Mass/New England Independent Auto Dealer

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Mass/New England Independent Auto Dealer is produced by the National Independent Automobile Dealers Association (NIADA) exclusively for used vehicle dealers who belong to their respective state independent dealers association. It focuses on statewide news and events affecting the industry as well as specific member information such as awards, benefits and conventions.

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  • ALSO Learn to Earn PLUS Can More Small Cars Equal More Sales?

    PREPARING FOR THE FUTURE

    N O R T H L A N D I N D E P E N D E N T A U T O M O B I L E D E A L E R S A S S O C I A T I O N

    FEBR

    UA

    RY/M

    ARC

    H 2011

    NORTHLANDDEALERS

    PRSRT Standard

    U.S. Postage

    PAID

    DALLAS, TEXAS

    Permit No. 2079

    V i s i t u s a t w w w . n o r t h l a n d d e a l e r s . c o m

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  • Northland_0211.indd 2 1/20/11 11:13 AM

  • FEBRUARY/MARCH 2011 N O R T H L A N D D E A L E R S

    3

    w w w . n o r t h l a n d d e a l e r s . c o m

    FOR INFORMATION ON HOW TO BECOME A MEMBER PLEASE CONTACT ALLEN LENTSCHKEYS@NORTHLANDDEALERS.COM(800) 879-3433

    MAGAZINECONTENTS 4 Preparing for the Future 6 Learn to Earn 10 Can More Small Cars Equal More Sales?

    ADVERTISERSINDEXADESA ......................................................7AutoTrader.com .......................... Back CoverCars.com ....................................................9Manheim.com .................. Inside Front CoverManheim Minneapolis ................................5SmartAuction ..................... Inside Back CoverWestern General / Protective ................... 11

    NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATIONWWW.NIADA.COM WWW.NIADA.TVNIADA HEADQUARTERS: 2521 BROWN BLVD. ARLINGTON, TX 76006-5203 PHONE (817) 640-3838FOR ADVERTISING INFORMATION CONTACT: TROY GRAFF (800) 682-3837 OR TROY@NIADA.COM.THE NORTHLAND DEALERS IS PUBLISHED BI-MONTHLY BY THE NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIA-TION SERVICES CORPORATION, 2521 BROWN BLVD., ARLING-TON, TX 76006-5203; PHONE 817-640-3838. PERIODICALS POSTAGE PAID AT DALLAS, TX AND AT ADDITIONAL OFFICES. POSTMASTER: SEND ADDRESS CHANGES TO NIADA STATE PUBLICATIONS, 2521 BROWN BLVD., ARLINGTON, TX 76006-5203. THE STATEMENTS AND OPINIONS EXPRESSED HEREIN ARE THOSE OF THE INDIVIDUAL AUTHORS AND DO NOT NECESSARILY REPRESENT THE VIEWS OF NORTHLAND DEAL-ERS OR THE NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION. LIKEWISE, THE APPEARANCE OF ADVERTISERS, OR THEIR IDENTIFICATION AS MEMBERS OF NORTHLAND IADA OR NIADA, DOES NOT CONSTITUTE AN ENDORSEMENT OF THE PRODUCTS OR SERVICES FEATURED. COPYRIGHT 2011 BY NIADA SERVICES, INC. ALL RIGHTS RESERVED.

    STATE MAGAZINE MGR./SALES Troy Graff troy@niada.comFRONT COVER BY Mike MorganEDITOR Mike Harbour mharbour@niada.comPRODUCTION MGR. Jacob Kerns jacob@niada.comART/PRODUCTION MGR. Christy Haynes christy@niada.comPRINTING Nieman Printing

    INSIDE

    No dealer should be without the NADA Official Used Car Guide. These must-have guides feature pocket-size portability for quick and easy car-side appraisals. Additionally, NADA Online gives you 24/7 online access to used vehicle values, at your desk and out at the auction on your smart phone, while NADA e-Valuator for Dealers software combines more than 19 years of NADA values on your PC and offers an inventory feature.

    NIADA offers member subscription discounts for the NADA Official Used Car Guide, as well as NADA Online and NADA e-Valuator for Dealers.

    Contact your state association or NIADA at 800-682-3837 for your discounted subscriptions or complete the online ordering form at www.nada.com/niada. The promotional code for ordering discounted NADA products is NIADA199. This code will need to be entered during checkout to receive the discount.

    Discount code available for NADA Guide

    NIAD

    A199

    Dealers who demonstrate commitment and support the principles and ethical business standards of the CMD designation complete a four-day seminar that addresses Business Management, Mer-chandising, Financial Management, Human Resources, and Business Planning. Northwood Univer-sity provides the instructor and awards four Continuing Education units for this course. The next class will be March 10-12 at the SuperMedia Hotel and Conference Center at DFW. Visit niada.com for more information.

    CMD Classes

    THE NEXT CLASS WILL BE MARCH 10-12

    Mark Your Calendars for the 2010 National Tire Safety Week!RMAs tenth annual National Tire Safety Week will be held June 5-11, 2011.

    The annual event is an initiative of the RMAs Be Tire Smart Play Your PART program, a year-round effort designed to help drivers learn the simple steps they can take to ensure that their tires are in good working condition.

    RMA is the national trade association for tire manufacturers.Tire manufacturers and retailers nationwide will work to educate motorists about proper

    tire care and maintenance. RMA provides tire retailers, auto dealers and automotive repair shops with free Be Tire Smart brochures and other materials. Many participating retail outlets use the opportunity to promote tire care through advertising, promotions, free tire pressure checks and conducting media outreach.

    More than 22,000 tire and auto service outlets participated in the 2010 National Tire Safety Week. RMA released a survey of more than 5,400 vehicles that showed half with at least one under inflated tire. Nearly 20 percent of vehicles had at least one tire under inflated by 8 pounds per square inch (psi). Under inflated tires waste fuel, risk safety and cause tires to wear out faster.

    Tire and auto retailers who are interested in obtaining free RMA materials for National Tire Safety Week can order them online at www.betiresmart.org. Those who have partici-pated in the event before can expect to receive materials again this year.

    Manheim, the worlds largest provider of vehicle remarketing services, cares about its employees, the environment and the communities it serves. From fund raising drives to tutoring kids after school to supporting long-term conservation efforts, Manheim and its employees are dedicated to giving back to their communities and knows independent vehicle dealerships across the country share in this commitment.

    For the first time this year, Manheim is recognizing and honoring those dealerships by awarding the 2011 National Manheim Community Service Award at the 65th NIADA Annual Convention and Expo. For information on how to nominate and to obtain more in-depth information, please contact Georgia Brown, NIADA director of education, at 817-640-3838 or see page 12.

    NIADA/Manheim Community Service Award

    AutoZone is the leading retailer and a leading distributor of automotive replacement parts and ac-cessories in the United States with over 4,350 stores across 48 states, the District of Columbia and Puerto Rico. NIADA members have access to AutoZones hot-shot delivery program including discounts on more than 750,000 product level SKUs in over 70 distinct product categories.

    Product Discounts

    For more information, viewwww.niada.com/dealers_edge.php

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  • N O R T H L A N D D E A L E R S FEBRUARY/MARCH 2011 w w w . n o r t h l a n d d e a l e r s . c o m

    4

    A new year brings new goals, and new hopes for improved sales, more lenders, and more profits for everyone. As with any change in the marketplace, dealerships must prepare their team to meet the current demands of the marketplace.

    SALES: From all Ive read, the customers are back. People are once again going to the dealerships to replace their old vehicles with smaller, more fuel-efficient models, and some are adding to their family fleet so they can meet the weather challenges. The great news is the customers are back from their long hiatus.

    What are they finding at the dealerships? The customers are finding store personnel stretched, and the once-many choices of inventory they enjoyed in the past now cut. The product selection step in the selling cycle will need to stress selling what you see in front of you. During the past few years, those dealerships that survived have learned how to manage inventory more effectively, as well as turning it more quickly. Theyve also learned how to operate in a lean environment.

    PERSONNEL: Plan on hiring sales personnel and educating them. Personnel are stretched to the point of having job descriptions blurred. I think the time is coming to redefine the roles and create a work environment where they can focus upon the job at hand and cease worrying about what additional items will be asked of them. Multitasking can become dysfunctional after awhile.

    Sales processes while basic never change, I find each dealership has a specific culture and the process often must be modified to reflect the culture so management will support the process after the educator leaves.

    Education is not a one-time event. Plan a continuous relationship with your education resource. Every process should be monitored, measured, and modified as required. After the modifications have been made, the new process needs to be re-implemented, monitored and the producers need to be held accountable.

    LENDERS: The industry needs more of them, and we need them to approve loans. Dealerships will need to continue to seek local credit unions and other local lenders to approve consumer financing. Credit unions may not be use to the independent dealerships, but this is an opportunity to put your best face forward and sell yourself and your business acumen to the lenders.

    I was asked how important relationships with lenders are; theyre critical to your success. Lenders again wish to become a close business advisor to your operation. Theyre going to want a piece of every banking transaction you have; wholesale, retail, merchant services, checkings and savings, personal and business.

    When you think of lenders, what was old is now new again. Keep your ears to the wind; contact every source prospect for lenders at every opportunity.

    COMPLIA

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