Mopar Masters Guild Magazine Sept-Oct 2019

Leaders in the sale of quality FCA Mopar Parts.

September - October 2019

Mopar Masters Vendor Commi ee Meets with PSX

Also In This Issue From the Desk of MMG President Susan McDaniel....................................................... 2 Coming Soon! NADA 2020 - Mark your calendars for the Mopar Masters Guild 28th Annual Meeting .................................. 3 Mopar Masters Guild Vendor Committee Meets with PSX ........................................4-7 The View From My Office......................8-9 Supporting Vendors ............................ 10-11 Snap-On Business Solutions .................... 12 CDK Global ................................................ 13 Autobody News .......................................... 14 CDK Global ................................................ 15 PSX - Parts Sales Xcellerator ........... 16-17 UPS .............................................................. 18 Reynolds & Reynolds ................................ 19 OEConnection ............................................ 20 EliteExtra ................................................... 21 10 Missions Media .................................... 22 Reynolds & Reynolds ................................ 23 OEConnection ............................................ 24 Katzkin Leather AER Manufacturing ............................ 26-27 Chrysler Furthers Mini-Van Heritage with Voyager ........................................................ 28 Mentoring Programs Allow Veteran Techs to Share Expertise ............................... 29-31 Consumer Need Help with AV Tech 32-33 “Do You Know Anyone Who Need to ‘Digitally Diet’”?........................................... 34-35

NADA 2020 - Make Your Plans NOW!

2019 MMG Officers/Committees ......... 36

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

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September - October 2019

From the Desk of MMG President Susan McDaniel VENDOR APPRECIATION Hello Everyone, As we approach our upcoming mee ng in February, I would like to express the utmost gra tude and apprecia on to our Suppor ng Vendors for affording us the opportunity to be able to con nue to meet with one another and form the Mopar Masters Guild into what it is today.

Our vendors make our mee ngs and events centered around NADA possible. From its incep on, The Mopar Master Guild has funded its mee ngs, interac ons with vendors, the website and newsle er through supporting vendor’s membership dues. With their support and loyalty, we have been able to meet every year for the past 27 years and honor our mo o – The Exchange of informa on by like size dealers in a non-compe ve environment. Sharing informa on through the Masters Guild leads to business success and lifelong friendships.

The rela onships we have built with our vendors through mee ngs, events, phone calls and visits have truly helped shape our business models. We have been enlightened to new ways of using tools that we have at our finger ps.

As we begin our mee ngs this coming February we are, once again, honored to host a Vendor Fair for all of our Tier Two Suppor ng Vendors and Presenta on Forum by our Tier One Suppor ng Vendors. This me together allows us to learn about their exis ng products as well as new products on the horizon. We will have the opportunity to ask ques ons, give feedback and learn to make the most of products we are already using or will be using in the future. Other members who are currently using these products will be on hand to ask ques ons and give feedback as well.

The rela onships that we have all built throughout the years have empowered us all to become more successful business people and individuals. Knowledge and advice are just a phone call away. Each and everyone of us who have con nued our membership throughout the years can honestly say that we would not be as successful and open-minded as we are today without our involvement in the Mopar Masters Guild.

We welcome our newest members to the fold and invite the rest of the top 150 dealers in the country to join us in this great exchange of informa on and knowledge as well.

Your President,

Susan McDaniel Susan McDaniel susan@billluke.com - 602.336.1557

- John F. Kennedy

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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Mark Your Calendars!

NADA 2020 is quickly approaching Plans for our 28th Annual Mopar Masters Guild Mee ng at NADA 2020 in Las Vegas, Nevada are well underway!

Our Hotel of choice this year is The Signature at MGM Grand, 145 East Harmon Avenue, Las Vegas, NV 89109 Use the following link to secure your reserva ons: h ps://book.passkey.com/e/49892245 Tenta ve plans so far: 

Tuesday February 11th, 2020 Arrival in Las Vegas



Wednesday February 12th, 2020 MMG Meetings



Thursday February 13th, 2020 MMG Meetings



Thursday February 13th, 2020 Mopar Masters Guild Annual Cocktail Reception at The Observation Deck at The Stratosphere



Friday February 14th, 2020 MMG Meetings

Updates will follow soon!

MAKE YOUR RESERVATIONS NOW! ROOMS ARE RUNNING LOW!!!

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

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September - October 2019

Mopar Masters Guild Committee Meets with PSX

This past September, Mopar Masters Guild PSX Commi ee met in Dallas, TX for open discussions with our Tier One Vendor, Summit Consul ng Int’l (SCI) that offers their premier CRM so ware, PSX. Wholesale Parts Sales Xcellerator (PSX) is a powerful and easy-to-use auto parts so ware solu on specifically designed for the wholesale parts environment.

The ac onable informa on it delivers can automa cally result in sales growth. In fact, with a 98% reten on rate, dealers that use PSX, keep using PSX, because they consistently sell more parts!

This groundbreaking auto parts so ware automa cally analyzes and consolidates the specific informa on you want, for you. It then delivers customized reports in the format and frequency you choose.

Whether using the basic or advanced features, when incorporated into your automo ve parts training, this revolu onary CRM tool tells you exactly what you need to know to: Transform fixed opera ons into a sales-driven organiza on Be er service and sell more parts to exis ng accounts Capture new accounts Analyze your parts invoicing data in real- me, including purchase frequency, ming, spikes, declines, totals and more Make mely and informed decisions, market more effec vely and retain and grow your wholesale parts customer rela ons.

Continued on Page 5

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Leaders in the Sale of Quality Mopar Parts

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Continued from Page 4 Represen ng the Mopar Masters PSX commi ee were:  Susan McDaniel – Bill Luke CDJR – Phoenix, AZ  Joe McBeth – Dallas DCJR – Dallas, TX  Paul Allred – Stateline CDJR – Charlo e, NC  Don Cushing – Tasca DCJR – Johnston, RI We began our day flying into Dallas on Monday, and mee ng with execu ves from SCI at dinner that evening.

Joining us for dinner from SCI were:  Bob McDonald – President, SCI Interna onal  Charles King – Director, Technology & Customer Success  Tom Jeffers – Installa on & Training Consultant  Robert Mar n – Customer Support Data Analyst You can’t put a price on the conversa ons that go on during a great meal. We all got to know each other a li le be er, talked family, sports and many other topics. We set the stage a bit, asking a few ques ons about the PSX so ware and were given dbits of info of what we might be seeing the next day during our formal discussions. We had some great laughs and got some beneficial insight of our friends at SCI. Paul Allred, who’s plane was diverted due to a mechanical problem, joined us late that evening, but with enough me to share his perils of flight!

Tuesday morning found us on the top floor of The Towers at William Square. We enjoyed quite the view of the Dallas skyline and Jerry Jones’ palace, AT&T Stadium. A er a nice breakfast, we then got right into our meeting.

Bob started us off with an assignment, “we want to make sure we hear exactly what works well (or doesn’t) in PSX, and we also want to hear how our customers would do things differently with these features if they were in charge.”

1. If you could choose a feature of PSX to eliminate, what would you choose and why?

2. If you could choose a feature of PSX to develop further, what would you choose and why?

3. If you could add any feature to PSX, what would it be? Why? 4. What features do you think are be er in PSX versus compe tors?

5. What features would make PSX more useful in your daily life?

We covered many topics such as,  Who is the decision maker at the IRF’s?  Who gets the email?  Should retail data be included in reports?

Continued on Page 6

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September - October 2019

Continued from Page 5  Where are the missed opportuni es for more parts sales?  PSX has the poten al to provide us with this informa on.

Brief PSX Review What’s going on right now in real me? Behind the scenes look at who is using the so ware.

PSX 2.0 Highlights New HTML5 release.

Old pal orm will no longer be supported by Flash. HTML5 increases flexibility.

PSX Feature Discussion  The team wants to help us clean up redundant accounts and separated them by retail and wholesale.  Poten al use/integra on of Service Smarts  Add set triggers for prospects to be able to move them more quickly through the Prospect process.

Mopar/Industry Discussion  More consistent repor ng  Create automa c follow-up reports  Goalse ng  Workflow automa on Much of our conversa on was how can we apply all of this informa on to our businesses and the PSX product.

We were all honored to be a part of this focus group and hope the sharing of informa on was of some value to Bob and his team.

Thank you, Bob, Charles, Tom and Robert, for your generous hospitality and for allowing us to give input to help the future. We also would like to thank SCI/PSX for their con nued support as a Tier One Vendor.

“We have been using PSX for several years now at Dallas Dodge. I can tell you this: PSX is the most valuable tool we have in helping build our rela onships with our customers. There is no other program that compares to the value this adds to our opera on.

It allows us to instantly see what our customers are doing. It is also a great tool for tracking prospects. Our business is all about rela onships and this so ware is our rela onship manager! If you are a wholesaling dealer, I highly recommend you add this program to your opera on.”

Joe McBeth – Parts Director, Dallas Dodge Chrysler Jeep Ram Continued on Page 7

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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Continued from Page 6 “We have been using PSX for nearly 8 months now and it has improved the communica on and organiza on of our wholesale staff greatly. PSX takes out all of the “guess work”. Every Monday we are emailed four reports.”  NEW ACTIVITY – New Customer Ac vity  LAST ORDER DATE – Two Weeks No Order (my favorite)  DECREASE NET SALES VOLUME – Decreased Net Sales Report  CRM ACTIVITY LIST – CRM Notes “Let’s face it, who has me to run all the DMS reports and keep track of every customer and every employee managing these customers? Not me. With just one click I can see exactly what is going on in my Wholesale Department and what areas we need to focus on for the week.”

“Bob McDonald and his team have been a pleasure to work with and are constantly working on ways to improve their program. The system has been recently upgraded to easily work from an I-Pad and is lightning fast. Who wouldn’t like this!”

PSX IS 50% Mopar One Funds Eligible so don’t delay – SIGN UP TODAY! Susan McDaniel - Parts Director - Bill Luke Auto Group - President - Mopar Masters Guild “I a ended a great mee ng last month with PSX. The first thing I realized is that this is a very powerful tool in helping you manage your wholesale customer base.

More powerful than I had thought. The second obvious thing was that my organiza on has been underu lizing the tool. We have been pulling and using the standard reports that had been set up at the installa on that automa cally comes to us via email weekly. There is so much more this tool can provide. I think any dealer in the wholesale business should consider using this tool to help them manage their business. It is a very affordable investment. Remember to take advantage of all of the features that are available at start up!”

Paul Allred - Parts Director - Stateline CJDRF

Being one of the Outside Sales Reps for my company, I have been using PSX for the past 3+ years. It has been a great tool to help iden fy many areas of customers’ habits. The Prospect Tool works well with new customers. Being able to track our customers’ buying history and the ability to have that informa on available in spreadsheet form is a key feature when working with our Team of OSR’s. Having KPI’s at our finger ps help us to formulate sales plans as well as buying habits. We ALL rely on this tool to keep us well informed and help to con nue to build rela onships with our customers.

Don Cushing - Wholesale Parts Sales Mgr. - Tasca DCJR

Submi ed by Don Cushing

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

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September - October 2019

The View From My Office

With Kat Monteiro

Fall is in the air! Or at least it was for a few days, I don’t think over 80 degree weather feels much like fall. But the cooler nights makes me a believer. I love all the colors, and most of all I love all the Halloween decora ons up all over town! I did not make it up to our local mountains to see the changing colors of the trees, we don’t have much, but there is some. I am sure many of you have enjoyed this spectacular event. It is on my bucket list to hit up Vermont, Maine, or Michigan during the color changing event. Hopefully find some covered bridges. I see pictures in magazines, or ones that friends have taken and posted on Facebook, it looks amazingly beau ful.

Before we know it Thanksgiving will be here, then Christmas, then NADA! I get excited about the NADA me of the year because I get to see and visit with many of you all!

In this issue of the Mopar Masters Guild Magazine I would like to introduce to you a sweet, beau ful, young lady, by the name of Breanna Eckhardt. Most everyone calls her Bre. Does the name Eckhardt sound familiar? Well it should! She is the daughter of the one and only Cody and Amy Eckhardt. Cody and Amy have been a great addi on to our Mopar family. Cody is very involved with the Guild and is currently on the Guild Execu ve Commi ee and is on the Vendor Commi ee for OEConnec on and Snap On Business Solu ons.

Bre is a smart 20 year old young lady who really seems to have a good head on her shoulders. She is a big sister to her 2 younger brothers Zach and Rylan. She is driven and has big dreams.

Bre is a ending Utah State University as a Marke ng Major with a minor in Sales Management. While at school she applied to different internship opportuni es for the summer and surprised her dad, who didn’t even know she applied, when she told him she wanted to accept the opportunity to intern at FCA here in Southern California!

Her dad could not have been more proud. I remember him telling me about it, and he was so excited for her, and excited about the fact that his daughter would be an intern for FCA! And I believe he felt very honored that she chose FCA and that FCA chose her. When I asked her why she wanted to intern with FCA she told me it was because she has witnessed the opportuni es the car business has to offer by watching her dad and his success, and how good it has been to her family.

Bre’s favorite part of being an intern for FCA, other than being in California, is all the cool people she has met.

She will be leaving with good connec ons, and had the opportunity to learn from different people in different areas. She was able to travel to different dealerships throughout Southern California with different FCA representa ves. And as a side note - they all loved her! It was really cool when she came to our dealership with our Marke ng & Wholesale Rep Jeff Mirek, she went back and worked out a program for our dealer website to improve it and make it more appealing and user friendly.

Bre spent the summer at FCA learning different things. She made up fliers for area managers, worked on different challenges for different dealerships - like us and our website, learned about area management and some wholesale. She was able to use her crea ve side for design and how to solve problems. She told me that Jeff Mirek was a great mentor and was a big part of her experience.

Continued on Page 9

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Leaders in the Sale of Quality Mopar Parts

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Continued from Page 8 Bre was able to visit different dealers with their FCA reps and learned what these area managers do for their dealers. She said she also got really good at spreadsheets! She also learned how to talk to people, and speak up and give her ideas and thoughts. This was a great accomplishment for someone who has always been on the shy side.

The “outside of the classroom” experience has taught Bre a lot about how businesses actually work, she says it has been a real eye opener, and just being out in the real world and on her own has taught her so much over the summer.

When I asked her if she wants to pursue a job in the car industry she said she wants to go out and get more experience in adver sing and marke ng, learn how to promote the brand, she wants to see what is out there. She is very interested, just not sure what posi on she would pursue yet. I will be very interested to see what direc on she heads a er she graduates!

Bre had the opportunity to travel back to Detroit with other interns as a last project. She said it was the coolest experience ever to go and present in front of a bunch of people from Mopar and then interview with some of them a er. She enjoyed hanging out with other interns and comparing experiences. Headquarters was a bit overwhelming because of how big it is, but it was so cool to have the chance to be there and see it. When I said earlier that everyone loved her - when she got back from Detroit and she is ge ng ready to go back home, she had some people within the BC that had been looking out for her, tell her to feel free to reach out any me, and if she needed a recommenda on for anything in the future that they would be happy to help.

Bre told me it was hard to move out to California from Utah all on her own. But she was also very excited!

It was hard to find people to hang out with since most everyone at the BC were older, but she excelled in so many ways. The biggest way was breaking out of her shyness and learning how talk to people, speaking up, sharing her opinions and ideas. This was a very big deal for her. I know she inspired me and I am sure her parents are so proud of her. She loved being here close to the ocean and the beach, even though she missed the Utah mountains. She impressed her dad when he came to visit her by driving like a Californian on our some mes confusing highways. And she was one of the lucky ones to visit Disneyland and get into the new Star Wars Land - jealous!! She didn’t complain about the weather and fostered a new love for Palm Trees! She feels this opportunity really took her out of her comfort zone and encouraged her personal development. It was a good experience.

One thing she told me that helped her is a saying her dad always uses “People are just people” it doesn’t ma er who they are or what job they do, they are just people. This helped her with reaching out and talking to people and she learned that corporate people can s ll be kind, they are just people, just like you and me. She never really understood what that saying meant un l she moved out here.

So that is my li le bit on Breanna Eckhardt. Keep your eye out for her in the near future! Good job Amy & Cody you have raised a beau ful, kind, young lady - you should be proud.

“She was very nice and engaging, she brought a breath of fresh air to the California Business Center.” Jeff Mirek - FCA California Business Center

Kat

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

September - October 2019

Our Supporting Vendors:

Support those who support you.

10

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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Our Supporting Vendors: Support those who support you.

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

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September - October 2019

Never let your business get caught in the dark.

We’ve got you covered.

Eliminate the risk losing parts sales if the internet goes down.

Choose EPC 5 for FCA as your backup parts catalog of choice.

Click here to sign up for your trial of EPC 5 for FCA Today!

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

© 2019 CDK Global, LLC / CDK Global is a registered trademark of CDK Global, LLC. 19-9617

WE KEEP THE COMMUNICATION

AND YOUR SERVICE DEPARTMENT

BECAUSE WE’RE

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FLOWING ROLLING.

DEALER PEOPLE.

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

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September - October 2019

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Mopar Masters Guild Magazine

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Leaders in the Sale of Quality Mopar Parts

YOUR

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BECAUSE WE WE’RE RE

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

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September - October 2019

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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

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September - October 2019

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

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Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

19

E X PER IENCE A DVA NCED SERV ICE

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reyrey.com/advanced | 888.781.3020 Š 2019 The Reynolds and Reynolds Company. All rights reserved. 1008908 10/19

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

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September - October 2019

ARE YOU GUILTY OF CONVINCING YOURSELF OF

THESE 5 LIES ABOUT SELLING PARTS ONLINE? 1 2 3 4 5

I don’t need to sell parts online to shops.

EHH... yeah you do. 8 out of every 10 people compare prices online.

And in case you’ve been living under a rock, shops are buying aftermarket parts online daily (and have been for years).

Shops like to call dealers (and prefer it).

Not really. Do you like calling and hearing “Parts, hold please?”

We didn’t think so.

Shops are driven by price.

Not exactly. While price is a huge purchase influencer, it isn’t always the deciding factor. Shops go for QUALITY first ... followed by price.

I can’t compete with Aftermarket prices.

Talk about not believing in yourself. Yes you can! In fact, if you sell parts in RepairLink, we have 9 OEMs that have parts marketing programs that help dealers with that exact issue.

I don’t have time to sell online We are all strapped for time - no doubt about that. But there are actually solutions out there to save you time. Like RepairLink -which is basically a digital employee selling your parts 24/7, doesn’t get sick, and works for less than $1/hour.

If you’re ready to face reality, visit: go.oeconnection.com/rl5lies

Mopar Masters Guild Magazine

Leaders in the Sale of Quality Mopar Parts

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September - October 2019 FO CUS ON QUA L I T Y A ND A L L E L S E W I L L FOL LOW - I T ’S B EST TO D O E V ERY T HI NG W E ELEC T TO DO RE ALLY, RE ALLY W ELL - H A ST E M A K ES WA ST E, B U T T I M E L INES S IS V I TA L - C OMPL AC E N CY IS E V I L - O UR CUSTOM E RS A RE K I N G - C O - WORK ERS ARE T HE B EST C OM R A D ES - V ENDORS H E L P M A K E US S U C C ES S FUL - T H E ON LY AT T I T U D E I S A “C A N DO” AT T I T UD E - T H E D E V I L I S I N T H E D E TA I L S - G RE AT J UST I SN’ T G O OD EN OUG H - FO CUS ON QUALI T Y AND AL L E L S E W I L L FOL LOW - I T ’S B EST TO DO E V E RY T H I N G W E E L EC T TO DO RE A L LY, RE ALLY W ELL - H A ST E M A K ES WA ST E, B U T T I MELI NES S IS V I TAL - C OMPL AC E N CY I S E V I L - OU R CUSTOM E RS N G I- CO O - WORK E RS RE T H E B EST C O M R A D ES - V ENDORS H E L P M A K E US S U C C ES S FUL - T HE ONLY AT T I T UD E IS A “ C AN DO” AT T I T UD E - T H E MA RE I SK I S N # 1A0 D E V I L IS I N T H E D E TA I L S - G RE AT JUST I S N ’ T GO OD E N OUG H - FO CUS ON QUALI T Y AND ALL EL SE W I LL FOLLOW - I T ’S B EST TO DO E V ERY T H I NG W E E L EC T TO DO RE A L LY, RE A L LY W E L L - H A ST E M A K ES WA ST E, B U T T I MELI NES S IS V I TAL - C OMPL AC EN CY IS E V I L - OU R CUSTOMERS A RE K I N G - C O - WORK E RS A RE T H E

GREAT

B ES T C O M R A D ES - V E N D O RS H E L P M A K E US S U C C E S S F U L - T H E O N LY AT T I T U D E I S A “ C AN D O ” AT T I T U D E - T H E D E V I L I S I N T H E D E TA I L S - G RE AT JUST ISN’T GO OD E N OUG H - FO CUS ON QUA L I T Y A N D A L L E L SE W I L L FOLLOW - I T ’S B EST TO DO E V ERY T HI NG W E ELEC T TO DO RE ALLY, RE ALLY W E L L - H A ST E M AK ES WA ST E, B U T T IM E L IN ES S IS V I TA L - C OMPL AC E N CY IS E V I L - OU R C USTOMERS A RE K I N G - C O - WORK ERS ARE T HE B EST C OM R A D ES - V E N DORS H E L P M A K E US SUC C ES SFUL - T H E ON LY AT T I T U D E IS A “ C A N DO” AT T I T U D E - T H E D E V I L I S I N T H E D E TA I L S - G RE AT J UST IS N’ T G O OD EN OUG H - FO CUS ON QUA L I T Y A N D A L L E L S E W IL L FOL LOW - I T ’S B EST TO DO E V E RY T H I N G W E ELEC T TO DO RE ALLY, RE ALLY W ELL - H A ST E M A K ES WA ST E, B U T T I MELI N ES S IS V I TA L - C OMPL AC E N CY IS E V IL - O UR CUSTOM E RS A RE K I N G - C O - WORK E RS ARE T HE B EST C OM R A D ES - V ENDORS H E L P M A K E US S U C C ES S FU L - T H E ON LY AT T I T UD E IS A “C A N DO” AT T I T U D E - T H E D E V I L IS I N T H E D E TA I L S - G RE AT J UST I SN’ T G O OD EN OU G H - FO C US ON QUALI T Y AND ALL EL SE W I LL FOL LOW - I T ’ S B EST TO

Just isn’t good enough.

DO E V E RY T H ING W E E LEC T TO DO RE A L LY, RE A L LY W E L L - H A ST E M AK ES WA ST E, B U T T I MELI NES S IS V I TAL - C OMPL ACEN CY IS E V I L - OU R C USTO M E RS A RE K I NG - C O - WORK ERS A RE T H E B EST C O M R A D ES - V E N DORS H E L P M A K E US S U C C ES S FU L - T HE ONLY AT T I T U D E IS A “ C AN DO” AT T I T UD E - T H E D E V I L IS I N T H E D E TA I L S - G RE AT J UST ISN ’ T GO OD E N OUG H - FO CUS ON QUALI T Y AND ALL EL S E W I LL FOLLOW - I T ’S BEST TO DO E V ERY T HIN G W E ELEC T TO DO RE ALLY, RE A L LY W E L L - H A ST E M A K ES WA ST E, B U T T I M E L I N ES S I S V I TAL - C O MPL ACEN CY IS E V I L - OU R C USTOMERS A RE K I N G - C O - WORK ERS ARE T H E B EST C OM R A D ES - V E N DORS H E L P M A K E US S U C C ES S FUL - T H E ON LY AT T I T UD E IS A “ C AN D O” AT T I T UD E - T H E D E V I L I S I N T H E D E TA I L S - G RE AT JUST IS N ’ T G O OD E N O U G H - FO CUS ON QUA L I T Y AN D A L L E L S E W I L L FOL LOW - I T ’S B EST TO DO E V ERY T HI NG W E ELEC T TO DO RE ALLY, RE ALLY W ELL - H A ST E M AK ES WA ST E, B U T T IM E L IN ES S IS V I TA L - C OMPL AC E N CY I S E V I L - O UR CUSTOMERS A RE K I N G - C O - WORK ERS ARE T HE B EST C O M R A D ES - V ENDORS H E L P M AK E US S U C CES S FUL - T H E O N LY AT T I T U D E I S A “ CA N D O ” AT T I T U D E - T H E D E V I L I S I N T H E D E TA I L S - G RE AT J U S T I S N ’ T G O O D E N O U G H F O C US O N Q UA L I T Y A N D A L L E L S E W ILL FOLLOW - I T ’S BEST TO DO E V ERY T HING W E ELECT TO DO RE ALLY, RE ALLY W ELL - H A ST E M A KES WA ST E, BU T T IMELINES S IS V I TAL C OMPL AC E N CY I S E V IL - OU R C USTOM E RS A RE K I N G - C O - WORK ERS ARE T HE B EST C OM R A D ES - V ENDORS H E L P M A K E US S UC C ES S FU L - T H E ON LY AT T I T UD E I S A “ C A N DO” AT T I T U D E - T H E D E V I L IS I N T H E D E TA I L S - G RE AT JUST ISN’ T G O OD EN OUG H - FO C US ON QUA L I T Y A N D A L L E L S E W I L L FOL LOW - I T ’S B EST TO D O E V ERY T HI NG W E ELEC T TO DO RE A L LY, RE A L LY W E L L - H A ST E M A K ES WA ST E, B U T T I MELI NES S I S V I TAL - C OM-

WE ARE 10 MISSIONS MEDIA.

PL AC E N CY IS E V IL - OU R C USTOM E RS A RE K I N G - C O - WORK E RS ARE T HE B EST C O M R A D E S - V E N D O RS H E L P M A K E U S S U C C E S S F U L - T H E O N LY AT T I T UD E I S A “ C A N D O ” AT T I T UD E - T H E D E V I L I S I N T H E D E TA I L S - G RE AT JUST I S N ’ T GO OD EN OUG H - FO C US ON QUA LITY

AND

ALL

FENDERBENDER.COM/GROWPARTS

RATCHETANDWRENCH.COM/GROWPARTS

Reach local collision repair shop operators.

Reach local auto care shop operators.

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“ YO U M A K E A M I S TA K E ONE TIME AND YOU TRY N O T T O M A K E I T A G A I N. -RICK HENDRICK

See the full interview at reyrey.com/hendrick

© 2019 The Reynolds and Reynolds Company. ny. All Rights Resserved.

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September - October 2019

WHY REINVENT

THE WHEEL?

Reverse-engineered Aftermarket parts often don’t fit correctly – making your repairs take longer. CollisionLink connects you to OE parts – no reinvention required.

With CollisionLink you get: • The largest dealer network across all OEMs • Discounts through 27 part programs for 21 automakers • Efficient workflow system to streamline your parts order process • Comprehensive VIN build vehicle data for part ordering accuracy • No cost for you to enroll Call: 234.400.1552 Visit: OEConnection.com/mmg

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

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September - October 2019

AER AND FRED JONES

POWERTRAIN PRODUCT AND SALES TRAINING OPPORTUNITIES.

Who are the “links” in your dealership who come in contact with your customers?

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ALL training classes are designed to be motivational as well as informative! Because, what good is information if you aren’t motivated to use it!

R SALES AWARENESS – Learn how to increase ALL of your parts and service sales (not just powertrain) without increasing your expenses or costs. Covers sales opportunities and how to take advantage of them.

4–5 hours, Dealer Principal, GM and Management (Parts and Service).* R OUTSIDE SALES REP TRAINING #1 – (Power Surge) Covers basics of outside sales opportunities, including product knowledge, the competition and how to find the business. 4 hours.

R OUTSIDE SALES REP TRAINING #2 – Finding the business, overcoming objections, schedule planning and role playing. Prerequisite for this class is Outside Sales Rep Training #1. 2–3 hours.

R INSIDE SALES PERSON TRAINING #1 – Includes counter personnel (retail and wholesale), phone room, etc. Focuses on product knowledge, knowing the competition, etc. Learn the hows and whys of selling O.E. Powertrain and more. 2.5–3 hours.

R INSIDE SALES PERSON TRAINING #2 ADVANCED – This class focuses deeper on phone selling skills, role playing, handling difficult customers and more. Prerequisite for this class is Inside Sales Person Training #1. 1.5–2 hours. Can be combined with Inside Sales Person Training #1.

R SERVICE ADVISOR SALES AND PRODUCT TRAINING – Know our product, know the competition, know the hows and whys of selling O.E. Powertrain. 2–2.5 hours.

R DRIVERS, or anyone who comes into contact with customers not covered above. Average time 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!

Need more information or want 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 check the box beside the courses of interest and return via email to btaylor@aermfg.com ASAP. But don’t wait. You can also call (540) 419-4882. But don’t wait long. The longer you wait the longer before you increase your sales and profits! Our classes are meant to be motivational as well as informational! * Note: It is strongly recommended that management attend the Sales Awareness course before sending any employee to any of the other courses listed.

4/16 20904 ©2016 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 FCA Group Marketing S.p.A., used under license by FCA US LLC.

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September - October 2019

Chrysler furthers minivan heritage with Voyager Chrysler isn’t le ng go of its minivan legacy. At this point, that’s about all the brand has le in its por olio.

The thin lineup, which got even thinner when Chrysler 200 produc on ended in December 2016, is ge ng an addi on this year: the resurrected Voyager nameplate targe ng entry-level buyers and fleet customers.

The aging 300 sedan, meanwhile, lives for another few years with cosme c updates.

300: The 2020 model receives the new Red S appearance package that gives the interior a burst of color with red leather seats. The vehicle also gets three new paint op ons. But produc on is slated to stop by the end of 2022.

Pacifica/Pacifica hybrid: The Limited trim gets a new Red S package, which features Rodeo Red Nappa leather seats, for the 2020 model year. FCA said the honeycomb grille now comes standard on Pacifica hybrid models.

A dual-pane panoramic sunroof op on is available on Pacifica gasoline models. An all-wheel-drive version is said to be in the works and could go into produc on in mid-2020 for a third-quarter launch, a forecaster said.

The minivans will likely receive midcycle freshenings for the 2021 model year.

Voyager: The Voyager nameplate returns for the 2020 model year as a lower-priced version of the Pacifica. It replaces the Pacifica L and LX models and will be offered in three trim lines: L, LX and LXi. The LXi will be sold only to fleet customers. It comes standard with a 3.5-inch digital informa on display and offers the Uconnect 4 system with a 7-inch touch screen and standard Apple CarPlay and Android Auto. The Voyager is expected in dealerships in the fall.

Source: www.automo venews.com

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Mentoring programs allow veteran techs to share expertise with young apprentices Dave Wright watched older service technicians at his dealership struggle to turn wrenches and contort themselves into cramped spaces a er years of wear and tear on their bodies.

The fixed opera ons director at Shaheen Chevrolet in Lansing, Mich., saw mul ple problems. His shop was losing produc on, and older technicians were losing pay, because they couldn’t turn the hours they used to. The techs o en were coun ng the days un l they could lay their tools down and rest.

But Wright also saw an opportunity. The older techs’ bodies might be aching and worn out, but their minds brimmed with years of knowledge and experience that could help young appren ces become produc ve line technicians.

So last month, Shaheen launched a program that assigns two veteran techs as mentors to five appren ces. The mentors don’t do any wrenching; they only coach the appren ces on diagnoses and repairs. Their pay is based on how much work the appren ces produce.

“We’ve told them that we don’t want them turning wrenches anymore,” Wright told Fixed Ops Journal. “We want them to pass along their thought process, their diagnos c ability, and teach these young people what took them 30 years to learn.”

One mentor, who is due to re re in two years, has two appren ces; the other has three. Wright hopes he can train five or six appren ces in that me to become line techs.

“If these guys can pick up 80 percent of his knowledge over the next two years, I’m 300 percent ahead of where I would have been,” Wright says. “Now I’ve got five guys with 80 percent of his knowledge, whereas before I had one person with 100 percent and a body that just couldn’t physically do it.”

Growing shortage New-vehicle dealerships face a cri cal shortage of qualified technicians in the next five to 10 years, as more baby boomers re re and community colleges and technical schools scramble to produce enough trained replacements.

The industry not only is going to lose thousands of experienced techs, but also will suffer a major brain drain, says Lee Harkins, CEO of M5 Management Services Inc., a dealership consul ng firm that specializes in fixed opera ons. Most of the know-how, tricks and shortcuts that older techs have accumulated isn’t wri en down for the next genera on, Harkins notes.

“We’ve only seen the nose of the camel so far, but it’s fixing to hit us soon,” he says. “Without [mentoring], we’re going to con nue to muddle along just like we are right now and con nue to piss customers off because we can’t take care of them.”

Harkins says dealerships can accelerate the training and development of younger technicians by tapping into the stored knowledge of older techs whose produc on has dropped because of physical limita ons.

By contrast, a typical dealership training approach is to have students or recent graduates of auto tech programs start on the lube rack.

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Continued from Page 29 They wait for an opportunity in the main shop, where Wright says ini ally they o en are “parts chasers and parts replacers,” doing easy jobs and li le or no diagnos c work.

“Fixing the car is the easy part,” Wright says. “Finding what the hell broke and what needs to be fixed is the hard part. That’s how they progress from C techs to Bs and As — by figuring out what’s wrong.”

Most shops have informal mentoring programs in which older techs advise and help younger ones. But that approach typically works only to a point, Harkins says.

“There’s a hierarchy in the shop,” he says. “You’ve got your go-to guys, and they’re usually the guys who have a lot of experience.

“When younger techs come in, if they’re not trained correctly, they’ll make that older, experienced journeyman tech a vic m,” Harkins adds. “They’ll con nually be going over to them and saying, ‘Hey, how do you do this, did I do this right, what should I do now?’ They pester them, and the older techs just throw up their hands because they’re not ge ng compensated to help the guy.”

Need for structure A structured mentoring program, in which appren ces do the work and an older mentor acts as a coach and trainer, develops produc ve line techs faster, Harkins says.

The mentor is the team leader who oversees five or six appren ces, he says. “His responsibility is to make them journeymen technicians. The mentor’s incen ve is that his pay is based on how many hours his apprences produce and the measurable progress they make towards becoming line techs.”

Harkins acknowledges that the concept has been hard to sell to many dealerships because it ini ally reduces produc on and raises costs. Instead of genera ng his own flat-rate hours, the experienced tech is mentoring green appren ces, who might produce only three or four hours a day at first.

But Wright says the higher ini al cost is an investment. He used advice from Harkins and others to shape Shaheen Chevrolet’s mentoring program. It pays mentors so they make at least as much as they did wrenching.

“This isn’t a fast fix for anything, it’s a long-term program,” Wright says. “You have to have the owner’s backing to do something like this, because the ini al cost of sale for this mentor program is probably 35 to 40 percent higher than for a normal A tech.”

Once C-level appren ces become B or A techs working on their own, Wright sees the investment paying off.

“As the appren ces become more produc ve and more knowledgeable, the mentor’s piece of this becomes less,” he adds. “That raises the capacity in my shop and drives down my cost of sale. In a shop with 60 technicians, if [ini ally] I’m paying two of them considerably higher to train five, I can live with that.”

Other dealerships and dealership groups, such as Ganley Automo ve Group, headquartered in northeast Ohio, and West Herr Auto Group in suburban Buffalo, N.Y., have developed sophis cated mentoring programs for service technicians.

At Todd Wenzel Buick-GMC in Davison, Mich., fixed opera ons director Sco Kohagen started a program about Continued on Page 31

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Continued from Page 30 seven years ago, when one of his best techs developed mul ple sclerosis at age 40 and could not turn wrenches.

“We tried to think of every op on we could and turn every stone over on how we could possibly s ll allow him to con nue his career and u lize his skills,” Kohagen says. As a mentor, he says, the tech “was physically forced to coach these guys through all of the hands-on por on of it, because he literally couldn’t do it. He became a very good coach.”

Requiring the appren ces to perform diagnoses and repairs under the guidance of the master technician built their confidence and sped up their learning process because they knew they couldn’t rely on the ailing tech to bail them out, Kohagen says.

“If you want the mentored technicians to become good and put them on a meline that’s quicker, you have to restrict the lead technician from performing repairs, so they have to coach them through it,” he says.

“Then the appren ce gets the repe on and all the processes and tricks, all the things that the technician has learned over a long period of me.”

When the older tech with MS had to re re, Kohagen had another mentor who le the dealership to return to wrenching. Four of his 17 techs were trained in-house by mentors, and two others le to work for a General Motors supplier, Kohagen says. Currently, the dealership doesn’t have a mentor tech.

“I haven’t found the perfect candidate yet,” Kohagen says. “Also, that area in the shop where we had the mentor working is now housing the two most recent technicians who went through the program and are doing really well. This is a bit of a space constraint, and we need to figure that out when we put the program back in place.”

Pa ence pays off Kohagen says the mentoring period before his appren ces become line techs is roughly 12 to 18 months, “depending on how green they are when they come in.”

At Shaheen, Wright says, “We’re guessing from six to 10 months, but we’re in no hurry. If it takes a year and a half, that’s OK, because they can absorb a lot of knowledge in that me.”

Because it takes me to develop skilled technicians, Kohagen advises other fixed ops managers to look in their shops for older techs who could become mentors before they leave.

“I suggest they put them in a scenario where they’re pouring their knowledge into these younger technicians,” he says. “They’re extremely valuable, and they’re not going to be there forever.”

Source: www.automo venews.com

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September - October 2019

Consumers need help with AV tech Most companies in the automo ve industry are working to develop some element of autonomous driving or support for such a capability. However, we have a bit of a conundrum about our migra on to an autonomous future.

At this point it is fair to say that we are inves ng billions of dollars in myriad solu ons that will together deliver autonomous driving to the world in the near future. While the investment is mind-blowing, investment isn’t the problem. The problem is a lack of consumer confidence with autonomous driving — many consumers are afraid to let a car take the wheel.

In AAA’s 2019 annual automated vehicle survey, 71 percent of respondents stated that they are afraid to ride in fully self-driving vehicles. This percentage increased from 64 percent in 2018 a er several high-profile automated-vehicle incidents. J.D. Power detailed a similar finding in its 2019 Mobility Confidence Index Study where consumer comfort with riding in self-driving vehicles scored a low index of 34 on a 100-point scale.

For all of us to succeed with autonomous driving, we need to drama cally improve the current percep on. The best means to improve consumer sen ment with this new and seemingly in mida ng technology, is to experience it safely. AAA iden fied that experience with “par ally or fully automated vehicle technology will help remove some of the mystery for consumers and open the door for greater acceptance.”

To address consumer percep ons and pave the way to our autonomous future we have a call to ac on to improve the consumer experience with automated, or automated-like features, leveraging advanced driver assistance systems, or ADAS. Many such features are available today, and these features cons tute the building blocks for autonomous driving.

How to begin We must start by op mizing ADAS usability in the feature development phase followed by advancing analy cs for ongoing product insights and improvement on in-market vehicles.

As an entry point, a number of Level 0 features can introduce to consumers the feeling of vehicle-aided driving, primarily with alerts or warnings. Examples include traffic sign recogni on (with visual or audible warnings), lane-departure warnings, curve speed warnings, hazard alerts, blindspot warnings and rear cross-traffic alerts.

However, it is with Level 1 and 2 systems where consumers start to truly experience the benefits of automated vehicle control. These systems typically deliver driving benefits in terms of collision preven on, safe lane naviga on and safe distance maintenance.

For collision preven on, systems such as autonomous emergency braking and cross-traffic assist enable the vehicle to ini ate an emergency braking maneuver before a frontal or rear impact is about to occur in order to avoid or reduce the consequences of a crash. As these are systems designed specifically for emergencies, it is intended that drivers have minimal experience with these automated features. However, these features enhance consumer confidence in the vehicle’s ability to ensure the safety of passengers, pedestrians and other vehicles.

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Continued from Page 32

Lane naviga on Features that help navigate lanes give drivers the best firsthand, and poten ally most frequent, exposure to the feeling of automated driving. For example, lane-keeping assist systems control the steering func on to maintain the vehicle posi on in the lane, and lane-changing assist safely changes the vehicle’s lane when the driver engages the turn signal.

Systems that maintain a vehicle’s safe driving distance, such as adap ve cruise control and predic ve cruise control, enable the vehicle to automa cally adjust its cruising speed based on other vehicles on the road ahead or to an cipate changes of terrain (such as slope) that will affect driving and efficiency.

These automated systems help further extend the feeling of convenience and safety in the vehicle as automaon supplements to rou ne driving tasks.

Increasing usage of these Level 1 and 2 features is cri cal to improving consumer comfort and autonomous adop on. As an industry, we need to increase usability tes ng now to op mize these features for consumer comfort as a priority a er safety.

A recent J.D. Power U.S. Tech Experience Index Study found that some consumers turn off their ADAS features due to their annoyance with bothersome alerts. There is a learning curve for all of us, as well as a balancing act to ensure the features we develop are helpful vs. bothersome.

Addressing alert fa gue will be crucial. As developers of this technology, we need to give consumers alert opons where possible, hap c vs. audible for instance, to give consumers a more intui ve experience.

Learn from consumer usage In addi on, these features can be improved over me with insights on consumer usage on in-market vehicles.

As vehicle connec vity becomes standard and sensor data streams become more available, analy cs can surface usage pa erns and insights to help us determine feature improvement opportuni es, and where we need deeper analysis. Real- me insights from ADAS feature analy cs enable the industry to address consumer comfort over me and will prove cri cal to driving long-term AV recep vity.

In the compe ve road to autonomy, me is of the essence. How quickly these insights are applied to improve ADAS usability will drive the me frame for full AV adop on.

For instance, some automakers may use these insights for the next model year’s enhancements, while others will choose to lean in with in-market vehicle updates.

Regardless of the path chosen, in order for the market to be ready for autonomous driving, these Level 1 and 2 ADAS features must gain mass-market adop on. Only then will consumers become comfortable riding in and opera ng around automated vehicles.

Source: www.automo venews.com

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September - October 2019

Do You Know Anyone Who Needs to “Digitally Diet?”

Wri en by Ed A anasio - www.autobodynews.com Many of us have been on diets over the years.

Anything in excess is bad, which was precisely what my aunt told me after she saw me eat an en re large pizza on a dare at age 12. Her advice resonated with me a few hours later when I got a Babe Ruth size stomachache and had to live on Pepto-Bismol for the next 48 hours.

The valuable lesson I learned back then is that anything pleasurable is addic ng and, evidently, spending me on our personal devices fits neatly into that category. It’s become a big problem that’s affec ng both men and women, young and old equally, it seems.

It’s easy to get addicted to our personal devices that can change our lives in many ways—both good and bad. As a busy collision repair professional, you’re balancing half a dozen things simultaneously, and much of it involves your cellphone. You need to text an insurance agent; call your paint jobber; send several emails to employees, customers and vendors, etc.

Digital overload is affec ng people so much that many are doing a “digital detox,” where they go cold turkey over a period of me. To me, that sounds a li le daun ng and I fear I might lose my mind from digital withdrawal.

Everyone has their own reason to digitally diet. The other day, I was out with some people who represented three age groups—I was the senior (61); there was a Millennial (32), and we were accompanied by a Gen Xer (23). We didn’t have much in common, except for the fact that we all admi edly spend too much me on our personal devices.

The Gen Xer is a huge music fan and has more than 800 songs on his phone. If he’s awake, it means he’s connected to his earplugs which seals him away from the real world, which he likes.

The Millennial is now a hardcore app addict with more than 100 on his phone (the na onal average is 30, how many do you have?) And as the senior in the room, I’m not tech-savvy enough to get addicted, but that doesn’t mean I’ll ever stop trying. The other day, it took me more than 20 minutes just to change my fantasy football lineup via my new iPhone!

Digital addic ons are not limited to smartphones either. Video game addic on is a serious issue worldwide with kids (and adults) playing games for 15-plus hours daily and have detached from society completely as a result. My friends had to recently send their 17-year-old son to a video game rehab boot camp to the tune of $15,000—and it did not work.

My niece sent more than 1,200 texts one month, many of which were pictures of food. I can see if you’re eating a fancy dinner, but McDonald’s?

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Continued from Page 36 In this always-on and connected world, it’s just too easy to find ourselves repe vely staring at screens and mindlessly swiping through pablum online for countless hours while the real world quickly passes us by.

In a study conducted this year by KDA Engineering, most Americans (92%) believe that smartphone addic on is a real issue. Although 60% of Americans believe they touch their cellphone 100 mes or less daily, the reality is that a typical user taps, touches, glances at or swipes their phone a shocking 2,617 mes per day, according to Dscout Research.

Going to sleep at night doesn’t release you from a cellphone addic on. It’s the last thing most people look at before going to bed at night, according to the study. Of the respondents, 44% had been woken up by the noise, and 41% by the light from a mobile phone in the bedroom.

74% of the respondents used mobile technology in the shared bed at least once a week. However, only 18% reported using a shared smartphone or tablet together in bed. Americans claim that they “somewhat or strongly agree that periodically ‘unplugging’ or taking a ‘digital detox’ is important for their mental health.

So, how does all of this digital die ng impact your business as a body shop owner or manager? The owner of Adver sing Business Consultants, Inc. in San Jose, CA, Roger Henson is a 40-year adver sing/marke ng veteran, so he was there before the Internet and smartphones began impac ng our lives.

The evolu on is a good thing, but many people can’t handle it, Henson said. “I tell my kids to control the amount of me they spend on their smartphones because extreme use can cause problems like Repe ve Strain Injury (RSI), ‘text neck’ and eye strain. If you need to be connected, try to use your laptop, ideally at a proper worksta on. People are now designa ng no-device mes; stepping away from incessant buzzing no fica ons for incoming calls, emails, texts, etc. and giving social media a meout.”

As a marke ng guru, what does Henson tell his body shop clients about their presence online and how digital die ng might affect them? “In today’s collision repair industry, there are plenty of great apps out there that are convenient for consumers and make the industry more efficient altogether,” he said. “I never blame technology when people complain about using it too much or having other issues with it. Technology makes our lives easier both personally and professionally, but the impulse to overdo it will always be there. If you’re using a photo app or aggressively pursuing social media for your shop, con nue doing it.”

Ed A anasio is an automo ve journalist based in San Francisco. Ed enjoys sports of all kinds and is a part me stand-up comedian.

If Ed looks familiar, you have either seen him doing his outstanding stand up or met him at a few of our Mopar Masters’ Guild events when we were in San Francisco.

He can be reached at era39@aol.com.

Source: www.autobodynews.com

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

36

September - October 2019

2019 2 01 9 M o opar p ar M ast aster er s G Gui ui ld O ffii cer s & Com Off Committee m i t t eess Vendor Commi ees

Officers: President - Susan McDaniel - Bill Luke CJD – Phoenix, AZ Vice President - Joe McBeth - Dallas DCJ – Dallas, TX Secretary - Mike Opperman - Baxter CJD - Omaha, NE Treasurer - Don Cushing - Tasca Automo ve Group - Johnston, RI

Execu ve Commi ee - All Officers Including: Dan Hu on - Tom O’Brien DCJR - Greenwood, IN Marvin Windham - Benchmark CJD – Birmingham, AL Alan Yancey - Hayes CDJ - Alto, GA Rick Monteiro - Jack Powell CJD – Escondido, CA Rick Cutaia - Rick Hendrick DCJR – Charleston, SC Paul Allred - Stateline CJD – Fort Mill, SC Gerry Oakes - Baxter CJD - Omaha, NE Glenn Hojnacki - Milosch’s Palace CJDR – Lake Orion, MI Cody Eckhardt - Larry Miller DCJR - Sandy, UT

Guild Commi ees: Nada 2020 Planning Jill Vance - Avenue Event Group, LLC

Finance Commi ee Susan McDaniel - Bill Luke CJD – Phoenix, AZ Don Cushing - Tasca Automo ve Group - Johnston, RI Rick Cutaia - Rick Hendrick DCJR – Charleston, SC

Newsle er/Website/Social Media Don Cushing - Tasca Automo ve Group - Johnston, RI

CDK Global Mike Opperman - Baxter CJD - Omaha, NE - (Chair) Dan Hu on - Tom O’Brien DCJR - Greenwood, IN Paul Allred - Stateline CJD – Fort Mill, SC Joe McBeth - Dallas DCJ – Dallas, TX

Reynolds & Reynolds Rick Cutaia - Rick Hendrick DCJR – Charleston, SC (Chair) Randy Rogers - Huffines CJDR - Plano, TX Kent Cogswell - Jack Phelan CDJR - Countryside. IL Alan Yancey - Hayes CDJ - Alto, GA Marvin Windham - Benchmark CJD – Birmingham, AL (Alt)

OEConnec on & Snap On Business Solu ons Dan Hu on - Tom O’Brien CJD – Greenwood, IN (Chair) Paul Allred - Stateline CJD – Fort Mill, SC Susan McDaniel - Bill Luke CJD – Phoenix, AZ Cody Eckhardt - Larry Miller DCJR - Sandy, UT Don Cushing - Tasca Automo ve Group - Johnston, RI

UPS Paul Allred - Stateline CJD – Fort Mill, SC (Chair) Rick Cutaia - Rick Hendrick DCJR – Charleston, SC Rick Stewart - Commonwealth DR - Louisville, KY

AER Robert Chatwin - Larry Miller DCJR - Sandy, UT (Chair) Glenn Hojnacki - Milosch’s Palace CJD – Lake Orion, MI Josh Gouldsmith - Gladstone DCJ - Gladstone, MO Shane Birdyshaw - Benchmark CDJR - Birmingham, AL Jim Jaeger - Bosak Motors - Merrillville, IN (ALT)

SUMMIT CONSULTING INTL/PSX Joe McBeth - Dallas DCJ – Dallas, TX Susan McDaniel - Bill Luke CJD – Phoenix, AZ Don Cushing - Tasca Automo ve Group - Johnston, RI Paul Allred - Stateline CJD – Fort Mill, SC

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

Mopar Masters Guild Magazine

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