The current SEMA Board of Directors.

By SEMA Editors

Materials for this year’s SEMA Board of Directors election have been mailed to the primary contacts at all eligible SEMA-member companies. The voting period runs May 15–June 11, 2013.

Votes must be cast by the member’s designated primary contact. The new or reelected Board members will be selected from the eight candidates who are currently vying for four open seats.

For the election, candidates submited a questionnaire that clearly states the issues they feel are critical to the industry. For the first time, the questionnaires are available to the SEMA electorate to help members make a well-informed decision and select the leadership they feel will make a positive impact on the Association and industry.

In addition, detailed biographies for each candidate are also available online and include career experience, personal insights and an explanation of primary goals in running for a seat on the SEMA Board. View candidate photos, questionnaires and background information online at www.sema.org/bod13.

For more information about the 2013–2016 SEMA Board of Directors election, contact Arlene Wood at ArleneW@Sema.org or call 909-978-6689.

	The current SEMA Board of Directors.

By SEMA Editors

Materials for this year’s SEMA Board of Directors election have been mailed to the primary contacts at all eligible SEMA-member companies. The voting period runs May 15–June 11, 2013.

Votes must be cast by the member’s designated primary contact. The new or reelected Board members will be selected from the eight candidates who are currently vying for four open seats.

For the election, candidates submited a questionnaire that clearly states the issues they feel are critical to the industry. For the first time, the questionnaires are available to the SEMA electorate to help members make a well-informed decision and select the leadership they feel will make a positive impact on the Association and industry.

In addition, detailed biographies for each candidate are also available online and include career experience, personal insights and an explanation of primary goals in running for a seat on the SEMA Board. View candidate photos, questionnaires and background information online at www.sema.org/bod13.

For more information about the 2013–2016 SEMA Board of Directors election, contact Arlene Wood at ArleneW@Sema.org or call 909-978-6689.

SEMA News—May 2013

HERITAGE
By Drew Hardin
Photo Courtesy Petersen Archive

Chevy’s Little Giant

Traco (a contraction of Travers’ and Coon’s last names) was founded in 1957 after the pair served as mechanics for Bill Vukovich during his Indy 500 wins in 1953 and 1954. Their customer list read like the proverbial who’s who of racing legends of the day, including Bruce McLaren, A.J. Foyt, Lance Reventlow, Zora Arkus-Duntov and Dan Gurney. Penske first worked with Traco when he was racing Corvettes at Daytona and Sebring, and he used Traco engines in the Sunoco Trans-Am Camaros as well as his later Trans-Am Javelins.

“Jim, Frank and Traco enjoy a reputation as being among the foremost builders of Chevy engines in the realm of high performance today, and a look at the record tells why,” Swaim wrote. “During the past [1967] season, Traco-powered Camaros terrorized the Trans-American sedan racing circuit, taking home all the marbles at Kent, Washington, Marlboro, Virginia and Las Vegas.”

So, how did Travers and Coon make all that power out of the little Chevy engine? Swaim’s highly detailed story ran six pages, getting into minute detail about the 327 block’s prep, the various components that went into the engine (ForgedTrue pistons, Perfect Circle rings, Engle cam and pushrods, Hedman headers, a Holley carb on the stock intake, plus Traco’s own parts), and the care Traco’s mechanics took in assembling the engine.

“Jim Travers maintains that the most important factor in building a competition engine is straightforward careful workmanship,” wrote Swaim. “This means that every tolerance and clearance is checked and double checked to ensure that it is correct. An engine is only as reliable as the parts that go into it, so all stock components are Magnafluxed and checked for quality before they ever go into a Traco engine.”

SEMA News—May 2013

HERITAGE
By Drew Hardin
Photo Courtesy Petersen Archive

Chevy’s Little Giant

Traco (a contraction of Travers’ and Coon’s last names) was founded in 1957 after the pair served as mechanics for Bill Vukovich during his Indy 500 wins in 1953 and 1954. Their customer list read like the proverbial who’s who of racing legends of the day, including Bruce McLaren, A.J. Foyt, Lance Reventlow, Zora Arkus-Duntov and Dan Gurney. Penske first worked with Traco when he was racing Corvettes at Daytona and Sebring, and he used Traco engines in the Sunoco Trans-Am Camaros as well as his later Trans-Am Javelins.

“Jim, Frank and Traco enjoy a reputation as being among the foremost builders of Chevy engines in the realm of high performance today, and a look at the record tells why,” Swaim wrote. “During the past [1967] season, Traco-powered Camaros terrorized the Trans-American sedan racing circuit, taking home all the marbles at Kent, Washington, Marlboro, Virginia and Las Vegas.”

So, how did Travers and Coon make all that power out of the little Chevy engine? Swaim’s highly detailed story ran six pages, getting into minute detail about the 327 block’s prep, the various components that went into the engine (ForgedTrue pistons, Perfect Circle rings, Engle cam and pushrods, Hedman headers, a Holley carb on the stock intake, plus Traco’s own parts), and the care Traco’s mechanics took in assembling the engine.

“Jim Travers maintains that the most important factor in building a competition engine is straightforward careful workmanship,” wrote Swaim. “This means that every tolerance and clearance is checked and double checked to ensure that it is correct. An engine is only as reliable as the parts that go into it, so all stock components are Magnafluxed and checked for quality before they ever go into a Traco engine.”

SEMA News—May 2013

HERITAGE
By Drew Hardin
Photo Courtesy Petersen Archive

Chevy’s Little Giant

Traco (a contraction of Travers’ and Coon’s last names) was founded in 1957 after the pair served as mechanics for Bill Vukovich during his Indy 500 wins in 1953 and 1954. Their customer list read like the proverbial who’s who of racing legends of the day, including Bruce McLaren, A.J. Foyt, Lance Reventlow, Zora Arkus-Duntov and Dan Gurney. Penske first worked with Traco when he was racing Corvettes at Daytona and Sebring, and he used Traco engines in the Sunoco Trans-Am Camaros as well as his later Trans-Am Javelins.

“Jim, Frank and Traco enjoy a reputation as being among the foremost builders of Chevy engines in the realm of high performance today, and a look at the record tells why,” Swaim wrote. “During the past [1967] season, Traco-powered Camaros terrorized the Trans-American sedan racing circuit, taking home all the marbles at Kent, Washington, Marlboro, Virginia and Las Vegas.”

So, how did Travers and Coon make all that power out of the little Chevy engine? Swaim’s highly detailed story ran six pages, getting into minute detail about the 327 block’s prep, the various components that went into the engine (ForgedTrue pistons, Perfect Circle rings, Engle cam and pushrods, Hedman headers, a Holley carb on the stock intake, plus Traco’s own parts), and the care Traco’s mechanics took in assembling the engine.

“Jim Travers maintains that the most important factor in building a competition engine is straightforward careful workmanship,” wrote Swaim. “This means that every tolerance and clearance is checked and double checked to ensure that it is correct. An engine is only as reliable as the parts that go into it, so all stock components are Magnafluxed and checked for quality before they ever go into a Traco engine.”

SEMA News—May 2013

INTERNATIONAL
By Alysha Webb

Making Headway Overseas

Part II: Getting Started Globally

For this second in a periodic series of articles about SEMA members that are making headway in growing their overseas business, Nathan Calabrese, OMIX-ADA’s director of international sales, provided insights into how the company identifies markets to target, what company executives look for in a distributor and some tips on how to get started selling internationally.

“We are going to continue to develop our international network and find ways to work with our overseas customers to help grow their businesses,” said Calabrese.

The privately owned company ramped up its international sales efforts in 2010 by bringing Calabrese on board. A veteran of the powersports industry, he had been selling internationally for years. He put new processes in place at OMIX-ADA and “built an effective department,” he said, noting that the company’s international sales have had respectable double-digit growth in the last two and a half years.

OMIX-ADA sells its products—which include Jeep accessories and replacement parts as well as truck accessories—in more than 50 countries. The products are sold under the brand names OMIX-ADA, Rugged Ridge, Precision Gear, Alloy USA and Outland Automotive. As might be expected, OMIX-ADA’s international sales are best where the Jeep brand has a strong presence. Europe is currently its biggest international market, Calabrese said, and OMIX-ADA also looks for markets where the Jeep brand is expanding.

“If the vehicle exists in a country, then there is business for us,” he said. “As Jeep sales grow in a country, so grow our sales.”

OMIX-ADA’s products are sold to only other businesses, said Calabrese, and whether the client is a distributor or dealer varies from country to country. OMIX-ADA wants clients with heavy involvement in the Jeep industry, especially in the off-road market, and the company also seeks clients that are positive about the business, eager to grow and that want to represent a brand-name product.

The annual SEMA Show in Las Vegas is an important resource for OMIX-ADA because of the growing number of international attendees, Calabrese said. He also took part in SEMA’s China Business Development Program in 2012 and attended the Middle East Business Development Program. SEMA’s measuring sessions in the United States featuring models from overseas markets are also very useful, he said.

One Size Doesn’t Fit All

Calabrese recommended hiring someone who already has experience with the protocol and processes of international sales. The specific product that person sold before is not as important as experience with international trade, he said.

“There are a lot of regulatory things you have to be aware of,” he said. “These aren’t things you can just Google search and implement tomorrow.”

Don’t assume domestic sales programs, such as rebates, warranties and incentives, will work in an overseas market, Calabrese cautioned, and companies should work with their distributors to figure out what is best and realize that they face unique challenges.

“You have to be able to identify those areas where the program just won’t work,” he said. “You have really got to listen to and work with clients on a very close level to help them succeed. You really need to make a strong connection.”

Calabrese said that finding a freight forwarder you trust is crucial. A freight forwarder is the link between your company and the logistics company that actually moves your goods overseas. The freight forwarder will handle important documents for you, and you grant the freight forwarder power of attorney.

“I can’t emphasize the word ‘trust’ enough,” Calabrese said. “This is not somebody who is cleaning your house. This is someone who is moving a very highly valued shipment across the world.”

Calabrese suggests that companies just getting started overseas ask other companies for recommendations regarding freight forwarders. Investigate potential candidates and then stick with your choice—even if another company comes along offering cheaper rates.

“By the time you have established a relationship with someone you can trust, it is not worth saving $.05 a pound or $.50 a pound,” he said, though he recommended checking other offers occasionally since your forwarder might be willing to come down in price when faced with a competitor’s bid.

If this sounds overwhelming, there is help out there. In addition to SEMA’s international resources, Calabrese said that the U.S. Commercial Service and the Department of International Trade—both divisions of the Department of Commerce—are excellent resources.

SEMA sponsors business development conferences in the Middle East and in China each year to assist members in better understanding these key emerging markets and to meet face to face with potential buyers.

For more information on these and other SEMA international resources, such as hands-on access to vehicles popular around the world but not sold in the United States, make and model data for key countries, and top strategies for meeting with international buyers at the SEMA Show, contact SEMA Director of International Relations Linda Spencer at lindas@sema.org.

SEMA News—May 2013

INTERNATIONAL
By Alysha Webb

Making Headway Overseas

Part II: Getting Started Globally

For this second in a periodic series of articles about SEMA members that are making headway in growing their overseas business, Nathan Calabrese, OMIX-ADA’s director of international sales, provided insights into how the company identifies markets to target, what company executives look for in a distributor and some tips on how to get started selling internationally.

“We are going to continue to develop our international network and find ways to work with our overseas customers to help grow their businesses,” said Calabrese.

The privately owned company ramped up its international sales efforts in 2010 by bringing Calabrese on board. A veteran of the powersports industry, he had been selling internationally for years. He put new processes in place at OMIX-ADA and “built an effective department,” he said, noting that the company’s international sales have had respectable double-digit growth in the last two and a half years.

OMIX-ADA sells its products—which include Jeep accessories and replacement parts as well as truck accessories—in more than 50 countries. The products are sold under the brand names OMIX-ADA, Rugged Ridge, Precision Gear, Alloy USA and Outland Automotive. As might be expected, OMIX-ADA’s international sales are best where the Jeep brand has a strong presence. Europe is currently its biggest international market, Calabrese said, and OMIX-ADA also looks for markets where the Jeep brand is expanding.

“If the vehicle exists in a country, then there is business for us,” he said. “As Jeep sales grow in a country, so grow our sales.”

OMIX-ADA’s products are sold to only other businesses, said Calabrese, and whether the client is a distributor or dealer varies from country to country. OMIX-ADA wants clients with heavy involvement in the Jeep industry, especially in the off-road market, and the company also seeks clients that are positive about the business, eager to grow and that want to represent a brand-name product.

The annual SEMA Show in Las Vegas is an important resource for OMIX-ADA because of the growing number of international attendees, Calabrese said. He also took part in SEMA’s China Business Development Program in 2012 and attended the Middle East Business Development Program. SEMA’s measuring sessions in the United States featuring models from overseas markets are also very useful, he said.

One Size Doesn’t Fit All

Calabrese recommended hiring someone who already has experience with the protocol and processes of international sales. The specific product that person sold before is not as important as experience with international trade, he said.

“There are a lot of regulatory things you have to be aware of,” he said. “These aren’t things you can just Google search and implement tomorrow.”

Don’t assume domestic sales programs, such as rebates, warranties and incentives, will work in an overseas market, Calabrese cautioned, and companies should work with their distributors to figure out what is best and realize that they face unique challenges.

“You have to be able to identify those areas where the program just won’t work,” he said. “You have really got to listen to and work with clients on a very close level to help them succeed. You really need to make a strong connection.”

Calabrese said that finding a freight forwarder you trust is crucial. A freight forwarder is the link between your company and the logistics company that actually moves your goods overseas. The freight forwarder will handle important documents for you, and you grant the freight forwarder power of attorney.

“I can’t emphasize the word ‘trust’ enough,” Calabrese said. “This is not somebody who is cleaning your house. This is someone who is moving a very highly valued shipment across the world.”

Calabrese suggests that companies just getting started overseas ask other companies for recommendations regarding freight forwarders. Investigate potential candidates and then stick with your choice—even if another company comes along offering cheaper rates.

“By the time you have established a relationship with someone you can trust, it is not worth saving $.05 a pound or $.50 a pound,” he said, though he recommended checking other offers occasionally since your forwarder might be willing to come down in price when faced with a competitor’s bid.

If this sounds overwhelming, there is help out there. In addition to SEMA’s international resources, Calabrese said that the U.S. Commercial Service and the Department of International Trade—both divisions of the Department of Commerce—are excellent resources.

SEMA sponsors business development conferences in the Middle East and in China each year to assist members in better understanding these key emerging markets and to meet face to face with potential buyers.

For more information on these and other SEMA international resources, such as hands-on access to vehicles popular around the world but not sold in the United States, make and model data for key countries, and top strategies for meeting with international buyers at the SEMA Show, contact SEMA Director of International Relations Linda Spencer at lindas@sema.org.

By SEMA Washington, D.C., Staff

Legislation that originally prohibited the sale and distribution of corn-based ethanol if at least two other New England states pass a similar prohibition was amended and approved by the Maine Legislature. Under the amendment, 10 other states or a number of states with a collective population of 30,000,000 would have to pass the prohibition before the Maine law could go into effect. LD 115 will now be sent to the governor for his signature and enactment into law. 

For more information, visit the SEMA Action Network (SAN) website. For details, contact Steve McDonald at stevem@sema.org.