x2C6;âiĂ&#x160;Â&#x2C6;Ă&#x192;Ă&#x160;>Ă&#x160;Ă&#x201C;ä£Ă&#x2C6;Ă&#x160;,>Â&#x201C;Ă&#x160;ÂŁxää UĂ&#x160;Ă&#x160;-iVÂ&#x153;Â&#x2DC;`Ă&#x160;ÂŤĂ&#x20AC;Â&#x2C6;âiĂ&#x160;Â&#x2C6;Ă&#x192;Ă&#x160;>Ă&#x160;Ă&#x201C;ä£Ă&#x2C6;Ă&#x160;*Â&#x153;Â?>Ă&#x20AC;Â&#x2C6;Ă&#x192;Ă&#x160;,<, UĂ&#x160;Ă&#x160;7Â&#x2C6;Â&#x2DC;Â&#x2DC;iĂ&#x20AC;Ă&#x160;Ă&#x20AC;iĂ&#x192;ÂŤÂ&#x153;Â&#x2DC;Ă&#x192;Â&#x2C6;LÂ?iĂ&#x160;vÂ&#x153;Ă&#x20AC;Ă&#x160;>Â?Â?Ă&#x160;Ă&#x152;>Ă?iĂ&#x192;]Ă&#x160;Â?Â&#x2C6;ViÂ&#x2DC;Ă&#x192;iĂ&#x160;>Â&#x2DC;`Ă&#x160;viiĂ&#x192;

Submit dated invoice and completed entry form to: Tracy Industries, Inc. >Ă?\Ă&#x160;­xĂ&#x2C6;Ă&#x201C;ÂŽĂ&#x160;Ă&#x2C6;Â&#x2122;Ă&#x201C;Â&#x2021;nxx{]Ă&#x160; Ă&#x152;Ă&#x152;Â&#x2DC;\Ă&#x160;9Â&#x153;Â?Ă&#x17E; >Â&#x2C6;Â?\Ă&#x160;/Ă&#x20AC;>VĂ&#x17E;Ă&#x160; Â&#x2DC;`Ă&#x2022;Ă&#x192;Ă&#x152;Ă&#x20AC;Â&#x2C6;iĂ&#x192;Ă&#x160;,>vyiĂ&#x160;*Ă&#x20AC;Â&#x153;}Ă&#x20AC;>Â&#x201C;]Ă&#x160;Ă&#x17D;Ă&#x2021;Ă&#x17D;Ă&#x2021;Ă&#x160;-°Ă&#x160; >ÂŤÂ&#x2C6;Ă&#x152;Â&#x153;Â?Ă&#x160; Ă&#x203A;i]Ă&#x160;7Â&#x2026;Â&#x2C6;Ă&#x152;Ă&#x152;Â&#x2C6;iĂ&#x20AC;]Ă&#x160; Ă&#x160;Â&#x2122;äĂ&#x2C6;ä£ This contest is in no way sponsored, endorsed or administered by FCA US LLC.

Š2015 Tracy Industries, Inc. Chrysler, Dodge, Jeep, Ram and Mopar are registered trademarks of FCA US LLC. Polaris and RZR are registered trademarks of Polaris Industries, Inc.

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

33

MEMBERSHIP APPLICATION AND RENEWAL FORM 1DPH BBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBB 'HDOHUVKLS 1DPH BBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBB %XVLQHVV $GGUHVV BBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBB &LW\ BBBBBBBBBBBBBBBB6WDWH BBBBBBBBBBBBBBBB =LS BBBBBBBBBBBBBB 'HDOHU &RGH BBBBBBBBBB %XVLQHVV ( PDLO BBBBBBBBBBBBBBBBBBBBBBBBBBBBB 7\SH RI %XVLQHVV V\VWHP 5 5 $'3 (7& BBBBBBBBBBBBBBBBBBBBBBBBBBBB 'HDOHU 3ULQFLSDO 1DPH BBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBB

3HUVRQDO ,QIRUPDWLRQ 1DPH BBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBB $GGUHVV BBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBB &LW\ BBBBBBBBBBBBB6WDWH BBBBBBBBBBBBBBBB =LS BBBBBBBBBBBB 6SRXVH QDPH BBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBBB <RXU VKLUW VL]H BBBBBBBBBBBBBBB 0BBBBB )BBBBB <RXU VSRXVH¶V 6KLUW VL]H BBBBBBBBBBBB0 BBBB )BBBB

3D\LQJ 0HPEHUVKLS 'XHV IRU BBBB BBBB BBBB

Annual Dues are $100 per year Please complete this form and mail with payment to: Mopar Masters Guild Attn: SUSAN MCDANIEL 2215 W. EARLL DRIVE PHOENIX, AZ. 85015

Mopar Masters Guild â&#x20AC;&#x201D; The exchange of information by like size dealers in a non-competitive environment.

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

34

May - June2015

The View From My Office SubmiƩed by Kat Monteiro - Jack Powell CJD Hello everyone! Kathy Monteiro here - you can call me Kat. This is a li le blog style segment I am calling The View From My Office. You see, I am a parts delivery driver here in beau ful San Diego County at Jack Powell Chrysler Jeep Dodge. Most of you know my husband, and boss, Rick Monteiro, the Parts Director here at Jack Powell.

We have been a part of the Mopar Masters family for over 20 years! I feel so privileged to know so many of you. And the friends we have met and get to hang out with are priceless. Who would have thought being a parts manager would bring so much opportunity and experiences to one’s family life!

I thought it would be fun to write li le ar cles for the Mopar Master Newsle er telling about the parts business from a driver’s point of view. People o en say “you’re just a driver” like how hard can it be! When it’s 100 degrees outside and I complain I always get “well at least you get to drive around in an air condi oned truck all day”.

People do not realize how much work and effort it takes to be a good parts driver. They do not realize the work that goes into loading and unloading parts - some mes big body order parts - In and out of that truck in all weather. As drivers we are the face of Jack Powell CJD, in person and on the road, since I am driving around with a billboard! The parts advisors sell the customer their parts but it is me and the other drivers who are mee ng them face to face. It is efficiency, being courteous and helpful, and ge ng it right - every stop, every day. There can be no bad days - even if you are having one!

But everyone reading this already knows all that!

I want to introduce you to my world! I want to introduce you to some of my favorite customers and tell you about some of the fun or unusual things that happen to me during my day on the road. I am always snapping pictures of some of the beau ful places I get to drive through or where I stop and have lunch. And I am always referring to my truck as my office. I love my job! And I want to share it with all of you!

Let me start this series with an introduc on to my team. These are the awesome people I work with.

Every one of these people help the Jack Powell CJD world spin!

I call our parts advisors the Dream Team. They are so awesome and experienced. Customers always have their favorites but always tell me how comfortable they are to talk to any of our advisors because they always get the help they are looking for.

They appreciate that whoever they talk to will help them and there is not the compe on pressure where advisors are pressuring to only call them back for help. They like the idea of when they call they will be helped no ma er who answers the phone.

I love to brag about our advisors!

Continued on Page 35

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

35

Continued from Page 34

So here’s the lineup at Jack Powell: Rick Monteiro - Parts Director Steven Ausencio - Parts Manager Chuck Fenly, Robert Ethington, Manuel Reyes. These are the main parts advisors.

Parts Advisors - John Hamilton, Josh Mar nez, Efrain Merlin, Nolan Preston, These are our Dispatchers who use the Elite Extra Program (A Mopar Masters Guild Vendor!) to keep our customers happy and sa sfied! - Kenny Sanchez and Tom Chalmers.

Drivers - Dayna Piccirilli, Kevin Muir(His great grandfather is the famous John Muir!), Blue McFaddin, Yoli Dajlaia, Noa Carol, James Villanueva, Mathew Ingram, and myself.

Warehouse - our puzzler - I call him that because we always get these huge orders coming in and he always finds a place for everything - Ken Mitchell - he has worked for Jack Powell for 25 years! And warehouser, Lee Schenk.

So that is it for this issue, I look forward to wri ng something new and fun for the next one.

Have a great day!

And by the way..........here’s the View From My Office

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

36

May - June2015

Consumer Federation: Car insurance companies not discounting low-mileage drivers May 27, 2015 | Business Practices | Insurance

Three of the top six auto insurers in the country o en ignore an important actuarial variable and fail to give low-mileage drivers a break on rates, the Consumer Federa on of America announced Thursday.

“The failure of most large insurers to adequately reward low mileage especially harms lower income and older drivers because they drive the least,” federa on Execu ve Director Stephen Brobeck said in a statement. “This lack of concern for mileage, along with an emphasis on other non-driving factors such as occupa on and income, help explain why insurers charge many lower income drivers such high prices for minimal, state-required liability coverage.”

The federa on sought quotes for a hypothe cal 30-year-old unmarried female bank teller with a high school degree, a spotless driving record and a 2005 Honda Civic in the driveway of her rental home (located in a ZIP code with a $30,000 median income). The only variable was whether she drove 5,000 or 20,000 miles per year.

Only No. 1 State Farm consistently gave discounts to Ms. CFA for driving 5,000 miles. No. 6 Farmers and No. 4 Progressive didn’t even ask about mileage “in most cases,” according to the federa on, and the duo and No. 3 Allstate “o en or always” gave her the same price at either total distance. No. 2 GEICO gave discounts in most cases, though o en not as much as State Farm.

USAA, which the Na onal Associa on of Insurance Commissioner announced in March beat out Farmers to become No. 5 in 2014, wasn’t surveyed. The federa on, which refers to “the five largest insurers” in its news release, apparently used 2013 market shares to determine the scope of its study.

California requires insurers to use miles driven to calculate rates — and it’s interes ng to note the difference in rates the federa on found. If Ms. CFA lived in Oakland, she’d only have to pay between 72 and 83 percent of the higher-travel cost if she only drove 5,000 miles.

“If insurers were to properly reward consumers for less driving, that would not only lessen their auto insurance costs, but also reduce the number of uninsured motorists, accidents, air pollu on, and the impact on global warming,” former Texas Insurance Commissioner J. Robert Hunter, federa on director of insurance, said in a statement.

Interes ngly, the consumer group’s findings regarding Allstate and Progressive rates even seems to contradict what the No. 3 and No. 4 insurers have said about mileage.

The group quotes Allstate President Ma hew Winter as saying May 6 “this trend [of increased claims and losses] is externally driven, primarily by miles driven.”

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Continued from Page 36

Progressive itself has found miles driven important, measuring it on Snapshot.

However, Progressive spokesman Jeff Siebel wrote in an email to NBC News contributor Herb Weisbaum of ConsumerMan that “mileage in and of itself is not highly correlated with risk of loss,” and 13 billion miles of Snapshot data show “how you drive is more important than how much you drive.”

Snapshot also measures speed changes (indica ng hard braking, for example) and me driven.

State Farm, GEICO and Allstate didn’t respond to Weisbaum/NBC’s request for comment. Farmers directed the network to the Insurance Informa on Ins tute.

“Auto insurance companies want to get the best match they can between the premium they charge and the risk they assume,” III chief economist and Senior Vice President Steven Weisbart told Weisbaum. “And in some cases miles driven is a helpful factor but experience suggests there are lots of other things that need to be taken into account.”

The Consumer Federa on does acknowledge that where you’re driving in all that mileage is more important than gross mileage — fewer accidents occur on highways.

But gross mileage s ll ma ers, it says, ci ng Quality Planning, Wharton business school and Massachuse s Ins tute of Technology research.

Also, other data indicate that lower-income drivers log fewer miles.

“The high annual premiums for low mileage revealed by our research suggest that low- and moderateincome drivers are greatly harmed by the refusal of many insurers to reward this low mileage,” Brobeck said in a statement.

The federa on also cri cizes the idea that an insurer can’t get accurate mileage without a telematics device (which many eventually will likely adopt anyway), poin ng to past odometer reads done by insurers, state smog checking programs and en es like CARFAX. “The complaint of some insurers that they cannot easily determine accurate odometer readings is just an excuse,” Hunter said in a statement. “Ge ng this informa on is rela vely easy, as some insurers have demonstrated. And how many insurers are carefully checking on factors like educa on and occupa on that they are increasingly using in their rate-making?” he added.

About 61 percent of consumers surveyed in 2012 felt using annual mileage to determine rates was a fair method, according to the federa on, so insurers might want to reconsider such discounts if there is actuarial merit to them. A more precise method might be to track mileage by ZIP code or other approximate loca on — insurers knowing exactly where your car was at all mes raises privacy concerns — through telema cs for a determina on of miles in urban versus highway se ngs.

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

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May - June2015

2015 M MMG MG C Com o m m itte i t t ees es President Vice President Treasurer Secretary

Rick Cutaia Andy Reed Susan McDaniel Susan McDaniel

Rick Hendrick DCJR - Charleston, SC Allen Samuels DCJ – North Richland Hills, TX Bill Luke CJD – Phoenix, AZ Bill Luke CJD – Phoenix, AZ

Marvin Windham Rick Monteiro Joe McBeth Paul Allred

Benchmark CJD – Birmingham, AL Jack Powell CJD – Escondido, CA Dallas DCJ – Dallas, TX Stateline CJD – Fort Mill, SC

Committees: Vendor Chairman

Paul Allred

Stateline CJD - Fort Mill, SC

Newsletter

Don Cushing

Bald Hill DCJ – Warwick, RI

Nada 2016 Planning

Susan McDaniel

Bill Luke CJD - Phoenix, AZ Gerry Oaks - Baxter CJD – Omaha, NE

Membership

TBA

Finance Committee

Susan McDaniel Rick Cutaia

Bill Luke CJD – Phoenix, AZ Rick Hendrick DCJR - Charleston, SC

CDK Global

Gerry Oaks Paul Allred Andy Reed Rick Monteiro

Baxter CJD – Omaha, NE Stateline CJD – Fort Mill, SC Allen Samuels DCJ – North Richland Hills, TX Jack Powell CJD – Escondido, CA

Reynold & Reynolds

Rick Cutaia Susan McDaniel Marvin Windham

Rick Hendrick DCJR – Charleston, SC Bill Luke CJD – Phoenix, AZ Benchmark CJD – Birmingham, AL

Dan Hutton Paul Allred Steve Hofer

Tom O’Brien CJD – Greenwood, IN Stateline CJD – Fort Mill, SC Park CJ – Burnsville, MN

Dealer Tire

Susan McDaniel Marvin Windham Joe McBeth

Bill Luke CJD – Phoenix, AZ Benchmark CJD – Birmingham, AL Dallas DCJ – Dallas, TX

Elite Extra

Rick Monteiro J.D. Ipsen Larry Morris

Jack Powell CJD – Escondido, CA Ken Garff West Valley CJDR - Wesy Valley City, UT Fred Beans CJDR - Doylestown, PA

UPS

Glen Hojnacki

Milosch’s Palace CJD – Lake Orion, MI

Tracy Industries

Mike Mulkins

Go Chrysler Jeep West - Golden, CO

Katzkin

Mike Gerber

Rairdon CDJ - Kirkland, WA

Executive Committee All of the above as well as:

Vendor Committees

OEConnection Snap-On

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