Wade Kawasaki, CEO of Exports International, will moderate and lead the SEMA Show seminar, "Global Growth: Successful Aftermarket Companies Show you the Way to International Success."

On Monday, November 1, from 3:00 p.m.–4:00 p.m., in room N252 at the Las Vegas Convention Center, longtime exporters will come together to address 10 of your thorniest questions regarding attracting and maintaining overseas customers.

Wade Kawasaki, CEO of Exports International, will pose YOUR questions to our experts: SEMA Chairman Elect and Comp Performance COO Scooter Brothers, and K&N International Business Manager Kevin Floody.

Questions received to date include whether to offer country-wide exclusive arrangements, how to target limited overseas marketing resources, and how to build product to incorporate differences in vehicle fleets between the United States and markets overseas.

No RSVP needed for the seminar.

The session is part of the educational seminars that comprise the SEMA Show's Education Days. View all of the sessions taking place the week of the Show.

More information on the 2010 SEMA Show is available at www.SEMAShow.com.

This year’s Dealer Day will focus on accessory integration, sales, profit and will also provide participants with a “how-to” manual that outlines best practices and guidelines for Dealer Accessory Programs.

Several years ago, I was asked to make a presentation to a group of general managers and dealer principles about integrating an accessory program as part of their day-to-day operations. The success of an in-house program for the owner’s Cadillac franchise had sparked interest as to whether a similar business model would work in his Honda and Toyota franchises.

The presentation covered the basics: 1) opportunity cost; 2) liability; 3) incentive structure; 4) inventory; and 5) ROI. The presentation was followed by a Q&A in which areas, such as logistics, staffing and vehicle styling, were addressed. The CFO of this automotive group then asked the fundamental question: "What is the one thing that would hinder the success of implementing an accessory program into our other dealerships?” After some consideration, I responded: “The lack of support from ownership and/or upper management.”

Sure, there are many important factors that contribute to whether an accessory program will work or not, but none more so than the active support of leadership. Active versus passive support is critical. For any program to realize its potential, it must be given both the conditions and resources necessary to thrive.

For example, let’s assume that both the active and passive dealer set the conditions for accessory integration to be increased revenue and vehicle sales. The two dealers, however, differ in terms of the tools they provide to achieve this goal—the resources. As where the passive dealer may allow for one or two vehicles to be equipped, the active dealer would require that there are, at minimum, representative vehicles for every car line and that a predetermined percentage of all inventory is dressed up.

Active support goes much further than this. Dealerships ought to require that the selling of accessories be a function of the salesperson’s responsibilities, not an after-thought. This can be measured along the same line as the total vehicles sold monthly and gross profit generated. In addition, accessories should be fully intertwined with all collateral programs and marketing efforts. It is that important.

The bottom line is that accessories will help you sell cars, increase profits and differentiate your product line. However, this requires the active support of leadership and an accessory-conducive culture from top to bottom. Too often, accessory results are unfairly judged within an environment in which they were not really given an opportunity to succeed. It takes time and commitment, but the fruit will be worth the labor.—Zane Clark, SEMA Council Director

Get in the game. Learn more at Dealer Day 2010.

This year’s Dealer Day will focus on accessory integration, sales, profit and will also provide participants with a “how-to” manual that outlines best practices and guidelines for Dealer Accessory Programs.

Several years ago, I was asked to make a presentation to a group of general managers and dealer principles about integrating an accessory program as part of their day-to-day operations. The success of an in-house program for the owner’s Cadillac franchise had sparked interest as to whether a similar business model would work in his Honda and Toyota franchises.

The presentation covered the basics: 1) opportunity cost; 2) liability; 3) incentive structure; 4) inventory; and 5) ROI. The presentation was followed by a Q&A in which areas, such as logistics, staffing and vehicle styling, were addressed. The CFO of this automotive group then asked the fundamental question: "What is the one thing that would hinder the success of implementing an accessory program into our other dealerships?” After some consideration, I responded: “The lack of support from ownership and/or upper management.”

Sure, there are many important factors that contribute to whether an accessory program will work or not, but none more so than the active support of leadership. Active versus passive support is critical. For any program to realize its potential, it must be given both the conditions and resources necessary to thrive.

For example, let’s assume that both the active and passive dealer set the conditions for accessory integration to be increased revenue and vehicle sales. The two dealers, however, differ in terms of the tools they provide to achieve this goal—the resources. As where the passive dealer may allow for one or two vehicles to be equipped, the active dealer would require that there are, at minimum, representative vehicles for every car line and that a predetermined percentage of all inventory is dressed up.

Active support goes much further than this. Dealerships ought to require that the selling of accessories be a function of the salesperson’s responsibilities, not an after-thought. This can be measured along the same line as the total vehicles sold monthly and gross profit generated. In addition, accessories should be fully intertwined with all collateral programs and marketing efforts. It is that important.

The bottom line is that accessories will help you sell cars, increase profits and differentiate your product line. However, this requires the active support of leadership and an accessory-conducive culture from top to bottom. Too often, accessory results are unfairly judged within an environment in which they were not really given an opportunity to succeed. It takes time and commitment, but the fruit will be worth the labor.—Zane Clark, SEMA Council Director

Get in the game. Learn more at Dealer Day 2010.

The 2010 midterm elections are less than two weeks away, and campaigns throughout the nation are making their last-minute pitches to voters. Many voters may have already made up their minds, driven by disappointment in the current leadership in Washington and a renewed outcry against high unemployment, stagnant economic growth and increasing taxes and regulations.

If the election were held today, it is projected that Republicans will regain the majority in the House of Representatives and come very close to regaining the U.S. Senate majority as well. To learn more about the election and to hear what the experts are saying as election day approaches, visit www.semapac.com, and click on “2010 Election Information.”

Need to vote before attending the SEMA Show? Click here for information on early/absentee voting in your state!

The 2010 midterm elections are less than two weeks away, and campaigns throughout the nation are making their last-minute pitches to voters. Many voters may have already made up their minds, driven by disappointment in the current leadership in Washington and a renewed outcry against high unemployment, stagnant economic growth and increasing taxes and regulations.

If the election were held today, it is projected that Republicans will regain the majority in the House of Representatives and come very close to regaining the U.S. Senate majority as well. To learn more about the election and to hear what the experts are saying as election day approaches, visit www.semapac.com, and click on “2010 Election Information.”

Need to vote before attending the SEMA Show? Click here for information on early/absentee voting in your state!

Legislation introduced in the Pennsylvania legislature threatens to increase fees for all vehicle owners. Under the bill, general passenger cars will face a $13 increase in their registration fee, while the one-time registration fee for antique, classic and collectible vehicles will go up by $27 (from $75 to $102), and the initial registration fee for street rods by $29 (from $20 to $51). Additionally, these fees would be increased again each subsequent year following enactment.

The measure was introduced as the state struggles to find funding for its transportation infrastructure in the face of budget shortcomings. The SEMA Action Network (SAN) has received feedback from many Pennsylvania legislators indicating that they do not support a fee increase that would negatively impact motorists, especially owners of unique and historical vehicles. As of this time, no one has stepped forward to remove the increases from the proposal.

The bill currently awaits action in the House Appropriations Committee. Click here for more information and to contact Committee members.

For details, contact Steve McDonald at stevem@sema.org.

Legislation introduced in the Pennsylvania legislature threatens to increase fees for all vehicle owners. Under the bill, general passenger cars will face a $13 increase in their registration fee, while the one-time registration fee for antique, classic and collectible vehicles will go up by $27 (from $75 to $102), and the initial registration fee for street rods by $29 (from $20 to $51). Additionally, these fees would be increased again each subsequent year following enactment.

The measure was introduced as the state struggles to find funding for its transportation infrastructure in the face of budget shortcomings. The SEMA Action Network (SAN) has received feedback from many Pennsylvania legislators indicating that they do not support a fee increase that would negatively impact motorists, especially owners of unique and historical vehicles. As of this time, no one has stepped forward to remove the increases from the proposal.

The bill currently awaits action in the House Appropriations Committee. Click here for more information and to contact Committee members.

For details, contact Steve McDonald at stevem@sema.org.

The Internal Revenue Service (IRS) is providing a one-year delay before employers are required to report the dollar amount of the health insurance premiums paid for each employee on their W-2s. The amount will be listed as a nontaxable employer fringe benefit.

Under the health-care law, the reporting requirement was to take effect in 2011. It is now optional for next year but required in 2012. The IRS wants to make sure companies have enough time to adjust their payroll systems. A main purpose of the reporting requirement is to make workers more aware of health-care costs.

For more information, contact Stuart Gosswein at stuartg@sema.org.

The Internal Revenue Service (IRS) is providing a one-year delay before employers are required to report the dollar amount of the health insurance premiums paid for each employee on their W-2s. The amount will be listed as a nontaxable employer fringe benefit.

Under the health-care law, the reporting requirement was to take effect in 2011. It is now optional for next year but required in 2012. The IRS wants to make sure companies have enough time to adjust their payroll systems. A main purpose of the reporting requirement is to make workers more aware of health-care costs.

For more information, contact Stuart Gosswein at stuartg@sema.org.

	SEMA offers free drayage to exhibitors whose total freight is less than 1,000 lbs. and is delivered in a personally operated vehicle driven by an employee.

The 2010 SEMA Show is less than two weeks away. Have you already made your freight arrangements? SEMA offers free drayage to exhibitors whose total freight is less than 1,000 lbs. and is delivered in a personally operated vehicle (POV) driven by an employee. The program is available Saturday, October 30 and Sunday, October 31 from 8:00 a.m.–5:00 p.m. and Monday, November 1 from 8:00 a.m.–2:30 p.m. Just pull up to the “POV” location in front of your hall, and Freeman will take your freight directly to your booth. Click here for more information and a map of each hall’s POV locations.

The POV program is also available after the Show on Friday, November 5 from 5:00 p.m.–10:00 p.m. and Saturday, November 6 until 12:00 p.m. Simply go to the Freeman Service desk in your hall prior to the Show close to obtain the proper paperwork in order to utilize this service.

Questions? Contact Jennifer Carr at jcarr@convexx.com or 702/450-7662 ext. 237.