SEMA News—October 2012

BUSINESS
By Kristin DeBates

Rev Up Your Online Customer Experience With Logistics

How to Deliver the Goods to Online Shoppers

	A recent study by comScore revealed new insights into the consumer online shopping experience. Commissioned by UPS, the comScore study polled more than 3,100 online shoppers and evaluated consumer perceptions and shopping habits ranging from pre-purchase to delivery and even the returns process.

The online retail market for automotive parts and accessories continues to emerge as a tremendous growth opportunity for the aftermarket parts industry. While appraisals of sales volumes within the online auto parts industry vary, estimates range from $1.8 billion to $4 billion annually.

The recent 2012 SEMA Annual Market Report found that consumers (46.2%) cited chain auto parts stores and specialty parts stores as their primary outlets for purchasing automotive parts and accessories; however, online retail was the next highest outlet, with 24.5% of respondents reporting that they primarily purchased automotive parts from online retailers. The online retailers ranged from online auction sites and chain auto parts online stores to online-only retailers.

It is clear that the popularity and potential for online retailing of automotive parts serves as a growth opportunity for the industry. Taking advantage of this opportunity will require automotive suppliers and retailers to look at the customer experience in a new way—from the perspective of an online shopper.

A recent study by comScore revealed new insights into the consumer online shopping experience. Commissioned by UPS, the comScore study polled more than 3,100 online shoppers and evaluated consumer perceptions and shopping habits ranging from pre-purchase to delivery and even the returns process. Ultimately, the survey found that the ability to control deliveries and having increased visibility were the most important factors driving today’s online shoppers. Following are highlights of top study findings and advice for automotive parts suppliers on strategies to address online customer expectations.

Options, Options and More Options

One of the keys to success with online shoppers is to provide them with a variety of delivery options to meet their needs. The comScore Online Customer Experience study found that while 67% of shoppers preferred the most economical delivery option, the majority of respondents also desired the option to speed up shipments in urgent scenarios, such as the need for a crucial part. Long delivery lead times also can be a major deterrent for online shoppers. The study found that 80% of online shoppers reported recently abandoning their online shopping carts, and 78% of those respondents cited the specified delivery time or a delivery time of more than five days as their reason for cart abandonment.

In order to address online customers’ preferences for delivery date options, look for shipping partners that offer a number of flexible shipping options, ranging from premium express delivery to more economical options, such as ground delivery. The more shipping options made available to online customers, the more likely they are to follow through with their online purchases.

Communication Is Key

Similar to providing online shoppers with multiple delivery options, retailers should be aware that shoppers want to know the details regarding their delivery date prior to making an online purchase. Providing online customers with an accurate delivery date from the beginning can further ensure that customer expectations are being met. Additionally, 46% of survey respondents said that receiving a product when expected led them to recommend an online retailer.

Online shoppers not only want to know when they will receive a package, but also want to use technology to stay on top of their delivery. Of the online shoppers surveyed, 39% said that receiving an e-mail or text delivery alert was the most convenient form of notification.

There are a number of tools available to assist online retailers with these customer preferences for increased communication and visibility. These tools range from enabling retailers to place package tracking capabilities directly on their websites to solutions that help retailers proactively alert customers of their delivery via e-mail or text.

Put Shoppers in the Driver’s Seat

In addition to multiple delivery options and visibility into the status of deliveries, online shoppers also desire the ability to control package delivery and timing even after their orders are placed. This is particularly true for customers who cannot always be home when deliveries are scheduled to arrive. The comScore study found that many online shoppers were interested in the ability to reroute a package to another address or want to specify if a package can be left with a neighbor.

Services such as UPS My Choice proactively alert consumers about upcoming deliveries and give them the ability to reschedule or re-route packages to meet their specific schedule.

Just as Easy in Reverse

The online customer experience doesn’t end once a package is delivered. Returns (or reverse logistics) are a key part of the customer experience. If a product needs to be returned or shipped back to the retailer, an easy or seamless returns process is an opportunity to improve the online shopping experience—and even gain a competitive advantage. The comScore study found that 62% of online shoppers considered having a return label right in the box to be the ideal returns scenario. The survey also found that easy-to print returns labels and automatic refunds were highly desired by most online shoppers.

Most importantly, survey respondents reported that a positive returns experience would lead them to shop more often with a retailer and to recommend the retailer to a friend. Online retailers should keep this last step in the online shopping process in mind as they create and manage their shipping and logistics strategies.

From the very beginning of the purchasing process all the way to the returns process, logistics plays a significant role in the online customer experience. As automotive parts and accessories continue to move to this growing retail platform, suppliers and retailers should keep online consumer perceptions and expectations top of mind as they design and evolve their logistics process. For additional information on the UPS and comScore Online Customer Experience Study, a whitepaper detailing the findings can be downloaded at www.thenewlogistics.ups.com/retail/comscore-survey.

Kristin DeBates is the UPS corporate marketing manager for the automotive segment.

SEMA News—October 2012

BUSINESS
By Kristin DeBates

Rev Up Your Online Customer Experience With Logistics

How to Deliver the Goods to Online Shoppers

	A recent study by comScore revealed new insights into the consumer online shopping experience. Commissioned by UPS, the comScore study polled more than 3,100 online shoppers and evaluated consumer perceptions and shopping habits ranging from pre-purchase to delivery and even the returns process.

The online retail market for automotive parts and accessories continues to emerge as a tremendous growth opportunity for the aftermarket parts industry. While appraisals of sales volumes within the online auto parts industry vary, estimates range from $1.8 billion to $4 billion annually.

The recent 2012 SEMA Annual Market Report found that consumers (46.2%) cited chain auto parts stores and specialty parts stores as their primary outlets for purchasing automotive parts and accessories; however, online retail was the next highest outlet, with 24.5% of respondents reporting that they primarily purchased automotive parts from online retailers. The online retailers ranged from online auction sites and chain auto parts online stores to online-only retailers.

It is clear that the popularity and potential for online retailing of automotive parts serves as a growth opportunity for the industry. Taking advantage of this opportunity will require automotive suppliers and retailers to look at the customer experience in a new way—from the perspective of an online shopper.

A recent study by comScore revealed new insights into the consumer online shopping experience. Commissioned by UPS, the comScore study polled more than 3,100 online shoppers and evaluated consumer perceptions and shopping habits ranging from pre-purchase to delivery and even the returns process. Ultimately, the survey found that the ability to control deliveries and having increased visibility were the most important factors driving today’s online shoppers. Following are highlights of top study findings and advice for automotive parts suppliers on strategies to address online customer expectations.

Options, Options and More Options

One of the keys to success with online shoppers is to provide them with a variety of delivery options to meet their needs. The comScore Online Customer Experience study found that while 67% of shoppers preferred the most economical delivery option, the majority of respondents also desired the option to speed up shipments in urgent scenarios, such as the need for a crucial part. Long delivery lead times also can be a major deterrent for online shoppers. The study found that 80% of online shoppers reported recently abandoning their online shopping carts, and 78% of those respondents cited the specified delivery time or a delivery time of more than five days as their reason for cart abandonment.

In order to address online customers’ preferences for delivery date options, look for shipping partners that offer a number of flexible shipping options, ranging from premium express delivery to more economical options, such as ground delivery. The more shipping options made available to online customers, the more likely they are to follow through with their online purchases.

Communication Is Key

Similar to providing online shoppers with multiple delivery options, retailers should be aware that shoppers want to know the details regarding their delivery date prior to making an online purchase. Providing online customers with an accurate delivery date from the beginning can further ensure that customer expectations are being met. Additionally, 46% of survey respondents said that receiving a product when expected led them to recommend an online retailer.

Online shoppers not only want to know when they will receive a package, but also want to use technology to stay on top of their delivery. Of the online shoppers surveyed, 39% said that receiving an e-mail or text delivery alert was the most convenient form of notification.

There are a number of tools available to assist online retailers with these customer preferences for increased communication and visibility. These tools range from enabling retailers to place package tracking capabilities directly on their websites to solutions that help retailers proactively alert customers of their delivery via e-mail or text.

Put Shoppers in the Driver’s Seat

In addition to multiple delivery options and visibility into the status of deliveries, online shoppers also desire the ability to control package delivery and timing even after their orders are placed. This is particularly true for customers who cannot always be home when deliveries are scheduled to arrive. The comScore study found that many online shoppers were interested in the ability to reroute a package to another address or want to specify if a package can be left with a neighbor.

Services such as UPS My Choice proactively alert consumers about upcoming deliveries and give them the ability to reschedule or re-route packages to meet their specific schedule.

Just as Easy in Reverse

The online customer experience doesn’t end once a package is delivered. Returns (or reverse logistics) are a key part of the customer experience. If a product needs to be returned or shipped back to the retailer, an easy or seamless returns process is an opportunity to improve the online shopping experience—and even gain a competitive advantage. The comScore study found that 62% of online shoppers considered having a return label right in the box to be the ideal returns scenario. The survey also found that easy-to print returns labels and automatic refunds were highly desired by most online shoppers.

Most importantly, survey respondents reported that a positive returns experience would lead them to shop more often with a retailer and to recommend the retailer to a friend. Online retailers should keep this last step in the online shopping process in mind as they create and manage their shipping and logistics strategies.

From the very beginning of the purchasing process all the way to the returns process, logistics plays a significant role in the online customer experience. As automotive parts and accessories continue to move to this growing retail platform, suppliers and retailers should keep online consumer perceptions and expectations top of mind as they design and evolve their logistics process. For additional information on the UPS and comScore Online Customer Experience Study, a whitepaper detailing the findings can be downloaded at www.thenewlogistics.ups.com/retail/comscore-survey.

Kristin DeBates is the UPS corporate marketing manager for the automotive segment.

SEMA News—October 2012

FROM THE HILL
By Dan Sadowski

Collector Car Appreciation Day

SEMA Members Join Third Annual Celebration

	SEMA staff and member company representatives gathered at SEMA headquarters in Diamond Bar, California, for the third annual Collector Car Appreciation Day celebration on July 13, 2012.

On July 13, 2012, SEMA-member companies joined with SEMA staff and thousands of enthusiasts to celebrate the third annual Collector Car Appreciation Day (CCAD). Nearly 200 official events were held in the United States, Canada and Australia to commemorate the day, which was designated by SEMA-requested U.S. Senate Resolution 452, sponsored by Senator Jon Tester (D-MT) and Senator Richard Burr (R-NC). Tester and Burr also serve as co-chairs of the Congressional Automotive Performance and Motorsports Caucus, a group of more than 90 lawmakers who recognize the unique cultural impact of the automotive specialty-equipment industry.

The U.S. Senate resolution recognizes “that the collection and restoration of historic and classic cars is an important part of preserving the technological achievements and cultural heritage of the United States.” Lawmakers in several states and Canada followed the Senate’s lead. New York, New Mexico, Idaho, West Virginia, Michigan and Hawaii, along with the city of Las Vegas, Nevada, and the Canadian Provinces of Manitoba and Nova Scotia, adopted their own resolutions commemorating the day.

The official events included car club cruise-ins, open houses at SEMA-member companies, specialty shows at automobile museums and “drive your collector car to work” displays. Scores of other unofficial events included car shows, picnics and cruise-ins.

SEMA-Member Companies That Hosted Collector Car Appreciation Day Events

American Collectors Insurance Inc., Cherry Hill, New Jersey AutoTrader Classics, Atlanta, Georgia Borla Performance & Carter County Car Club, Johnson City, Tennessee Corvette & High Performance, Olympia, Washington Extreme Automotive, Corona, California Hemmings Motor News, Bennington, Vermont ImportAlliance, Concord, North Carolina Lokar Inc., Knoxville, Tennessee Minnesota Street Rod Association, North St. Paul, Minnesota Nancy Perry Productions, Glendale, Arizona

Nitto Tire, Joliet, Illinois P&E Distributors Inc., Goodlettsville, Tennessee Petersen Automotive Museum, Los Angeles, California ProMedia LLC NMRA/NMCA Super Bowl of Street Legal Drag Racing, Joliet, Illinois Ron Francis Wiring, Chesapeake City, Maryland Roush Performance, Plymouth, Michigan Source Interlink Media, Tampa, Florida, Irvine, California, and El Segundo, California Speedway Motors, Lincoln, Nebraska Steele Rubber Products, Denver, North Carolina Vintage Air, San Antonio, Texas Wally Parks NHRA Motorsports Museum, Pomona, California

SEMA Action Network (SAN) Director Colby Martin presented a framed copy of Senate Resolution 452 at the NHRA Motor-sports Museum Twilight Cruise.		John Menzler (right) of COMP Performance Group celebrates the day with host Nancy Perry of the Mixteca/Kmart Cruise-in, Glendale, Arizona.		SEMA Vice President of Government Affairs Steve McDonald (right) presented Senate Resolution 452 at a special event at Source Interlink Media, El Segundo, California.
Nancy Perry Productions hosted the Chilly Bombers / Freddy’s Steak Burger Cruise-in in Glendale, Arizona.		Extreme Automotive in Corona, California, hosted a Collector Car Appreciation Open House at its shop.		AutoTrader Classics in Atlanta, Georgia, sponsored its First Annual Collector Car Appreciation Day Car Show and invited all employees to drive their special rides to work.
Lokar Performance Products welcomed Knox County Mayor Tim Burchett (center) to its Collector Car Appreciation Day celebration in Knoxville, Tennessee.		Specialty vehicles were driven to the Source Interlink Media office in Tampa, Florida, in honor of National Collector Car Appreciation Day.		SEMA Hall of Fame member “Speedy” Bill Smith (left) and his staff from Speedway Motors Inc. celebrated in Lincoln, Nebraska.
Roush Performance employees in Plymouth, Michigan, drove their specialty vehicles to the facility for a display that included a drag-racing car campaigned by Jack Roush’s son-in-law, Dale McClenaghan.		Hundreds of enthusiasts gathered at the Nitto Tire/ProMedia LLC NMRA/NMCA “Super Bowl of Street Legal Drag Racing” to celebrate in Joliet, Illinois.		Borla Performance hosted hundreds of collector vehicles during its Fourth Annual Summer Spectacular car show in Johnson City, Tennessee.
Hawaii State Representative Karen Awana (center) presented a resolution to members of Ron’s Performance Center and local enthusiasts at the state’s capitol in Honolulu.		Steele Rubber Products President Matt Agosta (right) and Vice President of Marketing Eric Saltrick (third from right) hosted a “Fun Run” in Denver, North Carolina, that included North Carolina Senator Chris Carney (second from right) and Representative Jason Saine (left).		Minnesota Street Rod Association President Jim Harvey received a copy of Senate Resolution 452.

 

SEMA News—October 2012

FROM THE HILL
By Dan Sadowski

Collector Car Appreciation Day

SEMA Members Join Third Annual Celebration

	SEMA staff and member company representatives gathered at SEMA headquarters in Diamond Bar, California, for the third annual Collector Car Appreciation Day celebration on July 13, 2012.

On July 13, 2012, SEMA-member companies joined with SEMA staff and thousands of enthusiasts to celebrate the third annual Collector Car Appreciation Day (CCAD). Nearly 200 official events were held in the United States, Canada and Australia to commemorate the day, which was designated by SEMA-requested U.S. Senate Resolution 452, sponsored by Senator Jon Tester (D-MT) and Senator Richard Burr (R-NC). Tester and Burr also serve as co-chairs of the Congressional Automotive Performance and Motorsports Caucus, a group of more than 90 lawmakers who recognize the unique cultural impact of the automotive specialty-equipment industry.

The U.S. Senate resolution recognizes “that the collection and restoration of historic and classic cars is an important part of preserving the technological achievements and cultural heritage of the United States.” Lawmakers in several states and Canada followed the Senate’s lead. New York, New Mexico, Idaho, West Virginia, Michigan and Hawaii, along with the city of Las Vegas, Nevada, and the Canadian Provinces of Manitoba and Nova Scotia, adopted their own resolutions commemorating the day.

The official events included car club cruise-ins, open houses at SEMA-member companies, specialty shows at automobile museums and “drive your collector car to work” displays. Scores of other unofficial events included car shows, picnics and cruise-ins.

SEMA-Member Companies That Hosted Collector Car Appreciation Day Events

American Collectors Insurance Inc., Cherry Hill, New Jersey AutoTrader Classics, Atlanta, Georgia Borla Performance & Carter County Car Club, Johnson City, Tennessee Corvette & High Performance, Olympia, Washington Extreme Automotive, Corona, California Hemmings Motor News, Bennington, Vermont ImportAlliance, Concord, North Carolina Lokar Inc., Knoxville, Tennessee Minnesota Street Rod Association, North St. Paul, Minnesota Nancy Perry Productions, Glendale, Arizona

Nitto Tire, Joliet, Illinois P&E Distributors Inc., Goodlettsville, Tennessee Petersen Automotive Museum, Los Angeles, California ProMedia LLC NMRA/NMCA Super Bowl of Street Legal Drag Racing, Joliet, Illinois Ron Francis Wiring, Chesapeake City, Maryland Roush Performance, Plymouth, Michigan Source Interlink Media, Tampa, Florida, Irvine, California, and El Segundo, California Speedway Motors, Lincoln, Nebraska Steele Rubber Products, Denver, North Carolina Vintage Air, San Antonio, Texas Wally Parks NHRA Motorsports Museum, Pomona, California

SEMA Action Network (SAN) Director Colby Martin presented a framed copy of Senate Resolution 452 at the NHRA Motor-sports Museum Twilight Cruise.		John Menzler (right) of COMP Performance Group celebrates the day with host Nancy Perry of the Mixteca/Kmart Cruise-in, Glendale, Arizona.		SEMA Vice President of Government Affairs Steve McDonald (right) presented Senate Resolution 452 at a special event at Source Interlink Media, El Segundo, California.
Nancy Perry Productions hosted the Chilly Bombers / Freddy’s Steak Burger Cruise-in in Glendale, Arizona.		Extreme Automotive in Corona, California, hosted a Collector Car Appreciation Open House at its shop.		AutoTrader Classics in Atlanta, Georgia, sponsored its First Annual Collector Car Appreciation Day Car Show and invited all employees to drive their special rides to work.
Lokar Performance Products welcomed Knox County Mayor Tim Burchett (center) to its Collector Car Appreciation Day celebration in Knoxville, Tennessee.		Specialty vehicles were driven to the Source Interlink Media office in Tampa, Florida, in honor of National Collector Car Appreciation Day.		SEMA Hall of Fame member “Speedy” Bill Smith (left) and his staff from Speedway Motors Inc. celebrated in Lincoln, Nebraska.
Roush Performance employees in Plymouth, Michigan, drove their specialty vehicles to the facility for a display that included a drag-racing car campaigned by Jack Roush’s son-in-law, Dale McClenaghan.		Hundreds of enthusiasts gathered at the Nitto Tire/ProMedia LLC NMRA/NMCA “Super Bowl of Street Legal Drag Racing” to celebrate in Joliet, Illinois.		Borla Performance hosted hundreds of collector vehicles during its Fourth Annual Summer Spectacular car show in Johnson City, Tennessee.
Hawaii State Representative Karen Awana (center) presented a resolution to members of Ron’s Performance Center and local enthusiasts at the state’s capitol in Honolulu.		Steele Rubber Products President Matt Agosta (right) and Vice President of Marketing Eric Saltrick (third from right) hosted a “Fun Run” in Denver, North Carolina, that included North Carolina Senator Chris Carney (second from right) and Representative Jason Saine (left).		Minnesota Street Rod Association President Jim Harvey received a copy of Senate Resolution 452.

 

SEMA News—October 2012

FROM THE HILL
By Dan Sadowski

Collector Car Appreciation Day

SEMA Members Join Third Annual Celebration

	SEMA staff and member company representatives gathered at SEMA headquarters in Diamond Bar, California, for the third annual Collector Car Appreciation Day celebration on July 13, 2012.

On July 13, 2012, SEMA-member companies joined with SEMA staff and thousands of enthusiasts to celebrate the third annual Collector Car Appreciation Day (CCAD). Nearly 200 official events were held in the United States, Canada and Australia to commemorate the day, which was designated by SEMA-requested U.S. Senate Resolution 452, sponsored by Senator Jon Tester (D-MT) and Senator Richard Burr (R-NC). Tester and Burr also serve as co-chairs of the Congressional Automotive Performance and Motorsports Caucus, a group of more than 90 lawmakers who recognize the unique cultural impact of the automotive specialty-equipment industry.

The U.S. Senate resolution recognizes “that the collection and restoration of historic and classic cars is an important part of preserving the technological achievements and cultural heritage of the United States.” Lawmakers in several states and Canada followed the Senate’s lead. New York, New Mexico, Idaho, West Virginia, Michigan and Hawaii, along with the city of Las Vegas, Nevada, and the Canadian Provinces of Manitoba and Nova Scotia, adopted their own resolutions commemorating the day.

The official events included car club cruise-ins, open houses at SEMA-member companies, specialty shows at automobile museums and “drive your collector car to work” displays. Scores of other unofficial events included car shows, picnics and cruise-ins.

SEMA-Member Companies That Hosted Collector Car Appreciation Day Events

American Collectors Insurance Inc., Cherry Hill, New Jersey AutoTrader Classics, Atlanta, Georgia Borla Performance & Carter County Car Club, Johnson City, Tennessee Corvette & High Performance, Olympia, Washington Extreme Automotive, Corona, California Hemmings Motor News, Bennington, Vermont ImportAlliance, Concord, North Carolina Lokar Inc., Knoxville, Tennessee Minnesota Street Rod Association, North St. Paul, Minnesota Nancy Perry Productions, Glendale, Arizona

Nitto Tire, Joliet, Illinois P&E Distributors Inc., Goodlettsville, Tennessee Petersen Automotive Museum, Los Angeles, California ProMedia LLC NMRA/NMCA Super Bowl of Street Legal Drag Racing, Joliet, Illinois Ron Francis Wiring, Chesapeake City, Maryland Roush Performance, Plymouth, Michigan Source Interlink Media, Tampa, Florida, Irvine, California, and El Segundo, California Speedway Motors, Lincoln, Nebraska Steele Rubber Products, Denver, North Carolina Vintage Air, San Antonio, Texas Wally Parks NHRA Motorsports Museum, Pomona, California

SEMA Action Network (SAN) Director Colby Martin presented a framed copy of Senate Resolution 452 at the NHRA Motor-sports Museum Twilight Cruise.		John Menzler (right) of COMP Performance Group celebrates the day with host Nancy Perry of the Mixteca/Kmart Cruise-in, Glendale, Arizona.		SEMA Vice President of Government Affairs Steve McDonald (right) presented Senate Resolution 452 at a special event at Source Interlink Media, El Segundo, California.
Nancy Perry Productions hosted the Chilly Bombers / Freddy’s Steak Burger Cruise-in in Glendale, Arizona.		Extreme Automotive in Corona, California, hosted a Collector Car Appreciation Open House at its shop.		AutoTrader Classics in Atlanta, Georgia, sponsored its First Annual Collector Car Appreciation Day Car Show and invited all employees to drive their special rides to work.
Lokar Performance Products welcomed Knox County Mayor Tim Burchett (center) to its Collector Car Appreciation Day celebration in Knoxville, Tennessee.		Specialty vehicles were driven to the Source Interlink Media office in Tampa, Florida, in honor of National Collector Car Appreciation Day.		SEMA Hall of Fame member “Speedy” Bill Smith (left) and his staff from Speedway Motors Inc. celebrated in Lincoln, Nebraska.
Roush Performance employees in Plymouth, Michigan, drove their specialty vehicles to the facility for a display that included a drag-racing car campaigned by Jack Roush’s son-in-law, Dale McClenaghan.		Hundreds of enthusiasts gathered at the Nitto Tire/ProMedia LLC NMRA/NMCA “Super Bowl of Street Legal Drag Racing” to celebrate in Joliet, Illinois.		Borla Performance hosted hundreds of collector vehicles during its Fourth Annual Summer Spectacular car show in Johnson City, Tennessee.
Hawaii State Representative Karen Awana (center) presented a resolution to members of Ron’s Performance Center and local enthusiasts at the state’s capitol in Honolulu.		Steele Rubber Products President Matt Agosta (right) and Vice President of Marketing Eric Saltrick (third from right) hosted a “Fun Run” in Denver, North Carolina, that included North Carolina Senator Chris Carney (second from right) and Representative Jason Saine (left).		Minnesota Street Rod Association President Jim Harvey received a copy of Senate Resolution 452.

 

SEMA News—October 2012

FROM THE HILL
By Dan Sadowski

Collector Car Appreciation Day

SEMA Members Join Third Annual Celebration

	SEMA staff and member company representatives gathered at SEMA headquarters in Diamond Bar, California, for the third annual Collector Car Appreciation Day celebration on July 13, 2012.

On July 13, 2012, SEMA-member companies joined with SEMA staff and thousands of enthusiasts to celebrate the third annual Collector Car Appreciation Day (CCAD). Nearly 200 official events were held in the United States, Canada and Australia to commemorate the day, which was designated by SEMA-requested U.S. Senate Resolution 452, sponsored by Senator Jon Tester (D-MT) and Senator Richard Burr (R-NC). Tester and Burr also serve as co-chairs of the Congressional Automotive Performance and Motorsports Caucus, a group of more than 90 lawmakers who recognize the unique cultural impact of the automotive specialty-equipment industry.

The U.S. Senate resolution recognizes “that the collection and restoration of historic and classic cars is an important part of preserving the technological achievements and cultural heritage of the United States.” Lawmakers in several states and Canada followed the Senate’s lead. New York, New Mexico, Idaho, West Virginia, Michigan and Hawaii, along with the city of Las Vegas, Nevada, and the Canadian Provinces of Manitoba and Nova Scotia, adopted their own resolutions commemorating the day.

The official events included car club cruise-ins, open houses at SEMA-member companies, specialty shows at automobile museums and “drive your collector car to work” displays. Scores of other unofficial events included car shows, picnics and cruise-ins.

SEMA-Member Companies That Hosted Collector Car Appreciation Day Events

American Collectors Insurance Inc., Cherry Hill, New Jersey AutoTrader Classics, Atlanta, Georgia Borla Performance & Carter County Car Club, Johnson City, Tennessee Corvette & High Performance, Olympia, Washington Extreme Automotive, Corona, California Hemmings Motor News, Bennington, Vermont ImportAlliance, Concord, North Carolina Lokar Inc., Knoxville, Tennessee Minnesota Street Rod Association, North St. Paul, Minnesota Nancy Perry Productions, Glendale, Arizona

Nitto Tire, Joliet, Illinois P&E Distributors Inc., Goodlettsville, Tennessee Petersen Automotive Museum, Los Angeles, California ProMedia LLC NMRA/NMCA Super Bowl of Street Legal Drag Racing, Joliet, Illinois Ron Francis Wiring, Chesapeake City, Maryland Roush Performance, Plymouth, Michigan Source Interlink Media, Tampa, Florida, Irvine, California, and El Segundo, California Speedway Motors, Lincoln, Nebraska Steele Rubber Products, Denver, North Carolina Vintage Air, San Antonio, Texas Wally Parks NHRA Motorsports Museum, Pomona, California

SEMA Action Network (SAN) Director Colby Martin presented a framed copy of Senate Resolution 452 at the NHRA Motor-sports Museum Twilight Cruise.		John Menzler (right) of COMP Performance Group celebrates the day with host Nancy Perry of the Mixteca/Kmart Cruise-in, Glendale, Arizona.		SEMA Vice President of Government Affairs Steve McDonald (right) presented Senate Resolution 452 at a special event at Source Interlink Media, El Segundo, California.
Nancy Perry Productions hosted the Chilly Bombers / Freddy’s Steak Burger Cruise-in in Glendale, Arizona.		Extreme Automotive in Corona, California, hosted a Collector Car Appreciation Open House at its shop.		AutoTrader Classics in Atlanta, Georgia, sponsored its First Annual Collector Car Appreciation Day Car Show and invited all employees to drive their special rides to work.
Lokar Performance Products welcomed Knox County Mayor Tim Burchett (center) to its Collector Car Appreciation Day celebration in Knoxville, Tennessee.		Specialty vehicles were driven to the Source Interlink Media office in Tampa, Florida, in honor of National Collector Car Appreciation Day.		SEMA Hall of Fame member “Speedy” Bill Smith (left) and his staff from Speedway Motors Inc. celebrated in Lincoln, Nebraska.
Roush Performance employees in Plymouth, Michigan, drove their specialty vehicles to the facility for a display that included a drag-racing car campaigned by Jack Roush’s son-in-law, Dale McClenaghan.		Hundreds of enthusiasts gathered at the Nitto Tire/ProMedia LLC NMRA/NMCA “Super Bowl of Street Legal Drag Racing” to celebrate in Joliet, Illinois.		Borla Performance hosted hundreds of collector vehicles during its Fourth Annual Summer Spectacular car show in Johnson City, Tennessee.
Hawaii State Representative Karen Awana (center) presented a resolution to members of Ron’s Performance Center and local enthusiasts at the state’s capitol in Honolulu.		Steele Rubber Products President Matt Agosta (right) and Vice President of Marketing Eric Saltrick (third from right) hosted a “Fun Run” in Denver, North Carolina, that included North Carolina Senator Chris Carney (second from right) and Representative Jason Saine (left).		Minnesota Street Rod Association President Jim Harvey received a copy of Senate Resolution 452.

 

SEMA News—October 2012

FROM THE HILL
By Dan Sadowski

Collector Car Appreciation Day

SEMA Members Join Third Annual Celebration

	SEMA staff and member company representatives gathered at SEMA headquarters in Diamond Bar, California, for the third annual Collector Car Appreciation Day celebration on July 13, 2012.

On July 13, 2012, SEMA-member companies joined with SEMA staff and thousands of enthusiasts to celebrate the third annual Collector Car Appreciation Day (CCAD). Nearly 200 official events were held in the United States, Canada and Australia to commemorate the day, which was designated by SEMA-requested U.S. Senate Resolution 452, sponsored by Senator Jon Tester (D-MT) and Senator Richard Burr (R-NC). Tester and Burr also serve as co-chairs of the Congressional Automotive Performance and Motorsports Caucus, a group of more than 90 lawmakers who recognize the unique cultural impact of the automotive specialty-equipment industry.

The U.S. Senate resolution recognizes “that the collection and restoration of historic and classic cars is an important part of preserving the technological achievements and cultural heritage of the United States.” Lawmakers in several states and Canada followed the Senate’s lead. New York, New Mexico, Idaho, West Virginia, Michigan and Hawaii, along with the city of Las Vegas, Nevada, and the Canadian Provinces of Manitoba and Nova Scotia, adopted their own resolutions commemorating the day.

The official events included car club cruise-ins, open houses at SEMA-member companies, specialty shows at automobile museums and “drive your collector car to work” displays. Scores of other unofficial events included car shows, picnics and cruise-ins.

SEMA-Member Companies That Hosted Collector Car Appreciation Day Events

American Collectors Insurance Inc., Cherry Hill, New Jersey AutoTrader Classics, Atlanta, Georgia Borla Performance & Carter County Car Club, Johnson City, Tennessee Corvette & High Performance, Olympia, Washington Extreme Automotive, Corona, California Hemmings Motor News, Bennington, Vermont ImportAlliance, Concord, North Carolina Lokar Inc., Knoxville, Tennessee Minnesota Street Rod Association, North St. Paul, Minnesota Nancy Perry Productions, Glendale, Arizona

Nitto Tire, Joliet, Illinois P&E Distributors Inc., Goodlettsville, Tennessee Petersen Automotive Museum, Los Angeles, California ProMedia LLC NMRA/NMCA Super Bowl of Street Legal Drag Racing, Joliet, Illinois Ron Francis Wiring, Chesapeake City, Maryland Roush Performance, Plymouth, Michigan Source Interlink Media, Tampa, Florida, Irvine, California, and El Segundo, California Speedway Motors, Lincoln, Nebraska Steele Rubber Products, Denver, North Carolina Vintage Air, San Antonio, Texas Wally Parks NHRA Motorsports Museum, Pomona, California

SEMA Action Network (SAN) Director Colby Martin presented a framed copy of Senate Resolution 452 at the NHRA Motor-sports Museum Twilight Cruise.		John Menzler (right) of COMP Performance Group celebrates the day with host Nancy Perry of the Mixteca/Kmart Cruise-in, Glendale, Arizona.		SEMA Vice President of Government Affairs Steve McDonald (right) presented Senate Resolution 452 at a special event at Source Interlink Media, El Segundo, California.
Nancy Perry Productions hosted the Chilly Bombers / Freddy’s Steak Burger Cruise-in in Glendale, Arizona.		Extreme Automotive in Corona, California, hosted a Collector Car Appreciation Open House at its shop.		AutoTrader Classics in Atlanta, Georgia, sponsored its First Annual Collector Car Appreciation Day Car Show and invited all employees to drive their special rides to work.
Lokar Performance Products welcomed Knox County Mayor Tim Burchett (center) to its Collector Car Appreciation Day celebration in Knoxville, Tennessee.		Specialty vehicles were driven to the Source Interlink Media office in Tampa, Florida, in honor of National Collector Car Appreciation Day.		SEMA Hall of Fame member “Speedy” Bill Smith (left) and his staff from Speedway Motors Inc. celebrated in Lincoln, Nebraska.
Roush Performance employees in Plymouth, Michigan, drove their specialty vehicles to the facility for a display that included a drag-racing car campaigned by Jack Roush’s son-in-law, Dale McClenaghan.		Hundreds of enthusiasts gathered at the Nitto Tire/ProMedia LLC NMRA/NMCA “Super Bowl of Street Legal Drag Racing” to celebrate in Joliet, Illinois.		Borla Performance hosted hundreds of collector vehicles during its Fourth Annual Summer Spectacular car show in Johnson City, Tennessee.
Hawaii State Representative Karen Awana (center) presented a resolution to members of Ron’s Performance Center and local enthusiasts at the state’s capitol in Honolulu.		Steele Rubber Products President Matt Agosta (right) and Vice President of Marketing Eric Saltrick (third from right) hosted a “Fun Run” in Denver, North Carolina, that included North Carolina Senator Chris Carney (second from right) and Representative Jason Saine (left).		Minnesota Street Rod Association President Jim Harvey received a copy of Senate Resolution 452.

 

SEMA News—October 2012

FROM THE HILL
By Dan Sadowski

Collector Car Appreciation Day

SEMA Members Join Third Annual Celebration

	SEMA staff and member company representatives gathered at SEMA headquarters in Diamond Bar, California, for the third annual Collector Car Appreciation Day celebration on July 13, 2012.

On July 13, 2012, SEMA-member companies joined with SEMA staff and thousands of enthusiasts to celebrate the third annual Collector Car Appreciation Day (CCAD). Nearly 200 official events were held in the United States, Canada and Australia to commemorate the day, which was designated by SEMA-requested U.S. Senate Resolution 452, sponsored by Senator Jon Tester (D-MT) and Senator Richard Burr (R-NC). Tester and Burr also serve as co-chairs of the Congressional Automotive Performance and Motorsports Caucus, a group of more than 90 lawmakers who recognize the unique cultural impact of the automotive specialty-equipment industry.

The U.S. Senate resolution recognizes “that the collection and restoration of historic and classic cars is an important part of preserving the technological achievements and cultural heritage of the United States.” Lawmakers in several states and Canada followed the Senate’s lead. New York, New Mexico, Idaho, West Virginia, Michigan and Hawaii, along with the city of Las Vegas, Nevada, and the Canadian Provinces of Manitoba and Nova Scotia, adopted their own resolutions commemorating the day.

The official events included car club cruise-ins, open houses at SEMA-member companies, specialty shows at automobile museums and “drive your collector car to work” displays. Scores of other unofficial events included car shows, picnics and cruise-ins.

SEMA-Member Companies That Hosted Collector Car Appreciation Day Events

American Collectors Insurance Inc., Cherry Hill, New Jersey AutoTrader Classics, Atlanta, Georgia Borla Performance & Carter County Car Club, Johnson City, Tennessee Corvette & High Performance, Olympia, Washington Extreme Automotive, Corona, California Hemmings Motor News, Bennington, Vermont ImportAlliance, Concord, North Carolina Lokar Inc., Knoxville, Tennessee Minnesota Street Rod Association, North St. Paul, Minnesota Nancy Perry Productions, Glendale, Arizona

Nitto Tire, Joliet, Illinois P&E Distributors Inc., Goodlettsville, Tennessee Petersen Automotive Museum, Los Angeles, California ProMedia LLC NMRA/NMCA Super Bowl of Street Legal Drag Racing, Joliet, Illinois Ron Francis Wiring, Chesapeake City, Maryland Roush Performance, Plymouth, Michigan Source Interlink Media, Tampa, Florida, Irvine, California, and El Segundo, California Speedway Motors, Lincoln, Nebraska Steele Rubber Products, Denver, North Carolina Vintage Air, San Antonio, Texas Wally Parks NHRA Motorsports Museum, Pomona, California

SEMA Action Network (SAN) Director Colby Martin presented a framed copy of Senate Resolution 452 at the NHRA Motor-sports Museum Twilight Cruise.		John Menzler (right) of COMP Performance Group celebrates the day with host Nancy Perry of the Mixteca/Kmart Cruise-in, Glendale, Arizona.		SEMA Vice President of Government Affairs Steve McDonald (right) presented Senate Resolution 452 at a special event at Source Interlink Media, El Segundo, California.
Nancy Perry Productions hosted the Chilly Bombers / Freddy’s Steak Burger Cruise-in in Glendale, Arizona.		Extreme Automotive in Corona, California, hosted a Collector Car Appreciation Open House at its shop.		AutoTrader Classics in Atlanta, Georgia, sponsored its First Annual Collector Car Appreciation Day Car Show and invited all employees to drive their special rides to work.
Lokar Performance Products welcomed Knox County Mayor Tim Burchett (center) to its Collector Car Appreciation Day celebration in Knoxville, Tennessee.		Specialty vehicles were driven to the Source Interlink Media office in Tampa, Florida, in honor of National Collector Car Appreciation Day.		SEMA Hall of Fame member “Speedy” Bill Smith (left) and his staff from Speedway Motors Inc. celebrated in Lincoln, Nebraska.
Roush Performance employees in Plymouth, Michigan, drove their specialty vehicles to the facility for a display that included a drag-racing car campaigned by Jack Roush’s son-in-law, Dale McClenaghan.		Hundreds of enthusiasts gathered at the Nitto Tire/ProMedia LLC NMRA/NMCA “Super Bowl of Street Legal Drag Racing” to celebrate in Joliet, Illinois.		Borla Performance hosted hundreds of collector vehicles during its Fourth Annual Summer Spectacular car show in Johnson City, Tennessee.
Hawaii State Representative Karen Awana (center) presented a resolution to members of Ron’s Performance Center and local enthusiasts at the state’s capitol in Honolulu.		Steele Rubber Products President Matt Agosta (right) and Vice President of Marketing Eric Saltrick (third from right) hosted a “Fun Run” in Denver, North Carolina, that included North Carolina Senator Chris Carney (second from right) and Representative Jason Saine (left).		Minnesota Street Rod Association President Jim Harvey received a copy of Senate Resolution 452.

 

SEMA News—October 2012

EVENTS

Targeted Educational Programs

Hot Topics at the SEMA Show

	The SEMA Education Institute (SEI) will offer more than 50 free education sessions and several “pay-to-attend” courses during the SEMA Show.

More than 50 educational programs in a number of segment categories will be presented at the 2012 SEMA Show, and you can see the full list in “2012 SEMA Show Education Days Brochure” starting on p. 67. Even so, we wanted to call out a few seminars that are of particular importance.

The Latest Tools, Tips and Tricks to Counter Counterfeits and Knock-Offs

• Wednesday, October 31, 2012, 3:00 p.m.–4:00 p.m.
• Las Vegas Convention Center, Room N253
• Sponsored by the Hot Rod Industry Alliance (HRIA), the Motorsports Parts Manufacturers Council (MPMC) and the Street Performance Council (SPC)
• The panel, moderated by SEMA Senior Director of Federal Government Affairs Stuart Gosswein, will include Merritt Blakeslee of the Blakeslee Law Firm; Steve Lustig of Dickinson Wright; Robb Roby of Knobbe Martens Olson & Bear; Kenya Merritt of the FBI; and Jon Ruttencutter of the Department of Homeland Security.

Presented by representatives from federal enforcement agencies and seasoned intellectual-property attorneys, this informative seminar will tackle real-world counterfeit problems that have an impact on SEMA-member companies and will provide tips on how to avoid and combat the threat. The expert panelists will cover a wide range of topics, including protecting intellectual property marketed at trade shows and sold on the Internet; understanding the difference between counterfeit product, unlawful knock-offs and legal imitations; how to train staff or hire private investigators to identify fake merchandise; and working with U.S. Customs and Border Protection, the Federal Bureau of Investigation and other government agencies to seize pirated products and prevent illegal knock-offs.

Are Young Enthusiasts Disappearing?

• Tuesday, October 30, 2012, 11:00 a.m.–12:00 p.m.
• Las Vegas Convention Center, Room N255
• Powered by the Young Executives Network (YEN)
• The panel will include James Lawrence of PowerTV, Evan Smith of Muscle Mustangs & Fast Fords magazine, Jim Ryan of Dirtsports magazine, Mickey Andrade of HRE Wheels, Jim Liaw of Formula Drift and Zach Veach of Andretti Autosport.

Is love for the automobile fading within today’s youth market? This panel discussion will tackle what is possibly the most critical question facing the automotive specialty-equipment industry today. Where will the next generation of automotive enthusiasts come from? How is technology changing the way we reach the next generation? How are we faring in our efforts to compete for the attention of today’s youth?

Join YEN as it hosts this hard-hitting session to tackle this critical issue. The panel will consist of a cross section of industry veterans, newcomers and representatives of Generation Y. There will be a 45-minute moderated presentation followed by 15 minutes of audience questions and answers. Come ready to learn and share your input!

	The SEI sessions will provide an unprecedented opportunity for you to swing into a seminar room while you are at the Show and hear from subject-matter experts and industry veterans.

How Not to Be a Showroom for Amazon

• Wednesday, October 31, 2012, 9:30 a.m.–10:30 a.m.
• Las Vegas Convention Center, Room N258
• Powered by the Manufacturers’ Rep Council (MRC)
• Presented by Bob Phibbs, The Retail Doctor. With more than 30 years of experience in retail, including senior management positions, Phibbs has been a corporate officer, franchisor and entrepreneur. His presentations are designed to provide practical information in a fun and memorable format, earning raving fans along the way.

Shoppers are walking in to your store with loaded weapons: their smartphones. If you choose to ignore this phenomenon, the results can be the demise of your business. Why? Because they can check prices while you are helping another customer; they can scan your barcode and compare your prices to those of any online retailer and buy while your staff is hanging out behind the counter. You can’t ignore it or just “try harder,” as some have suggested. You have to go to battle to win the fight for the customer’s loyalty. You’ll leave this session with actionable steps you can take to neutralize the smartphone weapon.

Selling Like a Pro

• Wednesday, October 31, 2012, 11:00 a.m.–12:00 p.m.
• Las Vegas Convention Center, Room N258
• Powered by the Wheel & Tire Council (WTC)
• Presented by Bob Phibbs (see biographical notes above)

The premise is simple: Learn how to move your merchandise and increase your profits. But this seminar is different. Most sales training is hell-bent to focus on making people do something, making employees into robots, making them aggressive, making them “close.” Maybe it worked in the ’50s, but people nowadays can smell someone closing them like something you stepped in.

The reality is that your retail sales are not lost at the register; they are lost due to untrained clerks who do not approach and help your customers. It’s not their fault; many of them have never been taught what to do. But unless your employees can build trust quickly and start relationships with your customers, your merchandise will stay on the shelves. Use this proven system and watch your retail sales increase, your merchandise turn increase and your employee turnover plummet.

	For the latest information on SEMA’s Education Days program, visit www.SEMAShow.com/education.

Wake Up and Smell the Competition

• Tuesday, October 30, 2012, 9:30 a.m.–10:30 a.m.
• Las Vegas Convention Center, Room N253
• Presented by Christine Corelli of Christine Corelli & Associates. Corelli is the author of five business books, including Wake Up and Smell the Competition, and is the founder, president, and chief creative officer of her own firm. She is a keynote speaker, business columnist and expert facilitator, and she has appeared on CNBC and other media outlets nationwide.

Market forces, consolidation and the economy have caused companies to apply more advanced approaches to sales, marketing and conducting business. Value-added offerings, competitive competence and superior sales skills are key. Based on the popular book of the same title, this hard-hitting presentation will identify what smart companies are doing to position themselves for success and how top sales producers are meeting their goals in today’s challenging business climate.

Are You a Boss or a Leader?

• Tuesday, October 30, 2012, 11:00 a.m.–12:00 p.m.
• Las Vegas Convention Center,Room N253
• Presented by Christine Corelli (see biographical notes above)

How effective are you as a leader? What would your employees say about your leadership style? How can you lead in a way that gets the most out of your team? How do you get employees to feel engaged and connected to something larger than the group they work in each day? Author Christine Corelli will show you how to display dynamic leadership, apply mental self-leadership techniques (examination of self-dialogue, beliefs and assumptions, thought patterns, goal setting), obtain high levels of employee engagement and discover why smart organizations adopt a zero tolerance for bad bosses. 

SEMA News—October 2012

EVENTS

Targeted Educational Programs

Hot Topics at the SEMA Show

	The SEMA Education Institute (SEI) will offer more than 50 free education sessions and several “pay-to-attend” courses during the SEMA Show.

More than 50 educational programs in a number of segment categories will be presented at the 2012 SEMA Show, and you can see the full list in “2012 SEMA Show Education Days Brochure” starting on p. 67. Even so, we wanted to call out a few seminars that are of particular importance.

The Latest Tools, Tips and Tricks to Counter Counterfeits and Knock-Offs

• Wednesday, October 31, 2012, 3:00 p.m.–4:00 p.m.
• Las Vegas Convention Center, Room N253
• Sponsored by the Hot Rod Industry Alliance (HRIA), the Motorsports Parts Manufacturers Council (MPMC) and the Street Performance Council (SPC)
• The panel, moderated by SEMA Senior Director of Federal Government Affairs Stuart Gosswein, will include Merritt Blakeslee of the Blakeslee Law Firm; Steve Lustig of Dickinson Wright; Robb Roby of Knobbe Martens Olson & Bear; Kenya Merritt of the FBI; and Jon Ruttencutter of the Department of Homeland Security.

Presented by representatives from federal enforcement agencies and seasoned intellectual-property attorneys, this informative seminar will tackle real-world counterfeit problems that have an impact on SEMA-member companies and will provide tips on how to avoid and combat the threat. The expert panelists will cover a wide range of topics, including protecting intellectual property marketed at trade shows and sold on the Internet; understanding the difference between counterfeit product, unlawful knock-offs and legal imitations; how to train staff or hire private investigators to identify fake merchandise; and working with U.S. Customs and Border Protection, the Federal Bureau of Investigation and other government agencies to seize pirated products and prevent illegal knock-offs.

Are Young Enthusiasts Disappearing?

• Tuesday, October 30, 2012, 11:00 a.m.–12:00 p.m.
• Las Vegas Convention Center, Room N255
• Powered by the Young Executives Network (YEN)
• The panel will include James Lawrence of PowerTV, Evan Smith of Muscle Mustangs & Fast Fords magazine, Jim Ryan of Dirtsports magazine, Mickey Andrade of HRE Wheels, Jim Liaw of Formula Drift and Zach Veach of Andretti Autosport.

Is love for the automobile fading within today’s youth market? This panel discussion will tackle what is possibly the most critical question facing the automotive specialty-equipment industry today. Where will the next generation of automotive enthusiasts come from? How is technology changing the way we reach the next generation? How are we faring in our efforts to compete for the attention of today’s youth?

Join YEN as it hosts this hard-hitting session to tackle this critical issue. The panel will consist of a cross section of industry veterans, newcomers and representatives of Generation Y. There will be a 45-minute moderated presentation followed by 15 minutes of audience questions and answers. Come ready to learn and share your input!

	The SEI sessions will provide an unprecedented opportunity for you to swing into a seminar room while you are at the Show and hear from subject-matter experts and industry veterans.

How Not to Be a Showroom for Amazon

• Wednesday, October 31, 2012, 9:30 a.m.–10:30 a.m.
• Las Vegas Convention Center, Room N258
• Powered by the Manufacturers’ Rep Council (MRC)
• Presented by Bob Phibbs, The Retail Doctor. With more than 30 years of experience in retail, including senior management positions, Phibbs has been a corporate officer, franchisor and entrepreneur. His presentations are designed to provide practical information in a fun and memorable format, earning raving fans along the way.

Shoppers are walking in to your store with loaded weapons: their smartphones. If you choose to ignore this phenomenon, the results can be the demise of your business. Why? Because they can check prices while you are helping another customer; they can scan your barcode and compare your prices to those of any online retailer and buy while your staff is hanging out behind the counter. You can’t ignore it or just “try harder,” as some have suggested. You have to go to battle to win the fight for the customer’s loyalty. You’ll leave this session with actionable steps you can take to neutralize the smartphone weapon.

Selling Like a Pro

• Wednesday, October 31, 2012, 11:00 a.m.–12:00 p.m.
• Las Vegas Convention Center, Room N258
• Powered by the Wheel & Tire Council (WTC)
• Presented by Bob Phibbs (see biographical notes above)

The premise is simple: Learn how to move your merchandise and increase your profits. But this seminar is different. Most sales training is hell-bent to focus on making people do something, making employees into robots, making them aggressive, making them “close.” Maybe it worked in the ’50s, but people nowadays can smell someone closing them like something you stepped in.

The reality is that your retail sales are not lost at the register; they are lost due to untrained clerks who do not approach and help your customers. It’s not their fault; many of them have never been taught what to do. But unless your employees can build trust quickly and start relationships with your customers, your merchandise will stay on the shelves. Use this proven system and watch your retail sales increase, your merchandise turn increase and your employee turnover plummet.

	For the latest information on SEMA’s Education Days program, visit www.SEMAShow.com/education.

Wake Up and Smell the Competition

• Tuesday, October 30, 2012, 9:30 a.m.–10:30 a.m.
• Las Vegas Convention Center, Room N253
• Presented by Christine Corelli of Christine Corelli & Associates. Corelli is the author of five business books, including Wake Up and Smell the Competition, and is the founder, president, and chief creative officer of her own firm. She is a keynote speaker, business columnist and expert facilitator, and she has appeared on CNBC and other media outlets nationwide.

Market forces, consolidation and the economy have caused companies to apply more advanced approaches to sales, marketing and conducting business. Value-added offerings, competitive competence and superior sales skills are key. Based on the popular book of the same title, this hard-hitting presentation will identify what smart companies are doing to position themselves for success and how top sales producers are meeting their goals in today’s challenging business climate.

Are You a Boss or a Leader?

• Tuesday, October 30, 2012, 11:00 a.m.–12:00 p.m.
• Las Vegas Convention Center,Room N253
• Presented by Christine Corelli (see biographical notes above)

How effective are you as a leader? What would your employees say about your leadership style? How can you lead in a way that gets the most out of your team? How do you get employees to feel engaged and connected to something larger than the group they work in each day? Author Christine Corelli will show you how to display dynamic leadership, apply mental self-leadership techniques (examination of self-dialogue, beliefs and assumptions, thought patterns, goal setting), obtain high levels of employee engagement and discover why smart organizations adopt a zero tolerance for bad bosses.