Serving the Automotive Aftermarket Since 1949

PRESIDENTMark Oswald Standard Motor Products

1st VICE PRESIDENTWilliam Stanbro Lakeland Supply Inc.

SECRETARYRicky Newvine Newvine Auto Parts, LLC

TREASURERFred Forsythe Forsythe Motor Parts Inc.

PAST PRESIDENTGreg Riddle

SENIOR ADVISORCarman Capriotto

NYSAAA STAFFMichael Lord

April2018

2017-2018Officers &Directors

210 Lemoyne AvenueSuite BSyracuse, NY 13208

Phone: 315-437-0094Fax: 315-437-0089Email: mlord@nysaaa.net

Contact us at:

NEW YORK STATE AUTOMOTIVE AFTERMARKET ASSOCIATION

The Association For Automotive ProfessionalsNEWSLETTER

Automotive Aftermarket ScholarshipsThinking about an automotive aftermarket career? Good choice! Servicing or supplying parts to more than 296 million vehicles in the U.S. and Canada can be a rewarding career. An automotive scholarship can help pave the way.

Scholarships are available for full time students attending a U.S. or Canadian college or ASE/NATEF certified post-secondary school for automotive, heavy duty or collision repair technicians and to students in business, marketing, engineering or other major courses of study.

The University of the Aftermarket Foundation (UAF) and more than 16 additional collaborating organizations, including NYSAAA, award automotive scholarships each year. Your on-line application will automatically be considered by every organization where you meet their qualifications.

More than 2,800 scholarships have been awarded by University of the Aftermarket Foundation and all of the collaborating organizations since 1998. To complete the on-line application, please visit the UAF website at: www.automotivescholarships.com.

New York State applicants can use the NYSAAA link on the website as listed above. The Board of Directors and the Scholarship Committee has awarded one or two scholarships every year since 1990, now a respectable twenty-seven years in a row. The deadline to apply is March 31, 2018.

Through the University of the Aftermarket Foundation, there were a total of 235 scholarships awarded totaling some $345,850.00. The funding of these Scholarships was made possible by an existing Grant and additional donations and pledges from various companies and organizations, including Federated, Gates, Northwood University, Pronto and Standard Motor Parts.

The collaborating organizations funded 109 awards for $135,500.00 dollars and are mainly comprised of the numerous State Associations throughout the United States and Canada.

Included in this amount are the John J. Lorenzen and Debbie J. Tranello Memorial Scholarships that were awarded to Kendra Collings and Daniel Sweeney by your New York State Automotive Aftermarket Association.

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New York State Automotive Aftermarket Association ScholarshipsJohn J. Lorenzen and Debbie J. Tranello Memorial Scholarship Funds

These funds are to financially assist those persons wishing to continue their education beyond the secondary level in pursuit of a career in the Automotive Aftermarket, which encompasses the replacement parts distribution industry and the high tech diagnostic repair industry. To be eligible for these scholarships, an applicant must be:

• A high school senior who has a good academic standing and is currently involved in a class which may be related to the automotive industry. • Enrolled or planning to enroll full time in an accredited college or university and working or planning to work toward an Associate or Bachelor’s degree. • A high school graduate or holding a GED certificate and currently employed in the Automotive Aftermarket Industry. • A high school graduate or holding a GED certificate and are recommended by a current NYSAAA member. • Committed to a career in the Automotive Aftermarket Industry and enroll in a college or a university that will prepare a student for such a career.

There will be a minimum of one scholarship awarded each year. The dollar amount will be determined by the yearly contributions and will be made payable to the enrollment verified University.

China’s GAC Motor to enter U.S. Market in 2019GAC Motor is shaping up to be the first major Chinese automaker to launch in the United States. The state-owned company, which operates the Gonow and Trumpchi brands has confirmed plans to enter the U.S. market by the end of 2019, The New York Times reports.

The first model to arrive will be the Trumpchi GS8, although GAC is likely to introduce a new brand name to sell cars under, given the similarity between the name Trumpchi and President Donald Trump’s surname.

The similarity is merely a coincidence as Trumpchi has been operating since 2010. The name is meant to mimic the Chinese name Chuanqi, but also resonate with people outside of China. The “trump” portion was selected to signify the best or winning, while “chi” is meant to signify the brand’s home of China.

The Trumpchi GS8 is a mid-size SUV with third-row seats. It’s powered by a 2.0 liter turbo-charged inline 4 cylinder, which is mated to a 6-speed transmission and all-wheel drive system. Another potential model is the Trumpchi GS7 small SUV which was shown in January at the 2017 North American International Auto Show in Detroit.

At the time, GAC said it was hopeful of starting sales in the U.S. by 2018 after obtaining certification for its vehicles, as well as establishing a network of dealerships. Expect more Chinese automakers to follow the lead of GAC.

The New York Times reports that the Chinese government is looking to reduce the current restrictions on cars imported into China in preparation for an export push for cars made locally. The move is to prevent other countries from accusing China of unfair policies.

Source: www.motorauthority.com

What is TOP TIER Gasoline?TOP TIER Detergent Gasoline is the premier standard for gasoline performance. Nine of the world’s top automakers: Audi, BMW, Fiat Chrysler, Ford, General Motors, Honda, Toyota and Volkswagen recognize that the current EPA minimum detergent requirements do not go far enough to ensure optimal engine performance.

Since the minimum additive performance standards were first established by the EPA in 1995, most gasoline marketers have actually reduced the concentration level of detergent additive in their gasoline by up to 50 %.

As a result, the ability of a vehicle to maintain stringent Tier 2 emission standards has been hampered, leading to engine deposits that can have a big impact on in-use emissions and driver satisfaction.

Nine top automakers have raised the bar. TOP TIER Detergent Gasoline helps drivers avoid lower quality gasoline which can leave deposits on critical engine parts, reducing engine performance. That’s something drivers and automakers can get behind.

Source: www.toptiergas.com

Die-Hard Celebrates its 50th Anniversary with Product Launch on Amazon.comHoffman Estates, IL; December 14, 2017 – The Die-Hard brand announced today that it is celebrating 50 years of trusted performance with the launch of Die-Hard products on Amazon.com. Starting today an assortment of Die-Hard jumper cables, battery chargers and maintainers are available for purchase at www.amazon.com/diehard.

Jump starters: An assortment of portable power products that meet the performance needs of batteries. These include the Die-Hard compact lithium jump starter + phone charger, which can top off a phone’s charge and even jump start a 6-cylinder engine.

Vehicle battery chargers and maintainers: A selection of compact shelf chargers and high-powered wheel chargers are available. These include the Wi-Fi enabled Die-Hard smart charger and maintainer, which allows users to check and charge their battery from a smart device, providing convenience and peace of mind.

Passenger car tires and automotive batteries will be added to Amazon.com in early 2018.

Die-Hard Advanced Gold Absorbed Glass Mat (AGM) batteries: The non-spillable batteries are designed to provide greater maintenance-free reliability and performance during severe weather such as snow, extreme cold, sleet, rain and heat. The battery is also specifically designed to power today’s vehicles, which draw more energy for start/stop ignitions and accessories, such as onboard DVD, navigation systems and back-up cameras.

Passenger tires: Finally, a tire that lives up to its name. Die-Hard Silver Touring All-Season tires are engineered with rugged quality and innovation, inside and out. Key features include:

• Nylon Belt Edge Layers, which increase steering response and cornering. • Tension Control Technology, which optimizes ground contact and distributes pressure for better braking and less wear. • Cross-Angle Sipes, which create biting edges for better traction in wet/wintry conditions. • Tire Profile Optimization, which enhances performance by uniformly expanding the center and shoulder region of the contact area. • Advanced Carbon Tread Compound, which promotes long, healthy tire life. • 70,000-Mile Limited Warranty, which provides lasting customer satisfaction.

“Die-Hard is America’s most trusted and preferred automotive brand and the collaboration with Amazon makes it easier for millions to shop the brand,” said Tom Park, President of Kenmore, Craftsman and Die-Hard brands at Sears Holdings.

News provided by: Sears Holdings Corporation

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Champion Battery Line to go NationwideSouthfield, MI; January 22, 2018 - Federal-Mogul Motorparts’ iconic Champion brand continues its expansion with the introduction of a full line of batteries for commercial vehicles, light vehicles, marine, golf cart, power sport and lawn and garden applications.

Initially introduced in the Southern California market as a kick-off to a national campaign, these new products willbe available throughout the country in March.

Powered by an innovative positive grid technology, Champion batteries are engineered to optimize the flow of electricity, minimize corrosion and deliver consistent performance over battery life. The Champion battery range includes 180 products across numerous applications. For the automotive market, the line offers coverage for 98 % of vehicles in operation.

“We are excited to be able to offer our batteries to a wide variety of customers in many different industries, as now more automotive and heavy-duty technicians, along with DIYers and those that service boats and neighborhood electric vehicles, can benefit from Champion’s long history of quality products to fulfill their battery requirements,” said Michael Proud, vice president, marketing, Americas, Federal-Mogul Motorparts.

“Champion has also recently rolled out new products from its expanded product portfolio, including light maintenance products and lifestyle elements, to give consumers a full range of choices for their automotive needs.”

In addition to batteries, the Champion product range includes easy to install bridge-style, beam, hybrid, winter and rear wiper blades, oil, air and cabin filters, batteries, premium capsules, HID and sealed beam headlights, LED and incandescent bulbs, and world class replacement spark plugs for automotive, motorsports, small-engine and other applications, all with new award-winning packaging.

News provided by: Federal-Mogul Motorparts; www.championautoparts.com

Carl Icahn, the Car Guy: Why he bets on Hertz, Lyft and Pep BoysCarl Icahn rarely takes his Mercedes out for a spin. And he figures many people in the U.S. will eventually treat their vehicles as dismissively as he does, if they bother owning any at all. That’s part of why the billionaire expects he’ll make a bundle on the offbeat collection of investments he’s assembled, including a raft of auto repair and supply outlets, a small stake in Lyft Inc. and a controlling position in Hertz Global Holdings Inc.

“If you look at these businesses as single things, I don’t think they’re that great,” he said in a recent interview. But they’re positioned as a group to cash in on the new car culture. “There’s a secular change happening, which we see as a great opportunity and it will be good for Icahn Enterprises.”

Icahn imagines the next two decades or so of transportation the way a lot of experts do: Americans will ditch personal cars, opting instead for communal rideshares or short-term rentals, some of them self-driving and fueled by electricity. Icahn sees the migration playing into his hands. He’s sure enough that he’s invested more than $3 billion so far, not counting what he’s put into Hertz.

Lyft would benefit, of course, as it competes with leader Uber Technologies Inc. and since those companies have zero interest in taking care of fleets, the 1,900 service centers Icahn Automotive Group LLC owns, would surely stay busy.

They include Just Brakes, an automotive service chain, Precision Tune Auto Care, a network of owned and franchised automotive service centers and American Driveline Systems, the franchisor of AAMCO and licensor of Cottman Transmission & Total Auto Care service centers. Plus Pep Boys, an automotive aftermarket retail and service chain.

Meanwhile, Hertz is restructuring its main business and trying to set itself up as a manager of ride-hailing fleets and eventually, of so-called robotaxis. (Hertz’s shares zoomed last June on news that Apple Inc. was leasing cars from the rental giant to test self-driving technology.)

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“If Icahn is talking about managing a fleet of autonomous vehicles, then he has a business,” said auto consultant Maryann Keller, who used to be on the board of Dollar Thrifty Automotive Group Inc., which was acquired by Hertz. “If Uber has fleets of autonomous cars, they will pay someone to manage them.”

He’s already linking his businesses. He arranged a partnership between Pep Boys and Hertz to locate 50 rental counters at the repair chain’s locations. Lyft drivers can lease a Hertz vehicle and Pep Boys will inspect it to certify that it meets Lyft’s specifications. If the car needs repairs, the driver can take it to Pep Boys, said Dan Ninivaggi, CEO of Icahn Automotive.

It’s win-win-win, according to Ninivaggi, Lyft, the theory goes, will attract more drivers if people who don’t own cars can easily lease them. Hertz will make money off its short-term rental fleet. At the moment, a car model that’s put in 18 to 20 months of work for tourists and business travelers is sent off to a used car auction, where it doesn’t pull in a lot of cash in a depressed market.

And because the Lyft-lease vehicles will have already been depreciated, they’ll be a lot cheaper for drivers than a brand new set of wheels. Depreciation is a bugbear, Ninivaggi said. “Car-rental companies have to operate other channels beyond an 18 to 20 month holding period.”

Another plank in Icahn’s strategy is consolidating his parts and service businesses and having them buy from Federal-Mogul, the second largest aftermarket parts seller in the U.S., Ninivaggi said, where Federal Mogul will offer them better pricing than the likes of O’Reilly Automotive Inc., Advance Auto Parts or AutoZone Inc.

These days, repair shops might be better off under one umbrella. As carmakers stuff more technology under the hood, it’s tougher for small outlets to afford fancy diagnostic equipment and hire trained technicians, Icahn said. So as Icahn Automotive expands its service network, it has greater capability for purchasing and education.

“Carl spends a lot of time on this,” Ninivaggi said. The billionaire may have missed his calling. “I joke with him that he could have worked in one of the shops in Queens, working on cars and moving tires around.”

By David Welch; www.bloomberg .com/news. In 20 years will all the garages in the U.S. really be empty?

Global Carmakers to Invest at Least $90 Billion Dollars in Electric VehiclesDETROIT – Ford Motor Co.’s plan to double its electrified vehicle spending is part of an investment tsunami in batteries and electric cars by global automakers that now totals $90 billion and is still growing, a Reuters analysis shows.

That money is pouring in to a tiny sector that amounts to less than 1 percent of the 90 million vehicles sold each year and where Elon Musk’s Tesla Inc., with sales of only three models totaling just over 100,000 vehicles in 2017, was a dominant player.

With the world’s top automakers poised to introduce dozens of new battery electric and hybrid gasoline-electric models over the next five years – many of them in China – executives continue to ask: Who will buy all those vehicles?

“We’re all in,” Ford Motor Executive Chairman Bill Ford Jr. said of the company’s $11 billion dollar investment, announced on Sunday January 14, 2018 at the North American International Auto Show in Detroit, MI. “The only question is, will the customers be there with us?”

“Tesla faces real competition,” said Mike Jackson, CEO of AutoNation Inc., the largest U.S. auto retailing chain. By 2030, Jackson said he expects electric vehicles could account for 15-20 percent of new vehicle sales in the United States.

Investments in electrified vehicles announced to date include at least $19 billion by automakers in the U.S.,$21 billion in China and $52 billion in Germany.

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But United States and German auto executives said in interviews on the sidelines of the Detroit Auto Show, that the bulk of those investments are earmarked for China, where the government has enacted escalating electric-vehicle quotas starting in 2019.

Mainstream automakers also are reacting in part to pressure from regulators in Europe and California to slash carbon emissions from fossil fuels. They are under pressure as well from Tesla’s success in creating electric sedans and SUVs that inspire would-be owners to flood the company with orders.

While Tesla is the most prominent electric car maker, “soon it will be everybody and his brother,” Daimler AG CEO Dieter Zetsche told reporters on January the 15th at the Detroit show.

Daimler has said it will spend at least $11.7 billion to introduce 10 pure electric and 40 hybrid models, and that it intends to electrify its full range of vehicles, from mini-compact commuters to heavy-duty trucks.

“We will see whether demand will drive our (electric vehicle) sales or whether we will all be trying to catch the last customer out there,” Zetsche said. “Ultimately, the customer will decide.”

For now, Nissan Motor Co.’s 7-year old Leaf remains the world’s top-selling electric vehicle and the company’s sole battery-only car. An offering soon to be swamped by new rivals bringing tougher competition to the marketplace that could add pressure to pricing.

“Everybody will find out that if you push, you will have a lot of bad news on residual values,” Nissan Chief Performance Officer Jose Munoz told Reuters.

Jim Lentz, CEO of Toyota Motor Corp.’s North American operations, said it took 18 years for sales of hybrid vehicles to reach 3 percent share of the total market. And hybrids are less costly, do not require new charging infrastructure and are not burdened by the range limits of electric vehicles, he said.

“What’s it going to take to get to 4 to 5 percent share for electric cars,” Lentz said. “It’s going to be longer.”

The largest single investment is coming from Volkswagen AG, which plans to spend $40 billion by 2030 to build electrified versions of its 300-plus global models.

In the United States, General Motors has outlined plans to introduce 20 new battery and fuel cell electric vehicles by 2023, most of them built on a new dedicated, modular platform that will be introduced in 2021.

GM CEO Mary Barra has not said how much the automaker will spend on electric vehicles. Much of the investment will be made in China, where GM’s Cadillac brand will help spearhead the company’s more aggressive move into electric vehicles, according to Cadillac President Johan de Nysschen.

In an interview on January the 15th at the Detroit show, de Nysschen said Cadillac would “play a central role” in GM’s electric vehicle strategy in China and will introduce an unspecified number of models based on GM’s future electric-vehicle platform. Some of those Cadillacs could be assembled in China, de Nysschen said.

Chinese automakers, including local partners of Ford, GM and VW, all have publicized aggressive investment plans. However, not every multinational automaker is moving so aggressively into electric vehicles.

In Detroit, Fiat Chrysler Automobiles CEO Sergio Marchionne said it did not make sense to announce a specific number of new electric vehicles --- and he said the company was not under pressure to do so, but working to meet the emission requirements.

“We do not have a gun to our head,” Marchionne said. He said EVs will likely become mandatory in Europe because of the emission rules.

Source: www.mema.org

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Did you know that as a member of the NYSAAA you can participate in their Group Term Life and Accidental Death & Dismemberment Insurance Program

through The Standard Life Insurance Company?To participate, your company must be a member of the Associationand eligible employee must be working at least 20 hours per week.

There are 4 Schedule options:

Schedule #1: All employees $10,000

Schedule #2: Owners/Corporate Officers: $25,000 Managers/Supervisors: $10,000 All other employees: $5,000

Schedule #3: All employees; 1 times their annual earnings with a maximum of $50,000 and a minimum of $10,000

Schedule #4: Owners/Corporate Officers: $50,000 Managers/Supervisors: $25,000 All other Employees: $10,000

Optional dependent life rider with any of the above plans: $4,000 for a spouse $1,000 for children from live birth up to age 20 (or age 24 if full-time student) Premium Rate of: $2.99 per family

Your life insurance will be continued to age 65 and premiums will be waived if you are totally disabled before the age of 60

Accidental Death & Dismemberment Benefit is equal to the amount of the Life Insurance Benefit.

Reduction Schedule: At age 65: Life benefit is 65% of original insured amount At age 70: Life benefit is 50% of original insured amount At age 75: Life benefit is 35% of original insured amount

For more information or questions please contact:

Michael Lord at NYSAAA: 1-315-437-0094 or e-mail: mlord@nysaaa.net

Peter Carchedi at 1-315-732-3921 or e-mail: pcarchedi@leighbaldwin.com

How to Get and Stay Motivated when SellingSales is a profession that requires you to be “up” and motivated most of the time. It is also a profession in which you can get knocked down very quickly from the amount of rejection that’s required for success. As a result, one of the biggest questions I get from salespeople is: “How do I get and stay motivated?”

4 Paths to Motivation: There are only four forms of motivation. They are: external negative, external positive, intrinsic and peer motivation.

Motivation Source #1, External Negative: Or as my first manager used to say “If I put a gun to your head you’d do business.” This is a negative consequence or penalty for not doing something. This was third place in Glengarry Glen Ross or as Alec Baldwin’s character said in the movie, “Third prize: You’re fired!”

This motivation is all about accountability and consequences. When motivating others a sales manager usually starts with a probation period followed by loss of one’s job for failing to do the necessary work or make quota.

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When motivating oneself, the most effective form is usually a financial penalty. For example, when putting off some scary calls to big prospects, I finally told a friend that if I didn’t make the calls in the next 30 days, I owed her $1000.00. By the way, I made the calls on day 29. Yes, sometimes I struggle with this stuff too.

Motivation Source #2, External Positive: External positive was first and second place in the Glengarry contest: “First prize: a brand new Cadillac. Second prize: this fine set of steak knives.” This is a reward for work done or a goal achieved.

This is not as powerful as the first motivator, as generally we respond more to pain, but it is still a way to get leverage on ourselves and others.

To motivate others, this could be $100.00 for the person who makes the most calls in the next hour or a limo lunch for whoever closes the most business this week.

To motivate ourselves, this can be dinner at our favorite restaurant, a dream vacation or some other indulgence upon the completion of a goal.

Motivation Source #3, Intrinsic: This is the most powerful motivation among high-achievers. This form has the most potential power and if strong enough, can be used by itself. This is the “personal WHY”. In other words, what are the personal reasons you need to be successful?

To motivate yourself, decide what you really want out of life. What do you want your life to ultimately look like? What do you want for your family and your kids? What do you want to do and be? If you had no limitations on time or money, how would your life be different?

What will your perfect day look like 20 years from now? What drives you? Is it your dream lifestyle? Is it taking care of your kids and future generations? Is it to leave a lasting legacy? Or perhaps a combination of all three?

To motivate others, help them find their WHY. Where do they want to be in their career 5, 10 or 20 years from now? Ask them: If they had no limits on time or money, what would they have and do with their life? What is their endgame? Do they want to retire and to where?

Motivation Source #4, Peer: This is who you spend your time with personally and professionally. People usually rise to, but rarely above their peer group. “Birds of a feather do flock together.” This also relates to your environment.

If you have an office of negative people in which no one is held accountable, any success will be fleeting or completely non-existent. To motivate others, provide a work environment that is positive and professional and one in which people are held accountable.

Have them look at the people they hang out with. People like Aaron Hernandez and Tom Brady would have different or had different peer groups. To motivate yourself means hanging out with positive people who have goals and are achieving big things.

It also means getting rid of negative people and negativity in general.

Some other ways to motivate yourself: • Write out your goals in the morning and at night and have them in front of you. • Create a vision (dream) board. • Put in plenty of positives through books, thoughts, images and inspirational ideas. • Have rituals and routines in place to create self-discipline. • Announce goals to friends, family in public forums. • Have a coach or mentor hold you accountable to your goals and dreams. • Accept that there will be problems and see them as challenges. • Have a support system in place, people who are positive and up-beat.

Take 100% responsibility for your life. Where you end up will come down to you and what you do, not the economy, job market, who’s president or anything else. Realize that doing what you need to do is ultimately a question of character and integrity.

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Who wins when you win and who loses when you win? Who is for you and against you? Make sure the right people win. Every call gets you closer to a sale. If a sale is $1000.00 and you make 100 calls, each call is worth $10.00, regardless of what happens.

If it will ultimately take 10,000 hours of work for success, every hour you put in gets you closer. Every day you either grow or die based on the effort you put in. Chose to grow today.

The quickest way to motivation, self-esteem and self-confidence is to get the job done, especially when it’s hard or you don’t feel like it. Get comfortable being uncomfortable and face and conquer your fears. Do something that scares you every day. Your legacy, your future and the future of those closest to you, are all at stake every day.

What’s required is that you do what has to be done and push and stretch yourself to your potential. Realize that you won’t always be motivated. That’s why it’s important to form good habits through self-discipline.

If you have an ingrained habit of making all your prospecting calls every day from 9:00 AM to Noon, then on the day you feel a little down, that habit will carry you through. Also, whether or not you are motivated, you have a job to do and promises and obligations to live up to.

You have to find a way to get the job done. In life there are things we don’t want to do that we have to do anyway. If you simply put in the hours, make the calls and do the necessary activity, you will be successful.

Source: John Chapin, a motivational sales speaker and trainer. www.completeselling.com

Icahn Automotive Group Continues to Expand Aftermarket FootprintIcahn Automotive Group, LLC announced on December 21, 2017 that it purchased 19 independently ownedservice locations throughout the United States.

Highlighted among these acquisitions are:

• Elliott Tire and Service, a 10 shop center in Washington State • Honest Auto Service in Seattle, Washington • WS Haynes Tire & Service, 2 locations in Memphis, Tennessee • RL & F Auto Inc. in Morrisville, North Carolina • S & S Service in Hamburg, New York • Blanchette’s Auto Center in Dracut, Massachusetts • Plainfield Tire Center in Plainfield, Indiana • Jack’s Service Center in Miami, Florida • Quality Automotive in Napa, California

Icahn Automotive also announced the recent purchase of B. S. & F. Auto Parts, a leading aftermarket auto parts distributor in the Bronx, New York. B. S. & F. owner and CEO Joseph Ferrer became an integral part of the Icahn Automotive leadership group by assuming the role of Regional Vice President for Commercial Operations over (8) locations in the Bronx, Brooklyn and Queens.

“We continue to aggressively expand our national automotive service network, strengthen our full-service capabilities and invest in our most important asset, our people. We are excited to welcome new team members to the Icahn family and provide them, like our 25,000 plus existing team members, the opportunity to be part of a dynamic and successful company,” said Daniel A. Ninivaggi, CEO of Icahn Automotive Group.

Source: Aftermarket Business World

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Icahn Automotive Acquires Four Detroit-Area Service CentersSouthfield, Michigan February 27, 2018: Icahn Automotive Group LLC (Icahn Automotive) announced today that it has purchased four independently-owned service center locations in Michigan’s Metro Detroit area.

• Belanger Tire & Auto Service in Westland • Novi Motive Goodyear Tire and Service Center in Novi • Fix N Go Auto Centers in Troy and Oxford.

These locations will be converted to Pep Boys Service and Tire Centers. These acquisitions follow a previously announced multimillion-dollar Metro Detroit expansion plan that included Pep Boys store openings, existing store remodels, inventory expansion and acquiring Precision Tune Auto Care and Phil Cavill’s Goodyear Tire and Auto Service Center in Clawson.

“Icahn Automotive’s acquisitions in the heart of the world’s automotive industry are an important step in expanding our North America service center footprint. We share the Motor City’s passion and pride for the industry’s history and future,” said Daniel A. Ninivaggi, Icahn Automotive CEO.

“We welcome the newest members to our team and we will work together to service their loyal customers while leveraging our expansive operations and efficient distribution model.”

Icahn Automotive manages more than 2,000 owned and franchised retail and servicelocations which operate in 49 states, the District of Columbia, Canada and Puerto Rico.

Source: Business Wire, A Berkshire Hathaway Company

Overlooked Sales Tips for More Success in 2018Four Sales Tips to Make You More Successful in 2018;

Tip #1: Stop working smart and get back to working hard: Most salespeople use “working smart” as an excuse to avoid hard work, especially the traditional methods of prospecting such as cold calling. They think work smart means work easy. As a result, they look for shortcuts and safe alternatives to prospecting on the phone and in-person.

They try to prospect via social media and e-mail and kill so much time looking up information on prospects, that they don’t have the time to make the number of calls necessary for success. While there are times you want to look up information on a prospect, use e-mail and be on social media, the average salesperson takes it way too far.

That’s because all of those are easier than talking to a live human being and facing possible rejection. In one case a new insurance agent was spending two hours looking up information before he made his initial call on a prospect. Instead of making the necessary 25 calls a day, he was making 2. Ouch!

Tip #1a: Stop looking for the easy button: the half the work, ten times the leads scheme or the next break-through prospecting method and stick to the tried and true methods, of lots of calls in-person and on the phone. Hard work. The most successful salespeople work the hardest and spend the business day talking to people who can buy from them.

They are not working on a sales letter, their phone script, social media, cleaning their desk or doing research. There are times for social media and technology, just don’t get in the habit of using them at the expense of talking to the number of people you need to talk to in order to make the number of sales you need to make and don’t do it during prime calling hours.

Tip #2: Get your daily dosage of fear, pain and discomfort: Every single day you need to be stepping out of your comfort zone, doing things that scare you and growing personally and professionally. The good news is that many of these things overlap so usually one or two activities will fit the bill when it comes to this point.

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Again, for salespeople, it is typically cold calling or making that particular call that for some reason they’re afraid to make, that’s the most fearful and uncomfortable. The better you get at handling fear, discomfort and mental pain, the better and stronger you and your business will become.

Tip #2a: Cold call every day: As a salesperson cold calling is more than likely the thing you dread the most and the most difficult thing you do. If you get great at cold calling, most other things in your sales career will be a breeze. Also, while you may be great at getting referrals, using LinkedIn for leads and having more business than you can handle, you should never stop cold calling.

Nothing keeps you as sharp as cold calling, nothing builds your intestinal fortitude like cold calling and nothing will give you more confidence and success than being able to cold call and get the interest and attention of a complete stranger. Also, no matter how many people you know, there may be a time in life in which you can’t rely on your LinkedIn Network, Facebook friends, a center of influence or your uncle.

Like my friend who had to talk his way into a secure area reserved for executives during a mass shooting, there will be a time in life when you have to sell to a stranger. Or as my first manager Don Roche Jr. used to say, a true salesperson can sell the stranger on the street first and foremost.

Tip #3: Stop wishing it was easier: The person you became over the span of your life will pretty much be determined by the obstacles you’ve had to overcome and whether or not you overcame them. Believe me, if you want to do anything significant in your life, you don’t want the easy road. There are no challenges or growth on the easy road.

The easy road does not build persistence and resilience, which you need when life gets tough and which you need if you’re going to be successful in business and life over the long haul. This doesn’t mean you hope for tragedy to befall you, it means when you run in to plane delays, personal issues, professional obstacles and anything else that life throws at you, that you accept them as part of life on planet Earth.

No amount of wishing will make them go away. Rise above any negative feelings, move on and realize that you’ll probably grow and learn something in the process. What stops most people from reaching their dreams is their inability to mentally overcome everyday roadblocks and problems they encounter along the way. They simply get beaten down until they give up.

Tip #4: Get back to the basics:

• Put people first and always do what’s best for them. • Have annual, monthly and weekly goals, break that down to daily activity and get those daily activities done no matter what. • Spend 80 % of prime-calling time prospecting, presenting and closing. • Get great at selling, knowing your product and your solutions. • Build relationships and your network. • Work hard … and smart, but make sure it’s intelligent work that builds your business, not easy work that has you looking for the sales version of a unicorn or Bigfoot.

Source: John Chapin a motivational sales speaker and trainer. www.completeselling.com

11www.nysaaa.com

Past, Present & Future: 4 Evolving Trends in Automotive & InsuranceFrom the Model T to Tesla’s autopilot-enabled vehicle, the automotive industry has come a long way and it’s not slowing down anytime soon. With potential for new technology and functionality growing daily, automakers are paving the way for the future of transportation and insurance. Let’s take a look at how the auto industry has transformed insurance over the years and what’s to come.

GPS Systems: Been awhile since you last pulled out your trusty Rand McNally road map from the glove box to help guide your journey? Those days probably seem like another lifetime. How we receive directions has changed dramatically since then. Today, there are 24 U.S. based GPS satellites orbiting earth, each providing guidance to drivers everywhere, with just the push of a button.

While the availability of GPS has simplified how we get from point A to point B, it has also created an added benefit for insurers by providing a valuable cache of driver data. Thanks to this information, insurance providers will soon be able to adapt auto policies based on driver habits, creating personalized plans that fit the needs of each individual.

Telematics: Data gleaned from GPS technology is just one part of the overall picture. A fairly fresh idea, auto telematics provide opportunities to do even more with driver data, extending into everything from speedometer tracking to mileage logs. However, according to a recent Deloitte report, 74 percent of consumers are not too keen on sharing that data.

But given the potential benefits of telematics, insurers are undeterred and have begun offering added value to drivers willing to share their driving behaviors. Those who do, can enjoy savings such as lower premiums based on driving performance.

Driverless Cars: Driverless cars aren’t exactly new to the conversation, but as they creep closer and closer to a mainstream reality, they’re worth another look. It’s predicted that in just two years, 10 million driverless cars will be on the road and automakers like General Motors and Audi are already paving the way.

But what does this mean for insurance? To keep pace, insurers will need to build relationships with automakers to better understand new vehicle capabilities and how they affect policies. Together they can work to build relevant plans for an autonomous future.

Backup Cameras: While proper usage of mirrors is still an important part of a safe driving experience, now 30 percent of drivers say they rely on their backup camera to direct them when in reverse. And that demand continues to grow, with more than half of drivers saying they want a backup camera in their next vehicle.

Well they’re about to get their wish, as all new models will be required to include a backup camera. While this all sounds promising, more technology means more things can and will break, making products like extended service contracts, more valuable when you purchase a vehicle. This will also make for more costly repairs.

When we look at how much the auto industry continues to change, it’s apparent that insurance will need to continue to evolve with it. These are just a few of the many ways insurers can adapt coverage for new technology to keep their customers on track.

Source: Scott McLaren www.automoblog.net/author/smclaren

12 www.nysaaa.com

UPGRADE YOUR MERCHANT ACCOUNT IN 2016

REDUCED AUTOMOTIVE INDUSTRY

CREDIT CARD PROCESSING FEES

FULL SERVICE AMERICAN EXPRESS: ONE DEPOSIT FOR ALL CARDS, SAME

RATES AS VISA/ MASTERCARD, ONE

STATEMENT FOR ALL CARDS

EMV & PCI READY EQUIPMENT THAT CAN

CONNECT VIA THE INTERNET AT AFFORDABLE

PRICES

ACCEPT PAYMENTS FROM MOBILE PHONES WITH

APPLEPAY & SAMSUNGPAY

GO PAPERLESS WITH ONLINE ACCESS TO

STATEMENTS

As a valued member of MAPA, we conduct free, no obligation fee analyses, and provide in-depth explanations of how your existing program works and ways

that we can improve upon it. If you sign up with SFS we will waive all credit card processing fees (UP TO $1000.00) for the first month!

For Information Contact: Todd Lazar

Toll Free 888-737-7762 | Fax 949-266-9505 todd@sfsprocessing.com | www.sfsprocessing.com

SFS is endorsed by MAPA for Merchant Services

As a valued member of NYSAAA, we conduct free, no obligation fee analyses, andprovide in-depth explanations of how your existing program works and ways

that we can improve upon it. If you sign up with SFS we will waive all credit cardprocessing fees (UP TO $1000.00) for the first month!

SFS is endorsed by NYSAAA for Merchant Services

UPGRADE YOURMERCHANT ACCOUNT IN 2018

FEESFEES

FEES

We can make them go away!

4 THINGS TO CONSIDER BEFORE CHOOSINGA CREDIT CARD PROCESSING COMPANY

If you are like many other members, you have probably heard misleading promises of low rates and excellent customer service that are never fulfilled. As a member of the New York State Automotive Aftermarket Association (NYSAAA), Superior Financial Systems (SFS) and NYSAAA understand your needs and are here to help. Most people choose a credit card processing company based on the lowest advertised rates, without checking important facts like:

1. What are the rates that your company will see?Many of our competitors quote rates that your business will never see and will hide fees in disclaimers. NYSAAA’S program partner Superior Financial Systems provides individually tailored programs that are more realistic to your industry/company, instead of providing you a cookie cutter program. Your business should see a reduction of 15%-25% off your fees - our average savings per merchant.

2. Is the company proactive about security and upcoming technology?Most credit card processors neglect to discuss PCI compliance or any new technology with their merchants. Superior Financial Systems partners with the leading PCI compliance provider, Trustwave to ensure our merchants’ PCI compliance needs are met and exceeded. You’ll be kept aware of new information on technology upgrades and industry changes.

3. What is the estimated hold time when you need any type of assistance?SFS does not believe in call queues and 100 percent of all calls are answered by a live person.

4. What is the company’s merchant retention rate?Superior Financial Systems’ merchants are continuously pleased with their service and rates. They pride themselves on their 98% merchant retention rate.

NYSAAA’S program partner Superior Financial Systems (SFS) provides custom, competitive credit card processing rates to NYSAAA’S members. SFS conducts free, no obligation fee analysis, provides in-depth explanations of how your existing program works and ways that it can be improved upon. To receive a free analysis, simply email a copy of your merchant statement to Todd Lazar at Superior Financial Systems, todd@sfsprocessing.com. For further information, call Todd Lazar at 888-737-7762.

Start saving money when you switch to NYSAAA’S Credit Card program. When you enroll, SFS will waive all credit card processing fees for your first month (UP TO $1,000)!