Fri, 04/01/2011 - 10:56

SEMA News—April 2011

Truck, SUV & Off-Road New Products

NEW PRODUCTS

View all Truck, SUV & Off-Road Products and Expert Comments on PDF


Forty Wranglers were on display in exhibitor booths, combined with another 54 on display throughout the Las Vegas Convention Center during the 2010 SEMA Show. Clearly dominating the floor, Jeep Wrangler was presented with the 2010 SEMA Award for Hottest 4x4-SUV. This example was built by Warrior Products and features accessories from a host of manufacturers, including Airaid, HoodLift, ProComp USA and ScanGaugeII.
The light-truck industry was particularly hard hit by the recession that began about three years ago, but at last, the tide seems to be turning. The automakers are seeing definite and consistent sales increases, and while some sectors of the truck market remain tentative, fullsize pickups and crossover vehicles are clearly on the upswing. Of the 10 top-selling vehicles in January of 2011, according to Automotive News, the Ford F-Series pickup was number one (again), the Chevrolet Silverado was number two and the Honda CR-V was number six.

At the 2010 SEMA Show, exhibitors in the Truck, SUV & Off-Road section created a similar feeling of optimism about the year ahead. With booth registration up 9% from the previous Show, the upper level of the South Hall was a shrine to this market featuring more than 250 exhibitors. New product registrations also soared, with truck, SUV and off-road exhibitors placing 284 products in the New Products Showcase.

While their entries tend to run the gamut of applications, manufacturers in this market dedicated the bulk of their research and design money to five product categories. As evident by the registration data taken from this year’s Showcase, five product categories dominated exhibitors’s submissions—winches, suspension accessories, trailer hitches, driving lights and bumpers. Much of the new product activity in the off-road segment centered around Jeep Wrangler applications, which commanded significant investment among manufacturers in the segment. The Jeep Wrangler was also the most frequently-seen display vehicle on the floor in the off-road segment, while the F-150 was the most-
displayed truck.

Four out of five buyers (74%), visited the New Products Showcase, where truck, SUV and off-road manufacturers made a strong impact on attendees. Their entries were scanned 11,051 times by attending media and buyers using handheld remote scanners.

Typically, once buyers identify the products they find most intriguing, they hit the SEMA Show floor and meet with exhibitors face-to-face.

This year, active buyers in the truck, SUV and off-road market took advantage of the opportunity, introducing themselves and scanning their badges at booths in this section a total of 31,252 times.

The following are New Products Showcase entries dedicated to truck, SUV and off-road applications. Along with the products, we’ve interviewed industry executives to get their thoughts about the trends they perceive and some words of advice about what might lie ahead. You’ll see their comments and predictions as you page through the story.

 


AR Ventures
Articulating Hitch Ball Mounts
505/343-1705
www.arventureshitches.com
PN: AR-007
Articulating pro hitch ball mount.

Runner-Up—Best New Packaging Design

AMP Research
Bed X-Tender
888/983-2204
www.amp-research.com
PN: 74504-01A


Bestop Inc.
Cleaner and Protectant
800/845-3567
www.bestop.com
PN: 11205-00
Bestop-recommended fabric-care products now available for Bestop soft-tops and accessories.

Ascend Industries Inc.
Diamond Step Bar With LED Lights 714/593-3400
www.ascendtruck.com
PN: VB-5000 Series

Highly polished stainless-steel step bar with LED ground effects that is compatible with factory keyless remote and dome light.

 
Baja Designs/Soltek Light Systems Strykr Pro
800/422-5292
www.bajadesigns.com
PN: 63-0012
A 700-Lumen helmet light that is waterproof and rugged. High, medium, low and strobe modes. Light head weighs only 100 grams. Battery lasts from 3–24 hours.
 
Baja Designs/Soltek Light Systems Stealth LED
800/422-5292
www.bajadesigns.com
PN: 620270
High-performance LED light bar for off-road or auxiliary lighting. Each 10-in. segment provides 3500 lumens (equivalent to HID)of light put exactly where the user needs it.

Bestop Inc.
Under Seat Locking Storage Box 800/845-3567
www.bestop.com
PN: 42641-01
The Under Seat Locking Storage Box allows secure, out-of-sight storage of valuables and is custom-designed to easily bolt in directly below the driver’s seat.

 

 

 

Bestop Inc.
HighRock 4x4 Narrow-Style Front Bumper 800/845-3567
www.bestop.com
PN: 42933-01
Bestop’s new narrow bumper hits the design points today’s Jeep owners are looking for and are carefully designed to not hit anything else. Short design eliminates any unnecessary overhang; will clear any size tires. There is still room for extraction points.

 
Bestop Inc.
TrekStep for Jeep Wrangler
800/845-3567
www.bestop.com
PN: 45299-15
A spring-loaded step that easily extends down with the push of a foot and retracts up to store securely under the rear bumper when not in use.



BAK Industries
BakBox
818/365-9000
www.bakliner.com
PN: 90-XXX
Bakbox is the world’s first and only toolbox that folds away and disappears to provide full, unobstructed use of the truck bed when needed. It ships UPS and is invisible when closed. It works with all tonneau covers.
 

Couplemate
SUV Step
775/219-7708
www.couplemate.com
PN: CM010
A fantastic innovation for the single-strut designed base plate. Importantly, all existing Couplemate baseplates can accept the new SUV step.

 

Carriage Works Billet Accessories
’11 Ford Super Duty Grille
816/966-1405
www.carriageworksinc.com
PN: 44782
A ’11 Ford Super Duty XL, XLT, Lariat and King Ranch monster bar quick-replacement billet grille. Provides show-quality customized appearance at an affordable price.

 


Carr
Work Truck Step 24
800/800-1084
www.carr.com
PN: 501020
Carr’s 24-in. work truck step is a hands-free step that provides safe and secure access to the side of a truck.
Ford is profitable, GM doesn’t need bailout money anymore and the OEs are getting leaner in their manufacturing. That will eventually trickle down to manufacturers, retailers and consumers. Confidence will grow, sales will trend upward and anyone who survives this economy will emerge leaner, stronger and positioned to be more profitable.
However, retailers have yet to fully embrace online marketing. A great website is vital. With a properly built site, retailers have the chance appear on the first page of Google’s results when a consumer searches a term such as “Truck Caps Los Angeles.”
Google knows where customers are located and can refer them to a retailer who has a highly optimized website. But you get what you pay for. Many businesses spend around $1,500 on a website, but a $5,000 site has a chance to be your top-performing salesperson. The same goes for things such as e-mail marketing and Facebook for business.
Look at how many of the right customers you can put your company and products in front of, and the cost per customer. People are out there buying the products you sell. You just have to make sure they’re buying them from you.

—Chris Ripper
General Manager, ATC Truck Covers

 


Carr
Work Truck Step 24
800/800-1084
www.carr.com
PN: 501020
Carr’s 24-in. work truck step is a hands-free step that provides safe and secure access to the side of a truck.
 
Carriage Works Billet Accessories
’11 Chevy HD
816/966-1405
www.carriageworksinc.com
PN: 3804
A ’11 Chevy heavy-duty bolt-over wire mesh grille fits all models. Provides show-quality customized appearance at an affordable price.

CargoBuckle
Mini G3
317/896-9531
www.cargobuckle.com
PN: F103745
The CargoBuckle Mini G3 retractable ratchet tie-down system takes the hassle out of securing gear. Six feet of 1-in. webbing enables users to tie down more equipment in more applications, conveniently and securely. Just hook, ratchet and go!

Cognito Motorsports
FSLK100430
661/588-8085
www.cognitomotorsports.com
PN: FSLK100430
Front non-torsion-bar drop 4- to 6-in. suspension lift system for ’11–present GM eight-lug trucks and SUVs.
 
Cognito Motorsports
Support Kit
661/588-8085
www.cognitomotorsports.com
PN: PISK3008
Pitman/idler-arm support kit for ’11–present GM eight-lug trucks.

Cognito Motorsports
Control Arm
661/588-8085
www.cognitomotorsports.com
PN: UCAK100051
Upper control arm kit for ’11–present GM eight-lug trucks.

Big Time Auto Parts/Austin Int’l
BT-410RAW LED Taillight
+886-6-2663121
www.bigtime.com.tw
PN: BT-410 RAW LED
Tail Lamp Designed for OEM and aftermarket. Four multi-functions: turn signal /driving / brake /reverse. Includes 28 pieces RAW LEDs. Voltage system: 12V/24V. ABS housing and reflector.
 
Cognito Motorsports
YR+6-Arm-Kit
661/588-8085
www.cognitomotorsports.com
PN: YR+6-ARM-KIT
Yamaha Rhino ’04–present 6-in.-longer arm, long-travel suspension system.
 
Comeup Industries Inc.
DS-9.5rsi Self-Recovery Winch
+886-2-2694-7011
www.comeupwinch.com
PN: 293244
Comeup DS-9.5rsi is a powerful and fast electric winch. New generation with innovative features make it absolutely brilliant. Incredible, submersible, sealed DS-series self-recovery winch.

 

Convert-A-Ball Dist.
Super-Duty Cushioned Ball Mount
308/254-7115
www.convert-a-ball.net
PN: AMSC-V2
Super-duty cushioned ball mount fits in 21/2-in. receiver hitch. Rated at 18,000 lbs. GVW; 2,000 lbs. GTW. Internal polyurethane cushions act as a shock absorber.

 

Coplus Inc.
Skull Mirror Cover
+886-6-265-5599
www.scoo.com.tw
PN: 9501001
Skull mirror covers present innovative looks through 3-D skull and flame designs. Amber LED lights inlaid into skulls’ eyes will flash along with turn signals.

 

Couplemate
Brake Controller
775/219-7708
www.couplemate.com
PN: CM710
Mounts under dash/on the trailer. Multiple vehicles can tow a trailer with electric brakes. This break controller is ideal to control from one to three axles.

Fri, 04/01/2011 - 10:17

SEMA News—April 2010

Twitter

Power Tools for Business Users

    Twitter can be a virtual goldmine of information for brands
     
     
Business users who are already comfortable with Twitter are in luck: There are currently hundreds of analytics and time-saving tools available that will enable you to quickly sort through the noise, retrieve the insights you want and generate the reach you’re looking for with minimal effort.

“Twitter can be a virtual goldmine of information for brands,” said Hollis Thomases, author of Twitter Marketing: An Hour A Day. “To help you monitor conversations and parse through data, Twitter and other third parties provide tools that let you search on particular keywords and receive alerts when someone mentions you. The results can help you understand how people use Twitter and how you tweet in relationship to those tweets—which helps you define and create a Twitter strategy.”

For would-be power users, here’s a cherry-picked selection of some of the best tools for business, recommended by Thomases and other social media marketing experts:

Measure the Impact of Your Tweets: Everyone has their good and bad days on Twitter. Tweet Effect enables you to help spot which of your Tweets were home runs by highlighting the posts that generated more followers for you and which caused people to say goodbye.

Measure Your Overall Influence on Twitter: There are a number of tools that will slice and dice your influence on the social network. Twitter Grader is one of the easiest to use. Just type in your Twitter username, click the grade button and you’ll see how you stack up. TweetLevel, a similar tool, ranks your company’s status on Twitter using four metrics: influence, popularity, engagement and trust. Twinfluence offers similar analytics, as does TweetReach.

Do a Comprehensive Analysis: For a more in-depth look at how you’re doing on Twitter, check out Twitalyzer, which offers an entry-level service and a paid-level service. “This grading program ranks based on such factors as generosity, clout, velocity, influence and signal-to-noise ratio,” Thomases said. “Twitalyzer gives you countless other statistics and graphs depicting those factors changing over time.”

The good news with this service is that its creators just released a new version in January—Twitalizer 4.0—which was also accompanied by price breaks. Other facets of the facelift include easier-to-read charts and graphs, greater ability to customize, tighter integration with Google Analytics and daily reporting for dozens of key metrics.

       
       
     
       
       
“Twitalyzer is really just two guys, Jeff Katz and Eric Peterson, both of whom have spent a fair amount of time working in the digital management space,” said Twitalyzer CEO Eric Peterson. “For the past two years, we have spent our evenings, weekends and free moments devising new ways to help businesses and organizations understand and optimize their efforts in short-message media.”

Quickly Discern Which Followers Are Most Influential: It’s nice to be popular and be followed by many on Twitter. It’s nicer when those followers are influential people who can give real legs to your brand. Topify identifies these people for you by giving you in-depth information on each person who decides to follow you on Twitter, including the size of his or her own following, a bio, his/her last five tweets and similar statistics. The information automatically arrives by e-mail to you each time a new follower signs up.

Multi-Post to Many Social Networks Simultaneously: Given that many Twitter marketers are also trying to reach out to customers on other social networks, such as Facebook and LinkedIn, it’s no surprise that there’s a tool to enable you to send the same post to all of your social networks simultaneously. Hellotxt is among the most ambitious. It allows you to simultaneously post to more than 50 social networks with a simple button click. Natter, meanwhile, is targeted to users interested only in monitoring and posting to the two biggest social networks, Twitter and Facebook.

Set Up Shop for Team Tweets: CoTweet enables a number of company employees to tweet from a single company account on Twitter, making it easier to solidify your brand. ChatterBox and TweetFunnel offers similar capabilities.

Do an Instant Twitter Poll: TwtPoll enables you to easily put together a multiple-choice question poll on Twitter. “A Twtpoll can be set-up and launched in seconds, and you can embed the survey and survey results in a website,” Thomases said.

Showcase Twitter Posts on Your Website: Keep more eyeballs glued to your homepage with Twitter Widgets, customizable tools that display your latest posts from Facebook, Blooger, Typepad and other social media tools. A similar tool, Jotabl, allows visitors to your website to get in on the action by displaying their tweets in a social media box on your homepage or anywhere else you’d like to place it.

     
     
   
     
     
Admit It, Size Matters: Get more into your posts by shrinking the length of the links you use. There are a number of services that will do this for you. Goo.gl, from search titan Google, seems among the most reliable. (Something tells me that company and its link-shrinking service will be around for awhile.) Other champions of shorter is better include Bit.ly, t.co, TinyURL and v.gd.

Break the 140-Character Tweet Barrier: One of the great charms—and great annoyances—of Twitter is that every tweet must be 140 characters or less. BiggerTwitter allows you to sidestep truncation by allowing you to easily drop a link in your tweet for thoughts that need more than 140 characters to make sense.

Post Multi-Lingually: Babller enables you to read and post on Twitter, Facebook and LinkedIn in a number of languages. Be sure your customer service (phone, e-mail, support people) can handle all the new business you’re looking to generate in a foreign language.

Get the Big Picture: If you’re looking to sift for megatrends on Twitter, including what people are tweeting about most at any given moment, Tweetmeme is your ticket.

 

Joe Dysart is an Internet speaker and business consultant based in Manhattan, New York. Contact: 631/256-6602;
joe@joedysart.com; or
www.joedysart.com
Fri, 04/01/2011 - 10:06

SEMA News—April 2011

Developments Around the World

  Linda Spencer 
By Linda Spencer

Below is a roundup of recent and proposed legislative and regulatory actions around the world that will directly impact the specialty-equipment industry. For more information on any of these items, contact SEMA International Relations Director Linda Spencer at lindas@sema.org.

EUROPEAN UNION

An Imperfect Union

    (AAAA) has gathered more than 30,000 surveys regarding an Australian federal government proposal to severely restrict the use of traditional metal and alloy bull bars
The Australian Automotive Aftermarket Association (AAAA) has gathered more than 30,000 surveys regarding an Australian federal government proposal to severely restrict the use of traditional metal and alloy bull bars (also known as “roo bars”) through the adoption of a European directive that has already pulled most bull bars off vehicles in Europe.
     
     
Industry sources are reporting that a two-year-old regulation supported by the specialty-equipment industry is helping, but that problems still exist. The law was designed to ease restrictions on the sale of products, including automotive accessories and performance equipment, within Europe. Regulation (EC) No 764/2008, as it’s officially known, is designed to enhance trade among the 27 European Union (EU) countries as called for in the Treaty on the Functioning of the European Union upon the founding of the EU. The legally binding document obliges member states to accept products lawfully marketed in other member states.

These regulations were enacted in recognition that this principle was not fully operational. Local governments were too often invoking what was to be a limited exemption in the case of public security, or sometimes without giving any reason at all. The European Parliament and European Council now explicitly restrict the ability of local governments to utilize national technical rules to stop the sales of specialty and other manufactured goods. EU officials transferred the burden of proof regarding the products’ safety or environmental risk to the government, rather than the company. Moreover, a member state bears the burden of proof that the stated aim cannot be achieved by any other less restrictive means.

For the most part, the sale and marketing of specialty products are taking place without barriers. However, it has been reported that national governments are nevertheless hampering the growth of the specialty market in this densely populated region of 501 million people by denying consumers the ability to legally use aftermarket products. Specifically, motorists are reporting difficulties at times in obtaining needed approvals to legally drive on European roads due to the presence of specialty products. These approvals must show that all modifications were made legally. The registration papers, therefore, must match all of the changes made to the vehicles.

       
       
     

Executive Summary: Global Regulations Update

  • For the most part, sales of specialty products are taking place in Europe without barriers.
  • Some problems being encountered in Austria, Germany, Italy and Spain. SEMA working closely with European Tuning Organization to address these issues.
  • New European tire rating system will not affect pre-’90 vehicles.
  • Use of protective “bull bars” under attack in Australia, and strict penalties are enacted for drivers with multiple moving violations.
  • Indonesian language to be affixed to a wide array of products sold in that country.
 
       
       
Among the countries in which consumers are reporting problems to date are Austria, Germany, Italy and Spain. Motorists in each of these markets are required to update their registration papers to reflect modifications, and these revised papers are being denied specifically because the product has not been tested to local regulations. The European Commission has agreed to review several of these cases, and another case is being heard in the German courts.

In an update to a previous SEMA News article, a consumer facing difficulty in obtaining revised motorcycle registration papers due to the installation of carbon-fiber wheels that already appear legally in the United Kingdom market is stuck in appeal. Local authorities are fighting a lower-court ruling that favored the consumer, noting that the state had not provided proof that the product was dangerous and, thus, should be banned. The court said, in part, “The long-lasting, unproblematic and accident-free use in Great Britain and the Netherlands in public road traffic and at international motorcycle racing makes such proof unlikely.” Ludwigsburg, Germany, officials are appealing the ruling, and SEMA is working closely with the German association VDAT (Verband Deutscher Automobil Tuner) and the European Tuning Organization in order to address these issues.

Tire Labeling Comes Into Force in 2012; Vintage Tires Exempted

    Tires for pre-’90 vehicles are exempted from upcoming new labeling requirements
Tires for pre-’90 vehicles are exempted from upcoming new labeling requirements (for fuel efficiency, wet grip and external rolling noise) that are slated to take effect in November 2012. Tires sold in Europe will be rated from A to G—a classification system that is used on European energy labels in a wide range of applications ranging from appliances to buildings and aircraft.
     
     
Tires for pre-’90 vehicles are exempted from upcoming new labeling requirements (for fuel efficiency, wet grip and external rolling noise) that are slated to take effect in November 2012. Tires sold in Europe will be rated from A to G—a classification system that is used on European energy labels in a wide range of applications ranging from appliances to buildings and aircraft. The regulations were developed as part of the efficiency action plan (COM, 2006, 545), which seeks a 20% reduction in the total energy consumption of the European Union by 2020. Tire makers are being “encouraged” to comply with the regulation before its formal introduction in 2012. Racing/sports tires are also exempted from these new requirements.

EU Restrictions on the Sale of Chemicals

Manufacturers and importers of automotive products sold in the European market are required to ensure that their products comply with the Registration, Evaluation and Authorization of Chemicals Regulation (REACH; European Regulation EC 1907/2005). REACH requires companies to gather and report information on the covered chemical substances to the European Chemicals Agency. The reporting requirement generally applies to those using more than one ton of these hazardous chemicals in the production of their products each year, and covered substances intended to be released under normal use.

A guide has been published by the European car manufacturer’s association providing information specific to the automotive industry. The document is available online at http://tinyurl.com/acea-be. Among the key points noted in the guide are that raw materials used in paints, rubber, adhesive, etc., should be registered independent of when or who added them to the product and that non-EU companies have no obligation under REACH. Compliance with REACH must be ensured by each company’s EU importers. Non-EU companies should provide the necessary information in order to allow importers to fulfill
their obligation.

Brakes

     
    www.coverking.com 
     
A working group on brakes and running gear for the United Nations Economic Commission for Europe (UNECE) is working on a new regulation on replacement brakes. The UNECE, established in 1947 to encourage economic cooperation among its member states, is one of five regional commissions under the administrative direction of United Nations headquarters. Specialty brakes of a different size from the OE brakes are not covered under this proposal. However, there is a concern that countries which do not already require extensive testing by outside testing agencies (only a few nations, including Germany, Switzerland and Spain, already require such testing), may begin to require manufacturers of specialty brakes to undertake the same extensive tests that will be newly imposed on replacement brakes, even though specialty brakes are not covered in the regulation under consideration.

Germany Votes to End National Approval System

The German Parliament has voted to eliminate the so-called Teilegutachten, which loosely translates as “parts approval certificate.” The Teilegutachten has been the preferred approval route for many companies due to lower costs and quicker approval time than the so-called Allgemeine Betriebserlaubnis (ABE) system. While both systems involve the same tests, the ABE involves a three- to six-month approval process, with the approval being granted directly from the German Federal Office for Motor Traffic (KBA) and involving additional paper work and cost. Under the Teilegutachten system, private testing agencies can grant approvals in only days. The ABE system also requires that companies be evaluated and approved by the KBA before being allowed to apply for product approval.

The decision to eliminate the Teilegutachten occurred without discussion and without an impact-assessment test. The vote to cancel the Teilegutachten was reportedly buried in a larger bill without adequate discussion or information to allow legislators to make an informed decision. As it turns out, the KBA is unable to handle the increased load of new verifications. Complicating the elimination of the private-agency approval process is the fact that some products, such as wheels and suspension, can only be approved through the Teilegutachten. For now, the current dual approval process remains in effect.

Spain: Virtually All Specialty Product Approvals on Hold

The Spanish government has issued a requirement that testing services must ensure that all products they seek to approve comply with European directives. This new guideline has generated confusion in the market due to the fact that European-wide directives do not exist for most products, and that subjecting aftermarket products to the same testing required for whole-vehicle-type approvals would be cost-prohibitive. Under these guidelines, the typical fee for approvals that consumers must obtain to ensure fitment of a suspension/lift modification would rise from approximately 200 euro ($271 USD) up to 1,500 euro ($2,032 USD). The new guidelines note that testing services issuing a compliance statement without having actually done the EU-type approval test could be held liable in case of a problem.

AUSTRALIA

Western Australian Authorities Back Away From Independent Aftermarket-Only Engine-Testing Requirements

     
     
     
     
     
In another Australian Automotive Aftermarket Association (AAAA) industry-led victory, the Western Australia (WA) Department of Transport has decided to abandon, at least temporarily, mandatory IM240 testing for engines that have been “significantly” modified. The AAAA is the national industry association representing manufacturers, distributors, wholesalers, importers and retailers of automotive parts, accessories, tools and equipment. The industry had complained that requiring the IM240 test would have resulted in high compliance costs and that the proposal would have unfairly targeted the aftermarket because OEM-branded parts would have been exempt. Alastair Bryant of the WA Department of Transport confirmed that the policy relating to the emissions testing of modified vehicles will revert to the policy prior to the April 2009 implementation of IM240 testing requirements. Discussions are continuing with the WA Department of Transport to outline guidelines for 5-gas analyzer testing. IM240 will still be an accepted test procedure, but will no longer be mandated.

Update on NSW Anti-Hoon Proposal: Suspension Restrictions Suspended for Now

New South Wales (NSW) is pressing the national government to impose restrictions on suspension upgrades. The move is apparently an abrupt change in strategy for the NSW Ministry of Transport, which unsuccessfully sought to impose draconian state restrictions on lift or lowering kits in the face of strong opposition. The AAAA led the opposition to a July 2009 NSW proposal to limit the raising or lowering of vehicle suspensions to no more than 5 cm (2 in.), with all modifications needing engineering approval.

“I don’t want to see young hoons [a derogatory term used in Australia and New Zealand to refer to a younger person who engages in loutish, anti-social behavior] putting their lives or the lives of others at risk just because they think their car looks better 15 cm closer to the ground,” said Minister of Transport Michael Daley in a press release. “These hoons may think their car looks cool, but as far as I’m concerned, anything more than a 5-cm change in a car’s suspension is dangerous and doesn’t belong on our roads. Raising or lowering a vehicle’s height can put the driver, passengers and other road users at risk.”

Vehicles can currently be raised or lowered by up to 5 cm without approval and by up to 15 cm (5.9 in.) with outside engineering approval. NSW had been meeting with an industry working group of suspension manufacturers and industry associations, including the AAAA, that convened to provide input on the proposed measures. A recent meeting of the group discussing changes to what had officially been called Vehicle Standards Information -50 (VSI-50) was cancelled at short notice, and the Minister for Roads asked the appropriate national body to achieve an agreed national position on raising and lowering vehicles. AAAA is reporting that the VSI 50 proposal will be addressed at an upcoming joint meeting of Transport and Road Departmental Heads, although a pending state election in NSW is expected to unseat the current government and thus halting
these deliberations.

National Vehicle Crushing Scheme Abandoned

     
     
     
Australian Prime Minister Julia Gillard recently announced the abandonment of an AAAA-opposed nationwide “cash for clunkers” program. The program would have provided Australians with a $2,000 payment ($1,993 USD) for trading in pre-’95 cars for new vehicles, even though the Australian Department of Environment determined in September 2009 that “replacing older vehicles with newer vehicles, without significant changes in the mix of vehicle sizes, engine capacities or fuel types, would not result in significant greenhouse gas emissions benefits.” The administration of Prime Minister Julia Gillard continued to push through the $430 million ($428 million USD) initiative, which has been coined the Cleaner Car Rebate Scheme. It originated as a campaign pledge that Gillard promised would result in taking 200,000 older vehicles off Australian streets. The growing opposition to the scheme, which was due to begin in January 2011 and was then delayed to July of this year, was finally killed. Australia’s executive blamed the program’s demise on the lack of funds due to the recent severe flooding in the country.

Three Strikes and You Are Crushed

While the nationwide “cash for clunkers” program was recently set aside, cars are still being crushed under a series of state programs that punish motorists guilty of multiple moving violations with the confiscation of vehicles. Under the so-called anti-hoon laws, first-time offenses warrant a 48-hour confiscation, with three months for a second offense. Drivers risk the vehicle being crushed or sold for a third offense.

More than 11,370 cars—an average of 10 per day—have been impounded in the Australian state of Victoria through July 2010 under the four-year-old program. The state’s Justice Department website provides a broad range of examples of actions that would qualify as hooning, including everything from intentionally causing tires to lose traction and causing a vehicle to make excessive noise or smoke to exceeding the speed limit by 45 kmh (28 mph) or more or traveling at more than 145 kmh (90 mph) in a 110-kmh zone (68 mph). Street racing and driving without a valid license also constitute hooning, according to the site.

     
     
    Officials in the Australian state of Victoria recently crushed a vehicle owned by a driver with three “infractions.” The government stated that the Holden Commodore it crushed was the first of 40 in the pipeline to face a similar fate
Officials in the Australian state of Victoria recently crushed a vehicle owned by a driver with three “infractions.” The government stated that the Holden Commodore it crushed was the first of 40 in the pipeline to face a similar fate. Under the so-called anti-hoon laws, first-time offenses warrant a 48-hour confiscation, three months for a second offense and drivers with three offenses risk the vehicle being crushed or sold.  
     
     
The government crushed a vehicle owned by a driver with three infractions, attracting widespread media coverage. The government stated that the Holden Commodore it crushed was the first of 40 in the pipeline to face a similar fate. As to whether the vehicle of a three-time offender would be sold or crushed, Victoria Police Commissioner Ken Lay was quoted in July 2010 in press coverage of the vehicle crushing.

“If we permanently seize a vehicle that is not of a high safety standard, in that it doesn’t have features such as ABS brakes and airbags, I cannot, in good conscience, send that vehicle back into the community,” Lay said.

In the spirited 2010 elections for Premier (the highest elected office in the state), opposition candidate Ted Baillieu singled out the anti-hooning law as being too lenient. He called for increasing the penalty for a first offense to 30 days. Ballilieu won the election in late November. Each of the other Australian states now has its own anti-hoon laws, with all calling for impoundment as a central feature of the program.

Steel and Alloy Bull Bars Being Relegated to Museums?

The AAAA has gathered more than 30,000 surveys regarding an Australian federal government proposal to severely restrict the use of traditional metal and alloy bull bars (also known as “roo bars”) through the adoption of a European directive that has already pulled most bull bars off vehicles in Europe. The Australian government has given the public until April 15, 2011, to submit comments on the proposed adoption of the UNECE-approved regulation governing the design and safety performance of vehicles that come into contact with pedestrians, despite the fact that the Australian Transport Safety Bureau is on record as stating that “there is a dearth of scientifically based studies of the effect of bull bars on road safety.” The government continues to look into the adoption, which requires that all products affixed to the front of passenger cars be required to meet pedestrian safety criteria, which would be administered via the Australian Design Rule process. The imposition of this directive in Europe has eliminated nearly all traditional steel and alloy bull bars. Only a small percentage of bull bars are now being installed, some as smaller nudge bars and some as plastic bars.

The AAAA is fighting the proposal, which it believes is ill-suited to its market and could spell the end of steel and alloy bull bars in the country. Through its 4WD Industry Council, the association has been consulting closely with the government via a bull bar sub-committee.

     
     
   
Manufacturers and importers of automotive products sold in the European market are required to ensure that their products comply with the Registration, Evaluation and Authorization of Chemicals Regulation (REACH; European Regulation EC 1907/2005). REACH requires companies to gather and report information on the covered chemical substances to the European Chemicals Agency. The “Automotive Industry Guideline on REACH” guide, published by the European car manufacturer’s association, provides information specific to the automotive industry.  
     
     
“Australian driving conditions vary enormously from European conditions,” said AAAA Executive Director Stuart Charity, making particular note of the physical and weather environment, the increasing incidents of large native animals on urban roads and the level and concentration of built-up areas in Europe compared to Australia. “These factors all make Australia a unique driving environment. In our part of the world, bull bars are designed to save the lives of the drivers and passengers of the vehicle.”

New Regulations Blocking Importation of Modified Pre-’89 Vehicles

The Australian government has recently changed its laws regarding the importation of pre-’89 cars. According to the Australian Hot Rod Association, these changes were made without consultation with industry. Specifically, modified vehicles are now required to comply with all regulations in place when the vehicle was modified rather being assigned the same model-year designation as the production vehicle it most closely resembles. On the government website, the government uses the example of a replica Shelby Cobra. “A replica/hot-rod vehicle’s date of manufacture is taken from when the vehicle is complete, e.g., a replica ’64 Shelby Cobra completed in 2004 would be regarded as being a year of manufacture of 2004,” the site says.

INDONESIA

How Do You Say That in Indonesian?

Before they can send shipments to their customers in Indonesia, companies are now required to develop a special label in the Indonesian language, which then has to be approved by the Indonesian government, The new regulation requires all goods manufactured or imported into Indonesia to be affixed with pre-approved Indonesian-language labels prior to entry into the customs area in Indonesia. The Ministry of Trade of the Republic of Indonesia issued the labeling regulation as no. 22/M-DAG/PER/5/2010. It applies from September 1, 2010, for new products and provides an 18-month transitional period for goods that were circulating in the market before the regulation was enacted. The local manufacturers’ associations have come out in strong support of the new labeling requirements, with the deputy chairman of the Indonesian Automotive Industry Association, Jongkie D. Sugiarto, being quoted in a recent article in the Jakarta Post that the members of his associations had no problem with the implementation of the regulation.

“For automobile component products, we are ready to stick on Indonesian-language labels anytime,” Sugiarto said.

As of September 29, the trade ministry recorded that 1,044 companies, both manufacturers and importers, had applied for letters of the label inclusion. As many as 958 of those companies had obtained approval to begin producing and affixing labels. Relevant information is available at http://tinyurl.com/indonesiathisday. 

Fri, 04/01/2011 - 09:46

SEMA News—April 2011

Be Great or Be Gone

Chris Kersting-President and CEO, SEMA
Customer service has become a key difference-maker in an interconnected world. The growth of social media means a single customer can broadcast what he or she thinks of your company, good or bad. And others can give that message an exponential pop—making or breaking your company’s image. Where customers have multiple options for parts and service, business leaders agree that building customer loyalty based on service is imperative.

On SEMA.org, you’ll find a recent SEMA webinar devoted to customer service. If you missed this presentation, we hope you get a chance to download it. It contains valuable tips that apply to any business, large or small. The webinar is also a tool to remind everyone in your company that customer service isn’t a department, it’s a moment-to-moment attitude.

Here at SEMA, we are fundamentally a service organization. We’re here to help our members’ businesses succeed and prosper. Part of that comes by producing a world-class trade show, but SEMA can’t be excellent without working closely with our customers—and providing great service. Since the only way to improve is to recognize where you have an issue, we’ve initiated processes to encourage feedback. Since 2008, we’ve conducted an annual study that measures member satisfaction. We find that in certain categories, a high percentage of members are either “satisfied” or “very satisfied,” but each study has also showed us where we have some work to do.

One fundamental change we’ve made recently was aimed at improving our ability to handle callers. We put in a new phone system that allows people to dial directly, but more importantly, when calls do land at the switchboard, it goes to a customer service specialist who makes sure the right person follows up.

After the call, we regularly send out a two-minute customer service survey that solicits specific feedback about the interaction. These are the kinds of improvements any business can make—not by hiring more workers, but by refocusing the responsibilities of the people they already have.

We’ve also instituted Town Hall Meetings with our members. The premise is simple: There is no better way to find out what is on your customer’s mind than face-to-face interaction. We’ve put three Town Hall Meetings on the calendar for the first six months of 2011, and we’d be thrilled to see you at the next one, April 8, in Fort Worth, Texas. You can check the schedule by pulling down the “Events” tab on SEMA.org.

Another way we are improving service is through our Exhibitor Summit meetings. That’s where we invite SEMA Show exhibitors to meet with us in advance of the SEMA Show to explore ways to improve ROI from the SEMA Show. Feedback from meetings such as these helps us hone our Show operations. Look under the “Events” tab on SEMA.org for scheduling and to sign up.

Experts will tell you that customer service is a continuous process. No matter how much progress is made from one year to the next, it’s never done. You can always get better. Speaking for ourselves, we intend to keep the throttle on, and the service level moving in the right direction.

—Chris Kersting, SEMA President and CEO

Fri, 04/01/2011 - 08:38

SEMA News—April 2011

Annual Event Acknowledges Importance of Collection and Restoration of Classic Cars

By Dan Sadowski

    SEMA and its Automotive Restoration Market Organization (ARMO) and Hot Rod Industry Alliance (HRIA) councils announced July 8, 2011 as Collector Car Appreciation Day. 
     
     

SEMA and its Automotive Restoration Market Organization (ARMO) and Hot Rod Industry Alliance (HRIA) councils announced July 8, 2011 as Collector Car Appreciation Day. The date marks the second commemoration in what will become an annual event to raise awareness of the vital role automotive restoration and collection plays in American society. SEMA and its councils are now working to secure a Congressional resolution to recognize the day’s significance.

“Last year, the U.S. Senate helped launch the first national Collector Car Appreciation Day by passing Senate Resolution 513 at our request,” said SEMA Vice President of Government Affairs Steve McDonald. “As a result, thousands of Americans gathered at car cruises, parades and other events to celebrate our nation’s automotive heritage. As we move forward, SEMA’s commitment to preserving and promoting the automotive restoration industry through its projects and programs is evident in this special day.”

S. Res. 513 was sponsored by Congressional Automotive Performance and Motorsports Caucus members Senator Jon Tester (D-MT) and Senator Richard Burr (R-NC). Senators Tester and Burr have been strong advocates for the automotive hobby in Washington, and the resolution reaffirmed their understanding of the cultural importance of collector cars. The caucus is an informal, nonpartisan group that pays tribute to America’s ever-growing love affair with the car and motorsports. The caucus recognizes the integral role collector cars have played in fostering our nation’s appreciation for the automobile’s unique historical place in our history.

“On July 8, 2011, collectors and enthusiasts will host hundreds of events across the country,” said Laura Bergan, chairman of SEMA’s Automotive Restoration Market Organization (ARMO) council. “We will proudly partner with individuals, car clubs and businesses as they organize car cruises, club gatherings and other educational events to celebrate the day.”

     
     
Said Rick Love, chairman-elect of SEMA’s Hot Rod Industry Alliance (HRIA) council: “The industry endeavors to preserve our nation’s automotive heritage while providing well-paying, high-skilled jobs nationwide. Collector Car Appreciation Day is a singular tribute to this industry and the millions of hobbyists it supports.”

SEMA will maintain a list of scheduled events to commemorate America’s time-tested love affair with the automobile. Individuals, car clubs and business owners interested in publicizing events should contact Mike Dingell, director of the SEMA Action Network, at 202/783-6007 x38 or miked@sema.org. Visit here for a listing of Collector Car Appreciation Day events. If you are unable to celebrate on July 8, SEMA encourages events to be scheduled throughout the month of July.

Fri, 04/01/2011 - 07:32

SEMA News—April 2011

Spy Photos

Photos Copyright Brenda Priddy & Company. Reuse or reproduction without the copyright holder’s consent is prohibited.

 

Subaru Hatchback-Coupe


When It Hits: At press time, the sporty coupe was expected to make an appearance—in concept guise—at the Geneva Motor Show.
 
What Priddy Says: Rumors run far and wide on this car, but there are a few tidbits that seem largely agreed upon. The rear-wheel-drive Subaru will likely have 2+2 seating along with independent suspension all around. As far as powertrains go, a turbocharged 2.0L boxer seems to be on tap, with a horsepower rating in the 260 range.

2012 Kia Soul


When It Hits: More details on the Soul and its release will be available in the coming months.
 
What Priddy Says: Judging from the extensive camouflage, the Soul will likely get significantly redesigned front and rear fascia. New headlights and taillights are almost certainly in store as well. The styling on the door panels may also be modestly freshened.

2012 Civic Hybrid Sedan


When It Hits: No official release date has been announced for the ’12 Civic Hybrid Sedan.
 
What Priddy Says: The current Civic Hybrid has a 1.3L i-VTEC four-cylinder gasoline engine mated to electric motors. Priddy has heard that the Civic may move to the 1.5L-based hybrid powertrain setup also found in the CR-Z. This new Civic Hybrid may also be the first car in the lineup to receive the rumored, next-generation lithium ion batteries that Honda has been developing.

2012 F-150 Raptor


When It Hits: The ’12 Raptor is expected at dealerships in the fourth quarter of 2011.
 
What Priddy Says: Seen here flaunting its new LED daytime running lights, the Raptor’s possible future upgrades include an electronic locking front differential for increased capability in low-speed off-road maneuvers. However, the 411hp 6.2L V8 is expected to remain the sole engine choice.
Fri, 04/01/2011 - 05:36

SEMA News—April 2011

Vehicle Dealers Support Study Findings

By Steve Campbell

    Aftermarket products influence well over a million new-vehicle sales each year, according to a new SEMA/AutoPacific survey and report entitled “Influence of Accessories on New-Vehicle Sales”
The most basic premise of a new SEMA/AutoPacific survey and a report entitled “Influence of Accessories on New-VehicleSales” is that accessories help sell new vehicles.
     
     
Aftermarket products influence well over a million new-vehicle sales each year, according to a new SEMA/AutoPacific survey and report entitled “Influence of Accessories on New-Vehicle Sales” (now available free to SEMA members and for $199 to non-members here). We talked about the findings with industry professionals in the March issue of SEMA News. In this issue, we’ll take a closer look at some of the other data included in the report from the perspective of new-car dealerships and their strategies regarding accessorization.

All of the dealership sources we contacted agreed with the report’s most basic premise: Accessories help sell new vehicles. The study provides information about the effects customized vehicles can have on the decision-making process of new-vehicle buyers. It looks at those effects on an array of different consumers, including those who do not normally modify their cars or trucks, as well as those who do, and those who are most ardent about customization.

“We do quite a bit of accessorizing on our in-stock vehicles,” said Terry Miller, general sales manager of Galpin Ford in Van Nuys, California. “Before reading the report, I thought that most people got their information from magazines or shows, things like that. But the study demonstrates that new-car buyers often go online to look at a vehicle on display in a showroom. They either buy that car or buy the accessories that were on the car. After reading the report, I thought I should take another look at what we have in inventory and possibly select more models for customization—or, as we call it, Galpinization.”

     
   
     
     
Finding new ways to sell product—whether cars or accessories—has become a paramount concern for the industry over the past few years. The study clearly reflects the economic slump that took hold in 2007 and created a downward trend in accessorization among new-car buyers. In fact, the study says, the percentage of people who planned to modify their vehicles dropped nationally from about 23% in 2007 to about 14% in 2010. Steve McCord, general manager of Galpin Auto Sports, the accessories store affiliated with Galpin Ford, said that while the number of customizers among Galpin’s customers is higher than the average reported in the study, it’s probably because of demographic differences.

“The ‘Key Findings’ segment of the report showed that 14% of new-car buyers accessorize their vehicles, but differences in regions could change those percentages quite a bit,” McCord said. “In Southern California, you see vehicles that have been accessorized or modified to some degree every day. At Galpin Ford, we accessorize about 15% of our new-car inventory and show those vehicles prominently in our display areas. Those vehicles allow us to offer accessories to non-modifiers who otherwise might not consider an accessory because they don’t know the option is available.”

     
    Most consumers are comfortable purchasing products complete and ready to drive away from the dealership, and the report shows that customer satisfaction is slightly higher among vehicle modifiers than non-modifiers.
The information contained in the report is valuable not only to the sales department but also to service staff. It includes a wealth of data on accessory influence among consumers who are enthusiastic about modifications as well as those who choose not to personalize their vehicles. Courtesy of Vogue Tyre and Rubber Co.
     
     
Jim Kemp, general sales manager of Metropolitan Cadillac and Saab in Milwaukee, Wisconsin, said that a lot of the information contained in the report is valuable not only to the sales department, but also to service staff.

“A lot of statistics went into the study,” Kemp said, “and it shows that customers definitely like to do business with somebody they know and trust, and they also like to see the product on the car. People may see a product on the road, but they don’t realize that it’s available for their vehicle, so you need to have the products that you’re trying to promote on a car for display. The report makes people more aware that sales and service need to work as a team.”

McCord agreed, pointing out that communication between departments is crucial.

“The report shows that keeping our sales and service departments informed on accessorizing trends in our sales meetings is one area of opportunity,” he said. “We do a pretty good job of letting our departments know what’s hot and what’s not in the accessorizing world, but I know we could do better.”

Steve Hofer, parts and service director of Park Chrysler Jeep in Burnsville, Minnesota, said that the report gave him new insight about the importance of customization on new-vehicle sales.

“I keep coming back to the idea that 9% of people were influenced in their car purchases based on the vehicle being accessorized,” he said. “That was news to me. I was under the assumption that I needed to display accessories for the customer to see and to feel good about an accessory purchase. I’ve never really looked at it from the standpoint that the accessories themselves can influence the vehicle purchase.”

     
   

Question: Did the availability of parts for the (insert vehicle name) influence you to buy that vehicle versus a different vehicle?
Source: AutoPacific Authoritative Automotive Research & Insight
     
     

Randy Baker, managing partner of Batchelor Cadillac in San Antonio, Texas, said that his dealership uses a “show book” filled with photographs of customized vehicles to help customers visualize the accessories they may wish to include with their purchase. Even so, the report’s conclusion that display vehicles are the best accessory sales tools has him rethinking a catalog that the dealership just produced.

“The study shows that the vast majority of accessory sales in a dealership were because people saw them on the vehicle,” he said. “People come in and see something that will freshen up their cars even if they’re two years old. When we weren’t as active at selling accessories, people would come back a month after we sold them a car, and they had installed aftermarket tires and wheels on it. We had missed an opportunity to sell the accessory. Even worse, they sometimes didn’t buy a product that was right for the car.”

Supplying accessories that are properly designed and fitted for a specific make and model is obviously a major concern for new-car dealerships and has caused some original-equipment manufacturers (OEM) to question the quality of specialty-equipment products.

“The OEM position is that their products are engineered and built for that specific vehicle,” Baker said. “They are very concerned with performance and liability, while customers are moved by emotion and aspiration. That’s why warranty issues are so important. We put on quality products, and we don’t go overboard with anything. We want to sell only products that the customer will have a good experience with, and our warranty is for the life of the car. As long as the customer owns the vehicle, we take care of the accessories.”

Hofer said that the report will help his dealership and his parts department focus their efforts on the most popular accessories and modifications, allowing the organization to target its energies on accessory segments that sell and avoiding those that do not. He said that doing so will not only help the bottom line, but will also keep the new-car sales staff involved and motivated as they see success more quickly.

     
   
     
     
“Body modifications are something in the report that I probably don’t do as good job at as I might,” he said. “It’s a segment that I haven’t been paying as much attention to as I should. We do a good job with wheels and tires and audio systems, which the report puts near the top of the most popular modifications, but the body statistics surprised me.”

McCord said that Galpin would also use the trends shown in the report to help its various departments determine which products to carry and, therefore, those most likely to produce satisfied customers. Most consumers are comfortable purchasing products complete and ready to drive away from the dealership, he said, and the report shows that customer satisfaction is slightly higher among vehicle modifiers than non-modifiers.

“Hot items, such as audio, video and wheels and tires, are areas of opportunity,” he explained. “If we stay on top of statistics and trends, we can help control our inventory.”

Hofer said that he intends to use the report as a training aid for his staff, especially in new-product selection. He believes that the data will help him pinpoint commodities using factual information and real-world numbers.

     
    Most consumers are comfortable purchasing products complete and ready to drive away from the dealership, and the report shows that customer satisfaction is slightly higher among vehicle modifiers than non-modifiers
Most consumers are comfortable purchasing products complete and ready to drive away from the dealership, and the report shows that customer satisfaction is slightly higher among vehicle modifiers than non-modifiers.
     
     
“The report leads me to look at some of our accessory categories differently,” he said. “There is a lot of information that will help alleviate some stereotypes and misconceptions that I had about accessories. Customization increases people’s pride in their vehicles, which motivates them to share their excitement.”

Baker said that the enthusiasm generated by accessorized cars brings additional buyers into his dealership in San Antonio. Batchelor Cadillac receives business specifically because people see a neighbor’s or an associate’s car and want something similar or even more personalized. He said that he plans to share the information contained in the report with his key managers to reinforce their efforts. Hofer said that the physical layout of the report adds to its value as a training tool.

“I like all the facts, but I’m a visual person, so I also liked the way the facts were laid out,” said Hofer. “The report will help us target our marketing to groups of people who may want to accessorize their vehicles. From my perspective, proper accessorization can help build brand awareness.”

Fri, 04/01/2011 - 05:36

SEMA News—April 2011

Vehicle Dealers Support Study Findings

By Steve Campbell

    Aftermarket products influence well over a million new-vehicle sales each year, according to a new SEMA/AutoPacific survey and report entitled “Influence of Accessories on New-Vehicle Sales”
The most basic premise of a new SEMA/AutoPacific survey and a report entitled “Influence of Accessories on New-VehicleSales” is that accessories help sell new vehicles.
     
     
Aftermarket products influence well over a million new-vehicle sales each year, according to a new SEMA/AutoPacific survey and report entitled “Influence of Accessories on New-Vehicle Sales” (now available free to SEMA members and for $199 to non-members here). We talked about the findings with industry professionals in the March issue of SEMA News. In this issue, we’ll take a closer look at some of the other data included in the report from the perspective of new-car dealerships and their strategies regarding accessorization.

All of the dealership sources we contacted agreed with the report’s most basic premise: Accessories help sell new vehicles. The study provides information about the effects customized vehicles can have on the decision-making process of new-vehicle buyers. It looks at those effects on an array of different consumers, including those who do not normally modify their cars or trucks, as well as those who do, and those who are most ardent about customization.

“We do quite a bit of accessorizing on our in-stock vehicles,” said Terry Miller, general sales manager of Galpin Ford in Van Nuys, California. “Before reading the report, I thought that most people got their information from magazines or shows, things like that. But the study demonstrates that new-car buyers often go online to look at a vehicle on display in a showroom. They either buy that car or buy the accessories that were on the car. After reading the report, I thought I should take another look at what we have in inventory and possibly select more models for customization—or, as we call it, Galpinization.”

     
   
     
     
Finding new ways to sell product—whether cars or accessories—has become a paramount concern for the industry over the past few years. The study clearly reflects the economic slump that took hold in 2007 and created a downward trend in accessorization among new-car buyers. In fact, the study says, the percentage of people who planned to modify their vehicles dropped nationally from about 23% in 2007 to about 14% in 2010. Steve McCord, general manager of Galpin Auto Sports, the accessories store affiliated with Galpin Ford, said that while the number of customizers among Galpin’s customers is higher than the average reported in the study, it’s probably because of demographic differences.

“The ‘Key Findings’ segment of the report showed that 14% of new-car buyers accessorize their vehicles, but differences in regions could change those percentages quite a bit,” McCord said. “In Southern California, you see vehicles that have been accessorized or modified to some degree every day. At Galpin Ford, we accessorize about 15% of our new-car inventory and show those vehicles prominently in our display areas. Those vehicles allow us to offer accessories to non-modifiers who otherwise might not consider an accessory because they don’t know the option is available.”

     
    Most consumers are comfortable purchasing products complete and ready to drive away from the dealership, and the report shows that customer satisfaction is slightly higher among vehicle modifiers than non-modifiers.
The information contained in the report is valuable not only to the sales department but also to service staff. It includes a wealth of data on accessory influence among consumers who are enthusiastic about modifications as well as those who choose not to personalize their vehicles. Courtesy of Vogue Tyre and Rubber Co.
     
     
Jim Kemp, general sales manager of Metropolitan Cadillac and Saab in Milwaukee, Wisconsin, said that a lot of the information contained in the report is valuable not only to the sales department, but also to service staff.

“A lot of statistics went into the study,” Kemp said, “and it shows that customers definitely like to do business with somebody they know and trust, and they also like to see the product on the car. People may see a product on the road, but they don’t realize that it’s available for their vehicle, so you need to have the products that you’re trying to promote on a car for display. The report makes people more aware that sales and service need to work as a team.”

McCord agreed, pointing out that communication between departments is crucial.

“The report shows that keeping our sales and service departments informed on accessorizing trends in our sales meetings is one area of opportunity,” he said. “We do a pretty good job of letting our departments know what’s hot and what’s not in the accessorizing world, but I know we could do better.”

Steve Hofer, parts and service director of Park Chrysler Jeep in Burnsville, Minnesota, said that the report gave him new insight about the importance of customization on new-vehicle sales.

“I keep coming back to the idea that 9% of people were influenced in their car purchases based on the vehicle being accessorized,” he said. “That was news to me. I was under the assumption that I needed to display accessories for the customer to see and to feel good about an accessory purchase. I’ve never really looked at it from the standpoint that the accessories themselves can influence the vehicle purchase.”

     
   

Question: Did the availability of parts for the (insert vehicle name) influence you to buy that vehicle versus a different vehicle?
Source: AutoPacific Authoritative Automotive Research & Insight
     
     

Randy Baker, managing partner of Batchelor Cadillac in San Antonio, Texas, said that his dealership uses a “show book” filled with photographs of customized vehicles to help customers visualize the accessories they may wish to include with their purchase. Even so, the report’s conclusion that display vehicles are the best accessory sales tools has him rethinking a catalog that the dealership just produced.

“The study shows that the vast majority of accessory sales in a dealership were because people saw them on the vehicle,” he said. “People come in and see something that will freshen up their cars even if they’re two years old. When we weren’t as active at selling accessories, people would come back a month after we sold them a car, and they had installed aftermarket tires and wheels on it. We had missed an opportunity to sell the accessory. Even worse, they sometimes didn’t buy a product that was right for the car.”

Supplying accessories that are properly designed and fitted for a specific make and model is obviously a major concern for new-car dealerships and has caused some original-equipment manufacturers (OEM) to question the quality of specialty-equipment products.

“The OEM position is that their products are engineered and built for that specific vehicle,” Baker said. “They are very concerned with performance and liability, while customers are moved by emotion and aspiration. That’s why warranty issues are so important. We put on quality products, and we don’t go overboard with anything. We want to sell only products that the customer will have a good experience with, and our warranty is for the life of the car. As long as the customer owns the vehicle, we take care of the accessories.”

Hofer said that the report will help his dealership and his parts department focus their efforts on the most popular accessories and modifications, allowing the organization to target its energies on accessory segments that sell and avoiding those that do not. He said that doing so will not only help the bottom line, but will also keep the new-car sales staff involved and motivated as they see success more quickly.

     
   
     
     
“Body modifications are something in the report that I probably don’t do as good job at as I might,” he said. “It’s a segment that I haven’t been paying as much attention to as I should. We do a good job with wheels and tires and audio systems, which the report puts near the top of the most popular modifications, but the body statistics surprised me.”

McCord said that Galpin would also use the trends shown in the report to help its various departments determine which products to carry and, therefore, those most likely to produce satisfied customers. Most consumers are comfortable purchasing products complete and ready to drive away from the dealership, he said, and the report shows that customer satisfaction is slightly higher among vehicle modifiers than non-modifiers.

“Hot items, such as audio, video and wheels and tires, are areas of opportunity,” he explained. “If we stay on top of statistics and trends, we can help control our inventory.”

Hofer said that he intends to use the report as a training aid for his staff, especially in new-product selection. He believes that the data will help him pinpoint commodities using factual information and real-world numbers.

     
    Most consumers are comfortable purchasing products complete and ready to drive away from the dealership, and the report shows that customer satisfaction is slightly higher among vehicle modifiers than non-modifiers
Most consumers are comfortable purchasing products complete and ready to drive away from the dealership, and the report shows that customer satisfaction is slightly higher among vehicle modifiers than non-modifiers.
     
     
“The report leads me to look at some of our accessory categories differently,” he said. “There is a lot of information that will help alleviate some stereotypes and misconceptions that I had about accessories. Customization increases people’s pride in their vehicles, which motivates them to share their excitement.”

Baker said that the enthusiasm generated by accessorized cars brings additional buyers into his dealership in San Antonio. Batchelor Cadillac receives business specifically because people see a neighbor’s or an associate’s car and want something similar or even more personalized. He said that he plans to share the information contained in the report with his key managers to reinforce their efforts. Hofer said that the physical layout of the report adds to its value as a training tool.

“I like all the facts, but I’m a visual person, so I also liked the way the facts were laid out,” said Hofer. “The report will help us target our marketing to groups of people who may want to accessorize their vehicles. From my perspective, proper accessorization can help build brand awareness.”

Fri, 04/01/2011 - 05:29

SEMA News—April 2011

Bolt-On Road Manners

By Drew Hardin
Photo Courtesy Source Interlink Media Archives

Don Hellwig (right) describing a new helper-spring kit to Hot Rod magazine’s LeRoi “Tex” Smith.
In December 1962, Petersen Publishing Company photographer Eric Rickman shot Don Hellwig (right) describing a new helper-spring kit to Hot Rod magazine’s LeRoi “Tex” Smith. Those who know Hellwig Products primarily for its truck and camper suspension parts may be surprised by the fact that the kit Hellwig was demonstrating was engineered for a Corvair.

But as Smith noted in his April 1963 article, drivers of “Chevy’s littlest compact sensation” were unaccustomed to what Smith described as the handing “eccentricities” that stemmed from the car’s rear-engine/rear-swing-axle layout. “Under most any condition, the car is very forgiving,” he wrote, “but placed in a position where it shouldn’t be in the first place, it can get cantankerous. Here is where a little improving of the stock suspension system can really be a boon.”

By the early ’60s, Hellwig Products already had a long history of improving stock suspension systems. Company founder Rudy Hellwig patented a helper-spring design in 1941 and began manufacturing the springs in his brother’s shop in Kansas. During the years immediately after World War II, Hellwig moved his family to Southern California and opened a spring manufacturing facility in Glendale. Don, his son, started working alongside his father when they were still in Kansas, and he took over the business when Rudy passed away in 1966. Soon after, Don relocated the business to its current central-California location in Visalia. Hellwig Products is still a family operation—Don’s son Mark is now the company’s president, and his daughter Melanie works in Hellwig’s marketing department.

Smith’s Hot Rod article showed how the Hellwig products bolted to the Corvair; once the parts were on, he and Hellwig took the car to “a certain S bend on a canyon road that is notoriously difficult to negotiate. Hit this turn just a bit too fast, and it’s like boondocksville!!” With the spring stabilizer kit in place, the Corvair’s handling was “greatly improved,” Smith wrote, and he was able to take the S turn “in the best Stirling Moss fashion.”

Fri, 04/01/2011 - 05:29

SEMA News—April 2011

Speedway Illustrated Honors SEMA Chairman-Elect Scooter Brothers

     
    SEMA Chairman-Elect Scooter Brothers (left) with its “Outstanding Contribution to Racing” award
Dick Berggren’s Speedway Illustrated presented SEMA Chairman-Elect Scooter Brothers (left) with its “Outstanding Contribution to Racing” award to recognize his years of devoted service to the racing industry with various companies under the Comp Performance Group.
     
     
Paul “Scooter” Brothers, co-owner of the Comp Performance Group, received the “Outstanding Contribution to Racing” award presented by Dick Berggren’s Speedway Illustrated magazine as part of the annual RPM Promoters Workshops in Daytona Beach, Florida.

The honor paid tribute to the years of service Brothers has devoted to the racing industry with the various companies under the Comp umbrella—particularly Comp Cams, a brand he helped shepherd to prominence in many forms of motorsports.

“Recently, the efforts of Scooter Brothers and the entire team at Comp Performance Group have been dedicated to the concept of maintaining a healthy race industry first,” said Dick Berggren’s Speedway Illustrated publisher Karl Fredrickson. “It is our privilege at Dick Berggren’s Speedway Illustrated to recognize Scooter and the entire team at Comp Performance Group.”

A drag racer in his youth, Brothers joked that he was “poisoned” by the racing bug early in life. A stint with Racing Head Service led to his involvement with Comp Cams in the ’80s. Since then, his name and face—as well as the Comp logo—have become familiar to drivers, mechanics, race organizers and his fellow captains of the motorsports industry.

Brothers, a native of Memphis, Tennessee, is no stranger to being honored by his motorsports peers. Among his past laurels was his 2005 induction into the SEMA Hall of Fame—the highest honor bestowed by SEMA.

 

Independent American Team Earns 2011 Dakar Rally Victory, Makes History

     Sue Mead became both the first U.S. female driver of record and first woman to achieve an automotive class win
With her first-place finish in the Open Production Class of the 2011 Dakar Rally, Sue Mead became both the first U.S. female driver of record and first woman to achieve an automotive class win.
     
     
According to 2011 Dakar Rally veteran Chris Collard, “It is considered one of the top five adventures in the automotive world, and on the mental bucket list of every red-blooded off-road racer.”

Recently, Collard served as media manager for the only independent American team to enter the 2011 Dakar Rally. Driving the Fabschool-General Tire Ford Raptor to a first-place finish in the Open Production Class and 40th overall was American auto journalist Sue Mead and team manager and co-driver Darren Skilton. With her victory, Mead became both the first U.S. female driver of record and the first woman to achieve an automotive class win. Joining Mead, Skilton and Collard in the history books were two team mechanics: Troy Johnson, owner of the FabSchool in Riverside, California, and Dan Moore, one of the FabSchool’s chief instructors.

The FabSchool’s Fall 2010 class of students performed the Raptor’s modifications, which included bumper fabrication as well as the installation of a fuel cell and rollcage, Deaver springs, King bypass shocks and an ARB air locker. Additional upfitting included Soltek LED lights, Odyssey batteries, Cobra Racing seats and Crow safety harnesses. XPEL protective film helped protect the paint and glass on the front clip and windshield. And finally, for help traversing the endless dunes of the Atacama Desert, the team utilized an Advanced Air Systems PowerTank for the dozens of times they needed to deflate and
re-inflate their tires for sand driving.

Clearly enjoying the victory, Collard told SEMA News that the team’s story isn’t finished yet.

“Why, I don’t know,” he said, “but for some twisted reason, our team is already planning for next year.”

 

Engine Raffle Supports Documentary of Drag-Racing History

   
A street/strip big-block Chevy engine will be raffled to support “Project 1320,” a documentary film series chronicling the history of drag racing.
     
     
The Quarter Mile Foundation and drag racing legend Joe Mondello and Joe Mondello Engines, in conjunction with World Products, have announced a joint venture to raffle a street/strip big-block Chevy engine to support the Foundation’s “Project 1320” documentary film program. The documentary film series will chronicle the history of drag racing and the parallel growth of the performance automotive aftermarket.

The engine, dubbed “Mondello’s Vintage Rat,” is designed to run on pump gas and will be complete (including ignition) from the carburetor to the oil pan and from the nose pulley/harmonic damper to the flexplate. It will be a 555ci Chevrolet (MK IV version), with a single four-barrel carburetor and will be designed for use with an automatic transmission.

“Joe proposed the engine raffle following the SEMA Show,” said Traci Hrudka, Foundation chairman. “The members of the Foundation’s board of directors welcomed the proposal, and we have been working with Joe regarding the engine and the mechanism for the raffle. This will be the first of a series of ‘Save Our Heritage’ engine raffles in conjunction with leading engine builders.”

The raffle tickets will be available at events where the Quarter Mile Foundation will have a presence, as well as the Foundation’s website (www.project1320.com), according to Hrudka. Tickets will be priced at $10 each or six for $50. The winner will be drawn at the Performance Racing Industry Show on December 3, 2011.

 

Fast Facts

     
     
     
Rushforth Wheels’ owner Melanie Rushforth was recognized as one of the 2010 Women of Influence Rising Stars by the Business Examiner, which annually recognizes the accomplishments and achievements of women through the South Sound business community in Tacoma, Washington. The honorees are recognized for making a difference in their professional and personal lives through accomplishments in their industry and community. In addition to being the chair for the military affairs and scholarship committees for Tacoma Rotary No. 8, Rushforth is a volunteer with the United Way of Pierce County. She founded the Tacoma City Kids Marathon, is a director of the Tacoma City Marathon and a member of the 6th Avenue Business District. Rushforth Wheels, Tacoma, WA; 253/306-3215.

Dynotech Engineering Service became an official partner of the Goodguys Rod & Custom Association’s Choice Product Giveaway Program. As part of the program, Dynotech driveshaft products will be featured at each of Goodguys’ 18 national events in 2011. In addition, attendees will have a chance to win a custom Dynotech drawnover mandrel steel driveshaft at the shows. Dynotech Engineering Service, Troy, MI; 248/362-2777.

The Lincoln Technical Institute was named the official technical school of the NHRA. The multi-year agreement provides Lincoln Technical Institute with a major presence at several NHRA Full Throttle Drag Racing Series national events and commercial spots and in-show features during the ESPN2 HD coverage on elimination days as well as display space in the Manufacturers Midway and screen spots and features on the trackside jumbotron. NHRA, Glendora, CA; 626/963-7695.

     
     

Aeroquip Performance Products announced a new marketing campaign aimed at trade partners and consumers. Called “100 Proof,” the campaign will launch through promotional outlets in early spring of 2011, followed by advertising in key consumer and trade media channels throughout the year. The message is supported with graphics designed to remind Aeroquip dealers and distributors about the brand’s 100% “proof” testing policy, and it will be expanded with advertising and sales tools to penetrate the consumer and distribution base and extend retention across the enthusiast marketplace. Aeroquip is an Eaton company and the only actual manufacturer of both hose and fittings in the performance channel. For more information, visit www.eaton.com/aeroquipperformance.

Eastern Catalytic named Adam Satzman the company’s catalog/data manager. Satzman will assist in company-related decisions regarding corporate acquisition of software- and IT-related products, and he will become acting spokesperson for Automotive Aftermarket Industry Association-related publications as well as technical service advisor. Prior to joining Eastern Catalytic, Satzman was the catalog specialist and technical advisor for GMB North America. Eastern Catalytic, Langhorne, PA; 215/702-3600.

Lokar Performance Products was named the preferred shifter of the Goodguys Rod & Custom Association. Founded in 1988 in Knoxville, Tennessee, Lokar has long been a signature marketing partner of Goodguys. This year, the company’s trailer will be seen at select Goodguys events, and the company also announced its return to participate in the Choice Product Giveaway Program. Lokar Performance Products, Knoxville, TN; 877/469-7440.

The team from CWR Electronics will participate in the Relay for Life 2011—an event that raises money to fight cancer. This marks the second year in a row that the company will participate in the event; the team was the top fundraising team in 2010, bringing in a total of $20,811.54. For 2011, the team will camp out and take turns walking around a track from 12:00 p.m. Saturday, May 14, until 6:00 a.m. on Sunday, May 15. To find out how you can help the CWR team, e-mail TeamCWR@cwrelectronics.com.

     
     
Victory Junction launched a brand-new fanpage on Facebook. The charity organization was built in honor of Adam Petty and provides life-changing experiences for children with chronic medical conditions or serious illness. Victory Junction, along with Childhelp, is supported by SEMA’s charity committee, SEMA Cares.

The American International Automobile Dealers Association named Pennsylvania auto dealer Jim Smail as its new 2011 chairman. Smail is the president of the Smail Auto Group, which operates five international nameplate franchises, including Acura, Honda, Kia, Mazda and Mercedes-Benz. Smail has served as chairman of the Honda National Dealer Advisory Board, is the current chairman of the Acura National Dealer Advisory Board, is on the board of directors of the Pennsylvania Automotive Association and is on the board of directors and is past president of the Greater Pittsburgh Automobile Dealers Association.

JMPR Public Relations Inc. was selected as the agency of record for Pep Boys. JMPR will provide PR outreach and media initiatives for the company and has recently launched a media relations program that highlights Pep Boys’ overall business profile and its upcoming 90th anniversary celebration. JMPR will also work with individual locations to promote full-service vehicle maintenance and repair capabilities. JMPR Public Relations, Woodland Hills, CA; 818/992-4353.

Lee Kadrich, vice president of government affairs and trade for the Automotive Aftermarket Industry Association (AAIA), has retired after 29 years. Kadrich served as staff liaison to the AAIA government affairs committee and as executive director of two AAIA membership segments, the Auto International Association (AIA) and the Heavy Duty Distribution Association. Kadrich received the AIA Person of the Year Award in 2006.

     
   


Esther Berg 

     
Esther Berg was hired by The Marx Group as marketing coordinator. In her new role, Berg will help The Marx Group in its internal marketing, social media and website efforts. The company announced that she will also actively participate in client brainstorming meetings to help generate new ideas and support the agency’s public relations and social media outreach on behalf of clients. The Marx Group, San Rafael, CA; 415/453-0844.

Toyo Tire U.S.A. Corp. hired Marty Furman as its COO to manage all functional departments of the company, including technical services, sales, marketing and pricing. Furman has extensive management experience with well-known companies, including Procter & Gamble, Avery Dennison and Trojan Battery Co. His senior executive responsibilities over the years have included finance, business development, marketing, sales, product development, plant management, manufacturing and engineering. Toyo Tire U.S.A. Corp., Cypress, CA; 714/236-2080. 

Red Line Synthetic Oil Corp. has partnered with the Al-Anabi Racing team for the 2011 NHRA Full Throttle Drag Racing season. Red Line Oil will provide oil and lubricants for the Al-Anabi Racing Top Fuel entries driven by Del Worsham and 2010 NHRA Full Throttle Top Fuel champion Larry Dixon. Red Line Synthetic, Benicia, CA; 707/745-6100.

AutoStream announced that the company experienced a record month in 2010, with 5,700,000 views of “Fastlane Daily” current and back catalog of shows. The company also recently experienced a historic milestone: Since its creation in 2007, “Fastlane Daily” has served 102,000,000 views through YouTube alone. AutoStream, Santa Monica, CA.

     
   

 
Hun Oloi

     
WyoTech–Laramie automotive technician graduate Hun Oloi was selected as the winner of the school’s 2010 Dream Award, which recognizes a graduate who has completed his/her education while overcoming extraordinary challenges. Oloi overcame language and cultural barriers, served the local community and started a successful career in the automotive industry following his graduation from WyoTech. Oloi is currently employed as an automotive technician by Kendall Toyota in Anchorage, Alaska. As a Dream Award winner, he received a $2,500 scholarship to pursue advanced programs in his field of study. WyoTech–Laramie, Laramie, WY; 307/742-3776.

The Automobile Dealers Association of Greater Philadelphia announced that the 2011 Philadelphia Auto Show (January 29–February 6) experienced a 28.4% increase in attendance for the show’s opening weekend, when compared to the 2010 event. The show’s weekend attendance hit 65,984, marking the event’s third-largest opening weekend in its 109-year history.

Federated Auto Parts will sponsor the Ken Schrader Racing ARCA team in 2011. The Federated car will be driven by Tom Hessert, who finished third in the final ARCA points standings with one win, 10 top-five finishes and 15 top-10 finishes.

HRE Performance Wheels opened a European division in Stuttgart, Germany. HRE GmbH will serve enthusiasts, dealers and vehicle manufacturers in the European Union, North Africa and the Commonwealth of Independent States, including Russia. The European office will have custom wheels available and stock popular wheel models in sizes and fitments for a variety of European cars, including Porsche, BMW, Audi, Mercedes-Benz and Ferrari. The effort will be led by Alex Sittel, an automotive industry veteran who has spent his entire career in the industry. HRE Performance Wheels, Vista, CA; 760/598-1960.

     
     
Optima Batteries will return as the official battery of the World Challenge Championships and Sports Car Wars for the 2011 season, marking the third straight year that Optima Batteries signed on to be an official World Challenge sponsor. All World Challenge racecars will be outfitted with the Optima brand. As it did during the 2010 season, Optima will also provide its Optima Batteries Best Standing Start Award, presented to the driver who makes up the most positions on the run down to Turn 1. Optima Batteries, Milwaukee, WI; 414/524-3700.

The NMCA Flowmaster Muscle Car Nationals has added the Maryland International Raceway in Mechanicsville, Maryland, to its 2011 schedule. The event is scheduled for June 3–5 and will also include the Late-Model Hemi Shootout featuring six drag racing classes and show categories.

Meyer Distributing Inc. added a new location in Memphis, Tennessee. The new cross-dock will have a direct feed from Meyer’s distribution center in Jasper, Indiana. Meyer will now provide early-morning route delivery to the Memphis metro area four days per week. Meyer Distributing, Jasper, IN; 800-Meyer-USA.

Zero Motorcycles announced its plans to open a new manufacturing facility alongside its corporate headquarters in Santa Cruz, California. The new facility will more than double the company’s production capacity. Renovations began in early 2011, and the company also announced plans to add 25 employees by mid-2011.