SEMA News—June 2015

The 2015–2018 SEMA Board of Directors Candidates

Get to Know the Nominees

Voting for the 2015–2018 SEMA Board of Directors Election opened May 13 and will be available online until June 9. Voting is open to current SEMA members, and votes must be submitted by the designated primary contact of each voting SEMA-member company.

Winners will be formally introduced as the newest members of SEMA’s Board of Directors at the SEMA Installation Gala in July. The Gala is scheduled for Friday, July 24, at the Millennium Biltmore Hotel in Los Angeles. All SEMA-member companies are invited to join the festivities, but seats are limited. Register for the event at www.sema.org/gala.

For more information about the 2015–2018 SEMA Board of Directors election, e-mail Judi Ritchie at judir@sema.org or call 909-978-6671. Election results will be published in an upcoming issue of SEMA News.

The following pages include biographical information and statements from the candidates running for positions on the Board.

As a reminder, the remarks and opinions expressed by each candidate are solely his or her statements. SEMA does not take responsibility for the accuracy or content of any of the candidates’ messages.

The statements made by the candidates do not necessarily represent the views of SEMA.

Manufacturers Category

Susan Carpenter

I am definitely not a bench warmer. I take my commitments very seriously and am very passionate about the work I do. I have a proven track record in my business and volunteer work that show these attributes. I live by the following quote:

“We make a living by what we get, but we make a life by what we give.”
—Winston Churchill

Issues I am passionate about:

• Youth Initiatives
• Government Policies
• Intellectual Properties Initiatives
• Tech Transfer Initiatives

JR Products Employment History:

• President, January 2009–present
• Director of Marketing, May 1998–2009
• Territory Sales Manager, January 1994–May 1998
• Director of Finance, January 1990–May 1994

Awards:

• RVAA President’s Choice—2012 and 2014
• ECIDA Business of the Year—2013
• Inc. 5000 The Fastest Growing Private Companies in America—2013

Volunteer Positions:

• SEMA Show Committee—2014–2015
• SEMA PAC Member—2013–2015
• SEMA Cares Committee—2013–2015
• SEMA Businesswomen’s Network Committee—2011, 2012, 2013, 2014
• SBN Projects Task Force Chair—2013
• SEMA Mustang Build, Product Procurement Coordinator Chair—2013
• RVAA Executive Board Member—2013–2015
• RVAA Board Member—2010–2012
• RVAA Membership Benefits Committee Chair (created and launched)—2010–2014
• RVAA Statistical Analysis Trends Program Chair (created and launched)—2014–2015
• Relay For Life Board Member—2005–2007

Related Industry Interests/Projects:

• SEMA Mustang Build
• The Valkyrie Project
• Hot Rod Power Tour Long Hauler—2013–2014
• Car enthusiast

To get to know me better, visit my webpage at www.Susan4SEMA.com.

Laurel Dasher

As an active SEMA volunteer with more than 20 years’ experience in the industry, I would appreciate your vote and support of my campaign for the SEMA Board of Directors. I will bring a unique balance of passion for the industry and the knowledge, leadership experience and education to convey a contemporary perspective to our changing industry.

Our industry is going through escalating changes in technology, economics and generational transformations. Managing these changes requires steadfast leadership with the courage to facilitate these changes. If elected, I will concentrate on the goals of improving programs that educate members about technology changes, increase awareness of automotive lifestyles to new generations and help our industry with legislative and regulatory challenges.

I have been with the MSD Performance Group since 2007 in various leadership roles with Powerteq, Superchips, Edge Products and MSD Ignition brands. I am actively engaged in strategic planning, sales and marketing management, profit/loss and budget responsibility, California Air Resources Board/U.S. Environmental Protection Agency regulation activities and new-product development support. Throughout my career I have also worked within manufacturing, distribution, retail and e-commerce companies and have led teams responsible for the creation and implementation of domestic and international strategies. My focus, dedication, attitude and flexibility have enabled me to help implement big-picture transformations.

After receiving an MBA from St. Joseph’s University in Philadelphia, I served on St. Joe’s Board of Business Ethics. In addition to mentoring students’ careful, sustained and critical reflection on ethical issues in their business decision making, I was involved in raising funds for the growth and prosperity of the business school.

I am honored to have received the 2012 SEMA Top Female Scholarship Award, SBN Woman of the Year and Young Executive of the Year awards. I am a current member of Truck and Off-Road Alliance’s (TORA) Select Committee and have previously served on SEMA’s Board of Directors; chaired the Young Executive Network (YEN), SEMA Cares Sponsorship Subcommittee Chair, SEMA Person of the Year Task Force; co-chaired SBN Mentor Program, Pro-Pledge Pilot Program Task Force, WD of the Year Task Force, SEMA Silent Auction Task Force Chair; and rallied with SEMA PAC in Washington, D.C.

Thank you for your consideration and your vote.

Dave Edmondson

Industry Advocate—Automotive Enthusiast—Proven Leader—Impactful Visionary

I am honored to have been selected by my peers as a candidate for the SEMA Board of Directors. Should I be your elected choice, I will dedicate my time and experience to provide strategic business leadership and create positive change and industry growth for SEMA members, utilizing SEMA’s influence and resources. I will work diligently on proactive, solution-based initiatives and SEMA activities, which will positively impact the future of our industry.

As a senior vice president and executive board member of Roadwire Inc. overseeing our subsidiaries—Distinctive Industries, Signature Automotive Products, Classic Soft Trim, Roadwire Leather Interiors and Roadwire.com—I represent multiple aspects and segments of our industry, including manufacturing, restyling and expediting, installation services, e-commerce, and the restoration market. My diverse industry knowledge in sales, marketing, distribution, operations management and manufacturing allows focus on those areas that provide multiple opportunities for our industry.

I’ve been extensively involved in SEMA council activities. I am currently serving my second term on the Professional Restylers Organization (PRO) select committee and have participated in PRO-hosted seminars at the SEMA Show and numerous council taskforces, including communications and marketing, sales, social media, and PRO booth vehicle builds. In 2014, Roadwire was named PRO Manufacturer of the Year.

I have continued to support other SEMA councils thorough our subsidiaries, with current memberships in Truck and Off-Road Alliance (TORA), Hot Rod Industry Alliance (HRIA) and Automotive Restoration Market Organization (ARMO). Through their active participation, including chairmanship of ARMO, my employees desire to make a difference for SEMA members, and I proudly support their efforts.

My gratitude to and passion for our industry drives my focus on giving back to SEMA and to humanity through volunteer service to SEMA as well as community and faith-based activities. I am a family man with three children, an off-road truck and Jeep enthusiast, and my son, son-in-law and I are active Trout Unlimited members and fly fishermen with a deep appreciation of the outdoors.

I humbly ask for your vote. I will be your industry advocate. I will listen.

Distributor/Retailer Category

Jim Bingham

Nick Gramelspacher

Parley Valora

I would like to express my appreciation for the opportunity to run for the SEMA Board of Directors. It is a privilege to be selected as a candidate and, if elected, I hope to bring greater communication of what SEMA does for its members as well as a greater understanding and smoother process of the regulatory challenges that our industry faces.

I have worked in small business most of my life and have learned the vital impact that our industry has on the economy. Throughout my career I have worked in HR, IT, accounting, warehousing, sales, marketing and management. I joined Premier Performance in 2003, and in 2004 I was promoted to vice president of operations where I have been able to help oversee the outstanding growth of a company in an extremely competitive market. Being a part of this growth has allowed me to gain valuable experience in the challenges that all small businesses face in the automotive aftermarket. From data management to CARB regulations, I have had many opportunities to become intimately familiar with the challenges and opportunities that face our great industry.

I love the automotive aftermarket industry and the passion of the people in it. One of my greatest achievements is the relationships that I have with others in this industry. Those relationships not only make work a joy on a daily basis, but also provide me with the best opportunity to bring value and perspective while serving on the Board.

Away from work my greatest pleasure comes from my family. With my beautiful wife of 22-plus years I have six children that I have helped coach in sports, 4WD in the mountains, wrench, build, play and relax with. I hope to encourage the interest of my children and other youth in our industry so they can share in the American love of the automobile and help continue the growth our industry has enjoyed through the years.

Thank you for your support in my endeavor to serve on the SEMA Board of Directors.

Dave Ziozios

"SEMA’s best days are on the road ahead. Through thoughtful and measured guidance, the future of our industry is bright. In years past, I have served on other boards and deployed multiple initiatives, bringing clarity to organizational goals and alignment throughout the organization’s structure. It is my intent to do the same as a member of SEMA’s Board of Directors, ensuring that committee activities are aligned with the goals set forth by the Board of Directors and that these activities can be continuously measured and improved upon."

Dave Ziozios is CEO of Motovicity Distribution, SEMA’s 2013 Warehouse Distributor of the Year. As CEO, he is responsible for setting strategic directives, as well as accomplishing growth, profitability and revenue objectives. Dave has previously served as Motovicity’s general manager and controller.

Prior to his tenure at Motovicity, Dave worked as a financial and strategic consultant for middle-market companies and not-for-profit organizations, with engagements as varied as strategic alignment and implementation, turnarounds, forensic preparation, and organizational recapitalization.

Dave holds a Bachelor of Science degree in Business Administration from Central Michigan University, and continues to attend various classes, workshops and seminars, including Chief Executive Forum and World Business Forum.

Dave is currently the treasurer of the Performance Warehouse Association. He is a SEMA member and previously served on the Select Committee for Emerging Trends & Technology Network (ETTN) and served as the liaison to the government affairs office. He is a former chairman of the American Society of Mechanical Engineers Global Communities Finance Committee, has served as a member of the Strategy and Performance Metrics Committee, and has chaired the ad hoc committee on Program Prioritization Analysis.

Dave spends much of his free time enjoying various aspects of motor- and powersports, both on- and off-road. He spends his time on the open road on Harley-Davidson motorcycles and takes to the trails with a Jeep TJ. Dave also has a modified
6.0 PowerStroke Ford Super Duty, a ’79 Harley Ironhead chopper, and other motorcycles. Whether personal or professional, his enthusiasm for this industry continues to grow his ambition to succeed.

Services Category

Dan Kahn

My name is Dan Kahn, and I’m running for the SEMA Board of Directors. I’ve worked in the aftermarket my entire life, starting off at a speed shop, then as a magazine and web editor before honing my skills in marketing and founding Kahn Media, the fastest growing marketing firm in the aftermarket, working with some of the best brands in the industry.

I am currently the SEMA Young Executives Network chairman, where I have led our group of more than 1,400 young professionals to create bold new programs, including the SEMA Launch Pad and the YEN Power Tour Program. I am also serving as a SEMA council Board liaison, which means I’m the interface between our industry councils and the current board.

This industry has supported my career and my family, and I want it to continue to flourish so my children will have the same opportunities I had. We NEED leaders with a vision for the future who understand how to connect with young consumers and who can use the latest technology to ensure the industry stays relevant. I am that leader.

As a long-time SEMA volunteer I understand how to get things done within the rules of the association. I understand EVERY aspect of our industry, from manufacturing to distribution to sales and marketing. I work with some of the brightest minds in the business on a daily basis, and I’m fortunate to call them friends and clients.

We are on the precipice in 2015: the automotive aftermarket will either fade away as Baby Boomers retire, or a bold NEW generation of bright business minds will lead us to a prosperous future. I grew up in my dad’s garage turning wrenches, and my son is doing the same. I believe there will ALWAYS be car guys; we have to ensure that there’s an industry here to serve them. I’ve started the process with Young Executives Network (YEN), and with your support, I’ll bring those strategies to the SEMA Board as well.

For more information, please visit Facebook.com/Dan4SEMA. Thank you for your support.

Clint Sly

I am the current chief marketing officer of Hagerty—the world’s largest insurer of collector vehicles and the classic car valuation and data experts.

I have more than 25 years of business growth experience in broadcast, special events, print, digital publishing, business ownership and auto sales. Specifically, I co-founded and was president of duPont Publishing; managed a high-line dealership in Florida; and owned Boulevard Customs. I also served as president of Clear Channel NW, where I turned around and managed groups of troubled radio stations. Additionally, I created and managed large consumer and concert events.

I have always believed in giving back to the community and have served in leadership roles for many nonprofit organizations. My civic involvement includes the development of a 25-year growth plan for the city of Portland; being a charter member of the St. Peter Foundation; 12 years of scout leadership; and president of the Portland Radio Broadcasters Association and the Denver Area Radio Broadcasters Association.

I am a father of six wonderful children. My hobbies include collecting classic cars and international travel.

Because I am part of the enthusiast community and have past automotive experience, I see SEMA’s biggest opportunities centered on the future of the aftermarket and enthusiast industry, as the industry is currently being redefined.

Crucial questions for SEMA membership and participation will include: How do we adapt to the trends of future generations so they will have an innate interest in current and future enthusiast vehicles? How do we intercept young men and women who have technical interests, introduce them to specialty vehicles, and help educate and nurture their careers? Lastly, how will autonomous vehicles shape the future of the automotive aftermarket?

I feel very strongly about preserving history, protecting the future rights of collector-vehicle owners and engaging young people in this industry. I currently serve on the operating committee for the Historic Vehicle Association, and I am a board member for the Hagerty Education Program.

SEMA News—June 2015

The 2015–2018 SEMA Board of Directors Candidates

Get to Know the Nominees

Voting for the 2015–2018 SEMA Board of Directors Election opened May 13 and will be available online until June 9. Voting is open to current SEMA members, and votes must be submitted by the designated primary contact of each voting SEMA-member company.

Winners will be formally introduced as the newest members of SEMA’s Board of Directors at the SEMA Installation Gala in July. The Gala is scheduled for Friday, July 24, at the Millennium Biltmore Hotel in Los Angeles. All SEMA-member companies are invited to join the festivities, but seats are limited. Register for the event at www.sema.org/gala.

For more information about the 2015–2018 SEMA Board of Directors election, e-mail Judi Ritchie at judir@sema.org or call 909-978-6671. Election results will be published in an upcoming issue of SEMA News.

The following pages include biographical information and statements from the candidates running for positions on the Board.

As a reminder, the remarks and opinions expressed by each candidate are solely his or her statements. SEMA does not take responsibility for the accuracy or content of any of the candidates’ messages.

The statements made by the candidates do not necessarily represent the views of SEMA.

Manufacturers Category

Susan Carpenter

I am definitely not a bench warmer. I take my commitments very seriously and am very passionate about the work I do. I have a proven track record in my business and volunteer work that show these attributes. I live by the following quote:

“We make a living by what we get, but we make a life by what we give.”
—Winston Churchill

Issues I am passionate about:

• Youth Initiatives
• Government Policies
• Intellectual Properties Initiatives
• Tech Transfer Initiatives

JR Products Employment History:

• President, January 2009–present
• Director of Marketing, May 1998–2009
• Territory Sales Manager, January 1994–May 1998
• Director of Finance, January 1990–May 1994

Awards:

• RVAA President’s Choice—2012 and 2014
• ECIDA Business of the Year—2013
• Inc. 5000 The Fastest Growing Private Companies in America—2013

Volunteer Positions:

• SEMA Show Committee—2014–2015
• SEMA PAC Member—2013–2015
• SEMA Cares Committee—2013–2015
• SEMA Businesswomen’s Network Committee—2011, 2012, 2013, 2014
• SBN Projects Task Force Chair—2013
• SEMA Mustang Build, Product Procurement Coordinator Chair—2013
• RVAA Executive Board Member—2013–2015
• RVAA Board Member—2010–2012
• RVAA Membership Benefits Committee Chair (created and launched)—2010–2014
• RVAA Statistical Analysis Trends Program Chair (created and launched)—2014–2015
• Relay For Life Board Member—2005–2007

Related Industry Interests/Projects:

• SEMA Mustang Build
• The Valkyrie Project
• Hot Rod Power Tour Long Hauler—2013–2014
• Car enthusiast

To get to know me better, visit my webpage at www.Susan4SEMA.com.

Laurel Dasher

As an active SEMA volunteer with more than 20 years’ experience in the industry, I would appreciate your vote and support of my campaign for the SEMA Board of Directors. I will bring a unique balance of passion for the industry and the knowledge, leadership experience and education to convey a contemporary perspective to our changing industry.

Our industry is going through escalating changes in technology, economics and generational transformations. Managing these changes requires steadfast leadership with the courage to facilitate these changes. If elected, I will concentrate on the goals of improving programs that educate members about technology changes, increase awareness of automotive lifestyles to new generations and help our industry with legislative and regulatory challenges.

I have been with the MSD Performance Group since 2007 in various leadership roles with Powerteq, Superchips, Edge Products and MSD Ignition brands. I am actively engaged in strategic planning, sales and marketing management, profit/loss and budget responsibility, California Air Resources Board/U.S. Environmental Protection Agency regulation activities and new-product development support. Throughout my career I have also worked within manufacturing, distribution, retail and e-commerce companies and have led teams responsible for the creation and implementation of domestic and international strategies. My focus, dedication, attitude and flexibility have enabled me to help implement big-picture transformations.

After receiving an MBA from St. Joseph’s University in Philadelphia, I served on St. Joe’s Board of Business Ethics. In addition to mentoring students’ careful, sustained and critical reflection on ethical issues in their business decision making, I was involved in raising funds for the growth and prosperity of the business school.

I am honored to have received the 2012 SEMA Top Female Scholarship Award, SBN Woman of the Year and Young Executive of the Year awards. I am a current member of Truck and Off-Road Alliance’s (TORA) Select Committee and have previously served on SEMA’s Board of Directors; chaired the Young Executive Network (YEN), SEMA Cares Sponsorship Subcommittee Chair, SEMA Person of the Year Task Force; co-chaired SBN Mentor Program, Pro-Pledge Pilot Program Task Force, WD of the Year Task Force, SEMA Silent Auction Task Force Chair; and rallied with SEMA PAC in Washington, D.C.

Thank you for your consideration and your vote.

Dave Edmondson

Industry Advocate—Automotive Enthusiast—Proven Leader—Impactful Visionary

I am honored to have been selected by my peers as a candidate for the SEMA Board of Directors. Should I be your elected choice, I will dedicate my time and experience to provide strategic business leadership and create positive change and industry growth for SEMA members, utilizing SEMA’s influence and resources. I will work diligently on proactive, solution-based initiatives and SEMA activities, which will positively impact the future of our industry.

As a senior vice president and executive board member of Roadwire Inc. overseeing our subsidiaries—Distinctive Industries, Signature Automotive Products, Classic Soft Trim, Roadwire Leather Interiors and Roadwire.com—I represent multiple aspects and segments of our industry, including manufacturing, restyling and expediting, installation services, e-commerce, and the restoration market. My diverse industry knowledge in sales, marketing, distribution, operations management and manufacturing allows focus on those areas that provide multiple opportunities for our industry.

I’ve been extensively involved in SEMA council activities. I am currently serving my second term on the Professional Restylers Organization (PRO) select committee and have participated in PRO-hosted seminars at the SEMA Show and numerous council taskforces, including communications and marketing, sales, social media, and PRO booth vehicle builds. In 2014, Roadwire was named PRO Manufacturer of the Year.

I have continued to support other SEMA councils thorough our subsidiaries, with current memberships in Truck and Off-Road Alliance (TORA), Hot Rod Industry Alliance (HRIA) and Automotive Restoration Market Organization (ARMO). Through their active participation, including chairmanship of ARMO, my employees desire to make a difference for SEMA members, and I proudly support their efforts.

My gratitude to and passion for our industry drives my focus on giving back to SEMA and to humanity through volunteer service to SEMA as well as community and faith-based activities. I am a family man with three children, an off-road truck and Jeep enthusiast, and my son, son-in-law and I are active Trout Unlimited members and fly fishermen with a deep appreciation of the outdoors.

I humbly ask for your vote. I will be your industry advocate. I will listen.

Distributor/Retailer Category

Jim Bingham

Nick Gramelspacher

Parley Valora

I would like to express my appreciation for the opportunity to run for the SEMA Board of Directors. It is a privilege to be selected as a candidate and, if elected, I hope to bring greater communication of what SEMA does for its members as well as a greater understanding and smoother process of the regulatory challenges that our industry faces.

I have worked in small business most of my life and have learned the vital impact that our industry has on the economy. Throughout my career I have worked in HR, IT, accounting, warehousing, sales, marketing and management. I joined Premier Performance in 2003, and in 2004 I was promoted to vice president of operations where I have been able to help oversee the outstanding growth of a company in an extremely competitive market. Being a part of this growth has allowed me to gain valuable experience in the challenges that all small businesses face in the automotive aftermarket. From data management to CARB regulations, I have had many opportunities to become intimately familiar with the challenges and opportunities that face our great industry.

I love the automotive aftermarket industry and the passion of the people in it. One of my greatest achievements is the relationships that I have with others in this industry. Those relationships not only make work a joy on a daily basis, but also provide me with the best opportunity to bring value and perspective while serving on the Board.

Away from work my greatest pleasure comes from my family. With my beautiful wife of 22-plus years I have six children that I have helped coach in sports, 4WD in the mountains, wrench, build, play and relax with. I hope to encourage the interest of my children and other youth in our industry so they can share in the American love of the automobile and help continue the growth our industry has enjoyed through the years.

Thank you for your support in my endeavor to serve on the SEMA Board of Directors.

Dave Ziozios

"SEMA’s best days are on the road ahead. Through thoughtful and measured guidance, the future of our industry is bright. In years past, I have served on other boards and deployed multiple initiatives, bringing clarity to organizational goals and alignment throughout the organization’s structure. It is my intent to do the same as a member of SEMA’s Board of Directors, ensuring that committee activities are aligned with the goals set forth by the Board of Directors and that these activities can be continuously measured and improved upon."

Dave Ziozios is CEO of Motovicity Distribution, SEMA’s 2013 Warehouse Distributor of the Year. As CEO, he is responsible for setting strategic directives, as well as accomplishing growth, profitability and revenue objectives. Dave has previously served as Motovicity’s general manager and controller.

Prior to his tenure at Motovicity, Dave worked as a financial and strategic consultant for middle-market companies and not-for-profit organizations, with engagements as varied as strategic alignment and implementation, turnarounds, forensic preparation, and organizational recapitalization.

Dave holds a Bachelor of Science degree in Business Administration from Central Michigan University, and continues to attend various classes, workshops and seminars, including Chief Executive Forum and World Business Forum.

Dave is currently the treasurer of the Performance Warehouse Association. He is a SEMA member and previously served on the Select Committee for Emerging Trends & Technology Network (ETTN) and served as the liaison to the government affairs office. He is a former chairman of the American Society of Mechanical Engineers Global Communities Finance Committee, has served as a member of the Strategy and Performance Metrics Committee, and has chaired the ad hoc committee on Program Prioritization Analysis.

Dave spends much of his free time enjoying various aspects of motor- and powersports, both on- and off-road. He spends his time on the open road on Harley-Davidson motorcycles and takes to the trails with a Jeep TJ. Dave also has a modified
6.0 PowerStroke Ford Super Duty, a ’79 Harley Ironhead chopper, and other motorcycles. Whether personal or professional, his enthusiasm for this industry continues to grow his ambition to succeed.

Services Category

Dan Kahn

My name is Dan Kahn, and I’m running for the SEMA Board of Directors. I’ve worked in the aftermarket my entire life, starting off at a speed shop, then as a magazine and web editor before honing my skills in marketing and founding Kahn Media, the fastest growing marketing firm in the aftermarket, working with some of the best brands in the industry.

I am currently the SEMA Young Executives Network chairman, where I have led our group of more than 1,400 young professionals to create bold new programs, including the SEMA Launch Pad and the YEN Power Tour Program. I am also serving as a SEMA council Board liaison, which means I’m the interface between our industry councils and the current board.

This industry has supported my career and my family, and I want it to continue to flourish so my children will have the same opportunities I had. We NEED leaders with a vision for the future who understand how to connect with young consumers and who can use the latest technology to ensure the industry stays relevant. I am that leader.

As a long-time SEMA volunteer I understand how to get things done within the rules of the association. I understand EVERY aspect of our industry, from manufacturing to distribution to sales and marketing. I work with some of the brightest minds in the business on a daily basis, and I’m fortunate to call them friends and clients.

We are on the precipice in 2015: the automotive aftermarket will either fade away as Baby Boomers retire, or a bold NEW generation of bright business minds will lead us to a prosperous future. I grew up in my dad’s garage turning wrenches, and my son is doing the same. I believe there will ALWAYS be car guys; we have to ensure that there’s an industry here to serve them. I’ve started the process with Young Executives Network (YEN), and with your support, I’ll bring those strategies to the SEMA Board as well.

For more information, please visit Facebook.com/Dan4SEMA. Thank you for your support.

Clint Sly

I am the current chief marketing officer of Hagerty—the world’s largest insurer of collector vehicles and the classic car valuation and data experts.

I have more than 25 years of business growth experience in broadcast, special events, print, digital publishing, business ownership and auto sales. Specifically, I co-founded and was president of duPont Publishing; managed a high-line dealership in Florida; and owned Boulevard Customs. I also served as president of Clear Channel NW, where I turned around and managed groups of troubled radio stations. Additionally, I created and managed large consumer and concert events.

I have always believed in giving back to the community and have served in leadership roles for many nonprofit organizations. My civic involvement includes the development of a 25-year growth plan for the city of Portland; being a charter member of the St. Peter Foundation; 12 years of scout leadership; and president of the Portland Radio Broadcasters Association and the Denver Area Radio Broadcasters Association.

I am a father of six wonderful children. My hobbies include collecting classic cars and international travel.

Because I am part of the enthusiast community and have past automotive experience, I see SEMA’s biggest opportunities centered on the future of the aftermarket and enthusiast industry, as the industry is currently being redefined.

Crucial questions for SEMA membership and participation will include: How do we adapt to the trends of future generations so they will have an innate interest in current and future enthusiast vehicles? How do we intercept young men and women who have technical interests, introduce them to specialty vehicles, and help educate and nurture their careers? Lastly, how will autonomous vehicles shape the future of the automotive aftermarket?

I feel very strongly about preserving history, protecting the future rights of collector-vehicle owners and engaging young people in this industry. I currently serve on the operating committee for the Historic Vehicle Association, and I am a board member for the Hagerty Education Program.

SEMA News—June 2015

CHRIS KERSTING

Overseas Markets: Take the Long View

We think most SEMA members would agree that we’ve arrived at an interesting time for the automotive industry. Supply has outpaced demand for oil; the dollar is one of the stronger currencies internationally; and automotive manufacturing is in a growth mode.

That’s very different from 2009, when new-car sales were down, the dollar was weak and oil prices were $100 a barrel and climbing. SEMA members had to adapt, be innovative and efficient, and had to look for alternate sources of revenue. It also sparked some of our members to recognize significant opportunities in expanding to overseas markets.

But selling abroad was more easily said than done, because product lines were often out of sync with demand for vehicle models in places such as China, Mexico, Brazil and the Middle East, and most companies had few trusted connections in place. The good news: SEMA’s international team had already laid the groundwork to assist our members in markets such as China and the Middle East, and smart companies jumped in and got started.

SEMA has since stepped up our international programs, providing extensive market information and getting members connected with overseas buyers. SEMA has even secured federal grants that directly help reduce the cost for our members to explore overseas markets. We’ve also used the grant funds to bring back to the U.S. popular foreign vehicle models so that SEMA members can measure them and develop parts. These programs have helped a good many members grow new business—and they are available to you today.

Now that the economic landscape features a strong dollar, relatively cheap oil and brisk new-car sales, let’s remember that change is a constant. It might seem less important to focus on international sales when the domestic market is strong. But if you take the long view, this is just the time to be exploring new opportunities, to develop relationships and be ready to capture sales when the markets next shift. At SEMA, we’re continuing to build ways to help you engage in emerging export markets—places where conditions are favorable for consumers with a passion for vehicle customization. We know that the connections we make today will be valuable down the line.

Currently, China and the Middle East are two marketplaces that are doing well and retain buying power. In the Middle East, we see a popular car culture that regards American-made equipment as the gold standard. And the market is accelerating in China, especially with regard to off-road vehicles. SEMA is working hard to bring about positive regulatory environments in both markets, and we’re having good success.

We are also developing new ways to make our international business-development trips even more valuable to members. Thanks to the recent awarding of a second U.S. government grant in the amount of $300,000, SEMA is now able to staff and undertake vehicle measuring sessions while our U.S. manufacturers attend our international conferences in the United Arab Emirates (UAE) and China.

The first of the new overseas measuring sessions took place in the UAE in March, when SEMA-member companies had access to eight vehicle models. SEMA Garage staff were also on hand to conduct scanning sessions to add to our library of CAD data—all of which is available to our members through the Tech Transfer program.

Moving forward, we will coordinate these vehicle measuring sessions so that international conference attendees can participate in one-on-one meetings with pre-vetted buyers and still take part in the all-day measuring sessions. Three sessions (in the UAE, China and Russia) are planned for 2016.

When we conduct the upcoming business-development conference in Shanghai this September, it will be 11 years since SEMA started our market-development work in China. During the past decade, the market has grown tremendously in sales and sophistication.

It’s a reminder that developing strong business relationships in a foreign market is a long-term project. Companies that invest in supply channels and build their brands through a consistent presence will be best positioned to take advantage of future growth, even when our domestic market dips.

—Chris Kersting, SEMA President and CEO

SEMA News—June 2015

CHRIS KERSTING

Overseas Markets: Take the Long View

We think most SEMA members would agree that we’ve arrived at an interesting time for the automotive industry. Supply has outpaced demand for oil; the dollar is one of the stronger currencies internationally; and automotive manufacturing is in a growth mode.

That’s very different from 2009, when new-car sales were down, the dollar was weak and oil prices were $100 a barrel and climbing. SEMA members had to adapt, be innovative and efficient, and had to look for alternate sources of revenue. It also sparked some of our members to recognize significant opportunities in expanding to overseas markets.

But selling abroad was more easily said than done, because product lines were often out of sync with demand for vehicle models in places such as China, Mexico, Brazil and the Middle East, and most companies had few trusted connections in place. The good news: SEMA’s international team had already laid the groundwork to assist our members in markets such as China and the Middle East, and smart companies jumped in and got started.

SEMA has since stepped up our international programs, providing extensive market information and getting members connected with overseas buyers. SEMA has even secured federal grants that directly help reduce the cost for our members to explore overseas markets. We’ve also used the grant funds to bring back to the U.S. popular foreign vehicle models so that SEMA members can measure them and develop parts. These programs have helped a good many members grow new business—and they are available to you today.

Now that the economic landscape features a strong dollar, relatively cheap oil and brisk new-car sales, let’s remember that change is a constant. It might seem less important to focus on international sales when the domestic market is strong. But if you take the long view, this is just the time to be exploring new opportunities, to develop relationships and be ready to capture sales when the markets next shift. At SEMA, we’re continuing to build ways to help you engage in emerging export markets—places where conditions are favorable for consumers with a passion for vehicle customization. We know that the connections we make today will be valuable down the line.

Currently, China and the Middle East are two marketplaces that are doing well and retain buying power. In the Middle East, we see a popular car culture that regards American-made equipment as the gold standard. And the market is accelerating in China, especially with regard to off-road vehicles. SEMA is working hard to bring about positive regulatory environments in both markets, and we’re having good success.

We are also developing new ways to make our international business-development trips even more valuable to members. Thanks to the recent awarding of a second U.S. government grant in the amount of $300,000, SEMA is now able to staff and undertake vehicle measuring sessions while our U.S. manufacturers attend our international conferences in the United Arab Emirates (UAE) and China.

The first of the new overseas measuring sessions took place in the UAE in March, when SEMA-member companies had access to eight vehicle models. SEMA Garage staff were also on hand to conduct scanning sessions to add to our library of CAD data—all of which is available to our members through the Tech Transfer program.

Moving forward, we will coordinate these vehicle measuring sessions so that international conference attendees can participate in one-on-one meetings with pre-vetted buyers and still take part in the all-day measuring sessions. Three sessions (in the UAE, China and Russia) are planned for 2016.

When we conduct the upcoming business-development conference in Shanghai this September, it will be 11 years since SEMA started our market-development work in China. During the past decade, the market has grown tremendously in sales and sophistication.

It’s a reminder that developing strong business relationships in a foreign market is a long-term project. Companies that invest in supply channels and build their brands through a consistent presence will be best positioned to take advantage of future growth, even when our domestic market dips.

—Chris Kersting, SEMA President and CEO

SEMA News—June 2015

CHRIS KERSTING

Overseas Markets: Take the Long View

We think most SEMA members would agree that we’ve arrived at an interesting time for the automotive industry. Supply has outpaced demand for oil; the dollar is one of the stronger currencies internationally; and automotive manufacturing is in a growth mode.

That’s very different from 2009, when new-car sales were down, the dollar was weak and oil prices were $100 a barrel and climbing. SEMA members had to adapt, be innovative and efficient, and had to look for alternate sources of revenue. It also sparked some of our members to recognize significant opportunities in expanding to overseas markets.

But selling abroad was more easily said than done, because product lines were often out of sync with demand for vehicle models in places such as China, Mexico, Brazil and the Middle East, and most companies had few trusted connections in place. The good news: SEMA’s international team had already laid the groundwork to assist our members in markets such as China and the Middle East, and smart companies jumped in and got started.

SEMA has since stepped up our international programs, providing extensive market information and getting members connected with overseas buyers. SEMA has even secured federal grants that directly help reduce the cost for our members to explore overseas markets. We’ve also used the grant funds to bring back to the U.S. popular foreign vehicle models so that SEMA members can measure them and develop parts. These programs have helped a good many members grow new business—and they are available to you today.

Now that the economic landscape features a strong dollar, relatively cheap oil and brisk new-car sales, let’s remember that change is a constant. It might seem less important to focus on international sales when the domestic market is strong. But if you take the long view, this is just the time to be exploring new opportunities, to develop relationships and be ready to capture sales when the markets next shift. At SEMA, we’re continuing to build ways to help you engage in emerging export markets—places where conditions are favorable for consumers with a passion for vehicle customization. We know that the connections we make today will be valuable down the line.

Currently, China and the Middle East are two marketplaces that are doing well and retain buying power. In the Middle East, we see a popular car culture that regards American-made equipment as the gold standard. And the market is accelerating in China, especially with regard to off-road vehicles. SEMA is working hard to bring about positive regulatory environments in both markets, and we’re having good success.

We are also developing new ways to make our international business-development trips even more valuable to members. Thanks to the recent awarding of a second U.S. government grant in the amount of $300,000, SEMA is now able to staff and undertake vehicle measuring sessions while our U.S. manufacturers attend our international conferences in the United Arab Emirates (UAE) and China.

The first of the new overseas measuring sessions took place in the UAE in March, when SEMA-member companies had access to eight vehicle models. SEMA Garage staff were also on hand to conduct scanning sessions to add to our library of CAD data—all of which is available to our members through the Tech Transfer program.

Moving forward, we will coordinate these vehicle measuring sessions so that international conference attendees can participate in one-on-one meetings with pre-vetted buyers and still take part in the all-day measuring sessions. Three sessions (in the UAE, China and Russia) are planned for 2016.

When we conduct the upcoming business-development conference in Shanghai this September, it will be 11 years since SEMA started our market-development work in China. During the past decade, the market has grown tremendously in sales and sophistication.

It’s a reminder that developing strong business relationships in a foreign market is a long-term project. Companies that invest in supply channels and build their brands through a consistent presence will be best positioned to take advantage of future growth, even when our domestic market dips.

—Chris Kersting, SEMA President and CEO

SEMA News—June 2015

CHRIS KERSTING

Overseas Markets: Take the Long View

We think most SEMA members would agree that we’ve arrived at an interesting time for the automotive industry. Supply has outpaced demand for oil; the dollar is one of the stronger currencies internationally; and automotive manufacturing is in a growth mode.

That’s very different from 2009, when new-car sales were down, the dollar was weak and oil prices were $100 a barrel and climbing. SEMA members had to adapt, be innovative and efficient, and had to look for alternate sources of revenue. It also sparked some of our members to recognize significant opportunities in expanding to overseas markets.

But selling abroad was more easily said than done, because product lines were often out of sync with demand for vehicle models in places such as China, Mexico, Brazil and the Middle East, and most companies had few trusted connections in place. The good news: SEMA’s international team had already laid the groundwork to assist our members in markets such as China and the Middle East, and smart companies jumped in and got started.

SEMA has since stepped up our international programs, providing extensive market information and getting members connected with overseas buyers. SEMA has even secured federal grants that directly help reduce the cost for our members to explore overseas markets. We’ve also used the grant funds to bring back to the U.S. popular foreign vehicle models so that SEMA members can measure them and develop parts. These programs have helped a good many members grow new business—and they are available to you today.

Now that the economic landscape features a strong dollar, relatively cheap oil and brisk new-car sales, let’s remember that change is a constant. It might seem less important to focus on international sales when the domestic market is strong. But if you take the long view, this is just the time to be exploring new opportunities, to develop relationships and be ready to capture sales when the markets next shift. At SEMA, we’re continuing to build ways to help you engage in emerging export markets—places where conditions are favorable for consumers with a passion for vehicle customization. We know that the connections we make today will be valuable down the line.

Currently, China and the Middle East are two marketplaces that are doing well and retain buying power. In the Middle East, we see a popular car culture that regards American-made equipment as the gold standard. And the market is accelerating in China, especially with regard to off-road vehicles. SEMA is working hard to bring about positive regulatory environments in both markets, and we’re having good success.

We are also developing new ways to make our international business-development trips even more valuable to members. Thanks to the recent awarding of a second U.S. government grant in the amount of $300,000, SEMA is now able to staff and undertake vehicle measuring sessions while our U.S. manufacturers attend our international conferences in the United Arab Emirates (UAE) and China.

The first of the new overseas measuring sessions took place in the UAE in March, when SEMA-member companies had access to eight vehicle models. SEMA Garage staff were also on hand to conduct scanning sessions to add to our library of CAD data—all of which is available to our members through the Tech Transfer program.

Moving forward, we will coordinate these vehicle measuring sessions so that international conference attendees can participate in one-on-one meetings with pre-vetted buyers and still take part in the all-day measuring sessions. Three sessions (in the UAE, China and Russia) are planned for 2016.

When we conduct the upcoming business-development conference in Shanghai this September, it will be 11 years since SEMA started our market-development work in China. During the past decade, the market has grown tremendously in sales and sophistication.

It’s a reminder that developing strong business relationships in a foreign market is a long-term project. Companies that invest in supply channels and build their brands through a consistent presence will be best positioned to take advantage of future growth, even when our domestic market dips.

—Chris Kersting, SEMA President and CEO

SEMA News—June 2015

BUSINESS
By Chad Simon

Retail Spotlight

H&H Classic Parts Perseveres Despite Changing Business Climates

During H&H’s infancy, the elder Smith also owned an automotive service center. It housed H&H in a small room, but he sold the service center in 1993 so that he could concentrate on growing H&H. Soon after, the company added 7,200 sq. ft. and expanded again last year by 13,000 sq. ft.

Today, H&H is a family-owned retail mail-order company in Bentonville, Arkansas. It has seven employees and is located in a 24,000-sq.-ft. facility that includes a warehouse and showroom.

The company specializes in selling more than 20,000 parts from more than 150 manufacturers for Tri-Five Chevrolet cars, ’55–’72 Chevrolet and GMC trucks, Impalas and GM fullsize cars, ’58–’70 Chevelles, ’64–’72 Novas and ’62–’74 Camaros. It will soon add ’67–’81 Camaro components.

Overcoming Challenges

Since ’95, H&H has achieved success by catering to an older demographic of Chevy enthusiasts. Sales were up 120.8% but, as with many other companies, the 2008 recession brought sales to a crawl. H&H is a discretionary business, so it saw as much as a 20% drop during that time, according to Tray Smith. It still hasn’t all returned, but the company is within 5% of its 2007 peak.

In addition to outlasting the recession, it’s challenging from a sales standpoint to find a customer who’s willing and able to spend money on hot rods and classic cars and then take care of and retain that customer, according to Smith.

The greatest long-term struggle is what Smith and many others call “the graying of the industry.” Most of H&H’s customers are 45 and older, although Smith is starting to see younger guys ages 25–40 taking an interest in some of the Novas and pickups.

“I’m 40 years old, and I’m considered a young guy in this business,” Smith said. “As an industry, to attract a younger demographic, we have to be willing to adapt to what they’re interested in. It’s tough to get a 16-year-old kid to come out and build a Tri-Five Chevrolet car, because they can’t afford it. We have to adapt to newer model years and different types of cars to stay relevant. If we don’t, we’ll see this industry disappear. It won’t disappear tomorrow; it’s a long-term thing. It’s a tough sell with some of the older members of this industry. Sometimes we get tunnel vision and are focused on only the now instead of 15–20 years from now.”

Another challenge facing the industry is combating harmful legislation passed in Washington, D.C., such as stringent ethanol requirements and limited off-road access to public lands. Smith currently serves on SEMA’s Automotive Restoration Market Organization (ARMO) as the legislative committee chairman.

“It’s something I believe in whole-heartedly,” he said. “If we as an industry don’t make noise about what we feel is wrong politically, we’re going to get run over.”

Provide Personal Service

The level of personal service H&H provides is what sets it apart from its competition, according to Smith. Many companies today are being bought up by investment groups and turned into conglomerates. As a result, customers lose out on one-on-one service. Even though Smith is an owner, he always makes himself available to personally help his customers whenever necessary.

“We do our best to make an investment in our customers,” he said. “We understand that they have a choice of where they go to spend their money.”

“Being able to go out there, even for just five minutes of face time, is golden,” he said. “It puts a face to the voice and the money you’re spending with them.”

Smith and his team are set to attend 20 events this year in their mobile warehouse, which is filled with 4,000 to 5,000 different products of the 20,000 they sell. These opportunities will bring them more face time with their customers, since there’s a segment of the market that will buy product only after they see it firsthand.

Another factor that sets H&H apart is its fast ship times. Orders placed on in-stock items are out the door the same or following day. According to Smith, 99.8% of everything going out is correct and damage-free, and the company’s return rate is miniscule.

Looking Ahead

Smith said that H&H will begin to focus more on the Camaro and ’80s trucks because of the plethora of parts available and their numbers on the road. The company had plans to expand its reach several years ago, but those plans were put on the back burner when the recession hit because H&H was just trying to survive. Now that sales are picking up and people have more discretionary income to spend on their toys, Smith believes it’s time to expand into different products to meet customer needs.

Smith advised that novice retailers get to know their product before they sell and stressed the harm caused by giving it away.

“A lot of guys come into this business in the small end of it, and they feel like they have to give product away in order to make a sale,” he said. “It does nothing but hurt the industry. You don’t have to be the highest-priced guy out there; you don’t have to be the cheapest guy. Let the merits of how you do business make the sale for you. Get to know your product. Don’t just go out there and sell it. Don’t be afraid to say, ‘I don’t know, but I’ll find out.’”

SEMA News—June 2015

BUSINESS
By Chad Simon

Retail Spotlight

H&H Classic Parts Perseveres Despite Changing Business Climates

During H&H’s infancy, the elder Smith also owned an automotive service center. It housed H&H in a small room, but he sold the service center in 1993 so that he could concentrate on growing H&H. Soon after, the company added 7,200 sq. ft. and expanded again last year by 13,000 sq. ft.

Today, H&H is a family-owned retail mail-order company in Bentonville, Arkansas. It has seven employees and is located in a 24,000-sq.-ft. facility that includes a warehouse and showroom.

The company specializes in selling more than 20,000 parts from more than 150 manufacturers for Tri-Five Chevrolet cars, ’55–’72 Chevrolet and GMC trucks, Impalas and GM fullsize cars, ’58–’70 Chevelles, ’64–’72 Novas and ’62–’74 Camaros. It will soon add ’67–’81 Camaro components.

Overcoming Challenges

Since ’95, H&H has achieved success by catering to an older demographic of Chevy enthusiasts. Sales were up 120.8% but, as with many other companies, the 2008 recession brought sales to a crawl. H&H is a discretionary business, so it saw as much as a 20% drop during that time, according to Tray Smith. It still hasn’t all returned, but the company is within 5% of its 2007 peak.

In addition to outlasting the recession, it’s challenging from a sales standpoint to find a customer who’s willing and able to spend money on hot rods and classic cars and then take care of and retain that customer, according to Smith.

The greatest long-term struggle is what Smith and many others call “the graying of the industry.” Most of H&H’s customers are 45 and older, although Smith is starting to see younger guys ages 25–40 taking an interest in some of the Novas and pickups.

“I’m 40 years old, and I’m considered a young guy in this business,” Smith said. “As an industry, to attract a younger demographic, we have to be willing to adapt to what they’re interested in. It’s tough to get a 16-year-old kid to come out and build a Tri-Five Chevrolet car, because they can’t afford it. We have to adapt to newer model years and different types of cars to stay relevant. If we don’t, we’ll see this industry disappear. It won’t disappear tomorrow; it’s a long-term thing. It’s a tough sell with some of the older members of this industry. Sometimes we get tunnel vision and are focused on only the now instead of 15–20 years from now.”

Another challenge facing the industry is combating harmful legislation passed in Washington, D.C., such as stringent ethanol requirements and limited off-road access to public lands. Smith currently serves on SEMA’s Automotive Restoration Market Organization (ARMO) as the legislative committee chairman.

“It’s something I believe in whole-heartedly,” he said. “If we as an industry don’t make noise about what we feel is wrong politically, we’re going to get run over.”

Provide Personal Service

The level of personal service H&H provides is what sets it apart from its competition, according to Smith. Many companies today are being bought up by investment groups and turned into conglomerates. As a result, customers lose out on one-on-one service. Even though Smith is an owner, he always makes himself available to personally help his customers whenever necessary.

“We do our best to make an investment in our customers,” he said. “We understand that they have a choice of where they go to spend their money.”

“Being able to go out there, even for just five minutes of face time, is golden,” he said. “It puts a face to the voice and the money you’re spending with them.”

Smith and his team are set to attend 20 events this year in their mobile warehouse, which is filled with 4,000 to 5,000 different products of the 20,000 they sell. These opportunities will bring them more face time with their customers, since there’s a segment of the market that will buy product only after they see it firsthand.

Another factor that sets H&H apart is its fast ship times. Orders placed on in-stock items are out the door the same or following day. According to Smith, 99.8% of everything going out is correct and damage-free, and the company’s return rate is miniscule.

Looking Ahead

Smith said that H&H will begin to focus more on the Camaro and ’80s trucks because of the plethora of parts available and their numbers on the road. The company had plans to expand its reach several years ago, but those plans were put on the back burner when the recession hit because H&H was just trying to survive. Now that sales are picking up and people have more discretionary income to spend on their toys, Smith believes it’s time to expand into different products to meet customer needs.

Smith advised that novice retailers get to know their product before they sell and stressed the harm caused by giving it away.

“A lot of guys come into this business in the small end of it, and they feel like they have to give product away in order to make a sale,” he said. “It does nothing but hurt the industry. You don’t have to be the highest-priced guy out there; you don’t have to be the cheapest guy. Let the merits of how you do business make the sale for you. Get to know your product. Don’t just go out there and sell it. Don’t be afraid to say, ‘I don’t know, but I’ll find out.’”

SEMA News—June 2015

BUSINESS
By Chad Simon

Retail Spotlight

H&H Classic Parts Perseveres Despite Changing Business Climates

During H&H’s infancy, the elder Smith also owned an automotive service center. It housed H&H in a small room, but he sold the service center in 1993 so that he could concentrate on growing H&H. Soon after, the company added 7,200 sq. ft. and expanded again last year by 13,000 sq. ft.

Today, H&H is a family-owned retail mail-order company in Bentonville, Arkansas. It has seven employees and is located in a 24,000-sq.-ft. facility that includes a warehouse and showroom.

The company specializes in selling more than 20,000 parts from more than 150 manufacturers for Tri-Five Chevrolet cars, ’55–’72 Chevrolet and GMC trucks, Impalas and GM fullsize cars, ’58–’70 Chevelles, ’64–’72 Novas and ’62–’74 Camaros. It will soon add ’67–’81 Camaro components.

Overcoming Challenges

Since ’95, H&H has achieved success by catering to an older demographic of Chevy enthusiasts. Sales were up 120.8% but, as with many other companies, the 2008 recession brought sales to a crawl. H&H is a discretionary business, so it saw as much as a 20% drop during that time, according to Tray Smith. It still hasn’t all returned, but the company is within 5% of its 2007 peak.

In addition to outlasting the recession, it’s challenging from a sales standpoint to find a customer who’s willing and able to spend money on hot rods and classic cars and then take care of and retain that customer, according to Smith.

The greatest long-term struggle is what Smith and many others call “the graying of the industry.” Most of H&H’s customers are 45 and older, although Smith is starting to see younger guys ages 25–40 taking an interest in some of the Novas and pickups.

“I’m 40 years old, and I’m considered a young guy in this business,” Smith said. “As an industry, to attract a younger demographic, we have to be willing to adapt to what they’re interested in. It’s tough to get a 16-year-old kid to come out and build a Tri-Five Chevrolet car, because they can’t afford it. We have to adapt to newer model years and different types of cars to stay relevant. If we don’t, we’ll see this industry disappear. It won’t disappear tomorrow; it’s a long-term thing. It’s a tough sell with some of the older members of this industry. Sometimes we get tunnel vision and are focused on only the now instead of 15–20 years from now.”

Another challenge facing the industry is combating harmful legislation passed in Washington, D.C., such as stringent ethanol requirements and limited off-road access to public lands. Smith currently serves on SEMA’s Automotive Restoration Market Organization (ARMO) as the legislative committee chairman.

“It’s something I believe in whole-heartedly,” he said. “If we as an industry don’t make noise about what we feel is wrong politically, we’re going to get run over.”

Provide Personal Service

The level of personal service H&H provides is what sets it apart from its competition, according to Smith. Many companies today are being bought up by investment groups and turned into conglomerates. As a result, customers lose out on one-on-one service. Even though Smith is an owner, he always makes himself available to personally help his customers whenever necessary.

“We do our best to make an investment in our customers,” he said. “We understand that they have a choice of where they go to spend their money.”

“Being able to go out there, even for just five minutes of face time, is golden,” he said. “It puts a face to the voice and the money you’re spending with them.”

Smith and his team are set to attend 20 events this year in their mobile warehouse, which is filled with 4,000 to 5,000 different products of the 20,000 they sell. These opportunities will bring them more face time with their customers, since there’s a segment of the market that will buy product only after they see it firsthand.

Another factor that sets H&H apart is its fast ship times. Orders placed on in-stock items are out the door the same or following day. According to Smith, 99.8% of everything going out is correct and damage-free, and the company’s return rate is miniscule.

Looking Ahead

Smith said that H&H will begin to focus more on the Camaro and ’80s trucks because of the plethora of parts available and their numbers on the road. The company had plans to expand its reach several years ago, but those plans were put on the back burner when the recession hit because H&H was just trying to survive. Now that sales are picking up and people have more discretionary income to spend on their toys, Smith believes it’s time to expand into different products to meet customer needs.

Smith advised that novice retailers get to know their product before they sell and stressed the harm caused by giving it away.

“A lot of guys come into this business in the small end of it, and they feel like they have to give product away in order to make a sale,” he said. “It does nothing but hurt the industry. You don’t have to be the highest-priced guy out there; you don’t have to be the cheapest guy. Let the merits of how you do business make the sale for you. Get to know your product. Don’t just go out there and sell it. Don’t be afraid to say, ‘I don’t know, but I’ll find out.’”

SEMA News—June 2015

BUSINESS
By Chad Simon

Retail Spotlight

H&H Classic Parts Perseveres Despite Changing Business Climates

During H&H’s infancy, the elder Smith also owned an automotive service center. It housed H&H in a small room, but he sold the service center in 1993 so that he could concentrate on growing H&H. Soon after, the company added 7,200 sq. ft. and expanded again last year by 13,000 sq. ft.

Today, H&H is a family-owned retail mail-order company in Bentonville, Arkansas. It has seven employees and is located in a 24,000-sq.-ft. facility that includes a warehouse and showroom.

The company specializes in selling more than 20,000 parts from more than 150 manufacturers for Tri-Five Chevrolet cars, ’55–’72 Chevrolet and GMC trucks, Impalas and GM fullsize cars, ’58–’70 Chevelles, ’64–’72 Novas and ’62–’74 Camaros. It will soon add ’67–’81 Camaro components.

Overcoming Challenges

Since ’95, H&H has achieved success by catering to an older demographic of Chevy enthusiasts. Sales were up 120.8% but, as with many other companies, the 2008 recession brought sales to a crawl. H&H is a discretionary business, so it saw as much as a 20% drop during that time, according to Tray Smith. It still hasn’t all returned, but the company is within 5% of its 2007 peak.

In addition to outlasting the recession, it’s challenging from a sales standpoint to find a customer who’s willing and able to spend money on hot rods and classic cars and then take care of and retain that customer, according to Smith.

The greatest long-term struggle is what Smith and many others call “the graying of the industry.” Most of H&H’s customers are 45 and older, although Smith is starting to see younger guys ages 25–40 taking an interest in some of the Novas and pickups.

“I’m 40 years old, and I’m considered a young guy in this business,” Smith said. “As an industry, to attract a younger demographic, we have to be willing to adapt to what they’re interested in. It’s tough to get a 16-year-old kid to come out and build a Tri-Five Chevrolet car, because they can’t afford it. We have to adapt to newer model years and different types of cars to stay relevant. If we don’t, we’ll see this industry disappear. It won’t disappear tomorrow; it’s a long-term thing. It’s a tough sell with some of the older members of this industry. Sometimes we get tunnel vision and are focused on only the now instead of 15–20 years from now.”

Another challenge facing the industry is combating harmful legislation passed in Washington, D.C., such as stringent ethanol requirements and limited off-road access to public lands. Smith currently serves on SEMA’s Automotive Restoration Market Organization (ARMO) as the legislative committee chairman.

“It’s something I believe in whole-heartedly,” he said. “If we as an industry don’t make noise about what we feel is wrong politically, we’re going to get run over.”

Provide Personal Service

The level of personal service H&H provides is what sets it apart from its competition, according to Smith. Many companies today are being bought up by investment groups and turned into conglomerates. As a result, customers lose out on one-on-one service. Even though Smith is an owner, he always makes himself available to personally help his customers whenever necessary.

“We do our best to make an investment in our customers,” he said. “We understand that they have a choice of where they go to spend their money.”

“Being able to go out there, even for just five minutes of face time, is golden,” he said. “It puts a face to the voice and the money you’re spending with them.”

Smith and his team are set to attend 20 events this year in their mobile warehouse, which is filled with 4,000 to 5,000 different products of the 20,000 they sell. These opportunities will bring them more face time with their customers, since there’s a segment of the market that will buy product only after they see it firsthand.

Another factor that sets H&H apart is its fast ship times. Orders placed on in-stock items are out the door the same or following day. According to Smith, 99.8% of everything going out is correct and damage-free, and the company’s return rate is miniscule.

Looking Ahead

Smith said that H&H will begin to focus more on the Camaro and ’80s trucks because of the plethora of parts available and their numbers on the road. The company had plans to expand its reach several years ago, but those plans were put on the back burner when the recession hit because H&H was just trying to survive. Now that sales are picking up and people have more discretionary income to spend on their toys, Smith believes it’s time to expand into different products to meet customer needs.

Smith advised that novice retailers get to know their product before they sell and stressed the harm caused by giving it away.

“A lot of guys come into this business in the small end of it, and they feel like they have to give product away in order to make a sale,” he said. “It does nothing but hurt the industry. You don’t have to be the highest-priced guy out there; you don’t have to be the cheapest guy. Let the merits of how you do business make the sale for you. Get to know your product. Don’t just go out there and sell it. Don’t be afraid to say, ‘I don’t know, but I’ll find out.’”