Leaders in the sale of quality Mopar Parts.
September-October 2016
Also In This Issue From the Desk of MMG President Susan McDaniel ...................... 2 “Meet Your Board” .................................... 4 Never Attended A Mopar Masters Guild Meeting? .......................................... 5 MMG Supporting Vendors .............10-11 Dealer Tire Meets with MMG
Mopar Masters Guild’s 25th Anniversary at NADA 100 New Orleans DETAILS INSIDE! Page 3
Vendor Committee ............................12-13 MMG Vendor Committee Meetings Continue with Snap-On Business Solutions & OEConnection .............13-14 FenderBender/Ratchet+Wrench.........15 Reynolds & Reynolds........................16-17 OEConnection ....................................18-19 CDK Global ........................................20-22 Dealer Tire ..........................................23-25 Elite Extra...........................................26-27
Mopar Masters Assemble in Detroit for Super Performance Group & Meetings with Mopar! Pages 6-9
Autobody News........................................28 Rousseau Storage.....................................29 Katzkin ................................................30-31 Snap-On Business Solutions .................32 UPS .............................................................33 Smarter Cars and the Connected Supply Chain .......................................34-35 State Farm Insureds Get Class Action Status ...........................35-37 Ask the Expert ...................................38-39 MMG Vendor Committee Meets with UPS .............................................39-40 MMG Travels to Eau Claire WI to Meet with Elite Extra! .....................40-41 2016 -17 MMG Committees ................42
The exchange of information by like size dealers in a non-competitive environment.
Mopar Masters Guild
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September - October 2016
From the Desk of MMG President Susan McDaniel
CHANGE Change is inevitable. The world is changing all around us every day. We have had to even change the way we shop. Many retail stores are closing due to growing internet business and buying habits. We have had to rethink ways to grow our internet business as well. We have to change the way we do business. Period. 30-40 years ago, when a lot of us started in this business, we used rotary phones and paper catalogs. If we needed to locate a part we made as many phone calls as it took to find it. If we had a customer who needed a hard to find part, we drove over to his shop and looked at the car ourselves. We wrote out our orders on a piece of paper and someone input each one on a computer that communicated with Chrysler. When paper catalogs were replaced with computers we hated it but we changed. Our goals and objec ves to make money have recently changed in our workplaces. We have had to have meetings with our owners, General Managers, employees and peers to explore our op ons and make the necessary adjustments. Although, we cannot give up hope that our voices of reason will be heard, we have to look past these changes whether we like it or not and figure out how we are going to make this work to our advantage. We have to think dierently. Our work environments are changing every day. Our people are changing. The new and younger people we are hiring think dierently than we do. They are not going to change. We have to. Some of the people we have had working for us for a long me, refuse to change and these people will be le behind. Our schools have changed. Children are no longer taught right from wrong and everyone is a winner. They are no longer taught important parts of history and how this country came to be so great. They are only le to feel en tled. Our health care has changed. Our out of pocket costs have sky-rocketed and services that used to be covered are no longer. Our providers used to be able to answer coverage ques ons for us right away; they no longer are able. In the upcoming months, we are about to see a big change in the way our country is run. Our leadership will change. We may like it and we may not. Whatever happens, in the end, we will have to change and adapt if we want to con nue to be successful. What are you doing to change?
Susan When obstacles arise, you change your direc on to reach your goal; you do not change your decision to get there. - Zig Ziglar
Mopar Masters Guild Magazine
Leaders in the Sale of Quality Mopar Parts
Mopar Masters Guild 25th Anniversary Celebration 1992-2017 We are looking forward to seeing ALL of you in New Orleans! Below, please find the link for our hotel The Intercontinental located in the heart of New Orleans on Canal Street just steps away from the French Quarter. You can book Tuesday night Jan. 24, 2017 thru Sunday afternoon Jan. 29, 2017 with this link. Our meetings will begin Wednesday morning January 25th, 2017.
Tentative Agenda: *Tuesday January 24th - 6:00PM - 9:00PM Parade & Welcome Reception *Wednesday January 25th - 7:00 AM – 5:00 PM - Guild Meeting & Presentations *Thursday January 26th - 7:00AM – 5:00PM - Guild Meeting & Presentations *Thursday Evening January 26th - NADA 100th Anniversary Party** *Friday January 27th - NADA FLOOR *Friday January 27th - 6:00PM-9:00PM - MMG 25th Anniversary Event *Saturday January 28th 7:00AM - 5:00PM - Guild Meeting ALL MEETINGS WILL BE HELD AT THE INTERCONTINENTAL FRENCH BALLROOM. Look for more details from Casey Brown in future emails - Click on the link below to register for your hotel - Book ASAP as our Room Block is quickly filling up! https://resweb.passkey.com/Resweb.do?mode=welcome_ei_new&eventID=15514307 The MMG will reimburse paid members for 50% of their NADA Registration. That’s $200. So, if you’re not a member of the Guild then JOIN NOW! Member dues are $100 and you will reap the rewards just by registering for NADA and attending our Mopar Masters Meeting! **Registering for NADA will also give you access to the NADA 100th Anniversary Party on Thursday Night! Click on the link below to register for NADA 2017 New Orleans and don’t miss a piece of history.
http://convention.nada.org/Register/
The exchange of information by like sized dealers in a non-competitive environment.
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September - October 2016
Meet Your Board
Susan McDaniel - MMG President Bill Luke CJD - Phoenix, AZ We asked recently elected MMG President Susan McDaniel to share her background leading up to her involvement and Presidency of the Mopar Masters Guild. Here’s what she had to say: I first began my automo ve journey in 1983 with a company called Chief Auto Parts. I am from a military family and had been living in Yuma, Az. since the mid 1970’s when a friend approached me about going to work in a small retail automo ve store that he managed. It sounded like an interes ng new adventure so I accepted his offer not realizing what a wild ride I was about to go on! I started out stocking shelves, facing product, and checking in orders. I caught a li le flack, at first, from the other employees because I didn’t know anything at all about cars or the automo ve business. Over the next several months, I made it my mission to learn everything about the business that I possibly could so that I could be the best at what I did. It wasn’t long before I not only caught up with but surpassed the others in sales and average transac ons.
I
In January of 1984 I had the opportunity to move to Phoenix, Az. to become instrumental in the opening and inial set up of several new Chief Stores in the Phoenix Metropolitan Area. By 1986 I was managing my own store. In November of 1988, I began a new adventure at Bill Luke Chrysler Plymouth. I started out working in the service department for about 6 months and even contemplated becoming a Service Advisor. When a Parts Advisor posi on opened, I moved over to join the fun! This was a lot different than working for a retail automo ve chain. All of the different books, groups, part type codes and parts that I had never sold before. A new adventure. I spent about a year or so working on the retail counter and became an expert in loca ng obsolete and hard to find parts. I spent most of the nine es working in and managing our Wholesale Department. I really enjoyed all of the people I sold parts to locally and in the neighboring states. In April of 2000 I became the Parts Manager of our Chrysler Jeep store and was a key player in merging our two parts departments (Chrysler Jeep and Dodge) together into one big brand new building in June of 2004. We now boast over 1.5 million dollars in inventory, run a thriving Tire Department through parts and have 30 employees in our Chrysler Jeep Dodge Ram Parts Department and have a separate Fiat and Suzuki dealership in Tempe. As the Parts Director of a growing Automo ve Group, I have found my involvement in The Mopar Masters Guild to be quite beneficial to my success. I have been ac ve in Mopar Masters since 2002 and have seen many posi ve changes in our industry. We have helped each other with employee issues, factory programs, Dealer Management Systems, and general everyday ideas to help grow our businesses. We have partnered with FCA to improve and strengthen factory programs and created a bond that both sides have been able to benefit from.
Thank you for your input Susan and good luck as you move the MMG forward into the future!
Mopar Masters Guild Magazine
Leaders in the Sale of Quality Mopar Parts
5
Never Attended a Mopar Master’s Guild Meeting? The annual mee ng is of great value to every MMG member.
Here are some of the benefits: PresentaƟons from top Mopar corporate managers
These are no-bull two-way informa on exchanges that allow you to plan for what’s coming during the year. You will also likely get a chance to talk informally with these same top managers at the opening recep on or another of the guild’s social func ons.
PresentaƟons from the guild’s supporƟng vendors
All of the most important vendors to your dealership will have their top brass and technical gurus here to tell you what’s in the pipeline, including new products and so ware modifica ons.
Learn what the top Mopar dealership parts managers are doing
You’re one of the top, too, or you wouldn’t be a member! Come and share your experience.
Input to the annual Detroit meeƟng with Mopar ExecuƟves
Want to put your two cents in? Members assemble a list of “Detroit issues” that the guild execu ve commi ee takes to Detroit for candid discussion. Mopar execs ask us our opinion of possible new programs and explain their business posi ons. These discussions have resulted in many posi ve changes for all dealers. They also give Mopar a be er understanding of our needs.
The NADA convenƟon floor alone is worth the trip! Mopar has a big exhibit with all the right people and info. Check out all the other vendor exhibits; maybe buy some new equipment for the store!
NADA’s educaƟonal seminars are presented by the top names in all dealership areas and cover a wide variety of useful topics. You also receive a binder with notes from all sessions, including those you could not a end.
Wearables! Make room in your suitcase – you will receive stylish addi ons to your in-dealership wardrobe, each bearing the MMG logo.
Good food and friendship awaits. Most likely someone you already know will be a ending, and, with the wide variety of ac vi es available, it’s even more likely you will strike up a friendly rela onship with someone you meet. The guild has made it possible for all Mopar Masters to enjoy these benefits, which actually amount to a compeƟƟve advantage for your business. What do you need to bring with you? Just a willingness to par cipate and share your knowledge and perspec ve. If you are a Mopar Master, you have something to offer the guild. Some mes the simplest idea, the one you were even a li le embarrassed to men on, is just what another member needed to hear.
Watch Your Inbox for Updated InformaƟon As We Get Closer. We would Highly Recommend Making Your Hotel ReservaƟons ASAP! The exchange of information by like sized dealers in a non-competitive environment.
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September - October 2016
Mopar Masters Assemble in Detroit Super Performance Group Meeting is Followed by Discussions with Mopar Executives! Submi ed by Ma Jarvis - Secretary - Mopar Masters Guild - Bald Hill DCJ & Kia This past August I joined the Mopar Masters Guild Execu ve Commi ee for our Super Performance 20 Group followed by mee ngs with Mopar Execu ves at the Chrysler Headquarters and Technology Center (CTC) in Auburn Hills and a tour of the Packaging Warehouse in Centerline both in Michigan. I arrived early Sunday and was joined by my new baseball buddy, Dan Hu on, at Comerica Park in Detroit to see my Boston Red Sox play the Detroit Tigers. (The Sox got crushed 10-5 but that’s ok…. they won the Division!) What a great place to enjoy a baseball game mixed with a li le business banter! That evening we met up with the MMG Execu ve Commi ee and Mark Beaton and his wife Michaela for dinner. As most of you know, Mark is the Principal at MBA Dealer Services and our facilitator for the Super Performance 20 Group. We enjoyed some great food and talked about our agenda for the next two days.
The MOPAR Masters 20 Group was held Monday and Tuesday, August 22 & 23. We had a terrific mee ng with some of the best in the business. Most of Monday was dedicated to our Dealer Financial Composites followed by breakouts for Service & Parts Managers. Jeff Conklin, Head of Capacity Planning, FCA gave us informa on on current state of dealerships, hiring technicians (and the challenges we all face) and expansion of dealership service departments to handle the surging amount of business. Following Mr. Conklin were John Fox and Howard Byck from FCA presen ng Degrees@Work powered by Strayer University. This program is an Inline University that allows dealership employees the opportunity to earn Associates, Bachelors and Masters Degrees while employed. Continued on Page 7
Mopar Masters Guild Magazine
Leaders in the Sale of Quality Mopar Parts
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Continued from Page 6 At the end of our mee ngs we were invited by Glenn Hojnacki to take a tour of his new parts facility at his dealership, Milosch’s Auto Palace. Quite a palace it is! I was very impressed with his parts facility.
That evening we all joined at the Palazzo di Bocce, an Italian Restaurant and Bocce Club in Lake Orion, MI. Besides some simple equipment, all that’s needed to play bocce is a spirit of fun and good sportsmanship. Any me is a good me to play bocce. It’s not ed to any seasonal condi ons, and you’ll fall in love with this game, as you face its athle c and strategic challenges. I’m sure I speak for all of us when I say, we had a great me!
On Tuesday we spent the first half of the day finishing up out Financial Composites and we were just ge ng ready to head to lunch when Mark Beaton announced to all of us that he would be re ring at the end of 2016. For many of the Mopar Masters it was a stunning announcement. Mark has facilitated so many of our Performance Groups and the Guild will truly miss this gentleman. A er lunch we traveled to the Chrysler Headquarters and Technology Center (CTC) in Auburn Hills to meet with Mopar Execu ves. Represen ng Mopar were: Ross McGinnis Head of Mopar Sales & Product Development Mike Cockell Mopar Sales & Field Opera ons Skip Olson Mopar Sales Repor ng & Data Analy cs JohnTonial Senior Manager, Mopar, Materials Planning Brian Rogos A ermarket Channel Ed Cummins Maintenance Continued on Page 8
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September - October 2016
Continued from Page 7 Todd Beddick Senior Manager of MOPAR Accessory & Perfomance Por olio Brian Wayne Collision Por olio Senior Manager In a endance for the Mopar Masters Guild were: Paul Allred Gary Block Cody Eckhardt Dan Hu on J.D. Ipsen Ma Jarvis Joe McBeth Susan McDaniel Rick Monteiro John Russo Tom Schelonka Marvin Windham Mike Opperman Alan Yancey Ed Lueras
Mopar covered many subjects such as: •
2016 Current State
•
Dealer Rewards
•
OSF / Dealer Inventory Trends
•
Wholesale (New Organiza on / Focus)
•
Maintenance / Magne Marelli
•
Accessories
•
Collision
•
Truckload Direct
•
Service & Parts Landscape Continued on Page 9
Mopar Masters Guild Magazine
Leaders in the Sale of Quality Mopar Parts Continued from Page 8 • •
9
Service Advocacy Retail/Wholesale Performance
•
Service Lane Trends
•
Loyalty
•
Bulk Oil
•
Wholesale Distributors
•
Express Lane Growth
•
Tires
•
MSER
It was Dealer Rewards that really took center stage and as everyone knows by now, there have been some major changes that will affect dealers around the country. Tuesday evening members broke off into several groups to head out to dinner. On Wednesday the guild met at the Packaging Facility in Centerline. We were given a presenta on on Concealed Damage by Tom Gianfermi. Packaging Engineering Supplier Quality Process Reliability and Communica ons Transporta on/Logis cs PDC Opera ons Top Damage Parts Top Damage Suppliers Top Damage Routes Top Damage Depots Concealed Damage Team Findings Supplier Quality Ini a ves This concluded our mee ngs with Mopar. The Mopar Masters Guild would like to thank Mopar Execu ves for taking their me to meet with us and discuss strategy. We look forward to con nued open dialogue in the coming months as we head to our Annual Mee ng in New Orleans in January 2017 at NADA.
The exchange of information by like sized dealers in a non-competitive environment.
September - October 2016
Our Supporting Vendors:
Support those who support you.
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Mopar Masters Guild Magazine
Leaders in the Sale of Quality Mopar Parts
11
Our Supporting Vendors: Support those who support you. The exchange of information by like sized dealers in a non-competitive environment.
12
September - October 2016
Dealer Tire Meets with Mopar Masters Vendor Committee Dealer Tire and Mopar Masters have had a very valuable relaonship for the past several years. We have partnered on many occasions to discuss changes in the industry, new programs, ideas and general ideas on how to grow our business. Mopar Masters meets every year during The NADA Convenon and Dealer Tire is always on our guest list. They are always anxious to meet with the top 100 Parts Managers (usually 30-35 present) to exchange ideas and learn how they can be er serve us so that we can sell more res! Once a year, for the past several years, our Mopar Masters Dealer Tire Commi ee has met with Dealer Tire in various locaons to discuss in specific detail how we can partner together to make a stronger impact in our dealerships on re awareness in general. Many of the larger dealerships in our group have different approaches on how they do this. Dealer Tire has placed trainers in our facili es and set up selling tools to educate our staffs on all of the best ways to make our re sales presenta ons stronger and more realis c. For the past two years, our group has traveled to Ohio to meet with their team to see exactly how they have set up all of their departments and how they strategize together to become as efficient as they possibly can. In September, our group met with Tim Hebron, Jerry Corcoran, Todd Schreiber, Greg Allen, Jerry Glavik, Kellie Kugik, Kereem Miller, and a few other key members of their team. We went on a tour of their facility and learned about their general opera on, how they are set up and the func on of each department. In our discussions, we covered There are 2100 SKU’s available Mopar Tire Challenge numbers Opportuni es for sale MSER Buy three get one for $1 (October) Tire and Wheel packages for Wranglers Li Kit Promo New products coming from Falcon OHTSU RGA’s, pick- ups and credits Car line services
Mopar Masters Guild Magazine
Continued on Page 13
Leaders in the Sale of Quality Mopar Parts
13
Continued from Page 12 We also visited the main warehouse in Strongsville, Ohio…wow! This was incredible. A huge, organized inventory with a well trained staff who obviously takes a lot of pride in their opera on. We value our rela onship with Dealer Tire and thank them for their me to meet with our Vendor Commi ee. Susan McDaniel President Mopar Masters Guild Bill Luke CJD
Mopar Masters Vendor Committee Meetings Continue with Snap-on and OEConnection Snap-on and OEConnec on have had an invaluable rela onship with us for some me now; we were all looking forward to furthering our knowledge and rela onship with both instrumental companies. Susan McDaniel, Marvin Windham, Paul Allred, Dan Hu on, and I met up with David Foutz (Vice president of Sales & Marke ng for Snap-on Business solu ons) and his incredible team on September 7th. Mr. Foutz oversees leading business growth ini a ves for global Snap-on Business Solu ons group. Managing global accounts, direct sales, business development, marke ng, customer care and installa on teams. Developing strategies for sustainable profitable growth and compe ve differen a on. As always, the presenta on was above and beyond expecta ons. During the presenta on, we discussed Pacifica special tools (to be delivered in the coming months) Kiosk pricing Parts protec on EPC 5 improvements A er our mee ng, we spent an exci ng evening at the Astros vs. Indians game! The seats we had were phenomenal, and being over third base was the perfect place to witness that eighth inning home run hit! The food was reminiscent and marvelous, which mirrored the company we had. David was an outstanding host! Continued on Page 14
The exchange of information by like sized dealers in a non-competitive environment.
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September - October 2016
Continued from Page 13 The following day September 8th, our group met with Jon Palazzo, Vice President & General Manager, Mechanical for OEConnec on and his team to discuss the changes and improvements with their so ware at OE Connec on. As VP & General Manager, Mr. Palazzo is responsible for managing profit and loss for the mechanical business. Jon has founded or developed mul ple companies within the so ware and automo ve markets, and served as the original Na onal Accounts Director for OEC from 2001-2005. He has shown tremendous leadership in his development of OEM business rela onships and na onal expansion of OEC so ware. Some of the key points we took away were Streamlined lis ngs for E-Bay Tracking informa on from E-Bay Pricing review The informa on was presented flawlessly and they allo ed more than enough me to answer any ques ons we had. Both David Foutz and Jon Palazzo, alongside their fabulous teams, made the trip not only informa ve, educa onal and produc ve but also a lot of fun. Both gentlemen are so approachable and zealous about their respec ve companies. Thank you for the phenomenal me in Ohio! We look forward to advancing our rela onship with you even more in the future. Submi ed by: Cody Eckhardt Vendor Commi ee Larry Miller Auto
Mopar Masters Guild Magazine
Leaders in the Sale of Quality Mopar Parts
15
How to plan
The perfect weekend. BEER
FOOTBALL
NAP
The perfect weekend doesn’t have to be complicated, and neither does advertising. FenderBender and Ratchet+Wrench take care of all the details, so all you have to worry about is waking up and celebrating all the sales.
SERVING 45,000+ COLLISION REPAIR PROFESSIONALS
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WE ARE A PROUD SUPPORTER OF THE MOPAR MASTERS GUILD. ©2016. ALL RIGHTS RESERVED.
Mopar-Masters_2016.indd 8
9/29/16 10:57 AM
The exchange of information by like sized dealers in a non-competitive environment.
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September - October 2016
We’ve already gained over 4% in CSI. Experience Service RFID for Service – part of Reynolds Retail Management System… transforming the way consumers experience your dealership.
reyrey.com/RFID | 888.781.3020 © 2016 The Reynolds and Reynolds Company. All rights reserved. 1008009 10/16
Mopar Masters Guild Magazine
Dale McMullen General Manager Westside Lexus Houston, TX
Leaders in the Sale of Quality Mopar Parts
17
Advertorial
Mobility in the Service Department Are You Offering Mobile Options?
A Payment Solution.
Mobile technology is changing lives. How do you get your breaking news? How do you take photos? What’s the last thing you do before bed? According to a recent article on ;OL /\ɉ UN[VU 7VZ[, 71% of people sleep next to their smartphone and 35% of people claim their WOVUL PZ [OL Ä YZ[ [OPUN [OL` WPJR \W PU [OL TVYUPUN
Make it easy for customers to do business with you. Collect a customer’s email address and use it to send their invoice. They can view it before they arrive, call if they have questions, pay online, pick up their car quickly, and still make it to their child’s football game. The email and card information is securely stored so the next time they need a tune-up, you already have the information you need.
Because everyone is always connected, it’s important `V\Y KLHSLYZOPW VɈ LY J\Z[VTLYZ TVIPSL VW[PVUZ especially when they’re ready to pay.
Why Should Your Dealership Be Any Different? 9L[HPS I\ZPULZZLZ PU HSS PUK\Z[YPLZ HYL VɈ LYPUN TVIPSL solutions for their customers. Grocery store apps use shopping lists and send out ads. Utility companies send links via email to view and pay bills online. Movie theaters send out weekly digital coupons along with ZOV^ [PTLZ >O` ZOV\SK `V\Y KLHSLYZOPW IL KPɈ LYLU[& Everyone loves convenience and most people don’t enjoy the 5 o’clock rush in a service drive. They come in to pick up their car, wait in line to pay, wait to ask the HK]PZVY X\LZ[PVUZ WH` HUK Ä UHSS` SLH]L >V\SK `V\ want that experience? Provide a payment experience they have come to expect from other retailers.
Make Your Customers Happy – With ReyPAY® With ReyPAY, customers value the experience at your dealership instead of dreading it. They can view invoices via email and make payments online. It streamlines internal processes as well. Since it is built into Reynolds Retail Management System, all customer payment information is securely stored. Accounting PZ TVYL Lɉ JPLU[ HZ ^LSS :PTWS` TH[JO [OL TLYJOHU[ report to the accounting report and you’re done. Our dealerships agree, “ReyPAY streamlines the process and makes the customer happier,” Mike O’Keefe, CFO, Piazza Honda.
To see how Reynolds and Reynolds can help, call 888.781.3020 or visit www.reyrey.com/ReyPAY. © 2016 The Reynolds and Reynolds Company. All rights reserved. 9/16
The exchange of information by like sized dealers in a non-competitive environment.
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September - October 2016
Your Dealership Name
YourDealershipName.com www.yourdealership.com>parts>oe parts Gain more traffic to your site with ConsumerLink Pro.
ConsumerLink Pro Don’t get lost in multiple pages of search results. Let the newly improved marketing services of ConsumerLink Pro help get you to the top. Reach those DIY consumers with features like market research, organic SEO strategy, paid search/SEM strategy, and ongoing proactive performance monitoring – all powered by OEC. Call us at 844.340.8842 or visit www.oeconnection.com/CML2016 to learn more.
Mopar Masters Guild Magazine
Leaders in the Sale of Quality Mopar Parts
19
Introducing the all-new ConsumerLink Pro. ®
Gain an edge on your aftermarket competitors with this customizable solution. ConsumerLink Pro is designed to help your dealership easily and effectively market and sell parts to today’s DIY consumer. Call us at 844.340.8842 or visit OEConnection.com/CML2016 to learn more.
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175X GROWTH IN YEAR OVER YEAR SALES*
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The exchange of information by like sized dealers in a non-competitive environment.
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September - October 2016
DOES YOUR SERVICE DEPARTMENT NEED A LIFT? The biggest opportunity to grow your business is closer than you might think. And by partnering with CDK Global, we will help you increase Service drive traffic and sell more customer pay hours. Seize this opportunity to make your Service department work smarter.
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FGNJOREDO FRP VROXWLRQV ð[HG RSV ©2016 CDK Global LLC | CDK Global is a registered trademark of CDK Global, LLC. 16-0120
Mopar Masters Guild Magazine
Leaders in the Sale of Quality Mopar Parts
The Top
21
Ways
to Market Your Parts in a Digital World Today’s consumers rely on the digital world more than ever, with more online car shopping and more customers scheduling service appointments online every year. But what about your Parts department? How is the digital age affecting how your customers shop for parts? Dealers have long understood the need to market their new and used vehicles online. However, too many times, ďŹ xed operations is an afterthought—and the Parts department is no exception. That’s why we’ve put together this list of things you can get started on now!
1
6
Get engaged online ŕ Ž -PUK H\[VTV[P]L ISVNZ HUK MVY\TZ HUK WVZ[ H JVTTLU[ VY HU HY[PJSL ;OLZL ZP[LZ HUK JVTT\UP[PLZ HWWYLJPH[L OLSWM\S PUMVYTH[PVU ŕ Ž :OHYL `V\Y TLZZHNL ]PH ZVJPHS TLKPH JOHUULSZ I` WVZ[PUN HY[PJSLZ HUK [^LL[PUN TLZZHNLZ HIV\[ `V\Y 7HY[Z KLWHY[TLU[ VɈLYPUNZ
2
Dive into digital ŕ Ž 9LHK [YHKL W\ISPJH[PVUZ Z[H` J\YYLU[ VU [YLUKPUN [LJOUVSVNPLZ HUK [HRL OPU[Z HUK HK]PJL MYVT `V\Y VUSPUL JVTT\UP[` ¡ `V\ JV\SK IL TPZZPUN V\[ VU NYLH[ VWWVY[\UP[PLZ [V PUJYLHZL `V\Y ZHSLZ
3
Use digital solutions to expand your sales ŕ Ž *VUZPKLY ZLSSPUN VU L)H` VY V[OLY VUSPUL THYRL[WSHJLZ ŕ Ž <ZL LTHPS THYRL[PUN [V YLTPUK `V\Y J\Z[VTLY IHZL HIV\[ `V\Y 7HY[Z KLWHY[TLU[
4
Consider a paid search campaign (like Google AdWords) ŕ Ž >OLU J\Z[VTLYZ HYL ZLHYJOPUN MVY WHY[Z VUSPUL HUK [OL` TVZ[ JLY[HPUS` HYL `V\ÂťSS IL VU [OL WHNL
5
Be on the home page
Sell obsolete parts online
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7
Get smart about shipping
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8
Mobile matters
9
Use video
ŕ Ž 4HRL Z\YL `V\Y ^LIZP[L PZ M\SS` YLZWVUZP]L ZV P[ SVVRZ NYLH[ HUK ^VYRZ NYLH[ VU HSS KL]PJLZ
ŕ Ž *YLH[L HUK WVZ[ ]PKLVZ VU @V\;\IL KLTVUZ[YH[PUN ^O` 6,4 WHY[Z HYL WYLMLYYLK <WSVHK HUK ZOV^JHZL ]PKLVZ VM `V\Y KLHSLYZOPW `V\Y WLVWSL HUK `V\Y ¸>O` )\`š TLZZHNPUN
10
Never stop learning
ŕ Ž >VYR ^P[O `V\Y KPNP[HS WHY[ULYZ [V Ă„UK ZVTLVUL [OH[ PZ ^PSSPUN [V OLSW `V\ SLHYU
ŕ Ž 4HRL JLY[HPU [OH[ Ă„_LK VWLYH[PVUZ PUJS\KPUN [OL 7HY[Z KLWHY[TLU[ PZ ^LSS YLWYLZLU[LK Having an online presence is obviously key to moving more parts in today’s fast-paced, digital world. And bringing your parts Web pages up to the level of your new or used car pages may seem like a daunting task and more of a long-term goal than a quick ďŹ x. And that’s why we put together this list of things you can do now to demonstrate the importance — and the value — of going digital.
Š2016 CDK Global LLC | CDK Global is a registered trademark of CDK Global, LLC. 16-0294
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LET CDK
IGNITE THE WAY To more effective management CDK Drive empowers you with the right information for your DMS to make timely, informed, successful decisions—and not get slowed down by the minor details.
To increased profits Focused on employee performance and correcting missteps—before they become mistakes.
CDK Drive Helping you stay ahead of the curve. cdkglobal.com/solutions/cdk-drive
©2016 CDK Global LLC | CDK Global is a registered trademark of CDK Global, LLC. 16-0294
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Tire Sales | New Customers | Parts & Service Revenue
For Mopar dealers who want more. More and more consumers are buying tires online, but online sales are dominated by the aftermarket. Until now. Through RightTurn.com, consumers buy tires and schedule installation at their nearest Mopar dealership. You set your tire and installation prices — and earn revenue on both. We deliver the tires to you for free, and deliver you a new customer. Part of the Mopar TireWorks Digital Selling Strategy, RightTurn.com brings customers back into your dealership.
Sign up today. RightTurn.com/Dealer
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MOPAR TIREWORKS & BATTERY ADVANTAGE:
The program of choice for Mopar dealerships With Mopar TireWorks & Battery Advantage, you enjoy industry-leading product support: • Comprehensive online ordering portal • Dynamic Retail Selling Guide® (DRSG™) to show tires to customers • Automatic replenishment through ARO Tire • Calibrated inventory and quarterly adjustments • Dedicated Account Manager support • Tailored tire training • Tire expertise a phone call away • 24-month road hazard coverage • Tire Price Match Guarantee • Warranty claim facilitation
WE THANK YOU FOR CHOOSING US. Please call the Mopar TireWorks & Battery Advantage Program Headquarters at 888.31.MOPAR (888.316.6727) with questions or for more information.
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YOUR MOPAR TIREWORKS DIGITAL SELLING STRATEGY Chances are that you know how important tires can be both to your customers’ safety and to your dealership’s profitability. As a parts manager, turning over your inventory is highly important. Ordering and storing tires is pretty easy. It’s the sell-through that becomes the challenge — unless you’re a Mopar TireWorks dealership. Then you’re already armed with the Mopar TireWorks Digital Selling Strategy. In short, the DSS offers four solutions to reach consumers wherever they are: on the drive, in between service visits, and on the web. The four solutions are the Dynamic Retail Selling Guide® (DRSG™), eServices, Online Tire Stores, and RightTurn®. The Dynamic Retail Selling Guide Service Advisors can easily see tires marked to stock and sell, allowing them to recommend the right ones to customers on the drive. Dealers who utilize this tool sell about 2x more than those who don’t. The DRSG is the foundation of the Digital Selling Strategy. It needs to be optimized for the other tools to work effectively. eServices eServices integrates dealer-level pricing and stocking strategies into existing service lane tools like wiADVISOR, seamlessly displaying tire recommendations across all of your channels and helping to ensure tires are being presented wherever possible.
DRSG
ON THE DRIVE
Online Tire Stores Linking from your dealership website, your Mopar Online Tire Store sells tires for you! Your customers can even set up tire installation appointments right then and there.
eServices
Online Tire Stores
ON THE WEB
RightTurn
RightTurn.com But what about those customers who haven’t been to a dealership in a while, if ever? That’s where RightTurn.com comes in. RightTurn.com helps capture online users who are searching for tires. Every purchase includes installation at a nearby dealership — sending you customers who otherwise would be lost to the aftermarket. RightTurn.com even delivers tires as they’re ordered, and the packing slip includes the customer name. You don’t have to do anything except receive the tires and install them. Inventory turnover doesn’t get more efficient. You set your own pricing and get the tire and installation revenue for every RightTurn.com order you install.
Your Mopar TireWorks Digital Selling Strategy is an innovative and comprehensive solution to help keep your tire business efficient and competitive — and profitable. WANT TO LEARN MORE? Please contact your Account Manager or call the Mopar TireWorks & Battery Advantage Program Headquarters at 888.31.MOPAR (888.316.6727).
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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
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LOOK FOR EXTRA AT THE
10th Annual Service & Parts Conference Southeast - Southwest - Midwest October 12-14, 2016 - Orlando Booth #114
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Mopar Masters Guild Magazine
(800) 699-8251 autobodynews.com
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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 ggraphics reflect yyour dealership’s brand offering
42” Touchscre Touchscreen eeenn een
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.
Integrated In nte t grra Literature Holder
To learn more about the VPC, Service, Support and Hardware or how to order, please visit: sbs.snapon.com/mopar-vpc Questions? Call 888.543.0894
*Eligible to use Mopar One funds towards Kiosk and Insignia software purchase.
SNAP-ON EPC 5 FOR FCA HAS ARRIVED! 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
Advanced Parts Data Content
Detailed Illustrations
Vin Filtering
Streamlined User Interface
For more information about Snap-on EPC 5 for FCA please call: 888.543.0894 or visit sbs.snapon.com/parts/epc-5-fca-about
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Selling cars requires a lot of moving parts… and papers FCA dealers can count on us to get shipping in gear. From sales to the service department. Whether shipping contracts, financial documents or auto parts, early and economical next-day deliveries are a must. UPS delivers to more U.S. ZIP Codes by 8:00 and 10:30 a.m. than FedEx. You can meet commitments without blowing budgets. When timing is everything. With more access points than any other delivery company — customer centers, retail locations and 40,000 drop boxes — UPS On-Call Pickup® service and later pickup options, you can be flexible and efficient, shipping parts and papers on your schedule. Running like a well-oiled machine. We deliver more guaranteed packages on time around the world than any other carrier. And with guaranteed LTL, we can offer greater reliability whether you’re shipping envelopes, boxes or pallets, inbound and outbound. That means less time spent worrying about shipping and more time for focusing on customer service.
To learn more about the new UPS Next Day Air® program with enhanced incentives: Contact the UPS support line at 1-800-567-9989 or visit the FCA US MarketCenter site within DealerConnect. Visit us at the Mopar Parts and Services Conferences in Atlantic City, Las Vegas and Orlando.
© 2016 United Parcel Service of America, Inc. UPS, the UPS brandmark and the color brown are trademarks of United Parcel Service of America, Inc. All rights reserved.
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Smarter Cars and the Connected Supply Chain By Darryl Barber, AutomoƟve MarkeƟng Manager, UPS Back in 1980, my dad thought it would be a great idea to load his wife and three ac ve kids all under the age of 13 into the family’s 1976 Ford pickup for a lengthy tour of the Western United States. Dad spent weeks me culously planning the route that included Carlsbad Caverns, the Painted Desert and, of course, the majes c Grand Canyon. He allo ed two glorious weeks to soak up all this beauty. Well, much like the Griswolds of “National Lampoon’s Vacation” fame, we were in for a surprise: In all his detailed planning, my dad hadn’t counted on the toll the miles - and the sizzling July heat would have on his trusty truck and loved family. As you can guess, we found ourselves stranded. This was before GPS and other fancy gadgets, so the only solu on to an overhea ng engine in the middle of nowhere was to find a nearby dot on the map and to hope for an adequate repair shop. Today, the trip would play out differently. Imagine that a vehicle’s dashboard not only alerts the driver to an overhea ng engine, but also wirelessly transmits that informa on to mul ple repair facili es within a short distance. This info would yield a fault code with four potential parts based on historical patterns. The repair shop’s database would check inventory on hand and search for any parts not available on site. A short me later, you pull into a garage that has all the needed parts – and a cup of cold water. Science fic on? Not quite. The automo ve industry is changing as electronic components enable cars to become “smart” and more connected. (The electric system now accounts for one-third to one-half of all component costs in a car and 90 percent of vehicle innova on.) This is good news for many players: More innova on and higher margins for manufacturers, emerging markets and a ermarket growth for distributors. And for dealerships, maybe a boost to their bo om line, with nearly half of profit coming from parts and service. The more analy cal automo ve professional, however, likely sees a unique set of challenges that call for a new set of solu ons for all of these players. Supply-chain challenges, from procurement to quality control and inventory management, are increasingly becoming an area of concern for the automove industry. For example, original equipment manufacturers must ensure they are sourcing the right parts, par cularly for components directly related to safety systems. Suppliers need to source from firms that can provide full visibility, tracing the component back to the original manufacturer. As product recalls have repeatedly shown, manufacturers must proac vely ensure their products have visibility at every step in the supply chain. Just one failure can have dire consequences. Addi onal quality tes ng is also needed, poten ally leading to longer turnaround mes in the supply chain and adding more days to the supplier’s inventory. Continued on Page 35
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There are also logis cal hurdles to clear. Many supply chains in the automo ve industry were created decades ago and are in dire need of an overhaul. It won’t be easy to reverse this trend. Remodeling older, now an quated, supply chains is both complex and costly. The lone certainty is that electronics in vehicles will mul ply. According to global growth es mates, electronics components are projected to reach as high as $280 billion in the U.S. by 2020, up from $161.5 billion in 2013. To capitalize on this opportunity, businesses must consider new strategies to manage working capital and inventory levels, among other dynamics. Some analysts suggest that this growth in digital technology will ul mately force the automo ve supply chain to mirror the electronics industry. If true, automo ve companies must be recep ve to what worked best for high-tech firms.
Millions of State Farm Insured with Non-OEM Parts Get Class-Action Status in $7.6B Judge Conflict Case Millions of current and former policyholders now have a stake in a lawsuit alleging State Farm conspired to elect a judge which helped overturn a $1.05 billion decision over non-OEM auto body parts used on the customers’ vehicles. U.S. Southern District of Illinois Judge David R. Herndon on Friday approved class-action certification to what could be more than 4 million policyholders in Hale et al v. State Farm et al, making them eligible for a piece of the $7.6 billion lawsuit if successful. More than a decade ago, an Illinois jury found and a state appellate court mostly upheld that State Farm had misled policyholders nationwide about the “like kind and quality” nature of the parts used on their vehicles, and class-action status of the nationwide victims was appropriate. “In regard to the consumer fraud claim, the record contained evidence that State Farm engaged in an ongoing course of conduct na onwide, in which it specified inferior non-OEM parts whenever those parts were cheaper and available, that State Farm knew those parts were inferior, that State Farm did not inform its policyholders of the problems with those parts, and that State Farm affirma vely misrepresented the condi on of those parts by assuring policyholders on the damage es mates and in brochures that it specified only ‘quality replacement parts’ and that it guaranteed the parts at no addi onal cost,” the appellate court wrote of the original Williamson County, Ill., circuit court proceedings. ” … There was also evidence that State Farm’s guarantee that it would replace non-OEM parts at no cost to the unsa sfied policyholders upon demand was bogus. Continued on Page 36
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Continued from Page 35
If the a ermarket part was warranted by the part manufacturer, the policyholder was required to contact the manufacturer for relief. In most cases, these part manufacturers were located outside the United States in Taiwan or another country. If the policyholder demanded replacement of the nonOEM part, a State Farm adjustor was required to inves gate the claim, and if it was approved, an OEM replacement part was installed but the cost was charged to the policyholder as an indemnity payment.” State Farm appealed the Avery et al v. State Farm decision to the Illinois Supreme Court, but no decision was made until 2005. By then, Judge Lloyd Karmeier had been elected to the court, and subsequently joined the majority in ruling in favor of State Farm and reversing the verdict and classcer fica on for the policyholders. Ironically, on Monday, the court announced that Karmeier had been elected chief jus ce on Sept. 12. His three-year term starts Oct. 26. The new Hale lawsuit argues that Karmeier (who is not a defendant but will be deposed) should have recused himself or been prevented from hearing the case, as State Farm allegedly played a huge role in his campaign and contributed more than $4 million of Karmeier’s $4.8 million war chest. State Farm denies those allega ons. Karmeier denies any bias, Saint Louis Public Radio reported in a comprehensive 2015 piece on the case, part of which first appeared in Illinois Issues. “According to a timeline provided by Karmeier, he initially wasn’t going to participate in the case,” Saint Louis Public Radio wrote. “But when his colleagues were still deadlocked in January 2005, Karmeier stepped in, voting to join the majority opinion overturning the billion-dollar victory. Eight days later, lawyers for the plaintiffs filed a motion asking that Karmeier not participate in Avery. The full court initially denied the motion, but eventually ruled it was for Karmeier to decide alone. He stayed in. On August 18, 2005, the justices issued a 4-2 decision in favor of State Farm.” In 2009, however, the U.S. Supreme Court — which declined to hear Avery in 2006, according to Saint Louis Public Radio –threw out a West Virginia case “involving a party’s political and financial influence to elect a justice whose vote it sought for its appeal,” according to the Hale suit. Because of Caperton et al v. A.T. Massey Coal Co, et al, the plaintiffs argue, it’s fair to raise the same federal issue with the State Farm non-OEM parts decision. Before going federal in 2012, the plain ffs had pe oned the Illinois Supreme Court in 2011 to reconsider the case based on the West Virginia Caperton ruling. However, the Illinois Supreme Court refused without discussion. (Saint Louis Public Radio wrote that Karmeier sat out the 2011 decision.) The class-ac on cer fica on doesn’t mean State Farm has lost the case, but the cer fica on raises the stakes should it and the other defendants fail. The new class is basically that of Avery, which means there’s a lot more to lose from the insurer. Continued on Page 37
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“Plaintiffs’ expert Thomas Myers testified that plaintiffs’ damages are $7,612,643,917.00,” Herndon wrote. “Myers performed the calculation based on the formula supplied by plaintiffs’ lawyers. Understandably, defendants dispute this figure and the method used to calculate this figure.” Of course, it also means the gigantic class wouldn’t be able to pursue their own actions, either. But logistically and from a “clout” basis, that’s probably not realistic either. State Farm had argued that the different class members would have suffered different degrees of injury, but Herndon agreed with the plaintiffs that the damage here wasn’t actually related to the parts on their specific cars but to their right to an impartial judge. “There appears to be no differences among class members with respect to proving liability, causation and class-wide damages,” Herndon wrote. “According to plaintiffs, defendants did not take different positions/actions as to the individual class members. The claims are for an independent legal wrong: the illegal acts or omissions by defendants. Plaintiffs’ theory of liability is based on defendants’ alleged conspiracy to secretly subvert the judicial process and deprive plaintiffs of an impartial forum. All the members of the class will prove the loss of something of value – the Avery judgment – through common evidence. Whether plaintiffs’ theory fails or prevails, it does so for the entire proposed class.” If you’re part of this group, you’re (again) a plaintiff: All persons who were members of the certified class in Avery v. State Farm Mut. Auto. Ins. Co., No. 97-L-114 (First Jud. Cir. Williamson County, Ill.), more specifically described as: All persons in the United States, except those residing in Arkansas and Tennessee, who, between July 28, 1987, and February 24, 1998, (1) were insured by a vehicle casualty insurance policy issued by Defendant State Farm and (2) made a claim for vehicle repairs pursuant to their policy and had nonfactory authorized and/or non-OEM (Original Equipment Manufacturer) ‘crash parts’ installed on their vehicles or else received monetary compensation determined in relation to the cost of such parts. It’s unclear from that whether some Illinoisans and Californians the plain ffs had proposed for exclusion will make the cut or not. The plain ffs had suggested excluding anyone with an Illinois policy before April 16, 1994, and with a California policy before Sept. 26, 1996. State Farm had argued there was no good way to figure out the iden es of the folks allegedly harmed decades ago, but the court disagreed. Source: www.repairerdrivennews.com
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Ask the Expert: Is Certification Worth It? We are Ford qualified, and in one more week, we’ll be GM qualified (I-CAR). I’m just not sure if I should pay $3,000 a year to be “cerƟfied” by an outside agency. What are your thoughts? I suppose when you refer to an “outside agency,” you’re referring to organiza ons other than the OEMs themselves? That, of course, depends on the costs involved in securing your own cer fica ons through the various manufacturers. Some can be extremely costly when you look at purchasing the required equipment, tooling and training (sending techs to the manufacturer’s training loca ons, lodging, travel, meals, pay, loss of produc on, etc.) versus if it can be done in-house. The first thing you should do is put pencil to paper to determine how many repairs it may take to earn a return on that investment. Then, to try to determine what the future holds and what being cer fied may mean to your company’s future. In my opinion, a repairer should strive to a ain all the viable cer fica ons they can that would prove beneficial to the company. If it were me, I would seriously consider doing some research and finding out how many of each manufacturer’s vehicles (Toyota, Nissan, GM, Chrysler, Volkswagen, etc.) are currently registered in your market area. If possible, iden fy them by age as to see which has the highest concentra on of later models (newest) as they’ll likely be repaired versus older ones being totaled. Also, newer vehicles have insurance coverage for both comprehensive and collision, where older vehicles generally do not. You may find such assistance through your paint rep/supplier, local dealer or even your state department of motor vehicles or other data collectors. I would then list the manufacturers with the highest concentra on of late-model vehicles from the highest to the lowest and use this as a priority lis ng, taking into considera on which local dealers don’t have body shops and which manufacturer cer fica on calls for the least investment in training and equipment, and work my way down. Since you’re in a rural area, the last ones I’d likely be seeking would be Bentley, Tesla, Audi, BMW, Porsche, Land Rover, Masera , etc. The ones I’d likely gravitate towards would be those manufacturers such as Ford, GM, Chrysler, Honda/Acura, Toyota/Lexus, Nissan/Infinity, Volkswagen, etc. My primary targets would be those local dealers that do not have in-house body shops. Of course, if you’re in a large metropolitan area where the volume allows, you could become a specialty shop providing services to one or more specific manufacturers. I would then determine which manufacturers require the same tooling, equipment and facili es to be cer fied. This may enable you to make minimal investments to meet the requirements of two or more manufacturers. I would then develop a top-three target list and, as I accomplished and secured one cer fica on, I would add the next and con nue. I would set both short-term and long-term achievement goals. Big Advantage There is li le ques on that, when marketed and promoted effec vely, having OEM cer fica ons will be advantageous to most any collision repairer and even more important to those who may be steered against by insurers trying to get consumers to take their damaged vehicles to their selected repairers. Continued on Page 39
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Continued from Page 38 For any repairer who’s a DRP provider and hopes to keep his market share in the event the DRP rela onship is ever discon nued, being manufacturer cer fied could prove to be a very effec ve insurance policy. Regardless, being OE cer fied provides a great opportunity for the quality collision repairer to “strut their stuff ” when it comes to marke ng and building a trusted rela onship with their local community members, local businesses and new car dealerships. This will also likely safeguard the repairer in the event OEMs begin manda ng that only those repairers with current cer fica ons will be able to buy their replacement parts. This has begun with some manufacturers with structural-unibody related components, and will most likely expand over me to suspension, mechanical, electrical and welded/bonded body panels. The more hybrid metals and composites, accident avoidance and autonomous driving, lane departure and braking systems become prevalent, the more likely the OEMs and their dealers will take special interest in which repairers have access to their parts and the knowledge and ability to properly employ them. I have several coaching/consul ng clients who have been able to secure numerous cer fica ons, and I recommend that all quality repairers make every effort to do so over the years ahead…not only to be proac ve from a marke ng standpoint, but to be prepared to meet not-so-distant mandates and requirements by the OEMs and consumers. Insurers are pushing their DRP shops to become cer fied for this very reason. It’s be er to start ea ng that elephant now, in manageable bites, versus trying to eat it all in one si ng! Source: www.bodyshopbusiness.com
MMG Vendor Committee Meets with UPS! Submi ed by Paul Allred - Execu ve Commi ee - Stateline CDJR - Fort Mill, SC. The UPS vendor commi ee met with Tim Quine e, the liaison between UPS and the Mopar Masters Guild on Monday September 26th. I hosted the event at my house on the South Carolina coast. This allowed the group to come in for a long weekend. Some of you know that we have a few members that has “Golf” categorized as a necessity to live along side of the air that you breathe and the food that you eat! The commi ee members that par cipated were Marvin Windham, Rick Cutaia and myself. UPS has been a great suppor ng vendor of the guild. There was a great deal of discussion about all the logis c services that they provide Mopar with and service to us as dealers. We all agree that they provide great service for packages that end up to us on the “brown truck.” Their tracking technology is world class to the point that I personally take it for granted. It really is the benchmark for that industry. They do a great job and Mopar needs to understand that. Continued on Page 40
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Continued from Page 39 There is an opportunity for logis cs with collision parts but we all see that con nue to be the case even with Mopar rou ng those type parts on PDC cross dock trucks that are other carriers. It is all about the packaging and how the parts are loaded on the trucks. This is part of the fuel behind the truckload deal that Mopar is looking to implement. Most of us never realize all the work that gets done behind the scenes. UPS works with and advises their customers on packaging techniques to prevent damage. It comes down to the customer making the investment. In conversa on, we learned that our FCA cousin Masera uses corrugated material that is a half of an inch thick in the protec on of their parts. We spent me discussing what I believe to be hidden nuggets of opportunity with the services and rates that UPS offers Mopar dealers. The first is the Next Day le er business. The guild needs to do a be er job at making our front offices aware that Tim had go en a base rate of $8.00 set up in the spring for Mopar dealers through Market Center. The second piece is that the Mopar program can be shared with other non-Chrysler franchises if your dealer group has mul ple stores. With the commitment that UPS has with the Guild I am asking you, my members to learn and understand all the tools that they provide us. This not only for just our parts opera ons but for the total dealership. This is a win for everyone!
Mopar Masters Guild Travels to Eau Claire Wisconsin to Meet with Elite Extra! Submi ed by Rick Monteiro - Execu ve Commi e - Jack Powell CJD - Escondido, CA. On Friday September 16th, 2016 the Mopar Masters Guild Vendor Commi ee traveled to Elite Extra’s World Headquarters in Eau Claire Wisconsin for our annual Vendor summit. I want to thank the great staff at Elite for hos ng this important exchange of ideas promo ng an improved product for their customers. On Thursday we were welcomed at Houligan’s Steak & Seafood Pub in downtown Eau Claire for a nice meal before heading out to Loopy’s Grille and Saloon to watch the Elite Extra staff play league volleyball and enjoy a Leinenkugel Oktoberfest beer. I know what you’re thinking… but we found out that Octoberfest was moved to mid-September through early October shortly a er the first fes val that was celebrated on October 12th, 1810. We also know the Wisconsinites need a nudge to have a beer or two (before noon). Friday was all business. A er introduc ons and President Jim Ward’s welcome, we discussed Elites enhanced CRM solu on including the improved repor ng with their partnership with SCI Summit Consul ng Inc. Continued on Page 41
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Continued from Page 41 The new enhanced version was piloted by Dallas Dodge and Fred Beans and is a great tool ready for use.
Joe McBeth enjoying the volleyball game at Loopy’s
It was confirmed that Elite Extra’s exponen al growth has allowed them to pursue new so ware and technology that tracks and reports tens of thousands driver and dispatch loca ons that the old versions were not capable of tracking moving forward. We got a peek under the tent of this new update and I’m happy to report that it has same feel of the old pla orm but has the capabili es to keep up with the massive growth of the company. Look for this enhancement in the coming months.
More advanced talks con nued for the rest of the day that will connue to propel Elite Extra technology far into the future. It would be premature to announce any future enhancements in this ar cle but having the opportunity to discuss these items at length shows they have their eye on the ball and are always pursuing the right things at the right me to improve our business. In a endance from the MMG were JD Ipsen, Ken Garff CJDR - Utah, Joe McBeth, Dallas Dodge - Texas, Larry Morris, Fred Beans Parts Pennsylvania, Rick Monteiro, Jack Powell CJDR - California, Steve Hofer & Adam Thompson, Park CJDR - Minnesota. Elite Extra’s staff presen ng at the mee ng were Jim Ward, Susan Marco , Jon Ward, Ross Kleiner, Lori Liddell, Cgad Bartz, Jen DeVries and Josh Gurgel. We also had an opportunity to visit with many others Saturday while visi ng some of the Wisconsin sites including the annual Oktoberfest celebra on in Chippewa Falls at the Northern Wisconsin State Fair grounds.
Joe, JD, Larry and Rick... (Larry attended the meeting via Skype)
Thank you Elite Extra, your partnership with the Mopar Masters Guild is greatly appreciated.
Friday dinner at Stella Blues Cajun Grille
JD, Rick and Lori @ the Lazy Monk Brewing Co.
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20 2 01 166-1 17 7 M 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 Treasurer - J.D. Ipsen - Ken Garff West Valley CDJR - W.Valley City, UT 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 2017 Planning
NewsleƩer/Website/Social Media
Casey Brown - Autona on CDJ - Katy, TX
Don Cushing - Bald Hill DCJ – Warwick, RI
Finance CommiƩee
Vendor Chairmen
J.D. Ipsen - Ken Garff West Valley CDJR - W.Valley City, UT 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 Cutaia - Rick Hendrick DCJR – Charleston, SC 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
OEConnecƟon/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 J.D. Ipsen - Ken Garff West Valley CDJR - W.Valley City, UT 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 J.D. Ipsen - Ken Garff West Valley CDJR - W.Valley City, UT Larry Morris - Fred Beans Parts - Doylestown, PA
KIS/Alpine Louis Osuna - Huffines CJD - Lewisville, TX (Chairman) Paul Allred - Stateline CJD – Fort Mill, SC Mike Opperman - Baxter CJD - Omaha, NE Casey Brown - Autona on CDJ - Katy, TX
Mopar Masters Guild Magazine