Mopar Masters Guild Magazine Nov - Dec 2017 Edition by Don Cushing

Leaders in the sale of quality Mopar Parts.

November - December 2017

Also In This Issue From the Desk of MMG President Susan McDaniel .................2 MMG Meets with Dealer Tire ..........3 NADA 2018 Preliminary Info ........ 4-5 MMG Invited to OEConnection ... 6-7 MMG Vendor Committee Visits with Snap-On Business Solutions ...............8 What The Recent Wave of Lawsuits Means for Collision Repair ...........9-10 John Eagle Collision Case Re-Examined at SEMA .....................11 Education Was Major Industry Concern in 2017 ............................12-13 MMG Supporting Vendors .........14-15 The View from My Office...........16-18 10 Missions Media .............................19 CDK Global ...................................20-22 AER .......................................................23 Reynolds & Reynolds ...................24-25 Elite Extra .....................................26-27 Autobody News ...................................28 Katzkin .................................................29 UPS .................................................30-32 Dataset .................................................33 Snap-On Business Solutions .......34-35 OEConnection ...............................36-37 Rousseau Storage ...............................38 Mopar ...................................................39 Legos, Drain Plugs & Caves .......40-41 2017 MMG Committees ...................42

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

Mopar Masters Guild

November - December 2017

From the Desk of MMG President Susan McDaniel Gratitude Hello Everyone! Can you believe it? We are coming to a close of another year! I hope it was a good one for all of you. This is always a great me to sit back and reflect on the year and what we have accomplished and what we are thankful for…to count our blessings. We all have so much to be thankful for. Thank you to all of our suppor ng vendors who have made this guild possible. We have all learned so much from each other. The phone calls, mee ngs and events we have all par cipated in throughout the year have truly helped us all grow, both, personally and professionally. A big THANK YOU to Don Cushing for pu ng together these newsle ers, managing our website, Facebook page and all of the prepara on needed to conduct our yearly mee ngs. Don makes so many things happen seamlessly. Please keep those pictures and ar cles coming, Don can always use the input! I would like to thank each and every one of the members of the Mopar Masters Guild for your faith, and dedica on to our Guild. Every single one of you has something to bring to the table. In every one of our mee ngs, there is always, at least one thing that is said that strikes a nerve with one of us…and so the crea vity begins. As me goes on, we all have to become more and more crea ve in our posi ons. I urge ALL of you to con nue to make the me to par cipate in these mee ngs and events. Thank you to the men and women of our Armed Forces who risk their lives every day for our freedom. No matter how diﬃcult things may seem, it is all transitory. There is always someone out there who has it worse than you do. Remember to look back at past problems and situa ons that seemed to have an unreachable solu on; every problem and every bad situa on has a resolve and always will. Remember… each one of us has had something said to us that has changed our lives in some way. Be that difference. Always remember to show gra tude to those around you. “As we express our gra tude, we must never forget that the highest apprecita on is not to u er words, but to live by them.” - JFK

Susan Susan McDaniel susan@billluke.com 602.336.1557

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

MMG Meets with Dealer Tire In October, a group of Mopar Masters (Susan McDaniel of Bill Luke in Phoenix, AZ, Marvin Windham of Benchmark in Birmingham, AL, Paul Allred of Stateline in Fort Mill, SC, Dan Hu on of Tom O’Brien in Indianapolis, IN, Robert Chatwin of Larry H. Miller in Sandy, UT, and Cody Eckhardt of Larry H. Miller in Sandy, UT) visited our friends at Dealer Tire in Cleveland, Ohio. These people are a class act and have always been there for us. They have literally brought us into the re business with all of their exper se, utmost professionalism, training, state of the art websites and ordering systems, not to men on their SUPPORT. I speak for many when I say that they have made being in the re business very easy for us. Seamless. We toured their new state of the art facility. It is a beau ful turn of the century building that they have added just enough modern ameni es to to make it both unique and invi ng. It is an open concept design to create a very work friendly environment that is great for communica on. They have a large staff dedicated to all online systems and answering incoming phone calls. There are several small mee ng offices named a er some of their successful partners. I was happy to see Bill Luke CJDR on one of the doors! A er touring this facility and speaking to members of their staff, there was no ques on why this business runs so flawlessly and their support and dedica on is second to none. The top three re selling dealers are members of the Mopar Masters Guild. Bill Luke CJDR in Phoenix, AZ, Dallas Dodge in Dallas, TX and Larry H. Miller in Sandy, UT. A big THANK YOU to everyone at Dealer Tire for your con nued support of ALL dealers and of the Mopar Masters Guild. Susan McDaniel Bill Luke CJDR President Mopar Masters Guild

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

November - December 2017

Updated - New Changes In Eﬀect Mopar Masters Guild NADA 2018 Preliminary Info 26th Annual Mee ng Monte Carlo Casino/Hotel (Soon to be PARK MGM) – 3770 S. Las Vegas Blvd – Las Vegas, NV 89109 Sunday, March 18th 2018 Arrive in Las Vegas Monday, March 19th 2018 FCA Service & Parts Managers 20 Group Mee ng - 7am - 5pm Monte Carlo/Park MGM Hotel Mee ng Room - Victoria 1 Breakfast/Lunch - Kensington Gardens Room Tuesday, March 20th 2018 FCA Service & Parts Managers 20 Group Mee ng - 7am - 5pm Monte Carlo/Park MGM Hotel Mee ng Room - Victoria 1 Breakfast/Lunch - Kensington Gardens Room Welcome Recep on - 6pm - 9pm - Moon Nightclub at Palms Hotel & Casino 4321 w. Flamingo Road, Las Vegas, NV 89103 Continued on Page 5

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts Continued from Page 4 Wednesday, March 21st, 2018 Mee ngs & I nerary - 7am - 5pm Monte Carlo/Park MGM Hotel Mee ng Room - Victoria 1& 2 Breakfast/Lunch - Kensington Gardens Room Thursday, March 22nd, 2018 Mee ngs & I nerary - 7am - 5pm Monte Carlo/Park MGM Hotel Mee ng Room - Victoria 1& 2 Breakfast/Lunch - Kensington Gardens Room Spouse’s Brunch - Loca on & Times TBD MMG Cocktail Recep on - 7pm - 10pm Drai’s A er Hours at the Cromwell Hotel & Casino 3595 S. Las Vegas Blvd, Las Vegas, NV 89103 Friday, March 23rd, 2018 NADA Floor Time & Schedule - TBA Saturday, March 24th, 2018 Mee ngs & I nerary - 7am - 5pm Monte Carlo/Park MGM Hotel Mee ng Room - Victoria 1& 2 Breakfast/Lunch - Kensington Gardens Room

Hotel Reserva ons - Click or cut & paste the weblink listed below into your web browser:  h ps://aws.passkey.com/go/SMOP0318PK  This link will direct you to the Monte Carlo Reserva on Website specifically set up for your group.  Choose which date you would like to check in and how many nights you will be staying with us, then click the “search availability” bu on.  You will then be able to view what we have made available to you under your group rate.  If you’re sa sfied with the informa on selected, simply click book this room.  You will then be asked for your credit card informa on and given a confirma on code a er confirming.  Please keep this code as you will need it upon check in.

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

November - December 2017

MMG Invited to join OEC Dealer Council Meeting On October 12-13, the Mopar Masters Guild Vendor Commi ee met with OEConnec on Dealer Council (Wholesale Focus) which included other OE’s. The MMG commi ee in a endance was:  Paul Allred - Stateline CJR - South Carolina  Susan Mc Daniel - Bill Luke Chrysler - Arizona  Robert Chatwin - Larry Miller CJR - Utah  Cody Eckhardt - Larry Miller CJR - Utah.  Other MMG Members who were also invited:  Glenn Hojnacki - Milosch Auto Palace CJD - Michigan  Denny Loux - Fred Beans Parts - Pennsylvania  Dave Wi linger - Fred Beans Parts - Pennsylvania On Wednesday evening we had an opening cocktail recep on at the 1890 Lounge at the Arcade in the Hya , we then headed to dinner at the Greenhouse Tavern in downtown Cleveland. Sorry to say that was the same night as game 5 of the series between Indians and Yankees. John Haluch Director, Customer Success at OEConnec on, opened the mee ngs with introduc ons around the room and talked about gaining some key insight from Dealers.  What we’re doing right  What we’re doing wrong  How we can be more eﬀec ve to help you grow your business  How the market is changing, etc John then introduced Ike Herman, Chief Opera ng Oﬃcer. Ike announced that OEConnec on is now a Global Company with the purchase of OE-Centric Technology Company in Chelmsford, Uk. This gives them a global parts and service business footprint unmatched in the auto industry. Ike also gave an overview of the company’s focus on consistent mission & value proposi on. Ike also talked about OE Solu ons overview workflow D2dlink, Collisionlink, MyPricelink, Repairlink, Consumerlink etc. Ike finished up with saying Customer Retenon is at 98%, Customer Recommenda on at 92%. Ike then introduced Bill Lopez Vice President/GM of the Collision Business Unit. Bill and his Collision Product team talked about Collison Stakeholder landscape of the body shop. Industry Data Sharing is the current market leader in collision data exchange 70% share is claiming ownership and control of the data exchange. We also heard about OEM Cer fied Networks.

Continued on Page 7

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Continued from Page 6 Next up was Jon Palazzo Vice President/GM Mechanical Business Unit and his team talked about:  Dealer Branding  Catalog Controls  Dealer Self-Managed Promo ons  Trends in the Mechanical business  Shop Integra on  Delivery  Market Development- Dealer Coverage Sarah Truman, Enterprise Product Manager, talked about the new OEC enhancements, DMS integra on and DMS connect. No fica ons dropdown allows a quick view of the most recent orders received. Also coming soon is the ability to archive and print mul ple transac ons. Sarah also gave a brief overview on new DMS Integra on enhancements such as Create Quote, get Real- me QOH, get Matrix Pricing, Logis cs solu on and eInvoice feature. Next up was Patrick Miltner Product Manager Supply Chain Business Unit who gave us an overview of Inventory Data, Idle/Excess/Obsolete Inventory, Parts Network and Locator. Our Guest speaker up next was Sean Carey with SGC Consul ng. Sean has over 30 years’ experience in the automo ve industry. A mechanical engineer by trade he embarked on his sales and marke ng career with the UK’s largest parts distribu on company during which me he earned a degree in marke ng from the Charter Ins tute of Marke ng. In 1991 Sean joined Nissan at its London headquarters, where he created, launched and managed Nissan’s Cer fied Collision Repair Program. Sean talked about the future of our business with new Technology (ADAS) Advanced Driver Assistance Systems and how this will change our business. He also talked on Autonomous Vehicles and Photo Base Adjuster. OE’s might be able to control the es ma ng with the car producing the claim. Sean had some really interes ng predic ons to the future of our collision business. We finished up Friday with Tom Strain Director, Business Intelligence and Retail eCommerce, and his team upda ng us on Dealer Metrics, Analy cs and Repor ng, OEC/Dealer Group Oﬀerings:  Sales previous months per customer  Schedule reports  Brainstorm Ideas for repor ng  Talked about Dealer Analy cs prototype I would like to finish up with thanking O.E. Connec on and there team for one of the best Dealer Council Wholesale Focus mee ngs I have ever been a part of! Your partnership with the Mopar Masters Guild is greatly appreciated. Respec ully submi ed by Dan Hu on - Fixed Ops Director – Tom O’Brien CDJR

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

November - December 2017

MMG Visits Snap-On Business Solutions Members of the Mopar Masters Guild visited our good friends and Suppor ng Vendor Snap-On Business Solu ons on October 10th. In a endance were: Susan McDaniel Dan Hu on Marvin Windham Paul Allred Cody Eckhardt Robert Chatwin We enjoyed a great mee ng with Snap-on, led by Keith Pople, Ken Satz, Jim Sever, and Milton Revmatas. We discussed Service and Recall updates that will include an a ermarket program that will help drive customers back to the dealerships. The group also reviewed the upcoming Q4 and Q1 essen al tool distribu on. Ken and Keith then went over EPC 5’s new enhancements and coming features that will include a Quick Quote feature, Warranty Job Aid, which will both improve efficiency, as well as Part Protec on, and a program that will bolster dealership revenue by offering extended warranty on parts that customers purchaseWe then discussed Dealership Opera ons, trying to make sense of the mul tude of systems available in the marketplace. Our goal was to iden fy which products do what and how each does or doesn’t integrate with other business systems, which helped us gain clarity on the different solu ons out there. We closed the day with a healthy discussion on other industry trends and general dealership pain points. We were then treated to a very nice dinner at Ken Stewart’s Lodge. We’d all like to thank Snap-On Business Solu ons for their hospitality and for the con nuing partnership with the Mopar Masters Guild. Submi ed by Robert Chatwin - Larry Miller Auto - Sandy, UT

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

What the Recent Wave of Lawsuits Means for Collision Repair That’s what shop owner Leif Hansen kept reitera ng while discussing the scope of the lawsuit he’s filed on behalf of Leif’s Auto Collision Centers against GEICO. But the ques on is whether this “iceberg”—aka the slew of recent lawsuits varying from John Eagle’s failure to follow OEM procedures, to Nick’s Garage accusing Na onwide and Progressive of breaching contracts, to Hansen’s own hub-and-spoke conspiracy theory—will be a catalyst for industry change. Par cularly: A change in insurer-repairer rela onships. No court case is the same, but with various insurance companies being involved in a large majority of them, shop owners are raising concerns of liability and unfair payment. And, as Erica Eversman (a collision repair a orney for Vehicle Informa on Services) noted in a previous ar cle with FenderBender, the John Eagle case wasn’t just another lawsuit—it was a watershed moment; it was the stepping stone that could lead to massive, industry-wide ac on. But for massive, industry-wide ac on to take place, it requires more diligence and accountability from collision repair shops, says Doug Irish, co-chair of insurer-repairer rela ons for the Collision Industry Conference (CIC). FenderBender spoke with both Hansen and Irish to evaluate the legal landscape and gauge whether change is, indeed, coming.

Leif’s vs. GEICO This isn’t the first me Hansen has seen GEICO (who did not respond to an interview request from FenderBender) in court. In a case over rates back in 2016, Hansen won and hoped that it would change things—unfortunately, it didn’t. In November 2017, Hansen filed on behalf of his two-loca on shop opera on (once 11 loca ons) against GEICO, alleging the insurance company contracted with a group of body shops in various Portland regions to set a ceiling for repair rates. Hansen says that discounted rate is being forced on other shops that believe they are conforming to the “market rate.” In his part of the market, Hansen says the going rate for mechanical work is about $110-120 an hour for domes c vehicles. He alleges that GEICO shops do the work for $58 an hour. “As the lawsuit explains, this is a classic hub-and-spoke conspiracy where a big industry giant bullies its way to higher profits,” said Steven Olson, a orney for Leif’s. “Many Oregonians will be surprised to learn they are driving unsafe cars as a direct result of GEICO’s backroom dealings with repair shops.” But this push-and-pull with GEICO has been going on for a bit. In addi on to Hansen’s pervious suit against GEICO, earlier this year the insurer filed against Leif’s for using “in mida on, delays and other abusive tac cs to keep adjusters from inspec ng vehicles.” When asked how the lawsuit is aﬀec ng business, Hansen says that he has to send a daily email to the president of GEICO claims, lis ng the dozen-and-a-half cars that have been si ng in his shop wai ng for them to be approved, with some cars being there for almost a month. Continued on Page 10

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

November - December 2017

Continued from Page 9 A er recently discovering his shops have been insured with GEICO for personal auto insurance for quite some me now, Hansen also personally filed a class ac on on behalf of all the GEICO-insured across the na on for breach of contract, claiming that GEICO sold him a policy that does not pay out 100 percent when a claim is made.

More to the Puzzle Irish believes it’s more complex than just one insurance company telling a shop what it can and can’t do. “[These lawsuits] … are trying to work through some laws that I don’t necessarily agree apply to the issues that they have at hand,” Irish says. There’s always going to be the same issue between insurers and repairers on whether or not they’re being paid properly, he says. “The challenge that I have is that whenever I see these lawsuits, it always claims that the insurance carrier is either prohibi ng or preven ng or demanding the shop fix a car improperly. I’ve always taken the posi on that the insurance companies don’t have anything to do with a repair,” Irish says. “They’re there to indemnify the owner of the vehicle to have the vehicle repaired, so the only control they have is how much they will pay for the repair and that’s what the shops need to nego ate. A fair price for fixing the car. “ The insurance company never touches the car, Irish says, so shops can’t claim a er the fact that the insurance company didn’t let them repair it properly. Not speaking to the Leif’s case in par cular, Irish says that when it comes to cases similar to that of the John Eagle case, it’s fairly common for shop technicians, managers or owners to say they didn’t repair something because they weren’t being paid. His response to the shops he works with is quite simple: “You need to fix the car properly regardless of whether or not you got paid for it up front.” For actual change to happen, Irish says, it would depend on how many cases reach a jury verdict. If these cases keep ge ng se led beforehand, he says, it’s going to be very hard for any shop to claim that an insurance company is culpable in an improper repair.

Covering Your Bases Ninety percent of the me, when a shop owner claims a insurance company prohibited a repair, Irish says the shop owner cannot provide documenta on of it. To avoid a he-said-she-said situa on, whenever you’re discussing claims with the owner of the vehicle or the adjuster, Irish suggests you ask them to send you a follow-up email about the discussion. Otherwise, send the other party a summary in wri ng of what you’ve discussed so you have documents to back up your case. “Photos and documenta on are more important than any telephone conversa on you’re ever going to have,” he says. Source: www.FenderBender.com

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

John Eagle Collision Case Re-examined at SEMA LAS VEGAS, Nov. 1, 2017—Every once in a long while, a lawsuit comes along that establishes a precedent. Such was the case in the recent trial involving John Eagle Collision, which resulted in a headline-grabbing, $42 million verdict. That case was re-examined in vivid detail on Wednesday at the 2017 SEMA Show in Las Vegas. Speaking at the Westgate Hotel, Todd Tracy of Dallas’ Tracy Law Firm spoke to a full ballroom, elabora ng on what the collision-repair industry can learn from the John Eagle case. “Folks, follow the rules, or face the consequences,” Tracy told the assembled crowd. In early October, a Texas jury found that the John Eagle Collision Repair Center owes $31.5 million for performing an improper repair that led to a couple being trapped in a burning vehicle. The lawsuit gained widespread a en on last summer, a er Ma hew and Marcia Seebachan, who were trapped in a crushed, burning 2010 Honda Fit a er their collision, discovered that John Eagle Collision in Dallas had used adhesive instead of welds when replacing a hail-damaged steel roof on the vehicle prior to the accident. In the 2009-2013 Honda Fit Body Repair Manual, the manufacturer had specified that body shops need to weld roofs back on the vehicle. John Eagle, which was Honda cer fied, was eventually assigned 75 percent liability in the case, (the other 25 percent of blame was a ributed to the other driver) and it is believed by many in the industry that this case could become a watershed moment that’ll aﬀect collision-insurer rela onships and increase public awareness of OEM procedures. Wednesday’s discussion in Las Vegas, led by Tracy, examined the lessons that can be learned from the John Eagle case. Among those lessons: Always follow OEM repair specifica ons. “It can’t get any more clearer than that,” Tracy noted. Never place a higher value on your business’s profit than your customers’ safety. It’s a philosophy that’s easy to lose sight of, as the John Eagle case symbolizes, Tracy noted. Never over-promise what your shop can deliver. For example, Tracy suggests keeping your website wording at least a li le vague, for legal purposes. The lawyer suggested pos ng phrasing such as “Our objec ve is to deliver the safest vehicle we possibly can.” Report your shop’s repairs, and then keep a record of them. You can’t always count on repor ng agencies’ informa on, in Tracy’s opinion. If there are no OEM repair specifica ons, research how to make repairs, keep records, and keep clients informed. “Today, you’d be er keep records on data, on accuracy, on integrity,” Tracy said. Have customers sign oﬀ on your shop performing an insurance company’s suggested repair. That’ll help your business cover itself legally, Tracy said. On Wednesday, the Dallas-based lawyer also suggested that shops stop using Direct Repair Programs, and thus stop le ng insurers o en dictate the repair process. Because Tracy feels that played a factor in the John Eagle case. “Stand up to insurance companies,” Tracy told the crowd at SEMA. “...This is a defining moment in your industry. You’ve had a verdict that can change the industry. It’s up to you guys.” Source: www.FenderBender.com

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

November - December 2017

Education Was Major Industry Concern in 2017 Star ng with the inaugura on of the 45th President, moving on to the solar eclipse and three devasta ng hurricanes, 2017 has been a year to remember with many major changes impac ng the United States. The collision repair industry has con nued to change as well, with evolving technology and raging legal ba les, including the renowned John Eagle lawsuit in Texas. Associations around the country offered a variety of educational opportunities through meetings and conferences, and as the New Year crept up on us, Autobody News spoke with several association leaders about the best and most memorable things they did in 2017. From ge ng associa ons off the ground to establishing a broader member base, several associa ons focused on growth this year. Stephen Regan, Execu ve Director of ASA-MA/RI, shared, “The most memorable thing ASA-MA/RI has done in 2017 is open its doors. We have brought back to the region an en ty dedicated solely to the advancement of collision and mechanical repair shops and those who serve them. Unlike many state trade associa ons in the industry, ASA-MA/RI has a fully staffed, dedicated office loca on. Our sole purpose is the professional opera on of the associa on on behalf of its members and supporters.” Brian Davies, President of the North Carolina Associa on of Collision and Autobody Repair, stated, “2017 was our first full year of existence. It is a broad statement, but we made ourselves relevant to the collision industry in North Carolina and made a significant impact by bringing the collision industry closer together, learning how to work together, and helping each other improve while improving the industry in North Carolina. Another big one was being accepted as an affiliate member to the SCRS. With their support, we all feel more confident knowing we have others all over the U.S. that have our back. In addi on, having the support of the largest paint manufacturer, PPG, has been invaluable, and without them, we would not be where we are now.” The Women’s Industry Network (WIN®) has surpassed its goals, but continues to focus on growth. “A er a very successful and exci ng 2017, it is challenging to focus on just one thing… besides encouraging, developing and cul va ng opportuni es to a ract women to collision repair, the WIN Board of Directors considered how we might move our organiza on to the next level of impac ng women,” noted Petra Schroeder, WIN’s Chair. “We reflected on our industry-at-large and surveyed our board leaders, our members and our sponsors to assess their sa sfac on with their WIN affilia on. This was followed by a board retreat to reflect on our current posi on and to dream about WIN’s contribu ons to our industry in the future. Finally, we charted the course to get there through our 2018--2020 strategy plan. It sets out a bold and ambi ous vision for the members of WIN and all women in the collision repair industry. It will also provide direc on for the ongoing growth and sustainability of our organiza on in a rapidly changing industry. “In our first strategic plan (2008--2011), we envisioned a 500-member-strong na onal network, recognized as a key contributor to our industry’s success. We surpassed the 500-member mark in 2016. In addi on to ensuring that we con nue to provide value for our growing network of members, the new plan looks beyond our membership to iden fy ways that WIN can have a greater impact on industry diversity and sustainability.” Educa on, for both repairers and consumers, was also a major area of concern for many associa ons. Continued on Page 13

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Continued from Page 12 According to Auto Body Associa on of Connec cut (ABAC) President Tony Ferraiolo, “I think the best thing our association did in 2017 was bring educational meetings to our members. We also took a stand on photo estimates, informing consumers and shops that, in our state, the customer has the right to have their vehicles physically inspected in person by a licensed appraiser if they choose to [do so].” Ray Fisher, President of ASA-MI, shared, “There were many things that were quite memorable in 2017, but the one that I think stands out for the collision repair industry here in Michigan is the session that we created from scratch, tled ‘The Rela onship between Structural Repair and Vehicle Calibra on.’ The reason that it stands out was because it came about from a conversa on at the PF3 Paint Supply Open House and [came to] frui on within a few months. The training was intense, and it combined collision and mechanical technology and teachings, crea ng awareness for not only what is ahead, but also what is on the road currently. I am proud that ASA represents the professionals within the automo ve independent collision repair industry, and I think it is important to keep that a ribute at the forefront as we move into the future. “Today, not only is our reputa on of cra smanship at risk, but the lives of our customers and their families are in our hands every me we make a decision to repair a vehicle. I believe that 2017 served as a ‘wake-up call’ to the repair industry reflec ng on this very point via a major se lement. Just as the cardiologist does what their previous or their required annual training taught them to do during open heart surgery, the technician also has to apply their knowledge to repair the vehicle properly within the guidelines of the vehicle manufacturer to ensure safe and proper repairs. I understand keeping the cost of repairs down---that is the art of nego a on between two businesses---but it should never be used to pressure anyone to compromise proper and safe repairs being performed by the expert.” Burl Richards, President of the Auto Body Associa on of Texas (ABAT), said, “The most memorable things ABAT did in 2017 were related to Todd Tracy, who allowed us to visit his law firm in Dallas. It was unlike anything we had ever seen, with hundreds of wrecked vehicles in warehouses at his facility. It was eyeopening to see the amount of time and expertise that was being used to inspect these wrecked vehicles. Then, we invited him to speak at our tradeshow. His presence was met with a li le resistance from the industry, but once everyone heard the message, ‘Repairing vehicles has consequences, so you be er follow OEM guidelines,’ it was a message well-received, and I believe it made us all be er for it.” For the Automo ve Service Associa on (ASA), the most important experience in 2017 was related to legislation. ASA Execu ve Director Dan Risley shared, “We have invested several thousand man hours represen ng our members and the industry in Washington D.C. We have been working relessly with legislators, other industry partners and the OE’s on new vehicle technology rela ve to telema cs, (ADAS) advanced driver assistance systems, autonomous vehicles and the connected car. ASA has been extremely vocal and visible represen ng the best interests of the collision and service repair industries. Our goal is to ensure that our members con nue to have access to the informa on necessary to repair their customers’ vehicles without having to enact legislaon. As cybersecurity and data ownership con nue to take center stage, we are ensuring that the independent repairer is part of the solu on and equa on.” A lot of momentum was begun and carried through into 2017, and 2018 is gearing up to be an even bigger year for the collision repair industry as these associa ons and others con nue to educate members, expand their oﬀerings and fight for the rights of shop owners and consumers. Source: www.autobodynews.com Wri en by Chasidy Rae Sisk

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

November - December 2017

Our Supporting Vendors:

Support those who support you.

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Our Supporting Vendors: Support those who support you. The exchange of information by like sized dealers in a non-competitive environment.

November - December 2017

The View From My Oﬃce

With Kat Monteiro

As I write this I find it hard to believe that another year has passed us all by. I want to take this opportunity to wish everyone a joyous holiday season and a prosperous and Happy New Year in 2018. I have to say that 2017 has been a good year for our family. We were able to bring our girls to New Orleans to start the year oﬀ at NADA. We have traveled a lot and were able to spend quality me with friends and family that we don’t get to see o en enough. And we also spent the year remodeling our house. The year went by way too fast! And now it’s me to start planning for NADA 2018 in Las Vegas. The best part about that is that we get to see all of you again! For this issue I wanted to write about SEMA. I had the opportunity to go to Vegas during the SEMA event this year. I was so excited! We were only there for a couple of days. Rick had a mee ng with Mopar with our WD shops and he invited me to go along. The highlight was ge ng to hang out with Allen and Wanda Yancey, Joe McBeth and other friends at the Katzkin party on Halloween - what a fun night that was! Thank you to Doug and Steve for hooking us up to what I am sure was one of the best par es of the week! Continued on Page 17

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Leaders in the Sale of Quality Mopar Parts

Continued from Page 16 And yes, I now get to tell everyone that I a ended a party in Elvis’s penthouse where he lived when he was a performer in Vegas! How cool is that? On Wednesday we went over to the conven on center to the SEMA show. My favorite part was watching the dri ers, now that looked like fun! What I took away from the event was that people spend a ton of money on their cars! And there were quite a few Ram Trucks li ed, painted and wrapped up to the hilt! That a ernoon we had the Mopar WD mee ng. Since I am now an outside salesperson, Rick put me down on the list and I was able to a end the mee ng. It was a lot of fun seeing what goes on and to meet everyone, many I already have met, but it was good to see them from a diﬀerent perspec ve. The real story I want to tell is a story about a Viper! A Viper with a PCM computer problem. A Viper with a computer problem who is set to race at SEMA who is scheduled to leave for Vegas on Sunday and it is Friday and there is no computer. This is a story about people going above and beyond to make things happen…

The story starts 2 weeks earlier. While racing, the Viper engine encounters problems. So, the pressure is on to rebuild the engine in 2 weeks in me for SEMA. Things were going along ok un l it was discovered on Thursday that the PCM was bad. And not only is it bad, the last me it was worked on at another shop they put a diﬀerent a ermarket one in so Todd at A & C Performance was unable to get into it. So, they call us at Jack Powell CDJR to order a new PCM and set it up for overnight delivery.

Well as the saying goes no one can predict the weather. On Friday UPS came and went with no PCM. Late that day Rick finds out that it made it to our San Marcos Palomar UPS center. Rick calls over there and confirms it was there. Now Rick and Ted Barnes (who is the father of the driver who races the Viper) head down there to get the part. Well, the part is there but it is locked up in storage and no way to get it out. Now, here it is late Friday, the car is supposed to leave on Sunday, the part is locked up and unobtainable! The best UPS can do is look for it on Saturday a er 8 am when they can unlock the storage. In the mean me, Todd at A & C Performance steals a PCM from another Viper in his shop and re-flashes it to his Vipers codes, just in case. Saturday morning, 6 am our me, Rick is in his oﬃce calling Tim Quine e, Director of Business Development at UPS, who is also a Mopar Masters Guild Suppor ng Vendor! Continued on Page 18

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November - December 2017

Continued from Page 17 Tim makes a phone call and talked to whoever he needed to talk to so they could made sure they opened up the storage and retrieve the part as soon as possible. Tim got all hands-on deck! Rick Davis who is the operaon manager was in touch with our Rick and made sure things happened fast. They found the part and put it on a truck and delivered it before 7:30 am. Thanks to him Ted was able to come to Jack Powell and pick up the part before 8 am. The new computer was then flashed and installed, and the Viper was on its trailer and headed for Vegas on Sunday! A big shout out to everyone involved. The Viper made it to Vegas and was raced to a 2nd overall finish out of 94 cars! Ted Barnes is the owner at About Service Auto Repair here in Escondido. He is a very good customer of ours here at Jack Powell. His son Aus n is the one racing the Viper. Aus n, who is 22 years old started racing the mini dwarfs series at age of 4. He went on to race go-karts, Sprint cars, where he raced with his dad, and Modifieds. He already has the tle of Champion under his belt. He now races in the Op ma Street Racing Series where he had been racing a corve e for the past 3 years un l he was given the opportunity to race the Viper. He says the Viper is a challenge and he spends a lot of energy toward not spinning out but he really likes the speed and power. He plans on racing the Viper for the 2018 racing series. Todd Abrams is the owner, builder and tuner at A & C Performance in Murrieta, CA. He has been in the exo c car industry since 1989. He is all about the Viper! Since the Viper first rolled out they have been very involved in keeping them maintained or modifying them for racing or for the guy that just likes to have that high-performance car. People travel far and wide with their Vipers so Todd and his team can maintain them. He really wants a Demon! So, anyone out there from Chrysler reading this maybe you can help him out!! And a special thank you goes out to Tim Quine e at UPS. Without him making phone calls and pu ng things in mo on we would not have been able to get that part out of lock up un l who knows when that Saturday. Instead it was delivered to Jack Powell before 7:30 am. Just another reason why being a part of the Mopar Masters Guild is so awesome. We have awesome suppor ng vendors that are willing to help you out whenever you have the need. The connec ons made through this group are so rewarding, invaluable. Hope you all enjoyed reading this story, I thought it quite fun to write! Go to www.driveusca.com to follow the Op ma Racing Series and Aus n Barnes and his 2010 Dodge Viper. Have the Best Day Ever! Kat

Mopar Masters Guild Magazine

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THE FUTURE IS HERE

THESE AREN’T YOUR GRANDPA’S MAGAZINES PARTS

12.17

FENDERBENDER.COM / NOVEMBER 2017

Simple steps to increased parts profitability

STRATEGIES & INSPIRATION FOR AUTO CARE SUCCESS

Do DRPs affect proﬁtability?

5 MISTAKES THAT DERAIL PROMOTING INTERNALLY

PAGE 4 0

How to ﬁnd an all-star estimator Considerations for the perfect pay plan PAGE 73

SMART

GROWTH Inside the sophisticated growth plans of two rapidly expanding MSOs Page 50

SERVICE

The secret to (successful) rapid expansion PAGE 42

PAGE 57

YOUR SHOP’S CYBERSECURITY SOLUTION

PAGE 78

Strategies & Inspiration for Collision Repair Success

PAGE 38

COLLISION

Inside a community-focused branding strategy

PAGE 24

Passion Player In a short period of time, Dean Joyce has helped transform the culture at Phoenix’s 3A Automotive & Diesel Repair.

PAGE 46

STAND OUT

NO LIMITS

HOW THE BEST OPERATIONS DIFFERENTIATE, INNOVATE AND THRIVE IN A CROWDED INDUSTRY PAG E 24

H OW T O B R E A K F R E E O F C O N S T R A I N T S A N D F I N D YO U R T R U E P O T E N T I A L PAGE 48

Growing Trend Jake Buhnerkempe has his budding three-shop network ready for increased expansion.

THE JOHN EAGLE FALLOUT—AND WHAT YOUR SHOP CAN DO

INSIDE TWO LEADING BRAND CAMPAIGNS

PAGE 31

PAGE 42

RATCHETANDWRENCH.COM

FENDERBENDER.COM

RATCHETANDWRENCH.COM

FIXEDOPSBUSINESS.COM

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November - December 2017

TWO THIRDS OF U.S. DRIVERS

DON’T TRUST REPAIR SHOPS Pennsylvania-based dealer group #1 Cochran surpasses its service customers’ expectations — and builds trust — with CDK Service. Customers can make appointments online, on

See how #1 Cochran builds

the phone or in person, and when they arrive, advisors greet

trust with their customers.

them in the lane using a tablet. Together, they conduct an inspection, so they can see exactly what repairs are needed — and avoid any surprises at checkout.

READ THE STORY Visit cdkglobal.com/BuildTrust

Each and every KPI increased. We’ve become more proﬁtable, and our CSI has improved.” David Bernardini, Process Development and Training Director, #1 Cochran

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Leaders in the Sale of Quality Mopar Parts

MAKE SERVICE YOUR SPECIALTY — AND WIN! Let’s start with the numbers, which are shocking: Percentage of dealers who are concerned about losing Service customers to independent service providers

80%

40%

Dealers lose more than 40 percent of their Service customers after their warranties expire. 1

It’s natural to assume that price is the main reason customers defect, and it certainly plays a key role. But dollars don’t tell the whole story — two-thirds of U.S. drivers said that they don’t trust auto repair shops.2 In addition to cost and confidence, convenience also matters to customers when they’re choosing where to shop for service. They value the amenities — free Wi-Fi, waiting rooms, loaner cars — that independent service providers tend to lack. And because the internet is likely the first place that customers will go when searching for service, digital impressions become even more important.3 70 percent of consumers visit retailers’ websites when they have a “want-to-buy” moment — so an effective website can help close the deal! Here’s specifically what Service customers are looking for on dealers’ websites:

COST

CONFIDENCE

CONVENIENCE

• Coupons, specials • Affordable prices • Free estimates

• Certiﬁed technicians • OEM parts • Positive reviews

• Hours, location and contact info • Loaner cars • Online scheduling

While the independents service everything, dealers specialize in their customers’ cars. By tapping into the power of digital marketing, dealerships can grow their customer base — and their proﬁts. 1

Source: CDK 2017 Global Dealer Survey

Source: 2016 American Automobile Association Repair Satisfaction Survey

Source: Google Think

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November - December 2017

46 PERCENT OF CUSTOMERS

SAY YES TO ADDITIONAL SERVICE WORK

IF THEY’RE ASKED For more than 85 years, the Service Advisors and Technicians at Michigan-based Van Andel & Flikkema Motor Sales began

See how Van Andel & Flikkema

work the old-fashioned way: by generating repair orders off a

Motor Sales drives service sales

desktop PC and hand-shufﬂing papers from Point A to Point B

with their customers.

before beginning inspection. After all, what were the options? There’s one now. CDK Inspect — a component of CDK Service — fully automates inspections and streamlines the

READ THE STORY

process of selling additional work.

Visit cdkglobal.com/justask I’d say that we’ve noticed a 10 to 15 percent increase in sales since we implemented CDK Inspect. Easily!” Ty Yow, Service Manager, Van Andel & Flikkema Motor Sales

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Leaders in the Sale of Quality Mopar Parts

AER AND FRED JONES

POWERTRAIN PRODUCT AND SALES TRAINING OPPORTUNITIES. MOPAR POWERTRAIN NETWORK (AER) AER Sales and Manufacturing is the world’s largest engine remanufacturer and is a Tier 1 supplier to FCA US LLC. AER, along with partner Fred Jones, is the national Mopar Powertrain Network with 34 warehouses nationwide, fully stocked with Mopar powertrain products ready to ship to you.

AER OFFERS A TEAM OF 31 DEDICATED SALES SUPPORT SPECIALISTS TO HELP YOU GROW YOUR BUSINESS AND PROVIDE SAME-DAY DELIVERY AND DROP-SHIP CAPABILITY, INCLUDING: » Inventory available locally — save time getting the part to your customer! » 34 warehouse strategically located throughout North America to enable you to sell to national accounts » Hot Shot/drop ship deliver — saves you expense, saves employee resources and frees up your vehicle for other parts deliveries » National core pickup: You can pick the core up, or Mopar Powertrain Network (AER) can pick it up at $100 charge (gas engine or transmission) or $125 charge (diesel engine)

Free delivery to you or your customer (if AER stocks the part)

SEVEN INFORMATIVE AND MOTIVATIONAL TRAINING CLASSES (APPROX. 2 HOURS EACH): » NEW FOR 2018 How to ﬁnd, gain and retain new business » INSIDE SALES PERSON TRAINING #2 ADVANCED A deeper dive into phone selling skills, role playing, and handling difﬁcult customers » OUTSIDE SALES REP TRAINING #1 The basics of outside sales (Prerequisite or combine with Inside Sales Person Training #1) opportunities, product and competition knowledge

» »

OUTSIDE SALES REP TRAINING #2 Finding business, overcoming objections, schedule planning and role playing (Prerequisite: Outside Sales Rep Training #1) INSIDE SALES PERSON TRAINING #1 Includes counter personnel (retail and wholesale), focusing on product and competition knowledge, and selling O.E. powertrain

SERVICE ADVISOR SALES AND PRODUCT TRAINING Product and competition knowledge, and selling O.E. powertrain

DRIVERS CLASS For anyone who comes into contact with customers not covered in other classes (30–60 minutes)

KNOWLEDGE IS POWER All training classes are offered at NO COST to you or your employees and meals or snacks are provided. For more information or to schedule one of these courses, contact Bill Taylor, AER National Trainer, at billtaylor@aermfg.com; your local AER or Fred Jones Powertrain Sales representative; your FCA US LLC Area Manager; your FCA US Wholesale Manager; or call (540) 419-4882. Don’t wait to increase your sales and proﬁts! Our classes are meant to be motivational as well as informative! *Note: It is strongly recommended that management attend the Sales Awareness course before sending any employee to any of the other courses listed.

MOPAR POWERTRAIN NETWORK (AER) LOCATIONS

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November - December 2017

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\ ÄUK [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.rr.reyrey.com/parts-barcoding, or email info@reyrey.com. © 2017 The Reynolds and Reynolds Company. All rights reserved. 12/17

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Leaders in the Sale of Quality Mopar Parts

Our customers like receiving their

invoices online.

Their time is our priority.

Patrick McKinley Controller, CPA Uftring Auto Group East Peoria, IL

Experience Simplified Payments ReyPAY® ² SDUW RI 5H\QROGV· 5HWDLO 0DQDJHPHQW 6\VWHP« WUDQVIRUPLQJ WKH ZD\ FRQVXPHUV H[SHULHQFH \RXU GHDOHUVKLS

rr.reyrey.com/ReyPAY | 888.781.3020 ©2017 The Reynolds and Reynolds Company. All rights reserved. 1008017-2 /17 OpenEdge is a division of Global Payments. PayPros® is a registered trademark of Global Payments. © 2017 OpenEdge. All Rights Reserved.

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November - December 2017

Looking for

EXTRA profit

in your deliveries?

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

EXTRA is a web-based, real-time software tool that streamlines your distribution and delivery processes through optimal routes that are dispatched to a driver’s mobile device. Drivers are tracked through GPS on their devices, providing complete visibility and an estimated delivery time to your customer. Discover what many of your Mopar Masters Guild colleagues already know – Elite EXTRA can help drive profits for your operation!

Here are some real-life ROI examples from EXTRA users, who on average experience a LQFUHDVH LQ HIÀFLHQFLHV DQG D GHFUHDVH LQ IXHO FRVWV

16% Increase in Parts Delivered in four months of using EXTRA; amount of time at locations cut in half

19% Reduction in Costs on route deliveries after four months of using EXTRA

50% Improvement in Miles on Routes by a large market user after only nine months of using EXTRA

$4,065 Fuel Savings Monthly after six months of using EXTRA

1.888.484.8729

www.EliteEXTRA.com

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Happy Holidays!

Wishing you the brightest of holidays and a prosperous New Year! from all of us at Autobody News Promote your wholesale parts business in the Regional News Collision Repair Publication thatâ&#x20AC;&#x2122;s been serving the industry for over 36 years! Autobody News | P.O. Box 1516 | Carlsbad, CA 92018 Contact: Barbara Davies, General Manager (800) 699-8251 | bdavies@autobodynews.com

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www.autobodynews.com

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November - December 2017

This is the second in an installment based on Routes to the Future.

www.ups.com/future

Looking Ahead to the Future of Transportation By Kelly Brock, Director of Marketing, Industrial Products & Automotive at UPS

At UPS, we keep abreast of the best tools for deliveries today – while staying ahead of the curve on what will be going on tomorrow. That’s why we commissioned the “Routes to the Future,” a whitepaper series that examines key trends affecting businesses. The first one explored the dramatic changes transportation will see in the coming decade – poised to be the most revolutionary in more than a century.

Mopar Masters Guild Magazine

We’ve always looked ahead: UPS operates one of the largest alternative-fuel and alternative-technology ﬂeets in the world – a “rolling laboratory” of vehicles running on everything from electricity to renewable natural gas made from chicken waste. But what is striking about the future is that density – not distance – is the new challenge. Getting around in a world of density will be more about intelligence.

Leaders in the Sale of Quality Mopar Parts

Here’s what anyone who relies on supply chains should be thinking about:

Mix and Match Car

Domestic/Commercial Blur

In dense urban districts, the multi-car family may become as common as laundry drying in the breeze. Families, as well as businesses who operate ﬂeets of service vehicles, may determine that one vehicle may serve many purposes – and modules will make it easy for one vehicle system to meet a multitude of changing mobility needs.

In the U.S. and most industrialized economies, a growing “maker movement,” combined with small-scale fabrication technologies like 3D printing, is bringing production back into garages and home workshops. Home offices are now standard features of many homes as the freelance workforce grows.

Think about every car system being entirely conﬁgurable – you will be able to choose the number and size of passenger modules and container modules, the appropriate energy system, the chassis and the transformer gear for snapping modules together. You become your own automotive engineer, designing the system that meets your needs – and ordering the components from multiple distributors to get the exact set of modules you want. Maybe you even mix and match brands for different components, plugging a Tesla battery module into a GM system or swapping a Toyota onboard computer for an Apple model.

Sharing exchanges like Etsy and eBay support a robust economy of home marketers, while the new “maker studios” give garage inventors access to 3D printers and other tools that enable them to build new products in a collaborative environment. The result is a growing blur between domestic and commercial activities, which in turn creates demand for new kinds of pick-up and delivery for everything from artisan foods and furniture to 3D-printing supplies.

Mobility by the Minute

New Automobile Materials Driven by demands for fuel efficiency, automobile manufacturers are aggressively seeking more lightweight and ﬂexible materials for vehicles. High-end luxury vehicles increasingly include lightweight materials such as aluminum and carbon ﬁber in their mix. The National Center for Manufacturing Sciences has launched a Lightweight Automotive Materials Program to develop tools for modeling and digitally testing new materials and designs. Such efforts will be critical to make modular concept cars and trucks commercially viable.

In the future, denizens of the city may invest less in owning individual cars and more in the services they provide. The smart vehicle of the future quite literally becomes a “service” in this scenario, showing up as a refrigerated van one day and a limousine the next. Service providers manage entire fleets, and mix-and-match modules give them the flexibility to optimize those fleets for the logistics of the day. Meanwhile, as a customer, you pay a monthly fee only for the services used.

Image courtesy of: Fritsch Durisotti © 2017 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. 9/17

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November - December 2017

UPS Dealer Services Drive Better Performance Receive exclusive MarketCenter dealer discounted pricing on: •

Small package/parcels shipped via domestic ground/air and international services - Savings up to 20% for ground shipping - Savings up to 70% for air shipments

Reduce returns costs •

Ensure compliance by controlling speed and cost of inbound shipments.

•

UPS Returns® services provide you and your customers full visibility and tracking for return shipments.

Improve operational efficiency Quantum View® technology allows you to track your inbound and outbound UPS shipments, customize reports and keep your customers informed of shipment status or potential delays.

Simplify processing and billing UPS Billing Center allows you to receive and view your invoices faster, pay online and create reports to track shipping costs.

Streamline online sales Turnkey solutions offered by UPS Ready® Marketplace Providers allow you to strengthen just about every aspect of your online offering — from website development to order management tools to streamline your orders from all sales channels.

To enroll, visit www.DealerCONNECT.com or visit the FCA US Market Center site located within Dealer Connect. To learn more about UPS’s Market Center Shipping Advantages: Contact the UPS support line at 1-800-567-9989.

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DATASET Dataset Inc. Your training and implementation solution Quickly and efficiently drive revenue, dealer penetration and utilization Variable resources to address new products/ solutions, backlogs or legacy transition Industry veterans with in-store knowledge & experience who can “talk the talk” Lead with Specialists not Generalists Targeted skill sets for all dealership departments and vendor offerings 145 Nobel Court, Suite 100 Alpharetta, GA 30005 • 678-240-0771 • www.dataset-inc.com

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November - December 2017

Jumpstart Service Retention with PartProtection’s Lifetime Battery Warranty Program!

Now your dealership’s parts and service departments can oﬀer customers a lifetime battery warranty program. Dealership will replace the customer’s battery, in the case of failure, for no additional charge as long as the customer owns the car Customers are directed back to your dealership for battery replacement, maximizing customer retention The warranty provides two complimentary jump-start services per covered battery for added peace of mind for the customer

How does the program work? Warranty can be placed on any OEM or Aftermarket battery that you currently sell that comes with at least a 24 month underlying factory replacement warranty For each approved claim the Dealer is reimbursed for the battery cost +10% and $30 for battery replacement labor The PartProtection Lifetime Battery Warranty can be oﬀered on your New & Used Cars as well

For more information please visit: www.sbs.snapon.com/lifetime-battery

Mopar Masters Guild Magazine

Now Available for all FCA Dealers!

Leaders in the Sale of Quality Mopar Parts

I N T R O D U C I N G T H E N E W M O PA R

VEHICLE PERSONALIZATION CENTER BACK FRONT

42” OR 32” SIZE OPTIONS AVAILABLE! Engaging graphics reﬂect g your y dealership’s brand offering 42” Touchscreen Touchscreeen een en

Create a vehicle personalization destination within your showroom Snap-on and Insignia Group are proud to offer accessory selling software and two different sizes of the VPC to ﬁt the needs of your dealership. To learn more about the VPC, Service, Support and Hardware or how to order, please visit: sbs.snapon.com/mopar-vpc

Integrated Innte t grra Literature Holder

*Eligible to use Mopar One funds towards Kiosk and Insignia software purchase.

SNAP-ON EPC 5 FOR FCA Your EPC. Your parts information. Online or offline. The all-new Snap-on EPC 5 for FCA. Evolution through simplification. Built to help you get the parts information you need, when you need it. This is our easiest, most efficient EPC to date. Multiple Jobs

Detailed Illustrations

Advanced Parts Data Content

Vin Filtering

Streamlined User Interface

For more information about Snap-on EPC 5 for FCA please visit sbs.snapon.com/parts/epc-5-fca-about

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Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Get your slow moving inventory out fast ÂŽ

Let us find you buyers with PartsBrokerDirect . Let the buyers find you on eBay Motors with ÂŽ MarketplaceDirect . Two ways to move aging inventory. Your choice. Give us a call 1.844.340.8842 or visit OEConnection.com/mmg

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November - December 2017

Mopar Masters Guild Magazine

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MOPAR SUPPLY CHAIN WISHES YOU THE VERY BEST THIS HOLIDAY SEASON. During 2017, we continued to deliver our best performance to you. We are focused on continuous improvements and look forward to working with you in 2018

Useful Information and Helpful Reminders: MANAGED ALLOCATION: When there is a known supply issue that does not meet demand, the supply chain team will modify the system to Manage the Allocation of material. Our goal is to optimize part distribution to the largest number of customers possible. Level 1 Managed Allocation x x

Material available in limited quantities Order types or quantity limits are assigned (eg/ “Special Handling Only”, or “1-in-7”)

Level 2 Managed Allocation x x x

Known prolonged supply interruption Your orders will be “Pended” for release at a point in time when material becomes available See the “Managed Allocation Level 2” tab for all orders pended at your dealership and the date we expect to release the orders. (DealerCONNECT>Parts>Backorder/Managed Allocation)

Communication of Parts on Managed Allocation x x

Weekly report in COMDASH of the top 10 Level 1 and Level 2 managed allocation parts Part Inquiry banner indicating the reason for Managed Allocation and expiration date for Level 2

CANCELED ORDER TRACKING: DealerCONNECT>Parts>Cancellation Tracking. View all orders canceled in the last 30 days

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November - December 2017

Legos, drain plugs and caves: What people are saying about the ‘18 Jeep Wrangler While the basic design of the retooled 2018 Jeep Wrangler is similar to the current Wrangler, FCA has updated, and modernized, its popular off-roader with offerings such as an eight-speed automa c transmission, an available 8.4-inch touch-screen display and a backup camera. Produc on of the 2018 Wrangler has begun with the so - and dual-top four-door versions. Here’s some ini al reac on from the automo ve media. “Overall, the 2018 Jeep Wrangler JL is a subtle and slightly modern stylis c reimagining that honors its heritage without compromising its off-road capabili es. Jeep has done a remarkable job of meshing new and old, and we’re as stoked as anyone to put some rocks underneath it.” -- Andrew Wendler, Car and Driver “The original World War II Willys Jeep would be jealous. The Wrangler gets a modern makeover including the latest UConnect infotainment system, smartphone app connec vity, rear heat and air condi oning, and sippy hybrid turbo-4. Nice. But this rugged, adult-size Lego toy is s ll about escaping to the Outback. The roof, doors -- even the front windshield -- are easier to snap off so you can lock the differen als, climb mountains and ogle nature.” -- Henry Payne, The Detroit News “Yep, the new JL looks more than a li le like the JK it replaces, which is something we’ve known for a while now. At least un l you dive into the details. The way the headlights push into the edges of the trademark seven-slot grille recalls old CJs, for example. The windshield has a bit more rake to it (aero is important, even on a rolling box), and the hood (held fast by rugged over-center latches) loses much of the JK’s forward slope. “Form follows func on, which is as it should be on a Jeep. Everything you see on the body is there for a reason: Character lines running just below the side windows help add rigidity to the now-aluminum body panels, but they also give the truck’s otherwise slabby sides some welcome defini on. All of the vents are func onal, at least on the Rubicons, including those right behind the front wheel wells (those openings in par cular help relieve underhood pressure). The new truck is just a li le more toned overall -- something that becomes especially apparent if you see a JL and a JK side by side. “One welcome change: Window openings have been enlarged all around, and the spare re has been shi ed downward to improve rear visibility. The result is, we hope, a slightly less cavelike driving experience, especially in the four-door Unlimiteds.” -- Graham Kozak, Autoweek “Up front, there are a few things Jeep definitely couldn’t mess with. As a result, the seven-slot grille and round headlights are s ll there, just like they should be. But there have been plenty of more subtle changes, like taking the Jeep badge off the grille, adding LED headlights and ‘halo’ running lights, and using narrower fenders and bumpers. If you spring for the Wrangler Rubicon, the fenders are also mounted higher. Like the front end, the side view is also s ll classic Wrangler, with only minor tweaks here and there. One of the most important addi ons is the vent on the side that Jeep says will eliminate the hood flu er that Wranglers are known for. Continued on Page 41

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

Continued from Page 40 “Out back, Jeep gave the redesigned Wrangler new LED taillights to go with its LED headlights. A backup camera comes standard now, too, and it’s mounted to the center of the spare re. But even with new taillights, the JL is s ll instantly recognizable as a Wrangler from the rear. If you ask us, we think it’s a tasteful update to a classic design that will age well.” -- Collin Woodard, Motor Trend “The first thing you’ll no ce about the JL is that is looks exactly like a Wrangler should look, albeit scaled a bit be er (thanks to increased glass area, bigger head and taillights, and cleaner propor ons) to give the JL a more athle c and balanced appearance. Sure the taller windshield is laid back a li le more, and there are some small hints at the aero tweaks if you look closely enough, but nothing that detracts from the classic Wrangler shape. Take the hood and fender vents for example. These might look like extraneous add-ons by a gratuitous designer, but the reality is that they allow for hot air to exit the engine bay and relieve pressure under the hood. When used in conjunc on with the new lunchbox-style hood latches, these vents completely eliminate the venerable hood-flu er that plagued the JK. “Overall the JL design is much more complex and interes ng than the JK. Whereas the JK felt two-dimensional, the JL feels refined and complete, layered and mul -dimensional. The grille combines the best of past eras of design, while being able to stand on its own. It has returned to the classic keystone shape and the new, larger headlights intrude on the outboard slats, reminiscent of the first federalized flat fenders Jeeps.” -- Sean P. Holman, Four Wheeler “Inside is where Jeep made especially huge strides. Where the previous Wrangler felt chunky and plas cky, the new JL-genera on’s interior is decidedly upmarket, with push-bu on start and a standard 7-inch or op onal 8.4-inch touchscreen. Don’t worry: Jeep engineers assure me that, even a er hours and hours in a roof-oﬀ rainstorm, that push-bu on will s ll fire up the engine. And yes, there are s ll drain plugs in the floor.” -- Bob Sorokanich, Road & Track

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

November - December 2017

2017 20 17 M MG M G Committee Com m i t t eess Oﬃcers:

Execu ve Commi ee - All Oﬃcers Including:

President - Susan McDaniel - Bill Luke CJD – Phoenix, AZ Vice President - Andy Reed - AutoNa on DCJ – North Richland Hills, TX Secretary - Ma Jarvis - Bald Hill DCJR - Warwick, RI

Marvin Windham - Benchmark CJD – Birmingham, AL Rick Monteiro - Jack Powell CJD – Escondido, CA Joe McBeth - Dallas DCJ – Dallas, TX Paul Allred - Stateline CJD – Fort Mill, SC Gerry Oakes - Baxter CJD - Omaha, NE Dan Hu on - Tom O’Brien - Greenwood, IN Rick Cutaia - Rick Hendrick DCJR – Charleston, SC

Commi ees: Nada 2018 Planning

Newsle er/Website/Social Media

Casey Brown - Autona on CDJ - Katy, TX

Don Cushing - Mopar Masters Magazine

Finance Commi ee

Vendor Chairmen

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

Paul Allred - Stateline CJD - Fort Mill, SC Mike Opperman - Baxter CJD - Omaha, NE

Vendor Commi ees CDK Global

Reynolds & Reynolds

Andy Reed - Allen Samuels DCJ – North Richland Hills, TX (Chairman) Paul Allred - Stateline CJD – Fort Mill, SC Mike Opperman - Baxter CJD - Omaha, NE Mick Padgeon - Fred Beans Parts - Doylestown, PA Rick Monteiro - Jack Powell CJD – Escondido, CA (ALT)

Marvin Windham - Benchmark CJD – Birmingham, AL (Chairman) Susan McDaniel - Bill Luke CJD – Phoenix, AZ Alan Yancey - Hayes CDJ - Alto, GA Ed Lueras - Perkins Mtr. Co. - Colorado Springs, CO Kent Cogswell - Jack Phelan CDJR - Countryside. IL Rick Cutaia - Rick Hendrick DCJR – Charleston, SC

OEConnec on/Snap On

Dealer Tire

Dan Hu on - Tom O’Brien CJD – Greenwood, IN (Chairman) Paul Allred - Stateline CJD – Fort Mill, SC Steve Hofer - Park CJ – Burnsville, MN Robert Chatwin - Larry Miller Auto - Sandy, UT Marvin Windham - Benchmark CJD – Birmingham, AL

Susan McDaniel - Bill Luke CJD – Phoenix, AZ (Chairwoman) Tom Kellogg - Ziegler Auto Group - Kalamazoo, MI Joe McBeth - Dallas DCJ – Dallas, TX Robert Chatwin - Larry Miller Auto - Sandy, UT Cody Eckhardt - Larry Miller Auto - Sandy, UT Marvin Windham - Benchmark CJD – Birmingham, AL (ALT)

UPS

AER

Paul Allred - Stateline CJD – Fort Mill, SC (Chairman) Marvin Windham - Benchmark CJD – Birmingham, AL Rick Cutaia - Rick Hendrick DCJR – Charleston, SC Ma Jarvis - Bald Hill DCJR - Warwick, RI

Mike Mulkins - Go Chrysler Jeep West - Golden, CO (Chariman) Glen Hojnacki - Milosch’s Palace CJD – Lake Orion, MI Josh Gouldsmith - Gladstone DCJ - Gladstone, MO Steve Hofer - Park CJ – Burnsville, MN

Katzkin

Elite Extra

Mike Gerber - Rairdon CDJ - Kirkland, WA (Chairman) Louis Osuna - Huﬃnes CJD - Lewisville, TX Dan Delisle - Golling CDJ - Bloomfield Hills, MI Mike Mulkins - Go Chrysler Jeep West - Golden, CO

Rick Monteiro - Jack Powell CJD – Escondido, CA (Chairman) Joe McBeth - Dallas DCJ – Dallas, TX

Mopar Masters Guild Magazine